Delivering for Best-in-Class Wholesaler-Distributors

We are currently in the process of finalizing our Spring 2018 program. Please check back in a few months for updates. Please contact Tara Mostatab at if you have any questions.

May 1-2, 2018 at the O’Hare Hilton

Add to Calendar 20180501T143000Z 20180502T143000Z America/New York NAW Large Company Operations Roundtable, Spring 2018
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Register Today

“NAW’s Large Company Operations Roundtable lets me network with other wholesale operations professionals, across different industries. Regardless of the industry we serve, as a wholesale distributor, we face the same challenges, opportunities and changing technologies. Learning from one another’s successes and failures-turned-successes, and sharing this information is extremely valuable. I enjoy the size and dynamics of the group and plan on attending future meetings.”

Anonymously submitted by the VP of Operations of a $794 Million Distributor

The NAW Large Company Operations Roundtable for direct members was created as a new mechanism for the Operations executive of large distribution enterprises to network with non-competing peers in multiple lines of trade on key operations issues.

This by invitation roundtable is composed of executives from large companies that meet in Chicago two times per year and is highly interactive. The annual fee is $1,500 per member, which covers meeting costs for two events in a twelve month cycle. Participants are expected to cover the cost of their hotel and travel. Once the annual fee is paid, there are no additional fees to attend the meetings, which will last one day beginning with a reception and dinner the evening before.

The participating companies can also name a senior level alternate who can take the place of the operations executive, should that person be unable to attend the scheduled meeting.

If you would like to learn more, please contact Tara Mostatab at 202.263.4080 or

Eligibility: Companies with $100M to $1B annual revenue.
The NAW Large Company Roundtable is the only opportunity that provides networking and benchmarking exclusively with other top executives of non competing, like-sized Wholesale-Distribution companies.

NAW Large Company Operations Roundtable Preliminary Agenda

Day 1 - May 1, 2018

2:30 PM – 3:00 PM

3:00 PM – 4:30 PM
Opening Session & Discussion
Attraction and Retention

Mary Lynn Fayoumi, CAE, SPHR, GPHR
President & CEO, Management Association

In 2020, millennials are set to surpass baby boomers as the largest segment of the workforce. However, several of them think that they can “create their job” with an App or a “disruptor” versus charting a career path within an exciting business. Distributors are in a tough spot because they might not have the “cool” office space of a Google or Apple, don’t offer yoga or “bring your dog to work day,” and telecommuting/flexible hours are hard when you need supplies shipped and trucks unloaded and reloaded. So where are we going to find the “stars of tomorrow” without alienating our current workforce?

This session will focus on ways for distribution leaders to spend their time (and money) effectively recruiting and retaining the next generation of superstars while not turning off your current workforce.


  • Industry leading ideas on where is the best place to recruit new employees
  • Top ideas on ways to keep your current employees engaged and energized about your firm
  • Ways to “tell your story” from the inside out
  • Best practices in highlighting where to go to find the employees you need


Mary Lynn Fayoumi, CAE, SPHR, GPHR, SHRM-SCP is the President and CEO of The Management Association, a Chicago-based employers’ association which serves over 1000 member organizations. She is a highly respected and sought after speaker, trainer and advisor and is an accepted authority on a variety of organizational issues including workplace culture, employment trends, people management and leadership. Countless organizations have benefited from her expertise during her twenty plus years at the association.

Mary Lynn is a prolific writer, quoted and published regularly in a variety of local and national publications. She currently serves as the Past Chair of the Board of Directors for both the Association Forum of Chicagoland and the Employer Associations of America. She is also an Advisory Board Member of the Community Memorial Foundation and Family Shelter Service.

Mary Lynn is a summa cum laude graduate of the University of Iowa with a Bachelor’s of Business Administration in Industrial Relations/Human Resources. She also holds an MBA in International Management with Honors from the Thunderbird School of Management.

4:30 PM – 6:00 PM

6:00 PM – 7:00 PM
Reception – Drinks & Dialogue

Come prepared to meet and mingle with your fellow participants from the largest firms in the industry.

7:00 PM – 9:30 PM

Large Company Executive Dinner

Make sure to reserve your seat for the most exclusive executive supper club in Chicago this evening! This dinner is your opportunity to pick the brains of the senior executives for the top wholesale distribution companies in the industry.

Day 2 - May 2, 2018

7:00 AM – 7:45 AM

8:00 AM – 9:30 AM
Opening Session & Discussion
The Critical Evolution of Sales Force in the Amazon Era

David S. Bauders

Did you know that the Buyer Journey has changed radically in the last five years, but sales force roles, structures, processes, and sales cost-to-serve have not? The typical buyer today – an increasing percentage of whom are Millenials – has already independently completed 70% of the purchase process before they even engage with a seller. The old distribution sales paradigm was built to engage at the 20% point, with a heavy cost structure and skill set that is quickly being rendered obsolete by Amazon and large wholesalers imitating its model.

SPA CEO David Bauders will describe both the nature and magnitude of the required sales transformation, as well as playbooks for success. In simple terms, your sales team will need to transform to have different conversations with different buyers. Your sales force must transform to adopt new sales technologies, seller roles and skills.

Tasks currently performed by people must be automated. The mix of Outside versus Inside Sales must change and transition to an In-Out Hybrid. To provide defensible, differentiated customer value that can be monetized, sales teams will need to be up-skilled to add and capture customer value. New training paradigms and platforms will be critical to ensure the transformation succeeds. Sales Force Restructuring, Right-Sizing & Up-Skilling will be the core elements of the transformation.

The new era will present growth opportunities for those distributors who quickly transform technical and human-capital resources to exploit the new reality. For those who fail to act – that is, to transform – the future will be less kind. The clock is ticking.


David Bauders founded Strategic Pricing Associates, Inc. (SPA) in 1993 to help companies of all sizes improve increase profitability through improved pricing strategy, analytics and training. As President and CEO, he has worked with over 200 manufacturing businesses and over 400 distribution businesses over the last 22 years to improve their financial performance through pricing analytics, process tools, and sales force training.

SPA serves a broad cross section of industries including industrial, electrical, plumbing/hvac, chemical, building products, medical, scientific, software, consumer products, and technology products; and works with companies from both the manufacturing and distribution channels. SPA and Epicor (, a leading technology provider for the distribution industry, formed a strategic partnership in 2008, making SPA’s pricing analytics available to Epicor’s leading software platforms and their distributor customers. SPA serves clients on a broad array of additional ERP platforms, including Infor’s SxE and A+; SAP; and Oracle.

Mr. Bauders is a recognized leader in field of strategic pricing and delivers seminars worldwide on a variety of pricing-related topics, in English, Spanish, and Portuguese. Mr. Bauders and SPA have been featured in a variety of publications including The Wall Street Journal, IMARK NOW Magazine, Industrial Supply Magazine, Inside Business Magazine, Modern Distribution Management, and many industry publications.

Prior to founding SPA, Mr. Bauders worked for Booz & Co as a management consultant responsible for pricing and marketing strategy. He also worked as a line pricing manager for IBM Credit Corporation, with revenues (in 1990) of over $10 billion.

Mr. Bauders earned a BA from Oberlin College in Economics and Government and an MBA in Corporate Strategy and Finance from the University of Michigan. He has served as a teaching assistant in price theory for both institutions and is a member of Mensa, Ltd. He is fluent in Spanish, Portuguese, French, and Italian.

9:30 AM – 9:45 AM

9:45 AM – 11:00 AM
General Session & Discussion
Freight Driver Shortage 

Matt Penley
National Account Executive, Old Dominion Freight Line

The stars are aligned for continued tightening of transportation capacity.  How do we and our partners within our supply chains navigate through this environment?  With a strong and growing economy, ongoing driver shortage and the recent ELD mandate trucking capacity continues to tighten across the country.  In this round table discussion, we will address the current state of affairs causing the capacity crunch, outlook for the trucking industry in 2018 and beyond, and what shippers and receivers can do to make the situation better for themselves and business partners.


In his 20 year career with Old Dominion Freight Line, Matt Penley has served in various roles both in operations, sales and leadership.  Starting as a dockworker while in college, he quickly progressed into driving roles both locally and long-haul while stationed at several of Old Dominion’s nationwide Service Centers.  He later transitioned into multiple operational leadership roles, including logistics services, truckload brokerage, rail / intermodal sourcing, and warehousing.  Upon completion of these roles, he moved into Field Sales and most recently Corporate Account Sales while domiciled at company headquarters in Thomasville, NC.  Matt is a native of High Point, NC, a graduate of Appalachian State University, and The University of Tennessee where he earned his MBA focused on Supply Chain Management.  Matt and his family reside in High Point, NC.

11:00 AM – 12:00 PM
Open Discussion

This session is set aside for you to raise any issue you would like and have the group provide their thoughts. This is an open forum to further discuss any item on the agenda or to bring up topics that are not on the agenda. Make sure to take notes during this session, you may find a perfect topic to suggest for the next NAW Roundtable.

12:00 PM – 12:45 PM
Joint Lunch & Networking Discussion with CFO Roundtable

This is the “halftime” period where you meet up with all of the Large Company senior executives at this week’s Roundtable to compare ideas and benchmark across disciplines. Both the CFO and Operations executives will attend this joint lunch.

1:00 PM – 2:00 PM
Closing Session & Discussion
Driver Safety: How to Protect Drivers from an Invisible Threat 

Silvano (Sal) Angelone, MBA, CBA

Fatigue; the unseen risk that can sneak up on a driver at any time. This risk can be fatal to your employees or even citizens sharing the road with your drivers. It can also be costly to business and negatively impact productivity and performance. But building layers of protection through a Fatigue Risk Management System touches all the influencers of a safety culture to mitigate fatigue risk, while equipping companies with insights and metrics to influence safer driving conditions and improved performance. However, few companies find themselves prepared to effectively capture and assess this wealth of data. Explore the process you can use to effectively assess the extent of fatigue risk to your business and discover the opportunities to mitigate the invisible threat before it impacts you.


Sal has over 20 years of experience implementing safety programs that focus on targeting human fatigue.  He has worked with over 100 major corporations in the design and implementation of fatigue risk management plans, scheduling and staffing optimization programs, building and designing of training initiatives focused on safety, the design of control rooms/work environments as related to human fatigue, conducted fatigue risk assessments in a variety of 24/7 environments, workload analysis and the implementation of software programs for assessing and detecting employee fatigue. He also has extensive experience working with a variety of unions and governmental safety and health regulatory agencies. In addition, Sal has widespread experience serving on a team of expert witnesses that defended legal cases that were under fatigue related accident litigation. Sal has his Masters Degree from Tampa College and his Bachelors from Barry University. Sal is also a Certified Behavior Analyst (CBA).

2:00 PM – 2:30 PM
Set Agenda for Next Meeting Scheduled for November 6-7, 2018

2:30 PM

NAW Large Company Operations Roundtable Participants, Spring 2018

The following wholesale distribution companies are registered for the Spring 2018 Large Company Operations Roundtable:

  • Composites One LLC
  • H I S C O
  • I S C O Industries LLC
  • Palmer Donavin Mfg Co (The)
  • Parksite Inc
  • Team Horner
  • U S Lumber Group

The following wholesale distribution companies have attended previous Large Company Operations Roundtables:

  • Benco Dental
  • Boelter Companies
  • Composites One
  • Curbell Plastics
  • ETNA Supply
  • Gustave A Larson
  • Horner Xpress
  • Hub Construction Specialties
  • Inline Distribution
  • Kennicott Brothers
  • Benco Dental
  • Boelter Companies
  • Composites One
  • Curbell Plastics
  • ETNA Supply
  • Gustave A Larson
  • Horner Xpress
  • Hub Construction Specialties
  • Inline Distribution
  • Kennicott Brothers
  • McNaughton McKay Electric Co
  • Munchs Supply Co Inc
  • Pacesetter Steel
  • Palmer Donavin Mfg Co
  • Seal Rite Door
  • T&A Supply Company
  • United Electric Supply Co
  • United Pipe & Steel
  • US Lumber Group

Meeting Location:
Chicago Hilton O’Hare
10000 W O’Hare Ave.               Hotel Accommodations
Chicago, IL 60666
(773) 686-8000

Hilton Central Reservations – 877 865 5322