Delivering for Best-in-Class Wholesaler-Distributors

Please contact Tara Mostatab at if you have any questions.

May 1-2, 2018 at the O’Hare Hilton



“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
President & CEO, Strategic Pricing Associates (SPA)

Dan Cilley
Co-Founder, Vendor Neutral

Nancy Nardin
Co-Founder, Vendor Neutral

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 and Vendor Neutral Co-founders Nancy Nardin and Dan Cilley 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 SPA, Inc. 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 25 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.

Dan Cilley is the Co-Founder of Vendor Neutral, LLC, a Founding member and chapter president of the Sales Enablement Society, Leader of the Sales Enablement Definition Committee and the President of American Association of Inside Sales Professionals (AA-ISP South Florida Chapter). Dan strives to deliver more than just systems knowledge and expertise. He understands how to maximize today’s sales enablement tools to improve customer engagement without unnecessary disruption. He helps organizations leverage modern sales technologies, automation tools and skills training to drive profitable growth and return on investment.

Nancy Nardin is an award-winning industry thought-leader on SalesTech. Her sales career began in Silicon Valley selling the world’s first laptop computer which gave rise to the first Sales Apps like CRM. She has provided sales leadership to premier analyst firms such as Gartner Group and IDC and worked with several of Silicon Valley’s top venture capital firms during the Telecom build-out of the 1990’s. In 2009, she launched her own firm, Smart Selling Tools, and her reputation and recognition has only grown since – culminating in being named in Forbes Top 30 Sales influencers in the World.

9:30 AM – 9:45 AM

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

Philip Condron
Regional Operations Manager, Composites One, LLC

Matt Penley
National Account Executive, Old Dominion Freight Line

As a fleet operator and shipper we have seen a rapid transformation from what was generally considered a shippers market to a carrier market today.

The dynamics that accelerated the shift should not be a surprise to anyone and were probably overdue to create some balance and sustainability in the industry. While we may not embrace the current state we are left with no choice but to manage through it in tandem with our carrier partners, the industry trends are cyclical and the pendulum will eventually shift again towards a neutral position.

As responsible and informed shippers it is imperative that we work together with our carriers to build long term relationships, create an understanding of each other needs, identify what efficiencies exist and where will help us to better manage expectations, create a fair pricing and service solution for shippers, carriers and most importantly our customers.


Philip Condron has 34 years if the transportation industry, he began his career in early 1980’s managing cash in transit moves later managing his family owned courier and groupage business. In 1984 Philip Graduated college in Ireland with a degree in Transport Management (before the term logistics was coined).

He has managed private fleets and logistic programs in Europe, Asia and the USA. Philip held driving and warehousing positions before moving into distribution center management, regional leadership positions, General Manager and today has responsibility for Composites One’s transportation and logistics operations in North America.

Composites One LLC represents approximately 650 manufacturers and 40,000 products that are used in the marine, construction, recreational, aerospace and industrial settings.

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 Solutions Consultant, Caterpillar, Inc.

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 Angelone 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 master’s degree from Tampa College and his bachelor’s 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 attended the Spring 2018 Large Company Operations Roundtable:

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

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
  • 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