Delivering for Best-in-Class Wholesaler-Distributors

May 16-17, 2017 at the O’Hare Hilton

Download Content from this Roundtable

“NAW enables a free-flow of ideas and answers to Questions for Operations executives from large companies and different industries. The Roundtable is a “great-value-add” since it allows you to discuss tactical issues with counterparts facing the same challenges.”

Submitted Anonymously by the Senior Vice President of Operations of a $7 Billion Dollar Distribution Company

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

Similar to other billion dollar roundtables NAW has created for the CIO, CFO, Chief Legal Officer, and Human Resource executive, this by invitation roundtable is composed of executives from billion dollar companies that meet in Chicago two times per year. This highly interactive group consists of the SENIOR-MOST operations executives. The annual fee is $1,800 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 an 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 John Peter or Tamela Blalock at 202.872.0885.

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

NAW Billion Dollar Operations Roundtable Agenda

Day 1 - May 16, 2017

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

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

Jade West

Jade West


7:00 PM – 9:30 PM
Billion Dollar Executive Dinner

As a bonus, the dinner session will also feature Jade West, NAW’s Senior Vice President-Government Relations and Executive Director of the National Association of Wholesaler-Distributors Political Action Committee (NAW-PAC) who was named the 2015 Lobbyist of the Year by CEO Update.

Make sure to attend 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. This is a joint dinner that will include the CLO, HR and Operations executives attending the spring Roundtable.

About The Speaker

Jade West is Senior Vice President-Government Relations for the National Association of Wholesaler-Distributors. She also serves as Executive Director of the NAW Political Action Committee. Jade is the senior lobbyist for NAW, advocating the interests of the wholesale distribution industry in Washington both on Capitol Hill and in the regulatory agencies.

In addition, she is Executive Secretariat for the 1,000-member Tax Relief Coalition and the LIFO Coalition. Jade is a Steering Committee member of the Alliance for Tax Fairness and Growth, and she is on the Management Committee of the Coalition for a Democratic Workplace, which leads the opposition to organized labor’s effort to remove secret ballot elections from union certification elections and force employers into binding “interest arbitration” in negotiating contracts. Jade is also a Director of the Business Industry Political Action Committee and a Founder and Director of the trade association Get Out the Vote Best Practices Group, both working to maximize the turnout of pro-business voters in federal elections.

Before joining NAW in 2002, Jade was a senior aide on Capitol Hill for more than 20 years.

Day 2 - May 17, 2017

7:00 AM – 7:45 AM

Rory Vaden

Co-Founder of Southwestern Consulting and New York Times bestselling author

8:00 AM – 9:30 AM
Opening Session & Discussion

“Converting Ideas into Actions – Innovation/Idea/Change Management”

Many organizations are facing an urgent need to exploit new ideas and opportunities to meet increasing competitive pressure and changing customer demands. The recent economic recession has further accelerated the urgency of innovation across industries and globally.

But how do you determine which ideas are the breakthrough ones? Which ones are going to actually drive growth, productivity, and profit creation? What uses of our time are going to actually multiply the value of the organization?

Most of all, how do you manage to get the key profit-driving ideas implemented in the midst of keeping up with all of the normal noise and necessary minutiae of you’re pre-existing commitments?

With time and other resources spreading us thin, executives have to have a formula for filtering through all of the potential ideas there are for innovation down to the ones that really multiply the value of the organization.

This session will discuss and present:

  • Field-tested strategies for how billion dollar leaders identify the most profit driving initiatives.
  • A practical framework for how you and your team can prioritize the most innovative ideas.
  • Actionable strategies for how to manage and process all of your current initiatives meanwhile creating margin to focus on new ones.
  • Methodical processes that can be used across all levels of the organization to determine which ideas should be shared and executed on and which should be left behind.
  • An executable plan for how determining when collaboration is needed and when delegation is appropriate.

About The Speaker

Self-Discipline Strategiest Rory Vaden’s book Take the Stairs is a #1 Wall St Journal, #1 USA Today and #2 New York Times bestseller. As an award-winning entrepreneur and business leader, Rory Co-Founded Southwestern Consulting, a multi-million dollar global consulting practice that helps clients in more than 14 countries drive educated decisions with relevant data. He’s also the Founder of The Center for the Study of Self-Discipline (CSSD).

Rory is the world’s leader on defining the psychology around modern day procrastination, called Priority Dilution – in fact, he coined the term. He speaks and consults on how to say no to the things that don’t matter, and yes to the things that do. His client list includes companies and groups such as Cargill, The Million Dollar Roundtable, P&G, True Value, YPO, Wells Fargo Advisors, Land O’Lakes, Novartis and hundreds more. His insights have recently been featured on/in: Fox News, CNN, Wall Street Journal, Fast Company, Inc, Fortune, and the New York Times.

9:30 AM – 9:45 AM

David Bauders

Strategic Pricing Associates, Inc

9:45 AM – 11:00 AM
General Session & Discussion

“Customer Stratification, Segmenting & Pricing Solutions”

Billion Dollar Distributors will assert that customer service is a key element to keeping customers happy for the long haul. And excellent customer service requires knowing your customers and how they want and need to be served.

The customer mix varies across the company’s geographic regions, but the principle is the same: If you understand what your customers need, you can serve them more effectively and efficiently. Don’t expend valuable outside sales team time on customers that can be served better through the online channel.

Attendees will learn how to identify the appropriate pricing strategy and architecture to maximize value creation for customers and all stakeholders.

  • How to go from pricing complexity (chaos) to a data-driven pricing architecture that converts strategy into action and impact
  • Techniques for segmenting customers and products to drive margin improvement without customer churn
  • Leveraging market segmentation to drive pricing precision and enhanced margins
  • Change management tips and tricks to drive the sales force to recognize how small pricing improvements have a huge impact on gross margins

About The Speaker

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.

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 Networking Lunch with CLO and HR Executives

This is the “halftime” period where you meet up with all of the Billion Dollar Company senior executives at this week’s Roundtable to compare ideas and benchmark across disciplines. All 3 groups: Operations, HR and CLO executives will attend this joint lunch.

1:00 PM – 2:00 PM
Closing Session & Discussion

“Incentive Compensation Strategies for Billion Dollar COOs”

Marc Wallace

Senior Client Partner at Korn Ferry Hay Group

Tom Hill

Client Partner at Korn Ferry Hay Group

In an ideal world, every billion dollar distribution company’s compensation strategy would reflect its business strategy and support clearly defined goals. But in today’s business world, many companies have created/or inherited incentive compensation plans that neither motivate their sales reps nor support their business strategies. Because the billion dollar operations executives are charged to defend the bottom line, it is imperative to make sure that sales reps, operations staff, and truck drivers are properly incentivized to support strategy, and making sure they are correctly paid in accordance with a clear compensation strategy, to represent substantial financial risks, and opportunities, to the company. In addition, operations executives care that a correctly incentivized sales/operations/logistics team creates results that better support efficient working capital management.

A consultant will review case studies where billion dollar COOs have successfully utilized incentive compensation technology solutions to improve the processes of managing incentive compensation and provide sales and operations leadership with the tools they need to motivate the sales/operations/driver teams strategically – via a streamlined and simplified incentive compensation process.

About The Speakers

Marc Wallace is a Senior Client Partner based in Korn Ferry Hay Group’s Chicago office. Mr. Wallace has worked in a wide variety of industries addressing assessment and pay issues. He has worked in the consumer and commercial banking, insurance, consumer products, financial, manufacturing, and other industries. Mr. Wallace is accountable for direction of Hay Group’s Incentive Pay and Sales Compensation practices as well as projects in general rewards practices and executive compensation. In recent years, his work with clients and research in the field has been published in the New York Times, Personnel, Workspan, World at Work Journal, HR Magazine, Pharmaceutical Executive, and other publications.

He is a frequent speaker on rewards topics in addition to assisting clients to strategically address critical compensation issues. Mr. Wallace received his bachelor degree in economics from the University of Wisconsin in Madison, WI. He has an MBA from the Garvin International School of Management in Phoenix, AZ, and a certification in administration from the University of Aix-Marseille in Aix-en-Provence, France. He is a WorldatWork Certified Sales Compensation Professional.

Mr. Hill led a global project for the sales force with an industrial company to assess and build a new organization structure, workforce planning, role definition, and incentives. He also led an engagement with a major fast moving consumer goods organization to add consistency to its compensation processes. With his team, he developed a global system to assist to compensation, career pathing and organizational development. Using their go-to-market strategy as a foundation, Mr. Hill led a project with technology firm to clarify sales roles and design incentive programs globally.

Mr. Hill is a Client Partner for Korn Ferry Hay Group, based in the firm’s Chicago office. He is also the practice leader for sales effectiveness. Mr. Hill has deep experience in sales effectiveness, role analysis, broad-based rewards, incentive design, international compensation, organization design and competencies. He has supported a number of organizations across all major sectors, including: consumer, industrials, financial services, life sciences and technology. Prior to joining Korn Ferry Hay Group in 2008, Mr. Hill spent eight years focusing on human resources at PwC and Prudential Financial.

2:00 PM – 2:30 PM
Set Agenda for Next Meeting Scheduled for November 14-15, 2017

2:30 PM

NAW Billion Dollar Operations Roundtable Participants, Spring 2017

The following wholesale distribution companies are registered for the Spring 2017 Roundtable:

  • ABC Supply
  • ADI (Honeywell)
  • Boise Cascade
  • Bunzl Distribution
  • Dot Foods
  • HD Smith
  • PrimeSource
  • SRS Distribution
  • Uline

The following wholesale distribution companies attended the previous NAW Billion Dollar Operations Roundtable:

  • ABC Supply
  • ADI (Honeywell)
  • Berlin Packaging
  • Border States Electric
  • Bunzl Distribution USA Inc
  • Cardinal Health Inc
  • Core Mark International Inc
  • Dawn Foods Products
  • Do it Best Corp
  • Gordon Food Service
  • Graybar Electric Co Inc
  • HD Smith
  • Johnstone Supply
  • McKesson Distribution
  • MRC Global
  • Network Services Co
  • Patterson Companies
  • Poolcorp
  • SRS Distribution
  • Uline
  • Vertiv
  • Victory Packaging
  • Weyerhaeuser Co

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