Delivering for Best-in-Class Wholesaler-Distributors
CohnReznick Large Company CFO Roundtable Sponsor

May 2-3, 2017 at the O’Hare Hilton

Download Content from this Roundtable

“The ability to exchange ideas openly and honestly in a non-competitive environment is one of the reasons I look forward to attend NAW’s Large Company CFO Roundtable. I always leave these meetings with new ideas to improve our business. The group is relatively small which encourages participation from everyone in attendance.”

Anonymously Submitted by the VP of Finance of a $550 Million Distributor

The NAW Large Company CFO Roundtable for direct members was created as a new mechanism for the financial 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 finance 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 $100M to $999M in 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 CFO Roundtable Preliminary Agenda

Day 1 - May 2, 2017

2:30 PM – 3:00 PM
Registration

David Bauders

President & CEO of Strategic Pricing Associates, Inc

3:00 PM – 4:30 PM
Opening Session & Discussion

Joint Session with Large Company Operations Roundtable “Customer Stratification, Segmenting & Pricing Solutions”

Large Company 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.

Takeaway(s)
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 (www.epicor.com), 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.

4:30 PM – 6:00 PM
Break

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 3, 2017

7:00 AM – 7:45 AM
Breakfast

Skip Tucker

Strategic Pricing Associates, Inc

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

“Negotiation Refresher for Large Company CFOs”

What does success mean to you? Higher margins and profits? Higher customer satisfaction? Stronger business relationships? More money? A successful career? Whatever your version of success, negotiation is a critical key to achieve it. We believe negotiation is like a sport. It requires deep knowledge of the subject, specific skills, training, coaching, equipment and continuous practice.

Optimal success requires negotiation training. Typically, salespeople are trained to sell, buyers are trained to buy. Buying and selling skills provide one component, but the subject of negotiation is vast and complex. Once exposed to formal negotiation training, experienced professionals are often amazed to learn of the vital areas of opportunity only visible through the lens of negotiation.

Takeaway(s)
Attendees to this session will learn:

  • How to win at the game of negotiation
  • Strategies to uncover the other party’s pressure
  • Powerful tactics
  • Effective countermeasures
  • Concession making approaches

About The Speaker

Skip Tucker is a highly sought after seminar instructor because of his light-hearted yet informative speaking style. He has conducted negotiating seminars for the last 25 years in cities all over the world. After paying his way through college and graduate school with a combination of the G.I. Bill and as a radio disk jockey, he was ultimately wooed out of broadcasting and into business. His past experience includes being the Director of Marketing for Metro Networks (Los Angeles), the Director of European Operations for Lemco International (based in England), and the Senior Training Manager for Karrass. Skip’s clients have included Allied Signal Aerospace, American Power Conversion, AT&T, CVS Pharmacy, Haskell, Hewlett-Packard, Honeywell, Hormel Foods, Infosys, Kroger, Lockheed Martin, M&M*Mars, Macromedia, MCGraw Hill Publishing, Mobil Oil, Pacific Bell, Pepsi, Shell Oil, Siemens, TRW, United Defense, the United States Air Force, the United States Navy and the U.S. Department of Transportation.

9:30 AM – 9:45 AM
Break

Brandon Barksdale

Senior Manager of CohnReznick LLP

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

“The changing role of the CFO”

As companies look to transform their financial organizations they face the challenges of redefining and realigning resources, defining meaningful performance metrics, establishing appropriate and efficient models for transaction processing and leveraging appropriate tools to budget and forecast and measure performance.

Takeaway(s)
This session is designed to share methods, tools and experiences in transforming the role of the CFO and the finance organization from a team largely focused on transaction and information processing to one that is integrally involved in the development and execution of strategic objectives and the management of risk and operational performance.

About The Speaker

Brandon Barksdale is a senior manager with CohnReznick’s CFO and Business Advisory Practice who specializes in finance management, strategy, and transformation consulting. He is an experienced finance leader driving finance transformation with a focus on finance performance management, process improvement, and operations. Brandon leverages his industry and consulting experience, which ranges from small to large domestic and multinational companies across various industries, to drive immediate and long-term value for his clients in an ever-changing environment.

Brandon has extensive experience leading project teams with complex work streams, assuring delivery and alignment of critical path initiatives while managing the risk and opportunities of up and downstream dependencies. He has managed strategic initiatives for a number of companies ranging from private equity portfolio and middle-market companies to Fortune 500 entities across various industries, including retail, consumer goods, manufacturing and distribution, financial services, technology, government, not-for-profit, and healthcare. His areas of focus include driving organizational change, enabling performance analysis, improving the financial reporting process, advancing financial planning and analysis (FP&A) efficiency and monitoring accuracy, enabling finance technology, and implementing finance transformation efforts. His areas of knowledge include finance strategy and operations; finance performance management; organizational design; FP&A; policies, procedures, and finance systems implementation; ROI analysis; and finance transformation.

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 Operations 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.

Sue Hawkes

CEO of YESS!

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

“Strategic Management Execution for CFO Visionaries”

Busy leaders need a complete set of simple and practical tools they can use to run a better business – the Entrepreneurial Operating System (EOS) ®. CFOs want to see their businesses consistently run better and grow faster; Sue Hawkes and EOS can help them and their teams simplify, clarify and achieve their vision. During Sue’s sessions, participants gain Traction®, allowing them to do more of what they do best every day, maximize performance and achieve greatness in their businesses and lives. They will utilize EOS tools to become proactive instead of reactive and coordinate all company efforts toward a single, clear vision.

Takeaway(s)
Attendees will:

  • Have a deeper understanding of the EOS Six Key Components™: Vision, People, Data, Issue, Process and Traction as well as the Foundational Tools that coincide with each Component.
  • Begin to align their leadership team with a clear vision, strategy and plan
  • Gain control—over their time, market and company.
  • Reduce the frustrations with their teams. Get the right people in the right seats.
  • Learn how to instill discipline, focus & accountability throughout their organization.

About The Speaker

Sue Hawkes is a best-selling author, Certified EOS Implementer, Certified Management Effectiveness Coach, internationally recognized seminar leader, speaker and entrepreneur. She specializes in the domains of effective communication, leadership, coaching and organizational excellence.

Sue founded and serves as CEO of YESS!, a company that partners with organizations and leaders committed to translating their training and coaching investment into high-return performance and sustainability.

Sue’s passion for helping companies succeed led her to EOS Worldwide, providing a simple and effective operating system that enables entrepreneurial leadership teams of privately held businesses to focus, find clarity and flourish. Sue also facilitates sessions of Professional and Certified Implementers at the EOS Worldwide Quarterly Collaborative Exchange. Sue has designed and delivered dynamic, transformational programs for tens of thousands of people in Mexico, England, Canada, Africa and the United States. Sue has worked with multinational and American organizations such as Best Buy, Xcel Energy, Be the Match, Starkey Laboratories, Fallon Worldwide, Green Mill Restaurants, Pawn America, St. Jude Medical, Allied Executives, deBeer Law, Bay West, Twin Modal, Premium Waters (a division of Coca Cola), Eli Lilly and many others with regard to sustained excellence performance.

2:00 PM – 2:30 PM
Set Agenda for Next Meeting Scheduled for November 1-2, 2017

NAW Large Company CFO Roundtable Participants, Spring 2017 Session

The following wholesale distribution companies attended the Spring 2017 Roundtable:

  • Benco Dental
  • BMD Inc.
  • Climatic Corporation
  • Cope Plastics
  • ETNA Supply
  • First Supply
  • Gustave A Larson
  • Hirsch Pipe
  • Kennicott Brothers
  • Kimball Midwest
  • Lawson Products
  • L&R Distributors Inc.
  • nexAir
  • Palmer-Donavin
  • Parksite
  • Piedmont Plastics
  • Polymershapes
  • US Lumber Group

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

  • Benco Dental
  • Blevins
  • BMD, Inc
  • Boelter Companies
  • Cope Plastics
  • Curbell Plastics
  • Distribution Management Inc
  • Dominion Electric Supply
  • ETNA Supply
  • First Supply
  • Hirsch Pipe & Supply
  • Horner Xpress
  • Hub Construction Specialties
  • L&R Distributors
  • Laird Plastics
  • Lancaster/The Merit Distribution
  • Lawson Products
  • Martin Inc
  • nexAir
  • NMC Inc
  • Omni Cable
  • Pacesetter
  • Palmer-Donavin
  • Pacific Seafood Group
  • Parksite Inc
  • Piedmont Plastics
  • Reeb Millwork
  • RJ Schinner
  • Roberts Oxygen Co Inc
  • Summit Electric Supply
  • SYSCOM/EPCOM
  • T&A Supply Company
  • United Pipe & Steel
  • US Lumber Group
  • Womack Machine Supply Co

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

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