Delivering for Best-in-Class Wholesaler-Distributors

May 2-3, 2017 at the O’Hare Hilton

Download Content from this Roundtable

“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 John Peter or Tamela Blalock at 202.872.0885.

Eligibility: Companies with $100M to $999M 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 Agenda

Day 1 - May 2, 2017

2:30 PM – 3:00 PM

David Bauders

President & CEO of Strategic Pricing Associates, Inc

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

Joint Session with Large Company CFO 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.

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.

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 3, 2017

7:00 AM – 7:45 AM

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

“The Value of Value Based Pricing”

Chico Gersappe

Director, PwC Advisory Pricing/Profitability at PwC

Matt Meade

Director-Pricing Practice at Experis-Manpower Group

Research has found that the concept of value-based pricing to be the most commonly discussed concept that’s also the most misunderstood one. It creates more confusion among operations executives, marketers, even many pricing experts, than any other pricing concept. What is more, these misconceptions often lead companies to shy away from using it, instead settling for cost-based or other pricing methods that leave money on the table.

This session will discuss and present the following:

  • While most distributors default to ‘cost plus’, value pricing can deliver significant, quick margin wins. The most profitable distributors segment both customers and products, and use differential margin, turns, and earns targets to optimize results.

About The Speakers

Matt leads the Pricing Practice at Experis-ManpowerGroup. The Pricing Practice is part of the Experis Project Solutions organization and provides solutions and services for clients interested in price analytics and margin management software initiatives. Experis provides a full range of global pricing software services including functional pricing, software deployments and staffing needs. Software services include complete project deployments, software upgrades, maintenance and performance tuning.

Matt retired from 3M in 2014 after 35 years. At 3M Matt was responsible for the global pricing applications’ portfolio. In 2007, Matt initiated a pricing software program to provide a single global pricing solution to 3M resulting in over $100,000,000 in benefits between 2009 and 2014. Matt started his career at 3M in 1979 and worked in Internal Auditing, Logistics, Supply Chain Services and Information Technology. He is a former board member of the Austin IT Professionals Association (AITP), a member of the Professional Pricing Society (PPS) and Society of Information Management (SIM). Matt has a B.S. degree from the University of Wisconsin-River Falls. Matt resides in Austin, TX.

9:30 AM – 9:45 AM

Mike Weber

Founder of Southwestern Consulting Leadership Institute

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

“The New Blended Family – The Cultural Acquisition Integration Model”

When corporate mergers fail sometimes it’s the financials, sometimes it’s the market place, sometimes it’s the product but most often the 2 companies think different, act different, and work with different rules. These are the unwritten rules that every company has, their culture. Why do cultures clash?

This session will examine the unwritten rules that lead to failure and the underlying cause for that failure, poor communication. We will then discuss a simple (but not easy) strategy for navigating the culture conflict.

About The Speaker

Mike Weber earned his degree at Cornell University while selling books door-to-door with Southwestern Advantage – a sister company. He then enjoyed success as a sales rep for Great American Opportunities – Southwestern’s national fundraising company that helps kids raise millions of dollars for educational and community organizations that are changing lives.

In 1993, he founded Southwestern’s Leadership Institute with a focus on equipping people with the skills and attitudes needed to excel in today’s dynamic world. For the past 20 years, Mike has motivated and inspired people from all walks of life to break out of restrictive patterns of thought and behavior and open themselves up to achieve greater success in whatever their field.

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.

Roberta Matuson

President of Matuson Consulting

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

“Creating Your Solar System of Talent”

Let’s get one thing straight. People don’t work for companies. They work for people. All the free beer in the world cannot make your employees delusional enough to work with a boss or a company that has bad leadership. That’s why I advise my clients to focus on what really matters to their people—and I can assure you for most, it’s not a nice quiet room where they can take a nap nor is it free snacks that are making people fat.

Acquiring and retaining out of this world talent is achievable when you know how to create an organization that pulls people into your gravitational field, while simultaneously creating a force field that thwarts others from pulling superstars out of your company. Maximizing talent is the difference between mere survival and phenomenal success. When it comes to talent maximization, how is your company doing?

Come prepared to participate in a peer-to-peer discussion on how to dramatically improve your ability to attract top candidates, create employee evangelists and achieve organizational synergy. You’ll learn how to quickly identify black holes where you’re losing talent and how to intensify your organization’s gravitational pull. The hiring atmosphere is changing and so must you.

As the economy improves, talented workers who have new choices will be moving around more, leaving their employers with huge gaps to fill. Younger people coming.

You’ll leave our discussion with easy to implement strategies to:

  • Accelerate your ability to pull in top talent
  • Quickly identify peak performers that will elevate your organization
  • Prepare them to thrive
  • Enhance your ability to create an exceptional workplace, increasing long-term retention
  • Boost productivity and profitability

About The Speaker

For more than 25 years, Roberta Matuson, president of Matuson Consulting, has helped leaders in Fortune 500 companies and small to medium-size businesses, achieve dramatic growth and market leadership through the maximization of talent. She is
known globally as “The Talent Maximizer®.” She is the author of Talent Magnetism, Suddenly in Charge and the forthcoming, The Magnetic Leader: How Irresistible Leaders Attract Employees, Customers and Profits. She’s also an expert blogger for Forbes and a contributor to

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

2:30 PM

NAW Large Company Operations Roundtable Participants, Spring 2017

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

  • Boelter Companies
  • Composites One
  • ETNA Supply
  • Kennicott Brothers
  • Pacesetter
  • Palmer Donavin Mfg Co
  • Parksite
  • Polymershapes
  • US Lumber Group

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

  • Benco Dental
  • Composites One
  • Curbell Plastics
  • ETNA Supply
  • Gustave A Larson
  • Horner Xpress
  • Hub Construction Specialties
  • Inline Distribution
  • 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.
Chicago, IL 60666
(773) 686-8000