Delivering for Best-in-Class Wholesaler-Distributors

June 11–15, 2018 ● The Ohio State University, Columbus, OH


For more than 60 years, this is the premier program for wholesale distribution development

Are you one of your distribution firm’s rising stars? Do you oversee staff who are rising stars at your company? Either way, your company’s rising stars belong at the program for high-potential distribution company leaders: NAW’s 2018 Distribution Program for Rising Stars, June 11–15, 2018, at The Ohio State University.

Spend a few career-changing days reaching your business potential while learning specific ways to improve your company’s profitability. Equipped with new knowledge and the latest skills specific to the wholesale distribution industry, you’ll return to your company ready to impact your business now and for years to come. This Program is an exciting educational experience for anyone who wants to contribute to the success of his or her distribution company at an even higher level.

Celebrating a century of business education, OSU’s Fisher College of Business boasts award-winning faculty with deep experience in teaching wholesale distribution industry rising stars. In addition to the valuable classroom teaching and exercises, you’ll network with your peers from other lines of trade within distribution. You’ll learn how they are tackling the same business challenges that are facing you and your firm.

Bring four or more people from your company and a member of the Program faculty will facilitate breakfast discussions on ways to turn big ideas into big results in your distribution business! Companies registering four or more delegates are also eligible for a 10% discount AFTER registering the first three delegates. Contact Alexandria Crenshaw at (202) 872-0885 or for details.

“I am walking away with actionable concepts and principles. This will influence how I do my job tomorrow.”
– Jean L’Heureux, Sales Manager,

Note: Attendance at NAW’s 2018 Distribution Program for Rising Stars earns points toward CPE certification.

You and other participants will take a comprehensive look across the entire distribution business and cover all major areas, including:

  • Sales Management and Value-Added Services
  • Market-Focused Strategic Planning
  • Supply Chain Management
  • Alternatives and Methods of Strategic Business Analysis
  • Managing Business Relationships
  • Supply Chain Simulation
  • Financial Management
  • Human Resources Management
  • Improving Productivity and Teamwork.

“This program gave an excellent review of skills and strategies that can be used in our business every day. The ability to have an open forum with my colleagues in an open forum was priceless.”
Nick Artymovich, Vice President of Corporate Strategy and FP&A, SRS Distribution Inc.

Who Should Attend:

  • Manager
  • General Manager
  • Branch Manager
  • Director
  • Supervisor
  • Vice President
  • Regional Vice President
  • President *

* Presidents of wholesale distribution companies with sales up to $250 million are encouraged to attend our Program. Presidents and Chief Executive Officers of larger distribution companies are encouraged to enroll personnel with the job levels named above.

“I found the time spent with the professors at breakfast to be very beneficial for me personally. It was great to get their take on the business challenges I am faced with. Their experience across many types of ventures lends a unique perspective.”
Bruce Chronister, East Region Manager,
Veritiv Express

Job Functions:

  • Sales
  • Marketing
  • Operations
  • Finance (Chief Financial Officer/Controller)
  • Purchasing
  • Logistics
  • Warehouse / Inventory
  • Human Resources / Training
  • Customer Markets

Distributors Selling to Any of These Customer Markets Will Benefit from Attending Our Program:

  • OEM and MRO Industrial
  • Commercial Institutions and Facilities
  • Contractor
  • Retail
  • Capital Equipment

“This is a great course for future leaders in distribution who have or will one day have P&L responsibility. A leader can learn the concepts and drivers behind all the potential levers that can impact your P&L.”
– Dan Ridenour, Manager, RSD

How You’ll Spend the Week

Each day our experienced instructors will lead classroom discussion. You and the other participants will be assigned to teams. In the evenings, the teams will gather for brainstorming sessions to work on a distributor case study. The emphasis of the teamwork is on original and creative idea generation, and the ultimate goal will be on real-world problem solving. The Program concludes with each team presenting to the Program faculty and other participants its remedies for the troubled distribution company featured in the case study.

Great Camaraderie

Networking with peers from different product lines of trade is one of the greatest benefits you’ll receive from our Program. Come and find out what others are doing to succeed in today’s competitive and challenging distribution marketplace. You’ll learn a tremendous amount of information about wholesale distribution and forge new business relationships with others from across the industry.


Day 1 - June 11, 2018

3:30 PM – 4:30 PM

Dan Oglevee

Senior Lecturer of Finance, Fisher College of Business

4:30 PM – 5:30 PM
Financial Review Session

This review session will catch you up on critical measures of financial performance, fundamentals of financial analysis and financial decision making for the wholesale distribution business.

Topics include:

  • Reading financial statements
  • Key measures of financial performance and evaluation
  • Essential principles of net present value, financial leverage, and risk.


Dan teaches in the Executive MBA and both graduate and undergraduate programs. His courses include venture capital, private equity, financial modeling, corporate finance, entrepreneurial finance, futures and options, investments and personal finance. He also teaches specialized classes within Fisher College’s Executive Education program, including international courses in India. Dan has received several teaching awards. He is the faculty advisor for various case competition teams and teaches a variety of networking/interviewing seminars to help students preparing for consulting and Wall Street case interviews, graduate preparation seminars for consulting and Wall Street case interviews.

Prior to teaching, Dan was an entrepreneur within the wireless sector and spent three years in venture capital and nine years on Wall Street, holding positions with Morgan Stanley, Merrill Lynch and Oppenheimer. He consults regularly with early stage management teams on financing, valuation and business plan development to assist companies in becoming “Venture Ready.” Dan received his MBA and Bachelor’s from The Ohio State University.

Tom Goldsby

Professor of Logistics, Fisher College of Business

5:30 PM – 6:30 PM
Course Overview and Introduction to the BSC Case

The NAW’s 2018 Distribution Program for Rising Stars will officially kick off with a welcome, introductions and course overview. The BSC case study will serve as the integrative experience of this multi-day course. Program participants will form teams to address this timely and challenging case study. In this session, we will review the case and provide helpful strategies for successful analysis.


Tom’s research interests include logistics customer service, supply chain integration and the theory and practice of lean and agile supply chain strategies. He has published several articles in academic and professional journals and serves as a frequent speaker at academic conferences, executive education seminars and professional meetings. He is co-author of Global Macrotrends and Their Impact on Supply Chain Management (2013) and Lean Six Sigma Logistics: Strategic Development to Operational Success (2005). Tom has received recognition for excellence in teaching at Iowa State University, The Ohio State University, and the University of Kentucky. He was recently recognized as one of the most productive researchers of all time in the field of Logistics Management.

Prior to entering academia, Tom was a logistics analyst for the Valvoline Company. He also served as a consultant to distributors, manufacturers, retailers, logistics service providers, non-governmental organizations and the U.S. Department of Defense. Tom is research associate of the Global Supply Chain Forum at The Ohio State University. He has a PhD from Michigan State University, a MBA from the University of Kentucky and a Bachelor’s from the University of Evansville.

6:30 PM – 7:30 PM
Welcome Dinner

You will meet your peers and Program faculty at the opening night welcome dinner.

7:30 PM – 8:00 PM
Small Group Study

You will meet and greet your small group teammates.

Day 2 - June 12, 2018

7:15 AM – 8:00 AM

James L. Ginter

Professor of Marketing, Fisher College of Business

8:00 AM – 10:30 AM
Market Driven Strategy

This session will provide an approach to segment your market strategically to better distinguish your most valuable customers and to understand their interests and needs. This session will introduce the DuPont Profit Model, an important method for linking your business decisions and operations to profits.

Topics include:

  • The essentials of market segmentation
  • Growing your business through focused strategies
  • The DuPont Profit Model and its ability to translate decisions into business impact.


Jim held the positions of Dean’s Distinguished Professor; Professor of Marketing, Co-Director, Supply Chain Management Research Group; Academic Director, MBA Programs; and Chair, Department of Marketing.

His research program focuses on strategic management and the development and application of quantitative models for management decisions. Jim has presented research throughout the United States and in Europe and Australia and has been published in such publications as the Journal of Marketing Research, Marketing Sciences and Management Science. Jim has served as a consultant to various organizations on research and management problems and is active in numerous professional organizations. He is a three-time recipient of the College’s outstanding graduate teaching award.

Tom Goldsby

Professor of Logistics, Fisher College of Business

10:45 AM – 12:00 PM
Supply Chain Management

Wholesaler-distributors are required to master the art of supply chain management—understanding what to stock, in what quantities and at what locations. This session will illuminate best practices in matching market demand with supply, such that customers enjoy reliable supply at the lowest cost to the distributor.

Topics include:

  • Finding the balance in service and costs
  • Winning business by having the right product at the right place and time
  • Effective strategies for inventory management.

12:00 PM – 1:00 PM

Larry Inks, Ph.D.

Clinical Associate Professor of Management and Human Resources, Fisher College of Business

1:00 PM – 3:45 PM
Human Resources Management

Every business must answer two questions to survive and thrive:

  • Who do we want to be as a company?
  • How do we intend to get there?


Larry teaches both undergraduate and graduate-level classes in Organizational Behavior, Talent Management, Research Methods and related subject matter areas. He is a recipient of a number of teaching awards at both the undergraduate and graduate levels.

From 2001 to 2005, he was Vice President of Organization and Leadership Development for Cardinal Health. Prior to that, Larry worked with AlliedSignal as head of Organization and Leadership Development for their Polymers business. He also worked for a number of years with PepsiCo in both human resource generalist and organization development positions. In addition, Larry served for several years on the faculty of the Management Department of the Barton School of Business at Wichita State University, teaching in the areas of Organization Development, Organization Behavior, Human Resources and Business Decision Making and Analysis. Larry has a PhD and a Master’s in Industrial/Organizational Psychology from The Ohio State University and a Bachelor’s in Psychology from Purdue University.

Dan Oglevee

Senior Lecturer of Finance, Fisher College of Business

3:45 PM – 5:30 PM
Financial Management

In addressing these questions of strategy, this session will present the alternatives and methods of strategic business analysis.

Topics include:

  • Scanning the environment for business opportunities and threats
  • A survey of strategies and selecting the appropriate one(s) for your business
  • Organizing for effective strategy implementation
  • Strategy adaptation and change.

6:00 PM – 7:00 PM

7:00 PM – 8:30 PM
Small Group Study

Day 3 - June 13, 2018

7:30 AM – 8:45 AM

8:45 AM – 10:30 AM
Stadium Tour (minimum of 10 participants)

Enjoy a behind-the-scenes tour of the legendary Ohio Stadium. The “Horseshoe,” as it’s known, serves as the home stadium to The Ohio State Buckeye football team, the 2015 National Champions!

A. Michael Knemeyer

Professor of Logistics, Fisher College of Business

10:30 AM – 12:30 PM
Managing Business Relationships

All businesses exist within a network of business relationships with customers and suppliers. Yet, some relationships are demonstrably more important than others. This session will present insights on how to best manage these relationships.

Topics include:

  • Key criteria for evaluating relationships with customers and suppliers
  • Methods for improving business relationships
  • “Right sizing” relationships for optimal return
  • Sharing risks and rewards in high-performance relationships.


Michael’s research focuses on the development and maintenance of collaborative supply chain relationships. His work has been published in such professional journals as the Transportation Journal, Journal of Business Logistics, Journal of Supply Chain Management, and the International Journal of Logistics Management. His research has also been cited in leading practitioner journals such as Harvard Business Review and the Wall Street Journal. Michael is also co-author of four chapters in the book Supply Chain Management: Processes, Partnerships, Performance.

Michael is a regular participant in Executive Education programs at Fisher College of Business, and he consults in the areas of logistics outsourcing and reverse logistics. His work experience includes positions with Anixter Brothers and CSX Intermodal. Michael received his PhD in Business Logistics from the University of Maryland.

12:30 PM – 1:00 PM

A. Michael Knemeyer

Professor of Logistics, Fisher College of Business

1:00 PM – 2:00 PM
Managing Business Relationships (continued)

All businesses exist within a network of business relationships with customers and suppliers. Yet, some relationships are demonstrably more important than others. This session will present insights on how to best manage these relationships.

Topics include:

  • Key criteria for evaluating relationships with customers and suppliers
  • Methods for improving business relationships
  • “Right sizing” relationships for optimal return
  • Sharing risks and rewards in high-performance relationships.

Keely Croxton

Associate Professor of Logistics, Fisher College of Business

2:00 PM – 5:00 PM
Supply Chain Simulation

This hands-on simulation will put Program participants to work in a supply chain that is facing supply challenges and unhappy customers. How will you deal with these stresses? Are there any easy solutions? Teams will work together to figure out how to resolve these everyday challenges in the supply chain.


Keely’s research interests are in optimization and supply chain management. She is interested in developing and applying mathematical models to issues in logistics and to further develop a process-oriented framework for supply chain management, with special focus on demand management and order fulfillment. Her research has been published in Management Science, Journal of Business Logistics, The International Journal of Logistics Management, Operations Research and Transportation Science.

Keely teaches modeling, forecasting and supply chain management at the undergraduate, MBA, PhD, and executive education levels. Her industry experience is in the automotive, paper and packaging, and third-party logistics industries. Keely received her PhD from MIT.

6:00 PM – 7:00 PM

7:00 PM – 8:30 PM
Small Group Study

Day 4 - June 14, 2018

7:15 AM – 8:00 AM

Tom Goldsby

Professor of Logistics, Fisher College of Business

8:00 AM – 9:45 AM
Supply Chain Case Study

The world of finance can be a perplexing and mysterious realm for many business people. Yet, understanding key aspects of financial management is integral in decision making for strategic purposes and everyday operations. This session will review these essential aspects of financial management for the wholesale distribution business leader, including:

  • Interpretation of key financial measures for the distribution business
  • Cash flow analysis methods
  • Capital budgeting and investment decisions
  • Assessments of risk and return.

Jay Dial

Clinical Professor of Management and Human Resources, Fisher College of Business

9:45 AM – 12:30 PM

People are the most valuable resource in any business, and often, the greatest differentiator between ordinary and truly great companies. This is particularly true in service-based businesses, such as wholesale distribution. This session will present strategies for bringing out the best in your human resources.

Topics include:

  • Recruiting and retaining talent in your organization
  • Measurement and reward systems
  • Leadership development.


Jay’s interests include competitive strategy, leadership, and governance issues. He teaches graduate-level strategy and microeconomics courses, and has won multiple teaching awards. He is a regular contributor to Fisher College’s custom executive programs working with various clients, such as Cardinal Health, Nationwide, Textron, The Limited, Scott’s/Miracle-Gro, and Alliance Data among others. He has published scholarly articles in the Academy of Management Review, Journal of Financial Economics, and the Journal of Management, and he has authored multiple Harvard Business School teaching cases.

He has also consulted to a broad variety of clients on strategy issues, including Aeropostale, Timken, Roadway, Lubrizol, Baker-Hughes, Keybank, Tosoh America, and Sterling Commerce. Jay previously worked as a management consultant with Deloitte Consulting in Boston, focusing on corporate strategy issues. Prior to that, he worked in brand management at Kraft at their world headquarters. He has also held faculty positions at Texas A&M University and Case Western Reserve University. Jay received his Doctor of Business Administration from Harvard University, his MBA from the University of Chicago, and his Bachelor’s at Old Dominion University.

12:30 PM – 1:30 PM

Larry Inks, Ph.D.

Clinical Associate Professor of Management and Human Resources, Fisher College of Business

1:30 PM – 4:30 PM
Improving Your Company’s Productivity: Teamwork to Go the Distance

Most work is not completed by individuals operating in a vacuum. Rather, teams of people with different knowledge and skills come together to achieve common goals and objectives.

This session will feature proven methods for heightened team performance, including

  • Forming the team and defining roles
  • Organizing for effective action
  • Resolving conflicts
  • Measuring and rewarding team performance.

6:00 PM – 7:00 PM

7:00 PM – 8:00 PM
Small Group Study

Day 5 - June 15, 2018

7:15 AM – 8:00 AM

8:00 AM – 11:30 AM
Team Presentations of the ADS Case Study

11:30 AM – 12:00 PM

12:00 PM – 1:00 PM
Wrap-Up and Graduation


The ability to network with your wholesale distribution industry peers from different lines of trade is one of the biggest benefits of attending NAW's Distribution Program for Rising Stars. Lines of trade represented at past courses include:

  • Agricultural/farm equipment
  • Aircraft parts
  • Appliances and parts
  • Automotive/truck parts
  • Bakery ingredients
  • Beverages
  • Bicycles
  • Building products
  • Chemicals
  • Cleaning supplies
  • Electrical
  • Electronics
  • Firearms
  • Floor coverings
  • Fluid power
  • Groceries
  • Hardware
  • Industrial gases and welding supplies
  • Industrial supplies
  • Insulation
  • Irrigation supplies
  • Lumber
  • Magazines and books
  • Marine supplies
  • Medical/dental/veterinary products
  • Musical instruments
  • Pharmaceuticals
  • Plumbing and heating supplies
  • Power transmission
  • Safety supply
  • School and office supplies
  • Seafood
  • Sign and screen printing supplies
  • Software
  • Swimming pool and spa supplies
  • Tobacco and candy

The range of job titles from Manager to President / Chief Executive Officer have been represented at previous courses. These titles include:

  • Accounts Payable Supervisor
  • Area Manager
  • Area Sales Manager
  • Assistant Regional Manager
  • Branch Manager
  • Central Division Turf Products Manager
  • Chief Financial Officer
  • Chief Operating Officer
  • Commercial Sales Manager
  • Consulting Services Manager
  • Controller
  • Customer Service Manager
  • Director Customer Services
  • Director Education
  • Director Finance
  • Director Human Resources
  • Director Logistics
  • Director Marketing
  • Director Outside Sales
  • Director Product Management
  • Director Product Support
  • Director Purchasing
  • Director Sales
  • Director Sales and Marketing
  • Director Sales and Partner Development
  • Director Warehouse Operations
  • District Manager
  • Division Manager
  • Division Vice President
  • Executive Vice President
  • Facility Manager
  • Field Sales Manager
  • General Counsel
  • General Manager
  • General Sales Manager
  • Group Manager
  • Human Resources Manager
  • Human Resources Team Leader
  • International Sales Manager
  • Inventory Control Manager
  • IS Director
  • IT Manager
  • IT Supervisor
  • Key Account Manager
  • Marketing Manager
  • National Sales Manager
  • Operations Manager
  • President
  • Purchasing Manager
  • Quotations Manager
  • Regional Director
  • Regional Manager
  • Regional Operations Manager
  • Regional Sales Manager
  • Regional Vice President
  • Resource Center Manager
  • Sales Manager
  • Senior Director of Sales
  • Senior Vice President
  • Solution Manager
  • Training Coordinator
  • Vice President
  • Vice President Administration
  • Vice President Branch Operations
  • Vice President Distribution Operations
  • Vice President Finance and Administration
  • Vice President Marketing
  • Vice President MIS
  • Vice President National Accounts
  • Vice President Operations
  • Vice President Purchasing
  • Vice President Region Manager
  • Vice President Retail National Accounts
  • Vice President Sales
  • Warehouse Manager

The Ohio State University

The Fisher College of Business

The Fisher College of Business

The Fisher College of Business is located at the northern entrance of The Ohio State University main campus. The 370,000 square-foot complex is the largest multi-building project ever undertaken by the university and one of the few fully integrated management education campuses in the nation.

The Fisher College of Business features a state-of-the-art computer network, satellite uplink capabilities, video-on-demand, and nearly 3,000 computer ports. The $120-million project includes five academic buildings and a separately funded hotel, The Blackwell Inn.

Program participants are housed at the university’s four-star hotel, The Blackwell Inn. Classroom work takes place in the adjacent Fisher College of Business’s technologically advanced Executive Education facilities.

Reserve Your Room at The Blackwell Inn

A four-star facility, The Blackwell Inn at The Fisher College of Business on the campus of The Ohio State University has set aside a block of rooms for NAW’s 2018 Distribution Program at a special NAW rate of $155 plus tax and valet parking per evening. You should make your room reservation as soon as possible, but by no later than Thursday, May 31, 2018, to receive the special NAW rate. Please contact The Blackwell directly, toll-free, at (866) 247-4003 and identify yourself as being with NAW. Every attempt will be made to accommodate special requests for room type or location. However, due to arrival and departure patterns, not all requests may be fulfilled.

The Blackwell offers complimentary airport transfers and a transfer must be scheduled at least 48 hours in advance. Please go to this link for the shuttle schedule: To schedule transfers, you may make the request when making your room reservation or you may contact The Blackwell concierge at (614) 247-4000. Please note: Shuttle transportation is on a first-come, first-served basis for availability. Valet parking is available for all guests and attendees; overnight rates are $18 and may be applied to your room.