Delivering for Best-in-Class Wholesaler-Distributors

About the NAW Executive Summit

The theme of the NAW 2020 Executive Summit is INNOVATE TO DOMINATE and over the course of a couple of days, our program will provide for you a road map to innovation! You’ll ignite your innovative mindset as you peer into the future of wholesale distribution, explore marketplace platforms, and examine the points of view of today’s business experts and next-generation distribution entrepreneurs who are creating new business models to satisfy industry and customer needs, and create new demand. You’ll immerse yourself in innovative principles and conversations with some of the best and brightest in business and our industry. You’ll sharpen your vision and crystallize your perspectives so that your business can maintain its competitive advantage in today’s ultra-competitive digital age.

 From the General Sessions with industry experts to the Discussion Roundtables with your distribution peers, you’ll find plenty of inspiration, actionable ideas       and “Why didn’t I think of that?!” takeaways to bring back to your company and implement with your team.

 Best-in-class distributors experience the best networking in the industry as they renew acquaintances and talk business with peers who aren’t competitors.

Registration

Register now for the NAW Executive Summit, Tuesday, January 28, 2020, 6:30 p.m.–Thursday, January 30, 2020, 2:00 p.m., at The Fairmont in Washington, DC. Please plan your arrival and departure from the hotel accordingly.

Register for the meeting AND book your room at The Fairmont using NAW’s custom link and receive a $100 room credit at hotel check-in.

Fees:

  • NAW Direct Member: $2,495
  • Member of NAW Member Association: $2,600
  • Nonmember: $2,895

NOTE: If your company is not a wholesale distribution firm and is not a member of NAW, you must become a member to be eligible to attend the NAW Executive Summit. To join NAW, go to https://www.naw.org/join-today/ or contact Kenna Tunis at 202.872.0885 or corporaterelations@naw.org.

Speakers

We’ve gathered together forward-thinking experts in business, distribution and public policy to lead our sessions. Here are three of our featured speakers.

IAN HELLER

President and COO

Modern Distribution Management

AMY WALTER

National Editor

The Cook Political Report

JOHN CAPLAN

President, North America B2B and Globalization

Alibaba Group

Schedule at a Glance

TUESDAY, JANUARY 28, 2020

6:30 PM – 7:30 PM   Welcoming Reception
7:45 PM   Dinner

WEDNESDAY, JANUARY 29, 2020

  

7:30 AM – 8:15 AM    

Buffet Breakfast

 

8:30 AM – 8:45 AM    NAW Executive Summit Opening Ceremonies
8:45 AM – 9:45 AM  

   Distribution Disruption and an Industry Call to Arms
   Speaker: Ian Heller, President and COO, Modern Distribution Management

9:45 AM – 10:15 AM    How Distributors Can Become Modern Monopolies
   Speaker: Alex Moazed, Founder and CEO, Applico
10:15 AM – 10:30 AM    Break
10:30 AM – 11:00 AM    Alibaba.com Is Here: What Does that Mean for Distribution?
   Speaker: John Caplan, President, North America B2B and Globalization, Alibaba Group
11:00 AM – 12:00 PM    

   Rethinking Distribution: How Distributors Can Innovate
   Moderator: Mark Dancer, CEO, Network for Business Innovation
   Panelists: 

  • Ian Heller, President and COO, Modern Distribution Management
  • Alex Moazed, Founder and CEO, Applico
  • John Caplan, President, North America B2B and Globalization,  Alibaba Group
12:15 PM – 1:00 PM   Networking Luncheon
1:15 PM – 1:45 PM    NAW Chairman’s Address
   Speaker: George Pattee, NAW Chairman of the Board, Chairman of the Board, Parksite 
1:45 PM – 2:30 PM    Everything You Want to Know about American Politics in 2020
   Speaker: Amy Walter, National Editor, The Cook Political Report
2:30 PM – 3:00 PM    The Sales Force of the Future
   Speaker: David Bauders, CEO, SPA
3:00 PM – 3:15 PM    Break
3:15 PM – 4:45 PM    Discussion Roundtables 
6:00 PM    Reception for All NAW Executive Summit Attendees 

THURSDAY, JANUARY 30, 2020

7:30 AM – 8:15 AM    Buffet Breakfast
8:30 AM – 8:50 AM    Official NAW Annual Meeting Business
8:50 AM – 9:30 AM    

    A New Generation Makes Its Mark on Distribution
   Panelists:

  • Benj Cohen, Founder, Proton.ai
  • Sean McDonnell, Founder, Trupar.com
9:30 AM – 9:45 AM    Break
9:45 AM – 10:45 AM    NAW Economic Forecast 2020-2021
   Speaker: Alan Beaulieu, NAW Senior Economic Advisor and President, ITR Economics
10:45 AM – 11:00 AM    Break
11:00 AM – 12:15 PM    Discussion Roundtables
12:30 PM – 2:00 PM    Closing Luncheon: A Reporter’s View: Headlines, 2020 Election News and the Trump White House
Speaker: John Roberts, Chief White House Correspondent, FOX News
2:00 PM    NAW 2020 Executive Summit Adjourns

 

Event Information

NAW 2020 Executive Summit 
January 28 – 30, 2020

NAW Executive Summit Venue

The Fairmont Washington, DC
2401 M St NW, Washington, DC 20037
https://www.fairmont.com/

Contact NAW

Our Office

1325 G Street NW, Suite 1000 Washington, DC 20005-3100

Contact Information

202.872.0885

Email NAW

We thank SPA for sponsoring the NAW 2020 Executive Summit.

NAW 2020 Executive Summit Speakers

Ian Heller

President and COO
Modern Distribution Management

Wednesday, January 29
8:45 AM – 9:45 AM

Distribution Disruption and an Industry Call to Arms

IAN'S BIO

Ian Heller has been with Modern Distribution Management since 2017. For more than 50 years, MDM has been a source of thought leadership, news and data for the wholesale distribution industry.

Previously, Ian served in executive roles in e-commerce and marketing at HD Supply — Construction and Industrial, Corporate Express, Newark Electronics, GE Capital Rail and Grainger. Ian was also the founder and senior Partner at Real Results Marketing.

Alex Moazed

Founder and CEO
Applico

Wednesday, January 29
9:45 AM – 10:15 AM

How Distributors Can Become Modern Monopolies

ALEX'S BIO

Alex Moazed founded Applico in 2009 when he was 20 years old and funded the company with his own credit cards.

Alex co-authored the best-selling book, Modern Monopolies, which defines the platform business model dominating the 21st century economy. He works directly with Fortune 500 C-suites and boards to help them build or buy their own platform businesses.

John Caplan

President, North America B2B and Globalization
Alibaba Group

Wednesday, January 29
10:30 AM – 11:00 AM

Alibaba.com Is Here: What Does that Mean for Distribution?

JOHN'S BIO

John Caplan joined Alibaba.com in 2018 to lead the growth of the B2B business in North America.

John is a leader with 20 years of experience as a Founder, CEO, and President/CMO. He is an entrepreneur with a track record of transformational innovation and results.

Prior to joining Alibaba, John was Founder and CEO at OpenSky, where he was responsible for building a world-class ecommerce platform with a  team that leveraged technology to unlock the growth potential of small businesses.

Before that, John was CEO at Ford Models, the largest and most successful global fashion talent firm, with operations in 50 countries and across every aspect of the talent industry. He led the successful digital transformation and modernization of the fashion services industry and created the Ford Models Media business.

Previously, John served as the CMO and President of About.com.

Mark Dancer

CEO
Network for Business Innovation

Wednesday, January 29
11:00 AM – 12:00 PM

Rethinking Distribution: How Distributors Can Innovate

MARK'S BIO

Mark Dancer founded the Network for Business Innovation to drive awareness, advocacy and excellence for channel innovation, and to enable an exchange of ideas between channel leaders on business transformation, technology adoption, social impact and community engagement. For more than 30 years, Mark has worked with leading companies to achieve channel excellence across a wide range of industries in developed and emerging markets.

Mark is author of six research studies for the NAW Institute for Distribution Excellence: Innovate to Dominate: The 12th Edition in the Facing the Forces of Change® Series; Creating Innovations and Shaping the Future of Business: A Look at Commerce, Technology and Human Forces in DistributionCEO Insights on Innovating the Distributor for the Digital Age; Getting Results From Your Digital Investments; Becoming a Digital Distributor: Strategies and Tools That Create Value; and Getting the Most Out of CRM: Best Practices for Wholesaler-Distributors

George Pattee

NAW Chairman of the Board
Chairman of the Board, Parksite

Wednesday, January 29
1:15 PM – 1:45 PM

NAW Chairman’s Address

GEORGE'S BIO

George Pattee began his Parksite and professional career in October of 1972, starting in the warehouse loading and unloading trucks. More than 42 years later, he is Chairman of the Board where he oversees corporate governance for Parksite and ensures the Board drives accountability to Parksite shareholders. George also leads the company’s active acquisition efforts, identifying and qualifying potential business combinations.

George provides strength and experience in corporate and competitive strategic planning, problem-solving, fiscal accountability, strategy planning, marketing and research, brand management, customer service and people management.

An active member of TEC/Vistage, an organization for the development of CEOs, George continues to promote and provide education to himself and his peers.

Amy Walter

National Editor
The Cook Political Report

Wednesday, January 29
1:45 AM – 2:30 AM

Everything You Want to Know About Politics in 2020

AMY'S BIO

For more than 20 years, Amy Walter has built a reputation as an accurate, objective and insightful political analyst with unparalleled access to campaign insiders and decision makers. Known as one of the best political journalists covering Washington, she is national editor of the non-partisan The Cook Political Report and a frequent on-air analyst. In addition to her weekly appearance on the popular “Politics Monday” segment on the PBS NewsHour, Amy also hosts WNYC’s nationally syndicated public radio news program, “Politics with Amy Walter” on The Takeaway. She is also a regular Sunday panelist on NBC’s Meet the Press and CBS’s Face The Nation and appears frequently on Special Report with Bret Baier on FOX. She is the former political director of ABC News.

In her presentations, Amy expertly breaks down the electoral process, congressional culture and the Washington political scene. Her astuteness, wit and range of expertise creates an engaging, compelling presentation, and her reliable and accurate analysis has earned her numerous accolades.

Before ABC, Amy was the Editor-in-Chief of The Hotline, Washington’s premier daily briefing on American politics. There she served as the political publication’s primary voice for three years, and she provided regular analysis of the national political environment in her weekly National Journal column, On the Trail. Amy has provided election night coverage and analysis since 1998 and was a member of CNN’s Emmy-award winning election night team in 2006.

Named one of the “Top 50 Journalists” by The Washingtonian magazine, Amy was dubbed one of the most powerful people in politics in George magazine for her insights into the mechanics that make the political machine run. She also won the Washington Post’s Crystal Ball Award for her spot-on election predictions and has been frequently quoted as a congressional election expert in newspapers such as The Wall Street Journal, The Washington Post, and The New York Times. Charlie Cook, Editor and Publisher of The Cook Political Report, said, “Today, her work is trusted and respected by Democrats and Republicans alike. She knows how to get beyond bluster and spin to unearth — and explain — what really matters in a political arena. And, she has a proven track record of success, which is essential for those whose jobs depend on accurate political forecasting.”

David Bauders

CEO
SPA

Wednesday, January 29
2:30 PM – 3:00 PM

The Sales Force of the Future

DAVID'S BIO

David Bauders founded SPA in 1993 and its subsidiary, SPASIGMA, in 2015. SPA is the world’s first company to provide an integrated, holistic profit-driving solution that integrates decision-support analytics and entertaining, high-performance virtual training. SPA helps market leaders’ teams drive greater financial performance by providing the skills training and analytical tools to master the critical daily decisions that drive profitability and enterprise value: negotiation (sell-side and buy-side), profitability acumen and emotional intelligence. SPA’s holistic approach helps clients sustainably create and capture higher economic value. SPA’s typical client experiences increased profits equal to 2%–4% of affected sales in less than 90 days.

Benj Cohen

Founder
Proton.ai

Thursday, January 30
8:50 AM – 9:30 AM

A New Generation Makes Its Mark on Distribution

BENJ'S BIO

Benj Cohen founded Proton.ai to deliver cutting-edge technology to distributors. Benj learned about distribution firsthand at Benco Dental, a business originally started by his great-grandfather. While Benj was at Harvard University studying Applied Math and Data Science, he saw an opportunity to replace outdated technology to give his family business a competitive advantage. He then developed Proton.ai to give distributors the technology they need to thrive in a modern market.

.

Sean McDonnell

Founder
TruPar.com

Thursday, January 30
8:50 AM – 9:30 AM

A New Generation Makes Its Mark on Distribution

SEAN'S BIO

For my entire life, my father has owned and operated an industrial equipment dealership called Trupar America Inc., a full-service dealership selling parts for forklifts, industrial sweeper/scrubbers and aerial lifts, as well as equipment service. In 2007 after barely graduating from high school, I decided not to get into the family business and moved from my hometown in Pittsburgh to Aspen to be a ski bum.

While the ski bum life was fun for a few years, eventually I got restless and started asking myself the infamous “what do I want to be when I grow up” question. I bought my first computer in 2010 and began teaching myself about digital marketing. With a few months of self-guided learning under my belt, I decided to start a marketing agency specializing in digital services called Online Dynamix. Always there to support me, my father’s equipment company became one of my first clients — allowing me to learn more about his business from a third-party perspective.

I successfully grew the agency, hiring a team of people, and taking on a few dozen clients. The business worked, and there seemed to be no shortage of clients. But once again, I found myself restless and wondering what I could learn and pursue next. This time, I had been supporting my father’s company as a client for about two years, mainly promoting offline equipment leads for his salespeople. By doing this, I realized no one was selling replacement parts for equipment online. Excited about this perceived gap, I pitched my father on adding an e-commerce option to his company. He shot me down telling me time and time again that “it will never work because people buy from people.” I continued researching, trying to understand the basis for my father’s unwavering belief that this concept would fail, but eventually I had to give it try. I spent my savings, nights and weekends over the next year building TruPar.com.

Because of my family’s history in this space, I was able to set up a meeting with the top executives from the industry’s largest wholesale distribution company. Though the executives I met with expressed similar skepticism, they agreed to set me up as a distributor and provided me with the necessary product information needed to launch the site.

In September 2012 TruPar.com was born, representing more than 1.7 million parts for 475 industrial equipment manufacturers. During the first couple of years, there were many trials and tribulations regarding the adoption of this new e-commerce business model. There were many, many occasions where I started to doubt the model, wondering if I should have listened to my father and kept on the agency track that had been working so well. But I pressed on and eventually, TruPar.com started growing beyond my wildest dreams. Today the small e-commerce website I started from my one-bedroom apartment has grown into an international company serving more than 45,000 happy customers with a catalog of more than 8 million SKUs.

.

Alan Beaulieu

NAW Senior Economic Advisor and President
ITR Economics

Thursday, January 30
9:45 AM – 10:45 AM

NAW Economic Forecast 2020-2021

ALAN'S BIO

One of the country’s most informed economists and also NAW Senior Economic Advisor, Alan Beaulieu is a principal of ITR Economics, where he serves as President. Since 1990, Alan has been consulting with companies that have a domestic and global perspective on how to forecast, plan and increase their profits based on business cycle trend analysis. Alan has been providing workshops and economic analysis seminars across the United States to literally thousands of business owners and executives. He has appeared in/on: The Wall Street JournalThe New York TimesBarron’sUSA TodayBusiness WeekThe Washington Times, Associated Press, Knight Ridder News Services, Reuters, CBS Radio, CNN Radio, Sirius talk radio and numerous other outlets.

John Roberts

Chief White House Correspondent
FOX News

Thursday, January 30
12:30 PM – 2:00 PM

A Reporter’s View: Headlines, 2020 Election News and the Trump White House

JOHN'S BIO

John Roberts is one of journalism’s best-sourced reporters covering the Trump Administration. He travels with President Trump and covers North Korea, Iran and the wide range of issues facing the White House. John offers audiences up-to the minute perspectives on current events involving politics, Washington insiders and the many international figures on the global stage. John joined FOX News as a senior national correspondent in 2011.

Throughout his career — from CBS and CNN to FOX — John has covered numerous breaking news and political events. He provided extensive coverage of the 2016 Presidential election as well as Hurricane Katrina, and was an embedded reporter during the Iraq War. John brought viewers the story from the Vatican with coverage of the death of Pope John Paul II and has interviewed U.S. Presidents and presidential hopefuls as well as Pakistani President Pervez Musharraf.

Special Thanks to our NAW 2020 Executive Summit Sponsor

NAW 2020 Executive Summit Agenda

Tuesday, January 28, 2020

6:30 PM – 7:30 PM                Welcoming Reception

7:45 PM                                     Dinner

Wednesday, January 29, 2020

7:30 AM – 8:15 AM                 Buffet Breakfast

8:30 AM – 8:45 AM                NAW Executive Summit Opening Ceremonies

IAN

IAN HELLER

President and COO
Modern Distribution Management

 

IAN'S BIO

Ian Heller has been with Modern Distribution Management since 2017. For more than 50 years, MDM has been a source of thought leadership, news and data for the wholesale distribution industry.

Previously, Ian served in executive roles in e-commerce and marketing at HD Supply — Construction and Industrial, Corporate Express, Newark Electronics, GE Capital Rail and Grainger. Ian was also the founder and senior Partner at Real Results Marketing.

GENERAL SESSION

Distribution Disruption and an Industry Call to Arms

Wednesday, January 29
8:45 AM – 9:45 AM

It’s the wholesale distribution industry’s turn to face the powerful forces of disruption. Recent industry entrants — well capitalized and wielding new technologies and business models like artificial intelligence and marketplaces — are offering business buyers powerful and highly differentiated value propositions.

And it’s not just Amazon — Google now operates a major marketplace, Walmart is aggressively pursuing B2B sales and Berkshire Hathaway has acquired distributors while investing to expand its own “sourcing marketplace.” Are these companies allies or rivals? How can distributors decide where partnerships can offer strategic advantages versus those that deliver short-term gains at a high, long-term cost?

Like leaders in previously disrupted industries, distributors are working hard to improve their operations and maximize their financial results. If history is any guide, though, these efforts may be insufficient to counter the threat posed by disruptors in the fight for market share.  Clayton Christensen, author of The Innovators Dilemma, writes, “By doing what they must do to keep their margins strong and their stock price healthy, every company paves the way for its own disruption.”

In this kickoff to the NAW 2020 Executive Summit, MDM’s President and COO, 30-year industry veteran, Ian Heller, will explain the strategies, strengths and risks of distribution’s new disruptors. He will also lay out a point-by-point plan for distributors who are willing to adapt to the new environment and apply their unique strengths in innovative ways to defend and grow their businesses in the future.

ALEX

ALEX MOAZED

Founder and CEO
Applico

 

ALEX'S BIO

Alex Moazed founded Applico in 2009 when he was 20 years old and funded the company with his own credit cards.

Alex co-authored the best-selling book, Modern Monopolies, which defines the platform business model dominating the 21st century economy. He works directly with Fortune 500 C-suites and boards to help them build or buy their own platform businesses.

GENERAL SESSION

How Distributors Can Become Modern Monopolies

Wednesday, January 29
9:45 AM – 10:15 AM

B2B distributors have tremendous untapped advantages that can be used to beat Big Tech at its own game. However, you can’t depend on an acquisition of a VC-backed start-up — VCs don’t want to compete head-to-head with Big Tech either. To not suffer a similar fate as B2C retailers, Alex Moazed will discuss how B2B distributors need to embrace the spinout.

10:15 AM – 10:30 AM                Break

JOHN

JOHN CAPLAN

President, North America B2B and Globalization
Alibaba Group

 

JOHN'S BIO

John Caplan joined Alibaba.com in 2018 to lead the growth of the B2B business in North America.

John is a leader with 20 years of experience as a Founder, CEO, and President/CMO. He is an entrepreneur with a track record of transformational innovation and results.

Prior to joining Alibaba, John was Founder and CEO at OpenSky, where he was responsible for building a world-class ecommerce platform with a  team that leveraged technology to unlock the growth potential of small businesses.

Before that, John was CEO at Ford Models, the largest and most successful global fashion talent firm, with operations in 50 countries and across every aspect of the talent industry. He led the successful digital transformation and modernization of the fashion services industry and created the Ford Models Media business.

Previously, John served as the CMO and President of About.com.

GENERAL SESSION

Alibaba.com Is Here: What Does that Mean for Distribution?

Wednesday, January 29
10:30 AM – 11:00 AM

Alibaba.com is the leading global B2B marketplace that connects business buyers and sellers around the world. What started as a listing platform has evolved into an end-to-end trade platform that streamlines the entire process. Alibaba.com connects 10 million+ global active buyers with 150k+ from more than 190 countries and regions. John Caplan will share how the company is committed to reshaping global B2B trade and serve as an ally to small businesses in North America by allowing them to buy , sell and succeed on their own terms.

Mark Dancer

MARK DANCER

CEO
Network for Business Innovation

 

MARK'S BIO

Mark Dancer is President of Network for Channel Innovation. He was named a Fellow of the NAW Institute for Distribution Excellence in 2017. He works with business leaders and teams to create visions, solve problems and strengthen capabilities. Mark’s experience includes work across global markets and commercial, industrial, services, technology, automotive, construction and other sectors. Previously, Mark was Vice President of Global Channel Management–Industrial Adhesives at Henkel Corporation. Mark is author of four research studies for the NAW Institute for Distribution Excellence: CEO Insights on Innovating the Distributor for the Digital AgeGetting Results From Your Digital InvestmentsBecoming a Digital Distributor: Strategies and Tools That Create Value and Getting the Most Out of CRM: Best Practices for Wholesaler-Distributors.

GENERAL SESSION

Rethinking Distribution: How Distributors Can Innovate

Wednesday, January 29
11:00 AM – 12:00 PM

Distribution leaders know that markets and the rules of competition are changing. A growing movement for distributors to compete as innovators of business services that can fend off the threat of disruption, and more importantly, renew distribution’s hard-won reputation as a valued partner for customers and suppliers and a viable source for products and solutions has been created. Distributors are working hard to adopt and leverage a full suite of digital technology, to modernize their business practices and culture, and to embrace the mindset and values of the next generation of leaders, teams, employees, customers and communities.

Join Mark Dancer, author the latest edition in NAW’s ground-breaking Innovate to Dominate: The 12th Edition in the Facing the Forces of Change® Series. Mark will discuss key findings from his research and lead an open and enlightening discussion with leading industry insiders Ian Heller of Modern Distribution Management, Alex Moazed of Applico and John Caplan of Alibaba.com.

Interact with Mark and the panelists as they take a deep dive into innovation opportunities and challenges.

IAN

IAN HELLER

President and COO
Modern Distribution Management

IAN'S BIO

Ian Heller has been with Modern Distribution Management since 2017. For more than 50 years, MDM has been a source of thought leadership, news and data for the wholesale distribution industry.

Previously, Ian served in executive roles in e-commerce and marketing at HD Supply – Construction and Industrial, Corporate Express, Newark Electronics, GE Capital Rail and Grainger. Ian was also the founder and senior Partner at Real Results Marketing.

ALEX

ALEX MOAZED

Founder and CEO
Applico

ALEX'S BIO

Alex Moazed founded Applico in 2009 when he was 20 years old and funded the company with his own credit cards.

Alex co-authored the best-selling book, Modern Monopolies, which defines the platform business model dominating the 21st century economy. He works directly with Fortune 500 C-suites and boards to help them build or buy their own platform businesses.

JOHN

JOHN CAPLAN

President, North America B2B and Globalization
Alibaba Group

JOHN'S BIO

John Caplan joined Alibaba.com in 2018 to lead the growth of the B2B business in North America.

John is a leader with 20 years of experience as a Founder, CEO, and President/CMO. He is an entrepreneur with a track record of transformational innovation and results.

Prior to joining Alibaba, John was Founder and CEO at OpenSky, where he was responsible for building a world-class ecommerce platform with a  team that leveraged technology to unlock the growth potential of small businesses.

Before that, John was CEO at Ford Models, the largest and most successful global fashion talent firm, with operations in 50 countries and across every aspect of the talent industry. He led the successful digital transformation and modernization of the fashion services industry and created the Ford Models Media business.

Previously, John served as the CMO and President of About.com.

12:15 PM – 1:00 PM                Networking Luncheon

GEORGE

GEORGE PATTEE

NAW Chairman of the Board
Chairman of the Board, Parksite

 

GEORGE'S BIO

George Pattee began his Parksite and professional career in October of 1972, starting in the warehouse loading and unloading trucks. More than 42 years later, he is Chairman of the Board where he oversees corporate governance for Parksite and ensures the Board drives accountability to Parksite shareholders. George also leads the company’s active acquisition efforts, identifying and qualifying potential business combinations.

George provides strength and experience in corporate and competitive strategic planning, problem-solving, fiscal accountability, strategy planning, marketing and research, brand management, customer service and people management.

An active member of TEC/Vistage, an organization for the development of CEOs, George continues to promote and provide education to himself and his peers.

NAW Chairman’s Address

Wednesday, January 29
1:15 PM – 1:45 PM

George Pattee, NAW Chairman of the Board, will deliver his NAW Chairman’s Address — the culmination of his year as 2019 Chairman of the NAW Board of Directors.

AMY

AMY WALTER

National Editor
The Cook Political Report

 

AMY'S BIO

For more than 20 years, Amy Walter has built a reputation as an accurate, objective and insightful political analyst with unparalleled access to campaign insiders and decision makers. Known as one of the best political journalists covering Washington, she is national editor of the non-partisan The Cook Political Report and a frequent on-air analyst. In addition to her weekly appearance on the popular “Politics Monday” segment on the PBS NewsHour, Amy also hosts WNYC’s nationally syndicated public radio news program, “Politics with Amy Walter” on The Takeaway. She is also a regular Sunday panelist on NBC’s Meet the Press and CBS’s Face The Nation and appears frequently on Special Report with Bret Baier on FOX. She is the former political director of ABC News.

In her presentations, Amy expertly breaks down the electoral process, congressional culture and the Washington political scene. Her astuteness, wit and range of expertise creates an engaging, compelling presentation, and her reliable and accurate analysis has earned her numerous accolades.

Before ABC, Amy was the Editor-in-Chief of The Hotline, Washington’s premier daily briefing on American politics. There she served as the political publication’s primary voice for three years, and she provided regular analysis of the national political environment in her weekly National Journal column, On the Trail. Amy has provided election night coverage and analysis since 1998 and was a member of CNN’s Emmy-award winning election night team in 2006.

Named one of the “Top 50 Journalists” by The Washingtonian magazine, Amy was dubbed one of the most powerful people in politics in George magazine for her insights into the mechanics that make the political machine run. She also won the Washington Post’s Crystal Ball Award for her spot-on election predictions and has been frequently quoted as a congressional election expert in newspapers such as The Wall Street Journal, The Washington Post, and The New York Times. Charlie Cook, Editor and Publisher of The Cook Political Report, said, “Today, her work is trusted and respected by Democrats and Republicans alike. She knows how to get beyond bluster and spin to unearth — and explain — what really matters in a political arena. And, she has a proven track record of success, which is essential for those whose jobs depend on accurate political forecasting.”

GENERAL SESSION

Everything You Want to Know about American Politics in 2020 

Wednesday, January 29
1:45 PM – 2:30 PM

As the critical 2020 national elections head into high gear, NAW Executive Summit attendees will get a unique view of the political scene. Widely respected The Cook Political Report National Editor Amy Walter will share her informed assessment of the 2020 presidential and congressional campaigns. This is an insider perspective you won’t want to miss.

For more than 20 years, Amy Walter has built a reputation as an accurate, objective and insightful political analyst with unparalleled access to campaign insiders and decision makers. Known as one of the best political journalists covering Washington, she is an expert on the electoral process, congressional culture and the Washington political scene. Amy will discuss not only electoral politics, but also the politics of policy, Washington’s dysfunction and the people and strategies behind events unfolding in Congress and the White House.

Bauders

DAVID BAUDERS

CEO
SPA

 

DAVID'S BIO

David Bauders founded SPA in 1993 and its subsidiary, SPASIGMA, in 2015. SPA is the world’s first company to provide an integrated, holistic profit-driving solution that integrates decision-support analytics and entertaining, high-performance virtual training. SPA helps market leaders’ teams drive greater financial performance by providing the skills training and analytical tools to master the critical daily decisions that drive profitability and enterprise value: negotiation (sell-side and buy-side), profitability acumen and emotional intelligence. SPA’s holistic approach helps clients sustainably create and capture higher economic value. SPA’s typical client experiences increased profits equal to 2%–4% of affected sales in less than 90 days.

The Sales Force of the Future

Thursday, January 29
2:30 PM – 3:00 PM

Marketplace dynamics are changing fast. The buyer’s journey is getting shorter, millennials are increasingly the predominant demographic in the workplace and customers expect unprecedented, personalized service. Accordingly, the core skills of sellers need to adapt to deliver and capture maximum value. Hear from David Bauders and others as they share their insights on how distributors can maximize today’s sales force.

3:00 PM – 3:15 PM                Break 

 3:15 PM – 4:45 PM                Discussion Roundtables

The opportunity to share information, strategies and technologies is an excellent way to stay on top of industry trends. Through Discussion Roundtables, NAW Executive Summit attendees can network with and see what other professionals in the industry are doing to improve their businesses. Join with noncompeting peers to learn from each other and share ideas.

6:00 PM                    Reception for All NAW Executive Summit Attendees

Thursday, January 30, 2020

7:30 AM – 8:15 AM               Buffet Breakfast

8:30 AM – 8:50 AM              Official NAW Annual Meeting Business

Benj

BENJ COHEN

Founder
Proton.ai

 

BENJ'S BIO

Benj Cohen founded Proton.ai to deliver cutting-edge technology to distributors. Benj learned about distribution firsthand at Benco Dental, a business originally started by his great-grandfather. While Benj was at Harvard University studying Applied Math and Data Science, he saw an opportunity to replace outdated technology to give his family business a competitive advantage. He then developed Proton.ai to give distributors the technology they need to thrive in a modern market.

GENERAL SESSION

A New Generation Makes Its Mark on Distribution

Thursday, January 30
8:50 AM – 9:30 AM

Who are the new players in distribution? What are they doing to disrupt the traditional marketplace? Find out from a new generation of entrepreneurs who will share their stories. Benj Cohen of Proton.ai and Sean McDonnell of Trupar.com will discuss how they identified a need and set about building their business.

McDonnell

SEAN MCDONNELL

Founder
TruPar.com

SEAN'S BIO

I’m Sean McDonnell and for my entire life, my father has owned and operated an industrial equipment dealership called Trupar America Inc., a full-service dealership selling parts for forklifts, industrial sweeper/scrubbers and aerial lifts, as well as equipment service. In 2007 after barely graduating from high school, I decided not to get into the family business and moved from my hometown in Pittsburgh to Aspen to be a ski bum.

While the ski bum life was fun for a few years, eventually I got restless and started asking myself the infamous “what do I want to be when I grow up” question. I bought my first computer in 2010 and began teaching myself about digital marketing. With a few months of self-guided learning under my belt, I decided to start a marketing agency specializing in digital services called Online Dynamix. Always there to support me, my father’s equipment company became one of my first clients — allowing me to learn more about his business from a third-party perspective.

I successfully grew the agency, hiring a team of people, and taking on a few dozen clients. The business worked, and there seemed to be no shortage of clients. But once again, I found myself restless and wondering what I could learn and pursue next. This time, I had been supporting my father’s company as a client for about two years, mainly promoting offline equipment leads for his salespeople. By doing this, I realized no one was selling replacement parts for equipment online. Excited about this perceived gap, I pitched my father on adding an e-commerce option to his company. He shot me down telling me time and time again that “it will never work because people buy from people.” I continued researching, trying to understand the basis for my father’s unwavering belief that this concept would fail, but eventually I had to give it try. I spent my savings, nights and weekends over the next year building TruPar.com.

Because of my family’s history in this space, I was able to set up a meeting with the top executives from the industry’s largest wholesale distribution company. Though the executives I met with expressed similar skepticism, they agreed to set me up as a distributor and provided me with the necessary product information needed to launch the site.

In September 2012 TruPar.com was born, representing more than 1.7 million parts for 475 industrial equipment manufacturers. During the first couple of years, there were many trials and tribulations regarding the adoption of this new e-commerce business model. There were many, many occasions where I started to doubt the model, wondering if I should have listened to my father and kept on the agency track that had been working so well. But I pressed on and eventually, TruPar.com started growing beyond my wildest dreams. Today the small e-commerce website I started from my one-bedroom apartment has grown into an international company serving more than 45,000 happy customers with a catalog of more than 8 million SKUs.

9:30 AM – 9:45 AM                Break 

Beaulieu

ALAN BEAULIEU

NAW Senior Economic Advisor and President
ITR Economics

 

ALAN'S BIO

One of the country’s most informed economists and also NAW Senior Economic Advisor, Alan Beaulieu is a principal of ITR Economics, where he serves as President. Since 1990, Alan has been consulting with companies that have a domestic and global perspective on how to forecast, plan and increase their profits based on business cycle trend analysis. Alan has been providing workshops and economic analysis seminars across the United States to literally thousands of business owners and executives. He has appeared in/on: The Wall Street JournalThe New York TimesBarron’sUSA TodayBusiness WeekThe Washington Times, Associated Press, Knight Ridder News Services, Reuters, CBS Radio, CNN Radio, Sirius talk radio and numerous other outlets.

GENERAL SESSION

NAW Economic Forecast 2020-2021

Thursday, January 30
9:45 AM – 10:45 AM

Someone who keeps audiences glued to their seats and entertained is Alan Beaulieu. Alan will unveil his economic outlook for 2020–2021 and it’ll be packed with strategic action items and insightful suggestions to help change the course of business. His high-spirited analysis will focus on both a macro forecast for the U.S. economy and a more-focused forecast for various sectors in our industry.

10:45 AM – 11:00 AM                Break

 11:00 AM – 12:15 PM                Discussion Roundtables

The opportunity to share information, strategies and technologies is an excellent way to stay on top of industry trends. Through Discussion Roundtables, NAW Executive Summit attendees can network with and see what other professionals in the industry are doing to improve their businesses. Join with noncompeting peers to learn from each other and share ideas.

12:30 PM – 2:00 PM                Closing Luncheon

                

Roberts

JOHN ROBERTS

Chief White House Correspondent
FOX News

 

JOHN'S BIO

John Roberts is one of journalism’s best-sourced reporters covering the Trump Administration. He travels with President Trump and covers North Korea, Iran and the wide range of issues facing the White House. John offers audiences up-to the minute perspectives on current events involving politics, Washington insiders and the many international figures on the global stage. John joined FOX as a senior national correspondent in 2011.

Throughout his career — from CBS and CNN to FOX — John has covered numerous breaking news and political events. He provided extensive coverage of the 2016 Presidential election as well as Hurricane Katrina, and was an imbedded reporter during the Iraq War. John brought viewers the story from the Vatican with coverage of the death of Pope John Paul II and has interviewed U.S. Presidents and presidential hopefuls as well as Pakistani President Pervez Musharraf.

CLOSING LUNCHEON

A Reporter’s View: Headlines, 2020 Election News and the Trump White House

Thursday, January 30
12:30 pM – 2:00 PM

2:00 PM                NAW 2020 Executive Summit Adjourns

                

Special Thanks to our NAW 2020 Executive Summit Sponsor

Frequently Asked Questions

Do I or my company have to be a Member of NAW to attend the NAW Executive Summit?

If your company is not a wholesale distribution firm and is not a member of NAW, you must become a member to be eligible to attend the NAW Executive Summit. To join NAW, go to https://www.naw.org/join-today/ or contact Kenna Tunis at 202.872.0885 or corporaterelations@naw.org.

How do I know if my company is a Member of NAW?

Log in to www.naw.org or create an account using your business information. Once you do, you will locate your company information and determine what membership status your company maintains with NAW. If you have questions, contact Kenna Tunis at 202.872.0885 or corporaterelations@naw.org.

When will this event begin and end?

The NAW Executive Summit begins on Tuesday, January 28, 2020, at 6:30 p.m. and concludes on Thursday, January 30, 2020, at 2:00 p.m. Please plan your arrival and departure from The Fairmont Washington, DC Hotel accordingly.

What is the appropriate attire for this event?

Daily business sessions – Jackets, no ties

Evening events – Jackets with ties

Are there discounts if I bring additional people from my company with me?

Each person pays the same registration fee depending on your company’s membership status with NAW.

If I bring my spouse or a guest with me, must this guest register for this event?

Your spouse or guest is considered an additional registrant. Follow the instructions on the registration form for registering your spouse or guest as an “additional registrant from the same company.” All guests must be registered for the NAW Executive Summit.

Where is this meeting venue? How can I reserve a hotel room and what are the rates?

This event will be held at The Fairmont Washington, DC Hotel at the corner of 24th and M Streets, NW. For detailed information about The Fairmont Washington, DC, including how to book your hotel room at NAW’s special rates, click here.

REMINDER: When you register for the NAW Executive Summit AND book your room at The Fairmont Washington, DC Hotel using NAW’s custom link by December 15, you will receive a $100 room credit at check-in!

What is the cancellation policy for this event?

The full amount of your registration fee will be refunded on cancellations received by January 3, 2020.  After January 3, 50% of the fee will be refunded up to January 15, 2020.  No refunds are possible after January 15, 2020.

Where can I find meeting materials before the event?

An email invitation to download the mobile app will be sent to all registrants. Once you have access to the app, you’ll be able to review meeting materials as they become available on the app. This event is paperless, so please bring your preferred mobile device with you to access all meeting handouts and other materials.

My question is not here. Who should I contact to have my questions answered?

Please direct your questions about the NAW Executive Summit to Joy Goldman at jgoldman@naw.org.

Special Thanks to our NAW 2020 Executive Summit Sponsor

“If you’re a progressive leader with a willingness to embrace change, then you need to be at the NAW Executive Summit!”

Molly Kellogg, President and CEO, Hubbard Hall Inc.

“I really enjoyed the networking opportunities with other leaders. I understood their challenges and compared them to my own.  It was an excellent chance to benchmark our business!”

Gerald Helbig, President, Curbell Plastics Inc.

“What I always enjoy about the NAW Executive Summit is the ability to interact with other executives and pick their brains!”

Darcy J. Curran, President and CEO, Highline Aftermarket

“I’ve been coming to the NAW Executive Summit for years – this year’s was the best one yet!”

Jerome C. Lippert, President, Nelson Jameson Inc.

Special Thanks to our NAW 2020 Executive Summit Sponsor

Special Thanks to our NAW 2020 Executive Summit Sponsor

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