NAW Billion Dollar Operations Roundtable, Spring 2017

May 16-17, 2017 at the O’Hare Hilton

“NAW enables a free-flow of ideas and answers to Questions for Operations executives from large companies and different industries. The Roundtable is a “great-value-add” since it allows you to discuss tactical issues with counterparts facing the same challenges.”
Submitted Anonymously by the Senior Vice President of Operations of a $7 Billion Dollar Distribution Company

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Eligibility: Companies with $1B+ in annual revenue.

The NAW Billion Dollar Roundtable is the only opportunity that provides networking and benchmarking exclusively with other top executives of non competing, like-sized Wholesale-Distribution companies.

Strategic Pricing Associates is a valued NAW sponsor

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

Similar to other billion dollar roundtables NAW has created for the CIO, CFO, Chief Legal Officer, and Human Resource executive, this by invitation roundtable is composed of executives from billion dollar companies that meet in Chicago two times per year. This highly interactive group consists of the SENIOR-MOST operations executives. The annual fee is $1,800 per member, which covers meeting costs for two events in a twelve month cycle. Participants are expected to cover the cost of their hotel and travel. Once the annual fee is paid, there are no additional fees to attend the meetings, which will last one day beginning with a reception and dinner the evening before.

The participating companies can also name an alternate who can take the place of the Operations Executive, should that person be unable to attend the scheduled meeting.

Become a Billion Dollar Company Operations Roundtable member. Click here.

If you would like to learn more please contact John Peter or Tamela Blalock at 202.872.0885.

NAW Billion Dollar Operations Roundtable Agenda

May 16, 2017 – Day 1

6:00 PM – 7:00 PM
Drinks & Dialogue Reception
Come prepared to meet and mingle with your fellow participants from the largest firms in the industry.


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

Speaker: Jade West, NAW

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

Make sure to attend the most exclusive executive supper club in Chicago this evening! This dinner is your opportunity to pick the brains of the senior executives for the top wholesale distribution companies in the industry. This is a joint dinner that will include the CLO, HR and Operations executives attending the spring Roundtable.

May 17, 2017 – Day 2

7:00 AM – 7:45 AM

8:00 AM – 9:30 AM
Opening Session & Discussion
“Converting Ideas into Actions – Innovation/Idea/Change Management”

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

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

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

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

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

This session will discuss and present:

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

9:30 AM – 9:45 AM


9:45 AM – 11:00 AM
General Session & Discussion
“Customer Stratification, Segmenting & Pricing Solutions”

David Bauders – Strategic Pricing Associates, Inc

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

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

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

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


11:00 AM – 12:00 PM
Open Discussion
This session is set aside for you to raise any issue you would like and have the group provide their thoughts. This is an open forum to further discuss any item on the agenda or to bring up topics that are not on the agenda. Make sure to take notes during this session, you may find a perfect topic to suggest for the next NAW Roundtable.


12:00 PM – 12:45 PM
Joint Networking Lunch with CLO and HR Executives
This is the “halftime” period where you meet up with all of the Billion Dollar Company senior executives at this week’s Roundtable to compare ideas and benchmark across disciplines. All 3 groups: Operations, HR and CLO executives will attend this joint lunch.


1:00 PM – 2:00 PM
Closing Session & Discussion
“Incentive Compensation Strategies for Billion Dollar COOs”

Marc Wallace, Senior Client Partner at Korn Ferry Hay Group
Tom Hill, Client Partner at Korn Ferry Hay Group

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

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


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


2:30 PM

Registration is open to the Billion Dollar Operations Roundtable:Register Now



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