NAW Large Company CFO Roundtable, Fall 2016 Session

November 15th-16th, 2016 at the O’Hare Hilton

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

Willfredo Figueras, Vice President & Chief Financial Officer, Laird Plastics

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Eligibility: Companies with $100M to $999M in annual revenue
The NAW Large Company Roundtable is the only opportunity that provides networking and benchmarking exclusively with other top executives of non competing, like-sized Wholesale-Distribution companies.

CohnReznick is a valued NAW sponsor

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

This by invitation roundtable is composed of executives from large companies that meet in Chicago two times per year and is highly interactive. The annual fee is $1,500 per member, which covers meeting costs for two events in a twelve month cycle. Participants are expected to cover the cost of their hotel and travel. Once the annual fee is paid, there are no additional fees to attend the meetings, which will last one day beginning with a reception and dinner the evening before.

The participating companies can also name a senior level alternate who can take the place of the finance executive, should that person be unable to attend the scheduled meeting.

If you would like to join the group please go to this link:

Become a Large Company CFO Roundtable member. Click here.

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


NAW Large Company CFO Roundtable

Preliminary Agenda

November 15th, 2016 – Day 1

2:30 PM – 3:00 PM

3:00 PM – 4:30 PM
Opening Session & Discussion – Joint Session with Large Company Operations Roundtable

“Business Builders: Gain Process Discipline Toward Business Growth”

Speaker: Mark Frasco of Team COACT

In the wholesale distribution industry, selling success is due to far more than technique it’s the deliberate design and implementation of a process that rhythmically communicates your value to the market and learns about a prospect’s motivation to buy. It’s nice to receive an RFQ, but it’s better when you’re involved in the creation of it. This session will prepare business growth professionals to build alignment from strategic growth objectives, to sales structure and process, through to performance and knowledge management.


  • Attendees will leave with new insights about business growth strategy, structure, process and performance management in the wholesale distribution industry.
  • Attendees will learn how to select their future clients, rather than wait for them to find them.
  • Attendees will learn how to build deeper, more meaningful relationships with buying influences in very complex, enterprise-level buying systems.
  • Attendees will learn the building blocks of a sound construction industry business growth system.


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.

November 16th, 2016 – Day 2

7:00 AM – 7:45 AM

8:00 AM – 9:30 AM
Opening Session & Discussion
“Integrated Business Planning – The Critical Role of the C-Level Professional in the IBP Process”

Speaker: Mario Pompeo, CPA of CohnReznick

Integrated Business Planning is industry’s best practice model. Led by senior management, it is a common sense process for aligning the company plans every month, which will help you to allocate the critical resources – people, equipment, inventory, materials, time and money – to most effectively satisfy your customers, in a profitable way. In addition to providing substantial bottom-line benefits, the Integrated Business Planning (IBP) process ensures early focus on any potential gaps in business performance – it allows organizations to predict and respond positively to changing conditions, in plenty of time. Companies that do Integrated Business Planning well are more efficient, more effective, and make more money than those who don’t.

This session will review the best practices of the Integrated Business Planning (IBP) process.


9:30 AM – 9:45 AM


9:45 AM – 11:00 AM
General Session & Discussion
“An Interactive Conversation about the Role of CFO with The Modern Board”

Moderator: Chris LaDelfa of Arthur J. Gallagher & Co.
Speakers: Dr. Jim Rice & Scott Hamilton of Arthur J. Gallagher & Co.

There is increased conversation regarding governance and its impact on shareholder value. The CFO is increasingly being asked to partner with the CEO to ensure that information is available to the board for enhanced decision making and risk mitigation.

As a result, CFOs are expected to evolve their impact and influence as leaders for optimization of organizational performance, guides for investments into not just new IT tools, but also talent development from supplier relationships, through warehousing, to ERP systems and financial team development.


This interactive session will review trends in how CFOs of large wholesale distribution firms need to work with Boards and CEOs for both organizational and career success. Participants will exchange practical insights in small groups into how CFOs can best prepare for the changing landscape of wholesale distribution.


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


12:00 PM – 12:45 PM
Joint Lunch & Networking Discussion with Operations Roundtable
This is the “halftime” period where you meet up with all of the Large Company senior executives at this week’s Roundtable to compare ideas and benchmark across disciplines. Both the CFO and Operations executives will attend this joint lunch.


1:00 PM – 2:00 PM
Closing Session & Discussion
“What Would You Do For 400 Basis Points?”

Speaker: David Bauders, CEO of SPA, Inc.

Scheduled Panelist(s)
Charley Hale, former CEO and CFO of FCX Performance, and other distribution principals

The distribution landscape is getting tougher. Historically, the average distributor only made 4% EBITDA. Now, price competition, vendor consolidation, and technology are disrupting the profitability landscape. How can your company provide your customer- and vendor-facing teams with the analytics and training to gain 400 basis points Large Company CFOs understand that analytics and training drive profitability, one PO at a time, thousands of times per year.


A panel of industry experts will describe the keys to execution success that enhance profitability — by more fully converting customer value into shareholder value.


2:00 PM – 2:30 PM
Set Agenda for Next Meeting Scheduled for May 2-3, 2017

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Registration is now open for the NAW Large Company CFO Roundtable
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