NAW Large Company CFO Roundtable, Spring 2017

May 2-3, 2017 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.”
Anonymously Submitted by the VP of Finance of a $550 Million Distributor
Register Now

Click here to reserve hotel accommodations

Register Now

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

May 2, 2017 – Day 1

2:30 PM – 3:00 PM

3:00 PM – 4:30 PM
Opening Session & Discussion – Joint Session with Large Company Operations Roundtable
“Customer Stratification, Segmenting & Pricing Solutions”

David Bauders, President & CEO of Strategic Pricing Associates, Inc

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


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.


May 3, 2017 – Day 2

7:00 AM – 7:45 AM


8:00 AM – 9:30 AM
Opening Session & Discussion
“Negotiation Refresher for Large Company CFOs”

Skip Tucker, Strategic Pricing Associates, Inc

What does success mean to you? Higher margins and profits? Higher customer satisfaction? Stronger business relationships? More money? A successful career? Whatever your version of success, negotiation is a critical key to achieve it. We believe negotiation is like a sport. It requires deep knowledge of the subject, specific skills, training, coaching, equipment and continuous practice.

Optimal success requires negotiation training. Typically, salespeople are trained to sell, buyers are trained to buy. Buying and selling skills provide one component, but the subject of negotiation is vast and complex. Once exposed to formal negotiation training, experienced professionals are often amazed to learn of the vital areas of opportunity only visible through the lens of negotiation.

Attendees to this session will learn:

  • How to win at the game of negotiation
  • Strategies to uncover the other party’s pressure
  • Powerful tactics
  • Effective countermeasures
  • Concession making approaches


9:30 AM – 9:45 AM


9:45 AM – 11:00 AM
General Session & Discussion
“The changing role of the CFO”

Brandon Barksdale, Senior Manager of CohnReznick LLP

As companies look to transform their financial organizations they face the challenges of redefining and realigning resources, defining meaningful performance metrics, establishing appropriate and efficient models for transaction processing and leveraging appropriate tools to budget and forecast and measure performance.

This session is designed to share methods, tools and experiences in transforming the role of the CFO and the finance organization from a team largely focused on transaction and information processing to one that is integrally involved in the development and execution of strategic objectives and the management of risk and operational performance.


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
“Strategic Management Execution for CFO Visionaries”

Sue Hawkes, CEO of YESS!

Busy leaders need a complete set of simple and practical tools they can use to run a better business – the Entrepreneurial Operating System (EOS) ®. CFOs want to see their businesses consistently run better and grow faster; Sue Hawkes and EOS can help them and their teams simplify, clarify and achieve their vision. During Sue’s sessions, participants gain Traction®, allowing them to do more of what they do best every day, maximize performance and achieve greatness in their businesses and lives. They will utilize EOS tools to become proactive instead of reactive and coordinate all company efforts toward a single, clear vision.

Attendees will:

  • Have a deeper understanding of the EOS Six Key Components™: Vision, People, Data, Issue, Process and Traction as well as the Foundational Tools that coincide with each Component.
  • Begin to align their leadership team with a clear vision, strategy and plan
  • Gain control—over their time, market and company.
  • Reduce the frustrations with their teams. Get the right people in the right seats.
  • Learn how to instill discipline, focus & accountability throughout their organization.


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


Registration for the Large Company CFO Roundtable is open at:Register Now

Register Now

Driving CRM Adoption: Best Practices for Wholesale Distributors

Becoming a Digital Distributor: Strategies and Tools That Create Value

INNOVATE! How Successful Distributors Lead Change in Disruptive Times