NAW Large Company Operations Roundtable, Fall 2016

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

“NAW’s Large Company Operations Roundtable lets me network with other wholesale operations professionals, across different industries. Regardless of the industry we serve, as a wholesale distributor, we face the same challenges, opportunities and changing technologies. Learning from one another’s successes and failures-turned-successes, and sharing this information is extremely valuable. I enjoy the size and dynamics of the group and plan on attending future meetings.”
Anonymously submitted by the VP of Operations of a $794 Million Distributor

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Eligibility: Companies with $100M to $999M 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.

Strategic Pricing Associates is a valued NAW sponsor

The NAW Large Company Operations Roundtable for direct members was created as a new mechanism for the Operations 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 operations 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 Operations 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 Operations Roundtable 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 CFO 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
“Government Behind the Wheel – What is Capitol Hill Doing About the Driver Shortage?”

Speaker: Dave Manning, President of TCW &
Second Vice Chairman, American Trucking Association

As the 2016 election season is in full swing, many politicians are going to try to put their best “pro-business” foot forward. In the terms of the very critical driver shortage issue…how can you best evaluate their sincerity? Let’s start with the bevy of regulations currently percolating in Congress including but not limited to: lowering the driver age, addressing the hours-of-service restart rule, debating the increase the in the fuel tax to support the Highway Trust fund, evaluating what is in the new freight strategic plan, monitoring phase 2 of the greenhouse gas and fuel economy standards…and it keeps going. This session will feature a government relations professional to take a strategic dive into the most relevant regulations that impact the driver shortage issues.


  • Gain a more strategic and comprehensive understanding of current federal regulations that have the most direct impact towards the driver shortage phenomenon.


9:30 AM – 9:45 AM

9:45 AM – 11:00 AM
General Session & Discussion
“Sitting on the Dock of the Bay….Aged Inventory Strategies”

Speakers: Matt Moyer & George Swartz of Fortna

Large Company distributors have had excellent strategies to manage fast-moving items, without developing long term strategies that leverage the savings potential of managing slow-moving or aged inventory.  Aged inventory is a tricky investment, because it involves hundreds or thousands of SKUs sitting in the warehouse, sometimes costing millions of dollars each year, consuming valuable shelf space until needed.

The key question when seeking to reduce aged inventory costs depends on the nature of the inventory items. In some instances, the most appropriate policy is to remove all aged inventory. For several companies where it is impractical to remove all aged inventory, creative management methods need to be devised and applied.


  • This session will review strategies of large companies that have developed strong forecasting and inventory management procedures for aged inventory.


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 CFO 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
“Operations at the Intersection of a Changing Workforce and Organizational Change”

Speaker: Stephen P. Lopez & Wendy Wick of ManpowerGroup

In addition to watching the economy, Large Company Operations executives should also track another major change coming to the American workforce.

That change is the massive shift in workplace demographics, with four specific trends to watch:

  • Over 40 percent of Americans will be leaving the workforce in the next decade for new opportunities.
  • Women are voting with their feet and leaving the corporate world.
  • The old minority is the new majority; 92 percent of U.S. population growth is attributed to ethnic groups.
  • Temporary worker demand is rising with predictions that 40 percent of the workforce will be contingent workers by 2020.

In addition to retaining strong employees, what is the organizational shift that needs to occur in wholesale distribution to prepare for the new American workforce?


  • This session will review case studies that show successes and misses in adjusting organizational culture to successfully engage with the demographic shift of the American workforce.


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

2:30 PM

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