NAW’s 2017 Distribution Program for Rising Stars

Dates for NAW’s 2018 Distribution Program for Rising Stars Announced: June 11–15, 2018 – Watch for More Details in December

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What will you learn at this year’s program? Watch here.


Perfectly Tuned for Distribution Rising Stars!

Are you one of your distribution firm’s rising stars? Do you oversee staff who are rising stars at your company? Either way, your company’s rising stars belong at the Program for high-potential distribution company leaders: NAW’s 2017 Distribution Program for Rising Stars, June 19–23, 2017, at The Ohio State University.
Get away from the office and spend a few career-changing days reaching your business potential while learning specific ways to improve your company’s profitability. Equipped with new knowledge and the latest skills specific to the wholesale distribution industry, you’ll return to your company ready to impact your business now and for years to come. This Program is an exciting educational experience for anyone who wants to contribute to the success of his or her distribution company at an even higher level!
Celebrating a century of business education, OSU’s Fisher College of Business boasts award-winning faculty with deep experience in teaching wholesale distribution industry rising stars. In addition to the valuable classroom teaching and exercises, you’ll network with your peers from other lines of trade within distribution. You’ll learn how they are tackling the same business challenges facing you and your firm.
Bring four or more people from your company and a member of the Program faculty will facilitate breakfast discussions on ways to turn big ideas into big results in your distribution business!
Note: Attendance at NAW’s 2017 Distribution Program for Rising Stars earns points toward CPE certification.

You and other participants will take a comprehensive look across the entire distribution business and cover all major areas, including:
• Sales Management and Value-Added Services
• Market-Focused Strategic Planning
• Supply Chain Management
• Alternatives and Methods of Strategic Business Analysis
• Managing Business Relationships
• Supply Chain Simulation
• Financial Management
• Human Resources Management
• Improving Productivity and Teamwork.

Who Should Attend:
• Manager
• General Manager
• Branch Manager
• Director
• Supervisor
• Vice President
• Regional Vice President
• President *
* Presidents of wholesale distribution companies with sales up to $250 million are encouraged to attend our Program. Presidents and Chief Executive Officers of larger distribution companies are encouraged to enroll personnel with the job levels named above.

Job Functions:
• Sales
• Marketing
• Operations
• Finance (Chief Financial Officer/Controller)
• Purchasing
• Logistics
• Warehouse / Inventory
• Human Resources / Training
• Customer Markets

Distributors Selling to Any of These Customer Markets Will Benefit from Attending Our Program:
• OEM and MRO Industrial
• Commercial Institutions and Facilities
• Contractor
• Retail
• Capital Equipment

How You’ll Spend the Week
Each day our experienced instructors will lead classroom discussion. You and the other participants will be assigned to teams. In the evenings, the teams will gather for brainstorming sessions to work on a distributor case study. The emphasis of the teamwork is on original and creative idea generation, and the ultimate goal will be on real-world problem solving. The Program concludes with each team presenting to the Program faculty and other participants its remedies for the troubled distribution company featured in the case study.

Great Camaraderie
Networking with peers from different product lines of trade is one of the greatest benefits you’ll receive from our Program. Come and find out what others are doing to succeed in today’s competitive and challenging distribution marketplace. You’ll learn a tremendous amount of information about wholesale distribution and you’ll forge new business relationships with others from across the industry.     

NAW Rising Stars Program 2017 Registration

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June 19, 2017


3:30 p.m. – 4:30 p.m.

Financial Review

4:30 p.m. – 5:30 p.m.

Dan Oglevee
Dan Oglevee
Senior Lecturer of Finance, Fisher College of Business


    Dan teaches in the Executive MBA and both graduate and undergraduate programs. His courses include venture capital, private equity, financial modeling, corporate finance, entrepreneurial finance, futures and options, investments, and personal finance. He also teaches specialized classes within Fisher College's Executive Education program, including international courses in India. Dan has received several teaching awards. He is the faculty advisor for various case competition teams and teaches a variety of networking/interviewing seminars to help students preparing for consulting and Wall Street case interviews. graduate preparation seminars for consulting and Wall Street case interviews.

    Prior to teaching, Dan was an entrepreneur within the wireless sector and spent three years in venture capital and nine years on Wall Street holding positions with Morgan Stanley, Merrill Lynch, and Oppenheimer. He consults regularly with early stage management teams on financing, valuation, and business plan development to assist companies in becoming “Venture Ready.” Dan received his MBA and Bachelor's from The Ohio State University.

This review session will catch you up on critical measures of financial performance, fundamentals of financial analysis, and financial decision making for the wholesale distribution business.

Topics include:

• Reading financial statements
• Key measures of financial performance and evaluation
• Essential principles of net present value, financial leverage, and risk.

Welcome and Course Overview with Introduction to the ADS Case Study

5:30 p.m. – 6:30 p.m.

Tom Goldsby
Tom Goldsby
Professor of Logistics, Fisher College of Business


    Tom’s research interests include logistics customer service, supply chain integration, and the theory and practice of lean and agile supply chain strategies. He has published several articles in academic and professional journals and serves as a frequent speaker at academic conferences, executive education seminars, and professional meetings. He is co-author of Global Macrotrends and Their Impact on Supply Chain Management (2013) and Lean Six Sigma Logistics: Strategic Development to Operational Success (2005). Tom has received recognition for excellence in teaching at Iowa State University, The Ohio State University, and the University of Kentucky. He was recently recognized as one of the most productive researchers of all time in the field of Logistics Management.

    Prior to entering academe, Tom was a logistics analyst for the Valvoline Company. He also served as a consultant to distributors, manufacturers, retailers, logistics service providers, non-governmental organizations, and the U.S. Department of Defense. Tom is research associate of the Global Supply Chain Forum at The Ohio State University. He has a PhD from Michigan State University, an MBA from the University of Kentucky, and a Bachelor's from the University of Evansville.

The NAW's 2017 Distribution Program for Rising Stars will officially kick off with a welcome, introductions, and course overview. The ADS case study will serve as the integrative experience of this multi-day course. Program participants will form teams to address this timely and challenging case study. In this session, we will review the case and provide helpful strategies for successful analysis.

Welcome Dinner

6:30 p.m. – 7:30 p.m.

You will meet your peers and Program faculty at the opening night welcome dinner.

Small Group Study

7:30 p.m. – 8:00 p.m.

You will meet and greet your small group teammates.

June 20, 2017


7:15 a.m. – 8:00 a.m.

Framework for Market-Focused Strategic Planning and the DuPont Profit Model

8:00 a.m. – 10:30 a.m.

James Ginter
James L. Ginter
Professor of Marketing, Fisher College of Business


    Jim held the positions of Dean’s Distinguished Professor; Professor of Marketing, Co-Director, Supply Chain Management Research Group; Academic Director, MBA Programs; and Chair, Department of Marketing.

    His research program focuses on strategic management and the development and application of quantitative models for management decisions. Jim has presented research throughout the United States, and in Europe and Australia and has been published in such publications as the Journal of Marketing Research, Marketing Sciences and Management Science. Jim has served as a consultant to various organizations on research and management problems and is active in numerous professional organizations. He is a three-time recipient of the college’s outstanding graduate teaching award.

This session will provide an approach to segment your market strategically to better distinguish your most valuable customers and to understand their interests and needs. This session will introduce the DuPont Profit Model, an important method for linking your business decisions and operations to profits.

Topics include:

• The essentials of market segmentation
• Growing your business through focused strategies
• The DuPont Profit Model and its ability to translate decisions into business impact.

Supply Chain Management

10:45 a.m. – 12:00 p.m.

Tom Goldsby
Tom Goldsby
Professor of Logistics, Fisher College of Business

Wholesaler-distributors are required to master the art of supply chain management—understanding what to stock, in what quantities, and at what locations. This session will illuminate best practices in matching market demand with supply, such that customers enjoy reliable supply at the lowest cost to the distributor.

Topics include:

• Finding the balance in service and costs
• Winning business by having the right product at the right place and time
• Effective strategies for inventory management.


12:00 p.m. – 1:00 p.m.


1:00 p.m. – 3:45 p.m.

Jay Dial
Jay Dial
Clinical Professor of Management and Human Resources, Fisher College of Business


    Jay’s interests include competitive strategy, leadership, and governance issues. He teaches graduate-level strategy and microeconomics courses, and has won multiple teaching awards. He is a regular contributor to Fisher College's custom executive programs working with various clients, such as Cardinal Health, Nationwide, Textron, The Limited, Scott’s/Miracle-Gro, and Alliance Data among others. He has published scholarly articles in the Academy of Management Review, Journal of Financial Economics, and the Journal of Management, and he has authored multiple Harvard Business School teaching cases.

    He has also consulted to a broad variety of clients on strategy issues, including Aeropostale, Timken, Roadway, Lubrizol, Baker-Hughes, Keybank, Tosoh America, and Sterling Commerce. Jay previously worked as a management consultant with Deloitte Consulting in Boston, focusing on corporate strategy issues. Prior to that, he worked in brand management at Kraft at their world headquarters. He has also held faculty positions at Texas A&M University and Case Western Reserve University. Jay received his Doctor of Business Administration from Harvard University, his MBA from the University of Chicago, and his Bachelor’s at Old Dominion University.

Every business must answer two questions to survive and thrive:

Who do we want to be as a company?
• How do we intend to get there?

In addressing these questions of strategy, this session will present the alternatives and methods of strategic business analysis.

Topics include:

• Scanning the environment for business opportunities and threats
• A survey of strategies and selecting the appropriate one(s) for your business
• Organizing for effective strategy implementation
• Strategy adaptation and change.

Supply Chain Case Study

3:45 p.m. – 5:30 p.m.

Teams will be formed to conduct an analysis of a real-life case situation. The situation will present a wholesale distribution company that is growing in sales, and also in complexity. Company leaders are struggling to determine where money is made and lost in the business. The case study will employ activity-based and process-based costing methods to better understand where resources should be directed to more profitably grow the business.


6:00 p.m. – 7:00 p.m.

Small Group Study

7:00 p.m. – 8:00 p.m.

June 21, 2017


7:30 a.m. – 8:45 a.m.

Stadium Tour (minimum of 10 participants)

8:45 a.m. – 10:30 a.m.

Enjoy a behind-the-scenes tour of the legendary Ohio Stadium. The “Horseshoe,” as it’s known, serves as the home stadium to The Ohio State Buckeye football team, the 2015 National Champions!

Managing Business Relationships

10:30 a.m. – 12:30 p.m.

Michael Knemeyer
A. Michael Knemeyer
Professor of Logistics, Fisher College of Business


    Michael’s research focuses on the development and maintenance of collaborative supply chain relationships. His work has been published in such professional journals as the Transportation Journal, Journal of Business Logistics, Journal of Supply Chain Management, and the International Journal of Logistics Management. His research has also been cited in leading practitioner journals such as Harvard Business Review and the Wall Street Journal. Michael is also co-author of four chapters in the book Supply Chain Management: Processes, Partnerships, Performance.

    Michael is a regular participant in Executive Education programs at Fisher College of Business, and he consults in the areas of logistics outsourcing and reverse logistics. His work experience includes positions with Anixter Brothers and CSX Intermodal. Michael received his PhD in Business Logistics from the University of Maryland.

All businesses exist within a network of business relationships with customers and suppliers. Yet, some relationships are demonstrably more important than others. This session will present insights on how to best manage these relationships.

Topics include:

Key criteria for evaluating relationships with customers and suppliers
• Methods for improving business relationships
• “Right sizing” relationships for optimal return
• Sharing risks and rewards in high-performance relationships.


12:00 p.m. – 1:00 p.m.

Managing Business Relationships - continued

1:00 p.m. – 2:00 p.m.

Michael Knemeyer
A. Michael Knemeyer
Professor of Logistics, Fisher College of Business

Supply Chain Simulation

2:00 p.m. – 5:00 p.m.

Keely Croxton
Keely Croxton
Associate Professor of Logistics, Fisher College of Business


    Keely’s research interests are in optimization and supply chain management. She is interested in developing and applying mathematical models to issues in logistics, and to further develop a process-oriented framework for supply chain management, with special focus on demand management and order fulfillment. Her research has been published in Management Science, Journal of Business Logistics, The International Journal of Logistics Management, Operations Research and Transportation Science.

    Keely teaches modeling, forecasting, and supply chain management at the undergraduate, MBA, PhD, and executive education levels. Her industry experience is in the automotive, paper and packaging, and third-party logistics industries. Keely received her PhD from MIT.

This hands-on simulation will put Program participants to work in a supply chain that is facing supply challenges and unhappy customers. How will you deal with these stresses? Are there any easy solutions? Teams will work together to figure out how to resolve these everyday challenges in the supply chain.


6:00 p.m. – 7:00 p.m.

Small Group Study

7:00 p.m. – 8:30 p.m.

June 22, 2017


7:15 a.m. – 8:00 a.m.

Financial Management

8:00 a.m. – 9:30 a.m.

Dan Oglevee
Dan Oglevee
Senior Lecturer of Finance, Fisher College of Business

The world of finance can be a perplexing and mysterious realm for many businesspeople. Yet, understanding key aspects of financial management is integral in decision making for strategic purposes and everyday operations. This session will review these essential aspects of financial management for the wholesale distribution business leader, including:

• Interpretation of key financial measures for the distribution business
• Cash flow analysis methods
• Capital budgeting and investment decisions
• Assessments of risk and return.

Human Resources Management

9:45 a.m. – 12:30 p.m.

Larry Links
Larry Inks, Ph.D.
Clinical Associate Professor of Management and Human Resources, Fisher College of Business


    Larry teaches both undergraduate and graduate-level classes in Organizational Behavior, Talent Management, Research Methods, and related subject matter areas. He is a recipient of a number of teaching awards at both the undergraduate and graduate levels.

    From 2001 to 2005, he was Vice President of Organization and Leadership Development for Cardinal Health. Prior to that, Larry worked with AlliedSignal as head of Organization and Leadership Development for their Polymers business. He also worked for a number of years with PepsiCo in both human resource generalist and organization development positions. In addition, Larry served for several years on the faculty of the Management Department of the Barton School of Business at Wichita State University, teaching in the areas of Organization Development, Organization Behavior, Human Resources, and Business Decision Making and Analysis. Larry has a PhD and Master's in Industrial/Organizational Psychology from The Ohio State University and Bachelor's in Psychology from Purdue University.

People are the most valuable resource in any business, and often, the greatest differentiator between ordinary and truly great companies. This is particularly true in service-based businesses, such as wholesale distribution. This session will present strategies for bringing out the best in your human resources.

Topics include:

• Recruiting and retaining talent in your organization
• Measurement and reward systems
• Leadership development.


12:30 p.m. – 1:00 p.m.

Improving Your Company’s Productivity: Teamwork to Go the Distance

1:30 p.m. – 4:30 p.m.

Larry Links
Larry Inks, Ph.D.
Clinical Associate Professor of Management and Human Resources, Fisher College of Business

Most work is not completed by individuals operating in a vacuum. Rather, teams of people with different knowledge and skills come together to achieve common goals and objectives.

This session will feature proven methods for heightened team performance, including

• Forming the team and defining roles
• Organizing for effective action
• Resolving conflicts
• Measuring and rewarding team performance.


6:00 p.m. – 7:00 p.m.

Small Group Study

7:00 p.m. – 8:00 p.m.

June 23, 2017

Breakfast and Presentation Prep

7:15 a.m. – 8:00 a.m.

Team Presentations of the ADS Case Study

8:00 a.m. – 11:30 a.m.


11:30 a.m. – 12:00 p.m.

Wrap-Up and Graduation

12:00 p.m. – 1:00 p.m.



NAW Rising Stars Program 2017 Registration
















The ability to network with your wholesale distribution industry peers from different lines of trade is one of the biggest benefits of attending NAW's Distribution Program for Rising Stars. Lines of trade represented at past courses include:

Agricultural/farm equipment
Aircraft parts
Appliances and parts
Automotive/truck parts
Bakery ingredients
Building products
Cleaning supplies
Floor coverings
Fluid power
Industrial gases and welding supplies
Industrial supplies
Irrigation supplies
Magazines and books
Marine supplies
Medical/dental/veterinary products
Musical instruments
Plumbing and heating supplies
Power transmission
School and office supplies
Sign and screen printing supplies
Safety supply
Swimming pool and spa supplies
Tobacco and candy


The range of job titles from Manager to President/Chief Executive Officer have been represented at previous courses. These titles include:

Accounts Payable Supervisor
Assistant Regional Manager
Area Manager
Area Sales Manager
Branch Manager
Central Division Turf Products Manager
Chief Financial Officer
Chief Operating Officer
Commercial Sales Manager
Consulting Services Manager
Customer Service Manager
Director Customer Services
Director Education
Director Finance
Director Human Resources
Director Logistics
Director Marketing
Director Outside Sales
Director of Product Management
Director Product Support
Director Purchasing
Director Sales
Director Sales and Marketing
Director Sales and Partner Development
Director Warehouse Operations
District Manager
Division Manager
Divisional Vice President
Executive Vice President
Facility Manager
Field Sales Manager
General Counsel
General Manager
General Sales Manager
Group Manager
Human Resources Manager
Human Resources Team Leader
International Sales Manager
Inventory Control Manager
IS Director
IT Manager
IT Supervisor
Key Account Manager
Marketing Manager
National Sales Manager
Operations Manager
Purchasing Manager
Resource Center Manager
Quotations Manager
Regional Director
Regional Manager
Regional Operations Manager
Regional Sales Manager
Regional Vice President
Sales Manager
Senior Director of Sales
Senior Vice President
Solution Manager
Training Coordinator
Vice President
Vice President Administration
Vice President Branch Operations
Vice President of MIS
Vice President Distribution Operations
Vice President Finance and Administration
Vice President Marketing
Vice President National Accounts
Vice President Retail National Accounts
Vice President and Sales Manager
Vice President Sales
Vice President Operations
Vice President Purchasing
Vice President Region Manager
Warehouse Manager


The Ohio State University


The Fisher College of Business

2100 Neil Ave, Columbus, OH 43210

The Fisher College of Business is located at the northern entrance of The Ohio State University main campus. The 370,000 square-foot complex is the largest multi-building project ever undertaken by the university and one of the few fully integrated management education campuses in the nation.

The Fisher College of Business features a state-of-the-art computer network, satellite uplink capabilities, video-on-demand, and nearly 3,000 computer ports. The $120-million project includes five academic buildings and a separately funded hotel, The Blackwell Inn.

Program participants are housed at the university’s four-star hotel, The Blackwell Inn. Classroom work takes place in the adjacent Fisher College of Business’s technologically advanced Executive Education facilities.


Reserve Your Room at The Blackwell Inn

A four-star facility, The Blackwell Inn at The Fisher College of Business on the campus of The Ohio State University has set aside a block of rooms for NAW’s 2017 Distribution Program at a special NAW rate of $149 plus tax and valet parking per evening. You should make your room reservation as soon as possible, but by no later than Monday, June 5, 2017, to receive the special NAW rate. Please contact The Blackwell directly, toll-free, at (866) 247-4003 and identify yourself as being with NAW. Every attempt will be made to accommodate special requests for room type or location. However, due to arrival and departure patterns, not all requests may be fulfilled.

The Blackwell offers complimentary airport transfers and a transfer must be scheduled at least 48 hours in advance. Please go to this link for the shuttle schedule: To schedule transfers, you may make the request when making your room reservation or you may contact The Blackwell concierge at (614) 247-4000. Please note: Shuttle transportation is on a first-come, first-served basis for availability. Valet parking is available for all guests and attendees; overnight rates are $18 and may be applied to your room.


Early-Bird Special Ends May 5!

Hurry because registration slots fill up fast!


NAW's 2017 Distribution Program for Rising Stars Registration Fee

First Registrant   

  Register By
May 5, 2017
Register After
May 5, 2017
NAW Direct Member $3,995 $4,295
Member of NAW Member Association $4,995 $5,195
Nonmember $5,995 $6,295

2-3 Registrants

  Register By
May 5, 2017
(5% off)
Register After
May 5, 2017
(5% off)
NAW Direct Member $3,800 $4,080
Member of NAW Member Association $4,745 $4,935
Nonmember $5,700 $5,980

NAW Rising Stars Program 2017 Registration