Wholesalers-Distributors to Summit on Strategy

Dec. 14, 2012
The NAW Executive Summit: “Unlocking Secrets of Success from the Best” is January 29–31, 2013, in Washington, DC.

The National Association of Wholesalers-Distributors (NAW) Executive Summit will focus on what’s ahead in 2013–14 and how wholesaler-distributors can prosper using industry best practices. Presentations and panel discussions will arm attendees with a detailed economic forecast for the next 24 months and with recommendations for how to maintain profitability in an anemic economy.


Economist Alan Beaulieu will deliver the “NAW Economic Forecast, 2013–14.”

Fighter jet pilot Patrick Houlahan will show how to apply core military values and mission-critical processes to accomplish business objectives in his session titled, “A Fighter Pilot’s Secret to Business Success.”

John Mansfield, Vice President–Business Development for Graybar, will conclude Houlahan’s session with an interactive presentation showing how Graybar has employed the Flawless Execution principles to document increased levels of performance and customer satisfaction.

In his session titled “CRM and Distributors: Essential, Nice-to-Have, or Irrelevant?”, Mark Dancer, an authority on channel innovation and sales effectiveness, will share findings from a study of Customer Relationship Management (CRM) trends.

Following Mark Dancer’s presentation, Scott Thomas, director of marketing at Parksite, Inc., will share Parksite’s experiences and answer questions on CRM, including how Parksite is developing a strategy, evaluating vendors, encouraging adoptions, building customized apps, and realizing results. 

Texas A&M's Barry Lawrence will share highlights from an ongoing consortium on supply channel compensation best practices during his session titled, “Optimizing Channel Compensation Best Practices.”

Barry Lawrencewill lead a panel discussion where two panelists will discuss how their company initiatives come together in optimizing channel profitability. Brendan Deely, president and CEO of L&W Supply, will discuss how his company creates channel focus by collaborating with suppliers and customers through best practices. Rich Shaw, pricing manager at SKF, will discuss how SKF creates value in the channel by collaborating with distributors through multiple strategic initiatives. 

In his session titled, “What Are You Doing to Protect Your Most Important Asset—Your Talent?”, Scott Hudson, vice president of sales and marketing for Chally Group Worldwide, will share insights and best practices for capitalizing on the skills of a company’s staff. 

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