2018 large company ceo/coo roundtable · a decrease in sales volume due to the economy and ......

SEPTEMBER 25-26, 2018 O’HARE HILTON

CHICAGO, ILLINOIS

2018 LARGE COMPANY CEO/COO ROUNDTABLE

Sponsored By:

BEST-IN-CLASS | INNOVATE | SOLUTIONS

**Some NAW member companies have experienced a decrease in sales volume due to the economy and have been grandfathered in, allowing them to retain their Large Company membership status.

EXECUTIVE BIOGRAPHIES &

COMPANY PROFILES

2

George M. Adams CEO/Chairman Electric Supply, Inc.

George Adams has 47 years’ experience in electrical distribution, all with Electric Supply, Inc. George handled much of the grunt work preceding the opening of this family business by his dad and has since worked at every position within the business (except MIS). For the past 19 years, he has served as CEO.

Electric Supply has been profitable every year since year 1 (1970) but profits remain modest. The company has used Profit 2 and is considering a customer segmentation project with Evergreen with the goal of improving profitability.

Today, George’s focus is on Electric Supply’s team, key customers, profitability, succession and stainability.

****

Electric Supply’s vision is to be the best company in the world, to our people, our customers and our suppliers. Our mission includes a commitment to deliver a customer experience that is as near to perfect as humanly possible. Electric Supply furnishes material delivery solutions to electrical contractors, primarily in commercial construction and also in the residential market, predominantly in west-central Florida. We also serve electrical utilities throughout the state. In the Caribbean, our markets include utilities, contractors, industrial plants and resorts. Electric Supply’s value proposition is customer intimacy that is backed up with an excellent team, a strong culture, one of the largest inventories in our markets and excellent logistic capabilities. Today, Electric Supply is the largest electrical distributor head-quartered in Florida.

3

Electric Supply 4407 N. Manhattan Ave. Tampa, FL 33614-7626 Phone: (813)872-1894 Web: www.electricsupplyinc.com

George M. Adams, Jr. President & CEO

Wholesaler-Distributor Trade Associations: NAW, NAED

Customer Base: Commercial & residential construction in west-central Florida Electrical utilities throughout Florida, the Caribbean and Central America Number of locations (US Only): 3

Distribution Centers (US Only):

Percent of sales ecommerce/internet born: 1%

Ownership: Family & ESOP

Number of Employees: 155

Product Lines: Electrical, C&I, electrical utility, low voltage

Sales Volume: $127,500,000

Number of SKUs: 12,000

Inventory turns per year: 5.75

Sales growth by acquisition (annual %): 5%

Sales grown by internal growth (annual %): 10%

Use an ERP system? Yes, Eclipse Solar

Accounting Method: FIFO

Top three challenges going into 2018 >Ongoing Baby boomers retiring/succession >New branch growth & profitability >Becoming a more innovative organization

Top three initiatives for 2018 >3rd branch opening 9/15/17 >Increasing employee development >Revising incentives - Driving engagement to a higher level

http://www.electricsupplyinc.com/

4

Cindee Bailey Co-President Climatic Corp (The)

Cindee Bailey is co-President. Been with company since 1979.Attended Clemson University and graduated from University of South Carolina with a marketing degree. Current board member of American Red Cross, Jr. Achievment, Wells Fargo (regional board) and Pawmetto Lifeline.

5

Climatic Corp (The) 1074 Pinnacle Point Dr Columbia, SC 29223 Phone: (803) 765-2595 Web: http://www.climaticcorp.com/

Cindee Bailey Title: Co-President

Wholesaler-Distributor Trade Associations: HARDI

Customer Base: contractors, builders, retailers, consumers

Number of locations (US Only):

Distribution Centers (US Only): 15


Ownership: S-Corp


Product Lines: American Standard, HVAC, Samsung, GE,Frigidaire, appliances



Inventory turns per year: 5



Use an ERP system? P-21

Accounting Method: LIFO

Top three challenges going into 2018 >manufactures' market plans >career pathing >health care costs

Top three initiatives for 2018 >digital marketing >succession planning >acquisitions

http://www.climaticcorp.com/

6

Tyler Booth President Piedmont Plastics Inc

**** Founded in 1968, Piedmont Plastics® is an industry leader in the wholesale distribution of plastic sheet, rod, tube, and film. Offering the most comprehensive assortment of top brands, and unrivaled product breadth, Piedmont delivers plastic solutions to more than 75 commercial and industrial markets. Operating from over 40 branch locations throughout North America, Piedmont provides the highest quality of service available in the industry. Each branch offers local inventory, value-added capabilities, and an expert sales team. Piedmont Plastics® is… where solutions take shape. For more information, visit www.piedmontplastics.com.

http://www.piedmontplastics.com/

7

Piedmont Plastics Inc 5010 West WT Harris Blvd Charlotte, NC 28269 Phone: (704)597-8200 Web: http://www.piedmontplastics.com

Tyler Booth Vice President

Wholesaler-Distributor Trade Associations: NAW, IAPD

Customer Base:



Percent of sales ecommerce/internet born:

Ownership:

Number of Employees:

Product Lines:

Sales Volume: $

Number of SKUs:

Inventory turns per year:

Sales growth by acquisition (annual %):

Sales grown by internal growth (annual %):

Use an ERP system?

Accounting Method:

Top three challenges going into 2018

Top three initiatives for 2018

http://www.piedmontplastics.com/

8

Deborah Bynum CEO & President Winzer Corp

9

Winzer Corp 4060 E Plano Pkwy Plano, TX 75074-1800 Phone: (214) 341-2122 Web: https://www.winzer.com/

Deborah Bynum Title: CEO & President

Wholesaler-Distributor Trade Associations:

Customer Base: Industrial and Food Manufacturers, Fleet Maintenance, Automotive Repair Shops, General MRO and Government




Ownership: C-Corp-Private


Product Lines: Fasteners, Abrasives, Cutting Tools, Chemicals, Hydraulics and Misc. MRO Supplies.






Use an ERP system?

Accounting Method: Average Cost

Top three challenges going into 2018 > > >

Top three initiatives for 2018 > > >

http://www.winzer.com/

10

Ron Calhoun President & CEO Palmer Donavin Mfg Co (The)

Ron Calhoun, CEO Ohio University College of Business Graduate Chairman NAW Institute for Distribution Excellence

****

Palmer Donavin Manufacturing Company is a leading Building Material wholesale distributor serving the Midwest out of four distribution centers all located in Ohio. Its subsidiary Seal Rite Door is a supplier of ThermaTru entry doors with operations in Ohio, Michigan, Illinois and Minnesota. The company’s mission is to create value for all stakeholders through innovation, performance and integrity. For more information go to http://www.palmerdonavin.com.

http://www.palmerdonavin.com/


11

Palmer Donavin Mfg Co (The) 3210 Centerpoint Dr Grove City, OH 43123 Phone: (614) 317-0071 Web: http://www.palmerdonavin.com

Ron Calhoun Title: President & CEO

Wholesaler-Distributor Trade Associations: NBMDA

Customer Base: Retail Building Material Dealers and Specialty Wholesalers




Ownership: S-Corp-ESOP


Product Lines: Roofing, Doors, Decking and Railing, Cabinets, Siding, Flooring, Insulation






Use an ERP system? Eclipse and Sage X3


Top three challenges going into 2018 >Workforce >Technology >Industry Consolidation

Top three initiatives for 2018 >Web order entry >Strategic Pricing >Training


12

Gary Chess President National Tube Supply Co

Gary Chess began his career in 1981 with Kilsby-Roberts, which ultimately became EMJ (Earle M. Jorgensen Co) through acquisition/merger. He grew through a variety of sales and managerial roles in the Chicago market, ultimately being named District Manager for the Quad Cities branch in 1995. He was instrumental in building a new facility for that branch, which opened in 1999. In 2000, he joined National Tube Supply Co. in University Park, IL (south of Chicago) as EVP, and was named President in February 2002. He was a contributor to the growth of the organization, and facilitated a warehouse expansion in 2005 followed by an office expansion in 2007. In 2006 came the first geographic expansion, opening a facility in Beckley, WV. Having survived the crash of 2009, the company began a mode of expansion that included new locations in Moreno Valley, CA (east of LA) in 2011, followed by Baytown, TX (east of Houston) in 2014. Also in 2014, they started a new company in Canada, National Tube Supply Canada and he was later named President of that company as well, and remains in that capacity today along with his US responsibilities.

13

National Tube Supply Co 925 Central Ave University Pk, IL 60466-3143 Phone: (708) 534-2700 Web: http://www.nationaltubesupply.com

Gary Chess Title: President

Wholesaler-Distributor Trade Associations: MSCI, NFPA, AEM, NAM, FEMA, ESA

Customer Base: Manufacturers of metal-made products in industries such as AG equipment, construction equipment, mining, fluid power, printing rolls, as well as other metals distribution.

Number of locations (US Only): 5





Product Lines: Hot finished carbon mechanical steel tubing, Cold drawn carbon mechanical steel tubing – both welded and seamless, Hot finished alloy mechanical steel tubing, Honed ID mechanical steel tubing, Chrome plated piston rod stock






Use an ERP system? Epicor system


Top three challenges going into 2018 >Trade cases >Lead times by mill producers >Employee acquisition/retention

Top three initiatives for 2018 >Continued growth in new branch locations >Additional expansion >Improved operational efficiencies

http://www.nationaltubesupply.com/

14

Charles Cohen Managing Director Benco Dental Co

Charles Cohen is managing director and third-generation owner of Benco Dental Company, the nation’s largest independently owned dental distributor, and Clarion Financial, a sister company offering financing to dentists. Founded in 1930 by Benjamin Cohen, Benco serves over 25,000 dental offices and dental laboratories across the United States. The company is based in Northeastern Pennsylvania with locations in 40 states.

A graduate of Wyoming Seminary College Preparatory School and the University of Pennsylvania, Charles joined Benco as a territory representative in 1989. After taking on management roles in the company’s sales and marketing department, he assumed a senior leadership role in 1997; since that time, the company’s revenues have quadrupled.

Charles chairs the board of the Center for Research and Education in Technology, a dental trade group focused on introducing new technology into North American dental schools. He also serves on the board of Wilkes University, the Jewish Federation of Wilkes-Barre, the Advisory Board of the Seattle Study Club, and the Pennsylvania chapter of Young Presidents’ Organization.

He has been awarded the Outstanding Young Leader award by the Jewish Federation of Wilkes-Barre (2001), the Young Entrepreneur of the Year by Junior Achievement of Northeastern Pennsylvania (2002), and the Wyoming Seminary Outstanding Young Alumnus award (1999).

Charles and his wife Rebecca live in Allentown with their son Benjamin & daughter Leah. Together they enjoy skiing, sailing, traveling, and biking.

15

Benco Dental Co 295 CenterPoint Blvd Pittston, PA 18640-6136 Phone: (570) 602-7781 Web: http://www.benco.com

Charles Cohen Title: Managing Director

Wholesaler-Distributor Trade Associations: HIDA

Customer Base:



Percent of sales ecommerce/internet born: %

Ownership: S-Corp


Product Lines:

Sales Volume: $

Number of SKUs:


Sales growth by acquisition (annual %): %

Sales grown by internal growth (annual %): %

Use an ERP system?




http://www.benco.com/

16

Richard Cook President/COO Johnson Supply

****

To build on the legacy of Carl Johnson Sr. that has earned the respect of our industry since 1953. We work to become the premier employee owned distribution company, providing innovative solutions and elite customer service. Johnson Supply has grown to become one of the leading HVACR wholesale distributors in Texas and Louisiana. Now with 24 locations, we strive to continue that success.

The Employee Owners of Johnson Supply are committed to providing our Texas and Western Louisiana customers with excellent services, quality products and real solutions to persistent HVACR repair and installation challenges. The reward of these efforts will be our customers' loyalty. For more information, go to http://www.johnsonsupply.com.

http://www.johnsonsupply.com/

http://www.johnsonsupply.com/

17

Johnson Supply 10151 Stella Link Houston, TX 77025 Phone: (713)661-6666 Web: http://ww.johnonsupply.com

Richard Cook Title: President/COO

Wholesaler-Distributor Trade Associations: NAW, HARDI

Customer Base: HVAC Contractors, Institutional/Industrial, Refrigeration Contractors, Property Managers



Percent of sales ecommerce/internet born: 4-5%

Ownership: ESOP


Product Lines: York, Bard, Dupont




Sales growth by acquisition (annual %): 0

Sales growth by internal growth (annual %): 3

Use an ERP system? Yes - We use Prelude software - an Epicor product

Accounting Method:

Top three challenges going into 2018

Top three initiatives for 2018

http://ww.johnonsupply.com/

18

Darcy Curran President & CEO Highline Aftermarket

Darcy Curran joined Highline as President and CEO, and a member of the Board of Directors on September 6, 2016. With more than 30 years of experience in operational optimization, he is an accomplished distribution executive with an extensive knowledge of distribution center operations and supply chain management, as well as a demonstrated ability to successfully drive commercial and customer related objectives.

Headquartered in Memphis, TN, Highline is a leading national manufacturer and distributor of consumable products, serving multiple channels across the automotive aftermarket. With over 700 employees, 14 distribution centers and 7 manufacturing plants, Highline serves as a critical link between manufacturers and customers, offering a robust portfolio of national brands, original equipment replacement products, private label goods, and in-house chemical blending and packaging capabilities. Highline Aftermarket is a portfolio company of The Sterling Group and was formed through the simultaneous acquisitions of DYK Automotive and Automotive Aftermarket Holdings Corporation in April 2016.

Prior to Highline, Darcy served as Senior VP of Wolseley Canada, a division of Wolseley PLC, a $20 billion-dollar distributor of plumbing, heating, and building supply products in the United States, Canada, and Europe where he had overall commercial, operational, and fiscal responsibility for $1.3 billion in sales and 120 branch locations. Darcy’s major accomplishments at Wolseley included developing a strong management organization while creating an autonomous company in Canada and establishing a product-driven profit strategy. In addition, he rebranded the Canadian business unit from 13 distinct brands to one nationwide identity, acquired and integrated four companies.

Prior to managing Wolseley’s Canadian operations, Darcy held various senior regional roles with Ferguson Enterprises, Wolseley’s major US operation, including leading its Colorado, New England and Mid-Atlantic Regions.

Darcy is a 1987 graduate of the College of William & Mary. Additionally, he has taken advanced business courses at University of Virginia’s Darden School of Business, The International Institute for Management Development in Lausanne, Switzerland, and the Harvard Business School.

19

Highline Aftermarket 4500 Malone Road #1 Memphis, TN 38118 Phone: (901) 309-4103 Web: http://www.highlineaftermarket.com

Darcy Curran Title: President & CEO


Customer Base: Retailers, Installers and others serving the automotive after-market




Ownership: Other


Product Lines: chemicals, parts and oil & lube

Sales Volume: $





Use an ERP system? Infor A+


Top three challenges going into 2018 >Pricing & profitability >footprint optimization >acquisition integration

Top three initiatives for 2018 >sales effectiveness >Inventory management >Footprint optimization

http://www.highlineaftermarket.com/

20

Allan Davidson President of Ball Seed Ball Horticultural Co

21

Ball Horticultural Co 622 Town Rd W Chicago, IL 60185-2698 Phone: (630) 231-3600 Web: http://www.ballhort.com

Allan Davidson Title: President of Ball Seed


Customer Base:




Ownership: S-Corp


Product Lines:

Sales Volume: $

Number of SKUs:




Use an ERP system?


Top three challenges going into 2018 >>>

Top three initiatives for 2018 >>>

http://www.ballhort.com/

22

Michael DeCata President and CEO Lawson Products Inc

Mike DeCata brings more than 35 years’ experience to Lawson Products’ management team. He joined the Company in 2012 after serving in executive leadership roles at United Rentals, Inc., W.W. Grainger, Inc., General Electric and Chef’s Warehouse, a $300 million specialty food distributor, where he served as President. Mike also served on the Board of Directors of Crescent Electric Supply (2008-2013), one of the largest electrical distributors in the U.S. with $1 billion in sales.

Under Mike’s leadership, Lawson Products has moved through major transformation and is now growing sales, the sales team and earnings. In addition, Lawson recently opened a new, 300,000-square-foot, state-of-the-art distribution center, completed five acquisitions, divested non-core assets, optimized the company’s logistics network and implemented Lean Six Sigma. The company is executing a three-part growth strategy which includes adding sales reps, improving sales rep productivity and growth through larger acquisitions. Market capitalization has increased from approximately $50 million to approximately $285 million.

At United Rentals, a nearly $6 billion construction equipment rental company, Mike led the Contractor Supplies Division where he and his team increased annual revenues for the division by 140 percent to $430 million in three years. His experience also includes leading Fleet Operations at United Rentals and the entire eastern region of W.W. Grainger which generated $1.4 billion in annual sales. Mike began his career at General Electric and worked in a variety of cross-functional and cross-business positions, including industrial sales, from 1979 until 1997.

Mike earned a Bachelor of Science degree in mechanical engineering and completed General Electric’s rigorous management development course work, which included attending the prestigious Institute for Management Development in Lausanne, Switzerland.

23

Lawson Products 8770 West Bryn Mawr Ave, Suite 900 Chicago, IL 60631 Phone: (773)304-5050 Web: http://www.lawsonproducts.com

Michael DeCata President & CEO

Wholesaler-Distributor Trade Associations: NAW, NACD, ISA, ISSA

Customer Base: 70,000 active customers

Number of locations (US Only): 1 Corporate HQ

Distribution Centers (US Only): 5 Distribution Centers

Percent of sales ecommerce/internet born: Less than 5%

Ownership: Public

Number of Employees: 1,720

Product Lines:

Consumable MRO




Sales growth by acquisition (annual %): Beginning acqusition Strategy

Sales grown by internal growth (annual %): 7.7%

Use an ERP system? SAP


Top three challenges going into 2018 >Stagnant Demand

Top three initiatives for 2018 >Add Sales Reps >Enable Sales Rep Productivity >Acqusition Growth

http://www.lawsonproducts.com/

24

Paul Fichiera President & CEO Fairmont Supply Co

25

Fairmont Supply Co 437 Jefferson Ave Washington, PA 15301 Phone: (724) 223-2200 (2300) Web: http://www.fairmontsupply.com

Paul Fichiera Title: President & CEO

Wholesaler-Distributor Trade Associations: ASA ISA

Customer Base:




Ownership:


Product Lines:

Sales Volume: $

Number of SKUs:




Use an ERP system?


Top three challenges going into 2018 >>>

Top three initiatives for 2018 >>>

http://www.fairmontsupply.com/

26

Tom Frazer President Crane Supply/Div Crane Canada

Tom Frazer is President of Crane Supply, based in Toronto, Ontario. Tom began his career with Crane in 1982 in an entry level position, rising through the ranks of Sales Trainee, Outside Sales, Sales Management, Vice President Sales and then to current position in 2001. Tom has positioned this business as a niche player, with a focus as an industrial wholesale distributor serving core customers in the Contractor and Industrial MRO segments.

27

Crane Supply/Div Crane Canada 141 Royal Group Cres Vaughan, ON L4H 1X9 Phone: (416) 244-5351 Web: http://www.cranesupply.com

Tom Frazer Title: President

Wholesaler-Distributor Trade Associations: CIPH

Customer Base: Non-residential Contractors Industrial MRO




Ownership: C-Corp-Public


Product Lines: Steel Pipe, Victaulic, Crane Valves

Sales Volume: $





Use an ERP system? ERP is SHIMS


Top three challenges going into 2018 >Profitable market share growth >Driving needed price increases through the market >Continued development of Intellectual Capital

Top three initiatives for 2018 >Outgrow the PVF market by 50% >Development of IC and succession planning >Grow current customer base

http://www.cranesupply.com/

28

Craig Funkhouser CEO Shorr Packaging Corp

Craig joined Shorr Packaging Corp., a long time audit and business advisory client in a newly created position, Chief Operating Officer in 2013. A year later, he became President and COO. In 2017, he took over as Chief Executive Officer and currently holds that position today. During his time with Shorr, sales have more than doubled and the company now has expanded to eight distribution centers and also operates from 25 third party logistic facilities. The company is headquartered in Aurora, IL and is 100% employee owned with over 400 proud employee owners.

Previously, Craig had spent 23 years as an Audit Partner for one of the eight largest public accounting firms in the US, Crowe LLP. (formerly known as Crowe Horwath/Crowe Chizek) During his public accounting career, he was responsible for the supervision of audit engagements with a concentration in manufacturers and distributors. Further, he spent a significant part of his career assisting large multi- national corporations with merger and acquisition activities.

Craig is a graduate of Northern Illinois University with a Bachelor of Science in Accountancy. The university has awarded him the Department of Accountancy Alumni of the Year and the College of Business Alumni of the Year. Craig’s board experience includes: ESCA-Leadership and Development Council, Choose DuPage, Western Golf Association, NIU Executive Club, NIU Athletic Advisory Committee and Naperville Country Club.

****

Shorr Packaging Corp. is an industry-leading, award-winning distributor of packaging products, equipment and services. We represent the best-known packaging product manufacturers and brands in the industry and are one of the largest independent packaging distributors in the nation. Founded in 1922, Shorr is an established, employee-owned company with a long history and success record. The company specializes in comprehensive packaging solutions for businesses of any size and industry. Shorr's wide selection of packaging and shipping supplies includes corrugated products, carton closure, pallet unitization products, protective packaging and flexible packaging, plus extensive capabilities in customized corrugated design. For more information about Shorr's packaging solutions, visit www.shorr.com.

http://www.shorr.com/

29

Shorr Packaging Corp 4000 Ferry Street Aurora, IL 60502 Phone: 630-499-3005 Web: http://www.shorr.com

Craig Funkhouser Title: CEO

Wholesaler-Distributor Trade Associations: AED

Customer Base: Manufacturing, 3PL, Custom Packaging for Distribution, E-Commerce Packaging Solutions, Food Packaging, Pharmaceutical Packaging, Medical Packaging, Printing






Product Lines: Corrugated, Protective-Packaging, Flexible Packaging, Pallet-Utiliization, Tapes & Adhesives, Equip.

Sales Volume: $





Use an ERP system? INFOR-SXe


Top three challenges going into 2018 >Hiring top talent, especially sales talent >Maintaining our targeted profitability levels as customer demands increase >Management Succession

Top three initiatives for 2018 >Upgrading our ERP System >Education, training and development of our employees >Operational, process improvements- reduce inefficiencies and streamline operating processes

http://www.shorr.com/

30

Gustavo Gilchrist President Kennicott Brothers

Gustavo has spent a third of his life in Colombia, his native country, a third in Mexico and a third in the US. A Chemical Engineer by training, he spent the first eight year of his professional career with Monsanto. Not satisfied with life in a big corporation, he decided to start his own business growing flowers in Mexico in the early 2000’s. Thanks to his flower business, he ended up working for Kennicott Brothers, a floral distributor headquartered in Chicago. Since Gustavo took over as President in 2013, the company has tripled in sales thanks mainly to acquisitions, and now has 16 distribution centers in eight states. Kennicott Brothers is 100% employee-owned, with over 400 proud owners.

31

Kennicott Brothers 1638 W Hubbard St Chicago, IL 60622-6303 Phone: (312) 492-5649 Web: http://www.kennicott.com

Gustavo Gilchrist Title: President

Wholesaler-Distributor Trade Associations: WFFSA

Customer Base: Retail florists, wedding and event decor companies, regional supermarkets.






Product Lines: Fresh Flowers, floral supplies, plants.






Use an ERP system? Tecsys


Top three challenges going into 2018 >Changes in distribution channels >New technology based entrants >High delivery costs

Top three initiatives for 2018 >Data warehouse & reporting tool >E-commerce >Delivery costing/routing software

http://www.kennicott.com/

32

Jeffrey Gore President & Chief Executive Officer Building Material Distributors, Inc/BMD

Jeffrey Gore is President & CEO of Building Material Distributors, Inc.

Jeff Gore served as Senior Vice President for TwinMed, a national distributor of medical supplies and respiratory equipment and Vice President of Operations and Supply Chain for HD Supply - White Cap Construction. He previously served as Regional Vice President and Vice President ERP implementation for W.W. Grainger where he was in charge of operations for one hundred twelve branches in the western United States. Gore spent twelve years with HomeBase as Director of Store Operations, District Manager, and General Manager. Jeff Gore attended Eastern Washington University and received a Bachelor of Arts degree in Economics/Business Administration.

****

Building Material Distributors, Inc. (BMD) is a wholesale distributor of specialty building materials, BMD supplies quality products to independent lumberyards, regional building material dealers, window and door specialty retailers, hardware retailers and home centers.

Established in 1943, BMD is employee owned. BMD is proud of our owned family of brands with offerings in collated and bulk nails, brads and staples, threaded fasteners, and light-gauge agricultural wire, all available in California and across the country. BMD is head-quartered on a company-owned 22 acre site in Galt, CA with distribution centers in Perris, CA; Eureka CA; Colorado Springs, CO; Memphis, TN; Centralia, WA; Dunn, NC; and Santa Fe, NM.

33

Building Material Distrubtors, Inc/BMD 225 Elm Ave Galt, CA 95632 Phone: (800)356-3001 Web: http://www.bmdusa.com

Jeffrey Gore Title: CEO and President

Wholesaler-Distributor Trade Associations: NAW, NBMDA

Customer Base: Independent lumber yards, door shops, garage door retailers, home centers, contractors




Ownership: ESOP


Product Lines: Custom windows, patio doors and garage doors. Fasteners, structural connectors


Number of SKUs:


8 Sales growth by acquisition (annual %): 5

Sales grown by internal growth (annual %): 7

Use an ERP system? ASW, SalesForce


Top three challenges going into 2018 >Talent Acquisition

Top three initiatives for 2018 >Professional services >Trade focus (builders/architects) market expansion - organic and acquisitive

http://www.bmdusa.com/

34

Ronald Heitzman CEO Parksite Inc

Ronald C. Heitzman is CEO of Parksite, a 100% employee-owned, building materials company, providing product solutions and education to the building materials supply chain. Responsible for the strategic direction of the $550 million organization, comprising of 650 employee-owners, Ron directs the business planning and overall management of the Parksite business units. Ron joined the organization in 2000 as Chief Financial officer, was named President in 2005 and became CEO and a member of the Board of Directors in 2016.

Prior to Parksite, Ron was a Partner with RSM McGladrey in charge of the Chicagoland Financial Consulting Services Group and the Chicagoland Manufacturing Industry Team, providing planning, organizational and financial assistance to companies ranging in size from single owner entrepreneurs to multi-national corporations.

Ron is a graduate of Eastern Illinois University with a BS in Accounting, a Certified Public Accountant and a graduate of the Business Advisor Program, by the University of Chicago Graduate School of Business.

35

Parksite Inc 1563 Hubbard Avenue Batavia, IL 60510 Phone: (630) 761-6710 Web: http://www.parksite.com

Ronald Heitzman Title: CEO

Wholesaler-Distributor Trade Associations: NAWLA NBMDA

Customer Base: Building Material Dealers Fabricators Industrial Woodworkers & Cabinet Makers






Product Lines: DuPont Tyvek Azek Deck, Rail & Trim TimberTech DuPont Corian Industrial Wood Products






Use an ERP system? Pronto




http://www.parksite.com/

36

Coley Herrin President & CEO Plumbing Distributors Inc

37

Plumbing Distributors Inc 1025 Old Norcross Rd Lawrenceville, GA 30046 Phone: (678) 328-1807 Web: http://www.relyonpdi.com

Coley Herrin Title: President & CEO

Wholesaler-Distributor Trade Associations: ASA

Customer Base:




Ownership: S-Corp


Product Lines:

Sales Volume: $

Number of SKUs:




Use an ERP system?




http://www.relyonpdi.com/

38

Jay Johnson President/COO Plumbers Supply Co

Jay Johnson, 43, is President and COO of Plumbers Supply Co. and a member of the board of directors.

Johnson joined Plumbers Supply Co.(PSC) in October 2001. He spent his early years learning about the operations of the company. From receiving, picking, shipping, IT and all aspects of PSC that has made the company a long standing reputable business. Johnson was named Vice President in March of 2004 and held the title until November 2009 when he became President of the company.

Since joining PSC Johnson has implemented Lean Leadership and the “4 Disciplines of Execution” (4DX). The company has made huge gains because of the commitment to these processes. Johnson has also grown the business by adding more branches in the Indianapolis, IN and Louisville, KY areas.

Johnson holds a bachelor’s degree in History and Journalism from Washington and Lee University, and resides in Louisville, KY.

39

Plumbers Supply Co 1000 E Main St Louisville, KY 40206 Phone: (502) 582-2261 Web: http://www.plumbers-supply-co.com

Jay Johnson Title: President/COO

Wholesaler-Distributor Trade Associations: ASA HARDI

Customer Base: Plumbing, HVAC, and Mechanical Contractors. Fire Protection. Designer/Builder




Ownership: S-Corp


Product Lines: Mechanical Plumbing Fire Protection HVAC Industrial Institutional Cash






Use an ERP system? P21


Top three challenges going into 2018 >Space Constraints >Turnover/Training Leaders >Profitable Growth

Top three initiatives for 2018 >New DC >DOP/Customer Guarantee >ECommerce

http://www.plumbers-supply-co.com/

40

Jim Kennedy North American Sales Director Ball Horticultural Co

Jim joined Ball Horticultural Company in 2004 and has served in many sales and marketing roles. Jim currently leads the North American sales team for Ball. Jim grew up in the greenhouse and nursery business, which gives him a strong connection to his customer base of commercial growers. Jim lives in St. Charles, Illinois with his wife Ann and their children.

41

Ball Horticultural Co 622 Town Road West Chicago, IL 60185 Phone: (630) 588-3464 Web: http://www.ballhort.com

Jim Kennedy Title: North American Sales Director


Customer Base:




Ownership: S-Corp


Product Lines:

Sales Volume: $

Number of SKUs:




Use an ERP system?




http://www.ballhort.com/

42

James Kirchdorfer Chairman/CEO I S C O Industries LLC

Mr. James Kirchdorfer, Jr. (Jimmy) is the chairman and chief executive officer (CEO) of ISCO Industries. Prior to becoming CEO, he also served as president for 10 years (2000- 2010) and general manager from 1995-2000.

Kirchdorfer began his career at ISCO in the early 90s, working summers at the company during college. In 1993, he became one of the first salespeople for ISCO to live outside of Louisville, covering Ohio and Michigan. With humble beginnings in a family hardware store, ISCO has seen tremendous growth over the years. The Louisville location remains the corporate headquarters for a company that has become a global leader in HDPE piping products, with more than 40 locations on three continents.

Kirchdorfer currently serves on the board for The First Tee of Louisville, Valhalla Golf Club, Golf Course Builders of America Foundation, and the Kentucky Golf Foundation. He earned a business degree from Miami University in 1991. He resides in Louisville with his wife, Dana, and their two children.

43

I S C O Industries LLC 100 Witherspoon Street Louisville, KY 40202 Phone: (502) 318-6624 Web: http://www.isco-pipe.com

James Kirchdorfer Title: Chairman/CEO

Wholesaler-Distributor Trade Associations: IA WASDA

Customer Base:




Ownership: S-Corp


Product Lines:

Sales Volume: $

Number of SKUs:




Use an ERP system?

Accounting Method:



http://www.isco-pipe.com/

44

Scott Larson President & COO Gustave A Larson Co

Scott Larson is the President/COO of Gustave A. Larson Company, a third-generation, family owned business. Scott is a hands-on leader with a special focus in strategy, operations, finance, supply chain, real assets and leadership development.

Scott has experience in finance, controlling, treasury and strategic planning for a Fortune Global 500 company, as well as investment banking and international business. After spending two years in Germany as a corporate finance analyst, Scott returned to the states. He earned his MBA in Finance and International Business from New York University, Leonard N. Stern School of Business. Scott spent the next two years in the MBA Professional Development Program at BASF Corporation and joined Gustave A. Larson Company in 1998.

****

The Gustave A. Larson Company’s vision is to be the most respected partner to our customers through extraordinary service and innovative solutions. The Larson Company is the Midwest, Plains and Mountain states leading distributor of Heating, Ventilation, Air Conditioning and Refrigeration products. For more than 80 years, the name Gustave A. Larson has been synonymous with wholesale excellence. From its humble beginnings in Madison, Wisconsin, to its modern-day distribution enterprise that includes 52 locations stretching from Ohio to Idaho, the company continues to deliver the right mix of services, expertise, training, and products necessary to fulfill the needs of HVAC/R contractors when and where they need it. Gustave A. Larson Co. tracks a number of metrics across its branches and relies on fact-based decision-making to guide its operations. At the end of the day, fulfilling the customer’s needs is the most important metric at Gustave A. Larson Co. For 82 years, the company has prided itself on its “Legendary Customer Service.”

45

Gustave A Larson Co W233N2869 ROUNDY CIR W PEWAUKEE, WI 53072-6285 Phone: (262) 446-7260 Web: http://www.galarson.com

Scott Larson Title: President & COO

Wholesaler-Distributor Trade Associations: HARDI

Customer Base: HVAC and Refrigeration




Ownership: S-Corp


Product Lines: HVAC and Refrigeration






Use an ERP system? Epicor Profit 21


Top three challenges going into 2018 >Post go live ERP transition issues >Sales growth >Recruiting and retention (competitor poaching)

Top three initiatives for 2018 >Organizational development and recruiting initiatives >ERP Phase 2 activities >EOS and company-wide accountability

http://www.galarson.com/

46

Gary Les Chief Operating Officer I D N/H Hoffman Inc

47

IDN-Inc. 7330 W. Montrose Ave Chicago, IL 60706 Phone: (708)456-4300 Web: http://www.IDN-INC.com

Gary Les Title: Chief Operating Officer

Wholesaler-Distributor Trade Associations: NAW, SHDA

Customer Base: Security Professionals working in Retail, Commercial or Institutional Organizations



Percent of sales ecommerce/internet born: 1-3%

Ownership: Private


Product Lines: Commercial Security Products, Access Control Systems, and Hollow Metal and Wood Doors





Sales grown by internal growth (annual %): 4-5

Use an ERP system? Yes, INFOR SXe


Top three challenges going into 2018 >Talent Recruitment/Retention >Sales Growth >Vendor Relationships

Top three initiatives for 2018 >Re-develope Ecommerce Site >Leverage Technology Further to Reduce Cost >Consolidation/Restructure

http://www.idn-inc.com/

48

Jerome Lippert President Nelson Jameson Inc

Jerry joined Nelson-Jameson in February 1992, following a 17 year career in paper distribution with Great Northern Nekoosa Corporation and Georgia Pacific. During his tenure in the paper industry; he held sales, purchasing and general management positions.

Since joining Nelson-Jameson, his roles have included sales management, Director of Operation, and Vice President-General Manager. He assumed the President's role in 2002.

Jerry is active in FISA and several dairy processing organizations (IDFA, WCMA, WDPA, etc.), in addition to United Way and other civic organizations.

A 1975 graduate of the University of Wisconsin, Eau Claire, Jerry focuses on asset management and growing Nelson-Jameson in a profitable cash flowing manner.

****

Founded in 1947 in Toluca, Illinois, Nelson-Jameson is a dairy equipment and supply business. Nelson-Jameson is now run by the third and fourth generation of the Nelson family, and has added facilities in California, Idaho, Pennsylvania, Texas, and a Chicago sales office to meet the needs of its markets. Over the years, Nelson-Jameson has expanded its product offerings to meet the needs of food, dairy, and beverage plants; becoming the supplier of choice in all 50 states, as well as foreign countries. To learn more, please visit: www.nelsonjameson.com.

Nelson-Jameson, Inc. has been in business 71 years and is a leading distributor to the food and dairy industry.

http://www.nelsonjameson.com/

49

Nelson Jameson Inc 2400 E Fifth St Marshfield, WI 54449-0647 Phone: (715) 384-1056 Web: http://www.nelsonjameson.com

Jerome Lippert Title: President

Wholesaler-Distributor Trade Associations: FISA

Customer Base: FOOD PROCESSORS




Ownership: S-Corp


Product Lines: INGREDIENT, LAB, MAINTENANCE, SAFETY, PROCESS, CHEMICALS






Use an ERP system? Prophet 21


Top three challenges going into 2018 >Asset Management >VMI Efforts >CRM, Buyer's Guide, Software Implementation

Top three initiatives for 2018 >VMI >SKU and other Growth >Succession Planning

http://www.nelsonjameson.com/

50

Lura McBride President & Chief Executive Officer Van Meter Inc

Lura McBride is the President & CEO at Van Meter Inc. She has responsibility for the overall vision, direction and growth strategy of a one-hundred percent employee-owned electrical and automation distributor that employs 525 employee-owners in 15 locations across Iowa, Illinois and Nebraska. Her focus is on building strong leadership and a high performing culture to create lasting value for customers, supplier partners, communities and employee-owners. She serves on the Van Meter Board of Directors, the Werner Electric Supply Board of Directors and the National Association of Electrical Distributors (NAED).

Prior to joining Van Meter, Lura worked for 15 years at Accenture, a global management consulting company based out of Chicago, Illinois. Her work efforts at Accenture were in the areas of Systems Integration, Change Management, Human Performance, Knowledge Management, Business Process Design and Program Management.

Lura graduated from University of Iowa with degrees in Finance and Marketing. She lives in Cedar Rapids, Iowa, with her husband Ryan and four children. Lura is passionate about making a difference in her community and spending time with her family. In the community Lura is serving on various boards and committees including Tanager Place, Iowa BIG, The Hall-Perrine Foundation, Unity Point St. Luke’s Hospital, Banker’s Trust, National Council on Youth Leadership and the Cedar Rapids Police Chief council.

51

Van Meter Inc 850 32nd Ave SW Cedar Rapids, IA 52404-4606 Phone: (319) 366-5301 Web: http://www.vanmeterinc.com

Lura McBride Title: President & Chief Executive Officer

Wholesaler-Distributor Trade Associations: NAED PTDA

Customer Base:






Product Lines:

Sales Volume: $

Number of SKUs:




Use an ERP system?




http://www.vanmeterinc.com/

52

David McCurdy Owner, Vice President & COO Kimball Midwest

Since 1988, Dave McCurdy has worked with his brothers, Pat and Chas, at their family-owned business, Kimball Midwest, a distributor of MRO parts throughout 48 states. Dave McCurdy currently serves as Kimball Midwest’s Vice President of Operations and Chief Operating Officer. Dave is responsible for all operational aspects of Kimball Midwest including their four distribution centers in Columbus, Dallas, Reno, and Savannah. He also oversees the departments of Accounting, Purchasing, New Product Line, IT, and Quality Assurance. He is a graduate of the US Naval Academy in Annapolis, Maryland and served active duty for seven years as a Naval Flight Officer before coming to Kimball Midwest.

Dave joins his brothers in their commitment to the business philosophy of Kimball Midwest to remain family-owned and operated and to continue to double sales every five years.

53

Kimball Midwest 4800 Roberts Rd Columbus, OH 43228-9791 Phone: (614) 951-2206 Web: http://www.kimballmidwest.com

David McCurdy Title: Owner, Vice President & COO

Wholesaler-Distributor Trade Associations: ISA ISSA NFAS

Customer Base: Kimball Midwest's diverse markets include all MRO users.




Ownership: S-Corp


Product Lines: Abrasives Chemicals Electrical Fasteners Fluid Flow/Hydraulics Paint Storage Equipment






Use an ERP system? Microsoft Dynamics AX




http://www.kimballmidwest.com/

54

Brad Murdock SVP of Marketing I P S Packaging

55

I P S Packaging 10 Jack Casey Ct Fountain Inn, SC 29644 Phone: (864) 862-1500 (122) Web: http://www.ipack.com

Brad Murdock Title: SVP of Marketing


Customer Base:




Ownership: S-Corp


Product Lines:

Sales Volume: $

Number of SKUs:




Use an ERP system? Ecplipse Solar


Top three challenges going into 2018 >Margin compression >Human Capital >


http://www.ipack.com/

56

Derrick Murdock COO I P S Packaging

57

I P S Packaging 10 Jack Casey Ct Fountain Inn, SC 29644 Phone: (864) 862-1500 (225) Web: http://www.ipack.com

Derrick Murdock Title: COO


Customer Base:




Ownership: S-Corp


Product Lines:

Sales Volume: $

Number of SKUs:




Use an ERP system? Ecplipse Solar


Top three challenges going into 2018 >Margin compression >Human Capital >


http://www.ipack.com/

58

Dan Oehler Vice President of Sales & Marketing RelaDyne LLC

Dan Oehler serves as RelaDyne’s VP of Sales and Marketing and is responsible for leading the RelaDyne sales force and driving RelaDyne's innovative marketing programs to improve customer profitability. Dan served on the strategy team in the formation of RelaDyne, and he is a member of the ELT.

Dan brings to RelaDyne extensive experience in lubricant and fuel distribution, sales process, strategic alliances with major oil companies and managing key sales channels including automotive, commercial, and industrial reliability. He is an industry-leading marketer and responsible for RelaDyne's customer relationship management (CRM) program, pipeline management, sales compensation, branding, business development, e-commerce, and pricing optimization strategies.

Dan currently serves as RelaDyne's Vice President of Sales and Marketing, where he manages corporate sales and marketing, strategies, budgeting, forecasting, sales pipelines and brand development. Dan also oversees the complete product offering with a strong focus in both major brands and RelaDyne's private label product offerings including DuraMAX, ALLFLEET, and RelaTech.

Dan graduated with honors from Indiana University's Kelley School of Business, where he received a Bachelor of Science in marketing and co-founded the IU Sales Center and Market Intelligence Program. He is married with three children and resides in West Chester, Ohio.

59

RelaDyne LLC 8280 Montgomery Road #101 Cincinnati, OH 45236 Phone: (513) 247-1443 Web: http://www.reladyne.com

Dan Oehler Title: Vice President of Sales & Marketing


Customer Base: Automotive Aftermarket, On Road Trucking, Construction, Ag, Mining, Manufacturing, Steel, Plastic Injection Molding, PetroChemical, Power Generation, Oil and Gas




Ownership: C-Corp-LLC


Product Lines: Reladyne brands (RelaTECH, DuraMAX, AllFleet) Chevron Shell Phillips 66






Use an ERP system? DM2 (Sage based)


Top three challenges going into 2018 >Hiring/Training developing associates >Commodity price fluctuation >Operational efficiency

Top three initiatives for 2018 >Working capital optimization >Back office centralization >Acquisition integration

http://www.reladyne.com/

60

Michael Olthoff President & CEO Nichols

61

Nichols 1391 Judson Road Norton Shores, MI 49456 Phone: (231) 799-3503 Web: http://www.enichols.com

Michael Olthoff Title: President & CEO

Wholesaler-Distributor Trade Associations: ISSA NPTA

Customer Base:




Ownership: S-Corp


Product Lines:

Sales Volume: $

Number of SKUs:




Use an ERP system?




http://www.enichols.com/

62

Jonathan Peters President and COO C H Briggs Company

Jonathan Peters has consistently advanced into leadership positions of ever-increasing responsibility in his 20-plus year tenure working for Fortune 500 companies in the Business Services segment, including both GE Capital and Aramark Corporation. He is currently the President and COO at C.H. Briggs Company. Prior to that, he held the positions of EVP and SVP where he led the business transformation of a $600M+ high- growth business unit. With a history of leading organizations and leadership teams through transition aligning organization structure with market and customer insights, he consistently creates profitable growth for the business.

****

C.H. Briggs is one of the largest independently-owned distributors of specialty building materials on the east coast. For nearly 50 years, we have forged deep partnerships with more than 200 suppliers while building loyal relationships with thousands of customers. Now carrying over 40,000 products, C.H. Briggs is a leading provider of:

• Hardware - decorative hardware, functional hardware and production supplies • Board & Panel Products - from hardwood plywood to MDF to particleboard, our wood offering includes FSC-certified and no added urea formaldehyde (NAUF) materials used in green building • Premium Surfaces - such as DuPont™ Corian® solid surfaces, DuPont™ Zodiaq® quartz surfaces, marble, limestone, and granite natural stone

63

C H Briggs Company 2047 Kutztown Rd Reading, PA 19605 Phone: (610) 790-8355 Web: http://www.chbriggs.com

Jonathan Peters Title: President and COO

Wholesaler-Distributor Trade Associations: NBMDA

Customer Base: Our customers include counter top fabricators, mill work shops, general contractors, designers and architects.




Ownership: S-Corp


Product Lines: solid surface quartz hardware wood granite






Use an ERP system? Epicor




http://www.chbriggs.com/

64

Jane Saale President & Chief Executive Officer Cope Plastics Inc

Jane is President and Chief Executive Officer of Cope Plastics, Inc. in which the headquarters is located in Alton, Illinois. She graduated from Alton Senior High School, Alton, Illinois in 1983 and in 1987 graduated from Eastern Illinois University, Charleston, Illinois with a Bachelor of Science degree in Business. She immediately started her career at Cope Plastics in sales and in 1996 she became the Chief Financial Officer. Since October 2004 she has served as President and CEO of the company.

Jane serves as President on the International Association of Plastics Distribution Board, President on the Lewis & Clark Community College Foundation Board, Treasurer on the Southern Illinois Employer’s Association Board and member of Women in Plastics Group. She is also active in her community with The Riverbend Growth Association, United Way, Pride, Inc., North Alton-Godfrey Business Council and various other organizations. Jane and her family reside in Brighton, Illinois.

****

Cope Plastics, Inc. is ranked in the top 150 privately held companies, and ranked 5th largest women-owned business in the St. Louis metro area as published by the St. Louis Business Journal. Cope Plastics is the premier distributor and fabricator of plastic sheet, rod and tube across the Midwest delivering solutions to our valued customers since 1946. To learn more visit www.copeplastics.com.

http://www.copeplastics.com/


65

Cope Plastics Inc 4441 Industrial Drive Alton, IL 62002 Phone: (618) 466-0221 Web: http://www.copeplastics.com

Jane Saale Title: President & Chief Executive Officer

Wholesaler-Distributor Trade Associations: IAPD

Customer Base:




Ownership:


Product Lines:

Sales Volume: $

Number of SKUs:




Use an ERP system?





66

Kevin M. Short President & Chief Executive Officer Polymershapes

Kevin Short is President and CEO of Polymershapes, North America’s leading distributor of plastic sheet, rod, tube, film and associated products, based in Charlotte, NC, USA. Polymershapes operates 67 distribution locations serving customers across the Americas in Canada, USA, Mexico and Chile. Polymershapes serves 35,000 customers in thousands of industries with innovative solutions for their material requirements and applications.

Short is an experienced plastics distribution professional with 14 years of industry experience. Prior to joining Polymershapes, Short was with Laird Plastics, holding a variety of commercial roles. He was promoted to Laird’s executive team in 2007. He served as president of the International Association of Plastics Distribution (IAPD) from 2014-2016. Among his many contributions to IAPD, Short founded and chaired the Association’s Environmental Committee and Government Relations Committee.

Prior to entering the plastics distribution industry, Short spent nine years in sales and sales management roles with Univar, one of world’s largest industrial chemical distributors.

****

67

Polymershapes 9930 Kincey Ave Huntersville, NC 28078 Phone: (704)948-5000 Web: http://www.polymershapes.com

Kevin Short Title: President & CEO

Wholesaler-Distributor Trade Associations: NAW, IAPD

Customer Base: Polymershapes distributes and fabricates high performance plastics to four major end markets: IMAGE - signage/printers/point of purchase displays, etc; BUILDING & CONSTRUCTION - security/glazing/skylights/stadiums, etc.; INDUSTRIAL - medical/heavy equipm




Ownership: Private


Product Lines: E-commerce and website relaunch Polycarbonate/Acrylic/Vinyl/HDPE/ Styrene/ABS/PVC/Nylon/Acetal/ PAcquire olypropolene

Sales Volume: $500,000,000 Number of SKUs: 18,000



Sales grown by internal growth (annual %): 4

Use an ERP system? Oracle

Accounting Method: N/A

Top three challenges going into 2018 >Change management

>People - especially to p sales and management

>Striking the right balance on IT investment

Top three initiatives for 2018 >Improve our pricing discipline

http://www.polymershapes.com/

68

Roland Snyder President & CEO Grabber Construction Products Inc

BA Accounting - Southern Utah University; 1979-1980: Masters of Accountancy – University of Utah; 1980-1989: PriceWaterhouse Sr Tax Manager (Worked in Seattle, Salt Lake City, Hong Kong, SF Bay Area); 1989-2014: Grabber Construction Products CFO; 2014-2015: President & CFO; and, 2015-Present: President & CEO.

****

Grabber Construction Products, Inc. is an international distributor and manufacturer of premium fasteners and fastening systems for wood, metal and drywall applications in the commercial and residential construction markets. GRABBER also distributes a wide range of proprietary tools, accessories, equipment, and building materials to the construction industry.

69

Grabber Construction Products, Inc. 5255 W 11000 N STE 100 Highland, UT 84003 Phone: (801)492-3880 Web: http://www.grabberman.com

Roland Snyder Title: President & CEO

Wholesaler-Distributor Trade Associations: NAW

Customer Base: Drywall Distributors, HomeCenters (HomeDepot, Lowes, etc), Lumber and Hardware stores, Drywall Contractors




Ownership: Private


Product Lines: Drywall and Lumber fasteners (screws and nails including collated, pneumatic & powder actuated), corner and trims, Hanger/Tie Wire

Sales Volume: Approx $222,000,000

Number of SKUs: Approx 1,100 active

Inventory turns per year: 4 - all categories


Sales grown by internal growth (annual %): 8% for 2016, less for 2017

Use an ERP system? Oracle (JD Edwards World)


Top three challenges going into 2018 >Understanding and responding to construction market movements >Vendor diversity and cost reductions >Continued channel consolidation

Top three initiatives for 2018 >Deeper Customer segmentation >Deeper penetration in lumber markets >Employee succession

http://www.grabberman.com/

70

Larry Stoddard President/CEO RelaDyne LLC

As President and Chief Executive Officer of RelaDyne, Larry Stoddard is responsible for driving and executing RelaDyne's transformational business strategy from independently run distribution business to an integrated branch network of lubricant, fuel, and reliability services supply through the U.S. Beyond his extensive experience running distribution businesses, Larry brings to RelaDyne a strategic focus on the development and growth of value-added services. Accordingly, he is passionate about driving the evolution and delivery of RelaDyne's Reliability Services line of business. A high-energy, results-driven business leader, Larry has a proven track record of nearly three decades of management success along with a respected reputation for significantly improving operational productivity and customer service.

Prior to RelaDyne, Larry served as Chief Executive Officer of Bradco Supply Corporation, one of the nation's largest roofing supply companies, which was acquired by American Builders & Contractors Supply Company (ABC Supply). At Bradco he was responsible for developing people and systems across brands to improve business and to increase the company's value and profitability.

During much of his career, Larry was involved and a driving force in the growth of Ferguson Enterprises Inc. in Newport News, Virginia, a subsidiary of Wolseley, PLC, in Theale, England. Ranked today as the largest plumbing wholesaler in North America, the company grew during his tenure from $140 million in revenue to more than $8 billion. During that time, Larry managed strategy, teams, training, operations and acquisition integration and was responsible for P&L for much of the company's branch network. He was also involved in the development of their distribution center network and helped lead a logistics program for industrial warehousing and shipping that rivaled the speed and flexibility of leading consumer retailers. Prior to his departure, Larry was serving as COO of Wolseley, a $34 billion distributor with operations in North America, Europe, and the Far East.

Other career highlights include serving as President of the standard products division of Mueller Industries in Memphis, Tennessee, where he managed the company's largest and most profitable division. Larry also serves as chairman of the family-owned business, Crescent Electric Supply, a large regional electrical distribution company in East Dubuque, Illinois.

Larry received a Bachelor of Science in Marketing from Auburn University. He resides in Cincinnati, Ohio, with his wife and three daughters.

71

RelaDyne LLC 8280 Montgomery Road #101 Cincinnati, OH 45236 Phone: (513) 489-6000 (Ex) Web: http://www.reladyne.com

Larry Stoddard Title: President/CEO


Customer Base: Automotive Aftermarket, On Road Trucking, Construction, Ag, Mining, Manufacturing, Steel, Plastic Injection Molding, PetroChemical, Power Generation, Oil and Gas




Ownership: C-Corp-LLC


Product Lines: Reladyne brands (RelaTECH, DuraMAX, AllFleet) Chevron Shell Phillips 66






Use an ERP system? DM2 (Sage based)


Top three challenges going into 2018 >Hiring/Training developing associates >Commodity price fluctuation >Operational efficiency

Top three initiatives for 2018 >Working capital optimization >Back office centralization >Acquisition integration

http://www.reladyne.com/

72

Joseph Thibert President-Trimark United East TriMark USA

Joe currently serves as President of TriMark United East, the largest restaurant equipment and supply company in New England. TriMark USA is the largest equipment and supply company in the United States, with combined sales of over $1 billion.

Joe is considered an expert in “concept to opening day” in the restaurant industry. He has been acknowledged by the Boston media as one of the “Boston’s 100 Most Influential People”. Joe was inducted into the Massachusetts Restaurant Association’s “Hall of Fame” in 2014.

Joe has been a corporate director for many privately held companies. He serves on the Board of Trustees for Le Cordon Bleu, Cambridge, MA. Joe received his B.S. in Business Management from Babson College in 1985.

****

TriMark’s mission is to be our customers’ essential partner in delivering equipment, supplies and design. We leverage our collective expertise through individual creativity to find the best solution for each and every customer. We forge strong partnerships with our customers, which enables us to anticipate their needs and provide the counsel they need to succeed. We serve each and every customer with the requisite speed, quality and flexibility that is required in today’s dynamic foodservice marketplace.

73

TriMark USA 505 Collins Street S Attleboro, MA 02703 Phone: (508) 399-2403 Web: http://www.trimarkusa.com

Joseph Thibert Title: President-Trimark United East

Wholesaler-Distributor Trade Associations: FEDA ISSA

Customer Base: Restaurants, Healthcare, Business and Industry, Hotel and Lodging






Product Lines: Commercial Food Service Equipment Foodservice Smallwares Disposables and Janitorial/Sanitary

Sales Volume: $1,900,000,000





Use an ERP system? Info Lawson/Oracle/ JD Edwards


Top three challenges going into 2018 >People >IT/ERP >Margin Pressure

Top three initiatives for 2018 >Profitable Growth >Private Label >ERP

http://www.trimarkusa.com/

74

Charles VanSlaars COO National Oak Distributors Inc

75

National Oak Distributors Inc 6529 Southern Blvd W Palm Beach, FL 33413 Phone: (561) 478-2711 (10105) Web: http://www.nationaloak.com

Charles VanSlaars Title: COO

Wholesaler-Distributor Trade Associations: ACA

Customer Base:






Product Lines:

Sales Volume: $

Number of SKUs:




Use an ERP system?




http://www.nationaloak.com/

76

Mike Veum CEO IEWC

Mike joined IEWC as President of the OEM North America Division in April of 2016. In August of 2017, he was named Corporate President and assumed the role of CEO in April of 2018. He also is a member of the Board of Directors and serves as a Trustee.

Prior to joining IEWC, Mike’s career reflects notable achievements spanning more than 22 years in progressive leadership roles with Brady Corporation, a $1.2 billion global manufacturer and marketer of identification and workplace safety products. From 2008- 2012 Mike held the position of Vice President, GM of North America; Brady’s largest business unit. In 2012, he and his family moved to Shanghai, China where he held the position of Vice President, GM of Asia Pacific, and successfully turned around this business unit. Beyond business leadership, Mike has extensive experience in strategy development and execution along with acquisitions and divestitures.

Mike is a graduate of Marquette University and that is where he met his wife, Jen. They have two children Mick and Christa. Mike is also an active member of Crosspoint Community Church. For recreation, Mike enjoys golfing, Marquette basketball, Green Bay Packer Football, and spending time on the lake with his family and friends.

77

IEWC 5001 S Towne Dr New Berlin, WI 53151 Phone: (262) 957-1139 Web: http://www.iewc.com

Mike Veum Title: CEO

Wholesaler-Distributor Trade Associations: EFC

Customer Base: Customers in Original Equipment Manufacturing, Contract Manufacturing, Infrastructure, Professional Audio-Visual, Broadcast, and Electrical Distribution & Wholesale.




Ownership:

S-Corp-ESOP


Product Lines: Wire, Cable and Wire Management Products

Sales Volume: $





Use an ERP system? Yes, SAP


Top three challenges going into 2018 >High-Performing Culture >Change Management >Recruiting & Hiring

Top three initiatives for 2018 >Continuous Improvement >Commercial Excellence >Supply Chain Excellence

http://www.iewc.com/

78

Douglas York President Ewing Irrigation Products

Douglas W. York holds more than 32 years of experience in the distribution sector of the landscape industry. As President and Chief Executive Officer of Ewing Irrigation & Landscape Supply—a third generation, family-owned distribution company—York oversees operations for more than 200 branch locations in 21 states.

York represents Ewing throughout the green and wholesale distribution industries, and works to keep the company actively engaged in shaping policy surrounding water scarcity issues at the local, state and federal levels. He is committed to providing industry-leading education programs, and guiding Ewing in its mission to serve as a comprehensive water management solutions provider and active supporter of local and national water management and conservation initiatives.

Douglas works directly with product managers, regional managers and branch personnel, as well as corporate office staff and the Executive Board to initiate positive change, improve operations and increase profit generation. His role is to build the business, shape the company culture, guide Ewing’s brand image and facilitate strategic planning to ensure Ewing’s future success.

York has served Ewing in a variety of capacities, including branch management, regional management, sales, new facilities construction, accounting, human resources, marketing and acquisition management. He holds a Bachelor of Science degree in Industrial Engineering from the University of Southern California and formerly served as an Industrial Engineer for Paper Mate.

He has previously served as the president of the Irrigation Association (2007), and was the first son to succeed his father, Ray York, past president in 1986; and mother, Sue York, past president in 1998. He is also past president of the International Association of Plastics Distributors (2003), and formerly served as an executive board member for the Arizona Landscape Contractors Association.

Douglas has a loving wife, Kelli, and is a father of two children, Jack and Allison. He enjoys fly- fishing, skiing, golf and fitness activities.

****

Ewing is the largest family-owned supplier of landscape and water management products in the country. Ewing offers commercial and residential irrigation supplies, water management and sustainable solutions, landscape and turf products, hardscape, landscape lighting, water features, erosion control, industry-leading seminars and more to professionals serving the landscaping, sports turf, golf, agricultural and industrial industries.

79

Ewing Irrigation & Landscape Supply 3441 E. Harbour Drive Phoenix, AZ 85034 Phone: (800)343-9464 Web: hhtp://www.EwingIrrigation.com

Douglas W. York President/CEO

Wholesaler-Distributor Trade Associations: NAW, IA, IAPD

Customer Base: Professional landscape contractors, turf managers




Ownership: Private


Product Lines: Irrigation, turf and agronomic products, water efficiency products, hardscapes, landscape lighting, water features, golf products




Sales growth by acquisition (annual %): 0


Use an ERP system? No


Top three challenges going into 2018 >Drought >Economic uncertainty >Optimizing resources and organizational efficiency

Top three initiatives for 2018 >Increase revenue >Reduce and manage expenses >Employee engagement and training

http://www.ewingirrigation.com/

80

NATIONAL ASSOCIATION OF WHOLESALER-DISTRIBUTORS 1325 G STREET, NW, SUITE 1000

WASHINGTON, DC PH: 202-872-0885

FAX: 202-785-0586 www.naw.org

http://www.naw.org/

2018 large company ceo/coo roundtable · a decrease in sales volume due to the economy and ......

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