NAW 2013 Annual Report

Contents

1 Leadership Message2 State of the Wholesale Distribution Industry 4 NAW Networks You With Your Peers, Not Your Competitors7 NAW Networks You With Government and the Electoral Process10 NAW Networks You With Industry Intelligence12 NAW 2014 Executive Summit14 NAW Networks You With Business Services15 NAW Member National Associations16 NAW Member Associate Associations16 Treasurer’s Report17 NAW Leadership18 NAW Staff

National Association of Wholesaler-Distributors

To advocate its members’ interests on national public policy issues thataffect the entire wholesale distribution industry. NAW assists merchantwholesaler-distributors to be the most efficient channel for bringinggoods to market through benchmarking, strategic management information, networking, and high-level conferences. NAW serves as a mechanism, through its Association Executives Council, for the sharing of ideas, programs, and skills among the organization’s membernational associations.

Wholesaler-Distributor Political Action Committee

To advance the election of pro-business candidates to federal office.NAW’s Wholesaler-Distributor Political Action Committee seeks to mobilize the involvement of wholesaler-distributors in the federalelectoral process through financial contributions and political educationactivities, including candidate endorsements and get-out-the-vote programs.

NAW Institute for Distribution Excellence

To sponsor and disseminate research into strategic management issuesaffecting the wholesale distribution industry. The NAW Institute forDistribution Excellence aims to help merchant wholesaler-distributorsremain the most effective and efficient channel in distribution.

NAW Service Corporation

To sponsor industry-wide service and product offerings that benefitwholesaler-distributors.

tel: 202-872-0885 • fax: 202-785-0586 • e-mail: [email protected] • web: www.naw.org

Our Mission Statements

Most will agree that 2013 was a year of sluggish economicrecovery. Fortunately, our wholesale distribution industrysaw growth this past year. In his “State of the WholesaleDistribution Industry” commentary on pages 2 and 3, NAWSenior Economic Advisor Alan Beaulieu reports that in 2013total Wholesale Trade was up 4.2% from the year-ago levelfor total sales of $5.13 trillion. Durable Goods posted a 4.4%increase, while Nondurable Goods showed a 4.1% increase.And, employment increased 1.6% in 2013 to 5.8 millionworkers. Alan forecasts that NAW members can expectanother growth year in 2014.

As this year’s Annual Report cover portrays, if your companyis an NAW Direct Member, you can be assured that NAWwill help your firm reimagine its future. NAW will remainyour advocate, assisting wholesaler-distributors to continueto be the most efficient channel in the supply chain.

Direct Membership in NAW provides real value to yourbusiness in so many ways every day. To serve your businessand other NAW Direct Member Companies, NAW• advocates your interests before the government• convenes high-level roundtables and conferences where you and your peers across the industry can roll up your sleeves and candidly discuss the business challenges that keep you up at night

• provides groundbreaking, distribution-specific research and strategic management best practices that can’t be replicated across multiple lines of trade

• gives you access to leading-edge products and services highly valued by your industry peers.

This Annual Report is in part a recap of the12 months past.But more important, it is full of ideas and promise for theremainder of 2014.

On the following pages, we expand upon specific productsand services for wholesale distribution executives, including: • Networking with Your Peers• Government Relations and Political Action • Industry Intelligence• Cost-saving Business Services.

Our objective is to provide a clear explanation of the ways inwhich NAW can assist your company to take advantage of theopportunities before you, and you can reap the full benefits ofNAW Direct Membership. Visit http://www.naw.org oftento learn more.

Please stay connected with NAW. We look forward to working with you this year and beyond.

Patrick L. Larmon, President and CEO of Bunzl DistributionUSA, Inc., (left) served as NAW 2013 Chairman of the Board;Dan M. Blaylock, President of Adams-Burch, Inc. (seated) is NAW 2014 Chairman of the Board; and Dirk Van Dongen isNAW President.

Leadership Message

Patrick L. LarmonNAW 2013

Chairman of the Board

Dan M. BlaylockNAW 2014

Chairman of the Board

Dirk Van DongenNAW President

NAW 2013 Annual Report

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NAW

OPINION • State of the Wholesale Distribution Industry

The U.S. economy was unfazed in 2013, a year marked witha number of dubious distinctions, including a “fiscal cliff” tobegin the year, a government shutdown that lasted just overtwo weeks, a terrorist attack in Boston, and multiple otherpolitical and economic battles. Real GDP grew 2.7% for theyear as a whole, the stock market hit record highs (althoughthere have been pull-backs), and U.S. Industrial Production(our benchmark for the overall economy) rose 2.6% in 2013.Overall, it was a growth year for the U.S. economy, on targetwith what we told NAW Direct Members last year. Let’s take a look at how the yearly results matched our forecasts in Figure 1.

Wholesale Trade in 2013

Total Wholesale Trade for the most recent 12 months as offirst quarter of 2013 was up 4.2% from 2012, totaling $5.13trillion. Nearly all segments of Wholesale Trade are up on theyear, with the exceptions of Metals and Minerals and Sporting Goods, Games, Toys, and Jewelry. Additionally, there is weakness developing in Raw Farm Products, which will likelypersist in the first half of 2014. Durable Goods ended the yearup 4.4% and Nondurable Goods grew 4.1%. NAW DirectMembers were able to grow and be profitable despite the uncertainties and headwinds.

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A growing labor market helped support U.S. economicgrowth in 2013, and the Wholesale Distribution Industry did its part. Wholesale Trade Employment averaged 5.8 million workers in 2013, a 1.6% gain from 2012. The economy as a whole added jobs at a 1.0% clip. WholesaleTrade Employment rising at a faster pace than the overalleconomy suggests the industry is improving.

Improvement in Wholesale Trade is indicative ofgains in the overall economy as shown in Figure 2.The Wholesale Trade Industry itself accounts forabout 5.6% of the overall economy. Additionally,wholesaler-distributors are a crucial part of the supply chain in other larger sectors of the economysuch as manufacturing, retail trade, and health care,meaning that Wholesale Trade’s contributions tothe overall economy are much larger than the 5.6%figure would indicate.

The United States in 2014

Although results for U.S. Industrial Production(our benchmark for the overall economy) were ontarget with our forecast for 2013, we opted to pushthe forecast for 2014 higher, based on stronger-than-expected activity in some of the leading indicators, specifically the Purchasing ManagersIndex and U.S. Leading Indicator.

We are still calling for rate-of-change decline in2014 extending into 2015, and the economy’s rateof growth in 2014, at 1.9%, is expected to be below

Key U.S. Industries Share of GDP

Finance 19.9%

Manufacturing 12.2%

Health Care 7.6%

Retail Sales 6.1%

Wholesale Trade 5.6%

Construction 3.4%

Mining 1.9%

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FIGURE 2

Forecast Forecast Actual DeviationDate from Forecast

United States Feb 2012 $15.818 Tr. $15.966c 0.7%GDP

United States Mar 2011 99.9 (12MMA) 99.6 -0.3%Industrial Prod.

European Union Jun 2012 101.9 (12MMA) 100.6 -1.3%Industrial Prod.

Canada Dec 2012 98.7 (12MMA) 97.8 -0.8%Industrial Prod.

China Jun 2012 522.6 (12MMA) 520.1 -0.5%Industrial Prod.

Housing Jan 2013 945 Ths Units 923 -2.3%

Retail Sales Jul 2012 $2.189 Trillion $2.2 0.5%

Employment Jan 2012 144.3 Million 143.9c -0.3%

Actual 2013 Results to Key Forecasts

FIGURE 1


NAW is pleased to join forces with Alan Beaulieu to produce NAW Advisor,a monthly, six-page, electronic economicbusiness report. You’ll receive quick economic guidance from Alan ontoday’s wholesale distribution cyclesand learn how these cycles will affect your business as you prepare fortomorrow’s economy. Delivered to your inbox, this condensed format takesonly minutes to read. Subscribe athttp://itreconomics.com/naw-advisor.

that posted 2.6% growth rate for 2013. We are still calling for a period of seasonal softness in late 2014 and early 2015,but the annual trend will not decline. The quantitative difference between the previous forecast and the revised forecast is illustrated by Figure 3. What this means forwholesaler-distributors is your seasonal activity in late2014/early 2015 will be milder than previous years. Use thenext three quarters of growth to prepare for this soft spot.Create new efficiencies to protect margins or expand intonew regions, for example. There will be no need for any dramatic business shifts in late 2014. We continue to expect2015 to 2017 to be growth years.

There are a number of factors that could weigh on the economy as we proceed through 2014 and may cause resultsto deviate from our new forecast. Some of these factors are: 1) Concerns about the sustainability of the stock market’s rise persist into the second quarter of the year. 2) The encouraging fourth quarter results in Housing Starts do not persist; home prices stall; investors become skittish. 3) Rising health care costs (insurance and actual care) sap the strength out of the consumer. 4) Europe and China slip back into recession as the U.S. consumer spends less. 5) QE tapering impacts more than just the government rate of interest.

U.S. Industrial Production

This article was written by Alan Beaulieu, NAW SeniorEconomic Advisor, and President of ITR Economics; and Jon Murphy, an economist at ITR Economics. For additional information, please call 603-796-2500 or visit www.itreconomics.com.

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FIGURE 3

2014 will likely be another year of political battles. ThePresident expressed his desire to circumvent Congress toaccomplish aspects of his agenda (an action which will surelydraw the ire of Republicans). This is an election year, withcontrol of the Senate at stake. Debt ceilings have not goneaway nor hot-button issues like minimum wage and incomeinequality. This has been par for the course for much of thepast six years and the U.S. economy has chugged along, largelyuncaring of the political machinations of Washington. 2014will be no different.

Washington will have its political theater, and you ignore itat your peril; but don’t lose focus on the opportunities thatare ahead of you. This is a time to carefully manage your cash flow given the projection of softness later this year, whileimplementing a longer-term growth plan that will requirecapital expenditure. Hunkering down and waiting for theclouds to pass will cost you in terms of opportunity and market position. Aggressively move out in anticipation ofsolid growth opportunities.

NAW

Peer Groups Like None Other

As a federation of associations representing all lines of trade in the wholesale distribution industry, NAW isuniquely positioned to be the only portal for wide access toand exchange of valuable information and services amongnoncompeting peers within its membership.

What makes NAW so different from all other associations is that our dynamic programs are individually designed topromote networking and benchmarking for you and yourpeers across the entire industry.

NAW has created a number of “peer groups like none other”that offer you and other wholesale distribution executivesendless opportunities to meet with and learn from your noncompeting peers. Through exchanging ideas with peers inother lines of trade, you can grow your business and gain acompetitive advantage in your industry segment. To learn more,visit http://www.naw.org/memberbenefits/mindex.php.

High Marks for Networking at NAW Events

NAW Direct Members consistently rate “networking” andvaluable “information sharing” within small groups as two of the most important benefits of NAW Direct Membership.To be of highest value to participants, NAW roundtables aretargeted toward specific sizes of companies and by executiveresponsibilities within a company.

Our Large Company (companies with sales of $100 million to $999 million) and Billion Dollar CompanyRoundtables focus on these firms because their collectivesuccess provides beneficial results for all-sized businesses inthe wholesale distribution industry. NAW Direct Membersconsider benchmarking and networking with noncompetitorsfrom other lines of trade as strategic tools to improve efficiency and effectiveness in operational practices. You and your peers rely on NAW events for practical, industry-wide knowledge and information from experts in wholesaledistribution.

Making the Most of Your Valuableand Limited Time

The one thing wholesale distribution executives tell us theyhave least of is “time.” NAW events are short but informationpacked so the time commitment is minimal. There is enoughtime built in at NAW events for both learning experiences and networking in an intimate setting that offers a candidatmosphere for information exchange. Our Large Companyand Billion Dollar Company Roundtables are held at theHilton O’Hare in Chicago, which allows for quick in-and-outaccess for participants. The NAW Executive Summit, whichis open to all NAW wholesaler-distributors and other interested parties, is held annually at the end of January inWashington, DC.

NAW Networks You With Your Peers, Not Your Competitors

Billion dollar company executives talk about challenges and strategies they tackle in their own companies in a noncompeting environmentduring NAW Executive Summits and Billion DollarCompany and Large Company Roundtables.Pictured left to right are Robert Mitchum,President and CEO of Network Services Company;Kathleen Mazzarella, Chairman, President, andCEO of Graybar Electric Co., Inc.; and Andre Lacy,Chairman of LDI Ltd., and a Past Chairman of theNAW Board of Directors.

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NAW Large Company Program

The NAW Large Company Program for NAW DirectMember Companies with sales of $100 million to $999 million continues to attract wholesale distribution executives looking to augment networking opportunities beyond their traditional industry segment.

The NAW Large Company CEO/COO Roundtable isthe primary event. The Large Company Community has avested interest in the roundtable’s content because meetingtopics are based on survey responses from that Community.As a result, group members are engaged and interactive in this informative roundtable.

NAW also holds the Large Company CFO Roundtable and Large Company Operations Roundtable.

To learn more about the NAW Large Company Program,visit http://www.naw.org/events.

NAW Billion Dollar Company C-Suite Roundtables

In 2013 NAW held six daylong networking roundtables forour largest Direct Member Companies to address the specialissues they face as Billion Dollar Companies. Participation inthe roundtables is limited to the senior executive in the following areas:

• Billion Dollar Company CEO Roundtable • Billion Dollar Company CIO Roundtable • Billion Dollar Company CFO Roundtable • Billion Dollar Company Chief Legal Officer Roundtable • Billion Dollar Company Operations Roundtable • Billion Dollar Company HR Roundtable.

Many NAW Billion Dollar Direct Member Companiesare represented at these roundtables. Executives tell us these roundtables are “burned into their calendars” because of their importance. To learn more about theBillion Dollar Company C-Suite Roundtables, visithttp://www.naw.org/events.

Pictured left to right are Robert Taylor, President and CEO of Do it Best Corp., and a Past Chairman of the NAW Board ofDirectors; and Patrick L. Larmon, President and CEO of BunzlDistribution USA, Inc., and Immediate Past Chairman of theNAW Board of Directors.

I have been attending the NAW Billion DollarCompany CEO Roundtable for many years. Whatmakes these meetings unique is the chance tolearn how other companies are dealing with similar strategy, policy, and operating issues. Theagendas are filled with current topics important toall distribution executives, and the outside experts who speak are very insightful.

James T. Ryan, Chairman, President, and CEO, W.W. Grainger, Inc.


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NAW

Over the years, the NAW Large Company Roundtableshave proved invaluable in running my business. Inreality I don’t think I could buy at any price theaccess, networking, and advice that has come fromthe chance to debate some of the industry’s most difficult issues with other noncompeting but similarlysituated CEOs.

Mark W. Kramer, President and CEO, Laird Plastics, Inc.

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“AskNAW”®

NAW Direct Members can get answers to their unique questions or glean feedback about issues that affect their mission-critical projects using “AskNAW”®, a robust desktopresource. You may direct your questions to specific-size firms.NAW keeps all user information strictly confidential.

NAW Direct Members who use “AskNAW”® tell us it is one of their most valuable “need-to-know” tools for gettingcomparison data and real-time information beyond their traditional lines of trade. To learn more, visithttp://www.naw.org/asknaw/ask_help.php.

Here are typical questions posed by networkers using“AskNAW”®:

• Does your company encourage or discourage the use ofsocial media by employees for marketing purposes? Doyou limit access to social media in anyway? Do you have

a formal policy that you are willing to share?

• As a percent of sales, what is your firm’s marketingdepartment spend? This would include personnel,

website, branding, tradeshow, and other direct marketing costs.

• Can you recommend an ERP consultant you have hadsuccess with in the last two years? If so, what software

did the consultant help you implement?

• With more and more documents (especially e-mail) beingcreated electronically, how does your organization handleretaining all that information? Does your company have aspecific policy regarding e-mail and how often e-mails aredeleted and which types of e-mail may be saved?

NAW Wholesale Distribution Manager’sCourse—Geared to Distribution RisingStars!

The NAW Wholesale Distribution Manager’s Course(WDMC) has been updated for rising stars with new subjectseven more relevant to today’s wholesale distribution man-agers and their business operations and taught by an ener-gized faculty at The Ohio State University (OSU). Thiscourse is an exciting educational experience for anyone whowants to contribute to the success of his or her distributioncompany at an even higher level.

Ranked #4 in the United States on the 2013 Best BusinessSchools for Supply Chain and Logistics list by U.S. News &World Report, OSU’s Fisher College of Business boastsaward-winning faculty with deep experience in teachingwholesale distribution industry rising stars. In addition to the valuable classroom teaching and exercises, distributionmanagers network with peers from other lines of trade withindistribution. Course participants learn how their peers aretackling the same business challenges that they face.

At this NAW premier educational event, participants getaway from the office and spend five career-changing daysreaching their business potential while learning specific waysto improve their company’s profitability. Equipped with new knowledge and the latest skills specific to the wholesaledistribution industry, course participants return to their companies ready to impact their business now and for years to come. To learn more, visit http://www.naw.org/wdmc14.

Peers (cont.)

I use ‘AskNAW’ on a frequent basis to poll colleaguesin distribution who face similar issues and experiences,and I really appreciate the many quality answers andgood ideas I receive. What I like most is that it givesme a quick read in real time on any topic or challengeand that helps me in my own decision making.

Warren Chaiken, President and COO, Almo Corporation

During the NAWWholesale DistributionManager’s Course every June, dozens of managers cometogether for one week of comprehensive studyon the business ofwholesale distribution.

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This was a great week of education. It was the mosteffective training I have ever received relating towholesale distribution.

David White, Sales and Marketing Manager, Tri West Ltd

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Coalitions: Using the Strength of Our Industry

NAW’s coalition activities are predicated on the principle of“strength in numbers,” perhaps the ultimate example of thevalue of networking. NAW is a leader in organizing and managing coalitions to address the wholesale distributionindustry’s public policy priorities in Washington, DC. NAW represents more than 40,000 companies with places of business in all 50 states and nearly all 435 congressional districts—an economic constituency that is large, diverse, and when fully and appropriately engaged, politically formidable. When wholesaler-distributors are allied throughNAW with like-minded organizations and their networks,our effectiveness is substantially strengthened.

A principal benefit of your NAW Direct Membership is the daily, intensive networking NAW conducts on yourbehalf with federal legislative and regulatory bodies inWashington, DC. By engaging the policy-making process,NAW connects the wholesale distribution industry with leading federal policy makers whose decisions impact theeveryday operations of wholesale distribution companies. To learn more, visit http://www.naw.org/govrelations.

Your Voice in Our Nation’s Capital

Through direct advocacy, leadership of and participation in coalitions, and grassroots advocacy, NAW supportslegislation that helps you manage your business as you see fit so your business can earn and retain profits. NAW opposes legislation that impedes those objectives. Similarly,NAW participates in rule makings advanced by executivebranch agencies to implement federal statutes, with the goalof securing the minimum degree of regulatory burden andcost to you and other wholesaler-distributors. In the last several years, NAW has participated in several lawsuits challenging regulatory actions that directly impact the workplace, extending our voice for the wholesale distributionindustry into the federal courts.

Direct Advocacy

NAW’s government relations department includes a team of advocates that carries the wholesale distribution industry’smessage to federal policy makers. The team’s mission is toeffectively convey the wholesale distribution industry’s viewsto Congress, the White House, and federal agencies.

The re-election of President Barack Obama and modestDemocrat gains in the U.S. Senate and U.S. House ofRepresentatives bred little change in the profile of the political branches of the federal government. Consequently,NAW’s approach to advocacy in the 113th Congress has andwill continue to reflect a fairly even balance between offenseand defense. Throughout 2014, NAW will continue to workto identify and take advantage of legislative opportunities tobenefit wholesaler-distributors that will become increasinglylimited as the 2014 mid-term elections approach. At the sametime, NAW will retain its focus on restraining the ability ofexecutive branch agencies to accomplish through regulationwhat has been and is, for the present at least, not achievablethrough legislation.

NAW Networks You WithGovernment and the Electoral Process

NAW has exceeded my expectations and is probablyone of the best values for the money that we’veinvested in a long time.

W. Grady Rosier, President and CEO, McLane Company Inc.


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NAW

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Grassroots Advocacy: ConstituentsBack Home Speak to Congress

Our wholesale distribution industry plays an enormous role in achieving favorable legislative results when we speak to individual Members of Congress through the voices of constituents and voters from “back home” in the Members’states and districts. NAW’s principal grassroots advocacy tool is the E-Alert Program. Through this program, NAW communicates with senior management of both NAWDirect Member Companies and Member Companies ofNAW-affiliated Member Associations that cosponsor theprogram. They, in turn, communicate with their U.S.Senators and U.S. Representatives on important issues thatmove through the legislative process. E-Alert, currentlycosponsored by 35 NAW Member Associations, enablesyou and other wholesaler-distributors to easily identifyappropriate federal legislators, conveniently craft a writtenadvocacy message to them, and deliver it quickly when it isneeded most.

NAW’s other signature member mobilization program isthe Washington Action Network (WAN), which catalogsthe personal relationships that exist between individual wholesaler-distributors and Members of both houses ofCongress. WAN enables the NAW government relationsteam to tap the industry’s top-level contacts withRepresentatives and Senators at the most critical points in legislative initiatives. Participation in WAN is also open to NAW Member Associations that opt to cosponsor theprogram. Today, 56 NAW Member Associations participate.

Policy Agenda: Serving Our Members’Interests

A divided legislative branch of government on Capitol Hillfeaturing a Republican majority in the U.S. House ofRepresentatives and the U.S. Senate controlled by theDemocrats produced little of substantive consequence in2013. Senate passage of the Marketplace Fairness Act, a billto empower the States to require remote sellers to collect andremit state sales taxes just as local brick-and-mortar sellersmust do, was a victory limited by the bill remaining stalled inthe House. More generally, other than the enactment of a“small ball” budget agreement negotiated by Rep. Paul Ryan(R-WI-1) and Sen. Patty Murray (D-WA), chairpersons ofthe House and Senate Budget Committees respectively, thelegislative cupboard of the 113th Congress’ First Session was fairly bare. The majority-forced change in the Senate’s filibuster rules applicable to most presidential nomineesserved to intensify partisan rancor in Congress’ upper chamber.

Health care continues to be a major contributor to the partisan angst that grips Capitol Hill. The botched roll-outof the Affordable Care Act (“ACA” or “Obama Care”) and delayed implementation of various ACA provisions engineered by the Obama Administration, including mostnotably the employer mandate (until 2015), has ratcheted up pressure on the political branches of government toconsider corrective legislative measures. At the same time,Congressional Republicans continue to press for completerepeal of the President’s signature legislative achievement.

Government (cont.)

I just used your E-Alert Program to contact myCongressman. It is a FANTASTIC tool for composing a concise, personalized, and meaningful message and getting it out quickly! Having the talking pointsside by side with the text of the message as I enteredit made it SO EASY! I will be responsive to doing thisin the future. Thanks!

J. Christopher Smith, President and COO,H.D. Smith Wholesale Drug Co.

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NAW’s political operation is vast and powerful, tackling issues from health care reform to taxes.

The Hill Newspaper

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Rulemaking and the RegulatoryAssault on Business

While the midterm elections in 2010 removed much of thethreat of enactment of anti-business legislation, the newly re-elected Obama Administration remains poised to pursue a regulatory agenda that will impact the ability of wholesaler-distributors to manage their businesses as they see fit.Hundreds of new and costly regulations are being promulgatedto implement the new health care reform law. NAW hasengaged the rulemaking process on several of these regulationssince the March 2010 enactment of Obama Care.

In addition, many of the agencies within the Department of Labor—notably the Occupational Safety and HealthAdministration, the Wage and Hour Division, and the Office of Federal Contract Compliance Programs—haveimplemented aggressive rulemaking programs that will affectevery “regulated entity” in the country.

Furthermore, the National Labor Relations Board (NLRB,which had seen its aggressive agenda stalled by multiple courtactions challenging the constitutional right of the Board to actwithout a legally seated quorum, now has properly confirmedmembers and a working pro-labor majority. Increased rule-making and case decisions are anticipated in the months aheadto advance policies that promote collective bargaining andunion membership; effectively a back-door enactment of theEmployee Free Choice Act through the regulatory process.

NAW has joined with our coalition partners in confrontingthese regulatory threats in every way open to us, from the filing of comments and amicus briefs with federal agencies, toengaging with allies on Capitol Hill in conducting oversightinvestigations of the regulatory agencies and thorough reviewsof agency funding. Most significantly, the Administration’soverreach has taken us into the federal courts where we havejoined coalition partners in challenging several labor rules andNLRB decisions. So far, those court actions have seen positiveresults: NLRB proposed rules to require employers to post a “Notice of Employee Rights” and to speed up union certification elections (“Ambush” election rule) have bothbeen struck down by the courts, and the Supreme Court willbe deciding a case in 2014 challenging the constitutionality of President Obama’s recess appointments to the NLRB.Significant other court actions remain in the pipeline, andmore are expected. We expect this regulatory effort—and our energetic response to it—to continue in 2014.

Political Action: Working to ElectPro-Business Leaders

Pro-business legislative victories, whether of an “offensive” or “defensive” nature, depend first and foremost on havingwomen and men in the U.S. Senate and U.S. House ofRepresentatives who will cast pro-business votes and lead onbusiness issues. NAW’s Wholesaler-Distributor PoliticalAction Committee (WDPAC) engages the political processand provides executives throughout the wholesale distributionindustry with an important avenue for political action onbehalf of business-friendly candidates for the Senate andHouse of Representatives.

WDPAC maintains both a Political Action Fund (PAF)and a Corporate Political Education Fund (PEF). The corporate contributions that PEF receives “pay the bills” andfund wholesaler-distributor voter registration and get-out-the-vote (“GOTV”) initiatives, enabling WDPAC to contributeto federal candidates every “hard dollar” of personal moneythat PAF raises.

PAF, which given its purpose may accept only personal money voluntarily contributed, will contribute to as manypro-business candidates for federal office in the 2014 nationalelections cycle as the provided resources will allow. While theelection results in 2012 were not good for business, WDPACremains committed to the election of pro-growth, pro-freeenterprise candidates in the 2014 elections, including anincrease in business-friendly candidates to the Senate and the maintenance and growth of a pro-business majority inthe House. Pro-business victories in the 2014 mid-term elections are critical to limiting what a lame-duck ObamaAdministration with a still-ambitious liberal agenda canachieve during the President’s final two years in office.


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NAW

…NAW’s rack of advocacy positions makes the groupa lobbying clearinghouse for Washington industrygroups and a key member of any pro-business coalition inside the Beltway…In recent years, thegroup has become a behind-the-scenes force in business policy debates and major legislation…

CEO Update

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There are many ways in which NAW performs the networking function for NAW Direct Members even withoutputting you face-to-face with other industry executives. OnlyNAW regularly connects you with the finest industry intelli-gence so you can benefit from the best thinking about wholesaledistribution and reach solutions to your day-to-day challenges.

NAW Institute for Distribution Excellence

The NAW Institute for Distribution Excellence provides a comprehensive library of research, expert knowledge, andcutting-edge solutions on strategic management topics forwholesaler-distributors that no other organization can replicate across all lines of trade. Each year the NAWInstitute produces publications in both print and electronicformats. To learn more, visit http://www.nawpubs.org.

2013 Releases

Facing the Forces of Change®:Reimagining Distribution in a Connected WorldBy Guy Blissetthttp://www.naw.org/ftf13

Facing the Forces of Change® is the only major research study analyzing the future of wholesale distribution withinmultiple lines of trade. Since its inception in 1982, the landmark Facing the Forces of Change® series continues toprovide insights about the overall future of wholesale distribution and the role of wholesaler-distributors.

This 10th edition highlights the fact that there is no shortageof “forces of change” that will impact distributors over thenext 3 to 5 years and transform the industry. There is also no shortage of opportunities for distributors to embrace andleverage these forces. Specifically, distributors must capitalizeon opportunities in e-commerce, mobility, and social networking; embrace the full potential of advanced analytics;and reimagine both their role in the value chain and thestructure and functions that comprise their organization.

Getting the Most Out of CRM: Best Practices for Wholesaler-DistributorsBy Mark Dancerhttp://www.naw.org/crm

By following the sage advice offered by CRM-experiencedwholesaler-distributors in this deeply researched study, youwill avoid common mistakes, overcome predictable challenges,

minimize frustration and disruption, and achieve more targeted benefits and faster business results. This study provides a soup-to-nuts planning framework, best practicesfrom leading distributors, and ready-to-implement manage-ment tools for engaging your leaders and salespeople.

Customer Relationship Management can help wholesaler-distributors because CRM fills a void. Automation tools are common in all other aspects of running a distributor’sbusiness, but they are sorely lacking in the sales organization.When aligned with an effective strategy and deployed withthorough planning, CRM will deliver data-driven businessresults. Increasingly, CRM is becoming necessary to stay competitive and improve profits. In the long run, CRM willbe instrumental for distributors to survive and thrive intoday’s economic environment.

Pricing Optimization: Striking the RightBalance for Margin AdvantageBy Pradip Krishnadevarajan, Senthil Gunasekaran,F. Barry Lawrence, Ph.D., and Brijesh Raohttp://www.naw.org/po

Forward-thinking wholesaler-distributors who strive forabove-average returns in the “New Normal” by leveragingpricing optimization best practices that are rooted in soundanalytics are reading this groundbreaking study. The time has come for distributors to address their concerns aboutshrinking margins by upping their game on pricing decisions.If distributors keep doing more with less, they’ll soon findthemselves doing everything with nothing! The issue of margin erosion will never end if distributors do not get creative—first with their pricing methods, and second withtheir value proposition. Issues involving pricing methods aremore critical to profitability and so should be tackled rightaway.

This comprehensive study will help you achieve the right pricing solution for your business. This study is jam-packedwith 9 best practices from actual wholesaler-distributors, 40action steps that your firm can implement immediately, and 73 examples from wholesaler-distributors across many lines of trade!

2014 Scheduled Releases• Best Sources for Successful Sales and Leadership Talent in Wholesale DistributionBy Sally Stevens, Chally Group Worldwide

• Innovation in Wholesale DistributionBy Dirk Beveridge, 4th Generation Systems

• Digital Channels in DistributionBy Mark Dancer, Channelvation, Inc.

NAW Networks You With Industry Intelligence

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Council for Research on Distributor Best Practices

The NAW Institute forDistribution Excellence andTexas A&M University areengaged in an alliance dedicatedto further the understanding and application of best practicesin wholesale distribution. This alliance created the Councilfor Research on Distributor Best Practices (CRDBP). Its mission is to create strategies for competitive advantage forwholesaler-distributors through development of research,tools, and education.

The CRDBP organizes and operates educational consortia on important business topics for interested wholesale distribution companies of all sizes and lines of trade. To learn more, visit http://www.naw.org/crdbp/about.php.

The 2014 consortium is titled, “Optimizing Human Capital Development.” To learn more, visithttp://www.naw.org/crdbp/human-capital-development.php.

NAW Partners with Chally Group Worldwide

NAW is partneringwith Chally GroupWorldwide to provide talent management tools for wholesaler-distributors.A global sales force potential and performance measurementfirm, Chally utilizes its industry-leading research, predictiveanalytics, and advisory services to ensure that you and otherwholesaler-distributors have the vital information you need to make critical talent management decisions related to election, development, alignment, and succession planning. Chally helps wholesaler-distributors identify the business-critical and predictive competencies, skills, and behaviors required for success in key sales and leadership roles. To learn more about Chally’s services, visithttp://www.naw.org/busservices/chally.php.

NAW SmartBrief

NAW SmartBrief is the wholesale distribution industry’sfree e-newsletter that more than 27,000 distribution executives depend on for the latest industry information and receive four times per week. Each issue contains links to full-length business strategic management and trends articles that are wholesale distribution specific. Sections cover Top Industry Story, Operations and Technology, Sales and Marketing, The Business Leader, Policy Watch, and an industry job board. To sign up, visithttp://www.smartbrief.com/naw.

Job Board: Advertise your company’s open positions inNAW SmartBrief: http://jobs.smartbrief.com/post/naw.

In my opinion, this 10th edition of Facing the Forces of Change is the best one so far. With insightfulcommentary and practical examples, it shows how technology is transforming our business environment and our customers’ expectations. Distribution leaders across all lines of trade canuse this report as a framework for making strategic decisions that will have a long-term impacton their relevance to their customers and the success of their companies. I highly recommend it.

Kathleen Mazzarella, Chairman, President, and CEO, Graybar Electric Co., Inc.


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NAW

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A strong showing of leaders from diverse wholesaledistribution lines of trade came together in January 2014 inWashington, DC, for the NAW Executive Summit. Many participants attend each year because it gives them the opportunity at the start of the new year to discuss industryissues with each other and with top leaders in business, government, and wholesale distribution.

The NAW 2015 Executive Summit will be held January 27–29, in Washington, DC. For a detailed agenda when it becomesavailable, visit http://www.naw.org/es15.

Here are highlights from the NAW 2014 Executive Summit.To see more photos and view the speakers’ presentations, visithttp://www.naw.org/es14.

NAW 2014 Executive Summit

In the first business session of the NAW ExecutiveSummit, author Guy Blissett (seated third from theleft) discussed “Innovating the Distributor ValueProposition” from NAW’s latest trends study, Facingthe Forces of Change®: Reimagining Distribution in a Connected World. Joining Guy were three distribution executives who talked about theircompanies’ successes in delivering value to theircustomers. They were (left to right) Dale Smith,Chairman and CEO of HD Smith Wholesale DrugCo.; George Vorwick, President and CEO of UnitedElectric Supply Co. Inc.; and Andrew Berlin, (standing) Chairman and CEO of Berlin Packaging.

During the NAW Wholesaler-Distributor Political ActionCommittee (WDPAC) reception anddinner, Haley Barbour (right), formertwo-term Governor of Mississippiand former Chairman of theRepublican National Committee,greeted attendees. He is shown here chatting with John Tracy, CEOof Dot Foods Inc., and a Member ofthe NAW Board of Directors.

Patrick L. Larmon, President andCEO of Bunzl Distribution USA,Inc., gave his Chairman's Address:“Reimagining Distribution'sValue Proposition,” culminatinghis year as NAW 2013 Chairmanof the Board.

Discussion Roundtables for wholesaler-distributorsand manufacturers are considered by many attendees to be a favorite part of the NAW Executive Summit program every year. Roundtablediscussions give participants ample time to shareideas with noncompetitors on key business issuesfacing wholesaler-distributors.


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NAW

In the second session focused on findings inNAW’s Facing the Forces of Change® trendsstudy, author Guy Blissett (standing far right),guided NAW Executive Summit attendeesthrough a discussion of the new role of marketing in wholesale distribution. Sharingthe stage with Guy and discussing the topicwere two distribution executives: PeterBingaman (left), Vice President of Marketingand Communications at MSC Industrial SupplyCo.; and Scott Withers, Chief InformationOfficer at C.H. Briggs Company.

Alan Beaulieu, NAW SeniorEconomic Advisor, andPresident of ITR Economics,delivered the NAW Economic Forecast for 2014–15, providing both a macro forecast for the U.S. economy and a more focused forecast for various parts of thewholesale distributionindustry.

Stuart Varney, (right) Host of “Varney & Company” onthe FOX Business Network, closed the NAW ExecutiveSummit with an analysis of what lies ahead for theeconomy. Following his talk, he greeted attendees and is seen here chatting with Joseph Nettemeyer, President and CEO of Valin Corporation, and a Member of the NAWBoard of Directors.

Jade West,NAW Senior Vice President ofGovernment Relations, handicapped the political and legislative prospects for the year and provided an update on workplace regulations in the pipeline.

Networking with peers who aren’t competitors during business sessions is oneof the best features of attending the NAW Executive Summit.

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NAW Service CorporationNAW networking also means connecting NAW DirectMembers with business services that reduce your operatingcosts. The NAW Service Corporation leverages the collectivepurchasing power of firms across the wholesale distributionindustry to find and offer high-quality business servicesdesigned to meet the specific needs of wholesaler-distributorsat very favorable prices. To learn more, visithttp://www.naw.org/busservices.

Voluntary Workplace BenefitsThe NAW/AFLAC (American FamilyLife Assurance Company) Programmakesproducts and services available to help you ifyour firm is struggling to control health benefit costs while continuing to offer your employees benefits, so you can continue to compete for and retain top talent.

By leveraging our large company base, NAW has secured a special benefits program through Aflac that offers manyemployer services at no direct cost to the employer and includesthe following voluntary products:

• Life Insurance—Term, Universal (UL), and Whole Life • Individual Short-Term Disability Insurance • Group Critical Illness Insurance • Accident Insurance.

The voluntary products are presented by a hand-picked benefitscounselor and come with Special Underwriting Features thatnormally are reserved for larger companies such as competitivepremium rates and more relaxed guarantee issue guidelines andparticipation requirements.

Financial Intelligence

Through the NAW/Cortera Program,you have access to the most accurateinformation about customers and business partners. Cortera provides the insights you need into your riskiest and most collectible accounts and lets youpinpoint areas of growth. Cortera PULSE, the flagship product, lets you see your entire customer portfolio throughdaily e-mail alerts.

It also shows you where there is growth within your existing customer base. Cortera PULSE provides a powerfulintelligence solution for wholesaler-distributors of all sizes.

Cash Management

Through the NAW/TransFirstPayment Solutions Program, you can gain access to a much-improvedpayment processing product called TransFirst SmartPay. It isa web-based payment solution that helps your firm processcredit cards and checks in person, on the web, or over thephone. In addition, it provides you with easy ways to begintaking eChecks; and to set up recurring payments, web payments, and e-mail invoicing.

Car Rental

Under the NAW/Hertz BusinessAccount Program, enrolled firms receivespecial, low NAW-negotiated rates. Inaddition, your company rental activity is tracked, and yourcompany will earn one Free Rental Day Certificate for every 15 days of qualifying rentals—in effect, earning an additional discount. And, Hertz is offering a one-year complimentary Hertz #1 Club Gold® membership for allemployees who travel using your company’s premier carrental service, a $50 annual value per membership. Periodicmailings from Hertz will provide you with special added benefits, such as one car class upgrades.

Freight and Air ShippingNAW understands the importance of keeping operating costs down, which is why we are pleasedto extend the NAW/UPS Savings Program toyou. This program is designed specifically to meet

your shipping needs and offer a savings solution that helpsincrease your bottom line.

This program offers more service options, superior ground-delivery coverage, more than 60,000 drop-off points, andovernight delivery by 10:30 a.m. to more zip codes than anyother carrier. You will enjoy the convenience of the samedrop-off location and the same driver for your air and groundpackages, so there is no need to separate your packages.

You will receive some of the most competitive rates availableon shipping services: up to 36% off UPS Air letters*, up to24% off UPS ground shipments, and 70%–84% off FreightLTL shipments over 150 lbs. Enrollment is easy and there areno fees or minimum shipping requirements. Plus, you canreceive these discounts even if you have an existing UPSaccount.

NAW Networks You With Business Services

Association For Manufacturing Technology (The) ...........AMTAmerican Supply Association....................................................ASAAmerican Veterinary Distributors Association ................AVDAAmerican Wholesale Marketers Association ..................AWMAAssociated Equipment Distributors........................................AEDAssociation for Hose & Accessories Distribution .......NAHADAssociation of Millwork Distributors ...................................AMDAssociation of Pool & Spa Professionals (The) ...................APSPAutomotive Aftermarket Industry Association..................AAIA

Bearing Specialists Association ..................................................BSABusiness Solutions Association...............................................BSOL

Ceramic Tile Distributors Association ..............................CTDACommercial Vehicle Solutions Network ............................CVSNCopper & Brass Servicenter Association .............................CBSA

Door & Hardware Institute ......................................................DHI

Education Market Association..................................EDMARKETEnergy Equipment & Infrastructure Alliance........................EEIAEquipment Marketing & Distribution Association ........EMDA

Fertilizer Institute (The)..............................................................TFIFood Industry Suppliers Association ......................................FISAFood Marketing Institute ...........................................................FMIFoodservice Equipment Distributors Association ............FEDAFPDA Motion & Control Network (The).........................FPDA

Gases and Welding Distributors Association ..............GAWDA

Health Industry Distributors Association ..........................HIDAHealthcare Distribution Management Association.......HDMAHeating, Air-conditioning & Refrigeration Distributors International .................................................HARDI

Independent Distributor Association......................................IDAIndustrial Supply Association .....................................................ISAInternational Association of Plastics Distribution.............IAPDInternational Foodservice Distributors Association..........IFDAInternational Sanitary Supply Association ............................ISSAIrrigation Association (The)..........................................................IA

Material Handling Equipment Distributors Association .........................................................................MHEDAMetals Service Center Institute..............................................MSCIMotorcycle Industry Council ...................................................MIC

National Association of Chemical Distributors ..........NCHEMNational Association of Container Distributors ............NACDNational Association of Electrical Distributors................NAEDNational Association of Flour Distributors, Inc...............NAFDNational Association of Sign Supply Distributors .........NASSDNational Association of Sporting GoodsWholesalers.........................................................................NASGW

National Beer Wholesalers Association ............................NBWANational Fastener Distributors Association ......................NFDANational Grocers Association..................................................NGANational Insulation Association ...............................................NIANational Marine Distributors Association ......................NMDANational Wood Flooring Association................................NWFANorth American Association of Floor Covering Distributors .........................................................................NAFCDNorth American Association of Utility Distributors ........................................................................NAAUDNorth American Building Material Distribution Association..........................................................................NBMDANorth American Wholesale Lumber Association, Inc..................................................................NAWLANPES The Association for Suppliers of Printing, Publishing & Converting Technologies ............................NPES

NPTA Alliance. ........................................................................NPTA

Outdoor Power Equipment & Engine Service Association Inc...................................................................OPEESA

Pet Industry Distributors Association ..................................PIDAPetroleum Equipment Institute..................................................PEIPower Transmission Distributors Association, Inc..........PTDAProfessional Beauty Association................................................PBA

Retail Packaging Association ....................................................RPA

Secondary Materials and Recycled Textiles Association ...........................................................................SMARTSecurity Hardware Distributors Association.....................SHDA

Textile Care Allied Trades Association...........................TCATA

United Producers, Formulators & Distributors Association............................................................................UPFDA

Water and Sewer Distributors of America.....................WASDAWholesale Florist & Florist Supplier Association ......WF&FSAWine & Spirits Wholesalers of America, Inc...................WSWAWoodworking Machinery Industry Association .............WMIA

NAW Member National Associations


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The NAW Association Executives Council meetings aremy primary professional development tool as an association CEO because the content is distributiontrade association specific and what I learn from the bestassociation executives in distribution is invaluable.

Talbot Gee,Heating, Air-conditioning & Refrigeration Distributors International

(HARDI)

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Associated Beer Distributors of Illinois................................ABDIAssociation of Ingersoll-Rand Distributors ........................AIRDAscdiNatd ..................................................................ASCDINATD

Canadian Association for Pharmacy DistributionManagement ......................................................................CAPDMCanadian Institute of Plumbing & Heating ......................CIPH

Electro-Federation Canada, Inc. ..............................................EFC

Heating, Refrigeration and Air ConditioningInstitute of Canada ................................................................HRAI

Maryland Association of Wholesaler-Distributors, Inc. ..............................................MAWMidwest Distributors Association ........................................MDAMississippi Malt Beverage Association ..............................MMBA

National Convenience Stores Distributors Association ..........................................................................NACDANew York State Beer Wholesalers Association ............NYSBWNorth Central Wholesalers Association ..........................NCWA

Ohio Association of Wholesaler-Distributors ................OAWD

Pacific Southwest Distributors Association ........................PSDAPacific-West Fastener Association ......................................PWFA

Southern Wholesalers Association ........................................SWA

Western Suppliers Association ................................................WSAWholesale Beer Distributors of Texas ..............................WBDTWholesale Beer & Wine Association of Ohio ............WBWAOWholesalers Association of the Northeast........................WANE

Revenue Total: $6,781,000

NAW: $5,700,000 Includes dues, publications, seminars, annual meeting, coalitions

NAW/SC: $699,000 Includes health and business insurance, car rental, freight and air shipping, cash management, other programs

WDPAC: $274,000 Includes Political Action Fund, Corporate Political Education Fund

NAW Institute for Distribution Excellence: $108,000 Includes contributions, publications royalties

Expenses Total: $6,781,000

NAW: $5,258,000 Includes publications, seminars, annual meeting, operations, provision for reserves and government relations

NAW/SC: $1,146,000 Includes health and business insurance, car rental, freight and air shipping, cash management, other programs

WDPAC: $234,000 Includes candidate contributions, operations

NAW Institute for Distribution Excellence: $143,000 Includes project grants, operations

Robert Taylor, 2013 NAW Treasurer

NAW Member Associate Associations

Sharing discussions and gaining insights from other association executives are key reasons NAW Association Executives Council(AECs) leaders come together for the AEC Winter and Summer Meetings each year. In the left photo (clockwise from upper left) are Patricia Lilly, representing the Security Hardware Distributors Association, The FPDA Motion & Control Network, and the Wholesale Florist & Florist Supplier Association; Ralph Suppa of the Canadian Institute of Plumbing & Heating; Rick McCartenof the Electro-Federation Canada Inc.; and Kathy Van Kleeck of the Motorcycle Industry Council. In the next photo right to leftare Joe Thompson of The Association for Hose & Accessories Distribution and Tim Buche of the Motorcycle Industry Council.

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Treasurer’s Report: December 1, 2012 – November 30, 2013

ChairmanJames K. Risk IIIKirby Risk Corporation

Andre B. LacyLDI, Ltd.

William A. ParsleyCarswell Distributing Company

W. Grady RosierMcLane Company Inc.

Robert TaylorDo it Best Corp.

2014 NAW Board of DirectorsChairman of the BoardDan M. BlaylockAdams-Burch, Inc.

Chairman-ElectManuel Perez de la MesaPOOLCORP

First Vice ChairmanRichard W. SchwartzWinWholesale Inc.

Second Vice ChairmanJohn TracyDot Foods Inc.

Immediate Past Chairman of the BoardPatrick L. LarmonBunzl Distribution USA, Inc.

SecretaryJoseph NettemeyerValin Corporation

Chairman, Subcommittee on Budget and Finance, and TreasurerMark W. Kramer Laird Plastics, Inc.

Chairman of the AECChris L. JahnThe Fertilizer Institute

Chairman-Elect of the AECNancy CueroniNational Marine DistributorsAssociationOutdoor Power Equipment &Engine Service Association

Past Chairman of the AECTim BucheMotorcycle Industry Council

Raymon A. YorkEwing Irrigation Products

• • •Secretary and Executive DirectorJade West National Association of Wholesaler-Distributors

TreasurerDirk Van Dongen National Association of Wholesaler-Distributors

2014 Wholesaler-Distributor Political Action CommitteeBoard of Directors and Officers

Chairman of the BoardJoseph NettemeyerValin Corporation

Vice ChairmanPatricia A. LillySecurity Hardware Distributors AssociationThe FPDA Motion & Control NetworkWholesale Florist & Florist SupplierAssociation

Ron E. CalhounThe Palmer-Donavin Mfg. Co.

Talbot GeeHeating, Air-conditioning & RefrigerationDistributors International

Deborah HamlinIrrigation Association

Kevin KampeWomack Machine Supply Co.

Kathleen MazzarellaGraybar Electric Co., Inc.

Michael MedartMedart Marine

Thomas NaberNational Association of Electrical Distributors

William A. ParsleyCarswell Distributing Company

George PatteeParksite Inc.

Matthew RowanHealth Industry Distributors Association

Larry J. StoddardRelaDyne

Ralph SuppaCanadian Institute of Plumbing & Heating

Douglas W. YorkEwing Irrigation Products

Bruce ZwickerJJ Haines & Co. Inc.

• • •Executive DirectorRon SchreibmanNational Association of Wholesaler-Distributors

President and TreasurerDirk Van DongenNational Association of Wholesaler-Distributors

Secretary George KeeleyKeeley, Kuenn & Reid

2014 NAW Institute for Distribution Excellence Board of Directors and Officers

NAW Leadership


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NAW

About NAW

The NationalAssociation of

Wholesaler-Distributorsis composed of

direct member companiesand a federation of

international, national,regional, state,

and local associationsand their membercompanies, whichcollectively totalmore than 40,000

companies.

In addition to itsgovernment relationsprogram, NAW’s scope

encompasses theactivities of the

Wholesaler-DistributorPolitical ActionCommittee,the NAW

Institute forDistribution Excellence,

and theNAW ServiceCorporation.

Jim AndersonVice President–Government Relations, NAWPolitical Director, [email protected]

Katina BealeReceptionist, [email protected]

Sasha BeckfordComputer Operations Assistant, [email protected]

Tamela BlalockDirector–Members Services, [email protected]

Beth Rivera CruzVice President/Controller, [email protected]

Joy GoldmanVice President–Administrative Services, NAWManager–Government Relations, NAWManager–Internal Operations, [email protected]

Susan HodgeManager–Computer Operations, [email protected]

Adam IsenbergDirector–Corporate Relations, [email protected]

Shawntay JeffriesAdministrative Assistant–Membership Administration, [email protected]

David MikulkaManager–Mailroom Operations/Printing Services, [email protected]

Tara MostatabCommunications Assistant, [email protected]

Thuy NguyenSenior Accountant, [email protected]

Wendy PasleyOffice Assistant, [email protected]

John PeterSenior Vice President–Corporate Relations, [email protected]

Ron SchreibmanSenior Vice President–Strategic Direction, NAWExecutive Director, NAW Institutefor Distribution [email protected]

Anthony SimoneVice President/General Manager, [email protected]

Ruth StadiusDirector–Communications, [email protected]

Mary Ann ThompsonSenior Accountant, [email protected]

Dirk Van DongenPresident, NAW President/Treasurer, NAW Institute for Distribution ExcellencePresident, NAWSC Treasurer, WDPAC [email protected]

Jade WestSenior Vice President–GovernmentRelations, NAWExecutive Director, [email protected]

1325 G Street NW, Suite 1000Washington, DC 20005-3134Tel: 202-872-0885Fax: 202-785-0586E-mail: [email protected]: www.naw.org

NAW Staff

Documents

NAW 2013 Annual Report