Jeff McLendon

What does it take to get an executive to back a new idea? How do leaders decide whether a new tool, campaign or customer program is working? Distribution businesses typically operate on 3-5% profit margins, so every investment has to earn its place.

The National Association of Wholesaler-Distributors (NAW) brings distribution leaders together year-round to learn from one another. In this session, NAW President and CEO Eric Hoplin talks with leaders of three NAW member companies in specialty building products, facility care and foodservice packaging, and industrial automation and MRO.

Panelists will share where distribution is headed, how customer buying habits are changing and what they need to see before they invest. The session is built for everyone who helps develop, market, sell and support what customers buy. Attendees will leave with an executive's view of the industry and practical ways to make a stronger case to senior leadership. The session closes with audience Q&A.

Learning Objectives:

• Assess how changing customer buying habits and digital investment are reshaping three sectors of distribution

• Understand how executives evaluate new investments and judge whether they're working

• Apply practical ways to make a stronger case to senior leadership in a low-margin business

• Recognize how peer networks and industry engagement help leaders grow