NAWrepresents

the $4.9 trillion

dollarwholesale

distributionindustry

NAW Is Your:

Strong Voicein Washington

Portal for UniquePeer Networkingand Benchmarking

Critical Source forLeading Research,Trends, andBest Practices

Access to EssentialBusiness Services

2012 Annual Report

Contents

1 Leadership Message2 State of the Wholesale

Distribution Industry 4 NAW Networks You With

Your Peers, Not Your Competitors

7 NAW Networks You With Government and theElectoral Process

10 NAW Networks You With Industry Intelligence

12 NAW Networks You With Business Services

14 NAW 2013 Executive Summit

15 NAW Member National Associations

16 NAW Member Associate Associations

16 Treasurer’s Report17 NAW Leadership18 NAW Staff

National Association of Wholesaler-Distributors

To advocate its members’ interests on national publicpolicy issues that affect the entire wholesale distributionindustry. NAW assists merchant wholesaler-distributorsto be the most efficient channel for bringing goods tomarket through benchmarking, strategic managementinformation, networking, and high-level conferences.NAW serves as a mechanism, through its AssociationExecutives Council, for the sharing of ideas, programs,and skills among the organization’s member nationalassociations.

Wholesaler-Distributor Political Action Committee

To advance the election of pro-business candidates to federal office. NAW’s Wholesaler-Distributor PoliticalAction Committee seeks to mobilize the involvement ofwholesaler-distributors in the federal electoral processthrough financial contributions and political educationactivities, including candidate endorsements and get-out-the-vote programs.

NAW Institute for DistributionExcellence

To sponsor and disseminate research into strategic management issues affecting the wholesale distributionindustry. The NAW Institute for Distribution Excellenceaims to help merchant wholesaler-distributors remainthe most effective and efficient channel in distribution.

NAW Service Corporation

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

tel: 202-872-0885 • fax: 202-785-0586 • e-mail: naw@naw.org • web: www.naw.org

Our Mission Statementst

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NAW 2012 Annual Report[1]

MMost will agree that 2012 was another year ofmajor economic uncertainty. Fortunately, ourwholesale distribution industry saw growth in2012. In his “State of the Wholesale DistributionIndustry” commentary on pages 2 and 3, NAWSenior Economic Advisor Alan Beaulieu reportsthat in 2012 total Wholesale Trade was up 5.8%from the year-ago level for total sales of $4.9 trillion. Durable Goods posted a 6.6% increase,while Nondurable Goods showed a 5.1% increase.And, employment increased 1.8% in 2012 to 5.7 million workers. Alan forecasts that NAWmembers can expect another growth year in 2013.

As this year’s Annual Report cover portrays, ifyour company is an NAW Direct Member, youcan be assured that as the economy continues toslowly recover, NAW will remain in your corner,assisting wholesaler-distributors to continue tobe the most efficient channel in the supply chain.

Membership in NAW provides real value to yourbusiness in so many ways every day. To serveyour business and other NAW member companies, NAW• advocates your interests before the government

• convenes high-level roundtables and conferences where you and your peers acrossthe industry can roll up your sleeves and candidly discuss the business challenges that keep you up at night

• provides groundbreaking, distribution-specificresearch 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 the12months past. But more important, it is full ofideas and promise for the remainder of 2013.

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

Our objective is to provide a clear explanation ofthe ways in which NAW can assist your companyto take advantage of the opportunities beforeyou, and you can reap the full benefits of NAWDirect Membership. Visit http://www.naw.orgoften to learn more.

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

Mark. W. Kramer,President andCEO of LairdPlastics, Inc., (left) served asNAW 2012Chairman of theBoard; Patrick L.Larmon, Presidentand CEO of BunzlDistribution USA,Inc., (seated)is NAW 2013Chairman of theBoard; and Dirk Van Dongenis NAW President.

Leadership Message

Patrick L. LarmonNAW 2013 Chairman

of the Board

Dirk Van DongenNAW President

Mark W. KramerNAW 2012 Chairman

of the Board

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2OPINION • State of the t

2012 was one of the more uncertain years inrecent memory. Government budget debates, thelegal battles on the Patient Protection andAffordable Care Act (aka Obama Care), nationalelections, and the fiscal cliff all made long-termand short-term planning difficult. Despite thisuncertainty, wholesaler-distributors who regularlyfollow ITR Economics and our business cycle theory knew to expect 2012 to be a growth year,and that is exactly what it was. Figure 1 comparesactual results to our forecasts.

Wholesaler-Distributors in 2012

Total Wholesale Trade is up 5.8% from the year-ago level at the time of publication with sales forthe last 12 months reaching $4.9 trillion. Gainsoccurred in most of the wholesale distributionlines of trade; Sporting Goods & Toys and FarmProduct Raw Materials were the exceptions.Durable Goods ended up 6.6% year-over-year andNondurable Goods finished the year 5.1% above2011. The year was not without challenges, but itwas a profitable year for adequately preparedwholesaler-distributors.

Employment gains were an integral part of theongoing growth in the U.S. economy. Our industrydid its part to ensure the health and well-being ofthe United States. Wholesale Trade Employmentaveraged 5.7 million workers in 2012, a gain of1.8% from 2011. Private sector employmentthroughout the United States increased 1.8% from2011 to 2012.

The gains in Wholesale Trade are good for theentire nation. As shown in Figure 2, WholesaleTrade itself accounts for about 5.6% of U.S. GDPand is an integral part of other larger sectors of the economy—retail trade and manufacturing.

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The United States in 2013

The evidence of a growing economy is straight-forward. The consumer is spending money, andon the business-to-business front, New Ordersfor Durable Goods over the last three monthshave picked back up to above year-earlier levels.Housing and autos are good examples of theconsumer impetus. Housing Starts ended theyear 28.1% higher than the year before. We areprojecting an 8.9% year-over-year gain in this key industry in 2013. This is great news, and it isconsistent with the ongoing solid performanceevident in the Light Vehicle Retail Sales trend for 2012, which came in 13.4% higher than theprevious year. Additional gains for 2013 areexpected here as well (3.3% for the year) with the first half of the year coming in stronger thanthe second half.

Perusing the leading indicators reveals that many of these forward lookers are faltering intheir ascent. One of the most forward-lookingindicators, Corporate Bond Prices (Figure 3), isexhibiting 3/12 rate-of-change decline off aSeptember 2012 high, and there is accompanying3MMA descent. The ITR Leading Indicator hastentatively established an October 2012 peak.The trend input from the S&P 500 is ambiguous.The U.S. Leading Indicator’s monthly year-over-year comparison has also begun to edge downward. The parade of upside-leading indicator news in 2012 is turning into a warningklaxon for the second half of 2013 and into 2014.Our concern for 2014 is supported by the onset

t

This article is written by Alan Beaulieu, President of ITR Economics,and Jon Murphy, an Economist at ITR Economics. Alan serves as anNAW Senior Economic Advisor.

NAW 2012 Annual Report

Wholesale Distribution Industry

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

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of deterioration in some of the leading indicatorsas well as changes to government tax and spending policies. The U.S. Congress’ solution to the spending problem was to raise taxes.Raising taxes has the consequence of slowingthe rising trend in Total After-Tax Income,which means there is less to spend on just aboutanything and everything. Wholesaler-distributorswho are closest to the retail consumer will experience a slowdown as consumers have lessafter-tax income. When you couple the highertaxes with higher energy costs and mild inflation-ary pressures on basic goods, you have the makings of a mild consumer-led downturn in the economy later this year.

No doubt the federal spending cuts slated tobegin in 2014 will be headline news as we gothrough the latter half of 2013. Layer in thepotential for having to come off our addiction to stimulative monetary policy (QE3 ending), andit is easy to see that business uncertainty will beramping up later this year. This uncertainty willmanifest itself in a slowdown in business-to-business activity.

Wholesaler-distributors can look forward toanother growth year in 2013. Why not use thenext three to four quarters of growth to plan for2014? Evaluate product lines for profitability,explore counter-cyclical industries to expandinto, and consider saving cash to help managethe leaner times. Both 2013 and 2014 will alsoprovide aggressive firms with the time to implement efficiency gains in advance of the mild downturn in 2014. A mild downturn meansa manageable downturn.

Forecast Forecast Actual DeviationDate from

Forecast

GDP Dec 2011 $13.593 $13.566 -0.2%

United States May 2010 98.0 (12MMA) 97.2 -0.8%Industrial Prod.

European Union Dec 2011 100.4 (12MMA) 98.9 -1.5%Industrial Prod.

Canada April 2012 96.7 96.4 -0.3%Industrial Prod.

Retail Sales June 2010 $2.186 Trillion $2.140 -2.1%

Housing June 2012 743 Th Units 772 +3.9%

Employment March 2010 143.9 Million 142.5 -1.0%

CPI March 2012 2.8% 2.1%

Actual 2012 Results to Key Forecasts

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%

Corporate Bond Prices

Figure 1

Figure 2

Figure 3

APeer Groups Like None Other

As a federation of associations representingall lines of trade in the wholesale distributionindustry, NAW is uniquely positioned to be theonly portal for wide access to and exchange ofvaluable information and services among noncompeting peers within its membership. What makes NAW so different from all otherassociations is that our dynamic programs areindividually designed to promote networking and benchmarking for you and your peers acrossthe entire industry.

NAW has created a number of “peer groups likenone other” that offer you and other wholesaledistribution executives endless opportunities tomeet with and learn from your noncompetingpeers. Through exchanging ideas with peers in other lines of trade, you can grow your business and gain a competitive advantage in your industry segment. To learn more, visithttp://www.naw.org/memberbenefits/mindex.php.

High Marks for Networking at NAW Events

NAW Direct Members consistently rate “networking” and valuable “information sharing” within small groups as two of the most important benefits of NAW membership. To be of highest value to participants, NAW roundtablesare targeted toward specific sizesof companies and by executive responsibilities within a company.

Our Large Company and Billion Dollar CompanyRoundtables focus on these firms becausetheir collective success provides beneficialresults for all-sized businesses in the wholesaledistribution industry. NAW Direct Members consider benchmarking and networking withnoncompetitors from other lines of trade asstrategic tools to improve efficiency and effectiveness in operational practices. You andyour peers rely on NAW events for practical,industry-wide knowledge and information fromexperts in wholesale distribution.

Making the Most of YourValuable and Limited Time

The one thing wholesale distribution executiveshave least of is “time.” NAW events are short butinformation packed so the time commitment isminimal. There is enough time built in at NAWevents for both learning experiences and network-ing in an intimate setting that offers a candidatmosphere for information exchange. Our LargeCompany and Billion Dollar Company Roundtablesare held at the Hilton O’Hare in Chicago, whichallows for quick in-and-out access for participants.The NAW Executive Summit, which is open to allNAW members, is held annually at the end ofJanuary in Washington, DC.

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Distribution executives from different lines oftrade come together at NAW Executive Summitsand Billion Dollar Company and Large CompanyRoundtables to discuss and share challenges,solutions, and insights that are familiar to allwholesaler-distributors.

NAW Large CompanyEmphasis Program

The NAW Large Company Emphasis Program for NAW member companies with sales of $100 million to $1 billion continues to attractwholesale distribution executives looking to augment networking opportunities beyond theirtraditional industry segment.

The NAW Large Company CEO/COO Roundtable(open to the Chairman, President, CEO, COO, andExecutive Vice President) is the primary event.The Large Company Community has a vestedinterest in the roundtable’s content becausemeeting topics are based on survey responsesfrom that Community. As a result, group members are engaged and interactive in thisinformative roundtable.

In 2012 NAW expanded programming for ourLarge Company Community by adding two newroundtables:

• Large Company CFO Roundtable• Large Company Operations Roundtable

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

NAW Billion Dollar Company C-Suite Roundtables

In 2012 NAW held six daylong networking roundtablesfor our largest member companies to address the special issues they face as Billion Dollar Companies.Participation in the roundtables is limited to the seniorexecutive 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 Member Companies arerepresented at these roundtables. Executives tell usthese roundtables are “burned into their calendars”because of their importance. To learn more aboutthe Billion Dollar Company C-Suite Roundtables,visit http://www.naw.org/events.

Your Peers, Not Your Competitors

NAW 2012 Annual Report[5]

Billion dollar company executives talk about challenges and strategiesthey tackle in their own companies in a noncompeting environment duringNAW Executive Summits and Billion Dollar Company and Large CompanyRoundtables. Pictured here left to right are: Michael Flink, President–ADIAmericas, ADI; and John Tracy, CEO of Dot Foods Inc., and Secretary onthe NAW 2013 Board of Directors.

“I always look forward to NAW’s Large CompanyCEO/COO Roundtable. I have never found anotherforum like this one where distribution industryleaders come together to discuss the challengesthey face and the successes they have experienced.Being able to openly communicate with leaders ofother companies who are dealing with similarissues is invaluable both for finding new ideas andsetting our agenda.”

Ben Samuels, CEOVictory Packaging

“NAW is one of the best values for money that McLaneCompany has invested in.”

W. Grady Rosier, President and CEOMcLane Company Inc.

“AskNAW”®

NAW Direct Members can get answers to their uniquequestions or glean feedback about issues that affecttheir mission-critical projects using “AskNAW”®, arobust desktop resource. You may direct your questions to specific types of firms. NAW keeps alluser information strictly confidential.

NAW Direct Members who use “AskNAW”® tell us it is one of their most valuable “need-to-know” tools forgetting comparison data and real-time informationbeyond their traditional lines of trade. To learn more,visit http://www.naw.org/asknaw.

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

• Does your company encourage or discourage theuse of social media by employees for marketingpurposes? Do you limit access to social media inanyway? Do you have a formal policy that you arewilling to share?

• In your IT system, what costs do you show yoursellers (inside and outside)? Do you only showproduct cost—average or replacement? Or do youshow cost plus (product cost + inbound freight +direct logistics cost)?

• With more and more documents (especially e-mail)being created electronically, how does your organization handle retaining all that information?Does your company have a specific policy regard-ing e-mail and how often e-mails are deleted andwhich types of e-mail may be saved?

NAW Wholesale DistributionManager’s Course

The NAW Wholesale Distribution Manager’s Courseat The Ohio State University is NAW’s premier educa-tional event. It brings together personnel from leadingdistribution companies across lines of trade for aweek of intensive learning and networking in allmajor functional areas of the distribution business,including sales, marketing, finance, human resources,operations, and supply chain management.

For one week in June dozens of mid-level and seniordistribution managers—from companies under $5 million in sales to more than $1 billion in sales—network with and learn from a teaching faculty whohave deep experience in wholesale distribution andfrom other wholesaler-distributors who face similarbusiness challenges and marketplace realities intoday’s economy.

By the end of the week, the managers are groundedin the basics of wholesale distribution, have devel-oped new ideas for improving the performance andprofitability of their companies, and have sharpenedtheir personal performance, too. To learn more, visithttp://www.naw.org/wdmc13.

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“The NAW Wholesale Distribution Manager’sCourse is first class in every measure. The conceptsand strategies presented will help us focus onwhere to increase performance and, most of all,profitability.”

Eric Lysle, Project ManagerValin Corporation

“I use ‘AskNAW’ on a frequent basis to poll colleagues in distribution who face similar issuesand experiences, and I really appreciate the manyquality answers and good ideas I receive. What Ilike most is that it gives me a quick read in real timeon any topic or challenge and that helps me in myown 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.

A Consequently, NAW’sapproach to advocacyin the first session ofthe newly elected113th Congress is likely to reflect thebalance betweenoffense and defensethat was the case inthe 112th Congress.

Put another way, NAW’s overarching objective for 2013 isto identify and take advantage of legislative opportunitiesto benefit wholesaler-distributors that are presented in a more business-friendly environment on Capitol Hillthan was the case in the opening days of the first ObamaAdministration. At the same time, NAW’s focus remainsfixed on restraining the ability of executive branch agencies to accomplish through regulation what hasbeen and is, for the present at least, not achievablethrough legislation.

Coalitions: Using the Strength of Our Industry

NAW’s coalition activities are predicated on the principleof “strength in numbers,” perhaps the ultimate exampleof the value of networking. NAW is a leader in organizingand managing coalitions to address the wholesale distribution industry’s public policy priorities inWashington, DC. NAW represents more than 40,000companies with places of business in all 50 states andnearly all 435 congressional districts—an economic constituency that is large, diverse, and when fully andappropriately engaged, politically formidable. Whenwholesaler-distributors are allied through NAW with like-minded organizations and their networks, our effectiveness is substantially strengthened.

A principal benefit of your NAW membershipis the daily, intensive networking NAW conductson your behalf with federal legislative and regulatory bodies in Washington, DC. By engagingthe policy-making process, NAW connects thewholesale distribution industry with leading federal policy makers whose decisions impact the everyday operations of wholesale distributioncompanies. To learn more, visithttp://www.naw.org/govrelations.

Your Voice in Our Nation’sCapital

Through direct advocacy, leadership of and par-ticipation in coalitions, and grassroots advocacy,NAW supports legislation that helps you manageyour business as you see fit so your business canearn and retain profits. NAW opposes legislationthat impedes those objectives. Similarly, NAWparticipates in rule makings promulgated byexecutive branch agencies to implement federalstatutes, with the goal of securing the minimumdegree of regulatory burden and cost to you andother wholesaler-distributors. In the last severalyears, NAW has participated in several lawsuitschallenging regulatory actions that directlyimpact the workplace, extending our voice forthe wholesale distribution industry into the federal courts.

Direct Advocacy

NAW’s government relations department includesa team of advocates that carries the wholesaledistribution industry’s message to federal policymakers. The team’s mission is to effectively convey the wholesale distribution industry’sviews to Congress, the White House, and federalagencies.

The 2012 national elections resulted in the re-election of President Barack Obama and modest Democrat gains in the U.S. Senate (twoseats) and U.S. House of Representatives (eightseats). Thus, there was little change in the profileof the political branches of the federal government.

NAW Networks You WithGovernment and the Electoral Process

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NAW 2012 Annual Report[7]

“…NAW’s rack of advocacy positions makes the groupa lobbying clearinghouse for Washington industrygroups and a key member of any pro-business coalitioninside the Beltway…In recent years, the group hasbecome a behind-the-scenes force in business policydebates and major legislation…”

CEO Update

Grassroots Advocacy:Constituents Back Home Speak to Congress

Our wholesale distribution industry plays an enormousrole in achieving favorable legislative results when we speak to individual Members of Congress throughthe voices of constituents and voters from “backhome” in the Members’ states and districts. NAW’sprinciple grassroots advocacy tool is the E-AlertProgram. Through this program, NAW communicateswith senior management of both Direct MemberCompanies and Member Companies of NAW-affiliatedMember Associations that cosponsor the program.They, in turn, communicate with their U.S. Senatorsand U.S. Representatives on important issues thatmove through the legislative process. E-Alert, currentlycosponsored by 36 Member Associations, enables youand other wholesaler-distributors to easily identifyappropriate federal legislators, conveniently craft awritten advocacy message to them, and deliver itquickly when it is needed most.

NAW’s signature “grasstops” program is theWashington Action Network (WAN), which catalogs the personal relationships that exist betweenindividual wholesaler-distributors and Members ofboth houses of Congress. WAN enables the NAW government relations team to tap the industry’s top-level contacts with Representatives and Senators at the most critical points in legislative initiatives.Participation in WAN is also open to NAW MemberAssociations that opt to cosponsor the program. Today, 58 member associations participate.

Policy Agenda: Serving OurMembers’ Interests

A divided legislative branch of government on CapitolHill featuring a Republican majority in the U.S. Houseof Representatives and the U.S. Senate controlled by the Democrats produced little of substantive consequence. In fact, the 112th Congress as a wholewas among the least productive in Congress’ modernhistory. According to The Washington Times, “Togetherthe House and Senate enacted the fewest laws, considered the fewest bills, and conducted the fewest

negotiations between them…” The polarization ofthe Congress along partisan lines was on full displaythroughout 2012, an election year in which thePresidency, 33 Senate seats, and all 435 House seatswere “up for grabs.” And it wasn’t until the 11thhour of a post-election “lame duck” session of the112th Congress that lawmakers were able to agreeupon and enact legislation to prevent the nationfrom going over the “fiscal cliff.” Among otherthings, H.R. 8, American Taxpayer Relief Act of 2012,made permanent the Bush-era marginal income taxrate reductions for individuals with incomes below$400,000 ($450,000 for married taxpayers filingjointly), permanently “patched” the alternative minimum tax to prevent its reach to millions ofmiddle-income taxpayers, and finally made theestate tax rate and exemption permanent.

For wholesaler-distributors, and the business/employer community more broadly, the lack of legislative action in 2012 was both good news and bad. First, two highlights of the former: LIFOaccounting remains available for those businesseswishing to use it; and organized labor’s legislativeagenda, most notably the Employee Free Choice Act(more popularly known as “card check”), remainsstalled.

On the not-so-good news side: The legislative effortto repeal the Patient Protection and Affordable CareAct (“Obama Care”) stalled in the Senate, and effortsto repeal significant components of Obama Care,including the employer mandate and the hiddenhealth insurance tax, also came up short. Onenotable exception: Repeal of the Community LivingAssistance Service and Supports Act (“CLASS Act”)was included in the previously referenced “fiscalcliff” bill.

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“I just used your E-Alert Program to contact myCongressman. It is a FANTASTIC tool for composing a concise, personalized, and meaningful message andgetting it out quickly! Having the talking points side byside with the text of the message as I entered it made itSO EASY! I will be responsive to doing this in thefuture. Thanks!”

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

Rulemaking and the RegulatoryAssault on Business

While the midterm elections in 2010 removed muchof the threat of enactment of anti-business legisla-tion, the newly re-elected Obama Administrationremains poised to pursue a regulatory agenda thatwill impact the ability of wholesaler-distributors tomanage their businesses as they see fit. Hundredsof new and costly regulations are being promulgatedto implement the new health care reform law. NAWhas engaged the rulemaking process on several ofthese regulations since the March 2010 enactmentof Obama Care. The two most consequential ofthese regulations currently pending are a proposedrule by the Department of Health and HumanServices to define “essential health benefits”; and a proposed rule out of the Internal Revenue Serviceimplementing the employer mandate.

In addition, many of the agencies within theDepartment of Labor—notably the OccupationalSafety and Health Administration, the Wage andHour Division, and the Office of Federal ContractCompliance Programs—have implemented aggres-sive rulemaking programs that will affect every“regulated entity” in the country. Furthermore, theNational Labor Relations Board (NLRB) is using itsrulemaking power—which it has rarely done in thepast—to advance policies that promote collectivebargaining and union membership; effectively aback-door enactment of the Employee Free ChoiceAct through the regulatory process.

NAW has joined with our coalition partners in confronting these new regulatory threats in everyway open to us, from the filing of comments andamicus briefs with federal agencies, to engagingwith allies on Capitol Hill in conducting oversightinvestigations of the regulatory agencies and thorough reviews of agency funding. Most recently,the Administration’s overreach has taken us into the federal courts where we have joined coalitionpartners in challenging several labor rules andNLRB decisions. So far, those court actions haveseen positive results: NLRB proposed rules torequire employers to post a “Notice of EmployeeRights” and to speed up union certification elections

NAW 2012 Annual Report[9]

(“Ambush” election rule) have both been stalled incourt, with significant other court action in thepipeline. We expect this regulatory effort—and ourenergetic response to it—to continue in 2013.

Political Action: Working to ElectPro-Business Leaders

Pro-business legislative victories, whether of an “offensive” or “defensive” nature, depend first and foremost on having women and men in the U.S.Senate and U.S. House of Representatives who willcast pro-business votes and lead on business issues.NAW’s Wholesaler-Distributor Political ActionCommittee (WDPAC) engages the political process and provides executives throughout thewholesale distribution industry with an importantavenue for political action on behalf of business-friendly candidates for the Senate and House ofRepresentatives.

WDPAC maintains both a Political Action Fund (PAF)and a Corporate Political Education Fund (PEF).The corporate contributions that PEF receives “pay thebills” and fund wholesaler-distributor voter registrationand get-out-the-vote (“GOTV”) initiatives, enablingWDPAC to contribute to federal candidates every “hard dollar” of personal money that PAF raises.

PAF, which given its purpose may accept only personalmoney voluntarily contributed, will contribute to as many pro-business candidates for federal office in the 2014 national elections cycle as the resourcesprovided will allow. While the election results in 2012 were not good for business, WDPAC remainscommitted to the election of pro-growth, pro-freeenterprise candidates in the 2014 elections, includingan increase in business-friendly candidates to the Senate and the maintenance and growth of a pro-business majority in the House. As the legislative workproduct of the 112th Congress clearly demonstrates,while significant progress was made toward ultimatelyachieving the policy objectives of limited government,low taxes, fiscal responsibility, and a free-market economic environment conducive to growth, the political job remains a work-in-progress to be completed in November 2014.

TThere are many ways in which NAW performs the networking function for NAW Direct Members even without putting you face-to-face with other industry executives. Only NAW regularly connects you with thefinest industry intelligence so you can benefit from thebest thinking about wholesale distribution and reachsolutions to your day-to-day challenges.

NAW Institute forDistribution Excellence

The NAW Institute for Distribution Excellence provides a comprehensive library of research, expert knowledge,and cutting-edge solutions on strategic managementtopics for wholesaler-distributors that no other organization can replicate across all lines of trade. Each year the NAW Institute produces publications inboth print and electronic formats. To learn more, visithttp://www.nawpubs.org.

2012 Releases

Sales and Marketing Optimization:Developing Competitive ValuePropositions in DistributionBy Senthil Gunasekaran, Pradip Krishnadevarajan,and F. Barry Lawrence, Ph.D.http://www.naw.org/salesmarketingoptimi

This groundbreaking study, with oversized wall map,examines sales and marketing strategies and processes,and their connection to shareholder value and customerservice. It provides 30 best practices from 122 wholesaler-distributors and 60 action steps to implement immediately.

5 Fundamentals for the WholesaleDistribution Branch Manager, Second EditionBy Jim Ambrosehttp://www.naw.org/5fundbranchmgr

This classic step-by-step guide is completelyrevised with vital new information to help

branch managers and those who aspire to the position to improve their business and leadership skills.

Effective Sales Incentive Design forDistributors: What’s the Right Plan?By Mike Emerson and Steve Deisthttp://www.naw.org/effecsalesincentived

This book is for distribution executiveswho want an answer this question: “Howcan I get my sales reps to do what I want them todo?” It’s a how-to book on creating and implement-ing an aligned and effective sales compensation program.

NAW AdvisorBy Alan Beaulieuhttp://itreconomics.com/naw-advisor

This monthly, six-page economicbusiness report is designed specificallyfor executives in the wholesale

distribution industry. It provides expert economicguidance on today’s distribution cycles and showshow these cycles will affect your business so youcan prepare for tomorrow’s economy. Economicinsight translated into the language of businesswith clear, concise action points.

NAW 2012 Compensation Reporthttp://www.naw.org/empcomprpt12-2v

This two-volume report focuses ondata from more than 1,100 wholesaler-distributors from across multiple linesof trade. It lets you see how your company’s compensation program compares withthose of other wholesale distribution companies.With this report, you’ll have all the benchmarks and backup you need to budget employee pay andbenefits with confidence!

2013 Scheduled Releases

• Facing the Forces of Change®

By Guy Blissett

• Customer Relationship Management for DistributorsBy Mark Dancer

• Pricing OptimizationBy Pradip Krishnadevarajan, Senthil Gunasekaran,and F. Barry Lawrence, Ph.D.

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Council for Research onDistributor Best Practices

The NAW Institute for DistributionExcellence and Texas A&MUniversity are engaged in analliance dedicated to further theunderstanding and application

of best practices in wholesale distribution. Thisalliance created the Council for Research onDistributor Best Practices (CRDBP). Its mission is to create competitive advantage for wholesaler-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, visithttp://www.naw.org/crdbp/about.php.

The 2012 consortium was titled, “Optimizing Channel Compensation.” To learn more, visithttp://www.naw.org/crdbp/channel-compensation.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 measurement firm, Chally utilizes itsindustry-leading research, predictive analytics, andadvisory services to ensure that you and otherwholesaler-distributors have the vital informationyou need to make critical talent management decisions related to selection, development, alignment, and succession planning. Chally helpswholesaler-distributors identify the business-criticaland predictive competencies, skills, and behaviorsrequired 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 distributionexecutives depend on for the latestindustry information four times perweek. Each issue contains links to full-length business management and trends articles that are wholesaledistribution specific. Sections cover Top Industry Story, Operations andTechnology, Sales and Marketing, The Business Leader, Policy Watch,and an industry job board. To sign up,visit http://www.smartbrief.com/naw.

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

The NAW InstitutePartners with IBM

In 2009, the NAW Institute for Distribution Excellenceselected IBM as its new partner to conduct the 2010 and2013 editions of the NAW Institute’s landmark Facing theForces of Change® future trends report. Published everythree years since 1982, the Facing the Forces of Change®

series has provided thousands of wholesale distribution company management teams with accurate and crediblestrategic information concerning the likely direction ofthe industry during rolling five-year time blocks.

The 2013 Facing the Forces of Change® report will be published in November 2013. To pre-order copies for your team, contact Stephanie Makowski at smakowski@naw.org.

Industry Intelligence

NAW 2012 Annual Report[11]

“Our company has benefited in many ways over the yearsof our NAW membership. Through the publications andresearch activities, conferences, and other networkingevents, NAW sets a standard of excellence that serves ourcompany and our industry exceptionally well.”

Victor R. Jury, Jr., President and CEO,Summit Electric Supply Co., Inc.

NNAW Service Corporation

NAW networking also means connecting youwith business services that reduce your operatingcosts. The NAW Service Corporation leveragesthe collective purchasing power of firms acrossthe wholesale distribution industry to find andoffer high-quality business services designed tomeet the specific needs of wholesaler-distributorsat very favorable prices. To learn more, visithttp://www.naw.org/busservices.

Insurance Programs

Property and Casualty

NAW is proud to offer The Hartford asour endorsed commercial insurance provider. Atrusted carrier with over 200 years of experience,The Hartford offers NAW members a property andcasualty insurance solution tailored to your needs.

The Hartford’s reputation is renowned in theindustry for doing the right thing—from providing comprehensive coverage to businessessmall and large, handling claims efficiently andfairly, and guiding risk management practices with loss control professionals who know your distribution business.

Voluntary Workplace Benefits

The NAW/AFLAC (American FamilyLife Assurance Company) Programmakes products and services available to helpNAW members, who today are 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 hassecured a special new benefits program throughAflac that offers many employer services at nodirect cost to the employer and includes the 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 benefits counselor and come with SpecialUnderwriting Features that normally are reservedfor larger companies such as competitive premiumrates and more relaxed guarantee issue guidelinesand participation requirements.

Financial Intelligence

Through the NAW/CorteraProgram, NAW members haveaccess to the most accurate information about customers and business part-ners. Cortera provides the insights you need intoyour riskiest and most collectible accounts andlets you pinpoint areas of growth. Cortera PULSE,the flagship product, lets you see your entire customer portfolio through daily e-mail alerts. It also shows you where there is growth withinyour existing customer base. For $99 per month,Cortera PULSE provides a powerful intelligencesolution for wholesaler-distributors of all sizes.

Cash Management

Through the NAW/TransFirst PaymentSolutions Program, NAWmembers can gain access toa much-improved paymentprocessing product calledTransFirst SmartPay. It is a web-based paymentsolution that will help your firm process creditcards and checks in person, on the web, or overthe phone. In addition, it provides you with easyways to begin taking eChecks; and to set uprecurring payments, web payments, and e-mailinvoicing.

IT Solutions

Through the NAW/CBTSProgram, NAW membershave access to free IT

security assessments and best-of-class IT solutions. From data centers and cloud computingto hardware and software sales, CBTS providesend-to-end IT solutions along with technicalassets, expertise, and flexibility to help you reduce your costs, gain operational efficiencies,

NAW Networks You t

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[12]www.naw.org

and decrease risk. Working with wholesaler-distributors of all sizes, CBTS can help you deploystrategic technology initiatives, meet regulatorycompliance requirements, and properly protectyour long-term viability, while providing a flexiblefinancial model.

Credit and Collections

The NAW/Brown & JosephProgram provides NAW members customized accounts receivable solutions for improved cashflow and lower risk. Brown & Joseph’s credit-to-cash solutions include:

• Credit reports and accounts receivable scoring

• Cash application, collection, dispute, and trade promotion software

• Purchase of accounts receivable• Revenue recovery and outsource solutions.

Nearly all of Brown & Joseph’s services are contingent on the firm’s successful performanceversus fixed fees.

Car Rental

Under the NAW/Hertz BusinessAccount Program, enrolled NAW members receive special

low NAW-negotiated rates. In addition, your individual company rental activity is tracked, and your company will earn one Free Rental DayCertificate 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 all employeeswho travel using your company’s premier carrental service, a $50 annual value per member-ship. Periodic mailings from Hertz will provideyou with special added benefits, such as one carclass upgrades.

Freight and Air Shipping

FedEx® Shipping Services: NAW memberscan save up to 29% on select FedEx® shipping servicesand can also take advantage of additional savings onFedEx Freight® and FedEx National LTLsm services.

NAW members can now take advantage of these services:• Up to 29% on select FedEx Express U.S. Services• Up to 25% on select FedEx Express International Services

• Up to 20% on select FedEx Ground Services• Up to 10% on select FedEx Home Delivery®

Services• Additional savings on FedEx Freight® and FedEx National LTLsm Services.

UPS Supply Chain Solutions: Save at least 45% on North American Air Freight and 20% on International Air Freight —

• North American Air Freight: Guaranteed Express Air Freight Solutions for heavy cargo over 100 lbs. with Next Day, Second Day, and Economy options available

• International Air Freight: Choose from a variety of customized solutions, including Gold Priority, Express, Preferred, Standard, and Charter services.

YRC Shipments: Yellow and Roadway have integrated to give you YRC — the genuine heavyweight expert with the mostcomprehensive network available. NAW

members can receive competitive discounts on qualifyingless-than-truckload (LTL) shipments. YRC offers flexible,efficient solutions, including comprehensive regional and national coverage with a full suite of guaranteed,expedited, and specialized services.

USF Companies: Save 64% on regional, nextday delivery of LTL freight throughout NorthAmerica.

USF Holland: Receive reliable service in the Midwest,Southeast, and parts of Canada.

USF Reddaway: Receive reliable service in the PacificNorthwest and parts of Canada.

With Business Services

NAW 2012 Annual Report[13]

A

During a session that showed attendeesthe close connection between mission-focused military discipline—using theFlawless Execution pyramid—and theachievement of business objectives atwholesale distribution firms, John Mansfield,Vice President of Business Developmentfor Graybar Electric, discussed how he and Graybar have employed the FlawlessExecution principles to documentincreased levels of performance and customer satisfaction.

A strong showing of leaders from diverse wholesale distribution lines of trade came together in January 2013 in Washington, DC, for the NAWExecutive Summit. Many participants attend eachyear because it gives them the opportunity at thestart of the new year to discuss industry issues with each other and with top leaders in business,government, and wholesale distribution.

The 2014 NAW Executive Summit will be January 28–30,in Washington, DC. For a detailed agenda when itbecomes available, visit http://www.naw.org/es14.

Here are highlights from the NAW 2013 Executive Summit.To see more photos and view the speakers’ presentationsfrom the event, visit http://www.naw.org/es13.

NAW 2013 Executive Summitt

[14]www.naw.org

Alan Beaulieu, NAW SeniorEconomic Advisor, and Presidentof ITR Economics, delivered theNAW Economic Forecast for2013–14. Alan provided both amacro forecast for the U.S.economy and a more focusedforecast for various parts of the distribution industry.

As part of a session that detailedresults and best practices from agroundbreaking study called“Optimizing Channel Compensation,”Brendan Deely, President and CEO ofL&W Supply Corporation, discussedhow his firm’s initiatives have cometogether in optimizing channel profitability.

Newly elected U.S. SenatorTed Cruz (R-TX) was thekeynote speaker at theWholesaler-DistributorPolitical Action Committee(WDPAC) dinner.

At a session that focused on an upcomingNAW Institute for Distribution Excellencestudy on CRM trends and potential forwholesaler-distributors, Scott Thomas,Director of Marketing at Parksite Inc.,shared Parksite’s experiences using CRM,including how his firm is developing astrategy, evaluating vendors, encouragingadoptions, building customized apps, andrealizing results.

As part of a session focused on how wholesaler-distributors can capitalize on their most important assets—their people, which wasled by Scott Hudson, then Vice President of Sales and Marketing atChally Group Worldwide, (center) Mark W. Kramer, President and CEOof Laird Plastics, (left) and Chris Sena, Vice President of HumanResources for Cardinal Health, discussed how they are working toensure that the best talent in wholesale distribution is present in theircompanies.

U.S. Senator Marco Rubio (R-FL) closed the NAWExecutive Summit with a powerful talk about“Creating New EconomicOpportunity in America.”

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The NAW AEC Group Is LinkedIn

Members of the NAW Association Executives Council (AEC) discuss association management and wholesale distribution industry topics via an NAW AEC Group on the business networking website,LinkedIn. Available 24/7 only to the chief staff officers of NAW’s nearly 80 international and nationalassociations, discussion items range from convention hotel and speaker recommendations to mechanisms for improving member communications to association software programs and more.

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) ..........APSPAssociation of Woodworking & Furnishings Suppliers ...................................................................AWFSAutomotive Aftermarket Industry Association...........AAIA

Bearing Specialists Association....................................BSABicycle Product Suppliers Association .......................BPSABusiness Solutions Association....................................BSA

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

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

Equipment Marketing & Distribution Association ....EMDA

Food Industry Suppliers Association ...........................FISAFood Marketing Institute................................................FMI Foodservice Equipment Distributors Association .....FEDAFPDA Motion & Control Network. ..............................FPDA

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

Health Industry Distributors Association....................HIDAHealthcare Distribution Management Association..HDMAHeating, Airconditioning & 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

Machinery Dealers National Association .................MDNAMaterial Handling Equipment Distributors Association ............................................................MHEDAMetals Service Center Institute ...................................MSCIMotorcycle Industry Council .........................................MIC

National Association of Chemical Distributors .........NACDNational Association of Container Distributors .......NACD

National Association of Electrical Distributors .........NAEDNational Association of Flour Distributors, Inc. ........NAFDNational Association of Sign Supply Distributors...NASSDNational Association of Sporting Goods Wholesalers ...........................................................NASGWNational Association of Steel Pipe Distributors ......NASPDNational Beer Wholesalers Association....................NBWANational Fastener Distributors Association...............NFDANational Grocers Association ......................................NGANational Insulation Association ....................................NIANational Marine Distributors Association ................NMDANational School Supply & Equipment Association..............................................................NSSEANational 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 ....................NPESNPTA Alliance..............................................................NPTA

Optical Laboratories Association .................................OLAOutdoor 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

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NAW 2012 Annual Report[15]

NAW MemberNational Associations

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

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

Treasurer’s Report: December 1, 2011 – November 30, 2012Revenue Total: $6,852,000

NAW: $5,566,000 Includes dues, publications, seminars, annual meeting, coalitions

NAW/SC: $852,000 Includes health and business insurance, car rental, freight and air shipping, cash management, other programs

WDPAC: $297,000 Includes Political Action Fund, Corporate Political Education Fund

NAW Institute for Distribution Excellence: $137,000 Includes contributions, publications royalties

Expenses Total: $6,852,000

NAW: $5,208,000 Includes publications, seminars, annual meeting, operations, provision for reserves and government relations

NAW/SC: $1,198,000 Includes health and business insurance, car rental, freight and air shipping, cash management, other programs

WDPAC: $325,000 Includes candidate contributions, operations

NAW Institute for Distribution Excellence: $121,000 Includes project grants, operations

Robert Taylor, 2012 NAW Treasurer

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NAW MemberAssociate Associations

Sharing discussions and gaining insights from other association executives are key reasons NAW Association Executives Council (AEC) leaderscome together for the AEC Winter and Summer Meetings each year. Pictured in the left photo are Susan Avery of the International Associationof Plastics Distributors and Bob Renkes of the Petroleum Equipment Institute. On the right are Patricia Lilly, representing the Security HardwareDistributors Association, The FPDA Motion & Control Network, and the Wholesale Florist & Florist Supplier Association; and Ed Orlet of theNational Association of Electrical Distributors.

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.

2013 NAW Boardof DirectorsChairman of the BoardPatrick L. LarmonBunzl Distribution USA, Inc.

Chairman-ElectDan M. BlaylockAdams-Burch, Inc.

First Vice ChairmanManuel Perez de la MesaPOOLCORP

Second Vice ChairmanRichard W. SchwartzWinWholesale Inc.

Immediate Past Chairmanof the BoardMark W. Kramer Laird Plastics, Inc.

SecretaryJohn TracyDot Foods Inc.

Chairman, Subcommittee on Budget and Finance, and TreasurerRobert Taylor Do it Best Corp.

Chairman of the AECTim BucheMotorcycle Industry Council

Chairman-Elect of the AECChris L. JahnNational Association ofChemical Distributors

Past Chairman of the AECMark AllenInternational Foodservice Distributors Association

Raymon A. YorkEwing Irrigation Products

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

TreasurerDirk Van Dongen National Association of Wholesaler-Distributors

2013 Wholesaler-Distributor Political ActionCommittee Board of Directors and Officers

Chairman of the BoardJoseph NettemeyerValin Corporation

Vice ChairmanMark AllenInternational Foodservice DistributorsAssociation

Ron E. CalhounThe Palmer-Donavin Mfg. Co.

Deborah HamlinThe Irrigation Association

Patricia A. LillySecurity Hardware DistributorsAssociationThe FPDA Motion & Control NetworkWholesale Florist & Florist SupplierAssociation

Kathleen MazzarellaGraybar Electric Co. Inc.

Michael MedartMedart Marine

Thomas NaberNational Association of ElectricalDistributors

William A. ParsleyCarswell Distributing Company

George PatteeParksite Inc.

Matthew RowanHealth Industry Distributors Association

Bob RobertsRoberts Oxygen Company, Inc.

Larry J. StoddardRelaDyne

Ralph SuppaCanadian Institute of Plumbing & Heating

Douglas W. YorkEwing Irrigation Products

Bruce ZwickerJJ Haines & Co. Inc.

• • •Secretary George KeeleyKeeley, Kuenn & Reid

Executive DirectorRon SchreibmanNational Association of Wholesaler-Distributors

President and TreasurerDirk Van DongenNational Association of Wholesaler-Distributors

2013 NAW Institute for Distribution ExcellenceBoard of Directors and Officers

NAW Leadershipt

NAW 2012 Annual Report[17]

ABOUTNAW

The National

Association of

Wholesaler-Distributors

is composed of

direct member companies

and a federation of

international, national,

regional, state,

and local associations

and their member

companies, which

collectively total

more than 40,000

companies.

In addition to its

government relations

program, NAW’s scope

encompasses the

activities of the

Wholesaler-Distributor

Political Action

Committee,

the NAW

Institute for

Distribution Excellence,

and the

NAW Service

Corporation.

Jim AndersonVice President–GovernmentRelations, NAWPolitical Director, WDPACjanderson@naw.org

Katina BealeReceptionist, NAWkbeale@naw.org

Sasha BeckfordComputer Operations Assistant, NAWsbeckford@naw.org

Beth Rivera CruzVice President/Controller, NAWbcruz@naw.org

Joy GoldmanVice President–AdministrativeServices, NAWManager–Government RelationsManager–Internal Operations,WDPACjgoldman@naw.org

Susan HodgeManager–ComputerOperations, NAWSCshodge@naw.org

Adam IsenbergDirector–Corporate Relationsaisenberg@naw.org

Stephanie MakowskiCommunications Assistant, NAWsmakowski@naw.org

David MikulkaManager–Mailroom Operations/Printing Services, NAWdmikulka@naw.org

Thuy NguyenSenior Accountant, NAWtnguyen@naw.org

Wendy PasleyOffice Assistant, NAWwpasley@naw.org

John PeterSenior Vice President–CorporateRelations, NAWjpeter@naw.org

Ron SchreibmanSenior Vice President–StrategicDirection, NAWExecutive Director, NAW Institutefor Distribution Excellencerschreibman@naw.org

Anthony SimoneVice President/General Manager,NAWSCasimone@naw.org

Ruth StadiusDirector–Communications, NAWrstadius@naw.org

Mary Ann ThompsonSenior Accountant, NAWmthompson@naw.org

Dirk Van DongenPresident, NAW President/Treasurer, NAW Institute for Distribution ExcellencePresident, NAWSC Treasurer, WDPAC dvandongen@naw.org

Jade WestSenior Vice President–GovernmentRelations, NAWExecutive Director, WDPACjwest@naw.org

Keisha WilsonAdministrative Assistant–Membership Administration, NAWkwilson@naw.org

1325 G Street NW, Suite 1000Washington, DC 20005-3134

Tel: 202-872-0885Fax: 202-785-0586E-mail: naw@naw.orgWeb: www.naw.org

NAW STAFF