Download - National Association of Wholesaler-Distributors

2006 Annual Report
CEOs Rate NAW Highly Effective
91%
Highly Effective
Superior Networking
and Meetings
Uniquely positioned
across all lines of
trade to promote
critical information
exchange and targeted
benchmarking among
noncompeting peers
92%
Highly Effective
Effective Government
Relations
The only national voice for
all of wholesale distribution
in Washington, DC
88%
Highly Effective
Top Industry Intelligence
Excellent research, best
practices, and practical
information to keep
wholesaler-distributors
the most efficient
and effective channel
in distribution
95%
Highly Effective
Immediate
Communications
Keeping Members
informed,
equipped,
and in touch

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.
Our Mission Statements
National Association of Wholesaler-Distributors
To advocate its members’ interests on national public policy issues that affect
the entire wholesale distribution industry. NAW assists merchant wholesalerdistributors
to be the most efficient channel for bringing goods 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
member national 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 federal electoral process
through financial contributions and political education activities, including
candidate endorsements and get-out-the-vote programs.
NAW Institute for Distribution Excellence
To sponsor and disseminate research into strategic management issues
affecting the wholesale distribution industry. The NAW Institute for Distribution
Excellence aims to help merchant wholesaler-distributors remain the most
effective and efficient channel in distribution.
NAW Service Corporation
To sponsor industry-wide service and product offerings that benefit
wholesaler-distributors.
NOTE: The information included on the front cover is from the NAW Membership Survey Report,
Dr. Stevan Holmberg, Professional Management Research Group, Inc.
Contents
1 Leadership Message
2 NAW Networks You with
Your Peers
5 State of the Wholesale
Distribution Industry
6 NAW Networks You with
Government and the
Electoral Process
10 NAW Networks You with
Industry Intelligence
13 NAW Networks You with
Business Products and
Services Programs
14 Membership
15 Treasurer’s Report
16 Leadership

Leadership Message
NAW Is Your Strategic Business Partner
What makes NAW unique and your strategic business partner in the wholesale
distribution industry
A Rich Constituency: Only NAW reaches across more than 100 diverse lines
of trade.
Best-of-Breed Member Companies: Our Company CEOs are industry leaders
who are successfully growing their businesses.
Superior Networking Among Peers: Only NAW unites peers and not competitors
to address shared business issues and opportunities.
Maximum Value, Minimal Time: NAW promotes winning bottom-line results
through all of our programs and services, but we require only minimal time
commitment from our Company CEOs.
Raymon A. York, 2007 NAW Chairman of the
Board (left); Robert A. Reynolds, Jr., 2006
NAW Chairman of the Board (seated); and
Dirk Van Dongen, NAW President.
There is a lot to be positive about in our industry in 2007. After some tough
years, the U.S. economy continues to move in the right direction. As you will
read in the following pages, sales of all wholesaler-distributors reached $3.9
trillion in 2006—that is a 10% increase over 2005. The latest Facing the Forces
of Change®: Lead the Way in the Supply Chain report published by the NAW
Institute for Distribution Excellence examines four key business-to-business
trends: private label brands, demand-driven channels, new distribution profit
models, and Internet trends for business customers, and discusses how
wholesaler-distributors will respond to those trends over the next several years.
The good news is that wholesaler-distributors will continue to evolve, innovate,
and reinvent their role as intermediaries in business-to-business supply chains.
NAW will continue to be your strategic business partner for growing and building
your business. NAW remains the gold standard for effective and efficient
networking. What makes NAW networking completely different from all other
organizations is our proven capability to take immediate action on issues
affecting our members, get the right people together to respond to those issues,
and deliver highly effective results that our members expect for their investment.
NAW’s exceptional programs, products, and services network you with
• Your Peers
• The Government and Electoral Process
• Industry Intelligence
• Business Products and Services.
“We’ve reduced expenses by
hundreds of thousands of
dollars a year—plus gained
new customers and added
product lines by networking
through NAW.”
Andrew Berlin, President/CEO
Berlin Packaging
On the following pages, we expand on these areas and show you the many ways
in which NAW can assist your company to take advantage of the opportunities
before you—so that you and your company can benefit from the value of NAW
membership and our networking opportunities. This report is part a recap of the
past 12 months and part a promise of what is planned in the coming months of
2007. You can stay up-to-date on all NAW activities by bookmarking and visiting
www.naw.org often.
2006 annual report 1

NAW Networks You With...
As a federation of associations representing all lines of trade in the wholesale
distribution industry, NAW is uniquely positioned to be the only portal for wide
access to and exchange of information and services among noncompeting peers
within its membership. What makes NAW so different from all other associations
is that our dynamic programs are individually designed to promote networking
and benchmarking for you and your peers across the entire industry.
Peer Groups Like None Other
NAW’s meetings provide powerful incentives for valuable information sharing for
all members. NAW has created a number of “peer groups like none other” that
offer wholesale distribution executives matchless opportunities to meet with and
learn from peers—but not competitors. Through observing what peers in other
lines of trade are doing to grow their businesses, NAW member companies tell us
that they are able to gain a competitive advantage in their own industry segments.
Your Time Is Valuable
NAW understands that the one thing
wholesale distribution executives have
least of is “time.” That is why our
meetings are short but informationpacked.
There is enough time built
in for both learning experiences and
networking in an intimate setting that
provides a candid atmosphere for
information exchange. All NAW
roundtables and conferences (with
the exception of the NAW Executive
Summit and the Wholesale Distribution
Manager’s Course) are held at the
Hilton O’Hare in Chicago, which
allows for quick in-and-out access
for participants.
Finding common ground: Billion dollar company executives talk about challenges and
strategies that they tackle in their own companies in a noncompeting environment during
an NAW Billion Dollar Company Conference. Lyle Heidemann, President/CEO, True Value
Company, (left) and Richard Klau, President, Hajoca Corp.
High Marks for Networking at NAW Meetings
NAW members consistently rate networking in small groups as one of the most
important benefits of NAW membership. In order to make each event of highest
value to participants, NAW meetings and roundtables are targeted toward
specific sizes of companies and by executive responsibilities. Our Large Company
Conferences and Billion Dollar Company Roundtables focus on these firms
because their collective success provides beneficial results for all-sized
businesses in the wholesale distribution industry. NAW members recognize
the value of benchmarking and networking with noncompetitors across all
lines of trade as strategic tools to improve efficiency and effectiveness in specific
operational practices. They rely on NAW meetings for practical, industry-wide
knowledge and information by experts in the industry.
“Ryerson Tull continues
to benefit greatly from
NAW’s benchmarking and
networking programs. We
receive valuable information
from the NAW benchmarking
process. And since it comes
from operating executives,
it’s not just conceptual, it’s
actionable. Companies that
are not involved don’t know
what they are missing. We
have found NAW to be the
most effective organization
of its kind.”
Neil Novich, Chairman/President/CEO
Ryerson Tull, Inc.
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...Your Peers
“The cost to fly to Chicago
—$450! The cost to stay
at the Hilton—$340!
The cost to attend the
conference—$1,155!
The interactive networking
with counterparts from my
industry—PRICELESS!”
Gerry Burnett
Vice President, Purchasing and Logistics
Laird Plastics
NAW Large Company
Emphasis Program
The Large Company Emphasis Program
continues to attract wholesale distribution
executives looking to augment networking
opportunities beyond their traditional
industry segment. In 2006, the following
networking events for firms with annual
sales exceeding $100 million were well
attended and received, and they will
continue in 2007:
• The Large Company CEO
Roundtable—Open to the
Chairman, President, CEO, COO,
and Executive Vice President
• The Large Company CFO
Networking Conference
• The Large Company Human
Resources Networking Conference
• The Large Company Technology
Networking Conference
Because the topics are based on survey
responses from the large company
community, that community has a
vested interest in the content of each
meeting. The events are energetic and
informative because the groups are
engaged and interactive. In many
cases, members of the large company
community are eager to be presenters
on topics of keen interest. This continues
the NAW theme of “networking and
sharing without competitors” and is
a key reason why these events are
so successful.
NAW meetings allow for networking across the wholesale distribution industry.
Executives come together to discuss issues and share experiences that are familiar to
all wholesaler-distributors.
Billion Dollar Company “C” Suite Roundtables
In 2006, NAW held five special one-day networking roundtables for our largest
member companies to address the special issues they face as billion dollar
companies. Participation in these twice yearly roundtables is limited to the
senior executive in the following areas:
• Billion Dollar Company CEO Roundtable
• Billion Dollar Company CIO Roundtable
• Billion Dollar Company Operations Roundtable
• Billion Dollar Company Human Resources Roundtable
• Billion Dollar Company CFO Roundtable
Added to the above list in 2007 is this roundtable:
• Billion Dollar Company Chief Legal Officer Roundtable
These roundtables have been so well received that most of our billion dollar
company members are represented at them. Executives tell us that because
these roundtables are so powerful, they have them “burned into their calendars.”
As with the Large Company Emphasis Program, our Billion Dollar Company
Roundtables continue to promote “networking without competitors,” which is
the unique value of NAW membership and an essential component to the
growth of the wholesale distribution industry.
“The mix of formal presentations, roundtable discussions,
and informal networking created a great opportunity to
focus on key issues facing my operation. I look forward
to the next meeting.”
Chris Sperry, Vice President, Distribution Operations
W.W. Grainger
2006 annual report 3

Your Peers (continued)
NAW/Deloitte Strategic Alliance
NAW regularly reaches out to network with organizations closely focused on the
wholesale distribution industry and the advancement of our members’ businesses.
One of our most important alliances is with Deloitte Consulting LLP and its
wholesale distribution experts.
Neil Gholson, Wholesale
Distribution Global
Segment Leader, Deloitte
Consulting LLP, discusses
how to improve margins
with Don Houghton,
President/COO, Reeb
Millwork Corp., (right)
and others at the NAW
Executive Summit.
In 2006, NAW and Deloitte continued to develop industry intelligence to assist
wholesaler-distributors “to be so good at what they do that no one else will do it.”
The Wholesale Distribution
Manager’s Course
Now in its 56th year, NAW’s Wholesale
Distribution Manager’s Course (WDMC)
at The Ohio State University (OSU) is the
premier leadership development course
for the entire wholesale distribution
industry. For five intensive days in
June, dozens of mid-level and senior
managers—from companies under $5
million to more than $1 billion in sales—
network with and learn from each
other and from the country’s deepest
wholesale distribution teaching faculty.
By the end of the week, the managers
are grounded in the basics of wholesale
distribution, they have developed new
ideas for improving the performance
and profitability of their companies,
and they have sharpened their personal
performance too.
Led by Deloitte’s Neil Gholson, Wholesale Distribution Global Segment Leader,
the firm demonstrated its continued prominence in the wholesale distribution
industry through a new book and three key presentations at NAW meetings.
• Driving Growth and Shareholder Value: The Distribution Value Map.
The NAW Institute for Distribution Excellence and Deloitte published this
dynamic new tool specifically for wholesaler-distributors. To read more about
this book and two wall maps by Neil Gholson and Mark Schloegel of Deloitte,
go to page 11.
• How the Business Benefits from IT. In this presentation during the Large
Company Technology Networking Conference, Neil Gholson discussed the
value IT provides to wholesaler-distributors using empirical data and a case
study to demonstrate the impact IT has on business. Deloitte has been
working with clients to link investments and benefits with an approach called
“Benefits Realization.”
• Pensions and the Future: What You Need to Know. In this session during the
Billion Dollar Company CEO Roundtable, Tim Phoenix and Brian Augustian
of Deloitte addressed the trends that are causing companies to rethink the
retirement benefits offered to employees and what those offerings include.
Decisions must be made from the point of view of regulatory, compliance,
cost, ROI, and new workforce segments, and this requires a new perspective.
• Red Hot Mergers and Acquisitions: How Can You Take Advantage of This
Market Deloitte’s Andrew Isgrig gave a perspective of the very hot financial
markets during a session at the Financial Networking Conference. He outlined
the M&A market and focused specifically on the wholesale distribution
industry to include deal activity, rational, and multiples paid. He also focused
on the private equity markets and what they are looking for from the wholesale
distribution industry.
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During the weeklong course, participants
break into work groups where they tackle
and resolve real-world wholesale distribution
challenges.
“I loved this course and
highly recommend it! It
outlined ways for an
organization to increase
its operational effectiveness
and provided tools for
making members of every
functional area strategic
partners in the business.”
Sue Raffensperger, MBA, SPHR,
Senior Corporate Trainer
Leadership and Professional Development
Skinner Nurseries, Inc.

State of the Wholesale Distribution Industry
Overview
Sales of all wholesaler-distributors reached $3.9 trillion in
2006, a 10% increase versus the previous year. The industry
remains an important force in all major sectors of the U.S.
economy, ranging from basic commodities to advanced
technology components. (See Exhibit 1 below.)
U.S. Wholesale Distribution Industry
Annual Growth in
Wholesale Distribution Revenues and U.S. GDP
11.3%
10.0%
7.7%
6.9%
6.3%
6.4%
Major Sector (Largest to Smallest Sector Revenues)
2006 Revenues ($B)
Grocery and Foodservice Wholesale Distributors $447.2
Oil and Gas Products Wholesale Distributors $417.8
Pharmaceutical Wholesalers $366.3
Commercial Equipment and Supplies Wholesale Distributors $325.2
Motor Vehicles and Motor Vehicle Parts Wholesale Distributors $323.9
Industrial Distributors $320.9
Electrical and Electronics Wholesalers $289.4
Other Consumer Products Wholesale Distributors $216.8
Miscellaneous Durable Goods Wholesale Distributors $212.0
Metal Service Centers $150.9
Building Material and Construction Wholesale Distributors $134.8
Apparel and Piece Goods Wholesale Distributors $127.8
Agricultural Products Wholesale Distributors $121.7
Beer, Wine and Liquor Wholesalers $101.1
Office Product Wholesalers and Paper Merchants $95.2
Chemicals and Plastics Wholesale Distributors $93.9
Hardware, Plumbing, and Heating Equipment and Supplies $90.7
Furniture and Home Furnishing Wholesale Distributors $68.1
The wholesale distribution industry supports an impressive
diversity of companies, with entrepreneurial family-run
business competing directly with multi-billion dollar publicly
traded powerhouses. There are only 13,000 distributors—
roughly 5% of the total number—with annual sales greater
than $25 million. The largest wholesaler-distributors have
annual sales exceeding $80 billion.
Growth
Total $3,903.6
The wholesale distribution industry has been growing faster
than the overall U.S. economy during the recent economic
expansion. In 2006, revenues of wholesaler-distributors
increased 3.4 percentage points more than U.S. Gross
Domestic Product (GDP). Profitability has kept pace with
this growth, further testimony to wholesaler-distributors’
value to their customers. (See Exhibit 2 top right.)
The industry retains its vitality because wholesaler-distributors
perform supply chain functions more effectively and efficiently
than either manufacturers or customers. Manufacturers
rely on distributors to communicate with their customers
because wholesaler-distributors offer flexibility, fast response
to customer needs, consistency of service, and local presence.
Thus, wholesale distribution remains the most significant
channel to market for manufacturers and the most important
supply chain for customers, particularly when there are
many small customers and a wide variety of manufacturers.
2004 2005 2006
Wholesale Distribution Revenues
Employment and Productivity
U.S. GDP
The wholesale distribution industry employs 1 out of 20
private sector U.S. workers, but is helping to grow the
nation’s productivity far in excess of the industry’s actual
size. Multiple economic studies estimate that wholesale
distribution has contributed more than 25% of the entire
U.S. economy’s total productivity gains over the past 15 years.
Wholesaler-distributors are leaders in using technology to
reduce low value-added labor activities, such as order
processing, billing, inventory control, delivery route
scheduling, and warehouse management. As a result,
productivity growth in wholesale distribution exceeded
the overall business sector by 1.6 percentage points in the
past 15 years and by 2.5 percentage points since 2001.
(See Exhibit 3 below.)
Average Annual Growth in Labor Productivity - 1991-2005
1991-1995 1996-2000 2001-2005 1991-2005
Non-Farm Business Sector 1.5% 2.5% 3.3% 2.5%
Wholesale Trade 3.0% 5.1% 5.8% 4.1%
The wholesale distribution industry’s gains are critical for
U.S. global competitiveness given the importance of labor
productivity to long-term economic growth. The industry’s
improving fortunes are also directly benefiting the 5.1 million
people employed in the industry. Average weekly earnings in
wholesale distribution are 26% higher than average earnings
in all private U.S. industries.
Prepared by Adam J. Fein, Ph.D., President of Pembroke
Consulting, Inc. He serves as a Fellow of the NAW Institute for
Distribution Excellence.
2006 annual report 5

NAW Networks You With...
A principal benefit of your NAW membership is the daily, intensive networking
NAW conducts on your behalf with federal legislative and regulatory bodies in
Washington, DC. By engaging the policy-making process, NAW connects the
wholesale distribution industry with leading federal policy makers whose decisions
often impact the everyday operations of wholesale distribution companies.
Your Voice in Our Nation’s Capital
Through direct lobbying, grassroots lobbying, and leadership of coalitions, NAW
supports legislation that helps you manage your business as you see fit and earn
and retain profits, and opposes legislation that impedes these objectives.
Similarly, NAW participates in agency rule makings undertaken to implement
statutes enacted by Congress, with the goal of securing the minimum degree of
regulatory burden and cost to you and other wholesaler-distributors.
NAW’s government relations department includes a team of lobbyists that
carries the wholesale distribution industry’s message to federal policy makers.
The team’s mission is to effectively convey the wholesale distribution industry’s
views to Congress, the White House, and federal agencies.
In 2007, NAW continues to vigorously advocate the interests of the wholesale
distribution industry before the executive and legislative branches of the federal
government and collaborates with office holders on a bipartisan basis whenever
possible.
Coalitions: Leveraging the
Strength of Our Industry
NAW’s coalition activities are predicated
on the principle of “strength in numbers,”
perhaps the ultimate example of the
value of networking. NAW is a leader
in organizing and managing coalitions
to address the wholesale distribution
industry’s public policy priorities in
Washington, DC. NAW represents
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 politically formidable. When
wholesaler-distributors are allied through
NAW with like-minded organizations
and their networks, our effectiveness
is substantially strengthened.
2007 NAW Executive Summit: FACING THE
FORCES OF CHANGE ®
About 200 leaders from diverse wholesale distribution
lines of trade came together in January 2007 in
Washington, DC for NAW’s Executive Summit: FACING
THE FORCES OF CHANGE ® . The overwhelming majority
of attendees rated the meeting “excellent.” They told
NAW that attending each year is mandatory because it
gives them the opportunity at the start of a new year to
discuss industry issues with each other and with top
consultants.
Here is a pictorial roundup of some of the major events
at the 2007 Executive Summit. For a detailed agenda for
the 2008 Executive Summit when it becomes available,
visit www.naw.org.
Adam J. Fein, Ph.D., President of Pembroke Consulting, provided an
advance look at the NAW Institute for Distribution Excellence report
Facing the Forces of Change®: Lead the Way in the Supply Chain.
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...Government and the Electoral Process
“I just used your E-Alert
program to contact my
Congressman. It is a
FANTASTIC tool for
composing a concise,
personalized, and meaningful
message and getting it out
quickly! Having the talking
points side by side with the
text of the message as I
entered it made it SO EASY!
I will be responsive to doing
this in the future. Thanks!”
J. Christopher Smith, Executive Vice
President and Chief Operating Officer
H.D. Smith Wholesale Drug Co.
Grassroots Lobbying: Constituents Back 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 principle grassroots lobbying tool is the E-Alert Program. Through
this program, NAW communicates with the senior management of both direct
member companies and member companies of NAW-affiliated member
associations that co-sponsor the program. They, in turn, communicate with
their Senators and Representatives as these issues move through the legislative
process. E-Alert, currently cosponsored by 45 member associations, enables
wholesaler-distributors to easily identify appropriate federal legislators,
conveniently craft a written advocacy message to them, and deliver it quickly,
when it is needed most.
NAW’s signature grassroots program is the Washington Action Network (WAN),
which catalogs the personal relationships that exist between individual
wholesaler-distributors and Members of both 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 member associations that opt to
cosponsor the program. Today, 73 member associations participate.
“The Best on K Street—the National Association of
Wholesaler-Distributors. The name may sound niche, but
the Wholesalers’ political operation is vast and powerful.”
The Hill Newspaper
“The Global Opportunity for U.S. Distribution” session focused on the
upside of the globalization trend by examining the international business
experiences of a panel of U.S. wholesaler-distributors who are succeeding
in global markets. The panelists were (from left): Jay Brown, Vice President
of Merchandising, Do it Best Corp.; Andrew Berlin, President/CEO, Berlin
Packaging; and Steve Johnson, President/COO, Tucker Rocky Distributing.
Alan Beaulieu of the Institute for Trend Research served as facilitator.
Byron Potter, President/CEO of Dallas Wholesale Builders
Supply Inc., and Sue York, Chairman of Ewing Irrigation
Products, added their own perspectives to the Executive
Summit program during a discussion roundtable where
attendees networked directly with their wholesale distribution
peers from other lines of trade.
2006 annual report 7

Government and the Electoral Process (continued)
Policy Agenda: Serving Our Members’ Interests
The complete menu of NAW advocacy resources was at work on behalf of
wholesaler-distributors throughout the Second Session of the 109th Congress
on a wide range of issues. Despite our best efforts on issues as diverse as health
care, tax relief, and tort reform, polarization of the Congress along partisan fault
lines proved to be a hurdle too high to clear for many items on the pro-business
legislative agenda.
Asbestos litigation reform, once a promising legislative prospect to replace the
costly tort system with a trust fund to compensate victims of asbestos exposures,
could not break free.
Association/small business health plan (AHP/SBHP) legislation would allow
trade associations to offer group health insurance programs to their members on
a multi-state basis. Repeatedly passed by the House of Representatives over the
years, an NAW-backed bill made it out of the Senate’s Health, Education, Labor
and Pensions (HELP) Committee for the first time, only to stall on the floor of
Congress’ upper chamber.
Traction in the Senate was also elusive for the House-passed Lawsuit Abuse
Reduction Act (LARA), a bill to penalize the filing of “junk” lawsuits and to scale
back a plaintiff lawyer manipulation of the civil justice system known as “forum
shopping.”
Despite these disappointments, there were some significant successes. Congress
passed and the President signed into law legislation that extends the reduced
marginal income tax rates enacted in 2001 and 2003 on all levels of income,
maintains the lower tax rates on capital
gains and dividends, and continues the
increase in first-year small business
expensing.
A second major victory turned back an
attempt, initially suggested by Senate
Republicans, to repeal the “last in, first
out” (LIFO) accounting method.
Today in the 110th Congress, “defense”
is the watchword. Organized labor has
seen its legislative wish list stalled
through 12 years of GOP-controlled
Congresses, and AFL-CIO-driven issues
now top the agenda of the new Democrat
majority that organized labor helped
elect. The main prize is enactment of
“card check” legislation to abolish
secret ballot elections in union organizing
efforts. Several battles to “hold the line”
can be expected on the tax policy front.
LIFO is clearly in jeopardy as are the
pro-growth tax cuts enacted in 2001
and 2003. Chairman of the House’s
tax-writing committee Rep. Charlie
Rangel (D-NY-15) has publicly suggested
that all are on the chopping block.
During the reception preceding the Wholesaler-Distributor Political
Action Committee Dinner, Robert Taylor, President/CEO of Do it Best
Corp. (left), greeted Sen. Tom Coburn (R-OK) (right) and Rep. Mark
Souder (R-IN-03).
Robert A. Reynolds, Jr., Chairman/President/CEO of Graybar
Electric Co. (left), enjoyed a conversation with Sen. Norm
Coleman (R-MN) and former Sen. Jim Talent (R-MO).
8 naw

“For more than 25 years,
belonging to NAW is part
of Carlson Systems’ risk
management program
regarding federal government
legislation, regulations, and
taxation that impact our
business.”
Don Carlson, Chairman
Carlson Systems
Political Action: Working to
Elect Pro-Business Leaders
Pro-business legislative victories, whether
of an “offensive” or “defensive” nature,
depend on having women and men
in the U.S. Senate and House of
Representatives who will cast probusiness
votes, and on having a
President who will lead on business
issues. NAW’s Wholesaler-Distributor
Political Action Committee (WDPAC)
engages the political process and
provides executives throughout the
wholesale distribution industry with an
important avenue for political action on
behalf of business-friendly candidates
for federal office.
WDPAC maintains both a Political Action Fund (PAF) and a Corporate Political
Education Fund (CPEF). The corporate contributions that CPEF receives enable
WDPAC to contribute to federal candidates every “hard dollar” of personal
money that PAF raises.
PAF fund-raising was successful in the 2006 election cycle. In addition, three
other major initiatives were undertaken in 2005 and continued through the
2006 election year: the formation and operation of Team Allen (on behalf of the
re-election of Virginia Senator George Allen), Team McGavick (to promote the
election to the U.S. Senate of Washington State’s Mike McGavick), and Team
Talent (on behalf of the re-election of Missouri Senator Jim Talent). Together,
these three Teams raised $3 million, an amount that has gotten the attention
of Washington, DC’s political community. Unfortunately, not every story has a
happy ending. Despite the stellar successes of the Teams’ initiatives, none of
the three candidates were successful on Election Day.
And despite the victories of the majority of WDPAC-endorsed candidates for
the Senate and House of Representatives, pro-business Republican majorities
in both Houses of Congress were swept out of power, the apparent victims of
an unpopular war in Iraq, ethical lapses on Capitol Hill, and a strong economic
recovery, the benefits of which are yet to be adequately realized by middle- and
lower-income workers and their families.
WDPAC prepares for the 2008 election cycle in which races for the Presidency,
33 seats in the Senate (22 Republican and 11 Democrat), and all 435 seats in
the House of Representatives will be run. WDPAC’s goal remains unchanged:
the elections of a President and a Congress that promote and enact pro-business
legislative and regulatory policies.
“A leader among the business lobbyists [is]...the National
Association of Wholesaler-Distributors.”
The Wall Street Journal
Rep. John Boehner (R-OH-08), Minority Leader of the House
of Representatives, thanked supporters at the Wholesaler-
Distributor Political Action Committee Dinner and shared his
insights on the 2006 elections and what the Republicans need
to do to regain their majority in the 2008 elections. More than
20 Members of Congress attended the event.
NAW President Dirk Van Dongen presented NAW’s 2007 Distinguished
Leadership Award to former Sen. Jim Talent (R-MO) at the NAW
Leadership Luncheon.
2006 annual report 9

NAW Networks You With...
There are many ways in which NAW performs the networking function without
putting you face-to-face with other industry executives. Only NAW regularly
connects you with the finest industry intelligence so you can benefit from the
best thinking about wholesale distribution.
NAW Institute for Distribution Excellence
At NAW’s 2007 Executive Summit, we announced the
rebranding of the Distribution Research and Education
Foundation (DREF) to the NAW Institute for Distribution
Excellence. Our goal in establishing the NAW Institute is
to provide a comprehensive and cohesive unit of research
and strategic knowledge for wholesaler-distributors that
no other organization can replicate across all lines of trade.
While the name and some of the activities have changed,
the mission remains the same:
“To sponsor and disseminate research into strategic management issues
affecting the wholesale distribution industry. The NAW Institute for
Distribution Excellence aims to help merchant wholesaler-distributors
remain the most effective and efficient channel in distribution.”
NAW members tell us repeatedly that our studies stand out as leading sources
of insightful, practical, and cutting-edge guidance. The core strength of the
NAW Publishing Program is that our resources deliver the critical information
wholesale distribution executives need to be successful and to grow their
businesses.
The NAW Institute is aggressive in producing new books and multimedia
products that can improve your company’s profitability. Visit www.nawpubs.org
for frequent updates.
The NAW Institute
Fellows Program was
established in 2001.
It is intended to
recognize outstanding
individuals from
the academic and
consulting communities
who do excellent work
to expand the body
of knowledge about
the wholesale
distribution industry.
When it comes to
research and authoring
practical reports that
can assist distribution
companies to be more
profitable, these Fellows
are our crown jewels.
NAW Institute for Distribution Excellence Fellows (from left):
J. Michael Marks of Indian River Consulting Group; Adam
J. Fein, Ph.D. of Pembroke Consulting, Inc.; Neil Gholson
of Deloitte Consulting LLP; and Brent R. Grover of Evergreen
Consulting, LLC.
Facing the Forces of Change ® :
Lead the Way in the Supply Chain
Adam J. Fein, Ph.D.
The first title to be
published under
the NAW Institute
for Distribution
Excellence in 2007 is
the eighth edition of
the flagship industry
report Facing the
Forces of Change ® :
Lead the Way in the
Supply Chain. This report examines four
key business-to-business trends: private
label brands, demand-driven channels,
new distribution profit models, and
Internet trends for business customers.
It also features never-before-published
data on industry segmentation, emerging
trends affecting the supply chain, sales
management, supply chain technology
forecasts, and much more. This study
draws upon a broad set of data, including
in-depth interviews with senior distribution
executives, manufacturers, customers,
analysts, professors, and association
executives. It also includes survey data
on nearly 1,300 wholesale distribution
and manufacturing companies.
Here is a brief overview of the titles
released in 2006:
2006 Employee Compensation Report
Every two years, NAW
conducts a unique
executive compensation
survey that focuses on
the largest wholesalerdistributors
in the
industry. This
downloadable report,
which focuses on data
from 2,080 wholesaler-distributors from
across all lines of trade, shows you how
your company’s compensation program
compares with those of other distribution
companies. As part of this report,
participants receive a customized
report with their company’s data and
comparisons to other firms.
10 naw

...Industry Intelligence
Working at Cross-Purposes: How
Distributors and Manufacturers Can
Manage Conflict Successfully
Mike Marks, Tim Horan, and Mike Emerson
This book takes a look
at what really drives
distributor-supplier
relationships, how often
they go bad, and why.
It can help both
distributors and their
suppliers avoid the
economic and other
consequences of a core relationship
turning sour by looking for ways to
correct emerging problems before they
become critical.
“Finally, there is a roadmap
for managing the relationship
that honestly looks at the
differing roles of distributors
and suppliers.”
Robert Dill, President
Hisco, Inc.
Price for Success: An Online Course for
the Wholesale Distribution Sales Team
In less than two hours, your employees
will know pricing strategies that deliver
profit, put a price on valued services,
and have the confidence to talk price
with your
customers.
Even if you
use pricing
profiles, your
employees
still need to
understand
the value you create with products,
inventory, service, and delivery.
2006 Wholesale Distribution Economic Reports
Adam J. Fein, Ph.D.
Each of these 18 innovative reports includes economic
analyses of one of the 18 major wholesale distribution sectors
within the $3.9 trillion industry, as well as the author’s expert
commentary to help you interpret the sector data in light of
current macroeconomic trends. These reports supply a wealth
of detailed channel benchmarking data, including revenue and
employment growth trends, the number and size distribution of companies,
gross margins, wages, and many other operating statistics.
Smart Investments: Developing Top Performers
in Wholesale Distribution
Susan Levering, Ph.D.
This book addresses the long-ignored aspect of the wholesale
distribution industry—Training and Development. Winning
companies approach soft, people-oriented issues as they
would any other business issue: They leverage training to
achieve bottom-line business results. This book identifies
five strategies successful wholesaler-distributors use and shows you how to
incorporate them into your planning process and make your company more
competitive in the marketplace.
“This book showed me that I was investing my company
training dollars wisely and that I am able to engage all of
my employees to move forward with a common vision.
It is one of the few training and development books with
a focus on the wholesale distribution industry.”
Bobby Cohen, CEO
Daycon Products Co., Inc.
Driving Growth and Shareholder Value: The Distribution
Value Map
Neil Gholson and Mark Schloegel
Known as DVM, this breakthrough tool—consisting of a
book and two poster-size wall maps—touches every part
of a wholesaler-distributor’s business and can help chart
a path to higher operational efficiency and overall
profitability. No matter what your line of trade, DVM
will help you debate ideas and priorities for your
organization, refine your strategy, and plan and execute
your tactical performance improvement efforts.
Looking Ahead
In addition to the all-new Facing the Forces of Change ® book, here are some of the topics planned for publication in 2007:
• 2007 Wholesale Distribution Economic Reports • 5 Fundamentals for Distributor Sales Management
• Improving Distributor Profitability • Financial Management for All Levels of Wholesale Distribution
• Lean Distributing
2006 annual report 11

Industry Intelligence (continued)
NAW SmartBrief
NAW SmartBrief is the wholesale distribution
industry’s free e-newsletter that close to 50,000
executives depend on daily for the latest industry
information. NAW SmartBrief conveniently delivers
in an easily to navigate format, the most recent
industry headlines, summaries, and links to
original news stories to subscribers by e-mail
four times a week. Sections cover distribution
news and trends, best practices, the small
business manager, sales, hot topics, executive
life, industry job listings, weekly surveys, a blog,
and a free research tool to look up information
about specific companies. Ask NAW ®
Using this robust desktop resource, NAW direct members can get
answers to their unique questions or glean feedback about issues
that affect their mission-critical projects. Questions can be directed
toward specific types of firms. NAW keeps all user information
strictly confidential. As more and more wholesaler-distributors use
Ask NAW ® , it is becoming one of their most valuable “need to know”
tools for getting comparison data and real-time information beyond
their traditional lines of trade.
Here is a cross section of the types of questions posed by networkers
on Ask NAW ® :
“NAW SmartBrief saves me
countless hours that I would
otherwise spend in reviewing
specific published articles
related to our industry. With NAW
SmartBrief, I can review this
information in a matter of minutes.”
Chip Hornsby, Group Chief Executive
Wolseley PLC
12 naw
• Does anyone have a recommendation for an accounts payable
audit/profit retrieval firm that has a particular understanding of
the distribution sector
• Do you use mandatory arbitration agreements with your non-union
employees for employment-related disputes If not, are you
contemplating implementing an Alternative Dispute Resolution
policy
• I am considering an outside consulting firm or purchasing a
package designed to help develop job classifications and salary
structure. Any recommendations
• What percentage of
your expense budget
is dedicated to
fostering new business
development activities
• What criteria are used
for commission programs
for outside sales
personnel
• How are commissions
calculated
“Ask NAW provided me
with feedback that would
have taken many phone
calls and much time to
gather on my own. I
believe your membership
will find great value in
using this benefit. Thank
you for providing it.”
Brad Thrall, President/CEO (retired)
Border States Electric Supply

NAW Networks You With...
Business Products and Services Programs
NAW Service Corporation
NAW networking also means connecting
you with programs that reduce your
operating costs. The NAW Service
Corporation leverages the collective
purchasing power of firms across the
entire wholesale distribution industry
to find and offer high-quality business
programs designed to meet the specific
needs of wholesaler-distributors at very
favorable prices. To learn more, visit
www.naw.org.
Other NAW Business
Partnerships
Freight and Air Shipping
NAW members can save on all types of
shipping services—small packages and
documents—heavy North American
freight—international air freight services
—with the leading carriers in the
industry.
Rental Cars
HERTZ.
The NAW/Hertz
Business
Account Program enables enrolled
member companies to receive special,
low negotiated rates and a one-year
complimentary Hertz #1 Club Gold ®
membership for all employees who
travel. In addition, individual company
rental activity is tracked and companies
earn one Free Rental Day Certificate for
every 15 days of qualifying rentals.
Property and Casualty Insurance
THE HARTFORD.
NAW’s strategic partnership with
The Hartford Insurance Company
provides wholesalerdistributors
with
access to superior
business insurance
coverage and
service. To ensure
that the independent
agents servicing our companies have a
heightened understanding of the needs
of wholesaler-distributors, The Hartford
has joined NAW in developing and
training a special alliance of network
agents.
Bank Card Processing
SOLVERAS. NAW teamed
up with Solveras Payment Systems to
provide
wholesalerdistributors
with the
latest credit
card processing technology, negotiated
group discounts, and a full range of
processing options, including a
secure virtual terminal that allows
wholesaler-distributors to manage
transactions from any Internet access.
Health Care Insurance
FLEXIBLE BENEFIT SERVICE
CORPORATION (FBSC) provides
a health care
program that
enables our
industry’s
employers and
their employees to save on their
premiums through innovative, taxadvantaged
alternatives to financing
medical insurance, such as a Health
Reimbursement Arrangement (HRA)
or a Health Savings Account (HSA).
2006 annual report 13

NAW International and National Association Membership
Marc Fortin, President of the National Convenience Store Distributors
Association (Canada), and John Buckley, Executive Vice President of
the Industrial Supply Association, discussed issues of mutual interest
with others at their discussion roundtable during an NAW Association
Executives Council meeting.
American Machine Tool Distributors’ Association ................AMTDA
American Nursery & Landscape Association.......................ANLA
American Supply Association .............................................ASA
American Veterinary Distributors Association ......................AVDA
American Wholesale Marketers Association ........................AWMA
Appliance Parts Distributors Association, Inc. .....................APDA
Associated Equipment Distributors.....................................AED
Association for High Technology Distribution ......................AHTD
Association for Hose & Accessories Distribution..................NAHAD
Association of Millwork Distributors ....................................AMD
Association of Pool & Spa Professionals (The) ....................APSP
Association of Woodworking & Furnishings Suppliers..........AWFS
Aviation Distributors & Manufacturers Association ..............ADMA
Bearing Specialists Association ..........................................BSA
Bicycle Product Suppliers Association................................BPSA
Ceramic Tile Distributors Association ..................................CTDA
Cleaning Equipment Trade Association...............................CETA
Commercial Vehicle Solutions Network...............................CVSN
Copper & Brass Servicenter Association .............................CBSA
Door & Hardware Institute..................................................DHI
Electrical Apparatus Service Association, Inc. .....................EASA
FEWA – Marketing & Distribution Association .....................FEWA
Fluid Power Distributors Association, Inc............................FPDA
Food Industry Suppliers Association...................................FISA
Foodservice Equipment Distributors Association .................FEDA
Gases and Welding Distributors Association........................GAWDA
General Merchandise Distributors Council ..........................GMDC
Health Industry Distributors Association .............................HIDA
Healthcare Distribution Management Association ...............HDMA
Heating, Airconditioning & Refrigeration Distributors
International ....................................................................HARDI
Independent Distributor Association...................................IDA
Independent Sealing Distributors........................................ISD
Industrial Compressor Distributor Association .....................ICDA
Industrial Supply Association..............................................ISA
International Association of Plastics Distributors .................IAPD
International Foodservice Distributors Association...............IFDA
International Sanitary Supply Association............................ISSA
International Truck Parts Association..................................ITPA
Irrigation Association (The).................................................IA
Lawn & Garden Marketing & Distribution Association..........LGMDA
Machinery Dealers National Association .............................MDNA
Material Handling Equipment Distributors Association ........MHEDA
Metals Service Center Institute ...........................................MSCI
Motorcycle Industry Council...............................................MIC
Music Distributors Association............................................MDA
National Association of Chemical Distributors .....................NACD
National Association of Electrical Distributors......................NAED
National Association of Flour Distributors, Inc.....................NAFD
National Association of Sign Supply Distributors .................NASSD
National Association of Sporting Goods Wholesalers ...........NASGW
National Association of Uniform Manufacturers &
Distributors......................................................................NAUMD
National Beer Wholesalers Association ...............................NBWA
National Fastener Distributors Association..........................NFDA
National Grocers Association..............................................NGA
National Insulation Association...........................................NIA
National Kitchen & Bath Association ..................................NKBA
National Marine Distributors Association.............................NMDA
National Paper Trade Association, Inc. ...............................NPTA
National School Supply & Equipment Association...............NSSEA
National Wood Flooring Association....................................NWFA
North American Association of Floor Covering
Distributors......................................................................NAFCD
North American Association of Utility Distributors ...............NAAUD
North American Building Material Distribution
Association ......................................................................NBMDA
North American Horticultural Supply Association................NAHSA
North American Meat Processors Association.....................NAMP
North American Wholesale Lumber Association, Inc. ..........NAWLA
NPES The Association for Suppliers of Printing,
Publishing & Converting Technologies ..............................NPES
Office Products Wholesalers Association.............................OPWA
Optical Laboratories Association.........................................OLA
Outdoor Power Equipment Aftermarket Association ............OPEAA
Outdoor Power Equipment & Engine Service
Association Inc. ...............................................................OPEESA
Pet Industry Distributors Association ..................................PIDA
Petroleum Equipment Institute...........................................PEI
Post Card & Souvenir Distributors Association ....................PCSDA
Power Transmission Distributors Association, Inc................PTDA
Professional Beauty Association .........................................PBA
Recreational Vehicle Aftermarket Association .....................RVAA
Safety Equipment Distributors Association, Inc. ..................SEDA
Security Hardware Distributors Association.........................SHDA
Textile Care Allied Trades Association .................................TCATA
United Products Formulators & Distributors
Association ......................................................................UPFDA
Water and Sewer Distributors of America............................WASDA
Wholesale Florist & Florist Supplier Association ..................WF&FSA
Wine & Spirits Wholesalers of America. Inc.........................WSWA
Woodworking Machinery Industry Association ....................WMIA
14 naw

NAW Regional, State, and Local Association Membership
Associated Beer Distributors of Illinois ................................ABDI
Association of Ingersoll-Rand Distributors ..........................AIRD
Association of Service & Computer Dealers
International ....................................................................ASCD
Beer Industry League of Louisiana......................................BILL
California Beer & Beverage Distributors ..............................CBBD
Canadian Association for Pharmacy Distribution
Management ..................................................................CAPDM
Canadian Institute of Plumbing & Heating ..........................CIPH
Electro-Federation Canada, Inc. ........................................EFC
Greater North Dakota Chamber of Commerce ....................NDCC
Los Angeles Fastener Association ......................................LAFA
Maryland Association of Wholesaler-
Distributors, Inc. ..............................................................MAW
Michigan Distributors & Vendors Association ......................MDVA
Midwest Distributors Association ........................................MDA
Mississippi Malt Beverage Association................................MMBA
National Convenience Store Distributors
Association ......................................................................NACDA
New York State Beer Wholesalers
Association ......................................................................NYSBW
North-American Association of
Telecommunications Dealers............................................NATD
North Central Wholesalers Association................................NCWA
Ohio Association of Wholesaler-Distributors ........................OAWD
Pacific Southwest Distributors Association..........................PSDA
Southern Wholesalers Association ......................................SWA
Western Association of Fastener Distributors ......................WAFD
Western Suppliers Association............................................WSA
Wholesale Beer Distributors of Texas ..................................WBDT
Wholesale Beer & Wine Association of Ohio........................WBWAO
Wholesalers Association of the Northeast............................WANE
Don Frendberg, Executive Vice President/COO of Heating,
Airconditioning & Refrigeration Distributors International, shared
association experiences with Ralph Suppa, President of the
Canadian Institute of Plumbing & Heating, at the January 2007
Association Executives Council meeting in Washington, DC.
Treasurer’s Report December 1, 2005 – November 30, 2006
Revenue
Total: $6,783,000
NAW: $5,204,000 Includes dues, publications, seminars, annual meeting, and coalitions
NAW/SC: $1,133,000 Includes insurance, car rental, long-distance telephone, overnight delivery,
credit management, market research, and other programs
WDPAC: $281,000 Includes Political Action Fund, Corporate Political Education Fund
NAW Institute for
Distribution Excellence: $165,000 Includes contributions, publications royalties
Expenses
Total: $6,783,000
NAW: $4,513,000 Includes publications, seminars, annual meeting, operations, provision for
reserves and government relations
NAW/SC: $1,768,000 Includes insurance, car rental, long-distance telephone, overnight delivery,
credit management, market research and other programs, operations
and provision for taxes
WDPAC: $304,000 Includes candidate contributions, operations
NAW Institute for
Distribution Excellence: $198,000 Includes project grants, operations
William A. Parsley, 2006 NAW Treasurer
2006 annual report 15

Leadership
2007 NAW
Board of Directors
Chairman of the Board
Raymon A. York
Ewing Irrigation Products
Chairman-Elect
C.S. “Chip” Hornsby
Wolseley PLC
First Vice Chairman
Randy Lindberg
United Natural Foods, Inc.
Second Vice Chairman
Robert N. Taylor
Do it Best Corp.
Immediate Past Chairman
Robert A. Reynolds, Jr.
Graybar Electric Company, Inc.
Secretary
Dennis G. Hatchell
Alex Lee Inc.
Chairman, Subcommittee on Budget
and Finance, and Treasurer
Sydney “Tucker” Jones III
Hudson Valley Paper Company
Chairman of the AEC
G. A. Taylor Fernley
Fernley & Fernley/Gases and Welding
Distributors Association
Chairman-Elect of the AEC
Robert Renkes
Petroleum Equipment Institute
Past Chairman of the AEC
Donald L. Frendberg
Heating, Airconditioning & Refrigeration
Distributors International
2007 Wholesaler-Distributor Political Action Committee
Board of Directors and Officers
Chairman of the Board
James K. Risk III
Kirby Risk Corporation
Secretary and Executive Director
Jade West
National Association of
Wholesaler-Distributors
Treasurer
Dirk Van Dongen
National Association of
Wholesaler-Distributors
Don Carlson
Carlson Holdings Inc.
Andre Lacy
LDI, Ltd.
William A. Parsley
Carswell Distributing Company
W. Grady Rosier
McLane Company Inc.
Raymon A. York
Ewing Irrigation Products
2007 NAW Institute for Distribution Excellence
Board of Directors and Officers
Chairman of the Board
Byron Potter
Dallas Wholesale Builders Supply Inc.
Vice Chair
Donald L. Frendberg
Heating, Airconditioning & Refrigeration
Distributors International
Mark Allen
International Foodservice Distributors
Association
Andrew Berlin
Berlin Packaging
Dan Blaylock
Adams-Burch Inc.
Charles Cohen
Benco Dental Co.
John Garfinkel
International Sanitary Supply Association
David Griffith
Modern Group Ltd.
Deborah Hamlin
Irrigation Association
Tim Holt
National School Supply & Equipment
Association
Julia Klein
C. H. Briggs Company
Mark Kramer
Laird Plastics, Inc.
Andre Lacy
LDI Ltd.
Richard McCarten
Electro-Federation Canada Inc.
William A. Parsley
Carswell Distributing Company
Bob Roberts
Roberts Oxygen Company, Inc.
* * *
Secretary
George Keeley
Keeley, Kuenn & Reid
Executive Director
Ron Schreibman
National Association of
Wholesaler-Distributors
President and Treasurer
Dirk Van Dongen
National Association of
Wholesaler-Distributors
16 naw

NAW Staff
Jim Anderson
Vice President–
Government Relations, NAW
Political Director, WDPAC
janderson@nawd.org
Sasha Beckford
Receptionist, NAW
sbeckford@nawd.org
Beth Rivera Cruz
Vice President/Controller, NAW
bcruz@nawd.org
Carl Farr
Senior Vice President–
Corporate Relations, NAW
cfarr@nawd.org
Kimberly Gaskins
Computer Operations Assistant, NAW
kgaskins@nawd.org
Joy Goldman
Director–Administration, NAW
Manager–Internal Operations, WDPAC
jgoldman@nawd.org
Susan Hodge
Manager–Computer Operations,
NAWSC
shodge@nawd.org
Edward Joynes
Chief Information Officer, NAWSC
ejoynes@nawd.org
David Mikulka
Manager–Mailroom Operations/
Printing Services, NAW
dmikulka@nawd.org
Dana Neill
Director–Member Services, NAW
dneill@nawd.org
Thuy Nguyen
Senior Accountant, NAW
tnguyen@nawd.org
Wendy Pasley
Office Assistant, NAW
wpasley@nawd.org
John Peter
Vice President–
Corporate Relations, NAW
jpeter@nawd.org
Ron Schreibman
Senior Vice President–
Strategic Direction, NAW
Executive Director, NAW Institute
for Distribution Excellence
rschreibman@nawd.org
Ruth Stadius
Director–Communications, NAW
rstadius@nawd.org
Mary Ann Thompson
Senior Accountant, NAW
mthompson@nawd.org
Jeremy Tunnell
Director–Web Operations, NAW
jtunnell@nawd.org
George Valiga
Vice President/General Manager,
NAWSC
gvaliga@nawd.org
Dirk Van Dongen
President, NAW
President/Treasurer, NAW Institute
for Distribution Excellence
President, NAWSC
Treasurer, WDPAC
dvandongen@nawd.org
Vicky Walsh
Manager–Communications
Administration, NAW
vwalsh@nawd.org
Jade West
Senior Vice President–
Government Relations, NAW
Executive Director, WDPAC
jwest@nawd.org
1725 K Street, NW
3rd Floor
Washington, DC 20006
Tel: 202-872-0885
Fax: 202-785-0586
E-mail: naw@nawd.org
Web: www.naw.org

1725 K Street, NW
3rd Floor
Washington, DC 20006
RETURN SERVICE REQUESTED
Tel: 202-872-0885
Fax: 202-785-0586
E-mail: naw@nawd.org
Web: www.naw.org
“Bell Microproducts and our key management staff have
benefited greatly from our NAW membership. We have used
the available tools and reports to great value in the running
of our business. The NAW representation on important
Washington issues has proven effective for our industry.”
Don Bell, President/CEO
Bell Microproducts