Ask the Scholar
Document scope · 1 page
Scholar
Ask about this object, its catalog metadata, its source description, or the page inventory.
For page-specific OCR and visual context, open one of the page chats.
Scholar Source Context
Document identity
localId
323153839
label
NAW (National Association of Wholesale-Distributors) 1/23/92 [OA 7567]
core
doc
dtoType
document
citationUrl
pageCount
1
Source metadata
id
323153839
contentType
document
title
NAW (National Association of Wholesale-Distributors) 1/23/92 [OA 7567]
citationUrl
identifierLocal
13794-010
collections
Records of the White House Office of Speechwriting (George H. W. Bush Administration)
Speech Backup Chronological Files
imageCount
1
hasImages
yes
source
import
hasTranscription
no
Source extras
naId
323153839
levelOfDescription
fileUnit
recordType
description
ocrSource
nara-archive
Single page context
seq
1
pageIndex
0
type
document
mediaId
b2ac2d275eeadc4b
ocrText
Originally Processed With FOIA(s):
FOIA Number:
S
S
FOIA
MARKER
This is not a textual record. This is used as an
administrative marker by the George Bush Presidential
Library Staff.
Record Group/Collection:
George H.W. Bush Presidential Records
Collection/Office of Origin:
Speechwriting, White House Office of
Series:
Speech File Backup Files
Subseries:
Chron File, 1989-1993
OA/ID Number:
13794
Folder ID Number:
13794-010
Folder Title:
NAW (National Association of Wholesale-Distributors) 1/23/92 [OA 7567]
Stack:
Row:
Section:
Shelf:
Position:
G
26
22
2
5
NAWD
Dirk 872-0885 Van Dongen, president of
extremely supportive of Admin.
Hank them
a 18,000 members
citil rts.
agamst federal mandates
parental leaves
against tax increases
leadershipin HEAL
Dirk iz co-ch. of Health Care
Equity Axn League
Molly working on details
Call for support of economic
growth pkg.
will TBD make presentation
to POMS
intend to have backdrop
NAW salutes Bush
ml Bills/Skins #1 the side
(diff. favorite superbow)
GB#1 other sike
Issues important
1 health care reform
- tax policy
rates beean morethan tax credits
-product liabilityreform
1 employer mandates
parental leave
sustain
work w/ Admin, veto to Support
1 not happy w/ avil As- NADA
They like Resident
will send copy fannualreport
1 2nd time met w/ POTUS
1st time was week after inang.
POTUS had aningitis
(same people will be at this,
they will remember.?)
1st trade asso. to endorse
B-Qticket. ticket.
day after nomination Dukaki3 got
- - Mick Calio, prior to 1st trip to
WH, was Sr. UP of gort. relations
Current Si VP Gov Rel.
Alan Kranowitz, had
clures job inReagodadmin. end of
ack - Dirk
Alan
video done last yr.
industry of entrepenurial
John Wayne Repubs."
Strong supporters of Admin.
Withdrawal/Redaction Sheet
(George Bush Library)
Document No.
Subject/Title of Document
Date
Restriction
Class.
and Type
01. Memo
Carol Aarhus to Andy Ferguson, re: Nat'l Association of
01/15/91
P-5
Wholesale Distributors (NAW). (1 pp.)
Collection:
Record Group:
Bush Presidential Records
Open on Expiration of PRA
Office:
Speechwriting, White House Office of
(Document Follows)
Series:
Speech File, Backup
By SN (NLGB) on 4/5/2005
Subseries:
WHORM Cat.:
File Location:
NAW [National Association of Wholesale Distributors] 1/23/92
Date Closed:
11/16/2004
OA/ID Number:
07567
FOIA/SYS Case #:
Re-review Case #:
2004-2265-S
P-2/P-5 Review Case #:
MR Case #:
Appeal Case #:
MR Disposition:
Appeal Disposition:
Disposition Date:
Disposition Date:
RESTRICTION CODES
Presidential Records Act - [44 U.S.C. 2204(a)]
Freedom of Information Act - [5 U.S.C. 552(b)]
P-1 National Security Classified Information [(a)(1) of the PRA]
(b)(1) National security classified information [(b)(1) of the FOIA]
P-2 Relating to the appointment to Federal office [(a)(2) of the PRA]
(b)(2) Release would disclose internal personnel rules and practices of an
P-3 Release would violate a Federal statute [(a)(3) of the PRA]
agency [(b)(2) of the FOIA]
P-4 Release would disclose trade secrets or confidential commercial or
(b)(3) Release would violate a Federal statute [(b)(3) of the FOIA]
financial information [(a)(4) of the PRA]
(b)(4) Release would disclose trade secrets or confidential or financial
P-5 Release would disclose confidential advise between the President
information [(b)(4) of the FOIA]
and his advisors, or between such advisors [a)(5) of the PRA]
(b)(6) Release would constitute a clearly unwarranted invasion of
P-6 Release would constitute a clearly unwarranted invasion of
personal privacy [(b)(6) of the FOIA]
personal privacy [(a)(6) of the PRA]
(b)(7) Release would disclose information compiled for law enforcement
purposes [(b)(7) of the FOIA]
C. Closed in accordance with restrictions contained in donor's deed of
(b)(8) Release would disclose information concerning the regulation of
gift.
financial institutions [(b)(8) of the FOIA]
(b)(9) Release would disclose geological or geophysical information
January 15, 1991
MEMORANDUM FOR ANDY FERGUSON
FROM:
CAROL AARHUS
CA
SUBJECT:
NAT'L ASSOCIATION OF WHOLESALE DISTRIBUTORS (NAW)
I just spoke with the president of the Association, Dirk
VanDongen (for future reference, his telephone number is 872-
0885). He is sending via messenger a copy of their annual
report, but here's what we discussed on the phone
This is the second time the group has met with the
President. The first time was right after the inauguration --
the President had laryngitis, so Sununu got to do most of the
speaking. The people who will be in attendance at this event
were also at the last one. The laryngitis factor may lend itself
toward a joke or two. POTUS did a video for the group last year.
The Association claims to be the first trade association to
endorse the Bush-Quayle ticket. They endorsed the day after
Dukakis got the nomination. We never like to say that a group
was the first, just because they claim it doesn't always
necessarily mean its true. However, we can say that the
President thanks them for their support early on in the campaign
and for their continued support
blah, blah, blah.
Acknowledge in the beginning of the speech -- Dirk VanDongen
and Alan Kranowitz, the Senior VP for government relations.
VanDongen says that this group is an industry of
entrepreneurial "John Wayne Republicans". He said although they
are individualistic, they are very committed to George Bush and
the Administration.
Important issues: health care reform; tax policy -- rates
mean more to them than tax credits; product liability reform
employer mandates (i.e. parental leave) they work with the
Administration to sustain vetoes, the group is not happy with the
Civil Rights Act or the Americans with Disabilities Act. We
probably shouldn't even mention them.
The whole purpose of this event is to thank them for their
continued support of the Administration and the President, and to
encourage support of the new economic growth initiatives that
will be announced in the State of the Union. You might want to
talk to Tony about what we can say about these initiatives.
I'll give you more as I get it. Call if you need anything
else. I'm at extension 7754.
NAWREPORT
July 15 1988
Presidential Endorsement
WDPAC Backs George Bush
How to Win in Washington
NAW helps orchestrate a stunning vic-
he NAW Wholesaler-Distributor
tory on costly long-term.care/payroll
T
always is on the record in favor of our posi-
tax increase proposal. P. 4
Political Action Committee's
tions. Michael Dukakis generally is not.
(WDPAC) Board of Directors has
unanimously endorsed George
"Take taxes. George Bush is against rais-
Bush for President. WDPAC is believed to be
ing taxes to cut the deficit. Governor
Florida Senate Race
the first national association PAC formally to
Dukakis refuses to rule out tax increases on
WDPAC profiles Rep. Connie Mack
business.
announce its backing of the Vice President.
(R- FL). P. 8
While WDPAC's principal mission is to
"Take mandated health insurance. Bush
support pro-business candidates in House
is against this explosively costly proposal.
Two New Insurance Products
and Senate races, the Board of Directors
Dukakis already has established it in Mas-
voted to endorse Vice President Bush at this
sachusetts and has endorsed Sen. Kennedy's
NAW offers improved business travel
federal initiative.
accident and group term life insurance
time to dramatize the importance of the
programs. P. 12
choice facing wholesaler-distributors in this
"Take Claude Pepper's long-term home
November's presidential election.
health care bill. Bush opposed this five-year
"Our membership has charged us with
$30 - $60 billion payroll tax increase, as did
the responsibility of supporting candidates
a majority of the Democratic-controlled
from both parties who are pro-business,"
House of Representatives. Dukakis came out
in favor of it.
says George Seeds, President of Findley
Welding Supply, Inc., Youngstown, Ohio,
"Take mandated parental leave. Bush
and WDPAC's Chairman of the Board.
opposes it. Dukakis has endorsed it.
"When you run down the list of economic
policy issues of critical importance to
"Basically," says WDPAC Treasurer and
wholesaler-distributors, George Bush almost
NAW President Dirk Van Dongen, "George
(Continued on back page.)
Status
Legislative, regulatory overview for
wholesaler-distributors. P. 2
OSHA's HCS
Despite temporary stay of regulation,
wholesaler-distributors should proceed with
implementation. P. 14.
11
Supreme Court Decision
Vice President George Bush, in bis White House office, meets with NAW President Dirk Van Dongen and Senior
High court define permissible 'gray-market'
Vice President-Government Relations Nick Calio.
imports. P. 16.
NATIONAL ASSOCIATION OF WHOLESALER-DISTRIBUTORS
1725 K St., N.W., Washington, D.C. 20006
Supreme Court Issues Ruling
on 'Gray-Market' Imports
n May 31, in K Mart Corp. v. Cartier
goods bearing a valid U.S. trademark but im-
O
Inc., et al., a sharply divided
ported without the consent of the trade-
Supreme Court voted to permit
mark owner. Despite objections from U.S.
some gray-market imports and to
manufacturers holding prestigious trade-
prohibit others by invalidating certain pro-
marks, the Customs Service has allowed
visions of the Customs Regulations.
gray market imports under a "common-
The Customs Regulations in question
control" exception (in the case of affiliated
allowed entry of gray market products: (1)
entities) and under an "authorized use"
A "gray market"
if both the foreign and the U.S. trademark are
exception where the foreign goods bear a
trademark under authorization of the U.S.
owned by the same business entity, (2) the
product is a foreign-
foreign and domestic trademark owners are
owner (although the foreign manufacturer
subject to common ownership or control,
is independent of the trademark holder).
manufactured good,
or (3) the trademark has been applied to the
Certain wholesalers and retailers carved
bearing a valid U.S.
foreign product under authorization of the
out a price advantage for themselves by pur-
U.S. owner.
trademark, that is im-
chasing goods abroad and, even after pay-
The Supreme Court decision was based
ing import duties, selling them at prices well
ported without the con-
primarily on an evaluation of common
below authorized competitors.
sent of the U.S. trade-
ownership and control of the trademark:
The case found its way to the courts
when a U.S. firm registers a domes-
when a group of U.S. manufacturers founded
mark bolder.
tic trademark for goods manufactured by
the Coalition to Preserve the Integrity of
an affiliate abroad, an unaffiliated third-
American Trademarks (COPIAT). COPIAT
party may buy the goods and ship them
brought suit seeking judicial reversal of t.
to the U.S. According to published sources,
regulations permitting gray market imports
under the common-control and authorized-
most U.S. gray market imports fall in this
category and are legal under the Supreme
use exceptions. The group was generally dis-
Court's ruling.
appointed with the ruling and has vowed to
continue its efforts by filing additional
however, when a U.S. firm holding a
lawsuits and by seeking federal legislative
U.S. trademark authorizes production by an
relief.
independent foreign manufacturer, the
foreign manufacturer may not ship them to
No federal legislation on the issue is
the U.S. without authorization, nor may a
likely in 1988 and prospects for next year are
unclear.
third-party buy them and ship them to the
U.S. without authorization.
Those seeking additional information
For 50 years the Customs Service regu-
may write NAW for its Legal Advisory on the
lations have not applied a prohibition to all
subject, Supreme Court Defines Permiss-
able Gray Market Imports.
WDPAC Backs George Bush
the Washington Post recently noted in a
(Continued from page 1.)
front-page article, a look at Dukakis' eco-
Bush relies on the free market to meet our
nomic positions reveals an attitude about
nation's needs, while Dukakis is much more
government's role that "hardly qualifies as
inclined to use federal taxing, spending, and
conservative. During his recent campaign
regulatory authority. Our strong preference
for president, [he] has advanced proposals
for marketplace solutions makes it logical
that would substantially increase govern-
that we support George Bush for President."
ment intervention in a wide range
areas
Sometimes these entail 'publ.
WDPAC's analysis of where Bush and
private partnerships' in which government
Dukakis fall on the public policy spectrum
and business work together. Sometimes they
is widely shared by political observers. As
entail more coercive methods."
16
NAWREPORT
CAMPAIGN '88
Interview With
Vice President Bush
eorge Bush was elected Vice Presi-
NAW Report: Mr. Vice President, the
Pro-Business
G
dent in 1980 and re-elected in
Reagan/Bush administration enacted the
1984. He is a candidate for the
Kemp-Roth tax reform bill in 1981 and
Voter Registration
Republican Presidential nomina-
pushed through the historic 1986 Tax
Business needs
tion in 1988. NAW has had
Reform Act, in which numerous tax pref-
to turn out the
numerous opportunities to work with the
erences were exchanged for lower marginal
vote in November.
Vice President and bis staff over the last
tax rates. How important are lower tax rates
P. 4
seven years, including the NAW Forum on
to economic growth? And what kind of
Tax Reform, held in New Orleans in 1985,
priority would you give to preserving them
at which the Vice President met in a town-
in your administration?
meeting forum with over 300 NAW
members.
Vice President Bush: I am opposed
to tax increases.
Prior to becoming Vice President, Mr.
Bush served as Director of the Central
For too long, tax increases have been
Intelligence Agency, Ambassador to China,
used to feed congressional spending, not
Chairman of the Republican National
for true deficit reduction. This should be
Committee, and as a member of the House
a warning to all future Presidents against tax
of Representatives. NAW recently bad the
hikes-unless we can control Congress'
opportunity to discuss current issues and
spending, increased revenues will mean in-
the Presidential race with the Vice
creased spending.
President.
SPECIAL
88
ISSUE
NAW President Dirk Van Dongen and Senior Vice President-Government Relations Nick Calio meet
with Vice President George Bush in bis White House office.
NATIONAL ASSOCIATION OF WHOLESALER-DISTRIBUTORS
Get Out The Business Vote!
"NAW has joined with several
lease immediately mark your and
absentee ballot if you will be traveling
P
your spouse's personal and of-
and unable to get to the polls on Elec-
other major associations to form
fice calendars with reminders to
tion Day (including overseas travel). If
Free Enterprise '88, an initiative
VOTE ON ELECTION DAY,
you think you or your spouse might
NOVEMBER 8. Every business em-
be out of town on Election Day, call
to turn out the pro-business vote
ployee who votes is critical if we are to
the number listed below for your state
in November. This may well be
positively affect the outcome of the
to learn how you can obtain an
Presidential, Congressional, State and
absentee ballot. Request these
the most important thing we do
Local races.
materials immediately so you have
this year."
sufficient lead time to vote absentee.
Registration
You voted in the last election-so
Besides travel, the states have varying
Victor Kanners
you're registered to vote, right?
requirements regarding other valid
NAW Chairman of the Board
WRONG!
reasons for voting by absentee ballot,
If you have moved or changed
including blindness, disability, mili-
your name, you must re-register
tary or student status or for religious
as a new voter. In some states if you
reasons. You may call the appropriate
number listed below to learn which
missed voting in the last election, your
registration is no longer valid.
requirements apply in your state of
residence.
If you're not sure you're registered,
call the number listed below for your
Make sure you send an absentee ballot
state and ask for information on how
far enough in advance of Election Day
you can register today. Act today to
to ensure that your vote will be
ensure that you can exercise your
counted. In many states, absentee
Right to Vote on Election Day!
ballots must be returned several days
before the election to be counted.
Absentee Voting
Don't forfeit your Right to Vote
Absentee voting requires you to plan
just because you are out of town.
ahead. Every state and the District of
Remember, every vote counts!
NAUREPORT
Columbia permit you to vote by
Editor, Philip B. Jaffa © 1988
Voter Contacts By State
NAW REPORT is published monthly by the National Asso-
ciation of Wholesaler-Distributors, 1725 K St., NW,
Washington, D.C. 20006. (202 872-0885) Readers are
Alabama
Idaho
Missouri
Pennsylvania
encouraged to reproduce or borrow our material in whole
(205) 261-3126
(208) 334-2852
(314) 751-4875
(717) 787-5280
or in part, with attribution, but we would appreciate
Alaska
Illinois
Montana
Rhode Island
receiving tear sheets for our files. Camera-ready artwork
is available by special arrangement at a nominal charge.
(907) 586-6181
(217) 782-1547
(406) 444-4732
(401) 277-2345
Arizona
Indiana
Nebraska
South Carolina
Design: Neo Graphix
(602) 267-8683
(317) 232-3939
(402) 471-2554
(803) 748-4944
Arkansas
lowa
Nevada
South Dakota
(501) 371-1010
(515) 281-5781
(702) 885-5203
(605) 773-3537
California
Kansas
New Hampshire
Tennessee
(916) 445-0820
(913) 296-4559
(603) 271-3242
(615) 741-7956
Colorado
Kentucky
New Jersey
Texas
(303) 866-2041
(502) 564-7100
(609) 292-3760
(512) 475-3091
Connecticut
Louisiana
New Mexico
Utah
(203) 566-3106
(504) 925-7885
(505) 827-3620
(801) 533-5115
Delaware
Maine
New York
Vermont
(302) 736-4277
(207) 289-3501
(518) 474-6220
(802) 828-2304
District of
Maryland
North Carolina
Virginia
Columbia
(301) 974-3711
(919) 733-7218
(804) 786-6551
(202) 727-2504
Massachusetts
North Dakota
Washington
Florida
(800) 462-8683
(701) 224-2900
(206) 753-7121
(904) 488-7690
Michigan
Ohio
West Virginia
Georgia
(517) 373-2540
(614) 466-2585
(304) 345-4000
(404) 656-2871
Minnesota
Oklahoma
Wisconsin
Hawaii
(612) 296-9218
(405) 521-2391
(608) 266-8005
(808) 548-3415
Mississippi
Oregon
Wyoming
(601) 359-1383
(503) 378-4144
(307) 777-7378
4
NAW
Dirk Van Dongen
Photo Copy Preservation
DELIVER TO:
Carol Darhus
111 1/2 Old Exec
Office Bldg
X-RAYED
NATIONAL ASSOCIATION OF WHOLESALER-DISTRIBUTORS
MA
OF
WINNING IN
WASHINGTON
REPORT
National Association
1990 AINN UAL
of Wholesaler-Distributors
The National Association of
Wholesaler-Distributors (NAW) is
composed of thousands of Direct
Member companies and a federation
of national, regional, state, and local
commodity line Associations and their
member firms 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 (WDPAC), the
Distribution Research & Education
Foundation (DREF), and the NAW
Service Corporation (SC).
MESSAGE
OPENING
Don Carlson, President, Carlson Systems, NAW Chairman of the Board
OW do you feel
NAW as a dues-paying Direct
As you page through this
H
about what goes on
Member. It's time to under-
Annual Report, I think you'll
in Washington,
stand the issues, and voice
see what NAW can do for you
DC? Are you too
your position to your elected
and you can do for NAW
busy to worry about it? Are
officials. Write them. Call
in government relations
in
you so cynical that you figure
them-or better yet, get a
political action in research
you can't do anything about it?
group of wholesalers and go
and education and in
As NAW Board Chairman,
visit them. It's time to contrib-
improving the productivity
I've traveled all over the
ute to our Political Action
and profitability of that
country. I've talked to whole-
Committee.
miracle in the U.S. economy-
saler-distributors in many
Cursing the darkness won't
wholesale distribution.
different commodity lines.
work. You've got to stand up
Typically, executives in our
for what you believe in.
industry consider our nation's
As I see it, there isn't any
Don Carlson
tax-and-spend-and-regulate-
excuse whatsoever for the
Don Carlson
the-heck-out-of-business
most prosperous and powerful
President
policies to be a major threat to
nation in the history of the
Carlson Systems
our future and they curse
world continuously living
Omaha, Nebraska
the darkness.
beyond its means.
NAW Chairman of the Board
Well, folks, it's time to
But it's up to us to do
light a candle. It's time to join
something about it.
1
AW's members
achieved important
MEMBERSHIP
N
objectives in 1990.
Mandated
parental leave legislation was
defeated. Punitive estate tax
provisions were amended.
Unrealistic provisions affect-
ing truck fleet operations were
deleted from a clean air bill.
There was a critical
victory, too, on the judicial
front. The Supreme Court
largely followed NAW's brief
in Hasbrouck v. Texaco. The
lower courts and 35 state
attorneys general had sought
to make normal wholesale
distribution procedures illegal
under the antitrust laws.
NAW's work in research
and education also moved
forward. The association
convened a conference on
distribution technology and
released a new productivity-
Dirk Van Dongen, NAW President
enhancing study, The Tech-
nology Maze in Wholesale
Distribution: Choosing the
Right Path. Given the
have faced so many impon-
industry's evolving financing
derables in our economic and
needs, the association also
political future.
published Financing Whole-
One thing, though, is
sale Distribution in the 1990s.
certain. NAW is working to
NAW makes
And NAW's executive training
promote your financial well-
program at The Ohio State
being. Your membership in
University School of Business,
NAW is a business invest-
a difference
the Wholesale Distribution
ment on which we are com-
Executive Management
mitted to giving you a high
Courses, received their
rate of return.
where it
highest ratings ever.
The NAW Service Corpo-
ration chalked up its eighth
counts
on
straight year of increased
Dirk Van Dongen
services to wholesaler-
NAW President
your bottom
distributors.
Unfortunately, the year
ended with the economy
line.
slowing. The political mood
appeared to have turned
unfriendly to the business
community's interests. It has
been many years since we
2
The Wallace Co., Inc.,
Houston, Texas brought home
the bacon for the wholesale
distribution industry in 1990.
They were one of four compa-
nies awarded the prestigious
Malcolm Baldrige National
Award for Quality by the
Commerce Department.
"Investing in quality has
completely turned our busi-
ness around," says Michael
Spiess, Executive Vice
President and Chief Operat-
ing Officer. "In the past three
years, we have increased sales
70% and operating profits
750%. We have invested in
NAW for the same reason we
invested in quality. NAW's
work on taxes, regulations,
and in court have a significant
impact on our profitability.
We also like their promotional
work on behalf of our indus-
try. It's difficult to establish
relationships with suppliers
and customers if they don't
have any idea what a whole-
Clockwise from top left are John Wallace, Chief Executive Officer
saler-distributor does."
of Wallace Co. Inc.; C.S. Wallace, Jr., President; and C.S.
The Wallace Co. distrib-
Wallace, Sr., Chairman of the Board.
utes pipes, valves, and
fittings, primarily to the oil
and chemical industry.
President Bush congratulates John Wallace, Wallace Co.'s CEO,
on receiving the prestigious Malcolm Baldrige Award.
3
AW and its member
MEMBERSHIP
N
associations have a
division of labor,
says Joe Cook,
Executive Vice President of
the National Association of
Chemical Distributors. "The
commodity line groups handle
specific marketplace issues.
NAW addresses the broad,
industry-wide concerns. It's a
perfect complement. However,
for NAW to have the re-
sources to do its job, firms
need to belong to NAW as
dues-paying Direct Mem-
bers."
Joe Cook, Executive Vice President, National Association of
Chemical Distributors
USER
simple green
simple
Left to right are John (Vice President), Jere (President), and Matthew Fonda (Vice President) of the
John Day Co.
Jere W. Fonda, President,
benefits from NAW than any
keep a family business intact.
John Day Co. (center),
other organization to which I
NAW went to work on the
proudly poses with his two
belong," says the senior
issue. We secured repeal in
sons, Matthew W. Fonda,
Fonda. Take one issue:
1990. I-call that a valuable
Vice President, and John D
Estate taxation. I've worked
Direct Member benefit." John
Fonda, Vice President (left),
my entire life to create a
Day Co. distributes farm
at their corporate headquar
family company. Congress
equipment and industrial
ters in Omaha, Nebraska. "I
enacted 2036(c) in 1987,
supplies.
get as many, if not more
which made it difficult to
4
Paul Ahrendt is President
of Tool House/Henkle &
Joyce, a wholesaler-distributor
of hardware and construction
supplies in the Midwest. "I'm
living proof of the value of
association-sponsored re-
search and education," says
Ahrendt. "I completed a
leveraged buyout just days
before the big recession hit
the farm economy out here in
'84. With the roof collapsing
on me, I bought books and
went to seminars and com-
pletely changed my business
practices. I'm very grateful to
the Specialty Tools & Fasten-
ers Distributors Association
and NAW for their collective
assistance. My advice to
wholesaler-distributors is:
Join NAW and your commod-
ity line association, buy their
Paul Ahrendt, President, Tool House/Henkle & Joyce
publications, and attend their
programs."
The secret to NAW's
effectiveness is its unique
partnership with its member
associations," says Thomas A.
Fernley III, Chairman of the
Board, Fernley & Fernley,
Inc., and Managing Director of
the National Wholesale
Hardware Association,
Philadelphia, Pennsylvania.
"Collectively, we bring the
entire resources of a $1.8-
trillion-per-year industry to
bear on legislative, regulatory,
and judicial issues
on
industry public relations
on
general research and educa-
tion programs
and on
business services. There is no
more effective lobbying effort
for distribution than NAW.
The association is very well
respected on Capitol Hill and
at 1600 Pennsylavania
Avenue."
Tom Fernley, Chairman of the Board, Fernley & Fernley, Inc.
5
ANNUAL
MEETING
N-A-W
Secretary of Defense Richard Cheney
t was an extraordinary
events in the Persian Gulf,
objections to mandated
I
time to hold a public
his remarks seem eerily on
benefits. She promised a
policy meeting. The
target.
presidential veto of parental
Soviet Empire was
Then-Labor Secretary
leave legislation if it passed
collapsing. The U.S. was
Elizabeth Dole underscored
the Congress a promise
turning inwards to define a
the administration's strong
President Bush fulfilled.
whole new set of national
priorities.
In this atmosphere, the
collective, voluntary leader-
ship of the wholesale distribu-
tion industry was treated to an
extraordinary parade of
influential policymakers at the
1990 NAW Annual Meeting
and Washington Conference.
On everybody's mind,
quite literally, was the ques-
tion, "What lies ahead as we
chart our course for the '90s
both as wholesaler-distributors
and as concerned Americans."
Secretary of Defense
Richard Cheney gave a tour de
force review of national
security in the Gorbachev era.
He noted that America faced
Then-Labor Secretary Elizabeth Dole receives a Special Leadership
other security threats besides
Award from NAW's Jim Anderson, Senior Director-Government
the Soviets. In light of the
Relations, and Dirk Van Dongen, President.
6
N
NAMS 1990 WHOLESALER ASSOCIATION Annual NATIONAL DISTRIBUTORS OF Meeting
W
NAW
E
&
FBI Director William Sessions
S
FBI Director William
Sessions briefed wholesaler-
distributors on the growing-
National Association of
not diminishing-level of
military and industrial espio-
Wholesaler-Distributors
nage.
Sessions also spent a
considerable portion of his
N
time addressing the issues of
illegal drug usage and the role
employers have to play in
ridding the nation of that
problem.
Sessions advised CEOs to
Left to right are Rep. Henry Waxman (D-CA), Sen. Alan Simpson
educate their managers on the
(R-WY), and Mary Tavenner, NAW Senior Director-Government
issue. Most employers, he
Relations.
notes, are simply unaware of
what this problem is costing
Assistant Senate Republi-
them.
can Leader Alan Simpson (R-
WY) and Health and Environ-
ment Subcommittee Chairman
Rep. Henry Waxman (D-CA)
went head-to-head on health
The leaders of the
care policy.
Waxman proposed a
wholesale distribution
version of Senator Kennedy's
mandated health insurance
proposal costing perhaps $50
industry meet with
billion per year.
Simpson expressed the
basic sentiment of most
leading policymakers in
wholesaler-distributors: "Who
the hell is going to pay for it?"
the nation's capital.
7
enator Chuck Robb (D-
ANNUAL
MEETING
S
VA) gave industry
leaders a look at fiscal
conservatism in the
Democratic Party. The budget
cannot be balanced, in Robb's
view, unless legislators are
willing to say "no" even to
worthwhile expenditures.
Robb, who frequently is
mentioned as a "future"
Democratic candidate for
President, also talked about
his efforts to move his party
back towards the political
center-specifically, his
founding of the Democratic
Leadership Council.
Senator Conrad Burns (R-
MT), one of the Senate's most
colorful members, regaled
wholesaler-distributors with a
Westerner's view of the
Senator Chuck Robb (D-VA), left, shares a few thoughts with
nation's capital. Burns was
NAW President Dirk Van Dongen before addressing the NAW
particularly concerned with
Annual Meeting.
the growing legislative activity
in environmental areas.
JAMES JIMDERSON
Senator Conrad Burns, center, reviews NAW's 1989 Annual Report, hot off the press, with Jim Ander-
son, left, NAW Senior Director-Government Relations, and Don Carlson, right, NAW Chairman of the
Board and President of Carlson Systems, Inc.
8
A skilled politician can
put on quite a show. That's
exactly what Newt Gingrich
(R-GA), the House Republi-
can Whip, gave wholesaler-
distributors at the NAW
Annual Meeting.
Gingrich laid out a mission
to empower the American
people to change laws and the
current bureaucracy to
make an ailing system work
to rethink our old approaches
to education, health care, and
other programs.
Wholesaler-distributors
certainly got an inspirational
message from the Republi-
cans' "lightning rod" in the
House of Representatives.
Later in the year, Gingrich
launched a spirited debate
House Republican Whip Newt Gingrich (GA)
within Republican circles
over the "soul" of the party by
included higher taxes. The
Senator Pete Domenici (R-
refusing to back the budget
dust from that whirlwind has
NM), the Ranking Republican
compromise package that
yet to settle!
on the Senate Budget Commit-
tee, gave wholesaler-distribu-
tors a pessimistic (and unfortu-
nately accurate) analysis of the
emerging budget negotiations.
Domenici predicted that
little real progress on the
budget would be achieved
without an increased Republi-
can presence in the Congress.
Senator Pete Domenici (R-NM)
9
he federal govern-
Coalitions: NAW works
publications and through its
ment. What it does
Washington Action Network
GOVERNMENT
RELATIONS
T
with more than 30 legislative
for you, or to you, can
and regulatory coalitions,
(a cooperative venture be-
have a large impact
usually in a leadership
tween NAW and more than
on your bottom line.
capacity. Coalitions help
100 member associations
NAW's primary mission is
prevent "divide and conquer"
listing wholesaler-distributors
to ensure that the federal
tactics from being used to
who know Members of Con-
legislative, executive, and
implement anti-business
gress personally).
judicial branches of govern-
legislative and regulatory
Media Relations: NAW
ment give wholesale distribu-
initiatives.
produces a wealth of materials
tion the consideration its
Grassroots Action: NAW's
for the general media and the
economic importance war-
effectiveness is largely
trade press. Key legislative
rants. We accomplish this in a
dependent upon the willing-
and regulatory issues often are
number of ways.
ness of wholesaler-distributors
decided by the way they are
Washington Advocacy:
to write letters, make phone
reported and the way
NAW regularly works with
calls, send telegrams, and
policymakers and the public
Members of Congress and the
meet face-to-face with Mem-
respond. NAW works to
Executive Branch to discuss
bers of Congress. NAW
establish a reputation as a
key issues. We also submit
advises wholesaler-distribu-
reliable source of information
position papers and congres-
tors on when and where to
on business issues.
sional and regulatory testi-
make their views known most
mony.
effectively through its many
Some of NAW's most important work consists of meeting with policymakers and helping establish an
agenda. Shown here, meeting in the office of the Vice President of the United States, are (left to right),
Dirk Van Dongen, NAW President; Vice President Quayle; Alan Kranowitz, NAW Senior Vice Presi-
dent-Government Relations; and Jim Anderson, NAW Senior Director-Government Relations.
10
In 1990, it became a lot
easier to keep a family
business in the family.
Congress passed and the
President signed into law a
repeal of Section 2036(c) of
the Internal Revenue Code.
The "estate tax freeze" was
thereby reinstated.
This issue is a classic
example of industry govern-
ment relations. The Internal
Revenue Service had at-
tempted to get rid of estate
freezes through administra-
tive action. It was rebuffed in
the courts. The IRS then
persuaded congressional tax
writers to effectively ban the
estate freeze by inserting
Rep. Raymond McGrath (R-NY), left, a member of the House Ways
provisions at the 11th hour in
and Means Committee, talks with NAW Board Chairman Don
a tax bill-without hearings.
Carlson just after the NAW official's testimony on the estate freeze.
Reinstating the freeze then
Carlson, whose brother, son, two nephews, and daughter and son-
faced an immense obstacle:
in-law all are in the family business, imparted a personal perspec-
tive to this issue.
Estate freezes lose revenue,
which violates budget guide-
lines.
businesses, helped lead the
helped turn out the grass
The wholesale distribution
charge. NAW met with
roots. In October, 1990, three
industry, which is heavily
government officials, testified
solid years of work culminated
populated with family-owned
at congressional hearings, and
in repeal.
P.B.&S. CHEMICAL COMPANY. INC.
NAW chalked up a
victory in 1990 that will
help family-owned
over
40
businesses stay in
Letters from home
like
the
one from Ray Preston, Presi-
the family.
dent, P.B.& S. Chemical
Company, Inc.-helped
persuade Congress to repeal
2036(c).
11
GOVERNMENT
RELATIONS
President Bush meets with representatives of the business community to plot strategy for sustaining his
veto of mandated leave. Seated at his right is Mary Tavenner, NAW Senior Director-Government
Relations.
egislation requiring
their workers passed the
Representatives. In fact,
L
employers to offer
Congress in 1990. President
despite extraordinary pressure
mandated family and
Bush vetoed it. His veto was
by the unions, not one single
medical leave to
sustained in the House of
Representative who earlier
voted against the measure
"turned" and voted to override
The veto fight over
the President.
This was a big victory for
NAW. The association serves
mandated leave became a
as Executive Secretariat of the
Concerned Alliance of
test of strength between
Responsible Employers, the
leading business group
opposing the measure.
business and labor. Labor
Defeating mandated benefit
proposals is one of the
industry's top legislative
lost. As a result, many
priorities.
Mandated benefits are
undesirable for the economy
labor-backed initiatives
because they introduce
rigidity and inefficiency into
were shelved in the 101st
the labor markets. They are a
potential political disaster for
the country because they offer
Congress.
a way to move federal "ben-
efit" programs off-budget.
12
The 1990 budget summit
budget deficit-ever-increas-
ADA was another proverbial
between the White House and
ing federal spending for
steamroller coming down the
congressional leaders was a
entitlement programs.
legislative pike, with few
fiasco. Little was done to cut
A number of other NAW-
opportunities for improve-
spending. Taxes were raised.
opposed items made their way
ment.
The political damage was
into the budget package (a
As a result, the ADA is
even worse. A decade-long
continuing problem with
extremely vague. No one
debate about federal over-
"omnibus" budget legislation).
really knows yet how the law
spending was transformed into
Congress raised the Pension
is going to work and it could
one about whether the rich
Benefit Guaranty Corporation
spawn a considerable amount
paid their fair share.
premiums that employers pay
of litigation-a major prob-
NAW strongly opposed the
when they have single-
lem for wholesaler-distribu-
final budget package. Higher
employer defined benefit
tors and other employers.
tax rates will distort economic
pension plans. And a new,
NAW will be closely watch-
decisions. The phaseout of
higher, variable excise tax was
ing the Equal Employment
personal exemptions and
established for employers
Opportunity Commission and
reductions in itemized deduc-
recouping excess assets from
the Justice Department for
tions are so complicated that
defined benefit pension plan
their implementing regula-
they probably will be short-
terminations.
tions.
lived.
Also in 1990, Congress
NAW and the wholesale
and the President rushed to
distribution industry face a
enact a new law to help the
difficult year in 1991. The
disabled-the Americans
nation's political leadership
With Disabilities Act (ADA).
does not appear willing to
Certainly helping the disabled
address the root cause of the
was a noble objective. But the
Don Carlson, NAW Chairman of the Board and President of Carlson Systems, Inc.,
testifies before the House Ways and Means Committee. His message: Don't raise tax
rates.
13
AW devoted great
N
energy in 1990 to
NAW helped defeat
defeating a so-called
civil rights bill. It
would have allowed current or
legislation that would
former employees to use
statistical imbalances in an
employer's workforce to create
have spawned costly
a legal presumption of dis-
crimination.
"Guilty by reason of
litigation and transferred
statistics" would have been
the verdict even if an em-
huge sums from
ployer did not intend to
discriminate and even if an
employer's practices had no
wholesaler-distributors
discriminatory effect. The
result would have been a huge
amount of costly litigation-
and other businesses to
and hiring and promotion
quotas.
President Bush showed
trial lawyers.
great political courage in
vetoing it just before an
election.
SHADRIN
President Bush's veto of so-called civil rights legislation was upheld by a single vote. The election to
the Senate of Rep. Larry Craig (R-ID), a long-time legislative ally, will certainly help in 1991. Shown
here meeting in Craig's Capitol Hill office are NAW's Jim Anderson, Senior Director-Government
Relations; Alan Kranowitz, Senior Vice President-Government Relations; Mary Tavenner, Senior
Director-Government Relations-and Rep. (now Sen.) Craig.
14
Getting together for a Capitol Hill strategy session are Senator
Rockefeller (left) and Jim Anderson, NAW Senior Director-
Government Relations.
Once again, the political
again, focus attention on this
attorneys pursuing "deep
muscle of the trial lawyers
problem.
pocket" legal theories-suing
prevented Congress from
NAW has developed, with
wholesaler-distributors, not
enacting product liability
key lawmakers, a "product
because they have done
reform. NAW, however,
seller's" provision that would
something wrong, but because
which serves as Executive
essentially base the liability
they have resources.
Secretariat of The Product
of wholesaler-distributors on
Liability Alliance, believes
fault. Most of the product
there were some important
liability claims made against
advances in this long-haul
industry firms are the result of
struggle.
President Bush made
product liability reform an
administration priority in his
1990 State of the Union
Address
and Vice Presi-
dent Quayle assembled a
cabinet-level council which
pushed the measure. More-
over, a prominent Democrat
on the Senate Commerce
Committee, Jay Rockefeller
(WV), began toiling in the
trenches to line up support on
his side of the aisle.
Vice President Quayle, left, presides over a White House meeting
Liability insurance
with the business community to discuss product liability reform.
markets appear to be tighten-
Jim Anderson, NAW Senior Director-Government Relations, is at
ing up, which should, once
the far right.
15
t was an exceptionally
the practice of suppliers
distributors could be subject
RELATIONS
I
busy year for NAW on
offering a lower price to
to triple damages under the
the legal front.
wholesaler-distributors. The
antitrust laws for carrying out
The U.S. Supreme
lower courts-and, incred-
their primary economic
Court, in Hasbrouck v. Texaco
ibly, 35 state attorneys
function.
(closely following an amicus
general-had taken the
Also, the Georgia Court of
brief filed by NAW), upheld
position that wholesaler-
Appeals-in the Mayer
Electric case-followed an
NAW amicus brief and
For the first time, the
revived Georgia's Mechanic's
Lien Act (which protects a
wide range of distributors
U.S. Supreme Court
supplying the building trades).
And NAW filed an amicus
acknowledged the
brief with the Supreme Court
in the Pacific Mutual case
arguing that a $1,037,500
important economic role
punitive damage award for an
employee who suffered $2,500
in actual damages violated an
of our industry.
employer's
constitutional
rights.
The U.S. Supreme Court
IN THE
Finally, at
Supreme Court of the United States
year's end,
MOTION FOR LEAVE TO FILE
NAW filed an
BRIEF AMICUS CURIAE AND
amicus brief
BRIEF OF NATIONAL
ASSOCIATION OF
WHOLESALER-DISTRIBUTORS
in the Cooper
IN SUPPORT OF PETITIONER
Electric case,
LOUIS R. MARCHESE
disputing a
NEIL J. KUENN
federal
20 North Wacker Drive
Chicago, IL 60606
District Court
July 31, 1989
Attorneys for National Association
ruling that
of Wholesaler-Distributors
inside sales
men and
women in the
wholesale distribution indus-
try are no different than sales
clerks in the retail industry-
and thus are subject to
overtime requirements under
and
the Fair Labor Standards Act.
The Cooper Electric ruling
exposes wholesaler-distribu-
tors to large back pay claims
and potential civil fines.
16
The U.S. Supreme Court,
in the Maislin case, reluc-
ERTS
tantly granted the trustees of
bankrupt trucking firms the
right to collect additional
money from many shippers
ME CARE
who already have paid their
OCKVILLE, MD.
freight bills in full. The high
court called upon Congress to
fix the statute.
0
YGE
Unfortunately, a legislative
remedy was sidetracked by
some old-fashioned arm-
2
twisting by the Teamsters
Union. NAW plans a renewed
legislative effort in the 102nd
Congress.
In another transportation
Bob Roberts, the President of Roberts Oxygen Co., Inc., Rockville,
issue, NAW helped secure an
Maryland, an NAW Direct Member, poses next to one of his trucks.
important change in the Clean
Fleet operators like Roberts Oxygen come under the Clean Air Act
Air Act amendments. Whole-
provisions.
saler-distributors with com-
mercial fleets will not be
required to convert to clean-
in solving problems. But,
NAW routinely issues
fuel vehicles when manufac-
oftentimes, NAW is left with
information bulletins, trade
turers do not offer them, as
the mission of explaining to
press articles, and regulatory
required under the initial
wholesaler-distributors
compliance packages to help
House-passed version.
regulations that are convo-
wholesaler-distributors with
Instead, the law estab-
luted, complex, and of little
their regulatory obligations.
lishes a "pollution credit"
benefit.
program, under which fleet
operators who are under their
N.A.W
pollution standards can sell
November 1990
INFORMATION BULLETIN
OSHA
credits to operators who are
SUMMARY OF NEW
DOT EMERGENCY RESPONSE
COMMUNICATION ANDARDS (HM-126C)
over.
HAZARD
New U.S. Department of Transportation (DOT) emergency response information
governing the transportation materials (commonly referred
Regulatory Compliance:
HM will into effect December 31. 1990. The purpose the new
which are DOT Hazardous Materials (HMR) "improve
the emergency response information HMR in order enhance
pertaining safe handling hazardous materials
involved
incidents
Fed.
1989.
One of NAW's most impor-
Reg.
COMMUNICATION
Nothing in HM 126C serves to expand the scope of the HMR; rather HM 126C imposes
the additional on wholesaler distributors and others in the
currently regulated community:
tant, and least understood
identification of hazardous materials on shipping papers by technical name:
STANDARD
hour emergency response telephone number on shipping papers: and
functions, is dealing with the
placeme emergency response information on vehicles and facilities
where materials are loaded. stored or handled during
any phase of transportation
federal regulatory bureau-
1. USE OF TECHNICAL NAMES
HM 126C defines name" recognized chemical currently used
scientific and handbooks journals, and texts may not used
cracy.
For
(not
specified)
names
listed
new regulation technical name appear
parentheses association with the proper name hazardous
The popular notion that
material being shipped is a mixture solution materials,
shippers must the shipping paper, by their technical names, the components
most contributing the product's hazards
A
Proper shipping names which this applies are
Complete
the regulatory system largely
Acid, liquid,
"How-To"
Alcohol
Alkaline
has a mind of its own, and
Cement. adhesive,
Kit
Combustible liquid, n.o.s.
Compressed gas,
Corrosive liquid, n.o.s.
often is unresponsive even to
Published by: the National Association of Wholesaler Distributors
NATIONAL ASSOCIATION
1725 Street NW 700 Washington PLE
the President, has a great deal
of validity. NAW does submit
NAW helped wholesaler-
NAW's model compliance
testimony and provide exper-
distributors understand their
program for OSHA's HCS has
tise to regulatory agencies to
obligations under new Depart-
helped many wholesaler-
help in drafting regulations.
ment of Transportation regula-
distributors meet their legal
And it does go to Congress
tions governing the shipment of
obligations under a very
and the White House to help
hazardous materials.
complex law.
17
ost political action
WDPAC
M
committees funnel
their support-
almost exclu-
sively-to those who are in
power.
NAW's Wholesaler-
Distributor Political Action
Committee (WDPAC) is
different. It devotes a signifi-
cant portion of its resources to
changing the composition of
Congress. The goal: A Con-
gress and an executive branch
that better understand that
greater profits translate into
bigger paychecks for the
nation's workers and their
Jim Anderson, NAW Senior Director-Government Relations,
families.
congratulates Rep. Hank Brown (R-CO) on his receiving
WDPAC supports candi-
WDPAC's endorsement for Senate. Brown won and is now the
dates on a nonpartisan basis.
junior Senator from Colorado. The WDPAC Board of Directors
The 1990 elections,
authorizes contributions and support of candidates. The Board is
unfortunately, were indeci-
composed of three wholesaler-distributor Chief Executive Officers,
sive. The Republicans
three industry association executives, and two NAW senior execu-
tives.
continue to hold the executive
branch. The Democrats have
increased their grip on
up safe House seats and
But, in our view, whatever
Congress a little bit. The
challenge incumbent Sena-
chances they might have had
President still appears to have
tors. Almost all of them had
simply disappeared with the
sufficient support to uphold
adopted as their theme "Cut
confusion over the handling of
his vetoes.
spending and don't raise
the budget summit.
This was, however, a
taxes." That was music to
disappointment.
NAW's ears. WDPAC en-
The Republican party
dorsed every one of them.
leadership persuaded a
Given the powers of
number of veteran pro-
incumbency, not all of these
business Congressmen to give
challengers would have won.
NAW, through WDPAC,
seeks to elect federal
officials who understand
WDPAC Chairman of the
Board is George Seeds, Presi-
and support our free
dent of Findley Welding
Supply, Youngstown, Ohio.
market economy.
18
It has been said that
Democracy is the worst form
of government, except for all
the others.
So, too, our system of
raising funds for political
candidates has been roundly
criticized-with many far
worse systems (for example,
taxpayer financing) waiting in
the wings.
WDPAC raises money for
its political agenda through a
Political Action Fund (PAF)
and a Corporate Political
Education Fund (CPEF).
PAF funds are voluntary
WDPAC Grand Prize Winner for the mid-year raffle is George
personal contributions from
Finley, President, C.C. Distributors Inc., Corpus Christi, Texas.
industry executives. They are
"Now, more than ever," says Finley "the wholesale distribution
donated 100 cents-on-the-
industry needs a strong and effective political action effort."
dollar to candidates for
wholesale distribution firms.
endorsement letters to local
federal office.
They are used to mount voter
wholesaler-distributors; and
CPEF funds are tax-
registration and get-out-the-
defray WDPAC's fundraising
deductible contributions from
vote drives; send candidate
expenses.
W
Everyone's a winner when they participate in the WDPAC raffle at NAW's Annual Meeting. Left to
right are Jimmy Taylor, NAW First Vice Chairman and President of Taylor Parts & Supply Co;
Gary Armstrong, President of General Air Service & Supply; Greg Gregory, Vice President of
Suncoast Roofers Supply; Bob Larsen, President of the Insurance Administration Center; and Jay
Church, NAW Chairman-Elect and President of Cordage Papers, Inc. Mr. Gregory was the Grand
Prize Raffle winner and Mr. Armstrong was the winner of the Bonus Raffle.
19
DREF
AW conducts a wide-
& Management Information
N
ranging series of
research and educa-
tion activities. These
are designed to provide
wholesale distribution
executives with the knowledge
they need to remain highly
profitable. And they are
designed to provide public
information about wholesale
distribution to improve the
business environment in
which the industry functions.
A good place to start is
NAW's Distribution Research
& Education Foundation
(DREF).
DREF carries out long-
DREF's Chairman of the Board is Jerry Rosenstone, Office of the
range research on basic
Chairman, Continental Glass and Plastic Company, Chicago,
issues, where wholesaler-
Illinois.
distributors in many different
commodity lines have a
common interest.
In baseball, you've got to "hit 'em where they ain't." In wholesale distribution sales, you've got to "hit
'em where they are." Technology can do wonders in that area. Shown here, at Arthur Andersen
Consulting's Logistics 2000 exhibit in Atlanta, is a color-coded system that allows inside sales
representatives to quickly focus their efforts on the most profitable line-items and accounts.
20
Technology in a distribu-
tion environment there is
probably no single business
issue that generates more
interest among-and inquiries
THE
from-NAW's membership.
TECHNOLOGY
MAZE
The sheer pace of technologi-
IN WHOLESALE DISTRIBUTION
cal change has become a
staggering challenge.
In August, 1990, DREF
C
H
0
0
S
N
G
convened a Distributor of the
Future Technology Conference
T
in Atlanta. More than 100
H
E
wholesale distribution lead-
ers-representing more than
R
I
G
H
T
A
three dozen industry commod-
P
ity lines-got a glimpse of
A
T
high-tech wholesale distribu-
H
tion in the 1990s.
N.A.W
The conference was put
ARTHUR
DREF
together in conjunction with
ANDERSEN
DISTRIBUTION RESEARCH
ARTHUR ANDERSEN CO.S.C.
& EDUCATION FOUNDATION
Arthur Andersen & Co., the
international accounting and
consulting firm. It also
included a tour of Andersen
Consulting's Logistics 2000
facility-a model distribution
Knowledge. It's the key
company that integrates
leading-edge technology.
Conference participants
to running a successful
got an advance-briefing on the
results of DREF's new report
wholesale distribution
The Technology Maze in
Wholesale Distribution:
Choosing the Right Path.
That study provides
business. Educating
practical answers to such
questions as, "What technol-
bankers, suppliers,
ogy should I adopt?" "How
much should I spend?"
"How should I proceed to
public policy officials
train my staff on the new
systems?" and "When will
and others
about
it pay for itself?"
DREF's research indicates
that technology is one of the
wholesale distribution
crucial determinants of
success or failure of wholesale
distribution firms in the
also is a critical
1990s.
NAWIDREF function.
21
DREF
AND BAR CODING
THE
& Management Information
Lower Costs
How To
and
Increase
Customer
Service
INTRODUCTORY MEETING &PLAN
71709
49042
GENERAL
Leaser
III
ANOX
ar Coding: Whole-
Bar coding is a technology
needed-and costly.
B
saler-distributors can
tailor-made for wholesale
Furthermore, companies-
significantly improve
distribution. The error rate for
like products and people-
their productivity by
scanning is approximately one
have a life cycle. Different
using bar codes. In addition to
in three million. The error rate
types of financing tend to be
the obvious inventory tracking
for data entry via keypunching
appropriate at different stages.
applications, bar codes can be
is approximately one in three
The best wholesaler-distribu-
used in a variety of "front
hundred keystrokes.
tors look beyond today's or
office" activities.
Bar Coding is another in
tomorrow S operating require-
The benefits of bar coding
DREF's series of studies on
ments to develop a whole-life
are so great that NAW's
the use of technology to
financing strategy.
Distribution Research &
improve industry productivity
To meet these needs,
Education Foundation
and profits.
DREF and the consulting firm
(DREF), in 1990, published
Financing: The 1990s are
of Deloitte & Touche have
Bar Coding and the Whole-
bringing even greater chal-
conducted one of the most
saler-Distributor: How To
lenges to wholesaler-distribu-
comprehensive financial
Lower Costs and Increase
tors. Competition is steeper.
studies in industry history,
Customer Service.
Technology is even more
Financing Wholesale Distribu-
99
tion in the 1990s. The book
summarizes the industry's
common financing experi-
ences and presents the
advantages and disadvantages
of nearly two-dozen separate
financing sources.
Financing
Wholesale Distribution
Wholesale
Executive Management Course:
NAW and The Ohio State
Distribution
University School of Business
offer a one-week training
the in 1990s
course in the essential ele-
ments of wholesale distribu-
tion. It is an intensive review
of marketing, finance, and
human relations-targeted at
wholesaler-distributors'
Deloitte &
N.A.W
particular concerns.
Touche
DREF
The course also offers
participants a rare opportu-
nity-a chance to compare
business practices with other
improve their profitability.
the nation's undergraduate
wholesaler-distributors who
In 1991, the course will be
and graduate programs,
are not competitors.
held June 9-14. Special
DREF, in 1990, worked with
The professors at The Ohio
emphasis is being placed on
Professor Adel I. El-Ansary of
State University School of
management techniques
the University of North Florida
Business probably have more
suitable for operating in a
College of Business Adminis-
expertise in wholesale distri-
tough economic environment.
tration.
bution than any other univer-
Model Wholesaling Course:
Dr. El-Ansary has devel-
sity. They've helped hundreds
To help improve the standing
oped a model curriculum,
of wholesaler-distributors
of wholesale distribution in
"Wholesaling: Structure,
Strategy, and Management,"
That course, now a part of the
UNF curriculum, is being
made available to other
colleges and universities.
DREF also is underwriting
a student internship at the
University of North Florida.
Industry Data: NAW
continues to provide the
nation's news media with an
analysis of the Producer Price
Index. And NAW, in conjune-
tion with Arthur Andersen &
Co., continues to issue the
Wholesale Distribution
Industry Confidence Index-a
University of North Florida Professor Adel El-Ansary congratu-
quarterly gauge of industry
lates Grady Heiss, a junior marketing major, who was selected to
business conditions.
receive DREF's new wholesale distribution internship.
23
SERVICE
AW-CIGNA Property/
selected states) presented an
Program has intensified its
CORPORATION
N
Liability Insurance
irritant to member firms.
effort to become the primary
Program: The NAW-
In the fourth quarter,
writer of property/liability/
CIGNA partnership,
though, the traded securities
auto/workers' compensation
now in its ninth year, has
of the major property/liability
for firms engaged in whole-
consistently delivered out-
insurers were flirting with 52-
sale distribution. The recently
standing coverage at a
week lows. This would
formed Wholesalers Insur-
competitive price in the
suggest that the "soft market"
ance Group (WIG) operates
highly cyclical insurance
will, in all likelihood, con-
as a CIGNA "company within
industry. NAW is CIGNA's
tinue into 1991.
a company" with dedicated
single largest customer-
While this is good news
underwriting, marketing, loss
generating more than $90
for member firms, it does
control, and claims servicing
million in annual premiums.
raise some serious questions
capabilities.
In 1990, intense price
regarding the future financial
For the seventh consecu-
competition in the property/
viability of those underwriters
tive year, insured firms will
casualty marketplace kept
who continue to extend their
receive a return of premium
business insurance protection
market share at inadequate
in the form of a significant
broadly available and "afford-
prices.
dividend totalling
able." It seems that only
CIGNA, the underwriter of
$4,863,000. This brings
workers' compensation (in
the NAW Property/Liability
aggregate dividends on the
NAW-CIGNA Program to
more than $21 million in the
last four years.
Over the past twelve
months, the NAW-CIGNA
program has expanded both
in terms of written premium,
and, most importantly,
number of insured firms.
Given the complexity of the
CIGNA reorganization and
intense price competition in
the marketplace, this
achievement is remarkable.
"Last year,' says Ray Gross (seated), President, Transply Inc., "we
received a $2,214 dividend under the NAW-CIGNA liability
program. That's more than twice our annual membership dues."
"But that's not all," notes Ray's brother Dean (standing), who
serves as Vice President of the Dillsburg, Pennsylvania firm. "The
NAW program gives us additional protection if we have a claim."
24
In politics, there is
strength in numbers. That also
is the case in business
services. NAW's Service
Corporation uses the collec-
tive muscle of 40,000 whole-
saler-distributors to negotiate
highly favorable terms and
conditions with a variety of
vendors.
NAW-New York Life
Insurance Company Life/
Health/Dental/Disability
Insurance Program: Employee
group health insurance
continues as the number one
In 1990, George Valiga joined NAW as Vice President and
insurance irritant facing most
General Manager of the NAW Service Corporation.
wholesaler-distributors
Restricted benefits, limited
availability, and constantly
NAW-Hertz Car Rentals:
service-including Hertz # 1
increasing costs have pushed
The program continues to
Gold Club, Computerized
the traditional "indemnity"
provide superior price and
Driving Directions, Cellular
group health insurance
quality.
Phones, and more-the
coverage beyond the availabil-
By combining special
NAW-Hertz Program has re-
ity of many firms, their
nationwide discounted rental
mained very popular.
employees, and dependents.
rates and a high level of
NAW has embarked on an
extensive survey of member
firms in order to establish a
clearer picture of the health
NAW uses the economic
insurance options being
selected by member firms in
various parts of the country.
power of 40,000 wholesale
From the early survey results,
a picture is emerging which
distribution firms to
confirms that an increasing
percentage of wholesaler-
distributors have moved away
negotiate highly favorable
from traditional group health
insurance towards the so-
called "managed care"
terms and conditions for
programs (i.e. HMO, PPO,
"triple-option," etc.). Others
business services. One
are using "self insurance."
NAW is currently meeting
with selected insurance
companies to determine their
clear benefit: Broadly
interest in developing a health
insurance program which
written, competitively
encompasses these options.
priced insurance.
25
SERVICE
digital Fiber Optic Network
have turned the NAW
CORPORATION
Program into US Sprint's
largest association customer,
generating annualized volume
in excess of $1.5 million in
1990.
That is a notable achieve-
ment for a program in its first
full year of operation.
NAW-Meridian One FAX
Program: Wholesaler-
distributors (and, indeed,
their customers) can use the
NAW program to purchase
FAX machines from several
manufacturers in both
portable and full-size models.
Meridian One offers machines
with a tremendous array of
features and options at
pricing that is quite attrac-
tive.
NAW-Emery Worldwide
Overnight Delivery Program:
When is it good news when a
George Williams, President of Williams Equipment Co., Inc.-a
shipper's dropped something?
fluid power distributor headquartered in Olathe, Kansas-has
When it's his prices.
been quite pleased with the NAW-US Sprint program. "My staff
With strong competition
has experienced three clear benefits from the service," says
in air courier and air freight
Williams. "We've consolidated billing for our three locations. And
express delivery, NAW and
that's a real time-saver for our accounts payable people. We've
Emery were able to deliver
found the Travel Card to be easier to use. This view has been
excellent prices to whole-
unanimous among our outside sales group. And our monthly bills
saler-distributors in 1990-
have dropped about 5%. That's an excellent advantage to any
as well as first-rate service.
company."
The NAW-Emery Program
offers discounts on Emery's
regular overnight delivery
AW-US Sprint
discounts on intrastate
rates of up to 30% , on any
N
Long-Distance
as well as interstate Dial 1
size or any weight shipment,
Telephone Program:
and Dial I WATS service.
with no minimum usage
Wholesaler-distribu-
Toll Free 800 service
requirement. In addition, the
tors in the NAW-US Sprint
at an extra 5% off US Sprint's
Program was extended in
Program-to borrow a
daytime rates.
1990 to include all shipments
phrase-could reach out and
and international calling
that are made within Canada,
touch a few more people in
to every dial-direct country at
or between Canada and the
1990 than they could in 1989.
a 10% discount.
United States, with savings of
And they didn't have to touch
The superior features of
up to 25% off Emery's list
the bank account quite as
the NAW-US Sprint Program
prices.
often, either.
US Sprint's high-level of
Emery also is one of the
Among the new services
service and the remarkable
few carriers willing to handle
were:
quality of US Sprint's 100%
cargoes considered hazardous
26
under U.S. shipping regula-
NAW's VISA Gold Credit
tions.
Card Program, offered in
For wholesaler-distributors
conjunction with First Ameri-
with higher volume accounts
can Bank of Virginia, pro-
(those with $500 or more per
vides wholesaler-distributors
month in total shipping
with a superior personal
activity with Emery), the
credit card. Some of the
NAW-Emery Program offers
special features include a
additional discounts over and
minimum credit line of
above the standard NAW
$5,000; a guaranteed finance
rates.
charge on unpaid balances of
As a result, the NAW-
5.5% above the prime rate,
Emery Program experienced
with a minimum of 14% and a
strong growth in 1990-the
maximum of 18%; a special,
first full year of the program-
first-year annual fee of $20.00
generating more than $1
for the principal cardholder;
million in volume.
and an array of travel ser-
NAW VISA Gold Card:
vices.
C1B
Customer service is the name of the game in wholesale distribution. That's just what Emery can help
provide. At a recent NAW event, one of NAW's hardwood plywood distributors talked about a unique
request his firm received-and fulfilled. An enormous walnut conference table was to be built for an
international conference in Washington, DC. The conference was just days away! A walnut tree was
located in the suburbs of the nation's capital. A logger was hired. The log was rushed by truck to a
veneer manufacturer. The veneer was rushed by air to a Southern California cabinet shop. (No one
local would touch the job!) The customer's table was shipped by air by Emery just in time for the
prestigious event.
27
National Associations
Industrial Distribution Associa-
National Association of Flour
MEMBER
tion
Distributors, Inc.
ASSOCIATION
Air-conditioning & Refrigeration
Institutional & Service Textile
National Association of Hose and
Wholesalers Association
Distributors Association, Inc.
Accessories Distributors
American Machine Tool Distribu-
International Sanitary Supply
National Association of Manufac-
tors Association
Association
turing Opticians
American Supply Association
International Truck Parts
National Association of Marine
American Traffic Safety Services
Association
Services, Inc.
Association, Inc.
Irrigation Association
National Association of Meat
American Veterinary Distributors
Purveyors
Association
Jewelry Industry
National Association of Plastics
Appliance Parts Distributors
Distributors Association
Distributors
Association, Inc.
National Association of Service
Associated Equipment Distribu-
Machinery Dealers National
Merchandising
tors
Association
National Association of Sporting
Association of Steel Distributors
Material Handling Equipment
Goods Wholesalers
Association of the Wall and
Distributors Association
National Association of Tobacco
Ceiling Industries-
Motorcycle Industry Council
Distributors
International
Music Distributors Association
National Association of Writing
Automotive Service Industry
Instrument Distributors
Association
National Appliance Parts
National Beer Wholesalers
Aviation Distributors & Manufac-
Suppliers Association
Association
turers Association
National Association of Aluminum
National Building Material
Distributors
Distributors Association
Bearing Specialists Association
National Association of Chemical
National Business Forms
Beauty & Barber Supply Insti-
Distributors
Association
tute, Inc.
National Association of Container
National Candy Wholesalers
Bicycle Wholesale Distributors
Distributors
Association
Association, Inc.
National Association of Electrical
National Commercial Refrigera-
Biscuit & Cracker Distributors
Distributors
tion Sales Association
Association
National Association of Fire
National Electronic Distributors
Equipment Distributors
Association
Ceramic Tile Distributors
National Association of Floor
National Fastener Distributors
Association
Covering Distributors
Association
Copper & Brass Servicenter
Association
Council for Periodical Distribu-
tors Association
Council of Wholesale-Distributors
National Kitchen & Bath
Association
Electrical-Electronics Material
Distributors Association
Farm Equipment Wholesalers
Association
Fire Suppression Systems
Association
Fluid Power Distributors
Association, Inc.
Food Industries Suppliers
Association
Food Marketing Institute
Foodservice Equipment Distribu-
tors Association
General Merchandise Distributors
Council
Pausing for a break at one of NAW's semi-annual Association
Health Industry Distributors
Executives Council meetings are Sandy Hill, Chairman-Elect of
Association
the AEC, who serves as Managing Director of three NAW Member
Hobby Industry Association of
America
Associations-the National Association of Chemical Distributors,
the National Association of Hose and Accessories Distributors, and
Independent Laboratory Distribu-
the Independent Laboratory Distributors Association; Beate
tors Association
Halligan, Chairman of the AEC, and who serves as Executive Vice
Independent Medical Distributors
Association
President of the Power Transmission Distributors Association; and
Independent X-Ray Dealers
Marv Schylling, Past Chairman of the AEC, and who serves as
Association
President of the National Association of Electrical Distributors.
28
National Food Distributors
Textile Care Allied Trades
Georgia Beer Wholesalers
Association
Association
Association, Inc.
National Frozen Food Association
Greater Detroit Chamber of
National Grocers Association
United Products Formulators &
Commerce Wholesaler-
National Independent Poultry
Distributors Association
Distributor Association
and Food Distributors
Greater North Dakota Associa-
Association
Video Software Dealers Associa-
tion/WAM Council
National Industrial Glove
tion
Greater Washington Food
Distributors Association
Wholesalers
National Insulation and Abate-
Wallcovering Distributors
ment Contractors Association
Association
Indiana Beverage Alliance
National Lawn & Garden
Water and Sewer Distributors of
Distributors Association
America
Jobbers Credit Association
National Locksmith Suppliers
Wholesale Florists & Florist
Association
Suppliers of America
Los Angeles Fasteners Association
National Marine Distributors
Wholesale Stationers' Association,
Association
Inc
Michigan Association of Distribu-
National Paint Distributors, Inc.
Wine & Spirits Wholesalers of
tors
National Paper Trade Associa-
America. Inc.
Michigan Beer & Wine Wholesal
tion, Inc.
Woodworking Machinery
ers Association
National Printing Equipment and
Distributors Association
Michigan Distributors & Vendors
Supply Association, Inc.
Woodworking Machinery
Mid-America Supply Association
National Sash & Door Jobbers
Importers Association
Middle Atlantic Wholesalers
Association
Association
National School Supply &
Mississippi Malt Beverage
Equipment Association
Associate Associations
Association
National Solid Wastes Manage-
Missouri Beer Wholesalers
ment Association
Advertising Specialty Institute
Association
National Spa and Pool Institute
Alabama Wholesale Beer & Wine
National Truck Equipment
Association
National Appliance Service
Association
American Society of Computer
Association
National Welding Supply
Dealers
National Association of Tobacco
Association
Associated Beer Distributors of
& Confectioners
National Wheel & Rim Associa-
Illinois
National Office Products Associa-
tion
Association of Biotechnology
tion
National Wholesale Druggists'
Companies
North Carolina Beer Wholesalers
Association
Association of Ingersoll-Rand
Association
National Wholesale Furniture
Distributors
North Carolina Wholesalers
Association
Association, Inc.
National Wholesale Hardware
Beer & Wine Association of Ohio
New England Paper Merchandis-
Association
Beer Industry League of Louisi-
ing Association
Northamerican Heating &
ana
New England Wholesalers
Airconditioning Wholesalers
Beer Industry of Florida, Inc.
Association
Association
Beer Wholesalers Association of
New York State Beer Wholesalers
North American Horticultural
New Jersey
Association
Supply Association
New York State Plumbing &
North American Wholesale
California Association of Tobacco
Heating Wholesalers
Lumber Association, Inc.
& Candy Distributors
California Association of Whole-
Pacific Southwest Distributors
Optical Laboratories Association
salers-Distributors
Association
Outdoor Power Equipment
California Beer & Wine Whole-
Distributors Association
salers Association
Scaffold Industry Association
Canadian Electrical Distributor
South Carolina Beer Association
Pet Industry Distributors
Association
Southern Wholesale Hardware
Association
Canadian Institute of Plumbing &
Association
Petroleum Equipment Institute
Heating
Southern Wholesalers Association
Petroleum Marketers Association
Canadian Wholesale Drug
of America
Association
Western Association of Fastener
Post Card Distributors Associa-
Central Wholesalers Association
Distributors
tion of North America
Chicago Metropolitan Distributors
Western Suppliers Association
Power Transmission Distributors
Association
Wholesale Beer Distributors of
Association, Inc.
Colorado Beer Distributors
Arkansas
Association, Inc.
Wholesale Beer Distributors of
Safety Equipment Distributors
Computer Dealers & Lessors
Texas
Association, Inc.
Association
Wholesale Distributors Associa-
Shoe Service Institute of America
tion
Specialty Tools & Fasteners
Digital Dealers Association
Wisconsin Wholesale Beer
Distributors Association
Distributors Association
Steel Service Center Institute
Electrical Apparatus Service
Suspension Specialists Association
Association
29
NAWINAW Service
WDPAC Board of
John F. Church, Jr.
Directors
LEADERSHIP
STAFF
Corporation Boards of
Cordage Papers, Inc.
Directors
Cincinnati, Ohio
Chairman
Chairman
George A. Seeds
G.A. Taylor Fernley
Donald Carlson
Findley Welding Supply, Inc.
Fernley & Fernley, Inc.
Carlson Systems
Youngstown, Ohio
Philadelphia, Pennsylvania
Omaha, Nebraska
Gary L. Buffington
Ernie Hodas
Chairman Elect
Southern Industrial Distribu-
Century Supply Corp.
John. F. Church, Jr.
tors Association
Madison Heights, Michigan
Cordage Papers, Inc.
Atlanta, Georgia
Cincinnati, Ohio
Bruce C. Lindsay
John W. Nerlinger
Brind
Lindsay Co., Inc.
First Vice Chairman
Automotive Service Industry
Philadelphia, Pennsylvania
James M. Taylor, II
Association
Taylor Parts & Supply Co., Inc.
Chicago, Illinois
Toby Mack
Andalusia, Alabama
Associated Equipment Dis-
Jerome Rosenstone
tributors
Second Vice Chairman
Continental Glass & Plastic
Oak Brook, Illinois
Richard P. Turner
Company
Outdoor Sports Headquarters
Chicago, Illinois
President & Treasurer
Dayton, Ohio
Dirk Van Dongen
James K. Risk, III
Secretary
Kirby Risk Supply Co., Inc.
Executive Director
George W. Sydnor, Jr.
Lafayette, Indiana
Ron Schreibman
James McGraw, Inc.
Richmond, Virginia
Richard W. Tilton
General Merchandise Distribu-
Executive Staff
Past Chairman
tors Council
Ernie Hodas
Colorado Springs, Colorado
James W. Allen
Century Supply Corp.
Senior Director-Membership
Madison Heights, Michigan
Executive Director and Secre-
Marketing, NAW
tary
Chairman, Subcommittee on
Alan M. Kranowitz
James A. Anderson, Jr.
Budget and Finance, and Trea-
Senior Director-Government
surer
Treasurer
Relations, NAW
Victor Kanners
Dirk Van Dongen
Director-Field Operations,
Cadillac Shoe Products
WDPAC
Southfield, Michigan
DREF Board of Directors
Patrick Burns
Chairman of the Association
Director-Information Systems,
Executives Council
Chairman
NAW Service Corporation
Beate Halligan
Jerome Rosenstone
Power Transmission Distribu-
Chicago, Illinois
Beth Rivera Cruz
tors Association
Vice President/Controller,
Park Ridge, Illinois
Vice Chairman
NAW
James D. Wilder
Chairman-Elect of the Associa-
Columbus, Ohio
Carlton E. Farr
tion Executives Council
Vice President-Corporate Re-
Sanford J. Hill
Secretary
lations, NAW
National Association of Chemi-
Louis Marchese
cal Distributors
Halfpenny, Hahn, Roche &
Lewis Feldman
Washington, D.C.
Marchese
Manager-Membership, NAW
Chicago, Illinois
Past Chairman of the Associa-
Ann Franco
tion Executives Council
Robert S. Barrett
Marketing Representative,
Marvin Schylling
Barrett Electrical Supply
WDPAC
National Association of Electri-
Maryland Heights, Missouri
cal Distributors
Joyce Goldman
Wilton, Connecticut
John J. Buckley, Jr.
Director-Administration, NAW
National Paper Trade Associa-
Manager-Internal Operations,
tion, Inc.
WDPAC
Great Neck, New York
30
Laura Howard
Executive Administrative Assis-
tant to the President and Direc-
tor of Meetings, NAW
Philip Jaffa
Director-Communications,
NAW
Alan Kranowitz
Senior Vice President-Govern-
ment Relations, NAW
Executive Director and Secre-
TRENIS
tary, WDPAC
Excellence
Karen Lowenberg
Manager-Sponsored Programs,
NAW Service Corporation
John Peter
Director-Corporate Relations,
NAW
G. Bud Pope
Manager-Membership, NAW
Phil Jaffa, NAW Director-Communications, receives an award
from Frank Martineau of Association Trends for NAW Report,
William J. Robinson
the association's newsletter. NAW also received awards for its
Marketing Representative,
WDPAC
1988 and 1989 Annual Reports, its 1990 convention materials,
marketing materials for its Hertz car rental program, and for an
Ron Schreibman
editorial column.
Vice President-Communica-
tions, NAW
Executive Director, DREF
Elaine Shaw
Manager-Membership, NAW
In 1990, NAW's
Mary Tavenner
Senior Director-Government
Relations, NAW
communications programs
Director-Campaign Research,
WDPAC
George Valiga
picked up six national
Vice President and General
Manager, NAW Service
Corporation
awards from five different
organizations.
"
31
REVENUE
SOURCE
USE OF FUNDS
Total $6,362,000
NAW
$3,625,000
Includes dues, publications, seminars,
annual meeting, coalitions
SC
$2,306,000
Includes insurance, vehicle, credit card,
accounts receivable, overnight delivery,
long distance, and other programs
WDPAC $297,000
Includes Political Action Fund,
Corporate Political Education Fund
DREF $134,000
Includes contributions, publication
royalties
EXPENSE
Total $6,362,000
NAW
$3,872,000
Includes publications, seminars, annual
meeting, coalitions, operations, provision
for reserves
SC
$2,001,000
Includes insurance, vehicle, credit card,
accounts receivable, overnight delivery,
long distance, and other programs,
operations, and provision for taxes
WDPAC $325,000
Includes candidate contributions,
operations
DREF
$164,000
Includes project grants, operations
December 1, 1989-November 30, 1990
32
NAW SC
The mission of the NAW Service
Corporation is to sponsor industry-
wide service and product offerings
that benefit wholesaler-distributors.
DREF
The mission of NAW's Distribution
Research & Education Foundation is
to sponsor and disseminate research
into strategic management issues
affecting the wholesale distribution
industry. DREF aims to help merchant
wholesaler-distributors remain the
most effective and efficient channel of
distribution.
TABLE OF CONTENTS
Opening Message
1
Membership
2-5
Annual Meeting
6-9
Government Relations
10-17
Wholesaler-Distributor Political
Action Committee
18-19
Distribution Research & Education Foundation,
and Management Information
20-23
Service Corporation
24-27
Member Associations
28-29
Leadership & Staff
30-31
Source & Use of Funds
32
NAW
1725 K Street, N.W.
Suite 710
Washington, D.C. 20006
202/872-0885 FAX: 202/785-0586