Key Takeaways From the NAW 2025 Executive Summit: The Future of Distribution is Here
The National Association of Wholesaler-Distributors (NAW) 2025 Executive Summit brought top industry leaders to Washington, DC to discuss what’s in store for the future of distribution and how to stay poised for growth in an unpredictable world.
One of the most resonant moments of the summit came from Keith Rozolis, CEO of ABC Supply, during the Distributors Deliver Gala, where ABC Supply was recognized with the prestigious NAW Distributors Deliver Award.
Rozolis said, “The country could survive without ABC Supply, but the country could not survive without what ABC Supply does.”
This statement underscores the essential role distributors play—not just as suppliers of goods but as the backbone of the American economy, ensuring industries function efficiently and reliably.
To stay resilient, there are several key takeaways we gathered from the event – these align with our outlook on the strategies, tools and roadmaps today’s distributors should be using today to future-proof their businesses for tomorrow. Let’s dive in.
AI and Digital Transformation: The Essential Competitive Edge
It should come as no surprise that one of the key themes at this year’s summit was the impact of artificial intelligence on the distribution industry. During the session “Digital Doppelgängers,” keynote speaker Andrew Davis explored how AI is revolutionizing the way distributors interact with customers, enhance personalization and drive revenue growth.
Companies that strategically implement AI-driven tools can provide hyper-personalized recommendations, automate customer interactions, and refine their sales strategies. AI enables teams to enhance their unique talents rather than replace them, providing employees with smarter tools to work more efficiently and effectively.
For distributors, embracing AI-driven solutions can mean the difference between thriving in a digital-first world or falling behind. Companies that invest in the right AI solutions for customer insights, automation and actionable recommendations will be better positioned to outpace competitors and drive long-term growth.
Maximizing Efficiency With Strong Data Governance
Operational excellence remains a core driver of profitability in distribution, and this year’s summit highlighted the growing importance of data governance.
The session “Maximizing Value Through Product Management Information” featured insights from Michael Knight (Endries International), Brandon Lassiter (Ferguson), and Scot Stein (IEWC) on how distributors can harness the power of structured product data to improve efficiency, customer satisfaction, and bottom-line performance.
A well-structured data governance strategy enables distributors to:
- Ensure data accuracy – Minimizing errors and inconsistencies in product information
- Streamline operations – Reducing inefficiencies in procurement, inventory management and order fulfillment
- Enhance customer experiences – Providing better search functionality, accurate product details, and seamless digital interactions
As distributors move toward more digital-centric models, establishing a strong data foundation will be crucial to unlocking operational efficiencies and improving service quality.
The Next Generation of Buyers and Workers
The evolving workforce and customer base were also top of mind at the summit. During the session “Connecting and Selling to the Next Generation of Buyers,” panelists Stephen Madrosen, Kevin Martinez, Cole Mercier and Shannon Tymosko explored how the next wave of B2B buyers—millennials and Gen Z—are reshaping purchasing habits.
Unlike previous generations, younger buyers prefer digital-first interactions. They research products online, engage with brands on social media, and expect seamless eCommerce experiences. Distributors who fail to adapt to these changing behaviors risk losing relevance in a rapidly modernizing market.
Similarly, the next generation of skilled workers is shaped by digital transformation. Companies that embrace innovative recruitment strategies, social engagement, and workforce development programs will be better positioned to attract and retain talent.
The takeaway? Distributors must modernize their sales and recruitment strategies to align with evolving customer and workforce expectations.
Leadership, Resilience and Industry Recognition
A major highlight of the summit was a fireside chat with Oscar Muñoz, former CEO and chairman of United Airlines.
Muñoz shared his experience in leading through crisis and transformation, highlighting how putting employees first fosters a stronger, more customer-centric organization. His story served as a powerful lesson for distribution leaders navigating uncertainty in the current market.
The summit also provided an economic outlook from Alan Beaulieu (ITR Economics), who shared insights on industry trends, inflation, interest rates and B2B activity. Understanding where the economy is headed equips distributors with the tools needed to make proactive and strategic decisions.
Additionally, Adam Markel, a resilience researcher and author, discussed the importance of being able to bounce back and maintain a solid organizational foundation in times of uncertainty. His session, “Defining Resilience,” focused on how distributors can leverage uncertainty to fuel growth and adaptability.
The Road Ahead for Distributors
The NAW 2025 Executive Summit made one thing clear: Distributors who embrace digital transformation, invest in data-driven decision-making, and adapt to evolving customer and workforce expectations will be the ones leading the industry forward.
From leveraging AI for better customer engagement to establishing strong data governance frameworks, the opportunities for innovation are endless. Meanwhile, leaders must continue to foster resilience, drive talent development, and adapt sales strategies to meet the demands of a changing market.
Most importantly, as Rozolis’ statement reminds us, the distribution industry plays an essential role in keeping the economy running. While individual companies may come and go, the core function of distribution will always be needed.
For distributors looking to stay ahead, the message is clear: Now is the time to innovate, evolve and embrace the future.
Learn new strategies to propel your distribution business forward. Get in touch with us.
And watch our free, on-demand webinar to discover the tools already driving distributor success—and see what’s next for 2025: Stream now.
