Capital Roundtable

Marquee Sponsor

Showcase Sponsor


Association Partners

Data Partners

Partial List of
Past Attendees

Able Strangers
Advantage Capital
Akeida Capital
Alignment Holdings
A Ridge Capital
Altus Capital Partners
Amerra Capital
Anagenesis Capital
Arbiter Partners
Arrowpoint Partners
Balance Point Capital
Boathouse Capital
Brock Capital Group
Brookside Mezzanine
Capital Southwest
Cockrell Interests
Cortland Capital Market Services
Credit Suisse Asset
Enterprise Center
FBR & Co.
Fidus Investment
Founders Equity
Fulham & Co.
Gerson Lehrman
Gores Holdings
Gotham Orient
Grand Crossing
Heritage Group
International Finance
Kian Capital Partners
Kidd & Co.
Locke Lord
Magna Management
Medley Management
Meridian Investments
Merit Advisors
Monroe Capital
MVP Capital Partners
NewSpring Capital
Next Point
OFS Capital
Patriot Capital
PEF Services
Pepper Hamilton
Pine Street Capital
Plexus Capital
RCP Advisors
RF Investment
SJF Ventures
Small Business Investor Alliance
Spring Capital
Staebler Associates
Star Mountain Capital
Stonebridge Partners
Sullivan & Cromwell
TD Bank NA
THL Credit Advisors
Triangle Capital
U&S Services
U. S. Small Business Administration
USA Funds
Valesco Industries
VRC | Valuation Research Corporation
Wedgewood Investment Group
Westminster Capital




Next-Generation Deal-Making

In Specialty Distribution --

How PE Firms Are Profiting From Tech Trends


Private Equity Investing

In Specialty Distribution Companies



Mathew J. Lori

Managing Director

New Mountain Capital LLC



Tuesday, September 19, 2017

8:00 am – 5:00 pm

New York City




Marquee Sponsor

Strategic Pricing Associates


Showcase Sponsor

Korn Ferry



Angel Alvarez, ABB Optical Group

Nick Aversano, Trade Supply Group

Robert M. Baltimore, Harris Williams & Co.

David S. Bauders, Strategic Pricing Associates Inc.

Jeffrey Burtelow, William Blair & Co. LLC

Court Carruthers, CKAL Advisory Partners

Mike Cate, Diversified Foodservice Supply Inc.

Sean E. Epps,Three Wells Capital LLC

Charles Hale, FCX Performance Inc.

Ronald W. Kuehl, Frontenac Co.

Tom Lange, Robert W. Baird & Co. Inc.

Charles Lingenfelter, Industrial Distribution Group Inc.

Fred Smagorinsky, Arctic Glacier Holdings Inc.

Mauro A.Souza, Jefferies LLC

Jonathan L. Waggoner, New Mountain Capital LLC

Christopher D. Whalen, Gamut Capital Management

Timothy Whelan, AEA Investors LP

Faculty | Schedule | Registration | Location | Sponsorship | Audio Package |

Private equity firms are increasingly appreciating how applications of new technologies are reshaping the specialty distribution industry.


For example, many customers expect to be able to order products online and receive them within the next day or two -- just as they do in their personal lives when they shop on Amazon.


And if Alexa or GoogleHome can track and automatically re-order home goods, why shouldn’t distributors be doing the same?


And if Netflix can recommend a movie based on a customer’s profile, why shouldn’t distributors be able to build buyer profiles that help their customers succeed?


In short, for investors in specialty distribution companies, the changing technology landscape is having a real impact and leading successful distributors to adopt a number of new strategies, including --

  • Beef up their online and mobile storefronts as well as their inventory management systems.
  • Invest in automation to keep costs down.
  • Rethink their distribution networks to deliver products faster.
  • Collect and analyze data so they can optimize their businesses and share it with customers and suppliers.
  • Explore M&A strategies to gain scale and national market presence.
  • Reinforce specialty value propositions to build protective moats around their businesses in the face of rising competition.

Register Today for The Capital Roundtable’s annual conference on “Private Equity Investing in Specialty Distribution Companies” on September 19, in New York City.


Come hear how different specialty distribution niches have been affected by technological trends, and what strategies private equity-backed distributors and their sponsors are using not only to survive, but to thrive.


Here are some of the topics that our 20 expert speakers promise to spotlight --


  • What traits position a specialty distributor for platform success in the current landscape?
  • Where should you invest -- and what should you avoid?
  • What are the key attributes to look for in specialty distribution investment opportunities?
  • Where do new investors in the sector often make mistakes?
  • How are different niches dealing with the “Amazon threat”? Which areas are most exposed and which are best protected?
  • What is the importance of the online storefront?
  • What issues surround online price transparency?
  • What niches remain fragmented and ripe for consolidation?
  • How should specialty distribution portfolio companies use automation to drive more value by reducing costs and improving service?
  • How do you evolve your logistics network to optimize cost and speed to market?
  • How can a specialty distribution company implement same-day delivery and the needed inventory management system?
  • How do distributors use data to make more informed decisions about customer targeting and pricing?
  • How can sharing data help you retain customers and strengthen supplier relationships?
  • How do you identify and evaluate management teams and PE professionals with the skills to succeed in specialty distribution?
  • What are lenders looking for?
  • What are best practices to drive EBITDA margin expansion?
  • Where are returns headed?


Register Now to attend The Capital Roundtable’s conference on “Private Equity Investing in Specialty Distribution Companies” being held in New York City on Tuesday, September 19.


Click here to receive your best rate -- a savings of $400 off our regular conference rates.


Here Are Three Key Reasons Why You Should Join Us 


  1. Hear how distributors are adapting to the “Amazon effect” and how different distribution niches will be impacted.
  2. Understand which sectors remain well-suited to roll-ups as consolidation continues.
  3. Learn how specialty distributors and their investors are implementing technologies like big data and automation to improve returns.


Register Now to Join Mat Lori
And More Than 20 Industry Experts


We’re delighted to welcome as our conference chair Mathew J. Lori, managing director at private equity firm New Mountain Capital. Before  joining New Mountain in 2007, he was a managing director of CCMP Capital Advisors and its predecessor firm, JP Morgan Partners.


Mr. Lori has executed more than $20 billion of transactions across a number of sectors, with a deep expertise in specialty distribution. He serves as the lead director of ABB Optical and Diversified Foodservice Supply, two industry-leading specialty distribution platforms. He also serves as a director of IRI Worldwide, Alexander Mann Solutions, Strategic Partners Inc., and Alight Solutions, and previously served on the board of SNL Financial.


Mr. Lori earned a BS from the University of Windsor and an MBA from the Kellogg School of Management at Northwestern University.


Register Now to Hear How

To Source Deals, Find Talent, & Drive Revenues


Recent Middle-Market Specialty Distribution Deals

  • Madison Dearborn bought U.S. lumber, which distributes wood products in the Southeast and Mid-Atlantic.
  • RLJ Equity Partners purchased Native Maine Specialty Foods, a distributor of produce and other food products.
  • SiteOne Landscape Supply, owned by CD&R, did four add-on deals.
  • Gold Star Foods, backed by Castle Harlan, bought A&R Wholesale Distributors, a supplier of food to schools in Southern California.
  • Clayton Dubilier & Rice agreed to buy the Waterworks unit of HD Supply Holding for $2.5 billion. Waterworks distributes industrial and construction products.
  • The Stephens Group bought Pearlman Enterprises, which distributes abrasive cutting tools and supplies used in making and maintaining hard surfaces.
  • Golden Gate Capital agreed to take a majority stake in GAL Manufacturing Corp., an elevator components distributor .
  • Biomedical supply distributor Alpha Source, backed by Baird Capital Partners, took a stake in Medical Optics, which repairs medical devices.
  • Castle Harlan invested in Gold Star Foods, a distributor of food and supplies to schools.

Click here to receive our best rate -- a savings of $400 on our regular conference rates!



Register Now to Form Valuable Contacts
With Colleagues & Professionals


This Capital Roundtable conference is the ideal place to expand your network and open up pathways to future deals. The day’s agenda includes ample time to let you --

  • Meet fellow attendees and featured speakers
  • Enhance your personal database with valuable new connections
  • Share both ideas and business cards
  • Meet potential investment partners and clients

Keep in mind this conference is certain to fill up quickly, so you’ll want to register as soon as possible to assure yourself a seat. To avoid disappointment, please contact Sarah Burd today to confirm your attendance at 212-832-7300 ext. 0 or


 Who Should Attend


Designed to Meet the Needs of GPs, LPs, & Managers of Buyout, Growth Equity, Mezzanine, BDC, and Lending Funds, as Well as Independent Sponsors, Operating Partners, Portfolio Company Managers, and the Bankers, Lawyers, Accountants,
& Other Advisors Who Support Them.




We look forward to having you join us on Tuesday, September 19.


Conference Organizers


This conference is being produced by The Capital Roundtable, America’s leading conference organization focusing on “need-to-know” information for professionals in the middle-market private equity community.  For more information about The Capital Roundtable’s 25 annual conferences and other events and programs, please visit




 Speaking & Business Development Opportunities


We offer excellent speaking, marketing, and business development opportunities to reach the middle‑market private equity community. For more details, please contact Claire Notton at 212-832-7300 or by email at




Have a Question?


Please contact Sarah Burd at or 212-832-7300 ext. 0.




Who We Are


This Capital Roundtable conference in midtown, New York City, is all-business, all-targeted, all-designed to be a completely focused day of practical information and revealing insights about specialty distribution-related companies. You’ll gain valuable insights from --

  • Three informative panel discussions
  • Two revealing keynote presentations
  • Real-world perspectives from agribusiness investors
  • Industry outlooks from noted sector experts
  • War stories and lessons learned from experienced hands
  • Intelligence on managing portfolio companies from well-known GPs

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Chaired By

  • Mathew J. Lori, Managing Director, New Mountain Capital LLC


Hosted By

  • Burt Alimansky, Chairman & CEO, The Capital Roundtable


  • Angel Alvarez, Chief Executive Officer, ABB Optical Group
  • Nick Aversano, V.P.--Operations, TradeSupply Group
  • Robert M. Baltimore, Managing Director, Harris Williams & Co.
  • David S. Bauders, President & CEO, Strategic Pricing Associates Inc.
  • Jeffrey Burtelow, Managing Dir.--Services, William Blair & Co. LLC
  • Court Carruthers, Principal, CKAL Advisory Partners
  • Mike Cate, Chief Executive Officer, Diversified Foodservice Supply Inc.
  • Sean E. Epps, Principal, Three Wells Capital LLC
  • Charles Hale, Former President & CEO, FCX Performance Inc.
  • Ronald W. Kuehl, Managing Director, Frontenac Co.
  • Tom Lange, Managing Dir.--Distribution Group, Robert W. Baird & Co. Inc.
  • Charles Lingenfelter, Former President & CEO, Industrial Distribution Group Inc.
  • Fred Smagorinsky, Chief Executive Officer, Arctic Glacier Holdings Inc.
  • Mauro A.Souza, Managing Director & Head--Distribution, Jefferies LLC
  • Jonathan L. Waggoner, Director, New Mountain Capital LLC
  • Christopher D. Whalen, Partner, Gamut Capital Management
  • Timothy Whelan, Principal, AEA Investors LP

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07:30 - 08:30

Networking & Registration & Breakfast

08:30 - 09:00

Welcoming Remarks & Audience Self-Introductions

09:00 - 09:30

Conference Chairman’s Introduction

  • Mathew Lori, New Mountain Capital LLC

09:30 - 10:00

Morning Interview

10:00 - 10:45

Networking & Coffee

10:45 - 11:45

First Panel --
Thriving in an Online World --
How Specialty Distributors are Adapting to the Growth of E-Commerce

11:45 - 12:15

Mid-Day Interview

12:15 - 01:15

Networking & Luncheon  

01:15 - 02:15

Second Panel --
Big Data, Big Profits --
Using Data Analytics to Segment Customers, Products, & Vendors

02:15 - 03:00


03:00 - 03:15

Networking & Dessert


03:15 - 04:15

Third Panel --
The Art of the Roll-Up --
How to Create Competitive Advantage as You Build a Specialty Distribution Platform


Networking & Adjournment



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Space at this conference is limited, so register as soon as possible to assure yourself a seat. To avoid disappointment, please contact Sarah Burd today to confirm your attendance at 212-832-7300 ext. 0 or


Please note that The Capital Roundtable limits the number of registrants from a single firm to three.


  • Best Rate -- Early Registration -- Save $400 off the standard fee of $1495 when you register by Friday, July 21. Just $1095.


  • Incentive Registration -- save $200 off the standard fee!
    Register by Friday, August 11, and the fee for the conference is $1295.


  • Conference Rate -- $1,495 increasing to $1,595 day of conference, space permitting.


  • Group Rate -- $995 each, when you register two or more people to attend from the same company.


Register Now


You can pay by credit card (using the links above) or by check. Mail your check and business card to: The Capital Roundtable, 747 Third Avenue, Suite 200, New York, NY 10017.

Have a special question? Please contact Sarah Burd at or 212-832-7300 ext 0.


From time to time, for reasons beyond Capital Roundtable's control, program schedules and speakers become subject to change.  We make every effort to announce substantive changes by email to registrants at least 48 hours in advance.

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  • Midtown, NYC

    Details provided upon registration

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Audio Package

Can't attend but want to hear the program? You can buy the audio package along with the handouts. Purchase the audio package online now.

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We offer excellent marketing and business development opportunities to reach the middle‑market private equity community. For more details, please contact Claire Notton at 212-832-7300 ext.117, or by email at

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