One of NACS’ missions is to be the voice for the industry in Washington, D.C. With direction from the NACS legislative committee, which is comprised of top leaders in the industry, the NACS government relations team is on the front lines—every single day—making sure our industry gets the consideration it deserves from lawmakers and officials.
Frank Gleeson, the new president and CEO of NACS, comes to the job with not only a depth of knowledge about global convenience and deep experience with NACS, but also an exceptional track record as an industry advocate in his home country of Ireland.
“I’m passionate about advocacy. You’ve got to protect your industry. You’ve got to have a voice for your industry and you’ve got to get a coalition of people who have likeminded problems and issues together,” he said.
His role as an advocate kicked into high gear well over a decade ago, when Ireland was considering stringent restrictions on tobacco sales. Gleeson was leading the former Statoil company and was prominently involved with Retail Ireland at the time. While the coalition was ultimately unsuccessful in blocking the restrictions, it was successful in delaying them and limiting their impact. “That was one of my first experiences with advocating on behalf of the industry, and I saw that we were able to make a difference.”
Gleeson soon stepped onto an even bigger stage as a board member with the Irish Business and Employers Confederation (Ibec). Ibec is a confederation of dozens of business associations spanning nearly every aspect of the Irish economy. After almost 20 years working with the group, he served as president of Ibec in 2021-2022, making him a leading voice for business in Ireland.
As the “retail guy around the table,” Gleeson met regularly with the Irish Finance Minister, with whom he developed a great rapport, and other senior government officials, building relationships that would bear fruit for his industry and employees.
When Covid hit in 2020 and the Irish government shut down much of the retail sector, Gleeson was concerned about making payroll for the people he was responsible for, who were all at risk of losing their paychecks while forced to stay home. Ultimately, he helped broker a deal over the course of a weekend whereby the government partnered with private employers to ensure that their employees continued to receive pay. “Being around that table, to effect that change or to influence government policy or decisions—that’s the proudest moment of my career,” Gleeson said.
Pivoting to his new role, Gleeson is well-versed in the issues of importance to retailers in the United States and has plenty of experience working with Members of Congress and the executive branch.
“I’ve been talking about government relations with folks at NACS for over 20 years. During that time, our industry has been thriving due in part to the NACS government relations efforts and our industry’s involvement in advocacy. Is it ever finished? Absolutely not. We need to continue to create the environment for our businesses to thrive,” he said.
He highlighted the ongoing fight to enact the Credit Card Competition Act in Congress. “[The current swipe fees] aren’t fair or reasonable and don’t reflect the cost and risk for the banks and processors,” he said. On this particular issue, Gleeson is exceptionally well-suited to be an advocate as he can discuss how swipe fees are much lower in Europe.
Gleeson saw his predecessor Henry Armour, former NACS president and CEO, spearhead the fight against swipe fees during his 20 years at the helm of the association, with notable success bringing down debit card fees. “Henry taught me that advocacy is a long game. You don’t often get results in short order. Building a rapport and making a personal connection is extremely important, and you have to be determined, committed and stay the course. This is a must-win topic and we can’t give up on it. We will continue to fight to bring fairness to businesses. I believe it’s a fight we can win.”
Gleeson is a big believer in strength in numbers. He noted how impactful it can be when retailers take time from their schedules and visit Washington, D.C., to speak directly to legislators and staff—like during NACS’ annual Day on the Hill event or through other grassroots efforts organized by the NACS government relations team. “You have to have a seat at the table, and you have to be willing to step up and represent your business,” he said. “Politicians don’t know what they don’t know, which is why advocacy and using your experience to influence policy decisions is so crucial to business.”
Advocacy is about education and influence, he said. “Every time you meet someone, you have the chance to influence them about something positive—whether a politician or a government official—and if you can present your perspective, you have a chance to make a real difference.”
“When you get asked to step up to the plate, you don’t have to speak, you just have to support. It could be financially, it could be by sending a letter, it could be signing or helping collect signatures for a petition,” he said. These efforts all have a real impact on federal policy when members of the industry come together to support important topics. “You don’t have to be an expert in government policy to get involved—you are already an expert on your business,” he added.
Advocacy isn’t just about giving voice to your cause, he said, it’s also about building relationships. “It’s a two-way street.”
He advised retailers to make themselves a known resource to elected officials at all levels. Building those relationships early on will pay dividends down the line. “Politicians are always thinking about local issues and what impacts their constituents back home. Those issues really matter to them no matter what level of government they’re in, so bridging that gap to advocate locally is very important.”
Join Gleeson at the upcoming NACS Day on the Hill, March 17-18.