Build Better Work

Returning to our conversation, “Mastering the Hidden Margin", a special series on Build Better Work, our panel dives into the heartbeat of SPA success: negotiation. Moving beyond history and systems, this episode focuses on how distributors should ask for SPAs—credibly, proactively, and with data that builds trust instead of friction. Joining us again is Tony Pericle, Scott Sinning and Kara DeGraff, in a conversation that outl...

In this first episode of Mastering the Hidden Margin, a special series on Build Better Work, host Tony Pericle pulls back the curtain on SPAs—special pricing authorizations and agreements, also known as deviations, chargebacks, ship-and-debit, and invoice verification. He’s joined by industry veterans Scott Sinning and Cara DeGraff, who bring decades of experience across electrical distribution, medical supply, high tech, and enter...

Part 5 of 5 in the Analytics Imperative series.

Analytics isn’t a one-off project—it’s an organizational muscle. In this final episode of The Analytics Imperative series, Tony Pericle explores how to move from insight to action: framing recommendations, aligning teams, and building a culture of confident execution. If you want analytics to deliver real outcomes, this is where it happens.

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Part 4 of 5 in the Analytics Imperative series.

Even the most sophisticated analytics systems will fall flat without the right talent to bring them to life. In this episode, Tony Pericle unpacks the mindset and leadership required to turn analytics from an initiative into a true competitive advantage. If you’re ready to make analytics work, start here.

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Part 3 of 5 in the Analytics Imperative series.

Pricing decisions at scale can’t run on spreadsheets. In this episode, we go deep into the prescriptive engine—a parameterized rules framework that compresses weeks of work into hours of decision-ready insight. We explore how to turn analyst instincts into codified playbooks, enable business users to drive change without code, and create real-time scenario models that give teams confid...

Part 2 of 5 in the Analytics Imperative series.

Analytics starts with the right foundation—and that means data attribution. Tony and Nick share how a Fortune 500 distributor digitized 40,000 contracts, tagged over 100 unique clauses, and protected $1B+ in margin. This episode unpacks the hidden power of structured variables, AI-assisted contract parsing, and why “progress over perfection” beats the myth of clean data.

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Part 1 of 5 in the Analytics Imperative series.

Tariffs aren’t the problem—they’re the litmus test. In this opening episode, we expose why most distributors face paralysis during disruptions like tariff hikes: fragmented data, manual processes, and rigid pricing systems. Tony Pericle explains why this moment demands not an evolution—but a revolution—in analytics. Because when cost moves fast, your data has to move faster.

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This is the first episode in a special series on pricing, disruption, and analytics readiness for distributors.

In this kickoff conversation, Nick Pericle and Tony Pericle unpack why so many distributors were caught flat-footed during the last tariff wave—and why it’s not the tariffs themselves that cause margin erosion, but the slow, disjointed responses caused by outdated systems and siloed data.

Tony introduces his five levels of ...

In this thought-provoking episode of Build Better Work, host Nick Pericle goes into how generative AI is reshaping the wholesale distribution industry. Drawing from his recent presentations at events like the HARDI Annual Meeting, Nick shares actionable insights on using AI tools to streamline quoting, optimize pricing, and enhance customer interactions. He demonstrates how smaller, incremental implementations can be as impactful a...

What if the key to building better work lies in a unique integration of people, process, and technology? Join Greg as he sits down with Alexander Vucicic— CTO and the second employee of ProfitOptics, also known as “Aca”. Together, they navigate his 15-year journey within the company, unveiling the creation and evolution of Catalyst, our cutting-edge technology method. From his move from Serbia to Richmond, Virginia, to his professi...

Nathan Henry is back from the Global Gaming Expo (G2E) in Las Vegas! In this episode, he sits down with Greg to share how casinos and tech companies are adapting to the digital habits of modern players and meeting the demands of those with short attention spans. Nathan shares his expert insights on maximizing entertainment value and transforming the gaming landscape through personalized experiences, digital innovation, and tracking...

Nick Pericle returns as host of the show to talk with the Founder of ProfitOptics, Tony Pericle, about their recent experience at the MDM Shift Conference in Denver, CO. Join them for an enlightening discussion about how companies like ABC and Reese have revolutionized their business models, shifting from mere transactions to a customer-centric approach that has effectively doubled their sales.

They also share highlights from the co...

Join us as we sit down with Kurt Boughman, a Senior Manager at ProfitOptics, to uncover the secrets behind crafting personalized solutions that not only meet but exceed client expectations. Kurt shares his wealth of experience, highlighting the importance of the core values at ProfitOptics like centricity, authenticity, passion, curiosity, and agility. You'll hear real-world stories that illustrate how deeply engaging with cli...

Ever felt like technology promises simplicity but ends up complicating things instead? Join us as we unpack this paradox with Stephen Moegling, Chief Marketing Officer at ProfitOptics. From health wearables that create stress to businesses bogged down by technical debt, we explore how advancements intended to streamline life can sometimes add unexpected layers of complexity.

In this conversation, Stephen and Greg delve into how Prof...

Today’s show is the announcement for ProfitOptics plunge into the hospitality sector. Nathan Henry is back on the podcast to share what his team has been up to in preparation for this shift and the secrets they have come up with for transforming both employee and guest experiences in the hospitality industry. 

Nathan tells Greg how innovative tools and streamlined processes can remove daily friction, allowing employees to focus on w...

What if the key to a thriving workplace lies in just three words? 

Join us on Build Better Work our host, Greg Stivers, as he introduces Mike Edmonds, Senior Director at ProfitOptics. On this episode, Mike shares the transformative catalyst methodology, which emphasizes strategy, design, delivery, and scale. 

Listen as he showcases how ProfitOptics swiftly responded to the COVID-19 pandemic by developing a health management app for u...

What if the key to a thriving workplace lies in just three words? 

Join us on Build Better Work, formerly known as People Powered Tech, as Greg Stivers and Nathan Henry take you behind the scenes of a transformative journey at ProfitOptics. 

We unveil the strategic exercises that led to our new vision, mission, and values, reflecting on how the phrase "Build Better Work" encapsulates our commitment to enhancing the work exp...

What role does human interaction play in the world of technology? Join us as Tony Pericle, founder of ProfitOptics, reveals his incredible journey from a tech enthusiast to the head of a company that leverages digital solutions to enhance profitability. This episode offers a unique exploration of Tony's serendipitous connection with a Serbian software engineer that led to a thriving partnership with nearly 200 engineers from S...

Join us on People Powered Tech as Nathan and Nick recount their exhilarating experience at the Distribution Strategy Group's Applied AI for Distributors Conference in Chicago. This episode is packed with the energy and educational value that they soaked in, from practical demonstrations of ChatGPT solving everyday problems to the invaluable networking opportunities with industry professionals. We’re sharing the groundbreaking ...