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Welcome to Build Better Work, a podcast from ProfitOptics. ProfitOptics is a modern consulting firm focused on digital transformation.
32 Episodes
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In the final episode of “Mastering the Hidden Margin", a special series on Build Better Work, our cast reveals where margin is truly lost—after the SPA agreement is signed. Join Tony Pericle, Kara DeGraff, Scott Sinning, and Rick Wells as they break down how broken data flows, manual reconciliation, and missed renewals quietly drain 1–3% of SPA revenue every year. The conversation explores the full SPA lifecycle: digitizing supplier data, normalizing inconsistent formats, managing...
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 outlines why SPAs are not about discounts, but about positioning distri...
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 enterprise rebate/pricing solutions. Together, they trace how SPA p...
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. ABOUT BUILD BETTER WORK PODCAST Build Better Work by ProfitOptics is a podcast about the power of techn...
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. ABOUT BUILD BETTER WORK PODCAST Build Better Work by ProfitOptics is a podcast about the power of technology to transform work and lives wi...
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 confidence and control. ABOUT BUILD BETTER WORK PODCAST Build Be...
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. ABOUT BUILD BETTER WORK PODCAST Build Better Work by ProfitOptics is a p...
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. ABOUT BUILD BETTER WORK PODCAST Build Better Work by ProfitOptics is...
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 analytics maturity and explains why most companies remain st...
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 as large-scale investments, making advanced technologies access...
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 professional milestones, Aca offers a tapestry of insight that intertw...
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 the right data. Connect with us: Nathan: nathan.henry@profito...
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 conference from each speaker, the dangers of failing to incorpo...
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 clients can lead to remarkable outcomes. Kurt is a picture of what Pro...
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 ProfitOptics helps clients break free from inefficient, spreadshe...
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 what truly matters—creating memorable guest experiences. ...
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 universities and organizations, and the power of th...
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 experience for both customers and employees. Nathan share...
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 Serbia. We'll also share stories that highlight the resilience and h...
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 insights that left us buzzing and ready to transform our approach t...
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