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 programs emerged from messy manual workarounds into one of the most important—and misunderstood—margin levers in distribution.

Tony, Scott, and Cara also share their experience to describe what “good” SPA management actually looks like. They explore how digitization, data synchronization, and better analytics can reduce leakage, shrink reconciliation backlogs, and free sales teams from spreadsheet purgatory.

If you’re responsible for pricing, margin, or channel strategy in a distributor or manufacturer, this episode will give you the language, stories, and mental models you need to start mastering your hidden margin.

Time Stamps:

0:00 - Intro
2:25 - Guests and SPA Highlights
10:49 - Problems SPAs Solve
16:24 - What is Invoice Verification
17:05 - SPAs = Competitive Advantage
18:33 - Magnitude of SPAs
20:30 - SPAs as a Manufacturer
24:31 - Bring Data to the Conversation
26:21 - Charge Backs and Price Masking
29:23 - Synchronized Data
35:50 - Closing

Guests:

Tony | tony@profitoptics.com: Tony Pericle is the founder of ProfitOptics and one of the most innovative minds in the distribution industry. With over 30 years of experience—from frontline sales to leading AI-powered transformations—he’s helped major distributors unlock hidden margin, optimize operations, and scale pricing strategies.
Cara | linkedin.com/in/caradegraff: Cara DeGraff is a VP of Production Management at Vistex and leads a global team that manages all aspects of product management and product education. Since joining Vistex in 2007, Cara welcomes the challenge of solving companies' problems and optimizing their processes through Vistex solutions. Prior to Vistex, Cara worked for both manufacturers and distributors with SAP as their ERP, and across a variety of industries managing and implementing a myriad of business processes.
Scott | scott@pricingfordistributors.com: Scott Sinning founded Pricing For Distributors in 2022 after a 30-year career in wholesale distribution with Graybar Electric. As former VP of Pricing Strategy, he knows about the margin challenges and opportunities faced by distributors. His career also included lead roles on ERP and pricing software projects where he learned how to drive successful change at scale.

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Build Better Work by ProfitOptics is a podcast about the power of technology to transform work and lives with our host Greg Stivers.

The show is produced by ProfitOptics, a technology consulting firm that builds software and engineers data solutions to drive business performance for mid-size and enterprise companies.

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The Hidden Margin Behind SPAs, Rebates, and Ship-and-Debit