How SPA Data Chaos Destroys Profit—and How to Fix It
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...
15 Jan 2026
Why Most SPA Requests Fail—and How to Fix Them
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...
15 Jan 2026
The Hidden Margin Behind SPAs, Rebates, and Ship-and-Debit
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...
Reach and audience
Public platform figures. Ratings count people who left a rating, not total listeners.
Apple Podcasts (US)
5.0 / 5
13 ratings
Spotify
5.0 / 5
5 ratings
Podcast Authority Score: 21 / 100
A composite of feed quality, social presence, YouTube performance and engagement. Read the methodology.
Quality
13
Social presence
0
YouTube
0
Engagement
71
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