On the Driven by DCKAP podcast, the CEO of SPARXiQ and Trade Hounds unpacks margin pressure, digital behavior shifts, and what it means to sell to a new generation in the skilled trades and distribution
What does it really take to stay competitive in B2B distribution and manufacturing today? In a recent episode of the Driven by DCKAP podcast, David Bauders, CEO of SPARXiQ and Trade Hounds, explores the science behind price optimization, the rise of social commerce in industrial markets, and what distributors need to know about the incoming wave of Gen Z contractors.
Hosted by Karthik Chidambaram, CEO of DCKAP, the conversation tackles how distributors and manufacturers can capture more value, embrace demographic shifts, and prepare for the future of B2B buying behavior.
Key Highlights
How Smarter Pricing Drives Profit
Pricing is often treated as an art, but Bauders makes the case for treating it as a science. He describes how many distributors still rely on legacy habits, margin rounding, rules of thumb, and ad hoc discounts, and how data can change that.
“The average wholesale distributor makes about four percent operating profit. We’re finding that there is typically two to four percent more profit that could be captured if they would start embracing a more robust approach to pricing.”
The takeaway: margin pressure isn’t going away. Better use of data offers a tangible path forward.
What Gen Z Tradespeople Want from Distributors
Trade Hounds, a digital community of nearly 400,000 tradespeople, gives Bauders a front-row seat to how younger workers approach sourcing. Through the platform’s discussions and behavior trends, he sees growing frustration with outdated distributor tools and a preference for faster, more intuitive buying experiences.
“Our users tell us broadly that they waste up to 40% of their time trying to source materials... They're really looking for, as digital natives, a new way to bring that Amazon type of experience into how they source on a daily basis.”
For manufacturers and distributors, that shift signals a need to meet tradespeople where they are and rethink what convenience means in B2B purchasing. Trade Hounds is evolving into a marketplace to streamline that process, helping users find and order materials more efficiently. It
Why Loyalty Isn't Guaranteed Across Generations
Bauders offers a wake-up call for B2B leaders: half the workforce is nearing retirement, and the next generation doesn’t buy the same way.
“What good does it do for you to get 80% of the market where half of those people retire, if you then fumble the question of whether you get the people replacing them?”
He urges manufacturers and distributors to see this not just as a challenge, but as a strategic opportunity to modernize and build loyalty with the next generation.
What the Data and the Jobsite Are Both Telling Us
This episode of Driven by DCKAP offers strategic insight for leaders in distribution and manufacturing. From practical pricing tactics to workforce engagement strategies, Bauders brings experience to a conversation that’s deeply relevant to anyone navigating margin pressure, digital transformation, or generational turnover.
About the Driven Podcast
The Driven by DCKAP Podcast is an audio and video show that explores leaders’ stories, digital journeys, and insights on trends in B2B and distribution. The podcast is hosted by Karthik Chidambaram, Founder & CEO of DCKAP, who grew the company from a start up to a global team of more than 200 employees. DCKAP earns several trust badges by G2.com, the world’s largest tech software marketplace, including category “Leader”, “High Performer Americas” and “Users Most Likely to Recommend.”
About DCKAP
DCKAP is a leader in digital solutions that help distributors systems’ talk to each other. Its technology solutions simplify software integrations, e-commerce, and product information management for B2B companies. DCKAP’s flagship product, DCKAP Integrator, helps distributors and manufacturers to automate data between ERP, e-commerce, and CRM systems. Founded in 2005, DCKAP is a global and distributed team headquartered in Austin, TX. Visit DCKAP at dckap.com or follow on LinkedIn.
About SPARXiQ
SPARXiQ provides data-driven solutions that help B2B companies accelerate performance and profitability. Trusted by manufacturers, rep agencies, distributors, and contractors/end users, SPARXiQ combines powerful analytics, deep industry expertise, strategic consulting, and training to deliver measurable results. To learn more, visit www.sparxiq.com.
About Trade Hounds
Trade Hounds is America’s largest social marketplace for the construction industry. Nearly 400,000 people use the free app to watch install tutorials, share subject matter expertise and find products at nearby distributor branches. The app started as a social media community for skilled tradespeople. It has now grown into a platform that supports the entire ecosystem, including contractors, manufacturers and distributors. Learn more at www.tradehounds.com.
You can find DCKAP's original blog post here.