Why Your Distributor Cares More About Your Brand Than Your End Customer Does

In a category where production outstrips demand and the end customer cares more about how a room looks than whose logo is on the box, Mauricio Inglada makes a counterintuitive case: the brand that matters most is the one you build with your distribution channel. As VP of Sales & Marketing at Del Conca USA, he walks Jeff and Carman through winning at the channel level — earning distributor trust, removing the fears that quietly kill deals (dead inventory, builder callbacks, the homeowner’s permanent regret), and competing against far larger rivals with a small but relentlessly responsive “Navy Sales” team. Along the way: why Pinterest is a secret intent engine and where AI will reshape the buying cycle.