Managing Editor of Procurement Pro, Paige Hookway, interviews Roger Raley, Vice President & General Manager at Waldom
Roger Raley has been Vice President & General Manager at Waldom since October 2024. In this conversation with Managing Editor of Procurement Pro, Paige Hookway, Raley says sentiment across the industry has shifted markedly over the past year, driven initially by artificial intelligence infrastructure and data centre demand, but now spreading into wider industrial markets.
“Energy around the industry is just like nothing we’ve seen over the last few years,” he says, describing a “super optimistic” tone among delegates at the event.
He adds that while aerospace, defence, AI, and data centre demand had led the cycle over the past 18 to 24 months, growth is becoming more broad-based. Industrial demand, in particular, is strengthening, even as some segments such as transport remain comparatively weak.
Resilient distribution model
The distribution model itself, he argues, had proven resilient through recent volatility. Firms operating through large distributor networks and holding significant inventory are, he says, well positioned to absorb swings in demand. His business currently holds more than $720mn of inventory across 300,000 stock keeping units, enabling rapid fulfilment during periods of shortage and flexible recovery when demand softens.
“People gravitate towards us in times of higher demand because we’ve got availability,” he says, adding that inventory returned during downturns could later be reabsorbed and resold through redistribution channels.
Asked about structural trends shaping the market, Roger highlights persistent tariff uncertainty and the gradual emergence of artificial intelligence across operational workflows. However, he cautions that AI’s impact on distribution remains limited for now.
“I don’t think it’s making a huge difference in distribution today,” he says, noting that most applications remained basic, such as converting documents into purchase orders. More advanced uses, particularly in procurement and operational systems, are still in early development.
Productivity gains
He says early productivity gains are instead coming from general-purpose use cases, including faster information gathering and presentation preparation, rather than large-scale automation of supply chain processes.
Across the industry, however, he expects AI to eventually reshape procurement and system interoperability, describing it as a “massive opportunity” for operational efficiency over the coming years.
The role of inventory management and excess stock handling has also expanded, according to Raley, particularly as firms seek to refresh product lines and improve stock efficiency. Demand for redistribution services, he says, has increased rather than slowed, with his company expecting a record year in inventory returns.
He says the business has grown its inventory position from around $550mn to $720mn over the past year, while maintaining strong sales performance. Around 87% of returned product is eventually resold through the company’s programme over time.
Geopolitical and trade policy pressures remain a further constraint. Tariffs, he says, are now a permanent feature of planning for supply chain teams, prompting firms to adapt their logistics strategies.
In response, he says the company has shifted towards a more regionalised model, increasing its footprint in Asia-Pacific and Europe and holding more inventory closer to end markets, rather than centralising stock in the United States. The use of foreign trade zones is also becoming more widespread, although some firms are slowing related investments amid uncertainty.
For Waldom, the focus is now on balancing rapid commercial expansion with internal modernisation, including enterprise resource planning upgrades and broader process automation.
Operational improvements
“We’re going through significant operational improvements,” Raley says, adding that efficiency gains would be critical to sustaining growth.
Looking ahead, he advised procurement professionals to remain disciplined amid mixed signals on supply and demand, and to focus on data-driven decision-making and supplier relationships.
“There’s a lot of noise out there,” he says, urging buyers to avoid reacting to short-term perceptions of tightening lead times or inventory shortages.
He also emphasises that automation, including AI adoption, will become increasingly important in procurement functions, but warns that its benefits will depend on careful implementation rather than rapid deployment.
“It’s going to be really impactful in the years to come,” he says.
Watch the full interview with Roger Raley, Vice President & General Manager at Waldom in the video below.
