May 9, 2025
LAS VEGAS – A lot of sellers at Prosper Show 2025 were concerned about forecasting—specifically how to avoid getting stuck with either too much inventory or not enough. Wendi Mathis Held, senior vice president of Strategic Accounts at Channel Key, heard the concerns during her Future of Inventory Management presentation at the Las Vegas Convention Center.
Prosper Show newsletter sat down with Mathis Held to get a bit more insight on current challenges, tariffs, misconceptions, and the future (AI and more).
Prosper Show: What was your biggest piece of inventory management advice?
Mathis Held: Inventory management is a tough balance, especially with how unpredictable demand can be. I encouraged attendees to lean into data-driven forecasting, but also to build flexibility into their models. It’s about using a mix of historical data, current trends, and real-time insights to stay nimble. A bottoms up forecast is essential and never forget to let your own gut (aka knowledge) weigh in.
Prosper Show: How have tariff threats impacted inventory management?
Mathis Held: Tariffs have definitely added a lot of questions on how to navigate and when to make price changes, if any. They’ve made costs more unpredictable, which forces brands to rethink how they source and plan inventory. Some have started diversifying their suppliers or adjusting lead times to protect themselves. Being proactive—instead of waiting to react—has been the key to staying ahead. Even if that means making the decision to not change costs, invest in promotions and advertising; not moving is a decision too.
Prosper Show: Is there a big misconception about inventory management?
Mathis Held: Absolutely. A lot of people still see inventory management as just a basic operational task—something you ‘check off’ to make sure you have enough product. I often see brands look at overall inventory vs at the SKU level—and it’s why I encourage a bottom-up approach. They overlook the importance of inventory—too little or too much. It is a major impact to sales and profit. It is should be a core driver of your entire business strategy. Good inventory management can boost profitability, improve customer satisfaction, and even make your brand more resilient in the long term.
Prosper Show: Your session at Prosper Show talked about the future of inventory management. What technologies do you think will be game-changers?
Mathis Held: We’re going to see a lot more AI and predictive analytics—tools that not only analyze past trends but also predict future demand based on things like consumer behavior shifts, seasonality, or even weather patterns. Being able to see the consumer journey across channels and competition will allow brands to make smarter and faster decisions. The key will be to continue to allow some human input to the decisions. Again, do not overlook your gut and experience.
Prosper Show: What would you say to sellers who are hesitant about bringing in outside consultants?
Mathis Held: Consultants and agencies can look at the data objectively—without it being personal. We also have the advantage of working across many different customers and channels, which gives us broader insights to guide inventory planning strategies. Inventory management today needs to be data-driven and dynamic, and outside consultants bring a level of experience and market perspective that’s hard to replicate internally. As a consultant, my goal is to be an extension of your team—providing insights, best practices, and real-time strategies to help take your operations to the next level. It’s about collaboration, not replacement—and it often leads to faster growth and stronger results.
Prosper Show: What’s your overall outlook for the future of online selling?
Mathis Held: I’m optimistic. E-commerce keeps evolving and opening new opportunities for brands that are willing to stay agile and innovate. Consumers are more digital-first than ever, and there’s so much potential to create amazing customer experiences. With the right strategies and a willingness to adapt, I believe we’ll continue to see online retail grow.
There are also so many tools available now to get in front of customers and bring products to market faster. As we keep enhancing the customer experience, I think we’ll see online retail rise even further. That said, as an old-school retailer at heart, I still believe in the value of brick-and-mortar. There’s something powerful about the ability to touch and feel a product, and to create a personal connection with the customer. I’m excited to see more brands blending those experiences — using physical stores to build loyalty and driving even more repeat customers online.
Wendi Mathis Held is senior vice president of Strategic Accounts at Channel Key. She works directly with clients to build custom strategies that help them grow profitable businesses across multiple channels—including retailers like Amazon, Walmart, Target, and their own e-commerce site. Before joining Channel Key, she founded True Hero, a full-service e-commerce agency that she ran for more than 14 years before it was acquired in 2024.
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