Around the Horn in Wholesale Distribution Podcast

The AI-Native Distributor: Agentic Buying, Smart CRM and the Future of Growth

Fri, 31 Jul 2026 11:00:00 -0700

How can wholesale distributors plan for growth when interest rates, tariffs, global conflict, artificial intelligence, and changing buyer behavior are all moving at once?

Kevin Brown and Tom Burton examine the economic and technology forces shaping manufacturing and wholesale distribution. They discuss Federal Reserve policy, consumer confidence, Section 301 tariffs, supply chain visibility, AI-native business models, agentic purchasing, and the growing role of robotics in industrial operations.

What You’ll Learn:

Why the Federal Reserve has limited options for responding to inflation caused by geopolitical price shocks
How Section 301 tariffs could affect inventory planning, margins, sourcing, and supply chain strategy
What new industry survey data reveals about distributor confidence, demand recovery, tariffs, and technology adoption
How businesses can move from basic AI assistance toward an AI-native operating model
Why agentic AI could reshape how contractors and other B2B customers research products, request quotes, and place orders
How humanoid and purpose-built robots may change industrial labor, workplace safety, and the protective equipment market

Episode Highlights:

00:00 – Looking at the upcoming 200th episode of Around the Horn in Wholesale Distribution

13:40 – Why the Federal Reserve held interest rates steady and why some policymakers still favor an increase

29:15 – What declining consumer confidence could mean for spending, employment, and distributor demand

38:40 – How Section 301 tariffs are changing inventory valuation and supply chain planning

47:25 – Why global shipping chokepoints are creating new risks for oil, freight, and product availability

54:20 – What electrical distributors say about demand recovery, tariffs, margins, AI, and data center growth

1:03:30 – The stages of AI maturity and what it means to build an AI-native enterprise

1:12:10 – How agentic AI could transform the traditional wholesale distribution buying process

1:20:35 – Humanoid robots, purpose-built machines, and the future of industrial safety

Tools, Frameworks, and Strategies Mentioned

LeadSmart Meridian 360 enterprise growth platform
Smart CRM and CRM-ERP integration
LeadSmart Revenue Expander
Hidden revenue detection and trapped-potential analysis
AI maturity stages, from AI-assisted to AI-native
Agentic AI purchasing and automated ordering
Inventory visibility and supply chain analytics
Human-centered sales automation
Section 301 tariff analysis

Closing Insight:

The companies that succeed through the next phase of wholesale distribution will understand more than what is happening inside their ERP. They will connect customer, sales, marketing, e-commerce, inventory, and operational data so their teams can make faster and better decisions.

Subscribe to Around the Horn in Wholesale Distribution for weekly insights into the economy, technology, supply chains, manufacturing, and distribution growth. Visit AroundTheHornPod.com to explore previous episodes and sign up for the newsletter. To learn how LeadSmart Technologies helps distributors connect their data and uncover hidden revenue opportunities, visit LeadSmartTech.com.

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Data Centers Everywhere, Section 301 Tariffs, and Amazon Business Crushing It: What A Time To Be Alive!

Fri, 24 Jul 2026 15:00:00 -0700

What happens when tariffs, global shipping disruptions, AI infrastructure demands, and changing buyer behavior all hit wholesale distribution at the same time?

On this episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton examine the economic, technological, and supply chain forces shaping manufacturers and wholesale distribution teams. They discuss inflation and interest rates, the transition to Section 301 tariffs, growing risks across major shipping routes, Amazon Business’s expanding influence, the copper shortage behind AI data center growth, and why companies need a more disciplined approach to AI investment.

What You’ll Learn

How Section 301 tariffs could create greater planning certainty for distributors, even as import costs remain elevated
Why disruptions at the Strait of Hormuz, the Suez Canal, and the Panama Canal could create a global supply chain “perfect storm”
How distributors can compete with Amazon Business by solving complex problems and embedding themselves in customer operations
Why AI efficiency may increase total energy and computing demand instead of reducing it
How revenue leaders in distribution can evaluate AI tools based on measurable business outcomes instead of promises
Why employees who guide, challenge, and pressure-test AI produce stronger work than those who simply delegate tasks

Episode Highlights

04:20 – How LeadSmart uses connected ERP and CRM data to uncover hidden revenue opportunities

13:45 – What the Federal Reserve’s inflation language could mean for interest rates and business planning

23:10 – Why Section 301 tariffs may be more legally durable than previous tariff policies

34:05 – The global supply chain risks developing around the Strait of Hormuz, Suez Canal, and Panama Canal

43:20 – How Amazon Business reached $60 billion in merchandise volume and what distributors should do next

52:15 – Why complex services, technical support, and customer integration remain powerful competitive advantages

59:40 – Copper shortages, data center construction, and the infrastructure required to support AI growth

1:10:05 – Why workers who actively direct AI agents outperform people who accept the first answer

Tools, Frameworks, and Strategies Mentioned

Meridian 360 Hub

LeadSmart’s connected data hub brings information from across the business into one environment, giving leaders greater visibility into customers, teams, sales activity, and growth opportunities.

GeniusFeed AI and Revenue Expander

These tools analyze business data to identify white space, wallet-share opportunities, customer risk, and hidden revenue. The discussion also explores how this type of predictive sales analytics could support M&A due diligence and business valuation.

Make Complexity Your Strategy

Distributors can protect their customer relationships by focusing on services that are difficult for large online marketplaces to replicate. These may include product customization, technical support, equipment commissioning, kitting, cutting, and on-site problem solving.

Embed Into Customer Operations

Vendor-managed inventory, on-site personnel, tool cribs, vending systems, and job-site inventory programs make the distributor a direct part of the customer’s workflow.

Jevons Paradox

As technology becomes more efficient and less expensive, demand often grows faster than the efficiency gains. The hosts apply this idea to AI computing, data centers, energy consumption, and future infrastructure requirements.

Outcome-Based AI Adoption

Before investing in AI or sales technology, businesses should define specific outcomes they expect to achieve. Those outcomes should guide implementation, client success meetings, performance measurement, and technology budgeting.

Closing Insight:

AI, tariffs, e-commerce, infrastructure shortages, and supply chain disruption are creating a more complicated operating environment for wholesale distribution. The companies that succeed will be the ones that improve visibility, strengthen customer relationships, and connect technology investments to measurable growth.

Subscribe to Around the Horn in Wholesale Distribution for weekly analysis of the news and trends affecting manufacturers, independent sales agents, distributors, and the global wholesale supply chain.

To receive the weekly newsletter, visit AroundTheHornPod.com.

To learn how LeadSmart Technologies helps distributors connect sales, CRM, ERP, marketing, quoting, and customer intelligence data, visit LeadSmartTech.com.

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Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

What Is CRM-ERP Integration?

Fri, 17 Jul 2026 12:00:00 -0700

What happens when wholesale distributors realize “CRM” is no longer the real conversation, growth, data, AI, and sales enablement are?

In Episode 198 of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton unpack the shift they saw firsthand at the Affiliated Distributors Functional Success Summit: distributors are moving beyond traditional CRM adoption questions and toward connected data systems, AI-enabled sales strategy, and future-proofing distribution. The episode connects macroeconomic uncertainty, supply chain risk, AI governance, human judgment, and enterprise growth strategy to the real decisions facing wholesale distribution teams today.

What You’ll Learn:

Why distributors are moving past traditional CRM conversations and focusing instead on how to help sales teams create more value, become more consultative, and grow revenue
How CRM-ERP integration, data warehouses, e-commerce platforms, marketing automation, and disconnected point solutions can limit customer visibility unless they are unified into a true enterprise growth platform
Why inflation measurement, interest rate uncertainty, and prediction markets matter to revenue leaders in distribution making investment and growth decisions
How Strait of Hormuz disruption, Suez Canal risk, oil volatility, plastics, fertilizers, helium, and global logistics instability can ripple through manufacturing and wholesale distribution
Why AI still needs human judgment, oversight, and strategy, and why many companies miss expected ROI when they assume full automation instead of building a realistic digital transformation plan

Episode Highlights:

01:16 – Lessons from the Affiliated Distributors Functional Success Summit and why sales enablement is replacing traditional CRM talk
03:55 – Why disconnected data across ERP, marketing automation, e-commerce, and point software creates risk for distributors
06:37 – Episode 198 begins: how Around the Horn connects the economy, supply chain, M&A, sales, marketing, AI, and robotics to wholesale distribution
08:30 – LeadSmart’s Meridian 360 Enterprise Growth Platform and the move from Smart CRM to broader business growth engines
12:32 – Inflation cooling, gas prices, and why energy volatility still affects distributors, manufacturers, fertilizers, heavy minerals, and supply chains
15:23 – Kevin Warsh, Fed measurement reviews, CPI, PPI, the 2% inflation target, and the need for more real-time data
20:25 – Prediction markets, PolyMarket, Kalshi, and whether betting markets can offer useful economic signals
27:17 – Strait of Hormuz risk, Iran, shipping disruption, oil exposure, the Suez Canal, Houthi rebels, and what it means for global supply chains
43:02 – AI watchdogs, model testing, DeepMind, Fable, Mythos, and the role of government QA for high-powered AI systems
48:38 – Human judgment in the age of AI, digital twins, job displacement fears, and why AI ROI depends on data readiness and realistic automation expectations
56:00 – APR Supply’s sales tool adoption gains and how better sales technology can support outside sales revenue growth

Tools, Frameworks, and Strategies Mentioned:

LeadSmart Technologies
Meridian 360 Enterprise Growth Platform
Sales Compass
Smart CRM
Sales Co-Pilot
AI Co-Pilot for Sales
CRM-ERP Integration
CRM Data Enrichment with AI
Hidden Revenue Detection
Sales Automation Without Losing the Human Touch
Future-Proofing Distribution
Hybrid Selling Models
Consultative Commerce
Data warehouses and data lakes
Marketing automation
E-commerce data integration
ERP data unification
AI-enabled business intelligence
Prediction markets
PolyMarket
Kalshi
CPI and PPI measurement reviews
AI model QA and AI watchdog concepts
Human judgment in AI strategy
APR Supply sales tool adoption
Master of Distribution Management program

Closing Insight:

The episode’s central message is clear: the future of distribution is not about buying more disconnected technology. It is about connecting data, people, process, and AI into a strategy that helps teams sell smarter, serve customers better, and make better decisions under uncertainty.

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Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

Jason Hein on Hybrid Selling, AI-Powered Customer Intelligence, and B2B E-Commerce

Fri, 10 Jul 2026 12:00:00 -0700

What does the next era of B2B e-commerce look like when buyers, bots, AI agents, and self-service expectations all collide?

In this episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton welcome Jason Hein, Vice President of Academy at the B2B E-Commerce Association, for a sharp conversation on digital buying behavior, AI-powered customer intelligence, hybrid selling models, CRM-ERP integration, and the future of consultative commerce. This episode explores why e-commerce is no longer just a transaction portal, it is part of a broader digital customer experience that helps distributors build trust, support complex sales, and future-proof distribution.

What You’ll Learn:

Why B2B e-commerce should be viewed as a digital customer experience, not just a website with a checkout button
How younger buyers research, compare, and validate distributors before ever talking to sales
Why complex products still need consultative selling—and how digital tools can support that buyer journey
How AI agents, bots, and non-human traffic are changing how customers may interact with distributor websites
Why CRM-ERP integration, product content quality, and AI-powered customer intelligence are essential for revenue leaders in distribution
How distributors can use hybrid selling models to combine self-service, sales expertise, and human-centric sales automation

Episode Highlights:

06:01 – Jason Hein explains the mission of the B2B E-Commerce Association and why education matters in digital transformation
11:59 – The Fed, inflation targets, and why economic uncertainty still affects distributors and manufacturers
31:50 – AD’s Supply Force acquisition and what buying group consolidation means for independent distributors
44:08 – AI job displacement, software engineering, and why leverage may matter more than replacement
1:00:21 – Bots, AI agents, and the “dead internet” problem for B2B e-commerce
1:04:23 – Complex vs. commodity products: why self-service does not eliminate consultative sales
1:09:49 – How trust, product content, and McMaster-Carr’s digital experience shape buyer loyalty
1:15:23 – Why e-commerce alone does not drive demand generation—but a strong digital experience can
1:22:35 – Omnichannel strategy, silver tsunami knowledge loss, and institutionalizing customer intelligence

Meet the Guest:

Jason Hein is Vice President of Academy at the B2B E-Commerce Association, where he helps manufacturers, distributors, agencies, and technology providers understand how to build better digital experiences. With nearly 30 years in B2B, Jason has worked across manufacturing, distribution, consulting, software, and e-commerce strategy.

Tools, Frameworks, and Strategies Mentioned:

B2B E-Commerce Association Academy
Digital customer experience strategy
Hybrid selling models
Consultative commerce
Omnichannel customer experience
Product content quality and product data standards
AI agents and agentic buying behavior
CRM-ERP integration
CRM data enrichment with AI
Smart CRM strategy
Sales Co-Pilot and AI Co-Pilot for Sales
LeadSmart Channel Cloud™
LeadSmart Enterprise Growth Platform
Hidden revenue detection
Sales automation without losing the human touch
Future-proofing distribution
Digital readiness for succession
Customer knowledge institutionalization

Closing Insight:

E-commerce in wholesale distribution is not just about letting customers place orders online. It is about creating a digital experience that helps buyers research, trust, validate, reorder, and engage with your team more effectively.

As Jason explains, younger buyers may prefer self-service, but that does not mean they reject expertise. The winning distributors will combine strong product content, connected data systems, CRM-ERP integration, and human-guided consultative commerce to meet buyers wherever they are in the journey.

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Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

Tariff Refunds, Core Inflation & Data Centers: The New Pressures Reshaping Distribution

Fri, 26 Jun 2026 13:00:00 -0700

What happens when inflation pressure, tariff uncertainty, supply chain disruption, and AI platform strategy all hit wholesale distribution at the same time?

In this episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton unpack the forces shaping distributors and manufacturers right now, from core inflation and the Strait of Hormuz to tariff refunds, B2B customer experience, data center demand, and AI adoption. This episode gives revenue leaders in distribution a practical lens on how to manage volatility, avoid disconnected technology silos, and build a smarter path toward CRM-ERP integration, customer intelligence, and future-proofing distribution.

What You’ll Learn:

Why core inflation, oil prices, and energy volatility continue to affect freight, plastics, fertilizer, and downstream manufacturing costs
How tariff refunds, FedEx reimbursements, Section 301 tariffs, and trade negotiations could impact importers, distributors, contractors, and end customers
Why supply chain uncertainty remains elevated—and why distributors need better inventory visibility tools, demand planning, and collaborative forecasting
How the B2B buying experience is becoming more like B2C, especially for contractors and professional buyers using Home Depot, Lowe’s, Amazon Business, and traditional distributors
Why AI adoption in wholesale distribution needs to move beyond point solutions and toward connected data systems, Smart CRM, AI-powered customer intelligence, and true platform strategy

Episode Highlights:

03:20 – LeadSmart’s Enterprise Growth Platform and why connected data matters for distributors
04:40 – Core inflation, energy prices, and the delayed cost impact across freight, plastics, and manufacturing
15:10 – Strait of Hormuz volatility and why open shipping lanes do not always mean stable supply chains
20:10 – FedEx tariff refunds, customer reimbursement complexity, and why downstream recovery is difficult
31:50 – Supply chain uncertainty, port volatility, and whether distributors are better prepared than they were during COVID
46:40 – The blurring line between B2B and B2C customer experience in wholesale distribution
58:40 – Data centers, AI infrastructure, and why distributors in electrical, HVAC, plumbing, industrial, and construction markets should pay attention
1:12:40 – AI adoption, order processing automation, platform strategy, and the risk of creating new data silos

Tools, Frameworks, and Strategies Mentioned:

LeadSmart Technologies
LeadSmart Channel Cloud™
Enterprise Growth Platform
Data360 Hub
Smart CRM
Sales Co-Pilot
AI Co-Pilot for Sales
CRM-ERP Integration
CRM Data Enrichment with AI
Hidden Revenue Detection
Sales Automation Without Losing the Human Touch
Consultative Commerce
Hybrid Selling Models
Inventory Visibility Tools
Collaborative Planning & Forecasting
Future-Proofing Distribution
B2B Customer Experience Strategy
AI Platform Strategy
Data Center Infrastructure
CORE: CapEx Optimization Reliability and Execution by Lone Star Electric Supply

Closing Insight:

The biggest technology risk for distributors is not simply falling behind on AI—it is adopting disconnected tools that recreate the same data silos they were meant to solve.

For wholesale distributors and manufacturers, the next stage of growth will depend on connected systems, CRM-ERP integration, customer intelligence, supply chain visibility, and AI tools that solve real business problems. Subscribe to Around the Horn in Wholesale Distribution for weekly conversations on the economy, supply chain, technology, and the future of distribution.

Leave a Review: Help us grow by sharing your thoughts on the show.

Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

Will Quinn on Modern Warehouse Management, AI Adoption, and Supply Chain Visibility

Fri, 19 Jun 2026 15:00:00 -0700

What Happens When AI, Supply Chains, and Economic Uncertainty Collide in Wholesale Distribution?

As interest rates remain under scrutiny, supply chains face new disruptions, and artificial intelligence continues to reshape business operations, wholesale distribution leaders are being forced to make smarter decisions with less room for error.

In this episode of Around the Horn in Wholesale Distribution, hosts Kevin Brown and Tom Burton welcome Will Quinn, warehouse leadership expert, supply chain educator, and author of Modern Warehouse Management: Steel-Toed Leadership That Drives Performance. Together, they explore the current economic landscape, tariff uncertainty, warehouse strategy, AI adoption in distribution, and the growing importance of supply chain visibility in an increasingly complex global market.

What You'll Learn:

Why the Federal Reserve's latest interest rate decision has major implications for manufacturers, distributors, and supply chain planning
How tariffs, import uncertainty, and global trade disruptions are influencing inventory strategies and purchasing behavior
What warehouse leaders can learn from military logistics, operational discipline, and real-world distribution management
Why AI-enabled supply chain management is becoming one of the fastest-growing skill sets in distribution
How organizations can improve inventory visibility, forecasting, and operational decision making without chasing every new technology trend
Why successful AI adoption starts with solving business problems first rather than purchasing shiny new tools
How CRM-ERP integration, unified data systems, and intelligent business platforms support long-term growth and resilience

Episode Highlights:

00:00 – Welcome to Around the Horn in Wholesale Distribution and introduction to warehouse leadership expert Will Quinn
07:10 – The Federal Reserve holds rates steady: what distributors and manufacturers should watch next
15:45 – Retail spending, inflation pressures, and what economic signals mean for wholesale distribution teams
22:30 – Tariff refunds, import activity, and why companies are accelerating inventory purchases
31:50 – Why supply chain resilience remains one of the most important business capabilities in modern distribution
38:40 – Lessons from Modern Warehouse Management and the role of steel-toed leadership in warehouse performance
48:15 – AI in supply chain operations: where organizations are seeing real value today
58:20 – Why AI-skilled supply chain professionals are becoming one of the most in-demand roles in distribution
1:06:40 – Understanding AI models, governance, security, and vendor due diligence
1:17:30 – Practical guidance for distribution leaders building an AI strategy that actually delivers results

Meet the Guest:

Will Quinn is a supply chain executive, warehouse leadership expert, educator, and author of Modern Warehouse Management: Steel-Toed Leadership That Drives Performance. With decades of experience across leading distribution organizations, Will specializes in warehouse operations, supply chain strategy, workforce development, and operational excellence.

Tools, Frameworks, and Strategies Mentioned:

Modern Warehouse Management Framework
Steel-Toed Leadership
Supply Chain Visibility Strategies
Inventory Visibility Tools
Collaborative Planning & Forecasting (CPFR)
AI-Powered Supply Chain Analytics
CRM-ERP Integration
Smart CRM Strategy
Enterprise Growth Platform
Digital Readiness for Succession
Future-Proofing Distribution
AI Governance and Vendor Due Diligence
Warehouse Management Systems (WMS)
Enterprise Resource Planning (ERP)

Leave a Review: Help us grow by sharing your thoughts on the show.

Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

How "Profitless Prosperity" and Tarrif Refunds Will Affect B2B Marketing Strategy with Taylor St. Germain

Fri, 05 Jun 2026 15:00:00 -0700

Is the U.S. economy heading toward stability, or just navigating a new kind of volatility?

In this episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton are joined by Taylor St. Germain, Senior Economist at ITR Economics, to unpack the forces reshaping wholesale distribution and manufacturing. From interest rate uncertainty and tariff refund chaos to AI adoption gaps and “profitless prosperity,” this conversation connects macroeconomic signals directly to distributor margin strategy, capital investment decisions, and long-term growth planning.

What You’ll Learn:

Why the current economy feels like a “tale of two economies”, and how income distribution impacts demand across B2B markets
What the Federal Reserve is really watching (core inflation vs. trimmed mean metrics) and how rate decisions could affect CapEx, M&A, and working capital
How tariff policy, Section 301 and 232 rulings, and refund uncertainty are influencing distributor pricing strategy and customer relationships
What “profitless prosperity” means for 2026 and 2027, and how to protect margins during growth at a higher cost
Why most AI initiatives in wholesale distribution are still efficiency plays—and what separates hype from scalable, repeatable AI-driven business processes

Episode Highlights:

03:30 – Inside ITR Economics: forecasting accuracy, leading indicators, and preparing for downturns
11:45 – May jobs report surprises: what strong hiring means for inflation and rate decisions
14:20 – Interest rate outlook: hold, cut, or increase—and why energy prices complicate the Fed’s move
30:18 – Tariff escalation, Section 301 and 232 policies, and the ripple effect across distributors
41:03 – Tariff refunds: unintended consequences for margins, pricing transparency, and customer trust
58:26 – AI adoption in wholesale distribution: efficiency gains vs. true strategic transformation
1:16:35 – “Growth at a higher cost”: how to navigate labor inflation, electricity costs, reshoring, and fiscal pressure

Meet the Guest:

Taylor St. Germain is a Senior Economist and Business Consultant at ITR Economics. He delivers economic keynotes nationwide and helps manufacturers and distributors identify leading indicators, forecast demand, and prepare for economic cycles with a 94.7% forecasting accuracy standard.

Tools, Frameworks, and Strategies Mentioned:

ITR Economics leading indicator forecasting models
Weekly GDP tracking vs. lagging government metrics
Trimmed mean inflation vs. core CPI
Enterprise Growth Platform by LeadSmart Technologies
AI-driven margin protection and data unification strategies

Closing Insight:

“We are very optimistic about growth, but it’s growth at a higher cost.”

The second half of the decade presents opportunities for wholesale distributors and manufacturers, but only for those who actively manage labor inflation, tariff exposure, electricity costs, and AI investment discipline. Growth is not the question. Margin strategy is.

Leave a Review: Help us grow by sharing your thoughts on the show.

Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

Inflation Metrics, Tariff Refunds, and AI Pricing Models with Guest Mark Gilham of Enable

Fri, 29 May 2026 13:00:00 -0700

Is wholesale distribution entering its most disruptive era yet?

In this episode of Around the Horn in Wholesale Distribution, Kevin Brown, Tom Burton, and Mark Gilham of Enable unpack the forces reshaping the B2B supply chain: inflation measurement debates, Federal Reserve strategy, tariff refund accounting risks, buying group consolidation, maritime trade choke points, and the growing influence of AI on distributor–manufacturer relationships. This episode explores how data-driven decision making is shifting the industry from relationship-based instinct to AI-powered commercial intelligence, and what that means for distributors, manufacturers, CFOs, and industry leaders.

What You’ll Learn:

The difference between core inflation vs trimmed average inflation, and why the metric matters for CFO planning, pricing strategy, and capital investment decisions
How a more flexible Federal Reserve approach impacts interest rate modeling, debt refinancing, and working capital strategy in wholesale distribution
Why tariff refunds create accounting, tax, and downstream pricing pressure, and how distributors and manufacturers should prepare
The real impact of global maritime choke points like the Strait of Hormuz, Suez Canal, Panama Canal, and South China Sea on supply chain resilience
Why buying groups like Evergreen are consolidating, and how rebate economics drive churn and competitive pressure
How AI could disrupt traditional distributor–manufacturer relationships by prioritizing margin analytics, pricing optimization, and product substitution models over loyalty

Episode Highlights:

03:22 – Mark Gilham explains how Enable connects manufacturers and distributors through rebate and pricing intelligence
11:45 – Core inflation vs trimmed average inflation: what’s the difference and why does it matter for distributors?
24:41 – A Greenspan-style Fed strategy: how rate uncertainty changes business forecasting
42:30 – Tariff refund accounting risks and downstream pricing pressure across the supply chain
57:45 – The six global maritime choke points and why “just-in-time” models increase fragility
1:00:41 – Why Evergreen shut down and what buying group consolidation means for distributors
1:14:42 – Manufacturers’ growing concern: will AI override decades of channel relationships?
1:23:48 – “It all depends on the brief the AI has.” How AI configuration shapes profitability and channel outcomes

Meet the Guest:

Mark Gilham is a former distributor CFO and now a leader at Enable, a pricing and rebate management platform focused on helping manufacturers and distributors trade more intelligently in the B2B ecosystem. His expertise bridges finance, pricing strategy, rebate optimization, and AI-driven commercial execution.

Tools, Frameworks, and Strategies Mentioned:

Enable Rebate Management and Pricing Intelligence
LeadSmart Enterprise Growth Platform
Revenue Expander white space analytics
Prediction market data modeling for interest rate forecasting
AI-driven commercial optimization and margin normalization models

Closing Insight:

“Future decisions are not going to be made based on a relationship. They’re going to be made based on what the AI model tells the distributor.”

As wholesale distribution evolves, the competitive edge will belong to organizations that combine trusted relationships with structured data, commercial intelligence, and AI-ready infrastructure.

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Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

How Global Conflict Is Rewriting Inventory Strategy For Distributors

Fri, 22 May 2026 12:00:00 -0700

A lot of business leaders talk about “uncertainty,” but on today's episode, we talk about exactly where it comes from and how it hits your P&L.

We start with real-world takeaways from the recent convention in Nashville and conversations with distribution technology leaders, then connect the Middle East conflict to the Strait of Hormuz and other global supply chain choke points that quietly control fuel prices, freight capacity, and commodity availability. When that lane tightens, distributors feel it everywhere: inbound costs, delivery expense, lead times, and customer patience.

From there, we bring it back to the shop floor reality. Global growth forecasts are getting cut, manufacturing activity is shifting, and we’re watching an “inventory whip” as companies move away from "just in time" to "just in case."

What is "The Dark Funnel" and How Does It Affect Economic Volatility in Wholesale?

Fri, 15 May 2026 12:00:00 -0700

What happens when interest rates stay elevated, global shipping lanes tighten, and AI hype collides with operational reality in wholesale distribution?

In this episode of Around the Horn in Wholesale Distribution, we break down the macroeconomic forces, supply chain risks, and AI driven transformation trends reshaping the distributor business model. From Federal Reserve policy and tariff pressure to agentic AI, CRM intelligence, and the B2B dark funnel, this episode gives distribution executives a practical framework for protecting margin, accelerating enterprise growth, and building competitive advantage in a volatile market.

What You’ll Learn:

How Federal Reserve rate decisions influence capital investment, inventory strategy, and M&A activity in wholesale distribution
Why oil price volatility, freight rates, and global shipping disruptions directly impact gross margin architecture
The real economic impact of tariffs across importers, distributors, and end customers
What agentic AI can and cannot realistically automate in distribution operations today
How the “dark funnel” is transforming B2B sales strategy, CRM integration, and digital customer acquisition

Episode Highlights:

00:04 – Why macroeconomic volatility is no longer a background issue for distributors
08:32 – How elevated interest rates reshape capital allocation and warehouse expansion decisions
17:45 – Oil prices, shipping lanes, and why freight volatility compresses margin
26:18 – The hidden operational complexity of tariffs and refund systems
38:52 – Amazon’s evolving global logistics model and its impact on traditional distribution
51:10 – The truth about agentic AI, compute costs, and autonomous workflow risks
01:03:27 – Understanding the B2B dark funnel and AI enabled CRM intelligence
01:14:44 – What distribution leaders should prioritize right now for durable enterprise growth

Tools, Frameworks, or Strategies Mentioned:

Enterprise Growth Platform strategy for wholesale distribution
AI enabled CRM and ERP integration
Agentic AI governance and workflow oversight
Token economics and AI compute cost modeling
Dark Funnel revenue strategy for B2B customer acquisition
Supply chain risk mitigation planning

Closing Insight:

Wholesale distribution is no longer insulated from global economics or digital disruption. Leaders who combine disciplined capital allocation, intelligent AI augmentation, and data driven revenue strategy will outperform in uncertain markets.

Leave a Review: Help us grow by sharing your thoughts on the show.

Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

Amazon’s China Pipeline, Tariff Fallout, and Autonomous AI in Distribution

Fri, 01 May 2026 00:00:00 -0700

Is the wholesale distribution industry heading toward another economic reset, or a new era of AI-powered growth?

In this episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton break down the Federal Reserve’s interest rate decision, geopolitical volatility in the Strait of Hormuz, tariff refund uncertainty, Amazon’s China-to-U.S. logistics expansion, and the rising cost of AI compute. This episode explores how macroeconomics, supply chain disruption, autonomous AI agents, and B2B buying behavior are reshaping manufacturers, distributors, and the global wholesale supply chain.

What You’ll Learn:

Why the Federal Reserve’s split vote signals potential instability for capital investment and expansion planning
How oil volatility and Panama Canal congestion impact freight costs, inventory carrying costs, and distributor margins
What Amazon’s new Shenzhen-to-U.S. warehouse pipeline means for private label brands, importers, and traditional intermediaries
The real barrier to autonomous AI agents in wholesale distribution: compute costs, governance, and infrastructure readiness
Why the “dark funnel” is accelerating, and how B2B buyers are researching before ever calling your sales team

Episode Highlights:

03:05 – The stock market’s momentum vs. economic uncertainty: what it means for distributors
10:44 – The Fed holds rates with four dissents, political independence or internal division?
26:55 – War Powers Act, Iran, and oil volatility: why fuel prices matter to wholesale margins
31:52 – Tariffs explained: who actually pays and why refunds won’t be evenly distributed
46:20 – Amazon’s China-to-U.S. logistics expansion and what it signals for supply chain disintermediation
54:30 – AI compute costs, token consumption, and why fully autonomous agents aren’t practical—yet
1:20:21 – The dark funnel in B2B buying: why customers are researching without your sales team

Tools, Frameworks, and Concepts Mentioned:

Enterprise Growth Platform strategy (LeadSmart Technologies)
AI-enabled CRM and customer intelligence
Agentic AI and autonomous procurement
The Dark Funnel in B2B sales
AI governance and agent sprawl
Compute infrastructure and token economics

Closing Insight:

“An autonomous agent running your entire business is probably not as soon as we would like.”

Wholesale distribution is not facing a single disruption, it’s navigating economic volatility, supply chain risk, AI acceleration, and changing buyer behavior simultaneously.

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Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

AI Enablement vs. AI Hype: A Practical AI Framework for B2B Growth

Fri, 24 Apr 2026 13:00:00 -0700

Is AI actually transforming wholesale distribution, or are we just managing our businesses with better dashboards?

In Episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton unpack the real story behind AI enablement, tariff refund chaos, Iran and oil market volatility, Amazon Business strategy, Fed rate policy, industrial M&A, and robotics. This episode connects geopolitics, supply chain economics, B2B eCommerce, and AI adoption into one clear message: technology must enable growth, not just manage operations.

What You’ll Learn:

Why most B2B leaders are not AI ready, and why the issue is structural, not technical
How to use the Discover, Alert, Guide, Automate framework to enable sales and operations teams
What tariff refunds mean for distributors, manufacturers, and downstream customers
Why Amazon Business may be a strategic opportunity, not just channel conflict
How Iran, oil markets, and interest rate policy directly impact wholesale distribution margins
Why industrial branch traffic is improving despite low consumer sentiment

Episode Highlights:

03:15 – Why AI is not the strategy, enablement is
09:24 – How unified data across ERP, CRM, and eCommerce uncovers hidden growth
17:23 – Iran, oil prices, and why the Strait of Hormuz matters to distributors
30:49 – Kevin Warsh, rate cuts, and AI productivity gains
35:33 – Tariff refund portal launches, what it means for supply chains
45:06 – Industrial branch traffic improves, what that signals for demand
56:23 – Why 86 percent of B2B leaders are not AI ready
01:07:55 – Tesla Optimus and the future of robotics in manufacturing

Tools, Frameworks, and Strategies Mentioned:

Discover, Alert, Guide, Automate enablement model
AI powered CRM and unified data platforms
Amazon Business B2B marketplace analytics
Tariff refund portal process
Enterprise growth platform strategy
Industrial M&A consolidation trends

Closing Insight:

The future of wholesale distribution will not be decided by who adopts AI first, but by who uses technology to enable smarter decisions, faster execution, and clearer visibility across the customer journey.

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Are Tariffs Here To Stay? And What Does That Mean To Supply Chain Strategy? With Guest Alex Chauvsosky

Fri, 17 Apr 2026 11:00:00 -0700

What happens to wholesale distribution when geopolitics, tariffs, inflation, and AI all collide at once?

In this episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton sit down with Alex Chausovsky, Founder of 3DM Consulting, to unpack how Middle East conflict, energy volatility, tariff policy, and artificial intelligence are reshaping the economic landscape for distributors and manufacturers. This episode explores what business leaders must understand about diesel pricing, supply chain risk, margin compression, labor shortages, and AI augmentation in order to protect profitability and make smarter, data driven decisions in a volatile global environment.

What You’ll Learn:

Why producer price index trends and diesel costs matter more to distributors than headline oil prices
How Section 232 and Section 301 tariffs are structurally changing U.S. trade policy
What tariff refund timelines realistically look like and why downstream distributors may never see relief
How to protect margins by analyzing profitability at the product line, customer, and regional level
What labor shortages and immigration policy mean for future workforce dynamics

Episode Highlights:

03:12 – What “Data Driven Decision Making” really means for wholesale distributors
14:45 – Why oil price headlines don’t tell the full logistics story
21:57 – The hidden diesel risk facing owner operator trucking capacity
27:26 – Why tariffs are not going away, regardless of administration
32:48 – The truth about tariff refunds and who actually qualifies
51:49 – Margin protection strategies during inflationary pressure
57:45 – Will AI eliminate jobs or increase productivity?
1:13:17 – Why universal basic income debates miss the human purpose of work

Meet the Guest:

Alex Chausovsky is the Founder of 3DM Consulting, specializing in economic forecasting, geopolitical analysis, and strategic advisory for small and mid sized businesses. He delivers 75 to 100 keynotes annually and helps organizations translate global disruption into actionable business strategy.

Tools, Frameworks, and Strategies Mentioned:

3DM Consulting: Data Driven Decision Making framework
Section 232 tariffs: Product category based trade enforcement
Section 301 tariffs: Country specific anti dumping tariffs
White space analysis for margin expansion
AI augmentation strategy for productivity growth
Geopolitical scenario planning for supply chain resilience

Closing Insight:

“In business, you are not here to grow revenue. You are here to grow profit.”

In a world defined by geopolitical volatility, tariff uncertainty, energy disruption, and AI acceleration, wholesale distribution leaders must focus on margin discipline, operational intelligence, and strategic agility.

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Fuel inflation, MRO Cost Pressure & the Future of Whole Distribution With Steve Levy

Fri, 10 Apr 2026 12:00:00 -0700

What happens to wholesale distribution when geopolitical tension, tariff policy, fuel inflation, and artificial intelligence collide at the same time?

In this episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton sit down with Steve Levy, VP of Enterprise Architecture at Infor, to unpack how macroeconomic volatility, global supply chain risk, AI governance, and enterprise platform strategy are reshaping the future of distribution. If you lead a distribution or manufacturing business and are wondering how to navigate tariffs, inflation, inventory exposure, and AI adoption responsibly, this conversation connects the dots.

What You’ll Learn

How geopolitical instability and energy market volatility directly impact diesel pricing, freight costs, and MRO margins
Whether borrowing against expected tariff refunds is strategic capital leverage, or hidden risk
How acquisitive distributors may find opportunity during economic uncertainty
The difference between “running on AWS” and having real enterprise architecture and AI governance
How AI augmentation, not workforce replacement, could enable distributors to scale revenue without proportional headcount growth

Episode Highlights:

03:18 – Why the Strait of Hormuz matters more to distributors than daily pump prices
11:42 – Fuel inflation, MRO cost pressure, and the inventory overbuying risk
19:55 – Tariff refunds as financial instruments: Should companies borrow against future policy decisions?
31:07 – Economic uncertainty and succession planning: Why volatility may accelerate acquisitions
44:28 – AI governance vs. AI experimentation: What enterprise leaders must get right
58:16 – Automation in credit, cash application, and operational workflows
01:12:09 – Are leaders becoming too reliant on AI? The critical thinking question
01:26:40 – Multi-model AI validation and the future of enterprise decision-making

Meet the Guest:

Steve Levy is Vice President of Enterprise Architecture at Infor. He works at the intersection of cloud infrastructure, platform extensibility, AI governance, and enterprise system design, helping large distribution and manufacturing organizations modernize responsibly while managing risk.

Tools, Frameworks, and Strategies Mentioned:

Enterprise Architecture Strategy for Distribution
AI Governance Councils and Multi-Model Validation
Cloud Platform Extensibility within Infor ecosystems
AI Augmentation vs. Workforce Replacement Framework
Capital Allocation Strategy During Tariff Volatility

Closing Insight:

“Volatility creates pressure, but it also creates opportunity for the prepared.”

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Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

Redefining Price Optimization and Inventory Management, with Nelson Valderrama of Intuilize

Fri, 27 Mar 2026 13:00:00 -0700

Is volatility the new normal for wholesale distribution and manufacturing?

In this episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton are joined by Nelson Valderrama, founder of Intuilize, to break down inflation uncertainty, supply chain disruption, AI adoption strategy, and a major HVAC acquisition that could reshape the industry. This conversation explores how distributors and manufacturers can protect margin, manage working capital, and lean into organic growth during economic volatility and accelerating digital transformation.

What You’ll Learn:

Why the gap between 2.7% and 4.2% inflation forecasts matters for distributor budgeting
How pricing discipline and inventory optimization protect gross margin
What SRS Distribution’s acquisition of Mingledorff’s signals for HVAC consolidation
Why AI ROI confusion is slowing enterprise adoption
How Jeff Bezos’ $100B manufacturing strategy could reshape supply chains
What labor compression and immigration shifts mean for workforce planning

Episode Highlights:

03:15 – The Fed vs OECD inflation forecast clash and what it means for pricing strategy
12:40 – Budgeting for 2027 in an environment of economic volatility
19:45 – Fuel surcharges, freight costs, and downstream supply chain risk
26:10 – “Volatility is our new reality” and what leaders must control
33:20 – SRS acquires Mingledorff’s: Is Home Depot operating like private equity?
51:30 – Jeff Bezos’ AI manufacturing fund and vertical integration strategy
01:17:00 – The risk of fragmented AI regulation across states
01:30:30 – Labor shortages, immigration slowdown, and operational impact

Meet the Guest:

Nelson Valderrama is the founder of Intuilize, a profit improvement platform focused on pricing optimization and inventory management for wholesale distributors. With 30 years in distribution and private equity experience, Nelson helps distributors unlock margin expansion, improve working capital performance, and build data-driven decision frameworks.

Tools, Frameworks, and Strategic Themes Mentioned:

Pricing discipline as a competitive advantage
Working capital optimization
Inventory right-sizing strategies
Organic growth versus leveraged expansion
AI implementation guardrails and ROI alignment
Vertical integration and purchasing power leverage
Data-driven supply chain forecasting

Closing Insight:

The distributors and manufacturers who thrive in this environment will not be the ones who predict perfectly.

They will be the ones who execute with discipline, control what they can control, and adapt faster than competitors.

Volatility is here. The question is whether you are positioned to capitalize on it.

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Inflation vs. Cost Pressure: What Distributors Must Know About Oil, AI, and Section 301 Tariffs

Fri, 20 Mar 2026 13:00:00 -0700

What happens when rising oil prices, Section 301 tariff investigations, AI adoption gaps, cybersecurity risks, and Amazon’s one-hour delivery model collide?

In this episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton break down the macroeconomic signals, AI governance shifts, supply chain volatility, and B2B e-commerce disruption reshaping wholesale distribution and manufacturing. From Federal Reserve policy and inflation dynamics to agentic commerce and sales enablement, this episode connects global headlines to real operational decisions leaders must make now.

What You’ll Learn:

Margin pressure from fuel and logistics volatility
Tariff uncertainty affecting sourcing and pricing strategies
AI adoption challenges across executive and operational levels
Cybersecurity exposure in increasingly digital supply chains
Amazon-driven shifts in fulfillment expectations
Sales teams struggling to hit quota despite better tools

Episode Highlights:

03:12 – The Fed holds rates steady: inflation vs. rising cost pressures
09:45 – Oil futures, fuel pricing, and how global conflict impacts freight margins
16:30 – What happens if $189 billion in tariff refunds hits the economy
25:50 – Section 301 tariffs explained and what they mean for manufacturers
43:10 – AI productivity gains vs. employee mistrust and adoption friction
48:20 – The rise of “work slop” and why lazy prompting hurts business results
54:40 – National AI policy framework and the risks of state-by-state regulation
01:10:05 – Amazon’s one-hour delivery push and the consumerization of B2B
01:18:30 – Why 84% of salespeople missed quota and what real sales enablement requires

Tools, Frameworks, and Concepts Mentioned:

Section 301 Trade Act Investigations
Federal Reserve policy and PCE inflation metrics
Agentic commerce and AI agents in B2B buying
Enterprise Growth Platform model (LeadSmart Technologies)
Unified data strategy: ERP + CRM + marketing automation + e-commerce integration
Sales enablement beyond training
National AI governance framework
Trust-first leadership framework

Closing Insight:

“There’s a difference between true inflation and increased costs, and there’s a difference between adopting AI and actually enabling your people to use it well.”

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Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

Iran War, $100 Oil, and Supply Chain Disruption: Welcome to Another Friday

Fri, 13 Mar 2026 12:00:00 -0700

Is wholesale distribution prepared for $100 oil, stalled interest rate cuts, and the accelerating AI race between the U.S. and China?

In Episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton break down the economic signals shaping manufacturers and distributors right now, from inflation data and Fed policy uncertainty to tariff refund chaos and AI governance risks.

What You’ll Learn:

Why Fed rate cut expectations are fading, and what that means for warehouse expansion, capital investment, and wholesale growth strategy
How $100 oil affects freight costs, supply chain pricing, and distributor margin pressure
The hidden operational risks in tariff refund processing and what $166 billion in potential repayments could mean for importers
What “AI memory poisoning” is, and how poor governance could expose ERP, CRM, and customer data systems
Why the AI race between the U.S. and China has direct implications for manufacturing competitiveness and workforce transformation
How voice AI and AI agents may reshape sales enablement, outbound prospecting, and real-time coaching in distribution

Episode Highlights:

03:16 – Why inflation data may be too “lagging” for modern monetary policy decisions
12:24 – The real downstream impact of $100 oil on logistics, freight, and wholesale pricing
21:43 – Are we using the wrong economic metrics to guide Fed interest rate policy?
34:40 – The looming tariff refund bottleneck and the operational burden on Customs
44:02 – China’s nationwide AI push and what it means for global manufacturing
52:02 – AI memory poisoning explained: how hidden prompts can bias your AI tools
01:03:20 – Why governance and access controls are critical when connecting AI to ERP and CRM systems
01:10:49 – Voice AI in sales: hype, opportunity, and the reality for relationship-driven distributors

Tools, Frameworks, and Systems Mentioned:

Lead Smart Technologies – Channel Cloud (AI-powered enterprise growth platform for wholesale distribution and manufacturing)
AI-powered CRM and sales enablement systems
OAuth authentication risks in AI integrations
Voice AI agents for outbound prospecting and demo automation
Real-time intelligence and prescriptive guidance for distributors

Closing Insight:

“It’s not AI replacing people. It’s people using AI who will replace those who don’t.”

Wholesale distribution is entering a new operating era, where balanced trade policy, energy volatility, AI governance, and data-driven sales execution all intersect. Leaders who combine real-time intelligence with disciplined strategy will outperform those relying on outdated signals.

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Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

Tariffs, AI, and Margin Erosion: What Wholesale Distributors Must Do Now

Fri, 06 Mar 2026 13:00:00 -0800

What happens when tariffs collide with AI, oil volatility, margin erosion, and agentic commerce, all in the same week?

In Episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton break down the accelerating news cycle impacting manufacturers, wholesale distributors, and the global supply chain. From the latest job report and Federal Reserve signals to tariff refund chaos, AI-driven margin strategy, and the Amazon vs. Walmart agentic commerce divide, this episode delivers practical insight for distribution leaders navigating economic uncertainty.

If you are asking, “How should distributors respond to tariffs, AI disruption, and margin pressure right now?” This conversation is your roadmap.

What You’ll Learn:

Why the latest U.S. jobs report may not reflect real-time economic reality — and how distributors should interpret lagging indicators like CPI, PPI, and unemployment data
How tariff refund litigation could create a $40+ billion Wall Street trading frenzy — and why downstream distributors face complex reconciliation challenges
The real drivers of margin erosion in wholesale distribution, including internal discounting and product mix blind spots
How AI-powered discovery systems (like the DAGA framework: Discover, Alert, Guide, Automate) can unlock 40–50% revenue growth from existing account

Episode Highlights:

03:15 – Why the news cycle now shifts between Thursday night and Friday morning
12:09 – February jobs report: 92,000 jobs lost and what that signals for the Fed
22:40 – Oil volatility, the Strait of Hormuz, and supply chain risk exposure
29:43 – Tariff increases to 15% and the Supreme Court refund implications
40:18 – Wall Street’s move to buy tariff refund claims at a discount
59:14 – Margin erosion in distribution and the three silent profit killers
1:06:00 – The DAGA framework: Discover, Alert, Guide, Automate
1:13:46 – Amazon vs. Walmart: Competing models for agentic commerce
1:22:33 – “Your data is worthless until you give it purpose”

Tools, Frameworks, and Strategic Concepts Mentioned:

DAGA Framework – Discover, Alert, Guide, Automate
AI-driven white space analysis
Margin mix optimization
Agentic commerce models
Predictive sales intelligence and guided selling
AI-enabled demand forecasting
Data clarity vs. data overload

Key Themes for Distribution Leaders:

Tariffs are not just policy, they are operational complexity
Margin compression is often self-inflicted through unmanaged discounting
AI should enhance sales teams, not replace them
Data without context is decoration

Closing Insight:

“AI is not about replacing people. It’s about making good people better.”

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Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

Nick Pericle on Trade Policy, Robotics, AI Strategy, and Everything Wholesale Distributors Need To Know

Fri, 27 Feb 2026 13:00:00 -0800

What happens when Supreme Court tariff rulings collide with AI governance, agentic commerce, and the future of wholesale distribution?

In this episode of Around the Horn in Wholesale Distribution, Kevin Brown, Tom Burton, and Nick Pericle unpack the legal shockwaves from the IEEPA tariff decision, the 150 day Section 122 pivot, and what it really means for distributors, manufacturers, and B2B buyers.

What You’ll Learn:

Why the Supreme Court’s IEEPA tariff ruling does not mean tariffs are over and how Section 122 changes the timeline
Who ultimately pays tariffs in a B2B supply chain and why potential refunds could create massive downstream complexity
What AI governance actually means for wholesale distributors beyond just “using Copilot”
How agentic AI and autonomous commerce could reshape B2B eCommerce expectations
Why API first architecture, data integration, and disciplined procurement are now competitive advantages
How to drive organic growth through white space analysis, cross sell strategy, and AI powered revenue expansion

Episode Highlights:

03:45 – Supreme Court rules against IEEPA tariffs and what Section 122 means for distributors
12:20 – If tariffs are refunded, who actually gets the money in a multi layer supply chain?
24:10 – AI governance versus cybersecurity: what distributors are missing
36:55 – Agentic AI in action: autonomous purchasing and the future of B2B commerce
49:30 – Why ERP is not the single source of truth anymore
58:40 – Organic growth, white space strategy, and becoming a “Moneyball distributor”
01:08:15 – Robotics, humanoid automation, and the warehouse of 2030
01:18:50 – Long term economic outlook: deficit reduction versus stimulus

Meet the Guest:

Nick Pericle is Founder of Tenexity, where he helps wholesale distributors build AI governance frameworks, digital transformation strategy, and execution roadmaps. He works closely with distribution leaders navigating AI adoption, technology procurement, and long term competitive positioning.

Tools, Frameworks, and Strategies Mentioned:

AI Governance Frameworks for distribution organizations
Agentic AI tools such as Perplexity Comet, OpenAI Atlas, and Claude browser agents
API first integration strategy across ERP, CRM, WMS, and eCommerce platforms
Revenue Expander and white space analysis for organic growth
Moneyball distribution strategy using predictive analytics
Section 122 of the Trade Act of 1974 and IEEPA tariff authority

Closing Insight:

Tariffs may dominate the headlines, but the deeper story is discipline. Discipline in technology procurement. Discipline in AI governance. Discipline in organic growth. And discipline in building systems that integrate data instead of fragmenting it.

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Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

Supreme Court Strikes Down Tariffs: What It Means for Wholesale Distribution

Fri, 20 Feb 2026 12:00:00 -0800

What happens when the Supreme Court strikes down the legal foundation behind sweeping U.S. tariffs?

In this episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton break down the 6–3 SCOTUS ruling overturning tariffs imposed under the International Emergency Economic Powers Act (IEEPA) and what it means for distributors, manufacturers, contractors, and the global supply chain.

What You’ll Learn:

Why the Supreme Court ruled that tariffs under IEEPA exceeded presidential authority, and what that signals about executive vs. congressional power
Whether tariff refunds are likely, and why the “food fight” over who gets repaid could last years
How Section 122 (temporary tariffs), Section 232 (national security), and Section 301 (unfair trade) may reshape the next phase of U.S. trade policy
What the ruling means for existing trade agreements with Japan, Taiwan, China, and other partners
How wholesale distributors should think about tariff surcharges, price increases, and downstream customer expectations

Episode Highlights:

03:18 – Breaking news: The Supreme Court strikes down tariffs under IEEP
08:42 – Presidential authority vs. congressional taxing power: Why this ruling matters beyond tariff
15:57 – The refund question: Who actually paid the tariffs, and who gets the money back
28:11 – Distributor dilemma: What happens if tariff costs were already passed through the channel
39:36 – NAW’s response and the call for swift tariff refund
47:20 – Section 122 explained: Can the administration impose 10–15% temporary tariffs immediately
58:04 – Trade deals in play: Will Japan, Taiwan, or others renegotiate
01:10:15 – Are tariffs a strategic tool, or an economic drag?

Tools, Frameworks, or Strategies Mentioned:

IEEPA (International Emergency Economic Powers Act)
Section 122 of the Trade Act of 1974 (temporary tariff authority)
Section 232 (national security tariffs)
Section 301 (unfair trade practices)
NAW (National Association of Wholesalers and Distributors) policy response
Tariff surcharge line-item strategies in distribution pricing

Closing Insight:

“Has it been an effective stick? Yes. But is it good for the economy right now? That’s where the debate begins.”

For wholesale distributors operating on thin margins, this ruling isn’t just political, it’s operational. From pricing strategy to vendor negotiations to long-term sourcing decisions, the implications ripple through every layer of the B2B supply chain.

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Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

AI, Data Lakes, and Distribution Consolidation: The New Distribution Industry Signals

Fri, 13 Feb 2026 12:00:00 -0800

What happens if tariffs reshape the U.S. deficit, AI runs procurement, and humanoid robots stock your warehouse, all at the same time?

In this episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton break down the Supreme Court tariff ruling uncertainty, rising GDP versus “vibecession” sentiment, AI-driven commerce protocols, Amazon’s data marketplace strategy, robotics in warehouse operations, and the accelerating consolidation in building materials distribution.

What You’ll Learn:

Why the Supreme Court’s pending tariff decision could reshape trade policy, inflation, and the federal deficit
What “vibecession” means — and why consumer sentiment doesn’t match GDP growth
How Amazon’s AI content marketplace and Universal Commerce Protocol could redefine B2B eCommerce
Why structured data architecture matters more than “just building a data lake”
How robotics, shelf-scanning AI, and humanoid automation will transform warehouse operations
What QXO’s $2.25B Kodiak acquisition signals about consolidation in building materials distribution

Episode Highlights:

03:40 – Tariff revenue surges 300% and the Supreme Court uncertainty
12:15 – Inflation data, CPI trends, and the economic impact of tariff refunds
21:30 – Consumer sentiment vs. GDP growth: understanding the “vibecession”
33:45 – Amazon’s AI content marketplace and the future of proprietary data monetization
45:10 – Universal Commerce Protocol and AI agents completing complex B2B orders
58:20 – Data lakes vs. data readiness: why structure, governance, and context matter
01:07:35 – Robotics in wholesale distribution: shelf-scanning AI and warehouse gamification
01:18:50 – QXO acquires Kodiak Building Partners: what consolidation means for distributors
01:28:15 – Leadership insights: communication phrases that strengthen teams

Tools, Frameworks, and Strategies Mentioned:

Unified data platforms for wholesale distribution
Smart CRM and aggregated ERP integration
AI-driven commerce and machine-readable product data
Data lakes vs. structured data architecture
Warehouse gamification performance dashboards
AI shelf-scanning robotics
Universal Commerce Protocol for agentic B2B transactions

Closing Insight:

“The longer uncertainty lingers, the more strategic clarity matters.”

Tariffs, AI, robotics, consolidation, none of it is slowing down. The distributors and manufacturers who win in this environment will not be the ones waiting for perfect conditions. They’ll be the ones building structured data foundations, modernizing commerce workflows, and preparing for AI-native operations today.

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Mike Hockett on Executive Decision-Making in an Uncertain Supply Chain.

Fri, 06 Feb 2026 13:00:00 -0800

What happens when intuition, AI, tariffs, and leadership collide in wholesale distribution?

In this episode of Around the Horn Podcast, Kevin Brown and Tom Burton are joined by Mike Hockett of Modern Distribution Management to unpack the biggest forces shaping distribution leaders right now, from trade policy and infrastructure risk to AI governance and executive decision-making under uncertainty.

What You’ll Learn:

Why intuition still matters in executive decision-making, even in a data-driven world
How tariffs are changing distributor behavior, pricing strategy, and inventory planning
The hidden risks of AI agents, vibe coding, and unsecured automation inside the enterprise
What NAW leaders are really discussing behind closed doors about the future of wholesale distribution
How top distributors are redefining productivity, focus, and profitable growth

Episode Highlights:

05:12 – Why the NAW Executive Summit is different from every other industry event
14:40 – “Listen to the whispers”: using intuition when data breaks down
26:18 – Leadership lessons from crisis decision-making and 9/11
38:55 – Tariffs, front-loaded demand, and the reality distributors are planning for
52:30 – AI agents, data leakage, and why governance matters more than speed
01:08:10 – The real ROI of AI in wholesale distribution, not the hype
01:22:45 – Productivity, focus, and why most leaders only execute half their priorities

Meet the Guest:

Mike Hockett is Executive Editor at Modern Distribution Management (MDM) and part of the National Association of Wholesalers. He brings a deep perspective on distributor economics, leadership trends, AI adoption, and the structural forces reshaping the wholesale distribution industry.

Tools, Frameworks, and Strategies Mentioned:

Executive intuition frameworks for decision-making in uncertainty
AI governance and agent-based system risk management
Tariff response strategies in wholesale distribution
Productivity alignment models for leadership teams
Data-driven prioritization and alerting systems in enterprise platforms

Closing Insight:

“In a world of volatility, the winners aren’t waiting for certainty—they’re building systems that adapt.”

If you’re a distributor, manufacturer, or industry leader navigating AI, tariffs, and transformation, this episode will help you think more clearly about what actually matters next.

Connect with Mike Hockett: https://www.linkedin.com/in/mike-hockett-mdm/

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Kevin Returns From NAW, And Boy Does He Have A Lot To Say

Fri, 30 Jan 2026 13:00:00 -0800

What happens when wholesale distribution collides with tariffs, AI acceleration, and rising customer expectations?

In this episode of Around The Horn Podcast, Kevin Brown and Tom Burton unpack the most important forces shaping wholesale distribution today, from policy shifts and economic signals to e-commerce, automation, and leadership in an AI driven world.

This conversation goes beyond headlines to explore what these changes really mean for distributors, manufacturers, and channel leaders who are navigating uncertainty while trying to build resilient, future ready organizations.

What You’ll Learn:

Why tariffs are no longer a temporary disruption and how distributors are adjusting pricing, sourcing, and inventory strategies
How AI is reshaping marketing, sales, and customer service and where most companies are still getting it wrong
What the rise of B2B e commerce and next day delivery expectations means for margins, operations, and customer experience
Why “higher value work” is becoming a core job requirement and not just a leadership slogan
How automation, robotics, and reshoring are influencing long term workforce and supply chain decisions

Episode Highlights:

04:10 – Key takeaways from the NAW Executive Summit and why executive intuition still matters
11:45 – Tariffs, trade policy, and why most distributors now assume they are here to stay
22:30 – Interest rates, economic signals, and what the Fed’s direction means for wholesale demand
34:05 – How tariffs are quietly reshaping pricing behavior and product selection across distribution
45:40 – The Amazon effect, next day delivery expectations, and whether instant gratification is sustainable
58:20 – AI in marketing and sales and why more tools do not always equal more productivity
01:08:55 – Higher value work, skill development, and what AI first thinking really looks like in distribution
01:20:10 – Leadership, teams, and what high performance organizations can learn from endurance racing

Tools, Frameworks, or Strategies Mentioned:

AI first workflows in sales, marketing, and customer service
Higher value work and skill developer mindset
Agent assisted commerce and automation in B2B buying
Robotics and reshoring as responses to labor and cost pressure
Customer intelligence platforms and integrated CRM strategy

Closing Insight:

The future of wholesale distribution is not about reacting faster. It is about thinking differently. Leaders who combine industry expertise with AI capability and disciplined execution will be the ones who create durable advantage in a volatile market.

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Trapped Margin, Trade Policy, and the Future of B2B Buying

Fri, 23 Jan 2026 14:00:00 -0800

What happens when economic uncertainty, tariffs, AI agents, and cybersecurity risks collide inside wholesale distribution?

In this episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton break down the signals beneath the noise and explain what manufacturers and distributors should actually be paying attention to right now.

From inflation ambiguity and tariff authority to AI-driven buying behavior and hidden margin opportunities, this conversation connects macroeconomic shifts to real operational decisions that impact growth, security, and profitability across the wholesale supply chain.

What You’ll Learn:

Why economic uncertainty, not inflation alone, is the dominant concern for executives heading into 2026
How tariffs, executive authority, and Supreme Court timing could reshape trade policy without dramatic disruption
Where “trapped potential” hides inside distributor margin, pricing discipline, and product mix
Why AI agents are changing how B2B buyers research, evaluate, and eventually purchase
How cybersecurity threats now target supply chain ecosystems, not just individual companies

Episode Highlights:

03:10 – Why economic uncertainty matters more than headline inflation numbers
09:25 – Manufacturing signals, demand hesitation, and planning in the “gray zone” economy
16:40 – Tariffs, executive authority, and why the Supreme Court is likely to rule narrowly
26:05 – How distributors can uncover “trapped potential” through margin and pricing discipline
36:30 – AI-generated content vs real value creation in B2B marketing
46:15 – Agentic AI and how machine-to-machine buying is changing sales discovery
56:40 – Cybersecurity risk across distributors, vendors, and shared digital ecosystems

Tools, Frameworks, and Concepts Mentioned

AI-enabled Customer Intelligence and Smart CRM platforms
Agentic AI and multi-agent workflows
Trapped potential and organic revenue growth
Pricing discipline and margin visibility
SOC 2 compliance and supply chain cybersecurity
ERP, CRM, and data silo integration

Closing Insight:

Economic cycles come and go, but clarity comes from understanding where risk, margin, and opportunity actually live inside your business. The distributors who win next will not wait for certainty, they’ll build systems that adapt faster than change itself.

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Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

How AI, Tariffs, and Leadership Are Reshaping Wholesale Distribution

Fri, 16 Jan 2026 16:00:00 -0800

What happens when artificial intelligence stops being an experiment and starts reshaping leadership, sales, marketing, and the global economy in real time?

In this episode of Around the Horn Podcast, Kevin Brown and Tom Burton unpack how AI, tariffs, interest rates, and workforce disruption are colliding across wholesale distribution and manufacturing.

From executive decision making and anti fragile leadership to marketing for AI driven buyers and the rise of humanoid robotics, this conversation connects the dots between strategy, technology, and what distributors must do next to stay competitive.

What You’ll Learn:

Why artificial intelligence is shifting from pilot projects to a core executive strategy in wholesale distribution
How anti fragile leadership differs from resilience and why it matters in volatile economic cycles
What “marketing to machines” means as AI replaces traditional search and attribution models
How tariffs, interest rates, and global trade dynamics are influencing distributor growth strategies
Why humanoid robotics and physical AI may disrupt warehouse and entry level roles faster than expected

Episode Highlights:

04:52 – Why AI must move from IT experiments to executive level strategy
14:08 – Anti fragile leadership versus resilience in volatile markets
25:41 – Tariffs, trade policy, and what distributors often misunderstand about global economics
38:19 – What “marketing to machines” means as AI replaces traditional buyer research
51:06 – Amazon’s physical retail expansion and signals for B2B distribution
1:03:22 – When account managers create friction instead of customer value
1:18:40 – How humanoid robotics and physical AI could reshape warehouses and labor

Meet the Hosts:

Kevin Brown and Tom Burton are lifelong friends and industry veterans who analyze the forces shaping wholesale distribution and manufacturing each week. As leaders at LeadSmart Technologies, they bring real world operator insight into AI, customer intelligence, sales strategy, and digital transformation.

Tools, Frameworks, or Strategies Mentioned:

AI orchestration and agentic systems
Anti fragile leadership mindset
Human centered culture as a competitive moat
Marketing to machines and algorithm driven discovery
Revenue Expander and white space identification in sales
Physical AI and humanoid robotics in distribution operations

Closing Insight:

“The companies that win won’t just adapt to disruption. They’ll use it to grow stronger.”

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Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

The 2026 Wholesale Distribution Roundtable: Six Experts on What Happened & What's Next

Fri, 09 Jan 2026 16:00:00 -0800

What happens when some of the most influential thinkers in wholesale distribution get into one room and debate the future of the industry, the rise of AI, human centered leadership, and the coming wave of agentic systems?

In this powerful year end roundtable, the Around The Horn panel returns for its third annual state of the industry conversation, featuring Mike Marks, Ian Heller, Dirk Beveridge, Paul Kennedy, Tom Burton, and Kevin Brown.

What You Will Learn:

Why AI is moving from experimentation to strategy and what this means for distributors in 2026
How human centered leadership and people centric cultures are becoming competitive advantages
Why the distributor divide is widening and how early adopters are achieving measurable gains
How agentic systems, digital orchestration, and physical AI will reshape operations
Leadership insights on trust, empowerment, anti fragility, and preparing teams for the next decade

Episode Highlights:

03:14 The panel opens year three of the annual roundtable and explains why 2025 was a turning point
17:22 Mike Marks breaks down what he is seeing in AI orchestration and contractor tech adoption
31:40 Ian Heller explains why proximity and fulfillment speed are becoming competitive battlegrounds
46:55 Dirk Beveridge challenges the industry to move from resilience to true anti fragility
58:14 Paul Kennedy shares how ESOP leadership shapes digital adoption and trust
01:12:09 The group debates agentic AI, workforce displacement, and the future of work
01:33:42 Final predictions for 2026 and what will separate the distributors who thrive from those who drift

Meet the Guests:

Mike Marks
Founding Partner at Indian River Consulting Group and one of the most respected strategists in modern distribution.

Ian Heller
Co Founder of Distribution Strategy Group, leading thinker on AI, data, and competitive disruption in the industry.

Dirk Beveridge
Founder of the Fully Alive Movement, champion of people centered leadership and the human side of distribution.

Paul Kennedy
President and CEO of DSG, ESOP leader, and current chair of the National Association of Electrical Distributors.

Tools, Frameworks, and Strategies Mentioned:

AI Orchestration Models
Agentic AI Systems
Customer Intelligence Platforms
Order Automation
Anti Fragility Leadership Framework
Digital Centers of Excellence
ESOP Driven Workforce Models

Closing Insight:

“Thriving companies are built by thriving individuals. Not the other way around.”

This roundtable makes one message clear: AI may accelerate performance, but people will determine the future. How leaders shape culture, trust, empower teams, and integrate technology will define the next decade in distribution.

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Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

The Great Inventory Slowdown: What Distributors Must Do Next

Fri, 19 Dec 2025 15:00:00 -0800

What happens when economic volatility, tariff pressure, AI disruption, and shifting distributor behavior all collide in the same quarter?

In this episode, Kevin and Tom unpack a whirlwind week inside wholesale distribution, revealing how new data, emerging AI workflows, and tariff rulings are reshaping strategy across the channel.

Listeners gain a front-row view into the real conversations shaping 2025: revenue headwinds, inventory tightening, economic softening, distributor risk posture, and how AI agents are redefining customer-facing operations.

What You’ll Learn:

Why distributors are tightening inventory positions heading into 2025, and what “flat inventories” actually signal about downstream demand.
How upcoming tariff rulings and active lawsuits (like Costco’s) may reshape pricing models, contract structures, and channel profitability.
Why AI agents from Amazon, Salesforce, and emerging tools will transform inside sales, service platforms, counter operations, and multi-branch workflows.
How economic signals, PCE, sentiment scores, personal spending, and Fed pacing, will shape capital planning into mid-2025.
The competitive gap forming between distributors who unify data vs. those still operating silo-based systems.

Episode Highlights:

03:11 – Why this past holiday week felt like a 3-week sprint for operators and sales teams
10:44 – Breaking down the PCE report, sentiment data, and the Fed’s rate-cut trajectory
18:26 – Are mortgage rates returning to the “fours”? A practical take on borrowing costs
27:15 – Mohamed El-Erian’s latest economic lens and why 2 percent inflation may be the wrong benchmark
40:02 – Flat U.S. inventory levels and what that means for 2025 distributor demand
53:19 – Costco’s bold lawsuit over tariffs, and whether refunds to consumers are even logistically possible
01:05:12 – Why Amazon’s new AI agents increase competitive pressure on distributors
01:17:50 – The rise of blueprint-driven AI takeoff tools (Home Depot, Lowe’s, and the coming B2B wave)

Tools, Frameworks & Strategies Mentioned:

AI Agents for Distribution Ops (Amazon Connect, Salesforce Agentforce)
Data Unification for AI Readiness (LeadSmart Platform + Data Cloud methodology)
Synthetic Data for forecasting and demand simulation
B2B Digital Takeoff Systems used by contractors and enterprise distributors
Tariff Litigation Modeling driven by channel economics

Closing Insight:

“AI isn’t replacing distributors, AI is replacing the distributors who refuse to modernize.”
This episode makes one message clear: the teams who unify their data, modernize their workflows, and embrace AI-assisted operations will define the next decade of competitive advantage.

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Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

Mike Hockett on Planning Through Uncertainty and Forecasting The Future of Distribution

Sat, 13 Dec 2025 17:00:00 -0800

What happens to wholesale distribution when tariffs rise, interest rates stay high, and customers expect more with less friction?

In this episode of Around the Horn in Wholesale Distribution from LeadSmart Channel Cloud, Kevin Brown and Tom Burton sit down with Modern Distribution Management editor and market analyst Mike Hockett to unpack the data behind the headlines and what it means for revenue leaders in distribution.

You will hear a practical, numbers-driven outlook for 2025 that connects GDP forecasts, Fed policy, and tariff risk with real impacts on margins, inventory, and channel relationships. The conversation stays grounded in what wholesalers, manufacturers, and reps can control, and how to use planning, consultative commerce, and better pipeline visibility to future-proof distribution businesses through uncertainty.

What You Will Learn:

Why November’s softer numbers do not necessarily signal a collapse, and how MDM thinks about “soft landing” versus “stall.”
How tariffs, elections, and Fed policy are likely to affect pricing power, imports, and inventory strategy for wholesale distribution teams.
Where distributors are still leaving money on the table because of weak forecasting, poor CRM adoption, and limited collaboration with suppliers and reps.
How to connect market forecasts to practical decisions about hiring, territory coverage, and hybrid selling models.

Episode Highlights:

00:00 – Why this conversation matters now
08:15 – Inside MDM’s latest distribution data
18:40 – Are we heading toward a soft landing or a stall?
30:10 – Tariffs, trade policy, and pricing pressure
42:35 – Forecasting failures inside distribution organizations
55:20 – Hybrid selling and channel conflict
1:07:45 – Technology, CRM adoption, and operational readiness
1:21:30 – M&A, succession planning, and consolidation signals
1:33:10 – Practical priorities for the next 12 months

Meet the Guest:

Mike Hockett is an editor and market analyst with Modern Distribution Management (MDM) and the National Association of Wholesaler-Distributors. He spends his time inside the data and conversations that shape the future of wholesale distribution, from sector forecasts and benchmarking to technology, talent, and channel strategy.

Tools, Frameworks, or Strategies Mentioned:

MDM’s annual distribution forecast and benchmark reporting.
Practical approaches to collaborative planning and forecasting between manufacturers, reps, and distributors.
CRM and pipeline practices that give revenue leaders in distribution a clearer “ground truth” for planning.

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Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

The Future of Industrial Leadership in an AI Economy

Fri, 05 Dec 2025 12:00:00 -0800

Can AI, robotics, and self‑driving technology change the distribution landscape faster than the economy can adapt?

In this episode, hosts Kevin Brown and Tom Burton explore the intersection of economic volatility, AI innovation, and leadership adaptation. From robots vs. self‑driving cars to tariff strategy and monetary policy, they unpack the signals distributors should watch and the human‑centric mindset required to thrive amid transformation.

What You’ll Learn:

The race between humanoid robots and self‑driving cars, and what it reveals about AI adoption timelines.
Why the Fed’s two‑percent inflation target may be outdated in a world of live data and instant analytics.
How prediction markets like Polymarket are redefining economic forecasting.
The impact of tariffs, trade policy, and rate cuts on wholesale pricing and investment.
Why AI literacy, leadership calibration, and contextual intelligence are the new core skills for distribution executives.

Episode Highlights:

03:05 – Robots or self-driving cars first? Why Kevin now believes humanoid robots may reach mainstream use sooner than autonomous vehicles
17:28 – From flying cars to manual transmissions: How consumers balance nostalgia with rapid AI-enabled innovation
29:52 – Is the Fed working with outdated economic models? How real-time AI data could reshape monetary policy
44:40 – Government shutdown predictions: How Polymarket’s 27% odds reveal deeper insights about economic sentiment
57:55 – Tariff strategy clarified: Why “refund rumors” are misleading and why methodology matters more than politics
01:10:08 – Leadership evolution: AI fluency, contextual intelligence, and functional empathy as core executive skills for 2026
01:19:30 – Closing take: Why leaders who integrate AI intentionally, rather than reactively—will define the next decade of distribution

Tools & Frameworks Mentioned:

LeadSmart Channel Cloud™ — AI‑enabled CRM and Customer Intelligence platform for manufacturers and distributors.
Polymarket — decentralized prediction market for real‑time economic signals.
Context Engineering & Agentic AI Workflows — aligning AI systems with business intent and human oversight.
Functional Empathy Model — bridging automation and human judgment in leadership development.

Closing Insight:

“AI doesn’t replace relationships, it reinforces them by removing friction.” — Kevin Brown

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Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

Agentic Commerce and Contextual Intelligence for Wholesale Distributors & Manufacturers

Fri, 21 Nov 2025 14:00:00 -0800

What does it take to navigate tariffs, rate cuts, and AI disruption all at once?

Hosts Kevin Brown and Tom Burton break down the week’s headlines that matter most to manufacturers and distributors, from the U.S. government shutdown and Fed policy to the emerging reality of AI‑driven decision‑making and agentic commerce. Discover why contextual intelligence is now a core leadership skill and how data strategy can turn economic uncertainty into competitive advantage. 

What You’ll Learn:

Why the shutdown’s “fix” is really a delay until January 31, and how prediction markets like Polymarket quantify that risk 
The truth about tariffs and refund rumors, and why smart pricing beats policy guesswork
What the Fed’s next decision means for capital, lending, and distribution growth plans 
How AI‑enabled CRM and customer intelligence platforms deliver clarity from chaos 
Why leaders who blend economic awareness + data fluency will own the next decade of wholesale innovation

Episode Highlights:

03 : 12 –  The shutdown “ends”… or does it? Budget reset and political realities behind the deal 
16 : 40 –  Prediction markets vs. traditional polls: how Polymarket nailed its forecast 
31 : 25 –  Rate‑cut drama: inside the Fed meeting math and the Burton Market prediction 
48 : 07 –  Tariff talk decoded, methodology matters more than headlines
01 : 03 : 14 – Refunds or fantasy? Legal complexity of tariff paybacks explained
01 : 14 : 58 –  AI and contextual intelligence: from theory to tool sets inside LeadSmart Channel Cloud™ 
01 : 28 : 47 –  Final takeaways, leadership, data literacy, and the new rules of economic resilience

Meet the Hosts:

Kevin Brown and Tom Burton are co‑founders of LeadSmart Technologies, creators of LeadSmart Channel Cloud™, an AI‑enabled Customer Intelligence and Smart CRM platform purpose‑built for manufacturers and distributors. They bring decades of experience in distribution operations, software engineering, and data strategy to help leaders turn siloed information into growth insight.

Tools & Frameworks Mentioned:

LeadSmart Channel Cloud™ — Unified AI CRM for distributors & manufacturers 
Context Engineering — Aligning AI systems with business intent 
Agentic Commerce — Autonomous AI workflows for B2B transactions 
Prediction Markets (Polymarket) — Crowdsourced economic signal analysis 
Customer Intelligence Framework — Transforming ERP and CRM data into actionable insight

Closing Insight:

“AI doesn’t replace relationships, it reinforces them by removing friction.” — Kevin Brown 

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Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

How Distributors Stay Profitable in An Era of Uncertain Tariffs

Fri, 14 Nov 2025 13:00:00 -0800

What happens when tariffs, rate cuts, and AI forecasting collide in the world of wholesale distribution?

In this episode, Kevin Brown and Tom Burton break down the latest economic, technological, and policy shifts affecting distributors and manufacturers.

From the longest U.S. government shutdown in history to the Supreme Court’s pending tariff ruling, they unpack what these changes mean for margins, pricing, and the role of AI-driven customer intelligence in building resilient distribution networks.

What You’ll Learn:

How government shutdowns and rate changes create ripple effects across distribution
The true meaning of a 17.9% average tariff rate, and why not everyone feels it equally
Why tariff refunds could take years (or never happen at all)
How AI-enabled CRM and contextual intelligence are helping distributors gain visibility into customers and pricing gaps
What smart distributors are doing to balance efficiency, inventory, and profitability heading into 2026

Episode Highlights:

03:10 – The U.S. government shutdown “ends”… or just gets delayed until January 31
15:25 – How prediction markets like Polymarket are shaping economic forecasting
27:40 – The Fed’s next move: dissenters, inflation targets, and “The Burton Market”
43:05 – Tariff talk: why the Supreme Court ruling isn’t really about tariffs
55:18 – Mark Brohan’s article on the 17.9% effective tariff rate and what it means for distributors
01:07:34 – Why smaller distributors dependent on wholesalers face steeper challenges
01:16:55 – Final thoughts: AI, efficiency, and the future of pricing power

Meet the Hosts:

Kevin Brown and Tom Burton are co-founders of LeadSmart Technologies, creators of LeadSmart Channel Cloud™, the industry’s first AI-enabled Customer Intelligence and Smart CRM platform built exclusively for manufacturers and distributors.

Tools, Frameworks, or Strategies Mentioned:

LeadSmart Channel Cloud™ – Unified customer intelligence platform for distributors and manufacturers
Polymarket – Decentralized prediction market for economic forecasting
Yale Budget Lab Study – Analysis of U.S. tariff rates and macroeconomic effects
Context Engineering – Aligning AI systems with business intent
Customer Intelligence Framework – Turning siloed ERP, CRM, and eCommerce data into actionable insights

Closing Insight:

“AI doesn’t replace relationships, it reinforces them by removing friction.” — Kevin Brown

From tariff volatility to AI-driven opportunity, this episode explores how distributors can navigate uncertainty with smarter strategy, deeper data, and stronger customer connections.

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Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

More Rate Cuts, More Robots, More AI: What Distributors Need To Know

Fri, 07 Nov 2025 15:00:00 -0800

What do rate cuts, tariffs, and the rise of agentic AI mean for the future of wholesale distribution?

In this episode, Kevin Brown and Tom Burton dissect the week’s biggest economic shifts, from the Federal Reserve’s policy moves to AI’s rapid integration across manufacturing, logistics, and B2B commerce. Learn how forward-thinking distributors are preparing for 2026, where automation meets leadership and contextual intelligence defines competitive advantage.

What You’ll Learn:

Why AI literacy and contextual intelligence are essential leadership skills in 2025
How tariffs, prediction markets, and Fed rate cuts are shaping industrial investment
The emerging impact of agentic commerce on B2B buying behavior
The business risks of ungoverned generative AI in enterprise settings
How distributors can balance data automation with human trust in decision-making

Episode Highlights:

04:18 – How the U.S. government shutdown is influencing the Fed’s economic playbook
18:32 – What the latest rate cuts reveal about manufacturing, inflation, and capital investment
33:27 – Tariffs, Supreme Court delays, and the uncertain trade horizon for distributors
51:08 – The “AI slop” problem: when generative tools create risk instead of efficiency
01:04:22 – Amazon and PayPal move toward agentic commerce, what B2B can learn
01:14:10 – The rise of humanoid robotics and physical AI in supply chain operations
01:26:55 – Why courage and clarity will define the next generation of distribution leaders

Meet the Hosts:

Kevin Brown and Tom Burton are the co-founders of LeadSmart Technologies, creators of LeadSmart Channel Cloud™, an AI-enabled CRM and customer intelligence platform for distributors and manufacturers. With decades of combined experience in digital transformation, leadership strategy, and industrial data systems, they help B2B leaders thrive in the age of AI-driven distribution.

Tools, Frameworks, or Strategies Mentioned:

LeadSmart Channel Cloud™ – AI-powered CRM + Customer Intelligence for distribution
Agentic Commerce – The next evolution of AI-driven transactional systems
Context Engineering – Framework for aligning AI with business intent
Industrial Supply Association (ISA) – Leadership development and AI fluency initiatives
Section 232 & 301 Tariff Mechanisms – Understanding how U.S. trade rules impact sourcing

Closing Insight or CTA:

“AI doesn’t replace relationships, it reinforces them by removing friction.” — Kevin Brown

As AI redefines how businesses operate, leadership must evolve alongside it.

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Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

The Leadership Edge: How Agentic Commerce Will Shape The Future of Wholesale Distribution Growth

Fri, 31 Oct 2025 14:00:00 -0700

What happens when two industry veterans break down the biggest stories shaping wholesale distribution, AI adoption, and the global economy, live and unfiltered?

In this episode, Kevin Brown and Tom Burton analyze everything from Fed rate cuts and tariffs to the rise of AI-driven commerce and the evolving role of leadership in an age of automation. Through their signature mix of insight and humor, they explore how distributors can stay resilient, data-smart, and human-centered amid rapid technological and economic change.

What You’ll Learn:

Why AI-driven transformation is redefining productivity and workforce trust
How agentic commerce and AI-powered purchasing are disrupting e-commerce models
The real-world effects of rate cuts, tariffs, and government shutdowns on the wholesale channel
Why contextual intelligence and digital ecosystems are the new growth drivers
How leaders can leverage AI and emotional intelligence to future-proof their organizations

Episode Highlights:

04:08 – A look at market sentiment in wholesale distribution heading into 2025
16:42 – What the Fed’s latest rate cut means for lending, mortgages, and growth capital
31:55 – The ripple effects of the ongoing government shutdown on supply chains
46:30 – Trump’s proposed tariff reset and its implications for import-dependent industries
59:18 – How AI adoption is reshaping manufacturing and reducing burnout in operations
01:10:05 – Agentic commerce and how PayPal is leading the charge in AI-driven transactions
01:20:44 – Why distributors must rethink e-commerce or risk losing 25% of their market share

Meet the Hosts:

Kevin Brown and Tom Burton are the co-founders of LeadSmart Technologies, creators of LeadSmart Channel Cloud™, an AI-powered CRM and customer intelligence platform built for distributors and manufacturers. Together, they bring over 40 years of experience in digital transformation, AI strategy, and industrial growth, translating complex trends into actionable insights for industry leaders.

Tools, Frameworks, or Strategies Mentioned:

LeadSmart Channel Cloud™ – AI-enabled CRM and Customer Intelligence platform
Agentic Commerce – AI-driven transactional automation and conversational e-commerce
Context Engineering – Framework for aligning AI and workflow intent
Human + Machine Collaboration Model – Integrating empathy and analytics for smarter teams
ISA Leadership Academy – Developing adaptive, future-ready leaders across the supply chain

Closing Insight:

“AI isn’t going to take your job; it’s someone using AI that will.” — Kevin Brown

From economic volatility to AI-enabled innovation, this episode challenges distribution leaders to rethink strategy, leverage intelligence, and lead through disruption.

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Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

Brendan Breen of The ISA on AI, Adaptability, & The Future of Industrial Leadership

Fri, 24 Oct 2025 15:00:00 -0700

What does the future of leadership look like in the distribution industry?

In this special episode, Kevin Brown and Tom Burton sit down with Brendan Breen, President of the Industrial Supply Association (ISA), to explore how leadership transformation, AI adoption, and workforce evolution are redefining what it means to run a modern distribution business. From data-driven decision-making to generational shifts in workplace expectations, this episode unpacks the trends shaping the next decade of industrial growth.

What You’ll Learn:

How AI-driven transformation is changing the leadership playbook for distributors and manufacturers
Why emotional intelligence and adaptability are now core leadership competencies
How ISA is building a bridge between legacy leaders and next-gen talent
The role of digital ecosystems in shaping connected supply chains and value-based selling
What human-first leadership means in the era of automation and analytics

Episode Highlights:

04:35 – Brendan Breen on redefining leadership for a digital-first industrial economy
16:20 – AI and workforce transformation: adapting without alienating talent
29:02 – ISA’s evolving mission: from association to innovation accelerator
43:18 – How next-gen leaders are reshaping the future of manufacturing and distribution
57:40 – Data transparency, ethics, and the rise of context-aware leadership
01:10:26 – Building scalable ecosystems that merge AI and human expertise
01:23:12 – How to lead with empathy and foresight in the age of automation
01:33:58 – Closing reflections: why the future belongs to adaptive leaders

Meet the Guest:

Brendan Breen is the President of the Industrial Supply Association (ISA), where he leads initiatives to modernize the industrial supply channel through education, digital transformation, and community collaboration. His work helps bridge the gap between experienced leaders and emerging talent in distribution and manufacturing.

Tools, Frameworks, or Strategies Mentioned:

LeadSmart Channel Cloud™ – AI-powered CRM + Customer Intelligence platform
ISA Leadership Academy – Building resilient, future-ready leadership teams
Context Engineering – Framework for aligning AI systems with business intent
Human + Machine Collaboration Model – A people-centered approach to automation

Closing Insight:

“AI won’t replace leaders, but it will expose the ones who refuse to adapt.” — Brendan Breen

From digital transformation to leadership evolution, this episode is a must-listen for distribution executives, manufacturers, and future leaders navigating the intersection of technology, talent, and transformation.

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Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

What Is AEO And Why Is It Redefining B2B Marketing?

Fri, 17 Oct 2025 13:00:00 -0700

Here’s (more than) a hint: it’s AI Engine Optimization. And right now, it could be even more important than SEO for B2B visibility.

In this episode, Kevin Brown and Tom Burton unpack the latest economic shifts, from the government shutdown’s ripple effects to the rise of AI-driven commerce, and how they’re transforming manufacturing, logistics, and customer engagement. Learn why context engineering and AI-enabled CRM platforms are redefining the way distributors compete and connect in 2025.

What You’ll Learn:

Why tariffs and supply chain realignments are now “business as usual” for U.S. distributors
How prediction markets like Polymarket are outperforming traditional economic forecasts
What the Fed’s next moves could mean for interest rates, hiring, and inflation
Why AI Engine Optimization (AEO) is replacing traditional SEO for B2B visibility
How LeadSmart’s AI-enabled Channel Cloud™ is transforming CRM into Customer Intelligence

Episode Highlights:

04:10 – The government shutdown and why markets barely reacted
13:45 – Fed predictions, Polymarket insights, and crowd-sourced forecasting
25:30 – Inflation, unemployment, and the rise of AI’s role in economic stability
36:48 – Tariffs, China trade tensions, and supply chain recalibration
49:05 – Fastenal’s organic growth strategy and the power of data-driven wallet share
59:58 – Schneider Electric + NVIDIA: powering AI data centers of the future
01:10:22 – From SEO to Generative Engine Optimization (GEO): preparing content for AI search
01:22:45 – Why AI isn’t replacing people, but empowering those who know how to use it

Tools, Frameworks, or Strategies Mentioned:

LeadSmart Channel Cloud™ – AI-powered CRM + Customer Intelligence platform
Polymarket – decentralized prediction market forecasting economic probabilities
AI Engine Optimization (AEO) / Generative Engine Optimization (GEO) – frameworks for AI discoverability
Context Engineering – Gartner’s model for contextual AI and workflow design
Agentic Workflows – AI-driven automation aligned with distributor processes

Closing Insight:

“AI won’t take your job. But someone using AI better than you will.” — Tom Burton

From government shutdowns to AI search adoption, this episode dives into the forces transforming distribution. Subscribe to Around the Horn in Wholesale Distribution for weekly conversations on digital transformation, leadership, and customer intelligence in manufacturing and B2B commerce.

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Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

How Does the Government Shutdown Affect the Q4 Playbook for Distributor Growth?

Fri, 03 Oct 2025 13:00:00 -0700

What happens when a government shutdown, interest rate cuts, and AI-driven commerce collide with the future of wholesale distribution?

In this week’s Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton unpack the headlines that matter: the Fed’s next move, tariff resilience, and how AI-enabled platforms like LeadSmart Channel Cloud™ are reframing CRM as a growth engine. You’ll also hear why AI Engine Optimization (AEO) is quickly replacing SEO, and what it means for distributors competing in an Amazon + OpenAI marketplace.

What You’ll Learn:

Why CRM adoption fails, and how LeadSmart’s smart CRM reframes it as customer enablement
How prediction markets like Polymarket may forecast economic shifts more accurately than government data
Why tariffs, lithium mining, and government-backed investments signal long-term supply chain realignment
How AI search and embedded transactions could challenge Amazon’s dominance
Why AI ethics and workforce augmentation matter more than “replacement” narratives

Episode Highlights:

03:05 – Government shutdown politics and the missing jobs report

13:45 – Fed rate cuts, prediction markets, and Polymarket’s surprising odds

25:52 – Consumer confidence paradox: nervous workers, steady spending

37:20 – U.S. invests in lithium mines and Intel, national security or sovereign wealth strategy?

50:18 – Tariffs reshaping global supply chains and stalling multimillion-dollar projects

01:01:12 – OpenAI launches checkout: what it means for distributors vs. Amazon

01:12:05 – AI content optimization: moving from SEO to Generative Engine Optimization (GEO)

01:19:10 – Why AI won’t take jobs, but people using AI will

Tools, Frameworks, or Strategies Mentioned

LeadSmart Channel Cloud™ – AI-enabled CRM + customer intelligence platform
Polymarket – decentralized prediction markets for real-time sentiment
AI Engine Optimization (AEO) & Generative Engine Optimization (GEO) – future-proofing content strategy
Agentic AI Workflows – automation with human-in-the-loop oversight
Digital Twins & Lithium Investments – future of industrial resilience

Closing Insight:

“If you have siloed data, you have siloed AI. The winners unify data to future-proof supply chains.” – Kevin Brown

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Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

Economic Signals for Distributors: GDP, Fed Cuts, and Tariffs

Fri, 26 Sep 2025 14:00:00 -0700

What do tariffs, Fed rate cuts, and AI-driven search mean for the future of wholesale distribution?

In this milestone episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton break down the latest updates on GDP growth, jobless claims, and U.S.–China tariffs, while exploring how AI Engine Optimization (AEO), digital payments, and LeadSmart Channel Cloud™ are rewriting the rules for distributors and manufacturers.

What You’ll Learn:

Why the latest GDP and job data signal surprising economic resilience despite tariff pressures
How LeadSmart Channel Cloud™ is reinventing CRM as an AI-enabled customer intelligence platform for distributors
Why AI-powered search and AEO are replacing traditional SEO as the new driver of high-quality leads
How digital currencies, stablecoins, and real-time payments will transform B2B transactions by 2026
The hidden strategies manufacturers use to absorb tariffs and stabilize pricing in volatile global markets

Episode Highlights:

02:35 – Milestone reflections: 160 episodes and a growing global audience
10:22 – GDP third-round update: AI hardware and business equipment drive unexpected growth
23:18 – Jobless claims dip to a two-month low as the Fed debates further rate cuts
38:41 – Tariff probes into robotics, PPE, and industrial machinery—and why manufacturers may be absorbing costs
54:07 – AI vs. Google: ChatGPT captures 85% of AI-generated leads
01:05:12 – B2B buyers demand “free + fast” delivery as drone logistics reshape expectations
01:17:44 – Digital currency disruption: agentic AI, stablecoins, and the coming payments revolution

Tools, Frameworks, or Strategies Mentioned:

LeadSmart Channel Cloud™ – AI-enabled CRM + customer intelligence platform
AI Engine Optimization (AEO) – new strategies for ranking in AI-powered search
Agentic AI Workflows – automated processes for smarter decision-making
Digital Twin Modeling – replicating branches, warehouses, and store layouts for predictive planning
Stablecoins & Real-Time Payments – faster, cheaper B2B transactions

Closing Insight:

“If you have siloed data, you have siloed AI. Winners unify data to future-proof supply chains.” – Kevin Brown

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Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

So The Fed Cut Rates. Will That Help The Supply Chain Slowdown?

Fri, 19 Sep 2025 16:00:00 -0700

Is the Fed too late to cut rates—and what does it mean for distributors?

In this episode of Around The Horn in Wholesale Distribution, hosts Kevin Brown and Tom Burton unpack the week’s economic headlines and explore how interest rate cuts, tariffs, and global supply chain volatility are reshaping the manufacturing and wholesale distribution landscape. From AI-driven sales playbooks to the hidden risks in employment data, Kevin and Tom reveal the trends that matter most for distributors, manufacturers, and independent sales agencies navigating digital transformation.

What You’ll Learn:

Economic Risk Signals – Why the Fed’s quarter-point rate cut may not be enough to counter labor market headwinds or supply chain slowdowns.
AI Adoption in Distribution – How smart CRM platforms and industry-specific AI agents are transforming sales enablement and customer intelligence.
Tariff Strategy & USMCA – How Canada and Mexico are positioning ahead of 2025 trade renegotiations and what that means for North American distributors.
Future of B2B Buying – Why millennial buyers are shifting to app-based e-commerce and conversational AI instead of traditional catalogs.
Sales Playbooks that Work – How AI-powered, buyer-centric playbooks outperform static sales scripts in today’s digitally mature market.

Episode Highlights:

03:22 – Fed rate cuts and why lagging indicators may lead to late action
11:48 – Labor market trends and the rise of “bandwagon layoffs”
21:35 – Tariff uncertainty and how distributors are rewriting supplier contracts
34:57 – Global Supply Chain Volatility Index: what a negative reading signals for Q4
48:29 – How Reddit, Wikipedia, and Amazon shape AI model training data
58:12 – AI-driven e-commerce: the shift from website traffic to mobile buying apps
01:09:46 – Building dynamic, AI-powered sales playbooks that meet the modern buyer
01:21:30 – Why top talent quits when career growth stalls—and how leaders can respond

Meet the Hosts:

Kevin Brown and Tom Burton are lifelong friends, seasoned entrepreneurs, and co-founders of LeadSmart Technologies, the AI-enabled CRM and customer intelligence platform built exclusively for wholesale distribution and manufacturing.

Tools, Frameworks & Strategies Mentioned:

LeadSmart AI-Enabled Customer Intelligence Platform – A smart CRM built for distributors and manufacturers.
Global Supply Chain Volatility Index (GEP/S&P) – A new indicator tracking global supply chain stress.
AI Sales Playbook Model – Dynamic, signal-based playbooks for B2B sales teams.

Closing Insight:

“Today’s layoffs aren’t always about a weak economy—they’re about the opportunity for efficiency. Distributors that leverage AI to drive that efficiency will thrive, even in uncertain markets.”

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Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

Jobs Reports, Tariff Rulings, and the Future of Wholesale Distribution Growth

Fri, 05 Sep 2025 14:00:00 -0700

What happens when AI adoption, tariffs, and interest rate cuts collide with the future of wholesale distribution?

In this lively episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton tackle the jobs report, the Supreme Court’s tariff ruling, and why AI regulation needs a federal playbook, not 50 state ones. You’ll learn how LeadSmart Channel Cloud™ is cracking the code on CRM adoption, why decentralized data may surface economic truth faster than the Fed, and what ethical AI frameworks mean for hiring and sales.

What You’ll Learn:

Why CRM adoption fails, and how LeadSmart Channel Cloud™ is reframing it as a Customer Enablement Tool
How decentralized markets like Polymarket highlight flaws in outdated economic data models
Why the Supreme Court tariff decision could trigger refunds, reboot negotiations, or reinforce continuity
How state-by-state AI laws risk creating chaos, and why federal AI policy is the only scalable solution
Why businesses need AI ethics and HR policies before innovation turns into liability

Episode Highlights:

04:05 – Moonwalking office chairs, beach fog, and 157 weeks of distribution insights
12:20 – Why CRM adoption stalls, and how to build a system for willing adoption
23:42 – Jobs report shock: only 22,000 new jobs and what it signals for the Fed
35:18 – Polymarket vs. the Fed: can decentralized prediction markets beat outdated models?
47:02 – Tariff ruling chaos: Emergency Powers Act, refunds, and six statutory alternatives
59:15 – Why state-level AI laws could stifle innovation and confuse distributors
01:12:40 – AI in hiring: keyword-stuffed resumes, ethics policies, and the new HR reality
01:25:33 – Closing reflections: community, leadership, and why balanced trade matters

Tools, Frameworks, or Strategies Mentioned:

LeadSmart Channel Cloud™ – AI-enabled CRM + customer intelligence platform
AI Co-Pilot for Sales – embedding intelligence into daily sales activity
Polymarket – decentralized prediction market surfacing sentiment
E³ Model – Experience, Efficiency, Effectiveness as leadership priorities
AI Ethics Policies – workplace guidelines for safe, compliant AI adoption

Closing Insight:

“If you have siloed data, you have siloed AI. The winners unify data to make supply chains resilient and future-proof.” – Kevin Brown

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Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

Why Over 90% of AI Pilots Fail, and What Wholesale Distribution Can Learn From It

Fri, 29 Aug 2025 13:00:00 -0700

What do college football, tariffs, and AI pilots gone wrong have in common?

In this week’s Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton connect cultural trends, economic contradictions, and digital transformation in wholesale distribution. From the E³ Model (Experience, Efficiency, Effectiveness) to LeadSmart Channel Cloud™ and the failure rate of corporate AI pilots, this episode explores why distributors must move from siloed data to customer intelligence platforms that drive real growth.

What You’ll Learn

Why redefining CRM as a Customer Enablement Tool changes adoption and ROI
How tariff extensions and Liberation Day shifts affect supply chain planning
Why most AI pilot projects fail, and how to avoid repeating their mistakes
How the hidden buyer phenomenon is reshaping B2B purchasing decisions
Why customer experience investment will be the biggest trend in 2026

Episode Highlights:

03:55 – College football, NIL money, and how it parallels short-term vs. long-term strategy in distribution
12:40 – LeadSmart Channel Cloud™ and why CRM reimagined means measurable outcomes
22:05 – Breaking down GDP growth: why a 3.3% headline hides real 1.6% growth
31:48 – Tariffs beyond China: Liberation Day shocks for Southeast Asia supply chains
42:15 – The E³ Model: Experience, Efficiency, and Effectiveness as the new playbook
53:02 – Why 95% of AI pilots fail and how to set success criteria
01:04:18 – Invisible influencers: the hidden buyers shaping B2B decisions
01:19:50 – Customer experience as the driver—not the byproduct—of transactions

Tools, Frameworks, or Strategies Mentioned:

LeadSmart Channel Cloud™ – AI-enabled CRM + customer intelligence platform
GeniusFeed – AI-driven smart alerts for reps
E³ Model – Experience, Efficiency, Effectiveness as growth pillars
Agentic AI Workflows – AI-driven automation with expert oversight
Hidden Revenue Detection – surfacing untapped opportunities in ERP/eCommerce data

Closing Insight:

“If you have siloed data, you have siloed AI. The winners will unify data to make supply chains resilient and future-proof.” – Kevin Brown

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Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

How To Future-Proof Wholesale Distribution: Fed Policy, Tariffs, and AI Transformation

Fri, 22 Aug 2025 13:00:00 -0700

What happens when AI-driven workflows, tariff pressures, and shifting B2B buyer expectations collide?

In this episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton explore the trends redefining distribution: from AI co-pilots for sales and customer intelligence platforms to Fed rate cuts, tariff extensions, and the rise of Millennial and Gen Z buyers. You’ll learn why reframing CRM as a Customer Enablement Tool is critical, and how distributors can prepare for agentic AI, semantic clarity in marketing, and seismic shifts in buying behavior
.

What You’ll Learn:

Why LeadSmart Channel Cloud™ represents the next evolution of CRM for distributors
How to prepare for agentic AI workflows by aligning data and processes
The economic outlook from Jackson Hole: what interest rate cuts could mean for growth
Why tariff extensions create a window to future-proof supply chains
The new rules of B2B buying, 8.2 stakeholders, rep-free preferences, and the dominance of social proof

Episode Highlights:

04:10 – How LeadSmart Channel Cloud™ reframes CRM as a Customer Enablement Tool
13:45 – Breaking down Powell’s Jackson Hole speech and the debate over a 3% inflation target
24:05 – Tariffs hit the highest level since 1934—and what it means for supply chain resilience
33:28 – Why B2B lags behind B2C in adopting agentic AI workflows
44:12 – Build vs. buy: navigating low-code tools versus industry-specific platforms
55:40 – AI in the workplace: why 40% of employees admit to using banned tools
01:04:55 – How Millennials and Gen Z are reshaping B2B buying groups
01:20:25 – Closing reflections on resilience, innovation, and AI policy in distribution

Tools, Frameworks, or Strategies Mentioned

LeadSmart Channel Cloud™ – AI-enabled CRM + customer intelligence platform
AI Co-Pilot for Sales – positioning AI as a digital sales assistant
Hidden Revenue Detection – surfacing opportunities in ERP and eCommerce data
Future-Proofing Distribution – strategies for mitigating supply chain risk
Agentic AI Workflows – autonomous decision-making models for B2B processes

Closing Insight

“You can’t automate what you haven’t defined—data and workflows are the foundation of AI readiness.” – Tom Burton

Here's a link to the report we discussed - you can watch it on YouTube: youtube.com/watch?v=t2ppETF4oUA&feature=youtu.be

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Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

"How Can My Wholesale Distribution Strategy Keep Up With Tariff Changes?"

Fri, 15 Aug 2025 16:00:00 -0700

Is your CRM really driving revenue growth, or just storing notes no one reads?

In this episode of Around the Horn in Wholesale Distribution, hosts Kevin Brown and Tom Burton pull back the curtain on how AI-enabled customer intelligence platforms like LeadSmart Channel Cloud™ are transforming sales enablement, workflow automation, and decision-making in distribution.

You’ll hear fresh economic insights, a candid look at tariff strategy, and why agentic AI workflows could be the future of competitive advantage in B2B.

What You’ll Learn:

Why redefining “CRM” as a Customer Enablement Tool changes adoption rates and sales results
How to prepare your organization for agentic AI workflows by codifying your processes
The economic signals driving the Fed’s next move and what that means for distributors
How tariff extensions create hidden opportunities for future-proofing distribution supply chains
Why AI policies are as important as HR policies in protecting your business

Episode Highlights:

04:15 – Why Kevin thinks it’s time to rebrand CRM for the modern salesforce
13:35 – Breaking down the PPI spike and its tariff-driven impact on inflation
22:48 – The overlooked advantage of the U.S.–China tariff extension for supply chain planning
33:12 – Agentic AI workflows: what they are and how B2B can catch up to B2C
44:50 – Build vs. buy: deciding between low-code prototypes and industry-specific platforms
55:19 – The silent AI adoption wave—why 40% of employees use banned tools at work
01:04:38 – Balancing innovation with risk in AI implementation
01:21:05 – Closing reflections and calls-to-action for distributors

Tools, Frameworks, or Strategies Mentioned:

LeadSmart Channel Cloud™ – AI-enabled CRM + customer intelligence platform for distributors
Hidden Revenue Detection – uncovering untapped sales opportunities in ERP and eCommerce data
Customer Enablement Tool (CET) – reframing CRM as a proactive sales asset
Agentic AI Workflows – autonomous, decision-making processes powered by AI
Future-Proofing Distribution – strategies for mitigating supply chain and economic risks

Closing Insight:

“Data and workflows are the key readiness factors for adopting AI, you can’t automate what you haven’t defined.” – Tom Burton

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Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

The Jobs Report Missed: Here’s What That Means for Distributors

Fri, 01 Aug 2025 14:00:00 -0700

When the U.S. jobs report is off by tens of thousands, what does that mean for leaders in wholesale distribution?

In this episode, Kevin Brown and Tom Burton break down the latest economic numbers—and why massive revisions to jobs data should concern every distributor, manufacturer, and revenue leader. Beyond the headlines, they explore how faulty metrics distort strategy, trigger bad decisions, and create pressure across supply chains and sales teams.

But it’s not just about problems. The hosts highlight how LeadSmart Channel Cloud™, AI-enabled CRM tools, and smart data integration can help revenue teams regain clarity, turning siloed information into real-time intelligence.

Whether you're navigating inflation, digital transformation, or demand forecasting, this episode explains how to lead with insight when the facts are fuzzy.

What’s the Real Risk When the Data Is Wrong?

Whether it’s a 70,000-job gap or a delayed Fed signal, inaccurate economic metrics can lead to:

Over-correcting on hiring and budgeting
Missed sales targets due to false confidence
Burnout and misalignment in leadership teams
Pressure across CRM, ERP, and marketing systems that aren’t integrated

Episode Highlights

04:02 – The July jobs report: What the government got wrong
11:15 – Why flawed data creates flawed decisions in distribution
21:30 – Paladin and the danger of disconnected insights
33:10 – How AI for Bob makes frontline sales smarter
48:42 – CRM and ERP integration as an antidote to chaos
59:55 – The rise of distributor newsletters as executive intelligence tools
01:08:17 – When to trust your data—and when to override it
01:18:50 – Final take: Use AI to see clearly when the markets can’t

Meet the Hosts

Kevin Brown and Tom Burton are co-founders of LeadSmart Technologies, a company building intelligent CRM platforms for manufacturers, distributors, and sales agents. With decades of experience, they help B2B teams align systems, strategy, and leadership insight.

Tools, Frameworks, or Strategies Mentioned

LeadSmart Channel Cloud™ – A CRM and customer intelligence platform for distribution
AI for Bob – A metaphor for practical AI co-pilots in B2B sales
Silo Elimination – Connecting CRM, ERP, and marketing for real-time clarity
Newsletter as Dashboard – Treating curated content as operational strategy fuel

Closing Insight

“If the signal’s broken, build your own dashboard—and make sure your team knows how to read it.”

Stay ahead of the next surprise. Subscribe, sync your data, and lead with clarity.

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Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

How AI and Stablecoins Are Rewiring the Supply Chain Economy

Fri, 25 Jul 2025 13:00:00 -0700

Is your business ready for the AI economy, tariff turbulence, and the rapid rise of programmable payments?

In this episode of Around the Horn in Wholesale Distribution, co-founders Kevin Brown and Tom Burton unpack the week's most pressing trends, from stablecoin legislation to humanoid robotics, from AI-fueled job disruption to smart supply chain control towers.

Perfect for manufacturers, distributors, and B2B leaders navigating the evolving intersection of tech, trade, and trust, this episode delivers strategic insights designed for an AI-first, policy-volatile, automation-driven market.

What You’ll Learn:

Why the Trump AI Strategic Plan could be a game-changer for infrastructure and manufacturing
How Plaid-like smart data integration is informing the future of supply chain pricing and tariff management
Why stablecoins and the Genius Act may reinvent B2B invoicing and ERP workflows
How to build executive-ready marketing narratives in the age of agentic AI
What AI security, deepfakes, and robotic warehouse staff mean for your operational risk in 2025 and beyond

Episode Highlights:

05:10 – Why the Fed’s latest interest rate signals matter to distributors
12:42 – The Trump AI Plan and how it could power U.S. supply chain reinvention
28:04 – How MDM’s “Tariff Control Tower” could future-proof your pricing strategy
35:19 – Storytelling in B2B marketing: selling outcomes, not features
42:51 – The growing role of application-specific reviews in AI-first marketing funnels
59:03 – Why stablecoins and programmable money will change B2B payment models
01:07:25 – Are AI risks bigger than ransomware? What CISOs say now
01:14:48 – How AI is subtly changing the way we speak and lead

👤 Meet the Hosts:

Kevin Brown and Tom Burton are co-founders of LeadSmart Technologies, a RevOps CRM platform designed for manufacturers, distributors, and independent sales reps. Together, they host Around the Horn in Wholesale Distribution, a podcast that translates tech disruption into operational strategy for industrial B2B leaders.

Tools, Frameworks, and Models Mentioned

MDM’s “Tariff Control Tower” Model
Agentic AI and revenue department integration
The Genius Act (U.S. Stablecoin Legislation)
AI Risk Profiles: Ransomware vs. Generative Misuse
HVAC/Electrical demand surge forecast (post-tariff and AI infrastructure boom)

Closing InsightL

“This is ACH 2.0, faster, cheaper, and built for modern logistics.”
From AI infrastructure planning to programmable payments and robotic labor, the future of distribution isn’t just digital, it’s autonomous, semantic, and strategic.

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Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

Why B2B Buyers Want Sales Reps, Just Not All the Time

Fri, 18 Jul 2025 14:00:00 -0700

What happens when data-driven decision-making meets the chaos of tariffs, AI disruption, and a retiring workforce?

In this episode, Kevin Brown and Tom Burton sit down with Mark Gilham of Enable to unpack the big shifts impacting manufacturers, distributors, and the global supply chain.

From trade policy to pricing strategy, sales transformation to skilled labor shortages, this wide-ranging episode explores how wholesale leaders can future-proof their organizations using AI-enabled tools, smarter rebate programs, and cross-functional data insights, all while staying resilient in an evolving economy.

What You’ll Learn:

Why most distributors are absorbing, not passing on, the full impact of tariffs
How intelligent rebate management creates agility in pricing without damaging trust
The rising importance of contextual data and why Ralph the “institutional memory” employee matters more than ever
Why skilled labor shortages may delay reshoring and how automation both helps and complicates this
What B2B buyers really want from your sales team

Episode Highlights:

03:22 – How the podcast was born from a LinkedIn Live experiment
12:41 – Mark Gilham on why clean rebate data changed everything
25:07 – Are tariffs really driving up prices? A look beneath the macro data
33:50 – Why “Ralph” is the key to contextualizing data for AI systems
46:18 – Robots vs. the trades: The future of skilled labor in reshoring
1:06:02 – How to evolve your brand value and CRM strategy for B2B buyers
1:19:33 – Change management as the #1 success lever in digital adoption

👤 Meet the Guest:

A former distributor turned Enable evangelist, Mark Gilham specializes in helping manufacturers and distributors turn their rebate strategies into competitive advantages. With firsthand experience in data transformation, Mark brings deep expertise in pricing dynamics, supplier relations, and industry resilience.

Tools, Frameworks, or Strategies Mentioned:

Enable: Cloud-based rebate management and collaboration platform
LeadSmart Technologies: AI-enabled smart CRM for wholesale distribution
The Ralph Framework: A metaphor for preserving institutional knowledge through AI and CRM
The JOLT Effect (Matt Dixon): A framework for overcoming customer indecision in B2B sales

Closing Insight & CTA:

“Data without context is noise. But with Ralph’s insights? It becomes a strategy.”

This episode is a reminder that the future of wholesale distribution lies at the intersection of data fluency, adaptable tech stacks, and empathy-driven sales. If you're navigating economic uncertainty, evolving buyer behavior, or the AI transformation of your workforce, this is your playbook.

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Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

From Interest Rates to Cyber Risk: What Distribution Leaders Must Know

Fri, 11 Jul 2025 14:00:00 -0700

What do tariffs, AI adoption, and digital readiness have in common? They’re all reshaping the future of wholesale distribution.

In this episode of Around the Horn in Wholesale Distribution, hosts Kevin Brown and Tom Burton unpack the forces shaping the industry from rising cybersecurity threats to the real reason distributors aren’t seeing results from generative AI tools.

This episode blends actionable economic insights with digital transformation strategy and is a must-listen for Revenue Leaders in Distribution preparing for what's next.

What You’ll Learn:

Why small interest rate changes have massive implications for national debt and distributor margins
The hidden danger of weak cybersecurity hygiene in mid-size distributors
What’s actually holding companies back from successful AI implementation (hint: it’s not the tools)
How Smart CRM and Sales Co-Pilot platforms help future-proof sales organizations
Why Collaborative Planning & Forecasting (CPFR) is a strategic advantage in uncertain times

Episode Highlights:

05:20 – What the Fed’s hesitation on rate cuts means for distributors
12:45 – How tariffs are being used as economic leverage, not just punishment
22:10 – Why reshoring is gaining momentum in wholesale distribution
35:08 – The untold reasons AI is stalling in sales organizations
45:50 – How today's B2B buyers behave before they ever speak to sales
57:30 – Aligning AI tools with workflow clarity and CRM data hygiene
01:08:15 – Cybersecurity risks for mid-size distributors: real threats and blind spots
01:17:40 – Future-proofing your strategy with AI, succession readiness & smarter sales planning

👥 Meet the Hosts:

Kevin Brown and Tom Burton are veteran analysts, strategists, and distribution-tech experts, bringing real-world insights from the front lines of ERP, CRM, AI, and supply chain transformation. Co-creators of the LeadSmart Channel Cloud™ platform, they help distribution teams leverage modern tools without losing the human touch.

Tools, Frameworks, or Strategies Mentioned:

LeadSmart Channel Cloud™
AI Co-Pilot for Sales
Digital Readiness for Succession
CRM-ERP Integration
Hidden Revenue Detection

Closing Insight:

“It’s not about replacing your sales team with AI, it’s about replacing the parts of your process that don’t scale.” – Kevin Brown

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Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

How Distributors Can Win in a Soft Landing Economy, with Taylor St. Germain

Sun, 29 Jun 2025 18:00:00 -0700

What if the economic slowdown didn’t spell disaster—but a window of opportunity?

In this episode, Senior Economist Taylor St. Germain of ITR Economics joins the show to unpack what a “soft landing” really means for distributors—and how to strategically navigate uncertainty, inflation moderation, and shifting customer demand without panic or paralysis.

If you're a distributor wondering how to protect margins, forecast accurately, or align your strategy to economic signals, this conversation is packed with actionable insight tailored for leaders in the wholesale space.

🔍 What You’ll Learn:

Why 2024–2025 may be a soft landing—not a crash—and what that means for your business
How inflation, interest rates, and consumer spending are shifting—and how distributors can adapt
Leading vs. lagging indicators: how to stop planning based on outdated economic signals
How forward-looking distributors are adjusting pricing, inventory, and headcount strategy
Why leadership mindset and clear communication are more valuable than ever in economic slowdowns

Episode Chapters & Highlights:

03:15 – What “soft landing” really means—and how it’s playing out in distribution
11:42 – The disconnect between media headlines and actual economic indicators
19:26 – How to read the signals: leading vs. lagging indicators for strategic planning
26:50 – Inflation, interest rates, and what they’re signaling for 2025
34:18 – Demand shifts in construction, manufacturing, and wholesale sectors
41:07 – How to protect margins during volume declines
49:36 – Common missteps distributors make in an economic slowdown
58:03 – Forecasting beyond fear: how to align your data with your long-term strategy
1:05:45 – Communication tactics for leaders navigating uncertainty
1:13:32 – What ITR’s forecast models say about timing your growth decisions
1:21:08 – How distributor mindset and agility shape outcomes in uncertain economies
1:30:05 – Taylor’s closing advice: clarity beats reaction every time

🎙️ Meet the Guest

Taylor St. Germain is a Senior Economist at ITR Economics, where he helps industrial leaders decode market trends and make confident, data-informed decisions. His work supports strategic planning, risk mitigation, and long-term forecasting across manufacturing, distribution, and B2B sectors.

🛠️ Tools, Frameworks, or Strategies Mentioned:

Leading Indicator Forecasting Models (ITR Economics)
Inflation and Interest Rate Trend Mapping
Counter-cyclical inventory and pricing strategies
Strategic forecasting for demand cycles

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Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

The New B2B Revolution: AI, Segmentation, and The Hidden Revenue Model

Fri, 20 Jun 2025 13:00:00 -0700

How will distributors thrive in the age of digital transformation, AI disruption, and customer experience redefinition?

In this episode of Around the Horn in Wholesale Distribution, Ian Heller sits down with John Gunderson and Kevin to unpack the seismic shifts reshaping B2B sales strategy, channel alignment, and customer segmentation.

With insightful commentary and bold predictions, the team explores the future of CRM-ERP integration, why distributors must evolve beyond legacy thinking, and how AI-powered selling is no longer optional; it’s inevitable.

What You’ll Learn:

Why many distributors are trapped in the “inside-out” mindset—and how to flip it for real growth
The biggest blind spot in traditional CRM strategy (and how AI Co-Pilots are changing that)
How top-performing distributors use segmentation and persona-based selling to drive hidden revenue
What manufacturers really want in channel partnerships today
Practical frameworks for modernizing your sales org—without losing your human touch

Episode Highlights:

04:29 – The role of entertainment and personality in B2B podcasting
12:17 – Why segmentation is the missing link in most distributor sales strategies
23:40 – How “AI Co-Pilots” reshape the sales conversation
31:05 – A behind-the-scenes look at channel misalignment and how to fix it
41:18 – The value of CRM-ERP integration for surfacing hidden revenue
52:44 – Persona-based selling: what it is and why it matters
59:59 – A human-centric view of sales automation
1:08:22 – Predictions on the next phase of distributor evolution

Meet the Guest:

John Gunderson is VP of Sales at Distribution Strategy Group and a veteran advisor to the wholesale distribution industry. With deep expertise in sales strategy, segmentation, and manufacturer-distributor alignment, John brings pragmatic insight to the digital transformation conversation.

Tools, Frameworks, or Strategies Mentioned:

AI Co-Pilot for Sales
CRM-ERP Integration
Hidden Revenue Detection
Persona-Based Segmentation
Sales Automation Without Losing the Human Touch

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Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

Text-to-Order, GenAI Roles, and AI Scams: Inside the Future of B2B Distribution

Fri, 13 Jun 2025 15:00:00 -0700

How are global supply chains bouncing back amid recession fears, and what role does generative AI play in rewriting the future of B2B sales, marketing, and cybersecurity?

In Episode 146 of Around the Horn in Wholesale Distribution, hosts Kevin Brown and Tom Burton of LeadSmart Technologies unpack the economic shifts, digital commerce trends, and AI-infused transformations shaping the future of manufacturing and distribution. From tariffs and freight to text-based orders and AI-powered scams, this episode is a must-listen for professionals navigating wholesale disruption and digital acceleration.

What You’ll Learn

Why 65% of industrial buyers are ordering online—and how device-agnostic tools like text-to-order are reshaping customer expectations
What’s driving the GenAI talent revolution across sales and marketing, including five emerging AI roles every organization needs
How global trade, port activity, and tariffs signal freight resurgence—despite economic “fog”
Which cybersecurity threats are powered by generative AI, and what you can do to defend your team
How Gen Z is transforming the workforce, demanding flexibility, autonomy, and technology-native experiences

Meet the Hosts

Kevin Brown and Tom Burton are co-founders of LeadSmart Technologies, creators of the Customer Intelligence Platform that helps modern distributors and manufacturers surface hidden revenue, automate sales workflows, and power smart CRM transformation.

Tools, Frameworks, and Strategies Mentioned

LeadSmart’s Customer Intelligence Platform
ChannelCloud: Unified sales and marketing stack for distributors
Smart CRM: AI-powered customer engagement tracking
Genius Feed: Real-time insights delivery across teams
Human-Centric Sales AI: Automation without losing the human touch

Closing Insight & CTA

“You can’t wait for clarity to lead—you have to build visibility into your systems.”

To explore how LeadSmart Technologies can help your team discover hidden revenue and drive sales automation with empathy, visit LeadSmartTech.com and subscribe to the Around the Horn newsletter.

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Tariffs, Humanoid Robots and AI in Distribution with guest Max Miester (Live from Germany!)

Fri, 06 Jun 2025 13:00:00 -0700

What happens when a fourth-generation industrial distributor embraces digital transformation?

In this episode, Kevin Brown and Tom Burton are joined by Max Meister of Ludwig Meister GmbH to explore what it really takes to modernize sales, systems, and mindsets in a legacy-driven industry.

From CRM reimagination to cultural adoption strategies, this episode is a masterclass in building a future-ready distribution business without losing your human edge.

What You’ll Learn

Why CRM adoption strategies often fail—and how to fix them
How to turn your CRM into an AI sales co-pilot that delivers real value
What European distributors can teach U.S. businesses about sustainable innovation
How to balance sales automation with human connection
The role of CRM-ERP integration in uncovering hidden revenue opportunities

Episode Highlights

04:10 – Why European distributors struggle to embrace digital transformation
09:25 – Max Meister on building cultural readiness for CRM adoption
14:45 – How Ludwig Meister approached CRM-ERP integration for real sales insights
21:30 – Why most CRM platforms fail frontline reps—and how to fix it
28:05 – Moving from sales reporting to revenue intelligence with smart systems
34:50 – Using AI as a true co-pilot: automating insight, not just workflow
41:15 – The role of trust and emotion in tech adoption across generations
48:00 – Balancing tradition with innovation in long-standing businesses
56:30 – Sustainable innovation: What U.S. distributors can learn from the EU model
1:03:15 – Real-world tactics for increasing CRM adoption and frontline usage
1:11:40 – Future-proofing sales teams through digital confidence, not pressure
1:21:00 – Final insights: Why your CRM should feel like your smartest teammate

Meet the Guest

Max Meister is the Managing Director of Ludwig Meister GmbH, a century-old German distribution company that has become a model for smart digital transformation in the industrial sector.

Tools, Frameworks, or Strategies Mentioned

CRM Reimagined – CRM as a real-time assistant, not a reporting tool
Sales Co-Pilot Model – Using AI for next-best-action guidance
Data-Driven Adoption Framework – Cultural change meets system value

Closing Insight

“Digital transformation doesn’t succeed because of software—it succeeds because people trust it will help them sell better.”

Adoption isn’t about compliance—it’s about confidence. If you want to future-proof your sales team, start by making your systems indispensable.

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Why 90% of Distributors Say Their Business Model May Be Broken—and What Comes Next

Fri, 30 May 2025 14:00:00 -0700

Are U.S. tariffs helping or hurting your business model?

In this episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton unravel the legal, economic, and operational chaos triggered by shifting U.S. tariffs, AI adoption, and distribution tech disruptions. From trade court rulings to Mexico’s manufacturing boom, they explore what every distributor, manufacturer, and channel leader needs to know to navigate today’s volatility with foresight and resilience.

Whether you’re reevaluating your CRM, mitigating supply chain risk, or decoding the implications of nearshoring, this episode delivers actionable insights rooted in the realities of B2B commerce and channel management.

What You’ll Learn:

Why the future of U.S. tariffs may depend on Supreme Court decisions—and how that affects distributors
The “First Sale Rule” loophole and why it’s both a cost-saver and a documentation headache
Why 9 in 10 distribution leaders say their current business model is unsustainable
The rise of Mexico as a nearshoring powerhouse—and what it means for supply chain strategy
How AI and robotics are already reshaping workplace safety, marketing, and talent acquisition

Tools, Frameworks, or Strategies Mentioned:

ChannelCloud – LeadSmart Technologies’ AI-powered CRM for manufacturers and distributors
First Sale Rule – A legal trade regulation impacting tariff calculation
Platformization – The strategic move away from fragmented tools toward integrated platforms

Closing Insight:

“Platformization is the backbone of digital transformation.” – Tom Burton

To stay ahead in wholesale distribution, leaders must do more than react—they must rethink. Subscribe now for your weekly dose of pragmatic, AI-aligned insights built for the evolving B2B landscape.

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Grow or Go? Tariffs, Tech & Turbo Growth with DSG's Paul Kennedy

Fri, 23 May 2025 13:00:00 -0700

What happens when wholesale distribution meets a shifting global economy, AI-driven technology, and a full-court press on organic growth?

In this extended episode of Around the Horn in Wholesale Distribution, co-hosts Kevin Brown and Tom Burton are joined by industry leader Paul Kennedy, President & CEO of DSG and Chair of NAED. Together, they dive into the economic, geopolitical, and operational dynamics shaking up manufacturing and distribution in 2024.

💡 What You’ll Learn:

How tariffs, supply chain volatility, and global politics are reshaping pricing and demand planning

The inside story on DSG’s expansion and organic growth strategies across 10 states

How manufacturers and distributors are adapting to uncertain trade scenarios with scenario planning and automation

Why now is the time to “grow or go”—and how leading distributors are leveraging AI, tech, and data for strategic growth

Practical steps for aligning sales compensation, unlocking revenue leakage, and empowering teams with digital tools

#WholesaleDistribution #SupplyChain2024 #OrganicGrowth #TariffsAndTrade
#LeadSmartTech #B2BSalesEnablement

⏱️ Timestamps / Chapters (Run Time: 1:38:00):

00:00 – What’s impacting wholesale distribution in 2024?
06:42 – Weekly tariff update: chaos, tweets, and supply chain disruptions
19:08 – DSG’s response: scenario planning, pricing overload, and manufacturer bottlenecks
31:17 – Is U.S. reshoring real—and how will it affect labor, equipment, and tariffs?
44:02 – Copper, aluminum, and precious metals: how commodity pressures are impacting cost
52:55 – Grow or Go? Why distributors must lean into expansion during volatility
1:08:40 – AI and sales enablement: how data and automation are fueling organic growth
1:22:30 – The future of AI hardware, humanoid robots, and the next wave of innovation
1:33:20 – Final takeaways on inflation, policy, and staying competitive in uncertain times

👤 Guest Bio:

Paul Kennedy is the President & CEO of DSG (Dakota Supply Group), a diversified distributor operating across electrical, plumbing, HVAC, and waterworks sectors. With 1,000 employee-owners and 62 locations, Paul also serves as Chair of the NAED (National Association of Electrical Distributors) and is on the board of Affiliated Distributors. His leadership bridges strategic foresight and hands-on execution in a rapidly evolving industry.

Connect with Paul Kennedy: https://www.linkedin.com/in/paulkennedy763/
Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/
Subscribe to the Around The Horn Newsletter: https://www.linkedin.com/newsletters/around-the-horn-newsletter-7184085807274553345/

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Tariffs, Tech, & Transformation: The New Rules of Wholesale Strategy

Fri, 16 May 2025 14:00:00 -0700

In this dynamic episode of Around The Horn in Wholesale Distribution, hosts Kevin Brown and Tom Burton dive deep into the critical shifts happening in the global economy, supply chain volatility, AI’s role in distribution, and how forward-thinking companies are thriving amid uncertainty.

With Kevin just back from Denver following the SHIFT event hosted by Modern Distribution Management and the National Association of Wholesaler-Distributors, the conversation is rich with fresh insights, real-world anecdotes, and actionable takeaways.

From the U.S.–China tariff talks and inflation concerns to the power of brand relevance and emerging AI tools in forecasting, this episode is a must-listen for anyone navigating the evolving distribution landscape.

🎤 Why This Episode Matters:

Kevin returns fresh from SHIFT with first-hand perspective on what’s top-of-mind for distributors and manufacturers in 2025. The episode showcases how leading firms like MSC Industrial are using AI to generate millions in savings, while small and mid-market players are adapting through agility and strategic tech adoption. I

📈 Key Takeaways:

Tariff impacts are real—but the long game matters. Recent 90-day reprieves in U.S.–China tariff negotiations show signs of progress, but the long-term strategy may aim to generate $1T in revenue through tariffs and tech-driven productivity.

Volatility is the new normal. Distributors must build resilience through forecasting accuracy, data unification, and technology investment.

AI is a competitive advantage. Firms like MSC are leveraging AI to reduce freight costs, optimize demand planning, and personalize customer experience.

Your brand is your business. As buyers evolve, your brand’s digital presence and emotional resonance will determine loyalty.

E-commerce and mobile are rising fast. AI-assisted mobile order systems and personalization will separate winners from laggards.

🕰️ Key Topics & Timestamps:

00:00 – Opening banter and Kevin’s SHIFT event recap
05:34 – Why trade tariffs are “working too well” & economic implications
11:15 – Goldman Sachs forecast: Why interest rate cuts may start later
16:45 – Supply chain impacts: How voters and port operators are feeling it
21:22 – Breaking down the $16B in April tariff receipts
27:10 – Manufacturing volatility: Resilience through tech & workforce strategy
34:00 – The danger of static forecasting and the rise of AI-driven demand planning
39:30 – MSC Industrial’s $10–$15M AI savings strategy
45:05 – E-commerce strategy post-Beacon: What QXO’s acquisition means for tech-forward distributors
48:40 – Branding in distribution: More than a logo—it’s your emotional value
52:25 – AI, ethics, and education: What a student’s refund request reveals about IP risk
56:40 – Humanoid robots & AI in warehouses: Closer than you think

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Inside the Tariff War: What the New Trade Deals Mean for Distributors

Fri, 09 May 2025 12:00:00 -0700

Are We on the Brink of a Tariff Reversal...or Global Supply Chain Shock?

In this special episode of Around the Horn in Wholesale Distribution, Tom Burton and Kevin Brown unpack one of the most urgent developments in global trade: the escalating U.S. tariff war and its potential impact on supply chains, wholesale distributors, and global markets.

Broadcast early to accommodate Kevin’s work with the University of California Irvine’s entrepreneurship program, this “shortened” but insight-heavy episode delivers critical updates on:

The newly announced UK–U.S. tariff agreement
Upcoming negotiations with China in Switzerland
The ripple effect on aluminum, steel, ethanol, beef, aerospace parts, and rare earth minerals
Real-world impacts already being felt at U.S. ports and how they could disrupt inventory and pricing
The potential for widespread MOUs and phased trade deals with Germany, India, and other EU nations

You’ll also hear how markets are responding (hint: cautiously optimistic) and why this moment could be a major turning point for international trade policy.

Whether you’re in wholesale, distribution, manufacturing, or just watching the shifting global economic tides, this episode provides timely, practical insight.

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Planning, Pricing, and Outpacing Your Competition in Times of Crisis, With Guest Brooks Hamilton

Fri, 02 May 2025 13:00:00 -0700

In this power-packed episode of Around the Horn in Wholesale Distribution, hosts Kevin Brown and Tom Burton are joined by AI strategist Brooks Hamilton for a deep dive into the forces reshaping the global supply chain, manufacturing, and distribution landscape. Broadcasting during one of the most turbulent economic moments in recent memory, the trio breaks down the immediate and long-term effects of shifting tariffs, AI adoption, and digital transformation on the B2B ecosystem.

Brooks brings 20+ years of experience in sales effectiveness, pricing optimization, and executive alignment within the distribution and manufacturing sectors. His insights reveal why this moment is a turning point—not just for supply chain logistics, but for the very structure of how distribution businesses must evolve to survive and thrive.

Whether you’re a mid-sized distributor trying to stay nimble or an enterprise leader facing geopolitical disruption, this episode offers hard-hitting, timely insights that could define your next strategic move.

#WholesaleDistribution #AIInSupplyChain #B2BStrategy #TariffImpact #AroundTheHornPodcast

Key Takeaways:

Tariffs Are More Than Costs: Their true impact lies in confusion, disruption of planning processes, and the urgent need for agile response systems.

AI in Distribution is No Longer Optional: It’s a competitive differentiator—and the window to lead, or get left behind, is narrowing.

Planning is the Missing Link: Many ERPs lack the agility to handle new challenges like tariff calculations or AI integration.

Disruption = Opportunity: Smaller, leaner players with good tech and inventory management can outperform slower legacy competitors.

Human-Centric AI Wins: Adoption grows when AI enhances employee workflows rather than replacing them or adding friction.

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Behind the Trade Wars: The Hidden Opportunities in Supply Chain Disruption

Fri, 25 Apr 2025 11:00:00 -0700

So this whole tariff thing is no big deal, right?

This week, Kevin Brown and Tom Burton take you through the evolving landscape of tariffs, supply chains, international trade dynamics, and their ripple effects on the wholesale distribution and manufacturing sectors. Against a backdrop of shifting policies between the U.S. and China, the hosts deliver a candid analysis of how these global changes translate into real-world impacts — from supply chain adjustments to pricing pressures and economic indicators like jobless claims.

Adding layers of perspective, the episode also delves into the importance of CRM-driven customer intelligence, the impact of AI and automation, and strategic approaches distributors can take to thrive amid economic uncertainty.

This week's conversation weaves tactical advice, personal observations, and industry insights that make it a must-listen for leaders navigating today's distribution challenges.

Highlights of the Hosts’ Expertise:

Kevin Brown and Tom Burton bring decades of combined experience in wholesale distribution, technology, and AI-driven customer intelligence through their work at LeadSmart Technologies.

LeadSmart’s ChannelCloud platform embodies the themes discussed — integrating siloed data to drive better decision-making.

Why This Episode Matters:

Global trade shifts, tariffs, and technology disruption are not abstract headlines — they are direct pressure points for distributors and manufacturers. This episode arms listeners with a better understanding of how to anticipate, adapt, and capitalize on these changes.

Key Takeaways:

Tariff Tensions Are Evolving: Despite public posturing, both the U.S. and China are making subtle moves toward easing trade restrictions behind the scenes.

Wholesale Distribution Feels the Squeeze: From Fastenal’s early tariff-driven price hikes to container shipment declines, distributors must prepare for market turbulence.

Data-Driven Strategy is Critical: Smart CRM adoption isn’t a luxury — it’s essential for survival and competitive advantage.

Prepare for Economic Shifts: Organizations with strong balance sheets, flexible pricing models, and diversified product lines will thrive amid interest rate and trade fluctuations.

AI Adoption Must Be Strategic: Manufacturers like John Deere and Procter & Gamble show that embracing AI as an enabler — not a threat — is key to future-proofing workforces.

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Recession Rumors & Real Data: What the Numbers Actually Say, with Guest Alex Chausovsky

Fri, 18 Apr 2025 14:00:00 -0700

In this powerhouse episode of Around The Horn in Wholesale Distribution, hosts Kevin Brown and Tom Burton welcome back Economist and Analytics Expert Alex Chausovsky from the Bundy Group for a deep dive into the macroeconomic forces shaking up the world of wholesale distribution.

With 7 keynotes in 7 days, Alex brings timely, boots-on-the-ground insight into what industry leaders are thinking, fearing, and forecasting. The trio takes on the “Big Four” disruptors—tariffs, inflation, recession risk, and geopolitical tension—and translates headline volatility into grounded, strategic actions for manufacturers and distributors.

Whether you're concerned about shifting trade policies, interest rate confusion, or how to plan CapEx in a fog of uncertainty, this episode delivers both perspective and practical steps to weather the storm and seize new opportunities.

Guest Spotlight:

Alex Chausovsky is Director of Analytics and Consulting at the Bundy Group, a boutique investment bank specializing in sell-side and capital raise advisory. With over 25 years of experience applying economic data to business strategy, Alex speaks at 100+ engagements a year, making him a sought-after voice in data-driven decision-making for complex markets. His pragmatic approach strips away economic theory to focus on what’s actually happening in the trenches—making this episode a must-listen for strategic leaders in distribution and manufacturing.

Key Takeaways:

Data vs. Sentiment: Current hard data shows surprising economic resilience, even as business sentiment tanks.

Tariffs as a Strategic Weapon: Not all tariffs are created equal; how they’re applied matters more than their existence.

CapEx Planning: Businesses are delaying big-ticket investments, but not canceling them—yet.

Interest Rate Chess Match: Powell vs. Trump—expect a standoff driven by inflation management vs. economic stimulation.

Multipolar World Order: Geopolitical fragmentation and the rise of corporate influence are redefining global power structures.

Inventory Arbitrage & Pricing: Smart companies are using strong balance sheets and predictive pricing strategies to ride out tariff uncertainty.

AI is Taking a Backseat (Temporarily): Tariffs and geopolitics have temporarily eclipsed AI as the hottest topic in strategic planning.

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Tariffs, Trade Wars, and the Rise of Made-in-America.

Fri, 11 Apr 2025 12:00:00 -0700

This week, Kevin and Tom tackle the economic, political, and technological shifts shaking up the wholesale distribution and manufacturing world. From skyrocketing tariffs to volatile markets to the return of onshoring, this episode weaves together sharp insights and real-time headlines to deliver one big takeaway: transformation is happening fast, and those who adapt will thrive.

Even as Kevin battles a flu and Tom busts out a mid-show solo monologue, the duo dives deep into the nuances of U.S.–China trade tensions, the potential military implications of tariff disputes, and the quiet but powerful resurgence of American manufacturing. They also highlight a shift in the sales mindset—from expansion through M&A to growth through untapped customer potential—anchored by a discussion of Tom’s latest article on organic growth.

The episode closes with a look at AI hiring policies, Amazon’s China dependency, and why Walmart may quietly be preparing to dominate B2B distribution.

While this episode features no outside guests, the “regulars” return:

Bob Britton & Scott Leith, frequent contributors from the audience, add real-time industry and financial perspective that elevate the discussion.

Key Takeaways:

AI-driven market activity is reshaping Wall Street—and few are ready for the consequences.

New tariffs are shaking global trade norms; their scope is broader than most businesses anticipated.

U.S. manufacturers are outpacing expectations in their tech adoption and pipeline activity.

Walmart is positioning itself to challenge Amazon in the B2B space, quietly and strategically.

Organic growth is becoming the smarter play for distributors facing uncertain capital markets.

Tariff and trade negotiations could become geopolitical flashpoints—and the market is watching.

Amazon may be vulnerable, as 70% of its marketplace products come from China.

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Tariff Tsunami! Don’t Panic, Get Prepared.

Fri, 04 Apr 2025 14:00:00 -0700

Wait...was there something about tariffs in the news?

In this week’s fast-paced episode of Around The Horn in Wholesale Distribution, Kevin Brown and Tom Burton bring clarity to chaos as they tackle the sweeping global tariff changes announced this week. Broadcasting from an airport wine bar (yes, really), Kevin joins Tom to break down the immediate and long-term implications of the tariff overhaul, the ripple effects on manufacturing and sourcing, and how distributors can prepare for what’s next.

The discussion includes real-time analysis of shifting supply chains, economic predictions from thought leaders at the Industrial Supply Association (ISA) conference, and what this all means for pricing, margins, and operational resilience. Special attention is given to strategic insights shared by Ryan Wild of the National Association of Wholesalers and economist Taylor St. Germain of ITR Economics.

If you’ve been caught off guard by the policy shifts, this episode offers critical takeaways and a forward-looking mindset. This isn’t just another recap—this is a roadmap for understanding what’s happening and how to navigate it with strategy, not fear.

Key Topics and Timestamps:

00:00 – 03:20 – Opening banter from a Nashville airport wine bar and why Kevin is podcasting on the go
03:21 – 06:30 – Economic updates: jobs data, market movement, and interpreting short-term volatility
06:31 – 10:15 – Tariff surprises and policy warnings from Ryan Wild (NAW) at the ISA Conference
10:16 – 15:05 – Tariff implications: countries impacted, commodity pricing shifts, and supply chain exposure
15:06 – 19:40 – The bigger strategy behind tariff policies: reshoring, tax offsets, and U.S. competitiveness
19:41 – 24:50 – Economic optimism from Taylor St. Germain (ITR Economics): why Q3 and Q4 could boom
24:51 – 28:30 – Talent, wages, and the urgency to hire before inflation hits
28:31 – 32:00 – Final thoughts: long-term vision, playing the long game, and what to watch next

Key Takeaways:

Tariffs hit harder and wider than expected: The administration’s sweeping policy includes a surprising number of countries, leaving distributors and manufacturers scrambling.

Short-term pain, long-term plan: The hosts emphasize a broader strategy at play—tariffs, reshoring, and eventual tax relief designed to make U.S. manufacturing more competitive.

Pricing pressure is coming: Commodities like nitrile gloves could nearly double in price; companies need to prepare now.

Strategy beats volatility: Focus less on daily market swings and more on the underlying playbook behind the economic shifts.

Invest in 2025: If ITR’s projections hold, the time to hire and expand is now before costs climb next year.

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How Strategic Purchasing Might Insulate you From Tariffs

Fri, 28 Mar 2025 13:00:00 -0700

Are tariffs about to be the atom bomb to wholesale distribution?

In this dynamic and wide-ranging episode, co-hosts Kevin Brown and Tom Burton return to the mic and dive into the latest economic headlines, technology shifts, and trends in wholesale distribution and manufacturing. With the U.S. economy riding a rollercoaster of inflation concerns, tariff changes, and shifting consumer confidence, Kevin and Tom dissect what it all means for supply chains, distributors, and the businesses that rely on them.

From front-loaded purchasing in anticipation of tariffs, to the potential renaissance in American manufacturing, to how AI and outdated systems are reshaping B2B e-commerce — this episode is a must-listen for leaders navigating the chaos and opportunity in today’s industrial landscape.

The co-hosts also spotlight what it means to have real supply chain resilience, why U.S. manufacturing investments from global giants like Schneider Electric are such a big deal, and how generative AI can help unify sales and marketing to drive business growth. Plus, they share insights on company culture, cybersecurity risks, and what leadership looks like in a rapidly evolving industry.

Key Takeaways:

Tariff Uncertainty Is Fueling Short-Term Activity: Businesses are front-loading purchases to beat potential tariffs, creating ripple effects in supply and pricing.
Supply Chain Resilience Is Now as Critical as Cybersecurity: 80% of executives rank supply chain resilience as a top priority — not just operationally, but strategically.
Outdated Tech Is Crippling Growth: A McKinsey report and industry surveys point to outdated systems and siloed data as the #1 barrier to digital progress.
AI Is Reshaping the Sales-Marketing Relationship: Generative AI can help bridge departmental gaps, improve customer engagement, and drive smarter sales strategies.
Cybersecurity Must Be Taken Seriously: 1 in 5 SMBs may not survive a cyberattack — making data hygiene and vendor trust non-negotiable.

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Strategic Uncertainty, M&A Shakeups, and the Role of Data in a Changing Industry

Fri, 21 Mar 2025 13:00:00 -0700

In this week’s episode, hosts Kevin Brown and Tom Burton are joined by John Gunderson, a distribution industry veteran and partner at Channel Marketing Group. The trio dives deep into the shifting economic landscape, major M&A developments—especially the QXO/Beacon deal—and the rising importance of data, AI, and digital transformation in wholesale distribution.

From interest rates and tariffs to distributor strategy and evolving ecommerce trends, this episode is packed with insights for navigating uncertainty and identifying competitive advantage in 2024.

Guest Spotlight: John Gunderson

With a background in category management, pricing, sales, and marketing at Crescent Electric, HD Supply, and Motion Industries, John brings a wealth of hands-on experience to the conversation. Now a key contributor at Modern Distribution Management (MDM) and Channel Marketing Group, John is shaping the conversation on industry trends through content, consulting, and direct engagement with leading companies across distribution channels.

Key Takeaways:

Uncertainty Creates Opportunity: Distributors can gain market share during volatile times by leveraging strong inventory positions, buying power, and smart pricing strategies.
QXO’s Bold Moves: The recent acquisition of Beacon by QXO signals a new phase in distribution, where technology, private equity, and legacy markets collide.
Tariffs and Policy Shifts: New tariffs, deregulation, and potential tax breaks signal a broader governmental strategy to boost domestic manufacturing—a move that may mark a historic inflection point.
Data-Driven Strategy is Essential: Companies like Graybar are taking the lead by leveraging ERP integrations and customer data to streamline operations and deepen customer relationships.
Digital Transformation Isn’t Optional: The top-performing companies are not just digitizing—they’re integrating AI, ecommerce, and real-time intelligence into their operations to stay ahead.
AI is Moving from Concept to Action: Conversational commerce and agentic AI are reshaping how B2B buyers interact with distributors. Success will depend on moving beyond surface-level applications.

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Introducing Around The Horn 2.0, with Guest Brendan Breen

Thu, 20 Mar 2025 13:00:00 -0700

Welcome to the inaugural episode of Around the Horn 2.0! This new podcast builds upon the success of Around the Horn in Wholesale Distribution, offering deeper, more expansive discussions on critical issues affecting the distribution and manufacturing industries. Unlike its predecessor, which focuses on weekly industry news, Around the Horn 2.0 provides a platform for extended, insightful conversations with leading voices in the space.

To kick things off, hosts Kevin Brown and Tom Burton welcome Brendan Breen, President of the Industrial Supply Association (ISA). Brendan was among the first guests on the original Around the Horn podcast, making him the perfect choice to help launch this next evolution of the show.

In this episode, Brendan shares his journey in association leadership, discusses how ISA supports industrial distributors and manufacturers, and explores the trends shaping the future of the industry. The conversation dives deep into digital transformation, workforce challenges, data-sharing across the supply chain, and the upcoming ISA24 Conference in Nashville.

Key Topics & Timestamps:

[00:00 - 07:15] Introduction & The Purpose of Around the Horn 2.0*
Why this new podcast?
Differences from the original Around the Horn show.
Monthly episodes and the flexibility to go live for major industry events.

[07:16 - 15:30] Guest Introduction: Brendan Breen’s Journey in Industrial Distribution
From association management to leading ISA.
The role of ISA in serving manufacturers, distributors, and independent reps.

[15:31 - 25:00] The State of the Industry: Legacy Companies & the Next Generation
ISA’s 120-year history and its evolving mission.
How generational leadership is shaping the future of distribution.

[25:01 - 37:45] People as a Competitive Advantage
Why investing in talent is more critical than ever.
How emerging leaders are reshaping company cultures.

[37:46 - 50:10] Digital Transformation & AI in Distribution
Many large distributors still lack CRM systems—why?
How AI and automation can enhance (not replace) human expertise.
The risks of adopting too many tech tools without a strategy.

[50:11 - 55:30] Collaboration & Data Sharing in the Supply Chain
Overcoming traditional channel conflicts.
How manufacturers and distributors are working together in new ways.

[55:31 - 1:01:00] ISA24 Conference: What to Expect
Key speakers and topics, including economic outlooks and government policy.
Networking opportunities and why this event is a must-attend for industry professionals.
Final thoughts from Brendan, Kevin, and Tom.

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87% of Distributors Still Expect Growth—Here’s Why

Fri, 14 Mar 2025 17:00:00 -0700

To say the wholesale distribution & manufacturing industry is in a state of uncertainty would be an understatement to say the least. And in this environment of "Tariffs On/Tariffs Off," the chaos seems to get worse all the time.

So why do the vast number of distributors still predict growth for 2025?

In this episode of Around The Horn in Wholesale Distribution, hosts Kevin Brown and Tom Burton break down the latest economic trends, industry shifts, and emerging technology impacting wholesale distribution and manufacturing. From supply chain challenges to AI-driven business transformation, they discuss the real-world impact of tariffs, nearshoring strategies, and the future of e-commerce in distribution.

Key Takeaways:

Economic Uncertainty vs. Market Opportunity – Despite inflation concerns and fluctuating tariffs, 87% of distributors still expect growth.
The Role of AI & Automation – How generative AI, digital twins, and virtual reality are transforming manufacturing and distribution.
The Tariff Debate – The long-term impact of tariff policies and nearshoring strategies on supply chains.
Marketing & Sales Alignment – Why B2B marketing is now a strategic driver of revenue and how distributors can leverage digital engagement.
Cybersecurity & Risk Management – The 42% mistake CEOs are making when it comes to cyber threats and data security.

Also, we're proud to announce the launch of Around the Horn 2.0—a deeper dive into big ideas and bold conversations shaping the future of the industry. More details soon!

Key Topics & Timestamps:

{00:00] Introduction & Announcements
New Around the Horn 2.0 format for deeper industry discussions.

[07:45] The Economy: What’s Hype vs. Reality?
Why consumer and business sentiment are conflicting with actual economic data.

[18:30] The Tariff & Nearshoring Debate
How nearshoring, reshoring, and “friendshoring” are shifting global supply chains.

[29:15] AI & Virtual Reality in Manufacturing
How GM and Volvo are using VR for pre-production, reducing costs and enhancing workplace safety.

[42:00] Marketing as a Revenue Driver
Why B2B marketing is evolving beyond branding into a core business growth function.

[55:10] Home Depot’s AI-Powered “Magic Apron”
What distributors can learn from customer-centric AI tools that improve the buyer experience.

[1:05:25] Cybersecurity: A $4M Mistake
Why 42% of CEOs are underprepared for cyberattacks and how distributors can protect their data.

[1:15:45] Closing Thoughts & What’s Next
Final reflections and preview of next week’s guest.

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ISA’s Brendan Breen on the Biggest Trends in Wholesale Distribution

Fri, 07 Mar 2025 15:00:00 -0800

Tariffs? What tariffs? Oh, those tariffs? Wait...what happened to the tariffs?

In this insightful episode of Around The Horn in Wholesale Distribution, hosts Kevin Brown and Tom Burton sit down with Brendan Breen, CEO of the Industrial Supply Association (ISA), to discuss the state of the industrial supply industry, upcoming ISA events, and major economic trends impacting wholesale distribution. From the random comings and goings of tariffs and inflation concerns to the evolving role of AI, automation, and digital transformation, this episode dives deep into the future of wholesale distribution and manufacturing.

Brendan shares his expert analysis on how industry leaders can navigate uncertainty, strengthen supplier relationships, and leverage new technologies to remain competitive in a volatile market. The conversation also previews the upcoming ISA25 event, highlighting key industry speakers, educational sessions, and networking opportunities.

Key Topics With Timestamps:

[00:00] Welcome & Introductions

Meet hosts Kevin Brown and Tom Burton, along with guest Brendan Breen, CEO of ISA.
Overview of ISA’s role in the industrial supply and manufacturing sector.

[07:45] The Impact of Tariffs & Economic Uncertainty on Wholesale Distribution

How recent tariff policies are affecting manufacturers and distributors.
Why uncertainty is more challenging than the tariffs themselves.
Predictions on how U.S.-Mexico-Canada trade relations could shift in the coming months.

[20:30] The Evolving Role of AI & Automation in Distribution

How AI and machine learning are transforming inventory management, pricing strategies, and customer insights.
The future of digital assistants in supply chain operations.
Why distributors must embrace AI-driven tools to stay competitive.

[35:15] ISA25: What to Expect from This Year’s Biggest Industrial Supply Event

Preview of the ISA25 Convention and its must-attend educational sessions.
Keynote speakers, including Herm Edwards, and discussions on the state of the industry, AI, and supply chain resilience.
How the event will help distributors strengthen partnerships and navigate market challenges.

[50:00] The Changing Landscape of E-Commerce in Industrial Distribution

Why traditional distribution must embrace a multi-channel sales approach.
How B2B buyers are shifting their purchasing behaviors.
The need for distributors to optimize online engagement, content marketing, and digital sales strategies.

[1:05:20] Key Takeaways & Final Thoughts

Why collaboration and communication between suppliers, distributors, and manufacturers are more critical than ever.
The role of ISA in shaping industry-wide best practices.
Final thoughts from Brendan Breen on the future of wholesale distribution.

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Exclusive Insights To The State of Wholesale Distribution and Manufacturing from Dr. Shawn DuBravac

Fri, 28 Feb 2025 16:00:00 -0800

In this very special episode of Around The Horn in Wholesale Distribution, hosts Kevin and Tom welcome renowned economist Dr. Shawn DuBravac, a former Chief Economist for the Consumer Technology Association and founder of Avrio Institute.

Sean brings a wealth of knowledge on global markets, economic forecasting, and technology trends that impact wholesale distribution, manufacturing, and financial decision-making. Together, they break down inflation, consumer confidence, trade policies, tariffs, supply chain disruptions, and nearshoring trends, offering strategic insights for business leaders navigating uncertain times.

If you're a wholesaler, distributor, manufacturer, or industry executive, this episode delivers expert-level economic perspectives and actionable business strategies to help you prepare for shifts in global trade, tariffs, and economic headwinds.

Key Topics covered in this episode:

✅ Consumer Confidence Is Dropping—But Why?

✅ Tariffs, Trade, and Policy Uncertainty Are Impacting Business Decisions

✅ Nearshoring & Onshoring Are on the Rise

✅ AI & Technology Are Driving Efficiency in Distribution

✅ The Next 12 Months Are Critical for Economic Strategy

Chapters & Timestamps

📌 [00:00] Welcome & Guest Introduction – Kevin and Tom introduce Sean, an economist and keynote speaker with expertise in global markets and trade policy.

📌 [07:10] Consumer Confidence Is Plummeting—What’s Behind the Drop? – Understanding why consumer sentiment is declining and what businesses can expect.

📌 [15:25] Inflation, Pricing Trends & The Role of Government Policy – How trade policies, interest rates, and inflation concerns are shaping distribution.

📌 [22:50] Tariffs & Global Trade: What’s Changing? – Analyzing the impact of 25% tariffs on Mexico and Canada and potential trade wars with Europe.

📌 [32:15] Nearshoring & Onshoring: A Growing Trend in Manufacturing – Why US manufacturers are shifting production to Mexico and Latin America.

📌 [40:45] Rare Earth Minerals & The US-China Trade Battle – How the global race for critical minerals is reshaping geopolitics and supply chains.

📌 [50:10] The Impact of Automation & AI in Distribution – Exploring AI-driven sales strategies, inventory management, and predictive analytics.

📌 [1:02:30] Port Strikes, Supply Chain Disruptions & The Future of Logistics – How automation in shipping and warehousing is affecting distribution.

📌 [1:15:05] Economic Forecast for 2025 & How Businesses Can Prepare – Sean shares his predictions for the next 12 months and how companies can stay ahead.

📌 [1:28:20] Closing Thoughts & Where to Connect with Sean – Final takeaways and how to follow Sean for more economic insights.

Connect with Dr. Shawn DuBravac at The Avrio Institute:

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How Nearshoring, Digital Transformation, & AI Are Reshaping Distribution, with Guest David Gordon

Fri, 21 Feb 2025 11:00:00 -0800

In case you haven't noticed, the rules of the game are changing. A lot. And all at once.

But don't get anxious - get profitable.

In this episode of Around The Horn in Wholesale Distribution, hosts Kevin Brown and Tom Burton are joined by David Gordon, a renowned expert in wholesale distribution, industrial strategy, and channel marketing. David shares his deep industry insights on economic trends, supply chain challenges, digital transformation, AI, and the evolving role of distributors in today’s complex market.

The discussion dives into current economic pressures, tariffs, inflation, and their direct impact on the wholesale distribution industry. David also provides a behind-the-scenes look at mergers and acquisitions in the sector, the growing influence of private equity (PE) firms, and the strategic decisions distributors must make to stay competitive.

If you’re a distributor, manufacturer, or business leader looking to navigate market disruptions, optimize your digital strategy, and future-proof your business, this episode is packed with valuable insights.

🛠 Key Takeaways

✅ Economic & Supply Chain Pressures Are Reshaping Distribution
✅ AI & Digital Transformation Are No Longer Optional
✅ Mergers & Acquisitions Are Heating Up
✅ Nearshoring & Onshoring Are Accelerating
✅ Quantum Computing & AI Could Revolutionize the Industry

🔹 Leave a Review: If you enjoyed this episode, rate us on Apple Podcasts or drop a comment on LinkedIn!

🔹 Connect with David Gordon: Visit https://electricaltrends.com and https://hvacrtrends.com for expert insights.

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How Wholesale Distributors Can Make Sense Of (and Profits In) Today's Environment

Fri, 14 Feb 2025 16:00:00 -0800

There's no denying it: changes are afoot, with even more ahead. And with change there often comes uncertainty, and with uncertainty, businesses start to worry.

But worry not!

In this insightful episode of Around The Horn in Wholesale Distribution, the team breaks down the latest economic indicators and what they mean for wholesale distribution, manufacturing, and supply chain management. We take a deep dive into the ongoing uncertainty surrounding interest rates, tariffs, and inflation, and provide valuable perspectives on how these factors should impact your decision-making.

With economic volatility affecting everything from supply chain resilience to pricing strategies, staying informed is more critical than ever. This episode offers practical insights into how businesses can adapt to fluctuating interest rates, trade complexities, and evolving market demands. The discussion also explores the role of AI in shaping sales strategies and highlights emerging trends in e-commerce and omni-channel distribution.

Key Topics & Timestamps:

⏳ [00:00] - Introduction & Market Overview

Economic uncertainty: A deep dive into the latest shifts in inflation, interest rates, and the bond market.
Why mortgage rates are behaving unexpectedly despite no recent rate cuts.

⏳ [10:30] - The Federal Reserve & Interest Rate Speculation

The debate: Will we see another interest rate cut before September?
How businesses should plan amid ongoing financial unpredictability.

⏳ [22:45] - Tariffs, Trade Wars, & Supply Chain Resilience

The impact of rising tariffs on distributors and manufacturers.
How businesses are adjusting their strategies in response to trade complexities.

⏳ [36:15] - AI’s Role in Distribution & Sales Enablement

Why AI holds more potential for distributors than retailers.
The growing importance of AI-powered opportunity identification and sales strategy optimization.

⏳ [48:20] - Omni-Channel Distribution & The Return of Face-to-Face Sales

Surprising new data: Why in-person sales interactions are making a comeback in B2B.
The importance of meeting buyers where they are—digitally and in-person.

⏳ [55:10] - Leadership, Trust, & HR Trends for 2025

Why HR leaders need a seat at the table during strategic business decisions.
The evolving role of compensation, benefits, and transparency in employee retention.

⏳ [1:05:40] - Final Thoughts & What’s Next

Key takeaways from this week’s episode.
Upcoming topics and special guests in future episodes.

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Tariffs, Trade, and Tech: How Distributors Can Win in an Era of Uncertainty

Fri, 07 Feb 2025 12:00:00 -0800

Tariffs: here one day, gone the next. How do you plan for that?

In this week's episode, we take a deep dive into the major industry trends (and political decisions) impacting wholesale distribution and manufacturing. We examine the latest updates on tariffs, supply chain resilience, and economic shifts, providing insights that can help distributors and manufacturers navigate an uncertain landscape.

And as always, we look at how AI is reshaping B2B sales and marketing at a break-neck pace.

Key Topics & Timestamps

⏳ [00:00] Introduction & Industry Updates

Kicking off with a lighthearted conversation before diving into tariffs, supply chains, and market shifts.

⏳ [08:30] Tariffs & Global Trade Tensions

China’s trade policies and the latest tariff updates affecting distributors and manufacturers.
The “de minimis” loophole—how small package shipments bypass tariffs and why that’s a concern for policymakers.
The geopolitical chess game between China, Canada, and Mexico, and how it’s impacting North American trade.

⏳ [21:50] Supply Chain Resilience & The Shift Away from China

Why leading distributors are diversifying their supply chains, optimizing inventory management and shifting sourcing to Mexico and other regions.
Insights from a top distributor: how strategic planning can offset tariff impacts.

⏳ [35:10] The Impact of Natural Disasters on Supply Chains

California wildfires and the effect on construction materials and rebuilding efforts.
Potential shortages in drywall, plumbing, and roofing supplies due to increased demand.

⏳ [48:30] Mergers & Acquisitions in Wholesale Distribution

ORS NASCO’s acquisition of R3 and what it means for the industry.
The challenges of growth through acquisition vs. organic growth strategies.

⏳ [1:02:40] The Role of AI in Distribution & B2B Marketing

The rise of predictive personalization and hyper-individualized marketing in B2B sales.
How AI is helping distributors use ERP data to personalize sales efforts and drive growth.
Grainger’s investment in AI-driven e-commerce and what it means for mid-sized distributors.

⏳ [1:16:10] DeepSeek AI & Cybersecurity Risks

Why major companies are blocking DeepSeek AI due to security concerns.
How businesses should approach AI adoption while protecting sensitive data.

⏳ [1:32:00] Final Thoughts & Looking Ahead

The importance of digital transformation for wholesale distributors.
How companies can stay competitive by embracing AI and data-driven strategies.
What’s coming in next week’s episode, including major insights from thought leaders in electrical and HVAC distribution.

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Insights To How AI is Changing Wholesale Distribution From Infor’s Steven Levy

Fri, 31 Jan 2025 12:00:00 -0800

What's the biggest challenge facing wholesle distributors, and is AI really part of the solution?

We decided to ask Steven Levy, Vice President of Enterprise Architecture at Infor.

From supply chain shifts and nearshoring trends to the evolving role of AI in business operations, this conversation dives deep into the challenges and opportunities facing distributors today. Levy shares his expert insights on technology's role in modernizing operations, the economic factors shaping distribution, and how companies can future-proof their businesses in an unpredictable market.

Key Topics & Timestamps:

⏳ [00:00] Introduction & Setting the Stage

The importance of engaging conversations on supply chain, technology, AI, and leadership.

⏳ [04:25] Meet Steven Levy: The Distribution Architect

Steven’s journey from ERP strategy to digital transformation in wholesale distribution.
How his role at Infor is shaping the future of enterprise technology for distributors.

⏳ [12:10] The State of the Economy & Interest Rates

Analysis of the Federal Reserve’s latest decisions and how they impact distributors and manufacturers.
Inflation concerns and the reality of rising costs in the supply chain.

⏳ [24:45] Supply Chain Disruptions & Nearshoring Trends

Why Mexico, Guatemala, and the Dominican Republic are becoming key nearshoring hubs.
The impact of tariffs on distributors and their pricing strategies.

⏳ [36:30] AI & Automation in Wholesale Distribution

How AI-driven agents are transforming customer service, order entry, and predictive analytics.
The importance of using multi-modal AI tools for efficiency and decision-making.

⏳ [49:50] Cybersecurity & AI: The New Battleground

The DeepSeek AI controversy and its impact on data privacy and economic security.
Why distributors need guardrails on AI adoption to protect business-critical data.

⏳ [1:02:20] The Future of Wholesale Distribution & Leadership

Why agility, digital transformation, and industry collaboration are more important than ever.
The role of associations like NAW and ISA in advocating for distributors.

Key Takeaways for Listeners:

✅ Supply chain diversification is essential – explore nearshoring to navigate geopolitical risks.
✅ AI and automation will redefine operations – start integrating AI-driven processes today.
✅ Cybersecurity threats are real – protect your company’s data and digital assets proactively.
✅ Economic shifts demand adaptation – distributors must embrace change and strategic planning.

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AI Agents, Economic Shifts, and Delivery Solutions in Wholesale Distribution

Fri, 24 Jan 2025 12:00:00 -0800

In this episode of Around The Horn in Wholesale Distribution, hosts Kevin Brown and Tom Burton dive into a dynamic discussion on the latest developments in the wholesale distribution sector, with a particular focus on evolving technology, economic trends, and industry-specific challenges such as:

The latest economic forecasts and their potential impacts on wholesale distribution.
Home Depot’s partnership with DoorDash and Uber Eats and what it signals for B2B delivery models.
The future of AI and its transformative potential for the industry, including OpenAI’s groundbreaking “Operator” platform.
Real-life applications of AI agents and how businesses can adapt to this emerging technology.

With a mix of thought-provoking analysis and real-world applications, this episode provides invaluable perspectives for staying ahead in wholesale distribution.

Key Topics and Timestamps

[00:00] - Opening and Introduction
- Kevin and Tom recap last week's episode featuring the "Mount Rushmore of Wholesale Distribution."
- Introduction to the economic themes and guest lineup for upcoming episodes.
[05:15] - Economic Trends and Wholesale Distribution
- A discussion on the IMF’s updated growth projections and the interplay between inflation and distribution supply chains.
- Key takeaway: Inflationary pressures may ease, but global dynamics demand strategic adjustments.
[16:30] - The Home Depot and Uber Eats Partnership
- How Home Depot’s delivery experiments could shape last-mile solutions for contractors and small businesses.
- Highlight: The branding challenges of traditional consumer platforms entering B2B spaces.
[27:45] - AI in Distribution: OpenAI’s “Operator”
- Overview of OpenAI’s new platform for autonomous AI agents.
- Applications for wholesale distribution and the potential to revolutionize mundane tasks.
- Quote: “Eventually, 50% of our work will be done by agents.”
[40:10] - Harnessing AI Agents for Efficiency
- Real-world examples of AI agents aiding in logistics, CRM, and marketing automation.
- Key takeaway: AI agents are not about replacing people but enhancing focus on high-value tasks.
[50:25] - The Future of Wholesale Distribution
- How distributors can prepare for emerging technologies and customer expectations.
- Discussion on integrating digital tools and the importance of agility in the face of change.
[57:00] - Closing Thoughts
- Call to action: Subscribe, share the newsletter, and leave a review.
- A preview of next week’s episode featuring thought leader Steven Levy.

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Three Industry Legends Talk Transformation in Wholesale Distribution

Fri, 17 Jan 2025 20:00:00 -0800

For this milestone 125th episode of Around the Horn in Wholesale Distribution, we've brought together a powerhouse panel of industry legends to discuss the state of wholesale distribution. Featuring Dirk Beveridge, Ian Heller, and Mike Marks, the conversation is a dynamic mix of humor, insights, and actionable advice. Together, we examine the highlights and lowlights of 2024, explore key industry trends, and share predictions for the transformative opportunities of 2025.

The panel delves into the evolving role of AI, the enduring power of independent distributors, and the importance of human-centric leadership in the face of technological advancements. We also celebrate the spirit of the industry, emphasizing innovation, collaboration, and the growing pride within the distribution community.

With compelling anecdotes, bold predictions, and practical takeaways, this episode is a must-listen for anyone invested in the future of wholesale distribution.

Chapter Headings with Timestamps:

00:00 - Introduction: Milestone Episode and Industry Icons
Kevin and Tom introduce the show, the panelists, and the significance of this special episode.
06:30 - Reflecting on 2024: Highlights and Lowlights
Panelists discuss the state of the industry, including supply chain challenges and leadership opportunities.
17:45 - The AI Revolution in Wholesale Distribution
Insights into how AI is transforming operations, marketing, and customer service.
26:10 - Independent Distributors: Thriving Amid Change
A conversation about the enduring value of independent distributors and the role of relationships.
34:50 - The Future of Human-Centric Leadership
Dirk Beveridge shares the importance of focusing on employees and creating a people-first culture.
45:00 - Proximity and Partnerships in the New Economy
Exploring strategies for independent distributors to leverage proximity and collaboration to compete.
53:20 - The Role of Narrative in Industry Transformation
Dirk Beveridge highlights the power of storytelling to shape the perception and future of distribution.
1:02:30 - Looking Ahead to 2025: Predictions and Opportunities
Panelists share bold predictions for the next year, from physical AI to the rise of employee empowerment.
1:14:00 - Closing Thoughts: Celebrating the Industry's Bright Future
Final reflections on the resilience, innovation, and opportunities in wholesale distribution.

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From Ports to Policies: Navigating Wholesale's Next Big Challenges

Fri, 10 Jan 2025 14:00:00 -0800

What role do automation, global policy shifts, and evolving labor markets play in shaping the future of wholesale distribution?

In Episode 123, Around the Horn in Wholesale Distribution explores some of the most pressing issues affecting the wholesale and manufacturing sectors in the new year.

The New Year is off to a bang, as we're already seeing some big-ticket items affecting the world of wholesale distribution and manufacturing: the resolution of the East and Gulf Coast port labor disputes; the ripple effects of manufacturing slowdowns in China; and the implications of new tariffs introduced by Mexico.

In addition, we discuss emerging technologies like AI-powered robotics and smart tools that are revolutionizing efficiency in industrial applications.

We also reflect on the intersection of digital transformation, customer expectations, and branding strategies in modern wholesale distribution. So no matter how you look at it, automation, policy shifts and the labor market are playing a huge role in the coming year, so listen in and get informed!

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New Strategies for Wholesale Success in 2025

Fri, 03 Jan 2025 12:00:00 -0800

It's time for predictions for the New Year - and new resolutions for success! How will economic shifts, evolving supply chains, and emerging technologies shape wholesale distribution in 2025?

Episode 122 of Around The Horn in Wholesale Distribution dives into these critical topics and more, including the global impact of tariffs, nearshoring strategies, and manufacturing technology breakthroughs.

Hosts Kevin Brown and Tom Burton also discuss the pivotal role of automation, the implications of cybersecurity threats, and the transformative power of AI. 2025 will be one whopper of a year - who's ready for it?

Chapter Headings:

[0:00] New Year and Housekeeping Updates
Reflecting on 2024 and setting the stage for 2025.

[5:45] The U.S. Budget and Government Efficiency
Exploring the role of AI and business leaders in reshaping government spending.

[14:30] Tariffs and Supply Chain Shifts
The impact of increased tariffs on businesses and the scramble for alternative sourcing.

[21:10] Mexico’s New Tariff Strategy
Mexico’s economic positioning and its global implications.

[26:45] Port Automation and Labor Strikes
Challenges and potential resolutions in the automation debate for U.S. ports.

[34:15] Manufacturing Technology Wins of 2024
Innovations like 5G connectivity, robot dogs, and data-driven maintenance.

[41:00] E-commerce and Digital Transformation in Distribution
How manufacturers like Kimberly-Clark are balancing direct sales with distribution partnerships.

[48:20] The Role of AI in Distribution and Manufacturing
Predictions for 2025, including physical AI and global collaboration.

[55:00] Leadership Lessons: The Debate on One-on-One Meetings
Benefits and drawbacks of traditional management practices.

[1:02:30] Wrapping Up: Guests, Trends, and Future Episodes
Insights on upcoming guests and the vision for 2025.

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What's Coming Next in Wholesale Distribution & Manufacturing, with Mark Brohan

Fri, 20 Dec 2024 14:00:00 -0800

Are distributors and manufacturers ready to meet the challenges of economic uncertainty, AI-driven transformations, and evolving buyer expectations?

In episode 120, we're joined by guest Mark Brohan to explore the key trends shaping wholesale distribution and manufacturing as 2024 comes to a close. Will macroeconomic confusion be sparked by interest rate changes? What about the resurgence of onshoring and nearshoring, and the rise of B2B e-commerce marketplaces?

Mark Brohan provides valuable insights into how digital transformation and AI are reshaping the industry, with a particular focus on data-driven decision-making, warehouse automation, and personalized buyer experiences. Mark shares his expertise on the intersection of digital commerce and supply chain strategy, highlighting the importance of modernizing systems to meet the needs of digitally savvy buyers.

From the impact of geopolitical tensions on sourcing strategies to the ever-growing competition in the distribution sector, this episode asks that all-important question in a rapidly changing landscape: what's next?

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Wholesale Distribution Insights: Tariffs, Small Business Confidence, and AI in B2B Sales

Fri, 13 Dec 2024 12:00:00 -0800

In this trans-Pacific episode, Kevin checks in from his Hawaiian vacation to join Tom in a rich discussion on the intersection of macroeconomic trends, wholesale distribution strategies, and emerging technologies. What are the implications of rising small business confidence, evolving tariff policies, and the AI-driven solutions that are shaping the future of distribution and manufacturing?

Key segments include insights into how distributors are strengthening contractor relationships, the rising importance of e-commerce in B2B sales, and the transformative role of AI in optimizing operations. Kevin and Tom shed light on the economic drivers and technological innovations influencing the industry.

As always, listeners are treated to practical takeaways as Kevin and Tom analyze the news - from leveraging AI for structured data analysis to fostering customer-centric strategies that align with evolving buyer expectations. The episode underscores the importance of adapting to new trends while maintaining a firm grasp on traditional values like service and reliability.

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Blockchain, AI, and The Modernization of Wholesale Distribution

Fri, 06 Dec 2024 13:00:00 -0800

The blockchain ain't just for crypto anymore...

As the new U.S. administration embraces emerging technologies to create cost-effective efficiencies, so goes the world of wholesale distribution and manufacturing. and we're here to guide you along this exciting new path!

In this episode of Around The Horn in Wholesale Distribution, we explore how blockchain and AI are reshaping the future of wholesale distribution and manufacturing. We first break down the role of blockchain in procurement transparency and traceability, explaining how smart contracts could drastically reduce administrative costs and processing cycle times.

Then, we discuss the increasing adoption of AI in B2B e-commerce, emphasizing its potential to enhance customer experiences and streamline digital sales.

And then it's a deep dive into the news: updates on U.S. manufacturing activity, insights on the impact of tariffs on global trade, and highlights of the growing demand for watchable podcasts as an engagement tool for modern audiences.

Packed with actionable takeaways and expert perspectives, this episode is a must-listen for distributors navigating today’s dynamic business environment.

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The Future of Distribution: Smart CRM, Nearshoring, and Economic Trends

Fri, 22 Nov 2024 13:00:00 -0800

What’s the future of wholesale distribution amidst economic shifts and technological innovation?

Episode 117 of Around the Horn in Wholesale Distribution dives into the pressing challenges and opportunities facing wholesale distribution and manufacturing today. Hosts Kevin Brown and Tom Burton explore the economic landscape, supply chain complexities, and how AI-driven innovations like smart CRMs and digital twins are reshaping the industry.

How will potential tariffs, geopolitical tensions, and inflation impact your business? Are you ready to embrace the transformative power of AI, from predictive insights to automating purchasing decisions? What role will nearshoring and advanced manufacturing technologies play in stabilizing supply chains and fueling growth?

Join Kevin and Tom as they unpack these questions, highlight key economic indicators, and share actionable insights for manufacturers, distributors, and sales leaders navigating this rapidly changing landscape.

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How Tariffs and Taxes Will Impact Global Manufacturing and Distribution, With Guest Alex Chasovsky

Fri, 15 Nov 2024 15:00:00 -0800

What a week! With barely time to catch their breaths, hosts Kevin Brown and Tom Burton are joined by Alex Chasovsky from the Bundy Group to look at how policy changes might affect manufacturers, wholesale distribution, and the global supply chain.

The episode dives into the current economic landscape, particularly in light of recent Federal Reserve meetings and interest rate discussions. Alex shares his insights on the dichotomy between the consumer side of the economy, which appears strong, and the struggles faced by the industrial sector, particularly in manufacturing and distribution.

We then explore the implications of potential tariff changes under the new Trump administration, touching on the need for balanced trade practices and the impact of tariffs on various industries. We also look at the likelihood of tax cuts and regulatory changes that could benefit manufacturers, highlighting the challenges of navigating fiscal policy in a high-interest-rate environment.

The takeaway? It's all about the importance of staying informed and adaptable in a rapidly changing economic landscape.

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The Impact of Political Change on Wholesale Manufacturing and Distribution

Fri, 08 Nov 2024 12:00:00 -0800

So...did some big event happen recently?

A change in administration means a change in policy, and in some cases, a BIG change. What does this mean for wholesale distributors and manufacturers?

On this week's episode, we start with the Federal Reserve's recent decision to cut interest rates by a quarter point, marking the second cut of the year. What are the the implications of this move and subsequent rate changes?

We also analyze the latest Purchasing Managers Index (PMI) data, which showed unexpected growth in the services sector, and discuss how this might influence the manufacturing and distribution landscape. And what was Wall Street's reaction to the recent elections and the potential for a business-friendly environment under the new administration?

In our manufacturing and distribution segment, we explore an article that outlines how the new administration's policies may impact corporate tax rates, labor rights, and trade policies.

As we move into e-commerce and marketing, we share four key tips for B2B marketers to optimize their strategies for 2025, focusing on adapting to expanding buying groups and leveraging intent data. We also discuss the continued dominance of Amazon in the B2B marketplace and the need for distributors to provide unique value propositions to compete effectively.

Finally, we touch on the critical importance of cybersecurity in the tech landscape, highlighting the need for businesses to reassess their priorities in light of increasing cyber threats.

Join us next week as we welcome Alex Chesovsky, an expert in economics and distribution strategy, to further explore these topics and provide insights into the future of our industry. Don't forget to subscribe to our newsletter for the latest updates and insights!

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Insights on Growth, Inflation, and Supply Chain Challenges for Wholesale Distributors

Fri, 01 Nov 2024 15:00:00 -0700

Is another rate cut coming? And what's happening with China's first manufacturing expansion in months? And is that a reduction in inflation we're seeing???

The latest data indicates that the U.S. economy grew at a slower-than-expected pace of 2.8%, alongside inflation figures and job growth statistics. The conversation highlights the potential for an interest rate cut in the upcoming Federal Reserve meeting, driven by these economic indicators.

Meanwhile, in the global markets, we discuss China's manufacturing activity, which has shown signs of expansion for the first time in six months. This uptick could have significant implications for U.S. exporters, particularly in agriculture and technology. But lookout for ongoing geopolitical tensions, particularly in the Red Sea and Suez Canal, that could hinder supply chain stability.

In our manufacturing and distribution segment, we explore the potential resolution of the Boeing strike and its implications for the industry. We also delve into B2B marketing strategies, drawing parallels between trick-or-treating (it's the season!) and effective marketing practices, emphasizing the importance of consistency, variety, personalization, and balance in outreach efforts.

Finally, we discuss the growing interest in AI among B2B companies, highlighting the challenges they face in implementing effective AI strategies due to siloed data and lack of cohesive planning. Two words: harmonizing data.

As always, we appreciate your support and encourage you to subscribe and share the podcast!

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The Future of Wholesale Distribution: Trends, Tariffs, and Technology

Fri, 25 Oct 2024 12:00:00 -0700

Did you hear the news? There's an election coming up...

We're not flashing our yard signs on this week's episode. Rather, we're taking a look at what the future may hold for wholesale distributors in an ever-changing political, technological, and financial landscape. We kick off by discussing the current economic landscape, including weakening manufacturing in Japan and its implications for the global economy. The conversation touches on the anticipated rate cuts by the Federal Reserve and the ongoing balancing act between inflation and economic growth.

We then shift our focus to the escalating U.S.-China trade tariffs, exploring the geopolitical ramifications and the potential inflationary effects on global markets. The discussion highlights the importance of staying informed about supply chain dynamics, especially as companies navigate these turbulent waters.

Next, we delve into the future of supply chain management, emphasizing the rise of artificial intelligence and its expected market growth. We stress the importance of viewing AI as a long-term investment rather than seeking immediate returns. The episode also covers key trends such as data analytics, sustainability, and the need for workforce development in the face of technological advancements.

In our manufacturing and distribution segment, we revisit the bankruptcy of True Value Hardware, discussing its impact on local businesses and the broader distribution network. We highlight the challenges faced by smaller retailers and the potential for consolidation in the industry.

Finally, we explore the evolution of B2B marketplaces, noting the shift from niche to mainstream and the importance of customer obsession in driving revenue and profits. We conclude by emphasizing the need for businesses to adapt to changing market conditions and to leverage technology to enhance customer relationships.

Join us as we unpack these critical topics and provide insights that matter to wholesale distributors and manufacturers. If you want to stay updated, don't forget to subscribe to our newsletter and follow us on our social media channels!

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Swarm AI and Its Impact on Wholesale Distribution.

Fri, 18 Oct 2024 15:00:00 -0700

Not to sound like a broken record, but the almost-daily advancements in AI make it nearly impossible for wholesale distributors to ignore the coming tide. Now, with Swarm AI's latest development, is the dam about to burst?

In this episode of Around the Horn in Wholesale Distribution, we take a look at this and all the latest trends impacting the wholesale distribution and manufacturing industry. From supply chain resilience to labor market fluctuations to the effects of the east coast hurricanes, we analyze how global events and market trends are shaping the future of distribution.

Supply Chain Vulnerabilities: Why are companies easing up on their supply chain strategies despite ongoing challenges in regions like the Panama Canal and South China Sea? Are businesses ignoring the lessons learned from the pandemic?
Labor Market Trends: What impact will the Boeing machinists' strike and other labor disruptions have on wholesale distribution? Are we headed for more job losses, or will the market stabilize?
Private Equity and Distribution: How is private equity influencing the distribution industry, and what does the bankruptcy of True Value reveal about the future of smaller wholesale businesses?

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Is AI Helping Yet In Wholesale Distribution & Manufacturing?

Fri, 11 Oct 2024 14:00:00 -0700

With all the hype around the AI revolution, one question remains: is AI actually helping wholesale distributors and manufacturers?

This week, hosts Kevin Brown and Tom Burton explore this question while diving into the latest industry trends impacting manufacturers, wholesale distributors, and the global supply chain.

From inflation’s effect on interest rates to the evolving geopolitical landscape, Kevin and Tom discuss the forces shaping the industry. Plus, learn how to harness AI for supply chain optimization and unlock insights that can drive your business forward. Tune in for practical tips and expert analysis to keep your organization competitive in 2024 and beyond.

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The Pause In The Dock Strike And Its Effect On The Supply Chain, with Guest Scott Costa

Fri, 04 Oct 2024 13:00:00 -0700

The massive dock strike on the eastern seaboard dominated the news this week as it threatened to literally upend the United States economy. But just as quickly as it sent shockwaves through the world of wholesale distribution and manufacturing, it came to an abrupt end.

Or did it?

The strike is suddenly "on pause" as dockworkers return to their jobs with a tentative agreement on wages, diverting a potential economic disaster, but leaving the future uncertain. This week, we're joined by Scott Costa, publisher at tED magazine, to take an in-depth look at how the east coast dock strike—or lack thereof—effects not only the business of wholesale manufacturing and distribution, but the supply chain as a whole. In the wake of Covid, supply chain risk has become severe, systemic, and strategic. Can it survive a blow of this magnitude?

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What A Difference A Week Makes: The Fed's Big Decision

Fri, 20 Sep 2024 18:00:00 -0700

Well, well, well...somebody owes someone a steak dinner...

This week, world markets could finally exhale as the Fed announced a 50 basis-point cut to interest rates. To some, it was larger than expected, while to others, it was either late or never should have happened at all. This week, Kevin and Tom unpack the big move and what it means for wholesale distributors and manufacturers.

But this week held a lot more interesting news than just the rate cut. According to a recent report, 97% of all supply chain leaders surveyed said that they're facing challenges with supply chain metrics, while only 44% currently track customer satisfaction as a key performance indicator. All this while supply chain executives may be losing the strategic gains they made with their C-suite counterparts during the pandemic. What forces are shaping the supply chain now, and how can they be managed?

And if that isn't enough, Industry Today reports that manufacturers will need to re-think how they do everything. Like it or not, they are entering a period that demands transformation, meaning an intense, organization-wide program that shifts performance, starting with the top line.

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The Top Supply Chain Optimization Strategies, With Guest James Gilman

Fri, 13 Sep 2024 13:00:00 -0700

Supply chain optimization has never been more critical in today’s wholesale distribution market. A stunning 83% of businesses are now focused on creating customer-centric supply chains to improve service and offer flexible delivery options. In fact, the market is set to skyrocket almost $50 billion over the next eight years.

This week, Kevin and Tom are joined by James Gilman, President of Perimeter Office Products, who gives his unique insight to the state of supply chain management and what can be done to improve it. We also take a look at how companies are using AI to improve efficiencies in their supply chain - and how to overcome the hurdles that come with it.

And of course, everyone is waiting with bated breath to see what the Fed will announce next week for rate cuts. The question at this point isn't "will there be a rate cut," it's "how much will the upcoming rate cut be?" We take a look at a few possible scenarios, and what the implications are of a large cut versus a small one.

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Economic Ambiguity and Important Lessons For B2B Marketers.

Fri, 06 Sep 2024 15:00:00 -0700

Markets are confused. Investors want rate cuts because they are a tailwind for growth. But rate cuts tend to be driven by negative economic data, and the economic data is...weird.

So is a rate cut coming, and if so, how much should it be? and what will this mean for wholesale distributors?

This week, we cut through the economic confusion to bring you informed perspective on the economy, rate cuts, and the implications for wholesale distributors and manufacturers.

We also take a look at some important lessons that B2B marketers can learn from the world of B2C eCommerce. Here's a hint: storytelling is a good start, let's really start talking about customer personalization.

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Fed Rate Cuts: What It Means For Wholesale Distribution and Manufacturing

Fri, 23 Aug 2024 14:00:00 -0700

This week, Fed Chairman Jerome Powell all but signed off on an upcoming rate cut. The market responded immediately, and a collective cheer went up among businesses and consumers alike.

But the question remains: how much of a cut will we see? And will there be multiple small cuts over time or a large single cut to supercharge growth? Oh, and does this mean a soft landing for the economy - no recession?

More importantly, what does this mean for wholesale distribution?

In this episode, Kevin and Tom look at all the implications of an upcoming rate cut (aside from the prospect of a lost bet and a steak dinner), including how jobless claims, business activity, and the general state of the economy factor into what's ahead.

And of course, we have a deep analysis of all this week's news in AI, B2B eCommerce, M&A, cybersecurity and supply chain!

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How AI Will Impact B2B Customer Experience and Manufacturing Alike

Fri, 16 Aug 2024 15:00:00 -0700

More and more, AI for B2B is more than a way to manage customer data: it directly impacts the customer experience. This week, Tom and Kevin dive into the transformative power of AI in wholesale distribution and manufacturing, exploring how it's reshaping the industry as we know it.

With recent advances pushing the boundaries of what AI can achieve, businesses are faced with the challenge of balancing human intuition with machine efficiency. We dissect key insights from recent articles, including how AI is redefining customer interactions in the B2B space and its role as a digital bridge to Industry 4.0.

As AI continues to evolve, what does the future hold for customer relationships and production processes? Tune in as we explore the crossroads of human and machine, and what it means for the future of your business.

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Has AI Hype Peaked? And Why Branding Is So Important in B2B

Sat, 10 Aug 2024 08:00:00 -0700

As you may have noticed, the stock market took a nose dive last week, prompted in no small part to AI-driven tech stocks lowering revenue expectations. This has led many to wonder, is the AI Bubble about to burst?

On this week's episode, we take a closer look at whether AI is the technological revolution it has been touted to be. Will it cure cancer and lead to a life of leisure, or is it just another hammer in your tech tool belt, there to use when called for?

We also take a look at why branding is such an important key to B2B success. DTC marketers talk a lot about differentiation and identity, and find themselves mostly ignored in the B2B world...but do they have a point?

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The Effect of Amazon’s Reclassification and Lower Inflation on B2B eComm

Fri, 02 Aug 2024 13:00:00 -0700

Last week, the Consumer Product Safety Commission determined that Amazon—normally considered an eCommerce company—is in fact a distributor, and therefore responsible for faulty items sold on its site and packed and shipped through its fulfillment service.

Whoa! What will this mean for B2B eComm? Especially in light of the fact that B2B buyers are making purchases online more than ever before, according to the 2024 B2B Buyer Report from Sana Commerce, and it's their experience that determines their decision-making.

Meanwhile, U.S. labor costs increased moderately in the second quarter as private sector wages grew at the slowest pace in 3-1/2 years, providing evidence that inflation is firmly on a downward trend.

How do these events connect, and what does it mean for Wholesale Distributors?

On this week's episode, Tom and Kevin connect the dots from the latest economic news to provide insights to the newest developments in distribution, manufacturing, supply chain, M&A, cybersecurity, technology, and more.

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Our 100th Episode All-Star Celebration!

Fri, 26 Jul 2024 12:00:00 -0700

It's a milestone years in the making: Around The Horn In Wholesale Distribution's 100th episode!

And to celebrate, we're joined by seven VERY special guests - a veritable "Who's Who" of wholesale distribution:

✅ Ian Heller - Founder and Chief Strategy Officer, Distribution Strategy Group
✅ Dirk Beveridge - Founder, UnleashWD and We Supply America
✅ Mike Marks - Founding Partner at Indian River Consulting
✅ Mike Hockett - Executive Editor, Modern Distribution Management (MDM)
✅ Marty McLaughlin - Founder and Managing Partner, Mosaic Partners
✅ Dan Schuberth - Chief Revenue Officer, National Association of Wholesaler-Distributors
✅Paul Kennedy - President and CEO, Dakota Supply Group (DSG)

In this episode, our incredible panel does a mid-year review of the trends, challenges, and technologies impacting the wholesale distribution industry, as well as insights to what to expect through the rest of 2024.

On behalf of all of us at ATHIWD, we'd like to thank each and every one of you who has listened, subscribed, participated, or simply provided encouragement for the podcast. We would never have reached our 100th episode without you, and we look forward to the next 100 with all of you along for the ride!

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Innovations, Supply Chain, and Gen Z: The New Drivers of Wholesale Distribution

Fri, 19 Jul 2024 14:00:00 -0700

According to logistics execs, the trucking industry is turning a corner after a prolonged freight recession that succeeded the Covid boom in transportation rate and services. Could it be that innovation is driving a new era in logistics and supply chain management?

In this episode, we'll take a look at some of the innovations driving wholesale distribution and manufacturing, including some of the digital solutions that help maximize manual resources and enhance production accuracy, quality, and efficiency.

We also look at the workforce that will be both driving and benefitting from these innovations: Gen Z. Though their priorities may be different from previous generations, these workers may prove to be more loyal and focused than the others before them.

And don't forget: next week, we celebrate our 100th Episode! Join us for a live event with special guests you'll never forget!

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Big Economic News and The Changing Face of B2B Marketing

Fri, 12 Jul 2024 13:00:00 -0700

Inflation fell in June for the first time since 2020. Good news! Retail imports continue to rise despite supply chain challenges. Good news! Manufacturing technology orders grew in May. Good news! The Fed Chairman said, “reducing policy restraint too late or too little could unduly weaken economic activity and employment."

Uh oh...

This week's busy slate of economic data paints a different picture, depending on how you look at it, and Kevin & Tom are here to give it all some perspective. Will the Fed cut rates as predicted in September, and what will the result be for wholesale distributors and manufacturers?

Meanwhile, B2B marketing and eComm continues to evolve at a rapid pace. 53% of B2B organizations now say shifting revenue from in-person to online sales is one of their top priorities. But this occurs in an environment where more customers are saying personalization and emotional sentiment are missing from B2B marketing.

How can the two reconcile?

Join us as we count down to our 100th episode! We've got insights you don't want to miss.

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The Distributor vs. Amazon eComm Dilemma.

Fri, 28 Jun 2024 14:00:00 -0700

Is Amazon Business dominating the wholesale distribution landscape, or is it legitimately providing an indispensable supply chain management and eComm solution to B2B companies? In other words, are they a godsend to wholesalers, or are they the enemy?

In this week's episode, Tom and Kevin take a close look at some of the news stories surrounding developments at Amazon Business, and their effect on wholesale distributors and manufacturers, big and small. There's no denying that Amazon's purchasing and supply chain power is incredible, but is it the best solution for your business?

To complicate matters, ship backups that plagued seaports during the Covid pandemic are making a comeback, as vessel diversions because of attacks in the Red Sea trigger gridlock and soaring costs at the start of the peak shipping season.

Mix in the fact that only 16% of manufacturing leaders globally report they have real-time, work-in-progress monitoring across the entire manufacturing process, while B2B marketing leaders have their eye on AI as a new tool to improve the quality and quantity of their programs, and you have some complicated issues to work out.

But that's why we're here! Join industry experts Tom Burton & Kevin Brown for this insightful and eye-opening episode.

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The New B2B Marketing: Prompt Engineering, AI, eCommerce & More.

Fri, 21 Jun 2024 11:00:00 -0700

It's the new FOMO: Fear of Marketing Overload. Ass new tech development promise to revolutionize the marketing landscape of B2B, how do you keep up with new platforms, new methodologies, and of course, new advancements in AI?

In this week's episode, Tom and Kevin sort the truth from the hype to help wholesale distributors and manufacturers make sense of data, technology, and strategic thinking in modern B2B marketing. We start by taking a look at prompt engineering in AI and its significance in obtaining relevant and precise responses. Believe us - this is not hype: this is one of those things that effective marketers need to understand.

The truth is, the role of marketers in today's digital landscape is quickly evolving, but the new tools available and best practices currently emerging will make the job faster and more effective. So join us for an episode filled with valuable insights for businesses looking to navigate the complexities of the modern marketing and technology landscape.

And remember to join us soon for our special 100th episode celebration! We'll be featuring some of our favorite all-time guests and more surprises. Details coming soon!

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The Power of AI in Distribution and Marketing Strategies, With Guest Max Meister

Fri, 14 Jun 2024 14:00:00 -0700

Best Practices. It's a term we hear all the time and use just as frequently. But as we constantly try to define and codify what those best practices are, one of the major questions is, "Am I getting the big picture here, or am I leaving something important out?"

To ensure we're looking at best practices from a macro view, we brought in a guest from Bavaria: Max Meister from Ludwig Meister, one of the largest distributors in Germany. Max shared insights into his unique approach to business, which includes using technology like AI and machine learning to enhance operations. For Max, it's all about aligning goals across departments, such as marketing, sales, e-commerce, and purchasing, to ensure a cohesive strategy.

We also touch on the significance of providing value to customers through meaningful conversations and leveraging data to drive decision-making. How much should you know about a customer in your conversations? Is there such a thing as "too much" in this case?

We then look at the impact of AI on modern manufacturing, the importance of data quality in marketing strategies, and the need for continuous adaptation and pivoting in response to changing business landscapes. The conversation highlighted the evolving role of sales and marketing departments, emphasizing the need for collaboration and goal alignment to achieve organizational success.

Are you ready to get outside your comfort zone? Want to look at your organization from a different angle and get a fresh perspective from our European partners? Then have a listen to Max's innovative strategies and focus on customer value. It really serves as a testament to the importance of embracing digital transformation and fostering a culture of continuous improvement in today's competitive business environment.

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Navigating the Marketing, Distribution, and Manufacturing Challenges of AI Integration

Fri, 07 Jun 2024 12:00:00 -0700

Ready or not, AI is making a huge impact in wholesale distribution and manufacturing (and in our opinion, it's definitely better to be ready than not).

In this week's episode, Kevin and Tom look at that basic challenges facing businesses that want to—or at least know they should—adopt AI. We start by discussing the most common issues businesses face when integrating AI into marketing strategies. How does AI help with relevance, confidence, and trust in customer acquisition and retention?

And have you heard about Amazon using generative AI to scan packages for defects? How does this highlight the potential for AI to enhance quality control processes in distribution and manufacturing? Can this kind of technology optimize human roles or replace them?

Furthermore, we explore the evolving landscape of B2B marketing, focusing on the shift away from traditional MQL approaches towards more customer-centric strategies. Nothing can replace the need for seamless e-commerce experiences to build customer confidence and trust...but can AI assist with that, too?

Finally, we delve into the distinction between open and closed AI systems, discussing the implications for executives and decision-makers in choosing the right AI solutions for their organizations. This episode provides valuable insights into the intersection of technology, marketing, and AI in the modern business landscape.

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Navigating Trends In Wholesale Distribution With Eric Hoplin of The NAW

Fri, 31 May 2024 11:00:00 -0700

If you're looking for insights to the current state of wholesale distribution, there's perhaps no greater authority than Eric Hoplin, Chief Executive Officer at the National Association of Wholesaler-Distributors. In this episode, Eric sits down with us for a very special hour to provide his unique perspective on a variety of topics.

From the impact of technology, to mergers and acquisitions, to the importance of family-owned and employee-owned businesses, Eric spills the tea on the most important topics in wholesale distribution. We also touched on the challenges and opportunities in the industry, such as supply chain issues, port labor talks, and the influence of Chinese investments in Latin America.

It's one of our most insightful episodes yet, highlighting the importance of technology, talent, and strategic planning in the evolving landscape of wholesale distribution.

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Building Strong B2B Brands in the Age of AI Marketing, With Guest Jonathan Bein

Fri, 24 May 2024 12:00:00 -0700

The wholesale distribution landscape is changing fast, and in this week's episode, we've got the insight and information to help you make heads or tails of it. We're joined by Dr. Jonathan Bein, Managing Partner at Distribution Strategy Group and a seasoned entrepreneur who leverages his marketing, technical, and sales expertise to develop clear value propositions based on economic value.

In this episode, we start by discussing the importance of making promises to customers and how it can significantly impact market share growth. The conversation also touched on the evolving landscape of SEO with the integration of AI in search engines, emphasizing the need for businesses to adapt to these changes.

Next, we explore the significance of product data enrichment and the shift towards multimodal content in marketing strategies. Yes, it's a mouthful, but we help you make sense of it! In essence, we highlight the importance of focusing on the top revenue-generating SKUs and enhancing product data to meet consumer expectations.

Perhaps most importantly, we examine the role of branding in B2B marketing and distribution, emphasizing the value of creating strong brands in a competitive market. The conversation underscores the shift towards value-driven marketing in the B2B sector and the need for distributors to focus on building effective brands to stay competitive.

If you like this episode, please do us the favor of a good review! And remember to follow Jonathan Bein on LinkedIn!

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The Impact—And the Future—of AI in Wholesale Distribution and Manufacturing

Sat, 18 May 2024 11:00:00 -0700

AI is changing the landscape of B2B eCommerce faster than we can imagine...and sometimes, faster than businesses can keep up with. In this episode, Kevin and Tom discuss the challenges—and improvements—AI can pose to the economy, supply chain, manufacturing, distribution, e-commerce, marketing, cybersecurity, and more.

We start by taking a deep dive into the recent announcement by OpenAI regarding their new multimodal model, GPT-4. What will be the potential impact of this new technology on different roles within organizations, such as field salespersons, inside salespersons, and counter persons?

The big question, however, is will AI for business enhance efficiency, provide valuable business insights, and potentially transform the way sales interactions are conducted? Or will the challenges and cultural shifts that may arise with the adoption of such advanced technologies change the very model of wholesale distribution and manufacturing as we know it?

If you're looking for valuable insights into the evolving landscape of technology and its implications for distribution and manufacturing, this is an episode you won't want to miss!

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The Challenges of Thought Leadership in AI, Marketing & Manufacturing

Fri, 10 May 2024 12:00:00 -0700

As AI advances on a seemingly daily basis, wholesale distributors have a new tool to establish thought leadership, create marketing innovations, and deepen partnerships with manufacturers.

But how does this new tool work? And is it authentic?

On this week's episode, Kevin and Tom take a closer look at the impact of B2B AI on content creation, and the importance of authentic thought leadership in marketing. (Hint: it's all about the need for data-driven marketing strategies and the challenges of content authentication in the age of AI-generated content).

We also touch on the significance of brand integrity and the use of blockchain technology for content authentication.

The discussion also moves into the importance of security in Generative AI projects, emphasizing the need to prioritize security measures in AI initiatives.

If you're looking for insights to the current trends and challenges in the wholesale distribution and manufacturing industry—with a healthy dose of the importance of data, authenticity, and security in marketing and technology initiatives—this is an episode you won't want to miss!

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B2B Buyer Signals and AI: The Implications For B2B Organizations

Fri, 03 May 2024 13:00:00 -0700

Do you know what a buying signal is? Could you read one if you saw one? And if you can recognize them, what do they tell you?

If you're a little lost, you're not alone. Buying signals refer to the various behaviors, content consumption, and social interactions that indicate a potential buyer's interest and engagement with a product or service. In this episode, we look at how finding them, and reading them correctly, is a key to understanding (and nurturing) the customer journey.

And ready or not, AI has become a powerful tool—and an influence—in wholesale distribution and manufacturing. Like an octopus, its tentacles have spread into every facet of business. This week, we look into the implications of the U.S. Homeland Security naming an AI Safety Security Advisory Board, highlighting the potential risks and benefits of tech giants influencing government decisions.

Furthermore, we explored the surge in AI-related lawsuits, particularly focusing on content creators and media organizations suing AI models for using their content without permission. This issue raises complex legal and ethical questions that may eventually reach the Supreme Court.

The landscape of technology is constantly evolving for wholesale distributors. Listen to this week's episode to help stay informed about the developments that affect your business the most.

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Navigating The Digital Landscape, From Content To ROI

Fri, 12 Apr 2024 12:00:00 -0700

Let's face it: when it comes to the tech adoption curve, wholesale distributors and manufacturers can be a little behind (Are you? Hint: if you don't know what "adoption curve" means, you are).

On this episode, we dive into the critical role that digital resources play in driving both growth and customer engagement. From providing valuable digital content, to the challenges of balancing self-service experiences with the need for personalized interactions, we'll help you assess your own digital landscape...and show you how it directly impacts your ROI.

In addition, we take a deep dive into the news that affects wholesalers the most: the impact of inflation on the economy, the potential of the industrial metaverse for businesses of all sizes, and a new look at the building blocks for AI in your business.

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Transforming B2B Commerce with AI and Data Strategy, With Guest Lin Chase

Fri, 05 Apr 2024 13:00:00 -0700

AI may be the most recent technology game-changer for wholesale distribution and manufacturing, but it's by no means the only one. In this week's episode, we're joined by guest Lin Chase, Ph.D., a 35-year veteran of enterprise technology and artificial intelligence and University Administrator. Together, we discuss the evolving landscape of technology in the manufacturing and distribution industry. We also dive into the reasons behind the surge in investment in Mexico's manufacturing infrastructure, as well as the importance of semantic planning in data management and how it can reshape B2B commerce (and just what the heck is "semantic planning" anyway?).

We also explore the potential applications of virtual reality and augmented reality in training and safety measures within manufacturing settings, as well as the need for strategic data planning and the integration of AI for future growth and efficiency. We cover a lot, so grab a cup of coffee and get ready for some incredible insights!

And don't forget - you can join the conversation each Friday on LinkedIn. Follow us and we'll shoot you out an invite!

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Home Depot's Strategic Move: Acquiring SRS Distribution to Meet Buyers Where They Want to Buy (B2C meets B2B)

Fri, 29 Mar 2024 12:00:00 -0700

A monster acquisition is reshaping wholesale distribution and manufacturing: Home Depot's acquisition of SRS distribution, a move that expands their reach to tradesmen and building materials across 47 states. What's the real magic behind this move? It emphasizes the importance of meeting buyers where they are and adapting to their preferences. In this episode, we dive into this development and talk about how you can adapt in the same way. (Spoiler: it's about combining B2C simplicity with B2B depth in e-commerce and marketing strategies).

The other major story this week was a tragic one: the major bridge collapse on the East Coast. The human toll was awful, and the disaster compounds with disruptions for inbound and outbound traffic for ships. How will this disaster—combined with the rebound of durable goods orders in February—impact the economy?

We also highlight the importance of understanding the changing buyer journey and how AI can enhance the customer experience. Additionally, we discussed the role of AI in manufacturing and cybersecurity, particularly Microsoft's Copilot in aiding cybersecurity officers.

We cover a lot this week, so don't miss out! Remember to follow us on all the social platforms: YouTube, TikTok, Instagram, and Facebook.

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Leveraging Data and Creating Supply Chain Resilience, With Guest Scott Costa

Fri, 22 Mar 2024 11:00:00 -0700

In this week's episode, Kevin and Tom are joined by Scott Costa, Publisher of the Electrical Distributor magazine (tED). Scott gives his unique insight to the importance of data-driven decisions in B2B marketing and the false allure of solely relying on intent data, emphasizing the need to focus on creating demand earlier in the process rather than just capturing existing intent.

We also delve into the significance of resiliency in supply chains, particularly in the context of manufacturing and distribution: how can businesses adapt and innovate to navigate supply chain challenges effectively? Additionally, we explore the evolving landscape of e-commerce and marketing, touching on the complexities of B2B intent data and the considerations surrounding data maturity in organizations.

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Balancing Economic Data With The Customer Experience In eCommerce

Fri, 15 Mar 2024 15:00:00 -0700

These are tumultuous times in wholesale distribution: U.S. small business sentiment fell in February to the lowest level since May due to continued concerns around inflation. In addition, the consumer price index, a broad measure of goods and services costs, increased 0.4% for the month and 3.2% from a year ago. Combine this with strikes at East Coast ports and shipping restrictions through the Panama Canal, and you've got a messy situation.

But when it comes to those all-important buyers, this economic data hardly matters: they're more concerned with the customer journey. In fact, 86% of B2B retailer buyers said they're willing to switch suppliers if another B2B web store offers a better experience, according to new survey data from Sana Commerce.

So what are wholesale distributors and manufacturers supposed to do with this? Where do you focus your attention and resources? How do you look at this data and see its relevance to your business? This week, Kevin and Tom look behind the headlines to bring you deep analysis and insight into these topics and more - it's an episode to help you make heads or tails of a constantly changing wholesale marketplace!

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Wholesale Inventory & Supply Chain: What It Means For Your Bottom Line

Fri, 08 Mar 2024 12:00:00 -0800

According to Reuters, U.S. wholesale inventories fell more than initially thought in January of 2024, which could negatively impact economic growth estimates for the first quarter. Inventories dropped 0.3% instead of dipping 0.1% as estimated last month. At January's sales pace it would take wholesalers 1.36 months to clear shelves, up from 1.34 months in December.

So what does this mean for wholesale manufacturers and distributors? How does it affect your bottom line when it takes longer to turn over your inventory, or longer to get inventory in your warehouse? And what can you do to mitigate the risk and the cost,

On this week's episode, Tom and Kevin and joined by Mike Mortensen, CEO of ARG Industrial, to get deep insights to these issues and more. We also take a look at how risk is becoming the "new normal" for the global ocean shipping industry that handles 80% of global trade, as well as how developments in generative AI could create more rapid change in the workplace and the economy than previous waves of tech advances.

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Ethics In AI And The Importance Of Personalization In B2B Marketing, With Guest Mike Hockett

Fri, 23 Feb 2024 14:00:00 -0800

In the competitive world of wholesale distribution, businesses are increasingly recognizing the transformative power of tailoring their marketing efforts to meet the unique needs of individual clients and stakeholders. It's no longer a "one size fits all" marketplace: personalizing your customer journey and customer experience is key to retaining business. This week, Tom and Kevin, along with their guest Mike Hockett, Executive Editor of Modern Distribution Management, dive into this topic to reveal that B2B Market Personalization may be the hottest trend of 2024. We also take a closer look at looming ethical questions regarding the use of AI in wholesale manufacturing and distribution, including why industrial organizations are such ripe targets for ransomware attacks.

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B2B Marketplaces and AI Tools Coming Faster Than Expected

Fri, 16 Feb 2024 13:00:00 -0800

In 2006, there were less than 80 B2B marketplaces in the world. Within the next two years, that number will top 1,000. At the same time, Generative AI is reshaping the job market, subtly influencing job postings rather than triggering widespread layoffs. The tools for wholesale distribution and wholesale manufacturing are increasing exponentially...so how does this effect your wholesale channels? This week, Kevin and Tom take a hard look at the latest news on these two important subjects, and provide their unique perspective—and decades of experience—to the explosion of both AI and B2B marketplaces.

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Global Trade Shifts And AI Deep Fakes: Managing Disruptions In 2024, With Guest Mike Franz

Fri, 09 Feb 2024 13:00:00 -0800

For the first time in two decades, the U.S. has purchased more goods from Mexico than it has from China, providing further evidence for how much global trading patterns have shifted. Indeed, supply chain managers have seen an increasing need to adopt new technologies, including a growing initiative to increase nearshoring or onshoring efforts. Disruptions in wholesale distribution and manufacturing seem to be everywhere…but that only creates new opportunities for businesses that have the willingness—and the know-hot—to adapt. On this episode, Tom and Kevin are joined by Mike Franz of InSupply to provide insight to these issues and a whole lot more: 2023’s dramatic increase in B2B eCommerce, the risks of Deep Fakes to your cybersecurity, and more intriguing economic news.

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The Supply Chain Snags While AI Rolls Along

Fri, 02 Feb 2024 16:00:00 -0800

The fragility of the world’s supply chains has been underscored again by escalating tensions in the Red Sea and decisions by major shipping companies to bypass the Suez Canal in favor of a longer and safer route around Africa. But "longer" can mean two things: delays in delivery and more expense. What does this mean in the face of other economic factors that point to a booming recovery (and potentially no recession)?

Meanwhile, AI continues to dominate the tech landscape. According to a Forbes report, tools like ChatGPT and Midjourney are increasing in popularity, allowing marketing teams to streamline or automate the creation of all sorts of content. However, FTC Chair Lina Khan has launched an inquiry into generative AI partnerships, looking to find whether such partnerships pursued by dominant companies "risk distorting innovation and undermining fair competition."

So what does this all mean to wholesale manufacturers and distributors? This week, Tom and Kevin give their unique insight to the news that affects WD the most, offering valuable solutions and expert perspective.

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Great Economic News for Manufacturers & Distributors! But Where Do We Go From Here?

Fri, 26 Jan 2024 16:00:00 -0800

U.S. business activity picked up in January and inflation appeared to abate, with a measure of prices charged by companies for their products falling to the lowest level in more than 3-1/2 years. Combined with a GDP report indicating growth at a whopping 3.3%, it appears the economy kicked off 2024 on a strong note. So what does that mean for wholesale distributors and manufacturers? This week, Kevin and Tom look behind the optimistic numbers to see how and why the economy appears on the right track, and what might be expected for WD in the coming quarter.

We're also proud to introduce the new format of our informative newsletter, Around The Horn, a series of weekly updates, links and reports on the happenings around the Manufacturing, Distribution and Business World! We are sharing news, announcements, and interesting technology that you'll certainly find of interest. Click here to subscribe!

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Shipping Challenges, M&A, And A Whole Lot More, With Guest Will Quinn

Fri, 19 Jan 2024 12:00:00 -0800

The conflict in the Middle East has had repercussions throughout the wholesale distribution industry. According to Reuters, global trade declined by 1.3% from November to December 2023 as militant attacks on merchant vessels in the Red Sea led to a plunge in the volumes of cargo transported in that key region, while CNBC reports that Houthi attacks in the Red Sea are not only driving up sea freight, but air freights as well, as global trade flows get increasingly disrupted. How will this impact wholesale distribution in the United States and globally? To answer that question, we brought in Will Quinn, "The Distribution Guy," to get his expert analysis on the situation. We're also joined by Andy Mitchell and Mallory Safety to discuss the latest in mergers & acquisitions in independently owned distribution. These are some key insights you don't want to miss!

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Wholesale Industry Icons Review ‘23 and ‘24

Fri, 12 Jan 2024 16:00:00 -0800

For a very special episode of Around The Horn, we've assembled a top-notch roundtable of experts in wholesale distribution and manufacturing: Dirk Beveridge, Founder of UnleashWD; Ian Heller of the Distribution Strategy Group; and Mike Marks, Founding Partner at Indian River Consulting Group. Together with Tom & Kevin, we go "Around The Horn" to discuss the key takeaways from 2023 and the big trends to watch out for in 2024: what were the highlights and lowlights for manufacturers and distributors last year? What kind of technology was adopted in 2023, and what's on the horizon for 2024? How can you build more solid relationships with manufacturers and end-users in 2024? We then wrap-up this informative episode with prognostications from our team of specialists: how do wholesale distributors stay ahead of the game in 2024? It's an episode you don't want to miss!

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Top Economic Insights For Wholesale Distributors in 2024

Fri, 05 Jan 2024 14:00:00 -0800

Most prognosticators agree: the economic outlook seems pretty rosy as we head into 2024. Construction spending during November 2023 was estimated at a seasonally adjusted annual rate of 11.3% above November 2022, while revenues are expected to increase in 15 of 18 manufacturing industries and 16 of 18 services-sector industries. But do disruptions in global supply chains, fueled by geopolitical crises, threaten to undo all this economic progress? In our 2024 kickoff episode, we give our top economic insights (and some economic predictions as well) for the wholesale distribution industry. And as always, we talk take a deep look into how artificial intelligence plays into all of this!

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New AI Advancements—And Cyber Threats—In Wholesale Distribution

Fri, 22 Dec 2023 13:00:00 -0800

As 2023 wraps up, wholesale distribution finds itself in a period of unprecedented technological advancement...along with cyber threats to match. While Generative AI and other machine learning tools are being added to ERP at a rapid pace, bringing new levels of automation and efficiency to business processes across the enterprise, threats still continue to grow. Threats to cybersecurity continue to be significant and complex, making it imperative that companies create best practices for cyber in 2024. In our final episode of 2023, we take a deeper look into how new advancements in AI make it even more important for wholesale distributors to make sure they're not only taking advantage of this revolution, but are protecting themselves from threats.

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The Impact Of Onshoring On Wholesale Distributors

Fri, 15 Dec 2023 15:00:00 -0800

Providing product on time, on budget, and on spec is driving suppliers and retailers at every level to rethink their production and sourcing outside the United States. This onshoring has the potential to benefit not just wholesale distributors, but all kinds of small and mid-cap companies. On this week's podcast, we take a deeper dive into the new phenomenon of onshoring, and look at how it affects supply chain, inventories, time-to-market, and your all-important bottom line. Plus, we take a look at some of this week's top stories on the economy, and discuss new AI technology that's helping with the complicated selection and purchasing of multifaceted products that could have large numbers of components.

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Cybersecurity: Why It's Critical For Manufacturers and Wholesale Distributors

Fri, 08 Dec 2023 13:00:00 -0800

Cyberattacks surged this year, with millions of companies falling victim to ransomeware attacks. Ransomeware "gangs" are getting even more sophisticated, targeting organizations with critical user data, such as government and healthcare facilities. How do you keep your all-important data safe, especially as you integrate more AI into your systems? This week, Kevin and Tom break down all the latest information, giving wholesale distributors and manufacturers greater insight into how to stay protected. We also take a look at the latest news in artificial intelligence, as Google took its next leap in AI with the launch of project Gemini, a model trained to behave in human-like ways that’s likely to intensify the debate about the technology’s potential promise and perils.

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Unraveling The Complexities Of The Latest Economic Data With Guest Paul Kennedy

Fri, 01 Dec 2023 14:00:00 -0800

Last week, the government upgraded its estimate for quarterly economic growth to a 5.2% annualized rate. But what really drove that growth? Meanwhile, Amazon quietly became the biggest parcel delivery business in the United States...but how? And what will happen to the economy downstream when the economic impact of the UAW strike hits manufacturers and suppliers? This week, we're joined by guest Paul Kennedy, CEO of Dakota Supply Group, to help unravel the mysteries of this economic data. In addition, we'll look at some surprising developments in AI (and spoiler alert, it's not about Sam Altman).

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Has Inflation Reached Its Peak? A Look At The B2B Wholesale Economy.

Fri, 17 Nov 2023 13:00:00 -0800

With the UAW strikes getting resolved, hiring for the holiday season, falling mortgage interest rates, and a 10% rise in the stock market, are we seeing a real turnaround in the economy? If so, what will the impact be for wholesale distribution? This week, we take a closer look at the latest news on the late-year economy. We also look at AI advancements for managing the supply chain and automating the revenue process (and the key to managing your data), and how this fits into what we call The Four Pillars of Digital Transformation. It's an informative episode you don't want to miss!

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Big Changes In AI Regulations And Cyber Security

Fri, 10 Nov 2023 10:00:00 -0800

All things AI took some twists and turns this week. After the Biden Administration announced plans to help regulate AI, some companies are left scrambling for answers on what it all means. Meanwhile, Amazon disclosed an ambitious effort to train Large Language Models in a manner that will allow them to compete with the biggest names in AI technology. What does it all mean? This week, we take a close look at all the AI news and what it means for wholesale distribution. In addition, the new data on Q3 2023 is out, and the news looks good: Federal Reserve policymakers decided to hold rates steady after weighing strong economic data, while new orders for manufactured goods in September—up six of the last seven months—increased $16.1 billion or 2.8% to $601.5 billion. Yet, the devil is always in the details. The impact of higher long-term bond yields, as well as some signs of a slowdown, may convince the Fed to hike rates further to bring down inflation. How can you forecast what's to come? We'll dot the i's and cross the t's on this new economic data, and what it means for the remainder of Q4 in wholesale distribution.

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Rise Of The Robots! With Guest Mahesh Yegnaswami

Fri, 03 Nov 2023 11:00:00 -0700

According to Reuters, small and medium-sized companies in Germany are turning to automation as the gradual exit from the workplace of Germany's post-war "baby boom" generation tightens the labor squeeze. Can we expect to see the same thing here in the U.S., and will further increases in automation create a new boon for wholesale distributors? This week, Kevin and Tom are joined by Mahesh Yengaswami, a Director of Global Channel Sales at 3M, to take an in-depth look at the rise of robot and AI automation in manufacturing. We also look at the recent international agreement to a code of conduct for companies developing advanced artificial intelligence systems, as governments seek to mitigate the risks and potential misuse of the technology.

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Leveraging Data For B2B Sales With Guest Ron Paulson

Fri, 27 Oct 2023 15:00:00 -0700

Everyone talks about using data to help generate sales, but what does that really mean in a B2B environment when your data is spread out all across the supply chain? This week, Kevin and Tom feature guest Ron Paulson, a 30-year veteran of Granger and now the Founder of Paulson Advisory, to give an insider's view about the best way to find, mine, and leverage your B2B customer data. We also discuss this week's hot news topics, including big developments in the auto workers strike, the faster-than-expected growth in US GDP, and all the latest in AI.

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Optimizing Your B2B Marketing Funnel With Guest Dan Vanacore

Fri, 13 Oct 2023 14:00:00 -0700

Do you assume that a prospective customer moves seamlessly from awareness to consideration to conversation in a pre-determined way? If so, you may be in for a shock. According to a new report, many B2B marketing experts agree the traditional marketing funnel is no longer fit for purpose. This week, we're joined by Dan Vanacore, Director of New Business Development at Cloud 9 ERP Solutions, to take a closer look at what can be done to create and nurture your B2B eComm customer journey. We also examine how the UAW's continued strike could have larger affects on wholesale distribution, and of course, more on the continuing growth of AI.

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How Real Is The Economic Recovery In Wholesale Distribution? With Guest Lindsay Young

Fri, 06 Oct 2023 12:00:00 -0700

According to Reuters, U.S. manufacturing took a step further towards recovery in September as production picked up and employment rebounded, while prices paid for inputs by factories fell considerably. In fact, B2B buyers are placing more frequent orders online, according to Forrester Research. Is this post-COVID recovery real, and how will this potential economic boom land with new concerns over recession? This week, we're joined by 3 Aspens Media founder Lindsay Young to help make sense of the numbers. We also take a deeper look at Ernst and Young’s recent survey of major CEOs, which revealed that a mere half have ventured into AI adaptation. The clock is ticking, and for those lagging, catching up might soon be a monumental task!

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The Secret Link Between The Economy, AI, and Data, With Guest Will Quinn

Fri, 29 Sep 2023 15:00:00 -0700

Ever notice how news stories about the economy increasingly appear side-by-side with stories about AI? There's a link between these two very important elements, as well as with their big brother: data. On this week's episode, we're joined by Will Quinn, Director of Industry Solution & Strategy at Infor, to reveal this fascinating interconnection and its relationship to wholesale distribution. We'll also discuss the ramifications of the UAW strike as it enters its third week and could expand to more automotive facilities.

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Production, AI, & Labor Strikes With Guest Mike Mortensen

Fri, 22 Sep 2023 11:00:00 -0700

With the United Auto Workers strike in full swing at 3 facilities, production at U.S. factories barely rose in August as motor vehicle output dropped, and further activity could plunge in the months ahead. What does this mean for the near term and long term outlook for wholesale distribution? This week, Kevin and Tom are joined by Mike Mortensen, President & CEO of ARG Industrial, to lend their unique insight to the strike situation and more. We also discuss new privacy concerns over AI, and take a closer look at the recent meeting in Washington, D.C., where top tech leaders were questioned on some of the biggest issues regarding this technology.

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ISA Summer Series Recap With Guests Brandon Breen and Kristin Kraai-Keely

Fri, 15 Sep 2023 12:00:00 -0700

Did you miss ISA Summer Sessions? Then we've got you covered! This week, Tom & Kevin are joined by Kristin Kraai-Keely and Brandon Breen, who organized these informative ISA sessions. We'll review the most important topics and key takeaways from these talks and get you up to date. And if you were able to attend, you won't want to miss these unique, personal insights from the sessions' organizers.

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Getting The Most Out Of B2B Ecommerce Growth

Fri, 08 Sep 2023 10:00:00 -0700

According to a recent Digital Commerce 360 survey, B2B eCommerce growth is continuing in the wholesale distribution sector...yet only 17% of those surveyed said they offered full end-to-end integration of commerce transactions. Is your company one of those, and are you missing out on this exciting growth trend? This week, Tom and Kevin dive into the facts and figures to show the trends in B2B eComm growth. Additionally, we take a look at the contraction in U.S. manufacturing, and how the pace might be stabilizing at lower levels. And of course, we wrap it up with the latest news in AI, and how important it is to use platforms that are officially sanctioned.

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A Look At The Manufacturing Economy With Guest Bart Schwartz

Fri, 25 Aug 2023 13:00:00 -0700

Manufacturing activity in the U.S. Mid-Atlantic region grew at its strongest pace since April 2022, as new orders surged amidst robust consumer demand. But at the same time, government data reveals that for the first six months of 2023, all distribution and manufacturing sales were flat at about $10.93 trillion. What's the deal here? To find out, we brought in manufacturing consultant Bart Schwartz to help give us an insider perspective on the current state of the manufacturing economy. We also discuss how AI is being used for recruitment, and even take a look at the idea of luck: what do lucky people do that makes them lucky?

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The Effect Of Deflation On B2B, With Guest Ian Heller

Fri, 18 Aug 2023 11:00:00 -0700

Understanding the relationship—and unintended consequences—of how economic factors intertwine is not an easy thing to wrap your head around. But this week, Tom & Kevin are joined by Ian Heller, founder of Distribution Strategy Group, to talk about how ongoing economic changes impact wholesale distribution. We also discuss the risks associated with lower prices and deflation, and how "data Quality" really matters for your business. In our ongoing look at artificial intelligence in wholesale distribution, we ask if AI should be a feature or a strategy, and take a closer look at Amazon's AI review tool and ask what could be next!

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The Economy, The Metaverse, and AI In Distribution

Fri, 11 Aug 2023 13:00:00 -0700

Is the metaverse just the next wave of video gaming, or the future of wholesale distribution? The industrial metaverse enables more resilient supply chains and localized manufacturing through the use of existing tools such as digital twins. In an interesting contrast, four in ten people expect AI to improve work quality and creativity, while three in ten expect a deterioration. This week, Kevin and Tom take a deeper look at the metaverse, AI, and the promise that technology may (or may not) hold for the future of wholesale distribution. We also take a look at new economic data: manufacturing has slowed in 2023, yet small businesses are noticing slightly better business conditions, creating a less pessimistic outlook about the economy’s future. So why the contrast?

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Our One-Year Anniversary With Guest David Gordon

Fri, 04 Aug 2023 12:00:00 -0700

Believe it or not, we've been producing Around The Horn in Wholesale Distribution for a year now! To celebrate, we're joined by David Gordon, President of Channel Marketing Group, to take a look at the state of wholesale distribution. Consumer confidence is up, unemployment is down, but fears of recession are still on the horizon. How does that make sense? Are those fears regional, national, or global? Kevin, Tom, and David take a deep dive into the news to separate the soundbites from the data points and reveal some true insights. Oh, and happy birthday to us!

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Data, Tech and Supply Chain: Are You Planning For What's Coming Next?

Mon, 31 Jul 2023 21:00:00 -0700

Some distributors are choosing to go beyond the traditional e-commerce channel and venture into the B2B marketplace space, and they are seeing a massive ROI as a result. Are you prepared to make the same leap? This week, Kevin and Tom discuss how your data—and the way you manage it—is key to making successful eComm moves. Spoiler alert: if distributors are not willing to adapt to the changing needs and wants of customers, they’ll be leaving money on the table and losing customers to more forward-thinking competitors. We also take a look at mergers & acquisitions for the month of June...with some surprising results.

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A Special Conversation With Dirk Beveridge

Fri, 21 Jul 2023 13:00:00 -0700

This week, Kevin and Tom are proud to feature guest Dirk Beveridge, the visionary entrepreneur and the founder of UnleashWD, the premier design, strategy, and innovation firm in wholesale distribution. In an in-depth, hour-long conversation, Dirk discusses his takes on topics ranging from AI in manufacturing to online buyers and much more. It's a conversation that's both informative and insightful - one you'll won't want to miss!

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Exploring The Amazon B2B Strategy With Brian Beck

Sat, 15 Jul 2023 11:00:00 -0700

There's no two ways around it: every wholesale distributor will eventually need a B2B Amazon strategy. This week, Tom & Kevin feature author, consultant, coach, and all-around B2B guru Brian Beck to Around The Horn to talk about what this all-important customer journey should look like. In addition, Brian shares his insights to supply chain logistics and how AI is rapidly changing the entire wholesale distribution landscape.

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Overcoming Supply Chain Challenges and AI Security Issues

Fri, 07 Jul 2023 13:00:00 -0700

Data integrity, data security, and supply chain efficiency may be three of the most important issues facing wholesale distribution in the 21st century. And with the advent and proliferation of AI, security and integrity take on new challenges we could not have predicted even two years ago. In this episode, Kevin and Tom take a deep dive into how wholesale distributors can face these challenges head-on, including redesigning your supply chain for nearshoring, and integrating platforms that keep your data clean and safe.

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How To Mine The Treasures In Your Data

Fri, 30 Jun 2023 13:00:00 -0700

Where is the data kept in your business? Is it...all over the place? Then you're not alone, but a little clean-up would do your business good. Marketing automation software, ERP, CRM, data warehouses, are just some of the different place where your valuable data can be stored, but the importance of "clean data" and managing that data properly can mean the difference between success and failure in your wholesale distribution business - especially if you're looking to gain an advantage with AI. On today's episode, Kevin and Tom are joined by Kristen Kraai-Keely to discuss this important topic, as well as other important news of the week.

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AI Regulation: Much Needed or Too Much Big Brother?

Fri, 23 Jun 2023 17:00:00 -0700

Six months after ChatGPT became an overnight success, The U.S. and the EU are racing to develop rules and draft laws to address both the benefits and risks of generative AI. At the same time, CNBC reports that Generative AI in supply chains will be able to forecast demand, predict when trucks need maintenance, and work out optimal shipping routes, virtually eliminating human touchpoints in the supply chain. So, is talk of regulation a good thing or oversight over-reach? This week, Kevin and Tom are joined by Mike Franz to discuss this topic and others in an informative conversation you won't want to miss.

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B2B eComm Surprises and Buyers Using ChatGPT Oh Boy!

Fri, 16 Jun 2023 14:00:00 -0700

If you thought that wholesale distributors didn't need to concern themselves with ChatGPT and the whole AI phenomenon, think again. Buyers are using ChatGPT—even in their cars—to do research and price shopping. In this episode, Kevin and Tom look at this and other surprises in the eCommerce purchasing space. As nine out of 10 manufacturers intend to hike prices in the second half of this year, and only 67% of manufacturers are positive about their own company’s outlook, these are insights you won't want to miss!

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When Orders Rise (While Shipping Slows)

Fri, 09 Jun 2023 15:00:00 -0700

The effects of COVID are still taking their toll on wholesale distribution. The bad news? The maritime supply chain is beginning to break, with delays at processing terminals along the west coast. But the good news? Manufactured goods orders saw their 4th rise in 5 months. So how do wholesale distributors profit long term in an environment where buying is still strong, but delivery has issues? This week, Kevin and Tom are joined again by expert Tom May, and help provide insight to these questions and more. Is there a secret to "shoring up" and shortening the supply chain?

Remember to read the Around The Horn Newsletter, where we source all our news stories and provide unique insight to the world of wholesale distribution!

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Is AI A Business Or IT Function?

Fri, 02 Jun 2023 15:00:00 -0700

72% of respondents in a 225 U.S. executives survey recently conducted by KPMG said that generative AI could play an important role in increasing productivity. So whose role is it: business divisions or IT? In this episode of Around The Horn, Kevin and Tom discuss how B2B marketers are hopeful about AI, and the reasons why some are even upbeat about the economy. We also take a look at the sluggish adoption and implementation that is slowing down the digitalization of industrial production chains, as well as the growing number of CEOs that are starting to realize that cyberattacks are a bigger existential threat than economic uncertainty.

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The Yo-Yo Economy And What It Means For Wholesale Distribution

Fri, 26 May 2023 13:00:00 -0700

U.S. economic activity rose to a 13-month high in May, despite a cooldown in the manufacturing sector. How much of a cooldown? Container volumes slumped at ports on the East and West coasts, as some of the largest facilities saw year-over-year double-digit drops. It's a Yo-Yo economy, and if you're not planning for it, you could find your business on the bottom end of the string. On today's episode, Kevin and Tom examine the factors that lead up to this situation, and reveal how wholesale distributors can help prepare for "the ups and downs" of the B2B marketplace.

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Channel Conflicts: What You Need To Know To Support the B2B Buyer Journey

Fri, 19 May 2023 12:00:00 -0700

Confusion between distributors, dealers, and manufacturers can wreak havoc on the customer channel, costing you valuable business. On this week's episode, Kevin and Tom are joined by Brandon Lee to talk about how fixation on the customer experience is key to the success of your wholesale distribution model. In our continuing discussion on artificial intelligence in WD, we look at how Microsoft's research team argues that GPT-4 shows signs of human reasoning—a step toward AGI. It's another episode you won't want to miss to stay at the forefront of breaking news in wholesale distribution.

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Why It Matters If You're A Gen1 or Gen2 Manufacturer or Distributor

Fri, 12 May 2023 13:00:00 -0700

The future is here whether we like it or not: 73% of companies use generative AI tools to create text, images, videos, or other marketing content, while Forbes predicts that companies that can successfully leverage the opportunities offered by automation, artificial intelligence (AI), and other pillars of the “fourth industrial revolution” have everything to gain. Is "Gen2" too far ahead of Gen1? Join us as Kevin and Tom discuss these fascinating topics and more, and how your success in wholesale distribution may depend on adapting and adopting...fast.

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Buckle Up! The Digital Revolution In Wholesale Distribution World Is Here.

Sat, 06 May 2023 11:00:00 -0700

Artificial Intelligence negotiating price and purchasing terms? Industry 4.0 technologies creating immediately sustainable practices? Nearshoring, automation, and supplier diversification? It's not science fiction...it's the wholesale distribution environment of today. On this week's episode, Kevin and Tom take a look at how the digital world of WD is changing fast, and how you can not just stay on top of it, but profit from it!

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Are Distributors Growing Faster Than Manufacturers In eCommerce?

Sat, 29 Apr 2023 11:00:00 -0700

It may seem upside down, but it's the question that everyone is asking: are distributors growing faster than the manufacturers that supply their goods? In this episode, Kevin and Tom discuss the implications of this growing trend. In addition, we take a look at "Near Shoring" in the supply chain - the rising popularity of taking things from off-shore to on-shore - as well as the ever-changing profile of today's buyer. And do we discuss AI? It's the hot topic in wholesale distribution, and one of the hottest topics on the podcast!

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Buyers, Sellers, & The Times They Are a-Changin'

Fri, 21 Apr 2023 17:00:00 -0700

Revenues generated through Amazon Business have grown by 40% as its global customer base increased by 20% over the past two years. Meanwhile, McKinsey's research finds that 70% of B2B decision makers are prepared to spend up to $500,000 in a single ecommerce transaction. What does this mean for wholesale distribution? That the times are indeed a-changin'. Join Kevin and Tom as they make sense of the evolving buyer and seller landscape in this don't-miss episode!

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Why Customer Experience Is Essential to Growth

Fri, 14 Apr 2023 13:00:00 -0700

As a business owner or marketer, have you ever taken your own customer journey? Have you gone down the path your company developed from sale to fulfillment and beyond? In this episode, Kevin and Tom are joined by Marty McLaughlin, CMO of Affiliated Distributors, to discuss the importance of a smooth, enjoyable customer experience. What are the essential elements of a successful customer journey, and what does your company jeopardize without one? It's a fascinating conversation, and one you won't want to miss!

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Where the Cool Kids Meet!

Fri, 07 Apr 2023 18:00:00 -0700

This week, Kevin and Tom are joined by Brendan Breen to talk about the big shindig coming up: ISA23. The Industrial Supply Association's annual conference takes place April 17th to 19th in Phoenix - one of the biggest wholesale distribution conventions of the year. We preview the conference, talk about networking opportunities, and then discuss the week in WD news. See you at the 'con!

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Why Tech Strategy, Changing Buyers, and eCommerce Go Hand In Hand

Fri, 31 Mar 2023 15:00:00 -0700

New research revealed that most firms are struggling to effectively implement supply chain technology. This comes at a time when visual commerce technology is making its mark in B2B digital commerce, and brands face increased pressure to level up against competitors with a digital shelf strategy to help consumers easily find product pages. In this episode, Kevin and Tom discuss how tech strategy plays an increasingly important role in wholesale distribution, and why it's so important to stay on top of how changing buyer habits affect eCommerce.

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The Changing Habits of B2B Buyers

Sun, 26 Mar 2023 12:00:00 -0700

B2B buyers are changing fast. Does it matter to wholesale distribution? In this episode, Kevin & Tom take a deeper look at the WD news of the week to analyze the changing habits of B2B buyers. These habits affect the supply chain, but the way distribution needs to look at their marketing plan. Don't miss this important and in-depth conversation!

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Blockchain and The Metaverse in Wholesale Distribution

Fri, 17 Mar 2023 13:00:00 -0700

It may sound like science fiction, but the future is now in wholesale distribution. On this week's episode, we talk with Tom May about enterprise-centered and customer-centered block chains in the supply chain, and the impact these have on WD. and is the metaverse at play in wholesale distribution? You bet it is, and our experts reveal why you need to stay ahead of the curve on this development if you're going to compete. Finally, we round out the episode with a look at the hot new topics in B2B, supply chain, and wholesale distribution.

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Millennials: The New Drivers Of Wholesale Distribution

Fri, 10 Mar 2023 12:00:00 -0800

Who is the Millennial buyer, and how are they driving wholesale distribution? On today's episode, Kevin and Tom are joined by special guest Pierre Barbeau, CEO of Moblico, to discuss how Millennials continue to drive current trends in WD. Diving into the news, the team also discusses global supply chain strategies and challenges, the record drop of transportation prices (except in Southern California ), and lessons from eCommerce that can be applied to in-store customer experiences.

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TikTok In B2B? Who'd Have Thought?

Fri, 03 Mar 2023 15:00:00 -0800

As Millennial and Gen Z buyers make more demands for online B2B distribution, distributors and marketers alike are taking another look at TikTok. On today's episode, Kevin and Tom are joined by Brandon Lee, a Fractional Chief Transformation Officer and one of the top voices in "Social Selling." Together, they discuss the TikTok influence in wholesale distribution, along with ho companies are using data to optimize the manufacturing process. Finally, we give you 3 ways to give your company what it needs in 2023 to work smarter, not harder.

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Robots, Web3 and The MetaVerse in Wholesale Distribution

Fri, 24 Feb 2023 15:00:00 -0800

If you think Web3 and the Metaverse is something just for Gen Z, think again. Businesses hold face-to-face meetings remotely and virtually, and can don VR and AR headsets to train, visualize, and collaborate. Several generations have become accustomed to digital interfaces, software and interactivity, and global connectivity. We immerse into the digital and increasingly draw it out across the physical world. In this episode, Kevin & Tom and their panel of WD thought leaders look at how the Metaverse will affect wholesale distribution, and how smart companies will take advantage of this exciting new technology.

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Doubling Down On Data!

Fri, 17 Feb 2023 15:00:00 -0800

Digital transactions, omnichannel sales, ChatGPT in wholesale distribution….we ain't seen nothing yet! In this episode, we're joined by Tom May, Will Quinn, and Brian Conley, who explain how the growth of digital sales is moving well beyond eCommerce. We also discuss how "Digital Brand Optimization" (DBO) may replace SEO as a new trend in the B2B marketplace. Finally, we wrap things up with a roundtable discussion on recent economic news and M&A activity in wholesale distribution.

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The Uncanny Growth Of The B2B Marketplace

Fri, 10 Feb 2023 13:00:00 -0800

The B2B marketplace continues to explode in 2023, and getting in on the trend is critical for wholesale distributors. In this episode, Kevin and Tom are joined by Brendan Breen with the Industrial Supply Association, who discuss this trend as well as ChatGPT’s coming impact on CRM. We also talk about two important upcoming events: NAW (the National Association of Wholesalers annual event) and ISA23 in Phoenix. You don’t want to miss these insights!

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2023? So Far, So Great!

Fri, 03 Feb 2023 17:00:00 -0800

On the heels of a better-than-expected jobs report, 2023 is off to a great start. We’ll explain why manufacturers are planning on spending big this year, and why so many M&A deals are happening now. We also give our some Supply Chain predictions for the year, as well as the pros and cons related to manufacturers selling direct, and how this impacts their distributor relationships.

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Is AI The Future of WD?

Fri, 03 Feb 2023 16:00:00 -0800

The emergence of artificial intelligence in our daily work life—especially in the form of ChatGPT—is causing a revolution in wholesale distribution. Will it end up replacing jobs or creating more of them? In this episode, Tom & Kevin reveal why this future should be embraced and not feared, and the important ways AI can be used to both increase WD efficiency and create new customer channels.

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Gaining The Competitive Edge With Lee Richards

Thu, 02 Feb 2023 12:00:00 -0800

We are joined by Lee Richards, VP of Sales from The Brooks Group. Lee gives his unique perspective on this week’s news in wholesale distribution and discusses the latest in sales training and motivation techniques his company uses to give clients a competitive edge. Tom, Kevin, and Lee also discuss the enthusiasm they continue to see within wholesale distribution and how the layoffs in tech should not expand to WD. Tom leads a discussion of how company culture impacts growth, employee retention, and much more.

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Layoff, Tech Stacks & Millennials, Oh My!

Thu, 02 Feb 2023 12:00:00 -0800

In our latest episode, we take a deep dive into the biggest headlines affecting wholesale distribution, including massive layoffs at Amazon and Salesforce. We also discuss the hazards of keeping data siloed within your organization, and how Millennials—which now make up half of all B2B purchasers—are changing the distribution game. Finally, we look at the importance of your Tech Stack, as well as a few growth predictions for 2023.

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Around the Horn Debuts!

Thu, 02 Feb 2023 12:00:00 -0800

On our debut podcast episode, we welcome Jennifer Murphy, President of NetPlus Alliance. Together, we look at what’s happening this week in wholesale distribution, then address a broad range of topics including utilizing the blockchain in wholesale distribution, the evolution of buying groups, and company branding through effective SEO and other techniques. We also look at the expansion of B2B e-Comm platforms and the evolution of Zorro as a B2B eCommerce platform, as well as how AI may help—or hinder—the future of CRM.

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Around the Horn in Wholesale Distribution Podcast

The AI-Native Distributor: Agentic Buying, Smart CRM and the Future of Growth

Data Centers Everywhere, Section 301 Tariffs, and Amazon Business Crushing It: What A Time To Be Alive!

What Is CRM-ERP Integration?

Jason Hein on Hybrid Selling, AI-Powered Customer Intelligence, and B2B E-Commerce

Tariff Refunds, Core Inflation & Data Centers: The New Pressures Reshaping Distribution

Will Quinn on Modern Warehouse Management, AI Adoption, and Supply Chain Visibility

What Happens When AI, Supply Chains, and Economic Uncertainty Collide in Wholesale Distribution?

How "Profitless Prosperity" and Tarrif Refunds Will Affect B2B Marketing Strategy with Taylor St. Germain

Inflation Metrics, Tariff Refunds, and AI Pricing Models with Guest Mark Gilham of Enable

How Global Conflict Is Rewriting Inventory Strategy For Distributors

What is "The Dark Funnel" and How Does It Affect Economic Volatility in Wholesale?

Amazon’s China Pipeline, Tariff Fallout, and Autonomous AI in Distribution

AI Enablement vs. AI Hype: A Practical AI Framework for B2B Growth

Are Tariffs Here To Stay? And What Does That Mean To Supply Chain Strategy? With Guest Alex Chauvsosky

Fuel inflation, MRO Cost Pressure & the Future of Whole Distribution With Steve Levy

Redefining Price Optimization and Inventory Management, with Nelson Valderrama of Intuilize

Inflation vs. Cost Pressure: What Distributors Must Know About Oil, AI, and Section 301 Tariffs

Iran War, $100 Oil, and Supply Chain Disruption: Welcome to Another Friday

Tariffs, AI, and Margin Erosion: What Wholesale Distributors Must Do Now

Nick Pericle on Trade Policy, Robotics, AI Strategy, and Everything Wholesale Distributors Need To Know

Supreme Court Strikes Down Tariffs: What It Means for Wholesale Distribution

AI, Data Lakes, and Distribution Consolidation: The New Distribution Industry Signals

Mike Hockett on Executive Decision-Making in an Uncertain Supply Chain.

Kevin Returns From NAW, And Boy Does He Have A Lot To Say

Trapped Margin, Trade Policy, and the Future of B2B Buying

How AI, Tariffs, and Leadership Are Reshaping Wholesale Distribution

The 2026 Wholesale Distribution Roundtable: Six Experts on What Happened & What's Next

The Great Inventory Slowdown: What Distributors Must Do Next

Mike Hockett on Planning Through Uncertainty and Forecasting The Future of Distribution

The Future of Industrial Leadership in an AI Economy

Agentic Commerce and Contextual Intelligence for Wholesale Distributors & Manufacturers

How Distributors Stay Profitable in An Era of Uncertain Tariffs

More Rate Cuts, More Robots, More AI: What Distributors Need To Know

The Leadership Edge: How Agentic Commerce Will Shape The Future of Wholesale Distribution Growth

Brendan Breen of The ISA on AI, Adaptability, & The Future of Industrial Leadership

What Is AEO And Why Is It Redefining B2B Marketing?

How Does the Government Shutdown Affect the Q4 Playbook for Distributor Growth?

Economic Signals for Distributors: GDP, Fed Cuts, and Tariffs

So The Fed Cut Rates. Will That Help The Supply Chain Slowdown?

Jobs Reports, Tariff Rulings, and the Future of Wholesale Distribution Growth

Why Over 90% of AI Pilots Fail, and What Wholesale Distribution Can Learn From It

How To Future-Proof Wholesale Distribution: Fed Policy, Tariffs, and AI Transformation

"How Can My Wholesale Distribution Strategy Keep Up With Tariff Changes?"

The Jobs Report Missed: Here’s What That Means for Distributors

How AI and Stablecoins Are Rewiring the Supply Chain Economy

Why B2B Buyers Want Sales Reps, Just Not All the Time

From Interest Rates to Cyber Risk: What Distribution Leaders Must Know

How Distributors Can Win in a Soft Landing Economy, with Taylor St. Germain

The New B2B Revolution: AI, Segmentation, and The Hidden Revenue Model

Text-to-Order, GenAI Roles, and AI Scams: Inside the Future of B2B Distribution

Tariffs, Humanoid Robots and AI in Distribution with guest Max Miester (Live from Germany!)

Why 90% of Distributors Say Their Business Model May Be Broken—and What Comes Next

Grow or Go? Tariffs, Tech & Turbo Growth with DSG's Paul Kennedy

Tariffs, Tech, & Transformation: The New Rules of Wholesale Strategy

Inside the Tariff War: What the New Trade Deals Mean for Distributors

Planning, Pricing, and Outpacing Your Competition in Times of Crisis, With Guest Brooks Hamilton

Behind the Trade Wars: The Hidden Opportunities in Supply Chain Disruption

Recession Rumors & Real Data: What the Numbers Actually Say, with Guest Alex Chausovsky

Tariffs, Trade Wars, and the Rise of Made-in-America.

Tariff Tsunami! Don’t Panic, Get Prepared.

How Strategic Purchasing Might Insulate you From Tariffs

Strategic Uncertainty, M&A Shakeups, and the Role of Data in a Changing Industry

Introducing Around The Horn 2.0, with Guest Brendan Breen

87% of Distributors Still Expect Growth—Here’s Why

ISA’s Brendan Breen on the Biggest Trends in Wholesale Distribution

Exclusive Insights To The State of Wholesale Distribution and Manufacturing from Dr. Shawn DuBravac

How Nearshoring, Digital Transformation, & AI Are Reshaping Distribution, with Guest David Gordon

How Wholesale Distributors Can Make Sense Of (and Profits In) Today's Environment

Tariffs, Trade, and Tech: How Distributors Can Win in an Era of Uncertainty

Insights To How AI is Changing Wholesale Distribution From Infor’s Steven Levy

AI Agents, Economic Shifts, and Delivery Solutions in Wholesale Distribution

Three Industry Legends Talk Transformation in Wholesale Distribution

From Ports to Policies: Navigating Wholesale's Next Big Challenges

New Strategies for Wholesale Success in 2025

What's Coming Next in Wholesale Distribution & Manufacturing, with Mark Brohan

Wholesale Distribution Insights: Tariffs, Small Business Confidence, and AI in B2B Sales

Blockchain, AI, and The Modernization of Wholesale Distribution

The Future of Distribution: Smart CRM, Nearshoring, and Economic Trends

How Tariffs and Taxes Will Impact Global Manufacturing and Distribution, With Guest Alex Chasovsky

The Future of Industrial Leadership in an AI Economy