Advertise on podcast: Around the Horn in Wholesale Distribution Podcast

Are wholesale distributors overlooking their biggest growth opportunities by focusing too much on expansion and too little on their existing customers? In Episode 209 of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton explore how organic growth, AI-driven customer intelligence, and smarter technology investments can help distributors increase revenue while navigating interest rate uncertainty, federal debt, cybersecurity concerns, and the challenges of AI adoption. Wholesale distributors and manufacturers face a difficult set of decisions heading into 2027. Rising federal debt, interest rates, tariffs, and unpredictable economic conditions are raising questions about when to expand, how much to invest, and where future growth will come from. Kevin and Tom also discuss the mixed economic signals facing business leaders. They examine the federal budget deficit, the rising cost of government debt, interest rate expectations, and the challenges of making capital investments during periods of uncertainty. A central theme is organic growth in wholesale distribution. Kevin and Tom explain why some of the most valuable opportunities for distributors may already exist inside their businesses. Sales teams can overlook substantial revenue when customers purchase only a fraction of the products and categories available to them. Using customer intelligence, white space analysis, wallet share insights, and AI-enabled sales tools, distributors can identify opportunities, improve customer relationships, and increase sales without necessarily adding branches, inventory, or employees. The conversation also explores the changing role of artificial intelligence in distribution. After years of AI experimentation, companies are beginning to face more practical questions about return on investment, cybersecurity, employee adoption, AI governance, and workflow redesign. For wholesale distribution executives, manufacturers, sales leaders, and technology decision-makers, this episode offers a practical perspective on balancing business risk with the opportunities created by AI and connected business data. What You'll Learn: How to identify hidden revenue opportunities within existing customers, branches, inventory, and sales teams.Why organic growth may offer attractive returns compared with opening new locations or pursuing acquisitions.How federal debt, interest rates, tariffs, and capital costs are influencing distributors' 2027 growth strategies.Why successful AI adoption requires clear business outcomes, cybersecurity safeguards, workflow planning, and employee engagement.How AI can move beyond simple automation to improve sales effectiveness, customer intelligence, and business decision-making.Episode Highlights: 00:00 – Why distributors must understand their technology vendors and cybersecurity risks 10:30 – Economic uncertainty, employment trends, and investment decisions 20:30 – Federal debt, bond markets, and the rising cost of capital 29:00 – Tariffs, Canadian trade, and the risks of expansion 40:00 – Organic growth, wallet share, and missed customer revenue 50:30 – The AI hype cycle and the shift toward measurable business results 1:00:30 – AI effectiveness, practical automation, and new business capabilities 1:11:30 – AI agents, employee productivity, and the future of distribution work Tools, Frameworks, and Strategies Mentioned: Organic Growth Strategy Increasing sales and profitability by making better use of existing customers, branches, inventory, and sales teams. White Space Analysis Identifying products and categories that existing customers could be purchasing but currently are not. Customer Wallet Share Understanding how much of a customer's potential purchasing business a distributor currently captures. Hidden Revenue Detection Using connected business data and sales intelligence to uncover missed sales opportunities, customer risks, and potential growth. Meridian 360 Enterprise Growth Platform LeadSmart Technologies' platform for connecting ERP, CRM, marketing, e-commerce, and other business data to generate actionable customer and business insights. Revenue Expander and Genius Feed AI LeadSmart tools discussed in the episode that help identify opportunities within existing accounts and bring relevant information to sales teams. AI Workflow Redesign Evaluating how work gets done before introducing AI agents, defining the business outcomes, human oversight, and governance required for successful adoption. Closing Insight: Wholesale distributors may already have more growth potential inside their existing businesses than they realize. The opportunity is to connect customer data, identify what sales teams are missing, and use AI to help employees act on those insights. Listen and subscribe to Around the Horn in Wholesale Distribution for ongoing discussions about the economy, manufacturing, supply chains, sales strategy, artificial intelligence, and the future of wholesale 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/ Join the conversation each week on LinkedIn Live. Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter. You can also hear the podcast and other excellent content on our YouTube Channel. Follow us on Facebook, Twitter, Instagram, or TikTok.

Tariffs, fuel costs, AI infrastructure, data centers, and supply chain pressure are creating a complicated planning environment for wholesale distributors and manufacturers. Kevin Brown and Tom Burton break down what the latest economic signals, technology shifts, M&A risks, and AI policy debates could mean for the distribution channel. On Today's Episode: Wholesale distributors and manufacturers are trying to make decisions in a market where the signals do not always line up. Tariffs may be adding pressure to consumer prices. AI infrastructure is helping drive trade, data center demand, and hyperscaler spending. Fuel costs, weather events, geopolitical disruption, and money supply are all adding complexity to the inflation picture. In Episode 208 of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton discuss a New York Fed study on tariff-related inflation and why the findings may not translate cleanly into the B2B distribution world. They also look at AI-related trade growth, data center demand, OpenAI and Anthropic’s impact on hyperscalers, the risk of slowing infrastructure projects, and whether the economy is more fragile than it appears. The conversation also covers how AI can help distributors reduce fuel costs, why geo-planning matters for sales teams, and how distributor-to-distributor marketplaces could help smaller and mid-sized companies trade excess inventory or improve buying power. Kevin and Tom also explore M&A activity, customer concentration risk, supplier concentration risk, private equity, and why valuation depends on more than top-line revenue. The episode closes with a deeper look at AI policy, federal regulation, external model audits, open-source AI, state-by-state compliance risk, Anthropic, OpenAI, and why distributors using AI tools need practical governance instead of more disconnected technology silos. What You’ll Learn: Why tariff-driven inflation may affect consumer goods and B2B distribution differentlyHow AI infrastructure, data centers, hyperscalers, and GPUs are shaping trade and demandWhy fuel costs, weather, geopolitics, and supply chain pressure still matter for business planningHow AI routing, geo-planning, and sales tools can improve distributor productivityWhy customer concentration and supplier concentration can affect M&A valuationHow AI regulation, model audits, and open-source competition could affect distributorsEpisode Highlights: 00:00 – The road to Episode 300 and the opening discussion 04:30 – Around the Horn’s focus on distribution, manufacturing, AI, supply chain, and M&A 08:30 – Meridian 360, enterprise growth platforms, and the risk of disconnected AI tools 13:30 – Tariffs, inflation, and the New York Fed study 25:00 – Why tariff data may not fully capture B2B distribution realities 34:00 – AI infrastructure, data centers, trade forecasts, and hyperscaler risk 43:00 – The K-shaped economy, fuel prices, and consumer pressure 53:30 – AI tools for routing, sales planning, and fuel cost reduction 1:00:00 – Distributor marketplaces, excess inventory, and buying group strategy 1:09:00 – M&A, customer concentration, supplier risk, and valuation 1:18:00 – AI policy, external audits, open-source models, and regulation 1:25:35 – Closing thoughts Tools, Frameworks, or Strategies Mentioned: Meridian 360: LeadSmart Technologies’ enterprise growth platform for wholesale distributors and manufacturers.Enterprise Growth Platform: A connected system that brings ERP, CRM, marketing automation, quoting, e-commerce, data warehouse, and other business data into one place.Blind Spot Survey: A LeadSmart tool designed to help distributors assess where disconnected data may be limiting visibility into customers, teams, and growth opportunities.Geo Planner: A sales planning tool within LeadSmart’s Sales Compass solution that helps reps see customers, leads, and priorities on a map.Sales Compass: LeadSmart’s sales enablement solution within the Meridian 360 family of products.Distributor-to-Distributor Marketplace: A marketplace model that can help distributors trade excess inventory, improve buying power, and support one another through shared access.Customer Concentration Risk: The risk created when too much revenue depends on one customer or a small group of customers.Supplier Concentration Risk: The risk created when too much revenue depends on one supplier or product category.AI Model Audit: A proposed governance mechanism in which large AI models are externally reviewed for safety, security, and risk.Closing Insight: The distributors best positioned for the next stage of growth will not rely on disconnected systems, one-off AI tools, or lagging reports. They will connect their data, understand where risk is hiding, and use technology to turn market complexity into clearer decisions. 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/ Join the conversation each week on LinkedIn Live. Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter. You can also hear the podcast and other excellent content on our YouTube Channel. Follow us on Facebook, Twitter, Instagram, or TikTok.

Tariffs, fuel costs, AI infrastructure, data centers, and supply chain pressure are creating a complicated planning environment for wholesale distributors and manufacturers. Kevin Brown and Tom Burton break down what the latest economic signals, technology shifts, M&A risks, and AI policy debates could mean for the distribution channel. On This Episode: Wholesale distributors and manufacturers are trying to make decisions in a market where the signals do not always line up. Tariffs may be adding pressure to consumer prices. AI infrastructure is helping drive trade, data center demand, and hyperscaler spending. Fuel costs, weather events, geopolitical disruption, and money supply are all adding complexity to the inflation picture. In Episode 207 of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton discuss a New York Fed study on tariff-related inflation and why the findings may not translate cleanly into the B2B distribution world. They also look at AI-related trade growth, data center demand, OpenAI and Anthropic’s impact on hyperscalers, the risk of slowing infrastructure projects, and whether the economy is more fragile than it appears. The conversation also covers how AI can help distributors reduce fuel costs, why geo-planning matters for sales teams, and how distributor-to-distributor marketplaces could help smaller and mid-sized companies trade excess inventory or improve buying power. Kevin and Tom also explore M&A activity, customer concentration risk, supplier concentration risk, private equity, and why valuation depends on more than top-line revenue. The episode closes with a deeper look at AI policy, federal regulation, external model audits, open-source AI, state-by-state compliance risk, Anthropic, OpenAI, and why distributors using AI tools need practical governance instead of more disconnected technology silos. What You’ll Learn: Why tariff-driven inflation may affect consumer goods and B2B distribution differentlyHow AI infrastructure, data centers, hyperscalers, and GPUs are shaping trade and demandWhy fuel costs, weather, geopolitics, and supply chain pressure still matter for business planningHow AI routing, geo-planning, and sales tools can improve distributor productivityWhy customer concentration and supplier concentration can affect M&A valuationHow AI regulation, model audits, and open-source competition could affect distributorsEpisode Highlights: 00:00 – The road to Episode 300 and the opening discussion 04:30 – Around the Horn’s focus on distribution, manufacturing, AI, supply chain, and M&A 08:30 – Meridian 360, enterprise growth platforms, and the risk of disconnected AI tools 13:30 – Tariffs, inflation, and the New York Fed study 25:00 – Why tariff data may not fully capture B2B distribution realities 34:00 – AI infrastructure, data centers, trade forecasts, and hyperscaler risk 43:00 – The K-shaped economy, fuel prices, and consumer pressure 53:30 – AI tools for routing, sales planning, and fuel cost reduction 1:00:00 – Distributor marketplaces, excess inventory, and buying group strategy 1:09:00 – M&A, customer concentration, supplier risk, and valuation 1:18:00 – AI policy, external audits, open-source models, and regulation 1:25:35 – Closing thoughts Tools, Frameworks, or Strategies Mentioned: Meridian 360: LeadSmart Technologies’ enterprise growth platform for wholesale distributors and manufacturers.Enterprise Growth Platform: A connected system that brings ERP, CRM, marketing automation, quoting, e-commerce, data warehouse, and other business data into one place.Blind Spot Survey: A LeadSmart tool designed to help distributors assess where disconnected data may be limiting visibility into customers, teams, and growth opportunities.Geo Planner: A sales planning tool within LeadSmart’s Sales Compass solution that helps reps see customers, leads, and priorities on a map.Sales Compass: LeadSmart’s sales enablement solution within the Meridian 360 family of products.Distributor-to-Distributor Marketplace: A marketplace model that can help distributors trade excess inventory, improve buying power, and support one another through shared access.Customer Concentration Risk: The risk created when too much revenue depends on one customer or a small group of customers.Supplier Concentration Risk: The risk created when too much revenue depends on one supplier or product category.AI Model Audit: A proposed governance mechanism in which large AI models are externally reviewed for safety, security, and risk.Closing Insight The distributors best positioned for the next stage of growth will not rely on disconnected systems, one-off AI tools, or lagging reports. They will connect their data, understand where risk is hiding, and use technology to turn market complexity into clearer decisions. 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/ Join the conversation each week on LinkedIn Live. Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter. You can also hear the podcast and other excellent content on our YouTube Channel. Follow us on Facebook, Twitter, Instagram, or TikTok.

Quick Summary Wholesale distributors are trying to plan through inflation, tariff uncertainty, data center demand, M&A pressure, and rapid technology change. Kevin Brown and Tom Burton are joined by David Gordon of Channel Marketing Group to unpack what these shifts mean for growth, profitability, sales management, and long-term strategy. On This Episode: Wholesale distribution and manufacturing leaders are facing a crowded decision environment. Inflation is still being shaped by tariffs, fuel costs, labor, and other input pressures. Data centers are creating major opportunities across electrical distribution, construction, low-voltage, and MRO markets. Private equity, ESOPs, succession planning, and technology investment are changing how owners think about the future of their companies. In Episode 206 of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton welcome David Gordon, president of Channel Marketing Group, for a wide-ranging discussion on the economy, industrial supply, electrical distribution, HVAC, lighting, tariffs, AI infrastructure, M&A, and sales technology. The conversation covers why David would hold interest rates steady, why businesses need stability before making major decisions, how data centers are affecting the channel, and why tariff refunds may not flow cleanly back to distributors or customers. The group also discusses the Industrial Distribution Big 50, private equity activity, ESOP planning, exit strategy, succession, profitability strategy, and the importance of using technology intentionally. The episode closes with a deeper look at LeadSmart Technologies’ Meridian 360 enterprise growth platform and why distributors need more than traditional CRM. Kevin, Tom, and David discuss how connected data across ERP, marketing, e-commerce, quoting, sales enablement, and CRM can help distributors identify white space, improve sales coaching, uncover hidden revenue, and turn business noise into actionable signals. Listen and subscribe on your favorite platform: https://podlink.com/1669657224 What You’ll Learn Why tariffs, fuel, labor, and other cost inputs make inflation harder to manageHow data centers are creating construction, electrical, low-voltage, and MRO opportunitiesWhy tariff refunds may not translate into visible price reductions across the channelHow ESOPs, private equity, succession, and exit planning affect distributor strategyWhy enterprise growth platforms help distributors move beyond traditional CRMEpisode Highlights 00:00 – El Niño, construction demand, and the opening discussion 05:30 – David Gordon introduces Channel Marketing Group 12:30 – Jobs, inflation, fuel costs, and the Fed’s next move 23:00 – Why businesses need stability to make decisions 33:00 – Data centers, data factories, and electrical distribution demand 43:00 – China tariffs, trade negotiations, and the long game 55:00 – Tariff refunds, manufacturers, distributors, and pricing reality 1:03:00 – Industrial Distribution Big 50, PE activity, and technology investment 1:09:30 – ESOPs, succession, exit strategy, and family-owned distributors 1:18:00 – Meridian 360, sales enablement, CRM, and connected customer journeys 1:26:00 – Robotics, AI vendor vetting, newsletter updates, and closing About Our Guest: David Gordon is president of Channel Marketing Group, which consults with manufacturers, distributors, reps, and technology companies in electrical, HVAC, industrial supply, and lighting. He also publishes Electrical Trends, Industrial Supply Trends, HVACR Trends, and US Lighting Trends. Tools, Frameworks, or Strategies Mentioned: Meridian 360: LeadSmart Technologies’ enterprise growth platform for wholesale distributors and manufacturers.Enterprise Growth Platform: A connected system designed to help distributors eliminate blind spots, understand customers and teams, and accelerate growth.Sales Compass: LeadSmart’s sales enablement engine within Meridian 360.Smart CRM: LeadSmart’s CRM solution designed for distributors and manufacturers.White Space Analysis: A growth method for identifying untapped customer, product, or category opportunities.Hidden Revenue Detection: A way to uncover revenue opportunities that may be buried in disconnected data or underused systems.ESOP: An employee stock ownership plan that can support ownership transition, succession, and employee participation when planned strategically.Data Factory: A way to think about data centers as operational environments with ongoing replacement, maintenance, and 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/ Join the conversation each week on LinkedIn Live. Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter. You can also hear the podcast and other excellent content on our YouTube Channel. Follow us on Facebook, Twitter, Instagram, or TikTok.

Wholesale distributors and manufacturers are facing a complicated mix of rate pressure, tariff tension, AI noise, and technology decisions. Kevin Brown and Tom Burton break down what matters, what's overhyped, and why connected business data may become one of the clearest paths to growth. Wholesale distribution leaders are trying to plan in an economy where the signals aren't simple. Interest rates are rising, the 10-year Treasury is shaping market expectations, fuel prices remain a pressure point, U.S.-Canada tariff tension continues, and AI headlines are getting louder and scarier. In this episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton discuss the Fed’s latest rate increase, what the 10-year Treasury may indicate for planning, and why inflation, consumer spending, import prices, and fuel costs remain difficult to interpret. They also look at Canada’s tariff conflict with the U.S., the possibility of closer Canada-EU alignment, and why reshoring is becoming a larger manufacturing conversation. The second half of the episode focuses on AI risk, regulation, Anthropic, OpenAI, open-source models, and the business incentives behind some of the latest AI safety warnings. Kevin and Tom also discuss why distributors may be tired of scattered AI point solutions and why enterprise growth platforms, CRM-ERP integration, connected data, hidden revenue detection, white space analysis, and customer intelligence may be more useful than chasing every new tool. What You’ll Learn Why the 10-year Treasury may influence distribution planning more than the Fed funds rateHow rate increases, inflation, fuel costs, and retail spending create mixed signals for business leadersWhy U.S.-Canada tariff tension matters for manufacturers and distributorsHow AI risk warnings connect to regulation, open-source models, and public-market incentivesWhy connected data and enterprise growth platforms may be more valuable than isolated AI toolsEpisode Highlights: 00:00 – Kevin and Tom open Episode 205 and discuss the show’s growing international reach 06:30 – LeadSmart previews a major product launch and the move beyond traditional CRM 12:00 – The Fed rate increase, the 10-year Treasury, and why the tail may be wagging the dog 29:30 – Import prices, retail sales, and consumer behavior in a high-rate environment 39:30 – Canada, tariffs, the EU, and the pressure on North American trade relationships 51:30 – Reshoring, manufacturing strategy, and Northern Tool’s insourcing move 55:00 – AI safety warnings, Anthropic, OpenAI, and the incentives behind the headlines 1:10:30 – AI point-solution fatigue and the need for connected systems of record 1:18:00 – Office Depot, EB Horsman, LeadSmart launch updates, and closing thoughts Tools, Frameworks, or Strategies Mentioned: Enterprise Growth Platform: A broader technology platform designed to help distributors connect data, understand customers and teams, identify risk, and uncover growth opportunities.CRM-ERP Integration: The connection of customer-facing activity with financial and operational data to create a more complete view of the business.White Space Analysis: A way to identify untapped customer, product, or revenue opportunities.Hidden Revenue Detection: The process of finding growth opportunities that may be buried in disconnected systems or underused data.AI Model Routing: The emerging idea of directing different AI requests to different models based on cost, complexity, and performance.Closing Insight: The biggest technology advantage for distributors may not come from chasing every new AI tool. It may come from connecting the right data, asking better questions, and building a platform that helps people make better decisions faster. 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/ Join the conversation each week on LinkedIn Live. Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter. You can also hear the podcast and other excellent content on our YouTube Channel. Follow us on Facebook, Twitter, Instagram, or TikTok.

Whwere were you on September 11th? Tom’s was in New York near the World Trade Center that morning. 25 years later, it's sill burned in his memory...and it provides a fitting tribute to open this episode.  From there, we turn to the latest news affecting wholesale distribution, manufacturing, independent sales agents, and the global supply chain. We look at interest rate pressure, the Fed’s likely next move, inflation, fuel costs, hiring data, and why today’s economic signals continue to send mixed messages. We also look at Canadian tariff retaliation, Costco’s tariff refund lawsuit, Williams-Sonoma’s approach to sharing tariff-related benefits, and the broader challenge of fairness when tariff costs and refunds move through the supply chain. The episode also covers port and freight conditions, the continuing impact of global shipping disruptions, data center construction, AI infrastructure, and the economic opportunities and pushback surrounding new data center development. In the AI and technology section, we dig into AI spending, token-based pricing, consumption models, and why many distributors and manufacturers are still trying to understand how to budget for AI. They also discuss the Salesforce and Anthropic partnership, the growing importance of systems of record, and why connected data across ERP, CRM, marketing automation, e-commerce, and other business systems may become one of the biggest advantages for distributors. The episode closes with a shoutout to DCKAP and the quality of its podcast and industry conversations. Timestamps/Chapters: 00:00 — Introduction 03:30 — What Around The Horn Covers Each Week 06:45 — LeadSmart Technologies and Enterprise Growth Platforms 11:30 — Remembering September 11th 20:00 — Tom’s Firsthand 9/11 Story 31:00 — How People Came Together After 9/11 38:00 — Interest Rates, Inflation, and Fed Pressure 47:00 — Tariff Tensions Between the U.S. and Canada 55:30 — Costco, Williams-Sonoma, and Tariff Refunds 1:02:30 — Port Activity, Freight Markets, and Supply Chain Risk 1:08:30 — Data Centers, AI Infrastructure, and Energy Demand 1:14:30 — AI Spend, Token Pricing, and Budget Risk 1:20:00 — Salesforce, Anthropic, and Systems of Record 1:23:00 — DCKAP Podcast Shoutout and Closing Thoughts 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/ Join the conversation each week on LinkedIn Live. Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter. You can also hear the podcast and other excellent content on our YouTube Channel. Follow us on Facebook, Twitter, Instagram, or TikTok.

After celebrating 200 episodes, Kevin Brown and Tom Burton are back for Episode 203 of Around the Horn in Wholesale Distribution, looking at the latest news affecting manufacturers, wholesale distributors, independent sales agents, and the global supply chain. This week, Kevin and Tom reflect on the 200th episode celebration, the growth of the podcast, and what may be coming next for Around the Horn, including more interview-style episodes and expanded industry coverage. From there, they dig into the economy, including the latest Fed signals from Jackson Hole, interest rate expectations, inflation pressure, consumer spending, and why the tools available to the Fed may not be enough to solve today’s price challenges. The conversation also covers new Iran sanctions, pressure on the Strait of Hormuz, Canadian tariffs, the impact of Canada’s role in U.S. energy, aluminum, lumber, and electricity imports, and the growing concern around Panama Canal delays and potential El Niño-related supply chain disruption. Kevin and Tom then turn to AI and technology, including Bill Gates’ warning about AI-driven upheaval, the real impact of AI on jobs, why historical comparisons to the internet and personal computers may still matter, and how distributors and manufacturers can use AI to elevate people, improve decision-making, and unlock more value from existing systems of record. The episode also includes updates on APR Supply’s acquisition of Mutual Wholesalers, the continuing evolution of LeadSmart’s enterprise growth platform, physical AI, humanoid robots, sales and marketing visibility, and what distributors should be watching as we move toward our next 100 episodes. What You’ll Learn Why the Fed may still be leaning toward a rate increaseHow inflation, fuel prices, and consumer spending are affecting business planningWhy Canada tariffs could have a major impact on U.S. manufacturing and distributionHow Panama Canal delays and El Niño could create new supply chain pressureWhy AI disruption may be real, but not as simple as job lossHow distributors can use connected data, AI, and automation to elevate their teamsWhy physical AI and humanoid robots matter for the future of operationsTopics Covered Federal Reserve policy and interest ratesInflation and consumer spendingIran sanctions and the Strait of HormuzCanada tariffs and North American tradePanama Canal delaysSuper El Niño supply chain riskAI upheaval and job displacementCRM, ERP, and enterprise growth platformsPhysical AI and humanoid robotsWholesale distribution technologyAPR Supply and Mutual WholesalersTimestamps/Chapters: 00:00 — Introduction and Dolly Parton Tribute 04:30 — Reflecting on the 200th Episode Celebration 10:15 — What Comes Next for Around The Horn 15:30 — Housekeeping, Newsletter, and LeadSmart Technologies 22:00 — Fed Signals from Jackson Hole 29:15 — Interest Rates, Inflation, and Market Expectations 38:00 — Core Prices, B2B Need, and Economic Uncertainty 44:30 — Iran Sanctions and Strait of Hormuz Risk 52:00 — Canada Tariffs and North American Trade Pressure 59:30 — Panama Canal Delays and Supply Chain Costs 1:05:00 — Super El Niño and Port Disruption Risk 1:11:00 — APR Supply Acquisition and Industry Updates 1:14:30 — Bill Gates, AI Turmoil, and Job Disruption 1:20:00 — AI, Systems of Record, and Enterprise Growth Platforms 1:24:00 — End of Episode 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/ Join the conversation each week on LinkedIn Live. Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter. You can also hear the podcast and other excellent content on our YouTube Channel. Follow us on Facebook, Twitter, Instagram, or TikTok.

What does the future of wholesale distribution look like as AI, supply chain volatility, consolidation, and human-centered leadership all accelerate at once? For the 200th episode celebration of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton bring together a special panel of industry leaders to look at where distribution has been, where it is now, and what may be coming next. This milestone conversation features Alex Chasovsky of 3DM Consulting, Dan Schubert of the National Association of Wholesaler-Distributors, Steve Levy of Infor, Mike Marks of Indian River Consulting Group, and Dirk Beveridge of the Fully Alive Movement (FAM). Together, they discuss the state of the economy, margin pressure, supply chain resilience, tariff uncertainty, AI adoption, data silos, distribution consolidation, robotics, and the role of people in the next era of the industry. The conversation also looks ahead to what wholesale distribution may look like by Episode 300, including how distributors can use technology, data, and human judgment to become more profitable, more resilient, and more valuable to their customers. Thank you to everyone who has listened, commented, shared, subscribed, and supported Around the Horn in Wholesale Distribution through the first 200 episodes. 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/ Join the conversation each week on LinkedIn Live. Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter. You can also hear the podcast and other excellent content on our YouTube Channel. Follow us on Facebook, Twitter, Instagram, or TikTok.

I'm not getting older...you're getting older. And everything is just fine. Right? In this episode of Around The Horn in Wholesale Distribution, Kevin Brown and Tom Burton look ahead to the upcoming 200th episode celebration while unpacking another week of news affecting manufacturers, wholesale distributors, independent sales agents, and the global supply chain. Kevin and Tom begin by previewing the special 200th episode celebration, which will bring together a strong group of industry voices, including Mike Marks, Dirk Beveridge, Dan Schubert, Alex Chissofsky, and Steve Levy. They also reflect on the continued growth of the show, the expanding audience across podcast platforms, YouTube, LinkedIn, and the newsletter, and the importance of creating a weekly resource for the distribution and manufacturing community. The conversation then turns to the economy, including July consumer price data, producer price trends, inflation, interest rates, bond markets, mortgage rates, and the possibility of future rate cuts. Kevin and Tom discuss why the market may be stabilizing in some areas, while still facing uncertainty from energy prices, geopolitical pressure, and election-year dynamics. From there, they dive into supply chain and tariff issues, including the latest developments around tariff refunds, Section 301 tariffs, legal disputes, customer transparency, and the ongoing impact tariffs are having on distributors, manufacturers, contractors, and customer relationships. They also discuss the importance of balanced trade, the likely durability of the current tariff structure, and where tariff policy may stand a year from now. The episode also covers major distribution trends, including the economic impact of the HVACR distribution market, the KPIs that matter most for mid-market distributors, and the continued consolidation of independent distributors through acquisitions such as SRS Distribution’s expansion into HVAC. Kevin and Tom discuss why consolidation may continue, but also why new independent distributors are likely to emerge from the talent and culture gaps created by large acquisitions. In the AI segment, Kevin and Tom explore the growing tension between AI hype and AI reality. They discuss concerns around failed implementations, immature products, unclear ROI, rising AI costs, governance mistakes, and the importance of choosing the right technology partner rather than simply chasing the newest tool. They also look at broader public skepticism around generative AI and the need to balance real risks with the meaningful productivity gains AI is already creating inside businesses. Finally, the episode touches on the human side of business, including the loss of institutional knowledge, the “silver tsunami,” knowledge transfer, leadership, busyness, and the importance of creating meaning beyond constant motion. As always, Kevin and Tom connect the headlines back to the practical realities of wholesale distribution and manufacturing, helping leaders understand what these trends mean for their customers, teams, technology decisions, and growth strategies. Timestamps and Chapters:  00:00 — Introduction and Episode 202 Setup  03:30 — Previewing the 200th Episode Celebration  08:15 — The Growth of Around The Horn  13:45 — What Around The Horn Covers Each Week  16:30 — LeadSmart Technologies and the Enterprise Growth Platform  20:15 — Inflation, Consumer Prices, and Interest Rate Expectations  27:30 — Bond Markets, Mortgage Rates, and Housing Pressure  34:00 — Election-Year Market Uncertainty  39:15 — Tariff Refunds and the $100 Billion Question  47:00 — Customer Transparency Around Tariffs  52:30 — Section 301 Tariffs and the Future of Trade Policy  59:00 — HVACR Distribution’s Economic Impact  1:04:30 — KPIs That Matter for Mid-Market Distributors  1:12:15 — Process Improvement Through Software Implementation  1:17:00 — SRS, HVAC Acquisitions, and Distribution Consolidation  1:22:15 — AI Hype, AI Reality, and Technology Partner Risk  1:28:00 — Public Skepticism Around Generative AI  1:32:45 — AI Costs, Token Usage, and Budget Overruns  1:38:15 — The Human Side: Knowledge Transfer and the Silver Tsunami  1:42:00 — Busyness, Leadership, and Meaningful Work  1:47:30 — Closing Thoughts and 200th Celebration Reminder 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/ Join the conversation each week on LinkedIn Live. Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter. You can also hear the podcast and other excellent content on our YouTube Channel. Follow us on Facebook, Twitter, Instagram, or TikTok.

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 shocksHow Section 301 tariffs could affect inventory planning, margins, sourcing, and supply chain strategyWhat new industry survey data reveals about distributor confidence, demand recovery, tariffs, and technology adoptionHow businesses can move from basic AI assistance toward an AI-native operating modelWhy agentic AI could reshape how contractors and other B2B customers research products, request quotes, and place ordersHow humanoid and purpose-built robots may change industrial labor, workplace safety, and the protective equipment marketEpisode 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 platformSmart CRM and CRM-ERP integrationLeadSmart Revenue ExpanderHidden revenue detection and trapped-potential analysisAI maturity stages, from AI-assisted to AI-nativeAgentic AI purchasing and automated orderingInventory visibility and supply chain analyticsHuman-centered sales automationSection 301 tariff analysisClosing 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. 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/ Join the conversation each week on LinkedIn Live. Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter. You can also hear the podcast and other excellent content on our YouTube Channel. Follow us on Facebook, Twitter, Instagram, or TikTok.

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 elevatedWhy 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 operationsWhy AI efficiency may increase total energy and computing demand instead of reducing itHow revenue leaders in distribution can evaluate AI tools based on measurable business outcomes instead of promisesWhy employees who guide, challenge, and pressure-test AI produce stronger work than those who simply delegate tasksEpisode 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. 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/ Join the conversation each week on LinkedIn Live. Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter. You can also hear the podcast and other excellent content on our YouTube Channel. Follow us on Facebook, Twitter, Instagram, or TikTok.

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 revenueHow 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 platformWhy inflation measurement, interest rate uncertainty, and prediction markets matter to revenue leaders in distribution making investment and growth decisionsHow Strait of Hormuz disruption, Suez Canal risk, oil volatility, plastics, fertilizers, helium, and global logistics instability can ripple through manufacturing and wholesale distributionWhy 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 talk03:55 – Why disconnected data across ERP, marketing automation, e-commerce, and point software creates risk for distributors06:37 – Episode 198 begins: how Around the Horn connects the economy, supply chain, M&A, sales, marketing, AI, and robotics to wholesale distribution08:30 – LeadSmart’s Meridian 360 Enterprise Growth Platform and the move from Smart CRM to broader business growth engines12:32 – Inflation cooling, gas prices, and why energy volatility still affects distributors, manufacturers, fertilizers, heavy minerals, and supply chains15:23 – Kevin Warsh, Fed measurement reviews, CPI, PPI, the 2% inflation target, and the need for more real-time data20:25 – Prediction markets, PolyMarket, Kalshi, and whether betting markets can offer useful economic signals27:17 – Strait of Hormuz risk, Iran, shipping disruption, oil exposure, the Suez Canal, Houthi rebels, and what it means for global supply chains43:02 – AI watchdogs, model testing, DeepMind, Fable, Mythos, and the role of government QA for high-powered AI systems48:38 – Human judgment in the age of AI, digital twins, job displacement fears, and why AI ROI depends on data readiness and realistic automation expectations56:00 – APR Supply’s sales tool adoption gains and how better sales technology can support outside sales revenue growth Tools, Frameworks, and Strategies Mentioned: LeadSmart TechnologiesMeridian 360 Enterprise Growth PlatformSales CompassSmart CRMSales Co-PilotAI Co-Pilot for SalesCRM-ERP IntegrationCRM Data Enrichment with AIHidden Revenue DetectionSales Automation Without Losing the Human TouchFuture-Proofing DistributionHybrid Selling ModelsConsultative CommerceData warehouses and data lakesMarketing automationE-commerce data integrationERP data unificationAI-enabled business intelligencePrediction marketsPolyMarketKalshiCPI and PPI measurement reviewsAI model QA and AI watchdog conceptsHuman judgment in AI strategyAPR Supply sales tool adoptionMaster 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. 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/ Join the conversation each week on LinkedIn Live. Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter. You can also hear the podcast and other excellent content on our YouTube Channel. Follow us on Facebook, Twitter, Instagram, or TikTok.

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 buttonHow younger buyers research, compare, and validate distributors before ever talking to salesWhy complex products still need consultative selling—and how digital tools can support that buyer journeyHow AI agents, bots, and non-human traffic are changing how customers may interact with distributor websitesWhy CRM-ERP integration, product content quality, and AI-powered customer intelligence are essential for revenue leaders in distributionHow 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 transformation11:59 – The Fed, inflation targets, and why economic uncertainty still affects distributors and manufacturers31:50 – AD’s Supply Force acquisition and what buying group consolidation means for independent distributors44:08 – AI job displacement, software engineering, and why leverage may matter more than replacement1:00:21 – Bots, AI agents, and the “dead internet” problem for B2B e-commerce1:04:23 – Complex vs. commodity products: why self-service does not eliminate consultative sales1:09:49 – How trust, product content, and McMaster-Carr’s digital experience shape buyer loyalty1:15:23 – Why e-commerce alone does not drive demand generation—but a strong digital experience can1:22:35 – 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 AcademyDigital customer experience strategyHybrid selling modelsConsultative commerceOmnichannel customer experienceProduct content quality and product data standardsAI agents and agentic buying behaviorCRM-ERP integrationCRM data enrichment with AISmart CRM strategySales Co-Pilot and AI Co-Pilot for SalesLeadSmart Channel Cloud™LeadSmart Enterprise Growth PlatformHidden revenue detectionSales automation without losing the human touchFuture-proofing distributionDigital readiness for successionCustomer 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. 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/ Join the conversation each week on LinkedIn Live. Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter. You can also hear the podcast and other excellent content on our YouTube Channel. Follow us on Facebook, Twitter, Instagram, or TikTok.

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 costsHow tariff refunds, FedEx reimbursements, Section 301 tariffs, and trade negotiations could impact importers, distributors, contractors, and end customersWhy supply chain uncertainty remains elevated—and why distributors need better inventory visibility tools, demand planning, and collaborative forecastingHow the B2B buying experience is becoming more like B2C, especially for contractors and professional buyers using Home Depot, Lowe’s, Amazon Business, and traditional distributorsWhy 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 distributors04:40 – Core inflation, energy prices, and the delayed cost impact across freight, plastics, and manufacturing15:10 – Strait of Hormuz volatility and why open shipping lanes do not always mean stable supply chains20:10 – FedEx tariff refunds, customer reimbursement complexity, and why downstream recovery is difficult31:50 – Supply chain uncertainty, port volatility, and whether distributors are better prepared than they were during COVID46:40 – The blurring line between B2B and B2C customer experience in wholesale distribution58:40 – Data centers, AI infrastructure, and why distributors in electrical, HVAC, plumbing, industrial, and construction markets should pay attention1:12:40 – AI adoption, order processing automation, platform strategy, and the risk of creating new data silos Tools, Frameworks, and Strategies Mentioned: LeadSmart TechnologiesLeadSmart Channel Cloud™Enterprise Growth PlatformData360 HubSmart CRMSales Co-PilotAI Co-Pilot for SalesCRM-ERP IntegrationCRM Data Enrichment with AIHidden Revenue DetectionSales Automation Without Losing the Human TouchConsultative CommerceHybrid Selling ModelsInventory Visibility ToolsCollaborative Planning & ForecastingFuture-Proofing DistributionB2B Customer Experience StrategyAI Platform StrategyData Center InfrastructureCORE: 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/ Join the conversation each week on LinkedIn Live. Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter. You can also hear the podcast and other excellent content on our YouTube Channel. Follow us on Facebook, Twitter, Instagram, or TikTok.

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 planningHow tariffs, import uncertainty, and global trade disruptions are influencing inventory strategies and purchasing behaviorWhat warehouse leaders can learn from military logistics, operational discipline, and real-world distribution managementWhy AI-enabled supply chain management is becoming one of the fastest-growing skill sets in distributionHow organizations can improve inventory visibility, forecasting, and operational decision making without chasing every new technology trendWhy successful AI adoption starts with solving business problems first rather than purchasing shiny new toolsHow 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 Quinn07:10 – The Federal Reserve holds rates steady: what distributors and manufacturers should watch next15:45 – Retail spending, inflation pressures, and what economic signals mean for wholesale distribution teams22:30 – Tariff refunds, import activity, and why companies are accelerating inventory purchases31:50 – Why supply chain resilience remains one of the most important business capabilities in modern distribution38:40 – Lessons from Modern Warehouse Management and the role of steel-toed leadership in warehouse performance48:15 – AI in supply chain operations: where organizations are seeing real value today58:20 – Why AI-skilled supply chain professionals are becoming one of the most in-demand roles in distribution1:06:40 – Understanding AI models, governance, security, and vendor due diligence1:17:30 – 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 FrameworkSteel-Toed LeadershipSupply Chain Visibility StrategiesInventory Visibility ToolsCollaborative Planning & Forecasting (CPFR)AI-Powered Supply Chain AnalyticsCRM-ERP IntegrationSmart CRM StrategyEnterprise Growth PlatformDigital Readiness for SuccessionFuture-Proofing DistributionAI Governance and Vendor Due DiligenceWarehouse 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/ Join the conversation each week on LinkedIn Live. Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter. You can also hear the podcast and other excellent content on our YouTube Channel. Follow us on Facebook, Twitter, Instagram, or TikTok.