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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 worldHow tariffs are changing distributor behavior, pricing strategy, and inventory planningThe hidden risks of AI agents, vibe coding, and unsecured automation inside the enterpriseWhat NAW leaders are really discussing behind closed doors about the future of wholesale distributionHow top distributors are redefining productivity, focus, and profitable growth Episode Highlights: 05:12 – Why the NAW Executive Summit is different from every other industry event14:40 – “Listen to the whispers”: using intuition when data breaks down26:18 – Leadership lessons from crisis decision-making and 9/1138:55 – Tariffs, front-loaded demand, and the reality distributors are planning for52:30 – AI agents, data leakage, and why governance matters more than speed01:08:10 – The real ROI of AI in wholesale distribution, not the hype01:22:45 – 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 uncertaintyAI governance and agent-based system risk managementTariff response strategies in wholesale distributionProductivity alignment models for leadership teamsData-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/ 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 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 strategiesHow AI is reshaping marketing, sales, and customer service and where most companies are still getting it wrongWhat the rise of B2B e commerce and next day delivery expectations means for margins, operations, and customer experienceWhy “higher value work” is becoming a core job requirement and not just a leadership sloganHow 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 matters11:45 – Tariffs, trade policy, and why most distributors now assume they are here to stay22:30 – Interest rates, economic signals, and what the Fed’s direction means for wholesale demand34:05 – How tariffs are quietly reshaping pricing behavior and product selection across distribution45:40 – The Amazon effect, next day delivery expectations, and whether instant gratification is sustainable58:20 – AI in marketing and sales and why more tools do not always equal more productivity01:08:55 – Higher value work, skill development, and what AI first thinking really looks like in distribution01:20:10 – 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 serviceHigher value work and skill developer mindsetAgent assisted commerce and automation in B2B buyingRobotics and reshoring as responses to labor and cost pressureCustomer 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. 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 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 2026How tariffs, executive authority, and Supreme Court timing could reshape trade policy without dramatic disruptionWhere “trapped potential” hides inside distributor margin, pricing discipline, and product mixWhy AI agents are changing how B2B buyers research, evaluate, and eventually purchaseHow cybersecurity threats now target supply chain ecosystems, not just individual companies Episode Highlights: 03:10 – Why economic uncertainty matters more than headline inflation numbers09:25 – Manufacturing signals, demand hesitation, and planning in the “gray zone” economy16:40 – Tariffs, executive authority, and why the Supreme Court is likely to rule narrowly26:05 – How distributors can uncover “trapped potential” through margin and pricing discipline36:30 – AI-generated content vs real value creation in B2B marketing46:15 – Agentic AI and how machine-to-machine buying is changing sales discovery56:40 – Cybersecurity risk across distributors, vendors, and shared digital ecosystems Tools, Frameworks, and Concepts Mentioned AI-enabled Customer Intelligence and Smart CRM platformsAgentic AI and multi-agent workflowsTrapped potential and organic revenue growthPricing discipline and margin visibilitySOC 2 compliance and supply chain cybersecurityERP, 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. 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 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 distributionHow anti fragile leadership differs from resilience and why it matters in volatile economic cyclesWhat “marketing to machines” means as AI replaces traditional search and attribution modelsHow tariffs, interest rates, and global trade dynamics are influencing distributor growth strategiesWhy 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 strategy14:08 – Anti fragile leadership versus resilience in volatile markets25:41 – Tariffs, trade policy, and what distributors often misunderstand about global economics38:19 – What “marketing to machines” means as AI replaces traditional buyer research51:06 – Amazon’s physical retail expansion and signals for B2B distribution1:03:22 – When account managers create friction instead of customer value1:18:40 – 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 systemsAnti fragile leadership mindsetHuman centered culture as a competitive moatMarketing to machines and algorithm driven discoveryRevenue Expander and white space identification in salesPhysical 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.” 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 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 2026How human centered leadership and people centric cultures are becoming competitive advantagesWhy the distributor divide is widening and how early adopters are achieving measurable gainsHow agentic systems, digital orchestration, and physical AI will reshape operationsLeadership 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 point17:22 Mike Marks breaks down what he is seeing in AI orchestration and contractor tech adoption31:40 Ian Heller explains why proximity and fulfillment speed are becoming competitive battlegrounds46:55 Dirk Beveridge challenges the industry to move from resilience to true anti fragility58:14 Paul Kennedy shares how ESOP leadership shapes digital adoption and trust01:12:09 The group debates agentic AI, workforce displacement, and the future of work01:33:42 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 ModelsAgentic AI SystemsCustomer Intelligence PlatformsOrder AutomationAnti Fragility Leadership FrameworkDigital Centers of ExcellenceESOP 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. 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 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 simulationB2B Digital Takeoff Systems used by contractors and enterprise distributorsTariff 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. 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 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.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.

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 vehicles17:28 – From flying cars to manual transmissions: How consumers balance nostalgia with rapid AI-enabled innovation29:52 – Is the Fed working with outdated economic models? How real-time AI data could reshape monetary policy44:40 – Government shutdown predictions: How Polymarket’s 27% odds reveal deeper insights about economic sentiment57:55 – Tariff strategy clarified: Why “refund rumors” are misleading and why methodology matters more than politics01:10:08 – Leadership evolution: AI fluency, contextual intelligence, and functional empathy as core executive skills for 202601:19:30 – 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 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 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 guessworkWhat 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 headlines01 : 03 : 14 – Refunds or fantasy? Legal complexity of tariff paybacks explained01 : 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  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, 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 distributionThe true meaning of a 17.9% average tariff rate, and why not everyone feels it equallyWhy 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 gapsWhat 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 3115:25 – How prediction markets like Polymarket are shaping economic forecasting27:40 – 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 tariffs55:18 – Mark Brohan’s article on the 17.9% effective tariff rate and what it means for distributors01:07:34 – Why smaller distributors dependent on wholesalers face steeper challenges01:16:55 – 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 manufacturersPolymarket – Decentralized prediction market for economic forecastingYale Budget Lab Study – Analysis of U.S. tariff rates and macroeconomic effectsContext Engineering – Aligning AI systems with business intentCustomer 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. 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 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 2025How tariffs, prediction markets, and Fed rate cuts are shaping industrial investmentThe emerging impact of agentic commerce on B2B buying behaviorThe business risks of ungoverned generative AI in enterprise settingsHow 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 playbook18:32 – What the latest rate cuts reveal about manufacturing, inflation, and capital investment33:27 – Tariffs, Supreme Court delays, and the uncertain trade horizon for distributors51:08 – The “AI slop” problem: when generative tools create risk instead of efficiency01:04:22 – Amazon and PayPal move toward agentic commerce, what B2B can learn01:14:10 – The rise of humanoid robotics and physical AI in supply chain operations01:26:55 – 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 distributionAgentic Commerce – The next evolution of AI-driven transactional systemsContext Engineering – Framework for aligning AI with business intentIndustrial Supply Association (ISA) – Leadership development and AI fluency initiativesSection 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. 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 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 trustHow agentic commerce and AI-powered purchasing are disrupting e-commerce modelsThe real-world effects of rate cuts, tariffs, and government shutdowns on the wholesale channelWhy contextual intelligence and digital ecosystems are the new growth driversHow 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 202516:42 – What the Fed’s latest rate cut means for lending, mortgages, and growth capital31:55 – The ripple effects of the ongoing government shutdown on supply chains46:30 – Trump’s proposed tariff reset and its implications for import-dependent industries59:18 – How AI adoption is reshaping manufacturing and reducing burnout in operations01:10:05 – Agentic commerce and how PayPal is leading the charge in AI-driven transactions01:20:44 – 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 platformAgentic Commerce – AI-driven transactional automation and conversational e-commerceContext Engineering – Framework for aligning AI and workflow intentHuman + Machine Collaboration Model – Integrating empathy and analytics for smarter teamsISA 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. 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 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 manufacturersWhy emotional intelligence and adaptability are now core leadership competenciesHow ISA is building a bridge between legacy leaders and next-gen talentThe role of digital ecosystems in shaping connected supply chains and value-based sellingWhat 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 economy16:20 – AI and workforce transformation: adapting without alienating talent29:02 – ISA’s evolving mission: from association to innovation accelerator43:18 – How next-gen leaders are reshaping the future of manufacturing and distribution57:40 – Data transparency, ethics, and the rise of context-aware leadership01:10:26 – Building scalable ecosystems that merge AI and human expertise01:23:12 – How to lead with empathy and foresight in the age of automation01:33:58 – 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 platformISA Leadership Academy – Building resilient, future-ready leadership teamsContext Engineering – Framework for aligning AI systems with business intentHuman + 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. 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.

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. distributorsHow prediction markets like Polymarket are outperforming traditional economic forecastsWhat the Fed’s next moves could mean for interest rates, hiring, and inflationWhy AI Engine Optimization (AEO) is replacing traditional SEO for B2B visibilityHow LeadSmart’s AI-enabled Channel Cloud™ is transforming CRM into Customer Intelligence Episode Highlights: 04:10 – The government shutdown and why markets barely reacted13:45 – Fed predictions, Polymarket insights, and crowd-sourced forecasting25:30 – Inflation, unemployment, and the rise of AI’s role in economic stability36:48 – Tariffs, China trade tensions, and supply chain recalibration49:05 – Fastenal’s organic growth strategy and the power of data-driven wallet share59:58 – Schneider Electric + NVIDIA: powering AI data centers of the future01:10:22 – From SEO to Generative Engine Optimization (GEO): preparing content for AI search01:22:45 – 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 platformPolymarket – decentralized prediction market forecasting economic probabilitiesAI Engine Optimization (AEO) / Generative Engine Optimization (GEO) – frameworks for AI discoverabilityContext Engineering – Gartner’s model for contextual AI and workflow designAgentic 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. 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 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 enablementHow prediction markets like Polymarket may forecast economic shifts more accurately than government dataWhy tariffs, lithium mining, and government-backed investments signal long-term supply chain realignmentHow AI search and embedded transactions could challenge Amazon’s dominanceWhy 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 platformPolymarket – decentralized prediction markets for real-time sentimentAI Engine Optimization (AEO) & Generative Engine Optimization (GEO) – future-proofing content strategyAgentic AI Workflows – automation with human-in-the-loop oversightDigital 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 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.