Explorez tous les épisodes du podcast Around the Horn in Wholesale Distribution Podcast
| Titre | Date | Durée | |
|---|---|---|---|
| Agentic Commerce and Contextual Intelligence for Wholesale Distributors & Manufacturers | 21 Nov 2025 | 01:33:56 | |
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.
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.
“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. Join the conversation each week on LinkedIn Live. | |||
| How Distributors Stay Profitable in An Era of Uncertain Tariffs | 14 Nov 2025 | 01:22:45 | |
What happens when tariffs, rate cuts, and AI forecasting collide in the world of wholesale distribution? 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:
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.
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. Join the conversation each week on LinkedIn Live. | |||
| Why Over 90% of AI Pilots Fail, and What Wholesale Distribution Can Learn From It | 29 Aug 2025 | 01:29:12 | |
What do college football, tariffs, and AI pilots gone wrong have in common? In this week’s Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton connect cultural trends, economic contradictions, and digital transformation in wholesale distribution. From the E³ Model (Experience, Efficiency, Effectiveness) to LeadSmart Channel Cloud™ and the failure rate of corporate AI pilots, this episode explores why distributors must move from siloed data to customer intelligence platforms that drive real growth.
Tools, Frameworks, or Strategies Mentioned:
Closing Insight: “If you have siloed data, you have siloed AI. The winners will unify data to make supply chains resilient and future-proof.” – Kevin Brown Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||
| ISA Summer Series Recap With Guests Brandon Breen and Kristin Kraai-Keely | 15 Sep 2023 | 00:40:33 | |
Did you miss ISA Summer Sessions? Then we've got you covered! This week, Tom & Kevin are joined by Kristin Kraai-Keely and Brandon Breen, who organized these informative ISA sessions. We'll review the most important topics and key takeaways from these talks and get you up to date. And if you were able to attend, you won't want to miss these unique, personal insights from the sessions' organizers. Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||
| Getting The Most Out Of B2B Ecommerce Growth | 08 Sep 2023 | 00:49:01 | |
According to a recent Digital Commerce 360 survey, B2B eCommerce growth is continuing in the wholesale distribution sector...yet only 17% of those surveyed said they offered full end-to-end integration of commerce transactions. Is your company one of those, and are you missing out on this exciting growth trend? This week, Tom and Kevin dive into the facts and figures to show the trends in B2B eComm growth. Additionally, we take a look at the contraction in U.S. manufacturing, and how the pace might be stabilizing at lower levels. And of course, we wrap it up with the latest news in AI, and how important it is to use platforms that are officially sanctioned. Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||
| A Look At The Manufacturing Economy With Guest Bart Schwartz | 25 Aug 2023 | 00:57:24 | |
Manufacturing activity in the U.S. Mid-Atlantic region grew at its strongest pace since April 2022, as new orders surged amidst robust consumer demand. But at the same time, government data reveals that for the first six months of 2023, all distribution and manufacturing sales were flat at about $10.93 trillion. What's the deal here? To find out, we brought in manufacturing consultant Bart Schwartz to help give us an insider perspective on the current state of the manufacturing economy. We also discuss how AI is being used for recruitment, and even take a look at the idea of luck: what do lucky people do that makes them lucky? Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||
| The Effect Of Deflation On B2B, With Guest Ian Heller | 18 Aug 2023 | 01:04:12 | |
Understanding the relationship—and unintended consequences—of how economic factors intertwine is not an easy thing to wrap your head around. But this week, Tom & Kevin are joined by Ian Heller, founder of Distribution Strategy Group, to talk about how ongoing economic changes impact wholesale distribution. We also discuss the risks associated with lower prices and deflation, and how "data Quality" really matters for your business. In our ongoing look at artificial intelligence in wholesale distribution, we ask if AI should be a feature or a strategy, and take a closer look at Amazon's AI review tool and ask what could be next! Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||
| The Economy, The Metaverse, and AI In Distribution | 11 Aug 2023 | 00:59:30 | |
Is the metaverse just the next wave of video gaming, or the future of wholesale distribution? The industrial metaverse enables more resilient supply chains and localized manufacturing through the use of existing tools such as digital twins. In an interesting contrast, four in ten people expect AI to improve work quality and creativity, while three in ten expect a deterioration. This week, Kevin and Tom take a deeper look at the metaverse, AI, and the promise that technology may (or may not) hold for the future of wholesale distribution. We also take a look at new economic data: manufacturing has slowed in 2023, yet small businesses are noticing slightly better business conditions, creating a less pessimistic outlook about the economy’s future. So why the contrast? Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||
| Our One-Year Anniversary With Guest David Gordon | 04 Aug 2023 | 00:59:48 | |
Believe it or not, we've been producing Around The Horn in Wholesale Distribution for a year now! To celebrate, we're joined by David Gordon, President of Channel Marketing Group, to take a look at the state of wholesale distribution. Consumer confidence is up, unemployment is down, but fears of recession are still on the horizon. How does that make sense? Are those fears regional, national, or global? Kevin, Tom, and David take a deep dive into the news to separate the soundbites from the data points and reveal some true insights. Oh, and happy birthday to us! Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||
| Data, Tech and Supply Chain: Are You Planning For What's Coming Next? | 01 Aug 2023 | 00:59:08 | |
Some distributors are choosing to go beyond the traditional e-commerce channel and venture into the B2B marketplace space, and they are seeing a massive ROI as a result. Are you prepared to make the same leap? This week, Kevin and Tom discuss how your data—and the way you manage it—is key to making successful eComm moves. Spoiler alert: if distributors are not willing to adapt to the changing needs and wants of customers, they’ll be leaving money on the table and losing customers to more forward-thinking competitors. We also take a look at mergers & acquisitions for the month of June...with some surprising results. Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||
| A Special Conversation With Dirk Beveridge | 21 Jul 2023 | 01:04:31 | |
This week, Kevin and Tom are proud to feature guest Dirk Beveridge, the visionary entrepreneur and the founder of UnleashWD, the premier design, strategy, and innovation firm in wholesale distribution. In an in-depth, hour-long conversation, Dirk discusses his takes on topics ranging from AI in manufacturing to online buyers and much more. It's a conversation that's both informative and insightful - one you'll won't want to miss! Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||
| Exploring The Amazon B2B Strategy With Brian Beck | 15 Jul 2023 | 00:57:07 | |
There's no two ways around it: every wholesale distributor will eventually need a B2B Amazon strategy. This week, Tom & Kevin feature author, consultant, coach, and all-around B2B guru Brian Beck to Around The Horn to talk about what this all-important customer journey should look like. In addition, Brian shares his insights to supply chain logistics and how AI is rapidly changing the entire wholesale distribution landscape. Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||
| Overcoming Supply Chain Challenges and AI Security Issues | 07 Jul 2023 | 00:52:47 | |
Data integrity, data security, and supply chain efficiency may be three of the most important issues facing wholesale distribution in the 21st century. And with the advent and proliferation of AI, security and integrity take on new challenges we could not have predicted even two years ago. In this episode, Kevin and Tom take a deep dive into how wholesale distributors can face these challenges head-on, including redesigning your supply chain for nearshoring, and integrating platforms that keep your data clean and safe. Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||
| How To Future-Proof Wholesale Distribution: Fed Policy, Tariffs, and AI Transformation | 22 Aug 2025 | 01:32:59 | |
What happens when AI-driven workflows, tariff pressures, and shifting B2B buyer expectations collide? In this episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton explore the trends redefining distribution: from AI co-pilots for sales and customer intelligence platforms to Fed rate cuts, tariff extensions, and the rise of Millennial and Gen Z buyers. You’ll learn why reframing CRM as a Customer Enablement Tool is critical, and how distributors can prepare for agentic AI, semantic clarity in marketing, and seismic shifts in buying behavior What You’ll Learn:
Episode Highlights: 04:10 – How LeadSmart Channel Cloud™ reframes CRM as a Customer Enablement Tool Tools, Frameworks, or Strategies Mentioned
Closing Insight “You can’t automate what you haven’t defined—data and workflows are the foundation of AI readiness.” – Tom BurtonHere's a link to the report we discussed - you can watch it on YouTube: youtube.com/watch?v=t2ppETF4oUA&feature=youtu.be Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||
| How To Mine The Treasures In Your Data | 30 Jun 2023 | 00:56:26 | |
Where is the data kept in your business? Is it...all over the place? Then you're not alone, but a little clean-up would do your business good. Marketing automation software, ERP, CRM, data warehouses, are just some of the different place where your valuable data can be stored, but the importance of "clean data" and managing that data properly can mean the difference between success and failure in your wholesale distribution business - especially if you're looking to gain an advantage with AI. On today's episode, Kevin and Tom are joined by Kristen Kraai-Keely to discuss this important topic, as well as other important news of the week. Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||
| AI Regulation: Much Needed or Too Much Big Brother? | 24 Jun 2023 | 00:56:52 | |
Six months after ChatGPT became an overnight success, The U.S. and the EU are racing to develop rules and draft laws to address both the benefits and risks of generative AI. At the same time, CNBC reports that Generative AI in supply chains will be able to forecast demand, predict when trucks need maintenance, and work out optimal shipping routes, virtually eliminating human touchpoints in the supply chain. So, is talk of regulation a good thing or oversight over-reach? This week, Kevin and Tom are joined by Mike Franz to discuss this topic and others in an informative conversation you won't want to miss. Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||
| B2B eComm Surprises and Buyers Using ChatGPT Oh Boy! | 16 Jun 2023 | 00:54:30 | |
If you thought that wholesale distributors didn't need to concern themselves with ChatGPT and the whole AI phenomenon, think again. Buyers are using ChatGPT—even in their cars—to do research and price shopping. In this episode, Kevin and Tom look at this and other surprises in the eCommerce purchasing space. As nine out of 10 manufacturers intend to hike prices in the second half of this year, and only 67% of manufacturers are positive about their own company’s outlook, these are insights you won't want to miss! Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||
| When Orders Rise (While Shipping Slows) | 09 Jun 2023 | 00:49:39 | |
The effects of COVID are still taking their toll on wholesale distribution. The bad news? The maritime supply chain is beginning to break, with delays at processing terminals along the west coast. But the good news? Manufactured goods orders saw their 4th rise in 5 months. So how do wholesale distributors profit long term in an environment where buying is still strong, but delivery has issues? This week, Kevin and Tom are joined again by expert Tom May, and help provide insight to these questions and more. Is there a secret to "shoring up" and shortening the supply chain? Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||
| Is AI A Business Or IT Function? | 02 Jun 2023 | 00:51:53 | |
72% of respondents in a 225 U.S. executives survey recently conducted by KPMG said that generative AI could play an important role in increasing productivity. So whose role is it: business divisions or IT? In this episode of Around The Horn, Kevin and Tom discuss how B2B marketers are hopeful about AI, and the reasons why some are even upbeat about the economy. We also take a look at the sluggish adoption and implementation that is slowing down the digitalization of industrial production chains, as well as the growing number of CEOs that are starting to realize that cyberattacks are a bigger existential threat than economic uncertainty. Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||
| The Yo-Yo Economy And What It Means For Wholesale Distribution | 26 May 2023 | 00:52:05 | |
U.S. economic activity rose to a 13-month high in May, despite a cooldown in the manufacturing sector. How much of a cooldown? Container volumes slumped at ports on the East and West coasts, as some of the largest facilities saw year-over-year double-digit drops. It's a Yo-Yo economy, and if you're not planning for it, you could find your business on the bottom end of the string. On today's episode, Kevin and Tom examine the factors that lead up to this situation, and reveal how wholesale distributors can help prepare for "the ups and downs" of the B2B marketplace. Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||
| Channel Conflicts: What You Need To Know To Support the B2B Buyer Journey | 19 May 2023 | 01:01:15 | |
Confusion between distributors, dealers, and manufacturers can wreak havoc on the customer channel, costing you valuable business. On this week's episode, Kevin and Tom are joined by Brandon Lee to talk about how fixation on the customer experience is key to the success of your wholesale distribution model. In our continuing discussion on artificial intelligence in WD, we look at how Microsoft's research team argues that GPT-4 shows signs of human reasoning—a step toward AGI. It's another episode you won't want to miss to stay at the forefront of breaking news in wholesale distribution. Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||
| Why It Matters If You're A Gen1 or Gen2 Manufacturer or Distributor | 12 May 2023 | 00:53:06 | |
The future is here whether we like it or not: 73% of companies use generative AI tools to create text, images, videos, or other marketing content, while Forbes predicts that companies that can successfully leverage the opportunities offered by automation, artificial intelligence (AI), and other pillars of the “fourth industrial revolution” have everything to gain. Is "Gen2" too far ahead of Gen1? Join us as Kevin and Tom discuss these fascinating topics and more, and how your success in wholesale distribution may depend on adapting and adopting...fast. Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||
| Buckle Up! The Digital Revolution In Wholesale Distribution World Is Here. | 06 May 2023 | 00:52:33 | |
Artificial Intelligence negotiating price and purchasing terms? Industry 4.0 technologies creating immediately sustainable practices? Nearshoring, automation, and supplier diversification? It's not science fiction...it's the wholesale distribution environment of today. On this week's episode, Kevin and Tom take a look at how the digital world of WD is changing fast, and how you can not just stay on top of it, but profit from it! Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||
| Are Distributors Growing Faster Than Manufacturers In eCommerce? | 29 Apr 2023 | 00:51:42 | |
It may seem upside down, but it's the question that everyone is asking: are distributors growing faster than the manufacturers that supply their goods? In this episode, Kevin and Tom discuss the implications of this growing trend. In addition, we take a look at "Near Shoring" in the supply chain - the rising popularity of taking things from off-shore to on-shore - as well as the ever-changing profile of today's buyer. And do we discuss AI? It's the hot topic in wholesale distribution, and one of the hottest topics on the podcast! Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||
| "How Can My Wholesale Distribution Strategy Keep Up With Tariff Changes?" | 15 Aug 2025 | 01:29:29 | |
Is your CRM really driving revenue growth, or just storing notes no one reads? In this episode of Around the Horn in Wholesale Distribution, hosts Kevin Brown and Tom Burton pull back the curtain on how AI-enabled customer intelligence platforms like LeadSmart Channel Cloud™ are transforming sales enablement, workflow automation, and decision-making in distribution. You’ll hear fresh economic insights, a candid look at tariff strategy, and why agentic AI workflows could be the future of competitive advantage in B2B.
“Data and workflows are the key readiness factors for adopting AI, you can’t automate what you haven’t defined.” – Tom Burton Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||
| Buyers, Sellers, & The Times They Are a-Changin' | 22 Apr 2023 | 00:50:10 | |
Revenues generated through Amazon Business have grown by 40% as its global customer base increased by 20% over the past two years. Meanwhile, McKinsey's research finds that 70% of B2B decision makers are prepared to spend up to $500,000 in a single ecommerce transaction. What does this mean for wholesale distribution? That the times are indeed a-changin'. Join Kevin and Tom as they make sense of the evolving buyer and seller landscape in this don't-miss episode! Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||
| Why Customer Experience Is Essential to Growth | 14 Apr 2023 | 00:54:11 | |
As a business owner or marketer, have you ever taken your own customer journey? Have you gone down the path your company developed from sale to fulfillment and beyond? In this episode, Kevin and Tom are joined by Marty McLaughlin, CMO of Affiliated Distributors, to discuss the importance of a smooth, enjoyable customer experience. What are the essential elements of a successful customer journey, and what does your company jeopardize without one? It's a fascinating conversation, and one you won't want to miss! Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||
| Where the Cool Kids Meet! | 08 Apr 2023 | 00:52:53 | |
This week, Kevin and Tom are joined by Brendan Breen to talk about the big shindig coming up: ISA23. The Industrial Supply Association's annual conference takes place April 17th to 19th in Phoenix - one of the biggest wholesale distribution conventions of the year. We preview the conference, talk about networking opportunities, and then discuss the week in WD news. See you at the 'con! Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||
| Why Tech Strategy, Changing Buyers, and eCommerce Go Hand In Hand | 31 Mar 2023 | 00:51:03 | |
New research revealed that most firms are struggling to effectively implement supply chain technology. This comes at a time when visual commerce technology is making its mark in B2B digital commerce, and brands face increased pressure to level up against competitors with a digital shelf strategy to help consumers easily find product pages. In this episode, Kevin and Tom discuss how tech strategy plays an increasingly important role in wholesale distribution, and why it's so important to stay on top of how changing buyer habits affect eCommerce. Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||
| The Changing Habits of B2B Buyers | 26 Mar 2023 | 00:43:57 | |
B2B buyers are changing fast. Does it matter to wholesale distribution? In this episode, Kevin & Tom take a deeper look at the WD news of the week to analyze the changing habits of B2B buyers. These habits affect the supply chain, but the way distribution needs to look at their marketing plan. Don't miss this important and in-depth conversation! Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||
| Blockchain and The Metaverse in Wholesale Distribution | 17 Mar 2023 | 00:48:17 | |
It may sound like science fiction, but the future is now in wholesale distribution. On this week's episode, we talk with Tom May about enterprise-centered and customer-centered block chains in the supply chain, and the impact these have on WD. and is the metaverse at play in wholesale distribution? You bet it is, and our experts reveal why you need to stay ahead of the curve on this development if you're going to compete. Finally, we round out the episode with a look at the hot new topics in B2B, supply chain, and wholesale distribution. Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||
| Millennials: The New Drivers Of Wholesale Distribution | 10 Mar 2023 | 00:55:33 | |
Who is the Millennial buyer, and how are they driving wholesale distribution? On today's episode, Kevin and Tom are joined by special guest Pierre Barbeau, CEO of Moblico, to discuss how Millennials continue to drive current trends in WD. Diving into the news, the team also discusses global supply chain strategies and challenges, the record drop of transportation prices (except in Southern California ), and lessons from eCommerce that can be applied to in-store customer experiences. Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||
| TikTok In B2B? Who'd Have Thought? | 03 Mar 2023 | 00:55:09 | |
As Millennial and Gen Z buyers make more demands for online B2B distribution, distributors and marketers alike are taking another look at TikTok. On today's episode, Kevin and Tom are joined by Brandon Lee, a Fractional Chief Transformation Officer and one of the top voices in "Social Selling." Together, they discuss the TikTok influence in wholesale distribution, along with ho companies are using data to optimize the manufacturing process. Finally, we give you 3 ways to give your company what it needs in 2023 to work smarter, not harder. Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||
| Robots, Web3 and The MetaVerse in Wholesale Distribution | 24 Feb 2023 | 00:54:42 | |
If you think Web3 and the Metaverse is something just for Gen Z, think again. Businesses hold face-to-face meetings remotely and virtually, and can don VR and AR headsets to train, visualize, and collaborate. Several generations have become accustomed to digital interfaces, software and interactivity, and global connectivity. We immerse into the digital and increasingly draw it out across the physical world. In this episode, Kevin & Tom and their panel of WD thought leaders look at how the Metaverse will affect wholesale distribution, and how smart companies will take advantage of this exciting new technology. Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||
| Doubling Down On Data! | 17 Feb 2023 | 00:42:55 | |
Digital transactions, omnichannel sales, ChatGPT in wholesale distribution….we ain't seen nothing yet! In this episode, we're joined by Tom May, Will Quinn, and Brian Conley, who explain how the growth of digital sales is moving well beyond eCommerce. We also discuss how "Digital Brand Optimization" (DBO) may replace SEO as a new trend in the B2B marketplace. Finally, we wrap things up with a roundtable discussion on recent economic news and M&A activity in wholesale distribution. Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||
| The Jobs Report Missed: Here’s What That Means for Distributors | 01 Aug 2025 | 01:27:02 | |
When the U.S. jobs report is off by tens of thousands, what does that mean for leaders in wholesale distribution? In this episode, Kevin Brown and Tom Burton break down the latest economic numbers—and why massive revisions to jobs data should concern every distributor, manufacturer, and revenue leader. Beyond the headlines, they explore how faulty metrics distort strategy, trigger bad decisions, and create pressure across supply chains and sales teams. But it’s not just about problems. The hosts highlight how LeadSmart Channel Cloud™, AI-enabled CRM tools, and smart data integration can help revenue teams regain clarity, turning siloed information into real-time intelligence. Whether you're navigating inflation, digital transformation, or demand forecasting, this episode explains how to lead with insight when the facts are fuzzy. What’s the Real Risk When the Data Is Wrong? Whether it’s a 70,000-job gap or a delayed Fed signal, inaccurate economic metrics can lead to:
Episode Highlights
Meet the Hosts Kevin Brown and Tom Burton are co-founders of LeadSmart Technologies, a company building intelligent CRM platforms for manufacturers, distributors, and sales agents. With decades of experience, they help B2B teams align systems, strategy, and leadership insight. Tools, Frameworks, or Strategies Mentioned
Closing Insight “If the signal’s broken, build your own dashboard—and make sure your team knows how to read it.” Stay ahead of the next surprise. Subscribe, sync your data, and lead with clarity. Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||
| The Uncanny Growth Of The B2B Marketplace | 10 Feb 2023 | 00:52:40 | |
The B2B marketplace continues to explode in 2023, and getting in on the trend is critical for wholesale distributors. In this episode, Kevin and Tom are joined by Brendan Breen with the Industrial Supply Association, who discuss this trend as well as ChatGPT’s coming impact on CRM. We also talk about two important upcoming events: NAW (the National Association of Wholesalers annual event) and ISA23 in Phoenix. You don’t want to miss these insights! Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||
| 2023? So Far, So Great! | 04 Feb 2023 | 00:45:46 | |
On the heels of a better-than-expected jobs report, 2023 is off to a great start. We’ll explain why manufacturers are planning on spending big this year, and why so many M&A deals are happening now. We also give our some Supply Chain predictions for the year, as well as the pros and cons related to manufacturers selling direct, and how this impacts their distributor relationships. Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||
| Is AI The Future of WD? | 04 Feb 2023 | 00:42:24 | |
The emergence of artificial intelligence in our daily work life—especially in the form of ChatGPT—is causing a revolution in wholesale distribution. Will it end up replacing jobs or creating more of them? In this episode, Tom & Kevin reveal why this future should be embraced and not feared, and the important ways AI can be used to both increase WD efficiency and create new customer channels. Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||
| Gaining The Competitive Edge With Lee Richards | 02 Feb 2023 | 00:47:39 | |
We are joined by Lee Richards, VP of Sales from The Brooks Group. Lee gives his unique perspective on this week’s news in wholesale distribution and discusses the latest in sales training and motivation techniques his company uses to give clients a competitive edge. Tom, Kevin, and Lee also discuss the enthusiasm they continue to see within wholesale distribution and how the layoffs in tech should not expand to WD. Tom leads a discussion of how company culture impacts growth, employee retention, and much more. Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||
| Layoff, Tech Stacks & Millennials, Oh My! | 02 Feb 2023 | 00:33:07 | |
In our latest episode, we take a deep dive into the biggest headlines affecting wholesale distribution, including massive layoffs at Amazon and Salesforce. We also discuss the hazards of keeping data siloed within your organization, and how Millennials—which now make up half of all B2B purchasers—are changing the distribution game. Finally, we look at the importance of your Tech Stack, as well as a few growth predictions for 2023. Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||
| Around the Horn Debuts! | 02 Feb 2023 | 01:00:45 | |
On our debut podcast episode, we welcome Jennifer Murphy, President of NetPlus Alliance. Together, we look at what’s happening this week in wholesale distribution, then address a broad range of topics including utilizing the blockchain in wholesale distribution, the evolution of buying groups, and company branding through effective SEO and other techniques. We also look at the expansion of B2B e-Comm platforms and the evolution of Zorro as a B2B eCommerce platform, as well as how AI may help—or hinder—the future of CRM. Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||
| How AI and Stablecoins Are Rewiring the Supply Chain Economy | 25 Jul 2025 | 01:23:04 | |
Is your business ready for the AI economy, tariff turbulence, and the rapid rise of programmable payments? In this episode of Around the Horn in Wholesale Distribution, co-founders Kevin Brown and Tom Burton unpack the week's most pressing trends, from stablecoin legislation to humanoid robotics, from AI-fueled job disruption to smart supply chain control towers. Perfect for manufacturers, distributors, and B2B leaders navigating the evolving intersection of tech, trade, and trust, this episode delivers strategic insights designed for an AI-first, policy-volatile, automation-driven market.
05:10 – Why the Fed’s latest interest rate signals matter to distributors
Kevin Brown and Tom Burton are co-founders of LeadSmart Technologies, a RevOps CRM platform designed for manufacturers, distributors, and independent sales reps. Together, they host Around the Horn in Wholesale Distribution, a podcast that translates tech disruption into operational strategy for industrial B2B leaders.
“This is ACH 2.0, faster, cheaper, and built for modern logistics.” Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||
| Why B2B Buyers Want Sales Reps, Just Not All the Time | 18 Jul 2025 | 01:33:21 | |
What happens when data-driven decision-making meets the chaos of tariffs, AI disruption, and a retiring workforce? In this episode, Kevin Brown and Tom Burton sit down with Mark Gilham of Enable to unpack the big shifts impacting manufacturers, distributors, and the global supply chain. From trade policy to pricing strategy, sales transformation to skilled labor shortages, this wide-ranging episode explores how wholesale leaders can future-proof their organizations using AI-enabled tools, smarter rebate programs, and cross-functional data insights, all while staying resilient in an evolving economy.
A former distributor turned Enable evangelist, Mark Gilham specializes in helping manufacturers and distributors turn their rebate strategies into competitive advantages. With firsthand experience in data transformation, Mark brings deep expertise in pricing dynamics, supplier relations, and industry resilience.
“Data without context is noise. But with Ralph’s insights? It becomes a strategy.” This episode is a reminder that the future of wholesale distribution lies at the intersection of data fluency, adaptable tech stacks, and empathy-driven sales. If you're navigating economic uncertainty, evolving buyer behavior, or the AI transformation of your workforce, this is yo Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||
| From Interest Rates to Cyber Risk: What Distribution Leaders Must Know | 11 Jul 2025 | 01:26:13 | |
What do tariffs, AI adoption, and digital readiness have in common? They’re all reshaping the future of wholesale distribution. In this episode of Around the Horn in Wholesale Distribution, hosts Kevin Brown and Tom Burton unpack the forces shaping the industry from rising cybersecurity threats to the real reason distributors aren’t seeing results from generative AI tools. This episode blends actionable economic insights with digital transformation strategy and is a must-listen for Revenue Leaders in Distribution preparing for what's next.
05:20 – What the Fed’s hesitation on rate cuts means for distributors
Kevin Brown and Tom Burton are veteran analysts, strategists, and distribution-tech experts, bringing real-world insights from the front lines of ERP, CRM, AI, and supply chain transformation. Co-creators of the LeadSmart Channel Cloud™ platform, they help distribution teams leverage modern tools without losing the human touch. Tools, Frameworks, or Strategies Mentioned:
Closing Insight: “It’s not about replacing your sales team with AI, it’s about replacing the parts of your process that don’t scale.” – Kevin Brown Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||
| How Distributors Can Win in a Soft Landing Economy, with Taylor St. Germain | 30 Jun 2025 | 01:33:16 | |
What if the economic slowdown didn’t spell disaster—but a window of opportunity? In this episode, Senior Economist Taylor St. Germain of ITR Economics joins the show to unpack what a “soft landing” really means for distributors—and how to strategically navigate uncertainty, inflation moderation, and shifting customer demand without panic or paralysis. If you're a distributor wondering how to protect margins, forecast accurately, or align your strategy to economic signals, this conversation is packed with actionable insight tailored for leaders in the wholesale space. 🔍 What You’ll Learn:
Episode Chapters & Highlights: 03:15 – What “soft landing” really means—and how it’s playing out in distribution
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| The New B2B Revolution: AI, Segmentation, and The Hidden Revenue Model | 20 Jun 2025 | 01:25:50 | |
How will distributors thrive in the age of digital transformation, AI disruption, and customer experience redefinition? In this episode of Around the Horn in Wholesale Distribution, Ian Heller sits down with John Gunderson and Kevin to unpack the seismic shifts reshaping B2B sales strategy, channel alignment, and customer segmentation. With insightful commentary and bold predictions, the team explores the future of CRM-ERP integration, why distributors must evolve beyond legacy thinking, and how AI-powered selling is no longer optional; it’s inevitable. What You’ll Learn:
Episode Highlights: 04:29 – The role of entertainment and personality in B2B podcasting Meet the Guest: John Gunderson is VP of Sales at Distribution Strategy Group and a veteran advisor to the wholesale distribution industry. With deep expertise in sales strategy, segmentation, and manufacturer-distributor alignment, John brings pragmatic insight to the digital transformation conversation. Tools, Frameworks, or Strategies Mentioned:
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| Text-to-Order, GenAI Roles, and AI Scams: Inside the Future of B2B Distribution | 13 Jun 2025 | 01:30:43 | |
How are global supply chains bouncing back amid recession fears, and what role does generative AI play in rewriting the future of B2B sales, marketing, and cybersecurity? In Episode 146 of Around the Horn in Wholesale Distribution, hosts Kevin Brown and Tom Burton of LeadSmart Technologies unpack the economic shifts, digital commerce trends, and AI-infused transformations shaping the future of manufacturing and distribution. From tariffs and freight to text-based orders and AI-powered scams, this episode is a must-listen for professionals navigating wholesale disruption and digital acceleration. What You’ll Learn
Meet the Hosts
Closing Insight & CTA
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| More Rate Cuts, More Robots, More AI: What Distributors Need To Know | 07 Nov 2025 | 01:30:03 | |
What do rate cuts, tariffs, and the rise of agentic AI mean for the future of wholesale distribution?
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.
“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. Join the conversation each week on LinkedIn Live. | |||
| Tariffs, Humanoid Robots and AI in Distribution with guest Max Miester (Live from Germany!) | 06 Jun 2025 | 01:30:43 | |
What happens when a fourth-generation industrial distributor embraces digital transformation? In this episode, Kevin Brown and Tom Burton are joined by Max Meister of Ludwig Meister GmbH to explore what it really takes to modernize sales, systems, and mindsets in a legacy-driven industry. From CRM reimagination to cultural adoption strategies, this episode is a masterclass in building a future-ready distribution business without losing your human edge. What You’ll Learn
Closing Insight “Digital transformation doesn’t succeed because of software—it succeeds because people trust it will help them sell better.”
Leave a Review: Help us grow by sharing your thoughts on the show. Join the conversation each week on LinkedIn Live. | |||