Around the Horn in Wholesale Distribution is the weekly podcast sponsored by LeadSmart Technologies that takes a deep dive into the topics impacting manufacturers, wholesale distribution, independent sales agents, and the global wholesale supply chain.
Hosted by Kevin Brown, a 30-year veteran of wholesale distribution, and Tom Burton, a recognized thought leader in SaaS platforms for distributors, each episode reveals a unique perspective and valuable information about wholesale distribution. Debuting in February 2023, the ATHIWD podcast springboards from Kevin & Tom's popular LinkedIn and Facebook Live shows, bringing their industry insights to a wider audience.
Whether it's M&A, SaaS and cloud computing, B2B e-Commerce or supply chain issues, we peel back the onion into the topics that impact your business most.
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What Tariff Inflation Means for Wholesale Distribution
Episode 208
Monday, October 19, 2026 • Duration 01:14:46
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 differently
How AI infrastructure, data centers, hyperscalers, and GPUs are shaping trade and demand
Why fuel costs, weather, geopolitics, and supply chain pressure still matter for business planning
How AI routing, geo-planning, and sales tools can improve distributor productivity
Why customer concentration and supplier concentration can affect M&A valuation
How AI regulation, model audits, and open-source competition could affect distributors
Episode 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.
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 differently
How AI infrastructure, data centers, hyperscalers, and GPUs are shaping trade and demand
Why fuel costs, weather, geopolitics, and supply chain pressure still matter for business planning
Why Distributors Need More Than CRM to Grow, with David Gordon
Episode 206
Friday, October 2, 2026 • Duration 01:28:40
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.
AI Fears, Fed Rate Rises, and Distribution's Next Growth Platform
Episode 205
Friday, September 18, 2026 • Duration 01:23:26
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 rate
How rate increases, inflation, fuel costs, and retail spending create mixed signals for business leaders
Why U.S.-Canada tariff tension matters for manufacturers and distributors
How AI risk warnings connect to regulation, open-source models, and public-market incentives
Why connected data and enterprise growth platforms may be more valuable than isolated AI tools
Episode Highlights:
00:00 – Kevin and Tom open Episode 205 and discuss the show’s growing international reach06:30 – LeadSmart previews a major product launch and the move beyond traditional CRM12:00 – The Fed rate increase, the 10-year Treasury, and why the tail may be wagging the dog29:30 – Import prices, retail sales, and consumer behavior in a high-rate environment39:30 – Canada, tariffs, the EU, and the pressure on North American trade relationships51:30 – Reshoring, manufacturing strategy, and Northern Tool’s insourcing move55:00 – AI safety warnings, Anthropic, OpenAI, and the incentives behind the headlines1:10:30 – AI point-solution fatigue and the need for connected systems of record1:18:00 – Office Depot, EB Horsman, LeadSmart launch updates, and closing thoughts
AI Spend, Tariff Tensions, and the Data Center Economy
Episode 204
Saturday, September 12, 2026 • Duration 01:29:45
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
Is AI about to create real turmoil for distributors, or are we still too early to know what comes next?
Episode 203
Friday, August 28, 2026 • Duration 01:29:15
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 increase
How inflation, fuel prices, and consumer spending are affecting business planning
Why Canada tariffs could have a major impact on U.S. manufacturing and distribution
How Panama Canal delays and El Niño could create new supply chain pressure
Why AI disruption may be real, but not as simple as job loss
Our All-Star Panel of Experts Discuss The Past, Present & Future of Wholesale Distribution
Friday, August 21, 2026 • Duration 01:21:32
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.
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What Is The "Silver Tsunami" and What Does It Mean For Wholesale Distribution?
Friday, August 14, 2026 • Duration 01:30:48
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.
The AI-Native Distributor: Agentic Buying, Smart CRM and the Future of Growth
Episode 197
Friday, July 31, 2026 • Duration 01:23:56
How can wholesale distributors plan for growth when interest rates, tariffs, global conflict, artificial intelligence, and changing buyer behavior are all moving at once?
Kevin Brown and Tom Burton examine the economic and technology forces shaping manufacturing and wholesale distribution. They discuss Federal Reserve policy, consumer confidence, Section 301 tariffs, supply chain visibility, AI-native business models, agentic purchasing, and the growing role of robotics in industrial operations.
What You’ll Learn:
Why the Federal Reserve has limited options for responding to inflation caused by geopolitical price shocks
How Section 301 tariffs could affect inventory planning, margins, sourcing, and supply chain strategy
What new industry survey data reveals about distributor confidence, demand recovery, tariffs, and technology adoption
How businesses can move from basic AI assistance toward an AI-native operating model
Why agentic AI could reshape how contractors and other B2B customers research products, request quotes, and place orders
How humanoid and purpose-built robots may change industrial labor, workplace safety, and the protective equipment market
Episode Highlights:
00:00 – Looking at the upcoming 200th episode of Around the Horn in Wholesale Distribution
13:40 – Why the Federal Reserve held interest rates steady and why some policymakers still favor an increase
29:15 – What declining consumer confidence could mean for spending, employment, and distributor demand
38:40 – How Section 301 tariffs are changing inventory valuation and supply chain planning
47:25 – Why global shipping chokepoints are creating new risks for oil, freight, and product availability
54:20 – What electrical distributors say about demand recovery, tariffs, margins, AI, and data center growth
1:03:30 – The stages of AI maturity and what it means to build an AI-native enterprise
Data Centers Everywhere, Section 301 Tariffs, and Amazon Business Crushing It: What A Time To Be Alive!
Friday, July 24, 2026 • Duration 01:25:43
What happens when tariffs, global shipping disruptions, AI infrastructure demands, and changing buyer behavior all hit wholesale distribution at the same time?
On this episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton examine the economic, technological, and supply chain forces shaping manufacturers and wholesale distribution teams. They discuss inflation and interest rates, the transition to Section 301 tariffs, growing risks across major shipping routes, Amazon Business’s expanding influence, the copper shortage behind AI data center growth, and why companies need a more disciplined approach to AI investment.
What You’ll Learn
How Section 301 tariffs could create greater planning certainty for distributors, even as import costs remain elevated
Why disruptions at the Strait of Hormuz, the Suez Canal, and the Panama Canal could create a global supply chain “perfect storm”
How distributors can compete with Amazon Business by solving complex problems and embedding themselves in customer operations
Why AI efficiency may increase total energy and computing demand instead of reducing it
How revenue leaders in distribution can evaluate AI tools based on measurable business outcomes instead of promises
Why employees who guide, challenge, and pressure-test AI produce stronger work than those who simply delegate tasks
Episode Highlights
04:20 – How LeadSmart uses connected ERP and CRM data to uncover hidden revenue opportunities
13:45 – What the Federal Reserve’s inflation language could mean for interest rates and business planning
23:10 – Why Section 301 tariffs may be more legally durable than previous tariff policies
34:05 – The global supply chain risks developing around the Strait of Hormuz, Suez Canal, and Panama Canal
43:20 – How Amazon Business reached $60 billion in merchandise volume and what distributors should do next
How AI routing, geo-planning, and sales tools can improve distributor productivity
Why customer concentration and supplier concentration can affect M&A valuation
How AI regulation, model audits, and open-source competition could affect distributors
Episode 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.
Why tariffs, fuel, labor, and other cost inputs make inflation harder to manage
How data centers are creating construction, electrical, low-voltage, and MRO opportunities
Why tariff refunds may not translate into visible price reductions across the channel
How ESOPs, private equity, succession, and exit planning affect distributor strategy
Why enterprise growth platforms help distributors move beyond traditional CRM
Episode 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
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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.
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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
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1:12:10 – How agentic AI could transform the traditional wholesale distribution buying process
1:20:35 – Humanoid robots, purpose-built machines, and the future of industrial safety
Tools, Frameworks, and Strategies Mentioned
LeadSmart Meridian 360 enterprise growth platform
Smart CRM and CRM-ERP integration
LeadSmart Revenue Expander
Hidden revenue detection and trapped-potential analysis
AI maturity stages, from AI-assisted to AI-native
Agentic AI purchasing and automated ordering
Inventory visibility and supply chain analytics
Human-centered sales automation
Section 301 tariff analysis
Closing Insight:
The companies that succeed through the next phase of wholesale distribution will understand more than what is happening inside their ERP. They will connect customer, sales, marketing, e-commerce, inventory, and operational data so their teams can make faster and better decisions.
Subscribe to Around the Horn in Wholesale Distribution for weekly insights into the economy, technology, supply chains, manufacturing, and distribution growth. Visit AroundTheHornPod.com to explore previous episodes and sign up for the newsletter. To learn how LeadSmart Technologies helps distributors connect their data and uncover hidden revenue opportunities, visit LeadSmartTech.com.
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59:40 – Copper shortages, data center construction, and the infrastructure required to support AI growth
1:10:05 – Why workers who actively direct AI agents outperform people who accept the first answer
Tools, Frameworks, and Strategies Mentioned
Meridian 360 Hub
LeadSmart’s connected data hub brings information from across the business into one environment, giving leaders greater visibility into customers, teams, sales activity, and growth opportunities.
GeniusFeed AI and Revenue Expander
These tools analyze business data to identify white space, wallet-share opportunities, customer risk, and hidden revenue. The discussion also explores how this type of predictive sales analytics could support M&A due diligence and business valuation.
Make Complexity Your Strategy
Distributors can protect their customer relationships by focusing on services that are difficult for large online marketplaces to replicate. These may include product customization, technical support, equipment commissioning, kitting, cutting, and on-site problem solving.
Embed Into Customer Operations
Vendor-managed inventory, on-site personnel, tool cribs, vending systems, and job-site inventory programs make the distributor a direct part of the customer’s workflow.
Jevons Paradox
As technology becomes more efficient and less expensive, demand often grows faster than the efficiency gains. The hosts apply this idea to AI computing, data centers, energy consumption, and future infrastructure requirements.
Outcome-Based AI Adoption
Before investing in AI or sales technology, businesses should define specific outcomes they expect to achieve. Those outcomes should guide implementation, client success meetings, performance measurement, and technology budgeting.
Closing Insight:
AI, tariffs, e-commerce, infrastructure shortages, and supply chain disruption are creating a more complicated operating environment for wholesale distribution. The companies that succeed will be the ones that improve visibility, strengthen customer relationships, and connect technology investments to measurable growth.
Subscribe to Around the Horn in Wholesale Distribution for weekly analysis of the news and trends affecting manufacturers, independent sales agents, distributors, and the global wholesale supply chain.
To receive the weekly newsletter, visit AroundTheHornPod.com.
To learn how LeadSmart Technologies helps distributors connect sales, CRM, ERP, marketing, quoting, and customer intelligence data, visit LeadSmartTech.com.
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