Around the Horn in Wholesale Distribution Podcast

Kevin Brown & Tom Burton
  • 4.9 (11)
  • MANAGEMENT
  • UPDATED DAILY

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.

  1. 20H AGO

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

    Is wholesale distribution prepared for $100 oil, stalled interest rate cuts, and the accelerating AI race between the U.S. and China? In Episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton break down the economic signals shaping manufacturers and distributors right now, from inflation data and Fed policy uncertainty to tariff refund chaos and AI governance risks. What You’ll Learn: Why Fed rate cut expectations are fading, and what that means for warehouse expansion, capital investment, and wholesale growth strategyHow $100 oil affects freight costs, supply chain pricing, and distributor margin pressureThe hidden operational risks in tariff refund processing and what $166 billion in potential repayments could mean for importersWhat “AI memory poisoning” is, and how poor governance could expose ERP, CRM, and customer data systemsWhy the AI race between the U.S. and China has direct implications for manufacturing competitiveness and workforce transformationHow voice AI and AI agents may reshape sales enablement, outbound prospecting, and real-time coaching in distribution Episode Highlights: 03:16 – Why inflation data may be too “lagging” for modern monetary policy decisions12:24 – The real downstream impact of $100 oil on logistics, freight, and wholesale pricing21:43 – Are we using the wrong economic metrics to guide Fed interest rate policy?34:40 – The looming tariff refund bottleneck and the operational burden on Customs44:02 – China’s nationwide AI push and what it means for global manufacturing52:02 – AI memory poisoning explained: how hidden prompts can bias your AI tools01:03:20 – Why governance and access controls are critical when connecting AI to ERP and CRM systems01:10:49 – Voice AI in sales: hype, opportunity, and the reality for relationship-driven distributors Tools, Frameworks, and Systems Mentioned: Lead Smart Technologies – Channel Cloud (AI-powered enterprise growth platform for wholesale distribution and manufacturing)AI-powered CRM and sales enablement systemsOAuth authentication risks in AI integrationsVoice AI agents for outbound prospecting and demo automationReal-time intelligence and prescriptive guidance for distributors Closing Insight: “It’s not AI replacing people. It’s people using AI who will replace those who don’t.” Wholesale distribution is entering a new operating era, where balanced trade policy, energy volatility, AI governance, and data-driven sales execution all intersect. Leaders who combine real-time intelligence with disciplined strategy will outperform those relying on outdated signals. 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.

    1h 21m

  2. MAR 6

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

    What happens when tariffs collide with AI, oil volatility, margin erosion, and agentic commerce,  all in the same week? In Episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton break down the accelerating news cycle impacting manufacturers, wholesale distributors, and the global supply chain. From the latest job report and Federal Reserve signals to tariff refund chaos, AI-driven margin strategy, and the Amazon vs. Walmart agentic commerce divide, this episode delivers practical insight for distribution leaders navigating economic uncertainty. If you are asking, “How should distributors respond to tariffs, AI disruption, and margin pressure right now?” This conversation is your roadmap. What You’ll Learn: Why the latest U.S. jobs report may not reflect real-time economic reality — and how distributors should interpret lagging indicators like CPI, PPI, and unemployment dataHow tariff refund litigation could create a $40+ billion Wall Street trading frenzy — and why downstream distributors face complex reconciliation challengesThe real drivers of margin erosion in wholesale distribution, including internal discounting and product mix blind spotsHow AI-powered discovery systems (like the DAGA framework: Discover, Alert, Guide, Automate) can unlock 40–50% revenue growth from existing account Episode Highlights: 03:15 – Why the news cycle now shifts between Thursday night and Friday morning12:09 – February jobs report: 92,000 jobs lost and what that signals for the Fed22:40 – Oil volatility, the Strait of Hormuz, and supply chain risk exposure29:43 – Tariff increases to 15% and the Supreme Court refund implications40:18 – Wall Street’s move to buy tariff refund claims at a discount59:14 – Margin erosion in distribution and the three silent profit killers1:06:00 – The DAGA framework: Discover, Alert, Guide, Automate1:13:46 – Amazon vs. Walmart: Competing models for agentic commerce1:22:33 – “Your data is worthless until you give it purpose” Tools, Frameworks, and Strategic Concepts Mentioned: DAGA Framework – Discover, Alert, Guide, AutomateAI-driven white space analysisMargin mix optimizationAgentic commerce modelsPredictive sales intelligence and guided sellingAI-enabled demand forecastingData clarity vs. data overload Key Themes for Distribution Leaders: Tariffs are not just policy, they are operational complexityMargin compression is often self-inflicted through unmanaged discountingAI should enhance sales teams, not replace themData without context is decoration Closing Insight: “AI is not about replacing people. It’s about making good people better.” 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.

    1h 31m

  3. FEB 27

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

    What happens when Supreme Court tariff rulings collide with AI governance, agentic commerce, and the future of wholesale distribution? In this episode of Around the Horn in Wholesale Distribution, Kevin Brown, Tom Burton, and Nick Pericle unpack the legal shockwaves from the IEEPA tariff decision, the 150 day Section 122 pivot, and what it really means for distributors, manufacturers, and B2B buyers. What You’ll Learn: Why the Supreme Court’s IEEPA tariff ruling does not mean tariffs are over and how Section 122 changes the timelineWho ultimately pays tariffs in a B2B supply chain and why potential refunds could create massive downstream complexityWhat AI governance actually means for wholesale distributors beyond just “using Copilot”How agentic AI and autonomous commerce could reshape B2B eCommerce expectationsWhy API first architecture, data integration, and disciplined procurement are now competitive advantagesHow to drive organic growth through white space analysis, cross sell strategy, and AI powered revenue expansion Episode Highlights: 03:45 – Supreme Court rules against IEEPA tariffs and what Section 122 means for distributors12:20 – If tariffs are refunded, who actually gets the money in a multi layer supply chain?24:10 – AI governance versus cybersecurity: what distributors are missing36:55 – Agentic AI in action: autonomous purchasing and the future of B2B commerce49:30 – Why ERP is not the single source of truth anymore58:40 – Organic growth, white space strategy, and becoming a “Moneyball distributor”01:08:15 – Robotics, humanoid automation, and the warehouse of 203001:18:50 – Long term economic outlook: deficit reduction versus stimulus Meet the Guest: Nick Pericle is Founder of Tenexity, where he helps wholesale distributors build AI governance frameworks, digital transformation strategy, and execution roadmaps. He works closely with distribution leaders navigating AI adoption, technology procurement, and long term competitive positioning. Tools, Frameworks, and Strategies Mentioned: AI Governance Frameworks for distribution organizationsAgentic AI tools such as Perplexity Comet, OpenAI Atlas, and Claude browser agentsAPI first integration strategy across ERP, CRM, WMS, and eCommerce platformsRevenue Expander and white space analysis for organic growthMoneyball distribution strategy using predictive analyticsSection 122 of the Trade Act of 1974 and IEEPA tariff authority Closing Insight: Tariffs may dominate the headlines, but the deeper story is discipline. Discipline in technology procurement. Discipline in AI governance. Discipline in organic growth. And discipline in building systems that integrate data instead of fragmentin 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.

    1h 26m

  4. FEB 20

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

    What happens when the Supreme Court strikes down the legal foundation behind sweeping U.S. tariffs? In this episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton break down the 6–3 SCOTUS ruling overturning tariffs imposed under the International Emergency Economic Powers Act (IEEPA) and what it means for distributors, manufacturers, contractors, and the global supply chain. What You’ll Learn: Why the Supreme Court ruled that tariffs under IEEPA exceeded presidential authority, and what that signals about executive vs. congressional powerWhether tariff refunds are likely, and why the “food fight” over who gets repaid could last yearsHow Section 122 (temporary tariffs), Section 232 (national security), and Section 301 (unfair trade) may reshape the next phase of U.S. trade policyWhat the ruling means for existing trade agreements with Japan, Taiwan, China, and other partnersHow wholesale distributors should think about tariff surcharges, price increases, and downstream customer expectations Episode Highlights: 03:18 – Breaking news: The Supreme Court strikes down tariffs under IEEP08:42 – Presidential authority vs. congressional taxing power: Why this ruling matters beyond tariff15:57 – The refund question: Who actually paid the tariffs, and who gets the money back28:11 – Distributor dilemma: What happens if tariff costs were already passed through the channel39:36 – NAW’s response and the call for swift tariff refund47:20 – Section 122 explained: Can the administration impose 10–15% temporary tariffs immediately58:04 – Trade deals in play: Will Japan, Taiwan, or others renegotiate01:10:15 – Are tariffs a strategic tool, or an economic drag? Tools, Frameworks, or Strategies Mentioned: IEEPA (International Emergency Economic Powers Act)Section 122 of the Trade Act of 1974 (temporary tariff authority)Section 232 (national security tariffs)Section 301 (unfair trade practices)NAW (National Association of Wholesalers and Distributors) policy responseTariff surcharge line-item strategies in distribution pricing Closing Insight: “Has it been an effective stick? Yes. But is it good for the economy right now? That’s where the debate begins.” For wholesale distributors operating on thin margins, this ruling isn’t just political, it’s operational. From pricing strategy to vendor negotiations to long-term sourcing decisions, the implications ripple through every layer of the B2B supply chain. 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.

    1h 21m

  5. FEB 13

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

    What happens if tariffs reshape the U.S. deficit, AI runs procurement, and humanoid robots stock your warehouse, all at the same time? In this episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton break down the Supreme Court tariff ruling uncertainty, rising GDP versus “vibecession” sentiment, AI-driven commerce protocols, Amazon’s data marketplace strategy, robotics in warehouse operations, and the accelerating consolidation in building materials distribution. What You’ll Learn: Why the Supreme Court’s pending tariff decision could reshape trade policy, inflation, and the federal deficitWhat “vibecession” means — and why consumer sentiment doesn’t match GDP growthHow Amazon’s AI content marketplace and Universal Commerce Protocol could redefine B2B eCommerceWhy structured data architecture matters more than “just building a data lake”How robotics, shelf-scanning AI, and humanoid automation will transform warehouse operationsWhat QXO’s $2.25B Kodiak acquisition signals about consolidation in building materials distribution Episode Highlights: 03:40 – Tariff revenue surges 300% and the Supreme Court uncertainty12:15 – Inflation data, CPI trends, and the economic impact of tariff refunds21:30 – Consumer sentiment vs. GDP growth: understanding the “vibecession”33:45 – Amazon’s AI content marketplace and the future of proprietary data monetization45:10 – Universal Commerce Protocol and AI agents completing complex B2B orders58:20 – Data lakes vs. data readiness: why structure, governance, and context matter01:07:35 – Robotics in wholesale distribution: shelf-scanning AI and warehouse gamification01:18:50 – QXO acquires Kodiak Building Partners: what consolidation means for distributors01:28:15 – Leadership insights: communication phrases that strengthen teams Tools, Frameworks, and Strategies Mentioned: Unified data platforms for wholesale distributionSmart CRM and aggregated ERP integrationAI-driven commerce and machine-readable product dataData lakes vs. structured data architectureWarehouse gamification performance dashboardsAI shelf-scanning roboticsUniversal Commerce Protocol for agentic B2B transactions Closing Insight: “The longer uncertainty lingers, the more strategic clarity matters.” Tariffs, AI, robotics, consolidation, none of it is slowing down. The distributors and manufacturers who win in this environment will not be the ones waiting for perfect conditions. They’ll be the ones building structured data foundations, modernizing commerce workflows, and preparing for AI-native operations today. 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.

    1h 35m

  6. FEB 6

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

    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.

    1h 35m

  7. JAN 30

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

    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.

    1h 27m

  8. JAN 23

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

    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.

    1h 5m
See All (149)

4.9
out of 5
11 Ratings

About

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.

Information

You Might Also Like