Around the Horn in Wholesale Distribution Podcast

Kevin Brown & Tom Burton
  • 4.9 (12)
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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. 6D AGO

    Amazon’s China Pipeline, Tariff Fallout, and Autonomous AI in Distribution

    Is the wholesale distribution industry heading toward another economic reset, or a new era of AI-powered growth? In this episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton break down the Federal Reserve’s interest rate decision, geopolitical volatility in the Strait of Hormuz, tariff refund uncertainty, Amazon’s China-to-U.S. logistics expansion, and the rising cost of AI compute. This episode explores how macroeconomics, supply chain disruption, autonomous AI agents, and B2B buying behavior are reshaping manufacturers, distributors, and the global wholesale supply chain. What You’ll Learn: Why the Federal Reserve’s split vote signals potential instability for capital investment and expansion planningHow oil volatility and Panama Canal congestion impact freight costs, inventory carrying costs, and distributor marginsWhat Amazon’s new Shenzhen-to-U.S. warehouse pipeline means for private label brands, importers, and traditional intermediariesThe real barrier to autonomous AI agents in wholesale distribution: compute costs, governance, and infrastructure readinessWhy the “dark funnel” is accelerating, and how B2B buyers are researching before ever calling your sales team Episode Highlights: 03:05 – The stock market’s momentum vs. economic uncertainty: what it means for distributors10:44 – The Fed holds rates with four dissents, political independence or internal division?26:55 – War Powers Act, Iran, and oil volatility: why fuel prices matter to wholesale margins31:52 – Tariffs explained: who actually pays and why refunds won’t be evenly distributed46:20 – Amazon’s China-to-U.S. logistics expansion and what it signals for supply chain disintermediation54:30 – AI compute costs, token consumption, and why fully autonomous agents aren’t practical—yet1:20:21 – The dark funnel in B2B buying: why customers are researching without your sales team Tools, Frameworks, and Concepts Mentioned: Enterprise Growth Platform strategy (LeadSmart Technologies)AI-enabled CRM and customer intelligenceAgentic AI and autonomous procurementThe Dark Funnel in B2B salesAI governance and agent sprawlCompute infrastructure and token economics Closing Insight: “An autonomous agent running your entire business is probably not as soon as we would like.” Wholesale distribution is not facing a single disruption, it’s navigating economic volatility, supply chain risk, AI acceleration, and changing buyer behavior simultaneously. 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

  2. APR 24

    AI Enablement vs. AI Hype: A Practical AI Framework for B2B Growth

    Is AI actually transforming wholesale distribution, or are we just managing our businesses with better dashboards? In Episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton unpack the real story behind AI enablement, tariff refund chaos, Iran and oil market volatility, Amazon Business strategy, Fed rate policy, industrial M&A, and robotics. This episode connects geopolitics, supply chain economics, B2B eCommerce, and AI adoption into one clear message: technology must enable growth, not just manage operations. What You’ll Learn: Why most B2B leaders are not AI ready, and why the issue is structural, not technicalHow to use the Discover, Alert, Guide, Automate framework to enable sales and operations teamsWhat tariff refunds mean for distributors, manufacturers, and downstream customersWhy Amazon Business may be a strategic opportunity, not just channel conflictHow Iran, oil markets, and interest rate policy directly impact wholesale distribution marginsWhy industrial branch traffic is improving despite low consumer sentiment Episode Highlights: 03:15 – Why AI is not the strategy, enablement is09:24 – How unified data across ERP, CRM, and eCommerce uncovers hidden growth17:23 – Iran, oil prices, and why the Strait of Hormuz matters to distributors30:49 – Kevin Warsh, rate cuts, and AI productivity gains35:33 – Tariff refund portal launches, what it means for supply chains45:06 – Industrial branch traffic improves, what that signals for demand56:23 – Why 86 percent of B2B leaders are not AI ready01:07:55 – Tesla Optimus and the future of robotics in manufacturing Tools, Frameworks, and Strategies Mentioned: Discover, Alert, Guide, Automate enablement modelAI powered CRM and unified data platformsAmazon Business B2B marketplace analyticsTariff refund portal processEnterprise growth platform strategyIndustrial M&A consolidation trends Closing Insight: The future of wholesale distribution will not be decided by who adopts AI first, but by who uses technology to enable smarter decisions, faster execution, and clearer visibility across the customer journey. Leave a Review: Help us grow by sharing your thoughts on the show. Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/ Join the conversation each week on LinkedIn Live. Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter. You can also hear the podcast and other excellent content on our YouTube Channel. Follow us on Facebook, Twitter, Instagram, or TikTok.

    1h 17m

  3. APR 17

    Are Tariffs Here To Stay? And What Does That Mean To Supply Chain Strategy? With Guest Alex Chauvsosky

    What happens to wholesale distribution when geopolitics, tariffs, inflation, and AI all collide at once? In this episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton sit down with Alex Chausovsky, Founder of 3DM Consulting, to unpack how Middle East conflict, energy volatility, tariff policy, and artificial intelligence are reshaping the economic landscape for distributors and manufacturers. This episode explores what business leaders must understand about diesel pricing, supply chain risk, margin compression, labor shortages, and AI augmentation in order to protect profitability and make smarter, data driven decisions in a volatile global environment. What You’ll Learn: Why producer price index trends and diesel costs matter more to distributors than headline oil pricesHow Section 232 and Section 301 tariffs are structurally changing U.S. trade policyWhat tariff refund timelines realistically look like and why downstream distributors may never see reliefHow to protect margins by analyzing profitability at the product line, customer, and regional levelWhat labor shortages and immigration policy mean for future workforce dynamics Episode Highlights: 03:12 – What “Data Driven Decision Making” really means for wholesale distributors 14:45 – Why oil price headlines don’t tell the full logistics story 21:57 – The hidden diesel risk facing owner operator trucking capacity 27:26 – Why tariffs are not going away, regardless of administration 32:48 – The truth about tariff refunds and who actually qualifies 51:49 – Margin protection strategies during inflationary pressure 57:45 – Will AI eliminate jobs or increase productivity? 1:13:17 – Why universal basic income debates miss the human purpose of work Meet the Guest: Alex Chausovsky is the Founder of 3DM Consulting, specializing in economic forecasting, geopolitical analysis, and strategic advisory for small and mid sized businesses. He delivers 75 to 100 keynotes annually and helps organizations translate global disruption into actionable business strategy. Tools, Frameworks, and Strategies Mentioned: 3DM Consulting: Data Driven Decision Making frameworkSection 232 tariffs: Product category based trade enforcementSection 301 tariffs: Country specific anti dumping tariffsWhite space analysis for margin expansionAI augmentation strategy for productivity growthGeopolitical scenario planning for supply chain resilience Closing Insight: “In business, you are not here to grow revenue. You are here to grow profit.” In a world defined by geopolitical volatility, tariff uncertainty, energy disruption, and AI acceleration, wholesale distribution leaders must focus on margin discipline, operational intelligence, and strategic agility. 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 19m

  4. APR 10

    Fuel inflation, MRO Cost Pressure & the Future of Whole Distribution With Steve Levy

    What happens to wholesale distribution when geopolitical tension, tariff policy, fuel inflation, and artificial intelligence collide at the same time? In this episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton sit down with Steve Levy, VP of Enterprise Architecture at Infor, to unpack how macroeconomic volatility, global supply chain risk, AI governance, and enterprise platform strategy are reshaping the future of distribution. If you lead a distribution or manufacturing business and are wondering how to navigate tariffs, inflation, inventory exposure, and AI adoption responsibly, this conversation connects the dots. What You’ll Learn How geopolitical instability and energy market volatility directly impact diesel pricing, freight costs, and MRO marginsWhether borrowing against expected tariff refunds is strategic capital leverage, or hidden riskHow acquisitive distributors may find opportunity during economic uncertaintyThe difference between “running on AWS” and having real enterprise architecture and AI governanceHow AI augmentation, not workforce replacement, could enable distributors to scale revenue without proportional headcount growth Episode Highlights: 03:18 – Why the Strait of Hormuz matters more to distributors than daily pump prices11:42 – Fuel inflation, MRO cost pressure, and the inventory overbuying risk19:55 – Tariff refunds as financial instruments: Should companies borrow against future policy decisions?31:07 – Economic uncertainty and succession planning: Why volatility may accelerate acquisitions44:28 – AI governance vs. AI experimentation: What enterprise leaders must get right58:16 – Automation in credit, cash application, and operational workflows01:12:09 – Are leaders becoming too reliant on AI? The critical thinking question01:26:40 – Multi-model AI validation and the future of enterprise decision-making Meet the Guest: Steve Levy is Vice President of Enterprise Architecture at Infor. He works at the intersection of cloud infrastructure, platform extensibility, AI governance, and enterprise system design, helping large distribution and manufacturing organizations modernize responsibly while managing risk. Tools, Frameworks, and Strategies Mentioned: Enterprise Architecture Strategy for DistributionAI Governance Councils and Multi-Model ValidationCloud Platform Extensibility within Infor ecosystemsAI Augmentation vs. Workforce Replacement FrameworkCapital Allocation Strategy During Tariff Volatility Closing Insight: “Volatility creates pressure, but it also creates opportunity for the prepared.” 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 38m

  5. MAR 27

    Redefining Price Optimization and Inventory Management, with Nelson Valderrama of Intuilize

    Is volatility the new normal for wholesale distribution and manufacturing? In this episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton are joined by Nelson Valderrama, founder of Intuilize, to break down inflation uncertainty, supply chain disruption, AI adoption strategy, and a major HVAC acquisition that could reshape the industry. This conversation explores how distributors and manufacturers can protect margin, manage working capital, and lean into organic growth during economic volatility and accelerating digital transformation. What You’ll Learn: Why the gap between 2.7% and 4.2% inflation forecasts matters for distributor budgetingHow pricing discipline and inventory optimization protect gross marginWhat SRS Distribution’s acquisition of Mingledorff’s signals for HVAC consolidationWhy AI ROI confusion is slowing enterprise adoptionHow Jeff Bezos’ $100B manufacturing strategy could reshape supply chainsWhat labor compression and immigration shifts mean for workforce planning Episode Highlights: 03:15 – The Fed vs OECD inflation forecast clash and what it means for pricing strategy12:40 – Budgeting for 2027 in an environment of economic volatility19:45 – Fuel surcharges, freight costs, and downstream supply chain risk26:10 – “Volatility is our new reality” and what leaders must control33:20 – SRS acquires Mingledorff’s: Is Home Depot operating like private equity?51:30 – Jeff Bezos’ AI manufacturing fund and vertical integration strategy01:17:00 – The risk of fragmented AI regulation across states01:30:30 – Labor shortages, immigration slowdown, and operational impact Meet the Guest: Nelson Valderrama is the founder of Intuilize, a profit improvement platform focused on pricing optimization and inventory management for wholesale distributors. With 30 years in distribution and private equity experience, Nelson helps distributors unlock margin expansion, improve working capital performance, and build data-driven decision frameworks. Tools, Frameworks, and Strategic Themes Mentioned: Pricing discipline as a competitive advantageWorking capital optimizationInventory right-sizing strategiesOrganic growth versus leveraged expansionAI implementation guardrails and ROI alignmentVertical integration and purchasing power leverageData-driven supply chain forecasting Closing Insight: The distributors and manufacturers who thrive in this environment will not be the ones who predict perfectly. They will be the ones who execute with discipline, control what they can control, and adapt faster than competitors. Volatility is here. The question is whether you are positioned to capitalize on it. Leave a Review: Help us grow by sharing your thoughts on the show. Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/ Join the conversation each week on LinkedIn Live. Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter. You can also hear the podcast and other excellent content on our YouTube Channel. Follow us on Facebook, Twitter, Instagram, or TikTok.

    1h 35m

  6. MAR 20

    Inflation vs. Cost Pressure: What Distributors Must Know About Oil, AI, and Section 301 Tariffs

    What happens when rising oil prices, Section 301 tariff investigations, AI adoption gaps, cybersecurity risks, and Amazon’s one-hour delivery model collide? In this episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton break down the macroeconomic signals, AI governance shifts, supply chain volatility, and B2B e-commerce disruption reshaping wholesale distribution and manufacturing. From Federal Reserve policy and inflation dynamics to agentic commerce and sales enablement, this episode connects global headlines to real operational decisions leaders must make now. What You’ll Learn: Margin pressure from fuel and logistics volatilityTariff uncertainty affecting sourcing and pricing strategiesAI adoption challenges across executive and operational levelsCybersecurity exposure in increasingly digital supply chainsAmazon-driven shifts in fulfillment expectationsSales teams struggling to hit quota despite better tools Episode Highlights: 03:12 – The Fed holds rates steady: inflation vs. rising cost pressures09:45 – Oil futures, fuel pricing, and how global conflict impacts freight margins16:30 – What happens if $189 billion in tariff refunds hits the economy25:50 – Section 301 tariffs explained and what they mean for manufacturers43:10 – AI productivity gains vs. employee mistrust and adoption friction48:20 – The rise of “work slop” and why lazy prompting hurts business results54:40 – National AI policy framework and the risks of state-by-state regulation01:10:05 – Amazon’s one-hour delivery push and the consumerization of B2B01:18:30 – Why 84% of salespeople missed quota and what real sales enablement requires Tools, Frameworks, and Concepts Mentioned: Section 301 Trade Act InvestigationsFederal Reserve policy and PCE inflation metricsAgentic commerce and AI agents in B2B buyingEnterprise Growth Platform model (LeadSmart Technologies)Unified data strategy: ERP + CRM + marketing automation + e-commerce integrationSales enablement beyond trainingNational AI governance frameworkTrust-first leadership frameworkClosing Insight: “There’s a difference between true inflation and increased costs, and there’s a difference between adopting AI and actually enabling your people to use it well.” 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 28m

  7. MAR 13

    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

  8. 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
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4.9
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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.

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