Around the Horn in Wholesale Distribution Podcast

Kevin Brown & Tom Burton
  • 4.9 (12)
  • 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. Jun 5

    How "Profitless Prosperity" and Tarrif Refunds Will Affect B2B Marketing Strategy with Taylor St. Germain

    Is the U.S. economy heading toward stability, or just navigating a new kind of volatility? In this episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton are joined by Taylor St. Germain, Senior Economist at ITR Economics, to unpack the forces reshaping wholesale distribution and manufacturing. From interest rate uncertainty and tariff refund chaos to AI adoption gaps and “profitless prosperity,” this conversation connects macroeconomic signals directly to distributor margin strategy, capital investment decisions, and long-term growth planning. What You’ll Learn: Why the current economy feels like a “tale of two economies”, and how income distribution impacts demand across B2B marketsWhat the Federal Reserve is really watching (core inflation vs. trimmed mean metrics) and how rate decisions could affect CapEx, M&A, and working capitalHow tariff policy, Section 301 and 232 rulings, and refund uncertainty are influencing distributor pricing strategy and customer relationshipsWhat “profitless prosperity” means for 2026 and 2027, and how to protect margins during growth at a higher costWhy most AI initiatives in wholesale distribution are still efficiency plays—and what separates hype from scalable, repeatable AI-driven business processes Episode Highlights: 03:30 – Inside ITR Economics: forecasting accuracy, leading indicators, and preparing for downturns11:45 – May jobs report surprises: what strong hiring means for inflation and rate decisions14:20 – Interest rate outlook: hold, cut, or increase—and why energy prices complicate the Fed’s move30:18 – Tariff escalation, Section 301 and 232 policies, and the ripple effect across distributors41:03 – Tariff refunds: unintended consequences for margins, pricing transparency, and customer trust58:26 – AI adoption in wholesale distribution: efficiency gains vs. true strategic transformation1:16:35 – “Growth at a higher cost”: how to navigate labor inflation, electricity costs, reshoring, and fiscal pressure Meet the Guest: Taylor St. Germain is a Senior Economist and Business Consultant at ITR Economics. He delivers economic keynotes nationwide and helps manufacturers and distributors identify leading indicators, forecast demand, and prepare for economic cycles with a 94.7% forecasting accuracy standard. Tools, Frameworks, and Strategies Mentioned: ITR Economics leading indicator forecasting modelsWeekly GDP tracking vs. lagging government metricsTrimmed mean inflation vs. core CPIEnterprise Growth Platform by LeadSmart TechnologiesAI-driven margin protection and data unification strategies Closing Insight: “We are very optimistic about growth, but it’s growth at a higher cost.” The second half of the decade presents opportunities for wholesale distributors and manufacturers, but only for those who actively manage labor inflation, tariff exposure, electricity costs, and AI investment discipline. Growth is not the question. Margin strategy is. 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 23m

  2. May 29

    Inflation Metrics, Tariff Refunds, and AI Pricing Models with Guest Mark Gilham of Enable

    Is wholesale distribution entering its most disruptive era yet? In this episode of Around the Horn in Wholesale Distribution, Kevin Brown, Tom Burton, and Mark  Gilham of Enable unpack the forces reshaping the B2B supply chain: inflation measurement debates, Federal Reserve strategy, tariff refund accounting risks, buying group consolidation, maritime trade choke points, and the growing influence of AI on distributor–manufacturer relationships. This episode explores how data-driven decision making is shifting the industry from relationship-based instinct to AI-powered commercial intelligence, and what that means for distributors, manufacturers, CFOs, and industry leaders. What You’ll Learn: The difference between core inflation vs trimmed average inflation, and why the metric matters for CFO planning, pricing strategy, and capital investment decisionsHow a more flexible Federal Reserve approach impacts interest rate modeling, debt refinancing, and working capital strategy in wholesale distributionWhy tariff refunds create accounting, tax, and downstream pricing pressure, and how distributors and manufacturers should prepareThe real impact of global maritime choke points like the Strait of Hormuz, Suez Canal, Panama Canal, and South China Sea on supply chain resilienceWhy buying groups like Evergreen are consolidating, and how rebate economics drive churn and competitive pressureHow AI could disrupt traditional distributor–manufacturer relationships by prioritizing margin analytics, pricing optimization, and product substitution models over loyalty Episode Highlights: 03:22 – Mark  Gilham explains how Enable connects manufacturers and distributors through rebate and pricing intelligence11:45 – Core inflation vs trimmed average inflation: what’s the difference and why does it matter for distributors?24:41 – A Greenspan-style Fed strategy: how rate uncertainty changes business forecasting42:30 – Tariff refund accounting risks and downstream pricing pressure across the supply chain57:45 – The six global maritime choke points and why “just-in-time” models increase fragility1:00:41 – Why Evergreen shut down and what buying group consolidation means for distributors1:14:42 – Manufacturers’ growing concern: will AI override decades of channel relationships?1:23:48 – “It all depends on the brief the AI has.” How AI configuration shapes profitability and channel outcomes Meet the Guest: Mark  Gilham is a former distributor CFO and now a leader at Enable, a pricing and rebate management platform focused on helping manufacturers and distributors trade more intelligently in the B2B ecosystem. His expertise bridges finance, pricing strategy, rebate optimization, and AI-driven commercial execution. Tools, Frameworks, and Strategies Mentioned: Enable Rebate Management and Pricing IntelligenceLeadSmart Enterprise Growth PlatformRevenue Expander white space analyticsPrediction market data modeling for interest rate forecastingAI-driven commercial optimization and margin normalization modelsClosing Insight: “Future decisions are not going to be made based on a relationship. They’re going to be made based on what the AI model tells the distributor.” As wholesale distribution evolves, the competitive edge will belong to organizations that combine trusted relationships with structured data, commercial intelligence, and AI-ready infrastructure. 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 30m

  3. May 22

    How Global Conflict Is Rewriting Inventory Strategy For Distributors

    A lot of business leaders talk about “uncertainty,” but on today's episode, we talk about exactly where it comes from and how it hits your P&L.  We start with real-world takeaways from the recent convention in Nashville and conversations with distribution technology leaders, then connect the Middle East conflict to the Strait of Hormuz and other global supply chain choke points that quietly control fuel prices, freight capacity, and commodity availability. When that lane tightens, distributors feel it everywhere: inbound costs, delivery expense, lead times, and customer patience. From there, we bring it back to the shop floor reality. Global growth forecasts are getting cut, manufacturing activity is shifting, and we’re watching an “inventory whip” as companies move away from "just in time" to "just in case." Other topics discussed this week: • Infor’s user event and executive conversations on platforms, data, and AI • Global growth concerns and the inventory whip from just in time to just in case • EU tariff deal implications, predictability, and questions on how tariffs get executed • HVAC price-fixing lawsuit as a warning signal for market data sharing and pricing models • M&A surge in distribution and the belief that scale helps weather volatility • AI executive order delays, state-by-state regulation risk, and why that becomes a mess for multi-state operators • Platform-first AI strategy, extensibility, and avoiding fragmented tools and fragmented data • Robotics moving from novelty to real productivity and what it could mean in warehouses • Grainger’s e-commerce performance, private label leverage, and what it signals for B2B competition • Customer service as a loyalty driver, plus the current reality of bots that frustrate already-frustrated customers Subscribe, share the episode with a teammate, and leave a review so more wholesale distribution and manufacturing leaders can find the conversation. 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 29m

  4. May 15

    What is "The Dark Funnel" and How Does It Affect Economic Volatility in Wholesale?

    What happens when interest rates stay elevated, global shipping lanes tighten, and AI hype collides with operational reality in wholesale distribution? In this episode of Around the Horn in Wholesale Distribution, we break down the macroeconomic forces, supply chain risks, and AI driven transformation trends reshaping the distributor business model. From Federal Reserve policy and tariff pressure to agentic AI, CRM intelligence, and the B2B dark funnel, this episode gives distribution executives a practical framework for protecting margin, accelerating enterprise growth, and building competitive advantage in a volatile market. What You’ll Learn: How Federal Reserve rate decisions influence capital investment, inventory strategy, and M&A activity in wholesale distributionWhy oil price volatility, freight rates, and global shipping disruptions directly impact gross margin architectureThe real economic impact of tariffs across importers, distributors, and end customersWhat agentic AI can and cannot realistically automate in distribution operations todayHow the “dark funnel” is transforming B2B sales strategy, CRM integration, and digital customer acquisition Episode Highlights: 00:04 – Why macroeconomic volatility is no longer a background issue for distributors08:32 – How elevated interest rates reshape capital allocation and warehouse expansion decisions17:45 – Oil prices, shipping lanes, and why freight volatility compresses margin26:18 – The hidden operational complexity of tariffs and refund systems38:52 – Amazon’s evolving global logistics model and its impact on traditional distribution51:10 – The truth about agentic AI, compute costs, and autonomous workflow risks01:03:27 – Understanding the B2B dark funnel and AI enabled CRM intelligence01:14:44 – What distribution leaders should prioritize right now for durable enterprise growth Tools, Frameworks, or Strategies Mentioned: Enterprise Growth Platform strategy for wholesale distributionAI enabled CRM and ERP integrationAgentic AI governance and workflow oversightToken economics and AI compute cost modelingDark Funnel revenue strategy for B2B customer acquisitionSupply chain risk mitigation planning Closing Insight: Wholesale distribution is no longer insulated from global economics or digital disruption. Leaders who combine disciplined capital allocation, intelligent AI augmentation, and data driven revenue strategy will outperform in uncertain markets. 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

  5. May 1

    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

  6. 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

  7. 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

  8. 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
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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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