Around the Horn in Wholesale Distribution Podcast

How will distributors thrive in the age of digital transformation, AI disruption, and customer experience redefinition?In this episode of Around the Horn in Wholesale Distribution, Ian Heller sits down with John Gunderson and Kevin to unpack the seismic shifts reshaping B2B sales strategy, channel alignment, and customer segmentation.With insightful commentary and bold predictions, the team explores the future of CRM-ERP integration, why distributors must evolve beyond legacy thinking, and how AI-powered selling is no longer optional; it's inevitable.What You'll Learn:Why many distributors are trapped in the “inside-out” mindset—and how to flip it for real growthThe biggest blind spot in traditional CRM strategy (and how AI Co-Pilots are changing that)How top-performing distributors use segmentation and persona-based selling to drive hidden revenueWhat manufacturers really want in channel partnerships todayPractical frameworks for modernizing your sales org—without losing your human touchEpisode Highlights:04:29 – The role of entertainment and personality in B2B podcasting 12:17 – Why segmentation is the missing link in most distributor sales strategies 23:40 – How “AI Co-Pilots” reshape the sales conversation 31:05 – A behind-the-scenes look at channel misalignment and how to fix it 41:18 – The value of CRM-ERP integration for surfacing hidden revenue 52:44 – Persona-based selling: what it is and why it matters 59:59 – A human-centric view of sales automation 1:08:22 – Predictions on the next phase of distributor evolutionMeet the Guest:John Gunderson is VP of Sales at Distribution Strategy Group and a veteran advisor to the wholesale distribution industry. With deep expertise in sales strategy, segmentation, and manufacturer-distributor alignment, John brings pragmatic insight to the digital transformation conversation.Tools, Frameworks, or Strategies Mentioned:AI Co-Pilot for SalesCRM-ERP IntegrationHidden Revenue DetectionPersona-Based SegmentationSales Automation Without Losing the Human TouchLeave 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.

How are global supply chains bouncing back amid recession fears, and what role does generative AI play in rewriting the future of B2B sales, marketing, and cybersecurity? In Episode 146 of Around the Horn in Wholesale Distribution, hosts Kevin Brown and Tom Burton of LeadSmart Technologies unpack the economic shifts, digital commerce trends, and AI-infused transformations shaping the future of manufacturing and distribution. From tariffs and freight to text-based orders and AI-powered scams, this episode is a must-listen for professionals navigating wholesale disruption and digital acceleration.  What You'll Learn Why 65% of industrial buyers are ordering online—and how device-agnostic tools like text-to-order are reshaping customer expectationsWhat's driving the GenAI talent revolution across sales and marketing, including five emerging AI roles every organization needsHow global trade, port activity, and tariffs signal freight resurgence—despite economic “fog”Which cybersecurity threats are powered by generative AI, and what you can do to defend your teamHow Gen Z is transforming the workforce, demanding flexibility, autonomy, and technology-native experiencesMeet the Hosts Kevin Brown and Tom Burton are co-founders of LeadSmart Technologies, creators of the Customer Intelligence Platform that helps modern distributors and manufacturers surface hidden revenue, automate sales workflows, and power smart CRM transformation. Tools, Frameworks, and Strategies MentionedLeadSmart's Customer Intelligence PlatformChannelCloud: Unified sales and marketing stack for distributorsSmart CRM: AI-powered customer engagement trackingGenius Feed: Real-time insights delivery across teamsHuman-Centric Sales AI: Automation without losing the human touchClosing Insight & CTA “You can't wait for clarity to lead—you have to build visibility into your systems.”To explore how LeadSmart Technologies can help your team discover hidden revenue and drive sales automation with empathy, visit LeadSmartTech.com and subscribe to the Around the Horn newsletter.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.

What happens when a fourth-generation industrial distributor embraces digital transformation? In this episode, Kevin Brown and Tom Burton are joined by Max Meister of Ludwig Meister GmbH to explore what it really takes to modernize sales, systems, and mindsets in a legacy-driven industry. From CRM reimagination to cultural adoption strategies, this episode is a masterclass in building a future-ready distribution business without losing your human edge.  What You'll Learn Why CRM adoption strategies often fail—and how to fix themHow to turn your CRM into an AI sales co-pilot that delivers real valueWhat European distributors can teach U.S. businesses about sustainable innovationHow to balance sales automation with human connectionThe role of CRM-ERP integration in uncovering hidden revenue opportunities Episode Highlights04:10 – Why European distributors struggle to embrace digital transformation09:25 – Max Meister on building cultural readiness for CRM adoption14:45 – How Ludwig Meister approached CRM-ERP integration for real sales insights21:30 – Why most CRM platforms fail frontline reps—and how to fix it28:05 – Moving from sales reporting to revenue intelligence with smart systems34:50 – Using AI as a true co-pilot: automating insight, not just workflow41:15 – The role of trust and emotion in tech adoption across generations48:00 – Balancing tradition with innovation in long-standing businesses56:30 – Sustainable innovation: What U.S. distributors can learn from the EU model1:03:15 – Real-world tactics for increasing CRM adoption and frontline usage1:11:40 – Future-proofing sales teams through digital confidence, not pressure1:21:00 – Final insights: Why your CRM should feel like your smartest teammate Meet the Guest Max Meister is the Managing Director of Ludwig Meister GmbH, a century-old German distribution company that has become a model for smart digital transformation in the industrial sector. Tools, Frameworks, or Strategies MentionedCRM Reimagined – CRM as a real-time assistant, not a reporting toolSales Co-Pilot Model – Using AI for next-best-action guidanceData-Driven Adoption Framework – Cultural change meets system valueClosing Insight“Digital transformation doesn't succeed because of software—it succeeds because people trust it will help them sell better.”Adoption isn't about compliance—it's about confidence. If you want to future-proof your sales team, start by making your systems indispensable.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.

Are U.S. tariffs helping or hurting your business model? In this episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton unravel the legal, economic, and operational chaos triggered by shifting U.S. tariffs, AI adoption, and distribution tech disruptions. From trade court rulings to Mexico's manufacturing boom, they explore what every distributor, manufacturer, and channel leader needs to know to navigate today's volatility with foresight and resilience. Whether you're reevaluating your CRM, mitigating supply chain risk, or decoding the implications of nearshoring, this episode delivers actionable insights rooted in the realities of B2B commerce and channel management.  What You'll Learn: Why the future of U.S. tariffs may depend on Supreme Court decisions—and how that affects distributorsThe “First Sale Rule” loophole and why it's both a cost-saver and a documentation headacheWhy 9 in 10 distribution leaders say their current business model is unsustainableThe rise of Mexico as a nearshoring powerhouse—and what it means for supply chain strategyHow AI and robotics are already reshaping workplace safety, marketing, and talent acquisitionTools, Frameworks, or Strategies Mentioned: ChannelCloud – LeadSmart Technologies' AI-powered CRM for manufacturers and distributorsFirst Sale Rule – A legal trade regulation impacting tariff calculationPlatformization – The strategic move away from fragmented tools toward integrated platformsClosing Insight: “Platformization is the backbone of digital transformation.” – Tom BurtonTo stay ahead in wholesale distribution, leaders must do more than react—they must rethink. Subscribe now for your weekly dose of pragmatic, AI-aligned insights built for the evolving B2B landscape.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.

What happens when wholesale distribution meets a shifting global economy, AI-driven technology, and a full-court press on organic growth? In this extended episode of Around the Horn in Wholesale Distribution, co-hosts Kevin Brown and Tom Burton are joined by industry leader Paul Kennedy, President & CEO of DSG and Chair of NAED. Together, they dive into the economic, geopolitical, and operational dynamics shaking up manufacturing and distribution in 2024.

In this dynamic episode of Around The Horn in Wholesale Distribution, hosts Kevin Brown and Tom Burton dive deep into the critical shifts happening in the global economy, supply chain volatility, AI's role in distribution, and how forward-thinking companies are thriving amid uncertainty. With Kevin just back from Denver following the SHIFT event hosted by Modern Distribution Management and the National Association of Wholesaler-Distributors, the conversation is rich with fresh insights, real-world anecdotes, and actionable takeaways.From the U.S.–China tariff talks and inflation concerns to the power of brand relevance and emerging AI tools in forecasting, this episode is a must-listen for anyone navigating the evolving distribution landscape.

Are We on the Brink of a Tariff Reversal...or Global Supply Chain Shock? In this special episode of Around the Horn in Wholesale Distribution, Tom Burton and Kevin Brown unpack one of the most urgent developments in global trade: the escalating U.S. tariff war and its potential impact on supply chains, wholesale distributors, and global markets. Broadcast early to accommodate Kevin's work with the University of California Irvine's entrepreneurship program, this “shortened” but insight-heavy episode delivers critical updates on: The newly announced UK–U.S. tariff agreementUpcoming negotiations with China in SwitzerlandThe ripple effect on aluminum, steel, ethanol, beef, aerospace parts, and rare earth mineralsReal-world impacts already being felt at U.S. ports and how they could disrupt inventory and pricingThe potential for widespread MOUs and phased trade deals with Germany, India, and other EU nationsYou'll also hear how markets are responding (hint: cautiously optimistic) and why this moment could be a major turning point for international trade policy. Whether you're in wholesale, distribution, manufacturing, or just watching the shifting global economic tides, this episode provides timely, practical insight.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.

In this power-packed episode of Around the Horn in Wholesale Distribution, hosts Kevin Brown and Tom Burton are joined by AI strategist Brooks Hamilton for a deep dive into the forces reshaping the global supply chain, manufacturing, and distribution landscape. Broadcasting during one of the most turbulent economic moments in recent memory, the trio breaks down the immediate and long-term effects of shifting tariffs, AI adoption, and digital transformation on the B2B ecosystem.Brooks brings 20+ years of experience in sales effectiveness, pricing optimization, and executive alignment within the distribution and manufacturing sectors. His insights reveal why this moment is a turning point—not just for supply chain logistics, but for the very structure of how distribution businesses must evolve to survive and thrive.Whether you're a mid-sized distributor trying to stay nimble or an enterprise leader facing geopolitical disruption, this episode offers hard-hitting, timely insights that could define your next strategic move.#WholesaleDistribution #AIInSupplyChain #B2BStrategy #TariffImpact #AroundTheHornPodcastKey Takeaways:Tariffs Are More Than Costs: Their true impact lies in confusion, disruption of planning processes, and the urgent need for agile response systems.AI in Distribution is No Longer Optional: It's a competitive differentiator—and the window to lead, or get left behind, is narrowing.Planning is the Missing Link: Many ERPs lack the agility to handle new challenges like tariff calculations or AI integration.Disruption = Opportunity: Smaller, leaner players with good tech and inventory management can outperform slower legacy competitors.Human-Centric AI Wins: Adoption grows when AI enhances employee workflows rather than replacing them or adding friction.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.

So this whole tariff thing is no big deal, right? This week, Kevin Brown and Tom Burton take you through the evolving landscape of tariffs, supply chains, international trade dynamics, and their ripple effects on the wholesale distribution and manufacturing sectors. Against a backdrop of shifting policies between the U.S. and China, the hosts deliver a candid analysis of how these global changes translate into real-world impacts — from supply chain adjustments to pricing pressures and economic indicators like jobless claims.Adding layers of perspective, the episode also delves into the importance of CRM-driven customer intelligence, the impact of AI and automation, and strategic approaches distributors can take to thrive amid economic uncertainty.This week's conversation weaves tactical advice, personal observations, and industry insights that make it a must-listen for leaders navigating today's distribution challenges.Highlights of the Hosts' Expertise:Kevin Brown and Tom Burton bring decades of combined experience in wholesale distribution, technology, and AI-driven customer intelligence through their work at LeadSmart Technologies.LeadSmart's ChannelCloud platform embodies the themes discussed — integrating siloed data to drive better decision-making.Why This Episode Matters:Global trade shifts, tariffs, and technology disruption are not abstract headlines — they are direct pressure points for distributors and manufacturers. This episode arms listeners with a better understanding of how to anticipate, adapt, and capitalize on these changes.Key Takeaways:Tariff Tensions Are Evolving: Despite public posturing, both the U.S. and China are making subtle moves toward easing trade restrictions behind the scenes.Wholesale Distribution Feels the Squeeze: From Fastenal's early tariff-driven price hikes to container shipment declines, distributors must prepare for market turbulence.Data-Driven Strategy is Critical: Smart CRM adoption isn't a luxury — it's essential for survival and competitive advantage.Prepare for Economic Shifts: Organizations with strong balance sheets, flexible pricing models, and diversified product lines will thrive amid interest rate and trade fluctuations.AI Adoption Must Be Strategic: Manufacturers like John Deere and Procter & Gamble show that embracing AI as an enabler — not a threat — is key to future-proofing workforces.Leave a Review: Help us grow by sharing your thoughts on the show.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.

In this powerhouse episode of Around The Horn in Wholesale Distribution, hosts Kevin Brown and Tom Burton welcome back Economist and Analytics Expert Alex Chausovsky from the Bundy Group for a deep dive into the macroeconomic forces shaking up the world of wholesale distribution.With 7 keynotes in 7 days, Alex brings timely, boots-on-the-ground insight into what industry leaders are thinking, fearing, and forecasting. The trio takes on the “Big Four” disruptors—tariffs, inflation, recession risk, and geopolitical tension—and translates headline volatility into grounded, strategic actions for manufacturers and distributors.Whether you're concerned about shifting trade policies, interest rate confusion, or how to plan CapEx in a fog of uncertainty, this episode delivers both perspective and practical steps to weather the storm and seize new opportunities.Guest Spotlight:Alex Chausovsky is Director of Analytics and Consulting at the Bundy Group, a boutique investment bank specializing in sell-side and capital raise advisory. With over 25 years of experience applying economic data to business strategy, Alex speaks at 100+ engagements a year, making him a sought-after voice in data-driven decision-making for complex markets. His pragmatic approach strips away economic theory to focus on what's actually happening in the trenches—making this episode a must-listen for strategic leaders in distribution and manufacturing.Key Takeaways:Data vs. Sentiment: Current hard data shows surprising economic resilience, even as business sentiment tanks.Tariffs as a Strategic Weapon: Not all tariffs are created equal; how they're applied matters more than their existence.CapEx Planning: Businesses are delaying big-ticket investments, but not canceling them—yet.Interest Rate Chess Match: Powell vs. Trump—expect a standoff driven by inflation management vs. economic stimulation.Multipolar World Order: Geopolitical fragmentation and the rise of corporate influence are redefining global power structures.Inventory Arbitrage & Pricing: Smart companies are using strong balance sheets and predictive pricing strategies to ride out tariff uncertainty.AI is Taking a Backseat (Temporarily): Tariffs and geopolitics have temporarily eclipsed AI as the hottest topic in strategic planning.Leave a Review: Help us grow by sharing your thoughts on the show.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.

This week, Kevin and Tom tackle the economic, political, and technological shifts shaking up the wholesale distribution and manufacturing world. From skyrocketing tariffs to volatile markets to the return of onshoring, this episode weaves together sharp insights and real-time headlines to deliver one big takeaway: transformation is happening fast, and those who adapt will thrive.Even as Kevin battles a flu and Tom busts out a mid-show solo monologue, the duo dives deep into the nuances of U.S.–China trade tensions, the potential military implications of tariff disputes, and the quiet but powerful resurgence of American manufacturing. They also highlight a shift in the sales mindset—from expansion through M&A to growth through untapped customer potential—anchored by a discussion of Tom's latest article on organic growth.The episode closes with a look at AI hiring policies, Amazon's China dependency, and why Walmart may quietly be preparing to dominate B2B distribution.While this episode features no outside guests, the “regulars” return:Bob Britton & Scott Leith, frequent contributors from the audience, add real-time industry and financial perspective that elevate the discussion.Key Takeaways:AI-driven market activity is reshaping Wall Street—and few are ready for the consequences.New tariffs are shaking global trade norms; their scope is broader than most businesses anticipated.U.S. manufacturers are outpacing expectations in their tech adoption and pipeline activity.Walmart is positioning itself to challenge Amazon in the B2B space, quietly and strategically.Organic growth is becoming the smarter play for distributors facing uncertain capital markets.Tariff and trade negotiations could become geopolitical flashpoints—and the market is watching.Amazon may be vulnerable, as 70% of its marketplace products come from China.Leave a Review: Help us grow by sharing your thoughts on the show.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.

Wait...was there something about tariffs in the news?In this week's fast-paced episode of Around The Horn in Wholesale Distribution, Kevin Brown and Tom Burton bring clarity to chaos as they tackle the sweeping global tariff changes announced this week. Broadcasting from an airport wine bar (yes, really), Kevin joins Tom to break down the immediate and long-term implications of the tariff overhaul, the ripple effects on manufacturing and sourcing, and how distributors can prepare for what's next.The discussion includes real-time analysis of shifting supply chains, economic predictions from thought leaders at the Industrial Supply Association (ISA) conference, and what this all means for pricing, margins, and operational resilience. Special attention is given to strategic insights shared by Ryan Wild of the National Association of Wholesalers and economist Taylor St. Germain of ITR Economics.If you've been caught off guard by the policy shifts, this episode offers critical takeaways and a forward-looking mindset. This isn't just another recap—this is a roadmap for understanding what's happening and how to navigate it with strategy, not fear.Key Topics and Timestamps:00:00 – 03:20 – Opening banter from a Nashville airport wine bar and why Kevin is podcasting on the go03:21 – 06:30 – Economic updates: jobs data, market movement, and interpreting short-term volatility06:31 – 10:15 – Tariff surprises and policy warnings from Ryan Wild (NAW) at the ISA Conference10:16 – 15:05 – Tariff implications: countries impacted, commodity pricing shifts, and supply chain exposure15:06 – 19:40 – The bigger strategy behind tariff policies: reshoring, tax offsets, and U.S. competitiveness19:41 – 24:50 – Economic optimism from Taylor St. Germain (ITR Economics): why Q3 and Q4 could boom24:51 – 28:30 – Talent, wages, and the urgency to hire before inflation hits28:31 – 32:00 – Final thoughts: long-term vision, playing the long game, and what to watch nextKey Takeaways:Tariffs hit harder and wider than expected: The administration's sweeping policy includes a surprising number of countries, leaving distributors and manufacturers scrambling.Short-term pain, long-term plan: The hosts emphasize a broader strategy at play—tariffs, reshoring, and eventual tax relief designed to make U.S. manufacturing more competitive.Pricing pressure is coming: Commodities like nitrile gloves could nearly double in price; companies need to prepare now.Strategy beats volatility: Focus less on daily market swings and more on the underlying playbook behind the economic shifts.Invest in 2025: If ITR's projections hold, the time to hire and expand is now before costs climb next year.Leave a Review: Help us grow by sharing your thoughts on the show.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.

Are tariffs about to be the atom bomb to wholesale distribution?In this dynamic and wide-ranging episode, co-hosts Kevin Brown and Tom Burton return to the mic and dive into the latest economic headlines, technology shifts, and trends in wholesale distribution and manufacturing. With the U.S. economy riding a rollercoaster of inflation concerns, tariff changes, and shifting consumer confidence, Kevin and Tom dissect what it all means for supply chains, distributors, and the businesses that rely on them.From front-loaded purchasing in anticipation of tariffs, to the potential renaissance in American manufacturing, to how AI and outdated systems are reshaping B2B e-commerce — this episode is a must-listen for leaders navigating the chaos and opportunity in today's industrial landscape.The co-hosts also spotlight what it means to have real supply chain resilience, why U.S. manufacturing investments from global giants like Schneider Electric are such a big deal, and how generative AI can help unify sales and marketing to drive business growth. Plus, they share insights on company culture, cybersecurity risks, and what leadership looks like in a rapidly evolving industry.Key Takeaways:Tariff Uncertainty Is Fueling Short-Term Activity: Businesses are front-loading purchases to beat potential tariffs, creating ripple effects in supply and pricing.Supply Chain Resilience Is Now as Critical as Cybersecurity: 80% of executives rank supply chain resilience as a top priority — not just operationally, but strategically.Outdated Tech Is Crippling Growth: A McKinsey report and industry surveys point to outdated systems and siloed data as the #1 barrier to digital progress.AI Is Reshaping the Sales-Marketing Relationship: Generative AI can help bridge departmental gaps, improve customer engagement, and drive smarter sales strategies.Cybersecurity Must Be Taken Seriously: 1 in 5 SMBs may not survive a cyberattack — making data hygiene and vendor trust non-negotiable.Leave a Review: Help us grow by sharing your thoughts on the show.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.

In this week's episode, hosts Kevin Brown and Tom Burton are joined by John Gunderson, a distribution industry veteran and partner at Channel Marketing Group. The trio dives deep into the shifting economic landscape, major M&A developments—especially the QXO/Beacon deal—and the rising importance of data, AI, and digital transformation in wholesale distribution. From interest rates and tariffs to distributor strategy and evolving ecommerce trends, this episode is packed with insights for navigating uncertainty and identifying competitive advantage in 2024.  Guest Spotlight: John Gunderson With a background in category management, pricing, sales, and marketing at Crescent Electric, HD Supply, and Motion Industries, John brings a wealth of hands-on experience to the conversation. Now a key contributor at Modern Distribution Management (MDM) and Channel Marketing Group, John is shaping the conversation on industry trends through content, consulting, and direct engagement with leading companies across distribution channels.  Key Takeaways: Uncertainty Creates Opportunity: Distributors can gain market share during volatile times by leveraging strong inventory positions, buying power, and smart pricing strategies.QXO's Bold Moves: The recent acquisition of Beacon by QXO signals a new phase in distribution, where technology, private equity, and legacy markets collide.Tariffs and Policy Shifts: New tariffs, deregulation, and potential tax breaks signal a broader governmental strategy to boost domestic manufacturing—a move that may mark a historic inflection point.Data-Driven Strategy is Essential: Companies like Graybar are taking the lead by leveraging ERP integrations and customer data to streamline operations and deepen customer relationships.Digital Transformation Isn't Optional: The top-performing companies are not just digitizing—they're integrating AI, ecommerce, and real-time intelligence into their operations to stay ahead.AI is Moving from Concept to Action: Conversational commerce and agentic AI are reshaping how B2B buyers interact with distributors. Success will depend on moving beyond surface-level applications.Leave a Review: Help us grow by sharing your thoughts on the show.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.

Welcome to the inaugural episode of Around the Horn 2.0! This new podcast builds upon the success of Around the Horn in Wholesale Distribution, offering deeper, more expansive discussions on critical issues affecting the distribution and manufacturing industries. Unlike its predecessor, which focuses on weekly industry news, Around the Horn 2.0 provides a platform for extended, insightful conversations with leading voices in the space.To kick things off, hosts Kevin Brown and Tom Burton welcome Brendan Breen, President of the Industrial Supply Association (ISA). Brendan was among the first guests on the original Around the Horn podcast, making him the perfect choice to help launch this next evolution of the show.In this episode, Brendan shares his journey in association leadership, discusses how ISA supports industrial distributors and manufacturers, and explores the trends shaping the future of the industry. The conversation dives deep into digital transformation, workforce challenges, data-sharing across the supply chain, and the upcoming ISA24 Conference in Nashville.Key Topics & Timestamps:[00:00 - 07:15] Introduction & The Purpose of Around the Horn 2.0*Why this new podcast?Differences from the original Around the Horn show.Monthly episodes and the flexibility to go live for major industry events.[07:16 - 15:30] Guest Introduction: Brendan Breen's Journey in Industrial DistributionFrom association management to leading ISA.The role of ISA in serving manufacturers, distributors, and independent reps.[15:31 - 25:00] The State of the Industry: Legacy Companies & the Next GenerationISA's 120-year history and its evolving mission.How generational leadership is shaping the future of distribution.[25:01 - 37:45] People as a Competitive AdvantageWhy investing in talent is more critical than ever.How emerging leaders are reshaping company cultures.[37:46 - 50:10] Digital Transformation & AI in DistributionMany large distributors still lack CRM systems—why?How AI and automation can enhance (not replace) human expertise.The risks of adopting too many tech tools without a strategy.[50:11 - 55:30] Collaboration & Data Sharing in the Supply ChainOvercoming traditional channel conflicts.How manufacturers and distributors are working together in new ways.[55:31 - 1:01:00] ISA24 Conference: What to ExpectKey speakers and topics, including economic outlooks and government policy.Networking opportunities and why this event is a must-attend for industry professionals.Final thoughts from Brendan, Kevin, and Tom.Leave a Review: Help us grow by sharing your thoughts on the show.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.

To say the wholesale distribution & manufacturing industry is in a state of uncertainty would be an understatement to say the least. And in this environment of "Tariffs On/Tariffs Off," the chaos seems to get worse all the time.So why do the vast number of distributors still predict growth for 2025?In this episode of Around The Horn in Wholesale Distribution, hosts Kevin Brown and Tom Burton break down the latest economic trends, industry shifts, and emerging technology impacting wholesale distribution and manufacturing. From supply chain challenges to AI-driven business transformation, they discuss the real-world impact of tariffs, nearshoring strategies, and the future of e-commerce in distribution.Key Takeaways:Economic Uncertainty vs. Market Opportunity – Despite inflation concerns and fluctuating tariffs, 87% of distributors still expect growth.The Role of AI & Automation – How generative AI, digital twins, and virtual reality are transforming manufacturing and distribution.The Tariff Debate – The long-term impact of tariff policies and nearshoring strategies on supply chains.Marketing & Sales Alignment – Why B2B marketing is now a strategic driver of revenue and how distributors can leverage digital engagement.Cybersecurity & Risk Management – The 42% mistake CEOs are making when it comes to cyber threats and data security. Also, we're proud to announce the launch of Around the Horn 2.0—a deeper dive into big ideas and bold conversations shaping the future of the industry. More details soon!Key Topics & Timestamps:{00:00] Introduction & AnnouncementsNew Around the Horn 2.0 format for deeper industry discussions.[07:45] The Economy: What's Hype vs. Reality?Why consumer and business sentiment are conflicting with actual economic data.[18:30] The Tariff & Nearshoring DebateHow nearshoring, reshoring, and “friendshoring” are shifting global supply chains.[29:15] AI & Virtual Reality in ManufacturingHow GM and Volvo are using VR for pre-production, reducing costs and enhancing workplace safety.[42:00] Marketing as a Revenue DriverWhy B2B marketing is evolving beyond branding into a core business growth function.[55:10] Home Depot's AI-Powered “Magic Apron”What distributors can learn from customer-centric AI tools that improve the buyer experience.[1:05:25] Cybersecurity: A $4M MistakeWhy 42% of CEOs are underprepared for cyberattacks and how distributors can protect their data.[1:15:45] Closing Thoughts & What's NextFinal reflections and preview of next week's guest.Leave a Review: Help us grow by sharing your thoughts on the show.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.

Tariffs? What tariffs? Oh, those tariffs? Wait...what happened to the tariffs?In this insightful episode of Around The Horn in Wholesale Distribution, hosts Kevin Brown and Tom Burton sit down with Brendan Breen, CEO of the Industrial Supply Association (ISA), to discuss the state of the industrial supply industry, upcoming ISA events, and major economic trends impacting wholesale distribution. From the random comings and goings of tariffs and inflation concerns to the evolving role of AI, automation, and digital transformation, this episode dives deep into the future of wholesale distribution and manufacturing.Brendan shares his expert analysis on how industry leaders can navigate uncertainty, strengthen supplier relationships, and leverage new technologies to remain competitive in a volatile market. The conversation also previews the upcoming ISA25 event, highlighting key industry speakers, educational sessions, and networking opportunities.Key Topics With Timestamps:[00:00] Welcome & IntroductionsMeet hosts Kevin Brown and Tom Burton, along with guest Brendan Breen, CEO of ISA.Overview of ISA's role in the industrial supply and manufacturing sector.[07:45] The Impact of Tariffs & Economic Uncertainty on Wholesale DistributionHow recent tariff policies are affecting manufacturers and distributors.Why uncertainty is more challenging than the tariffs themselves.Predictions on how U.S.-Mexico-Canada trade relations could shift in the coming months.[20:30] The Evolving Role of AI & Automation in DistributionHow AI and machine learning are transforming inventory management, pricing strategies, and customer insights.The future of digital assistants in supply chain operations.Why distributors must embrace AI-driven tools to stay competitive.[35:15] ISA25: What to Expect from This Year's Biggest Industrial Supply EventPreview of the ISA25 Convention and its must-attend educational sessions.Keynote speakers, including Herm Edwards, and discussions on the state of the industry, AI, and supply chain resilience.How the event will help distributors strengthen partnerships and navigate market challenges.[50:00] The Changing Landscape of E-Commerce in Industrial DistributionWhy traditional distribution must embrace a multi-channel sales approach.How B2B buyers are shifting their purchasing behaviors.The need for distributors to optimize online engagement, content marketing, and digital sales strategies.[1:05:20] Key Takeaways & Final ThoughtsWhy collaboration and communication between suppliers, distributors, and manufacturers are more critical than ever.The role of ISA in shaping industry-wide best practices.Final thoughts from Brendan Breen on the future of wholesale distribution.Leave a Review: Help us grow by sharing your thoughts on the show.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.

In this very special episode of Around The Horn in Wholesale Distribution, hosts Kevin and Tom welcome renowned economist Dr. Shawn DuBravac, a former Chief Economist for the Consumer Technology Association and founder of Avrio Institute.Sean brings a wealth of knowledge on global markets, economic forecasting, and technology trends that impact wholesale distribution, manufacturing, and financial decision-making. Together, they break down inflation, consumer confidence, trade policies, tariffs, supply chain disruptions, and nearshoring trends, offering strategic insights for business leaders navigating uncertain times.If you're a wholesaler, distributor, manufacturer, or industry executive, this episode delivers expert-level economic perspectives and actionable business strategies to help you prepare for shifts in global trade, tariffs, and economic headwinds.Key Topics covered in this episode:✅ Consumer Confidence Is Dropping—But Why?✅ Tariffs, Trade, and Policy Uncertainty Are Impacting Business Decisions✅ Nearshoring & Onshoring Are on the Rise✅ AI & Technology Are Driving Efficiency in Distribution✅ The Next 12 Months Are Critical for Economic StrategyChapters & Timestamps

In case you haven't noticed, the rules of the game are changing. A lot. And all at once.But don't get anxious - get profitable. In this episode of Around The Horn in Wholesale Distribution, hosts Kevin Brown and Tom Burton are joined by David Gordon, a renowned expert in wholesale distribution, industrial strategy, and channel marketing. David shares his deep industry insights on economic trends, supply chain challenges, digital transformation, AI, and the evolving role of distributors in today's complex market.The discussion dives into current economic pressures, tariffs, inflation, and their direct impact on the wholesale distribution industry. David also provides a behind-the-scenes look at mergers and acquisitions in the sector, the growing influence of private equity (PE) firms, and the strategic decisions distributors must make to stay competitive.If you're a distributor, manufacturer, or business leader looking to navigate market disruptions, optimize your digital strategy, and future-proof your business, this episode is packed with valuable insights.

There's no denying it: changes are afoot, with even more ahead. And with change there often comes uncertainty, and with uncertainty, businesses start to worry.But worry not!In this insightful episode of Around The Horn in Wholesale Distribution, the team breaks down the latest economic indicators and what they mean for wholesale distribution, manufacturing, and supply chain management. We take a deep dive into the ongoing uncertainty surrounding interest rates, tariffs, and inflation, and provide valuable perspectives on how these factors should impact your decision-making. With economic volatility affecting everything from supply chain resilience to pricing strategies, staying informed is more critical than ever. This episode offers practical insights into how businesses can adapt to fluctuating interest rates, trade complexities, and evolving market demands. The discussion also explores the role of AI in shaping sales strategies and highlights emerging trends in e-commerce and omni-channel distribution.Key Topics & Timestamps:⏳ [00:00] - Introduction & Market OverviewEconomic uncertainty: A deep dive into the latest shifts in inflation, interest rates, and the bond market.Why mortgage rates are behaving unexpectedly despite no recent rate cuts.⏳ [10:30] - The Federal Reserve & Interest Rate SpeculationThe debate: Will we see another interest rate cut before September?How businesses should plan amid ongoing financial unpredictability.⏳ [22:45] - Tariffs, Trade Wars, & Supply Chain ResilienceThe impact of rising tariffs on distributors and manufacturers.How businesses are adjusting their strategies in response to trade complexities.⏳ [36:15] - AI's Role in Distribution & Sales EnablementWhy AI holds more potential for distributors than retailers.The growing importance of AI-powered opportunity identification and sales strategy optimization.⏳ [48:20] - Omni-Channel Distribution & The Return of Face-to-Face SalesSurprising new data: Why in-person sales interactions are making a comeback in B2B.The importance of meeting buyers where they are—digitally and in-person.⏳ [55:10] - Leadership, Trust, & HR Trends for 2025Why HR leaders need a seat at the table during strategic business decisions.The evolving role of compensation, benefits, and transparency in employee retention.⏳ [1:05:40] - Final Thoughts & What's NextKey takeaways from this week's episode.Upcoming topics and special guests in future episodes.Leave a Review: Help us grow by sharing your thoughts on the show.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.

Tariffs: here one day, gone the next. How do you plan for that?In this week's episode, we take a deep dive into the major industry trends (and political decisions) impacting wholesale distribution and manufacturing. We examine the latest updates on tariffs, supply chain resilience, and economic shifts, providing insights that can help distributors and manufacturers navigate an uncertain landscape.And as always, we look at how AI is reshaping B2B sales and marketing at a break-neck pace. Key Topics & Timestamps⏳ [00:00] Introduction & Industry UpdatesKicking off with a lighthearted conversation before diving into tariffs, supply chains, and market shifts.⏳ [08:30] Tariffs & Global Trade TensionsChina's trade policies and the latest tariff updates affecting distributors and manufacturers.The “de minimis” loophole—how small package shipments bypass tariffs and why that's a concern for policymakers.The geopolitical chess game between China, Canada, and Mexico, and how it's impacting North American trade.⏳ [21:50] Supply Chain Resilience & The Shift Away from ChinaWhy leading distributors are diversifying their supply chains, optimizing inventory management and shifting sourcing to Mexico and other regions.Insights from a top distributor: how strategic planning can offset tariff impacts.⏳ [35:10] The Impact of Natural Disasters on Supply ChainsCalifornia wildfires and the effect on construction materials and rebuilding efforts.Potential shortages in drywall, plumbing, and roofing supplies due to increased demand.⏳ [48:30] Mergers & Acquisitions in Wholesale DistributionORS NASCO's acquisition of R3 and what it means for the industry.The challenges of growth through acquisition vs. organic growth strategies.⏳ [1:02:40] The Role of AI in Distribution & B2B MarketingThe rise of predictive personalization and hyper-individualized marketing in B2B sales.How AI is helping distributors use ERP data to personalize sales efforts and drive growth.Grainger's investment in AI-driven e-commerce and what it means for mid-sized distributors.⏳ [1:16:10] DeepSeek AI & Cybersecurity RisksWhy major companies are blocking DeepSeek AI due to security concerns.How businesses should approach AI adoption while protecting sensitive data.⏳ [1:32:00] Final Thoughts & Looking AheadThe importance of digital transformation for wholesale distributors.How companies can stay competitive by embracing AI and data-driven strategies.What's coming in next week's episode, including major insights from thought leaders in electrical and HVAC distribution.Leave a Review: Help us grow by sharing your thoughts on the show.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.

What's the biggest challenge facing wholesle distributors, and is AI really part of the solution?We decided to ask Steven Levy, Vice President of Enterprise Architecture at Infor. From supply chain shifts and nearshoring trends to the evolving role of AI in business operations, this conversation dives deep into the challenges and opportunities facing distributors today. Levy shares his expert insights on technology's role in modernizing operations, the economic factors shaping distribution, and how companies can future-proof their businesses in an unpredictable market.Key Topics & Timestamps:⏳ [00:00] Introduction & Setting the StageThe importance of engaging conversations on supply chain, technology, AI, and leadership.⏳ [04:25] Meet Steven Levy: The Distribution ArchitectSteven's journey from ERP strategy to digital transformation in wholesale distribution.How his role at Infor is shaping the future of enterprise technology for distributors.⏳ [12:10] The State of the Economy & Interest RatesAnalysis of the Federal Reserve's latest decisions and how they impact distributors and manufacturers.Inflation concerns and the reality of rising costs in the supply chain.⏳ [24:45] Supply Chain Disruptions & Nearshoring TrendsWhy Mexico, Guatemala, and the Dominican Republic are becoming key nearshoring hubs.The impact of tariffs on distributors and their pricing strategies.⏳ [36:30] AI & Automation in Wholesale DistributionHow AI-driven agents are transforming customer service, order entry, and predictive analytics.The importance of using multi-modal AI tools for efficiency and decision-making.⏳ [49:50] Cybersecurity & AI: The New BattlegroundThe DeepSeek AI controversy and its impact on data privacy and economic security.Why distributors need guardrails on AI adoption to protect business-critical data.⏳ [1:02:20] The Future of Wholesale Distribution & LeadershipWhy agility, digital transformation, and industry collaboration are more important than ever.The role of associations like NAW and ISA in advocating for distributors.Key Takeaways for Listeners:✅ Supply chain diversification is essential – explore nearshoring to navigate geopolitical risks.✅ AI and automation will redefine operations – start integrating AI-driven processes today.✅ Cybersecurity threats are real – protect your company's data and digital assets proactively.✅ Economic shifts demand adaptation – distributors must embrace change and strategic planning.Leave a Review: Help us grow by sharing your thoughts on the show.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.

In this episode of Around The Horn in Wholesale Distribution, hosts Kevin Brown and Tom Burton dive into a dynamic discussion on the latest developments in the wholesale distribution sector, with a particular focus on evolving technology, economic trends, and industry-specific challenges such as: The latest economic forecasts and their potential impacts on wholesale distribution.Home Depot's partnership with DoorDash and Uber Eats and what it signals for B2B delivery models.The future of AI and its transformative potential for the industry, including OpenAI's groundbreaking “Operator” platform.Real-life applications of AI agents and how businesses can adapt to this emerging technology.With a mix of thought-provoking analysis and real-world applications, this episode provides invaluable perspectives for staying ahead in wholesale distribution.Key Topics and Timestamps[00:00] - Opening and IntroductionKevin and Tom recap last week's episode featuring the "Mount Rushmore of Wholesale Distribution."Introduction to the economic themes and guest lineup for upcoming episodes.[05:15] - Economic Trends and Wholesale DistributionA discussion on the IMF's updated growth projections and the interplay between inflation and distribution supply chains.Key takeaway: Inflationary pressures may ease, but global dynamics demand strategic adjustments.[16:30] - The Home Depot and Uber Eats PartnershipHow Home Depot's delivery experiments could shape last-mile solutions for contractors and small businesses.Highlight: The branding challenges of traditional consumer platforms entering B2B spaces.[27:45] - AI in Distribution: OpenAI's “Operator”Overview of OpenAI's new platform for autonomous AI agents.Applications for wholesale distribution and the potential to revolutionize mundane tasks.Quote: “Eventually, 50% of our work will be done by agents.”[40:10] - Harnessing AI Agents for EfficiencyReal-world examples of AI agents aiding in logistics, CRM, and marketing automation.Key takeaway: AI agents are not about replacing people but enhancing focus on high-value tasks.[50:25] - The Future of Wholesale DistributionHow distributors can prepare for emerging technologies and customer expectations.Discussion on integrating digital tools and the importance of agility in the face of change.[57:00] - Closing ThoughtsCall to action: Subscribe, share the newsletter, and leave a review.A preview of next week's episode featuring thought leader Steven Levy.Leave a Review: Help us grow by sharing your thoughts on the show.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.

For this milestone 125th episode of Around the Horn in Wholesale Distribution, we've brought together a powerhouse panel of industry legends to discuss the state of wholesale distribution. Featuring Dirk Beveridge, Ian Heller, and Mike Marks, the conversation is a dynamic mix of humor, insights, and actionable advice. Together, we examine the highlights and lowlights of 2024, explore key industry trends, and share predictions for the transformative opportunities of 2025.The panel delves into the evolving role of AI, the enduring power of independent distributors, and the importance of human-centric leadership in the face of technological advancements. We also celebrate the spirit of the industry, emphasizing innovation, collaboration, and the growing pride within the distribution community. With compelling anecdotes, bold predictions, and practical takeaways, this episode is a must-listen for anyone invested in the future of wholesale distribution.Chapter Headings with Timestamps:00:00 - Introduction: Milestone Episode and Industry IconsKevin and Tom introduce the show, the panelists, and the significance of this special episode.06:30 - Reflecting on 2024: Highlights and LowlightsPanelists discuss the state of the industry, including supply chain challenges and leadership opportunities.17:45 - The AI Revolution in Wholesale DistributionInsights into how AI is transforming operations, marketing, and customer service.26:10 - Independent Distributors: Thriving Amid ChangeA conversation about the enduring value of independent distributors and the role of relationships.34:50 - The Future of Human-Centric LeadershipDirk Beveridge shares the importance of focusing on employees and creating a people-first culture.45:00 - Proximity and Partnerships in the New EconomyExploring strategies for independent distributors to leverage proximity and collaboration to compete.53:20 - The Role of Narrative in Industry TransformationDirk Beveridge highlights the power of storytelling to shape the perception and future of distribution.1:02:30 - Looking Ahead to 2025: Predictions and OpportunitiesPanelists share bold predictions for the next year, from physical AI to the rise of employee empowerment.1:14:00 - Closing Thoughts: Celebrating the Industry's Bright FutureFinal reflections on the resilience, innovation, and opportunities in wholesale distribution.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.

What role do automation, global policy shifts, and evolving labor markets play in shaping the future of wholesale distribution?In Episode 123, Around the Horn in Wholesale Distribution explores some of the most pressing issues affecting the wholesale and manufacturing sectors in the new year.The New Year is off to a bang, as we're already seeing some big-ticket items affecting the world of wholesale distribution and manufacturing: the resolution of the East and Gulf Coast port labor disputes; the ripple effects of manufacturing slowdowns in China; and the implications of new tariffs introduced by Mexico. In addition, we discuss emerging technologies like AI-powered robotics and smart tools that are revolutionizing efficiency in industrial applications. We also reflect on the intersection of digital transformation, customer expectations, and branding strategies in modern wholesale distribution. So no matter how you look at it, automation, policy shifts and the labor market are playing a huge role in the coming year, so listen in and get informed!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.

It's time for predictions for the New Year - and new resolutions for success! How will economic shifts, evolving supply chains, and emerging technologies shape wholesale distribution in 2025? Episode 122 of Around The Horn in Wholesale Distribution dives into these critical topics and more, including the global impact of tariffs, nearshoring strategies, and manufacturing technology breakthroughs. Hosts Kevin Brown and Tom Burton also discuss the pivotal role of automation, the implications of cybersecurity threats, and the transformative power of AI. 2025 will be one whopper of a year - who's ready for it?Chapter Headings:[0:00] New Year and Housekeeping UpdatesReflecting on 2024 and setting the stage for 2025.[5:45] The U.S. Budget and Government EfficiencyExploring the role of AI and business leaders in reshaping government spending.[14:30] Tariffs and Supply Chain ShiftsThe impact of increased tariffs on businesses and the scramble for alternative sourcing.[21:10] Mexico's New Tariff StrategyMexico's economic positioning and its global implications.[26:45] Port Automation and Labor StrikesChallenges and potential resolutions in the automation debate for U.S. ports.[34:15] Manufacturing Technology Wins of 2024Innovations like 5G connectivity, robot dogs, and data-driven maintenance.[41:00] E-commerce and Digital Transformation in DistributionHow manufacturers like Kimberly-Clark are balancing direct sales with distribution partnerships.[48:20] The Role of AI in Distribution and ManufacturingPredictions for 2025, including physical AI and global collaboration.[55:00] Leadership Lessons: The Debate on One-on-One MeetingsBenefits and drawbacks of traditional management practices.[1:02:30] Wrapping Up: Guests, Trends, and Future EpisodesInsights on upcoming guests and the vision for 2025.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.

Are distributors and manufacturers ready to meet the challenges of economic uncertainty, AI-driven transformations, and evolving buyer expectations?In episode 120, we're joined by guest Mark Brohan to explore the key trends shaping wholesale distribution and manufacturing as 2024 comes to a close. Will macroeconomic confusion be sparked by interest rate changes? What about the resurgence of onshoring and nearshoring, and the rise of B2B e-commerce marketplaces?Mark Brohan provides valuable insights into how digital transformation and AI are reshaping the industry, with a particular focus on data-driven decision-making, warehouse automation, and personalized buyer experiences. Mark shares his expertise on the intersection of digital commerce and supply chain strategy, highlighting the importance of modernizing systems to meet the needs of digitally savvy buyers. From the impact of geopolitical tensions on sourcing strategies to the ever-growing competition in the distribution sector, this episode asks that all-important question in a rapidly changing landscape: what's next?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.

In this trans-Pacific episode, Kevin checks in from his Hawaiian vacation to join Tom in a rich discussion on the intersection of macroeconomic trends, wholesale distribution strategies, and emerging technologies. What are the implications of rising small business confidence, evolving tariff policies, and the AI-driven solutions that are shaping the future of distribution and manufacturing?Key segments include insights into how distributors are strengthening contractor relationships, the rising importance of e-commerce in B2B sales, and the transformative role of AI in optimizing operations. Kevin and Tom shed light on the economic drivers and technological innovations influencing the industry.As always, listeners are treated to practical takeaways as Kevin and Tom analyze the news - from leveraging AI for structured data analysis to fostering customer-centric strategies that align with evolving buyer expectations. The episode underscores the importance of adapting to new trends while maintaining a firm grasp on traditional values like service and reliability.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.

The blockchain ain't just for crypto anymore...As the new U.S. administration embraces emerging technologies to create cost-effective efficiencies, so goes the world of wholesale distribution and manufacturing. and we're here to guide you along this exciting new path!In this episode of Around The Horn in Wholesale Distribution, we explore how blockchain and AI are reshaping the future of wholesale distribution and manufacturing. We first break down the role of blockchain in procurement transparency and traceability, explaining how smart contracts could drastically reduce administrative costs and processing cycle times. Then, we discuss the increasing adoption of AI in B2B e-commerce, emphasizing its potential to enhance customer experiences and streamline digital sales.And then it's a deep dive into the news: updates on U.S. manufacturing activity, insights on the impact of tariffs on global trade, and highlights of the growing demand for watchable podcasts as an engagement tool for modern audiences. Packed with actionable takeaways and expert perspectives, this episode is a must-listen for distributors navigating today's dynamic business environment.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.

What's the future of wholesale distribution amidst economic shifts and technological innovation?Episode 117 of Around the Horn in Wholesale Distribution dives into the pressing challenges and opportunities facing wholesale distribution and manufacturing today. Hosts Kevin Brown and Tom Burton explore the economic landscape, supply chain complexities, and how AI-driven innovations like smart CRMs and digital twins are reshaping the industry.How will potential tariffs, geopolitical tensions, and inflation impact your business? Are you ready to embrace the transformative power of AI, from predictive insights to automating purchasing decisions? What role will nearshoring and advanced manufacturing technologies play in stabilizing supply chains and fueling growth?Join Kevin and Tom as they unpack these questions, highlight key economic indicators, and share actionable insights for manufacturers, distributors, and sales leaders navigating this rapidly changing landscape.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.

What a week! With barely time to catch their breaths, hosts Kevin Brown and Tom Burton are joined by Alex Chasovsky from the Bundy Group to look at how policy changes might affect manufacturers, wholesale distribution, and the global supply chain.The episode dives into the current economic landscape, particularly in light of recent Federal Reserve meetings and interest rate discussions. Alex shares his insights on the dichotomy between the consumer side of the economy, which appears strong, and the struggles faced by the industrial sector, particularly in manufacturing and distribution. We then explore the implications of potential tariff changes under the new Trump administration, touching on the need for balanced trade practices and the impact of tariffs on various industries. We also look at the likelihood of tax cuts and regulatory changes that could benefit manufacturers, highlighting the challenges of navigating fiscal policy in a high-interest-rate environment.The takeaway? It's all about the importance of staying informed and adaptable in a rapidly changing economic landscape.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.

So...did some big event happen recently?A change in administration means a change in policy, and in some cases, a BIG change. What does this mean for wholesale distributors and manufacturers?On this week's episode, we start with the Federal Reserve's recent decision to cut interest rates by a quarter point, marking the second cut of the year. What are the the implications of this move and subsequent rate changes?We also analyze the latest Purchasing Managers Index (PMI) data, which showed unexpected growth in the services sector, and discuss how this might influence the manufacturing and distribution landscape. And what was Wall Street's reaction to the recent elections and the potential for a business-friendly environment under the new administration?In our manufacturing and distribution segment, we explore an article that outlines how the new administration's policies may impact corporate tax rates, labor rights, and trade policies. As we move into e-commerce and marketing, we share four key tips for B2B marketers to optimize their strategies for 2025, focusing on adapting to expanding buying groups and leveraging intent data. We also discuss the continued dominance of Amazon in the B2B marketplace and the need for distributors to provide unique value propositions to compete effectively.Finally, we touch on the critical importance of cybersecurity in the tech landscape, highlighting the need for businesses to reassess their priorities in light of increasing cyber threats.Join us next week as we welcome Alex Chesovsky, an expert in economics and distribution strategy, to further explore these topics and provide insights into the future of our industry. Don't forget to subscribe to our newsletter for the latest updates and insights!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.

Is another rate cut coming? And what's happening with China's first manufacturing expansion in months? And is that a reduction in inflation we're seeing???The latest data indicates that the U.S. economy grew at a slower-than-expected pace of 2.8%, alongside inflation figures and job growth statistics. The conversation highlights the potential for an interest rate cut in the upcoming Federal Reserve meeting, driven by these economic indicators. Meanwhile, in the global markets, we discuss China's manufacturing activity, which has shown signs of expansion for the first time in six months. This uptick could have significant implications for U.S. exporters, particularly in agriculture and technology. But lookout for ongoing geopolitical tensions, particularly in the Red Sea and Suez Canal, that could hinder supply chain stability.In our manufacturing and distribution segment, we explore the potential resolution of the Boeing strike and its implications for the industry. We also delve into B2B marketing strategies, drawing parallels between trick-or-treating (it's the season!) and effective marketing practices, emphasizing the importance of consistency, variety, personalization, and balance in outreach efforts.Finally, we discuss the growing interest in AI among B2B companies, highlighting the challenges they face in implementing effective AI strategies due to siloed data and lack of cohesive planning. Two words: harmonizing data.As always, we appreciate your support and encourage you to subscribe and share the podcast!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.

Did you hear the news? There's an election coming up...We're not flashing our yard signs on this week's episode. Rather, we're taking a look at what the future may hold for wholesale distributors in an ever-changing political, technological, and financial landscape. We kick off by discussing the current economic landscape, including weakening manufacturing in Japan and its implications for the global economy. The conversation touches on the anticipated rate cuts by the Federal Reserve and the ongoing balancing act between inflation and economic growth.We then shift our focus to the escalating U.S.-China trade tariffs, exploring the geopolitical ramifications and the potential inflationary effects on global markets. The discussion highlights the importance of staying informed about supply chain dynamics, especially as companies navigate these turbulent waters.Next, we delve into the future of supply chain management, emphasizing the rise of artificial intelligence and its expected market growth. We stress the importance of viewing AI as a long-term investment rather than seeking immediate returns. The episode also covers key trends such as data analytics, sustainability, and the need for workforce development in the face of technological advancements.In our manufacturing and distribution segment, we revisit the bankruptcy of True Value Hardware, discussing its impact on local businesses and the broader distribution network. We highlight the challenges faced by smaller retailers and the potential for consolidation in the industry.Finally, we explore the evolution of B2B marketplaces, noting the shift from niche to mainstream and the importance of customer obsession in driving revenue and profits. We conclude by emphasizing the need for businesses to adapt to changing market conditions and to leverage technology to enhance customer relationships.Join us as we unpack these critical topics and provide insights that matter to wholesale distributors and manufacturers. If you want to stay updated, don't forget to subscribe to our newsletter and follow us on our social media channels!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.

Not to sound like a broken record, but the almost-daily advancements in AI make it nearly impossible for wholesale distributors to ignore the coming tide. Now, with Swarm AI's latest development, is the dam about to burst? In this episode of Around the Horn in Wholesale Distribution, we take a look at this and all the latest trends impacting the wholesale distribution and manufacturing industry. From supply chain resilience to labor market fluctuations to the effects of the east coast hurricanes, we analyze how global events and market trends are shaping the future of distribution.Supply Chain Vulnerabilities: Why are companies easing up on their supply chain strategies despite ongoing challenges in regions like the Panama Canal and South China Sea? Are businesses ignoring the lessons learned from the pandemic?Labor Market Trends: What impact will the Boeing machinists' strike and other labor disruptions have on wholesale distribution? Are we headed for more job losses, or will the market stabilize?Private Equity and Distribution: How is private equity influencing the distribution industry, and what does the bankruptcy of True Value reveal about the future of smaller wholesale businesses?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.

With all the hype around the AI revolution, one question remains: is AI actually helping wholesale distributors and manufacturers? This week, hosts Kevin Brown and Tom Burton explore this question while diving into the latest industry trends impacting manufacturers, wholesale distributors, and the global supply chain. From inflation's effect on interest rates to the evolving geopolitical landscape, Kevin and Tom discuss the forces shaping the industry. Plus, learn how to harness AI for supply chain optimization and unlock insights that can drive your business forward. Tune in for practical tips and expert analysis to keep your organization competitive in 2024 and beyond.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.

The massive dock strike on the eastern seaboard dominated the news this week as it threatened to literally upend the United States economy. But just as quickly as it sent shockwaves through the world of wholesale distribution and manufacturing, it came to an abrupt end.Or did it?The strike is suddenly "on pause" as dockworkers return to their jobs with a tentative agreement on wages, diverting a potential economic disaster, but leaving the future uncertain. This week, we're joined by Scott Costa, publisher at tED magazine, to take an in-depth look at how the east coast dock strike—or lack thereof—effects not only the business of wholesale manufacturing and distribution, but the supply chain as a whole. In the wake of Covid, supply chain risk has become severe, systemic, and strategic. Can it survive a blow of this magnitude?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.

Well, well, well...somebody owes someone a steak dinner...This week, world markets could finally exhale as the Fed announced a 50 basis-point cut to interest rates. To some, it was larger than expected, while to others, it was either late or never should have happened at all. This week, Kevin and Tom unpack the big move and what it means for wholesale distributors and manufacturers.But this week held a lot more interesting news than just the rate cut. According to a recent report, 97% of all supply chain leaders surveyed said that they're facing challenges with supply chain metrics, while only 44% currently track customer satisfaction as a key performance indicator. All this while supply chain executives may be losing the strategic gains they made with their C-suite counterparts during the pandemic. What forces are shaping the supply chain now, and how can they be managed?And if that isn't enough, Industry Today reports that manufacturers will need to re-think how they do everything. Like it or not, they are entering a period that demands transformation, meaning an intense, organization-wide program that shifts performance, starting with the top line.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.

Supply chain optimization has never been more critical in today's wholesale distribution market. A stunning 83% of businesses are now focused on creating customer-centric supply chains to improve service and offer flexible delivery options. In fact, the market is set to skyrocket almost $50 billion over the next eight years.This week, Kevin and Tom are joined by James Gilman, President of Perimeter Office Products, who gives his unique insight to the state of supply chain management and what can be done to improve it. We also take a look at how companies are using AI to improve efficiencies in their supply chain - and how to overcome the hurdles that come with it.And of course, everyone is waiting with bated breath to see what the Fed will announce next week for rate cuts. The question at this point isn't "will there be a rate cut," it's "how much will the upcoming rate cut be?" We take a look at a few possible scenarios, and what the implications are of a large cut versus a small one.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.

Markets are confused. Investors want rate cuts because they are a tailwind for growth. But rate cuts tend to be driven by negative economic data, and the economic data is...weird.So is a rate cut coming, and if so, how much should it be? and what will this mean for wholesale distributors?This week, we cut through the economic confusion to bring you informed perspective on the economy, rate cuts, and the implications for wholesale distributors and manufacturers. We also take a look at some important lessons that B2B marketers can learn from the world of B2C eCommerce. Here's a hint: storytelling is a good start, let's really start talking about customer personalization.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.

This week, Fed Chairman Jerome Powell all but signed off on an upcoming rate cut. The market responded immediately, and a collective cheer went up among businesses and consumers alike.But the question remains: how much of a cut will we see? And will there be multiple small cuts over time or a large single cut to supercharge growth? Oh, and does this mean a soft landing for the economy - no recession?More importantly, what does this mean for wholesale distribution?In this episode, Kevin and Tom look at all the implications of an upcoming rate cut (aside from the prospect of a lost bet and a steak dinner), including how jobless claims, business activity, and the general state of the economy factor into what's ahead.And of course, we have a deep analysis of all this week's news in AI, B2B eCommerce, M&A, cybersecurity and supply chain!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.

More and more, AI for B2B is more than a way to manage customer data: it directly impacts the customer experience. This week, Tom and Kevin dive into the transformative power of AI in wholesale distribution and manufacturing, exploring how it's reshaping the industry as we know it. With recent advances pushing the boundaries of what AI can achieve, businesses are faced with the challenge of balancing human intuition with machine efficiency. We dissect key insights from recent articles, including how AI is redefining customer interactions in the B2B space and its role as a digital bridge to Industry 4.0. As AI continues to evolve, what does the future hold for customer relationships and production processes? Tune in as we explore the crossroads of human and machine, and what it means for the future of your business.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.

As you may have noticed, the stock market took a nose dive last week, prompted in no small part to AI-driven tech stocks lowering revenue expectations. This has led many to wonder, is the AI Bubble about to burst?On this week's episode, we take a closer look at whether AI is the technological revolution it has been touted to be. Will it cure cancer and lead to a life of leisure, or is it just another hammer in your tech tool belt, there to use when called for?We also take a look at why branding is such an important key to B2B success. DTC marketers talk a lot about differentiation and identity, and find themselves mostly ignored in the B2B world...but do they have a point? 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.

Last week, the Consumer Product Safety Commission determined that Amazon—normally considered an eCommerce company—is in fact a distributor, and therefore responsible for faulty items sold on its site and packed and shipped through its fulfillment service.Whoa! What will this mean for B2B eComm? Especially in light of the fact that B2B buyers are making purchases online more than ever before, according to the 2024 B2B Buyer Report from Sana Commerce, and it's their experience that determines their decision-making. Meanwhile, U.S. labor costs increased moderately in the second quarter as private sector wages grew at the slowest pace in 3-1/2 years, providing evidence that inflation is firmly on a downward trend.How do these events connect, and what does it mean for Wholesale Distributors?On this week's episode, Tom and Kevin connect the dots from the latest economic news to provide insights to the newest developments in distribution, manufacturing, supply chain, M&A, cybersecurity, technology, and more. 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.

It's a milestone years in the making: Around The Horn In Wholesale Distribution's 100th episode! And to celebrate, we're joined by seven VERY special guests - a veritable "Who's Who" of wholesale distribution:✅ Ian Heller - Founder and Chief Strategy Officer, Distribution Strategy Group✅ Dirk Beveridge - Founder, UnleashWD and We Supply America✅ Mike Marks - Founding Partner at Indian River Consulting✅ Mike Hockett - Executive Editor, Modern Distribution Management (MDM)✅ Marty McLaughlin - Founder and Managing Partner, Mosaic Partners✅ Dan Schuberth - Chief Revenue Officer, National Association of Wholesaler-Distributors✅Paul Kennedy - President and CEO, Dakota Supply Group (DSG)In this episode, our incredible panel does a mid-year review of the trends, challenges, and technologies impacting the wholesale distribution industry, as well as insights to what to expect through the rest of 2024.On behalf of all of us at ATHIWD, we'd like to thank each and every one of you who has listened, subscribed, participated, or simply provided encouragement for the podcast. We would never have reached our 100th episode without you, and we look forward to the next 100 with all of you along for the ride!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.

According to logistics execs, the trucking industry is turning a corner after a prolonged freight recession that succeeded the Covid boom in transportation rate and services. Could it be that innovation is driving a new era in logistics and supply chain management?In this episode, we'll take a look at some of the innovations driving wholesale distribution and manufacturing, including some of the digital solutions that help maximize manual resources and enhance production accuracy, quality, and efficiency.We also look at the workforce that will be both driving and benefitting from these innovations: Gen Z. Though their priorities may be different from previous generations, these workers may prove to be more loyal and focused than the others before them.And don't forget: next week, we celebrate our 100th Episode! Join us for a live event with special guests you'll never forget!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.

Inflation fell in June for the first time since 2020. Good news! Retail imports continue to rise despite supply chain challenges. Good news! Manufacturing technology orders grew in May. Good news! The Fed Chairman said, “reducing policy restraint too late or too little could unduly weaken economic activity and employment."Uh oh...This week's busy slate of economic data paints a different picture, depending on how you look at it, and Kevin & Tom are here to give it all some perspective. Will the Fed cut rates as predicted in September, and what will the result be for wholesale distributors and manufacturers? Meanwhile, B2B marketing and eComm continues to evolve at a rapid pace. 53% of B2B organizations now say shifting revenue from in-person to online sales is one of their top priorities. But this occurs in an environment where more customers are saying personalization and emotional sentiment are missing from B2B marketing.How can the two reconcile?Join us as we count down to our 100th episode! We've got insights you don't want to miss.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.

Is Amazon Business dominating the wholesale distribution landscape, or is it legitimately providing an indispensable supply chain management and eComm solution to B2B companies? In other words, are they a godsend to wholesalers, or are they the enemy?In this week's episode, Tom and Kevin take a close look at some of the news stories surrounding developments at Amazon Business, and their effect on wholesale distributors and manufacturers, big and small. There's no denying that Amazon's purchasing and supply chain power is incredible, but is it the best solution for your business?To complicate matters, ship backups that plagued seaports during the Covid pandemic are making a comeback, as vessel diversions because of attacks in the Red Sea trigger gridlock and soaring costs at the start of the peak shipping season. Mix in the fact that only 16% of manufacturing leaders globally report they have real-time, work-in-progress monitoring across the entire manufacturing process, while B2B marketing leaders have their eye on AI as a new tool to improve the quality and quantity of their programs, and you have some complicated issues to work out. But that's why we're here! Join industry experts Tom Burton & Kevin Brown for this insightful and eye-opening episode.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.

It's the new FOMO: Fear of Marketing Overload. Ass new tech development promise to revolutionize the marketing landscape of B2B, how do you keep up with new platforms, new methodologies, and of course, new advancements in AI?In this week's episode, Tom and Kevin sort the truth from the hype to help wholesale distributors and manufacturers make sense of data, technology, and strategic thinking in modern B2B marketing. We start by taking a look at prompt engineering in AI and its significance in obtaining relevant and precise responses. Believe us - this is not hype: this is one of those things that effective marketers need to understand.The truth is, the role of marketers in today's digital landscape is quickly evolving, but the new tools available and best practices currently emerging will make the job faster and more effective. So join us for an episode filled with valuable insights for businesses looking to navigate the complexities of the modern marketing and technology landscape.And remember to join us soon for our special 100th episode celebration! We'll be featuring some of our favorite all-time guests and more surprises. Details coming soon!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.

Best Practices. It's a term we hear all the time and use just as frequently. But as we constantly try to define and codify what those best practices are, one of the major questions is, "Am I getting the big picture here, or am I leaving something important out?"To ensure we're looking at best practices from a macro view, we brought in a guest from Bavaria: Max Meister from Ludwig Meister, one of the largest distributors in Germany. Max shared insights into his unique approach to business, which includes using technology like AI and machine learning to enhance operations. For Max, it's all about  aligning goals across departments, such as marketing, sales, e-commerce, and purchasing, to ensure a cohesive strategy. We also touch on the significance of providing value to customers through meaningful conversations and leveraging data to drive decision-making. How much should you know about a customer in your conversations? Is there such a thing as "too much" in this case?We then look at the impact of AI on modern manufacturing, the importance of data quality in marketing strategies, and the need for continuous adaptation and pivoting in response to changing business landscapes. The conversation highlighted the evolving role of sales and marketing departments, emphasizing the need for collaboration and goal alignment to achieve organizational success.Are you ready to get outside your comfort zone? Want to look at your organization from a different angle and get a fresh perspective from our European partners? Then have a listen to Max's innovative strategies and focus on customer value. It really serves as a testament to the importance of embracing digital transformation and fostering a culture of continuous improvement in today's competitive business environment.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.

Ready or not, AI is making a huge impact in wholesale distribution and manufacturing (and in our opinion, it's definitely better to be ready than not).In this week's episode, Kevin and Tom look at that basic challenges facing businesses that want to—or at least know they should—adopt AI. We start by discussing the most common issues businesses face when integrating AI into marketing strategies. How does AI help with relevance, confidence, and trust in customer acquisition and retention?And have you heard about Amazon using generative AI to scan packages for defects? How does this highlight the potential for AI to enhance quality control processes in distribution and manufacturing? Can this kind of technology optimize human roles or replace them?Furthermore, we explore the evolving landscape of B2B marketing, focusing on the shift away from traditional MQL approaches towards more customer-centric strategies. Nothing can replace the need for seamless e-commerce experiences to build customer confidence and trust...but can AI assist with that, too? Finally, we delve into the distinction between open and closed AI systems, discussing the implications for executives and decision-makers in choosing the right AI solutions for their organizations. This episode provides valuable insights into the intersection of technology, marketing, and AI in the modern business landscape.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.