Podcasts about Tom Burton

What Happens When AI, Supply Chains, and Economic Uncertainty Collide in Wholesale Distribution?As interest rates remain under scrutiny, supply chains face new disruptions, and artificial intelligence continues to reshape business operations, wholesale distribution leaders are being forced to make smarter decisions with less room for error.In this episode of Around the Horn in Wholesale Distribution, hosts Kevin Brown and Tom Burton welcome Will Quinn, warehouse leadership expert, supply chain educator, and author of Modern Warehouse Management: Steel-Toed Leadership That Drives Performance. Together, they explore the current economic landscape, tariff uncertainty, warehouse strategy, AI adoption in distribution, and the growing importance of supply chain visibility in an increasingly complex global market.What You'll Learn:Why the Federal Reserve's latest interest rate decision has major implications for manufacturers, distributors, and supply chain planningHow tariffs, import uncertainty, and global trade disruptions are influencing inventory strategies and purchasing behaviorWhat warehouse leaders can learn from military logistics, operational discipline, and real-world distribution managementWhy AI-enabled supply chain management is becoming one of the fastest-growing skill sets in distributionHow organizations can improve inventory visibility, forecasting, and operational decision making without chasing every new technology trendWhy successful AI adoption starts with solving business problems first rather than purchasing shiny new toolsHow CRM-ERP integration, unified data systems, and intelligent business platforms support long-term growth and resilienceEpisode Highlights:00:00 – Welcome to Around the Horn in Wholesale Distribution and introduction to warehouse leadership expert Will Quinn07:10 – The Federal Reserve holds rates steady: what distributors and manufacturers should watch next15:45 – Retail spending, inflation pressures, and what economic signals mean for wholesale distribution teams22:30 – Tariff refunds, import activity, and why companies are accelerating inventory purchases31:50 – Why supply chain resilience remains one of the most important business capabilities in modern distribution38:40 – Lessons from Modern Warehouse Management and the role of steel-toed leadership in warehouse performance48:15 – AI in supply chain operations: where organizations are seeing real value today58:20 – Why AI-skilled supply chain professionals are becoming one of the most in-demand roles in distribution1:06:40 – Understanding AI models, governance, security, and vendor due diligence1:17:30 – Practical guidance for distribution leaders building an AI strategy that actually delivers resultsMeet the Guest:Will Quinn is a supply chain executive, warehouse leadership expert, educator, and author of Modern Warehouse Management: Steel-Toed Leadership That Drives Performance. With decades of experience across leading distribution organizations, Will specializes in warehouse operations, supply chain strategy, workforce development, and operational excellence.Tools, Frameworks, and Strategies Mentioned:Modern Warehouse Management FrameworkSteel-Toed LeadershipSupply Chain Visibility StrategiesInventory Visibility ToolsCollaborative Planning & Forecasting (CPFR)AI-Powered Supply Chain AnalyticsCRM-ERP IntegrationSmart CRM StrategyEnterprise Growth PlatformDigital Readiness for SuccessionFuture-Proofing DistributionAI Governance and Vendor Due DiligenceWarehouse Management Systems (WMS)Enterprise Resource Planning (ERP)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.

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

We sit down with Tom Burton aka Calling Mr. Meadows to geek out about kits, and also give advice for those looking to get into shirt collecting, about how to spot a fake. We talk about Wednesday's imminent move back to Umbro, what makes a good kit, and Tom's niche obsession with goalkeeper jerseys. x.com/owlsextra Learn more about your ad choices. Visit megaphone.fm/adchoices

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

Richmond CEO Shane Dunne is a special guest on the latest episode of the Club’s premier podcast Talking Tigers. Dunne tackles a broad range of topics in his interview with the TT team, including the playing group’s large injury list and what’s being done to solve the problem, the plans to fix talented, young Tiger Josh Smillie’s frustrating injury issue, an update on the Punt Road Oval redevelopment, and the temporary training facility for the players from the end of this year. Also on this week’s show, Richmond’s stirring, drought-breaking win against West Coast at Optus Stadium last Saturday is thoroughly dissected, and there’s plenty of praise for the performances of Noah Balta, Seth Campbell, Kane McAuliffe, Jack Ross, Sam Cumming, Jonty Faull, Nick Vlastuin, Tom Brown and Tom Burton. The popular “60 Years of MCG Memories” segment highlights a massive win by the Tigers against arch-rival Carlton in 2005. And club historian Rhett Bartlett provides some fascinating food for thought in “Hidden Tigerland”. For all things Yellow and Black, make sure you tune in to Talking Tigers.See omnystudio.com/listener for privacy information.

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

It’s a tale of three Tiger Sams on the latest episode of Richmond’s powerhouse podcast Talking Tigers. The TT panel express their excitement about the 2024 No. 1 draft pick Sam Lalor, Round 7 debutant Sam Cumming, and this week’s AFL Rising Star nominee Sam Grlj, in the wake of their performances in the Anzac Day Eve blockbuster against Melbourne last Friday night. Also on this week’s show, there’s praise for the Club’s other Round 7 debutant Tom Burton, second-gamer Patrick Retschko, Tom Brown, Kane McAuliffe, Tom Lynch and Dion Prestia. Club historian Rhett Bartlett reveals a truly unique “premiership” won by “Richmond” during the Second World War in his “Hidden Tigerland” segment. ‘Richo’ launches into one of his trademark rants. While, in “60 Years of MCG Memories”, the focus is on an outstanding performance by the Tigers’ star goalsneak John ‘Swooper’ Northey in a clash with Melbourne during the 1968 season. For all things Yellow and Black, make sure you tune in to Talking Tigers.See omnystudio.com/listener for privacy information.

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

What happens to wholesale distribution when geopolitics, tariffs, inflation, and AI all collide at once?In this episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton sit down with Alex Chausovsky, Founder of 3DM Consulting, to unpack how Middle East conflict, energy volatility, tariff policy, and artificial intelligence are reshaping the economic landscape for distributors and manufacturers. This episode explores what business leaders must understand about diesel pricing, supply chain risk, margin compression, labor shortages, and AI augmentation in order to protect profitability and make smarter, data driven decisions in a volatile global environment.What You'll Learn:Why producer price index trends and diesel costs matter more to distributors than headline oil pricesHow Section 232 and Section 301 tariffs are structurally changing U.S. trade policyWhat tariff refund timelines realistically look like and why downstream distributors may never see reliefHow to protect margins by analyzing profitability at the product line, customer, and regional levelWhat labor shortages and immigration policy mean for future workforce dynamicsEpisode Highlights:03:12 – What “Data Driven Decision Making” really means for wholesale distributors14:45 – Why oil price headlines don't tell the full logistics story21:57 – The hidden diesel risk facing owner operator trucking capacity27:26 – Why tariffs are not going away, regardless of administration32:48 – The truth about tariff refunds and who actually qualifies51:49 – Margin protection strategies during inflationary pressure57:45 – Will AI eliminate jobs or increase productivity?1:13:17 – Why universal basic income debates miss the human purpose of workMeet the Guest:Alex Chausovsky is the Founder of 3DM Consulting, specializing in economic forecasting, geopolitical analysis, and strategic advisory for small and mid sized businesses. He delivers 75 to 100 keynotes annually and helps organizations translate global disruption into actionable business strategy.Tools, Frameworks, and Strategies Mentioned:3DM Consulting: Data Driven Decision Making frameworkSection 232 tariffs: Product category based trade enforcementSection 301 tariffs: Country specific anti dumping tariffsWhite space analysis for margin expansionAI augmentation strategy for productivity growthGeopolitical scenario planning for supply chain resilienceClosing Insight:“In business, you are not here to grow revenue. You are here to grow profit.”In a world defined by geopolitical volatility, tariff uncertainty, energy disruption, and AI acceleration, wholesale distribution leaders must focus on margin discipline, operational intelligence, and strategic agility.Leave a Review: Help us grow by sharing your thoughts on the show.Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/Join the conversation each week on LinkedIn Live.Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter.You can also hear the podcast and other excellent content on our YouTube Channel.Follow us on Facebook, Twitter, Instagram, or TikTok.

What happens to wholesale distribution when geopolitical tension, tariff policy, fuel inflation, and artificial intelligence collide at the same time?In this episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton sit down with Steve Levy, VP of Enterprise Architecture at Infor, to unpack how macroeconomic volatility, global supply chain risk, AI governance, and enterprise platform strategy are reshaping the future of distribution. If you lead a distribution or manufacturing business and are wondering how to navigate tariffs, inflation, inventory exposure, and AI adoption responsibly, this conversation connects the dots.What You'll LearnHow geopolitical instability and energy market volatility directly impact diesel pricing, freight costs, and MRO marginsWhether borrowing against expected tariff refunds is strategic capital leverage, or hidden riskHow acquisitive distributors may find opportunity during economic uncertaintyThe difference between “running on AWS” and having real enterprise architecture and AI governanceHow AI augmentation, not workforce replacement, could enable distributors to scale revenue without proportional headcount growthEpisode Highlights:03:18 – Why the Strait of Hormuz matters more to distributors than daily pump prices11:42 – Fuel inflation, MRO cost pressure, and the inventory overbuying risk19:55 – Tariff refunds as financial instruments: Should companies borrow against future policy decisions?31:07 – Economic uncertainty and succession planning: Why volatility may accelerate acquisitions44:28 – AI governance vs. AI experimentation: What enterprise leaders must get right58:16 – Automation in credit, cash application, and operational workflows01:12:09 – Are leaders becoming too reliant on AI? The critical thinking question01:26:40 – Multi-model AI validation and the future of enterprise decision-makingMeet the Guest:Steve Levy is Vice President of Enterprise Architecture at Infor. He works at the intersection of cloud infrastructure, platform extensibility, AI governance, and enterprise system design, helping large distribution and manufacturing organizations modernize responsibly while managing risk.Tools, Frameworks, and Strategies Mentioned:Enterprise Architecture Strategy for DistributionAI Governance Councils and Multi-Model ValidationCloud Platform Extensibility within Infor ecosystemsAI Augmentation vs. Workforce Replacement FrameworkCapital Allocation Strategy During Tariff VolatilityClosing Insight:“Volatility creates pressure, but it also creates opportunity for the prepared.”Leave a Review: Help us grow by sharing your thoughts on the show.Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/Join the conversation each week on LinkedIn Live.Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter.You can also hear the podcast and other excellent content on our YouTube Channel.Follow us on Facebook, Twitter, Instagram, or TikTok.

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

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

Is wholesale distribution prepared for $100 oil, stalled interest rate cuts, and the accelerating AI race between the U.S. and China?In Episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton break down the economic signals shaping manufacturers and distributors right now, from inflation data and Fed policy uncertainty to tariff refund chaos and AI governance risks.What You'll Learn:Why Fed rate cut expectations are fading, and what that means for warehouse expansion, capital investment, and wholesale growth strategyHow $100 oil affects freight costs, supply chain pricing, and distributor margin pressureThe hidden operational risks in tariff refund processing and what $166 billion in potential repayments could mean for importersWhat “AI memory poisoning” is, and how poor governance could expose ERP, CRM, and customer data systemsWhy the AI race between the U.S. and China has direct implications for manufacturing competitiveness and workforce transformationHow voice AI and AI agents may reshape sales enablement, outbound prospecting, and real-time coaching in distributionEpisode Highlights:03:16 – Why inflation data may be too “lagging” for modern monetary policy decisions12:24 – The real downstream impact of $100 oil on logistics, freight, and wholesale pricing21:43 – Are we using the wrong economic metrics to guide Fed interest rate policy?34:40 – The looming tariff refund bottleneck and the operational burden on Customs44:02 – China's nationwide AI push and what it means for global manufacturing52:02 – AI memory poisoning explained: how hidden prompts can bias your AI tools01:03:20 – Why governance and access controls are critical when connecting AI to ERP and CRM systems01:10:49 – Voice AI in sales: hype, opportunity, and the reality for relationship-driven distributorsTools, Frameworks, and Systems Mentioned:Lead Smart Technologies – Channel Cloud (AI-powered enterprise growth platform for wholesale distribution and manufacturing)AI-powered CRM and sales enablement systemsOAuth authentication risks in AI integrationsVoice AI agents for outbound prospecting and demo automationReal-time intelligence and prescriptive guidance for distributorsClosing Insight:“It's not AI replacing people. It's people using AI who will replace those who don't.”Wholesale distribution is entering a new operating era, where balanced trade policy, energy volatility, AI governance, and data-driven sales execution all intersect. Leaders who combine real-time intelligence with disciplined strategy will outperform those relying on outdated signals.Leave a Review: Help us grow by sharing your thoughts on the show.Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/ Join the conversation each week on LinkedIn Live.Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter.You can also hear the podcast and other excellent content on our YouTube Channel.Follow us on Facebook, Twitter, Instagram, or TikTok.

What happens when tariffs collide with AI, oil volatility, margin erosion, and agentic commerce,  all in the same week?In Episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton break down the accelerating news cycle impacting manufacturers, wholesale distributors, and the global supply chain. From the latest job report and Federal Reserve signals to tariff refund chaos, AI-driven margin strategy, and the Amazon vs. Walmart agentic commerce divide, this episode delivers practical insight for distribution leaders navigating economic uncertainty.If you are asking, “How should distributors respond to tariffs, AI disruption, and margin pressure right now?” This conversation is your roadmap.What You'll Learn:Why the latest U.S. jobs report may not reflect real-time economic reality — and how distributors should interpret lagging indicators like CPI, PPI, and unemployment dataHow tariff refund litigation could create a $40+ billion Wall Street trading frenzy — and why downstream distributors face complex reconciliation challengesThe real drivers of margin erosion in wholesale distribution, including internal discounting and product mix blind spotsHow AI-powered discovery systems (like the DAGA framework: Discover, Alert, Guide, Automate) can unlock 40–50% revenue growth from existing accountEpisode Highlights:03:15 – Why the news cycle now shifts between Thursday night and Friday morning12:09 – February jobs report: 92,000 jobs lost and what that signals for the Fed22:40 – Oil volatility, the Strait of Hormuz, and supply chain risk exposure29:43 – Tariff increases to 15% and the Supreme Court refund implications40:18 – Wall Street's move to buy tariff refund claims at a discount59:14 – Margin erosion in distribution and the three silent profit killers1:06:00 – The DAGA framework: Discover, Alert, Guide, Automate1:13:46 – Amazon vs. Walmart: Competing models for agentic commerce1:22:33 – “Your data is worthless until you give it purpose”Tools, Frameworks, and Strategic Concepts Mentioned:DAGA Framework – Discover, Alert, Guide, AutomateAI-driven white space analysisMargin mix optimizationAgentic commerce modelsPredictive sales intelligence and guided sellingAI-enabled demand forecastingData clarity vs. data overloadKey Themes for Distribution Leaders:Tariffs are not just policy, they are operational complexityMargin compression is often self-inflicted through unmanaged discountingAI should enhance sales teams, not replace themData without context is decorationClosing Insight:“AI is not about replacing people. It's about making good people better.”Leave a Review: Help us grow by sharing your thoughts on the show.Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/ Join the conversation each week on LinkedIn Live.Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter.You can also hear the podcast and other excellent content on our YouTube Channel.Follow us on Facebook, Twitter, Instagram, or TikTok.

Richmond young guns Sam Lalor, Kane McAuliffe and Sam Grlj are front and centre on the latest episode of the Club’s powerhouse podcast Talking Tigers. The TT team analyse the impressive performances of Lalor, McAuliffe and Grlj in last Friday’s practice match against Melbourne in Ballarat and predict big things for the exciting trio this season and beyond. Also on this week’s show, there’s a focus on the newest addition to Richmond’s playing squad, Tom Burton. “Richo” rants about the continued ‘outside’ under-rating of a veteran Tiger star. And the popular “60 Years of MCG Memories” segment features Richmond’s mammoth victory over Fitzroy in the Lions’ last-ever game in Victoria in 1996. For all things Yellow and Black, make sure you tune in to Talking Tigers.See omnystudio.com/listener for privacy information.

What happens when Supreme Court tariff rulings collide with AI governance, agentic commerce, and the future of wholesale distribution?In this episode of Around the Horn in Wholesale Distribution, Kevin Brown, Tom Burton, and Nick Pericle unpack the legal shockwaves from the IEEPA tariff decision, the 150 day Section 122 pivot, and what it really means for distributors, manufacturers, and B2B buyers.What You'll Learn:Why the Supreme Court's IEEPA tariff ruling does not mean tariffs are over and how Section 122 changes the timelineWho ultimately pays tariffs in a B2B supply chain and why potential refunds could create massive downstream complexityWhat AI governance actually means for wholesale distributors beyond just “using Copilot”How agentic AI and autonomous commerce could reshape B2B eCommerce expectationsWhy API first architecture, data integration, and disciplined procurement are now competitive advantagesHow to drive organic growth through white space analysis, cross sell strategy, and AI powered revenue expansionEpisode Highlights:03:45 – Supreme Court rules against IEEPA tariffs and what Section 122 means for distributors12:20 – If tariffs are refunded, who actually gets the money in a multi layer supply chain?24:10 – AI governance versus cybersecurity: what distributors are missing36:55 – Agentic AI in action: autonomous purchasing and the future of B2B commerce49:30 – Why ERP is not the single source of truth anymore58:40 – Organic growth, white space strategy, and becoming a “Moneyball distributor”01:08:15 – Robotics, humanoid automation, and the warehouse of 203001:18:50 – Long term economic outlook: deficit reduction versus stimulusMeet the Guest:Nick Pericle is Founder of Tenexity, where he helps wholesale distributors build AI governance frameworks, digital transformation strategy, and execution roadmaps. He works closely with distribution leaders navigating AI adoption, technology procurement, and long term competitive positioning.Tools, Frameworks, and Strategies Mentioned:AI Governance Frameworks for distribution organizationsAgentic AI tools such as Perplexity Comet, OpenAI Atlas, and Claude browser agentsAPI first integration strategy across ERP, CRM, WMS, and eCommerce platformsRevenue Expander and white space analysis for organic growthMoneyball distribution strategy using predictive analyticsSection 122 of the Trade Act of 1974 and IEEPA tariff authorityClosing Insight:Tariffs may dominate the headlines, but the deeper story is discipline. Discipline in technology procurement. Discipline in AI governance. Discipline in organic growth. And discipline in building systems that integrate data instead of fragmentinLeave 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 the Supreme Court strikes down the legal foundation behind sweeping U.S. tariffs?In this episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton break down the 6–3 SCOTUS ruling overturning tariffs imposed under the International Emergency Economic Powers Act (IEEPA) and what it means for distributors, manufacturers, contractors, and the global supply chain.What You'll Learn:Why the Supreme Court ruled that tariffs under IEEPA exceeded presidential authority, and what that signals about executive vs. congressional powerWhether tariff refunds are likely, and why the “food fight” over who gets repaid could last yearsHow Section 122 (temporary tariffs), Section 232 (national security), and Section 301 (unfair trade) may reshape the next phase of U.S. trade policyWhat the ruling means for existing trade agreements with Japan, Taiwan, China, and other partnersHow wholesale distributors should think about tariff surcharges, price increases, and downstream customer expectationsEpisode Highlights:03:18 – Breaking news: The Supreme Court strikes down tariffs under IEEP08:42 – Presidential authority vs. congressional taxing power: Why this ruling matters beyond tariff15:57 – The refund question: Who actually paid the tariffs, and who gets the money back28:11 – Distributor dilemma: What happens if tariff costs were already passed through the channel39:36 – NAW's response and the call for swift tariff refund47:20 – Section 122 explained: Can the administration impose 10–15% temporary tariffs immediately58:04 – Trade deals in play: Will Japan, Taiwan, or others renegotiate01:10:15 – Are tariffs a strategic tool, or an economic drag?Tools, Frameworks, or Strategies Mentioned:IEEPA (International Emergency Economic Powers Act)Section 122 of the Trade Act of 1974 (temporary tariff authority)Section 232 (national security tariffs)Section 301 (unfair trade practices)NAW (National Association of Wholesalers and Distributors) policy responseTariff surcharge line-item strategies in distribution pricingClosing Insight:“Has it been an effective stick? Yes. But is it good for the economy right now? That's where the debate begins.”For wholesale distributors operating on thin margins, this ruling isn't just political, it's operational. From pricing strategy to vendor negotiations to long-term sourcing decisions, the implications ripple through every layer of the B2B supply chain.Leave a Review: Help us grow by sharing your thoughts on the show.Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/ Join the conversation each week on LinkedIn Live.Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter.You can also hear the podcast and other excellent content on our YouTube Channel.Follow us on Facebook, Twitter, Instagram, or TikTok.

What happens if tariffs reshape the U.S. deficit, AI runs procurement, and humanoid robots stock your warehouse, all at the same time?In this episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton break down the Supreme Court tariff ruling uncertainty, rising GDP versus “vibecession” sentiment, AI-driven commerce protocols, Amazon's data marketplace strategy, robotics in warehouse operations, and the accelerating consolidation in building materials distribution.What You'll Learn:Why the Supreme Court's pending tariff decision could reshape trade policy, inflation, and the federal deficitWhat “vibecession” means — and why consumer sentiment doesn't match GDP growthHow Amazon's AI content marketplace and Universal Commerce Protocol could redefine B2B eCommerceWhy structured data architecture matters more than “just building a data lake”How robotics, shelf-scanning AI, and humanoid automation will transform warehouse operationsWhat QXO's $2.25B Kodiak acquisition signals about consolidation in building materials distributionEpisode Highlights:03:40 – Tariff revenue surges 300% and the Supreme Court uncertainty12:15 – Inflation data, CPI trends, and the economic impact of tariff refunds21:30 – Consumer sentiment vs. GDP growth: understanding the “vibecession”33:45 – Amazon's AI content marketplace and the future of proprietary data monetization45:10 – Universal Commerce Protocol and AI agents completing complex B2B orders58:20 – Data lakes vs. data readiness: why structure, governance, and context matter01:07:35 – Robotics in wholesale distribution: shelf-scanning AI and warehouse gamification01:18:50 – QXO acquires Kodiak Building Partners: what consolidation means for distributors01:28:15 – Leadership insights: communication phrases that strengthen teamsTools, Frameworks, and Strategies Mentioned:Unified data platforms for wholesale distributionSmart CRM and aggregated ERP integrationAI-driven commerce and machine-readable product dataData lakes vs. structured data architectureWarehouse gamification performance dashboardsAI shelf-scanning roboticsUniversal Commerce Protocol for agentic B2B transactionsClosing Insight:“The longer uncertainty lingers, the more strategic clarity matters.”Tariffs, AI, robotics, consolidation, none of it is slowing down. The distributors and manufacturers who win in this environment will not be the ones waiting for perfect conditions. They'll be the ones building structured data foundations, modernizing commerce workflows, and preparing for AI-native operations today.Leave a Review: Help us grow by sharing your thoughts on the show.Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/ Join the conversation each week on LinkedIn Live.Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter.You can also hear the podcast and other excellent content on our YouTube Channel.Follow us on Facebook, Twitter, Instagram, or TikTok.

What happens when intuition, AI, tariffs, and leadership collide in wholesale distribution?In this episode of Around the Horn Podcast, Kevin Brown and Tom Burton are joined by Mike Hockett of Modern Distribution Management to unpack the biggest forces shaping distribution leaders right now, from trade policy and infrastructure risk to AI governance and executive decision-making under uncertainty.What You'll Learn:Why intuition still matters in executive decision-making, even in a data-driven worldHow tariffs are changing distributor behavior, pricing strategy, and inventory planningThe hidden risks of AI agents, vibe coding, and unsecured automation inside the enterpriseWhat NAW leaders are really discussing behind closed doors about the future of wholesale distributionHow top distributors are redefining productivity, focus, and profitable growthEpisode Highlights:05:12 – Why the NAW Executive Summit is different from every other industry event14:40 – “Listen to the whispers”: using intuition when data breaks down26:18 – Leadership lessons from crisis decision-making and 9/1138:55 – Tariffs, front-loaded demand, and the reality distributors are planning for52:30 – AI agents, data leakage, and why governance matters more than speed01:08:10 – The real ROI of AI in wholesale distribution, not the hype01:22:45 – Productivity, focus, and why most leaders only execute half their prioritiesMeet the Guest:Mike Hockett is Executive Editor at Modern Distribution Management (MDM) and part of the National Association of Wholesalers. He brings a deep perspective on distributor economics, leadership trends, AI adoption, and the structural forces reshaping the wholesale distribution industry.Tools, Frameworks, and Strategies Mentioned:Executive intuition frameworks for decision-making in uncertaintyAI governance and agent-based system risk managementTariff response strategies in wholesale distributionProductivity alignment models for leadership teamsData-driven prioritization and alerting systems in enterprise platformsClosing Insight:“In a world of volatility, the winners aren't waiting for certainty—they're building systems that adapt.”If you're a distributor, manufacturer, or industry leader navigating AI, tariffs, and transformation, this episode will help you think more clearly about what actually matters next.Connect with Mike Hockett: https://www.linkedin.com/in/mike-hockett-mdm/Leave a Review: Help us grow by sharing your thoughts on the show.Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/ Join the conversation each week on LinkedIn Live.Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter.You can also hear the podcast and other excellent content on our YouTube Channel.Follow us on Facebook, Twitter, Instagram, or TikTok.

What happens when wholesale distribution collides with tariffs, AI acceleration, and rising customer expectations?In this episode of Around The Horn Podcast, Kevin Brown and Tom Burton unpack the most important forces shaping wholesale distribution today, from policy shifts and economic signals to e-commerce, automation, and leadership in an AI driven world.This conversation goes beyond headlines to explore what these changes really mean for distributors, manufacturers, and channel leaders who are navigating uncertainty while trying to build resilient, future ready organizations.What You'll Learn:Why tariffs are no longer a temporary disruption and how distributors are adjusting pricing, sourcing, and inventory strategiesHow AI is reshaping marketing, sales, and customer service and where most companies are still getting it wrongWhat the rise of B2B e commerce and next day delivery expectations means for margins, operations, and customer experienceWhy “higher value work” is becoming a core job requirement and not just a leadership sloganHow automation, robotics, and reshoring are influencing long term workforce and supply chain decisionsEpisode Highlights:04:10 – Key takeaways from the NAW Executive Summit and why executive intuition still matters11:45 – Tariffs, trade policy, and why most distributors now assume they are here to stay22:30 – Interest rates, economic signals, and what the Fed's direction means for wholesale demand34:05 – How tariffs are quietly reshaping pricing behavior and product selection across distribution45:40 – The Amazon effect, next day delivery expectations, and whether instant gratification is sustainable58:20 – AI in marketing and sales and why more tools do not always equal more productivity01:08:55 – Higher value work, skill development, and what AI first thinking really looks like in distribution01:20:10 – Leadership, teams, and what high performance organizations can learn from endurance racingTools, Frameworks, or Strategies Mentioned:AI first workflows in sales, marketing, and customer serviceHigher value work and skill developer mindsetAgent assisted commerce and automation in B2B buyingRobotics and reshoring as responses to labor and cost pressureCustomer intelligence platforms and integrated CRM strategyClosing Insight:The future of wholesale distribution is not about reacting faster. It is about thinking differently. Leaders who combine industry expertise with AI capability and disciplined execution will be the ones who create durable advantage in a volatile market.Leave a Review: Help us grow by sharing your thoughts on the show.Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/ Join the conversation each week on LinkedIn Live.Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter.You can also hear the podcast and other excellent content on our YouTube Channel.Follow us on Facebook, Twitter, Instagram, or TikTok.

What happens when economic uncertainty, tariffs, AI agents, and cybersecurity risks collide inside wholesale distribution?In this episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton break down the signals beneath the noise and explain what manufacturers and distributors should actually be paying attention to right now.From inflation ambiguity and tariff authority to AI-driven buying behavior and hidden margin opportunities, this conversation connects macroeconomic shifts to real operational decisions that impact growth, security, and profitability across the wholesale supply chain.What You'll Learn:Why economic uncertainty, not inflation alone, is the dominant concern for executives heading into 2026How tariffs, executive authority, and Supreme Court timing could reshape trade policy without dramatic disruptionWhere “trapped potential” hides inside distributor margin, pricing discipline, and product mixWhy AI agents are changing how B2B buyers research, evaluate, and eventually purchaseHow cybersecurity threats now target supply chain ecosystems, not just individual companiesEpisode Highlights:03:10 – Why economic uncertainty matters more than headline inflation numbers09:25 – Manufacturing signals, demand hesitation, and planning in the “gray zone” economy16:40 – Tariffs, executive authority, and why the Supreme Court is likely to rule narrowly26:05 – How distributors can uncover “trapped potential” through margin and pricing discipline36:30 – AI-generated content vs real value creation in B2B marketing46:15 – Agentic AI and how machine-to-machine buying is changing sales discovery56:40 – Cybersecurity risk across distributors, vendors, and shared digital ecosystemsTools, Frameworks, and Concepts MentionedAI-enabled Customer Intelligence and Smart CRM platformsAgentic AI and multi-agent workflowsTrapped potential and organic revenue growthPricing discipline and margin visibilitySOC 2 compliance and supply chain cybersecurityERP, CRM, and data silo integrationClosing Insight:Economic cycles come and go, but clarity comes from understanding where risk, margin, and opportunity actually live inside your business. The distributors who win next will not wait for certainty, they'll build systems that adapt faster than change itself.Leave a Review: Help us grow by sharing your thoughts on the show.Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/ Join the conversation each week on LinkedIn Live.Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter.You can also hear the podcast and other excellent content on our YouTube Channel.Follow us on Facebook, Twitter, Instagram, or TikTok.

In 2024, Tom Burton described the clean energy transition as entering its “third inning” — a phase defined by execution and scale. A year later, the game looks very different. In this episode, produced in partnership with Mintz, Stephen Lacey sits down with Burton to revisit that framework and assess the state of play for U.S. energy infrastructure heading into 2026.  Burton, who chairs Mintz's sustainable energy and infrastructure practice, brings nearly 3 decades of experience advising developers, investors, and operators across clean energy and digital infrastructure. They begin with the immediate market picture: a surge of renewable projects racing to put steel in the ground under existing tax rules, followed by a thinning pipeline. Burton explains why 2027 and 2028 could mark a slowdown in new deployments, even as demand continues to rise. From there, the conversation turns to politics. Federal hostility toward clean energy, shifting tax credit structures, foreign sourcing rules, and the weaponization of permitting have introduced new layers of risk. Deals are harder to close, financing is more complex, and even strong projects are feeling the strain. Burton unpacks what this environment means for developers, including who's most exposed to the current shakeout, what separates resilient companies from struggling ones, and why permitting uncertainty may now be a bigger threat than tax policy itself. The episode also explores one of the defining forces reshaping the energy sector: the rapid expansion of digital infrastructure. Burton explains how power availability, interconnection, and long-term grid planning are now central to dealmaking. The energy transition hasn't stopped, says Burton. But it has entered a rain delay — and the companies that adapt during the pause will be the ones still standing when play resumes. These conversations were recorded at the Mintz Energy Transition Summit. Mintz has been at the frontlines of the energy and sustainability revolution since the start. For finance, policy, and market insights from the Mintz team, sign up for their newsletter.

What happens when artificial intelligence stops being an experiment and starts reshaping leadership, sales, marketing, and the global economy in real time?In this episode of Around the Horn Podcast, Kevin Brown and Tom Burton unpack how AI, tariffs, interest rates, and workforce disruption are colliding across wholesale distribution and manufacturing.From executive decision making and anti fragile leadership to marketing for AI driven buyers and the rise of humanoid robotics, this conversation connects the dots between strategy, technology, and what distributors must do next to stay competitive.What You'll Learn:Why artificial intelligence is shifting from pilot projects to a core executive strategy in wholesale distributionHow anti fragile leadership differs from resilience and why it matters in volatile economic cyclesWhat “marketing to machines” means as AI replaces traditional search and attribution modelsHow tariffs, interest rates, and global trade dynamics are influencing distributor growth strategiesWhy humanoid robotics and physical AI may disrupt warehouse and entry level roles faster than expectedEpisode Highlights:04:52 – Why AI must move from IT experiments to executive level strategy14:08 – Anti fragile leadership versus resilience in volatile markets25:41 – Tariffs, trade policy, and what distributors often misunderstand about global economics38:19 – What “marketing to machines” means as AI replaces traditional buyer research51:06 – Amazon's physical retail expansion and signals for B2B distribution1:03:22 – When account managers create friction instead of customer value1:18:40 – How humanoid robotics and physical AI could reshape warehouses and laborMeet the Hosts:Kevin Brown and Tom Burton are lifelong friends and industry veterans who analyze the forces shaping wholesale distribution and manufacturing each week. As leaders at LeadSmart Technologies, they bring real world operator insight into AI, customer intelligence, sales strategy, and digital transformation.Tools, Frameworks, or Strategies Mentioned:AI orchestration and agentic systemsAnti fragile leadership mindsetHuman centered culture as a competitive moatMarketing to machines and algorithm driven discoveryRevenue Expander and white space identification in salesPhysical AI and humanoid robotics in distribution operationsClosing Insight:“The companies that win won't just adapt to disruption. They'll use it to grow stronger.”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 some of the most influential thinkers in wholesale distribution get into one room and debate the future of the industry, the rise of AI, human centered leadership, and the coming wave of agentic systems?In this powerful year end roundtable, the Around The Horn panel returns for its third annual state of the industry conversation, featuring Mike Marks, Ian Heller, Dirk Beveridge, Paul Kennedy, Tom Burton, and Kevin Brown.What You Will Learn:Why AI is moving from experimentation to strategy and what this means for distributors in 2026How human centered leadership and people centric cultures are becoming competitive advantagesWhy the distributor divide is widening and how early adopters are achieving measurable gainsHow agentic systems, digital orchestration, and physical AI will reshape operationsLeadership insights on trust, empowerment, anti fragility, and preparing teams for the next decadeEpisode Highlights:03:14 The panel opens year three of the annual roundtable and explains why 2025 was a turning point17:22 Mike Marks breaks down what he is seeing in AI orchestration and contractor tech adoption31:40 Ian Heller explains why proximity and fulfillment speed are becoming competitive battlegrounds46:55 Dirk Beveridge challenges the industry to move from resilience to true anti fragility58:14 Paul Kennedy shares how ESOP leadership shapes digital adoption and trust01:12:09 The group debates agentic AI, workforce displacement, and the future of work01:33:42 Final predictions for 2026 and what will separate the distributors who thrive from those who driftMeet the Guests:Mike MarksFounding Partner at Indian River Consulting Group and one of the most respected strategists in modern distribution.Ian HellerCo Founder of Distribution Strategy Group, leading thinker on AI, data, and competitive disruption in the industry.Dirk BeveridgeFounder of the Fully Alive Movement, champion of people centered leadership and the human side of distribution.Paul KennedyPresident and CEO of DSG, ESOP leader, and current chair of the National Association of Electrical Distributors.Tools, Frameworks, and Strategies Mentioned:AI Orchestration ModelsAgentic AI SystemsCustomer Intelligence PlatformsOrder AutomationAnti Fragility Leadership FrameworkDigital Centers of ExcellenceESOP Driven Workforce ModelsClosing Insight:“Thriving companies are built by thriving individuals. Not the other way around.”This roundtable makes one message clear: AI may accelerate performance, but people will determine the future. How leaders shape culture, trust, empower teams, and integrate technology will define the next decade in distribution.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 to wholesale distribution when tariffs rise, interest rates stay high, and customers expect more with less friction? In this episode of Around the Horn in Wholesale Distribution from LeadSmart Channel Cloud, Kevin Brown and Tom Burton sit down with Modern Distribution Management editor and market analyst Mike Hockett to unpack the data behind the headlines and what it means for revenue leaders in distribution. You will hear a practical, numbers-driven outlook for 2025 that connects GDP forecasts, Fed policy, and tariff risk with real impacts on margins, inventory, and channel relationships. The conversation stays grounded in what wholesalers, manufacturers, and reps can control, and how to use planning, consultative commerce, and better pipeline visibility to future-proof distribution businesses through uncertainty.  What You Will Learn: Why November's softer numbers do not necessarily signal a collapse, and how MDM thinks about “soft landing” versus “stall.”How tariffs, elections, and Fed policy are likely to affect pricing power, imports, and inventory strategy for wholesale distribution teams.Where distributors are still leaving money on the table because of weak forecasting, poor CRM adoption, and limited collaboration with suppliers and reps.How to connect market forecasts to practical decisions about hiring, territory coverage, and hybrid selling models.Episode Highlights:00:00 – Why this conversation matters now08:15 – Inside MDM's latest distribution data18:40 – Are we heading toward a soft landing or a stall?30:10 – Tariffs, trade policy, and pricing pressure42:35 – Forecasting failures inside distribution organizations55:20 – Hybrid selling and channel conflict1:07:45 – Technology, CRM adoption, and operational readiness1:21:30 – M&A, succession planning, and consolidation signals1:33:10 – Practical priorities for the next 12 months Meet the Guest: Mike Hockett is an editor and market analyst with Modern Distribution Management (MDM) and the National Association of Wholesaler-Distributors. He spends his time inside the data and conversations that shape the future of wholesale distribution, from sector forecasts and benchmarking to technology, talent, and channel strategy. Tools, Frameworks, or Strategies Mentioned:MDM's annual distribution forecast and benchmark reporting.Practical approaches to collaborative planning and forecasting between manufacturers, reps, and distributors.CRM and pipeline practices that give revenue leaders in distribution a clearer “ground truth” for planning.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.

Can AI, robotics, and self‑driving technology change the distribution landscape faster than the economy can adapt?In this episode, hosts Kevin Brown and Tom Burton explore the intersection of economic volatility, AI innovation, and leadership adaptation. From robots vs. self‑driving cars to tariff strategy and monetary policy, they unpack the signals distributors should watch and the human‑centric mindset required to thrive amid transformation.What You'll Learn:The race between humanoid robots and self‑driving cars, and what it reveals about AI adoption timelines.Why the Fed's two‑percent inflation target may be outdated in a world of live data and instant analytics.How prediction markets like Polymarket are redefining economic forecasting.The impact of tariffs, trade policy, and rate cuts on wholesale pricing and investment.Why AI literacy, leadership calibration, and contextual intelligence are the new core skills for distribution executives.Episode Highlights:03:05 – Robots or self-driving cars first? Why Kevin now believes humanoid robots may reach mainstream use sooner than autonomous vehicles17:28 – From flying cars to manual transmissions: How consumers balance nostalgia with rapid AI-enabled innovation29:52 – Is the Fed working with outdated economic models? How real-time AI data could reshape monetary policy44:40 – Government shutdown predictions: How Polymarket's 27% odds reveal deeper insights about economic sentiment57:55 – Tariff strategy clarified: Why “refund rumors” are misleading and why methodology matters more than politics01:10:08 – Leadership evolution: AI fluency, contextual intelligence, and functional empathy as core executive skills for 202601:19:30 – Closing take: Why leaders who integrate AI intentionally, rather than reactively—will define the next decade of distributionTools & Frameworks Mentioned:LeadSmart Channel Cloud™ — AI‑enabled CRM and Customer Intelligence platform for manufacturers and distributors.Polymarket — decentralized prediction market for real‑time economic signals.Context Engineering & Agentic AI Workflows — aligning AI systems with business intent and human oversight.Functional Empathy Model — bridging automation and human judgment in leadership development.Closing Insight:“AI doesn't replace relationships, it reinforces them by removing friction.” — Kevin BrownLeave 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 does it take to navigate tariffs, rate cuts, and AI disruption all at once?Hosts Kevin Brown and Tom Burton break down the week's headlines that matter most to manufacturers and distributors, from the U.S. government shutdown and Fed policy to the emerging reality of AI‑driven decision‑making and agentic commerce. Discover why contextual intelligence is now a core leadership skill and how data strategy can turn economic uncertainty into competitive advantage. What You'll Learn:Why the shutdown's “fix” is really a delay until January 31, and how prediction markets like Polymarket quantify that risk The truth about tariffs and refund rumors, and why smart pricing beats policy guessworkWhat the Fed's next decision means for capital, lending, and distribution growth plans How AI‑enabled CRM and customer intelligence platforms deliver clarity from chaos Why leaders who blend economic awareness + data fluency will own the next decade of wholesale innovation Episode Highlights:03 : 12 –  The shutdown “ends”… or does it? Budget reset and political realities behind the deal 16 : 40 –  Prediction markets vs. traditional polls: how Polymarket nailed its forecast 31 : 25 –  Rate‑cut drama: inside the Fed meeting math and the Burton Market prediction 48 : 07 –  Tariff talk decoded, methodology matters more than headlines01 : 03 : 14 – Refunds or fantasy? Legal complexity of tariff paybacks explained01 : 14 : 58 –  AI and contextual intelligence: from theory to tool sets inside LeadSmart Channel Cloud™ 01 : 28 : 47 –  Final takeaways, leadership, data literacy, and the new rules of economic resilience Meet the Hosts:Kevin Brown and Tom Burton are co‑founders of LeadSmart Technologies, creators of LeadSmart Channel Cloud™, an AI‑enabled Customer Intelligence and Smart CRM platform purpose‑built for manufacturers and distributors. They bring decades of experience in distribution operations, software engineering, and data strategy to help leaders turn siloed information into growth insight.Tools & Frameworks Mentioned:LeadSmart Channel Cloud™ — Unified AI CRM for distributors & manufacturers Context Engineering — Aligning AI systems with business intent Agentic Commerce — Autonomous AI workflows for B2B transactions Prediction Markets (Polymarket) — Crowdsourced economic signal analysis Customer Intelligence Framework — Transforming ERP and CRM data into actionable insight Closing Insight:“AI doesn't replace relationships, it reinforces them by removing friction.” — Kevin Brown 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 tariffs, rate cuts, and AI forecasting collide in the world of wholesale distribution?In this episode, Kevin Brown and Tom Burton break down the latest economic, technological, and policy shifts affecting distributors and manufacturers.From the longest U.S. government shutdown in history to the Supreme Court's pending tariff ruling, they unpack what these changes mean for margins, pricing, and the role of AI-driven customer intelligence in building resilient distribution networks.What You'll Learn:How government shutdowns and rate changes create ripple effects across distributionThe true meaning of a 17.9% average tariff rate, and why not everyone feels it equallyWhy tariff refunds could take years (or never happen at all)How AI-enabled CRM and contextual intelligence are helping distributors gain visibility into customers and pricing gapsWhat smart distributors are doing to balance efficiency, inventory, and profitability heading into 2026Episode Highlights:03:10 – The U.S. government shutdown “ends”… or just gets delayed until January 3115:25 – How prediction markets like Polymarket are shaping economic forecasting27:40 – The Fed's next move: dissenters, inflation targets, and “The Burton Market”43:05 – Tariff talk: why the Supreme Court ruling isn't really about tariffs55:18 – Mark Brohan's article on the 17.9% effective tariff rate and what it means for distributors01:07:34 – Why smaller distributors dependent on wholesalers face steeper challenges01:16:55 – Final thoughts: AI, efficiency, and the future of pricing powerMeet the Hosts:Kevin Brown and Tom Burton are co-founders of LeadSmart Technologies, creators of LeadSmart Channel Cloud™, the industry's first AI-enabled Customer Intelligence and Smart CRM platform built exclusively for manufacturers and distributors.Tools, Frameworks, or Strategies Mentioned:LeadSmart Channel Cloud™ – Unified customer intelligence platform for distributors and manufacturersPolymarket – Decentralized prediction market for economic forecastingYale Budget Lab Study – Analysis of U.S. tariff rates and macroeconomic effectsContext Engineering – Aligning AI systems with business intentCustomer Intelligence Framework – Turning siloed ERP, CRM, and eCommerce data into actionable insightsClosing Insight:“AI doesn't replace relationships, it reinforces them by removing friction.” — Kevin BrownFrom tariff volatility to AI-driven opportunity, this episode explores how distributors can navigate uncertainty with smarter strategy, deeper data, and stronger customer connections.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 do rate cuts, tariffs, and the rise of agentic AI mean for the future of wholesale distribution?In this episode, Kevin Brown and Tom Burton dissect the week's biggest economic shifts, from the Federal Reserve's policy moves to AI's rapid integration across manufacturing, logistics, and B2B commerce. Learn how forward-thinking distributors are preparing for 2026, where automation meets leadership and contextual intelligence defines competitive advantage.What You'll Learn:Why AI literacy and contextual intelligence are essential leadership skills in 2025How tariffs, prediction markets, and Fed rate cuts are shaping industrial investmentThe emerging impact of agentic commerce on B2B buying behaviorThe business risks of ungoverned generative AI in enterprise settingsHow distributors can balance data automation with human trust in decision-makingEpisode Highlights:04:18 – How the U.S. government shutdown is influencing the Fed's economic playbook18:32 – What the latest rate cuts reveal about manufacturing, inflation, and capital investment33:27 – Tariffs, Supreme Court delays, and the uncertain trade horizon for distributors51:08 – The “AI slop” problem: when generative tools create risk instead of efficiency01:04:22 – Amazon and PayPal move toward agentic commerce, what B2B can learn01:14:10 – The rise of humanoid robotics and physical AI in supply chain operations01:26:55 – Why courage and clarity will define the next generation of distribution leadersMeet the Hosts:Kevin Brown and Tom Burton are the co-founders of LeadSmart Technologies, creators of LeadSmart Channel Cloud™, an AI-enabled CRM and customer intelligence platform for distributors and manufacturers. With decades of combined experience in digital transformation, leadership strategy, and industrial data systems, they help B2B leaders thrive in the age of AI-driven distribution.Tools, Frameworks, or Strategies Mentioned:LeadSmart Channel Cloud™ – AI-powered CRM + Customer Intelligence for distributionAgentic Commerce – The next evolution of AI-driven transactional systemsContext Engineering – Framework for aligning AI with business intentIndustrial Supply Association (ISA) – Leadership development and AI fluency initiativesSection 232 & 301 Tariff Mechanisms – Understanding how U.S. trade rules impact sourcingClosing Insight or CTA:“AI doesn't replace relationships, it reinforces them by removing friction.” — Kevin BrownAs AI redefines how businesses operate, leadership must evolve alongside it.Leave a Review: Help us grow by sharing your thoughts on the show.Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/ Join the conversation each week on LinkedIn Live.Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter.You can also hear the podcast and other excellent content on our YouTube Channel.Follow us on Facebook, Twitter, Instagram, or TikTok.

What happens when two industry veterans break down the biggest stories shaping wholesale distribution, AI adoption, and the global economy, live and unfiltered?In this episode, Kevin Brown and Tom Burton analyze everything from Fed rate cuts and tariffs to the rise of AI-driven commerce and the evolving role of leadership in an age of automation. Through their signature mix of insight and humor, they explore how distributors can stay resilient, data-smart, and human-centered amid rapid technological and economic change.What You'll Learn:Why AI-driven transformation is redefining productivity and workforce trustHow agentic commerce and AI-powered purchasing are disrupting e-commerce modelsThe real-world effects of rate cuts, tariffs, and government shutdowns on the wholesale channelWhy contextual intelligence and digital ecosystems are the new growth driversHow leaders can leverage AI and emotional intelligence to future-proof their organizationsEpisode Highlights:04:08 – A look at market sentiment in wholesale distribution heading into 202516:42 – What the Fed's latest rate cut means for lending, mortgages, and growth capital31:55 – The ripple effects of the ongoing government shutdown on supply chains46:30 – Trump's proposed tariff reset and its implications for import-dependent industries59:18 – How AI adoption is reshaping manufacturing and reducing burnout in operations01:10:05 – Agentic commerce and how PayPal is leading the charge in AI-driven transactions01:20:44 – Why distributors must rethink e-commerce or risk losing 25% of their market shareMeet the Hosts:Kevin Brown and Tom Burton are the co-founders of LeadSmart Technologies, creators of LeadSmart Channel Cloud™, an AI-powered CRM and customer intelligence platform built for distributors and manufacturers. Together, they bring over 40 years of experience in digital transformation, AI strategy, and industrial growth, translating complex trends into actionable insights for industry leaders.Tools, Frameworks, or Strategies Mentioned:LeadSmart Channel Cloud™ – AI-enabled CRM and Customer Intelligence platformAgentic Commerce – AI-driven transactional automation and conversational e-commerceContext Engineering – Framework for aligning AI and workflow intentHuman + Machine Collaboration Model – Integrating empathy and analytics for smarter teamsISA Leadership Academy – Developing adaptive, future-ready leaders across the supply chainClosing Insight:“AI isn't going to take your job; it's someone using AI that will.” — Kevin BrownFrom economic volatility to AI-enabled innovation, this episode challenges distribution leaders to rethink strategy, leverage intelligence, and lead through disruption.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 does the future of leadership look like in the distribution industry?In this special episode, Kevin Brown and Tom Burton sit down with Brendan Breen, President of the Industrial Supply Association (ISA), to explore how leadership transformation, AI adoption, and workforce evolution are redefining what it means to run a modern distribution business. From data-driven decision-making to generational shifts in workplace expectations, this episode unpacks the trends shaping the next decade of industrial growth.What You'll Learn:How AI-driven transformation is changing the leadership playbook for distributors and manufacturersWhy emotional intelligence and adaptability are now core leadership competenciesHow ISA is building a bridge between legacy leaders and next-gen talentThe role of digital ecosystems in shaping connected supply chains and value-based sellingWhat human-first leadership means in the era of automation and analyticsEpisode Highlights:04:35 – Brendan Breen on redefining leadership for a digital-first industrial economy16:20 – AI and workforce transformation: adapting without alienating talent29:02 – ISA's evolving mission: from association to innovation accelerator43:18 – How next-gen leaders are reshaping the future of manufacturing and distribution57:40 – Data transparency, ethics, and the rise of context-aware leadership01:10:26 – Building scalable ecosystems that merge AI and human expertise01:23:12 – How to lead with empathy and foresight in the age of automation01:33:58 – Closing reflections: why the future belongs to adaptive leadersMeet the Guest:Brendan Breen is the President of the Industrial Supply Association (ISA), where he leads initiatives to modernize the industrial supply channel through education, digital transformation, and community collaboration. His work helps bridge the gap between experienced leaders and emerging talent in distribution and manufacturing.Tools, Frameworks, or Strategies Mentioned:LeadSmart Channel Cloud™ – AI-powered CRM + Customer Intelligence platformISA Leadership Academy – Building resilient, future-ready leadership teamsContext Engineering – Framework for aligning AI systems with business intentHuman + Machine Collaboration Model – A people-centered approach to automationClosing Insight:“AI won't replace leaders, but it will expose the ones who refuse to adapt.” — Brendan BreenFrom digital transformation to leadership evolution, this episode is a must-listen for distribution executives, manufacturers, and future leaders navigating the intersection of technology, talent, and transformation.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 insightful book club session, the ABCI team is joined by clients Ben Neivert of DBT Aero, Chris Vidales of MagJet and Ericka Essington of Air Nurses take a dive deep into The Revenue Zone by Tom Burton—a modern playbook for B2B sales and marketing that challenges traditional funnels and focuses on guiding [...]

Here's (more than) a hint: it's AI Engine Optimization. And right now, it could be even more important than SEO for B2B visibility.In this episode, Kevin Brown and Tom Burton unpack the latest economic shifts, from the government shutdown's ripple effects to the rise of AI-driven commerce, and how they're transforming manufacturing, logistics, and customer engagement. Learn why context engineering and AI-enabled CRM platforms are redefining the way distributors compete and connect in 2025.What You'll Learn:Why tariffs and supply chain realignments are now “business as usual” for U.S. distributorsHow prediction markets like Polymarket are outperforming traditional economic forecastsWhat the Fed's next moves could mean for interest rates, hiring, and inflationWhy AI Engine Optimization (AEO) is replacing traditional SEO for B2B visibilityHow LeadSmart's AI-enabled Channel Cloud™ is transforming CRM into Customer IntelligenceEpisode Highlights:04:10 – The government shutdown and why markets barely reacted13:45 – Fed predictions, Polymarket insights, and crowd-sourced forecasting25:30 – Inflation, unemployment, and the rise of AI's role in economic stability36:48 – Tariffs, China trade tensions, and supply chain recalibration49:05 – Fastenal's organic growth strategy and the power of data-driven wallet share59:58 – Schneider Electric + NVIDIA: powering AI data centers of the future01:10:22 – From SEO to Generative Engine Optimization (GEO): preparing content for AI search01:22:45 – Why AI isn't replacing people, but empowering those who know how to use itTools, Frameworks, or Strategies Mentioned:LeadSmart Channel Cloud™ – AI-powered CRM + Customer Intelligence platformPolymarket – decentralized prediction market forecasting economic probabilitiesAI Engine Optimization (AEO) / Generative Engine Optimization (GEO) – frameworks for AI discoverabilityContext Engineering – Gartner's model for contextual AI and workflow designAgentic Workflows – AI-driven automation aligned with distributor processesClosing Insight:“AI won't take your job. But someone using AI better than you will.” — Tom BurtonFrom government shutdowns to AI search adoption, this episode dives into the forces transforming distribution. Subscribe to Around the Horn in Wholesale Distribution for weekly conversations on digital transformation, leadership, and customer intelligence in manufacturing and B2B commerce.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 government shutdown, interest rate cuts, and AI-driven commerce collide with the future of wholesale distribution?In this week's Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton unpack the headlines that matter: the Fed's next move, tariff resilience, and how AI-enabled platforms like LeadSmart Channel Cloud™ are reframing CRM as a growth engine. You'll also hear why AI Engine Optimization (AEO) is quickly replacing SEO, and what it means for distributors competing in an Amazon + OpenAI marketplace.What You'll Learn:Why CRM adoption fails, and how LeadSmart's smart CRM reframes it as customer enablementHow prediction markets like Polymarket may forecast economic shifts more accurately than government dataWhy tariffs, lithium mining, and government-backed investments signal long-term supply chain realignmentHow AI search and embedded transactions could challenge Amazon's dominanceWhy AI ethics and workforce augmentation matter more than “replacement” narrativesEpisode Highlights:03:05 – Government shutdown politics and the missing jobs report13:45 – Fed rate cuts, prediction markets, and Polymarket's surprising odds25:52 – Consumer confidence paradox: nervous workers, steady spending37:20 – U.S. invests in lithium mines and Intel, national security or sovereign wealth strategy?50:18 – Tariffs reshaping global supply chains and stalling multimillion-dollar projects01:01:12 – OpenAI launches checkout: what it means for distributors vs. Amazon01:12:05 – AI content optimization: moving from SEO to Generative Engine Optimization (GEO)01:19:10 – Why AI won't take jobs, but people using AI willTools, Frameworks, or Strategies MentionedLeadSmart Channel Cloud™ – AI-enabled CRM + customer intelligence platformPolymarket – decentralized prediction markets for real-time sentimentAI Engine Optimization (AEO) & Generative Engine Optimization (GEO) – future-proofing content strategyAgentic AI Workflows – automation with human-in-the-loop oversightDigital Twins & Lithium Investments – future of industrial resilienceClosing Insight:“If you have siloed data, you have siloed AI. The winners unify data to future-proof supply chains.” – Kevin BrownLeave 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 do tariffs, Fed rate cuts, and AI-driven search mean for the future of wholesale distribution?In this milestone episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton break down the latest updates on GDP growth, jobless claims, and U.S.–China tariffs, while exploring how AI Engine Optimization (AEO), digital payments, and LeadSmart Channel Cloud™ are rewriting the rules for distributors and manufacturers.What You'll Learn:Why the latest GDP and job data signal surprising economic resilience despite tariff pressuresHow LeadSmart Channel Cloud™ is reinventing CRM as an AI-enabled customer intelligence platform for distributorsWhy AI-powered search and AEO are replacing traditional SEO as the new driver of high-quality leadsHow digital currencies, stablecoins, and real-time payments will transform B2B transactions by 2026The hidden strategies manufacturers use to absorb tariffs and stabilize pricing in volatile global marketsEpisode Highlights:02:35 – Milestone reflections: 160 episodes and a growing global audience10:22 – GDP third-round update: AI hardware and business equipment drive unexpected growth23:18 – Jobless claims dip to a two-month low as the Fed debates further rate cuts38:41 – Tariff probes into robotics, PPE, and industrial machinery—and why manufacturers may be absorbing costs54:07 – AI vs. Google: ChatGPT captures 85% of AI-generated leads01:05:12 – B2B buyers demand “free + fast” delivery as drone logistics reshape expectations01:17:44 – Digital currency disruption: agentic AI, stablecoins, and the coming payments revolutionTools, Frameworks, or Strategies Mentioned:LeadSmart Channel Cloud™ – AI-enabled CRM + customer intelligence platformAI Engine Optimization (AEO) – new strategies for ranking in AI-powered searchAgentic AI Workflows – automated processes for smarter decision-makingDigital Twin Modeling – replicating branches, warehouses, and store layouts for predictive planningStablecoins & Real-Time Payments – faster, cheaper B2B transactionsClosing Insight:“If you have siloed data, you have siloed AI. Winners unify data to future-proof supply chains.” – Kevin BrownLeave 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.

Is the Fed too late to cut rates—and what does it mean for distributors?In this episode of Around The Horn in Wholesale Distribution, hosts Kevin Brown and Tom Burton unpack the week's economic headlines and explore how interest rate cuts, tariffs, and global supply chain volatility are reshaping the manufacturing and wholesale distribution landscape. From AI-driven sales playbooks to the hidden risks in employment data, Kevin and Tom reveal the trends that matter most for distributors, manufacturers, and independent sales agencies navigating digital transformation.What You'll Learn:Economic Risk Signals – Why the Fed's quarter-point rate cut may not be enough to counter labor market headwinds or supply chain slowdowns.AI Adoption in Distribution – How smart CRM platforms and industry-specific AI agents are transforming sales enablement and customer intelligence.Tariff Strategy & USMCA – How Canada and Mexico are positioning ahead of 2025 trade renegotiations and what that means for North American distributors.Future of B2B Buying – Why millennial buyers are shifting to app-based e-commerce and conversational AI instead of traditional catalogs.Sales Playbooks that Work – How AI-powered, buyer-centric playbooks outperform static sales scripts in today's digitally mature market.Episode Highlights:03:22 – Fed rate cuts and why lagging indicators may lead to late action11:48 – Labor market trends and the rise of “bandwagon layoffs”21:35 – Tariff uncertainty and how distributors are rewriting supplier contracts34:57 – Global Supply Chain Volatility Index: what a negative reading signals for Q448:29 – How Reddit, Wikipedia, and Amazon shape AI model training data58:12 – AI-driven e-commerce: the shift from website traffic to mobile buying apps01:09:46 – Building dynamic, AI-powered sales playbooks that meet the modern buyer01:21:30 – Why top talent quits when career growth stalls—and how leaders can respondMeet the Hosts:Kevin Brown and Tom Burton are lifelong friends, seasoned entrepreneurs, and co-founders of LeadSmart Technologies, the AI-enabled CRM and customer intelligence platform built exclusively for wholesale distribution and manufacturing.Tools, Frameworks & Strategies Mentioned:LeadSmart AI-Enabled Customer Intelligence Platform – A smart CRM built for distributors and manufacturers.Global Supply Chain Volatility Index (GEP/S&P) – A new indicator tracking global supply chain stress.AI Sales Playbook Model – Dynamic, signal-based playbooks for B2B sales teams.Closing Insight:“Today's layoffs aren't always about a weak ecoLeave 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 AI adoption, tariffs, and interest rate cuts collide with the future of wholesale distribution?In this lively episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton tackle the jobs report, the Supreme Court's tariff ruling, and why AI regulation needs a federal playbook, not 50 state ones. You'll learn how LeadSmart Channel Cloud™ is cracking the code on CRM adoption, why decentralized data may surface economic truth faster than the Fed, and what ethical AI frameworks mean for hiring and sales.What You'll Learn:Why CRM adoption fails, and how LeadSmart Channel Cloud™ is reframing it as a Customer Enablement ToolHow decentralized markets like Polymarket highlight flaws in outdated economic data modelsWhy the Supreme Court tariff decision could trigger refunds, reboot negotiations, or reinforce continuityHow state-by-state AI laws risk creating chaos, and why federal AI policy is the only scalable solutionWhy businesses need AI ethics and HR policies before innovation turns into liabilityEpisode Highlights:04:05 – Moonwalking office chairs, beach fog, and 157 weeks of distribution insights 12:20 – Why CRM adoption stalls, and how to build a system for willing adoption 23:42 – Jobs report shock: only 22,000 new jobs and what it signals for the Fed 35:18 – Polymarket vs. the Fed: can decentralized prediction markets beat outdated models? 47:02 – Tariff ruling chaos: Emergency Powers Act, refunds, and six statutory alternatives 59:15 – Why state-level AI laws could stifle innovation and confuse distributors 01:12:40 – AI in hiring: keyword-stuffed resumes, ethics policies, and the new HR reality 01:25:33 – Closing reflections: community, leadership, and why balanced trade mattersTools, Frameworks, or Strategies Mentioned:LeadSmart Channel Cloud™ – AI-enabled CRM + customer intelligence platformAI Co-Pilot for Sales – embedding intelligence into daily sales activityPolymarket – decentralized prediction market surfacing sentimentE³ Model – Experience, Efficiency, Effectiveness as leadership prioritiesAI Ethics Policies – workplace guidelines for safe, compliant AI adoptionClosing Insight:“If you have siloed data, you have siloed AI. The winners unify data to make supply chains resilient and future-proof.” – Kevin BrownLeave 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 do college football, tariffs, and AI pilots gone wrong have in common?In this week's Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton connect cultural trends, economic contradictions, and digital transformation in wholesale distribution. From the E³ Model (Experience, Efficiency, Effectiveness) to LeadSmart Channel Cloud™ and the failure rate of corporate AI pilots, this episode explores why distributors must move from siloed data to customer intelligence platforms that drive real growth.What You'll LearnWhy redefining CRM as a Customer Enablement Tool changes adoption and ROIHow tariff extensions and Liberation Day shifts affect supply chain planningWhy most AI pilot projects fail, and how to avoid repeating their mistakesHow the hidden buyer phenomenon is reshaping B2B purchasing decisionsWhy customer experience investment will be the biggest trend in 2026Episode Highlights:03:55 – College football, NIL money, and how it parallels short-term vs. long-term strategy in distribution 12:40 – LeadSmart Channel Cloud™ and why CRM reimagined means measurable outcomes 22:05 – Breaking down GDP growth: why a 3.3% headline hides real 1.6% growth 31:48 – Tariffs beyond China: Liberation Day shocks for Southeast Asia supply chains 42:15 – The E³ Model: Experience, Efficiency, and Effectiveness as the new playbook 53:02 – Why 95% of AI pilots fail and how to set success criteria 01:04:18 – Invisible influencers: the hidden buyers shaping B2B decisions 01:19:50 – Customer experience as the driver—not the byproduct—of transactionsTools, Frameworks, or Strategies Mentioned:LeadSmart Channel Cloud™ – AI-enabled CRM + customer intelligence platformGeniusFeed – AI-driven smart alerts for repsE³ Model – Experience, Efficiency, Effectiveness as growth pillarsAgentic AI Workflows – AI-driven automation with expert oversightHidden Revenue Detection – surfacing untapped opportunities in ERP/eCommerce dataClosing Insight:“If you have siloed data, you have siloed AI. The winners will unify data to make supply chains resilient and future-proof.” – Kevin BrownLeave 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 AI-driven workflows, tariff pressures, and shifting B2B buyer expectations collide?In this episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton explore the trends redefining distribution: from AI co-pilots for sales and customer intelligence platforms to Fed rate cuts, tariff extensions, and the rise of Millennial and Gen Z buyers. You'll learn why reframing CRM as a Customer Enablement Tool is critical, and how distributors can prepare for agentic AI, semantic clarity in marketing, and seismic shifts in buying behavior.What You'll Learn:Why LeadSmart Channel Cloud™ represents the next evolution of CRM for distributorsHow to prepare for agentic AI workflows by aligning data and processesThe economic outlook from Jackson Hole: what interest rate cuts could mean for growthWhy tariff extensions create a window to future-proof supply chainsThe new rules of B2B buying, 8.2 stakeholders, rep-free preferences, and the dominance of social proofEpisode Highlights:04:10 – How LeadSmart Channel Cloud™ reframes CRM as a Customer Enablement Tool 13:45 – Breaking down Powell's Jackson Hole speech and the debate over a 3% inflation target 24:05 – Tariffs hit the highest level since 1934—and what it means for supply chain resilience 33:28 – Why B2B lags behind B2C in adopting agentic AI workflows 44:12 – Build vs. buy: navigating low-code tools versus industry-specific platforms 55:40 – AI in the workplace: why 40% of employees admit to using banned tools 01:04:55 – How Millennials and Gen Z are reshaping B2B buying groups 01:20:25 – Closing reflections on resilience, innovation, and AI policy in distributionTools, Frameworks, or Strategies MentionedLeadSmart Channel Cloud™ – AI-enabled CRM + customer intelligence platformAI Co-Pilot for Sales – positioning AI as a digital sales assistantHidden Revenue Detection – surfacing opportunities in ERP and eCommerce dataFuture-Proofing Distribution – strategies for mitigating supply chain riskAgentic AI Workflows – autonomous decision-making models for B2B processesClosing Insight“You can't automate what you haven't defined—data and workflows are the foundation of AI readiness.” – Tom BurtonHere's a link to the report we discussed - you can watch it on YouTube: youtube.com/watch?v=t2ppETF4oUA&feature=youtu.beLeave 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.

Is your CRM really driving revenue growth, or just storing notes no one reads?In this episode of Around the Horn in Wholesale Distribution, hosts Kevin Brown and Tom Burton pull back the curtain on how AI-enabled customer intelligence platforms like LeadSmart Channel Cloud™ are transforming sales enablement, workflow automation, and decision-making in distribution. You'll hear fresh economic insights, a candid look at tariff strategy, and why agentic AI workflows could be the future of competitive advantage in B2B.What You'll Learn:Why redefining “CRM” as a Customer Enablement Tool changes adoption rates and sales resultsHow to prepare your organization for agentic AI workflows by codifying your processesThe economic signals driving the Fed's next move and what that means for distributorsHow tariff extensions create hidden opportunities for future-proofing distribution supply chainsWhy AI policies are as important as HR policies in protecting your businessEpisode Highlights:04:15 – Why Kevin thinks it's time to rebrand CRM for the modern salesforce13:35 – Breaking down the PPI spike and its tariff-driven impact on inflation22:48 – The overlooked advantage of the U.S.–China tariff extension for supply chain planning33:12 – Agentic AI workflows: what they are and how B2B can catch up to B2C44:50 – Build vs. buy: deciding between low-code prototypes and industry-specific platforms55:19 – The silent AI adoption wave—why 40% of employees use banned tools at work01:04:38 – Balancing innovation with risk in AI implementation01:21:05 – Closing reflections and calls-to-action for distributorsTools, Frameworks, or Strategies Mentioned:LeadSmart Channel Cloud™ – AI-enabled CRM + customer intelligence platform for distributorsHidden Revenue Detection – uncovering untapped sales opportunities in ERP and eCommerce dataCustomer Enablement Tool (CET) – reframing CRM as a proactive sales assetAgentic AI Workflows – autonomous, decision-making processes powered by AIFuture-Proofing Distribution – strategies for mitigating supply chain and economic risksClosing Insight:“Data and workflows are the key readiness factors for adopting AI, you can't automate what you haven't defined.” – Tom BurtonLeave 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.

When the U.S. jobs report is off by tens of thousands, what does that mean for leaders in wholesale distribution?In this episode, Kevin Brown and Tom Burton break down the latest economic numbers—and why massive revisions to jobs data should concern every distributor, manufacturer, and revenue leader. Beyond the headlines, they explore how faulty metrics distort strategy, trigger bad decisions, and create pressure across supply chains and sales teams.But it's not just about problems. The hosts highlight how LeadSmart Channel Cloud™, AI-enabled CRM tools, and smart data integration can help revenue teams regain clarity, turning siloed information into real-time intelligence.Whether you're navigating inflation, digital transformation, or demand forecasting, this episode explains how to lead with insight when the facts are fuzzy.What's the Real Risk When the Data Is Wrong?Whether it's a 70,000-job gap or a delayed Fed signal, inaccurate economic metrics can lead to:Over-correcting on hiring and budgetingMissed sales targets due to false confidenceBurnout and misalignment in leadership teamsPressure across CRM, ERP, and marketing systems that aren't integratedEpisode Highlights04:02 – The July jobs report: What the government got wrong11:15 – Why flawed data creates flawed decisions in distribution21:30 – Paladin and the danger of disconnected insights33:10 – How AI for Bob makes frontline sales smarter48:42 – CRM and ERP integration as an antidote to chaos59:55 – The rise of distributor newsletters as executive intelligence tools01:08:17 – When to trust your data—and when to override it01:18:50 – Final take: Use AI to see clearly when the markets can'tMeet the HostsKevin Brown and Tom Burton are co-founders of LeadSmart Technologies, a company building intelligent CRM platforms for manufacturers, distributors, and sales agents. With decades of experience, they help B2B teams align systems, strategy, and leadership insight.Tools, Frameworks, or Strategies MentionedLeadSmart Channel Cloud™ – A CRM and customer intelligence platform for distributionAI for Bob – A metaphor for practical AI co-pilots in B2B salesSilo Elimination – Connecting CRM, ERP, and marketing for real-time clarityNewsletter as Dashboard – Treating curated content as operational strategy fuelClosing Insight“If the signal's broken, build your own dashboard—and make sure your team knows how to read it.”Stay ahead of the next surprise. Subscribe, sync your data, and lead with clarity.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.

Is your business ready for the AI economy, tariff turbulence, and the rapid rise of programmable payments?In this episode of Around the Horn in Wholesale Distribution, co-founders Kevin Brown and Tom Burton unpack the week's most pressing trends, from stablecoin legislation to humanoid robotics, from AI-fueled job disruption to smart supply chain control towers.Perfect for manufacturers, distributors, and B2B leaders navigating the evolving intersection of tech, trade, and trust, this episode delivers strategic insights designed for an AI-first, policy-volatile, automation-driven market.What You'll Learn:Why the Trump AI Strategic Plan could be a game-changer for infrastructure and manufacturingHow Plaid-like smart data integration is informing the future of supply chain pricing and tariff managementWhy stablecoins and the Genius Act may reinvent B2B invoicing and ERP workflowsHow to build executive-ready marketing narratives in the age of agentic AIWhat AI security, deepfakes, and robotic warehouse staff mean for your operational risk in 2025 and beyondEpisode Highlights:05:10 – Why the Fed's latest interest rate signals matter to distributors12:42 – The Trump AI Plan and how it could power U.S. supply chain reinvention28:04 – How MDM's “Tariff Control Tower” could future-proof your pricing strategy35:19 – Storytelling in B2B marketing: selling outcomes, not features42:51 – The growing role of application-specific reviews in AI-first marketing funnels59:03 – Why stablecoins and programmable money will change B2B payment models01:07:25 – Are AI risks bigger than ransomware? What CISOs say now01:14:48 – How AI is subtly changing the way we speak and lead

What happens when data-driven decision-making meets the chaos of tariffs, AI disruption, and a retiring workforce?In this episode, Kevin Brown and Tom Burton sit down with Mark Gilham of Enable to unpack the big shifts impacting manufacturers, distributors, and the global supply chain.From trade policy to pricing strategy, sales transformation to skilled labor shortages, this wide-ranging episode explores how wholesale leaders can future-proof their organizations using AI-enabled tools, smarter rebate programs, and cross-functional data insights, all while staying resilient in an evolving economy.What You'll Learn:Why most distributors are absorbing, not passing on, the full impact of tariffsHow intelligent rebate management creates agility in pricing without damaging trustThe rising importance of contextual data and why Ralph the “institutional memory” employee matters more than everWhy skilled labor shortages may delay reshoring and how automation both helps and complicates thisWhat B2B buyers really want from your sales teamEpisode Highlights:03:22 – How the podcast was born from a LinkedIn Live experiment12:41 – Mark Gilham on why clean rebate data changed everything25:07 – Are tariffs really driving up prices? A look beneath the macro data33:50 – Why “Ralph” is the key to contextualizing data for AI systems46:18 – Robots vs. the trades: The future of skilled labor in reshoring1:06:02 – How to evolve your brand value and CRM strategy for B2B buyers1:19:33 – Change management as the #1 success lever in digital adoption

What do tariffs, AI adoption, and digital readiness have in common? They're all reshaping the future of wholesale distribution.In this episode of Around the Horn in Wholesale Distribution, hosts Kevin Brown and Tom Burton unpack the forces shaping the industry from rising cybersecurity threats to the real reason distributors aren't seeing results from generative AI tools.This episode blends actionable economic insights with digital transformation strategy and is a must-listen for Revenue Leaders in Distribution preparing for what's next.What You'll Learn:Why small interest rate changes have massive implications for national debt and distributor marginsThe hidden danger of weak cybersecurity hygiene in mid-size distributorsWhat's actually holding companies back from successful AI implementation (hint: it's not the tools)How Smart CRM and Sales Co-Pilot platforms help future-proof sales organizationsWhy Collaborative Planning & Forecasting (CPFR) is a strategic advantage in uncertain timesEpisode Highlights:05:20 – What the Fed's hesitation on rate cuts means for distributors12:45 – How tariffs are being used as economic leverage, not just punishment22:10 – Why reshoring is gaining momentum in wholesale distribution35:08 – The untold reasons AI is stalling in sales organizations45:50 – How today's B2B buyers behave before they ever speak to sales57:30 – Aligning AI tools with workflow clarity and CRM data hygiene01:08:15 – Cybersecurity risks for mid-size distributors: real threats and blind spots01:17:40 – Future-proofing your strategy with AI, succession readiness & smarter sales planning

Leave your commentIn this episode of Mastering Modern Selling, Carson Heady and Tom Burton dive into the evolving world of sales and introduce Tom's Revenue Zone framework. As the buyer takes the lead in the sales process, it's more important than ever for sales teams to understand the modern buyer's journey. Tom, the author of The Revenue Zone, explains how building trust, creating demand, and using technology like AI can help sales professionals stay ahead in an increasingly complex market. This episode offers valuable insights on reshaping sales forecasting, guiding buyers through the sales process, and leveraging the yellow brick road concept to drive revenue success.Key Highlights:Modern Sales Forecasting: Tom shares how traditional sales forecasting methods no longer suffice and why understanding buyer readiness is key.Building Trust and Creating Demand: Learn why trust is the new currency in sales and how to generate authentic demand that moves beyond basic interest.The Yellow Brick Road: Tom discusses how to guide buyers along a personalized, trust-based journey, building the yellow brick road to the Revenue Zone.AI and Personalization: Discover how AI tools are transforming the sales process, allowing for personalized buyer journeys at scale.Practical Advice for Sales Teams: Whether you're a solo seller or part of a team, Tom offers actionable steps on how to implement the Revenue Zone framework into your sales approach. Don't miss out—your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter

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.

Leave your commentIn this episode, Tom Burton and Carson Heady explore how artificial intelligence is transforming sales in real, practical ways. While AI offers powerful tools to plan smarter, personalize outreach, and even recover stalled deals, the human element remains central to success.With insights drawn from their experience working with sales teams at Microsoft, Tom and Carson break down each phase of the sales cycle planning, prospecting, forecasting, and customer engagement and show how AI can augment, not replace, authentic relationship-building. If you want to stay relevant and effective as the sales landscape evolves, this episode is your playbook.What we discussed:1. Smarter Sales Planning with AI AI can analyze your pipeline, uncover gaps, and spotlight high-potential accounts. It helps you plan your year or quarter with data-backed insights rather than guesswork, identifying where to invest your efforts for the biggest returns.2. Personalized Prospecting and Outreach By scanning LinkedIn profiles, company info, and recent news, AI crafts tailored messages and subject lines designed to increase open and response rates. But Tom stresses: AI drafts the message you add the personal tone and relevance that build trust.3. Data-Driven Forecasting Forget adding arbitrary percentage increases to last year's sales. AI can process historical data and industry benchmarks to help build forecasts that are both ambitious and achievable. This brings more credibility and accuracy to your sales planning.4. Handling Ghosting and Tough Conversations When prospects go quiet or hesitate, AI can help draft empathetic, clear follow-ups that acknowledge their concerns and reduce the perceived risk of moving forward. These messages open doors to honest conversations and keep deals moving.5. Balancing Automation with Authenticity Ultimately, the episode highlights a vital truth: AI boosts efficiency, but it can't replace empathy, insight, or the human connection. Your unique voice and understanding of your customer's needs remain the biggest competitive advantage.AI is no longer a futuristic concept, it's here and changing how we sell. But success isn't about replacing the human touch; it's about combining AI's power with your authentic relationship-building skills. Tom and Carson's advice offers a roadmap for sales pros who want to stay effective, relevant, and indispensable in an AI-driven world. Don't miss out—your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter

Leave your commentIn this powerful episode of Mastering Modern Selling, Tom Burton and Brandon Lee are joined by Alice Heiman, a strategic sales advisor to CEOs and host of Sales Talk for CEOs. Together, they explore a critical yet often overlooked truth: CEOs must be active participants in driving sales strategy, visibility, and culture within their companies.Far from being a back-office role, the CEO today is the face, voice, and momentum behind successful sales organizations especially in founder-led and early-growth companies. Alice shares rich insights and real-world examples on how CEOs either drive growth or unknowingly prevent it.The CEO as a Sales Driver, Not Just a Visionary CEOs must be involved in sales not just setting targets, but also shaping the narrative, supporting the team, and building credibility in the marketplace.Visibility is Vital CEOs who are absent from public view are losing deals before they even start. Being accessible and sharing insights humanizes the brand and draws in top talent and prospects.Stop Selling Like a Founder Many CEOs fail because they expect salespeople to sell like them. Alice explains why founder-led sales needs to evolve and how to create scalable processes that work for your team.Outdated Playbooks Are Hurting Sales The 2009 “Predictable Revenue” model doesn't hold up in a modern, buyer-first world. Alice encourages a fresh, audience-centric approach built on relationships and relevance.A New Go-To-Market Mindset CEOs need to focus on sustainable growth. That means investing in demand generation, customer journey mapping, and a real GTM strategy not just adding more salespeople.Modern selling isn't just the job of the sales team, it's a company-wide responsibility that starts at the top.If you're a CEO still hiding behind spreadsheets and silence, this episode will challenge you to show up, speak out, and open the doors only you can open. Don't miss out—your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter