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 margins
• The hidden danger of weak cybersecurity hygiene in mid-size distributors
• What’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 organizations
• Why Collaborative Planning & Forecasting (CPFR) is a strategic advantage in uncertain times

Episode Highlights:

05:20 – What the Fed’s hesitation on rate cuts means for distributors
12:45 – How tariffs are being used as economic leverage, not just punishment
22:10 – Why reshoring is gaining momentum in wholesale distribution
35:08 – The untold reasons AI is stalling in sales organizations
45:50 – How today's B2B buyers behave before they ever speak to sales
57:30 – Aligning AI tools with workflow clarity and CRM data hygiene
01:08:15 – Cybersecurity risks for mid-size distributors: real threats and blind spots
01:17:40 – Future-proofing your strategy with AI, succession readiness & smarter sales planning

👥 Meet the Hosts:

Kevin Brown and Tom Burton are veteran analysts, strategists, and distribution-tech experts, bringing real-world insights from the front lines of ERP, CRM, AI, and supply chain transformation. Co-creators of the LeadSmart Channel Cloud™ platform, they help distribution teams leverage modern tools without losing the human touch.

Tools, Frameworks, or Strategies Mentioned:

• LeadSmart Channel Cloud™
• AI Co-Pilot for Sales
• Digital Readiness for Succession
• CRM-ERP Integration
• Hidden Revenue Detection
  
  

Closing Insight:

“It’s not about replacing your sales team with AI, it’s about replacing the parts of your process that don’t scale.” – Kevin Brown

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Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

Join the conversation each week on LinkedIn Live.

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You can also hear the podcast and other excellent content on our YouTube Channel.

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What if the economic slowdown didn’t spell disaster—but a window of opportunity?

In this episode, Senior Economist Taylor St. Germain of ITR Economics joins the show to unpack what a “soft landing” really means for distributors—and how to strategically navigate uncertainty, inflation moderation, and shifting customer demand without panic or paralysis.

If you're a distributor wondering how to protect margins, forecast accurately, or align your strategy to economic signals, this conversation is packed with actionable insight tailored for leaders in the wholesale space.

🔍 What You’ll Learn:

• Why 2024–2025 may be a soft landing—not a crash—and what that means for your business
• How inflation, interest rates, and consumer spending are shifting—and how distributors can adapt
• Leading vs. lagging indicators: how to stop planning based on outdated economic signals
• How forward-looking distributors are adjusting pricing, inventory, and headcount strategy
• Why leadership mindset and clear communication are more valuable than ever in economic slowdowns

Episode Chapters & Highlights:

03:15 – What “soft landing” really means—and how it’s playing out in distribution
11:42 – The disconnect between media headlines and actual economic indicators
19:26 – How to read the signals: leading vs. lagging indicators for strategic planning
26:50 – Inflation, interest rates, and what they’re signaling for 2025
34:18 – Demand shifts in construction, manufacturing, and wholesale sectors
41:07 – How to protect margins during volume declines
49:36 – Common missteps distributors make in an economic slowdown
58:03 – Forecasting beyond fear: how to align your data with your long-term strategy
1:05:45 – Communication tactics for leaders navigating uncertainty
1:13:32 – What ITR’s forecast models say about timing your growth decisions
1:21:08 – How distributor mindset and agility shape outcomes in uncertain economies
1:30:05 – Taylor’s closing advice: clarity beats reaction every time

🎙️ Meet the Guest

Taylor St. Germain is a Senior Economist at ITR Economics, where he helps industrial leaders decode market trends and make confident, data-informed decisions. His work supports strategic planning, risk mitigation, and long-term forecasting across manufacturing, distribution, and B2B sectors.

🛠️ Tools, Frameworks, or Strategies Mentioned:

• Leading Indicator Forecasting Models (ITR Economics)
• Inflation and Interest Rate Trend Mapping
• Counter-cyclical inventory and pricing strategies
• Strategic forecasting for demand cycles

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.

How will distributors thrive in the age of digital transformation, AI disruption, and customer experience redefinition?

In this episode of Around the Horn in Wholesale Distribution, Ian Heller sits down with John Gunderson and Kevin to unpack the seismic shifts reshaping B2B sales strategy, channel alignment, and customer segmentation.

With insightful commentary and bold predictions, the team explores the future of CRM-ERP integration, why distributors must evolve beyond legacy thinking, and how AI-powered selling is no longer optional; it’s inevitable.

What You’ll Learn:

• Why many distributors are trapped in the “inside-out” mindset—and how to flip it for real growth
• The biggest blind spot in traditional CRM strategy (and how AI Co-Pilots are changing that)
• How top-performing distributors use segmentation and persona-based selling to drive hidden revenue
• What manufacturers really want in channel partnerships today
• Practical frameworks for modernizing your sales org—without losing your human touch

Episode Highlights:

04:29 – The role of entertainment and personality in B2B podcasting
12:17 – Why segmentation is the missing link in most distributor sales strategies
23:40 – How “AI Co-Pilots” reshape the sales conversation
31:05 – A behind-the-scenes look at channel misalignment and how to fix it
41:18 – The value of CRM-ERP integration for surfacing hidden revenue
52:44 – Persona-based selling: what it is and why it matters
59:59 – A human-centric view of sales automation
1:08:22 – Predictions on the next phase of distributor evolution

Meet the Guest:

John Gunderson is VP of Sales at Distribution Strategy Group and a veteran advisor to the wholesale distribution industry. With deep expertise in sales strategy, segmentation, and manufacturer-distributor alignment, John brings pragmatic insight to the digital transformation conversation.

Tools, Frameworks, or Strategies Mentioned:

• AI Co-Pilot for Sales
• CRM-ERP Integration
• Hidden Revenue Detection
• Persona-Based Segmentation
• Sales Automation Without Losing the Human Touch

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.