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Around the Horn in Wholesale Distribution Podcast

Around the Horn in Wholesale Distribution Podcast

By: Kevin Brown & Tom Burton
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Around the Horn in Wholesale Distribution is the weekly podcast sponsored by LeadSmart Technologies that takes a deep dive into the topics impacting manufacturers, wholesale distribution, independent sales agents, and the global wholesale supply chain.


Hosted by Kevin Brown, a 30-year veteran of wholesale distribution, and Tom Burton, a recognized thought leader in SaaS platforms for distributors, each episode reveals a unique perspective and valuable information about wholesale distribution. Debuting in February 2023, the ATHIWD podcast springboards from Kevin & Tom's popular LinkedIn and Facebook Live shows, bringing their industry insights to a wider audience.


Whether it's M&A, SaaS and cloud computing, B2B e-Commerce or supply chain issues, we peel back the onion into the topics that impact your business most.

© 2026 Around the Horn in Wholesale Distribution Podcast Economics Management Management & Leadership
Episodes
  • Tariff Refunds, Core Inflation & Data Centers: The New Pressures Reshaping Distribution

    Tariff Refunds, Core Inflation & Data Centers: The New Pressures Reshaping Distribution
    Jun 26 2026
    What happens when inflation pressure, tariff uncertainty, supply chain disruption, and AI platform strategy all hit wholesale distribution at the same time?In this episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton unpack the forces shaping distributors and manufacturers right now, from core inflation and the Strait of Hormuz to tariff refunds, B2B customer experience, data center demand, and AI adoption. This episode gives revenue leaders in distribution a practical lens on how to manage volatility, avoid disconnected technology silos, and build a smarter path toward CRM-ERP integration, customer intelligence, and future-proofing distribution.What You’ll Learn:Why core inflation, oil prices, and energy volatility continue to affect freight, plastics, fertilizer, and downstream manufacturing costsHow tariff refunds, FedEx reimbursements, Section 301 tariffs, and trade negotiations could impact importers, distributors, contractors, and end customersWhy supply chain uncertainty remains elevated—and why distributors need better inventory visibility tools, demand planning, and collaborative forecastingHow the B2B buying experience is becoming more like B2C, especially for contractors and professional buyers using Home Depot, Lowe’s, Amazon Business, and traditional distributorsWhy AI adoption in wholesale distribution needs to move beyond point solutions and toward connected data systems, Smart CRM, AI-powered customer intelligence, and true platform strategyEpisode Highlights:03:20 – LeadSmart’s Enterprise Growth Platform and why connected data matters for distributors04:40 – Core inflation, energy prices, and the delayed cost impact across freight, plastics, and manufacturing15:10 – Strait of Hormuz volatility and why open shipping lanes do not always mean stable supply chains20:10 – FedEx tariff refunds, customer reimbursement complexity, and why downstream recovery is difficult31:50 – Supply chain uncertainty, port volatility, and whether distributors are better prepared than they were during COVID46:40 – The blurring line between B2B and B2C customer experience in wholesale distribution58:40 – Data centers, AI infrastructure, and why distributors in electrical, HVAC, plumbing, industrial, and construction markets should pay attention1:12:40 – AI adoption, order processing automation, platform strategy, and the risk of creating new data silosTools, Frameworks, and Strategies Mentioned:LeadSmart TechnologiesLeadSmart Channel Cloud™Enterprise Growth PlatformData360 HubSmart CRMSales Co-PilotAI Co-Pilot for SalesCRM-ERP IntegrationCRM Data Enrichment with AIHidden Revenue DetectionSales Automation Without Losing the Human TouchConsultative CommerceHybrid Selling ModelsInventory Visibility ToolsCollaborative Planning & ForecastingFuture-Proofing DistributionB2B Customer Experience StrategyAI Platform StrategyData Center InfrastructureCORE: CapEx Optimization Reliability and Execution by Lone Star Electric SupplyClosing Insight:The biggest technology risk for distributors is not simply falling behind on AI—it is adopting disconnected tools that recreate the same data silos they were meant to solve.For wholesale distributors and manufacturers, the next stage of growth will depend on connected systems, CRM-ERP integration, customer intelligence, supply chain visibility, and AI tools that solve real business problems. Subscribe to Around the Horn in Wholesale Distribution for weekly conversations on the economy, supply chain, technology, and the future of 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.
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    1 hr and 30 mins
  • Will Quinn on Modern Warehouse Management, AI Adoption, and Supply Chain Visibility

    Will Quinn on Modern Warehouse Management, AI Adoption, and Supply Chain Visibility
    Jun 19 2026
    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.
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    1 hr and 23 mins
  • How "Profitless Prosperity" and Tarrif Refunds Will Affect B2B Marketing Strategy with Taylor St. Germain

    How "Profitless Prosperity" and Tarrif Refunds Will Affect B2B Marketing Strategy with Taylor St. Germain
    Jun 5 2026

    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 markets
    • What the Federal Reserve is really watching (core inflation vs. trimmed mean metrics) and how rate decisions could affect CapEx, M&A, and working capital
    • How tariff policy, Section 301 and 232 rulings, and refund uncertainty are influencing distributor pricing strategy and customer relationships
    • What “profitless prosperity” means for 2026 and 2027, and how to protect margins during growth at a higher cost
    • Why most AI initiatives in wholesale distribution are still efficiency plays—and what separates hype from scalable, repeatable AI-driven business processes


    Episode Highlights:

    • 03:30 – Inside ITR Economics: forecasting accuracy, leading indicators, and preparing for downturns
    • 11:45 – May jobs report surprises: what strong hiring means for inflation and rate decisions
    • 14:20 – Interest rate outlook: hold, cut, or increase—and why energy prices complicate the Fed’s move
    • 30:18 – Tariff escalation, Section 301 and 232 policies, and the ripple effect across distributors
    • 41:03 – Tariff refunds: unintended consequences for margins, pricing transparency, and customer trust
    • 58:26 – AI adoption in wholesale distribution: efficiency gains vs. true strategic transformation
    • 1:16:35 – “Growth at a higher cost”: how to navigate labor inflation, electricity costs, reshoring, and fiscal pressure


    Meet the Guest:

    Taylor St. Germain is a Senior Economist and Business Consultant at ITR Economics. He delivers economic keynotes nationwide and helps manufacturers and distributors identify leading indicators, forecast demand, and prepare for economic cycles with a 94.7% forecasting accuracy standard.


    Tools, Frameworks, and Strategies Mentioned:

    • ITR Economics leading indicator forecasting models
    • Weekly GDP tracking vs. lagging government metrics
    • Trimmed mean inflation vs. core CPI
    • Enterprise Growth Platform by LeadSmart Technologies
    • AI-driven margin protection and data unification strategies


    Closing Insight:

    “We are very optimistic about growth, but it’s growth at a higher cost.”

    The second half of the decade presents opportunities for wholesale distributors and manufacturers, but only for those who actively manage labor inflation, tariff exposure, electricity costs, and AI investment discipline. Growth is not the question. Margin strategy is.

    Leave a Review: Help us grow by sharing your thoughts on the show.

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

    Join the conversation each week on LinkedIn Live.

    Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter.

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

    Follow us on Facebook, Twitter, Instagram, or TikTok.
    Show More Show Less
    1 hr and 23 mins
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