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 tariffs
  
  
• How intelligent rebate management creates agility in pricing without damaging trust
  
  
• The rising importance of contextual data and why Ralph the “institutional memory” employee matters more than ever
  
  
• Why skilled labor shortages may delay reshoring and how automation both helps and complicates this
  
  
• What B2B buyers really want from your sales team

Episode Highlights:

• 03:22 – How the podcast was born from a LinkedIn Live experiment
• 12:41 – Mark Gilham on why clean rebate data changed everything
• 25:07 – Are tariffs really driving up prices? A look beneath the macro data
• 33:50 – Why “Ralph” is the key to contextualizing data for AI systems
• 46:18 – Robots vs. the trades: The future of skilled labor in reshoring
• 1:06:02 – How to evolve your brand value and CRM strategy for B2B buyers
• 1:19:33 – Change management as the #1 success lever in digital adoption

👤 Meet the Guest:

A former distributor turned Enable evangelist, Mark Gilham specializes in helping manufacturers and distributors turn their rebate strategies into competitive advantages. With firsthand experience in data transformation, Mark brings deep expertise in pricing dynamics, supplier relations, and industry resilience.

Tools, Frameworks, or Strategies Mentioned:

• Enable: Cloud-based rebate management and collaboration platform
  
  
• LeadSmart Technologies: AI-enabled smart CRM for wholesale distribution
  
  
• The Ralph Framework: A metaphor for preserving institutional knowledge through AI and CRM
  
  
• The JOLT Effect (Matt Dixon): A framework for overcoming customer indecision in B2B sales

Closing Insight & CTA:

“Data without context is noise. But with Ralph’s insights? It becomes a strategy.”

This episode is a reminder that the future of wholesale distribution lies at the intersection of data fluency, adaptable tech stacks, and empathy-driven sales. If you're navigating economic uncertainty, evolving buyer behavior, or the AI transformation of your workforce, this is yo

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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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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

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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.

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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 expectations
• What’s driving the GenAI talent revolution across sales and marketing, including five emerging AI roles every organization needs
• How 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 team
• How Gen Z is transforming the workforce, demanding flexibility, autonomy, and technology-native experiences

Meet 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 Mentioned

• LeadSmart’s Customer Intelligence Platform
• ChannelCloud: Unified sales and marketing stack for distributors
• Smart CRM: AI-powered customer engagement tracking
• Genius Feed: Real-time insights delivery across teams
• Human-Centric Sales AI: Automation without losing the human touch

Closing Insight & CTA

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.

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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 them
• How to turn your CRM into an AI sales co-pilot that delivers real value
• What European distributors can teach U.S. businesses about sustainable innovation
• How to balance sales automation with human connection
• The role of CRM-ERP integration in uncovering hidden revenue opportunities

Episode Highlights

• 04:10 – Why European distributors struggle to embrace digital transformation
• 09:25 – Max Meister on building cultural readiness for CRM adoption
• 14:45 – How Ludwig Meister approached CRM-ERP integration for real sales insights
• 21:30 – Why most CRM platforms fail frontline reps—and how to fix it
• 28:05 – Moving from sales reporting to revenue intelligence with smart systems
• 34:50 – Using AI as a true co-pilot: automating insight, not just workflow
• 41:15 – The role of trust and emotion in tech adoption across generations
• 48:00 – Balancing tradition with innovation in long-standing businesses
• 56:30 – Sustainable innovation: What U.S. distributors can learn from the EU model
• 1:03:15 – Real-world tactics for increasing CRM adoption and frontline usage
• 1:11:40 – Future-proofing sales teams through digital confidence, not pressure
• 1:21:00 – 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 Mentioned

• CRM Reimagined – CRM as a real-time assistant, not a reporting tool
• Sales Co-Pilot Model – Using AI for next-best-action guidance
• Data-Driven Adoption Framework – Cultural change meets system value

Closing Insight

Adoption isn’t about compliance—it’s about confidence. If you want to future-proof your sales team, start by making your systems indispensable.

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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 distributors
• The “First Sale Rule” loophole and why it’s both a cost-saver and a documentation headache
• Why 9 in 10 distribution leaders say their current business model is unsustainable
• The rise of Mexico as a nearshoring powerhouse—and what it means for supply chain strategy
• How AI and robotics are already reshaping workplace safety, marketing, and talent acquisition

Tools, Frameworks, or Strategies Mentioned:

• ChannelCloud – LeadSmart Technologies’ AI-powered CRM for manufacturers and distributors
• First Sale Rule – A legal trade regulation impacting tariff calculation
• Platformization – The strategic move away from fragmented tools toward integrated platforms

Closing Insight:

To 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.

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What happens when wholesale distribution meets a shifting global economy, AI-driven technology, and a full-court press on organic growth?

In this extended episode of Around the Horn in Wholesale Distribution, co-hosts Kevin Brown and Tom Burton are joined by industry leader Paul Kennedy, President & CEO of DSG and Chair of NAED. Together, they dive into the economic, geopolitical, and operational dynamics shaking up manufacturing and distribution in 2024.

💡 What You’ll Learn:

How tariffs, supply chain volatility, and global politics are reshaping pricing and demand planning

The inside story on DSG’s expansion and organic growth strategies across 10 states

How manufacturers and distributors are adapting to uncertain trade scenarios with scenario planning and automation

Why now is the time to “grow or go”—and how leading distributors are leveraging AI, tech, and data for strategic growth

Practical steps for aligning sales compensation, unlocking revenue leakage, and empowering teams with digital tools

#WholesaleDistribution #SupplyChain2024 #OrganicGrowth #TariffsAndTrade
#LeadSmartTech #B2BSalesEnablement

⏱️ Timestamps / Chapters (Run Time: 1:38:00):

00:00 – What’s impacting wholesale distribution in 2024?
06:42 – Weekly tariff update: chaos, tweets, and supply chain disruptions
19:08 – DSG’s response: scenario planning, pricing overload, and manufacturer bottlenecks
31:17 – Is U.S. reshoring real—and how will it affect labor, equipment, and tariffs?
44:02 – Copper, aluminum, and precious metals: how commodity pressures are impacting cost
52:55 – Grow or Go? Why distributors must lean into expansion during volatility
1:08:40 – AI and sales enablement: how data and automation are fueling organic growth
1:22:30 – The future of AI hardware, humanoid robots, and the next wave of innovation
1:33:20 – Final takeaways on inflation, policy, and staying competitive in uncertain times

👤 Guest Bio:

Paul Kennedy is the President & CEO of DSG (Dakota Supply Group), a diversified distributor operating across electrical, plumbing, HVAC, and waterworks sectors. With 1,000 employee-owners and 62 locations, Paul also serves as Chair of the NAED (National Association of Electrical Distributors) and is on the board of Affiliated Distributors. His leadership bridges strategic foresight and hands-on execution in a rapidly evolving industry.

Connect with Paul Kennedy: https://www.linkedin.com/in/paulkennedy763/
Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/
Subscribe to the Around The Horn Newsletter: https://www.linkedin.com/newsletters/around-the-horn-newsletter-7184085807274553345/

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

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