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 2026
• How human centered leadership and people centric cultures are becoming competitive advantages
• Why the distributor divide is widening and how early adopters are achieving measurable gains
• How agentic systems, digital orchestration, and physical AI will reshape operations
• Leadership insights on trust, empowerment, anti fragility, and preparing teams for the next decade

Episode Highlights:

• 03:14 The panel opens year three of the annual roundtable and explains why 2025 was a turning point
• 17:22 Mike Marks breaks down what he is seeing in AI orchestration and contractor tech adoption
• 31:40 Ian Heller explains why proximity and fulfillment speed are becoming competitive battlegrounds
• 46:55 Dirk Beveridge challenges the industry to move from resilience to true anti fragility
• 58:14 Paul Kennedy shares how ESOP leadership shapes digital adoption and trust
• 01:12:09 The group debates agentic AI, workforce displacement, and the future of work
• 01:33:42 Final predictions for 2026 and what will separate the distributors who thrive from those who drift

Meet the Guests:

Mike Marks
Founding Partner at Indian River Consulting Group and one of the most respected strategists in modern distribution.

Ian Heller
Co Founder of Distribution Strategy Group, leading thinker on AI, data, and competitive disruption in the industry.

Dirk Beveridge
Founder of the Fully Alive Movement, champion of people centered leadership and the human side of distribution.

Paul Kennedy
President and CEO of DSG, ESOP leader, and current chair of the National Association of Electrical Distributors.

Tools, Frameworks, and Strategies Mentioned:

• AI Orchestration Models
• Agentic AI Systems
• Customer Intelligence Platforms
• Order Automation
• Anti Fragility Leadership Framework
• Digital Centers of Excellence
• ESOP Driven Workforce Models

Closing 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.