Around the Horn in Wholesale Distribution Podcast Podcast Por Kevin Brown & Tom Burton arte de portada

Around the Horn in Wholesale Distribution Podcast

Around the Horn in Wholesale Distribution Podcast

De: 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.

© 2025 Around the Horn in Wholesale Distribution Podcast
Economía Gestión Gestión y Liderazgo
Episodios
  • Why B2B Buyers Want Sales Reps, Just Not All the Time
    Jul 18 2025

    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

    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.

    Más Menos
    1 h y 33 m
  • From Interest Rates to Cyber Risk: What Distribution Leaders Must Know
    Jul 11 2025

    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


    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.

    Más Menos
    1 h y 26 m
  • How Distributors Can Win in a Soft Landing Economy, with Taylor St. Germain
    Jun 30 2025

    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.

    Más Menos
    1 h y 33 m
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