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• Leading vs. lagging indicators: how to stop planning based on outdated economic signals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.

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.

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.