What happens when economic volatility, tariff pressure, AI disruption, and shifting distributor behavior all collide in the same quarter?

In this episode, Kevin and Tom unpack a whirlwind week inside wholesale distribution, revealing how new data, emerging AI workflows, and tariff rulings are reshaping strategy across the channel.

Listeners gain a front-row view into the real conversations shaping 2025: revenue headwinds, inventory tightening, economic softening, distributor risk posture, and how AI agents are redefining customer-facing operations.

What You’ll Learn:

• Why distributors are tightening inventory positions heading into 2025, and what “flat inventories” actually signal about downstream demand.
• How upcoming tariff rulings and active lawsuits (like Costco’s) may reshape pricing models, contract structures, and channel profitability.
• Why AI agents from Amazon, Salesforce, and emerging tools will transform inside sales, service platforms, counter operations, and multi-branch workflows.
• How economic signals, PCE, sentiment scores, personal spending, and Fed pacing, will shape capital planning into mid-2025.
• The competitive gap forming between distributors who unify data vs. those still operating silo-based systems.

Episode Highlights:

03:11 – Why this past holiday week felt like a 3-week sprint for operators and sales teams
10:44 – Breaking down the PCE report, sentiment data, and the Fed’s rate-cut trajectory
18:26 – Are mortgage rates returning to the “fours”? A practical take on borrowing costs
27:15 – Mohamed El-Erian’s latest economic lens and why 2 percent inflation may be the wrong benchmark
40:02 – Flat U.S. inventory levels and what that means for 2025 distributor demand
53:19 – Costco’s bold lawsuit over tariffs, and whether refunds to consumers are even logistically possible
01:05:12 – Why Amazon’s new AI agents increase competitive pressure on distributors
01:17:50 – The rise of blueprint-driven AI takeoff tools (Home Depot, Lowe’s, and the coming B2B wave)

Tools, Frameworks & Strategies Mentioned:

• AI Agents for Distribution Ops (Amazon Connect, Salesforce Agentforce)
• Data Unification for AI Readiness (LeadSmart Platform + Data Cloud methodology)
• Synthetic Data for forecasting and demand simulation
• B2B Digital Takeoff Systems used by contractors and enterprise distributors
• Tariff Litigation Modeling driven by channel economics

Closing Insight:

“AI isn’t replacing distributors, AI is replacing the distributors who refuse to modernize.”
This episode makes one message clear: the teams who unify their data, modernize their workflows, and embrace AI-assisted operations will define the next decade of competitive advantage.

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What happens to wholesale distribution when tariffs rise, interest rates stay high, and customers expect more with less friction?

In this episode of Around the Horn in Wholesale Distribution from LeadSmart Channel Cloud, Kevin Brown and Tom Burton sit down with Modern Distribution Management editor and market analyst Mike Hockett to unpack the data behind the headlines and what it means for revenue leaders in distribution.

You will hear a practical, numbers-driven outlook for 2025 that connects GDP forecasts, Fed policy, and tariff risk with real impacts on margins, inventory, and channel relationships. The conversation stays grounded in what wholesalers, manufacturers, and reps can control, and how to use planning, consultative commerce, and better pipeline visibility to future-proof distribution businesses through uncertainty.

What You Will Learn:

• Why November’s softer numbers do not necessarily signal a collapse, and how MDM thinks about “soft landing” versus “stall.”
• How tariffs, elections, and Fed policy are likely to affect pricing power, imports, and inventory strategy for wholesale distribution teams.
• Where distributors are still leaving money on the table because of weak forecasting, poor CRM adoption, and limited collaboration with suppliers and reps.
• How to connect market forecasts to practical decisions about hiring, territory coverage, and hybrid selling models.

Episode Highlights:

• 00:00 – Why this conversation matters now
  08:15 – Inside MDM’s latest distribution data
  18:40 – Are we heading toward a soft landing or a stall?
  30:10 – Tariffs, trade policy, and pricing pressure
  42:35 – Forecasting failures inside distribution organizations
  55:20 – Hybrid selling and channel conflict
  1:07:45 – Technology, CRM adoption, and operational readiness
  1:21:30 – M&A, succession planning, and consolidation signals
  1:33:10 – Practical priorities for the next 12 months
  

Meet the Guest:

Mike Hockett is an editor and market analyst with Modern Distribution Management (MDM) and the National Association of Wholesaler-Distributors. He spends his time inside the data and conversations that shape the future of wholesale distribution, from sector forecasts and benchmarking to technology, talent, and channel strategy.

Tools, Frameworks, or Strategies Mentioned:

• MDM’s annual distribution forecast and benchmark reporting.
• Practical approaches to collaborative planning and forecasting between manufacturers, reps, and distributors.
• CRM and pipeline practices that give revenue leaders in distribution a clearer “ground truth” for planning.

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Can AI, robotics, and self‑driving technology change the distribution landscape faster than the economy can adapt?

In this episode, hosts Kevin Brown and Tom Burton explore the intersection of economic volatility, AI innovation, and leadership adaptation. From robots vs. self‑driving cars to tariff strategy and monetary policy, they unpack the signals distributors should watch and the human‑centric mindset required to thrive amid transformation.

What You’ll Learn:

• The race between humanoid robots and self‑driving cars, and what it reveals about AI adoption timelines.
• Why the Fed’s two‑percent inflation target may be outdated in a world of live data and instant analytics.
• How prediction markets like Polymarket are redefining economic forecasting.
• The impact of tariffs, trade policy, and rate cuts on wholesale pricing and investment.
• Why AI literacy, leadership calibration, and contextual intelligence are the new core skills for distribution executives.
  
  

Episode Highlights:

• 03:05 – Robots or self-driving cars first? Why Kevin now believes humanoid robots may reach mainstream use sooner than autonomous vehicles
• 17:28 – From flying cars to manual transmissions: How consumers balance nostalgia with rapid AI-enabled innovation
• 29:52 – Is the Fed working with outdated economic models? How real-time AI data could reshape monetary policy
• 44:40 – Government shutdown predictions: How Polymarket’s 27% odds reveal deeper insights about economic sentiment
• 57:55 – Tariff strategy clarified: Why “refund rumors” are misleading and why methodology matters more than politics
• 01:10:08 – Leadership evolution: AI fluency, contextual intelligence, and functional empathy as core executive skills for 2026
• 01:19:30 – Closing take: Why leaders who integrate AI intentionally, rather than reactively—will define the next decade of distribution

Tools & Frameworks Mentioned:

• LeadSmart Channel Cloud™ — AI‑enabled CRM and Customer Intelligence platform for manufacturers and distributors.
• Polymarket — decentralized prediction market for real‑time economic signals.
• Context Engineering & Agentic AI Workflows — aligning AI systems with business intent and human oversight.
• Functional Empathy Model — bridging automation and human judgment in leadership development.

Closing Insight:

“AI doesn’t replace relationships, it reinforces them by removing friction.” — Kevin Brown

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

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What does it take to navigate tariffs, rate cuts, and AI disruption all at once?

Hosts Kevin Brown and Tom Burton break down the week’s headlines that matter most to manufacturers and distributors, from the U.S. government shutdown and Fed policy to the emerging reality of AI‑driven decision‑making and agentic commerce. Discover why contextual intelligence is now a core leadership skill and how data strategy can turn economic uncertainty into competitive advantage. 

What You’ll Learn:

• Why the shutdown’s “fix” is really a delay until January 31, and how prediction markets like Polymarket quantify that risk 
• The truth about tariffs and refund rumors, and why smart pricing beats policy guesswork
• What the Fed’s next decision means for capital, lending, and distribution growth plans 
• How AI‑enabled CRM and customer intelligence platforms deliver clarity from chaos 
• Why leaders who blend economic awareness + data fluency will own the next decade of wholesale innovation 

Episode Highlights:

• 03 : 12 –  The shutdown “ends”… or does it? Budget reset and political realities behind the deal 
• 16 : 40 –  Prediction markets vs. traditional polls: how Polymarket nailed its forecast 
• 31 : 25 –  Rate‑cut drama: inside the Fed meeting math and the Burton Market prediction 
• 48 : 07 –  Tariff talk decoded, methodology matters more than headlines
• 01 : 03 : 14 – Refunds or fantasy? Legal complexity of tariff paybacks explained
• 01 : 14 : 58 –  AI and contextual intelligence: from theory to tool sets inside LeadSmart Channel Cloud™ 
• 01 : 28 : 47 –  Final takeaways, leadership, data literacy, and the new rules of economic resilience 

Meet the Hosts:

Kevin Brown and Tom Burton are co‑founders of LeadSmart Technologies, creators of LeadSmart Channel Cloud™, an AI‑enabled Customer Intelligence and Smart CRM platform purpose‑built for manufacturers and distributors. They bring decades of experience in distribution operations, software engineering, and data strategy to help leaders turn siloed information into growth insight.

Tools & Frameworks Mentioned:

• LeadSmart Channel Cloud™ — Unified AI CRM for distributors & manufacturers 
• Context Engineering — Aligning AI systems with business intent 
• Agentic Commerce — Autonomous AI workflows for B2B transactions 
• Prediction Markets (Polymarket) — Crowdsourced economic signal analysis 
• Customer Intelligence Framework — Transforming ERP and CRM data into actionable insight 

Closing Insight:

“AI doesn’t replace relationships, it reinforces them by removing friction.” — 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/

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What happens when tariffs, rate cuts, and AI forecasting collide in the world of wholesale distribution?

In this episode, Kevin Brown and Tom Burton break down the latest economic, technological, and policy shifts affecting distributors and manufacturers.

From the longest U.S. government shutdown in history to the Supreme Court’s pending tariff ruling, they unpack what these changes mean for margins, pricing, and the role of AI-driven customer intelligence in building resilient distribution networks.

What You’ll Learn:

• How government shutdowns and rate changes create ripple effects across distribution
• The true meaning of a 17.9% average tariff rate, and why not everyone feels it equally
• Why tariff refunds could take years (or never happen at all)
• How AI-enabled CRM and contextual intelligence are helping distributors gain visibility into customers and pricing gaps
• What smart distributors are doing to balance efficiency, inventory, and profitability heading into 2026

Episode Highlights:

• 03:10 – The U.S. government shutdown “ends”… or just gets delayed until January 31
• 15:25 – How prediction markets like Polymarket are shaping economic forecasting
• 27:40 – The Fed’s next move: dissenters, inflation targets, and “The Burton Market”
• 43:05 – Tariff talk: why the Supreme Court ruling isn’t really about tariffs
• 55:18 – Mark Brohan’s article on the 17.9% effective tariff rate and what it means for distributors
• 01:07:34 – Why smaller distributors dependent on wholesalers face steeper challenges
• 01:16:55 – Final thoughts: AI, efficiency, and the future of pricing power

Meet the Hosts:

Kevin Brown and Tom Burton are co-founders of LeadSmart Technologies, creators of LeadSmart Channel Cloud™, the industry’s first AI-enabled Customer Intelligence and Smart CRM platform built exclusively for manufacturers and distributors.

Tools, Frameworks, or Strategies Mentioned:

• LeadSmart Channel Cloud™ – Unified customer intelligence platform for distributors and manufacturers
• Polymarket – Decentralized prediction market for economic forecasting
• Yale Budget Lab Study – Analysis of U.S. tariff rates and macroeconomic effects
• Context Engineering – Aligning AI systems with business intent
• Customer Intelligence Framework – Turning siloed ERP, CRM, and eCommerce data into actionable insights
  
  

Closing Insight:

“AI doesn’t replace relationships, it reinforces them by removing friction.” — Kevin Brown

From tariff volatility to AI-driven opportunity, this episode explores how distributors can navigate uncertainty with smarter strategy, deeper data, and stronger customer connections.

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/

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What do rate cuts, tariffs, and the rise of agentic AI mean for the future of wholesale distribution?

In this episode, Kevin Brown and Tom Burton dissect the week’s biggest economic shifts, from the Federal Reserve’s policy moves to AI’s rapid integration across manufacturing, logistics, and B2B commerce. Learn how forward-thinking distributors are preparing for 2026, where automation meets leadership and contextual intelligence defines competitive advantage.

What You’ll Learn:

• Why AI literacy and contextual intelligence are essential leadership skills in 2025
• How tariffs, prediction markets, and Fed rate cuts are shaping industrial investment
• The emerging impact of agentic commerce on B2B buying behavior
• The business risks of ungoverned generative AI in enterprise settings
• How distributors can balance data automation with human trust in decision-making

Episode Highlights:

• 04:18 – How the U.S. government shutdown is influencing the Fed’s economic playbook
• 18:32 – What the latest rate cuts reveal about manufacturing, inflation, and capital investment
• 33:27 – Tariffs, Supreme Court delays, and the uncertain trade horizon for distributors
• 51:08 – The “AI slop” problem: when generative tools create risk instead of efficiency
• 01:04:22 – Amazon and PayPal move toward agentic commerce, what B2B can learn
• 01:14:10 – The rise of humanoid robotics and physical AI in supply chain operations
• 01:26:55 – Why courage and clarity will define the next generation of distribution leaders

Meet the Hosts:

Kevin Brown and Tom Burton are the co-founders of LeadSmart Technologies, creators of LeadSmart Channel Cloud™, an AI-enabled CRM and customer intelligence platform for distributors and manufacturers. With decades of combined experience in digital transformation, leadership strategy, and industrial data systems, they help B2B leaders thrive in the age of AI-driven distribution.

Tools, Frameworks, or Strategies Mentioned:

• LeadSmart Channel Cloud™ – AI-powered CRM + Customer Intelligence for distribution
• Agentic Commerce – The next evolution of AI-driven transactional systems
• Context Engineering – Framework for aligning AI with business intent
• Industrial Supply Association (ISA) – Leadership development and AI fluency initiatives
• Section 232 & 301 Tariff Mechanisms – Understanding how U.S. trade rules impact sourcing

Closing Insight or CTA:

“AI doesn’t replace relationships, it reinforces them by removing friction.” — Kevin Brown

As AI redefines how businesses operate, leadership must evolve alongside it.

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/

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What happens when two industry veterans break down the biggest stories shaping wholesale distribution, AI adoption, and the global economy, live and unfiltered?

In this episode, Kevin Brown and Tom Burton analyze everything from Fed rate cuts and tariffs to the rise of AI-driven commerce and the evolving role of leadership in an age of automation. Through their signature mix of insight and humor, they explore how distributors can stay resilient, data-smart, and human-centered amid rapid technological and economic change.

What You’ll Learn:

• Why AI-driven transformation is redefining productivity and workforce trust
• How agentic commerce and AI-powered purchasing are disrupting e-commerce models
• The real-world effects of rate cuts, tariffs, and government shutdowns on the wholesale channel
• Why contextual intelligence and digital ecosystems are the new growth drivers
• How leaders can leverage AI and emotional intelligence to future-proof their organizations
  
  

Episode Highlights:

• 04:08 – A look at market sentiment in wholesale distribution heading into 2025
• 16:42 – What the Fed’s latest rate cut means for lending, mortgages, and growth capital
• 31:55 – The ripple effects of the ongoing government shutdown on supply chains
• 46:30 – Trump’s proposed tariff reset and its implications for import-dependent industries
• 59:18 – How AI adoption is reshaping manufacturing and reducing burnout in operations
• 01:10:05 – Agentic commerce and how PayPal is leading the charge in AI-driven transactions
• 01:20:44 – Why distributors must rethink e-commerce or risk losing 25% of their market share

Meet the Hosts:

Kevin Brown and Tom Burton are the co-founders of LeadSmart Technologies, creators of LeadSmart Channel Cloud™, an AI-powered CRM and customer intelligence platform built for distributors and manufacturers. Together, they bring over 40 years of experience in digital transformation, AI strategy, and industrial growth, translating complex trends into actionable insights for industry leaders.

Tools, Frameworks, or Strategies Mentioned:

• LeadSmart Channel Cloud™ – AI-enabled CRM and Customer Intelligence platform
• Agentic Commerce – AI-driven transactional automation and conversational e-commerce
• Context Engineering – Framework for aligning AI and workflow intent
• Human + Machine Collaboration Model – Integrating empathy and analytics for smarter teams
• ISA Leadership Academy – Developing adaptive, future-ready leaders across the supply chain

Closing Insight:

“AI isn’t going to take your job; it’s someone using AI that will.” — Kevin Brown

From economic volatility to AI-enabled innovation, this episode challenges distribution leaders to rethink strategy, leverage intelligence, and lead through disruption.

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/

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What does the future of leadership look like in the distribution industry?

In this special episode, Kevin Brown and Tom Burton sit down with Brendan Breen, President of the Industrial Supply Association (ISA), to explore how leadership transformation, AI adoption, and workforce evolution are redefining what it means to run a modern distribution business. From data-driven decision-making to generational shifts in workplace expectations, this episode unpacks the trends shaping the next decade of industrial growth.

What You’ll Learn:

• How AI-driven transformation is changing the leadership playbook for distributors and manufacturers
• Why emotional intelligence and adaptability are now core leadership competencies
• How ISA is building a bridge between legacy leaders and next-gen talent
• The role of digital ecosystems in shaping connected supply chains and value-based selling
• What human-first leadership means in the era of automation and analytics

Episode Highlights:

• 04:35 – Brendan Breen on redefining leadership for a digital-first industrial economy
• 16:20 – AI and workforce transformation: adapting without alienating talent
• 29:02 – ISA’s evolving mission: from association to innovation accelerator
• 43:18 – How next-gen leaders are reshaping the future of manufacturing and distribution
• 57:40 – Data transparency, ethics, and the rise of context-aware leadership
• 01:10:26 – Building scalable ecosystems that merge AI and human expertise
• 01:23:12 – How to lead with empathy and foresight in the age of automation
• 01:33:58 – Closing reflections: why the future belongs to adaptive leaders

Meet the Guest:

Brendan Breen is the President of the Industrial Supply Association (ISA), where he leads initiatives to modernize the industrial supply channel through education, digital transformation, and community collaboration. His work helps bridge the gap between experienced leaders and emerging talent in distribution and manufacturing.

Tools, Frameworks, or Strategies Mentioned:

• LeadSmart Channel Cloud™ – AI-powered CRM + Customer Intelligence platform
• ISA Leadership Academy – Building resilient, future-ready leadership teams
• Context Engineering – Framework for aligning AI systems with business intent
• Human + Machine Collaboration Model – A people-centered approach to automation

Closing Insight:

“AI won’t replace leaders, but it will expose the ones who refuse to adapt.” — Brendan Breen

From digital transformation to leadership evolution, this episode is a must-listen for distribution executives, manufacturers, and future leaders navigating the intersection of technology, talent, and transformation.

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/

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