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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In this dynamic episode of Around The Horn in Wholesale Distribution, hosts Kevin Brown and Tom Burton dive deep into the critical shifts happening in the global economy, supply chain volatility, AI’s role in distribution, and how forward-thinking companies are thriving amid uncertainty. 

With Kevin just back from Denver following the SHIFT event hosted by Modern Distribution Management and the National Association of Wholesaler-Distributors, the conversation is rich with fresh insights, real-world anecdotes, and actionable takeaways.

From the U.S.–China tariff talks and inflation concerns to the power of brand relevance and emerging AI tools in forecasting, this episode is a must-listen for anyone navigating the evolving distribution landscape.

🎤 Why This Episode Matters:

Kevin returns fresh from SHIFT with first-hand perspective on what’s top-of-mind for distributors and manufacturers in 2025. The episode showcases how leading firms like MSC Industrial are using AI to generate millions in savings, while small and mid-market players are adapting through agility and strategic tech adoption. I

📈 Key Takeaways:

Tariff impacts are real—but the long game matters. Recent 90-day reprieves in U.S.–China tariff negotiations show signs of progress, but the long-term strategy may aim to generate $1T in revenue through tariffs and tech-driven productivity.

Volatility is the new normal. Distributors must build resilience through forecasting accuracy, data unification, and technology investment.

AI is a competitive advantage. Firms like MSC are leveraging AI to reduce freight costs, optimize demand planning, and personalize customer experience.

Your brand is your business. As buyers evolve, your brand’s digital presence and emotional resonance will determine loyalty.

E-commerce and mobile are rising fast. AI-assisted mobile order systems and personalization will separate winners from laggards.

🕰️ Key Topics & Timestamps:

00:00 – Opening banter and Kevin’s SHIFT event recap
05:34 – Why trade tariffs are “working too well” & economic implications
11:15 – Goldman Sachs forecast: Why interest rate cuts may start later
16:45 – Supply chain impacts: How voters and port operators are feeling it
21:22 – Breaking down the $16B in April tariff receipts
27:10 –  Manufacturing volatility: Resilience through tech & workforce strategy
34:00 – The danger of static forecasting and the rise of AI-driven demand planning
39:30 – MSC Industrial’s $10–$15M AI savings strategy
45:05 – E-commerce strategy post-Beacon: What QXO’s acquisition means for tech-forward distributors
48:40 – Branding in distribution: More than a logo—it’s your emotional value
52:25 – AI, ethics, and education: What a student’s refund request reveals about IP risk
56:40 – Humanoid robots & AI in warehouses: Closer than you think

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Are We on the Brink of a Tariff Reversal...or Global Supply Chain Shock? 

In this special episode of Around the Horn in Wholesale Distribution, Tom Burton and Kevin Brown unpack one of the most urgent developments in global trade: the escalating U.S. tariff war and its potential impact on supply chains, wholesale distributors, and global markets. 

Broadcast early to accommodate Kevin’s work with the University of California Irvine’s entrepreneurship program, this “shortened” but insight-heavy episode delivers critical updates on: 

• The newly announced UK–U.S. tariff agreement
• Upcoming negotiations with China in Switzerland
• The ripple effect on aluminum, steel, ethanol, beef, aerospace parts, and rare earth minerals
• Real-world impacts already being felt at U.S. ports and how they could disrupt inventory and pricing
• The potential for widespread MOUs and phased trade deals with Germany, India, and other EU nations

You’ll also hear how markets are responding (hint: cautiously optimistic) and why this moment could be a major turning point for international trade policy.
 
Whether you’re in wholesale, distribution, manufacturing, or just watching the shifting global economic tides, this episode provides timely, practical insight.

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In this power-packed episode of Around the Horn in Wholesale Distribution, hosts Kevin Brown and Tom Burton are joined by AI strategist Brooks Hamilton for a deep dive into the forces reshaping the global supply chain, manufacturing, and distribution landscape. Broadcasting during one of the most turbulent economic moments in recent memory, the trio breaks down the immediate and long-term effects of shifting tariffs, AI adoption, and digital transformation on the B2B ecosystem.

Brooks brings 20+ years of experience in sales effectiveness, pricing optimization, and executive alignment within the distribution and manufacturing sectors. His insights reveal why this moment is a turning point—not just for supply chain logistics, but for the very structure of how distribution businesses must evolve to survive and thrive.

Whether you’re a mid-sized distributor trying to stay nimble or an enterprise leader facing geopolitical disruption, this episode offers hard-hitting, timely insights that could define your next strategic move.

#WholesaleDistribution #AIInSupplyChain #B2BStrategy #TariffImpact #AroundTheHornPodcast

Key Takeaways:

Tariffs Are More Than Costs: Their true impact lies in confusion, disruption of planning processes, and the urgent need for agile response systems.

AI in Distribution is No Longer Optional: It’s a competitive differentiator—and the window to lead, or get left behind, is narrowing.

Planning is the Missing Link: Many ERPs lack the agility to handle new challenges like tariff calculations or AI integration.

Disruption = Opportunity: Smaller, leaner players with good tech and inventory management can outperform slower legacy competitors.

Human-Centric AI Wins: Adoption grows when AI enhances employee workflows rather than replacing them or adding friction.

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So this whole tariff thing is no big deal, right?

This week, Kevin Brown and Tom Burton take you through the evolving landscape of tariffs, supply chains, international trade dynamics, and their ripple effects on the wholesale distribution and manufacturing sectors. Against a backdrop of shifting policies between the U.S. and China, the hosts deliver a candid analysis of how these global changes translate into real-world impacts — from supply chain adjustments to pricing pressures and economic indicators like jobless claims.

Adding layers of perspective, the episode also delves into the importance of CRM-driven customer intelligence, the impact of AI and automation, and strategic approaches distributors can take to thrive amid economic uncertainty.

This week's conversation weaves tactical advice, personal observations, and industry insights that make it a must-listen for leaders navigating today's distribution challenges.

Highlights of the Hosts’ Expertise:

Kevin Brown and Tom Burton bring decades of combined experience in wholesale distribution, technology, and AI-driven customer intelligence through their work at LeadSmart Technologies.

LeadSmart’s ChannelCloud platform embodies the themes discussed — integrating siloed data to drive better decision-making.

Why This Episode Matters:

Global trade shifts, tariffs, and technology disruption are not abstract headlines — they are direct pressure points for distributors and manufacturers. This episode arms listeners with a better understanding of how to anticipate, adapt, and capitalize on these changes.

Key Takeaways:

Tariff Tensions Are Evolving: Despite public posturing, both the U.S. and China are making subtle moves toward easing trade restrictions behind the scenes.

Wholesale Distribution Feels the Squeeze: From Fastenal’s early tariff-driven price hikes to container shipment declines, distributors must prepare for market turbulence.

Data-Driven Strategy is Critical: Smart CRM adoption isn’t a luxury — it’s essential for survival and competitive advantage.

Prepare for Economic Shifts: Organizations with strong balance sheets, flexible pricing models, and diversified product lines will thrive amid interest rate and trade fluctuations.

AI Adoption Must Be Strategic: Manufacturers like John Deere and Procter & Gamble show that embracing AI as an enabler — not a threat — is key to future-proofing workforces.

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In this powerhouse episode of Around The Horn in Wholesale Distribution, hosts Kevin Brown and Tom Burton welcome back Economist and Analytics Expert Alex Chausovsky from the Bundy Group for a deep dive into the macroeconomic forces shaking up the world of wholesale distribution.

With 7 keynotes in 7 days, Alex brings timely, boots-on-the-ground insight into what industry leaders are thinking, fearing, and forecasting. The trio takes on the “Big Four” disruptors—tariffs, inflation, recession risk, and geopolitical tension—and translates headline volatility into grounded, strategic actions for manufacturers and distributors.

Whether you're concerned about shifting trade policies, interest rate confusion, or how to plan CapEx in a fog of uncertainty, this episode delivers both perspective and practical steps to weather the storm and seize new opportunities.

Guest Spotlight:

Alex Chausovsky is Director of Analytics and Consulting at the Bundy Group, a boutique investment bank specializing in sell-side and capital raise advisory. With over 25 years of experience applying economic data to business strategy, Alex speaks at 100+ engagements a year, making him a sought-after voice in data-driven decision-making for complex markets. His pragmatic approach strips away economic theory to focus on what’s actually happening in the trenches—making this episode a must-listen for strategic leaders in distribution and manufacturing.

Key Takeaways:

Data vs. Sentiment: Current hard data shows surprising economic resilience, even as business sentiment tanks.

Tariffs as a Strategic Weapon: Not all tariffs are created equal; how they’re applied matters more than their existence.

CapEx Planning: Businesses are delaying big-ticket investments, but not canceling them—yet.

Interest Rate Chess Match: Powell vs. Trump—expect a standoff driven by inflation management vs. economic stimulation.

Multipolar World Order: Geopolitical fragmentation and the rise of corporate influence are redefining global power structures.

Inventory Arbitrage & Pricing: Smart companies are using strong balance sheets and predictive pricing strategies to ride out tariff uncertainty.

AI is Taking a Backseat (Temporarily): Tariffs and geopolitics have temporarily eclipsed AI as the hottest topic in strategic planning.

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This week, Kevin and Tom tackle the economic, political, and technological shifts shaking up the wholesale distribution and manufacturing world. From skyrocketing tariffs to volatile markets to the return of onshoring, this episode weaves together sharp insights and real-time headlines to deliver one big takeaway: transformation is happening fast, and those who adapt will thrive.

Even as Kevin battles a flu and Tom busts out a mid-show solo monologue, the duo dives deep into the nuances of U.S.–China trade tensions, the potential military implications of tariff disputes, and the quiet but powerful resurgence of American manufacturing. They also highlight a shift in the sales mindset—from expansion through M&A to growth through untapped customer potential—anchored by a discussion of Tom’s latest article on organic growth.

The episode closes with a look at AI hiring policies, Amazon’s China dependency, and why Walmart may quietly be preparing to dominate B2B distribution.

While this episode features no outside guests, the “regulars” return:

Bob Britton & Scott Leith, frequent contributors from the audience, add real-time industry and financial perspective that elevate the discussion.

Key Takeaways:

AI-driven market activity is reshaping Wall Street—and few are ready for the consequences.

New tariffs are shaking global trade norms; their scope is broader than most businesses anticipated.

U.S. manufacturers are outpacing expectations in their tech adoption and pipeline activity.

Walmart is positioning itself to challenge Amazon in the B2B space, quietly and strategically.

Organic growth is becoming the smarter play for distributors facing uncertain capital markets.

Tariff and trade negotiations could become geopolitical flashpoints—and the market is watching.

Amazon may be vulnerable, as 70% of its marketplace products come from China.

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Wait...was there something about tariffs in the news?

In this week’s fast-paced episode of Around The Horn in Wholesale Distribution, Kevin Brown and Tom Burton bring clarity to chaos as they tackle the sweeping global tariff changes announced this week. Broadcasting from an airport wine bar (yes, really), Kevin joins Tom to break down the immediate and long-term implications of the tariff overhaul, the ripple effects on manufacturing and sourcing, and how distributors can prepare for what’s next.

The discussion includes real-time analysis of shifting supply chains, economic predictions from thought leaders at the Industrial Supply Association (ISA) conference, and what this all means for pricing, margins, and operational resilience. Special attention is given to strategic insights shared by Ryan Wild of the National Association of Wholesalers and economist Taylor St. Germain of ITR Economics.

If you’ve been caught off guard by the policy shifts, this episode offers critical takeaways and a forward-looking mindset. This isn’t just another recap—this is a roadmap for understanding what’s happening and how to navigate it with strategy, not fear.

Key Topics and Timestamps:

00:00 – 03:20 – Opening banter from a Nashville airport wine bar and why Kevin is podcasting on the go
03:21 – 06:30 – Economic updates: jobs data, market movement, and interpreting short-term volatility
06:31 – 10:15 – Tariff surprises and policy warnings from Ryan Wild (NAW) at the ISA Conference
10:16 – 15:05 – Tariff implications: countries impacted, commodity pricing shifts, and supply chain exposure
15:06 – 19:40 – The bigger strategy behind tariff policies: reshoring, tax offsets, and U.S. competitiveness
19:41 – 24:50 – Economic optimism from Taylor St. Germain (ITR Economics): why Q3 and Q4 could boom
24:51 – 28:30 – Talent, wages, and the urgency to hire before inflation hits
28:31 – 32:00 – Final thoughts: long-term vision, playing the long game, and what to watch next

Key Takeaways:

Tariffs hit harder and wider than expected: The administration’s sweeping policy includes a surprising number of countries, leaving distributors and manufacturers scrambling.

Short-term pain, long-term plan: The hosts emphasize a broader strategy at play—tariffs, reshoring, and eventual tax relief designed to make U.S. manufacturing more competitive.

Pricing pressure is coming: Commodities like nitrile gloves could nearly double in price; companies need to prepare now.

Strategy beats volatility: Focus less on daily market swings and more on the underlying playbook behind the economic shifts.

Invest in 2025: If ITR’s projections hold, the time to hire and expand is now before costs climb next year.

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Are tariffs about to be the atom bomb to wholesale distribution?

In this dynamic and wide-ranging episode, co-hosts Kevin Brown and Tom Burton return to the mic and dive into the latest economic headlines, technology shifts, and trends in wholesale distribution and manufacturing. With the U.S. economy riding a rollercoaster of inflation concerns, tariff changes, and shifting consumer confidence, Kevin and Tom dissect what it all means for supply chains, distributors, and the businesses that rely on them.

From front-loaded purchasing in anticipation of tariffs, to the potential renaissance in American manufacturing, to how AI and outdated systems are reshaping B2B e-commerce — this episode is a must-listen for leaders navigating the chaos and opportunity in today’s industrial landscape.

The co-hosts also spotlight what it means to have real supply chain resilience, why U.S. manufacturing investments from global giants like Schneider Electric are such a big deal, and how generative AI can help unify sales and marketing to drive business growth. Plus, they share insights on company culture, cybersecurity risks, and what leadership looks like in a rapidly evolving industry.

Key Takeaways:

• Tariff Uncertainty Is Fueling Short-Term Activity: Businesses are front-loading purchases to beat potential tariffs, creating ripple effects in supply and pricing.
• Supply Chain Resilience Is Now as Critical as Cybersecurity: 80% of executives rank supply chain resilience as a top priority — not just operationally, but strategically.
• Outdated Tech Is Crippling Growth: A McKinsey report and industry surveys point to outdated systems and siloed data as the #1 barrier to digital progress.
• AI Is Reshaping the Sales-Marketing Relationship: Generative AI can help bridge departmental gaps, improve customer engagement, and drive smarter sales strategies.
• Cybersecurity Must Be Taken Seriously: 1 in 5 SMBs may not survive a cyberattack — making data hygiene and vendor trust non-negotiable.

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In this week’s episode, hosts Kevin Brown and Tom Burton are joined by John Gunderson, a distribution industry veteran and partner at Channel Marketing Group. The trio dives deep into the shifting economic landscape, major M&A developments—especially the QXO/Beacon deal—and the rising importance of data, AI, and digital transformation in wholesale distribution. 

From interest rates and tariffs to distributor strategy and evolving ecommerce trends, this episode is packed with insights for navigating uncertainty and identifying competitive advantage in 2024.  

Guest Spotlight: John Gunderson 

With a background in category management, pricing, sales, and marketing at Crescent Electric, HD Supply, and Motion Industries, John brings a wealth of hands-on experience to the conversation. Now a key contributor at Modern Distribution Management (MDM) and Channel Marketing Group, John is shaping the conversation on industry trends through content, consulting, and direct engagement with leading companies across distribution channels.  

Key Takeaways: 

• Uncertainty Creates Opportunity: Distributors can gain market share during volatile times by leveraging strong inventory positions, buying power, and smart pricing strategies.
• QXO’s Bold Moves: The recent acquisition of Beacon by QXO signals a new phase in distribution, where technology, private equity, and legacy markets collide.
• Tariffs and Policy Shifts: New tariffs, deregulation, and potential tax breaks signal a broader governmental strategy to boost domestic manufacturing—a move that may mark a historic inflection point.
• Data-Driven Strategy is Essential: Companies like Graybar are taking the lead by leveraging ERP integrations and customer data to streamline operations and deepen customer relationships.
• Digital Transformation Isn’t Optional: The top-performing companies are not just digitizing—they’re integrating AI, ecommerce, and real-time intelligence into their operations to stay ahead.
• AI is Moving from Concept to Action: Conversational commerce and agentic AI are reshaping how B2B buyers interact with distributors. Success will depend on moving beyond surface-level applications.

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