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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Welcome to the inaugural episode of Around the Horn 2.0! This new podcast builds upon the success of Around the Horn in Wholesale Distribution, offering deeper, more expansive discussions on critical issues affecting the distribution and manufacturing industries. Unlike its predecessor, which focuses on weekly industry news, Around the Horn 2.0 provides a platform for extended, insightful conversations with leading voices in the space.

To kick things off, hosts Kevin Brown and Tom Burton welcome Brendan Breen, President of the Industrial Supply Association (ISA). Brendan was among the first guests on the original Around the Horn podcast, making him the perfect choice to help launch this next evolution of the show.

In this episode, Brendan shares his journey in association leadership, discusses how ISA supports industrial distributors and manufacturers, and explores the trends shaping the future of the industry. The conversation dives deep into digital transformation, workforce challenges, data-sharing across the supply chain, and the upcoming ISA24 Conference in Nashville.

Key Topics & Timestamps:

[00:00 - 07:15] Introduction & The Purpose of Around the Horn 2.0*
Why this new podcast?
Differences from the original Around the Horn show.
Monthly episodes and the flexibility to go live for major industry events.

[07:16 - 15:30] Guest Introduction: Brendan Breen’s Journey in Industrial Distribution
From association management to leading ISA.
The role of ISA in serving manufacturers, distributors, and independent reps.

[15:31 - 25:00] The State of the Industry: Legacy Companies & the Next Generation
ISA’s 120-year history and its evolving mission.
How generational leadership is shaping the future of distribution.

[25:01 - 37:45] People as a Competitive Advantage
Why investing in talent is more critical than ever.
How emerging leaders are reshaping company cultures.

[37:46 - 50:10] Digital Transformation & AI in Distribution
Many large distributors still lack CRM systems—why?
How AI and automation can enhance (not replace) human expertise.
The risks of adopting too many tech tools without a strategy.

[50:11 - 55:30] Collaboration & Data Sharing in the Supply Chain
Overcoming traditional channel conflicts.
How manufacturers and distributors are working together in new ways.

[55:31 - 1:01:00] ISA24 Conference: What to Expect
Key speakers and topics, including economic outlooks and government policy.
Networking opportunities and why this event is a must-attend for industry professionals.
Final thoughts from Brendan, Kevin, and Tom.

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To say the wholesale distribution & manufacturing industry is in a state of uncertainty would be an understatement to say the least. And in this environment of "Tariffs On/Tariffs Off," the chaos seems to get worse all the time.

So why do the vast number of distributors still predict growth for 2025?

In this episode of Around The Horn in Wholesale Distribution, hosts Kevin Brown and Tom Burton break down the latest economic trends, industry shifts, and emerging technology impacting wholesale distribution and manufacturing. From supply chain challenges to AI-driven business transformation, they discuss the real-world impact of tariffs, nearshoring strategies, and the future of e-commerce in distribution.

Key Takeaways:

• Economic Uncertainty vs. Market Opportunity – Despite inflation concerns and fluctuating tariffs, 87% of distributors still expect growth.
• The Role of AI & Automation – How generative AI, digital twins, and virtual reality are transforming manufacturing and distribution.
• The Tariff Debate – The long-term impact of tariff policies and nearshoring strategies on supply chains.
• Marketing & Sales Alignment – Why B2B marketing is now a strategic driver of revenue and how distributors can leverage digital engagement.
• Cybersecurity & Risk Management – The 42% mistake CEOs are making when it comes to cyber threats and data security. 

Also, we're proud to announce the launch of Around the Horn 2.0—a deeper dive into big ideas and bold conversations shaping the future of the industry. More details soon!

Key Topics & Timestamps:

{00:00] Introduction & Announcements
New Around the Horn 2.0 format for deeper industry discussions.

[07:45] The Economy: What’s Hype vs. Reality?
Why consumer and business sentiment are conflicting with actual economic data.

[18:30] The Tariff & Nearshoring Debate
How nearshoring, reshoring, and “friendshoring” are shifting global supply chains.

[29:15] AI & Virtual Reality in Manufacturing
How GM and Volvo are using VR for pre-production, reducing costs and enhancing workplace safety.

[42:00] Marketing as a Revenue Driver
Why B2B marketing is evolving beyond branding into a core business growth function.

[55:10] Home Depot’s AI-Powered “Magic Apron”
What distributors can learn from customer-centric AI tools that improve the buyer experience.

[1:05:25] Cybersecurity: A $4M Mistake
Why 42% of CEOs are underprepared for cyberattacks and how distributors can protect their data.

[1:15:45] Closing Thoughts & What’s Next
Final reflections and preview of next week’s guest.

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Tariffs? What tariffs? Oh, those tariffs? Wait...what happened to the tariffs?

In this insightful episode of Around The Horn in Wholesale Distribution, hosts Kevin Brown and Tom Burton sit down with Brendan Breen, CEO of the Industrial Supply Association (ISA), to discuss the state of the industrial supply industry, upcoming ISA events, and major economic trends impacting wholesale distribution. From the random comings and goings of tariffs and inflation concerns to the evolving role of AI, automation, and digital transformation, this episode dives deep into the future of wholesale distribution and manufacturing.

Brendan shares his expert analysis on how industry leaders can navigate uncertainty, strengthen supplier relationships, and leverage new technologies to remain competitive in a volatile market. The conversation also previews the upcoming ISA25 event, highlighting key industry speakers, educational sessions, and networking opportunities.

Key Topics With Timestamps:

[00:00] Welcome & Introductions

• Meet hosts Kevin Brown and Tom Burton, along with guest Brendan Breen, CEO of ISA.
• Overview of ISA’s role in the industrial supply and manufacturing sector.

[07:45] The Impact of Tariffs & Economic Uncertainty on Wholesale Distribution

• How recent tariff policies are affecting manufacturers and distributors.
• Why uncertainty is more challenging than the tariffs themselves.
• Predictions on how U.S.-Mexico-Canada trade relations could shift in the coming months.

[20:30] The Evolving Role of AI & Automation in Distribution

• How AI and machine learning are transforming inventory management, pricing strategies, and customer insights.
• The future of digital assistants in supply chain operations.
• Why distributors must embrace AI-driven tools to stay competitive.

[35:15] ISA25: What to Expect from This Year’s Biggest Industrial Supply Event

• Preview of the ISA25 Convention and its must-attend educational sessions.
• Keynote speakers, including Herm Edwards, and discussions on the state of the industry, AI, and supply chain resilience.
• How the event will help distributors strengthen partnerships and navigate market challenges.

[50:00] The Changing Landscape of E-Commerce in Industrial Distribution

• Why traditional distribution must embrace a multi-channel sales approach.
• How B2B buyers are shifting their purchasing behaviors.
• The need for distributors to optimize online engagement, content marketing, and digital sales strategies.

[1:05:20] Key Takeaways & Final Thoughts

• Why collaboration and communication between suppliers, distributors, and manufacturers are more critical than ever.
• The role of ISA in shaping industry-wide best practices.
• Final thoughts from Brendan Breen on the future of wholesale distribution.

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In this very special episode of Around The Horn in Wholesale Distribution, hosts Kevin and Tom welcome renowned economist Dr. Shawn DuBravac, a former Chief Economist for the Consumer Technology Association and founder of Avrio Institute.

Sean brings a wealth of knowledge on global markets, economic forecasting, and technology trends that impact wholesale distribution, manufacturing, and financial decision-making. Together, they break down inflation, consumer confidence, trade policies, tariffs, supply chain disruptions, and nearshoring trends, offering strategic insights for business leaders navigating uncertain times.

If you're a wholesaler, distributor, manufacturer, or industry executive, this episode delivers expert-level economic perspectives and actionable business strategies to help you prepare for shifts in global trade, tariffs, and economic headwinds.

Key Topics covered in this episode:

✅ Consumer Confidence Is Dropping—But Why?

✅ Tariffs, Trade, and Policy Uncertainty Are Impacting Business Decisions

✅ Nearshoring & Onshoring Are on the Rise

✅ AI & Technology Are Driving Efficiency in Distribution

✅ The Next 12 Months Are Critical for Economic Strategy

Chapters & Timestamps

📌 [00:00] Welcome & Guest Introduction – Kevin and Tom introduce Sean, an economist and keynote speaker with expertise in global markets and trade policy.

📌 [07:10] Consumer Confidence Is Plummeting—What’s Behind the Drop? – Understanding why consumer sentiment is declining and what businesses can expect.

📌 [15:25] Inflation, Pricing Trends & The Role of Government Policy – How trade policies, interest rates, and inflation concerns are shaping distribution.

📌 [22:50] Tariffs & Global Trade: What’s Changing? – Analyzing the impact of 25% tariffs on Mexico and Canada and potential trade wars with Europe.

📌 [32:15] Nearshoring & Onshoring: A Growing Trend in Manufacturing – Why US manufacturers are shifting production to Mexico and Latin America.

📌 [40:45] Rare Earth Minerals & The US-China Trade Battle – How the global race for critical minerals is reshaping geopolitics and supply chains.

📌 [50:10] The Impact of Automation & AI in Distribution – Exploring AI-driven sales strategies, inventory management, and predictive analytics.

📌 [1:02:30] Port Strikes, Supply Chain Disruptions & The Future of Logistics – How automation in shipping and warehousing is affecting distribution.

📌 [1:15:05] Economic Forecast for 2025 & How Businesses Can Prepare – Sean shares his predictions for the next 12 months and how companies can stay ahead.

📌 [1:28:20] Closing Thoughts & Where to Connect with Sean – Final takeaways and how to follow Sean for more economic insights.

Connect with Dr. Shawn DuBravac at The Avrio Institute: 

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In case you haven't noticed, the rules of the game are changing. A lot. And all at once.

But don't get anxious - get profitable. 

In this episode of Around The Horn in Wholesale Distribution, hosts Kevin Brown and Tom Burton are joined by David Gordon, a renowned expert in wholesale distribution, industrial strategy, and channel marketing. David shares his deep industry insights on economic trends, supply chain challenges, digital transformation, AI, and the evolving role of distributors in today’s complex market.

The discussion dives into current economic pressures, tariffs, inflation, and their direct impact on the wholesale distribution industry. David also provides a behind-the-scenes look at mergers and acquisitions in the sector, the growing influence of private equity (PE) firms, and the strategic decisions distributors must make to stay competitive.

If you’re a distributor, manufacturer, or business leader looking to navigate market disruptions, optimize your digital strategy, and future-proof your business, this episode is packed with valuable insights.

🛠 Key Takeaways

✅ Economic & Supply Chain Pressures Are Reshaping Distribution
✅ AI & Digital Transformation Are No Longer Optional
✅ Mergers & Acquisitions Are Heating Up
✅ Nearshoring & Onshoring Are Accelerating
✅ Quantum Computing & AI Could Revolutionize the Industry

🔹 Leave a Review: If you enjoyed this episode, rate us on Apple Podcasts or drop a comment on LinkedIn!

🔹 Connect with David Gordon: Visit https://electricaltrends.com and https://hvacrtrends.com for expert insights.

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There's no denying it: changes are afoot, with even more ahead. And with change there often comes uncertainty, and with uncertainty, businesses start to worry.

But worry not!

In this insightful episode of Around The Horn in Wholesale Distribution, the team breaks down the latest economic indicators and what they mean for wholesale distribution, manufacturing, and supply chain management. We take a deep dive into the ongoing uncertainty surrounding interest rates, tariffs, and inflation, and provide valuable perspectives on how these factors should impact your decision-making. 

With economic volatility affecting everything from supply chain resilience to pricing strategies, staying informed is more critical than ever. This episode offers practical insights into how businesses can adapt to fluctuating interest rates, trade complexities, and evolving market demands. The discussion also explores the role of AI in shaping sales strategies and highlights emerging trends in e-commerce and omni-channel distribution.

Key Topics & Timestamps:

⏳ [00:00] - Introduction & Market Overview

• Economic uncertainty: A deep dive into the latest shifts in inflation, interest rates, and the bond market.
• Why mortgage rates are behaving unexpectedly despite no recent rate cuts.

⏳ [10:30] - The Federal Reserve & Interest Rate Speculation

• The debate: Will we see another interest rate cut before September?
• How businesses should plan amid ongoing financial unpredictability.

⏳ [22:45] - Tariffs, Trade Wars, & Supply Chain Resilience

• The impact of rising tariffs on distributors and manufacturers.
• How businesses are adjusting their strategies in response to trade complexities.

⏳ [36:15] - AI’s Role in Distribution & Sales Enablement

• Why AI holds more potential for distributors than retailers.
• The growing importance of AI-powered opportunity identification and sales strategy optimization.

⏳ [48:20] - Omni-Channel Distribution & The Return of Face-to-Face Sales

• Surprising new data: Why in-person sales interactions are making a comeback in B2B.
• The importance of meeting buyers where they are—digitally and in-person.

⏳ [55:10] - Leadership, Trust, & HR Trends for 2025

• Why HR leaders need a seat at the table during strategic business decisions.
• The evolving role of compensation, benefits, and transparency in employee retention.

⏳ [1:05:40] - Final Thoughts & What’s Next

• Key takeaways from this week’s episode.
• Upcoming topics and special guests in future episodes.

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Tariffs: here one day, gone the next. How do you plan for that?

In this week's episode, we take a deep dive into the major industry trends (and political decisions) impacting wholesale distribution and manufacturing. We examine the latest updates on tariffs, supply chain resilience, and economic shifts, providing insights that can help distributors and manufacturers navigate an uncertain landscape.

And as always, we look at how AI is reshaping B2B sales and marketing at a break-neck pace. 

Key Topics & Timestamps

⏳ [00:00] Introduction & Industry Updates

• Kicking off with a lighthearted conversation before diving into tariffs, supply chains, and market shifts.

⏳ [08:30] Tariffs & Global Trade Tensions

• China’s trade policies and the latest tariff updates affecting distributors and manufacturers.
• The “de minimis” loophole—how small package shipments bypass tariffs and why that’s a concern for policymakers.
• The geopolitical chess game between China, Canada, and Mexico, and how it’s impacting North American trade.

⏳ [21:50] Supply Chain Resilience & The Shift Away from China

• Why leading distributors are diversifying their supply chains, optimizing inventory management and shifting sourcing to Mexico and other regions.
• Insights from a top distributor: how strategic planning can offset tariff impacts.

⏳ [35:10] The Impact of Natural Disasters on Supply Chains

• California wildfires and the effect on construction materials and rebuilding efforts.
• Potential shortages in drywall, plumbing, and roofing supplies due to increased demand.

⏳ [48:30] Mergers & Acquisitions in Wholesale Distribution

• ORS NASCO’s acquisition of R3 and what it means for the industry.
• The challenges of growth through acquisition vs. organic growth strategies.

⏳ [1:02:40] The Role of AI in Distribution & B2B Marketing

• The rise of predictive personalization and hyper-individualized marketing in B2B sales.
• How AI is helping distributors use ERP data to personalize sales efforts and drive growth.
• Grainger’s investment in AI-driven e-commerce and what it means for mid-sized distributors.

⏳ [1:16:10] DeepSeek AI & Cybersecurity Risks

• Why major companies are blocking DeepSeek AI due to security concerns.
• How businesses should approach AI adoption while protecting sensitive data.

⏳ [1:32:00] Final Thoughts & Looking Ahead

• The importance of digital transformation for wholesale distributors.
• How companies can stay competitive by embracing AI and data-driven strategies.
• What’s coming in next week’s episode, including major insights from thought leaders in electrical and HVAC distribution.

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