What do college football, tariffs, and AI pilots gone wrong have in common?

In this week’s Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton connect cultural trends, economic contradictions, and digital transformation in wholesale distribution. From the E³ Model (Experience, Efficiency, Effectiveness) to LeadSmart Channel Cloud™ and the failure rate of corporate AI pilots, this episode explores why distributors must move from siloed data to customer intelligence platforms that drive real growth.

What You’ll Learn

• Why redefining CRM as a Customer Enablement Tool changes adoption and ROI
• How tariff extensions and Liberation Day shifts affect supply chain planning
• Why most AI pilot projects fail, and how to avoid repeating their mistakes
• How the hidden buyer phenomenon is reshaping B2B purchasing decisions
• Why customer experience investment will be the biggest trend in 2026

Episode Highlights:

• 03:55 – College football, NIL money, and how it parallels short-term vs. long-term strategy in distribution
•  12:40 – LeadSmart Channel Cloud™ and why CRM reimagined means measurable outcomes
•  22:05 – Breaking down GDP growth: why a 3.3% headline hides real 1.6% growth
•  31:48 – Tariffs beyond China: Liberation Day shocks for Southeast Asia supply chains
•  42:15 – The E³ Model: Experience, Efficiency, and Effectiveness as the new playbook
•  53:02 – Why 95% of AI pilots fail and how to set success criteria
•  01:04:18 – Invisible influencers: the hidden buyers shaping B2B decisions
•  01:19:50 – Customer experience as the driver—not the byproduct—of transactions

Tools, Frameworks, or Strategies Mentioned:

• LeadSmart Channel Cloud™ – AI-enabled CRM + customer intelligence platform
• GeniusFeed – AI-driven smart alerts for reps
• E³ Model – Experience, Efficiency, Effectiveness as growth pillars
• Agentic AI Workflows – AI-driven automation with expert oversight
• Hidden Revenue Detection – surfacing untapped opportunities in ERP/eCommerce data
  
  

Closing Insight:

“If you have siloed data, you have siloed AI. The winners will unify data to make supply chains resilient and future-proof.” – Kevin Brown

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What happens when AI-driven workflows, tariff pressures, and shifting B2B buyer expectations collide?

In this episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton explore the trends redefining distribution: from AI co-pilots for sales and customer intelligence platforms to Fed rate cuts, tariff extensions, and the rise of Millennial and Gen Z buyers. You’ll learn why reframing CRM as a Customer Enablement Tool is critical, and how distributors can prepare for agentic AI, semantic clarity in marketing, and seismic shifts in buying behavior
.

What You’ll Learn:

• Why LeadSmart Channel Cloud™ represents the next evolution of CRM for distributors
• How to prepare for agentic AI workflows by aligning data and processes
• The economic outlook from Jackson Hole: what interest rate cuts could mean for growth
• Why tariff extensions create a window to future-proof supply chains
• The new rules of B2B buying, 8.2 stakeholders, rep-free preferences, and the dominance of social proof

Episode Highlights:

04:10 – How LeadSmart Channel Cloud™ reframes CRM as a Customer Enablement Tool
13:45 – Breaking down Powell’s Jackson Hole speech and the debate over a 3% inflation target
24:05 – Tariffs hit the highest level since 1934—and what it means for supply chain resilience
33:28 – Why B2B lags behind B2C in adopting agentic AI workflows
44:12 – Build vs. buy: navigating low-code tools versus industry-specific platforms
55:40 – AI in the workplace: why 40% of employees admit to using banned tools
01:04:55 – How Millennials and Gen Z are reshaping B2B buying groups
01:20:25 – Closing reflections on resilience, innovation, and AI policy in distribution

Tools, Frameworks, or Strategies Mentioned

• LeadSmart Channel Cloud™ – AI-enabled CRM + customer intelligence platform
• AI Co-Pilot for Sales – positioning AI as a digital sales assistant
• Hidden Revenue Detection – surfacing opportunities in ERP and eCommerce data
• Future-Proofing Distribution – strategies for mitigating supply chain risk
• Agentic AI Workflows – autonomous decision-making models for B2B processes

Closing Insight

“You can’t automate what you haven’t defined—data and workflows are the foundation of AI readiness.” – Tom Burton

Here's a link to the report we discussed - you can watch it on YouTube: youtube.com/watch?v=t2ppETF4oUA&feature=youtu.be

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Is your CRM really driving revenue growth, or just storing notes no one reads?

In this episode of Around the Horn in Wholesale Distribution, hosts Kevin Brown and Tom Burton pull back the curtain on how AI-enabled customer intelligence platforms like LeadSmart Channel Cloud™ are transforming sales enablement, workflow automation, and decision-making in distribution. 

You’ll hear fresh economic insights, a candid look at tariff strategy, and why agentic AI workflows could be the future of competitive advantage in B2B.

What You’ll Learn:

• Why redefining “CRM” as a Customer Enablement Tool changes adoption rates and sales results
• How to prepare your organization for agentic AI workflows by codifying your processes
• The economic signals driving the Fed’s next move and what that means for distributors
• How tariff extensions create hidden opportunities for future-proofing distribution supply chains
• Why AI policies are as important as HR policies in protecting your business

Episode Highlights:

• 04:15 – Why Kevin thinks it’s time to rebrand CRM for the modern salesforce
• 13:35 – Breaking down the PPI spike and its tariff-driven impact on inflation
• 22:48 – The overlooked advantage of the U.S.–China tariff extension for supply chain planning
• 33:12 – Agentic AI workflows: what they are and how B2B can catch up to B2C
• 44:50 – Build vs. buy: deciding between low-code prototypes and industry-specific platforms
• 55:19 – The silent AI adoption wave—why 40% of employees use banned tools at work
• 01:04:38 – Balancing innovation with risk in AI implementation
• 01:21:05 – Closing reflections and calls-to-action for distributors

Tools, Frameworks, or Strategies Mentioned:

• LeadSmart Channel Cloud™ – AI-enabled CRM + customer intelligence platform for distributors
• Hidden Revenue Detection – uncovering untapped sales opportunities in ERP and eCommerce data
• Customer Enablement Tool (CET) – reframing CRM as a proactive sales asset
• Agentic AI Workflows – autonomous, decision-making processes powered by AI
• Future-Proofing Distribution – strategies for mitigating supply chain and economic risks

Closing Insight:

“Data and workflows are the key readiness factors for adopting AI, you can’t automate what you haven’t defined.” – Tom Burton

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When the U.S. jobs report is off by tens of thousands, what does that mean for leaders in wholesale distribution?

In this episode, Kevin Brown and Tom Burton break down the latest economic numbers—and why massive revisions to jobs data should concern every distributor, manufacturer, and revenue leader. Beyond the headlines, they explore how faulty metrics distort strategy, trigger bad decisions, and create pressure across supply chains and sales teams.

But it’s not just about problems. The hosts highlight how LeadSmart Channel Cloud™, AI-enabled CRM tools, and smart data integration can help revenue teams regain clarity, turning siloed information into real-time intelligence.

Whether you're navigating inflation, digital transformation, or demand forecasting, this episode explains how to lead with insight when the facts are fuzzy.

What’s the Real Risk When the Data Is Wrong?

Whether it’s a 70,000-job gap or a delayed Fed signal, inaccurate economic metrics can lead to:

• Over-correcting on hiring and budgeting
• Missed sales targets due to false confidence
• Burnout and misalignment in leadership teams
• Pressure across CRM, ERP, and marketing systems that aren’t integrated

Episode Highlights

• 04:02 – The July jobs report: What the government got wrong
• 11:15 – Why flawed data creates flawed decisions in distribution
• 21:30 – Paladin and the danger of disconnected insights
• 33:10 – How AI for Bob makes frontline sales smarter
• 48:42 – CRM and ERP integration as an antidote to chaos
• 59:55 – The rise of distributor newsletters as executive intelligence tools
• 01:08:17 – When to trust your data—and when to override it
• 01:18:50 – Final take: Use AI to see clearly when the markets can’t

Meet the Hosts

Kevin Brown and Tom Burton are co-founders of LeadSmart Technologies, a company building intelligent CRM platforms for manufacturers, distributors, and sales agents. With decades of experience, they help B2B teams align systems, strategy, and leadership insight.

Tools, Frameworks, or Strategies Mentioned

• LeadSmart Channel Cloud™ – A CRM and customer intelligence platform for distribution
• AI for Bob – A metaphor for practical AI co-pilots in B2B sales
• Silo Elimination – Connecting CRM, ERP, and marketing for real-time clarity
• Newsletter as Dashboard – Treating curated content as operational strategy fuel

Closing Insight

“If the signal’s broken, build your own dashboard—and make sure your team knows how to read it.”

Stay ahead of the next surprise. Subscribe, sync your data, and lead with clarity.

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Is your business ready for the AI economy, tariff turbulence, and the rapid rise of programmable payments?

In this episode of Around the Horn in Wholesale Distribution, co-founders Kevin Brown and Tom Burton unpack the week's most pressing trends, from stablecoin legislation to humanoid robotics, from AI-fueled job disruption to smart supply chain control towers.

Perfect for manufacturers, distributors, and B2B leaders navigating the evolving intersection of tech, trade, and trust, this episode delivers strategic insights designed for an AI-first, policy-volatile, automation-driven market.

What You’ll Learn:

• Why the Trump AI Strategic Plan could be a game-changer for infrastructure and manufacturing
  
  
• How Plaid-like smart data integration is informing the future of supply chain pricing and tariff management
  
  
• Why stablecoins and the Genius Act may reinvent B2B invoicing and ERP workflows
  
  
• How to build executive-ready marketing narratives in the age of agentic AI
  
  
• What AI security, deepfakes, and robotic warehouse staff mean for your operational risk in 2025 and beyond

Episode Highlights:

05:10 – Why the Fed’s latest interest rate signals matter to distributors
12:42 – The Trump AI Plan and how it could power U.S. supply chain reinvention
28:04 – How MDM’s “Tariff Control Tower” could future-proof your pricing strategy
35:19 – Storytelling in B2B marketing: selling outcomes, not features
42:51 – The growing role of application-specific reviews in AI-first marketing funnels
59:03 – Why stablecoins and programmable money will change B2B payment models
01:07:25 – Are AI risks bigger than ransomware? What CISOs say now
01:14:48 – How AI is subtly changing the way we speak and lead

👤 Meet the Hosts:

Kevin Brown and Tom Burton are co-founders of LeadSmart Technologies, a RevOps CRM platform designed for manufacturers, distributors, and independent sales reps. Together, they host Around the Horn in Wholesale Distribution, a podcast that translates tech disruption into operational strategy for industrial B2B leaders.

Tools, Frameworks, and Models Mentioned

• MDM’s “Tariff Control Tower” Model
  
  
• Agentic AI and revenue department integration
  
  
• The Genius Act (U.S. Stablecoin Legislation)
  
  
• AI Risk Profiles: Ransomware vs. Generative Misuse
  
  
• HVAC/Electrical demand surge forecast (post-tariff and AI infrastructure boom)

Closing InsightL

“This is ACH 2.0, faster, cheaper, and built for modern logistics.”
 From AI infrastructure planning to programmable payments and robotic labor, the future of distribution isn’t just digital, it’s autonomous, semantic, and strategic.

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

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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

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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.

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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

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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/

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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
 

“You can’t wait for clarity to lead—you have to build visibility into your systems.”

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/

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