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

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Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

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