Shows
Around the Horn in Wholesale Distribution PodcastThe Leadership Edge: How Agentic Commerce Will Shape The Future of Wholesale Distribution GrowthWhat 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 tr...
2025-10-311h 28Around the Horn in Wholesale Distribution PodcastBrendan Breen of The ISA on AI, Adaptability, & The Future of Industrial LeadershipWhat 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 manufacturersWhy em...
2025-10-251h 38Around the Horn in Wholesale Distribution PodcastWhat Is AEO And Why Is It Redefining B2B Marketing?Here’s (more than) a hint: it’s AI Engine Optimization. And right now, it could be even more important than SEO for B2B visibility.In this episode, Kevin Brown and Tom Burton unpack the latest economic shifts, from the government shutdown’s ripple effects to the rise of AI-driven commerce, and how they’re transforming manufacturing, logistics, and customer engagement. Learn why context engineering and AI-enabled CRM platforms are redefining the way distributors compete and connect in 2025.What You’ll Learn:Why tariffs and supply chain realignments are now “b...
2025-10-171h 26Around the Horn in Wholesale Distribution PodcastHow Does the Government Shutdown Affect the Q4 Playbook for Distributor Growth?What happens when a government shutdown, interest rate cuts, and AI-driven commerce collide with the future of wholesale distribution?In this week’s Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton unpack the headlines that matter: the Fed’s next move, tariff resilience, and how AI-enabled platforms like LeadSmart Channel Cloud™ are reframing CRM as a growth engine. You’ll also hear why AI Engine Optimization (AEO) is quickly replacing SEO, and what it means for distributors competing in an Amazon + OpenAI marketplace.What You’ll Learn:...
2025-10-031h 21Around the Horn in Wholesale Distribution PodcastEconomic Signals for Distributors: GDP, Fed Cuts, and TariffsWhat do tariffs, Fed rate cuts, and AI-driven search mean for the future of wholesale distribution?In this milestone episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton break down the latest updates on GDP growth, jobless claims, and U.S.–China tariffs, while exploring how AI Engine Optimization (AEO), digital payments, and LeadSmart Channel Cloud™ are rewriting the rules for distributors and manufacturers.What You’ll Learn:Why the latest GDP and job data signal surprising economic resilience despite tariff pressuresHow LeadSmart Channel Cloud™ is reinventing CRM as a...
2025-09-261h 24Around the Horn in Wholesale Distribution PodcastSo The Fed Cut Rates. Will That Help The Supply Chain Slowdown?Is the Fed too late to cut rates—and what does it mean for distributors?In this episode of Around The Horn in Wholesale Distribution, hosts Kevin Brown and Tom Burton unpack the week’s economic headlines and explore how interest rate cuts, tariffs, and global supply chain volatility are reshaping the manufacturing and wholesale distribution landscape. From AI-driven sales playbooks to the hidden risks in employment data, Kevin and Tom reveal the trends that matter most for distributors, manufacturers, and independent sales agencies navigating digital transformation.What You’...
2025-09-201h 20Around the Horn in Wholesale Distribution PodcastJobs Reports, Tariff Rulings, and the Future of Wholesale Distribution GrowthWhat happens when AI adoption, tariffs, and interest rate cuts collide with the future of wholesale distribution?In this lively episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton tackle the jobs report, the Supreme Court’s tariff ruling, and why AI regulation needs a federal playbook, not 50 state ones. You’ll learn how LeadSmart Channel Cloud™ is cracking the code on CRM adoption, why decentralized data may surface economic truth faster than the Fed, and what ethical AI frameworks mean for hiring and sales.
2025-09-051h 32Around the Horn in Wholesale Distribution PodcastWhy Over 90% of AI Pilots Fail, and What Wholesale Distribution Can Learn From ItWhat 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 LearnWhy redefining CRM as a Customer Enablement Tool changes adoptio...
2025-08-291h 29
Mastering Modern SellingMMS #144 with Nicholas Loise - Your Sales Playbook is More Valuable Than Any RepLeave your commentIn this episode of Mastering Modern Selling, Brandon and Tom are joined by Nicholas Loise, a seasoned sales strategist and founder of the Sales Performance Team. The conversation focuses on a critical truth in modern sales: your sales playbook can be a stronger long-term asset than any individual rep. Nicholas shares how businesses can build replicable, scalable processes that elevate performance across the team and outlast turnover. From coaching frameworks to deal inspection techniques, this episode dives deep into how structure can drive repeatable success.Key Tak...
2025-08-251h 01Around the Horn in Wholesale Distribution PodcastHow To Future-Proof Wholesale Distribution: Fed Policy, Tariffs, and AI TransformationWhat 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
2025-08-221h 32Around the Horn in Wholesale Distribution Podcast"How Can My Wholesale Distribution Strategy Keep Up With Tariff Changes?"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 red...
2025-08-161h 29Around the Horn in Wholesale Distribution PodcastThe Jobs Report Missed: Here’s What That Means for DistributorsWhen 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 he...
2025-08-011h 27Around the Horn in Wholesale Distribution PodcastHow AI and Stablecoins Are Rewiring the Supply Chain EconomyIs 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:
2025-07-251h 23Around the Horn in Wholesale Distribution PodcastWhy B2B Buyers Want Sales Reps, Just Not All the TimeWhat 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:...
2025-07-181h 33Around the Horn in Wholesale Distribution PodcastFrom Interest Rates to Cyber Risk: What Distribution Leaders Must KnowWhat 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...
2025-07-111h 26Mastering Modern SellingMMS #142 - Entering the Revenue Zone in a Modern Sales EraLeave your commentIn this episode of Mastering Modern Selling, Carson Heady and Tom Burton dive into the evolving world of sales and introduce Tom’s Revenue Zone framework. As the buyer takes the lead in the sales process, it’s more important than ever for sales teams to understand the modern buyer's journey. Tom, the author of The Revenue Zone, explains how building trust, creating demand, and using technology like AI can help sales professionals stay ahead in an increasingly complex market. This episode offers valuable insights on reshaping sales forecasting, guiding buyers...
2025-06-261h 02Around the Horn in Wholesale Distribution PodcastText-to-Order, GenAI Roles, and AI Scams: Inside the Future of B2B DistributionHow 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 in...
2025-06-141h 30Around the Horn in Wholesale Distribution PodcastTariffs, Humanoid Robots and AI in Distribution with guest Max Miester (Live from Germany!)What happens when a fourth-generation industrial distributor embraces digital transformation? In this episode, Kevin Brown and Tom Burton are joined by Max Meister of Ludwig Meister GmbH to explore what it really takes to modernize sales, systems, and mindsets in a legacy-driven industry. From CRM reimagination to cultural adoption strategies, this episode is a masterclass in building a future-ready distribution business without losing your human edge. What You’ll Learn Why CRM adoption strategies often fail—and how to fix themHow to turn your CRM into an AI sales co...
2025-06-061h 30Around the Horn in Wholesale Distribution PodcastWhy 90% of Distributors Say Their Business Model May Be Broken—and What Comes NextAre U.S. tariffs helping or hurting your business model? In this episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton unravel the legal, economic, and operational chaos triggered by shifting U.S. tariffs, AI adoption, and distribution tech disruptions. From trade court rulings to Mexico’s manufacturing boom, they explore what every distributor, manufacturer, and channel leader needs to know to navigate today’s volatility with foresight and resilience. Whether you’re reevaluating your CRM, mitigating supply chain risk, or decoding the implications of nearshoring, this episode delivers actionab...
2025-05-301h 29Mastering Modern SellingMMS #139 - Mastering Modern Sales in an AI World with Tom & CarsonLeave your commentIn this episode, Tom Burton and Carson Heady explore how artificial intelligence is transforming sales in real, practical ways. While AI offers powerful tools to plan smarter, personalize outreach, and even recover stalled deals, the human element remains central to success.With insights drawn from their experience working with sales teams at Microsoft, Tom and Carson break down each phase of the sales cycle planning, prospecting, forecasting, and customer engagement and show how AI can augment, not replace, authentic relationship-building. If you want to stay relevant and effective as the s...
2025-05-2959 minAround the Horn in Wholesale Distribution PodcastGrow or Go? Tariffs, Tech & Turbo Growth with DSG's Paul KennedyWhat 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 planningThe inside story...
2025-05-231h 39Mastering Modern SellingMMS #138 - Stop Blaming Sales, Build the SystemLeave your commentIn this powerful episode of Mastering Modern Selling, Tom Burton and Brandon Lee are joined by Alice Heiman, a strategic sales advisor to CEOs and host of Sales Talk for CEOs. Together, they explore a critical yet often overlooked truth: CEOs must be active participants in driving sales strategy, visibility, and culture within their companies.Far from being a back-office role, the CEO today is the face, voice, and momentum behind successful sales organizations especially in founder-led and early-growth companies. Alice shares rich insights and real-world ex...
2025-05-221h 01Around the Horn in Wholesale Distribution PodcastTariffs, Tech, & Transformation: The New Rules of Wholesale StrategyIn 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 to...
2025-05-1658 minAround the Horn in Wholesale Distribution PodcastInside the Tariff War: What the New Trade Deals Mean for DistributorsAre 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 agreementUpco...
2025-05-0928 minMastering Modern SellingMMS #136 - From Good to Unstoppable: Creating Sales Momentum That Sticks with Larry Long Jr.Leave your commentIn Episode 136 of Mastering Modern Selling, Brandon Lee, Tom Burton, and Carson Heady welcome back a show favorite Larry Long Jr, CEO and Chief Energy Officer of LLJR Enterprises. Larry doesn't hold back. With a mix of energy, humor, and real talk, he calls on sellers and leaders to ditch outdated habits and build something that actually works today.This episode hits hard on what it really takes to stand out in a world that’s constantly moving: owning your calendar, taking daily reps, and showing up with int...
2025-05-081h 02Around the Horn in Wholesale Distribution PodcastPlanning, Pricing, and Outpacing Your Competition in Times of Crisis, With Guest Brooks HamiltonIn 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...
2025-05-021h 38Mastering Modern SellingMMS #135 - The AI-Powered Sales Revolution: Why More Reps Isn't the Answer with Isabella BedoyaLeave your commentWhat if your next sales hire wasn’t human?In this episode of Mastering Modern Selling, Isabella Bedoya, Co-CEO of Infinite AI, shares how sales teams are evolving by bringing AI “employees” into the mix. We go beyond the hype to explore practical use cases, ethical concerns, and the new skills sales pros must master to stay competitive in this AI-enabled landscape.Whether you’re curious, cautious, or already experimenting with AI, this episode will help you think more strategically about the future of your sales team.1. A...
2025-05-011h 00Around the Horn in Wholesale Distribution PodcastBehind the Trade Wars: The Hidden Opportunities in Supply Chain DisruptionSo 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 in...
2025-04-251h 27Mastering Modern SellingMMS #134 - Redefining the PIP: A New Playbook for Sales Growth with JD MillerLeave your commentIn this powerhouse episode of Mastering Modern Selling, Brandon Lee, Tom Burton, and Carson Heady are joined by JD Miller, a seasoned sales executive turned private equity advisor. With six successful exits under his belt, JD brings a rare blend of operational insight and boardroom savvy. The discussion centers on how private equity firms evaluate and scale their portfolio companies—especially in the sales and marketing domains—and what sales leaders can do today to thrive in that high-expectation environment.Repeatability Is the Foundation of Scale JD high...
2025-04-2457 minAround the Horn in Wholesale Distribution PodcastRecession Rumors & Real Data: What the Numbers Actually Say, with Guest Alex ChausovskyIn 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...
2025-04-181h 31Mastering Modern SellingMMS #133 - Modern Sales in Motion: What’s Working in 2025 with Brandon Lee and Tom BurtonLeave your commentIn this episode of Mastering Modern Selling, Brandon Lee and Tom Burton explore the evolving world of sales and marketing in 2025. They focus on the strategies that are truly working in today’s fast-changing landscape and provide actionable insights on how businesses can thrive. From content strategy to social selling and the importance of patience, this episode is packed with thought-provoking ideas for sales professionals.Patience in Sales and Content StrategyIn an era where instant gratification is the norm, Brandon and Tom emphasize the importance of p...
2025-04-171h 07Around the Horn in Wholesale Distribution PodcastTariffs, Trade Wars, and the Rise of Made-in-America.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 ma...
2025-04-111h 25Around the Horn in Wholesale Distribution PodcastTariff Tsunami! Don’t Panic, Get Prepared.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 t...
2025-04-0432 minMastering Modern SellingMMS #131 - Modern Sales Mastery: Strategies for Standing Out and Winning Big with Carson Heady and Tom BurtonLeave your commentIn this powerful episode of Mastering Modern Selling, co-host Tom Burton sits down with Carson Heady to explore his latest book The Show Must Go On. This isn’t just a typical sales book—it’s a deeply personal, tactical, and tested playbook from one of the top voices in modern sales. The episode unpacks Carson’s journey from early setbacks to building a repeatable sales model that’s generated over a billion dollars in revenue—primarily through LinkedIn.Whether you're navigating complex sales environments or looking for new energy in...
2025-04-0358 minAround the Horn in Wholesale Distribution PodcastHow Strategic Purchasing Might Insulate you From TariffsAre 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...
2025-03-281h 30Around the Horn in Wholesale Distribution PodcastStrategic Uncertainty, M&A Shakeups, and the Role of Data in a Changing IndustryIn 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...
2025-03-211h 25Around the Horn in Wholesale Distribution PodcastIntroducing Around The Horn 2.0, with Guest Brendan BreenWelcome 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...
2025-03-201h 02Around the Horn in Wholesale Distribution Podcast87% of Distributors Still Expect Growth—Here’s WhyTo 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...
2025-03-151h 17Around the Horn in Wholesale Distribution PodcastISA’s Brendan Breen on the Biggest Trends in Wholesale DistributionTariffs? 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 hi...
2025-03-081h 34Around the Horn in Wholesale Distribution PodcastExclusive Insights To The State of Wholesale Distribution and Manufacturing from Dr. Shawn DuBravacIn 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...
2025-03-011h 29Mastering Modern SellingMMS #126 - The Digital CEO: Building Reputation to Fuel Sales PipelineLeave your commentIn this episode of Mastering Modern Selling, Brandon Lee, Carson Heady, and Tom Burton discuss the importance of the Digital CEO—a modern-day executive who actively engages on LinkedIn and other digital platforms to build trust, credibility, and relationships. The conversation dives into why today's CEOs can no longer afford to remain invisible and why being digitally present is a core job responsibility for leaders in 2025 and beyond.1. The CEO as a Brand EvangelistA CEO’s presence on LinkedIn is not about...
2025-02-271h 00Around the Horn in Wholesale Distribution PodcastHow Nearshoring, Digital Transformation, & AI Are Reshaping Distribution, with Guest David GordonIn 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 the...
2025-02-211h 29Mastering Modern SellingMMS #123 - The Custom Sales Playbook: From Chaos to Consistency with Lee SalzLeave your commentIn this episode of Mastering Modern Selling, Lee Salz, sales strategist and author, joins Tom Burton and Brandon Lee to discuss the importance of a structured sales playbook. He challenges the belief that hiring "great salespeople" is enough, emphasizing that success depends on having the right system, not just talent. Without a structured playbook, even top performers can struggle.Lee shares a framework for building a custom sales playbook, helping organizations reduce chaos, improve consistency, and drive s...
2025-02-061h 05Around the Horn in Wholesale Distribution PodcastAI Agents, Economic Shifts, and Delivery Solutions in Wholesale DistributionIn this episode of Around The Horn in Wholesale Distribution, hosts Kevin Brown and Tom Burton dive into a dynamic discussion on the latest developments in the wholesale distribution sector, with a particular focus on evolving technology, economic trends, and industry-specific challenges such as: The latest economic forecasts and their potential impacts on wholesale distribution.Home Depot’s partnership with DoorDash and Uber Eats and what it signals for B2B delivery models.The future of AI and its transformative potential for the industry, including OpenAI’s groundbreaking “Operator” platform.Real-life applications of AI agents and how businesses can adapt...
2025-01-241h 20Around the Horn in Wholesale Distribution PodcastNew Strategies for Wholesale Success in 2025It's time for predictions for the New Year - and new resolutions for success! How will economic shifts, evolving supply chains, and emerging technologies shape wholesale distribution in 2025? Episode 122 of Around The Horn in Wholesale Distribution dives into these critical topics and more, including the global impact of tariffs, nearshoring strategies, and manufacturing technology breakthroughs. Hosts Kevin Brown and Tom Burton also discuss the pivotal role of automation, the implications of cybersecurity threats, and the transformative power of AI. 2025 will be one whopper of a year - who's ready for it?Chapter...
2025-01-031h 12Around the Horn in Wholesale Distribution PodcastWholesale Distribution Insights: Tariffs, Small Business Confidence, and AI in B2B SalesIn this trans-Pacific episode, Kevin checks in from his Hawaiian vacation to join Tom in a rich discussion on the intersection of macroeconomic trends, wholesale distribution strategies, and emerging technologies. What are the implications of rising small business confidence, evolving tariff policies, and the AI-driven solutions that are shaping the future of distribution and manufacturing?Key segments include insights into how distributors are strengthening contractor relationships, the rising importance of e-commerce in B2B sales, and the transformative role of AI in optimizing operations. Kevin and Tom shed light on the economic drivers and technological innovations influencing t...
2024-12-131h 21Mastering Modern SellingMMM #115 - From Data to Decisions: Digital Transformation Strategies with Denise NataliLeave your commentIn this episode of Mastering Modern Selling, hosts Tom Burton and Carson V. Heady are joined by Denise Natali to explore how modern sales teams can leverage data to drive superior results. With the abundance of data available today, it's not enough to simply collect it—sales leaders and reps must learn to harness it effectively. The Power of Data in SalesDenise stresses that in today’s competitive sales landscape, using data isn’t optional—it’s essential. Sales professionals must learn how to interpret data to uncov...
2024-12-0559 minAround the Horn in Wholesale Distribution PodcastThe Future of Distribution: Smart CRM, Nearshoring, and Economic TrendsWhat’s the future of wholesale distribution amidst economic shifts and technological innovation?Episode 117 of Around the Horn in Wholesale Distribution dives into the pressing challenges and opportunities facing wholesale distribution and manufacturing today. Hosts Kevin Brown and Tom Burton explore the economic landscape, supply chain complexities, and how AI-driven innovations like smart CRMs and digital twins are reshaping the industry.How will potential tariffs, geopolitical tensions, and inflation impact your business? Are you ready to embrace the transformative power of AI, from predictive insights to automating purchasing decisions? What role will nearshoring an...
2024-11-221h 13Around the Horn in Wholesale Distribution PodcastHow Tariffs and Taxes Will Impact Global Manufacturing and Distribution, With Guest Alex ChasovskyWhat a week! With barely time to catch their breaths, hosts Kevin Brown and Tom Burton are joined by Alex Chasovsky from the Bundy Group to look at how policy changes might affect manufacturers, wholesale distribution, and the global supply chain.The episode dives into the current economic landscape, particularly in light of recent Federal Reserve meetings and interest rate discussions. Alex shares his insights on the dichotomy between the consumer side of the economy, which appears strong, and the struggles faced by the industrial sector, particularly in manufacturing and distribution. We then explore the i...
2024-11-161h 23Mastering Modern SellingMMS #109 - Revenues Through Reputation with Brandon Lee and Tom BurtonLeave your commentIn today's episode of Mastering Modern Selling, Tom Burton and Brandon Lee explore a vital topic: how to drive revenue by cultivating a strong professional reputation. This is more than just being seen—it's about being trusted, instilling confidence, and demonstrating competence in the marketplace. Whether you're engaging prospects or working to deepen customer relationships, your reputation is a powerful driver of business success.Trust is Built on Consistency and Proximity: Being consistently present, whether through social platforms like LinkedIn or in person, foste...
2024-10-2458 minAround the Horn in Wholesale Distribution PodcastIs AI Helping Yet In Wholesale Distribution & Manufacturing?With all the hype around the AI revolution, one question remains: is AI actually helping wholesale distributors and manufacturers? This week, hosts Kevin Brown and Tom Burton explore this question while diving into the latest industry trends impacting manufacturers, wholesale distributors, and the global supply chain. From inflation’s effect on interest rates to the evolving geopolitical landscape, Kevin and Tom discuss the forces shaping the industry. Plus, learn how to harness AI for supply chain optimization and unlock insights that can drive your business forward. Tune in for practical tips and expert analysis to keep...
2024-10-111h 17Mastering Modern SellingMMS #99 - Lead with LinkedIn: Why Every CEO Must Show UpLeave your commentIn this episode of Mastering Modern Selling, hosts Brandon Lee, Carson V. Heady, and Tom Burton ignite a challenge for every CEO: step up and own your presence on LinkedIn. This isn't just another task on your to-do list; it's your stage to lead, inspire, and drive your company forward.LinkedIn: Your Leadership StageLinkedIn isn’t just for networking—it’s where you lead by example. Show your team and the world what true leadership looks like by being visible and active on the platform.
2024-08-151h 03Mastering Modern SellingMMS #93 - Why Personal Branding Matters: Lessons from the First Six Months of 2024Leave your commentIn this episode of Mastering Modern Selling, hosts Brandon Lee, Carson Heady, and Tom Burton dive into the importance of personal branding, reflecting on the lessons learned from the first half of 2024. They explore the strategies and benefits of building a strong personal brand in today's competitive market.Key Points:Consistency Compounds:Carson emphasizes the power of consistency in personal branding, describing how regular and meaningful engagement over time can transform a small influence into a significant impact. This approach not only builds recognition but a...
2024-07-041h 04Around the Horn in Wholesale Distribution PodcastThe Distributor vs. Amazon eComm Dilemma.Is Amazon Business dominating the wholesale distribution landscape, or is it legitimately providing an indispensable supply chain management and eComm solution to B2B companies? In other words, are they a godsend to wholesalers, or are they the enemy?In this week's episode, Tom and Kevin take a close look at some of the news stories surrounding developments at Amazon Business, and their effect on wholesale distributors and manufacturers, big and small. There's no denying that Amazon's purchasing and supply chain power is incredible, but is it the best solution for your business?To complicate...
2024-06-281h 12Mastering Modern SellingMMS #88 - Intentional Moves: Career Strategies to Reach the Top 10% with Kristie JonesLeave your commentIn the latest episode of Mastering Modern Selling, Brandon Lee and Tom Burton welcome back Kristie Jones, a seasoned consultant specializing in helping early-stage startups and privately-owned companies.Kristie's expertise in sales processes, hiring, and career strategy shines through as she shares invaluable insights on making intentional career moves. Here’s a quick recap of the episode:1. Embrace Full-Cycle Selling:Kristie highlights a significant shift in the industry where full-cycle sellers are becoming the norm. These professionals are responsible for the entire sales process, from prospecting to cl...
2024-05-3059 minMastering Modern SellingMMS #87 - Empowering Partnerships: Unlocking Revenue Potential with Vince MenzioneLeave your commentIn this episode of Mastering Modern Selling, Tom Burton and Brandon Lee are joined by Vince Menzione, founder of Ultimate Partner and former General Manager of Partner Sales and Strategy at Microsoft.Vince brings a wealth of experience in transforming businesses through strategic partnerships. Get ready to dive into the world of partnerships and learn how they can revolutionize your sales strategy.1. The Evolution of Partnership Strategies:Vince shares his journey from being a top seller in the early days of wireless computing to leading major transformations...
2024-05-2238 minMastering Modern SellingMMS #86 - Your Buyers Don't Want to Talk, But They Are LurkingLeave your commentIn an era where buyers meticulously avoid sales conversations, understanding the 'Anonymous Zone' becomes pivotal for sales teams. In this episode, Tom Burton and Brandon Lee dive into this challenging landscape, offering actionable insights on how to engage buyers who prefer to remain invisible until the last possible moment. Here are five key takeaways to transform your sales approach:Recognize the Buyer's Journey: Buyers today complete most of their purchasing research anonymously online. Recognizing and respecting this journey allows sales teams to adapt their strategies to be m...
2024-05-161h 00Mastering Modern SellingMMS #85 - Fresh Perspectives: A New Era of Sales with Victoria JimenezLeave your commentIn this week's episode of "Mastering Modern Selling," Victoria Jiménez, an esteemed practitioner from the University of Texas at Dallas, shares her wealth of experience and insights from the sales program with Hosts Tom Burton and Carson V. Heady.Here are five pivotal points from the discussion:Integrative Sales Education: Victoria details her academic journey in sales, highlighting the program’s focus on real-world applications rather than traditional exams. The curriculum emphasizes role-plays, hands-on projects with CRM tools like Salesforce, and intense competition simulations that prepare students for act...
2024-05-0947 minMastering Modern SellingMMS #79 - The Modern Revenue Generation Fly WheelLeave your commentIn the latest episode of Mastering Modern Selling, we head into the heart of modern sales techniques with the hosts, Tom Burton and Brandon Lee. This episode highlights the evolving landscape of sales, offering a fresh perspective on engaging with the modern buyer.Five Essential Insights:Old Sales Methods Are Out: Brandon Lee explains that the old way of selling, where you guide potential customers through a set process, isn't effective anymore. We need to change how we think about sales to succeed in the digital age.The New S...
2024-03-281h 00Mastering Modern SellingSS 2.0 - #68: Modern Strategies for Acquiring New CustomersLeave your commentIn this episode, we explore the evolving landscape of B2B social selling, guided by the expertise of co-hosts Tom Burton, Carson Heady and Brandon Lee. We delve into a range of topics, from Microsoft's advanced sales techniques to strategies for thriving in the entrepreneurial arena. Our discussion is aimed at equipping you with contemporary, effective sales tactics and teaching you how to adeptly handle unforeseen challenges, such as guest rescheduling.A significant focus of this episode is on transforming LinkedIn interactions into tangible business opportunities. We move beyond mere content posting...
2024-01-161h 02Mastering Modern SellingSS 2.0 - #65: A Look Ahead to the State of Sales, Social and Demand Creation in 2024Leave your commentDiscover the power of building lasting customer relationships and leveraging the latest AI technology in our final episode of 2023. Carson Heady, Tom Burton, and Brandon Lee, share their celebratory reflection on the year's most impactful moments and set the stage for the trends that will define the future of sales. Get ready to transform your approach to CRM systems, understand the significance of personal branding, and learn why being a trusted advisor is more crucial than ever.We also explore innovative strategies for nurturing customer success and fostering strong relationships in the co...
2024-01-131h 01Around the Horn in Wholesale Distribution PodcastA Special Conversation With Dirk BeveridgeThis week, Kevin and Tom are proud to feature guest Dirk Beveridge, the visionary entrepreneur and the founder of UnleashWD, the premier design, strategy, and innovation firm in wholesale distribution. In an in-depth, hour-long conversation, Dirk discusses his takes on topics ranging from AI in manufacturing to online buyers and much more. It's a conversation that's both informative and insightful - one you'll won't want to miss!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...
2023-07-211h 04Around the Horn in Wholesale Distribution PodcastExploring The Amazon B2B Strategy With Brian BeckThere's no two ways around it: every wholesale distributor will eventually need a B2B Amazon strategy. This week, Tom & Kevin feature author, consultant, coach, and all-around B2B guru Brian Beck to Around The Horn to talk about what this all-important customer journey should look like. In addition, Brian shares his insights to supply chain logistics and how AI is rapidly changing the entire wholesale distribution landscape. Leave a Review: Help us grow by sharing your thoughts on the show.Learn more about the LeadSmart AI B2B Sales Platform: https://www.l...
2023-07-1557 minAround the Horn in Wholesale Distribution PodcastOvercoming Supply Chain Challenges and AI Security IssuesData integrity, data security, and supply chain efficiency may be three of the most important issues facing wholesale distribution in the 21st century. And with the advent and proliferation of AI, security and integrity take on new challenges we could not have predicted even two years ago. In this episode, Kevin and Tom take a deep dive into how wholesale distributors can face these challenges head-on, including redesigning your supply chain for nearshoring, and integrating platforms that keep your data clean and safe.Leave a Review: Help us grow by sharing your thoughts on the...
2023-07-0752 minAround the Horn in Wholesale Distribution PodcastHow To Mine The Treasures In Your DataWhere is the data kept in your business? Is it...all over the place? Then you're not alone, but a little clean-up would do your business good. Marketing automation software, ERP, CRM, data warehouses, are just some of the different place where your valuable data can be stored, but the importance of "clean data" and managing that data properly can mean the difference between success and failure in your wholesale distribution business - especially if you're looking to gain an advantage with AI. On today's episode, Kevin and Tom are joined by Kristen Kraai-Keely to discuss this important topic...
2023-06-3056 minAround the Horn in Wholesale Distribution PodcastAI Regulation: Much Needed or Too Much Big Brother?Six months after ChatGPT became an overnight success, The U.S. and the EU are racing to develop rules and draft laws to address both the benefits and risks of generative AI. At the same time, CNBC reports that Generative AI in supply chains will be able to forecast demand, predict when trucks need maintenance, and work out optimal shipping routes, virtually eliminating human touchpoints in the supply chain. So, is talk of regulation a good thing or oversight over-reach? This week, Kevin and Tom are joined by Mike Franz to discuss this topic and others in an informative...
2023-06-2456 minAround the Horn in Wholesale Distribution PodcastB2B eComm Surprises and Buyers Using ChatGPT Oh Boy!If you thought that wholesale distributors didn't need to concern themselves with ChatGPT and the whole AI phenomenon, think again. Buyers are using ChatGPT—even in their cars—to do research and price shopping. In this episode, Kevin and Tom look at this and other surprises in the eCommerce purchasing space. As nine out of 10 manufacturers intend to hike prices in the second half of this year, and only 67% of manufacturers are positive about their own company’s outlook, these are insights you won't want to miss!Leave a Review: Help us grow by sharing your t...
2023-06-1654 minAround the Horn in Wholesale Distribution PodcastWhen Orders Rise (While Shipping Slows)The effects of COVID are still taking their toll on wholesale distribution. The bad news? The maritime supply chain is beginning to break, with delays at processing terminals along the west coast. But the good news? Manufactured goods orders saw their 4th rise in 5 months. So how do wholesale distributors profit long term in an environment where buying is still strong, but delivery has issues? This week, Kevin and Tom are joined again by expert Tom May, and help provide insight to these questions and more. Is there a secret to "shoring up" and shortening the supply chain?
2023-06-1049 minAround the Horn in Wholesale Distribution PodcastIs AI A Business Or IT Function?72% of respondents in a 225 U.S. executives survey recently conducted by KPMG said that generative AI could play an important role in increasing productivity. So whose role is it: business divisions or IT? In this episode of Around The Horn, Kevin and Tom discuss how B2B marketers are hopeful about AI, and the reasons why some are even upbeat about the economy. We also take a look at the sluggish adoption and implementation that is slowing down the digitalization of industrial production chains, as well as the growing number of CEOs that are starting to realize that cyberattacks ar...
2023-06-0351 minAround the Horn in Wholesale Distribution PodcastThe Yo-Yo Economy And What It Means For Wholesale DistributionU.S. economic activity rose to a 13-month high in May, despite a cooldown in the manufacturing sector. How much of a cooldown? Container volumes slumped at ports on the East and West coasts, as some of the largest facilities saw year-over-year double-digit drops. It's a Yo-Yo economy, and if you're not planning for it, you could find your business on the bottom end of the string. On today's episode, Kevin and Tom examine the factors that lead up to this situation, and reveal how wholesale distributors can help prepare for "the ups and downs" of the B2B...
2023-05-2652 minAround the Horn in Wholesale Distribution PodcastChannel Conflicts: What You Need To Know To Support the B2B Buyer JourneyConfusion between distributors, dealers, and manufacturers can wreak havoc on the customer channel, costing you valuable business. On this week's episode, Kevin and Tom are joined by Brandon Lee to talk about how fixation on the customer experience is key to the success of your wholesale distribution model. In our continuing discussion on artificial intelligence in WD, we look at how Microsoft's research team argues that GPT-4 shows signs of human reasoning—a step toward AGI. It's another episode you won't want to miss to stay at the forefront of breaking news in wholesale distribution.Leave a...
2023-05-191h 01Around the Horn in Wholesale Distribution PodcastWhy It Matters If You're A Gen1 or Gen2 Manufacturer or DistributorThe future is here whether we like it or not: 73% of companies use generative AI tools to create text, images, videos, or other marketing content, while Forbes predicts that companies that can successfully leverage the opportunities offered by automation, artificial intelligence (AI), and other pillars of the “fourth industrial revolution” have everything to gain. Is "Gen2" too far ahead of Gen1? Join us as Kevin and Tom discuss these fascinating topics and more, and how your success in wholesale distribution may depend on adapting and adopting...fast.Leave a Review: Help us grow by sharing your...
2023-05-1253 minMastering Modern SellingSSFN.32 - Social Selling by the Numbers - Chapter 3Leave your commentIn this episode we will share a fresh new batch of amazing social selling statistics and metrics. This is not miss episode for sure!00:50- Today’s Sponsor 5:44- Carson’s Statistics9:07- Engagement in Social Media is a substitute for Face to Face 11:06- Brandon’s Statistics 14:22- How you show up17:49- Tom’s Statistics 20:57- Hugs not Handshakes 23:53- Understanding the needs 26:16- Building a relationship 28:53- Working towards Inbounds32:22- Practice makes Progress35:40- Hesitation around Social 38:10- B2B a...
2023-05-0851 minAround the Horn in Wholesale Distribution PodcastBuckle Up! The Digital Revolution In Wholesale Distribution World Is Here.Artificial Intelligence negotiating price and purchasing terms? Industry 4.0 technologies creating immediately sustainable practices? Nearshoring, automation, and supplier diversification? It's not science fiction...it's the wholesale distribution environment of today. On this week's episode, Kevin and Tom take a look at how the digital world of WD is changing fast, and how you can not just stay on top of it, but profit from 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/ ...
2023-05-0652 minAround the Horn in Wholesale Distribution PodcastAre Distributors Growing Faster Than Manufacturers In eCommerce?It may seem upside down, but it's the question that everyone is asking: are distributors growing faster than the manufacturers that supply their goods? In this episode, Kevin and Tom discuss the implications of this growing trend. In addition, we take a look at "Near Shoring" in the supply chain - the rising popularity of taking things from off-shore to on-shore - as well as the ever-changing profile of today's buyer. And do we discuss AI? It's the hot topic in wholesale distribution, and one of the hottest topics on the podcast!Leave a Review...
2023-04-2951 minAround the Horn in Wholesale Distribution PodcastBuyers, Sellers, & The Times They Are a-Changin'Revenues generated through Amazon Business have grown by 40% as its global customer base increased by 20% over the past two years. Meanwhile, McKinsey's research finds that 70% of B2B decision makers are prepared to spend up to $500,000 in a single ecommerce transaction. What does this mean for wholesale distribution? That the times are indeed a-changin'. Join Kevin and Tom as they make sense of the evolving buyer and seller landscape in this don't-miss episode!Leave a Review: Help us grow by sharing your thoughts on the show.Learn more about the LeadSmart AI B2...
2023-04-2250 minAround the Horn in Wholesale Distribution PodcastWhy Customer Experience Is Essential to GrowthAs a business owner or marketer, have you ever taken your own customer journey? Have you gone down the path your company developed from sale to fulfillment and beyond? In this episode, Kevin and Tom are joined by Marty McLaughlin, CMO of Affiliated Distributors, to discuss the importance of a smooth, enjoyable customer experience. What are the essential elements of a successful customer journey, and what does your company jeopardize without one? It's a fascinating conversation, and one you won't want to miss!Leave a Review: Help us grow by sharing your thoughts on the...
2023-04-1454 minMastering Modern SellingSSFN.28 - What Buyers Really Want?Leave your commentWe frequently talk about the fact that the buyer's journey has changed and that the buyer is in control of the sales process. But what does that really mean? In this episode we will explore what buyers really want (and don't want) and how, as a seller, you can influence and facilitate the buter journey. 3:47- Tom’s Introduction6:06- What do buyers don’t want?8:25- Risks with buying11:22- How do you find and asses the buyers problem?13:35- Relationships and the company’s pulse 15:53- Relati...
2023-04-1350 minAround the Horn in Wholesale Distribution PodcastWhere the Cool Kids Meet!This week, Kevin and Tom are joined by Brendan Breen to talk about the big shindig coming up: ISA23. The Industrial Supply Association's annual conference takes place April 17th to 19th in Phoenix - one of the biggest wholesale distribution conventions of the year. We preview the conference, talk about networking opportunities, and then discuss the week in WD news. See you at the 'con!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/
2023-04-0852 minAround the Horn in Wholesale Distribution PodcastWhy Tech Strategy, Changing Buyers, and eCommerce Go Hand In HandNew research revealed that most firms are struggling to effectively implement supply chain technology. This comes at a time when visual commerce technology is making its mark in B2B digital commerce, and brands face increased pressure to level up against competitors with a digital shelf strategy to help consumers easily find product pages. In this episode, Kevin and Tom discuss how tech strategy plays an increasingly important role in wholesale distribution, and why it's so important to stay on top of how changing buyer habits affect eCommerce. Leave a Review: Help us grow by s...
2023-04-0151 minAround the Horn in Wholesale Distribution PodcastThe Changing Habits of B2B BuyersB2B buyers are changing fast. Does it matter to wholesale distribution? In this episode, Kevin & Tom take a deeper look at the WD news of the week to analyze the changing habits of B2B buyers. These habits affect the supply chain, but the way distribution needs to look at their marketing plan. Don't miss this important and in-depth conversation!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/ Join the conversation...
2023-03-2643 minAround the Horn in Wholesale Distribution PodcastBlockchain and The Metaverse in Wholesale DistributionIt may sound like science fiction, but the future is now in wholesale distribution. On this week's episode, we talk with Tom May about enterprise-centered and customer-centered block chains in the supply chain, and the impact these have on WD. and is the metaverse at play in wholesale distribution? You bet it is, and our experts reveal why you need to stay ahead of the curve on this development if you're going to compete. Finally, we round out the episode with a look at the hot new topics in B2B, supply chain, and wholesale distribution....
2023-03-1748 minAround the Horn in Wholesale Distribution PodcastMillennials: The New Drivers Of Wholesale DistributionWho is the Millennial buyer, and how are they driving wholesale distribution? On today's episode, Kevin and Tom are joined by special guest Pierre Barbeau, CEO of Moblico, to discuss how Millennials continue to drive current trends in WD. Diving into the news, the team also discusses global supply chain strategies and challenges, the record drop of transportation prices (except in Southern California ), and lessons from eCommerce that can be applied to in-store customer experiences.Leave a Review: Help us grow by sharing your thoughts on the show.Learn more about the LeadSmart A...
2023-03-1055 minAround the Horn in Wholesale Distribution PodcastTikTok In B2B? Who'd Have Thought?As Millennial and Gen Z buyers make more demands for online B2B distribution, distributors and marketers alike are taking another look at TikTok. On today's episode, Kevin and Tom are joined by Brandon Lee, a Fractional Chief Transformation Officer and one of the top voices in "Social Selling." Together, they discuss the TikTok influence in wholesale distribution, along with ho companies are using data to optimize the manufacturing process. Finally, we give you 3 ways to give your company what it needs in 2023 to work smarter, not harder.Leave a Review: Help us grow by...
2023-03-0455 minMastering Modern SellingSSFN.22 - Does Social Selling Really Work?Leave your commentA common question we commonly hear ‘is "Does social selling really work or does social selling suck?". In this episode we will unpack that question by looking at the various aspects of social selling and how they come together to create a highly successful social selling strategy.3:57- Does Social Selling really work? Carson’s perspective 6:48- Does Social Selling really work? Tom’s perspective 9:40- How much time is it going to take? 12:48- What exactly do I do for Social selling? 15:51- After the first step of Social...
2023-02-2850 minAround the Horn in Wholesale Distribution PodcastRobots, Web3 and The MetaVerse in Wholesale DistributionIf you think Web3 and the Metaverse is something just for Gen Z, think again. Businesses hold face-to-face meetings remotely and virtually, and can don VR and AR headsets to train, visualize, and collaborate. Several generations have become accustomed to digital interfaces, software and interactivity, and global connectivity. We immerse into the digital and increasingly draw it out across the physical world. In this episode, Kevin & Tom and their panel of WD thought leaders look at how the Metaverse will affect wholesale distribution, and how smart companies will take advantage of this exciting new technology.Leave a...
2023-02-2554 min