Are 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 actionable insights rooted in the realities of B2B commerce and channel management.

What You’ll Learn:

• Why the future of U.S. tariffs may depend on Supreme Court decisions—and how that affects distributors
• The “First Sale Rule” loophole and why it’s both a cost-saver and a documentation headache
• Why 9 in 10 distribution leaders say their current business model is unsustainable
• The rise of Mexico as a nearshoring powerhouse—and what it means for supply chain strategy
• How AI and robotics are already reshaping workplace safety, marketing, and talent acquisition

Tools, Frameworks, or Strategies Mentioned:

• ChannelCloud – LeadSmart Technologies’ AI-powered CRM for manufacturers and distributors
• First Sale Rule – A legal trade regulation impacting tariff calculation
• Platformization – The strategic move away from fragmented tools toward integrated platforms

Closing Insight:

To stay ahead in wholesale distribution, leaders must do more than react—they must rethink. Subscribe now for your weekly dose of pragmatic, AI-aligned insights built for the evolving B2B landscape.

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What happens when wholesale distribution meets a shifting global economy, AI-driven technology, and a full-court press on organic growth?

In this extended episode of Around the Horn in Wholesale Distribution, co-hosts Kevin Brown and Tom Burton are joined by industry leader Paul Kennedy, President & CEO of DSG and Chair of NAED. Together, they dive into the economic, geopolitical, and operational dynamics shaking up manufacturing and distribution in 2024.

💡 What You’ll Learn:

How tariffs, supply chain volatility, and global politics are reshaping pricing and demand planning

The inside story on DSG’s expansion and organic growth strategies across 10 states

How manufacturers and distributors are adapting to uncertain trade scenarios with scenario planning and automation

Why now is the time to “grow or go”—and how leading distributors are leveraging AI, tech, and data for strategic growth

Practical steps for aligning sales compensation, unlocking revenue leakage, and empowering teams with digital tools

#WholesaleDistribution #SupplyChain2024 #OrganicGrowth #TariffsAndTrade
#LeadSmartTech #B2BSalesEnablement

⏱️ Timestamps / Chapters (Run Time: 1:38:00):

00:00 – What’s impacting wholesale distribution in 2024?
06:42 – Weekly tariff update: chaos, tweets, and supply chain disruptions
19:08 – DSG’s response: scenario planning, pricing overload, and manufacturer bottlenecks
31:17 – Is U.S. reshoring real—and how will it affect labor, equipment, and tariffs?
44:02 – Copper, aluminum, and precious metals: how commodity pressures are impacting cost
52:55 – Grow or Go? Why distributors must lean into expansion during volatility
1:08:40 – AI and sales enablement: how data and automation are fueling organic growth
1:22:30 – The future of AI hardware, humanoid robots, and the next wave of innovation
1:33:20 – Final takeaways on inflation, policy, and staying competitive in uncertain times

👤 Guest Bio:

Paul Kennedy is the President & CEO of DSG (Dakota Supply Group), a diversified distributor operating across electrical, plumbing, HVAC, and waterworks sectors. With 1,000 employee-owners and 62 locations, Paul also serves as Chair of the NAED (National Association of Electrical Distributors) and is on the board of Affiliated Distributors. His leadership bridges strategic foresight and hands-on execution in a rapidly evolving industry.

Connect with Paul Kennedy: https://www.linkedin.com/in/paulkennedy763/
Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/
Subscribe to the Around The Horn Newsletter: https://www.linkedin.com/newsletters/around-the-horn-newsletter-7184085807274553345/

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

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

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

🎤 Why This Episode Matters:

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

📈 Key Takeaways:

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

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

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

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

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

🕰️ Key Topics & Timestamps:

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

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

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

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

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

You’ll also hear how markets are responding (hint: cautiously optimistic) and why this moment could be a major turning point for international trade policy.

Whether you’re in wholesale, distribution, manufacturing, or just watching the shifting global economic tides, this episode provides timely, practical insight.

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

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

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

#WholesaleDistribution #AIInSupplyChain #B2BStrategy #TariffImpact #AroundTheHornPodcast

Key Takeaways:

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

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

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

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

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

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

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

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

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

Highlights of the Hosts’ Expertise:

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

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

Why This Episode Matters:

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

Key Takeaways:

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

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

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

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

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

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

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

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

Guest Spotlight:

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

Key Takeaways:

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

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

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

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

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

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

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

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

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

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

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

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

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

Key Takeaways:

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

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

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

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

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

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

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

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 each week on LinkedIn Live.

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You can also hear the podcast and other excellent content on our YouTube Channel.

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