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

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

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

Key Takeaways:

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

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

Key Topics & Timestamps:

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

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

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

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

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

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

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

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

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

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

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

Key Topics With Timestamps:

[00:00] Welcome & Introductions

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Key Topics covered in this episode:

✅ Consumer Confidence Is Dropping—But Why?

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

✅ Nearshoring & Onshoring Are on the Rise

✅ AI & Technology Are Driving Efficiency in Distribution

✅ The Next 12 Months Are Critical for Economic Strategy

Chapters & Timestamps

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

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

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

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

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

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

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

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

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

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

Connect with Dr. Shawn DuBravac at The Avrio Institute:

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

But don't get anxious - get profitable.

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

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

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

🛠 Key Takeaways

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

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

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

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

But worry not!

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

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

Key Topics & Timestamps:

⏳ [00:00] - Introduction & Market Overview

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Key Topics & Timestamps

⏳ [00:00] Introduction & Industry Updates

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

⏳ [08:30] Tariffs & Global Trade Tensions

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

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

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

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

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

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

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

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

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

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

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

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

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

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What's the biggest challenge facing wholesle distributors, and is AI really part of the solution?

We decided to ask Steven Levy, Vice President of Enterprise Architecture at Infor.

From supply chain shifts and nearshoring trends to the evolving role of AI in business operations, this conversation dives deep into the challenges and opportunities facing distributors today. Levy shares his expert insights on technology's role in modernizing operations, the economic factors shaping distribution, and how companies can future-proof their businesses in an unpredictable market.

Key Topics & Timestamps:

⏳ [00:00] Introduction & Setting the Stage

• The importance of engaging conversations on supply chain, technology, AI, and leadership.

⏳ [04:25] Meet Steven Levy: The Distribution Architect

• Steven’s journey from ERP strategy to digital transformation in wholesale distribution.
• How his role at Infor is shaping the future of enterprise technology for distributors.

⏳ [12:10] The State of the Economy & Interest Rates

• Analysis of the Federal Reserve’s latest decisions and how they impact distributors and manufacturers.
• Inflation concerns and the reality of rising costs in the supply chain.

⏳ [24:45] Supply Chain Disruptions & Nearshoring Trends

• Why Mexico, Guatemala, and the Dominican Republic are becoming key nearshoring hubs.
• The impact of tariffs on distributors and their pricing strategies.

⏳ [36:30] AI & Automation in Wholesale Distribution

• How AI-driven agents are transforming customer service, order entry, and predictive analytics.
• The importance of using multi-modal AI tools for efficiency and decision-making.

⏳ [49:50] Cybersecurity & AI: The New Battleground

• The DeepSeek AI controversy and its impact on data privacy and economic security.
• Why distributors need guardrails on AI adoption to protect business-critical data.

⏳ [1:02:20] The Future of Wholesale Distribution & Leadership

• Why agility, digital transformation, and industry collaboration are more important than ever.
• The role of associations like NAW and ISA in advocating for distributors.

Key Takeaways for Listeners:

✅ Supply chain diversification is essential – explore nearshoring to navigate geopolitical risks.
✅ AI and automation will redefine operations – start integrating AI-driven processes today.
✅ Cybersecurity threats are real – protect your company’s data and digital assets proactively.
✅ Economic shifts demand adaptation – distributors must embrace change and strategic planning.

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In 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 to this emerging technology.

With a mix of thought-provoking analysis and real-world applications, this episode provides invaluable perspectives for staying ahead in wholesale distribution.

Key Topics and Timestamps

1. [00:00] - Opening and Introduction
   • Kevin and Tom recap last week's episode featuring the "Mount Rushmore of Wholesale Distribution."
   • Introduction to the economic themes and guest lineup for upcoming episodes.
2. [05:15] - Economic Trends and Wholesale Distribution
   • A discussion on the IMF’s updated growth projections and the interplay between inflation and distribution supply chains.
   • Key takeaway: Inflationary pressures may ease, but global dynamics demand strategic adjustments.
3. [16:30] - The Home Depot and Uber Eats Partnership
   • How Home Depot’s delivery experiments could shape last-mile solutions for contractors and small businesses.
   • Highlight: The branding challenges of traditional consumer platforms entering B2B spaces.
4. [27:45] - AI in Distribution: OpenAI’s “Operator”
   • Overview of OpenAI’s new platform for autonomous AI agents.
   • Applications for wholesale distribution and the potential to revolutionize mundane tasks.
   • Quote: “Eventually, 50% of our work will be done by agents.”
5. [40:10] - Harnessing AI Agents for Efficiency
   • Real-world examples of AI agents aiding in logistics, CRM, and marketing automation.
   • Key takeaway: AI agents are not about replacing people but enhancing focus on high-value tasks.
6. [50:25] - The Future of Wholesale Distribution
   • How distributors can prepare for emerging technologies and customer expectations.
   • Discussion on integrating digital tools and the importance of agility in the face of change.
7. [57:00] - Closing Thoughts
   • Call to action: Subscribe, share the newsletter, and leave a review.
   • A preview of next week’s episode featuring thought leader Steven Levy.

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