What 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 manufacturers
• Why emotional intelligence and adaptability are now core leadership competencies
• How ISA is building a bridge between legacy leaders and next-gen talent
• The role of digital ecosystems in shaping connected supply chains and value-based selling
• What human-first leadership means in the era of automation and analytics

Episode Highlights:

• 04:35 – Brendan Breen on redefining leadership for a digital-first industrial economy
• 16:20 – AI and workforce transformation: adapting without alienating talent
• 29:02 – ISA’s evolving mission: from association to innovation accelerator
• 43:18 – How next-gen leaders are reshaping the future of manufacturing and distribution
• 57:40 – Data transparency, ethics, and the rise of context-aware leadership
• 01:10:26 – Building scalable ecosystems that merge AI and human expertise
• 01:23:12 – How to lead with empathy and foresight in the age of automation
• 01:33:58 – Closing reflections: why the future belongs to adaptive leaders

Meet the Guest:

Brendan Breen is the President of the Industrial Supply Association (ISA), where he leads initiatives to modernize the industrial supply channel through education, digital transformation, and community collaboration. His work helps bridge the gap between experienced leaders and emerging talent in distribution and manufacturing.

Tools, Frameworks, or Strategies Mentioned:

• LeadSmart Channel Cloud™ – AI-powered CRM + Customer Intelligence platform
• ISA Leadership Academy – Building resilient, future-ready leadership teams
• Context Engineering – Framework for aligning AI systems with business intent
• Human + Machine Collaboration Model – A people-centered approach to automation

Closing Insight:

“AI won’t replace leaders, but it will expose the ones who refuse to adapt.” — Brendan Breen

From digital transformation to leadership evolution, this episode is a must-listen for distribution executives, manufacturers, and future leaders navigating the intersection of technology, talent, and transformation.

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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 “business as usual” for U.S. distributors
• How prediction markets like Polymarket are outperforming traditional economic forecasts
• What the Fed’s next moves could mean for interest rates, hiring, and inflation
• Why AI Engine Optimization (AEO) is replacing traditional SEO for B2B visibility
• How LeadSmart’s AI-enabled Channel Cloud™ is transforming CRM into Customer Intelligence
  
  

Episode Highlights:

• 04:10 – The government shutdown and why markets barely reacted
• 13:45 – Fed predictions, Polymarket insights, and crowd-sourced forecasting
• 25:30 – Inflation, unemployment, and the rise of AI’s role in economic stability
• 36:48 – Tariffs, China trade tensions, and supply chain recalibration
• 49:05 – Fastenal’s organic growth strategy and the power of data-driven wallet share
• 59:58 – Schneider Electric + NVIDIA: powering AI data centers of the future
• 01:10:22 – From SEO to Generative Engine Optimization (GEO): preparing content for AI search
• 01:22:45 – Why AI isn’t replacing people, but empowering those who know how to use it

Tools, Frameworks, or Strategies Mentioned:

• LeadSmart Channel Cloud™ – AI-powered CRM + Customer Intelligence platform
• Polymarket – decentralized prediction market forecasting economic probabilities
• AI Engine Optimization (AEO) / Generative Engine Optimization (GEO) – frameworks for AI discoverability
• Context Engineering – Gartner’s model for contextual AI and workflow design
• Agentic Workflows – AI-driven automation aligned with distributor processes

Closing Insight:

“AI won’t take your job. But someone using AI better than you will.” — Tom Burton

From government shutdowns to AI search adoption, this episode dives into the forces transforming distribution. Subscribe to Around the Horn in Wholesale Distribution for weekly conversations on digital transformation, leadership, and customer intelligence in manufacturing and B2B commerce.

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

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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:

• Why CRM adoption fails, and how LeadSmart’s smart CRM reframes it as customer enablement
• How prediction markets like Polymarket may forecast economic shifts more accurately than government data
• Why tariffs, lithium mining, and government-backed investments signal long-term supply chain realignment
• How AI search and embedded transactions could challenge Amazon’s dominance
• Why AI ethics and workforce augmentation matter more than “replacement” narratives
  
  

Episode Highlights:

03:05 – Government shutdown politics and the missing jobs report

13:45 – Fed rate cuts, prediction markets, and Polymarket’s surprising odds

25:52 – Consumer confidence paradox: nervous workers, steady spending

37:20 – U.S. invests in lithium mines and Intel, national security or sovereign wealth strategy?

50:18 – Tariffs reshaping global supply chains and stalling multimillion-dollar projects

01:01:12 – OpenAI launches checkout: what it means for distributors vs. Amazon

01:12:05 – AI content optimization: moving from SEO to Generative Engine Optimization (GEO)

01:19:10 – Why AI won’t take jobs, but people using AI will

Tools, Frameworks, or Strategies Mentioned

• LeadSmart Channel Cloud™ – AI-enabled CRM + customer intelligence platform
• Polymarket – decentralized prediction markets for real-time sentiment
• AI Engine Optimization (AEO) & Generative Engine Optimization (GEO) – future-proofing content strategy
• Agentic AI Workflows – automation with human-in-the-loop oversight
• Digital Twins & Lithium Investments – future of industrial resilience

Closing Insight:

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

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

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What 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 pressures
• How LeadSmart Channel Cloud™ is reinventing CRM as an AI-enabled customer intelligence platform for distributors
• Why AI-powered search and AEO are replacing traditional SEO as the new driver of high-quality leads
• How digital currencies, stablecoins, and real-time payments will transform B2B transactions by 2026
• The hidden strategies manufacturers use to absorb tariffs and stabilize pricing in volatile global markets

Episode Highlights:

• 02:35 – Milestone reflections: 160 episodes and a growing global audience
• 10:22 – GDP third-round update: AI hardware and business equipment drive unexpected growth
• 23:18 – Jobless claims dip to a two-month low as the Fed debates further rate cuts
• 38:41 – Tariff probes into robotics, PPE, and industrial machinery—and why manufacturers may be absorbing costs
• 54:07 – AI vs. Google: ChatGPT captures 85% of AI-generated leads
• 01:05:12 – B2B buyers demand “free + fast” delivery as drone logistics reshape expectations
• 01:17:44 – Digital currency disruption: agentic AI, stablecoins, and the coming payments revolution

Tools, Frameworks, or Strategies Mentioned:

• LeadSmart Channel Cloud™ – AI-enabled CRM + customer intelligence platform
• AI Engine Optimization (AEO) – new strategies for ranking in AI-powered search
• Agentic AI Workflows – automated processes for smarter decision-making
• Digital Twin Modeling – replicating branches, warehouses, and store layouts for predictive planning
• Stablecoins & Real-Time Payments – faster, cheaper B2B transactions

Closing Insight:

“If you have siloed data, you have siloed AI. Winners unify data to future-proof supply chains.” – Kevin Brown

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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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’ll Learn:

• Economic Risk Signals – Why the Fed’s quarter-point rate cut may not be enough to counter labor market headwinds or supply chain slowdowns.
• AI Adoption in Distribution – How smart CRM platforms and industry-specific AI agents are transforming sales enablement and customer intelligence.
• Tariff Strategy & USMCA – How Canada and Mexico are positioning ahead of 2025 trade renegotiations and what that means for North American distributors.
• Future of B2B Buying – Why millennial buyers are shifting to app-based e-commerce and conversational AI instead of traditional catalogs.
• Sales Playbooks that Work – How AI-powered, buyer-centric playbooks outperform static sales scripts in today’s digitally mature market.

Episode Highlights:

• 03:22 – Fed rate cuts and why lagging indicators may lead to late action
• 11:48 – Labor market trends and the rise of “bandwagon layoffs”
• 21:35 – Tariff uncertainty and how distributors are rewriting supplier contracts
• 34:57 – Global Supply Chain Volatility Index: what a negative reading signals for Q4
• 48:29 – How Reddit, Wikipedia, and Amazon shape AI model training data
• 58:12 – AI-driven e-commerce: the shift from website traffic to mobile buying apps
• 01:09:46 – Building dynamic, AI-powered sales playbooks that meet the modern buyer
• 01:21:30 – Why top talent quits when career growth stalls—and how leaders can respond

Meet the Hosts:

Kevin Brown and Tom Burton are lifelong friends, seasoned entrepreneurs, and co-founders of LeadSmart Technologies, the AI-enabled CRM and customer intelligence platform built exclusively for wholesale distribution and manufacturing.

Tools, Frameworks & Strategies Mentioned:

• LeadSmart AI-Enabled Customer Intelligence Platform – A smart CRM built for distributors and manufacturers.
• Global Supply Chain Volatility Index (GEP/S&P) – A new indicator tracking global supply chain stress.
• AI Sales Playbook Model – Dynamic, signal-based playbooks for B2B sales teams.

Closing Insight:

“Today’s layoffs aren’t always about a weak eco

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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What 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.

What You’ll Learn:

• Why CRM adoption fails, and how LeadSmart Channel Cloud™ is reframing it as a Customer Enablement Tool
• How decentralized markets like Polymarket highlight flaws in outdated economic data models
• Why the Supreme Court tariff decision could trigger refunds, reboot negotiations, or reinforce continuity
• How state-by-state AI laws risk creating chaos, and why federal AI policy is the only scalable solution
• Why businesses need AI ethics and HR policies before innovation turns into liability

Episode Highlights:

• 04:05 – Moonwalking office chairs, beach fog, and 157 weeks of distribution insights
• 12:20 – Why CRM adoption stalls, and how to build a system for willing adoption
• 23:42 – Jobs report shock: only 22,000 new jobs and what it signals for the Fed
• 35:18 – Polymarket vs. the Fed: can decentralized prediction markets beat outdated models?
• 47:02 – Tariff ruling chaos: Emergency Powers Act, refunds, and six statutory alternatives
• 59:15 – Why state-level AI laws could stifle innovation and confuse distributors
• 01:12:40 – AI in hiring: keyword-stuffed resumes, ethics policies, and the new HR reality
• 01:25:33 – Closing reflections: community, leadership, and why balanced trade matters

Tools, Frameworks, or Strategies Mentioned:

• LeadSmart Channel Cloud™ – AI-enabled CRM + customer intelligence platform
• AI Co-Pilot for Sales – embedding intelligence into daily sales activity
• Polymarket – decentralized prediction market surfacing sentiment
• E³ Model – Experience, Efficiency, Effectiveness as leadership priorities
• AI Ethics Policies – workplace guidelines for safe, compliant AI adoption

Closing Insight:

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

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

What You’ll Learn

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

Episode Highlights:

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

Tools, Frameworks, or Strategies Mentioned:

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

Closing Insight:

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

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.

Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter.

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

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

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

What You’ll Learn:

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

Episode Highlights:

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

Tools, Frameworks, or Strategies Mentioned

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

Closing Insight

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

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.

Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter.

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

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