show episodes
 
Around the Horn in Wholesale Distribution is the weekly podcast sponsored by LeadSmart Technologies that takes a deep dive into the topics impacting manufacturers, wholesale distribution, independent sales agents, and the global wholesale supply chain. Hosted by Kevin Brown, a 30-year veteran of wholesale distribution, and Tom Burton, a recognized thought leader in SaaS platforms for distributors, each episode reveals a unique perspective and valuable information about wholesale distribution ...
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show series
 
With the UAW strikes getting resolved, hiring for the holiday season, falling mortgage interest rates, and a 10% rise in the stock market, are we seeing a real turnaround in the economy? If so, what will the impact be for wholesale distribution? This week, we take a closer look at the latest news on the late-year economy. We also look at AI advance…
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All things AI took some twists and turns this week. After the Biden Administration announced plans to help regulate AI, some companies are left scrambling for answers on what it all means. Meanwhile, Amazon disclosed an ambitious effort to train Large Language Models in a manner that will allow them to compete with the biggest names in AI technolog…
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According to Reuters, small and medium-sized companies in Germany are turning to automation as the gradual exit from the workplace of Germany's post-war "baby boom" generation tightens the labor squeeze. Can we expect to see the same thing here in the U.S., and will further increases in automation create a new boon for wholesale distributors? This …
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Everyone talks about using data to help generate sales, but what does that really mean in a B2B environment when your data is spread out all across the supply chain? This week, Kevin and Tom feature guest Ron Paulson, a 30-year veteran of Granger and now the Founder of Paulson Advisory, to give an insider's view about the best way to find, mine, an…
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Do you assume that a prospective customer moves seamlessly from awareness to consideration to conversation in a pre-determined way? If so, you may be in for a shock. According to a new report, many B2B marketing experts agree the traditional marketing funnel is no longer fit for purpose. This week, we're joined by Dan Vanacore, Director of New Busi…
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According to Reuters, U.S. manufacturing took a step further towards recovery in September as production picked up and employment rebounded, while prices paid for inputs by factories fell considerably. In fact, B2B buyers are placing more frequent orders online, according to Forrester Research. Is this post-COVID recovery real, and how will this po…
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Ever notice how news stories about the economy increasingly appear side-by-side with stories about AI? There's a link between these two very important elements, as well as with their big brother: data. On this week's episode, we're joined by Will Quinn, Director of Industry Solution & Strategy at Infor, to reveal this fascinating interconnection an…
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With the United Auto Workers strike in full swing at 3 facilities, production at U.S. factories barely rose in August as motor vehicle output dropped, and further activity could plunge in the months ahead. What does this mean for the near term and long term outlook for wholesale distribution? This week, Kevin and Tom are joined by Mike Mortensen, P…
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Did you miss ISA Summer Sessions? Then we've got you covered! This week, Tom & Kevin are joined by Kristin Kraai-Keely and Brandon Breen, who organized these informative ISA sessions. We'll review the most important topics and key takeaways from these talks and get you up to date. And if you were able to attend, you won't want to miss these unique,…
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According to a recent Digital Commerce 360 survey, B2B eCommerce growth is continuing in the wholesale distribution sector...yet only 17% of those surveyed said they offered full end-to-end integration of commerce transactions. Is your company one of those, and are you missing out on this exciting growth trend? This week, Tom and Kevin dive into th…
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Manufacturing activity in the U.S. Mid-Atlantic region grew at its strongest pace since April 2022, as new orders surged amidst robust consumer demand. But at the same time, government data reveals that for the first six months of 2023, all distribution and manufacturing sales were flat at about $10.93 trillion. What's the deal here? To find out, w…
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Understanding the relationship—and unintended consequences—of how economic factors intertwine is not an easy thing to wrap your head around. But this week, Tom & Kevin are joined by Ian Heller, founder of Distribution Strategy Group, to talk about how ongoing economic changes impact wholesale distribution. We also discuss the risks associated with …
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Is the metaverse just the next wave of video gaming, or the future of wholesale distribution? The industrial metaverse enables more resilient supply chains and localized manufacturing through the use of existing tools such as digital twins. In an interesting contrast, four in ten people expect AI to improve work quality and creativity, while three …
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Believe it or not, we've been producing Around The Horn in Wholesale Distribution for a year now! To celebrate, we're joined by David Gordon, President of Channel Marketing Group, to take a look at the state of wholesale distribution. Consumer confidence is up, unemployment is down, but fears of recession are still on the horizon. How does that mak…
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Some distributors are choosing to go beyond the traditional e-commerce channel and venture into the B2B marketplace space, and they are seeing a massive ROI as a result. Are you prepared to make the same leap? This week, Kevin and Tom discuss how your data—and the way you manage it—is key to making successful eComm moves. Spoiler alert: if distribu…
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This 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 c…
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There'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 logisti…
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Data 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 wh…
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Where 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 m…
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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, …
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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 t…
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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 bu…
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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…
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U.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 …
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Confusion 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 artificia…
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The 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 eve…
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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…
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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-sho…
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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-ch…
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As 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 esse…
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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…
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New 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 …
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B2B 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!…
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It 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…
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Who 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…
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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 wholesa…
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If 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 di…
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Digital transactions, omnichannel sales, ChatGPT in wholesale distribution….we ain't seen nothing yet! In this episode, we're joined by Tom May, Will Quinn, and Brian Conley, who explain how the growth of digital sales is moving well beyond eCommerce. We also discuss how "Digital Brand Optimization" (DBO) may replace SEO as a new trend in the B2B m…
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The B2B marketplace continues to explode in 2023, and getting in on the trend is critical for wholesale distributors. In this episode, Kevin and Tom are joined by Brendan Breen with the Industrial Supply Association, who discuss this trend as well as ChatGPT’s coming impact on CRM. We also talk about two important upcoming events: NAW (the National…
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On the heels of a better-than-expected jobs report, 2023 is off to a great start. We’ll explain why manufacturers are planning on spending big this year, and why so many M&A deals are happening now. We also give our some Supply Chain predictions for the year, as well as the pros and cons related to manufacturers selling direct, and how this impacts…
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The emergence of artificial intelligence in our daily work life—especially in the form of ChatGPT—is causing a revolution in wholesale distribution. Will it end up replacing jobs or creating more of them? In this episode, Tom & Kevin reveal why this future should be embraced and not feared, and the important ways AI can be used to both increase WD …
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On our debut podcast episode, we welcome Jennifer Murphy, President of NetPlus Alliance. Together, we look at what’s happening this week in wholesale distribution, then address a broad range of topics including utilizing the blockchain in wholesale distribution, the evolution of buying groups, and company branding through effective SEO and other te…
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In our latest episode, we take a deep dive into the biggest headlines affecting wholesale distribution, including massive layoffs at Amazon and Salesforce. We also discuss the hazards of keeping data siloed within your organization, and how Millennials—which now make up half of all B2B purchasers—are changing the distribution game. Finally, we look…
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We are joined by Lee Richards, VP of Sales from The Brooks Group. Lee gives his unique perspective on this week’s news in wholesale distribution and discusses the latest in sales training and motivation techniques his company uses to give clients a competitive edge. Tom, Kevin, and Lee also discuss the enthusiasm they continue to see within wholesa…
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