From Interest Rates to Cyber Risk: What Distribution Leaders Must Know

What 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 interest rate changes have massive implications for national debt and distributor marginsThe hidden danger of weak cybersecurity hygiene in mid-size distributorsWhat’s actually holding companies back from successful AI implementation (hint: it’s not the tools)How Smart CRM and Sales Co-Pilot platforms help future-proof sales organizationsWhy Collaborative Planning & Forecasting (CPFR) is a strategic advantage in uncertain timesEpisode Highlights:05:20 – What the Fed’s hesitation on rate cuts means for distributors12:45 – How tariffs are being used as economic leverage, not just punishment22:10 – Why reshoring is gaining momentum in wholesale distribution35:08 – The untold reasons AI is stalling in sales organizations45:50 – How today's B2B buyers behave before they ever speak to sales57:30 – Aligning AI tools with workflow clarity and CRM data hygiene01:08:15 – Cybersecurity risks for mid-size distributors: real threats and blind spots01:17:40 – Future-proofing your strategy with AI, succession readiness & smarter sales planning👥 Meet the Hosts:Kevin Brown and Tom Burton are veteran analysts, strategists, and distribution-tech experts, bringing real-world insights from the front lines of ERP, CRM, AI, and supply chain transformation. Co-creators of the LeadSmart Channel Cloud™ platform, they help distribution teams leverage modern tools without losing the human touch.Tools, Frameworks, or Strategies Mentioned:LeadSmart Channel Cloud™AI Co-Pilot for SalesDigital Readiness for SuccessionCRM-ERP IntegrationHidden Revenue DetectionClosing Insight:“It’s not about replacing your sales team with AI, it’s about replacing the parts of your process that don’t scale.” – Kevin BrownLeave 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.Follow us on Facebook, Twitter, Instagram, or TikTok.