How To Future-Proof Wholesale Distribution: Fed Policy, Tariffs, and AI Transformation

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 distributorsHow to prepare for agentic AI workflows by aligning data and processesThe economic outlook from Jackson Hole: what interest rate cuts could mean for growthWhy tariff extensions create a window to future-proof supply chainsThe new rules of B2B buying, 8.2 stakeholders, rep-free preferences, and the dominance of social proofEpisode 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 distributionTools, Frameworks, or Strategies MentionedLeadSmart Channel Cloud™ – AI-enabled CRM + customer intelligence platformAI Co-Pilot for Sales – positioning AI as a digital sales assistantHidden Revenue Detection – surfacing opportunities in ERP and eCommerce dataFuture-Proofing Distribution – strategies for mitigating supply chain riskAgentic AI Workflows – autonomous decision-making models for B2B processesClosing Insight“You can’t automate what you haven’t defined—data and workflows are the foundation of AI readiness.” – Tom BurtonHere's a link to the report we discussed - you can watch it on YouTube: youtube.com/watch?v=t2ppETF4oUA&feature=youtu.beLeave 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.