Kevin Returns From NAW, And Boy Does He Have A Lot To Say

What happens when wholesale distribution collides with tariffs, AI acceleration, and rising customer expectations?In this episode of Around The Horn Podcast, Kevin Brown and Tom Burton unpack the most important forces shaping wholesale distribution today, from policy shifts and economic signals to e-commerce, automation, and leadership in an AI driven world.This conversation goes beyond headlines to explore what these changes really mean for distributors, manufacturers, and channel leaders who are navigating uncertainty while trying to build resilient, future ready organizations.What You’ll Learn:Why tariffs are no longer a temporary disruption and how distributors are adjusting pricing, sourcing, and inventory strategiesHow AI is reshaping marketing, sales, and customer service and where most companies are still getting it wrongWhat the rise of B2B e commerce and next day delivery expectations means for margins, operations, and customer experienceWhy “higher value work” is becoming a core job requirement and not just a leadership sloganHow automation, robotics, and reshoring are influencing long term workforce and supply chain decisionsEpisode Highlights:04:10 – Key takeaways from the NAW Executive Summit and why executive intuition still matters11:45 – Tariffs, trade policy, and why most distributors now assume they are here to stay22:30 – Interest rates, economic signals, and what the Fed’s direction means for wholesale demand34:05 – How tariffs are quietly reshaping pricing behavior and product selection across distribution45:40 – The Amazon effect, next day delivery expectations, and whether instant gratification is sustainable58:20 – AI in marketing and sales and why more tools do not always equal more productivity01:08:55 – Higher value work, skill development, and what AI first thinking really looks like in distribution01:20:10 – Leadership, teams, and what high performance organizations can learn from endurance racingTools, Frameworks, or Strategies Mentioned:AI first workflows in sales, marketing, and customer serviceHigher value work and skill developer mindsetAgent assisted commerce and automation in B2B buyingRobotics and reshoring as responses to labor and cost pressureCustomer intelligence platforms and integrated CRM strategyClosing Insight:The future of wholesale distribution is not about reacting faster. It is about thinking differently. Leaders who combine industry expertise with AI capability and disciplined execution will be the ones who create durable advantage in a volatile market.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.Follow us on Facebook, Twitter, Instagram, or TikTok.