Why 90% of Distributors Say Their Business Model May Be Broken—and What Comes Next

Are U.S. tariffs helping or hurting your business model? In this episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton unravel the legal, economic, and operational chaos triggered by shifting U.S. tariffs, AI adoption, and distribution tech disruptions. From trade court rulings to Mexico’s manufacturing boom, they explore what every distributor, manufacturer, and channel leader needs to know to navigate today’s volatility with foresight and resilience. Whether you’re reevaluating your CRM, mitigating supply chain risk, or decoding the implications of nearshoring, this episode delivers actionable insights rooted in the realities of B2B commerce and channel management.  What You’ll Learn: Why the future of U.S. tariffs may depend on Supreme Court decisions—and how that affects distributorsThe “First Sale Rule” loophole and why it’s both a cost-saver and a documentation headacheWhy 9 in 10 distribution leaders say their current business model is unsustainableThe rise of Mexico as a nearshoring powerhouse—and what it means for supply chain strategyHow AI and robotics are already reshaping workplace safety, marketing, and talent acquisitionTools, Frameworks, or Strategies Mentioned: ChannelCloud – LeadSmart Technologies’ AI-powered CRM for manufacturers and distributorsFirst Sale Rule – A legal trade regulation impacting tariff calculationPlatformization – The strategic move away from fragmented tools toward integrated platformsClosing Insight: “Platformization is the backbone of digital transformation.” – Tom BurtonTo stay ahead in wholesale distribution, leaders must do more than react—they must rethink. Subscribe now for your weekly dose of pragmatic, AI-aligned insights built for the evolving B2B landscape.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.