There's no denying it: changes are afoot, with even more ahead. And with change there often comes uncertainty, and with uncertainty, businesses start to worry.

But worry not!

In this insightful episode of Around The Horn in Wholesale Distribution, the team breaks down the latest economic indicators and what they mean for wholesale distribution, manufacturing, and supply chain management. We take a deep dive into the ongoing uncertainty surrounding interest rates, tariffs, and inflation, and provide valuable perspectives on how these factors should impact your decision-making.

With economic volatility affecting everything from supply chain resilience to pricing strategies, staying informed is more critical than ever. This episode offers practical insights into how businesses can adapt to fluctuating interest rates, trade complexities, and evolving market demands. The discussion also explores the role of AI in shaping sales strategies and highlights emerging trends in e-commerce and omni-channel distribution.

Key Topics & Timestamps:

⏳ [00:00] - Introduction & Market Overview

• Economic uncertainty: A deep dive into the latest shifts in inflation, interest rates, and the bond market.
• Why mortgage rates are behaving unexpectedly despite no recent rate cuts.

⏳ [10:30] - The Federal Reserve & Interest Rate Speculation

• The debate: Will we see another interest rate cut before September?
• How businesses should plan amid ongoing financial unpredictability.

⏳ [22:45] - Tariffs, Trade Wars, & Supply Chain Resilience

• The impact of rising tariffs on distributors and manufacturers.
• How businesses are adjusting their strategies in response to trade complexities.

⏳ [36:15] - AI’s Role in Distribution & Sales Enablement

• Why AI holds more potential for distributors than retailers.
• The growing importance of AI-powered opportunity identification and sales strategy optimization.

⏳ [48:20] - Omni-Channel Distribution & The Return of Face-to-Face Sales

• Surprising new data: Why in-person sales interactions are making a comeback in B2B.
• The importance of meeting buyers where they are—digitally and in-person.

⏳ [55:10] - Leadership, Trust, & HR Trends for 2025

• Why HR leaders need a seat at the table during strategic business decisions.
• The evolving role of compensation, benefits, and transparency in employee retention.

⏳ [1:05:40] - Final Thoughts & What’s Next

• Key takeaways from this week’s episode.
• Upcoming topics and special guests in future episodes.

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Tariffs: here one day, gone the next. How do you plan for that?

In this week's episode, we take a deep dive into the major industry trends (and political decisions) impacting wholesale distribution and manufacturing. We examine the latest updates on tariffs, supply chain resilience, and economic shifts, providing insights that can help distributors and manufacturers navigate an uncertain landscape.

And as always, we look at how AI is reshaping B2B sales and marketing at a break-neck pace.

Key Topics & Timestamps

⏳ [00:00] Introduction & Industry Updates

• Kicking off with a lighthearted conversation before diving into tariffs, supply chains, and market shifts.

⏳ [08:30] Tariffs & Global Trade Tensions

• China’s trade policies and the latest tariff updates affecting distributors and manufacturers.
• The “de minimis” loophole—how small package shipments bypass tariffs and why that’s a concern for policymakers.
• The geopolitical chess game between China, Canada, and Mexico, and how it’s impacting North American trade.

⏳ [21:50] Supply Chain Resilience & The Shift Away from China

• Why leading distributors are diversifying their supply chains, optimizing inventory management and shifting sourcing to Mexico and other regions.
• Insights from a top distributor: how strategic planning can offset tariff impacts.

⏳ [35:10] The Impact of Natural Disasters on Supply Chains

• California wildfires and the effect on construction materials and rebuilding efforts.
• Potential shortages in drywall, plumbing, and roofing supplies due to increased demand.

⏳ [48:30] Mergers & Acquisitions in Wholesale Distribution

• ORS NASCO’s acquisition of R3 and what it means for the industry.
• The challenges of growth through acquisition vs. organic growth strategies.

⏳ [1:02:40] The Role of AI in Distribution & B2B Marketing

• The rise of predictive personalization and hyper-individualized marketing in B2B sales.
• How AI is helping distributors use ERP data to personalize sales efforts and drive growth.
• Grainger’s investment in AI-driven e-commerce and what it means for mid-sized distributors.

⏳ [1:16:10] DeepSeek AI & Cybersecurity Risks

• Why major companies are blocking DeepSeek AI due to security concerns.
• How businesses should approach AI adoption while protecting sensitive data.

⏳ [1:32:00] Final Thoughts & Looking Ahead

• The importance of digital transformation for wholesale distributors.
• How companies can stay competitive by embracing AI and data-driven strategies.
• What’s coming in next week’s episode, including major insights from thought leaders in electrical and HVAC distribution.

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What's the biggest challenge facing wholesle distributors, and is AI really part of the solution?

We decided to ask Steven Levy, Vice President of Enterprise Architecture at Infor.

From supply chain shifts and nearshoring trends to the evolving role of AI in business operations, this conversation dives deep into the challenges and opportunities facing distributors today. Levy shares his expert insights on technology's role in modernizing operations, the economic factors shaping distribution, and how companies can future-proof their businesses in an unpredictable market.

Key Topics & Timestamps:

⏳ [00:00] Introduction & Setting the Stage

• The importance of engaging conversations on supply chain, technology, AI, and leadership.

⏳ [04:25] Meet Steven Levy: The Distribution Architect

• Steven’s journey from ERP strategy to digital transformation in wholesale distribution.
• How his role at Infor is shaping the future of enterprise technology for distributors.

⏳ [12:10] The State of the Economy & Interest Rates

• Analysis of the Federal Reserve’s latest decisions and how they impact distributors and manufacturers.
• Inflation concerns and the reality of rising costs in the supply chain.

⏳ [24:45] Supply Chain Disruptions & Nearshoring Trends

• Why Mexico, Guatemala, and the Dominican Republic are becoming key nearshoring hubs.
• The impact of tariffs on distributors and their pricing strategies.

⏳ [36:30] AI & Automation in Wholesale Distribution

• How AI-driven agents are transforming customer service, order entry, and predictive analytics.
• The importance of using multi-modal AI tools for efficiency and decision-making.

⏳ [49:50] Cybersecurity & AI: The New Battleground

• The DeepSeek AI controversy and its impact on data privacy and economic security.
• Why distributors need guardrails on AI adoption to protect business-critical data.

⏳ [1:02:20] The Future of Wholesale Distribution & Leadership

• Why agility, digital transformation, and industry collaboration are more important than ever.
• The role of associations like NAW and ISA in advocating for distributors.

Key Takeaways for Listeners:

✅ Supply chain diversification is essential – explore nearshoring to navigate geopolitical risks.
✅ AI and automation will redefine operations – start integrating AI-driven processes today.
✅ Cybersecurity threats are real – protect your company’s data and digital assets proactively.
✅ Economic shifts demand adaptation – distributors must embrace change and strategic planning.

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In this episode of Around The Horn in Wholesale Distribution, hosts Kevin Brown and Tom Burton dive into a dynamic discussion on the latest developments in the wholesale distribution sector, with a particular focus on evolving technology, economic trends, and industry-specific challenges such as:

• The latest economic forecasts and their potential impacts on wholesale distribution.
• Home Depot’s partnership with DoorDash and Uber Eats and what it signals for B2B delivery models.
• The future of AI and its transformative potential for the industry, including OpenAI’s groundbreaking “Operator” platform.
• Real-life applications of AI agents and how businesses can adapt to this emerging technology.

With a mix of thought-provoking analysis and real-world applications, this episode provides invaluable perspectives for staying ahead in wholesale distribution.

Key Topics and Timestamps

1. [00:00] - Opening and Introduction
   • Kevin and Tom recap last week's episode featuring the "Mount Rushmore of Wholesale Distribution."
   • Introduction to the economic themes and guest lineup for upcoming episodes.
2. [05:15] - Economic Trends and Wholesale Distribution
   • A discussion on the IMF’s updated growth projections and the interplay between inflation and distribution supply chains.
   • Key takeaway: Inflationary pressures may ease, but global dynamics demand strategic adjustments.
3. [16:30] - The Home Depot and Uber Eats Partnership
   • How Home Depot’s delivery experiments could shape last-mile solutions for contractors and small businesses.
   • Highlight: The branding challenges of traditional consumer platforms entering B2B spaces.
4. [27:45] - AI in Distribution: OpenAI’s “Operator”
   • Overview of OpenAI’s new platform for autonomous AI agents.
   • Applications for wholesale distribution and the potential to revolutionize mundane tasks.
   • Quote: “Eventually, 50% of our work will be done by agents.”
5. [40:10] - Harnessing AI Agents for Efficiency
   • Real-world examples of AI agents aiding in logistics, CRM, and marketing automation.
   • Key takeaway: AI agents are not about replacing people but enhancing focus on high-value tasks.
6. [50:25] - The Future of Wholesale Distribution
   • How distributors can prepare for emerging technologies and customer expectations.
   • Discussion on integrating digital tools and the importance of agility in the face of change.
7. [57:00] - Closing Thoughts
   • Call to action: Subscribe, share the newsletter, and leave a review.
   • A preview of next week’s episode featuring thought leader Steven Levy.

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For this milestone 125th episode of Around the Horn in Wholesale Distribution, we've brought together a powerhouse panel of industry legends to discuss the state of wholesale distribution. Featuring Dirk Beveridge, Ian Heller, and Mike Marks, the conversation is a dynamic mix of humor, insights, and actionable advice. Together, we examine the highlights and lowlights of 2024, explore key industry trends, and share predictions for the transformative opportunities of 2025.

The panel delves into the evolving role of AI, the enduring power of independent distributors, and the importance of human-centric leadership in the face of technological advancements. We also celebrate the spirit of the industry, emphasizing innovation, collaboration, and the growing pride within the distribution community.

With compelling anecdotes, bold predictions, and practical takeaways, this episode is a must-listen for anyone invested in the future of wholesale distribution.

Chapter Headings with Timestamps:

1. 00:00 - Introduction: Milestone Episode and Industry Icons
   Kevin and Tom introduce the show, the panelists, and the significance of this special episode.
2. 06:30 - Reflecting on 2024: Highlights and Lowlights
   Panelists discuss the state of the industry, including supply chain challenges and leadership opportunities.
3. 17:45 - The AI Revolution in Wholesale Distribution
   Insights into how AI is transforming operations, marketing, and customer service.
4. 26:10 - Independent Distributors: Thriving Amid Change
   A conversation about the enduring value of independent distributors and the role of relationships.
5. 34:50 - The Future of Human-Centric Leadership
   Dirk Beveridge shares the importance of focusing on employees and creating a people-first culture.
6. 45:00 - Proximity and Partnerships in the New Economy
   Exploring strategies for independent distributors to leverage proximity and collaboration to compete.
7. 53:20 - The Role of Narrative in Industry Transformation
   Dirk Beveridge highlights the power of storytelling to shape the perception and future of distribution.
8. 1:02:30 - Looking Ahead to 2025: Predictions and Opportunities
   Panelists share bold predictions for the next year, from physical AI to the rise of employee empowerment.
9. 1:14:00 - Closing Thoughts: Celebrating the Industry's Bright Future
   Final reflections on the resilience, innovation, and opportunities in wholesale distribution.

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What role do automation, global policy shifts, and evolving labor markets play in shaping the future of wholesale distribution?

In Episode 123, Around the Horn in Wholesale Distribution explores some of the most pressing issues affecting the wholesale and manufacturing sectors in the new year.

The New Year is off to a bang, as we're already seeing some big-ticket items affecting the world of wholesale distribution and manufacturing: the resolution of the East and Gulf Coast port labor disputes; the ripple effects of manufacturing slowdowns in China; and the implications of new tariffs introduced by Mexico.

In addition, we discuss emerging technologies like AI-powered robotics and smart tools that are revolutionizing efficiency in industrial applications.

We also reflect on the intersection of digital transformation, customer expectations, and branding strategies in modern wholesale distribution. So no matter how you look at it, automation, policy shifts and the labor market are playing a huge role in the coming year, so listen in and get informed!

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It's time for predictions for the New Year - and new resolutions for success! How will economic shifts, evolving supply chains, and emerging technologies shape wholesale distribution in 2025?

Episode 122 of Around The Horn in Wholesale Distribution dives into these critical topics and more, including the global impact of tariffs, nearshoring strategies, and manufacturing technology breakthroughs.

Hosts Kevin Brown and Tom Burton also discuss the pivotal role of automation, the implications of cybersecurity threats, and the transformative power of AI. 2025 will be one whopper of a year - who's ready for it?

Chapter Headings:

[0:00] New Year and Housekeeping Updates
Reflecting on 2024 and setting the stage for 2025.

[5:45] The U.S. Budget and Government Efficiency
Exploring the role of AI and business leaders in reshaping government spending.

[14:30] Tariffs and Supply Chain Shifts
The impact of increased tariffs on businesses and the scramble for alternative sourcing.

[21:10] Mexico’s New Tariff Strategy
Mexico’s economic positioning and its global implications.

[26:45] Port Automation and Labor Strikes
Challenges and potential resolutions in the automation debate for U.S. ports.

[34:15] Manufacturing Technology Wins of 2024
Innovations like 5G connectivity, robot dogs, and data-driven maintenance.

[41:00] E-commerce and Digital Transformation in Distribution
How manufacturers like Kimberly-Clark are balancing direct sales with distribution partnerships.

[48:20] The Role of AI in Distribution and Manufacturing
Predictions for 2025, including physical AI and global collaboration.

[55:00] Leadership Lessons: The Debate on One-on-One Meetings
Benefits and drawbacks of traditional management practices.

[1:02:30] Wrapping Up: Guests, Trends, and Future Episodes
Insights on upcoming guests and the vision for 2025.

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Are distributors and manufacturers ready to meet the challenges of economic uncertainty, AI-driven transformations, and evolving buyer expectations?

In episode 120, we're joined by guest Mark Brohan to explore the key trends shaping wholesale distribution and manufacturing as 2024 comes to a close. Will macroeconomic confusion be sparked by interest rate changes? What about the resurgence of onshoring and nearshoring, and the rise of B2B e-commerce marketplaces?

Mark Brohan provides valuable insights into how digital transformation and AI are reshaping the industry, with a particular focus on data-driven decision-making, warehouse automation, and personalized buyer experiences. Mark shares his expertise on the intersection of digital commerce and supply chain strategy, highlighting the importance of modernizing systems to meet the needs of digitally savvy buyers.

From the impact of geopolitical tensions on sourcing strategies to the ever-growing competition in the distribution sector, this episode asks that all-important question in a rapidly changing landscape: what's next?

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