Around the Horn in Wholesale Distribution is the weekly podcast sponsored by LeadSmart Technologies that takes a deep dive into the topics impacting manufacturers, wholesale distribution, independent sales agents, and the global wholesale supply chain. Hosted by Kevin Brown, a 30-year veteran of wholesale distribution, and Tom Burton, a recognized thought leader in SaaS platforms for distributors, each episode reveals a unique perspective and valuable information about wholesale distribution ...
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1
Has AI Hype Peaked? And Why Branding Is So Important in B2B
1:06:43
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As you may have noticed, the stock market took a nose dive last week, prompted in no small part to AI-driven tech stocks lowering revenue expectations. This has led many to wonder, is the AI Bubble about to burst? On this week's episode, we take a closer look at whether AI is the technological revolution it has been touted to be. Will it cure cance…
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The Effect of Amazon’s Reclassification and Lower Inflation on B2B eComm
1:10:50
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1:10:50
Last week, the Consumer Product Safety Commission determined that Amazon—normally considered an eCommerce company—is in fact a distributor, and therefore responsible for faulty items sold on its site and packed and shipped through its fulfillment service. Whoa! What will this mean for B2B eComm? Especially in light of the fact that B2B buyers are m…
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Our 100th Episode All-Star Celebration!
1:35:34
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It's a milestone years in the making: Around The Horn In Wholesale Distribution's 100th episode! And to celebrate, we're joined by seven VERY special guests - a veritable "Who's Who" of wholesale distribution: ✅ Ian Heller - Founder and Chief Strategy Officer, Distribution Strategy Group ✅ Dirk Beveridge - Founder, UnleashWD and We Supply America ✅…
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Innovations, Supply Chain, and Gen Z: The New Drivers of Wholesale Distribution
1:06:47
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1:06:47
According to logistics execs, the trucking industry is turning a corner after a prolonged freight recession that succeeded the Covid boom in transportation rate and services. Could it be that innovation is driving a new era in logistics and supply chain management? In this episode, we'll take a look at some of the innovations driving wholesale dist…
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Big Economic News and The Changing Face of B2B Marketing
1:13:42
1:13:42
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1:13:42
Inflation fell in June for the first time since 2020. Good news! Retail imports continue to rise despite supply chain challenges. Good news! Manufacturing technology orders grew in May. Good news! The Fed Chairman said, “reducing policy restraint too late or too little could unduly weaken economic activity and employment." Uh oh... This week's busy…
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The Distributor vs. Amazon eComm Dilemma.
1:12:06
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Is Amazon Business dominating the wholesale distribution landscape, or is it legitimately providing an indispensable supply chain management and eComm solution to B2B companies? In other words, are they a godsend to wholesalers, or are they the enemy? In this week's episode, Tom and Kevin take a close look at some of the news stories surrounding de…
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The New B2B Marketing: Prompt Engineering, AI, eCommerce & More.
1:09:45
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1:09:45
It's the new FOMO: Fear of Marketing Overload. Ass new tech development promise to revolutionize the marketing landscape of B2B, how do you keep up with new platforms, new methodologies, and of course, new advancements in AI? In this week's episode, Tom and Kevin sort the truth from the hype to help wholesale distributors and manufacturers make sen…
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The Power of AI in Distribution and Marketing Strategies, With Guest Max Meister
1:23:07
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1:23:07
Best Practices. It's a term we hear all the time and use just as frequently. But as we constantly try to define and codify what those best practices are, one of the major questions is, "Am I getting the big picture here, or am I leaving something important out?" To ensure we're looking at best practices from a macro view, we brought in a guest from…
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Navigating the Marketing, Distribution, and Manufacturing Challenges of AI Integration
1:14:33
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1:14:33
Ready or not, AI is making a huge impact in wholesale distribution and manufacturing (and in our opinion, it's definitely better to be ready than not). In this week's episode, Kevin and Tom look at that basic challenges facing businesses that want to—or at least know they should—adopt AI. We start by discussing the most common issues businesses fac…
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Navigating Trends In Wholesale Distribution With Eric Hoplin of The NAW
1:06:12
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If you're looking for insights to the current state of wholesale distribution, there's perhaps no greater authority than Eric Hoplin, Chief Executive Officer at the National Association of Wholesaler-Distributors. In this episode, Eric sits down with us for a very special hour to provide his unique perspective on a variety of topics. From the impac…
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Building Strong B2B Brands in the Age of AI Marketing, With Guest Jonathan Bein
1:14:03
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1:14:03
The wholesale distribution landscape is changing fast, and in this week's episode, we've got the insight and information to help you make heads or tails of it. We're joined by Dr. Jonathan Bein, Managing Partner at Distribution Strategy Group and a seasoned entrepreneur who leverages his marketing, technical, and sales expertise to develop clear va…
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The Impact—And the Future—of AI in Wholesale Distribution and Manufacturing
1:08:41
1:08:41
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1:08:41
AI is changing the landscape of B2B eCommerce faster than we can imagine...and sometimes, faster than businesses can keep up with. In this episode, Kevin and Tom discuss the challenges—and improvements—AI can pose to the economy, supply chain, manufacturing, distribution, e-commerce, marketing, cybersecurity, and more. We start by taking a deep div…
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The Challenges of Thought Leadership in AI, Marketing & Manufacturing
1:08:49
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As AI advances on a seemingly daily basis, wholesale distributors have a new tool to establish thought leadership, create marketing innovations, and deepen partnerships with manufacturers. But how does this new tool work? And is it authentic? On this week's episode, Kevin and Tom take a closer look at the impact of B2B AI on content creation, and t…
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B2B Buyer Signals and AI: The Implications For B2B Organizations
1:14:05
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Do you know what a buying signal is? Could you read one if you saw one? And if you can recognize them, what do they tell you? If you're a little lost, you're not alone. Buying signals refer to the various behaviors, content consumption, and social interactions that indicate a potential buyer's interest and engagement with a product or service. In t…
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Navigating The Digital Landscape, From Content To ROI
1:12:59
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1:12:59
Let's face it: when it comes to the tech adoption curve, wholesale distributors and manufacturers can be a little behind (Are you? Hint: if you don't know what "adoption curve" means, you are). On this episode, we dive into the critical role that digital resources play in driving both growth and customer engagement. From providing valuable digital …
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Transforming B2B Commerce with AI and Data Strategy, With Guest Lin Chase
1:21:02
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AI may be the most recent technology game-changer for wholesale distribution and manufacturing, but it's by no means the only one. In this week's episode, we're joined by guest Lin Chase, Ph.D., a 35-year veteran of enterprise technology and artificial intelligence and University Administrator. Together, we discuss the evolving landscape of technol…
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Home Depot's Strategic Move: Acquiring SRS Distribution to Meet Buyers Where They Want to Buy (B2C meets B2B)
1:07:31
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A monster acquisition is reshaping wholesale distribution and manufacturing: Home Depot's acquisition of SRS distribution, a move that expands their reach to tradesmen and building materials across 47 states. What's the real magic behind this move? It emphasizes the importance of meeting buyers where they are and adapting to their preferences. In t…
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Leveraging Data and Creating Supply Chain Resilience, With Guest Scott Costa
1:11:51
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In this week's episode, Kevin and Tom are joined by Scott Costa, Publisher of the Electrical Distributor magazine (tED). Scott gives his unique insight to the importance of data-driven decisions in B2B marketing and the false allure of solely relying on intent data, emphasizing the need to focus on creating demand earlier in the process rather than…
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Balancing Economic Data With The Customer Experience In eCommerce
1:04:38
1:04:38
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These are tumultuous times in wholesale distribution: U.S. small business sentiment fell in February to the lowest level since May due to continued concerns around inflation. In addition, the consumer price index, a broad measure of goods and services costs, increased 0.4% for the month and 3.2% from a year ago. Combine this with strikes at East Co…
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Wholesale Inventory & Supply Chain: What It Means For Your Bottom Line
1:14:51
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According to Reuters, U.S. wholesale inventories fell more than initially thought in January of 2024, which could negatively impact economic growth estimates for the first quarter. Inventories dropped 0.3% instead of dipping 0.1% as estimated last month. At January's sales pace it would take wholesalers 1.36 months to clear shelves, up from 1.34 mo…
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Ethics In AI And The Importance Of Personalization In B2B Marketing, With Guest Mike Hockett
1:12:16
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In the competitive world of wholesale distribution, businesses are increasingly recognizing the transformative power of tailoring their marketing efforts to meet the unique needs of individual clients and stakeholders. It's no longer a "one size fits all" marketplace: personalizing your customer journey and customer experience is key to retaining b…
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B2B Marketplaces and AI Tools Coming Faster Than Expected
1:10:59
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In 2006, there were less than 80 B2B marketplaces in the world. Within the next two years, that number will top 1,000. At the same time, Generative AI is reshaping the job market, subtly influencing job postings rather than triggering widespread layoffs. The tools for wholesale distribution and wholesale manufacturing are increasing exponentially..…
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Global Trade Shifts And AI Deep Fakes: Managing Disruptions In 2024, With Guest Mike Franz
1:11:03
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For the first time in two decades, the U.S. has purchased more goods from Mexico than it has from China, providing further evidence for how much global trading patterns have shifted. Indeed, supply chain managers have seen an increasing need to adopt new technologies, including a growing initiative to increase nearshoring or onshoring efforts. Disr…
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The Supply Chain Snags While AI Rolls Along
1:02:50
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The fragility of the world’s supply chains has been underscored again by escalating tensions in the Red Sea and decisions by major shipping companies to bypass the Suez Canal in favor of a longer and safer route around Africa. But "longer" can mean two things: delays in delivery and more expense. What does this mean in the face of other economic fa…
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Great Economic News for Manufacturers & Distributors! But Where Do We Go From Here?
1:06:09
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U.S. business activity picked up in January and inflation appeared to abate, with a measure of prices charged by companies for their products falling to the lowest level in more than 3-1/2 years. Combined with a GDP report indicating growth at a whopping 3.3%, it appears the economy kicked off 2024 on a strong note. So what does that mean for whole…
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Shipping Challenges, M&A, And A Whole Lot More, With Guest Will Quinn
1:05:56
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The conflict in the Middle East has had repercussions throughout the wholesale distribution industry. According to Reuters, global trade declined by 1.3% from November to December 2023 as militant attacks on merchant vessels in the Red Sea led to a plunge in the volumes of cargo transported in that key region, while CNBC reports that Houthi attacks…
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Wholesale Industry Icons Review ‘23 and ‘24
1:38:43
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For a very special episode of Around The Horn, we've assembled a top-notch roundtable of experts in wholesale distribution and manufacturing: Dirk Beveridge, Founder of UnleashWD; Ian Heller of the Distribution Strategy Group; and Mike Marks, Founding Partner at Indian River Consulting Group. Together with Tom & Kevin, we go "Around The Horn" to di…
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Top Economic Insights For Wholesale Distributors in 2024
1:12:49
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Most prognosticators agree: the economic outlook seems pretty rosy as we head into 2024. Construction spending during November 2023 was estimated at a seasonally adjusted annual rate of 11.3% above November 2022, while revenues are expected to increase in 15 of 18 manufacturing industries and 16 of 18 services-sector industries. But do disruptions …
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New AI Advancements—And Cyber Threats—In Wholesale Distribution
1:03:36
1:03:36
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1:03:36
As 2023 wraps up, wholesale distribution finds itself in a period of unprecedented technological advancement...along with cyber threats to match. While Generative AI and other machine learning tools are being added to ERP at a rapid pace, bringing new levels of automation and efficiency to business processes across the enterprise, threats still con…
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The Impact Of Onshoring On Wholesale Distributors
1:00:33
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1:00:33
Providing product on time, on budget, and on spec is driving suppliers and retailers at every level to rethink their production and sourcing outside the United States. This onshoring has the potential to benefit not just wholesale distributors, but all kinds of small and mid-cap companies. On this week's podcast, we take a deeper dive into the new …
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Cybersecurity: Why It's Critical For Manufacturers and Wholesale Distributors
1:00:23
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1:00:23
Cyberattacks surged this year, with millions of companies falling victim to ransomeware attacks. Ransomeware "gangs" are getting even more sophisticated, targeting organizations with critical user data, such as government and healthcare facilities. How do you keep your all-important data safe, especially as you integrate more AI into your systems? …
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Unraveling The Complexities Of The Latest Economic Data With Guest Paul Kennedy
59:53
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Last week, the government upgraded its estimate for quarterly economic growth to a 5.2% annualized rate. But what really drove that growth? Meanwhile, Amazon quietly became the biggest parcel delivery business in the United States...but how? And what will happen to the economy downstream when the economic impact of the UAW strike hits manufacturers…
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Has Inflation Reached Its Peak? A Look At The B2B Wholesale Economy.
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57:17
With the UAW strikes getting resolved, hiring for the holiday season, falling mortgage interest rates, and a 10% rise in the stock market, are we seeing a real turnaround in the economy? If so, what will the impact be for wholesale distribution? This week, we take a closer look at the latest news on the late-year economy. We also look at AI advance…
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Big Changes In AI Regulations And Cyber Security
59:34
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All things AI took some twists and turns this week. After the Biden Administration announced plans to help regulate AI, some companies are left scrambling for answers on what it all means. Meanwhile, Amazon disclosed an ambitious effort to train Large Language Models in a manner that will allow them to compete with the biggest names in AI technolog…
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Rise Of The Robots! With Guest Mahesh Yegnaswami
1:07:53
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According to Reuters, small and medium-sized companies in Germany are turning to automation as the gradual exit from the workplace of Germany's post-war "baby boom" generation tightens the labor squeeze. Can we expect to see the same thing here in the U.S., and will further increases in automation create a new boon for wholesale distributors? This …
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Leveraging Data For B2B Sales With Guest Ron Paulson
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59:17
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Everyone talks about using data to help generate sales, but what does that really mean in a B2B environment when your data is spread out all across the supply chain? This week, Kevin and Tom feature guest Ron Paulson, a 30-year veteran of Granger and now the Founder of Paulson Advisory, to give an insider's view about the best way to find, mine, an…
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Optimizing Your B2B Marketing Funnel With Guest Dan Vanacore
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Do you assume that a prospective customer moves seamlessly from awareness to consideration to conversation in a pre-determined way? If so, you may be in for a shock. According to a new report, many B2B marketing experts agree the traditional marketing funnel is no longer fit for purpose. This week, we're joined by Dan Vanacore, Director of New Busi…
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How Real Is The Economic Recovery In Wholesale Distribution? With Guest Lindsay Young
1:04:24
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1:04:24
According to Reuters, U.S. manufacturing took a step further towards recovery in September as production picked up and employment rebounded, while prices paid for inputs by factories fell considerably. In fact, B2B buyers are placing more frequent orders online, according to Forrester Research. Is this post-COVID recovery real, and how will this po…
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The Secret Link Between The Economy, AI, and Data, With Guest Will Quinn
1:01:32
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Ever notice how news stories about the economy increasingly appear side-by-side with stories about AI? There's a link between these two very important elements, as well as with their big brother: data. On this week's episode, we're joined by Will Quinn, Director of Industry Solution & Strategy at Infor, to reveal this fascinating interconnection an…
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Production, AI, & Labor Strikes With Guest Mike Mortensen
55:15
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With the United Auto Workers strike in full swing at 3 facilities, production at U.S. factories barely rose in August as motor vehicle output dropped, and further activity could plunge in the months ahead. What does this mean for the near term and long term outlook for wholesale distribution? This week, Kevin and Tom are joined by Mike Mortensen, P…
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ISA Summer Series Recap With Guests Brandon Breen and Kristin Kraai-Keely
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Did you miss ISA Summer Sessions? Then we've got you covered! This week, Tom & Kevin are joined by Kristin Kraai-Keely and Brandon Breen, who organized these informative ISA sessions. We'll review the most important topics and key takeaways from these talks and get you up to date. And if you were able to attend, you won't want to miss these unique,…
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Getting The Most Out Of B2B Ecommerce Growth
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According to a recent Digital Commerce 360 survey, B2B eCommerce growth is continuing in the wholesale distribution sector...yet only 17% of those surveyed said they offered full end-to-end integration of commerce transactions. Is your company one of those, and are you missing out on this exciting growth trend? This week, Tom and Kevin dive into th…
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A Look At The Manufacturing Economy With Guest Bart Schwartz
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Manufacturing activity in the U.S. Mid-Atlantic region grew at its strongest pace since April 2022, as new orders surged amidst robust consumer demand. But at the same time, government data reveals that for the first six months of 2023, all distribution and manufacturing sales were flat at about $10.93 trillion. What's the deal here? To find out, w…
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The Effect Of Deflation On B2B, With Guest Ian Heller
1:04:12
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Understanding the relationship—and unintended consequences—of how economic factors intertwine is not an easy thing to wrap your head around. But this week, Tom & Kevin are joined by Ian Heller, founder of Distribution Strategy Group, to talk about how ongoing economic changes impact wholesale distribution. We also discuss the risks associated with …
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The Economy, The Metaverse, and AI In Distribution
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Is the metaverse just the next wave of video gaming, or the future of wholesale distribution? The industrial metaverse enables more resilient supply chains and localized manufacturing through the use of existing tools such as digital twins. In an interesting contrast, four in ten people expect AI to improve work quality and creativity, while three …
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Our One-Year Anniversary With Guest David Gordon
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Believe it or not, we've been producing Around The Horn in Wholesale Distribution for a year now! To celebrate, we're joined by David Gordon, President of Channel Marketing Group, to take a look at the state of wholesale distribution. Consumer confidence is up, unemployment is down, but fears of recession are still on the horizon. How does that mak…
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Data, Tech and Supply Chain: Are You Planning For What's Coming Next?
59:08
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Some distributors are choosing to go beyond the traditional e-commerce channel and venture into the B2B marketplace space, and they are seeing a massive ROI as a result. Are you prepared to make the same leap? This week, Kevin and Tom discuss how your data—and the way you manage it—is key to making successful eComm moves. Spoiler alert: if distribu…
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A Special Conversation With Dirk Beveridge
1:04:31
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This week, Kevin and Tom are proud to feature guest Dirk Beveridge, the visionary entrepreneur and the founder of UnleashWD, the premier design, strategy, and innovation firm in wholesale distribution. In an in-depth, hour-long conversation, Dirk discusses his takes on topics ranging from AI in manufacturing to online buyers and much more. It's a c…
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Exploring The Amazon B2B Strategy With Brian Beck
57:07
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57:07
There's no two ways around it: every wholesale distributor will eventually need a B2B Amazon strategy. This week, Tom & Kevin feature author, consultant, coach, and all-around B2B guru Brian Beck to Around The Horn to talk about what this all-important customer journey should look like. In addition, Brian shares his insights to supply chain logisti…
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Overcoming Supply Chain Challenges and AI Security Issues
52:47
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Data integrity, data security, and supply chain efficiency may be three of the most important issues facing wholesale distribution in the 21st century. And with the advent and proliferation of AI, security and integrity take on new challenges we could not have predicted even two years ago. In this episode, Kevin and Tom take a deep dive into how wh…
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