Around the Horn in Wholesale Distribution Podcast
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. Debuting in February 2023, the ATHIWD podcast springboards from Kevin & Tom's popular LinkedIn and Facebook Live shows, bringing their industry insights to a wider audience.
Whether it's M&A, SaaS and cloud computing, B2B e-Commerce or supply chain issues, we peel back the onion into the topics that impact your business most.
Around the Horn in Wholesale Distribution Podcast
Mike Hockett on Planning Through Uncertainty and Forecasting The Future of Distribution
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What happens to wholesale distribution when tariffs rise, interest rates stay high, and customers expect more with less friction?
In this episode of Around the Horn in Wholesale Distribution from LeadSmart Channel Cloud, Kevin Brown and Tom Burton sit down with Modern Distribution Management editor and market analyst Mike Hockett to unpack the data behind the headlines and what it means for revenue leaders in distribution.
You will hear a practical, numbers-driven outlook for 2025 that connects GDP forecasts, Fed policy, and tariff risk with real impacts on margins, inventory, and channel relationships. The conversation stays grounded in what wholesalers, manufacturers, and reps can control, and how to use planning, consultative commerce, and better pipeline visibility to future-proof distribution businesses through uncertainty.
What You Will Learn:
- Why November’s softer numbers do not necessarily signal a collapse, and how MDM thinks about “soft landing” versus “stall.”
- How tariffs, elections, and Fed policy are likely to affect pricing power, imports, and inventory strategy for wholesale distribution teams.
- Where distributors are still leaving money on the table because of weak forecasting, poor CRM adoption, and limited collaboration with suppliers and reps.
- How to connect market forecasts to practical decisions about hiring, territory coverage, and hybrid selling models.
Episode Highlights:
- 00:00 – Why this conversation matters now
08:15 – Inside MDM’s latest distribution data
18:40 – Are we heading toward a soft landing or a stall?
30:10 – Tariffs, trade policy, and pricing pressure
42:35 – Forecasting failures inside distribution organizations
55:20 – Hybrid selling and channel conflict
1:07:45 – Technology, CRM adoption, and operational readiness
1:21:30 – M&A, succession planning, and consolidation signals
1:33:10 – Practical priorities for the next 12 months
Meet the Guest:
Mike Hockett is an editor and market analyst with Modern Distribution Management (MDM) and the National Association of Wholesaler-Distributors. He spends his time inside the data and conversations that shape the future of wholesale distribution, from sector forecasts and benchmarking to technology, talent, and channel strategy.
Tools, Frameworks, or Strategies Mentioned:
- MDM’s annual distribution forecast and benchmark reporting.
- Practical approaches to collaborative planning and forecasting between manufacturers, reps, and distributors.
- CRM and pipeline practices that give revenue leaders in distribution a clearer “ground truth” for planning.
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