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
Redefining Price Optimization and Inventory Management, with Nelson Valderrama of Intuilize
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Is volatility the new normal for wholesale distribution and manufacturing?
In this episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton are joined by Nelson Valderrama, founder of Intuilize, to break down inflation uncertainty, supply chain disruption, AI adoption strategy, and a major HVAC acquisition that could reshape the industry. This conversation explores how distributors and manufacturers can protect margin, manage working capital, and lean into organic growth during economic volatility and accelerating digital transformation.
What You’ll Learn:
- Why the gap between 2.7% and 4.2% inflation forecasts matters for distributor budgeting
- How pricing discipline and inventory optimization protect gross margin
- What SRS Distribution’s acquisition of Mingledorff’s signals for HVAC consolidation
- Why AI ROI confusion is slowing enterprise adoption
- How Jeff Bezos’ $100B manufacturing strategy could reshape supply chains
- What labor compression and immigration shifts mean for workforce planning
Episode Highlights:
- 03:15 – The Fed vs OECD inflation forecast clash and what it means for pricing strategy
- 12:40 – Budgeting for 2027 in an environment of economic volatility
- 19:45 – Fuel surcharges, freight costs, and downstream supply chain risk
- 26:10 – “Volatility is our new reality” and what leaders must control
- 33:20 – SRS acquires Mingledorff’s: Is Home Depot operating like private equity?
- 51:30 – Jeff Bezos’ AI manufacturing fund and vertical integration strategy
- 01:17:00 – The risk of fragmented AI regulation across states
- 01:30:30 – Labor shortages, immigration slowdown, and operational impact
Meet the Guest:
Nelson Valderrama is the founder of Intuilize, a profit improvement platform focused on pricing optimization and inventory management for wholesale distributors. With 30 years in distribution and private equity experience, Nelson helps distributors unlock margin expansion, improve working capital performance, and build data-driven decision frameworks.
Tools, Frameworks, and Strategic Themes Mentioned:
- Pricing discipline as a competitive advantage
- Working capital optimization
- Inventory right-sizing strategies
- Organic growth versus leveraged expansion
- AI implementation guardrails and ROI alignment
- Vertical integration and purchasing power leverage
- Data-driven supply chain forecasting
Closing Insight:
The distributors and manufacturers who thrive in this environment will not be the ones who predict perfectly.
They will be the ones who execute with discipline, control what they can control, and adapt faster than competitors.
Volatility is here. The question is whether you are positioned to capitalize on it.
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