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
The 2026 Wholesale Distribution Roundtable: Six Experts on What Happened & What's Next
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What happens when some of the most influential thinkers in wholesale distribution get into one room and debate the future of the industry, the rise of AI, human centered leadership, and the coming wave of agentic systems?
In this powerful year end roundtable, the Around The Horn panel returns for its third annual state of the industry conversation, featuring Mike Marks, Ian Heller, Dirk Beveridge, Paul Kennedy, Tom Burton, and Kevin Brown.
What You Will Learn:
- Why AI is moving from experimentation to strategy and what this means for distributors in 2026
- How human centered leadership and people centric cultures are becoming competitive advantages
- Why the distributor divide is widening and how early adopters are achieving measurable gains
- How agentic systems, digital orchestration, and physical AI will reshape operations
- Leadership insights on trust, empowerment, anti fragility, and preparing teams for the next decade
Episode Highlights:
- 03:14 The panel opens year three of the annual roundtable and explains why 2025 was a turning point
- 17:22 Mike Marks breaks down what he is seeing in AI orchestration and contractor tech adoption
- 31:40 Ian Heller explains why proximity and fulfillment speed are becoming competitive battlegrounds
- 46:55 Dirk Beveridge challenges the industry to move from resilience to true anti fragility
- 58:14 Paul Kennedy shares how ESOP leadership shapes digital adoption and trust
- 01:12:09 The group debates agentic AI, workforce displacement, and the future of work
- 01:33:42 Final predictions for 2026 and what will separate the distributors who thrive from those who drift
Meet the Guests:
Mike Marks
Founding Partner at Indian River Consulting Group and one of the most respected strategists in modern distribution.
Ian Heller
Co Founder of Distribution Strategy Group, leading thinker on AI, data, and competitive disruption in the industry.
Dirk Beveridge
Founder of the Fully Alive Movement, champion of people centered leadership and the human side of distribution.
Paul Kennedy
President and CEO of DSG, ESOP leader, and current chair of the National Association of Electrical Distributors.
Tools, Frameworks, and Strategies Mentioned:
- AI Orchestration Models
- Agentic AI Systems
- Customer Intelligence Platforms
- Order Automation
- Anti Fragility Leadership Framework
- Digital Centers of Excellence
- ESOP Driven Workforce Models
Closing Insight:
“Thriving companies are built by thriving individuals. Not the other way around.”
This roundtable makes one message clear: AI may accelerate performance, but people will determine the future. How leaders shape culture, trust, empower teams, and integrate technology will define the next decade in distribution.
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