What happens when a fourth-generation industrial distributor embraces digital transformation?

In this episode, Kevin Brown and Tom Burton are joined by Max Meister of Ludwig Meister GmbH to explore what it really takes to modernize sales, systems, and mindsets in a legacy-driven industry.

From CRM reimagination to cultural adoption strategies, this episode is a masterclass in building a future-ready distribution business without losing your human edge.

What You’ll Learn

• Why CRM adoption strategies often fail—and how to fix them
• How to turn your CRM into an AI sales co-pilot that delivers real value
• What European distributors can teach U.S. businesses about sustainable innovation
• How to balance sales automation with human connection
• The role of CRM-ERP integration in uncovering hidden revenue opportunities

Episode Highlights

• 04:10 – Why European distributors struggle to embrace digital transformation
• 09:25 – Max Meister on building cultural readiness for CRM adoption
• 14:45 – How Ludwig Meister approached CRM-ERP integration for real sales insights
• 21:30 – Why most CRM platforms fail frontline reps—and how to fix it
• 28:05 – Moving from sales reporting to revenue intelligence with smart systems
• 34:50 – Using AI as a true co-pilot: automating insight, not just workflow
• 41:15 – The role of trust and emotion in tech adoption across generations
• 48:00 – Balancing tradition with innovation in long-standing businesses
• 56:30 – Sustainable innovation: What U.S. distributors can learn from the EU model
• 1:03:15 – Real-world tactics for increasing CRM adoption and frontline usage
• 1:11:40 – Future-proofing sales teams through digital confidence, not pressure
• 1:21:00 – Final insights: Why your CRM should feel like your smartest teammate

Meet the Guest

Max Meister is the Managing Director of Ludwig Meister GmbH, a century-old German distribution company that has become a model for smart digital transformation in the industrial sector.

Tools, Frameworks, or Strategies Mentioned

• CRM Reimagined – CRM as a real-time assistant, not a reporting tool
• Sales Co-Pilot Model – Using AI for next-best-action guidance
• Data-Driven Adoption Framework – Cultural change meets system value

Closing Insight

Adoption isn’t about compliance—it’s about confidence. If you want to future-proof your sales team, start by making your systems indispensable.

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Are U.S. tariffs helping or hurting your business model?

In this episode of Around the Horn in Wholesale Distribution, Kevin Brown and Tom Burton unravel the legal, economic, and operational chaos triggered by shifting U.S. tariffs, AI adoption, and distribution tech disruptions. From trade court rulings to Mexico’s manufacturing boom, they explore what every distributor, manufacturer, and channel leader needs to know to navigate today’s volatility with foresight and resilience.

Whether you’re reevaluating your CRM, mitigating supply chain risk, or decoding the implications of nearshoring, this episode delivers actionable insights rooted in the realities of B2B commerce and channel management.

What You’ll Learn:

• Why the future of U.S. tariffs may depend on Supreme Court decisions—and how that affects distributors
• The “First Sale Rule” loophole and why it’s both a cost-saver and a documentation headache
• Why 9 in 10 distribution leaders say their current business model is unsustainable
• The rise of Mexico as a nearshoring powerhouse—and what it means for supply chain strategy
• How AI and robotics are already reshaping workplace safety, marketing, and talent acquisition

Tools, Frameworks, or Strategies Mentioned:

• ChannelCloud – LeadSmart Technologies’ AI-powered CRM for manufacturers and distributors
• First Sale Rule – A legal trade regulation impacting tariff calculation
• Platformization – The strategic move away from fragmented tools toward integrated platforms

Closing Insight:

To stay ahead in wholesale distribution, leaders must do more than react—they must rethink. Subscribe now for your weekly dose of pragmatic, AI-aligned insights built for the evolving B2B landscape.

Leave a Review: Help us grow by sharing your thoughts on the show.

Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

Join the conversation each week on LinkedIn Live.

Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter.

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What happens when wholesale distribution meets a shifting global economy, AI-driven technology, and a full-court press on organic growth?

In this extended episode of Around the Horn in Wholesale Distribution, co-hosts Kevin Brown and Tom Burton are joined by industry leader Paul Kennedy, President & CEO of DSG and Chair of NAED. Together, they dive into the economic, geopolitical, and operational dynamics shaking up manufacturing and distribution in 2024.

💡 What You’ll Learn:

How tariffs, supply chain volatility, and global politics are reshaping pricing and demand planning

The inside story on DSG’s expansion and organic growth strategies across 10 states

How manufacturers and distributors are adapting to uncertain trade scenarios with scenario planning and automation

Why now is the time to “grow or go”—and how leading distributors are leveraging AI, tech, and data for strategic growth

Practical steps for aligning sales compensation, unlocking revenue leakage, and empowering teams with digital tools

#WholesaleDistribution #SupplyChain2024 #OrganicGrowth #TariffsAndTrade
#LeadSmartTech #B2BSalesEnablement

⏱️ Timestamps / Chapters (Run Time: 1:38:00):

00:00 – What’s impacting wholesale distribution in 2024?
06:42 – Weekly tariff update: chaos, tweets, and supply chain disruptions
19:08 – DSG’s response: scenario planning, pricing overload, and manufacturer bottlenecks
31:17 – Is U.S. reshoring real—and how will it affect labor, equipment, and tariffs?
44:02 – Copper, aluminum, and precious metals: how commodity pressures are impacting cost
52:55 – Grow or Go? Why distributors must lean into expansion during volatility
1:08:40 – AI and sales enablement: how data and automation are fueling organic growth
1:22:30 – The future of AI hardware, humanoid robots, and the next wave of innovation
1:33:20 – Final takeaways on inflation, policy, and staying competitive in uncertain times

👤 Guest Bio:

Paul Kennedy is the President & CEO of DSG (Dakota Supply Group), a diversified distributor operating across electrical, plumbing, HVAC, and waterworks sectors. With 1,000 employee-owners and 62 locations, Paul also serves as Chair of the NAED (National Association of Electrical Distributors) and is on the board of Affiliated Distributors. His leadership bridges strategic foresight and hands-on execution in a rapidly evolving industry.

Connect with Paul Kennedy: https://www.linkedin.com/in/paulkennedy763/
Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/
Subscribe to the Around The Horn Newsletter: https://www.linkedin.com/newsletters/around-the-horn-newsletter-7184085807274553345/

Leave a Review: Help us grow by sharing your thoughts on the show.

Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/

Join the conversation each week on LinkedIn Live.

Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter.

You can also hear the podcast and other excellent content on our YouTube Channel.

Follow us on Facebook, Twitter, Instagram, or TikTok.