Benfield's Blog - Supply House Times

Recent blog posts have challenged the full-service model of distribution and the tendency of wholesalers to trot out a business model that is too costly and in jeopardy.

by Scott Benfield | December 8, 2011 | Comments (0)

Disintermediation Followed By a Side Order Of Cannibalization

A new way of business best served cold.

by Scott Benfield | October 12, 2011 | Comments (0)

There Are No Bookstores In Nashville: Why Wholesalers Should Worry

In a recent phone conversation with a friend and colleague, I was told there were no bookstores in Nashville, Tenn.

by Scott Benfield | August 15, 2011 | Comments (0)

Compensate This

In this third year of my blog for Supply House Times, it is time for my annual rant against some nonsensical or non-value added practice in distribution.

by Scott Benfield | July 5, 2011 | Comments (0)

Herding Cats for Profit

A friend, and now retired client once told me that after his 40 years in contractor-based distribution, he noticed most distributors herd cats when it comes to profitability.

by Scott Benfield | May 10, 2011 | Comments (0)

The Power of Transaction Thinking

Taking Rocky’s lead, I am inventing a field of business philosophy called “Transaction Thinking.”

by Scott Benfield | February 15, 2011 | Comments (0)

The Decline Of The Branch Manager

Coming out of 2010, the second decade of the New Millennium looks poised for growth, albeit at a tepid rate.

by Scott Benfield | January 12, 2011 | Comments (0)

The Key to Long-Run Productivity: Transaction Profiling and the Outside Sales Force

Way back in 2004, long before the over-hype of the real estate market reached the famed fevered pitch, we conducted a review of productivity in distribution markets.

by Scott Benfield | November 1, 2010 | Comments (0)

Throwing Away Money On Sales Compensation

For most of its 100-year+ history, distributors have driven the profit in their firms by metrics and comparisons from the income statement.

by Scott Benfield | September 9, 2010 | Comments (0)

Professionals, Control-Freaks and Carrier Pilots

There are two basic types of employees inside most firms: internal and external.

by Scott Benfield | July 20, 2010 | Comments (1)

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