Benfield's Blog

New strains of channel conflict

These five areas of channel conflict stem from changes that, largely, began in the 1990s and just as partnership efforts were reaching their peak.


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New Products and Value Streams

Value is a much revered concept that is touted by executives but seldom measured. 


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The downside of rebates

Three years ago, we presented a proposal for distributor research on the trends and usage of vendor rebates.

Three years ago, we presented a proposal for distributor research on the trends and usage of vendor rebates.  


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Are your e-commerce efforts profitable?

The fact that these companies invested millions in their e-commerce efforts and had no clear answer was more than disappointing.

The fact that these companies invested millions in their e-commerce efforts and had no clear answer was more than disappointing.


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Big Pharma sales reps and the portent for PHCP distributors

Today, like the Big Pharma rep, many distributor sellers are being turned away from customers who would rather buy online, sans their services, at a lower cost.


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Will the local branch be local for much longer?

In the preceding year, this blog has explored the growing trend of cost coming out of the wholesale channel at a rapid pace.
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Benfield's Blog

Growth in the post-recession economy

Year end is a time of reflection. For 2012, I’ve attempted to both inform and warn distributors about significant changes in B2B customer buying habits including use of e-commerce, use of handheld devices and growing acceptance of nontraditional distributors in the PHCP space.
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Benfield's Blog

The seventy percent solution

In a recent presentation to a group of PHCP distributors, I covered the subject of AmazonSupply.
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Don't get burned

Wholesalers who dismiss outside research and new models of commerce may be playing with fire.
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Help wanted: Part-time outside sales apply within

In a recent conversation with a sizable PHCP distributor, the CEO of the organization disclosed that he was moving his outside sales force to dual roles.
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BNP Media's Plumbing Group Visits Grundfos North American Headquarters

BNP Media’s Plumbing Group, comprised of the Plumbing & Mechanical, Supply House Times, PM Engineer (pme) and Reeves Journal brands, recently visited Grundfos’ new North American headquarters building in the western Chicago suburb of Downers Grove, Ill.

8/26/14 1:00 pm EST

Free Webinar: Low Temperature Heat Emitter Options in Hydronic Systems

With proper design, you can create systems that require supply water temperatures no higher than 120° F under design load conditions.

Supply House Times

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2014 October

Our October 2014 issue features a look at the 2014 Supply House of the Year: Ferguson Enterprises.

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NAECA 2015 Water Heater Regulations

Is your company ready for the NAECA 2015 Water Heater Regulations?
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The information SUPPLY HOUSE TIMES uses to rank the Premier 125 is the most accurate we can gather. It is primarily based on responses to a questionnaire we send to the wholesalers in our database, supplemented with information obtained from industry reports and estimates.