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Benfield's Blog

Throwing Away Money On Sales Compensation

September 9, 2010
For most of its 100-year+ history, distributors have driven the profit in their firms by metrics and comparisons from the income statement.
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Professionals, Control-Freaks and Carrier Pilots

July 20, 2010
There are two basic types of employees inside most firms: internal and external.
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Right Structuring vs. Right Sizing: Growing Profits for the Coming Decade

June 28, 2010
It should be plain by now that the downturn that started two years ago is far more than a typical recession.
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Practical Solutions to Negative Profits in the Era of Cost to Serve

May 14, 2010
In his recent book, Profit Myths in Wholesale Distribution, Al Bates lauds gross margin dollars as one of the most important numbers and concepts in running a profitable wholesale company.
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Staffing the Large Family-Owned Firm with Non-Family Talent

April 14, 2010
Many years ago, I worked in a sizable family-owned distributorship. My goal was to gain experience in helping the company go to market using modern principles of sales and marketing.
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What Do The Definitions of Wholesaler and Manufacturer Really Mean?

February 8, 2010
The definitions of Wholesaler and Manufacturer have, in the minds of most industry veterans, distinct meaning. Manufacturers turn raw material into products and wholesalers take title to the products while
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Creating and Capturing Value: The Need for Strategic Marketing in Wholesale Distribution

November 6, 2009
In a recent presentation to a Top 20 PHCP wholesaler on pricing, I was asked by the reigning CEO, the second generation patriarch, about my background. Consulting fees are expensive
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Making the Elephant Dance: Resurrecting Wolseley Plc with lessons from IBM

October 1, 2009
In July of 2008, I penned a blog entry1 on the pending changes in Wolseley Plc and if they signaled a change in the existing model of distribution. The entry
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Don't Let Ego Get in the Way of Making Money

September 1, 2009
“The worst thing you can do, if you are not succeeding, is to pretend that you are and not change,” advises Scott Benfield in his latest blog.
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Golf Lessons for Wholesalers

August 1, 2009
I watched the British Open recently and was witness to one of those rare instances in Golf Majors when Tiger Woods wasn’t leading the tournament. In fact, Mr. Woods didn’t
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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.

5/7/13 2:00 pm CST

How To Use Your Strengths To Fight The Threat Of Amazon Supply

AVAILABLE ON DEMAND A new 8,000 lb. gorilla, Amazon Supply, has taken aim at many of the customers of PHCP supply houses. Supply House Times columnist Dick Friedman, an authority on business planning and the strategic use of inventory, warehouses and technology will present strategies and tactics for you to compete with Amazon Supply.


Supply House Times

March 2014

2014 March

In the March issue of Supply House Times, read about the ASA-sanctioned group Women in Industry and their goals to help promote, gain and retain women in the distribution industry. Make sure you read about the Winter PVF Roundtable and their attendance record, and read about the top products of 2013. Also read up on the latest news from the ASA, and see what will be changing at Design & Construction Week.

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