Benfield's Blog

Throwing Away Money On Sales Compensation

By Scott Benfield
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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

By Scott Benfield
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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

By Scott Benfield
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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

By Scott Benfield
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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

By Scott Benfield
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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?

By Scott Benfield
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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

By Scott Benfield
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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

By Scott Benfield
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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

By Scott Benfield
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“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

By Scott Benfield
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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, 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.

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Supply House Times

July 2014

2014 July

In the July issue of Supply House Times, find out who has been appointed as Southern Wholesalers Association's new president. Milwaukee Valve showcases its operations to the Newport News Shipbuilding, Robertson Heating Supply hits a milestone as they celebrate their 80th year in business. Read about the 12th annual training day led by Security Supply, find out who has acquired several Kohler store locations. Also check out the latest products and news for the distribution industry.
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