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Benfield's Blog

Breaking and Reforming the Value Chain for a Better Value Proposition

July 1, 2009
Seven years ago, I made a presentation to a well known distribution research board1 on two related subjects called Transactional Distribution and Quantifying and Adjusting Service Value. The presentation followed
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Want to Sell More? Take the Cost Out and Reduce the Price

June 1, 2009
In my early career, I spent a good many years in field sales and sales activities in the plumbing and HVAC industries. Maybe I was more lucky than smart but,
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“Don't confuse me with the facts; my mind is made up!”

May 1, 2009
Some days I believe I have been in Distribution for too long. I have seen way too many things including stuff that doesn’t work, never really worked all that well,
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From Good to Great as a Distributor

April 10, 2009
It’s been popular in recent press and, contrary to the hard times, to inject positivism by saying “there’s no better time to be in distribution.” I would, for the most
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Is it Time to Restructure Your Solicitation Effort?

March 3, 2009
Most distributors are, unfortunately, realizing what we have been saying since December and that is the current economic downturn is severe and protracted. Coming out of this environment to an
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Survive Or Thrive In The New Environment

February 4, 2009
The recent and severe Recession will likely rival anything we have seen since the Great Depression. The downturns of ’73-’74 and ’81-’82 are similar in impact but their causes were
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Opportunity in the New Year:<br>The Pending Collapse of Private Equity and the Effect on B2B Distribution

January 5, 2009
In the most recent five years, the headlines for distribution markets were chock full of news regarding Private Equity Funds and their consolidation of old-line distribution companies. There was seemingly
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Where is the Leadership in New Knowledge?

December 1, 2008
Given the collapse of the Great Bubble Economy and the outrageous imprudence or outright fraud at all levels of financial and business management, my hope is that Americans and American
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Driving Lower Profits by Compensating on Margin Dollars

October 20, 2008
In the quest to increase profits, distributors have assumed for several decades that rewarding all or part of sales compensation on margin dollars equates to higher pretax income.
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Changing The Family Business Or Taking Advantage Of It

August 18, 2008
What’s the best course of action in growing the wholesale firm?
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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.

THE MAGAZINE

Supply House Times

April 2014

2014 April

In the April issue of Supply House Times, there is much focus on young professionals in the distribution industry. Find out who is being recognized as this year's Young Executives for the American Supply Association and read who will be taking over Aaron & Co. when it's current owners retire. Read about Central Plumbing Specialties' recent expansion, catch up on the latest news from the distribution industry as well as the latest products!
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