Benfield's Blog

Breaking and Reforming the Value Chain for a Better Value Proposition

By Scott Benfield
6 Comments
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

By Scott Benfield
No Comments
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!”

By Scott Benfield
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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

By Scott Benfield
2 Comments
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?

By Scott Benfield
2 Comments
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

By Scott Benfield
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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

By Scott Benfield
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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?

By Scott Benfield
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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

By Scott Benfield
2 Comments
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

By Scott Benfield
No Comments
What’s the best course of action in growing the wholesale firm?
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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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