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Scott Benfield

Scott Benfield is a consultant to durable goods distributors and manufacturers. He has more than 25 years of experience with Fortune-rated industrial companies and nationally ranked distributors. He is the author of five books for distributors, numerous research projects and professional articles. His firm, Benfield Consulting (www.benfieldconsulting.com), is located in a suburb of Chicago and he can be reached at (630) 428-9311 or bnfldgp@aol.com.

ARTICLES

New strains of channel conflict

March 25, 2014

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

February 20, 2014

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.
December 29, 2013

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.
December 22, 2013

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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The downside of rebates

Is your company relying too much on this form of supply-chain compensation?
November 26, 2013

Three years ago, we presented a proposal for distributor research on the trends and usage of vendor rebates. The proposal was received with enthusiasm and the ensuing presentation demonstrated sincere and substantial interest from the distributor panel. However, the proposal didn’t make the final cut as the legal issues were too sensitive.


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Big Pharma sales reps and the portent for PHCP distributors

September 18, 2013

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?

September 1, 2013
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

February 28, 2013
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

January 31, 2013
In a recent presentation to a group of PHCP distributors, I covered the subject of AmazonSupply.
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Don't get burned

August 1, 2012
Wholesalers who dismiss outside research and new models of commerce may be playing with fire.
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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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