Articles by Scott Benfield

Big Pharma sales reps and the portent for PHCP distributors

April 29, 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?

March 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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Help wanted: Part-time outside sales apply within

June 25, 2012
In a recent conversation with a sizable PHCP distributor, the CEO of the organization disclosed that he was moving his outside sales force to dual roles.
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Quality research or mob action?

March 14, 2012
Georgia Tech Accounting Lab study reveals eye-opening facts.
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The path to value in PHCP distribution

February 14, 2012
The following blog is taken from an upcoming book released by Benfield Consulting titled, “Building Value: Driving Wholesaler Returns through Strategic and Tactical Investment.”
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Bundle-Crumble, Branchitis and the Inconvenience of Value Migration

December 8, 2011
Recent blog posts have challenged the full-service model of distribution and the tendency of wholesalers to trot out a business model that is too costly and in jeopardy.
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Disintermediation Followed By a Side Order Of Cannibalization

October 12, 2011
A new way of business best served cold.
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2013 Spring PVF Roundtable

The 2013 PVF Rountable was hosted at the JW Marriott in Houston.
3/13/13 2:00 pm EST

Prepared to Navigate the New Lead-Free Laws?

AVAILABLE ON DEMAND Sail through lead-free law compliance. When your contractors pipe a potable water system, some of those bronze valves you supply have an expiration date –January 4, 2014. Find out what US Senate Bill S.3874 is about, how it compares to previous standards, and most importantly — how it will affect your customers. Help your contractors save money and ensure compliance by defining where to install lead-free valves, and where it’s still okay to use standard products.

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