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Articles by Scott Benfield

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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There Are No Bookstores In Nashville: Why Wholesalers Should Worry

August 15, 2011
In a recent phone conversation with a friend and colleague, I was told there were no bookstores in Nashville, Tenn.
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Compensate This

July 5, 2011
In this third year of my blog for Supply House Times, it is time for my annual rant against some nonsensical or non-value added practice in distribution.  
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Herding Cats for Profit

May 10, 2011
A friend, and now retired client once told me that after his 40 years in contractor-based distribution, he noticed most distributors herd cats when it comes to profitability.
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The Power of Transaction Thinking

February 15, 2011
Taking Rocky’s lead, I am inventing a field of business philosophy called “Transaction Thinking.” 
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The Decline Of The Branch Manager

January 12, 2011
Coming out of 2010, the second decade of the New Millennium looks poised for growth, albeit at a tepid rate.
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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.


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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