Articles by Scott Benfield

Help wanted: Part-time outside sales apply within

By Scott Benfield
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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?

By Scott Benfield
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Georgia Tech Accounting Lab study reveals eye-opening facts.
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The path to value in PHCP distribution

By Scott Benfield
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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

By Scott Benfield
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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

By Scott Benfield
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A new way of business best served cold.
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There Are No Bookstores In Nashville: Why Wholesalers Should Worry

By Scott Benfield
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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

By Scott Benfield
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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

By Scott Benfield
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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

By Scott Benfield
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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

By Scott Benfield
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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.

8/26/14 1:00 pm EST

Free Webinar: Low Temperature Heat Emitter Options in Hydronic Systems

With proper design, you can create systems that require supply water temperatures no higher than 120° F under design load conditions.

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