Articles by Scott Benfield

The Power of Transaction Thinking

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

Coming out of 2010, the second decade of the New Millennium looks poised for growth, albeit at a tepid rate.
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The Key to Long-Run Productivity: Transaction Profiling and the Outside Sales Force

Way back in 2004, long before the over-hype of the real estate market reached the famed fevered pitch, we conducted a review of productivity in distribution markets.
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Throwing Away Money On Sales Compensation

For most of its 100-year+ history, distributors have driven the profit in their firms by metrics and comparisons from the income statement.
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Professionals, Control-Freaks and Carrier Pilots

There are two basic types of employees inside most firms: internal and external.
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Right Structuring vs. Right Sizing: Growing Profits for the Coming Decade

It should be plain by now that the downturn that started two years ago is far more than a typical recession.
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Practical Solutions to Negative Profits in the Era of Cost to Serve

In his recent book, Profit Myths in Wholesale Distribution, Al Bates lauds gross margin dollars as one of the most important numbers and concepts in running a profitable wholesale company.
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Staffing the Large Family-Owned Firm with Non-Family Talent

Many years ago, I worked in a sizable family-owned distributorship. My goal was to gain experience in helping the company go to market using modern principles of sales and marketing.
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What Do The Definitions of Wholesaler and Manufacturer Really Mean?

The definitions of Wholesaler and Manufacturer have, in the minds of most industry veterans, distinct meaning. Manufacturers turn raw material into products and wholesalers take title to the products while
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The Branch Manager Conundrum: Centralization vs. Decentralized Structure

The esteemed American Economic Association, composed of the country’s best economists, met recently and issued their forecast for the next decade.
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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.

Supply House Times


2014 January

SHT's packed January issue incdues the cover story: M&L Supply is rich in heritage and customer service; features:  Industry optimism continues to rise heading into the 2015 AHR Expo, and Distributors discuss top industry issues: Part 2; and so much more!


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2015 National Plumbing & HVAC Estimator

Every plumbing and HVAC estimator can use the cost estimates in this practical manual!

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