Articles by Scott Benfield

The Power of Transaction Thinking

Taking Rocky’s lead, I am inventing a field of business philosophy called “Transaction Thinking.” 
Read More

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.
Read More

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.
Read More

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.
Read More

Professionals, Control-Freaks and Carrier Pilots

There are two basic types of employees inside most firms: internal and external.
Read More

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.
Read More

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.
Read More

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.
Read More

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
Read More

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.
Read More

Multimedia

Videos

Image Galleries

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

cover

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!

 

Table Of Contents Subscribe

Where do you look for new employees?

Where do you look for new employees?
View Results Poll Archive

The Supply House Times Store

2015.jpg
2015 National Plumbing & HVAC Estimator

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

More Products

Clear Seas Research

CS-OflRGBhomepage.jpgWith access to over one million professionals and more than 60 industry-specific publications,Clear Seas Research offers relevant insights from those who know your industry best. Let us customize a market research solution that exceeds your marketing goals.

STAY CONNECTED

facebook Twitter Updated icon Youtube Updated icon    LinkedIn Updated icon  Google+

Premier 125

Premier 125 button

The information SUPPLY HOUSE TIMES uses to rank the Premier 125 is the most accurate we can gather. It is primarily based on responses to a questionnaire we send to the wholesalers in our database, supplemented with information obtained from industry reports and estimates.