Articles by Scott Benfield

The Key to Long-Run Productivity: Transaction Profiling and the Outside Sales Force

By Scott Benfield
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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

By Scott Benfield
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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

By Scott Benfield
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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

By Scott Benfield
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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

By Scott Benfield
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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

By Scott Benfield
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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?

By Scott Benfield
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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

By Scott Benfield
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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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Creating and Capturing Value: The Need for Strategic Marketing in Wholesale Distribution

By Scott Benfield
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In a recent presentation to a Top 20 PHCP wholesaler on pricing, I was asked by the reigning CEO, the second generation patriarch, about my background. Consulting fees are expensive
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Making the Elephant Dance: Resurrecting Wolseley Plc with lessons from IBM

By Scott Benfield
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In July of 2008, I penned a blog entry1 on the pending changes in Wolseley Plc and if they signaled a change in the existing model of distribution. The entry
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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.

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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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