Articles by Scott Benfield

Staffing the Large Family-Owned Firm with Non-Family Talent

April 14, 2010
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?

February 8, 2010
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

January 6, 2010
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

November 6, 2009
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

October 1, 2009
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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Don't Let Ego Get in the Way of Making Money

September 1, 2009
“The worst thing you can do, if you are not succeeding, is to pretend that you are and not change,” advises Scott Benfield in his latest blog.
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Golf Lessons for Wholesalers

August 1, 2009
I watched the British Open recently and was witness to one of those rare instances in Golf Majors when Tiger Woods wasn’t leading the tournament. In fact, Mr. Woods didn’t
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Breaking and Reforming the Value Chain for a Better Value Proposition

July 1, 2009
Seven years ago, I made a presentation to a well known distribution research board1 on two related subjects called Transactional Distribution and Quantifying and Adjusting Service Value. The presentation followed
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Want to Sell More? Take the Cost Out and Reduce the Price

June 1, 2009
In my early career, I spent a good many years in field sales and sales activities in the plumbing and HVAC industries. Maybe I was more lucky than smart but,
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Part 1: Gross Profit Isn't All It's Cracked Up To Be!

May 1, 2009
It’s an outmoded performance metric because it doesn’t factor in transactional operating costs.
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2013 Manufacturers Representative of the Year: Spirit Group

 

Supply House Times Editor Mike Miazga recently traveled to Orlando to meet with Spirit Group, which has been named the 2013 Manufacturers Representative of the Year. 

Photos by Mike Miazga

3/13/13 2:00 pm EST

Prepared to Navigate the New Lead-Free Laws?

AVAILABLE ON DEMAND Sail through lead-free law compliance. When your contractors pipe a potable water system, some of those bronze valves you supply have an expiration date –January 4, 2014. Find out what US Senate Bill S.3874 is about, how it compares to previous standards, and most importantly — how it will affect your customers. Help your contractors save money and ensure compliance by defining where to install lead-free valves, and where it’s still okay to use standard products.

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