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Articles by Scott Benfield

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

November 1, 2010
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

September 9, 2010
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

July 20, 2010
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

June 28, 2010
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

May 14, 2010
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

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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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.

5/7/13 2:00 pm CST

How To Use Your Strengths To Fight The Threat Of Amazon Supply

AVAILABLE ON DEMAND A new 8,000 lb. gorilla, Amazon Supply, has taken aim at many of the customers of PHCP supply houses. Supply House Times columnist Dick Friedman, an authority on business planning and the strategic use of inventory, warehouses and technology will present strategies and tactics for you to compete with Amazon Supply.


Supply House Times

April 2014

2014 April

In the April issue of Supply House Times, there is much focus on young professionals in the distribution industry. Find out who is being recognized as this year's Young Executives for the American Supply Association and read who will be taking over Aaron & Co. when it's current owners retire. Read about Central Plumbing Specialties' recent expansion, catch up on the latest news from the distribution industry as well as the latest products!
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