Articles by Scott Benfield

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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“Don't confuse me with the facts; my mind is made up!”

May 1, 2009
Some days I believe I have been in Distribution for too long. I have seen way too many things including stuff that doesn’t work, never really worked all that well,
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From Good to Great as a Distributor

April 10, 2009
It’s been popular in recent press and, contrary to the hard times, to inject positivism by saying “there’s no better time to be in distribution.” I would, for the most
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Is it Time to Restructure Your Solicitation Effort?

March 3, 2009
Most distributors are, unfortunately, realizing what we have been saying since December and that is the current economic downturn is severe and protracted. Coming out of this environment to an
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Survive Or Thrive In The New Environment

February 4, 2009
The recent and severe Recession will likely rival anything we have seen since the Great Depression. The downturns of ’73-’74 and ’81-’82 are similar in impact but their causes were
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Opportunity in the New Year:<br>The Pending Collapse of Private Equity and the Effect on B2B Distribution

January 5, 2009
In the most recent five years, the headlines for distribution markets were chock full of news regarding Private Equity Funds and their consolidation of old-line distribution companies. There was seemingly
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Supply House Times

July 2014

2014 July

In the July issue of Supply House Times, find out who has been appointed as Southern Wholesalers Association's new president. Milwaukee Valve showcases its operations to the Newport News Shipbuilding, Robertson Heating Supply hits a milestone as they celebrate their 80th year in business. Read about the 12th annual training day led by Security Supply, find out who has acquired several Kohler store locations. Also check out the latest products and news for the distribution industry.
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