Articles by Scott Benfield

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

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

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

“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

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

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

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!

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!”

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

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?

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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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

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2014 October

Our October 2014 issue features a look at the 2014 Supply House of the Year: Ferguson Enterprises.

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NAECA 2015 Water Heater Regulations

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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.