Benfield's Blog

Scott Benfield Blog
Scott Benfield is a consultant to durable goods distributors and manufacturers. He has more than 25 years of experience with Fortune-rated industrial companies and nationally ranked distributors. He is the author of five books for distributors, numerous research projects and professional articles. His firm, Benfield Consulting (www.benfieldconsulting.com), is located in suburban Chicago and he can be reached at (630) 428-9311 or bnfldgp@aol.com.

New strains of channel conflict

By Scott Benfield
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These five areas of channel conflict stem from changes that, largely, began in the 1990s and just as partnership efforts were reaching their peak.


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New Products and Value Streams

By Scott Benfield
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Value is a much revered concept that is touted by executives but seldom measured. 


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The downside of rebates

Three years ago, we presented a proposal for distributor research on the trends and usage of vendor rebates.
By Scott Benfield
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Three years ago, we presented a proposal for distributor research on the trends and usage of vendor rebates.  


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Are your e-commerce efforts profitable?

The fact that these companies invested millions in their e-commerce efforts and had no clear answer was more than disappointing.
By Scott Benfield
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The fact that these companies invested millions in their e-commerce efforts and had no clear answer was more than disappointing.


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Big Pharma sales reps and the portent for PHCP distributors

By Scott Benfield
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Today, like the Big Pharma rep, many distributor sellers are being turned away from customers who would rather buy online, sans their services, at a lower cost.


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Will the local branch be local for much longer?

By Scott Benfield
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In the preceding year, this blog has explored the growing trend of cost coming out of the wholesale channel at a rapid pace.
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Benfield's Blog

Growth in the post-recession economy

By Scott Benfield
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Year end is a time of reflection. For 2012, I’ve attempted to both inform and warn distributors about significant changes in B2B customer buying habits including use of e-commerce, use of handheld devices and growing acceptance of nontraditional distributors in the PHCP space.
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Benfield's Blog

The seventy percent solution

By Scott Benfield
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In a recent presentation to a group of PHCP distributors, I covered the subject of AmazonSupply.
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Don't get burned

By Scott Benfield
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Wholesalers who dismiss outside research and new models of commerce may be playing with fire.
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Help wanted: Part-time outside sales apply within

By Scott Benfield
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In a recent conversation with a sizable PHCP distributor, the CEO of the organization disclosed that he was moving his outside sales force to dual roles.
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