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.

Profit, value and how to mute the sales price of the distribution business

Wholesale Distribution is a meat and potatoes industry. 


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New dimensions in Manufacturer-Distributor relationships—Part 2

In Part 1, we reviewed how distributors have extended their reach into the value chain to develop solutions across manufacturers.   


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New dimensions in Manufacturer-Distributor relationships—Part 1

Most of these relationships have frayed and left many dysfunctional.

In our past installment, we reviewed the current state of manufacturer-distributor relationships.  


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New strains of channel conflict

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

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.

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.

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

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?

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

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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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 December

The December issue of SHT featured Supply House Times on the Road: AD Chairman and CEO Bill Weisberg talks inspiration at annual meeting; Distributor roundtable: Smart bets; and much more!
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2015 National Plumbing & HVAC Estimator

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