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 (, is located in suburban Chicago and he can be reached at (630) 428-9311 or

New strains of channel conflict

March 25, 2014

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

February 20, 2014

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.
December 29, 2013

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.
December 22, 2013

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

September 18, 2013

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?

September 1, 2013
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

February 28, 2013
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

January 31, 2013
In a recent presentation to a group of PHCP distributors, I covered the subject of AmazonSupply.
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Don't get burned

August 1, 2012
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

June 25, 2012
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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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

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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