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Home » Blogs » Benfield's Blog

Benfield's Blog
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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.
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Salesman of the Year

The point of the entire exercise is that with a few diligent searches on the Internet, I found out as much or more than experienced salespeople could tell me.
Benfield
Scott Benfield
February 23, 2015
No Comments

Hence, the salesperson of most value to me was JPEG and some reasonable search terms on Google Chrome.


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Benfields Blog by Scott Benfield

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

November 26, 2014
No Comments

Wholesale Distribution is a meat and potatoes industry. 


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Benfields Blog by Scott Benfield

New dimensions in Manufacturer-Distributor relationships—Part 2

Benfield
Scott Benfield
September 25, 2014
No Comments

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


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Benfields Blog by Scott Benfield

New dimensions in Manufacturer-Distributor relationships—Part 1

Most of these relationships have frayed and left many dysfunctional.
Benfield
Scott Benfield
August 25, 2014
No Comments

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


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New strains of channel conflict

Benfield
Scott Benfield
March 25, 2014
One Comment

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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Benfields Blog by Scott Benfield

New Products and Value Streams

Benfield
Scott Benfield
February 20, 2014
No Comments

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


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Benfields Blog by Scott Benfield

The downside of rebates

Three years ago, we presented a proposal for distributor research on the trends and usage of vendor rebates.
Benfield
Scott Benfield
December 29, 2013
No Comments

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


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Benfields Blog by Scott Benfield

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.
Benfield
Scott Benfield
December 22, 2013
No Comments

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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Benfields Blog by Scott Benfield

Big Pharma sales reps and the portent for PHCP distributors

Benfield
Scott Benfield
September 18, 2013
No Comments

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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Benfields Blog by Scott Benfield

Will the local branch be local for much longer?

Benfield
Scott Benfield
September 1, 2013
One Comment
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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