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.
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.
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.
The following blog is
taken from an upcoming book released by Benfield Consulting titled, “Building Value: Driving Wholesaler Returns
through Strategic and Tactical Investment.”
Recent blog posts have challenged the full-service model of distribution and the tendency of wholesalers to trot out a business model that is too costly and in jeopardy.
In this third year of my blog for Supply House Times, it is time for my annual rant against some nonsensical or non-value added practice in distribution.
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