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.
A friend, and now retired client once told me that after his 40 years in contractor-based distribution, he noticed most distributors herd cats when it comes to profitability.
Way back in 2004, long before the over-hype of the real estate market reached the famed fevered pitch, we conducted a review of productivity in distribution markets.
In
his recent book, Profit Myths in
Wholesale Distribution, Al Bates lauds gross margin dollars as
one of the most important numbers and concepts in running a profitable
wholesale company.
Many years ago, I worked in a sizable family-owned distributorship. My goal was to gain experience in helping the company go to market using modern principles of sales and marketing.
The definitions of Wholesaler and Manufacturer have, in the minds of most industry veterans, distinct meaning. Manufacturers turn raw material into products and wholesalers take title to the products while
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