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.
In a recent presentation to a Top 20 PHCP wholesaler on pricing, I was asked by the reigning CEO, the second generation patriarch, about my background. Consulting fees are expensive
In July of 2008, I penned a blog entry1 on the pending changes in Wolseley Plc and if they signaled a change in the existing model of distribution. The entry
I watched the British Open recently and was witness to one of those rare instances in Golf Majors when Tiger Woods wasn’t leading the tournament. In fact, Mr. Woods didn’t
Seven years ago, I made a presentation to a well known distribution research board1 on two related subjects called Transactional Distribution and Quantifying and Adjusting Service Value. The presentation followed
In my early career, I spent a good many years in field sales and sales activities in the plumbing and HVAC industries. Maybe I was more lucky than smart but,
Some days I believe I have been in Distribution for too long. I have seen way too many things including stuff that doesn’t work, never really worked all that well,
It’s been popular in recent press and, contrary to the hard times, to inject positivism by saying “there’s no better time to be in distribution.” I would, for the most
Most distributors are, unfortunately, realizing what we have been saying since December and that is the current economic downturn is severe and protracted. Coming out of this environment to an
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All I know is that companies need to...