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Home » Authors » Scott Benfield

Articles by Scott Benfield

tw09_benfield
e-Commerce

Manufacturer-Distributor Relationships: The Rise of the Assisted Sale

Distributors competing against e-commerce firms have increased their usage of special pricing allowances.
August 8, 2019
Scott Benfield
Distribution is a competitive business with thin operating margins. The difference of a few percentage points on a product can make the difference between a sale and losing a sale.
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tw07_benfield
e-COMMERCE

Manufacturer-Distributor Relationships: New Channels, New Options

The core value added by traditional full-service distribution is being challenged and manufacturers are taking notice.
July 3, 2019
Scott Benfield
Channels add value to their members; more often than not this is accomplished by reducing supply chain costs while improving quality. This goal is usually accomplished by technology.
Read More
tw06_benfield
e-Commerce

Manufacturer-Distributor Relationships: Why Manufacturers Sell Direct

It may be to counter a competitive threat or serve a channel that distributors are not interested in pursuing.
June 5, 2019
Scott Benfield
Many manufacturers open up direct sales to counter a competitive threat or serve a channel that distributors are not interested in pursuing. However, if they do so without researching their channels and end users, and lack a solid financial evaluation of the channel costs, their efforts are usually unsuccessful.
Read More
tw02_benfield
e-Commerce

Online Sales, Part 5

The ability of top management to steer the changes needed for a true e-commerce environment is critical to a distributor’s success.
February 1, 2019
Scott Benfield
In our final installment in this series, we examine additional strategic considerations in the salesforce change for Sioux Falls Supply.
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tw11_2018_benfield
e-Commerce

Online Sales, Part 4

A full analysis of before and after sales digitization efforts is crucial for the future of the firm.
January 7, 2019
Scott Benfield
In our previous installment, we reviewed the salesforce analysis completed by CEO Gordie McGrath on Sioux Falls’ outside sales effort.
Read More
tw11_2018_benfield
e-Commerce

Online Sales, Part 3

Analyzing Sioux Falls Supply’s sales complement for e-commerce.
December 4, 2018
Scott Benfield
In our last installment, we reviewed the Change Management Process for Digitization of the distribution firm. We now apply the process to Sioux Falls Supply for their use in changing the firm to take advantage of their online technology.
Read More
tw11_2018_benfield
e-commerce

Online Sales, Part Two

The three stages of e-commerce change.
November 5, 2018
Scott Benfield
In our first installment, we reviewed the “ugly” numbers of distributors as online commerce grows; only 2 in 10 distributors show sustainable online progress.
Read More
tw10_18_benfield
e-Commerce

The Ugly Numbers of Online Sales, Part One

Online suppliers offer high growth and a unique service/product offering.
October 5, 2018
Scott Benfield
As e-commerce and digitization of PHCP channels increases, the need for yesteryear’s complement of sellers and branches is lessened.
Read More
tw09_benfield
e-Commerce

Distributor Growth Strategy for the Digital Age, Part 3

New sales models will supplant generalist sales efforts.
September 9, 2018
Scott Benfield
As technology makes search and ordering easier, the salesforce will be driven to deliver new and different value streams. While new sales models require different management and technology supports, they will, in many areas, supplant generalist sales efforts.
Read More
tw_july_2018_benfield
e-Commerce

Distributor Growth Strategy for the Digital Age, Part 2

New sales models show how technology integrated into sales processes increase efficiencies.
August 12, 2018
Scott Benfield
In our previous installment, we discussed the types of selling that will become prominent as digital commerce grows in distribution.
Read More
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