Books and Research for Purchase

Benfield Consulting is continually writing and researching new subjects for B2B channels.    Below are links to articles, papers and books for sale. 

“Distributor E-Commerce:  What the Winners Do” 

http://www.industrialsupplymagazine.com/pages/Whitepaper-Download.php

“Channel Conflict in the Age of Digitalization”
http://industrialsupplymagazine.com/pages/Print-edition---MayJune15_Channel_Conflict.php

“Sharks in the Water” Five new models of distribution effecting manufacturers and distributors
http://www.industrialsupplymagazine.com/pages/Print-edition---JanFeb16_Sharks.php

Articles, Books and Research

Pricing Management

*NEW 2016*

2016 E-Commerce in Distribution and Manufacturing Research

-Read this sponsored research for distributors and manufacturers on e-commerce.  Backed by two major associations, ISA for distributors (www.isapartners.org) and MAPI for manufacturers (www.mapi.net) these reports give critical insight into what managers need to know about e-commerce including the technology, capabilities, and changes to marketing strategy.

Building Value

Pricing Management

-Written in 2001, this pricing book shows how to design and use a modern pricing system for buy/sell organizations.   It has been used as a standard text for collegiate schools of distribution and is still regarded as one of the leading works on the pricing discipline.  

Restructuring the Distribution Sales Effort

-This 2007 publication is one of the best-selling books on distributor sales.   It breaks the sales effort down into different selling models, roles, responsibilities, and compensation to improve sales performance.  It also is a primer on basic sales efficiency techniques of time management and territory management. 

2016 E-Commerce in Distribution and Manufacturing

Research

Restructuring the Distribution

Building Value

-This research backed publication defines value for the wholesale organization and then goes through marketing, sales, and operating processes to maximize the value of the firm.   The book is full of examples and lists of what to do to drive return on capital and free cash flow.