Scott Benfield is a prolific author and continuously updates his material.  To be sure you are up to date on the firm’s most recent publications, we suggest you write us at bnfldgp@aol.com or through this Web site under the “Ask us” tab and we’ll include you on our quarterly newsletter.  We are currently working on a book on sales restructuring, conducting research on the value of the sales effort and planning a book on leveraging cost in the distribution firm.  Our articles regularly appear in TED Magazine, Progressive Distributor, and the Journal of Pricing.

Below are links to publications that have been widely read:

• Read an interview between Scott Benfield and Construction Purchasing editor Paul Markgraff about Disruption in the Channel.

• White paper: Cowboy Economics in the Durable Goods Supply Chain: The Chisholm Trail to Destruction

• White paper: Debunking Distribution Pricing: A White Paper on Effective Pricing Management

• White paper: Productivity and Profit Issues in Durable Goods Distribution and Industrial Channels, and Channel Restructuring from the Convergence Effects of Service Unbundling, Foreign Manufacturing and Transaction Technology

For an article on pricing and avoiding low-price pitfalls, go to the following Web address.
http://www.mrotoday.com/progressive/Online%20exclusives/Benfield_DistPricingLimbo.htm 

For the series on manufacturer distributor relationships in a global economy, go to the following Web address.
http://www.tedmag.com/default.asp?pagenumber=360&content=benfield&ID=1581#pos

For a series on pricing and proprietary list price development, go to the following Web address:
http://www.tedmag.com/default.asp?pagenumber=239&content=benfield&ID=1171#pos

For an article on consultative selling, go to the following Web address:
http://www.progressivedistributor.com/progressive/archives/sales%20mgmt/consultative%20selling.htm

For an article on the new models of industrial sales, go to the following Web address:
http://www.progressivedistributor.com/progressive/archives/sales%20mgmt/newmodelsofsales.htm

For an article on developing services and supporting them with proper organizational design, go to the following Web address:
http://www.progressivedistributor.com/progressive/archives/distribution%20mgmt/moving.htm

For an article on transactional distribution, go to the following Web address:
http://www.progressivedistributor.com/progressive/online%20exclusives/transactionaldistributor.htm

For an article on productivity, go to the following Web address:
http://www.progressivedistributor.com/progressive/online%20exclusives/questforproductivity.htm

For an opinion piece on the myths of selling, go to the following Web address:
http://www.progressivedistributor.com/progressive/online%20exclusives/sellingmyths.htm

For market research on valuation of the sales effort, go to the following Web addresses:
http://www.progressivedistributor.com/progressive/archives/sales%20mgmt/valuingsaleseffort.htm
http://www.progressivedistributor.com/progressive/archives/sales%20mgmt/valuingsaleseffort2.htm