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, Industrial Supply, and the Journal of Pricing.

Below are links to publications that have been widely read:

Books

White Papers

> Transaction Management
Why is wholesale distribution a low-profit business? The authors contend that wholesale distribution is a low profit business not because of the type of firm, its historic value proposition, its place in the industrial channel, or private ownership, but largely because of misunderstanding and poor measurements of how profit is generated. 

> 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

Published Articles

Read The Changing Economics of Industrial Channels, by Scott Benfield
According to the Author, there is currently underway a significant change in the economics of industrial channels.  These economic effects are the result of globalization, consolidation, and the ability to conduct business 7/24 with immediate information on price and availability.  Industrial Channel Members should be cautious in their investments in their channels as historical models may not be appropriate.

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

For an article on strategic changes in the salesforce, go to the web address below:
http://www.industrialsupplymagazine.com/pages/Sales---Mega-changes-in-distributor-sales-efforts.php

For an article on aligning the solicitation model to marketing strategy, go to the web address below:
http://www.industrialsupplymagazine.com/pages/Sales---Aligning-the-sales-model-to-the-market-strategy.php

For articles on the changes in distribution pricing, go to the web addresses below:

http://www.industrialsupplymagazine.com/pages/Management---Distribution-Pricing.php

http://www.industrialsupplymagazine.com/pages/Management---Distribution-Pricing-Part-2.php