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 Benfield
Consulting is a specialized consultancy for industrial
manufacturers and industrial distributors. The firm was started in
1998 and is located in a suburb of Chicago.
The company offers marketing, sales, and operations consulting
for manufacturers and distributors who market through industrial
channels.
Benfield
Consulting offers experienced site consulting with seasoned
professionals. Scott Benfield,
the company founder, is a two decade veteran of industrial
manufacturing and distribution. He
worked for two decades in industrial markets with Fortune rated
companies, international distributors, and manufacturer’s
representatives. Benfield Consulting Associates have experience in
Fortune Rated Companies and carry Graduate Business and Doctoral
Degrees from leading institutions.
Mr. Benfield’s practical experience offers a
perspective not found in many agencies where project work and
supervision is often done by career consultants or academics turned
consultant. The company and its Associates have managerial and
executive experience in distribution and industrial products
companies.
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Unlike many industrial channel
consultancies, the company spends significant time in analysis and devising
custom solutions for clients. The company does not sell
"band-aid" solutions that fix symptoms. The firm gets to
root problems and develops long-term profit making strategies.
Benfield
Consulting has done work for Fortune ranked companies as well as
regional firms. Projects include work
in pricing strategy, sales force design and restructuring, channel design
and management, efficiency of solicitation models, service development and
service productivity. The firm also
participates in a variety of research projects and speeches for industry
associations.
Check
out Scott's new articles:
• 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. •
The
Changing 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... •
Read an interview between Scott Benfield and Green Construction Purchasing
editor Paul Markgraff about Disruption in the Channel. •
Crooked thinking about straight commission plans
How to move away from the crooked thinking about a straight commission
structure…
•
Mega changes in distributor sales efforts
New technology, new knowledge, and
external motivation for change. . .
• Distribution
pricing limbo:
How low can you go?
Before you go too low in adjusting your prices, check out this article. . . |
What's
new
 Disruption
in the Channel
For more information or to order a copy of Scott Benfield and
Steve Griffith's new book, click
here.
Read an interview between Scott Benfield and Construction
Purchasing editor Paul Markgraff.
For more information:
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 Restructuring
the Distribution Sales Effort for Maximum Productivity
For more information or to order a copy of Scott Benfield and
Rich Vurva's new book, click
here. |
 Excerpt
from speech
given at ISCON 2004
•
low bandwidth (3 Mb)
•
high bandwidth (12 Mb) |
Check
out Scott's new white papers:
•
White
paper: Cowboy Economics in the Durable Goods Supply Chain: The
Chisholm Trail to Destruction
• White
paper: I Can’t Believe I
Ate the Wholesale Thing!
-- Digesting
double digit EBITDA multiples in the Merchant Wholesaler Industry
Check
out Scott's books:
• Restructuring the
distribution sales force
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