Scott Benfield

Articles by Scott Benfield
Driving Transaction Profits
This article will help you take a fresh look at transaction profitability, and its benefits for understanding distributor operations.
Transactions and Profits
Using transactions for cost allocations can reveal key ways to improve profitability.
Driving Transaction Profits
Traditional financial accounting can fall short when it comes to measuring performance in an electrical distribution business
Pricing the Managed Inventory Agreement
Successfully implementing managed agreements means crunching numbers the right way.Part three of this five-part pricing series takes distributors through
Pricing Training Steams Up
Special nonstock items may be expensive to process, but don't let them derail your profits.Part two of this five-part pricing series also looks at segmented
Sales Force Makeover
Consultative salespeople are motivated by staying current and maintaining expertise in their field. Consultative selling has been a mainstay of industrial
Sales Force Makeover
So far in this series we have reviewed the geographic salesperson, functional salesperson and introduced the three models of tomorrow's sales force: transactional,
Redesigning Your Sales Force
Distributors are reworking the blueprint of customer solicitation with value-based selling. Part two of five. The blueprint for the distributors' sales
Sales Force Makeover
Study the 100-year history of distribution and you will see areas of tremendous change and areas that have remained relatively the same. Information technology
Keeping Pricing Gains
In this series, we have looked at various aspects of pricing including segmented pricing, pricing a managed inventory agreement and service pricing. In

 

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10 Trends Now Shaking the Electrical Industry Webinar
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10 Trends Now Shaking the Electrical Industry Webinar

Tuesday, August 20, 2013
The North American electrical wholesaling industry is being rocked by mergers & acquisitions, advances in technology, new competition from offshore and an uncertain economy. In this 60-minute webinar, Electrical Wholesaling Chief Editor Jim Lucy will discuss the changes in the electrical market now having the most impact on electrical distributors, electrical manufacturers and independent manufacturers’ reps....More
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