Released on = August 31, 2006, 2:42 am

Press Release Author = Larry Caretsky

Industry = Software

Press Release Summary = Commence Industrial CRM President Outlines Focus and Value
Proposition for Manufacturers

Press Release Body = In an effort to help industrial distributors and manufacturers
thrive, Commence Corporation presents Practices That Pay: Leveraging Information to
Achieve Industrial Selling Results, a compendium of smart practices from the leading
industrial sales and marketing experts and organizations that are growing in today's
challenging environment.


According to Larry Caretsky, President of Commence Corporation
(www.commence.com/mfg./) "Though it seems obvious to the leading industrial
manufacturers and distributors, choosing a focus is a difficult task that few
industrial organizations do consistently well. Creating a focus is as easy as
articulately answering the following question: What customers can we serve better
than anyone else? Your research should point you in a clear direction. Leading
industrial organizations state that clearly defining the target market, including
job title, pains, number of potential customers, locations, and any other pertinent
information, is an extremely useful way to generate a list of viable prospects. "

Manufacturers will next need to determine if they need additional channel resources
to reach this target market. If so, create a clear profile of the ideal distributor
or manufacturer's rep and generate a list of candidates.

Clearly Define a Value Proposition

Caretsky insists, "Defining your value proposition is a key task for all industrial
management teams. Without a clear value proposition, sales reps will have varying
success and deliver a myriad of messages to your target markets. Start by answering
the following question: what services do we provide to our target market better than
any competing alternative in the world? This should not be an easy answer. It needs
to be specific, compelling, and something truly unique that customers care about.
Most importantly, it needs to be quantifiable. The term value proposition is widely
overused, and often "valueless" because it has no money associated with it."

Commence offers industrial companies complete "Freedom Of Choice" to select the
solutions and platform that best meets the business requirements of manufacturers
and distributors. The comprehensive CRM Industrial application suite is available
for use on premise or on-demand as a hosted service. Industrial leaders often build
departmental CRM solutions with the award winning Commence Industrial CRM Framework.
These choices are why so many industrial companies choose Commence as the solution
for managing customer relationships. All Commence Industrial solutions support
mobile or wireless connectivity and integration to back-office accounting and ERP
systems.



Web Site = http://www.commence.com/mfg/

Contact Details = Commence Corporation
www.commence.com/mfg/
Larry Caretsky
Marketing@commence.com
732-380-9100