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Commence Corporation Offers Free Book on Industrial CRM

Commence Corporation Offers Free Book on Industrial CRM

Entitled “Smart Practices That Pay: Leveraging Information to Achieve Industrial Selling Results”, this compendium focuses on the three key elements of a successful industrial sales effort: marketing strategy, sales management, and sales optimization through technology.

To learn more about industrial CRM for manufacturers and distributors interested organizations are directed to http://www.commence.com/MDCRM.asp, which offer a wealth of information about the subject as well as the ability to request the guide.

Leading industrial organizations are looking outside their four walls to their customers for growth ideas. By leveraging the voice of the customer, these organizations achieve a competitive advantage in redefining sales and marketing, the all-important customer-facing portion of their operations.

According to Larry Caretsky, President of Commence Corporation, “Today’s industrial sales environment is characterized by intense competition, strategic sourcing contracts, online auctions, customer pressure for self-service, and the ongoing debate over fee-based services. To thrive in this environment, industrial distributors and manufacturers need more than leading technology or efficient warehouses to achieve long-term growth.”

In an effort to help industrial distributors and manufacturers sell more, more effectively, Commence Corporation has developed this compendium of more than 40 smart practices in industrial selling, culled from interviews with leading executives within high-growth companies, and building on a comprehensive review of published perspectives on smart industrial selling.

Commence Corporation knows that the information technology investments of sales departments are often wasted due to failed implementations. This study focuses on the keys to successful industrial selling, all of which can be enhanced with proper application of technology. Based on extensive experience, Commence Corporation believes that the only path to success is to first develop consistent marketing and sales processes, then utilize these processes in a disciplined manner reinforced by dynamic training and carried forward through effective coaching.

Commence (www.commence.com) offers lean 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 lean CRM solutions with the award winning Commence Lean 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.

Business Excellence Magazine Contributor Tr Cutler Profiles Industrial CRM

Business Excellence Magazine Contributor Tr Cutler Profiles Industrial CRM

According to manufacturing journalist, Thomas R. Cutler, author of the Business Excellence article titled, “In the Know,” Lean Industrial CRM is the fastest technology growth element in the manufacturing sector. Cutler asserts, “With up to ten years of continued process improvements on the plant floor, back office, and distribution operations, manufacturers have finally arrived at the front door of customer relationship management (CRM). Still engineering and operations focused, many senior manufacturing executives are strongly resistant and visibly uncomfortable in approaching lean CRM.”

Larry Caretsky, President of New Jersey-based Commence, (www.commence.com) noted in the current issue of Business Excellence, “Companies must find out what customers like and dislike about products and services by asking for feedback. It’s imperative to maintain constant customer connections to build a meaningful profile of customers’ attitudes and behaviors over time. This data is invaluable in pinpointing what can be done to add real value to the relationship.”

Since 90 percent of revenue can be generated by only ten percent of existing customers, focusing on these customers guarantees a continued revenue stream, as well as creating advocates that will help attract a new customer base in a cost-effective manner.

According to Caretsky, “Smart industrial organizations gather several key data points during customer research, which all helps to define a CRM profile.

• How clearly can customers articulate your value proposition?

• How well do customers know products or services?

• What is the customers preferred method of purchasing products and services supplied?

• Who do customers consider to be the preferred supplier products and services?

• When do customers typically purchase products and services?

• Why do customers typically purchase products and services?

• How do customers use products and services?

• Who is the decision maker? Who else influences the purchase?

• How do customers evaluate suppliers?

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.

Prologistix Division Vp Devine Distinguishes Staffing Leader

Prologistix Division Vp Devine Distinguishes Staffing Leader

Brian Devine has a dozen years of staffing experience and is a management owner of the company and is the founder of the ProLogistix brand. Devine attended Towson State University majoring in Mass Communications. Devine began his career with PaineWebber Mortgage Finance where he held the position of Area Vice President for the Southeast Region. Devine began his staffing career as Vice President of Marketing for US Personnel. Since1995, Brian has led the ProLogistix Division and has established it as one of the most successful logistics placement businesses in North America. Devine was the 2000 winner of the EmployBridge Spirit Award for exemplary demonstration of company core values.

According to Brian Devine, division vice-president of ProLogistix. “The staffing industry was doing a poor job servicing the logistics industry with talented employees. At ProLogistix, we created the most comprehensive application process for logistics employees in the industry. We use our selection process to evaluate a candidate’s specific knowledge and experience, and we then match qualifications to the positions for which we are recruiting.”

Unlike other staffing organizations, 100% of ProLogistix recruiting efforts are logistics centered. Branch staff is trained in logistics, and they understand the intricacies of the industry. Staff is not spending time testing and interviewing bookkeepers, data entry clerks, and construction workers. ProLogistix is fortunate to have built a reputation in the communities served as the “go-to” company when seeking a job in a warehouse or distribution center.

ResourceMFG, the sister division to ProLogistix places manufacturing specific positions. Devine explained the differentiation between the two organization by noting, “The way we differentiate between which clients are best served by ResourceMFG or ProLogistix is to ask what the company does. If they manufacture products, then they are best suited to ResourceMFG; if they distribute products, then ProLogistix is the right staff solution.”

The types of positions ProLogistix fills include:

• Loaders and Unloaders

• Order Selectors

• Warehouse Associates

• Shipping and Receiving

• Forklift Operators

• Quality Assurance

• Supervisors

• Warehouse Managers

• Operations Manager

The combination of an exclusive focus on logistics, screening tools utilized in the application process, and the experience of branch staff makes ProLogistix the leading provider of logistics talent in the country.

Manufacturing Journalist Tr Cutler Profiles Commence CRM Leader

Manufacturing Journalist Tr Cutler Profiles Commence CRM Leader

Commence offers lean 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 lean CRM solutions with the award winning Commence Lean 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.

Customer Relationship Management (CRM) systems allow businesses to capture, track, and manage vital customer information. The explosive growth of CRM technology has attracted numerous companies, however the industry has been plagued by vendors offering overly complex solutions to solve basic business problems. “This has resulted in a low adoption rate and failed customer expectations” says Larry Caretsky, CEO of Commence Corporation. “The concern of most businesses today is not the lack of technology, but rather how they can leverage technology to improve their internal processes and ultimately their bottom line.”

For the past ten years the role of maximizing lifetime value of customers has dramatically changed with the implementation and utilization of CRM. Generic CRM solutions have failed, and core issues of leveraging technology to improve internal processes and ultimately the bottom line, are still at the forefront of the CRM efficacy discussion. Larry Caretsky, CEO of Commence Corporation, a leading CRM provider, is the software executive profiled in The Software Professional Journal by manufacturing Journalist TR Cutler. The entire feature can be read at http://www.softwareprofessionalpeople.com/article1.htm.

Caretsky’s company has been providing software solutions to growing businesses for seventeen years and has witnessed all the trends in CRM. With this vast experience, Caretsky discovered long ago that rapidly deployable, cost effective solutions were the only way for customers to quickly and affordably reap the benefits of their investment.

Few CRM firms have taken the unique approach to meeting the key objectives businesses by streamlining internal business processes, improving sales processes, and delighting customers. Caretsky refers to this proven implementation methodology as S.T.E.P., the System Technology Execution Process. S.T.E.P begins with the fundamental knowledge that most customers must first deal with the problem of data capture, data consolidation and data management. Typically, vital customer data is spread throughout the organization in contact managers, back office systems and spreadsheets. Employees spend a significant amount of time trying to determine where or who in the organization has the information they need to address customer inquiries. The inability to gain access to a complete customer profile only serves to rob people of precious time that should be spent selling to or servicing customers. Management is clearly aware of this and they realize that in order to become a more efficient sales and service organization they must get the right information in the hands of the right people at the right time.

“Many companies are entering the CRM market with generic solutions designed under a one-size fits all approach,” says Caretsky. “Their business model is to try and sell the same solution to as many companies as possible regardless of the industry their in. This may have worked ten years ago, but it won’t today. You simply cannot expect to sell your solution to a bank then walk across the street and sell it to an insurance company. You have to respect the complexity of their businesses and be prepared to understand and address their unique business requirements.”

Commence has taken a unique approach to meeting these objectives beginning with the fundamental knowledge that most small to mid-size manufacturers and distributors must first address the problem of data capture, data consolidation and data sharing. The issue they face is that vital customer information is spread throughout their organization in contact managers, back office systems and excel spreadsheets and is often difficult to attain. Employees spend a significant amount of time trying to determine where or who in the organization has the information they need to address customer inquiries. This robs sales and service people of precious time during their day.

ERP Software Leader TGI Celebrates 16th Year

ERP Software Leader TGI Celebrates 16th Year

Founded in 1990 and headquartered in Toledo, Ohio, Technology Group International is a proven technology leader delivering Tier 1 application software functionality at a price performance level that can be readily accepted by organizations of all sizes. Specializing in software solutions for small and mid-market manufacturing and distribution companies, TGI’s integrated Enterprise Series software suite is a complete business process management solution. The product offering includes Enterprise Resources Planning (ERP), Manufacturing Resource Planning (MRP), Supply Chain Management (SCM), Warehouse Management System (WMS), Advanced Planning and Scheduling (APS), Decision Support System (DSS), Business Intelligence (BI), Manufacturing Execution System (MES), and eCommerce. TGI implements, maintains, enhances, and supports its packaged distribution and manufacturing software solutions directly and via its channel partners.
TGI’s ERP solution, Enterprise 21 is ranked among the best in several industry sectors including food manufacturing, distribution, and building products. The company is enjoying significant growth as other ERP vendors are swallowed up in the current wave of industry consolidation.

In 1990 Scott Smith Co-founded TGI with Dennis Schmedlen and Bob Goldstine. After sixteen years, Scott still remains an active member of TGI’s staff by leading both the overall company direction and by staying actively engaged in various levels of customer activity.

Smith attended both Harvey Mudd College and the University of Toledo, graduating with a Ph.D. in Physics. After exploring a career in academics and receiving research awards such as the Thomas Benjamin Brown Memorial Physics Research Award, Smith left the world of academia and joined Owens-Corning Fiberglas Corporation. At OCF he held various positions in information systems, sales and marketing, finance, purchasing, and strategic planning. In his last position with OCF, he ran a $150 million transportation and logistics group for the Construction Products Group.