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./) "Understanding the customer's needs is paramount. Industrial distributors and manufacturers have myriad ways to access information about their customers. The important thing is to do it thoroughly and not cut any corners. The more comprehensive information you have, the better you will be able to develop a winning strategy."

Smart industrial organizations gather several key data points during customer research, including the following:
? How clearly can your customers articulate your value proposition?
? How well do your customers know your products or services?
? What is their preferred method of purchasing the products and services you supply?
? Who do customers consider to be the preferred supplier for your products and services. When do customers typically purchase your products and services?
? Why do customers typically purchase your products and services?
? How do customers use your products and services?
? Who is the decision maker? Who else influences the purchase?
? How do your customers evaluate suppliers? Get as specific as possible.
? What pain do they feel on a daily basis?
? How does the problem they are encountering impact others in the organization?

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.