Commence Industrial Crm President Outlines Focus And Value Proposition For Manufacturers
By Larry Caretsky
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
