Commence Industrial CRM Demo

Recording a first demo CD is a big step in the direction of being a professional musician. It is not every day that an artist steps up and decides to present themselves professionally to the world, which in effect is what a demo CD really is. For an artist, a demo CD is very much like a resume, a portfolio of the highest quality, and a calling card. Getting it right is important, and presenting it well is equally as important.

Recording your first demo CD will take time and money, something that most musicians have precious little, and the steps taken in preparation will enable you to make the most of your time in the studio. When choosing your studio setting, you have two options. You can pay the higher costs (which typically results in higher quality) for the use of a pre-existing high name studio or you can find local garage talent. In many cases, local garage talent will be more patient, will be more willing to offer suggestions and help you through the process, and will charge you less. The quality of the demo will be acceptable, sometimes even very high, if you find the right garage talent. This requires asking around ... a lot ... and listening to some previously recorded demo CDs.

Technology has advanced far enough ahead and has become cost effective enough that many professionals can now build their own recording studios right in their own garage, sound proofed spare room, or somewhere on their property. So can amateurs. This is actually good for the industry and many musicians are even beginning to learn how to build their own recording studios to create their own demo CDs. However, having your own recording equipment and having all the qualities of a good recording studio are two very different animals. You can find affordable, high quality amateur/professional recording without breaking the bank that will be of admirable quality if you look hard enough.

Once you are sure of the direction you want to head and have either found your garage talent or have booked yourself with a professional high end sound studio, the key to your success lies in your talent as well as your preparation. No matter how cool you are, you're going to be stoked and getting your foot in the door is going to feel very powerful to you. You must prepare so that your emotions don't take you out of your element and ruin your time allotted.

Preparation means organization, it means knowing exactly what you're going to do from the moment you step into the sound booth until the moment you step out. Ironically, it also means being a little bit flexible in case there's an issue out of your control that might delay or offset your intentions. Preparation means, aside from the obvious of knowing the music so well you could record it backwards while eating a peanut butter and jelly sandwich, having your equipment tuned, ready, in top working order and being emotionally ready to do what you do best.

If you are using live musicians, each of them needs to meet the same standard of organization that you are aiming to achieve. There is nothing more frustrating than having to wait on, cater to, and continuously replay for the benefit of one musician out of the bunch who can't seem to get his or her goodies in gear. Have a little meeting the night before and go over a written checklist as well as a little "pep" talk to help the musicians around you live up to their potential. Hours will be spent on each individual recording, so you are going to want you and your crew well rested, and relaxed so everyone can do the one thing that will make a higher quality demo CD. Have some fun.

Every musician knows, and this applies to recording your first demo CD, that the instant a musician is wound up, nervous, and focused on everything but the music, something will sound off no matter how well they are able to cover their emotions. There is a fantastic quality that comes through when a musician is relaxed and enjoying him or herself in the process. This is vital to creating the best demo CD possible.

From start to finish, recording your first demo CD should be an experience that you learn from, enjoy, and of course, create the perfect CD for you and your goals. This can be done with preparation, practice, a little guidance from those who "know a great who can help you out," and enough faith in yourself to have fun while performing.

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.

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.

According to manufacturing journalist, Thomas R. Cutler, author of the 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.”

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.

Founded in 1945, ISA (www.isa.org) is a leading, global, nonprofit organization that is setting the standard for automation by helping over 30,000 worldwide members and other professionals solve difficult technical problems, while enhancing their leadership and personal career capabilities. Based in Research Triangle Park, North Carolina, ISA develops standards; certifies industry professionals; provides education and training; publishes books and technical articles; and hosts the largest conference and exhibition for automation professionals in the Western Hemisphere. ISA is the founding sponsor of The Automation Federation (www.automationfederation.org).

Commence (www.commence.com) is the leading CRM system for manufacturing and distribution recently became a member of the ISA. Larry Caretsky, President of Commence Corporation suggested, “ISA provides its members with unparalleled access to technical information, professional development resources, and opportunities to network with other automation professionals. In addition to these unique benefits, membership supports a not-for-profit organization dedicated to advancement of the state-of-the-art and recognition of the automation profession. Commence fully supports these goals and objectives.”

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.

According to manufacturing journalist, Thomas R. Cutler, author of the 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.”

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. 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.

“Manufacturers fail to outline a comprehensive strategy before purchasing CRM technology. CRM is treaded as a commodity purchase and should be given the same consideration as ERP purchases which often take up to a year,” according to Larry Caretsky, President of Commence Corporation.

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

The Table of Contents includes the following:

Introduction

Section One: Marketing Strategy

1.1 Focus on Defined Market Segments
1.2 Communicate Value Consistently
1.3 Organize Sales by Accounts

Section Two: Sales Management

2.1 Implement a Consistent Sales Process
2.2 Hire Salespeople to Stay in the Office
2.3 Assure Salespeople are Tightly Accountable
2.4 Coordinate Planning Efforts with Channel Partners

Section Three: Sales Optimization Through Technology

3.1 Take Small Steps to Drive User Adoption
3.2 CRM is a Tool, Not a Solution
3.3 Coach Your Coaches on the System Conclusion

More detail about this book and industrial CRM can be found at http://www.commence.com/MDCRM.asp.

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 (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.

Commence offers a customer relationship management solution that is focused on solving the issues facing today's manufacturers and distributors.
The Commence solution is designed to meet the following objectives:
• Streamline internal business processes
• Execution of a structured approach for optimizing the sales process
• Delight your customers with world-class customer service

According to Larry Caretsky, President of Commence Corporation (www.commence.com/mfg/), “Contrary to popular belief all CRM solutions are not alike. Manufacturers and distributors are beginning to realize that they don’t’ need overly complex or costly solutions to efficiently manage customer relationships. These organizations are beginning to turn their attention to more affordable, easier to use solutions that address their industry specific business requirements.”

The CRM 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. The concern for most businesses today is not a lack of technology, but rather how they can leverage technology to improve their internal processes and ultimately their bottom line.

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.

Caretsky assures that “Industrial management recognizes this problem and realizes 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.”

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.

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.

According to Larry Caretsky, President of Commence Corporation (www.commence.com/mfg./), "By implementing a formalized sales process, distributors and manufacturers are fundamentally changing the way people do their jobs on a daily basis. There will be natural resistance." Caretsky suggests to develop a change management plan, the following questions should be answered:
What motivation do sales people have to use the new system?
What potential barriers are there to implementation?
How can I overcome those barriers?
How will I know if the implementation is successful?
What do I expect during the transition?
Who can people go to if they have questions?

One of the best ways that industrial organizations have found to make sure implementations "stick" is to have the management involved. When sales training is reinforced by management, the sales skills taught during training produced a 15% permanent increase in productivity.

Management needs to be involved in more than a cosmetic fashion. A senior member of the management team needs to attend the training, and this same manager should inspect the sales activities for a period of time to make sure they continuously are consistent with the new sales skills introduced during the training.

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 (www.commence.com/mfg), an industrial customer relationship management (CRM) firm, "CEO's of these companies often share how their new enterprise resource planning (ERP) system provides them all the information they need, but fail to recognize that ERP systems provide information after the sale, not before or during the sales process. ERP systems provide no value for improving the efficiency of how to sell and service customers. This is one reason that forecast reports are always inaccurate."

According to manufacturing journalist Thomas R. Cutler in a recent issue of Industrial Focus magazine, "Manufacturers all face a similar challenge: a complex sale that often requires a team selling approach. In every industrial organization one finds internal representatives, outside representatives, managers, technical specialist, distributors, and customer service professionals. Often this team manages several product lines with thousands of specific items and interacts with numerous influencers who affect the sale. During the lengthy sales process the team does their best to manage this complex environment, producing notes, sales call reports, quote logs, memos, faxes, e-mails, and customer service reports, however the information is almost always fragmented. There is rarely one central database of customer information that can be accessed and shared among the people who need it to efficiently do their jobs. As a result, acting less like a team, these people act independently when conducting business and are far less effective. "

Industrial senior executives avoid addressing a customer-centric approach including the misconception that an accounting system provides the information needed; they provide only post sale information. The pre-sales process and information drives the sale.

Manufacturers do not resist funding back-end ERP systems; however the front-end CRM solutions often make a substantial impact on reducing new customer acquisition cost and improving sales efficiency by first addressing data capture, data consolidation, and data sharing.

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.