Edina, Minn. — Net Perceptions' Intelligence Manager works within customer service computers behind the scenes, finding cross-selling and up-selling opportunities automatically. As a service representative speaks with a customer, checking stock and entering part numbers, this program cross-references past purchases and companion products best suited to that customer's operations.

NetP 7, the latest version of Net Perceptions' data-analytic software, is designed to help customer service representatives increase order sizes, expand dollars spent, build customer loyalty and automate some sales-force tasks. Because it integrates quickly into most systems, NetP 7 offers fast return on investment, according to Net Perceptions' president, Don Peterson.J&L Industrial Supply Co. has seen the results of NetP 7 first-hand. In trying to shape itself into a leaner company, J&L management bought an inventory control automation system and NetP 7. According to Chuck Moyer, J&L's vice president of marketing and supply chain management, NetP 7 paid for itself in added sales opportunities in just nine days.

"The software helps our CSRs ask the right questions," Moyer said.

For example, the program may note that abrasives are needed to operate a machine the customer just bought. The CSR will ask the customer where he is buying abrasives and if J&L might quote that business.

J&Ls COO, Michael Wessner, said he's impressed with the program's ability to help both inside and outside salespeople create cross-sales.

"One of the things that is difficult for an industrial distributor is to get full penetration of the market," Wessner said. "It allows us to get more of their business dollars."

According to Rusty Duncan, owner of Industrial Marketing Information, Inc., in Minneapolis, Minn., Net Perceptions has taken the correct angle for attacking the up-selling problem.

"This is the only software I know that will provide immediate and measurable ROI to your business," Duncan said.