Do You Feel The “Double Trouble” Coming….Or…. Are You Still Playing… “The Waiting Game….?”
- sarahogburncc
- Apr 17
- 3 min read
By Sid Chadwick, Chadwick Consulting, Inc. – 04/16/2026
Published in American Printer : “Print executives are aware of the slowdown in the industry but hope that it is temporary. Sid's article highlights the "double trouble" currently affecting print and explains why postponing action is steadily leading companies toward a crisis. The teams that are taking early steps are not lucky; they are well-prepared.”
Your time is limited, so don’t waste it…Don’t let the noise of others’ opinions drown out your own inner voice…And most important, have the courage to follow your heart and intuition.”………………Steve Jobs
INTRODUCTION:
It should be hard to not listen to that inner voice – telling you: “We’re headed toward real Trouble…Are you listening…?”
A great Client described today’s evolving business conditions, if you aren’t making needed changes – as, “A slow glide – eventually – into the side of a mountain…!”
The growing list of Troubling Conditions includes:
Major new Customers are harder to find, and win, as Customers cut-back on Print investments.
Many Reps are living off commissions from the last 10 years of Customers gained – but in recent years – those commissions are shrinking…!
Appointments with new Prospects are almost impossible to get – especially follow-up appointments.
No one sponsored by an association, or who is familiar with our Industry, seems to have an effective Sales Training Program…!
Hiring an experienced Rep, who actually delivers what they claim they can bring – is “pure fool’s gold.”
Customers don’t seem to believe in Print as an important Promotion anymore…though growing Research tells a very different story…! (And too many Commercial Printers neglect Self-Promotion – with any sense of commitment.)
Buyers don’t seem to have time – to see Reps (telling observers it’s a waste of their time, which they don’t have, if they want to keep their jobs…!)
All this background – and much, much more – went into our Inside Sales Academy Curriculum.
For Inside Sales Reps, The Inside Sales Academy Curriculum includes:
Understanding why (and how) a Rep should pursue Prospects that represent better margins, and their company’s Differentiation.
How and What to Research for a Target Prospect.
How to use Research Databases – for uncovering Top Prosects – within 1,000’s of miles of their Plant.
How to use Databases – to uncover Research – that gets the Target Prospect’s attention – always..!
How to Research a Target Prospect’s “sources of revenue” – for elevating their Quotes…far beyond “low price wins”…!
How to create Superior Quotes, for increasing profitability….their Buyer wants to pay…!
How to use their company’s expertise – and Production Experts – to win both new Customers, and major Projects…!
How to Renew previously neglected Customers…!
How to regain – previously lost Customers..!
How to regain a job – even at a higher price – that appeared to be lost to a competitor.
How to conduct a Plant Tour – that has your Target Prospect moving work to you – almost immediately.
How to have Target Customers consolidate suppliers, and create multi-year Customer Agreements – that increase the value of your company.
How to get follow-up Appointments – Guaranteed…!
Etc., etc., etc.
And…The 14-Week Process for The Inside Sales Academy - is also critical:
No Class with more than 9 Students.
Classes are Wednesday afternoons, from 2:30 till 4:00 EST.
Weekly Reading & Work Assignments are given-out Thursdays (requiring 3-5 hours before the next Wednesday Class).
Every Class is Recorded, and the Recording sent to all Students & their Supervisors – Thursday morning. Thus, creating an Invaluable Resource for each Student – and their company…!
Instructor is available 24/7 (and does receive about one evening email or call – each week).
SUMMARY:
We have Clients – whose Inside Sales Reps – are their Top Producers.
We Have Clients, who took a marginal Outside Rep, moved him Inside, and radically increased his productivity.
Inside Sales Reps training “opens-up your Sales Team” – to more available Talent.
Inside Sales Reps – cost less…!
Why are you waiting – to test – what others have demonstrated & learned…!
Next 14-Week Inside Sales Academy Class Begins: May 20, 2026!
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