By Sid Chadwick, Chadwick Consulting, Inc. – 09/17/2026Published in American Printer : “Sid's article makes a simple point: print companies aren't failing because they lack talent, they're slipping because leadership isn't driving real business development. His message on accountability and engagement is the wake‑up call many shops need.” INTRODUCTION: Last weekend’s The Wall Street Journal carried a riveting front page article titled, “Mississippi Fixed Its Schools, Here’s How Other States Can Too.” The meat of the article rested on “Accountability, and Courageous Leadership.” Mississippi’s Accountability rested on – Leadership, with clear objectives, grounded in frequent testing of student results – from all lower grade students – focused on their historically dismal Reading & Math literacy….! If students didn’t perform up to stated goals, which were national, students were held-back for a year, with required parent discussions, and involvement, until performance improved – up to standards. The Teachers’ Unions fought the new Standards, to no avail, to the credit of the State’s Leadership, and their state-wide organizational support. Results have stunned public educators and Teachers’ Unions, nation-wide, and Mississippi’s stunning student Reading & Math literacy improvements – speak volumes. (Please click the Link at the bottom for the WSJ article.) SUMMARY: Why this Introduction….? I have seldom seen a Print company close for lack of skilled workers. (Note: Our great industry’s employment numbers stay eerily similar, year after year, while the number of companies – continues to decrease.) They close for lack of customer contact preference, and “lack of reasons to buy” (Reps and CSR’s and Estimators not making each Buyers’ time – worthwhile, and offering little more than a lower price…!). Given that everyone in your organization, much like the citizens of Mississippi, have “skin in the game” for improvements in revenues from customers (vs. Math & Reading literacy of future employees) – where they are needed most, “How would your employees vote for, ‘Constantly Improved Sales Training & Accountability’ – in your Business Development Team, which starts with a commitment to the best Training available, and accountability – from Leadership – at the Top…!” Print Buyers of all stripes seldom pay the lowest price quoted. And top-performing companies KNOW who their most profitable customers are. If those most profitable customers could buy cheaper, why don’t they? Please click here to read the Wall Street Journal article, Mississippi Fixed Its Schools. Here’s How Other States Can Too. Our next 15-Week Inside Sales Academy Class starts January 13th, unless requests for an earlier start develop. (Our current 15-Week Class started September 9th.) For Questions, or to Register a student, please contact: Sid Chadwick, President Chadwick Consulting, Inc. C: 336-558-4939 sidchadwickcc@gmail.com OR Sarah Ogburn, Administrative Assistant Chadwick Consulting, Inc. C: 336-602-8547 sarahogburncc@gmail.com

By Sid Chadwick, Chadwick Consulting, Inc. – 08/06/2026 Believe it or not – some Owners and Reps prefer comfort – over increased cash….! We invite our Top Student Graduates – to return to our next Inside Sales Academy Classes – to personally give 15-20 minute Testimonials – of what they are accomplishing – for their companies…and their careers….! A few recent impromptu comments: “With the one exception of July, since March, I’m averaging about $150,000 of new business each month – from customers who have not bought from us in over 2 years….(some have not bought in over 10 years)….Our President didn’t believe this new position and I would be successful…so that’s what he insisted I work from…!....We’re now hiring and Training to develop an Inside Sales Department, that I’ll supervise….!” “I’m not our 1st Inside Sales Rep, but I am the newest in several years – with No Print Experience….! Since I graduated from the Academy, competing with 5 Outside experienced Reps, I’ve been Top Sales Rep – 3 different months….!” “As an experienced and successful Outside Sales Rep; our President asked me to attend the Academy, to tell him if the content was worthwhile for sending Reps and CSR’s from the two companies he acquired over the last two years…..The new Resources and strategies I gained, really surprised me…I am using much of what I learned….immediately….!” (The President has enrolled two students in our current Class that started on September 9th!) “I represent part of the 3rd set of candidates our President has sent to the Inside Sales Academy.” From a President who has sent three Students, to three separate Classes: “You are not charging enough…!” From a President: “I sent you a ‘newbie’ and you sent me back an employee – with 10 years of experience… !” Next 15-Week Inside Sales Academy Class starts January 13th. Class size limited to 9 Students…! For questions or to register a Student for our next Class, please contact: Sid Chadwick, President Chadwick Consulting, Inc. C: 336-558-4939 sidchadwickcc@gmail.com OR Sarah Ogburn, Administrative Assistant Chadwick Consulting, Inc. C: 336-602-8547 sarahogburncc@gmail.com

By Sid Chadwick, Chadwick Consulting, Inc. – 09/03/2026 Published in American Printer : “Many suppliers don’t realize their value to key customers is shifting until revenue drops. Sid's article breaks down the signals they’re missing and what to fix now.” INTRODUCTION We spend a good bit of time in our “Inside Sales Academy” – understanding – what Differentiation is, and is not. For example, it’s important to understand that what is valuable to your current customers – needs to be known, before you change it (e.g., in order to cut what were viewed as unnecessary costs). Most of our Students, when they enter our Program, recognize that the term – Differentiation – is important. But often too many of them believe all their company needs to achieve Differentiation is….be different. We work to explain that if how your company is different is not important to the prospect a Rep is calling on, sales progress may only occur if you offer to “buy your way into your prospect – with ridiculously low prices” – that the supplier eventually has to increase. Many if not most buyers – know that prospective suppliers do not adequately pursue understanding – what is most important – to the buyer’s company. Buyers learn what qualities are most important in their companies; through trial and error, and Plant Tour visits, buyers choose which supplier(s) gets the majority of their awards, and usually not at prices – “lower than dirt.” We ask our Students to ponder, “If your best, most profitable customers could buy cheaper, why don’t they…?”......And, “What does your company reliably provide – that those premier customers….treasure….?” With identification of those customers you want more of, just like them, what are the qualities of their profile….? How would you describe that profile…? And as no small point, how much of that profile resides in the Sales Rep’s and CSR’s alertness – to the details of what that buyer – really wants, and doesn’t want, that is reliably communicated downstream – to Production…? From that beginning understanding of what could be important, we introduce the use of Databases, and sometimes the use of AI, along with a series of other qualities, such as age of your prospect’s ownership, and senior management’s ambitions, as examples. We also introduce the fact that – a customer’s “preferred supplier’s Differentiation” – can change….as their market conditions change…! But most suppliers aren’t in tune with such a development, until someone notices that over the last three or so years, revenue from a certain customer or market group of customers – has dropped, say – 20% to 25% a year. And no one at the supplier – noticed…or initially spoke-up….! Quarterly and year-over-year rigorous analyses of customers, organized by market, or a solid, well-designed Customer Survey every 4 to 5 years – would have alerted senior management – that their importance, their Differentiation – to a historically very important group of customers – was changing, and not necessarily for the better. SUMMARY All dollars going through your company from customers – are not equal. And the development of new business – should be purposeful – and anything but arbitrary….as your company’s future is being decided by who is being pursued – now…! It’s the rare company whose manager’s title includes “Marketing” – that is rigorously measuring, observing, and reporting – what is changing, and specifically what the company should be improving or changing, as their customers’ expectations and needs – are changing. Next Inside Sales Academy Class starts January 13, 2027… at 2:30 pm EST. For Registrations or Questions, please contact: Sid Chadwick, President Chadwick Consulting, Inc. C: 336-588-4939 sidchadwickcc@gmail.com OR Sarah Ogburn, Administrative Assistant Chadwick Consulting, Inc. C: 336-602-8547 sarahogburncc@gmail.com

By Sid Chadwick, Chadwick Consulting, Inc. – 09/01/2026 Jack Cannon, a young beginning Outside Sales Rep from Professional Printers in Columbia, SC, SC’s largest independent printing company, thoughtfully wrote the following post on LinkedIn, including the name Jess MacCallum, one of Professional Printers owners. Outside Sales Reps increasingly represent 1/3 to 1/2 of our Class attendees. The process of developing Target, ideal customers for your organization nurturing them in that development – is relevant for both Inside Sales Reps as well as Outside Sales Reps. 3 of our CEO Peer Group Members are returning employees to our Class starting September 9th. This will be our 7th Class, and I feel a bit awkward in sharing with you that thus far we have only benefitted from students from 6 companies. My honest assessment is their Presidents have been unusually pleased with the quality of employee improvement we are sending back to them. Please click the following link to view Jack Cannon’s post on LinkedIn: https://www.linkedin.com/feed/update/urn:li:activity:7499086992073195521/ Next 15-Week Inside Sales Academy Class starts January 13, 2027... at 2:30 EST For questions or to register a Student for our next Class, please contact: Sid Chadwick, President Chadwick Consulting, Inc. C: 336-588-4939 sidchadwickcc@gmail.com OR Sarah Ogburn, Administrative Assistant Chadwick Consulting, Inc. C: 336-602-8547 sarahogburncc@gmail.com

By Sid Chadwick, Chadwick Consulting, Inc. – 08/25/2026 We’ve learned a lot – this 1st 18 months of 15-Week Classes – about who should attend…and who should NOT attend. Our Best, Most Successful Students: Are not afraid of challenges. One CEO gave a student in our 1st Class a list of over 4,000 customers that had not bought in over two years – some in over 8 years. That student is averaging over $150,000/mo. – from 1st time renewed, previously lost customers. (Repeat orders are expected….!) Are selling between $50,000 and approx..$150,000 per month – of new business for their companies – to customers who either were totally new, or had not bought in over two years or more (some renewed customers had not bought in over eight years.) Have become Sales Leaders in their companies – competing with four or more seasoned Outside Sales Reps. Had No Print experience – but were fearless in their ability to successfully engage cold prospects – from Training they received. From Research Training they received, 1# star Student recently identified and then gained a new account – expected to buy over $700,000 – this 1st year…! Did the Weekly Homework and Reading Assignments. Have a strong work ethic. Have a strong sense of empathy, for gaining prospects’ trust, quickly. Know how to really listen, and don’t talk over their prospect’s conversation. Know how to follow their Training guidelines. Have continued to contribute to the evolution and development of our Curriculum, which is in constant refinement. Enjoyed learning new Resources – that includes experienced Outside Sales Reps. Students Who Were Not Successful in Our Academy: Did not realize the Reading and Writing Assignments – were expected, not optional, and required time outside of Class. Would tend to skip Class, if they had not done their Homework. By their inactions re. Weekly Assignments, either left the Class, or allowed their employer’s to “cut their losses early.” Were bright but did not have ambitions to be successful – in Sales. Next Class starts September 9th, at 2:30 EST. Please click the following link to read Student Testimonials from Chadwick Consulting, Inc.'s Inside Sales Academy: Don't Let Your Best CSRs See This...! For Registrations or Questions, please contact: Sid Chadwick, President Chadwick Consulting, Inc. C: 336-558-4939 sidchadwickcc@gmail.com OR Sarah Ogburn, Administrative Assistant Chadwick Consulting, Inc. C: 336-602-8547 sarahogburncc@gmail.com

By Sid Chadwick, Chadwick Consulting, Inc. – 08/20/2026 Published in American Printer : “School leaders just made a national move that puts print back in the spotlight, and our associations stayed silent. Sid reveals why this turning point matters, what decades of research prove, and why your customers should be paying close attention.” Our Legacy News organizations, in my opinion – protected the Teachers Union. They also protected our great industry’s associations….by telling only half the story. Neither group, nor the reporting news media – wanted the real background story (check-out the link below) to be brought forward, and part of the narrative – last Tuesday. A month or so ago, I reported that the Los Angeles School Board “recommended” limiting hours for young students to receive instruction and reading assignments from digital devices. (Our industry’s associations were silent. The real educational background evidence, from decades of testing – was overwhelming.) Last Tuesday, the second largest public school district in the U.S., and the Los Angeles Board of Education, approved a resolution limiting student classroom screen time (Los Angeles Times). This was a major national inflexion point, and every public education system in the U.S. – noticed. “A child sitting in front of a screen for hours is not getting better education simply because the content is online,” said Nick Melvoin, original author of the resolution. “Under the board motion, students will be kept away entirely from screens until the second grade and after that, screen time will be tracked and limited….The resolution also directs administrators to guide teachers toward more ‘paper and pen assignments’.” (Don’t you know, this was a “cat-fight.”) The resolution passed, 6 to 0, with the chairman abstaining, due to his technology investments. USA Today reported that “the U.S. Surgeon General’s advisory earlier this year offered guidance for schools: Limit screen use, including by assigning work in books or on paper whenever possible, investing in physical textbooks and hands-on activities…..One study of 152 children, as cited in the advisory, found that ‘excessive screen time in early years was associated with poor cognitive and social-emotional development…In a study using data from children aged 12 – 17, researchers found that teenagers with higher, non-school screen use were more likely to experience ‘adverse health outcomes’ such as infrequent physical activity, being infrequently well-rested, depression symptoms, anxiety symptoms and more…” I direct you to the link at the end of this article, where we cite multiple studies – going back decades – that support “printed document reading” – for improved cognition, learning, and recall. This is not new information. By their inactions, it appears our associations would like these research studies, citing the many superior performance qualities of print over digital, would just go away….! Why…?.............. Digital sells new equipment. However…..Print fairly consistently outperforms digital – in many if not most learning and business performance environments. Universities pursuing government digital research grants need to call time out and take a second look at the foundation they are attempting to build. DOGE vigilantes can’t miss this event for freeing up research money that should not be spent, or at least questioned. Recent studies show a growing number of major corporations are returning to Print – as a proven – better ROI….! Many of your customers – should learn this…want to know this…! And….don’t wait for a front-page headline… from your associations….! Click the follwing link to read The Paper Advantage: Why Reading Print is Better for Your Brain (From The Epoch Times):

By Sid Chadwick, Chadwick Consulting, Inc. – 08/11/2026 “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 15-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 15-Week Inside Sales Academy Class Begins: September 9, 2026! Click the following link for student testimonials: Don't Let Your Best CSRs See This...! For Registrations or Questions, please contact: Sid Chadwick, President Chadwick Consulting, Inc. C: 336-558-4939 sidchadwickcc@gmail.com OR Sarah Ogburn, Administrative Assistant Chadwick Consulting, Inc. C: 336-602-8547 sarahogburncc@gmail.com

By Sid Chadwick, Chadwick Consulting, Inc. – 08/06/2026 Published in American Printer : “Sid's article reveals the quiet revenue leak most leaders overlook: reps walking into major events unprepared. He reviews how a few disciplined habits can turn every show into a real pipeline.” “Keep showing up. Be diligent. Only 25 out of 100 people are your competition. The other 75% just quit.” ………Mort Drucker, Mad Magazine Artist You should not let your Newly Hired Reps – see this Article. Our great industry is hard-wired to Technology & Equipment, and seldom focused on how Print can improve a customer’s performance. As one CEO commented on a Group Conference Call: “There just aren’t any new accounts available – that fit our focus on Pharmaceuticals & Packaging…!” To test my sanity, I called a long-term client, located in the San Francisco area. Several years back, their CEO and Founder invited us in, to totally guide the development of a new Business Development Department, under the leadership of the founder’s son (truly – a super Account Executive, carrying $10 million in sales – he developed). One of several cornerstones we strongly suggested, was – their attendance at Trade Shows – being attended by their best customers – and the prospects they wanted – much like the customers – they already served. You see, Customers & target Prospects attend Trade Shows – with a totally different attitude. They are there to: Solve a problem…. Learn what’s new…. Find a new Supplier… Catch-up with long-term friends – in the industry. We worked on proper preparation of their Sales Team’s Trade Show attendance disciplines (introductory prospect conversations, scouting-out in advance the folks they wanted to meet, developing follow-up appointments, and relentless follow-up). That client’s sales this year should top $35 million (the founder starting from a garage.…repairing presses…!) It’s another of our great industry’s great stories – grounded in intelligent innovation, and a fierce work ethic….! ‘Calling their Business Development Director, he has their Business Development Team scheduled to attend – 5 Targeted Trade Shows – this year! Their Target Trade Show Market…? Pharmaceuticals Packaging. This is NOT my 1st article about the importance of targeting Customers’ Trade Shows – for significant new business. Our great industry’s associations need to reflect on the harm they do, when neglecting the importance of Intelligent Business Development (to pay for new technologies and equipment….!) Note: Our next 15-Week Inside Sales Academy Class – starts September 9th, and Trade Show Prospect Development – IS – part of the Curriculum….! For questions or to register a Student for our next Class, please contact: Sid Chadwick, President Chadwick Consulting, Inc. (C): 336-558-4939 sidchadwickcc@gmail.com OR Sarah Ogburn, Administrative Assistant Chadwick Consulting, Inc. (C): 336-602-8547 sarahogburncc@gmail.com

By Sid Chadwick, Chadwick Consulting, Inc. – 08/03/2026 Our Classes – elevate our Students' expectations. Recently we started inviting "Live Testimonials" from previous graduates. And...you may also not be aware that we receive written Evaluations from each Student – at the end of each Class. Here are a few of their comments: Thank you for going through each point on the Customer and Market Buying Trends – I learned a lot... I believe the course and Internship will help me build stronger professional skills, communication skills, and problem-solving skills. Being introduced to the Databases, and learning when and how to use them – is most useful. Viewing our prospects' primary competitors – is most useful. The Checklist on your Customer's Value – was eye-opening... I must do better on these issues. The Search Engines – were most valuable. I enjoyed Class today....! Talking about our findings from Data Axle.....most helpful. Better Customer communication strategies.... Discussing the different methods for finding better prospects – using these data sources. Walking us through Differentiation.... I will use Value-Added to find better prospects. Like I mentioned in Class, I use Value-Added in my daily tasks at Professional Printers. The Business Development Pipeline will be very helpful to keep track of useful information. If our new CRM system does not have all that yours does, I'll add the ones yours does use. The info on why use Print instead of Digital is good to send to both Customers & Prospects. The Stories help me make connections on why the principles are useful. I may be the 1st to send Notes of Appreciation to my Customers and Prospects – and Production employees. Solidifying the Relationship – and Differentiating my company. I really enjoyed looking at the new Database, and I'm excited to use it. I enjoyed our meaningful conversations I have learned a lot – already – in just 8 weeks. Our Mid-Term Exam gave us good reminders. Mr. Chadwick talking to each Student allows us to learn from each other...That is when I take the most notes. I am comfortable using ProQuest. I enjoy – everything...! The most helpful Handout was the Flag Memo. It gave a lot of good ideas, and a great example. I don't feel anything is ever a waste of time. It's great hearing the successes of previous graduates. I learned a lot today, and took a lot of notes. Everything was great...! Discussing a better Quote Letter, and Feedback requests. Looking forward to hearing from other graduates. Next 15-Week Inside Sales Academy Class starts September 9th...at 2:30 EST For questions or to register a Student for our next Class, please contact: Sid Chadwick, President Chadwick Consulting, Inc. C: 336-558-4939 sidchadwickcc@gmail.com OR Sarah Ogburn, Administrative Assistant Chadwick Consulting, Inc. C: 336-602-8547 sarahogburncc@gmail.com

By Sid Chadwick, Chadwick Consulting, Inc. – 07/24/2026 As I recently read a series of Strategic Recommendations from a Consultant I have a high regard for, I noticed something significant seemed missing in the recommendations. While the recommendations for what needed attention seemed “Spot-On,” those recommendations did not always draw the inevitable line for the reader – for how each recommendation – would inevitably lead to increase revenues, margins, and value of the client’s company. For example: “Employee Performance Reviews”: for clarifying job duties, and activities certain employees should not engage – in writing, would lead to clarity and respect for production management, improved employee mutual respect, more jobs being delivered on-time, reduced overtime, and reduced squabbling between Sales Reps re. their customers’ work schedule. Just an elevated “sense of order” would easily improve overall morale, productivity and plant capacity – leading to less customer attrition, increased sales – and profitability…! Relentless Education of the Sales Team – in particular – re. “Estimating,” tends to improve not just expected job costs, but importantly: (a) more complete Estimates, (b) understanding by Reps & CSR’s for, “Why the cost is what it is,” and (c) “How to ensure that important details are captured up-front, and not neglected” – vs. becoming a late delivery – and upset customer – for lack of critical information – that stops the project – and other projects – mid-stream. Buyers tend to pay attention to suppliers, who are the only ones asking – “new – but critical questions” – for critical projects. Satisfied, smart customers tend to reward those suppliers – with more work, and better prices…who consistently demonstrate – Reliability, and Useful Information…! What do you plan to improve – for Increased Sales – and – Increased Profitability….besides taking on more debt, for buying more equipment, that requires more trained personnel…? September 9th – Next Inside Sales Academy 15-Week Class! For questions or to register a Student for our next Class, please contact: Sid Chadwick, President Chadwick Consulting, Inc. 336-558-4939 sidchadwickcc@gmail.com OR Sarah Ogburn, Administrative Assistant Chadwick Consulting, Inc. 336-602-8547 sarahogburncc@gmail.com

By Sid Chadwick, Chadwick Consulting, Inc. – 07/17/2026 Talking to three Super-Star Academy Graduates this week – elevated my spirits. I had told them earlier that there’s an “Invisible Gun Going Off” most years –around July 4th. From that point, the drum-beat picks-up – both in sound – and rhythmic beat. “Don’t let-up…What you’ve been taught to do” – and “How you do it.” “Let your competitors wallow in their own depression – and lack of disciplined Training.” “You’ve got multiple competitive advantages – to carry you forward…!” One Inside Rep reported that in the 2nd week of July (only), her sales would exceed $65K (Friday’s sales were not yet counted), and that invisible gun going off – as a result of her prior preparations – was proving to be true – which she would not forget – when she gets a Team to train…! Footnote: That Inside Sales Rep only calls Customers who have not bought – for two years…or more…! ROI: 50% Value -Added…..on $65K in revenue (a slower week than her average) = $32,500. The Academy Class now costs $85/Class for 15 Weeks = $1,275…..$32,500/$1,275 = 25.49…..That’s a ROI of ……2,549%........! There is no better investment you can make in your company….! Next 15-Week Class starts-up September 9th. For questions or to register a Student for our next Class, please contact: Sid Chadwick, President Chadwick Consulting, Inc. (C) 336-558-4939 sidchadwickcc@gmail.com OR Sarah Ogburn, Administrative Assistant Chadwick Consulting, Inc. (C) 336-602-8547 sarahogburncc@gmail.com

By Sid Chadwick, Chadwick Consulting, Inc. – 07/16/2026 Published in American Printer : “You might be celebrating new wins while missing the buyers who stopped calling. Sid's article lays out the overlooked accounts that can move your numbers and the simple habits that bring them back.” “People do not decide their future…they decide their habits…and their habits decide their future”…..F.M. Alexander, Top Leadership Quotes for 2021 INTRODUCTION: Most organizations’ Sr. Management understandably like to review “New Customers and their Sales” – “for the last 12 months”…. or “Y-T-D.” That process usually has positive numbers. …It lets them feel good. And, budgets tend to be developed around those expected numbers – “New accounts & their Sales.” Seldom do I observe a “Grilling Review” of: All Customers whose sales are off 20%; 30%; 40% or more – This year vs last yr…? This year vs two previous years…? Why? ...And…. What Action is being taken – to correct this condition, and when was that Action… initiated…? We have multiple “Inside Sales Rep Academy Graduates” – who are “knocking the ball out of the Park” at their companies…! (Several top performers – had almost no prior Print experience.) But their numbers Y-T-D indicate they are…shocking their organization, and rewriting what can be done. In more than one example, their president – with a tone of skepticism – gave them THE List – of NO Sale Customers – some going back several years – as the only list they were to call. (That Inside Rep is averaging just under $250,000/mo. in sales to No Sale Customers – with Value-added running over 50% a month.) As another observation, sometimes it’s hard to change the thinking of Sr. Management re. Business Development, that’s “hard-wired re. Equipment & Technology.” If you had that scene developing in front of you of $100,000/mo. in Sales to No Sale Customers, how long would it take you to thoughtfully develop that department…? Yes, we teach how to approach such previous customers…and how to get Return phone calls – from customers who have not bought – for several years…and what to say when that return call occurs! But how do they do it…? 15 Weeks of Class Time & Homework Assignments – ferrets-out who is willing to work, and who is not. Class size is modest – so it’s impossible to hide from being called-on. We tend to not lose a Student…but it can happen. Students are alert and participating in Class Discussions – throughout the 90-minute Class. We’re on Zoom – so I can see each of them. And anyone skipping the Class, or not producing their Homework (requiring 3 to 5 hours of their personal time), has a polite note sent to their supervisor (usually their President). Lack of Assignments being produced – tends to be promptly corrected. There’s a Mid-Term and Final Exam. Grades tend to range from “C-“ to “A+.” I’m available 24/7 – if anyone gets stuck with their Homework Assignment. (I average receiving an evening Call – about every 2 to 3 weeks.) SUMMARY: How many companies have a problem with “Lack of Sales”…? Too many. As I shared with one President: “If you’ll pay your Inside Rep a comparable rate as your Outside Reps are now paid, there will be no shortage of very smart, motivated single mothers – wanting to fill the position of “Inside Sales Rep” – after attending our 15-Week Academy…! Even with no prior print experience, our Inside Sales Academy gives them confidence of what to do, what to say.” Contact Sid: Sid Chadwick, President Chadwick Consulting, Inc. 336-558-4939 sidchadwickcc@gmail.com