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By: Sid Chadwick   " It always seems impossible – until it's done" ……..Nelson Mandela INTRODUCTION : “I can’t support the 3-month Training Program you’ve created…! Why…? Because it’s not supported or promoted by a national association.”   Those words, from a treasured, long-term CEO client, were like a dagger in my heart.   They were also like a spark – that kindled a furnace – deep inside me.   After reflecting deeply re. where the Marketplace is headed with Buyers, I’d created a Business Development Training Program – for Inside Sales Reps/CSR’s  – (with no substantive compromises), that included: 13 Weeks  of 90 Minute Classes. Homework Assignments – every week – requiring approximately 3-5 hours of personal reading and study. Introduction and Training in 6-Public Databases  – most students and their companies – didn’t know existed, or how to use. Video Recordings  – of every 90-Minute Class – forwarded to each student and his/her CEO/President – within 24 hours of every 90-Minute Class. A comprehensive “written Class Evaluation ” from each Student, required at the end of each 90-Minute Class. Class Readings & Study Assignments – for next Class – sent 24 hrs. after each Class. I was personally available to students re. Questions and Curriculum challenges or company opportunities – 24/7 and averaged almost one call a week from Class Students. 1st Class size was set at 7 Students, to ensure quality and personalization for each Student. Framed and personalized “ Certificate of Completion ” – received by each student – by June 26th. Our last Class in the 13 Week Curriculum – is June 25th .   At this moment , 4 CEO’s  with Students – in this 1st Class  – have requested seats for Students – in the next Class, starting-up August 13th . ( Two  of the four requests asked for TWO Student seats, not one.)   The August 13th Class will be set to have 9  Students, not 7 , and the Curriculum costs are $75/Class for Students outside our CEO Peer Group (no increase – same as the 1st Class), $65 /Class/Student for Students from our CEO Peer Group.   SUMMARY – An Early Surprise : The revered CEO who could not support our unique “ Inside Sales Rep Training Program ” – before it was launched, called me. Background includes that his company’s President, just before the 1st Class began, called me and asked to place a talented Student in the Class. (That CEO had been following our Curriculum, and Class Videos.) Three weeks before our last Class (which is this week), he called me personally – and asked, “ Sid, can you reserve 2 seats in your 2nd Class, August 13th – for 2 Students from our company…? ” …..I assured him two seats would be set aside for his company, and subsequently informed his President of the request.   Students have learned how to use those Databases, and much, much more – to : 1.   Get target Prospects’ attention, working from their office -Prospects who have “superior Value-Added profiles.” 2.   Dramatically renew & improve neglected Customers’ revenues, and margins. 3.   Improve their “Quotes Won” results. 4.   Produce significant new business, at lower costs, and better margins.   We have 4 Seats left to fill – in our August 13th Class….! Sid Chadwick, President Chadwick Consulting, Inc. sidchadwickcc@gmail.com 336-588-4939 www.chadwickconsulting.com

By Sid Chadwick, Chadwick Consulting, Inc. – 06/19/2025 Published in  American Printer  :   “ Putting things off can be risky for decision-makers. Sid Chadwick explores how “later” becomes a dangerous habit, costing trust, safety, and even global stability.” “It is a mistake to look too far ahead. Only one link in the chain of destiny can be handled at a time.” ……………………..Winston Churchill INTRODUCTION :   You remember your first taskmaster , who insisted certain tasks were not allowed to be  “put-off.” We also  remember the bosses – who demonstrated – by their lack of follow-through  – that they were not committed to what was needed….or promised. From them, we learn a distinct vocabulary … .”I’ll get it - next week”…”I’ll be sure to be there, next time”….”I’ll try to be sure to turn the stove off – when I’m finished, later”….”I’ll conduct the delayed Performance Reviews – next month, for sure.”……”I haven’t had time to buy gas this week, we should be OK”….”Our tires are really slick, but we should be OK… if it doesn’t rain.”….”I’ll pay those bills next month, after I get back from vacation… we should be OK…”…. You get the picture…you know the words…. What can first appear to be a simple delay…so easily…quietly…seems to become a pattern, with mischief…. and even deadly grief….waiting. We also know the relationship difference we have, with those rare individuals who don’t practice or give us “ later ”….on important issues (really…not on any issues).     SUMMARY :  We are at an “Inflexion Point” in our world  – re. the development of armaments that are promised to be used in a nuclear war….that would change our world, and that for our children, and their children – forever. However….“Later” does not appear to be in the vocabulary of our Leaders, regardless of their role – though the use of “Later” is how our world got to where it is now. Our world was most fortunate – 90 years earlier…..Winston Churchill deeply understood what was needed, when it was needed. May our precious country remain gifted, with Leaders – who understand… “ What’s required for the moment of our time . ”   “Courage is rightly esteemed the first of human qualities because it is the quality that guarantees all others.” ……………………..Winston Churchill

By: Sid Chadwick As our industry continues to “Dumb-Down” front-line talent, working with Customers, “Opportunities” to Upgrade Services to Prospects and Customers – are practically unlimited.   Our Inside Sales Rep/CSR Training Class Curriculum  recently included content – almost none of our Students had ever seen – before our “ Weekly 90 Minute Class. ”   A few Examples : How To Improve your Quote Requests - Won . How to radically improve your Proposals . How to Improve Margins  – on Quotes won. Recognizing and pursuing: “ Value-Added ” – over short-term Profitability. Learning which Databases  – to pursue – for finding a Target Prospect – that “fits” your company. Learning which Database to use  – for effectively Introducing EDDM – and turning a profitable Direct Mail Prospect - into a Customer. Developing Teamwork - between Production and Sales . How to use a “ Joint Sales Call ” – sometimes including a key Supplier – to win a great new Customer. How to “ Effectively Handle Bad News,”  and not lose the Customer. How to “ Effectively Handle Bad News ” – and improve Trust with your Customer. How to use “ Plant Tour Surveys ” – to gain new Customers, Referrals, and immediate New Business. Learning the power of – “ A Handwritten Note of Appreciation .” How to use Research  –for gaining Target Prospects….!   Our Class includes : (a) 3-to-5 hours of Homework between Wednesday Classes, (b) a Class Video sent to Student’s Presidents – after each Class, and (c) 13 Weeks of dynamic Business Development Content – for developing successful Inside Sales Reps/CSR’s  – who are: (1) more productive, (2) more profitable, and (3) Cost Less – than Outside Sales Reps.   Maybe that’s why four  Students have already been requested by their Presidents - to attend our August 13th next Class start-up  – who have Students – NOW – in our current Class. Fee per Student: $75/Class Fee for CEO Peer Group Students: $65/Class Class Size Limit : Seven. Send Request for August 13th Student Admission to: sidchadwickcc@gmail.com

By Sid Chadwick, Chadwick Consulting, Inc. – 06/05/2025 Published in  American Printer  :   “ Many companies overlook the importance of structured sales training—are you missing out? Sid shares 10 essential questions to improve your strategy and achieve success.” “Most human beings have an absolute and infinite capacity for taking things for granted.” …………………. Aldous Huxley INTRODUCTION :   After the 1st nine weeks , we recently checked with our Students in our ground-breaking 13-Week Inside-Sales-Rep/CSR Training Course, “How many of you already have Company Training for” : How to properly Handle Bad News (and NOT  lose the account)…? How to reestablish a higher level of trust  – after – delivering “Bad News..?” Recognizing New Business Opportunities –  from Buyer Turnover  (…and NOT lose the account…!)…? Understanding the radical  difference between “Value-Added Contribution,” and “Profitability”…in upgrading better Prospects – to pursue? How to find and use recently published articles – to get the attention of target Prospects’ key personnel – re. their strategic issues? Using recently published articles – by Competitors of Target Prospects – to get Target Prospects’ – undivided  attention…? What Databases to pursue – for identifying great, high Value-added Prospects to pursue…that “fit” your company? How to develop a more effective Invitation – for a Plant Visit  – that “fits” the “communication style” –  of your Prospect…? How to develop a more effective Quote Letter  – that resonates with your Prospect’s values, and “communication preferences”…beyond price…? How to renew a working relationship – with a neglected , target, high Value-Added current Customer….?   As you might guess, none of our students had received any Training, of any design, re. that sample list of Curriculum Training Lessons.   Maybe….just maybe….that is partly why – one of our more conservative and successful CEO’s called me last Thursday, and said ,   “I wanted to personally hear you tell me that you will save two more seats  – (he has a Student – now – in the current Class….!) – for Reps from our company – in your next Class,  starting-up in late July/early August…!” SUMMARY :  He went on to say that (a) after watching several Videos of our Classes (Every Class is Filmed, and sent to the Student’s President and CEO – less than 24 hours after each Weekly Class.), and (b) reviewing the Weekly Homework Assignments, that require 3 – 5 hours each week, outside and preceding the Weekly Class – and (c) listening to her enthusiasm for the work she was required to do, he wanted more – for his Business Development Team – including accelerated development of an Inside Sales Rep Team , which his company has over a decade of success – testing.  The Marketplace is changing. … Buyers have less time to see and evaluate prospective suppliers .    And yet, history – and Customer turnover shows – every Buyer wants – Improved Suppliers ….!   “Dictators ride to and fro on tigers from which they dare not dismount. And the tigers are getting hungry.” ……………..Winston Churchill

By: Sid Chadwick 5/22/2025 “Too many of us are not living our dreams because we are living our fears.” ……………..Les Brown   When were you last in a modern, Central Library….? (In our modest town of under 250,000 residents, I was asked to assist our Central Library – to produce a Video  – for our County Commissioners, who subsequently built us a $5 Million Central Library …with multiple, multiple “Bells & Whistles”….!) ( That’s what Printers do…! ) When did you give your Business Development Team  – and Production Supervisors  – a written explanation  (for repeated future reference) – of – How “ Value-Added ” is a far better measure for valuing a Customer’s contributions to your bottom-line  – vs. “Profitability”…?     When did you last ask your Central Librarian to show you – How to use their Databases  – from your office desk pc  – for finding previously unknown  Targeted Prospects  – who “fit” the profile of –  your most profitable, high Value-Added Customers …?     Have you asked for References  – to the newly created Inside Sales Rep/CSR Training Class  – or – asked to speak personally to current students – who are 2/3 through their 13 Week Course …? (What’s it like…? Have you learned to use Resources – no one in your company knew existed…?)     NOTE : Next 13-Week Class – already has current Class students’  Presidents – placing more Students in the Next Class….starting late July/early August!     For more details and to reserve a position for the next class of 7 Students: (email: sidchadwickcc@gmail.com ).

By Sid Chadwick, Chadwick Consulting, Inc. – 05/16/2025 Published in  American Printer  :   “ Blueprint for Stronger Sales Teams: Sid's latest column tackles the challenges of sales today—finding skilled reps, reducing buyer turnover, and keeping customers engaged. Read Sid's insights to help your company stay competitive.” “How wonderful it is that nobody needs to wait a single moment before starting to improve the world.” ……………Anne Frank   INTRODUCTION :   When I sent a treasured Midwestern client his requested Sample Curriculum  –  to our recently developed: Three Month - Inside Sales Rep/CSR Training Program …. his next day response was, “ May I send two students….? ” Market Background and Changing Conditions include : Frequency of requests for “Experienced Sales Reps to hire” – is increasing . Buyer Turnover , a major cause of customer attrition, is increasing …! Buyers are less tolerant of unprepared Prospective Supplier Reps…! A generation of experienced, legacy Sales Reps are retiring. Not replacing them  – early – can be fatal . Inexperienced, untrained Inside or Outside Sales Reps – can quietly create a slow-moving, expensive, unintended disaster  – for the Supplier. Faced with increasing risk from Tariffs, Buyers have less support, and less time – to bring-in new Suppliers. Legacy industries, like banking, are drowning skilled employees under “ unpublished, illegal work loads ”…!( The Wall Street Journal ) Few organizations in our great industry have written procedures and formal training, especially for new “Customer contact” employees – and  “Employee Turnover” – shows it. SUMMARY :  Most of the Databases we introdu ce to students, and teach to use – enthusiastically – successfully – for gaining new business and new Customers – are available at a good, Central Library . When were you, or your associates – last in your Central Library, talking to a Research Librarian – and setting-up instruction times…..? If you ask, “ What will be different two and three years from now – for successful companies in our great industry …?.... These issues ought to be on your check list….. to follow-up….!     “You’ve just got to go up there with confidence, no matter what.” ……Aaron Judge, NY Yankees Slugger, The Wall Street Journal

By: Sid Chadwick 05/06/2025 “ My last two years, I serviced my major Buyers - on both Coasts - from my office desk – that was their preference…as well as my preference....! ” …Tom Schultz, Top Performing Account Executive - for Over 35 Years We have several clients who have had successful Inside Sales Reps – for the better part of the last decade. Today, they are purposefully moving to develop the majority of their Business Development professionals – from Inside Sales Rep positions . Why ….? Committed Inside Sales Reps: 1. Are more productive…. 2. Are more profitable….. 3. Are lower cost…. 4. Like receiving….a much better paycheck….! In a period when Buyers’ companies are facing challenging cost increases, Buyers are facing shrinking support staff, and less time to accomplish increasing required daily tasks……they also have far less time to give to current supplier Reps, much less prospective supplier Reps. Our Three-Month Inside Sales Rep/CSR Training Class has unleashed surprising energy and enthusiasm for new positions – that access multiple Databases – and multiple new tools – for successful introductions to targeted new Buyers , and Marketing Depts. – who are delighted to meet them – online…! Our next 3-Month Class starts-up in late-July/early August . Classes are every Wednesday, from 2:30 – 4:00 EST, with pre-Class Homework Assignments every Thursday, for the following Wednesday. Class size is set to not exceed 7 students. “ I’ve always been attracted to the more revolutionary changes. I don’t know why. Because they’re harder. They’re much more stressful emotionally. And you usually go through a period where everybody tells you that you’ve completely failed. ” ……………..Steve Jobs Sid Chadwick, President Chadwick Consulting, Inc. 336-588-4939 sidchadwickcc@gmail.com

By Sid Chadwick, Chadwick Consulting, Inc. – 05/01/2025 Published in American Printer : “Inside sales reps drive productivity and profits by combining strategic adaptability with direct customer engagement. Sid emphasizes that hands-on training not only builds skills but proves that true success comes from a blend of persistence and smart strategy.” “ My last two years, I serviced my major Buyers - on both Coasts - from my office desk – that was their preference…as well as my preference....! ” …Tom Schultz, Top Performing Account Executive - for Over 35 Years INTRODUCTION : Our 1st Three-Month Inside Sales Rep Training Program Class – is exceeding my expectations ….! Students are all - extra bright….! Homework assignments – and reading assignments – every week … all Classes online – with every Class recorded , and recordings sent to each student’s Supervisor – next day…! Our next 3-Month Inside Sales Rep/CSR Training Class is scheduled to begin: late July – early August …! Next Class size is set at – 7 Students (same as this Class) . When a $40 million/yr. client early-on asked to review a sample of the Curriculum, he subsequently asked to have two Students – attend …! Evaluations and feedback received from Students – after every Class . A sampling of Student feedback : I am appreciative of pre-class communications – and preparation. The most useful information has been the examples of certain terms & concepts. I love the fact that the content emailed to us was also placed on the screen so we could follow along…..very useful for a learning tool. Look forward to learning more about Differentiation in coming Classes. I found Sid’s real-life practical examples of the concepts and phrases such as how to respond to certain Customer objections – the most useful…! Most useful…? Real life examples of each of the Customer and market trends – as well as the thorough explanations. Thank You so much for the Research Resources. This Session reminded me to continue to check with my Customers what needs/wants are needed with each project. The Research Tools will be extremely useful to my prospecting efforts…I am sure these Databases will save me time… I like how real-life examples are used…it makes the content more understandable….I also like hearing other Students questions…...It helps to see a different POV. The Library Research Tools…A truly invaluable tool – not only for work, but for life. You get the idea…..these Students are enthusiastic…energized…. about what they are learning SUMMARY : Historically, I’ve occasionally been critical of our academic institutions – for not updating their curriculum. (Check the copyright date on their textbooks – and their websites.) These students are weekly receiving guidance – on real life projects – occurring in their companies…NOW…while learning from each other….! Students have the privilege of calling me 24/7 – re. their assignments….I receive about 2-3 calls per week. Inside Sales Reps …tend to cost less…are more productive….and generate better margins….! Their learning – and success for their companies – from this Class…is our mission…. at Chadwick Consulting…! Sid Chadwick sidchadwickcc@gmail.com “ It’s really hard to design products by focus groups. A lot of times, people don’t know what they want until you show it to them. ” ……….Steve Jobs

By: Sid Chadwick 04/10/2025   Archiving  – and communicating the archiving of important Communications  – including to Customers…Suppliers…Employees…and Target Prospects… should be SOP – for your Customers .   Strangely enough, it isn’t.   Customers tend to lose track of important electronic files :   Who created the file we’re trying to find…? Did we copy the files they created - before that designer was temporarily laid-off…and took her laptop? Was that laptop wiped clean, or copied - before she left…? Which supplier created that campaign for us…? If we knew who, can they provide us a copy…? When we took down our website, that electronic file went also…! We’ve had so many changes in personnel, no one here now has a clue which file we’re trying to locate…!   Suggestion : Most “Print Service Providers” archive all electronic projects – for at least several years. (However, most Print Service Providers fail to remind their customers of this priceless asset – reserved – for when they are needed.) Create an “Alpha-numeric” archiving system – for identifying all projects by Customer, date, subject, and “end recipient.”  Every 3 to 6 months, depending on the number of projects produced, provide your customer a “Master List” of all archived projects – in their name. Ask for a list of who should receive that list, every 3 to 6 months, and especially including individuals who “influence purchasing decisions.” Caption Title on that List might read: “ Archived Electronic Files we store for you, at no additional charge, for up to five years, available here when you need them. ” (PS: A statement like that could be added to every quote letter.) I assure you, this fundamental process – can be counted on to increase your Estimating Winning Percentage…! Sid Chadwick, President Chadwick Consulting, Inc. 336-588-4939 sichadwickcc@gmail.com

By Sid Chadwick, Chadwick Consulting, Inc. – 04/03/2025 Published in  American Printer  :   “ Read Sid's insights into the evolving economy and how businesses are achieving more with less. Discover how Inside Sales Reps are transforming the print industry—boosting productivity, cutting costs, and driving profits. Learn why they’re the future of sales and how to get started with your own team.”     “Every decision is like surgery. It is an intervention into a system and therefore carries with it the risk of shock.” …………………Peter R. Drucker INTRODUCTION :   In case you missed  last evening’s Interview of the Federal Reserve’s Chicago CEO and President, Austan D. Goolsbee , by journalist, Bret Baier, on the evening of April 1st – you missed both clarity and directness – re. “ Where we are….and what is likely to follow. ”   And….not unlike the record-breaking Wisconsin Supreme Court Justice election yesterday. won by the Democratic candidate, I believe – as a society – we will continue  to learn to accomplish more….with less. We recently spoke to a company owner – whose revenue growth last year – set records  – along with record-breaking profits.   He has 10 Sales People – and – all 10  – are Inside Sales Reps .   We believe that many companies in our great industry either already have at least one Inside Sales Rep – or –  want to get started – with one or more – Inside Sales Reps. NOTE:   For well over a decade, we’ve had several clients with at least one – successful – Inside Sales Rep. Inside Sales Reps are: More Productive, day after day – calling, writing, following-up, and sending out Samples and Promotion Packages. Less costly….! More profitable….! More helpful – and more available – providing Quick Answers  – to their Buyers…and Prospective Buyers…..! SUMMARY :  Our 3-Month Inside Sales Rep Training Program – is scheduled to Start-up – April 9th. Sessions are scheduled to run for 90 minutes, from 2:30 to 4:00 EST – on Wednesdays…! All Sessions are recorded, and recordings are forwarded the next day to participants …!  (And - there are modest Homework and Reading Assignments.) Sessions run $75/wk/attendee. Rare Content – includes Introductions and Instruction – for multiple Databases – at public libraries – available online….and over 40 tools for successfully reaching-out, contacting, and developing new Prospects….and… Neglected Customers. Introductory reading materials go out THIS WEEK – to 4 students – already registered .  (Class size is limited to 7.)   I’ll be following-up final inquiries  – over the next week. PS :  Business Development – is changing . At our  bimonthly  Plant Mgrs./Business Development Directors’ Conference Call this week, one of our owner attendees (for well > 20 years, a Plant Mgr.) – volunteered that he and his 4.5 employees are averaging over $100K/mo in revenues, and his  net each month  – is well over –  $30K.  Staying focused…and…disciplined….with Continuous Improvement….has its profound rewards……..!

By: Sid Chadwick “Every decision is like surgery. It is an intervention into a system and therefore carries with it the risk of shock.” …………………Peter R. Drucker   A client recently volunteered that his department meetings – were discouraging. He did not know that his COO recently shared similar comments.   Asking why, I heard: 1.   Objective of a department meeting was seldom stated….and there was seldom an advance Agenda to guide discussion. 2.   Discussion seemed to ramble to far-fetched subjects. The dept. head seldom brought discussion back to the original, central point. 3.   Meetings seldom had a time limit….some lasting two hours or more…! 4.   No one ever took notes, or issued “minutes” re. discussions. 5.   Seldom was a decision made. If a decision was made, it was never allowed to be challenged as the best course of action – partly because “the problem” was  seldom adequately defined – in the beginning of discussions. 6.   Lost time, discouragement and lost respect for supervisor leadership – was inevitable.   Does any of that sound familiar…?   Who is responsible for improving the process, and results…?   Or…is that a dangerous question to ask… Sid Chadwick, President Chadwick Consulting, Inc. 336-558-4939 sidchadwickcc@gmail.com

By: Sid Chadwick “ Life is not about the physical things we can accumulate – but rather the positive impact we can have on the lives of others. ”  ….Matthew Selby, Attorney (at his Father’s Memorial Service)   What can you do that would cause your customers and prospects – to repeatedly –  come back to –  YOU ?   In previous columns,  I promoted opportunities –  to educate customers on your capabilities – for growing their organization’s  performance .   Now step back, and ask…   “ Are these opportunities limited?.... Do we share them in open group discussions – every week – so we can learn from each other ?   “ What capabilities did we explain to customers, and how did that capability increase their (financial) performance ? ”   “ Is there a Master List being created...as a future Reference..? ”   A Collective Team Effort  – for educating customers and prospects – usually produces better results – than individual efforts...! Sid Chadwick, President Chadwick Consulting, Inc. sidchadwickcc@gmail.com 336-558-4939