Search Results

By Sid Chadwick, Chadwick Consulting, Inc. – 06/04/2026 Published in American Printer : “Your new reps aren’t the issue, the targets you’ve taught them are. When they only chase specs, you lose margin and hand wins to competitors who ask the deeper questions. Sid breaks down the leadership gap holding your sales team back and the training that fixes it.” “Just get the correct job specs, get those specs to our Estimator, and then our price to the Buyer – 1st – don’t worry about the other job-related issues at the Customer…” Instructions to a Company’s New Outside Sales Reps INTRODUCTION: We disagree with those instructions….and Sr. Production Mgmt. at that company – also disagrees…! Sr. Production Mgmt.’s unsolicited private opinion: “We too often give away a lot of pricing margin….. that’s unnecessary…..while losing some jobs to smarter Sales Reps, who do ask background questions that alert the Buyer to important Issues.” I had to ask, “Do your senior, seasoned Outside Sales Reps ask their Buyers job-specific questions – that win work…? The prompt quiet answer was, “Almost always…” And the reason new Reps aren’t taught those types of questions to ask? “Generally….the Sr. Sales Mgmt. doesn’t like to Train…” (….or…. doesn’t have any patience or talent …for Training….!) And there you have it…! My bias is that Education & Training require a 6th Sense Talent….Good Trainers not only can do it…They like doing it….(e.g., Teachers …and Nurses…!)….Building the competence (including “Values”) and talent… and performance of important, newly positioned individuals – for your organization…! SUMMARY: A CEO I admire greatly – recently asked, “Where can I find the Sales Mgr. I need…?” My answer was, “It’s probably not your top Sales Rep….though it could be….He or she needs to be respected, and get great, deep personal joy from developing disciplined talent….and department morale…and Teamwork with Production Departments…and company performance – for customers – and their resulting loyalty….…that yields great company performances…!...He or she must be a hunter…for what’s new….for what’s helpful…for what’s changing with Customers…..and how a strong work ethic carries not only individuals over rough patches, but also organizations.” What I’m talking about…is Leadership…with a Mission…..! What’s your future – without strong Leadership in Business Development – with a Mission…? Every year, we see organizations in our Great Industry close their doors, with capable Production personnel – and equipment. “It is the customer who determines what the business is. It is the customer alone whose willingness to pay for a good or a service converts economic resources into wealth, things into goods. What the customer thinks he’s buying, what he considers value is decisive – it determines what a business is, what it produces, and whether it will prosper.”…..Peter F. Drucker, Consultant, Writer, Lecturer, “The Father of Modern Management”

By Sid Chadwick, Chadwick Consulting, Inc. – 05/29/2026 We follow-up with our graduating Students regularly….they are also receiving updated market and encouraging information – monthly….! Recently we learned that: 1. A student from our 1st Class (barely a year ago), who was delayed being moved to an Inside Sales position, sold over $500,000 in her 1st two months of being in sales…..to customers who had not bought from the company in two years….! 2. Another Student from our 1st class is now her company’s Sales Manager, leading and directing her Sales Team…! 3. A Student from our 2nd Class has sold about $500,000 this year, since January…! 4. Another Student from our 1st Class, from an Inside Sales position, has been Top Salesperson, with six Outside Sales Reps, in two of the last four months, this year….! Inside Sale Reps, with excellent and ongoing Education and Training….represent what Buyers need….! Contact for Registrations or Questions: Sid Chadwick, President Chadwick Consulting, Inc. C: 336-558-4939 sidchadwickcc@gmail.com

By Sid Chadwick, Chadwick Consulting, Inc. – 05/21/2026 Published in American Printer : “Many organizations overlook a powerful advantage hiding in plain sight: the proven impact of print. Sid’s article introduces research your teams and customers may not have encountered, insights that elevate comprehension, retention, and results. A quick read that may change your perspective on print’s value.” “The people who are crazy enough to think they can change the world are the ones who do.”…………………...Steve Jobs INTRODUCTION: In our Inside Sales Academy, we introduce multiple published articles re. “the Superior Qualities of Print.” Now, starting our 5th Class of 15 Weeks, we have yet to find a single Student who is aware of “The Value of Print” Research that we are sharing and discussing. Unlimited opportunities to use this invaluable information include sharing with: (a) fellow employees and Senior Management, and (b) their Target Prospects and Customers….! (Sidebar: Talented graduates from our 1st two Classes have already sold well over $250,000 of new business – in their 1st month(s) as Inside and Outside Sales Reps…!) What Research do most Reps, Senior Management, and Customers & Target Prospects not know…but should…? Much of the following is but a small sampling of Research Studies collected and published by Eric Kube in March 2025 (which is but one of a dozen or so articles we share and discuss with our Students). “Children with just one book at home are nearly twice as likely to meet literacy and numeracy standards as those without, regardless of income, education, or geography. Beyond developing basic literacy, physical books foster crucial parent-child interactions that build social-emotional and cognitive skills…..Children growing up with access to books complete an average of three additional years of education compared to those without….” “Findings from a paper published in the Social Psychology of Education show that while the number of print books in a home strongly predicts academic achievement, the number of e-books shows no similar correlation.” “This effect was comprehensively demonstrated in a 2024 meta-analysis… involving thousands of readers from elementary school through college. The findings show that individuals who read on screens reliably score lower on comprehension tests than their peers reading the same text in print….the benefits of reading depend at least in part on the reading medium itself.” “Tzipi Horowitz-Kraus, an associate professor at the Technical Israel Institute of Technology and the Kennedy Krieger Institute at Johns Hopkins University, sought to uncover the neural reasons underlying the ‘screen inferiority effect’.” “In one study, Horowitz-Kraus recruited 19 students ages 8 to 12 to undergo an MRI scan to assess connectivity to brain regions involved in language processing and cognition….She found that children who spent more time reading books have greater connections between brain regions involved in language processing and cognitive control.” “As developmental neuroscientists, we are afraid that certain abilities – like attention, processing speed, and inhibitory control – will not develop as they should, Horowitz-Kraus told ‘The Epoch Times’.” “Interestingly, these disparities in attention can be traced back to differences in reading strategies between digital and print text.” SUMMARY: Now imagine you are a publisher, and you want your investment in your publication to be read, remembered, kept, and acted on. Wouldn’t you want copies of this Research…for your Marketing and Financial executives…? If you wanted a promotion or instruction piece to be remembered, and/or kept for reference, wouldn’t you prefer Print…? Why don’t you – get a copy of Eric Kubes’ whole article, read it, and give a copy to every employee in your organization, discuss its content – and send a copy, once a year, to each of your customers – while personally discussing its content – and multiple Research Studies’ applications – with your Target Prospects….? The odds are heavily in your favor – they’ve also never seen this Research information before, but will be grateful for what you provided. Finally, everything coming out of California is not to be criticized. The Los Angeles public school system, the largest in the U.S., recently shocked public school systems across the country – limiting the amount of digital learning materials, and emphasizing printed learning materials – for all Elementary and Middle-School Curriculum....! “Not ignorance, but ignorance of ignorance – is the death of knowledge.” …..….Alfred North Whitehead

By Sid Chadwick, Chadwick Consulting, Inc. – 05/14/2026 Procrastination: includes the act of delaying or putting off important tasks that incur unnecessary and or additional costs, and eventual damage or harm – resulting from the delay. A year ago, we introduced a revolutionary Inside Sales Academy Training Program. It had 12 Weeks of Classes and Homework Assignments – for preparing CSRs and Inside Sales Reps with ambition, to become successful Sales Reps. In a market with “fading Outside Sales Rep performance,” we were turning a traditional “Cost Position” into a “Revenue Generating Position” – with inherent lower costs, growing new revenues, and higher margins…! (Interestingly, company owners, while sending Students to multiple Classes, have also sent Outside Sales Reps to our Classes, with excellent results...)! Today, this revolutionary concept, has 15 Weeks of Classes and Assignments, including a Mid-Term and Final Exam. (Note: our responsibility for Attendees’ success – continues after Attendees’ last Class…!) Next week, on May 20th, we start-up our 5th Class. Attendees’ success and testimonials re. “What they are accomplishing for their companies” – keep rolling in….! Two weeks ago, a student who attended our 1st Class – sold over $75K….! And then….last week, she sold over $165K…! (These numbers are NOT typical.) (Her President is still asking himself, “Why did I delay putting her into position – right away…?”) However, to his credit, he’s instructed his HR Mgr. to recruit candidates, that their “Star” Inside Sales Rep – Interviews, and if hired, Supervises…! How Much Time to Delay…. Do You Have…and…What’s That Time Costing You…?

By Sid Chadwick, Chadwick Consulting, Inc. – 05/07/2026 Published in American Printer : “Leaders rarely see the real cost of delayed decisions. Sid’s article shows how hesitation can stall talent, slow revenue, and quietly chip away at your competitive edge. He highlights a case where 6 months of indecision nearly buried a high‑value win. What are delays costing your company?” “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 INTRODUCTION: I was told our revolutionary 15-Week Inside Sales Academy would not succeed… It: Was not being sponsored by a national association. Lasted too many weeks. Required reading and study Assignments - between every weekly Class. Took Students electronically into Central Libraries – for Introductions on how to use revolutionary Databases… allowing Reps to be proactively effective with new target Prospects – and – Customers – for the 1st time…..! (“Do people still use Libraries…?”) Our track record shows that 5 Company Owners have placed more Students in succeeding Classes, with Class size limited to 9 Students. However, all has not gone smoothly…! True Story….! One President hesitated to move his experienced CSR to the Inside Sales Position she had been trained to pursue in our Class. After about 6 mos. of delays, I called him. We chatted. He agreed to move her to a private office…to see what she could do without immediate supervision – so I asked for, and received permission, to check on her about once a week. She made calls for 2 weeks to accounts that were listed as “No Sales Accounts” – for the last 2 years (the list was long)! Her 3rd week she quoted and sold jobs of $23K - $35K – and $20K – for a total of $78K – while reporting that those Customers were promising more work – if those 1st orders went well…! She then put-up her Weekly Sales Chart on her wall, and asked her President if she could build her own Inside Sales Team – Reporting to her…! SUMMARY: Talent is important, for sure. More than talent, are the qualities of Resiliency, Personal Care for Customers, a strong “Work Ethic”…and the willingness to learn new approaches – with new Resources! Each of our four classes so far have had at least one experienced Outside Sales Rep Student – looking for inspiration…! (They’ve loved the Classes…and left – Inspired…!) And there are probably experienced, ambitious (women) CSRs in your market – looking for an opportunity and offer – as an Inside Sales Rep….! We look forward to our next Inside Sales Academy Class starting up – May 20th…!

By Sid Chadwick, Chadwick Consulting, Inc. – 05/01/2026 “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 INTRODUCTION: Most organizations are operating with – a low-grade level of chaos. …They know it…..you know it….I know it. To change that condition, chaos (and change) in the short-term may become unbearable. For example, we suggested that an unlimited number of high Value-Added Prospects were waiting to be identified in certain Databases – less than 50 miles from their Plant. The Response included: “What do the Reps do – with our current Customers – who know us, and already buy from us…? For example, do your Inside and Outside Reps get pre-approval of specific great Prospects to pursue, based on agreed-upon profiles – or – do you know you’ve got a new customer (for the Reps commission check – and personal bills to be paid) only when the order comes through the door, with the signed credit application to follow…? For example, many Estimates are recognized to be within 2-5% of each other, before we generate a required new Estimate, and actual Pricing. But the Estimate is still required….Why…? “Our Chief Estimator does something with the results, which we don’t quite understand.” (Early quotes get awarded, delayed quotes not so much. Delayed quotes being received by customers reduce awards.) For example, certain papers (and weights) run better than others. And when we have to change papers – that requires a new Press-set-up for the next job, because we are producing to our production schedule, based on “job delivery dates,” we are incurring excessive make-ready times and paper waste. Why not gang all jobs with the same paper weight, and save noticeable make-ready time and excessive waste, while also “increasing through-put, at a lower cost?” Because “delivery date” drives the production schedule. (Based on historical results, AI can tell you the difference in costs, up front, so you can give your customer – an option that benefits both customer and company….!) Hopefully, you get the idea. SUMMARY: Without a central driving strategy – that explains to everyone, regardless of – and in terms of their job, what we are working to achieve, each department – and individual – may be operating as “independent silos,” each person and department performing its objectives, independent of all other individuals and department objectives. Which may describe – how many of us are operating – now….without knowing what better options are available…! Including our rush to add more general sales volume, that may – but too often does not – improve our bottom line profits. Do your front-line personnel understand “Value-Added”…for evaluating new accounts….? Are your Reps paid on revenue-volume, and not “Value-Added $’s”…? What’s that costing you…Monthly…? Your competitors only need a slight “edge advantage” – to eventually…bury you. How much of your final bottom-line is eaten-up by excessive make-ready times, and excessive waste…? Do your different Teams receive charted weekly results – relative to their goals…? (Why not…?) We worked with an Offset Client whose company had set a goal of 70% Value-Added – as an average. Some would say, “Impossible…!” It took them about 30 years to get there, but they never let go of that goal, as a slowly increasing % of their customers met that goal. Their testimony included that during Recessions, their quality of customers – seemed to always – carry them…! Next 15 Week Inside Sales Academy: May 20th, 2:30 – 4:00 – And includes both a Mid-Term & Final Exam…! Note: Check-out our Revolutionary Curriculum Outline – at www.chadwickconsulting.com!

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 !

By Sid Chadwick, Chadwick Consulting, Inc. – 04/02/2026 Published in  American Printer   :  “One forgotten letter sparks a bigger truth about our industry: some of the most valuable skills in print are fading from daily practice. Sid Chadwick walks through a real moment that reveals what strong teams still do and why it matters.”   “Being the richest man in the cemetery doesn’t matter to me. Going to bed at night saying we’ve done something wonderful…that’s what matters to me.” …….. Steve Jobs INTRODUCTION : This column has several major, evolving points – so I’m asking your patience. I was reminded recently, like anything we pass by several times every day – that Print is seldom recognized for the many benefits Print provides , that no other form of communications provides – including Digital …! Late last Sunday I received an inquiry from a smart Print company owner, who had, after four months , worked his way down on his desk to a personal letter – we sent – in early December 2025.  He had just read our letter….filled with short descriptions about (1) our CEO Peer Group – and its long-term (some with us almost 20 years) profitable Members, and (2) our 14-Week Inside Sales Academy , and how it is teaching successful engagement of Target Prospect Buyers - by trained Inside Sales Reps . His email said he wanted to learn about both…! ( After   four months …buried on his desk…!) ( Note : after a 30-minute follow-up phone discussion Monday, we’re moving forward – on both…!) Note :  As a “sidebar” global overview, we’re increasingly reading about… and seeing – big promotion budgets – moving – back to Print …! From our discussion, our Prospective Client has an aggressive company development Plan. During this 1st 30-minute discussion, he asked, “ Tell me about your 14-Week Inside Sales Academy . ”   SUMMARY : In the interest of time on this 1 st  Call, I requested to only discuss two important elements of this unique Program – but promised much more to follow.   First , we emphasize learning each Target Prospect’s (a) priorities , (b) major sources of revenue  and (c) multiple strategies for learning that critical information. Knowing those critical pieces of information allows your Inside Rep to be Proactive  – with discussions and proposals – for positioning your organization, and not just Reactive – for providing a quote, and hope.    Being able to be purposefully Proactive  with a Prospect supports your Reps being - much more select and purposeful – in who they pursue (which is much more profitable for your company than a Rep pursuing – anyone who he/she believes they can sell.) Second,   we Introduce and teach the use of Databases  – for uncovering and researching Target Prospects, and Researching information – that gets the Buyer’s attention (regardless of the Buyer’s title) – though your Rep and company – up until that moment – may not be known to your Buyer.   Every Class has Homework Assignments  (requiring 3 to 5 hours before the next Class), and many of those Homework Assignments require the use of multiple Databases – to support learning (a) Target Prospects  – often previously unknown, and (b) what’s most important to each Prospect, and their markets  – skill sets generally forgotten and/or not being taught – at this time…!     “ My favorite things in life don’t cost any money. It’s really clear the most precious resource we all have is time.” …… Steve Jobs

By Sid Chadwick, Chadwick Consulting, Inc. – 03/19/2026 Published in  American Printer   : ”Executives are taking a hard look at how they guide their teams through constant change. Sid lays out the mindset shifts and practical habits that help steady, resilient executives stay ahead while others fall behind.”   “If you don’t think you can afford continuous Education & Training, you probably don’t realize… you are already paying for it…!” ............Allie Hutchison, CEO, Hutchison-Allgood INTRODUCTION : Our  CEO Peer Group Meeting  was last week – perhaps (…by good fortune…) the only week in March we would be able to reliably travel with Members coming from both the East and West Coasts…..! Our packed Agenda had  two  “ knock-your-socks-off ” Plant Tours – provided by our Host Member…plus three Speaker Presentations. One Speaker is nationally recognized for Reporting Monthly Market M & A – and Plant Closing Trends. 83% of our Members’ 2025 bottom-lines  exceeded their profit results  – in 2024…! But that is where parallels of our Members – and Industry Trends – seemed to diverge. Our Members – through 2024 and 2025 – never stopped hiring  Inside Sales Reps  & Outside Sales Reps…. never stopped Sales Training …never stopped sharing and comparing with each other their productivity improvements…and never stopped buying new and excellent reconditioned equipment…never stopped offering and testing Sales Contests and Bonuses…or comparing MIS Workflow Systems…!   Three of our Members are Publication & Book Printers – and  reported  banner  performance improvement years , as larger competitors closed multiple Plants, freeing-up experienced employees to hire….and newly abandoned customers with good-to-excellent credit – looking for solid, reliable, private new suppliers they could count-on. Our last day of our  4-Day Meeting  –  focused on The Future , new resources and strategies, and more opportunities expected, including  multiple Plant demonstrations  at the Meeting – for our smaller but ambitious Members to personally observe, and brain-storm “next steps.” SUMMARY (…and Next Chapters) : It is not by accident or dumb-luck that –  four of our Members  have  next generation sons  – already moving into majority ownership. ( Note : a 2 nd  Generation Member has two terribly bright and ambitious daughters – being groomed to hopefully represent their 3 rd  generation ownership.) For our  Inside Sales Training Academy , three of our CEO’s, after watching our  Weekly Class Videos  – and talking to Students they had sent to our  1 st  Inside Sales Academy Class  – sent additional Students to our Second and Third subsequent Classes. (And then this morning, one of our CEO’s called and asked me to reserve two more seats for two more of his Employees – for  our next Class  –  starting-up June 6th .) Note:  Our CEO Peer Group Members – are  not  the only CEO’s sending multiple Students to multiple  Inside Sales Academy Classes …! Your employees probably already know:…. “Are you preparing your organization… for Success – or Failure….?”

By Sid Chadwick, Chadwick Consulting, Inc. – 03/05/2026 Published in  American Printer   : ”Are your teams chasing specs instead of strategy? Sid Chadwick breaks down the unseen questions that make-or-break project success.” “It’s not so much what is said, but what is not said …”….Source Unknown Sales Reps – both Inside & Outside Reps – we are having to “ Deprogram. ”   Most come to us believing the most important and primary skill sets are to get an Appointment and  to “Record The Specifications Correctly” – for their Estimator to develop an accurate Estimate – for development of a Quote.   Not necessarily…!   Unanswered Questions – beyond Specifications - that can Torpedo your Project, if unknown, may include : What are the objectives of this Project…? What are your Prospect’s Performance Priorities for this Year... and this Project…? Is there a Budget…? Are there other Collateral Pieces that certain Color(s) need to Match…? Are the Color and Image Instructions, correct…? (Are you sure…?) Any special Instructions for Proofing and Delivery…? (e.g., Advance notice of when to occur..?) What is the most important part for this Project…? (e.g., Press Conference at a Trade Show…?) Has this Project, or similar Projects – had problems in the past? (Priceless information.) How often does a Project like this occur…? (Priceless, but seldom asked.) Is this a Prospect that we can improve their business performance…?   Should these issues be requested on your Estimate Requests ?     Contact Us for a Seat  at Our Next 14-Week   Inside Sales Academy : June 6…!

By Sid Chadwick, Chadwick Consulting, Inc. – 02/25/2026   “It’s not so much what is said, but what is not said …”….Source Unknown Sales Reps – both Inside & Outside Reps – we are having to “ Deprogram. ”   Most come to us believing the most important and primary skill sets are to get an Appointment and  to “Record The Specifications Correctly” – for their Estimator to develop an accurate Estimate – for development of a Quote.   Not necessarily…!   Unanswered Questions – beyond Specifications - that can Torpedo your Project may include : What are the objectives of this Project…? What are your Prospect’s Performance Priorities for this Year... and this Project…? Is there a Budget…? Are there other Collateral Pieces that certain Color(s) need to Match…? Are the Color and Image Instructions, correct…? (Are you sure…?) Any special Instructions for Proofing and Delivery…? (e.g., Advance notice of when to occur..?) What is the most important part for this Project…? (e.g., Press Conference at a Trade Show…?) Has this Project, or similar Projects – had problems in the past? (Priceless information.) How often does a Project like this occur…? (Priceless, but seldom asked.) Is this a Prospect that we can improve their business performance…?   Contact Us for a Seat  at Our Next 14-Week   Inside Sales Academy : June 6…!

By Sid Chadwick, Chadwick Consulting, Inc. – 02/19/2026 Published in  American Printer   : ”Sid highlights the tools, strategies, and intelligence gaps that slow organizations down. He also points out the underused resources that could change the game.”     “Tell me and I’ll forget….Show me and I may not remember…. Involve me, and I’ll understand.” ………………………..Native American Saying INTRODUCTION :   In our 14-Week Inside Sales Academy , we introduce students to Public Databases residing in our local central library.   These publicly available Databases are incredibly powerful for revealing details  about approximately 115 million businesses – just in the U.S. , organized by Industry, SIC Code, NAICS Code, geographical location, et al., with details re. contact information, competitors, and key personnel.   Would you like to know what target prospects are within 5 miles, 25 miles, 50 miles, 100 and 150 miles of your plant, that “mirror your best customers” – who love your company…?   The “Wow-Affect” doesn’t slow down as the Class progresses….  Another Database contains “Lifestyle Details” of over 320 million consumers, including home value, personal income ranges (up to and over $1 million/yr.), patterns of personal expenditures, charitable giving, hobbies and recreation. (We introduce multiple Databases, with Homework Assignments, and rich follow-up Class discussions.)   If you want to make an impact with a prospective publisher – looking for additional distribution, or charities wanting to identify interested supporters….well, there’s no charge for the names and addresses of your target lifestyle profile , that can be printed out from your office or home.   We tell our Students in their first class, “ We will change your professional life  – including providing multiple strategies for getting the attention of key prospective personnel, whom you’ve never met, and who have never heard of you or your company.”   Four companies have sent Students to more than one 14-Week Inside Sales Academy .   Three of those four companies have sent Students to each 14-Week Class – we are now in the middle of our 3rd 14-Week Class.   Our next 14-Week Class starts up June 6th (There’s a 90 Minute Class every Wednesday, with a Reading & Written Assignment for the next Wednesday Class – issued every Thursday - that requires between 3 and 5 hours, depending on the Student’s personal engagement with their Assignment.) Note : The Instructor is available for questions – 24/7, re. Class Assignments.   Every Wednesday Class is video recorded, and forwarded to each Student and their Supervisor, next day. This not only provides incredible value to the Student and sponsoring company, but that recording is why most of our Student Sponsors want more personnel – in our next Class.   SUMMARY : This Class was developed when a treasured, long-term Client told me, without reviewing my initial Curriculum, that he would not send any struggling Reps or ambitious CSR’s to the Class, because “It wasn’t sponsored by a national association.”   That hurt – a lot – and prompted me to ask, “ How much do I know that possibly, just possibly, no one in our industry teaches – that I consider valuable…that seems to no longer be taught (if it ever was) …?”   That CEO Client’s President and son, Rette Collins, sent a “last-minute” Student to our 1st Class….After viewing 3 Casses of Videos, that CEO Client called me and said:   “I want two Students in your next Class start-up, and you may use my company and me as a Reference, including my Letterhead. ”  (Wanzie Collins, Panaprint, Macon, GA)   My observation is that the environment outside our Great Industry is changing faster than most of our industry is changing. As a result, unknowingly , “ we are eating our seed corn .”   Our Students attend Class from their office or home (e.g. ideal for external Reps), by Zoom. And… we access Databases, from my local Central Library…plus…archived Articles from our website – (that are accessed daily – including from foreign researchers) where we produced over 800 published Articles, most of which are courtesy of our publisher, American Printer .     “ If you think education is expensive, try ignorance. ” ……………………….Derek Bok