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

By Sid Chadwick, Chadwick Consulting, Inc. – 07/07/2026 We now have 5 owners sending talented employees to successive 15-Week – Inside Sales Academy Classes. The Track Record thus far is that every Class has Students who become a Top Sales Performer in their company – from an Inside Sales position…! Class candidates come from a full range: no experience in print (became a top performer quickly); CSRs; and tired Outside Sales Reps. We’ve learned to ask company presidents to NOT send us marginal performers – for us to be – “their 1st Voice of Tough Love.” Marginal Performers quickly learn that they are expected to do the Weekly Homework Assignments – that require between 3 and 5 hours – before the next Class. (Homework Assignments are where they “Do” what was shown, demonstrated and explained – in the previous Class…..a novel concept…!) The Value of each Class’s Recorded Video received – quickly becomes recognized…! In follow-up week’s Classes, each Student has the opportunity to explain what they experienced and learned in their Homework Assignment. Sometimes a Marginal Performer attempts to skip a Class. Their immediate Supervisor (often the President) receives a prompt, polite email from me. Subsequently, that Marginal Performer tends to be at all future Classes, with his/her Homework Assignments. Surprisingly – sometimes a Marginal Performer – “rolls-up their sleeves” – and moves to the head of the Class – both re. Homework Assignments & Class Discussions. Students who finish the 15-Weeks receive check-up calls from me, and additional, inspiring educational reading materials – from our staff. We believe we’re turning out a much needed – correct Inside/Outside Sales Rep Academy Product – for our great Industry. Next 15-Week Inside Sales Academy Class starts up Sept. 9th, at 2:30 EST. 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. 336-602-5847 sarahogburncc@gmail.com

By Sid Chadwick, Chadwick Consulting, Inc. – 07/02/2026 Published in American Printer : “Visitors come expecting fireworks and find something deeper, our messy, remarkable democracy. Sid’s reflection on what America shows the world is both humbling and proud. It’s a reminder that the real celebration isn’t just the Fourth, it’s who we are every day.” INTRODUCTION: The FIFA Games have brought far more to us Americans – than soccer and country game scores. The “Far Left” and major networks’ biased reporting – got ambushed…and didn’t see it coming…! The Norwegian Team “rowing up a Mall’s escalator” – I still love watching…and then they “practiced rowing and cheering” – for the home team as they again rowed – at a major league baseball game! (You can bet the SEC football cheerleading squads are already adopting and practicing – that style of cheer…!) “Ranch Dressing” – is on its way to being tracked by the Federal Reserve as a major export item, helping our balance of payments, and holding-up the value of the U.S. Dollar….! Indiana may forever now best be known for its “hash browns with gravy.” And finding Waffle House at 1:00 am – well, most of us have been there at that time, at least once – but for our FIFA foreign visitors – they knew they had found “the promised land.” Visitors captured unforgettable memories of the NBA Finals, and The Stanley Cup Playoffs – with the first ever Raleigh, NC Main Street Bus Parade (NC hosted four FIFA Teams), with Democratic Governor Josh Stein‘s praise at the podium – all leading up to several weeks – of our 250th Birthday Celebration….! SUMMARY: In this rare period, our unique History is being told, and retold…with ever-richer perspectives – and details of truth. From 1,458 words, and 56 signers of The Declaration of Independence, in 1776, civilization made a far-reaching turn – toward creativity, innovation – and freedom. Our Democracy and culture – are an imperfect gift to the World, which we keep rewriting – and publishing – towards perfection. And from the feedback our visitors are giving us – those dynamic gifts of Opportunity, Culture – and Government – so distinctly American – we keep working – to make better – and are doing much better – than we were probably aware. That’s who we are. Happy Birthday, America….!

By Sid Chadwick, Chadwick Consulting, Inc. – 06/18/2026 Published in American Printer : “Most quote letters look identical. Sid shows how one sales team turned theirs into a real advantage by adding simple, proactive touches buyers actually value. Those small updates spark better conversations and build stronger loyalty.” “You can’t go out and practice average on Wednesday….average on Thursday…. OK on Friday….and then expect to play well on Sunday…”……Tom Brady INTRODUCTION: One of my more passionate lessons deals with… Quote Letters. Or should I say…Generic Competitor Quote Letters, with Specifications & a Price. Recently, we experienced a Sales Team that was hungry for what I’ll call, “Developing a Competitive Edge” – in their “Quote Letters” (meaning – “something more for their Buyer, that their competitors didn’t offer (and… probably didn’t know about – or understand). Upfront (i.e., above the pricing) - in the Quote Letters, this Client’s Inside Reps began offering on their Quote Letters: A promise to notify in advance, when to expect the Proof. A notice in advance – of any change in delivery expected. A one-day advance notice – of when to expect delivery. A one-hour notice of – who signed for delivery. What Delivery Service was to be used (…and NOT used). At least one Option for (a) improved costs, and/or (b) improved Quality. Sometimes, their Inside Reps added a copy of a recently published article re. (a) their customer’s accomplishments, (b) a charity they support, or (c) savings they had found for a different project – for that customer. The message seemed to be clear: “We work to make sure you receive more – with us….!” SUMMARY: Options create opportunities for a discussion with your Buyer – often leading to –only one supplier in the discussion. Note: “Useful Information” creates “Elevated Differentiation” for the Supplier. “People do not decide their future….they decide their habits….and their habits decide their future”…F. M. Alexander, Top Leadership Quotes of 2021.

By Sid Chadwick, Chadwick Consulting, Inc. – 06/12/2026 Our Mission is to ensure success for our – Inside Sales Academy Students...! Maybe that's why: We're sending educational, motivational, inspiring reading materials to our graduates – every month...! We received a graduate's President's permission, when she asked, "May I audit parts of the Class – again?" (There was no additional charge from us.) We take pride in reporting that different Students from our 1st Class (in 2025): a. Individually sold over $500,000 in the 1st 5 months of 2026..... b. Was Top Sales Producer in her company – for Two Months out of 1st 4 months – in 2026. c. Sold over $500,000 in her 1st two months...and that she is now developing her company's Inside Sales Team...! d. Is Sales Manager of her Business Development Team, grounded in ongoing Education & Training....! We keep in touch with each graduate to touch base, listen, and show them support long after their Class ends. One Clue: We recognize and teach effective strategies for engaging key Prospect personnel – without personally requiring an upfront appointment. Note: Developing Your Organization's Differentiation Requires: Additional, helpful Services.....and/or.... Useful Information...your target Prospect doesn't already have.... Next Class – limited to 9 Students – Starts September 9th....! Contact for Registrations or Questions: Sid Chadwick, President Chadwick Consulting, Inc. C: 336-558-4939 sidchadwickcc@gmail.com Sarah Ogburn, Administrative Assistant Chadwick Consulting, Inc. C: 336-602-8547 sarahogburncc@gmail.com

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…!