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By Sid Chadwick, Chadwick Consulting, Inc. – 09/04/2025 Published in  American Printer  :   “ If your goals aren’t posted, are they even real? Sid's article exposes the silent drift happening in leadership and why what’s not said might be costing you more than you think.” “The really important things are said over cocktails… and are never done.” ………………….Peter F. Drucker, Consultant, Author, Advisor INTRODUCTION :   The lack  of public…individual…department…and organizational written goals – quietly…..speaks volumes. In a recent series of Conference Calls with Plant Managers and Business Development Directors, focused on Improved Leadership , one participant continued to NOT  post his goals for himself and his department. Tired of my asking where his Goals were posted in his office, he finally said in a private conversation, “ You realize I could retire, and don’t need this job…! ” My understanding is he no longer works for that organization, in that capacity. In a separate scene, a “sophisticated” Wide-Format Plant was only working one 10-to-12 hour shift, but making a profit – while paying approximately $50,000 each month  – for rent.  (Note: There were no Goals posted anywhere in the Plant beyond when current Projects were due to be delivered.) The Question was asked, “ Since All your Fixed Costs are already being covered, what additional Margins and Projects (and Vertical Markets)…. are available to be captured…? ” The lack  of “ Individual Supervisory Posted Goals ” – vetted by Dept. Leadership Peers….allows for an “Unspoken Smokescreen” – for Supervisors to work on what they prefer… instead of what is needed most…! SUMMARY :  Organizational Leadership should start at the Top, but in reality… can start – anywhere….e.g., Delivery Personnel, Night Shift answering the Phone, Receptionist, Inside Sales Reps, Accounting. When any part of an organization establishes superior goals and performance standards, there’s an inevitable “Ripple Effect” – that can stretch to the farthest corners of that organization – including its customers….! I’ve seen it. …You’ve seen it…. I’ve done it….! But if the Owner doesn’t buy-in  – and – endorse the initiative ….everybody knows it…including customers…..!   “The cruelest lies are often told in silence.” ……..…..Robert Louis Stevenson

By: Sid Chadwick, August 26, 2025 INTRODUCTION : Offering options on a Quote …that were not requested, but that get your Buyer’s attention – raise your probability of engaging: (a) a meaningful dialogue with your Buyer, and (b) if you are patient – and thoughtful – Winning the Project - at better margins ….!   Let’s look at a few suggestions – that seldom occur : What is the frequency this project occurs? Any project that repeats 3 or more times a year represents opportunities for your Production Team to “ continuously improve production times – and final margins …!” (Seldom asked!) Note: If this project is probably needed again in approx. 90 days (Did we ask…?), many Buyers will allow you to produce the 2nd Order with the 1st – and store it for “No Holding Charges” – with your Buyer receiving the benefit of additional emergency product being available, with no Emergency Production Costs incurred.) Is this a Project that “really fits” your production flow…? (You’ll beat  your standards.) Can this Project be produced in “ Week #5 ” of a 5-week month….? (Fixed costs for your company are already paid by other work in weeks #1 to #4… !) Pricing Discounts and Extra Bottom-Line Margins should both be available…! Is there a slightly heavier paper that your Press would run much faster…? (Many customers prefer a heavier weight…!) Can the finished Quantities your Buyer really needs be delivered as requested, but 50% or more of the Project delayed till the 1st week of the following month, when Finishing is often slow…? Take a look at your Production Schedule’s paper requirements. Is your Project’s Paper Stock - requested by other Customers – also?  (It’s OK to be lucky, if we know how to “cash-in”.) Paper Merchants often provide requested pricing discounts, if quantities requested justify the discount. (Amazingly, many Estimators don’t request a discount from the paper merchant.) Some major Customers have seasonal cycles in their cash flow. If your organization has adequate reserves, allowing extra terms such as 60 or 90 days in periods of cash shortfalls for a major Customer can not only win the project but often generate several extra points of margin. Smart Sales Reps learn the cash flow seasonal needs of major Customers.   SUMMARY :   This is but a beginning list - to get your creative juices flowing….!   We seldom see Quote Letters that offer creative options that Buyers didn’t request, but which can radically change the outcome in your favor.   Most Buyers like creative options – that make sense….Over time, they look to you for suggestions – outside their original specs…. and Quote request process.   Start your own List of Options for Winning Work, at Better Margins …!   When we offer Options in a Quote for a better outcome, we’re on our way to winning….! Sid Chadwick, President Chadwick Consulting, Inc. 336-558-4939 sidchadwickcc@gmail.com

By Sid Chadwick, Chadwick Consulting, Inc. – 08/21/2025 Published in  American Printer  :   “ Experienced reps are leveling up with fresh tools, smarter strategies, and new resources. See how continuous learning is driving sharper performance and stronger leadership.”     “He that will not apply new remedies must expect new evils, for time is the greatest innovator.” …………………………Francis Bacon INTRODUCTION :   Half the Students in our Second Inside Sales Rep/CSR Training Class  – average over 30 years of Sales experience – in our Great Industry.   These Students recognized that successful selling in today’s changed environment – is very different.   In our August  20th Class, we introduced and demonstrated a new Database (to all Students in the Class) - for (a) New Account Development, and (b) neglected Customer development.   Over the next ten weeks, we will introduce and demonstrate, and expect Students to  learn and demonstrate – at least three more dramatic Databases, plus multiple tools and Resources.   Homework Readings & Assignments  are distributed  –  every Thursday morning – for the following Wednesday Class for Thirteen Weeks .   Our students learn from Assignments, and they learn from Class Discussions – every week . SUMMARY :  Smart, experienced Sales Reps know when they need to …..“sharpen the saw.”   My observation is that market conditions have worn down many previously successful Sales Reps by Buyers who are consolidating their Suppliers, and not investigating new Suppliers for lack of time and their personal experience to evaluate those Suppliers.   Inexperienced Reps and CSR’s love having experienced Reps in their Class.   Over the years, “tuning-up” a previously top Sales Rep – proved to be a very smart investment –  especially when they were able to learn to use a treasure of New Resources….!   “All that is human must retrograde…if it does not advance.” ………..……………………….Edward Gibbons

By: Sid Chadwick August 14, 2025 “Ah, but a man’s reach should exceed his grasp,  or what’s a heaven for?” ....……………………………………………………………. Robert Browning INTRODUCTION : “ What are your Supervisor’s performance objectives for you – for the next six months…? ”     “If that information is unknown, what are your  objectives – for the next six months…?”     In our August 13th Sales Rep/CSR Training Class , approximately half the Students – did not know what their Supervisor’s performance expectations are – for them …!   That one omission – may represent why our Great Industry is continuing to consolidate companies.   “Lack of Performance Objectives” – practically screams – “Lack of Accountability” – for the employee – and – for the Supervisor…!   Our objectives for this Class – are to provide Students with multiple Strategies and Resources – for improving their employer’s New Business Development.   Many of the Resources introduced over the 13 Week Curriculum – are unknown – as an opinion – by well over 90% of our Great Industry.     SUMMARY : We live in an age of Information…..over 92,000 articles are published on the Web – each day, along with 5,500 scientific journals – each day.   AI, as I’ve read, can make us dumber – and in some important interpersonal applications, that appears to be true.   However, I continue to uncover new sources of information – that are waiting to be studied, and applied….to guide us into producing - better results.   That’s why we encourage our Students – to visit a good library – for about two hours, and get to know the best “On-Staff-Researcher” – for learning what’s new, and what Databases are available – to guide their searches - from their office or home pc.   Over Thirty-five years ago I did just that, and my professional life has been dramatically better, as a result.   How many associates are looking to you for guidance, direction and clarity – re. their professional development….?       “ He that will not apply new remedies must expect new evils, for time is the greatest innovator.” …………………………. Francis Bacon

By: Sid Chadwick Published: July 30, 2025 “So much in life orbits around this word, idea, belief – power.” ……Mark R. Levin, On Power Do you neglect maintenance…. of your major Presses…or Press upgrades - by your competitors…? How challenging is it to find…. and hire….a “good” (but not great) Sales Rep…or experienced and smart - CSR…? Do you wonder how our Great Industry’s Profit Leaders – do what they do…? (We’ve had Private Equity “ pick-off” three Profit Leaders - from our CEO Peer Group – over the last 4 years…!) Finally, with conclusion of our 1st 13-Week Inside Sales Rep/CSR Training Program, 4 CEO’s – with attendees in that 1st Class (which finished-up at the end of June) – placed multiple Attendees in our next Class, beginning August 13th – before we announced its schedule (every Wednesday, for 13 weeks). Yesterday I learned that one Attendee in our 1st Class – is now Managing the owner’s 2nd location, as he buys a 3rd AlphaGraphics – and places another Student in the August 13th Class . I asked him, “ Dave, why are you moving so fast …? ” ……..(My understanding of his response): “Until your Training Program, I had no way to give bright, new employees almost 10 years of Business Development training & experience – in less than 4 months…!” Note : Another CEO, also with a talented Student in our 1st Class, said we should list him and his company as a Reference : “Wanzie Collins, CEO, founder of Panaprint, Macon, GA; President: Rette Collins (800-622-0676).” Purposeful Learning – is Power (…and required for a free society). There is no other Training Program in our Great Industry – that teaches how to use Research – and Public Databases – with many other Industry-specific tools and skills – to successfully open Targeted New Business….! Sid Chadwick Chadwick Consulting sidchadwickcc@gmail.com 336-558-4939

By Sid Chadwick, Chadwick Consulting, Inc. – 08/07/2025 Published in  American Printer  :   “ Sid's article challenges leaders to rethink priorities and invest in inside sales training where real growth is quietly happening. CEOs are seeing results. Are you looking ahead or stuck in the rearview?”     “You always pass failure on the way to success.” ………..….Mickey Rooney INTRODUCTION :   Are your organization’s Priorities – in writing, or clear…?  ( Clear to whom ….?)   Who would answer,  “ Develop New Business ” – as Priority Number – 1……?   Most Sales Reps increasingly tell us….” Getting an appointment –  is nearly impossible …..!”   However…. many Inside Sales Reps  – at successful organizations – Report-In at the end of the Day….. What progress, what New Business – was developed that day….!   As an Industry Virus…..too many key participants - are Planning – by… “Looking Through Rear-View Mirrors….” (e.g., The Federal Reserve, Business Development Directors, Bankers, Government Planners, etc.) – but NOT  your small business owner, or ambitious Industry Leader.       I continue to scratch my head at the lack of : 1.     Publicly Written Goals…! 2.     …that are Posted, and updated re. Progress – often …! SUMMARY :  The lack of relentless pursuit of New Business, and Performance Improvement – is a Leadership Issue .   Only a few smart, “ Looking Ahead at What We Will Need – That We Don’t Now Have ” organizations – are signing-up for “ Inside Sales Rep/CSR Education & Training Classes ” – but the number is growing ….!   Interestingly , as we’ve increased the size of the next Class, over half the Students for the August 13th 13-Week Class  – are coming from CEO’s who had Students – in our previous Class…..that finished at the end of June…..!   “Diplomats are useful only in fair weather….As soon as it rains, they drown in every drop.” …………………..……Charles de Gaulle

By Sid Chadwick, Chadwick Consulting, Inc. – 07/24/2025 Published in  American Printer  :   “ CEOs, are you ready to cultivate bold, revenue-driving teams? One raw training model turned a single employee into the linchpin of business growth. It’s not just theory; it’s data-backed action and growth empowering results.” “Experience is the worst teacher; it gives the test before presenting the lesson.” ……………………….…………………Vernon Law   INTRODUCTION :   What set of additional skills  – would elevate your Business Development Team’s Revenue Productivity …. and Margin Improvements ….?   A long-term Client in Texas recently reflected on the professional growth of a key employee – involved in an intense 13-Week Class  – over the last three months and realized that a dramatic change in understanding had occurred .   From his strategy of preparing to buy his next franchise – in the next 2-3 months, he now ALSO had an answer for how to elevate the productivity of the small organizations he wants to purchase – through “ Elevated – New Business – Team Competency. ”   This Revolutionary 13-Week Business Training Model – is solid….raw fundamentals…. with a twist.   The Twist ….?   INTRODUCTION to unrecognized Public Databases  – integrated with – time-honored skills & activities – that collectively keep your Buyers – wanting… MORE….!   That company owner, about to buy his next franchise, promptly asked that a Seat for another employee be reserved for his organization – in the next 13-Week Class starting up, August 13th .   SUMMARY :  Experienced, ambitious employees…are hard to find…..Some have “bad habits” that tend to be expensive.   Group discussions…..purposeful readings…dramatic new resources….practical applications for moving a modest organization….steadily…forward…are also….“hard to find.”   Now you can… grow your own …..!   “Experience is a good teacher, but she sends in terrific bills.” …...................Minna Antrim

By: Sid Chadwick “The American Revolution was the most important human event since the Birth of Christ. ” ……Ken Burns, Documentary Filmmaker   INTRODUCTION : Our Revolutionary War for Independence created definitions and words the world had not previously defined.   We forget that this critical period lasted 8 years (1775 to 1780), and that probably less than half the colonists were involved, with fewer than half of them as Patriots……And – the price for radical political change – we tend to forget – if we ever knew .   During the Revolution, history recorded there were over 18,000 POW’s in the bowels of British ships in New York Harbor…..rotting. Belt buckles, buttons, and bones continue to surface from bodies that were dumped over the side of those ships.   The French Revolution required 6 years… to finally quiet their Guillotine.   Hollywood has brought us up close through documentaries – of the horrors of our Civil War. Over 50,000 casualties were just from The Battle of Gettysburg (and some of us would acknowledge that partly from how Reconstruction was implemented, post-war fighting continued for decades.)   The Free World knows there’s a debt over the last century owed to America…that keeps being added-to.   But the cost of the alternative – is too great to engage.     SUMMARY : Our great industry has a vital and timely role to play  – for supporting local and national organizations – committed to healing – and renewal – and a better future.   Our communities are like wheels, with spokes. Each spoke serves a distinct and important purpose – that benefits all the other spokes. In finishing-up our 1st Inside Sales Rep/CSR 13-Week Class ,  time was made to discuss options for our Students to use their new Research Skills  – to assist their local Non-Profit and Charitable organizations – to better tell their stories – through providing recently published articles that can elevate their target prospect’s mission.        “A hundred times every day I remind myself that my inner and outer life depends on the labors of other men, living and dead, and that I must exert myself in order to give in the same measure as I have received.” ………………. Albert Einstein

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