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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

To:        Prospective Inside Sales Trainees From:      Sid Chadwick Subject:  Inside Sales Rep/CSR Training Program Date:      March 18, 2025   We recently spoke to a company owner, whose revenue growth last year set records, along with record-breaking profits.   He has 10 Salespeople – 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 nurtured several clients with  at least one  - successful  Inside Sales Rep .   Inside Sales Reps are : More Productive, day after day – calling – writing – 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…..!   Our 3-Month Inside Sales Rep Training Program – is scheduled to Start-up – April 9th . ( Note : Two students already committed – with two more students expected to join – maximum class size is 9 students .)   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 Assignments.)   Sessions run $75/wk. per attendee .   If you are part of our CEO Peer Group , your Sessions’ cost only $37/attendee .   As you have questions, don’t wait for my call  – drop me a note, or call me on my mobile phone, 336-558-4939.   I look forward to talking with you …! Sid Chadwick, President Chadwick Consulting, Inc. sidchadwickcc@gmail.com 336-558-4939

By Sid Chadwick, Chadwick Consulting, Inc. – 03/20/2025 Published in  American Printer  :   “ Sid discusses that customer education in our industry is not just an opportunity but a responsibility. Most customers only know what they buy, not what we're truly capable of offering. By embracing the opportunity to educate, we can elevate their success, strengthen relationships, and make a lasting impact. Read Sid's article now..” “Life is not about the physical things we can accumulate – but rather the positive impact we can have on the lives of others.” ……Mathew Selby, Attorney (at his Father’s Memorial Service)   INTRODUCTION :   Who….Most Impacted Your Life….? Have you ever pondered, “ Whose life am I impacting…? ” “ What can I improve…? ” “ Who is coming behind me…? ” “ What example am I setting – for others to see, and (silently) evaluate…that I don’t know who sees  what I’m doing/not doing…? ” Note:   There are different ways…to impact lives…  and lessons learned. In a “previous life,” I was a Scout Master for about a decade, for a special group of young men. Whenever we went on a camping trip, which was about every 6 weeks (rain or shine, snow or blistering hot weather – our internal promise to these young men – Every  6 Weeks…!). Every scout was required to bring a plastic garbage bag. And whatever trash we found on a mountain trail, or stream, or campsite (no matter how small, such as a cigarette butt), we required ourselves to “pick-it-up” – and put it in that trash bag. Not surprisingly, every camping trip saw us returning home, Sunday afternoon, with multiple trash bags – full of trash. It was my observation that there was disgust in these young scouts – at the lack of consideration – left by others – in the trash that had been discarded. It was also my observation, and opinion, that I never saw any of these young men – casually discard – even the smallest piece of trash – imaginable…. Ever. SUMMARY :  Each of us is leaving a legacy…by what we do…and don’t do. For our great industry, there’s no way to measure the impact on our communities  – on others, that our companies can have….that we, individually can have…through:  Sharing what we do…and know how to do. Explaining how to use our capabilities…to improve communications between people….between groups of people…and our customers’ business performance results. In previous years in our great industry, “ Customer Education ” – of what a company can do for its customers – was once recognized as a privilege – and opportunity – to improve a customer’s performance. Your customers only know what they buy from you…and most likely… don’t have a clue…of what you could do….that they need… .   “I am not a product of my circumstances…. I am a product of my decisions.” …..Stephen Covey

By Sid Chadwick, Chadwick Consulting, Inc. – 03/06/2025 Published in  American Printer  :   “ Sid's article this week reviews eliminating mediocrity, enhancing improvements, and preparing for unforeseen challenges. He suggests you learn how to take control of your operations, make impactful decisions, and build on essential values to strengthen your team. Read Sid's article now.” “There is meaning in every journey…that is unknown to the traveler.” …………………………...Dietrich Bonhoeffer INTRODUCTION :   If you are a student of early 20th century U.S. History, you recognize that our world today  is eerily similar – to post-World War I. You recognize ,  That President Woodrow Wilson was quite sick his last year or two in office, and Ms. Wilson quietly ran much of the Presidency. That Franklin Roosevelt did all he could to keep America out of the war raging in Europe (WW-II), after Europe was saved in WW-I (with U.S. blood).  The average American just wanted to enjoy some peace at home, as we were coming out of The Great Depression.  War was again raging in Europe. After France and Belgium fell, England stood singly against Nazi  Germany – for almost 5 years, as Roosevelt quietly sent shiploads across the N. Atlantic, filled with foodstuffs and armaments for England. As hard as Roosevelt worked his political magic with Winston Churchill’s patience, supporting England’s courage and sacrifices – and keeping us out of the European War, Japan did not cooperate, and we were ultimately sucked-in. I believe our country is “trimming-down” our wastefulness – for inevitable sacrifices not yet recognized, not yet seen – or accepted. SUMMARY :  As you walk through your operations –  daily  – and review your Operations’ Reports (including those detailed reports that too often are skipped in your Management Review Sessions), and begin anew – instituting cost-cutting and training – that measure improvements (or lack of improvements), you want to be more direct in making decisions that cut mediocrity and losses, and reinforce improvements  and results  that strengthen your organization – and the values you can build upon – that will be needed.   Our leaders in DC, Wall Street, and Main Street – need to continue preparing us for the challenges and sacrifices – that generally are not yet fully seen.   You are not living in a vacuum – away from the action, that’s unfolding. Often we do not know what we are capable of doing, or improving – until we see it – or – it’s required….! This country, this great industry, has a long term track record – that’s the envy of the world…. “Success is walking from failure to failure – with no loss of enthusiasm.” ……………….Winston Churchill

By: Sid Chadwick Early on, I recognized I had a gift for talking persuasively with Buyers and Senior Management of major Prospects. (Part of my Irish heritage.) Note : Listening closely …is critical.   As a Consultant, I also learned that my skills could intimidate a client’s Reps, such that they would not want to practice in Sales Team Group sessions – “One-on-One Sales Rep/Buyer role-play discussions” – for Sales Team Reviews – and Learning.   To create an atmosphere of “Fun,” I learned to create Role-Play Scenarios – making myself “The Rep” – talking to a major Buyer (one of the client’s Reps) – and after having an 8-10 minute dialogue, asking the Sales Team observers,   “ What should I have done better…? What should I have done differently…? ”   The observing Reps and CSR’s – always had immediate suggestions re. “ What should have been better….What should have been different… ?”   I then would ask, “ Who wants to go next? ”     Because I had gone first, and was not perfect, and everyone had learned from watching me – and listening to the review, one of the leading Reps would then volunteer to go next, and after him/her, then another would go, and so on.   A powerful Team Learning experience….!   By my going first, and NOT being perfect, they were willing to publicly practice, and improve their ability to create meaningful dialogue – with a high-powered Buyer.   Hearing from someone else…gave them pointers they might not have thought of.   Importantly : This also opened their willingness to pursue – larger Prospects .   Developing Your Sales Team’s skills – can be fun – and professionally – powerful…! Sid Chadwick, President Chadwick Consulting, Inc. 336-558-4939 sidchadwickcc@gmail.com

By: Sid Chadwick Whenever I hear an owner or senior manager brag about long hours – even holidays – they are working, and their not understanding why their organization is NOT performing better, I recognize I’m probably – standing near the problem  – at that very moment, with more information needing to be gathered.           Our industry is famous for employees… “ Delegating Up – the line of command .”   Examples of additional observations and information needing to be gathered, include : What is the competence, and work ethic, of subordinates…? Is a mediocre work ethic tolerated – as part of the organization’s culture…? When employees bring problems to the owner, how often do we hear from the owner… “ What do you suggest we do …?” or, “ How long has this issue been apparent …?... or “ What are our options…?”  Does the owner not have any hobbies of consequence – outside of his/her company…? Is there a lack of planning, such that most events of an ongoing nature, are reactionary, not proactive… beyond daily production scheduling…? Is meaningful time with family relations – a priority…or generally, neglected…? Do employees naturally defer to the owner to decide issues – way too often (with a subsequent negative affect on morale)…? Is the owner a natural procrastinator, who’s never corrected this tendency…?   When we delegate priorities, problems, and issues needing attention – that too often folks around us are used to our solving or fixing for them, we : Develop important personal growth in our subordinates….(“When we struggle, we grow.”…Ludmila Praslova, Ph.D.) We develop an additional sense of personal pride and accomplishment – in our subordinates, and the Team around them. We develop depth and strength – in the Team, that acts as a model for developing leadership in the organization, that can be recognized for future employees’ recruitment, by customers, and by suppliers.   Finally, when “Delegation” becomes part of your organization’s culture, and you, (a) employees learn to request problems and issues needing attention less often,  (b) employees request that problems be given to them, with time and results specified up front, and (c) perhaps most importantly – You are freed-up to do a better job – of leading, and managing….!   Delegate…Delegate….Delegate….!

By: Sid Chadwick The Director of Purchasing of an International Consumer Goods organization was visiting on a Thursday. It was her 1st visit – after calling on her for over two years. The informal understanding was that what she experienced on this 1st visit would determine the prospective supplier’s “next steps” with this Director of Purchasing.   Note :  Historically, the Director of Purchasing’s company bought “8-figures/year” – from our client’s competitors .   The prospective supplier had everything for the Plant Tour – “shiny” – and prepared, including key personnel introductions.   Initial introductions and pleasantries exchanged, their Tour was scheduled to start in Customer Service & Estimating, then move to Prepress, Pressroom, Finishing and Shipping.   At Customer Service and Estimating, after initial introductions and her looking around, she asked,   “ Where are your charts, showing your goals and objectives for improvement, errors made, last year’s performance numbers…and what’s been improved so far this year…? ”   You could have heard a pin drop….There were no such charts or objectives or performance improvements to review…and no charts on a wall…showing department performance.   This process repeated itself – in each subsequent Plant department toured.   At the end of the Plant Tour, back in the prospective supplier’s Meeting Room, which seemed to have a “ sudden dead body in the room atmosphere ,” the Director of Purchasing explained: “ We don’t choose our supplier’s based on ‘Low Price.’ We want the best, consistent quality available, which includes time required to work effectively with a supplier’s organization, responsiveness, reliability of promises kept, and perhaps most importantly – documented Continuous Improvement, with improved costs – every year. No exceptions……I’m somewhat surprised your Rep didn’t gain how we carefully choose suppliers - from her visits to our offices and plants.   …From this visit, your organization, which has impressed our Engineers, needs to determine if you want to step-up to what an international company like us requires of its suppliers, long-term. ”   Now, as I reflect on our changing business landscape, and as our world through communications and consolidation of Buyers seems to continuously become smaller, such values expected of suppliers - are NOT  just for International Buyers.   And Reps should be communicating, in writing, what’s important to major prospects – and customers.   Note : Position Descriptions for your successful   Inside and Outside Reps  – are changing .