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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

By Sid Chadwick, Chadwick Consulting, Inc. – 02/10/2026   “I am excited to hear of people’s success with ProQuest Database Articles” …….Feedback from Student in The Inside Sales Academy     Why … three organizational Presidents… sent Students…to multiple Classes of… The Inside Sales Academy ….?   Why …  multiple Presidents sent multiple  Students… to three – full Class Sessions of… The Inside Sales Academy ….?   Why … a growing number of Presidents are finding… that motivated Inside Sales Reps …attending The Inside Sales Academy ….are significantly   more productive … at lower cost … than Outside Sales Reps.   There is “ No other Sales Training Program ” – for our Great Industry that : Instructs the Use of Multiple Databases …for uncovering – 100’s of Top Prospects … previously unknown…and over  1.5 Billion Catalogued… Published Articles …! Provides a Confidential Recorded Video… of each 90-Minute Class , next day…to both Student & Supervisor …! Makes the Instructor available 24/7 …to both Students… and Supervisors…! Give “ Trade Show Stories, Examples & Ideas ”….. students said were most useful…! Requires Written Feedback Evaluations … from Students…after each of the 14 Classes…! “ Everything for me is valuable ……!” – An Inside Sales Academy Student   Next 14-Session Class starts :…… May 6, 2026 …! UPCOMING MEETINGS : March 8-11, 2026: CEO Peer Group in Illinois

By Sid Chadwick, Chadwick Consulting, Inc. – 02/05/2026 Published in  American Printer   : ”Sid's article reviews how more companies are locking in long‑term customer agreements, and the financial impact is hard to ignore. The result is steadier revenue, tighter cost control, and stronger valuations. If you’re not exploring these conversations with your top accounts, you may be leaving money on the table.” “Action is the foundational key to all success.” ………………………..Pablo Picasso INTRODUCTION :   Recently, as we reviewed a Peer Group Conference Call Discussion , one Member, with his company heading toward $30 million in Sales (projected for this year), revealed that – ‘44% of their revenues were anchored in “Long-Term Agreements”….!’   Finally …after two decades of Client Survey Results , we see “The Market” tipping toward “ Long-Term Customer Agreements .” As you look for proof, ask your Banker’s opinion of the effect of such Customer moves on your company’s value.   Better …ask your Top Ten Customers - if they would like to “think about – and discuss” – a “Long-Term Agreement” to “ anchor their Consolidation of Suppliers? ”   Benefits from Supplier Consolidation – and Long-Term Agreements – for your Customer – can include:   Elevated consistency of Quality – and Communications – received. Improved consistency – and standardization – of Supplier performance. Reduced Time invested in Purchasing. Improved opportunities to reduce Supplier costs. Improved Value as a Customer to your Supplier. Improved opportunities to request Education & Training Services. Benefits from Supplier Consolidation – and Long-Term Agreements – for you  – the Successful Supplier, can include: More predictable production scheduling – which tends to lead to… lower production costs (e.g., less waste, less spoilage, and less overtime costs). Improved understanding of the Customer’s performance expectations. Improved leverage for obtaining lower material costs from Suppliers. Higher frequency of work for the same customer tends to lead to opportunities for ongoing – improved production times. Less time required for quoting, order-entry, and communication errors (No Small Achievement…!). Improved predictability of revenues, leading to improved bottom-line performance.   Not all that long ago, we persuaded a Client to allow us to ask a question re. his “Customers’ Interest in a ‘Long-Term Agreement’ for the purpose of reducing purchasing costs, consolidating suppliers, and improving consistency of quality received. “   Eleven Customers  responded in the affirmative….Three of the eleven were major accounts….!   SUMMARY : A few Suggestions and Observations :   Such discussions and decisions are ultimately decided at your Customer’s Management level, but also require the involvement of Supplier Sr. Management and/or ownership. Many Customers avoid the use of the word “Contract.”  “Memo of Understanding,”  however – is usually much more acceptable, for multiple reasons. Given the importance of such a change in working relationships, allow for six or more months of discussions - to reach a Final Agreement. History shows that if such an Agreement has worked well for the Customer Organization, Renewal of the Agreement after three or more years is nearly automatic. Finally, CPI’s for managing price changes do not necessarily work well in periods of dynamic commodity or tariff price changes. But from the Customer’s position, managing price changes from one supplier can more easily be accomplished than from three or more suppliers. We strongly recommend Quarterly Reviews – at least in the 1st year of your Agreement – for opportunities to correct and fine-tune both organization’s contributions. The success of your 1st Long-Term Agreements – can provide invaluable References – for your next desired Long-Term Customer Agreements. Be sure to keep your Banker and key Suppliers – apprised of your Progress – and Lessons Learned…! (They will want to contribute – to your future success.)   “It is no use saying, ‘we are doing our best.’ You have got to succeed in doing what is necessary.” ……………………….Winston Churchill

By Sid Chadwick, Chadwick Consulting, Inc. – 01/22/2026 Published in  American Printer   : ”Sid's article reviews how a print team found unexpected growth by focusing on repeat orders, measuring what mattered, and giving employees room to improve the work themselves. Their steady gains show how small operational habits can reshape customer loyalty and monthly revenue.”     “There are two levers to moving men – interest and fear” .. …….Napoleon Bonaparte INTRODUCTION :   W began our “Monthly Plant Managers’ Conference Call” – with a Review of, “AI is being used to… improve Athletic Performance”….and then, “How some Manufacturing Environments are adapting – what is being learned from AI – to Improve Athletic Performance….!”   Then, one of our Plant Managers (who is also the company owner) began to explain that about three years earlier he developed several large Customers, who send him regular, monthly work requests – that are often identical to previous requests.   He began recording in a “separate book” – the productivity and efficiencies of these “repeat orders.” His personnel who work on these projects – watched him record these numbers in that book. “They asked permission, and then began reviewing those records, and discussing ways to improve productivity of these repeat orders” (within earshot of our Plant Mgr.), which he allowed, and did not interrupt, unless their discussion was going in a non-productive direction.   At the time, he had all of five employees producing these repeatable projects, billing out about $20,000/mo. (plus their other job duties and billings).   Over the last three years, his major Customers were slowly increasing their repeat orders (as long as he met their delivery and quality standards), but he refused to hire anyone extra who did not have the right work ethic and attitude. (Eventually, a sixth employee was found and hired.)   Today, those six employees, along with “other work being produced, are producing over $35K/mo., much of it “repeat, profitable work!”   This Plant Mgr./Owner recognized early on that “ownership of Performance Improvement” contained a powerful incentive for his employees – if there was a reward for them, as a result of what they were developing.   We asked our Plant Mgr./Owner, “ What’s next ?” He said he believed he had a great Team of employees, and he wanted to apply  the same principles of Employees’ Performance Improvement Incentive  –  to Customers work that was not repeat work .   Everyone on our Monthly Conference Calls looks forward to tracking and learning from that development.   Our Conference Call then turned to  Opportunities for gaining and improving Customers’ Work  – that Sales Reps – and their Companies tend too often – to overlook.   Our discussion included : (a)  Product Diversity  needed by certain “profile Retail Customers” – who are committed to growth (often needing combinations of Wide-Format, Fulfillment, Direct Mail, Trade Shows, Packaging),  and (b) Top-performing Sheet-fed Presswork – for successful pursuit of short-run Publications (the “Mother-Load” of Publications is available at the Gale Database,  organized by state , that offers website, address, phone no., publisher/editor – and includes frequency of production).     SUMMARY : Great Teamwork needs to be nurtured.   Great Teamwork, clear on its objectives, requires (a) mutual respect, and (b) ownership of the processes and results – by participants. “I suppose leadership at one time meant muscles, but today it means getting along with people.” ………………………..Indira Gandhi

14-Week Start Date for: “ The Inside Sales Academy ”   January 21, 2026….!   “ The Purpose of a Company… is to Create A Customer”……. Peter F. Drucker Multiple company owners… keep sending their Brightest and Most Important Business Development Team Members – Including CSR’s….to our “ Inside Sales Academy” ….! They’ve seen upfront…personally…that Inside Sales Benefits include : Higher, More Predictable Results & Productivity….! Lower Costs….! Higher Margins….! New Account Introductions – from our Training …are Successful…! Multiple…. New Resources  – never before introduced ….! Reading Assignments  – and Class Discussions – that benefit ………………. their whole organization ….! Multiple New Materials – for Dynamic Self-Promotions …..!   14 Weeks of Curriculum Content – available to Review  – it’s AWESOME….!   90 Minute Classes – every Wednesday …! Every Class is recorded …and both Students & Supervisors receive a Copy – Next Day …!  (Priceless…!) In our last Class, three Students were senior, experienced, successful Outside Sales Reps …who personally wanted a “Refresher”…......They left us with great Testimonials….and attended every Class ….!!   Assignments for the January 21 st  Class – go out this week….!   Several Organizations are sending – Multiple Attendees …..!   Maximum Class Size : Eleven Students (To ensure Quality for Attendees)   Instructor available 24/7 for Questions – and Private Discussions…!   One Attendee:……………………………… $65/Class…! Two or More Students:……………………. $55/Student….!   Contact For Registrations or Questions : Sid Chadwick President C: 336-558-4939 sidchadwickcc@gmail.com chadwickconsulting.com

By Sid Chadwick, Chadwick Consulting, Inc. – 01/08/2026 Published in  American Printer  :  “ Sid's article is a reminder that drifting from customer fundamentals quietly erodes value. Sid highlights simple habits like proactive outreach, client reviews, and deeper listening that top performers use to stay ahead. This article may spark a fresh look at what your team is overlooking.” “There’s always something new to chase…But the funny thing is, the basics never really change…Sometimes I catch myself getting swept-up in the next big thing. It’s easy to forget that the real magic is in the fundamentals. The way the spine holds together. The way colors pop off the page. The way a piece of mail makes you pause before tossing it in the recycling bin…I guess what I’m saying is, innovation is great, but it’s not everything. There’s a reason the classics stick around…And honestly, sometimes I wish we talked about that more. Not just what’s new….” …....Steve Bearden, CEO, Linemark, Upper Marlboro , MD   INTRODUCTION :   Neglect of Customer Fundamentals…can come… at a frequency …that we often have stopped….noticing…!   However…. your Customers… can tell the difference….!   One supplier CSR works to call  All  her assigned customers, monthly, and while sharing what’s new or improved – (and the benefits) - from her company, she also asks, “ What’s new this month with you ?”… or, “ What was the response rate to your most recent Direct Mail project…? ... We’d still like to review your mailing list, to possibly raise your response rate, if now is a good time…!”   Another supplier’s CSRs have their favorite Customers, whom they might call if business is slow, believing their other, smaller assigned accounts will call on their own, if they need anything. (Sound familiar…?)   There are two fundamental problems with the second supplier’s approach : (a) your Customers generally only know what they buy from you (and NOT what you  could provide or solve ),  and  (b) most suppliers don’t know their Customers’ business objectives, their frustrations, their sources of income, or their sources of pain….! (They only know what and how much those Customers buy…!)   Too many suppliers really  only know  - what their Customers - have learned to ask for…!   Fundamentals …..!   A progressive company recently reported that they had developed  Quarterly Strategic Planning Sessions  for their Senior Mgmt. – that were proving helpful…even productive – for improving costs, and productivity.   With a pause - and some hesitation, I asked,  “Do you have similar discussions with your Top Ten Customers re. ‘What do we need to change or improve?’...and… ‘What are your major upcoming changes…?’…and… ‘Is there any interest in hearing what we’d like to explore changing, that we believe might benefit you and us?’”   Their hesitating answer:….. “ No….we don’t ......!”   Fundamentals …!!     SUMMARY : Fundamentals…!!! One of my favorite company owners once told me, in an electrifying tone of voice:   “Our Major Account Reviews with our Top Ten Customers are our number one source of improved profitability…When the Customer buys-in to a suggested minor change that affects our planning, staging, and productivity, pricing seldom needs to be discussed, and our competitors still ask, ‘How do they do that…?’”   “ Because its purpose is to create a customer …the business enterprise has two - and only these two – basic functions: marketing and innovation. Marketing and innovation produce results, all the rest are costs.” ……….Peter F. Drucker, Author, Consultant, Lecturer

By: Sid Chadwick   “Because its purpose is to create a customer, the business enterprise has two - and only these two – basic functions: marketing and innovation. Marketing and innovation produce results, all the rest are costs.”……Management – Tasks, Responsibilities, Practices.: …….Peter F. Drucker, Author, Consultant, Lecturer   The unanimous consensus of Students  in our 2nd 14-Week Class – may be understood through the following: Mr. Chadwick is an excellent Instructor. I have learned so much in this Class and hope to continue to hear from you both. Lots of New Material – All Vital….! Databases – were totally new…! Exploring the uses of AI – and coming together to make awareness of the flaws that come with AI, though it can be a useful tool. The article, “Using AI to Power-up Prospects Research and Outreach,” will be used several more times, and I plan to help find prospects with the examples listed. Discussing the benefits of going to Tradeshows with clients. I enjoyed learning about Trade Shows – and the value that can be brought from them. Very much looking forward to learning how to create Spreadsheets for tracking both individual customers, and vertical customer groups. How and Why to offer multi-year Agreements…! Priceless…! The List of “Low-Cost Self-Promotions” – was very helpful. I’m much more confident talking to customers….! With a 35-year career in this industry, I’m learning something of value- every week….! “Thank You” – Notes…! Learning better Questions to ask…! January 21st – Date of Next Class Start-up…! Every Wednesday at 2:30 EST Reading & Class Assignments – Every Thursday Video of Class Discussions – Sent Every Thursday….!   Discounts available for Multiple Students from same Company….! Sid Chadwick, President Chadwick Consulting, Inc. 336-558-4939 sidchadwickcc@gmail.com

By Sid Chadwick, Chadwick Consulting, Inc. – 12/18/2025 Published in American Printer : “Sid shares a reminder we all need: even in tough times, gratitude matters. His reflections on trust, resilience, and the people who stand with us invite us to pause, look around, and see the opportunities we might be missing.” “I don’t think people realize that things can be good… when the situation is bad.”……………………….New Public School Superintendent INTRODUCTION : I often reflect ….including stories I read…. of those who came before me….and those facing tough, tough situations today…..I really have nothing to complain about…..! We have multiple clients finishing-up 2025… in much better financial condition than they expected….and I wonder… “ Do they know how fortunate …they are…? ” With the barrage of negative news we receive, ‘seems like hourly, sometimes we allow those voices to control our attitudes, and our lack of recognition – about how fortunate we are, and that we need to remember – we’ve been blessed to receive and engage….almost unlimited opportunities… waiting……. After a pause of reflection on an exhausting dark day - with a 5-Hour Chemo Treatment, I’m tempted to ask, for tomorrow ….. “Have I written a personal ' Thank You Note ' to my clients…& customers…and associates – for their placing their precious requests and trust with me… and us - this past year….?" "Did I recognize the unspoken ' Trust ' …and honor……that was expressed – through their requests…?" "Did I recognize the value of those in our organization, including our terrific suppliers and friends, whom I just always assumed…' would be there '….' would do their job ' – because they were talented, trained, experienced and reliable – and always were….?" SUMMARY : Life…. brings surprises…. And sometimes those surprises represent new, unexpected challenges – that require a collective effort…. …for identifying what is most important… …and including those we didn’t previously recognize…we would need… but who were always, or almost always…. there. We are truly blessed with unlimited opportunities… in this Great Democracy, and this Great Industry…whether or not we recognize it…..! “ Democracy has to be born anew every generation, and education is its midwife. ” …..John Dewey, Philosopher, Psychologist & Educational Reformer

By: Sid Chadwick December 10, 2025   “Because its purpose is to create a customer, the business enterprise has two - and only these two – basic functions: marketing and innovation. Marketing and innovation produce results, all the rest are costs.”……Management – Tasks, Responsibilities, Practices.: …….Peter F. Drucker, Author, Consultant, Lecturer   The unanimous consensus of Students  in our 2nd 14-Week Class – may be understood through the following: Mr. Chadwick is an excellent Instructor. I have learned so much in this Class, and hope to continue to hear from you both. Lots of New Material – All Vital….! Databases – were totally new…! Exploring the uses of AI – and coming together to make awareness of the flaws that come with AI, though it can be a useful tool. The article, “Using AI to Power-up Prospects Research and Outreach,” will be used several more times, and I plan to help find prospects with the examples listed. Discussing the benefits of going to Tradeshows with clients. I enjoyed learning about Trade Shows – and the value that can be brought from them. Very much looking forward to learning how to create Spreadsheets for tracking both individual customers, and vertical customer groups. How and Why to offer multi-year Agreements…! Priceless…! The List of “Low-Cost Self-Promotions” – was very helpful. I’m much more confident talking to customers….! With a 35 year career in this industry, I’m learning something of value- every week….! “Thank You” – Notes…! Learning better Questions to ask…! January 7th – Date of Next Class Start-up…! Every Wednesday at 2:30 EST Reading & Class Assignments – Every Thursday Video of Class Discussions – Sent Every Thursday….!   Discounts available for Multiple Students from same Company….! Sid Chadwick, President Chadwick Consulting, Inc. 336-558-4939 sidchadwickcc@gmail.com

By Sid Chadwick, Chadwick Consulting, Inc. – 12/04/2025 Published in  American Printer  :  “ Strong teams thrive on recognition. In his article, Sid shares how a simple gesture of appreciation can leave a lasting mark on both people and performance.”       “…While traveling from Galilee to Jerusalem, Jesus healed ten lepers…Only one of those who were healed returned to give thanks…” … Luke 17:11–19. INTRODUCTION :   What feels like a previous life, I had almost thirty District Managers and Reps reporting directly to me. About a third, I had hired – and were located 500 to 1,500 miles away   from our plant and my office, such that most of them I met with personally – only once a year.   But every Friday  we had a one-on-one review of their week, what went well, what they needed re. support from the main plant and office, and how their territory or district was performing relative to the previous year – and this year’s budget. From my weekly conference call note-taking, my follow-up was legendary.   Their responsibilities were significant. They averaged 6 to 15 key personnel – reporting directly to each of them.   Communications were critical , and I believed, needed to be frequent and substantive. We were growing our company’s revenues – over $4 to $5 million  each year  (and pretax exceeded 20%).   At Christmas each year,  I hand-wrote each of them a  personalized  Christmas letter …. that was assured through our distribution system to arrive before their Christmas break.   Each letter contained :  My sincere personal appreciation for their best efforts the previous 12 months. The company’s sense of dependence and trust re. their responsibilities – attending to 100’s and 100’s of issues the previous 12 months. My wishes for them and their family to have a meaningful time for rest and reflection. My request for them to attend to their subordinates and major customers – to also have a terrific Holiday period.     SUMMARY : The levels of trust and mutual respect between them and me, representing the owners of the company – was a deep responsibility and honor, to me.   With this Holiday Season, I encourage you to –  write a personal note of sincere appreciation and thanks  – to everyone reporting to you – including your key suppliers.   We too seldom know the personal needs of those we depend on.   Written notes tend to be kept…..  They are that rare .     “Be at war with your vices, at peace with your neighbors, and let every new year find you a better man…” …..Benjamin Franklin   PS:  From 1973 until 1984, we grew that company’s revenues from less than $9 million to over $67 million (and never had to borrow money, or make an acquisition –  all  organic growth.) Constant high-level, candid communications, steady – relentless innovations, and a fierce work ethic – were cornerstones.