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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.

By: Sid Chadwick November 26, 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  attending our 2nd 14-Week Class – may be partly 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. – 11/20/2025 Published in  American Printer  :  “ As the clock keeps ticking, are you letting key priorities slip? Sid lays out practical ways leaders can sharpen accountability, engage customers, and build momentum. A few small shifts each month could be the edge your competitors don’t see coming.”       “I have been impressed with the urgency of doing. Knowing is not enough; we must apply. Being willing is not enough; we must do…” …..Leonardo da Vinci INTRODUCTION :   Who …  leads  your  Business Development  effort….? (Are they passionate about their mission…?)   Is  Continuous Improvement …a central theme…? (How many charts and graphs…are publicly measuring important performances…?)   Is there follow-up…and  accountability …? (There either is…or there isn’t…!)   Is the  Frequency …  of Training Sessions  scheduled – such that there’s “carry-over of content” …from one session to the next…?   Is there a Master List of “ Neglected Customers ”…that are Awarded… “Internally Traded”… and publicly reviewed…to ensure Contact…and Development…?   Does “The Boss”….publicly open your “ Suggestion Box” … at least monthly….and assign follow-up to members of The Team…?   Are suggestions that your Team likes…that serve customers… assigned …and…  recorded on a flip-chart …for next month’s public review…?   Are major  Prospects  invited to come and….  speak to The Team ….?   Are professional “ Reading Assignments ” given-out…and Reported…?   Is  Recognition  and  Praise …a frequent part of your culture…?   What do you  celebrate …?     SUMMARY : When everyone is invited to have a voice…in what is needed…and publicly given assignments…that benefit The Team….Movement Happens…!   A company that strives to  improve 1% a month …..creates a Competitive Edge….!   Customers generally… do  not know your capabilities … because you have not shown them.   And you do not know… what your customers really need … because you have not asked, and pursued finding answers…!   Public Charts & Graphs of Performance …no one is willing to accept –  not  improving…. It’s not in our DNA ..!     “Fall seven times…and stand up eight…” …….Japanese Proverb

By: Sid Chadwick   “ The purpose of a company is to create a Customer. ” ……….Peter F. Drucker, Author, Lecturer, Change Agent, Consultant     INTRODUCTION : Is your organization clear re. your objectives…for next year…?   Are you  clear…re. your objectives…for next year…? (Is it in writing…?)   Is that important information - plastered on a central wall…for everyone to read, discuss…ask questions about…and receive updates…?   A treasured client wrote me this week : “…Sid, Thank you for the heads-up…Like normal, I am expanding during a downturn (referring to Mark Hahn’s most recent Report on the Packaging Segment of our Great Industry)…I have on order a 64” KBA 8-ColorAQ-Press due in April….”   What talent, now available…do you need to hire…?   Better :… What talent… already on your Payroll…do you need to invest in…for “Business Development” ….?   How many of your brightest personnel …. challenged  to “look busy”….know how to access Public Databases….and the steps to take….for renewing Neglected Customers….and…Development of high-potential new Prospects…(Or…should we just take $100 bills to the back lot….and burn them for cooking marshmallows….?) SUMMARY : So…. does your Plan include ….for creating new Revenues & Customers…..   Beginning January 7 th …..   Two bright, socially talented employees …attending our “ 14 Week Inside Sales Rep/CSR Class” ….? 90-Minute Class - every Wednesday… 3-5 hr. Class Assignments every Thursday - for the following Wednesday, at 2:30 EST. Video Recording of every Class – forwarded every Thursday morning…. Expert, experienced Instruction and proven Class Assigned Readings. Class Limit of….? 9 Students…. Student & Company Owner References. “The happiness of your life depends on the quality of your thoughts .”………Marcus Aurelius, Roman Emperor, 161 – 180 CE Sid Chadwick, President Chadwick Consulting, Inc. sicdchadwickcc@gmail.com 336.558.4939

By Sid Chadwick, Chadwick Consulting, Inc. – 11/6/2025 Published in  American Printer  :  If your customers don’t know your full capabilities, they can’t buy more from you. In Sid's article, learn how one simple survey can uncover hidden revenue and deepen relationships.  Read how a shift in thinking could unlock new growth >     “The purpose of a company is to create a Customer.” …….Peter F. Drucker, Consultant, Author, Advisor, Lecturer INTRODUCTION :   Every Customer… of any stripe… who takes your Plant Tour….regardless of your size and complexity…predictably says, at some point on their Plant Tour:   “ I didn’t know you did that…! ” Plant Tour Surveys had been used in our Great Industry…for decades. For good reason!   However…times have changed…and our Great Industry continues to – “ Dumb-Down to our Customers…! ”   Not one company attending our 14-Week Inside Sales Rep/CSR Training Program’s two Classes – was using Plant Tour Surveys ……   Not one Student in our two Classes so far…. had ever heard of a Plant Tour Survey …!   Benefits from Plant Tour Customer Feedback can include :   a. Immediate, unexpected additional business…! b. Introduction to other personnel, departments, and divisions at your Visitor’s company….! c. What parts of your Tour were a surprise….! d. What parts of your Tour could be improved….!   To review our Generic Plant Tour Survey, please click this link: https://acrobat.adobe.com/id/urn:aaid:sc:US:5ac2f11a-9aee-4800-bf84-8a187e48f856 .     SUMMARY :   Clients use our Plant Tour Surveys: To place a copy of the Returned Survey in their Lunch Room, reinforcing to all employees that their Customers’ opinions are impacted by what they receive, and… “How our Plant shows…” …! For meaningful “follow-up” with Tour Visitors – of many designs. For learning Customers’ opinions of what they experienced on their Plant Tour – previously unknown before the Plant Tour Survey Invitation process…. Results – to improve their Customers’ Plant Tour. To improve and Customize – their Customers’ Performance….!     “ There is only one way to avoid criticism: do nothing, say nothing, be nothing. ” …………………………………………..Aristotle   Click this link to access our Generic Customer Survey:   https://acrobat.adobe.com/id/urn:aaid:sc:US:5ac2f11a-9aee-4800-bf84-8a187e48f856

By: Sid Chadwick   “ The best time to plant a tree was 20 years ago. …The second best time - is now .” ……….Chinese Proverb     INTRODUCTION : How many “House Accounts” do you have – Unassigned …?   How many unassigned customers  - dropped over 30%  in revenues  to your honorable organization - last year….or in the 1 st  six months  of 2025….? (What appears to be the total $’s disappearing ….each year…from NEGLECT ….?) Whether you acknowledge this fact, or not….you are in a race to replace the business you are slowly, steadily losing  – by NEGLECT…just to stay even...! We have proven… that Inside Sales Reps are more productive than Outside Sales Reps, operate at much lower cost, and generate much more NET Margin…! In our  “ 14-Week - Inside Sales Rep/CSR Training Class ,” we focus on over 30 – Major Opportunities – to GROW   Revenues & Margins – including – “ Renewing Neglected Customers,”  and making that process pay bonuses – to your company….!   SUMMARY : And that’s why 4 Company Owners – who sent Students to our 1st Class  – asked to place more students from their companies - with our Next Class … BEFORE  –  the 1 st  Class had finished! Our 2 nd – 14 Week Class – is finishing-up mid-November….! Our   Next 14-Week Class starts-up - January 7 th ….. And includes: A 90 Minute Class – every Wednesday…! Students' Assignments, including Readings – received every Thursday….! A Video of every Wednesday’s Class – Is sent to each attending company – …Every Thursday Morning…! Student Evaluations…for every Class – Received by us – Every Week! Note : Wanzie Collins, CEO of Panaprint, asked us to list him and Rette Collins, their President, and their phone no. –  as a Reference……….(800-622-0676). Sid Chadwick, President Chadwick Consulting, Inc. 336-558-4939 sidchadwickcc@gmail.com

By Sid Chadwick, Chadwick Consulting, Inc. – 10/16/2025 Published in  American Printer “The data on Bankruptcy filings…is once again on the increase…many of the printing companies that file Chapter 7, resulting in the liquidation of the company.…apparently did not realize there are other options.” …. The Target Report Annual Review - August 2025 M&A Activity   INTRODUCTION : As our National and Regional Associations “ look the other way ”… other options, for growing your revenues – Do Exist ….and it’s NOT an Equipment Trade Show…!   In our 13-Week Inside Sales Rep/CSR Training Class  (soon to become 14-Weeks , we’ve learned that: Most of our brightest Students have never been introduced to the 30-Plus Concepts and Tools  we introduce (and drill) - for developing Customers, Better Margins, and Renewing Neglected Customers – as we distribute their weekly reading assignments of Published Articles, Handouts, Homework Assignments, and follow-up focused, spirited Class Discussions (e.g., Why Differentiation, Researching Multiple Databases, Proper and Better Use of Samples, Winning More Quotes, Improving Value-Added through better Prospect Selection, Teambuilding Between Production & Sales, becoming a Better Listener, Preparing & Asking Better Questions of Customers, et al.) Our Students did not know of Harvard Business Review’s  published research about how “Printed Content” is superior to digital content for learning to read, grasping content, and content retention….! Almost no one in their companies is using publicly available Databases for uncovering ‘Target Prospects – within 35 – 50 miles of their Plants. None of their employers are using multiple Customer Surveys, designed for uncovering different Opportunities - some designed to generate over $500,000 in annual new business revenues. Most of our Students’ employers DO NOT have self-promotion literature or Self-Promotion Programs - for introduction of their companies to target prospects. And those few that do have self-promotion materials, Students are hesitant to use – because their observation is – “ It’s terribly out-of-date…! ” And as a final anecdotal observation, most Outside Sales Reps receive minimal Supervision. (In today’s business environment, Outside Sales Reps don’t carry the risks of the company owner…!)   SUMMARY : The lack of “Strategic Leadership” in our National Associations – is embarrassing . (The purpose of your local association should be so much more - than arranging golf tournaments for members…!)   Peter Drucker had it right …. but because our industry was a “rising tide that lifted all boats after WWII,”  owners bought the lie that - “ their net worth resided in the iron on their plant floor .”   The development of more efficient “Work-Flow Order-Entry Systems” have only worsened the pain. Now no one needs to talk to a customer – once they learn how to download their files…! (We Surveyed this issue for a client….he was shocked to learn that 80% of his customer respondents preferred to discuss their Projects with a knowledgeable supplier Rep…!)   Today, too many of our Commercial Printing companies know very little about what their customers: (a) are trying to accomplish, or (b) what they do for  revenue – for their customers.   “ The purpose of a company is to create a customer… ” …….Peter F. Drucker, Consultant, Author, Lecturer

By: Sid Chadwick 10/09/2025 “I have been impressed with the urgency of doing. Knowing is not enough; we must apply. Being willing is not enough; we must do.”  …..Leonardo da Vinci     INTRODUCTION : How many “House Accounts” do you have – unassigned…?   How many unassigned  customers dropped over 30%  in revenues  to your honorable organization last year….or in the 1 st  six months  of 2025….? (What appears to be the total $’s disappearing ….each year…from NEGLECT ….?) Whether you acknowledge this fact, or not, you are in a race to replace the business you are slowly, steadily losing  – by NEGLECT….! In our  “ 13-Week –  Inside Sales Rep/CSR Training Class ,”  we focus on over 20 Major Opportunities to GROW   Revenues & Margins – including “Renewing Neglected Customers” and making that process pay bonuses – to your company….!   SUMMARY : And that’s why 4 Company Owners – for the current Class – asked to place more students with us , after the previous 13-Week Class….!   Next 13-Week Class start-up - January 7 th .          A 90 Minute Class – every Wednesday…!           Students receive Assignments, including Readings – every Thursday….!           A Video of every Wednesday’s Class – Is Sent Every Thursday Morning.           Weekly Student Evaluations…! Sample Weekly Student Feedback: …“Accessing the Library and its Databases – was eye-opening…” …“Very good - and challenging…” …“Reminded me of what I used to do, when I was successful…” …“Review of Class discussions Video – most helpful…” …“I am very excited to use the Library…” …“Class discussions are priceless for explaining new concepts…” …“Examples of Differentiation have been very helpful…” …“So much of our Assignments are totally new to me….”     Note : Wanzie Collins, CEO of Panaprint, asked us to list him and Rette Collins, their President, and their phone no. –  as a Reference……….(800-622-0676). Sid Chadwick, President Chadwick Consulting, Inc. 336-558-4939 sidchadwickcc@gmail.com

By Sid Chadwick, Chadwick Consulting, Inc. – 09/18/2025 Published in  American Printer  :   “Sid's article reviews how print leaders are using targeted training to retain top performers and future-proof their teams. If you're not investing in development, you're already at a disadvantage. ” “Grayson is impressed by the training, he is getting a lot out of it (Our Top Outside Rep)…and…..I made a delivery to a customer from a new location that we purchased (just the book of business)….. and told Charla how well the meeting went - and her reply was, "….that is just how Sid said it would go…"…….”They are not only learning  - but they are retaining the Information…!” ………….Dave Dunphy, Owner of 3 AlphaGraphics’  Franchises We have at least one company legacy owner  – attending our Inside Sales Rep/CSR Training Program  – plus   – three successful Sales Reps – who average over 30 years of successful Print Sales experience.   After watching our Videos, which are received weekly –  containing each week’s Class Assignments & Discussions……. legacy Owners – with Students in our 1st 13 Week Class –  took several independent actions : Four legacy Owners signed-up more Employees/Students for the next  Class (which started-up August 13th) – before  the previous 13-Week Class   – was finished. One legacy Owner, after watching our Class Videos –  signed-up – to attend – himself ….! Another legacy CEO offered his name ( “Wanzie Collins” of Panaprint, Macon, GA ) and his personal phone no. (800-622-0676) – and – the use of his company’s letterhead – for our self-promotions…! Observation :   Young, bright employees – want to learn – want a reason to stay….!  ( What have you told your young employees they should expect – re. their development – and – their future….? ) Next 13-Week Class starts:  January 7th, 2026……! (Who are your brightest, wanting to learn…..that need a reason to stay…….?)   Class Required Time & Equipment : 3-5 hours/wk. - outside of work and Class. A PC – at your desk. Class ea. wk.: 2:30 – 4:00 EST, each Wednesday   Monthly Student Fees are Broken-Up over 13 Weeks : CEO Peer Group Member : $65/Class, including 24/7 Private Tutoring, if requested. Industry Non-CEO Peer Group Member : $75/Class, including 24/7 Private Tutoring, if requested

By: Sid Chadwick September 11, 2025 “Removing the faults in a stagecoach may produce a perfect stagecoach…but it is unlikely to produce a motor car.” ………………………. Edward de Bono   INTRODUCTION : What have you told - your young and bright employees - what to expect re. their Development - and our Great Industry’s future… .?   If……“ You plan to get to that… eventually ” ….. Is that condition contributing to your…..“ Young Employee Turnover ….? ( The nightmare stories I’m told of New Employee Turnover – are dreadful…. and expensive ….!)   AND…..As long as our Fed Chairman Powell looks primarily at historical data (instead of current conditions, and their direction….!) , we can expect “ Late –  Often Wrong –  Monetary Decisions ”….re. Interest Rates…..The Supply of Money to Commercial Banks…..and The Economy……!   There are lots of young, high-energy, talented employees – waiting to be hired …. if you recognize your Opportunities …. know what you are looking for….and know how you want to develop their Contributions….!   Legacy Company Owners , sending employees to our 13-Week Inside Sales Rep/CSR Training Program  – tell us –   “ My employee went through an epiphany - of excitement and understanding…That’s why I’m sending another employee to your next Class…..!”   So what might be the most important decision you can make…?   As you look at your list of… “ Positions to Fill”….How many deal with  “ Serving and Developing Customers… and New Business”….? An interest in “Learning,”…. including “ Good Reading Skills ” and  “ A love to  - Solve Problems” …..is priceless …. for how our industry is changing….!   SUMMARY : We recently introduced our most recent Inside Sales Rep/CSR Class to multiple Library Databases  …. including those valuable for solving everyday New Business Development Problems .   Our Students’ excitement each week – for sharing with each other what they’ve learned and discovered …makes for a very fast  – 90 Minute Class.   And as Legacy Owners have watched our Class Videos, sent weekly, they keep sending us….more newly hired employees…for the next Class start-up…!!!! Our next 13-Week Class starts-up January 7, 2026 ….! ( Note : Class size is limited…to ensure Quality of Content for all Students .)   “The Purpose of a business is to create Customers…” ……Peter Drucker, Consultant, Author, Lecturer Sid Chadwick, President Chadwick Consulting, Inc. sidchadwickcc@gmail.com 336-558-4939

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