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By Sid Chadwick, Chadwick Consulting, Inc. – 03/21/2024 “Today, Ukraine’s survival is in danger and America’s security is at risk….And it’s a matter of honor and security for America….Putin is watching. The world is watching…and history is watching…”…..Secretary of Defense, Lloyd Austin INTRODUCTION: The Atlantic and Pacific Oceans no longer provide temporary protection to the U.S…..Think about that…. There are only a few moments in our lives when what we do…can have a significant impact on our future…and the future of everyone dear to our lives…….Sometimes doing nothing IS doing something. The choice of not acting can leave us – and everyone we love – with a much-reduced future. Think about that. For over two years, Ukrainians are fighting…and dying…for their country, their families…and you and me…. our children, and our grandchildren, and our way of life…. That’s a fact…and not easy to think about… We are at an “inflection point” in world history….and U.S history… And every reader of this column has the ability to write, today, to their Congressional representatives (both Senators and House of Representatives), and friends. “Get that legislation passed - Immediately…for weapons and support to Ukraine.” SUMMARY: “Every generation must decide what Democracy means to them…” ... Ronald Reagan, October 27, 1964  (In a speech later named, “A Time for Choosing” - A major turning point in Reagan’s political career.)

By Sid Chadwick, Chadwick Consulting, Inc. – 03/07/2024 Published in American Printer: “In this article, you will learn about the power of research and problem-solving skills in business. Sid tells a story about a former premier Print Consultant who excelled in his new field thanks to his research skills.” “Year 765…..Picture Books Printed in Japan.”  …Encyclopedia of Graphic Communications, pg. 852. INTRODUCTION: A premier Print Consultant - finally became tired of offering solid recommendations to Print owners, who preferred to do things “their way.” He subsequently, after doing his homework, moved to Idaho and promptly earned his Real Estate Brokers License. Being the keen observer he is, he observed several conditions “about his new neighborhood:” Values of properties for sale were numerous in the mid-to-high 7 and 8-figure ranges. (It seems other successful folks also like privacy, clean air, safe neighborhoods, year-round golf, skiing, reliable investment property values, and big-game hunting….!) Real Estate Brokers were serving their clients almost exclusively through social media platforms…! No one that he could uncover – was utilizing Targeted Direct Mail with high-end photography – for promoting listed local properties – in any price range, much less 7-to-multiple 8-figure price ranges…! The local buzz quickly spread that a new Broker was in the neighborhood. Repeatedly, local Brokers, out of the kindness of their hearts, wanted him to know that... “Print is Old School…we hate to see you fail…..” His success at “moving properties that had been on the market for over a year…or two…or three” …has sent a shockwave through the local Real Estate market. Local Real Estate Brokers don’t know how to Research, or how to cost-effectively use great photography, copywriting, and targeting of Print – to serve a committed client. When he walked into the local Real Estate Commission’s January Meeting …as their newest elected Member…the room reportedly became… suddenly quiet. SUMMARY: To my awareness, DIGM-2325 at the U. of Houston - is the only academic class at any school of higher learning – that teaches students through Case Studies – how to research and solve a business problem – through the use of public databases. Mark Hargrove is that Class’s outstanding professor – with approximately 10 to 12 classes a year of that course (now required). Dr. Jerry Waite, previous Program Coordinator, was repeatedly quoted to say, unhappily, that successful students in that course – “were being hired by more industries outside the Print Industry – than in the Print Industry”….at significant starting salaries, I might add. My interpretation is that the Print Industry generally doesn’t know how or care about solving customers' business problems….We primarily care about producing a better printed image… at a lower cost… The DIGM-2325 curriculum at the U. of Houston is available to other schools at little to no cost However, as difficult as it has been for other Graphic Communications Programs to attract students who want more than to create Websites and Digital Games, there have been no takers. I can say that because I wrote the Case Studies used in DIGM-2325, thanks to the foresight of Dr. Jerry Waite, in accepting my proposal. And finally, shouldn’t Research Skills be taught, especially with the growing impact of AI…? (Note: How we ask a question – determines the answer(s) we develop.) How are real estate prices in your neighborhood…? “It takes 20 years to develop a reputation, and five minutes to lose it. If you think about that, you’ll do things differently”.…..Warren Buffett, 50 Leadership Quotes to Inspire You, Joseph Lalonde

By Sid Chadwick, Chadwick Consulting, Inc. – 02/22/2024 Published in American Printer “Imperialism”…subordinating other ideas,  programs or entities…in an inferior fashion. INTRODUCTION: Believe it or not, we have a generation…really multiple generations…who do not know or understand Civilization’s history of development and the critical role of Print - in that development. Many of us hear the impact…weekly… of younger generations who are mentally locked into their smartphones, not developing their verbal skills…their athletic skills…their social skills….and in deep, dark, lonely frustration…going out and buying an AR-15……. Our society is learning to limit the daily time allowed on smartphones….Healthy human development needs multiple stimuli….for balanced, strong, resilient development. Now brace yourself. We not only have a long list of major suppliers who have walked away from substantive support of our Graphic Communication Schools of higher education, we now also have Graphic Communication Program Leaders who appear to (a) not understand the distinct values of Print - for our society’s and democracy’s development, but also (b) who are turning and over-emphasizing in their Digital Media Programs…through… New Curriculum in Digital Media. Digital Media Fairs for their students…. And potential employers (to the exclusion… of Print and Packaging….employers). SUMMARY: As you may question the accuracy of this information, your fact-finding of major Graphic Communication Programs should turn-up that these troubling Program changes… are very much in motion. However… our society has repeatedly rewarded a balanced communications education, and media. Exclude Print, and you’ve handicapped not only the message….but also the messenger…..perhaps for a generation… How Many Emails Did You Discard…Yesterday.…Last Week….How Many Did You Discontinue Receiving…..?

By Sid Chadwick, Chadwick Consulting, Inc. – 02/08/2024 Published in American Printer: “Sid warns about a financial crisis looming. He mentions that office buildings are empty, cities are losing residents, and banks are in trouble….” “…This time will be different….”……Anonymous INTRODUCTION: As hard as this condition may be to grasp, certain financial conditions look all too similar…. to 2008….! Conservatively, New York City has over 95 million square feet of empty offices in major office buildings.  (We are told that’s the equivalent of over 30 Empire State Buildings.) The statistics for other cities, large and not so large - are similar. Over the last 3 years, our 10 largest cities lost over 2 million residents (resulting from increased crime and increased taxes to make up for local lost tax revenues and relaxed work-related residency requirements – much in pursuit of an improved quality of life). When tax revenues are lost from one source, municipalities tend to turn to sources…still available. Given the magnitude of growing office vacancies (…have you seen the layoff announcements over just the last 45-60 days…?) and demographic changes from fewer people required to live near where they work, major debtors who refinanced before and during the Pandemic – are walking away, requiring banks to take possession. With interest rates being what they are and often excessive costs for reconstructing an office building into apartments and condominiums, it’s understandable that many debtors are …walking away. In New York City alone, over $1.5 Trillion in loans are due for renewal  - in the next two years….! How many of our readers count on the value of their physical plant for their retirement – and as the financial legacy for their grandchildren? (Remember how  owners counted their company’s “value” - in the Presses they (and the bank) owned…?) The Federal Reserve is on record that it no longer allows (at this time, with more to come) banks to “kick the can down the road” re. refinancing. Empty office buildings (of all designs) will be marked down on banks’ balance sheets. Reports are circulating that previous building prices are being cut -40 % and more, with more discounting coming on the next round. These conditions appear…. inescapable. SUMMARY: There are several actionable take-away’s here. First, you may want to prepare yourself for a “reduced value of your company’s assets on your balance sheet – by your bank.” If that occurs, what are your financing restrictions, and options…? Are you using mostly a local or regional bank? We are told that banks most adversely affected – are the small and regional banks, who have approximately 30% of their balance sheets tied-up in empty office buildings. Second, if you’ve delayed steps to improve your (a) customer development strategy, (b) revenues, (c) pricing and (d) profitability, time may no longer be on your side. At our upcoming CEO Peer Group Meeting, I’ve asked one of our Members, an unusually gifted CPA, to lead a discussion to assist our Members to better understand their different fixed costs. His Presentation – will be rare…As a Web Printer, with no experience in Print prior to 13 years ago, he’s increased his company’s revenues over 400%, without any outside Sales Reps. And his historical profitability makes his company - a “profit leader.” The banks have been quiet so far re. their challenges – that just keep growing. (That quiet period appears to soon be over.) Do your homework. Be especially careful re. any new debts. 2008 to 2010 – was a horrific period – for too many good companies, and families. Many banks asked their commercial print customers  - to find another bank. Whether they say so or not, your customers are interested in a “flight to quality,” and so should you.  Recent whispers of growing Accounts Receivables – may not be a coincidence. But….you must purposefully act…! Finally, don’t expect much mercy and leniency from your banker. Fed Chairman Powel was recorded recently to say, “Ultimately, all we have is our Integrity, and we’re not about to lose that.” “Give me a lever, a fulcrum, and a firm place to stand, and I will move the world.”……………………….…Archimedes Research Reference: CBS 60 Minutes, The Wall Street Journal

By Sid Chadwick, Chadwick Consulting, Inc. – 01/18/2024 Published in American Printer : “Success isn't just about size. Prioritize culture and ensure your team feels heard. Identify who lifts or drags your team. Avoid settling for mediocrity. Lead by example, elevate performance, and focus on customer satisfaction. Challenge the norm—why settle for less?” “Culture eats strategy for breakfast.”  …Peter Drucker, Consultant, Psychologist, Philosopher, Counselor, Writer INTRODUCTION: Getting bigger does not make you better. Last count, there are 32 teams in the NFL (established in 1920, with 14 teams). The worst performing teams each year are awarded modest next year advantages by the league…. over top-performing teams, as an assist to keep poor performing teams, like the Detroit Lions – somewhat competitive. Current Detroit Lions Coach, Dan Campbell, hired on January 20th of 2021… “…started his grueling work with the Lions knowing they had not made the Play-offs - in 32 years.”  (An unprecedented NFL season losing Record.) Faced with such a challenge, his top priority – was not player selection for the upcoming player draft, or selection of an offensive or defensive strategy. He reports his number one priority - was “…Culture….” He had to win the hearts and minds of his players, if he was to get them to perform differently, to want to perform continuously better – together…..He had to listen…without ceasing…to every player (…to… “what was said…and …to what was almost said”)… ….and then he had to follow-up on all real and implied promises.... No exceptions. How would you describe your organization’s culture….? Doesn’t every employee affect what customers experience…? (Where is “Winning and retaining Customers”… on your average employee’s daily priorities….?) Do your associates believe… (all of them) ….that you listen…to everything they say…and… everything they almost say….? And if they don’t…what are you missing…that includes some of the most important information you need, to understand and properly manage… your limited resources? SUMMARY: Who in your organization is quietly, honorably - carrying his/her department…in the midst of mediocrity…? Who would his/her associates say – is carrying their department…? Who is noticeably choosing not to “push themselves - to perform better?... To be proactive in addressing customer issues needing attention…” Whose mediocre performances are pulling down the performances… of those around them…? As an informal “acid test”…Who do customers say they are glad to work with…? And who works with customers who seldom receive a compliment…? Are you leading… by example….? Why are you accepting mediocrity…? “Coaches lose more games, than players…” …...Bill Belichick, Winningest NFL Super Bowl Coach in NFL History, with 11 Super Bowl appearances and 6 Super Bowl Wins

By Sid Chadwick, Chadwick Consulting, Inc. – 01/04/2024 Published in American Printer : “Discover the untapped potential of recognizing excellence in an industry where connections matter. Sid Chadwick delves into the power of awards and how they go beyond accolades. In a world where recognition is currency, find out how award-winning Print suppliers create a following and secure future projects.” “…it wasn’t my mission; rather from private through general….it was our mission…we had to win only one battle: for the hearts and minds of our subordinates….”…………….General Jim Mattis, Call Sign Chaos, p.239. INTRODUCTION: Customers …who use Print as part of their promotion mix…do talk to each other….. Creative Agencies… have private, joint luncheons together… sometimes. Graphic Designers…are driven…not only to perform their design talent, but are understandably obsessive… to receive recognition…for awards that their talents provide their clients… and… their Commercial Printer. An industry association’s recent “Call For Entries”….for recognizing Print and Design excellence…is highlighted at an annual Awards Banquet … representing “58 Years Of Recognizing Excellence In Graphic Arts”…that… “tells your employees you are proud of the work they produce.” This particular association has developed their Awards Event into what appears to be its “highlight event of the year.”  (Some members I’ve personally heard say, “Those Awards for recognition of our personnel are the no.  one reason for our Membership.”) After reading, and then rereading… their eloquent promotional Awards Banquet brochure, designed and created to promote benefits to Printers… to encourage investments in multiple Entries….I realized I could find no benefit mentioning… … directing… Award Winning Printers to recognize and promote their Awards…to their: Customers, Creative Agencies, and their Graphic Designers. The association’s representative, on further inquiry, wrote me that “…companies still buy plaques for the customer and/or designer...” Maybe they do… and… maybe they don’t. However… if they don’t invest in luncheons, press releases, websites, plaques, and trophies…for self-promotion for their creative sources, then as their creative Customers see their competitors’ awards flashed in local media, on stationary, on websites…and at the monthly cocktail hour….well…Guess who receives their creative work next year? SUMMARY: The Print supplier who knows how to recognize and acknowledge Creative Customers…who deserve public… even extravagant…   recognition…is creating a following. Yes,  some “…companies still buy plaques for their customers and/or designers….” Maybe they do… and… maybe they don’t…. However,  should a luncheon and personal letter from the Print President, sent to all their customers, target prospects, suppliers and news media, listing and describing their Awards, and their talented Creative Sources – seem beneficial ….? How would the Customers vote….? “…We must do everything possible to advance an…order that is most conducive to our security, prosperity and values…”…Secretary of Defense, General Jim Mattis, Letter to the President, Call Sign Chaos, p.246.

By Sid Chadwick, Chadwick Consulting, Inc. – 12/14/2023 Published in American Printer "Technology is nothing. What’s important is that you have faith in people, that they’re basically good,  and smart, and if you give them tools, they’ll do wonderful things with them…”…….Steve Jobs INTRODUCTION: As technology shows no signs of slowing, “How do you select employees to hire…train….and retain….?” In approximate numbers, “What do you figure is your investment – for each of your employees’ education and training…..?” Asked a little differently, “How much time, patience and errors are required to hire, train, and ‘get-up-to-speed’ – a replacement?” For skilled employees under the age of…let’s say…45…”Why should they stay?” Where am I going with these uncomfortable questions…? What does your average employee know about your company’s history…why customers buy from you…what you try to do best – as an organization…what senior management is trying to accomplish – this year…and next year…? Here’s a Model to Study: Current Owner, without any Print experience, was given the company (a modest Non-Heat-set Web Operation) by his Father (with an unexpected medical condition), about 13 years ago. Current Owner’s previous profession? A CPA. Profitability? 7% – working to return to 10% pre-Covid. Revenues up 6% in last year, Growth over last 13 years: 400+%  approx. Distinguished Personnel Practices: Sr. Management cooks a hot meal for all employees and reports on the previous month’s performance – Monthly! Employee turnover? After 1st 3-4 years of replacing “deadwood,” nearly “0”. (Experienced personnel just keep finding us, as we need them.) Non-traditional Business Development strategy? No Sales Reps – just Customer Referrals. Recent & Upcoming Investments? Over $1,000,000 in the last 15 months; Budgeting $2,000,000 for additional Heat-Set Web Press in the next 18 months. Succession Plan: Son (3rd generation) committed to take the reins – with a developing management team. Affiliations? Chadwick Consulting CEO Peer Group. SUMMARY: You can’t fake that you care. Personnel respect discipline and consistency of purpose. You can’t change your company’s history. But you can recognize what could and needs to change to create an atmosphere that employees, Customers, and suppliers – cherish and want to support. "…Simple can be harder than complex; you have to work hard to get your thinking clean to make it simple….”………..Steve Jobs

By Sid Chadwick, Chadwick Consulting, Inc. – 11/30/2023 Published in American Printer “Scots have long been…renowned for the quality of their whiskey…as the French have been for their wine…and neither of them equal to the Germans in producing beer….”……………. Thomas Sowell, Social Justice Fallacies INTRODUCTION: Everyone is a little different….and has gifts to share….that are needing to be put to use. Over the last few weeks, I’ve witnessed a small fraction of this great country’s generosity, as community after community distributed turkeys and hams and tractor-trailer loads of foodstuffs (and medical supplies), from Seattle to the Middle-East. Many if not most of those distributions…..were private donations, including from big and not so big corporations. Sadly, we seem to have generations coming along who do not understand how such private generosity can be created, and available – when needed. At my family’s Thanksgiving Meal, where I started dressing the turkey and dressing at 5:30 that morning, we had 14 attendees – over half of whom were not immediate family. (I know of several families where the guests numbered over 35…!) This note is my public “Thank You” – for the many clients who continue to use our Services, and allow us to make a positive contribution – to their economic journey – of creating prosperity for their organization, their employees….their suppliers….and most certainly…their treasured customers. SUMMARY: We need to remember that this great country and industry were developed by individuals with personal vision…willing to work…sacrifice…and stand accountable for what was being created. As we have immigrants already here, or wanting to come – for obvious reasons – we need to make sure they have the opportunity to go to work – for themselves and their family….for their dreams of a better life. (They will remind us that our dreams are still alive, and waiting.) We can not wait for professional politicians to “fix the system”. (They’ve done enough already.) “I am always doing that which I can not do, in order that I may learn how to do it.”……………..Pablo Picasso

By Sid Chadwick, Chadwick Consulting, Inc. – 11/16/2023 Published in American Printer “He who desires but acts not….breeds pestilence…”…………..William Blake INTRODUCTION: Our forefathers to this great industry knew the power and value of Print - for educating and influencing what readers and listeners needed to understand… …as many illustrations show individuals leaning-in and straining to hear what their “local reader” – was reading aloud. Freedom, Democracy, and “Taxation without Representation” – were “totally new concepts” - to many average folk. At Chadwick Consulting, we daily distribute editorials from the WSJ, including some written by or about Thomas Sowell, Jr., and reviews of 100’s of writers – including their poetry – selected and read by Garrison Keillor. A few organizations (in our sphere of influence) are working to “Educate their Next Generation Management” – to ensure their organization’s continuity. (Note: Executive Positions are to be filled by talent and experience, not necessarily family ownership names.) We are working with a Distinguished Professor, Dr. George Glisan, of Appalachian State U. – on a curriculum for middle management –“How to use Estimating and Production – to raise your Profitability.” The 1st User client is in the Mid-West, and seems to never hesitate to invest in their future – particularly with Publications. And in 2015, the U. of Houston launched DIGM-2325, under the leadership of Program Coordinator Dr. Jerry Waite, and as taught by Professor Mark Hargrove, where we were invited to submit proposed Case Studies re. “How to solve everyday business problems, using public databases.” Companies, according to Dr. Jerry Waite, are hiring students who excel at DIGM-2325, even before they graduate. DIGM 2325 is now a required course, with 8-10 Class offerings/yr. Our unique Customer Survey Process for uncovering over a $1,000,000 of additional business – from current customers – at current prices (not at discount prices) has not been duplicated by anyone else, that I’m aware. (Our Response Rate runs 30%- 35%.) A treasured, long-term client has developed a dramatic Organizational Learning Matrix, organized by company department, with supporting educational resources. Results include new employees wanting to get ahead, and therefore taking (1) Courses in their Department, and (2) Courses where they prefer to be….! Talented employees have been uncovered, and have moved to much needed positions…! We were used as a Review Resource; the Project is theirs…..! SUMMARY: Kicking and screaming, a few owners in our CEO Peer Group have "faced the music," watching their peers move top, ambitious talent (sometimes including their sons) to "the front," and are moving their Succession Plans" -- forward. Too many senior owners are turning their companies over to M & A Specialists – for peanuts……getting nothing for well-trained employees, customers and future revenues inadequately paid for – to the company who developed them. Who could you call at your local association…? Who are they really supporting….? “Poor is the pupil that does not exceed his master”……Leonardo da Vinci

By Sid Chadwick, Chadwick Consulting, Inc. – 11/02/2023 Published in American Printer Be a yardstick of quality. Most people aren’t used to an environment where excellence is expected.”…………..Steve Jobs INTRODUCTION: Imagine meeting… about three times a year…with 8-to-12 Peers – to share, individually – “What each of you are accomplishing, struggling to accomplish, and stretching to make happen – in your organization.” Summary Reports and Financials are exchanged…about a week in advance of the 3-Day Meeting by each Member organization - allowing all Members to be prepared to listen, ask questions, and make personal notes during each Members’ Check-in – for future reference – and personal follow-up. Most Meetings usually occur near or at a Member’s Plant. Our Facilitator arranges (a) an orderly Agenda-draft (30+ days in advance), (b) an Opening Dinner-Reception, (c) excellent Hotel accommodations, (d) brief but satisfactory Continental Breakfasts and Lunches, (e) a Plant Tour of the Host Member’s Plant(s), (f) excellent Dinners – and (g) a brief entertainment and educational Program or two (sometimes involving key or new Suppliers) – all submitted for review at least 30 days in advance of the Meeting. A Summary Report of Meeting content and follow-ups to expect – is provided - usually a week after the Meeting and may run 7-10 pages. More recently, Members with Succession Senior Management (over half of current Members) – are inviting them - to attend with their CEO. Note: This pattern of Succession Planning creates “low-risk” opportunities for “seasoning a talented Senior Manager”. Note: One CEO Member’s son has now been President for 7 years, with “Dad” still coming to his office – 3-4 days a week………Everyone knows, accepts…and respects…. the son as President. These rare 3-Day CEO Group Discussions, that can go-on for 12 to 14 hours a day (including Dinners) – are invaluable for introducing critical “Running The Business Issues” to an owner’s next generation of owner(s). Note: This opportunity to sustain and grow a company’s value well beyond the founder’s service - is not lost on our M & A specialists….! The opinion voiced by multiple Members - is that every Member’s company’s performance – with no exceptions – is enhanced by their participation. If a company has a glaring weakness, that weakness tends not to remain hidden, but rather is “called out” – for the benefit of that CEO and his organization. Question: Do we have one or more women CEOs…participating….? Yes, we do…! SUMMARY: I’ve been instructed to recruit another 2-4 Members – over the next 6 months. Referrals are welcomed, including from Suppliers. “I only need one good idea to bring back to my company, to make these Meetings worthwhile….Seldom do I only bring back only one good idea.”……Wanzie Collins, Founder and CEO, PANAPRINT, Macon, GA

By Sid Chadwick, Chadwick Consulting, Inc. – 01/23/2018 Published in American Printer "Mediocrity knows nothing higher than itself, but talent instantly recognizes genius.”……………..…………….Sir Arthur Conan Doyle INTRODUCTION: This month’s issue (January/February) of the Harvard Business Review focuses heavily on culture, leadership, and teaching. One of their headlines reads: “The Best Leaders…are Great Teachers” I believe that statement to be true — for the corporate leaders I’ve known….learned the most from……and respect most. They use metaphors, patience, and live examples — to explain the power of what’s most important, and why. For example, whenever I wanted my Plant Management to support what were considered — internally — outrageous improvements….nothing….literally NOTHING — could equal the impact of their hearing….first-hand…..why our customer(s) needed improved: (a) accuracy of counts, (b) faster delivery turns, (c) reliable delivery schedules, (d) proactive contact re. production and delivery schedules, (e) consistent quality, (f) improved delivery package labeling, (g) no shortages, (h) prompt and easy to read, easy to understand — no surprise — invoicing, (i) better postage discount options — and — (j) courtesy and onsite assistance — from our delivery personnel. In effect, we learned we should…..“Customize and Elevate — Each Customer’s Expectations” — so that no competitor could ever meet each customer’s expectations. In effect, we were developing “protective, defensive moats” — around our most valued — (really all) — customers. SUMMARY: Several Questions: Is your Business Development Team — in alignment — with your Production Team…? Do Customers have frequent direct contact — with key Production personnel…? Are Customers invited to meet THE personnel — who worked on their projects? Do key Production personnel go out of the plant — and visit key Customers….? Repeat: Is your Production Team….in alignment…..with your Business Development Team…? What’s that costing you…..? What do you celebrate……..? “I do not feel obliged to believe that same God — who has endowed us with sense, reason, and intellect — has intended us to forego its use.”……..Galileo Galilei

By Sid Chadwick, Chadwick Consulting, Inc. – 10/19/2023 Published in American Printer “The best leaders are the ones who shut-up when it’s time to go to work”……Chris Webber INTRODUCTION: If you have at least four Reps, one probably sells at top dollar pricing, and three – probably not so much. Can that “gap” in successful pricing skills from your Reps – be closed – for an improved bottom line…? Our Plant Manager and Business Development Peer Groups met together – to visit a long-term client with over 10 Sales Reps. Our host’s “systems for rewarding improved performance” to their employees, from their Pressroom to their Sales Reps – I considered worth studying (while also suggesting multiple opportunities to yet “tweak” for further, potential improvements). Our host volunteered that several of their top Reps were earning $2,000 to $ 3,000 per month – in bonus commissions, above their standard commissions – by up-selling prices to customers on projects – where the value to the customer of their work and the risks in the project - their Rep could successfully sell. They also volunteered that there was no regular Sales Training for their Reps, which said to me, “Someone’s gotten comfortable with company performance…!” Their reasoning for no Sales Training, that I took away, “We try to hire experienced Reps, Sales Training takes time away from selling, and that’s not who our V.P. of Sales is.” They also shared that revenues were almost flat compared to last year, but bottom-line profitability was still decent. (As we reflected on those comments, we privately were troubled with “almost flat revenues” – given material and labor cost increases that had been incurred.) Again, “Someone’s possibly gotten comfortable with performance…!” In a previous life, I faced some tough conditions. And… I had an advantage. I understood that people like to share their achievements with their peers…and almost everyone has a top performance or could have a top performance – on occasion. So every two weeks, the two Reps who sold (a) the highest total value-added job, and (b) the highest percentage value-added job – in our Sales Education Meeting – told how they did it, what risks they overcame, what ideas they used, and how they used communications and strategy – to get top value-added dollars for the company…..What wasn’t recognized at first, is that we were slowly, incrementally, surely – raising the competence, expected performance standards, and results – of our five Sales Reps….! I never considered those Sales Training discussions a waste of time, and neither did they! SUMMARY: As fate would have it, this week I was introduced, through thoughtfulness of Dick Vann, founder of PostMark (a top-performing Mailing/Print supplier in Winston Salem) to an experienced Trainer, who specializes in “Training Sales Reps How Not to Give Away Pricing to Shark-like Buyers” - and win the pricing their company deserves…! We’ve had multiple discussions, and I have no economic interest in your getting on his schedule. Trainer Contact Info: Jason Levinson Creative, Inc. Email: jasonlevinson@gmail.com Phone: 917-750-5837 Website: Jasonlevinson.net Our industry needs better margins – that do not abuse customer relationships. Hopefully, you’ve also known a few Reps - whose major Buyers wanted to pay their requested prices, as well as provide multiple Referrals – long-term. "Everybody pities the weak. …Jealousy you have to earn.”…….Arnold Schwarzenegger