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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.

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