Search Results

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

By Sid Chadwick, Chadwick Consulting, Inc. – 08/21/2025 Published in  American Printer  :   “ Experienced reps are leveling up with fresh tools, smarter strategies, and new resources. See how continuous learning is driving sharper performance and stronger leadership.”     “He that will not apply new remedies must expect new evils, for time is the greatest innovator.” …………………………Francis Bacon INTRODUCTION :   Half the Students in our Second Inside Sales Rep/CSR Training Class  – average over 30 years of Sales experience – in our Great Industry.   These Students recognized that successful selling in today’s changed environment – is very different.   In our August  20th Class, we introduced and demonstrated a new Database (to all Students in the Class) - for (a) New Account Development, and (b) neglected Customer development.   Over the next ten weeks, we will introduce and demonstrate, and expect Students to  learn and demonstrate – at least three more dramatic Databases, plus multiple tools and Resources.   Homework Readings & Assignments  are distributed  –  every Thursday morning – for the following Wednesday Class for Thirteen Weeks .   Our students learn from Assignments, and they learn from Class Discussions – every week . SUMMARY :  Smart, experienced Sales Reps know when they need to …..“sharpen the saw.”   My observation is that market conditions have worn down many previously successful Sales Reps by Buyers who are consolidating their Suppliers, and not investigating new Suppliers for lack of time and their personal experience to evaluate those Suppliers.   Inexperienced Reps and CSR’s love having experienced Reps in their Class.   Over the years, “tuning-up” a previously top Sales Rep – proved to be a very smart investment –  especially when they were able to learn to use a treasure of New Resources….!   “All that is human must retrograde…if it does not advance.” ………..……………………….Edward Gibbons

By: Sid Chadwick August 14, 2025 “Ah, but a man’s reach should exceed his grasp,  or what’s a heaven for?” ....……………………………………………………………. Robert Browning INTRODUCTION : “ What are your Supervisor’s performance objectives for you – for the next six months…? ”     “If that information is unknown, what are your  objectives – for the next six months…?”     In our August 13th Sales Rep/CSR Training Class , approximately half the Students – did not know what their Supervisor’s performance expectations are – for them …!   That one omission – may represent why our Great Industry is continuing to consolidate companies.   “Lack of Performance Objectives” – practically screams – “Lack of Accountability” – for the employee – and – for the Supervisor…!   Our objectives for this Class – are to provide Students with multiple Strategies and Resources – for improving their employer’s New Business Development.   Many of the Resources introduced over the 13 Week Curriculum – are unknown – as an opinion – by well over 90% of our Great Industry.     SUMMARY : We live in an age of Information…..over 92,000 articles are published on the Web – each day, along with 5,500 scientific journals – each day.   AI, as I’ve read, can make us dumber – and in some important interpersonal applications, that appears to be true.   However, I continue to uncover new sources of information – that are waiting to be studied, and applied….to guide us into producing - better results.   That’s why we encourage our Students – to visit a good library – for about two hours, and get to know the best “On-Staff-Researcher” – for learning what’s new, and what Databases are available – to guide their searches - from their office or home pc.   Over Thirty-five years ago I did just that, and my professional life has been dramatically better, as a result.   How many associates are looking to you for guidance, direction and clarity – re. their professional development….?       “ He that will not apply new remedies must expect new evils, for time is the greatest innovator.” …………………………. Francis Bacon

By: Sid Chadwick Published: July 30, 2025 “So much in life orbits around this word, idea, belief – power.” ……Mark R. Levin, On Power Do you neglect maintenance…. of your major Presses…or Press upgrades - by your competitors…? How challenging is it to find…. and hire….a “good” (but not great) Sales Rep…or experienced and smart - CSR…? Do you wonder how our Great Industry’s Profit Leaders – do what they do…? (We’ve had Private Equity “ pick-off” three Profit Leaders - from our CEO Peer Group – over the last 4 years…!) Finally, with conclusion of our 1st 13-Week Inside Sales Rep/CSR Training Program, 4 CEO’s – with attendees in that 1st Class (which finished-up at the end of June) – placed multiple Attendees in our next Class, beginning August 13th – before we announced its schedule (every Wednesday, for 13 weeks). Yesterday I learned that one Attendee in our 1st Class – is now Managing the owner’s 2nd location, as he buys a 3rd AlphaGraphics – and places another Student in the August 13th Class . I asked him, “ Dave, why are you moving so fast …? ” ……..(My understanding of his response): “Until your Training Program, I had no way to give bright, new employees almost 10 years of Business Development training & experience – in less than 4 months…!” Note : Another CEO, also with a talented Student in our 1st Class, said we should list him and his company as a Reference : “Wanzie Collins, CEO, founder of Panaprint, Macon, GA; President: Rette Collins (800-622-0676).” Purposeful Learning – is Power (…and required for a free society). There is no other Training Program in our Great Industry – that teaches how to use Research – and Public Databases – with many other Industry-specific tools and skills – to successfully open Targeted New Business….! Sid Chadwick Chadwick Consulting sidchadwickcc@gmail.com 336-558-4939