Published Articles

Integrity…..and Authenticity…… Have New Meaning for Today’s Young Buyers

Published Articles
Published in

American Printer

on Thursday, July 20, 2017

By Sid Chadwick, Chadwick Consulting, Inc.

“The highest reward for a man’s toil is not what he gets for it, but what he becomes by   it.”……….John Ruskin

 INTRODUCTION:
Our client’s president was “beside himself” --- over multiple troubling issues, when he called:

  • Well over 50% of his company’s customers’ orders --- were late on delivery --- some by over a week.
  • He had overbooked his plant, going into December, fearing he would not have enough work for his committed payments --- then, after almost booking his plant “to the rafters”, key customers started calling-in and booking the orders he’d quoted them --- weeks earlier.
  • One of his key employees --- appeared to be sabotaging him --- and the company: working at half-speed, half-way skipping important press maintenance, and complaining to other employees about the condition of the company’s equipment.
  • Multiple clues indicated that he was leaving “money on the table” re. pricing.
  • He was physically --- and emotionally --- exhausted. (But he had never stopped going to and working his customers, being out-in-front-of-them, with truthful explanations, and “updates”-- on what they should expect, and when.)
»Read more

Leadership Is Not A Matter of Title or Rank…..And….Many Are Watching

Published Articles
Published in

American Printer

on Wednesday, July 12, 2017

By Sid Chadwick, Chadwick Consulting, Inc.

“Whether you know it or not…every Sales Rep, CSR, and management person in your organization is watching…. to see if you are personally making appointments, going on Sales Calls… and leading your department in the development of business….. …no one has to say anything.”………….Phone Call Discussion With V.P. of Sales

INTRODUCTION:
In a series of conversations with a talented, experienced V.P. of Sales, my opinion was that he had, unknowingly, become destructively comfortable --- directing --- Sales Reps to call and make appointments --- but was not himself doing that very thing. 

What he most likely was not aware…that everyone around him was recognizing --- as Lincoln came to recognize the symptoms in early stages of our Civil War --- --- what came to be called by reporters…as…“…a tent general…”

»Read more

Your Future Could --- or Could Not --- Include…..“Inside Sales Teams”

Published Articles
Published in

American Printer

on Thursday, July 6, 2017

By Sid Chadwick, Chadwick Consulting, Inc.

“I can’t wait to go back and begin contacting our ‘Neglected Customer List’ --- renewing neglected customer relationships, and developing orders from customers we used to serve….I’ll bet I can develop twenty -- before end of this year”……Talented, Motivated, and Experienced CSR, End of Day 4.

INTRODUCTION:

Inspired talent --- needs challenges, ongoing education and training, and opportunities….!

By almost any measure, last week’s 4-Day Sales Rep/Lead CSR Education & Training Program --- was a success.

With a range of talent and top to bottom responsibilities represented, more than one talented CSR…(and Sales Rep)….was inspired to go back --- and through “renewal of neglected customers” --- demonstrate and earn the opportunity --- to ask to be put on “Commission, with Base Pay”.

TargetAttendees were inspired --- on learning and experiencing --- Publicly Available Databases --- and previously unknown Websites --- for identi

»Read more

How Much Have We Dumbed-Down Customer & Business Development….?

Published Articles
Published in

American Printer

on Thursday, June 29, 2017

By Sid Chadwick, Chadwick Consulting, Inc.

“I remember…..we said we should review samples --- each week… ‘Don’t know why we don’t…!”……….Attendee, Sales Rep/Lead CSR Education & Training Program

INTRODUCTION:

We’ve dumbed-down learning, and sharing information between suppliers and customers --- and --- within our own organizations.

»Read more

What We Measure and Improve….Should Go Far Beyond…...“Delivered On-time”

Published Articles
Published in

American Printer

on Thursday, June 22, 2017

By Sid Chadwick, Chadwick Consulting, Inc.

“Those who expect to reap the blessings of freedom must, like men, undergo the fatigue of supporting it.”…………Thomas Paine

INTRODUCTION:

With customers’ mergers and acquisitions occurring at an all-time frequency, your developing a pipeline of new business --- is a necessity --- just to stay in business.

We recently delivered a 2017 Customer Survey Analysis and Report --- to a long-term client. (It was their fourth Customer Survey.)  

Survey Results --- for creating immediate new business follow-up opportunities --- were just short of “outstanding” --- in my opinion --- as --- “Obtaining additional business opportunities from current customers” --- was a primary Survey objective.

Customer Survey response rate --- was almost….37%...!

»Read more

Is Your Service…..And Particularly Your Phone Service...….Lifeline…..Strangling Your Future…..?

Published Articles
Published in

American Printer

on Thursday, June 14, 2017

By Sid Chadwick, Chadwick Consulting, Inc.

We only use your company when we don’t have other supplier options…….we can’t afford the administrative hassles caused by your late… and too often incorrect invoices”…..….Director of Purchasing, speaking candidly to the Sr. Account Executive …and…. his President, during a Periodic Business Review.

INTRODUCTION:

A few questions --- just to warm-up your bloodstream:

1. How many customers called last month to correct an invoice ( that they had not yet processed, or paid)? (Do you have major customers who expect basic administrative  issues --- to be correct?)

2. How many incoming calls --- did your phone system reject last month, because the phone lines were busy? (Your phone company can provide that information….and  should be glad to do so.)

3. Are you aware that your customer organizations have downsized to the point that younger, inexperienced buyers are starting before 8:00, and working well past 5:00 --- to get their work done?      

»Read more

In this Year’s NBA Finals…. “Collaboration”….Is Being Redefined

Published Articles
Published in

American Printer

on Thursday, June 8, 2017

By Sid Chadwick, Chadwick Consulting, Inc.

“Management by objectives works --- if you know the objectives. (And….)… ninety percent of the time…. you don’t.”………………..Peter Drucker

INTRODUCTION:

TeamworkAt a recent “Plant Manager’s Peer Group Meeting”, we were listening to one of the Plant Managers volunteer how he is asked to go on Sales Calls --- with several of his company’s Sales Reps --- including their top performing Sales Rep --- who happens to be a hard-working, relatively young professional woman --- selling multiple seven figures --- year-after-year. 

During Group discussion, one of the other Plant Managers was overheard to say, I can’t imagine being asked to go on Sales Calls --- with any of our Sales Reps --- though I’d be glad to do so.”

Some would call this activity of “Joint Sales Call”….”Collaboration”….working together…as a Total Team….To Win….!

»Read more

“USPS Informed Delivery Daily Digest”……..Who Pays Attention to These Ideas….?

Published Articles
Published in

American Printer

on Thursday, June 1, 2017

By Sid Chadwick, Chadwick Consulting, Inc.

“A hunch is creativity trying to tell you something.”……Frank Capra

INTRODUCTION:

This morning I reviewed…at about 7:30… my incoming personal mail, online, that USPS is to deliver to my home --- later today. (I signed-up, yesterday --- Googling “USPS Informed Delivery” --- and pecking my way through the prompts. Note: it’s personal mail, not business mail.)

MailboxAnd the price is about right…for both consumers…and direct mailers….It’s free to consumers… and mailers.

About 10,000 people a day are reportedly signing-up.

About 2,000,000 consumers……are already signed-up.

»Read more

Are You Preparing for Success…Can You See It…..or…Intent on “Holding-On”…?

Published Articles
Published in

American Printer

on Thursday, May 25, 2017

By Sid Chadwick, Chadwick Consulting, Inc.

“The generous and the bold…. have the best lives”……….Norwegian Proverb

INTRODUCTION:

We have a unique 4-Day Sales Rep/Lead CSR Education & Training Program --- scheduled for June 26 – 29th --- that wasn’t planned --- 30 days ago. (Curriculum and instruction are guaranteed to elevate…and accelerate…. the performance of any attendee --- who has ambition, and a decent work ethic.)

A moment of inspiration lead me to call one client --- but not just any client. This is a client who has dreams for his organization’s future. Business is good, profits are steady, and he has an adopted son --- whom he adores. I “pitched” for his company to Host the program, thus saving him transportation and lodging costs --- for his multiple attendees.

He accepted….promptly, after reviewing the Curriculum.

»Read more

Is Your Best Closer…..Hidden…. Deep…. In Your Organization………..?

Published Articles
Published in

American Printer

on Thursday, May 18, 2017

By Sid Chadwick, Chadwick Consulting, Inc.

“Never tell people how to do things…..Tell them what you want them to achieve, and they will surprise you with their ingenuity”……………….George Smith Patton, Jr.

INTRODUCTION:

Improving processesOur Plant Manager’s Peer Group Meeting covered a wide range of issues, including,

--- “How to Improve Plant Safety”(multiple new resources were presented),

--- “How to Improve Your Plant’s Security --- for Becoming a More Valuable Supplier” (timing on this presentation was prescient….given recent global disruptions),

»Read more