Published Articles

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%...!

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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?      

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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….!

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“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.

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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.

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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),

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Remember….When Your Customers ‘Loved Your Company’….Because…They Knew You…?

Published Articles
Published in

American Printer

on Thursday, May 11, 2017

By Sid Chadwick, Chadwick Consulting, Inc.

“Companies forget what it means to make great products … they really have no feeling in their heart about wanting to really help the customers”………Steve Jobs, Courtesy of CNBC, and Steven Milunovich

INTRODUCTION:

Steve Jobs was often an inspiration, though he also was not always correct. But he was “spot-on” frequently enough --- for us to take notice of what he said.

Customer RetentionEvidence continues to revealBy Sid Cha

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What Developing Resources….Fuel…..Your Improved Future……?

Published Articles
Published in

American Printer

on Thursday, May 4, 2017

By Sid Chadwick, Chadwick Consulting, Inc.

If you’re not making mistakes, you’re not trying hard enough”……..Vince Lombardi

INTRODUCTION:

Buyers SellersIf you haven’t noticed --- Buyers are “underserviced”…. and practically begging for reliable, experienced Sales Reps --- from current….and….. potential suppliers.

Last week we conducted a 4-Day Sales Rep/Lead CSR Education & Training Program --- in Los Angeles.  Attendees --- mostly but not totally --- from the West Coast included but were not limited to:

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Are You Late….. Raising Prices….?

Published Articles
Published in

American Printer

on Tuesday, April 25, 2017

By Sid Chadwick, Chadwick Consulting, Inc.

“Let fear be a counselor, and not a jailor.”…….Anthony Robbins

INTRODUCTION:
About half a dozen clients over the last six or so months --- have provided themes of recognizable evidence --- that they were selling at prices --- “below market”--- while print demand --- is increasing.

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“Customer Education….Drives Demand…..to the Sponsor”

Published Articles
Published in

American Printer

on Thursday, April 20, 2017

By Sid Chadwick, Chadwick Consulting, Inc.

You just get so distracted….it’s like if I finish a paragraph I’ll go on Tumblrand then three hours later you’re still not done reading….. …….PrintInTheMix

INTRODUCTION:
Have we lost sight of…forgotten…. the repeated research….that documents….we have the most effective communications medium…available to (any) civilization….and that digital communications…..are dumbing-down our brains…..?

Have we buried the headline…..?

“In his article, “The Decade Google Made You Stupid”, author…and professor Douglas Rushkoff refers to a… phenomenon, which he calls Internet ADD (attention deficit disorder).

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