Published Articles

Expectations… and Vision… Of… What Could Be

Published Articles
Published in

American Printer

on December 14, 2016

By Sid Chadwick,Chadwick Consulting, Inc.

“Riches do not consist in the possession of treasures, but in the use made of them.” …….Napoleon Bonaparte

INTRODUCTION:
When we step back, and engage a candid discussion about what can and should be improved, and then follow-up --- relentlessly --- incredible, good things --- seem to happen.

Recently, a group of companies took a chance, and attended --- in Indianapolis --- our ---Pressroom Performance Workshop.

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Asleep – At – The – Wheel

Published Articles
Published in

American Printer

on December 7, 2016

By Sid Chadwick, Chadwick Consulting, Inc.

“The greatest danger for most of us lies not in setting our aim too high and falling short, but in setting our aim too low, and achieving our mark.”…..Michelangelo

INTRODUCTION :
“Comfort”… with doing what we do, the way we do it…..can be our “undoing”.

We recently received written, documented feedback --- through a major Customer Survey --- on behalf of our sponsoring client --- that… a significant number of that client’s customers:

  1. Attend Trade Shows …..(100’s of Trade Shows were reported…. from multiple customers).
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Revenue Performance Issues Need Quarterly Reviews

Published Articles
Published in

GreensheetBiz

on November 30, 2016

By Sid Chadwick

“I know you’re proud of your new technologies; you’ve obviously put a lot of time and investment into them. However, your year-to-date revenues and profits are down from last year. Do you know why? What’s your plan to reverse current revenue and profit trends? How do you plan to convert your investments into new technologies—into revenues?"—Print CEO Peer Group Discussion.

Most companies in our great industry do NOT conduct Quarterly Performance Reviews of revenue and profit changes from customers. Instead, senior management looks at the top-line and bottom-line of the company’s income statement; and, if the company’s leaders are somewhat okay with those two numbers, they don’t go digging “into the weeds” to find out what’s really happening between the organization and its individual customers.

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Print Providers: Review Estimating for Improved Profitability

Published Articles
Published in

GreensheetBiz

on November 30, 2016

By Sid Chadwick        

 “What gets measured gets improved.”—Peter Drucker

 

            The printing industry remains an extension of the minds and thinking that followed World War II., where a company looked for periods of economic growth and counted on a “rising tide lifting all boats.” A business grew its profits by packing-in orders and controlling costs. (Note: Our illuminating associations, even today, report the health of our industry as a reflection of our economy and economic expectations. Yet, all of us know well-run organizations that prosper—and grow—in slow times.) 

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Trade Show Opportunities… Previously Unrecognized… and… Untapped

Published Articles
Published in

American Printer

on November 29, 2016

By Sid Chadwick, Chadwick Consulting, Inc.

“The greatest good you can do for another is not just to share your riches, but to reveal to him his own.” …………………………..Benjamin Disraeli

INTRODUCTION: 
We had just reviewed the “first wave” of Customer Survey returns --- those I labeled “A” and “B” surveys.

Opportunity(“A” Surveys were signed by the Customer --- and --- provided a phone no. to call for follow-up. “B” Surveys also provided significant information and opportunities --- but were not signed --- for immediate follow-up. Yet, by coding, we knew from which Customer each survey was returned. Note: Most of the Customer Surveys in these two groups --- were “A’s”. There were about 40+ --- with about that many more“A’s” --- expected to be obtained.)

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Profits Missed and Your Future Missing

Published Articles
Published in

American Printer

on November 17, 2016

By Sid Chadwick, Chadwick Consulting, Inc.

“I know this is an opportunity for us, but this just isn’t the best time to do this……… give me a call in six months”……. Senior Executive, Turning Down a Guarantee of $5,000 a week…. Minimum…….. Improved Profitability.

INTRODUCTION : 
Stepping back, my opinion is that we have a significant number of senior managers in our great industry --- who are little more than “care-takers” --- and way overpaid.

I’d visited that company a few months earlier. Their “waste” --- coming off their web press was obscene……two full bins --- per make-ready.

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Do You Have A….. “Director of Business Development”….?

Published Articles
Published in

American Printer

on November 10, 2016

By Sid Chadwick, Chadwick Consulting, Inc.

It is easy to be brave from a safe distance….” ……Aesop, “The Wolf and the Kid”

INTRODUCTION :
Sales Reps can smell it…. quickly.

Experienced Buyers, when their Rep is accompanied by the Director of Business Development, can detect the condition….. quickly.

The condition?: …All Talk...And….No real Leadership…Follow-through…and Accountability…………!

Tell-tale signs?

 

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Life Is An Echo

Published Articles
Published in

American Printer

on November 3, 2016

By Sid Chadwick,Chadwick Consulting, Inc.

“Life is an echo. What you send out --- you get back. What you give --- you get." ……………….Anonymous

INTRODUCTION: 
What is your answer to God, who asks,

“We have too many commercial printing companies and publishers --- wasting too many good people’s time and resources….Sales Reps don’t know what their company can produce, and are not held accountable…… Companies do not appreciate the value of specialization, differentiation, or educating their customers. Employees receive few written instructions, and do now know their president’s plans for performance improvement. Improving profitability is not pursued with passion…… Why should I allow your company to continue?

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Do Customers, Employees, and Suppliers…. Want You To Prosper In Business…? .........And…….. Why is that important…?

Published Articles
Published in

American Printer

on October 27, 2016

By Sid Chadwick, Chadwick Consulting, Inc.

“It’s too late to close the stable door…. after the horse has bolted.” …..French Proverb

INTRODUCTION :
Not all that long ago I learned that one of our industry’s icons --- a major supplier --- is “splitting into two companies”. However….. it is --- already --- a public corporation.

Such announcements seem to “breathe” that this particular company has “unresolved, continuing internal and external problems” --- and wants to --- “separate the good wheat --- from the chaff.”

Unresolved IssuesIn about the same period of time, I hear --- unsolicited --- from more than one client --- that this particular equipment supplier --- is not keeping its commitments, not providing the “Service” customers expected and counted on --- and&he

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What Do Our Personnel Know……Why Is That Important…?

Published Articles
Published in

American Printer

on October 20, 2016

By Sid Chadwick, Chadwick Consulting, Inc.

“Diamonds are nothing more than chunks of coal… that stuck to their jobs” …Malcolm Forbes

INTRODUCTION: 
The value of experienced, reliable personnel --- is increasing, significantly.

There seem to be fewer skilled, experienced personnel available as our economy --- incrementally improves. There seems to be increased competition for them --- as our economy incrementally improves.

 

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