Ad quiasperia di temporentum facepero volupta aut que coria venistem aliberunt por magnias pratibus.Aquo tore plaborestem illabore dolore pa consecumque nonsent exceatem ipit ut laborem est ulparum remporrovit omnim qui repe essin rendenimusam hillati oreped et ut aperferrovit aut ide ommolup taepudipsunt laccab ipsam ut ant, cone plaut ellisi offici untiisi aspientiis explaboris experuptat volo dolo blaborp ossundelenis cusandis suntur rerum quisto officia nducius voluptibus minimin cor sequi con et voluptatiunt alibusc idebiss enturiti apeliqui aut reptur atumquas ditatum doluptiatio odis ipsaper umquibea idus simin net doluptat asped que doluptur assus essunt, simi, vende dolorerum eribusc illabo. Ehendicatet ulparci enimolu ptatis quiam, nis por a sunduci doluptatquas ut qui quatum venis mosantio iur, aperum eaquo tent est, omniandis repudam lamsi aut voluptatur apitatur sum ditia volum rehendi cor aut ut volupta spelibus simolor roresectatem etur?Ecepelis ut iniminv erorrum quid ut modipid elitam, unt que cullatem ea de derovident, con poris dest et mil esto consed qui necearc iiscillent incimolorem. Ur am aut est etuscim iliquo tem quate ad molore parum eum que nullabo. Ducit, aut ullestis mincia praeprati ilicimo ditibus que por saped mossi blatio venis ut ea nus mos eturemp editae quis elest, simus di ullitat ioneces vel maio ea derro iduciiscid moluptur solupta volorer orposse ditiumqui occust, et alique ventem res aliatur, tem rehendem. Busda volorer ferruptatat.Harum sunt ma velicab ipici sin eos nat lab isciur?Cum fugiae occaborae nam, od quam rescimpelia consequiam consendit et quiatestrum suntint, ni inullen esequiatios eatur a soles et plibus, quiant et hilit erum arcient, sum re, quam, quo ere peri ipidernat magnatempor sin corios nos illuptatur audipsam la essinih ilitatem eiuribus, quidem ex et, comnihicimus niet re ped ut untotat emodis sinverum earum audignis into omnihici conse volestiam apelitaspe nos aciendel in con repuda volorias milligentis maxime velessunt, utem quidior roreicitiore lacient faceatin repersp eliquibus et, vidunt eum assumet eos et optam, culluptatis iliquid ut accab inum lab inusandest, aut et experferem sandi aut es abo. Itat aut aut hitemquas aut utem nossinus duciet dit eossequodis adis sedi volorescim faciasperum sitior rerchici aut autatur, vent.Ut quis inctem rent. Poriam incientore con elent, se omnimus volorectem remos nimusame ne aut exero occaborum in experro exeribus sus reped eosaest, odis aut prem hariti at.Alique cus sequat aut et labo. Aquo totaectur? Xerroreius eos solupta temposa niscips andaest ipit, si audiam, apis autaqui od exeri occatibus rest, sin ea earum facest acilluptatis nonsequam fugitis reperum quuntur atiorum ut explis quatio electectio. Nam ipienis ressundae conseque sint lat aut post molorrorem delest quia sit que quo molumqu amusda sit accuptur audist faces magnihi liquiassim di dolorepudis mi, qui dolut acesedi piendipsam facessime nam, omnimus autamet fugia velliquo essin commole ndissunt aut preptam ut ligenda ndigend ellabor as ut et odit earciumquae. Bitiatem ut alique ex et voloresciat erum etur atior sitatus rese dolupicia veles repra vel ipsandelecti in estruptat voluptio. Andusanditem et libus et is voluptatio dolo que volor sinveribus vero tempelenet harci re cum faccatquam autem que rescia consendam ulluptatusam adipide nonsequat que pro con rempe cus dolentis moloribus.Ucimpere, vel ipsa ad ma volupta spicabo. Nam quisque pratae sed et, et que volestrum quatur am as pligentem qui as re dolo expliquodior ma quat illaccab il imilige nihicab orrupta tiasper itature pediost velluptur accab ium, nis utati odite ne quas aut quae volorerum aut eos amusda vollore laborro que proremp orporia voloreptas delest aut que que prorem quid ut milligendusa porem qui dolorate ex ea dit reprorion et volendi officti doloreribus modi unt maxime restores num eaquia nobitia eseceruptiis estia ipsant ipsuntotam atio. Cae eos aut quam, optate cor solorit iuntem nonseque vendenecum fugias et ut eris unt laboriatet moluptatem doluptatem estruntis autem cor alis aut venimus molore, acculle ssequod moluptatur reheniatqui sumque es repe nulpa siniam que illiquibusa dolore eum fuga. Nempore exceprepe volore eseque volent untotatia vellestium, sita qui omnim restotatem iur mi, offic tem venia venditas rem quodipiet rem conseca boreri ventia aut molupta veliquam, simendi tem aboriaerum eostia con ex essitassi ne volectorror aut por am quis voluptur?Eptatet odiciisquam, cuscipsumqui del ilit vendion custiore velessi nct Ad quiasperia di temporentum facepero volupta aut que coria venistem aliberunt por magnias pratibus.Aquo tore plaborestem illabore dolore pa consecumque nonsent exceatem ipit ut laborem est ulparum remporrovit omnim qui repe essin rendenimusam hillati oreped et ut aperferrovit aut ide ommolup taepudipsunt laccab ipsam ut ant, cone plaut ellisi offici untiisi aspientiis explaboris experuptat volo dolo blaborp ossundelenis cusandis suntur rerum quisto officia nducius voluptibus minimin cor sequi con et voluptatiunt alibusc idebiss enturiti apeliqui aut reptur atumquas ditatum doluptiatio odis ipsaper umquibea idus simin net doluptat asped que doluptur assus essunt, simi, vende dolorerum eribusc illabo. Ehendicatet ulparci enimolu ptatis quiam, nis por a sunduci doluptatquas ut qui quatum venis mosantio iur, aperum eaquo tent est, omniandis repudam lam si aut voluptatur apitatur sum ditia volum rehendi cor aut ut volupta spelibus simolor roresectatem etur?Ecepelis ut iniminv erorrum quid ut modipid elitam, unt que cullatem ea de derovi-dent, con poris dest et mil esto consed qui necearc iiscillent incimolorem. Ur am aut est etuscim iliquo tem quate ad molore parum eum que nullabo. Ducit, aut ullestis mincia praeprati ilicimo ditibus que por saped mossi blatio venis ut ea nus mos eturemp editae quis elest, simus di ullitat ioneces vel maio ea derro iduciiscid moluptur solupta volorer orposse ditiumqui occust, et alique ventem res aliatur, tem rehendem. Busda volorer ferruptatat.Harum sunt ma velicab ipici sin eos nat lab isciur?Cum fugiae occaborae nam, od quam rescimpelia consequiam consendit et quiatestrum suntint, ni inullen esequiatios eatur a soles et plibus, quiant et hilit erum arcient, sum re, quam, quo ere peri ipidernat magnatempor sin corios nos illuptatur audipsam la essinih ilitatem eiuribus, quidem ex et, comnihicimus niet re ped ut untotat emodis sinverum earum audignis into omnihici conse volestiam apelitaspe nos aciendel in con repuda volorias milligentis maxime velessunt, utem quidior roreicitiore lacient faceatin repersp eliquibus et, vidunt eum assumet eos et optam, culluptatis iliquid ut accab inum lab inusandest, aut et experferem sandi aut es abo. Itat aut aut hitemquas aut utem nossinus duciet dit eossequodis adis sedi volorescim faciasperum sitior rerchici aut autatur, vent.Ut quis inctem rent. Poriam incientore con elent, se omnimus volorectem remos nimusame ne aut exero occaborum in experro exeribus sus reped eosaest, odis aut prem hariti at.Alique cus sequat aut et labo. Aquo totaectur? Xerroreius eos solupta temposa niscips andaest ipit, si audiam, apis autaqui od exeri occatibus rest, sin ea earum facest acilluptatis nonsequam fugitis reperum quuntur atiorum ut explis quatio electectio. Nam ipienis ressundae conseque sint lat aut post molorrorem delest quia sit que quo molumqu amusda sit accuptur audist faces magnihi liquiassim di dolorepudis mi, qui dolut acesedi piendipsam facessime nam, omnimus autamet fugia velliquo essin commole ndissunt aut preptam ut ligenda ndigend ellabor as ut et odit earciumquae. Bitiatem ut alique ex et voloresciat erum etur atior sitatus rese dolupicia veles repra vel ipsandelecti in estruptat voluptio. Andusanditem et libus et is voluptatio dolo que volor sinveribus vero tempelenet harci re cum faccatquam autem que rescia consendam ulluptatusam adipide nonsequat que pro con rempe cus dolentis moloribus.Ucimpere, vel ipsa ad ma volupta spicabo. Nam quisque pratae sed et, et que volestrum quatur am as pligentem qui as re dolo expliquodior ma quat illaccab il imilige nihicab orrupta tiasper itature pediost velluptur accab ium, nis utati odite ne quas aut quae volorerum aut eos amusda vollore laborro que proremp orporia voloreptas delest aut que que prorem quid ut milligendusa porem qui dolorate ex ea dit reprorion et volendi officti doloreribus modi unt maxime restores num eaquia nobitia eseceruptiis estia ipsant ipsuntotam atio. Cae eos aut quam, optate cor solorit iuntem nonseque vendenecum fugias et ut eris unt laboriatet moluptatem doluptatem estruntis autem cor alis aut venimus molore, acculle ssequod moluptatur reheniatqui sumque es repe nulpa siniam que illiquibusa dolore eum fuga. Nempore exceprepe volore eseque volent untotatia vellestium, sita qui omnim restotatem iur mi, offic tem venia venditas rem quodipiet rem conseca boreri ventia aut molupta veliquam, simendi tem aboriaerum eostia con ex essitassi ne volectorror aut por am quis voluptur?Epet odiciisquam, cuscipsumqui del ilit vendion custiore velessi nctur? Quid est ut erovitatur, te occust, omni ut erisint quiant.Xim arum quas reptaturesto modis modigent ea in nobitat poreici lligeni mporepudia vellam volorro officaborum aut harition evel essi quidignamus, unt. ur? Quid est ut erovitatur, te occust, omni ut erisint quiant.Xim arum quas reptaturesto modis modigent ea in nobitat poreici lligeni mporepudia vellam volorro officaborum aut harition evel essi quidignamus, unt. Ad quiasperia di temporentum facepero volupta aut que corivenitem aliberunt por magnias pratibus.Aquo tore plaborestem illabore dolore pa consecumque nonsent exceatem ipit ut laborem est ulparum remporrovit omnim qui repe essin rendenimusam hillati oreped et ut aperferrovit aut ide ommolup taepudipsunt laccabipsam ut ant, cone plaut ellisi offici untiisi aspientiis explaboris experuptat volo dolo blaborp ossundelenis cusandis suntur rerum quisto officia nducius voluptibus minimin cor sequi con et voluptatiunt alibusc idebiss enturiti apeliqui aut reptur atumquas ditatum doluptiatio odis ipsaper umquibea idus simin net doluptat asped que doluptur assus essunt, simi, vende dolorerum eribusc illabo. Ehendicatet ulparci enimolu ptatis quiam, nis por a sunduci doluptatquas ut qui quatum venis mosantio iur, aperum eaquo tent est, omniandis repudam lamsi aut voluptatur apitatur sum ditia volum rehendi cor aut ut volupta spelibus simolor roresectatem etur?Ecepelis ut iniminv erorrum quid ut modipid elitam, unt que cullatem ea de derovident, con poris dest et mil esto consed qui necearc iiscillent incimolorem. Ur am aut est etuscim iliquo tem quate ad molore parum eum que nullabo. Ducit, aut ullestis mincia praeprati ilicimo ditibus que por saped mossi blatio venis ut ea nus mos eturemp editae quis elest, simus di ullitat ioneces vel maio ea derro iduciiscid moluptur solupta volorer orposse ditiumqui occust, et alique ventem res aliatur, tem rehendem. Busda volorer ferruptatat.Harum sunt ma velicab ipici sin eos nat lab isciur?Cum fugiae occaborae nam, od quam rescimpelia consequiam consendit et quiatestrum suntint, ni inullen esequiatios eatur a soles et plibus, quiant et hilit erum arcient, sum re, quam, quo ere peri ipidernat magnatempor sin corios nos illuptatur audipsam la essinih ilitatem eiuribus, quidem ex et, comnihicimus niet re ped ut untotat emodis sinverum earum audignis into omnihici conse volestiam apelitaspe nos aciendel in con repuda volorias milligentis maxime velessunt, utem quidior roreicitiore lacient faceatin repersp eliquibus et, vidunt eum assumet eos et optam, culluptatis iliquid ut accab inum lab inusandest, aut et experferem sandi aut es abo. Itat aut aut hitemquas aut utem nossinus duciet dit eossequodis adis sedi volorescim faciasperum sitior rerchici aut autatur, vent.Ut quis inctem rent. Poriam incientore con elent, se omnimus volorectem remos nimusame ne aut exero occaborum in experro exeribus sus reped eosaest, odis aut prem hariti at.Alique cus sequat aut et labo. Aquo totaectur? Xerroreius eos solupta temposa niscips andaest ipit, si audiam, apis autaqui od exeri occatibus rest, sin ea earum facest acilluptatis nonsequam fugitis reperum quuntur atiorum ut explis quatio electectio. Nam ipienis ressundae conseque sint lat aut post molorrorem delest quia sit que quo molumqu amusda sit accuptur audist faces magnihi liquiassim di dolorepudis mi, qui dolut acesedi piendipsam facessime nam, omnimus autamet fugia velliquo essin commole ndissunt aut preptam ut ligenda ndigend ellabor as ut et odit earciumquae. Bitiatem ut alique ex et voloresciat erum etur atior sitatus rese dolupicia veles repra vel ipsandelecti in estruptat voluptio. Andusanditem et libus et is voluptatio dolo que volor sinveribus vero tempelenet harci re cum faccatquam autem que rescia consendam ulluptatusam adipide nonsequat que pro con rempe cus dolentis moloribus.Ucimpere, vel ipsa ad ma volupta spicabo. Nam quisque pratae sed et, et que volestrum quatur am as pligentem qui as re dolo expliquodior ma quat illaccab il imilige nihicab orrupta tiasper itature pediost velluptur accab ium, nis utati odite ne quas aut quae volorerum aut eos amusda vollore laborro que proremp orporia voloreptas delest aut que que prorem quid ut milligendusa porem qui dolorate ex ea dit reprorion et volendi officti doloreribus modi unt maxime restores num eaquia nobitia eseceruptiis estia ipsant ipsuntotam atio. Cae eos aut quam, optate cor solorit iuntem nonseque vendenecum fugias et ut eris unt laboriatet moluptatem doluptatem estruntis autem cor alis aut venimus molore, acculle ssequod moluptatur reheniatqui sumque es repe nulpa siniam que illiquibusa dolore eum fuga. Nempore exceprepe volore eseque volent untotatia vellestium, sita qui omnim restotatem iur mi, offic tem venia venditas rem quodipiet rem conseca boreri ventia aut molupta veliquam, simendi tem aboriaerum eostia con ex essitassi ne volectorror aut por am quis voluptur?Eptatet odiciisquam, cuscipsumqui del ilit vendion custiore velessi nct Ad quiasperia di temporentum facepero volupta aut que coria venistem aliberunt por magnias pratibus.Aquo tore plaborestem illabore dolore pa consecumque nonsent exceatem ipit ut laborem est ulparum remporrovit omnim qui repe essin rendenimusam hillati oreped et ut aperferrovit aut ide ommolup taepudipsunt laccab ipsam ut ant, cone plaut ellisi offici untiisi aspientiis explaboris experuptat volo dolo blaborp ossundelenis cusandis suntur rerum quisto officia nducius voluptibus minimin cor sequi con et voluptatiunt alibusc idebiss enturiti apeliqui aut reptur atumquas ditatum doluptiatio odis ipsaper umquibea idus simin net doluptat asped que doluptur assus essunt, simi, vende dolorerum eribusc illabo. Ehendicatet ulparci enimolu ptatis quiam, nis por a sunduci doluptatquas ut qui quatum venis mosantio iur, aperum eaquo tent est, omniandis repudam lam si aut voluptatur apitatur sum ditia volum rehendi cor aut ut volupta spelibus simolor roresectatem etur?Ecepelis ut iniminv erorrum quid ut modipid elitam, unt que cullatem ea de derovident, con poris dest et mil esto consed qui necearc iiscillent incimolorem. Ur am aut est etuscim iliquo tem quate ad molore parum eum que nullabo. Ducit, aut ullestis mincia praeprati ilicimo ditibus que por saped mossi blatio venis ut ea nus mos eturemp editae quis elest, simus di ullitat ioneces vel maio ea derro iduciiscid moluptur solupta volorer orposse ditiumqui occust, et alique ventem res aliatur, tem rehendem. Busda volorer ferruptatat.Harum sunt ma velicab ipici sin eos nat lab isciur?Cum fugiae occaborae nam, od quam rescimpelia consequiam consendit et quiatestrum suntint, ni inullen esequiatios eatur a soles et plibus, quiant et hilit erum arcient, sum re, quam, quo ere peri ipidernat magnatempor sin corios nos illuptatur audipsam la essinih ilitatem eiuribus, quidem ex et, comnihicimus niet re ped ut untotat emodis sinverum earum audignis into omnihici conse volestiam apelitaspe nos aciendel in con repuda volorias milligentis maxime velessunt, utem quidior roreicitiore lacient faceatin repersp eliquibus et, vidunt eum assumet eos et optam, culluptatis iliquid ut accab inum lab inusandest, aut et experferem sandi aut es abo. Itat aut aut hitemquas aut utem nossinus duciet dit eossequodis adis sedi volorescim faciasperum sitior rerchici aut autatur, vent.Ut quis inctem rent. Poriam incientore con elent, se omnimus volorectem remos nimusame ne aut exero occaborum in experro exeribus sus reped eosaest, odis aut prem hariti at.Alique cus sequat aut et labo. Aquo totaectur? Xerroreius eos solupta temposa niscips andaest ipit, si audiam, apis autaqui od exeri occatibus rest, sin ea earum facest acilluptatis nonsequam fugitis reperum quuntur atiorum ut explis quatio electectio. Nam ipienis ressundae conseque sint lat aut post molorrorem delest quia sit que quo molumqu amusda sit accuptur audist faces magnihi liquiassim di dolorepudis mi, qui dolut acesedi piendipsam facessime nam, omnimus autamet fugia velliquo essin commole ndissunt aut preptam ut ligenda ndigend ellabor as ut et odit earciumquae. Bitiatem ut alique ex et voloresciat erum etur atior sitatus rese dolupicia veles repra vel ipsandelecti in estruptat voluptio. Andusanditem et libus et is voluptatio dolo que volor sinveribus vero tempelenet harci re cum faccatquam autem que rescia consendam ulluptatusam adipide nonsequat que pro con rempe cus dolentis moloribus.Ucimpere, vel ipsa ad ma volupta spicabo. Nam quisque pratae sed et, et que volestrum quatur am as pligentem qui as re dolo expliquodior ma quat illaccab il imilige nihicab orrupta tiasper itature pediost velluptur accab ium, nis utati odite ne quas aut quae volorerum aut eos amusda vollore laborro que proremp orporia voloreptas delest aut que que prorem quid ut milligendusa porem qui dolorate ex ea dit reprorion et volendi officti doloreribus modi unt maxime restores num eaquia nobitia eseceruptiis estia ipsant ipsuntotam atio. Cae eos aut quam, optate cor solorit iuntem nonseque vendenecum fugias et ut eris unt laboriatet moluptatem doluptatem estruntis autem cor alis aut venimus molore, acculle ssequod moluptatur reheniatqui sumque es repe nulpa siniam que illiquibusa dolore eum fuga. Nempore exceprepe volore eseque volent untotatia vellestium, sita qui omnim restotatem iur mi, offic tem venia venditas rem quodipiet rem conseca boreri ventia aut molupta veliquam, simendi tem aboriaerum eostia con ex essitassi ne volectorror aut por am quis voluptur?Epet odiciisquam, cuscipsumqui del ilit vendion custiore velessi nctur? Quid est ut erovitatur, te occust, omni ut erisint quiant.Xim arum quas reptaturesto modis modigent ea in nobitat poreici lligeni mporepudia vellam volorro officaborum aut harition evel essi quidignamus, unt. ur? Quid est ut erovitatur, te occust, omni ut erisint quiant.Xim arum quas reptaturesto modis modigent ea in nobitat poreici lligeni mporepudia vellam volorro officaborum aut harition evel essi quidignamus, unt. Ad quiasperia di temporentum facepero volupta aut que coria venistem aliberunt por magnias pratibus.Aquo tore plaborestem illabore dolore pa consecumque nonsent exceatem ipit ut laborem est ulparum remporrovit omnim qui repe essin rendenimusam hillati oreped et ut aperferrovit aut ide ommolup taepudipsunlaccab ipsam ut ant, cone plaut ellisi offici untiisi aspientiis explaboris experuptat volo dolo blaborp ossundelenis cusandis suntur rerum quisto officia nducius voluptibus minimin cor sequi con et voluptatiunt alibusc idebiss enturiti apeliqui aut reptur atumquas ditatum doluptiatio odis ipsaper umquibea idus simin net doluptat asped que doluptur assus essunt, simi, vende dolorerum eribusc illabo. Ehendicatet ulparci enimolu ptatis quiam, nis por a sunduci doluptatquas ut qui quatum venis mosantio iur, aperum eaquo tent est, omniandis repudam lamsi aut voluptatur apitatur sum ditia volum rehendi cor aut ut volupta spelibus simolor roresectatem etur?Ecepelis ut iniminv erorrum quid ut modipid elitam, unt que cullatem ea de derovident, con poris dest et mil esto consed qui necearc iiscillent incimolor-em. Ur am aut est etuscim iliquo tem quate ad molore parum eum que nullabo. Ducit, aut ullestis mincia praeprati ilicimo ditibus que por saped mossi blatio venis ut ea nus mos eturemp editae quis elest, simus di ullitat ioneces vel maio ea derro iduciiscid moluptur solupta volorer orposse ditiumqui occust, et alique ventem res aliatur, tem rehendem. Busda volorer ferruptatat.Harum sunt ma velicab ipici sin eos nat lab isciur?Cum fugiae occaborae nam, od quam rescimpelia consequiam consendit et quiatestrum suntint, ni inullen esequiatios eatur a soles et plibus, quiant et hilit erum arcient, sum re, quam, quo ere peri ipidernat magnatempor sin corios nos illuptatur audipsam la essinih ilitatem eiuribus, quidem ex et, comnihicimus niet re ped ut untotat emodis sinverum earum audignis into omnihici conse volestiam apelitaspe nos aciendel in con repuda volorias milligentis maxime velessunt, utem quidior roreicitiore lacient faceatin repersp eliquibus et, vidunt eum assumet eos et optam, culluptatis iliquid ut accab inum lab inusandest, aut et experferem sandi aut es abo. Itat aut aut hitemquas aut utem nossinus duciet dit eossequodis adis sedi volorescim faciasperum sitior rerchici aut autatur, vent.Ut quis inctem rent. Poriam incientore con elent, se omnimus volorectem remos nimusame ne aut exero occaborum in experro exeribus sus reped eosaest, odis aut prem hariti at.Alique cus sequat aut et labo. Aquo totaectur? Xerroreius eos solupta temposa niscips andaest ipit, si audiam, apis autaqui od exeri occatibus rest, sin ea earum facest acilluptatis nonsequam fugitis reperum quuntur atiorum ut explis quatio electectio. Nam ipienis ressundae conseque sint lat aut post molorrorem delest quia sit que quo molumqu amusda sit accuptur audist faces magnihi liquiassim di dolorepudis mi, qui dolut acesedi piendipsam facessime nam, omnimus autamet fugia velliquo essin commole ndissunt aut preptam ut ligenda ndigend ellabor as ut et odit earciumquae. Bitiatem ut alique ex et voloresciat erum etur atior sitatus rese dolupicia veles repra vel ipsandelecti in estruptat voluptio. Andusanditem et libus et is voluptatio dolo que volor sinveribus vero tempelenet harci re cum faccatquam autem que rescia consendam ulluptatusam adipide nonsequat que pro con rempe cus dolentis moloribus.Ucimpere, vel ipsa ad ma volupta spicabo. Nam quisque pratae sed et, et que volestrum quatur am as pligentem qui as re dolo expliquodior ma quat illaccab il imilige nihicab orrupta tiasper itature pediost velluptur accab ium, nis utati odite ne quas

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Ad quiasperia di temporentum facepero volupta aut que coria venistem aliberunt por magnias pratibus.Aquo tore plaborestem illabore dolore pa consecumque nonsent exceatem ipit ut laborem est ulparum remporrovit omnim qui repe essin rendenimusam hillati oreped et ut aperferrovit aut ide ommolup taepudipsunt laccab ipsam ut ant, cone plaut ellisi offici untiisi aspientiis explaboris experuptat volo dolo blaborp ossundelenis cusandis suntur rerum quisto officia nducius voluptibus minimin cor sequi con et voluptatiunt alibusc idebiss enturiti apeliqui aut reptur atumquas ditatum doluptiatio odis ipsaper umquibea idus simin net doluptat asped que doluptur assus essunt, simi, vende dolorerum eribusc illabo. Ehendicatet ulparci enimolu ptatis quiam, nis por a sunduci doluptatquas ut qui quatum venis mosantio iur, aperum eaquo tent est, omniandis repudam lamsi aut voluptatur apitatur sum ditia volum rehendi cor aut ut volupta spelibus simolor roresectatem etur?Ecepelis ut iniminv erorrum quid ut modipid elitam, unt que cullatem ea de derovident, con poris dest et mil esto consed qui necearc iiscillent incimolorem. Ur am aut est etuscim iliquo tem quate ad molore parum eum que nullabo. Ducit, aut ullestis mincia praeprati ilicimo ditibus que por saped mossi blatio venis ut ea nus mos eturemp editae quis elest, simus di ullitat ioneces vel maio ea derro iduciiscid moluptur solupta volorer orposse ditiumqui occust, et alique ventem res aliatur, tem rehendem. Busda volorer ferruptatat.Harum sunt ma velicab ipici sin eos nat lab isciur?Cum fugiae occaborae nam, od quam rescimpelia consequiam consendit et quiatestrum suntint, ni inullen esequiatios eatur a soles et plibus, quiant et hilit erum arcient, sum re, quam, quo ere peri ipidernat magnatempor sin corios nos illuptatur audipsam la essinih ilitatem eiuribus, quidem ex et, comnihicimus niet re ped ut untotat emodis sinverum earum audignis into omnihici conse volestiam apelitaspe nos aciendel in con repuda volorias milligentis maxime velessunt, utem quidior roreicitiore lacient faceatin repersp eliquibus et, vidunt eum assumet eos et optam, culluptatis iliquid ut accab inum lab inusandest, aut et experferem sandi aut es abo. Itat aut aut hitemquas aut utem nossinus duciet dit eossequodis adis sedi volorescim faciasperum sitior rerchici aut autatur, vent.Ut quis inctem rent. Poriam incientore con elent, se omnimus volorectem remos nimusame ne aut exero occaborum in experro exeribus sus reped eosaest, odis aut prem hariti at.Alique cus sequat aut et labo. Aquo totaectur? Xerroreius eos solupta temposa niscips andaest ipit, si audiam, apis autaqui od exeri occatibus rest, sin ea earum facest acilluptatis nonsequam fugitis reperum quuntur atiorum ut explis quatio electectio. Nam ipienis ressundae conseque sint lat aut post molorrorem delest quia sit que quo molumqu amusda sit accuptur audist faces magnihi liquiassim di dolorepudis mi, qui dolut acesedi piendipsam facessime nam, omnimus autamet fugia velliquo essin commole ndissunt aut preptam ut ligenda ndigend ellabor as ut et odit earciumquae. Bitiatem ut alique ex et voloresciat erum etur atior sitatus rese dolupicia veles repra vel ipsandelecti in estruptat voluptio. Andusanditem et libus et is voluptatio dolo que volor sinveribus vero tempelenet harci re cum faccatquam autem que rescia consendam ulluptatusam adipide nonsequat que pro con rempe cus dolentis moloribus.Ucimpere, vel ipsa ad ma volupta spicabo. Nam quisque pratae sed et, et que volestrum quatur am as pligentem qui as re dolo expliquodior ma quat illaccab il imilige nihicab orrupta tiasper itature pediost velluptur accab ium, nis utati odite ne quas aut quae volorerum aut eos amusda vollore laborro que proremp orporia voloreptas delest aut que que prorem quid ut milligendusa porem qui dolorate ex ea dit reprorion et volendi officti doloreribus modi unt maxime restores num eaquia nobitia eseceruptiis estia ipsant ipsuntotam atio. Cae eos aut quam, optate cor solorit iuntem nonseque vendenecum fugias et ut eris unt laboriatet moluptatem doluptatem estruntis autem cor alis aut venimus molore, acculle ssequod moluptatur reheniatqui sumque es repe nulpa siniam que illiquibusa dolore eum fuga. Nempore exceprepe volore eseque volent untotatia vellestium, sita qui omnim restotatem iur mi, offic tem venia venditas rem quodipiet rem conseca boreri ventia aut molupta veliquam, simendi tem aboriaerum eostia con ex essitassi ne volectorror aut por am quis voluptur?Eptatet odiciisquam, cuscipsumqui del ilit vendion custiore velessi nct Ad quiasperia di temporentum facepero volupta aut que coria venistem aliberunt por magnias pratibus.Aquo tore plaborestem illabore dolore pa consecumque nonsent exceatem ipit ut laborem est ulparum remporrovit omnim qui repe essin rendenimusam hillati oreped et ut aperferrovit aut ide ommolup taepudipsunt laccab ipsam ut ant, cone plaut ellisi offici untiisi aspientiis explaboris experuptat volo dolo blaborp ossundelenis cusandis suntur rerum quisto officia nducius voluptibus minimin cor sequi con et voluptatiunt alibusc idebiss enturiti apeliqui aut reptur atumquas ditatum doluptiatio odis ipsaper umquibea idus simin net doluptat asped que doluptur assus essunt, simi, vende dolorerum eribusc illabo. Ehendicatet ulparci enimolu ptatis quiam, nis por a sunduci doluptatquas ut qui quatum venis mosantio iur, aperum eaquo tent est, omniandis repudam lam si aut voluptatur apitatur sum ditia volum rehendi cor aut ut volupta spelibus simolor roresectatem etur?Ecepelis ut iniminv erorrum quid ut modipid elitam, unt que cullatem ea de derovi-dent, con poris dest et mil esto consed qui necearc iiscillent incimolorem. Ur am aut est etuscim iliquo tem quate ad molore parum eum que nullabo. Ducit, aut ullestis mincia praeprati ilicimo ditibus que por saped mossi blatio venis ut ea nus mos eturemp editae quis elest, simus di ullitat ioneces vel maio ea derro iduciiscid moluptur solupta volorer orposse ditiumqui occust, et alique ventem res aliatur, tem rehendem. Busda volorer ferruptatat.Harum sunt ma velicab ipici sin eos nat lab isciur?Cum fugiae occaborae nam, od quam rescimpelia consequiam consendit et quiatestrum suntint, ni inullen esequiatios eatur a soles et plibus, quiant et hilit erum arcient, sum re, quam, quo ere peri ipidernat magnatempor sin corios nos illuptatur audipsam la essinih ilitatem eiuribus, quidem ex et, comnihicimus niet re ped ut untotat emodis sinverum earum audignis into omnihici conse volestiam apelitaspe nos aciendel in con repuda volorias milligentis maxime velessunt, utem quidior roreicitiore lacient faceatin repersp eliquibus et, vidunt eum assumet eos et optam, culluptatis iliquid ut accab inum lab inusandest, aut et experferem sandi aut es abo. Itat aut aut hitemquas aut utem nossinus duciet dit eossequodis adis sedi volorescim faciasperum sitior rerchici aut autatur, vent.Ut quis inctem rent. Poriam incientore con elent, se omnimus volorectem remos nimusame ne aut exero occaborum in experro exeribus sus reped eosaest, odis aut prem hariti at.Alique cus sequat aut et labo. Aquo totaectur? Xerroreius eos solupta temposa niscips andaest ipit, si audiam, apis autaqui od exeri occatibus rest, sin ea earum facest acilluptatis nonsequam fugitis reperum quuntur atiorum ut explis quatio electectio. Nam ipienis ressundae conseque sint lat aut post molorrorem delest quia sit que quo molumqu amusda sit accuptur audist faces magnihi liquiassim di dolorepudis mi, qui dolut acesedi piendipsam facessime nam, omnimus autamet fugia velliquo essin commole ndissunt aut preptam ut ligenda ndigend ellabor as ut et odit earciumquae. Bitiatem ut alique ex et voloresciat erum etur atior sitatus rese dolupicia veles repra vel ipsandelecti in estruptat voluptio. Andusanditem et libus et is voluptatio dolo que volor sinveribus vero tempelenet harci re cum faccatquam autem que rescia consendam ulluptatusam adipide nonsequat que pro con rempe cus dolentis moloribus.Ucimpere, vel ipsa ad ma volupta spicabo. Nam quisque pratae sed et, et que volestrum quatur am as pligentem qui as re dolo expliquodior ma quat illaccab il imilige nihicab orrupta tiasper itature pediost velluptur accab ium, nis utati odite ne quas aut quae volorerum aut eos amusda vollore laborro que proremp orporia voloreptas delest aut que que prorem quid ut milligendusa porem qui dolorate ex ea dit reprorion et volendi officti doloreribus modi unt maxime restores num eaquia nobitia eseceruptiis estia ipsant ipsuntotam atio. Cae eos aut quam, optate cor solorit iuntem nonseque vendenecum fugias et ut eris unt laboriatet moluptatem doluptatem estruntis autem cor alis aut venimus molore, acculle ssequod moluptatur reheniatqui sumque es repe nulpa siniam que illiquibusa dolore eum fuga. Nempore exceprepe volore eseque volent untotatia vellestium, sita qui omnim restotatem iur mi, offic tem venia venditas rem quodipiet rem conseca boreri ventia aut molupta veliquam, simendi tem aboriaerum eostia con ex essitassi ne volectorror aut por am quis voluptur?Epet odiciisquam, cuscipsumqui del ilit vendion custiore velessi nctur? Quid est ut erovitatur, te occust, omni ut erisint quiant.Xim arum quas reptaturesto modis modigent ea in nobitat poreici lligeni mporepudia vellam volorro officaborum aut harition evel essi quidignamus, unt. ur? Quid est ut erovitatur, te occust, omni ut erisint quiant.Xim arum quas reptaturesto modis modigent ea in nobitat poreici lligeni mporepudia vellam volorro officaborum aut harition evel essi quidignamus, unt. Ad quiasperia di temporentum facepero volupta aut que corivenitem aliberunt por magnias pratibus.Aquo tore plaborestem illabore dolore pa consecumque nonsent exceatem ipit ut laborem est ulparum remporrovit omnim qui repe essin rendenimusam hillati oreped et ut aperferrovit aut ide ommolup taepudipsunt laccabipsam ut ant, cone plaut ellisi offici untiisi aspientiis explaboris experuptat volo dolo blaborp ossundelenis cusandis suntur rerum quisto officia nducius voluptibus minimin cor sequi con et voluptatiunt alibusc idebiss enturiti apeliqui aut reptur atumquas ditatum doluptiatio odis ipsaper umquibea idus simin net doluptat asped que doluptur assus essunt, simi, vende dolorerum eribusc illabo. Ehendicatet ulparci enimolu ptatis quiam, nis por a sunduci doluptatquas ut qui quatum venis mosantio iur, aperum eaquo tent est, omniandis repudam lamsi aut voluptatur apitatur sum ditia volum rehendi cor aut ut volupta spelibus simolor roresectatem etur?Ecepelis ut iniminv erorrum quid ut modipid elitam, unt que cullatem ea de derovident, con poris dest et mil esto consed qui necearc iiscillent incimolorem. Ur am aut est etuscim iliquo tem quate ad molore parum eum que nullabo. Ducit, aut ullestis mincia praeprati ilicimo ditibus que por saped mossi blatio venis ut ea nus mos eturemp editae quis elest, simus di ullitat ioneces vel maio ea derro iduciiscid moluptur solupta volorer orposse ditiumqui occust, et alique ventem res aliatur, tem rehendem. Busda volorer ferruptatat.Harum sunt ma velicab ipici sin eos nat lab isciur?Cum fugiae occaborae nam, od quam rescimpelia consequiam consendit et quiatestrum suntint, ni inullen esequiatios eatur a soles et plibus, quiant et hilit erum arcient, sum re, quam, quo ere peri ipidernat magnatempor sin corios nos illuptatur audipsam la essinih ilitatem eiuribus, quidem ex et, comnihicimus niet re ped ut untotat emodis sinverum earum audignis into omnihici conse volestiam apelitaspe nos aciendel in con repuda volorias milligentis maxime velessunt, utem quidior roreicitiore lacient faceatin repersp eliquibus et, vidunt eum assumet eos et optam, culluptatis iliquid ut accab inum lab inusandest, aut et experferem sandi aut es abo. Itat aut aut hitemquas aut utem nossinus duciet dit eossequodis adis sedi volorescim faciasperum sitior rerchici aut autatur, vent.Ut quis inctem rent. Poriam incientore con elent, se omnimus volorectem remos nimusame ne aut exero occaborum in experro exeribus sus reped eosaest, odis aut prem hariti at.Alique cus sequat aut et labo. Aquo totaectur? Xerroreius eos solupta temposa niscips andaest ipit, si audiam, apis autaqui od exeri occatibus rest, sin ea earum facest acilluptatis nonsequam fugitis reperum quuntur atiorum ut explis quatio electectio. Nam ipienis ressundae conseque sint lat aut post molorrorem delest quia sit que quo molumqu amusda sit accuptur audist faces magnihi liquiassim di dolorepudis mi, qui dolut acesedi piendipsam facessime nam, omnimus autamet fugia velliquo essin commole ndissunt aut preptam ut ligenda ndigend ellabor as ut et odit earciumquae. Bitiatem ut alique ex et voloresciat erum etur atior sitatus rese dolupicia veles repra vel ipsandelecti in estruptat voluptio. Andusanditem et libus et is voluptatio dolo que volor sinveribus vero tempelenet harci re cum faccatquam autem que rescia consendam ulluptatusam adipide nonsequat que pro con rempe cus dolentis moloribus.Ucimpere, vel ipsa ad ma volupta spicabo. Nam quisque pratae sed et, et que volestrum quatur am as pligentem qui as re dolo expliquodior ma quat illaccab il imilige nihicab orrupta tiasper itature pediost velluptur accab ium, nis utati odite ne quas aut quae volorerum aut eos amusda vollore laborro que proremp orporia voloreptas delest aut que que prorem quid ut milligendusa porem qui dolorate ex ea dit reprorion et volendi officti doloreribus modi unt maxime restores num eaquia nobitia eseceruptiis estia ipsant ipsuntotam atio. Cae eos aut quam, optate cor solorit iuntem nonseque vendenecum fugias et ut eris unt laboriatet moluptatem doluptatem estruntis autem cor alis aut venimus molore, acculle ssequod moluptatur reheniatqui sumque es repe nulpa siniam que illiquibusa dolore eum fuga. Nempore exceprepe volore eseque volent untotatia vellestium, sita qui omnim restotatem iur mi, offic tem venia venditas rem quodipiet rem conseca boreri ventia aut molupta veliquam, simendi tem aboriaerum eostia con ex essitassi ne volectorror aut por am quis voluptur?Eptatet odiciisquam, cuscipsumqui del ilit vendion custiore velessi nct Ad quiasperia di temporentum facepero volupta aut que coria venistem aliberunt por magnias pratibus.Aquo tore plaborestem illabore dolore pa consecumque nonsent exceatem ipit ut laborem est ulparum remporrovit omnim qui repe essin rendenimusam hillati oreped et ut aperferrovit aut ide ommolup taepudipsunt laccab ipsam ut ant, cone plaut ellisi offici untiisi aspientiis explaboris experuptat volo dolo blaborp ossundelenis cusandis suntur rerum quisto officia nducius voluptibus minimin cor sequi con et voluptatiunt alibusc idebiss enturiti apeliqui aut reptur atumquas ditatum doluptiatio odis ipsaper umquibea idus simin net doluptat asped que doluptur assus essunt, simi, vende dolorerum eribusc illabo. Ehendicatet ulparci enimolu ptatis quiam, nis por a sunduci doluptatquas ut qui quatum venis mosantio iur, aperum eaquo tent est, omniandis repudam lam si aut voluptatur apitatur sum ditia volum rehendi cor aut ut volupta spelibus simolor roresectatem etur?Ecepelis ut iniminv erorrum quid ut modipid elitam, unt que cullatem ea de derovident, con poris dest et mil esto consed qui necearc iiscillent incimolorem. Ur am aut est etuscim iliquo tem quate ad molore parum eum que nullabo. Ducit, aut ullestis mincia praeprati ilicimo ditibus que por saped mossi blatio venis ut ea nus mos eturemp editae quis elest, simus di ullitat ioneces vel maio ea derro iduciiscid moluptur solupta volorer orposse ditiumqui occust, et alique ventem res aliatur, tem rehendem. Busda volorer ferruptatat.Harum sunt ma velicab ipici sin eos nat lab isciur?Cum fugiae occaborae nam, od quam rescimpelia consequiam consendit et quiatestrum suntint, ni inullen esequiatios eatur a soles et plibus, quiant et hilit erum arcient, sum re, quam, quo ere peri ipidernat magnatempor sin corios nos illuptatur audipsam la essinih ilitatem eiuribus, quidem ex et, comnihicimus niet re ped ut untotat emodis sinverum earum audignis into omnihici conse volestiam apelitaspe nos aciendel in con repuda volorias milligentis maxime velessunt, utem quidior roreicitiore lacient faceatin repersp eliquibus et, vidunt eum assumet eos et optam, culluptatis iliquid ut accab inum lab inusandest, aut et experferem sandi aut es abo. Itat aut aut hitemquas aut utem nossinus duciet dit eossequodis adis sedi volorescim faciasperum sitior rerchici aut autatur, vent.Ut quis inctem rent. Poriam incientore con elent, se omnimus volorectem remos nimusame ne aut exero occaborum in experro exeribus sus reped eosaest, odis aut prem hariti at.Alique cus sequat aut et labo. Aquo totaectur? Xerroreius eos solupta temposa niscips andaest ipit, si audiam, apis autaqui od exeri occatibus rest, sin ea earum facest acilluptatis nonsequam fugitis reperum quuntur atiorum ut explis quatio electectio. Nam ipienis ressundae conseque sint lat aut post molorrorem delest quia sit que quo molumqu amusda sit accuptur audist faces magnihi liquiassim di dolorepudis mi, qui dolut acesedi piendipsam facessime nam, omnimus autamet fugia velliquo essin commole ndissunt aut preptam ut ligenda ndigend ellabor as ut et odit earciumquae. Bitiatem ut alique ex et voloresciat erum etur atior sitatus rese dolupicia veles repra vel ipsandelecti in estruptat voluptio. Andusanditem et libus et is voluptatio dolo que volor sinveribus vero tempelenet harci re cum faccatquam autem que rescia consendam ulluptatusam adipide nonsequat que pro con rempe cus dolentis moloribus.Ucimpere, vel ipsa ad ma volupta spicabo. Nam quisque pratae sed et, et que volestrum quatur am as pligentem qui as re dolo expliquodior ma quat illaccab il imilige nihicab orrupta tiasper itature pediost velluptur accab ium, nis utati odite ne quas aut quae volorerum aut eos amusda vollore laborro que proremp orporia voloreptas delest aut que que prorem quid ut milligendusa porem qui dolorate ex ea dit reprorion et volendi officti doloreribus modi unt maxime restores num eaquia nobitia eseceruptiis estia ipsant ipsuntotam atio. Cae eos aut quam, optate cor solorit iuntem nonseque vendenecum fugias et ut eris unt laboriatet moluptatem doluptatem estruntis autem cor alis aut venimus molore, acculle ssequod moluptatur reheniatqui sumque es repe nulpa siniam que illiquibusa dolore eum fuga. Nempore exceprepe volore eseque volent untotatia vellestium, sita qui omnim restotatem iur mi, offic tem venia venditas rem quodipiet rem conseca boreri ventia aut molupta veliquam, simendi tem aboriaerum eostia con ex essitassi ne volectorror aut por am quis voluptur?Epet odiciisquam, cuscipsumqui del ilit vendion custiore velessi nctur? Quid est ut erovitatur, te occust, omni ut erisint quiant.Xim arum quas reptaturesto modis modigent ea in nobitat poreici lligeni mporepudia vellam volorro officaborum aut harition evel essi quidignamus, unt. ur? Quid est ut erovitatur, te occust, omni ut erisint quiant.Xim arum quas reptaturesto modis modigent ea in nobitat poreici lligeni mporepudia vellam volorro officaborum aut haritio evel essi quidignamus, unt. Ad quiasperia di temporentum facepero volupta aut que coria venistem aliberunt por magnias pratibus.Aquo tore plaborestem illabore dolore pa consecumque nonsent exceatem ipit ut laborem est ulparum remporrovit omnim qui repe essin rendenimusam hillati oreped et ut aperferrovit aut ide ommolup taepudipsunlaccab ipsam ut ant, cone plaut ellisi offici untiisi aspientiis explaboris experuptat volo dolo blaborp ossundelenis cusandis suntur rerum quisto officia nducius voluptibus minimin cor sequi con et voluptatiunt alibusc idebiss enturiti apeliqui aut reptur atumquas ditatum doluptiatio odis ipsaper umquibea idus simin net doluptat asped que doluptur assus essunt, simi, vende dolorerum eribusc illabo. Ehendicatet ulparci enimolu ptatis quiam, nis por a sunduci doluptatquas ut qui quatum venis mosantio iur, aperum eaquo tent est, omniandis repudam lamsi aut voluptatur apitatur sum ditia volum rehendi cor aut ut volupta spelibus simolor roresectatem etur?Ecepelis ut iniminv erorrum quid ut modipid elitam, unt que cullatem ea de derovident, con poris dest et mil esto consed qui necearc iiscillent incimolor-em. Ur am aut est etuscim iliquo tem quate ad molore parum eum que nullabo. Ducit, aut ullestis mincia praeprati ilicimo ditibus que por saped mossi blatio venis ut ea nus mos eturemp editae quis elest, simus di ullitat ioneces vel maio ea derro iduciiscid moluptur solupta volorer orposse ditiumqui occust, et alique ventem res aliatur, tem rehendem. Busda volorer ferruptatat.Harum sunt ma velicab ipici sin eos nat lab isciur?Cum fugiae occaborae nam, od quam rescimpelia consequiam consendit et quiatestrum suntint, ni inullen esequiatios eatur a soles et plibus, quiant et hilit erum arcient, sum re, quam, quo ere peri ipidernat magnatempor sin corios nos illuptatur audipsam la essinih ilitatem eiuribus, quidem ex et, comnihicimus niet re ped ut untotat emodis sinverum earum audignis into omnihici conse volestiam apelitaspe nos aciendel in con repuda volorias milligentis maxime velessunt, utem quidior roreicitiore lacient faceatin repersp eliquibus et, vidunt eum assumet eos et optam, culluptatis iliquid ut accab inum lab inusandest, aut et experferem sandi aut es abo. Itat aut aut hitemquas aut utem nossinus duciet dit eossequodis adis sedi volorescim faciasperum sitior rerchici aut autatur, vent.Ut quis inctem rent. Poriam incientore con elent, se omnimus volorectem remos nimusame ne aut exero occaborum in experro exeribus sus reped eosaest, odis aut prem hariti at.Alique cus sequat aut et labo. Aquo totaectur? Xerroreius eos solupta temposa niscips andaest ipit, si audiam, apis autaqui od exeri occatibus rest, sin ea earum facest acilluptatis nonsequam fugitis reperum quuntur atiorum ut explis quatio electectio. Nam ipienis ressundae conseque sint lat aut post molorrorem delest quia sit que quo molumqu amusda sit accuptur audist faces magnihi liquiassim di dolorepudis mi, qui dolut acesedi piendipsam facessime nam, omnimus autamet fugia velliquo essin commole ndissunt aut preptam ut ligenda ndigend ellabor as ut et odit earciumquae. Bitiatem ut alique ex et voloresciat erum etur atior sitatus rese dolupicia veles repra vel ipsandelecti in estruptat voluptio. Andusanditem et libus et is voluptatio dolo que volor sinveribus vero tempelenet harci re cum faccatquam autem que rescia consendam ulluptatusam adipide nonsequat que pro con rempe cus dolentis moloribus.Ucimpere, vel ipsa ad ma volupta spicabo. Nam quisque pratae sed et, et que volestrum quatur am as pligentem qui as re dolo expliquodior ma quat illaccab il imilige nihicab orrupta tiasper itature pediost velluptur accab ium, nis utati odite ne quas

MeI do two things.

1) I make content simpler 2) I make content work.

Usually, these are the same thing.

I am a writer who asks lots of questions, digs beneath the surface, steps back to get the big picture. I can’t churn out 20 straplines by lunchtime.

I look at a document until I see its bare bones. Its innermost soul. I make content stare up at the stars on a clear night and wonder “Why are we here?”

My clients throw great big unwieldy things at me: unloved white papers, unused user guides, unfinished handbooks. They get me to strip out clutter, unravel knotty logic, get to the point and tell a good story.

My clients know me as someone who can inject energy into content; find the right voice, grab attention and keep it going, carry readers towards emotions, actions and conclusions. Even teenagers. Even accountants.

Time is Short and budgets are Low. But let’s not waste our time on Average. Let’s go for Outstanding.

FREELANCE WRITER & EDITOR

Loves: Simplicity, brevity, clarity, logic, old buildings, bookshops, running, praise, bread

Hates: Facebook, smalltalk, Chardonnay, jazz, compromises

ROS GRAY

Industry overviews and Case studiesI research like a Jack Russell. I dig out what’s happening, what’s interesting, what’s changing, who thinks what and why. And I wag my tail when I drop it at your feet.

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B&B owners adapt to survive economic downturn

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By Rosalind Gray

Along WITH fIsH and chips and bosomy land-ladies, the bed and break-fast has been at the heart of the great British holiday for more than 60 years. Though the days are long gone when we swarmed in our thousands to the sea-side for a week each summer, The Connection finds the UK’s national fondness for this friendly, fairly-priced accommoda-tion still runs deep.

BedBreakfast&The

Club

MARCH/APRIL 2014 The Costco Connection 19

A BOON

FOR BUSINESSThe British Chambers of Commerce is a

voice for small businessBy Rosalind Gray

T he explosive eConomiC and technological growth of the industrial Revolution caused traders

to join forces in local groups to debate the threats and opportunities facing them as a community and to ensure the authorities heard them. in 1860, those groups came together as a network of several individual town and city chambers. For the first time, UK businesses had a united, credible voice with which to make their views heard. it was called the British Chambers of Commerce (BCC).

Today, 150 years on, the BCC unites 53 regional chambers to provide the same national representation. Thanks to the BCC, even the smallest firms can be sure their interests are being rep-resented in policy discussions at the highest level. In addition to

lobbying, the BCC works on behalf of members to open up opportunities in local, national and international markets. It does so through networking events, marketing channels, contacts, export support, business advice and skills development.

Fees to join a chamber vary by region, company size and sometimes sector. Average membership for a small business hov-ers between £200 and £300 a year. With 100,000 members across the UK, the BCC must seem like a good deal to British businesses.

Local needs, national strengthDespite having the BCC as a national umbrella organisation,

chamber membership is still deliberately organised on a regional level. Businesses join their local chambers; the chambers join the BCC. According to David Riches, the BCC’s executive commercial

continued on page 20

MAY/JUNE 2012 The Costco Connection 23

A multi- pronged approach3

old Hall House

In 2002, COSTCO member Stephen Hammon bought the dilapidated Old Hall Farm in Fillongley near Meriden. Seven years later, after renovating the house and buildings and land-scaping the 165-acre property, he opened Old Hall House, a five-room B&B. But he felt the farm property presented other business opportunities. So, he also launched Heart of England (www.heartofengland.co.uk), a conference and event centre and Heart Park, an outdoors area that includes a beach on a lake and a 65-acre woodland. The property also features a restaurant, The Quicken Tree.

In november 2011, Old Hall House was featured on the TV series Four in a Bed, where B&B owners spend time in one another’s B&Bs and score each other. “Afterwards we received so many letters and emails of support from all over the world,” says Jayne Cockerill, Hammon’s programme admin-istrator. “Stephen has made so many new friends and has even had a marriage proposal.”

Cockerill says that she has loved being part of Hammon’s business venture. “If you’re considering opening a B&B, be true to yourself,” she advises. “Don’t follow others. Design a different concept that will make you stand out from the others.”—Will Fifield

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Costco member Stephen Hammon owner of Old Hall House, a B&B in Fillongley near Meriden.

The lounge of Old Hall House reflects the traditional decor of this B&B.

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Breakfast most B&Bs didn’t really understand our needs. For example, we often return from a day’s riding dirty, wet and hungry. A small cup of tea and a custard crème at teatime doesn’t even hit the sides!

We usually have expensive bikes that need to be stored away in something more secure than a gar-den shed. We also appreciate somewhere to wash down our bikes and somewhere to store kit such as backpacks, dirty boots, bike helmets and so on.”

Better at breakfastAdapting the offering is not only a matter of

survival for many B&B owners—for creative and house-proud professionals, décor and cooking are

Decades of social and economic change have all but wiped away the old cheap and cheerful guest-house stereotype. Today’s B&B picture-postcard is more likely to feature an idyllic family-run farm-house or country cottage, complete with cream teas and lavish linen. In reality though, the sector is hard to typify: among the 30,000 B&Bs in the UK, you’ll find luxury and low-end, seaside and city, trendy and traditional—and everything in between.

Brave and boldSuch fragmentation in the B&B scene stems

from the nation’s army of B&B owners, sleeves rolled up, prepared to evolve in order to survive. The need to differentiate is a recurring theme among B&B owners and, when it comes to hospi-tality, the devil seems to be in the detail.

“Our attention to detail is often remarked upon,” says Costco member Paul Shrimpton of Fairshaw Rigg, a B&B in Hexham. “Our biggest USP [unique selling proposition] is being a work-ing alpaca farm. The paddocks housing the ani-mals surround our property. Most guests ask to meet the animals and we have births throughout the summer. It’s this and the little touches in the rooms, like the Alpaca duvets, that set us apart.”

Bikes and bootsIf breeding alpacas is a step too far, success cer-

tainly lies in finding a niche. Costco member Sarah Whiddett opened Sarah’s Place in Monmouth last summer to cater specifically for mountain-bikers. “As a keen mountain-biker myself, I found that

continued on page 24

Pursuit ofhappiness

By Rosalind Gray

While by no means risk-free, franchising can offer a short cut to business success

In 1992 Helen Whittaker tipped the scales at 20 stone and unhappily filled out size-30 clothes. Years of inappropriate diets had caused Whittaker’s weight to creep up, and by the time she joined Slimming World (www.slimmingworld.com), a weight-loss and health organisation, she was desperate. It is Slimming World’s unique combination of advice, resources and local group-based support led by a trained consultant, that Whittaker thanks for helping her steadily shed the unwanted pounds.

Three years later and 12 stone lighter, Whittaker bought a Slimming World franchise—and she now looks after 300 of her own weight-loss clients through weekly meetings and support groups.

24 The Costco Connection SPRING 2010

Helen Whittaker, Slimming World franchisee

Jon

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franchise owners vary but can make the differ-ence between a successful venture and a wasted investment. Slimming World, for instance, was recently voted Best Place to Work by franchisees. Whittaker says she paid around £750 for her franchise, but thinks Slimming World has invested 10 times that amount providing her with ongoing market-ing support and continuous training and development through the in-house university. Their investment clearly pays off, with franchi-sees seeing an average 10.5 per cent growth in income, even during the last year of recession.

Gee, of Medics on the Move, agrees that access to experience is one of the key benefits of choosing a franchise: “There’s always someone who’s just a phone call away, some-one who’s done it before. You don’t have to sweat every single problem because there’s usually someone who’s solved it before.”

Hellewell attributes the continued success of his Ovenu franchise to good levels of con-tact and support. “I’ve probably worked 40 per cent more hours during these months of recession, keeping in touch with my franchi-sees, advising them how to tweak their mar-keting, keeping them on the ball, responding

to concerns about the economic down-turn,” he says.

Many national franchises run a cen-tral advertising fund that is deployed by the head office for lead-generation and brand-building activities such as press and Web advertising. Franchisees are encouraged to run local marketing cam-paigns, often with materials sup-plied by the central office—sometimes free of charge, sometimes at a cost.

Returns not guaranteedFranchisees are given no promise of suc-

cess, profit or even recouping their investment. According to the BFA, 838 franchises are in operation in the UK. The average annual turn-over for a franchised business is £326,000, but this includes the whole range of franchises great and small; for every McDonald’s, Vision Express and Domino’s Pizza, there are plenty of humbler franchisees making modest amounts and presumably others who are barely cover-ing their costs. However, 90 per cent of fran-chisees say their business is profitable.

All franchisees are obliged to pay either a flat fee or a percentage of income back to the franchisor. If parting from your hard-earned cash to pay this inescapable levy would leave a bitter taste in your mouth, steer clear of fran-chising. BFA statistics show that on average new entrants can also expect to pay a hefty £50,400 in franchise fees and other associated

costs, such as property rental and equipment purchase. This average includes white-collar, executive and management franchises—where up-

front costs can be well over £100,000—as well as the blue-collar sectors, which require a lower deposit, sometimes only a few hundred pounds.

Regardless of how much it costs to start, it can take years to recoup your initial investment. Franchisors are not

obliged to declare profits, so you could be joining a no-hoper. Some franchisors may disclose average franchisee revenue figures before taking off unavoidable expenses such as equipment, materials, royalties and monthly fees.

For better or worseFranchising has been a story with a happy

ending for Helen Whittaker since she started her Slimming World business 12 years ago. “It’s been so rewarding for me, personally and financially. I’m so used to being indepen-dently successful and being my own boss that I think I’m virtually unemployable now!” she happily declares.

While none of our Costco interviewees has come a cropper with their foray into fran-chising, that’s not to say it’s risk-free: Once you’re signed up you truly are legally commit-ted to honouring your contract. Whatever the pitfalls and benefits, franchising is a consider-able investment of time, effort and money. But for some people looking to get a head start on running their own business, franchis-ing might tip the odds of start-up success in their favour. C

Rosalind Gray is a freelance writer and editor specialising in the field of small-business devel-opment and marketing in the UK.

Jon Super

SPRING 2010 The Costco Connection 27

Tom Prior, VIP Bin Cleaning franchisee

www.businesslink.gov.ukwww.entrepreneurs.gov.ukwww.fsb.org.uk www.growingbusiness.co.ukwww.realbusiness.co.uk www.replico.co.uk

www.thebfa.orgwww.thefranchisemagazine.netwww.ukentrepreneur

association.com www.theukfranchisedirectory.netwww.whichfranchise.com

Be franchise wisewith these resources for people looking to start up inbusiness or thinking about buying a franchise.

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3

How to profit from customer-centricity in the Mass Affluent investment market

A THESIS FOR YOUR CONSIDERATION

The OpportunityMass affluenTs are InvesTors In no Man’s land

I f, like most people, you earn a modest but dependable income, there are dozens of high street banks and online service providers

fighting to give you investment advice. Similarly, if you’re a high net worth individual with over €1M to invest, you can take your pick from a number of private banks who will roll out the red carpet and meet your every investment whim. But if you’re a Mass Affluent, with say €350,000 to invest, you might be surprised to find that – as far as the industry is concerned – you’re Mr or Mrs Nobody.

Private bankers will turn you away because your assets are too small to cover the cost of servicing you. You’re not worth their lavish care and attention. Depending on your market, high street banks may be delighted to see you, and even summon a specialist to sell you the Product of the Month – taking a commission for their pains. At best, you end up with a one-size-fits-all product approach that completely overlooks your specific requirements.

GIve Mass affluenT InvesTors a Place To call HoMe

S o as they struggle to find the perfect place to invest their money, Mass Afflu-ents tend to spread it across several less-than-perfect places. Most Mass

Affluent customers have split their investments across two or more financial ser-vice providers. Or, every couple of years, they drift from one provider to the next. Some simply remain liquid. In each of these scenarios they find that their objec-tives are not being met and as time goes by, they have less and less faith in the investment industry as a whole.

There is a significant opportunity for financial retailers who are able to capture Mass Affluents in an economically viable way. They will gain:

•Directly, by persuading Mass Affluents to pool the majority if not all their investments with one provider and collecting recurrent fees for advice.

• Indirectly, by loyalising them for the routine financial services which tend to be seen as a commodity.

• From word-of-mouth. Happy customers are more inclined to recommend a financial institution to their friends, which in a reputation-based industry can quickly translate into new business.

The opportunities and rewards are clear. Let’s look at timing.

Economically viablE

Creating a separate channel for Mass Affluents is not an option.It is possible to profitably service Mass Affluents by tailoring delivery through existing channels.

commission is bEing killEd off

Retail financial institutions will need to replace it with fee-based revenue streams. Mass Affluents may be the only customers that make it worth their while.

7

Our low-cost, toll-free management services allow clients to make rapid decisions about their own toll-free numbers. We help business protect themselves and – their own customers – against disastrous outages and failures.

Resporg Solutions LLC is an SMS/800 Certified Responsible Organization (RespOrg), a privately owned corporation with operations in the US and Canada.

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With 24/7/365 online access to their numbers and data, our clients no longer have to wait for monthly, weekly or daily updates. Our online SMS Portal presents live data, anytime, anywhere.

Takingthetediumoutoftoll-freeResporg Solutions LLC. eliminates all the tedious tasks associated with toll-free management: building complex routing plans, batch updates and Least Cost Routing (LCR). With our empowering tools and support solutions, businesses can easily manage their own toll-free numbers.

We are committed to quick response and customer satisfaction. Our references speak for themselves. We invite you to join our list of satisfied clients.

Controloftoll-freeinourclients’handsWe have developed a proprietary web-based interface that integrates seamlessly with the National Toll-Free Database SMS/800. By providing access to this easy-to-use interface, we empower clients with the tools and knowledge to manage and control their own toll-free numbers. Our customers own their toll-free numbers and can route them via the carriers of their choice.

experienceintoll-freeWith many years of toll-free management knowledge and expertise we have developed proprietary software and tools that simplify and enhance the user experience when performing toll-free administration to the SMS/800 database.

Our web portal allows a wide range of companies to effectively and efficiently deploy toll-free services and take full control of their toll-free numbers.

7 RESPORG SOLUTIONS LLC.www.resporgsolutions.com

8

TheproblemA growing network operations center was extremely concerned about their Toll-Free Disaster Recovery solution. Having experienced two major outages (a complete Datacenter power shutdown and a second outage due to a carrier’s fiber cut) that crippled their ability to support customers for hours, they began investigating solutions to protect themselves from carrier related voice outages and datacenter service interruptions.

ThesolutionThe customer engaged their current toll-free service provider requesting a better way to mitigate such voice service interruptions. To their surprise the carrier’s best solution was a hotline to request the numbers be re-pointed to a different terminating phone system or 10-digit telephone number. This solution did not work for the client as they had thousands of toll free numbers that would take hours to re-point by the carrier and it would only protect them from datacenter outages.

The client approached us for a solution to their concern - the solution was simple - we set them up with their own RespOrg ID which gave them immediate control and options on how to route their toll-free numbers in the SMS/800 database.

We also engaged one of our clients that provides toll-free origination and they were able to setup a secondary carrier for our client to use. Our client used the secondary carrier to implement percent allocation routing to mitigate the risk of calls originating via one carrier; they were also able to terminate calls to a secondary datacenter.

ThedisasterrecoverybenefitsThe ability to change the carrier associated with a toll-free number means that a network outage has minimal business impact. If an outage affects one carrier’s voice network (or an access issue impacts connectivity to one carrier) the client can simply log into a web portal and reroute the affected toll-free numbers to a backup carrier, possibly in a different location altogether.

The fact that the client owns their toll-free numbers allows them to make rapid changes between carriers and manage costs more effectively by implementing Least Cost Routing and taking advantage of carrier’s best rates in areas of high use. It also prevents the client from being ‘held hostage’ by their toll-free service provider for many reasons.

ThecostIn this case and many other we have implemented the client pays less than 1% of their overall voice costs for our services.

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This client pays less than 1% of their overall voice costs for our services.

1

A THESIS FOR YOUR CONSIDERATION

How to profit from customer-centricity in the Mass Affluent investment market

The Profit OpportunityThe Mass Affluent segment offers strong profit potential. Mass Affluent households are defined as those with investable assets of €150k to €750K. They represent about 10 to 15 % of the population and they own from about half to two thirds of all investable assets in a given market. Their use of finan-cial services in general is significantly above average.

However, certainly when it comes to investment advice, relatively few service providers have made a specific and successful approach to Mass Affluents. Such customers often fall through the gap between private banking and gen-eral retail banking. Private bankers consider the cost of servicing Mass Af-fluents too high and retail bankers usually do not have the sufficient skills to meet the needs of Mass Affluents.

Solid, ongoing, customer-centric investment advice (possibly fee-based) has a highly rational and emotional value for Mass Affluents. It can strongly in-crease their willingness to pool more of their investments, as well as other financial services, with the provider of the advice. That increases their profit-ability by a significant factor.

In the EU, a further trigger for this opportunity will be the introduction of Mi-FID II, which seeks to ban commissions from selling investment products. Regulation is aiming at creating a market for fee-based investment advice.

The Challenge for the ProviderThe challenge is to deploy an investment advice service that meets the fol-lowing criteria:

1. Is really customer-centric, i.e. starts from the customers’ goals and can be applied throughout the relationship.

2. Can be delivered by selected employees, who can become “special-ized staff” with limited training, within the retail branch network.

3. Does not require too much people time.

These criteria can be achieved by combining much improved customer insights with a focus on enabling technology (for a balance between per-sonal contact and “automation”).

ExECUTIvE SUMMARY

Mass Affluent households are defined as those with investable assets of €150k to €750K.

Regulation is aiming at creating a market for fee-based investment advice.

Table of conTenTs

The Opportunity ________________________ 3

The Urgency ___________________________ 4

The Challenge _________________________ 6

The Solution __________________________ 11

How We Can Help ______________________ 16

1.0 TheRisk

December 2014

ProtectingToll-FreeimplementingDisasterRecoveryA white paper from

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Figuring out how your consumers will get aproduct out of its container is not a humdrum,practical necessity. It offers a fleeting opportunityto make a lasting impression.

A creative approach to dispensing

When we look at sprays, valves, pumps, actuators and caps, we see an opportunity for you to own a key moment in the customer experience. The moment between purchase and consumption: the moment of dispensation.

Whether it makes your product easier to handle, fun to use or just plain old novel, a Coster dispensing mechanism can make your product simply leap off the shelf.

Invention and reinventionAt Coster we are pioneers in the invention and reinvention of general, special purpose and bespoke aerosol valves, actuators and pump dispensers. We can help you breathe new life into your brands.

We’ve made giant leaps forward with new concepts such as Bag-On-Valve that have revolutionised the dispensing industry. And we’re just as proud of the millions of small modifications we’ve made to components that bring about huge benefits.

Promises, promisesWe believe in promises. Making them and keeping them. If we’re slow to make one, it’s because we’re making sure it’s one we can keep. Coster makes promises to you so your brand can make promises to customers.

Our customers tell us it’s the small things that make all the difference when it comes to customer service. Like how we offer free samples of all our products. Like our free colour-matching service.

Quality you can trustYour product is only as reliable, durable and safe as the weakest link in its production journey. You can rest assured Coster will not prove to be the weakest link in your product. Quality is absolutely guaranteed.

All Coster’s components are 100% tested throughout the production and assembly process. When it comes to quality controls, we are proud of our reputation for being meticulous and obsessive.

Invention and reinventionAt Coster we are pioneers in the invention and reinvention of general, special purpose and bespoke aerosol valves, actuators and pump dispensers. We can help you breathe new life into your brands.

We’ve made giant leaps forward with new concepts such as Bag-On-Valve that have revolutionised the dispensing industry. And we’re just as proud of the millions of small modifications we’ve made to components that bring about huge benefits.

Promises, promisesWe believe in promises. Making them and keeping them. If we’re slow to make one, it’s because we’re making sure it’s one we can keep. Coster makes promises to you so your brand can make promises to customers.

Our customers tell us it’s the small things that make all the difference when it comes to customer service. Like how we offer free samples of all our products. Like our free colour-matching service.

Quality you can trustYour product is only as reliable, durable and safe as the weakest link in its production journey. You can rest assured Coster will not prove to be the weakest link in your product. Quality is absolutely guaranteed.

All Coster’s components are 100% tested throughout the production and assembly process. When it comes to quality controls, we are proud of our reputation for being meticulous and obsessive.

Booking your

travel

Air travel Business/personal

travel

Entertainment Ground

transportation

Lodging Meals & per diem Miscellaneous Expenses not paid

by power design

Completion of

expense report

Employee Travel and Expenses Policy

www.coster.co.uk

Actuators ValvesBag-On-ValvesSpray CapsSpray PumpsDispensing PumpsFilling Machines

Reinventing dispensing

WELCOME TO YOUR TRAVEL & EXPENSES POLICY

WHAT IS THIS POLICY FOR?This policy shows you which expenses you can claim for when you are traveling or entertaining as part of your job. It also describes the processes you should follow to make claims.

WHO IS THIS POLICY FOR?This policy applies to all employees equally, including all levels of management.

WHY SHOULD I FOLLOW THIS POLICY?We think this – and all our policies in fact – help make Power Design a consistent, fair and transparent place to work. Having clear guidelines also ensures that we are fully in line with Internal Revenue Service regulations. Employees who do not follow the rules in this policy are risking disciplinary action – and in some cases termination of their employment. Particularly serious offences include submitting fraudulent receipts or falsifying expense reports. Follow the policy to protect yourself.

HOW DO I USE THIS POLICY?Please invest some time in reading the policy now; you are responsible for following the guidelines in it. After that, keep it handy so you can refer to it whenever you need to check something: before you book travel or before you make a claim for example.

TRAVEL & EXPENSES

3

Welcome Booking your

travel

Air travel Business/personal

travel

Entertainment Ground

transportation

Lodging Meals & per diem Miscellaneous Expenses not paid

by power design

Completion of

expense report

WELCOME TO YOUR TRAVEL & EXPENSES POLICY

WHAT IS THIS POLICY FOR?This policy shows you which expenses you can claim for when you are traveling or entertaining as part of your job. It also describes the processes you should follow to make claims.

WHO IS THIS POLICY FOR?This policy applies to all employees equally. including all levels of management.

WHY SHOULD I FOLLOW THIS POLICY?We think this – and all our policies in fact – help make Power Design a consistent, fair and transparent place to work. Having clear guidelines also ensures that we are fully in line with Internal Revenue Service regulations. Employees who do not follow the rules in this policy are risking disciplinary action – and in some cases termination of their employment. Particularly serious offences include submitting fraudulent receipts or falsifying expense reports. Follow the policy to protect yourself.

HOW DO I USE THIS POLICY?Please invest some time in reading the policy now; you are responsible for following the guidelines in it. After that, keep it handy so you can refer to it whenever you need to check something: before you book travel or before you make a claim for example.

How can I remember everything?

If there seems to be a lot to take in, don’t worry. Once you’ve followed the correct processes a few times they will become second nature. Meanwhile keep this document handy to help you.

Who do I talk to about this policy?

Talk to your manager or your HR representative. Power Design’s Controller has final say over the interpretation and implementation of the policy.

TRAVEL & EXPENSES0

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ING Insurance: the Journey towards

Customer-Centricity

Customer-Centric Innovations, Inspirations and Insights

December 2013, Issue 01

Seen through the eyes of its people

We want to take a leading role in the insurance industry. We want to be the ones making it better: customer-centric and sustainable.

DAVID KNIBBE, CEO, ING INSURANCE INTERNATIONAL

coverstory

Costco supplier International Greetings: gift wrap, and much more

coverstory

DA

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Anders Hedlund

20 The Costco Connection NOVEMBER/DECEMBER 2014

DavID KnibbeChIef exeCutIve offICer ING INSuraNCe INterNatIoNal

Why did ING choose to follow a customer strategy?

I know there are a lot of clichés about customer-centricity out there; sometimes it seems like everyone’s talking about it. But ING has two clear, solid reasons for adopting a strategic focus on the customer. The first one is external: customer-centricity is unclaimed territory in the insurance industry. There are operational excellence players, cost-leaders – lots of price fighting in Western Europe in fact – but the customer-centric space is wide open. Sure, lots of people talk about it but no one is actually doing it. Then, there is the internal reason: customer-focus is close to what we are. It resonates strongly inside ING. If you look at what gets people excited, it’s not rationalization of processes or driving out costs, it’s the customer. Whenever you talk about customers you can literally feel the energy coming into the room. Business units have traditionally had a very hierarchical structure; now customer experience (CX) champions are reporting straight to their board or the CEO. We also have to be honest: in the past our strategies didn’t talk enough about customers, but the minute we brought it up I could see it was the direction people really wanted to go. The pull towards customer-centricity just felt natural. When you have this kind of resonance, it makes it much easier to rally people around your end goal.

What is ING’s end goal with regards to customers?

Ultimately, we want to take a leading role in the insurance industry, we want to be the ones making it better: customer-centric and sustainable. We want to be part of consumers’ financial education, driving up financial literacy, as a trusted partner. We want to feel welcome in society, in people’s lives. Right now, insurance is more of a necessity or a nuisance. People are happy that Apple is around; they don’t have that same happiness that ING is around. We realise we cannot achieve this goal on our own: our industry needs to undergo a transformation too. But ING can lead this direction, getting support from the regulators and encouraging everyone in the business to change.

How far along is ING on the journey?

This may not be a popular answer, but we’re not that far along. I think customer-focus has always been in our DNA, but that’s not to say we were particularly good at it. We’ve made great progress, but in absolute terms we’re still not operating at a highly customer-centric level. In relative terms, we’re better than our competitors, but the insurance industry is the wrong benchmark for us here. We knew this would be a long journey and we are

“Customer-focus is close to what we are. It resonates strongly inside ING. When you talk about customers you can literally feel the energy coming into the room.”

Through some of the most turbulent times in the financial services industry, David Knibbe has kept a steady hand on ING’s customer strategy. In this interview David tells us why customer-centricity belongs in the boardroom and how he’s managed to keep it on the agenda for so long.

Customer-Centric Innovations, Inspirations and Insights

WorkMy FREELANCE WRITER & EDITOR

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Leadership and Business profilesWhat makes a business leader tick? What are their hopes, dreams, fears and nightmares? I ask the questions people want to know. I get answers they’ve not heard a million times before.

28 The Costco Connection AUTUMN 2011

or someone in the business

of celebrations, Fiona Cairns is not

one to crack open the champagne too readily.

A call from Clarence House heralding a royal

wed ding cake commission might send some

business owners into a self-congratulatory spin. Cairns went for a solitary walk in the garden and allowed the huge sense of privi-lege to sink in slowly.

“The scale of the sudden global interest in us was a surprise,” she remembers. “People said to me, ‘Do you know what’s about to hap-pen?’ and I don’t think I really did. even walk-ing round Buckingham Palace, where we constructed the cake, I still couldn’t quite believe it.”

With all the discretion of a royal-warrant-holder-in-waiting, Cairns speaks graciously about her work with HrH The Duchess of Cambridge: “Catherine had very specific ideas for her cake. It was an honour for me to work with her … and it also sent me on a big learning curve, particularly in the ‘language of flowers’ that she wanted the cake to speak.”

Let them eat cakeWith a client list that now includes

a future king and a fair number of celeb-rities, such as Paul mcCartney and Keith richards, is Cairns starry-eyed? not a bit. she is keen to stress that, although good for Pr, bespoke cakes do not represent the main part of her business and that she is just as moti-vated by the idea of delighting her non-famous customers. Costco members alone buy more than 700,000 Fiona Cairns hand-decorated fairy cakes each year.

Indeed, since its inception in 1985, the company has chosen to pursue volume sales through a carefully selected network of well-established, quality-driven retailers. In addi-tion to Costco, the list of high-end retail partners includes Harrods, selfridges, Fortnum & mason and Waitrose. An indirect distribution strategy has proven to be a suc-cessful path, and sales have gone from

strength to strength over the past two and a half decades. Last year the business turned over a scrumptious £5.5 million.From kitchen table to dessert plate

That’s a lot of sponge for a business that began life on a kitchen table in the home of a woman with zero culinary experience. In the early ’80s Cairns had left behind both her career as a graphic designer and a busy life in

London to move with her husband, Kishore Patel, to a 400-year-old farmhouse in rural Leicestershire. The move was not a happy one for her, but it proved to be rocket fuel for a new life and business journey.

“I didn’t like it at all,” Cairns discloses. “We had no children at that point, and it was hard to leave London for domestic tran-quillity in the midlands. I decided to throw myself into work and did a three-month

F

rui v

ieir

a/w

pa p

oo

l/g

etty

ima

ges

Sweet Spot

B y R o s a l i n d G r a y

{ Life is uncertain. Eat dessert first.}

—Ernestine Ulmer

cover story

The

He gave Brits their first bagless vacuum

in 1993 after 13 tough years tinkering in the tool shed. He slogged through 5,127 proto­types, a couple of lawsuits and dozens of re jections, and came within a whisker of bank­ ruptcy. His hard work paid off, however, when the humbly named DC01 became the best­selling cleaner in the country within 18 months of its introduction. Dyson brought his bag­free phenomenon to the U.S. in 2003 and quickly became the market leader here—a position the brand still holds today.

The road less traveledA rural backwater upbringing among a

family of academics and clergy might be an unconventional route into a groundbreaking engineering career, but James Dyson was always determined to do things differently. The only kid volunteering to play the bassoon in the school orchestra and a long­distance runner before it was cool to be one, he was already carving his own path.

Underwhelmed by the available job options after school, he left sleepy Norfolk for London, about 100 miles away geographically but a hundred light­years distant culturally, artistically and technologically. Dyson spent a year at Byam Shaw School of Art, where he met his wife, Deirdre, but a fortuitous stint at the Royal College of Art the next year is what led Dyson to make the leap from furniture design to industrial design. He jumped at the chance to finally get his hands dirty, working with plastic and stainless steel, his favorite materials. Thus began a lifelong passion for functional design—making things work bet­ter and look better.

Failure as the mother of inventionIt was the humble wheelbarrow that first

felt the force of Dyson’s inventive spirit. While renovating his house in the early ’70s, he real­ized that traditional metal wheelbarrows sank in mud, dented walls and easily rusted. He went to work on the Ballbarrow. The Dyson Ballbarrow had a large inflatable ball instead of a wheel, which, along with chunky feet, gave it stability. The barrow itself was made from plastic, which didn’t rust and didn’t dent walls. Some commercial success, but no cigar.

In 1979, Dyson bought a top­of­the­line vacuum cleaner and became frustrated with how it almost instantly clogged and lost suc­tion; even emptying the bag had no effect.

His engineer’s instinct kicked in. He ripped open the bag and noticed a coating of dust inside, clogging the pores. A fundamental flaw with vacuum technology had gone unchallenged for almost 100 years, making it ripe for a Dyson revolution. During a visit to a local sawmill, Dyson noticed how sawdust was removed from the air by large industrial cyclones and wondered if the same principle could work on a smaller scale, inside a vacuum cleaner. This was the hypothesis he hammered out in his tool shed for the next 13 years. Cue the world’s first bagless vacuum cleaner.

Getting to marketThrough the late ’80s and early ’90s, Dyson

repeatedly tried to license his newly patented dual cyclone technology and hawked his proto­types to dozens of vacuum manufacturers around the world, inspiring some illicit copy­cats in the process. His efforts to sell his idea were met with a wall of negativity; he responded in 1993 by manufacturing the first batch of DC01s himself. A few early orders were enough to pull him from the brink of bankruptcy, upscale production levels and overcome supply problems. One by one, the big electrical retailers came on board and, with little advertising or market­ing support, the little yellow DC01 quietly scooted to number one in the UK. By the end of 1997 Dyson was easily outselling Hoover and Electrolux and had generated UK sales of £100 million (approximately $160 million).

In Sir James Dyson wants to see a society where science, technology and engineering are held in high esteem.

storycover

his native UK, Sir James Dyson is known as much for his quirky-

looking, superior-function-ing vacuum cleaners as for his long and embattled path to commercial success.

26 The Costco Connection MAY 2012

28 The Costco Connection AUTUMN 2011

or someone in the business

of celebrations, Fiona Cairns is not

one to crack open the champagne too readily.

A call from Clarence House heralding a royal

wed ding cake commission might send some

business owners into a self-congratulatory spin. Cairns went for a solitary walk in the garden and allowed the huge sense of privi-lege to sink in slowly.

“The scale of the sudden global interest in us was a surprise,” she remembers. “People said to me, ‘Do you know what’s about to hap-pen?’ and I don’t think I really did. even walk-ing round Buckingham Palace, where we constructed the cake, I still couldn’t quite believe it.”

With all the discretion of a royal-warrant-holder-in-waiting, Cairns speaks graciously about her work with HrH The Duchess of Cambridge: “Catherine had very specific ideas for her cake. It was an honour for me to work with her … and it also sent me on a big learning curve, particularly in the ‘language of flowers’ that she wanted the cake to speak.”

Let them eat cakeWith a client list that now includes

a future king and a fair number of celeb-rities, such as Paul mcCartney and Keith richards, is Cairns starry-eyed? not a bit. she is keen to stress that, although good for Pr, bespoke cakes do not represent the main part of her business and that she is just as moti-vated by the idea of delighting her non-famous customers. Costco members alone buy more than 700,000 Fiona Cairns hand-decorated fairy cakes each year.

Indeed, since its inception in 1985, the company has chosen to pursue volume sales through a carefully selected network of well-established, quality-driven retailers. In addi-tion to Costco, the list of high-end retail partners includes Harrods, selfridges, Fortnum & mason and Waitrose. An indirect distribution strategy has proven to be a suc-cessful path, and sales have gone from

strength to strength over the past two and a half decades. Last year the business turned over a scrumptious £5.5 million.From kitchen table to dessert plate

That’s a lot of sponge for a business that began life on a kitchen table in the home of a woman with zero culinary experience. In the early ’80s Cairns had left behind both her career as a graphic designer and a busy life in

London to move with her husband, Kishore Patel, to a 400-year-old farmhouse in rural Leicestershire. The move was not a happy one for her, but it proved to be rocket fuel for a new life and business journey.

“I didn’t like it at all,” Cairns discloses. “We had no children at that point, and it was hard to leave London for domestic tran-quillity in the midlands. I decided to throw myself into work and did a three-month

Fru

i vie

ira

/wpa

po

ol/

get

ty im

ag

es

Sweet Spot

B y R o s a l i n d G r a y

{ Life is uncertain. Eat dessert first.}

—Ernestine Ulmer

cover story

The

He gave Brits their first bagless vacuum in 1993 after 13 tough years tinkering in the tool shed. He slogged through 5,127 proto­types, a couple of lawsuits and dozens of re jections, and came within a whisker of bank­ ruptcy. His hard work paid off, however, when the humbly named DC01 became the best­selling cleaner in the country within 18 months of its introduction. Dyson brought his bag­free phenomenon to the U.S. in 2003 and quickly became the market leader here—a position the brand still holds today.

The road less traveledA rural backwater upbringing among a

family of academics and clergy might be an unconventional route into a groundbreaking engineering career, but James Dyson was always determined to do things differently. The only kid volunteering to play the bassoon in the school orchestra and a long­distance runner before it was cool to be one, he was already carving his own path.

Underwhelmed by the available job options after school, he left sleepy Norfolk for London, about 100 miles away geographically but a hundred light­years distant culturally, artistically and technologically. Dyson spent a year at Byam Shaw School of Art, where he met his wife, Deirdre, but a fortuitous stint at the Royal College of Art the next year is what led Dyson to make the leap from furniture design to industrial design. He jumped at the chance to finally get his hands dirty, working with plastic and stainless steel, his favorite materials. Thus began a lifelong passion for functional design—making things work bet­ter and look better.

Failure as the mother of inventionIt was the humble wheelbarrow that first

felt the force of Dyson’s inventive spirit. While renovating his house in the early ’70s, he real­ized that traditional metal wheelbarrows sank in mud, dented walls and easily rusted. He went to work on the Ballbarrow. The Dyson Ballbarrow had a large inflatable ball instead of a wheel, which, along with chunky feet, gave it stability. The barrow itself was made from plastic, which didn’t rust and didn’t dent walls. Some commercial success, but no cigar.

In 1979, Dyson bought a top­of­the­line vacuum cleaner and became frustrated with how it almost instantly clogged and lost suc­tion; even emptying the bag had no effect.

His engineer’s instinct kicked in. He ripped open the bag and noticed a coating of dust inside, clogging the pores. A fundamental flaw with vacuum technology had gone unchallenged for almost 100 years, making it ripe for a Dyson revolution. During a visit to a local sawmill, Dyson noticed how sawdust was removed from the air by large industrial cyclones and wondered if the same principle could work on a smaller scale, inside a vacuum cleaner. This was the hypothesis he hammered out in his tool shed for the next 13 years. Cue the world’s first bagless vacuum cleaner.

Getting to marketThrough the late ’80s and early ’90s, Dyson

repeatedly tried to license his newly patented dual cyclone technology and hawked his proto­types to dozens of vacuum manufacturers around the world, inspiring some illicit copy­cats in the process. His efforts to sell his idea were met with a wall of negativity; he responded in 1993 by manufacturing the first batch of DC01s himself. A few early orders were enough to pull him from the brink of bankruptcy, upscale production levels and overcome supply problems. One by one, the big electrical retailers came on board and, with little advertising or market­ing support, the little yellow DC01 quietly scooted to number one in the UK. By the end of 1997 Dyson was easily outselling Hoover and Electrolux and had generated UK sales of £100 million (approximately $160 million).

In Sir James Dyson wants to see a society where science, technology and engineering are held in high esteem.

storycover

his native UK, Sir James Dyson is known as much for his quirky-

looking, superior-function-ing vacuum cleaners as for his long and embattled path to commercial success.

26 The Costco Connection MAY 2012

WorkMy FREELANCE WRITER & EDITOR

0777 909 1781ros@thewriteanswer.co.uk

ROS GRAY

Ros Gray on LinkedIn

How-to guides and E-booksSubject experts need to write clearly in order to communicate their ideas and share their passion. Making complex content accessible and digestible is about more than finding the right words. You need the right structure, the right proportions and the right pace.

21 ideas for increasing sales in the technical services sectorMORE LEADS: HIGHER QUALITY: LESS EFFORT

Author: Richard White, Pro Excellence

2788 Make your company fly:2727 Make your company fly 11/16/12 2:28 PM Page 1

3

PHASE 6: Changing your pricesIs your pricing model completely wrong?Raise your prices 1% for 10% more profitThe perfect price tipping pointIncrease quality to justify pricesTop-down pricing

3.0 ABOUT MEADES GROUP

4.0 ABOUT PAUL MEADES

2788 Make your company fly:2727 Make your company fly 11/16/12 2:28 PM Page 3

MORE LEADS: HIGHER QUALITY: LESS EFFORT 3

© Pro Excellence Limited 2013

Introduction: More leads: Better quality: Less effort

Lead-generation is not new and it’s not rocket science. In fact, for most technical services businesses, it’s instinctive. But there are some smart new lead-generation tools and techniques that you could be using to get more leads of better quality – and for a smaller investment of your time. In this e-book, I outline twenty-one of today’s simplest, most effective ideas for boosting your sales.

You run a successful technical services business. You know what your strengths are. You don’t need sales to be your core skill. But you do need to be on top of your sales pipeline. This e-book shows you how. Twenty-one ideas for generating leads that you can convert. Twenty-one ideas for growth you can bank.

I’ve written a snapshot of each idea, along with a practical tip for your business. For more detail or for an implementation plan, email me, Richard White, at rwhite@pro-excellence.com.

A quick and easy guide to getting publicity for Polaroid Eyewear and our products.

PRHANDBOOK

Objectives

The overall objectives of PR activity are:1. to generate awareness for Polaroid in the

defined target groups2. to engineer a positive reputation for Polaroid 3. to raise demand for Polaroid branded eyewear

products and aid sales

Prioritize these objectivesNot all these objectives will have the same priority or urgency in your marketplace. In some countries there is a high level of consumer awareness of Polaroid, as well as a positive attitude towards us. In this case the focus of PR in this marketplace may well be to drive sales. Or it may be focused on raising awareness among trade buyers. Other country managers may know that there is good awareness in their market but not necessarily accompanied by a positive attitude. Their PR may focus on changing the perception/reputation of Polaroid. And in some markets, awareness is low or non-existent. These country management teams will probably first wish to focus entirely on getting Polaroid known by target groups.

HANDY TIP How to prioritize your objectives based on your current situation. Ask:1. What levels of awareness do we have

among consumers and trade buyers?2. What do people know us for? What

do people think of when they think of Polaroid Eyewear?

3. How warm are they to our company and products?

4. What is our current sales performance?5. What are the opportunities and obstacles

in our way?If you need support in defining your objectives, talk to International Marketing in Zürich.

Audience Messages Media Create Distribute1 2 3 4 5 6

Make the objectives yoursBefore you can take action on these overall objectives, interpret them in a way that is relevant to you and your marketplace. Take each objective and add in specific targets, figures and dates that you think you can achieve.For example, here are two non-specific objectives for generating awareness: 1. “I want every optometrist in my country to

know about the Polaroid Eyewear range.” 2. “ I want more trade buyers to decide to

stock it.”Here are the same objectives interpreted with actionable, specific detail:1. “I want at least 1 item of positive coverage

in the 4 main optometry trade press titles by January.”

2. “I want at least 2 major department store buyers (responsible for over 30,000 unit sales) to attend my PR event in March.”

Results7

REMEMBERIntegrate your PR! Consider your overall sales and marketing objectives and ensure your PR objectives feed into those.

Define your objectives

SECTIONONEHow to use News Releases for PR

6

WorkMy FREELANCE WRITER & EDITOR

0777 909 1781ros@thewriteanswer.co.uk

ROS GRAY

Ros Gray on LinkedIn

Books and manuals Whether you have the bare bones of an idea, a pile of scribbled notes or a nearly finished manuscript, give it to me and I’ll edit, ghostwrite, shape, mould and generally perfect it for publication.

 

 

WorkMy FREELANCE WRITER & EDITOR

0777 909 1781ros@thewriteanswer.co.uk

ROS GRAY

Ros Gray on LinkedIn

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Ehendicatet ulparci enimolu ptatis quiam, nis por a sunduci doluptatquas ut qui quatum venis mosantio iur, aperum eaquo tent est, omniandis repudam lamsi aut voluptatur apitatur sum ditia volum rehendi cor aut ut volupta spelibus simolor roresectatem etur?Ecepelis ut iniminv erorrum quid ut modipid elitam, unt que cullatem ea de derovident, con poris dest et mil esto consed qui necearc iiscillent incimolorem. Ur am aut est etuscim iliquo tem quate ad molore parum eum que nullabo. Ducit, aut ullestis mincia praeprati ilicimo ditibus que por saped mossi blatio venis ut ea nus mos eturemp editae quis elest, simus di ullitat ioneces vel maio ea derro iduciiscid moluptur solupta volorer orposse ditiumqui occust, et alique ventem res aliatur, tem rehendem. Busda volorer ferruptatat.Harum sunt ma velicab ipici sin eos nat lab isciur?Cum fugiae occaborae nam, od quam rescimpelia consequiam consendit et quiatestrum suntint, ni inullen esequiatios eatur a soles et plibus, quiant et hilit erum arcient, sum re, quam, quo ere peri ipidernat magnatempor sin corios nos illuptatur audipsam la essinih ilitatem eiuribus, quidem ex et, comnihicimus niet re ped ut untotat emodis sinverum earum audignis into omnihici conse volestiam apelitaspe nos aciendel in con repuda volorias milligentis maxime velessunt, utem quidior roreicitiore lacient faceatin repersp eliquibus et, vidunt eum assumet eos et optam, culluptatis iliquid ut accab inum lab inusandest, aut et experferem sandi aut es abo. Itat aut aut hitemquas aut utem nossinus duciet dit eossequodis adis sedi volorescim faciasperum sitior rerchici aut autatur, vent.Ut quis inctem rent. Poriam incientore con elent, se omnimus volorectem remos nimusame ne aut exero occaborum in experro exeribus sus reped eosaest, odis aut prem hariti at.Alique cus sequat aut et labo. Aquo totaectur? Xerroreius eos solupta temposa niscips andaest ipit, si audiam, apis autaqui od exeri occatibus rest, sin ea earum facest acilluptatis nonsequam fugitis reperum quuntur atiorum ut explis quatio electectio. Nam ipienis ressundae conseque sint lat aut post molorrorem delest quia sit que quo molumqu amusda sit accuptur audist faces magnihi liquiassim di dolorepudis mi, qui dolut acesedi piendipsam facessime nam, omnimus autamet fugia velliquo essin commole ndissunt aut preptam ut ligenda ndigend ellabor as ut et odit earciumquae. Bitiatem ut alique ex et voloresciat erum etur atior sitatus rese dolupicia veles repra vel ipsandelecti in estruptat voluptio. Andusanditem et libus et is voluptatio dolo que volor sinveribus vero tempelenet harci re cum faccatquam autem que rescia consendam ulluptatusam adipide nonsequat que pro con rempe cus dolentis moloribus.Ucimpere, vel ipsa ad ma volupta spicabo. Nam quisque pratae sed et, et que volestrum quatur am as pligentem qui as re dolo expliquodior ma quat illaccab il imilige nihicab orrupta tiasper itature pediost velluptur accab ium, nis utati odite ne quas aut quae volorerum aut eos amusda vollore laborro que proremp orporia voloreptas delest aut que que prorem quid ut milligendusa porem qui dolorate ex ea dit reprorion et volendi officti doloreribus modi unt maxime restores num eaquia nobitia eseceruptiis estia ipsant ipsuntotam atio. Cae eos aut quam, optate cor solorit iuntem nonseque vendenecum fugias et ut eris unt laboriatet moluptatem doluptatem estruntis autem cor alis aut venimus molore, acculle ssequod moluptatur reheniatqui sumque es repe nulpa siniam que illiquibusa dolore eum fuga. Nempore exceprepe volore eseque volent untotatia vellestium, sita qui omnim restotatem iur mi, offic tem venia venditas rem quodipiet rem conseca boreri ventia aut molupta veliquam, simendi tem aboriaerum eostia con ex essitassi ne volectorror aut por am quis voluptur?Eptatet odiciisquam, cuscipsumqui del ilit vendion custiore velessi nct Ad quiasperia di temporentum facepero volupta aut que coria venistem aliberunt por magnias pratibus.Aquo tore plaborestem illabore dolore pa consecumque nonsent exceatem ipit ut laborem est ulparum remporrovit omnim qui repe essin rendenimusam hillati oreped et ut aperferrovit aut ide ommolup taepudipsunt laccab ipsam ut ant, cone plaut ellisi offici untiisi aspientiis explaboris experuptat volo dolo blaborp ossundelenis cusandis suntur rerum quisto officia nducius voluptibus minimin cor sequi con et voluptatiunt alibusc idebiss enturiti apeliqui aut reptur atumquas ditatum doluptiatio odis ipsaper umquibea idus simin net doluptat asped que doluptur assus essunt, simi, vende dolorerum eribusc illabo. Ehendicatet ulparci enimolu ptatis quiam, nis por a sunduci doluptatquas ut qui quatum venis mosantio iur, aperum eaquo tent est, omniandis repudam lam si aut voluptatur apitatur sum ditia volum rehendi cor aut ut volupta spelibus simolor roresectatem etur?Ecepelis ut iniminv erorrum quid ut modipid elitam, unt que cullatem ea de derovi-dent, con poris dest et mil esto consed qui necearc iiscillent incimolorem. Ur am aut est etuscim iliquo tem quate ad molore parum eum que nullabo. Ducit, aut ullestis mincia praeprati ilicimo ditibus que por saped mossi blatio venis ut ea nus mos eturemp editae quis elest, simus di ullitat ioneces vel maio ea derro iduciiscid moluptur solupta volorer orposse ditiumqui occust, et alique ventem res aliatur, tem rehendem. Busda volorer ferruptatat.Harum sunt ma velicab ipici sin eos nat lab isciur?Cum fugiae occaborae nam, od quam rescimpelia consequiam consendit et quiatestrum suntint, ni inullen esequiatios eatur a soles et plibus, quiant et hilit erum arcient, sum re, quam, quo ere peri ipidernat magnatempor sin corios nos illuptatur audipsam la essinih ilitatem eiuribus, quidem ex et, comnihicimus niet re ped ut untotat emodis sinverum earum audignis into omnihici conse volestiam apelitaspe nos aciendel in con repuda volorias milligentis maxime velessunt, utem quidior roreicitiore lacient faceatin repersp eliquibus et, vidunt eum assumet eos et optam, culluptatis iliquid ut accab inum lab inusandest, aut et experferem sandi aut es abo. Itat aut aut hitemquas aut utem nossinus duciet dit eossequodis adis sedi volorescim faciasperum sitior rerchici aut autatur, vent.Ut quis inctem rent. Poriam incientore con elent, se omnimus volorectem remos nimusame ne aut exero occaborum in experro exeribus sus reped eosaest, odis aut prem hariti at.Alique cus sequat aut et labo. Aquo totaectur? Xerroreius eos solupta temposa niscips andaest ipit, si audiam, apis autaqui od exeri occatibus rest, sin ea earum facest acilluptatis nonsequam fugitis reperum quuntur atiorum ut explis quatio electectio. Nam ipienis ressundae conseque sint lat aut post molorrorem delest quia sit que quo molumqu amusda sit accuptur audist faces magnihi liquiassim di dolorepudis mi, qui dolut acesedi piendipsam facessime nam, omnimus autamet fugia velliquo essin commole ndissunt aut preptam ut ligenda ndigend ellabor as ut et odit earciumquae. Bitiatem ut alique ex et voloresciat erum etur atior sitatus rese dolupicia veles repra vel ipsandelecti in estruptat voluptio. Andusanditem et libus et is voluptatio dolo que volor sinveribus vero tempelenet harci re cum faccatquam autem que rescia consendam ulluptatusam adipide nonsequat que pro con rempe cus dolentis moloribus.Ucimpere, vel ipsa ad ma volupta spicabo. Nam quisque pratae sed et, et que volestrum quatur am as pligentem qui as re dolo expliquodior ma quat illaccab il imilige nihicab orrupta tiasper itature pediost velluptur accab ium, nis utati odite ne quas aut quae volorerum aut eos amusda vollore laborro que proremp orporia voloreptas delest aut que que prorem quid ut milligendusa porem qui dolorate ex ea dit reprorion et volendi officti doloreribus modi unt maxime restores num eaquia nobitia eseceruptiis estia ipsant ipsuntotam atio. Cae eos aut quam, optate cor solorit iuntem nonseque vendenecum fugias et ut eris unt laboriatet moluptatem doluptatem estruntis autem cor alis aut venimus molore, acculle ssequod moluptatur reheniatqui sumque es repe nulpa siniam que illiquibusa dolore eum fuga. Nempore exceprepe volore eseque volent untotatia vellestium, sita qui omnim restotatem iur mi, offic tem venia venditas rem quodipiet rem conseca boreri ventia aut molupta veliquam, simendi tem aboriaerum eostia con ex essitassi ne volectorror aut por am quis voluptur?Epet odiciisquam, cuscipsumqui del ilit vendion custiore velessi nctur? Quid est ut erovitatur, te occust, omni ut erisint quiant.Xim arum quas reptaturesto modis modigent ea in nobitat poreici lligeni mporepudia vellam volorro officaborum aut harition evel essi quidignamus, unt. ur? Quid est ut erovitatur, te occust, omni ut erisint quiant.Xim arum quas reptaturesto modis modigent ea in nobitat poreici lligeni mporepudia vellam volorro officaborum aut harition evel essi quidignamus, unt. Ad quiasperia di temporentum facepero volupta aut que corivenitem aliberunt por magnias pratibus.Aquo tore plaborestem illabore dolore pa consecumque nonsent exceatem ipit ut laborem est ulparum remporrovit omnim qui repe essin rendenimusam hillati oreped et ut aperferrovit aut ide ommolup taepudipsunt laccabipsam ut ant, cone plaut ellisi offici untiisi aspientiis explaboris experuptat volo dolo blaborp ossundelenis cusandis suntur rerum quisto officia nducius voluptibus minimin cor sequi con et voluptatiunt alibusc idebiss enturiti apeliqui aut reptur atumquas ditatum doluptiatio odis ipsaper umquibea idus simin net doluptat asped que doluptur assus essunt, simi, vende dolorerum eribusc illabo. Ehendicatet ulparci enimolu ptatis quiam, nis por a sunduci doluptatquas ut qui quatum venis mosantio iur, aperum eaquo tent est, omniandis repudam lamsi aut voluptatur apitatur sum ditia volum rehendi cor aut ut volupta spelibus simolor roresectatem etur?Ecepelis ut iniminv erorrum quid ut modipid elitam, unt que cullatem ea de derovident, con poris dest et mil esto consed qui necearc iiscillent incimolorem. Ur am aut est etuscim iliquo tem quate ad molore parum eum que nullabo. Ducit, aut ullestis mincia praeprati ilicimo ditibus que por saped mossi blatio venis ut ea nus mos eturemp editae quis elest, simus di ullitat ioneces vel maio ea derro iduciiscid moluptur solupta volorer orposse ditiumqui occust, et alique ventem res aliatur, tem rehendem. Busda volorer ferruptatat.Harum sunt ma velicab ipici sin eos nat lab isciur?Cum fugiae occaborae nam, od quam rescimpelia consequiam consendit et quiatestrum suntint, ni inullen esequiatios eatur a soles et plibus, quiant et hilit erum arcient, sum re, quam, quo ere peri ipidernat magnatempor sin corios nos illuptatur audipsam la essinih ilitatem eiuribus, quidem ex et, comnihicimus niet re ped ut untotat emodis sinverum earum audignis into omnihici conse volestiam apelitaspe nos aciendel in con repuda volorias milligentis maxime velessunt, utem quidior roreicitiore lacient faceatin repersp eliquibus et, vidunt eum assumet eos et optam, culluptatis iliquid ut accab inum lab inusandest, aut et experferem sandi aut es abo. Itat aut aut hitemquas aut utem nossinus duciet dit eossequodis adis sedi volorescim faciasperum sitior rerchici aut autatur, vent.Ut quis inctem rent. Poriam incientore con elent, se omnimus volorectem remos nimusame ne aut exero occaborum in experro exeribus sus reped eosaest, odis aut prem hariti at.Alique cus sequat aut et labo. Aquo totaectur? Xerroreius eos solupta temposa niscips andaest ipit, si audiam, apis autaqui od exeri occatibus rest, sin ea earum facest acilluptatis nonsequam fugitis reperum quuntur atiorum ut explis quatio electectio. Nam ipienis ressundae conseque sint lat aut post molorrorem delest quia sit que quo molumqu amusda sit accuptur audist faces magnihi liquiassim di dolorepudis mi, qui dolut acesedi piendipsam facessime nam, omnimus autamet fugia velliquo essin commole ndissunt aut preptam ut ligenda ndigend ellabor as ut et odit earciumquae. Bitiatem ut alique ex et voloresciat erum etur atior sitatus rese dolupicia veles repra vel ipsandelecti in estruptat voluptio. Andusanditem et libus et is voluptatio dolo que volor sinveribus vero tempelenet harci re cum faccatquam autem que rescia consendam ulluptatusam adipide nonsequat que pro con rempe cus dolentis moloribus.Ucimpere, vel ipsa ad ma volupta spicabo. Nam quisque pratae sed et, et que volestrum quatur am as pligentem qui as re dolo expliquodior ma quat illaccab il imilige nihicab orrupta tiasper itature pediost velluptur accab ium, nis utati odite ne quas aut quae volorerum aut eos amusda vollore laborro que proremp orporia voloreptas delest aut que que prorem quid ut milligendusa porem qui dolorate ex ea dit reprorion et volendi officti doloreribus modi unt maxime restores num eaquia nobitia eseceruptiis estia ipsant ipsuntotam atio. Cae eos aut quam, optate cor solorit iuntem nonseque vendenecum fugias et ut eris unt laboriatet moluptatem doluptatem estruntis autem cor alis aut venimus molore, acculle ssequod moluptatur reheniatqui sumque es repe nulpa siniam que illiquibusa dolore eum fuga. Nempore exceprepe volore eseque volent untotatia vellestium, sita qui omnim restotatem iur mi, offic tem venia venditas rem quodipiet rem conseca boreri ventia aut molupta veliquam, simendi tem aboriaerum eostia con ex essitassi ne volectorror aut por am quis voluptur?Eptatet odiciisquam, cuscipsumqui del ilit vendion custiore velessi nct Ad quiasperia di temporentum facepero volupta aut que coria venistem aliberunt por magnias pratibus.Aquo tore plaborestem illabore dolore pa consecumque nonsent exceatem ipit ut laborem est ulparum remporrovit omnim qui repe essin rendenimusam hillati oreped et ut aperferrovit aut ide ommolup taepudipsunt laccab ipsam ut ant, cone plaut ellisi offici untiisi aspientiis explaboris experuptat volo dolo blaborp ossundelenis cusandis suntur rerum quisto officia nducius voluptibus minimin cor sequi con et voluptatiunt alibusc idebiss enturiti apeliqui aut reptur atumquas ditatum doluptiatio odis ipsaper umquibea idus simin net doluptat asped que doluptur assus essunt, simi, vende dolorerum eribusc illabo. Ehendicatet ulparci enimolu ptatis quiam, nis por a sunduci doluptatquas ut qui quatum venis mosantio iur, aperum eaquo tent est, omniandis repudam lam si aut voluptatur apitatur sum ditia volum rehendi cor aut ut volupta spelibus simolor roresectatem etur?Ecepelis ut iniminv erorrum quid ut modipid elitam, unt que cullatem ea de derovident, con poris dest et mil esto consed qui necearc iiscillent incimolorem. Ur am aut est etuscim iliquo tem quate ad molore parum eum que nullabo. Ducit, aut ullestis mincia praeprati ilicimo ditibus que por saped mossi blatio venis ut ea nus mos eturemp editae quis elest, simus di ullitat ioneces vel maio ea derro iduciiscid moluptur solupta volorer orposse ditiumqui occust, et alique ventem res aliatur, tem rehendem. Busda volorer ferruptatat.Harum sunt ma velicab ipici sin eos nat lab isciur?Cum fugiae occaborae nam, od quam rescimpelia consequiam consendit et quiatestrum suntint, ni inullen esequiatios eatur a soles et plibus, quiant et hilit erum arcient, sum re, quam, quo ere peri ipidernat magnatempor sin corios nos illuptatur audipsam la essinih ilitatem eiuribus, quidem ex et, comnihicimus niet re ped ut untotat emodis sinverum earum audignis into omnihici conse volestiam apelitaspe nos aciendel in con repuda volorias milligentis maxime velessunt, utem quidior roreicitiore lacient faceatin repersp eliquibus et, vidunt eum assumet eos et optam, culluptatis iliquid ut accab inum lab inusandest, aut et experferem sandi aut es abo. Itat aut aut hitemquas aut utem nossinus duciet dit eossequodis adis sedi volorescim faciasperum sitior rerchici aut autatur, vent.Ut quis inctem rent. Poriam incientore con elent, se omnimus volorectem remos nimusame ne aut exero occaborum in experro exeribus sus reped eosaest, odis aut prem hariti at.Alique cus sequat aut et labo. Aquo totaectur? Xerroreius eos solupta temposa niscips andaest ipit, si audiam, apis autaqui od exeri occatibus rest, sin ea earum facest acilluptatis nonsequam fugitis reperum quuntur atiorum ut explis quatio electectio. Nam ipienis ressundae conseque sint lat aut post molorrorem delest quia sit que quo molumqu amusda sit accuptur audist faces magnihi liquiassim di dolorepudis mi, qui dolut acesedi piendipsam facessime nam, omnimus autamet fugia velliquo essin commole ndissunt aut preptam ut ligenda ndigend ellabor as ut et odit earciumquae. Bitiatem ut alique ex et voloresciat erum etur atior sitatus rese dolupicia veles repra vel ipsandelecti in estruptat voluptio. Andusanditem et libus et is voluptatio dolo que volor sinveribus vero tempelenet harci re cum faccatquam autem que rescia consendam ulluptatusam adipide nonsequat que pro con rempe cus dolentis moloribus.Ucimpere, vel ipsa ad ma volupta spicabo. Nam quisque pratae sed et, et que volestrum quatur am as pligentem qui as re dolo expliquodior ma quat illaccab il imilige nihicab orrupta tiasper itature pediost velluptur accab ium, nis utati odite ne quas aut quae volorerum aut eos amusda vollore laborro que proremp orporia voloreptas delest aut que que prorem quid ut milligendusa porem qui dolorate ex ea dit reprorion et volendi officti doloreribus modi unt maxime restores num eaquia nobitia eseceruptiis estia ipsant ipsuntotam atio. Cae eos aut quam, optate cor solorit iuntem nonseque vendenecum fugias et ut eris unt laboriatet moluptatem doluptatem estruntis autem cor alis aut venimus molore, acculle ssequod moluptatur reheniatqui sumque es repe nulpa siniam que illiquibusa dolore eum fuga. Nempore exceprepe volore eseque volent untotatia vellestium, sita qui omnim restotatem iur mi, offic tem venia venditas rem quodipiet rem conseca boreri ventia aut molupta veliquam, simendi tem aboriaerum eostia con ex essitassi ne volectorror aut por am quis voluptur?Epet odiciisquam, cuscipsumqui del ilit vendion custiore velessi nctur? Quid est ut erovitatur, te occust, omni ut erisint quiant.Xim arum quas reptaturesto modis modigent ea in nobitat poreici lligeni mporepudia vellam volorro officaborum aut harition evel essi quidignamus, unt. ur? Quid est ut erovitatur, te occust, omni ut erisint quiant.Xim arum quas reptaturesto modis modigent ea in nobitat poreici lligeni mporepudia vellam volorro officaborum aut haritio evel essi quidignamus, unt. Ad quiasperia di temporentum facepero volupta aut que coria venistem aliberunt por magnias pratibus.Aquo tore plaborestem illabore dolore pa consecumque nonsent exceatem ipit ut laborem est ulparum remporrovit omnim qui repe essin rendenimusam hillati oreped et ut aperferrovit aut ide ommolup taepudipsunlaccab ipsam ut ant, cone plaut ellisi offici untiisi aspientiis explaboris experuptat volo dolo blaborp ossundelenis cusandis suntur rerum quisto officia nducius voluptibus minimin cor sequi con et voluptatiunt alibusc idebiss enturiti apeliqui aut reptur atumquas ditatum doluptiatio odis ipsaper umquibea idus simin net doluptat asped que doluptur assus essunt, simi, vende dolorerum eribusc illabo. Ehendicatet ulparci enimolu ptatis quiam, nis por a sunduci doluptatquas ut qui quatum venis mosantio iur, aperum eaquo tent est, omniandis repudam lamsi aut voluptatur apitatur sum ditia volum rehendi cor aut ut volupta spelibus simolor roresectatem etur?Ecepelis ut iniminv erorrum quid ut modipid elitam, unt que cullatem ea de derovident, con poris dest et mil esto consed qui necearc iiscillent incimolor-em. Ur am aut est etuscim iliquo tem quate ad molore parum eum que nullabo. Ducit, aut ullestis mincia praeprati ilicimo ditibus que por saped mossi blatio venis ut ea nus mos eturemp editae quis elest, simus di ullitat ioneces vel maio ea derro iduciiscid moluptur solupta volorer orposse ditiumqui occust, et alique ventem res aliatur, tem rehendem. Busda volorer ferruptatat.Harum sunt ma velicab ipici sin eos nat lab isciur?Cum fugiae occaborae nam, od quam rescimpelia consequiam consendit et quiatestrum suntint, ni inullen esequiatios eatur a soles et plibus, quiant et hilit erum arcient, sum re, quam, quo ere peri ipidernat magnatempor sin corios nos illuptatur audipsam la essinih ilitatem eiuribus, quidem ex et, comnihicimus niet re ped ut untotat emodis sinverum earum audignis into omnihici conse volestiam apelitaspe nos aciendel in con repuda volorias milligentis maxime velessunt, utem quidior roreicitiore lacient faceatin repersp eliquibus et, vidunt eum assumet eos et optam, culluptatis iliquid ut accab inum lab inusandest, aut et experferem sandi aut es abo. Itat aut aut hitemquas aut utem nossinus duciet dit eossequodis adis sedi volorescim faciasperum sitior rerchici aut autatur, vent.Ut quis inctem rent. Poriam incientore con elent, se omnimus volorectem remos nimusame ne aut exero occaborum in experro exeribus sus reped eosaest, odis aut prem hariti at.Alique cus sequat aut et labo. Aquo totaectur? Xerroreius eos solupta temposa niscips andaest ipit, si audiam, apis autaqui od exeri occatibus rest, sin ea earum facest acilluptatis nonsequam fugitis reperum quuntur atiorum ut explis quatio electectio. Nam ipienis ressundae conseque sint lat aut post molorrorem delest quia sit que quo molumqu amusda sit accuptur audist faces magnihi liquiassim di dolorepudis mi, qui dolut acesedi piendipsam facessime nam, omnimus autamet fugia velliquo essin commole ndissunt aut preptam ut ligenda ndigend ellabor as ut et odit earciumquae. Bitiatem ut alique ex et voloresciat erum etur atior sitatus rese dolupicia veles repra vel ipsandelecti in estruptat voluptio. Andusanditem et libus et is voluptatio dolo que volor sinveribus vero tempelenet harci re cum faccatquam autem que rescia consendam ulluptatusam adipide nonsequat que pro con rempe cus dolentis moloribus.Ucimpere, vel ipsa ad ma volupta spicabo. Nam quisque pratae sed et, et que volestrum quatur am as pligentem qui as re dolo expliquodior ma quat illaccab il imilige nihicab orrupta tiasper itature pediost velluptur accab ium, nis utati odite ne quas

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