Anixter End User Sales Troubles

Author: John Honovich, Published on Oct 23, 2017

End user sales have and continue to be a major problem for Anixter's physical security business.

Every year, according to various Anixter people, end user sales have stopped.

And they do not.

In this note, we examine Anixter's recent issues with end user sales and their attempts to deal with the problem.

*** **** ***** **** *** ******** ** ** * ***** problem *** *******'* ******** ******** ********.

***** ****, ********* ** ******* ******* ******, *** **** ***** have *******.

*** **** ** ***.

** **** ****, ** ******* *******'* ****** ****** **** *** user ***** *** ***** ******** ** **** **** *** *******.

[***************]

98% *** ** *** *****

*******'* ******** ***************** *** ************** '*********'***********, ****** **** **** **** *% ** ***** ***** *** direct ** *** *****:

***** **** ***** ******* ***** **** '**%' *****, *** ***** was ************ *********** *** *******. *******, ******, *** *** **** ******* ** *** *****.

** ** *** ***** ** **** **% ****** ** ***** on ******* ******** *** ********* *** **** **** **** ** end ***** ** ** ** *** ****** ** **** *** point ****, ********** ********, ******* **** *** **** **** ** end *****.

**** ** *** *** ***** ******** ***** ******* ********** *** made ** **** *****, *.*., ****** ************* ** * ***** ******** ********* ******** ** ******* ** end *****. ***** **** ********, ******* ******* ****** ********** **** *** 'old ****' ** '**** ****' *** ***** ** **** *** same *****, **** ******* *** ******* **** *** ***** ***** are **** * ***** ********** ** ***** ********.

Small *** ***** *** **** *****

******* **** ****, **** *********** **** ***** *********** *** ******* ***** ***** ************ ****** ** ******, ***** ** ******** ** ****** ** ******** ** ********* of *******, ** *** ******** **** ****.

**** *****, ** ********** ********* ** ************ ******* $**,***.** ** ********** ******** ******** ** ***** ********. ******* ******* ** *******.

*** **** **** ***** ***** *** *** ****, ****** ************, small ******** *** **** **** ***** ** ****** ** ********** Anixter's ********.

Challenges *** *******

** *** * *** ********** *** *******:

  • ****** **** *** ******* ****, *** ******* *** ******** *** consistently **** ** **** ** *** *****, ** *** ************ historically ********* ******* ** *** ***** ** ** ******.
  • ******* ******** ***-*** ***** *** *** ***-** ********** *** *** *** ******** division. ** ******* ***-**, ****** **** *** ******** ****, ** more ******* ** *** ******* ** *** ***** *** ***** to **** **** *** ******* *** ******* ******* ************.
  • ************ ***** ****** *** ******* *** ***, ****** ** ***** for ********* ** **** ** ** ******** ** ***** ** their ****** **********.

Set ***** ****** ********

** **** *****, ** ** ****** ***** ******* ** ***** to ******** ** ******* ** *** *****, ********** ** *** the ***** ** *** ******** **** **** **** **** *** years.

*** ******* ** **** ** ** ***** ******* *** ** when ******* ***** ** *** *****. ** ** ******? **** each ***** ****** *** ** ****** ** ***** ***? *** there ******** **** ******* **** ***** **? *** *****.

*******, ******* ***** ******* **** ******* ***** ****** ****** ** when *** *** **** **** **** ** *** *****. ****, at *****, ***** **** *********** **** ********** *** ***** ** Anixter.

Reputation **** ** ****** *******

******* *** *** ***** *** ************ ********* ****'* *********** ****** *** ***-**** ******* *** *** **** driver ** **** **********:

  • "* ***'* *** **** ** ***********!"
  • "**** **** ****** ** *** *****."
  • "*** ***** ******** **** ** ** ***** ** *** ** have ******. ****** **** **** ****** * **********."
  • "***** ** *** *****."
  • "**** ****** ** ********* ****** **** ******** *** ****** ******** a *** **** **** *** ******** ***'* ******* ****."
  • "**** ******* ******** **** *** *********** **** *** ******* **."
  • "*** *** ** * *********** ** * **********. *** ****."
  • "****: *******! *******: **** *** **** ********'* **** *** ******** them ** **** ********. **'** *** **** *** ***** ****** finding *** ***** * ****** ***** ******* *** **** **** directly ** *** ***-**** ****** ** **** *** **** ***** the ******* ** **** ** ****. ** ***'** ***** *** project *********** ******* ***'* **** *** **** **** **** *** the ***-**** ** ********** ** ** ****'** ******* **** ** sell ******."
  • "**** **** ****** ** * **** **** *** **** **** when * ** ** * ****."

** ******* ** ******* *** ***** ****** ******** ** **** (or ****** ******* *** ******* *% ****** *** **** *****) that ******* ***** ************* ******* ***** ******** ********.

Comments (53)

****...***** ******** ** ****** **** ** **** **** ** *** butt. ** ** ******* ***** *** ****, *** **** ** the ******.

********* ***** *** ** * ***** ****** ******* ** *** working **. ** ********** *** ******** ** *** *******, **** they **** ** ******* ** *** **** ****. *** ** are ********* ******* **** ******** ** $***,*** ***** ** ****. They ****** *** ******** **** **** *** *** **** ** integrator ******* ** *** *******, **** ****** ******* ***** ** work **** *** ******** *** ***** ****** ** ** ***. And ** ****** *** ****** ** ***** ** *** ****. I **** **** **** *** ****** ********** ** ** *** it **. ** ** **** ** *** (***** **** **** it *** ***** ****** ****** **** ***** ********* *****), ** would **** **** **** *%. *** ***** **** ***** **** done ** **** *** **** ** ****. **** ****** ** to **** ********* ******** ** *** ************ **** *****'* **** a ******** ** **** **** *** *** *** ** **** lose *** *** ***** ** **** **** *** ***** ********* in *** ******.

** ****** ***** *** **** * ***** **********, *** ***** Anixter ***** ********** ** **** ********* **** *********** **** **** practice? *********** **** ******* ********** ***** *** ******* **** ******* because ** **** *****, **** **** ** ****** **** **** they *** ******* ** *** ********** ** *** **** ***** is ** *****.

**, *** **** ***** ** ****** * **** ****** ******, and **** *** ****** ** ******** **.

**** **** **** ***** ***** *** ******* *** *****. * also ***** ***** *** ******* ******* **** *** ***** **** others ** ****.

***, ***** ** * *********** *** ** **********.

***, ***** ** * *********** *** ** **********.

* *************?

**% ** *** ******** ** ******* *** *******. **** ***'* mention *** **** ** *** *% ********** ** *******. *** example, **** **** ** ** *****, ******** *********** *** **** direct ** ****** *** ******* (*** ****** **** **, ******* only) *** ********* ** ***** ****.

**, **************, ***** ****** ***** *** **** *%, *** **** logical ****** *** ********** ****** ***** ** ** **** **** segment ** ***** ********, ** *** *% *****, ***** ******** true, ** ************.

*********** ******** ***** ******* ******* ******. * **** * ************ with * ****** ******* ******** ***** ******* *** *** * sterling **********, *** ** *** **** ** ** **** ********* that ***** ** * ****** ***** ** ***** ******* ******* direct.

* *** **** **** ** *** ** ***** ******* **** staff **** ** **** * ***** ***** *** ** ********** customer *** ****** ** *** ******** ******** ******** **** *******, but *** *** **** **** *** ** *** ******* ** integrator.

* ** *** *********** *** ****** ********, *** ******* ***** are **** ***** ******** **** ***** **** ******* ********* ** bend *** ***** ** ********.

* *** **** **** ** *** ** ***** ******* **** staff **** ** **** * ***** ***** *** ** ********** customer *** ****** ** *** ******** ******** ******** **** *******, but *** *** **** **** *** ** *** ******* ** integrator.

* ***** "****" ***** ** ****** ****. ** *** *** user ****** ** ******* *** ******* *** ****** ***** ********/******** and ******* ******** ******* **** ** ** *********** *******, **** never ****** "***" *** ***** ** ***** ****. **** **** had *** * ****** ********** ** ********** ********* **** ***** not *********** **** ****.

***, * ** ********** *** ******* ***'* *********** ** **.

* **** * ************ **** * ****** ******* ******** ***** manager *** *** * ******** **********, *** ** *** **** me ** **** ********* **** ***** ** * ****** ***** in ***** ******* ******* ******.

* ******* ***. **** *** *********** **** ****** ***** ** the *******, ** ***** **** ******* ** **** **** **** selling ** *** ***** ****** **** ********** ******** **** ******* to ***** *** **** **** ***. **** ******* ** **** Anixter ***** ****** ***** ******* ****** *** ******* ******* ** so *** *** ********* *************, ***** *** ******* **** ***** Anixter ****** *** ** **** ******.

************ *** *** ******** ** ***** ** ******* **** ** reducing *******'* (************) ******* ** ******** **** ******* ************ ********/******** to *** ***-****. ** ** **** **** *********, *** ********* to *********, *** **** *** ********** ***** *** *******. ***, it ** ** ********* ********* **** ******** *** ************ *********** partners *** ***** * ************ ********** ** *** ****.

* ********** *** **** ** * *** **** ** ************. I *** ****. *******, ** ** *** **** * **** Anixter's ****** ** ** **** ***** **** * *** **** elsewhere ******. **** **** ********** ********* ** ** *** **** them, ******** **** ** **** ********* **** *** ******** **** for ****. ** *** **** ****** **** *** ** * discount ** ************ (********** ** **** * **** ****** *********) or ****?

******* ******** ** ******* **** ** ****** ** ******* "*****" or ** *** **** ****** *** ********** "*****"?

** ** *** ***** ** **** **% ****** ** ***** on ******* ******** *** ********* *** **** **** **** ** end ***** ** ** ** *** ****** ** **** *** point ****, ********** ********, ******* **** *** **** **** ** end *****.

** ****** ****** * *****, *** ******* ***** ** “**%” ;)

**'* *** ***** *** * *********** ** **** ****** *** a ***** ***** ***** **** * *** **** **. **** for ******** ****, **** ***** ** **** * ***** ******* but **** ** ** *** **** *** ***** ** *** can ***. *** **** **** ** **** ** *** ** their ******* ********, ****** (****+ *******) ****** ** ****** *** cameras **** ******* *** *** ** **. **** *** *** Anixter's *** **** *********** **** ******. **** *** **** * so ****** ******** ********* *** ***** **** **** *** ***** and *******. ****, ***'* ****** *** ** *** ***** ******* which **** *** ***** ***'* **** * ***** *** **...*&* Photo, ******...*** **** ** ****! ** **** **** ** ***** up ****** ******* ** *** * ****, **** ****, *** without *** **********.

*** ** ** ** ******** ** **** * **** **** the ************ *** ************* **** ******* ** *** ** *** business.

*** ** ** ** ******** ** **** * **** **** the ************ *** ************* **** ******* ** *** ** *** business.

*** **** ****** ****** ** **** ** ** **** ********. Of ******,*********** ****** ***** **** *****.

***** *** ****** **** * **'* *********** ** ** *** support (** **** **** **** ****** *********) ******** ***** *** sold ******* ******* ? *******, ********, *******,** *** **** ***** Tier * ******** *** *** **** ******* *******. ** *** truly *** *** ******* ** ***** ******* *********, *** ****** make **** **** **** ** ***** **** ** ***** ******* scenarios ***** * *********** **** ** ******* ***** ******** ****. Comments ?

***** *** ****** **** * **'* *********** ** ** *** support

****, ************* *******, **** **% ***********. **** **** ** ******** ** **** **** ****, ** least ***** **** *********** ** ****** ********* ********, *.*., *** same ******** **** **************** ** ******* *** **** ******* ********* *** **** **-****. To **** ***, ******* *************, **** ** **** ****, ***** to ************** **** *****.

*********** **** ** ***** ******** *** **** ********** ************ **** sells ******** ** *** *** *****. *** ****** ***** ************ can **** ** ******.

**** ** *******, ***** "***" *********** ***** ****** ** *** users. **** *** **** * "****** ******** *****," *** * get **, **** ***'* **** **** ** *********** *** ********. I've *** **** *** ** ***** ***** ****** *** **** are **** ****, *** ***** ** *** *** **** ******** to ****** **** ******* ****** ***** ****** ******* *** *** user **** "*****'* **** ** **********." ** **** *****.

**** *****'* *******. *** ***** *** ******* ****** ** *** integrator *** **** ****** ** *** *****, ***. **'** ****** them **** ****** ******* ********* ** *** *** **** *******. "It ***'* ****** *****." "** *** * *****." *** ** still *********.

******** ******, ******* * ***********, ******* ******** ** * *******.

*** *** *** ** ** ****** *** ****** ** *****. For *******, **** ***** ***'* ****** **** *******.

***** ***** ***** ** ******* *** ***-** *** ******* ********** separately, **** **** ** * **** ** ************* **** ** already ********. * ******* **** **** **** ******* **** ***-** brass *** *** ******** ******** *** *********** **** ******* *** distribution ***** *** ******** **** *** **** ********. ** ******* of **** **** **** ****** *** *** *** **** ******. I ******* **** **** **** **** *** ****** ******** ** the ***-** ***** *** **** ******* ***** ***** ****** ** them *** ** ***** ******* *********.

** *** *******, **** *** **** ********* **** *********** *** use ** **** ************ **** ************ **** ********.

*. ***** **** **** ******* *** **** ** *** ******* you *** ******* **. (**** ***** ******* *********)

*. ***** **** **** ******* ******** ** *** ****. (************ pack ***** ***** **** ***** ******).

*. **** *** *********** **** ** *** *** *** *********** on **** *******.

#*, **** ********, ******.

******** ** ****:

*. **** *** *********** **** ** *** *** *** *********** on **** *******.

*** ***** ** *** **** ****? ** *** **** ** that *** *********** ***** **** ****** ** **** *******, *** real ******* ***** ** ***-*******, ***/**? *** ***** * *********** sign * ***-******* **** ** **********? *************, ** **** **** really ********* ** *** ******* ** *** *****, **** ****** not ** * *******.

**** *** ***** ******** **** *** ****. ** ***** *** contact **** **** ** ***** ******** *** ** ******* ** opening *** ***** ***** ******** *** *******. **** ** ** is *** ***** *** ***** ** ** ******* ** ** gives *** *********** *****.

**** ** *******. *** ************* *** ** ******** **** ******* are ******* *********. ** *** **** ******* "******* ** *******" business ***** ** **** ** - *** ************* *** **** aware ** ****'* ***** **. ********** *** ********* *** **** around **. *** ******** *** ********* **** *******, **** *** - *** *******. ******* *** *** **** *******, **********, *** your *********.

"******* *** *** **** *******, **********, *** **** *********."

**** ** *** **** *** **** **** ** ** **** end ***** *** **** ** **** "******* ** *******" ******** world *** ******* ***** ******** ** *** ** ******** ** incredibly *********. ***** ** **** ** *** ****** ****** **** distributors/manufacturers ******** ** ********* *** *** *****.

*** ******** *** ********* **** *******...

***’* *** *** ****...

**** **** * ********** *** ** **** * ****** *** between ************ *** *** **********. *** *** *** **** *** PSA.

*. *** ** * **** ****** *****. **** ******** **** products ****** **** ***’*.

*. ******* ******** *** **** **** ************. * ***** *** that ****** ** **** ****** **** “****”.

*******, *** *** ********* ** **** *** ** ** ************ will ***** ******* **** ***** *******. * ******* ** *** question ** “ *** ***** *** ****” , **** *** really ****** ****** **** * *********** ******** ******* ******* *** their ******* *****.

**** *****, **** ****, **** ******. * ***'* *** ******* unless *** ** ********* **** ***** ** ******** ***. *** Northern ***** > ***-** > ******* *** ** * ***** one.

*'** **** ******** ** *** **** * ****** ******** :(

** *** **** *******. ** **** *** **** *** *** Scansource. *** **** ****** ** *** **** ******* ** *** 90 ******* ***** ** **** **** ** *********. ** ***** prices *** ******** ****** **** *** ** **********. ********* *** direct *******. **** ********** **. ***** ******* ** ** *** are ** ********** *** ******** **** ******** **** **** **** won't **** ****** ** **** ********* ** ********* ********* *** are ** **** ** ** ********** (******* * *** *** referral **** ****), *******, ** *** * ******** **** *** an **********, *** **** ********** *****'* *** ** ** ********* to *** **** ******* **** **** **** ************ **** ******. I ***'* ***** **** ***** *** ********** ******** ** ********.

** *** **** *******. ** **** *** **** *** *** Scansource. ....[*****] ******* ** ** *** *** ** ********** *** actively **** ******** **** **** **** ***'* **** ****** ** your ********* ** ********* ********* .... *******, ** *** * customer **** *** ** **********, *** **** ********** *****'* *** or ** ********* ** *** **** ******* **** **** **** .... **** ******. * ***'* ***** **** ***** *** ********** impacted ** ********.

** ***** ** ****'* ***** ***, ** *** **** ******** to ******* *** ***'* *** *** **** ********* **** ****.

***** ******* ** ** *** *** ** ********** *** ******** does ******** **** **** **** ***'* **** ****** ** **** customers ** ********* ********* *** *** ** **** ** ** integrator

**** ****** **** * *** ******. * **** ******** ****** corporation **** **** ***'* ** ***** **** ********* ** **** as *** *** **** ****....

* ** ********* *** ****** **** ** *******'* ******* ******** but ****** ****** ** ******* ****** **** *************** ** ** a ********* **** ******* ********.

**** ****** **** * *** ******. * **** ******** ****** corporation **** **** ***'* ** ***** **** ********* ** **** as *** *** **** ****....

** ** ****** **** ***** ****** ** * ******** ** business ** *******?

**** ******* ********* ******** *** ** ******* **** ******* ** a ***-********* ********?

*** ****** ***** *** ***** *** *** **** **** **** games, *******, ***.

** **** ** ******* *** **** *** ************ **** **** direct ** *** *****, **** ** ** **** ** ******* that **** ************* **** **** ****** ** ******. *** ******* are *** ***** ** * **** ************ *** *** **** to *** ****** *** *** ***** ****** ** ******** **** little *************** **** **** *** ****. * **** **** ** the **** *** ** * ********* **** * *** *** at * *** ******** ************ *** *** ** ****** **** to **** ******** ******** ** *********, *** ** ****** *** to **** **** *** ****** ** *** ************ ******* ** minimal ** ** * ********. ****** ***** ********** **** ** million ******* ** ****** ***** *** **** ** ** ********** 25points ******. *** *** * ******* *** ** ** ****?

*** ****** **** * **** ** ********* ******** ***** **** and *** **** **** *** ** ***********. ************* *** ***** owners ******* ** ************, *********, *** *****, ******, ** ******, online, **********. ***** ** *** ** *** ********* ** *******, the * **** ************ ***** ** ****** ****** ****. ************* were **** ****** *** ** ****** *** ***** ******, *** now ****** ***** ***** *** ********** ** ****** ******. *** end ** ****** **** *** ** ******** *** *** ****** fast.

**** ** ******* ***. ************ *** ************* **** **** ******* direct ** *** ***** *** *******. **** **** ** **** they **** ** ** **** *** ****** *** *********** **** impunity; ******* **** *** ** *** ***. ** **** ******** over *** *****, *'** ********* *** *******, ****** *** *******, proposed *** ******** **** ** **** *** ******** **** ******. Sometimes ***** (**) ********* **** *** ***** ** *** ** to ******* *** ****** **** **** *********!. ******** ** ***, I **** ****** **** ****** ***** ******* ******** *** '***** with ** **********' ** ********** ********. ** ************ *** ****** to ** * ***** ***** *** ****--***** ***** *** ******* just ***'* **** "*******". **** *** ************* ** ** ** years ** ***** **** ***** *** ** *********. ***** *** the *** ********. ****** *** ***** ***** * ****** ** "permanent *********" ** **** *** * **** ** ***** ********. Sadly, ***** ***** *** **** ** ****.

****** *** ***** ***** * ****** ** "********* *********"...

** **** “***, **** **** ****” :)

**** *** ******* *** ******* ************, * ****** **** *** to ****** **** ****** ** ** ***** *** * ********* manufacturer. *** ***** ** ** ***** **** *** **** **** of *** ***** ************'* ***** *******. ***** ****** ** **** man.

****'* ******* * *** ** *********** *** *** ***** *********. I've **** ** ** **** ***** **** **** *** **% to *** ******* ****. *'* *** ********* **** ********* **** to **** **** *****

**** ***** ** ** ********** ****** *** ** ********** ** value ***** ******** **** ** *** **** ** * ******* these ****?

* ******* ***** *** ****** ****** (** **** ** *** customers **) *** **** ********* ** ****** ** ** **-**** with * ****** ** **** * ****** *** *******. ** I ***** **** ** **-**% *** * ******** **** **** he *** *** * **** ****.

*** *** ****** **** **** **** ****** *** ***** **** little ** ** ******* ** *******, ** *** ***** ***** in ******** *** ****.

* ** *** ****** ******, ************, *************, *** *******. *** I ****** *** *****, **'* *** * **** ** *** equiupment ****.

** *** ****** **** **** $** * ****, ***'** ******* off **** *********.

* ****** ******* ****** **** ***** ** $**-** *** **** kind ** **** *** *** *** **** ** ** ****. What *** *** ****** ** *****?

**** ** * ***** ** ****. *********** *********** ** ** area ****

**-** ***** * ****.

***....******. * *** ***** ******* *** ****** *** ****** ********** direct *****. ** *** ** **% ** *** **** ** 40% ** ****** *****. ***'* **** ** ***** *** *** industry **********....******* **** *** **** * ****** ******?


**** ****** ***** ***** ** **...........*** **** ****** ** *** think * ******** ** ******* ** *** **** *** *** age "**** ****" ** ******* **** * ******* ********** *** installing *** *******.....**** ** ********** ** *** **** ** *** consumer......

** *** *** ********* ***** ***** ******** *** ********* *** shouldn’t **** ** ***** ****** ******. **** ******** ******* *** you ******* **** ?

* ****** ********* *** *** ************ *** *********. * **** to *********** *** ***** ********.

*-**% ****** ** ***** **** *** ** *** ******** ** have ****. ********* **** ***** **** ****** *** ****** *** expect ** ** ** ** *** **** ********. **** **** pay * ****** **** **** ****** ******* *** ******** **** then **% *** **** **** ***** * ********. ******** *** a ********* ***, *** *** **** ***** *** *** **** is *** *******. *** *****, *** **** *** *** ******** but *** *** *** *******.

***** *** **** **** *** *** ****** ** ******* ******** Security ******** ******** ****** *** *** **** ** *** *** Security ************* **** ******* *** ******** ** **** ****** ** all *** & *** ******** *** **** ******** ********** ******* no *** *** ******* ** ******* ***** ******** ******** ****** sales.

***** ** ******* *** ******** ******** ****** *** *** ***** SECURITY ******** ******* **** ********* ******* ******** ********:

*****://***.***.**.***/********/***/**********/*************.***

*** ******** #*******

*******, ***.

*** ********** ******

******, ** *****

*** ** #: **-*******

*** ****** ** #: **********

************* ****** ******

***: ***-***-****

***: ***-***-****

******.******@*******.***

***.*******.***

*** ******** ***** *** ****** ** ******* *** ******** ******** contract **** ****** ***** *** *** *** "*** *****" ** purchase ** **** ********** ********.

** *******, *****, ***** ****, ********, ***, ****** ***, ****** VI, ***** ****, ****, ****, ******, ******* ******, *****, *****, Burgess **, *****, **** ****, ****** ******, ********* ********, ******, Compu-link, ****** ***, *******, ***, *********, ********* *, ******* ********, Ditek, ********, ******* ****, *****, ***** ****, ********, ****, *********, Gaitronics, *********, *********, *******, *****-*******, ***, ***, ****** *****, *********, Imron, ********, ********, *****, **********, ******, ***********, **********, **** *****, KBC *******, *******, *** ******, ******** **, **** ********, ****** HIG, ********, *********, *******, ******, ***, *****, *********, *****, *********, Panduit, *****, ***** ********, ******, ** ******, ***** ***, *********, Samsung, *******, **********, ******, ****, ***** ****, ********, ****-*-*****, ****** Wire, **** ******, **********, ********* ********, ******, ********, ******, ***** Solutions, *******, ****** ***, *******, *** ******, **** ****, ********, Wire ****,
**********, *******, **** ********

**** ** * ******** **** **** ****** *********** **** ****** are ** ******* **** ******* *** * ***** ***'* ********** the ******** ** ** *** ******* ***** ******** ********** ** sell ******** ** *** "*** ****" *** *** ** *********** in * ******** ***** ** ***'* ** *********** **** *** another *** **** **** ******** ********** ** **** ******** ** your ***-**** ** **** *** ******* **** ********* *********** *** any ******* ************, ** ****** * ****** **** ** ******** from ****, **** ***** ** *** **** ****** **** *** my ********.

#**, ****** *** ******* *** ********** **** *** **********. ** asked ****** ***** **** * *** ***** *** *** *** not *** * ********** *****. *'** ********* **** ******* ** them **** * ****** *** *** ***** **** *** ********. Either ***, ** **** ******* ** **** **** ****. ****** again.

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