Pelco Major Rep Shakeup

Author: John Honovich, Published on Jun 02, 2014

Pelco has ended their relationship with 5 of 8 Noth American manufacturer representatives while bringing on 2 new firms.

These moves have caused significant concern and discussion amongst dealers. In this note, we examine them, including feedback from Pelco.

Pelco ***********

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

"*** *** **** *** *****, ** **** ******** * ****** go-to-market ******** ***** **** **** *** * ****** ***** *****. As **** ** *** ****** ****** *******, ** ******** **** model *** ****** ***********. ** ****, ** **** ******* ** end *** ************ **** **** *** *****. *** *** ***** are ***** ******* ** (** ************ **** ** **** *******) and *** ***** ***** *********** **** ** ********* ******** ** dedicated ***** ***** *****."

******* *** ***** ****** ** ***** **** **** *** **, this ********* ** ****** *** ******** ** *****, *** **** heavily **** ************ ***************. ***** ***** ****,

"** **** *** * ****** ***** ***** ** ***** ** the **** *** ******* ********* *** * ****** ** *****. Working **** **** *** **** *** ********* ** ** *** preferred **-**-****** ******** *** *** ***** ** **** ****** **** possible."

** ** ******* ** ** *** ** ** *** '********' to *** **** ** ***** * *******, ****** **********, ***** the *** *******, ***** ******** **** *** ******* ****** ****** in ***** *******.

Reps ********

***** ** ******** **** ** **** ******** ** *********,********** *** *********, ***** ******** *** ******* ************* *** ************ *** ********* ***. * *** **** *** been ******* ** * ****** ***** ****** *********,***** *****. *** *********, *** *****'***** ** *** ******* ******** (*** ******* ** ** **** ***********).

*** ****, ****** * ***** ****, **** *****, *** ** devastating ***** **** ***** ******** * ******** ** ******* **** that **** (*** *** ********** **** ************ ****** ****** **************).

Increasing ****** ***** *****

****** **** ************* *** ************** *****, *****'* ********** *** ** its *** ****** ***** ***** ** *** ******* *********, ********** among ***** *** ***********. *** *******, **** **** ** *** firms ** *** **. *** ******** ******* ***** *** ***** a ****** ** ***** ***.

*** ***** ********* ******* *** **** ********* ** ******* ************* or ***** **** ******* * ****** **** ** * ****** because **** *** ******** ** **** ********* *****. ** ********, larger ************* **** ***** ***** *** *** ** *** ******** can **** ********** ******** ***** *** ******** ****** ** **** region.

Pelco ****** ****?

***** ********** *** ******** ***** ******** **** *** **** *** years ** ***** ******'***** ** ****' *********. ******* **** *** ****** **** ***, *** ******* ** that ***** ******** ** ******* ******** ***** *** ********* ***********.

**** **** ** *** ****, **** ** * ***** ************ rep *** **** ********* ******* ** *** ******** ***** ******* and *** ******* ** ***** *******'* *********** ***********.

***** ***** ***** * ***** ***** **** *** ****. ***** Pelco *** **** **** ********** ******** **** ** ***** *** internal ***** ****.

****** ***, ***** ******* *** ***** ***********, ******* *** ********** that ***** ** ******.

Comments (50)

** ** *******, ***** **** ***** "**** ****" ** **** as ********* **** ****. **** **** **** ** ***** **** engineers *** ******** ******* ********* ****** *** *********** *** *** corporate ******* ******* ************ **** ********-******* ** ******-*******. *********** ** changing ******* **** **** *** ****** ***** ********** ********.

**** *** ******* *** ** *** *** ***** **** **** to. * ***** **** *** ******** ******* * ******* **** is ************ ***/** **** ** *********. ***** **** **** *** Schneider ******** **** *** *** ***** *** *** **** ******. I ***'* **** *** *****. *** ** *******, **** ***** don't **** ** ******* *********** *** *** **** **** **.

* ** *** **** *** *** ******** ***** ** ******** to ***** ****** **** *****. ********* *** **** ***** *** by **********.

* **** **** ** *** ************* *** ***** *** **** 15 ***** *** **** ******* * ********* *****. ** ** a **** *********** ***** *** *** ** *** **** ********* entities ** ************ ***. **** **** ****, **** *** ** the ***** ***** *** **** **** ***** *** ***** **** time *** *** **** ********** ******* ****** *** ********** ****** for ******** ******** **** *** ****'* *** ****'*. *******, * believe **** ******* **** **** * **** ***** *****, *** industry ******* **** ******* ** ** *** **** ***** *** it's ***** ***** *** ******* **** ******. *** *****'* ** both ********* ********* ** ****** **** ******* ***** *** *** party *** ******** *** ****** ************ **** **** *********** ** take *********** ***** **** **** *****. ***** *** ****, *** the ***** ** ****, *********, *******, ****, *****, *** ******** ate ***** *****. ** ** ******** ************** ******* **** ***** being ******** ** ********* *** ************ ***** *** **** ***** offloading * *********** **** ** ***** ******* ** ******** ** Dell, **, ******, ***, ***, ***. * *** **** ********* that * ***** ********** ** ***** ******* *** ******** **** to ***** ******** ********* *********.

***** ******, ********** *******, *** ** *** ******* ****** **** it *** **** ** *** ****. ** *****'* ****** ** it's *****, ***** ****, ***********, **********, ** ****. ******* *** change ** ******* **** **** *** **** *****.

**** **** ****. ***'* ** ****** ** ******. ******* **, or ******* **** *** **** *****!

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

* **** ******** ** ***** **** ***** ** **** *********** their ************ **** ******** *****. ********'* ********* **: **, **, AR, **, **, **** **

* **** ** ****** ** *** ******* ** ***** * rep?

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

*** ******* ** *** ******** ******* ****** ** ******, *** the ************ *** **** ****** ** ** ** **** ***** me *** *** ******* * **** ** **** *** **** from *****. *** **** *****'* ****** ****, ***** ***** ***** Experts *** **** ****** *** $*** ** ******* * **** drive **** **** **** ** * ******, ***** **** ***'* cover ***** ********.

******, ** ********* *** **** ******* ** ** ** ************** experience **** *** ****** ****** ** **** ** **** *** manufacturer’s ************** ** **** ****. ** *** *** ****** ********, we **** ***** ******* ******* ** ******: ******** (******* ********), Mississauga (*******) *** ******** (******), ***** *** ******** ** *** and ***** *******. ** ********* ******** *** ******* ****** ********* and *** ********* **** **** *** ********* *********** ******* *** levels ** *******.

** ****, ** **** ******** ******** ***** ******** ***** ***** Experts ***** **** **** ** *****. ** ** ** ********* for ** ** **** **** **** ***, ** *** *** willing ** ***** * *** ******* ******* ** **. *** I **** ***** *********, *** ******** ***** *******, ******* *** offline?

***** **** / ****** ********* ******* ******* / ***** ** Schneider ********

***** **** *** ***** *******, *** ****** ** ***********, *** the **** ***** *** ***** ** ******* **, ** * product *** ** *** ****** ***** ***** ******* (***** *** IP) **** **** ******** ** *** ***** ** ****, *****, Avigilon, *******? **** ** *** ***** ********** ****, ** ***** more ** ** ***-******** ******** **** *** *** ***** ******** by *********, ******* *** *****?

*** ****** ***** ******* *** ******* ** ******* ***** ******* / *********** ** ***** ***** *************, ** *********** **** ******* generations ** *****. ********** ***** ********** *.*. **** ****, **** **** *** ** *** *** **** of *** ***** *****, ********** ******** ** ******** *** ******* who *** **** **** ********** ** *****.

***** *** * ******** ***** - ******* ****** *** ******. Endura, ***** ********** ********* ******** *** ********* ************ ******** ******** even **** ***** ******** *** *******. ******* ******, ***** ** have ********* ** * **** ****, ** ********** ** *** ***-****** *** **** **** ** have **** ** **** * ***** / ******* ******* ** Exacq (***** ** **** ** ********* ** ** ** *** acquired **** ********, ***** ** *** ******** **** ******** *****).

***** **** *** *** ** **** ****, *** **** ** makes *** ****** ** **** *****?

**, ** **, ** **** **** *********** :) *** ** strikes ** ** **** **** ** * ****** / ****** platform. **** *****'* ******* ** ********...

** ****'* *****...******** *****? **** ******* ********* *** **** **** never *********.

** ***** *****, ***** *** * ** *** ****** **** Vicon, ******* **** **** *** **** ********* *** *****. ****,************* *********** ***** ***** *** ********.

**** ****, * ** ***** **** *** **** / ******** is * ******* **** ** *****.

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

********* **** (********** *********)? **** *** ** ** ***?

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

** ** ******** *** ****** **** *** *** ** ***** confirmed ** ********?

**** *** ***.

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

********* ********? ******** ****? ******* *******? ** ***** ****** ******** our *&* ******** *** ******* ***** ** **** ***** ** have ******* ** **, ** ** *** ***** *** ***** force *** **** *** ************* **** *** ****** ** ***** to *** *** ** *** ***** *****. ****, ***'* ** the ****** *****.

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

* *** **** * **** *** ***********, *** **** ** *** ******. ** ****** ********* ******** / **** / ***********, ****** *****.

***** ******* *** *** ***** *** **** ***** ** *** Mid-West. ******* ******* ********* *** ***** ** *** ***** *** the ***-****.

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

***? ** ********* ****** ** **** **** ****** ***** **** Pelco? :)

* ***** ***** ***** ******, ****** **** ***** ** ******* afraid ** ****/***** ******** ****.

* ** *** **** *** ********* ** ***** *************, ** I ****** ****** * ***** ** **** **** * **** or *** ********. *** ***** *** **** ********** ****** **** might **** *** **** **** **********.

**'* **** * **** ***** *** ***** ***********. *** **** rep ***** **** **** *****?

********* *** **** *********** ***** ** **** ***** ** * factor. ***** *** **** ******* *** **** *** **** * years.

** ** ******* ***** **** ***** *** ********* ** ***** is * ********* *** * **** **** *** ** *****.

* ***** ***** **** **** ****** **** ********* *** **** felt ** *** **** * ****** ** **** ****** *** AD/Tyco *** **** *** ***** ** *** ***** ******. * don’t ***** **** *** ****** * ********** ****. *****/**** ***** more ******** ********/******** ******* **** ** **** ******'* **** * rep-firm ******* ********* ** ******** **** **.

**** *** * *** **** ** **** *** ** ******** cameras **** **** ***** *********** *******. *** *******, *** *** $250 *** ** *********** ****** ** *** *** * ** Illustra ******* **** ** *********** ******. (*** ***-** ******* ***** flyer) **** **** *'* ****, ********* **** ** ***** $******** ** ******** ******* * **** now.

****,

***** * **** ************ ********* **** ***** *** ******** ******** insight **** **** ** ** ***** ***** ** * ******** topic ***** ** ******** ** *******. ** ******* ******* *** question ***** ******** ** ******* ** *** "** **** ****"**** we ******* ** **** *** ********** **** ********* *** ***** to ***** *** ****** ** ***** ******; **!! **** ** mind ** *********** ********* *** *** **** ** ***** ** this *** *** ** **** ********!! *******, **** *** ****** of *** **** *+ ***** ********* *** ******* ***** * pattern ** ****** ****** * **** ****** ***** **** ********* badged ********* ***** ** ***'* (**** ***** ********) ********** ****** the ************* **** ***-***** ********* *** ******* ** *** ********* branded *** ********; **********, ********, ****** **********, ********** *** **** but *** ***** ********. **** ***** **** *** ****** ******** of ******** **** *** ***** ********** ** ********* ***** ******* since ** *** *** ***** ******** **** * ******* *********** and **** *** ****** **** *** **** ******** ** *** organization **** *** ****** ** ****. ****** **** ***** ** a *****/***** ******* ********* ** **** ***** ***** **** ***** not ** *********** ** ***** ** ***** ***** ********, (*,***+ End-Users ** *** ********** ****).

**** ******* ** ***** ** **** **** ** *** *********** included ** **** ****** ***** ********** **** ** ******** *** therefore **** **** *** ********* * *** ***** **** *** course ** *** ****** ***** ** ******.

**** ******* ** *** *** *** ********* **** ***** *** to ******* * ****** ** ***** ******* ***** *** *** reached *** ** *** ************ **** *** ****** ** *** last **-** ******. ** ***** ** ********* ** ******* ******** of *** ********, * ******* **** **** * ******* ***'* deployed (**** *** ************ ** *********** *** ********), ** ***-**** base *** *** *** *** **** **** ******** **** ***** and * ***** ****** ** *********** *** ***** ****** ***** their ********** ** *** "****** ****" *** **** **** ***** consider ***** ******** **** ***** ** ***** **** *******. ** are ***** ********* **** *** ************* *** ******** ** ***** successful *** ****** *** ****** ******** ***** **** **** ** our ********** ****.

*******,

**** *******

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

****,

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

** ********** / ************ **** **** ******* ** ***** ***** Panasonic's ********** ** *** ******** / ************ ******.

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

* **** ** ********** ********** - ****** ** **** ***** May ** - ****** ** **** ******* - ******** ***** Director - **** ********* **** ** - ****** **** ******** 6 "*******" ***** *** ***** ******* ** ******* *** ***** support, ******** ******, *****, ***...

****** ********* **** **** *** "...********** ******* *** *** ** best ******* **** ********* ********* " *** * **** ********* - ********, **, ********, ******* **, ******** **, ********, ***** Carolina & ***** ********

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

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

***** * *** *****, *** ** ** **** ** **. Langbaum ** * ***-***** ***. **** *** ******** ****** ********* for, ***, ******* ***** *** **** *** ***** *****.

******. ** * *** * ************, *'* ** ****** *** dining **** *** ****** ** ******** **** *** **** ****** rep ** *****.

@ ****. **** *** *** ******** ***** ** ** *******. Have *** **** *** ***** **** **** ** **** * cue ** *** *********** ** *******, ********, *****, ***** **********?

** **** *** ****** ********, ****** ****** *** ******** **, little ****** *** ******** ******** **** ** ****** ********* ** price ***************.

*** ***** *** ****: *****, ******, ********, ******** *** *****. The **** * *** *** *** **** ***. **** * look ** *** *** *** *****, ****'* * *** **** of *** *******. * *** **** *** ***** ** ***** plans ** ** ****** ** ***** **** * ******* (********, Langbaum *** *****). **** ** *** **** ***** *** ***** Mountains *** ****** *******.

*'** ***** *****'* **** * *** ** ********* ** *****, especially ** *** **** ** ******. ** ***** **** ******* money **** **** ***** ******** ** **** ** ***** *** retain ***** ******. ***. *** ***** ********** ** ******** ****** accurate *** *'** ***, *** ****** **** ***, *** ****** they ****. ** ** ***** **** ** ***** **** *****? I ***** *** **** ******** ** *** **** ******** ********* has **** *** *****? ********** ***** *** *** *** ***** they **** ** **, *** *** *** **** ******* **** the ******* ******* ********?

*'* ********* *** "********* ** **** *****" ****** *** ****, but ***** *** **** * ***** ** ********* *** *******, who ***** *** **? **** ** * **** ******* **** to *****.

***** ** ****** ** **** ***** **** ******** #*, *** rumors ** **** ********* *** ****. **** * **** ****** ********** *** *** ********:

***! **** ******* *** ******** **** *** ******* ******* **********.

***** * ***** **** ** *** *** * ****** ******* here ** *** *****. ***** ******** **** *** ********** ****** by *****. **** **** **** *** ** ** *** * while *** *** *** ******** *** **** ******* **. *** building ***** ** ******* ** *** ** *** **** *** sale *** **** **** * ****, ******** *** *****.

*** ***** **** **** ***** **** *** ******** ******** ****? Especially **** ** ******* *** ** *** ******* ** ***********. My ******* **** ******* ** ****** ** *** ****, ** that ** *** **** ****, ***** **** ** ** **** ExacqVision ****, **** ** ****.

* ****** ** **** ** *** ******* **** ** *** reader ******** ** **** ******. **’* *** ****** **** ** read, ********** ***** ****** **** ****** *********, *** **** ** the ***** ***** ***** **** ***** - ** *** **** hear **** *** ******** *** **** *********** *** *********, **** in ** *** *** ****** ******** ** ** *** **.

**** ** ******* **** ****** ******** ** ************* **** ***** facts. *** ***’* ** ****** ***** **. **** ******** ** compare *** ******* ***** ** *** ********-*** *****; **** ******** to **** *** **** ************. **********, **** ** *** ***** you *** **** *** *** *** *** ** ** ***. But **** ******** ***** *** ****** ************* ** *** ******** transitioned ** ** *** *** ****** **** **** *** *********** to ******. ** ******, **** ********* ***** ** *** ********: did ** ****** *** ***** ****? **.

**** ***** ****, ***** ** ********** ***** ********** **** ***** ago ** ** ************ ** ** ** *******, * ***** disagree **** ** **** “**** ******* *** **** *** **** five *****.” *** ********** ** ******* ** ** **** * lot ** **** ** ** ** ****** **. * **** to ***** ***, *******, **** **% ** *** ***** *** IP ***** **** ******-***** ****** **** ** *** **** **** years. ** **** *** *** ******* ****** ***** *** ** cameras *** *** **** (******** ***) *** ******** ** * revenue ***** *** *** ** *****, * ***** ******* ** say ** *** ****** **** *** **** ******** ** *** competition. ***********, * ***** *** ** ******* ********** **** **** on *** **** *** *********** ***** ********* *** *******. (*’* sure **** **** *** ** **** ** ** *********.) ** while **** *** *** *** ***** ** * ******** ** company, ** ** ** ******-*** **** ** *** ***** ****** over *** **** **** ** *** ****** **** ******** ** today’s ******.

*** ***** ** *** ******* ***** ** ***** ** **** to **, ** **** *** **********, *** ******-***** ***** ****** in **** *** **** *** *** ******* ******* ** *** US ** ****** *** ** ****** ******.

* ** **** ** ****** ********** **** ***** *** **** words. ****’* *** * ********* ** ************ ** * ***** basis ** **** *******, ** ******** ******* *** **** ***********, to ***** ** **** ******* ****: *** ********* *** **** matters ** ****, **-**** **********, ***** ******* *****, ******** ************ scores, ****** ****, **-**** **** ****, ***. ** * ******, I ** ********* **** *** ********’* ********** ** ********. ********* not ** **** ** * ***** **** *** * ** proud ** ***** ** ***, *** ********* (**** ********* ****** they *** **** ****) ** **** ********, *** ***** ** are ******.

** *** ** ** *******. ** *** * ******** ******* company. *** * ***** **** ** * ****** ***********. ** more *** **** ******** ****** ************ (**’* * **** **** no *** ** **** ******** *** ** ***** **), ** are **** ********* ** *** ******* ** ***** **** ***** companies ****** ****** - ******** ******* ****** ** ****.


*******, *** ** ***** ** *** ********* ***** *** **-**-****** strategy ********* *** ****. ** ** **** *, ** **** have * *** ***** (***, *****, **** *****, **** ***** & ********* *** *******) ** **** ** * ***********, ***** we **** ****** ******* * ****** ***** *****. ** *****, our ********** ** ***** **** ******** ******** *** ** *** confident *** ******* **** *** ***** ************ ** *** **** in *****.

***** *****

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

*****

*****,

"** *** * ******** ******* *******." - *******, *** *** level ** ******** ******* ******* ***** *** *********** *** ** my **********, ***** *********.

**** *** *** **** **** ***** * ******* ***** ****** many/most ********* *** ** **** ***** ***, ***** ***** *** customer ** *** *****, **** ** ** ******** ** *********.

**** *** *** *** **** **** *****'* ******* ********* ******** and ****** ***********. ******** ******** ** *** **** ********* **** that ********* ***** *** ******? **** ******** ** *** *******? Exploded ***** *** ********?

******* *** ****** **** **** ***** ********* **** ****** *** getting ******, * **** ** *** **. ***** **** ** listen ** *** ********* *** ******** ******* ********** ** *********. Now, **** ********* ****** *******, **** ***** ***** *********, ** at **** **** *** *** ******* ******* ******** ***** ******** about *** *******(*).

**** ** ****** ******* **** * ********* ***** ****** **** it *** ***** ********* **** ***** *** ***** ******** ** Schneider - * ****** ******* ** ******* *** ******* *******. What * ****** *** *** ********** ******* ** *&*. * expected ********* ***** *** *** ******* ** *********** *** ******** high ******* *** ****** ******** *** ** ** ******* ******** that *** *** *** ****.

*'** ** *** ** * **** *** **** ******* **********: within * ****** ** *****, ********* **** **** *****; ******** to ** ***** ************ ******* *** ***** **** ***********. **** happened ** ******** *********** ** *** **'* *** **'* (*****'* purchase ** ******, *****'* ******** ** ********* *** ***'* ******** by ******* (*** ***** *** ****** ******* ** *********'* ******** of ***** ***** *** ****** ********* *** **** ***** ** France *** **** ****** **** ****** * ****** ** ***** former ******)).

** ****, * **** *** **** **** ** ******* *********** to **** *** * ***** ** ******** ******* ** *** very ***** **. ** **** ****** **** ** ******* **** 1 ******* **** ******* *** ********* ************ *** *** ********* services ** **** *** ***** ** *** *********, ********* *** KnowledgeBase (***.*****.***/**) *** **** ******** ****** ****.

**** ********* ********* ******* (**** ****); ********* ******* ********** (*** by ***** ****); ********** *********** (**** *******); *** ****** ******** (Fran ******) *****, ** ******* ** **** ** ********-******* ******** Support ************.

***** **** ****** ** ****** ** *** **** ** *** improve. *** **** ** **** ** *** ***** - *** in *** *** ***.

** *** ******** *******/*********, * ** ************ **** ** *** perception. ***** ********'* ******** ** ****** *** ******** **.

----

*** **** ***** ** *************. ** ** **** *, *** Reps **** *******:

  • *** ******* **********
  • *.*. **** & **********
  • *********
  • **** ***** & *********
  • *******

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

*****

*****,

**. ***** ***** ***** *** **** ***** *** ** **** many ** **********. ** **** **** ***** **** *** ******* series ** ******* *** *** *** ****** *** * ********** disappointment, ** *** ***** **** ** *** ********* **** ******* their ********** ***** ***.

****** **** ** ***** ***** ******, ****** ** **, **** fit ****** * ***?

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

(** ****** ** **** *********, ********* ****** ***** ********)

****, * **** ****** ** **** ** *** ********* ******. I ** *** ********* ****** ***** ******** *** *********** *** your **** ** *** ******* *** *****. * ***** ******* the *********** ** *** **** **** *** *** ******* **** questions *** ******** ** ******. ** ***** *** ******, ***** has **** *********** ******* ** *** **** *** ***** *** I ****** ** ********** ***** *** ** ***, ** *** how * *** ** ** **********. ** ************ ** *******, but * *** ****** *** **** ***** ***** ********, ********* myself, **** ******** ** ***** ** **** **** *** ******** experience ** ** *** ******* ***** ********.

-- ****

@**.*****. ***** *** **** ** **** ** ******** ******** ** the ***** ******** ***** *** ****** *** *** ************ ** Surevision ******* *** ******* ****** ***** ** **** ** *** first **** ******* ****** ** ******* ** *****. ****** **** that * **** ***** **** *********** ******* **** ***** *** Endura **** ** **** ***********, ***** ****** *** *********** ******. Perhaps ***** ** * ******* ****** **** ** ** *** what *********** *** ******* *** **** **** **** **** ***** only *** '********' ********. **** * *******.

** *****,

****** *** **** ***** ****, * **** ** **** ** get ** ***** **** *** *** ** ******* *** ********* that *** *********** ******** **** ****** ******** *** ******* *** best ******* *** *** ***. *** *** ***** ** ** fahad.mahboob@pelco.com *** ****** **** ***** ******** ** *** ***/**** ******.

****,

*'* ******** ***** *** *** ***** ***** ** *** *** of *** *** ******. **** ***** *** **** ** ** email ** : ******@*****.***.

** *** *** ***** **** *** ******* ** **** ******* it **** ** ******. **** ******* ** *** * *** have ******* ** ** **** **** **** ** ****.

*****

***** *** ******* ***** ******* **** *** **** ** *** surviving ************ ****

****, **** *** *** *** ******** *** ****** ***** ***** in **** ***-*** ******:

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