Andy Slawetsky of Industry Analysts recently interviewed Eric Langlois and Viktor Nestrasil, representatives from MyQ, the Prague-based manufacturer of print management software.
The interview focused on introducing Eric as the new person representing MyQ in the US, as well as discussing MyQ’s innovative software and its applications in the printing industry.
Both Eric and Viktor will be attending the upcoming Sharp Dealer Conference in Las Vegas, where they will showcase MyQ’s latest offerings and network with industry professionals.
SOURCE Industry Analysts Inc.
Full Video Transcript
what’s happening Andy here I am joined
0:03
today by two friends from mycue how are
0:05
you Eric how are you Victor great Andy
0:08
how are you I am great what’s happening
0:10
we are uh here to talk about uh a new
0:13
hire from IQ we have Victor here who is
0:16
uh not actually here you are in Prague
0:19
and Eric you are as you told me before
0:21
we signed on you are the new guy you’re
0:23
down in North Carolina
0:25
um just wanted to kind of touch base
0:28
Victor I’ll let you do the the honors
0:29
give us the overview who is my cue just
0:32
just follow me what do you guys do
0:34
okay okay so so uh I believe that uh
0:37
maybe all of your listeners probably
0:39
know that Mike you is uh developing a
0:42
print management software uh we’ve been
0:44
around for a long time uh as you can see
0:47
on my t-shirt the number 30 so we uh
0:50
recently celebrated 30 years in in the
0:53
print industry it’s not tied to the
0:55
entire company uh it’s it’s tied more to
0:58
our Founders uh because Martin’s father
1:01
had a Distribution Company uh here in
1:03
Czech Republic and uh then he just uh
1:06
get in touch with his uh old classmates
1:09
from high school and they started to
1:11
develop uh what now we call MyQ so my
1:15
queue as a company is around for 15
1:17
years uh but uh
1:20
maybe I can I can start with saying uh
1:23
what’s new at MyQ because yeah yeah
1:25
let’s let’s move right into that and
1:27
talk about you know so you guys are
1:29
print management Cloud Print
1:30
um software Solutions you work with a
1:33
lot of dealers over here you’re uh very
1:35
well entrenched with Kyocera dealers I
1:37
know you’re expanding your reach I
1:38
believe we’ll be seeing you at an
1:40
upcoming dealer event in April is that
1:42
true
1:43
it is true yes yes okay I didn’t want to
1:45
so we’ll get to that too so uh let’s go
1:48
get into uh what’s new at MyQ and then
1:49
we’re gonna move on to Eric
1:51
okay perfect so uh there’s something you
1:54
and Mike you every day and there’s
1:55
always something going on uh sometimes
1:58
to the point where it’s almost
1:59
impossible to keep up with everything
2:00
but I’ll try to highlight a few points
2:04
that may be of interest to your
2:05
listeners so
2:07
recently I read a book about a corporate
2:10
growth and how to properly initiate and
2:12
manage corporate success and I thought I
2:16
would find some magic formulas and
2:17
tactics and strategies in there that I
2:20
would be able to implement in a in a
2:21
very corporate processes however in the
2:24
first 100 Pages the same word was
2:27
repeated again and again and the Word
2:29
was people and at first it didn’t seem
2:32
very important to me because I was still
2:34
trying to to find those strategies and
2:36
tactics but uh then when I finished the
2:39
book I thought about it and I asked
2:41
myself when I was still a professional
2:43
ice hockey player what was the first
2:45
thing I did before each new season I
2:48
made a list of the people I was playing
2:50
with on the team and a list of people I
2:52
wanted on the team so we started to
2:54
contact those I wanted and once the team
2:57
was built I gave everyone specific roles
2:59
and objectives that they would be
3:01
responsible for and why because the
3:05
priority in in my opinion shouldn’t
3:07
really be to create a strategy or some
3:09
final objective that we would want to
3:12
achieve as a team the priority is
3:15
finding the right team right and once
3:18
you have the right people around you
3:19
then you can always figure out how to
3:21
achieve success but without the right
3:24
people you can make up whatever goals
3:26
you want but you will never be able to
3:27
achieve them because you’ll be working
3:29
with people who are holding you back or
3:31
who are directly sabotaging your work
3:33
but building a team like that is a hard
3:36
thing to do because you you can’t look
3:38
for the best of the best in sport you
3:40
need to find people who stand out in
3:42
different ways so you need a striker you
3:45
need a Defender you need a playmaker you
3:47
need someone who will play tough so that
3:49
it all fits together and in my opinion
3:52
the same goes for work environment
3:54
that’s why I mentioned on our last
3:56
podcast that my goal is to build the
3:59
right team and that’s why I brought Eric
4:01
today because Eric is an industry
4:04
veteran who brings not only knowledge
4:06
and long-term professional relationships
4:08
but more importantly his personality
4:10
which is a great straightforward team
4:12
furthermore uh we all we will be also
4:16
hiring a pre-sales manager by the end of
4:18
this week and we have seven more people
4:20
waiting to be interviewed so uh we are
4:22
really expanding our team in the US and
4:24
in addition to the team expansion your
4:27
listeners might be also interested to
4:28
know that we started providing Premium
4:30
Plus support uh which includes 24 7
4:33
support So for some dealers this can be
4:36
a very attractive offer but for some
4:39
dealers it can also be a necessity as in
4:41
some projects or cases you simply need
4:44
24 7 support or you cannot win
4:47
and the last thing I’ll mention is that
4:49
with the addition of a pre-sales manager
4:52
we gain tremendous experience that can
4:54
be used when offering Professional
4:56
Services we have had these services in
4:58
our portfolio for a long time but with
5:00
this person on board I can say that we
5:03
are taking it to a whole new level and I
5:05
really hope that our partners will be
5:07
happy with that as they will only get
5:09
the right support but also another
5:11
opportunity to monetize uh certain
5:14
services so this is what’s new at Mikey
5:17
well 24 7 support that’s very exciting
5:19
especially when you’re running on a
5:21
global clock right so that that’s
5:23
amazing um you know most customers don’t
5:25
need that but for the very few that do
5:26
they need it and they’re yes clearly you
5:30
know they’re willing to pay a premium
5:31
for that so that’s a really nice
5:32
addition
5:34
um so I guess now we introduce Eric he’s
5:36
uh are you Eric why are you uh are you
5:39
the one who’s gonna be sitting up 24 7
5:40
or 365 days a week answering those calls
5:43
or uh tell us about yourself and what
5:45
your role is welcome to my Welcome to
5:47
our show thank you very much now um I
5:50
won’t be the man Manning the phones but
5:52
I think everybody on every team is in
5:55
sales so when it comes down when push
5:57
comes down to shove we’ll all be pulling
5:59
the weights and and supporting our
6:00
customers so I I believe that uh you
6:04
wanted to know a bit more about my
6:05
background and how I fit into this team
6:07
so I’ll start there
6:09
um you know it’s it’s a fairly simple
6:11
story when I left the military up in
6:13
Canada I literally picked up the phone
6:15
book uh dialed C for Calgary copiers I
6:19
got myself an interview uh luckily I got
6:22
the job and started selling photocopiers
6:24
at the time that they were analog
6:26
in a zip code actually a postal code
6:29
yeah so a lot of us have that story
6:31
right it’s kind of a fun bonding effort
6:33
if you will of looking at who’s been
6:35
where and you know how you learn a lot
6:38
of people going through the Xerox sale
6:40
schools and whatnot so yeah nothing
6:42
nothing is more educated than getting
6:43
thrown out of a few buildings right
6:46
yeah it keeps you humble that’s for
6:48
darncher
6:49
um
6:50
so that same point Calgary copper became
6:53
a an out it was an Alco Branch it became
6:55
icon I think a lot of us are familiar
6:57
with that but that was me that was me
6:59
and that branding right and became Rico
7:01
you know the rest of that story yep but
7:03
but what I noticed about that time was
7:05
what was interesting I never touched a
7:07
uh a computer uh until the point that I
7:10
got into sales selling photocopies and
7:13
at the time their analog as you know uh
7:15
some of them were digital on the color
7:16
side but that was CMYK you know a whole
7:20
other science to that
7:22
um so I I noticed a trend I paid
7:24
attention to what was going on there so
7:25
I started educating myself on computers
7:27
I also had a background of processing
7:30
photography as a hobby in the military
7:31
so I understood the science of color so
7:34
I was able to make that jump once I
7:35
started learning the language of I.T if
7:38
you will and learning the language of
7:40
CMYK so from there I went to manage some
7:43
national programs for for different
7:45
companies in western Canada
7:47
manage the mighty leasing companies and
7:50
and portfolios at compact now HP uh I
7:54
moved on to partner companies that we
7:56
all know like EFI like ESP like X right
7:59
uh finally Nuance which is more relevant
8:01
to my role now and also two years at
8:04
DigiTech systems in the cloud space
8:06
which is a phenomenal company with a
8:08
great story to tell also in the in the
8:10
cloud but all those things taught me a
8:12
lot and uh some of those intangibles as
8:15
Victor was talking about are some of the
8:17
things that made this attractive to me
8:19
the quality of the people the technology
8:22
I was impressed that uh my QX became you
8:26
know a whole other product built from
8:28
the ground up in my Q Roger for the
8:29
cloud at the time that we needed the
8:30
cloud and work from home when covet hit
8:32
so that was impressive to me so I came
8:36
over here to apply all those experiences
8:38
to both the technology and the team and
8:41
to grow Partnerships from a revenue and
8:44
from a trust perspective you know just
8:46
growing with Partners as well as
8:48
managing the team from a GM capacity if
8:51
you will
8:52
well it’s well welcome it’s uh you know
8:54
another clearly another great investment
8:56
to uh to our Market made by by Mike you
8:59
and it’s exciting to hear you’re going
9:00
to bring some more people on to help you
9:02
with that
9:03
um so moving on what are we going to uh
9:06
what are we going to do going forward
9:07
you know where are we going to see Eric
9:09
and his team
9:10
um Victor why don’t you talk about uh
9:12
activities what do you guys have coming
9:13
up that uh where maybe in the U.S and
9:16
maybe even not in the US what’s coming
9:18
up from IQ
9:19
okay
9:20
uh so here I’ll probably mention three
9:24
things uh in particular uh we would like
9:28
to focus on our visibility in the U.S
9:30
market
9:31
uh our approach to uh the partners in
9:34
our portfolio and uh the way how we
9:38
would like to realize our corporate
9:39
Mission which is to respect people
9:41
that’s uh from behind I cannot show you
9:44
the teachers I would be standing up I
9:46
don’t want to do that we’ve taken we’ve
9:48
had great pictures of those shirts
9:49
everybody at your um your conference
9:52
earlier this year had those you guys
9:53
weren’t even I don’t even think either
9:54
of you were working there yet um but uh
9:57
earlier in the uh late last year you had
9:58
a great kickoff to celebrate the 30
10:00
years and the whole whole company was
10:02
wearing those shirts it was really yeah
10:04
it was quite impressive yeah so so maybe
10:07
let me explain a little bit more uh
10:10
visibility and our approach to Partners
10:13
have want to think in common so I will
10:15
explain them together
10:17
in this day and age which is very
10:20
Progressive we are constantly trying to
10:22
come up with new methods to achieve
10:24
success and I’m referring especially to
10:27
the younger Generations who are
10:29
currently gaining positions with uh
10:30
decision making hours
10:32
however we here at MyQ recognize that
10:35
previous generations achieved success
10:38
not by chance but through proven methods
10:41
and that’s why I would like to go back
10:44
to the approach that was perfectly
10:45
normal for the older Generations right
10:47
so because they just got up went to the
10:50
field and worked hard when it was needed
10:52
instead of being afraid of stepping out
10:54
of their comfort zone
10:56
so we’ve created a plan full of new
10:59
activities that we are going to be doing
11:02
this year the most important of wage uh
11:05
is attending conferences and similar
11:07
types of events where we will be able to
11:09
meet new people face to face which is
11:12
really important for us build new
11:14
relationships and therefore improve our
11:16
approach to Partners a little bit
11:18
because we want to be as close to them
11:20
as possible and give them the best
11:22
support we can as for the third point
11:25
which is the way how we would like to
11:27
realize our corporate Mission which is
11:29
to respect people as I said that’s
11:31
that’s a bit more complicated and and
11:34
you know that the goal a few years back
11:36
was to develop a product that was
11:39
limiting people we were developing
11:41
something that created rules and that
11:43
helped companies to reduce costs and
11:46
save money the product is still
11:49
extremely important however the people
11:51
or the users of our products are much
11:54
more important to us but users don’t
11:56
like to be limited or told what they can
11:58
and cannot do right that’s why we
12:00
started developing our products with a
12:02
slightly different Vision
12:05
um we no longer want to limit them but
12:08
we want to respect them we want to
12:10
respect their needs and wants and
12:12
interests but besides realizing our
12:15
mission through adding features to our
12:18
products I would like to realize it in
12:21
another way which is to give something
12:24
back to the community helping people
12:26
around us is in my opinion uh the
12:30
ultimate goal that every company should
12:32
set for itself and that’s exactly what
12:34
we want to do at MyQ America
12:37
however I would like to leave this topic
12:40
open and perhaps ask your listeners to
12:43
reach out to us if they have any
12:45
experience with contributing to
12:47
Charities or if they have a charitable
12:49
organization themselves that we can help
12:51
because that would make me uh very happy
12:54
so so these three things are are our
12:57
priority at this moment well that’s
13:00
awesome here the charitable organization
13:01
I’m sure you have there will be no
13:04
shortage of companies that that you can
13:05
help I can tell you that most if not all
13:08
of the dealers that listen to this
13:09
podcast they um they are all very
13:12
involved many involved and contribute to
13:14
uh Charities that we’ve done over the
13:17
years that ride for Jillian is a big one
13:18
in our in our world of the Kanata dinner
13:21
every year is is perhaps one of the
13:23
biggest as well to two plus million
13:25
dollars and then every dealer on top of
13:27
contributing to those has their own
13:28
local
13:29
um local charities that they support so
13:31
it’s just one of the things that’s
13:33
always really impressed me about this
13:34
industry is is the way they they give
13:36
back and and how important they think
13:39
that is to help in the communities uh as
13:42
far as where will we see you um coming
13:44
up next month you have um I’ll let you
13:47
say where are you going to be next month
13:48
we will be in uh Las Vegas attending
13:52
sharp conference so this is going to be
13:54
your first sharp U.S conference it’s a
13:56
great one uh Eric are you going to be
13:57
there I will I’m looking forward to it
13:59
it’s been a minute since I’ve been there
14:01
it’s yeah well uh welcome back to the
14:04
industry you’re gonna lucky for you
14:06
you’re probably going to get there quite
14:08
a bit more than you want to but it’s you
14:10
know it’s a great place it’s a central
14:12
place easy to get to and then and you
14:14
know for the bigger conferences it’s
14:16
still one of the the places that they do
14:18
a lot of these shows so um sharp is
14:20
coming back it’s going to be at a great
14:21
hotel and uh you you made a big splash
14:24
last year at your dealer meeting neither
14:26
of you guys were working there yet but
14:28
you had a huge team from uh come out
14:30
from the Czech Republic from Prague you
14:32
also had some local people here as well
14:34
so and you had a great spot front and
14:35
center in that in that product fair so
14:37
hopefully you’ll make a big splash when
14:39
you come over here as well uh Eric let’s
14:42
I didn’t want to walk away too far too
14:43
quickly from it but um I didn’t want to
14:46
touch on one of the things you know when
14:47
you came to my uh my my queue
14:51
um you know yeah a well experience you
14:53
know the military and thank you for your
14:55
service by the way and then obviously
14:56
jumping right into the copier industry
14:58
you were kind of you know a lifer at
15:00
that point I guess it was only a matter
15:01
of time so a lot of us come back to it
15:03
um what was it about my cue you know you
15:06
mentioned a few things but um you know
15:08
there’s a lot of hiring going on out
15:10
there and your background you probably
15:11
had a few options so what was it about
15:13
Mikey that you really liked
15:15
you know it’s it’s I kind of touched on
15:17
it a little bit but yeah thanks for
15:18
asking I’ll kind of dive into it a
15:20
little bit more I’ll give you uh I’ll
15:22
give you the straight Goods the people
15:23
the technology is the simple answer how
15:25
how do you quantify that so when I was
15:28
military I went uh to Infantry
15:31
it’s just what was available at the time
15:33
then joined uh Special Forces why
15:35
because I wanted to challenge myself see
15:36
if I could do it so I became a
15:38
paratrooper although to this day I’m
15:40
still afraid of heights there you go I
15:41
said it on a podcast uh that’s that’s
15:44
full uh that’s full fully honest I still
15:47
don’t like it but I did it because I
15:48
wanted to convince myself that I could
15:50
do things that were seemingly beyond my
15:52
reach or you know my my reality
15:54
so why this I’ve seen it a couple of
15:57
places where people really want to be
15:59
part of the best Victor touched on it
16:01
with his hockey experience I played
16:02
hockey to this day and I still see it I
16:05
like the team sport I really like
16:06
contributing
16:08
um to the team sport but how do you
16:09
measure effort we all measure results in
16:11
this business especially how much
16:13
Hardware software Revenue have you sold
16:14
clear tangible one or zero done but how
16:18
do you measure effort or the willingness
16:19
to to win how do you measure a person’s
16:22
effort are they at 100 or is the team at
16:25
100 percent
16:26
those things are really intangible it
16:29
goes it basically it goes to fly by feel
16:32
so as I went through the process of the
16:35
interview and met with the team I was
16:37
impressed with the quality of people and
16:38
I was impressed with the mindset
16:40
um and I’ve only seen it a couple of
16:42
times I won’t mention the companies but
16:44
because those companies did extremely
16:46
well because beyond the capacity beyond
16:48
the resources there was this willingness
16:50
to win this effort that was in place and
16:53
it comes down to I don’t need the glory
16:54
I can make a pass and celebrate the goal
16:56
from my team and that’s what I’m seeing
16:58
here
16:59
that’s very cool it is it is um it is a
17:02
very team oriented effort I mean
17:03
especially the way these dealerships
17:05
operate you know you have sales you have
17:07
service you have Specialists you have
17:09
training uh both internal from the
17:11
vendors and then from companies like you
17:13
so you know it is it is a team and it’s
17:15
interesting um feeling a bit inadequate
17:18
here Special Forces uh professional
17:20
hockey player and then a guy who didn’t
17:23
study hard enough in college
17:27
we’re all being honest Andy that’s fine
17:30
yeah but you all wound up in the same
17:32
place as I did so I don’t know maybe uh
17:34
maybe you’re pulling me up or I’m
17:35
dragging you down
17:37
um you know we’re kind of coming to the
17:39
end of this but I I wanted to uh I do
17:40
want to switch gears and talk to you
17:42
Victor about some stuff you you
17:43
mentioned last time I wanted to get a
17:45
bit of an update you had a um you had a
17:47
sharing initiative that we were we were
17:49
talking about in the last interview and
17:51
it was just sort of announced at that
17:52
point and now you’ve had a couple months
17:54
to
17:55
um see how it’s going roll it out get
17:57
some people using it dealers end users
17:58
can you give us an update on that or is
18:00
it too early
18:01
uh no I can I can absolutely uh
18:05
printering is is something uh I cannot
18:08
stop thinking about that I I see a great
18:10
feature in it and I can’t wait to see it
18:13
launched for the global market however
18:16
uh before we start offering it to
18:18
dealers uh we wanted to make sure that
18:21
we give them the best product they have
18:22
ever seen which is uh why we are still
18:24
monitoring our product in a couple of
18:26
pilot projects we started a few months
18:28
back uh I believe it was at that moment
18:31
when we were making the podcast uh and
18:34
we currently have a project uh in a
18:37
co-working environment a national
18:39
library here in Prague and the Academy
18:42
of Fine Arts and I was really nervous
18:46
before they started using our technology
18:48
uh because I I had no idea how they
18:51
would react to it and if it would really
18:53
help them as much as we expected however
18:57
when I went to the meetings at these
18:59
locations to see if they were satisfied
19:01
with it all of my fear was lifted uh
19:04
people just love it uh and for example
19:07
uh yeah
19:09
for example the owner of the co-working
19:12
space sends me a message every week and
19:14
thanks me for providing them with our
19:16
product Mikey Roger because now he
19:18
doesn’t have to worry about the ID
19:20
infrastructure he doesn’t have to work
19:24
there as it administ it admin anymore he
19:27
doesn’t have to set up the print
19:28
solution he doesn’t have to worry about
19:30
signing up new users Etc because Mikey
19:33
Roger is a public Cloud product that
19:36
requires no I.T infrastructure and most
19:38
importantly it’s so intuitive that the
19:41
users can actually set everything up
19:45
themselves as for the Academy of Fine
19:48
Arts here in Czech Republic there again
19:50
they can’t believe that the students had
19:53
such a need to print before the only way
19:56
they were offered printing was by going
19:58
to the library and asking someone to
20:01
print a few documents for them these
20:03
documents had to be emailed to the
20:04
person and only the
20:07
and now they have a publicly accessible
20:10
printer there and everyone has the Mikey
20:13
Roger app on their phone so anyone can
20:15
walk up to the printer and print
20:17
anything themselves at any time
20:20
right so there’s a billing solution it’s
20:23
all tied in and and just I love that you
20:26
may be able to take it from the phone
20:27
because obviously laptop in the school
20:29
environment uh or you know that that’s
20:32
the automatic right and that’s expected
20:34
but when you start getting the mobile
20:35
phones and also tablets because they
20:37
tablet prints like a phone it doesn’t
20:39
print right it doesn’t print like a like
20:41
a a computer
20:43
um I have to imagine in a school
20:44
environment printing from mobile devices
20:46
has to be a huge huge uh lift for uh
20:51
exactly any school system I would also
20:54
say it’s it it will be a necessity it
20:57
you know because how the times change
20:59
and how we progress It’s it’s a it’s a
21:02
necessity already everyone has phones so
21:04
why not to use it that’s especially in a
21:06
place like like a school or university
21:09
so you know I’m I’m really happy for uh
21:13
the way how he does this product because
21:15
uh at first we wanted to use it uh as a
21:18
way to help the students but when the
21:22
teachers at that school saw that they of
21:24
course started using it as well uh and
21:27
they’re already asking us how much their
21:28
product will cost because they want to
21:30
buy it right away so we are really
21:32
excited about how this product is now
21:34
being tested and and your listeners are
21:36
probably wondering when they can
21:38
purchase it and so the the last thing
21:42
I’m gonna say before we finish the
21:44
podcast uh the plan is to launch print
21:48
sharing in the second half of this year
21:50
and in addition to our partners uh being
21:55
able to offer this original product
21:57
which will which can differentiate them
21:59
from their competition we’ve also set a
22:02
very affordable price that will be
22:04
attractive not only to them but also to
22:07
their customers
22:09
well that’s awesome are you going to be
22:11
uh giving a a sneak preview with the
22:13
sharp dealer meeting will people people
22:15
be able to see it or will it not be
22:16
there at that time uh not at the shark
22:19
meeting but you can expect some preview
22:22
in in the next uh I would say we’ll do a
22:24
demo or something on here maybe
22:26
definitely yes awesome so this is great
22:29
are you coming over with a team again
22:31
for the for the meeting at sharp or is
22:33
this just going to be a strictly U.S
22:34
team-led meeting I will be there I will
22:37
be there Robert will be there as well uh
22:40
our our plan is that we will invite of
22:44
course Eric and the new presults manager
22:46
to Prague uh so that they can see our
22:48
headquarters so that they can meet the
22:50
the people here uh and stuff like that
22:53
and and uh then I would say me and
22:55
Robert we would move to the U.S uh in
22:59
the next three or four weeks we will uh
23:01
go to Florida to see our Branch members
23:03
there spend some times with them and
23:06
then we will move uh then we will go to
23:09
the shark conference and after the shop
23:11
conference we will stay in North
23:12
Carolina
23:13
well excellent excellent good I I look
23:17
forward to having you guys over here
23:18
maybe uh maybe we can connect while
23:20
you’re down here but this has been
23:21
absolutely great
23:23
um we’re coming up on our time now and
23:25
and I do appreciate you guys uh you know
23:27
going through everything and explaining
23:30
the updates and very exciting to see you
23:32
uh spreading out and and getting into
23:34
some of more of these um you know
23:36
different different brands you know it’s
23:38
it’s it was nice that you were focused
23:40
on the ones that you were but you know
23:41
to see it kind of spider webbing out uh
23:43
that just brings this product to more
23:45
more customers more end users more
23:47
dealers so and Eric welcome aboard if
23:49
there’s anything I can do anything I can
23:50
help you guys with let me know and I
23:52
look forward to seeing both of you guys
23:54
actually meeting both of you guys in Las
23:56
Vegas
23:58
all right well thanks so much this has
24:00
been absolutely awesome and we will see
24:02
you guys soon thank you thank you thank
24:04
you very much for having us Andy have a
24:06
great one
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