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In an effort to provide one-stop shopping for their customers, the nation's largest copier companies are enlarging the scope of their businesses by purchasing systems integration and document services firms. By acquiring firms that can integrate digital copiers into computer networks and service those networks, as well as provide printing services on large projects, wow gold the firms are hoping to capture business that would typically be outsourced. "It allows us to provide a lot more solutions for a wider range of client applications," says Bob Raymond, sales manager for Ikon Office Solutions in San Antonio. "The goal is to be able to provide a one-stop shop," says Michael Fitzgibbons, president and chief executive officer of Felco Office Systems Inc., a company owned by Tampa, Fla.-based Global Imaging Systems Co. "Instead of being able to provide a portion of their needs, we're looking to provide a whole turn-key program." Several years ago, national business machine firms such as Ikon, Global Imaging and Danka Business Systems plc began purchasing independent copier sales and service companies in an effort to provide competitive prices and technologically advanced products to their customers. But as more copiers have become digital - and more customers are aiming to hook up their computer systems to their digital copiers - copier firms are stepping in to service that market. What's more, since more firms are preparing their documents in-house, business machine firms are working to provide just-in-time printing services - where they are able to print large quantities of documents for their clients on a demand basis. The goal, industry officials say, wow power leveling, is to have one sales representative selling all the various office equipment services to the company's customers. To that end, Valley Forge, Penn.-based Ikon recently renamed its document services unit to Ikon Office Solutions. Last December, Ikon-Night Rider, Ikon's document services division, acquired Legal Copies International, which owned Alamo Legal Copies of San Antonio. "It's important that we present our solutions to the market in a unified way so that customers can remember a single name for all of their legal and business document needs," Lynn Graham, president of Ikon Document Services, said in a prepared statement released last month. During the second quarter of Ikon's fiscal year 1997 alone, Ikon purchased 24 companies nationwide - nine systems integration firms, six outsourcing and imaging companies, and nine traditional office equipment firms. That brings the total number of companies Ikon has acquired in the first six months of this fiscal year to 47 - 19 in systems integration, 13 in outsourcing, and 15 in traditional office equipment. (Ikon, then known as Alco Standard Co., acquired Texas Copy in San Antonio in the early 1990s.) Bruce Ganger, director of digital and color programs for Danka, says that his firm has grown its systems integration and print-on-demand business internally for several years. However, last September the St. Petersburg, Fla.-based company purchased the office imaging division of Eastman Kodak. That division was already a top player in the print-on-demand business. Tom Johnson, CEO of Global Imaging, says the firm has 44 locations nationwide. In the past eight months, it has acquired two systems integration firms, one of which is the 34th largest in the nation. Fitzgibbons says his firm currently is holding talks regarding possible deals with some local firms. John Thomas, president of the San Antonio systems integration firm The Publishing Group, says he has been contacted by some of the major companies about providing services, but has yet to be approached regarding an acquisition. "They do use my services," he says. However, Sam Lorimer, vice president of SabreData of Austin, another systems integrator, says he has seen many of his peers nationwide get purchased or approached by some of the nation's major office equipment service firms. Of those, he says, Ikon appears to be the most aggressive. "I've seen a lot of peers get purchased by Ikon," he says. While digital copiers still make up only a small percentage of the market, industry analysts say it is increasing. Analysts says digital copiers make up less than 10 percent of the installed market. Digital equipment, which digitizes images electronically instead of using a light source, gears and drums, allows the use of one machine for various functions, including faxing and laser printing. However, digital equipment is becoming a larger source of revenues for the business-machine industry. For example, Xerox Corp., which has its own systems integration division, recently reported that digital sales accounted for 34 percent of its revenues, according to an industry analyst. "There's a sense that there's a lot of waste in a business environment by having a printer, world of warcraft power leveling, fax and a copier," says Kristy Thiese, an analyst with Raymond James & Associates in St. Petersburg, Fla. "The (digital) products are here now and there'll be more coming in a year." But while the digital market is still small, Thiese also notes that systems integration - because it involves servicing equipment - is similar to the copier service business, making it a good business for the business-machine companies to enter. For example, they are able to use the same dispatch system they are already using for their copier service people. "It's a similar business to run to the business they're already in," she says. "It's a good growth business for them." However, Thiese says that as digital copiers do take over the market, independent copier companies could feel financial pressure to expend capital to provide systems integrations and other complementary services. Duane Meehan, president of Office Communications Systems Inc. (OCS), the largest independent business machine firm in San Antonio, says he saw several years ago that digital copiers would create the need for systems integration and formed a division to address the need. He is expecting that division to grow. Indeed, Meehan says he was recently told by a top official of a major copier manufacturer that by the year 2000, no more analog copiers would be developed by the firm. "Everything they are doing is going to be connectable," Meehan says about copier manufacturers. "As a dealer, we've had to be fully prepared to sell and service digital copiers." So far, Meehan says that adding systems integration to his business has helped fuel the firm's growth. OCS has seen its revenues grow by more than 60 percent over the last three years. Digital propelling copier businesses to broaden scope

HAPPILY lived Mankind in the peaceful Valley of Ignorance. To the north, to the south, to the west and to the east stretched the ridges of the Hills Everlasting. A little stream of Knowledge trickled slowly through a deep worn gully. It came out of the Mountains of the Past. It lost itself in the Mashes of the Future. It was not much, as rivers go. But it was enough for the humble needs of the villagers. In the evening, when they had watered their cattle and had filled their casks, they were content to sit down to enjoy life.wow gold, The Old Men Who Knew were brought forth from the shady corners where they had spent their day, pondering over the mysterious pages of an old book. They mumbled strange words to their grandchildren, who would have preferred to play with the pretty pebbles, brought down from distant lands. Often these words were not very clear. But they were written a thousand years ago by a forgotten race. Hence they were holy. For in the Valley of Ignorance, whatever was old was venerable. And, those who dared to gainsay the wisdom of the fathers, were shunned by all decent people. And so they kept their peace. Fear was ever with them. What if they should be refused the common share of the products of the garden? Vague stories there were, whispered at night among the narrow streets of the little town, vague stories of men and women who had dared to ask questions. They had gone forth, and never again had they been seen. A few had tried to scale the high walls of the rocky range that hid the sun. Their whitened bones lay at the foot of the cliffs. The years came and the years went by. Happily lived Mankind in the peaceful Valley of Ignorance. Out of the darkness crept a man.wow gold, The nails of his hands were torn. His feet were covered with rags, red with the blood of long marches. He stumbled to the door of the nearest hut and knocked. Then he fainted. By the light of a frightened candle, he was carried to a cot. In the morning throughout the village it was known: "He has come back." The neighbors stood around and shook their heads. They had always known that this was to be the end. Defeat and surrender awaited those who dared to stroll away from the foot of the mountains. And in one corner of the village the Old Men shook their heads and whispered burning words. They did not mean to be cruel, but the Law was the Law. Bitterly this man had sinned against the wishes of Those Who Knew. As soon as his wounds were healed he must be brought to trial. They meant to be lenient. They remembered the strange, burning eyes of his mother. They recalled the tragedy of his father, lost in the desert these thirty years ago. The Law, however, was the Law; and the Law must be obeyed. The Men Who Knew would see to that. They carried the wanderer to the Market Place, and the people stood around in respectful silence. He was still weak from hunger and thirst and the Elders bade him sit down. As it was in the beginning—as it is now—and as some day(so we hope)it shall no longer be。 a ery nice poem

For decades, the Twin Ports' economic landscape was planted firmly in big business such as manufacturing, shipping, and mining. Although these trades are still vital to our economy, today's technological advances are sowing the seeds of a new entrepreneurism that is allowing more people to jump the corporate ship and test the waters of going into business for themselves. Home-based businesses in our region have emerged from the shadows in recent years and proven that they can have a measurable impact on a local economy. We spoke with several area home-based business people about why this impact will continuewow power leveling, to grow in coming years. In addition to offering tips on how to start a home-based business, they also explain why membership in the Chamber of Commerce is even more important to those who go it alone. Mark Anthony, president of the Home-Based Business Association of Minnesota, operates an extremely infon-native web site on the subject (www.hbba.org). Anthony believes that Duluth is ripe for more home-based businesses. He says, "Duluth and the Iron Range are explosive right now in regard to this trend. We've had a lot of inquirie from the area." Anthony says that a bias once attached to this type of business is eroding. "There is still a stigma with home-based businesses among dyed in the wool corporates," begins Anthony. "Just five years ago, it was like pulling teeth to get someone to admit that they worked out of the home. Now, it's become almost a status symbol." Perhaps the image of home-based busi ness is improving because more people are realizing that its contribution to the community is no nickel and dime matter. "Home-based business people spend their money locally and it adds up to thousands annually," says Anthony. "Cities need to encourage these businesses, because they help sustain a local tax base." One local entrepreneur who agrees that these businesses are vital to the economy's health is Ken Nebel, of K.H. Nebel Associates, d/b/a Nebel Financial Services. "If you look at the statistics, businesses that employ one to five people represent a huge segment of the economy," he states. "A lot of these businesses are home-based. We are lucky here, because we don't have the zoning restrictions and other obstacles that home-based business faces in the Cities." Nebel affirms that home-bworld of warcraft power leveling, ased business people are strongly committed to their communities and prove that with their spending habits. He says, "I've found that Samls Club has terrific deals on office equipment. Sam's Club is the home-based-business supplier for Duluth. Its manager, Jim Caesar, another Chamber memher, is very supportive of the small businessperson." John Pegg started the Entrepreneurs' Connection organization in Duluth two years ago. "We are definitely growing," Pegg says. "We have about 100 people on our mailing list and I continue to meet more people who are looking for more options." Home-based businesses are also changing how larger companies operate. Mary Smestad owns Positive Solutions, and is a customer service consultant. She points out that more corporations are turning to contract services to protect their bottom line. "It's a great selling point for my business," explains Smestad, "To tell a company that, by hiring me on a short-term basis, they save money on taxes, annual salary and benefits. I think home-based businesses in Duluth will really take off when more companies learn the benefits of using their services." All of our contacts agree that Chamber membership is not just for storefront businesses and large corporations. "The smaller the business, the more important Chamber participation is," says Ken Nebel. "My best clients came from referrals from other Chamber members." Mary Smestad adds, "The networking is so important, and so is the education about other companies. It's also a great morale boost for me - the Chamber is sort of my cheerleader." If you are considering starting your own business, heed the seasoned advice of those who have gone before you: get informed and be prepared. "You're going to be blindsided some months, no matter how good your business plan looks on paper," says Smestad who attended classes at The University of Minnesota Duluth's (UMD) Center for Business Development before starting Positive Solutions. "All of the freedom - flexible schedule, being in wow power leveling, charge of my own destiny - comes with a price; you're giving up the security of that monthly paycheck. Discipline and selfmotivation are key. For every day you take off, there's an 18-hour day to make up for it. Know there's a big learning curve at first; learning when the slow months will occur, so the next year, you can plan ways to fill those gaps." Smestad says that the classes at UMD and at Lake Superior College provided her with excellent preparation and support. Beth Travis-Betts, owner of Art Direction and Advertising agrees. "I took small-business classes at UMD and at Lake Superior College. You learn how to determine profit and loss statements, how to mark-up a product, how to register with the State as a business, and how to handle tax issues. In fact, the instructor actually comes to your house once a month for the first year to assist you with start-up." Travis-Betts explains why education is so important to a home-based business. "One gets pretty isolated working at home, and these days you have to keep up with new technology to stay competitive." She also offers a little advice on how to create a business image without spending a lot of money. "The phone company has resources such as market extension lines. They allow you to have two numbers, world of warcraft power leveling, a residential and business phone number, with only one phone line. That way, you r business can be listed in the Yellow Pages. Home-based businesses have sparked entire industries that cater to them. Use the Internet to find better rates on fax lines, phone systems, and other tools." Marge Johnson has operated a management consulting firm out of her North Shore home for four years. She stresses the importance of research to would-be entrepreneurs. "Be sure there is market demand for what you're doing. Does the market need your service?" asks Johnson. "I interviewed other consultants and potential customers before starting my business." Again, all of our contacts concur that involvement with the Chamber is crucial to building business. Says Johnson, "The Chamber provides the most current, succinct information about the local business climate. It's a critical place to meet potential clients." Beth Travis-Betts notes, "It's where I get most of my business." In addition to referrals from Chamber members, Mary Smestad started building a clientele with a letter-writing campaign. "I wrote a lot of letters to past contacts from my previous job and asked for referrals." "People buy from people they know," quips Arlene Soden, a local business development consultant and home-based business owner. Entreprenuerism is part of America's heritage and today's technology-based economy is allowing more people to realize their dream of working for themselves. Many believe that the future of the home-based business culture in Duluth is taking shape right before our eyes on a construction site located in the old downtown. Mark Anthony comments, "With the new Soft Center coming to Duluth, home-based businesses will be called upon to help develop software that will place businesses, both large and small, on the cutting edge of technology and help transform this area into a major telecommuting center." [9 Julie Munson is a freelance writer in Duluth. Home-based businesses take root in the Northland

I felt a moment of fear as Mortimer spoke these words.Holmes sat forward in his excitement,and his eyes showed he was very interested indeed. 'Why did nobody else see these footprints?'he asked. 'The footprints were about twenty metres from the body,and nobody thought of looking so far away,'Mortimer replied. 'Are there many sheep dogs on the moor?'asked Holmes. 'Yes,but this was no sheep dog.The footprints were very large indeed—enormous,'Mortimer answered. 'But it had not gone near the body?' 'No.' 'What kind of night was it?'Holmes asked.wow gold, 'It was wet and cold,though it wasn't actually raining.' 'Describe the Alley to me.' 'The Alley is a path between two long yew hedges.The hedges are small trees that were planted very close together.They are about four metres high.The distance between the two yew hedges is about seven metres.Down the middle is a path of small stones.The path is about three metres wide,with grass on each side of it.' 'I understand there is a gate through the hedge in one place,'said Holmes. 'Yes,there is a small gate,which leads to the moor.' 'Is there any other opening through the hedge?' 'No.' 'So you can enter or leave the Yew Alley only from the Hall,or through the moor gate?'asked Holmes. 'There is a way out through a summer house at the far end.' 'Had Sir Charles reached the summer house?' 'No.He lay about fifty metres from it,'said Mortimer.wotlk gold, 'Now,Dr Mortimer,this is important.You say that the footprints you saw were on the path and not on the grass?' 'No footprints could show on the grass,'said Mortimer. 'Were they on the same side of the path as the moor gate?' 'Yes.They were.' 'I find that very interesting indeed.Another question:was the moor gate closed?' 'Yes.It was closed and locked.' 'How high is it?'asked Holmes. 'It is just over a metre high.' 'Then anyone could climb over it?' 'Yes.' 'What prints did you see by the moor gate?' 'Sir Charles seems to have stood there for five or ten min utes,'said Mortimer.'I know that because his cigar had burned down and the ash had dropped twice off the end of it.' 'Excellent,'said Holmes.'This man is a very good detective,Watson.' 'Sir Charles had left his footprints all over that little bit of the path where he was standing.I couldn't see any other prints.'wow gold, Sherlock Holmes hit his knee with his hand angrily. 'I like to look closely at these things myself,'he said.'Oh,Dr Mortimer,why didn't you call me immediately?' 'And you,a man of science,believe that the creature is supernatural—something from another world?'asked Holmes. 'I don't know what to believe,'said Dr Mortimer. 'But you must agree that the footprints were made by a liv ing creature,not a ghost?' 'When the hound first appeared two hundred and fifty years ago,it was real enough to tear out Sir Hugo's throat…but it was a supernatural hellhound,'said Dr Mortimer. 'If you think that Sir Charles' death was caused by some thing supernatural,my detective work can't help you,'said Holmes,rather coldly. 'It is hard to say.Take,for example,the change in the foot prints.Did Sir Charles walk on his toes down the Alley?Only a stupid person is likely to believe that.The truth is he was run ning—running for his life.He ran until his heart stopped and he fell dead.' 'What was he running from?'I asked. 'That is the difficult question,'said Holmes.'I think he was mad with fear before he began to run.He didn't know what he was doing.That explains why he ran away from the house instead of towards it.He was running away from help.The next question:who was he waiting for that night?And why was he waiting in the Yew Alley and not in the house?' 'You think he was waiting for someone?' And Holmes began to play his violin.He had done all the thinking he could.Now he needed more details of the case to help him. You think he was waiting for someone?

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