<!DOCTYPE HTML PUBLIC "-//W3C//DTD HTML 4.01 Transitional//EN"> <html xmlns:v="urn:schemas-microsoft-com:vml" xmlns:o="urn:schemas-microsoft-com:office:office" xmlns:w="urn:schemas-microsoft-com:office:word" xmlns:m="http://schemas.microsoft.com/office/2004/12/omml" xmlns="http://www.w3.org/TR/REC-html40"> <head> <meta http-equiv="Content-Type" content="text/html; charset=UTF-16LE"> <meta name="ProgId" content="Word.Document"> <meta name="Generator" content="Microsoft Word 15"> <meta name="Originator" content="Microsoft Word 15"> <link rel="File-List" href="mgmtmemo9_4_files/filelist.xml"> <link rel="Preview" href="mgmtmemo9_4_files/preview.wmf"> <link rel="Edit-Time-Data" href="mgmtmemo9_4_files/editdata.mso"> <!--[if !mso]> <style> v\:* {behavior:url(#default#VML);} o\:* {behavior:url(#default#VML);} w\:* {behavior:url(#default#VML);} .shape {behavior:url(#default#VML);} </style> <![endif]--> <title>DEC, Digital Equipment Corporation, MGMT MEMO Volume 9 Number 4, April/May 1990</title> <!--[if gte mso 9]><xml> <o:DocumentProperties> <o:LastAuthor>Owner</o:LastAuthor> <o:Revision>2</o:Revision> <o:TotalTime>1</o:TotalTime> <o:Created>2018-10-06T23:06:00Z</o:Created> <o:LastSaved>2018-10-06T23:07:00Z</o:LastSaved> <o:Pages>1</o:Pages> <o:Words>11607</o:Words> <o:Characters>66163</o:Characters> <o:Lines>551</o:Lines> <o:Paragraphs>155</o:Paragraphs> <o:CharactersWithSpaces>77615</o:CharactersWithSpaces> <o:Version>16.00</o:Version> </o:DocumentProperties> <o:OfficeDocumentSettings> <o:AllowPNG/> </o:OfficeDocumentSettings> </xml><![endif]--> <link rel="themeData" href="mgmtmemo9_4_files/themedata.thmx"> <link rel="colorSchemeMapping" href="mgmtmemo9_4_files/colorschememapping.xml"> <!--[if gte mso 9]><xml> <w:WordDocument> <w:Zoom>150</w:Zoom> <w:TrackMoves>false</w:TrackMoves> <w:TrackFormatting/> <w:ValidateAgainstSchemas/> <w:SaveIfXMLInvalid>false</w:SaveIfXMLInvalid> <w:IgnoreMixedContent>false</w:IgnoreMixedContent> <w:AlwaysShowPlaceholderText>false</w:AlwaysShowPlaceholderText> <w:DoNotPromoteQF/> <w:LidThemeOther>EN-US</w:LidThemeOther> <w:LidThemeAsian>X-NONE</w:LidThemeAsian> <w:LidThemeComplexScript>X-NONE</w:LidThemeComplexScript> <w:Compatibility> <w:BreakWrappedTables/> <w:SplitPgBreakAndParaMark/> </w:Compatibility> <m:mathPr> <m:mathFont m:val="Cambria Math"/> <m:brkBin m:val="before"/> <m:brkBinSub m:val="&#45;-"/> <m:smallFrac m:val="off"/> <m:dispDef/> <m:lMargin m:val="0"/> <m:rMargin m:val="0"/> <m:defJc m:val="centerGroup"/> <m:wrapIndent m:val="1440"/> <m:intLim m:val="subSup"/> <m:naryLim m:val="undOvr"/> </m:mathPr></w:WordDocument> </xml><![endif]--><!--[if gte mso 9]><xml> <w:LatentStyles DefLockedState="false" DefUnhideWhenUsed="false" DefSemiHidden="false" DefQFormat="false" DefPriority="99" LatentStyleCount="375"> <w:LsdException Locked="false" Priority="0" QFormat="true" Name="Normal"/> <w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 1"/> <w:LsdException Locked="false" Priority="9" SemiHidden="true" UnhideWhenUsed="true" QFormat="true" Name="heading 2"/> <w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 3"/> <w:LsdException Locked="false" Priority="9" SemiHidden="true" UnhideWhenUsed="true" QFormat="true" Name="heading 4"/> <w:LsdException Locked="false" Priority="9" SemiHidden="true" UnhideWhenUsed="true" QFormat="true" Name="heading 5"/> <w:LsdException Locked="false" Priority="9" SemiHidden="true" UnhideWhenUsed="true" QFormat="true" Name="heading 6"/> <w:LsdException Locked="false" Priority="9" SemiHidden="true" UnhideWhenUsed="true" QFormat="true" Name="heading 7"/> <w:LsdException Locked="false" Priority="9" SemiHidden="true" UnhideWhenUsed="true" QFormat="true" Name="heading 8"/> <w:LsdException Locked="false" Priority="9" SemiHidden="true" UnhideWhenUsed="true" QFormat="true" Name="heading 9"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="index 1"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="index 2"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="index 3"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="index 4"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="index 5"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="index 6"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="index 7"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="index 8"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="index 9"/> <w:LsdException Locked="false" Priority="39" SemiHidden="true" UnhideWhenUsed="true" Name="toc 1"/> <w:LsdException Locked="false" Priority="39" SemiHidden="true" UnhideWhenUsed="true" Name="toc 2"/> <w:LsdException Locked="false" Priority="39" SemiHidden="true" UnhideWhenUsed="true" Name="toc 3"/> <w:LsdException Locked="false" Priority="39" SemiHidden="true" UnhideWhenUsed="true" Name="toc 4"/> <w:LsdException Locked="false" Priority="39" SemiHidden="true" UnhideWhenUsed="true" Name="toc 5"/> <w:LsdException Locked="false" Priority="39" SemiHidden="true" UnhideWhenUsed="true" Name="toc 6"/> <w:LsdException Locked="false" Priority="39" SemiHidden="true" UnhideWhenUsed="true" Name="toc 7"/> <w:LsdException Locked="false" Priority="39" SemiHidden="true" UnhideWhenUsed="true" Name="toc 8"/> <w:LsdException Locked="false" Priority="39" SemiHidden="true" UnhideWhenUsed="true" Name="toc 9"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Normal Indent"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="footnote text"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="annotation text"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="header"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="footer"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="index heading"/> <w:LsdException Locked="false" Priority="35" SemiHidden="true" UnhideWhenUsed="true" QFormat="true" Name="caption"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="table of figures"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="envelope address"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="envelope return"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="footnote reference"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="annotation reference"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="line number"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="page number"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="endnote reference"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="endnote text"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="table of authorities"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="macro"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="toa heading"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Bullet"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Number"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List 2"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List 3"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List 4"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List 5"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Bullet 2"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Bullet 3"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Bullet 4"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Bullet 5"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Number 2"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Number 3"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Number 4"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Number 5"/> <w:LsdException Locked="false" Priority="10" QFormat="true" Name="Title"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Closing"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Signature"/> <w:LsdException Locked="false" Priority="1" SemiHidden="true" UnhideWhenUsed="true" Name="Default Paragraph Font"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Body Text"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Body Text Indent"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Continue"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Continue 2"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Continue 3"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Continue 4"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Continue 5"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Message Header"/> <w:LsdException Locked="false" Priority="11" QFormat="true" Name="Subtitle"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Salutation"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Date"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Body Text First Indent"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Body Text First Indent 2"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Note Heading"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Body Text 2"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Body Text 3"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Body Text Indent 2"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Body Text Indent 3"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Block Text"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Hyperlink"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="FollowedHyperlink"/> <w:LsdException Locked="false" Priority="22" QFormat="true" Name="Strong"/> <w:LsdException Locked="false" Priority="20" QFormat="true" Name="Emphasis"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Document Map"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Plain Text"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="E-mail Signature"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Top of Form"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Bottom of Form"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Normal (Web)"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Acronym"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Address"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Cite"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Code"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Definition"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Keyboard"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Preformatted"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Sample"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Typewriter"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Variable"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Normal Table"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="annotation subject"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="No List"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Outline List 1"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Outline List 2"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Outline List 3"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Simple 1"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Simple 2"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Simple 3"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Classic 1"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Classic 2"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Classic 3"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Classic 4"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Colorful 1"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Colorful 2"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Colorful 3"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Columns 1"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Columns 2"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Columns 3"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Columns 4"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Columns 5"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Grid 1"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Grid 2"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Grid 3"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Grid 4"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Grid 5"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Grid 6"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Grid 7"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Grid 8"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table List 1"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table List 2"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table List 3"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table List 4"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table List 5"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table List 6"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table List 7"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table List 8"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table 3D effects 1"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table 3D effects 2"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table 3D effects 3"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Contemporary"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Elegant"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Professional"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Subtle 1"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Subtle 2"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Web 1"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Web 2"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Web 3"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Balloon Text"/> <w:LsdException Locked="false" Priority="39" Name="Table Grid"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Theme"/> <w:LsdException Locked="false" SemiHidden="true" Name="Placeholder Text"/> <w:LsdException Locked="false" Priority="1" QFormat="true" Name="No Spacing"/> <w:LsdException Locked="false" Priority="60" Name="Light Shading"/> <w:LsdException Locked="false" Priority="61" Name="Light List"/> <w:LsdException Locked="false" Priority="62" Name="Light Grid"/> <w:LsdException Locked="false" Priority="63" Name="Medium Shading 1"/> <w:LsdException Locked="false" Priority="64" Name="Medium Shading 2"/> <w:LsdException Locked="false" Priority="65" Name="Medium List 1"/> <w:LsdException Locked="false" Priority="66" Name="Medium List 2"/> <w:LsdException Locked="false" Priority="67" Name="Medium Grid 1"/> <w:LsdException Locked="false" Priority="68" Name="Medium Grid 2"/> <w:LsdException Locked="false" Priority="69" Name="Medium Grid 3"/> <w:LsdException Locked="false" Priority="70" Name="Dark List"/> <w:LsdException Locked="false" Priority="71" Name="Colorful Shading"/> <w:LsdException Locked="false" Priority="72" Name="Colorful List"/> <w:LsdException Locked="false" Priority="73" Name="Colorful Grid"/> <w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 1"/> <w:LsdException Locked="false" Priority="61" Name="Light List Accent 1"/> <w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 1"/> <w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 1"/> <w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 1"/> <w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 1"/> <w:LsdException Locked="false" SemiHidden="true" Name="Revision"/> <w:LsdException Locked="false" Priority="34" QFormat="true" Name="List Paragraph"/> <w:LsdException Locked="false" Priority="29" QFormat="true" Name="Quote"/> <w:LsdException Locked="false" Priority="30" QFormat="true" Name="Intense Quote"/> <w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 1"/> <w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 1"/> <w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 1"/> <w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 1"/> <w:LsdException Locked="false" Priority="70" Name="Dark List Accent 1"/> <w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 1"/> <w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 1"/> <w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 1"/> <w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 2"/> <w:LsdException Locked="false" Priority="61" Name="Light List Accent 2"/> <w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 2"/> <w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 2"/> <w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 2"/> <w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 2"/> <w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 2"/> <w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 2"/> <w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 2"/> <w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 2"/> <w:LsdException Locked="false" Priority="70" Name="Dark List Accent 2"/> <w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 2"/> <w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 2"/> <w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 2"/> <w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 3"/> <w:LsdException Locked="false" Priority="61" Name="Light List Accent 3"/> <w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 3"/> <w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 3"/> <w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 3"/> <w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 3"/> <w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 3"/> <w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 3"/> <w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 3"/> <w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 3"/> <w:LsdException Locked="false" Priority="70" Name="Dark List Accent 3"/> <w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 3"/> <w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 3"/> <w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 3"/> <w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 4"/> <w:LsdException Locked="false" Priority="61" Name="Light List Accent 4"/> <w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 4"/> <w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 4"/> <w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 4"/> <w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 4"/> <w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 4"/> <w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 4"/> <w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 4"/> <w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 4"/> <w:LsdException Locked="false" Priority="70" Name="Dark List Accent 4"/> <w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 4"/> <w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 4"/> <w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 4"/> <w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 5"/> <w:LsdException Locked="false" Priority="61" Name="Light List Accent 5"/> <w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 5"/> <w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 5"/> <w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 5"/> <w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 5"/> <w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 5"/> <w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 5"/> <w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 5"/> <w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 5"/> <w:LsdException Locked="false" Priority="70" Name="Dark List Accent 5"/> <w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 5"/> <w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 5"/> <w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 5"/> <w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 6"/> <w:LsdException Locked="false" Priority="61" Name="Light List Accent 6"/> <w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 6"/> <w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 6"/> <w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 6"/> <w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 6"/> <w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 6"/> <w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 6"/> <w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 6"/> <w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 6"/> <w:LsdException Locked="false" Priority="70" Name="Dark List Accent 6"/> <w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 6"/> <w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 6"/> <w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 6"/> <w:LsdException Locked="false" Priority="19" QFormat="true" Name="Subtle Emphasis"/> <w:LsdException Locked="false" Priority="21" QFormat="true" Name="Intense Emphasis"/> <w:LsdException Locked="false" Priority="31" QFormat="true" Name="Subtle Reference"/> <w:LsdException Locked="false" Priority="32" QFormat="true" Name="Intense Reference"/> <w:LsdException Locked="false" Priority="33" QFormat="true" Name="Book Title"/> <w:LsdException Locked="false" Priority="37" SemiHidden="true" UnhideWhenUsed="true" Name="Bibliography"/> <w:LsdException Locked="false" Priority="39" SemiHidden="true" UnhideWhenUsed="true" QFormat="true" Name="TOC Heading"/> <w:LsdException Locked="false" Priority="41" Name="Plain Table 1"/> <w:LsdException Locked="false" Priority="42" Name="Plain Table 2"/> <w:LsdException Locked="false" Priority="43" Name="Plain Table 3"/> <w:LsdException Locked="false" Priority="44" Name="Plain Table 4"/> <w:LsdException Locked="false" Priority="45" Name="Plain Table 5"/> <w:LsdException Locked="false" Priority="40" Name="Grid Table Light"/> <w:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light"/> <w:LsdException Locked="false" Priority="47" Name="Grid Table 2"/> <w:LsdException Locked="false" Priority="48" Name="Grid Table 3"/> <w:LsdException Locked="false" Priority="49" Name="Grid Table 4"/> <w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark"/> <w:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful"/> <w:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful"/> <w:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light Accent 1"/> <w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 1"/> <w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 1"/> <w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 1"/> <w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 1"/> <w:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful Accent 1"/> <w:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful Accent 1"/> <w:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light Accent 2"/> <w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 2"/> <w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 2"/> <w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 2"/> <w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 2"/> <w:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful Accent 2"/> <w:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful Accent 2"/> <w:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light Accent 3"/> <w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 3"/> <w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 3"/> <w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 3"/> <w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 3"/> <w:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful Accent 3"/> <w:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful Accent 3"/> <w:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light Accent 4"/> <w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 4"/> <w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 4"/> <w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 4"/> <w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 4"/> <w:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful Accent 4"/> <w:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful Accent 4"/> <w:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light Accent 5"/> <w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 5"/> <w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 5"/> <w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 5"/> <w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 5"/> <w:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful Accent 5"/> <w:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful Accent 5"/> <w:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light Accent 6"/> <w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 6"/> <w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 6"/> <w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 6"/> <w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 6"/> <w:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful Accent 6"/> <w:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful Accent 6"/> <w:LsdException Locked="false" Priority="46" Name="List Table 1 Light"/> <w:LsdException Locked="false" Priority="47" Name="List Table 2"/> <w:LsdException Locked="false" Priority="48" Name="List Table 3"/> <w:LsdException Locked="false" Priority="49" Name="List Table 4"/> <w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark"/> <w:LsdException Locked="false" Priority="51" Name="List Table 6 Colorful"/> <w:LsdException Locked="false" Priority="52" Name="List Table 7 Colorful"/> <w:LsdException Locked="false" Priority="46" Name="List Table 1 Light Accent 1"/> <w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 1"/> <w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 1"/> <w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 1"/> <w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 1"/> <w:LsdException Locked="false" Priority="51" Name="List Table 6 Colorful Accent 1"/> <w:LsdException Locked="false" Priority="52" Name="List Table 7 Colorful Accent 1"/> <w:LsdException Locked="false" Priority="46" Name="List Table 1 Light Accent 2"/> <w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 2"/> <w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 2"/> <w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 2"/> <w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 2"/> <w:LsdException Locked="false" Priority="51" Name="List Table 6 Colorful Accent 2"/> <w:LsdException Locked="false" Priority="52" Name="List Table 7 Colorful Accent 2"/> <w:LsdException Locked="false" Priority="46" Name="List Table 1 Light Accent 3"/> <w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 3"/> <w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 3"/> <w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 3"/> <w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 3"/> <w:LsdException Locked="false" Priority="51" Name="List Table 6 Colorful Accent 3"/> <w:LsdException Locked="false" Priority="52" Name="List Table 7 Colorful Accent 3"/> <w:LsdException Locked="false" Priority="46" Name="List Table 1 Light Accent 4"/> <w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 4"/> <w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 4"/> <w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 4"/> <w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 4"/> <w:LsdException Locked="false" Priority="51" Name="List Table 6 Colorful Accent 4"/> <w:LsdException Locked="false" Priority="52" Name="List Table 7 Colorful Accent 4"/> <w:LsdException Locked="false" Priority="46" Name="List Table 1 Light Accent 5"/> <w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 5"/> <w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 5"/> <w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 5"/> <w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 5"/> <w:LsdException Locked="false" Priority="51" Name="List Table 6 Colorful Accent 5"/> <w:LsdException Locked="false" Priority="52" Name="List Table 7 Colorful Accent 5"/> <w:LsdException Locked="false" Priority="46" Name="List Table 1 Light Accent 6"/> <w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 6"/> <w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 6"/> <w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 6"/> <w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 6"/> <w:LsdException Locked="false" Priority="51" Name="List Table 6 Colorful Accent 6"/> <w:LsdException Locked="false" Priority="52" Name="List Table 7 Colorful Accent 6"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Mention"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Smart Hyperlink"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Hashtag"/> <w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Unresolved Mention"/> </w:LatentStyles> </xml><![endif]--> <style> <!-- /* Font Definitions */ @font-face {font-family:"Cambria Math"; panose-1:2 4 5 3 5 4 6 3 2 4; mso-font-charset:0; mso-generic-font-family:roman; mso-font-pitch:variable; mso-font-signature:-536869121 1107305727 33554432 0 415 0;} /* Style Definitions */ p.MsoNormal, li.MsoNormal, div.MsoNormal {mso-style-unhide:no; mso-style-qformat:yes; mso-style-parent:""; margin:0in; margin-bottom:.0001pt; mso-pagination:none; font-size:12.0pt; font-family:"Courier New"; mso-fareast-font-family:"Times New Roman"; color:black;} h3 {mso-style-update:auto; mso-style-priority:9; mso-style-unhide:no; mso-style-qformat:yes; mso-style-link:"Heading 3 Char"; mso-style-next:Normal; margin-top:12.0pt; margin-right:0in; margin-bottom:3.0pt; margin-left:0in; mso-pagination:none; page-break-after:avoid; mso-outline-level:3; font-size:16.0pt; mso-bidi-font-size:13.0pt; font-family:"Arial",sans-serif; mso-fareast-font-family:"Times New Roman"; mso-fareast-theme-font:major-fareast; color:black; font-weight:bold; mso-bidi-font-weight:normal;} p.MsoBodyText, li.MsoBodyText, div.MsoBodyText {mso-style-noshow:yes; mso-style-priority:99; mso-style-qformat:yes; margin-top:0in; margin-right:0in; margin-bottom:13.0pt; margin-left:0in; text-align:justify; mso-pagination:none; background:white; font-size:12.0pt; font-family:"Times New Roman",serif; mso-fareast-font-family:"Times New Roman";} a:link, span.MsoHyperlink {mso-style-noshow:yes; mso-style-priority:99; font-family:"Times New Roman",serif; mso-ascii-font-family:"Times New Roman"; mso-hansi-font-family:"Times New Roman"; mso-bidi-font-family:"Times New Roman"; color:#0563C1; mso-themecolor:hyperlink; mso-style-textfill-fill-color:#0563C1; mso-style-textfill-fill-themecolor:hyperlink; mso-style-textfill-fill-alpha:100.0%; text-decoration:underline; text-underline:single;} a:visited, span.MsoHyperlinkFollowed {mso-style-noshow:yes; mso-style-priority:99; color:#954F72; mso-themecolor:followedhyperlink; text-decoration:underline; text-underline:single;} p {mso-style-noshow:yes; mso-style-priority:99; mso-margin-top-alt:auto; margin-right:0in; mso-margin-bottom-alt:auto; margin-left:0in; mso-pagination:widow-orphan; font-size:12.0pt; font-family:"Times New Roman",serif; mso-fareast-font-family:"Times New Roman"; mso-fareast-theme-font:minor-fareast;} p.msonormal0, li.msonormal0, div.msonormal0 {mso-style-name:msonormal; mso-style-unhide:no; mso-margin-top-alt:auto; margin-right:0in; mso-margin-bottom-alt:auto; margin-left:0in; mso-pagination:widow-orphan; font-size:12.0pt; font-family:"Times New Roman",serif; mso-fareast-font-family:"Times New Roman"; mso-fareast-theme-font:minor-fareast;} span.Heading1 {mso-style-name:"Heading \#1_"; mso-style-priority:99; mso-style-unhide:no; mso-style-locked:yes; mso-style-link:"Heading \#1"; mso-ansi-font-size:105.0pt; mso-bidi-font-size:105.0pt; font-family:"Times New Roman",serif; mso-ascii-font-family:"Times New Roman"; mso-hansi-font-family:"Times New Roman"; mso-bidi-font-family:"Times New Roman"; background:white;} p.Heading10, li.Heading10, div.Heading10 {mso-style-name:"Heading \#1"; mso-style-priority:99; mso-style-unhide:no; mso-style-link:"Heading \#1_"; margin-top:0in; margin-right:0in; margin-bottom:.75in; margin-left:0in; mso-pagination:none; mso-outline-level:1; background:white; font-size:105.0pt; font-family:"Times New Roman",serif; mso-fareast-font-family:"Times New Roman";} span.BodyTextChar {mso-style-name:"Body Text Char"; mso-style-noshow:yes; mso-style-priority:99; mso-style-unhide:no; color:black;} span.Heading3Char {mso-style-name:"Heading 3 Char"; mso-style-noshow:yes; mso-style-priority:9; mso-style-unhide:no; mso-style-locked:yes; mso-style-link:"Heading 3"; mso-ansi-font-size:16.0pt; mso-bidi-font-size:13.0pt; font-family:"Arial",sans-serif; mso-ascii-font-family:Arial; mso-fareast-font-family:"Times New Roman"; mso-fareast-theme-font:major-fareast; mso-hansi-font-family:Arial; mso-bidi-font-family:Arial; color:black; font-weight:bold; mso-bidi-font-weight:normal;} span.Heading2 {mso-style-name:"Heading \#2_"; mso-style-priority:99; mso-style-unhide:no; mso-style-locked:yes; mso-style-link:"Heading \#2"; font-family:"Times New Roman",serif; mso-ascii-font-family:"Times New Roman"; mso-hansi-font-family:"Times New Roman"; mso-bidi-font-family:"Times New Roman"; background:white; font-weight:bold;} p.Heading20, li.Heading20, div.Heading20 {mso-style-name:"Heading \#2"; mso-style-priority:99; mso-style-unhide:no; mso-style-link:"Heading \#2_"; margin-top:0in; margin-right:0in; margin-bottom:12.0pt; margin-left:0in; text-align:justify; line-height:96%; mso-pagination:none; mso-outline-level:2; background:white; font-size:12.0pt; font-family:"Times New Roman",serif; mso-fareast-font-family:"Times New Roman"; font-weight:bold;} span.BodyTextChar1 {mso-style-name:"Body Text Char1"; mso-style-priority:99; mso-style-unhide:no; mso-style-locked:yes; mso-style-link:"Body Text"; font-family:"Times New Roman",serif; mso-ascii-font-family:"Times New Roman"; mso-hansi-font-family:"Times New Roman"; mso-bidi-font-family:"Times New Roman"; background:white;} span.Headerorfooter2 {mso-style-name:"Header or footer \(2\)_"; mso-style-priority:99; mso-style-unhide:no; mso-style-locked:yes; mso-style-link:"Header or footer \(2\)"; mso-ansi-font-size:10.0pt; mso-bidi-font-size:10.0pt; font-family:"Times New Roman",serif; mso-ascii-font-family:"Times New Roman"; mso-hansi-font-family:"Times New Roman"; mso-bidi-font-family:"Times New Roman"; background:white;} p.Headerorfooter20, li.Headerorfooter20, div.Headerorfooter20 {mso-style-name:"Header or footer \(2\)"; mso-style-priority:99; mso-style-unhide:no; mso-style-link:"Header or footer \(2\)_"; margin:0in; margin-bottom:.0001pt; mso-pagination:none; background:white; font-size:10.0pt; font-family:"Times New Roman",serif; mso-fareast-font-family:"Times New Roman";} span.z-TopofFormChar {mso-style-name:"z-Top of Form Char"; mso-style-noshow:yes; mso-style-priority:99; mso-style-unhide:no; mso-style-locked:yes; mso-style-link:"z-Top of Form"; mso-ansi-font-size:8.0pt; mso-bidi-font-size:8.0pt; font-family:"Arial",sans-serif; mso-ascii-font-family:Arial; mso-hansi-font-family:Arial; mso-bidi-font-family:Arial; color:black; display:none; mso-hide:all;} span.z-BottomofFormChar {mso-style-name:"z-Bottom of Form Char"; mso-style-noshow:yes; mso-style-priority:99; mso-style-unhide:no; mso-style-locked:yes; mso-style-link:"z-Bottom of Form"; mso-ansi-font-size:8.0pt; mso-bidi-font-size:8.0pt; font-family:"Arial",sans-serif; mso-ascii-font-family:Arial; mso-hansi-font-family:Arial; mso-bidi-font-family:Arial; color:black; display:none; mso-hide:all;} .MsoChpDefault {mso-style-type:export-only; mso-default-props:yes; font-size:10.0pt; mso-ansi-font-size:10.0pt; mso-bidi-font-size:10.0pt;} @page WordSection1 {size:605.05pt 624.95pt; margin:9.15pt 38.45pt 1.3pt 22.55pt; mso-header-margin:0in; mso-footer-margin:.15pt; mso-page-numbers:1; mso-paper-source:0;} div.WordSection1 {page:WordSection1;} @page WordSection2 {size:557.4pt 680.8pt; margin:130.1pt 38.6pt 124.35pt 35.7pt; mso-header-margin:0in; mso-footer-margin:.15pt; mso-paper-source:0;} div.WordSection2 {page:WordSection2;} @page WordSection3 {size:557.4pt 680.8pt; margin:7.1pt 33.05pt 32.55pt 39.5pt; mso-header-margin:0in; mso-footer-margin:11.15pt; mso-even-footer:url("mgmtmemo9_4_files/header.html") ef3; mso-footer:url("mgmtmemo9_4_files/header.html") f3; mso-paper-source:0;} div.WordSection3 {page:WordSection3;} @page WordSection4 {size:8.5in 11.0in; margin:1.0in 1.0in 1.0in 1.0in; mso-header-margin:.5in; mso-footer-margin:.5in; mso-even-footer:url("mgmtmemo9_4_files/header.html") ef3; mso-footer:url("mgmtmemo9_4_files/header.html") f3; mso-paper-source:0;} div.WordSection4 {page:WordSection4;} --> </style><!--[if gte mso 10]> <style> /* Style Definitions */ table.MsoNormalTable {mso-style-name:"Table Normal"; mso-tstyle-rowband-size:0; mso-tstyle-colband-size:0; mso-style-noshow:yes; mso-style-priority:99; mso-style-parent:""; mso-padding-alt:0in 5.4pt 0in 5.4pt; mso-para-margin:0in; mso-para-margin-bottom:.0001pt; mso-pagination:widow-orphan; font-size:10.0pt; font-family:"Times New Roman",serif;} </style> <![endif]--> <meta name="viewport" content="width=device-width, initial-scale=1.0"> <!--[if gte mso 9]><xml> <o:shapedefaults v:ext="edit" spidmax="1026"/> </xml><![endif]--><!--[if gte mso 9]><xml> <o:shapelayout v:ext="edit"> <o:idmap v:ext="edit" data="1"/> </o:shapelayout></xml><![endif]--> </head> <body style="tab-interval:.5in" link="#0563C1" lang="EN-US" vlink="#954F72"> <div class="WordSection1"> <p class="MsoNormal">&nbsp; <script async="" src="//pagead2.googlesyndication.com/pagead/js/adsbygoogle.js"> </script><br> <br> <!-- 728x90, created 11/2/08 --><span style="font-size:10.0pt"> <script> (adsbygoogle = window.adsbygoogle || []).push({}); </script></span><span style="font-size:13.5pt"><a href="http://www.seltzerbooks.com/"><span style="font-family:&quot;Times New Roman&quot;,serif; color:black;mso-style-textfill-fill-color:black;mso-style-textfill-fill-alpha: 100.0%"><span style="color:black;mso-style-textfill-fill-color:black; mso-style-textfill-fill-alpha:100.0%">Richard Seltzer's home page</span></span></a>&nbsp; <a href="http://www.seltzerbooks.com/books/"><span style="font-family:&quot;Times New Roman&quot;,serif; color:black;mso-style-textfill-fill-color:black;mso-style-textfill-fill-alpha: 100.0%"><span style="color:black;mso-style-textfill-fill-color:black; mso-style-textfill-fill-alpha:100.0%">Publishing home&nbsp; </span></span></a><br> </span></p> <p class="MsoNormal"><span style="font-size:13.5pt"><br> </span></p> <p class="MsoNormal"><span style="font-size:13.5pt"><font size="+1"><a href="http://www.seltzerbooks.com/dec.html">Articles about DEC</a></font><big><big><br> &nbsp; </big> </big><o:p></o:p></span></p> <p class="MsoNormal" style="mso-margin-top-alt:auto;mso-margin-bottom-alt:auto"><!--[if gte mso 9]><xml> <u1:DocumentProperties> <u1:Version>16.00</u1:Version> </u1:DocumentProperties> </xml><![endif]--><!--[if gte mso 9]><xml> <u1:OfficeDocumentSettings> <u1:AllowPNG/> </u1:OfficeDocumentSettings> </xml><![endif]--><a name="bookmark0"><span class="Heading1"><span style="font-size:105.0pt;mso-fareast-font-family:&quot;Times New Roman&quot;;mso-fareast-theme-font: minor-fareast;mso-color-alt:windowtext"><!--[if gte mso 9]><xml> <u2:WordDocument> <u2:View>Normal</u2:View> <u2:Zoom>0</u2:Zoom> <u2:TrackMoves/> <u2:TrackFormatting/> <u2:PunctuationKerning/> <u2:ValidateAgainstSchemas/> <u2:SaveIfXMLInvalid>false</u2:SaveIfXMLInvalid> <u2:IgnoreMixedContent>false</u2:IgnoreMixedContent> <u2:AlwaysShowPlaceholderText>false</u2:AlwaysShowPlaceholderText> <u2:DoNotPromoteQF/> <u2:LidThemeOther>EN-US</u2:LidThemeOther> <u2:LidThemeAsian>X-NONE</u2:LidThemeAsian> <u2:LidThemeComplexScript>X-NONE</u2:LidThemeComplexScript> <u2:Compatibility> <u2:BreakWrappedTables/> <u2:SnapToGridInCell/> <u2:WrapTextWithPunct/> <u2:UseAsianBreakRules/> <u2:DontGrowAutofit/> <u2:SplitPgBreakAndParaMark/> <u2:EnableOpenTypeKerning/> <u2:DontFlipMirrorIndents/> <u2:OverrideTableStyleHps/> </u2:Compatibility> <u3:mathPr> <u3:mathFont u3:val="Cambria Math"/> <u3:brkBin u3:val="before"/> <u3:brkBinSub u3:val="--"/> <u3:smallFrac u3:val="off"/> <u3:dispDef/> <u3:lMargin u3:val="0"/> <u3:rMargin u3:val="0"/> <u3:defJc u3:val="centerGroup"/> <u3:wrapIndent u3:val="1440"/> <u3:intLim u3:val="subSup"/> <u3:naryLim u3:val="undOvr"/> </u3:mathPr> </u2:WordDocument> </xml><![endif]--><!--[if gte mso 9]><xml> <u4:LatentStyles DefLockedState="false" DefUnhideWhenUsed="false" DefSemiHidden="false" DefQFormat="false" DefPriority="99" LatentStyleCount="375"> <u4:LsdException Locked="false" Priority="0" QFormat="true" Name="Normal"/> <u4:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 1"/> <u4:LsdException Locked="false" Priority="9" SemiHidden="true" UnhideWhenUsed="true" QFormat="true" Name="heading 2"/> <u4:LsdException Locked="false" Priority="9" SemiHidden="true" UnhideWhenUsed="true" QFormat="true" Name="heading 3"/> <u4:LsdException Locked="false" Priority="9" SemiHidden="true" UnhideWhenUsed="true" QFormat="true" Name="heading 4"/> <u4:LsdException Locked="false" Priority="9" SemiHidden="true" UnhideWhenUsed="true" QFormat="true" Name="heading 5"/> <u4:LsdException Locked="false" Priority="9" SemiHidden="true" UnhideWhenUsed="true" QFormat="true" Name="heading 6"/> <u4:LsdException Locked="false" Priority="9" SemiHidden="true" UnhideWhenUsed="true" QFormat="true" Name="heading 7"/> <u4:LsdException Locked="false" Priority="9" SemiHidden="true" UnhideWhenUsed="true" QFormat="true" Name="heading 8"/> <u4:LsdException Locked="false" Priority="9" SemiHidden="true" UnhideWhenUsed="true" QFormat="true" Name="heading 9"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="index 1"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="index 2"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="index 3"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="index 4"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="index 5"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="index 6"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="index 7"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="index 8"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="index 9"/> <u4:LsdException Locked="false" Priority="39" SemiHidden="true" UnhideWhenUsed="true" Name="toc 1"/> <u4:LsdException Locked="false" Priority="39" SemiHidden="true" UnhideWhenUsed="true" Name="toc 2"/> <u4:LsdException Locked="false" Priority="39" SemiHidden="true" UnhideWhenUsed="true" Name="toc 3"/> <u4:LsdException Locked="false" Priority="39" SemiHidden="true" UnhideWhenUsed="true" Name="toc 4"/> <u4:LsdException Locked="false" Priority="39" SemiHidden="true" UnhideWhenUsed="true" Name="toc 5"/> <u4:LsdException Locked="false" Priority="39" SemiHidden="true" UnhideWhenUsed="true" Name="toc 6"/> <u4:LsdException Locked="false" Priority="39" SemiHidden="true" UnhideWhenUsed="true" Name="toc 7"/> <u4:LsdException Locked="false" Priority="39" SemiHidden="true" UnhideWhenUsed="true" Name="toc 8"/> <u4:LsdException Locked="false" Priority="39" SemiHidden="true" UnhideWhenUsed="true" Name="toc 9"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Normal Indent"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="footnote text"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="annotation text"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="header"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="footer"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="index heading"/> <u4:LsdException Locked="false" Priority="35" SemiHidden="true" UnhideWhenUsed="true" QFormat="true" Name="caption"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="table of figures"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="envelope address"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="envelope return"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="footnote reference"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="annotation reference"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="line number"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="page number"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="endnote reference"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="endnote text"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="table of authorities"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="macro"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="toa heading"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Bullet"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Number"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List 2"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List 3"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List 4"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List 5"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Bullet 2"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Bullet 3"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Bullet 4"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Bullet 5"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Number 2"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Number 3"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Number 4"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Number 5"/> <u4:LsdException Locked="false" Priority="10" QFormat="true" Name="Title"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Closing"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Signature"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Default Paragraph Font"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" QFormat="true" Name="Body Text"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Body Text Indent"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Continue"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Continue 2"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Continue 3"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Continue 4"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Continue 5"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Message Header"/> <u4:LsdException Locked="false" Priority="11" QFormat="true" Name="Subtitle"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Salutation"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Date"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Body Text First Indent"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Body Text First Indent 2"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Note Heading"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Body Text 2"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Body Text 3"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Body Text Indent 2"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Body Text Indent 3"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Block Text"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Hyperlink"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="FollowedHyperlink"/> <u4:LsdException Locked="false" Priority="22" QFormat="true" Name="Strong"/> <u4:LsdException Locked="false" Priority="20" QFormat="true" Name="Emphasis"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Document Map"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Plain Text"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="E-mail Signature"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Top of Form"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Bottom of Form"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Normal (Web)"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Acronym"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Address"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Cite"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Code"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Definition"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Keyboard"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Preformatted"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Sample"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Typewriter"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Variable"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Normal Table"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="annotation subject"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="No List"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Outline List 1"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Outline List 2"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Outline List 3"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Simple 1"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Simple 2"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Simple 3"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Classic 1"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Classic 2"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Classic 3"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Classic 4"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Colorful 1"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Colorful 2"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Colorful 3"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Columns 1"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Columns 2"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Columns 3"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Columns 4"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Columns 5"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Grid 1"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Grid 2"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Grid 3"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Grid 4"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Grid 5"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Grid 6"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Grid 7"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Grid 8"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table List 1"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table List 2"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table List 3"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table List 4"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table List 5"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table List 6"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table List 7"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table List 8"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table 3D effects 1"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table 3D effects 2"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table 3D effects 3"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Contemporary"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Elegant"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Professional"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Subtle 1"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Subtle 2"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Web 1"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Web 2"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Web 3"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Balloon Text"/> <u4:LsdException Locked="false" Priority="39" Name="Table Grid"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Theme"/> <u4:LsdException Locked="false" SemiHidden="true" Name="Placeholder Text"/> <u4:LsdException Locked="false" Priority="1" QFormat="true" Name="No Spacing"/> <u4:LsdException Locked="false" Priority="60" Name="Light Shading"/> <u4:LsdException Locked="false" Priority="61" Name="Light List"/> <u4:LsdException Locked="false" Priority="62" Name="Light Grid"/> <u4:LsdException Locked="false" Priority="63" Name="Medium Shading 1"/> <u4:LsdException Locked="false" Priority="64" Name="Medium Shading 2"/> <u4:LsdException Locked="false" Priority="65" Name="Medium List 1"/> <u4:LsdException Locked="false" Priority="66" Name="Medium List 2"/> <u4:LsdException Locked="false" Priority="67" Name="Medium Grid 1"/> <u4:LsdException Locked="false" Priority="68" Name="Medium Grid 2"/> <u4:LsdException Locked="false" Priority="69" Name="Medium Grid 3"/> <u4:LsdException Locked="false" Priority="70" Name="Dark List"/> <u4:LsdException Locked="false" Priority="71" Name="Colorful Shading"/> <u4:LsdException Locked="false" Priority="72" Name="Colorful List"/> <u4:LsdException Locked="false" Priority="73" Name="Colorful Grid"/> <u4:LsdException Locked="false" Priority="60" Name="Light Shading Accent 1"/> <u4:LsdException Locked="false" Priority="61" Name="Light List Accent 1"/> <u4:LsdException Locked="false" Priority="62" Name="Light Grid Accent 1"/> <u4:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 1"/> <u4:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 1"/> <u4:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 1"/> <u4:LsdException Locked="false" SemiHidden="true" Name="Revision"/> <u4:LsdException Locked="false" Priority="34" QFormat="true" Name="List Paragraph"/> <u4:LsdException Locked="false" Priority="29" QFormat="true" Name="Quote"/> <u4:LsdException Locked="false" Priority="30" QFormat="true" Name="Intense Quote"/> <u4:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 1"/> <u4:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 1"/> <u4:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 1"/> <u4:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 1"/> <u4:LsdException Locked="false" Priority="70" Name="Dark List Accent 1"/> <u4:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 1"/> <u4:LsdException Locked="false" Priority="72" Name="Colorful List Accent 1"/> <u4:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 1"/> <u4:LsdException Locked="false" Priority="60" Name="Light Shading Accent 2"/> <u4:LsdException Locked="false" Priority="61" Name="Light List Accent 2"/> <u4:LsdException Locked="false" Priority="62" Name="Light Grid Accent 2"/> <u4:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 2"/> <u4:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 2"/> <u4:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 2"/> <u4:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 2"/> <u4:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 2"/> <u4:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 2"/> <u4:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 2"/> <u4:LsdException Locked="false" Priority="70" Name="Dark List Accent 2"/> <u4:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 2"/> <u4:LsdException Locked="false" Priority="72" Name="Colorful List Accent 2"/> <u4:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 2"/> <u4:LsdException Locked="false" Priority="60" Name="Light Shading Accent 3"/> <u4:LsdException Locked="false" Priority="61" Name="Light List Accent 3"/> <u4:LsdException Locked="false" Priority="62" Name="Light Grid Accent 3"/> <u4:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 3"/> <u4:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 3"/> <u4:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 3"/> <u4:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 3"/> <u4:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 3"/> <u4:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 3"/> <u4:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 3"/> <u4:LsdException Locked="false" Priority="70" Name="Dark List Accent 3"/> <u4:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 3"/> <u4:LsdException Locked="false" Priority="72" Name="Colorful List Accent 3"/> <u4:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 3"/> <u4:LsdException Locked="false" Priority="60" Name="Light Shading Accent 4"/> <u4:LsdException Locked="false" Priority="61" Name="Light List Accent 4"/> <u4:LsdException Locked="false" Priority="62" Name="Light Grid Accent 4"/> <u4:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 4"/> <u4:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 4"/> <u4:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 4"/> <u4:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 4"/> <u4:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 4"/> <u4:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 4"/> <u4:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 4"/> <u4:LsdException Locked="false" Priority="70" Name="Dark List Accent 4"/> <u4:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 4"/> <u4:LsdException Locked="false" Priority="72" Name="Colorful List Accent 4"/> <u4:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 4"/> <u4:LsdException Locked="false" Priority="60" Name="Light Shading Accent 5"/> <u4:LsdException Locked="false" Priority="61" Name="Light List Accent 5"/> <u4:LsdException Locked="false" Priority="62" Name="Light Grid Accent 5"/> <u4:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 5"/> <u4:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 5"/> <u4:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 5"/> <u4:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 5"/> <u4:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 5"/> <u4:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 5"/> <u4:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 5"/> <u4:LsdException Locked="false" Priority="70" Name="Dark List Accent 5"/> <u4:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 5"/> <u4:LsdException Locked="false" Priority="72" Name="Colorful List Accent 5"/> <u4:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 5"/> <u4:LsdException Locked="false" Priority="60" Name="Light Shading Accent 6"/> <u4:LsdException Locked="false" Priority="61" Name="Light List Accent 6"/> <u4:LsdException Locked="false" Priority="62" Name="Light Grid Accent 6"/> <u4:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 6"/> <u4:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 6"/> <u4:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 6"/> <u4:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 6"/> <u4:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 6"/> <u4:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 6"/> <u4:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 6"/> <u4:LsdException Locked="false" Priority="70" Name="Dark List Accent 6"/> <u4:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 6"/> <u4:LsdException Locked="false" Priority="72" Name="Colorful List Accent 6"/> <u4:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 6"/> <u4:LsdException Locked="false" Priority="19" QFormat="true" Name="Subtle Emphasis"/> <u4:LsdException Locked="false" Priority="21" QFormat="true" Name="Intense Emphasis"/> <u4:LsdException Locked="false" Priority="31" QFormat="true" Name="Subtle Reference"/> <u4:LsdException Locked="false" Priority="32" QFormat="true" Name="Intense Reference"/> <u4:LsdException Locked="false" Priority="33" QFormat="true" Name="Book Title"/> <u4:LsdException Locked="false" Priority="37" SemiHidden="true" UnhideWhenUsed="true" Name="Bibliography"/> <u4:LsdException Locked="false" Priority="39" SemiHidden="true" UnhideWhenUsed="true" QFormat="true" Name="TOC Heading"/> <u4:LsdException Locked="false" Priority="41" Name="Plain Table 1"/> <u4:LsdException Locked="false" Priority="42" Name="Plain Table 2"/> <u4:LsdException Locked="false" Priority="43" Name="Plain Table 3"/> <u4:LsdException Locked="false" Priority="44" Name="Plain Table 4"/> <u4:LsdException Locked="false" Priority="45" Name="Plain Table 5"/> <u4:LsdException Locked="false" Priority="40" Name="Grid Table Light"/> <u4:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light"/> <u4:LsdException Locked="false" Priority="47" Name="Grid Table 2"/> <u4:LsdException Locked="false" Priority="48" Name="Grid Table 3"/> <u4:LsdException Locked="false" Priority="49" Name="Grid Table 4"/> <u4:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark"/> <u4:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful"/> <u4:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful"/> <u4:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light Accent 1"/> <u4:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 1"/> <u4:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 1"/> <u4:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 1"/> <u4:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 1"/> <u4:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful Accent 1"/> <u4:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful Accent 1"/> <u4:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light Accent 2"/> <u4:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 2"/> <u4:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 2"/> <u4:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 2"/> <u4:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 2"/> <u4:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful Accent 2"/> <u4:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful Accent 2"/> <u4:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light Accent 3"/> <u4:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 3"/> <u4:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 3"/> <u4:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 3"/> <u4:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 3"/> <u4:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful Accent 3"/> <u4:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful Accent 3"/> <u4:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light Accent 4"/> <u4:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 4"/> <u4:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 4"/> <u4:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 4"/> <u4:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 4"/> <u4:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful Accent 4"/> <u4:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful Accent 4"/> <u4:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light Accent 5"/> <u4:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 5"/> <u4:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 5"/> <u4:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 5"/> <u4:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 5"/> <u4:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful Accent 5"/> <u4:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful Accent 5"/> <u4:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light Accent 6"/> <u4:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 6"/> <u4:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 6"/> <u4:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 6"/> <u4:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 6"/> <u4:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful Accent 6"/> <u4:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful Accent 6"/> <u4:LsdException Locked="false" Priority="46" Name="List Table 1 Light"/> <u4:LsdException Locked="false" Priority="47" Name="List Table 2"/> <u4:LsdException Locked="false" Priority="48" Name="List Table 3"/> <u4:LsdException Locked="false" Priority="49" Name="List Table 4"/> <u4:LsdException Locked="false" Priority="50" Name="List Table 5 Dark"/> <u4:LsdException Locked="false" Priority="51" Name="List Table 6 Colorful"/> <u4:LsdException Locked="false" Priority="52" Name="List Table 7 Colorful"/> <u4:LsdException Locked="false" Priority="46" Name="List Table 1 Light Accent 1"/> <u4:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 1"/> <u4:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 1"/> <u4:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 1"/> <u4:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 1"/> <u4:LsdException Locked="false" Priority="51" Name="List Table 6 Colorful Accent 1"/> <u4:LsdException Locked="false" Priority="52" Name="List Table 7 Colorful Accent 1"/> <u4:LsdException Locked="false" Priority="46" Name="List Table 1 Light Accent 2"/> <u4:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 2"/> <u4:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 2"/> <u4:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 2"/> <u4:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 2"/> <u4:LsdException Locked="false" Priority="51" Name="List Table 6 Colorful Accent 2"/> <u4:LsdException Locked="false" Priority="52" Name="List Table 7 Colorful Accent 2"/> <u4:LsdException Locked="false" Priority="46" Name="List Table 1 Light Accent 3"/> <u4:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 3"/> <u4:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 3"/> <u4:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 3"/> <u4:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 3"/> <u4:LsdException Locked="false" Priority="51" Name="List Table 6 Colorful Accent 3"/> <u4:LsdException Locked="false" Priority="52" Name="List Table 7 Colorful Accent 3"/> <u4:LsdException Locked="false" Priority="46" Name="List Table 1 Light Accent 4"/> <u4:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 4"/> <u4:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 4"/> <u4:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 4"/> <u4:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 4"/> <u4:LsdException Locked="false" Priority="51" Name="List Table 6 Colorful Accent 4"/> <u4:LsdException Locked="false" Priority="52" Name="List Table 7 Colorful Accent 4"/> <u4:LsdException Locked="false" Priority="46" Name="List Table 1 Light Accent 5"/> <u4:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 5"/> <u4:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 5"/> <u4:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 5"/> <u4:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 5"/> <u4:LsdException Locked="false" Priority="51" Name="List Table 6 Colorful Accent 5"/> <u4:LsdException Locked="false" Priority="52" Name="List Table 7 Colorful Accent 5"/> <u4:LsdException Locked="false" Priority="46" Name="List Table 1 Light Accent 6"/> <u4:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 6"/> <u4:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 6"/> <u4:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 6"/> <u4:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 6"/> <u4:LsdException Locked="false" Priority="51" Name="List Table 6 Colorful Accent 6"/> <u4:LsdException Locked="false" Priority="52" Name="List Table 7 Colorful Accent 6"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Mention"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Smart Hyperlink"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Hashtag"/> <u4:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Unresolved Mention"/> </u4:LatentStyles> </xml><![endif]-->mgmt memo</span></span></a><span style="mso-bookmark:bookmark0"></span><span style="font-family:&quot;Times New Roman&quot;,serif;mso-fareast-font-family:&quot;Times New Roman&quot;; mso-fareast-theme-font:minor-fareast;mso-color-alt:windowtext"><o:p></o:p></span></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><u5:p></u5:p><span class="BodyTextChar1"><!--[if gte mso 9]><xml> <u5:DocumentProperties> <u5:Version>16.00</u5:Version> </u5:DocumentProperties> </xml><![endif]--><!--[if gte mso 9]><xml> <u5:OfficeDocumentSettings> <u5:AllowPNG/> </u5:OfficeDocumentSettings> </xml><![endif]--><span style="color:black"><!--[if gte mso 9]><xml> <u6:WordDocument> <u6:View>Normal</u6:View> <u6:Zoom>0</u6:Zoom> <u6:TrackMoves>false</u6:TrackMoves> <u6:TrackFormatting/> <u6:PunctuationKerning/> <u6:ValidateAgainstSchemas/> <u6:SaveIfXMLInvalid>false</u6:SaveIfXMLInvalid> <u6:IgnoreMixedContent>false</u6:IgnoreMixedContent> <u6:AlwaysShowPlaceholderText>false</u6:AlwaysShowPlaceholderText> <u6:DoNotPromoteQF/> <u6:LidThemeOther>EN-US</u6:LidThemeOther> <u6:LidThemeAsian>X-NONE</u6:LidThemeAsian> <u6:LidThemeComplexScript>X-NONE</u6:LidThemeComplexScript> <u6:Compatibility> <u6:BreakWrappedTables/> <u6:SnapToGridInCell/> <u6:WrapTextWithPunct/> <u6:UseAsianBreakRules/> <u6:DontGrowAutofit/> <u6:SplitPgBreakAndParaMark/> <u6:EnableOpenTypeKerning/> <u6:DontFlipMirrorIndents/> <u6:OverrideTableStyleHps/> </u6:Compatibility> <u7:mathPr> <u7:mathFont u7:val="Cambria Math"/> <u7:brkBin u7:val="before"/> <u7:brkBinSub u7:val="--"/> <u7:smallFrac u7:val="off"/> <u7:dispDef/> <u7:lMargin u7:val="0"/> <u7:rMargin u7:val="0"/> <u7:defJc u7:val="centerGroup"/> <u7:wrapIndent u7:val="1440"/> <u7:intLim u7:val="subSup"/> <u7:naryLim u7:val="undOvr"/> </u7:mathPr> </u6:WordDocument> </xml><![endif]--><!--[if gte mso 9]><xml> <u8:LatentStyles DefLockedState="false" DefUnhideWhenUsed="false" DefSemiHidden="false" DefQFormat="false" DefPriority="99" LatentStyleCount="375"> <u8:LsdException Locked="false" Priority="0" QFormat="true" Name="Normal"/> <u8:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 1"/> <u8:LsdException Locked="false" Priority="9" SemiHidden="true" UnhideWhenUsed="true" QFormat="true" Name="heading 2"/> <u8:LsdException Locked="false" Priority="9" SemiHidden="true" UnhideWhenUsed="true" QFormat="true" Name="heading 3"/> <u8:LsdException Locked="false" Priority="9" SemiHidden="true" UnhideWhenUsed="true" QFormat="true" Name="heading 4"/> <u8:LsdException Locked="false" Priority="9" SemiHidden="true" UnhideWhenUsed="true" QFormat="true" Name="heading 5"/> <u8:LsdException Locked="false" Priority="9" SemiHidden="true" UnhideWhenUsed="true" QFormat="true" Name="heading 6"/> <u8:LsdException Locked="false" Priority="9" SemiHidden="true" UnhideWhenUsed="true" QFormat="true" Name="heading 7"/> <u8:LsdException Locked="false" Priority="9" SemiHidden="true" UnhideWhenUsed="true" QFormat="true" Name="heading 8"/> <u8:LsdException Locked="false" Priority="9" SemiHidden="true" UnhideWhenUsed="true" QFormat="true" Name="heading 9"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="index 1"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="index 2"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="index 3"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="index 4"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="index 5"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="index 6"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="index 7"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="index 8"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="index 9"/> <u8:LsdException Locked="false" Priority="39" SemiHidden="true" UnhideWhenUsed="true" Name="toc 1"/> <u8:LsdException Locked="false" Priority="39" SemiHidden="true" UnhideWhenUsed="true" Name="toc 2"/> <u8:LsdException Locked="false" Priority="39" SemiHidden="true" UnhideWhenUsed="true" Name="toc 3"/> <u8:LsdException Locked="false" Priority="39" SemiHidden="true" UnhideWhenUsed="true" Name="toc 4"/> <u8:LsdException Locked="false" Priority="39" SemiHidden="true" UnhideWhenUsed="true" Name="toc 5"/> <u8:LsdException Locked="false" Priority="39" SemiHidden="true" UnhideWhenUsed="true" Name="toc 6"/> <u8:LsdException Locked="false" Priority="39" SemiHidden="true" UnhideWhenUsed="true" Name="toc 7"/> <u8:LsdException Locked="false" Priority="39" SemiHidden="true" UnhideWhenUsed="true" Name="toc 8"/> <u8:LsdException Locked="false" Priority="39" SemiHidden="true" UnhideWhenUsed="true" Name="toc 9"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Normal Indent"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="footnote text"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="annotation text"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="header"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="footer"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="index heading"/> <u8:LsdException Locked="false" Priority="35" SemiHidden="true" UnhideWhenUsed="true" QFormat="true" Name="caption"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="table of figures"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="envelope address"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="envelope return"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="footnote reference"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="annotation reference"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="line number"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="page number"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="endnote reference"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="endnote text"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="table of authorities"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="macro"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="toa heading"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Bullet"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Number"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List 2"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List 3"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List 4"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List 5"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Bullet 2"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Bullet 3"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Bullet 4"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Bullet 5"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Number 2"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Number 3"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Number 4"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Number 5"/> <u8:LsdException Locked="false" Priority="10" QFormat="true" Name="Title"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Closing"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Signature"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Default Paragraph Font"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" QFormat="true" Name="Body Text"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Body Text Indent"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Continue"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Continue 2"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Continue 3"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Continue 4"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Continue 5"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Message Header"/> <u8:LsdException Locked="false" Priority="11" QFormat="true" Name="Subtitle"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Salutation"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Date"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Body Text First Indent"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Body Text First Indent 2"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Note Heading"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Body Text 2"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Body Text 3"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Body Text Indent 2"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Body Text Indent 3"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Block Text"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Hyperlink"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="FollowedHyperlink"/> <u8:LsdException Locked="false" Priority="22" QFormat="true" Name="Strong"/> <u8:LsdException Locked="false" Priority="20" QFormat="true" Name="Emphasis"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Document Map"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Plain Text"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="E-mail Signature"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Top of Form"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Bottom of Form"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Normal (Web)"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Acronym"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Address"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Cite"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Code"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Definition"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Keyboard"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Preformatted"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Sample"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Typewriter"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Variable"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Normal Table"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="annotation subject"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="No List"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Outline List 1"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Outline List 2"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Outline List 3"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Simple 1"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Simple 2"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Simple 3"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Classic 1"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Classic 2"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Classic 3"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Classic 4"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Colorful 1"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Colorful 2"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Colorful 3"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Columns 1"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Columns 2"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Columns 3"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Columns 4"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Columns 5"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Grid 1"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Grid 2"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Grid 3"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Grid 4"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Grid 5"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Grid 6"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Grid 7"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Grid 8"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table List 1"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table List 2"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table List 3"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table List 4"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table List 5"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table List 6"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table List 7"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table List 8"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table 3D effects 1"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table 3D effects 2"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table 3D effects 3"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Contemporary"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Elegant"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Professional"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Subtle 1"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Subtle 2"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Web 1"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Web 2"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Web 3"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Balloon Text"/> <u8:LsdException Locked="false" Priority="39" Name="Table Grid"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Theme"/> <u8:LsdException Locked="false" SemiHidden="true" Name="Placeholder Text"/> <u8:LsdException Locked="false" Priority="1" QFormat="true" Name="No Spacing"/> <u8:LsdException Locked="false" Priority="60" Name="Light Shading"/> <u8:LsdException Locked="false" Priority="61" Name="Light List"/> <u8:LsdException Locked="false" Priority="62" Name="Light Grid"/> <u8:LsdException Locked="false" Priority="63" Name="Medium Shading 1"/> <u8:LsdException Locked="false" Priority="64" Name="Medium Shading 2"/> <u8:LsdException Locked="false" Priority="65" Name="Medium List 1"/> <u8:LsdException Locked="false" Priority="66" Name="Medium List 2"/> <u8:LsdException Locked="false" Priority="67" Name="Medium Grid 1"/> <u8:LsdException Locked="false" Priority="68" Name="Medium Grid 2"/> <u8:LsdException Locked="false" Priority="69" Name="Medium Grid 3"/> <u8:LsdException Locked="false" Priority="70" Name="Dark List"/> <u8:LsdException Locked="false" Priority="71" Name="Colorful Shading"/> <u8:LsdException Locked="false" Priority="72" Name="Colorful List"/> <u8:LsdException Locked="false" Priority="73" Name="Colorful Grid"/> <u8:LsdException Locked="false" Priority="60" Name="Light Shading Accent 1"/> <u8:LsdException Locked="false" Priority="61" Name="Light List Accent 1"/> <u8:LsdException Locked="false" Priority="62" Name="Light Grid Accent 1"/> <u8:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 1"/> <u8:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 1"/> <u8:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 1"/> <u8:LsdException Locked="false" SemiHidden="true" Name="Revision"/> <u8:LsdException Locked="false" Priority="34" QFormat="true" Name="List Paragraph"/> <u8:LsdException Locked="false" Priority="29" QFormat="true" Name="Quote"/> <u8:LsdException Locked="false" Priority="30" QFormat="true" Name="Intense Quote"/> <u8:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 1"/> <u8:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 1"/> <u8:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 1"/> <u8:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 1"/> <u8:LsdException Locked="false" Priority="70" Name="Dark List Accent 1"/> <u8:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 1"/> <u8:LsdException Locked="false" Priority="72" Name="Colorful List Accent 1"/> <u8:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 1"/> <u8:LsdException Locked="false" Priority="60" Name="Light Shading Accent 2"/> <u8:LsdException Locked="false" Priority="61" Name="Light List Accent 2"/> <u8:LsdException Locked="false" Priority="62" Name="Light Grid Accent 2"/> <u8:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 2"/> <u8:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 2"/> <u8:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 2"/> <u8:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 2"/> <u8:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 2"/> <u8:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 2"/> <u8:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 2"/> <u8:LsdException Locked="false" Priority="70" Name="Dark List Accent 2"/> <u8:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 2"/> <u8:LsdException Locked="false" Priority="72" Name="Colorful List Accent 2"/> <u8:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 2"/> <u8:LsdException Locked="false" Priority="60" Name="Light Shading Accent 3"/> <u8:LsdException Locked="false" Priority="61" Name="Light List Accent 3"/> <u8:LsdException Locked="false" Priority="62" Name="Light Grid Accent 3"/> <u8:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 3"/> <u8:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 3"/> <u8:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 3"/> <u8:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 3"/> <u8:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 3"/> <u8:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 3"/> <u8:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 3"/> <u8:LsdException Locked="false" Priority="70" Name="Dark List Accent 3"/> <u8:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 3"/> <u8:LsdException Locked="false" Priority="72" Name="Colorful List Accent 3"/> <u8:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 3"/> <u8:LsdException Locked="false" Priority="60" Name="Light Shading Accent 4"/> <u8:LsdException Locked="false" Priority="61" Name="Light List Accent 4"/> <u8:LsdException Locked="false" Priority="62" Name="Light Grid Accent 4"/> <u8:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 4"/> <u8:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 4"/> <u8:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 4"/> <u8:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 4"/> <u8:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 4"/> <u8:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 4"/> <u8:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 4"/> <u8:LsdException Locked="false" Priority="70" Name="Dark List Accent 4"/> <u8:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 4"/> <u8:LsdException Locked="false" Priority="72" Name="Colorful List Accent 4"/> <u8:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 4"/> <u8:LsdException Locked="false" Priority="60" Name="Light Shading Accent 5"/> <u8:LsdException Locked="false" Priority="61" Name="Light List Accent 5"/> <u8:LsdException Locked="false" Priority="62" Name="Light Grid Accent 5"/> <u8:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 5"/> <u8:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 5"/> <u8:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 5"/> <u8:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 5"/> <u8:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 5"/> <u8:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 5"/> <u8:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 5"/> <u8:LsdException Locked="false" Priority="70" Name="Dark List Accent 5"/> <u8:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 5"/> <u8:LsdException Locked="false" Priority="72" Name="Colorful List Accent 5"/> <u8:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 5"/> <u8:LsdException Locked="false" Priority="60" Name="Light Shading Accent 6"/> <u8:LsdException Locked="false" Priority="61" Name="Light List Accent 6"/> <u8:LsdException Locked="false" Priority="62" Name="Light Grid Accent 6"/> <u8:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 6"/> <u8:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 6"/> <u8:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 6"/> <u8:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 6"/> <u8:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 6"/> <u8:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 6"/> <u8:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 6"/> <u8:LsdException Locked="false" Priority="70" Name="Dark List Accent 6"/> <u8:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 6"/> <u8:LsdException Locked="false" Priority="72" Name="Colorful List Accent 6"/> <u8:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 6"/> <u8:LsdException Locked="false" Priority="19" QFormat="true" Name="Subtle Emphasis"/> <u8:LsdException Locked="false" Priority="21" QFormat="true" Name="Intense Emphasis"/> <u8:LsdException Locked="false" Priority="31" QFormat="true" Name="Subtle Reference"/> <u8:LsdException Locked="false" Priority="32" QFormat="true" Name="Intense Reference"/> <u8:LsdException Locked="false" Priority="33" QFormat="true" Name="Book Title"/> <u8:LsdException Locked="false" Priority="37" SemiHidden="true" UnhideWhenUsed="true" Name="Bibliography"/> <u8:LsdException Locked="false" Priority="39" SemiHidden="true" UnhideWhenUsed="true" QFormat="true" Name="TOC Heading"/> <u8:LsdException Locked="false" Priority="41" Name="Plain Table 1"/> <u8:LsdException Locked="false" Priority="42" Name="Plain Table 2"/> <u8:LsdException Locked="false" Priority="43" Name="Plain Table 3"/> <u8:LsdException Locked="false" Priority="44" Name="Plain Table 4"/> <u8:LsdException Locked="false" Priority="45" Name="Plain Table 5"/> <u8:LsdException Locked="false" Priority="40" Name="Grid Table Light"/> <u8:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light"/> <u8:LsdException Locked="false" Priority="47" Name="Grid Table 2"/> <u8:LsdException Locked="false" Priority="48" Name="Grid Table 3"/> <u8:LsdException Locked="false" Priority="49" Name="Grid Table 4"/> <u8:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark"/> <u8:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful"/> <u8:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful"/> <u8:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light Accent 1"/> <u8:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 1"/> <u8:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 1"/> <u8:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 1"/> <u8:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 1"/> <u8:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful Accent 1"/> <u8:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful Accent 1"/> <u8:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light Accent 2"/> <u8:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 2"/> <u8:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 2"/> <u8:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 2"/> <u8:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 2"/> <u8:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful Accent 2"/> <u8:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful Accent 2"/> <u8:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light Accent 3"/> <u8:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 3"/> <u8:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 3"/> <u8:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 3"/> <u8:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 3"/> <u8:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful Accent 3"/> <u8:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful Accent 3"/> <u8:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light Accent 4"/> <u8:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 4"/> <u8:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 4"/> <u8:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 4"/> <u8:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 4"/> <u8:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful Accent 4"/> <u8:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful Accent 4"/> <u8:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light Accent 5"/> <u8:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 5"/> <u8:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 5"/> <u8:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 5"/> <u8:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 5"/> <u8:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful Accent 5"/> <u8:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful Accent 5"/> <u8:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light Accent 6"/> <u8:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 6"/> <u8:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 6"/> <u8:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 6"/> <u8:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 6"/> <u8:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful Accent 6"/> <u8:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful Accent 6"/> <u8:LsdException Locked="false" Priority="46" Name="List Table 1 Light"/> <u8:LsdException Locked="false" Priority="47" Name="List Table 2"/> <u8:LsdException Locked="false" Priority="48" Name="List Table 3"/> <u8:LsdException Locked="false" Priority="49" Name="List Table 4"/> <u8:LsdException Locked="false" Priority="50" Name="List Table 5 Dark"/> <u8:LsdException Locked="false" Priority="51" Name="List Table 6 Colorful"/> <u8:LsdException Locked="false" Priority="52" Name="List Table 7 Colorful"/> <u8:LsdException Locked="false" Priority="46" Name="List Table 1 Light Accent 1"/> <u8:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 1"/> <u8:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 1"/> <u8:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 1"/> <u8:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 1"/> <u8:LsdException Locked="false" Priority="51" Name="List Table 6 Colorful Accent 1"/> <u8:LsdException Locked="false" Priority="52" Name="List Table 7 Colorful Accent 1"/> <u8:LsdException Locked="false" Priority="46" Name="List Table 1 Light Accent 2"/> <u8:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 2"/> <u8:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 2"/> <u8:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 2"/> <u8:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 2"/> <u8:LsdException Locked="false" Priority="51" Name="List Table 6 Colorful Accent 2"/> <u8:LsdException Locked="false" Priority="52" Name="List Table 7 Colorful Accent 2"/> <u8:LsdException Locked="false" Priority="46" Name="List Table 1 Light Accent 3"/> <u8:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 3"/> <u8:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 3"/> <u8:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 3"/> <u8:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 3"/> <u8:LsdException Locked="false" Priority="51" Name="List Table 6 Colorful Accent 3"/> <u8:LsdException Locked="false" Priority="52" Name="List Table 7 Colorful Accent 3"/> <u8:LsdException Locked="false" Priority="46" Name="List Table 1 Light Accent 4"/> <u8:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 4"/> <u8:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 4"/> <u8:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 4"/> <u8:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 4"/> <u8:LsdException Locked="false" Priority="51" Name="List Table 6 Colorful Accent 4"/> <u8:LsdException Locked="false" Priority="52" Name="List Table 7 Colorful Accent 4"/> <u8:LsdException Locked="false" Priority="46" Name="List Table 1 Light Accent 5"/> <u8:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 5"/> <u8:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 5"/> <u8:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 5"/> <u8:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 5"/> <u8:LsdException Locked="false" Priority="51" Name="List Table 6 Colorful Accent 5"/> <u8:LsdException Locked="false" Priority="52" Name="List Table 7 Colorful Accent 5"/> <u8:LsdException Locked="false" Priority="46" Name="List Table 1 Light Accent 6"/> <u8:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 6"/> <u8:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 6"/> <u8:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 6"/> <u8:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 6"/> <u8:LsdException Locked="false" Priority="51" Name="List Table 6 Colorful Accent 6"/> <u8:LsdException Locked="false" Priority="52" Name="List Table 7 Colorful Accent 6"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Mention"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Smart Hyperlink"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Hashtag"/> <u8:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Unresolved Mention"/> </u8:LatentStyles> </xml><![endif]--><!--[if gte mso 9]><xml> <u5:shapedefaults u9:ext="edit" spidmax="1028"/> </xml><![endif]--><!--[if gte mso 9]><xml> <u5:shapelayout u10:ext="edit"> <u5:idmap u10:ext="edit" data="1"/> </u5:shapelayout> </xml><![endif]--><u5:p>&nbsp;<o:p></o:p></u5:p></span></span></p> <p class="MsoNormal" style="mso-pagination:widow-orphan"><span class="BodyTextChar1">&nbsp; <o:p></o:p></span></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;tab-stops: lined 446.9pt;background:transparent"><u5:p></u5:p><span class="BodyTextChar1"><b style="mso-bidi-font-weight:normal"><u><span style="color:black"><!--[if gte mso 9]><xml> <u5:DocumentProperties> <u5:Version>16.00</u5:Version> </u5:DocumentProperties> </xml><![endif]--><!--[if gte mso 9]><xml> <u5:OfficeDocumentSettings> <u5:AllowPNG/> </u5:OfficeDocumentSettings> </xml><![endif]--><!--[if gte mso 9]><xml> <u11:WordDocument> <u11:View>Normal</u11:View> <u11:Zoom>0</u11:Zoom> <u11:TrackMoves/> <u11:TrackFormatting/> <u11:PunctuationKerning/> <u11:ValidateAgainstSchemas/> <u11:SaveIfXMLInvalid>false</u11:SaveIfXMLInvalid> <u11:IgnoreMixedContent>false</u11:IgnoreMixedContent> <u11:AlwaysShowPlaceholderText>false</u11:AlwaysShowPlaceholderText> <u11:DoNotPromoteQF/> <u11:LidThemeOther>EN-US</u11:LidThemeOther> <u11:LidThemeAsian>X-NONE</u11:LidThemeAsian> <u11:LidThemeComplexScript>X-NONE</u11:LidThemeComplexScript> <u11:Compatibility> <u11:BreakWrappedTables/> <u11:SnapToGridInCell/> <u11:WrapTextWithPunct/> <u11:UseAsianBreakRules/> <u11:DontGrowAutofit/> <u11:SplitPgBreakAndParaMark/> <u11:EnableOpenTypeKerning/> <u11:DontFlipMirrorIndents/> <u11:OverrideTableStyleHps/> </u11:Compatibility> <u12:mathPr> <u12:mathFont u12:val="Cambria Math"/> <u12:brkBin u12:val="before"/> <u12:brkBinSub u12:val="--"/> <u12:smallFrac u12:val="off"/> <u12:dispDef/> <u12:lMargin u12:val="0"/> <u12:rMargin u12:val="0"/> <u12:defJc u12:val="centerGroup"/> <u12:wrapIndent u12:val="1440"/> <u12:intLim u12:val="subSup"/> <u12:naryLim u12:val="undOvr"/> </u12:mathPr> </u11:WordDocument> </xml><![endif]--><!--[if gte mso 9]><xml> <u13:LatentStyles DefLockedState="false" DefUnhideWhenUsed="false" DefSemiHidden="false" DefQFormat="false" DefPriority="99" LatentStyleCount="375"> <u13:LsdException Locked="false" Priority="0" QFormat="true" Name="Normal"/> <u13:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 1"/> <u13:LsdException Locked="false" Priority="9" SemiHidden="true" UnhideWhenUsed="true" QFormat="true" Name="heading 2"/> <u13:LsdException Locked="false" Priority="9" SemiHidden="true" UnhideWhenUsed="true" QFormat="true" Name="heading 3"/> <u13:LsdException Locked="false" Priority="9" SemiHidden="true" UnhideWhenUsed="true" QFormat="true" Name="heading 4"/> <u13:LsdException Locked="false" Priority="9" SemiHidden="true" UnhideWhenUsed="true" QFormat="true" Name="heading 5"/> <u13:LsdException Locked="false" Priority="9" SemiHidden="true" UnhideWhenUsed="true" QFormat="true" Name="heading 6"/> <u13:LsdException Locked="false" Priority="9" SemiHidden="true" UnhideWhenUsed="true" QFormat="true" Name="heading 7"/> <u13:LsdException Locked="false" Priority="9" SemiHidden="true" UnhideWhenUsed="true" QFormat="true" Name="heading 8"/> <u13:LsdException Locked="false" Priority="9" SemiHidden="true" UnhideWhenUsed="true" QFormat="true" Name="heading 9"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="index 1"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="index 2"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="index 3"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="index 4"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="index 5"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="index 6"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="index 7"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="index 8"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="index 9"/> <u13:LsdException Locked="false" Priority="39" SemiHidden="true" UnhideWhenUsed="true" Name="toc 1"/> <u13:LsdException Locked="false" Priority="39" SemiHidden="true" UnhideWhenUsed="true" Name="toc 2"/> <u13:LsdException Locked="false" Priority="39" SemiHidden="true" UnhideWhenUsed="true" Name="toc 3"/> <u13:LsdException Locked="false" Priority="39" SemiHidden="true" UnhideWhenUsed="true" Name="toc 4"/> <u13:LsdException Locked="false" Priority="39" SemiHidden="true" UnhideWhenUsed="true" Name="toc 5"/> <u13:LsdException Locked="false" Priority="39" SemiHidden="true" UnhideWhenUsed="true" Name="toc 6"/> <u13:LsdException Locked="false" Priority="39" SemiHidden="true" UnhideWhenUsed="true" Name="toc 7"/> <u13:LsdException Locked="false" Priority="39" SemiHidden="true" UnhideWhenUsed="true" Name="toc 8"/> <u13:LsdException Locked="false" Priority="39" SemiHidden="true" UnhideWhenUsed="true" Name="toc 9"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Normal Indent"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="footnote text"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="annotation text"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="header"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="footer"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="index heading"/> <u13:LsdException Locked="false" Priority="35" SemiHidden="true" UnhideWhenUsed="true" QFormat="true" Name="caption"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="table of figures"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="envelope address"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="envelope return"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="footnote reference"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="annotation reference"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="line number"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="page number"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="endnote reference"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="endnote text"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="table of authorities"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="macro"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="toa heading"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Bullet"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Number"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List 2"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List 3"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List 4"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List 5"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Bullet 2"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Bullet 3"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Bullet 4"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Bullet 5"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Number 2"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Number 3"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Number 4"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Number 5"/> <u13:LsdException Locked="false" Priority="10" QFormat="true" Name="Title"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Closing"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Signature"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Default Paragraph Font"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" QFormat="true" Name="Body Text"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Body Text Indent"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Continue"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Continue 2"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Continue 3"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Continue 4"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="List Continue 5"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Message Header"/> <u13:LsdException Locked="false" Priority="11" QFormat="true" Name="Subtitle"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Salutation"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Date"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Body Text First Indent"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Body Text First Indent 2"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Note Heading"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Body Text 2"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Body Text 3"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Body Text Indent 2"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Body Text Indent 3"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Block Text"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Hyperlink"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="FollowedHyperlink"/> <u13:LsdException Locked="false" Priority="22" QFormat="true" Name="Strong"/> <u13:LsdException Locked="false" Priority="20" QFormat="true" Name="Emphasis"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Document Map"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Plain Text"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="E-mail Signature"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Top of Form"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Bottom of Form"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Normal (Web)"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Acronym"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Address"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Cite"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Code"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Definition"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Keyboard"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Preformatted"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Sample"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Typewriter"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="HTML Variable"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Normal Table"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="annotation subject"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="No List"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Outline List 1"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Outline List 2"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Outline List 3"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Simple 1"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Simple 2"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Simple 3"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Classic 1"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Classic 2"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Classic 3"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Classic 4"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Colorful 1"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Colorful 2"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Colorful 3"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Columns 1"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Columns 2"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Columns 3"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Columns 4"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Columns 5"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Grid 1"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Grid 2"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Grid 3"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Grid 4"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Grid 5"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Grid 6"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Grid 7"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Grid 8"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table List 1"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table List 2"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table List 3"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table List 4"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table List 5"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table List 6"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table List 7"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table List 8"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table 3D effects 1"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table 3D effects 2"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table 3D effects 3"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Contemporary"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Elegant"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Professional"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Subtle 1"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Subtle 2"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Web 1"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Web 2"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Web 3"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Balloon Text"/> <u13:LsdException Locked="false" Priority="39" Name="Table Grid"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Table Theme"/> <u13:LsdException Locked="false" SemiHidden="true" Name="Placeholder Text"/> <u13:LsdException Locked="false" Priority="1" QFormat="true" Name="No Spacing"/> <u13:LsdException Locked="false" Priority="60" Name="Light Shading"/> <u13:LsdException Locked="false" Priority="61" Name="Light List"/> <u13:LsdException Locked="false" Priority="62" Name="Light Grid"/> <u13:LsdException Locked="false" Priority="63" Name="Medium Shading 1"/> <u13:LsdException Locked="false" Priority="64" Name="Medium Shading 2"/> <u13:LsdException Locked="false" Priority="65" Name="Medium List 1"/> <u13:LsdException Locked="false" Priority="66" Name="Medium List 2"/> <u13:LsdException Locked="false" Priority="67" Name="Medium Grid 1"/> <u13:LsdException Locked="false" Priority="68" Name="Medium Grid 2"/> <u13:LsdException Locked="false" Priority="69" Name="Medium Grid 3"/> <u13:LsdException Locked="false" Priority="70" Name="Dark List"/> <u13:LsdException Locked="false" Priority="71" Name="Colorful Shading"/> <u13:LsdException Locked="false" Priority="72" Name="Colorful List"/> <u13:LsdException Locked="false" Priority="73" Name="Colorful Grid"/> <u13:LsdException Locked="false" Priority="60" Name="Light Shading Accent 1"/> <u13:LsdException Locked="false" Priority="61" Name="Light List Accent 1"/> <u13:LsdException Locked="false" Priority="62" Name="Light Grid Accent 1"/> <u13:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 1"/> <u13:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 1"/> <u13:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 1"/> <u13:LsdException Locked="false" SemiHidden="true" Name="Revision"/> <u13:LsdException Locked="false" Priority="34" QFormat="true" Name="List Paragraph"/> <u13:LsdException Locked="false" Priority="29" QFormat="true" Name="Quote"/> <u13:LsdException Locked="false" Priority="30" QFormat="true" Name="Intense Quote"/> <u13:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 1"/> <u13:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 1"/> <u13:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 1"/> <u13:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 1"/> <u13:LsdException Locked="false" Priority="70" Name="Dark List Accent 1"/> <u13:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 1"/> <u13:LsdException Locked="false" Priority="72" Name="Colorful List Accent 1"/> <u13:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 1"/> <u13:LsdException Locked="false" Priority="60" Name="Light Shading Accent 2"/> <u13:LsdException Locked="false" Priority="61" Name="Light List Accent 2"/> <u13:LsdException Locked="false" Priority="62" Name="Light Grid Accent 2"/> <u13:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 2"/> <u13:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 2"/> <u13:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 2"/> <u13:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 2"/> <u13:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 2"/> <u13:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 2"/> <u13:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 2"/> <u13:LsdException Locked="false" Priority="70" Name="Dark List Accent 2"/> <u13:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 2"/> <u13:LsdException Locked="false" Priority="72" Name="Colorful List Accent 2"/> <u13:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 2"/> <u13:LsdException Locked="false" Priority="60" Name="Light Shading Accent 3"/> <u13:LsdException Locked="false" Priority="61" Name="Light List Accent 3"/> <u13:LsdException Locked="false" Priority="62" Name="Light Grid Accent 3"/> <u13:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 3"/> <u13:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 3"/> <u13:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 3"/> <u13:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 3"/> <u13:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 3"/> <u13:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 3"/> <u13:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 3"/> <u13:LsdException Locked="false" Priority="70" Name="Dark List Accent 3"/> <u13:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 3"/> <u13:LsdException Locked="false" Priority="72" Name="Colorful List Accent 3"/> <u13:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 3"/> <u13:LsdException Locked="false" Priority="60" Name="Light Shading Accent 4"/> <u13:LsdException Locked="false" Priority="61" Name="Light List Accent 4"/> <u13:LsdException Locked="false" Priority="62" Name="Light Grid Accent 4"/> <u13:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 4"/> <u13:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 4"/> <u13:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 4"/> <u13:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 4"/> <u13:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 4"/> <u13:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 4"/> <u13:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 4"/> <u13:LsdException Locked="false" Priority="70" Name="Dark List Accent 4"/> <u13:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 4"/> <u13:LsdException Locked="false" Priority="72" Name="Colorful List Accent 4"/> <u13:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 4"/> <u13:LsdException Locked="false" Priority="60" Name="Light Shading Accent 5"/> <u13:LsdException Locked="false" Priority="61" Name="Light List Accent 5"/> <u13:LsdException Locked="false" Priority="62" Name="Light Grid Accent 5"/> <u13:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 5"/> <u13:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 5"/> <u13:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 5"/> <u13:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 5"/> <u13:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 5"/> <u13:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 5"/> <u13:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 5"/> <u13:LsdException Locked="false" Priority="70" Name="Dark List Accent 5"/> <u13:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 5"/> <u13:LsdException Locked="false" Priority="72" Name="Colorful List Accent 5"/> <u13:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 5"/> <u13:LsdException Locked="false" Priority="60" Name="Light Shading Accent 6"/> <u13:LsdException Locked="false" Priority="61" Name="Light List Accent 6"/> <u13:LsdException Locked="false" Priority="62" Name="Light Grid Accent 6"/> <u13:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 6"/> <u13:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 6"/> <u13:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 6"/> <u13:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 6"/> <u13:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 6"/> <u13:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 6"/> <u13:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 6"/> <u13:LsdException Locked="false" Priority="70" Name="Dark List Accent 6"/> <u13:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 6"/> <u13:LsdException Locked="false" Priority="72" Name="Colorful List Accent 6"/> <u13:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 6"/> <u13:LsdException Locked="false" Priority="19" QFormat="true" Name="Subtle Emphasis"/> <u13:LsdException Locked="false" Priority="21" QFormat="true" Name="Intense Emphasis"/> <u13:LsdException Locked="false" Priority="31" QFormat="true" Name="Subtle Reference"/> <u13:LsdException Locked="false" Priority="32" QFormat="true" Name="Intense Reference"/> <u13:LsdException Locked="false" Priority="33" QFormat="true" Name="Book Title"/> <u13:LsdException Locked="false" Priority="37" SemiHidden="true" UnhideWhenUsed="true" Name="Bibliography"/> <u13:LsdException Locked="false" Priority="39" SemiHidden="true" UnhideWhenUsed="true" QFormat="true" Name="TOC Heading"/> <u13:LsdException Locked="false" Priority="41" Name="Plain Table 1"/> <u13:LsdException Locked="false" Priority="42" Name="Plain Table 2"/> <u13:LsdException Locked="false" Priority="43" Name="Plain Table 3"/> <u13:LsdException Locked="false" Priority="44" Name="Plain Table 4"/> <u13:LsdException Locked="false" Priority="45" Name="Plain Table 5"/> <u13:LsdException Locked="false" Priority="40" Name="Grid Table Light"/> <u13:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light"/> <u13:LsdException Locked="false" Priority="47" Name="Grid Table 2"/> <u13:LsdException Locked="false" Priority="48" Name="Grid Table 3"/> <u13:LsdException Locked="false" Priority="49" Name="Grid Table 4"/> <u13:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark"/> <u13:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful"/> <u13:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful"/> <u13:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light Accent 1"/> <u13:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 1"/> <u13:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 1"/> <u13:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 1"/> <u13:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 1"/> <u13:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful Accent 1"/> <u13:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful Accent 1"/> <u13:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light Accent 2"/> <u13:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 2"/> <u13:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 2"/> <u13:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 2"/> <u13:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 2"/> <u13:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful Accent 2"/> <u13:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful Accent 2"/> <u13:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light Accent 3"/> <u13:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 3"/> <u13:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 3"/> <u13:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 3"/> <u13:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 3"/> <u13:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful Accent 3"/> <u13:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful Accent 3"/> <u13:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light Accent 4"/> <u13:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 4"/> <u13:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 4"/> <u13:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 4"/> <u13:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 4"/> <u13:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful Accent 4"/> <u13:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful Accent 4"/> <u13:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light Accent 5"/> <u13:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 5"/> <u13:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 5"/> <u13:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 5"/> <u13:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 5"/> <u13:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful Accent 5"/> <u13:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful Accent 5"/> <u13:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light Accent 6"/> <u13:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 6"/> <u13:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 6"/> <u13:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 6"/> <u13:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 6"/> <u13:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful Accent 6"/> <u13:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful Accent 6"/> <u13:LsdException Locked="false" Priority="46" Name="List Table 1 Light"/> <u13:LsdException Locked="false" Priority="47" Name="List Table 2"/> <u13:LsdException Locked="false" Priority="48" Name="List Table 3"/> <u13:LsdException Locked="false" Priority="49" Name="List Table 4"/> <u13:LsdException Locked="false" Priority="50" Name="List Table 5 Dark"/> <u13:LsdException Locked="false" Priority="51" Name="List Table 6 Colorful"/> <u13:LsdException Locked="false" Priority="52" Name="List Table 7 Colorful"/> <u13:LsdException Locked="false" Priority="46" Name="List Table 1 Light Accent 1"/> <u13:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 1"/> <u13:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 1"/> <u13:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 1"/> <u13:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 1"/> <u13:LsdException Locked="false" Priority="51" Name="List Table 6 Colorful Accent 1"/> <u13:LsdException Locked="false" Priority="52" Name="List Table 7 Colorful Accent 1"/> <u13:LsdException Locked="false" Priority="46" Name="List Table 1 Light Accent 2"/> <u13:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 2"/> <u13:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 2"/> <u13:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 2"/> <u13:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 2"/> <u13:LsdException Locked="false" Priority="51" Name="List Table 6 Colorful Accent 2"/> <u13:LsdException Locked="false" Priority="52" Name="List Table 7 Colorful Accent 2"/> <u13:LsdException Locked="false" Priority="46" Name="List Table 1 Light Accent 3"/> <u13:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 3"/> <u13:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 3"/> <u13:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 3"/> <u13:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 3"/> <u13:LsdException Locked="false" Priority="51" Name="List Table 6 Colorful Accent 3"/> <u13:LsdException Locked="false" Priority="52" Name="List Table 7 Colorful Accent 3"/> <u13:LsdException Locked="false" Priority="46" Name="List Table 1 Light Accent 4"/> <u13:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 4"/> <u13:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 4"/> <u13:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 4"/> <u13:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 4"/> <u13:LsdException Locked="false" Priority="51" Name="List Table 6 Colorful Accent 4"/> <u13:LsdException Locked="false" Priority="52" Name="List Table 7 Colorful Accent 4"/> <u13:LsdException Locked="false" Priority="46" Name="List Table 1 Light Accent 5"/> <u13:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 5"/> <u13:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 5"/> <u13:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 5"/> <u13:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 5"/> <u13:LsdException Locked="false" Priority="51" Name="List Table 6 Colorful Accent 5"/> <u13:LsdException Locked="false" Priority="52" Name="List Table 7 Colorful Accent 5"/> <u13:LsdException Locked="false" Priority="46" Name="List Table 1 Light Accent 6"/> <u13:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 6"/> <u13:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 6"/> <u13:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 6"/> <u13:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 6"/> <u13:LsdException Locked="false" Priority="51" Name="List Table 6 Colorful Accent 6"/> <u13:LsdException Locked="false" Priority="52" Name="List Table 7 Colorful Accent 6"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Mention"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Smart Hyperlink"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Hashtag"/> <u13:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true" Name="Unresolved Mention"/> </u13:LatentStyles> </xml><![endif]-->Volume 9, #4<span style="mso-tab-count:1 lined">_______________________________________________________________ </span><span style="mso-bidi-font-weight:bold">April/May, 1990</span></span></u></b></span><u5:p></u5:p><b style="mso-bidi-font-weight:normal"><o:p></o:p></b></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;tab-stops: lined 446.9pt;background:transparent"><u5:p>&nbsp;</u5:p></p> <p class="Heading20" style="margin-bottom:0in;margin-bottom:.0001pt;line-height: normal;mso-pagination:lines-together;page-break-after:avoid;background:transparent"><span style="color:black;font-weight:normal;mso-bidi-font-weight:bold">"MGMT MEMO" was written by Richard Seltzer in Corporate Employee Communication for the Office of the President. It was written for Digital s managers and supervisors to help them understand and communicate business information to their employees. You can reach Richard at <a href="mailto:seltzer@seltzerbooks.com"><span style="color:black;mso-style-textfill-fill-color: black;mso-style-textfill-fill-alpha:100.0%"><span style="color:black; mso-style-textfill-fill-color:black;mso-style-textfill-fill-alpha:100.0%">seltzer@seltzerbooks.com</span></span></a><u5:p></u5:p></span><o:p></o:p></p> <p class="Heading20" style="margin-bottom:0in;margin-bottom:.0001pt;line-height: normal;mso-pagination:lines-together;page-break-after:avoid;background:transparent"><span class="Heading2"><u5:p><span style="color:black">&nbsp;</span></u5:p></span></p> <p class="MsoNormal"><span class="Heading2"><span style="mso-bidi-font-weight:normal"><a href="#_%00D%00i%00g%00i%00t%00a%00l%00%19+s%00_%00C%00h%00a%00n%00g%00i%00n%00g%00_%00W%00o%00r%00k%00"><span style="color:black;mso-style-textfill-fill-color: black;mso-style-textfill-fill-alpha:100.0%;font-weight:normal"><span style="color:black;mso-style-textfill-fill-color:black;mso-style-textfill-fill-alpha:100.0%">Digital s Changing Work Environment by Dick Farrahar, Vice President, MEM Personnel</span></span></a><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Heading2"><span style="mso-bidi-font-weight:normal"><o:p>&nbsp;</o:p></span></span></p> <p class="MsoNormal"><span class="Heading2"><span style="mso-bidi-font-weight:normal"><a href="#_Building_Financial_Strength"><span style="color:black;mso-style-textfill-fill-color: black;mso-style-textfill-fill-alpha:100.0%;font-weight:normal"><span style="color:black;mso-style-textfill-fill-color:black;mso-style-textfill-fill-alpha:100.0%">Building Financ<span style="color:black;mso-style-textfill-fill-color: black;mso-style-textfill-fill-alpha:100.0%">ial Strength For The Future by Bruce J. Ryan, Vice President, Corporate Controller</span></span></span></a><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Heading2"><span style="mso-bidi-font-weight:normal"><o:p>&nbsp;</o:p></span></span></p> <p class="MsoNormal"><span class="Heading2"><span style="mso-bidi-font-weight:normal"><a href="#_Adjusting_To_The"><span style="color:black;mso-style-textfill-fill-color: black;mso-style-textfill-fill-alpha:100.0%;font-weight:normal"><span style="color:black;mso-style-textfill-fill-color:black;mso-style-textfill-fill-alpha:100.0%">Adjusting To The Workforce Demands Of A New Business Environment by Tom Colatosti, manager, U.S. Organization and Workforce Developme<span style="color:black;mso-style-textfill-fill-color:black;mso-style-textfill-fill-alpha:100.0%">nt</span></span></span></a><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Heading2"><span style="mso-bidi-font-weight:normal"><o:p>&nbsp;</o:p></span></span></p> <p class="MsoNormal"><span class="Heading2"><span style="mso-bidi-font-weight:normal"><a href="#_%00%18+N%00e%00w%00_%00W%00o%00r%00k%00%19+_%00I%00n%00"><span style="color:black;mso-style-textfill-fill-color: black;mso-style-textfill-fill-alpha:100.0%;font-weight:normal"><span style="color:black;mso-style-textfill-fill-color:black;mso-style-textfill-fill-alpha:100.0%"> New Work In Manufacturing - Its Role In Providing Systems Integration by Walter Bonin, Planning Manager, Manufacturing Strategic Collaboration; and Ron Chestna, Manager, Manufacturing Transition</span></span></a><o:p></o:p></span></span></p> <p class="Heading20" style="margin-bottom:0in;margin-bottom:.0001pt;line-height: normal;mso-pagination:lines-together;page-break-after:avoid;background:transparent"><span class="Heading2"><span style="color:black;font-weight:normal;mso-bidi-font-weight: bold"><o:p>&nbsp;</o:p></span></span></p> <p class="MsoNormal"><span class="Heading2"><span style="mso-bidi-font-weight:normal"><a href="#_%00D%00E%00C%00W%00O%00R%00L%00D%00_%00%19+9%000%00_%00-%00"><span style="color:black;mso-style-textfill-fill-color: black;mso-style-textfill-fill-alpha:100.0%;font-weight:normal"><span style="color:black;mso-style-textfill-fill-color:black;mso-style-textfill-fill-alpha:100.0%">DECWORLD  90 - Educating And Inspiring Customers And Sales People Around The World by Pat Zilvitis, chairman of DECWORLD '90</span></span></a><o:p></o:p></span></span></p> <p class="Heading20" style="margin-bottom:0in;margin-bottom:.0001pt;line-height: normal;mso-pagination:lines-together;page-break-after:avoid;background:transparent"><span class="Heading2"><span style="color:black;font-weight:normal;mso-bidi-font-weight: bold"><o:p>&nbsp;</o:p></span></span></p> <p class="MsoNormal"><span class="Heading2"><span style="mso-bidi-font-weight:normal"><a href="#_Waste_Management_And"><span style="color:black;mso-style-textfill-fill-color: black;mso-style-textfill-fill-alpha:100.0%;font-weight:normal"><span style="color:black;mso-style-textfill-fill-color:black;mso-style-textfill-fill-alpha:100.0%">Waste Management And Minimization At Digital by John Caulfield, Corp<span style="color:black;mso-style-textfill-fill-color:black;mso-style-textfill-fill-alpha:100.0%">orate Manager, Waste Management</span></span></span></a><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Heading2"><span style="mso-bidi-font-weight:normal"><o:p>&nbsp;</o:p></span></span></p> <p class="MsoNormal"><span class="Heading2"><span style="font-weight:normal"><a href="#_To_Reduce_CFC"><span style="color:black;mso-style-textfill-fill-color: black;mso-style-textfill-fill-alpha:100.0%"><span style="color:black; mso-style-textfill-fill-color:black;mso-style-textfill-fill-alpha:100.0%">To Reduce CFC Usage, Digital Develops Water-Based Method For Cleaning Modules &amp; Gives This Technology To The Industry by William Bennett, program manager, Manufacturing Technology</span></span></a><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Heading2"><span style="font-weight:normal"><o:p>&nbsp;</o:p></span></span></p> <p class="MsoNormal"><span class="Heading2"><span style="font-weight:normal"><a href="#_Management_Principles"><span style="color:black;mso-style-textfill-fill-color: black;mso-style-textfill-fill-alpha:100.0%"><span style="color:black; mso-style-textfill-fill-color:black;mso-style-textfill-fill-alpha:100.0%">Management Principles</span></span></a><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Heading2"><span style="font-weight:normal"><o:p>&nbsp;</o:p></span></span></p> <p class="MsoNormal"><span class="Heading2"><span style="font-weight:normal"><a href="#_Distributed_Systems_Renamed"><span style="color:black;mso-style-textfill-fill-color: black;mso-style-textfill-fill-alpha:100.0%"><span style="color:black; mso-style-textfill-fill-color:black;mso-style-textfill-fill-alpha:100.0%">Distributed Systems Renamed  Telecommunications And Networks Group ; Telecommunications Business Group Formed</span></span></a><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Heading2"><span style="font-weight:normal"><o:p>&nbsp;</o:p></span></span></p> <p class="MsoNormal"><span class="Heading2"><span style="font-weight:normal"><a href="#_Changes_In_EIS"><span style="color:black;mso-style-textfill-fill-color: black;mso-style-textfill-fill-alpha:100.0%"><span style="color:black; mso-style-textfill-fill-color:black;mso-style-textfill-fill-alpha:100.0%">Changes In EIS Organization</span></span></a><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Heading2"><span style="font-weight:normal"><o:p>&nbsp;</o:p></span></span></p> <p class="MsoNormal"><span class="Heading2"><span style="font-weight:normal"><a href="#_Digital_Prepares_For"><span style="color:black;mso-style-textfill-fill-color: black;mso-style-textfill-fill-alpha:100.0%"><span style="color:black; mso-style-textfill-fill-color:black;mso-style-textfill-fill-alpha:100.0%">Digital Prepares For Business Opportunities In Unified Germany</span></span></a><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Heading2"><span style="font-weight:normal"><o:p>&nbsp;</o:p></span></span></p> <p class="MsoNormal"><span class="Heading2"><span style="font-weight:normal"><a href="#_Office_Systems_And"><span style="color:black;mso-style-textfill-fill-color: black;mso-style-textfill-fill-alpha:100.0%"><span style="color:black; mso-style-textfill-fill-color:black;mso-style-textfill-fill-alpha:100.0%">Office Systems And Applications Group Formed</span></span></a><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Heading2"><span style="font-weight:normal"><o:p>&nbsp;</o:p></span></span></p> <p class="MsoNormal"><span class="Heading2"><span style="font-weight:normal"><a href="#_The_Account_Support"><span style="color:black;mso-style-textfill-fill-color: black;mso-style-textfill-fill-alpha:100.0%"><span style="color:black; mso-style-textfill-fill-color:black;mso-style-textfill-fill-alpha:100.0%">The Account Support Network: Fast Access To The Right Resources And Information</span></span></a><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Heading2"><span style="font-weight:normal"><o:p>&nbsp;</o:p></span></span></p> <p class="MsoNormal"><span class="Heading2"><span style="font-weight:normal"><a href="#_Update_On_AIDS"><span style="color:black;mso-style-textfill-fill-color: black;mso-style-textfill-fill-alpha:100.0%"><span style="color:black; mso-style-textfill-fill-color:black;mso-style-textfill-fill-alpha:100.0%">Update On AIDS</span></span></a><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Heading2"><span style="font-weight:normal"><o:p>&nbsp;</o:p></span></span></p> <p class="MsoNormal"><span class="Heading2"><span style="font-weight:normal"><a href="#_LDP/Science_Announces_Program"><span style="color:black;mso-style-textfill-fill-color: black;mso-style-textfill-fill-alpha:100.0%"><span style="color:black; mso-style-textfill-fill-color:black;mso-style-textfill-fill-alpha:100.0%">LDP/Science Announces Program For Scientific Innovation</span></span></a><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Heading2"><span style="font-weight:normal"><o:p>&nbsp;</o:p></span></span></p> <p class="MsoNormal"><span class="Heading2"><span style="font-weight:normal"><a href="#_International_Engineering_Group"><span style="color:black;mso-style-textfill-fill-color: black;mso-style-textfill-fill-alpha:100.0%"><span style="color:black; mso-style-textfill-fill-color:black;mso-style-textfill-fill-alpha:100.0%">International Engineering Group Now Part Of DSSG</span></span></a><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Heading2"><span style="font-weight:normal"><o:p>&nbsp;</o:p></span></span></p> <p class="MsoNormal"><span class="Heading2"><span style="font-weight:normal"><a href="#_Appointments"><span style="color:black;mso-style-textfill-fill-color: black;mso-style-textfill-fill-alpha:100.0%"><span style="color:black; mso-style-textfill-fill-color:black;mso-style-textfill-fill-alpha:100.0%">Appointments</span></span></a><o:p></o:p></span></span></p> <h3><a name="_Digital s_Changing_Work"></a><span class="Heading2"><span style="font-family:&quot;Arial&quot;,sans-serif;mso-bidi-font-weight:normal">Digital s Changing Work Environment </span></span><span class="BodyTextChar1">by Dick Farrahar, Vice President, MEM Personnel</span><o:p></o:p></h3> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:27.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">It has been said that every company succeeds in direct proportion to its willingness to renew itself and adapt to changing needs. A company, like a person, must be willing to examine everything, and to balance adapting to changing times while remaining rooted in the values that have nurtured past success.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:27.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:27.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">We at Digital are no different and, in fact, always have been in evolution toward the vision and values on which Ken Olsen founded the company. Today, more than ever, we face significant challenges and must change to meet them.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:27.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:27.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">In the past, in the 70 s and early 80 s, Digital experienced many changes that were driven by the shifting volumes of our business. Most of the dramatic movements of people and improvements in productivity took place in Manufacturing. When we found that we had excess capacity and had to adjust work loads, we moved large numbers of people. We successfully closed manufacturing operations in Marlboro and Franklin, Massachusetts, and transferred many of the affected people to other parts of the company. More recently, our Salem, New Hampshire, plant did a tremendous job managing the transition of some 1400 people.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:27.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:27.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">These changes also affected various engineering organizations, especially due to the completion or cancellation of development projects.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:27.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:27.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">Today, however, people in many different organizations in the U.S. are beginning to experience what Manufacturing and Engineering already have had to deal with several times in the past 15 years.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:27.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:23.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">The whole computer industry worldwide is going through a basic restructuring. Many pieces of the business are shifting at the same time. Because of the need to balance proprietary and open systems for competitive advantage in the marketplace, Digital s success requires a different and more effective cost structure than in the past. Technology is driving change; there is a critical need for software engineers by all computer companies; the demand for greater productivity from the workforce and higher return on investments by our stockholders are front page headlines every day.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:23.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:23.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">The flat market we are seeing in the U.S. for the last few quarters is a separate issue, but it only increases the pressure we face to make fundamental changes in the way we work and in our internal structures. Regardless of volume, these changing business and market conditions impact Digital tremendously. Consequently, each major function must carefully examine how its work makes Digital more competitive, make changes where necessary and make permanent any improvements in effectiveness and efficiency.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:23.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:23.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">The effects are many. Skills needed for the future work must be acquired; the numbers of people needed to do the work will change; the organizational alignments and structures must be more interdependent; each person must be very flexible and adaptable just as the company as a whole needs to be.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:23.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:23.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">Digital is committed to having an environment that offers personal dignity and meaningful work where people can work creatively and make positive contributions. At the same time, individual employees have the responsibility to stay current with the changes in the business and technology. Digital needs to provide the opportunities and encouragement to learn and change; employees have to be increasingly flexible and willing to gain new skills and to move from job to job in their careers with the company.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:23.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:23.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">I remember when I started in 1970. I worked as an employment recruiter for about five months. Business then slowed and we weren t recruiting anymore; so 1 went off and sold computers and helped introduce new products to the sales and service teams. That was an exciting time for me and, when I look back at it now, I recognize that period of "transition" was an unexpected yet meaningful opportunity for growth.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:23.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:23.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">Something else that occurs to me is the important role that managers play today, especially as communicators. They must help employees understand what is happening to the industry, to the company and to the work. They need to talk about the kinds of jobs that need to be done, the skills needed for those jobs, and to encourage employees to further their education and training. I have found that when employees understand what s going on, when they ve got a context for their work, they respond positively and with greater commitment to making things work.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:23.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:17.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">We have a loyal and talented workforce at Digital. For the future challenges, we need to have the right people, with the right set of skills, in the right jobs, at the right time. I know these words sound overused, but quite frankly, that s the on-going change we ve got to make. The change is going on whether we like it or not; our opportunity is to be smart enough to know what changes we should make, and then be courageous enough to lead ourselves and others in the right direction.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:17.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <h3><a name="_Building_Financial_Strength"></a><span class="Heading2"><span style="font-family:&quot;Arial&quot;,sans-serif;mso-bidi-font-weight:normal">Building Financial Strength For The Future </span></span><span class="BodyTextChar1">by Bruce J. Ryan, Vice President, Corporate Controller</span><o:p></o:p></h3> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:17.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">The computer industry is going through major changes. We need to respond flexibly to the opportunities and challenges presented by new technology, new markets and changing customer requirements.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:17.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:17.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">At the same time, we have to simplify our organization and trim our costs to position ourselves for more rapid response to future change. Continual change is now a way of life for a leader in our industry.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:17.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:17.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">We have a very strong, AAA balance sheet. We have virtually no debt and considerable cash. We have seen significant improvement in our asset management, particularly inventories, over the last few years. We are fortunate to be in such a secure financial position in a period when several factors at once are forcing us to reduce our costs.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:17.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:17.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">The market for low-end computer products is growing because of the tremendous power that is now available on a desktop. Required investments in both hardware and software, as well as competitive pressure, put significant pressure on our margins. We re a total solution company. In contrast, many of our competitors focus on fast and powerful standalone boxes. They can t compete with us in terms of total solutions, but by offering cheaper solutions to some customers, they are creating pricing pressure. When margins get squeezed, cost issues become very important.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:17.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:17.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">In the last couple of years, we have planned for higher revenue growth and put a cost structure in place to support that growth  increasing our fixed costs.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:17.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:17.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">At the same time, technology is changing how we do business, making it possible to work efficiently in new and different ways. We have been working hard to reduce costs for over a year now, and have made progress in many areas. But we also have to invest to take advantage of important new opportunities. Over the last three years, we have made signi-</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:17.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:16.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">ficant investments in products, marketing, and selling. For example, last year we spent $1.5 billion in research and development to develop new products, and also spent $1.2 billion in capital equipment. It is quite obvious from our financial results that we are not getting an appropriate return on these investments.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:16.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:16.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">Not only are we investing heavily in critical engineering areas, but we also need to increase our investments in areas such as enterprise integration, and solve geographic and skill-mix problems so we have the right people with the right skills in the right places. We continue to invest in sales, particularly in international markets because tremendous opportunities are opening. The good news is that there are areas where we need to invest. The bad news is that those investments put more pressure on reducing costs elsewhere.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:16.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:16.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">People at Digital are working hard. But, unfortunately, sometimes the work we are doing is not aligned with the work that most needs to be done. We have to simplify our organization and the ways we measure our performance, and eliminate work that is not really needed to reduce costs and stay competitive.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:16.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:16.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">Seeking solutions to this problem, we re-examined how we do business and found that we had overlapping measurements and, as a result, had overlapping responsibilities. We re now developing clearer, simpler metrics. People will be held accountable and be measured on the business for which they are responsible and over which they have direct control. This is going to allow us to eliminate some of the redundancies in the organization. Our new "lines of business" is an important step in that direction.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:16.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:16.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">We are giving more responsibility and control to focused business units. Over the next few months we're going to end up with better defined work, responsibility for work, and metrics for work.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:16.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:16.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">The details of what we are doing will change as business circumstances change, but the reasons we re moving in this direction aren t going to change.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:16.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:16.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">In addition to the changing business conditions mentioned above, we need to remember that what is said about us in the press and in the investment community has an effect on us in the marketplace. Our customers are making major decisions on new enterprise integration business, and they want to be with a company that is going to be there for the long haul.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:16.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:16.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">Our challenge is to properly align our cost structure while, at the same time, investing in the right mix of products, processes, and markets.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:16.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <h3><a name="_Adjusting_To_The"></a><span class="BodyTextChar1">Adjusting To The Workforce Demands Of A New Business Environment by Tom Colatosti, manager, U.S. Organization and Workforce Development</span><o:p></o:p></h3> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:21.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">Digital s business is changing dramatically. These changes are challenging and changing our business models of how many people are required in Sales, Sales Support, Manufacturing, Engineering, etc. Our business is becoming more complex, different, and certainly more customer-oriented. The impact is especially visible in Systems Integration, Large Projects, and Networks business. This requires us to be more flexible, develop new skills, perform new work and deliver support in new ways.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:21.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:21.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">Further, information technology is enabling our customers to operate with fewer levels of management, less staff and less hierarchy and bureaucracy. As they try to reduce their cost, speed up decision making and be more responsive to customers they are using our products differently. Not only do we have to do what our customers are doing, but because of our culture and technology we have to lead it.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:21.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:21.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">Regardless of our growth rate, we have to do redeployment, reskilling, retraining, and, by necessity, some downsizing. We would still have to do things like "Career Opportunity Days" to match new openings in growing parts of the company with qualifiable employees.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:21.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:21.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">The issue we face is not a short term tactical budget problem but a major strategic business trend. The business challenge is to have: "The right number of employees, with the right skills, doing the right work, in the right place, at the right time."</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:21.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:21.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">We have made good progress with redeployment and reskilling so far this year. Through Career Opportunity Days I and II, over 750 employees from "headquarters" and non-field parts of the company have moved to new jobs in the U.S. Field. To support this we have increased our training cost and capacity 300%. And, for the first time in 3 years, we have increased the number of employees that actually work directly with customers.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:21.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:21.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">A wonderful aspect of C.O.D. is it s voluntary nature. Employees who have jobs, who are making significant contributions, and may have to be replaced constitute the majority of the field placements. It is these employees who insightfully see the business needs and perceive the career opportunities working with customers that are making C.O.D. work.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:21.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:21.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">By holding two "mega-events" we have caught the attention of employees and managers. We now need to become a lot more focused around qualifying applicants to specific appropriate positions. In addition, C.O.D. needs to move from an "event" driven program to an every day perpetual process.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:21.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:21.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">We want to make it possible for people to inquire about new opportunities every single day, and for managers to put new job requirements on the table every single day. We want to target our recruiting much more specifically around geographic locations such as Detroit, Chicago; around Industry needs such as Telecommunications, or around products and applications such as workstations.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:21.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:19.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">Meanwhile, many more people are redeploying within the U.S. Field itself, moving to positions that are closer to the customer. The mix of direct customer work vs. non-direct customer work is shifting. Altogether, within two years, we expect that there will be fewer people total in the U.S. Field than there are today. But there will be more people in sales, sales support, EIS and other direct revenue producing positions than there are today.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:19.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:19.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">We also see an on-going need for greater flexibility in terms of where people work and the kinds of jobs they do. Increasingly, the Digital Customer Centers (DCCs) are being viewed as a higher level resource, above the district, from which specialists can be assembled into teams to meet the specific needs of major sales or customer projects. After the project is over, they then return to the DCC to continue their on-going work and to be available for new projects. In other words, we see the need for a "virtual work force," a pool of well-qualified people who are available to help out on projects that are bigger than a single district could handle.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:19.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:19.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">As the company adjusts to this new business environment, we face a number of administrative barriers and are taking care of those quickly, as we identify them.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:19.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:19.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">For example, our old relocation policy was not designed to actively encourage large numbers of people to relocate, because we were hiring a thousand people a month from outside the company and didn't need positive incentives to get internal people to relocate. We would hire locally rather than going to the expense of moving people. But now that we are in a different environment, we have a policy that more proactively supports the relocation of employees with critical skills.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:19.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:19.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">We also have a policy today that says you have to be in your current job for two years before you can take on a new assignment. That policy was designed to ensure that people stay in their jobs long enough to learn the job and make a contribution before they leave. We will exempt people from that requirement where it makes sense.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:19.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:19.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">Basically, the landscape in our business is changing, and it s never going to be the same again. Many of us grew up believing that if you became a marketing person or a finance person, that s what you would be for the rest of your work life. The specific training you got at school was supposed to last a lifetime.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:19.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:19.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">Today, the lines between functions are blurring, and it is becoming increasingly important to develop new skills and to view your job from a broad skills basis rather than a narrow functional perspective. We need to help employees to develop a broad range of skills, so they can be more flexible and adapt the skills to new work.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:19.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:21.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">Actually, the free and open work environment at Digital is wonderful for the kinds of things we need to do. This environment allows more individual initiative and manager initiative. In other words, while these changes will be difficult, our corporate culture and networked systems uniquely position us to be successful in the new environment.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:21.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <h3><a name="_ New_Work _In"></a><span class="Heading2"><span style="font-family: &quot;Arial&quot;,sans-serif;mso-bidi-font-weight:normal"> New Work In Manufacturing - Its Role In Providing Systems Integration</span></span><span class="Heading2"><span style="font-family:&quot;Arial&quot;,sans-serif;font-weight:normal"> </span></span><span class="BodyTextChar1">by Walter Bonin, Planning Manager, Manufacturing Strategic Collaboration; and Ron Chestna, Manager, Manufacturing Transition</span><o:p></o:p></h3> <p class="MsoBodyText" style="margin-top:0in;margin-right:21.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:21.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">Some of Digital s most knowledgeable manufacturing people are directly supporting the company s effort to sell and deliver total solutions. For FY90, we expect a total of 1000 people to participate in this "new work."</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:21.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:21.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">While we help customers become productive and more competitive, we learn a great deal from this effort and bring that knowledge back into Manufacturing. The work not only benefits the company s efforts to get revenue, sell solutions and build relationships with the customers, it also helps us make our manufacturing operation more effective. We constantly learn and share what we have learned.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:21.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:21.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">This is a flexible, mobile way of looking at work, similar to the "All Hands on DEC" mentality  doing whatever needs to be done. Increasingly, people view working for a period of time with a customer or a supplier, working with the Field or with Software Services or an internal group within Digital, as simply being part of their job. Rather than being boxed in, belonging to a functional "stovepipe organization," they see themselves as part of a "virtual organization," in other words, as an extension of the customer s organization.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:21.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:21.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">In today s business environment, supporting customers is not just the responsibility of Sales and Service people. People from Manufacturing, Engineering and other functions are needed to help provide the "total solution" for major contracts. For example, the Nissan Motor Manufacturing Corporation recently signed a $7 million contract, not for a particular set of Digital products, but rather for us to furnish a complete production management system for their Tennessee plant, with the help of our experienced manufacturing people.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:21.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:21.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">In the past, someone who moved from Manufacturing to the Field had to become a "sales person." Now you can be a Manufacturing person, even when working in the Field, as long as you keep your knowledge current. This means that you have to come back periodically into Digital Manufacturing to refresh your knowledge. And, in the process of refreshing yourself, you also bring back the knowledge that you have gained from customers and, thereby, help to improve Digital Manufacturing.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:21.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:23.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">Other companies have taken a different approach to bring manufacturing expertise to the Field. They converted a number of manufacturing people to sales people. But that wasn t what the customers really wanted. Instead, we want to take our top-notch manufacturing employees and keep them as top-notch manufacturers, as they work out in the Field with the sales organization. We believe that they can help the sales effort most by being a Manufacturing person as opposed to becoming a sales person.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:23.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:23.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">An assignment can be as short as a one-day tutorial with a customer, for instance talking about just-in-time, concurrent engineering, design for manufacturability, or shop floor layout. It can involve a one-week assignment, walking through the customer s operations and reviewing a customer s business plan and providing recommendations. It could be with the Account Integration Program, where a team of people spends 4-8 weeks at a customer site, analyzing and assessing a customer s needs and putting a document together. Or it could be as long as a two-year assignment for a big project or at a Digital Customer Center (DCC).</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:23.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:23.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">On these projects, your value is your knowledge and your Digital experiences. Customers want to know how we at Digital solve problems and how we have used our products to solve these problems.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:23.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:23.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">The "new work" applies not only to customers, but also to suppliers. We need to make our expertise available to our suppliers because we can t be a Class A manufacturer with Class B or Class C suppliers. So we share concepts such as electronic data interchange (EDI), just-in-time, total quality control (TQC), and total quality management (TQM), with our suppliers. Building a closer relationship with our suppliers helps us become better manufacturers through improved deliveries and quality and shorter cycle time. So we work both ends of the spectrum  trying to become a better supplier to our customers, and also getting our suppliers to be better suppliers to us.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:23.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:23.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">Our Manufacturing organization began working closely with customers back in 1984, when we were trying to resolve customer satisfaction issues, and striving to become a more credible supplier. As we improved our manufacturing, customers started coming to us to find out what we were doing. In the last five years, we have doubled inventory turns, helped shorten the company s time to market, doubled our output per person, made tremendous improvements in quality and won awards for outstanding C1M implementation. These are the objectives our customers are striving to achieve with our help.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:23.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:23.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">We ve done a lot of things as a manufacturer that customers would like to learn from us. That means opening our plants to them, doing a top-notch job of customer visits, and being very open and available to customers if they want to talk to our experienced people.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:23.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="font-size:11.0pt; color:black">This has become a significant onnortunitv. To take advantane of it we, have, develoned</span></span><span style="font-size:11.0pt"><o:p></o:p></span></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span style="font-size:11.0pt"><o:p>&nbsp;</o:p></span></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:17.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">relationships with the Field organization, integrating with Sales, Software Services and Marketing, as well as Engineering. In every case, we make sure that the account manager has been involved and that the local software support people and DCC work with us on an integrated effort. These efforts supplement the skilled resources already in the Field.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:17.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:17.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">We re trying to formalize planning for these resources as part of the account planning process so we can make sure we have the right people available when needed. We are working very closely today with the Field organization to more precisely determine that number.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:17.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:17.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">At the recent "Manufacturing Consulting Conference" called DECtech, held at our Phoenix, Ariz., plant, several hundred of our manufacturing people were there consulting, making presentations and doing demonstrations for customers. About 1500 customers came from the aerospace and electronics industries. They wanted to talk to people like themselves who had dealt with manufacturing problems. They are looking not just for computers and software, but complete production management systems, "total solutions" to manufacturing problems, including experienced people to help them implement.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:17.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:17.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">This "new work" is not reserved only for managers or salaried people. It cuts across the entire organization, at all levels. This is an interesting growth path and opportunity for our people.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:17.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:17.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">For instance, one customer visited our Enfield, Conn., plant to see a new production system we had just put in. Their biggest concern was how their direct labor people would view this system. They asked us to send some of our operators out to their plants to consult with their operators and show them how to use it.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:17.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:17.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">Likewise, customers who go to our Burlington, Vt., plant often talk to the people on the receiving and shipping dock about "just-in-time" and the arrangements we ve made with our suppliers to get products delivered, and the use of standardized pallets and containers.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:17.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:17.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">From the customer s perspective, it is much easier to implement new systems when a peer from another company comes to say, "Here s how I use it. I like it and am very comfortable with it."</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:17.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:17.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">These opportunities challenge the way we think as individuals and as managers. They force us to view our jobs more broadly and to recognize that everything we do must benefit the customer. Not only does this help the company to succeed, but it also rewards us as individuals with new experiences and opportunities to grow.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:17.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <h3><a name="_DECWORLD_ 90_-"></a><span class="Heading2"><span style="font-family: &quot;Arial&quot;,sans-serif;mso-bidi-font-weight:normal">DECWORLD  90 - Educating And Inspiring Customers And Sales People Around The World </span></span><span class="BodyTextChar1">by Pat Zilvitis, chairman of DECWORLD '90</span><o:p></o:p></h3> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;text-indent: 2.0pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:21.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;text-indent:2.0pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">Over the last few years, many customers have been disoriented by major changes in the industry and confused by the wide array of new products from which they now have to choose. Therefore, we have organized DECWORLD '90 as a series of educational events to be held this summer and fall in Boston, Mass.; Cannes, France; Canberra, Australia; and Japan. This year s events will enable customers to walk away knowing precisely how they can implement the solutions and technologies they experience.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:21.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;text-indent:2.0pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:21.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;text-indent:2.0pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">Ten years ago, we could simply show what we had in terms of equipment and solutions, and our customers could understand the new offerings in the context of the old. Today, with such developments as RISC, open systems and huge improvements in price/performance, not only the product set but the context, too, is changing. Today, our customers need not just another product show, but rather an educational experience, to help them sort out these major changes from the perspective of the applications and solutions they need to stay competitive.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:21.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;text-indent:2.0pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:21.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;text-indent:2.0pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">We re building an event that has all of the draw of past DECWORLDs. It is a sales event and will help shorten the sales cycle and create new business opportunities for Digital around the world. But it also has more depth in terms of an educational setting. We are designing the event for fewer people per day, to encourage more active participation and interaction with our experts. We want our customers to have a learning experience similar to those we provided our sales force over the last 18 months at DECtop University, Summer School and DECtech.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:21.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;text-indent:2.0pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:21.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;text-indent:2.0pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">Rather than large lectures with passive audiences, we are building smaller discovery areas right on the floor  step amphitheaters that will hold 30-40 people, where we will have the ability both to talk to a group and show a demonstration. We want to describe and show solutions, and also interact with the audience. If we just tell people about something. they re likely to forget. Whereas if we make it easy for them to interact, to touch, to feel, to experience, they re going to walk away with a much stronger understanding.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:21.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;text-indent:2.0pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:21.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;text-indent:2.0pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">We want the customer to see what s new in terms of applications, solutions, and supporting technologies; but also understand what they can do with them, how to implement them, what the next steps are, how they can put them to work for their businesses. At DECWORLD  90 we will emphasize solutions for current business problems. Customers will be able to go home and implement those solutions today. At the same time, we'll give them a context to understand how all of our products fit together.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:21.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;text-indent:2.0pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:21.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;text-indent:2.0pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">We re going to showcase our innovative products and services in the context of how the customer looks at them. Therefore, we have organized DECWORLD by applications, with supporting technologies and a strong focus on information systems. There will be 10</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:21.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;text-indent:2.0pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:12.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">discovery areas: Financial/Media/Image Services, Telecommunications, Manufacturing, Consumer Goods and Services, Federal Government, Public Sector, Systems Integration and Services, Information Solutions, Information Technology, and an Innovation Showcase. These discovery centers will consist of seminar areas, workshop areas and demonstrations. Eighty-three seminars will deal with current issues in modern computing.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:12.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:12.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">The event in Boston will last three-and-a-half weeks. We will encourage customers to stay for two-and-a-half days to go through a full set of seminars and other discovery experiences in a particular area of interest.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:12.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:12.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">We also will bring in the entire U.S. sales force for Saturday and Sunday training over the course of DECWORLD. We will take advantage of the event, the facilities, the demonstrations and the classrooms to educate our sales force in a manner similar to last year s Summer Session at Brown University, focusing on products, applications and competitive training.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:12.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:12.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">The glue that holds together all the various elements of DECWORLD '90 is the focus on information systems  everything from office and publishing to open systems, to software development, to the business, accounting and other production applications that cut across all industries.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:12.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:12.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">Many information systems (IS) management teams have grown up for the last 30 years with other vendors teaching them about central-site, batch computing. One of our goals is to introduce those potential customers to our unique approach to solving their business problems as the world changes to distributed computing. We want to help them become comfortable with and excited about our approach to computing.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:12.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:12.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">We will demonstrate not only networks, but also distributed data centers and the IS environment. We ll have a strong focus on production systems - the applications that our large customers typically run on mainframes. And we ll have two VAX 9000 systems in a data center. We ll present seminars on how customers can deal with multi-vendor environments, and reinforce this with demonstrations of Network Application Support (NAS) and some of our other interconnect capabilities.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:12.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:12.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">All the supporting technologies - such as client-server systems and our local area networking capabilities  will be distributed prominently throughout the exhibits and demonstrations.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:12.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:12.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">Our target audience consists of decision-makers and influences, regardless of title. We want the functional end users (like people from manufacturing, banking and distribution), as well as IS people. We re building DECWORLD so there is something for each.</span></span><o:p></o:p></p> </div> <span style="font-size:12.0pt;font-family:&quot;Times New Roman&quot;,serif;mso-fareast-font-family: &quot;Times New Roman&quot;;mso-ansi-language:EN-US;mso-fareast-language:EN-US; mso-bidi-language:AR-SA"><br style="page-break-before:always; mso-break-type:section-break" clear="all"> </span> <div class="WordSection2"> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">We d like to attract the chief information officer (CIO), and have that person bring his or her staff  the software development group that has to build their applications software, the data center management group, the office systems group and the network management group. We want them all to learn by experience and leave with a much better understanding of our approach to computing.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">The "wow" of this event will come from the content and the way it is presented to our customers.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">DECWORLD  90 opening at the World Trade Center in Boston will be followed in August by DECWORLD DOWNUNDER in Canberra, Australia, a shorter version, using the same content. That will be followed by DECV1LLE  90, a two-week event in Cannes in September, and a DECWORLD  90 in Japan in November.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">We are focusing heavily on delivering DECWORLD ourselves, rather than using consultants and outside speakers because we d like our people to be able to talk about our technology, solutions and support. We re inviting the people from DECVILLE in Europe and people from GIA to participate in the planning for DECWORLD  90 in Boston so we only have to invest once to deliver this program in multiple events.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">We're working to ensure consistency of messages and reusability of content. Even after these four events, we will continue to use this content. For example, we will move some of the demonstrations into our ACTs. Also, in the U.S., many of the seminars will be repackaged as part of our "Digital Discovery Forums"  a series of one- or two-day customer seminars on contemporary topics of interest to a given industry or customer type.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">We have sent out preview guides to the sales force which describe the seminar content, and we will give them similar details on the demonstrations and participative events. We want the sales force to understand what is offered so they can pick and choose the the right customers for attendance  the people who would benefit the most from this educational experience.</span></span><o:p></o:p></p> </div> <span style="font-size:12.0pt;font-family:&quot;Times New Roman&quot;,serif;mso-fareast-font-family: &quot;Times New Roman&quot;;mso-ansi-language:EN-US;mso-fareast-language:EN-US; mso-bidi-language:AR-SA"><br style="page-break-before:auto; mso-break-type:section-break" clear="all"> </span> <div class="WordSection3"> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">In support of Digital s commitment to doing the "right thing" in the realms of health, the environment and safety, MGMT MEMO regularly reports on these matters. For example, the following two articles deal with the company s efforts to manage and minimize waste and to reduce the use of CFCs.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <h3><a name="_Waste_Management_And"></a><span class="Heading2"><span style="font-family:&quot;Arial&quot;,sans-serif;mso-bidi-font-weight:normal">Waste Management And Minimization At Digital </span></span><span class="BodyTextChar1"><span style="font-family:&quot;Arial&quot;,sans-serif">by John Caulfield, Corporate Manager, Waste Management</span></span><o:p></o:p></h3> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">In the past, Digital focused mainly on the disposal of waste. We disposed of materials to meet or exceed the environmental standards set by governments. Now we must look at source reduction; don t build it or buy it if we don t need it. We need to consider the factors impacting material purchasing decisions.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">The quantity and diversity of government regulations and the complexity and breadth of our business have reached the point where we need to integrate activities that were previously handled separately. My role, as the Corporate Manager, is to coordinate this integration.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">For many years, various Digital sites have done an excellent job of dealing with issues related to waste and the environment, but their activities were largely separate and local. The complexity of doing business on a global basis has now reached the point where we need a tighter degree of coordination to ensure we're doing the right things worldwide.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">We are now reducing potential waste and our use of toxic materials, while increasing our ability to recycle/reclaim materials. This is accomplished through improved product/pro- cess design and includes increased use of recycled materials.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">At the new product stage, we discuss with suppliers the option for disposing of materials after Digital no longer has a use for them. We are building on the relationships we have developed with our suppliers to help us reduce inventories and improve quality.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">For instance, since we purchase almost 10 million pounds of plastic a year, we need to establish collaborative programs that increase the potential of recycling this material. This can be achieved through different ways of operating or modifications to our design. Prior to a new product being introduced to Manufacturing, we can identify certain types of components for resale as this system goes through its life cycle. In addition, in order to facilitate proper disposal of the product, we are working to identify and communicate the composition of products and components to customers and vendors.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">U.S., Europe, and GIA area vice presidents have appointed project managers representing their areas. We are providing them with models to establish and manage recycling programs. We are requesting those who establish such programs to analyze over the next 2-4 years the cost effectiveness of these programs.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">The biggest issue we face is behavior change with respect to waste, building the awareness, concern, processes and habits that make recycling a routine part of our business operations. Fortunately, in most cases, enthusiastic employees are pushing for their sites to start recycling. Employees send me notes asking, "How can I help?" or "How can I get the plant manager to be more supportive?" They make my job easier. Clearly, employee involvement is a key ingredient in making Digital a world-class leader in waste management, waste minimization and related environmental issues.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Already, a number of countries in Europe are becoming leaders in environmental and waste issues. In particular, our plant in Nijmegen, the Netherlands, is our flagship in Europe in waste reduction.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">The payback is not just the revenue from recycled materials like paper and plastics, but more importantly the behavioral changes. People start becoming more aware of waste across the entire site in terms of office supplies, lights and power. The payback from cost avoidance in those areas is seen almost immediately.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">We plan to consolidate the Athol and Woburn, Mass, operations, plus two large warehouses into one facility in Contoocook, N.H. There we will disassemble obsolete and non-functioning computer equipment, salvaging parts for resale. We will make a profit from material that previously we paid to dispose of as waste. This Property Disposition Center will operate as a business starting July 1. We are also considering the donation of certain types of equipment to schools for educational purposes.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">We are striving to reduce Digital s packaging waste and costs, which are estimated at $150 million a year. We are evaluating programs to reduce packaging materials used for inbound. internal and outbound shipments. Adopting reusable containers for shipping systems to customers is one way this could be accomplished.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">We do not yet have a five-year waste stream plan in this company that says, for example, "Five years from now, we will use 30 landfills, five reclamation centers, etc." Every individual business has had to deal with its own waste. We will now put in place a plan that enables us to get ahead of environmental issues. It is not enough just being good corporate citizens and meeting standards of each country; we want to be proactive.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt; text-align:left;background:transparent" align="left"><span class="BodyTextChar1"><span style="color:black">Our level of success in this area affects the company s image, ultimately affecting the company s business. We want to do the right thing, but it is equally important that Digital is recognized as a leader in this area. In dealing with global customers, we need to be perceived as consistent and adhering to the highest standards worldwide.<o:p></o:p></span></span></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt; text-align:left;background:transparent" align="left"><span class="BodyTextChar1"><span style="color:black"><o:p>&nbsp;</o:p></span></span></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt; text-align:left;background:transparent" align="left"><span class="BodyTextChar1"><span style="color:black">In addition, our customers will be interested in our waste management "solutions": the software packages we develop for managing the materials that we use in our products, how we handle our waste stream, and how we dispose of that waste. The expertise that we will establish today can be provided to our customers in the future as part of our total business with them. In particular, waste management and environmental management are going to be key issues in Eastern Europe. We foresee large opportunities as a corporation to supply these solutions.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">In waste management, as in every other aspects of our business, employees are our greatest asset. If we get behind them and empower them, the momentum and enthusiasm they are already providing will result in Digital becoming a world class leader in waste management.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <h3><a name="_To_Reduce_CFC"></a><span class="BodyTextChar1">To Reduce CFC Usage, Digital Develops Water-Based Method For Cleaning Modules &amp; Gives This Technology To The Industry by William Bennett, program manager, Manufacturing Technology</span><o:p></o:p></h3> <p class="MsoBodyText" style="margin-top:0in;margin-right:20.0pt; margin-bottom:0in;margin-left:0in;margin-bottom:.0001pt;text-align:left; background:transparent" align="left"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Digital has made a significant breakthrough in cleaning technology that could help in the world-wide effort to reduce chlorofluorocarbon (CFC) usage. While we wanted to encourage other companies to take a similar approach, we did not want to become involved in the business of selling cleaning equipment. So, on April 5, in Washington, D.C., Digital donated this technology to an industry association for use by any and all interested companies. The association, the Industry Cooperative for Ozone Layer Protection (ICOLP), was founded by Digital, other multinational companies (such as AT&amp;T, Northern Telecom, Boeing, Ford and Texas Instruments) and the U.S. Environmental Protection Agency (EPA). It will act as a clearinghouse for technology exchange for CFC solvent substitute technologies.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">CFCs and related materials are man-made chemicals that proved very useful for cleaning, refrigeration and fire protection. As their use spread, however, environmental scientists made discoveries strongly indicating that these chemicals are destroying the protective ozone layer that shields the earth from harmful ultraviolet radiation.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Ultraviolet radiation causes skin cancer and cataracts, suppresses the human immune system, reduces agricultural yield and damages natural ecosystems. A number of countries have recently enacted restrictions on the use of CFC and some have agreed to ban all production of CFCs by the year 2000. Companies that have come to depend on CFCs for critical manufacturing operations now must quickly find alternatives.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">possible, to eliminate the company s use of chlorofluorocarbons." In calendar year 1988, Digital used about 640,000 pounds of CFCs for cleaning. CFCs and related materials are also used for fire protection, packaging, and refrigeration. Use levels for calendar year 1989 are not yet available but are expected to be significantly less than for 1988.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">In the areas of packaging, fire protection and refrigeration, Digital is working with suppliers, insurance companies, and leaders in those respective industries to find ways to reduce CFC usage. Digital recently phased out its use of CFC-processed packaging. With respect to refrigerants, service contracts are being modified to require the capture of CFCs during servicing. Also, the use of halon as a fire suppressant is being replaced by carbon dioxide or dry chemical, where possible, and the practice of releasing halon during system testing has been discontinued.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">In cleaning processes in manufacturing and engineering operations, Digital is leading and helping the electronics industry to eliminate CFCs.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Electronic printed wiring board assemblies, which are made using a tin-lead-flux solder process, require a cleaning step to assure reliability and performance over their useful life. Back in the 1960s and 1970s, while the most of the rest of the industry cleaned their circuits with solvents based on CFC compounds, Digital was a pioneer in the technology to clean circuits with water-based systems. However, with the advent of surface- mount components, water cleaning no longer worked well enough. The problems had to do with the fact that the components were mounted so closely together and also they were higher off the board. To remain competitive, Digital had to switch to CFC-based cleaning solvents for its module manufacturing lines.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Over the years, many vendors and users of surface mount processes tried to devise ways to overcome these problems. They tried adding saponifers and detergents to the water, and tried varying the water pressure. But only CFC-based cleaning provided the needed cleanliness.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Three years ago, Digital engineers from Augusta, Maine, and Tewksbury, Massachusetts, began a series of experiments that led to a new technique for cleaning the latest and most complex circuits without using CFCs. These experiments established that the angle of impingement of the water (being able to aim the water precisely to cause it to bounce up and under the components) and the size of the water droplets are the key parameters. They determined that a cleaning system with a particular size water drop and particular impingement angles would efficiently and effectively clean today s most complex surface- mount modules.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">In addition, our customers will be interested in our waste management "solutions": the software packages we develop for managing the materials that we use in our products, how we handle our waste stream, and how we dispose of that waste. The expertise that we will establish today can be provided to our customers in the future as part of our total business with them. In particular, waste management and environmental management are going to be key issues in Eastern Europe. We foresee large opportunities as a corporation to supply these solutions.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">In waste management, as in every other aspects of our business, employees are our greatest asset. If we get behind them and empower them, the momentum and enthusiasm they are already providing will result in Digital becoming a world class leader in waste management.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <h3><span class="BodyTextChar1">To Reduce CFC Usage, Digital Develops Water-Based Method For Cleaning Modules &amp; Gives This Technology To The Industry By William Bennett, program manager, Manufacturing Technology</span><o:p></o:p></h3> <p class="MsoBodyText" style="margin-top:0in;margin-right:20.0pt; margin-bottom:0in;margin-left:0in;margin-bottom:.0001pt;text-align:left; background:transparent" align="left"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Digital has made a significant breakthrough in cleaning technology that could help in the world-wide effort to reduce chlorofluorocarbon (CFC) usage. While we wanted to encourage other companies to take a similar approach, we did not want to become involved in the business of selling cleaning equipment. So, on April 5, in Washington, D.C., Digital donated this technology to an industry association for use by any and all interested companies. The association, the Industry Cooperative for Ozone Layer Protection (ICOLP), was founded by Digital, other multinational companies (such as AT&amp;T, Northern Telecom, Boeing, Ford and Texas Instruments) and the U.S. Environmental Protection Agency (EPA). It will act as a clearinghouse for technology exchange for CFC solvent substitute technologies.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">CFCs and related materials are man-made chemicals that proved very useful for cleaning, refrigeration and fire protection. As their use spread, however, environmental scientists made discoveries strongly indicating that these chemicals are destroying the protective ozone layer that shields the earth from harmful ultraviolet radiation.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Ultraviolet radiation causes skin cancer and cataracts, suppresses the human immune system, reduces agricultural yield and damages natural ecosystems. A number of countries have recently enacted restrictions on the use of CFC and some have agreed to ban all production of CFCs by the year 2000. Companies that have come to depend on CFCs for critical manufacturing operations now must quickly find alternatives.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">possible, to eliminate the company s use of chlorofluorocarbons." In calendar year 1988, Digital used about 640,000 pounds of CFCs for cleaning. CFCs and related materials are also used for fire protection, packaging, and refrigeration. Use levels for calendar year 1989 are not yet available but are expected to be significantly less than for 1988.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">In the areas of packaging, fire protection and refrigeration, Digital is working with suppliers, insurance companies, and leaders in those respective industries to find ways to reduce CFC usage. Digital recently phased out its use of CFC-processed packaging. With respect to refrigerants, service contracts are being modified to require the capture of CFCs during servicing. Also, the use of halon as a fire suppressant is being replaced by carbon dioxide or dry chemical, where possible, and the practice of releasing halon during system testing has been discontinued.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">In cleaning processes in manufacturing and engineering operations, Digital is leading and helping the electronics industry to eliminate CFCs.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Electronic printed wiring board assemblies, which are made using a tin-lead-flux solder process, require a cleaning step to assure reliability and performance over their useful life. Back in the 1960s and 1970s, while the most of the rest of the industry cleaned their circuits with solvents based on CFC compounds, Digital was a pioneer in the technology to clean circuits with water-based systems. However, with the advent of surface- mount components, water cleaning no longer worked well enough. The problems had to do with the fact that the components were mounted so closely together and also they were higher off the board. To remain competitive, Digital had to switch to CFC-based cleaning solvents for its module manufacturing lines.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Over the years, many vendors and users of surface mount processes tried to devise ways to overcome these problems. They tried adding saponifers and detergents to the water, and tried varying the water pressure. But only CFC-based cleaning provided the needed cleanliness.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt; text-align:left;background:transparent" align="left"><span class="BodyTextChar1"><span style="color:black">Three years ago, Digital engineers from Augusta, Maine, and Tewksbury, Massachusetts, began a series of experiments that led to a new technique for cleaning the latest and most complex circuits without using CFCs. These experiments established that the angle of impingement of the water (being able to aim the water precisely to cause it to bounce up and under the components) and the size of the water droplets are the key parameters. They determined that a cleaning system with a particular size water drop and particular impingement angles would efficiently and effectively clean today s most complex surface- mount modules.<o:p></o:p></span></span></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt; text-align:left;background:transparent" align="left"><span class="BodyTextChar1"><span style="color:black"><o:p>&nbsp;</o:p></span></span></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt; text-align:left;background:transparent" align="left"><span class="BodyTextChar1"><span style="color:black">Based on those experimental findings, Digital engineers and engineers fromt he Bete Fog Nozzle Compny, Inc. (a nozzle design and manufacturing firm) collaborated on a combination nozzle design and water delivery system which would create specific micro-sized water droplets and provide a continuously varying angle of attack for the water spray. This technology has been tested for all through-hole and rigid leaded surface-mount modules currently manufactured for Digital products. Hardware to support this technology is available as a "retrofit kit," which is field-installable on off-the-shelf water-based cleaning equipment.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Today, about 25% of CFC usage in Digital is in the modules cleaning process. The switch to water-based cleaning has the potential to virtually eliminate that usage. The benefit for other electronics companies, many of which now use far more CFCs for cleaning circuits, should be far greater.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">While it is intended for adoption throughout the company, this new cleaning technology will have its first major impact for Digital at sites like Singapore and Hong Kong. Today, Digital has 20 modules lines, half of which are outside the U.S., in such plants as Singapore, Taiwan, Hong Kong, Galway, Clonmel, and Puerto Rico. In some cases, local governments have enacted far more severe restrictions on the use of CFCs than in the U.S. For instance, Singapore has already banned the import of CFCs.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Thanks to this breakthrough, we are confident that we can eliminate CFCs from our module cleaning operations today; but the battle isn't over. Circuit dimensions keep getting smaller, and the shapes and heights and configurations of elements such as heat sinks will get even more bizarre, making cleaning all the more difficult.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">We need to better understand the variables related to product design in order to tell our product designers the latitude within which they can operate without going beyond our process limits.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">In modules manufacturing, our long-term goal is not to have to clean at all. Otherwise, we may be trading one kind of environmental problem for another  for instance, improving the quality of the atmosphere at the expense of water quality. Today that is not a critical problem. But it could be in the future.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Basically, the less we use of anything that is not part of a product, the better off we will be. The less water we have to spray on them to clean them, the less water we have to treat. Therefore, we re focusing research and development efforts on trying to develop a modules manufacturing process that doesn t require any cleaning at all.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <h3><a name="_Management_Principles"></a><span class="Heading2"><span style="font-family:&quot;Arial&quot;,sans-serif;mso-bidi-font-weight:normal">Management Principles</span></span><o:p></o:p></h3> <p class="Heading20" style="margin-bottom:0in;margin-bottom:.0001pt;line-height: normal;mso-pagination:lines-together;page-break-after:avoid;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">At a recent meeting, Ken Olsen, president, and other senior managers formulated the following management principles, which are to be followed by the company.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Responsibility</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Anyone who proposes a plan or accepts responsibility for an activity takes on the obligation to make it work and to complete it. This includes planning and securing commitments for the efforts of other organizations on which the plan depends. Only a formal, justified request to be relieved of the responsibility is reason to terminate it. Excuses such as, "I couldn t get the other parties to cooperate," or "Ken Olsen didn t seem to be showing due interest," do not relieve one of responsibility.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">People are normally expected to participate in decisions that affect areas of their responsibility. That does not mean that they have a right to participate in everybody else s decisions. Normally, projects, businesses, and lines of business are proposed by the people who will do them, and, in fact, "They who propose will do." Approvals are formally made by the Executive Committee and/or the Board of Directors.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Doing what s right</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Everyone is expected to do what is right. However, that does not mean that one has an individual choice whether to cooperate in a product, project or company business. When the Board of Directors or the Executive Committee approves a business plan, this action commits all functions that are involved in that business plan. The functions do not have to be "talked into it" or "politicked" to do the job to which the Executive Committee or the Board of Directors committed them.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">One always has the opportunity and, indeed, the obligation to raise doubts about the wisdom or correctness of a plan or project. But everyone s task is to do his or her part of an agreed-upon, committed corporate plan.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Resolving conflicts</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">All conflicts should be resolved immediately. This does not mean that everyone will always get their way. In fact, it usually means just the opposite. But it does mean that there is no reason for conflicts to remain open and resulting frustration to escalate. It is the essence of good management to resolve conflicts immediately and effectively.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Of course, the people involved should try to reconcile any conflicts or disagreements. If that is not successful, the matter should be brought to their supervisor, manager or vice president, who, in turn will try to resolve the conflict, dealing with a counterpart if another organization is involved. If the problem rises to the level of vice presidents and they still can t reconcile the differences, they have the obligation to bring the matter to the president. If the conflict is a conflict with the president, it should be immediately raised to the Board of Directors.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">In other words, unresolved conflicts should be raised to the next level, and then the level above that, until they are finally resolved.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <h3><a name="_Distributed_Systems_Renamed"></a><span class="Heading2"><span style="font-family:&quot;Arial&quot;,sans-serif;mso-bidi-font-weight:normal">Distributed Systems Renamed  Telecommunications And Networks Group ; Telecommunications Business Group Formed</span></span><o:p></o:p></h3> <p class="Heading20" style="margin-bottom:0in;margin-bottom:.0001pt;line-height: normal;mso-pagination:lines-together;page-break-after:avoid;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">The Distributed Systems Group has been renamed the Telecommunications and Networks Group (T&amp;N). T&amp;N's mission is to ensure Digital s success in the worldwide marketplace for private and public networks and the public services on these networks. They will do this by developing, manufacturing and marketing the needed products and services.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Bill (B.J.) Johnson, vice president of T&amp;N explains, "The organization will be structured around five businesses, one industry/application group  the newly formed Telecommunications Business Group  and four product businesses. Each business will be responsible for a clear, competitive strategy which results in the committed financial and market- share performance on a multi-year basis."</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Telecommunications Business Group</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;text-indent: -.25in;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">The new Telecommunications Business Group (TBG) is intended to better align Digital's technology, services and marketing efforts with the needs of its telecommunications customers worldwide. The TBG will be managed by Ernst Wellhoener, who has been promoted to vice president. He reports to B.J.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">in particular, the TBG will focus on the added value that Digital can bring to Telecom Service Providers, such as the regional Bell operating companies, European PTTs or NTT, and Telec om Equipment Manufacturers such as AT&amp;T, GTE, Siemens, Bellcore and Northern Telecom. TBG will develop and deliver platforms, applications and services for mission- critical telecommunications applications such as Intelligent Networks, Network Information Services, Network Management and Network Operations.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Since the telecommunications market in Europe is very promising for Digital, the TBG will be located in Valbonne, France. There the group will be host-managed by Pier Carlo Falotti.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Ernst joined Digital in September 1986 in Munich as the Digital Competency Center (DCC) manager for Manufacturing. For the last seven months he has been the DCC manager for the Telecom customer group in Valbonne. Prior to Digital, he managed the Data Systems Business at SEL for about three years. During this time he developed an ISDN (Integrated Services Digital Networkj-based concept of how to integrate the computer world with the world of private and public digital switches. This became the framework for ITT s ISDN strategy.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">T&amp;N organization</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">The four product businesses of T&amp;N are:</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">o Local Area Networks  responsible for LANs supported by Digital and their evolution; this includes Ethernet, FDDI and future LANs and LAN technology.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">o Local Area Access  responsible for the hardware and software products for attaching both Digital devices and devices from other vendors to LANs supported by Digital. "This is largely our terminal server business," B.J. says.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">o Corporate Backbone Networks - responsible for Digital's products to support our enterprise networks direction as well as products for wide-area access from local-area networks. Jac Simensen, U.K. Engineering manager, will expand his responsibilities to include this business focus.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">o Open Networks Systems  responsible for the network software products, which permit Digital to offer the premier, seamless open desktop-to-data-center networks. This includes the IBM Interconnect Program. Dick Crosby will expand his engineering responsibilities to include Network Management. Ollie Stone, who manages the Network Management Engineering organization, and Jim Tereshko, who manages the Netstation Management Engineering and Diagnostic Strategy organization, will report to Dick.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;text-indent: -17.0pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">The present Network Business Management Group, managed by Mike Thurk, will be restructured to align product management with these four product businesses. As these product management groups become integrated with the business units over the next several quarters, Mike will undertake a functional business management role.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">"One of the main reasons for Digital s success in networks has been a common, clear, scalable product set," notes B.J. "Architecture and advanced development are needed to accomplish this." Mahendra Patel, who has successfully managed this group, will expand this program to include the Telecom Business Group.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">A Product Strategy Organization, to be managed by John Adams, will include the Engineering Quality Technology group, which reports to Jack Mandelbaum, and Chris Strutt, consultant for system engineering process.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">A new group will be formed to focus on testing, publications and services. The interoperability of Digital s products and the ease of use of products and tools is critical so that customers can design, build, change and manage their networks. This group will include the Distributed Systems Technical Evaluation group, managed by Emilio Marianelli, and Network Engineering and Technical Services, managed by Paul Keresey.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">A new marketing focus will be established to focus on the telecommunication managers for private networks (e.g. Easynet). Corporate Networks Marketing will market products and services to these customers. This group will ensure that the proper training, messages, demonstrations, etc., are in place for successful field delivery. Bob Murray will manage this group.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">"Consistent and clear product marketing messages are essential to eliminate customer confusion and to ensure our sales force can communicate our integrated product set messages," says B.J. The ISV and third-party relationships are key to these messages and will be included in a base product marketing group, to be managed by Gail Daniels. The MCC strategic vendor program managed by Earl Ingalls will report to Gail.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">T&amp;N Manufacturing, managed by Glenn Armbruster, will assume additional responsibility for the Information Systems Group managed by Len Levy. Glenn will also manage the quality program across the T&amp;N organization.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <h3><a name="_Changes_In_EIS"></a><span class="Heading2"><span style="font-family: &quot;Arial&quot;,sans-serif;mso-bidi-font-weight:normal">Changes In EIS Organization</span></span><o:p></o:p></h3> <p class="Heading20" style="margin-bottom:0in;margin-bottom:.0001pt;line-height: normal;mso-pagination:lines-together;page-break-after:avoid;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Enterprise Integration Services, managed by Russ Gullotti, vice president, is responsible for four lines of business: Computer Special Systems (CSS), Customer Training, Systems Integration (SI) and Professional Software Services (PSS).</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Sharon Keillor manages the CSS line of business as well as the EIS engineering function. Pat Cataldo is responsible for the Customer Training line of business as well as all other functions within Education Services.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">The Systems Integration business, currently managed by Russ, is an  overlay of all of Digital s different lines of business that might be involved in any given systems integration effort.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">David Creed has accepted the position of Professional Software Services (PSS) line of business manager, reporting to Russ. PSS is responsible for delivering technical and management consulting and software projects to customers to assist them with the planning, design, and implementation of information systems solutions to their business problems. David will work with the geographies to insure that skill sets of PSS employees, business models, profit models and competitive structure attain the organization s overall strategic and profit objectives. He will also assist Russ in managing the Systems Integration line of business.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">David has served as the ElS/Software Services Marketing manager for the past three years. Since joining Digital in 1970, he has held various positions in the Field organization, including his most recent position as U.S. Software Services manager. Prior to joining Digital, he held positions at Computer Sciences Corp, and Boeing.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Dick Scarborough has assumed responsibility for the EIS Marketing and Planning Organization, reporting to Russ. In this position Dick will continue the work begun in the integration of EIS business and plans with Digital s directions and strategies. Dick will be responsible for the creation of new service offerings for EIS and will manage the EIS long-range plan and investment process. He will work with Russ to insure that the Systems Integration strategies and marketing messages are well understood and are integrated with Customer Services and the appropriate applications and product groups throughout the company.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Dick has been serving for the last four years as the CSS Corporate Marketing manager. Since 1980, he has served in both Marketing and Business Management positions in CSS. Prior to Digital, he was a partner in a bank consulting firm and worked for a Citibank subsidiary.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <h3><a name="_Digital_Prepares_For"></a><span class="Heading2"><span style="font-family:&quot;Arial&quot;,sans-serif;mso-bidi-font-weight:normal">Digital Prepares For Business Opportunities In Unified Germany</span></span><o:p></o:p></h3> <p class="Heading20" style="margin-bottom:0in;margin-bottom:.0001pt;line-height: normal;mso-pagination:lines-together;page-break-after:avoid;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Digital has formed an operations center in West Berlin to take advantage of the information technology opportunities that will be created by a unified Germany. The center will offer consulting services and support to current Digital customers, both resellers and end users, as they prepare for the unified German market.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">The move underscores Digital s commitment to supporting its global customers and to introducing information technology into the emerging markets of Eastern Europe, in accordance with all applicable laws. Digital recently announced a joint-venture company in Hungary, which is its first direct investment in Eastern Europe.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">"This activity is part of Digital s evolving response to the reforms taking place throughout Eastern Europe," said Cliff Clarke, manager of International Trade &amp; Policy. "Digital s status as a leader in the German information technology market positions us well for success in the new Germany."</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">The center will be managed by Heribert Stiegler, under the direction of Digital Equipment GmbH, our West German subsidiary. Munich was the site 27 years ago for Digital s first European sales office. Today Digital employs approximately 4,700 people at more than 30 locations in Germany, in sales, service, manufacturing, and engineering. In fiscal 1989, Digital Equipment GmbH reported sales of over $880 million.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Heribert, previously a district manager in Stuttgart, has held a series of Sales and Software Services positions during his 14 years with Digital.<o:p></o:p></span></span></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> </div> <span style="font-size:12.0pt;font-family:&quot;Times New Roman&quot;,serif;mso-fareast-font-family: &quot;Times New Roman&quot;;mso-ansi-language:EN-US;mso-fareast-language:EN-US; mso-bidi-language:AR-SA"><br style="page-break-before:always; mso-break-type:section-break" clear="all"> </span> <div class="WordSection4"> <h3><a name="_Office_Systems_And"></a><span class="Heading2"><span style="font-family:&quot;Arial&quot;,sans-serif;mso-bidi-font-weight:normal">Office Systems And Applications Group Formed</span></span><o:p></o:p></h3> <p class="Heading20" style="margin-bottom:0in;margin-bottom:.0001pt;line-height: normal;mso-pagination:lines-together;page-break-after:avoid;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Jeff Rudy has been appointed Group Engineering Manager for the newly-formed Office Systems and Applications Group (OSAG), reporting to Bill Strecker, vice president, Distributed Software Systems. This new group will be formed by integrating the current Core Applications Group with the Business and Office Systems Engineering Group (BOSE). The Core Applications Group has been reporting to Jeff. The BOSE Group, managed by Bev Schultz, will now report to Jeff as well.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">A major area of product responsibilities for OSAG will be to deliver competitive office software as part of the ALL-IN-1 Phase II programs with the associated base applications.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Another important area of responsibility is the NAS Program Office. OSAG will continue to develop key NAS services that have been a part of the overall efforts of Core Applications and BOSE for the past several years  CDA (Compound Document Architecture), Base Graphics, ACA (Applications Control Architecture), Forms and EDI (Electronic Data Interchange).</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">The applications responsibilities include the continued development of a number of the Digital-developed horizontal applications, and the integration of Digital-developed and externally-developed applications into the ALL-IN-1 Phase II product set.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Jeff joined Digital in 1976, first working in the Languages Group (now SDT). In 1981 he moved to the Low-End Systems Organization, where he had a variety of management responsibilities, including software development, Worksystems Advanced Development and Program management of the Low End Networking Program. He has managed the Core Applications Group of SDT since 1986.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <h3><a name="_The_Account_Support"></a><span class="Heading2"><span style="font-family:&quot;Arial&quot;,sans-serif;mso-bidi-font-weight:normal">The Account Support Network: </span></span><span class="BodyTextChar1">Fast Access To The Right Resources And Information</span><o:p></o:p></h3> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">The Account Support Network provides account teams in the U.S. with streamlined access to information, customer visits, and Digital expertise and resources in the Digital Customer Centers (DCCs) and beyond, in Marketing, Engineering, and Manufacturing.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">DCCs play a pivotal role in this network, providing cross-geographic support to account teams and districts in the selling and delivery of Digital solutions. The six U.S. based DCCs are focused on Discrete Manufacturing and Engineering; Process Manufacturing; Finan- ce/Services; Telecommunications/Networking; Federal Government; and Cross-Industry Solutions. DCCs provide industry expertise, market knowledge, product, technology, and application skills and support, and facilities for demonstrations, presentations, training, and testing.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">DCCs provide resources to account teams and districts in the following key areas:</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Application Centers for Technology (ACT)</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">The ACTs provide sales support to customers and account teams at 16 facilities throughout the U.S. Support includes demonstrations, seminars, and applications and technology support. ACTs also have specialized Resource Centers to provide high-level expertise in emerging applications and technologies, such as transaction processing, imaging, PC integration, ULTRIX software, vector processing and manufacturing.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Systems Integration (SI)</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">The SI team provides integration consulting, management consulting, and program management and support to implement large-scale programs. It also provides system integration methods and tools and will support districts on use of these techniques.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Enterprise Integration Center (EIC)</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">The EIC provides solution design services integration services, platform development and support, and custom software, hardware and training.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Strategic Alliances (SA)</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">The SA team works in concert with alliance and relationship managers within Digital to establish both third-party alliances and internal collaborations to complete Digital s solutions capability.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">For information, visits, expertise, or resources beyond what is available locally, Sales people in the U.S. can use the Account Support Network as follows:</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt; text-align:left;background:transparent" align="left"><span class="BodyTextChar1"><span style="color:black">o For answers to hardware, software, and pricing questions, call 1-800-DEC-SALE. For competitive information, call 1-800-332-4748.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt; text-align:left;text-indent:-.25in;background:transparent" align="left"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:10.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><span class="BodyTextChar1"><span style="color:black">o To schedule an ACT customer visit, contact the Help Desk of the ACT you wish to visit, o Contact the DCC Help Desk for a resource if you do not know how or where to locate the</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-top:0in;margin-right:10.0pt;margin-bottom: 0in;margin-left:0in;margin-bottom:.0001pt;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">specific resource you need. If the resource you need is outside your district, work through your local Sales Support Unit Manager (SSUM), who will work either directly with a consultant or manager or with a DCC Help Desk.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Each DCC Help Desk is prepared to help fulfill a request for a support resource. If the requested resource is not available from the DCC you have contacted, Help Desk staff will contact other DCC locations, support contacts in Marketing, Engineering, Manufacturing, the Management Resource Center, or other Digital Resources. The Help Desk staff will respond to requests within 72 hours by providing a resource contact. They will continue to monitor the request until you and the appropriate contact agree on a plan to meet your request.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">The Account Support Network complements "All Hands on DEC" and the Management Response Center. "All Hands on DEC" functions as the focal point for satisfying requests for specific resources needed to assist in closing identified sales. Use the "All Hands on DEC" process when non-technical resources are required. The Management Response Center addresses critical cross-functional business issues with an established process for issue identification, communication, and resolution. Field management can use the Management Resource Center to resolve critical business issues.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">For a complete listing of Help Desk contacts and phone numbers, see the April 16 issue of Sales Update.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <h3><a name="_Update_On_AIDS"></a><span class="Heading2"><span style="font-family: &quot;Arial&quot;,sans-serif;mso-bidi-font-weight:normal">Update On AIDS</span></span><o:p></o:p></h3> <p class="Heading20" style="margin-bottom:0in;margin-bottom:.0001pt;line-height: normal;mso-pagination:lines-together;page-break-after:avoid;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Two and a half years ago, Digital created an AIDS Program Office to manage the company s response to the AIDS epidemic on behalf of employees and their families. Today Digital is perceived as a leader in dealing with this syndrome as a business issue. In promoting AIDS education both internally and outside the company, Digital is helping to slow the spread of this illness and to ensure that the individuals and families affected by it are given humane and sensitive support.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">The Program Office came as the result of the work of a multi-functional policy task force which concluded that businesses are part of the community, that what affects the community ultimately will affect the workplace, and that the issues surrounding the epidemic were too complex to be managed without a coordinated, integrated strategy.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Since that time, advances in testing and treatment have changed the perception of AIDS from being an acutely fatal disease to being a chronic and lingering disease. This has implications for the workforce because it increases the likelihood that many people will eventually work with or know someone with AIDS.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">But the illness usually does lead to death. If it continues to spread unchecked, by the year 2000, it is estimated that more people will die of AIDS worldwide than all the people who died in all the wars of recorded western history.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Digital has conducted AIDS education programs at its facilities throughout the U.S., dealing with the business need, medical information, understanding the human factors, and Digital s philosophy, policy and resources.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Pau! Ross, AIDS Program Office manager, also spends time working with community-based organizations and other corporations on this issue. For example, Digital is a founding member of the New England Corporate Consortium for AIDS Education, a collaborative of nine corporations headquartered in the Greater Boston Area, with employees around the world. Paul was also one of the ten U.S. representatives to the international commissions on AIDS policy being sponsored by the Federation of European Communities, the World Health Organization, the Centers for Disease Control (USA) and the Internationa! Labour Organisation this April and June.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">In addition. Digital has donated over $2 million in equipment and grants to organizations and educational institutions conducting AIDS research.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Digital s reputation as a responsible corporate citizen in this area is helping develop business relationships with biotechnology firms involved in AIDS research. "These businesses need computer equipment to run their research applications," notes Paul. "Our sales force believes that these companies take a close look at Digital because of the company s public stand on AIDS."</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">For example, the Laboratory Data Products (LDP) Group and the Western Area sales force recently helped Stanford organize a major medical conference "Perspectives on AIDS Treatment." Paul was invited as a speaker, and in addition to the formal conference, there were displays and demonstrations of Digital s equipment and applications.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">"We find that customers who do AIDS research feel more comfortable with Digital because we understand their business just a little bit more than other computer companies," adds Paul. "New business is often leveraged by what other corporations think or feel about us, and our work in the area of AIDS is part of that competitive edge."</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <h3><a name="_LDP/Science_Announces_Program"></a><span class="Heading2"><span style="font-family:&quot;Arial&quot;,sans-serif;mso-bidi-font-weight:normal">LDP/Science Announces Program For Scientific Innovation</span></span><o:p></o:p></h3> <p class="Heading20" style="margin-bottom:0in;margin-bottom:.0001pt;line-height: normal;mso-pagination:lines-together;page-break-after:avoid;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">In response to increased competition in the scientific research market, the LDP/Science Product Marketing Group is introducing a "Scientific Innovators Program." Designed to reinforce Digital s worldwide commitment to scientific research, this targeted grant program puts Digital workstations into the hands of researchers who are developing leading-edge scientific applications. It will also generate new and ongoing interest in Digital products.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">In addition to providing a foundation for new research applications, the program will also leverage new workstation and high-performance systems business in education and government research, and in private industry worldwide.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Proposals for the first set of grants are currently under evaluation. The targeted recipients include leading researchers in key scientific disciplines as well as leading developers of scientific visualization and CASE tools. For additional information on the program contact John Bennett @MRO.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <h3><a name="_International_Engineering_Group"></a><span class="Heading2"><span style="font-family:&quot;Arial&quot;,sans-serif;mso-bidi-font-weight:normal">International Engineering Group Now Part Of DSSG</span></span><o:p></o:p></h3> <p class="Heading20" style="margin-bottom:0in;margin-bottom:.0001pt;line-height: normal;mso-pagination:lines-together;page-break-after:avoid;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">The International Engineering Group, managed by David Stone, has moved from the Telecommunications and Networks Group to the Distributed Software Systems Group (DSSG). This change was made because the majority of the groups affected by the effort to make products "international" are concentrated in the DSSG group. The closer linkage to the software groups who need to do the most work to implement global products is expected to help enhance the attractiveness of Digital s products to customers worldwide.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt; text-align:center;background:transparent" align="center"><o:p>&nbsp;</o:p></p> <h3><span class="Heading2"><span style="font-family:&quot;Arial&quot;,sans-serif; mso-bidi-font-weight:normal">Appointments</span></span><o:p></o:p></h3> <p class="Heading20" style="margin-bottom:0in;margin-bottom:.0001pt;line-height: normal;mso-pagination:lines-together;page-break-after:avoid;background:transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Susan Hehir has been named Planning manager for the recently formed Product Communications Group, reporting to Peter Zotto, Product Communications Group manager. Product Communications is providing the leadership for Digital s strategies and investments in Introductions, Marketing Communications, Customer Education, Sales and Sales Support Training, and Customer Demonstrations. In her new role, Susan will participate as an active member of the Corporate Customer Education Task Force, the Customer Demonstration Forum, and the Product/Industry Marketing Planning Staff. With Digital since 1988, she worked in Management Sciences, was the planning manager for Summer School at Brown University, led the franchising of Summer School to Europe, and was the DECtech Program planning manager.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><span class="BodyTextChar1"><span style="color:black">Kent St. Vrain has been appointed U.S. Communications manager. He will provide leadership for the communications of the U. S. Management Committee (USMC) and will manage a team that will publish a semi-monthly newspaper for all employees in the USMC organizations. This publication replaces "DECsell" and "U.S. Field News." He reports to Donna Blaney, U.S. Field Personnel manager, and Jerry Paxton, vice president, Sales Operations. Kent has been with Digital for eight years in various sales management, marketing and communications positions. Most recently, he managed Sales Communications.</span></span><o:p></o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent"><o:p>&nbsp;</o:p></p> <p class="MsoBodyText" style="margin-bottom:0in;margin-bottom:.0001pt;background: transparent">&nbsp;</p> <p class="MsoNormal"><span style="font-family:&quot;Arial&quot;,sans-serif"><br> <a href="mailto:seltzer@seltzerboks.com"><span style="font-family:&quot;Times New Roman&quot;,serif; color:black;mso-style-textfill-fill-color:black;mso-style-textfill-fill-alpha: 100.0%"><span style="color:black;mso-style-textfill-fill-color:black; mso-style-textfill-fill-alpha:100.0%">seltzer@seltzerbooks.com&nbsp;</span></span></a> <a href="http://seltzerbooks.com/privacy.html"><span style="font-family:&quot;Times New Roman&quot;,serif; color:black;mso-style-textfill-fill-color:black;mso-style-textfill-fill-alpha: 100.0%"><span style="color:black;mso-style-textfill-fill-color:black; mso-style-textfill-fill-alpha:100.0%">privacy statement</span></span></a></span></p> <p class="MsoNormal" style="mso-pagination:widow-orphan"><span style="font-family: &quot;Times New Roman&quot;,serif;mso-color-alt:windowtext"><o:p>&nbsp;</o:p></span></p> <form> <table class="MsoNormalTable" style="mso-cellspacing:1.5pt; background:white;mso-yfti-tbllook:1184" cellpadding="0" border="0"> <tbody> <tr style="mso-yfti-irow:0;mso-yfti-firstrow:yes;height:24.0pt"> <td style="padding:.75pt .75pt .75pt .75pt;height:24.0pt" nowrap="nowrap" valign="top"> <p class="MsoNormal" style="text-align:center;mso-pagination:widow-orphan" align="center"><a href="http://www.google.com/"><span style="font-family:&quot;Times New Roman&quot;,serif; color:black;mso-style-textfill-fill-color:black;mso-style-textfill-fill-alpha: 100.0%;mso-no-proof:yes;text-decoration:none;text-underline:none"><img id="_x0000_i1063" src="mgmtmemo11_1_files/Logo_25wht.gif" alt="Google" border="0"></span></a><span style="font-family:&quot;Times New Roman&quot;,serif; mso-color-alt:windowtext"><o:p></o:p></span></p> </td> <td style="padding:.75pt .75pt .75pt .75pt;height:24.0pt"> <p class="MsoNormal" style="mso-pagination:widow-orphan"><span style="font-family:&quot;Times New Roman&quot;,serif;mso-color-alt:windowtext"><input maxlength="255" size="31" name="q" type="text"><input action="http://www.google.com/custom" value="Search" method="GET" name="sa" type="submit"><o:p></o:p></span></p> </td> </tr> <tr style="mso-yfti-irow:1;mso-yfti-lastrow:yes"> <td style="padding:.75pt .75pt .75pt .75pt"> <p class="MsoNormal" style="mso-pagination:widow-orphan"><span style="font-family:&quot;Times New Roman&quot;,serif;mso-color-alt:windowtext">&nbsp;<o:p></o:p></span></p> </td> <td style="padding:.75pt .75pt .75pt .75pt"> <p class="MsoNormal" style="mso-pagination:widow-orphan"><span style="font-family:&quot;Times New Roman&quot;,serif;mso-color-alt:windowtext"><input name="sitesearch" type="radio"></span><span style="font-size:10.0pt;font-family:&quot;Times New Roman&quot;,serif;mso-color-alt: windowtext">Web<input checked="checked" name="sitesearch" value="seltzerbooks.com" type="radio">seltzerbooks.com</span><span style="font-family:&quot;Times New Roman&quot;,serif;mso-color-alt:windowtext"><o:p></o:p></span></p> </td> </tr> </tbody> </table> </form> <div class="MsoNormal" style="text-align:center;mso-pagination:widow-orphan" align="center"><span style="font-family:&quot;Times New Roman&quot;,serif;mso-color-alt:windowtext"> <hr width="100%" size="2" align="center"> </span></div> <p class="MsoNormal" style="mso-pagination:widow-orphan"><span style="font-family: &quot;Times New Roman&quot;,serif;mso-color-alt:windowtext"> <script src="mgmtmemo11_1_files/am.js"> </script> <script type="text/javascript" src="mgmtmemo11_1_files/count.js"> </script><iframe id="google_osd_static_frame_797130654967" name="google_osd_static_frame" style="display:none;height:0px;width:0px"> </iframe> <!-- WiredMinds eMetrics tracking with Enterprise Edition V5.4 START --> <script type="text/javascript"> <!-- wm_custnum='606918dd9a89b3fa'; wm_page_name='familyandfriends.html'; wm_group_name='/services/webpages/s/e/seltzerbooks.com/public'; wm_campaign_key='campaign_id'; wm_track_alt=''; wiredminds.count(); // --> </script> <script type="text/javascript" src="mgmtmemo11_1_files/count.js"> </script><!-- WiredMinds eMetrics tracking with Enterprise Edition V5.4 END --><!-- WiredMinds eMetrics tracking with Enterprise Edition V5.4 START --> <script type="text/javascript"> <!-- wm_custnum='606918dd9a89b3fa'; wm_page_name='familyandfriends.html'; wm_group_name='/services/webpages/s/e/seltzerbooks.com/public'; wm_campaign_key='campaign_id'; wm_track_alt=''; wiredminds.count(); // --> </script> <script type="text/javascript" src="mgmtmemo11_1_files/count.js"> </script><!-- WiredMinds eMetrics tracking with Enterprise Edition V5.4 END --><!-- WiredMinds eMetrics tracking with Enterprise Edition V5.4 START --> <script type="text/javascript"> <!-- wm_custnum='606918dd9a89b3fa'; wm_page_name='familyandfriends.html'; wm_group_name='/services/webpages/s/e/seltzerbooks.com/public'; wm_campaign_key='campaign_id'; wm_track_alt=''; wiredminds.count(); // --> </script> <script type="text/javascript" src="mgmtmemo11_1_files/count.js"> </script><!-- WiredMinds eMetrics tracking with Enterprise Edition V5.4 END --><!-- WiredMinds eMetrics tracking with Enterprise Edition V5.4 START --> <script type="text/javascript"> <!-- wm_custnum='606918dd9a89b3fa'; wm_page_name='breezequery.html'; wm_group_name='/services/webpages/s/e/seltzerbooks.com/public'; wm_campaign_key='campaign_id'; wm_track_alt=''; wiredminds.count(); // --> </script> <script type="text/javascript" src="mgmtmemo11_1_files/count_002.js"> </script><!-- WiredMinds eMetrics tracking with Enterprise Edition V5.4 END --><!-- WiredMinds eMetrics tracking with Enterprise Edition V5.4 START --> <script type="text/javascript"> <!-- wm_custnum='606918dd9a89b3fa'; wm_page_name='mgmtmemo11_5.html'; wm_group_name='/services/webpages/s/e/seltzerbooks.com/public'; wm_campaign_key='campaign_id'; wm_track_alt=''; wiredminds.count(); // --> </script> <script type="text/javascript" src="mgmtmemo11_1_files/count_002.js"> </script><!-- WiredMinds eMetrics tracking with Enterprise Edition V5.4 END --><!-- WiredMinds eMetrics tracking with Enterprise Edition V5.4 START --> <script type="text/javascript"> <!-- wm_custnum='606918dd9a89b3fa'; wm_page_name='mgmtmemo11_5.html'; wm_group_name='/services/webpages/s/e/seltzerbooks.com/public'; wm_campaign_key='campaign_id'; wm_track_alt=''; wiredminds.count(); // --> </script> <script type="text/javascript" src="mgmtmemo11_1_files/count_002.js"> </script><!-- WiredMinds eMetrics tracking with Enterprise Edition V5.4 END --><!-- WiredMinds eMetrics tracking with Enterprise Edition V5.4 START --> <script type="text/javascript"> <!-- wm_custnum='606918dd9a89b3fa'; wm_page_name='mgmtmemo11_5.html'; wm_group_name='/services/webpages/s/e/seltzerbooks.com/public'; wm_campaign_key='campaign_id'; wm_track_alt=''; wiredminds.count(); // --> </script> <script type="text/javascript" src="mgmtmemo11_1_files/count_002.js"> </script><!-- WiredMinds eMetrics tracking with Enterprise Edition V5.4 END --><!-- WiredMinds eMetrics tracking with Enterprise Edition V5.4 START --> <script type="text/javascript"> <!-- wm_custnum='606918dd9a89b3fa'; wm_page_name='mgmtmemo11_5.html'; wm_group_name='/services/webpages/s/e/seltzerbooks.com/public'; wm_campaign_key='campaign_id'; wm_track_alt=''; wiredminds.count(); // --> </script> <script type="text/javascript" src="mgmtmemo11_1_files/count_002.js"> </script><!-- WiredMinds eMetrics tracking with Enterprise Edition V5.4 END --><!-- WiredMinds eMetrics tracking with Enterprise Edition V5.4 START --> <script type="text/javascript"> <!-- wm_custnum='606918dd9a89b3fa'; wm_page_name='mgmtmemo11_3.html'; wm_group_name='/services/webpages/s/e/seltzerbooks.com/public'; wm_campaign_key='campaign_id'; wm_track_alt=''; wiredminds.count(); // --> </script><o:p>&nbsp;</o:p></span></p> <!-- WiredMinds eMetrics tracking with Enterprise Edition V5.4 END --></div> </body> </html>