Loading...
5.0. EDSR 04-14-2003 Item / 5 411 City of Elk River MEMORANDUM TO: Economic Development Authority FROM: Heidi Hall, Economic Development Assistant DATE: April 14, 2003 SUBJECT: Strategic Industrial Marketing Activities Update Attachments • Key Account Program 2002-2003 Schedule • Minnesota Technology, Inc. Tech Trends Newsletter, March 2003 • Downtown Revitalization Project Update, City of Elk River Web Site,April 3, 2003 • • Energy City Brochure • Energy City Display • Business Retention &Expansion 2003-2004 Schedule Report I. Product Offering Strategy City Owned Industrial Park The Director of Economic Development has provided a separate report regarding this issue. 11. Competitive Strategy Staff has received industrial park marketing materials for the cities of Big Lake,Anoka, Ramsey, and Rogers via information provided by Ryan Companies. III. Key Account/Lead Generation Strategy Please see the attached key account schedule. I V. Promotions & Advertising Strategy Inquiries Incubator prospects Intellanet and Manage the Farm presented to the Incubator Advisory Committee on April 7, 2003. Staff will provide the EDA with the Advisory Committee's recommendation at the May EDA meeting. 2003 Ad Campaign New Elk River ads featuring Cymbet and Tescom will appear in the MN Real Estate Journal, . the Leasing Guide, and The Business Journal in coming months. Strategic Industrial Marketing Activities Update April 14,2003 Page 2 of 3 • V. Public Relations Strategy Economic Development Newsletter In early May, the second edition of the City of Elk River Economic Development Newsletter will be distributed to the same 200 people in the following targeted groups: • Elk River manufacturers • High-tech companies located in Anoka, Sherburne, and Wright Counties • Prospects/inquiries • Key accounts • Local developers, realtors, etc. The newsletter is a quarterly publication. The purpose is to inform businesses of information useful to their operations and present an "open for business"image. Energy City • The new Energy City brochure (see attached) is complete and was distributed at the Energy City booth during the March 30`''Elk River Area Chamber of Commerce Business Expo. • The final design of the Environmental Learning Center display (see attached) was chosen and has been sent to production. • The Energy City web site is being updated to correspond with the brochure • information and the Environmental Learning Center displays. MN Technology Partnership In mid to late April, staff will submit a grant proposal to the Initiative Foundation for assistance in developing a pilot partnership project between MN Technology and the City of Elk River. The project is designed to recruit and retain strong manufacturing companies within the city by providing them with technical assistance. The proposal will request up to $5000 to match the EDA's investment in a two-year program. VI. Strategic Partnership Strategy Downtown Revitalization Project Please see the enclosed Downtown Revitalization Project Update,which can also be found on the city's web site at www.ci.elk-river.mn.us/News&Events/Downtown Revitalization Project. EDAM "Incubator Success Stories" Event A videotape of the event is available for rent at city hall and will be used as a marketing tool for the Incubator Program. A tape was sent to the Commissioner of the Dept. of Trade& Economic Development,inviting him for a future Incubator visit. In addition, an article on the Incubator was recently featured in the Elk River Star News. • Strategic Industrial Marketing Activities Update April 14,2003 Page 3 of 3 • VII. Business Retention Strategy Business Retention Program In March, business retention and expansion visits were held with M &M Precision Machining, Custom Cutter Grinding,Vision Mold& Engineering, and Integrite Manufacturing Corporation (see attached schedule report). Staff will contact EDA members individually to schedule future meetings. N O ,7:, c) \ \ \\ \ N O O O O N M . \ r \\„ 7 • (I) ,...1 W 4 w .0 C d. ., v v 0 ©U N O O E”, C '0 N N �G' H O p a) P-' g m O O W Q O . u . z L" a, P..� is Q'i C Z a C O Q u .9 '- Q'i p Li u OO u � " � 'o v u S1 H 4-1 Q W H x F; (� C Z P+ Pa 0 U a z z a H Q �^ M O M \ © p .0 b O U o M \ N N N V 4.0 P4 SIC -4 4.4 N oO � r ci Om " bA3 C C 1:-.) m W o aQ a) ''- W Q r'' w s, 0 c° p Lrd = - Hr v P� v W .... OaN � a O Nc a ° � • -N ,. \ O U U U .'' M y M M M w •n M M 0 m M U, r 'ti co N v 'ti a) 'O aJ '6 v \\\ y N \\ O C a N N C v C g C v `'" d- O o0 7 , R, C NCC O O \ C cC .\. r Or O O ��c•--i�� C `" N i'm 'O W O a N <••� ✓ O N P� .-� r G-a' Py G-i' /-+ \• �W U ,c1`" N N z O 4 W M M W Sm u Q N o ,7 >. o CC � N a'o � w w Z ki w v `" v x W an P. g O rc a Y g a is Q 0 C ,a�+ i, o H ✓' E „ M .�u C N ny -, O` y r Q [gam ,��, 7:' L,' �j Z .VC N O L j z p 1 � U x a v S.. S-I F-� a vW) (Ll v 'C .j+ N "C .O 44.1 0 a, 0 0 o 00 V, p, a, ci -� 'b V, a t 0 w o 0 • o U Z u P-4 0 x � � x O P. v Z a i V • • • • . 0 • • • • • . • • • • • 'G 4) cd o '� ...... c U y a-+ A A a A O v P~ U 0 , <rQ v tu a) a O a4) y o 0 4.1 E a g • 1 Q ti • IJ M 06 v�'rVQ O O <`,C o 0 .E H Q A u �.� Ca o H Gcd G oz cd W V lyy O y-� W (d cd "�. f i ci r, pc, P� o z O O O 1 0 �, „ VD z z w z V Pa H44 H 0 VV 0 d t Nv O O O7-; ca v G O v 9, P19f'' v C b v U z O v p Q ''.-g, ) N ^UO p w 3 cid V a b s.+ n-. q :� v cd • • • • • • • • • • • • • Qr Q trj . Ubv Vv v b0 U vb 'ObvQ ,--j 'O i., s'''' v UQv Q IIQ Uy 4 a o VVp z ... +y Af3 414 0 r. • ,t 1 0 M O N N LL G • V A.-, U r" N U dU EU U 0 U E E � 'y u 0 m . U a� u -0 b.130 W •u - di) cn v� n U '�v� a.)) U �U '� N vUi U 0 bA cit sa cd 'a , m v v v) G Ct C, .y 'vim" GJ cd Fly ca ,� ; p V) GJ y U O p cid p s� p Lam' U sa W '.0, at a) sa W '0 M A ti U� sa W 'I1 �+ Q V 0 0 o - aVi 0 0 W Q'-, ani Q V 0 :0 O N -0 ;4 E -0 0 0c\1 W E - 0 q °� -Q W E 0 ,a, 0 0 0 0 • o 0 0 0 0 0 0 • cn w ' w w icnwF-- wr- - w0 . 0 O Uvoi w w .y G '� U 8 0a f0r-a I--• g 0 C 0 - II — , ., ,. 0. I-1 11 0 U cA � G • • • • r::i P-1 • • • Hwa • • • s TechTrends e-Newsletter I March 2003 Page 1 of 6 Mit �O1dIi � Print Close III . ____ ,: a publication of , TEcH r VinnesotaidnoloN Inc,a Volume 4, Issue 3 March 2003 Cover Stork Losing Proposition Will Minnesota lose its primary source of technology-based economic development? Over the past few months, Minnesota Technology, Inc. has been facing a state budget proposal that eliminates all funding for this organization. If the budget passes, we will be forced to close our doors and cease operation by July of this year. And if that happens, Minnesota will lose its primary source of technology-based economic development, one that has brought huge returns to the state over the past decade. Since its inception in 1991, Minnesota Technology has helped more than 5,000 state S • manufacturing- and technology-related companies boost profits, cut costs, find new sources of supply, and the like. The result: nearly $1 billion in aggregate economic impact over that time span. In the last two years alone, we've assisted 1,474 companies and helped generate more than $26.4 million tax revenue for Minnesota. As the budget proposal has been debated in the legislature, a number of key observers have noted the crucial role that this organization fulfills for Minnesota-and • the equally crucial need to keep Minnesota Technology alive. An editorial in the March 11, 2003 edition of the Star Tribune called MTI a "potent asset for rural business development" and urged Gov. Pawlenty to "keep Minnesota Technology alive." State Rep. Bob Gunther (R-Fairmont), chairman of the Minnesota House's Jobs & ,; Economic Finance Committee, voiced his support in a recent interview with the • Fairmont Sentinel. "Minnesota Technology is a big benefit to industry in Greater Minnesota, and that is documented by many, many people telling us so," he noted. "There is no other group doing that technical stuff in Greater Minnesota." In a similar vein, Manufacturing & Technology News recently described MTI as "one of the strongest manufacturing assistance organizations in the country." And, in a recent issue of Politics in Minnesota, D.J. Leary, longtime political analyst and the newsletter's coeditor, hailed MTI's long-term track record, noting how important it is to maintain the organization's funding given the current gloomy economic climate. • As these and other observers also can attest, MTI's benefits extend beyond the companies that we've helped; they also improve the lives of the citizens who work at those companies. Manufacturing- and technology-based firms form the bedrock of many Minnesota communities. Our state needs to continue to nurture and http://www.minnesotatechnology.org/publications/techtrends/2003/March/printVersion.asp 4/7/2003 TechTrends e-Newsletter I March 2003 Page 2 of 6 support those companies and the citizens who rely on them. In a March 24th article in the Detroit Lakes Tribune, Darrin Grubb, a senior manager at Sunrise Machine and Tool, summed up the value of MTI: "It's a good program that's more important Greater Minnesota. We don't have access to new talent or new ideas like theydo to in the larger cities. If we're not exposed, we're going to get lost in the dust." [Tech Nc,tes Technology business news from around Minnesota. Duluth, Ga.-based AGCO Corp. recently announced that it will close its DeKalb, Ill., facility and move the production of its line of Challenger track tractors to its AGCO/Ag-Chem facility in Jackson. Production is expected to begin in July, and the move is expected to add nearly 150 jobs to the Jackson site, with the possibility for future additions, according to the company. Microsoft Corp. Chairman Bill Gates, through his Cascade Investment vehicle, has increased his stake in Fergus Falls-based Otter Tail Corp. to 5.9 percent, according to the U.S. Securities and Exchange Commission. Cascade is the Otter Tail's largest institutional stockholder. Duluth-based electrical contractors Lakehead and Thompson Electric recently announced that they are merging operations to form a new entity, APi Electric. Both firms are owned by the APi Group Inc. of St. Paul. The merger will create the largest commercial electrical contracting firm in the Duluth area. International Steel Group Inc. (ISG) recently signed a $1.5 billion purchase • agreement to acquire the bankrupt Bethlehem Steel Corp. As part of the deal, ISG would acquire Hibbing Taconite Co. of Hibbing, which had been owned by Bethlehem. The deal, which is still subject to a U.S. Bankruptcy Court review in late April, would transform ISG into the nation's largest integrated steel producer. Sun Patio Inc., the corporate parent of Warrior Boats, recently completed a new 22,000-square-foot boat trailer production area at its Maple Lake boat factory. The new facility replaces space that the company had leased in Annandale. The Aggregate and Ready-Mix Association of Minnesota, Burnsville, and the American Concrete Institute, Farmington Hills, Mich., recently awarded Northshore Mining Co. of Silver Bay with their 2002 Environmental Excellence Award. The award recognizes a Northshore ash management program that turns flyash, a coal burning byproduct that is typically dumped into landfills, into a concrete enhancer. Nordic Aseptic Packaging, an Alexandria soymilk packaging firm, reports that its sales have quadrupled in the last year. The company, which is a division of Hope, Minn.-based Sunrich Food Group, produces and packages a variety of food products primarily for private labels. Missota Paper Co. of Brainerd recently purchased the closed Brainerd mill formerly owned by Potlatch Corp. of Spokane, Wash. The deal included a $2 million loan from the Minnesota Department of Trade and Economic Development (DTED). Missota planned to start paper production in March. • MMSI Inc., a for-profit subsidiary of the Rochester-based Mayo Foundation, has been awarded a contract by the state of Arkansas to provide a smoking cessation helpline for the state's residents. The contract is the second such agreement for the http://www.minnesotatechnology.org/publications/techtrends/2003/March/printVersion.asp 4/7/2003 TechTrends e-Newsletter I March 2003 Page 3 of 6 service, which is known as the Mayo Clinic's Tobacco Quitline. The organization also has been providing the same service to New Jersey for the past two years. Hutchinson TechnologyInc. the Hutchinson-based supplier of computer disk drive pp suspension assemblies, recently reported its fifth consecutive profitable quarter. According to the company, it shipped more than 135 million suspension assemblies during the first fiscal quarter of 2003-a 21 percent increase over the previous quarter, and more than 45 percent higher than a year ago. The city of Kenyon has received official status as being "E-Commerce Ready." The certification is granted by a DTED program which attests that the community has met a number of basic conditions that will help pave the way for its businesses and citizens to conduct e-commerce. C -1 r 1:,it. April 9-10 Medtech Investing Conference Topic: Private Equity Investing in Medical Devices and Healthcare Technologies Location: Marriott City Center, Minneapolis For more information: www.ibfconferences.comimedtech2003.htm April 8 West Central Initiative Fund Seminar Topic: Preparing Your Workforce for the Demands of a Recovering Economy Location: Alexandria, Minn. • For more information: 800-735-2239 or http://www.wcif.org/workforce/index.html April 16 Minnesota Technology, Inc. Technology Awareness Forum Topic: Winning at New Products-Increasing Revenues through Successful Product Development. Presenter: Dr. Robert Cooper, creator of the "Stage-Gate" product development process. Location: Bloomington, Minn. Contact: Terresa Svoboda, 800-325-3073 or www.minnesotatechnology.orgievents/TechForums April 17 Minnesota Technology, Inc. Technology Awareness Forum Topic: ISO Root Cause Analysis Location: St Cloud, Minn. For more information: www.minnesotatechnology.org/events/TechForums April 25 Hands-On Leadership Seminar Topic: How to Get More Done with Less Location: Jackpot Junction Convention Center, Morton, Minn. Cosponsored by Minnesota Technology, Inc. For more information: 507-537-7051; 800-576-6728, e-mail: jilld@rns.rnnwest.rnnscu.edu110 April 25 Minnesota Technology, Inc. Technology Awareness Forum Topic: Marketing Tools for Manufacturing Companies Location: Owatonna College & University Center, Owatonna http://www.minnesotatechnology.org/publications/techtrends/2003/March/printVersion.asp 4/7/2003 TechTrends e-Newsletter I March 2003 Page 4 of 6 For more information: www.minnesotatechnolooy.org/events/TechForums 41 May ? Minnesota High Tech Association Partnering &Collaboration Conference Topic: Partnering and collaboration in today's business environment Location: Minneapolis For more information: 952-230-4552, e-mail: tvolpe@mhta.orq www.mhta.org May 19-20 Minnesota Venture Capital Conference Location: U of M Radisson Hotel, Minneapolis Cosponsored by NetSuds and Minnesota Technology, Inc. For more information: www.mnvcc.com, e-mail: matt@mnvcc.com May 21-22 International Business Development Conference Location: U of M Radisson Hotel, Minneapolis Cosponsored by NetSuds and Minnesota Technology, Inc. For more information: www.ibdc..com, e-mail: matt@mnvcc.com Customer Loyalty-An Emotional Subject By Kim Rock • Holding onto a customer has never been harder-or more important. According to a recent Gallup research study, the key to wooing customers isn't price or even product. It's emotion. You've probably read that the cost of acquiring new customers can be five times the cost of servicing established ones. Well, today's challenge is to move customers from being simply satisfied to being rationally loyal and finally to being emotionally engaged with your product.By doing so, you create deeper and far more profitable relationships with your clients. Here are the Gallup questions that cut to the heart of customer loyalty: • Overall, how satisfied are you with (brand)? • How likely are you to continue to purchase (brand)? • How likely are you to recommend (brand) to a friend? • (Brand) is a name I can always trust. T/F • (Brand) always delivers on what they promise. T/F • (Brand) always treats me fairly. T/F • If a problem arises, I can always count on (brand) to reach a fair and satisfactory resolution. T/F • I feel proud to be a (brand) customer. T/F • (Brand) always treats me with respect. T/F • (Brand) is the perfect company for people like me. T/F • I can't imagine a world without (brand). T/F In short, brand loyalty is more than a simple preference for one product over • another. Gallup's research has revealed three powerful ways managers can create passionate customers: http://www.minnesotatechnology.org/publications/techtrends/2003/March/printVersion.asp 4/7/2003 TechTrends e-Newsletter I March 2003 Page 5 of 6 1. Create products that are as flawless as possible. Of course, this one goes without saying. And yet, many industries lost sight of this essential rule of thumb over the past few decades; one-the U.S. auto sector-lost billions in market share to better-made products from foreign competitors before it upgraded its quality initiatives. 2. Train employees, especially front-line staffers, to act as ambassadors of the brand. Equip them with the tools, skills, and key messages that they need to promote your company's brand. 3. Transform problems into opportunities to please customers. Is one of your clients unsatisfied with a product or service? Address the problem head-on and show the customer that you value his or her satisfaction. If they believe you sincerely care, you've gone a long way toward creating a happy customer-and one who will probably come back to your business in the future. For more information on the poll, visit www.galluplournal.com.• —Kim Rock is a manufacturing specialist at Minnesota Technology's Fairmont office. You can reach him at krock.@....m...ntech.org. Employer Ratings of Greater Minnesota Employees According to a recent DTED report, workers in Greater Minnesota are reliable, productive, and willing to learn. The study, which was compiled from a survey conducted from more than 800 outstate employers, ranked employees' work-related attributes on a four-point scale (with 4 being the top score). While the results were generally good, the survey did point out potential needs for upgrades in such areas • as computer skills and flexibility. A sample of the report's results: • Work Ethic 3.30 • Reliability 3.28 • Productivity 3.23 • Willing to Work Extra Hours 3.20 • Basic Literacy (Reading) 3.20 • Willing to Learn Skills 3.15 • Basic Math Skills 3.05 • Skill Level 3.04 • Cost of Benefits 2.94 • Problem-Solving Skills 2.91 • Innovation 2.84 • Creativity 2.84 • Education Level 2.77 • Ability to Deal With Diversity 2.76 • Adaptability to Change 2.75 • Cost of Training 2.73 • Wage Level 2.71 • Computer Literacy 2.68 • Absenteeism (lower is better) 2.41 • Turnover Rate (lower is better) 2.41 For the complete report results, go to http://www.dted.state.mmus/PDFs/GrMNworkers.pdf 4110 http://www.minnesotatechnology.org/publications/techtrends/2003/March/printVersion.asp 4/7/2003 TechTrends e-Newsletter I March 2003 Page 6 of 6 NIST Network MTP Affiliate Home I Contact Us I Site Map I Privacy Policy I Terms of Use © 1994-2003, Minnesota Technology, Inc., All rights reserved webmaster(c mntech.orq PHONE: 612-373-2900 or 800-325-3073 FAX: 612-373-2901 • • http://www.minnesotatechnology.org/publications/techtrends/2003/March/printVersion.asp 4/7/2003 M O t` O O N W Aim 4a M _ = N E O N « = cl 4) co V O N Lcti E pi; L l_ "= v) co ic c_ � .c_ 0 3 � o ~ Ca CD � it ;c 0 •- L W e { t� -- M C O V a) C a) O O p) O Q o o a o o .0 '- .5 N v CO L L •� Iq C "� O a) O N N _ C R rn a) N N C a .c a) a.c cos c 0 c E _,u- � a) c '5 a c � m ° � 0 '3a) aOiE m X � ~ c,) o2 c cow �' _ = -c , , o E4)= --e. ---- 82 -9 -50°) w ai Etc c r c`i0 OC Ea) � OCcO) Q ,C v :• CDw •- �n O QE a) O 0 • • 0 c •U C O4- 12 a) M ; t a i 't° _ • a) Q c u mo < aoi 0 a) C3 C � 3 R s � a) co C U cz -aoQ > a) . •- - m > a N C a>i j N a a >+ -0 46 v> E c c O W as a a) TD' 0w C O 3 , 0 3 0 3 -a .o .0 vi Q a? �+N E u) -c) n3 a) • o Qm cvin E •u) c) c 0 > 0i) c CO co v av p? ? -0 c 0 ° fo Fli . E a`)) v � � a) o 0 C a) a) 2 ' co t� a °) ; •Ed c ° X •c 0Ew V o " CO QC o V •ty - Q O E 2 7 C .6 • a) c C me N o E N EO •C 7r d i0 co i C N N N `' O co -- '�' a o •-. O 0- 0 C 3 c i 'p Q aOLt � 2o 0 � 0 a0i w = ci `� c co Q L C 0 w C •C N O till W Cl. co c o0o v) N� fl Q) 0 Q * dE '� mala. • cu)ir- a) ±' coo `n O oc Ca) U > 0 oa) M 0, 12. a a) E c o � _ 0 co 0 � CO • . E a) N H +L.. � L To in Q CU N00 Y vO -0coU 0d`.p0N cY 3 r '> t) 0 •L Q c I- p v) •� 0 •- y ) C C N CO LL O Eo c v) a3V v) v d — "-' 0E- n. _ 2 '1 D a) L -O I ._ a) `_ (o O 3 m C.) * 3 N •OH • en -6 ++ •2N U ' 2 C W C i O O y a) O "O C a) C/) O #' o c c v; c n3 c — W � O c 0 'NY 3 tr'`'y; o o .s N a) n, a V = 0 fl a Q. w w a V OL 5 � -F0.� .0 a) w p W� 0 # 2C O a) a) -0 t L. L a) L II 0 2 a 2 CO 0 `ti g `. a) CI) CO ° •N Y 0 Hm VE 5 a) L �T Cl), Lin �0?5o rt o F-QwdU i11 " .0 Q .. TzNoieruia Q Et N N 0 0 110 o 0, Z M M O 0 O • N 00 cd 4 a M N Z' a) 'D O N N 7 ° f0 a) :N -C co _O Ln (0 U ((0 •'!' O •`—' co a) % a) -iii is V. II C C C• �i j .OQ r.-.' O U r+ ++ W a) f0 O O O C E N 0. O V �i Q�y a) •+ L E -O N O O L Cl) co (a (ai "C) • C a ° O C .cn N Q E .2 c a) C i i _ � iu � c m E E aa) c m r m ° — — L) '> cn O O R R. 01 N = a) c a) c "- co V U M yr ° ° a) a) ca � U4a) ° � E 'c a) ° a) d 0 al o3 � a) .� U - Co > ca`) E ° Q' m °- E E! o1 o a cc a) ° OL •--. Oa) •c C > a) a) ° C) E E' crl 'p o 't_ 'O a O 0 "ii co o a) c N i c c O Cl) O OI c ,c ° DQE c ° � a ° 3oo O og o U U� U m (nc a) - •ca) a) (aa >. a) a) a 3 3 �� �' � i_ a)E a CO O ° c o O GQ >,� 2 '(a O c cF- c OM OQ -CI (° O 0 c c 0moa��ioc � c c) Emo8 •C a) � a N 3 3j W .. ° w - N a) FIS 0 Oi 3 � E �' E y c cLric c �I V X• -o c o p 0C) N y N .r CO > V O > — _I a a) ° � �' +' cw EL O O c � a) 0 = c 'cid Q) C O o a o Q ` _ N N H!' O s .o cK a � a°i � 4) .o 0 •.0 3 CO c! Q UV • � -0 a0 ° m cn O � 0 a) �' § a) 0 `m o- a W C7) o = oQ m a) c_— ° - 'a) >• � c a_c 3 m L c c ° •-• � a3 > (o _ E E owe m ° S 0 1E o N �' m (a R ' • ! - L c oE � ca � (° " ° O. �3F' a) c a) 0 a - c a n ci _Co z08 ±- 07) 0 3 = oNa � fl E m m c� c � c o ° a)oac) O - Q 3 0 t m Cl)m , 00 N 3 (0 1_ 0 0 .y O 0 C : a ...., ._, 3 Cl) di a+ 3 a) O • .c y ° L a) N > > •- co i 3 a) (n O O �t C O, y Q t' '''+' (a�O LL N d o (0 -C U O co .0 0. > O a) E v N W d El C Ci Qi v c c ° .•-• _ _ = 3 a) >_ a) ° as N aL z 08 o 0 (0) .-E Q) O E -O :.. C OL ;_ � ,O O ° � � N O E °1 Q U V � U � � mQ a) .ate ._ 3 a) s � .. — OIC (.ry o �a R L o aveL0 •3 a) •' a) 1-- cL '§ '3 O = ~ .. L .+ m e v0 Via) W a ° _ ° a � S co ,0 0 > . 0 •11ii ovai IlfiltUfi t3oc vi oaCD� E 0 acs � a) E o � aa AAI Z C in N N co 0 H "O N ca LL rn ° ° O) O f— 0. LL Q LL 2 a) sem. H Col o N Cl) '0 •r- A�•a 0 0 Z. 0 N C)) w to Cl) 73 t co y • >L . li IL— 2 co ,.... co ° 0 O C. Q � 1 I Ilt C j �• W 4) w+ .. CD cid L V •J• Va y 4 /- �" iI 3 W 0. ami '4 •VI N yw rn .-a O .. h H L C b 1 Lu 4 ET LL N W fi Q u u > ed YO N O W 3 O C::, �� Z.; °o gvxN � � v � °, a u AW o. 'E V., ! Jil : PI z v) -,4=0 V•\ co Oe u y .�• Za..0t`carc,•- .1 , oma o• No °onv,auI, x0EE°o c a. c G. v, . K b ., — av ,n e� '.. 000t\aoo V \0 V)"4 et 9•41 a el OO 0 �a LLI O = rs, qN ebM.,N ON ,_ .. r,c4 (0.x� u_W�'., Hx u 7 u L C '� x S Z a W x ..d ' Z , u , Z ' W O O ao-- ar u O ar 2 M .2 c i— 0: c�. M •t v, \ R oo c� 1 z Z a E �L o Vf U .� W f� h 1 .IS sI yr /- 102 et Z ,. •N ________--7--69t oa•11 i fitr,„,,,___ '4,44._ ` —_LLI 00 ,yam ff33�� _ i�1� _ ,_ 7 V , Q F rr, rr '''41' ;2 f{k C7 i bq � °O w !iii W �.° Iril Q u O L� y �.+ i G O v okF r5:�-; . Q 00 .V+ .•. co W N. t 0 0 ..V4 O ,..,Ni 0 o E Z erg tt pp-" , .I:. W CO �o tO y, O N .c W a,+ O .k V O ctl ro cry o 0 o 00 N- N h :; t- -o G1 v d -er n A sr L'd en .— A' a'"i en e> .� V �t a .4i en •"' en a w N i en o ed N V ' i, q ' E O gyp ' u, .a ' - 14 , S O ' ,e io vvi i `d.Z en E V O C , .--i bq COpp N a ed S- `—' t2 t '—' '1 ."i 01 1 4 —, et 4 cra - 1 m • �1p .V, q m ., G '-' O N °•• .O N ` : N ". ar may, •• u u _ N N en N q N .t7 e'n V en V e'n E E4 Y: ypa1�am_ La., - F-+ Fti t V W V7 t V7 Z`S #1,., ;1',, ,�{ p FIN F d i 6H � '',(1-1.1=11:111-'vCI I —u .n m { a . x meta . '_ Q a. 4s( t _ 2 � W O.1. O c> edd4y h V OL l � V Mij40v yu, rG ,yamR+'f' ¢ FOA a ci u wLZyOJG\ O � .VJN00Wv , O 0.0 r_ L ^ 11 , a to Nc, o A S. i.l ,, j #CP ,_ - tz \ a q7� 4 � ' /V .4 O Cn O VJ0 ea V ',.>N 4. Vm Nm enoo o � m - y - % ; .� a 01 i . O to' \.:0 k} R� � .-` tl �" v �y M �, O N co + V" a" M ed , ' O , ' • N F�,��', ' .. Lamm acn a Om �a «. 00 15m l a uN R V cn .400 : o — , u�, �a C7 .:5' '1. Un Wn 3 W ., Un � WG c'''' t` � � a .,; 11 TQC V 'x ,44 - 1' y o q ' o � . 7_ � i 2 =CCAr� Q mp J !— g ■ , .® - C s o x j :v., 7 t , w 5 Y `" 2,7 ' Cw Lw .� NV L 111 +O I • tn • • imi 0 o L M1 m ..y O ^d1 n w h °' p °.'..)o O y myo >v v C +_. oI °o 6iydaam, �ELs O C oq O g.-- cd � Q g W ,� O VU � � '7d W ! V • am 2 W u c , U-�O O CyyaG rd 01 E v U 5. „ .° ti Or 4. a oo m.- .z., p ; N c q A, 0 w , W ,� • Qy •- p7•” ' II Hi, z •i - .. A E. v G1 p q V +� fl, •�Zq ' iLc U " - .1. —° + O „IOrrxU '> °, ... j .„ OYoVOpO CL � 0c; � l.kNi w � � i VUwU W'_ 4 0.Ld git O 1 '' pUn - O L1 C '4 tak, t; z Lba O • I.d U . _ •U 1 •� y - W� . C '' , .- ,-9-..5. [ ' 'd (,D )' ' v L4 cN 4y- WaUUti .cu ) ,24- WL "1ffo7 y pl_si" Oc�� p I ' L'")Qv p0p, % " " 0 qo • 4. 0. NNE` is oUry gPH CObA i; u C2 a . o'a - O C cd _. O U u aJCCCC •0ol 8 8 ,, U • 0aW, rad ' ' � CG 'C WI"d wa, y • u p 1- Uuo oam .to a5 a a, C a (j cw > eU 5 y I ., OI r3 1-..i o "' °U V b I -oh, — = ti " Co Lo ° 0y 'y `oo nA y ON "[o „io �I0IUCc�' o Q ° ¢ N -bn + a) uvo . O ° > ' MU � w�— `4 •y 1 .6. ao UQ ^ '`A WH ..k' WWWVUn. > -aww. • r. 'te ti rr p `�Yg� s,W.t°v"".''r-�q` "� ;•_ �.G+ �C C l0!,. ' S�af.'•+-.i:Y't- .. .i _ �h C •' „ V. . . � G t � -0 -0 b p3C tott4 "O`� J 53 c i coCo° Cm 5aC"" o o c�a' v o u - u v v N C IIp C O y, , 1 at 'd Q`. C Sti Fta 3 , 4 i % 0 1 a � rMach y >. CA •5C ' ° • -0 u --Ai. ` Uy o o [ nsF `�l" 3 ,4 ' d d 'C- ..14`,.,./4.s.-`,4-_, ,-,'"'' 'Nicd OO ad .'• 79e N=cU T7O0 ,pN 3U wCU JO 1nprIn ,# ' ..".� "UA O y .tamay ` �` t''''''`::'''41,' ti C C C pC U ft 4 1' –� ti vk S, ,-,,.,,,,.•••• tr (,) v - ,.-c Oa� p4 , = p aw4 � V e .p 1th.".-o , 0 ai...';',.‘117'..... = cp o " ,[ b , U 'C` i eZ40yldO v 'cy aJ cd v `cd ,.b c ' � " W tO ¢ � �; 7 +-' b q aJJ/Vi a.pl;'44., ^. , " t ., - V�ja. M ,a).7,44,7,-)14,4s,� t radE&4" L+ O ,U N -01 .24, C U0Oy �Cer C ti� �k �VIg°°r. CCp-�_L w QJdp ,• 4�4 , Cu,au OC�.y G J a) aci CO <1.<1.4 t ; / ariv- "!• ' cv .O °.W "4 v 31 , a.7.6 Z4Q. 7:1 it,to z3 E • i S �r ` � ;k ` r O ,..4 . N � yO 1+ N, aq 1 ' "'. ik ' 4 - UG V� pW a �t � - " �Y � Ly ULWai7 - 1 -d k- � � • cd Kk" 0 ;- "7: b 4 ,:.! 1 cb c,' rp Z 5 p b co p.V' 411--1,, y, i s... ' o O O " bAUd ' C C a✓ W— i � , y JC •-it o,7 ,,,''-!,.,,,,-,40, J "C 00 u- - t5gpCC U 7 erc ' U O _ OaJO ec [ ' „'i..,,,,,,, NO > n. � ti b , ;Lecds pe$r �7”o i aOYti .g y aUd O O CE O Ja.' hC v av "C 41 D. - tkW4;'' ✓NC el] p" v v ac!) Q 0 U =CmSa� a4' W4 aJH� u . -8 ' . .q �< ` ;uO �E -o, ^, �k"• v y 1 F E., • 4..n+dl3�iiP�7h`Tl€l i •i. �' '' ,J1 4 pop tb n, !IIIHiPP; v� an � ° � � � � /fi } ' � �"{��- .'• • - :i.","::::-•-•-':-'-'iiii-1--: ---;:- s; E g m fD '��-R� �. �gg � 2,. ;'Tr .may � ,'•-•'......-1444-.1•14 `6a �, r 5 a s; i F C 1 ams�o- - hi11 { y�� h '� 'i�; -:,•-•',....- •� K T1_` - SS y �, •A 5�.• •+S¢ ;` hi t a ••• ['!3 �`It.-- -•,'1•01.:, 4'^. '& 'a',2'$ `. 'rte i '.��:., -Q �', s� Ill 3u�, -S {' �°" rc- t .,:-•::;•r,5'.:•‘--. .. `�y�=s °ems— S" 'n 1SST .,t • • 'S ,$ , TMr 'a -'t v- • r',•m " :.: Q 4q�xa q r �' °" � �'�'0 1�:0 �5:: aa3- �1 Er>a: 4,*-.443'•:-'-.•';'4:',-F.;.•lig �r .} ��,.3 � � . 4 r �: '� a '` 2 as r j .. d "- N ` 4 '. .t 31ae .i,:.,........::,,:r.. .o..,. .:v..rr..::..4.,,..... ..„il.,........4.,..,..r.3ii: ::,...1....:,.:::....„.., ..,...„:„.„;..v.:.,..... . .-T...,,......-,..,_,„:„.....„,:i ,„:,:. ..:.,....:,..:„±......a.,,,. ._.......-...i..._, ,..:71 ._,.... .:_..,.....1."..„::J........:1,:...._.,4.......,...„,;: 9 Y-.:,...'•,-,.',..i.:.,..,i'.7,-- •': '-'•-..-:'.--:-i•••.•.:.:.-...; ,'... e • Y..,:,..:,•:,p, X~aI T r..-.--.....:•-'f'-';... aI '.:: '4u xn b " ` 1i 9 # � Z T -i3 M�,': e -� ip tk h Ln hl Yp_ X . �� tk d 311 ,. sr ' ..,.-..•=4.•;.,t...:.'.. ';'',.-;:',•-'-:-.:-Yir',,,H:-----•'' ..-.--.-.. •-•.1;..,1;l'''...te.1.-ii;-•:-.,.,'.'. .,4,..'.'i'''.'-'1',4,e,i'l 'WIII,A1,7,*fi•--,,.. . -. - .'--. -:-.) ---:.• '-'-'..,4...:-:--- --i.'T.f, -;-::-•.:,-*%','4': -.T-.,:.".•*-... 6 * tis �w'' ' 5 ti. - , ..-. :.:k1:_1•'•.""•.;:., 1 ''' :, z. i;' ' �3° g y dp S ,5P 'J `fiL� '•'''''''''''''''' ,! • Mct ON 0 U t7 W -d a bA O O .y coN N 0 O = a d M y.i c N O Q n i Wcd O N tit 0 u ct M N ' 0 d '• O a-i M ++ O P~ p '1 0 " <1.) O N ct ct O y a w — y D i s+ 'd V y I1 ccs O (y GL,� g N 4 Q ,� w a) i :1(1, :00, ,t 5 mo G 0 �'' aJ U A V ct N F"n N O a) N N f.' 00 '� O w0 •60 'do . v � y - 5A . r. N ,_4 V N C �, r wo N U O N y N d �" t rx N P� M �4 .a H vs H N .c c\. w -0 H '(P � bOA � ct cE d rn C7 0: "• 0 :1, Ncw IX0 o�C L. ' . Q cd r Q O p. W 0 0 a) Q a� a) o O O u a� O a) o O IV C bbn , a) bdOn .' bn bn (ac d 0 •pi ba 0 to 4113 0 0 d O 0 0 0 /�� ��Oh� ��0h', �3' 0 /off �0 /�0h� ��Oh� /�0h� ��0h� Q = W \.J \J N Q c7 L H V :3 V N N L/ N CJ V La 3 w w 0 w 0 cr"a w w w 2 Cd w w w N C. d �, i.-1 ^� a Q P. �, —1 -, �, p • 8O y u a) (A5 a) W = M 0_ i O k '+J o w a =caCe :� w o tL u ••, 10- 3 o ,, O (A o V , -Z'_ L O w o 0.V .n._ a q ,c3 ac w 4 ti ti U U H W v Q. 7C r-, L V b13 g a V W du i0 -w 71 u L. 3 ct a � L4.1 i RI � bn 0 a I °ctqq w 41A H 0O v 0 813 o U R Q 5 i'' 0 O , v N 0 0 E „ � to ° C7 H o W 7 u a a� C ,� • 0 i_o U cd 0 v)- . U O o 0 x cd V 0 a°0o 1) at' c w o V -o at ° .o ' d U U n W U' R. up v) v) H H • N 1-1 ed 4.1In 0 0 0 0 CD i C7 C y C7 C7 OC Q H '1.1Q H a) a O . O'---% ti N N444 N N N O• C w a, o g o o o a> o o 0 ai ° • G ao t o 0 co t o .4' to to at to 0 0 p 'N 0 5° 0 0 0 (11 0 0 0 N ^ N V�1 HC Vel a) V • = Q w 0 w 0 w w id w w Q w 0 0 N Oi 0O• w s N u N CO C w ° �r a S. •• O N Q: ( r+ 0 Ill vi O s tzt ,O O Lo N 0 a) z 6.0 . •, C)a) L b.0• = U G1 ' u H W LLD m 03 N V ,y bA s, 0 t� N48Vy. ayU • UH N C ti Cd ti ti cd H Q ' aa - • 0 'G :o v " " 0v a o � a o 0 0 C7 0 ;� • W U ,, b O 8 o@, 0 v x a, 0 O a, 0 O N v �, C7 H ,. U aS ,s ct u a, r o 0 a g H U (� W W z �-, ia1 vD cn E-