Elite Dealers: $50 million to $100 million

Access Systems
Waukee, IA

Year Founded: 1986
President/Owner: Shane Sloan (CEO), Jay Agard (president of operations), Jon Joynt (president of sales)
Number of Employees: 240
Primary Vendors: Sharp, Ricoh, Toshiba, Lexmark, HP, Dell, Lenovo
Primary Solutions Offerings: IBM, PaperCut, Microsoft, VMware, Drivve, Square 9 Softworks, Fortinet, Kaseya, Ubiquiti Networks
Primary Leasing Partners: GreatAmerica, Wells Fargo, U.S. Bank, DLL, private label
Approximate Yearly Revenue: $75-$80 million
Fastest-Growing Business Segments: Managed network and security services (34%), cloud-based communications (32%), print hardware and solutions sales (24%)
Biggest Accomplishment of the Past Year: Access Systems created a 501(c)(3) foundation, Access Cares, that enables employees, customers and vendor partners to donate money and time to worthwhile causes in the communities it serves.

Access Systems’ new campus rendering

Why We Consider Access Systems Elite:

  • Welcome back. Access Systems takes pride in its customer retention rate, which sits above 95%. Its family-esque relationship with clients is a driving force, backed by tailored solutions and quality service. The dealer focuses on crafting customer partnerships that benefit both organizations.
  • Patient power. In forging a partnership with Physicians Clinic of Iowa (PCI), Access Systems has widened its scope. The deal, which covered 150 machines across multiple sites, evolved into a robust collaboration in enhancing the client’s operational efficiency and health care services. The agreement includes Sharp hardware and a PaperCut solution.
  • Industry recognitions. When Access Systems wins an award, it generally repeats. The dealer has garnered acclaim from the Channel Futures MSP 500 (2020–2022), CRN Solution Provider 500 (2017–2022), Sharp’s Hyakuman Kai Elite Dealer (2015–2022), Sharp Platinum Level Service Provider (2016–2023), Ricoh RFG Circle of Excellence Certified Dealership (2017–2023) and a Toshiba ProMasters Elite Certified Dealer (2020–2023).
  • Destination employer. The facility makeover helped accentuate an employment experience that includes family fun days, an annual holiday party, branch meetings, food trucks and potluck dinners. Its hiring program stresses positioning newcomers for success, with a three-month journey that includes training, a headquarters tour, leadership welcomes, dedicated managerial support and team bonding.

Braden Business Systems, Inc.
Fishers, IN

Year Founded: 1989
President/Owner: David Braden (president), Erik Braden (managing partner)
Number of Employees: 125
Primary Vendors: Konica Minolta, Kyocera, Lexmark, Toshiba, Dell
Primary Solutions Offerings: PaperCut, Microsoft, Square 9 Softworks, KnowBe4, FormedAI, Black Point Cyber, Nextiva
Primary Leasing Partners: DLL, LEAF
Approximate Yearly Revenue: $50 million
Fastest-Growing Business Segments: Managed IT (47%), A3/A4 sales (31%), production print (18%)
Biggest Accomplishment of the Past Year: Braden Business Systems was named to the Channel Futures MSP 501 list and became a top 25 Konica Minolta dealer.

Why We Consider Braden Business Systems Elite:

  • Nature’s finest. Strong organic growth in the Indianapolis market reflects the company’s “Exceeding Our Customer’s Expectations” mantra, as evidenced by its 97%-plus Net Promoter Score.
  • Cameras rolling. Braden Business Systems made significant enhancements to its web presence. One of the latest additions is the “8 Seconds With…” series.
  • Driving profits. A full office equipment overhaul for a large regional automotive dealership was one of the year’s top deals, a package that optimized the client’s cybersecurity, resulting in a lowering of insurance rates and improved operating costs. In all, Braden Business Systems saved the client nearly $500,000 a year.
  • Home cooking. Employees have found Braden Business Systems to be a destination employer. Three team members have logged 30 or more years, with two more set to join the list in 2024. Another dozen have logged 20-plus years, and 60 have been with the firm for at least a decade.

Copiers Northwest, Inc.
Seattle, WA

Year Founded: 1986
President/Owner: Mark Petrie (CEO), Gregg Petrie (president)
Number of Employees: 200+
Primary Vendors: Canon, Sharp, HP, Lexmark, FP Mailing
Primary Solutions Offerings: Kofax, Nextiva, Canon, PrinterLogic, Sepialine, Foxit Software, Upland, Laserfiche, Square 9 Softworks, PaperCut, OpenText, Rochester Software Associates
Primary Leasing Partners: Wells Fargo, Canon Financial Services, DLL, GreatAmerica
Approximate Yearly Revenue: $50+ million
Fastest-Growing Business Segments: Production print, wide-format
Biggest Accomplishment of the Past Year: Copiers Northwest split its operations into two facilities, with the corporate offices relocated to its distribution center. Its showroom, print center and sales operations were moved to Seattle’s south of downtown district.

The front of Copiers Northwest’s new Technology Experience Center, located in the SoDo area of Seattle. It is directly across the street from Starbucks’ headquarters, four blocks from the Seattle Seahawks Lumen Field and Seattle Mariners T-Mobile Park

Why We Consider Copiers Northwest Elite:

  • Seattle’s best. One of the dealer’s most successful campaigns, “Think Outside the Box,” saw sales reps hand-deliver a box with custom coasters, coffee mugs and other specialty items created in its print center using equipment such as the Canon Colorado and Arizona units.
  • Double play. Copiers Northwest celebrated the grand opening of its sales, showroom and print center with an All-Star Open House for more than 100 companies. Each firm received two tickets to that evening’s Seattle Mariners game and was entered into a drawing to win two tickets to the 2023 MLB All-Star Game.
  • Best MPS. One of the biggest takedowns for Copiers Northwest was a large school district, a deal that called for more than 300 copiers and printers under PrintSmart, its managed print services program.
  • Production prowess. Copiers Northwest unveiled its newly created print production group, which includes specialists who have more than 30 years’ experience in the industry. It complements the company’s integrated solutions group comprised of experienced document workflow and electronic content management specialists.

Datamax, Inc.
Little Rock, AR

Year Founded: 1955
President/Owner: Barry Simon
Number of Employees: 215
Primary Vendors: Canon, Konica Minolta, Lexmark, Kyocera, Dell
Primary Solutions Offerings: Canon, Konica Minolta, Lexmark, Kyocera, Microsoft, Laserfiche, Intermedia, PaperCut, EFI, Kaseya, Kofax
Primary Leasing Partners: Datamax Leasing Division
Approximate Yearly Revenue: $50 million
Fastest-Growing Business Segments: Hardware (14%), service (7%)
Biggest Accomplishment of the Past Year: Company president Barry Simon challenged his team to reach the $50 million plateau for 2022. Mission accomplished, which spawned its 2023 corporate theme “Never, Ever Give Up.”

David Rhodes, president of Datamax Texas (left) and Barry Simon, president of Datamax Inc.

Why We Consider Datamax Elite:

  • Call Kate. Leveraging Kate Kingston’s vertical training program, Datamax’s sales professionals garnered tools, best practices and strategies for penetrating specific business sectors via workshops and one-on-one sessions. The dealer also uses goVertical marketing materials that demonstrate how its products and services provide relevant support to specific business spaces.
  • Lone star. One of the top takedowns of the past year saw the Texas branch prevail in a contract bid with a large Dallas-area school district. The deal included the installation of 57 MFPs throughout the district.
  • Universal language. Datamax used Lexmark’s Translation Assistant as a centerpiece for the marketing package it positions as a critical solution for the health care and education verticals. The solution enables users to provide correspondence and take-home literature for clients and students in their native language.
  • Special cause. Among the many organizations supported by Datamax is the Children’s Tumor Foundation. In late 2022, the company participated in the Dancing With Our Stars event in Arkansas, which helped to raise more than $300,000. The foundation is tasked with driving research, knowledge and advance care for the neurofibromatosis community.

Fraser Advanced Information Systems
West Reading, PA

Year Founded: 1971
President/Owner: William A. Fraser (CEO), Melissa Confalone (president)
Number of Employees: 168
Primary Vendors: Sharp, Canon, Lexmark, KIP, HP, Muratec
Primary Solutions Offerings: Microsoft, Yealink, Cisco, ConnectWise, Intermedia, IDAgent, Kaseya, Bitdefender, DUO, PaperCut, Perch, BullPhish
Primary Leasing Partners: Wells Fargo, U.S. Bank, DLL
Approximate Yearly Revenue: $50 million
Fastest-Growing Business Segments: MPS (27%), production print (15%)
Biggest Accomplishment of the Past Year: Fraser Advanced Information Systems set the stage for succession planning in naming Melissa Confalone president. The leadership team also saw the addition of new managers and directors.

Bill Fraser, CEO of Fraser Advanced Information Systems

Why We Consider Fraser Advanced Information Systems (Fraser AIS) Elite:

  • Next up. The dealer saw several retirements among its sales ranks, which led to current team members being promoted. Among them are an account rep who was elevated to the major accounts group, and a team leader was promoted to sales manager of a new team. New account reps were also hired and trained quickly in order to experience success at the onset.
  • Bidding frenzy. The previous year saw a significant influx in the number of large bids received by Fraser AIS. Through stellar work by the bids team, the company was able to secure two new top-20 school district accounts, with the pacts including MFPs, PaperCut and other software solutions. The deals added more than $1 million in new business revenue.
  • Buyer’s journey. Fraser AIS relied on marketing automation that meshes content creation with follow-up inquiries and further resources to guide clients and prospects through the sales funnel. The net result is better-qualified leads for sales and more revenue.
  • Beefed up. The dealer continues to augment its managed security services offering to provide enhanced protocols for MFPs. It’s allowed Fraser AIS to build out its security services, including its managed print security assessment, device-hardening program and the addition of Bitdefender services for Sharp MFPs.

Kelley Connect
Kent, WA

Year Founded: 1974
President/Owner: Aric Manion
Number of Employees: 376
Primary Vendors: Toshiba, Pitney Bowes, Kyocera, Lexmark, Formax, Brother, HP, Xerox, Canon
Primary Solutions Offerings: DocuWare, ABBY, PaperCut, Treeno, Satori, Microsoft, Rhombus, Fortified Health Security, Kaseya, Flex Systems
Primary Leasing Partners: GreatAmerica, U.S. Bank, FITTLE (Xerox), Wells Fargo, LEAF, Canon Financial Services
Approximate Yearly Revenue: $90 million
Fastest-Growing Business Segments: Equipment (48%), professional services (33%), aftermarket (27%)
Biggest Accomplishment of the Past Year: Kelley Connect continued to spread its geographic footprint with acquisitions in eastern Washington, Montana and Alaska.

Kelley Connect’s executive leadership team (from left): Tom Walter, vice president of service; Brian Woodman, vice president of sales; Sarah Woodman, vice president of administration; Aric Manion, president; and Rob Kirkpatrick, vice president of finance

Why We Consider Kelley Connect Elite:

  • Vertical virtuosos. Kelley Connect enjoyed much success with an email marketing campaign targeting specific verticals. Eight campaigns delved into popular topics including IT solutions, cloud fax and MPS, with a target base of retail trade, health care, education and manufacturing.
  • Automation replication. One of the highlights of the past year saw Kelley Connect expand its AP automation solution with a leading designer and manufacturer of consumer packaging. The client had the solution at one of its plants, but needed it replicated at three other facilities it had recently purchased. Kelley Connect provided design modifications that will make it easier for the customer to roll out in future acquisitions.
  • Engagement tactics. The dealer plans to increase partner engagement, solution awareness and communication through bi-monthly partner newsletters and in-person road show events to showcase its technology solution offerings in growing markets such as eastern Washington, Montana and Oregon.
  • Helping hands. All Kelley Connect team members are allotted a paid day off to volunteer at a nonprofit or charity of their choice. The company expanded its sponsorship program to include recreational facilities and high school sports, geared toward keeping people active.

Les Olson IT
Salt Lake City, UT

Year Founded: 1956
President/Owner: James Olson (CEO), Lisa Thaller (CBO), Troy Olson (CBDO)
Number of Employees: 318
Primary Vendors: Sharp, Ricoh, HP, HPE, Fujitsu, Formax, Dell
Primary Solutions Offerings: Kaseya, DocuWare, PaperCut, Upland Software, Goldfax, Drive Image, Microsoft, PrinterLogic, Verkada, Essentia, Elevate, Sophos
Primary Leasing Partners: REVCO (internal leasing), U.S. Bank, Wells Fargo, DLL
Approximate Yearly Revenue: $50-$100 million
Fastest-Growing Business Segments: Network cabling (4,000%), IT hardware (24%), managed IT (19%)
Biggest Accomplishment of the Past Year: Les Olson IT enjoyed double-digit growth in revenue while retaining existing customers during a significant economic downturn.

Lisa Thaller, CBO and board chair of Les Olson IT (left) and James Olson, CEO

Why We Consider Les Olson IT Elite:

  • Guest services. The dealer hosts dozens of in-person customer events throughout the year, including sporting events at local venues and in-house presentations that enable Les Olson IT to forge direct customer relationships with existing clients and prospects.
  • Lasting impressions. One of the core value propositions for Les Olson IT is the quality of the customer experience. On the strength of superior-performance tier-one products, the dealer strives to exceed customer needs. It also furnishes best-of-breed technology solutions.
  • Tailored solutions. One of the biggest deals of the year was a large health care client that required a variety of needs from office to office across a seven-state footprint.
  • Familiar faces. Not only has the dealer flourished during three generations of Olson ownership, it also attracts families as an employment destination. The company counts roughly 49 families in which two or more members are part of the team.

Milner, Inc.
Peachtree Corners, GA

Year Founded: 1987
President/Owner: Gene W. Milner Jr. (owner), Thomas P. McMahon (president)
Number of Employees: 350
Primary Vendors: Ricoh, Konica Minolta, HP, Lexmark, Brother, Dell, Zebra
Primary Solutions Offerings: DocuWare, PaperCut, Microsoft, Barracuda, Intermedia, ConnectWise, VMware, Mitel, Ring Central, Lenovo, Axcient
Primary Leasing Partners: DLL, Wells Fargo, GreatAmerica, First Citizens Bank (formerly CIT)
Approximate Yearly Revenue: $85-$90 million
Fastest-Growing Business Segments: MPS (335%), cybersecurity (210%), office imaging (31%)
Biggest Accomplishment of the Past Year: Milner registered its largest growth in more than 10 years, fueled by the aforementioned increases in MPS and cybersecurity.

Shown from left are Gene Milner, Jr., CEO and chairman of Milner, Inc.; Thomas P. McMahon, president; and Cason Milner, regional vice president

Why We Consider Milner Elite:

  • Pivoting ability. As the spike in remote work and increased cybersecurity threats dictated the need to safeguard client data and operations, Milner ensured its sales force was up to the task, investing more than 100 training hours during the year.
  • Combustible business. Given that more clients are gravitating toward online events, Milner held its first-ever virtual tradeshow, dubbed “Milner Ignites.” More than 600 attendees logged in throughout the day for an interactive digital experience that brought together industry leaders, customers and prospects.
  • Higher learning. Milner recently secured a deal with one of Georgia’s largest school districts, a 1,200-unit placement with more than 200 segment four and five systems and a comprehensive MPS program.
  • Optimized performance. The dealer boosted its online engagement by employing a new interactive connected office concept that showcased its ability to meet the needs of modern businesses. These new web pages provided an intuitive and user-friendly experience for visitors.

Modern Office Methods (MOM)
Cincinnati, OH

Year Founded: 1957
President/Owner: Kevin McCarthy
Number of Employees: 225
Primary Vendors: Ricoh, Canon, HP
Primary Solutions Offerings: Microsoft, SonicWall, VMware, KnowBe4, OpenText, DocuWare, PaperCut, NTWare, Kofax, Ademero, Upland Software, EFI
Primary Leasing Partners: U.S. Bank, Wells Fargo, DLL
Approximate Yearly Revenue: $65 million
Fastest-Growing Business Segments: MFD (30%), production (32%), MPS (10%)
Biggest Accomplishment of the Past Year: Modern Office Methods saw the fruits of its organic growth strategies with total revenue increasing 20% over the previous year. Aftermarket revenue saw an 11% boost.

Why We Consider Modern Office Methods (MOM) Elite:

  • Thought leadership. The dealer showcased its expertise via high-quality content related to office technology, managed services and document management through the creation of blogs, white papers, webinars and videos. The content provides valuable insights and solutions for today’s office environment.
  • Desired outcomes. MOM shares customer success stories and testimonials in its marketing materials. These real-world examples illustrate how the dealer helped similar businesses overcome challenges and address technology needs, which builds trust and credibility among clients.
  • Significant score. The most impressive win of the year saw MOM forge a $1.8 million pact with a health care system, a substantial deal that entailed an MPS deployment across a network of more than 1,000 machines. It also marked the largest implementation of Canon uniFLOW software, which provided enhanced document management and workflow efficiency.
  • Moving forward. To ensure team members’ careers are following an upward trajectory, MOM emphasizes employee growth and development, challenging its workforce to advance within the organization. The dealer also surveys its employees to ascertain their opinions, concerns and suggestions. This feedback is used to improve company culture and team dynamics.

Cincinnati, OH

Year Founded: 1985
President/Owner: Ben Russert
Number of Employees: 230
Primary Vendors: Konica Minolta, Dell, Kyocera, Lexmark, Xerox, Toshiba, HP
Primary Solutions Offerings: PaperCut, Kofax, Microsoft, Kaseya, Blackpoint Cyber, Sophos, Barracuda, Hyland, Intermedia, OpenText
Primary Leasing Partners: U.S. Bank, Wells Fargo, DLL, GreatAmerica
Approximate Yearly Revenue: $50-$55 million
Fastest-Growing Business Segments: Managed IT/cybersecurity services (35%)
Biggest Accomplishment of the Past Year: Prosource placed an emphasis on net-new business, resulting in more than 350 new “logos” managed by the dealer.

Prosource team members volunteering with Tender Mercies on Impact Day, painting fences and creating a fresh look for residents to enjoy

Why We Consider Prosource Elite:

  • Talking points. The dealer tapped its relationships with industry thought leaders in hosting technology panels on subjects including hyperconverged infrastructure, security awareness training, and managed detection and response. The demonstrated expertise further established Prosource as a knowledge font for customers, a practice the dealer seeks to ramp up going forward.
  • Higher learning. Prosource hammered out a contract renewal with the third-largest school district in Ohio. The deal included more than 250 devices, MPS, PaperCut and facilities/print shop management. The account is cranking out nearly five million black-and-white and 500,000 color clicks per month.
  • Growing importance. Through feedback from meetings, business reviews and RFPs, clients and prospects have communicated the growing importance of sustainability for their operations and that of their partners. The dealer thus developed messaging around its own efforts as they apply to solutions and services. The subject has proven to be an excellent conversation starter among a segment of prospects.
  • Positive impressions. Prosource held its inaugural organization-wide Impact Day in 2022. More than 100 team members across the dealer’s six offices mobilized to serve nine different non-profit organizations, logging a combined 313 volunteer hours in service to Crayons to Computers, Matthew 25 Ministries, Tender Mercies, Cincinnati Animal CARE, Sweet Cheeks Diaper Bank, the United Way of Greater Cincinnati, the Northern Kentucky Community Action Commission, Gorman Heritage Farm and the SPCA.

Proven IT
Tinley Park, IL

Year Founded: 2003
President/Owner: John Cosich (CEO), Brett Cosich (COO)
Number of Employees: 300
Primary Vendors: Canon, Toshiba, Xerox, HP
Primary Solutions Offerings: Microsoft, Kaseya, Cisco, Barracuda, Amazon Web Services
Primary Leasing Partners: LEAF, FITTLE (Xerox), Canon Financial Services, PEAC Solutions, U.S. Bank, DLL, First Citizens Bank (formerly CIT), Wells Fargo, GreatAmerica
Approximate Yearly Revenue: $78.6 million
Fastest-Growing Business Segments: MNS (25%), imaging (18%)
Biggest Accomplishment of the Past Year: Proven IT added more than 50 skilled professionals to its staff. The implementation of a new digital strategy enabled the dealer to adapt to changing market dynamics and customer preferences.

Proven IT celebrates with a ribbon-cutting ceremony at its new Indiana location

Why We Consider Proven IT Elite:

  • Marketing magnificence. In addition to a website refresh that provides an enriched user experience, Proven IT introduced a cutting-edge technology assessment tool that yields actionable insights for clients. The dealer also rolled out personalized marketing strategies driven by data insights and powered by its new HubSpot CRM tool.
  • Trio grande. Proven IT boosted its standing in the education vertical by providing a solutions program that enhanced workflow efficiency, protected sensitive data and provided valuable space optimization across three large school districts.
  • Industry kudos. Among the more recent awards captured by Proven IT are the 2023 Top Technology Workplaces, the 2023 Top Workplaces from the Chicago Tribune, the MSP 501 and Datto’s Blue Diamond Global Partnership.
  • Corporate caring. Proven IT supports charities including the Susan G. Komen Foundation and participates in events ranging from food drives to 5K races.

Systel Business Equipment
Fayetteville, NC

Year Founded: 1981
President/Owner: Keith Allison
Number of Employees: 250
Primary Vendors: Ricoh, Konica Minolta, HP, Lexmark, Mimaki
Primary Solutions Offerings: Square 9 Softworks, PaperCut, RightFax, DocuWare, Kofax, Ricoh, EveryonePrint, OpenText, Upland Software
Primary Leasing Partners: DLL, U.S. Bank
Approximate Yearly Revenue: $52.7 million
Fastest-Growing Business Segments: IT/software (32%), fleet (31%)
Biggest Accomplishment of the Past Year: Systel Business Equipment reached its highest Net Promoter Score in its history at 91.1 for the year, a testament to customer service and satisfaction.

Keith Allison, president and CEO of Systel Business Equipment, surrounded by his executive daughters (from left) Jacqueline Smith, vice president of marketing; Cara Spencer, vice president of sales support; and Janene Aul, vice president and general counsel

Why We Consider Systel Business Equipment Elite:

  • Boosting business. After acquiring two companies in South Carolina the previous two years, Systel is channeling its energies toward generating new business and brand recognition throughout the state. The dealer is expanding its profile through Chamber of Commerce involvement, philanthropic fundraisers and trade shows. It also invested in two billboards on heavily commuted roadways, highlighting its partnerships with Konica Minolta and Ricoh.
  • Website reboot. Systel is putting the finishing touches on its new website rollout, which will include major improvements that enhance the user experience. This includes chat functionality, subscription opt-in for preferred subject content, and workflows that allow the dealer’s sales and marketing teams to better engage with customers and prospects.
  • Super size. In the process of renewing an agreement with its largest managed IT client, Systel added new hardware and services to the nearly $1 million deal. It was also a banner year for educational takedowns that included devices and PaperCut solutions.
  • Female leadership. At the heart of the operation is founder Keith Allison’s three daughters—Jacqueline Smith, Janene Aul and Cara Spencer—also known as the Systel Sisters. The trio is heavily involved in day-to-day operations and is a model for women in industry leadership roles.

United Business Technologies
Gaithersburg, MD

Year Founded: 1978
President/Owner: Armen Manoogian (CEO), Stu Wise (president/COO)
Number of Employees: 100
Primary Vendors: Canon, HP, Toshiba, Brother
Primary Solutions Offerings: Canon, PaperCut, PrinterLogic, EFI, Kofax, ECI Software
Primary Leasing Partners: Canon Financial Services, First Citizens Bank (formerly CIT)
Approximate Yearly Revenue: $65 million
Fastest-Growing Business Segments: New business hardware (12%)
Biggest Accomplishment of the Past Year: United Business Technologies reached a deal with a multinational mass media and entertainment conglomerate, which entailed the installation of 1,700 devices at 65 locations nationwide.

Stu Wise, president and COO of United Business Technologies

Why We Consider United Business Technologies (UBT) Elite:

  • Future now. The UBT sales team leverages Seamless.AI to generate more accurate and up-to-date leads, enabling reps to close deals more effectively. Speaking of AI, the dealer uses it to personalize quarterly newsletters for each of its target audiences, providing relevant and timely information about its products and services.
  • Trophy catch. The aforementioned installation was immense in scale. UBT supported the client and its flexible work environment with Canon’s uniFLOW Online, providing a secure and consistent scanning workflow experience regardless of location. Rather than furnishing on-site training at all 65 locations, UBT developed shortcut posters, detailed training guides and training videos linked to QR codes on the client’s intranet site.
  • Social standards. UBT has created a strong content model for LinkedIn, building a large following of customers and prospects. Its thought leadership content, industry news and company updates bolster its industry profile, and LinkedIn Sales Navigator helps generate leads through a series of data points (job title, company size, industry).
  • Hybrid haven. A hybrid work schedule allows employees the flexibility to work from home or the office, which provides team members with an improved work-life balance. The net result is increased productivity.
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