Winds of Change; Konica Minolta repositioning the troops for the next wave of the offensive...

The Morning with Michael:

I have been going to comment about this release since the day it came out but had a few other posts that were a priority. Now that the articles have served their purpose I will make my comments.

Konica Minolta positioning Jun Haraguchi Takes on Global Leadership Role for Konica Minolta Business Technologies in Japan; Nobuo (Ned) Umehara Takes Over as President and CEO of Konica Minolta Business Solutions U.S.A. on April 1

Ramsey, N.J. - March 25, 2010 - Konica Minolta Business Solutions U.S.A., Inc. (Konica Minolta), a leading provider of advanced imaging and networking technologies for the desktop to the print shop, today announced senior management changes.

Jun Haraguchi, President and Chief Executive Officer will return to Japan to become General Manager, Worldwide Sales and Marketing for Konica Minolta Business Technologies, Inc. In his new position he will be responsible for global sales operations and marketing strategy. Mr. Haraguchi has spent the last 13 years in positions of increasing responsibility within Konica Minolta, the last five years as President and CEO of Konica Minolta Business Solutions U.S.A. During his tenure he led the successful integration of Konica and Minolta, the integration of several acquisitions, most recently Danka Office Imaging, while improving market share and the overall operating performance of the company. He will remain on the board of directors of Konica Minolta Business Solutions U.S.A.

Nobuo (Ned) Umehara has been named President and Chief Executive Officer of Konica Minolta Business Solutions U.S.A. effective April 1, 2010. Mr. Umehara, who until recently served as General Manager of OEM Sales for Konica Minolta Business Technologies, has been with Konica Minolta for 33 years. He has considerable experience in the U.S. market having worked here on two separate assignments in the past, once in the printer division and once within the MFP sales operation. Mr. Umehara will be leading an organization with strong brand awareness, award-winning product lines, and a solid infrastructure in place.

"It has been a privilege leading a dynamic organization such as Konica Minolta Business Solutions U.S.A.," said Haraguchi. "Despite the tough economy over the past two years, our corporation has been able to grow market share and improve operating performance. Ned will be assuming responsibility for a company that is led by a strong senior management team and is well positioned for future success. I want to thank the entire Konica Minolta family for their unwavering support and dedication during my time here, and I look forward to their future success - both individually and as a group."

"I am honored to take on this important role at this time in our company's history," said Umehara. "Leveraging the strength of the operation, I envision continuing our strategies to expand our presence in commercial print, managed print services, and the solutions business while gaining share in the core MFP business. One thing is certain, and that is our business partners and end users will not be affected during this transition. My number one goal is to ensure them they can continue to count on Konica Minolta for industry-leading technologies and superior service."

There are lots of changes going on inside of the office equipment sector and more to come as everyone reposition themselves for the 2010 fiscal year. New product introduction are being prepared, new compensation plans are being presented and explained to the troops.

Some organizations had the setup that if you were at 60% of plan you were still making money, the new trend is to set those gates so that anyone under 80% is unhappy and people that over achieve are very happy. Oddly enough in the midst of the storm there has come upon the industry a "calm peace."

Now that Ricoh/IKON have made their first moves to consolidating the new world reps from RiKON seem to be ok with the changes. Their compensation plan has adopted the above strategy which is the kind that you would expect in a sales organization. No one should be happy at 60-80% of their budget.

Konica Minolta was not in such a place of upevil but more in a transition that will be marked by the normal marching orders. Repositioning the troops, working on the distribution model, fine tuning supply chain and cheering on the troops. They have a lot to be proud of coming out of a markedly tough 2009 with the loss of one of their lead distributors of production products and the loss of a key strategic partnership with Oce.

They are poised to make a remarkable comeback as the introduction of their new FLAGSHIP product the 8000! This new tool of destruction will be of the likes of the Canon imagePRESS, Xerox 8002, Ricoh Pro C900 ETC. That paired with their own "heavy iron" black and white offereing the 1200. They are ready to do battle with the likes of Xerox, HP and Kodak!

Being prominently displayed at the 2010 On Demand show it almost makes you want to buy a plane ticket just to see it. As Konica Minolta repositions itself within the Print Production as an "End to End" provider not just of hardware but also in the lines of solutions we will see a Gartner "Challenger" move toward Jun's original battle cry "We are on the road to Tier 1." This battle cry was introduced in Jun's road tour of the branches in North America.

I have met Jun personally several times and was always enamored with his charisma and ability to reach down to everyone and pull them up. It is a sad day to see him leave but I am sure that they have great plans for a warrior of his caliber. All in all the seas are calming down only to meet the currents that are bringing the next wave of economic changes to us.

That's it for Pirate Mike's observations of the day, I hope that your day is full of prospects and that your afternoon is absent of any excessive service call reports! The winds have been strong the last few days so I am about to head off and "go catch the wind."

Good Sale'ing...

Lakefest Approaches; another year to celebrate

Texoma Lakefest Regatta began nearly a quarter century ago as the Easter Regatta; Lakefest was the first charity regatta in the United States. Today, it has grown to become one of the nation's premiere sailing events and is still recognized as the largest inland charity regatta in the U.S.

April 16th, 17th, and 18th

Lakefest is not just for Sailors! Everyone can enjoy the event and participate by coming out to watch the fleets battle it out and then party with the rogues at the Shipwrecked Ball! From coming out on the spectator boats to drinking and dancing with a bunch of saucy sailors you are guaranteed to have a blast!

This year, Lakefest will feature two separate racecourses: one for spinnaker and main and jib handicap (PHRF) fleets and one dedicated to Melges 24, J/80 and performance multi-hull One Designs. With a large number of PHRF boats expected, the handicap fleet will be divided into numerous divisions giving everyone from high octane racing sloops to "bimini and BBQ" cruisers ample and fair competition. Keelboats of all sizes, kinds and speeds are encouraged to participate.

Since its inception, Lakefest has raised more than $2 million in support of various children's charities in North Texas. The Texoma Lakefest Foundation is a 501(c)(3) tax-exempt not-for-profit corporation.

In 2009, the Texoma Lakefest Foundation selected a new beneficiary – the Make-A-Wish Foundation® of North Texas. The sole purpose of the Make-A-Wish Foundation is to grant the wishes of children with life-threatening medical conditions, in order to enrich the human experience with hope, strength and joy. Their goal is to provide children with the hope for better times, strength through the tough times and the joy to experience the present. The Make-A-Wish Foundation has granted more than 3,000 wishes since its inception in 1982.

With the changing of times comes new life. This new combination of Sailor's Championing a Cause will bring new life to children that desperately need hope and comforting. Sailing has seen many charity events. Sailors as a whole, race for the right to say they challenged an obstacle and won. In this new chapter of Lakefest we challenge you to help Make A Wish come true for these children!

We will see an increasing level of competition and number of sailors participate as we make others aware of the event and as fleets decide to participate and help to make it great. That way we can all get together to enjoy the great competition and the spirit of helping others not so fortunate.

Texoma Lakefest Regatta is sponsored by the hard working volunteers at the Texoma Sailing Club. The club is headquartered at Grandpappy's Marina and Resort on the South East side of Lake Texoma near Highway 75. Texoma Sailing Club is one of the largest and most active sailing clubs in Texas! Our full racing and social calendar provides ample opportunity for all members to be as involved as they wish. As member of US Sailing you can be assured to have both of your needs for a well organizaed and challenging event, fun and adventure will be fulfilled!

As we move forward, looking to bring Lakefest to a new level of support and attendance we hope that all racers whether they are PHRF, First Timers, or One Design remember to mark their calendars and come out each and every year to participate in one of the country's greatest sailing events!

Pirate Mike

Bowman for Second Star Racing Team


Click Here to get your Shipwrecked Ball Tickets

Feel free to contact me here at the blog for more information or follow the links above to make your plans to attend or race...

Lean Printing; the benefits of implementing an MIS/ERP solution in small to mid size print shops…

Printing has become a very complex and constantly changing industry. With the rapid advancement of digital technology, the rise in the use of the internet, globalization and the commoditization of the printed products the industry as a whole has seen compressed margins and a new level of competition.

Combined with a weak US economy and lagging consumer confidence this storm has wreaked havoc on US print shops.

Using the Business Register from the US Census Bureau the number of shops has declined from 36,024 in 2003 to 29,550 in 2008 that is a loss of 6,474 print shops in 5 years.(1) It has become a top priority of print shop leadership to find more creative ways to distinguish themselves among the crowd and to maintain profitability. Today, commercial printers have difficulty differentiating themselves from one another; this has come from the elimination of craft positions and increased reliance on automation to maintain profitability. One of the ways that companies can get the most out of their organization is through the implementation of a MIS/ERP solution to help keep inline with lean manufacturing principles.

Lean manufacturing is a combination of practices, polices and philosophies that allows an organization to shorten the time between order placement and product delivery by eliminating waste in equipment usage, labor resources, and materials to produce higher quality products and greater profit margins. (2) Even though Lean Manufacturing principles have been around for ages the printing industry has been slow to adapt them. (3) In fact, it is a common misconception that you must be a large organization to benefit from Lean.

NAICS 323 Printing - from the Business Register of the Census Bureau
Enterprise Size	2003	2004	2005	2006	2007	2008	2008 % of Total
1-4 employees	16,307	16,214	15,952	15,450	15,551	14,117	47.77%
5-9 Employees	7,661	7,464	7,214	7,067	7,069	6,109	20.67%
10-19 Employees	5,096	4,984	4,793	4,619	4,466	4,107	13.90%
20-49 Employees	3,974	3,774	3,599	3,495	3,434	3,110	10.52%	92.87%
50-99 Employees	1,669	1,636	1,589	1,551	1,531	1,052	3.56%
100+ Employees	1,317	1,249	1,238	1,251	1,230	1,055	3.57%
Total	36,024	35,321	34,385	33,433	33,281	29,550	100.00%

 In the US the Small Business Administration classifies a small business as a company with less than 100 employees. In the European Union a small business is any business with less than 50 employees. In 2008 almost 93% of all print shops in the United States had 49 or less employees. Yet when we look at these companies we find that less than 5% of small firms and less than 20% of large firms have an Enterprise Resource Planning (ERP) System. (4)

According to a 2004 Gartner, Inc. white paper entitled, "ERP Applications Help Achieve Lean Manufacturing," there are five areas in which an MIS/ERP solution can be leveraged to build a successful Lean Manufacturing operation:

1. 
   
   Product Data Management
2. 
   
   Forecasting
3. 
   
   Line Design
4. 
   
   Line Scheduling
5. 
   
   Flow Visualization

MIS/ERP solutions offer manufacturing organizations many benefits, it can help with value stream mapping of individual processes and help to increase the flow of information to the leadership to increase response time and limit buffering for problem correction. It can be helpful to human resources managers to monitor and asses the strengths and weaknesses in the organization's employees and give them and the production manager's feedback on employee's productivity and effectiveness.

MIS/ERP solutions can affect not only the pricing and estimating strategy but also can affect the days sales outstanding by making the billing/invoicing systems more efficient. Due to the high importance of cash in running a business, it is in a company's best interest to collect outstanding receivables as quickly as possible. By quickly turning sales into cash, a company has the chance to put the cash to use again. Printing is a capital intensive business and the proper use of all resources is critical.

Indentifying, assessing, and implementing a successful MIS/ERP solution can be a daunting task. Not only are the systems to be implemented important but equally important is the company doing the implementation. The analysts and sales staff must be familiar with the intimacies of print shop operations and it is even better for your salesperson to have worked for a number of years in the areas of the shop to be affected. If your salesperson has not "walked the walk" it is almost like giving someone a heart transplant after reading a book. To be successful leadership must consider the following three areas for assessment: 1) Technology 2) Human Resources 3) Systems after the assessment leadership must look for ways to implement the simplification of the identified processes and lastly place policies to safeguard performance with metrics for measurement.

Value mapping a process can help identify "cost added" activities and "value added" activities. A "cost added" activity is any activity that does not directly increase the value of the product. When looking to streamline a process the RIT Center for Excellence in Lean Enterprise has identified 7 different kinds of "cost added" activities.(5) 1) Transportation; movement of material in the plant 2) Inventory; anything of value waiting in process 3) Motion; excess movement of people 4) Waiting; idle operation of machines 5) Overproduction; producing more product at each step that is needed downstream 6)Over-Processing; performing extra processing steps that do not add value 7) Defects; materials spoiled in the process.

Until the advent of the proliferation of digital technologies the printing industry has fought against using many manufacturing techniques to save the impression that it is a "craft" done by "artisans" instead of looking at the productivity and effectiveness at its employees and processes. Until the digital age the printing industry was filled with highly skilled workers that could output the day's jobs using their "craft" to uniquely produce each job. This lag in adopting "lean manufacturing" has positioned the industry to be caught up in the "perfect storm." Michael Baker in his blog, "Lean Manufacturing Blog" (5) states,

"Lean manufacturing may be the last hope for the printing industry. Because of the promises, the forecast and expected savings companies can reap from implementing lean manufacturing principles: the printing industry is believed to be the most and primarily boosted and lifted up by the lean manufacturing approaches.

The printing industry has somehow turned into a damsel in distress. With the lean manufacturing, figuratively, its knight in shining armor."

Using Lean Manufacturing as our armor, technology then becomes our sword. Technology is one of the most valuable "keys" to unlock the door to reducing the costs of business and manufacturing processes. Having access to the proper information is critical for all areas of a printing organization from the receiving or taking of the order through every step in the process to the point that it is delivered to the customer and eventually billed and the payment received. It is estimated that there is a 60% chance that a job will get delayed somewhere in the production process. The delay ultimately will be caused by the lack of information. These delays cause jobs to have to be expedited to maintain delivery promises. This sacrifice of efficiency to maintain "service at all costs" puts an organization in jeopardy.

The effective implementation of a MIS/ERP system to allow for the critical exchange of information and the proper allocation of resources can be tantamount to the long term success of an organization. MIS/ERP systems have come a long way now integrating every area of the shop. From web submission to the ordering of inventory, efficient pre press workflow, maintaining job ticketing information and feedback to production managers of bottlenecks or potential shop problems, to the dissemination of business intelligence to the leadership and the eventual shipping and invoicing of the job to the client.

Due to the varied services and product offerings of today print shops, a solid MIS solution must be modular and offer flexibility in designing an end to end solution for your organization. It must not just automate the simple tasks in the production organization but must also provide real time feed back to production managers and shop leaders so they can monitor the key performance indicators that had been identified in the original analysis. One of the key factors in lean manufacturing is that the employees must be surrounded in a culture that promotes thought and the questioning of all processes. Leadership must have the business intelligence real time to minimize the buffers so that they can be quick to react to opportunities to impact and improve shop efficiencies.

As JDF/Cip4 technologies develop and come to the forefront you will want a MIS/ERP solution that can help you manage your equipment workflow and address challenges that come from improperly or inefficiently installed pieces of equipment. These inefficiencies can create "islands of automation" which can contribute to "cost added" activities which will undermine your lean efforts. Leveraging CIM principals can enhance the areas of 1) Improved quality 2) Increased productivity 3) Lowered costs 4) Shorter customer lead times 5)Reduced waste, labor and inventory 6) Greater flexibility and responsiveness - all are parts of a good lean strategy.

This use of lean manufacturing principles and techniques will further separate the leaders from the challengers as the competitive field narrows through attrition. Only the companies that embrace the emerging digital technologies and proven manufacturing processes and strive to continually improve those processes will survive.

Happy Sale'ing
Pirate Mike

1. Frank Romano and David Broudy, "An Investigation into Printing Industry Demographics—2009" RIT 2010
2. Chris Faust, Paper Film and Foil Converter, Apr 1, 2003 12:00 PM, "Think Lean"
3. Sandra Rothenberg PhD and Frank Cost, "Lean Manufacturing in small and mid-sized printers" RIT December 2004
4. Frank Cost and Bret Daly, "Digital Integration and the lean manufacturing processes of US printing firms" RIT October 2003
5. Frank Cost and Bret Daly, "Digital Integration and the lean manufacturing processes of US printing firms" RIT October 2003
6. Michael Baker, "Lean Manufacturing Printing Industry", Lean Manufacturing Blog, http://www.leanmanufacturingsecrets.com/

Printers Code of Ethics; an honorable business...

I was looking back at some old documents that I have collected over time and thought I would post the printers code of ethics. Here almost a 100 years later the same code is applicable today. I think that people's mindsets have changed but maybe not for the best.

Here is the code of ethics published by the Typothetae in the Typothetae Tickler of Kansas City Missouri - March 1915.



Declaration of Policy and Code of Ethics

Adopted 1914

Organized October 18th, 1887

The members of the Typothetae dedicate their best efforts to business uplift and social service, and to this end pledge to themselves.

1st. To give full value for every dollar received.

2nd. To charge fair prices, viz., known cost plus a reasonable profit.

3rd. To subscribe to and work for truth and honesty in business; to avoid substitution, broken promises, unbusinesslike methods.

4th. To co-operate in establishing and maintaining approved business ethics.

5th. To be original producers and creators not copyists.

6th. To be promotive, looking to the needs of the customer, analyzing his requirements and devising new and effective means for promoting and extending his business.

7th. To place emphasis upon quality rather than price, service to the customer being the first consideration.

8th. To merit the support of buyers of their product by living up to the spirit as well as the letter of these standards.

9th. To develop, by co-operation with other departments of the Association, an ever-strengthening bond of union to the end that the service rendered to advertising by the graphic arts may achieve its highest efficiency.

10th. To aid in securing just and harmonious relations between employer and employed by establishing honorable conditions of employment.

To learn more about the historic timeline of PINE and the PIA.

“The printing press is either the greatest blessing or the greatest curse of modern times, one sometimes forgets which” - James Matthew Barrie

There’s a new Sheriff in town; RiKON the saga continues…

Well right in time for the new fiscal year. Instead of trying to put together an article on the subject I will point you to someone that has done a very good job presenting the information for you.

 To get the scoop on RiKON the next generation and see who the new sheriff is go to...

Strategy Development's blog here:

Imaging Industry Information

IKON Executives Assume Responsibility for Ricoh Americas

You can also participate in the forum thread at the:

Print 4 Pay Hotel.

Now it will be interesting to see how quickly Rikon can connect the dots.

Pirate Mike

Canon U.S.A. Ranked Number - One in Total Copier Market Share in 2009

Here is an interesting Press Release:

LAKE SUCCESS, N.Y., Mar 23, 2010 (BUSINESS WIRE) -- Canon U.S.A., Inc., a leader in advanced digital imaging and office solutions, today announced that the Company has earned the top position for total U.S. copier/MFP market share for 2009 with 18.4 percent of the market, according to Gartner's Printer, Copier and MFP Quarterly Statistics Database for fourth quarter 2009.(1)

(1) Gartner, Inc. Printer, Copier and MFP Quarterly Statistics United States: Database, F. De Silva, C. K. Masaki, 17 February 2010.
 
It will be interesting to see how the landscape changes or gets better for Canon now with their new acquistion Oce coming into the fold and no longer having the distribution of IKON to help.

Ready, Set, INKJET! A look at this new innovative technology as it comes after traditional printing!

In the previous article, “Inkjet; the next generation of digital?” I introduced the idea that inkjet is being developed to be represented as a “Big Iron” player. As advertising agencies and marketing service providers prove to their customers that relevancy gets results and affects their bottom line that the amount of companies using these techniques will grow.

Even entire organizations like Alphagraphics are required to do cross media campaigns as part of their local efforts. From many of the shops that I have talked to these shops experience an average of 12% as compared to traditional direct mail of 1%-3% on a good day. As these technologies drive printers to have the capability to produce fully variable pieces in large quantities they will quickly outgrow typical electrophotography devices as we currently know them.

As copier manufacturers drive their toner based systems faster we see a convergence of technologies and at the lower end of the spectrum they are there with products like the HP Indigo 7000, the Xerox iGen4 and the Kodak NexPRESS 3600. But in the service bureau arena when looking at fully variable transactional or trans-promotional printing the volumes still push the limits of toner or toner suspended devices. When printers look to manufacturers to make this transition there are only a few choices as of today, but the competition is widening.

In a current article, “The jet set” Mar 1, 2010 12:00 PM, By Denise Kapel of American Printer she touts the advances of digital inkjet web printing. This newly emerging technology is generating a lot of attention. Denise mentions, “Almost half of the respondents to our December 2009 “Web Offset Survey” believe high-speed inkjet presses are a threat to web offset volume.” The need for a technology to be able to produce large runs of variable pieces in an affordable and reliable manner is already here. Traditional methods do not afford a printer the ability to be competitive once the volumes get to certain levels.

We see every area of printing and publishing impacted by the advances of inkjet! In a recent article, Bill Esler, Editor in Chief -- Graphic Arts Online, March 23, 2010 "CPI Launches Inkjet Book Line." It goes on to say, "CPI, Europe's largest book printing firm, has formally commissioned a digital inkjet book printing system, which its has branded the Quantum, built around a 400-fpm HP T300 monochrome inkjet web press." CPI chairman Pierre-François Catté was quoted in saying, "Book printers have 30 to 40% overcapacity. If you are going to buy something, you better make sure you made the right choice." Catté also notes that compressed delivery schedules are changing customer expectations. "One and a half years ago, customers wanted five-day turnaround; now they want two days." Inkjet is here to stay and its making rogue waves!

February 4th, 2008 the Direct Group became the first in the US to install the Océ JetStream™ 2200 system, a very high-speed, fully variable, color inkjet, continuous press. Direct Group President and CEO Don McKenzie said, “The Océ JetStream 2200 system will enable our clients to leverage three significant and converging industry trends – the rapidly increasing adoption of trigger-based mailings, the availability of revolutionary digital printing technology, and the demand for more effective postal strategies to combat recent and future rate increases. The capabilities provided by the Océ JetStream 2200 system will allow us to deliver sustainably improved response rates for our clients, while significantly lowering total campaign costs for customer acquisition programs, including postal and logistics expenses.”

The world’s largest English language print show IPEX is held every four years in Birmingham, England, IPWX (www.ipex.org) is being held this year May 18 to 25. Ipex 2010 is looking like a repeat of Drupa 2008, as it is already being labeled “Inkjet Ipex.” This is where digital printing meets offset head to head. With the all of the new demand being variable print whether it is transactional printing, trans-promotional or one to one advertising companies want to do it and in color, and printers are looking for new ways to get it done! The Fujifilm Inkjet Digital Press is one of the newest innovations to be shown at the show. This new press will utilize single-pass piezo drop-on-demand inkjet head technology and will produce at approximately 180 A4 sheets per minute. From digital sheetfed to continuous web we will see inkjet technology as we have never seen it before!

There are draw backs to Inkjet; the systems are new, expensive and the quality is not where many printing professionals would like them but this technology is still building. The continuous inkjet process has been used for decades in monochrome addressing and imprinting. The first continuous inkjet (CIJ) presses were seen in the 1970s, and today, the process is universally used for wide-format graphics and offset proofing. At Dupa 2008 many of the industries brightest manufacturers came forward with the “next generation” of inkjet presses. “All areas of inkjet have changed,” says RIT's Frank Romano. “The fundamental principles [haven't], but there have been significant developments that make it a more viable process.” Now with On Demand less than a month away we will see what the America’s have to say in our largest exhibition of printing technologies.

I am not predicting the DEATH OF THE COPIER! (Shameless plug for fellow blogger Greg Walters) Toner based systems have rallied as well trying to keep up with the trends for larger runs of variable printing. Xerox uses non-contact flash fusing on continuous-feed, color Electrophotography devices such as its 650/1300 and 490/980. A high-intensity xenon light flashing more than 2,000 times per second gets the job done. Because no heat or pressure makes contact with the paper, the devices can print on a wider array of substrates. Xerox is not the only company to use xenon lights. Founded in 1992 Nipson a French based company located in Belfort also uses this technology. They state on their website, “Thanks to our proprietary dry toner magnetography technology and cool xenon fusing, our presses offer you a unique combination of flexibility, productivity and consistently outstanding quality.”

As inkjet gains popularity and attention we will see electrophotography manufactures turn up the heat as well fighting over their turf as we have already seen great examples of; or invest into this technology as product offering as Kodak and others have done already.

As a consultant to the printing and publishing industry I love to see new tools to bring to my clients to help them achieve their business objectives. There are a lot of good manufacturers out there that are bringing technology to bare at an intense pace. What we don’t realize is that the industry has never seen such a pace of innovation. The last 200 years of printing has not seen the changes that we have over the last 10-15 years. And what is a known is that it is not slowing down at all. As we sit at the edge of a global community we will see communication being more important than ever!

This “new world” helps to anchor the printing and publishing industry for another 200 years as we watch the chameleon change colors yet one more time. One thing about the printing and publishing industry is that it is full of innovators, and tough businessman that will not be left behind. In an industry that has been clouded with companies coming in and going out quickly we will see the “new age” printer become even more agile in a time where it is not just the printed piece that is under inspection but the ability to come up with a good message as well.


Happy Sale’ing…

Pirate Mike