From: Subject: Redmond Channel Partner Online | Feature: Solution Selling Date: Thu, 22 Sep 2005 12:40:10 -0400 MIME-Version: 1.0 Content-Type: multipart/related; type="text/html"; boundary="----=_NextPart_000_0032_01C5BF72.C51C2460" X-MimeOLE: Produced By Microsoft MimeOLE V6.00.2900.2670 This is a multi-part message in MIME format. ------=_NextPart_000_0032_01C5BF72.C51C2460 Content-Type: text/html; charset="iso-8859-1" Content-Transfer-Encoding: quoted-printable Content-Location: http://rcpmag.com/features/article.aspx?EditorialsID=515 Redmond Channel Partner Online | Feature: Solution = Selling
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Solution=20 Selling
3D"SolutionMatt Scherocman = saw his=20 profits soar after adopting the Microsoft Solution = Selling=20 sales methodology. Here's how you, too, can use it to = cement=20 customer relationships and boost=20 profitability.

September = 01,=20 2005

by Joanne = Cummings=20

Matt Scherocman started his new job as = director of=20 PCMS IT Advisor Group, a Microsoft Gold Certified = Partner in=20 Cincinnati, the week of Sept. 11, 2001. It was an = inauspicious=20 start to say the least.=20

At the time, the group's primary revenue-about $1 = million=20 that year-came from its staff augmentation business, = which was=20 declining, especially with the soft economic climate = ushered=20 in by the events of that day. The group needed a quick = turnaround, and when Microsoft suggested Scherocman be = part of=20 the beta for its new Microsoft Solution Selling (MSS) = sales=20 training methodology, he jumped at the chance.

-- = advertisement --

Fast forward a few years and the outlook at = Scherocman's=20 group is a whole lot brighter. "From 2003 to 2005, our = profitability numbers went up 2,700 percent and we've = been=20 growing at about 46 percent a year," he says of the=20 17-employee company. "And I attribute that to our = switch to a=20 solution selling and project-driven mentality."

Solution selling sounds like a buzzword, but it's = actually=20 a formal sales methodology that aims to help = salespeople get=20 beyond selling products and become more like = consultants or=20 trusted advisors to their customers. Rather than = approaching a=20 prospect with a list of gee-whiz features in the = latest and=20 greatest product, salespeople who embrace solution = selling=20 take a more deliberative approach. They work to ferret = out=20 what a customer's underlying business problems or=20 opportunities are, and then piece together a = comprehensive=20 solution-using software, hardware and services-that = addresses=20 those needs.

"It's more than what most salespeople think of as=20 solutions," says Keith Eades, CEO of Sales Performance = International Inc. (SPI), a training company that = helped=20 Microsoft build the MSS curriculum and trains partners = on the=20 methodology. "When I ask salespeople about the last = solution=20 they provided their customer, almost inevitably, they = will=20 tell me the name of the product, service or packaged = offering=20 that they sold to them. That's not solution selling. = That's=20 product selling."

When solution selling is done right, actual product = names=20 may only come up in passing. The real emphasis instead = is on=20 how well the overall solution addresses the customer's = needs.=20 "I remember a discussion with one of my clients = centering=20 around the difficulties they were having in terms of = systems,=20 security and information management," says George = LaVenture,=20 president and CEO of Trinity Consulting Inc., a = Microsoft Gold=20 Certified Partner in Marlborough, Mass. "We talked for = two=20 hours and still hadn't used any product terminology.=20 Successful solution selling focuses more on business = processes=20 and in mapping out a whole strategy, not on individual = products. By the time you introduce a product into the = scheme,=20 it's more of a given, just part of the overall = solution."

3D"George

"By the = time you=20 introduce a product into the scheme, it's more = of a=20 given, just part of the overall=20 solution."

George=20 LaVenture,
President, Trinity=20 Consulting

In Your Own Best=20 Interest
Partners say the switch to solution = selling=20 is no easy feat. It requires significant up-front = investments=20 in training, sales staff retooling and large-scale = sales cycle=20 adjustments-all of which actually serve to change the = way the=20 entire company does business. Training alone can cost = between=20 $300 and $500 per employee, SPI's Eades estimates. =

"It's hard. And it's expensive. But it's not as = expensive=20 as going out of business," says Michael Haines, a = research=20 vice president at Gartner. In fact, Gartner predicts = that by=20 the 2007-2008 time frame, 30 percent of today's VARs = will no=20 longer be around. "And that's primarily because = they've failed=20 to change their sales model to become more attuned = with the=20 changes in customer requirements and how they buy," he = says.

Microsoft partners became acutely aware of the = change in=20 buyer mentality right around the 2000-2001 timeframe. = "It=20 started with the dot-com bust," says Brad Murphy, = senior vice=20 president of strategic partnerships at Valtech = Technologies=20 Inc., a Microsoft Certified Partner in Addison, Texas. = Unlike=20 most Microsoft partners, Valtech focuses on selling = into large=20 Global 2000 and Fortune 500 accounts.

"In the late '90s, opening a new account actually = wasn't=20 that difficult because at that time, anything with a = new=20 capability or wrinkle was enough to get in the door to = have a=20 very substantive conversation with a decision-maker," = Murphy=20 says. "But that all changed around 2000, when people = changed=20 their whole mindset and process around what they buy = and spend=20 money on."

Buyers no longer had technology shopping lists, he = says.=20 "Instead, their discretionary money was held in = reserve and=20 used as the funding mechanism for problems they wanted = to=20 solve." In addition, "rarely is there a single = decision-maker=20 now," he says, noting that you can't just go straight = to IT=20 anymore. "There's almost always a collaborative=20 decision-making process because the solutions are = complicated=20 and require a mix of IT and business executive = input."

Murphy says his firm's sales cycles ballooned from = 45 to 60=20 days in the late '90s to as much as 12 months after = the=20 dot-com bust. "Suddenly, it was very expensive for us = to=20 acquire new customers because they were requiring us = to spend=20 a lot more time, energy and money discovering a = problem and=20 coming up with a compelling solution."

And if his salespeople approached a customer on a = pure=20 product basis, "they wouldn't get in the door. You = just can't=20 lead with product today and be successful. It doesn't = work,"=20 Murphy says.

Buyers have also changed the way they shop for pure = products. They continually pit vendors against one = another,=20 shaving price points and leaving product sellers with = shrunken=20 margins.

"If you're operating in that razor-thin = transactional kind=20 of customer market place, solution selling is a = no-brainer,"=20 he explains. "It's infinitely more difficult to do = than=20 selling was five years ago, but if you can master it = and you=20 can build this working relationship with customers, = it's far=20 more difficult for you to get displaced because you = have=20 become a trusted partner. They view you as an = extension of=20 their own trusted circle of people who help solve=20 problems."

Potential Roadblocks = to Solution=20 Selling
Partners offer five ways = to avoid=20 potential pitfalls of the MSS sales = methodology.=20

1. Avoid the = techie=20 trap. Many partners embarking on = solution=20 selling find it difficult to get past = their=20 product-focused, more technical past. = Rather=20 than focusing on the business problems a = company=20 may be facing that could be alleviated = by a move=20 to Exchange Server 2003, for example, = they focus=20 on key features of the new product. "In = the=20 past, we'd walk into a customer = situation and=20 say, 'Have you guys heard about RPC over = HTTP?=20 It's the best thing since sliced = bread,'" says=20 Matt Scherocman of PCMS IT Advisor = Group. "But=20 that's a recipe for disaster. Nobody = cares what=20 the solution is-they just want to know = if it=20 takes care of their VPN pain or makes it = easier=20 to get employees = connected."

2. Don't jump to a = solution.=20 If you're focused properly, eventually = you=20 should begin to see the same problems = crop up in=20 the same way within similar customer=20 organizations. It's tempting to just = jump right=20 in and offer a solution, without going = through=20 the prescriptive process of asking = questions and=20 working through the problem with the = customer.=20 "Don't jump to that conclusion," = Scherocman=20 says. "You still need to go through the = entire=20 solution selling process to understand = what they=20 really need because you have to build = the trust=20 and the credibility."

3.=20 Get past the 'no time' argument. = A big=20 hurdle to solution selling is getting = the time=20 to meet with all of the key business=20 stakeholders involved to get a clear = handle on=20 the problem they're facing, says Valtech = Technologies' Brad Murphy. Partners need = to get=20 creative. "If they won't schedule a time = for the=20 key three players to meet, then schedule = something with them separately. Or do it = via=20 e-mail," Murphy says.

4. Work around = the=20 know-it-all. Some customers go = through=20 the problem definition stage on their = own and=20 only approach a partner when they're = trying to=20 make a final product decision. It can be = tough=20 to build value into what you offer at = that=20 point, since much of the initial legwork = has=20 been done by the customer. "At that = point, you=20 may have a hard time getting to the = problem=20 stage because they just want to know if = your=20 product or service can do X," says Keith = Eades=20 of Sales Performance International Inc. = "The=20 challenge there is not creating the = vision of=20 what they need, but it's really = re-engineering=20 that vision around the capabilities that = you=20 bring to the table. Ask them what their = stretch=20 goals are and find out if you can craft = a more=20 profitable solution for = them."

5. Don't let the bigwig = intimidate=20 you. Many salespeople in partner=20 organizations have no trouble discussing = the=20 value of their solution with the = customer IT=20 representatives. IT understands = technology and=20 what it means to the business. But = solution=20 selling requires selling to business = executives=20 as well, and meetings with CFOs, vice = presidents=20 and CEOs tend to be intimidating. "In = that case,=20 we say the salesperson needs to bring = someone=20 who is more a peer of the customer = executive,"=20 Murphy says. "Top executives tend to = think well=20 on their feet, see the big picture and = all=20 that-but that's sometimes a tall order = for a=20 salesperson. Having another executive on = your=20 team makes the whole process go = smoother."=20

- Joanne Cummings =

Getting There
Getting = to that=20 point may require completely retooling your sales = staff to=20 ferret out those who are good at solution selling. = Salespeople=20 must be able to see the big picture, ask the right = questions=20 and communicate the value of a proposed solution to = business=20 executives in their own language.

"The salesperson shouldn't be trying to answer the = question=20 of whether the customer should buy this technology or = that=20 one," Scherocman says. "The question is what do you = need that=20 technology for? They need to drive down to the = business=20 reasons, and it's very tough to find salespeople who = can do=20 it. They have to be not only business savvy enough to = ask the=20 right questions, but tech savvy enough to understand = the=20 answers."

"A key indicator for us is how salespeople choose = to spend=20 their time if left to their own devices," Murphy says. = Those=20 who are motivated by nurturing relationships and = maintaining=20 clients over time tend to be the people with the = patience and=20 work ethic required for successful solutions selling. = "If they=20 tend to be more transaction-oriented, and just make a = sale and=20 move on, they're not going to be patient enough," he = says.

Gartner's Haines says many companies actually test = their=20 salespeople-either internally or via outside testing = firms-to=20 determine which ones have the skills necessary for = successful=20 solution selling. "The ones who are qualified or on = the bubble=20 are the ones you invest in training [in programs like = MSS],"=20 he says. Others can be relegated to a product = specialist role,=20 or simply let go.

Murphy says when his firm made the transition to = solution=20 selling, he did ask some more transaction-oriented = people to=20 leave, but many left of their own accord. "People = leave=20 because of frustration. Their approach isn't = successful for=20 them anymore and they know it," he says. "Most just = move into=20 other industries or roles where they can continue to = sell in=20 that fashion."

Solution selling requires a unique temperament for = sales=20 managers as well. "They need to be sales coaches, not = sales=20 screamers," Haines says.

The most successful take more of a mentoring = approach.=20 "They work with their salespeople to align and qualify = the=20 opportunities, and to bring the resources necessary to = close=20 them," Haines says. "They help their salespeople = succeed as=20 opposed to driving numbers."

Microsoft, for its part, also recognizes this need. = It not=20 only offers MSS seminars aimed at sales staffers and=20 executives, but coaching classes for sales management. =

Overall, companies should plan on investing between = one and=20 two years in retooling their sales organization for = solution=20 selling, Haines says.

3D"Margo "[Microsoft=20 wants to] help the partners build out a = different kind=20 of services organization so that they're = providing more=20 consulting kinds of services-and getting paid=20 appropriately for it."

Margo Day, =
Microsoft Corp.=20

Focus on Your Passion =
Partners=20 and experts say that beyond staffing, however, the = company=20 itself must change its focus in order to be successful = at=20 solution selling. "If you do it right, you'll be = bringing in=20 fewer opportunities, but you'll be selling larger and = more=20 profitable solutions," Haines says.

Haines says that partners should study the = technology=20 trends and then focus on two or three areas where they = have=20 the expertise and knowledge to make a difference. "For = example, a partner could first focus on a technology = like=20 storage, and then pinpoint that even more to something = like=20 customers wrestling with securing their storage."

The next step would be to focus vertically, such as = storage=20 security in health care. "But whatever the focus, it = should be=20 something you as a partner are passionate about," he = says.

Once a partner gets that focus, having = conversations with=20 customers about key business problems in their sector = becomes=20 much easier. "You'll know, for example, that all = investment=20 banking companies are facing the same problem of = getting=20 enough throughput, capacity and performance out of = their=20 systems to support large volumes of transactions = because you=20 keep seeing it," Murphy says. "And you'll be able to = better=20 tailor your solution. You could show that customer, = for=20 example, how to make the machinery run faster, = smoother and=20 better without dramatically increasing cost. And then = you're=20 in."

Know Your Limits
One = caveat=20 here is to resist the urge to go beyond the core = competencies=20 you've chosen. "You have to learn to say no = sometimes," PCMS=20 IT Advisor Group's Scherocman says. "Once you're = trusted, the=20 customer wants you to do everything, but you shouldn't = because=20 in the end, if you're not the expert you promised to = be,=20 you'll ultimately end up damaging the = relationship."

When clients ask Scherocman to do projects outside = his core=20 competencies, he takes it as a compliment, but also = uses it as=20 an opportunity to remind them of why they're engaged = with his=20 company to begin with. "We're respected because we = focus=20 within these boundaries," he says. "We'll have to ask = them to=20 look for help elsewhere, or even offer to facilitate = or=20 connect them with someone else who might be better=20 suited."

And that becomes a golden opportunity to partner = with other=20 partners. Solution selling often involves more than = one=20 partner, especially if the solution is large and = complex. "We=20 may provide the infrastructure, the connectivity and = so forth,=20 but we don't have the accounting or CRM expertise that = may be=20 required," Scherocman says. "But we can always bring = in a=20 partner with that expertise and work together to craft = the=20 solution."

In such cases, solution selling eases the = collaboration=20 because both partners know the methodology and use the = same=20 vocabulary to define where they are in the sales = process.=20 "You're all on the same page. You understand what it = means to=20 reach this level of qualification and you understand = what it=20 means to identify an opportunity this way because = you've had a=20 common orientation," Valtech Technologies' Murphy = says.

Top = GTMs for=20 2005
This year, = Microsoft's=20 top go-to-markets (GTM) for mid-market and = enterprise=20 customers focus on solutions, not=20 products.
GTM Target Audience Key Products
Business Applications Business executives Microsoft CRM, SQL Server
Connected Productivity Infrastructure Executives, information workers Exchange, Office, Outlook, Pocket PC, = SharePoint,=20 Windows Server
Operational Efficiency and Productivity IT professionals Exchange, Microsoft Operations Manager, = Office,=20 Outlook, Pocket PC, SharePoint, Systems = Management=20 Server, Virtual Server, Windows Server
XP Reloaded Executives, consumers Windows Media Center Edition, Windows XP SP2, = Tablet=20 PC

How Microsoft = Helps
Microsoft=20 has made a similar shift in focus. In addition to = providing=20 training on the MSS methodology itself, it has = developed=20 within its partner go-to-market kits a series of = tools,=20 templates and job aids for business partners, broken = down by=20 vertical industry, that they can use to hone their = marketing=20 message and business expertise within their chosen = focus.

"Within that kit, there might be a questioning = template,"=20 Eades says. "It's a simulation that says if you're = going to=20 have a conversation with this type person at this = level in=20 this industry, then these would be the questions you = would ask=20 to help define their business problems. And these are = the=20 capabilities you would begin to set up to create a = vision=20 around."

In addition, Microsoft in just the last year has = made a=20 more concerted effort to position its technologies not = as=20 individual products, but as solutions for customers, = says=20 Margo Day, vice president of the U.S. Partner = Organization for=20 Microsoft.

"Several years ago, our marketing campaigns were = pretty=20 product-specific," Day says. "But now, our = go-to-market model=20 has underlying messages that talk more to the customer = about=20 the business and technology challenge they're trying = to solve=20 as opposed to just product features. So now we have a=20 go-to-market built around Operational Efficiency and=20 Productivity, as opposed to Office or Windows Server" = (see=20 chart, "Top GTMs for 2005," this page). In addition to = that=20 new focus, Day's group is earmarking 40 percent of its = budget=20 to helping partners market using solution selling. =

"Let's say I'm a partner and I've got a great = solution for=20 the wine industry, maybe it's an inventory management = and=20 supply chain management solution that would use things = like=20 Microsoft Great Plains and Microsoft CRM," Day says. = "Through=20 our partner engagement programs, I'm able to co-fund = that kind=20 of marketing program for the partner. The partner = actually=20 drives the solution for the customer, while Microsoft = is there=20 to augment and support with co-marketing, branding and = materials." Such support includes helping set up and = build=20 appropriate references and case studies, she says.

To date, more than 20,000 partners have used the = partner=20 engagement programs focused on solution selling, she = says.

In addition, Microsoft is changing the focus of its = technology training to be more solution-oriented. Day = says the=20 focus, especially in fiscal 2006, will be not only to = train on=20 specific technologies such as SQL Server, for example, = but=20 also on how partners can build business intelligence = solutions=20 using SQL Server.

A new training push from Microsoft, Day says, is = focusing=20 on helping partners become consultant-like. "We want = to help=20 the partners to make the transition from selling = products to=20 selling solutions," Day says. "Part of that is the = solutions=20 selling methodology, but part of that is to help the = partners=20 build out a different kind of services organization so = that=20 they're providing more consulting kinds of = services-and=20 getting paid appropriately for it." She says = curriculum along=20 those lines will appear later this year.

A Welcome Change
The = new=20 solution-based strategy is more than welcome to = Microsoft=20 partners. "Microsoft has historically sold and led = with=20 product," Murphy says. "The fact that they're rolling = out this=20 new solution selling approach to partners is a huge = concession=20 on their part that we have to collectively engage = customers in=20 a very different way."

It's still too early to tell, he says, whether = Microsoft=20 will be able to follow through and if the new steps = will help=20 partners build profits using solution selling. "But I = think=20 where Microsoft will help most is when they're so = serious=20 about selling solutions that the customer doesn't=20 automatically think of Microsoft as a product company. = And=20 today, my customers still think of Microsoft as a = product=20 company."=20

Joanne Cummings is a freelance = technology=20 journalist.
  • To register for MSS for Partners Online, = go to the=20 Worldwide Partner Learning = Center or=20 U.S. Training Site.=20
  • To view a demo, go here.  =20
  • For a list of Microsoft Solution Selling = seminars=20 in your area, go here.=20
  • Questions?   E-mail Microsoft at mssquestions@spisales.com. = =
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16px; BORDER-TOP: #cccccc 1px solid; PADDING-LEFT: 16px; = FONT-WEIGHT: bold; FONT-SIZE: 12px; PADDING-BOTTOM: 0px; MARGIN-LEFT: = 16px; WIDTH: auto; COLOR: #000000; MARGIN-RIGHT: 16px; PADDING-TOP: 6px; = FONT-FAMILY: Verdana, Arial, Helvetica, sans-serif; BORDER-RIGHT-STYLE: = none; BORDER-LEFT-STYLE: none; TEXT-ALIGN: left; TEXT-DECORATION: none; = BORDER-BOTTOM-STYLE: none } P.portaldeck { PADDING-RIGHT: 32px; PADDING-LEFT: 48px; FONT-SIZE: 11px; = PADDING-BOTTOM: 0px; MARGIN: 0px; PADDING-TOP: 0px; FONT-FAMILY: = Verdana, Arial, Helvetica, sans-serif; TEXT-ALIGN: left } P.portalgo { PADDING-RIGHT: 32px; PADDING-LEFT: 0px; FONT-SIZE: 10px; = PADDING-BOTTOM: 2px; MARGIN: 0px; PADDING-TOP: 2px; FONT-FAMILY: = Verdana, Arial, Helvetica, sans-serif; TEXT-ALIGN: right } H5.h_head { PADDING-RIGHT: 0px; BORDER-TOP: #cccccc 1px solid; PADDING-LEFT: 0px; = FONT-WEIGHT: bold; FONT-SIZE: 11px; PADDING-BOTTOM: 2px; MARGIN: 6px = 10px; COLOR: #000000; TEXT-INDENT: 4px; PADDING-TOP: 2px; BORDER-BOTTOM: = #cccccc 1px solid; FONT-FAMILY: Verdana, Arial, Helvetica, sans-serif } H5.tools { PADDING-RIGHT: 3px; MARGIN-TOP: 2px; PADDING-LEFT: 0px; FONT-WEIGHT: = normal; FONT-SIZE: 10px; MARGIN-BOTTOM: 4px; PADDING-BOTTOM: 2px; = WORD-SPACING: normal; COLOR: #000000; MARGIN-RIGHT: 0px; PADDING-TOP: = 2px; BORDER-BOTTOM: #cccccc 1px solid; FONT-FAMILY: Verdana, Arial, = Helvetica, sans-serif; TEXT-ALIGN: right } H5.toolsb { PADDING-RIGHT: 3px; BORDER-TOP: #cccccc 1px solid; MARGIN-TOP: 2px; = PADDING-LEFT: 0px; FONT-WEIGHT: normal; FONT-SIZE: 10px; MARGIN-BOTTOM: = 4px; PADDING-BOTTOM: 2px; WORD-SPACING: normal; COLOR: #000000; = MARGIN-RIGHT: 0px; PADDING-TOP: 2px; FONT-FAMILY: Verdana, Arial, = Helvetica, sans-serif; TEXT-ALIGN: right } H5.h_head_box { BORDER-RIGHT: #cccccc 1px dotted; PADDING-RIGHT: 0px; BORDER-TOP: = #cccccc 1px dotted; PADDING-LEFT: 0px; FONT-WEIGHT: bold; FONT-SIZE: = 10px; PADDING-BOTTOM: 2px; MARGIN: 6px 10px; BORDER-LEFT: #cccccc 1px = dotted; COLOR: #336699; TEXT-INDENT: 4px; PADDING-TOP: 2px; = BORDER-BOTTOM: #cccccc 1px dotted; FONT-FAMILY: Verdana, Arial, = Helvetica, sans-serif } H5.h_head_box_snips { BORDER-TOP: #cccccc 1px solid; MARGIN-TOP: 2px; FONT-WEIGHT: bold; = MARGIN-BOTTOM: 2px; PADDING-BOTTOM: 2px; WIDTH: 100%; COLOR: #cc4d00; = TEXT-INDENT: 4px; PADDING-TOP: 2px; BORDER-BOTTOM: #cccccc 1px solid; = FONT-FAMILY: Verdana, Arial, Helvetica, sans-serif } H5.h_headhome { PADDING-RIGHT: 0px; BORDER-TOP: #cccccc 1px solid; PADDING-LEFT: 0px; = FONT-WEIGHT: bold; FONT-SIZE: 11px; PADDING-BOTTOM: 2px; MARGIN: 6px = 10px 2px; COLOR: #000000; TEXT-INDENT: 4px; PADDING-TOP: 2px; = BORDER-BOTTOM: #cccccc 1px solid; FONT-FAMILY: Verdana, Arial, = Helvetica, sans-serif; TEXT-ALIGN: left } H6.h_cols { PADDING-RIGHT: 0px; BORDER-TOP: #cccccc 1px dotted; PADDING-LEFT: 0px; = FONT-WEIGHT: bold; FONT-SIZE: 11px; PADDING-BOTTOM: 2px; MARGIN: 6px = 10px 2px; COLOR: #336699; TEXT-INDENT: 4px; PADDING-TOP: 2px; = BORDER-BOTTOM: #cccccc 1px dotted; FONT-FAMILY: Verdana, Arial, = Helvetica, sans-serif } H6.h_colsarticles { PADDING-RIGHT: 0px; BORDER-TOP: #cccccc 1px dotted; PADDING-LEFT: 0px; = FONT-WEIGHT: bold; FONT-SIZE: 11px; PADDING-BOTTOM: 2px; MARGIN: 6px 1px = 2px; COLOR: #336699; TEXT-INDENT: 4px; PADDING-TOP: 2px; BORDER-BOTTOM: = #cccccc 1px dotted; FONT-FAMILY: Verdana, Arial, Helvetica, sans-serif; = TEXT-ALIGN: right } H4.portalhead { PADDING-RIGHT: 0px; BORDER-TOP: #cccccc 1px solid; PADDING-LEFT: 0px; = FONT-WEIGHT: bold; FONT-SIZE: 12px; PADDING-BOTTOM: 2px; MARGIN: 6px = 16px; COLOR: #000000; TEXT-INDENT: 4px; PADDING-TOP: 2px; BORDER-BOTTOM: = #cccccc 1px solid; FONT-FAMILY: Verdana, Arial, Helvetica, sans-serif } H5.h_cert { PADDING-RIGHT: 0px; PADDING-LEFT: 0px; FONT-WEIGHT: bold; FONT-SIZE: = 11px; PADDING-BOTTOM: 2px; MARGIN: 6px; COLOR: #000000; TEXT-INDENT: = 4px; PADDING-TOP: 2px; BORDER-BOTTOM: #336699 1px solid; FONT-FAMILY: = Verdana, Arial, Helvetica, sans-serif } P.certdeck { PADDING-RIGHT: 6px; PADDING-LEFT: 14px; FONT-SIZE: 11px; = PADDING-BOTTOM: 0px; MARGIN: 0px; PADDING-TOP: 0px; FONT-STYLE: normal; = FONT-FAMILY: Verdana, Arial, Helvetica, sans-serif; TEXT-ALIGN: left } P.certgo { PADDING-RIGHT: 6px; PADDING-LEFT: 0px; FONT-SIZE: 10px; PADDING-BOTTOM: = 2px; MARGIN: 0px; PADDING-TOP: 0px; FONT-FAMILY: Verdana, Arial, = Helvetica, sans-serif; TEXT-ALIGN: right } P.deck { PADDING-RIGHT: 16px; PADDING-LEFT: 40px; FONT-SIZE: 11px; = PADDING-BOTTOM: 6px; MARGIN: 0px; COLOR: #000000; TEXT-INDENT: -10pt; = PADDING-TOP: 0px; FONT-STYLE: normal; FONT-FAMILY: Verdana, Arial, = Helvetica, sans-serif; TEXT-ALIGN: left } P.goto { PADDING-RIGHT: 16px; PADDING-LEFT: 0px; FONT-SIZE: 10px; = PADDING-BOTTOM: 2px; MARGIN: 0px; PADDING-TOP: 0px; FONT-FAMILY: = Verdana, Arial, Helvetica, sans-serif; TEXT-ALIGN: right } P.deckno { PADDING-RIGHT: 1px; PADDING-LEFT: 16px; FONT-SIZE: 11px; = PADDING-BOTTOM: 1px; MARGIN: 0px; COLOR: #000000; TEXT-INDENT: -8pt; = PADDING-TOP: 0px; FONT-STYLE: normal; FONT-FAMILY: Verdana, Arial, = Helvetica, sans-serif; TEXT-ALIGN: left } P.textl { PADDING-RIGHT: 1px; PADDING-LEFT: 16px; FONT-SIZE: 11px; = PADDING-BOTTOM: 1px; MARGIN: 0px; TEXT-INDENT: -8pt; PADDING-TOP: 0px; = FONT-FAMILY: "Trebuchet MS", Verdana, Arial, "MS Sans Serif"; = TEXT-ALIGN: center } P.textlist { PADDING-RIGHT: 1px; PADDING-LEFT: 1px; PADDING-BOTTOM: 1px; MARGIN: = 0px; PADDING-TOP: 1px; TEXT-ALIGN: left } A.textl:link { COLOR: #003366; ltext-decoration: none } A.textl:visited { COLOR: #003366; TEXT-DECORATION: none } A.textl:active { COLOR: #cc4d00; BACKGROUND-COLOR: #e0ebf3; TEXT-DECORATION: underline } A.textl:hover { COLOR: #000000; BACKGROUND-COLOR: #e0ebf3; TEXT-DECORATION: underline } .navf { PADDING-RIGHT: 1px; PADDING-LEFT: 1px; FONT-SIZE: 11px; PADDING-BOTTOM: = 1px; COLOR: #000000; PADDING-TOP: 1px; FONT-FAMILY: Verdana, Arial, = Helvetica, sans-serif } A.navf:link { PADDING-RIGHT: 1px; PADDING-LEFT: 1px; PADDING-BOTTOM: 1px; COLOR: = #003366; PADDING-TOP: 1px; TEXT-DECORATION: none } A.navf:visited { PADDING-RIGHT: 1px; PADDING-LEFT: 1px; PADDING-BOTTOM: 1px; COLOR: = #003366; PADDING-TOP: 1px; TEXT-DECORATION: none } A.navf:hover { PADDING-RIGHT: 1px; PADDING-LEFT: 1px; FONT-WEIGHT: normal; = PADDING-BOTTOM: 1px; COLOR: #cc4d00; PADDING-TOP: 1px; BACKGROUND-COLOR: = #ffffff; TEXT-DECORATION: underline } A.navf:active { PADDING-RIGHT: 1px; PADDING-LEFT: 1px; PADDING-BOTTOM: 1px; COLOR: = #cc4d00; PADDING-TOP: 1px; BACKGROUND-COLOR: #ffffff; TEXT-DECORATION: = none } A.navz:link { COLOR: #000000; TEXT-DECORATION: none } A.navz:active { COLOR: #ffffff; TEXT-DECORATION: none } A.navz:visited { COLOR: #000000; TEXT-DECORATION: none } A.navz:hover { COLOR: #ffffff; TEXT-DECORATION: none } .aa11 { FONT-SIZE: 11px; FONT-FAMILY: Arial, Helvetica, sans-serif } P.listhead2 { PADDING-RIGHT: 10px; PADDING-LEFT: 20px; FONT-WEIGHT: normal; = FONT-SIZE: 11px; PADDING-BOTTOM: 0px; MARGIN: 3px 0px 2px; COLOR: = #336699; TEXT-INDENT: -10px; PADDING-TOP: 0px; FONT-FAMILY: Verdana, = Arial, Helvetica, sans-serif } P.listdeck2 { PADDING-RIGHT: 20px; PADDING-LEFT: 20px; FONT-SIZE: 11px; = PADDING-BOTTOM: 0px; MARGIN: 0px; PADDING-TOP: 0px; FONT-STYLE: normal; = FONT-FAMILY: Verdana, Arial, Helvetica, sans-serif; TEXT-ALIGN: left } P.listdate2 { PADDING-RIGHT: 10px; PADDING-LEFT: 20px; FONT-SIZE: 11px; = PADDING-BOTTOM: 0px; MARGIN: 0px; COLOR: #999999; PADDING-TOP: 0px; = FONT-FAMILY: Verdana, Arial, Helvetica, sans-serif; TEXT-ALIGN: left } P.listbyline2 { PADDING-RIGHT: 20px; PADDING-LEFT: 20px; FONT-SIZE: 11px; = PADDING-BOTTOM: 0px; MARGIN: 0px; PADDING-TOP: 0px; FONT-FAMILY: = Verdana, Arial, Helvetica, sans-serif; TEXT-ALIGN: left } .bcellc { BORDER-RIGHT: #eeeeee 1px solid; BORDER-TOP: #eeeeee 1px solid; = BORDER-LEFT: #eeeeee 1px solid; BORDER-BOTTOM: #eeeeee 1px solid } .bcellg { BORDER-RIGHT: #cccccc 1px solid; BORDER-TOP: #cccccc 1px solid; = BORDER-LEFT: #cccccc 1px solid; BORDER-BOTTOM: #cccccc 1px solid } .bcellred { BORDER-RIGHT: #cc4d00 1px solid; BORDER-TOP: #cc4d00 1px solid; = BORDER-LEFT: #cc4d00 1px solid; BORDER-BOTTOM: #cc4d00 1px solid } .bcellblu { BORDER-RIGHT: #336699 1px solid; BORDER-TOP: #336699 1px solid; = BORDER-LEFT: #336699 1px solid; BORDER-BOTTOM: #336699 1px solid } .bcelll { BORDER-LEFT: #eeeeee 1px solid } .bcellr { BORDER-RIGHT: #eeeeee 1px solid } .bcellb { BORDER-BOTTOM: #eeeeee 1px solid } .bcellcred { BORDER-RIGHT: #cc4d00 1px solid; BORDER-TOP: #cc4d00 1px solid; = BORDER-LEFT: #cc4d00 1px solid; BORDER-BOTTOM: #cc4d00 1px solid } .bcelltbg { BORDER-TOP: #cccccc 1px solid; BORDER-BOTTOM: #cccccc 1px solid } P.listred { PADDING-RIGHT: 2px; PADDING-LEFT: 26px; FONT-WEIGHT: normal; FONT-SIZE: = 11px; PADDING-BOTTOM: 0px; MARGIN: 1px 0px; COLOR: #000000; TEXT-INDENT: = -10px; PADDING-TOP: 0px; FONT-FAMILY: Verdana, Arial, Helvetica, = sans-serif } A.listred:link { COLOR: #000000; TEXT-DECORATION: none } A.listred:visited { COLOR: #000000; TEXT-DECORATION: none } DIV.ads { PADDING-RIGHT: 1px; PADDING-LEFT: 1px; PADDING-BOTTOM: 1px; MARGIN: = 0px; PADDING-TOP: 1px; TEXT-ALIGN: center } P.adgoto { PADDING-RIGHT: 2px; PADDING-LEFT: 11px; PADDING-BOTTOM: 2px; MARGIN: = 0px; TEXT-INDENT: -10px; PADDING-TOP: 0px; TEXT-ALIGN: left } P.navtop { PADDING-RIGHT: 4px; PADDING-LEFT: 4px; FONT-WEIGHT: bold; FONT-SIZE: = 11px; PADDING-BOTTOM: 4px; MARGIN: 1px; TEXT-INDENT: 3px; PADDING-TOP: = 4px; FONT-FAMILY: Verdana, Arial, Helvetica, sans-serif } DIV.row SPAN.left { FLOAT: left; WIDTH: 49%; TEXT-ALIGN: left } DIV.row SPAN.right { FLOAT: right; WIDTH: 49%; TEXT-ALIGN: right } DIV.spacer { CLEAR: both } P.h_crumbs { BACKGROUND-POSITION: left 50%; FONT-WEIGHT: normal; FONT-SIZE: 10px; = FLOAT: none; WIDTH: auto; COLOR: #000000; TEXT-INDENT: 4px; FONT-FAMILY: = Verdana, Arial, Helvetica, sans-serif; TEXT-ALIGN: left } A.navtop:link { BORDER-RIGHT: #cc4d00 1px solid; PADDING-RIGHT: 4px; BORDER-TOP: = #cc4d00 1px solid; PADDING-LEFT: 4px; FONT-WEIGHT: bold; FONT-SIZE: = 11px; PADDING-BOTTOM: 2px; MARGIN: 1px; BORDER-LEFT: #cc4d00 1px solid; = COLOR: #000000; PADDING-TOP: 2px; BORDER-BOTTOM: #cc4d00 1px solid; = FONT-FAMILY: Verdana, Arial, Helvetica, sans-serif; BACKGROUND-COLOR: = #ffcc33; TEXT-DECORATION: none } A.navtop:visited { BORDER-RIGHT: #cc4d00 1px solid; PADDING-RIGHT: 4px; BORDER-TOP: = #cc4d00 1px solid; PADDING-LEFT: 4px; FONT-WEIGHT: bold; FONT-SIZE: = 11px; PADDING-BOTTOM: 2px; MARGIN: 1px; BORDER-LEFT: #cc4d00 1px solid; = COLOR: #000000; PADDING-TOP: 2px; BORDER-BOTTOM: #cc4d00 1px solid; = FONT-FAMILY: Verdana, Arial, Helvetica, sans-serif; BACKGROUND-COLOR: = #ffcc33; TEXT-DECORATION: none } A.navtop:active { BORDER-RIGHT: #336699 1px solid; PADDING-RIGHT: 4px; BORDER-TOP: = #336699 1px solid; PADDING-LEFT: 4px; FONT-WEIGHT: bold; FONT-SIZE: = 11px; PADDING-BOTTOM: 2px; MARGIN: 1px; BORDER-LEFT: #336699 1px solid; = COLOR: #cc4d00; PADDING-TOP: 2px; BORDER-BOTTOM: #336699 1px solid; = FONT-FAMILY: Verdana, Arial, Helvetica, sans-serif; BACKGROUND-COLOR: = #ffffff; TEXT-DECORATION: underline } A.navtop:hover { BORDER-RIGHT: #ffcc00 1px solid; PADDING-RIGHT: 4px; BORDER-TOP: = #ffcc00 1px solid; PADDING-LEFT: 4px; FONT-WEIGHT: bold; FONT-SIZE: = 11px; PADDING-BOTTOM: 2px; MARGIN: 1px; BORDER-LEFT: #ffcc00 1px solid; = COLOR: #ffffff; PADDING-TOP: 2px; BORDER-BOTTOM: #ffcc00 1px solid; = FONT-FAMILY: Verdana, Arial, Helvetica, sans-serif; BACKGROUND-COLOR: = #336699; TEXT-DECORATION: none } P.nava { PADDING-RIGHT: 0px; PADDING-LEFT: 0px; FONT-WEIGHT: bold; FONT-SIZE: = 12px; PADDING-BOTTOM: 0px; MARGIN: 4px; COLOR: #000000; TEXT-INDENT: = 10px; PADDING-TOP: 8px; FONT-FAMILY: Tahoma, Verdana, Arial, Helvetica, = sans-serif } A.nava:link { BORDER-RIGHT: #eeeeee 1px solid; PADDING-RIGHT: 1px; BORDER-TOP: = #eeeeee 1px solid; PADDING-LEFT: 1px; FONT-WEIGHT: bold; FONT-SIZE: = 12px; PADDING-BOTTOM: 1px; MARGIN: 1px; BORDER-LEFT: #eeeeee 1px solid; = COLOR: #336699; PADDING-TOP: 1px; BORDER-BOTTOM: #eeeeee 1px solid; = FONT-FAMILY: Tahoma, Verdana, Arial, Helvetica, sans-serif; = TEXT-DECORATION: none } A.nava:visited { BORDER-RIGHT: #eeeeee 1px solid; PADDING-RIGHT: 1px; BORDER-TOP: = #eeeeee 1px solid; PADDING-LEFT: 1px; FONT-WEIGHT: bold; FONT-SIZE: = 12px; PADDING-BOTTOM: 1px; MARGIN: 1px; BORDER-LEFT: #eeeeee 1px solid; = COLOR: #336699; PADDING-TOP: 1px; BORDER-BOTTOM: #eeeeee 1px solid; = FONT-FAMILY: Tahoma, Verdana, Arial, Helvetica, sans-serif; = TEXT-DECORATION: none } A.nava:active { BORDER-RIGHT: #eeeeee 1px solid; PADDING-RIGHT: 1px; BORDER-TOP: = #eeeeee 1px solid; PADDING-LEFT: 1px; FONT-WEIGHT: bold; FONT-SIZE: = 12px; PADDING-BOTTOM: 1px; MARGIN: 1px; BORDER-LEFT: #eeeeee 1px solid; = COLOR: #336699; PADDING-TOP: 1px; BORDER-BOTTOM: #eeeeee 1px solid; = FONT-FAMILY: Tahoma, Verdana, Arial, Helvetica, sans-serif; = TEXT-DECORATION: none } A.nava:hover { BORDER-RIGHT: #336699 1px solid; PADDING-RIGHT: 1px; BORDER-TOP: = #336699 1px solid; PADDING-LEFT: 1px; FONT-WEIGHT: bold; PADDING-BOTTOM: = 1px; MARGIN: 1px; BORDER-LEFT: #336699 1px solid; COLOR: #333366; = PADDING-TOP: 1px; BORDER-BOTTOM: #336699 1px solid; BACKGROUND-COLOR: = #ffcc00; TEXT-DECORATION: none } .h_head_box_snips { BORDER-TOP: #cccccc 1px solid; MARGIN-TOP: 2px; FONT-WEIGHT: bold; = FONT-SIZE: 10px; MARGIN-BOTTOM: 2px; PADDING-BOTTOM: 2px; WIDTH: 100%; = TEXT-INDENT: 4px; PADDING-TOP: 2px; BORDER-BOTTOM: #cccccc 1px solid; = FONT-FAMILY: Verdana, Arial, Helvetica, sans-serif; font-color: #CC4D00 } .a17 { FONT-WEIGHT: normal; FONT-SIZE: 17px; FONT-FAMILY: Arial, Helvetica, = sans-serif } .nava { PADDING-RIGHT: 0px; PADDING-LEFT: 0px; FONT-WEIGHT: bold; FONT-SIZE: = 12px; PADDING-BOTTOM: 0px; MARGIN: 4px; COLOR: #336699; TEXT-INDENT: = 10px; PADDING-TOP: 8px; FONT-FAMILY: Verdana, Arial, Helvetica, = sans-serif } .rcp_list { PADDING-RIGHT: 2px; PADDING-LEFT: 11px; PADDING-BOTTOM: 3px; MARGIN: = 0px; TEXT-INDENT: -10px; PADDING-TOP: 1px; TEXT-ALIGN: left } .rcp_count { PADDING-RIGHT: 2px; PADDING-LEFT: 11px; PADDING-BOTTOM: 2px; MARGIN: = 0px; TEXT-INDENT: -14px; PADDING-TOP: 1px; TEXT-ALIGN: left } .nav_top { BORDER-RIGHT: #000000 1px solid; BORDER-TOP: #000000 1px solid; = FONT-WEIGHT: bold; FONT-SIZE: 11px; BORDER-LEFT: #000000 1px solid; = WIDTH: 157px; CURSOR: pointer; BORDER-BOTTOM: #000000 1px solid; = FONT-FAMILY: Tahoma, Verdana, Arial, Helvetica, sans-serif; HEIGHT: = 16px; BACKGROUND-COLOR: #babab4; TEXT-ALIGN: center } A.nav_top_over:link { FONT-WEIGHT: bold; FONT-SIZE: 11px; WIDTH: 157px; CURSOR: pointer; = COLOR: #000000; FONT-FAMILY: Tahoma, Verdana, Arial, Helvetica, = sans-serif; TEXT-ALIGN: center; TEXT-DECORATION: none } A.nav_top_over:hover { DISPLAY: block; FONT-WEIGHT: bold; FONT-SIZE: 11px; WIDTH: 157px; = CURSOR: pointer; COLOR: #ffffff; FONT-FAMILY: Tahoma, Verdana, Arial, = Helvetica, sans-serif; HEIGHT: 16px; BACKGROUND-COLOR: #336699; = TEXT-ALIGN: center; TEXT-DECORATION: none } A.nav_top_over:visited { FONT-WEIGHT: bold; FONT-SIZE: 11px; WIDTH: 157px; CURSOR: pointer; = COLOR: #000000; FONT-FAMILY: Tahoma, Verdana, Arial, Helvetica, = sans-serif; TEXT-ALIGN: center; TEXT-DECORATION: none } .nav_left { BORDER-RIGHT: #cccccc 1px solid; BORDER-TOP: #cccccc 1px solid; = FONT-WEIGHT: bold; FONT-SIZE: 11px; BORDER-LEFT: #cccccc 1px solid; = WIDTH: 119px; CURSOR: pointer; COLOR: #000000; BORDER-BOTTOM: #cccccc = 1px solid; FONT-FAMILY: Tahoma, Verdana, Arial, Helvetica, sans-serif; = HEIGHT: 16px; BACKGROUND-COLOR: #eeeeee; TEXT-ALIGN: left } A.nav_left_over:link { PADDING-LEFT: 8px; FONT-WEIGHT: bold; FONT-SIZE: 11px; CURSOR: pointer; = COLOR: #000000; FONT-FAMILY: Tahoma, Verdana, Arial, Helvetica, = sans-serif; TEXT-ALIGN: left; TEXT-DECORATION: none } A.nav_left_over:hover { DISPLAY: block; FONT-WEIGHT: bold; FONT-SIZE: 11px; CURSOR: pointer; = COLOR: #ffffff; FONT-FAMILY: Tahoma, Verdana, Arial, Helvetica, = sans-serif; HEIGHT: 16px; BACKGROUND-COLOR: #336699; TEXT-DECORATION: = none } A.nav_left_over:visited { PADDING-LEFT: 8px; FONT-WEIGHT: bold; FONT-SIZE: 11px; CURSOR: pointer; = COLOR: #000000; FONT-FAMILY: Tahoma, Verdana, Arial, Helvetica, = sans-serif; HEIGHT: 16px; TEXT-ALIGN: left; TEXT-DECORATION: none } .top { FONT-SIZE: 10px; PADDING-BOTTOM: 4px; PADDING-TOP: 4px } .go { BORDER-RIGHT: #000000 1px solid; BORDER-TOP: #000000 1px solid; = FONT-WEIGHT: bold; FONT-SIZE: 10px; BORDER-LEFT: #000000 1px solid; = CURSOR: hand; BORDER-BOTTOM: #000000 1px solid; FONT-FAMILY: Verdana, = Arial, Helvetica, sans-serif; BACKGROUND-COLOR: #e0ebf3 } .goblu { BORDER-RIGHT: #000000 1px solid; BORDER-TOP: #000000 1px solid; = FONT-WEIGHT: bold; FONT-SIZE: 10px; BORDER-LEFT: #000000 1px solid; = CURSOR: hand; COLOR: #336699; BORDER-BOTTOM: #000000 1px solid; = FONT-FAMILY: Verdana, Arial, Helvetica, sans-serif; BACKGROUND-COLOR: = #e0ebf3 } .gocomments { BORDER-RIGHT: #000000 1px solid; BORDER-TOP: #000000 1px solid; = FONT-WEIGHT: normal; FONT-SIZE: 10px; BORDER-LEFT: 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