Sun sets its new goals

first_img Comments are closed. Sun sets its new goalsOn 1 Feb 2003 in Auto-enrolment, Personnel Today Related posts:No related photos. Trainingat the network computing company Sun Microsystems highlighted the importance ofunderstanding customer needs as it moved from a product- to a solutions-basedofferingSPIN¨Selling Designed and delivered by: Huthwaite International, Hoober House, Wentworth,S62 7SA Phone: 01709 710081 Fax: 01709 710065 [email protected] just 20 years ago, Sun Microsystems has grown to become one of theworld’s leading providers of network hardware, software and services. Today, Sun helps companies in virtually every sector to leverage the fullpower of the internet in improving their competitiveness. Yet in an increasingly tough marketplace, Sun recognised it could notmaintain market leadership by standing still. In mid-2001, in the North EuropeRegion – comprising Scandinavia, Benelux and parts of the former Soviet bloc –the vice-president, together with senior managers, recognised the need to takeselling skills ‘to the next level’. This was especially important in such areasas negotiation and account development, if the region’s broader businessstrategy was to be achieved. As the company’s in-house training services provider for the region, SunUniversity’s (SunU’s) EMEA office was approached to source a suitable externaltraining provider who could meet the following objectives: – in replacing a large number of existing third party trainers, to provide afully integrated programme with a common sales language and consistent messages– to ensure a common level of high-quality training across a broadgeographic region – as Sun shifted its focus from a product to an end-to-end solutions-basedoffering, to help the company move from the existing transactional salesapproach to one based on relationship building and understanding customer needs– be recognised as an established and credible provider of sales trainingsolutions Huthwaite was chosen because its SPIN¨Selling programme was identified asoffering the ideal combination of the strongly research-based and customerneeds-focused approach which was required. CoachingAt the outset, the Huthwaite team, led by training consultant Graham Short,held several meetings with senior managers to establish the region’s businessgoals and the sales skills required to deliver them. Rather than follow the more common route of developing separate trainingmodules, what emerged was a business school approach. This took the form of a linked training programme comprising five trainingsessions spread over a year and incorporating a range of selling and accountdevelopment skills. Critically, each three-day training model was followed by a period ofcoaching and project work, to ensure that the skills learned were practised andrefined to become part of each participant’s instinctive selling technique – towhat Huthwaite calls the level of ‘unconscious competence’. The next training modulewould also incorporate these newly-acquired skills acquired as part of thereinforcement and development process. The first of the new business schools, each comprising two groups of 12account managers identified as having ‘high potential’, was launched in August2001 and its success led to the establishment of a second within a short time.The third is already underway and has been extended to other client-facingstaff, including pre-sales and professional services. The importance attached to this comprehensive, and costly, training approachwas underlined in that, throughout the extended training period, eachparticipant had both a coach – typically their line manager – and a mentor,generally from the senior management team. In addition, Huthwaite ran several courses for coaches. Initially, thisfocused on the key issues covered in the business school training. However, for the third business school it has been extended – in response torequests from line management – to incorporate specialist coaching skills. The reaction to this new training approach has been overwhelmingly positivethroughout northern Europe. In particular, as the company moves towards solutions selling, the SPIN¨approach has been generally recognised as offering the ideal skillset foridentifying and agreeing customer needs. Within EMEA, as elsewhere, individual regions operate with a strong degreeof autonomy and, as a result, there have been a number of different reactionsto the visible level of success the programme has achieved. A strong part of the Sun ethos is to extend this autonomy down to anindividual level – ‘to seek permission is to ask for denial’, as the companyputs it. As a result, employees are ’empowered to… escape their own career’ and, inparticular in the UK over the past year, the response to SPIN¨Selling’savailability as an open enrolment option for any salesperson has met with avery good response. Simply by accessing the SunU website¼ under the relevant region, all coursesscheduled for the next six months are listed and may be booked with agreementfrom line management. As a result of the UK experience in particular,SPIN¨Selling is now a standard part of the sales curriculum, as part of SunU’slist of available training options in EMEA. Within a culture in which training traditionally has not been mandatory, theresponse throughout Sun’s global sales operation has been very positive. In summary, both SPIN¨ and the business schools concept have beenwell-received. Furthermore, there is general acceptance that the introduction of moreprecise evaluation tools in future will only serve to prove the strong returnsdelivered by such training investment. The Spin¨ Approach – Identifying the needWithin the business school, the firstof the five three-day course focuses on SPIN¨Selling, the principles of whichunderpin much of the remaining training.Huthwaite’s approach to the IT sector, as with any other, isbased on nearly 30 years’ experience researching what sales people dodifferently to make them successful. From an analysis of this unrivalleddatabase – now numbering more than 40,000 sales interviews in 27 countries andstudying 116 possible influencing factors – the company developed itsSPIN¨Selling model.Put simply, this encourages a more consultative approach,making full use of what is often limited time spent face-to-face by asking theright questions to explore – and get agreement on – the client’s needs. Assuch, it has equal relevance to any employee involved in the sale of goods orservices, which are seen as high-value, important decisions by the buyer.Programme contentBased on a repetitive cycle of input-practice feedback, theobjective is to teach skills and match trainees’ behaviour ever closer to thesuccess model and so improve effectiveness. The programme includes:– persuasive needs analysis – planning in advance key arguments(and therefore questions) likely to influence the buyer– structuring the call – establishing the purpose of the callat the outset, investigating needs through a strict questioning framework,demonstrating how the product/service can meet such needs and obtaining theright commitmentThe right questionsKey to this are the four types of questions which effective salespeopleask as part of a consultative approach:– situation questions ask about the customer’s operatingcontext and business solution– problem questions ask about the customer’s difficulties,dissatisfactions or problems with the existing situation– implication questions ask about the consequences, effects orimplications of the customer’s problems– need-payoff questions probe for explicit needs, eitherdirectly or by exploring the payoff or importance to the customer of solving aproblemResultsAt the end of the programme, the participants:– had analysed the strengths and weaknesses of their presentselling style– were able to describe the psychology of customer needs– were able to describe the key behaviours or skills used byeffective sales people in their interactions with customers– had a framework for planning sales calls in terms of thosebehaviours– had frequently practised using the skills to develop customerneeds in a way that greatly reduces the likelihood of objections– had a strategy for dealing with difficult customers who raiseobjections or have low reaction levels– had measured objectively their performance compared to theskill model and created an action plan for continued development of the skillsafter the programmeBusiness school Approach pays offWorking with Huthwaite, Sun developeda phased year-long training programme comprising five three-day salesdevelopment courses with intensive follow-up coaching and reinforcement in thefield. Each course, tailored to meet Sun’s specific requirements, was builtaround simple models based on extensive research and geared to achieve thecompany’s broader business development goals:– SPIN¨Selling – provided a better understanding of customerneeds as a firm foundation for consultative, partnering customer relationships– account strategy for major sales – addressed the strategiesand tactics required for success in complex, competitive, multi-tiered andmulti-influencer long-cycle sales– negotiation – enabled the achievement of ideal ‘win-win’outcomes, through a combination of preparing a negotiating position, planningtactics – including evaluation of the power balance and creative ‘trade-offs’ –and face-to-face skills– persuasive sales presentations – provided the tools necessaryto ensure maximum impact and memorability for the presentation to ‘stand outfrom the crowd’– effective sales proposals – took the form of a hands-onworkshop addressing the often-neglected area of effective proposal writingVerdictYou cannot ignore the customerFollowing each training session,assessments by the participants have been uniformly positive, writes ClaudiaKing, SunU Northern Europe education manager. In particular, they have praised:– the quality of the trainers and their willingness to sharerelevant experience– the importance of being able to share their own experiencewith other attendees – the relevance – and value – of the role-plays in mirroringtheir everyday experience– the importance of SPIN¨ ‘s research-based methodology inturning the traditional approach to selling on its headIn short, the key to its success has been in forcingparticipants to take a step back and ask the questions needed to get to whatthe customer really wants.This has resulted in a real attitude change and a willingnessto accept that ‘the old way of doing things’ just won’t work anymore. With suchan extended programme, line managers have been encouraged to work withHuthwaite in providing regular assessments on improved skills and those whichneed further work.Word has also spread well beyond the boundaries of the northernregion. In addition to the strong take-up of SPIN¨ in particular in northernEurope and elsewhere, Germany has plans for introducing its own businessschool, in conjunction with Huthwaite Germany. Sun’s operations as far afieldas the US and the Far East have also expressed interest in the business schoolconcept.Effectivness * * * *Ability to meet business needs * * * *Value for money * * * *Quality of experience * * * *Overall rating * * * *Key: * = Disappointing  * * * **  = Excellent Previous Article Next Articlelast_img read more

The Magic of the Cup

first_imgThis coming weekend sees the fourth round of the FA Cup, and the same old names will be battling it out for this year’s trophy. On Saturday six-times winners Newcastle United travel to ten-times winners Arsenal, while Tottenham, who have won the cup eight times, face Manchester United (the most successful team in FA Cup history, with eleven wins) on Sunday. It seems impossible to look outside the ‘Big Four’ of Liverpool, Arsenal, Manchester United and Chelsea when considering who might triumph in this year’s final at Wembley in May. Indeed, many in the game have questioned whether the world’s oldest cup competition has lost its ability to shock.  However, things were never thus, and a quick glance at the records shows that the early years of the trophy were dominated by clubs which would be unknown to the modern fan. The first two finals, held at the Kennington Oval in 1872 and 1873 were won by Battersea-based amateur outfit The Wanderers, while subsequent editions were dominated by clubs such as the now defunct Clapham Rovers, who triumphed in 1880. Early editions of the trophy were limited to amateur teams only, and were initially dominated by public-school teams such as the Old Etonians and the Old Carthusians. This was to be expected, as it was in the English public schools that the rules and conventions of modern football had recently been developed. Another nineteenth century institution which was dominated by these public schools was, of course, Oxford University. This created a situation that would appear perverse to any modern observer of football, namely that many of the country’s most talented footballers could be found within the ancient walls of this university.This, incredibly, made Oxford University one of the most feared footballing outfits in the country. The team was packed with internationals, and indeed no less than twenty-nine alumni of this university have gone on to receive full England caps. The team first entered the FA Cup in 1872-3, and defeated Crystal Palace 3-2 in their very first game. They went on to reach the final that year, before losing 2-0 to The Wanderers. The following year they went one better, seeing off the Royal Engineers 2-0 with goals from Charles Mackarness and Frederick Patton. Interestingly, this is the only cup final to date when two brothers have lined up on opposing teams, as Oxford’s William Rawson faced his brother Herbert. Perhaps this record is something for Phil and Gary Neville of Everton and Manchester United respectively to aim for. In the next few years, the University continued its remarkable cup success, reaching three more finals but unfortunately failing to lift the famous trophy again.As the advent of professionalism dawned, Oxford naturally declined as a footballing force. Blackburn Olympic’s 1883 victory over the Old Etonians is often seen as a turning point as football ceased to be the domain of the universities and public schools. The University last entered the cup in 1879/80 but the statistics speak for themselves. Oxford have won the FA Cup, unlike established Premiership clubs such as Middlesbrough, Wigan Athletic and Reading. Furthermore, they were losing finalists in no less than four more finals, the same number as the likes of Chelsea, Manchester City and Wolves. Perhaps most impressive is Oxford University’s all-time FA Cup record which reads 30 wins from 45 matches. This is an extraordinary win rate of sixty-six percent and a rate better than virtually every modern team in the land. Who cares if these records were set in an age when crossbars were yet to be invented and when games were played wearing caps and trousers! When watching this year’s competition develop therefore, it might be interesting to look back to a day when Oxford University could boast an all- conquering team of the sort Sir Alex Ferguson or Arsene Wenger could only dream. by Matt Miskimmin References from- ouafc.com, thefa.com, fa-cupfinals.co.uklast_img read more

Harvard and slavery

first_imgHarvard College came of age in the 17th and 18th centuries, a period with values often very different from our own. Slavery — which was legal in Massachusetts until 1783 — is a case in point. Did this dark chapter of American history affect Harvard? Yes.That entanglement is the point of “Harvard and Slavery: Seeking a Forgotten History,” a booklet launched on Wednesday by the Harvard and Slavery Research Project. Involved were 32 students, one faculty historian, and a graduate student. “The history of slavery,” write authors Sven Beckert and Katherine Stevens, “is also local history.”The 34-page study packs into its economical format details of what will be historical surprises to most readers. It reports that three Harvard presidents owned slaves; that slaves worked on campus as early as 1639; that among the first residents of Wadsworth House (built in 1726) were two slaves, Titus and Venus; that slave labor often underwrote the success of Harvard’s early private benefactors; and that the connection between College donations and slave-related industries persisted until the Civil War.Beckert, who has taught a seminar on Harvard and slavery, is the Laird Bell Professor of History. Stevens is a graduate student in the History of American Civilization program.In her research, Jennifer Dowdell (center), an A.L.B. candidate, focused on Peter Chardon Brooks, a major donor to Harvard just before the Civil War.In an email, Beckert said his students — from both Harvard College and the Harvard Extension School — “have spent many hours working in Harvard’s archives to untangle the historical relations between Harvard University and the institution of slavery.” The results include the booklet, funded by the Office of the President; a website; a series of student videos; a video-assisted walking tour; links to parallel projects at Brown University, the College of William and Mary, and other schools; and citations for 25 student papers.“One thing that struck me is the persistent selectivity of historical narrative,” said A.L.M. candidate Robert G. Mann, who this year is a special student at the Graduate School of Arts and Sciences. History often ignores issues that societies themselves ignored in their own times.Mann’s paper and video concern James Perkins, a generous donor to Harvard in the 19th century, whose businesses included slave trading. In his history of Harvard, Josiah Quincy III, who was president of Harvard from 1829 to 1845, wrote that Perkins “was formed on the noblest and purest model of professional uprightness; without guile and without reproach.” Said Mann in an email, “Standards change, and the slave trade was once considered a legitimate form of commerce.”Brandi Waters, an A.L.M. candidate in history, wrote a paper and starred in a video about the role of Harvard’s Warren House in the Underground Railroad that transported and hid escaped slaves. (A trapdoor led to a tiny, hidden basement bedroom.) “The most surprising elements of this history are in the details,” she said.But being part of this research project also inspired Waters as an African-American student. “Having empirical evidence that my ancestors’ unfree efforts were foundational to the creation of Harvard’s dominance, that it wasn’t possible without them,” she wrote in an email, “helps me find my place in what’s typically known as a history of great men.”One of those men was the subject of a paper by Jennifer Dowdell, an A.L.B. candidate. It focused on Peter Chardon Brooks, a major donor to Harvard just before the Civil War. She said he retired at 36 on profits from commodities linked to slave labor in the West Indies, including tobacco, sugar, molasses, and cotton. “As we celebrate the 375th anniversary,” wrote Dowdell in an email, “let’s not forget the importance of recognizing our history at this prestigious University and acknowledging that a portion of that privilege came from the work and lives of slaves.”Slaves died tragically nearby too. Harvard Extension School student Jim Henle wrote about the execution of slaves “Mark and Phillis” in 1755. He was hanged, and she was burned at the stake — so close to the College that smoke from the fire drifted over Harvard Yard. Henle’s video at the site of the former “gallows lot” in North Cambridge is an example of the largely forgotten local spaces involving slavery.Alexa Rahman ’12, a history concentrator with a secondary in economics, wrote a paper and did a video on Edwin Farnsworth Atkins. Atkins’ onetime slave plantation in Cuba, called Soledad, was donated to Harvard as a botanical research station. It’s “now a popular tourist site,” she wrote in an email. But it was also the locus of an early, uneasy rumination on slave-trade legacies. Harvard botanist Oakes Ames (1874-1950) visited the site of the Harvard Experiment Station in 1903. He was inspired by the tolling of a plantation bell to muse on the “awful reality” of the slavery that had ceased there just 15 years before.“This essay has been an effort to hold Harvard, and all of us who enjoy its unparalleled intellectual resources, in the uneasy moment of the bell,” the booklet says, “and not slip too quickly into the calming righteousness of moral hindsight.”The Harvard and Slavery Research Project involved 32 students, one faculty historian, and a graduate student.last_img read more

Blankets to warm the heart

first_imgThis is one of a series of Gazette articles highlighting some of the many initiatives and charities that Harvard affiliates can support through the Harvard Community Gifts campaign. Until Dec. 7, faculty and staff can choose to donate by payroll deduction, or may elect to give by check or credit card through Jan. 15.When Madeline Meehan makes her annual donation to Harvard Community Gifts, she won’t just be providing handmade blankets to sick children, she’ll also be helping her mother’s labor of love.“My mom has always loved knitting, crochet, and children,” Meehan said. “She connected those dots when she created We Care Blankets, a nonprofit charity that provides handmade, colorful blankets to children who are going through chemotherapy.”A few years ago, Meehan, who is the director of events for Campus Services, realized that her annual donation to Harvard Community Gifts could benefit her mother’s nonprofit organization. “I called the human resources office at Harvard to see if I could get my mom’s charity added to the list,” she said. “They were completely accommodating, and so ever since, I’ve been able to make a tax-deductible donation that goes to her nonprofit — and the donation goes straight to shipping blankets to various hospitals all over the Northeast.”In addition, Meehan’s mother, Tamara Baker, said that her daughter’s contribution has allowed her to ship blankets to two Harvard-affiliated medical facilities, Massachusetts General Hospital and the Dana-Farber Cancer Institute.“Almost all of our funding goes to yarn for our volunteers, who donate their time, love, and art to make all of our blankets,” said Baker, who lives in Long Island, N.Y. “Until Madeline started to contribute, either I or another volunteer would actually drive a car full of blankets up to the Massachusetts area and drop them off in person — we just never had the extra funds to ship them. But when Madeline began to contribute, and with the help of a local shipper, we are now able to send our beautiful blankets to children in Boston.”Baker’s nonprofit is just one of 500 local and national charities that receive donations from Harvard Community Gifts every year, with donations totaling $500,000 last year alone. Through Dec. 7, employees may sign up to make their donation through 2013 payroll deductions, allowing smaller payments spread throughout the coming year, at the Harvard Community Gifts website.“Donations from Harvard Community Gifts enable us to reach out to more children in the Boston area and other parts of the country,” Baker said. “This funding helps us to reach out to more and more children with cancer, and provide love, support, and comfort to them at a very critical time. It is amazing when you see a child who is so sick, and yet manages a smile when they receive one of our blankets. It is such a powerful thing to know that you have brought comfort to a sick child — to know that they feel that they are not alone.”For Meehan, being able to contribute to her mother’s cause is a source of pride and love. “My mom has the biggest heart in the world,” Meehan said. “It’s such a great cause, and it’s so rewarding to be part of what she does. It’s wonderful to be able to contribute to her life’s work and her labor of love through Harvard.”Harvard has established a user-friendly website where individuals can select their charity and donation amount. For more information and to make a donation, visit the Harvard Community Gifts website. You must have a Harvard ID to access the site.last_img read more

Growing connections

first_imgAllyson Sandago, leader of Troop 1344, said she was grateful her girls were among the first beneficiaries of what she hopes will be a sustained effort.“This is science, hands-on, in real life. This year we have a very specific requirement and the farm lessons are a natural fit to round out our experience going into sixth grade,” Sandago said. “They need to have their hands out in the world so they can value it.”For Goodchild-Michelman, “Seeing the smiles on the girls’ faces — and seeing a couple of them really understanding those scientific and ecological concepts — made me happy.”“In the end, that’s really what the project is about — reaching a lot of people, but also improving the lives of each individual student,” she said. First-year used summer program to teach Arabic language and culture to young students A summer of helping Related Service time, and the living is easy SPARTANBURG, S.C. — Girl Scout Troop 1344 stood in a circle at Hub City Urban Farm, each sixth-grader wearing a different sticker on her T-shirt that identified her as a particular part of the ecosystem (sun, water, rock, lettuce, birds). Ignoring the steaming midday temperatures, they gleefully passed around a ball of orange rope and considered their interconnected roles in the complex web being formed.“Lettuce needs water to grow,” said one girl, handing the rope to another.Leading the lesson was Izzy Goodchild-Michelman ’23, who instructed the scout acting as “water” to let go of her part of the rope. It caused the entire web to lose its shape.“Everything starts to fall apart in the ecosystem even if just one part disappears,” Goodchild-Michelman said.The activity, followed by a scavenger hunt and an erosion-solution engineering challenge, was part of Goodchild-Michelman’s project for Service Starts with Summer, the College’s new initiative for incoming first-years to engage in their own communities before starting their College careers. The 18-year-old South Carolina native spent six weeks working for the farm, revamping the educational Seed to Table curriculum that serves elementary and middle-school students.“I love South Carolina, but there are a lot of things we need to work on in our educational system. There’s really a lack of funding,” she said. “I experienced that to some extent … but I was able to get reinforcement outside of the classroom. Not every kid is that lucky.”For Seed to Table, Goodchild-Michelman paired her lifelong love of environmental science with a growing interest in food insecurity. Northern Spartanburg County is a food desert, and Meg Whiteley, Hub City Urban Farm’s manager and Goodchild-Michelman’s supervisor, said some impoverished residents need to take multiple buses about 90 minutes just to get to a grocery store.“For a lot of the residents here in a low-income bracket, they are reliant on walking or buses. To get to one they have to change buses three times so if you’re talking about buying fresh produce or frozen food or cold meats, it’s not feasible. To have a varied diet with those limitations is really a struggle. That’s one of the reasons we’re here.”,Though it spans less than half an acre, the Hub City Urban Farm reaches mightily. Last year, it produced 1,800 pounds of produce, twice the prior year’s yield. Additionally, all of its organic fruits and vegetables, from tomatillos and okra to melons and pawpaw, sell on a mobile truck that visits 15 sites each week. On a hot evening last month, the mobile market visited the local YMCA, where customers purchased okra, potatoes, and peaches (buy two, get one free).Goodchild-Michelman helped out with day-to-day crop maintenance at the farm but spent the bulk of her 80 required volunteer hours writing grants to fund the lessons and making sure Seed to Table met South Carolina educational standards. For guidance on creating the science and math activities, she sought advice from her fifth-grade teacher, Mary Ann Stoddard.“The issue was covering the standards, but also it was important [to ensure] that if teachers are going to take their children out of the classroom, they need to know that the lesson needs to be used really well, that it will impact the [students’] learning,” Stoddard said.Stoddard, a teacher at the Pine Street School for 35 years, praised Goodchild-Michelman, who helped launch a mentoring book club, as much for her generosity as for her work ethic.“Isabella has such a passion for learning and science and math and reading. There’s also this desire to impact the community. She sees a vision, and she doesn’t give up,” Stoddard said. “We need people like Isabella who will work hard, and it’s not about them. It’s, ‘What can I do to give back?’” Service in any language College launches Service Starts with Summer Program for incoming first-years Program for incoming first-years offers an opportunity to sample public service last_img read more

How has the real estate industry stepped up safety during COVID-19?

first_img ShareShareSharePrintMailGooglePinterestDiggRedditStumbleuponDeliciousBufferTumblr This post is currently collecting data… COVID-19 is changing the way we do business and how we handle our personal lives. This year, we’ve seen both a global pandemic and record high home sales. How has the real estate industry adjusted to ensure their clients’ safety and peace of mind during the homebuying process?In this blog post, we’ll take a look at some of the safety precautions and alternate approaches to in-person meetings real estate professionals have adopted to facilitate safe transactions during the current health crisis.Going VirtualDigital technology has been one of our strongest allies this year. If we had encountered the coronavirus 25 years ago, there’s no telling where we would be today. Fortunately, living in the digital age has armed us with solutions for nearly every problem we’ve been faced with this year. Transitioning to working from home, helping our kids attend virtual classes, ordering curbside pickup, and shopping online have resulted in consumers across all demographics being far more comfortable navigating digital landscapes.center_img This is placeholder text continue reading »last_img read more

3. Loud thinking: Smart tourism

first_imgDigitization is a term that will certainly mark the tourism sector in the coming years, all under the imperative of smart tourism or Tourism 2.0. The current situation in tourism leads many tourism entities, as well as organizations concerned with tourism, to revise their strategies, see how to invest smarter in the future and infrastructure. Thus, our tourism needs to undergo a certain transformation in order to use its potentials and resources more wisely. ZOOM Event – 3. LOUD THINKING – Smart Tourism by HrTurizam But we are often unaware of what digitalization of tourism itself means? What are these processes? What are the concrete examples and implications of digitalisation of tourism? How can digitalization help us in business, be it a hotel, an apartment or a destination? Although in Croatia we cannot boast too much about the digitalization of our tourism, except for positive individual examples, and not unfortunately destination ones, we are still the first in the world in one digital process. And this is the well-known eVisitor system. Great start, but as the saying goes: One swallow doesn’t make spring. All these issues, as well as many others, will be opened through 3. Loud thinking Smart tourism that will take place 19.5. at 11am via Zoom and FB Live, where our interlocutors will be Ivan Ilijašić, director and founder of Orioly i Goran Mrvoš from Infosit. Together we must be part of a new tourist paradigm and digital transformation, so that we can build a better and smarter Croatian tourist story. Because a destination is not made up of one subject, but we are all a destination. We want to demystify this story a bit and see what smart tourism is, how small tourism companies can use technology and improve their business, but also how destinations can finally simply launch their content and better represent it to the local and global market and how to do it. include those who actually work in tourism. One of the goals is to show how to simply start building a smart tourism strategy and how a strategy can be developed that can yield results in shorter periods. Expect examples from practice, both from Croatia and abroad, and how we can apply the same ourselves.last_img read more

EU looking to ramp-up production of COVID-19 antiviral remdesivir

first_imgGermany has only a few hundred doses of COVID-19 antiviral remdesivir, Health Minister Jens Spahn told European Union lawmakers on Monday, saying he was working to ensure the drug could be produced in Europe.The European Commission, the EU executive arm, said on Monday it was discussing ways of ramping up the production capacity of Gilead Sciences Inc, the US company that produces remdesivir, the only drug granted a conditional marketing authorization by the EU for its use in COVID-19 patients.”We do not have a huge inventory now, (it’s) a few hundred doses that we have,” Spahn said at a video-conference hearing organized by the European Parliament. Germany is the EU’s largest country and currently holds the EU presidency. Last week Spahn said Germany had sufficient reserves of remdesivir to treat the limited number of COVID-19 patients the country currently has.He said boosting the drug’s availability in Europe was not only a matter of acquiring doses from the company, but also of moving production to Europe.Concerns over the availability of the drug increased after the US Department of Health and Human Services (HHS) said last week it had secured nearly all supplies of remdesivir over the next three months.A spokesman for the European Commission told Reuters that on Monday the EU executive had talks with Gilead about its production capacity, but declined to elaborate as discussions were confidential. Last week Brussels said it was in talks with Gilead to obtain doses of remdesivir for the 27 European Union countries.Spahn urged Gilead to guarantee sufficient supplies to Europe.”We expect from an international company like Gilead that you cannot just wish for access to the EU market and high prices for other products. I also expect supplies to Europe and into the European Union,” he told lawmakers.Spahn said he had discussed the matter with the US health secretary and with Gilead.France’s drugs regulator told Reuters on Monday it had taken steps with Gilead to obtain sufficient doses of remdesivir.The Netherlands’ health ministry said the country had sufficient doses of the drug at the moment, and Gilead had agreed to increase supplies in the near future. Topics :last_img read more

Investigators Searching For Answers In Aurora Shooting

first_imgAURORA, Ind. – Detectives are continuing to piece together an incident that led to one man being shot in Aurora.The victim was shot Wednesday night and taken to Dearborn County Hospital before being aircared to University Hospital in Cincinnati. The victim was treated and released as the injury is not considered life-threatening.According to the Dearborn County Register, authorities found evidence that is being processed at a crime lab.Police have not ruled out the possibility of the account given by the victim, alleging an attempted robbery and shooting, or the potential of a self-inflicted wound, the newspaper reports.last_img read more

Deery Series returns to 34 Raceway for 500th event, Arnold Motor Supply Dirt Knights join Saturday show

first_imgDeery Brothers Summer Series top 20 point standings – 1. Andy Eckrich, Oxford, 412; 2. Joel Callahan, Dubuque, 395; 3. Matt Ryan, Davenport, 386; 4. Curt Martin, Independence, 372; 5. Jeremiah Hurst, Dubuque, 368; 6. Joe Zrostlik, Long Grove, 357; 7. Darrel DeFrance, Marshalltown, 345; 8. Justin Kay, Wheatland, 314; 9. Dalton Simonsen, Fairfax, 301; 10. Andy Nezworski, Buffalo, 298; 11. Jeff Aikey, Cedar Falls, and Gary Webb, Blue Grass, both 267; 13. Brian Harris, Davenport, 243; 14. John Emerson, Waterloo, 227; 15. Chad Holladay, Muscatine, 203; 16. Tommy Elston, Keokuk, 196; 17. Tyler Bruening, Decorah, 187; 18. Terry Neal, Ely, and Eric Pollard, Peosta, both 163; 20. Nick Marolf, Moscow, 159. Spectator admission is $20 for adults, $18 for seniors, military and students, and free for kids 10 and under. Pit passes are $35. 34 Raceway also hosted the 300th Deery event, on Sept. 15-16 of 2006, and the 400th series event, on Sept. 2, 2012. Pit gates open at 4 p.m. and the grandstand opens at 5 p.m. Hot laps are at 6:30 p.m. with racing to follow.  The winner of Saturday’s Arnold Motor Supply Dirt Knights Tour feature for IMCA Modifieds, the first AMS event held at West Burlington, earns $1,541 along with a Fast Shafts All-Star Invitational ballot berth. A top prize of $2,000 is at stake Saturday. Eight different drivers have won the nine events held so far this season; Andy Eckrich of Oxford remains the point leader while Darrel DeFrance of Marshalltown brings his perfect attendance streak of 499 consecutive events to town.  “It is hard to articulate what it means to have run 500 Deery Brothers Summer Series events spanning four different decades,” said Tour Director Kevin Yoder. “It is appropriate that 34 Raceway will host it, as some of the more significant milestones in series history have taken place in West Burlington. It promises to be a special night.” The 500th event in Deery Brothers Summer Series history will be held Sept. 21 at West Burlington. Touring IMCA Late Models have made 50 previous visits to 34 Raceway, including the first-ever series race on April 11, 1987.center_img WEST BURLINGTON, Iowa – A milestone 33 years in the making will be celebrated Saturday night at 34 Raceway. Five thousand dollars has been added to purses for IMCA Sunoco Stock Cars and Karl Kustoms Northern SportMods. Those features pay $1,441 and $1,041 to win, respectively.  Arnold Motor Supply Dirt Knights Tour top 20 point standings – 1. Richie Gustin, Gilman, 276; 2. Joel Rust, Grundy Center, 242; 3. Kelly Shryock, Fertile, 226; 4. Kyle Brown, Madrid, 207; 5. Kollin Hibdon, Pahrump, Nev., 204; 6. Cody Laney, Torrance, Calif., 203; 7. Corey Dripps, Reinbeck, 182; 8. Brock Bauman, Eureka, Ill., 167; 9. Al Hejna, Clear Lake, 141; 10. Chris Abelson, Sioux City, 126; 11. Tim Ward, Harcourt, 125; 12. Ethan Dotson, Bakersfield, Calif., 122; 13. Cody Bauman, Eureka, Ill., 113; 14. Ricky Thornton Jr., Adel, 107; 15. Ryan Ruter, Clear Lake, 93; 16. Todd Shute, Norwalk, 92; 17. Travis Hatcher, Honey Creek, 88; 18. Jordan Grabouski, Beatrice, Neb., 78; 19. Jeremy Mills, Britt, 77; 20. Josh Most, Red Oak, 73. More information is available by calling 319 752-3434 and at the 34raceway.com website. The Saturday race program will be broadcast by IMCA.TV. The rescheduled Gangbusters 41 special, held in honor of the late Jim Oliver Sr., grandfather of IMCA driver John Oliver Jr., shares the Saturday card with the Deery Series and AMS Dirt Knights.  Completing the program are Mach-1 Sport Compacts.last_img read more