Sunday Spotlight - "Transition"

As we move from the bright sunlight of the day into the moonlight hours, the blend is beautiful. The sun gives us something to remember about the day, and gets brighter and brighter. Transition.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2010, Steve Hoffacker. All Rights Reserved.

Keep Going

In the Winter Olympics, I have seen several contests where one of the participants made a mistake - an equipment failure, a miscalculation, or a fall. That seemingly spelled doom for them, but they got back into the competition as soon as they could and continued on. No one got first place from doing this, but some placed very high. The alternate was just giving up and not finishing at all.

We can learn from this that getting back in the game and not giving up is the key to success. When we stumble or falter. we just need to make whatever adjustments are necessary and keep going.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2010, Steve Hoffacker. All Rights Reserved.

Thursday's (Or Friday's) Thought - "Instinct"

Thursday's (Or Friday's) Thought: Instinct. Each spring these tiny flowers bloom - year after year. No one tells them how, they just know what they are supposed to do. In sales, we should know what to do instinctively as well.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2010, Steve Hoffacker. All Rights Reserved.

Photography displayed is original composition and artistic expression of Steve Hoffacker, and as such is copyrighted. Photos are in their original digital image state and have not been cropped, edited, or enhanced in any way.

Inches

With the Winter Olympics competitions being so closely contested - where thousands of a second or fractions of an inch can mean the difference between a podium finish or disappointment - we can see how often the winning edge is just the tiniest of margins.

In sales we need to be similarly prepared to take advantage of any opportunity in a sales presentation that presents itself to us – no matter how small or noticeable. We don't deal in such precise measurements, but we often succeed by being aware of an opportunity and not missing or overlooking it.

In my podcast message today, "INCHES," I discuss how being alert and ready can sometimes mean the difference in whether a sale is made.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2010, Steve Hoffacker. All Rights Reserved.

Congress Doesn't Get It

Tomorrow's "Health Care Summit" is a major victory for President Obama, regardless of the outcome. He has succeeded in keeping the discussion centered on health care reform, the supposedly millions of people uninsured, and the health care crisis - all concepts he invented.

The American people have spoken. They do not want "health care reform." They want health care access reform - big difference. They are talking about serious competition to drive down rates, no more limitations on where a company can offer coverage, and tort reform to eliminate nuisance law suits and remove these huge jury awards.

The President has won because Congress is still reading from his play book. Even the Republicans are talking about health care reform - although many of their proposals are in line with reforming access.

Congress does not get to enact anything about health care - the Constitution doesn't allow it. Oh, I know they have in the past. The Constitution doesn't allow it. They can regulate and address interstate commerce, so go ahead.

Let the term "health care reform" go away. That's not what we want, not what we have been talking about, and not what it permitted.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2010, Steve Hoffacker. All Rights Reserved.

The Importance Of Focus

Try taking a picture - have it framed just right, get the lighting the way you want it, compose the scene, and push the shutter release. A recipe for a perfect photo except for one thing - didn't check the focus. Some cameras won't let you take a picture unless it is in focus, but only some part of the picture needs to be in focus - maybe only something in the background. This can still produce fuzzy results for the main subject.

Not paying attention to the focus is a good way to get disappointing results in photography. It works that way in sales also.

Failing to focus on the preparation, on learning about the needs of the customer, on keeping the competition in mind, and explaining how well you can meet those needs can lead to a presentation that is slightly off - out of focus. One that doesn't hit the mark. This is one way sales are lost.

Don't push the shutter on your presentation until everything is in focus and exactly the way you want it.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2010, Steve Hoffacker. All Rights Reserved.

Full System Scan

As I was running a full system scan of my computer, it reminded me that we need to do the same thing in our lives and businesses. Is there anything out of order? Any viruses or spyware sneak into our lives that we don't know about? Any negativity?

We need to evaluate where and how we spend our time to see if we are in balance and how efficient we are. What is our level of effectiveness? Time to tweak the system for better results.

We may need to eliminate or adjust some things in our businesses or our lives..

In my podcast message today, "FULL SYSTEM SCAN," I discussed the wisdom of making such a system scan.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2010, Steve Hoffacker. All Rights Reserved.

Sunday Spotlight - "Cheerful And Free"

Free to bloom and grow and live and create joy to those around us. To make a difference.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2010, Steve Hoffacker. All Rights Reserved.

Photography displayed is original composition and artistic expression of Steve Hoffacker, and as such is copyrighted. Photos are in their original digital image state and have not been cropped, edited, or enhanced in any way.

America Lost A Great Patriot Today

Many of us are patriots. Few of us are 4-star generals.

General Alexander Haig was both. He died today.

He ran for President and served several Administrations, but just look on his military achievement and service to our country.

Throughout American military history, there have only been but 175 4-star generals in the US Army.

George Washington was first. Alexander Haig was number 94, becoming so in January, 1973.

Many of the names from military history that we might recognize are among the 175, but not all.

None attained this rank during the Civil War although Grant and Sherman did afterwards.

Names that you might recognize that are on the list are William Westmoreland, Creighton Abrams, John Pershing, Dwight Eishenhower, George Patton, Omar Bradley, George Marshall, Douglas MacArthur, Colin Powell, Wesley Clark, Norman Schwarztkopf, Tommy Franks, David Patraeus, and Stanley McChrystal.

It is a very elite group.

America, we lost a special servant today.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2010, Steve Hoffacker. All Rights Reserved.

Stretching

Just as the Winter Olympic athletes have had to stretch to train and develop their muscles, minds, and bodies to handle the routines they execute, we must adapt and stretch to remain competitive in our markets. Nothing remains static, and if we want to grow and lead the way, we must stretch our abilities.

We need to stretch and develop our skills and ideas to adapt to changing markets and technology. This is not a change in core values and attitudes but an expansion of our abilities and stamina. It one of the hallmarks of being a professional.

In my podcast message today, "STRETCHING," I discuss why we have to stretch and expand our competency and our business outlook.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2010, Steve Hoffacker. All Rights Reserved.

Thursday's Thought - "Reflection"

Thursday's Thought: Reflection. All of us have an inner side that we don't share with the world and the outside that people around us see. The question is how close is what people see to what we really are like on the inside? How close is the reflection?

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2010, Steve Hoffacker. All Rights Reserved.

Photography displayed is original composition and artistic expression of Steve Hoffacker, and as such is copyrighted. Photos are in their original digital image state and have not been cropped, edited, or enhanced in any way.

Mt. Vernon Statement Is A Good Start

Today, we took another in the fight to reclaim the values that have made our country so great over the years. The "Mt. Vernon Statement" was signed - a "Declaration-of-Independence-style" sheet of paper that details many conservative principles and the commitment to follow the Constitution as the guide for American governance and prosperity.

The document is great for all of us in business and reads in part:

• It applies the principle of limited government based on the
  rule of law to every proposal,
• It honors the central place of individual liberty in American
  politics and life.,
• It encourages free enterprise, the individual entrepreneur, and
  economic reforms grounded in market solutions.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2010, Steve Hoffacker. All Rights Reserved.

Practice With A Purpose

Just putting in the time is not the same as practicing. Sure, it's repetition, but it's not effective. It is not done with the goal of improvement in mind. Just continuing to do something without making adjustments just reinforces the bad habits that we have.

If I "practice" hitting a tennis ball for an hour and I hit it into the net every time, did I really accomplish anything? Did I get any better? I practiced. I put in the time.

We have to learn from what we are doing to become better. This is practice with a purpose.

As I watch the performances of the Olympic athletes, I see how easy they make it look that, and I know that there are years and years of dedication and practice behind those performances to make them look that easy and that good. It is not just long hours but practice with the goal in mind.

In my podcast message today, PRACTICE WITH A PURPOSE," I pay tribute to the long hours of effective practice that go into any endeavor to make it good.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2010, Steve Hoffacker. All Rights Reserved.

A Mixed Day

Today was President's Day - a holiday for some and a workday for many. It had the feel of a weekend day. Schools were out, the banks were closed, and there was no mail delivery. There weren't as many cars on the road. This was noticeable. Still, I had to stop at nearly every traffic light. UPS delivered, people that you didn't expect to be working called or emailed. It was a mixed up day. Got more done than we might have thought.

We all need days like this occasionally - ones where the pace is slower, where no deadlines are looming, where we feel that we have a little breathing room.

Tomorrow will seem like a Monday to some and a regular workday (Tuesday) to others. By Wednesday, it'll be a regular workday for everyone (unless you're normally off on Wednesday anyway).

It was a nice day to have a extra cup of coffee and take things a little bit slower.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2010, Steve Hoffacker. All Rights Reserved.

Sunday Spotlight - "On Fire"

Start the week with a firey spirit - be bold and have a great week.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2010, Steve Hoffacker. All Rights Reserved.

Photography displayed is original composition and artistic expression of Steve Hoffacker, and as such is copyrighted. Photos are in their original digital image state and have not been cropped, edited, or enhanced in any way.

Going For Gold

With the Winter Olympic Games getting underway, I see a parallels between Olympic athletes and salespeople. Both go all out for the ultimate prize - the gold medal or the sale. Just competing is not enough. Going out there to win each time is the motivation. We don't always win, but we approach each event as if we can.

The dedication, the training, the preparation, and the persistence required for both can mean the difference between success and not. We always try to win.

In my podcast message today, "GOING FOR GOLD," I discuss having a winning attitude.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2010, Steve Hoffacker. All Rights Reserved.

Information Overload

Ever have one of those days when you learned so more than you expected - to the point of barely being able to grasp it and process all of it?

Today has been a day where I some truly wonderful experiences. I learned so many things today and came up with so many ideas as a result that I am racing to write everything down and act on it before I forget it.

These days don't come often, but when they do we need to recognize them and be ready for them - and we have to take action on the ideas now.

When we have epiphanies ("light bulb" or "ah-ha" moments) we can't ignore what we learned or experienced.or put off using the information.

Here's wishing such a day for you.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2010, Steve Hoffacker. All Rights Reserved.

Thursday's Thought - "Potential"

Thursday's Thought: Potential. All of these boats in port. All of the masts at the ready but without sail - the picture of potential. Same with us, we have such potential  to use - but not as long as we remain in port.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2010, Steve Hoffacker. All Rights Reserved.

Photography displayed is original composition and artistic expression of Steve Hoffacker, and as such is copyrighted. Photos are in their original digital image state and have not been cropped, edited, or enhanced in any way.

Routine

Routine is a normal part of our day. There are certain ways we approach many of the things we do on a daily basis. Nevertheless, routine doesn't have to mean boring or monotonous. We can add some enthusiasm to even routine events.

We should look for ways to spice up our daily routines to make them more interesting and pleasant.

While we may need some structure in our sales presentations, this routine can just be the framework and still allow us to add creativity and freshness of each new encounter to keep us excited about our day.

Listen to my podcast message, "ROUTINE," as I discuss this.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2010, Steve Hoffacker. All Rights Reserved.

Washington Snow Job

As you probably know, Washington, DC has been experiencing a lot of snow. It snowed over the weekend. It snowed again today. Much of the town has been shut down all week.

As a matter of fact, this is the most snowfall in a winter season ever for the Capital - dating all the way back to the 1870s. Hardly global warming.

Jay Leno had a great one-liner tonight to describe the snow. He said that "Washington hasn't seen a snow job like this since the Stimulus package."

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2010, Steve Hoffacker. All Rights Reserved.

Consistency

I was disappointed with most of the Super Bowl ads that ran last night. I had hoped for more but really didn't expect it. This typically is a colossal waste of money for most companies.

This is because most try to be cute or over-the-top for their own sake rather than committing to be really memorable to promote their brand. As a result, there weren't any commercials last night that I really can't wait until they run again and only 3 or 4 that I would be OK watching again. The rest are all throwaways - at $2.5 million each.

With such a premium venue as the Super Bowl, why risk being silly or forgettable when your brand may not survive the risk? I will never use or recommend some of the brands that took this gamble.

Consistency and commitment to the brand is more important that just being creative.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2010, Steve Hoffacker. All Rights Reserved.

Super

Tonight, the Super Bowl game in being played in Miami, but there really are two stories here. One is the game and all that goes into it. The other is the famous commercials.

As for the game, both teams have had two weeks since the Conference Championships to prepare for today. Prior to that, they had the entire season.  As important as preparation is for tonight's game, mental conditioning is as important. With all of the anticipation, jitters, and distractions, it's easy to lose focus and try too hard or execute fundamentals poorly.

For the Super Bowl commercials, only a few likely will be memorable. Last year, there was only one or two that I though were outstanding. Most were mediocre or worse - sad for the amount of money invested and the time poured into the project.

With the 30 second spots ranging in the$2.5-2.8 range, only a few will actually enhance their brand. Most will be a colossal waste of money and we'll wonder why they even bothered.

In my podcast message today, "SUPER," I discuss the game and the commercials. As sales and marketing professionals, let's see what outstanding example are presented and how they enhance their brands.There likely will only be a handful of really good ones.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2010, Steve Hoffacker. All Rights Reserved.

Protecting Your Brand

Toyota this week showed us what not to do when your brand is in trouble. At first, maybe there was some feeling that the media was unduly publicizing something that was not that big of a deal - I mean we've had recalls on all types of products before, including cars and trucks. I've received several recall notices on my bvehicles over the years, and it was never front page news.

Coupled with the fact that the US owns two competing car companies, this looked like it was maybe just a ploy. Then it became a real issue as Toyota executives acknowledged the recalls and the safety issues.

CEO Akio Toyoda said yesterday that their customers are number one and that everything they do is for the customer, yet he did not announce or address any issues with the Lexus or say what steps would be taken with the Prius and other models. In fact, he said they were still looking into some of the safety issues and hoped to be able to announce a resolution soon.

This is not what the public wanted or needed to hear. They deserved to hear that elaborate and immediate steps were being taken to resolve these issues - perhaps even replacing cars or extending warranties or other out-of-the-box solutions.

Remember the Tylenol scare a few years back? They took immediate, decisive action and pulled all of their products from the shelves. They were not at fault, but they made sure that no one would accidentally get a tampered product. Sure they suffered a black eye - that healed rather well. They suffered a short-term loss in business as their product was absent from the marketplace. But they came back. The public respected what they did.

Toyota has a ways to go to show that they really do have their customers best interests in mind - now and for the longer-term. They have spent years becoming a major auto retailer. It's surprising to see their slow response in publicly addressing or explaining the issues. Consumer confidence, as well as their brand, could suffer.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2010, Steve Hoffacker. All Rights Reserved.

What Is A Small Business?

What's a small business? We're a small business - you and I. Small businesses survive for themselves and those they can serve. We employ ourselves - maybe only ourselves, and we provide for ourselves. Sometimes we employ others and provide a livelihood for them and their families.

Congress and the Administration don't understand small business. They wouldn't know a small business if it was having lunch with them in the White House or the Senate Office Building.

They say that they know that small business are the job creators in this country and then they go right ahead and tax us, pass cap and trade legislation, place onerous requirements on us with their abusive health care package, and hand out bailouts and stimulus dollars left and right. All the while banks won't lend or extend credit, and the President wants to double exports. It's all talk.

Those exports won't happen without businesses to produce the goods to sell to other nations. An economic recovery won't happen through continued - or even new - taxation and regulation.

If government want to know what we - small businesses - are all about, don't ask the unions and don't look to yourselves for the answers. Give us the freedom to be, and we'll show you job growth and economic expansion.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2010, Steve Hoffacker. All Rights Reserved.

Value Proposition

To make a sale of a product or service - or even a cause or organization -  it's important to create a sense of value in what we sell in order to stack up well against the competition and persuade our potential clients and customers that we offer the features and benefits that more than justify what we charge for our products or services.

In my podcast message today. "VALUE PROPOSITION," I discuss how making a sale is directly tied to the value people place on our products and services and how well we connect with them to express this.


For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2010, Steve Hoffacker. All Rights reserved.

On My Honor

The Boy Scout Oath begins with "On My Honor." Many other organization, including The Marines, emphasize honor; but it seems to be expedient in the modern world to do whatever is necessary to get by. We see this in business, politics, and relationships.

In my podcast message today, "ON MY HONOR," I  challenge all of us to commit to living an honorable life - regardless of our daily pursuits. We need to respect ourselves in order for anyone else to have that same regard for us.

If we all took to heart the personal responsibility and integrity that this motto signifies, we would be happier and more successful.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2010, Steve Hoffacker. All Rights reserved.

Elections 2010, Round 2

We remember the Scott Brown win in Massachusetts from two weeks ago. Today, there is Round 2 of the 2010 election cycle. Primaries are being held in Florida and Illinois.

In Florida's 19 District in south central Palm Beach County and northern Broward County,  Congressman Robert Wexler finally decided to resign, but I think he saw his re-election chances as slim. He did not live in the District. How can you provide representation to a District in which you do not reside? You can't.

Ed Lynch is holding a very slim lead as the Republican candidate and really advances the small government, free enterprise spirit that is so refreshing to hear. The genral election is in April, and the November election is still in play regardless.

In Illinois, congratulations to Congressman Mark Kirk for winning today's Senate primary in the first step to take the seat vacated by Barack Obama and currently occupied by Roland Burris.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2010, Steve Hoffacker. All Rights reserved.

Don't Let Up

Today, the President unveiled his massive budget with many proposals for tax increases, job creation, and supposed help to small business. The important thing to remember is that we make our own way. Let's not depend on government creating opportunities for us.

Unless we are a government contractor, we should not rely on the government for business or jobs.

We create our own jobs, our own leads, our own business, our own revenues, and our own income, This is the way it should be.

Don't let up. Free enterprise works.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2010, Steve Hoffacker. All Rights reserved.