Spin It Lucky

Imagination of an average individual looks like a variety of TV channels. Imagine your favorite shower gel and the next picture you imagine should b you using it. This image is “recorded” in your memory with the help of smell, and sensations. One image after another composes a short movie that is present on the back of your mind and makes you but the same shower gel every time you go to the store. This simple example shows that with the help of three main factors it is easy to control the processes that make clients buy you product. The first factor is the physiology (respiration, mimics etc.); the other two are speech and perception channels.

The first factor can be shown easily. Just observe the reaction of a client when looking at the product. If he is more or less satisfied, you will see by his reaction. When customer is delighted with what he sees his gestures and mimics will tell you about it. When the customer is satisfied with the way his new sofa was done, you’ll see it even before he or she announces it. His relaxed gestures and active mimics say that he is very pleased with the work. You may be sure that this is his typical reaction on a positive moment in his life and you will easily recognize it the next time. Now a bit about other factors which are not less important. Professionals use a variety of methods that associate with positive. Some of the techniques are aimed at various reactions: to feel free, secure, excited, beautiful etc. All the stylistic arrangement of your thesis sentences makes a picture attractive and effective.

A good salesman knows that it is useless to offer a product itself, but effective to sell benefits a client is going to receive along. For instance: “Our new book will teach you how to become successful in a journalistic sphere”. These small details you have to think about stimulate the perception channels that transmit information to the brains. Every individual has a dominating perception channel he mostly relies on. For some it is sight, for some it is sound. It is of no use to tell a person about the delightful aromas of perfume, if the smell is his dominating channel. The more the better, we say, but the secret lies not in quantity, but in quality. You will not buy a pack of washing powder if you know that a drop of liquid spot remover will do.

There is a story about a joiner that was invited to a villa to repair the favourite chair of the owner. He looked at the chair and just pulled it off the carpet. The client was satisfied. After a solid corporation shareholder received a receipt for a sum of $800 he called the company asking for explanation. “$10 for the necessary action and $790 for the knowledge of what to do” was the answer. Take the information you received in the article into consideration and you will be a successful salesman.

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When I was doing a nationwide training program for senior level Navy managers, I learned a time management secret for staying on time in seminars that has helped me ever since.

It is called block-charting your units for time.

Let’s say you have two hours for your program and 4 units to cover. That looks simple: 30 minutes per unit, right? Not so.

You’ll need a ten-minute break between those hours, so you’re down to 110 minutes of training time.

You’ll need five minutes to introduce each unit, and five minutes to summarize.

You need to provide for questions and answers. Leave 5 more minutes per topic.

And if you want to evaluate the sessions, collect the evaluations, and adjourn, and that will take another 10 minutes.

That means you’ll have 10 minutes per topic to cover all of your basic information.

That, my friends, puts you in a horse race with the clock.

So, the way to stay on top of it is to block it by time:

9:00 Introduce Topic 1
9:05: Lecture Topic 1
9:15: Summarize Topic 1
9:20 Q & A
9:25 Introduce Topic 2
9:30 Lecture Topic 2
9:40 Summarize Topic 2
9:45 Q & A
9:50 Break

10:00 Introduce Topic 3
10:05 Lecture Topic 3
10:15 Summarize Topic 3
10:20 Q & A
10:25 Introduce Topic 4
10:30 Lecture Topic 4
10:40 Summarize Topic 4
10:45 Q & A
10:50 Evaluate Program
11:00 Adjourn

What happens if you get behind schedule?

Quickly, on the fly, you have to recalculate, cutting back here and there to apportion your remaining time so you hit the critical time markers, but reducing the break and evaluation times, as needed.

So, if you’re running 10 minutes late in the first hour, the break gets cut to 5 minutes and evaluation time to 5.

Likewise, if you have robust Q & A, beyond the five-minute allotment, you’ll need to curtail introductory or summary times.

The key is to plan thoroughly, but tightly.

But note, there are two, non-negotiable times in training: your starting and finishing times.

Always, stick to them; it’s one of the earmarks of a professional!

Dr. Gary S. Goodman, President of Customersatisfaction.com, is a popular keynote speaker, management consultant, and seminar leader and the best-selling author of 12 books, including Reach Out & Sell Someone®, You Can Sell Anything By Telephone! and Monitoring, Measuring & Managing Customer Service, and the audio program, “The Law of Large Numbers: How To Make Success Inevitable,” published by Nightingale-Conant. He is a frequent guest on radio and television, worldwide. A Ph.D. from USC’s Annenberg School, a Loyola lawyer, and an MBA from the Peter F. Drucker School at Claremont Graduate University, Gary offers programs through UCLA Extension and numerous universities, trade associations, and other organizations in the United States and abroad. He holds the rank of Shodan, 1st Degree Black Belt in Kenpo Karate. He is headquartered in Glendale, California, and he can be reached at (818) 243-7338 or at: gary@customersatisfaction.com.

A woman walks into a sweet-smelling shop, the product display is exquisite, the perfumes and oils and soaps bright and enticing.

She is approached by a young man. His face is bright, enthusiastic, well-scrubbed. His hair is clean and fragrant, his nails trimmed, his suit pressed, and his shoes polished. Then he opens his mouth and uses words with the sophistication of a back-alley brawler.

The magic is lost. After a few flustered words, a few patent excuses, the woman leaves.

The cash register remains untouched, and the proceeds for the day the same. Hour after hour this tragedy continues.

What tragedy befell this merchant?

Meanwhile, she, still in need of cosmetics and toiletries visits another store in the mall. There the pace is hectic, the display mauled over, and the salesman, despite careful grooming in the morning, now appears disheveled by too much work.

She approaches with hesitation, and her impatience and resistance, too, are stronger.

Seeing her approach, the salesman speaks.

She smiles for the first time that day, the pinched look on her face disappears, the pursed lines around the mouth soften.

Eloquent words flow from his lips, words of courtesy, interest, and charm.

He shows her one product after another, describing the benefits and the magnetism of each in turn.

Soon she is moving swiftly, from one choice piece of soap to another bottle of exquisite scents. She piles up her arms then asks him to assist her to carry more. Together they carry the boxes to the counter. The cash register rings yet again, the drawer is almost overflowing with ill-pressed bills, and the salesman barely has enough time to close it and catch his breath when she has been replaced by yet another eager customer.

Why the good fortune of this merchant?

Business. It is simple. It is the words you use.

Business. It is complex. It is the words you use.

Words create reactions, people buy or refrain from buying because of them.

A product is manufactured. A service is created. A structure is built around them. A strategy is designed to deliver them to the public with the most appeal. Yet without words, no perception is created.

The beautiful product image is not interpreted. The stirring value of it’s content is not appreciated. The elaborate service model is not permitted full execution.

Without words, it is only so much dust. Another product that sits on the shelf, another enterprise that is unvisited, another service that is not sought.

But add words, the right words, and it is as if the dust is now fairy dust. Everything now has a certain magic, a mysterious appeal, an allure that cannot be denied. Even yesterday’s outdated product is perceived with a nostalgic touch and considered a vintage find. The eager hand of the customer reaches for it. Money is exchanged. The cash register rings. The merchant is happy, his face uplifted in a smile, a vision of prosperity glazing his eyes.

What do words do?

They lift up perception.

A product is just another product. Until words are added to it. Then it takes on luster and power and comes into a life of its own.

Heed your words, your spoken words, your written words.

It’s not enough to throw a pitch, to make a broad appeal for interest, to say any foolish thing that comes to mind in a clumsy grope for rapport.

Something else is necessary, the right words; and behind the words, a service philosophy, a genuine desire to be of help.

Business is about words. The right words. The expressive words. The words that lure, dazzle, entangle.

Each person is in a world of their own, a trance of mixed variety, and your product is just another product, until you add the right words to it; then it flies off the shelf, and behind your customer is another, waiting eagerly in line to satisfy the perception that the words she overheard you speak aroused in her.

Business is simple if you use the right words. It’s complex if you use the wrong ones.

Train your sales people with the right words and magic happens.

The rest of the story, the quality, the display, the structure around which the business is molded pale in comparison to the words used to describe the merchandise.

Business is about words.

Whatever the business, regardless of the magnificence of its shape, size, and reach; regardless of its originality, brilliance, and design; deny it the power of words, and like a magnificent ocean liner striking a reef, it will sink like a rock.

Saleem Rana would love to share his inspiring ideas with you. Hunting everywhere for a life worth living? Discover the life of your dreams. His book Never Ever Give Up tells you how. It is offered at no cost as a way to help YOU succeed. http://www.theempoweredsoul.com/enter.html Copyright 2004 Saleem Rana. Please feel free to pass this article on to your friends, or use it in your ezine or newsletter. It’s a shareware article.

Most companies train their customer service representatives to ask questions to solve problems. Cross-selling is extending those existing skills since selling is really nothing more than good problem-solving. At the same time, cross-selling skills can be unique and can be as foreign to customer service reps as another language.

In order to effectively cross-sell through the service channel, start with an assessment of current abilities and comparing them to cross-selling competencies

An employee skilled at cross-selling:

• Views cross-selling as an extension of customer service and a way to solve customer problems.

• While addressing the reason for the customer call, listens and identifies clues to additional customer needs.

• Successfully addresses the customer’s original reason for the call before discussing additional products or services.

• Uses checkbacks to ensure that issues have been addressed, messages understood, and actions agreed to appropriately throughout the call.

• Throughout the call, listens for clues that may identify the caller’s predisposition for cross-selling (both in terms of product/service need AND in terms of receptivity).

• Successfully transitions to cross-selling by asking questions to investigate and/or clarify additional customer needs identified during the call.

• Matches appropriate products/services to meet specific customer needs.

• Positions the customer benefits of these products/services in terms and tone that demonstrate helpfulness to the customer.

• Ends discussion of additional products/services if the customer objects.

• Recognizes buying signals.

• Closes the sale by asking for confirmation by the customer.

Training must provide demonstrations of these skills in action. Charlie Gargaly, customer service master trainer at Entelechy is adamant that the training show the skills being applied by THESE reps in THEIR environment: “Generic training doesn’t work here. Customer service reps need to see ‘one of their own’ successfully demonstrating the skills.” Gargaly recommends using video to capture vignettes of real reps demonstrating the specific skills; use the videos in training to demonstrate and discuss the skills.

However, for training to be successful, two obstacles MUST first be addressed. We must address the predisposition some employees may have against sales. And we must ensure that the product information includes clear and specific benefits. Let’s look at these two obstacles.

Predisposition Against Sales

“I’d rather quit than sell.” “I was hired to help people, not manipulate them.”

The feelings of many customer service reps towards sales are often more violent than those expressed by customers! Clearly, introducing cross-selling training to such an audience would fail quickly and unequivocally. Therefore, a critical initial step is to help customer service reps see cross-selling for what it is (or what it SHOULD be): an extension of providing the best and most complete service to the customer.

Although presenting some of the research findings mentioned earlier might lower the defenses of many customer service reps, metamorphosis happens at two levels. The first is recognition that they themselves have happily purchased items that others suggested; in other words, the customer service reps themselves have benefited from a relevant and timely recommendation made by someone else. The second is the realization that THEY as customer service reps are sometimes the ONLY people who are in a position to provide this helpful information to customers.

It is important for customer service reps to see that positioning products and services that will benefit the customer IS customer service! Of course, if the customer is satisfied and does not need anything else, the rep should close the call without even mentioning any other products or services. However, if the customer service rep could provide the customer better service by matching a product or service to an expressed need, then missing that opportunity is incomplete customer service.

A significant amount of Entelechy’s initial customer service training focuses on helping customer service reps see themselves as the customer’s advocate, someone who has insights and information that will help that particular customer. Through small and large-group discussion, we extend that “customer advocacy” to include an obligation to position relevant and beneficial products and services thereby gradually reducing and eliminating the biases that customer service reps have against sales.

Product Knowledge

Product knowledge is perhaps the most misunderstood element in the cross-selling equation. Companies spend time on product features and functions, yet we all know that customers don’t really care much about those things. They care about benefits. And actually, they really only care about benefits to THEM personally.

For cross-selling efforts to work, customer service reps need training and support (in the form of job aids) that provide easy-to-access product information. Most importantly, the customer benefits of these products need to be specified at the granular level. If a product is going to save time, it needs to be clear WHO is going to save HOW much time. For example, a personal video recorder (PVR) such as TiVo® allows someone who hates commercials (the WHO) to skip 12 minutes of commercials every hour (the BENEFIT).

Customer service reps need to be receptive to potential buyers of a product so when they are listening to the customer on the call, they can pick up specific clues that would lead to specific products. If, during a call, the caller complains that “there seems to be getting more and more commercials on TV” the customer service rep can position TiVo as a product that the customer may find useful.

Another caller may talk about how they’re missing an important part of the game because the video signal is out. After addressing the problem, the customer service rep may position TiVo as a tool to ensure that the customer can replay parts of the game that he missed.

The product training must focus on targeted potential buyers and the specific benefits they would get from the product or service. General marketing messages (i.e., save time, lower costs) and product functions and features do NOT make for effective product training.

Product training without teaching skills – or teaching skills independent of product knowledge – is ineffective. Training that combines product and skills training is the solution.

Conclusions

Cross-selling is rapidly becoming the primary way of increasing revenue for many customers. Done effectively, cross-selling can also increase customer satisfaction and retention. Done ineffectively and you risk losing your only source of revenue.
Cross-selling training needs to combine both product information AND skills practice. If your customer service reps ask questions and position products in the mode of solving customer problems, they’ll make the customer feel taken care of and appreciated. When done right, cross-selling will do more than sell products; it can increase customer satisfaction and retention.

Download your free copy of Effectively Using Cross-Selling and Up-Selling to Increase Revenue AND Customer Service at http://unlockit.com/TS-HPCS.htm and increase the effectiveness of your cross selling efforts.

Terence R. Traut is the president of Entelechy, Inc., a company that helps organizations unlock the potential of their people through customized training programs in the areas of sales, management, customer service, and training. Terence can be reached at 603-424-1237 or ttraut@unlockit.com.

I. Introduction:

Random (adj): a: lacking a definite plan, purpose, or pattern. b: made, done, or chosen at random c: relating to, having, or being elements or events with definite probability of occurrence. d: being or relating to a set or to an element of a set each of whose elements has equal probability of occurrence. [Oxford English Dictionary]

Before commencing deep discussion of the art of “true randomality”, it must first be made clear that true randomness is theoretically impossible by the defining principals of our universe. The definition above clearly defines the paradox that surrounds the concept of randomality when subject to probability. In essence we will claim that “truly random” is the state in which for a given set A, for any i, element in A, i if chosen at random, has a probability of [1/|A|] (where |x| denotes cardinality of the set) of occurrence. This is how we judge the “randomness” of a Random Number Generator (RNG(s)), by its ability to exploit probability; given a set A, a perfect RNG will not repeat an element before the set is exhausted; described as the period of a generator, its point of repetition.

It must be noted that defining a choice as random is a classification that relies on pure ignorance of the causes and events that result in the ultimate choice. With that aside, the philosophical discussion of “true randomness” will be left behind. The remainder of the discussion will judge “true randomness” as stated above; perfect probabilistic distribution over a given finite field. Although such distribution has never been possible with the various algorithms being discussed, (meaning such a distribution could not be perfect on every occurrence of a specific algorithm) relatively good distribution suffices.

I.i Various Uses of Random Number Generators:

Random numbers have a multitude of applications. Of particular interest to this study and intended future studies by the author is Cryptography. Many cryptographic protocols make use of RNGs, particularly, public key cryptography (RSA) and some implementations of symmetric ciphers (DES, Serpent). Besides cryptographic function however, RNGs are used in Simulations, for the realistic recreation of “natural” occurrences; in this case, computer games are qualified as simulations, in which RNGs are heavily used in conjunction with probability weights (Gaussian). They’re also used for integrity testing on various computer applications during development, even hardware tests, such as GPU to memory pipelines on AGP based graphic cards. Among those mentioned are many other uses and purposes for the development and “perfection” of making truly random choices.

I.ii Brief Algorithm Introduction:

Random number generating algorithms come in multiple flavors; these can be separated into two main groups, linear number generators (LNG(s)) and non-linear number generators (NLNG(s)). Each group contains multiple types of RNGs and each of these, have their purpose and uses. It is important to know that although not all generators are made equal, good generators have purposes for which other good generators are not suited to perform.

I.ii.a Linear Number Generators:

Linear Congruential Generators (LCG(s)) deserve first mention purely on the basis of ubiquity. LCGs and their various spawns and modifications are used in various applications. The LNGs in their purest form are nearly as predictable as the Fibonacci Sequence. These are seeded generators that make their “choices” – if that can be said – linearly in the given finite field, based on their seed. The come in more flavors that most other generator types, no doubt, due to the simplicity of modifying the algorithm for specific purposes.

I.ii.b Non-Linear Number Generators:

The Inversive Congruential Generator (ICG(s)) and the Explicit Inversive Congruential Generator (EICG(s)) are the two main focuses in this category. These generators are non-linear (as implied), and therefore are not predictable the way that LNGs are. Also mentioned in the non-linear group is the Linear Feedback Shift Register (LFSR(s)) generator. This generator, although linear, as implied by its name, carries the principles of Non-Linear Generators in its implementation; so much so, that LFSRs closely resemble their non-linear counter parts, Non-Linear Feedback Shift Register generators. The details of the history of Feedback Shift Registers go slightly beyond the scope of this paper however a brief introduction to the principals of feedback functions and shift registers is given in parallel with the LFSR discussion.

II Linear Congruential Generators:

LNGs ultimately generate a sequence of integers between 0 and a given modulus, for the equation Ij+1 = aIj + c (mod m). In this equation, m is used as the modulus, a is a multiplier, and c is an increment. The sequence will repeats within a period of m, where m is usually prime.

The advantage of the LNG is immediately noticed by the equation above; its fast, requiring one multiplication, one addition, and one modulus. This immediately lends itself to explaining its wide uses. This type of generator is used in a multitude of applications for which the nature of the random sequence doesn’t matter, only that it be a different sequence from execution to execution; Monte Carlo simulations for example. The speed and simplicity of the algorithm has also led to the amount of flavors developed for different applications. For instance, the equation above is the same equation that the ANSI C/C++ committee has dubbed for use with these languages, given appropriate values for a, c, and m. Besides the linear equation, there are also:

Quadratic LCG:

Xn = (aXn-13 + bXn-12 + cXn-1 + d) mod m

There are also polynomial LCGs, Truncated LCGs, etc; each of which work on the same principle and are generally predictable and breakable. For example, the standard LCG was first broken by Jim Reeds, and Quadratic and Cubic Generators broken by Joan Boyar.

It should be noted that most modifications to LCGs simply yield worst generators. Since linear generators can only be judged based on their progression through a linear field, and not on a probabilistic survey of a given set, the period of a LCG is of paramount importance, more so than other Congruential generators, even in non-linear fields. There are multiple methods for extending the period of a given generator, however many attempts, unpredictably yield shorter periods. Computing history, both hardware and software, is filled with the “botched” attempts to improve LCGs. Notably, early IBM mainframes with the RANDU routine, using a = 65539, and m = 231 producing a n – dimensional plot in only 11 plane dimensions. There’s also the problem of seeding the generator; each sequence is only as unique as its seed. The Netscape browser’s security was a one point compromised due to the predictability of the chosen seeds in it LCG for which it created crypto-keys.

It is possible to force an LCG to be probabilistically correct, by creating uniform deviations. The problem with focusing on the deviation of an LCG is that a well deviated LCG will have an extended period, but its complexity increases, due to the deviation, sometimes beyond the useful range of LCGs. It is also possible to use deviations normalized in a given interval, such as Gaussian deviations, where the period is lengthened such that every integer in the given field is selected.

III Inversive Congruential Generators and Linear Feedback Shift Registers:

Defined as our non-linear generators, ICGs and EICGs, developed by Eichenauer and Lehn (1986, 1993) are defined by the following congruence:

yn+1 = ayn + b (mod m)

Where, for practicality, m is also chosen as a prime number in parallel to LCGs. These two generators are most notable due to their speed and period efficiency compromise. They produce relatively long periods, in (5 – 10x average) more time, than LCG.

III.i Linear Feedback Shift Registers:

LFSR generators are of more relevance here, as a suitable alternative to LCGs for cryptographic applications. Shift registers work on the concept of generating on the bit level, instead of in a base 10 finite field. They address the problem of creating uniform distribution of single random bits, with 0 and 1 equally probable.

LFSR generators are made up of two parts, the shift register and the feedback function. The shift register is the bit sequence, in which the size of the shift register is determined by the length of its bits. When bits are needed, the register is shifted 1 bit to the right, and the left bit is computed based on the remaining bits in the register. The simplest method of representing LFSRs feedback function is the XOR of key register bits. The method used by the feedback function is called tap sequence.

It’s obvious, that an n-bit LFSR can be in 2n -1 states; noting that the size of the register denotes its length. Therefore, a 4 bit register (1111 would be called a 4 bit register, based on the cardinality of the register, rather than the value of the high order bit, base 10) would yield 24-1, or 15 unique states. With an output sequence of the least significant bits following the shifts, the size of the register defines a period or 2n – 1 bits before repetition, therefore yielding a base 10 value of 22**n -1 as maximum value, and period. In order to reach this maximum period, a primitive polynomial must be formed by the tap sequence, where the degree of the polynomial yields the length of the shift register.

III.i.a Primitive Polynomials in Linear Feedback Shift Registers

A primitive Polynomial is defined as an irreducible polynomial P of degree d in [Z/p[x]] (denoting finite field of p[x] in Z) is primitive if P divides xd – 1 but does not divide xi – 1 for any integer i with 0 < i < d. Therefore, a polynomial P of degree d is primitive if and only if:

xn = 1 mod P

but,
xi != 1 mod P for 0 < i < d

It is not necessary to check all smaller exponential values than d, but only possible values from the divisors of degree d.

There is no easy method for generating primitive polynomials modulo 2 for a given degree. Therefore, choosing random polynomials and testing if its primitive is the most used method.

III.i.b Maximizing and Reaching the Period of an LFSR

As stated above, the period of any LFSR is based on the size of the shift register; the size of the shift register is based on the degree of the polynomial, therefore the period of the LFSR is determined by the polynomial used. Primitive polynomials are necessary here because if the polynomial used is not primitive, the period will be shortened, and there may be bad states which may shorten the period further. Therefore choosing a primitive polynomial is of dominant importance to any LFSR.

Given the polynomial, x8+x4+x3+x2+x which is primitive modulo 2, a maximal period can be produced. The first exponent is the length of the shift register, and all exponents except 1 and 0 are used to specify the tap sequence by the feedback function, where low degree terms correspond to the left most register bits. Therefore, in a given 8-bit shift register, a new bit is generated by XORing the 8th, 4th, 3rd and 2nd bits of the register together. The LFSR that results from this polynomial will have a precise period of 28-1.

Linear Feedback Shift Registers are found in many places, such as in Ueli Maurer’s Fast Prime Generation routine, but most commonly in the stream-cipher domain of cryptography. Therefore the propagation of primitive polynomials is important to success of such ciphers. The polynomial used in LFSRs is as important as the seed used in a LCG. Just as LCGs are cracked by deterministic seeds, LFSRs are also cracked by many organizations, based on the use and reuse of deterministic primitive polynomials. It should also be noted that the algorithm itself is completely linear when sequential bits are taken into account, however its implementation in software makes in non-linear. By running simultaneous LFSR applications (32 for a computer with a word size of 32) nonlinear sequences can be produced; rather, seemingly nonlinear, described as a large linear complexity.

IV Discussion:

The Linear Congruential Generators we presented here for an ease into the concept of random number generation, and for study of a variety of methods of generation. However, in the domain of cryptography, LCGs are all but irrelevant. LFSR, and their “cousins” Non-Linear Feedback Shift Registers are of more relevance to the authors interest. Besides the methods described above, another interesting method of generating random numbers are also worth brief mention.

Symmetric block ciphers are also capable of producing randomality. Beginning with block product ciphers like LUCIFER and DES, the use of block ciphers to produce random bits, although many times slower than LCG and even LFSR, yields considerably random bit sequences. The more recent successor to DES, AES (Rijndael algorithm) and even the runner up contender to AES, Serpent, have also been used for the generation of random bits.

Essentially, the philosophical debate of the concept of randomality displays the obvious difficulty in constructing a truly random algorithm. The fact that most random generation algorithms are based on random sequences, be they number sequences or bit sequences, undermines the term random from the very first line of code and comments justifying its feasibility. However, random sequences are frequently used, and make amply use of the ignorance factor. As long as new methods of seeding and new primitive polynomials are found, for which we have an infinite supply, the number generators above will remain in use. The possible existence of a truly random number algorithm is questionable, but with many algorithms and sequences still remaining unbroken and uncharted, that existence cannot be denied.

Karim is a young American expat currently residing in Europe after completing a BFA in Fine Arts in America and a MSc in Computer Science in the UK. He currently runs a number of businesses based in Europe including http://www.investmentsinbugaria.com, http://www.homemediabg.com, http://www.novaluxe.com, with Bulgaria as the primary market.

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When I entered the term Patriotic into the Google search engine I was met with
14,200,000 patriotic web site results and 140,000 patriotic images. To my surprise,
most of these results were decidedly American. With the World Wide Web being
just that – world wide, why is it then that there is so much content on the
Internet related to American Patriotism?
Even before the horrors of September 11th, Americans were a vocal force on
the Web; promoting national pride in many and varied ways. This broad-based
army of poets, politicians, artists, spiritual leaders, business people and
average citizens has redoubled itself in the time since 911 with tens of thousands
of blogs, forums, webrings, personal, community, church and commercial patriotic
Web sites only a keyboard away.
Upon closer inspection, I see a vast array of individuals, groups and companies
out on the Internet trying their best to express pride in American. The most
notable of the range are the average everyday American putting their thoughts
and images out on the Internet for the world to consume. Just go to www.blogspot.com
or www.journalspace.com and
do a search for "Patriotic" and see what I mean.
I went back to Google.com and dug a little deeper into some of the top Patriotic
sites of today. As of the day that this article was written, the number one
Patriotic site on Google.com, in a testament to free speech, is a Web site that
parody’s the Whitehouse site. The www.whitehouse.org
link leads to a page selling t-shirts that make fun of the Bush Whitehouse.
Number two is Patriotic
Music Online, a USAF band site featuring patriotic music. Further down the
results is http://www.geocities.com/Heartland/Plains/4601/patriotic.html.
This site provides patriotic graphics for use by others building patriotic Web
sites. It is a site that is unique partly because of how it is hosted. Geocities
is Yahoo’s offering for free hosted websites. Geocities and hosts like it offer
the opportunity for anyone from anywhere to build their own webpage. This level
of accessibility to the Web was unheard of only a few years ago. It has helped
the cause of the patriotic Web page enormously.
There are many other examples of patriotic personal statements in the form
of communities or forums: http://p211.ezboard.com/bpatrioticamerica,
http://www.pro-american.com/forums/
and http://www.network54.com/Forum/193764.
For a collection of patriotic sites, I found http://www.usa-patriotism.com/,
http://www.thefreedompage.org/
and http://www.usflag.org/
to be outstanding.
If you would like to make your own patriotic Web site, you can sign-up for
free at one of the many free hosts like http://www.geocities.com,
http://www.tripod.com or
http://www.bravenet.com
to name only a few.
Individuals are not alone on the patriotic World Wide Web. Many businesses
have taken to the Web to offer a wide variety of patriotic American gifts and
products. Everything from patriotic t-shirts to home decorations is available
online today. I have sampled a few online patriotic stores and here are my top
picks: http://www.patriot-mall.com
– This appropriately titled site offers a bit of everything including clothes,
jewelry, decorations and party supplies. James Mindor, the sites owner had this
to say: "We have seen a steady increase in traffic and sales since our
opening ten months ago. The appetite for American patriotic merchandise is strong
and very active online. The response to our site has been fantastic!" Second
was http://www.politicalgifts.com.
This site has a much more political feel than http://www.patriot-mall.com
but it has some very cool merchandise. Last in my top three is http://www.promowebsite.com/usa-items.htm.
They sell more promotional items but they are unmistakably patriotic.
To quote James Mindor from http://www.patriot-mall.com:
"Americans are extremely proud and vocal about patriotism. Some of us come
from oppressive backgrounds. The Internet is the perfect venue for patriotism
and patriotic gestures. It is free of oppression and loves freedom"
To answer my own question: "With the World Wide Web being just that –
world wide, why is it then that there is so much content on the Internet related
to American Patriotism?"
We as Americans have always been vocal in our defence of our liberties and values.
The Internet is an especially fertile place for the planting of personal ideals
and the expressing of personal pride in country. I believe that as a direct
result of our democratic ideals, we have been blessed with the tools, time and
freedom to put our hearts and minds on the Internet for all to read.

Do we really need more capacity?

Cynics amongst us may say that it’s just another way for the computer and consumer electronics industry to sell us all something new. While there is an element of truth in this, as not everyone needs the additional capacity but computers, software and applications do continue to be increasingly data hungry.

Many users will welcome the additional amount of storage that both formats offer, as they are getting to full capacity with DVD and are starting to need multi-disc sets. The new formats will be the equivalent to five and ten times the size of a DVD. In addition to this, faster broadband speeds are allowing users to download increasingly larger amounts of data.

High definition television will begin broadcasting throughout Europe in 2006 and will allow consumers the best possible television experience in both watching and recording. In the United States over seven million digital televisions have already been sold and Europe is not far behind. In Europe, it is expected that broadcasting the World Cup in 2006 in high definition and will be a major factor for many to make their first purchase of a high definition digital television.

The fast transfer rate of blue laser disc – coupled with the larger capacity on a disc – also makes it ideal for archive applications, medical records and high resolution assets that need instant access or retrieval.

First of all, let’s take a quick look at the differences between the two formats that both utilise blue laser disc recording:

Blu-ray

Blu-ray is backed by over 100 companies who are members of the Blu-ray Disc Association (http://www.blu-raydisc.com). The key members include; Sony, Pioneer, HP, Dell, Philips, Mitsubishi Chemical, Walt Disney, TDK, Hitachi, 20th Century Fox and Apple.

Initial storage capacity of a Blu-ray disc will be 25GB (or 135 minutes of high definition film and two hours of bonus features in standard definition quality) for a single layer and 50GB with dual layer (or three hours of film and nine hours of bonus materials). Prototypes have already been developed by TDK that will take this to 100GB on a single side. The Blu-ray group estimate the technology will be viable as a format standard for 10-15 years.

Similar to CD and DVD, Blu-ray discs will be available as once only recordable (BD-R), re-writable (BD-E) and in a pre-recorded disc format (BD-ROM). There will also be two other types of Blu-ray disc that are contained in cartridges for specific use in the broadcast and data archiving industries. These are called PD and PDD respectively.

Blu-ray disc products will be launched to cover three major application areas: 1. Desktop computer use and home video applications. 2. Professional broadcasting. 3. Professional data backup applications.

Blu-ray discs are manufactured using a single disc substrate, with the recording layer very close to the disc surface. This should result in less potential distortion, higher precision and shorter production times and costs.

In terms of backward compatibility, it is likely that Blu-ray disc products will play both DVD and CD formats. It is also expected that Blu-ray PC and Mac recorders will also be able to record onto CD and DVD discs. Sony have recently announced that their next generation Playstation 3 console will have Blu-ray capability.

High Density DVD

There are fewer companies in the HD-DVD Promotion Group (http://www.hddvdprg.com), but still some significant ones none the less. Companies include; NEC, Toshiba, Sanyo, Thomson and Universal Pictures. The format is also supported by the DVD Forum.

Initial storage capacity is around 15/20GB, 30/32GB and 45 GB as a maximum with dual layer. In its present shape, the capacity is unable to go beyond that due to the position of the recording layer, which is further away from the disc surface.

Disc manufacturers will be able to transition over to HD-DVD more easily as it is a similar disc structure to DVD. However, the limited capacity could see it end up as an interim solution and manufacturers will inevitably need to invest in Blu-ray production lines.

Like DVD, HD-DVD disc is manufactured by bonding two surfaces (substrates) together. It is likely that HD-DVD devices will also be able to play DVD and CD content. Discs will be available in a recordable (HD-DVD-R), re-writable (HD-DVD-RW) and pre-recorded version (HD-DVD-ROM).

89 film titles will be introduced in late 2005.

Why can blue laser expand capacity?

With the same disc surface size as both CD and DVD a blue laser disc can record and store more information by using a laser beam with a much smaller focus than CD or DVD. This laser can record smaller and higher density pits, enabling more data storage.

A closer look at Blu-ray

Within the Blu-ray family there are three types of discs available, which are optimised for specific applications. The main demand and usage will be for the standard Blu-ray product, but there are also two other types of Blu-ray discs available that have been specifically developed for the broadcast and data storage market:

Professional Disc (PD)

PD has been developed specifically for the news gathering and broadcast markets. Products are already being introduced by Sony. These include; a recording and editing system – ENG (Electronic News Gathering) – as well as the XDCAM series of professional camcorders.

PD has a faster data transfer rate, 72 Mpbs as opposed to 36Mbps, than the standard Blu-ray product and is seen as a replacement for traditional tape loaded broadcast cameras. The disc is re-writable and contained in a cartridge for added protection in field use. PD disc media is being manufactured by both Sony and TDK.

Professional Disc for Data (PDD)

PDD has been developed as a replacement for traditional magneto optical (MO) applications, such as data juke boxes for online or archive access and storage. PDD is physically almost identical to Professional disc (PD) and is available as re-writable and recordable. The disc is contained in a cartridge for protection and ease of use by the robotics in any juke box or library system. Typical users will be medical, banking, government and telecom businesses who need fast network access to large amounts of data or information.

Standard Blu-ray

Standard Blu-ray will be the main Blu-ray product for mass use in consumer recorders and players, PC drives and games consoles, such as PlayStation 3. The disc media can be supplied ‘naked’ and is not contained in a cartridge due to the application at manufacture of a hard coat protective layer. The first manufacturer to introduce this is TDK with their ‘Durabis’ coating technology.

Dell and HP have committed to begin shipment of their high end PC’s with Blu-ray by the end of 2005. Blu-ray will have built-in encryption and copy protection within the hardware and at the media manufacturing level to minimise piracy and illegal copying.

Why the need for a protective layer?

One immediate reason for the protective layer is that by packing more and more data onto the same size disc surface the recorded data can be more susceptible to playback problems caused by damage from handling, scratches and static. Also, in order to obtain the highest capacity from the Blu-ray disc format and to ensure higher precision, the recording layer in a Blu-ray disc is manufactured closer to the disc surface than both DVD and HD-DVD. This means that the Blu-ray disc has a far higher capacity than other blue laser discs such as HD-DVD, but this does mean that the disc needs to be encased in a caddy like PD and PDD or protected by an additional coating layer. By being able to manufacture a disc that can be used in its ‘naked’ form without a caddy it will ensure a more widespread use and uptake of the Blu-ray format. This is because the disc will be used in a number of different drives and consumer electronic products. Disposing of the caddy will also dramatically reduce the manufacturing and end user unit costs.

Disc Structure Comparison

With the need to have a protective coating on a ‘naked’ Blu-ray disc, TDK were the first media manufacturer to introduce a ’scratchproof’ coating. This has been available for some time as an option on their DVD product range, but recently they have taken this technology even further with the latest version of coating technology called ‘Urbis’. The advantages of the ‘Urbis’ coating mean that discs can be used without a caddy and are far less likely to be damaged by scratches, UV light, fingerprints and dust attracted by static.

And finally….When will it all become available?

Toshiba Corp. has announced a March 2006 commercial launch date for the first HD-DVD player in the United States.

Blu-ray disc recorders were first launched in Japan in 2003. Blu-ray is available in Japan in caddy format and it is expected to be available in the US by summer 2006.

Professional Disc (PD) for broadcasting has limited availability already. It is mainly being tested and trialled in high definition TV projects by the major broadcast companies and authorities.

Professional Disc for Data (PDD), which is used for archiving and back up also has limited availability.

Both the Blu-ray group and HD-DVD group are talking together about a single format to avoid a format clash. However, as each party’s proposal appears to be that the other one drops their format, it seems unlikely it will lead to ‘peace in our time’.

Ref: CT230106-2

The popularity, availability and speed of the internet continue to grow which in turn has consequences such as spyware threats. With all of these advancements on the internet spyware also advances and creates more prevalent and sometimes dangerous threats. Spyware can easily be downloaded while surfing the internet and downloading files or software.

Usually, sites with questionable material are those that contain spyware. When visiting one of these sites spyware is automatically downloaded onto your computer or done so when you authorize the download of a file off the site. Spyware has spread to other sites now, sites that are seemingly secure and legitimate, but still download spyware on your computer. Microsoft has released its solution to spyware, however hackers have found ways around it and viruses to stop its capabilities.

Cookies, which are picked up each time you visit nearly any website, are often harmless and cleaned up easily but the information the can track and record can sometimes become a problem. The cookies coming from websites allow some webmasters to pick up data about you, including personal information that could lead to identity theft.

The cost of identity theft and fraud is estimated to cost trillions of dollars world wide. Protect yourself from spyware and other threats by using multiple spyware removal and prevention tools. Run both spyware and virus software regularly and keep each updated with the latest defined threats. When keying in personal information online do so only at secure web sites.

Mitch Johnson is a successful freelance author that writes regularly for http://www.spyware-removal-made-easy.com/, a site that focuses exclusively on spyware removal software, as well as tips on how to prevent spyware from popping up on your computer. This site articles on has spyware guard, http://www.spyware-removal-made-easy.com/spyware_guard.htm as well as spyware scanner, http://www.spyware-removal-made-easy.com/spyware_scanner.htm