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Mon Feb 4 15:43:01 CET 2008
oriented software companies, we provide solutions that help them
accelerate their sales.
Our services range from sales consulting, sales process
improvement, telesales, market research, email marketing,
direct mail, channel support and direct sales.
Contact us today and learn about how we can help you increase
your sales tomorrow.
Ridge Consulting, Technology & Business Centre, GMIT, Dublin Road
, Galway, Ireland.
Email: [consulting at ridgebusiness.com] Web: www.ridge
-consulting.com [http://www.ridge-consulting.com/]
Telephone: +353 91 444124.
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nter bottom;PADDING-BOTTOM:8px;PADDING-TOP:0px;" >
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"#006685"
id=3DMasthead style=3D"width:378.75pt;mso-cellspacing:0cm;background-=
color:#006685;background-image:none;background-repeat:repeat;background-p=
osition:top left;background-attachment:scroll;mso-padding-alt:8.25pt 8.25=
pt 8.25pt 8.25pt;BACKGROUND:url(http://ridgeconsulting.cmail4.com/email/3=
41884/img/bgmasthead.gif) #006685 no-repeat center 11px;COLOR:#fff;" >
<tr>
<td style=3D"padding-top:8.25pt;padding-bottom:8.25pt;padding-right:8=
.25pt;padding-left:8.25pt;FONT-SIZE:12px;LINE-HEIGHT:1.5em;FONT-FAMILY:He=
lvetica, Arial, sans-serif;TEXT-ALIGN:justify;" >
<h1 style=3D"FONT-SIZE:28px;BACKGROUND:none transparent scroll repeat=
0% 0%;MARGIN-BOTTOM:0.1em;COLOR:#fff;PADDING-TOP:5px;TEXT-ALIGN:center;P=
ADDING-RIGHT:0px;PADDING-LEFT:0px;FONT-WEIGHT:normal;PADDING-BOTTOM:0px;M=
ARGIN:0em 0em 0.5em;LINE-HEIGHT:normal;FONT-FAMILY:Helvetica, Arial, sans=
-serif;" ><span style=3D"font-family:Helvetica;color:white;" >Tips for Ge=
nerating
Technology Sales in Europe<o:p></o:p></span></h1>
<p style=3D"margin-top:0cm;margin-bottom:.0001pt;margin-right:0cm;mar=
gin-left:0cm;FONT-SIZE:14px;MARGIN:0px;TEXT-ALIGN:center;LINE-HEIGHT:1.5e=
m;FONT-FAMILY:Helvetica, Arial, sans-serif;font-size:12.0pt;font-family:'=
Arial Unicode MS';" ><span style=3D"font-family:Helvetica;color:white;" >=
Ridge Consulting Newsletter: February 2008<o:p></o:p></span></p>
</td>
</tr>
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<p class=3DMsoNormal style=3D"MARGIN:0em 0em 1em;FONT-SIZE:12px;LINE-HE=
IGHT:1.5em;FONT-FAMILY:Helvetica, Arial, sans-serif;TEXT-ALIGN:justify;ms=
o-style-parent:'';margin-top:0cm;margin-bottom:.0001pt;margin-right:0cm;m=
argin-left:0cm;mso-pagination:widow-orphan;font-size:12.0pt;font-family:'=
Arial Unicode MS';" ><span style=3D"color:#666666;display:none;mso-hide:a=
ll;" ><![if !supportEmptyParas]> <![endif]><o:p></o:p></span></p>
<table border=3D0 cellspacing=3D0 cellpadding=3D0 bgcolor=3Dwhite id=3D=
Helpful style=3D"mso-cellspacing:0cm;background-color:white;background-im=
age:none;background-repeat:repeat;background-position:top left;background=
-attachment:scroll;mso-padding-alt:0cm 0cm 0cm 0cm;BACKGROUND:#fff;COLOR:=
#bdbcbc;" >
<tr>
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ding-left:0cm;FONT-SIZE:12px;LINE-HEIGHT:1.5em;FONT-FAMILY:Helvetica, Ari=
al, sans-serif;TEXT-ALIGN:justify;" >
<p style=3D"PADDING-RIGHT:0px;PADDING-LEFT:0px;PADDING-BOTTOM:15px;MA=
RGIN:0px;PADDING-TOP:15px;FONT-SIZE:12px;LINE-HEIGHT:1.5em;FONT-FAMILY:He=
lvetica, Arial, sans-serif;TEXT-ALIGN:justify;font-size:12.0pt;font-famil=
y:'Arial Unicode MS';" ><![if !supportEmptyParas]> <![endif]><span s=
tyle=3D"font-family:Helvetica;color:#BDBCBC;" ><o:p></o:p></span></p>
</td>
</tr>
</table>
<p class=3DMsoNormal style=3D"MARGIN:0em 0em 1em;FONT-SIZE:12px;LINE-HE=
IGHT:1.5em;FONT-FAMILY:Helvetica, Arial, sans-serif;TEXT-ALIGN:justify;ms=
o-style-parent:'';margin-top:0cm;margin-bottom:.0001pt;margin-right:0cm;m=
argin-left:0cm;mso-pagination:widow-orphan;font-size:12.0pt;font-family:'=
Arial Unicode MS';" ><span style=3D"color:#666666;display:none;mso-hide:a=
ll;" ><![if !supportEmptyParas]> <![endif]><o:p></o:p></span></p>
<table border=3D0 cellspacing=3D0 cellpadding=3D0 width=3D518 bgcolor=3D=
white
id=3DContent style=3D"width:388.5pt;mso-cellspacing:0cm;background-co=
lor:white;background-image:none;background-repeat:repeat;background-posit=
ion:top left;background-attachment:scroll;mso-padding-alt:7.5pt 7.5pt 7.5=
pt 7.5pt;" >
<tr>
<td width=3D108 valign=3Dtop=20
id=3DSecondary style=3D"width:81.0pt;padding-top:7.5pt;padding-bottom=
:7.5pt;padding-right:7.5pt;padding-left:7.5pt;PADDING-BOTTOM:30px;FONT-SI=
ZE:12px;LINE-HEIGHT:1.5em;FONT-FAMILY:Helvetica, Arial, sans-serif;TEXT-A=
LIGN:justify;" >
<h3 style=3D"FONT-SIZE:16px;BACKGROUND:#fff;COLOR:#945620;TEXT-ALIGN:=
left;PADDING-RIGHT:0px;PADDING-LEFT:0px;FONT-WEIGHT:normal;PADDING-BOTTOM=
:0px;MARGIN:0em 0em 0.5em;LINE-HEIGHT:normal;PADDING-TOP:0px;FONT-FAMILY:=
Helvetica, Arial, sans-serif;" ><span style=3D"font-family:Helvetica;colo=
r:#666666;" >About Us<o:p></o:p></span></h3>
<p style=3D"MARGIN:0em 0em 1em;FONT-SIZE:12px;LINE-HEIGHT:1.5em;FONT-=
FAMILY:Helvetica, Arial, sans-serif;TEXT-ALIGN:justify;font-size:12.0pt;f=
ont-family:'Arial Unicode MS';" ><span style=3D"font-size:9.0pt;font-fami=
ly:Verdana;" >Ridge Consulting
specializes in helping technology companies increase their business-t=
o-business
sales worldwide. </span><span style=3D"font-family:Verdana;" ><o=
:p></o:p></span></p>
<p style=3D"MARGIN:0em 0em 1em;FONT-SIZE:12px;LINE-HEIGHT:1.5em;FONT-=
FAMILY:Helvetica, Arial, sans-serif;TEXT-ALIGN:justify;font-size:12.0pt;f=
ont-family:'Arial Unicode MS';" ><span style=3D"font-size:9.0pt;font-fami=
ly:Verdana;" >From major blue chip
technology companies, to fast growth niche oriented software companie=
s, we provide
solutions that help them accelerate their sales. </span><span st=
yle=3D"font-family:Verdana;" ><o:p></o:p></span></p>
<p style=3D"MARGIN:0em 0em 1em;FONT-SIZE:12px;LINE-HEIGHT:1.5em;FONT-=
FAMILY:Helvetica, Arial, sans-serif;TEXT-ALIGN:justify;font-size:12.0pt;f=
ont-family:'Arial Unicode MS';" ><span style=3D"font-size:9.0pt;font-fami=
ly:Verdana;" >Our services range
from sales consulting, sales process improvement, telesales, market
research, email marketing, diorect mail, channel support and direct s=
ales.</span><span style=3D"font-family:Verdana;" ><o:p></o:p></span></p>
<p style=3D"MARGIN:0em 0em 1em;FONT-SIZE:12px;LINE-HEIGHT:1.5em;FONT-=
FAMILY:Helvetica, Arial, sans-serif;TEXT-ALIGN:justify;font-size:12.0pt;f=
ont-family:'Arial Unicode MS';" ><span style=3D"font-size:9.0pt;font-fami=
ly:Verdana;" >Contact us today and
learn about how we can help you increase your sales tomorrow.</span><=
span style=3D"font-family:Verdana;" ><o:p></o:p></span></p>
<p style=3D"margin-top:0cm;margin-bottom:.0001pt;margin-right:0cm;mar=
gin-left:0cm;MARGIN:0em 0em 1em;FONT-SIZE:12px;LINE-HEIGHT:1.5em;FONT-FAM=
ILY:Helvetica, Arial, sans-serif;TEXT-ALIGN:justify;font-size:12.0pt;font=
-family:'Arial Unicode MS';" ><![if !supportEmptyParas]> <![endif]><=
span style=3D"font-family:Helvetica;color:#666666;" ><o:p></o:p></span></=
p>
</td>
<td width=3D410 valign=3Dtop=20
id=3DPrimary style=3D"width:307.5pt;padding-top:7.5pt;padding-bottom:=
7.5pt;padding-right:7.5pt;padding-left:7.5pt;PADDING-BOTTOM:30px;FONT-SIZ=
E:12px;LINE-HEIGHT:1.5em;FONT-FAMILY:Helvetica, Arial, sans-serif;TEXT-AL=
IGN:justify;" >
<p style=3D"margin-top:0cm;margin-bottom:.0001pt;margin-right:0cm;mar=
gin-left:0cm;MARGIN:0em 0em 1em;FONT-SIZE:12px;LINE-HEIGHT:1.5em;FONT-FAM=
ILY:Helvetica, Arial, sans-serif;TEXT-ALIGN:justify;font-size:12.0pt;font=
-family:'Arial Unicode MS';" ><b><span style=3D"font-size:9.0pt;font-fami=
ly:Verdana;color:#386F9D;" >European Technology Markets Are
Growing, But.... <br>
<br>
</span></b><b><span style=3D"font-size:9.0pt;font-family:Verdana;" >H=
ow Can You
Sell to Them?</span></b><span style=3D"font-size:9.0pt;font-family:Ve=
rdana;" > <br>
While North American Markets are significantly slowing, those in Euro=
pe
continue to grow, many at a rapid pace. As a specialist consulting co=
mpany
focused on helping technology companies increase their global sales, =
Ridge
Consulting brings you the following "tips" to help you incr=
ease
your pace of sales throughout Europe. <o:p></o:p></span></p>
<p style=3D"margin-top:0cm;margin-bottom:.0001pt;margin-right:0cm;mar=
gin-left:0cm;MARGIN:0em 0em 1em;FONT-SIZE:12px;LINE-HEIGHT:1.5em;FONT-FAM=
ILY:Helvetica, Arial, sans-serif;TEXT-ALIGN:justify;font-size:12.0pt;font=
-family:'Arial Unicode MS';" ><span style=3D"font-size:9.0pt;font-family:=
Verdana;" ><![if !supportEmptyParas]> <![endif]><o:p></o:p></span></=
p>
<p style=3D"margin-top:0cm;margin-bottom:.0001pt;margin-right:0cm;mar=
gin-left:0cm;MARGIN:0em 0em 1em;FONT-SIZE:12px;LINE-HEIGHT:1.5em;FONT-FAM=
ILY:Helvetica, Arial, sans-serif;TEXT-ALIGN:justify;font-size:12.0pt;font=
-family:'Arial Unicode MS';" ><span style=3D"font-size:9.0pt;font-family:=
Verdana;" ><![if !supportEmptyParas]> <![endif]><o:p></o:p></span></=
p>
<p style=3D"margin-top:0cm;margin-bottom:.0001pt;margin-right:0cm;mar=
gin-left:0cm;MARGIN:0em 0em 1em;FONT-SIZE:12px;LINE-HEIGHT:1.5em;FONT-FAM=
ILY:Helvetica, Arial, sans-serif;TEXT-ALIGN:justify;font-size:12.0pt;font=
-family:'Arial Unicode MS';" ><b><span style=3D"font-size:9.0pt;font-fami=
ly:Verdana;color:#386F9D;" >Tip 1: Think Local</span></b><span style=3D"f=
ont-family:Verdana;" > </span><span style=3D"font-size:9.0pt;font-fa=
mily:Verdana;" ><o:p></o:p></span></p>
<p style=3D"margin-top:0cm;margin-bottom:.0001pt;margin-right:0cm;mar=
gin-left:0cm;MARGIN:0em 0em 1em;FONT-SIZE:12px;LINE-HEIGHT:1.5em;FONT-FAM=
ILY:Helvetica, Arial, sans-serif;TEXT-ALIGN:justify;font-size:12.0pt;font=
-family:'Arial Unicode MS';" ><span style=3D"font-size:9.0pt;font-family:=
Verdana;" ><![if !supportEmptyParas]> <![endif]><o:p></o:p></span></=
p>
<p style=3D"margin-top:0cm;margin-bottom:.0001pt;margin-right:0cm;mar=
gin-left:0cm;MARGIN:0em 0em 1em;FONT-SIZE:12px;LINE-HEIGHT:1.5em;FONT-FAM=
ILY:Helvetica, Arial, sans-serif;TEXT-ALIGN:justify;font-size:12.0pt;font=
-family:'Arial Unicode MS';" ><span style=3D"font-size:9.0pt;font-family:=
Verdana;" >The greatest challenge in selling to Europe is just
how heterogenous the marketplace is. Europe is a smorgasbord of cultu=
res
and languages, and each market must have a marketing campaign develop=
ed
specifically for itself. Many technology companies choose to partner =
with
local resellers to get the most out of their marketing
results. This brings us to our next tip.</span><span style=
=3D"font-family:Verdana;" ><o:p></o:p></span></p>
<p style=3D"margin-top:0cm;margin-bottom:.0001pt;margin-right:0cm;mar=
gin-left:0cm;MARGIN:0em 0em 1em;FONT-SIZE:12px;LINE-HEIGHT:1.5em;FONT-FAM=
ILY:Helvetica, Arial, sans-serif;TEXT-ALIGN:justify;font-size:12.0pt;font=
-family:'Arial Unicode MS';" ><span style=3D"font-family:Verdana;" > =
;<br>
</span><b><span style=3D"font-size:9.0pt;font-family:Verdana;color:#3=
86F9D;" >Tip
2: Partner Locally</span></b><span style=3D"font-family:Verdana;" >&n=
bsp;<br>
<br>
</span><span style=3D"font-size:9.0pt;font-family:Verdana;" >The fail=
ure rate
on sales and marketing campaigns increases dramatically when campaign=
s or
sales efforts ar run from a single source. Local marketing partners a=
nd
resellers understand the culture and have the local contacts. Use the=
m.<o:p></o:p></span></p>
<p style=3D"margin-top:0cm;margin-bottom:.0001pt;margin-right:0cm;mar=
gin-left:0cm;MARGIN:0em 0em 1em;FONT-SIZE:12px;LINE-HEIGHT:1.5em;FONT-FAM=
ILY:Helvetica, Arial, sans-serif;TEXT-ALIGN:justify;font-size:12.0pt;font=
-family:'Arial Unicode MS';" ><span style=3D"font-size:9.0pt;font-family:=
Verdana;" ><![if !supportEmptyParas]> <![endif]><o:p></o:p></span></=
p>
<p style=3D"MARGIN:0em 0em 1em;FONT-SIZE:12px;LINE-HEIGHT:1.5em;FONT-=
FAMILY:Helvetica, Arial, sans-serif;TEXT-ALIGN:justify;font-size:12.0pt;f=
ont-family:'Arial Unicode MS';" ><strong><span style=3D"font-size:10.0pt;=
font-family:Verdana;color:#386F9D;" >Tip
3: Integrate Your Campaigns</span></strong><span style=3D"font-size:7=
.5pt;font-family:Verdana;" ><br>
</span><span style=3D"font-family:Verdana;" ><br>
</span><span style=3D"font-size:9.0pt;font-family:Verdana;" >The most=
effective
sales and marketing campaigns combine multiple tactics, such as direc=
t
mail, telemarketing and email marketing. Over time this creates stron=
g
brand awareness and builds trust with prospective accounts. It is imp=
ortant
that these campaigns are not "one-off", but are part of a
relationship marketing campaign.</span><span style=3D"font-family:Ver=
dana;" ><o:p></o:p></span></p>
<p style=3D"MARGIN:0em 0em 1em;FONT-SIZE:12px;LINE-HEIGHT:1.5em;FONT-=
FAMILY:Helvetica, Arial, sans-serif;TEXT-ALIGN:justify;font-size:12.0pt;f=
ont-family:'Arial Unicode MS';" ><b><span style=3D"font-size:9.0pt;font-f=
amily:Verdana;color:#386F9D;" >Tip
4: Relationship Marketing is Key</span></b><span style=3D"font-size:9=
.0pt;font-family:Verdana;" > <br>
<br>
European technology buyers are often overwhelmed with single messages=
fom
technology companies who they never hear from again. They key to
successful technology sales in Europe is to build a relatio=
nship
with propsepvtive customers over time through structured, consistent
marketing tactics in their local languages.</span><span style=3D"font=
-family:Verdana;" ><o:p></o:p></span></p>
<p style=3D"MARGIN:0em 0em 1em;FONT-SIZE:12px;LINE-HEIGHT:1.5em;FONT-=
FAMILY:Helvetica, Arial, sans-serif;TEXT-ALIGN:justify;font-size:12.0pt;f=
ont-family:'Arial Unicode MS';" ><b><span style=3D"font-size:9.0pt;font-f=
amily:Verdana;color:#386F9D;" >Thank
You !</span></b><span style=3D"font-size:9.0pt;font-family:Verdana;" =
> <br>
<br>
We hope you enjoyed this newsletter. If you would like to discuss how=
we
can help your company increase your technology sales globally please =
email
us at:</span><span style=3D"font-family:Verdana;" ><o:p></o:p></span>=
</p>
<p style=3D"MARGIN:0em 0em 1em;FONT-SIZE:12px;LINE-HEIGHT:1.5em;FONT-=
FAMILY:Helvetica, Arial, sans-serif;TEXT-ALIGN:justify;font-size:12.0pt;f=
ont-family:'Arial Unicode MS';" ><span style=3D"font-size:9.0pt;font-fami=
ly:Verdana;" >  =
;
<a href=3D"mailto:consulting at ridgebusiness.com"
mce_href=3D"mailto:consulting at ridgebusiness.com" style=3D"BACKGROUND:=
#fff;COLOR:#000;TEXT-DECORATION:underline;" >consulting at ridgebusiness.com=
</a></span><span style=3D"font-family:Verdana;" ><o:p></o:p></span></p>
<p style=3D"MARGIN:0em 0em 1em;FONT-SIZE:12px;LINE-HEIGHT:1.5em;FONT-=
FAMILY:Helvetica, Arial, sans-serif;TEXT-ALIGN:justify;font-size:12.0pt;f=
ont-family:'Arial Unicode MS';" ><span style=3D"font-size:9.0pt;font-fami=
ly:Verdana;" >  =
;
<a href=3D"http://ridgeconsulting.cmail4.com/l/341=
891/5o04tr/www.ridge-consulting.com/"
mce_ href=3D"http://ridgeconsulting.cmail4.com/l/341891/5o04tr/www.ri=
dge-consulting.com/" style=3D"BACKGROUND:#fff;COLOR:#000;TEXT-DECORATION:=
underline;" >www.ridge-consulting.com</a> </span><span style=3D"font-fami=
ly:Verdana;" ><o:p></o:p></span></p>
<p style=3D"margin-top:0cm;margin-bottom:.0001pt;margin-right:0cm;mar=
gin-left:0cm;MARGIN:0em 0em 1em;FONT-SIZE:12px;LINE-HEIGHT:1.5em;FONT-FAM=
ILY:Helvetica, Arial, sans-serif;TEXT-ALIGN:justify;font-size:12.0pt;font=
-family:'Arial Unicode MS';" ><![if !supportEmptyParas]> <![endif]><=
span style=3D"font-family:Helvetica;color:#666666;" ><o:p></o:p></span></=
p>
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IGHT:1.5em;FONT-FAMILY:Helvetica, Arial, sans-serif;TEXT-ALIGN:justify;ms=
o-style-parent:'';margin-top:0cm;margin-bottom:.0001pt;margin-right:0cm;m=
argin-left:0cm;mso-pagination:widow-orphan;font-size:12.0pt;font-family:'=
Arial Unicode MS';" ><span style=3D"color:#666666;display:none;mso-hide:a=
ll;" ><![if !supportEmptyParas]> <![endif]><o:p></o:p></span></p>
<table border=3D0 cellspacing=3D0 cellpadding=3D0 width=3D505 bgcolor=3D=
"#006685"
id=3DLegal style=3D"width:378.75pt;mso-cellspacing:0cm;background-col=
or:#006685;background-image:none;background-repeat:repeat;background-posi=
tion:top left;background-attachment:scroll;mso-padding-alt:11.25pt 11.25p=
t 11.25pt 11.25pt;BACKGROUND:#006685;COLOR:#66a3b6;" >
<tr>
<td style=3D"padding-top:11.25pt;padding-bottom:11.25pt;padding-right=
:11.25pt;padding-left:11.25pt;FONT-SIZE:12px;LINE-HEIGHT:1.5em;FONT-FAMIL=
Y:Helvetica, Arial, sans-serif;TEXT-ALIGN:justify;" >
<p style=3D"PADDING-RIGHT:0px;PADDING-LEFT:0px;FONT-SIZE:11px;PADDING=
-BOTTOM:0px;MARGIN:0px;PADDING-TOP:0px;TEXT-ALIGN:center;LINE-HEIGHT:1.5e=
m;FONT-FAMILY:Helvetica, Arial, sans-serif;font-size:12.0pt;font-family:'=
Arial Unicode MS';" ><span style=3D"font-size:8.0pt;mso-bidi-font-size:12=
.0pt;font-family:Helvetica;color:#66A3B6;" >Ridge Consulting, Technology =
& Business Centre, GMIT,
Dublin Road, Galway, Ireland.<o:p></o:p></span></p>
<p style=3D"PADDING-RIGHT:0px;PADDING-LEFT:0px;FONT-SIZE:11px;PADDING=
-BOTTOM:0px;MARGIN:0px;PADDING-TOP:0px;TEXT-ALIGN:center;LINE-HEIGHT:1.5e=
m;FONT-FAMILY:Helvetica, Arial, sans-serif;font-size:12.0pt;font-family:'=
Arial Unicode MS';" ><span style=3D"font-size:8.0pt;mso-bidi-font-size:12=
.0pt;font-family:Helvetica;color:#66A3B6;" >Email: <a href=3D"mailto:cons=
ulting at ridgebusiness.com" style=3D"BACKGROUND:#006685;COLOR:#66a3b6;TEXT-=
DECORATION:underline;" >consulting at ridgebusiness.com</a>
<span style=3D"mso-spacerun:yes;" >=C2=A0=C2=A0=C2=A0=C2=A0=C2=A0</sp=
an><span style=3D"mso-spacerun:yes;" >=C2=A0=C2=A0=C2=A0=C2=A0=C2=A0=C2=A0=
=C2=A0=C2=A0=C2=A0=C2=A0=C2=A0</span>Web: <a href=3D"http://ridgeconsulti=
ng.cmail4.com/l/341891/5o04tr/www.ridge-consulting.com/" style=3D"BACKGRO=
UND:#006685;COLOR:#66a3b6;TEXT-DECORATION:underline;" >www.ridge-consulti=
ng.com</a><o:p></o:p></span></p>
<p style=3D"PADDING-RIGHT:0px;PADDING-LEFT:0px;FONT-SIZE:11px;PADDING=
-BOTTOM:0px;MARGIN:0px;PADDING-TOP:0px;TEXT-ALIGN:center;LINE-HEIGHT:1.5e=
m;FONT-FAMILY:Helvetica, Arial, sans-serif;font-size:12.0pt;font-family:'=
Arial Unicode MS';" ><span style=3D"font-size:8.0pt;mso-bidi-font-size:12=
.0pt;font-family:Helvetica;color:#66A3B6;" >Telephone: +353 91 444124.<o:=
p></o:p></span></p>
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argin-left:0cm;mso-pagination:widow-orphan;font-size:12.0pt;font-family:'=
Arial Unicode MS';" ><span style=3D"color:#666666;" ><o:p></o:p></span></=
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