Heading into 2017: milestones filled with gratitude

"Remember to celebrate milestones as you prepare for the road ahead." --Nelson Mandela

When UCG rebranded in April, it represented the way forward to a very exciting future for our employees, clients, and business partners.

We’re standing on the threshold of the greatest advances in computing since the invention of the microprocessor. IBM expects half of all software applications developed three years from now to have “cognitive” capabilities, or the ability to reason, learn, discover and advise. The potential for us to apply cognitive reasoning to make our customers’ enterprise operations and applications more intelligent is thrilling.

Big data, cloud computing, predictive analytics, machine learning, and the Internet of Things will change our world in ways we can only imagine today. UCG technologies is committed to helping to guide our customers toward decisions that have the greatest bottom-line impact.

In 2017 we'll reach another milestone—our 30th anniversary! Please visit our website to read our newly updated About page. In the meantime, from everyone at UCG Technologies, we wish you a beautiful holiday season and a happy, healthy, prosperous New Year!

Power Systems Tech Showcase: The Rising Cost of Security Breaches

by Margarette Burnette 

"If your company faced a cyber attack this year, it could cost $3.8 million. That's according to a new study from the Ponemon Institute, a cybersecurity company based in Traverse City, Michigan. 

The recently released “Cost of Data Breach Study: Global Analysis,” sponsored by IBM, found that cyber attacks are also increasing in frequency."

Read article online here or download PDF. 





What can you do to help protect your company from cybercrime?

The recent Ponemon Institute report states that "Malicious or criminal attacks continue to be the primary cause of data breach. Forty-nine percent of incidents involved a malicious or criminal attack, 19 percent concerned negligent employees, and 32 percent involved system glitches that includes both IT and business process failures."

The importance of a security-minded culture across your business cannot be overstated.

As the result of our recent partnership with KnowBe4, UCG’s VAULT400 BaaS will now include a turnkey managed solution version of their cybersecurity solution suite via remote implementation in less than 90 minutes. The KB4 team has built, deployed, and supported market leading e-learning applications and has deep roots in IT Security.

Scheduled simulated phishing attacks and monthly reports will provide executives the insight they need to maximize training ROI and track security compliance. As an added value, a base number of KB4 users will be included at no additional charge to current and new VAULT400 subscribers.

Free Phishing Security Test

It's important to remember that it's not a matter of IF you'll be hacked, but WHEN.

Sign up for our complimentary Phishing Security Test to find out the level of risk to your business, and how security awareness training can lessen the chances that you'll be the victim of ransomware.

Visit ucgrp.com, call 800.211.8798, or email info@ucgrp.com to learn more.

LIFE IS A POKER GAME by James A. Kandrac

It’s called “theatre in the round.”

May I suggest regardless of the path you choose: you can’t get where you’re going if you don’t know where you want to go. Young men and women’s goals can certainly change over time. Unexpected turns can create completely different and unanticipated outcomes…and life, as a poker game, continues to roll.

The compelling theatre.

A basic plan. Work it. Be flexible enough to change it. Nothing too detailed or exotic. Remember, Southwest Airlines started on the back of a cocktail napkin and of the U.S. majors, is the only profitable airline.

The beginning.

At the age of 12 I began molding my plan. I wanted to work for IBM. Back in the mid 1970’s, IBM was a growing company in the technology field. That’s all I knew. I wanted a good job, wanted to sell and make money! After completing undergraduate studies at Cleveland State University in 1983, I entered graduate school and successfully started my dream with an internship at IBM. I quickly became disenchanted. IBM may be challenging and rewarding for some. I found it to be extremely political and not an environment I would prosper in and enjoy, long-term. Politics was part of the game and I didn’t want to play. I was born to be an entrepreneur and control my destiny, but didn’t know where to go.

After a six-month search, the president of an entrepreneurial $18M computer leasing firm brought me on board as his assistant. Within 12 months, I was promoted to Sales and helped grow the firm to $125M in three years. We went public and soon thereafter, the environment changed from entrepreneurial to political. Additional layers of management were created, territories and commissions were reduced. The company needed to appeal to Wall Street and shareholders, and unfortunately for me, the firm became a “mini-IBM”.

In June 1987 I went home to my wife of two years and six month old daughter. In December 1987, at age 26, I founded United Computer Group, Inc. (UCG) with $30,000 in savings, and gave myself six months to make it.

Catch perfect.

Today, UCG is a successful and growing company and has been for nearly 30 years. This is not because I am overly intelligent, but because the UCG team has focused and worked harder than our competitors. People and great clients are your most important assets.

Require them to work hard, be honest, take pride in what they do and have fun at it. A marriage of any kind isn’t easy. Go after your dreams and do not give up.

My most important asset, valued over everything else, has been the never-ending support of my wife Pam. Excitement, challenges, successes, and even failures.

The Kandrac Family
Jim and his wife Pamela live in Brecksville, OH;
Lauren resides in Chicago, IL; Kristin and Bret Ernst live in Agoura Hills, California

I controlled my destiny.

Remember: Life is a poker game. You can’t get where you’re going if you don’t know where you want to go.

DOWNLOAD FULL ARTICLE

   

James A. Kandrac is Founder and President of United Computer Group, Inc.  UCG has served over 1,500 clients globally. Visit ucgrp.com and vault400.com.

UCG is an IBM Advanced Business Partner specializing in providing technology solutions to mid-market companies.  

Most Interesting Persons: Ted Turner and Herb Kelleher

UCG Alumni Success Stories: Julie Mascioli

One of the greatest benefits of LinkedIn and other social media platforms is that it gives us the opportunity to stay in touch and follow the success of individuals who began their careers at United Computer Group: our interns and alumni. 

These individuals joined UCG full of potential and energy. It wasn't long before they became strong contributors bringing fresh ideas and building client relationships, all the while learning business strategies that would eventually support their growth into successful careers.

This is the third in a series of interviews, UCG Alumni Success Stories, conducted by our marketing consultant, Francine Ciaccia of MoMo Companies Ltd. We are pleased and honored to introduce UCG Alumni Julie Mascioli. Julie, thank you for being a part of UCG's success!

Julie Mascioli

Former UCG Operations Manager

Julie Mascioli

Julie Mascioli began her career at United Computer Group in 1996 as their Accounting/Operations Manager. In 2012, Julie focused her attention exclusively as Operations Manager for UCG’s cloud backup and recovery solution, VAULT400 BaaS, in response to their rapidly growing client base. 

In 2014 Julie retired from UCG to spend more time with her husband, children, and grandchildren.  

“On January 1, 2014 I officially retired from UCG after 17 years. It was truly my pleasure to have worked with a wonderful staff and also to have dealt with the best and most loyal customers a company could have. Thanks to all for your support and encouragement. I wish everyone health, prosperity, and happiness now and in the years to come!” – Julie Mascioli

Julie Mascioli 1996

Julie, you started working at UCG in 1996. When and how did you meet Jim Kandrac, and how did it come to be that he offered you a position at UCG? 

I was working as receptionist for company Jim leased his office space from. When the accounting position became available at UCG, I approached Jim about it and we agreed to a probationary period of three months, and the rest is history. Three months became 17 very challenging, exciting, and productive years.

Please tell me about some of the responsibilities and tasks you were involved with initially.

At first the position basically involved accounting duties i.e. accounts receivable, accounts payable, invoicing, etc.

Oftentimes, the most effective way to become established and grow within a company is on the job training; learning firsthand about the company, its products, services, and most importantly, its clients. Did you find that to be true in your experience?

Absolutely!  My role changed over the years and I needed to grow with it.  More products and services were added and it was important for me to learn more about them in order to properly address clients’ needs more knowledgeably and intelligently.  From managing the accounting aspects of the position to operations, then last but not least, VAULT400 BaaS, there was no time to get bored!

What did you learn about the world of technology while at UCG?

I learned that if there’s anything you can be sure of, it’s how quickly technology can and does change, and to survive you need to change with it. UCG, through Jim Kandrac’s insight and vision, was able to keep up with changing times. 

What did you enjoy most and what did you find most challenging during your 17 years at UCG?

Everything!  Working with great people, and getting to know our customers. Every day brought new lessons and challenges; striving to keep everyone happy, solving problems, putting out fires. Frustrating sometimes but always rewarding when issues were resolved.

What was your most valuable take-away when you left UCG to retire?

Working at UCG helped me grow and become an even more self-reliant person and ready for the next BIG challenge: retirement!

Julie, congratulations on your retirement! It was always a pleasure to see you when I visited UCG. What advice do you have for individuals looking to set or adjust their career path?  

Thank you! My best advice is be ready to work hard, look for new opportunities, be proactive (Jim’s favorite word!), never give up! AND always have a positive attitude!


Julie and her husband Nino have been together since they met at age 17 through mutual friends; they've been married since August 1970. Both were born in Timmins, Ontario Canada.  After Nino graduated from college, they moved to a little town called Haileybury, Ontario where they lived 17 years. After several job transfers, they settled in Strongsville, Ohio in 1994, which is where they call home.

Julie and Nino have two wonderful children (Jen and Bryan) and four equally wonderful grandchildren (Ian, Ella, Mikaela, and Addison), all living in Northern California now.  

In addition to visits with her family in California, Julie enjoys biking, walking, reading, knitting, watching the history channel and DIY channels, musicals, dance, and playing cards.

Learn more about United Computer Group, Inc. and its Founder & President, James A. Kandrac.

End of Life for MiMix RecoverNow

On May 1, 2014, Vision Solutions announced that they had stopped producing service packs and fixes for RecoverNow v5.1 release. Vision's customers with current maintenance contracts are entitled to receive source and target licenses for MIMIX DR at no charge (High Availability). 

In order to receive these "bereavement benefits", customers are required to purchase a second iSeries (Power 8 CBU machine) plus annual maintenance, installation and educational training. 

If you are looking for options, UCG offers cost-effective solutions for your business.  

UCG provide a full turnkey managed service H/A solution, as well as a more cost effective BaaS (VAULT400) and remote hardware DR. Pricing is generally 1/3 to 1/2 the cost of H/A. 

Call UCG at 800.211.8798 or email info@ucgrp.com for more information. We'll discuss the business issues you are looking to solve and provide you with a quote within 24 hours. 

Hot in Cleveland: UCG Sees Payoff from MSP Vision

UCG is delighted and honored to be featured in IBM Midsize Insider. Many thanks to Paul Gillin for a great interview and for succinctly capturing UCG's journey. Please enjoy the article!

James Kandrac founded United Computer Group, Inc. (UCG) In December 1987. He was 26 years old, married with a six-month old child. Having worked at IBM and a small leasing firm that he helped grow to $125 million and a public offering, he had a passion to run his own business. More than 27 years later, UCG – an IBM Advanced Business Partner – has 1,500 clients and a robust business providing backup, disaster recovery and systems integration and support services for a variety of IBM platforms.

Never satisfied to rest on his laurels, Jim noticed several years ago that business was changing and that UCG would need to latch onto the cloud computing phenomenon that was rolling across the industry. UCG began building out a managed service provider (MSP) business in the days before it was fashionable. It was hard work at first, but the company is now reaping the rewards of its foresight. Jim tells what he has learned in this Midsize Insider Q&A interview.

What convinced you to launch an MSP side to your business?​

Nearly 10 years ago UCG started to see an overall decline in annual hardware sales. ​Clients that would normally upgrade or replace systems every two or three years due to growth or obsolescence were stretching out to four and five years, mostly due to available capacity. We decided to provide solutions that were needed and would "stick" for long periods of time. The top two IT needs at that time were and continue to be security and disaster recovery. ​

​What MSP services do you provide and to what kind of customers?​

BaaS, or backup as a service, and remote hardware disaster recovery for IBM i and Intel-based systems. We also offer test, development and logical partitioning or LPARS.

How has your experience launching this business differed from your expectations? Any surprises?​

I thought that within one year, we would reach a specific goal of X number of clients and revenue. It took seven years. Selling and supporting an MSP practice takes a large investment of time, money, and resources, while at the same time running the day-to-day operations side of the business.

How well is the business performing and what do future growth prospects look like?​

The first two to three years were like any other start-up; slow and difficult. Since year four, however, UCG has grown the MSP business 25% per year on average.​

What’s different about running an MSP from running a more traditional systems integration company?​

You’re more involved on an ongoing basis. You need 7X24X365 support, and emergency calls can come at any time. You have to be committed to solve client problems and to be able to focus, execute and deliver.​

Are you serving the same customers or a whole new class of customers?​

It’s Marketing 101: Sell new products and services to an existing client base and then branch out. In 2007 most of our business was within 200 miles of our headquarters in Cleveland. Last year we had close to 150 MSP clients in 30 states in the U.S., Canada and Europe. That’s in addition to the more than 1,500 clients UCG has served regionally since our founding in 1987.​

What bumps in the road did you encounter along the way?​

Selling MSP services takes time. Prospects must be educated and you need the buy-in of both the IT team and the C-level executives. Initially, there is a significant capital investment and you must be focused and committed. MSP services are not a part-time offering. To do it right, you need to jump in with both feet.

What advice would you have for integrators who are reluctant to adopt the MSP model?​

If you feel you have a service offering that is truly needed in the marketplace, do a survey or focus group with selected long-term clients and then be ready to work diligently to make the business successful. Solving client issues and pains is paramount; deliver an excellent client experience every time, without exception. You have one reputation. Once you've lost it, you can't get it back.​

About the Author

Paul Gillin is a veteran technology journalist who's covered the enterprise IT market since the early 1980s. His background includes 15 years as editor-in-chief, executive editor and reporter at Computerworld.

In 1999, he joined Internet startup TechTarget as vice president of editorial and helped grow that new-media technology publisher to 450 people and an initial public offering. For the past five years he has specialized in helping B2B companies understand the complexity of social media while continuing to write, speak and advise on trends in enterprise IT.

Paul is the author of three books about social marketing: The New Influencers (2007), Secrets of Social Media Marketing (2008) and Social Marketing to the Business Customer (2011), co-authored with Eric Schwartzman. He also co-authored a book about the Internet-enabled global game of geocaching with his wife, Dana (The Joy of Geocaching, 2010).

Paul writes a monthly column for BtoB magazine and maintains multiple blogs on media- and technology-related topics. He has appeared as an expert commentator of CNN, PBS, Fox News, MSNBC and many other television and radio outlets. He has also been quoted or interviewed for hundreds of news and radio reports in outlets such as The Wall Street Journal, The New York Times, NPR and the BBC. +Paul Gillin +United Computer Group, Inc.  

Radio Show Recording: Tech Czar Michael DeAloia interview with UCG CEO Jim Kandrac

Cleveland Confidential Radio on AM1420: Listen to show! 

Tech Czar Michael DeAloia hosted Jim Kandrac on Sunday, December 14. Listen to the recording of this entertaining and informative show broadcast on Cleveland Confidential Radio, Cleveland’s AM1420 Radio 

Cleveland Confidential Radio is all about exploring the big personalities, great entrepreneurs and the exciting creative class that are making a difference in Cleveland and Northeast Ohio. Jim shared some knowledge on his entrepreneurial experiences and the challenges of leading a tech company in Cleveland since 1987, as well as a few very entertaining stories about his life!

Be sure to check out the article published a few months ago in the Cleveland Plain Dealer: Tech Czar Talk: Reinvention is key for tech companies featuring United Computer Group, Inc.

I have been called a LOT of things...

... but "fascinating cat" has never been one of them until now!

UCG is very pleased and honored that our company was featured in Michael DeAloia's column Tech Czar Talk in the Sunday, August 17 Plain Dealer Business Section. We appreciate that Michael succinctly captured the essence of our 28 year history, and would like to share his article with you. We hope you enjoy it.  - Jim Kandrac

Tech Czar Talk: Reinvention is key for tech companies

Evolution is natural law in life and in business. Evolution weeds out the weak and rewards the clever. This week's column celebrates the evolution in our local technology ecosystem and highlights the benefits of investing in evolution as opposed to fighting it.

Hardware Broker to Managed Services Provider. If you ever get to spend a few moments with James Kandrac of United Computer Group (www.ucgrp.com) treat yourself. Good soul. Fascinating cat and perhaps the least well-known, but successful, tech entrepreneur in this region.

More than 25 years ago, Kandrac founded United Computer and has been the steady hand of leadership ever since. Coming out of college, he thought he wanted to work for "Big Blue" - IBM - but after an internship there he thought the environment might stifle his entrepreneurial flair. He vividly remembers coming home to his wife and 6-month old baby and lamenting his IBM fate when his wife offered up, "I don't care if we live above a bar on W. 25th Street, you have to love what you do." And soon thereafter he launched United Computer Group.

Originally, the company was in the brokerage business of selling new and used IBM equipment to local companies. It was a good business for a number of years but Kandrac could read the tea leaves that foretold hardware companies losing margins and relevance. He then repositioned the company as a national leader in the IBM iSeries. And for many years succeeded. But again, he took thought about the future of the company and a few years ago heavily invested in managed services - back-ups/restores, remote disaster recovery hardware, remote managed IT - and the business is booming again.

Three generations of businesses under the stewardship of a single man.

United Computer Group currently services more than 1,500 companies across the globe. He is now investing in facilities and marketing. He has done well in positioning his management team by only hiring great listeners and individuals who love to solve problems for the company's clients. Every seven years the company must re-engineer itself. It must evolve in the ever-changing, tumultuous IT landscape.

Michael C. DeAloia, author of Tech Czar Talk

Special to the Plain Dealer, Cleveland, Ohio

You're Invited: UCG Spring Fever 2014!

Please Join Us!

Friday, May 16, 2014

8:00 am - 3:00 pm

CLICK HERE TO REGISTER TODAY!

You must register to be a part 

of this exciting event.

SPACE IS LIMITED.

Sponsored by 

United Computer Group, IBM, and Arrow

Event Location

Acacia Reservation, Lyndhurst, Ohio

(fka Acacia Country Club) Driving Directions

Note: If you are located ​90 minutes or more from event, UCG will provide a complimentary hotel room for Thursday, May 15 if desired. Check box on registration form to reserve your room.

UCG Spring Fever 2014

AGENDA
Time	Topic	Presenter
8:00 am	Registration and Breakfast	Barbara Belovics, UCG
8:30 am	Welcome and Introductions	Michael Powall, VP UCG
8:45 am	Virtual Tour and Capabilities of UCG Data Center Partner BlueBridge Networks LLC	Petar Bojovic, Manager Technical Operations, BlueBridge Networks, LLC
9:15 am	Data Backup and Disaster Recovery for iSeries and Intel (vSphere and Hyper-v) 10GB to >100TB	James Kandrac, President, UCG; Timothy Prostor, Sr. Engineer, UCG
9:45 am	Data Intelligence and Warehouse Management	Gina Parry, Account Manager, VAI
Break
10:30 am	What is Flash? When and Why Might It Be Considered?	Tracey Halama, IBM
11:00 am	IBM Power 8 Update: Speeds, Feeds and Upgrade Paths. 4-core & V3700 SAN	James Kandrac, President, UCG
11:30 am	IMS-21 Enterprise Document Management and Workflow	Bill Wilson, VP of Strategic Alliances, Vanguard Systems, Inc.
12:00 pm	Lunch, Summary, and Discussion	All
1:30 pm	Golf or Acacia Reservation Walking Tour	Note preference on registration form

Breakfast and lunch by Dino's Catering

Call 800.211.8798 for more information.

Grow Your Managed Service Business

IBM Power Cloud Briefing for MSP’s Sponsored by IBM and Arrow

On behalf of United Computer Group, Inc., I was honored to be one of 25 IBM Business Partners invited to attend the IBM Q114 Power Cloud Briefing for MSP's. The event took place at the IBM Executive Briefing Center in Austin, TX on March 18-19.

To meet future client demands, MSP's must be able to expand infrastructure and service delivery capabilities while minimizing cost and increasing client value. The event focused on helping MSP's capitalize on new market opportunities and enable us to provide the right mix of services, products, and programs to clients.

Outstanding sessions and an honor to meet "Watson" and Ravi Arimilli, IBM Fellow, Analytics, Big Data and Cloud Platforms, who presented "Power: Journey and the Road Ahead."

Jim Kandrac with Watson

A fascinating article by +Matthew Herper was published this week in Forbes about Watson’s role in cancer research:

IBM's Watson Attempts to Tackle the Genetics of Brain Cancer

“This morning, IBM and the New York Genome Center announced a partnership to test whether Watson, the computer that won on Jeopardy, can sift through the genomes of cancer patients and help doctors pick drugs. This effort could hold the key to making DNA sequencing for cancer affordable, but there is a vast amount of work to do that will take years at a minimum.” Read article. 

As an interesting aside, Watson is engaged with a client (unnamed) and is working to ingest data to reduce their call center staffing from 3,000 to 100 people. You won't know you are NOT talking with a human. 

Many thanks to John Hardy, Senior Briefing Consultant, IBM Austin, TX; Jim Pinto, IBM Business Unit Executive, Power Systems Service Providers; and Dave Waddell, Brand Manager, IBM Power Systems, Arrow ECS for hosting this event, and to all who participated.

Jim Kandrac
Founder and President
United Computer Group, Inc.

WMCPA Spring Technical Conference Highlights

Lake Lawn Resort, Delavan Lake, WI

UCG's +Michael Seday attended the 29th Annual Wisconsin Midrange Computer Professional Association Spring Technical Conference (WMCPA) on March 11 through 13. The event was held at Lake Lawn Resort on the snowy shores of Delavan Lake, WI.  

"Women in IT", a conference highlight, included excellent presentations, an expert round table, and open discussions. 

Get Your Head Into The Cloud

WMCPA's Keynote speaker was Richard Dolewski of iTinuum. Richard is a frequent technical contributor to industry publications, and the author of System i Disaster Recovery Planning. "Get Your Head Into the Cloud" was the title of Richard's Keynote speech. The focus was on transitioning from a traditional data center to a secure private cloud architecture. Richard provided a look into making IT a revenue generator for businesses, explaining that "with today's IT you can own way less and do way more. It is time for IT organizations to evolve and implement new technologies that support virtualization, agility, resiliency and how to manage the costs associated with cloud computing."

Left to right: Michael Seday, UCG; Jim Buck, Gateway Tech College & WMCPA President;  Richard Dolewski, iTinuum President & Keynote Speaker;  Shane Poad, Paragon Software & WMCPA Sponsor Director 

Breakout sessions covered JavaScript, IBM i Security, Intro to Ruby and Ruby on Rails, Processing XML with RPG, and many IBM i hands-on and technical discussions. 

The UCG booth at WMCPA

The show was well attended and included over 20 conference sponsors including United Computer Group. If you missed this event, be sure to keep an eye out for the 30th annual spring conference next year.

Steven Joy and Michael Seday

Steven Joy of E.R. Wagner, was the proud winner of UCG's conference giveaway: a box of Callaway HEX Control golf balls. Steve, enjoy your game! 
An additional box of golf balls was given away at Casino Night to the ecstatic craps, roulette and blackjack players.

The WMCPA has provided over 25 years of quality information to allow their members to expand their knowledge on the ever-evolving mid-range system.  

Considering which backup and DR solutions are right for your business?

UCG will deploy the perfect solution to best meet your data protection, DR, and business needs today, and as your business grows.

Overview

Plug-n-Protect Appliance is an all-in-one backup and recovery appliance for fast and economical deployment of a complete data protection solution from 3TB to 100TB+. Includes preconfigured hardware and storage, plus a complete suite of VAULT400 software.

Software Capacity Edition manages and controls multiple vaults by licensing the patented award winning technology. Software Capacity Edition is suited for the enterprises both large and small with 250GB to 100TB+ of data.

VAULT400 Backup as a Service (Baas) is a managed secure cloud backup and disaster recovery solution best positioned to protect data <500GB. Data is encrypted and compressed offsite at two of UCG’s secure data centers. Add extra DR protection with optional hardware disaster recovery options of 24-hr, 12-hr DR or 1-hr HA.

Local Express Recovery Appliance (EPA) is a pre-configured storage appliance that’s installed at the client location as a vault, providing a local cache for backup data from 500GB to 2.5TB. A companion product to BaaS, Express Recovery Appliance automatically replicates your data to the secure VAULT400 cloud for offsite disaster recovery protection.

Learn more about each solution by clicking here.

Power i, IBM i: What Do You Mean by That? A Primer from Joe Hertvik

Great article from +Joe Hertvik on how to differentiate between the terms Power i and IBM i. 

"Since their introduction, there’s always been some confusion about what people mean when they say Power i and IBM i. The terms are not interchangeable.

Here’s my primer on when and how to use the terms Power i and IBM i. These are my own definitions and best suggestions for referring to or writing about the platform and the operating system. If you’d like to suggest modifications or another source for these terms, please post a comment here or email me at joe@joehertvik.com."

Read Joe's blog post here. Takeaway: "IBM no longer sells the old products so all you have to do is understand that Power i and IBM i are the new terms and go on evaluating whether what ever products or services people are discussing will work in your environment." 

Thanks, Joe!