We recently celebrated Thanksgiving here in America, and Welocalize surely has much to be thankful for this year.

• Riverside Partners has invested $34 million to support our expansion plans
• We now have an outstanding team located in the United Kingdom through our merger with Lloyd International Translations (LIT)
• Q3 marked another great quarter for Welocalize with sales increasing 32% through September over the same period in 2009
•  GlobalSight now powers translation matching for the 2.7 billion word TAUS TM super-cloud

Not only is the Riverside investment a great vote of confidence in Welocalize, it is a great vote of confidence in our industry. While many industries around the world are still struggling from the recession, we are fortunate to be in an industry that is growing at a double-digit rate! The credit for this great news goes to our staff, clients and translation partners all around the world.

The changes happening in our industry are equally exciting. The quality process is becoming more community oriented; there is a strong groundswell for openness and technology interoperability, and collaboration across competitors is growing in order to best serve client needs. On top of all of that, content on the internet is doubling every 18 months. Someone is going to have to translate the ever increasing volumes of this content – which means amazing opportunity for all of us!

I want to thank our clients, partners and staff for all that we have achieved this year, but we have even more great things to come!  My vision for the future is one where our products and services enable any content, on any device, in any language – at any time. The “always-on” world in which we live is requiring “on-demand translation” in order to keep up with the increased pace and volume of content demanded by end-users the world over. I believe our industry is still coming up short in creating an easy-to-use multilingual end-user experience, and we want to revolutionize the way translation is performed and delivered.  I see the revolution primarily being fought at two points in our supply chain which I call the first mile and the last mile.

The “first mile” revolution in our supply chain is at the point of connecting with translators.  We need to make it easier for translators to be an integrated, productive and profitable part of our supply chain.   I don’t think we will be able to keep pace with the changes in the world until we bridge this first mile gap in our supply chain. We need to make it easier and cheaper for translators to deliver quality work on time. Translators should be able to select an inexpensive or even free tool of their choice and have it easily connect to any other tool in the supply chain. Translators should be able to openly collaborate on a shared platform – even across competing multi-language vendors. We need to enable translators to be more efficient and more profitable. Otherwise, the number of high-quality translators in our supply chain will decline.

There is also a revolution happening in the last mile of our supply chain. I describe the last mile as the connection to actual end-users of the translated content.  The same lack of interoperability in the first mile of our supply chain limits our connectivity in the last mile to end-users. Community technologies are bringing buyers and sellers ever closer together in other industries and improving the user experience. However, in our industry, the traditional translation quality/review process rarely includes end-users. Instead, the process is limited to a closed loop of linguistic review by additional linguists. Yes, this step is necessary, but until we know the true value perception of end users it is hard to determine the appropriate budget for this step by language. This closed loop of translation QA is being perpetuated by what I call the SDL “walled garden.” Until we can create open and seamless connections at both ends of our supply chain through open APIs and standard data exchange protocols, we will not achieve the necessary interoperability to improve time, cost and quality.

I describe our current supply chain as a series of black boxes of service providers and tools that are disconnected from each other. I think our industry has reached a state of maturity where it is imperative to open and connect the boxes and create a better user experience for each constituency in the chain. The result will be time, cost and quality improvements, and all boats will rise on the changing industry tide.

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I am very happy to report that Riverside Partners, a prominent Private Equity firm based in Boston, has invested $34 million in Welocalize to support our exciting growth plans. Not only is this a great vote of confidence in Welocalize, it is a great vote of confidence in our industry. While many industries around the world are still struggling from the recession, we are fortunate to be in an industry that is growing at a double-digit rate! The credit for this great news goes to our clients, staff and translation partners all around the world.

The changes happening in our industry are equally exciting. The quality process is becoming more community oriented; there is a strong groundswell for openness and technology interoperability, and collaboration across competitors is growing in order to best serve client needs. On top of all of that, content on the internet is doubling every 18 months. Someone is going to have to translate the ever increasing volumes of this content – which means amazing opportunity for all of us.

My vision is for Welocalize to support its clients by enabling any content, on any device, in any language – anywhere in the world. We plan to use the Riverside investment to support this vision. Specifically, we will invest in our 4-Pillars:

Quality: expanding our QA staff and investing in the acquisition of quality oriented translation providers around the world

Customer Service: expanding both our staff and our locations worldwide to increase in-time-zone responsiveness and personal touch

Innovation: investing in innovative products across the translation supply chain in order to positively transform the user experience for translators, service providers and clients

Teamwork: investing in the expansion, training and support of our worldwide staff

I want to thank our clients, staff and worldwide translation partners for helping to make this exciting development happen.

Smith ...

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I want to thank Keith Mills, the CTO at SDL, for participating in the debate. Keith is a sharp guy and great CTO. SDL is lucky to have him. I also want to thank Jaap Van der Meer for hosting and moderating the debate.


I hope Keith enjoyed the debate as much as I. Our contrasting viewpoints were very interesting and thought provoking, and we also had some points in common! Kirti Vashee has written an interesting summary of the debate in his blog.

Let me begin with the views we had in common. We both agreed on the changes happening in the marketplace. The volume of content is growing; the complexity of rich-media is growing; the number of languages requested by clients is growing; clients are demanding ever-faster delivery cycles, and machine translation is creating growth opportunities for all rather than cannibalizing them. I described my “vision” for addressing these challenges, and Keith described his “practical” ideas for doing the same. It was interesting to me that our answers were characterized as “practical” vs. “visionary”, because I believe both are necessary to solve any challenge. A vision describes the shape of things to come, and a mission describes things to be done within the context of the vision in a “practical” sense. Yes, we have a vision at Welocalize, but we are also on a mission to move beyond optimization of the traditional translation supply chain towards truly collaborative innovation.

My vision for the future is one where our products and services enable any content, on any device, in any language – at any time. The “always-on” world in which we live is requiring “on-demand translation” in order to keep up with the increased pace and volume of content demanded by end-users the world over. I believe our industry is still coming up short in creating an easy-to-use multilingual end-user experience, and I believe that a lack of interoperability has created critical breaks in our translation supply chain at two major points which I call the first and last mile.

This interoperability concept is where my views and Keith’s began to diverge, primarily because of our different business models. I described SDL’s business model as a “walled garden”, and the Welocalize business model as an open, interoperable supply chain.

SDL currently owns the first mile in our supply chain. I used a railroad analogy during the debate to describe SDL’s brilliant purchase of Trados. Trados is still the preferred tool of translators and with Trados on the majority of translator’s desktops, SDL effectively owns the railroad tracks into those translators and is able to levy a “tax” on the words transported on the tracks in the form of licensing fees. Absent the purchase of Trados licenses, APIs and/or SDL professional services, there is subsequently no way to interoperate with the station at the end of the tracks (the translator’s workbench). In addition, because translators are typically isolated in a “desktop workbench” world rather than a networked “community”, knowledge is not efficiently shared and quality suffers.

I don’t think we will be able to keep pace with the changes in the world until we bridge this first mile gap in our supply chain. We need to make it easier and cheaper for translators to deliver quality work on time. Translators should be able to select an inexpensive or even free tool of their choice and have it easily connect to any other tool in the supply chain. Translators should be able to openly collaborate on a shared platform – even across competing multilanguage vendors. We need to enable translators to be more efficient and more profitable. Otherwise, the number of high-quality translators in our supply chain will decline.

Interoperability is also limited by the SDL walled garden in the first mile connections between content management systems and various translation management systems. Once again, absent the purchase of SDL licenses, APIs and/or professional services, there is no way to connect the systems and enable efficient interoperability. Both client and vendor should each be able to choose their preferred translation management system and content management system, and those systems should be able to pass data back and forth. A large amount of time and money is lost because there is currently no easy way to link these systems.

However, three companies are endeavoring to change this fact. Welocalize, Andra AG and Kilgray are currently collaborating within the context of the Interoperability Manifesto to enable data exchange across tools and will open source the results. This is in addition to the connections being created between open source content management systems, GlobalSight and the Open TM2 workbench from IBM. A seamless data round trip across tools is the goal, and these reference implementations are demonstrating how it is possible.

The last mile in our supply chain is also broken. The same lack of interoperability in the first mile of our supply chain limits our connectivity in the last mile to end-users. Community technologies are bringing buyers and sellers ever closer together and improving the user experience. However, the traditional translation quality/review process rarely includes end-users. Instead, the process is limited to a closed loop of linguistic review by additional linguists.

This closed loop of translation QA is being perpetuated by the walled garden. Until we can create open and seamless connections from end-users into the translation systems that we use, we will not be able to optimize our supply chain to the needs of the end-users.

During the debate, I described our supply chain as a series of black boxes that are disconnected from each other. I think our industry has reached a state of maturity where it is imperative to open the boxes and create a better user experience for each constituency in the chain. The result will be “practical” time, cost and quality improvements, and all boats will rise on the changing industry tide.

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I want to thank all of our clients, staff and partners very much, because Welocalize had its best quarter ever in Q2 2010! In addition, Welocalize reached an interesting milestone recently. The majority of our work, currently 52% and growing rapidly, is now what we call on-demand translation.

We categorize the work we do for our clients in two ways: on-demand and traditional. Traditional localization we describe as the classic, project-based work that our industry is most accustomed to seeing. This type of work is driven by release cycles of varying lengths usually measured in months. Once a project is completed, we wait for the next release, translate what has changed and close the project.

Our on-demand segment is quite different. What was once a process of opening and closing a project has now become opening an always-on pipe between ourselves and our customer; what was once issuing a purchase order has now become billing against an open PO for the quarter or year; and what was once a release cycle of months is now measured in days or even hours. This open pipe and open PO create wide ranging challenges in reporting and configuring the supply chain. Load balancing, production accounting across the supply chain and quality are a few of the most immediate.

The shift to on-demand translation is being driven by the amount and the form of new content being produced. If our customer’s products are always-on and available on any device, anywhere in the world, at any time of day, in any language - naturally our service must change to meet the same requirements. This shift has been going on gradually for quite some time. Project automation with point solutions is steadily being replaced by process automation with enterprise solutions. This type of shift is common in industries as they scale. Vertical integration, supply chain automation, just-in-time delivery – advances and best practices in these areas drive competition in both manufacturing and service industries alike, and the trend is accelerating rapidly in our industry.

In order to keep pace, a Translation Management System such as GlobalSight becomes critical. However, the system alone is not enough. Interoperability, extensibility and standard data exchange across systems in the supply chain becomes essential in order to achieve the necessary reporting requirements and on-demand velocity.

The increase in this velocity is amazing. Welocalize grew 24% through June of 2010 with our on-demand segment growing at annual pace of 133% since 2007. Our GlobalSight community has grown to over 4,000 members, and we have plans to double our GlobalSight development budget. The combination of our GlobalSight “pipe” and our InSight business intelligence engine is driving our ability to continually increase velocity and be the on-demand Translation leader. We have some exciting new announcements around our development efforts still to come in 2010, so please stay tuned!

Smith ...

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For information on why we joined the Open TM2 initiative, please follow this link: http://www.lisa.org/globalizationinsider/2010/07/open_tm2.html

I have also included the interview below.

Smith


What is it about the Open TM2 initiative that motivated Welocalize to get involved?


Most translators use some type of translation workbench tool. Most clients use some type of content management tool, and most vendors use some type of translation management tool. To make it even more interesting, add machine translation tools, authoring tools and a variety of content types. Now combine all of those users and their various tools and try to pass the content type you want translated between each of them, and tell everyone they have half the budget, time and staff to do it!

Yes, I have exaggerated a bit to make a point, but the basic elements of this challenge are what I am hearing from clients, vendors and translators. Traditional methods across our translation supply chain are just not up to the task of the now always-on velocity of end user demands.

In order to increase velocity across the translation supply chain, we need to increase automation which implies more integration, interoperability, extensibility – and standards. We are by no means the first industry to confront this challenge, so why not borrow what has worked elsewhere. At the heart of every sophisticated and mature supply chain is a consistently followed set of standards. As Craig Barrett, former Chairman of Intel, stated, "The world is getting smaller on a daily basis. Hardware, software and content move independent of, and irrespective of, international boundaries. As that increasingly happens, the need to have commonality and interoperability grows. You need standards so that the movie made in China or India plays in the equipment delivered in the United States, or the Web site supporting Intel in the United States plays on the computer in China."


What sort of progress do you think has been made in the area of standards, and what work remains?

Unicode has probably been the most successful standard related to our industry. Unicode specifies a standard for the representation of text in just about any language across software products and systems. Before Unicode, there were hundreds of different encoding systems, and they often conflicted with each other. The significant problem was potential corruption in the passing of text representation data between different encodings or platforms. Thus the Unicode Consortium was formed, and to its credit, Unicode now “enables a single software product or a single website to be targeted across multiple platforms, languages and countries without re-engineering. It allows data to be transported through many different systems without corruption.”

Other standards, such as TMX, have not been as successful. We need to understand why this has been the case? As Bill Sullivan, IBM Globalization Executive, stated, “There is a recognized and growing need for standards in the localization industry. Despite our best intentions, however, standards themselves can often be vague and open to multiple interpretations. What is needed are reference implementations and reference platforms that serve as concrete and unambiguous models in support of the standard.”

This is the work that remains. We need to demonstrate more tangible benefits for adhering to a standard in typical use case scenarios and integrations. How can a client easily integrate the translation assets of an acquisition? How can a client plug-and-play what they deem as the best tool components? How can a client change tools? These are the simple questions I hear. To get closer to the answers, the Open TM2 Steering Committee is working on a Joomla (content management), Open TM2 (translator’s workbench) and GlobalSight (translation management system) integration. The goal is to develop a viable data exchange standard which works seamlessly in this 3-way environment and then extend it to other integrations in the translation supply chain.

LISA will document and publicize the resultant standards. However, neither the Open TM2 initiative nor LISA alone can make the greater vision a reality. As the Unicode initiative demonstrated, broad participation and support across the industry is necessary to achieve success. The Unicode Consortium includes corporate, institutional, individual, NGO and public sector members all collaborating with a unified purpose.

What is different about the Open TM2 initiative?

Open source and “free” are often found in the same sentence. Yes, there is no charge to download an open source product such as Open TM2 or GlobalSight, but there is a cost associated with support, training and customization to specific needs. Open source is not a “free lunch”, but it is an opportunity to engage, integrate and customize at a much deeper level and at a faster pace. The result is potentially a product that is more suited to one’s needs, more easily integrated with other products and a lower total cost of ownership. But what you get out of it is subject to what you put into it. As an ancient Chinese proverb reads, “Talk does not cook rice.” We need people willing to take action. These concepts apply to all open source projects.

What I think is different, and exciting, in this Open TM2 initiative is an increasing alignment of broader interests. Industries typically do not change significantly until the market forces them to change (look at the American auto industry). I think there are some market mega trends in play right now (cloud computing, mobile computing, social computing, open source) and those who don’t adapt to these trends will quickly be left behind. The “translation project” as we knew it traditionally is rapidly morphing into on-demand translation. SimShip is rapidly morphing into SimStream (simultaneous streaming releases). Translation tools and platforms are rapidly morphing into “mash-ups” (combinations of different tools with the sum benefits being significantly greater than the individual benefits). The translation service on the whole is rapidly morphing into a utility inside a broader and more deeply integrated global content supply chain. RFPs now have pages and pages of interoperability, integration and optimization questions. And according to Gartner, "The number of open-source projects doubles every 14 months. By 2012, 90% of companies with IT services will use open-source products of some type.”

So, I think the timing is right. Many, certainly not all, clients, LSPs, tool providers and translators alike are realizing that it is in the best interest of the supply chain as a whole to collaborate to achieve something on the scale of what was achieved with the Unicode standard. “Do not go where the path may lead, go instead where there is no path and leave a trail.” – Ralph Waldo Emerson ...

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I was recently inteviewed about the Open TM2 initiative by John Yunker from Global By Design.  The interview can be found here.  I have also copied it below.

Translation memory goes open source: An interview with Smith Yewell of Welocalize

Posted on July 8th, 2010 by John Yunker

Translation memory helps companies re-use previously translated text, improving consistency and potentially saving money.

But translation memory requires using translation memory software, which has for years largely meant using SDL Trados software.

When a company hires a translation agency and requires that they use translation memory — not only must that agency have Trados software, but so too must the freelance translators — who are often located all around the world. This is a nice business model for SDL, but it has been a pain point for translators and agencies for years.

For agencies, the more acute pain point has been that SDL not only sells TM software but also sells translation services. Nearly every translation exec I have spoken to has openly asked for an open-source alternative to Trados.

Well, now we have one.

IBM has partnered with LISA (Localization Industry Standards Association), Welocalize, Cisco, and Linux Solution Group e.V. (LiSoG) to launch an open source project that provides a “full-featured, enterprise-level translation workbench environment for professional translators.”

It’s called Open TM2 — and it’s basically a scaled-down version of what IBM has developed and used internally for years. I haven’t used the product yet and there’s understandably quite a bit of work involved to get this software to a point where it’s easy for translators, agencies, etc. to consume.

I’m not prepared to say Open TM2 is going to put an end to Trados. After all, Linux didn’t exactly put Windows or OSX out of business. But I am excited to see it out there in the world. Open source keeps software vendors on their toes. I’ll be very curious to see if developers embrace the code, and what they come up with.

To learn more, I interviewed one of the partners behind Open TM2, Smith Yewell, CEO of Welocalize.

Here is what he had to say:

Q: Why did IBM decide to open source its software in this fashion? What does it hope to gain?
Bill Sullivan can answer this question better than I, but as he stated, “Freelance translators are the backbone of the localization industry. These translators have longed for free and open translation tools to increase their productivity. There is a recognized and growing need for standards in the localization industry. Despite our best intentions, however, standards themselves can often be vague and open to multiple interpretations. What is needed are reference implementations and reference platforms that serve as concrete and unambiguous models in support of the standard.”

In my opinion, productivity and standardization go hand-in-hand. By releasing Open TM2 as an open source product with a standards-based, data-exchange goal, not only is there potential for increased productivity – flexibility and freedom of choice also increase.

Q: And what do you hope to gain from this effort?
I like to use the mobile phone analogy. I can travel just about anywhere in the world, turn my phone on, and it works. This is possible, because competing carriers and hardware manufacturers collaborated to be able to offer that seamless user experience across global networks and handset protocols. Consider the user experience in our industry. There is really no ability for a client to turn on a translation supply chain and have it work out of the box across various content types, tools and translation vendors. The clients I speak with are demanding that this change.

GlobalSight, Joomla and Open TM2 are being used to demonstrate an example of a seamless data exchange based upon a set of standards. LISA will play an important role in documenting and sharing these standards so that they can be applied uniformly to other integrations. To put it simply, we need a variety of tools to be able to talk to each other in an automated way. This is where I think we can improve time, cost and quality results and greatly improve the user experience. Ultimately, I expect Welocalize to gain an increase in productivity, interoperability and freedom of choice in configuring the best set of tools for each client’s unique translation supply chain needs. If we can get under the hood, we can tune the engine; otherwise, it is becoming increasingly difficult to gain time, cost and quality advantages from the old way of doing business.

Q: Who is going to use this software? And what software will it replace?
Many translators are already using TM2 in delivering work to IBM. I expect Open TM2, as its features grow, will appeal to more translators as a desktop workbench. This is only an initial release of the open source product, and there is much work to be done. But the potential is there to collaborate and improve. Ultimately, I think Open TM2 has the potential to replace the Trados desktop workbench.

Q: When you talk open source, stability and support are common pain points. Who will be actively supporting this effort?
The members of the Steering Committee are currently supporting the effort, and the goal is to build a community which can support itself. This open source initiative is not unlike others, what one puts into it will determine the benefits one can pull from it. I wouldn’t be surprised to see a company create a business model to offer Open TM2 support. Support, training and customization are typical services that bloom around open source initiatives.

Q: What would stop a technology company from taking the source code and creating a competitive TM product?
It is an open source product, so there is potential for companies to build a business model around the product. However, I doubt that will be a proprietary fork of the code. The appeal is an open source product with growing standards compliance, not yet another proprietary product. What is more likely are support, training and integration services. Anyone investing in the product naturally expects a return, and the better the return, the more healthy and diverse will be the community. I think that is a good thing. Competition drives innovation. However, if we can’t get the standard data-exchange protocols right, productivity across the supply chain will continue to lag the increasing velocity of change in the marketplace. Rapidly evolving time, cost and quality demands already exceed what the traditional translation supply chain can deliver.

Q: The source code is available now but documentation is lacking. What is your timetable for launching a more translator and agency friendly product.
I think the first step for the Steering Committee is to take the feedback that is already coming in about the product, good and bad, and use that to set priorities, responsibilities and a timeline. The idea is sound, but it must be tested in practical use and refined according to what the market really needs. Translators have the answers to many challenges in our supply chain, they are just not asked very often.

Q: How will this software be integrated? Is there is a goal of integrating it with the open source GlobalSight CMS?
Content creation, translation, workflow and performance metrics reporting – there are many systems and tools for accomplishing each of these requirements. However, very few of them can pass necessary data in an automated way. A lot can be accomplished with web services and open APIs, but widespread integration possibilities can only be realized with a critical mass actively using an industry-supported data-exchange standard.

In order to demonstrate this possibility in a live use case scenario, Joomla, GlobalSight and Open TM2 will be integrated with the resultant standards published by LISA. I think additional standards organizations will also need to participate to gain wider understanding, agreement and adoption. If enough of the industry’s thought leaders and leading practitioners get behind this standard data-exchange and tools integration challenge, I think all boats will rise. Without it, the industry will never be able to approach the growing volume of content which current production and cost models can’t support. ...

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When I buy a product at Walmart it is scanned at the check-out counter. At that moment, the entire supply chain it took to produce that product is alerted; another product is moved into the assembly line, and the new product is on the shelf the next day. This is an enormous logistical challenge, and Walmart achieves success through very sophisticated automation systems and standard supply chain integration. Walmart is able to achieve such a high level of supply chain automation and integration, because very early in their history they convinced their suppliers to standardize the hand-offs in the supply chain around the most optimal way to produce what a customer wants, in the format they want, where they want it and at the best possible price. I am beginning to see clients in our industry requiring their translation vendors to do the very same thing.

Collaboration, integration, standardization and cooperation are all the hot buzzwords today. Why? Because clients are realizing that vendor silos are limiting their ability to achieve enterprise-wide objectives around time, cost and quality.


The Walmart supply chain is one built to support the movement of products, but what does the same set of challenges look like when it is a movement of digital information?

The translation industry is reliant upon a digital supply chain. We move words around, and the consumers of these words expect the latest and greatest instantly on the device of their choice in a simple and easy way. We can thank cloud computing, the iPhone, Google, Twitter and Facebook in large part for creating this new level of expectation.

This new expectation has a massive impact on our translation supply chain. The age of the “translation project” is waning and new age of the “translation utility” is waxing. Translation as a utility is a concept describing an always-on, on-demand, streaming translation service. Machine translation (MT) might come to mind first, but I see MT as just another important productivity tool in the translation supply chain. It is the configuration and integration of the supply chain tools and vendors to achieve “translation as a utility” which is the next frontier, where the biggest challenge lies and where the real value is created. Perhaps a Walmart of words or a FedEx of words will emerge?

Supply chain automation requires standard inputs and outputs. Otherwise, the systems and hand-offs between various vendors in the chain breakdown. The translation industry is suffering from this problem. The supply chain has not kept pace with the rapidly growing need for translation as a utility. Interoperability, extensibility and flexibility across systems and tools is currently limited. But this is beginning to change.

IBM announced today the formation of a partnership to work towards solving these challenges. In partnership with LISA (Localization Industry Standards Association), Welocalize, Cisco, and Linux Solution Group (LiSoG), IBM will offer an open source version of IBM’s TranslationManager/2 (TM2) to be called OpenTM2.

“There is a recognized and growing need for standards in the localization industry. However, despite our best intentions, standards themselves can often be vague and open to multiple interpretations. What is needed are reference implementations and reference platforms that serve as concrete and unambiguous models in support of the standard.” acknowledged Bill Sullivan, IBM Globalization Executive. Mr. Sullivan suggests, “Freelance translators are the backbone of the localization industry. These translators have longed for free and open translation tools to increase their productivity. Our expectation is that by providing OpenTM2 in the open source environment we can enlist the aid of this army of dedicated users to bring OpenTM2 even closer to the realization of a flexible open platform to mature data exchange standards our industry desperately needs." Please see Kirti Vashee’s blog for interesting read on this topic of standards.
IBM, Welocalize and the other partners are working to make this open platform a reality. Our first reference implementation will be a standard integration between a content management system (Joomla), a translation management system (GlobalSight) and a translators workbench (Open TM2). The Localization Industry Standards Association (LISA) plans to document and publicize the standard data exchange format to be utilized in the reference implementation, and these standard data exchange protocols will be expanded to include additional implementations until a standard, extensible and interoperable eco-system is formed. It is an ambitious goal, but market forces are driving the change, and I believe we will see the change through.

Smith ...

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