MAGAZINE #03 INDIVIDUALIT Y: A KINGDOM FOR EVERY CUSTOMER PRINT Are we soon going to print our spare parts? USE Trend to payment by use RELAX Five tips to relax mentally in minutes ADJUST Products for “Generation Me”

20 28 Photo: mymuesli/Viktor Strasse Strasse TRENDS AND TECHNOLOGY OUTLOOK 15 Drugs made to fit the genome 24 Pay-per-Use: A business model with a bright future 16 Additive production is a 3D printing method about to change the world’s economy. Accelerated product development and the possibility to make individual spare parts are just two examples. 28 Be it muesli, cars or trainers: The range of products that can be customized grows and grows and grows. We present five examples that sparked our enthusiasm. ADVICE 26 Five tips to inner peace 27 A day in Barcelona with Frank Krumbiegel FIELD REPORT 20 Made for individual customer requirements: a specially designed MX-X VNA truck with a mobile walk-on platform is the heart piece of a central distribution warehouse of the logistics service provider Hellmann Worldwide Logistics. 150,000 bicycles are stored and cross-loaded there. SERVICE 30 Reading suggestions: ‘Dein Ego ist dein Feind’ (‘Ego is the enemy’) and ‘4 3 2 1’ 30 Apps: ‘Workflow’ and ‘Snapseed’ 31 Puzzle & Win

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NEWS ALIBABA IS ON THE WAY TO EUROPE The Amazon competitor from China, Alibaba, is pushing into the European market. The Alibaba Group plans to open a logistics centre in Bulgaria to supply customers all over Europe. Currently, talks with the Bulgarian government are underway with the Bulgarian Prime Minister strongly supporting a site in Bulgaria. Founded in 1999, the Alibaba Group currently employs a staff of over 46,000 and made a turnover of over $15 billion in 2016 alone. Photo: charnsitr/Shutterstock.com NEXT STOP: BATCH SIZE 1 Industrial production of individual single products referred to as batch size 1 is one of the most ambitious goals of industry 4.0. According to the fi ndings of the consultant company Staufen indicated by the “Deutsche Industrie 4.0 Index” [German industry 4.0 index], individual production is the main driver for the 277 German industrial compa- nies that participated in the survey. 45 per cent of the companies answered that they are not yet sure whether they will be able to handle such a way of production. Pioneers in this sector are mechani- cal engineering companies that have a history in low unit numbers and a great extent of adaptation to individual customer requirements. Two thirds of the companies in this segment are already aiming for this new level of customization. PRINTED GAS TURBINE BLADES Siemens achieved a breakthrough in 3D printing: for the fi rst time the technology group was able to operate blades completely made by Additive Manufacturing (AM) under full load in a gas turbine. In the turbine, the components are exposed to a temperature of 1,250 degree Celsius at speeds of 13,000 rounds per minute. This acceler- ates the blades to speeds exceeding 1,600 km/h at which they have to carry loads of up to 11 tons. This success was made possible mainly by the production of prototypes accelerated by AM. 3D print allows to develop and produce prototypes up to 90 per cent faster than with conventional methods. Photo: Siemens AG, Munich/Berlin 07

Mass customization is to follow mass production: Mass customization follows the principles Thanks to assembly line work, the price for the of modularised production: Ford T model dropped by more than half – making A smartly designed kit allows to create it affordable for new groups of customers. individual solutions. CUSTOMISATION AS AN ECONOMIC FACTOR. The range of customised products is growing. This includes consumer products as well as commercial products. Whether you want to have your personal muesli mix or a lift truck specialised to handle whisky barrels: Nearly anything is possible. “I make the world as it pleases me”, is what Pippi Longstockings sings in the title song to the film of Astrid Lind- gren’s famous novel. That was in the late nineteen sixties. But related to our consumer society, nothing would apply more. After all, personalisation has long since evolved to become one of the economic mega trends. Customised products are not only becoming more sought after, but they are also becoming available at affordable prices. How did this happen? Searching an answer to this question first leads to mass production. EQUALITY FOR EVERYONE At the end of the 19th century, the upcoming industrialisation promised “prosperity for the masses”. More and more products, in the past made by manual work, could now be produced by machines – in large numbers and at substantially lower prices. This meant that also the poor people could afford things that seemed unachievable before. One of the most prominent examples is the automobile. After having been an object of outspoken luxury for a long time, Henry Ford adapted it for the masses by perfecting assembly line production in the early 20th century. In 1909, Ford launched the famous T model, and in 1914 the production was completely adapted to assembly line production. The consequence: The sales price dropped by more than half: from $850 to $370. This way, Ford was able to access completely new groups of customers. With great success: By 1918 already, every second car in America was a Model T. Customisation of costly objects produced in large numbers was unthinkable at the time. As the reported state- ment of Henry Ford says: Every customer can have the colour of their choice – as long as it is black. 09

TITLE STORY which is fully automated and guaranteed different for every user. Or look at video on demand portals such as Netflix where consumers can arrange their own TV programme and automatically receive suggestions for shows based on their personal interests.” Third: saturated markets. By offering individualised products, companies in tough markets can differentiate from their competitors. “There are many great start-ups that have found their niche with mass customisation in markets that are actually saturated.” says Piller. OPTIMISED PRODUCT KITS One of the most suitable tools to engage customers in the production of their customised product are online configurators. “However, even more important than providing the customer with such a tool to configure a product is to make this tool usable for the customer,” Piller knows to report. It is paramount not to overburden the customer in their role as a co-designer. “Reducing complexity and simplification are fundamental virtues of any good configurator. CUSTOMERS BECOME DESIGNERS It is not only the products as such that create the success of mass customisation. The “product value”, i.e. the benefit of the product, is always complemented by the “experience value” – a sensational factor that arises from integrating the customer into the creation process of the product. Instead of simply consuming the product, the customer takes on the role of a co-designer, ideally actively contributing to the process. For the company, this bears the benefit of high customer loyalty. Emotionally, the customer is much more involved by making a contribution to the creation of the product. This is something that substantially increased the subjectively perceived value of the product. And the customer is ready to spend more money on this additional value, professor Piller underpins: “A well known study which has been replicated a number of times already shows quite consistently that customers are ready to pay an extra amount of 30 to 50 per cent more for customised products. It must be easy to understand and the process must be completed quickly.” This is why it is important to restrict the number of options available to the customer, “otherwise mass customisation quickly turns into ‘mass confusion’.” Instead of developing a completely new prod- uct, the customer has room to combine a given number of different pre-selected options to match their individual needs and desires. The technical jargon talks about ‘solution space’ in this respect. It is crucial to precisely identify those product attributes in which customer needs and preferences differ most significantly and based on that make a clearly defined offer. Piller puts it in a nutshell: “Mass customi- sation is about adjusting a product in accordance with individual needs and to configure it respectively – it is not about re-inventing the prod- uct. One of the most prominent tasks of mass customisation is to define the optimum product kit.” MASS CUSTOMIZATION IN B2B MARKETS Mass customization is deeply rooted in the B2B market. Major indus- trial companies have been making use of modular products for a long time in producing large and complex machines. A major success factor for Frank Piller: “Amongst other factors, European mechanical engi- neering does so well on the global market because it developed the capability to provide individual customer solutions at a very high level quite early on.” The level here is already high enough to make it crucial for industrial companies to further increase cost efficiency instead of becoming even more individualised. Opposed to B2C business, where aesthetic customisation often plays a leading role, the functional adaptation of the products is clearly in the foreground in B2B markets. Piller explains: “This is primarily about perfectly fitting a product into an existing value adding chain.” UNIQUE PIECES STILL is one of the pioneers in the field of customisation as well, having made use of modular product kits for many years in the past already. One of the major goals is to offer the customer solutions that are as individual as possible, optimally adapted to the customer requirements. Depending on the particular model, this adaptability Mass customisation makes customers co-designers who adapt products to match their personal preferences. This is usually done with the help of online configurators. 11

TITLE STORY TITLE STORY “IT IS IMPORTANT TO UNDERSTAND WHERE THE CUSTOMER NEEDS INDIVIDUALITY” Frank Piller, professor for management and head of the depart- ment of innovation management at the university RWTH Aachen is one of the most renowned experts for mass customization. We talked with him about the particularities of individual mass products. PROFESSOR PILLER, IN BRIEF: WHAT IS MASS CUSTOMISATION? Mass customisation refers to products made in mass that can be individualised without signifi cant increases in production costs. Traditionally, this is achieved by modularisation. As a customer, I build my individual product from a modular kit and the producer preserves a major part of the cost benefi ts resulting from mass production of standardised components. At the same time the producer reduces complexity for the customer by implementing a smart process architecture for the customer. YOU MEAN TO MAKE LIFE EASIER FOR THE CUSTOMER? Exactly. Mass customizers make the customer a co-designer who actively contributes to the production of the desired product. Often this is done by online confi gurators. Reduction of complexity and simplifi cation are the fundamental virtues of a good confi gurator. It must be easy to understand and the process must be completed quickly. If there are too many options, the mass customisation will soon create mass confusion. WHAT NEEDS TO BE CONSIDERED IN SELECTING THE AVAILABLE OPTIONS? It is important to understand where the customer needs individuality. I have seen many mass customizers fail because individuality was offered in a form that the customer did not want. Companies have to fi nd out where their customers want to differentiate, and how and where they are willing to pay more for customisation. THAT MEANS CUSTOMISED PRODUCTS ALLOW TO EARN MORE MONEY? There is a number of research studies available that have consistently shown that customers are ready to pay up to 50 per cent more for the confi guration experience. INTERESTING. THAT MEANS THE VALUE OF A CUSTOMISED PRODUCT EXTENDS BEYOND THE PRODUCT ITSELF? Yes, the so called ‘experience value’ is of particular importance for companies just entering the market. But it is effective only once, perhaps twice. After that, it is more and more perceived by the customer as additional work. The product benefi t, however, is more sustainable. HOW CAN THIS PRODUCT BENEFIT BE INCREASED? There are two major approaches to customisation: the aesthetic design, fi t and product functionality. AND THE MOST IMPORTANT APPROACH… Depends on the product. In the fashion industry, aesthetic design obviously plays a relatively important role. Just as the fi t, which often merges with functionality. A perfect fi t of a pair of jeans also has a certain additional value. Customisation is most sustainable in product functionality. CAN YOU GIVE US AN EXAMPLE? Take the company mymuesli. There you can mix your individual muesli. The function is clearly in the foreground. Beyond the mere taste, there are also mueslis that are particularly for people with allergies, pregnant women, or athletes. WHAT ABOUT MASS CUSTOMISATION IN B2B MARKETS? Mass customization is deeply rooted in the B2B market. European mechanical engineering is as strong as it is on the global market because it developed the capacity to offer individual customer solutions at a very high level at a very early stage. Instead of becoming more individual still, the focus here is mainly on increasing cost effi ciency. DO THE THREE APPROACHES YOU MENTIONED FOR CUSTOMISATION ALSO APPLY TO B2B MARKETS? The B2B markets are virtually exclusively about functional adaptations. It is all about optimally integrating the product or the machine into an existing value adding chain to improve it. 13 13

TRENDS & TECHNOLOGY Be it the expensive original drug or the price effi cient generic product: today, medical drugs are ‘standard’ products – developed and prescribed along the guidelines of Joe Bloggs. Even to decide on the dose, doctors and pharmacists mostly follow the standardised instructions on the package leafl et. All that despite the clarifi cation Hippocrates, pioneer of the holistic approach to medicine, made more than 2,000 years ago: “It is more important to know who has an illness than to know which illness a person has.” The decodifi cation of the human genome and the effects the environment has on it open new opportunities to customised therapy. In the future it will allow to adapt the active substances to the individual profi le of each person without side effects. Precondition for this is the complet- ed sequencing of the genome in which all variants of the genes are determined together. Costs for sequencing have meanwhile dropped so far that they hardly differ from other medical applications. In at least 600 different illnesses genome analysis can be of help and this possibility is largely made use of. The boom of the still young discipline of phar- macogenetics that investigates the interplay of genetic material with drugs speaks for itself. However, even if online gene tests are virtually everyday use in the USA, the situation in Europe is quite different. Following the German Gendiagnostikgesetz, the Act of Gene Diagnostics, a test is only permitted after a patient has explicitly agreed to the test after a formal consultation with a doctor. So everyone has the right to know and not to know. But for most people affected the chances – and curiosity – pre- vail. For example in case of depression. The traditional diagnostics is still very simplistic. In the future, medics will look closely at the individ- ual genome, because by now one thing has become clear: People with certain gene variants are more likely to develop depression than others. This is why the future lies in the consideration of biological indicators, so called bio-markers. Once it is possible to map gen tests with certain bio-markers, chances will rise to customise diagnostics as well as treatment of depression without side effects. Molecules of the affected substances will be discovered for each contingent of patients, licenced to pharmaceutical companies that will produce individual drugs. And for the healthy it will be possible to develop genome-specifi c prevention schemes guided by individual risk factors. Therefore, it is not unlikely that in the future each one of us will know their own genome sequence – just as we all know our own blood group. Not a standard pill KNOWING ONE MEANS KNOWING NONE – SICKNESS IS AS DIVERSE AS THE PEOPLE THEY INFEST After all, every human being carries their own genome – and with it the key to their personal medicine. 15

TRENDS & TECHNOLOGY from oils and cooling agents. Even the residual heat can be made use of. “Spare parts on demand” is one of the lead topics in this context and a model to reduce warehousing costs and delivery time. This vision has already materialised on Europe’s railways. A coat hook in the ICE train or a terminal block beneath the motor of the railway engine: Bit by bit, the trains of the Deutsche Bahn are built from components originating from individual production by 3D print. At the moment there are about 200 self-made components installed in the ICE trains. 3D print is mainly deployed as a method to produce spare parts with long delivery times. For a long time these methods were predominantly used to make highly detailed prototypes in design development. Now 3D printing is also moving into the field of rapid manufacturing, i.e. fast production of parts that are needed right here and now. The consequences for traditional production industry are at hand: in the medium run, additive production methods will change complete value adding chains. Against this back- ground, the pressure rises in particular in the supplying industries. Only those companies willing to sell the software and data that enable customers to produce the spare parts directly on their own will be able to keep their customers in the age of 3D printing. Return of the production from low-wage countries 3D printing makes the development process of mechanical parts more and more alike to the development of software. In the age of industry 4.0 and the close linkage of information chains, additive methods signal the ending of conventional production and logistics chains. And more: For the industrial states, 3D printing offers perfect opportunities to regain many production processes that have been outsourced to low-wage countries in the past back to Europe or the USA. The ‘extended workbench of the world’, as China is often called due to its mass production for many international markets, would become the 3D workbench at home. Or: demand and supply will come more closely together in terms of time as well as in terms of space – even as close as into our own four walls and with this into the hands of every individual. Instead of spare parts, suppliers may soon be selling software and data with which customers can print their own spare parts. Image: General Electric/GE Additive Many aspects to the cost-benefit balance of 3D Additive production with laser printers is still expensive. The required type of printer may vary depending on the intended use and the pur- chase price for the devices fit for industrial applications easily reach five- to six-digit sums. Experts forecast that the direct costs for printing could drop by about a third over the coming years. That would mean 3D printers would turn standard in industrial production. Until now, such print jobs are outsourced to external experts – also by the Deutsche Bahn. Particularly interesting are individual spare parts that are impossi- ble to make with conventional production methods. For example ‘human spares’ from 3D printers. The company EIT founded in 2014 with its home base in Wurmlingen, Baden-Wuerttemberg produces individual implants for the human vertebral column with additive methods. The benefit: Compared to conventional fabrication with CNC lathes, cellular tissue structures can be produced from bio-friendly titan and perfectly adapted to the individual anatomy. The printed structure is extremely strong and human cells can grow into it – without rejection reactions. Printing a 3D vertebrae takes a day. 17 4 3 The additive production method: In 3D printing, pulverised metal alloys are melted by a laser adding layers to the workpiece by the micrometre

ERGONOMICS: Safe & comfortable Intuitive and individual is the motto of the ergo- nomic concept. Not only the optional tilting side barrier makes it easier to reach into the rack – the numerous equipment options for the cabin such as terminals, supports and storage compartments do as well, and they are easily within the reach of any driver of any size. SAFETY: Light up the dark Safe, enduring and effi cient: The optional SafetyLight calls the attention of other traffi c to the approaching truck. The additional LED spot lights offer optimum visibility also in the darkest corners of the warehouse. COMPACTNESS: Fits all sizes No two warehouses are identical. The modular design of the EK-X 10 accounts precisely for this circumstance. It can be fl exibly confi gured and adapted to virtually any aisle width and reach height. And its credo always is: as com- pact as possible. As a result, you are able to make optimal use of your storage space. EK-X: for the Champions League! You want to lift even heavier loads even higher with more power? Then take a look at the ‘big’ 48-Volt version of the EK-X. It does not only move up to 1.2 tons of load to a reach height of outstanding 12 metres, but with driving speeds of up to 13 km/h it is also faster. Thanks to the automatic, steering angle controlled speed reduction, you will move swiftly and smoothly through your aisles. 15 15

FIELD REPORT Individual solution for 150,000 bicycles INDIVIDUAL SOLUTION – Germany’s cycle maker with the largest turnover, Derby Cycle, benefi ts from a central distribution centre. It is operated by the logistics service provider Hellmann Worldwide Logistics and the material fl ow concept from STILL was implemented. Highlight: Wire-guided MX-X order picker trucks with a special design carry mobile working platforms. 21

FIELD REPORT The stake racks can be easily moved manually onto the forks where they automatically lock in position. tive locking mechanism that must be activated to release the trucks to the task at hand,” explains Lars Lemke, responsible project manager enter the aisles. Secured by a rope system, the operator steps onto the for the navigation system for STILL. Work is made even easier for the platform and picks the needed bicycles to order. operator by the lighting of the truck which automatically highlights the ASSISTANCE FOR EFFICIENCY AND SAFETY An additional push in productivity is achieved by the STILL Optispeed 4.0 assistance system. This system does not only optimise the perfor- destination storage bay, visually pointing it out to the operator. “This prevents mistakes and corresponding time consuming and expensive searching”, Lemke explains. mance of the truck movements but also offers a semi-automated The order picked cycles are loaded by a fleet of ten RX 20 electric approach to the target position in the rack face. All relevant coordi- counter balanced trucks. Fork shoes at 90° angles beneath the plat- nates are stored in the warehouse management system. “This way, we forms allow the RX 20 counter balance trucks to move the stake racks can differentiate between picking up and destacking of a load at the after they have been filled by the MX-X trucks. target position and automatically set the fork to the height needed for SOFTWARE TO RELEASE THE FULL POTENTIAL OF THE FLEET Efficient warehouse processes are an essential factor to success for logistics service providers such as Hellmann Worldwide Logistics. This also means making full use of the potential of the fleet of trucks in the warehouse. To do this, the company selected the STILL FleetManager 4.x. This web based software records all relevant truck information, for example job allocation times and return of the truck. This records the overall biography of the complete fleet and the data is available for demand analysis with comprehensible reporting schemes. The transparent overview of truck availability and utilisation times leads to an even distribution of the workload across the whole fleet, maximised opera- tion times and eventually to reduced fleet sizes. The perfectly harmonised interaction of all the named components in the customised warehouse concept for Derby Cycle increases productivity, flexibility and safety while saving time, space and costs. Andreas Bothe, branch manager at Hellmanns, comes to a positive conclusion concerning the cooperation with STILL: “Essential for the success of this pilot project were the experience, consultation and the extensive service provided by STILL.” The special design of the VNA trucks allows the use of mobile work platforms, so-called stake racks which are used to order pick bicycles. 23

OUTLOOK completely outsourcing the whole of the internal transport such as goods reception, outsourcing of production facilities as well as intermediate transportation during the production process. Payment would then cover the result in form of a forwarding price. However, the future will show whether customers will turn from paying for forklift trucks to paying for its use or even the flow of materials as such. One thing is for sure: even today STILL provides the smart interaction of forklift trucks, warehouse equipment, software, and service. An interaction that opens thrilling opportuni- ties for new payment schemes and business models. Based on the digitally collected data it is, for example, possible to optimally plan maintenance works and show service reports at any time. It is also possible to prepare detailed analysis of truck utilisation allowing to substantially optimise the fleet. Another benefit is the real time recording of operation hours of the trucks. This, for example, allows adjusting service contracts or rental solutions precisely to the actual utilisation of the truck. INTERESTING PERSPECTIVES A real time recording of fleet data opens up opportunities for more interesting pay-per-use business models: It would, for example, be an idea to provide customers with the more and more sought after lithium ion batteries or even complete lithium ion systems consisting of charger, battery and truck free of charge and only invoice the actual utilisation times. It would also be possible to design hour- based invoicing models with volume restrictions we already know from mobile internet access. A comparable payment scheme would even be possible for all the warehouse and transport processes. After all, the customer will only pay for the handling of the goods – not for the warehouse equipment; just as the private home owner would pay for the hole in the wall and not for the drilling machine. Contracts could not only cover vehicle utilisation but complete transport orders. This would allow “Power by the hour”: Customers of the engine maker Rolls-Royce do not pay for the engine, they pay for the use. Image: Rolls-Royce plc 25

TYPICAL… e i g l e u m b K k r n a r F A day in Barcelona WITH FRANK KRUMBIEGEL For someone from Westphalia there are, besides good weather, only two reasons to start your professional career in Spain: Love and STILL. My wife is Spanish and as far as STILL is concerned I have had posi- tions in sales and in rental business since 1999. By now I am at home in the used truck business. Privately I am a sailor and if wind speeds pass four, I am right in my home element. And if there is less wind, I run, swim and cycle for sportive dynamics. La Rambla to the Plaza de Catalunya passing the opera house Liceu and the Plaza Real. After about 100 metres we turn into the market La Boquería. This is a place no one should miss, and try the different snacks. After this culinary refresher we move on to the gothic quarters. It is directly across of the La Ramblas. Historic alleys paved with cobblestones make our walk a time journey to the Middle Ages. Our fi rst stop is the church of Santa Maria del Pi where artists offer their work on the adjacent market place. From there we pass narrow alleyways to the gothic cathedral. Directly in front of it we can enter the shopping high street which takes us to the Plaza de Catalunya and on to the Paseo de Gracia where Gaudis buildings La Pedrera and Casa Battlo are worth a visit. If you have not yet enjoyed a Paella, it is a good idea to close the tour in one of the typical tapas bars at the Ramblas de Cataluña parallel to the Paseo de Gracia – for example the Ciudad Condal. And the evening is up for the bars in the Barrio ‘El Borne’, the restau- rants in the ‘Puerto olímpico’, or the cocktail bars at Barceloneta beach. ¡Pásalo bien! The centre of the Spanish metropolis at the Mediterranean Sea is easy to discover on foot. I will tell you the must-sees. So vamos! First stop: The monumental Plaza de España. From the visitors platform of the former bull fi ghting arena you will be able to enjoy the great view of the promenade. It passes through the old buildings of the trade fair to the fountains (Fuente Mágica) and to the Palau Nacional. The next leg goes up the Montjuics where we pass the Olympic stadium half way up. Quite close to that is the station of the cableway which we can take to soar down directly to the harbour. From here we can overlook the whole of Barcelona. The steeples of the gothic cathedral, the church Santa Maria del Pi, and of course the Sagrada Familia, the still unfi nished cathedral of the master builder Gaudi shape the picture of the city. If you want to visit the Sagrada Familia, make sure to book your ticket online in advance. The cableway takes us right to the beautiful Barceloneta neighbour- hood where we can take a walk in the sun along the port promenade along the yachts and the restaurants up to the 20-metre high Columbus Column. By the way, it points towards America. From here our route takes us for about one kilometre along the promenade 27

TRENDS & TECHNOLOGY mymuesli Breakfast à la carte: Health-conscious and fashionable breakfast eaters will not only combine their favourite ingredients with the online muesli mixer but also design the packaging it comes in. To those who cannot make up their mind, topic areas such as ‘fitness’ will provide smart anchoring points for a vital design. Only the milk is not yet customised. WWW.MYMUESLI.COM Photo: mymuesli/Viktor Strasse Nicetrails Build your walk: Using a cloud-based GPS appli- cation, Nicetrails builds 3D models of individual walking routes or terrains. This makes the next mountain climbing or cycle tour a haptic experi- ence in advance – or a lasting memory for the collection of trophies. Also landscape architects or passionate golfers will be pleased to take their favourite green home. WWW.NICETRAILS.COM Photo: nicetrails.com Moto Mods™ by Lenovo Smartphone configuration by user profile: Hasselblad camera and mini-projector for professional photographers or JBL loud speakers for DJs – the modular Moto Z Play system concentrates on those tools that really count for the individual customer. WWW.MOTOMODS.COM Motorola Mobility LLC. 29

PUZZLE cloth made from yarn temperate orchid town crier shouts it tanned hide invoice, to be sent in advance the dawn goddess in Greek mythology used for eating soup with rainy desire for drink brewed from hops, served as a pint removes beards healthy used for sitting on past tense of run to limp considera- ble wealth or income 12 shortage cereal for porridge 5 organ of hearing relating to the eye fore-and aft-rigged sail ship w. two masts a word that is made of two e.g. “smog” a planet nearest to 6 6th month folded printed sheet car wheels revolve around this craft yearn, strive for Central Asian sea 10 too of this is not enough, not many 7 gregarious unit of work 2 polished surface returning light waves Indian's conical skin tent 14 SERVICE incandes- cent lamp “Indian tobacco” the ancient Romans wore this on their heads a vote against pulpit soap misplace 16 11 home of the 1988 Olympic Games throw out learned, skilled 8 3 other- wise rock salt warlike no- madic peo- ple, 5th C. floodgate 17 tenant 100 centavos 4 a dish of simmered meat and vegetables Indian dish wth. lentils serene 15 array 4th tone group of animals gathered together 13 either mass of fish eggs or mass of fish sperm pay care- ful atten- tion to a warning 1 9 2169324 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 NEWSLETTER STILL.DE/NEWSLETTER KEEP UP WITH WHAT’S HAPPENING IN THE INDUSTRY! The STILL Newsletter. Make sure you’re always in the know with us and order the STILL Newsletter. We will keep you regularly updated about news from STILL and the industry as well as articles, dates, events and special offers. Or follow us onFacebook.hhhh /STILL 31 This prize could be yours! 30 X 6,5 CM CUTTING EDGE Here is your chance to a Micra Leatherman – the greatest multi-tool on earth! This lightweight fi ts on any key ring and has ten aces up the sleeve: 420-type stainless steel knife, three different screw drivers, bottle opener, ruler, nail fi le, nail cleaner, tweezers, spring scissor – and all that in famous Leatherman quality. This means: Stainless steel and 25-year warranty. Solve the puzzle and win one of 30 Leatherman Micra. Send the solution by e-mail to: connexxt@still.de The closing date for entries is 31/10/2017 . STILL Group employees are not allowed to enter the competition.