CrossTech Magazine - 9th Edition November 2022

CrossTech THE MAGAZINE OF THE CROSS-BORDER PAYMENTS INDUSTRY

Innovation in the financial market

COLUMN OF OPINION

10 reasons you are

being discontinued or declined by your bank

TO KEEP IN MIND

Ruben Salazar 4Q 2022

Global Head, Visa Direct, Visa

EDITOR’S LETTER

Priscilla D'Oliveira Friedman Priscilla comes with an extensive background in operations management, strategy, process improvement, consulting and training. She started her career in American Express where she led a variety of teams in the call center industry (executive customer care, dispute resolution network and social media response team).

EDITOR’S LETTER

EDITOR Hugo Cuevas-Mohr CO-EDITOR Priscilla D’Oliveira Friedman WEB EDITOR Virginia Martínez DIGITAL PRODUCT MANAGER Ana González CREATIVE MANAGER Carolina Busnelli GRAPHIC CO-EDITOR Marcela Molina CONTACT US AT María Auxiliadora García help@crosstechpayments.com The views and opinions expressed in this magazine are those of the authors and contributors and do not necessarily reflect the position of CrossTech, The Platinum Network or IMTC. The content here is for informational purposes only and should not be taken as investment, business, co mp lian ce, or le ga l ad vice. Co n ten t contained within this publication is not to be reproduced in whole or part without the prior written consent of the company. We welcome quotes of our articles by mentioning “CrossTech Magazine” or #crosstech and share the quote with us using our social media channels.

When talking about the main trends in the industry in 2022, what comes to mind is digitalization. Nevertheless, partnerships are the key to a successful business, f rom digitalization to worldwide payments networks.

Partners are the equation component that allows the creation of a professional company at a post-pandemic speed faster than ever known.

One benef it of this industry is the close ties between companies and people that open the door to a wide range of opportunities, giving birth to many solutions and, above all, connecting families and helping improve life quality in all sense.

As our CrossTech World 2022 Conference is getting closer, it is important to remember the intimacy of our events and the platform that it becomes to leverage your company, your goals, and your future projects for 2023.

Join us at this wonderful conference and get the best of experiences for Networking.

See you in Miami!

COO, CrossTech © 2022 | ALL RIGHTS RESERVED

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CONTENTS

NEXT ISSUE 2022 DECEMBER

SPONSOR OUR NEXT EDITION ANNUAL PACKAGE INCLUDES PRINTED EDITIONS 2023 ADVERTISING | COLLABORATIONS | OPINION LEADERS | BE IN OUR COVER

COLUMN OF OPINION Innovation in the financial market

Ruben Salazar

Page 11

Global Head Visa Direct, Visa

Accelerating growth for remittances businesses Page 12

INDUSTRY EXPERT

TO KEEP IN MIND 10 reasons you are being discontinued or declined by your bank Page 14

GADGET CORNER Find out the trends on gadgets for hardworking people like you!

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SPONSORS

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HOTEL MAPS

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AGENDA

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AGENDA

28

COURSE/WORKSHOPS

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SPEAKERS

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TEAM

40

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CONTRIBUTORS

YOU ARE READING

Ruben Salazar - Industry Expertv

Ruben Salazar Genovez is the Global Head of Visa Direct where he is responsible for expanding Visa’s global money movement capabilities beyond the card for Visa Direct. He also leads Yellowpepper, part of the Visa Direct portfolio of solutions that helps facilitate global money movement.

Kyle Oden - To Keep in Mind Kyle Oden, CAMS has more than 13 years of experience within the alternative financial services space. Because of his adept ability to understand the complexity of the industry, he has excelled at working one-on-one with primary points of contact, overseeing consulting projects and identifying ideal solutions necessary to satisfy the needs of high-risk businesses, banks, IRS or state regulators.

Fredo Pen - To Keep in Mind Fredo is Vice President, Financial Services for the Americas at Nuvei. He leads market and business development with focus on fintech, remittance, investment, insurtech and crypto industries. Nuvei’s future-proof technology allows businesses to accept cuttingedge payment options, optimize new revenue streams, and get the most out of their stack—all on one platform.

Ana Tena - Column of Opinion C Level Executive , Board Member and Advisor with +25 years experience Graduated in Business and Law with executive specialization in Stanford, Wharton, Columbia and INSEAD, Ana is Travelex Brazil CEO (Bank and Broker). She has extensive experience, in Corporate Finance, Treasury, M&A, Planning, Joint ventures, Sales Development, Insurance, Retail products distribution, organizational restructuring projects, operations outsourcing, and Business Intelligence.

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organizations are using technologies to tackle financial crime, including artificial intelligence (AI) and machine learning (ML), biometrics and predictive analytics. AI-based solutions can flag high-risk behaviors and patterns more accurately.

These technologies also enable automation.

Data can be processed with speed and accuracy in a manner that manual compliance processes could never achieve. AI and ML can make the onboarding process smoother by accurately flagging, prioritizing and rectifying false positive alerts as well as adapting to regulatory changes and jurisdictional disparities. With AI, anti-money laundering (AML) processes become less timeconsuming for internal compliance professionals.

Experienced analysts can then focus their time on the higher-risk cases.

AI MINIMIZES FINANCIAL CRIME RISKS An AI-driven, risk-based transaction monitoring approach helps minimize your financial crime exposure.

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anaging risks in the current climate can be a challenge as new predicate offenses emerge, and criminals turn to new channels for financial crime. As a result, risk assessments are quickly becoming outdated.

Payments and financial services organizations also face challenges with operations and complying with evolving regulations.

The complexity and range of data that must be analyzed during the transaction monitoring process means that manual monitoring can be inefficient and sometimes inaccurate.

Advancements in technology can help firms and regulators address the growing diversity and complexity of financial crime. More and more

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OPINION

Innovation in the financial market The f inancial market has undergone many transformations in the last decade, and we are still experiencing a vital revolution, in which digital transformation in the f inancial sector remains on evidence. The arrival of Fintechs changed the banking system, which had to reinvent itself and f ind new directions to meet the needs of customers who have increasingly expanded their business and need global solutions with security, trust, and agility.

Travelex Conf idence Group invests in technology, offers Exchange As A Service solutions through our APIs, and implements Mass Payments to support companies who need to send abroad a large number of payments, simultaneously and online. Our expertise has also enabled us to offer solutions such as NDF (Non Deliverable Forward) and hedge solutions. We offer several possibilities to customers, f rom the purchasing

By: Ana Tena CEO, Travelex Confidence Group

and selling currencies, international transfers and payments, to international SIM cards and insurance for international travel, among others.

Travelex Bank, the f irst exclusive foreign exchange bank approved and regulated by the Central Bank of Brazil, in the f irst half of 2022, recorded a growth of 98% in net income, when compared to the same period in 2021.

Also, Travelex Bank carried out 130 thousand operations, USD 7,3 billion in volume traded and more than 2 thousand new customers.

With that, we placed the Bank in the group of the 20 main Financial Institutions in the foreign exchange market, reaching the 16th position in the Bacen's ranking of primary exchange.

By the way, we received an invitation f rom B3 (Brazilian version of Nasdaq) to be one of the banks that compose PTAX (exchange rate) in 2022.

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Kyle Oden, CAMS

10 REASONS YOU ARE BEING DISCONTINUED OR DECLINED BY YOUR BANK

While there are many reasons for being declined by your bank, these are some of the most common: 10. PROCRASTINATION Many of our clients come to us at the 11th hour after receiving a letter f rom their bank. If you receive a letter, inform your preferred compliance consultant early so there is time to prepare you for the bank review. Most banks will offer at least a 30-day window to respond. In some cases, the bank may allow for an extension if you can show you are in the process of gathering all items being requested.

DO NOT PROCRASTINATE! Immediately engage. Gather documents early.

9. NON-RENEWAL It is important to make sure that all your licenses, permits, registrations and other business-related documents are up-to-date and not expired. If a document is expired, it may extend the turn-around time to meet a deadline.

Ex. FinCEN registration, money transmitter permit, and deferred deposit license are items that need to be renewed regularly.

8. TEMPLATES Believe it or not, we still see compliance programs that are NOT tailored to the operation's needs. We have seen business owners try to duplicate another business or family member’s BSA/AML compliance program, or even attempt to use a copy of one of their vendor’s AML programs. Please ensure your BSA/AML compliance program and/or CMS are customized to your operations.

7. INADEQUATE MONITORING Electronic monitoring technology is much more effective than manual monitoring. Although manual monitoring is acceptable, the bank tends to be more comfortable whenever technology is involved in monitoring due to accuracy, eff iciency, and better safeguards.

Technology is especially important when monitoring transactions over a given amount of time and specif ic thresholds are set.

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TO KEEP IN MIND 6. UNQUALIFIED THIRD-PARTY When a bank asks for an independent review to be conducted by a qualif ied third party, three types of professionals are acceptable; an attorney, CPA, and a CAMS-certif ied specialist. From a bank’s perspective, the CAMS-certif ied specialist is preferred, as they are most familiar with the industry and the internal workings of an alternative f inancial services provider.

Through experience, we have seen many businesses come to us after having an attorney or CPA review their business and, unfortunately, fail. There are a few that do specialize in working with alternative f inancial services providers, but most do not. It is more eff icient to directly seek a compliance professional working within your industry.

5. FAILURE TO ADHERE What’s the point of having a compliance program in place when it is not being followed? Banks want to know that you have policies and procedures in place and that the owners, managers, and employees are abiding by those policies and procedures.

Side note: Your compliance program and risk assessment should be updated/reviewed at least annually as well as any time a change in services and/or staff is made.

4. NOT KNOWING YOUR BUSINESS “Compliance is Everybody's Business” As a business owner the more you know about your business, policies, and procedures the better. It is not enough to have a business. You need to know and understand that your business is adhering to the rules.

3. RED FLAGS This is tough to hear sometimes: You need the bank more than the bank needs you. From experience, we know that banks will reject an application or renewal based on what they call a “character decline.” So, be nice to your relationship manager. Respect the risk department, respect your bank’s requests, and comply.

2. TRANSPARENCY As stated previously, it is important to know your business. Full transparency with your bank is very important.

It can be the difference between being approved and being declined. Or even worse, being approved and then declined later because the bank f inds out you did not disclose everything on the application.

1. UNCOOPERATIVE It’s important to create a symbiotic relationship with the bank. Government imposes rules and enforces them by auditing the banks. Banks need to abide by their own set of policies and procedures. Try to view that you and the bank are working together to appease the federal government. If we all work together, then everyone wins.

If you would like help with any of the above, contact us. Our CAMS consultants would love to take a look at your business and see how we can help.

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GADGET CORNER

a guide to...

GADGET CORNER

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eading to the year-end, we want to bring a recollection of the best gadgets for hard-working people like you. Now you will have the best options to pumper yourself and have a f resh start in 2023.

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ALBERTO GUERRA

|CEO

Technology will be an essential part of UniTeller’s success. It’s what drives innovation. And we make conscious efforts to review and improvise our systems, products, processes, and infrastructure and it is technological advancements that enable them. was what really jumpstarted my career. I was the Head of the International Banking Division at Banorte at the young age of 33 years after which I became a key instrument of Banorte's expansion into the U.S., and I continue to be truly grateful for the opportunity and trust they placed in me to be able to lead UniTeller to where it stands today.

INDUSTRY LEADER XT. What is your greatest professional accomplishment to date?

AG. I don't know if I can rank my accomplishments

and define a single one as my greatest. Most of my accomplishments have been the result of collaborative teamwork through which some of the most innovative ideas have originated. It is in these environments that I have been able to strengthen self-growth and reinforce my values as a leader. Keeping that in mind, pointing out just one, may not be fair.

So, here are a few of my achievements that I value the most:

From graduating from college to building a family, and raising my children into self-reliant, young adults with the education and qualities they need to make a positive impact in the real-world.

On a professional note, joining the Banorte Group XT

XT. What effective strategies, initiatives, or actions have you implemented to achieve success at UniTeller?

AG. “Our strategies have evolved over the course of time, but if I were to point out the ones that have facilitated our growth and relevance in the market, it would be the following.

Identifying the needs of different players in the industry and addressing those needs by developing solutions and a product portfolio that revolves around a customer/partner-focused strategy.

Expansion and diversification are the foundation for sustainable business growth. By growing our ubiquitous network of partners across the globe, we are able to offer a more comprehensive service.

Invest in Technology. The standards for international payments used to be defined by a few key providers.

In today’s day and age, customers are the ones that are defining the standards. They expect a seamless and transparent experience from beginning to end. They value real-time payment experiences, reliable payments delivery, and access to preferred payment methods to name a few. Making sure that you provide the most reliable processing platform and ensuring that your product offers a seamless experience for your business partners and end customers is key.

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A Solid Compliance. Companies now operate within a technology-reliant environment, which leads them to be more susceptible to cyber security threats, money laundering, data privacy loopholes, and more. For this reason, making sure your compliance is solid plays a crucial role in guiding new business models and financial technologies.

It’s critical to ensure that your business and growth always adhere to the regulatory and compliance requirements.

elements that drive my decision-making.

From deciding my line of study, the college I went to, building a family, to deciding my place of work, these have all been life-altering decisions that originated from the power of positive thinking and that I cherish to date.

From a professional perspective, joining the Banorte Group at the start of my career followed by leaving the corporate world of Banorte in Mexico, and accepting the position of a CEO at UniTeller have all been an integral part of my professional journey and have allowed me to grow in ways more than one.”

Being responsible with your resources, expenses, budget, and business line profitability and operational KPIs plays an important role in achieving short and long-term goals.

XT. Tell us about your future plans.

Team and Human Capital matters. Every company is what it is because of its employees. Individuals who make up a company’s workforce are responsible for its success or failure. Build a team of qualified individuals that bring skills and value to the table and do your best to collaborate and work together as a team.”

AG. “My future plans are my best-kept secrets,” says Alberto as he lets out a lighthearted laugh.

“Talking seriously, I believe that what you do in the present is what guides your future. So, I strive to do my best today to ensure I can aspire to have a promising future. Nevertheless, it’s important to be aware of the fact that achieving success goes much beyond just having dreams and expectations. We need to be persistent with our actions as we make every effort to continuously achieve our objectives.

Many of the seeds that we sow today will only provide a return on investment for years to come in the future.

XT. How do you def ine success?

What is your take on the ways to achieve long-term success?

AG. “It is very hard to define success as a static goal. Your goal should be to aspire to succeed while continuously moving your target and defining what success means for you at any given moment in your journey. Success in life can be whatever you define it to be. I once read that success is not the key to happiness, but it is the other way around, that happiness is essential if you want to achieve success.”

As for UniTeller, for now, let's just say that the future holds some noteworthy projects through which we aim to support our journey of continuous growth. These range from expanding our global footprint and dedicating substantial investments to our platform, technology, and digital capabilities.

Technology will be an essential part of UniTeller’s success. It’s what drives innovation. And we make conscious efforts to review and improvise our systems, products, processes, and infrastructure and it is technological advancements that enable them. We believe that with investments in technology we are sure to maintain our stance and competitive edge in the marketplace to remain relevant to our business partners and customers alike.

XT. What is the best decision

you've ever made?

AG. “I never regret my decisions. It's not healthy for your mind to second guess or regret your decisions, so I always have a positive outlook on the decisions that I make and I truly believe that my decisions are for the best. Negative decisions are based on fear. Positive decisions are based on hope. Whether personal or professional, hope, optimism, and the power of positive thinking are the fundamental 21

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How Visa Direct is helping pave the way for the future of global money movement By: Ruben Salazar |

Global Head, Visa Direct, Visa

For over sixty years, Visa has successfully built a payment network that has been digitizing payments for individuals, businesses and governments around the world.

In FY 2021, we processed more than 10.4 trillion dollars in payment volume1. We continue to partner with FinTechs and solution partners to bring innovative global money movement solutions to market.

We connected 3.7 billion cards, more than 100 million merchants5, and 15,100 financial institutions . As a world leader in digital payments working with key players in the industry along with other payment networks, Visa continues to displace cash and accelerate commerce around the world.

Dee Hock and all the Visa pioneers to follow in his footsteps, declared that the company’s mission is to create a ubiquitous network to digitize currency and reduce the reliance on cash within the global payments ecosystem; that’s as true now as it was 60 years ago.

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As commerce evolves, Visa continues to innovate to help accelerate the speed, resilience, and security of digital payments. Visa Direct is one important element of how we are helping shape the future of money.

Visa has been diligently building our real-time money movement solution to participate in transactions across multiple use cases, such as personto-person and account-to-account transfer of funds, business payouts to individuals and small businesses, merchant settlements, and refunds4.

In FY 2021, Visa Direct processed more than 5 billion transactions across 500 programs with nearly 550 enablement partners, reaching consumers and businesses in more than 180 countries Global money movement requires a network that is nonstop We are excited about the possibilities we can unlock with Visa Direct as we help connect businesses and consumers around the world with vast

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Today, Visa Direct serves as a vast money movement network with more than 5 billion end points combining cards and accounts.

With the launch of Visa Direct Payouts , Visa now has access to 66 ACHs, 7 RTPs and 5 payment gateways around the world. scale, security, efficiency, and speed with innovation that’s nonstop – all through a single point of connection.

Scalability matters Today, Visa Direct serves as a vast money movement network with more than 5 billion end points combining cards and accounts. With the launch of Visa Direct Payouts , Visa now has access to 66 ACHs, 7 RTPs and 5 payment gateways around the world.

Visa also operates a Push Payment Gateway, expanding the network to eligible non-Visa cards for disbursement purposes, while providing added convenience and simplicity from a single integration.

The next generation of money movement starts now To accelerate widespread adoption and usage, Visa is simplifying the global connection to the Visa Direct network with the introduction of a single API, which reaches eligible cards and accounts, enabling quick

and convenient funds transfers for individuals and small businesses. We also continuously look to add new endpoints, such as wallets and crypto partners, to expand the reach of Visa Direct in the future.

For example, actively developing the ability to land transactions directly in mobile wallet is relevant for countries with large unbanked populations. Visa Direct’s ability to send to card, send to account, or eventually send to wallet – under a single connection – can help accelerate time to market for our clients and partners around the world.

The winners are consumers and SMBs A robust money movement network helps empower people and businesses to pay and get paid, and to send and receive money around the world. The potential to reduce payment friction and reach bank accounts or cards in more than 180 countries via an expansive global network, is helping unlock a future of nonstop potential.

Want to learn more about how Visa is powering cross-border P2P remittances?

Check out Visa Direct. Visa Direct | Partners | Visa 23

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EXHIBITORS, SPONSORS & PARTNERS

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VIP Pass No entrance restrictions Networking Lounge

Coffee Break available all day

HOTEL

Registration

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Rick St. Onge

State of Washington

Andrew Ittleman Fuerst Ittleman David & Joseph

Munir Khan

SecureRemit Group

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Carly Howard K&L Gates

This course will focus on the here and now requirements as well as the current regulatory environment. We will have case studies and lessons learned from those found to be less than compliant by regulators. We cover the current and ever-evolving policy making decisions and regulator expectations, both state and federal, directly impacting those offering cryptocurrency financial products and services. We'll share lessons learned and valuable insights from the perspective of regulators, examiners, and other industry stakeholders, while providing attendees with actionable takeaways and realistic expectations for the months and years ahead.

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Hugo Cuevas-Mohr

Erick Schneider

Alberto Guerra

Priscilla D'Oliveira Friedman

Nabil Kabbani

Alex Pereira

CrossTech

CrossTech

Neofie

UniTeller

PMI Americas

CrossTech

Fredo Pen Nuvei

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SPEAKERS

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HUGO CUEVAS-MOHR

DARIO GAMBOA

NABIL KABBANI

ERICK SCHNEIDER

ANDREW ITTLEMAN

RONALD MAZURSKY

PRISCILLA D'OLIVEIRA FRIEDMAN

DANIEL WOOD

AMY GREENWOOD-FIELD

JOE CICCOLO

MARINA OLMAN-PAL

KATHY TOMASOFSKY

ROBIN GARRISON

BRANDI REYNOLDS

ZORY MUÑOZ

CAROLYN DICHARRY

RICHARD MESZAROS

DANIEL WEBBER

ALBERTO GUERRA

JORGE MONDAL

CARLY HOWARD

JOÃO CAMPANELLI

ROBIN ORTNER

ALEX PEREIRA

LICELY SANCHEZ

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SPEAKERS

JAIME MARQUEZ

ALOISIO MATOS

ARINA ANAPOLSKAYA

IDRIS IBRAHIM

KOFI KYEREMEH

DANIEL AYALA

MICAEL MARTINS

GABRIEL CARVAJALINO

LUIS CAMBRONERO

JAIRO RIVEROS

SANTIAGO BERNAL

MOISES JAMES

JOSEP ARROYO

KELLY MASSARO

MUNIR KHAN

LAURINEY SANTOS

ALEX COOPER

RUDY ROCOURT

HENRIQUE CARDOSO

JORGE GUERRERO

LIZ BOTINAS

AJ HANNA

RICK ST. ONGE

RODRIGO NUNEZ

PETER KELLY

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SPEAKERS LINEUP

CrossTech

OUR TEAM Hugo Cuevas Mohr President & CEO CrossTech

Priscilla D'Oliveira COO CrossTech

Jennifer Holguín Lead Consultant

Claudia Ávila Director of Conferences and Sales

Isabel Cortes UK Consultant

Ma. Fernanda Valera

Digital Events Coordinator

Lourdes Soto Spain Consultant

María A. García Customer Service

Virginia Martínez IT Consultant

We are thankful to all our staff and the supporting team of collaborators who help us develop our conferences in each of the cities and regions we select to host them. Without their help, it would be impossible for us to give all the participants in our in-person and virtual events the unique experience we strive to give everyone attending.

Marcela Molina Sr. Designer

Ana González Digital Product Manager & Content Carolina Busnelli Creative Manager & Content

Check our next destinations and join us!!

Juan Posada Business Analyst

Diana Jofre Executive Assistant

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MAGAZINE

RIDE THE PAYMENTS REVOLUTION ON TIME!

HYBRID MAGAZINE WITH DIGITAL AND PRINTED ISSUES Published monthly and distributed at our annual events, forums, and other relevant events in the industry.

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READERS

• 11 Sections • 6 Contributors per issue

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