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- 3 Workshop Objectives By the end of this workshop, you should be able to: * Determine the purpose of the marketing plan - Identify strategies for conducting market research - Identify advantages of market research * Determine what the marketing plan contains - Target market - Competition - Product/service - Marketing budget - Location - Pricing strategy - Promotional strategy * List - advantages of developing a marketing plan - disadvantages of developing a marketing plan * Prepare a marketing plan outline * Develop an effective marketing strategy - Advertising strategy - Promotional strategy MARKETING YOUR BUSINESS FOR SUCCESS - THE MARKETING PLAN UNDERSTANDING THE MARKETPLACE Marketing plays a vital role in successful business ventures. How well the plan you develop markets your business, along with the management and financial management plans, will ultimately determine your degree of success or failure. The key elements of a successful marketing plan are to 1) know your customers -their likes, dislikes and expectations, and 2) to know your competitors -- their strengths and weaknesses. By identifying these factors, you can develop a marketing strategy that will allow you to arouse and fulfill customers needs, better understand competitors and identify changes in the marketplace that can affect your bottom line. The purpose of the marketing plan is to define your market, i.e., identify your customers and competitors, to outline a strategy for attracting and keeping customers and to identify and anticipate change. Your business will not succeed simply because you want it to succeed. It takes careful planning and a thorough
understanding of the marketplace to develop a strategy that will ensure success. Understanding the Marketplace Generally, the first and most important step in understanding the market is to study it through market research. In the case of a franchise, the franchisor has developed a marketing program, so you will need to review the program he or she has provided. Look over the plan to determine what product/service you will offer and write a description of it. Even though a franchisor has described your product or service, it is a good idea to develop and write your own description because this process helps you to know your product or service--a key variable in any successful marketing plan. When describing your product or service outline what you feel are its unique aspects, and explain how or why these aspects will appeal to customers. Emphasize the special features that you feel are its selling points. These features are what you will use to convince customers to purchase your product or service. Next go over sales projections, determining if there is a demand for the product or service. In the case of a franchise, the franchisor will have developed the projections. Study this data to see how he or she arrived at these projections. This will help you to better understand how the marketplace operates relative to your product/service, and it can help you develop the skills necessary to identify and anticipate changes in the marketplace. Start your own file on marketplace trends. Periodically review your data, looking for shifts in the market. If changes are occurring, you should modify the marketing plan to coincide with these changes. In franchise operations, it is customary for the franchisor to update the marketing plan periodically to reflect changes in the marketplace and to keep the marketing program current. A marketing plan should answer these questions: * * * * * Is this product or service in constant demand? How many competitors provide the same product or service? Can you create a demand for your service or product? Can you effectively complete in price, quality and delivery? If a franchise, will the franchisor price the product or service to give you the projected profit?
Review your program to ensure that it answers these questions. If your plan doesn't answer the questions, it will need to be modified, or you will need to devise a strategy that will provide a means for answering them. When you are satisfied that you understand the program, how the market operates and how to identify market shifts and trends, start writing the marketing section of your business plan. Even if you adopt a marketing program that has been developed elsewhere, it is your responsibility to promote your product or
service by cultivating the marketplace, i.e., attracting and keeping customers. You can accomplish this aim by knowing your market, your customers, your competitors and your product/ service. Don't rely solely on the program provided by a franchisor or others, gather and assess your own data using the techniques outlined in your plan. By gathering and analyzing this information, you will be better able to determine if your program is in line with your competitors, if it is in line with industry averages and what adjustments you can make to improve your overall competitiveness. A sample "Marketing Plan" is attached as part of Appendix I. Study it carefully, then try to develop a similar program for your business plan.
MARKET RESEARCH Strategies for Researching the Market Researching your market is perhaps the easiest way to assess it. Market research does not have to be costly, nor does it have to be a complex process. It can be as simple and as easy as surveying a cross-section of your consumers (focus group) to get their opinions about the product or service you will be offering, or conducting a telephone or mail survey. The disadvantages of using the telephone or mail survey method are the individuals you contact may not be interested in responding to a survey. Other market research techniques include analyzing demographic data, such as population growth/decline rate; age range, sex, income/educational level; brainstorming with family and friends, focus group interviews. Whatever method you use, your focus should be on gathering enough information to determine who your potential customers are--their needs, wants and expectations; if there is a demand for your product or service; who your competitors are and how well they are doing. Market research should answer questions such as: * * * * * * * * * * Who are your customers and potential customers? What kind of people are they? Where do they live? Can and will they buy the product or service you're offering? Are you offering the kinds of goods or services they want -- at the best place, the best time and best amounts? Are your prices consistent with what the buyers view as the products' values? Are you applying the promotional programs in a way that will bring about success? What do customers think of your franchise? Who are your competitors? If a franchise, how does your operation compare with the competition?
costly, time-consuming process, builds in biases that distort information, ignores answers or lets arrogance or hostility cut off communications at some point in the marketing process--the advantages, however, outweigh the disadvantages. Don't forego this process or stop halfway because you are not getting the desired results. This may be an indication that you are going into the wrong business or that there isn't a market for your product or service. Don't be discouraged. You simply may need to modify your original plan. A few of the benefits of market research are outlined below. * * * * Learning who your customers are and what they want. Learning how to reach your customer and how frequently you should try to communicate with them. Learning which appeals are most effective and which ones aren't. Learning the relative successes of different marketing strategies in relation to their return on investment.
While market research may appear to be a tedious, time-consuming process, it is necessary if you want to be successful. Think of market research as simply a method of finding out what catches customers' attention by observing their actions and drawing conclusions from what you see and as an organized way of finding objective answers to questions every business owner and manager must answer in order to succeed. Market research focuses and organizes marketing information, ensuring that it is timely and that it provides what you need to: * * * * reduce business risks, spot problems and potential problems in your current market, identify and profit from sales opportunities, and get basic facts about your markets to help you make better decisions and set up plans of action.
If viewed from this stand point, market research is an invaluable tool that can save you time, effort and money. _________________________________________________________________ SELF-PACED ACTIVITY During this activity you will answer the following questions: * * * * * Do you have a marketing plan? Yes___ No___
If yes, which elements described in pages 1-5 did you NOT include? Have you conducted any marketing research? If yes, how and what methods did you use? If no, why?
MARKETING YOUR BUSINESS FOR SUCCESS - WHAT DOES A MARKETING PLAN CONTAIN? Many first-time business owners think that by simply placing an ad in a local newspaper or a commercial on a radio or a television station, customers will automatically flock to purchase their product or service. This is true to a certain extent. Some people are likely to learn about your product or service and try it, just out of curiosity. But hundreds, even thousands, of other potential customers may never learn of your business. Just think of the money you'll lose, simply because you didn't develop an adequate marketing program! Marketing is an essential part of business operations. And, it oftentimes determines how successful your business will be. What you as a potential business owner must do is maintain a thorough understanding of the marketing program, and use it to extract advantages from the marketplace. Go over the strategies and techniques until you understand how to apply them to get the results you desire. Remember, your aim is not only to attract and keep a steady group of loyal customers, but also to expand your customer base by identifying and attracting, new customers and to reduce risks by anticipating market shifts that can affect your bottom line. To help you accomplish this aim, your marketing plan should include strategies typical of any marketing plan. The plan should especially include what marketeers dub as the 4 P's of Marketing (PRODUCT/SERVICE, PRICE, PLACE AND PROMOTION). Review your plan. Make certain it contains the strategies listed below, then determine how these strategies are applied. Include a brief explanation for each strategy. * Describe the target market by age sex profession/career income level educational level residence
Identify and describe your customers (target market) by their age, sex, income/educational levels, profession/career and residence. Know your customers better than you know anyone--their likes, dislikes, expectations. Since you will have limited resources target only those customers who are more likely to purchase your product or service. As your franchise grows and your customer base expands, then, you may need to consider modifying this section of the marketing plan to include other customers. * Identify Competition market research data
demand for product or service nearest direct and indirect competitors strengths and weaknesses of competitors assessment of how competitors businesses are doing description of the unique features of your product or service similarities and dissimilarities between your product or service and competitor's pricing strategy for and comparison of yours and the competition's
Identify the five nearest direct competitors and the indirect competitors. Start a file on each identifying their weaknesses and strengths. Keep files on their advertising and promotional materials and their pricing strategies. Review these files periodically determining when and how often they advertise, sponsor promotions and offer sales. * Describe Product/Service describe your product or service Try to describe the benefits of your goods or services from your customer's perspective. Emphasize its special features--i.e., the selling points. Successful business owners know or at least have an idea of what their customers what or expect from them. This type of anticipation can be helpful in building customer satisfaction and loyalty. * Develop Marketing Budget advertising and promotional plan costs allocated for advertising and promotions advertising and promotional materials list of advertising media to be used Operating an effective marketing plan requires money, so you will have to allocate funds from your operating budget to cover advertising, promotional and all other costs associated with marketing. Develop a marketing budget based on the cost for the media you will use, and the cost for collecting research data and monitoring shifts in the marketplace.
* Describe Location (Place) description of the location advantages and disadvantages of location Again, try to describe the location of your business from your customer's perspective. Describe its assets -- i.e., the convenience, whether or not public transportation is accessible, the safety aspects--street lighting, well lit parking lot or facility, decor, etc. Your location should be built around your customers, it should be accessible and should provide a sense of
security. An advantage of purchasing a franchise is the franchisor oftentimes assist in site selection and decorating. * Develop Pricing strategy pricing techniques and brief description of these techniques retail costing and pricing competitive position pricing below competition pricing above competition price lining multiple pricing service costs and pricing (for service businesses only) service components material costs labor costs overhead costs Although your pricing strategy may be based on the strategy devised by others, you should study this plan and the strategies used by competitors. That way you will acquire a thorough understanding of how to price your product or service, and you can determine if your prices are in line with competitors, if they are in line with industry averages and what adjustments you can make to bring them in line. The key to success is to have an well-planned strategy, to establish your policies and to constantly monitor prices and operating costs to ensure profits. Keep abreast of changes in the marketplace because these changes can affect your bottom line. * Develop an effective Promotional Strategy advertising media print media (newspaper, magazine, classified ads, Yellow Pages advertising, brochure) radio television networking business cards tee shirts, hats, buttons, pens
Develop a promotional strategy that uses various media for promoting your business. Monitor the different media identifying those that most effectively promote your business. Concentrate on developing material for these formats that clearly identifies your goods or services, its location and price. Since financial institutions weigh the soundness of your marketing plan when deciding whether your business is a good risk for their money, it is important that you prepare and present credible market data that shows there is a need in the community for your business and that demonstrates your ability to compete
successfully. _________________________________________________________________ SELF-PACED ACTIVITY During this activity you will: * Make an outline of the information a marketing plan should contain.
MARKETING YOUR BUSINESS FOR SUCCESS - THE MARKETING PLAN: ITS ADVANTAGES AND DISADVANTAGES A well-written, comprehensive marketing plan is the focal point of all business ventures because it describes how you plan to attract and retain customers--the most crucial aspect of a business. And why are customers so important? The answer is simple. They ultimately are the means by which you will generate the income needed for daily operations, to repay debts and to turn a profit. In essence, the customers are your life line and the marketing plan is the pipeline that allows you access to them -- i.e., to fulfill their needs and expectations. The marketing plan is essential to any successful business. It is the heart of the business, the basis from which all other operational and management plans are derived. Marketing offers you a wealth of information that if applied correctly virtually can ensure your success. Therefore, it is important that you, as a first-time business owner, develop a comprehensive, effective marketing plan. If you need assistance in accomplishing this task, contact your local SBA office. Consult the local telephone directory under "U.S. Government" for the telephone number and address of the office nearest you. Advantages/Disadvantages of Developing a Marketing Plan An effective marketing plan will certainly boost your sales and increase your profit margins, which is the goal of every business owner. It is a milepost down the road to success and, as such, care and time should be put into its development. You must be able to convince customers that you have the best product or service for them at the best possible price. If you cannot convince potential customers of this, then you are wasting your time and money. This is where the marketing plan comes into play, and this is why it is so important. There are numerous advantages you can extract from the marketplace if you know how. And the marketing plan is an excellent tool for identifying and developing strategies for extracting these advantages. A few of the advantages are outlined below. The plan:
* * * * * * * *
identifies needs and wants of consumers determines demand for product or service aids in design of products/services that fulfill consumers needs outlines measures for generating the cash for daily operation, to repay debts and to turn a profit identifies competitors and analyzes your firm's competitive advantage identifies new product/service areas identifies new and/or potential customers allows for test to see if strategies are giving the desired results.
Some of the disadvantages of the market plan are: * * * * identifies weaknesses in your business skills leads to faulty marketing decisions based on improperly analyzed data creates unrealistic financial projections if information is interpreted incorrectly identifies weaknesses in your overall business plan
The marketing plan offers numerous advantages; however, as you can see, there can be drawbacks. Remember, however, the advantages outweigh the drawbacks, so seek professional assistance when you are developing the marketing section of your business plan. It will be worth the investment. __________________________________________________________________ SELF-PACED ACTIVITY
During this activity you will: * Identify and list the advantages and disadvantages of developing a marketing plan. MARKETING PLAN
Elements of a Marketing Plan I. Description of the Target Market age sex profession income level educational level residence Description of Competitors
market research data demand for product or service nearest direct and indirect competitors strengths and weaknesses of competitors assessment of how competitors businesses are doing description of the unique features of your product or service similarities and dissimilarities between your product or service and competitors
Description of Product or Service describe your product or service emphasize special features, i.e., the selling points Marketing Budget advertising and promotional plan costs allocated for advertising and promotions advertising and promotional materials list of advertising media to be used and an estimate of cost for each medium Description of Location description of the location advantages and disadvantages of location Pricing Strategy pricing techniques and brief description of these techniques retail costing and pricing competitive position pricing below competition pricing above the competition price lining multiple pricing (for service businesses only) - service components - material costs - labor costs - overhead costs
MARKETING YOUR BUSINESS FOR SUCCESS - DEVELOPING AN EFFECTIVE MARKETING STRATEGY An advantage of purchasing a franchise is that the marketing plan is provided by the franchisor. While this saves you the time and energy it takes putting together a marketing program, it doesn't, however, ensure that you will attract customers to your franchise. How well your advertisements and promotions draw customers will ultimately determine how effective your marketing strategy is. While a reputable franchisor will not sell you a franchise in a territory where there is not a market, or where the market is declining, it is your responsibility to cultivate your designated market. Whether you are independent or a franchise, one of the easiest ways to do this is through advertising and promotions. Remember the aim of the advertising and promotional strategy is
to create awareness of your product or service, to arouse customers' needs and expectations to the point of consumption and to create a loyal stream of satisfied customers who continue to patronize your business. Effective Advertising and Promotions Techniques Perhaps, the first step in developing an effective advertising and promotional strategy is to understand the difference between the two concepts. Most people think that advertising and promotions are one in the same; there is, however, a distinction between the two. While both advertising and promotions use the different media formats--print, radio and television--as a way of conveying a message, promotion encompasses much more. It is the method of advertising and can entail community involvement. This could mean sponsoring a Boy or Girl Scout troop, allowing nonprofit organizations to use your facility, such as, letting the high school drama club use your parking lot for a car wash fund raiser, sending an underprivileged child to day camp or involvement in any type of positive community activity that will bring attention to your business. While advertising is a way of keeping your business is the public's eye, promotions are a way of signaling that you are concerned and committed to the welfare of the community and its residents. This commitment may be one of the most effective techniques for building customer loyalty. People tend to be more supportive of businesses and organizations that give something to the community rather than those that just take from the community, never giving anything in return. Now, let's look at how to develop an effective advertising program and promotional program for your business.
The Key to a Successful Advertising and Promotional Plan Advertising Advertising plays an important role in successful business ventures. It entails identifying and selecting the media that provide the greatest amount of exposure for your business and developing effective, yet appropriate materials for each medium. It is more than running an ad in a local newspaper, on a radio or television station or just simply hanging a sign outside your business and waiting for the customers to purchase your product or service. It requires that you know your product or service -that is, the selling points -- and that you develop literature that can arouse the customers' consciousness levels to the point that they are curious enough to investigate it, and then raises their need or desire levels to the point that they are willing to purchase it.
Advertising keeps your product or service in the public's eye by creating a sense of awareness. Yet this awareness alone will not ensure the success of your business. Thus, advertising not only has to be effective, it also has to be a continuous process. When developing an effective advertising strategy for a franchise, review the national advertising materials the franchisor has developed and determine if they can be applied regionally or locally. If they can, select the media that will provide the greatest amount of exposure and the most effective means for promoting your franchise. If the national materials are inappropriate, you may need to modify or develop your own materials. Remember, however, that you may have to get the franchisor's approval to use these materials. As a courtesy, regardless of the advertising policies in the franchise agreement, allow the franchisor to review these materials. Once you are satisfied with the advertising materials, select the media that will best market your business. Since advertising can be costly, try to use a medium that is cost effective, yet will effectively market your business. If this is not possible, then be prepared to spend what is necessary to promote your business effectively -- the outcome will be worth the investment. It may be a good idea to mix the different media formats that you use. For example, design a brochure that describes your product or service, emphasizing its selling points (special features). Place copies of the brochure in strategic locations of your business to use as customer handouts. Or, devise a customer survey. The survey should focus on whether customers like the product or service, the quality of the product/service, ways to improve it, the quality of service provided by staff--their friendliness and courtesy. Place the survey with a selfaddressed, stamped envelope near the check-out counter and ask customers to mail in or return the survey when they come back. Review their comments with staff and implement those suggestions that are practical, cost efficient and can improve the overall quality of service your business provides. Other media formats to use are: * newspaper, radio or television ads (newspaper advertising is the least expensive and television advertising is the most expensive of these formats). You probably will need professional advice and assistance when developing ads for these media formats. business cards. classified ads in the local newspaper. direct marketing. telemarketing (this format can be expensive, also). Yellow Pages advertising.
* * * * *
sampling - mailing or distributing free samples of your product or a flyer about your service to the public. advertising in community-based magazines or newspapers.
Whatever media format you use, be willing to invest the money needed to develop an effective ad campaign. Promotions As discussed earlier, promotion entails more than just selecting the media format to market your business. It can, and oftentimes does, encompass community involvement. This involvement can range from sponsoring a Boy or Girl Scout troop to hosting a charity ball for senior citizens or allowing non-profit organizations to use your facilities. Your approach to promoting your business should encompass more than creating a sense of awareness about your business. It should include a commitment to community involvement--the desire to give something back to the community and its residents. An excellent way to foster this type of involvement is to meet with community leaders to find out how you can help, and what events are forthcoming that could or will require your assistance. Keep in mind that community leaders can be an excellent networking tool, especially if they feel your involvement is genuine. Examples of community programs you can sponsor or take part in are: * * * * * * * * * sponsor a Boy or Girl Scout troop for summer camp sponsor a underprivileged child in day camp host and sponsor a charity ball for senior citizens sponsor cooperative education for high school and/or college students volunteer as a tutor for at-risk (those likely to drop out or fail in school) students sponsor a fund raiser for the homeless, or day care tuition assistance for children of single-parent households offer summer employment to local high school, middle school and college students become active in the local chapters of the Big Bothers or Big Sisters organizations. volunteer in a local literacy program.
Other inexpensive ways of promoting your business that doesn't encompass community involvement are: * employee tee shirts, hats, aprons or jackets with the name of your business and logo.
* * * *
ball point pens with the name, telephone number and logo of your business. balloons with the name, telephone number and logo of your business free samples a door prize for the 100th or 1,000th customer to enter your business.
While it is impossible for you to participate in every event or program in the community, you should at least get involved in one or two activities, even if it's only on a part-time basis. People tend to be more supportive of businesses, organizations or individuals who give something to the community. And, this is the image you especially want to project in your promotional activities. No plan that anyone provides will show you how to promote or advertise your business. These are techniques that you, yourself, will have to develop. Talk it over with your family and community leaders, then decide which activities you can afford to sponsor and have the time to commit to before becoming involved. Involvement in the community doesn't necessarily have a price tag attached. Find a project that you can afford, that you have time for and is of interest to you. For ideas on how to develop an effective advertising and promotional strategy, see "Marketing Tips, Tricks & Traps" in Appendix I. A sample Marketing Plan also is included to assist you in developing an effective marketing strategy for your business, and Table 1. "Advertising/Promotional Strategic Mix," will help you outline a strategy for advertising and promoting your business, while monitoring costs. __________________________________________________________________ SELF-PACED ACTIVITY During this activity you will: * * List the different advertising and promotional media you can use. Cite examples of activities you can use to promote your business.
This is the marketing plan of_____________________________________ I. MARKET ANALYSIS A. Target Market - Who are the customers? 1. We will be selling primarily to (check all that apply): Total Percent of Business a. Private sector b. Wholesalers c. Retailers d. Government e. Other _______ _______ _______ _______ _______ ______ ______ ______ ______ ______
2. We will be targeting customers by: a. Product line/services. We will target specific lines b. Geographic area? Which areas? c. Sales? We will target sales of _________________ _________________ _________________
3. How much will our selected market spend on our type of product or service this coming year? $_______________ B. Competition 1. Who are our competitors? NAME ADDRESS _____________________________________ _____________________________________ _____________________________________ Years in business Market share ___________________ ___________________
2. How competitive is the market? High Medium Low ____________________ ____________________ ____________________
3. List below your strengths and weaknesses compared to your competition (consider such areas as location, size of resources, reputation, services, personnel, etc.): Strengths 1.________________________ 2.________________________ 3.________________________ 4.________________________ C. Environment 1. The following are some important economic factors that will affect our product or service (such as country growth, industry health, economic trends, taxes, rising energy prices, etc.): ______________________________________________________ ______________________________________________________ ______________________________________________________ Weaknesses 1._______________________ 2._______________________ 3._______________________ 4._______________________
2. The following are some important legal factors that will affect our market: _____________________________________________________ _____________________________________________________ _____________________________________________________ 3. The following are some important government factors: ______________________________________________________ ______________________________________________________ ______________________________________________________ 4. The following are other environmental factors that will affect our market, but over which we have no control: ______________________________________________________ ______________________________________________________ ______________________________________________________ II. PRODUCT OR SERVICE ANALYSIS A. Description 1. Describe here what the product/service is and what it does: ______________________________________________________ ______________________________________________________ ______________________________________________________ B. Comparison 1. What advantages does our product/service have over those of the competition (consider such things as unique features, patents, expertise, special training, etc.)? ______________________________________________________ ______________________________________________________
______________________________________________________ 2. What disadvantages does it have? ______________________________________________________ ______________________________________________________ ______________________________________________________ C. Some Considerations 1. Where will you get your materials and supplies? ______________________________________________________ 2. List other considerations: ______________________________________________________ ______________________________________________________ III. MARKETING STRATEGIES - MARKET MIX A. Image 1. First, what kind of image do we want to have (such as cheap but good, or exclusiveness, or customeroriented, or highest quality, or convenience, or speed, or ...)? ______________________________________________________ B. Features 1. List the features we will emphasize: a.___________________________________________________ b.___________________________________________________ c.___________________________________________________
C. Pricing 1. We will be using the following pricing strategy: a. Markup on cost b. Suggested price ____ ____ What % markup? ______
3. Do our prices cover costs and leave a margin of profit? YES___ D. Customer Services 1. List the customer services we provide: a. ____________________________________________ b. ____________________________________________ c. ____________________________________________ 2. These are our sales/credit terms: a. _____________________________________________ b. _____________________________________________ c. _____________________________________________ 3. The competition offers the following services: a. ______________________________________________ b. ______________________________________________ c. ______________________________________________ NO___
E. Advertising/Promotion 1. These are the things we wish to say about the business: ______________________________________________________
______________________________________________________ ______________________________________________________ 2. We will use the following advertising/promotion sources: 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. Television Radio Direct mail Personal contacts Trade associations Newspaper Magazines Yellow Pages Billboard Other___________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________
3. The following are the reasons why we consider the media we have chosen to be the most effective: _______________________________________________________ _______________________________________________________ _______________________________________________________ MARKETING YOUR BUSINESS FOR SUCCESS - APPENDIX I - PRICE / QUALITY MATRIX SALES APPEALS
"Piece of the Rock" "Smart Shopper" Strategy Strategy "Keeps on Ticking" Strategy "Bargain Hunter" Strategy
MARKETING YOUR BUSINESS FOR SUCCESS - APPENDIX I - MARKETING TIPS, TRICKS & TRAPS 1. Marketing Steps * Classifying Your Customers' Needs * Targeting Your Customer(s)
* Examining Your "Niche" * Identifying Your Competitors * Assessing and Managing Your Available Resources Financial Human Material Production
_________________________________________________________________ MARKETING TIPS, TRICKS & TRAPS 2. Marketing Positioning * * * * * * Follower versus Leader Quality versus Price Innovator versus Adaptor Customer versus Product International versus Domestic Private Sector versus Government
_________________________________________________________________ MARKETING TIPS, TRICKS & TRAPS 3. Sales Strategy * Use Customer-Oriented Selling Approach - By Constructing Agreement * Phase One: Establish Rapport with Customer - by agreeing to discuss what the customer wants to achieve. Determine Customer Objective and Situational Factors - by agreeing on what the customer wants to achieve
* Phase Two:
and those factors in the environment that will influence these results. * Phase Three: Recommend a Customer Action Plan - by agreeing that using your product/ service will indeed achieve what customer wants. Obtaining Customer Commitment - By agreeing that the customer will acquire your product/service.
* Phase Four:
* Emphasize Customer Advantage Must be Read: When a competitive advantage can not be demonstrated, it will not translate into a benefit. When the perception of competitive advantage varies between supplier and customer, the customer wins. When a competitive advantage lacks specificity, it translates into mere puffery and is ignored.
Must be Specific:
Must be Promotable: When a competitive advantage is proven, it is essential that your customer know it, lest it not exist at all. _________________________________________________________________ NOTES AND STRATEGIES FOR YOUR BUSINESS
_________________________________________________________________ MARKETING TIPS, TRICKS & TRAPS 4. Benefits vs. Features * The six "O's" of organizing Customer Buying Behavior ORIGINS of purchase: OBJECTIVES of purchase: OCCASIONS of purchase: OUTLETS of purchase: OBJECTIVES of purchase: OPERATIONS of purchase: Who buys it? What do they need/buy? When do they buy it? Where do they buy it? Why do they buy it? How do they buy it?
* Sales Maxim:
"Unless the proposition appeals to their INTEREST, unless it satisfies their DESIRES, and unless it shows them a GAIN--then they will not buy!" Ability to pay Accessibility Business history Reputation (price or quality buyer)
* Quality Customer Leads: Level of need Authority to pay Sympathetic attitude One-source buyer
_________________________________________________________________ CONVERT FEATURES INTO BENEFITS-THE "...WHICH MEANS..." TRANSITION FEATURES Performance Reputation Components Colors Sizes Exclusive Uses Applications Ruggedness Delivery Service Price Design Availability Installation Promotion Lab Tests Terms Workmanship BUYING MOTIVES RATIONAL Economy of Purchase Economy of Use Efficient Profits Increased Profits EMOTIONAL Pride of Appearance Pride of Ownership Desire of Prestige Desire for "WHICH MEANS" BENEFITS Time Saved Reduced Cost Prestige Bigger Savings Greater Profits Greater Convenience Uniform Production Uniform Accuracy Continuous Output Leadership Increased Sales Economy of Use Ease of Use Reduced Inventory Low Operating Cost Simplicity Reduced Upkeep Reduced Waste Long Life
Durability Accurate Performance Labor-Saving Time-Saving Simple Construction Simple Operation Ease of Repair Ease of Installation Space-Saving Increased Production Availability Complete Servicing Good Workmanship Low Maintenance Thorough Research Desire to be Unique Curiosity
Recognition Desire to Imitate Desire for Variety Safety Fear Desire to Create Desire for Security Convenience Desire to Be Unique Curiosity


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Gem Acorns - 15pcs
Regular price $6.00
This set of 15 gem acorns makes a great accent piece to any holiday décor. Made of acrylic and natural materials, these unique gem acorns can be used individually as accents to holiday displays, or collectively as part of a festive centrepiece displayed on a plate or within a hurricane or glass bowl. Amber color also available.

subset: commoncrawl


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MUSIC fans enjoyed classic indie sounds played by a band renowned as the best Stone Roses' tribute band in the country at Heywood Civic Centre.
The Clone Roses played the venue to a sell-out crowd for the third year in a row and Dave Sweetmore, Civic Centre functions supervisor, said it was the best they had done yet.
Able support acts Jimmy Docherty and The Loungs entertained the crowds and set the scene for the Clone Roses to come out on stage and help the fans relive the classic moments of the late 1980s and early 1990s.
The set included great songs such as Elephant Stone and Made of Stone, while their encore featured two of the main songs that made The Stone Roses so famous, Fools Gold and I Am The Resurrection.
After they left the stage to huge cheers the indie vibe continued with a superb disco featuring great songs such as The Only One I Know by The Charlatans.
Dave said: "The Clone Roses always sell out and provide great entertainment.
"The band themselves said it was the best show they had done here and I think they are right, as I had nothing but positive comments from people saying they had enjoyed the show."
"The Clone Roses return to Heywood Civic Centre for the Big Easter weekend show next April and will also probably perform at the Civic Centre later in the year."


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Fri 27 Apr 2018
Rae Sremmurd Announces 'SR3MM' Release Date, Drops Episode 1 of Short-FilmPosted by Missinfo.tv Staff under Music News
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Rae Sremmurd plan to takeover the summer with their upcoming SR3MM triple album. On Friday (Apr. 27), Swae Lee took to Twitter to announce the album drops on May 4. Divided into three parts, the project includes Swae Lee's Swaecation solo, Slim Jxmmi's Jxmtroduction solo, and the duo's SR3MM. The Tupelo brothers recently dropped music videos for "CLOSE" featuring Travi$ Scott and "Powerglide" with Juicy J.
Along with the new album, Rae Sremmurd are planning to drop a short-film. Directed by Mike Piscitelli, the episode 1 of the series is now available starring Rae Sremmurd and comedian Mike Epps. Watch the brothers get in trouble with their neighbor, a dad looking for his wild daughter.
Continue after the jump….
Our album SR3MM officially drops on 5/4
With side chapters 💽SwaeCation & 💽Jxmtroduction
— Swae Lee Lee Swae (@goSwaeLee) April 27, 2018
Rae Sremmurd Feat. Travi$ Scott – "CLOSE" (Video)
Rae Sremmurd Feat. Juicy J – "Powerglide" (Video)


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Rohn RSL Series Short Base Section 2
$447.95 $527.00
Product Information
- Specifications
- Description
Specifications Rohn RSB02
|Leg Size
|1.25 in
|Leg Type
|Section Length
|10 ft
|Leg Connection
|Double-bolted slip-fit
|Bracing Size
|5/16 in
|Bracing Type
|Solid Serpentine
|Brace Connection
RSB02 Rohn RSL SERIES SHORT BASE SECT 2
The Rohn RSB02 is a short base section for Rohn RSL towers. Required concrete footing size is 7'6" x 7'6" x 4'4" (9 cu. yds.).
The ROHN RSL is a light weight self-supporting tower designed for use in broadband, public safety and security applications. The RSL reaches above line-of-site obstacles such as tree tops, hilly terrain and buildings. The RSL is shipped knocked down to reduce shipping cost and time.


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Leading to;
With central heating radiator.
Feature focal point of the room being the firedplace, bay window to front elevation and two central heating radiators.
An attractive fitted bath suite finished in white comprising panelled bath, separate shower cubicle, low level WC and pedestal wash basin with complementary tiled splash backs. Opaque window to side elevation and central heating radiator.
Fitted with a neutral range of wall and base units incorporating drainer sink unit. Integrated double eye level electric oven and gas hob with extractor fan over. Space and plumbing for washing machine and dryer. Window and door to rear garden for convenience and central heating radiator.
Patio doors leading to rear garden with two windows to the rear. Central heating radiator.
Window to side elevation and central heating radiator.
Window to front elevation and central heating radiator.
Sitting on a larger than average plot with gated access to the front boasting ample off street parking. The rear garden is mainly laid to lawn with concrete patio.
Enquire about this property
Take a look round


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Michelle Obama
Personality Profile
" Sometimes, it's just easier to say yes to that extra snack or dessert, because frankly, it is exhausting to keep saying no. It's exhausting to plead with our kids to eat just one more bite of vegetables."
Who is Michelle Obama? She is an American lawyer and writer, and the first African-American First Lady of the United States, who has become a fashion icon, a role model for women, and an advocate for poverty awareness, nutrition, physical activity, and healthy eating. She was born on Friday January 17th 1964, in DeYoung, Illinois, United States.
With her omnipresent energy and intuition, Michelle Obama has the potential to be a source of inspiration and illumination for people. With no conscious effort, she galvanizes every situation she enters, and energy seems to flow through her without being aware of this great potential or controlling it. When she is aware of her outstanding personality, Michelle tries to blend with his environment, feeling conspicuous, alien, and out-of-place.
Michelle channels information between the higher and the lower, between the realm of the archetype and the relative world. Ideas, thoughts, understanding, and insight - all of these can come to her without having to go through a rational thought process, as if there is a bridge between her conscious and unconscious realms, attuning him to a high level of intuition through which even psychic information can flow. On the other hand, there is so much going on in her psyche that Obama is often misunderstood early in life, making him shy and withdrawn.
Michelle Obama is sharing her great capacity for invention with many inventors, artists, religious leaders, prophets, and leading figures in history. But because she is so highly charged, she experiences constant conflict between her great abilities and indulgence in self-reflection and self-criticism, leaving her highly self-conscious.
Although blessed with a message or a specific role to play in life, Michelle Obama must develop herself sufficiently to take full advantage of that opportunity. Until that time, her inner development takes precedence over her ability to materialize the great undertaking she was chosen to perform. Consequently, Michelle seems to develop slowly, but she simply has more to accomplish in her evolution than the average person. Thus, Obama's real success does not usually begin until maturity, between the ages of 35 and 45, when she has progressed further along her path. When she has found his niche in life and begun to realize her true potential, Michelle's rewards will more than compensate for her trials earlier in life.
Michelle Obama is a sensitive and passionate lover, fine companion and possesses a good sense of humor. Her perceptiveness makes her aware of her partner's needs and desires, which she is able to fulfil with almost magical delicacy. However, when she feels she has been mistreated or jilted, Michelle can react with devastating power, sometimes using personal criticisms vindictively. During these stormy phases, Obama should seek out peaceful and harmonious environments, relaxing music, and follow a healthful diet in order to restore balance and peace. More...
More flavors to Michelle's personality
Michelle Obama is a practical and down to earth person that can think through any situation or problem.
Her good health and physical stamina allow her to work long and hard for anything that she believe in, and quite often for material rewards.
Michelle utilizes her practical skills, strong physical dexterity, strength, and good health to work with her hands in either a practical or artistic way, such as being a sculptor or craftsman that possesses both physical and mental talents, and strives for high quality end results.
She is easy to get along with, and she has natural ability to save money and pool up economic resources.
Tour Michelle's menu and gain more insight into her personality traits, relationships, strengths and weaknesses, likes and dislikes, compatibility with you and with others, and much more.
We invite you to create your own free personality profile, in private and for your eyes only!.
October 27th 2020 brings Michelle Obama unexpected changes, perhaps even travel.
Michelle is quick-witted today, romantic, and passionate - a good combination to shine through social events. However, she is also restless and lacking discipline.
Obama must watch herself today for signs of self-indulgence.


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Dashing in a straitjacket
Gohar Ayub Khan's journey as a politician is a fascinating insight into the madhouse that is Pakistan, says Yashwant Raj.india Updated: Sep 24, 2007, 17:12 IST
Glimpses Into the Corridors of Power
Author: Gohar Ayub Khan
Publisher: Oxford
Price: Pak Rs 595
Pages: 354
To an average outsider, Pakistan is a madhouse that makes little or no sense. Knowledgeable observers see a method to this madness. Still others, especially insiders, find nothing insane about what they do. Gohar Ayub Khan is an essential insider. His father was Pakistan's first military dictator and perhaps the man who bequeathed to his country a tradition of coups and army rule that continues to this day. Khan crossed over to the civilian side — leaving behind a career in the army that could have taken him right to the top or thereabouts — many years ago and his journey as a politician is a fascinating insight into that madhouse.
Glimpses into the Corridors of Power is about many things: his father, martial law dictator Ayub Khan, his own life, from childhood to now, and the people he has encountered along the way. And how can you forget the pre-release hype over a claim in the book that a 'senior Indian Army officer' apparently sold his country's battle plans to Pakistan in return for money to buy his wife a food processor. For many weeks thereafter, India searched feverishly for that despicable dog. And then the hunt was called off abruptly. The man being fingered enjoys iconic status in India. And no one was willing to take Khan's claim seriously any more. Besides, even if Pakistan had the war plans, it wasn't much help, was it? This story goes nowhere. On the other hand, Khan's own public life as a politician is remarkably relevant now as Pakistan struggles once again to extricate itself from the clutches of an insistent military dictator, Pervez Musharraf.
Khan's main players are also the main players in Pakistan today: deposed and exiled Nawaz Sharif and self-exiled Benazir Bhutto. And it must be said at the outset, Khan has a soft corner for the military.
There is not very much here on the functioning of Zia-ul-Haq or Musharraf. You can perhaps blame his own army background for this, but that leaves the book incomplete. You get the feeling he is not telling.
However, his account of the politicians, especially of Sharif, is devastating. Khan was his Foreign Minister and saw the man from close quarters and he quite clearly didn't like much of what he witnessed.
Here is a bit on Sharif, the obedient son of Abbaji. This was in 1992. Khan was the speaker of the National Assembly and Prime Minister Sharif asked him to arrange a meeting with Bhutto to ease tensions between them. Everything had been arranged — after much posturing by them — and they were to meet in Karachi. The day before, Sharif called it off, saying, "Abbaji just does not agree to my meeting Benazir."
And then there is Kargil. Did Sharif know about it? He has claimed he didn't. Musharraf, who engineered the intrusions as the then army chief, has maintained Sharif had been properly briefed. Khan endorses that. "Prime Minister Nawaz Sharif was briefed on the Kargil operation before it was launched."
The briefing was a formal one, by Musharraf and his team. Khan then goes on to list those present at the briefing. What he is saying essentially is this: Sharif should stop lying; there are witnesses to the briefing.
The consummate schemer: This was in 1997, during Sharif 's second term as PM. Khan was now his Foreign Minister. Sharif was in a tussle with the then Supreme Court Chief Justice.
Sounds familiar? Well, as the knowledgeable observers of Pakistan say, there is a method to the madness. Iftikhar Muhammad Choudhury, the present Chief Justice, is not the first to get into a row with the government.
In that earlier instance, Sharif clearly wanted the Chief Justice out of the way. He asked Khan one day: "Gohar sahib, show me a way to arrest the Chief Justice and keep him in jail for a night." A horrified Gohar Khan blurted out, "For heaven's sake, do not even consider doing anything of the sort. The whole system will collapse." Many years later, Musharraf would try the same, and suffer.
Khan's corridors of power are crawling with such incidents that show how the system works in Pakistan. Things look chaotic, but only because of an apparent understanding among the players to coexist non-peacefully.


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Up in Central Park,
And a lion-hunter
In the jungle dark,
And a Chinese dentist,
And a British queen--
All fit together
In the same machine.
Nice, nice, very nice;
Nice, nice, very nice;
Nice, nice, very nice--
So many different people
In the same device.
Storm tonight, a big one, which, says Ronna, came all th way from Texas to greet us. Big thunder. Big lightning. Big me, in it.
I ran in it, jumped in it, danced in it, but mostly stood in it, w/ my arms raised. I wanted to feel every drop, hear every nuance of th constant rumbles in my ears, sense every blade of grass (getting taller!) that went between my toes. I wanted to blur th line between Me & It.
We talked about th end of th world (climate change!), & I thought, well of course th world is ending. Also beginning, both of those, in every moment. But things will never be th same again. How could they possibly?
We live in a most massive non-trivial machine. We are it. If lightning strikes me, it's not an It & a Me, separate things. It's one divine It, this very same device. Me becomes (Me) becomes () becomes...


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Soccer Clubs at
Daytona Stadium.
Get Ready for USL Soccer at Daytona Stadium!
The DME Sports Academy soccer program is more than just a soccer school. We continually foster an academic and athletic environment that builds upon the basic fundamentals of excellence. In combining a skilled team of professional educators, with high-level, experienced soccer coaching, we become the catalyst for your child's future success.
The DME Sports Academy academic and coaching staff are intensely focused on each student's specific development plan both academically and athletically. If you are in search of excellence, you need look no further than DME Sports Academy.
Our Director Of Soccer has extensive experience of playing professionally in Europe, as well as coaching in the European academy system. The head coach holds the prestigious UEFA A license and boasts connections in the Premier League, MLS, college systems, soccer agencies and English academies.
DME Academy Programs
Ages 11 – 18 years
Full Academy Soccer Program - Elite soccer coaching alongside a full academic program.
Pre-Academy 5 day
Ages 11 – 18 years
This soccer only program runs five days a week, Monday through to Friday from 8:00am to 10:00am and lasts for 40 weeks.
Pre-Academy 3 day
Ages 11 – 18 years
This soccer only program runs three days a week, Tuesday, Wednesday and Thursday from 8:00am to 10:00am and lasts for 40 weeks.
Goalkeeper Academy
The goalkeeper academy program runs alongside the soccer academy program and is available as a three day pre-academy package, a five day pre-academy package or a full academy package.
Grass Roots Development Program
Ages 4 – 14 years
This grassroots introduction to soccer runs September 10 - October 17. The program runs two days a week, Monday and Wednesday from 6:00pm to 7:00pm and lasts six weeks.


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This article was co-authored by Ellen East. Ellen East is a certified yoga instructor and owner of Studio 4 WholeHealth in Hartwell, Georgia. She received her 200RYT certification from Yoga Alliance and has been a yoga practitioner for over 25 years.
There are 10 references cited in this article, which can be found at the bottom of the page.
This article has been viewed 21,963 times.
Yoga is an exciting, challenging, and beautiful form of exercise and meditation. Whether you are new or experienced, when looking for a new studio and class, it is important to find one that both fits your experience level and helps you achieve your physical or spiritual goals. Read on for some tips on finding a yoga class that will fit best with your skill level, personality, and fitness goals. [1] X Research source
Part 1 of 3:
Exploring Different Types of Yoga
1Try out Iyengar yoga for an introduction to yoga. This type of yoga focuses on precise alignment in postures, and as such is suitable for beginners who are learning the basics of yoga positions. For a more challenging alternative, Anusara yoga is also focused on alignment, but uses props to help find proper alignment in poses.
2Burn calories with Vinyasa yoga. There is a reason this is one of the most popular forms of yoga in the US. Especially if you enjoy running and other high-intensity exercise activities, you will enjoy its fast-paced and rhythmic atmosphere. Classes can vary from instructor to region, and often incorporate music and chanting, so it's a creative, interesting way to enjoy yoga-- and get a workout.[2] X Research source
3Try Bikram yoga if you have mastered the basics. This is an extremely popular form of hot yoga. Bikram yoga classes are based on a set, 26 pose routine, and are taught in temperatures of 105 °F (41 °C) [3] X Research source . This is a good option for you have tried more conventional forms of yoga and are looking to take on the next challenge. The combination of heat and routine difficulty can be very strenuous, so make sure to hydrate.
4Deepen your spirituality with Kundalini yoga. If you are looking to explore the spiritual side of the ancient art of yoga, Kundalini yoga is focused on meditation and spiritual energy, and emphasizes breathing and chanting over exercising.
5Test your limits with Ashtanga yoga. This is one of the most vigorous of yoga classes. It builds stamina, strength and flexibility. [4] X Research source Ashtanga yoga classes run through a predetermined series of poses so if you like both challenge and routine, Ashtanga might be the style for you.Advertisement
Part 2 of 3:
Finding a Studio
1Research yoga studios. Use online communities, internet searches, or apps like Limber or MindBody to find yoga studios near your home or work that teach a style of yoga you are interested in. Finding a studio that is easy to access, affordable, and welcoming will help ease your transition into your new yoga class.
- Though most studios will offer basic beginner's courses, you may find that some studios will focus on meditation and philosophy, while others will focus on physical benefits of yoga, like calorie-burning and muscle toning. [5] X Research source Keep your goals in mind as you search.
2Walk around the studio. Ideally, it should be large, airy, clean, and quiet, in order to minimize distractions and increase your focus. You should feel welcomed, comfortable and at ease in the studio space.
3Inquire about trial classes. Many studios offer trial classes or periods in which you can join a class at little or no cost, so take advantage of these offers to try out the studio in a class setting, as well as to observe and speak with instructors. If you feel pressured or rushed at any time, or if the room is crowded or unsanitary, then it might be time to move on with your search. [6] X Research source
4Speak with instructors. A good studio will take care to employ qualified and passionate yoga instructors. Ask questions about the studio instructors' qualifications. How long have they been practicing? Where were they certified? How long were there certification programs?
- If professional certification is especially important to you, particularly if you are searching to take your practice and knowledge to the next level, you may search for studios that employ instructors that are Registered Yoga Teachers (RYTs). [7] X Research source
Part 3 of 3:
Choosing a Class
1Choose a class that matches your skill level. If you are a beginner, many studios have promotions for beginner workshops or classes. These provide helpful introductions to yoga poses, vocabulary, and background.
- It is especially important for beginners to be in a small class where the instructor can see you and make sure you are practicing safely.
- Studios label their class levels in different ways. A beginner's class in one studio may be a Level 1 class at another. Make sure you read level and class descriptions carefully and follow the advice given before attending a class.
2Be open to diverse yoga experiences. If you are more advanced, don't be afraid to try a type of yoga you haven't before. Experiment with a meditative or heat form of yoga, or go back to the basics with a beginner's class to brush up on your form, deep breathing, and posture.
- Aerial yoga, for example, has students practice poses using a sling that is hung from the ceiling. This type of yoga can help you reach poses that are difficult without the extra support; plus, some find it helps deepen stretches and further open up the back.[8] X Research source
3Try out different instructors. Some people prefer a teacher who helps them move into poses with hands-on adjustments. Other people enjoy taking classes with a teacher who observes and only gives verbal instructions. Everyone has different tastes, but to maximize your learning experience, your instructor should be approachable, inspiring, and radiate positive energy. [9] X Research sourceAdvertisement
Community Q&A
- Always inform your yoga teacher about any injuries or physical problems you are experiencing. An experienced teacher will be able to modify poses so that they are safe and appropriate for your body.
- If you are a beginner in a course not targeted for beginners, inform the instructor or assistant beforehand so they can keep an eye out for potential mistakes and prevent possible injuries.
- Stay hydrated! Yoga can be a very intensive form of exercise, so it is important you keep your body in good condition.
- Check with a health provider if you have serious medical conditions that might require you to modify your yoga practice. For example, people with high blood pressure or uncontrolled diabetes may be advised to avoid inversions, so as not to spike their blood pressure.[10] X Research source
- ↑ http://www.yogahealthfoundation.org/new_to_yoga
- ↑ https://www.yogaoutlet.com/guides/vinyasa-yoga-basics/
- ↑ https://www.bikramyoga.com/
- ↑ http://www.ashtanga.com/html/background.html
- ↑ http://blog.theclymb.com/tips/8-tips-finding-right-yoga-studio/
- ↑ http://blog.theclymb.com/tips/8-tips-finding-right-yoga-studio/
- ↑ https://www.yogaalliance.org/LearnAboutYoga/AboutYoga/Findingtherightyogateacher
- ↑ https://health.usnews.com/wellness/fitness/articles/2018-09-27/what-is-aerial-yoga
- ↑ https://www.yogiapproved.com/yoga/finding-yoga-studio/


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Zach Snyder's latest directorial effort has had a heavy marketing effort touting its impressive visuals in advance of its theatrical release this week, but far less publicized is the film's intriguing soundtrack. It's not an orchestral score, it's not a collection of new radio-friendly songs, and it's not even an array of classic artist recordings. Instead, it's reimagined and extended cover versions of familiar songs originally performed by artists that most sane people wouldn't dare to cover, including Roxy Music, The Pixies, and The Smiths. The songs were apparently selected for their lyrical relevancy to the project, but listeners fond of the originals will undoubtedly cringe at first at these new reworkings.
Since the songs aren't new, the soundtrack's biggest revelation is that the film's star Emily Browning makes for a pretty convincing singer, as she takes the lead on a beguiling cover of Eurythmics' "Sweet Dreams (Are Made Of This)" and a suitably dreamy and reverential take on The Smiths' "Asleep", as well as lending backup assistance to Yoav on a nearly unrecognizable version of The Pixies' "Where Is My Mind?". Unfortunately, fellow co-star Carla Gugino doesn't reach the same heights, instead remaining in the background on a freewheeling cabaret romp through Roxy Music's "Love Is The Drug" led by co-star Oscar Isaac in full lounge lizard mode.
Elsewhere, the only original artist version of a song appearing on the album is Bjork's "Army of Me", getting an extended Sucker Punch Remix featuring Skunk Anansie that basically leaves the primary song intact until its normal end before launching into a rocked-out extended jam that adds nothing to the greatness of the original. I found the worst song in the collection to be the "I Want It All/We Will Rock You Mash-Up" that grafted snippets of those two Queen classics onto a nondescript and unnecessary rap by someone named Armageddon aka Geddy.
The album is rounded out by competent takes on Jefferson Airplane's "White Rabbit" by Emiliana Torrini, Iggy and the Stooges' "Search And Destroy" by Skunk Anansie, and another nearly unrecognizable cover of The Beatles' "Tomorrow Never Knows" by Alison Mosshart and Carla Azar. They're intriguing versions, but hardly worth being extended.
Although the album looks a little light at only nine tracks, the extended nature of all of them ensures that the album doesn't feel like an EP. It's not really clear what prompted the decision to craft extended versions of the songs, as it would seem that a film soundtrack would tend to utilize only brief song cues to set the tone in the movie rather than rely on any lengthy versions, but hopefully that will be explained at the cineplex this weekend.


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Brazilian President Jair Bolsonaro kept his campaign promise by signing a decree ending the good cause requirement for a self-defense firearm purchase.
NPR reports that Bolsonaro's decree "[removes] the need to prove necessity" when purchasing a gun.
NPR's Philip Reeves observed that the red tape associated with a gun purchase often meant that Brazilians who needed guns for self-defense had their purchases denied because of their inability to prove the need:
When he was campaigning to be president in front of crowds, Bolsonaro had a signature gesture. He'd hold his hand aloft and make his fingers into the shape of a pistol. That's how he symbolized his campaign promise to give Brazilians far greater access to guns. Brazil leads the world in the total number of homicides. That promise did a lot to help get Bolsonaro elected.
Today, Bolsonaro took a step towards keeping it. Brazilian law already allows people over 25 to possess firearms under certain conditions. One was that they had to prove why they needed a gun. That sounds easy. In practice, the police frequently turned them down.
Alexandre Coelho is a firearms instructor in Brazil who believes Bolsonaro's decree may cause criminals to rethink things before invading another home: "It gives me a chance to fight. I think the criminals will think twice to enter your home, to break in your home and harm you and your family."
On January 2, 2019, Breitbart News reported Bolsonaro's observation that "hoodlums already have guns" and it was time to level the playing field. He tweeted: "By decree we intend to guarantee the possession of firearm for the citizen without criminal antecedents, as well as make its registration definitive."
AWR Hawkins is an award-winning Second Amendment columnist for Breitbart News and the writer/curator of Down Range with AWR Hawkins, a weekly newsletter focused on all things Second Amendment. He is the political analyst for Armed American Radio. Follow him on Twitter: @AWRHawkins. Reach him directly at firstname.lastname@example.com. Sign up to get Down Range at breitbart.com/downrange.


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PACFA has launched a new Strategic Plan for 2019-2022 which sets out PACFA's goals, aims and objectives in a client-focussed way, reminding us that everything we do is ultimately aimed at better meeting the needs of the clients we serve.
The Plan was developed by the PACFA Board with the CEO's assistance and in consultation with the PACFA Council. PACFA is excited about the Plan which continues on from the many important activities in our previous Strategic Plan, such as advocating for professional recognition, regulating the counselling and psychotherapy profession, and building the evidence base for the effectiveness of counselling and psychotherapy.
PACFA's mission is to advance the health and wellbeing of diverse Australian communities, through development of the practice of psychotherapy and counselling and the capacity and success of our members.
PACFA intends to address this mission through three key aims:
- Enhancing the quality of services provided by all members
- Expanding access to psychotherapy and counselling services across Australia
- Increasing resources for PACFA's mission and using available resources judiciously
The first aim is about PACFA's role regulating the psychotherapy and counselling profession, supporting the development of our workforce, and advancing evidence-informed practice. PACFA regulates the profession because Government has determined that we are required to be a self-regulating profession. In fulfilment of our regulatory function, PACFA will set high standards for training, ethics and practice, accredit training programs and run the National Register of qualified practitioners. Through our professional development activities and practice resources, we will support the development of a skilled, professional workforce of counsellors and psychotherapists. As a Health Promotion Charity, our research activities will build the evidence base for the effectiveness of counselling and psychotherapy which, in turn, will help improve client outcomes.
The second aim is intended to benefit clients as well and PACFA members. PACFA will raise awareness of the training and skills of registered counsellors and psychotherapists and the quality of the services we provide. This will help develop work opportunities for members and improve access to counselling and psychotherapy for clients. PACFA will continue our focus on advocating for recognition by government, health funds, employers and other stakeholders. We are also aiming to strengthen support for PACFA from the breadth of the counselling and profession in order to improve our capacity to meet the needs of members. PACFA will support our members through resources and professional development opportunities in order to better meet with the needs of our diverse clients. We will also explore alternatives to the current self-regulation model for our profession as another way to improve access to counselling and psychotherapy services.
The third aim is intended to ensure that PACFA continues to grow and to deliver outcomes that will meet members' expectations. There is an emphasis on strengthening PACFA's capacity to fulfil our mission and our capacity to recruit and retain members. This will include developing new member benefits and maximising the reach and impact of our communications. There is a need to use the limited resources we have wisely and to grow our resources so that we can fulfil PACFA's mission to advance the counselling and psychotherapy profession. To this end, we will also explore options for the best way to function effectively as a peak body for the counselling and psychotherapy profession.


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Join us on 19 June, 10:00 a.m. – 1:30 p.m. EST, for a lively discussion with experts regarding the current regulatory developments in Europe and the United States. Andrea Glorioso, Counselor for the Digital Economy at the Delegation of the European Union to the United States, will provide an overview of what U.S. markets might expect from the EU. He will then be joined by Kelsey Guyselman, Counsel, U.S. House of Representatives and Adam Sedgewick, Technology Advisor at the National Institute of Standards and Technology to talk about the opportunities – and risks – that the EU's new digital regulatory environment may create. They will also discuss the effects of the EU's DSM plans on U.S. competitiveness, data privacy and data security, trade, and more, exploring what U.S. experiences might inform the EU's plans and how the changes the EU is contemplating might affect U.S. domestic policies.
Digital trade between the U.S. and the European Union generates more than $8 trillion annually. Some portray the EU's new "Digital Single Market" (DSM) initiative as a boon for U.S. transatlantic trade. Others view the EU's DSM as an isolationist ploy that will handcuff U.S. businesses in the EU market.
Please contact Kiki Mohie if you would like to reserve a place. Please note that places are limited and are first come first serve.
Date: 19 June 2017
Venue: Hogan Lovells, Columbia Square 555 Thirteenth Street, NW Washington, DC 20004-1109
Time: 10:00 a.m. – 10:30 a.m. Registration and Coffee
10:30 a.m. – 12:30 p.m. Presentation, Panel Discussion, and Q&A
12:30 p.m. – 1:30 p.m. Luncheon


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The match that was labelled as "the finals before the finals" is now over. And undoubtedly, the better French team won against Belgium convincingly, even though the score card might read 1-0 only. They were much better in all aspects of the games – compact in defense, blocking and possessive in the midfield, quick and creative in their attacks. Belgians tried their best and played well, but at the end of the day, they will also realise that they won against a stronger team. Now coming to #mytake of the match:
– Belgium started well and was dominating in the initial 20 minutes of the match. Anyone who believes that morning shows the day would have been surprised yesterday. That is because France was probably tentative initially, but once they did settle down, they closed down all the spaces the Belgians were enjoying.
– Was surprised by the Belgian strategy of playing with 3 defenders following a 3-5-2 formation against such a strong team like France. I thought they would have continued the same strategy that they followed against Brazil with a 4-2-3-1 formation. On the other hand, France continued with their normal 4-2-3-1 and excelled in that. Pogba and Kante in their role as defensive blockers played excellently and closed down all possible spaces for Hazard, De Bruyne, Lukaku to exploit. This was evident by the fact that even having 64% possession and playing 594 passes (against 345 passes for the French), Belgium just managed a total of 9 shots with 3 on target.
– After blocking all spaces, France was as usual quick in their counterattacks with Mbappe showing intense speed on their right. In spite of having just 36% possession and much less passes, France had 19 shots at goal – which was a much higher number that Belgians enjoyed. Some of the one-touch football they played in the final third was mesmerising. With a 3 man effective defense and with a somewhat "old" Kompany at guard in central defense, the Belgians was stretched very often whenever the French was on the counter attacks. If they had Chadli dedicated in defense and less in his overlaps, probably there could have been a balance
– I was also little surprised by how deep Hazard was playing with De Bruyne ahead of him. To me, Hazard is much more menacing if he plays just on top of the opponents penalty box; and De Bruyne can play deep and move to attack with his probing long balls as well as quick one-two's he plays with others. I thought the sting of the Belgian attack just vanished when this happened and frankly speaking, they could not open up the French defense any more
– Finally something on Giroud. He seems totally out of touch and lacking confidence. I think France does not have any other option but to play him in the finals as well, as he has a strong physical presence – both on the ground as well as on air. However, so far, France has been able to make up for a lack of a striker just because of its sheer quality in attacking midfielders. It remains to be seen whether they can have the same success for one more match – but definitely, they are now the favourites to lift the cup once more after Zinedin Zidane's 1998 world cup!


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Shared Adversity May Create the Clarity You Need
How The Frontier Project is coping with the coronavirus outbreak
A Short List of Our Non-Sexy Resolutions for 2020
Hey you guys! Like what you see when it comes to Frontier's visual identity? You have Steph to thank.
Ryann, our fearless leader and CEO, has a gift for finding amazing people and giving them opportunities to shine.
Meet Frontier's newest mama Kelsey, featuring a special guest: her own mama.
Ally and advocacy tips from one man's workplace to yours
Ned is a Harvard alum, wine shop owner, Coca-Cola enthusiast, speed walker, and Milli-Vanilli fan. Wait — there's more.
A conversation with an Inc. 500 COO about the values that shape our organizational cultures
The genius behind our leadership programs, Lauren DeLuca loves learning. Find out what inspires and fuels her work.
People hate doing it, but they should (usually) do it anyway
How leadership is more about asking questions than having the answer
What we learned from our month-long feedback challenge
How does a culture and team dynamics company walk the walk?
Two RVA CEOs with global reach find unexpected power in local partnership.
With a passion for trying new things, Megan is our in-house Friends expert and the talent behind our design work.
When uncomfortable conversations build belonging
If you've met Grant, you've experienced his fervor. Let's ask him some questions that might not come up in the room.
Data can be seen but not heard. Hear the voices you need to reach.
Stop doubting yourself. Start trusting your instincts.
Looking for a great read to curl up with over the Holidays? Look no further.
What if your team wants to do a great job, but truly lacks the skill?
Evolve your continuous improvement model with one simple conversation.
Ryann reflects on celebration this time of year and looks back at her favorite post on the power of giving thanks.


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Regular price $14.95 USD
See the Good in yourself and in others. It will make our world a radically better place!
Symbolizes the mindset of Living with a Positive Outlook
- BE CONNECTED! Our "See The Good" Stainless Steel Tag is fashion that starts conversations, showing something of ourselves to others. Invite people to connect with you. Just add the tag to one of our Radtaz Bracelets (sold separately).
- MAKE THE MOST OF EACH DAY! Made of surgical grade stainless steel, our tag comes with See The Good engraved on it, your subtle reminder to see the good in yourself and in others, and to seek the positive of any situation.
- BE YOU AND BE KNOWN! When you wear our Engraved Stainless Steel Tags, attached to one of our Radtagz Wristbands (sold separately), you tell others who you are, what you like, what you stand for. Sharing something about yourself, inviting someone to #sayhello to you and connect on a common thread.
Radtagz is your daily reminder that there are no barriers to what you can achieve. No limits on your life's story. You are the author.
Our 304 Stainless Steel Tagz measure 18mm wide.
Our Tag designs are engraved and then hand filled with ink enamel for a premium finish that does not wear away.


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Long story, short.
Hi there, I'm Claire.
Coach, workshop guru, message maven and lover of all things 'communication'.
I believe clear messages, delivered well, make the world go 'round.
So much so that I help soul traders, founders and entrepreneurs craft and deliver theirs.
Whether it's for a presentation, an elevator pitch, a personal speech or a manifesto – I make it easy to identify the core message, wrangle the words to bring it to life and set the scene for a dynamite delivery that wows the right audience, at the right time, so they sit up, take note and act.
Got a message the world needs to hear? Get in touch and we'll make it happen.
Clearly. Authentically. Consistently.
sHORT STORY, LONG
This is the part where I bare my soul and explain why I became a message coach.
It's kind of a niche job. In fact, if you Google it, the search engine that rules the world doesn't even rate it.
And when I get all wild and throw the title out into the ether at social events without a follow up elevator pitch explaining how I actually help people communicate, well, let's just say it's not uncommon for people to hope I said 'massage coach' and line up for a back rub (consequently I am a big believer in the elevator pitch).
So why do it?
I could go into my background as a communication expert and tell you about all the jobs I've worked in where my main objective has been to influence, persuade, inform, motivate and educate.
I could outline all the industries I've worked in, from not-for-profits (disability services) to all-for-profits (mining companies) to hope-for-profits (start ups, entrepreneurs and trail blazers).
I could go on and on about how no matter what the industry or issue, people are people and clear messages, delivered well, let good things happen.
I could explain my love of branding and of writing; of problem solving; of inspired public speaking; on-target communication plans, good signage, great customer service, well-organised gatherings, well-crafted messages and well-executed engagement strategies.
I could say I picked this path because it's what I'm trained for, have experience in and am damn good at.
All those things would be true. But the real reason I decided to specialise in helping people get to their core message and then deliver it for impact is this:
I love it.
Nerdily, completely, joyfully, absolutely freaking love it.
It rocks my world. Floats my boat. Lights a fire in my belly.
It's more than 'just' writing, or 'just' branding, or 'just' marketing. It's more than 'just' presentations, or 'just' workshops or 'just' education. It's the core of it all.
When you're crystal clear on what you want to say, all those other things fall into place.
And I know some people hate it. Or don't quite get it. Or are so busy doing really fabulous things out there in this amazing wide world of ours (or want to be) that they don't quite have the time to work it all out.
I've spoken to too many founders who struggle with crafting their message so it's consistent from the very first promotion through to the final feedback survey.
Who aren't sure how to find their audience. Or who, on finding their audience, spend an inordinate amount of time capturing their attention…and then never see them again.
Trail blazers who know what they want to say but can't quite work out how to say it in a way that isn't 'sales-y'. In a way feels like 'them'.
Often, these go-getters are rather brilliant specimens of humanity, with an amazing product, or story or idea. Thing is, they're so damn good doing what they do, so busy spreading the good word and fighting the good fight, that that's where their energy is, and they need help working out how to hone in on their key message, so that it's clear, strong and undiluted.
So that it guides every interaction they have with their tribe.
So that they don't get in the way of it, but instead let it take flight.
And that's where I come in.
I help those amazing people.
I do what I'm good at (message design and coaching) so they can show the world what they're good at.
I believe that when messaging is done well – when our messages are clear, authentic and consistent – with ourselves, our brand and our audience – the world is our oyster.
I bet if you've read this far down, you're one of those amazing people – looking for a little help.
You've come to the right place.
I can help you too.
In fact, I'd love to.
Because this is where my heart lays – helping sole traders, entrepreneurs, founders, trail blazers and generally fab individuals craft and deliver their message –
Confidently. Authentically. Consistently.
So here I am.
Claire Quarrell, The Message Maven.
Thrilled at the thought that we can wrangle your message together.
What I can do for you
Workshop? Fundraising Pitch? Keynote speech? Business presentation? Elevator spiel?
Core message strategy? Master of Ceremonies gig? Life speech?
I can help you write it, design it, deliver it and review it.
I know it's likely that you're strong in some areas and not-so-much in others.
Love being on stage but need help with your story?
Have your message down pat but need confidence to get it in front of an audience?
No worries. I customise my services to meet your needs. Some are listed below.
Pick and mix as you please, or get in touch and I'll rustle up something tailored just for you.
Cut through the hype.
Identify exactly what you do, who you serve,
and how you serve them
(better than anyone else).
Pinpoint a challenge and focus on that, or master the whole presentation trifecta 'craft, stand and deliver'.
Your needs. Your goals. Your style. Your win.
Fine-tune your presentations with the sort of feedback your brutally honest grandma gives
(but people won't write on their comment forms).
Get in the room.
Learn the stuff.
Break through the barriers.
Conquer the world.


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Facebook's Portal Lineup Grows—and Reaches Into Your TV Set
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Facebook extended its push into hardware on Wednesday, announcing updates to its Portal video chat devices and a new Portal TV box that connects to television sets.
Facebook stock (ticker: FB) was nearly flat early Wednesday following the social media giant's announcement of what it called the "new Portal family."
The most substantial news in the announcement may be Portal TV, a $150 box that offers various media apps—including Amazon.com's (AMZN) Prime Video, Viacom's (VIA) Pluto TV, and music from Spotify Technology (SPOT)—along with video calls.
More apps are coming soon, the company said, perhaps a signal that more high-profile content offerings could appear. (Also of note: Video calling through Facebook-owned WhatsApp, in addition to Facebook Messenger, is also on Portal.)
Read: Viacom CEO Bob Bakish on Streaming, Merging With CBS, and the Stock
Portal isn't a big part of Facebook's revenue mix. CEO Mark Zuckerberg said in January that it performed "better than I expected" in last year's fourth quarter; in the first quarter, the segment in which Portal sales are reported had $165 million in revenue, compared with a company total above $15 billion.
Still, Wednesday's news indicates the company's continued commitment to adding consumer touchpoints even as Facebook has been beset by criticism of its stewardship of user data.
Portal prices, meanwhile, have generally come down, which may make them more attractive heading into the holiday season. (Buying two clips the price further.)
That's likely part of the reason shares of Roku (ROKU) dipped 7.4% to $139.37 early Wednesday—though news that Comcast (CMCSA) would give broadband subscribers a free device for accessing streaming content surely contributed.
Investors who saw Facebook as a possible Roku acquirer may also be unwinding parts of those theses; in any case, Roku shares are still ahead more than 350% in 2019, though September has been less rosy amid competitor developments that also include Apple's (AAPL) pricing of Apple TV+.
Email David Marino-Nachison at email@example.com. Follow him at @marinonachison and follow Barron's Next at @barronsnext.


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University of Scranton director of athletics Dave Martin announced on Wednesday that the University has entered into an agreement with Under Armour that makes the athletic performance brand the official outfitter of the Royals.
"We're thrilled to be partnering with Under Armour, one of the world leaders in the athletic apparel and footwear industry," Martin said. "This partnership will benefit every student-athlete and coach in all 23 of our intercollegiate sports."
Under the terms of the agreement, which became official on July 1 and runs through June 30, 2022, each of the University's 23 intercollegiate athletic teams will be outfitted in Under Armour apparel and gear exclusively for training and game day. Also as part of the agreement, all teams will conduct an online store each year.
The University will use a local Under Armour supplier, Battaglia's Sporting Goods, as its source for apparel and gear. Battaglia's is located at 501 Wyoming Avenue in Scranton.
As part of the announcement, the University's athletics team store is now online through Nov. 30. All orders will be delivered approximately three weeks after the store closes, just in time for the holidays. To shop at the athletics department online store, visit http://www.battaglias.com/uofsathletics/.
Founded in 1996 by former University of Maryland football player Kevin Plank, Under Armour is the originator of performance apparel – gear engineered to keep athletes cool, dry and light throughout the course of a game, practice or workout. The technology behind Under Armour's diverse product assortment for men, women and youth is complex, but the program for reaping the benefits is simple: wear HeatGear® when it's hot, ColdGear® when it's cold, and AllSeasonGear® between the extremes. Under Armour's mission is to make all athletes better through passion, design and the relentless pursuit of innovation.


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Seven To Do's from Incentive Research in 2019
From our volunteer leadership with the IRF (Incentive Research Foundation) and SITE (Society for Incentive Travel Excellence), we summarize this "greatest hits" list of research insights and share our recommended actions for 2019.
1. Incentive travel budgets are up
54% of buyers are reporting increased budgets in the IRF, SITE, and FICP joint incentive travel study, which means more funds for destinations, amenities, and winners. TO DO: Use this research to get more budget from the CFO and then play around with "what-if" scenarios with our budget calculator to enhance the attendee experience.
2. More qualifiers than ever
The same IRF SITE study reported trip attendee counts are increasing due to sales headcount growth from acquisitions and organic sales growth. TO DO: We suggest making sure your audience maintains an equal shot at winning the trip. If your sales team grows, your trip should too. More qualifiers also mean more administration. See the ten benefits of hiring an incentive travel company.
3. Incentives build workplace culture
Increased sales and profits are always good for morale. Still, CEOs believe incentives also create better relationships between employees and management, according to The Incentive Marketplace Estimate Research Study and the IRF SITE joint incentive travel study. TO DO: Selecting motivational rewards will help keep morale high.
4. Wellness is the new golf
Healthy meals and yoga are just a small part of updating your program for modern audiences. Authentic experiences, and even transformative experiences, continue to grow in popularity. TO DO: Here are fresh ideas to improve your incentive trip for 2019 and beyond.
5. Gift cards grow, but better processes needed
Gift cards, including Amazon, Starbucks, retailers, and restaurants, continue as popular options in reward and recognition programs, according to the Industry Outlook Study 2019: Gift Cards. The study identifies 69% of companies drive to grocery and drug stores to buy gift cards. TO DO: This indicates a corporate need for more efficient delivery (like Brightspot digital gift cards), sourcing processes, internal controls, and reporting.
6. Merchandise rewards projected to increase
Marketplace optimism in the non-cash reward and recognition market reached a record high in 2018, as measured by the IRF's proprietary Net Optimism Score of 43%. TO DO: While gift cards are still quite popular in the US, Brightspot sees increased demand for merchandise rewards in global channel reward programs. Find out more in our comprehensive channel rewards guide.
7. Physical and data security grow
Multiple IRF surveys report that terrorism, safety, and disruptions of all kinds continue to be top concerns for meeting planners and sales operations. Risk management has also grown to include keeping participant data protected. TO DO: See the advice of Jason Neal, Brightspot Director of IT, in 16 Ways to Keep Data Safe, and Kim Dierks, Sr Meeting Manager, in Making Safety a Priority.
Have a question?
We'd love to hear about your #1 challenge and offer some ideas, or give you a no-strings-attached consultation on making your program the bright spot in your company! Let's get started.


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Sold Out - $59.00
Turn every court into a show court in this women's tennis polo shirt. Using breathable and quick-dry fabrics, Climalite battles the heat, while mesh panels under the arms and on the back provide targeted ventilation. Displaying 3-Stripes on the sleeves, this polo offers a high degree of UV protection. Adidas is committed to creating products in more sustainable ways. This polo shirt is made with recycled polyester to save resources and decrease emissions.
Your package will be shipped using a trusted courier service. Generally we use Australia Post eParcel Service. eParcel provide a reliable and fast service that allows parcels to be tracked and traced via their website http://auspost.com.au/track/. In the checkout process you have the option to select Express Mail if you would like to receive your goods faster. Depending on your location, we may also send your goods via Fastway Couriers. You can track your goods via their website by clicking here.
Deliveries are normally received within 1-3 working days, depending on your location within Australia. Note deliveries to WA, TAS and NT can take a bit longer.
All orders below $150 within Australia are charged at a flat rate of $9.95. (excluding extremely heavy items like tennis ball cartons, restringing machines & ball machines). Shipping is FREE for orders over $150 (excluding tennis ball cartons, restringing machines & ball machines).
Once your order has been dispatched from our distribution centre, you will receive an email containing your tracking number in order for you to track the progress of your delivery.
We want all our Customers to be satisfied with their purchase every time!
That's why if the items happen to be the wrong size or you simply have changed your mind and you have not worn or used the item, simply return these to us within 30 days of your original purchase date for a full exchange or refund.
Return Address
TennisGear Returns
128 Shaw Rd,
Wooloowin, Qld 4030
Returns and exchanges must :
Upon investigation of the product, if a TennisGear team member finds that the item has been used or worn, they have the right to refuse the return of the item.
4. Please allow 5-7 days for all returns to be received at TennisGear.
5. All Australian exchanges will be returned to the customer Free of Charge.


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Dorota Stroińska was born in 1965 in Poznań, Polen and has lived in Berlin since 1986. She studied in German and Slavic studies in Poznań, Berlin and New York. Since the nineties she has worked as a freelance translator of belletristic and philosophic works (Lutz Seiler, Christian Kracht, Sibylle Lewitscharoff, Rüdiger Safranski, Ilse Aichinger among others). She has received several translator stipends as the Prize of the Polish Translator association in 1998 for the best translation in 1997 in the field of liberal arts for the book "Nietzsche" by Karl Jaspers. For her translation of Lutz Seiler's novel "Kruso" she was nominated for the Central European Literature Prize ANGELUS. She leads the German-Polish translator workshop and is founder of the Berlin workshop "Sztamtysz" for literary translators of both languages. She leads the German-Polish translator workshop "ViceVersa", is founder and coordinator of the Berlin work shop "Sztamtysz" for literary translations of both languages. Recently she researched theory and practice of literary translation in the "Karl Dedecius archive" of the Collegium Polonicum and leads translation projects in the S. Fischer Stiftung. As a mediator of Polish literature in Germany and of German literature in Poland she conceptualizes, organizes and hosts events for adults and young readers in cooperation with the Literarischen Colloquium Berlin, the Goethe institute and the Weltlesebühne among others. Dorota Stroińska lives in Berlin.
Dorota Stroińska
© Jürgen Jakob Becker