The small town small business resource
"When nothing seems to help, I look at a stonecutter hammering away at his rock, perhaps 100 times without as much as a crack showing in it. Yet, at the 101st blow it will split in two, and I know it was not that last blow that did it, but all that had gone before."
-Jacob A. Riis Lynn sold her business. She had to. Her husband? Lung cancer, early retirement, no more insurance. So she needed a real job with real benefits.
It's not that she didn't have a real job. She taught dance. For fifteen years she ran Lynn's Academie of Dance. But that's not enough of a real job to pay the bills for a family, for insurance.
So she sold the dance school.
On Saturday they had a recital. Forty-five girls, from 4 to 18.
It was probably like many dance recitals in many places.
But here's Lynn's legacy. Many dancers weren't built like dancers. Not like the ballet dancers you see in the Joffrey. Not like the hip hop dancers in the videos, not like the tap dancers in the shows.
They are pretty much built like the kids you see in the ordinary classrooms in the ordinary schools in the ordinary towns. Some of them live with Down's Syndrome. Some of them live with numbers on the BMI that are higher than recommended. In skin color, in distance from nose to toes, they varied. One of them even had white hair.
And all of these kids (and 5 adult students) flew. They spun, they tapped, they leapt, they laughed. Their pieces told stories. They leaned on each other. They lifted each other. Even for a non-dance observer, there was something happening that was, well, special.
And near the end, they did their own thing. They wrote their own tribute to Lynn, with their bodies, they wrote. Together the kids created. The older kids led the little ones on and off, carefully. And they danced with abandon, with passion. And they each went to her as the piece finished for one last touch.
Lynn hired teachers to teach from her heart. She allowed in kids who none of us would imagine could walk straight, let alone dance. And every single one of them flew straight from the stage to our hearts.
In fifteen years, Lynn Kuti created a community of young people that cared and created and did better than they dreamed. And in the meantime, they danced.
Small business people can do that, can create communities.
You can do that.
They were giving us furniture. For our church. Beautiful furniture. The kind of furniture you find in hospitals or coffee stores or waiting areas in malls.
It wasn't because we are a church, really, but because five days out of seven they use part of our parking lot. And they have meetings in our building sometimes. And we don't charge. And so the management gave us some furniture.
It wasn't management, however, that brought the furniture across the parking lot. It was three of the people who made the furniture, three of the people who crafted the sofas and chairs.
They carried it in like they cared, like they were proud of what they had made. They looked around, as if they wanted to be sure this would be a good home.
They looked at the furniture already in the room, the furniture being replaced. And then they began to tell us that we could replace the covers on that as well. "Recovery," one of them said. "It can all be reused." It says that on the website, in the promotional material...but he really believed it. "1988," another one said, having turned the chair upside down. "That was some of the first of that kind." She was pleased that it had lasted well.
They laughed with us, helped us see what we could do with the old stuff, talked about how to treat the new stuff.
For these workers from Wieland, this wasn't a commodity, this was their life. They had poured themselves into this furniture. They cared about how it would be used, how it would add value to someone else's life.
They loved the work of their hands. It mattered.
I was humbled that day. And challenged. To care that much.
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Jon Swanson is your customer, presenting every day perspectives in a new way. He was a regular contributor to the Great Big Small Business Show podcast, as the Entrepreneurial Chicken. Jon is the author of the best small business post ever.
The advertising is already starting. It's Olympics time. During the next two months we'll get tired of all the advertising. Everyone will be doing an athletics theme, a rings theme, a Chinese theme, a five-interlocking coffee stains theme. I know that sounds a little cynical, but I don't mean it that way. In fact, all those ads could be part of changing your life.
The Olympics is a collection of stories of hope, of overcoming insurmountable odds, of underdogs, of longshots. (In a sense, it's like a meeting of small business owners.)
What always happens to me during this three month period every few years is to be convicted. I wonder whether I care about anything as much as these athletes care about their event.
Last year, I fell in love with the Young Rural Entrepreneur award. It's back!
Emma Blane gave us an update:
It may interest you to know that Lycetts and the Field have just launched the award for 2008, again offering £10,000 to the winner, who can demonstrate the requisite entrepreneurial spirit by running a company that is either based in the countryside or is making a sustainable contribution to the rural economy.I still love it! Imagine adapting this idea to your own region to support entrepreneurship and build a better connection to young entrepreneurs especially.
The award is open to rural entrepreneurs under 35. Entries will be welcomed till 4th August and nominations can be submitted by or on behalf of an individual who meets the awards criteria. For further information and to enter, please visit www.thefield.co.uk.
If you have any questions please send me an email - emma.blane@lycetts.co.uk
Financial aid expert Chris Penn shares his insight on scholarships and loans, with some special considerations for small towns and for small business owners. Chris also tells us why your credit score is a bigger consideration this year.
Links Chris mentions:
I live and work in a town of just about 10,000 people. Fairfield, Iowa. Wonderful town. Quirky, interesting, small, remote, quiet (except for 35 trains that rumble through daily). County seat for a county with maybe 12-13,000. We’re 4 hours from Chicago, Kansas City and St. Louis. We’re 1 hour from any town of more than 25,000 people. The nearest airport is a commuter airport that’s at least 95 miles away.
Our town has survived the farming crisis in the early 80’s, a few recessions and economic downturns, manufacturing layoffs and even grown in property valuations and jobs during this because of A. diversity in our job base. B. some really smart business leaders here; C. some significant changes in the telecommunications industry, nationally and globally.
That’s right. Global changes in the telecom industry, most notably the ending of monopolies here in the US and overseas, has brought hundreds of jobs to little, remote, Fairfield, Iowa. (Caveat: it’s not the only reason Fairfield has survived and grown. But it’s the one I’m most familiar with and it’s the one that can be connected to the most changes in Fairfield.)
Up until the mid-1980’s ATT held a monopoly on local AND long-distance telephone services. The local part of our service was delivered with ‘bell operating companies’. And the long-distance part was handled by Ma Bell, ATT. It’s hard to imagine it these days with all the competition and options for making a long-distance phone call. But that’s the way it was until Judge Greene’s order to ATT to divest itself of its bell operating companies and then to open up its network to…competition, from the likes of Sprint and then MCI and also resellers.
Long story.
Lots of change and turbulence and new competitors with new services.
And that all meant opportunity. And a company here in Fairfield took that opportunity to resell ATT long-distance services. The thinking of the founder was he’d sell it out of …where?...yes, his bedroom/office. Quietly, he’d make enough to support his family. That’s all he wanted.
And as more of his friends and neighbors wanted to do the same with him, seeing the opportunity, he soon had a company of 6 people. He expected to make enough money to buy Australia, as he’d tell us; just the 6 of him. He was a dreamer and look what happened.
I was the 13th employee. Lucky 13. 7 years later there were 700 employees…in a town of 10,000. We had offices opening around the world. I opened our office in Germany. (What a story!) Our network operations center was here in Fairfield, for a worldwide telecommunications company.
(Interesting cultural clash. Our rural electric cooperative had a routine of regular maintenance on the weekends during off-peak hours. But for other parts of the world, and our customers who lived and worked there…these weren’t off-peak hours…)
We were pulling in employees from 2 other states as well as bringing in outside contractors to come work in a little town, far, far away from bright lights and big cities.
The company crashed and burned in bankruptcy discussed in the Wall Street Journal. (Hey, no one’s perfect.)
But all those people who eventually were laid off used their newly acquired skills to populate other companies in the area, either existing companies or startups. There spawned another surge in a new, more diversified, economy for the community.
And during this time, the internet became a force for business. This company was the first and only company at the time to allow for service orders to be entered and provisioned over the internet from the comfort of our independent sales agents’ home offices. (They expected to buy Fiji…)
That's a huge advantage for attracting sales agents, improving cash-flows from faster conversion of orders and cutting personnel costs from manually entering orders.
And changes again in the telecom arena helped another company start and thrive here. That company was Conference Calls Unlimited. From little Fairfield, remote Fairfield, we competed against national brands and their services using the changes in telecommunications and the opportunities they presented: long-distance calling, toll free calls, toll calls, email, collaboration with web conference services, VOIP, chat, hosted service applications like Basecamp and payment-processing through online merchant accounts. We used 3rd party answering services at the beginning and before that an online answering service that emailed the voicemail as an enclosure.
And then we used blogs and podcasts and YouTube videos to help spread our message. Oh, and websites, too! All made possible by changes in telecommunications.
And we hired great people. Our neighbors and friends and those we knew that delivered great service every day.
And there’s your advantage. It's our advantage, really, as businesses in rural, smaller, areas. As residents or rural communities we have the added advantage of working side-by-side with our neighbors and friends and maybe even family. That’s a huge factor for commitment, loyalty, dedication, passion. And we have all the advantages of access to a global marketplace through these changes in telecommunications without the high rents, high mortgages, high salaries and high overhead from being located in a larger city.
Not everyone is going to start a ‘telecom’ company. Even fewer will want to run a company of 700 employees 6 years after opening.
But the open infrastructure of telecom now with more and cheaper bandwidth becoming available, more calling services and options, more free hosted applications that allow any startup or small business from ANY location to reach millions in a professional and inexpensive manner is the great playing-field leveler for small business in general and in particular for small business in rural communities.
Get on the telephone. Your world's waiting for you.
About the Author: Zane Safrit’s passion is small business and the operations’ excellence required to deliver a product that creates word-of-mouth, customer referrals and instills pride in those whose passion created it. He blogs about health care issues each Monday at http://zanesafrit.typepad.com. There on the sidebar is a list of blogs and resources to educate yourself on the health care challenges you face, I face, we all face together. He also writes on small business, word of mouth, marketing, branding, innovation, and failure.
He previously served as CEO of Conference Calls Unlimited.
[Photo of Fairfield Art Walk by Zane Safrit, used by permission.]
Our friend Bob Sawyer, Pixels and Code, has a great question for discussion. How do you offer to help without offending?
I came across a web site last night that is in dire need of help. This is a landscape supply company. The site was built in 2002. Aside from being poorly coded (the owner even apologizes on the home page to users who experience "text overlapping some images" - they've tried to fix the problem but failed, apparently) - the site loads slowly, breaks in some browsers, etc. The order form does not work, and they send users off-site to calculate their own shipping before returning to complete the order process. Lastly, the site is not optimized for search engines.How would you start that discussion? What would you ask, and what would you say?
I could go on. There are problems aplenty and they're all relevant to the success of the company's web presence. My wife and I are actually planning to order from them, but we're going to have to call and place the order over the phone because their web-based order system is so buggy.
So my question is, how do I approach the owner in such a way that I offer my help in fixing his site, without offending him? If you had a web site that you built from scratch yourself, and someone approached you saying, "you know, you've done an OK job here, but it could work so much better, and I can do that for you?" would you be offended?
Now, obviously, I'm not going to call him and say, "Dude, your web site stinks!" But would even the idea that someone called and said, "I'd like to help you improve your web site" and followed with the laundry list of things that could be improved upon make you more or less interested in taking the caller up on their offer?
Thanks for the assist!
Cheers,
Bob
If you know how to blog, podcast, share photos online, and basically use social media tools, you could start a business today.
Dress professionally.
Get a pad of paper and a pen.
Go to a business.
Ask questions.
This is where the magic happens. Ask them what they are doing to reach out and connect with customers. What are their problems? How are they communicating online? Can they update their own site? What are their goals? What is causing them the most pain right now?
The idea is to ask questions, important business questions, around what social media tools have the potential to do. If you are following Chris Brogan's series of Social Media Starter Moves for ..., then you can pick up additional business uses for these tools.
For more ideas about how to create these questions, read Communicate: Ask Better Questions.
I tested this approach myself. The target was small businesses. The product was an online workforce solution, just as mystifying as social media stuff, I promise. Asking questions turned out to be the single most effective way to help business people understand the benefits and commit to using our solution.
Questions naturally lead the conversation to the value you add by helping reach those goals. If you can help a small business person alleviate pain, they will do business with you.
Can you adapt this same model to other businesses?
This article is part of the Small Biz 100, a series of 100 practical hands-on posts for small business people and solo entrepreneurs, whether in a small town, the big city, or in between. If you have questions you'd like us to address in this series, leave a comment or send us an email at becky@smallbizsurvival.com. This is a community project!
Get the whole series by subscribing to Small Biz Survival. New here? Take the Guided Tour.
Just (adverb): merely, only.
Usage: a way to acknowledge insignificance.
Example: I'm just a small business owner. I've just got one employee. It's just a small town.
We all use it. We use it all the time.
We are in the middle of a conference, listening to the speaker, hearing great wisdom and success. We think, "But I'm just a...."
We are talking at a family reunion and rich uncle Dave from New York asks us if we have any plans for the future. We shuffle our feet and say, "No, I guess I'm just going to ..."
We are reading a terrific explanation of marketing our business, and it sounds wonderful. But then we look at our workspace in the back bedroom and think, "I just don't..."
I hear it. I hear it all the time.
And I want to shake someone.
Next time you are feeling insignificant about where you live or where your business is or how much experience or education you have, try an experiment:
Before you respond to whoever is asking the question, think about the one employee you do have who no one else would take a chance on. Think of the four customers you do have who think that your service is amazing because you remembered their birthdays. Think of the time you looked around and realized how much you love seeing a fawn in the backyard. Think about the time that you were felt so integrated into your community that when that house caught on fire you wept and then ran to help.
Think about all that and then say, "I have the privilege to be..."
If the other person is listening at all, they will stop and think, "I wish I cared that much."
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Jon Swanson is your customer, presenting every day perspectives in a new way. He was a regular contributor to the Great Big Small Business Show podcast, as the Entrepreneurial Chicken. Jon is the author of the best small business post ever.
Interested in what I do? I help small towns and small businesses.
Small Towns - Getting things funded and getting things done
Every small town feels the pinch of trying to do more within the budget. Grant funding can help bridge the gap, but it takes time, writing skill, and coordination to develop grant proposals that get funded. Once a project is funded, who will take on the project? Existing staff members already have more than enough to do without chasing down the details of one more big thing.
I help small towns to prioritize needs, consider the budget ramifications, and put together applications. Then I help carry out projects by doing the calling, writing and emailing and other work to see it through to completion. I've worked with towns ranging in population from 25 to 12,000 and projects up to $1.3 million.
Tourism Businesses - Getting connected
Tourism businesses need connections to survive. When customers are far away, maybe even around the world, how can small businesses connect to them? Developing an effective internet presence requires a clear business position, good writing, and careful layering of information. It also requires up to date knowledge of the constantly changing internet tools. Who has time to add that into running a business?
I help small business people to define their business, tell engaging stories, and develop connections with customers through the internet. I help them to translate their own ideas into the right words to target exactly the right customers and paint a picture in their mind of their ideal experience. I keep up with technology and make it easy for people to use these tools in their business, without chasing all the latest shiny technology toys. Small business people from Oklahoma to Africa have chosen to work with me to reach new people and build their businesses.
Small Businesses - Getting feedback
Every business runs into problems. From the idea, through every stage of business life, problems and opportunities abound. For small business people immersed in day to day business, there is little time for reflection or idea generation. Sometimes, a short conversation or a long-term relationship with an outside person can make a huge difference in a business.
I help people think clearly about their business, evaluate options, and start building action plans. I help make connections with other resources and with a network of smart people. The experience I've gained working with retail, service, manufacturing, media and nonprofit organizations helps me to think differently, ask questions and generate useful ideas.
Getting Started
Call me at 580-430-6173 or email becky@smallbizsurvival.com to get started, together.
With 89,567* online tools for connecting, sharing, networking, etc., how do you ever prioritize and keep online socializing from taking over your work?
[*I made up that number, of course]
Our Friend Glenda Watson Hyatt set me to work on this topic, and explained what she meant via email:
My quandry is: I have all these tools - twitter, facebook, MyBlogLog, YouTube, flickr, ziki, Linkedln, stumble, digg and, of course, my two blogs - some of which I use way more than others. I would like to know how to integrate them effectively so that I am using them efficiently and maximizing benefits. How do I analyze which ones I should keep? Drop? Add?? How much time should I spend on each? Doing what? I mean could spend all day every
day using them, but that doesn't get my actual work done. Where do I draw
the line? And then how do other marketing strategies [ezines, article directories ] fit in?
This article is part of the Small Biz 100, a series of 100 practical hands-on posts for small business people and solo entrepreneurs, whether in a small town, the big city, or in between. If you have questions you'd like us to address in this series, leave a comment or send us an email at becky@smallbizsurvival.com. This is a community project!
Get the whole series by subscribing to Small Biz Survival. New here? Take the Guided Tour.
Social media tools can be a great field leveler for small town professionals. I explained why we bother spending time on social networking at Liz Strauss' Successful Blog, and then offered some practical ways to get started at Chris Brogan's blog. Now, let's do a little show and tell. Here are four people living in small towns and making great use of social media tools.Ted Demopoulos
Ted Demop is the ultimate in effective internet presence from a small town. He lives in a rural area of Durham, New Hampshire, about 25 minutes drive from Maine, Massachusetts, and the ocean.
Go ahead. Google his name. But take a snack, because he is super-present online, from his books, his consulting, his speaking, and everything else. When he started blogging in 2004, he had concrete measurable results in less than 24 hours. His web site traffic quadrupled in less than a month because of his blogging. He was able to leverage it to sell speeches, training and consulting.
"Amazing what a meat packer in central Saskatchewan can learn from an organic food store in Eastern Washington," Ted said, "and a practical joke/magic shop owner in upstate New York can learn from a car wash entrepreneur in Karamea New Zealand! (examples made up -- there are no car washes in Karamea!)"
For the second time, I'm going to be featured in a book. First was Ted Demopoulos, who interviewed me for What No One Ever Tells You About Blogging and Podcasting. Now I'm joining several of my friends, like 275 of them) in contributing to The Age of Conversation II: Why Don't People Get It?
Following the lead of Jon Swanson, here's a little of what I contributed:
I have a blog, but I've been meaning to set up an email newsletter, to do better at posting to my store's blog, and to find the right way to do text messages to customers. But I have a dozen other pressing projects that I know will improve my business and affect my bottom line. I need to get a new sign, reevaluate my pricing model, change the air filter in the air conditioner, and finish an important contract. It's going to take a lot to make me be interested in anything...
Here's some insight into a business being squeezed out of existence. Professional photography: portraits, weddings, and studios.
If everyone has an awesome digital camera, who needs a professional photographer?
How long can a professional keep charging $55 for an 8x10 print, when I can get one printed online for under $5?
Can enough customers afford a $4,000 base wedding package to sustain a business?
Authors and pro photographers Shawn, Pamela & Gavin Richter have written a fine justification of their expertise and cost at Why are Professional Photographers so expensive? The problem is that a justification like this, no matter how well received by your professional peers, is not a solution to a fundamental shift that undermines your business.
Let's brainstorm. You're smart. How can you help the professional portrait photographer survive as a business? Anything is fair game, from minor tinkering with pricing to a complete re-engineering. The comments are yours.
New here? Take the Guided Tour. Like what you see? Subscribe. Want more stories? Read our shared stories from all over.
Sole proprietorship is the simplest form of business, but it also has some disadvantages. So for this installment of the Small Biz 100, I'll talk about some of the situations where you don't want to be a sole proprietorship and what types of business you might want to form.
Note: All of this discussion is specific to small businesses in the USA.
Note 2: More info on when TO be a sole proprietorship is in the Checklists for starting your first business post.
This article is part of the Small Biz 100, a series of 100 practical hands-on posts for small business people and solo entrepreneurs, whether in a small town, the big city, or in between. If you have questions you'd like us to address in this series, leave a comment or send us an email at becky@smallbizsurvival.com. This is a community project!
Get the whole series by subscribing to Small Biz Survival. New here? Take the Guided Tour.
Getting past the point of being a one-person, do-it-all, no-rest-for-the-weary business means helping customers to work with your employees or subcontractors, as well as you. But if every client thinks you need to do every thing, how do you keep them from freaking out when you delegate their work?
This problem is common in reputation industries as diverse as design, consulting, hair styling and professional hunting. Clients feel attached to the person whose name is on the firm and insist on personal service. But that only works for so long, until you have more clients than hours in the day.
Can you just not tell clients that you subcontract? I say no. To not be up front about this could feel like dishonest, or at least misleading, behavior to a client.
As for clients not wanting to work with your subcontractors, I have one of those. I explained it this way to them: "I'm not a god. I can only manage a finite number of tasks, and at this point, I have subcontractors assisting. I will personally oversee the work they perform and ensure that it meets your standards."
This article is part of the Small Biz 100, a series of 100 practical hands-on posts for small business people and solo entrepreneurs, whether in a small town, the big city, or in between. If you have questions you'd like us to address in this series, leave a comment or send us an email at becky@smallbizsurvival.com. This is a community project!
Get the whole series by subscribing to Small Biz Survival. New here? Take the Guided Tour.
All small businesses run into decision points. These are the things that can keep you up at night! Twitter friend Shama Hyder, of After the Launch, has come to one of these, and "tweeted": 
After The Launch has hit a MAJOR decision point: To work IN the business or to work ON the business. Do we hire? Who do we hire?
Shama agreed to tackle some really tough questions about this critical moment for the Small Biz 100, to hopefully help other entrepreneurs face their own decision points.
What made you realize that you are at a decision point? One particular event, or more creeping realization?
I think it was when I realized we were getting more clients by the day. It gets to a point where you don’t know if you should focus on client work or new client acquisition. That’s how I realized we had to make some major decisions to make. We either grow or stagnate.
How do you balance working ON the business, while still managing to get the IN the business work done? Or, how do you carve out time for working ON the business?
In all honesty, this is what I am working on now. It’s hard. This is why I am considering hiring more help! I love working on the business and in the business, but I can’t do it all. That’s a huge realization.
Have you decided what position to hire? How did you decide?
I’d like to hire someone who is well versed in internet marketing and PR. Someone who can handle client accounts with ease. We have no problem getting new business, and being a marketing company, I am glad we can walk our talk. However, we need to continue to deliver great results to our clients-old and new. In that sense, I need someone who can pick up the ball and get in the game.
How are you fitting this with your long term goals?
I am still ironing this out….= )
What's the best piece of advice you can give to other entrepreneurs running into a similar decision point?
Just this morning an expert entrepreneur and mentor gave me this piece of advice: A small business’ life blood is cash flow. That should always be your top priority. Cash flow is what allows you to grow. We hurt ourselves initially by really undercharging. We signed up clients for long term agreements at foolish prices. This is a silly mistake, but I hope others can learn from it. We are now correcting this. = )
This article is part of the Small Biz 100, a series of 100 practical hands-on posts for small business people and solo entrepreneurs, whether in a small town, the big city, or in between. If you have questions you'd like us to address in this series, leave a comment or send us an email at becky@smallbizsurvival.com. This is a community project!
Get the whole series by subscribing to Small Biz Survival. New here? Take the Guided Tour.
Part of being a successful entrepreneur is saying "no."
Small businesses are constantly hit with offers from potential suppliers, hopeful partners, and even potential customers. Then there are the constant requests for free help, volunteer work, donations, and even jobs. You can't possibly do it all. Let's face it. Being in business means saying "no" a lot.There are positives to saying no.
What could possibly be positive about telling someone no?
It keeps you focused on your business. It's your business, and your butt on the line. Learn to say no.This article is part of the Small Biz 100, a series of 100 practical hands-on posts for small business people and solo entrepreneurs, whether in a small town, the big city, or in between. If you have questions you'd like us to address in this series, leave a comment or send us an email at becky@smallbizsurvival.com. This is a community project!
Get the whole series by subscribing to Small Biz Survival. New here? Take the Guided Tour.
Our friend Wendy Piersall is now CEO of Sparkplugging :: Thinking Big in the New Work at Home Generation. Sparkplugging is a complete rebranding of eMoms at Home. The new brand makes it clear that her site and network of blogs are focused on entrepreneurial content.
Wendy's eMoms at Home started as her personal blog, and over the past year, developed into an independent business including a blog network. As her business changed over time, she realized that the eMoms brand was holding her back.
At SXSW, Wendy and I both stayed with Sheila Scarborough. When we found time to talk, I was surprised by how much eMoms at Home was about entrepreneurship. Hey, we're all about entrepreneurship, but I didn't realize that she was, also. And I'm not the only one too myopic to see past the name. Time and again, Wendy found herself explaining how the name didn't say it all about eMoms.
Wendy got brave, and launched a complete rebranding of her business. Darren Rowse outlined more of the story of how that worked in this interview at ProBlogger.
What entrepreneurial resources can you find at Sparkplugging? An expanding network of blogs in small business and lifestyle channels. New blogs are launching each week at the same time as the rebranding. Articles at Sparkplugging cover the full range of small business, work at home, entrepreneurial, and work life balance issues.
Congratulations, Wendy, on the tough business decisions you've been through in the past month. Here's to continued future success, with brand new spark.
New here? Take the Guided Tour. Like what you see? Subscribe. Want more stories? Read our shared stories from all over.
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