SCOPE is the new POEM. Making Sense of the Emerging Digital Media Landscape.
Making Sense Of Social Media
-
Upload
paul-werth-associates -
Category
Documents
-
view
1.664 -
download
1
description
Transcript of Making Sense Of Social Media
![Page 1: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/1.jpg)
Making Sense Of Social MediaHow To Best Your Competition
M-PACT Conference
Bryan Huber, Chief Interactive Officer
Kim Ratcliff, Vice President
![Page 2: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/2.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
About Bryan
Bryan HuberChief Interactive Officer
Quick facts:
‣ Involved in the internet before Al Gore invented it
‣ Built first corporate website in 1996
‣ On LinkedIn since 2003
‣ Joined Paul Werth Associates in 2010
![Page 3: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/3.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
About Kim
Kim RatcliffVice President
Quick facts:
‣ Playing with Internet listservs in 1995
‣ Led Web-based enterprise and data warehouse software implementations in 1999
‣ Twittering and blogging since 2008
‣ Joined Paul Werth Associates in 2008
![Page 4: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/4.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
Hashtag
#mpactsome
![Page 5: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/5.jpg)
So, What IsSocial Media?
![Page 6: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/6.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
What is Social Media?
User GeneratedContent
![Page 7: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/7.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
What is Social Media?
It’s been around for over 20 years!
It’s not a new phenomenon
![Page 8: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/8.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
What is Social Media?
Remember:‣ CompuServe message boards‣ Bulletin boards‣ AOL‣ e-world (Apple)
![Page 9: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/9.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
What is Social Media?
Social media uses Internet and web-based technologies to transform broadcast media monologues (one to many) into social media dialogues (many to many). It supports the democratization of knowledge and information, transforming people from content consumers into content producers.
The definition has been revised over 500 times!
Wikipedia Definition
![Page 10: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/10.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
What is Social Media?
SocialNetworking
Comments
Podcasts
MicroBlogs
Ratings
MessageBoards
BlogsPhoto
SharingVideo
Sharing
Wikis
Ways for users to generate content
![Page 11: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/11.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
What is Social Media?
More And More Content Is Being Created
On Mobile Devices
![Page 12: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/12.jpg)
So, What IsSocial Networking?
![Page 13: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/13.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
What is Social Networking?
Tools That Allow Users To Connect And
Build Relationships
![Page 14: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/14.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
Focuses on building and reflecting of social relations among people, e.g., who share interests and/or activities…
The definition has been revised over 500 times, as well!
Wikipedia Definition
What is Social Networking?
![Page 15: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/15.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
What is Social Networking?
Flickr
Last.fm
ShareThis
FourSquare
MySpace
Facebook Twitter YouTube
UStream
Tools for users to connect
There are many, many more…
![Page 16: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/16.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
What is Social Networking?
Platform Descriptions: Community Building
‣ Facebook = Friend Network‣ Twitter = Microblogging‣ YouTube = Videos‣ Flickr = Photos‣ LinkedIn = Professional Network‣ MySpace = Friends/Music‣ FourSquare = Social Location‣ UStream = Video Broadcast
![Page 17: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/17.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
What is Social Networking?
Provide the opportunity for you to be part
of the conversation.
Social Networking Tools
![Page 18: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/18.jpg)
State Of The Internet
![Page 19: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/19.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
State Of The Internet
From Jess3 “State Of The Internet”
![Page 20: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/20.jpg)
Why Is Social MediaImportant?
![Page 21: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/21.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
Why Is It important?
Users are generating a tremendous amount
of content.
![Page 22: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/22.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
Why Is It important?
400 MillionFacebook Users
![Page 23: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/23.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
Why Is It important?
Over 4 BillionPhotos on Flickr
![Page 24: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/24.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
Why Is It important?
13 Hours Of VideoUploaded Per Minute
On YouTube
![Page 25: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/25.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
Why Is It important?
Over 13 MillionArticles on Wikipedia
![Page 26: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/26.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
Why Is It important?
Over 300Check-ins Per Second
On Foursquare
![Page 27: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/27.jpg)
Why Should You Care?
![Page 28: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/28.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
Why should you care?
Allows you to build relationships with customers.
![Page 29: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/29.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
Why should you care?
Allows you to be part of a consistent conversation.
![Page 30: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/30.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
Why should you care?
A conversation which includes your industry,
your company, your competitors,
and your customers.
![Page 31: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/31.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
Why should you care?
Companies can:‣ Connect‣ Listen‣ Contribute‣ Respond‣ Measure
![Page 32: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/32.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
Giveaway Time!!!!!!
![Page 33: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/33.jpg)
Leaders in Your Industry
Case Studies
![Page 34: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/34.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
Leaders in Your Industry: Kum & Go
![Page 35: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/35.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
Leaders in Your Industry: Kum & Go
![Page 36: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/36.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
Leaders in Your Industry: Rutter’s
![Page 37: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/37.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
Leaders in Your Industry: Rutter’s
![Page 38: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/38.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
Leaders in Your Industry: Rutter’s
![Page 39: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/39.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
Leaders in Your Industry: Sheetz
![Page 40: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/40.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
Leaders in Your Industry: Sheetz
![Page 41: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/41.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
Leaders in Your Industry: Sheetz
![Page 42: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/42.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
Leaders in Your Industry: Wawa
![Page 43: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/43.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
Leaders in Your Industry: Wawa
![Page 44: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/44.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
Leaders in Your Industry: Wawa
![Page 45: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/45.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
A Leader in this Area: Brew House
![Page 46: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/46.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
Leaders in Your Industry: Duke and Duchess, Englefield Oil
![Page 47: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/47.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
Leaders in Your Industry: Recap
What to Remember
‣ Promotions and giveaways = FANS and FOLLOWERS
‣ In-store specials and contests
‣ New store openings and store anniversaries
‣ Loyal fans will do the work for you.
‣ Product power is valuable.
‣ Leverage video to share the in-store experience.
‣ Engage in the conversation.
‣ Charity support makes a difference.
![Page 48: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/48.jpg)
Avoiding Social Media Crisis
![Page 49: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/49.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
It takes 3-10 years to repair once damage is inflicted.
The sacred trust between a company and its customers.
“Reputation is currency, hard earned and precious.”Sandy Harbrecht
Reputation is....
Avoiding Social Media Crisis
![Page 50: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/50.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
The Great Unknown!
Social Media+ Reputation
Avoiding Social Media Crisis
![Page 51: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/51.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
What’s Changed?
Avoiding Social Media Crisis
‣ People find comfort in information, regardless of quality, a trait enhanced in 24/7 news cycle.
‣ Journalists, bloggers find sources while you’re writing the news release.
‣ Social media impacts the perception of your organization whether or not you are involved and aware.
‣ Now you have more opportunities to engage reporters and stakeholders – and to BE the media.
![Page 52: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/52.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
Be the Media!
Avoiding Social Media Crisis
‣ Paid
‣ Earned
‣Owned
‣ Shared
![Page 53: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/53.jpg)
Start Looking for Trouble!
![Page 54: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/54.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
Online Reputation Monitoring
Avoiding Social Media Crisis
‣ Listening Posts‣ Measurement
Tools
![Page 55: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/55.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
Response Model
Avoiding Social Media Crisis
![Page 56: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/56.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
Leaders in Your Industry: Recap
What to Remember‣ Reputation is hard-won and difficult to rebuild.
‣ Social media inserts immediacy and noise into crisis management -- and diversifies the crisis communications tool belt.
‣ Prioritize through smart monitoring.
‣ Engage before crisis hits....and remain engaged.
‣ Respond at the flashpoint.
![Page 57: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/57.jpg)
Not Like This!
![Page 58: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/58.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
‣ April 2009‣ YouTube‣ 1 million page views‣ The lesson?
Avoiding Social Media Crisis
![Page 59: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/59.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
‣ March 2010‣ Facebook‣ 100,000 fans‣ The lesson?
Avoiding Social Media Crisis
![Page 60: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/60.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
‣ July 2009‣ YouTube‣ 8 million views‣ The lesson?
Avoiding Social Media Crisis
![Page 61: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/61.jpg)
Building Your Community
![Page 62: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/62.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
Building Your Community
Social Media...One Part of Your Marketing Effort
‣ Additional channels to expand you reach.
‣ Strategy reigns!
‣ Create and share compelling content.
‣ Stay disciplined, engaged and motivated.
![Page 63: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/63.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
Building Your Community
How to Manage Your Time?‣ Discipline‣ Create an editorial calendar.
‣ Use dashboards and management tools.
‣ Engagement‣ Build relationships and activate your voice.
‣ Enhance your reputation.
‣ Motivation‣ Don’t go it alone.
This is how to compete with the big guys!
![Page 64: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/64.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
Building Your Community
Build Compelling Content‣ Do your homework.
‣ What do your customers care about?
‣ Test ideas before you campaign.
‣ Don’t ignore the potential of social media for free polling.
‣ Keep it brief.
‣ And use images, video and audio to tell your story.
![Page 65: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/65.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
Giveaway Time!!!!!!
![Page 66: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/66.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
Questions?
![Page 67: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/67.jpg)
©2010 Paul Werth Associates | Ohio Petroleum Marketers & Convenience Store Association
Connect With Us!
in/bryanhuber
in/kimberlyratcliff
in/paulwerthassociates
@bryanhuber
@KimRatcliff
@paulwerth
paulwerth.com
![Page 68: Making Sense Of Social Media](https://reader033.fdocuments.us/reader033/viewer/2022051513/5456c3d4af7959795d8b4d88/html5/thumbnails/68.jpg)
Thank You