Boy Grows Cheekbones: Successful Stem Cell Surgery by Cincinnati Children’s

Health Care at It’s Best
All we hear about is the complex and convoluted interpretation of what is wrong in health care…well finally here is a story of what is right in health care.

Reformed Health Care
Instead of health care reform…let’s concentrate on reformed health care that will blow your socks off. This kind of accomplishment can only be done by those who live and breath a commitment and passion focused on one mission…to ‘change the outcome’ for kids health globally. And this one can be chalked up as a medical miracle.

Fat Stem Cells Finally Get A Good Rap…Literally
Remarkable things happen to remarkable human beings.This is a story of such an event. Add to that of the pioneering efforts by countless people at Cincinnati Children’s Hospital Medical Center and you truly have a health care innovation. By combining some of the world’s finest pediatric research and clinical collaboration and the end product is a successful growth of human bone using someone’s very own fat stem cells. You heard me right…they are actually growing human bone within the patients body! Truely remarkable.

Yes this has been done before…but the success rate was not good due to the body rejecting the bone and not regenerating cells to grow healthy strenthened bone.

Brad Guilkey…Thank You
Brad Guilkey is probably one of the bravest 15 year old boys you will ever meet. Here is a young man who has put it all out there for all of those who may have a similar condition. Imagine being 15 and allowing the world to take part in this personal experience.

He allowed another human being to peel back his face…this isn’t a story…he literally had this done…as they inserted his own fat stem cells along with an incredible combination of unique science and surgery to produce his very own bone to grow and build his cheekbones (see video link below).

This is a before (left) and after (right) photo of Brad.

His surgery was in the Spring and the after shots were taken this summer while he goes through the healing process.

ARE YOU KIDDING ME
This isn’t science fiction folks…this is real and not only will it improve Brad’s life…but it will help the lives of MILLIONS. We now for the first time in history can successfully maintain the regeneration and growth of bone inside the human body and restore what many have lost.

Cincinnati Children’s = True Genious
According to Jesse Taylor, MD, a surgeon and researcher in the Division of Craniofacial and Pediatric Plastic Surgery at Cincinnati Children’s Hospital Medical Center this innovative procedure improves the options surgeons have for repairing bone deficiencies caused by traumatic injuries.

So for those who have been born with a genetic condition or those who’s fate has been altered due to severe trauma for a serious injury, car accident or perhaps a soldier wounded in service could all benefit from this innovation. Dr. Taylor explained that previous and current methods that are used like borrowing bone from another part of the body, or implanting cadaver bone or something artificial – are reasonable alternatives, but far less than perfect.

Approximately 7 million people in the United States alone have defects in bone continuity.

Island of Excellence
The unique environment at Cincinnati Children’s allows them to literally take years off of complex discoveries with their incredible model of collabrative research and clinical offerings. It’s not novel…but trust me it is truly different. Plan on hearing amazing and mind blowing discoveries that shorten the life of a disease…improve the recovery of chronic health patients…and literally improve the health of our children…all from this ‘island of excellence’ in little old Cincinnati, Ohio.

View ABC News Feature on Brad & Cincinnati Children’s Remarkable Story

Boy Without Cheekbones: Experimental Stem Cell Surgery for Brad Guilkey – ABC News.

(This article was reproduced from sections of Press Releases from CCHMC. Special kudos to Nick Miller and Thomas McCormally and the Media Marketing & Communications team at CCHMC)

One web year = One dog year

FACE REALITY
So you are embarking on a site relaunch. Your investing a year of resources and big dollars to elevate your business communications and marketing efforts. If you think about it no matter what you do or how good you are at anticipating designing and relaunching a website you will never be ahead of the game. The moment you launch your site you will be behind. Face reality.

THE SCENERIO
You are a multi-billion dollar corporation. You have just made an large investment to re-design your website. We’re talking about thousands of pages of content and thousands of hours to get it right. So you have taken the plunge and are ready to hold on for a great ride.

WEB CYCLE
When you are heavy into the discovery and strategy phase of the project you are typically going to burn about three to four months of your engagement. Let’s assume your project build cylce is twelve months and each phase consumes approx. a third of the process (discovery/strategize, architect/build, release/evolve.).

So in reality once you do your strategy and your discovery (the heavy business strategy and goals of the project) it will be another eight to nine months before you see it implemented and live for John Q Public.

WEB YEAR = DOG YEAR
If it takes a year to build from concept to completion the moment the site launches it will be out of date. All of your strategy and discovery took place eight months earlier. And believe me when I say that one web year is like one dog year. So most likely you are behind in technology, ideas and new best practices. Something else has replaced YouTube, facebook or Twitter as the next best thing. SEO will be different, rich media will be differnet, social media, mobile all different. UGH.

So what now. Do you scrap your investment? Do you pray that you were wise enough to build in scalability and content that stood the test of time? Or do you simply run home crying and praying you won’t lose your job for all the effort you made an entire organization endear for a whole year!

Before you order tickets to the border and plan your escape…relax. It’s not about the technology remember. It’s about the content. So since you are a man of wisdom …a women to be reckoned with…you already factored this in. RIght? You did…didn’t you?

THINK BIG
Keeping up with technology has always been near impossible. Anticipating marketing trends and business plans is what you our others on your team get the big bucks for…so sports fans…do me a favor and don’t forget when you are in the critical stage of discovery and strategy. Think Big. Think about the content and the tends of your industry one year from now. Don’t allow your limited view of marketing today effect your view of tomorrow. What is important now may not be twelve months from now and you have to have the guts to admit that.

The tendency in building a website is to only see the now…to only face your organizations current problems and not predict or anticipate the future trends and insights.

I urge you to be bold. To be a rogue. To let your mind get above the now and think…think…innovate.

It took me approximately two dog minutes to write this blog. Wow…I’m slow.

How to Win that Big Website Account. To the Victor Belongs the Spoils.

Ok here’s the deal…you’ve been advised that you have made the selection cut. It is down to three companies trying to win the account. We heard your first pitch and that of your competition…now you are being told it is yours to win or lose. It is a head to head competition…gut check time. Seize the opportunity.

What’s next…here’s some ammunition to help you win the biz.

Advice from Both Sides of the Fence
I’ve spent 11 years of my career working on the client side and 14 years of my career on the vendor side. Most recently I have returned as the client…and we have just awarded a large website project to a firm who did everything right in earning the business. And they did it with class, patience and the willingness to invest in the relationship.

How Do You Win that Six to Seven Figure Website Account
Well pull up a chair…I’m about to tell you exactly how to do it. From a guy who has been on the winning side of earning this type of account more then a few times and from a guy who has had the pleasure of awarding this type of an account; I thought I’d throw you a bone or two. I’ve got a little advice for those of you who are out there each and every day trying to close that big deal for your company.

The Best Want the Best
Most companies don’t have this kind of money to spend on an endeavor like this very often even if they are a great organization. This kind of opportunity doesn’t come often for the client or for you. First things first, remember they want you or you never would have got the call to present and bid. When an organization elects a team to go out and seek the right partners these individuals are putting their jobs on the line. They have a job to spend the organizations money wisely. So trust me when I say they are seeking you. They know who you are and have researched your organization. So the best brands want to work with the best digital brands.

Don’t Teach me Web 2.0
Never underestimate the knowledge of your audience. If I tell you that you will be presenting to a sophisticated audience for your presentation don’t try to show me that you know more than the audience. Tell me you are equipped to do it…tell me how you are going to do it. Don’t teach me something out of a Web 2.0 book. We already get that. What we need to know is that you took the time to figure out where you can make us better.

Put Some Skin in the Game
It’s not easy to earn money…you need to work for it. You’re not vying for a 100k job. Don’t show me the same thing you would show an account one fifth or one tenth the scale and size. In this case sports fans…you need to spend money to make the money. Is it a risk? Of course it is. But it’s a risk for me to hire you as well. This is business. So…you need to put some skin in the game. Be prepared to go above and beyond. Be prepared to put it all out there and do the research, analyze my current site, tell me what you can do over the other guy. Because believe me they are doing it.

It’s an Investment for You and I
My career is on the line hiring you. And your career is on the line earning my business. I have to go back to my board of directors or executive leadership and answer to them. I have to tell them that this project is right for the company, right for our audiences, and right to spend the money. I want you to want to showcase this project to all of your future clients.

The Yankees and the Red Sox
The best are going to go up against the best. So how bad do you want to win? Imagine you are on national television you are being seen by millions of viewers…so your reputation is on the line. Keep it real …play hard…play fair…play like there is no tomorrow. I’ve got to know you want it. If you play this game like you do a Tuesday night game in June it won’t sell with me. This is the stretch run you’re in the playoffs…one game away from the big show.

We’re Not Playing Poker…Show Your Cards.
Don’t sell me. I’ve already walked onto the car lot to buy. I want you. So wow me with new ideas that apply to me and my audience. I know you can do it and that you have done it for others. But I don’t know how you will do it for my organization. I don’t expect you to give me all of your ideas nor do I expect you to know exactly how you are going to do it. But I do need to see how learnings will apply to me. What I mean by this is I don’t know how your team communicates…I don’t know the detail on the type of process you use or the type of project management tools you use. I need to see them my team is going to have to work with your tools to make us all successful. And I need to see you have the thinking to elevate my audiences web experience vs. my competition in the marketplace.

Humility vs. Arrogance
Humble not slick. Passionate not cocky. Confident not arrogant. If you’re not asking me a lot of questions from each key member of your team (SEO, Analytics, Development, UX, IA, Creative) then I figure you think you know all there is to know about me. You know it all…you’re arrogance has won. If I keep asking you… are there any more questions you have for me or members of my team…I’m telling you you aren’t asking the right questions. And I am feeling like you don’t care enough to want it. And perhaps you don’t need to know me or build the relationship. The wise man asks questions. You are building my house for my family and friends. I know you know how to build a house. But how on earth do you know the experience I want for those visiting my home?

It’s an Investment
I want you to grow your business with our relationship. I want to be your case study. I don’t care about awards. I want you to be proud of me and share our experience to help others. I want to be best in class. I want to exceed anything proceeding us in my industry. Period. And I want you to carry my flag high and proud for other to see. And I want to do the same for you. I want to recommend you to other. I want them to know that quite frankly YOU ROCK.

A New BMW or a Brand New Ford
Ok you’re off buying a new car so what’s the difference between purchasing a new BMW or a new Ford…they are both new cars. You can buy both models for the same price. But one manufacturer is selling a car and the other is selling an experience. I know BMW has great engineers and state of the art technologies to offer me and so does Ford. I expect this. But what separates the men from the boys is the driving experience. This BMW has mastered. There’s a difference in being a leader and a follower.

Don’t Over Charge…Take Charge
The NY Yankees built a new stadium and tried to get fans to pay a ridiculous price per seat. So what happened when they overcharged for their greed. People stayed home. Seats still remain empty. The owners will have to take charge…and access a fair price to regain their following. You best do the same when earning that business. Take charge…blend rates and make adjustments. Win the business. I’m not responsible for paying for your overhead. Keep it fair and over time this relationship will be fruitful. Keep your rates transparent and I will be loyal to you. Be fair. Be sharp. No hidden fees.

Booty for Booty
These opportunities don’t come a knockin everyday. You’re going to have to go streaking across the stadium. If you are not willing to let me know that you will expose all for the account then why should i trust you with all that coin?

It’s My Brand as Well as Your Brand
It’s my brand. This is my biggest touchpoint to the world. Respect this…stay within my brand guidelines. Be my brand advocate and steward. My brand is a promise to my audiences…you now are carrying this flag…don’t drop it. I am passionate about it and so should you be. Once you join me your brand is on the line as well.

As Natalie Merchant liked to sing…Give Them What They Want.
It’s always important to give the client exactly what they ask for…regardless of how small it may seem to you or your team. If I ask you for something I am testing to see if you are listening. If you can’t give me what I want when you are trying to win the account…do you think I will have faith you will give me something when you don’t need to earn it? In a bidding process you’re running a mile so you need to know when to pull away from the rest of the pack. Ask the client where you are in the process. Don’t be afraid to ask for more. To offer up more. To ask for additional one on ones with key players. For instance if you feel you aren’t getting your point across on certain advantages you hold. Provide it or ask if you can submit more information to solidify your case. Follow the rule of engagement. But there’s nothing that says you can’t ask for more. If you don’t ask you won’t advance.

Sell me What I Need
It’s my house. I don’t need the swimming pool just because you figured out how to build one. Offer up ideas. Do what you do best. Offer the services you are confident to support. But don’t sell me something I don’t need or that doesn’t apply to my audience just because it’s cool.

Bring your “A” Team
I want to know who I’m going to be working with day to day. I want to know that you are not one swine flu bug away from stalling my efforts or project timeline. I need to know you have a deep bench. I also need to know if a personality or two isn’t working out on the account that we can transition the person without any animosity. Let me know the percentage of time that I will be engaged with key players on your team. I’m reasonable…I understand that you have rock stars and that they bill differently. But that’s your issue to resolve…all I want to know is when and how long I have them as a resource. Relationships are key. Personality is key. Remember for the most part this is a professional service offering. Whatever you do…do not bate and switch. That will be the kiss of death.

Social Conscience is Real
It’s no longer a tree hugging concept. Work this into the play. Whether it is a green initiative or a global health initiative … it’s worth it for all of us. The worlds best brands are starting to figure out that the world is bigger then they are…so they are waking up and smelling the coffee. Be prepared to respond to global issues for your client. Be prepared to offer up new ways of thinking…even if they are not ready for them…they will appreciate your foresight.

Speak my Language
Understand my industry. If you don’t understand it … do not act like you do. Be open and honest of your level of understanding; I will see right through you if you don’t. If your selling to a Quaker you better act like a Quaker. Understand my culture. Speak to me as though you are a part of this culture. If I talk like I’m Amish keep the four letter words at the golf course. CPG, Healthcare, Pharma, Retail are not the same. I want you to bring in learning’s from other industries even better…I’ll listen to them…but make sure you don’t ignore my industry.

Finally…for those of you who feel this type of diligence or advice isn’t necessary to win that big account. You probably weren’t selected for that very reason.

Remember the key differentiators…collaboration is real this is a partnership, listen to what I am asking, pay attention to detail, transparency is truth, know and understand my business, I know you know what you’re doing or I wouldn’t be wasting my time listening to you, we want you to win the account or you wouldn’t be in the final three, ask questions and more questions and more questions.

As Senator Marcy was quoted as saying, back in 1832… “to the victor belong the spoils”

Coming soon at a blog near you…
“So I followed all of your advice why did I still lose the business?”

Advertising Age Digital 2009 – An All Thumbs Review

One thing about working for a world-class organization is opportunity…opportunity to explore new ideas and innovations…opportunities to evaluate partners and best practices from some of the best organizations in digital today. Which brings me to this weeks Advertising Age Digital 2009 Conference that took place at the Metropolitan Pavilion in New York City.

As one would expect there were insights, observations, talk of new trends, panel discussions, back-to-back presentations, and some memorable moments worth noting. And out of all of this professed wisdom there reined one or two particularly exceptional moments of truth often not heard into today’s conferences.

Out of this came some clear winners and clear losers. Being frank has sometimes got me in trouble…but I always am speaking openly and truthfully which is what this blog will do today…if you are going to charge people to listen to what you have to say… you best be prepared to hear differences of opinion. So instead of pointing fingers let’s concentrate on pointing thumbs ☺

Thumbs seem to be the texting method of the Y generation…so it’s appropriate to give a thumbs up…thumbs down or nothing but thumbs review for this year’s conference presentations.

But before I do that I have to say that the folks at Advertising Age hosted a great forum. I personally want to thank them for the agenda they set, the speakers they lined up and their hospitality. A special thanks to Jonah Bloom, editor and mc of Ad Age…this is one Brit worth knowing…a straight talking…action oriented chap.

Two Thumbs Up to…

The clear winner of the show was Simon Clift of Unilever…without a doubt the best presentation I have seen in the last twenty years of business. His candor, truth and honest insights to brand, corporate responsibility, passions from human wellness and a products effect on global social influences was refreshing and candid. Most people bury the truth. He hit truth between the eyes. After spending my career in business and advertising … I like most of you am use to hearing corporations dodge and hide the ills their organizations put on society. Mr. Clift I commend you…not that this is what you want to hear…I’m just glad that you are at the helm…many companies hopefully will follow your lead. Instead of ousting Greenpeace for their protest on destroying trees to gather palm oil for Dove…he invited them in for tea and now is partnering with them to do the right thing for us all.

http://adage.com/digital/article?article_id=135866

Thanks to Evidently…the organization that worked with Simon to produce his presentation. It’s quite remarkable what preparation, practice and attention to detail brings to an audience. It’s good to know we matter enough. Special kudos to Marisa…I thank you…you are a truly gifted person despite the fact that you are a Blue Jays fan

www.evidently.com

To the David from Hershey’s who had the insight to call it like he saw it in-front of the large crowd to wake up our friends at Blockbuster for their inability to see what they didn’t want to see.

A future changing thumbs up to GOGII you are going to single handed change the way we text and gather data on brands for years to come…quite simply brilliant. We better all learn of a good carpel tunnel doc because this new idea is going to revolutionize mobile advertising and brand knowledge for us all.

www.gogii.com

More Thumbs up…

To Keith Lee for hands down getting it! His genius to develop incredible user experiences and motivation models for his products are amazing. He shared with us all from learning’s that help engage the avid World of Warcraft following. Wow…would I love to spend a couple days in their shop to learn the magic of human behavior.

To Damon Wayans for his cool lid…yeah I’m the guy you were sitting next too who saved you from crushing your sunglasses…and I’m the guy that didn’t get a by-line in the group photo on Advertising Age Digital. No worries…I’ve always admired your work. You’re a class act.

For the producers of the TV hit Heroes…primarily because my boys like the show. Your integrated approach to multiple mediums should wake up a few broadcasters.

To UNICEF and P&G’s Lucas Watson Global Team Leader, Digital Business Strategy for their vaccination campaign, which is saving lives and entrusting a brand. If you purchase a package of pampers and selected products P&G will vaccinate a child

www.pampers.com/en_US/unicef/

Joe Rospars, founding partner of Blue State Digital…the man behind President Obama’s new media marketing efforts and truly an email maven and campaign strategist We appreciated your direct approach to results and your being real attitude. It’s no wonder one and six subscribers voted for President Obama. The solution to getting it done…”How can you make someone act NOW”. By converting the top 15% of his audience he helped the USA make a change in history both for one-man…one nation and the future of online marketing. I hope to work with you soon.

Even More Thumbs Up…Wahooeeeee!!

Thumbs up to Fredrik Caristro, CEO and ECD of Great works America and his team for an Absolut idea that took a social media risk by taking custom musical machines that proved art still can be integrate advertising and engage a world with one of a kind concepts to interest and drive the senses of passion.

www.absolut.com/absolutmachines/

Thanks PJ Pereira, Chief Creative Director & Co-founder, Pereira & O’Dell…. for reinforcing Simon and others belief that the next revolution to follow this recession will a Creative Revolution….an opinion I share. He summed it up well by commenting we all well need to learn how to organize chaos.

To Benjamin Palmer of the barbarian group for recognizing with a calm cool delivery that …yeah we did this thing…and that thing did some things that …yeah were good. You would have made comedian Steven Wright proud. It was a nice reminder to those who get caught up in themselves… creative without the chest beating. Refreshing too be so comfortable with your works. Yeah well it worked.

Thumbs up to being on the client side once again for this great organization I work for and the kids we try to help everyday…passion still means something. If you care to join me in a few incredible global health initiatives stay tuned to next year…you may see Cincinnati Children’s on that stage talking about saving a few lives.

To my new friends…Jonah, Marisa, Bob, Louis, Lisette, Allison, Joe, Sheryl and the others who I hope to work with over the next year initiating some new projects to directly help kids and their families get healthy.

Nothing But All Thumbs Awards goes to…

Twitter. If you weren’t on twitter you felt like a twit! Ugh. I was twitted out just hearing the word twitter two million fourteen hundred thousand times in only two days.

Agencies that still don’t get it. And believe you me…many of them really don’t get it. Which is a shock…my suggestion to you is retire. Prepare to see many fall in the next year that can’t recognize or react to this changing world.

Blockbuster… for ignoring what you have… and ignoring your consumer audience segments…it’s more than soccer moms. Being close-minded will get you a one-way ticket out of business. Pay attention to your other audiences like the eighty Netflix fans in the audience who were trying to get you to recognize them as a segment. With that said I give you credit for standing up there and taking it in the gut. Now stand back up and get to work.

Thumbs down to…

All of those who had their heads down in the conference texting and checking emails non-stop…yes…you were at a digital conference hearing about twitter and every other trend…but professional courtesy and respect for those speaking and those sitting around you still has a place in this world. Or at least it should. Rude is rude. Trust me your not that important.

Arrogance and the inability to change award goes to the group of journalists on the panel that refuse to grow and learn. Insisting that having a Peabody award carries more relevance then changing …pay attention and get over your selves…perhaps it’s time to understand that everyone in this world is worth reading and listening too.

The staff at the Met for not being ready when audience members showed up to attend the conference …remember you had people coming from all over the globe to attend your facility. Pride and preparation still can go a long way.

The AV staff that was hired to support the folks at Ad Age need to get it together and pay back the good folks at Ad Age for all the mistakes you made and all the discomfort you put the speakers and audience through. I’ve been in your seats before…it doesn’t have to be so difficult.

And finally, two thumbs down to the NYC cop who pulled over the young middle eastern cab driver who was driving me to the conference and gave him two tickets / four points against his license for a left hand turn that a hundred thousand people make every day in New York. Especially when Abdul and I were having a great conversation about how NYC is the place to live because people don’t see color. No kidding the timing was epic and ridiculous.

And finally to the clear winner of the conference…YOU.

Ultimately all of the innovations and creative prowess shared will eventually hit an experience nearest you. Hopefully I may be a part of a few of those…I guess we’ll just have to wait and see.

And at the insane speed things are moving today…sooner than later no doubt.

The views expressed in this blog are solely my views and do not necessarily reflect or represent the views of my employer.

We need Bond…James Bond.

We need Bond…James Bond
“Your mission is to locate the source of our problem…gather all the Intel possible…and remedy the situation…and for God’s sakes Bond…you don’t have to kill everyone while doing it!” – M, Director of MI6

With the release of the new 007 movie ‘Quantum of Solace’ opening today in theatres all across the US…I thought it would be appropriate to talk about the quantum of today’s economy in the digital industry and where solace may actually reside.

I mean …come on people…this is James Bond!!!
After a year of waiting for the sequel to last years blockbuster… my sons and seven of their High School buddies donned our best Bond suits and tuxedos (no kidding…we really did!) and headed to the 12:01 a.m. show to watch the gritty new Bond (Daniel Craig) bust heads and take on the evils of the day.

“What the hell is this organization Bond…how can they be everywhere and we know absolutely nothing about them” – M
For ‘M’…the enemy was a mysterious organization…for us it’s the economy. So how do we combat the evils that lie in our digital economy? What challenges do we as marketing and advertising professionals need to pay attention too? Which products and services will allow your business to retain market share or stabilize until the economy gains strength?

“How long have I got” – James Bond
“30 seconds!” – CIA confidant
“Well that doesn’t give us a lot of time” -Bond

If you haven’t already acted…you need to act now!
Maybe you already know what to do…maybe you are positioned to weather this storm or the hurricane winds of this global conundrum. Maybe you recognized the need to evaluate the right industry solutions and trends in January of last year and you have aligned your corporate strategies to protect both company and client alike.

If you did…it is likely your mission was and still is to focus on the following:
Shaken not stirred…you delved into and solidified your current client relationships and developed plans to assure their services were going to be met without interruption.

Like Bond…your decision making was fair and decisive. You knew when to execute and you established price structures with integrity.

Like the leaders of MI6…you trusted and retained the right team, products and services that support the needs of your business.

You had the Bond intuition to anticipate…and the strength to analyze the quantum of data that insured ROI on each and every project and contract.

Ah…great…but Tim what about the Aston Martin…I must have a fast set of wheels to outrun my competition! Well of course you do!

So with exact precision you targeted your services to accommodate proven web marketing tools for ‘08 and ’09. You focused marketing resources to continue to provide exceptional search marketing, analytics, PPC, email and web marketing. Trends…no… I’m not talking just trends…you know what you need…solid practices with positive results.

You are James Bond
“I’m motivated by my duty” – James Bond

You are nimble and fast to react to changes…you are creative and realize that you need to execute with authority…be decisive and accurate.

You own the wisdom and character to overcome adversity.

You are iconic. You are James Bond for your employees, your industry, and your customers.

“You don’t have to worry about me” – Bond
Keep up the good work 007…we need you!

Visit www.007.com to catch up on the Quantum of Solace. (property of Sony/MGM) Starring Daniel Craig, Judi Dench, Olga Kurylenko, Mathieu Amalric. Directed by Marc Forster. Rated PG-13 for intense violence and sexual content.