SlideShare una empresa de Scribd logo
1 de 15
Descargar para leer sin conexión
Relationships that matter,[object Object],conversations that last,[object Object]
Social is not the same as digital,[object Object],Digital Marketing,[object Object],Proposition led,[object Object],Conversion,[object Object],Sales,[object Object],ROI,[object Object],Attribution,[object Object],Average Order Value,[object Object],Social Marketing,[object Object],Audience led,[object Object],Relationship,[object Object],Branding,[object Object],ROE,[object Object],Advocacy,[object Object],Lifetime Value,[object Object]
Social Media Marketing,[object Object],Audience,[object Object],Who are we talking to,[object Object],Channel,[object Object],How are we talking to them,[object Object],Message,[object Object],What are the benefits to the customer,[object Object]
Who Does Social Marketing Well?,[object Object]
Audience,[object Object]
Know Your Audience,[object Object],Who are they?,[object Object],What they want and need? ,[object Object],How they want to buy ,[object Object]
Networks,[object Object]
?,[object Object],?,[object Object]
Community,[object Object],=,[object Object],Social,[object Object]
Listen,[object Object]
Don’t interrupt,[object Object],Find the meaning,[object Object],Know when to speak,[object Object],Know who is important,[object Object],Be a good listener,[object Object]
Speak,[object Object]
The Architecture of Conversation,[object Object],A:,[object Object],Controlling Process,[object Object],(Goal),[object Object],E:,[object Object],Comparator,[object Object],F:,[object Object],Iterative Execution,[object Object],C:,[object Object],Injunction to execute,[object Object],D:,[object Object],Return of results,[object Object],B:,[object Object],Controlling Process,[object Object],(Method),[object Object],The architecture of conversation,[object Object],(Paul Pangaro © 1989),[object Object]
Measure,[object Object]
Figaro Social Media Conference Sept 2011

Más contenido relacionado

La actualidad más candente

Cynthia Evans PRSA Miami/Gulfstream July 2011
Cynthia Evans PRSA Miami/Gulfstream July 2011Cynthia Evans PRSA Miami/Gulfstream July 2011
Cynthia Evans PRSA Miami/Gulfstream July 2011Business Wire
 
7-11 digital strategy
7-11 digital strategy7-11 digital strategy
7-11 digital strategyJuejing Gao
 
The Art of Conversation Social Proof
The Art of Conversation Social ProofThe Art of Conversation Social Proof
The Art of Conversation Social ProofLab
 
What is Social Media Marketing
What is Social Media MarketingWhat is Social Media Marketing
What is Social Media MarketingSW SOFTTECH
 
Comvention 2010 - Social Media Strategy - By Israel Blechman
Comvention 2010 - Social Media Strategy - By Israel BlechmanComvention 2010 - Social Media Strategy - By Israel Blechman
Comvention 2010 - Social Media Strategy - By Israel BlechmanBlink
 
Week 7: Campaigns
Week 7: CampaignsWeek 7: Campaigns
Week 7: Campaignslisahaggis
 
Digital marketing 101
Digital marketing 101 Digital marketing 101
Digital marketing 101 Income Access
 
Smart marketing for kids
Smart marketing for kidsSmart marketing for kids
Smart marketing for kidsintrotodigital
 
Identifying Your Brand's Social Media Influencers
Identifying Your Brand's Social Media InfluencersIdentifying Your Brand's Social Media Influencers
Identifying Your Brand's Social Media InfluencersLinda Sellers
 
Mrkt2100 slideshow
Mrkt2100 slideshowMrkt2100 slideshow
Mrkt2100 slideshowClaireBower7
 

La actualidad más candente (15)

Cynthia Evans PRSA Miami/Gulfstream July 2011
Cynthia Evans PRSA Miami/Gulfstream July 2011Cynthia Evans PRSA Miami/Gulfstream July 2011
Cynthia Evans PRSA Miami/Gulfstream July 2011
 
7-11 digital strategy
7-11 digital strategy7-11 digital strategy
7-11 digital strategy
 
Socialmedia
SocialmediaSocialmedia
Socialmedia
 
The Art of Conversation Social Proof
The Art of Conversation Social ProofThe Art of Conversation Social Proof
The Art of Conversation Social Proof
 
PR News Conf March 2011
PR News Conf March 2011PR News Conf March 2011
PR News Conf March 2011
 
ROI of Social Media - Media Engagement Framework
ROI of Social Media - Media Engagement FrameworkROI of Social Media - Media Engagement Framework
ROI of Social Media - Media Engagement Framework
 
CMO club summit
CMO club summitCMO club summit
CMO club summit
 
What is Social Media Marketing
What is Social Media MarketingWhat is Social Media Marketing
What is Social Media Marketing
 
ROI and Public Relations
ROI and Public Relations ROI and Public Relations
ROI and Public Relations
 
Comvention 2010 - Social Media Strategy - By Israel Blechman
Comvention 2010 - Social Media Strategy - By Israel BlechmanComvention 2010 - Social Media Strategy - By Israel Blechman
Comvention 2010 - Social Media Strategy - By Israel Blechman
 
Week 7: Campaigns
Week 7: CampaignsWeek 7: Campaigns
Week 7: Campaigns
 
Digital marketing 101
Digital marketing 101 Digital marketing 101
Digital marketing 101
 
Smart marketing for kids
Smart marketing for kidsSmart marketing for kids
Smart marketing for kids
 
Identifying Your Brand's Social Media Influencers
Identifying Your Brand's Social Media InfluencersIdentifying Your Brand's Social Media Influencers
Identifying Your Brand's Social Media Influencers
 
Mrkt2100 slideshow
Mrkt2100 slideshowMrkt2100 slideshow
Mrkt2100 slideshow
 

Destacado

Destacado (20)

Pablocampos
PablocamposPablocampos
Pablocampos
 
MODX Meetup NL 2011 - MODX & SEO keynote by Sterc
MODX Meetup NL 2011 - MODX & SEO keynote by StercMODX Meetup NL 2011 - MODX & SEO keynote by Sterc
MODX Meetup NL 2011 - MODX & SEO keynote by Sterc
 
Iran power point
Iran power pointIran power point
Iran power point
 
التقرير التحليلي للرقابة على الانتخابات الرئاسية والمحلية
التقرير التحليلي للرقابة على الانتخابات الرئاسية والمحليةالتقرير التحليلي للرقابة على الانتخابات الرئاسية والمحلية
التقرير التحليلي للرقابة على الانتخابات الرئاسية والمحلية
 
Paula
PaulaPaula
Paula
 
Spostamenti shift12x12 def
Spostamenti shift12x12 defSpostamenti shift12x12 def
Spostamenti shift12x12 def
 
Föräldrar föreläsning i årsta 10 maj 2011 hemsidan
Föräldrar föreläsning i årsta 10 maj 2011 hemsidanFöräldrar föreläsning i årsta 10 maj 2011 hemsidan
Föräldrar föreläsning i årsta 10 maj 2011 hemsidan
 
Center parcs
Center parcsCenter parcs
Center parcs
 
Love - Αγάπη
Love - ΑγάπηLove - Αγάπη
Love - Αγάπη
 
Ariunaa
AriunaaAriunaa
Ariunaa
 
Garden Tour Invite
Garden Tour InviteGarden Tour Invite
Garden Tour Invite
 
Cremnago
CremnagoCremnago
Cremnago
 
ганаа цахим тест
 ганаа цахим тест ганаа цахим тест
ганаа цахим тест
 
Gaad presentation at hub ottawa
Gaad presentation at hub ottawaGaad presentation at hub ottawa
Gaad presentation at hub ottawa
 
Moodle
MoodleMoodle
Moodle
 
Intro to tsql unit 12
Intro to tsql   unit 12Intro to tsql   unit 12
Intro to tsql unit 12
 
Tv
TvTv
Tv
 
Pictures of earth
Pictures of earthPictures of earth
Pictures of earth
 
Space camp turkey
Space camp turkeySpace camp turkey
Space camp turkey
 
07 nov dic 2011
07 nov dic 201107 nov dic 2011
07 nov dic 2011
 

Similar a Figaro Social Media Conference Sept 2011

Measuring the Influence of Social Media
Measuring the Influence of Social MediaMeasuring the Influence of Social Media
Measuring the Influence of Social MediaBrian Cavoli
 
The CEO's View of Social Media and Social Commerce
The CEO's View of Social Media and Social CommerceThe CEO's View of Social Media and Social Commerce
The CEO's View of Social Media and Social CommerceDavid Edmundson-Bird
 
Ddma Dialogue Challenge2009
Ddma Dialogue Challenge2009Ddma Dialogue Challenge2009
Ddma Dialogue Challenge2009Bas Vroonland
 
Is social media the new direct marketing - 3 march 2011 -- slideshare
Is social media the new direct marketing  - 3 march 2011 -- slideshareIs social media the new direct marketing  - 3 march 2011 -- slideshare
Is social media the new direct marketing - 3 march 2011 -- slideshareRon Jacobs
 
How to tell your story without advertising
How to tell your story without advertisingHow to tell your story without advertising
How to tell your story without advertisingSocialmatica
 
Training For Planners
Training For PlannersTraining For Planners
Training For PlannersTim Beveridge
 
Where PR fits into the Social\Digital Media Mix
Where PR fits into the Social\Digital Media MixWhere PR fits into the Social\Digital Media Mix
Where PR fits into the Social\Digital Media MixNicholas O'Flaherty
 
Presentation for Sahid University
Presentation for Sahid UniversityPresentation for Sahid University
Presentation for Sahid UniversityNivell Rayda
 
Delhi 2015 stateof industry
Delhi 2015 stateof industryDelhi 2015 stateof industry
Delhi 2015 stateof industryeTailing India
 
SocialMatica's "Know who, where, and why before you spend one dollar in socia...
SocialMatica's "Know who, where, and why before you spend one dollar in socia...SocialMatica's "Know who, where, and why before you spend one dollar in socia...
SocialMatica's "Know who, where, and why before you spend one dollar in socia...Socialmatica
 
Introduction To Marketing Mm I
Introduction To Marketing Mm IIntroduction To Marketing Mm I
Introduction To Marketing Mm INitin Shukla
 
2nd Annual Digital Marketing & Advertising Asia (DIGMA) 2014 - What’s Next: 5...
2nd Annual Digital Marketing & Advertising Asia (DIGMA) 2014 - What’s Next: 5...2nd Annual Digital Marketing & Advertising Asia (DIGMA) 2014 - What’s Next: 5...
2nd Annual Digital Marketing & Advertising Asia (DIGMA) 2014 - What’s Next: 5...Leigh Wong
 
How Direct Marketing Applies in a Multichannel Marketing World
How Direct Marketing Applies in a  Multichannel Marketing WorldHow Direct Marketing Applies in a  Multichannel Marketing World
How Direct Marketing Applies in a Multichannel Marketing Worldamdia
 
Building a Business Case for Social Media
Building a Business Case for Social MediaBuilding a Business Case for Social Media
Building a Business Case for Social MediaJbsem
 
The Real Brand Owners
The Real Brand OwnersThe Real Brand Owners
The Real Brand OwnersManas Ganguly
 
Lead Generation in B2B Communities
Lead Generation in B2B CommunitiesLead Generation in B2B Communities
Lead Generation in B2B CommunitiesGeorge Krautzel
 

Similar a Figaro Social Media Conference Sept 2011 (20)

Measuring the Influence of Social Media
Measuring the Influence of Social MediaMeasuring the Influence of Social Media
Measuring the Influence of Social Media
 
The CEO's View of Social Media and Social Commerce
The CEO's View of Social Media and Social CommerceThe CEO's View of Social Media and Social Commerce
The CEO's View of Social Media and Social Commerce
 
Ddma Dialogue Challenge2009
Ddma Dialogue Challenge2009Ddma Dialogue Challenge2009
Ddma Dialogue Challenge2009
 
Digital media 2011
Digital media 2011Digital media 2011
Digital media 2011
 
Is social media the new direct marketing - 3 march 2011 -- slideshare
Is social media the new direct marketing  - 3 march 2011 -- slideshareIs social media the new direct marketing  - 3 march 2011 -- slideshare
Is social media the new direct marketing - 3 march 2011 -- slideshare
 
Online Marketing, Sales and Digital Strategy
Online Marketing, Sales and Digital StrategyOnline Marketing, Sales and Digital Strategy
Online Marketing, Sales and Digital Strategy
 
How to tell your story without advertising
How to tell your story without advertisingHow to tell your story without advertising
How to tell your story without advertising
 
Training For Planners
Training For PlannersTraining For Planners
Training For Planners
 
Where PR fits into the Social\Digital Media Mix
Where PR fits into the Social\Digital Media MixWhere PR fits into the Social\Digital Media Mix
Where PR fits into the Social\Digital Media Mix
 
Presentation for Sahid University
Presentation for Sahid UniversityPresentation for Sahid University
Presentation for Sahid University
 
Delhi 2015 stateof industry
Delhi 2015 stateof industryDelhi 2015 stateof industry
Delhi 2015 stateof industry
 
SocialMatica's "Know who, where, and why before you spend one dollar in socia...
SocialMatica's "Know who, where, and why before you spend one dollar in socia...SocialMatica's "Know who, where, and why before you spend one dollar in socia...
SocialMatica's "Know who, where, and why before you spend one dollar in socia...
 
Introduction To Marketing Mm I
Introduction To Marketing Mm IIntroduction To Marketing Mm I
Introduction To Marketing Mm I
 
Conference on social media
Conference on social mediaConference on social media
Conference on social media
 
Conference on social media
Conference on social mediaConference on social media
Conference on social media
 
2nd Annual Digital Marketing & Advertising Asia (DIGMA) 2014 - What’s Next: 5...
2nd Annual Digital Marketing & Advertising Asia (DIGMA) 2014 - What’s Next: 5...2nd Annual Digital Marketing & Advertising Asia (DIGMA) 2014 - What’s Next: 5...
2nd Annual Digital Marketing & Advertising Asia (DIGMA) 2014 - What’s Next: 5...
 
How Direct Marketing Applies in a Multichannel Marketing World
How Direct Marketing Applies in a  Multichannel Marketing WorldHow Direct Marketing Applies in a  Multichannel Marketing World
How Direct Marketing Applies in a Multichannel Marketing World
 
Building a Business Case for Social Media
Building a Business Case for Social MediaBuilding a Business Case for Social Media
Building a Business Case for Social Media
 
The Real Brand Owners
The Real Brand OwnersThe Real Brand Owners
The Real Brand Owners
 
Lead Generation in B2B Communities
Lead Generation in B2B CommunitiesLead Generation in B2B Communities
Lead Generation in B2B Communities
 

Último

Introduction to Matsuo Laboratory (ENG).pptx
Introduction to Matsuo Laboratory (ENG).pptxIntroduction to Matsuo Laboratory (ENG).pptx
Introduction to Matsuo Laboratory (ENG).pptxMatsuo Lab
 
Comparing Sidecar-less Service Mesh from Cilium and Istio
Comparing Sidecar-less Service Mesh from Cilium and IstioComparing Sidecar-less Service Mesh from Cilium and Istio
Comparing Sidecar-less Service Mesh from Cilium and IstioChristian Posta
 
Designing A Time bound resource download URL
Designing A Time bound resource download URLDesigning A Time bound resource download URL
Designing A Time bound resource download URLRuncy Oommen
 
activity_diagram_combine_v4_20190827.pdfactivity_diagram_combine_v4_20190827.pdf
activity_diagram_combine_v4_20190827.pdfactivity_diagram_combine_v4_20190827.pdfactivity_diagram_combine_v4_20190827.pdfactivity_diagram_combine_v4_20190827.pdf
activity_diagram_combine_v4_20190827.pdfactivity_diagram_combine_v4_20190827.pdfJamie (Taka) Wang
 
COMPUTER 10 Lesson 8 - Building a Website
COMPUTER 10 Lesson 8 - Building a WebsiteCOMPUTER 10 Lesson 8 - Building a Website
COMPUTER 10 Lesson 8 - Building a Websitedgelyza
 
UiPath Studio Web workshop series - Day 7
UiPath Studio Web workshop series - Day 7UiPath Studio Web workshop series - Day 7
UiPath Studio Web workshop series - Day 7DianaGray10
 
Videogame localization & technology_ how to enhance the power of translation.pdf
Videogame localization & technology_ how to enhance the power of translation.pdfVideogame localization & technology_ how to enhance the power of translation.pdf
Videogame localization & technology_ how to enhance the power of translation.pdfinfogdgmi
 
AI Fame Rush Review – Virtual Influencer Creation In Just Minutes
AI Fame Rush Review – Virtual Influencer Creation In Just MinutesAI Fame Rush Review – Virtual Influencer Creation In Just Minutes
AI Fame Rush Review – Virtual Influencer Creation In Just MinutesMd Hossain Ali
 
UWB Technology for Enhanced Indoor and Outdoor Positioning in Physiological M...
UWB Technology for Enhanced Indoor and Outdoor Positioning in Physiological M...UWB Technology for Enhanced Indoor and Outdoor Positioning in Physiological M...
UWB Technology for Enhanced Indoor and Outdoor Positioning in Physiological M...UbiTrack UK
 
Empowering Africa's Next Generation: The AI Leadership Blueprint
Empowering Africa's Next Generation: The AI Leadership BlueprintEmpowering Africa's Next Generation: The AI Leadership Blueprint
Empowering Africa's Next Generation: The AI Leadership BlueprintMahmoud Rabie
 
Apres-Cyber - The Data Dilemma: Bridging Offensive Operations and Machine Lea...
Apres-Cyber - The Data Dilemma: Bridging Offensive Operations and Machine Lea...Apres-Cyber - The Data Dilemma: Bridging Offensive Operations and Machine Lea...
Apres-Cyber - The Data Dilemma: Bridging Offensive Operations and Machine Lea...Will Schroeder
 
UiPath Studio Web workshop series - Day 6
UiPath Studio Web workshop series - Day 6UiPath Studio Web workshop series - Day 6
UiPath Studio Web workshop series - Day 6DianaGray10
 
Linked Data in Production: Moving Beyond Ontologies
Linked Data in Production: Moving Beyond OntologiesLinked Data in Production: Moving Beyond Ontologies
Linked Data in Production: Moving Beyond OntologiesDavid Newbury
 
Building Your Own AI Instance (TBLC AI )
Building Your Own AI Instance (TBLC AI )Building Your Own AI Instance (TBLC AI )
Building Your Own AI Instance (TBLC AI )Brian Pichman
 
VoIP Service and Marketing using Odoo and Asterisk PBX
VoIP Service and Marketing using Odoo and Asterisk PBXVoIP Service and Marketing using Odoo and Asterisk PBX
VoIP Service and Marketing using Odoo and Asterisk PBXTarek Kalaji
 
IESVE Software for Florida Code Compliance Using ASHRAE 90.1-2019
IESVE Software for Florida Code Compliance Using ASHRAE 90.1-2019IESVE Software for Florida Code Compliance Using ASHRAE 90.1-2019
IESVE Software for Florida Code Compliance Using ASHRAE 90.1-2019IES VE
 
OpenShift Commons Paris - Choose Your Own Observability Adventure
OpenShift Commons Paris - Choose Your Own Observability AdventureOpenShift Commons Paris - Choose Your Own Observability Adventure
OpenShift Commons Paris - Choose Your Own Observability AdventureEric D. Schabell
 
UiPath Solutions Management Preview - Northern CA Chapter - March 22.pdf
UiPath Solutions Management Preview - Northern CA Chapter - March 22.pdfUiPath Solutions Management Preview - Northern CA Chapter - March 22.pdf
UiPath Solutions Management Preview - Northern CA Chapter - March 22.pdfDianaGray10
 
Cybersecurity Workshop #1.pptx
Cybersecurity Workshop #1.pptxCybersecurity Workshop #1.pptx
Cybersecurity Workshop #1.pptxGDSC PJATK
 

Último (20)

20150722 - AGV
20150722 - AGV20150722 - AGV
20150722 - AGV
 
Introduction to Matsuo Laboratory (ENG).pptx
Introduction to Matsuo Laboratory (ENG).pptxIntroduction to Matsuo Laboratory (ENG).pptx
Introduction to Matsuo Laboratory (ENG).pptx
 
Comparing Sidecar-less Service Mesh from Cilium and Istio
Comparing Sidecar-less Service Mesh from Cilium and IstioComparing Sidecar-less Service Mesh from Cilium and Istio
Comparing Sidecar-less Service Mesh from Cilium and Istio
 
Designing A Time bound resource download URL
Designing A Time bound resource download URLDesigning A Time bound resource download URL
Designing A Time bound resource download URL
 
activity_diagram_combine_v4_20190827.pdfactivity_diagram_combine_v4_20190827.pdf
activity_diagram_combine_v4_20190827.pdfactivity_diagram_combine_v4_20190827.pdfactivity_diagram_combine_v4_20190827.pdfactivity_diagram_combine_v4_20190827.pdf
activity_diagram_combine_v4_20190827.pdfactivity_diagram_combine_v4_20190827.pdf
 
COMPUTER 10 Lesson 8 - Building a Website
COMPUTER 10 Lesson 8 - Building a WebsiteCOMPUTER 10 Lesson 8 - Building a Website
COMPUTER 10 Lesson 8 - Building a Website
 
UiPath Studio Web workshop series - Day 7
UiPath Studio Web workshop series - Day 7UiPath Studio Web workshop series - Day 7
UiPath Studio Web workshop series - Day 7
 
Videogame localization & technology_ how to enhance the power of translation.pdf
Videogame localization & technology_ how to enhance the power of translation.pdfVideogame localization & technology_ how to enhance the power of translation.pdf
Videogame localization & technology_ how to enhance the power of translation.pdf
 
AI Fame Rush Review – Virtual Influencer Creation In Just Minutes
AI Fame Rush Review – Virtual Influencer Creation In Just MinutesAI Fame Rush Review – Virtual Influencer Creation In Just Minutes
AI Fame Rush Review – Virtual Influencer Creation In Just Minutes
 
UWB Technology for Enhanced Indoor and Outdoor Positioning in Physiological M...
UWB Technology for Enhanced Indoor and Outdoor Positioning in Physiological M...UWB Technology for Enhanced Indoor and Outdoor Positioning in Physiological M...
UWB Technology for Enhanced Indoor and Outdoor Positioning in Physiological M...
 
Empowering Africa's Next Generation: The AI Leadership Blueprint
Empowering Africa's Next Generation: The AI Leadership BlueprintEmpowering Africa's Next Generation: The AI Leadership Blueprint
Empowering Africa's Next Generation: The AI Leadership Blueprint
 
Apres-Cyber - The Data Dilemma: Bridging Offensive Operations and Machine Lea...
Apres-Cyber - The Data Dilemma: Bridging Offensive Operations and Machine Lea...Apres-Cyber - The Data Dilemma: Bridging Offensive Operations and Machine Lea...
Apres-Cyber - The Data Dilemma: Bridging Offensive Operations and Machine Lea...
 
UiPath Studio Web workshop series - Day 6
UiPath Studio Web workshop series - Day 6UiPath Studio Web workshop series - Day 6
UiPath Studio Web workshop series - Day 6
 
Linked Data in Production: Moving Beyond Ontologies
Linked Data in Production: Moving Beyond OntologiesLinked Data in Production: Moving Beyond Ontologies
Linked Data in Production: Moving Beyond Ontologies
 
Building Your Own AI Instance (TBLC AI )
Building Your Own AI Instance (TBLC AI )Building Your Own AI Instance (TBLC AI )
Building Your Own AI Instance (TBLC AI )
 
VoIP Service and Marketing using Odoo and Asterisk PBX
VoIP Service and Marketing using Odoo and Asterisk PBXVoIP Service and Marketing using Odoo and Asterisk PBX
VoIP Service and Marketing using Odoo and Asterisk PBX
 
IESVE Software for Florida Code Compliance Using ASHRAE 90.1-2019
IESVE Software for Florida Code Compliance Using ASHRAE 90.1-2019IESVE Software for Florida Code Compliance Using ASHRAE 90.1-2019
IESVE Software for Florida Code Compliance Using ASHRAE 90.1-2019
 
OpenShift Commons Paris - Choose Your Own Observability Adventure
OpenShift Commons Paris - Choose Your Own Observability AdventureOpenShift Commons Paris - Choose Your Own Observability Adventure
OpenShift Commons Paris - Choose Your Own Observability Adventure
 
UiPath Solutions Management Preview - Northern CA Chapter - March 22.pdf
UiPath Solutions Management Preview - Northern CA Chapter - March 22.pdfUiPath Solutions Management Preview - Northern CA Chapter - March 22.pdf
UiPath Solutions Management Preview - Northern CA Chapter - March 22.pdf
 
Cybersecurity Workshop #1.pptx
Cybersecurity Workshop #1.pptxCybersecurity Workshop #1.pptx
Cybersecurity Workshop #1.pptx
 

Figaro Social Media Conference Sept 2011

  • 1.
  • 2.
  • 3.
  • 4.
  • 5.
  • 6.
  • 7.
  • 8.
  • 9.
  • 10.
  • 11.
  • 12.
  • 13.
  • 14.