Edition, June 19, 2002, Page 1
OGILVY BESTS PN FOR TIAA-CREF
WPP Group's Ogilvy PR
Worldwide edged Omnicom's Porter Novelli International in
the competition for TIAA-CREF ($273 billion in assets),
and its outreach program to educators in the key California
Alicia Ritter, Ogilvy's
national education group head, said TIAA-CREF is a "significant"
win that will jumpstart growth for the firm's newly created
education unit (clients include U.S. Dept. of Education,
Los Angeles Community College District, California Office
of the Secretary for Education and Illinois Medical Center).
Ogilvy's Sacramento office
will keep teachers from kindergarten-through-college abreast
of TIAA-CREF's assortment of pension management, mutual
funds, annuities and trust services. Ritter reports to Steve
Ludwig, PR-director for TIAA-CREF's western region in Denver.
SILVER DEFENDS VS. EDELMAN,
M. Silver Assocs. has defended its $300K Greater Fort
Lauderdale Convention & Visitors Bureau account in a
pitch against Edelman PR Worldwide and Ogilvy PR Worldwide,
Virginia Sheridan, President of the New York-based firm,
told this NL.
The Bureau is the firm's oldest account. Since it picked
up the account in 1985, Sheridan said her firm has successfully
won five rebids for it. "We've gone up against Burson-Marsteller
and Hill and Knowlton and a variety of mid-sized travel
specialty agencies," she said.
She credits her firm's winning streak with being responsive
to the client's needs, fast turnaround time, and delivering
strong measurable results. Sheridan, who heads the Bureau
account, said another factor for Silver's streak is an "understanding
of the government culture."
$3M VISA ACCOUNT BEING REVIEWED
Lee Anne Morgan is running the review of Visa's $3 million
PR account that is handled by Ketchum. Visa is using Morgan
Anderson Consulting for the review because "there is
a history with this firm," said Janet Yang, corporate
relations manager at Visa. Morgan said she has been working
on the search for about four or five weeks now, but would
not go into detail about her work. Morgan, who once worked
at Ketchum, which has had the Visa account for five years,
said the winner should be announced by Aug. 1.
B-M HIRES EX-TOP NYC OFFICIAL
Burson-Marsteller, which is competing with Edelman PR
Worldwide for the $2 million PR campaign to promote the
re-development of lower Manhattan, has hired Gregory Miley,
a former senior VP-PA at the New York City Economic Development
Corp. A B-M spokesperson said Miley's recruitment as director
of its New York PA practice has nothing to do with B-M pitching
the NYCEDC business.
At B-M, Miley replaces Alisa Feinstein. She was an aide
to former NYC Controller Alan Hevesi, and worked on his
Democratic primary campaign for Mayor. Feinstein, who had
a baby earlier this year, left B-M and moved to London.
Weber Shandwick New York/GM and technology chief, returns
to Symbol Technologies as VP-corporate communications. She
is responsible for PR, investor relations, promotion and
advertising at the Holtsville, N.Y., company that bills
itself as the "global leader in mobile data transactions"
or bar code scanners. At WS for the past four years, Tully
counseled Compaq Computer, Sharp Electronics, Reuters and
Dun & Bradstreet.
WSJ HITS OMC; STOCK TANKS;
Omnicom CEO John Wren is able to buck the ad downturn
because the firm applies aggressive accounting techniques
to report its long-string of acquisitions (73 deals in the
past two years), according to the June 12 front page Wall
The story battered OMC's stock price, prompted an OMC
teleconference, sparked analyst downgrades and triggered
"It's impossible to figure out independently how
much revenue or income growth OMC buys because the company
isn't required to report critical details about most of
its acquisitions," reported the WSJ. Wren said OMC
complies with relevant accounting and Securities and Exchange
Commission disclosure rules.
The Journal reported that while rivals Interpublic
and WPP Group acquire "glitzier acquisitions,"
OMC buys "smaller, less-well-known companies in advertising,
direct mail and such related specialties as promotions events
and booking speakers." The apparent strategy is to
target firms that are already servicing its clients, so
it can handle as much of those clients' business as possible,"
wrote Vanessa O'Connell and Jess Eisinger. They also reported
(continued on page 7)
Edition, June 19, 2002, Page 2
SEC's PITT WOOS FINANCIAL
Securities and Exchange
Commission chairman Harvey Pitt said his agency can take
'hits' in the media, but feels that it also deserves credit
for launching an "unparalleled reform crusade"
to make the markets better.
Pitt acknowledged the
importance of covering news of "infamous" companies
such as Enron, Global Crossing, Adelphia and Worldcom that
have eroded investor confidence in the integrity of both
the markets and corporate managers.
However, he feels that
the intense media spotlight on "some less than honest
folks on Wall and Main Streets" gives the perception
of widespread corruption. "Although investors are being
told how terrible corporate, accounting and brokerage behavior
has been, and how inadequate aspects of our regulatory system
have proven, they are not getting the message that SEC is
embarked upon an unparalleled reform crusade designed to
make our markets infinitely better than they've ever been
in the past."
The SEC head told members
of the New York Financial Writers' Assn. that he counts
on them to get the SEC reform message out. "We rely
on the press to let investors know there are real reform
efforts underway: that the defalcations of the past are
being relegated to the past, and will not likely be part
of our bright future, said the Commission chairman at the
group's annual awards dinner on June 13.
to your news pages and to your broadcasts for guidance,
and what you say is vitally important to restoring confidence
in our markets. The regulatory system looks to the press
to make investors aware real reform is underway," he
Pitt said his dream is
that media "won't have to continue to write about crime
waves in the financial world." He dreams that the "rules
for conducting the public's business in the markets will
be so clear, and the penalties for malfeasance, misfeasance
and nonfeasance so high, that no one will think seriously
about crossing the line."
His aspiration is that
"no one will cook corporate books, lie about a company's
prospects or sell worthless stock to an unsuspecting retiree."
Pitt concedes that his dream is unrealistic. "There
will always be greedy people and outright crooks who will
try to evade the rules, rather than comply with them,"
He doesn't expect a non-adversarial
role with the media. He sees a "symbiotic' relationship
between the SEC and press.
"You depend on us
to identify, and/or respond to, major market developments
and issues, and we supply the substance for your reportage
and commentary," he said. "The SEC is very reliant
on a free and independent press to ferret out and call to
our attention emerging issues and problems, and to carry
our messages to the investing public."
DELAHAYE MEDIALINK TAKES PAINE
Delahaye Medialink has obtained a restraining order against
its former president, Katie Delahaye Paine, charging the
PR measurement guru with violating a non-compete contract
by publishing a newsletter and website on marketing measurement
after leaving DM earlier this year.
Paine, who sold her firm, The Delahaye Group, to Medialink
in 1999, told this NL that DM went to court in April "unbeknownst
to me," charging that publication of The Measurement
Standard and its website went against her contract not
to compete until March 2003. She said DM filed the suit
April 19 and began negotiations to "resolve our differences"
on April 25.
Mark Weiner, CEO of DM, said DM took legal action "after
many months of discussion" and only after it "became
apparent" that Paine had taken "certain actions
that we believe are in breach of her employment agreement
and only after we could not resolve our issues."
Paine said the suit is a "fundamental difference
"I wanted to do something good - expand the marketplace
and write about the [measurement] field. I have no intention
to compete," she said.
Paine has halted publication of the newsletter and website,
as a result of the restraining order, until a June 28 hearing
on the matter in U.S. District Court, Southern District,
The restraining order joins Paine, K.D. Paine and Partners
LLC, and any of its employees or agents "from using
confidential information of Medialink, breaching the covenant
not to compete with Medialink, and from hiring any employees
and representatives of Medialink."
H&K BEATS EDELMAN, BRODEUR
Hill and Knowlton picked up the $20K-a-month Identrus
account because it came across as the "best and the
brightest" of the international agencies that pitched
the account, according to Greg Worch, chief marketing officer
of the New York-based "digital trust services"
company. It beat out Edelman PR Worldwide, Omnicom's Brodeur
and Strategic Alliance PR, which had been handling projects.
Fleishman-Hillard also was considered for the pitch, but
had to withdraw due to competitive reasons, said Laura Grimmer,
the former Fitzgerald Communications executive who handled
She now heads Articulate Communications, a New York high-tech
PR firm that just expanded.
Fellowship of Christians and Jews has launched a
$400,000 "Stand for Israel" grassroots PR/ad campaign
designed to mobilize 100,000 U.S. churches and one million
Christians in support for the Jewish state. Former Christian
Coalition executive director Ralph Reed and Rabbi Yechiel
Eckstein co-chair the group.
Edition, June 19, 2002, Page 3
PITCH NEWS AND
EXCLUSIVES TO WSJ
Blumenstein, who heads the Wall Street Journal's
technology group for the New York bureau, told a record
turnout of 200 publicists, at the June 13 meeting of Publicity
Club of New York, to remember beat reporters at the Journal
are under tremendous pressure to be ahead of the news.
publicists should not bother to submit non-exclusive story
ideas because they will most likely be killed or set aside
until a new angle is found.
heads a team of eight reporters, who are assigned to cover
companies in the telecommunications and automotive areas.
Their stories usually run on the "Technology Journal"
who is eager to cultivate PR people as news sources, said
she especially likes to work with publicists who help her
do leg work on stories. "It is also a way for you to
get your stories in the paper," she said.
A good place
for publicists to get their technology stories used is in
"Digits," she said, a new column that runs every
Thursday. The feature is compiled and written by technology
encourages her reporters to get out of the office and away
from their computers. By talking to people, reporters can
find trends and get news tips.
Journal' Is for News
editor of the Journal's "Personal Journal," reminded
the publicists that the new section is a "news section,
not a features section."
is the most important thing for you to remember when pitching
stories," said Felsenthal, who was a another member
of the three-person panel of Journal editors who spoke.
the two main missions of the new section are to put front
page news in perspective and to explain what the news means
to the reader so they can reevaluate their options.
the section, which is published Tuesday, Wednesday and Thursday,
is focused on news coverage of personal finance, travel,
health and family, cars, gadgets, and leisure and the arts.
of the space is used to cover personal finance news, Felsenthal
said a full page is allocated to health in the Tuesday and
Thursday sections, and gadgets are featured in Wednesday's
new departments are being added. Last week, for example,
a department called "Eating Around" was started.
Written by Katy McLaughlin, it will compare prices and preparation
of similar menu items offered by restaurants. The June 13
entry compared Cuban sandwiches at three eating places in
New York, Cambridge, Mass., and Miami.
Will Redirect Pitches
deputy national editor, said it helps to pitch the reporter
who is covering the story, but he will redirect pitches
to the right reporter or editor should the publicist come
to him with a story or idea.
the paper really helps" to know what reporters are
said his staff spends a lot of time monitoring the wires,
looking for news.
director of communications for Dow Jones, who attended the
meeting as a guest, said all news staffers for the Journal,
will return to their old headquarters at 200 Liberty st.
at the end of July.
the staff of WSJ.com
will remain in its current SoHo offices, and copy editors
will stay in South Brunswick, N.J.
who is Burson-Marsteller's media director, was reelected
to another one-year term as president of PCNY.
elected officers for 2002-2003 are: Eric Wright, D.S. Simon,
first VP/programs; Lisa Kovitz, B-M, second VP/membership;
Nancie Steinberg, City of Hope, treasurer, and Jessica Switzer,
MercerDelta Consulting, secretary.
RELEASE IS DEAD
B.L. Ochman has declared the traditional press release is
said Ochman, is made-for-the-Internet format that can make
its point in six lines on journalists' e-mail screens.
in 40 words or less. Of those 40 words, no more than six
words are used to describe what the company does.
body of your entire release 300 words or less, in five short
points Who? What? Where? When? Why? as paragraph headings.
two-three short sentences in each paragraph.
headline and/or at the bottom, be sure to provide a contact
name, phone number, e-mail address and URL.
a release as an attachment. Send the lead in an e-mail with
a link to the full story on your site.
an online publication, has spun off a new print publication--ePregnancy
Magazine. Published by Majestic Media, Park City, Utah,
the magazine will hit newsstands this month with Nancy Price
and Betsy Gartrell-Judd as the founding editors.
topics in the magazine will include fertility and preconception,
fitness, nutrition, food and recipes, pregnancy health,
beauty and wellness, preparing for birth, postpartum, baby
care and the styles and fashions for moms-to-be.
issue features a story on Liza Elliott-Ramirez, founder
of Expecting Models, a talent agency representing expectant
and nursing models.
news continued on next page)
Edition, June 19, 2002, Page 4
RAPS MEDIA COMPANIES
CEO of PBS and a former CNN executive, said her previous
employer and other media companies are trying to woo young
adult viewers with entertainment at the expense of real
me, this trend reached its apex when CNN's `TalkBack Live'
did a feature in March about the 51 journalists who died
in the line of duty in 2001," she wrote in a column
for USA Today.
this tragedy and the reasons journalism is so much more
dangerous today, TalkBack Live had a special guest: actress
Andie MacDowell, who had been in a recent movie playing
the wife of a missing photographer.
is "thoughtful and engaging, but far from an expert
on the subject," Mitchell wrote. "I accept that
our culture has gone from Ozzie and Harriet to Ozzy Osbourne.
But do we have to accept that our public dialogue has gone
from Edward R. Murrow to Andie MacDowell?
the young-adult demographic might prefer it, the ratings
might support it, and the network stockholders might be
happy with it, the answer must be no," she wrote.
chief also criticized CBS for interviewing unsuccessful
"Survivor" contestants on the network's morning
show as if they were actually newsworthy.
said the drive for younger adults is why shows like "Survivor"
and "Fear Factor" are on TV and why "Nightline's"
Ted Koppel almost lost his job to make room for late-night
host David Letterman.
MEDIA FOR PHOTOS
had to pay a photo fee of $1,400 to get photos of Paul and
Heather McCartney's wedding at Castle Leslie in Ireland.
media news columnist for USA Today, said photographers
for news agencies such as the Associated Press were barred
from the wedding, meaning papers had to pay the photo fee.
People, US, The New York Post, The
New York Daily News, "Entertainment Tonight,"
and the network morning shows were among the media outlets
that paid for the photos.
big newspapers, including USA Today, The New York
Times and The Washington Post, which objected
to the fee, did not buy any photos.
for one-time use of the photos were donated to Adopt-A-Minefield,
an anti-minefield group, which is a favorite charity of
FERGIE TO HOST
the Duchess of York, will host a one-hour syndicated talk-variety
show earmarked for the 2003-4 TV season.
will develop and produce the show, called "Fergie,"
for Universal TV Enterprises.
DOBBS TO WRITE
financial journalist for CNN, will write a weekly syndicated
column for Tribune Media Services, starting June 23.
will expand beyond traditional economic topics, focusing
on issues about the political economy, society and government,
"My column covers economics, politics, the military,
science, education and society itself because the news events
and the issues of our day have the potential to threaten
our quality of life. They're profoundly important to us
all and more so today than at any time in recent memory,"
says its new study shows newsrooms still want faxes when
it comes to getting information about video news releases.
The phone survey, which targeted news managers in the
top 50 U.S. TV markets, shows 97% of the 176 stations that
responded prefer fax to e-mail or wire service.
has begun broadcasting its Spanish-language radio report,
"Reporte Financiero Bloomberg" throughout Latin
Morning America" will start its own monthly
book club on June 13 in a segment called "Read This."
Since the demise of Oprah Winfrey's on-air book club,
NBC's "Today," "Live With Regis and Kelly"
and USA Today have started book clubs.
Dow Jones said
year-to-date ad linage in The Wall Street Journal
is down 23.7%, and national ad pages in Barron's
have fallen 14.9%.
Across the board weakness in technology advertising combined
with weakness in communications, automotive, travel and
professional services advertising were partially offset
by an increase in insurance and healthcare advertising,
The Boston Globe
has begun selling a new electronic version of the
print edition. Subscribers can download an exact replica
of the printed paper in a format that can be read on computer
the founding editor of MSNBC.com,
and Patrick Buchanan,
who faced off on CNN's "Crossfire" for many years,
are moving to MSNBC, where they will be hosts of a new mid-afternoon
37, who is editor-in-chief of the British-owned FHM
(For Him Magazine), is joining Rolling Stone magazine
as managing editor. Needham replaces Robert Love, who left
Edition, June 19, 2002, Page 7
OMC STOCK TANKS
from page 1)
chairman Robert Callander resigned his board seat after
posing questions about Seneca, the off-balance sheet vehicle
created for OMC's 16 Internet company investments.
the Journal, denied that his firm was a 'serial acquirer,"
and described the conglomerate as a simple business that
has great credibility on Wall Street. The firm released
a statement to criticize bias and innuendo in the WSJ piece.
OMC's stock led the percentage losers on the Big Board June
12 by plunging 20 percent (or $15.28) to $62.28.
"materially misrepresented" its financial results
through the use of "improper accounting methods in
connection with certain acquisitions" alleges a class
action lawsuit filed against the communications giant in
U.S. District Court for the Southern District of New York
LLP filed the complaint on behalf of shareholders who purchased
shares in Omnicom from April 25, 2000 to June 11, 2002.
The plaintiff alleges that Omnicom "fraudulently and
misleadingly" reported growth in "organic"
revenue that actually stemmed from acquired companies, and
failed to disclose Omnicom's future obligations related
to its acquisitions. The suit also charges that Omnicom
transferred minority investments in Inter-net companies
to Seneca to "avoid writing down the value of its investments."
'Crisis of Confidence'
faces a `crisis of confidence' among investors that is likely
to continue in the near-term unless Wren tackles 'open issues,'
according to a report by SunTrust Robinson Humphrey. Those
include issues surrounding how it determines internal and
acquisition growth, investments in Seneca that is home to
its various Internet company investments, and the resignation
of audit committee chairman Bob Callander.
has downgraded Omnicom's shares to 'neutral' from "outperform"
also is concerned that future WSJ stories could further
hammer the ad conglomerate's shares.
that OMC uses a different yardstick to account for organic
growth from acquisitions than either Interpublic or WPP
Group. OMC doesn't exclude revenue from acquired companies
from the organic growth category for the first year of ownership,
as does IPG and WPP. Wren's firm "excludes from organic
growth the revenue run rate at the time a company is acquired
but includes in organic growth any revenue during the first
12 months above that initial run rate level," explains
the STRH report.
The ad conglomerate
has been using that method, which produces a higher growth
rate than that of IPG or WPP, for more than 10 years. The
investment bank feels that OMC should use the same rules
as IPG and WPP as an "important step in rebuilding
has questions about earnouts (It says "OMC currently
has about $250M-$350M in total expected earnout payments
over the next five years that are not carried on the company's
balance sheet as a liability."); calculation of new
business wins ("Net New Business Wins calculations
are even more controversial than organic growth rate calculations-each
agency holding company does the calculation differently
and the Net New Business Wins calculation figures are unaudited
and based on management estimates."), and P/E multiple
(OMC has traded at a 20 percent to 30 percent premium to
IPG. As a result of the crisis of confidence, STRH believes
"OMC is likely to trade closer to the group level in
the near term until management rebuilds credibility and
investors get comfortable" with the various issues
firm does commend OMC for its high-quality assets, strong
cash flow and a valuation that is at a five-year low on
a forward P/E basis.
GRIPES AT NIRI MEETING
analysts aired their gripes about IR at the annual conference
of the National Investor Relations Institute June 1-5 in
Palm Desert, Calif.
that are focused on their stock price rather than the business;
bad news being released on Friday afternoon; pro forma earnings
reports; "dressed up versions of the facts" being
given to some analysts while different versions are given
to "favorites"; needless complexity; "good
old boy directors," and options worth "tens of
millions" for non-performing executives.
be treated like the U.N. secretary-general" or at least,
"reasonably well"; "One-on-ones" with
the CEO, CFO and others at least once a year; credibility
and clarity; stocks that are under-valued and can promise
above-average return, and fnancials that are more "transparent
Talks about Link
IR counselor based in Sudbury, Mass., and 2001 chair of
NIRI, moderated the panel and said just about everyone in
IR has long known of the link between analyst stock recommendations
and investment banking.
director of equity research, Robert W. Baird & Co.,
Tampa, said the issue had never come up in his nearly 20
years in the securities industry.
it's impossible for companies always to have "buy"
ratings because eventually the stock gets priced according
to its merits and then deserves a "hold."
But he said
one company he did that to left him off the list for the
next conference call and would not let him in on the queue
when he learned of the call on his own.
was hopping mad," said Parker. He said the situation
is now "fixed" but that the incident "has
hurt this company and its credibility with me."
a continuous "buy" on a stock then the IR person
is not doing his or her job, said Parker.
Edition, June 19, 2002, Page 8
Wall Street Journal's expose of the questionable finances
of Omnicom and OMC's inept reaction to the expose
are major problems not only for OMC but for all in ad/PR.
CEO John Wren and CFO
Randy Weisenburger, in scheduling a teleconference with
analysts only on June 12, the day the WSJ bombshell exploded,
showed again that they are avoiding the press.
Instead of fielding telephone
questions from a select few analysts, Wren and Weisenburger
should have called a press conference and faced both analysts
and the press in person.
What we have is two accountants
(Wren came out of Arthur Andersen in 1984) accusing the
WSJ of "numerous inaccuracies and some improper innuendos"
and agreeing with an analyst who asked, "You feel that
it (the article) is totally inaccurate?"
Yet, when pressed by
the WSJ for even a single inaccuracy, Pat Sloan, former
New York editor of Advertising Age who handles PR
for OMC, was unable to provide any.
OMC, in losing $8 billion
of its $18B market value at one point, dragged down the
stocks of all the other public ad/PR agencies.
The attitude of Wren and
Weisenburger was obvious at the teleconference.
In spite of copious evidence
to the contrary, they continued to maintain that OMC is
practicing disclosure to the limit of human possibility.
However, asked about
the 71 acquisitions OMC has made in the past two years (and
$2.4 billion spent in the past three years plus $250 million
or so owed in payouts) they failed to provide any new information.
Vague promises were made about providing links on the OMC
website to subsidiaries that make the purchases (with OMC
Weisenburger said that
identifying the companies might hurt OMC competitively since
the other big agencies compete for the same properties and
would find out about it.
This doesn't make sense.
Of course the other big agencies would know exactly whom
OMC is buying.
Wren got two million
options last year, raising his pay from $3 million the year
before to an estimated $97M in 2001, making him one of the
highest paid CEOs in New York (second only to Sandy Weill
of Citigroup), said Advertising Age in quoting Don
Delves of Chicago, who analyzes option grants. Weisenburger,
who has been with OMC four years, does not own any stock
in the company, according to proxy statements and other
by Alan Fine, president of the Metropolitan Group of
Minneapolis (who is not on OMC's list of analysts following
the stock) about that day's $20 dip in the stock price,
Wren replied there was "absolutely no concern whatsoever
about the company, its clients, or its operations... there's
been nothing fundamentally that happened here, nothing whatsoever,
other than the WSJ article..."
Wren said "everybody
was stunned" by the article, believing a WSJ article
two days earlier on the resignation of Robert Callander
as chair of the audit committee was the end of the paper's
current interest in OMC.
Fine, who is a business
consultant, professional speaker and author, also asked
if there was any concern about accounting irregularities
or "anything going on with the SEC?"
Wren said some confusion
was created by OMC itself by incorrectly telling Callander
that the deal that spun off OMC's ownership of its dot-com
properties was not cleared by him. Wren said it was cleared
under a different name and Callander "was very upset
about this, at least that is what I am aware of."
While Fine was able to ask
his questions, some working analysts told us they were not
able to ask theirs.
The call was ended after
about 50 minutes (instead of the promised one hour) when
the moderator said there were no further questions. Many
topics went uncovered including the $2.9 billion debt of
OMC; the "staggering" number of options just issued
to insiders (Merrill Lynch's characterization), and sales
of $72 million in OMC stock by insiders. A transcript of
the call is at www.omnicomgroup.com
under "investor relations."
on the call was analyst Lauren Fine of Merrill Lynch,
who flipped from a "strong
buy" to a "buy" for OMC on May 30,
only to reverse herself on June 7 by calling OMC "an
intermediate-term strong buy." ML holds 739,000 shares
of OMC, having increased its holdings by 164,000 (29%) in
Q1. It also handled the 2001 zero-coupon $850 million convertible
bond offering of OMC, on which the commission was $30M.
Morgan Stanley, which upgraded OMC from a neutral to a buy
on June 7, has 3.2M shares, having raised its total by 1.6M
mag of June 17 had some interesting "remedies"
for restoring investor confidence. One was to move
from rules-based GAAP accounting ("generally accepted
accounting principles) to "principles" based accounting
such as is used in Europe. GAAP rules tend to become loopholes.
The standard should be the "spirit" of the rules
and not the literal rules themselves, says Time.
Another remedy: companies should not be used as the private
banks of execs, i.e., no loans to execs. Omnicom loaned
XVP Michael Greenlees $2 million to buy a home. The loan
matures March 31, 2003.