Share.Learn.Inspire.Transform
“Artists have the power to spark joy, inspire revolutions, grow businesses, push culture forward and much more, yet most people, artists included underestimate the power of art. We want to change that”.
Duane Jones, MIM (Class of 2014)
Duane Jones MIM (Class of 2014)
Read Duane’s full article here:
“I’m excited to announce that Art Pays Me is partnering with East Coast Creative Collective to bring the first live recording of Art Pays Me. I’ll be interviewing Halifax based artists Geordan Moore of Quarrelsome Yeti and Élana Camille Saimovic of Élana Camille Creates.
Much like a musician, I began by recording my thoughts on various topics to develop my voice as a solo artist. Most of those recordings will never be released, but they were important for my growth as a podcaster. Eventually I felt more comfortable with the idea of stepping out on my own and launched the Art Pays Me Podcast, a podcast where I get to explore my passion for that grey area between art and business.”
Duane Jones, MIM Class of 2014
Duane Jones (MIM Class of 2014) is a visual branding, graphic design and information management specialist. Our first meeting was at the 2018 ARMA Conference held in Vancouver, which gave me the opportunity to invite him to join the CEGE Connection conversation. Duane is an artist and the fashion designer of his clothing brand, Art Pays Me. His competitive advantage comes from a unique ability to bring together information management with the creative world of art and graphic design. His clothing collections are featured at Atlantic Fashion Week and recently, in a successful solo fashion and art show at the Halifax Central Library.
Duane is host and creator of a podcast called, The Art Pays Me Podcast, which made it to New & Noteworthy on iTunes. He is a guest speaker at events such as Canadian Conference on Medical Education, Podcamp Halifax and Social Media Day Halifax.
The Art Pays Me Podcast made it to New & Noteworthy on iTunes
CEGE Connection reached out to Duane, asking him to share his insights on why he podcasts, and how he builds upon information management knowledge to transform the way in which we connect within a virtual community.
Duane Jones:
I’m a voracious consumer of information. I enjoy reading but I have to read very slowly to absorb what I’m ingesting. I fell in love with podcasts because they made it easier for me to satisfy my craving for consuming knowledge without the same level of time commitment. I could learn about all kinds of things while driving or even doing housework. I was able to connect with experts on obscure topics who were just as passionate about them as I am.
Over time, listening was not enough, and I found myself wanting desperately to be involved in the conversations. After all, most of the topics I listened to were things I had deep knowledge of and passion for. It then dawned on me that I needed to be a guest on some shows but when that happened, I still wanted more. I believe in the power of manifestation so I started to make it known that I was interested in starting a podcast of my own and the universe led me to Peter Hemsworth, Terrence Taylor and Lauren Sears who would become my co-hosts on a podcast called Changing the Narrative.
I worked on that podcast for a little over a year but my life outside of work and my business revolve around the needs of my family, so I needed to be able to record on a schedule that respected that. The break I took from podcasting was much needed but after about a month away I missed it. In particular, I missed the dialogue and the community that podcasting helped me to build. I also had a number of stories that I wanted to share, so I imagined what a podcast with just me would look and sound like.
Much like a musician, I began by recording my thoughts on various topics to develop my voice as a solo artist. Most of those recordings will never be released, but they were important for my growth as a podcaster. Eventually I felt more comfortable with the idea of stepping out on my own and launched the Art Pays Me Podcast, a podcast where I get to explore my passion for that grey area between art and business.
Here are some of the key things that I considered before starting:
With most of us having access to advanced smart phones, the ability to cheaply record and edit a quality podcast is literally at our fingertips. You can spend thousands on recording equipment and software or spend $80 on a decent mic and use free software that’s preinstalled on your computer like I do. My opinion is that great content trumps everything so I’m not against taking a hit on quality temporarily if your means are limited but you have a great story to share. As a rule, the quality of your recording will depend on your personal standards and what your audience is willing to accept. Always strive for the best quality possible but don’t let that be a barrier to starting.
There are many services that offer online podcast hosting for free and paid subscriptions. I’ve done both. In my experience, the more I pay, the more tools that I have at my disposal like analytics, storage space and automatic uploads to major podcast networks like iTunes, Google Play and Spotify. iTunes and the like do not offer much information about who’s listening to your show so if this matters to you, your hosting platform will be where you collect most of this data. As information professionals we love data so I would recommend investing in a paid service that offers you as much information as you can get.
As far as time investment goes podcasting can be very time consuming. Listen to podcasts that are similar to what you want yours to be and determine what episode length works best for you. Some shows consistently release 2 hours of content and their audiences lap it up happily while others stick to 10 or 15 minutes and deliver content that gets right to the point. There is no right or wrong when it comes to podcast length but consider that longer podcasts require more time not just for recording but editing and uploading. Many people pay producers to handle that so they can stick to coming up with content.
Podcasting has many professional benefits as it can position its hosts and guests as thought leaders in their respective fields, spread their message to audiences outside of their own and can be monetized through advertising and subscription models. While these benefits are enticing, my biggest piece of advice is to make sure that you first enjoy doing it. If you don’t enjoy the process, you’re most likely not going to stick with it and to be honest… No one wants to listen to a person who’s not excited about being there.
You can listen to me being excited about being there on iTunes and Spotify on my podcast called Art Pays Me.
CEGE Connection is delighted to advise that Duane has graciously agreed to be a repeat contributor on CEGE Connection
“Much like a musician, I began by recording my thoughts on various topics to develop my voice as a solo artist. Most of those recordings will never be released, but they were important for my growth as a podcaster. Eventually I felt more comfortable with the idea of stepping out on my own and launched the Art Pays Me Podcast, a podcast where I get to explore my passion for that grey area between art and business.”
Duane Jones, MIM Class of 2014
Duane Jones (MIM Class of 2014) is a visual branding, graphic design and information management specialist. Our first meeting was at the 2018 ARMA Conference held in Vancouver, which gave me the opportunity to invite him to join the CEGE Connection conversation. Duane is an artist and the fashion designer of his clothing brand, Art Pays Me. His competitive advantage comes from a unique ability to bring together information management with the creative world of art and graphic design. His clothing collections are featured at Atlantic Fashion Week and recently, in a successful solo fashion and art show at the Halifax Central Library.
Duane is host and creator of a podcast called, The Art Pays Me Podcast, which made it to New & Noteworthy on iTunes. He is a guest speaker at events such as Canadian Conference on Medical Education, Podcamp Halifax and Social Media Day Halifax.
The Art Pays Me Podcast made it to New & Noteworthy on iTunes
CEGE Connection reached out to Duane, asking him to share his insights on why he podcasts, and how he builds upon information management knowledge to transform the way in which we connect within a virtual community.
Duane Jones:
I’m a voracious consumer of information. I enjoy reading but I have to read very slowly to absorb what I’m ingesting. I fell in love with podcasts because they made it easier for me to satisfy my craving for consuming knowledge without the same level of time commitment. I could learn about all kinds of things while driving or even doing housework. I was able to connect with experts on obscure topics who were just as passionate about them as I am.
Over time, listening was not enough, and I found myself wanting desperately to be involved in the conversations. After all, most of the topics I listened to were things I had deep knowledge of and passion for. It then dawned on me that I needed to be a guest on some shows but when that happened, I still wanted more. I believe in the power of manifestation so I started to make it known that I was interested in starting a podcast of my own and the universe led me to Peter Hemsworth, Terrence Taylor and Lauren Sears who would become my co-hosts on a podcast called Changing the Narrative.
I worked on that podcast for a little over a year but my life outside of work and my business revolve around the needs of my family, so I needed to be able to record on a schedule that respected that. The break I took from podcasting was much needed but after about a month away I missed it. In particular, I missed the dialogue and the community that podcasting helped me to build. I also had a number of stories that I wanted to share, so I imagined what a podcast with just me would look and sound like.
Much like a musician, I began by recording my thoughts on various topics to develop my voice as a solo artist. Most of those recordings will never be released, but they were important for my growth as a podcaster. Eventually I felt more comfortable with the idea of stepping out on my own and launched the Art Pays Me Podcast, a podcast where I get to explore my passion for that grey area between art and business.
Here are some of the key things that I considered before starting:
With most of us having access to advanced smart phones, the ability to cheaply record and edit a quality podcast is literally at our fingertips. You can spend thousands on recording equipment and software or spend $80 on a decent mic and use free software that’s preinstalled on your computer like I do. My opinion is that great content trumps everything so I’m not against taking a hit on quality temporarily if your means are limited but you have a great story to share. As a rule, the quality of your recording will depend on your personal standards and what your audience is willing to accept. Always strive for the best quality possible but don’t let that be a barrier to starting.
There are many services that offer online podcast hosting for free and paid subscriptions. I’ve done both. In my experience, the more I pay, the more tools that I have at my disposal like analytics, storage space and automatic uploads to major podcast networks like iTunes, Google Play and Spotify. iTunes and the like do not offer much information about who’s listening to your show so if this matters to you, your hosting platform will be where you collect most of this data. As information professionals we love data so I would recommend investing in a paid service that offers you as much information as you can get.
As far as time investment goes podcasting can be very time consuming. Listen to podcasts that are similar to what you want yours to be and determine what episode length works best for you. Some shows consistently release 2 hours of content and their audiences lap it up happily while others stick to 10 or 15 minutes and deliver content that gets right to the point. There is no right or wrong when it comes to podcast length but consider that longer podcasts require more time not just for recording but editing and uploading. Many people pay producers to handle that so they can stick to coming up with content.
Podcasting has many professional benefits as it can position its hosts and guests as thought leaders in their respective fields, spread their message to audiences outside of their own and can be monetized through advertising and subscription models. While these benefits are enticing, my biggest piece of advice is to make sure that you first enjoy doing it. If you don’t enjoy the process, you’re most likely not going to stick with it and to be honest… No one wants to listen to a person who’s not excited about being there.
You can listen to me being excited about being there on iTunes and Spotify on my podcast called Art Pays Me.
CEGE Connection is delighted to advise that Duane has graciously agreed to be a repeat contributor on CEGE Connection
Kevin Ebert MBA(FS) Class of 2014 sent in a question to Dr. Rick Nason:
“Major FI’s around the world currently see Canadian consumers being massively over-levered and the Toronto/Vancouver housing markets as ‘bubble-concerns’. Viewed another way: Consumer spending, via low interest rate credit, has been the ‘fuel’ for Canada’s economic performance and GDP growth. What advice would you give MBAs currently leading Canadian-domiciled companies, looking to maximize growth & opportunity, while minimizing risk/exposure to these issues?” Kevin Ebert MBA(FS)
In the fifth installment of striving for success in 2019, Dr. Rick Nason discusses consumer spending, economic performance and GDP growth.
Dr. Rick Nason:
Consumer spending is the only engine behind GDP. If consumers do not buy anything, then businesses don’t make things, which in turn means that businesses don’t buy anything, and so on into the box top of the classic box of Moirs chocolates[1]. So, we cannot put the blame on consumers.
Having said that, Canadian consumers are arguably over-leveraged. However, we have also been, in my humble opinion, coasting on a variety of made-in-Canada factors for a very long period of time. I won’t go into the specific factors that I believe we have been coasting under for fear of this being labeled a political blog. I am sure that the reader can make their own list.
As Canadians we are incredibly lucky. We have a relatively stable and responsible government (my comment in the previous paragraph notwithstanding), we have an embarrassment of natural resources, and we have, for the most part, a suitable climate. What this has produced is a corporate culture that has become fat and lazy; despite our daily machinations about working such long and hard hours. Of course, some of us (ahem ahem) have literally got fat and lazy, but we will leave my personal state of affairs out of this blog.
I believe that there are two short and simple responses to your question. The first is to stop thinking that you are a Canadian company. Yes, take the advantages that being Canadian provides you, but take those advantages and learn to play on the world stage. Yes, that means that you need to leave behind some of the Canadian advantages, such as protectionism, behind. But wake up, we are a big country with not many people. As the rest of the world develops, it is learning to do more with less, and on a much larger scale of people, and yes, that includes a much larger base of consumer spending. That means that the rest of the world is developing experience at scale. We do not have the scale, and to get it you must go out and think and behave globally.
Leaving your familiar backyard is scary. I remember leaving my neighbourhood when I was approximately 10 years old with a group of my friends to play a street hockey game against a neighbourhood on the other side of the town that none of us had ever been to. It felt as if we were taking a trip to the moon. It sounds silly, but I think that is what many Canadian companies still feel. Admittedly, as Canadians we have one heck of a nice neighbourhood, but how are you to develop your street hockey skills unless you get out there and test your skills, and learn new skills from other neighbourhoods? (Hope you appreciate my Canadian spelling of “neighbourhood” in this paragraph and the home-grown theme of street-hockey.)
The second, and related solution is to compete! compete! compete! Except for hockey, and perhaps only women’s hockey at that, we have forgotten about how to compete. (Okay – time to break the no politics rule.) Take for instance interprovincial trade. We don’t even want to compete interprovincially! Historically, there were arguably some valid reasons to prevent too much competition. Unfortunately, that is now being laughed at by the rest of the world (although one prominent figure with arguably worse hair than mine – although I have undisputedly the more natural complexion – is making a mockery of international trade and competition for the moment.)
Since you brought it up, Canadian financial institutions, in particular, have forgotten how to compete for the simple reason that they never needed to. Retail Canadians, and corporate Canada for that matter, are notoriously sticky consumers of financial institutions. We pick our financial institutions based on proximity, and the only time we change is when we change our neighbourhood – and even then, we keep our old accounts going. Canadian financial institutions constitute a classic oligopoly.
I love Canada. If you slit my wrists, instead of red and white blood cells you get Maple leaves, hockey pucks, and whatever crap the pulp mill in my neighbourhood was spitting out the day that I was born. However, I got most of my post-secondary education south of the border, and spent most of my non-academic career south of the border. The difference in the willingness to compete, in both academia, and in business continues to astonish and annoy me. We are a wonderful and blessed country, but if you want GDP growth (we can argue whether that is a worthy goal or not), we gotta step outside the neighbourhood and compete.
[1] For those of a too tender age who did not get the reference, do an internet search for vintage Moirs Pot of Gold Chocolate box
Craig Macklin MBA(FS) Class of 2014 sent in a question to Dr. Rick Nason:
“I’ve taken a position of continually considering the changing global business environment as a way to remove complacency in my strategies when improving a company’s results…what are the 2-3 most important elements you see globally, that company leaders should pay attention to so that they can start getting comfortable being uncomfortable, especially in the face of the looming recession?” Craig Macklin MBA(FS)
In the fourth installment of striving for success in 2019, Dr. Rick Nason discusses the changing global business environment, getting comfortable being uncomfortable and removing complacency in strategic thinking.
Dr. Rick Nason:
Being comfortable with being uncomfortable is likely to be a phenomenon of the 20’s; the 2020’s that is. The pace of globalization, the pace of AI and Big Data, and the pace of FinTech, HealthTech, RegTech, PersonTech, WhateverTech, combined with a demographic shift in the workforce that has not been experienced since the end of the Second World War will mean that the role and responsibilities of the manager are going to be altered like never before.
Trying to fight the onset of these forces facing the manager is a Sisyphean task. I believe that we are already experiencing the less than optimal individual managerial actions of a cohort nearing retirement who are striving to make their methods that worked in the 1980’s and 90’s effective today. This is for an age when the seemingly inexperienced millennium upstarts, with nothing more than gumption, upset another industry on an almost daily basis. It is a phenomenon that I call the “constipated middle”. That is, it is the group of relatively senior managers who are hanging on to a world that no longer exists in hopes that they can make it to retirement without being exposed. By the way, the same effect is true for those who are relying on their credentials for success, regardless of age or experience.
If you have ever been in one of my classes, or heard one of my seminars, then you know that one of my favorite quotes comes from philosopher Eric Hoffer. He stated, “In time of change, learners inherit the earth, while the learned find themselves beautifully equipped to deal with a world that no longer exists”. You need to select whether you will be learned, or a learner. Unfortunately, and ironically, as academics, we focus on being learned, despite our proclamations that we are institutions of higher learning. The evidence is clear; our focus on rubrics (please, shoot me now!), multiple choice tests, objectivity in marking, tests designed for computer marking, etc… This is reinforced with our emphasis on credentials; gotta get more letters behind my name to be competitive (and so I can be picked by the HR computer filters for a promotion)!
The first rule of becoming comfortable with being uncomfortable is to be a learner. Learn broadly. Learn creatively. Learn diversely. One of my favorite techniques when I am faced with a problem, is to go to the bookstore and buy the three magazines on topics or areas that I know nothing about and have zero previous interest in. Going into places you have never gone before not only works for StarTrek fans, but also for your ability to learn, to be creative, and to develop your dots. Managers would be much better off if they would only spend as much time and effort on their network of learning as they do on their professional networking and building their social media profile.
Being comfortable with being uncomfortable means you need to develop the skill of learning. However, this is much more than knowing stuff. Knowing stuff is a commodity; hey Alexa, what’s … ? Knowing stuff is an almost valueless commodity today with not only the developments in AI, but also the ready access to AI. The new learner doesn’t source knowledge but connects knowledge. The manager who can connect the most dots, as well as the most diverse dots, is the manager with the competitive advantage. The person who knows stuff is being replaced by a bot, or someone with a decent internet connection in an emerging economy who is willing to put in the effort to know more stuff, more efficiently, and to do it for less than you spend on coffee in a day.
What is left after AI takes away knowledge is empathy. Rita McGrath, a Columbia University professor, wrote a short Harvard Business Review article titled “Management’s Three Eras: A Brief History”[1]. In this paradigm shifting article, she talks about how management was first about technology; how do manufacture a pin most efficiently. Then came scientific management and Taylorism; how do we optimize the assembly line. The third era, the era we are coming into, she labels the “era of empathy”, and I agree with her. Empathy is nothing more than understanding people; and I stress that empathy is not sympathy or pity. Empathy is understanding why people think and act as they do. Empathy does not mean that you agree with them.
In a related, but tangential theme, Geoff Colvin’s book “Humans are Underrated”[2], states that many professionals mistakenly try to fight the onset of the bots by asking: “what is it that I can do that a computer, or a bot cannot do?” Colvin’s answer is nothing! He states that the better question to ask is: “what is it that I can do that people do not want or will not allow a computer, or a bot to do?” I think he is on to something. What is left after AI takes the basic knowledge component is relationships, and I don’t mean relationships of the swipe left or right variety.
I would be remiss, as well as hypocritical if I did not mention the importance of complexity. I believe that all of the above is wrapped up in complexity. The manager of the 20’s needs to understand and appreciate complexity. That is a different set of skills, and a different set of attributes than we normally associate with management. Our management paradigms, as well as our educational paradigms, both in business education, and general education, have almost completely ignored complexity. I believe that complexity knowledge is the killer app for managers. I have a recommended reading on complexity if anyone is interested.
Ultimately being comfortable with being uncomfortable is being comfortable with being a human being, rather than some stereotype that the media and business schools give us of the business leader. Being comfortable with being uncomfortable requires humility, self-esteem, and a thrill and lust for the challenge. That’s what makes being a manager fun!
[1] McGarth, Rita, “Management’s Three Eras: A Brief History”, Harvard Business Review, July 30, 2014, https://hbr.org/2014/07/managements-three-eras-a-brief-history
[2] Colvin, Geoff, “Humans are Underrated: What High Achievers Know That Brilliant Machines Never Will”, Portfolio, 2016
Duane Jones MIM Class of 2014 (Photo Date & Credit 2016 Sinead Dubeau)
Duane Jones (MIM Class of 2014) is a visual branding, graphic design and information management specialist. Our first meeting was at the 2018 ARMA Conference held in Vancouver, which gave me the opportunity to invite him to join the CEGE Connection conversation. Duane is an artist and the fashion designer of his clothing brand, Art Pays Me. His competitive advantage comes from a unique ability to bring together information management with the creative world of art and graphic design. His clothing collections are featured at Atlantic Fashion Week and recently, in a successful solo fashion and art show at the Halifax Central Library.
Duane is one of the co-hosts and creators of a podcast called, Changing the Narrative, which discusses race, culture and the challenges creative entrepreneurs face while growing their businesses. He is a guest speaker at events such as Canadian Conference on Medical Education, Podcamp Halifax and Social Media Day Halifax.
Michelle Hunter and I are pleased that Duane will be sharing his insights on building a social media presence, branding and how information management has transformed the way in which we live, learn and work.
Rebecca Budd
Editor & Blog Coordinator
CEGE Connection
Duane Jones:
I will be presenting a clothing collection at Atlantic Fashion Week for the third time. I started my clothing brand, Art Pays Me while I was in the early stages of the Master of Information Management (MIM) program studies. At the time, I was a graphic designer for Dalhousie’s Faculty of Medicine and looking for a career transition to information management. While in the program, I learned a lot about myself and how important visual communication is to information management so instead of making a complete transition, I began following multiple paths in art, information management and business.
Runway (Photo Credit: Brent McCombs)
Running a clothing brand can be expensive so I try to be strategic when deciding which products to produce and release. Most of my products are graphic t-shirts that I rely on my creative instinct to develop; but I decide what is produced through calculated means. I consider shirt colour, size range, fit style, manufacturer, fabric and the design embellishment process. Once I have done that, I create realistic product mock ups to post on social media to gauge the public’s reaction to the design. I use the data from the social media to inform my decision-making process.
My favorite social media network is Instagram for a number of reasons – one of them being the analytics they offer people with business accounts. I can see where my top followers are based, how many users view my posts and how many people take it a step further by liking and commenting on posts. I can also see who of those users visit my website where they can purchase a product and or subscribe to my newsletter.
Fashion shows used to be the only way that clothing brands did this, but I am using Atlantic Fashion Week in a different way. I plan to reveal my products on social media leading up to the show to generate interest in the product and hopefully get sales from eager followers of my brand who want to be the first to see the products offline. I decided to try this method based on anecdotal data I collected from a fashion show that I did earlier this year. I revealed all of my new designs on the runway to some positive reviews but little sales. When the show was over, people wanted to buy what was on the runway, but I was not prepared and did not have product ready for purchase. I hoped that they would go to my website and buy the items later but that did not happen. This was a critical lesson that human reaction does not always predict human behaviour.
Another way that I am using web analytics to change how I do business is through targeting new customers. I started my brand with the intention of being rooted in Nova Scotia but having a global outlook. I am very active on social media and have used search engine optimization (SEO) in my website to the best of my ability to generate traffic far and wide but despite all of that, my data collection tells me that the vast majority of my web and social media traffic is based in Nova Scotia. My goal is to make Art Pays Me a global brand so, based on my analytics, I know that I must do a better job of targeting non-local customers.
The “free” data collection tools available to us today are incredibly powerful – especially when partnered with artificial intelligence. However, AI is not capable of creativity and creativity in all forms is art. As resource information management (RIM) professionals, our job is not just collecting and reporting data. Our job is to use strategy and creativity to interpret data so that it becomes useful information for our organizations. Acting on data without interpretation runs the risk of killing innovation. I encourage all resource information management professionals to embrace technology and creativity and see the art in information management.
CEGE Connection is delighted to advise that Duane has graciously agreed to be a repeat contributor on CEGE Connection.
Alain Henry MBA(FS) Class of 2014
“Adaptive managers must become experts of communication. Like professional athletes seeking to improve every aspect of their performance, they must embrace all types of feedback to grow and learn.”
Alain Henry MBA(FS) Class of 2014
Organizations continually face new challenges as the environments in which they operate evolve and change. This evolution can take many forms and directions.
I agree with Rick Nason that managers must possess an adaptive mindset if they wish to succeed in these shifting environments. Organizations of all sizes must embrace complexity and set a clear path for managers at all levels to acquire and possess the right leadership tools to manage this complexity, so they can proactively execute the corporate strategy rather than passively react to a changing environment and lose their focus.
I firmly believe that effective top-down and bottom-up communication is critical in establishing the right foundation allowing adaptive managers to thrive in a complex world. Taking the time to instill an environment that embraces open communication and that promotes feedback loops requires first and foremost executive support. This support is necessary as linking all levels of management to a common goal: One that breaks silos and challenges legacy knowledge can only nurture this evolution if executives practice what they preach. Adaptive managers must become experts of communication. Like professional athletes seeking to improve every aspect of their performance, they must embrace all types of feedback to grow and learn. This feedback must come from multiple sources (peers, direct reports, supervisors) and effective managers will seek and engage all stakeholders early and often to receive this valued feedback, which I view as “small gifts”.
Adaptive managers must also promote a culture of “curiosity”. Empowering individuals within their teams to question the status quo or view the organization through an external lens, one that is disruptive to the way the organization operates. These discussions can only be beneficial. Allowing team members to innovate/create or problem-solve amongst themselves without the direct influence of management fosters a test-learn-adapt environment, one that is conducive to continuous and relevant improvements while remaining focused on the clients’ evolving needs (thus avoiding the Kodak fate).
Each journey is unique and often times beyond the comprehension of the ‘complicated’ thinker.