The NAKED Marketing Company

 “Philip gave an extremely thorough evaluation of the marketing environment in which our marketing campaign would be operating and was able to clearly demonstrate to capitalise on our strengths as a business by adopting a range of different marketing techniques. Philip presented us with ideas that had not even occurred to us prior to the meeting and gave realistic, strategic guidance on how to achieve the best results possible. The knowledge gained from meeting Philip was found to be extremely valuable and certainly offered clarity in our complex marketing strategy. Top Qualities: Personable, Expert, Creative” – Ashley S, energy products

 Thank you for the personal session to get us started. Your advice has got us off to the right start !!! – Neil B, HR company

Very good and very useful for my business. Would highly recommend contacting The NAKED Marketing Company – Chrisdeena E, photography business

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 We posted a BITE SIZE BUSINESS: When someone says: I’ll think about it, they probably won’t.

• Jeff Goldberg, law offices: Philip, truer words were never spoken! When someone tells you they’ll “think it over,” 9 times out of ten they’ve already made their decision (“No”) but don’t want to hurt your feelings. Occasionally someone thinks it over and decides to use your services but generally not. There are typically only two things to think over:
  1) Do I believe this person will deliver what they say they’ll deliver?
  2) Can I afford their fee
  If they have to think about whether or not they trust you to deliver what you promise you haven’t done a good enough job on inspiring trust and showing value. Once you state your fee they know whether or not they can afford it.
  Usually “I’ll think it over” means “No.”
• Michele Lawson, training co-ordinator: Jeff, you are exactly right. Me: Are you planning on attending the meeting? Them: Maybe or Ill try. I know then not to plan on them being there. I dont know why people just dont say Yes or No.

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We posted a blog about the merits or otherwise of negotiating for a business contact. Here are just some of the many comments and pieces if advice people have been offering:

• Krishnan R Hariharan, Recruitment Manager , Coventry: Philip, you were okay with the pay cut. If they would not help you find accommodation, it might perhaps be a reflection of their company policy. And your conditions required that you be flexible in the new projects that you take up, on account of existing commitments, which you wouldn’t want to walk out of anyway. If the company could not be flexible in terms of your work, it could perhaps be due to some genuine requirements that the company would have to meet. It seems more of a mismatch between you and the company than a case of either of you being unwilling to compromise on, given your constraints. And it may perhaps not be worth the strain of relocation, given that you had to take a pay cut, you had to quit your existing projects and you had to invest in finding accommodation in a new place. Did you also mention it’s being a “3 month job”?Why would you ‘close your eyes’ and take up the offer in these conditions? In my view, this was not the right kind of project for you. And you might not have been the best profile for the company either – not in terms of your experience or qualifications, but in terms of your unique conditions and considerations. And there would always be better opportunities. All the best
• Laura Murphy, Company Director: Kirshnan’s comments are valid and I would ask a question back to you. Do you think you were wrong to try and negotiate.
• Vince Pizzoni, Consultant, London: Philip, I agree with both good comments above. There should be no problem in discussing terms with a potential new employer-they would do the same in your shoes.
  I agree with Krishnan that there is a mismatch between what you want and what they can deliver. If you were aware of this before the fact would you still have applied?
  I’m not sure what other opportunities you have in the pipeline but it may be a blessing in disguise that you didn’t get this.
• Mark Howard, Owner, Quiff Consultancy: You were absolutely right to negotiate. However, a much larger consideration for your business would be the terms of the contract. This would fall foul of IR35 regulations. You would be in an employer\employee type relationship and unless this was the basis of the contract i.e. You intended to be an employee, you should steer well clear!
• David Cornelius, Partner at Rabjohns LLP; Corporate Finance and High Street banking specialist: I think you were right to negotiate; although their behaviour is not atypical of the public sector in negotiating with their suppliers. It seems to me that 3 months, when you also have other projects, gave them limited strength. That said, you missed out and they or you walked away. Not a win win. The IR35? It is impossible by reference to the limited information provided by you to know whether or not the resulting contract would have been read as one of employment. No single factor is conclusive. If this is the way your market is moving, it makes it essential for contractors to take specific professional advice; before concluding any arrangement.
• Roy Brookes, Financials Expert, Hamburg: You were quite right and they obviously do not understand anything about contracting. If a client company is so inflexible and uncooperative you are probably well out of there. Newcastle may be a nice town but it is at the end of the World and not easy to find accommodation there when you are somewhere else. (I will now have the Geordies screaming for my blood but I should worry).
• Ray Spiteri, Checker, Sydney: I agree with Roy, you have to look after yourself first, and get what you’re worth, also if you start cutting your rate, you’ll be leading the path for them to cut rates to others. I would have done the same as you and not take on the job, which I have done in the past.
• Andrew Mathieson, Construction Professional: Yes you were right, the more people that hold their ground then employers are going to realise that they are not the only ones holding all the cards. I had a client that wanted to keep putting back a project and expected me to stay on the side lines waiting for them, with out any pay. When I told them I had a nother project lined up to start when that one was due to finish the became very shitty, so I told them to get lost and never call me again. I am finding my phone ringing often on a weekly basis. there is no need to worry about inflexable companies, especially local authority.
• Marc Yaffe, Partner at Boote Edgar Esterkin: Had you just caved in and taken the contract, you’d have resented it shortly after you began to work, because it didn’t give you what you needed for the fee offered. To me, negotiation is an important tool, designed to ensure that you are satisfied with your new job/client/business deal. It allows you to compromise on matters which are not of importance, whilst holding firm on those which are – negotiation in this case should have simply allowed you to put yourself into a position where you were motivated to get the job done, whilst still having the freedom and flexibility to work on other projects. Shame your prospective employer didn’t see it that way.
• Matthew Quinn, Managing Director at Future Sales Factory: I couldn’t agree more with Marc – you’ve done exactly the right thing.After all, attempting to compromise with concessions for reducing price is basic negotiation practice, so you have said that you will drop slightly on your fee if…. etc. These people may have just popped off one of those cheap training courses where the quote is (I think); “Negotiation is simply saying no whilst smiling until your teeth bleed” – never heard so much horseflesh in my life. Philip – well done for maintaining your integrity and business courage. Marc, well done for seeing negotiation for exactly the professional and business winning tool that it should be. it’s refreshing to see that people still think this way in the days of the dangerous possibilities of becoming desperate for business. The job done properly deserves a fee, or a finding of suitable agreements, otherwise, it’s not worth doing. There’s plenty of work out there if you hunt hard enough.
• Vijay Modha, Retail Professional specialising in management, organisational behaviour and integration of cross-cultural teams, London: The word negotiation revolves around discussion, understanding and compromise from each side. From what you say, it appears that very little negotiating was ever going to happen from the potential new employers given their rigid stance. Of course, we do not have the opposing view from the potential employers to counter your comments.
  However,from a personal perspective and given your information, your experience would have set alarm bells ringing and I agree with Vince about this episode perhaps being a “blessing in disguise”.
  The fact that the vast majority of people do not negotiate makes it harder for people like us who negotiate fairly and reasonably and in the current climate this can only get tougher!
  However by trying to negotiate you managed to uncover stances/attitudes that may have surfaced once the project was too far down the line…
• Dave Baker, Owner, The Moody Baker LLP: Excellent advice. After all, I think if you had gone for the job after your negotiations failed, it would have suggested something about your character to your new employers. Who knows what other corners they would have cut off your business agreement once you had upped sticks and moved?
• Michele Jones, Bradford: Really not sure what supermarket you are shopping at…Morrisons still do eggs in half dozens and dozens as the norm….pack of 10 are usually a special offer deal.
  Gallons to litres….wasn’t this done around the time when a gallon of petrol was reaching over £1…so changing to litres gave the impression of it being cheaper…and at the moment even with horrendous petrol prices, £1.40 a litre sounds better than £6.37 a gallon
• Richard Rowlands, Director at Crephoria Events: In all negotiation, there is an element of risk of one side completely pulling out. My advice would be for you to judge the situation and negotiate if appropriate. From what you say, your offer seemed reasonable. If they do finally say no, they risk ending up with someone who will do the job worse.
  If you never negotiate, people will take advantage of it, and offer you less and less
• Qamar Rathore, consultant: There is always something else around the corner. Sometimes you get an idiotic person that thinks they know what your worth is without looking at market trends, they are normally permanent staff that are jealous that you will be earning a lot more then them. Hopefully you will look back in a few weeks and think you did the right thing.. good luck on your contract hunting  
• Robert Seaward, IT Executive: Philip, Robert. I believe some amount of flexibility and concessions may be expected on both sides of an agreement – but if one party comes out of the process feeling aggrieved then it won’t work. The fact that they sound unwilling to negotiate at all is very telling and a sign that they probably have little understanding, knowledge or respect of contractors. I am a firm believer in what goes around comes around.
• Gary Jekins, MD at Elite PC Systems: Interesting theme, I am negotiating with a company who do not want to pay ny day rate, but want to pay only on delivered savings. (The job is a re-engineering and IT installation project that could easily last 18months). The issue is of course that with the type of project, there actually may be no savings for a few years as the IT solution won’t start to reduce staffing until after go live and even then, the company has plans for adding products, customers, further geographic areas that will make it very difficult to determine where any ‘saving’ may have come from
• Roy Brookes: Gary, the kind of compensation the company is offering is almost impossible to measure, for you at least because it requires access to their books and management accounts and they can move the goalposts as you described above, so it is totally unfair. I would suggest that you should receive a proper professional fee plus a percentage of demonstrable savings established according to a formula or formulae agreed in advance and which is / are transparent for both parties, so that you head off any dispute about measurement before you start. That way you earn for your work and share in the upside.
• Gary Jenkins: Exactly my thoughts! the owner is a tough old guy (in his 70′s) and his sons are not able to stand up to him, so they are watching their business go down the pan, as he thinks paying ‘consultants’ is a waste of his money. There is a family feud going on here, and I am ‘piggy in the middle’ at the moment.
• Peter Foster, software developer: You were right to negotiate. Had your alternative to taking the contract been trying to exist with no income then you were wrong.
• Simon Kuta, Regional Content Officer at Barrick Gold Corporation, Tanzania: Hi, guys it is interesting to see everyone contributing to the matters raised. Anyway, can someone help me out. I am working for African Barrick Gold company as Regional Content Officer currently in Tanzania East Africa, and I am a Tanzanian. It is my first company. I have never worked outside this company for about six years now. I started as a mere storeman in one of Barrick’s sites at issuing counter, then moved up to backing up as the warehouse supervisor, then little a bit later was promoted to inventory and cataloguing. But I had first to complete Personal Development Plan (PDP). After successfully completing this PDP, would take over an Australian expatriate. Thanks God, things went on my way I successfully completed took over him. Few years later I was promoted to Regional role, as Regional Content Officer thru Centralization processes. It’s about 2 years in the regional role. I have been travelling abroad and doing site trainings to train the trainers in the 4 mines that the company has in Tanzania. But one of Barrick sites wants to employ me from regional to site. They are offering little more salary than I earn now. We are still in the process negotiating and waiting to see the offer first before I make any decission. Last night I spoke to my wife as I am away on business trip to give some refresher course, but looks like she does not want me take the offer. After explaining to her in detail that there would be little more increase to my salary than what I take now. Eventually she said ok, I may take it. So what should I do? Is it worthy leaving my Regional Title and opting for a smaller title just for because the offer is huge? Thank you, Simon

 - Philip J Gwynne: Thanks to all for your wise counsel. I’m beginning to think that I should have clarified the “small print” points before putting my name forward for the project. Maybe I was just too keen to get the work! That’ll teach me to be enthusiastic!

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We posted an article that said the disappearance of cartons of half a dozen eggs and petrol by the litre were examples of how giant retailers manipulated the buying habits of consumers. Here’s what people said about our article:

• Martin Holzke, Senior IT Auditor, Trainer, Developer, Author, Publisher & Director: I wouldn’t necessary agree with the imperial part as even after 10 years in UK I still struggle with some of them as I grew up with metric, but here’s a simple solution to the half dozen eggs:
  For a long time now we buy our eggs from a local “health food” shop because
  - they come from a local farm
  - taste so much better
  - are cheaper than in the big supermarket
  - and yes, come in half dozens.
  On a general note I think it’s high time that we as customers take action and demand to be treated as such.
  As rightly said, the big corps seem to get away with practices we never would survive as small businesses. The truth though is they only do because customers let them.
  So, when as customers will we change?
  I have stopped using a number of suppliers because they really pissed me off with there lack of customer service. Well, I happily spend my money elsewhere, eg at local small businesses who against common belief often actually are cheaper latest when you compare same quality
• John Sanderson, Experienced Information Systems Practitioner and Project Manager: And while we’re at it should we still use cubits and chains or Els (a measure based on the distance from elbow to finger tips). Actually, I don’t like eggs but why buy in a half dozen anyway? why not Fours? or even (gasp!) individually?
  Who was it said that the only constant is change? Everything changes – live with it.
• Jim Matthews, sales & technical skills in Storage, Processors & Service Management: The problem is that no matter how much we lobby the typical person, he or she will still ignore us and step round us to buy from the peole we are asking them not to – because it’s easier than getting to another store.
  Ask everyone to boycott Shell for one day when their prices are high, and you will see what I mean.
  On 10 or 20 eggs…
  Well it’s actually a regression! The Dozen was brought in by people who decided decimal was not right for the English.
  So against all logic, they brought in the Dozen and the half-dozen was evidently because a single person couldn’t eat more than 6 eggs in 1 day (they would go bad – and so would the eggs!).
  I think it was the time of the Duke of Wellington, who decided to do everything different from Napoleon – including riding on the left of an oncoming horseman, now used in driving cars on the left too.
  Then there is the old Base 12 coinage – another attempt at World Domination by – who?… Yes, the non-compliant-English!
  I’m very sure they had 6 digits on each hand!
  You can see a repetition there too – 12d to the shilling, but… 20 shillings (240d) to the £ (Pound)…
  So they must have had some people with 12 digits on one hand and 20 on the other…
  Which leads us to the Libra (Pound of weight) with 16 ounces …? 16? Oh, no!
  So – How on earth do you plan to unravel all of this, then, eh? rofl!
  I go to T*sco and I find dozen, half dozen, 10, 18? (dunno for sure?), and 20 eggs and from other stores sometimes a whole tray (is it 30? 36? 50?)…
  And then there is the Baker’s Dozen (13!) – but was that eggs, in case one was bad and he really needed 12 for each batch of dough?? Or was it for other item dozens, like maybe bread loaves, or rolls, or… – well, not croissants, they were Napoleon’s?
  I give up, just make more omelettes!
• Martyn Noble, The Best of Reading, Reading: Try shopping at Waitrose – they sell eggs in 4′s and 6′s. Different supermarkets try different approaches to their customers to try to differenciate between them. If you are buying a commodity product you often have have little control over how it is sold – but suppliers gamble every time they play with the standard model. You can bet that a lot of research went into your local supermarkets decision to ‘drop’ selling in 6′s. I would guess that most people wouldn’t change their supermarket over such a change.
  These are not silent revolutions, just global strategies being checked, tested and aligned. Shop local and at independant stores – they will listen to your concerns and action them if they want to stay in business – but don’t moan about the price.
• John Sanderson : Well I’m glad you got that off your chest Jim!
  Just because something does not make much sense to individuals in current circumstances does not mean that previous choices were arbitrary or based on racist foundations. Base-12 (or duodecimal) was originally thought to be related to the number of phases of the moon, when such things were important to mere mortals. Then again, it has the highest number of sub-divisions, being divisible by 1,2,3,4,6 and itself allowing a lot of smaller portions (so nothing to do with counting on fingers!). The bakers dozen was created to ensure that purchasers were not sold short on the weight of bread – retailers buying a dozen loaves typically got an extra one thrown in to ensure that the total weight was over rather than under and individual loaves were sold with a small piece of a extra bread for the same reason.
  Inconsistencies happened because of the poor communications at the time – no internet!
  First you complain of older measures without finding out why they exist then you complain when modern society tries to sort out the mess by introducing standards.
  Ah, well perhaps breaking eggs is what you should stick to after all!

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Here’s what people said about BITE SIZE BUSINESS: There’s always a chance for a fresh start. It’s called Tomorrow.

• Frank (Francesco) S. Adamo, Life Coach – Trainer/Instructor – Published Author, Speaker, Orange County, California: Isn’t there a song about “Tomorrow, tomorrow, tomorrow?” And the best thing, it’s only a daaaaaaaaaaaaaaaaaaaay aaawwaaaaaaaaaaaaaaaaaaaaaaaay. (Sorry, couldn’t resist .
  You have to have a belief in yourself, and I believe, a belief in a higher power regardless of how you practice your faith (for me it’s a belief in God), we can and will survive the worsrt of times. I just met a person whose been out of work for 2 years. For now, he’s taking advantage of the time to educate himself. Certainly, he would like to find a job, yet he looks forward to his tomorrows with a positive attitude. He may not be working; however, he’s discovering something new each day.
  Take advantage of every moment we have and look forward to your tomorrows.
• Lisa Chilvers at Quest for Excellence UK: Couldn’t agree more… it’s a tough world out there! Be optomistic, but also realistic – there’s only so much we can achieve
• Stuart Anderson, Editor, EN Magazine: But what’s to be gained? While most people in business will be very understanding and supportive if you admit to having a hard time, won’t they also help you cope a bit better by telling everyone they know what a dreadful time you’re having, and thus quietly relieving you of all your pesky customers?
• Liz Moody, Director/Consultant at Engage & Align: There are two ways to look at this aren’t there – or maybe three types of people that will respond in different ways so perhaps it depends on your view of human nature. Some people need to hear that everything is ok because they like to maintain a facade of all is rosy and it helps to keep their own optimism up. Others will shy away from you if they sense a problem – they don’t want to be dragged down. The third group – those that will seek to help? Alas I fear the latter are a rarer breed….
• Sahar Farag,  management consultancy as in sales and marketing – with focus on branding: I believe that both are very important to the company. Marketing is the Company’s Soul whie Sales is the Blood running in terms of cash flow . The brain and the muscle.
  Being on the same page is better off for the business growth .
• Dr Vikram Venkateswaran: Sales feeds the engine every quarter, and Marketing helps sustain it. Its like Ying and Yan one cannot exist without the other.

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Here’s what people have been saying about our article about “PR disasters of our time: Rupert Murdoch and News International”.

• Vandana J Kuusinen, sales adviser: Very truely said, Its very easy in this world, As the publicity, mass media communication is where, the World gets it most of its News, a smallest slander, bad remark, can drastically affects peoples lives, It take years of hard work, to earn trust and reputation, it a fraction of minute one can loose it all.
  Unfortunate part is this, that some truely sincere people, also become a victim of it and it is irreparable to mend loss, Some journalist will go to any extent to get a good story, not realizing its drastic consequence and wide spread impact it causes !
• S Jenner, Environmental consultancy: Please stop this never ending waste of news time saga……….
  Why are we calling on elected members and highly experienced people to resign?? where is the learning culture okay we have made a mistake, apologise and move on. we only learn by making mistakes. why are we putting a holier than thou expectancy on all our public figures?? we all know that no one is perfect…. are you?? I doubt it.
  The public are not stupid and we all know that constant monitoring goes on on all our phones by the NSA, CIA MI5 etc ……… so would you call this phone hacking??
• Kevin Stirzaker, Director at KaeYeS Enterprises Limited: “The public are not stupid and we all know that constant monitoring goes on on all our phones by the NSA, CIA MI5 etc ……… so would you call this phone hacking??” – Different ball game and should NOT be confused with the indiscriminate activities currently in the limelight.
• S Jenner: I agree, mistakes have been made, and those who are responsible need accept the consequences; but if genuine apologies have been made there should be room for forgiveness. Let us move on with other important matters that the world is facing at this time.
• Kevin Stirzaker: Let me start with ‘I have no connections with the media at all’. While I find all the column inches and air time fascinating, I cannot help but wonder what has happened to all the staff that were employed at the NOTW. In a matter of days, they were unemployed, yet, were they all culprits. Of course they weren’t but they seem to have been sacrificed as a means to remediate a problem. And, I suspect the problem is more widespread anyway.
• S Jenner: I must agree with you Kevin on this. I believe also that all papers have probably dabbled in this area more than we know. Already the Guardian has apologised to Gordon Brown in relation to his son.
• Philip J Gwynne, The NAKED Marketing Company: We seem to be drifting off the subject here, folks.The point of my post was how quickly and easily an inappropriate phrase can wreck a company’s or an individual’s reputation, not about the morals of journalists (Which is probably worth a blog in its own right!)

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I am typically just an observer when it comes to blogs, but this truly made me desire to leave a comment. Great work – Johnny S, Nutrition and weight loss

Excellent programme which kept my interest and gave me all the basics I need. Very enjoyable – David C, University manager. 

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We asked: Sales v Marketing – which is more important for future business growth and success? Which is the subject of a FREE lunchtime “knowledge transfer session” on Thursday July 7, 12.30-1.30pm. Here’s what people have been saying:    

• Vandana J Kuusinen, Sales Advisor: Business solely depends on the brand awareness in the market, A potent Marketing is a must, without a solid marketing there is no ssales …therefore in Marketing the 4p are must – Product Positioning, Pricing, Promotions
  Product – What to sell
  Postioning- Where to sell
  Pricing -How much to sell for (value)
  Promotions-How to do it
  Marketing is the Process of Strategic Decision making, whereas Sales is the Physical section the whole.
• Mostafa Anwar , marketing & advertising, Egypt:  This field always depends on the creativity, professionalism and specialization in order to get good results, also the focus should be upon the owners of the companies more because most business owners do not know the amount and importance of that. Good marketing and sales marketing
• Kumar Ramachandran, Medico-Marketing Facilitator, India: It’s surprising, but many sales and marketing persons aren’t clear about the difference between a feature, advantage and a benefit. This lack of clarity is carried into their sales brochure which, as it is called a product brochure, presents features as benefits. I’ve seen this happen often.    
• Alexander Timario, construction professional: Marketing and Sales are always associated but it is true that it all starts with marketing wherein you are still studying and exploring your product or services, your market and how it behaves. The marketing strategy is developed in this phase where you actually learn how to innovate your introduction into business development techniques, penetrate the market, expand and sustain your share of it, promote your product or services while maintaining your position on top.  Let the good times roll and discover other emerging markets from your own niche. See if there are possible and promising joint ventures or partnerships that your capability can sustain. And buy what you sell and model it for your self for your clients to appreciate and see what you are promoting.And most of all, please be prepared to give something back to your clients who have always been supportive of your business. I hope I have shared something significant to your cause     
• John Rego, Rego Business Consultants, Greater New York City Area: When one mentions the outcomes for products it does foster a bigger positive impact on sales from my experience in pet supply retail. It is good if the results are accurate and true, also! They both go hand in hand feeding off each other and the two(2) branches are like the heart and brain in the human body being the most important forces in business that allow for the best overall health or future business growth and success.
• Michele Jones, Marketing and advertising specialist: I think it does depend on what you are selling and to who – I currently work for a woollen mill and although there is some basic product description (size, wool content, colour) most of the copy is about a perceived lifestyle or look for a room by using our fabrics. When I worked for an Education supply company being the product manager for a variety of science equipment it was all about the actual product features…size, weight, what it actually did…teachers don’t always appreciate you telling them how to teach. they just want cold hard facts about what they are getting for their money.   

• Ssantosh Mishra, marketing head, Mumbai, india: i honestly feel, before deciding on the importance of each, we shud understand our products needs as well. every product might not need marketing at times but a strong sales team and few product sells only through marketing. It majorly depends upon TG of the product. Decide a team only based on the product and you want to achieve target in a particular TG (Target audience).

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(About The NAKED Marketing Company) 5 star rating! …. and a pleasure to work with – Robert S, Commercial Manager                                    

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We posted a blog about the end of the Industry Cheque Guarantee Card Scheme on June 30, and how this might impact on businesses.  Here’s what people said…                

Derek Rocholl, hotelier: I haven’t been asked for a cheque guarantee card for at least 10 years and haven’t ever taken details off one in 7 years as a business owner. So I’m really not troubled by this at all. However the post did prompt me to think about what my most preferred method of receiving payment is. The conclusion I reached was that by far the best way to receive a payment is by postal order : If I get a postal order I know it is guaranteed for payment because I can take it to a post office and exchange it for cash, there is no clearance time, no banking charges, and no merchant acquiring commissions to pay.        

A lot quicker and cheaper than cheques          

Stephen, I would not worry too much about giving someone your account details. Banks have been used to protect your account for a long time and are pretty good at it (unlike protecting some of your other data). As long as you do not give out other personal information, such as your birth date, mothers maiden name, etc it should not pose an unacceptable risk. I have worked in the finance industry and I also have been on security courses and they conformed this.           

 -          Hi, all and many thanks for making this a lively discussion. I attended a presentation from the Payments Council the other day that offered some reassurance – there are NO PLANS TO GET RID OF CHEQUES until at least 2018… and then only if other payment methods are in place that are poplar and well used – Philip J Gwynne, the NAKED Marketing Company.