Blu's in stores. Your Opinion - Blu-ray Forum

tommyboy81 · 05-21-2008, 05:47 PM

Alright guys, I trying to get some opinions from you here. I've thinking for the past year now of opening my own store. Featuring Blu-ray movies along with PS3 games. Basically anything BR related. I have several reasons for doing this. One, I love movies and games. Second, I love Blu-ray and the PS3. Third, the big reason is that none of the stores here really care. There's no store here that puts an effort in promoting Blu. Like at Circuit City when they have Blu's on sale they throw it in a cardboard box and say here you go.

Now a lot of you shop at Amazon because you don't like shopping at BB, CC, etc.........

So my main question is, besides pricing. Why don't you like shopping in the stores. What would you like to see them do. Customer Service, Lack of titles, Not enough copies of the titles, Cool displays promoting it.

Psychonaut · 05-21-2008, 05:52 PM

This doesn't help you but sometimes I don't go to stores simply because I don't want to go to the store. It's easier to take 3 minutes during a mad posting session and order something than it is to put pants back on and go outside.

The stores tend to be more expensive, yes, which is another reason I rarely go.

Beta Man · 05-21-2008, 05:54 PM

good luck. None of those things cause me to, or not to shop at a store. Convenience and price will be the main driving force behind most consumers though.

I'd be curious as to what you would need for licensing agreements, etc.. and what the mark-up would be, as to whether you could stay afloat or not ( It's been stated that Best Buy etc. makes their money from service contracts, extended warranties, cables, big T.V.'s etc.... and they just tread water with media)

Beta Man · 05-21-2008, 05:55 PM

Quote:

Originally Posted by Psychonaut

It's easier to take 3 minutes during a mad posting session and order something than it is to put pants back on and go outside.

.

Read the rules.... no posting without your pants on!

tommyboy81 · 05-21-2008, 05:57 PM

Quote:

Originally Posted by Psychonaut

This doesn't help you but sometimes I don't go to stores simply because I don't want to go to the store. It's easier to take 3 minutes during a mad posting session and order something than it is to put pants back on and go outside.

The stores tend to be more expensive, yes, which is another reason I rarely go.

I understand completely.

It's like over here. There's a butt-load of stores and they expanded there sections but all they did was spread them out. No new titles. Same titles all the time except the new releases. I mean how many Blu titles are there? A heck of a lot more than what the stores have. CC, they had V but they only had 3 copies. Come on.

Psychonaut · 05-21-2008, 05:59 PM

It's hot.. and my A/C is broken... and my windows are painted shut... and I gave my floor fan to my sick mother... yeah, that's it.

tommyboy81 · 05-21-2008, 06:01 PM

Quote:

Originally Posted by Beta Man

good luck. None of those things cause me to, or not to shop at a store. Convenience and price will be the main driving force behind most consumers though.

I'd be curious as to what you would need for licensing agreements, etc.. and what the mark-up would be, as to whether you could stay afloat or not ( It's been stated that Best Buy etc. makes their money from service contracts, extended warranties, cables, big T.V.'s etc.... and they just tread water with media)

I've been curious if Amazon helps people do there own stores. I know you can do a on-line thing but don't know about this. I just what to provide excellent customer service. Get the word out that this is the best things you can get. Midnight releases. Have a little lounge area where theres a good movies playing. Maybe a gaming tournaments. Because I don't see that here anymore

DetroitSportsFan · 05-21-2008, 06:01 PM

For me, it's mostly a price issue.

I knew a guy who owned a video store for several years. He made a few dollars on each DVD sold, and did fairly well. The problem was that Best Buy started using DVDs as "loss leaders", meaning that they are priced under the store's cost. Of course since he only carried DVD, VHS, and LD business started to suffer since he couldn't match those rock-bottom prices.

He closed the store about two years ago, and stated making real money - he opened a porn video/toy store.

tommyboy81 · 05-21-2008, 06:01 PM

Quote:

Originally Posted by Psychonaut

It's hot.. and my A/C is broken... and my windows are painted shut... and I gave my floor fan to my sick mother... yeah, that's it.

Sorry man. I really am.

tommyboy81 · 05-21-2008, 06:03 PM

Quote:

Originally Posted by DetroitSportsFan

For me, it's mostly a price issue.

I knew a guy who owned a video store for several years. He made a few dollars on each DVD sold, and did fairly well. The problem was that Best Buy started using DVDs as "loss leaders", meaning that they are priced under the store's cost. Of course since he only carried DVD, VHS, and LD business started to suffer since he couldn't match those rock-bottom prices.

He closed the store about two years ago, and stated making real money - he opened a porn video/toy store.

Yeah theres a good bit of those here to. You mind opening one of those up to. To provide some special customer service.

Psychonaut · 05-21-2008, 06:19 PM

Quote:

Originally Posted by tommyboy81

Sorry man. I really am.

I was firing back at Beta-Man but got ninjad

camper · 05-21-2008, 06:24 PM

Quote:

Originally Posted by tommyboy81

Have a little lounge area where theres a good movies playing. Maybe a gaming tournaments. Because I don't see that here anymore

If it used to exist and it no longer does, it is absolutely VITAL that you find out why places that used to do this are no longer in business.

Perhaps these 'hang out' shops became true hangouts, where people came to suck up free air conditioning and relax on the comfy furniture and watch movies without spending a dime.

I don't see many comic shops anymore, but I know quite well why they aren't around--they didn't make enough to pay the rent.

Unless you're offering something truly unique that cannot be found elsewhere, I would make sure you do your homework before trying to do this. Can you offer cheaper prices on new releases than Walmart, Circuit City, Gamestop, or Best Buy--all of whose buying power far surpasses your own?

I'm not saying you can't or won't succeed, I'm just saying that it's going to take more than simply raising the cash to open your store if you're going to succeed.

~Camper

WickyWoo · 05-21-2008, 06:25 PM

Opening a retail location for video sales, especially with a limited market like Blu is pure suicide. You can't discount past Best Buy or WalMart and still pay the rent.

Dave's Video had to close in LA, and LaserBlazer is only hanging on because they absorbed Dave's customer base, in the middle of the moviest town on earth.

Quote:

I've been curious if Amazon helps people do there own stores. I know you can do a on-line thing but don't know about this. I just what to provide excellent customer service. Get the word out that this is the best things you can get. Midnight releases. Have a little lounge area where theres a good movies playing. Maybe a gaming tournaments. Because I don't see that here anymore

Amazon allows you to take commissions on sales you send them. They are not in the business of supplying retail stores. To open up an account with most distributors, you need to place at least a $5000 order (for EACH distributor), or you need to further dilute your margin by going to a local distributor

PNF · 05-21-2008, 06:30 PM

Well, I have no experience in opening a video store, but I think it would be tough for you, especially there is a CC/BB/Walmart/Costco within 20 minutes drive of where you are, even if you offer great local-store-customer-service, which would take quite a bit of time to develop.

The question then becomes

1) can you stay afloat during the first stage when you are just starting out.

2) can you really beat out the customer service offered by Amazon? (I will use an example later)

3) Can you price match or even do better? If you can, you probably have to compensate your revenue through quantity <--- then, can you out-sell the big brick and mortar stores?

4) BD is still considered a luxury to a lot of people. Heck, I been seeing more and more TV goign digital for those who need a coupon to buy a converter or something.

service from Amazon is excellent and with the gas these days, if I can receive the item quickly/promptly without having to dress up and drive, I'd get it from Amazon. AND Amazon is cheaper in most cases.

Amazon also have amazing refund policies and services. I just returned 2 controllers that I ordered by mistake. I opened them up as well! I called up Amazon, told them that I do not wish to keep the controllers and the operator issused a refund and even apologized that they didnt get my business!

I received my refund the Next MORNING as credit on my Credit card.

So, doing the numbers right now, I am not too sure how you could stay afloat if you open just a BD store.

Not to mention, we havent even really mentioned competitors such as blockbuster/holleywood video, gamestop, EBgames etc.

Unless you have some great idea up your sleeve, number wise, I am not too sure how it would work out. I'm a financial analyst, and i just look at the numbers.

Good Luck though.

PS. I was a fan of supporting local stores, but then I realized, I gotta pay the mortgage and expenses... and amazon and other sites (such as half.com/paypal) do offer pretty good service, so I dont buy a lot of movies in stores anymore at all.

I even got my TV online and the TV arrived in 4 DAYS!! (ordered on Friday and got it on Tuesday!)

tommyboy81 · 05-21-2008, 06:31 PM

Quote:

Originally Posted by WickyWoo

Opening a retail location for video sales, especially with a limited market like Blu is pure suicide. You can't discount past Best Buy or WalMart and still pay the rent.

Dave's Video had to close in LA, and LaserBlazer is only hanging on because they absorbed Dave's customer base, in the middle of the moviest town on earth.

Amazon allows you to take commissions on sales you send them. They are not in the business of supplying retail stores. To open up an account with most distributors, you need to place at least a $5000 order (for EACH distributor), or you need to further dilute your margin by going to a local distributor

How long was Dave's opened? And how long has LaserBlazer been opened?"

PNF · 05-21-2008, 06:39 PM

After a negative post, I'll post something positive.

Instead of opening a store purely selling BDs, maybe you want to focus your store on more of enjoyment-oriented, where you would put a large projector screen for people to sit in and watch BD and show case their real quality?

then, maybe offer some type of casual/easy to prepare lounge food/drinks/snacks. (this is also where you will make a little bit money back to compensate. Soft Drinks/popcorns/snacks have the highest margin) So, offering soft-drink/snack with purchase of BD or something, then this is where you will get your money back)

Then, at the same time, you offer everything Blu, meaning, BD movies, PS3, BD players, or etc.

So, in that sense, you are showing some classic re-make movies in store on BD, to show people why they should UPGRADE their DVD collection to BD collection!

Offer some sort of Trade-in for same DVD for BD type of deal or something, then maybe, you can re-sell those DVDs online by mass posting them on half.com. (they charge very little commission and compensate you $2.99 for shipping)

BTW, BD = luxury, so if a BD-only or related store, your store has to be high-end in terms of interior design, atmosphere, equipment, etc <--- all of which adds up to quite a bit of sum.

I dont know, you have to offer soemthing different and maybe free full-movie viewing every weekend.

Remember, you are then targeting a different kind of customer.

I just dont think the target of "people who dont want to go to BB/CC based on price" is the right one.

tommyboy81 · 05-21-2008, 06:51 PM

Quote:

Originally Posted by tommyboy81

Alright guys, I trying to get some opinions from you here. I've thinking for the past year now of opening my own store. Featuring Blu-ray movies along with PS3 games. Basically anything BR related. I have several reasons for doing this. One, I love movies and games. Second, I love Blu-ray and the PS3. Third, the big reason is that none of the stores here really care. There's no store here that puts an effort in promoting Blu. Like at Circuit City when they have Blu's on sale they throw it in a cardboard box and say here you go.

Quote:

Originally Posted by tommyboy81

I've been curious if Amazon helps people do there own stores. I know you can do a on-line thing but don't know about this. I just what to provide excellent customer service. Get the word out that this is the best things you can get. Midnight releases. Have a little lounge area where theres a good movies playing. Maybe a gaming tournaments. Because I don't see that here anymore

Thats kind of what I was getting at. Movies playing. Games. Have customers come in and relax, have a good time. The CC, BB, and WMs over here don't provide any of that. Hell you can't really find te Blu-rays around here. There hiding, trying to still sell DVD's. I can't just open up a store and put a Grand Opening sign and say there we go. Advertisement is a big thing. Newspapers, Flyers, just things to get people's attention. Then when you get them in there they're going to ask questions. And unlike other store employee's we're not going to say I don't know. Each store here contains a little over 60 titles and around 40 games. You want the customer to come in to find that special movies or game that they couldn't find anywhere else. Ges them to come back and shop again There's people out there that don't know that there PS3 can play BR's.

Basically I'm big on customer service. In the work place I work work in it's a must. It keeps them coming back. Our prices sometimes is double WMs. It's a 1 min drive from the two places and they still come back why? Because on Customer Service

Quote:

Originally Posted by PNF

After a negative post, I'll post something positive.

Instead of opening a store purely selling BDs, maybe you want to focus your store on more of enjoyment-oriented, where you would put a large projector screen for people to sit in and watch BD and show case their real quality?

then, maybe offer some type of casual/easy to prepare lounge food/drinks/snacks. (this is also where you will make a little bit money back to compensate. Soft Drinks/popcorns/snacks have the highest margin) So, offering soft-drink/snack with purchase of BD or something, then this is where you will get your money back)

Then, at the same time, you offer everything Blu, meaning, BD movies, PS3, BD players, or etc.

So, in that sense, you are showing some classic re-make movies in store on BD, to show people why they should UPGRADE their DVD collection to BD collection!

Offer some sort of Trade-in for same DVD for BD type of deal or something, then maybe, you can re-sell those DVDs online by mass posting them on half.com. (they charge very little commission and compensate you $2.99 for shipping)

BTW, BD = luxury, so if a BD-only or related store, your store has to be high-end in terms of interior design, atmosphere, equipment, etc <--- all of which adds up to quite a bit of sum.

I dont know, you have to offer soemthing different and maybe free full-movie viewing every weekend.

Remember, you are then targeting a different kind of customer.

I just dont think the target of "people who dont want to go to BB/CC based on price" is the right one.

PNF · 05-21-2008, 07:01 PM

Also, here is a universal truth, especially NOW through the next year or 2.

Everything will come down to price eventually, REGARDLESS of how good your customer service is!

It is sad, but it is true. Just be prepared to account for this, that is all.

But I would say, I would definitely go check a local store out if they have a huge 100" projector screen room for people to check out the BDs that they are on the border-line of purchasing, especially when I dont have a 100" viewing screen at home and the sound.

So, in a sense, you would want to have some sort of theater/beverage/snack set up, and feature/show case some of the classic movies in BD. You may also showcase some of the best quality BDs such as say, Casino Royale, Narnia, etc.

you get the idea.

But just keep in mind, whatever you have. Count on the TANGIBLES, not Intangibles such as Customer service.

Intangible always come second.

By experience, repeat business generated by good customer services is harder and harder to determine nowadays.

PS. It also depends what city you're in. If you're in NYC (where space is limited, yea, I can see this 100" screen show case stand out), but if you're in an area where people have to travel afar to get to your store (unless you're beside a huge mall or something), then, it'd be tough.

Anyway, good luck.

BStecke · 05-21-2008, 07:06 PM

The biggest things that I look for when I go into a store are a) Is everything arranged so that I can find what I'm looking for, if something specific; b) I want to get in and out. If the store is running promos, there's nothing I hate more than having to stand around while the person ringing me out figures out what they're doing on the fly, or having to ask other people what they're supposed to do; c) price (obviously). I'll spend, at most, 4 dollars more in a store just to get a product then and there as opposed to saving a few bucks and ordering online. If a store will price match online, such as I've gotten Best Buy to do, even better. I also am a fan of loyalty programs, ie Reward Zone. While their program isn't a huge return on investment, it's better than nothing.

Also, in general, I like going to stores where the people working there are obviously fans of their wares. I used to go to a comics shop where the owner obviously knew NOTHING about comics, so if I wanted to know something, he was worthless. I generally like to go to a store with all the knowledge I need in order to make an informed decision, but if I have a question, I'd like an answer, and preferably from somebody who has some personal interest in the product and isn't just going on specs or hearsay.

tommyboy81 · 05-21-2008, 07:09 PM

Savannah is growing big time. Everybody is crowded up in one area. There's really no form of entertainment. Except the mall.

I've seen and delt with every customer you can think of. Trust me. Grocery Bussiness for 6+ years here in this town. I've seen it.

The food thing is not a bad idea. And didn't think of trading in like National Treasure DVD for the BR thing.

Thanks.

05-21-2008, 05:47 PM	#1
tommyboy81 Blu-ray Count Member since:Oct 2007 Location:Savannah, GA Home Theater Gallery:17 Blu-ray collection:93 Blu-ray reviews:3 Trading Score:2	Blu's in stores. Your Opinion Alright guys, I trying to get some opinions from you here. I've thinking for the past year now of opening my own store. Featuring Blu-ray movies along with PS3 games. Basically anything BR related. I have several reasons for doing this. One, I love movies and games. Second, I love Blu-ray and the PS3. Third, the big reason is that none of the stores here really care. There's no store here that puts an effort in promoting Blu. Like at Circuit City when they have Blu's on sale they throw it in a cardboard box and say here you go. Now a lot of you shop at Amazon because you don't like shopping at BB, CC, etc......... So my main question is, besides pricing. Why don't you like shopping in the stores. What would you like to see them do. Customer Service, Lack of titles, Not enough copies of the titles, Cool displays promoting it.

05-21-2008, 07:06 PM	#19
BStecke Blu-ray Knight Member since:Jun 2007 4K collection:182 Blu-ray collection:567 DVD collection:1 Digital collection:1 iTunes collection:1 Blu-ray reviews: 1 Trading Score:6	The biggest things that I look for when I go into a store are a) Is everything arranged so that I can find what I'm looking for, if something specific; b) I want to get in and out. If the store is running promos, there's nothing I hate more than having to stand around while the person ringing me out figures out what they're doing on the fly, or having to ask other people what they're supposed to do; c) price (obviously). I'll spend, at most, 4 dollars more in a store just to get a product then and there as opposed to saving a few bucks and ordering online. If a store will price match online, such as I've gotten Best Buy to do, even better. I also am a fan of loyalty programs, ie Reward Zone. While their program isn't a huge return on investment, it's better than nothing. Also, in general, I like going to stores where the people working there are obviously fans of their wares. I used to go to a comics shop where the owner obviously knew NOTHING about comics, so if I wanted to know something, he was worthless. I generally like to go to a store with all the knowledge I need in order to make an informed decision, but if I have a question, I'd like an answer, and preferably from somebody who has some personal interest in the product and isn't just going on specs or hearsay. Last edited by BStecke; 05-21-2008 at 07:08 PM.

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05-21-2008, 05:52 PM	#2
Psychonaut Blu-ray Samurai Member since:Apr 2008 Location:Second left after Wal-Mart Blu-ray collection:111	This doesn't help you but sometimes I don't go to stores simply because I don't want to go to the store. It's easier to take 3 minutes during a mad posting session and order something than it is to put pants back on and go outside. The stores tend to be more expensive, yes, which is another reason I rarely go.

05-21-2008, 05:54 PM	#3
Beta Man Moderator Top contributor Member since:Jan 2008 Location:Juuuuuuuust A Bit Outside.... Home Theater Gallery:4 Blu-ray collection:268 Blu-ray reviews: 18 Trading Score:25	good luck. None of those things cause me to, or not to shop at a store. Convenience and price will be the main driving force behind most consumers though. I'd be curious as to what you would need for licensing agreements, etc.. and what the mark-up would be, as to whether you could stay afloat or not ( It's been stated that Best Buy etc. makes their money from service contracts, extended warranties, cables, big T.V.'s etc.... and they just tread water with media)

05-21-2008, 05:59 PM	#6
Psychonaut Blu-ray Samurai Member since:Apr 2008 Location:Second left after Wal-Mart Blu-ray collection:111	It's hot.. and my A/C is broken... and my windows are painted shut... and I gave my floor fan to my sick mother... yeah, that's it.

05-21-2008, 06:01 PM	#8
DetroitSportsFan Hot Deals Moderator Top contributor Member since:Aug 2007 Location:Michigan 4K collection:439 Blu-ray collection:2226 Trading Score:93	For me, it's mostly a price issue. I knew a guy who owned a video store for several years. He made a few dollars on each DVD sold, and did fairly well. The problem was that Best Buy started using DVDs as "loss leaders", meaning that they are priced under the store's cost. Of course since he only carried DVD, VHS, and LD business started to suffer since he couldn't match those rock-bottom prices. He closed the store about two years ago, and stated making real money - he opened a porn video/toy store.

05-21-2008, 06:30 PM	#14
PNF Expert Member Member since:Mar 2008 Location:Philly Home Theater Gallery:1 Blu-ray collection:87 Blu-ray reviews:1 Trading Score:41	Well, I have no experience in opening a video store, but I think it would be tough for you, especially there is a CC/BB/Walmart/Costco within 20 minutes drive of where you are, even if you offer great local-store-customer-service, which would take quite a bit of time to develop. The question then becomes 1) can you stay afloat during the first stage when you are just starting out. 2) can you really beat out the customer service offered by Amazon? (I will use an example later) 3) Can you price match or even do better? If you can, you probably have to compensate your revenue through quantity <--- then, can you out-sell the big brick and mortar stores? 4) BD is still considered a luxury to a lot of people. Heck, I been seeing more and more TV goign digital for those who need a coupon to buy a converter or something. service from Amazon is excellent and with the gas these days, if I can receive the item quickly/promptly without having to dress up and drive, I'd get it from Amazon. AND Amazon is cheaper in most cases. Amazon also have amazing refund policies and services. I just returned 2 controllers that I ordered by mistake. I opened them up as well! I called up Amazon, told them that I do not wish to keep the controllers and the operator issused a refund and even apologized that they didnt get my business! I received my refund the Next MORNING as credit on my Credit card. So, doing the numbers right now, I am not too sure how you could stay afloat if you open just a BD store. Not to mention, we havent even really mentioned competitors such as blockbuster/holleywood video, gamestop, EBgames etc. Unless you have some great idea up your sleeve, number wise, I am not too sure how it would work out. I'm a financial analyst, and i just look at the numbers. Good Luck though. PS. I was a fan of supporting local stores, but then I realized, I gotta pay the mortgage and expenses... and amazon and other sites (such as half.com/paypal) do offer pretty good service, so I dont buy a lot of movies in stores anymore at all. I even got my TV online and the TV arrived in 4 DAYS!! (ordered on Friday and got it on Tuesday!)

05-21-2008, 06:39 PM	#16
PNF Expert Member Member since:Mar 2008 Location:Philly Home Theater Gallery:1 Blu-ray collection:87 Blu-ray reviews:1 Trading Score:41	After a negative post, I'll post something positive. Instead of opening a store purely selling BDs, maybe you want to focus your store on more of enjoyment-oriented, where you would put a large projector screen for people to sit in and watch BD and show case their real quality? then, maybe offer some type of casual/easy to prepare lounge food/drinks/snacks. (this is also where you will make a little bit money back to compensate. Soft Drinks/popcorns/snacks have the highest margin) So, offering soft-drink/snack with purchase of BD or something, then this is where you will get your money back) Then, at the same time, you offer everything Blu, meaning, BD movies, PS3, BD players, or etc. So, in that sense, you are showing some classic re-make movies in store on BD, to show people why they should UPGRADE their DVD collection to BD collection! Offer some sort of Trade-in for same DVD for BD type of deal or something, then maybe, you can re-sell those DVDs online by mass posting them on half.com. (they charge very little commission and compensate you $2.99 for shipping) BTW, BD = luxury, so if a BD-only or related store, your store has to be high-end in terms of interior design, atmosphere, equipment, etc <--- all of which adds up to quite a bit of sum. I dont know, you have to offer soemthing different and maybe free full-movie viewing every weekend. Remember, you are then targeting a different kind of customer. I just dont think the target of "people who dont want to go to BB/CC based on price" is the right one.

05-21-2008, 07:01 PM	#18
PNF Expert Member Member since:Mar 2008 Location:Philly Home Theater Gallery:1 Blu-ray collection:87 Blu-ray reviews:1 Trading Score:41	Also, here is a universal truth, especially NOW through the next year or 2. Everything will come down to price eventually, REGARDLESS of how good your customer service is! It is sad, but it is true. Just be prepared to account for this, that is all. But I would say, I would definitely go check a local store out if they have a huge 100" projector screen room for people to check out the BDs that they are on the border-line of purchasing, especially when I dont have a 100" viewing screen at home and the sound. So, in a sense, you would want to have some sort of theater/beverage/snack set up, and feature/show case some of the classic movies in BD. You may also showcase some of the best quality BDs such as say, Casino Royale, Narnia, etc. you get the idea. But just keep in mind, whatever you have. Count on the TANGIBLES, not Intangibles such as Customer service. Intangible always come second. By experience, repeat business generated by good customer services is harder and harder to determine nowadays. PS. It also depends what city you're in. If you're in NYC (where space is limited, yea, I can see this 100" screen show case stand out), but if you're in an area where people have to travel afar to get to your store (unless you're beside a huge mall or something), then, it'd be tough. Anyway, good luck.

05-21-2008, 07:09 PM	#20
tommyboy81 Blu-ray Count Member since:Oct 2007 Location:Savannah, GA Home Theater Gallery:17 Blu-ray collection:93 Blu-ray reviews:3 Trading Score:2	Savannah is growing big time. Everybody is crowded up in one area. There's really no form of entertainment. Except the mall. I've seen and delt with every customer you can think of. Trust me. Grocery Bussiness for 6+ years here in this town. I've seen it. The food thing is not a bad idea. And didn't think of trading in like National Treasure DVD for the BR thing. Thanks.

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