Notesale: Turn your study into money

Document Preview

Extracts from the notes are below, to see the PDF you'll receive please use the links above

---

Marketing Plan
Keep It Fresh

By
Francine Kanyana, 448867
Dorina Ardelean , 451806
Aysel Jabrayilova, 454308
Yasmina Mohy, 430200
Xenia Cherney , 443898

1
April, 2017

Contents
Executive summary
...
5
Marketing Audit
...
7
Microenvironment Analysis
...
8
Marketing Objectives
...
9
Strategic objectives
...
9
Positioning
...
11
Perceptual Map
...
12
Marketing mix
...
13
New product development process
...
13
Brand
...
15
5 C’s of pricing
...
15
Pricing strategy
...
16
Promotional Techniques
...
18
Channel selection
...
18
Managing the distribution channel:
...
20
Fig
...
1 “The application aspect”
...
1
...
21
Fig
...
3 “Porter’s Five Forces”
...
2 “PEEST Analysis”
...
3 “Consumer segmentation variables”
...
4 “Total Costs”
...
4 “Market segments”
...
1
...
26
Fig 1
...
27
Fig 1
...
28
Fig 1
...
28
Appendix B – Survey
...
39

3
April, 2017

Executive summary
The problem
Nowadays, the food wastage is a horrendous problem that people have to deal with
...

It is a well-known fact that a lot of students, busy families and young professionals have problems
with time management; therefore they cannot always eat a healthy diet
...
Consequently, a brainstorm was effectuated, regarding possible solutions
for the identified problem
...
Keep it Fresh is an application that tracks the expiration dates of user’s
food, provides them with recipes according to the available ingredients and helps customers to save
time and money
...
Color-coded system will be used to indicate the level
of freshness of the product
...
The service offers efficient
features and a minimalistic design, which makes “Keep It Fresh” attractive to the users and allows
customers to easily use it
...
In addition, the direct and indirect competitors, SWOT analysis, macro and micro
environment were examined for positioning “Keep It Fresh” in the food market
...
3 billion tons of food is wasted each year, which also represents a
meaningful waste of money, around $100 billion per year
...

Moreover, pursuant to an independent research, conducted by our team, it has been found that nearly
63% of surveyed people tried to come up with a solution to reduce food wastage and 76% are
willing to use a service that can solve this problem
...


The conclusions
Food wastage represents a serious problem in regards to the environment
...
This service differs from
others, it scans the ingredients and when they expire the customer receives a special notification
with a recipe for the product in question, suggesting the best way of using this product
...
Because of its uniqueness and
efficiency it is expected to be a successful product on the market
...

4
April, 2017

Business Mission and Strategy
Nowadays, with the hectic agendas and full-time consuming jobs, it is difficult to maintain
organized evidence on the bought food ingredients
...
According to a research only in UK about 25% of all purchased food and
drinks are wasted (Banbury, 2008)
...
The company’s mission is to
make the world more sustainable through raising awareness of environment resources wastage
...

The competitive strategy of EcoLife is the differentiation leader strategy
...
In respect to that, EcoLife comprehends three wide
segments of the industry to focus its marketing efforts on
...
EcoLife provides its customers with highly differentiated services
that fulfill their needs in a more efficient and productive way
...
It represents an innovative solution to daily waste in terms of time, money and alimentary
ingredients
...
The market targets are distinguished by the psychographic, demographic and
behavioral characteristics
...
Regarding the age trait,
individuals under the age of 35 are more likely to be attracted by high tech services such as Keep It
Fresh
...

In concordance with the differentiation leader strategy, Keep It Fresh is an innovative application
that provides an improved service of saving food
...
1
...
This application will be available on every smartphone
...
Two already existing technologies will differentiate the app: scanning
barcode on the product and the expiration date
...
The features that make Keep It Fresh unique
and constitute its competitive advantages are the ability to provide the customer with the updated
information regarding the expiration date of their food, the availability of the various recipes options
as well as keeping the app synchronized across all the user’s devices
...
The main value of the company will be to build strong relationship with
users through providing a qualitative service
...
The “Musthaves” features are for the case when the scanner doesn’t work
...
After downloading the database offered by the app, it does not require the Internet
connection
...
Minimalistic and elegant
design makes the app easy to use
...
In case a
product does not have a bar code or expiration date, users can get information from the database that
the app provides
...
Moreover, the food
status is color coded (red for expired, yellow means little time left before expiration date, green for
fresh)
...

EcoLife operates within the alimentary industry
...
The
competitive market is compounded of direct and indirect competitors
...
Since the economy
continues to grow, the income level rises, thus restaurant services will become more affordable for
the average consumer, and as a consequence the domestic food consumption will be substituted with
going out
...
Furthermore,
Supermarket “Jumbo”, is also kept into consideration as an indirect competitor due to the
introduction of an app which scans the product directly from the fridge and allows the customer to
order the same products online
...
The effective area over
which EcoLife and other firms, of the same industry, compete for a very short-run is the Rotterdam
city
...
For more detailed description about
short-run, medium- run and long-run geographical competition scope see Appendix A Table 1
...

For the industry analysis the “Porter’s Five Forces” framework was used
...
1
...
Examining the alimentary industry, in respect to its
innovative technological aspect, could be observed that for Keep It Fresh there is a high threat of
new entrants mainly due to lack of entry barriers
...
Suppliers’
bargaining power equals zero, as the app provides a service rather than a manufactured product
...
As it was previously mentioned,
potential substitutes could be considered the restaurants, considering future economic perspectives,
but for now the threat of substitutes is low
...
According to Porter’s Five Forces, it could be
seen that the industry competition is moderate to high
...
e
...
Related to the indirect competitors, one of the main
strength could be considered that they provide a more palpable service (i
...
supermarkets selling
actual products via different apps) and that they became indispensable for customers since
supermarkets represent one of the principle ways of getting food
...
For the short run, most likely these big players will not react to Keep It Fresh service;
6
April, 2017

however, in the long run, while extending the app by providing online shopping to customers for
their necessary ingredients from different stores, they might react by inventing a similar application
with some innovative elements personalized for their stores
...

The customers are at the heart of the company, and all company’s services are for accomplishing,
and even predicting in a smart way their actual and future needs
...
Essentially, by looking at the company’s SWOT analysis, it can be determined how to deal
with its weaknesses, turn threats to opportunities and then to strengths
...
In the actual technological and capitalistic world, every minute is important, and every
dollar spent should bring a profit
...
Keep It Fresh is designed to provide its customers with these two services
...
Two-income families have less time to check the freshness of each and every product, so
obviously they would look for the easiest ways to do it
...
The introduction of new technology could make this app
obsolete
...
Predicting new
technologic trends will also be a part of the IT team
...

From another view, many users are inclined to think that all food applications are the same, which
can challenge the application to stand out in the crowd of competition
...
Another problem Keep It Fresh
may face is finding the investors
...

Keep It Fresh is in its introduction stage and is targeting a growing marketing segments; this will
lead to high returns
...
Cross-platform synchronization is another feature meant
for fast navigating
...
Once synched, their product list will be available from any computer or tab that
has the app in it
...

Since EcoLife is a new company, it does not have a solid market image and thus heavy promotion
will be needed
...
Another problem that EcoLife will face is unwillingness of certain part of the target
audience to pay for the app
...


Microenvironment Analysis
Regarding the microenvironment, forces that affect the company as well as other actors are of
utmost importance
...
Since this is a
technological application, recipes will be updated regularly unlike hard copy recipe books, which
are provided within supermarkets
...
Moreover, a PEEST analysis is conducted to
provide an overview
...
5% in the last three
months of the year 2016 (Ferreira, 2017)
...

Therefore, it is entirely important to make this application affordable due to the fact that the majority
of the students are facing budget constraints
...

Ecological: With the Keep It Fresh application, EcoLife strives towards a more environmentally
friendly future, which corresponds to the business mission statement
...
The recipes should be applicable for everyone and not excluding
people with different eating habits i
...
vegetarians, vegan, and lactose intolerant
...
e
...


Consumers
Considering the buying process, five main roles will be identified starting off with the
initiator
...
Followed by the influencers,
whose role is persuading others to use the service, these individuals already have experience with
Keep It Fresh and usually attempt to inflict the choice criteria on the decider, which leads to the
third role, deciders, who has a certain type of power and financial authority as the term “decider”
already indicates, those individuals have the choice to either buy Keep It Fresh or neglect it
...
This term is used when an
individual actively uses the service
...
EcoLife has identified that the targeted segments have a busy life and in order to help
them to reduce food wastage as well as save money, the consumers will be aware of their problem
and gather information about the product which leads to the second step; information search
...
Followed by the evaluation of alternatives, this is when the competitors show up
in picture
...

After coming to a conclusion to opt for Keep It Fresh, the fourth stage is the purchase one
...
As a company, it is needed to keep emphasizing on
why the service is the most efficient
...

Extended problem solving is the most relevant term to use for Keep It Fresh
...
Two criteria will dominate while engaging with the services
...
EcoLife made it as simple as possible for the consumers to use the service
...
The service is reliable in the sense
8
April, 2017

that it guarantees the consumers to fully depend on the service to avoid food wastage
...
The next criterion is economic one which revolves around cost
...


Marketing Objectives
Strategic thrust
The company aims to penetrate the market by increasing user rates
...
To make the app more engaging with the users,
a social platform will be created where users can communicate with each other, share their
experiences and provide the company with feedback
...
To attract new markets, the company will start
collaboration with bloggers, this way creating a symbiosis, whereby allowing the bloggers to share
their recipes with the users, in return the app will be promoted via bloggers’ sites
...

These days, people are becoming increasingly conscious about their eating habits but they do not get
enough support to keep a healthy lifestyle
...
This way
Keep It Fresh will be entering a new market with an improved product
...
Therefore, the main objective is the
market share
...
Since the application is a new product for the company entering a
moderate to high competitive market, there is expected that in the beginning the market share will be
low
...
In case the targeted market growth rate starts to slow down, the
goal still remains to keep a high market share, so in this case Keep It Fresh could turn into a cash
cow
...

As Keep It Fresh is at its introductory stage the brand is not very known
...
This is due to a moderate to
high competition on the market and need of people first to become familiar with the application
before they start using the app
...
Doing the
segmentation and targeting, the customers could be reached more efficiently and effectively
...
3, which displays the
variables that are essential in identifying the segments to concentrate product’s marketing efforts on
...
In order to see more details about how
these segments were obtained by applying general segment equation which is explained below,
please see Appendix A Fig
...
4
...
+ (2) Psychographic var
...
+ [(4) Constants]}
The indicated general formula for identifying a concrete segment is obtained by combining
behavioral, psychographic and profile variables
...
However, there are some constant figures in the formula, which means that these values are
valid for all the segments
...
There is also provided a formula for constants,
since we have them from different segmentation variables types
...
4
...
= Benefits + Readiness stage
...
= Lifestyle+ Social class
(3)
Profile var
...
By looking at various segments that have been derived, it is
easier to measure users and make sure Keep It Fresh meets their requirements
...

To target the market, EcoLife uses differentiated market strategy as it is intended to attract all the
segments mentioned above
...

Despite the fact that the main product remains the same for every segment, our customer service will
concentrate on the specific requirements of the segments
...

1
...
This strategy will gain market share through perceived quality or cost
savings and create loyalty from consumers
...
Effective allocation of resources-By segmenting users based on specific needs and adopting a
differentiated market strategy, the company's decision-makers can better identify marketing goals
and distribute limited resources required to accomplish the goals
...


10
April, 2017

Positioning
Competitiveness & marketing objectives
The main purpose of the service that this application is providing is to save food before it goes to
waste
...
The motive behind choosing student audience is due to the idea that
university students tend to live a busy life, which most probably means that keeping up to the
expiration date of food is not one of their main priorities; moreover, they face financial constraints
...
Students
are just a small segment of a larger audience
...
The second target market is the fulltime workers which includes busy
families and young professionals
...
Furthermore, it provides a large variety of easy recipes
...

Although the demographic markets being targeted might differ, the common denominator is their
common lifestyle represented by busy agendas
...
Keep It Fresh revolves
around diversification as it is entering a new market
...

One of the strengths of “Keep It Fresh” is the ability to personalize recipes for each user
...
1% of the participants have strong preference for digitally
recipes over book recipes, which deducted into the need of this feature that will add customer value
...


Perceptual Map
Reasoning about product positioning, with respect to quality and prices, the perceptual map is the
main tool used to position Keep It Fresh within the market
...

None of those applications provides recipes to the users or has the option to scan a product
...
This is because it
is a new product operating into a moderate to highly competitive market
...

It is expected that the customer service rate of Keep It Fresh will be high
...
2% of people are very strongly motivated to start reducing the food wastage, 75
...
2% think that Keep It Fresh
could be helpful
...
The customer service rate will serve as an indicator of the
usefulness as well as the importance of the app to the customer
...

As shown in perceptual map, Keep It Fresh is positioning itself on a niche of customizable
moderately priced services
...
However, maintaining apps low price means certain limit in granted
11
April, 2017

service
...
In relation to their
position on a market Keep It Fresh will attract customers by providing more varied service
...
This will allow Keep It Fresh to appeal to customers who want more personalized
approach but are not ready to pay suggested price for Expiry Alert Biz
...
6% are willing
to
pay
higher
prices
...
10 Perceptual map for direct competitors

Fig 1
...
9 shows the position of Keep It Fresh in relation to its indirect competitors
...
Consumers are bound to product range available in the store of app
distributor
...


Product
Marketing mix
The marketing mix is based on the product, place, promotion, and price
...
Reasoning upon place, the app will be available via Google Play, App store and
Amazon
...
With respect to price, the application is positioned as a high quality, low price service as
shown on the perceptual map
...
An
intangible good is a service that does not have a physical nature however, not all services are an
intangible
...
However,
the app cannot be called nor a pure service nor a pure good
...
The perishability is also characteristic to Keep It Fresh since after its downloading
it cannot be stored for the future consumption and also because since it is a service it can’t be stored
for a future selling
...

One of the challenges that could be experienced is adaption
...
Moreover, customers also need to adapt to use
this app on a daily basis till they will make a habit out of it
...
Furthermore, the key element that differentiates Keep It
Fresh from other services is the implementation of recipes within the application
...
Individuals have different taste in food and therefore it
might be complicated to enhance all recipes based upon favorability
...
This
network will build some sort of relationship among the users but also a constructive feedback for the
app administrators
...
There is a probability
that in the beginning period “Keep It Fresh” will not be able to generate appropriate demand at a
price that will bring profit for the startup company
...
These problems could be managed respectively by
trying to find sponsors and conducting periodic market surveys which will help in figuring potential
customers’ preferences and create an appropriate promotion and app features
...


Product differentiation
The most important core benefit of the application is its most distinctive feature, the ability to
provide customers with updated information about the expiration date of their food
...
Customers are namely
able to personify the range of recipes that the app offers according to their dietary preferences
...
2
...
First of all, the elegant design distinguishes the app from others
...
Second, the color-coded system is also
a new never seen before element in the food application market
...
For example, when a product is about to expire in two days, the
notification will be red-colored
...

The intangible elements of “Keep It Fresh” differentiation are the one month free trial, the high
quality of the app and the possibility to scan products
...
By continuously upgrading the app and
using technology enables to keep on providing a high quality service
...

With respect to the BCG matrix, in the period of app launch, the application is considered to be a
problem child
...
However, there are expected high market growth rates, on the grounds that
the application provides additional values and fulfills costumer’s needs that the competitors are
failing to supply at this moment
...
The dominance can
be achieved by targeting environment-conscious people
...
The main advantage of using
an individual brand name is the avoidance of losing the future opportunities
...
As it could be seen the mission statement is broad enough to extend
future activities for EcoLife Company
...
Thus, not to limit the company’s range of future
opportunities, the individual brand name for Keep It Fresh seems to be the most suitable
...
It’s hard to
predict resolute expectations regarding products’ success
...

From the brand management perspective the most convenient is to opt for product-based cobranding, more specific, using the parallel co-branding approach
...
e
...
Keep It Fresh could condition supermarkets’ differentiation
...
Integrating Keep it Fresh with their digital data base will create a direct link
to the personal customer card
...

(An alternative way is to advertise the product via mass media channels so that the customer is
informed in advance about the app)
...
The app updates will be done automatically
...
Furthermore, this way the indirect competitors are becoming to our new potential
customers
...
6
...
As it could be seen form the figure the brand
personality is described in terms of the Four Leaf Clover
...
For more details see Appendix A Fig
1
...

Keep It Fresh product matches the price to the customer expectations by offering them a high
quality service for a reasonable price
...

The demand elasticity of “Keep It Fresh” is assumed to be high
...
99 per quarter coud be the most suitable option since the majority of the
people (71
...
For an
overall picture please see Appendix B
...


Demand curve
800
600
400
200
0
less that 1 1-2 dollars 2-3 dollars 3-5 dollars 5-7 dollars more than 7
dollar
dollars

Graph 1
...
1 if the price of the application increases, the demand will
significantly go down as customers are not willing to pay more
...
After a financial analysis, have been derived $0 variable costs and $215,025 fixed costs
...
2 “Break-even analysis”

15
April, 2017

From the financial prospect, for Keep It Fresh was established the break-even point, which is equal
to 217,197 users
...
Due to the fact that from the second year onwards the fixed cost for building the app in an
amount of $175,000 and $25(registration on Google Play) is not included anymore, the fixed costs
for the following years will be $40,099
...
4
Interpreting the break-even point, it shows that for making a profit in the long run the user number
should be greater than 217,197
...
1
...

Most of the similar competitors such as Love Food Haste Waste, Fridge Buddy, Food Save and
Whaz In The Fridge are for free, however, other direct competitors such as Fridge Pal has a price of
$2
...
99 and golden of $299
...
On one hand the competitors that doesn’t charge
any price could become a serious threat for the business, but on the other hand the unique features of
Keep It Fresh app could stand it out from its competitors
...


Pricing strategy
For the Basic pricing strategy, Value based method specifically; Cost of ownership in combination
with the Competition-based method will be used
...
The ability to save around $1000dollar a year while paying only
$0
...

As for the long run, the company considers to use the penetration strategy
...
As shown in the
survey, the willingness to pay for such an application in not too high
...
Besides, this strategy will discourage potential competitors and as
Figure 1
...


Promotion
With the selected target audience of students, busy families and young professionals who often have
a tight budget and positioning as varied yet affordable service, our main message of reducing
avoidable food waste will, however, be also presented in a way of saving money at the same time
...
Our expected promotion budget in case of finding a sponsor
consists of $5,000 per year which is spent mainly on Facebook ads ($100 per month) which are
highly customizable and allow targeting a specific audience and buzz marketing, for more details
about buzz marketing see Appendix A Table1
...
Cooperating with lifestyle and food bloggers will
allow reaching massive audience of tech-savvy youth and furthermore spreading awareness among
potential customers (pull marketing since the only intermediaries are app distribution channels like
Google Play, Amazon and App Store)
...
On the other hand, we have to aim for a large reach
...

Since Keep It Fresh is in its introductory stage, customers will need to be first informed about what
services the app provides and what problem (namely global food wastage) solves
...
Keep It Fresh is mainly B2C, so
initially orientation of promotion is on individual customers
...


Promotional Techniques
For Keep It Fresh product three main promotional techniques are used, such as sales promotion
(free samples & prize promotions), and advertising combined with viral marketing
...

The main purpose of the promotional techniques is to boost sales, attract more customers, thus
encouraging the repeat purchase of the app
...
The customer loyalty will be created via the foundation of an
emotional link based on the customer’s lifestyle and the environment
...
This will increase the awareness among
people and properly encourage them to opt for an eco-life style
...

From financial perspective, the sales promotions which include free samples and prize promotions
will have a two sided revenue impact
...

However, this negative impact is compensated by gaining new customers in the long run
...

As the product is in the introduction stage, one of the most important goals of EcoLife is to make
the customers aware of the values the service is offering
...
This amount is spent on the placement of advertisement on the internet, magazines and
billboards
...
The viral marketing is used as it is a
cheaper alternative to traditional marketing
...
The reason of choosing this platform is because the internet allows
reaching a global audience in an efficient financial way
...
(See Appendix A
Fig
...
8)
...
Furthermore,
17
April, 2017

the trial version of the service will be sent to popular bloggers in order to get their credible view,
which will promote Keep It Fresh even wider
...
The Market
factor is of utmost importance to our service since it analyses the buyer’s behaviors and habits and
therefore Eco-Life, as a company could indicate the expectations of the customers
...

Customers also expect certain services like credit and personal attention, which is why Keep It Fresh
will create a virtual social community
...
Costumer can download the application from
anywhere on their mobile phone trough Amazon, Google Play, or in App-store
...
By having only a few distributors, the
company will have control over the price charged to costumers and can satisfy costumers which is
very important
...
The competitors make use of the distribution channels mentioned
except for social media
...
The application has
its own Facebook page where consumers can be informed about it
...
At the moment, it will not be cost-effective for the company to establish a
local sales team because of a limited offer of services
...
The application can only be downloaded through Amazon, Windows
store, App store and Google play
...
As a result, the app will be presented to consumers exactly as the company
intended
...


Managing the distribution channel
Inadequacies in performance could be one of the channel conflicts sources
...
This means the budget for the parties in the
supply chain is very limited
...

A limited budget will most likely mean a limited staff as well
...
This means, the staff will be trained in communication
and negotiation skills as well as they need to be able to work under pressure
...
Which corresponds to the
motivational aspect, since the key of motivation is to understand the needs and problems of
distributors
...
Evolution on the other hand will be done in order
to provide all information needed to decide which channel members to retain and which to dismiss
...
1
...
1
...
1”Geographical scope of competition”
Time framework
Short-run (1st year=12months)
Medium-run (2-3 years)
Long- run (10 years)

Geographic region
Rotterdam City
The Netherlands
The Netherlands, Belgium, France,
Germany, Spain

Table 1
...
1
...


High threat
of new
entrants
...


Moderate
threat of
substitutes

Table 1
...

**Family life cycle: Worth to notice here that young single segment implies students as well as full
time working young professionals
...
4 “Total Costs”
VC
FC
$0

TC

$175,000
$35,000
$5,000
$25

Total

$0

$215,025

$215,025

Explanatory notes: -The variable costs are composed of the customer service support
...

-The fixed costs are constituted of $175,000 for building the app, $35,000/year* for the app
maintenance and $25 for registration fee on Google Play, which will serve as a distribution channel
for the app, and the customer service payment
...

*A good rule of thumb is to budget 20% of the cost of initial development when calculating how
much it will cost to maintain software
...
4 “Market segments”
Constant= (Medium
user+Ecofriendly+
Non-user+Medium)
+ Enthusiastic &
Positive+ Rotterdam

Profile var
...
=Innovators +
Middle class

Behavorial var
...
=>25+
young parents&
single parents

Psychographic
var
...
=
Convenience +
Intending to buy

Psychographic
var
...
=18-21,
22-25, + young
single & young
couples

Behavioral var
...
1
...
6 “Keep It Fresh brand positioning”

Brand domain:
students,
families with a
busy lifestyle

Brand assets:
unique design
and a unique
extra recipe
service

Keep It
Fresh brand
positioning

Brand values:
4Es
economically
efficient,
effective and
ecofriendly
...
7 “Break-even analysis”

If Revenues>TC

If Revenues=TC

Pofit when
nr of users>
217,197

Profit only
possible
untill

Break-even
point

$0
...

Fig 1
...
5 “Buzz Marketing Famous Bloggers”
Blog Title

Reach

Links

Youtube:
207,000 +
Instagram:
68,000

http://jennymustard
...
youtube
...
youtube
...
youtube
...
youtube
...
youtube
...
youtube
...
youtube
...
youtube
...
(2017, February 14)
...
Retrieved March 09, 2017, from http://www
...
com/netherlands/gdpgrowth
App Press
...
d
...
app-press
...
(n
...
Home [YouTube Channel]
...
youtube
...
(n
...
Home [YouTube Channel]
...
youtube
...
(2015, December 09)
...
mobyaffiliates
...
(n
...
Home [YouTube Channel]
...
youtube
...
(n
...
Mobile Customer Service Software and In-app Help Desk
...
helpshift
...
, Armstrong, G
...
C
...
(1983)
...
Engelwood Cliffs: Prentice Hall
...
(2013, June 25)
...
Retrieved April 11, 2017,
from http://www
...
com/articles/the-app-review-fridge-pal
...
(n
...
Home [YouTube Channel]
...
youtube
...
(n
...
Home [YouTube Channel]
...
youtube
...
(n
...
Retrieved April 12, 2017, from http://jennymustard
...
d
...
co/
Sarah’s Day
...
d
...
Retrieved from
https://www
...
com/user/sarahsdayvideos
Tasty
...
d
...
Retrieved from
https://www
...
com/channel/UCJFp8uSYCjXOMnkUyb3CQ3Q
Tess Begg
...
d
...
Retrieved from
https://www
...
com/channel/UCBCiDM0WrCAvTHmdVz_GDzQ
39
April, 2017

40
April, 2017



---