Business Systems Archives

Go Beyond Metrics

Often, our clients come to us believing that they already apply analytics to their business, when in fact, they are actually doing a fantastic job at applying metrics. Metrics provide measurements of variables, while analytics explain the relationships between variables. Although both metrics and analytics work together to provide you with the insights necessary to grow your business, metrics and analytics are not synonyms. To date, metrics have dominated the business intelligence field in the form of dashboards and scorecards. Dashboards display metrics as the measurement of key variables. For this reason, they are very useful for monitoring current business activities and results. While metrics are still very important, analytics goes beyond measurement to provide explanations of the deep relationships behind business metrics. Instead of reporting that something happened, analytics seeks to explain why something happened, when events can be expected to occur, and how we should act to create certain desirable outcomes.
The shift towards analytics is growing in importance because today’s executives need to be able to scale their decision-making in an increasingly complex world with little room for error. While many executives understand the value of data-driven decision making, decision-makers can become overwhelmed when faced with the volume and complexity of available data provided by metrics and dashboards. Analytics provide value to by cutting through the clutter and complexity and providing decision-makers access to the most imports variables, the relationships between variables, and even the accuracy of the analytic model. When using analytics, executives are able to avoid sorting through non-information, and instead, focus on the information which drives their best decision-making.

July 19, 2011 Nate Watson News 5 comments

Why and How to Develop a Reliable Sales Team

Every company has to have sales. Most companies have a sales team, however very few companies have a true sales system. Unfortunately without a sales systems companies are not able to sustain themselves during downturns or pursue aggressive growth trajectories. The reason that most companies don’t have a sales system is because there are significant barriers to entry in time, money and talent.

The Ammo: While there are sales people that can close deals with their bare hands, they are rare, expensive and often temperamental. The first step in building a system is to develop the necessary marketing strategies and materials. Marketing is the ammunition of sales. The important pieces in your arsenal are having a defined product, price, placement and promotion. Once you have the basics down, I recommend developing your most important piece of collateral, your business card. Once you have built your marketing arsenal, the next step is to develop your sales strategy.
The Strategy: The key to developing a sales strategy is to make sure you understand the factors that determine the capacity of your sales pipeline and how much cash flowing through it at any specific point in time. For example do people purchase your product on a daily, weekly, monthly or quarterly cycle. To keep your sales strategy grounded you need to develop and test a variety of hypotheses. If you want help developing your sales strategy check out how we can help your sales team.
The Tools: A Customer Relationship Management System is the most important tool to building a sales system, because in addition to allowing your sales team to track their prospects, deals, tasks and cases, the data from your CRM can be used to influence your operations, customer service and marketing efforts. For more information read Why and How to Use a CRM. At CAN we use 37Signal’s Highrise.
In addition to the Highrise CRM we also use the following tools as apart of our sales systems:

Easy Virtual Meetings: When you request a meeting with a client you want to make joining the meeting as quick and simple as possible. At CAN we use Glance.net for virtual meetings, because the software is ridiculously simple and requires virtually no resources from our clients or their computers.
Contract Management: At CAN we use EchoSign to make it easy to send contracts, our clients to sign them, and to store them. Even if you don’t process hundreds of contracts a month, EchoSign can be an essential tool, because it eliminates any hassles/excuses keeping your clients from signing your contract right now. At the end of the day a prospect only becomes a client when they sign on the line that is dotted.
Coordinating: In order to know what to promise and ensure that their promises can be fulfilled Salespeople need to be able to coordinate with Operations, Customer Service and Marketing. At CAN we use Skype to handle informal meetings and communication between salespeople and other departments.
Standardize Customization: Customers like and often require customized marketing materials, communications and contracts, however it is not economical to create everything from scratch. At CAN we use Backpack to keep clean copies of all of our standard marketing, emails, and contracts, that salespeople can download and customize for each client.
The Moneyboard: At CAN we use Geckoboard to keep the important numbers in front of our sales team at all times, letting them know how much money we need to bring in in the next 15, 30 and 60 days, what money we need to collect and what opportunities are about to close.

The Incentives: The first step when building your sales team is to develop and fine tune your sales structure and incentives. Most people become salespeople because they are hunters and respond well to direct incentives. It is important to strike the right balance between salary and commissions. In addition to having your salepeople be invested in your success, it is important to have them know that you are invested in their success. You want to provide your sales people with enough of a base that they aren’t distracted or pressured to close unqualified prospects. However, you also want your salespeople to be incentivized to close deals and be invested in the future of your organization. A basic rule of thumb is to set someone’s base salary just below their cost of living, and set their commission rate so that if they sell an average number of contracts they will receive an average total compensation when compared to other professional positions.
The Team: Some of the best sales management advice I have ever received was to make your first sales hire a sales manager. However, hiring a sales manager is no easy task. If you hire someone who is a good fit for your organization they will hire, train, and lead your sales team to victory. However, if you hire the wrong person for your organization, industry or product, they will quickly dry up your coffers and leave you for dead. They key is to carefully understand the drivers of success in your industry, carefully craft your job description and screening process, and actively avoid hiring a false positive.
Sales Managers are not necessarily the best sales people, but instead are people that are able to consistently execute a specific sales system to produce reliable results, and have the willingness and ability to train others on their sales methodology. Other than that what you look for in a sales manager should be unique to your company, product and industry
The Targets: Once you have everything built it is time to aim your sales sales system at your ideal client. Narrowing your sales on a specific target can be challenging, however without a clear target or directive it is nearly impossible for your sales people to achieve their goals. Also, setting a specific target will also help your sales team avoid wasting time on unprofitable, unloyal or inactive prospects that are not likely to purchase. For companies with thousands or millions of customers a mathematical system is essential to segmenting clients and determining the drivers of profitability, loyalty and purchasing activity. For companies with hundreds of customers one of the easiest, quickest and cheapest way to build a sales target is to have your sales people describe their 5 most recent closed sales, and look for patterns in demographics and psychographics.

June 29, 2011 Nate Watson News No comments yet

Zombie Marketing: Go from Infection to Infestation

At CAN, we love trying to figure out why things work or don’t work. This often leads to continuous experimentation. I decided to unleash this post about Zombie Marketing because it is our latest marketing strategy, it is lethally effective, and, well, it’s about ZOMBIES!

For full-out zombie apocalypse, the key is for the infection to reach critical mass before the authorities are able to exterminate the Differently Animated. For a Zombie outbreak to take over the world you don’t announce it to the masses. Instead, you infect a few key people and let the virus spread quietly. In sales and marketing, as with Zombies, the key is to select the right people to contact, but the ‘right people’ aren’t who most would people usually think of.
When most people think about influential people, they tend to focus on the leaders of social groups, people at the center of their social group with many people listening to them. Although they are the center of their social group, leaders are very difficult people to infect because they typically have a specific platform to protect, and their attention is fragmented because so many people want their attention. Even if you manage to infect a leader without first reaching an overwhelming critical mass, infecting them won’t have as much impact as if you even had already established a small but concentrated infected user-base. A prime example of using leaders as infectious agents is when you get a celebrity endorsement for a product with an established user-base, or a celebrity endorsement for a brand new product that no one has ever used.
Instead of infecting leaders, the key to a successful Zombie Marketing strategy is to infect the influencers in a group. Influencers are people on they edge of many social groups, they don’t have a platform, and they move easily from one social group to the next infecting people with their ideas. Influencers easily develop horizontal friendships, which are friendships between people with different interests, geographies, races, ages, education backgrounds, income levels, and lifestyles. People with horizontal friendships are especially valuable because they are constantly being exposed to new ideas, perspectives, products, and people outside of what would be considered their typical sphere of influence. (Check out a related post on the value of horizontal friendships)
Since influencers are infinitely curious and open to new friendships and ideas, I find them quite enjoyable and relatively easy to infect. However, they require a different method of infection compared to leaders and the masses. To infect leaders you have to get recognized, with the masses you have to push your message, and with influencers you have to allow them to discover something novel. People become influencers because they enjoy discovering new, novel and previously undiscovered ideas.

Focus Your Content on Solutions to Specific Needs: Influencers enjoy connecting people to solutions to their ideas. In Zombie Marketing you want to make spreading the infection as easy as possible. You want influencers to know that if they find someone with a specific need you have the solution.
Focus Your Analytics on the Infection: You want your focus to be on developing content that infects influencers, and your content will be guided by the feedback that you receive. So don’t focus on visits or clicks. Instead focus on time on site, conversion, comments and loyalty.
Provide Consistent Value: When people invest their money or time in something they expect to get consistent results. If you want people to keep coming back to your site you want to provide them with consistent value. This doesn’t mean that you have to post everyday, but that if you post once a week you continue to post once a week and preferably on the same day.
Promote your Work Sporadically during Off Times: While you need to continually develop great content, promoting your work sporadically and during off times can work in your favor, at least until you gain a significant user base. Not posting all of your content encourages people to keep checking back in with your website to get the latest updates. Post during off times, like Friday, Saturday and Sunday night when most people aren’t posting and yet their are still people hungry for new content.
Let the Virus Run It Course: In addition to being patient, you need to develop content that is viable over a long period of time. This means that it should be memorable and solve a need that people will have today, tomorrow and a year+ from now. That way once you infect someone with your ideas, they are useful and contagious for as long as possible.

Disclaimer: Zombie Marketing might not be for you if you operate in a perfectly competitive market place with many sellers, many buyers and an undifferentiated product. However, if you operate in a monopolistic competitive market places then a Zombie Marketing strategy might be the right one for you.

June 25, 2011 Nate Watson News 1 comment

Why and How Using a CRM is Important

As a business owner and sales manager, I have found using a CRM (Customer Relationship Management System) to be priceless. Its designed to keep me from becoming overwhelmed by the exponential growth of my sales team and their prospects, deals and customer service cases. While I have used several CRMs, including Salesforce, Sugar CRM and Zoho CRM, at CAN we use 37Signal’s Highrise. We use this one because its values align with CAN’s values.

If you are building your sales team and sales systems, I recommend that you quickly adopt a CRM, or Customer Relationship Management System, because it will allow you to manage your company’s most important asset, your customers. As a sales manager, how you acquire and maintain relationships should be a top priority in developing your sales system. The difficult part is that no customer wants to be treated the same; every customer is different, Download our Case Study. You need to quickly adopt a CRM if you can answer yes to any of the following:

Do you plan on writing personalized emails to your customers?
Is it important to you to remember personal details about your customers?
Do you plan on having more deals, customer service cases, contacts and customers than you can remember?
Do you plan on having multiple people working sales, marketing and customers service?
Do you plan on coordinating multiple departments, including sales, marketing, customer service and operations, in order to meet the needs of your clients? (more…)

June 22, 2011 Nate Watson News 11 comments

Refocusing Business Intelligence on Client Needs not Wants

When my partner, Tadd Wood, and I started Contemporary Analysis we decided that we were going to focus on developing a great final product, instead of focusing offering our products at a low cost or focusing great customer service. Not that our prices or our customer services is lacking, but that they are not our focus. We did this because I learned from owning previous businesses that people care about price before they sign the contract, they care about customer service when the product is being delivered, but once the final product is delivered all they care about is the quality of deliverable.
We identified three key principals that we use when building our final deliverables:

We focus on providing answers to our clients most important business questions.
Our methodology is designed to provide reliable answers to real businesses.
We provide answers to our clients’ questions so that they get immediate tasks to improve their business in addition to greater understanding.

The core of these principals is to focus on our clients needs and not their wants. This has been really difficult because what our clients need is answers to their business questions. While it is easy to get distracted by flashy tools, cool visualization and interactive interfaces, at the end of the day our client’s just want answers to their business questions. This is why we decided to refocus business intelligence as presented in the business industry.

June 18, 2011 Nate Watson News 1 comment

How to Build an Analytical Culture

CAN was started in 2008, to make predictive analytics applicable and accessible to businesses of almost any size. To fulfill our mission we have become experts in helping our clients adopt predictive analytics. The first step in adopting predictive analytics is to start building an analytical culture. In an analytical culture, people:
Know the Numbers: Everyone should know what is happening and whether certain strategies were successful. The objective of knowing the numbers is not to judge individuals or the team, but learn from the past and refine future attempts at innovation.
Examine the Numbers: In order to effectively discuss and examine the numbers, team members should be familiar with the numbers, their assumptions, and their application.
Use the Numbers: The ultimate goal of adopting predictive analytics is to make better decisions. This is the hardest and most complex phase of becoming analytical. However, when achieved, this stage provides the highest Return on Investment (ROI). It requires participating members to understand factors driving the numbers, historical paradigm shifts, and the assumptions used to make decisions. Once the factors and assumptions are understood, they can be utilized properly to optimize processes and predict outcomes of specific decisions.
The Analytical Portal
The key to building an analytical culture is to make analytics easy to use, understand, and accessible. The easiest way to do this is to develop an analytical portal. The purpose of the analytical portal is to allow everyone in your organization to know, examine, and use the numbers without having to contact the accounting and information technology departments every time a report or numbers are needed. Your analytical portal should allow people to have access to 5 business intelligence tools:
Dashboards will be used to quickly and easily report key metrics. The key to building successful dashboards is to choose the correct metrics and provide quick and easy access. Dashboards as well as scorecards will allow team members to see the big picture and drill down into finer details on a need to know basis. Dashboards differ from slicing & dicing data in that dashboards are predetermined visualizations of key metrics that are the same across individuals and time.
Detailed Reports are to be read before using analytics to make decisions. These are designed to ensure that statistics, equations, metrics and other reports analytics are fully understood. This will ensure that recommendations are properly implemented.
Slicing & Dicing Data allows your employees to ask questions about the data and get quick responses. People should be able to quickly pull any data that they want from a variety of data sources such as the census, economic data, news sources via text mining, social media, surveys, and internal databases.
Predictive Analytics allows your employees to understand the relationship between outcomes and the variables that drive them. The results of predictive analytics can be used to simulate the outcome of specific decisions and create strategies to maximize outcomes.
Alerts & Notifications are the watchdogs of analytics. They provide a dependable and timely way to bring awareness to team members about important events, but are not distracted by smaller, less significant changes. If properly implemented, managers will spend less time monitoring employees and more time addressing key issues. Alerts & Notifications can be sent via email, dashboard widget or text message.

June 18, 2011 Nate Watson News No comments yet

Why Predictive Analytics is Important

CAN was started in 2008 , to make predictive analytics applicable and accessible to businesses of almost any size. We are working diligently because predictive analytics has the unique potential to allow executives to scale their decision making as organizations and decisions become increasingly more complex with ever thinner margins for error. For example small businesses are now having to compete around the world as if they were multinational companies, and multinational companies are having to develop and deliver products and services to ever more fragmented consumers as if they were small businesses.
Introduction to Predictive Analytics
Predictive analytics is different than other Business Intelligence tools because it goes beyond visualizing data and human assumptions, instead it combines data, theory and math to make forecasts about the future using current and historical facts. While executives and decision makers also analyze current and historical facts to make forecasts about the future, what separates executives from predictive mathematics is predictive analytics ability to find detailed relationships from hundreds of possible variables and millions of observations, and also produce an estimate of the error of the prediction. Predictive analytics is able to tell you that a independent variables, e.g. males, has a .3% impact on a dependent variable with 95% confidence. While executives and managers still have to make the final decisions, predictive mathematics can provide insight that isn’t possible with other business intelligence technologies.
A Brief History of Predictive Analytics
It wasn’t until the middle part of the last decade that we had the combination of mathematical techniques, data storage capacity, data processing power and data creation that we need to make predictive analytics accessible to businesses of all sizes. The mathematical techniques have existed and improved since the founding of the Econometric Society in 1930. The data storage capacity has been around since 1977 with Oracle’s commercialization of the relational database. The processing power has existed since IBM commercialized business computing with the IBM 360. SaaS and Social Media provided the final requirement, data creation. Both of these technologies have made is common and inexpensive for people to quickly and easily collect and publish information about their lives and jobs.
The Limitation of Predictive Analytics
Predictive analytics is not without flaws and if people become over reliant or trusting of predictive models you can have disasters such as the subprime mortgage crisis. To avoid hubris and ensure that our customers can trust our models, CAN has developed the philosophy of Less Wrong and the CAN Three-Way Test.
The philosophy of Less Wrong is that the goal of every model that we produce is to make our clients less wrong than they were, but not to assume that we will ever make our clients 100 percent right. In business their are often clear winners with clear metrics such as profit keeping score. However, no business is ever perfect, the winners are only Less Wrong than their competitors. Also, business success and failure is only temporary. The ability to help companies continually become less wrong is what attracted CAN to predictive analytics. By combining data, theory and mathematics CAN helps develop predictive models to help our clients make decisions that are Less Wrong.
Our philosophy of Less Wrong has allowed us to develop business model that allows us to quickly and inexpensively provide results to our clients. Similar to Software as a Service (SaaS) we provide Analytics as a Service on month-to-month contracts, and we use our ongoing relationships to continually help our clients becomes Less Wrong. While we provide our clients with results within the first 30 days, we are continually improving and adapting our systems to an ever changing business environment.
While the philosophy of Less Wrong helps to establish reasonable goals and allow room for continual improvement, our models provide the foundation of our client’s business, and so we work hard to make sure that our models reflect reality so that they generate reasonable predictions. One of the best ways that we do this is the CAN Three-way test. The CAN Three-way test requires that each model we produce can be backed up with theory, data and math.

The Theory: Without a sound theory, you have to rely on randomness, and randomness decreases the long-term usefulness of the model. CAN relies on the expertise of our clients executives, managers and employees to build the theories around our models.
The Data: CAN makes sure to fully understand your data, because data is the raw materials used to build predictive models. CAN will examine patterns in your data to determine which equations to use to model your data, and also determine the quality of your data. CAN is able work with imperfect data, we just make sure that we understand the flaws and limitations of your data, such as potential bias etc.
The Math: CAN’s analysts go through hundreds of different models to select the right one that fits the data as well as the theory. This doesn’t mean that we always select the equation that has the best line fit, but instead the equation that fits both the data and the theory.

June 13, 2011 Nate Watson News 3 comments

Insurance Client Stories-Contemporary Analysis

CAN has been fortunate to help a number of Life and Health Insurance companies work smart. It has been a great relationship because clients from Life and Health Insurance companies understand what we do as they are experts in using mathematics to forecast human behavior on a biological side, and CAN is an expert in applying predictive analytics to forecast human behavior on a marketing and sales side. Our customers invest in developing new products, and we use math to make sure they can distribute them most effectively. The following are some of the solutions we have developed:
Marketing ROI with Terrain: Our clients wanted to know the ROI of their marketing campaigns, but had been struggling to develop a system that was able to determine the impact that their marketing was having on sales. We agreed that it would be too difficult to explain the impact that a company’s marketing was having and instead we used CAN’s Terrain system to explain the impact that the economy and seasonal fluctuations had on sales. With every predictive model their is a residual x-factor that can not be explained in detail. So instead of including the economy, a major driver of purchasing decisions, in the X-factor, we included the company’s marketing in the X-factor. While they did not exactly accomplish their goal of measuring the ROI of their marketing activity, we were able to explain how economics and seasonality impacted sales and the residual could be attributed to marketing, competitors and other factors. Now our clients can get a reasonable idea if marketing is impacting sales.

Client Management: Using Pulse, CAN helped our clients understand and improve their client portfolio by modeling the factors of client profitability, loyalty and claim activity. Each week we provide our client with a list of the clients that are at risk of leaving within the next 90 days, and a list of sales leads that have a high probability of being profitable and loyal clients. Each month we provide them with a report on their client portfolio relative to the population and their goals.

Sales Management: Using Beacon, CAN has worked to connect agents and brokerages to our clients home offices. Beacon has been used to focus the development of leads and marketing materials to best serve the needs of agents and brokerages. Beacon also has been used to improve communications with training, regulations and promotions between home offices and agents by segmenting agents by learning styles and providing communication guidelines to our clients.

June 13, 2011 Nate Watson News No comments yet

Scaling 1 to 1

As a business owner and salesperson I require time to myself to think, rest and connect with people, however their are always others that want my attention. I have had to resort to locking myself in my office and forcing myself to focus at the expense of the world around me. However this alienates people and can be very lonely. The following is a list of my ideas about how to scale 1 to 1. I decided to put my ideas into a blog post because I want to share my ideas about how to scale 1 to 1.

A Chauffeur to the Virtual World: It is important that you and your employees are always carrying business cards because they are the easiest way to chauffeur realtime face to face interactions to non-time sensitive virtual interactions. This allows you to spread out interactions so that you eliminate bottlenecks. It is important to ask for the other person’s business card to make sure they know that you actually want to connect. Explain that as much as you want to jump into the relationship right now, you want to reconnect at a later time so that you can give your full attention.

Transition Meetings: In order to scale 1 to 1 it is essential to move interactions from the physical to virtual. I resisted moving my meetings from physical to virtual. However, over the last year I have moved almost all of my meeting to the virtual world. I was sick of spending hours driving back and forth, and showing up late to meetings because of traffic, exhaustion and bad planning. The key to moving meeting to the virtual world is to properly set up your virtual meeting room. At first my virtual meetings felt awkward and where full of technical difficulties, and thus it was difficult to establish rapport with the people I was meeting. After investing in a camera, professional grade studio microphone, a professional physical space, and a wired internet connection, I was able to establish the same rapport with my clients as my physical meetings. I think the key was that I was comfortable, especially since I didn’t have to hold a microphone. On the software side of virtual meetings I highly recommend using Skype and Glance.net. They are very simple systems that load very quickly.
A Lobby Full of Ideas: Developing a lobby allows you to add value to people that you have just met and also your current clients when you are not around. CAN’s lobby is composed of a set of standard emails that are well thought out with content specific to different types of people we meet in different circumstances. For example we have a list of our favorite things that we send to people we have just met introduce them to a few of our favorite things, our products and our company. The goal of our lobby is to enhance the CAN customer experience by introducing potential customer to CAN and our products so that we can spend our face-to-face time engaged in learning about our customers and not telling them about CAN. CAN is currently working on a series of emails specifically for people we have just met, people interested in our 5 products, and clients of our 5 products.
Scale Conversations: You can use your blog to scale 1 to 1 by writing about frequent conversations that you have, and then inviting people you engage with to add their thoughts. This moves your realtime face-to-face interactions to a non-time sensitive virtual interaction, and you can network your new connections with other people that are having a similar conversation.

June 9, 2011 Nate Watson News No comments yet

The Steps to Implement Predictive Analytics

The following is the step-by-step process that CAN would use to implement predictive analytics into your business systems:

Step 1

We select from our catalog of intellectual property which mathematical formula or survey questions will be most effective to explain the activity being studied, and develops a list of potential dependent and independent variables.

Step 2

We will meet with individuals on your team to learn more about your business, employees, and customers. This meeting is intended to be a discussion to determine the independent variables that are most likely to be significant and their correlation to the dependent variables. To encourage discussion, before the meeting, participants will be given a list of proposed dependent and independent variables, a description of the hypothetical model, and how the results will be applied.
At the beginning of the meeting, the we will give a brief introduction of how the hypothetical model will be developed as well as an overview of the proposed dependent and independent variables. After the introduction, one member of our team will work to moderate the discussion and take notes. The outcome of the meeting with be a list of:

Important Historical Events: Understanding historical events help to identify outliers and their cause(s), such as errors in the data, changes in business paradigms, or significant events outside of the business.
Assumptions: No model can be perfect, and thus require a certain number of assumptions. Assumptions are non-conscious theories about how the world works. It is important to understand the assumptions so that results can be accurately produced and interpreted.
Dependent Variable: The Dependent variable represent the desired outcome that is being studied. The predicted dependent variable is explained by the mathematical mixing of the independent variables. The value of the dependent variable will change whenever the independent variables change, and that is why it is called the dependent variable.
Independent Variables: Independent Variables are variables that are hypothesized to have an impact on the dependent variable. When the independent variables change, the dependent variable changes as well.

Step 3

After the second step, the our team will collect the data for the dependent and independent variables from internal and external sources. CAN will work with your team to securely transfer the data from your internal sources. If the necessary data is not available CAN will develop a survey. Once the data has been collected it is loaded into the CAN database, cleansed, and connected to the modeling environment.

Step 4

Contemporary Analysis will study the data and present an overview to your team to ensure that we are correctly interpreting the data.

Step 5

The data will then be run through mathematical models to determine which variables have the most significant impact on the activity being studied. Models are selected based on statistical robustness, standard error, and how well they represent the data.

Step 6

A research report will be developed to provide information on the variables and why they were selected, the quality of the data, the quality of the model, and suggestions on how the research can be applied. The report is developed both as a comprehensive study and an executive summary to facilitate those who are non-specialists, but want to gain an understanding, and for those requiring a greater level of detail.

Step 7

CAN will meet with your team to present the results of the research, the report, and suggestions of how results can be implemented. The CAN team will also work with the management team to break down results into specific and actionable tasks.

Please contact us to learn how we can help implement predictive analytics into your organization.

May 30, 2011 Nate Watson News No comments yet

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