Table of Contents

1 Situational Analysis for Company....................................................................................................2

1.1 What is Company?....................................................................................................................2
1.2 SWOT Analysis for Company...................................................................................................2
2 Objectives...........................................................................................................................................4
3 Company Strategies...........................................................................................................................5
3.1 Standardization Strategies of Company...................................................................................5
3.2 Adaptation Strategies of Company...........................................................................................5
4 Company and Its Competitors..........................................................................................................7
4.1 Brand Positioning Analysis.......................................................................................................7
4.2 Competitor Analysis..................................................................................................................7
4.3 Perceptual Map..........................................................................................................................8
4.4 Cultural Considerations............................................................................................................9
4.5 International Expansion..........................................................................................................10
4.6 Segment Comparison...............................................................................................................10
4.7 Primary Research....................................................................................................................13
4.8 Secondary Research.................................................................................................................14
4.9 Research-Driven Marketing Decisions of Company.............................................................14
5 Integrated Marketing Communication Strategies of Company...................................................16
5.1 Social Media Advertising.........................................................................................................16
5.2 Influencer Marketing...............................................................................................................17
5.3 Content Marketing..................................................................................................................17
5.4 Experiential Marketing...........................................................................................................17
5.5 Guerilla Marketing Strategies................................................................................................18
6 PESO Model for Company.............................................................................................................20
6.1 Paid Media...............................................................................................................................20
6.2 Owned Media...........................................................................................................................20
6.3 Earned Media...........................................................................................................................20
6.4 Shared Media...........................................................................................................................21
6.5 Impact on American Consumers............................................................................................21
6.6 Impact on Worldwide Business Partners and Investors.......................................................21
7 Gantt Chart......................................................................................................................................22
8 References........................................................................................................................................26
 1 Situational Analysis for Company

1.1 What is Company?

Company is a Nigerian social oriented enterprise which produces handcrafted products made
from natural materials, has used a well matching approach of standardization and adaptation in
its global marketing tactic implementation. The company has successfully having and
maintaining its main brand identity while filtering its key messaging and communication to
match with consumers in different markets.

1.2 SWOT Analysis for Company

Strengths Weaknesses
 Strong brand identity: company is well  Small range product: Company's product range
known for its handcrafted/handmade is limited when compared to some of its
products made from natural materials, its competitors.
focuses on sustainability and social
 High price levels: Company's products are
result, and its unique designs.
priced at a skimming price in the
 High brand awareness: Company has a market, which may restrict the potential
strong brand recognition in Nigeria and is customers.
expanding its presence into global markets.
 Limited distribution: Company's products are
 Retain customer base: Company has a retain not distributed at large.
customer groups who appreciate the brand's
 Lack of brand recognition in global
value creation to quality, sustainability, and
markets: Company is still relatively unknown
ethical and social practices.
by some global consumer markets.
 Ethical resourcing practices: Company
sources its materials social environment
friendly and works with good trade partners.
Opportunities Threats
 Growing demand for sustainable  Increased competition: The handicraft market
products: The demand for sustainable is becoming increasingly competitive, with
products is growing globally, which presents new brands entering the market all the time.
an opportunity for Company to expand its
 Price sensitivity of consumers: Consumers are
market share.
becoming increasingly price-sensitive, which
 Growing interest in ethical fashion: There is could put pressure on Company's margins.
a growing interest in ethical fashion among
 Changing consumer preferences: Consumer
consumers, which aligns with Company's
preferences are constantly changing, which
brand values.
could make it difficult for Company to keep up
 Expansion into new markets: Company has with demand.
the opportunity to expand into new
 Economic downturns: Economic downturns
markets, both domestically and
could reduce consumer spending on non-
internationally.
essential items, such as handicrafts.
 Development of new product
lines: Company can develop new product
lines to appeal to a wider range of
consumers.
 2 Objectives

1) To increase Brand awareness

2) To increase Brand recall

3) To increase brand revenue and market share

 3 Company Strategies
3.1 Standardization Strategies of Company
The company has standardized several elements of its brand to guarantee identification and consi
stency in global marketplaces.

Among them are:

 Product Design: The handcrafted items of the company are distinguished by their excepti
onal quality, distinctive designs, and utilization of natural materials.
The company can preserve its brand identity and attract customers from all around the w
orld who value traditional craftsmanship and sustainable materials thanks to its continuo
us design approach.
 Brand Values: The company upholds a persistent dedication to social empowerment, fair
trade methods, ecologically friendly productions, and sustainability in all markets.
Global consumers who are looking for items that address their social and ethical issues a
re drawn to these key ideals.

Adaptation Strategies of Company

The company has modified its marketing techniques to take into account cultural variances and c
ustomer preferences in particular areas, all the while preserving a strong sense of brand identifica
tion.

Adaptation tactics include, for example:

 Language Localization: To ensure accessibility and cultural sensitivity, the company's soc
ial media posts and websites are translated into the native tongues.
 Cultural Nuances: To consider regional cultural norms and preferences, the corporation a
dapts its marketing materials and communication style.
For example, the company uses various imagery, narrative techniques, and graphics to co
nnect with customers from various cultural backgrounds.
  Customer Insights: To better understand regional preferences and modify its product offer
ings and marketing messaging, the company carries out customer surveys and market res
earch.

They are making decisions about production and commercialization based on these insights.

Examples of the Adaptation Strategies Used by the Company in Various Markets

 United States: The company highlights the brand's sustainability credentials and compati
bility with the expanding ethical consumerism movement in the United States.
The company aims to attract to American consumers who value quality and artisanal item
s by showcasing the distinctive designs and craftsmanship of its products.
 Japan: The company highlights the brand's minimalist look and its ties to traditional Japa
nese craftsmanship in this market.
Additionally, the business highlights the social effect of its goods, appealing to Japanese c
onsumers who place a high value on social responsibility and community.
 Europe: The company emphasizes the brand's dedication to sustainable production and fa
ir-trade policies in this region.
In order to appeal to European customers' appreciation of art, fashion, and culture, the co
mpany also highlights the distinctive designs and cultural history of its products.
 4 Company and Its Competitors
4.1 Brand Positioning Analysis
Company occupies a distinct position in the Nigerian handicraft market, differentiating itself
from local competitors GreenLife Nigeria, Ecocrafts Nigeria, and Adire Creations through its
emphasis on sustainability, fair trade practices, and social impact. The brand appeals to Nigerian
consumers who value ethical practices, environmental consciousness, and handcrafted products
with a modern twist.

4.2 Competitor Analysis

FabIndia- India

 Positioning: FabIndia is a well-established brand known for its traditional Indian designs,
affordable prices, and wide product range. It appeals to a broad range of consumers
seeking authentic Indian handicrafts at accessible prices.

 Company's Differentiation: Company differentiates itself from FabIndia by emphasizing

its focus on sustainability, social impact, and unique designs, while still offering some
products at a competitive price point.

Minne- Japan

 Positioning: Minne is an online marketplace for handmade goods, featuring a diverse

range of products from independent artisans. It appeals to consumers who appreciate
unique, handmade products and support independent creators.

 Company's Differentiation: Company differentiates itself from Minne by offering a

curated selection of products with a focus on sustainability, social impact, and unique
designs. It also provides a more consistent brand experience compared to the diverse
offerings on Minne.

Jim Thompson- Thailand

 Positioning: Jim Thompson is a premium Thai brand known for its high-quality silk
products, traditional designs, and commitment to preserving Thai silk heritage. It appeals
to affluent consumers who seek exceptional quality and traditional craftsmanship.
  Company's Differentiation: Company differentiates itself from Jim Thompson by offering
a wider range of products beyond silk, emphasizing its focus on sustainability, social
impact, and unique designs. It also appeals to a broader range of consumers with its more
moderate price point.

4.3 Perceptual Map

The perceptual map illustrates Company's unique position in the Nigerian handicraft market,
differentiating itself from competitors through its combination of sustainability, social impact,
and unique designs. The brand appeals to a wide range of Nigerian consumers who value ethical
practices, environmental consciousness, and handcrafted products with a modern flair.

Feature Low Medium High

FabIndia

Price Minne Company Jim Thompson

Feature Limited Moderate High

Company

Jim Thompson

Sustainability FabIndia Minne

 Price

Sustainability

In the global handicraft market, Company occupies a unique position differentiated by its
emphasis on sustainability, social impact, and unique designs. While competitors like FabIndia
prioritize affordability and traditional designs, Minne showcases a diverse range of products, and
Jim Thompson emphasizes premium quality and sustainability, Company strikes a balance
between sustainability, unique designs, and moderate pricing, appealing to a wide range of
consumers who value ethical practices, environmental consciousness, and handcrafted products
with a modern twist.

4.4 Cultural Considerations

Taking into account Hofstede's cultural aspects, the company's marketing techniques are adapted
to address cultural differences within the Nigerian market:
• Power Distance: The company appeals to Nigerian customers who respect authority and hierarc
hical connections by highlighting its dedication to fair trade procedures and promoting local artis
ans.
• Avoidance of Uncertainty: The company focuses on its ethical sourcing methods and open supp
ly chain to appeal to Nigerian consumers' need for consistency and risk avoidance.
• Collectivism: The company places a strong emphasis on the social impact of its products in line
with Nigerian society's collectivist beliefs, which place a high importance on social responsibilit
y and community.
• Masculinity: The brand appeals to Nigerian consumers who value performance, achievement, a
nd assertiveness by emphasizing the robustness and usefulness of its products.

4.5 International Expansion

Company has successfully expanded beyond the Nigerian market, targeting consumers in the
United States, Europe, and Asia. The brand's marketing strategies are adapted to address the
cultural differences in these markets, emphasizing aspects such as sustainability and social
impact in developed markets, while highlighting traditional designs and cultural heritage in
emerging markets.

4.6 Segment Comparison

Company's marketing strategies also vary across different consumer segments within Nigeria.
For instance, the brand may use more traditional marketing channels, such as radio and local
events, to reach older consumers, while relying more on digital and social media marketing to
engage younger consumers. Additionally, Company may tailor its product offerings to cater to
specific consumer preferences, such as offering different colors or designs for different segments.

 FabIndia- India

Brand Positioning: FabIndia is positioned as an accessible and authentic Indian brand offering a
wide range of traditional handicrafts at affordable prices. It appeals to a broad consumer base
seeking value-for-money products that embody the rich cultural heritage of India.

Target Audience: FabIndia's target audience includes:

 Value-conscious consumers seeking traditional Indian handicrafts at affordable prices.

 Tourists and travelers seeking souvenirs that represent authentic Indian craftsmanship.

 Individuals interested in incorporating traditional Indian elements into their homes and
wardrobes.

Marketing Implications:
  Emphasize affordability and value-for-money through clear pricing strategies and
promotions.

 Highlight the authenticity and cultural heritage of FabIndia's products through

storytelling and collaborations with Indian artisans.

 Target a broad audience through diverse marketing channels, including mass media, retail
stores, and online platforms.

 Minne- Japan

Brand Positioning: Minne is positioned as a platform showcasing a diverse range of handcrafted

products from independent artisans. It appeals to consumers who appreciate unique, handmade
items and support independent creators.

Target Audience: Minne's target audience includes:

 Consumers are seeking unique, one-of-a-kind handcrafted products.

 Individuals who support independent artisans and appreciate handmade craftsmanship.

 Those interested in discovering new and emerging artists and designers.

Marketing Implications:

 Emphasize the diversity and uniqueness of products available on Minne through curated
collections, featured artisans, and personalized recommendations.

 Highlight the stories and personalities behind the artisans to foster a connection between
consumers and creators.

 Utilize social media and influencer marketing to reach a younger, tech-savvy audience.

 Jim Thompson- Thailand

Brand Positioning: Jim Thompson is positioned as a premium Thai brand known for its
exceptional quality silk products, traditional designs, and commitment to preserving Thai silk
heritage. It appeals to affluent consumers who value luxury, exclusivity, and craftsmanship.

Target Audience: Jim Thompson's target audience includes:

 Affluent consumers seeking high-quality, luxury silk products.

 Individuals who appreciate traditional Thai craftsmanship and cultural heritage

 Travelers and gift-givers seeking unique and exclusive Thai souvenirs.

Marketing Implications:
 Emphasize the premium quality, exclusivity, and craftsmanship of Jim Thompson
products through high-end visuals, storytelling, and collaborations with luxury brands.

 Target affluent consumers through exclusive events, collaborations with luxury

magazines, and targeted advertising in upscale publications

 Highlight the brand's commitment to preserving Thai silk heritage through educational
campaigns and partnerships with cultural institutions.

 Company

Brand Positioning: Company is positioned as a brand that balances sustainability, social impact,
and unique designs. It appeals to a wide range of consumers who value ethical practices,
environmental consciousness, and handcrafted products with a modern twist.

Target Audience: Company's target audience includes:

 Eco-conscious consumers seeking sustainable and ethically sourced handicrafts.

 Individuals who appreciate unique and modern designs in handcrafted products

 Consumers who support brands with a strong social impact and commitment to ethical
practices

Marketing Implications:
  Highlight the brand's sustainability credentials through transparent supply chain
information, certifications, and collaborations with environmental organizations.

 Emphasize the social impact of Company's products by showcasing the stories of the
artisans and communities involved.

 Target a diverse audience through social media, influencer marketing, and partnerships
with brands that align with Company's values.

4.7 Primary Research

Company's primary research efforts are not limited to a single country or region. The brand
gathers insights from consumers worldwide, ensuring that its marketing strategies are tailored to
address cultural nuances and local preferences. For instance:

 Surveys: In the United States, Company's surveys focused on understanding American

consumers' emphasis on sustainability, ethical practices, and personalized designs. This
led to the development of marketing campaigns that highlighted the brand's commitment
to these values and showcased the unique designs that reflect individual style preferences.

 Focus Groups: Focus group discussions in Japan revealed the importance of minimalism,
craftsmanship, and cultural heritage to Japanese consumers. Company adapted its
marketing materials in Japan to emphasize the brand's minimalist aesthetic, its connection
to traditional Japanese craftsmanship, and its commitment to preserving cultural heritage.

 Social Media Monitoring: Monitoring social media conversations in European markets

indicated a growing interest among European consumers in fair trade practices, social
impact, and ethical sourcing. Company's marketing campaigns in Europe emphasized the
brand's transparent supply chain, its commitment to fair trade, and the positive social
impact of its products.
4.8 Secondary Research
Company's secondary research also spans various cultures and markets, allowing the brand to
stay informed about global trends and adapt its strategies accordingly. For example:

 Industry Reports: Analysis of industry reports revealed that the demand for handcrafted
products is particularly strong in emerging markets, particularly in Asia and Africa. This
insight guided Company's expansion strategy, focusing on developing partnerships and
marketing efforts in these regions.

 Academic Research: Reviewing academic studies on consumer behavior in different

cultures provided Company with valuable insights into the influence of cultural factors on
purchasing decisions. This knowledge enabled the brand to tailor its messaging and
product offerings to resonate with the specific values and preferences of consumers in
different markets.

 Consumer Insights: Gathering data from consumer behavior studies and market research
reports in different countries allowed Company to understand the unique preferences and
purchasing habits of consumers in each market. This information was crucial in adapting
product designs, marketing materials, and pricing strategies to suit local tastes and
expectations.

4.9 Research-Driven Marketing Decisions of Company

Company's ability to translate research insights into actionable marketing strategies has been
instrumental in its global success. Here are some specific examples of research-driven marketing
decisions across different countries:

 United States: Based on survey findings, Company partnered with American social media
influencers who aligned with the brand's values and had a strong following among young,
socially conscious consumers. These collaborations helped amplify the brand's message
of sustainability, ethical practices, and unique designs to a relevant audience.

 Japan: Understanding the importance of minimalism and craftsmanship in Japanese

culture, Company collaborated with local artisans and designers to create products that
reflected traditional Japanese aesthetics while incorporating modern elements. This
 strategy resonated with Japanese consumers who valued both cultural heritage and
contemporary design.

 Europe: In response to the growing preference for fair trade practices in European
markets, Company highlighted its transparent supply chain and its commitment to fair
trade in its marketing campaigns. The brand also collaborated with fair trade
organizations and local artisans to showcase the positive impact of its products on
communities and the environment.
 5 Integrated Marketing Communication Strategies of Company
5.1 Social Media Advertising
Employ focused social media marketing efforts to connect with adolescent consumers on sites
like Instagram, TikTok, YouTube and Facebook.

With the help of these platforms' exact targeting options based on online behavior, interests, and
demographics, the company may send customized messages to its target market.

Instagram Advertising:

 Create visually striking ads that showcase the brand's unique designs, environmentally
responsible materials, and positive social impact.
 Use Instagram Reels and Stories to entice younger viewers with engaging, short-lived
content.
 Collaborate with Instagram influencers who align with the company's brand values and
have a substantial following among millennial consumers.

TikTok Advertising:

 Create engrossing, fashionable, and interest-relevant short-form video advertisements.

 Make use of the hashtag challenges and popular music on TikTok to boost brand
awareness and interaction.
 Collaborate with TikTok influencers who are well-liked among millennials and who can
create genuine excitement for the company.

Snapchat Advertising:

 Develop Snapchat Lenses that let customers engage digitally with the brand and merchan
dise of the company.
 Make use of Snapchat's Discover feature to highlight the company's sustainable efforts an
d to present behind-the-scenes content.
 Why Work together with Snapchat influencers who can imaginatively include the
productof the company into their stories and filters.
Influencer Marketing
Engaging influencers on social media who share the company's values and have a large
following among younger consumers can greatly increase brand exposure and engagement.

• Find influencers who share the brand's enthusiasm for sustainability, moral behavior, and
distinctive designs and who connect with the target market.

• Work together with influencers to develop innovative campaigns that present the company's
goods in a genuine and captivating manner.

• To establish credibility and trust with young consumers, encourage influencers to share their
personal experiences with the company's products and brand.

5.2 Content Marketing

Create and distribute excellent content that appeals to the interests and values of younger
audience. This content may include the following:

• Blog posts that highlight the brand's ecofriendly initiatives, tell the stories of the artisans who cr
eate the company's products, and draw attention to their unique designs.

• Videos: Produce quick movies that capture the spirit of the business.These videos ought to feat
ure product demonstrations, behind-the
scenes glimpses, and stories about how the brand's stuff has influenced people

• Visual content for social media:

Create captivating infographics and illustrations that share fascinating data like sustainability, ethi
cal behavior, and the histories of the company's products.

5.4 Experiential Marketing

Engage young consumers through new and interactive experiences. This can include:

 Pop-up shops: Create pop-up shops in high traffic locations where young consumers
gather, allowing them to use the company’s products.

 Workshops and events: launch new workshops and events that teach young consumers
about sustainable practices and handcraft technologies.
  Partnerships with cultural institutions: having partnerships with art galleries and the other
famous places helps to generate positive WOM.

5.3 Guerilla Marketing Strategies

My Suggestions
1. Interactive Pop-up activities:

Concept: identify high traffic areas and make installments.

Examples:

 Art installations: main target is to create interactive installations using company’s

instruments encouraging photo sharing and social media WOM.
 Mini fashion shows: organize mini fashion shows to create positive interaction between
customers.
 Interactive workshops: establish sustainable and engaging workshops Company's
products, providing valuable experience and building brand retention.

2. Random Brand Takeovers:

Concept: create surprise and virality by creating a space in the market.

Examples:

• Urban art: Collaborate with street artists to paint murals in strategic areas that feature the comp
any's designs and messaging.
• Take over public transportation: For maximum visibility, brand buses, subway trains, or bike-
sharing stations with company messaging.
• Interactive projections: To draw attention, project the company's images and messaging onto str
uctures or other surfaces in busy regions.

3. Social Media Flash Mobs:

Concept: organize integrated online activities to create a positive WOM.

Examples:
 • Hashtag challenges: Post a branded hashtag challenge to entice users to post images or v
ideos of themselves using Company merchandise or taking part in a particular activity.
• Livestream Q&A sessions: To engage viewers and tell the brand's story, hold live Q&A
sessions with the company's designers, craftspeople, or social impact partners.
Collaborations with influencers: To generate captivating content and increase brand expo
sure, collaborate with social media influencers who share the company's values.

By operating these advertising programs and leveraging social media, influencer marketing,
content marketing, and experiential marketing, Company can effectively create global awareness
among young consumers, building a strong brand presence in key parties.

6 PESO Model for Company

6.1 Paid Media
 Social Media Advertising: establish campaigns on platforms such as Instagram,
Facebook, and TikTok to get the awareness of American consumers with target and
filtering messaging which highlights the brand's unique designs and key messages.

 Video Advertising: launch video advertising platforms such as YouTube and Pinterest to
shiw Company's brand and products related contents.
  Search Engine Marketing (SEM): identifying main keyword can helps to increase the
organic search results

6.2 Owned Media

 Branded Website: maintain all the content creations and visual appealing by focusing on
the website and the deliveries.

 Social Media Presence: establish strong social media presence by using most famous
social media like Facebook, Instagram, TikTok and YouTube.

 Email Marketing: build a strong email marketing campaign and make the list out of it to
send relevant product and brand messages.

6.3 Earned Media

 Public Relations (PR): designing blogs and sustainable websites helps to increase the PR.

 Influencer Marketing: align and partnering with strong influencers who have strong
trustworthiness towards the Nigerian consumers.

 Customer Reviews and Testimonials: make sure your satisfied customers to leave positive
reviews and comments on the websites and social media and share their experiences with
the brand.

6.4 Shared Media

 Social Media message Sharing: motivate social media content sharing of Company's
brand by tailoring messages to the identified media.

 User-Generated Content (UGC): motivate customers to share their own photos, videos,
blogs, and hashtags.

 Social Listening: analyze social media measurements and conversions.

6.5 Impact on American Consumers

PESO media strategies will make sure Company create brand awareness throughout American
consumers, establish a strong online appearance, and build positive impact on the brand. With
the help of this company can increased website traffic, social media engagement rates, and, the
revenue.
 6.6 Impact on Worldwide Business Partners and Investors
PESO media strategies can be used to get the awareness of worldwide business partners and
shareholders. By sharing the Company’s unique brand identity, sustainable efforts, and global
growth capacities, the brand can attract interested parties.

7 Gantt Chart
Objective 1: Increase Brand Awareness

Task Sub-tasks Start Date End Date Responsible Budget

- Identify our target audience

Develop strong
- Define and tailoring key Marketing
brand 2023-12-11 2024-01-10 $5,000
messaging Team
strategies
- make a content calendar

- focus on content creation

Launch new (images, videos, stories)
themed social Marketing $10,000/
- focus on ads 2024-01-15 2024-06-30
media Team month
campaigns: - Partner with relevant key
share holders
 - Identify relevant events
Participate in
- prepare materials to
beneficial Events
participate events 2024-02-01 2024-05-31 $15,000
industry Team
events: - partnering with potential
parties

- focus on content creating Public

protect media
- Follow up with key main 2024-01-15 2024-06-30 Relations $5,000
coverage:
parties and build relationships Team

- Identify strong potential

partners
Develop
- Develop collaborative
partnerships Partnershi
proposals for partners 2024-02-01 2024-06-30 $10,000
with other ps Team
- bargain terms in the
brands:
agreements

- launch core brands

- analyze social media

mentions, tagging and
Analyze, engagement
evaluate and Marketing
- analyze website traffic and 2024-01-15 Ongoing N/A
measure the Team
revenue
results:
- Analyze campaign
performance and revenue
 Objective 2: Increase Brand Recall

Task Sub-tasks Start Date End Date Responsible Budget

- Develop a new logo and

brand materials

Develop strong - Create an attractive brand Design

2023-12-11 2024-01-10 $8,000
brand identity: tagline Team

- identify brand voice and

tone

Develop - Identify key brand values

integrated and try to deliver the values Marketing

2023-12-11 2024-01-10 $3,000
brand - make sure the consistency Team
messaging: throughout all the platforms

- develop website design and

update content
Identify main
- starting social media Marketing
brand 2024-01-15 2024-02-29 $5,000
channels Team
touchpoints:
- focus on in packaging
strategies

implement - implement new customer 2024-03-01 2024-04-30 Customer $2,000

loyalty promotional programs Service
programs: Team
 - Launch activities and events
to promote to customers

- bring new survey questions

held Customer
- share survey to the
satisfaction 2024-05-01 2024-05-31 Service $1,000
customers
surveys: Team
- anaslyze the response

Objective 3: Increase Brand Revenue and Market Share

Task Sub-tasks Start Date End Date Responsible Budget

- recognize new product

Follow new portfolios
Product
product
- identifying customers 2023-12-11 2024-01-10 Development $10,000
expansion
markets Team
tactics:
- analyze potential market

- Do research on the
Marketing &
Following new 2024-01-15 2024-02-29 $5,000
competitive prices
Sales Team
pricing
- based on the target group
 adapt the pricing strategy

strategies: - launch a promotional

campaign

Expand sales
- establish an online outlet
and
- having strong partnering
distribution
with suppliers
channels:
 8 References

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