Half Price Books At Amazon

When I shop for books, Amazon provides me the best experience: I don’t have to move from my apartment, I can enjoy great discounts, and I can read the opinions of other readers before purchasing a book.

Let’s talk about this last feature: reading opinions of other readers. A brick and mortar establishment like Barnes & Nobles does not provide me any opportunity to read other people’s opinions, even if their cousins at www.bn.com have that information available.

Obviously the conflict of interest within the same company prohibits that: if I was at a Barnes and Noble store and found a book that I was interested in, but saw on www.bn.com that the same book is 15% off, I would definitely stop buying books from the actual store…

On the other hand, there is another book store that could use this weapon against Amazon. There is a book chain called Half Price Books, where people can find incredible deals. Books are half price or less: it’s not rare to find virtually new hardcover books at $2!

Half Price Books also has the advantage of providing immediate satisfaction of a great bargain to customers: the books are not shipped few days later, but available right away. I love to walk into their stores and look around for great deals. The problem: I sometimes find great looking books at super cheap prices, but I am not sure about the quality of the book... I would love to read the opinions of other readers before committing to a purchase.

And here it comes, The Idea: Half Price Books could put a few terminals in the store with Amazon as the homepage and invite people to read the opinions available there. At the same time, the prospect could see the price of books on Amazon, which is always higher than Half Price Books.

Bottom line: if Half Price Books installed internet terminals in their stores with their homepage set on Amazon.com, this would further allow customers to tap into a valuable source of information that would support their buying decisions, as well as many others for a very cheap price. It would also provide a price comparison with Amazon that would show Half Price Books being cheaper. The cost of this experiment would be minimal: take one store, install a pc terminal, and monitor the behavior of clients and sales.

Readers, what do you think about it?

Mau in Italy

Six Flags Talks Benefits, not Features

Last week I took one day off and went to Six Flags in Houston: what a great day of fun. There were virtually no lines at the rides and me and my girlfriend had a fantastic time: I almost felt guilty about not having to wait at any roller coaster…

On our way to the park, a big advertising panel got my attention (see pictures).
Note: you can click on the pictures to enlarge them.

I was very surprised to see the benefits stated in such a clear way: no complicated lingo, no “features” listings, but a series of reasons in my interest for considering the purchase of the season pass.

Bottom line: I commend Six Flags for their marketing smart: what a refreshing example of intelligent communication. Too often the sentence “Features tell, Benefits sell” is used, but in this example, Six Flags put that principle really at work.

Mau in Italy

Vacation time !

All,

I am taking some days off and going to Italy, chasing new blog ideas there.

I will update the blog irregularly till July 8th.

Ciao

Mau in Austin

Sleeping Beauty lives in your Database (part 2 of 2)

And now the happy ending story...

A friend of mine bought a jewelry item on a web site few years ago: the company very professionally delivered the item exactly as expected. My friend was very happy about the experience.

Since then, he never bought anything anymore on this online store.

Now, out of the blue, few days ago, he got an email from them with Subject “Our way of thanking you, John” (John being the fictitious name of my friend).

The email was basically a special offer for customers only, with a discount on a specific set of products. I love this idea: it costed nothing, and actually brought value to the customers that received it. How do I know it brought value? Well, my friend really appreciated the email and actually bought 120$ of merchandise from the offer.

Think about the Return On Investment (ROI) of that email… spectacular: sent to a name that is already in the database (no cost of acquisition of very qualified name), offering a special discount on a specific collection (that maybe they had to move from inventory…) and all this using email and the internet.

I paste here a couple of screen shots from the email my friend received

(Note: click on the pictures to enlarge them)

Bottom line: your efforts in building the database of your clients are very smart and worthwhile. Not only they pay in the short term, but they keep brining value for many years to come.

Mau in Austin

Sleeping Beauty lives in your Database (part 1 of 2)

This is a double posting, and we will talk about two stories: one is a sad and money losing story, that will probably wet your profit oriented eyes; the second one is a happy ending, money making and profit generating one.

I promise, at the end, they will all live happily thereafter.

All right, down to work.

I am a big fan of databases, of capturing with ethical discipline information about your customers. How do we do that? Simple, we give them a good reason to give us their names, addresses, email, phone number etc.? we will have soon a posting dedicated to this fine art of getting these information in a simple way.

The posting today will analyze one of the long term advantages of building a database of your customer base: the possibility of bringing dormant customers back to life.

As Jay Abraham says, people generally stop buying from you for one of 3 reasons:

1. They are unhappy about your product or service
2. They moved to a different job/position/situation and don't need you/your product/services anymore
3. They simply forgot to continue buying from you, for no particular negative reason: maybe they tried a different product and decided to keep using it (but if you asked them back, they would come), or they simply forgot to call for renewing the subscription to your service etc

Today we will talk about the third reason: people that do not have anything negative against you, but simply stopped buying from you.

In this case, very often, a simple solicitation, with a heartfelt letter or email and an incentive, can restart the relationship. For a very low cost: remember how costly is to acquire a new customer: in comparison, re-activate an old one is often dirt cheap.

But to be able to solicit a former customer, we need to know how to reach him/her: that's why the database is essential. But not sufficient: then you need a business savvy mastermind behind the database, that can use all its power.

I give you here the first story, the sad one (prepare your tissue: we will talk about many poor dollars of profit flushed down the drain... what a waste...).

For 4 years, every time I went to Taiwan for business I stayed at the same hotel: let's call it Number One Hotel. I was happy: good place, distinctive service and nice atmosphere. Last year our office moved few kilometers down the road (5 minutes by taxi, to put things in perspective).

Because now the office was further from Hotel Number One, I tried another hotel, Hotel Number Two, closer to the new office: I liked it, and now I stay always at Hotel Number Two.

The staggering thing for me is that Hotel Number One has all the information about my buying patterns in the past (I would stay at least once every 2 months), my personal information and never took the initiative to contact me. After one year of no-show, their computer could just bubble my name up and say "This is probably a lost customer: let's try to reactivate him". How? Eaaaaasssssy: propose me some special rates, propose me to pay my taxi expenses to go to the new office ($5 a day... big deal...), upgrade me in a bigger room when available.

Would I consider going back if asked? In a second! It was a great place, I was happy there ... at least this would put much more pressure on Hotel Number Two to continue to keep me.

Sad? I warned you, very sad story...

But don't feel too bad: tomorrow a happy ending story will follow

Mau in Austin

Disclaimer - I am Italian, please be patient with my English

All,

tonight two entrepreneurs dear friends of mine gave me a very good feedback on the blog: they said (I paraphrase) "Mau, the content of the blog is good, but your English is not perfect. Do your readers know that you are not a native American and that your native tongue is not English? Can this hurt your credibility?"

Well, they are right... I realize now that I never told you, dear Readers... The secret has to be finally unveiled (drum roll please): I am not from Austin... I am from Italy.

So, I have to ask you a big courtesy: continue to keep a very critical approach to the content of the blog: make comments, share your ideas, agreements and disagreements with the concepts I present, attack them, support them, dissect and analyze them. It is all good, that is what I want.

But please go easy on me on my English: when I work with local entrepreneurs, they take care of turning my "Spaghetti-English" into real English and get the official writings on any marketing material right. What I write here is coming straight from me, no editing, no reviewing: pure and simple concepts in a raw format.

And hey, if you find some funny expressions along the way in my postings, laugh it up, I don't mind: actually, if I provide content AND good time, I am even happier.

Thank you for your continuous support while I keep working on this blog.

And keep the feedbacks and critiques coming: I love them.

Mau in Austin

The power of plaques

I am fascinated by plaques. People love plaques. I do love my plaques: I got some at work and I display them with great pride in my cubicle.

I guess that’s because we are humans, we like to feel recognized by your peers or by somebody we respect.

Now, I am interested in extending the use of plaques in business to increase goodwill between two parties for a very low cost.

Plaques can be sent for the most original reasons: “circle of top partners” “best suppliers’ club” “Supplier of the year award”

And this last one is not invented: look at this link

(http://biz.yahoo.com/bw/050506/65073.html?.v=1)

I am sure this award cemented the relationship between Solectron and Spirent creating value for both parties: Spirent consolidated its name as authority bestowing awards to top suppliers (so next year other suppliers will compete to get the award), Solectron now has yet another plaque to show to prospect customers…both of them got some extra publicity thanks to the press release.

All this for the cost of a plaque…

Now, if you have a supplier that went the extra mile for you, why not sending a “Thank you for going the extra mile” plaque? Or if you have a distributor that sold above and beyond its quota, why not sending (along with the commission money…) a plaque to consolidate the relationship?

I wish you a prosperous week,

Mau in Austin

Ask and you shall receive + Testing: a story

In many postings before we talked about testing.

If carried out in the right way, testing is a low risk, low budget way to try new approaches, strategies and tactics for your business. It has the potential to make your company virtually "error proof" when you deploying a new initiative to the general marketplace (of course, you already tested it and you know what the result will be...)

We also had a posting last week about "Ask and you shall receive": if we don't make a request, we have very little chance to get what we want. Very basic, yet very powerful.

I have a little story for you about me: I am a very avid reader. I invest about 1,000$ per year in books at Amazon.com. I enjoy the convenience of ordering online and the nice discounts I get on any book.

Now, last week I went to a local Barnes and Noble brick and mortar bookseller to pick up a book that I needed that same day. I asked to speak with a manager of the store. I gave my story and I asked for what I wanted:

“Madame, you don’t know me, but I can tell you that I spend about 1,000$ per year on your competitor Amazon web site: would you be interested in working out a deal to get my business? Of course the deal would have to give me more than what I get today from Amazon: either in discount, convenience etc”. I showed her the book I just bought at her counter: 32$ - on Amazon I can have it for 18$ (again, I needed it the same day for a gift).

The woman very professionally said “No, we are not interested in working such deals”.

Great! I failed! My little “test” ended with a big, sounding, clear “NO!”.

So? Big deal… I keep buying on Amazon, even more satisfied about the deals they hand to me.

So, was it really a failure my test? Of course not: it costed me nothing, it provided me with more information and experience and avoided me in the future to regret no having done it. All in all, I come out ahead, big time.

Mau in Austin

I tell you why you need to tell me why…

It is fascinating to me the fact that some marketers still do not understand a cardinal rule of human behavior: people is more likely to do what you ask if you tell them why they should do it…

Now, I am sure many of you are now thinking "“Duh this is so basic that it i’s almost stupid". Please bear with me, I will show you that it's not that understood.

You can see it every day: messages saying "Make sure to specify our brand" or "Ask us about engine cleaning" or "Call for a free quotation on a steam carpet cleaning".

Why? Why should I do what I am asked for? People beg for reasons. Of course they should be reason based on truth: I do not condonete or condon the use of lies... I make now some imaginary examples:

"“The average engine, if left unclean, breaks down after 50,000 miles. Ask us about engine cleaning" now I am motivated, I see why I should do it.

"“The Federal Agency EPA says that your home carpet, if not cleaned by ultra high temperature steam, will host 1 billion parasite per square inch: they will contribute to make you and your family sick. Ask us about steam carpet cleaningÂ"

Sure sometimes there is no space: then make it ultra short "An “unclean engine do break down: we can clean it"."“Unclean carpets can make your children sick: we can steam clean them".

I finish the posting with a real life receipt got at the gas station: "Ask us about our service repairs". Why? Are they cheaper, faster, smarter, with longer warranty, made by more professional personnel, than others?

Till next time,

Mau in Austin

Do you want a chocolate bar with your gas (part 2 of 2)?

The button would print an instant coupon with a discount on chocolate bars, candies, hot dogs etc, valid for just 5 minutes (this would exploit the Scarcity principle that Dr. Cialdini describes in “Influence” and in this article). What is the worst that can happen? The person would not walk in the store… big deal… He/she is not walking in the store anyway… so, there is only upside to this.

I can hear people asking “But how about the margins on chocolate and hot dogs?”… hmm, quick fix: just raise the price of the items by the discount you will provide… people don’t normally remember how much a Sneaker bar costs (quick, how much did you pay the last one you bought? Was it cheaper than at the station on the other side of the street?). The important thing is not to touch staples like milk and bread, as the interesting article “Mind your Pricing Cues” (link) on Harvard Business Review, explains.

The same principle for a car-wash 5-minute-valid discount. Ehi, probably just one person out of 20 (5%) washes the car: what if we could raise the percentage to 10% with a situational, time limited, mind-blurring, decision-altering, time-limited coupon (wow, what a long sentence…)? It’s free money in the bank… the washing apparatus has been bought anyway, best is to use is as much as possible.

And how about an instant coupon for windshield wiper liquid? I would love that: I always forget to buy it… a coupon would propel me into the store.

And a fresh bottle of Gatorade? Maybe “Gatorade + sneaker bar” at reduced price…

Bottom line: the Situation Permission that a gas station has can be elegantly leveraged to solicit more business from the clients, with low risk and good potential for extra, free profit.

Mau in Austin

Do you want a chocolate bar with your gas? (part 1 of 2)

Here in Texas many gas stations are providing the ultimate convenience for the time-pressed modern citizen: pay at the pump with credit card.

It’s a delight: swipe the magic plastic rectangle, get accepted, prime the pump and speed away, toward new adventures.

But, alas, this is an unfortunate series of event for the gas station: they only can sell us gas in this way…

When we had to enter into the little store to pay with cash, they were able to put in motion the powerful Point Of Purchase sell mechanism: once you are about to pay, it’s very easy to sell you candies, mints, even hot dogs and coke (just ask… see previous posting “Ask and you shall receive”)

Now, the gas stations had to (reluctantly I believe) bow to the customer pressure and install the credit card payment option, which kills completely the Point Of Purchase sales opportunity and depletes the associated margins.

But they surely have an asset: me stopping at their station. As Seth describes it in his excellent “Permission Marketing” this is a Situation Permission: as I am there, they could try to leverage my time.

How could they get me to walk into the gas station anyway? Here is an idea: how about having a button on the pump (or on the touch screen after the pumping is done) that says “Push here if you feel lucky!” "Push here to see what you win today". I challenge any human being to resist pushing it…

Tomorrow we will see what this mysterious button will do…

Ask, and you shall receive

This post will touch on personal development, without any intent of moving into the realm of Anthony Robbins or any other personal motivators.

I read the good book “The Aladdin factor” and I was immediately interested by the quote from W. Clement Stone: “If there is something to gain and nothing to lose by asking, by all means ask”.

This also connects to the biblical advice “Ask, and you shall receive”: which, to me, it means (among other things) that if I want something, I’d better start asking for it…

How does this connect to our marketing ideas? Well, I personally experienced several time how businesses lose potential revenue simply because they don’t ask for more sales.

For example: when we go to change the oil of the car or we get our lawn mowed, seldom we got offered a yearly subscription to the service

“Sir, I just finished to mow your lawn, as agreed. It’s cut at the desired length and it makes your yard look like a million bucks. It’s 35$.

Now, as in one month the grass will be high again, I can give you the opportunity to enroll in my subscription program: for the cost of 10 months, you get 12 monthly services to your yard, the day you decide. It’s only 350$, and you save 70$”

I did a very unscientific survey with some friends that just got their grass mowed by a neighborhood one-man company: if they were offered the deal, they would have taken it.

Think about that: just asking for more business (with a decent proposal, of course), it raises dramatically the chances of getting it.

What if your dentist offered you a yearly whitening service subscription? What if the carpet cleaner asked you if you were interested in a steam cleaning too? What if your dry cleaner asked you if you had shoes to repair?

Along this line, I admire this shop at the S. Jose airport, that eloquently ask for more business right there on the price sign:

So many opportunity untapped out there: as Einsten said in my previous post, “Imagination is more important than Knowledge” (link to post here)

Mau in Austin

Weekend ! See you on Monday

We take our week-end off: see ya'll (yeah, I am in Texas!) on Monday.

Mau in Austin

“Obvious” ideas are not so… “obvious”…

Once a disciple of Guerrilla Marketing comes up with an idea that is easy to implement and that looks like is going to generate some “easy” money, the recurring comment we hear is: “Oh, come on, if it was that easy, we would have already done it” or “There is no way something that trivial has not being done before” or “Ok, be serious: you would not really think that this is going to work? That we are going to make that much money with so low risk?”…

Evidently, we are trained to discount rewards that are too easy to reap: this comes from the common sense that every mom instills in her sons and daughters. But this also a dangerous path if we are not aware of its potentially negative influence on our willingness to explore new ideas.

I find fascinating the point of view of Jay Abraham (an excellent reading is his book "Getting everything you can out of all you have got") about "trivial" ideas.

Many objects that are common today are relatively recent: I am not just talking about cell phones and wireless internet (they could not exist before because the underlying technology was not available). I am talking about many other “trivial” objects that nobody thought about before…

For example: it is unthinkable to purchase a baggage without wheels today – wheels are such a natural part of the baggage. Right? Wrong! Ask your parents: when they traveled, 30 years ago, baggage did not have wheels… then one day a “genius” thought “Ehi, what about putting wheels under the very heavy bag so I might avoid getting a backache?” …

Another similar example is the snowboard: today easily 50% of the 15-30 years old skiers are actually snow boarders. Well, just 25 years ago nobody would imagine that: boards were reserved for sea (surf) or the street (skate board). Then another “genius” thought “Hmm, wouldn’t it be cool to try to put a surf on snow?” and voila, an entire “trivial” industry was born…

Morale of the story: don’t discount an idea because it looks too “trivial” – you might be on something big that you never thought about before… Great ideas don’t have to be necessarily expensive or ultra high-tech: there is still plenty to do in the domain of low-tech, everyday life.

Mau in Austin

The first baggage on the carousel is fake

I saw this post from the Italian site [mini]marketing.it and it made me smile in delight: what a clever thought to get all the attention of the crowd we want to address (the post is here for our Italian speaking readers)

Airport. Baggage carousel. All the eyes are concentrated on the snake-like carpet, that start moving suddenly. We look at the carousel with great hope: we want our luggage to get the hell out of there and get back to our lives.

The first baggage is out: let me check if it's mine. Let me check very carefully.
Surprise: it's not a regular baggage - it's an advertising for a bank... and it surely got the attention of everybody looking at it.

"Everyone watched it go round and round." as bmann says...

The picture is here.

Mau in Austin

You probably are leaving the big money on the table… (Part 2 of 2)

As promised yesterday, here we go with some money making ideas:

A rep from a car insurance company could be in the lounge offering a free insurance quote to the people waiting. What do they have to lose: if it results cheaper, they save money. If the quote is higher than what they currently pay, they would feel great for the good deal they are getting. Pay a smart and penniless student for a week to test it and give him/her 10% of sales: if you get a top producer, he/she will bring you a good check every week

Sell flowers for guys to bring back home to their wives: what a great convenience. Full wash: 20$. With flower: 25$. Hey, point of purchase sale, very easy to make.

The car at the end of the washing line is brought out and dried, then is handed back to the owner. Ahhh, what a waste of potential profit ! Render me another service please: check my tire, oil, washing fluid, anything. Then tell me how I am doing. If everything is fine, I feel great and love this place even more. If I need anything to be done (oil, tires too old etc), offer me a discount to a partner business. Actually, offer me to escort me there right now to fix the problem. The car-washing place could make a good percentage out of the business that it brings to the partners.

Now a wild idea: have a desk with a “Genius”: the “Genius” is a guy/gal with appetite for helping people and lot of creativity. The Genius sits in the lounge and has a “Genius” T Shirt and hat. The “Genius” has a pc connected to internet and a phone: he/she is there to (try to) solve ANY problem for free.

You need new toilet and want the cheapest on the market? Talk to the Genius and he will locate it for you.

Your pc needs repair? Talk to the Genius and he will get that setup for you

Need to do grocery shopping? No problem: the Genius can call another person that drives you to the grocery store.

The Genius would work for a percentage of the business he brings to a network of partners. After a while, I am sure it will be possible to figure out the most common requests: out of them, the network can be started

Sell me magazines, milk, bread, cokes, water

Teach me how to care about my car with special products: if I am hand washing my car, I do care about it big time. Why not having a tutorial running on a TV telling me which wax to use and how to keep the car shiny. And by the way, how about selling those products ?

Whoa, you got the idea… there is value to be created out of … nothing… and this makes me very very excited.

Till next time,

Mau in Austin

You probably are leaving big money on the table… (Part 1 of 2)

I start today to talk about something that is really dear to my heart and to my profit-oriented mind: unrealized profits from hidden assets.

I am fascinated by a quote, attributed to Einstein, that says “Imagination is more important than knowledge”, because it holds the secrets to running circles around your competition: imagination allows you to make moves that your adversaries do not even fathom. And, best of all, before they can catch up with you, you are already changing again the playing field…

So, in business as in life, imagination can set us free: free to invent new source of revenues, free to explore unusual paths to equity creation, free to chart a different course for our enterprise, different from the ones everybody is fighting for. We can run a different kind of game, where we are the best players in the world.

When asked to list their assets, most companies would mention the usual stuff: our patents, our buildings, the machines we own, the cash in the bank, various investments etc.

But there is a vast amount of very valuable assets that cannot be found on the financial books: goodwill from the customer base, database of names, know-how on product design or service rendering, just to name a few of the most common ones.

Imagination, though, is the necessary tool to make a giant leap in a different dimension: that of inventing assets, creating value out of thin air. It is a little bit like magic: for the gifted in this “art”, a quick movement of the hands, some pondering about the situation and voila, the recipe to make more money is ready.

Let’s talk about some examples: few days ago I was at the car washing place. I do pay extra for getting my car hand-washed (ok ok, I am that kind of guy…). So I give the car key to the service representative and proceed to wait for 30 minutes in the lounge of the place.

I am sitting there and my profit-seeking brain is in full gear: “Wow, look at this: there are about 20 people sitting around, doing nothing. What a great asset for the car-washing company: the time of this people !”.

Tomorrow, in part 2, we will see how we can finally prove that “Time is Money!” with some ideas to generate value out of this hidden and impalpable asset: Time that people spend in your establishment.

Marketing Genius adds us to its family

Another blog added us to its blog-roll.

The folks at Marketing Genius from Maple Creative are now linked to us: it is a great honor for smartideas. Thank you: we bow in respect and gratitude.

Also, Skip and his friends (Marketing Genius is a the brainchild of several contributors) have been nominated at Marketing Sherpa as Finalists at 4th annual Readers' Choice Blog Awards. You can read about it here.

Please take the time to check out their blog and cast your vote here. In our current family, they are the only nominated, so, naturally, we want to support them. Voting ends June 8th, so please hurry in supporting them.

Go Skip-Andy-Emily-Jason-James,

Mau in Austin

Scarcity Scarcity

(Let's rewind the tapes one week and, thanks to the magic time machine, we go back in time to when I left Taipei. Let's close our eyes, we are there: I wrote this posting while at the airport.)

I am at the Taipei international Airport, Gate A9, waiting to board my plane to Tokyo.

Besides the fact that I still cannot understand why they only write in Chinese all the airplane information (see picture), I was fascinated by one yet another intriguing display of Social Proof and Scarcity at work ("Social Proof", "Scarcity" are 2 of the 6 principles of influence that Dr. Cialdini describes in his excellent book "Influence")

So, I am sitting and waiting, it is 10 a.m. and the plane leaves at 10:45. Boarding is at 10:20 (see picture above). All of the sudden, and for no apparent reason, a couple of people approaches the boarding gate and start a queue: my social psychology spider-sense starts to tingle – What is going to happen now? I start observing.

Another person looks around and gives up to his mental pressure: he joins the queue. Now the pressure is even higher on the rest of people (me included…) to join, to secure a fast-disappearing decent place in the queue.

Things get out of hand: the line gets super long in no time (see pic).



This is very fascinating to me because there was no reason to do that: no announcement, no request and no particular gain (other than the priviledge of standing rather than confortably sitting in the waiting chairs). But the social pressure and the scarcity principle easily bent the will of the entire group of people waiting, including the 80-something Mr. Chen sitting close to me, on his way to Dallas to visit his son. After few moments studying the queue with a Yoda-like expression, mr. Chen stands-up with the help of his cane and marches to join the crowd in the useless-line.

Marketers that can create this potent mix of social pressure together with scarcity have a very powerful device at hand: seeing the members of the crowd capitulating one by one under the pressure of the social mechanisms, one more time, left me awestruck.

Mau at Taipei airport, greeting Mr. Chen that now stands in line aided by his cane.

A Smart Idea (pun intended...)

Ah, I am back, after a very good Memorial Day weekend.

Stefano (the same one of the Rentalps posting we published sometime ago: to review it, click here), sent me this interesting idea.

It comes from a brochure for Smart Car (for our non-European readers, you can find more info on this cute and trendy car here).

This idea deals with one of the biggest problems of mankind: postponing.
I like the clever way they counteract the tendency to say "yeah, I'll write down somewhere that I have to call these company": they put a Post-It note right into the brochure. Cannot get easier than that...







I don't know how much extra cost this adds to the brochure, but it surely makes it more effective.

Be Smart,

Mau in Texas