Marketplace Tuesday! - April 27, 2021 Entrepreneur |
- Marketplace Tuesday! - April 27, 2021
- Caution for those of you trying to open food businesses:
- 6 Budget-friendly marketing ideas for Small Businesses
- How to Do (In 4 Steps) an SEO Content Audit that Boost Growth for your SaaS [With Templates]
- How would a company like pelaton get started?
- Trying to make a new Logo for my App on the Apple AppStore, Are any of these any good?
- Help with Possible Side Income. LLC questions
- How do I pay out my employees when I sell my business?
- Ad page goes to black on FB ad manager?
- What is your biggest missed Business opportunity?
- UK Shipping Question
- Creating a Unique And Sustainable Competitive Advantage In the Innovative Technology Sector
- Searching for an open source Digital door sign app
- Finding a contract manufacturer to work with
- Just bought a house in an area "zoned: industrial" and I'm looking to start a business with that in mind. Any ideas?
- Roast the concept demo video for my early stage startup - first time founder looking for advice
- Have you ever thought to delegate tasks to your virtual assistant that aren't necessarily business-related, but will give you time back to grow your business?
- Just dumped the Wall Street Journal, any alternative daily new source suggestions?
- Gladwell's Tipping Point (Unlikely Success Stories)
- Resources on increasing production and logistical efficiency
- FAQ NFTs: Everything You Need to Know About NFTs
- How to Win Friends & Influence People PDF
| Marketplace Tuesday! - April 27, 2021 Posted: 27 Apr 2021 02:00 AM PDT Please use this thread to post any Jobs that you're looking to fill (including interns), or services you're looking to render to other members. We do this to not overflow the main subreddit with personal offerings (such logo design, SEO, etc) so please try to limit the offerings to this weekly thread. Since this thread can fill up quickly, consider sorting the comments by "new" (instead of "best" or "top") to see the newest posts. [link] [comments]  |
| Caution for those of you trying to open food businesses: Posted: 27 Apr 2021 01:00 PM PDT Full disclosure - I do restaurant and small food business consulting for a living. I've been in the food business for 25 years in some capacity or another. I'm not here trying to drum up business or promote my book (a how-to for people who want to get into the food biz inexpensively) and I'm not going to dox myself - I say these things because I want to promise you that I've been there, done that, and know what I'm talking about. I've been seeing a lot of comments lately like "hey, I'm going to start a small ghost kitchen! I'm going to start a food business! All I need is a few thousand bucks!" Is it doable? Yeah - it's not the price that's an issue, but it's that there are so many cooks out there who get really excited about this, not knowing how f'ed they're about to be by massively running afoul of local and state licensing and regulations - most of which are put into place for good reason - no one wants you to make anyone sick, no one wants you to kill anyone. If you're interested in trying to do this from home, well, you've got the deck stacked against you, depending on your business model. To do a cloud kitchen out of your house legally, you'll have to look into your local/state cottage laws. Almost certainly, you won't be able to run delivery out of there, unless you're in certain places in California. (Most states' cottage licenses only extend to selling at farmer's markets, and underneath a certain dollar threshold, with a very specific range of types of products applicable.) If you're lucky enough to live in a spot where you're able to run a food delivery business out of your house, you'll almost certainly be subject to inspection, just like your local restaurants are. If you rent, running a highly visible business out of your house/apartment is almost certainly a violation of your lease. You'll need business insurance to run any sort of food company. Your insurance company not cover you without the correct go-ahead from your local governments. "So what," you say, "I'm an entrepreneur, I'm a rebel, I'm a go-getter!" I hope you don't make anyone sick, as your deliberately uninsured business will rack up thousands of dollars in fines, if you're lucky, but most likely, criminal charges (whoops! You killed someone because you didn't want to get your plan okayed by the local government! Have fun with those manslaughter charges!) Anyways, I say all of this because I see so many people here who are gung-ho about food businesses when they've never opened, operated, or worked in one. They're ignorant to how much red tape there is (do you know that in some places in the United States, when your inspector comes in, if you have a lightbulb out on your line, you can be shut down? Same goes for having a storage rack on wheels blocking a hand sink by an inch. They generally do not fuck around.) I make a living helping newbies open food businesses. I want to encourage it at every opportunity. However, I want to see you all do it the right way, not rush into it, make sure you understand how to keep people safe, and ensure you're not setting yourself up for total disaster down the line. Happy to take questions here (not via DM, please, I'm serious when I say I'm not trying to sell you all anything). [link] [comments]  |
| 6 Budget-friendly marketing ideas for Small Businesses Posted: 27 Apr 2021 08:13 AM PDT According to Fundera, 14% of small businesses fail because of their poor marketing. But To be successful, It doesn't mean you will have to spend 10,000$ on marketing either. Small business often has a tight budget when it comes to marketing. They say " You Need to Spend Money to Make Money" but that doesn't mean you have to blow your budget as well. This article will get you through 6 Budget-friendly or free marketing ideas that small businesses can use to generate more leads. #1 Create a Referral programAccording to Nielsen, 92% of consumers believe recommendations from friends and family over all forms of advertising. Asking your current satisfied customers for referrals is one of the best marketing ways. I mean, What is the worst that can happen? They will say no, that's all, right? But if they say yes. your product can get a lot of exposure between their family, friends, and co-workers. To encourage your users to participate in the referral program, you can use many ways like offering discounts, special offers, giveaways, prizes, etc. #2 Add your product on share and discover websitesWebsites like product hunt, Google My Business, Trustpilot can become important traffic sources for your website if you have a unique and helpful product. And if you can manage to get on top results on one of those websites. It will become a gold mine for your product. getting on top has many perks like, It will help you give
#3 Create a BlogCompanies with blogs produce an average of 67% more monthly leads than companies that don't blog. creating and managing a blog is not rocket science. there are plenty of free digital marketing and content creation tools that can help you get your things more easily. Creating a company blog can help you in many ways like it can increase your brand awareness, Attract New Customers, gives more opportunities to Show & Tell What Your Business Can Do, Build Your Network Within Your Niche, and a lot more. #4 Give Free samples or ConsultationYou must have noticed, every departmental store has one lady that gives free food, right? Giving free samples is a powerful method that can drive more traffic. and according to the 2017 Bringham Young University study, Many businesses found great results by giving free samples to consumers. Not only it helps you with traffic, It also helps you
#5 WebinarsHosting a webinar can bring many great opportunities for your brand to present itself in front of the world. It gives you more opportunities to tell your customers why and how your brand is different than others. It will help you show how your product uniqueness in a whole new way with examples and real-life storytelling. and Did you know? 73% of B2B marketers say a webinar is the best way to generate high-quality leads. #6 Try Guerrilla MarketingGuerilla marketing is an out-of-the-box marketing method that many brands use to surprise their customers uniquely. And because People love talking about out-of-the-ordinary things. Guerrilla marketing has become a very profitable marketing method. Not only it is budget-friendly, with its uniqueness, it can also help your brand increase your brand awareness, and more chances to feature on local or even national news. [link] [comments]  |
| How to Do (In 4 Steps) an SEO Content Audit that Boost Growth for your SaaS [With Templates] Posted: 27 Apr 2021 09:24 AM PDT Content Audits are usually done with the sole goal of analyzing SEO/Traffic metrics and determine what pages you should remove/update/maintain to increase organic traffic. That's ok, but for me, this is only the surface of the potential of a content audit. You also must see what's impacting your company's growth. So today, I'm gonna explain my easy-to-follow process to perform a content audit, analyze it and find insights to inform your next actions and strategy. I hope it really helps you :) And, of course, I include all the templates I use along the process. NOTE: Due to the subreddit limits, I couldn't add the images to explain each step from the original post so I adjusted the content a bit. Let me know if something doesn't make sense. First things first – Info and resources you needI'm writing this guide using one of my side-projects in Spain as an example (LegalTech business). It has around 200-250k of traffic per month and around 1,000 URLs of content. That said, you'll need the following tools/resources:
How to perform an SEO Content Audit: Step by StepStep 1 – Data: what you need and how to collect itYou are right. To perform an analysis, we need first to collect all the data we need. Let's get our hands dirty. 1.1 Configure Screaming Frog SpiderThe first thing is to connect and set up all APIs: Google Analytics:
For this website, I selected Goal 16 Completions and Goal 16 Conversion Rate. That goal id is our Intercom Conversations. Every time an intercom chat is opened, we track the event in GA. Although it's optional, this is needed if you want to make an in-depth analysis not only for your SEO/Traffic performance but also to see how your content is impacting your key growth levers. Google Search Console:
Ahrefs:
1.2 Crawl your websiteNow it's time to crawl your website, type in your website address and click on "Start". Once it's finished (it can take a bit for websites with more than 10,000 URLs), use the dropdown filter at the top. And export all your data into a CSV file. Please put it in a safe place :) Now, you have to make another crawl of your website, but this time disconnect all APIs, except Google Analytics, so it doesn't take that long to complete. Select "All Users" within GA configuration. Click on "Start" again. Wait for it to complete, filter again by Internal -> HTML, and export the data. 1.3 Get Ahrefs DataLog into Ahrefs. Type in your website address within the Site Explorer tool. Make a full export of the "organic keywords" report. And now it's time to set up the google sheet to do the content audit. Step 2 – Get your data altogether: Set Up your Content Audit Template2.1 Import your dataFirst, make a copy of this google sheet. Now import all the CSVs files you have exported from Screaming Frog and Ahrefs into the Google Sheet. Paste your data to the relevant template sheets Once it's ready, create a filter for all columns and sort it out by URL (A to Z) Once it's ready, create a filter for both columns and sort it out by URL (A to Z) (just like the step above) For this second worksheet, keep in mind that you only need to paste 2 columns:
Ok, that's it. Easy, right? By now, the "Master" tab should be populated with all your data in a fancy, nicely formatted way. Regarding goals/conversion data, you can paste the data directly on the 'Master' tab –columns from AH to AL– (marked up in Orange). You can add more columns if you need to. Just remember to include those new columns in your sheet filter. 2.2 Understand the Content Audit Google SheetBefore moving into the analysis, I'd love to clarify some columns from the template. Most of them are self-explanatory but here we go:
2.3 Tweak the "Start Here" tabHere is where you can tweak things a bit to fit it to your needs. Conditions Table A summary of the averages for key content and SEO metrics. Pretty self-explanatory. You don't need to change anything here. Inputs Table (Scoring Thresholds) I usually leave this, as you can see in the image. I modify the 'Minimum Organic Traffic (for page suggestion)' and 'Minimum Total Sessions'. And the values I set depends on the averages that you can see from the Conditions Table above. Again, this depends on your needs, your strategy, and the goals you're pursuing. But I'm keeping it simple for this guide. Priority Tweaking Table This affects the "Priority" column from the 'Master' tab. If you set a high multiplier, you're saying that metric X weights more when prioritizing that page against the others. That's why Word Count and CTR metrics are set in minus if one of your goals is to improve already-existing content. 2.4 Categorize all your website URLsThe first thing I recommend doing is tag each of your URLs with an actual category. Like I said above, a "Category" could be a content topic or a content type/section of your website. Content Type/Section examples:
Got it? Ok! Content topic examples:
To do so, you can filter column A from the 'Master' tab out by using the 'Text Contains' formula and entering some of your keywords, examples: Text Contains…
TIP for big websites: If you want to filter in/out larger amounts of URLs, you can use the following formula: To filter out: To filter in: The strings between each vertical bar ( | ) are the keywords/text you want to filter in/out. The vertical bar acts like an – OR – logic. You can find more info about this function here. There are times that you don't know how to categorize a specific URL (articles from the blog most of the time). When in doubt, analyze that URL in Ahrefs/Semrush and check for what keywords it's ranking for and see if you find a clear pattern of what content topic is the blog post about. If still in doubt, review the current page and go through it. And, if still in doubt, tag the URL as "Blog Content" 2.5 The Pivot TableDid you see it already? No? Go to the Metrics by Website Sections and/or Content Topics worksheet. Very nice, uh? With this pivot table, you're segmenting your website by topics/sections, so it's far easier to spot opportunities for improvement by checking your metrics in bulk. Ok, the boring part is done! Now let's move into the funny analysis. Step 3 – Analysis: what to do with all this data?3.1 Create a list of the potential pages to be 'Deleted'We'll get back to the pivot table super quick but first… On the 'Master' tab, filter out by:
All these URLs must still be reviewed, but they're more likely to be deleted than others. As these don't have any traffic and their page score are low. The next step is to create another google sheet. Let's call this file "Content Action Plan".
So, copy all the URLs you have filtered out from the audit file and paste them into a new sheet in your Content Action Plan file. I called this group of URLs: 0 Traffic <30% Page Score - Delete / Update When pasting, make sure you only paste values and then the format. This way, you don't carry over all formulas. You can repeat this with other groups of URLs, some examples:
Sky is the limit. Play with filters to find groups of URLs you want to review. For now, that's it. I'll explain later what to do with those groups of URLs. (Point 3.3) Now it's time to see the real magic. 3.2 Let's play with the Pivot TableGetting back to the pivot table (Content Audit File -> -Metrics by…) The template is already pre-populated with some key metrics. But you can add/remove as you wish, depending on your needs. I sorted it out by "Intercom Conversations" because that's where I want to focus on besides the SEO metrics.
That said, the opportunities here are endless. I'll give you an example of how I have analyzed the pivot table: As you can see, a section of my website, "Content - IP" (where "IP" is a content topic), is the group of pages driving the higher number of intercom conversations. But I also see that:
Are you already seeing how powerful this is? If with a 0.14% conversion rate, this topic is the top 1, imagine what would happen if you manage to take that 0.14% to 0.5% or even 1% while you also improve the content to rank more and better. BOOM! From here, I'd want to create a list of this group of URLs into the "Content Action Plan" file so I can make a detailed analysis of each of these URLs. You need to repeat this step with every category or group of URLs you want to do a detailed review of its pages based on the metrics and insights you find on the pivot table. 3.3 Analyzing Website Pages from the "Content Action Plan"After creating a list of URLs, the first thing you have to do is add another column called "Actions" right to the "Category" one. This column is super useful in outlining the individual actions you and your team should take on that specific page. The second thing is to sort the entire worksheet out by "Priority Number" from A to Z. And now the fun part starts:
Outline your next steps/actions for each URL in the column "Actions". Again, you can play with the filters the way you want. The goal here is that all URLs must have a detailed action. To decide what are the next actions for a specific URL, you should:
Step 4 – Document: outline all your findings/insights to inform your strategy and subsequent actionsThe next step is to document all the insights you've found so far. If you've done it right, you'll find yourself with tons of opportunities to work on. You can't improve everything simultaneously, so this document will help you prioritize and give your team a clear focus on the next steps for your content strategy. You can use a template I've prepared for this purpose: This a living document, and it's intended to be shared with your team. For that reason, it includes some context about the analytical process, clarification notes about the Content Audit and Content Action Plan files. The important part of this document is the second point: 2. Strategy: Insights & Action Plan This is where you'll explain the insights you've found and the actions to take. You can organize this part of the analysis the way you want. The template I created is to help you get started. But you can use any other tool for this: Notion, Coda, Airtable, whatever. The thing here is that you should clearly document the next steps for your team so everyone's on the same page and they know where the strategy is headed. Wrapping upIf you went through the entire process and learned a thing or two, please let me know in the comments. I really want to know if I have helped you to audit your content assets in some way! :) I know I might have missed some points, so please let me know too in the comments to keep improving the process. I'm here to assist you if you need any help. If you want to read the full process with the actual images for each step and free templates, you can check it out here. [link] [comments]  |
| How would a company like pelaton get started? Posted: 27 Apr 2021 04:58 AM PDT So I assume the person who started this had an idea for a exercise bike which was also a personal trainer too. How did this idea then turn into a product did he manufacture this himself or did he find a company to build a prototype for him? [link] [comments]  |
| Trying to make a new Logo for my App on the Apple AppStore, Are any of these any good? Posted: 27 Apr 2021 05:31 AM PDT Sunday morning I posted here about my troubles getting any traction with my app on the Apple AppStore and I got a lot of dry useful information from this community. I am very thankful to be a part of this community. One of the main things that was spotlighted was my logo, for being low quality and not interesting enough. So I want to get some feedback on a few that I have been working on, and maybe some feedback on what would make a logo "good". So to start, my app is a Bullet-Journal app. It is meant to be a true replacement for paper journals, since most other journal apps are basically a scheduler, I wanted to make something that is just like a paper journal, where you draw your planner just like on paper. So with that being said here are 3 logos I have been working on since Sunday: https://drive.google.com/file/d/1n_uQge6U4oVsnQJEwGK7WPc0VQspXYmT/view?usp=sharing https://drive.google.com/file/d/1x5UIV1apzjlUtKoeQILC-WZIq5FC8e5u/view?usp=sharing https://drive.google.com/file/d/1a3FeDOf5cuYeN9CoI3QVbldpLlREsbd-/view?usp=sharing I am a "DIY" person, and while it might be easier to have someone else make this for me, it will be more rewarding if I do it myself. So please feel free to give me feedback on how to make one of these better, or ideas for a completely new one. I can either Draw the "icon" or use something like Canva to create it, or any suggestions for this are welcome also. And so you can get a better idea of what this logo is going to represent: [link] [comments]  |
| Help with Possible Side Income. LLC questions Posted: 27 Apr 2021 09:27 AM PDT Looking for some advice. I may have a good opportunity to start a small side hustle. I work at a JUCO university as a full-time athletic trainer. The way this university works is that if you are a full-time employee, you can't be paid for extra work for sport camps during the summer, this includes the coaches that put-on camps, all the money they make from the camps goes to their programs in a fund-raiser account which can be used for gear or other things that funding doesn't cover very well at the smaller colleges. They are trying to get it fixed so they can earn money from these camps, but it doesn't seem to be going anywhere, especially anytime soon. Someone mentioned that there might be a loophole to pay the coaches and others to do their camps instead of all the money going into a fundraising account for their team. The way around is possibly by creating a business(LLC) and allowing the coaches to freelance for the company, there by the business being the one running the camp through the coaches at the university. With all this being said, is there anyone that could give advice on if this would be beneficial for me to do to create the LLC and hire the coaches? It would require insurance and taxes and all that. What percentage would the business need to take to make it worth taking on the risk of being the entity that the coaches and myself could use to make more money during the summer with these camps that we put on. I feel like they would also try to make their camps bigger and earn more money if they were actually getting paid from them. A percentage would need to go to my business, a percentage to the coaches, and a final percentage back to the actual sports team program from each camp. [link] [comments]  |
| How do I pay out my employees when I sell my business? Posted: 27 Apr 2021 02:35 PM PDT I am selling a small business that I own 100%. We sell handmade products to retail stores and direct to consumer online. 20k gross sales a year. I have 2 employees that do all manufacturing. I am completely hands off. My employees came on board 6 months ago, saving the business from going under and have increased production 5x, so I want to pay them out fairly. As well as this, they have possession of ~$10k of my equipment and materials + knowledge of the manufacturing process that will also need to be transacted. I am currently negotiating with a potential buyer for ~40k (2x annual sales) Again, I own 100% on paper, but how should I move forward with paying out my employees with this transaction? [link] [comments]  |
| Ad page goes to black on FB ad manager? Posted: 27 Apr 2021 03:36 AM PDT I tried different campaigns and different devices but it's the same problem, the page goes slowly to black (faded out) [link] [comments]  |
| What is your biggest missed Business opportunity? Posted: 27 Apr 2021 01:01 PM PDT I'm curious as to what people have missed out on in Business or entrepreneurship with hindsight and what they've learned from their mistakes. I always remember starting out on my entrepreneur journey when I had the opportunity to sell a product to one of the largest Optician chains in the UK from a company I had connections with in China. I severely messed the figures up through being greedy and they simply said the figures don't add up and they walked away. Now I would get some advice from someone who has been in business and these sort of negotiations. That single negotiation could have netted six figures alone. [link] [comments]  |
| Posted: 27 Apr 2021 12:08 PM PDT Hi all, I've started up an eCommerce side hustle and I need to ship 0.25kg poster rolls over to the USA from the UK. I have no idea what to charge my customers for that postage... UPS estimates it at £11 to the west coast, California but I would have to use Royal Mail to send it. Can anyone from the UK help me? [link] [comments]  |
| Creating a Unique And Sustainable Competitive Advantage In the Innovative Technology Sector Posted: 27 Apr 2021 11:35 AM PDT When it comes to operating and managing a successful business in an increasingly cut throat business world, it's important for entrepreneurs to understand their company's competitive advantage and how to best position themselves in heavily saturated markets How can businesses in the technology sector ensure their competitive advantage strategies allow them to achieve sustainable growth, not just short-term profitability? Simply leveraging innovative technology on its own can never be enough to, as improvements in technology are ever-changing and constantly evolve on a day by day basis. [link] [comments]  |
| Searching for an open source Digital door sign app Posted: 27 Apr 2021 07:49 AM PDT We have a few old cell phones and tablets at work that we don't really use anymore. The idea is to connect 2 devices, one hanging outside the manager's office and the other in the manager office on the table. At the push of a button on the device in the room on the second device should then be displayed that the room is occupied. Are there any open soure products? Excuse my bad english i am only a trainee for system integration from germany. [link] [comments]  |
| Finding a contract manufacturer to work with Posted: 27 Apr 2021 11:28 AM PDT Im searching for a domestic (US) contract manufacturer but really having a hard time finding one. The product i'm trying to develop basically consists of an electric heating element, thermoelectric cooler, controlled remotely with an app. Whats the best way to find a contract manufacturer to work with? [link] [comments]  |
| Posted: 27 Apr 2021 11:15 AM PDT I'm FIRE'd so my resources are time and ~20k to invest and weathering the risk. Located in Ontario, Canada, in the middle of a small city. [link] [comments]  |
| Roast the concept demo video for my early stage startup - first time founder looking for advice Posted: 27 Apr 2021 11:08 AM PDT Hey there, I'm a first time founder, trying to learn as much as I can. I know I definitely have many things wrong, but my own bias might blind me at times. So I'm asking you guys for help. I am currently working on this idea with 1 other co-founder, and we recently applied to YC. (The only one, honestly) Any advice is highly appreciated. Thank you so much for your time🙏🏽 My concept demo video (on loom) (P.S the video might be a bit slow, you might wanna watch it in 1.25x) [link] [comments]  |
| Posted: 27 Apr 2021 10:58 AM PDT In the blog article today, we go over 5 unique ways you can utilize virtual assistants so you can have more time to grow your business, including having your virtual assistant create online giveaways, develop your personal brand, set personal appointments, and much more. Read the full blog here: Myvirtudesk.com 5 UNIQUE WAYS TO USE A VIRTUAL ASSISTANT
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| Just dumped the Wall Street Journal, any alternative daily new source suggestions? Posted: 27 Apr 2021 10:21 AM PDT I've been reading the Wall Street Journal for about a month now and found their financial information very useful, but unfortunately there customer service is the worst. It was aggravating enough to piss me off so much that I just cancel my subscription. I'm looking for an alternative daily news source that keeps me in sync with the latest on the markets and economic. Any suggestions would be appreciated. Thank you. [link] [comments]  |
| Gladwell's Tipping Point (Unlikely Success Stories) Posted: 27 Apr 2021 09:09 AM PDT Why do some trends grow at inexplicably rates almost like they've caught on fire? Malcolm Gladwell kindles a luminous understanding of these anomalies in bestseller The Tipping Point. His iconic writing style debriefs the epidemics behind child infotainment and the equally rapid spread of negative ideas portrayed through crime and suicide. Main stream notoriety has been traditionally upheld by the gatekeepers however our open sourced internet has recently revamped Malcolms manifesto. If your business is currently courting investors this is a must read detailing high level salesman, connectors and mavericks you'll need to employ to attain mass appeal. YouTube: https://www.youtube.com/watch?v=rZ5oqJv1amE iTunes: https://podcasts.apple.com/us/podcast/nicks-non-fiction/id1450771426 SoundCloud: https://soundcloud.com/user-570445450/nicks-non-fiction-the-tipping-point [link] [comments]  |
| Resources on increasing production and logistical efficiency Posted: 27 Apr 2021 08:46 AM PDT Does anyone know any good books / resources for managing and increasing production efficiency? I am already passingly familiar and learning more from the Toyota method and in my past life as a construction PM I'm used to applying lean / "just-in-time" concepts, but I'm looking for information that might be more directly related to what I'm doing now. [link] [comments]  |
| FAQ NFTs: Everything You Need to Know About NFTs Posted: 27 Apr 2021 07:02 AM PDT Hey everyone! In our recent post, we prepared a list of FAQs about the NFTs including what it is and how to use it. You might want to check it. https://2muchcoffee.com/blog/faq-nfts-everything-you-need-to-know-about-nfts/ [link] [comments]  |
| How to Win Friends & Influence People PDF Posted: 27 Apr 2021 04:48 AM PDT How to Win Friends & Influence People https://ardbark.com/how-to-win-friends-influence-people-pdf/ PDF 1 MB [link] [comments]  |
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