Chipotle Presentation
-
Upload
cole-monroe -
Category
Documents
-
view
216 -
download
3
Transcript of Chipotle Presentation
![Page 1: Chipotle Presentation](https://reader033.fdocuments.es/reader033/viewer/2022061513/58881f801a28ab083c8b75e3/html5/thumbnails/1.jpg)
Tori Esser, Cole Monroe, Rachel Peck, Stephanie Steuck, and
Joann Wolfenberg
Strategic Review
![Page 2: Chipotle Presentation](https://reader033.fdocuments.es/reader033/viewer/2022061513/58881f801a28ab083c8b75e3/html5/thumbnails/2.jpg)
Our Recommendation
C2C: “Commit 2 Consume” Strategy
https://en.wikipedia.org/wiki/File:Chipotle_Mexican_Grill_logo.svg
![Page 3: Chipotle Presentation](https://reader033.fdocuments.es/reader033/viewer/2022061513/58881f801a28ab083c8b75e3/html5/thumbnails/3.jpg)
Presentation Agenda1. Company Snapshot2. Trends3. Porter’s Five Forces Model4. Resources and Capabilities5. Diagnosis 6. Strategies
![Page 4: Chipotle Presentation](https://reader033.fdocuments.es/reader033/viewer/2022061513/58881f801a28ab083c8b75e3/html5/thumbnails/4.jpg)
Company Snapshot• Locations in large, populated cities especially along the coasts
• Fast-Casual environment
• Quality ingredients from local suppliers• Loyal customers
• Jason Mraz supplies avocados to Chipotle http://www.huffingtonpost.com/2015/01/13/jason-mraz-avocado-farmer_n_6430822.html
![Page 5: Chipotle Presentation](https://reader033.fdocuments.es/reader033/viewer/2022061513/58881f801a28ab083c8b75e3/html5/thumbnails/5.jpg)
In the News• E. coli: July, 2015• Norovirus: August, 2015• Salmonella: August and September, 2015• E. coli: October, 2015• Norovirus: December, 2015• E. coli: December, 2015
http://a57.foxnews.com/images.foxnews.com/content/fox-news/health/2015/12/08/30-boston-college-students-sickened-after-eating-at-chipotle/_jcr_content/par/featured-media/media-0.img.jpg/876/493/1449546512064.jpg?ve=1&tl=1
![Page 6: Chipotle Presentation](https://reader033.fdocuments.es/reader033/viewer/2022061513/58881f801a28ab083c8b75e3/html5/thumbnails/6.jpg)
Trend: Minimum Wage
Planning and Preparation - Customer retention - Offset costs
Trends Porter’s Five Forces Resources & Capabilities Diagnosis Strategies
![Page 7: Chipotle Presentation](https://reader033.fdocuments.es/reader033/viewer/2022061513/58881f801a28ab083c8b75e3/html5/thumbnails/7.jpg)
Trend: Healthy Food Options
Trends Porter’s Five Forces Resources & Capabilities Diagnosis Strategies
![Page 8: Chipotle Presentation](https://reader033.fdocuments.es/reader033/viewer/2022061513/58881f801a28ab083c8b75e3/html5/thumbnails/8.jpg)
Trend: Aging Population
Millennials are the Future - Higher quality food- Affordability
http://yourmarketingdepartmentct.com/millennials-what-makes-tick/
Trends Porter’s Five Forces Resources & Capabilities Diagnosis Strategies
![Page 9: Chipotle Presentation](https://reader033.fdocuments.es/reader033/viewer/2022061513/58881f801a28ab083c8b75e3/html5/thumbnails/9.jpg)
Porter’s Five Forces
Analysis
Power of Suppliers
Power of Buyers
Threat of Competitive
Rivalry
Threat of New
Entrants
Threat of Substitute Products
Porter’s Five Forces
Trends Porter’s Five Forces Resources & Capabilities Diagnosis Strategies
![Page 10: Chipotle Presentation](https://reader033.fdocuments.es/reader033/viewer/2022061513/58881f801a28ab083c8b75e3/html5/thumbnails/10.jpg)
Power of Suppliers: High
• Concentration• Product differentiation
Trends Porter’s Five Forces Resources & Capabilities Diagnosis Strategies
https://www.chipotle.com/food-with-integrity
![Page 11: Chipotle Presentation](https://reader033.fdocuments.es/reader033/viewer/2022061513/58881f801a28ab083c8b75e3/html5/thumbnails/11.jpg)
Power of Buyers: High• Switching costs• Threat of backward
integration
Trends Porter’s Five Forces Resources & Capabilities Diagnosis Strategies
http://www.gettyimages.com/detail/news-photo/bags-of-chips-are-seen-ready-for-customers-in-a-chipotle-news-photo/471371484
![Page 12: Chipotle Presentation](https://reader033.fdocuments.es/reader033/viewer/2022061513/58881f801a28ab083c8b75e3/html5/thumbnails/12.jpg)
Threat of Competitive Rivalry:High
• Number of competitors
• Switching costs
Trends Porter’s Five Forces Resources & Capabilities Diagnosis Strategies
http://hackthemenu.com/taco-bell/secret-menu/
http://cincinnatizoo.org/events/wild-about-wine/qdoba-logo/
![Page 13: Chipotle Presentation](https://reader033.fdocuments.es/reader033/viewer/2022061513/58881f801a28ab083c8b75e3/html5/thumbnails/13.jpg)
Grant Model
![Page 14: Chipotle Presentation](https://reader033.fdocuments.es/reader033/viewer/2022061513/58881f801a28ab083c8b75e3/html5/thumbnails/14.jpg)
Resource: Reputation • Encourage new and maintain loyal customers• Satisfy customers’ expectations• Maintain reputation over competition• Control products/ingredients• Strong brand appearance
Trends Porter’s Five Forces Resources & Capabilities Diagnosis Strategies
![Page 15: Chipotle Presentation](https://reader033.fdocuments.es/reader033/viewer/2022061513/58881f801a28ab083c8b75e3/html5/thumbnails/15.jpg)
Resource: Physical Resources• No physical location =
unsuccessful • Favorable location to
attract customers• More restaurants =
more income/accesshttp://abc7ny.com/food/all-chipotles-open-late-for-employee-presentation-offer-customers-free-burrito/1191719/
Trends Porter’s Five Forces Resources & Capabilities Diagnosis Strategies
![Page 16: Chipotle Presentation](https://reader033.fdocuments.es/reader033/viewer/2022061513/58881f801a28ab083c8b75e3/html5/thumbnails/16.jpg)
Capabilities: Food Prep
• Sets fast-casual apart from fast-food
• Prevents the spread of diseases
https://www.chipotle.com/foodsafety
Trends Porter’s Five Forces Resources & Capabilities Diagnosis Strategies
![Page 17: Chipotle Presentation](https://reader033.fdocuments.es/reader033/viewer/2022061513/58881f801a28ab083c8b75e3/html5/thumbnails/17.jpg)
Capabilities: Supply Chain Management
• Cost management• Inventory control• Menu planning variability
http://www.biz-development.com/SupplyChain/6.20.1.supply-chain-management-overview.htm
Trends Porter’s Five Forces Resources & Capabilities Diagnosis Strategies
![Page 18: Chipotle Presentation](https://reader033.fdocuments.es/reader033/viewer/2022061513/58881f801a28ab083c8b75e3/html5/thumbnails/18.jpg)
Concern Levels• INSERT GRID HEREPrimary Secondary Not a Concern
● Reputation● Buyer Power
● Supplier Power● Competitive Rivalry● Substitute Products● Physical Resources● Food Preparation● Cost Management● Supply Chain
Management
● Minimum Wage● Healthy Food Trend● Aging Population● New Entrants● Finance● Trade Secrets● Customer Service● Human Capital
Management
Trends Porter’s Five Forces Resources & Capabilities Diagnosis Strategies
![Page 19: Chipotle Presentation](https://reader033.fdocuments.es/reader033/viewer/2022061513/58881f801a28ab083c8b75e3/html5/thumbnails/19.jpg)
DiagnosisOur feasible strategy must:
– Improve Chipotle’s current reputation– Decrease buyer power
http://www.health24.com/Homepage/Tests/Whats-your-diagnosis-Case-16-numbness-in-forearm-20150618
Trends Porter’s Five Forces Resources & Capabilities Diagnosis Strategies
![Page 20: Chipotle Presentation](https://reader033.fdocuments.es/reader033/viewer/2022061513/58881f801a28ab083c8b75e3/html5/thumbnails/20.jpg)
Three Feasible Strategies
1.ENE: Encourage and Educate Customers2.Backward Vertical Integration3.C2C: Commit to Consume Subscription Model
Trends Porter’s Five Forces Resources & Capabilities Diagnosis Strategies
![Page 21: Chipotle Presentation](https://reader033.fdocuments.es/reader033/viewer/2022061513/58881f801a28ab083c8b75e3/html5/thumbnails/21.jpg)
Breakdown of StrategiesImprove
ReputationDecrease
Buyer Power
Decrease Supplier Power
Decrease Competitive
Rivalry
Cost to Implement
Time to Implement
ENE Yes Yes - - Low ShortBackward Vertical Integration
Yes Yes Yes Yes High Long
*C2C* Yes Yes - Yes Low Short
* Recommended Strategy
Trends Porter’s Five Forces Resources & Capabilities Diagnosis Strategies
![Page 22: Chipotle Presentation](https://reader033.fdocuments.es/reader033/viewer/2022061513/58881f801a28ab083c8b75e3/html5/thumbnails/22.jpg)
Encourage & Educate Customers• Incorporate membership
program• Publicize new changes• Hire new management
http://careers.chipotle.com/
Trends Porter’s Five Forces Resources & Capabilities Diagnosis Strategies
![Page 23: Chipotle Presentation](https://reader033.fdocuments.es/reader033/viewer/2022061513/58881f801a28ab083c8b75e3/html5/thumbnails/23.jpg)
Encourage & Educate Customers: Pros• Decreased buyer power• Informed customers• Relatively low cost• Easy implementation
http://www.prweb.com/releases/2013/2/prweb10388212.htm
Trends Porter’s Five Forces Resources & Capabilities Diagnosis Strategies
![Page 24: Chipotle Presentation](https://reader033.fdocuments.es/reader033/viewer/2022061513/58881f801a28ab083c8b75e3/html5/thumbnails/24.jpg)
Encourage & Educate Customers: Cons• Competitive parity• Limited impact• New food preparation - must be effective• Too little, too late?
https://lh3.googleusercontent.com/-SJlYRlsdfOOLU8l6D5SfvBdE5yfA6f7rCAYHIIRJyjkVJBGgzA8JlZv8_mvJvmSTnk=w300
Trends Porter’s Five Forces Resources & Capabilities Diagnosis Strategies
![Page 25: Chipotle Presentation](https://reader033.fdocuments.es/reader033/viewer/2022061513/58881f801a28ab083c8b75e3/html5/thumbnails/25.jpg)
Backward Vertical Integration• Become our own supplier
– Complete control over ingredients/products• Encourage safety to customers
Trends Porter’s Five Forces Resources & Capabilities Diagnosis Strategies
![Page 26: Chipotle Presentation](https://reader033.fdocuments.es/reader033/viewer/2022061513/58881f801a28ab083c8b75e3/html5/thumbnails/26.jpg)
Backward Vertical Integration: Pros• Establishes control over ingredients
– Decreases the risk of disease• Reduces cost in the long run• Decreases buyer power
Trends Porter’s Five Forces Resources & Capabilities Diagnosis Strategies
![Page 27: Chipotle Presentation](https://reader033.fdocuments.es/reader033/viewer/2022061513/58881f801a28ab083c8b75e3/html5/thumbnails/27.jpg)
Backward Vertical Integration: Cons• Expensive• Difficult to implement
–Lengthy process
http://www.chenxicartridge.com/why-are-name-brandgenuine-toner-cartridges-more-expensive-than-compatibles/
Trends Porter’s Five Forces Resources & Capabilities Diagnosis Strategies
![Page 28: Chipotle Presentation](https://reader033.fdocuments.es/reader033/viewer/2022061513/58881f801a28ab083c8b75e3/html5/thumbnails/28.jpg)
“C2C” Strategy• Hire management that specializes in public relations • Implement a subscription based membership program
–$15 monthly subscription–3 meals included and unlimited beverages–App ordering and a pickup only lane–Points tracker for meals purchased –Refer a friend incentive
Trends Porter’s Five Forces Resources & Capabilities Diagnosis Strategies
![Page 29: Chipotle Presentation](https://reader033.fdocuments.es/reader033/viewer/2022061513/58881f801a28ab083c8b75e3/html5/thumbnails/29.jpg)
“C2C”Strategy: Pros• Revitalize Chipotle’s image• Decrease buyer power • Acquire new/existing customers• Reasonable cost and time to implement
Trends Porter’s Five Forces Resources & Capabilities Diagnosis Strategies
![Page 30: Chipotle Presentation](https://reader033.fdocuments.es/reader033/viewer/2022061513/58881f801a28ab083c8b75e3/html5/thumbnails/30.jpg)
“C2C” Strategy: Cons• Getting initial customers to commit • Attracting new customers
Trends Porter’s Five Forces Resources & Capabilities Diagnosis Strategies
![Page 31: Chipotle Presentation](https://reader033.fdocuments.es/reader033/viewer/2022061513/58881f801a28ab083c8b75e3/html5/thumbnails/31.jpg)
Improve Reputation
Decrease Buyer Power
Decrease Supplier Power
Decrease Competitive
Rivalry
Cost to Implement
Time to Implement
ENE Yes Yes - - Low ShortBackward Vertical Integration
Yes Yes Yes Yes High Long
*C2C* Yes Yes - Yes Low Short
Trends Porter’s Five Forces Resources & Capabilities Diagnosis Strategies
![Page 32: Chipotle Presentation](https://reader033.fdocuments.es/reader033/viewer/2022061513/58881f801a28ab083c8b75e3/html5/thumbnails/32.jpg)
ReferencesAmerican Customer Satisfaction Index. (2015, 30 June). ACSI Restaurant Report. Retrieved from The ACSI: http://marketing.theacsi.org/acton/attachment/5132/f-003a/1/-/-/-/-/15june-restaurant-report.pdf
Ashe-Edwards, S. (2016). How To Control Cost Of Food And Labor In A Restaurant Service. Retrieved from Chron: http://smallbusiness.chron.com/control-cost-food-labor-restaurant-service-66929.html
Bailey, R. (2015, Feburary 6). The Minimum Wage and Magical Thinking. Retrieved from reason.com: http://reason.com/archives/2015/02/06/the-minimum-wage-and-magical-thinking
Blackman, S. (2010, February 11). Quality Product and Customer Service: How Chipotle Conquered a Crowded Market. Retrieved from CBS News: http://www.cbsnews.com/news/quality-product-and-customer-service-how-chipotle-conquered-a-crowded-
market/
Bowman, J. (2014, April 15). Chipotle Is Consistently Proving All The Haters Wrong. Retrieved from Business Insider: http://www.businessinsider.com/chipotle-proves-haters-wrong-2014-4
Boyle, C. (2015, May). Supply Chain Lessons From Chipotle. Retrieved from Next Level Purchasing: http://www.nextlevelpurchasing.com/blog/2015/05/supply-chain-lessons-chipotle.html?author=20
Bracey, L. (2016, April 5). The Importance of Business Reputation. Retrieved from Business In Focus Magazine: http://www.businessinfocusmagazine.com/2012/10/the-importance-of-business-reputation/
Business Wire. (2014, April 21). Qdoba Mexican Grill Honors Top Suppliers. Retrieved from Business Wire: http://www.businesswire.com/news/home/20140421005210/en/Qdoba-Mexican-Grill®-Honors-Top-Suppliers
Chipotle Mexican Grill. (2015, Decemberg 30). Chipotle Mexican Grill Supply Chains Act of 2010. Retrieved from Chipotle Mexican Grill: https://www.chipotle.com/transparency
Ciura, B. (2015, September 8). Guess Which Burrito Chain Is Beating Chipotle At Its Own Game. Retrieved from The Motley Fool: http://www.fool.com/investing/general/2015/09/08/guess-which-burrito-chain-is-beating-chipotle-at-i.aspx
Coomes, S. (2013). Taco Bell: When You Don't Have Time For Freshness. Retrieved from Harvard Business School: https://rctom.hbs.org/submission/taco-bell-when-you-dont-have-time-for-freshness/
CSI Market Company. (2016, February 25). Chipotle Mexican Grill's Suppliers Performance. Retrieved from CSI Market: http://csimarket.com/stocks/suppliers_glance.php?code=CMG
Dastin, J. (2014, July 27). Trendy Chipotle burritos show how pricing power belongs to the hip. Retrieved from Reuters: http://www.reuters.com/article/us-chipotle-mexican-prices-analysis-idUSKBN0FW0DE20140727
Davidson, P. (2015, December 2015). $15 minimum wage could spread in 2016. Retrieved from USA Today: http://www.usatoday.com/story/money/2015/12/24/15-minimum-wage/77889534/
Duff, V. (n.d.). Importance Of Finance And Its Role Within Business. Retrieved from Chron: http://smallbusiness.chron.com/importance-finance-its-role-within-business-1513.html
Durisin, M. (2013, May 1). Here's Why Healthy Dining Will Be The Next Big Thing In Fast Food. Retrieved from Business Insider: http://www.businessinsider.com/healthy-fast-food-on-the-rise-2013-5
Feigenbaum, E. (n.d.). The Importance of Business Finance. Retrieved from Chron: http://smallbusiness.chron.com/importance-business-finance-4109.html
Franchise Help. (2016). Fast Food Industry Analysis 2016. Retrieved from Franchise Help: https://www.franchisehelp.com/industry-reports/fast-food-industry-report/
Gillespie, P. (2015, February 3). Chipotle Stock Tanks. Was It A Little Too Hot? Retrieved from http://money.cnn.com/2015/02/03/investing/chipotle-earnings/
Greenhouse, S. (2013, December 4). $15 Wage in Fast Food Stirs Debate on Effects. Retrieved from The New York Times: http://www.nytimes.com/2013/12/05/business/15-wage-in-fast-food-stirs-debate-on-effects.html
Heap, D. (2014, January 29). Controlling Food Costs In A Restaurant. Retrieved from Signs: https://www.signs.com/blog/controlling-food-costs-in-a-restaurant/
Investopedia. (n.d.). Who are Chipotle's (CMG) main competitors? Retrieved from Investopedia: http://www.investopedia.com/ask/answers/052015/who-are-chipotles-cmg-main-competitors.asp
Johnson, H. (2015, October 14). I compared Chipotle's food to another major Mexican-food competitor — and the winner shocked me. Retrieved from Business Insider: http://www.businessinsider.com/chipotle-vs-qdoba-review-2015-10
Johnson, M. (2016, January 13). Why is Chipotle Mexican Grill (CMG) Stock Up Today? Retrieved from Zacks: http://www.zacks.com/stock/news/203700/why-is-chipotle-mexican-grill-cmg-stock-up-today
Jones, A. (2015, July 7). Chipotle Takes A Tumble This Year: Should Investors Worry? Retrieved from Market Realist: http://marketrealist.com/2015/07/finding-positives-chipotle-mexican-grill-2015/
Kelnhofer, M. (2013, March). Increasing The Accuracy Of Recipe Costing. Retrieved from FSR Magazine: https://www.fsrmagazine.com/kitchen-sink/increasing-accuracy-recipe-costing
Li, S. (2014, November 2). Bye-bye, burgers: New fast-food chains bet on healthy eating. Retrieved from The LA Times: http://www.latimes.com/business/la-fi-healthy-fast-food-20141102-story.html
Lutz, A. (2015, June 9). Millennials are lying about what they want to eat, and it's destroying fast food. Retrieved from Business Insider: http://www.businessinsider.com/millennials-fast-food-habits-2015-6
Market Force. (2016, March 24). New Study From Market Force Information Reveals America's Favorite Quick-Service Restaurants. Retrieved from Market Force: http://www.marketforce.com/2016-QSR-Market-Force-Panel-Research
![Page 33: Chipotle Presentation](https://reader033.fdocuments.es/reader033/viewer/2022061513/58881f801a28ab083c8b75e3/html5/thumbnails/33.jpg)
References ContinuedMcCamy, L. (2014, September 28). Quick Books. Retrieved from Ready to Start a Business? Here's What It Will Cost: http://quickbooks.intuit.com/r/business-planning/start-costs-industry
McGrath, M. (2014, April 18). How Millennials Will Dictate The Future Of Fast Food. Retrieved from Forbes: http://www.forbes.com/sites/maggiemcgrath/2014/04/18/how-millennials-will-dictate-the-future-of-fast-food/#7550e55e1baa
Meaney, K. (2011, January 10). Importance Of Cost Management For Business Success. Retrieved from Ezine Articles: http://ezinearticles.com/?Importance-of-Cost-Management-for-Business-Success&id=5692129
Morning Star. (n.d.). Chipotle Mexican Grill Inc Class A. Retrieved from Morning Star: http://financials.morningstar.com/ratios/r.html?t=CMG
Munarriz, R. (2014, July 10). Can Taco Bell Cook Its Way Out Of Last Place? Retrieved from Daily Finance: http://www.dailyfinance.com/on/can-taco-bell-cook-its-way-out-of-last-place/
Oches, S. (2011, June 1). Bell On The Ball. Retrieved from QSR Magazine: https://www.qsrmagazine.com/executive-insights/bell-ball
O'Reilly, J. (2012, August). Restaurant Logistics: Serving Up The Perfect Meal. Retrieved from Inbound Logistics: http://www.inboundlogistics.com/cms/article/restaurant-logistics-serving-up-the-perfect-meal/
Qdoba. (2015). Franchising. Retrieved from Qdoba: https://www.qdoba.com/franchise/availability
Rainey, C. (2016, January 20). Chipotle's Pitiful Sales Have Forced Suppliers to Lay Off Employees. Grub Street, 1-2.
Ranker. (2016). The Top Mexican Restaurant Chains. Retrieved from Ranker: http://www.ranker.com/list/the-top-mexican-restaurant-chains/restaurant-chains
Restaurant Supply Chain Solutions. (2016). Welcome to Restaurant Supply Chain Solutions. Retrieved from http://www.rscs.com/
Reynolds, M. (2016). Importance Of Human Resources To The Food Industry. Retrieved from Chron: http://smallbusiness.chron.com/importance-human-resources-food-industry-60456.html
Ruggless, R. (2015, December 23). Chipotle Outlines New Cooking Methods After Foodborne Illness Outbreaks. Retrieved from http://nrn.com/food-safety/chipotle-outlines-new-cooking-methods-after-foodborne-illness-outbreaks
Spector, M. (2015, November 2). Freedom From Fries. Retrieved from The New Yorker: http://www.newyorker.com/magazine/2015/11/02/freedom-from-fries
Statista. (n.d.). Number Of Chipotle Mexican Grill Restaurants Worldwide From 2007 To 2015. Retrieved from The Statistics Portal: http://www.statista.com/statistics/221456/number-of-chipotle-restaurants/
Taco Bell. (2015). Taco Bell Locations. Retrieved from Taco Bell: https://www.tacobell.com/locations
Thompson, V. (n.d.). The Turnover Rates In The Fast Food Industry. Retrieved from http://yourbusiness.azcentral.com/turnover-rates-fast-food-industry-25648.html
Tice, C. (2012, June 20). The Best And Worst In Restaurant Customer Service. Retrieved from Forbes: http://www.forbes.com/sites/caroltice/2012/06/20/whos-improving-and-whos-failing-in-restaurant-customer-service/#11e4d27672a2
Trefis Team. (2014, June 23). How The Fast Casual Segment Is Gaining Market Share In The Restaurant Industry. Retrieved from Forbes: http://www.forbes.com/sites/greatspeculations/2014/06/23/how-the-fast-casual-segment-is-gaining-market-share-in-the-
restaurant-industry/#25ddd5931d48
Wederquist, H. (2010 , September 20). Towards Local and Regional Sourcing. Retrieved from National Good Food Network: http://ngfn.org/resources/ngfn-cluster-calls/towards-local-and-regional-sourcing-sysco-and-chipotle/Towards%20Regional%20Sourcing
%20Chipotle%20Sysco%20presenter%20slides.pdf
Y Charts. (2016). Yum Brands Gross Profit Margin (Quarterly). Retrieved from Y Charts: https://ycharts.com/companies/YUM/gross_profit_margin
Zhang, L. (2015). Chipotle: A Quest For Dominance. Atlas Business Journal. Retrieved from http://atlasbusinessjournal.org/chipotle-a-quest-for-dominance/
Zhang, Y., Chen, X., Zhao, Y., & Yao, Q. (2014). Exploring the Impact of Switching Costs on Customer Retention in the Technology Standard Competition Market. Journal of Service Science and Management, 267-276.
![Page 34: Chipotle Presentation](https://reader033.fdocuments.es/reader033/viewer/2022061513/58881f801a28ab083c8b75e3/html5/thumbnails/34.jpg)
Thank You
QUESTIONS?