Product | The Barefoot Spirit

Why Brand integrity Matters and How to Get It

Michael Houlihan & Bonnie Harvey — Fri, 21 Feb 2020 00:09:39 +0000

There’s so much noise out there, you don’t have the luxury to try to be all things to all people. You must focus on the core value you offer to your customer.

We are successful consumer brand developers, but we made a ton of mistakes before we finally achieved our success.

In our impatience to achieve a positive cash flow as soon as possible, we diluted our brand message several times. We were desperately trying to find the perfect product-market fit that would please our buyers.

To read the complete article, please visit The Business Journals

Who We Are

Michael Houlihan and Bonnie Harvey co-authored the New York Times bestselling business book, The Barefoot Spirit: How Hardship, Hustle, and Heart Built America’s #1 Wine Brand. The book has been selected as recommended reading in the CEO Library for CEO Forum, the C-Suite Book Club, and numerous university classes on business and entrepreneurship. It chronicles their humble beginnings from the laundry room of a rented Sonoma County farmhouse to the board room of E&J Gallo, who ultimately acquired their brand and engaged them as brand consultants. Barefoot is now the world’s largest wine brand.

Beginning with virtually no money and no wine industry experience, they employed innovative ideas to overcome obstacles, create new markets and forge strategic alliances. They pioneered Worthy Cause Marketing and performance-based compensation. They built an internationally bestselling brand and received their industry’s “Hot Brand” award for several consecutive years.

They offer their Guiding Principles for Success (GPS) to help entrepreneurs become successful. Their book, The Entrepreneurial Culture: 23 Ways To Engage and Empower Your People, helps corporations maximize the value of their human resources.

Currently they travel the world leading workshops, trainings, & keynoting at business schools, corporations, conferences. They are regular media guests and contributors to international publications and professional journals. They are C-Suite Network Advisors & Contributing Editors. Visit their popular brand building site at www.consumerbrandbuilders.com.

To make inquiries for keynote speaking, trainings or consulting, please contact sales@thebarefootspirit.com.

The post Why Brand integrity Matters and How to Get It appeared first on The Barefoot Spirit.

These Business Tasks Should be Outsourced

Michael Houlihan & Bonnie Harvey — Wed, 05 Feb 2020 18:00:36 +0000

As successful brand builders, we are often asked, “What is the biggest single mistake that new consumer product brand builders make?”

Our answer is always the same: “They focus on production and not on sales!”

Unfortunately, the first thing that goes through most startups’ heads is something like, “Oh, if I’m going to produce and sell a new branded product, I need a factory, an office, a big staff, trucks, warehouses, and several in-house professionals.” Then they write up a business plan and try to get financing to pay for the whole thing.

Plus, they cover a runway for six months to a year to achieve a positive cash flow.

To read the complete article, please visit The Busines Journals

Who We Are

To make inquiries for keynote speaking, trainings or consulting, please contact sales@thebarefootspirit.com.

The post These Business Tasks Should be Outsourced appeared first on The Barefoot Spirit.

5 Tips to Sell More This Year

Michael Houlihan & Bonnie Harvey — Thu, 28 Mar 2019 16:33:14 +0000

Want to sell more this year?

Of course, you do! Without sales, you don’t need production or even marketing. In fact, your whole company is supported by sales.

We like to say, “Regardless of what their organization chart says, all companies only have only two divisions, sales and sales support.” In other words, if you’re not in sales, you’re in sales support. You are there to support sales.

So, how can you improve sales this year? Here are our top five tips to do just that.

1) Believe in your product

Sales is frustrating more times than not. The sales cycle always take a lot longer than you expect. Meanwhile, you’ve got bills hungry for bucks. It can get downright discouraging.

What keeps you going? A deep belief in your product and the benefits it will provide your customers.

But it’s not enough for you to believe in your product. Your whole sales support staff has to believe as well. It’s not only what keeps them going — it’s what keeps your people engaged in the sales process. It’s what encourages them to come up with solutions to sales challenges. Everyone they talk to will know they believe in your product.

To read the complete article, please visit The Business Journals

Who We Are

To make inquiries for keynote speaking, trainings or consulting, please contact sales@thebarefootspirit.com.

The post 5 Tips to Sell More This Year appeared first on The Barefoot Spirit.

What Business Should I Go Into?

Michael Houlihan & Bonnie Harvey — Thu, 20 Sep 2018 17:00:31 +0000

Discovering Business Opportunities in Problems

We are often approached by young folks who ask us, “What business should I go into?” – as if there was the realm of all possibilities. We assume by this question that these folks have not decided to “follow their passion.” So we talk with them about how most business opportunities present themselves as solutions to problems they are personally experiencing.

“Why hasn’t anyone done this yet?” might be their first reaction. And this is where many wantrepreneurs stop. They don’t do the research to find out why. Perhaps someone else did think about it but was unable to make a profit or get it into circulation. Many great ideas are collecting dust in warehouses somewhere because they may have solved the problem, but they were unable to solve the distribution challenges.

Many young folks spend too much time perfecting their product while grossly underestimating what it will take to get it in the marketplace. They tend to take distribution management for granted. Their idea is so good, it will distribute itself! Not!

The Challenges of Selling Online

Many think that they can “just sell it online, avoid the middleman and go directly to the customer.” They might, but then they face several challenges that are generally overlooked:

First, they are making their idea and the market for it highly public before they have amassed even a small war chest to protect their idea. This opens the door to copycats who already enjoy a war chest and already have secured access to the bricks and mortar stores. They can achieve instant market penetration and outlast you in court.

Second, online sales are a race to the bottom price-wise. The first thing your customer will do is check for a lower price. Never mind that yours is the original, and never mind that yours is of high quality. They can’t physically feel it and compare it to others in a tactile way. They must buy on picture only and so price becomes the major differentiator.

Third, because you are selling onesies and twosies, direct to consumer, you will never get a big check for a massive volume from a major retailer. So you won’t be able to compete with competitors who will benefit from quantity discounts for substantial purchases.

The good news is that anybody can sell online. The bad news is that your risk of failure is much greater.

So, our answer to “What business should I go into?”

“Choose one that you can achieve distribution with.” We strongly advise a careful study of the distribution system for your great idea, even before you finish it. Why waste your time if you can’t get it to market?

We suggest you engage someone who has already successfully navigated the distribution system for your kind of product. You may be surprised to hear what they might have done differently, now that they know what was required.

A distribution advisor can save you tons of money, time, and anguish. They don’t cost, they pay!

As advisors ourselves in this critical area of business success, we caution against growing faster than you can support the cost of sales. We advise our clients to test out distribution for their great idea in a small area to discover what they really will be required to do in a larger area. That education will determine their strategy for success. And isn’t that the whole idea? Not just coming up with a great solution, but actually getting it out there and keeping it out there?

So, go into a business for which you understand the distribution. Then you can solve a problem, and we can all thank you by buying it!

Who We Are

To make inquiries for keynote speaking, trainings or consulting, please contact sales@thebarefootspirit.com.

The post What Business Should I Go Into? appeared first on The Barefoot Spirit.

Mind Your Business

Michael Houlihan & Bonnie Harvey — Thu, 16 Aug 2018 17:00:26 +0000

Last Sunday Michael was the guest of Yitzchok Saflas on his Mind Your Business radio show on 77 WABC in New York. Yitzchoks’ show is a great place to hear the business minds of our time. And Michael was honored to be chosen to be among such great company. The show is also currently number five in the top 10 Nielsen ratings. Michael’s interview is also available online at http://www.mybradio.com/michael-houlihan/.

The show covered the answers to the most common questions asked when building a startup: “How to go from ideation to monetization,” and Michael’s personal favorite, “How to decipher your true cost of sales.”

How to decipher your true cost of sales

Most startups understand their cost of goods, also known simply as COGS. This is what it costs to assemble, build, or manufacture the product you are selling. The budget will have a line item for COGS.

Other expenses such as advertising, taxes, shipping, and returns are simply lumped together into the general budget or even “overhead.” From our perspective, this is the biggest single mistake that startups make and it leads to a cascade of misconceptions that can put them out of business.

The cost of doing business is different in different territories. The selling costs, including taxes, shipping, promotions, representation, and distribution management, just to name a few, can vary widely from market to market. A fatal mistake we see startups making on a regular basis is underestimating the cost of sales in each market, not the cost of goods, but the cost of sales!

Our Barefoot Wine experience (or inexperience)

When we started Barefoot Wine, we knew there’d be some advertising, promotion, and merchandising costs. But we weren’t ready for the costs of airfare, car rentals, hotels, meals, samples, taxes, freight, not to mention salary and expenses for a representative in the territory. We found out about all these costs the hard way.

Fast sellers do not necessarily get reordered

Our product was a fast seller, so it sold out. That was the good news. The bad news was it didn’t get reordered after it sold out. It sold out and remained out of stock because we didn’t have a representative in each territory looking out for our products. We were shocked!

“Ya mean to say that even if retailers and distributors have a hot new product that is selling fast they won’t automatically reorder it?” we complained. The answer was demonstrated by their behavior. It could just run out and not be reordered. We had to pay to have a representative in every major territory. This was a big cost of sales. We wish we had known this going in. It wasn’t enough just to get into the big stores, now we had to pay big bucks just to stay in.

Don’t Forget Taxes and Shipping & Handling Costs

We had one big chain store in the Midwest that said they wanted to put our product on special for $5.99 in five different states. We were thrilled! We thought it would be a slam dunk. But as Bonnie says, “It was just a slam!” It turned out that in order to achieve the $5.99 sale price in two of the five states, we had to lose money on every sale. The taxes in those states were much higher, so was the shipping and handling. Instead of making a killing, we just got killed – by the cost of sales.

Michael’s Advice to Startups

One of the last questions that Yitzchok asked Michael was, “What advice would you give new startups today?” Michael’s answer was, “Start in a small place. Learn from your mistakes locally where you won’t fatally hurt your brand. Learn the cost of sales. Hire a cost accountant to analyze those costs ahead of time for each expansion scenario. Then, ‘All ahead slow’ with your eyes wide open and your notepad at the ready. You might find out it’s cheaper to do business in South Carolina than it is in New York!”

Who We Are

To make inquiries for keynote speaking, trainings or consulting, please contact sales@thebarefootspirit.com.

The post Mind Your Business appeared first on The Barefoot Spirit.

5 Ways to Tell If You Are You Persistent or Just Stuck in a Rut

Michael Houlihan & Bonnie Harvey — Thu, 08 Feb 2018 18:00:59 +0000

Most successful startup founders will tell you that it’s going to take a lot of tenacity to succeed. They will all generally tell you that persistence is the better part of valor when it comes to winning. We agree. It takes a great degree of resolve and patience to see the results you are looking for.

Sometimes you must persevere against the odds, struggle along until the time is right, and hold out for that big break. Perhaps the market will change, the buyer will change, or finally the amount of time you put in begins to result in traction.

Getting things started is difficult enough, but what about getting something new started, something the market hasn’t seen before, or doesn’t know it needs?

That happened to us. Our product was disruptive, broke all the rules, and identified a market no one was addressing. We had to spend several years doing missionary work just to convince buyers that they could make a profit on our product. What if we got tired of the uphill battle and quit? There would be no Barefoot Wine today!

Disruptive startups require founders who doggedly push on in the face of adversity and predisposition. But at what point does persistence become narrow-mindedness? At what point does priming the pump become beating a dead horse? How do you really know when it’s time to give up, pivot, or “rethink your drink?”

Here are 5 indicators to help you recognize the difference between determination and getting stuck in a rut.

Small Successes. Are you having ANY success at all? Is there a direct relationship between the amount of time, energy, and money you put into an initiative and the rate of success? If you see increased sales each day, week or month, you may be justified in sticking to it. If not, move forward on another approach.
Leapfrog Successes. Can you see customer demand beyond a nay-saying gatekeeper? In spite of what you are being told, do you have evidence that there is a need for your offering? Is it your offering itself that needs alteration? Or is it your approach to market penetration that needs a revamp?
Time and Money. Sometimes the decision to pull the plug will be made for you. You simply can’t afford to continue to stick to the path you’ve chosen. You run out of time and money. If you can’t establish an increasing cash flow within a year, you may be forced to change your course. There are a ton of great ideas out there that never made it to the market because the founder simply ran out of runway.
Blinded by Determination. Are you missing easier ways of succeeding because you are so dedicated to your course that you are narrowly focused on the path you’ve chosen? If an alternative presented itself, would you recognize it? Yes, most times sheer persistence is required, but keep your eyes open for more efficient ways of achieving your goals.
Outside Opinions. Entrepreneurship is lonely, especially when you know your idea will fly and few others see it. Sometimes you just need some support to keep you going. Find a supporter you respect to help you shore up the path towards your end game. Share your approach to identifying and accessing the market. Ask for their suggestions. They may see something you don’t. They can give you an objective view.

Knowing when persistence has led you to being stuck in a rut is difficult especially when you keep hearing stories of other startups that finally got traction. What if they gave up right before that happened? After some amount of time though, there is a point of diminishing returns. The sales just aren’t there to support the enterprise. Do you stubbornly continue because you want to justify all the time, money, and energy you have put in so far? Or do you recognize that channel vision may be blinding you to alternatives?

We hope these indicators can help you make that difficult decision to push on or shove off.

Who We Are

To make inquiries for keynote speaking, trainings or consulting, please contact sales@thebarefootspirit.com.

The post 5 Ways to Tell If You Are You Persistent or Just Stuck in a Rut appeared first on The Barefoot Spirit.

Make Fun out of Adversity by Playing the “No Game”

Michael Houlihan & Bonnie Harvey — Thu, 05 Oct 2017 17:00:45 +0000

If you’re going to be an entrepreneur, you’d better get used to being told “No!” No is the last thing you will hear before you get a “yes!” But how many times do you have to hear “no” before you get discouraged? And what can you do about this fact of life that comes with the territory of entrepreneurship?

How about a fun game?

Yes, we made a game out of rejection! We called it “the No Game.”

The first thing we did was set the ground rules. And to do that, we had to discover how many “no’s” our people were getting from decisionmakers before they got that big “yes.” So, we all started keeping track. That was sort of fun to start with. It assumed there was an absolute, measurable limit – crazy as it seemed. After a while, we noticed that the average number of “no’s” before getting to “yes” was 7.

That’s right, 7! Not 9 or 4, but 7! So, we used 7 as our bassline. Then when our folks would complain that they had been shut down 3 or 4 times, we could say, “Relax, you’re not even to the average yet!” And when they complained that they were up to 15 no’s, we’d say, “Well, buck up! It’s right around the corner!”

But then we started comparing notes on how certain of our people got to “yes” sooner than others and we found out the 3 things they consistently did to come in under the average and win the No Game

Ask a Different Day. Amazingly, some of our people got to “yes” by simply waiting! Maybe the buyer was in a better mood the next day, the next week, or the next month. Maybe the buyer wasn’t looking for our kind of product at the time he or she was first asked. Maybe the market changed. Or maybe a product in our category was discontinued and now there was room. Something happened that required time. What if we stopped asking?
Ask a Different Person. Some of our people got to “yes” by asking a different person who was the decision maker that day. In the case of governmental approvals, we found this especially to be true. After our countless requests for permits and label approvals were denied, they were suddenly approved! Why? Because we got a new agent who interpreted the rules a little differently, and in our favor. Sometimes the old decisionmaker was no longer the decisionmaker. They may have been fired, transferred, or promoted. The new one said yes! One new buyer actually asked, “Why haven’t we had this brand before?” We loved her!
Ask a Different Way. And some of our people got to “yes” by restating the proposition in terms that finally resonated with the buyer. This is probably the greatest sales skill any entrepreneur should develop. It takes a lot more asking than telling, a lot more listening than selling. Ask about her current concerns. Find out her favorite products and why. Find out her favorite representatives and why. The answers will help you recraft and tailor your proposal to her liking. Listen for the way your proposition solves her problem.

Yes, it started as a fun game where our people could “win” by coming in under 7 “no’s.” They would proudly announce that they beat the odds. But the “game” got extremely beneficial when everyone began to pick up on the tips and use them effectively.

The average number of “no’s” didn’t really improve, but our attitude did! We began to realize that there is no “yes” or “no.” There’s only “now” and “later.” The only one who can say “no” is you …when you stop asking!

Who We Are

To make inquiries for keynote speaking, trainings or consulting, please contact sales@thebarefootspirit.com.

The post Make Fun out of Adversity by Playing the “No Game” appeared first on The Barefoot Spirit.

Why Are You Going into Business?

Michael Houlihan & Bonnie Harvey — Thu, 10 Aug 2017 17:00:59 +0000

The first question we ask prospective clients is, “Why are you going into business?” This seems like an obvious first question, but most folks considering taking the big leap don’t really give it the attention it deserves. The answer can determine your strategy, goals, and even your recordkeeping.

When we ask, “Why,” we usually get answers like, “Well, to get rich, of course!” or “It’s always been my passion” or even, “I’ve always wanted to be my own boss”. Yet none of these popular answers really address the only three practical reasons why you can be in business: You can create a job for yourself; you can start a legacy; or you can build a brand and monetize its brand equity.

If you create a job for yourself, your “paycheck” is only as good as your time “on the clock.” If you don’t work, you don’t get paid. Sure, you can hire people to work for you to keep the business going in your absence, but this type of business is limited to trading time for dollars. You may build up some equity which someone may pay you for. But essentially, you have created a business that is operating on daily income and profits, with no long-term plan to monetize the brand equity through a sale or merger.

People who choose this kind of business usually tell us they are following their passion and well they should. But many also say they never want to sell and act like they can go on forever. If and when they do decide to sell, it’s usually because they have to due to age or health, or they finally tire of the work. Selling for them is an afterthought to achieving a business that expresses their passion.

The other group that “has no intention of ever selling” are the folks who think they are starting a legacy. Their plan involves their kids becoming vested in their business and wanting to continue their legacy. This is a wonderful way to include your family’s future in your business. But only a small percentage of planned legacy businesses succeed beyond the first generation.

The last group, in which we count ourselves, is interested in monetizing their brand equity. They want to use their ideas, concepts, and products to build a viable business that attracts an acquirer. They take acquisition of their business very seriously.

These are the people we can help the most. These are the kinds of businesses that are designed from the get-go to have all the hallmarks of an acquisition target. They grow into something saleable. They can run without the owner. And they are set up from day one to satisfy their acquirer’s due diligence.

One of the guiding principles of the Barefoot Spirit approach to doing business is to ask yourself why you are in business in the first place. If your answer is to build and monetize your brand equity, then you must assemble a short list of who would want to buy your company, why and when. You must organize your books, records, and reports to reflect your acquirer’s due diligence. You must reinvest your “profits” into expansion. And you must determine how, when, and where you expand to get your peanut in front of the elephant. We share what we learned about this fine art in our Guiding Principles for Success.

We’ve been through it, from ideation to monetization. These are just some of the business decisions that become heavily influenced by your early decision to eventually sell. if monetizing your brand equity is why you are going into business, we can help!

Who We Are

To make inquiries for keynote speaking, trainings or consulting, please contact sales@thebarefootspirit.com.

The post Why Are You Going into Business? appeared first on The Barefoot Spirit.

Be Ready For That Big Buyer

Michael Houlihan & Bonnie Harvey — Thu, 09 Mar 2017 18:00:38 +0000

Finally, you got a lucky break! That big chain stores buyer will finally see you. Your mind is racing with the possibilities: your product in all of her stores, access to all of her customers, your brand “takes off!”

Not so fast, Bucko! Do you even know what she wants to see? Do you realize that you’ve got one shot at this – and it better be good? Before you were in her stores you could not be discontinued, but once you are in, you can be discontinued …forever!

Everything hinges on the deal, the roll out, and your ability to get around to all of her stores quickly. You must make sure your product got in, is priced right, is visible, and that the clerks and store personnel like you, your representative, and your product. Otherwise they won’t promote it and probably won’t reorder it. This means you fail even with a great product.

When you see her for the first time, you must be prepared.

Pricing. Understand what she wants to “see” on sale. In other words, what percentage of her selling price does she want as profit. Your price to her has to give her that profit. Also understand what she wants to see “on deal” or “on sale.” Find out what kind of “cooperation” (financial support) she wants from you during the introductory special and for how long. Lastly make sure your volume discounts don’t leave any money on the table because she will price your product at the nearest 99 (dollars or cents), and pocket everything above her required percentage. Do the math!

Never reduce your price. Rather, give a temporary price reduction, or she will think you are raising your price when the discount is over. All this gets a whole lot more complicated if you have to go through a distributer or broker. Oh, and one more thing, don’t ever let her see it for less anywhere on line!

Introduction. This is critical to get right. If she buys too much, you may be happy …for a while! But if she doesn’t sell through within a short period of time she will close it out at such a low price that it will haunt you in the marketplace. She must sell through and she must reorder. This means that you or your representative must personally visit every store your product is in on a regular basis to ensure its success. It’s best to have a small test market in nearby outlets that you can visit often to correct sales blocking situations.

Exclusivity. If she represents the first large chain to take your product, she may want exclusivity, preferably long-term, to increase the odds of success. Settle for a reasonable period, being careful not to give her any long-term competitive advantage you will later regret as new chains will want the same deal. Tie all advantages you offer to quantity purchases.

Merchandising Materials. Remember, she wants to know how you are going to move your product in her stores. You must be prepared with allowable signage or video promoting your product. Many buyers will make their decisions on new products based solely on merchandising materials. They know that where the customer, the product, the money, and the decision all come together is at the point of sale. Make sure yours is timely, compelling, and within her size limitations.

Partnership. Think of her as your new, long-term partner. Work with her on the introductory roll out. She knows what works in her stores. Come to an agreement on the price points, price reduction programming, and the scaling of future volume purchases based on the initial success of your product in her stores.

Bottom line: she’s not buying your product so much as she’s giving you an opportunity to sell it in her stores. But hold off celebrating until year two in all her stores! Then you will really have something to celebrate!

Who We Are

To make inquiries for keynote speaking, trainings or consulting, please contact sales@thebarefootspirit.com.

The post Be Ready For That Big Buyer appeared first on The Barefoot Spirit.

Get Some Diamonds from the People Doing the Actual Work

Michael Houlihan & Bonnie Harvey — Thu, 02 Feb 2017 18:00:18 +0000

When you are from an industry, it’s easy and natural to follow best practices, established policies, and time-honored conventions. Being from outside the industry, it seemed logical to seek advice from the people actually doing the physical work. This turned out to be an advantage when we starting Barefoot Wines.

If you want to be disruptive, talk to everybody who touches your product. You will soon discover things that folks who have been in the industry for years, and even generations, have overlooked.

Often times in established industries, the top decision makers are isolated and insulated from their workers. They are more concerned with justifying the way things have been done in the past. Even if the workers have a big problems with those practices, chances are they are never heard them at the C-Suite level. Their complaints, suggestions and insights are usually lost in the top down structure of the company itself. Besides, what do they know? They should stop complaining and just do what they are told, right?

Wrong! Their insights are golden! As naive outsiders, we didn’t know any other way but to approach the wine business from the ground up. We started by asking a Bottling Line Manager what our label should look like. This is a guy in overalls, sporting a heavy tool belt, with grit from a full day of working on a humongous bottling machine that needed repairs and adjustments every 20 minutes!

He said, “Well, I’m no expert, but I can tell you that most of the wines we bottle have labels with lots of white space around their logos. They’re easy to read and they don’t have a bunch of curly cues.” By using his suggestions, we designed a label that today is the fastest selling in the wine industry!

Later when we got into interstate sales, we would hear our brokers and distributers say, “Your product is just not selling in certain stores!” and, “You can’t expect to be a big hit everywhere.” And then they would always add, “Maybe you should reduce your price and send more marketing materials.”

Eventually we decided to check for ourselves on those stores where our product was “not moving.” One such store was part of big chain where our product was moving well, just not this particular store.

When we got to the store and made friends with the clerk, he showed us it wasn’t even on the shelf and our shelf space was taken by a competitor. But why? We went in the back room and discovered that the wrong type of wine had been delivered. It was ours all right, but not the type they had ordered. And it had just been sitting there – for months!

When we went to our local distributer’s Sales Manager he passed the blame on to the “those warehouse guys.” When we went to the Warehouse Manager, he blamed Eddie the Forklift Operator who picks out the goods for delivery.

We came back at midnight when Eddie’s shift began. “So, what’s up with the wrong product delivery, Eddie?” we asked. “It’s so dark in here and the labels are so small it’s a wonder that anything get delivered right,” he snapped. “Well, should we make our labels bigger?” we asked. “No,” he said, “Just put each type in a different colored box!” We did just that! It reduced our missed deliveries, and increased our sales all over the country. Plus, now the clerks loved to stack “those colorful boxes.”

Our business thrived on the insights of people in “low” places. Yours can too! Learn to make friends in “low” places, and pay close attention to what they have to say.

Who We Are

To make inquiries for keynote speaking, trainings or consulting, please contact sales@thebarefootspirit.com.

The post Get Some Diamonds from the People Doing the Actual Work appeared first on The Barefoot Spirit.