By Yasmina Zaidman, Director of Strategic Partnerships, Acumen Corporations are realizing that their own sustainability, growth and license to operate in new markets all require them to experiment with daring business models that are built on collaboration with various stakeholders, including global social enterprises. Beyond Dialogue: Building Sustainable and Inclusive Business Models in Partnership with […]

The TED community has been very busy over the past few weeks. Below, some newsy highlights.

Wellesley has a new president. Dr. Paula Johnson, a longtime champion of women’s health and health policy, is Wellesley College’s 14th president. The celebrations surrounding her inauguration focused on the theme of Intersections; in her inauguration address, she reflected on how she will incorporate the theme into her administration. “How do we unleash the riches embedded in crucial intersections—among people, among ideas, across communities and cultures, through time and space?” she asked.  (Watch Paula’s TED Talk)

The fight for gender balance in tech. Melinda Gates has her eyes set on a pervasive problem in tech: the underrepresentation of women. Working outside the Bill and Melinda Gates Foundation for this particular initiative, Melinda is building up a personal office that will dedicate resources and attention to the issue. She’ll begin by going into learning mode, up to two years of “learning, collecting information, talking to lots of experts, and looking at what research is out there,” she told Backchannel. As part of the interview, readers were asked to comment in response to the question, “How should Gates spend her money and her time?” Their comments were then assembled into an open letter. (Watch Melinda’s TED Talk)

How to separate fact from fiction. Our digital lives are a constant onslaught of information, but do you know how to distinguish between the reliable and the misleading? In A Field Guide to Lies, Daniel Levitin explains how faulty arguments and information permeate the sources that we rely on for information, everything from Wikipedia to news organizations to the government. The solution? Become more infoliterate, he says, and learn how to think more critically about the information that you receive rather than passively accepting it as true. (Watch Daniel’s TED Talk)

America’s favorite poet returns. Two-time US poet laureate Billy Collins released his twelfth collection of poetry on October 4. With close to 50 new poems, The Rain in Portugal looks at everything from beauty and death, to cats and dogs, with the poet’s usual wit and accessibility.  (Watch Billy’s TED Talk)

A tribute to his roots. John Legend helped pay for the renovation of a historic high school theater in Springfield, Ohio, where he performed as a child. “I knew how important that was for me when I was in high school and middle school and throughout my time in Springfield, and how important the arts were and performance spaces were to me,” John told the Springfield News-Sun. He joined the city on October 9 for the ribbon-cutting ceremony of what is now called the John Legend Theater. (Watch John’s TED Talk)

The intricate design of perfume bottles. While designer Thomas Heatherwick is known for large-scale projects like the UK pavilion at the Shanghai Expo in 2010 and the proposed Pier55 park in Manhattan, this time he’s dialed it down to the size of a perfume bottle. His intricate bottles, for French shoe designer Christian Louboutin, are beautiful pieces of twisted glass. The bottles were an expansion of Heatherwick’s interest in creating folded surfaces with different materials, seen in such work as Twisted Cabinet and Paternoster Vents, and they were excited to give it a try with twisted glass. (Watch Thomas’ TED Talk)

The new how-to. Babble co-founder Alisa Volkman is launching a new company called Knowsy. The company makes short how-to videos on everything from Microsoft Word shortcuts to table setting. The videos are short, visually appealing, and free. Rather than making money from advertises, the company may at some point charge a subscription fee for some of the videos, or sell bundles to corporate clients to help them teach specific skills to their employees, reports Recode. (Watch Alisa’s TED Talk)

Have a news item to share? Write us at [email protected] and you may see it included in this weekly round-up.

Red Robin Gourmet Burgers and Brews launches a national brand campaign that celebrates the burger experience. With the launch of the new campaign, Red Robin aims to position the burger as a sharing and bonding opportunity and something everyone can rally around. The campaign focuses on the joy of “burgering” and the concept that burgers are more than just something people eat, rather something people do, a verb and action. This bonding experience among friends has been a part of American food culture and is the focus of Red Robin’s latest brand campaign.

The marketing campaign, designed by Red Robin’s creative AOR, KBS, is titled, “Let’s Burger” and aims to set the brand apart from others in the industry. The integrated campaign will come to life through TV, digital video and social media, expanding appeal to burger lovers of all ages. In addition to showcasing Red Robin’s signature burgers, it will reinforce the restaurant as a fun environment welcoming to all guests.

“As the Gourmet Burger Authority, we are immersed in burger culture every day and we offer our guests a craveable menu featuring more than 24 burger variations,” said Jonathan Muhtar, senior vice president and chief marketing officer at Red Robin. “We are excited to debut our ‘Let’s Burger’ campaign and elevate Red Robin further as the Gourmet Burger Authority. The Red Robin experience goes far beyond the burger itself. It’s about inviting people to let go, lean in, and take their time enjoying the things that make Red Robin unique.”

“The campaign gives Red Robin an ownable voice that opens the door for conversation and participation — and changes the burger from something you eat, into something you do,” said KBS Creative Director/Copywriter Deb Maltzman. Angela Denise, KBS Creative Director/Art Director, added, “We want to surprise people with everything we put out there, and keep them wondering, ‘What’s Red Robin going to do next?'”

Creative Credits:
Ad Agency: KBS, New York, U.S.A

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Call them rituals, ceremonies, habits … associating a brand with a set behavior can have a powerful effect on loyalty and enjoyment.

One of the most famous associations of course is Corona beer and lime. It is now such an accepted way of consuming the product that many drinkers don’t give it a second thought, and yet, as Vanessa Krumb points out, no-one’s quite sure why they do it or where the idea comes from. It has simply become the way you have a Corona.

According to Krumb, not only does a brand ritual improve the perceived experience, it is also likely to add to the price point. Buyers will pay more for something that comes with an established ritual. As consumers, the association of a product with an event (popcorn and the movies, beer with watching sports) adds to the enjoyment because it makes the occasion feel complete. I suspect rituals work the same way. They provide a way of interacting with the brand that is fun, known and widely practiced. That in turn gives them greater value.

Anna Rudenko provides some classic examples of other rituals that we all recognize:

• Separating your Oreo and dunking it in milk;
• Breaking a KitKat into halves and eating it on a break;
• Popping the cap of the Pringles tube; and
• The Stella Artois’ 9-step pouring ritual

Interestingly, she says, this use of rituals has been adopted by low-cost and mass-market brands rather than luxury marques. I suspect that’s because these brands have recognized the need to add perceived value and differentiation to what they offer. Adding an element of fun to the consumption of a food, for example, adds to the character of the brand.

The 6 Attributes Of A Brand Ritual

Rudenko also references a great post from John Howard in which he lays out the six attributes a ritual needs:

1. It should continue a behavior that already exists, not be one that is “forced” on the brand. As Howard observes, “Ritual is about the people who do it, not the  brand itself”;
2. It should be consistent – because otherwise of course it cannot be repeated;
3. It should be specific – as in directly associated with that brand;
4. It should be relevant – it needs to make sense to people, regardless of whether it is necessary or not;
5. It needs to be easy – because difficulty acts as an effective barrier to entry; and
6. It needs to be shareable – according to Howard, in order for that to happen, the ritual itself must be visible, understandable and replicable.

It’s hard enough getting consumers to interact with brands today. Getting them to do so in ways that are particular to the brand itself might seem an even greater challenge. And yet, as consumers, we’re drawn to accents – things that cut through the clutter and add to what we do. The whole push towards experiences at the moment is exactly that: a drive to provide accents to life. Brands can do that through big gestures. But they can also do it this way – by giving consumers simple, fun frameworks for engaging and re-engaging with things that feel familiar.

When To Introduce A Brand Ritual

So when should a brand consider fostering a ritual? Here are five situations when introducing a new ritual or encouraging one that is already taking place makes sense:

• When consumers take up a way of interacting with your brand that you want to encourage;
• When buyers need guidance on how to get the most out of the product;
• When you want to encourage a new behavior;
• When you want to drive a powerful sense of community; and/or
• When you need to find a way to add distinction to your product in a cluttered market.

8 Ways To Build A Brand Ritual

1. Make it specific to your audience – that way, it will feel right to them, and it will build a sense of community;
2. Make it specific to an event or time of day – that way, people know when to participate;
3. Make it specific to the brand – this is after all a branded ritual you are looking to build.
4. Make sure that what you are suggesting fits with how people see your brand. Otherwise the behavior will seem “odd”;
5. Make it enjoyable – so that people will want to keep doing it. Fast food outlets for example use rituals to make it easier to order the food you want and to get it faster;
6. Encourage the ritual through your advertising so that it becomes the normal way to engage with the brand;
7. Help people adopt the ritual fast – there’s nothing like feeling like an outsider to turn consumers off. Give first-timers ways to get up to speed without looking like they are learning the ropes; and
8. Add products, or ways of interacting with the brand, that take their reference from the ritual. That way, you can continue to embed the ritual and make it an increasingly important part of the branded relationship.

Join 49 other progressive marketers for our 5th annual competitive-learning event designed around brand strategy. The Un-Conference: 360 Degrees of Brand Strategy for a Changing World

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Among the birthday greetings sent to North Carolina’s conservative Republican governor Pat McCrory on Monday, October 17, his 60th, will be a full page open message in the state capitol’s Raleigh News & Observer, paid for by the recently formed Writers for a Progressive North Carolina, Charlotte. The ad, neither particularly subtle nor particularly sincere, was created by advertising agency BooneOakley, Charlotte, its first work for the new client.

It’s headlined “HB 2 U, Pat,” offers him “best wishes,” and features a big fat slice of rainbow-colored birthday cake. For those not versed in Tarheel politics: HB 2 is the name of the state’s controversial, anti-transgender “Bathroom Bill,” enacted this past March at Governor McCrory’s behest. And for those born yesterday: the ad’s HB 2 stands for “Happy Birthday to”; its rainbow colors stand for LGBTQ pride; and the single candle rising from the cake’s middle stands for… nah, too subtle.

In less oblique terms, the ad urges voters to support candidates who will repeal Mr. McCrory’s bill. Besides newspaper, it will run on news websites statewide and on paid and owned Facebook, and on owned Instagram and Twitter.

CREATIVE CREDITS:
Client:
Writers for a Progressive North Carolina, Charlotte, N.C. newstorync.net
Statewide association, a 501(c) (4), of over 140 North Carolina authors, songwriters and journalists (e.g. Hodding Carter, Bland Simpson, Jill McCorkle, Allan Gurganus) who oppose the state’s rightward political tilt.

Agency:
BooneOakley, Charlotte booneoakley.com
First work for new client

Brief:
Mobilize support to elect a governor who will repeal North Carolina’s anti-transgender “Bathroom Bill,” a.k.a HB 2.

Execution:
“HB 2 U, Pat”
Full page ad in the state capitol’s Raleigh News & Observer appears October 17, which is governor Pat McCrory’s 60th birthday.

Who?
N.C. Governor McCrory, now up for reelection, has been the driving force behind HB 2.

Ad puns and symbolism, for those born yesterday:
HB 2 stands for “Happy Birthday to”
Cake’s rainbow colors stand for LGBTQ pride.
Single candle rising from the cake’s middle stands for… nah, too subtle.

CD: David Oakley
CW: Mary Gross
ADs: Eric Roch von Rochsburg, Laura Beebe, Jim Mountjoy
Digital Director: Ashley Neel

Client Lead: Joyce Fitzpatrick, Fitzpatrick Communications, Raleigh

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Mr. Giovanni wanted to introduce his delicious ravioli and tortellini to America the same way he did with Italy, 50 years ago – one person at a time. But going all across the country wasn’t as easy as he thought it would be! So instead of delivering his pasta to everyone in America, he’s inviting America to come try his pasta at his home in Verona, Italy.

Giovanni Rana started making pasta by hand fifty years ago in his small home in Verona, Italy and sharing it with everyone he could. Now, after becoming the most loved pasta and and leader in Italy and Europe, he and his family are bringing their acclaimed pasta to families across America to share. But it’s not enough just to share it: with this campaign, we are inviting people to visit the real home of Giovanni Rana to see where it all started and experience the food firsthand through Dine With Rana. Giovanni Rana’s passion and obsession for quality has to be “tasted” in person. Consumers can simply enter for their chance to win a trip to one of five weekend experiences in Verona, Italy during the next year.

CREATIVE CREDITS:
Ad Agency: The Martin Agency
http://www.martinagency.com/

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Saatchi & Saatchi travelled to Lima, Peru to film this new ad for the Swedish Yogurt, Verum to capture this pretty cool Bulldog named Bailey skateboarding. Not sure the connection with the drinkable yogurt and a dog that skateboard is, but we enjoyed watching the darling pouch make his way around.

Creative Credits:
Advertising Agency: Saatchi & Saatchi, Stockholm, Sweden
Copywriter: Katja Janford
Art Director / Creative Director: Gustav Egerstedt
Graphic Designer: Gustav Dejert
Account Directors: Ebba Jandér, Elin Johansson
Account Manager: Marie Nodbrink
Planner: Cecilia Besserer
Production Company: Folke Film
Director: Marcus Söderlund
Producer: Joi Persson
Director of Photography: Daniel Takacs
MOVI Op: Myron Mance
Music: Amanda Bergman
Hero Dog: Biuf
Featuring Bailey the Bulldog

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By Alex Parkinson, Senior Researcher, The Conference Board, and André Solórzano, Manager, Data Insights, CECP In the most comprehensive annual analysis of corporate societal engagement, CECP: The CEO Force for Good, in association with The Conference Board, found in their annual Giving in Numbers survey that the link between a company’s business strategy and their […]

What if traffic flowed through our streets as smoothly and powerfully as blood flowed through our veins? Wanis Kabbaj speaks at TED@UPS, September 15, 2016, in Atlanta. Photo: Jason Hales / TED

At the foundation of every significant transformation is a question: “What if?”

These two words unlock the imagination and invite us to explore possibilities. A sentiment of hope, of new ways of thinking, of dreaming and discovery, “What if?” unearths answers waiting to be found.

At the second installment of TED@UPS — part of the TED Institute, held on September 15, 2016, at SCADShow in Atlanta, Georgia — 14 speakers and performers dared to ask: What if we used our collective talents, knowledge and insights to provide the spark to an idea or movement that could make a positive impact on the world?

After opening remarks from Teresa Finley, UPS’s chief marketing and global business services officer, the talks in Session 1 …

The blood in our veins, the cars on our streets. “Biology has all the attributes of a transportation genius,” says UPS’s director of global strategy in healthcare logistics (and transportation geek) Wanis Kabbaj. Take our cardiovascular system, for example, in which blood vessels flow from our heart to our outermost extremities using a transportation system that is three-dimensional, and effective. If you compare this to our highways and the stop-go-traffic during rush hour, Kabbaj says, you’ll see how much better biology is at moving things around. He asks us to consider how we might look within ourselves to design the transportation systems of the future, and he previews exciting concepts like suspended magnetic pods, modular buses and flying urban taxis that promise to change how we travel from one point to another.

The most dangerous animal in the world. Each year, mosquitoes kill more than one million people by spreading diseases like malaria, dengue fever, West Nile and Zika. While vaccines are the best weapon against this epidemic, 50 percent of vaccines go to waste due to improper handling and challenging logistics. Logistician Katie Francfort came to the TED@UPS stage with an inventive idea to use the problem, to fight the problem. Why not use bioengineering to build mosquitos that carry life-saving vaccines?

In defense of emojis. Marketing analyst and avid emoji-defender Jenna Schilstra knows firsthand how ambiguous digital communication can be, even with loved ones. A simple emoji can help clarify and amplify subtext so that we can better understand each other, but their benefits extend far beyond clarifying the dreaded “K.” She shows how emojis have been used in new ways, like helping abused children describe complex emotions to helpline service workers, or like making expression more accessible to people on the autism spectrum. Our attachment to emojis makes sense, says Schilstra, when you remember that they’re part of a long lineage of visual communication that began 40,000 years ago with the first cave art. However they continue to evolve, she’s confident that emojis “will not only provide the opportunity to leverage an age-old system of communication, but will profoundly deepen our emotional connections.”

What if we recognized that the key to global communication is … emojis? Jenna Schilstra speaks at TED@UPS, September 15, 2016 in Atlanta. Photo: Jason Hales / TED

Rediscovering heritage through dance. Coming to America at a young age from Indonesia, marketing manager Amelia Laytham decided to shed her language, accent, traditions and culture in order to fit into her new role as an “ordinary American teenager.” It wasn’t until she had her own children that she realized that there was enough room in her single identity for both her Indonesian and American selves. She performs a traditional Balinese Birds of Paradise dance to showcase her heritage and prove that it’s possible to live in duality and still be a whole.

Doing more with less in healthcare. We’ve made great progress through innovation in healthcare, but we’ve also made keeping each other healthy very complicated — and expensive. Over the last 20 years, healthcare spending doubled in the US, while our lifespans increased by only three years. Soon, “we won’t be able to afford the healthcare system as we know it today,” says UPS’s director of healthcare marketing and strategy Jan Denecker. “We’ll have to find new ways to keep healthcare affordable.” For inspiration, Denecker looks to the developing world, where constraints on resources have caused the healthcare industry to adopt a mindset of doing more with less. He provides three lessons for healthcare innovation, inspired by these places: look for alternatives, like replacing a $30,000 surgical drill with a $450 (sterilized and protected) power drill; keep it simple, like creating a stripped-down baby incubator that costs 70 percent less than a traditional one; and search for the answers that are right under our noses, like using barcodes to identify patients and their needs.

Why a Mexico-United States wall would backfire. The United States and Mexico are important trading partners, which means that $1.4 billion in goods crosses the border in both directions each day, sometimes multiple times as part of border-crossing production processes. So … what if we did build a 2,000-mile wall between the two countries to prevent illegal immigration, as some have suggested? In step-by-step detail, supply chain expert Augie Picado explains how the impact would ripple across the production process, raising the price of thousands of consumer goods, costing millions of jobs on both sides of the border, and ultimately aggravating the problem the wall was meant to solve. In Mexico, 20 percent of the workforce depends on jobs tied to US exports. And when those jobs disappear,Picado asks, “where do you think those out-of-work people will go?” 

What if we looked beyond the heated rhetoric and started counting the true cost of building a Mexico-US border wall? Augie Picado speaks at TED@UPS, September 15, 2016, in Atlanta. Photo: Jason Hales / TED

A global village in your pocket. A smartphone reflects more than a swift leap in technology — hidden within each phone is the story of modern commerce. Following the globetrotting logistics behind an average smartphone in this animated short, “A Global Village in Your Pocket,” which reminds viewers of the complex global networks behind the products we use every day. Watch it here.

Finding a new frequency. Accompanied by drums, bass and a keyboard, UPS package car driver and musician John Bidden closed out the first session with a soulful and energetic performance of his original song, “New Frequency.”

In Session 2, speakers …

Jazzing things up. Accompanied by her three-piece band, jazz vocalist, Atlanta resident and wife of a UPS veteran Karla Harris opened Session 2, treating audiences to a soulful rendition of the Beatles’ “Blackbird.”

What if, all your life, you were only waiting for this moment to arise? Karla Harris covers “Blackbird” by the Beatles at TED@UPS, September 15, 2016, in Atlanta. Photo: Jason Hales / TED

The benefits of choice. As the mother of a 3-year-old and the curator of mammals at Zoo Atlanta, Stephanie Braccini Slade can attest that animals, just like humans, need to make choices to feel in control of their lives. Using her work with a troubled (and quite needy) chimpanzee named Holly as an example, she explains how creating more opportunities for choice in an animal’s environment can create positive behavioral outcomes and improve their quality of life. “I’m not an expert on humans,” Slade says in closing, “but I think we can learn a lot from the animal world.”

Claim property, claim other, claim yourself. Believe it or not, it’s often difficult to get people to claim abandoned funds, whether from a forgotten savings account, an uncashed check or a long-ago refund. Why is this? Unclaimed funds manager Monica Johnson explains that as a society we have developed a throwaway culture to such a degree that we’d rather toss aside even pieces of ourselves than deal with them. How did she come to know this? She shares her own heart-wrenching story of growing up unwanted, to the point where she began to abandon herself. On the TED@UPS stage, Johnson passionately asks that we abandon abandonment and recognize the impact we can make by embracing who we are and what we can do for others.

“When goods do not cross borders, armies do.” International trade expert Romaine Seguin came to TED@UPS with a question: Would the girls from Chibok, Nigeria, who were abducted by Boko Haram in 2014 still be in school today if the conditions that gave rise to the terrorist group had been different? The president of the Americas region at UPS International, Seguin believes that when communities are isolated from the global economy in the way that places like Chibok have been, they risk becoming breeding grounds for terrorist groups. The solution to that isolation: trade, which Seguin says is our most effective weapon against poverty and injustice. To illustrate her point, she tells the story of Deux Mains, a for-profit spinoff of the nonprofit REBUILD globally, which began employing people in Haiti to make sandals out of old tires and eventually caught the attention of Kenneth Cole. Deux Mains has produced more than 2,400 pairs of Kenneth Cole sandals to date, employing one Haitian for every 250 pairs of sandals sold. “When people have jobs, money and security, they don’t feel a need to take other people’s stuff,” Seguin explains. “Trade is a weapon against terrorism. Trade offers hope.”

What if we could help solve global crisis by building trade networks? Romaine Seguin speaks at TED@UPS, September 15, 2016, in Atlanta. Photo: Jason Hales / TED

Building a better address. “Our current address system makes people do the legwork. Why don’t we instead let people put themselves on the map?” asks Mario Paluzzi, a logistics and technology specialist at UPS.  He suggests a way forward for precision shipping and delivery, taking inspiration from the developing world. Many people in the developing world lack a traditional street address like 123 Main Street, but more than 90 percent of the population has mobile phones that could give the exact geographical data of a person’s location — which could be used to deliver packages to them. What if we could disrupt an industry “so rooted in its infrastructure that we’re stuck with what we have instead of implementing the best solution?” 

The age of exploration. Explorers and mapmakers of the past organized the wild. Today, the pathfinders carrying on the tradition face a new challenge: how to map the community knowledge that will help us find our way in a constantly changing world. The animated short “The Age of Exploration,” suggests that we are still not finished discovering the secrets of the planet where we live. Watch it here.

The life lessons of … soap operas. The larger-than-life stories and characters of soap operas may be melodramatic, but to Kate Adams, managing editor of UPS.com, they reflect the intensity and drama of our own lives. “We cycle through tragedy and joy like these characters,” she says. “We cross thresholds, fight demons and find salvation unexpectedly.” Adams spent eight years as assistant casting director for As the World Turns, and she’s distilled four lessons for life and business from these dramas. First, surrender is not an option. Let All My Children’s Erica Kane inspire you as she faces down a grizzly bear. Next, sacrifice your ego … in the same way that Stephanie Forrester of The Bold and the Beautiful dropped her superiority complex and befriended her Valley Girl archenemy. Third, evolution is real. Just as soap opera characters are continually recast, we can evolve, too. Finally, resurrection is possible. Soap opera characters like Stefano DiMera from Days of Our Lives die and come back to life over and over, and we, too, can revive ourselves. “As long as there is breath in your body, it’s never too late to change your story,” Adams says.

What if soap operas could teach us about life? Kate Adams speaks at TED@UPS, September 15, 2016, in Atlanta. Photo: Jason Hales / TED

The future of corporate social responsibility: Give us your data. Data engineer Mallory Soldner laid out three simple, resourceful ways that companies can make real contributions to humanitarian aid: by donating their data, their decision scientists and their technology to gather new data. Because a corporate data set — say, information on the flow of a new product to local markets — could help a nonprofit organization better understand the flow of vaccines and food aid to those same markets. “We can revolutionize the world of humanitarian aid, by bringing the right data to the right decisions,” she says. 

Signed, sealed, and promptly delivered. Karla Harris and John Bidden returned to the TED@UPS stage, wrapping up the show with a lively duet and sing-along version of Stevie Wonder’s “Signed, Sealed, Delivered, I’m Yours.”

Last week, I attended Dreamforce 16, the annual conference by Salesforce.  I had been told it was one of the most inspirational conferences ever, so despite not being a Salesforce customer, not being in a sales or customer management role, and not really being into software/technology/data, I really wanted to check it out.

Thanks to the folks at Salesforce, I not only got to experience this conference like no other, I also had the opportunity to moderate the panel, How Women Leaders Stay Ahead in High Growth Cultures (more on that some other time.)  I came away from the experience energized, inspired, much more knowledgeable about Salesforce and sales technology, and very impressed with Salesforce — its products, people, and most importantly its values.

Here are notes & quotes from Dreamforce 16 including the best bits from Salesforce founder, chairman, and CEO Marc Benioff, Mavericks owner and Shark Tank’s Mark Cuban, Forrester CEO George Colony, Salesforce Innovation and Sales Evangelist Tiffani Bova, life success coach Tony Robbins, and more.  Check it out to get leadership, customer-obsession, sales, success, etc. inspiration.

The post notes & quotes from dreamforce 16 appeared first on Denise Lee Yohn.