O slideshow foi denunciado.
Utilizamos seu perfil e dados de atividades no LinkedIn para personalizar e exibir anúncios mais relevantes. Altere suas preferências de anúncios quando desejar.
The Customer 
Obsessed 
Marketing 
Agency 
Influencer Marketing 
Twitter @caroberry & @youmen_be 
Carole Lamarque . @carob...
Who’s Who? 
Carole Lamarque . @caroberry
YOUMEN & LINKMAN 
We Sharpen 
Your marketing challenge, the new way. 
We Share 
We help your teams implement 
Influencer M...
YOUMEN TEAM 
Carole Lamarque . @caroberry 
Carole Lamarque 
27 
Fred Vanderheyde 
Client Centric 
Innovator 
Philippe De P...
Why does 
this matter 
to you? 
Carole Lamarque . @caroberry
WHY DOES THIS MATTER TO YOU? 
20-50% of ALL 
purchasing 
decision +20% 
Word-of-mouth 
recommendations are the 
primary fa...
WHY DOES THIS MATTER TO YOU? 
73% of Millennials 
feel it’s their 
responsibility 
decision 73% 
73% of Millennials feel i...
WHY DOES THIS MATTER TO YOU? 
Advocates are an 
excellent source of 
70% information 
Brand advocates are 70% 
more likely...
WHY DOES THIS MATTER TO YOU? 
Advocates 
write positive 
90% messages 
90% of advocates write 
something positive about th...
WHY DOES THIS MATTER TO YOU? 
Negative messages 
can reduce market 
share by 20% 
In the mobile-phone market, for 
example...
WHY DOES THIS MATTER TO YOU? 
2x more revenue 
12% increase in brand 
advocacy on average generates 
a 2X increase in reve...
Why are you 
not doing it? 
Carole Lamarque . @caroberry
Start doing it! 
Only 20% 
do it day! 20% 
Only 20% of brands are using 
advocate and referral 
programs in their marketin...
Who is an influencer? 
Carole Lamarque . @caroberry
Carole Lamarque . @caroberry
Are you an Influencer? 
Carole Lamarque . @caroberry 
2. Who expresses a 
contextually relevant 
message 
By working with ...
When would you need it 
in your marketing plan 
1 Brand Awareness 
Carole Lamarque . @caroberry 
How might we increase 
sh...
What’s your 
unfair advantage? 
Carole Lamarque . @caroberry
What’s your Unfair Advantage 
Product Leadership 
Build a better product, for 
which customers will pay a 
premium 
Carole...
Carole Lamarque . @caroberry
Influencer marketing model? 
Carole Lamarque . @caroberry
Influencers Selection 
Potential Energy Influencers 
ca. 400 - Engagor & Rediant6 
Energy Influencers 
39 – Selected based...
Influencer Segments 
2. AUTHORITY 3. CONNECTOR 
4. PERSONAL 
Carole Lamarque . @caroberry 
MY ONLINE 
AUDIENCE 
IS THE SIZ...
Influencer Impact 
REACH 
AUDIENCE SIZE 
RESONANCE 
ENGAGEMENT POWER 
RELEVANCE 
CONTEXTUAL FIT 
Carole Lamarque . @carobe...
Influencer Matrix 
SENTIMENT 0 1 2 3 4 5 6 7 8 9 10 
A B 
INFLUENCERS STAR INFLUENCERS 
C D 
NEGATIVES ACTIVISTS 
Carole L...
Carole Lamarque . @caroberry
Influencer Passport 
Carole Lamarque . @caroberry 
PASSPORT 
Customer, Obsessed, Marketing, Agency 
WHAT’S YOUR 
INFLUENCE...
Influencer Deep Dive – Example 
Name : Florence Manente 
Influencer Type : Authority 
Nick Name @Flexyflow 
Reach 
Resonan...
Which content do you need? 
AWARENESS BUY 
è 
Carole Lamarque . @caroberry 
virals 
AB 
poll 
contests 
branded 
stories 
...
SUMMARY ‘HOW IT WORKS?’ 
Carole Lamarque . @caroberry 
40 
Objective 
Awareness - Understanding – 
Consideration - Buy 
De...
Integrated Marketing Plan 
Carole Lamarque . @caroberry
Influencer Message Framework 
Company insights Reason to believe Logo signature 
Carole Lamarque . @caroberry 
INSIGHT 
IN...
Influencer Message Framework 
MESSAGES 
AUTHORITY CONNECTOR PERSONAL ANALYST 
Carole Lamarque . @caroberry 
INSIGHT 
INSIG...
Who did it before? 
Carole Lamarque . @caroberry
Carole Lamarque . @caroberry
The Launch of Yelo 
A story of conversation management 
Carole Lamarque . @caroberry
Carole Lamarque . @caroberry
The Launch of Yelo 
A story of conversation management 
Carole Lamarque . @caroberry
The Launch of Yelo 
A story of conversation management 
Carole Lamarque . @caroberry
The Launch of Yelo 
A story of conversation management 
Carole Lamarque . @caroberry
The Launch of Yelo 
A story of conversation management 
Carole Lamarque . @caroberry
The Launch of Yelo 
A story of conversation management 
Carole Lamarque . @caroberry
The Launch of Yelo 
A story of conversation management 
Carole Lamarque . @caroberry
The Launch of Yelo 
A story of conversation management 
Carole Lamarque . @caroberry
The Launch of Yelo 
A story of conversation management 
Carole Lamarque . @caroberry
The Launch of Yelo 
A story of conversation management 
Carole Lamarque . @caroberry
The Launch of Yelo 
A story of conversation management 
Carole Lamarque . @caroberry
The Launch of Yelo 
A story of conversation management 
Carole Lamarque . @caroberry
The Launch of Yelo 
A story of conversation management 
Carole Lamarque . @caroberry
The Launch of Yelo 
A story of conversation management 
Carole Lamarque . @caroberry
The Launch of Yelo 
A story of conversation management 
Carole Lamarque . @caroberry
The Launch of Yelo 
A story of conversation management 
Carole Lamarque . @caroberry
The Launch of Yelo 
A story of conversation management 
Carole Lamarque . @caroberry
The Launch of Yelo 
A story of conversation management 
Carole Lamarque . @caroberry
The Launch of Yelo 
A story of conversation management 
Carole Lamarque . @caroberry
The Launch of Yelo 
A story of conversation management 
Carole Lamarque . @caroberry
The Launch of Yelo 
A story of conversation management 
Carole Lamarque . @caroberry
The Launch of Yelo 
A story of conversation management 
Carole Lamarque . @caroberry
The Launch of Yelo 
A story of conversation management 
Carole Lamarque . @caroberry
The Launch of Yelo 
A story of conversation management 
Carole Lamarque . @caroberry
The Launch of Yelo 
A story of conversation management 
Carole Lamarque . @caroberry
The Launch of Yelo 
A story of conversation management 
Carole Lamarque . @caroberry
The Launch of Yelo 
A story of conversation management 
Carole Lamarque . @caroberry
The Launch of Yelo 
A story of conversation management 
Carole Lamarque . @caroberry
The Launch of Yelo 
A story of conversation management 
Carole Lamarque . @caroberry
The Launch of Yelo 
A story of conversation management 
Carole Lamarque . @caroberry
The Launch of Yelo 
A story of conversation management 
Carole Lamarque . @caroberry
The Launch of Yelo 
A story of conversation management 
Carole Lamarque . @caroberry
The Launch of Yelo 
A story of conversation management 
Carole Lamarque . @caroberry
The Launch of Yelo 
A story of conversation management 
Carole Lamarque . @caroberry
Carole Lamarque . @caroberry
Redbull 
A succes story 
Carole Lamarque . @caroberry
A succes Story 
The launch of Red Bull has been the most successful 
beverage launch of the last decade. 
It´s success is ...
Carole Lamarque . @caroberry 
CANS 
1400 
1200 
1000 
800 
600 
400 
200 
0 
US sales (in million units)
Brand Positioning 
Carole Lamarque . @caroberry
Brand Positioning 
personality of Red Bull: 
Carole Lamarque . @caroberry 
• Self-confidence 
• Witty, charming 
• Polaris...
Doing things Differently 
An innovative and unique product needs an innovative 
and unique communication strategy. 
So for...
One Brand One Product 
In order to put the entire focus on this one 
product, this one can, this one brand. 
We said: 
No ...
Absolute Premium Price 
Red Bull´s real product benefits justified a premiumprice. 
It is by far the most expensive non-al...
Carole Lamarque . @caroberry
Communication Concept 
Above-the-line Advertising 
To build up awareness and image 
Opinion Leader Marketing 
To support c...
Above the line advertising 
Red Bull gives you wings. 
Aim of the campaign is to reflect the brand personality: 
Cheeky, w...
Opinion Leader Marketing 
Opinion Leaders, especially in the sport and 
cultural area, are a perfect target group for Red ...
Event Marketing 
Red Bull´s event marketing also covers both areas, 
sports and culture, through a variety of events like ...
Sampling 
Sampling is done by highly motivated and welleducated 
emloyees of Red Bull and not “professional” 
promotion te...
Carole Lamarque . @caroberry
Carole Lamarque . @caroberry
Carole Lamarque . @caroberry
A day in the life of a blogger 
Carole Lamarque . @caroberry
Carole Lamarque . @caroberry
Carole Lamarque . @caroberry
Carole Lamarque . @caroberry
Carole Lamarque . @caroberry
Carole Lamarque . @caroberry
Carole Lamarque . @caroberry
Thank you 
Carole Lamarque . @caroberry
Próximos SlideShares
Carregando em…5
×

How to build a Influencer Marketing Plan

7.929 visualizações

Publicada em

Influence Marketing: How to Create, Manage, and Measure Brand Influencers in Social Media Marketing

Publicada em: Marketing
  • Seja o primeiro a comentar

How to build a Influencer Marketing Plan

  1. 1. The Customer Obsessed Marketing Agency Influencer Marketing Twitter @caroberry & @youmen_be Carole Lamarque . @caroberry
  2. 2. Who’s Who? Carole Lamarque . @caroberry
  3. 3. YOUMEN & LINKMAN We Sharpen Your marketing challenge, the new way. We Share We help your teams implement Influencer Marketing by transferring knowledge We Commit We are committed to your results, we strive like business owners Building your story in a digital world Linkman is a creative and results-driven digital agency which delivers integrated campaigns. We are strong at creating content strategies and building communities Carole Lamarque . @caroberry
  4. 4. YOUMEN TEAM Carole Lamarque . @caroberry Carole Lamarque 27 Fred Vanderheyde Client Centric Innovator Philippe De Puydt Digital Content Obsessed “Ut vestibulum lesuada Lorem Ipsum m lesuada Lorem” “Ut vestibulum lesuada Lorem Ipsum m lesuada Lorem” “Ut vestibulum lesuada Lorem Ipsum m lesuada Lorem” “Ut vestibulum lesuada Lorem Ipsum m lesuada Lorem” YOU? Marketing Innovation Obsessed Join the team!
  5. 5. Why does this matter to you? Carole Lamarque . @caroberry
  6. 6. WHY DOES THIS MATTER TO YOU? 20-50% of ALL purchasing decision +20% Word-of-mouth recommendations are the primary factor behind 20-50% of ALL purchasing decisions – McKinsey Carole Lamarque . @caroberry
  7. 7. WHY DOES THIS MATTER TO YOU? 73% of Millennials feel it’s their responsibility decision 73% 73% of Millennials feel it’s their responsibility to help their friends and family makes smart purchase decisions – Fleischman-Hillard and Hearst Magazine Carole Lamarque . @caroberry
  8. 8. WHY DOES THIS MATTER TO YOU? Advocates are an excellent source of 70% information Brand advocates are 70% more likely to be seen as a good source of information by people around them – MarketingCharts Carole Lamarque . @caroberry
  9. 9. WHY DOES THIS MATTER TO YOU? Advocates write positive 90% messages 90% of advocates write something positive about their purchase experience – McKinsey Carole Lamarque . @caroberry
  10. 10. WHY DOES THIS MATTER TO YOU? Negative messages can reduce market share by 20% In the mobile-phone market, for example, the research observed that the pass-on rates for key positive and negative messages can increase a company’s market share by as much as 10% or reduce it by 20% over a two-year period, all other things being equal. – McKinsey Carole Lamarque . @caroberry -20%
  11. 11. WHY DOES THIS MATTER TO YOU? 2x more revenue 12% increase in brand advocacy on average generates a 2X increase in revenue – Harvard Business School Press Carole Lamarque . @caroberry +12%
  12. 12. Why are you not doing it? Carole Lamarque . @caroberry
  13. 13. Start doing it! Only 20% do it day! 20% Only 20% of brands are using advocate and referral programs in their marketing –MarketingCharts Carole Lamarque . @caroberry
  14. 14. Who is an influencer? Carole Lamarque . @caroberry
  15. 15. Carole Lamarque . @caroberry
  16. 16. Are you an Influencer? Carole Lamarque . @caroberry 2. Who expresses a contextually relevant message By working with them you're able to distribute your massage the right way, at the right time, and through them you will also access the right people 3. That is meaningful enough They can help your brand to build credibility by guiding you to produce content that truly meets the needs of your consumers, because they are so close to reality and people 76 1. It’s a Person Not an organization Not Stakeholder Management Not PR 4. To elicit action from others Research findings suggest that more than 90% of all consumers read online reviews before they buy
  17. 17. When would you need it in your marketing plan 1 Brand Awareness Carole Lamarque . @caroberry How might we increase share of voice and boost positive brand mentions? Crisis Management How might we reduce the negative impact of a communications crisis? Product Launch How might we generate buzz and drive interest for a new product? Lead Generation How might we follow prospects and generate high quality leads? 2 4 3
  18. 18. What’s your unfair advantage? Carole Lamarque . @caroberry
  19. 19. What’s your Unfair Advantage Product Leadership Build a better product, for which customers will pay a premium Carole Lamarque . @caroberry Solve the client’s broader problem & share in the benefit Achieve the low cost position on product and service support Customer Intimacy Operational Excellence Product Differentiation Customer Responsiveness Operational Competence
  20. 20. Carole Lamarque . @caroberry
  21. 21. Influencer marketing model? Carole Lamarque . @caroberry
  22. 22. Influencers Selection Potential Energy Influencers ca. 400 - Engagor & Rediant6 Energy Influencers 39 – Selected based on Engagor Figures Energy Influencers 20 Selected based on Screening on Social Profile Authority on Social Media Household Hackers Carole Lamarque . @caroberry
  23. 23. Influencer Segments 2. AUTHORITY 3. CONNECTOR 4. PERSONAL Carole Lamarque . @caroberry MY ONLINE AUDIENCE IS THE SIZE OF TEXAS MY OPINION IS WORTH MORE THAN GOLD IN MY SPACE MY NAME IS MY EQUITY 5. ANALYST I FORM AND COMMUNICATE CREDIBLE INSIGHTS MY BELIEF MAKES ME MOVE MOUNTAINS I WROTE A TEXTBOOK ON MY SUBJECT I’M AN RESPECTED AUTHORITY WITH AN AGENDA I STIR THE POT AND CREATE HEALTHY DEBATE MY ONLINE AUDIENCE IS THE SIZE OF TEXAS I HAVE QUICK SOLUTIONS TO EVERYDAY ISSUES I LIKE TO CONNECT DOTS AND CREATE LINKS 1. CELEBRITY 6. ACTIVIST 7. EXPERT 8. INSIDER 9. AGIATOR 10. JOURNALIST 11.HOUSEHOLD HACKERS
  24. 24. Influencer Impact REACH AUDIENCE SIZE RESONANCE ENGAGEMENT POWER RELEVANCE CONTEXTUAL FIT Carole Lamarque . @caroberry
  25. 25. Influencer Matrix SENTIMENT 0 1 2 3 4 5 6 7 8 9 10 A B INFLUENCERS STAR INFLUENCERS C D NEGATIVES ACTIVISTS Carole Lamarque . @caroberry NEGATIVES NEUTRAL POSITIF IMPACT (reach, resonance, relevance)
  26. 26. Carole Lamarque . @caroberry
  27. 27. Influencer Passport Carole Lamarque . @caroberry PASSPORT Customer, Obsessed, Marketing, Agency WHAT’S YOUR INFLUENCE B Anne Billson > CELEBRITY SENTIMENT neutral TERITORY: Brussels collaboration
  28. 28. Influencer Deep Dive – Example Name : Florence Manente Influencer Type : Authority Nick Name @Flexyflow Reach Resonance Carole Lamarque . @caroberry Project Manager de ma vie, Community Manager de mon chien, CEO de mon foyer. Mes tweets n'engagent que moi, sauf si j'ai bu. Motivation: Description: “Madame Internet, blogueuse et maman.” Behaviour: High Low High Low Relevance High Low Sentiment Positive Negative Collaboration Yes No Language NL FR Numbers - Twitter Followers : 5024 - Linkedin: +500 connections - Blog : flexyflow.be
  29. 29. Which content do you need? AWARENESS BUY è Carole Lamarque . @caroberry virals AB poll contests branded stories games ç testimonials community forums reviews infographics articles press releases how to trend report white paper case studies ratings enews events demo videos checklist product features webinars calculations ENTERTAIN CONVINCE EDUCATE INSPIRE
  30. 30. SUMMARY ‘HOW IT WORKS?’ Carole Lamarque . @caroberry 40 Objective Awareness - Understanding – Consideration - Buy Define content & relevant influencers Aligned Marketing timeline Creative production & distribution 1 3 2 4
  31. 31. Integrated Marketing Plan Carole Lamarque . @caroberry
  32. 32. Influencer Message Framework Company insights Reason to believe Logo signature Carole Lamarque . @caroberry INSIGHT INSIGHT TIMING PRIORITY INSIGHT INSIGHT TO BRAND OR NOT TO BRAND INSIGHT INSIGHT PROOF PROOF PROOF PROOF PROOF PROOF
  33. 33. Influencer Message Framework MESSAGES AUTHORITY CONNECTOR PERSONAL ANALYST Carole Lamarque . @caroberry INSIGHT INSIGHT TIMING PRIORITY INSIGHT INSIGHT TO BRAND OR NOT TO BRAND INSIGHT INSIGHT PROOF PROOF PROOF PROOF PROOF PROOF MESSAGES MESSAGES MESSAGES MESSAGES MESSAGES CELEBRITY ACTIVIST EXPERT INSIDER AGIATOR JOURNALIST HOUSEHOLD HACKER
  34. 34. Who did it before? Carole Lamarque . @caroberry
  35. 35. Carole Lamarque . @caroberry
  36. 36. The Launch of Yelo A story of conversation management Carole Lamarque . @caroberry
  37. 37. Carole Lamarque . @caroberry
  38. 38. The Launch of Yelo A story of conversation management Carole Lamarque . @caroberry
  39. 39. The Launch of Yelo A story of conversation management Carole Lamarque . @caroberry
  40. 40. The Launch of Yelo A story of conversation management Carole Lamarque . @caroberry
  41. 41. The Launch of Yelo A story of conversation management Carole Lamarque . @caroberry
  42. 42. The Launch of Yelo A story of conversation management Carole Lamarque . @caroberry
  43. 43. The Launch of Yelo A story of conversation management Carole Lamarque . @caroberry
  44. 44. The Launch of Yelo A story of conversation management Carole Lamarque . @caroberry
  45. 45. The Launch of Yelo A story of conversation management Carole Lamarque . @caroberry
  46. 46. The Launch of Yelo A story of conversation management Carole Lamarque . @caroberry
  47. 47. The Launch of Yelo A story of conversation management Carole Lamarque . @caroberry
  48. 48. The Launch of Yelo A story of conversation management Carole Lamarque . @caroberry
  49. 49. The Launch of Yelo A story of conversation management Carole Lamarque . @caroberry
  50. 50. The Launch of Yelo A story of conversation management Carole Lamarque . @caroberry
  51. 51. The Launch of Yelo A story of conversation management Carole Lamarque . @caroberry
  52. 52. The Launch of Yelo A story of conversation management Carole Lamarque . @caroberry
  53. 53. The Launch of Yelo A story of conversation management Carole Lamarque . @caroberry
  54. 54. The Launch of Yelo A story of conversation management Carole Lamarque . @caroberry
  55. 55. The Launch of Yelo A story of conversation management Carole Lamarque . @caroberry
  56. 56. The Launch of Yelo A story of conversation management Carole Lamarque . @caroberry
  57. 57. The Launch of Yelo A story of conversation management Carole Lamarque . @caroberry
  58. 58. The Launch of Yelo A story of conversation management Carole Lamarque . @caroberry
  59. 59. The Launch of Yelo A story of conversation management Carole Lamarque . @caroberry
  60. 60. The Launch of Yelo A story of conversation management Carole Lamarque . @caroberry
  61. 61. The Launch of Yelo A story of conversation management Carole Lamarque . @caroberry
  62. 62. The Launch of Yelo A story of conversation management Carole Lamarque . @caroberry
  63. 63. The Launch of Yelo A story of conversation management Carole Lamarque . @caroberry
  64. 64. The Launch of Yelo A story of conversation management Carole Lamarque . @caroberry
  65. 65. The Launch of Yelo A story of conversation management Carole Lamarque . @caroberry
  66. 66. The Launch of Yelo A story of conversation management Carole Lamarque . @caroberry
  67. 67. The Launch of Yelo A story of conversation management Carole Lamarque . @caroberry
  68. 68. The Launch of Yelo A story of conversation management Carole Lamarque . @caroberry
  69. 69. The Launch of Yelo A story of conversation management Carole Lamarque . @caroberry
  70. 70. The Launch of Yelo A story of conversation management Carole Lamarque . @caroberry
  71. 71. Carole Lamarque . @caroberry
  72. 72. Redbull A succes story Carole Lamarque . @caroberry
  73. 73. A succes Story The launch of Red Bull has been the most successful beverage launch of the last decade. It´s success is due to partnering a quality product with well-thought out original communication strategy. Which resulted in establish Red Bull, not as fashion phenomenon, but as premium brand with continues growth. Carole Lamarque . @caroberry
  74. 74. Carole Lamarque . @caroberry CANS 1400 1200 1000 800 600 400 200 0 US sales (in million units)
  75. 75. Brand Positioning Carole Lamarque . @caroberry
  76. 76. Brand Positioning personality of Red Bull: Carole Lamarque . @caroberry • Self-confidence • Witty, charming • Polarising • Unpredictable • Innovative • Self Ironic • Intelligent • Nonconformist
  77. 77. Doing things Differently An innovative and unique product needs an innovative and unique communication strategy. So for Red Bull we questioned everything. Category Packaging Distribution strategy Communication strategy. Price Carole Lamarque . @caroberry
  78. 78. One Brand One Product In order to put the entire focus on this one product, this one can, this one brand. We said: No diversifications. No licenscing. No brand-merchandising. No umbrella brand. Carole Lamarque . @caroberry
  79. 79. Absolute Premium Price Red Bull´s real product benefits justified a premiumprice. It is by far the most expensive non-alcoholic drinkon the market. Red Bull is 3 to 6 times more expensive than Coke. Carole Lamarque . @caroberry
  80. 80. Carole Lamarque . @caroberry
  81. 81. Communication Concept Above-the-line Advertising To build up awareness and image Opinion Leader Marketing To support credibility of the product and The brand Event Marketing Sampling Carole Lamarque . @caroberry To prove that the Brand is up-do-date and different To convince consumers
  82. 82. Above the line advertising Red Bull gives you wings. Aim of the campaign is to reflect the brand personality: Cheeky, witty, self-ironic, unpredictable and unique. While the distinctive execution style helps establish it as beyond fashion. Carole Lamarque . @caroberry
  83. 83. Opinion Leader Marketing Opinion Leaders, especially in the sport and cultural area, are a perfect target group for Red Bull. Red Bull develops relationships with them and treat them like friends. Red Bull worldwide has over 250 agreements with top athletes, but not one written contract. Carole Lamarque . @caroberry
  84. 84. Event Marketing Red Bull´s event marketing also covers both areas, sports and culture, through a variety of events like Flugtag, Creative Contest, Music Academy, Local Hero Tour and many more. Red Bull doesn´t sponsor events, Red Bull creates, organizes and supports new, innovative and image building events. Carole Lamarque . @caroberry
  85. 85. Sampling Sampling is done by highly motivated and welleducated emloyees of Red Bull and not “professional” promotion teams. Their briefing is simple: Find tired and exhausted People.They do it in a charming, non offensive way. All we give them is the product, a free range of clothes and a tiny, but very attractive sampling car: Carole Lamarque . @caroberry
  86. 86. Carole Lamarque . @caroberry
  87. 87. Carole Lamarque . @caroberry
  88. 88. Carole Lamarque . @caroberry
  89. 89. A day in the life of a blogger Carole Lamarque . @caroberry
  90. 90. Carole Lamarque . @caroberry
  91. 91. Carole Lamarque . @caroberry
  92. 92. Carole Lamarque . @caroberry
  93. 93. Carole Lamarque . @caroberry
  94. 94. Carole Lamarque . @caroberry
  95. 95. Carole Lamarque . @caroberry
  96. 96. Thank you Carole Lamarque . @caroberry

×