How Would You Make Myer Profitable?

confusedhuh on 09/10/2018 - 11:29
Last edited 10/10/2018 - 17:21 by 1 other user

You must have read if not - Myer posts 'disappointing' $486 million loss - article here - http://www.abc.net.au/news/2018-09-12/myer-full-year-results…

Went to the local Myer store to collect a few items bought online and as usual the customer service was atrocious, no one to be seen, finally found someone and he was on the phone for ages while the queue went to 5 people. When asked about a product staff keep pointing to each other instead of taking accountability for it.

The online store is equally bad, half the descriptions are either empty or have half baked information.

So here is the question, if you were made the CEO today for Myer what would be your top 3 strategies to turn it around ?

General Discussion

Related Stores

MYER
MYER

Comments

  • rambutann on 09/10/2018 - 11:30
    +24

    Majorly reduce the size of their brick & mortar stores + focus more on their online business..

    • confusedhuh on 09/10/2018 - 11:35
      +4

      Agree, the number of stores with massive sizes would incur heavy rent

      • Fiximol on 09/10/2018 - 13:10
        +2

        Majors actually pay a significantly lower cost for rental space compared to other retailers. According to this article from 2014 Myer and DJ pay $200-250 per sqm whereas other retailers pay up to $6000-8000 per sqm.

        • Scrooge McDuck on 09/10/2018 - 16:52
          +132

          Bricks and Mortar stores can't sustainably compete on prices with Online stores. The only way for them to survive is by offering an outstanding experience to consumers.

          The present staffing is woeful. I've actually had items ready to purchase at a register, looked around in circles without seeing any staff, and had to yell, "Is anyone working here?"

          I'd replace the entire floor staff with models from Eastern Europe. Nine females to every male. Male customers spend more in the presence of attractive women to impress. Female customers spend more to compete. And the male staff are needed to lift heavy objects, fix things and draw the lucrative gay market; two incomes, zero dependants and a penchant for fashion are a golden goose.

          A large toy section with plenty of demonstrators and child minding staff would capture parents and proliferate pester power. Mum and Dad could then leave the rug rats and be free to loosen up in the rest of the store. A toy section for adults would be a point of difference amongst department stores.

          Cocktail waitresses should circulate with hors d'oeuvres and suggestively sell drinks. As well as providing a new stream of income, people spend more when they've been lubricated. Speaking of which, perhaps traces of insulin, caffeine and testosterone could be fogged into the air conditioning. Insulin would crash customers' blood sugar, so they'd spend more in the food court. Caffeine to keep them awake and stimulated. And testosterone to boost… "drive".

          If retail therapy is not sufficient to soothe the stresses of the daily grind, or indeed a contributor to them, relaxation massages would be available in the change rooms. Rather than the politically contentious Men's and Women's change rooms, there would be Singles and Couples change rooms. Singles for those looking to meet a friendly stranger (or boring people who just want to try on clothes in private) and Couples for those with life-partners or who've already buddied up amidst the ambiance of the retail experience. Both would be furnished with leather couches, mirrors on all walls and ceilings, essential oils, and a well stocked dispenser of antibacterial wipes. Other accoutrements of hygiene would not be provided in order to grow the customer base of future generations. At larger locations, a Groups change room may be necessary.

          Finally the floor layouts leave a lot of room for improvement. With everyone flocking to the sensational retail experience, traffic flow will require careful consideration. Large entry only doors will be placed on every level. These will delineate the exclusiveness of the retail experience, contain the atmosphere and prevent customers from accidentally wandering outside the store. The scarcely used exit should be placed on the top level, obscured by mirrors and needn't accommodate more than the width of one customer.

          Now let's see Online compete with that!!

          • payton on 09/10/2018 - 17:19
            +7

            @Scrooge McDuck: You da real MVP Mr Duck

          • [Deactivated] on 09/10/2018 - 17:48
            +2

            @Scrooge McDuck: The dudes working in your establishment may very well be the first documented case of grass isn't greener on the other side.

          • orangetrain on 10/10/2018 - 16:10
            +5

            @Scrooge McDuck: Next year, losses double after implementation after hiring more people, dealing with lawsuit of gender bias from men, bad press from diabetics dying, sexual harassment in massage rooms as its open to anyone.

            At least revenue went up. Execution matters in business.

            • Scrooge McDuck on 10/10/2018 - 16:51
              +1

              @orangetrain:

              1. Increased revenue would overwhelmingly cover the increased labour cost.
              2. Men don't win gender bias lawsuits. Retail, childcare and massage are already dominated by women.
              3. Diabetics get sick from a lack of insulin/sensitivity, free insulin would be a draw.
              4. Testosterone boosts libido.
          • Smol Cat on 10/10/2018 - 16:36
            +2

            @Scrooge McDuck: This is some next level shit, love it.

          • AddNinja on 10/10/2018 - 18:20
            +14

            @Scrooge McDuck: It started so rationally that by the time it got weird I was nodding “dammit yes!!!! This is what they need to do!!!”

            • Scrooge McDuck on 10/10/2018 - 19:33
              +5

              @AddNinja: That's what we, in the industry, call the foot-in-the-door technique.

          • greatlamp on 10/10/2018 - 18:41
            +1

            @Scrooge McDuck: Apparently Las Vegas casinos at one time put oxytocin into the ventilation system (the hormone associated with love and attachment).

            You may be onto something

          • spoonmugen on 10/10/2018 - 19:20

            @Scrooge McDuck: will go for the hors-d'oeuvres and to try on gear…
            then will go online and buy the same item for 30% lower with free shipping :)

            • Scrooge McDuck on 10/10/2018 - 19:38
              +1

              @spoonmugen: Sure, that's what you'll aim to do; until you experience L'Ambiance®.

              You may think you have free will. But humans are quite predictable especially in groups. A lot of human behaviour is basally satisfying primordial instincts. And hormones have powerful effects on modulating behaviour.

              Perhaps L'Ambiance Deux would replace caffeine with epinephrine. If we become profitable enough to sponsor the TGA, L'Ambiance Trois might utilise a matrix of ghrelin, amphetamine and trenbolone.

          • Gorodemon on 10/10/2018 - 20:35
            +5

            @Scrooge McDuck: jaw dropped on the floor

            Excuse me, can we vote this person as our next PM?

            Myer can go to hell. With bright ideas like these, he could fix our ailing economy!!!

          • SupeNintendoChalmers on 10/10/2018 - 22:11

            @Scrooge McDuck: I think Scoorge will trigger a fair few feminists with his (awesome) suggestions.

          • Nickels n Dimes on 10/10/2018 - 22:48

            @Scrooge McDuck: Wow! McLovin' it!

          • nzthunderboy on 11/10/2018 - 01:02
            +1

            @Scrooge McDuck: Sounds like selfridges all over again..!

          • Levathian on 11/10/2018 - 11:24

            @Scrooge McDuck: It's a department store not a brothel lollllll

            • Scrooge McDuck on 11/10/2018 - 13:36

              @Levathian: My vision is more to provide an atmosphere and facility for like minded shoppers to meet each other and engage in their desires, as well as providing the same facilities to established couples, trios, etc.

              • Entropy Sky on 12/10/2018 - 10:13
                -2

                @Scrooge McDuck: And to go into someone's channel to create an race issue when there isn't one, and not related to the topic.

                Hypocrite.

          • niknah on 11/10/2018 - 12:26

            @Scrooge McDuck: Judging by the amount of floors with women's stuff. The idea with models & cocktail waitresses might not work. Unless it makes women shoppers feel superior being served by them.

            • Scrooge McDuck on 11/10/2018 - 13:38
              +1

              @niknah: Making people feel superior isn't the aim, they spend more when they feel inferior.

          • vietbargain on 12/10/2018 - 09:03

            @Scrooge McDuck: Shut up and take my money!

          • h4zey on 12/10/2018 - 09:31

            @Scrooge McDuck: You had me at "Nine females to every male" where do i vote?

          • Yummy on 12/10/2018 - 10:11

            @Scrooge McDuck: European models!! I want to shop in Myer naow!

            Oh wait, it just a dream…

        • bluedufflecoat on 09/10/2018 - 21:03

          Mini majors pay about $700-$800 psm and specialty stores pay about $1200-$1600 psm. Not really $6000-$8000 psm when their sales psm is on average around $10k-$11k.

    • Fiximol on 09/10/2018 - 13:11
      +3

      They would be competing in a completely different market and basically lose a lot of their brand advantage. The online competition is also much fiercer and they will be moving from a big fish in the small pond to small fish in the ocean if they move resources online. That said, they can definitely improve their online experience.

    • payton on 09/10/2018 - 13:41
      +4

      fix up their online ordering + stock system
      ordered a bunch of stuff online last clearance and a week later half of my stuff didn't arrive .. "too bad we're out of stock on those, soz"

      • kerfuffle on 09/10/2018 - 13:48
        +5

        With Myer's stock system, they actually fulfil from the stores and not a central warehouse, hence the stock inconsistency. With DJs, it's the opposite - warehouse fulfilment first before asking a store that has stock to fulfil.

  • [Deactivated] on 09/10/2018 - 11:35
    +9

    Some business models are running beyond endgame strategy. The fundamentals of some businesses are aforementioned business models.

    Like the greeting card industry, I think Myers is on its deathbed.

    • Scrooge McDuck on 09/10/2018 - 15:08
      +1

      I'm inclined to agree.

      OP, how would you make the Oliver Typewriter Company profitable?

      • [Deactivated] on 09/10/2018 - 15:32
        +13

        how would you make the Oliver Typewriter Company profitable?

        Mate, that one is easy. Get the product endorsed by tight jeans wearing, man bun sporting, long bearded, flannel clad, braided leather wrist strap, tortoise shell rimmed spectacles… Sit them in a concrete and raw timber themed smash avo cafe with a deconstructed "crushed" avocado fusion breakfast with a cold dripped single origin coffee. Place said typewriter next to subject.

        And for female endorsement… Someone with bewbs.

        Ps. Realised I can summarise the above spiel to three words - social media influenza.

  • Diji1 on 09/10/2018 - 11:35
    +1

    as usual the customer service was atrocious

    I hope whatever you purchased was a good deal because it sounds like there's no reason to go there otherwise.

  • John Kimble on 09/10/2018 - 11:42
    +3

    Oh, I see what you're doing Mr King. Run out of ideas have you? Nice try!

    • Diji1 on 09/10/2018 - 12:14
      +1

      $1.2m-a-year salary (minus bonuses)

      Oh that's right, we can't mention the bonus, that would be outrageous.

      Is it another arrangement where he gets a large bonus even if the business fails again?

      • HighAndDry on 09/10/2018 - 12:41
        +4

        This is an oft-said, and oft-mistaken thing. Myer is on its deathbed. You want someone competent to try to save it? You're going to have to sweeten the deal.

      • chriise on 10/10/2018 - 21:35
        +6

        The last thing I'd want on my CEO CV is a failed business. So if you want me to join your sinking ship and give it a go you'd need to pay me a pretty damn good salary. At least $80k + super.

  • Geoff897 on 09/10/2018 - 11:44
    +16

    You can never find anyone in Myers to assist customers.

    I dont get why they have so many hidden service desk where you can pay, So much wasted labor costs, More POS Systems and extra security. Move the checkouts to the doors and possible close all the other small entry points.

    • GaryQ on 10/10/2018 - 08:12
      +7

      They need the doorway clear so the models from a Robert Palmer video can spray you with noxious fumes as you enter the shop

      • TightAssDude on 10/10/2018 - 22:04
        +1

        Red lips everywhere….

    • [Deactivated] on 11/10/2018 - 14:11
      +3

      It's because Myer actually sub-let their floor space to other brands. It's not really one big store. So the person selling you X brand of clothing is actually an employee of that brand and is paid to sell that brand. They only reluctantly sell other things at that register because they have to. It's a case of someone's bright idea to reduce staffing costs impacting customer service.

      https://www.smh.com.au/business/companies/i-don-t-work-for-m…

    • r3volt on 11/10/2018 - 19:02
      +2

      I find all the staff are in the fragrance/makeup area.

      I was looking at suits for 30 minutes last week during the sale and no one came near me but as usual i had about 4 people ask if i was okay near the perfume.

  • JIMB0 on 09/10/2018 - 11:46
    +4

    Charge for entry to the store.

    • Baysew on 09/10/2018 - 11:54
      +22

      Charge to leave the store.

      • Gandalf the Thrifty on 09/10/2018 - 17:59
        +19

        So basically Ikea

        • payton on 10/10/2018 - 11:11
          +1

          if Myer puts in a hotdog and icecream stand ($2.5 total for both) I guarantee you repeat visits every 2nd day

          • eccles30 on 11/10/2018 - 12:10
            +5

            @payton: So basically Bunnings.

          • Antikythera on 11/10/2018 - 13:15

            @payton: they'd put the hot dogs right at the back of the store like the milk and bread. not sure why bunnings failed so badly at simple capitalism.

        • living4music on 11/10/2018 - 18:06

          Should be Charge to leave the store if you didn’t buy anything.

    • syousef on 10/10/2018 - 22:50
      +1

      Costco

  • one man clan on 09/10/2018 - 11:46
    +19

    Over the years Myer morphed from being an actual department store to just selling 5 brands of garbage. I'm pretty sure they own the majority of the labels they sell because they don't exist in any other stores. This is especially the case in suburban Myer stores. The quality is bad and the designs are worse.

    At least David Jones is an actual department store still and sells a variety of brands.

  • GG57 on 09/10/2018 - 11:47
    +2

    Try and keep it going until Christmas, before 'rationalising' the number of physical stores and their locations?

    That is the only time of the year when I physically go shopping in Myer / DJs, and only then for one day to buy a range of gifts for different people. I usually don't have much idea ahead of that visit as to what to get, so I browse and pick up gifts as I see them.

  • dcep on 09/10/2018 - 11:49
    +5

    everything comes into place

    debt-laden > credit crunch > retail suffers > job cuts > unemployment rise > delinquency rise > foreclosure rise > recession > depression

    • greatlamp on 10/10/2018 - 18:49
      +1

      Sir! You need to censor yourself or you will be arrested for thought crimes.

  • HighAndDry on 09/10/2018 - 11:49
    +10

    Myer is a big box department store, in a world where big box department stores have kind of being out of style for about a decade now.

    Worse, it's a big box department store aimed at the masses, who are price sensitive and every reason to go with lower-overhead sellers like online sellers and smaller discount stores.

    On the other hand, they're so large and mainstream it's impossible for them to compete for the luxury market which are dominated by boutiques.

    What I'd do? Cut down the number of stores to only the bigger, centrally located (and hopefully still profitable) stores in CBDs and very-large urban centers. Position Myer as a large, mainstream, but still upmarket store, worth a trip into the city for.

    • mini2 on 09/10/2018 - 13:37
      +1

      What, turn it into another David Jones?

      • HighAndDry on 09/10/2018 - 14:01

        Can't beat them, join them?

        • mini2 on 09/10/2018 - 17:02

          Is the market large enough to support the 2 of them though?

          • HighAndDry on 10/10/2018 - 19:05

            @mini2: No, but it's the only market that exists for shops of that kind in the current (and foreseeable future) retail environment in Australia.

            It's really: Overtake DJs in the sector or bust.

      • macrocephalic on 09/10/2018 - 16:28
        +2

        That's what Myer used to be, before they re-targeted towards the mid range buyer starting in the late 90's (IIRC).

        • GaryQ on 10/10/2018 - 08:19
          +1

          I'm not a mid-range buyer by any means - all my Van Heusen shirts come from the Op Shop… but you have to laugh at a shirt marked down 70% and its still $80

          • HighAndDry on 10/10/2018 - 19:06
            +1

            @GaryQ: That's actually part of the problem - I don't think I've ever bought anything at Myer that hasn't been hugely marked down, and that's not hard because there's always a huge range of products with huge mark downs at any one time.

    • greatlamp on 10/10/2018 - 19:04
      +1

      On the contrary, maybe they should service rural Australia, the CBD has plenty of other options as well as online/delivery.

      • HighAndDry on 10/10/2018 - 19:09
        +4

        There just isn't the population density in rural centers to support the kinds of huge fixed overhead costs that a big department store incurs though.

        Maybe if they expanded with a chain of smaller, more focused, stores…. named something like "Myer Boutique". Specialising in up-market brands that otherwise wouldn't have a presence in many locations at all, all under one roof, sharing overheads, and selling a limited range to keep even those overheads down.

        That's not a bad idea now that I think about it. You'd have to run the numbers though.

        • GaryQ on 11/10/2018 - 08:42

          My sole example - Myer in Bairnsdale was the place to go for the Boxing Day sales when we were at our holiday house in Lakes Entrance… camping, fishing, doonas.. all marked down

          Myer disappeared the year Aldi / KMart moved in, and is now a Country Target. The shop next door that Target used to live in is now a seconds outlet. Nobody wants to pay full price for quality when there is a plethora of cheap chinese gear on the market

          • HighAndDry on 11/10/2018 - 10:38
            +1

            @GaryQ:

            Myer in Bairnsdale was the place to go for the Boxing Day sales

            This kind of just proves the point. A department store has fixed costs all year round. They definitely can't survive on one day of sales, and heavily discounted sales at that, to support them.

  • cypher67 on 09/10/2018 - 11:56
    +6

    Focus on understand their identity and downsize their bricks and mortar to fit that.

    They currently have a large range of products sold in store that are generic like electronics, kitchenware, toys etc with prices are not typically value unless they are on sale. People don't need to pick these up and see/feel them to enable a purchase, so move them to online only.

    Focus on the items that best promote impulse buying like clothes and perfume, downsize the store and focus on customer service. Make it a destination store for a premium experience rather than a one stop shop that fails to be remarkable at anything.

  • shrek4 on 09/10/2018 - 12:16
    +6

    I think they’re confused about what/who they are.
    They want to position themselves as a luxury or upper class brand, however this image is diluted every time they have a sale. People aren’t buying unless there is a sale and as they have them so regularly they don’t have to wait long.

    People are expecting the luxury brand experience but only willing to shop when stuff is on sale. The customer wants the best of both worlds.. the Target or Kmart prices at a high street store experience. Myer will never keep up with expectations if they try to do both. Certainly isn’t a profitable strategy.

    • hadz on 09/10/2018 - 21:07
      +1

      Even with their luxury brands everythings locked up with their security alarm and sometimes theres even more then one! Even the lego is locked up…

      The other day i went to get some clothes and they made me feel like a theif. Every piece of clothing had the ink tag and they were following me around. Just over the top. Wont be shopping there again.

      • GaryQ on 10/10/2018 - 08:26
        +27

        The staff were probably trying to figure out what you were. Most of them would never have seen a customer in the wild

        • Quagles on 10/10/2018 - 19:37

          This made me lol

  • ItsMeAgro on 09/10/2018 - 12:30
    +3

    Raise prices.

    Dopey cashed up bogans who think price is the best measure of quality were always the target market anyways…

    • Presence on 09/10/2018 - 13:46
      +4

      But they sell THE SAME products as everywhere else! Almost all the products they sell, in Chadstone for example, can be bought outside the store for cheaper. Watches, electronics, clothing, makeup - they barely sell anything unique. Higher prices is their only difference at the moment.

      • greatlamp on 10/10/2018 - 18:56
        +1

        Nope, their range is smaller.

  • tdrive on 09/10/2018 - 12:40

    They definitely need to get into the luxury market & increase the amount of services instore.

  • Almost Banned on 09/10/2018 - 12:43
    +5

    They really need to clear as much of their old stock as they can.
    Then they need to shift into a 'store' that is based on renting out concessions to brands that match their vision of where they want to position the store.
    HN is just a furniture store, a bedding store, an electronics store and a computer store under the same roof.
    Myer could easily decide the position they want as a 'mid to lux' retailer, and just provide space for those brands.

    • macrocephalic on 09/10/2018 - 16:30

      Renting the areas as concessions seems to be a good idea to me. There are lots of items that people want to hold and interact with before they buy, but they don't necessarily want to pay the marked up price at the local retailers.

    • [Deactivated] on 11/10/2018 - 14:16
      +1

      That's what they did several years ago. But it failed big time and they're backing away from it. Apparently having a chunk of your staff only willing to help customers with their specific area isn't great for the customer experience.

  • pantsparty on 09/10/2018 - 12:48

    I don't see Myer suriving in the long term - it is an old style business which still has massive overheads and bad customer service in store. I for one wouldn't miss them if they shut down today - haven't shopped there in years.

    • derpdeder on 09/10/2018 - 13:02
      +19

      If you haven't shopped there in years, how can you give a review on their service level in store?

      • pantsparty on 09/10/2018 - 14:12

        That is true - I am making the assumption that their stores are still massive floor spaces with little staff to be found. Well done to them if that has changed - however it doesn't seem to be translating through to financial results.

      • cloudy on 09/10/2018 - 17:34
        +4

        Typical of the average punter, everyone has the answer, and thinks what needs to be done is obvious.

      • hadz on 09/10/2018 - 21:08

        It has and always will be bad

  • qwerty on 09/10/2018 - 12:53
    +18

    Look at their electronics sections - dark and cheap looking areas with old outdated stock sold at premium prices

  • moph on 09/10/2018 - 13:01
    +9

    They must have a huge warehousing and fulfilment capability. They could invert their business model and follow Amazon by going online first. Downsize their stores to be purely showrooms. Go in and try something on for size but then purchase online.

    • [Deactivated] on 11/10/2018 - 14:18

      They need to improve their click and collect facility. I spent 20 minutes trying to get a staff member to help me pick up an order while the store was dead quiet and there was plenty of staff around ignoring me. Unfortunately, their warehousing seems to be 'pick things up off the shop floor', which seems to result in a lot of canceled and partially fulfilled orders when they can't find the item on the floor.

  • [Deactivated] on 09/10/2018 - 13:05
    +1

    At least they could partner with Amazon.au and provide pickup and maybe display.

  • Islund on 09/10/2018 - 14:02

    Service levels are shocking - they drive people away. Witnessed this 1st hand and experienced it as well

  • Tasmaniac on 09/10/2018 - 14:06
    +1

    Didn't Myer already try to restructure ?. Whoever designed their online platform didn't make it very user friendly.

    • khell on 11/10/2018 - 14:22
      +3

      That's what happens when you enlist IBM LOL.

  • Seraphin7 on 09/10/2018 - 14:09

    Sell off whatever you can. Put the money in the bank. Earn interest.

    Seriously, the joint is horrendous on just about every level. The competitive advantage department stores used to have has completely disappeared and the business model has practically become a source of competitive disadvantage.

    The landscape has become overly crowded. Myer is now effectively bracketed with David Jones, Target, Big W and Kmart. Myer is just getting squeezed in the middle and I can't see how all five can survive long run.

  • deelaroo on 09/10/2018 - 14:15
    +6

    1. Cut any non profitable stores today.

    2. Get some decent analytics happening in store on where people are going, what items are selling, what items are loss leaders that then bring in other sales and which are just losers?

    3. Streamline the stores and staff. Lots of wasted space with the multiple checkouts and crap. Instead of these staff having to deal with running a til have them full time doing their actual job of customer service.

    4. Test your customer service staff - if someone is in the "kitchenware" area test them, make sure they are an expert on it. Got someone in the Mens Suits? Make sure they know what they are on about. Get some undercover testing in the stores happening.

    5. Stop this "fulfilling" at the store level BS. There is no way you can think about this and think it could work vs. a single or couple of warehouses.

    6. Cut down the online presence, don't promise the world online of having every product as in store - make clear the "in store experience" is the better one. Cut down the online range to simplify the warehouse side. BUT make sure the link is there to view in store stock properly and make sure this works 100%.

    Everyone saying they should go throw everything at online is in an online dream. Current is like 7% split of retail sales as online.. Its growing but its not a freight train, still the other 93% to chase..

    • [Deactivated] on 11/10/2018 - 14:23

      Yeah, things you can try on in store but only get from Myer are potentially good revenue. Things like beds where they have their own version, fashion etc. Being a showroom for things you can buy from anywhere, often sight unseen (eg electronics) seems to be a bit of a failing idea.

      That said it would be handy to be able to try some things on for size and get a different colour online from their warehouse, since it's often hard to find things in the right size + colour in their stores. Particularly during / after a sale. And keeping all that stock on hand in every store seems to be a good way to lose money when seasons change and they need to clear it all.

  • datafellows on 09/10/2018 - 14:34
    +1

    Don't know if they do this already but sublet parts of the store to smaller retailers.

    This way you get to charge fixed fee plus commission of each sale and you do not need to deal with stock and warehousing. And you'd reduce the staff levels as well.

    • Nickels n Dimes on 10/10/2018 - 22:52
      +2

      They have always done that, most of the cosmetics type kiosks in DJ's Myer are run by the brand rather than Myer.

    • [Deactivated] on 11/10/2018 - 14:24

      They do this, it caused huge problems with staff ignoring people interested in things outside their area so they're backing away from it.

      https://www.smh.com.au/business/companies/i-don-t-work-for-m…

Login or Join to leave a comment
Login Join