Visualize Good Pitch E-mails: How to Use Photos in Your Publicity

Thursday, July 22nd, 2010
Richard Foye uses smoke, fire and ash to glaze his raku pots.

Your photo should be well composed and make people curious about what is happening.

A picture is worth way more than a thousand words.

For one thing, no one will ever read a thousand-word press release, so don’t even think about it. For another, even a 300-word press release is more likely to be read if your concise, personalized and chipper pitch e-mail is accompanied by a small but compelling photograph or two.

If you’re promoting a visual arts organization or event, multiply the preceding sentence by a thousand.

Here are some quick guidelines for using photos in your pitch e-mails and other PR efforts. It’s not an exhaustive list, but these methods have helped me place stories in regional and national publications that receive thousands of pitch e-mails every day.

People Are Busy.

Contrary to the hype, print is not dead. It is, however, running on a skeleton crew. Many editors and reporters are completely maxed out, doing the jobs of three or four people at a time, because their co-workers have been laid off or weren’t replaced when they retired.

So, what do you have to offer these insanely busy and rightfully cranky people who are sick to death of people trying to pitch them stories all day long?

A well-chosen photo is a very easy way to show them – rather than telling them – why your press release is going to make their lives easier.

Leonard Ragouzeos plays around in his studio.

A fun photo that tells a story is more likely to catch an editor's eye.

“Wow, look at that!” you want them to think. “This story writes itself!” (The story needs to write itself, because the editor or writer in question is probably already working on seven or eight other stories right now.)

Of course, an objective, professionally crafted press release to go along with it means the story already has written itself. You may have just made a new friend.

Start Small.

That friend you just made? If you had introduced yourself by sending a series of mammoth, high-resolution photos that clogged up his inbox for two hours, you probably would have made an enemy instead.

Heres what potter Matthew Tell sees when he looks out his studio window.

Some photos give a sense of place. This might work well for pitching a home and garden mag.

Learn the basics of scaling, cropping and adjusting the color of your photos using basic photo editing software, and send small versions of your pictures first, with the words “HIGH-RES PHOTOS AVAILABLE” prominently displayed above them. Otherwise, your pitch e-mail may be dumped before it’s even finished downloading.

Also keep in mind that some publications do not even accept attachments. Read the publication’s e-mail policy, or call if you’re not sure about the guidelines. If you do it the wrong way, your e-mail may be lost or rejected – or your address might even go in the spam can.

No One Cares. Yet.

Yes, I know it’s a big deal that you just won the Widget Wonder Award for Innovative Cleaning Tools and/or Materials from the Northeast Chapter of the International Widget Polishers’ Association. But no one else cares. You have to show them why they should.

And a blurry photo of you in a gray suit, stiffly shaking hands with the gray-suited president of your local subchapter while you both smile, red-eyed, at the camera doesn’t do that.

But a close-up of your work-worn hands using an innovative cleaning cloth of your own invention to polish widgets whose manufacture helps fuel the local economy?

A close-up that documents a process is more interesting than a picture of people smiling at a camera.

A close-up that documents a process is more interesting than a picture of people smiling at a camera.

Well, I’m not saying it’s a sure thing, but it has a much better chance of catching an editor’s eye.

Know Your Audience.

You want to get into the Daily-Evening-Times-Herald-Sun-Record-Chronicle-Journal? Then for the love of all that is holy, read the damn thing!

If you regularly read the publication you want to get into, you will know exactly what kinds of stories they like, the region they cover, the preferred writing styles, the columnists, the editorial page’s political leanings, the various sections and which days they are published, etc.

Your familiarity with the desired publication will keep you from wasting time and energy on stories that aren’t a good fit. It will help you write a better press release. It will help you craft a pitch e-mail that makes a specific suggestion about where you think your story fits in. It will help you send your pitch e-mail to the right person.

You will also know what kinds of photos the publication prefers to publish. Do your best to replicate their style – in general, think “well-composed photo that’s worth a thousand words” rather than “ill-lit snapshot that doesn’t say anything” – and your chances of getting your story in the paper or magazine will improve immensely.

Having the right photos and knowing how to send them will not guarantee placement of your story in every publication you’d like to be in. Nothing will.

But, used properly in a well written pitch e-mail, the right photo is likely to catch the eye of a busy person who could really use a breather.

SafeCleanReliable: Entergy Sharpens Its Green Crayon

Friday, March 5th, 2010

The triune godhead of messaging

The triune godhead of messaging

Since time immemorial, the owners of the local nuclear power plant have worshipped a triune messaging godhead: “Safe. Clean. Reliable.” Now the company has adopted this gospel as a domain name. Yes, Vermont Yankee actually inhabits safecleanreliable now. They have ascended to marketing heaven, and been crowned with a glowing green halo.

As my loyal readers know, this is not Entergy’s first attempt to re-educate the public about the environmental and health benefits of enhancing our rivers and streams with radioactive substances nuclear power generation. But, no doubt on my advice, Entergy has taken down its “I Am Vermont Yankee” site and replaced it with just the sort of thing I had been expecting from them: full-throated, projectile greenwashing. Bravo!

I will not bore you with too many quotes from the happyface copy, but I especially love this gem: The safe and reliable operation of the plant helps ensure that the state’s abundant and beautiful forests, rivers, and lakes are not damaged by acid rain.

Don’t want any of that nasty acid rain around here! But radioactive tritium, which is very likely seeping into our “beautiful forests, rivers and lakes” as we speak? No! Problem! Whatsoever! Everyone is exposed to small amounts of tritium every day, because it occurs naturally in the environment and the foods we eat. Exactly! Just like cyanide, botulinum toxin, arsenic, e. coli. Oh, wait….

We could talk about this green spew all afternoon, but here’s the true shame in shameless marketing like this: once a company co-opts and then perverts terms like “safe,” “clean” and “reliable,” no one else can use them anymore. Right now, I’m working with a company that installs residential and commercial solar power systems. Systems that actually are safe, clean and reliable. But these words – and even words like them – cannot become part of the company’s message. It’s as though tritium has seeped into the words themselves. Our very language has been poisoned.

What does Entergy think of the fact that it now “owns” the words safe, clean and reliable? They probably say Amen to that.

Is Time Already Subsidized?

Friday, February 19th, 2010

This is a newborn baby. You, on the other hand, have no excuse!

This is a newborn baby. You, on the other hand, have no excuse! Photo by Editor B, under CC license.

I am still recovering from reading Infinite Jest, a massive and intricately crafted futuristic tome by the late David Foster Wallace about marketing, drugs, political power, art, film, sex, consumerism, sports, group therapy and how all this (and more!) can become pathological attempts to fulfill the needs of each individual’s “Inner Infant.” The people who actually use this term are derided in the book, but clearly the I.I. concept is its central fascination.

In fact, most of the novel takes place during the Year of the Depend Adult Undergarment. The years don’t have numbers anymore, as the Gregorian calendar has been replaced with Subsidized Time, and this corporate sponsorship is the government’s main source of revenue. During Y.D.A.U., the Statue of Liberty herself wears a giant diaper. Yes, really.

Aside from the unspeakably moving accounts of the characters’ thoughts as they live through substance addiction and withdrawal, sexual abuse, grueling tennis drills, obsessive-compulsive disorder, bizarre math and film classes, the murder of friends and hundreds of other things, I was fascinated by the idea of Subsidized Time. Especially the idea that maybe we are already a little closer than is comfortable to having our entire lives underwritten by corporate sponsorship. Because if it were not a slight exaggeration of what is already reality, it would not be funny. (And I assure you that the book is hilarious, if sometimes painfully so.)

My favorite (but very crude – fair warning) ad blogger, copyranter, has a frequent feature he calls Ad Creep, about “ambient” advertising. Welcome mats that look like abandoned babies on your doorstep. Urinals challenging you to pee in a straight line. Hole-less bowling balls that advertise cavity-preventing products. Subways whose hand straps were replaced with a hank of braided hair to market a salon. The kind of advertising you literally can’t get away from.

But I like to think of myself as pretty non-consumerist, and pretty well removed from the kind of lifestyle that results in total advertising saturation. To a great extent, I think this is an illusion.

I live in Vermont, where billboards are illegal. I have no television, so I have to subscribe to advertising blogs in order to see commercials. I shop at a food co-op instead of a supermarket. I don’t have a cell phone or any associated apps. I don’t go to bars where I might see “ambient” ads while throwing up in the toilet, my kids don’t go to a school where they might be subjected to corporate-sponsored curriculums, and my family’s idea of a good time on most weekends is to trudge up a steep hill in the snow and have cambric tea and homemade cookies at the top. So total ad saturation is not part of our lives in any conventional sense.

But part of the point of Infinite Jest, I think, is that we cannot really opt out of our own culture anymore than we can opt out of sharing air with others. And our culture is fully sponsored. Those hills we like to trudge up, and the billboards we never see here, are all part of the Vermont “brand” discussed in my last post. The food co-op, while not nearly as overstimulating as the local supermarket, is nevertheless overbrimming with strategic presentation: end-caps, packaging, even licensed characters on the kids’ snacks, and many other subtle messages that appeal to the sort of consumer that I am. And no, there is no way to get out of being a “consumer.” I have to eat.

But on an even deeper level, we are always presenting ourselves to others, and always interacting with a giant web of people and things-made-by-people that are actively and strategically presenting themselves to us. This has always been true, since humans became human – but things happen at higher speeds, and for different reasons, in modern culture. For the most part, the most strategically savvy people and products are the ones that get your attention – and eventually, if they are successful, your loyalty.

And it’s this idea of “brand loyalty” that I think really helps tie the idea of Subsidized Time with how life really works right now. In the world of Infinite Jest, pretty much every single character is desperate to give him- or herself away to something else, to be relieved of responsibility and pain. They want to trust something, anything, besides themselves. At the heart of the plot is a deadly dangerous film that terrorists are trying to get their hands on; it turns out the film, shot through a lens intended to reproduce the vision of a newborn, consists entirely of a mother figure apologizing over and over to the viewer. It is deadly because people stop wanting anything else, including food, water, medicine. They only want this repeated apology to their inner infant.

And that is the ultimate promise that marketing tries to make for many consumer products: that you should not have to feel pain or discomfort, that you should not have to be responsible. We’re sorry. We’re so sorry. Buy this. You deserve it.

We cannot get away from our humanity or our culture; we will always seek ways to alleviate pain, to cede responsibility, and we will be tempted to give our trust and loyalty to any person, product or substance that can consistently offer us that service. In the book, many characters search for an antidote to the deadly film, but they never find one. I think that’s because, ultimately, the only real antidote is within us. We live and breathe constant messages, most of them not in our interest, but we do have a choice; we can think for ourselves. The trick is to want to. Grow up. Put on your big-boy pants. Don’t give yourself away.

Photo Credit: Editor B, under CC license.

Ceci N’est Pas Une Brand ®

Wednesday, February 10th, 2010
Isn't that clover cute?

Isn't that clover cute?

It’s very common to hear people talk about Vermont’s unique status as “a brand.” Surveys have shown that the Vermont image is quite well defined – pure, natural, outdoorsy, pristine, picturesque. (I would add small, honest, agrarian, a little funky and maaaaaaybe just a tiny bit snooty sometimes.) It is also quite common to hear people thinking through how they can use the Vermont “brand” to build their own businesses.

But to what extent is Vermont really a “brand”? And without any official strategy or management, can a Vermont brand identity really be maintained in a meaningful way?

In a loose sense, Vermont is certainly a brand, and saying your product is from Vermont is a winning marketing strategy – especially in the cottage food industry. Back before we moved here, our shopping cart at the local food co-op would be half-filled with Vermont products. Cheese, butter, yogurt, beer, crackers, cookies, applesauce, ice cream, hamburger buns – you name it. Oh yeah, and also maple syrup.

But why choose Taylor Farm’s maple-smoked gouda, or Wolaver’s beer, or Vermont Village applesauce? That cute red clover on the Vermont Seal of Quality might attract you the first time, but why buy again? Well … because it’s damn good food. In fact, it was not until we decided to move here that I started to really pay attention to how much of our food in Washington, D.C., was imported from the very county where we were planning to buy a house. And no matter how many times you point out to me that Green Mountain Coffee is roasted in Vermont, it’s never going to be my thing – although I will admit that, because of the “green mountain” label, I expected it to be a much higher-quality product than it actually turned out to be when I tasted it. I only tasted it once.

And that’s the thing: though the language is a little newer, “branding” isn’t some kind of magical force that replaces all communications strategies known to humankind. No matter how hard you try to “re-brand” your product or service, your efforts are going to be a total waste of time and money if your stuff doesn’t fulfill its promises. Great packaging and a really cute seal of approval only get you so far. Eventually, if you don’t live up to your reputation, your reputation starts to change.

While there are a few official efforts to standardize the Vermont brand – that aforementioned red clover seal, and the special Vermont grading system for maple syrup – for the most part, people just throw the word “Vermont” around on their packaging and in their marketing materials for the good vibe it radiates. What I can’t figure out is why this hasn’t caused any problems. Normally, a brand identity, once established, is jealously guarded, its every use carefully and precisely controlled by a central authority. Vermont, though? We just aren’t like that.

And this is why I think, ultimately, Vermont is not really a brand, even though it resembles one in a lot of ways. The state’s reputation is more of a grassroots thing, built over many years, probably starting in the mid-1800s with the water cure spas. It’s going to take a lot more than a cup of translucent coffee to erode a long tradition of consumer good will based on the first-hand experience of travelers, second-home owners and full-time transplants since time immemorial.

So we don’t need no stinking branding. Because this is Vermont. Home of pure, natural, outdoorsy, pristine, picturesque integrity®.

Let’s Catch Amnesia!

Tuesday, February 2nd, 2010

I really enjoyed watching the new Pepsi TV commercial that is helping the company launch its Refresh Project – a well-meaning program of corporate giving that is offering megabucks to people all over the country and world who really, really need those bucks. This new campaign is fun and laudable.

But come on: “every pepsi refreshes the world”? “Every Pepsi puts the world closer to morbid obesity, insulin dependence and total environmental devastation” would be more like it.

According to a press release put out by the company and quoted on Adland, “This isn’t a cause marketing initiative. It’s not an advertising campaign. It’s not a social media campaign. It’s a refreshing new way of doing business, based on a firm belief at Pepsi that doing well means doing good.”

Well, no, actually. With all due respect, this is a well established way of building your brand, arguably different in scale and execution, but certainly not different in kind.

Corporate philanthropy has been investing in a new generation of consumers for at least a hundred years. Coke may not “refresh the world,” but it started teaching the world to sing when I was a very little girl. People have been voting online for the charities supported by Working Assets for well over a decade. Doing these exact same things with a really cool song, an Obama-esque logo and an Organizing for America-esque interface does not constitute “a refreshing new way of doing business.”

The press release goes on to say that “the Refresh Project promises to connect to consumers on a personal level, increasing their involvement with the brand by letting them decide which projects to fund.”

The “brand”? Since when do people want to be “involved” with a brand? Is it going to leave its toothbrush at my house? (Actually, if I’m going to be involved with Pepsi on a regular basis, an extra toothbrush is not a bad idea….)

The Refresh Project is a really admirable and much appreciated effort, but let’s not get carried away: the point of this campaign is to sell more Pepsi. And considering the environmental and public health problems corn syrup and soft drinks cause, selling more Pepsi is not, ultimately, a laudable goal.

I’ll tell you what I care about, Pepsi: health, arts & culture, food & shelter, the planet, neighborhoods, and education – by amazing coincidence, the same categories listed on your Refresh Everything site. Unfortunately, the main product you sell, by its very nature, undermines many of these ideals. Since you own Quaker oats, why not do something really refreshing and try to get people more “involved” with that brand instead? No, oatmeal is not as exciting as Pepsi, but with a campaign like this, it sure would make a lot more sense.

Who or What Is Vermont Yankee?

Friday, January 15th, 2010

When Vermont legislators started wrangling over the fate of the decrepit Vermont Yankee nuclear power plant, I kept wondering why the plant’s owner, Entergy, did not launch a massive PR campaign to rally public support. After seeing Entergy’s new website, I am still wondering.

The site apparently tries to go right for the gut by showing a few of the 650 employees who will eventually lose their jobs if the plant is shut down – although decommissioning apparently is such a long, arduous process that those jobs and perhaps more would be around for many years to come. Instead of getting me in the gut, the site just makes me roll my eyes.

For one thing, the visuals are absolutely stunning. Really professional shots of the employees. Big mistake. The photos are so perfect and polished, I thought they were clip art. After looking at the photos and fake testimonials a few times, I am guessing the people shown are actual workers at the plant. But they still don’t look real. This fact made the site easy pickings for our pseudonymous local satirist, Fake-Rob Williams, whose dreadfully pinkwashed I Love Vermont Yankee site makes fun of the plastic-looking people.

And about those testimonials. All … six of them. (Were they only able to convince one one-thousandth of their employees to participate?) Here’s an excerpt from Erica Moore’s: “Erica started her energy career in the coal business, but soon had the opportunity to work in the nuclear power business at a facility in Florida. Erica quickly realized the many environmental and economic benefits of nuclear power.”

Please excuse my French here, but why the hell are these stories in the third person? Did they think that would make the employees evoke more sympathy, like poster children? If you are going to put people out there to talk about how proud they are of their work, let them talk!

And really, if you’re looking for public support, I would have suggested skipping this empty, dark green shell of a website altogether and instead making a grungy-looking video of the real workers – some of whom are my neighbors, after all, and none of whom I want to see laid off – talking about who they are and what they do and why they want their workplace to stay open. I guess they just couldn’t stand letting go of control? Too bad they don’t feel the same way about radioactive tritium….

Seeing as how the website completely undermines its ostensible purpose for existing, and the “facts and links” page is very limited, you might start to wonder if it is just a front for something else. What exactly are they trying to accomplish here? I’m curious what the point of the “Show Your Support” section is, for example.

Every day, people apparently go to the “Show Your Support” section of this ridiculously facile website and write shiny, happy comments about how much they loooooooove nuclear power. Some gems: “Go Vermont Yankee!! Clean safe energy. This site is so informative! I love that I can get ALL the FACTS right here. This completely changed my view on VY.” And: “Nuclear power has proven to be safe, efficient, reliable and cheap. The dangers are overstated, and nuclear is the only viable way to go green. VT needs to stop considering closing the plant and diverting money for shutting it down that should be used on upkeep.”

Now, I have to admit that before seeing this site, I was a bit ambivalent about the plant closing. The chances of a meltdown are nearly nil, and despite the constant leaks and other problems, climate change is a massive global emergency. Frankly, I’d rather not replace VY’s output by buying coal-generated power from other places. Give me nuclear before coal any day.

But come on. No one is actually enthusiastic about keeping this decrepit, wheezing, incontinent old plant on life support for another twenty years. Who are these people who are supposedly posting these glowing (pun intended) comments about how much they want to marry Vermont Yankee?

Well, few of them are signed, so we don’t know. But judging from how many times the commenters say they work at VY or another nuclear power plant, it seems Entergy has asked employees to write them. And if I were a cynical person, I’d guess they don’t want public support at all. They just want the veneer of public support. Perhaps they are planning to print them all out and take the whole eerily glowing stack to Montpelier as though it were The Voice of the People.

OK, OK, you caught me. I am a cynical person. In fact, I posted a question of my own: “Will these comments be used as a lobbying tool?” I’ll let you know if I get an answer, but don’t hold your breath. (Unless you hear the emergency sirens go off.)

Stupid Choices in Food Marketing

Thursday, September 17th, 2009

Attractive? Check.

Green? Check.

Effective? Check.

A lie? Check.

The “Smart Choices” food labeling effort, written up in the Business section of the NYT a couple weeks ago, follows most of the rules for great marketing. The cute green check gets its message across instantaneously: as soon as the targeted suburban mom sees it on the grocery store shelf, she knows the food has been “checked” out by a nutrition expert and has passed muster as a smart choice.

But who does the checking? This campaign would be absolutely perfect, except for one thing. It breaks marketing’s Golden Rule. It misleads consumers. And not only is lying wrong (did the Kelloggs bigwigs ever go to kindergarten?), but it’s also bad for business.

The tricky thing here is that it’s pretty difficult to figure out whose business this is going to be bad for. Because the tricky thing about this campaign is that you can’t tell who is sponsoring it. When you go to the Smart Choices website, you can search for products that have “earned” the Smart Choices label. They act as though some independent bureaucracy has started the Smart Choices program, and only certain products that pass muster will get the nod. In fact, the “coalition” that runs the Smart Choices program consists of the companies whose products are distinguished by the cute green checkmark.

In other words, though the products do have to meet certain nutrition requirements in order to be checked, the company has to buy its way in to eligibility for the program. According to the NYT article, “Companies that participate pay up to $100,000 a year to the program, with the fee based on total sales of its products that bear the seal.”

This is advertising in education’s clothing.

When I typed the word “apple” into the product search on the Smart Choices site, I got a list of 19 products, ten of which were Apple Jacks. The other nine included a bagel with some kind of apple cream cheese filling, a chicken panini (frozen?), an herbal tea and two kinds of popsicles. Oh yeah, and at the bottom of the list, there were also apples. But apparently only the Sun-Maid brand of apple is a smart choice.

In theory, there is nothing wrong with a campaign like this, in which a coalition of companies tries to stand out in the supermarket crowd. The problem is that they are intentionally hiding behind the language of a “coalition” without revealing that companies have to pay to play. Not only are they explicitly targeting parents who are trying to make good food choices for their kids during a harried supermarket run, but almost every single green checkmark will appear on a highly processed product. The NYT article quoted Marion Nestle, a nutrition professor at NYU: “The object of this is to make highly processed foods appear as healthful as unprocessed foods, which they are not.”

It should be simple: buy fresh fruits and veggies, make your own food from scratch, eat a balance of nutrients, and exercise. You often hear people blaming media outlets for making healthy choices so confusing for people; you see a lot of articles tossing around terms like “antioxidants” or speculating about whether chocolate or red wine really are good for you after all. But far worse than the next silly article about the health benefits of snorting green tea is the constant marketing of super-processed foods as though they were good for you. I think this is the most insidious instance so far of that kind of marketing. Although no mega-business is likely to suffer from this grossly dishonest overreach, consumers themselves certainly will. And the big problem with liars is that they blow everyone else’s credibility along with their own. So we marketers who try to eke out an honest living – along with food companies who do honest marketing – are probably the only ones whose business will suffer.

Dollars to Doughnuts, Negative Advertising Doesn’t Work

Thursday, August 20th, 2009

And in one recent case, Negative Advertising=Unemployment.

According to the AP, a local health officer in Pensacola, Fla., took his zeal for healthy snacking a bit too far for local business owners. Reportedly, officials and business owners tolerated “French Fries=Thunder Thighs” and even “Doughnuts=Diabetes,” but they unzipped their lips when Dr. Jason Newsom started naming names.

When Newsom posted “Dunkin’ Donuts=Death” and then “America Dies on Dunkin’” on a highly visible signboard outside the health department office, certain powerful Pensacolans went to a County Commissioner who just happens to own a doughnut shop on the side. It turned out Newsom’s coworkers were also pretty upset with him over the limited menu at work: he had forbidden doughnuts at meetings and in the break room, and had replaced candy bars in the vending machine with actual food, like peanuts. Not long after the flap began, Newsom was given a new, limited menu of his own to choose from: 1) resign, or 2) be fired. He chose the chef’s special #1.

Now, I happen to agree with the good doctor’s point of view on doughnuts, and I find it outrageous that he lost his job for trying to do his job – and especially because local business owners happen to have a lot of clout with another local business owner who has even more clout. However. The man could really use some help with his messaging style. He admitted as much himself in his AP interview, saying in an atypical understatement that he does not have a “knack” for “subtlety.”

But to get your message across – particularly when you’re trying to get the common man or woman to completely change their lives – you really need to avoid making them feel bad about themselves. Sure, those ubiquitous Internet ads (the ones showing bluish, bloated bellies obviously altered to look like moldy cottage cheese next to someone else’s obviously altered hyper-tanned six-pack) might catch your eye. But they don’t change the way anyone eats.

Marketing a whole new lifestyle to us frail-willed primates is a much longer-term project that has to emphasize the positive aspects of (in this case) eating good food, rather than the negative aspects of eating bad food. Scare tactics do get our attention, for about two seconds, but our eating habits are part of our culture and our identity – things it is almost impossible to change, even when we want to. Organic brands and chains like Whole Foods have mastered the subtle art of positive lifestyle marketing so completely that companies like Dole and Frito-Lay are copying their tactics. (Don’t even talk to me about the Hellman’s and Lay’s ads for “local” food; let’s save that for another day.)

I applaud Dr. Newsom’s efforts to promote actual health instead of just xeroxing pamphlets about HIV and swine flu. But if you really want to promote health by way of the health department signboard, Subtlety=Everything.

Monday, August 17th, 2009

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