The management of South Dakota's grazing lands is paramount to the healthy functioning of our soil and water resources. Sound management practices not only lead to economic but ecological sustainability, while improper management reduces the resources capacity to function and can lead to the invasion of non-native species. Recently, conservationists have been studying the effects that management has on soil properties such as infiltration and the results have been dramatic. I'm Stan Bolts. I'm the State Range Management Specialist here in South Dakota with the USDA Natural Resources Conservation Service. We've come out here today to look at a difference between these different sites of grassland. On the other side of the fence, we have one of the common grazing systems that you see out here, basically what we call a continuous season-long grazing. What you have is a real uniform plant community. Blue grandma, Kentucky bluegrass, not a whole lot of diversity. As you can see on the west side of the fence here, we have a very high diverse plant community, very productive. We've got big blue stem, western wheatgrass, and a lot of forbs coming in as well. So the diversity on the west side of the fence is much higher as well as the productivity and the health and vigor of the plants are much higher as well. Infiltration rates reflect a combination of factors on the surface of the soil as well as underneath the surface, such as litter and contact with the soil, biological and chemical soil crusts, structure, porosity, bulk density, and soil aggregate stability. So we use the single-ring infiltrometer to measure infiltration rates on different types of management to give us an overall picture of soil health on grasslands. Let's take a look at these results on well-managed, rotationally grazed rangeland. 10.1 seconds. We often see good granular structure on grassland soil across the state. The better the management, the deeper that is, and the better the infiltration and the lower the runoff will be. Well-managed grasslands not only benefit the plant and soil resources, but also pay dividends in the management of livestock. Well-managed grasslands have higher diversity, and this leads to higher overall palatability and a higher plane of nutrition for a longer period during the growing season. In addition, well-managed grasslands have a positive effect on production. And some have said as much as 150 to 200 pounds per acre of production will be lost with every inch of water that runs off the soil. So this infiltration matters quite a bit in terms of how productive the rangeland will be, and it ties into the bottom line, the economics of an operation as well. So we've run through and it took seven minutes and three seconds to get that inch of water into this soil profile. Overgrazing, either by overstocking land with too many animals, or allowing the animals to graze for too long of a period, which leads to repeated grazing of individual plants, leads to negative changes in the plant community. This affects not only the plant health and production, but also results in changes to the soils. You can just see that that nice granular structure that we had all the way through the profile across the fence is just not there. Another thing you can kind of see is right in here is this platey, these layers of soil that are going more sideways than up and down. There's a good example right there. The soil breaks apart in horizontal layers as opposed to the blocky structure we had down further, or the granular structure. That is due to some compaction going on that is mostly due to a long history of heavy livestock grazing that has caused that compaction below the surface there. Every minute that goes by is another inch of rain that's going to run off the land and not come down into the soil profile and grow grass. Now let's take a look at land that was converted to cropland just nine months before these tests were run. The existing grass was treated with a herbicide and the corn was drilled into the grass residue without any tillage being performed. So we've let this run its course and our water has finally infiltrated. Looks like we ended up with 31 minutes and 13 seconds that it took for it to infiltrate on this recently converted cropland. We've seen the effects that different types of management can have on infiltration. And we've also looked at some of the soil properties on well-managed grassland and grassland managed with continuous season long grazing. But you can't get a complete picture of the effect of management on soil health until you look at the soils side by side underneath the different types of management. Well-managed grasslands have deeper rooting of the plants, better structure, and the darker soils extend further down into the profile. These are characteristics we can see and by measuring infiltration we can also quantify the impacts of healthy soils. Studies like these show that infiltration is significantly impacted by the management practices being implemented on the land. Increased infiltration resulting from better management means the water that falls on an operation will benefit that operation. Changes in management don't have to be drastic to have a positive influence on infiltration and ultimately improve your natural resources and your bottom line. I encourage you to learn ways to improve your soil health, increasing infiltration, being selfish about the rainfall that falls on your farm or ranch.


This is a LibriVox recording. All LibriVox recordings are in the public domain. For more information or to volunteer, please visit LibriVox.org. Recording by John Larmor. The Yillian Way by Keith Lommer. The ceremonious protocol of the Yills was impressive, colorful, and in the long run deadly. Part One James Ratief, vice consul, and third secretary in the diplomatic corps, followed the senior members of the terrestrial mission across the tarmac and into the gloom of the reception building. The gray-skinned Yill guide who had met the arriving embassy at the foot of the ramp hurried away. The counselor, two first secretaries, and the senior attachés gathered around their ambassador their ornate uniforms bright in a vast, done-colored room. Ten minutes passed. Ratief strolled across to the nearest door and looked through the glass panel at the room beyond. Several dozen Yill lounged in deep couches, sipping lavender drinks from slender glass tubes. Black tunic servants moved about inconspicuously, offering trays. A party of brightly dressed Yill moved toward the entrance doors. One of the party, a tall male, made to step before another, who raised a hand languidly, fist clenched. The first Yill stepped back and placed his hands on top of his head. Both Yill were smiling and chatting as they passed through the doors. Ratief turned away to rejoin the terrestrial delegation waiting beside a mound of crates made of rough, greenish wood stacked on the bare concrete floor. As Ratief came up, Ambassador Spradley glanced at his finger-watch and spoke to the man beside him. Ben, are you quite certain our arrival time was made clear? Second Secretary Magnan nodded emphatically. I stressed the point, Mr. Ambassador. I communicated with Mr. Takakai just before a lighter broke orbit. I specifically— I hope you didn't appear truculent, Mr. Magnan, the ambassador said sharply. No, indeed, Mr. Ambassador. I'm merely— You're sure there's no VIP room here? The ambassador glanced around the cavernous room. Curious, not even chairs had been provided. If you'd cared to sit on one of these crates— Certainly not. The ambassador looked at his watch again and cleared his throat. I may as well make use of these few moments to outline our approach to the more junior members of the staff. It's vital that the entire mission work in harmony and the presentation of the image. We terrestrials are a kindly, peace-loving race. The ambassador smiled in a kindly, peace-loving way. We seek only a reasonable division of spheres of the influence with the yield. He spread his hands, looking reasonable. We are a people of high culture, ethical, sincere. The smile was replaced abruptly by pursed lips. We'll start by asking for the entire Cyrenian system and settle for half. We'll establish a foothold on all the choice or worlds and with shrewd handling, in a century we'll be in a position to assert a wider claim. The ambassador glanced around. If there are no questions. Retief stepped forward. It's my understanding, Mr. Ambassador, that we hold the prior claim to the Cyrenian system. Did I understand your excellency to say that we are ready to concede half of it to the yield without a struggle? Ambassador Spradley looked up at Retief, blinking. The younger man loomed over him. Beside him, Magnum cleared his throat in the silence. Last Council Retief merely means— I can interpret Mr. Retief's remark, the ambassador snapped. He assumed a fatherly expression. Young man, you're noodle of service. You haven't yet learned the team play, the give and take of diplomacy. I shall expect you to observe closely the work of the experienced negotiators of the mission. You must learn the importance of subtlety. Mr. Ambassador, Magnum said, I think the reception committee is arriving. He pointed. Half a dozen tall, short-necked yield were entering through a side door. The leading yield hesitated as another stepped in his path. He raised a fist, and the other moved aside, touching the top of his head perfunctorily with both hands. The group started across the room toward the terrestrials. Retief watched as a slender alien came forward and spoke passable Tyren in a reedy voice. I am petoy, come this way. He turned, and the group moved toward the door, the ambassador leading. As he reached for the door, the interpreter darted ahead and shouldered him aside. The other yield stopped, waiting. The ambassador almost glared, and then remembered the image. He smiled and beckoned the yield ahead. They milled, uncertainly, muttering in the native tongue, then passed through the door. The Tyren party followed. Give a great deal to know what they're saying, Retief overheard as he came up. Our interpreter has forged to the van, the ambassador said. I can only assume he'll appear when needed. A pity we have to rely on a native interpreter, someone said. Had I known we'd meet this rather uncouth reception, the ambassador said stiffly. I would have audited the language personally, of course, during the voyage out. Oh, no criticism intended, of course, Mr. Ambassador. Heaven's magnan put in. Who would have thought? Retief moved up behind the ambassador. Mr. Ambassador, he said. I, later, young man, the ambassador snapped. He'd beckoned to the first councillor, and the two moved off, heads together. Outside, a bluish sun gleamed in a dark sky. Retief watched his breath form a frosty cloud in the chill air. A broad, doughnut-wield vehicle was drawn up to the platform. The yield gestured the Terran party to the gaping door at the rear, then stood back, waiting. Retief looked curiously at the grey-painted van. The legend written on its side in alien symbols seemed to read, Eggnog. The ambassador entered the vehicle, the other terrestrials following. It was as bare of seats as the terminal building. What appeared to be a defunct, electronic chassis lay in the centre of the floor. Retief glanced back. The yield were talking excitedly. None of them entered the car. The door was closed, and the Terrans braced themselves under the low roof as the engine started up with a whine of worn turbos. The van moved off. It was an uncomfortable ride. Retief put out an arm as the vehicle rounded a corner, just catching the ambassador as he staggered, off balance. The ambassador glared at him, settled his heavy, tricorner hat, and stood stiffly until the car lurched again. Retief stooped, attempting to see out through the single, dusty window. They seemed to be in a wide street, lined with low buildings. They passed through a massive gate, up a ramp, and stopped. The door opened. Retief looked out at a blank, grey facade, broken by tiny windows at irregular intervals. A scarlet vehicle was drawn up ahead, the yield reception committee emerging from it. Through its wide windows, Retief saw a rich upholstery and caught a glimpse of glasses clamped to a tiny bar. Petoy, the yield interpreter, came forward, gestured to a small door. Magnan opened it, waiting for the ambassador. As he stepped to it, a yield thrust himself ahead, and hesitated. Ambassador Bradley drew himself up, glaring. Then he twisted his mouth into a frozen smile and stepped aside. The yield looked at each other, then filed through the door. Retief was the last to enter. As he stepped inside, a black-clad servant slipped past him, pulled the lid from a large box by the door, and dropped in a paper tray, heaped with refuse. There were alien symbols in flaking paint on the box. They seemed, Retief noticed, to spell, egg-nog. Part 2 The shrill pipes and whining reeds had been warming up for an hour when Retief emerged from his cubicle and descended the stairs into the banquet hall. Standing by the open doors, he lit a slender cigar and watched through narrowed eyes as obsequious servants in black flitted along the low, wide corridor, carrying laden trays into the broad room, arranging settings on a great four-sided table, forming a hollow square that almost filled the room. Rich brocades were spread across the center of the side nearest the door, flanked by heavily decorated white cloths. Beyond, plain white extended to the far side, where metal dishes were arranged on the bare tabletop. A richly dressed yule approached, stepped aside to allow a servant to pass, and entered the room. Retief turned at the sound of Tarran voices behind him. The ambassador came up, trailed by two diplomats. He glanced at Retief, adjusted his rough, and looked into the banquet hall. Apparently were to be kept waiting again, he muttered. After having been informed at the outset that the yule have no intention of yielding an inch, one almost wonders. Mr. Ambassador, Retief said, Have you noticed, however, Ambassador Bradley said, eyeing Retief, a seasoned diplomatist must take these little snubs in stride. In the end, ah, there, magnan, he turned away, talking. Somewhere a gong clanged. In a moment the corridor was filled with chattering yule who moved past the group of terrestrials into the banquet hall. Petoy, the yule interpreter, came up and raised a hand. Meet here. More yule filed into the dining room to take their places. A pair of helmeted guards approached, waving the terrestrials back. An immense gray jowl to yule waddled to the doors and passed through, followed by more guards. The chief of state, Retief heard magnan say, the admiral for cow, cow, cow. I have yet to present my credentials, Ambassador Bradley said. One expects some latitude in the observance's protocol, but I confess he wagged his head. The yule interpreter spoke up. You now will hide on your intestines intestines and creep to festive board there. He pointed across the room. Intestines! Ambassador Bradley looked about wildly. Mr. Petoy means our stomachs, I wouldn't wonder. Magnan said. He just wants us to lie down and crawl to our seats, Mr. Ambassador.  Magnan's face fell. Spreadly glanced down at the metals across his punch. This is—I've never— homage to gods, the interpreter said. Oh, oh, religion, someone said. Well, if it's a matter of religious beliefs, the ambassador looked dubiously around. Golly, it's only a couple of hundred feet, Magnan offered. Retief stepped up to Petoy. His Excellency the terrestrial ambassador will not crawl, he said clearly. Here, young man, I said nothing. Not to crawl, the interpreter wore an unreadable yule expression. It is against our religion, Retief said. Against— We are votaries of the snake goddess, Retief said. It is a sacrilege to crawl. He brushed past the interpreter and marched toward the distant table. The others followed. Puffing, the ambassador came to Retief's side as they approached the dozen empty stools on the far side of the square opposite the brocaded position of the admirable Fakao Kau Kau. Mr. Retief kindly see me after this affair, he hissed. In the meantime, I hope you will restrain any further rash impulses. Let me remind you I am the chief of mission here. Magnan came up from behind. Let me have my congratulations, Retief, he said. That was fast-thinking.  The ambassador barked. I am extremely displeased. Why, Magnan stuttered. I was speaking sarcastically, of course, Mr. Ambassador. Didn't you notice the kind of shocked little gasp I gave when he did it? The terrestrials took their places, Retief at the end. The table before them was of bare green wood with an array of shallow pewter dishes. Some of the yule at the table were in plain grey, others in black. All eyed them silently. There was a constant stir among them as one or another rose and disappeared and others sat down. The pipes and reeds were shrilling furiously and the cesseration of yule in conversation from the other tables rose ever higher in competition. A tall yule in black was at the ambassador's side now. The nearby yule fell silent as he began lading a whitish soup into the largest of the bowls before the terrestrial envoy. The interpreter hovered, watching. That's quite enough, Ambassador Bradley said as the bowl overflowed. The yule-servant rolled his eyes, dribbled more of the soup into the bowl. Kindly serve the other members of my staff, the ambassador said. The interpreter said something in a low voice. The servant moved hesitantly to the next stool and ladled more soup. Retief watched, listening to the whispers around him. The yule at the table were craning now to watch. The soup ladler was ladling rapidly, rolling his eyes sideways. He came to Retief, reached out with the full ladle for the bowl. No, Retief said. The ladler hesitated. None for me, Retief said. The interpreter came up in motion to the servant who reached again ladle brimming. I don't like it, Retief said, his voice distinct in the sudden hush. He stared at the interpreter, who stared back, then waved the servant away. Mr. Retief! A voice hissed. Retief looked down the table. The ambassador was leaning forward, glaring at him, his face a mottled crimson. I'm warning you, Mr. Retief! He said hoarsely. I've eaten sheep's eyes in sedan, castaway in Burma, hundred-year cougar on Mars, and every name else that have been placed before me in the course of my diplomatic career. And by the holy relics of St. Ignats, you'll do the same. He snatched up a spoon like utensil and dipped it into his bowl. Don't eat that, Mr. Ambassador, Retief said. The ambassador stared, eyes wide. He opened his mouth, guided the spoon toward it. Retief stood, gripped the table under its edge, and heaved. The immense wooden slab rose and tilted, dishes sliding. It crashed to the floor with a ponderous slam. White-ish soup splattered across the terrazzo. A couple of odd bowls rolled across the room. Cries rang out from the yield, mingling with a strangled yield from Ambassador Spradley. Retief walked past the wild-eyed members of the mission to the sputtering chief. Mr. Ambassador, he said. I'd like— You'd like! I'll break you, you young hoodlum. Do you realize? Please! The interpreter stood at Retief's side. My apologies! Ambassador Spradley said, mopping his forehead. My profound apologies! Be quiet, Retief said. Wh—what? Don't apologize, Retief said. Petoy was beckoning. Please! I'll come. Retief turned and followed him. The portion of the table they were ushered to was covered with an embroidered white cloth, set with thin porcelain dishes. The yield already seated there rose, amid babbling, and moved down the table. The black-clad yield at the end of the table closed ranks to fill the vacant seats. Retief sat down and found Magnan at his side. What's going on here, the Secretary? They were giving us dog-food, Retief said. I overheard a yield, and they seated us at the bottom of the servants' table. You mean you know their language? I learned it on the way out. Enough, at least. The music burst out with a clangorous fanfare, and a throng of jugglers, dancers, and acrobats poured into the center of the hollow square, frantically juggling, dancing, and backflipping. Black-clad servants swarmed suddenly, heaping mounds of fragrant food on the plates of yield and terrestrials alike, pouring a pale purple liquor into slender glasses. Retief sampled the yield-food. It was delicious. Conversation was impossible in the din. He watched the gaudy display, and ate heartily. Part Three Retief leaned back, grateful for the lull in the music. The last of the dishes were whisked away, and more glasses filled. The exhausted entertainers stopped to pick up the thick square coins the diners threw. Retief sighed. It had been a rare feast. Retief, Magan said, in the comparative quiet, what were you saying about dog-food as the music? Retief said, he thought it was a good idea. Retief, Magan said, in the comparative quiet, what were you saying about dog-food as the music came up? Retief looked at him. Haven't you noticed the pattern, Mr. Magan? The series of deliberate affronts? Deliberate affronts? Just a minute, Retief. They're uncouth, yes. Crowding into doorways, and that sort of thing. He looked at Retief uncertainly. They herded us into a baggage warehouse at the terminal. They holed us here in a garbage truck. Only symbolic, of course. They ushered us in the tradesman's entrance, and assigned us cubicles in the servants' wing. Then we were seated with the Cooley-class sweepers at the bottom of the table. You must be—I mean, we're the terrestrial delegation. Surely these yul must realize our power. Precisely, Mr. Magan. But with a clang of cymbals the musicians launched a renewed assault. Six tall, helmeted yul spraying into the center of the floor and paired off in a wild performance half dance, half combat. Magan pulled at Retief's arm, his mouth moving. Retief shook his head. No one could talk against a yul orchestra in full cry. He sampled a bright red wine and watched the show. There was a flurry of action, and two of the dancers stumbled and collapsed. Their partner opponents whirling away off to pair off again, described the elaborate pre-combat ritual and abruptly set to dull sabers' clashing. And two more yul were down, stunned. It was a violent dance. Retief watched, the drink forgotten. The last two yul approached, and retreated. World bobbed and spun, fainted and postured, and on the instant clashed, straining chest to chest. Then broke apart, heavy weapons chopping, parrying, as the music mounted to a frenzy. Evenly matched, the two hacked, thrust, blow-for-blow across the floor, then back, defense forgotten, slugging it out. And then one was slipping, going down, helmet awry. The other, a giant muscular yul, spun away, whirled in a mad scurril of pipes as coins showered, and then froze before a gaudy table, raised the sabre, and slammed it down in a resounding blow across the gay cloth before a lace of bow-bedect yul in the same instant that the music stopped. In utter silence, the dancer-fighter stared across the table at the seated yul. With a shout, the yul leaped up, raised a clench-fist. The dancer bowed his head, spread his hands on his helmet. Retief took a deep gulp of pale yellow liqueur and leaned forward to watch. The berebred yul waved a hand negligently, spilled a handful of coins across the table, and sat down. The challenger spun away in a screeching shrill of music. Retief caught his eye for an instant as he passed. And then the dancer stood rigid before the brocaded table, and the music stopped off short as the sabre slammed down before a heavy yul in ornate metallic coils. The challenged yul rose and raised a fist. The other ducked his head, put his hands on his helmet. Coins rolled, and the dancer moved on. Twice more, the dancer struck the table in a ritualistic challenge, exchanged gestures, bent his neck, and passed on. He circled the broad floor, sabre twirling, arms darting in an intricate symbolism. The orchestra blared shrilly, unmuffled now by the surf roar of conversation. The yul, Retief noticed suddenly, were sitting silent, watching. The dancer was closer now, and then he was before Retief, poised, towering, sabre above his head. The music cut, and in the startling, instantaneous silence, the heavy sabre whipped over and down with an explosive concussion that set dishes dancing on the tabletop. The yul's eyes held on Retief's. In the silence, Magnan tittered drunkenly. Retief pushed back his stool. Steady, my boy, Ambassador Spradley called. Retief stood, the yul topping his six-foot-three by an inch. In a motion almost too quick to follow, Retief reached for the sabre, twitched it from the yul's grip, swung it in a whistling cut. The yul ducked, spraying back, snatched up a sabre dropped by another dancer. Someone stopped a madman, Spradley howled. Retief leaped across the table, sending fragile dishes spinning. The other danced back, and only then did the orchestra spring to life with a screech and a mad tattoo of high-pitched drums. Making no attempt to follow the weaving pattern of the yul bolero, Retief pressed the other, fending off vicious cuts with the blunt weapon, chopping back relentlessly. Left hand on hip, Retief matched blow for blow, driving the other back. Abruptly, the yul abandoned the double roll. Dancing forgotten, he settled down in earnest, cutting, thrusting, parrying, and now the two stood toe to toe, sabres clashing in a lightning exchange. The yul gave a step, two, then rallied, drove Retief back, back, and the yul stumbled. His sabre clattered, and Retief dropped his point as the other wavered past him and crashed to the floor. The orchestra fell silent in a descending wail of reeds. Retief drew a deep breath and wiped his forehead. Come back here, you young fool, Spradley called hoarsely. Retief hefted the sabre, turned, eyed, brocade, draped table. He started across the floor. The yul sat as if paralyzed. Retief! No! Spradley yelped. Retief walked directly to the admirable foe-cow-cow-cow. Stopped, raised the sabre. Not the chief of state, someone in the terrestrial mission groaned. Retief whipped the sabre down. The dull blades split the cloth and clove the hardwood table. There was utter silence. The admirable foe-cow-cow-cow rose. Seven feet of obese gray yul. Broadface expressionless to any Terran eyes, he raised a fist like a jewel-studded ham. Retief stood bridged for a long moment. Then, gracefully, he inclined his head, placed his fingertips on his temples. Behind him there was a clatter as Ambassador Spradley collapsed. Then the admirable foe-cow-cow-cow cried out and reached across the table to embrace the terrestrial, and the orchestra went mad. Gray hands helped Retief across the table. Stools were pushed aside to make room at foe-cow-cow-cow's side. Retief sat, took a tall flag in of coal-black brandy pressed on him by his neighbor, clashed glasses with the admirable and drank. Part 4 Retief turned at the touch on his shoulder. The Ambassador wants to speak to you, Retief, Magnan said. Retief looked across to where Ambassador Spradley sat, glowering behind the plain table-cloth. Under the circumstances, Retief said, you'd better ask him to come over here. Ambassador? Magnan's voice cracked. Never mind the protocol, Retief said. The situation is still delicate. Magnan went away. The feast ends, foe-cow-cow-cow said. Now you and I, Retief, must straddle the council's stool. I'll be honored, admirable, Retief said. I must inform my colleagues. Colleagues, foe-cow-cow-cow said. It is for chiefs to parley. Who shall speak for a king while he yet has tongue for talk? The yield way is wise, Retief said. Foe-cow-cow-cow emptied a squat tumbler of pink beer. I will treat with you, Retief, as viceroy, since, as you say, your king is old and the space between worlds is far. But there shall be no scheming underlings privy to our dealings. He grinned a yield grin. Afterwards we shall carouse, Retief. The council's stool is hard and awaiting handmaidens delectable. This makes for quick agreement. Retief smiled. The king is wise. Of course. A being prefers wenches of his own kind, foe-cow-cow-cow said. He belched. The Ministry of Culture has imported several Terry—excuse me, Retief—terrestrial joy girls, said to be top-notch specimens. At least they have very fat wetchermere collets. The king is most considerate, Retief said. Retief said. Let us do it, then, Retief. I may hazard a fling with one of your Terry's myself. I fancy an occasional perversion. Foe-cow-cow-cow dug an elbow into Retief's side and bellowed with laughter. Ambassador Spradley hurried to intercept Retief as he crossed to the door at Foe-cow-cow's side. Retief kindly excuse yourself. I wish a word with you. His voice was icy. Magnan stood behind him, goggling. Mr. Ambassador, forgive my apparent rudeness, Retief said. I don't have time to explain now. RUDENESS! Spradley barked. Don't have time, eh? Let me tell you. Lower your voice, Mr. Ambassador, Retief said. Spradley quivered, mouth open, speechless.  Spradley spluttered. SILENCE! Retief said. Spradley looked up at Retief's face. He stared for a moment into Retief's grey eyes, closed his mouth, and swallowed. The yield seemed to have gotten the impression I'm in charge, Retief said. We'll have to keep it up. BUT! BUT! Spradley stuttered. Then he straightened. That is the last straw, he whispered hoarsely. I am the Terrestrial Ambassador Extraordinary and Minister Plenipotentiary. Magnan has told me that we've been studiedly insulted, repeatedly, since the moment of our arrival. Kept waiting in baggage rooms, transported in refuse lorries, heard about with servants, offered swill at the table. Now I am my senior staff are left cool in our heels without so much as an audience, while this—this multiple cow person hobnob's with—with— Spradley's voice broke. I may have been a trifle hasty, Retief, in attempting to restrain you. Blaspheming the native gods and dumping the banquet table are rather extreme measures, but your resentment was perhaps partially justified. I am prepared to be lenient with you. He fixed a choleric eye on Retief. I am walking out of this meeting, Mr. Retief. I'll take no more of these deliberate, personal— That's enough! Retief snapped. You're keeping the king waiting.  Magnan found his voice. What are you going to do, Retief? I'm going to handle the negotiations. Retief said. He handed Magnan his empty glass. Go sit down and work on the image. At his desk in the VIP suite aboard the orbiting core vessel, Ambassador Spradley pursed his lips and looked severely at Vice-Consul Retief. Further, he said, you have displayed a complete lack of understanding of core discipline, the respect due a senior agent, and even the basic courtesies. Your aggravated displays of temper, ill-timed outbursts of violence, and almost incredible arrogance in the assumption of authority make your further retention as an officer agent of the diplomatic core impossible. It will therefore be my unhappy duty to recommend your immediate— There was a muted buzz from the communicator. The Ambassador cleared his throat. Well? A signal from Sector HQ, Mr. Ambassador, a voice said. Well, read it, Spradley snapped. Skip the preliminaries. Congratulations on the unprecedented success of your mission. The articles of agreement transmitted by you embody a most favorable resolution of the difficult Serenian situation, and you will form the basis of continued amicable relations between the terrestrial states and the Yale Empire. To you and your staff, full credit is due for a job well done. Signed Deputy Assistant Secretary Spradley cut off the voice impatiently. He shuffled papers, eyed Ratif sharply. Superficially, of course, an uninitiated observer might leap to the conclusion that the results that were produced in spite of these irregularities justify the latter. The Ambassador smiled a sad, wise smile. This is far from the case, he said. The communicator burped softly. Confound it, Spradley muttered. Yes. Mr. Takai-Kai has arrived, the voice said. Shall I send him in at once? Spradley glanced at Ratif. Only a two-syllable man, but I shall attempt to correct these false impressions and make some amends. The two terrestrials waited silently until the Yale Protocol Chief tapped at the door. I hope, the Ambassador said, that you will resist the impulse to take advantage of your unusual position. He looked at the door. Come in. Takai-Kai stepped into the room, glanced at Spradley, turned to greet Ratif in voluble Yale. He rounded the desk to the Ambassador's chair, motioned him from it, and sat down. I have a surprise for you, Ratif, he said in turn. I myself have made use of the teaching machine you so kindly lent us. That's fine, Takai-Kai, Ratif said. I'm sure Mr. Spradley will be interested in hearing what we have to say. Never mind, the Yale said. I am here only socially. He looked around the room. So plainly you decorate your chamber. But it has a certain austere charm. He laughed, a Yale laugh.  You surprised us all. You know, one hears such outlandish stories. I tell you in confidence, we had a surprise. You hear such outlandish stories.  Push-overs, Spradley said tonelessly. Such restraint.  Such finesse. How subtly you appeared to ignore each overture, while neatly avoiding actual contamination.  How gratified we were, we professionals, who could appreciate your virtuosity when you placed matters on a comfortable basis by spurning the cat's meat. It was sheer pleasure, then, waiting to see what form your compliment would take. The yule offered orange cigars and stuffed one in his nostril. I confess, even I had not hoped that you would honour our admirable so signally. Oh, it is a pleasure to deal with fellow professionals who understand the meaning of protocol. Ambassador Spradley made a choking sound. This fellow has caught a chill, to Kaikai said. He eyed Spradley dubiously. Step back, my man, I am highly susceptible. There is one bit of business I shall take pleasure in attending to, my dear Retief, to Kaikai went on. He drew a large paper from his reticule. The admirable is determined that none other than yourself shall be accredited here. I have here my government's executor confirming you as Terrestrial Consul-General to yule. We shall look forward to your prompt return. Retief looked at Spradley. I am sure the coa will agree, he said. Then I shall be going, to Kaikai said. He stood up. Hurry back to us, Retief. There is much that I would show you of yule. I'll hurry. Retief said. And, with a yule wink, together we shall see many high and splendid things. End of The Yilean Way by Keith Lommer. Recording by John Lommer.


I love you. I love you too. There's another hundred. I love you, but you did not have to keep it. Why are you giving me a hug? All right, welcome back to our channel. Hold on. Gotta sneak outside real quick guys. I'll tell you in a minute. All right, so what is good in my house called? Welcome back to our channel. Guys, I had to come outside for a minute because Mariah, she's actually up there in my room right now. She's getting ready for the morning. She's changing and everything. And as you can see by the title, I'm gonna be handing her money every time she says I love you. Oh my God, she's about to get rich. Like, let me just tell you, being in a relationship, you literally tell each other I love you 10 times a minute sometimes. Like, it literally comes out with every sentence. I don't know. I might have to stop at the bank later. I don't know what's gonna happen. What's gonna go down. But we got this ready and waiting for her. Now, this video is actually sponsored by Game of Sultans. We'll talk more about them later, but they came up with this crazy idea. Giving my girlfriend hundreds of dollars every time she says I love you. Like, how awesome would that be if every time you guys said I love you to someone, they literally just handed you money? We're gonna do this all freaking day no matter how long it takes. This is gonna be insane. Mariah, if you're watching this, don't waste your money on pointless things. Maybe we'll do a giveaway with it. Make sure to follow our Instagram guys because I wanna talk Mariah into actually giving away some of the money that I'm giving to her today, but we'll see. We'll see what she does with it at the end. Make sure to give this video a huge thumbs up. Let's get this video to 25,000 likes for giving away money and I wanna see an I love you in the comments. I wanna see a heart. I wanna see something related to the video in the comments. And if you have not already, make sure to hit that subscribe button. Turn on post notifications so you get notified every time we post. I hope you guys enjoyed. Grab some food, grab some popcorn, whatever you wanna do. Relax and enjoy the ride.  Bye-bye. I probably shouldn't have kissed it. Rona, I don't wanna get it. Me going broke is worth the entertainment. I think, maybe not. I don't know, but you're gonna see it today. Bury me, try to be alone, huh?  Hi, good morning. What are you doing down here already? Oh God. I don't understand how this girl is so hyped in the morning. Like, she's not even closing the doors after her. Where are you going? I didn't even get her coffee. I got her a bagel from American Bagel. Oh God. Mariah, are you on your meds again? Are you taking your medicine? The reason why she's not going on the trampoline because every time we jump on it, it's broken. Don't, no. I did it. I thought you were about to jump in the pool. Get over here. Get over here. What? What? You're actually scaring me. Are we pregnant? 800K, 800,000 subscribers. I totally forgot about that. Oh my God, that is insane.  She's going to be a zombie the rest of the day. I just want to say thank you all so much. Thank you guys so much. Oh my God. Every single day. I love you babe. 800,000 and we're still going up. It's still coming. Road to a million. Quick and quick. Oh my God. We're literally going to throw a party. I can't wait. I love you. I wish I could hug and squeeze and kiss. I love all of you guys.  You're on the cheek. Oh, on the cheek. Okay, on the cheek. I was going to say you want to kiss them. You've got to put a little protective. Baby, I love you. I'm so blessed. I'm so blessed. I love you too. What? Here, it's $100. $100, what? Just take it. It's $100. It's for you being excited. $800, okay? Yeah. Woo! Don't spend that in one place. What is that dance? Okay, we can't be showing you all this stuff. I don't know what she's doing. She's still out here. All right, I'm going to go inside. What? Guys, she already said I love you already. It's been like 30 seconds into filming. Baby! Am I going to do some hands here? Yeah, you just put on makeup.  What are you doing with this? Put that in your wall or something, babe. No, babe, it's chill. Are you going to even question why I give you $100? I know, you're just going to take it. Yeah, why are you doing this?  You thief. Oh my God. So as you saw in our last video, we got new Corvette cup holders, where we actually got another thing. Look at the key. Woo! Is this a shield? Is it called a shield? It's like a plastic cover. It's a cover. The key used to be black, but now we put a case on it, so imagine. It matches our color card. The same color. All right, give me the key. Look how perfect. Look at this. Oh my gosh, it's identical almost. If I get into a hot car, and she immediately starts getting dehydrated, she needs to get her water on her. You look really good today. I do? Yeah. Thanks, I think it's the pink. I think pink is my color. I love you! You're so cute. Why? I just love you so much. You're so cute. I love you too. I literally love you. I wish I could ask. Okay, girl. I want to marry you already. Here's $300.  I just wanted to give you $300. Just take it. I'm just going to give it back to you, but okay. No, you're not. I'm not taking it back. You take that, you put that in your purse. Or whatever. Get that out of my sight. I love you. I love you too. There's another $100. What the? Just take it. Bill, why? Just take it. Last one, last one. You really just gave me $100, $200, $300, $500? Oh yeah, $100. Yeah, $500. Because, you just, I appreciate you. Okay? No, it's a lot of money. I know it's a lot of money. I'm giving it back to you later. You're not giving me, okay. You're not giving me back. I'm hiding it in your room later. Marvel Squad knows that. I gave it to you. I'm not taking it back. Oh, and those cup holders that we were talking about earlier. Look at them. They're so nice. Corvette cup holders. Hey, they're those rubber things right there. We just put them in there, and they look nice. Can we please order the stuff that goes in the car that says Corvette? She wants to get the door things. When you open up the door, the light shines down. And it says Corvette on the ground. Tell me what you guys think. Tell me what we should get them for our cars when we open up the door. The light shines down, says Corvette. Really sexy. That would be so cool. Just a little add-on, I don't know. You look so good driving this car though. Oh my god. You ever hear of like a guy magnet? That's what you are. Like there's like a guy that are chick magnets, but you are a guy magnet. You know that? Oh my god, I love you. You're so sweet. I love you too, babe. Here on that note, I'll give you another hundo, just for being so cute. Why are you giving me a hunderdot? Another one. Just take it, just take it. I'm just doing it out of the kindness of my heart, you know? I'm just doing it out of the kindness of my heart. Why are you kind of into your world anyways? Oh, that's questions. I'm giving you money. Why are you asking questions? Okay, exactly. All right, so we made it in Mariah's house and she actually already got her outfit that we came here for. I got my outfit for tomorrow, blue pants, and then these shoes. Ooh, that's classy. I wish I showed you guys when she put this on earlier because oh, she looked amazing, babe. You look cute. I love you, you're so sweet. I love you too, babe. I love you literally so much. I love you to the moon and back. You love me that much? Yeah, I love you so much. I can't even express how much I love you. Here, I want to give you more money. My God. Why are you giving me so much money? 400 maybe? I am not taking $400. But I'm not taking $500. Oh, so you won't take $400, but you'll take $500. I think that was $500. $500, that was worth it? Why are you, I'm not taking it. Take it! $500. Yes, on top of the $600 I already gave you. So what is that? Like $1,100? You're $1,100 richer now. Why are you giving me all this money? Because you're such an amazing girlfriend, babe. I love you. Maybe I love you, okay? Just say I love you. I love you. Oh God, hold on, what? I'm not doing anything. I'm just in my pockets here. There's another $100. So we'll get your nails done or something. Why are you- What are you doing? Why are you giving me so much money? Because you deserve it. You deserve it.  Look at all this money I have in here. She already has so much. What is that? That's $1,200. I don't need this. But I love you so thank you. I mean, I don't really deserve it that much. No. No! Just one more time. Oh my God. Oh my God, bro. Honestly, that going your wallet. I can't even fit in my wallet, which means I'm just gonna give it back to you because that's not okay. Oh my God, babe. I'm serious, I love you, babe. I freaking love you. Are you kidding me? You're my everything. I literally would die for you. I love you so much. What? I'm done with this game. What are you doing? Nothing, I'm not doing anything. You clearly are. You just gave me another $200. I do not need this much money. Yes you do. Oh my God. You might not need it, but I'm giving you it so you have to take it out. Sorry. Love you. Dude, I have way too much money in my wallet. It's gonna explode though. You can start driving now, babe. I am. Spending all this time putting money away.  My lucky kiss. My lucky kiss. I love you. Let's see if we crash. Hold on, can you stop for a minute? Put the brakes on. Just put that somewhere. What? Babe, I love you, but you don't, like I literally, I'm very thankful for you and I love you, but you do not have to keep this. Stop it, Bill. You stop it. I'm not doing anything. I'm not doing anything. Like I said, I love you, but you do not need to keep doing this. Like this is enough money. Like, is my love for you not enough? Is my love for you not enough, Bill? I'm not trying to buy your love. I'm just trying to like show you some support, Mariah. Well, I think me, just appreciating you. Just stop talking. Just stop loving you. Stop talking. Is enough. Stop, I love you. I love you more than you'll ever know.  Okay, I love you just drive. You're like taking forever.  Why are you screaming? Why are you screaming? I'm literally giving you money. You should be like, oh my God. I am, oh my God. I'm very blessed. Yeah, you should say that. It makes me love you just that much. Yeah, and you should say I love you way more than you have been because- Bill, I love you. I love you. I love you. I love you. I love you. I love you. I love you. Is that not enough? Do you need me to say I love you again? Because clearly it's not enough. Stop it. Guys, there's money everywhere. Look at this. I just flaunted it all over the car. Look, money's falling in the cracks of the car. I love you, Mariah. We have to value our money. I love you. I love you. Love you. Bill! I love you, babe. What are you doing? Just tell me you love me. Tell me you love me. Tell me you love me. Tell me you love me. I think I love you. This is so fun. Oh my God, hold on. I'm going to give you my whole, I should just sign my bank account over into your name. No, Bill! Yes. No, you too. I don't want it. Mariah? There's too much money. Say I love you. I love you. Why do you keep just giving me money? Hey, because I love you.  Wait, what? I know you're going to throw money at my face. I freaking say it back. If I say what? I love you. Say what? What was the word? I'm confused. I love you. Oh my God. I love you. I love you. Okay, take it off. Are you giving me money every single time you're going to tell me you love me, dude? Oh, wait, wait. Yes. Guys, how long did that take you? I don't know. You tell me. Too long. I think we should celebrate. We're going to the creamer right now to celebrate. We're going to, actually, let's tip them. 20 bucks. You want to tip them 20 bucks? Let's tip them 20 dollars. Okay, that'd be cool. We're going to tip the person in the drive-thru 20 dollars. That's the least we can do because I'm just going to give him a 20 dollar bill. Let's organize his money first.  Oh yeah, what about like they open the window and this is all they saw. I'm going to think we just robbed a place, which we did not. Came out of my bank account. Now it's going to Mariah's bank account. At least I got a couple thousand dollars right here. Exactly. I don't even know if you guys could keep track. I told them to keep track of how much money I was giving you. But I just started throwing at you and counting it up. I don't know how much it was. Maybe like three grand, four grand, maybe? I don't know. There's money everywhere. There's money behind the seats.  There's money in your hair. I don't know because I'm so rich. It literally took us 10 minutes to find all the money. Every dollar that I took out is here. What are you doing? It's my money. Damn it. You paid me today. Thank you for blessing my bank account. At the end of the video, I'm going to ask you something. And I kind of wanted to run it past you with the money that I gave to you. But Mariah's got already knows a little bit. So wait till the end of the video and for the question. But we're going to go buy something little from the creamery right now. And then tip the person that was at the drive-thru. 20 bucks just to be nice. And just spread some positivity today with everything that's going on. Yeah, honestly, I'm really happy to do that. I'm like, when you step on, like, actually, that's a really smart idea. Let's freaking do it. Let's go do it.  OK, anything else? That's it. Probably going to be like a dollar or something. Probably. We're going to tip her 20 bucks right now. I can't wait. And I think there's some. There's some. I think there is some.  There are some supporters that we just saw at the creamery that recognized us. They might be part of this vlog if we go out. Yeah, if we see them before we leave, we'll say hi to them really quick. But yeah, no, let's get this. This is so funny, I'm dead. I said, this, this, this, this, this, this. $2. Thank you. $0.69. Grab the change, and let's say, hold on, I have something for you. I also have something for you, one second. I'm going to tip you $20 today. Oh, really? Yeah. We were like, we were just being generous today. And we're like, I want to tip them $20. So here we go. Have a good one. Thank you, thank you. Here. I got it. She's so nice. She's like, thank you, thank you, thank you. Oh my god. Hi. Hi. Are you guys supporters? Yeah. Do you guys want a picture? All right, she's got it real quick. No one's here. I don't even want, does anyone want this? I just, we just came here to tip them $20. You want it? Yeah, here, you can have it.  You want to say your names? Michael. Michael. Paige. Morgan. Morgan. So nice to meet you guys. Thank you for supporting us. They're so nice. We got out of the car, we took pictures with them, showed them some love. I'm glad that we got them in the vlog. They were so sweet. I'm so glad that we went to the creamery. That was like a last minute thing. We weren't even supposed to go there. Let me just say something. It is so mind blowing. Like everywhere we go, we see one of you guys. And it's like the most amazing blessing. And it warms our hearts every day. It literally does. I think you want to like cry. We want to give back. We want to give back because you guys give back to us so much. I'm glad that like all the time we get to meet people everywhere we go and it's just such a blessing that we can say hi to all of you. Like I don't think we've been somewhere without someone saying hi. No, it's literally so crazy. I freaking adore that. If you see us in public, don't be afraid to go out to us. Shout out to the people that we met at the creamery. You guys are awesome. Thank you so much for being there and supporting us throughout everything. We love you guys. So we just made it back home, everyone. I actually just found out something crazy. What?  So technically, this video worked out great in my favor. Oh, actually it did. Because that is your gift for national girlfriend day. I love you, I love you. You could just have your water cash back. I want more. I said I love you. I ran out. Let's give you more.  Well, you're not a loyal boy for that. Game over. Game over after the creamery, OK? Shout out to all the girlfriends that are watching this video. Shout out to national girlfriend day. Make sure your hubbies get you something good. Give you a little candy.  It's like it's a national girlfriend day like every day though. It's literally, there's like 20 of them a year. I literally do not hear national boyfriend day ever. Today's national boyfriend day. I want, yeah, I'm marking tomorrow as national boyfriend day. I want a massage.  Nice rub down. Yeah, I think that's a cute and glee. So the reason, like I said in the beginning of the video, I did this video on Mariah and how I got this idea was this video is sponsored by Game of Sultans, guys. They had such a good freaking idea, didn't they? They did have it. They came up with this idea and I'm like, oh my god. That is an awesome idea. They're geniuses. Let's freaking do that. And I know you didn't know anything about this. So I'm going to explain it to you. It's a game in the app store. And I've actually played this game before. I'm not going to lie. It's an RPG simulation game. You could be in the life as a Sultan.  You could basically live like a human being, but in this game, it's so cool. Like it's like a royal game, sounds like. No, you could literally eat, drink everything. That's awesome. You could raise a family. You're in charge of an empire. You're building up your base.  And you're just living your life as a Sultan and you could experience having an empire at the snap of your fingers. Like at your command. You can do whatever you want. I really encourage you guys to check it out. Download the game in the app store. Play and just get your base started. Yes, tell your friends, your family, your uncle, your grandma, your grandpa. Make sure to download this app. You are going to love it. I'm about to download the app after this game, after this video now. I'll help you set it up because we build a really pretty empire. Really pretty?  So a big reason that I love the idea of doing this video as well to go back along with the game is in game. They say these key phrases that says I will always love you. I will love you forever. And that's why I was like, oh, why don't I just say these key phrases? Like, I will love you forever. I will always love you. And every time I hear Mariah say I love you, I'll give her $100 because it's literally the same price as in the game. I love that. She does download this app. So once again, thank you Game of Sultans in the App Store for sponsoring this video. We love you guys. Thank you for the awesome idea. And I hope I got your, like, good, good, did I? I will love you forever, Mariah. I will love you forever. I will love you always. I will love you always. Oh, wait here. You deserve another one of these. Wait, I deserve another one of these. I'm gonna start taking your money. You give it back to me now. All right, so drum roll, please. The moment you've all been waiting for, Bill just told me the idea that we had. I just told her, I just filled her in. So earlier I said wait till the end of the video because I had an idea and I wanted to do something nice. So the reason why I said wait till the end of the video earlier because we're actually gonna be giving away $100 to three people that are watching this video right now. We're doing a little giveaway, guys. All you have to do to enter make sure you're subscribed to our YouTube channel and you're watching every single video, liking, commenting, everything. And then main thing, you gotta go follow us on Instagram. Yes, because that's how we're gonna get in contact with the winners. Make sure you guys are liking our photos, commenting on our photos, showing us love. Make sure you're in the chat, leaving sweet comments. Just, you know, the more comments we see of you, the most active person is going to win the $100. You get three lucky people. Three lucky people, three of you that are watching right now. Yes. You can win $100, Bill. What would you do? Comment down, actually. Oh, there's a question, question. Comment down what you would do with $100 if you won. Would you save it? Would you spend it? Would you buy food? Would you buy a gift for your mom, your boyfriend, anything? Comment down below. I want to see what you guys would do. And we're gonna be going through the comments, reading and liking them, getting some ideas about what you guys are gonna be doing with your money. So make sure to be following us on Instagram, BillRitter underscore and at Mariah underscore cove to get entered into this giveaway. I'm so awesome. I'm so happy. I'm so glad that we're able to give back to you guys. We want to spread positivity. And really, we want to give something back to you. So $100 to three people watching this video. We're gonna be doing a lot more like this stuff. We just want to start off with something a little small. And it's actually pretty big. $100 is a lot. I think, yeah, $100 is a lot of money. Oh my, give this video a thumbs up. We're trying to give this video to 25,000 likes for Mariah. I do have to give our end of the video post the vacation shout out. And this shout out goes to Jenna Kramer. Jenna. Thank you so much for being a part of our channel. We love you. Thank you for being a part of our channel, Jenna. We literally appreciate all of your support. And anyway, if you want to post a vacation shout out, subscribe to our YouTube channel. Make sure to comment, view, and like all of our videos. And comment down below if we're done. Thank you guys so much for watching this video. And we will see you in the next one. But until then. But until then. Peace. Love you guys. Bye.


Hello, my name is Luiz Alt and this is the Service Design Show. I'm Marc Fontaine and this is the Service Design Show. With the Service Design Show, we help you to stay one step ahead by talking to the people that are shaping the service design field. We talk about the current state of the industry, exciting new developments and the challenges up ahead. My guest in this episode is Luiz Alt. Luiz is the founder of LiveWork in Brazil. He's a writer of a book called Design Thinking in Brazil and he's also a teacher at several universities. We'll talk about several topics in this episode. One of them includes the future of services, we'll touch up on service culture in Brazil and we'll also discuss the relationship between organizations and customers. If you want to fast forward to one of these topics, check out the episode guide in the description or just stick around and watch the whole episode. Welcome to the show, Luiz. Thank you. Good morning for you because it's morning in Brazil, right? Yeah, it's 8 a.m. in the morning. And I'm in a grey U-Track, grey rainy U-Track, but there has to be some difference. Luiz, could you tell me, I'm really curious, what is your very first memory of service design? Alright, so it's not that long ago. I was watching some of the previous episodes and we've got some guys that are here for quite a long time. I remember it was in 2008. I was doing a master in design management in Barcelona and my objective over there was to understand how the design culture could be more instilled inside organizations and midway the course, I had a workshop with Kail Thompson from Engine, actually. He's now at Zeba in Portland and it caught a very strong impression on me because being a product designer and an industrial engineer, I thought it was the perfect way to merge both disciplines. And I started to get very interested in the topic. So I went on to investigate a little bit more about it and found out that there would be this conference, the first one in Amsterdam actually, about service design and I decided to go there and met a lot of people and my mind was set up that I should work in it and not with product design, that was what I was doing before in managing design. The conference was really a tipping point, I guess, for a lot of people in service design. A lot of people are still around that were there back in 2008. Yes, it was very good because there was a sense of community and you could see how the market was and a lot of projects were being made and I think that was kind of inspiring. So I decided to work in this area. But being in 2008, a hard time in Europe, I think that the best option at that time was to come back to Brazil and do something. So fortunately, I'm not sure if fortunately, but there was no one doing this here in Brazil, so I couldn't ask for a job and I had to come up with my own company, my own practice, so that's what I did and later on we became leave work. Are you coming back to Amsterdam for the upcoming conference? Yes, I want to. I'm not sure if it's going to be possible because we are doing plenty of projects right now, we were discussing a little bit about it before starting recording and it's in a difficult time of the year, the conference, so every year when I think about going, it's this tough decision to make, but I'm leaning towards going, yes, for sure. Alright, maybe we'll do a sequel to this episode then. Luis, we are quite a few episodes in, but I can imagine people haven't seen a previous episode yet, so let's explain the format, how it works really quickly. I have some topics printed on cards here and you have different cards printed at your place, right? So I'll pick one of the topics, you'll pick a question starter and we'll go on from there to answer that question. Alright, I'll start with the question that interests me the most because there is a reason, of course, why I asked you and the reason is I've talked to a lot of people from Europe, from the US, also from Australia already, but I haven't talked to anyone from Latin America or Brazil in this case, so I'm really curious if you can make a question that starts, it goes into this topic, service culture in Brazil. Alright, so... Okay. What is the question? How can we make the service culture better in Brazil? So maybe that's something that's been in my mind for quite a long time and I've been studying a lot, you know, being here in Brazil with a language barrier, I always wonder if I should be more... We use our time, we have to choose how we use our time, right? So I wonder a lot if I should be talking more about Brazil internationally and write and speak in English or if I should concentrate in my market and really develop a culture of design, service design, design thinking and services here in Brazil because many of Brazilians, they don't speak English. So if I write in English, I'm making a decision to talk to people from the outside. And I think it's more noble, let's say, to concentrate on getting things better here in our market and being live work at global brands, the international work is already being done, right? So... And that's why I've been... Could you start off... What do you mean with service culture? What is your idea about service culture? So, yeah, I travel a lot and when we go to Europe, for instance, the way people treat each other while in a service, let's say a restaurant or a museum or when you want to make a telecommunications plan with a contract, right? The service tends to be in a certain way and in the U.S. it's very different and if you go to Asia, it's completely different, you know? And Brazil has its own culture. So I chose this topic because I've been really digging this... digging this part, this aspect of, okay, how are we fit to serve here in Brazil? What are our qualities and what are the things that we should try to improve? What have you found so far? Because this is really interesting. I have found that we have some bad qualities and good qualities and I would like to share four of which, maybe. We have... And this is, of course, a generalization so it's hard to affirm that, okay, everybody is like this. No, that's not the case. But we see that very often here in Brazil. So, for instance, there's a project with work, you know, people think that they have to work. So it's not something... It's kind of an obligation. So it's not... People wake up in Monday morning and they are normally not happy, you know? And that's something that gets in the way, in my opinion, especially if you're going to deal with people. Also, people are task-driven, I would say, and not purpose-driven. So if you ask them to do something and they see themselves in a different situation, that they could have helped, but it's not what they've been asked for, you know? They simply don't do it. And I'm saying I'm talking about the day-to-day services. I'm not talking about those very luxury services or anything like this because we also have good services. And we have also this MWP culture, like minimum work possible. You tend to do the least possible, you know? It's kind of the sum of the previous ones if you think about it, you know? But that's something that happens a lot. People...  And that's not where you want to be in terms of providing services. But I recognize these kind of aspects in a lot of services, right? Do you feel this is more strongly in Brazil? Yeah, that's a good question. So I'm trying to decode the way we behave. And a lot of anthropologists and people that try to study those behaviors, they do that by comparison. I'm not in that phase yet. I'm just making a study on, okay, how we are as Brazilians and what kind of things that kind of manifest themselves here. So I'm still not comparing on how much different we are from the rest. But those are things that I don't like. There's also another one that's very particular here in Brazil, is that people don't perceive rules as something that are well-made, let's say. So they tend to disrespect them. And that's something that you can see a lot and we have lots of corruption cases and things that it's not ideally to talk about, but it's something that unfortunately happens. So we have to... And sometimes there's no social punishment for those kind of things.  And the guy says, hey, you know, I did it faster. And people tend to think that this is a good thing. It's changing, but it's still there in the culture, you know? So those things, I'm not glad with those things and I would like to make them better. But we have great things as well. So that's of course also interesting. What do you think are the inherent things that the Brazilians have to actually become the best service providers in the world? Okay, so I think that we are great hosts. We can entertain people a lot. We like to welcome people in our country, you know? And we make a lot of effort to do so, you know? So it's in our nature. And well, the World Cup was a success in spite of our scores, you know? But in terms of how we received people and welcomed people, it was spectacular.  And I think even though the whole structure is not the best, people tend to make things work because of how great hosts they can be. So the challenge is to actually create a structure or an environment or context where these qualities can thrive? Exactly. And there are lots of different ones. Like we are good at remixing and we know how to deal with diversity very well. And we tend to use this diversity to make new things. And that great example is Bossanova, you know? It's the mix of samba. That's our own rhythm with jazz music from the US. And this happens in a lot of different contexts. So I think we are in a good position to do great things in terms of services. Interesting. What would be the Bossanova of service design coming from Brazil? It will happen probably, right? Yeah. Well, I'm not sure what will happen with the services in the future. That's another topic that I chose. I don't want to get ahead of ourselves. But there are so many things changing right now and the information that's so spread and so available right now. And this creates lots of different scenarios for services. So I'm not sure if we are going to be more localized or more globalized in terms of how the experiences will spread around the world. As you've already hinted upon this, let's just go ahead and touch upon the second topic. And this is like you hinted at the future of services. Is there a question starter that goes along with this one? Yeah. All right. So who are maybe? Who are the next great service providers? Who are the ones that will be the best ones in the service context? And that's something that I've... I chose this topic and this is a very challenging topic because I don't have great questions, great answers. I maybe have some good questions. Because everything, the startups movements, the artificial intelligence, there are lots of things happening right now that are changing drastically the way we interact with companies. So I don't know, let's say if we are going to interact with lots of companies or if we are going to interact with a specific avatar or a system. So let me ask a question a bit differently. What are the developments that are... Did you find the most exciting, the most interesting, the most inspiring? Well, I think that when we look back a couple of decades from now to this moment to this past 10 or 20 years, we'll see that a lot of things happen, you know, happened. The information that's spread and available, that's making companies, that's forcing companies to be more transparent, you know, this collaborative movement that the transparency is kind of enabling. We are seeing things that as the world grew and the population grew, we tend to be more separated from each other and kind of suspicious. And because of this, there are so many information and we can kind of trust each other because of this transparency. So we see business like Airbnb that we welcome people that we never met into our homes. We share rides with other people using UberPool or relay rides and those kind of services. So everything is changing in that sense. That's making kind of a go back to the ancient times when people used to be closer. Even though the technology, some people say that separates people. But in this sense, it's kind of making them have better relationships. That's something that's happening, but there are other things like artificial intelligence, the voice recognition and there are many other things like those screens that are everywhere.  So there are so many things that are happening and this kind of potential to change everything in the services and the way we know them. Do you think the service design community is ready for this? Because I haven't heard a lot of people talk about artificial intelligence and voice recognition, these topics that you just mentioned. For me, I've seen people in service design are just really busy doing good design research and making good customer journeys and getting people to act upon them. What is your experience so far? I think that design research will remain and it will still be very important because we still have to come up with solutions for the people. We design for the people, but we have new ingredients that we can use. It's all about building repertoire. It's about seeing what's around and what you can use in your favor to come up with the best possible experience. I think service designers, we tend to focus a lot on creating great experiences for people but many of those service designers that are working on customer journeys forget that it's all about the organization as well because if it's not good for the organization, then it won't exist at all. So knowing everything in those technologies and what we are able to do right now just makes things more interesting. I think we'll see, I'm really curious if we'll see different people entering the service design field people that are coming more from a technology background and feeding these ingredients in. I think everything is going to the same place. As we are seeing a movement from business consultancies and strategy consultancies and they are starting to talk more about everything that we do. I think we'll see also people from tech coming to this region as well because this is the more, I don't know what the best word is, the more humane way to come up with solutions that are good for everyone. And support is also something very important. In one of the previous episodes with Erik Roskam Abing he was telling that even his accountant was embracing the design thinking and service design way of working and that's probably hopefully where it's heading. Yeah, I think this kind of collaboration, empathy and experimentation values they should be taught at school. Because it's something that everyone can use for their own advantage to make things better, no matter what they are doing. So let's move on to the third topic that I have here in front of me and I just have the word relationships. Really curious what you'll make out of this one. Okay, so what if we thought of relationships with companies as with humans and that's something that's been interesting me a lot as well because we tend to separate both. We don't make those relations. And I was writing a new book and I was trying to come up with, it's hard to, it's not a formula, I hate formulas you know, but I was trying to come up with an understanding of how relationships work and to try to mirror them in terms of how relationships between people work and how relationships with companies. So we know the classic journey from the discovery awareness until after abandonment they return to the company. But I was trying to make a zoom out on this and I got to three different aspects. I would say that from attraction to retention. And the first one is cover. So cover like the physical aspect maybe and not only if the person is beautiful but how she's dressed and the way she moves you know and the people that is around her. That's very important. Let's say we are single, single again and we are in a party and we see someone and we tend to take a lot of conclusions just by looking at those people you know and the same thing happens in business. So I'm a tourist or let's say I move to Amsterdam and when I get there I need a mobile contract you know I need to talk to people so I'll look at the stores I'll see how they look like and from that I'll make some conclusions. It's not that I'm going to choose based on that but I will start to understand or notice which companies have a better service and are more expensive etc. So that's the first one. And then after the cover there is content so content is what the business or what the people stand for so what does this person thinks about politics and culture and does she like to see movies and go to music concerts so it's more about the values and what she stands for and maybe that's the business model in the case of a business so how much does this business charge and what does this business offer so that's the content and people tend to consider only those two things cover and content but there is also one important and maybe the most important thing that is the coexistence after we move together what happens after we move together when we start dating everything is fabulous everything works perfectly but after we wake up on the side of each other things start to get real and that's what we should take more care of in my opinion so that's coexistence. And I guess that's the part where there is a lot of criticism about service service providers that they spend a lot of time and money attracting new customers and then once you become the customer nobody cares about you and I think that's a great argument for us to use in terms of being service designers we can help a lot with that and the case for making clients stay versus gaining new clients that's already... it's common sense people already know this so we can show them the way and how we can do that how we can make the coexistence better and there is a lot of challenges in this sense because companies tend to look at current clients and what they ask for as expenses as costs and not as investments while we are investing in advertising and we should rethink this we should try to improve the relationships we have some examples that are really inspiring to you related to this topic Well, I have more bad examples than good ones I would say because it's very easy to spot horrible experiences and sometimes when we decide to sleep a little later on a Saturday morning and the company calls us to offer something that we already have from another company and they try to convince us that it's better so that's an investment on attraction and not on retention and the classic one is when you say that you want to leave and then they offer you a better deal and that happens a lot in many sectors so why is that? It also happens in human relationships I guess when you say you want to leave you get a better deal but it also happens in human relationships if the guy wants you to stay then it would be like I can make it better but why do we only stop and try to be better when people threaten to leave and why do we offer the best deals to people that are not in the best situation why can't we think of ways to be better to people that are nice to us as well so companies should try to think of ways to do that and I don't have the questions I think it's a case-based for every sector and for every company there there must be a way to do so Right, we're moving on Luis this is really a super interesting topic that I hope we learn more about so I've said in the introduction that you're also a teacher and you probably get this question a lot and when people approach you and say Luis, listen, I want to get into service design what is your most important tip for them? Well, it depends who's asking I would say because it is someone from business, I think there are three important elements when we come up with a service there is how to do it and that's more about the design thing and collaboration and empathy and how to connect to people and understand their needs and etc so if people have this already in their backpack I won't say them to do that but that's something that's very important and there's also the repertoire that I mentioned so to understand what's around and how companies are structured and how to propose things so the repertoire comes in two main aspects in my opinion so there's the technology part of it and how channels and touch points they can work together and in terms of business as well so what kind of results am I aiming for and what is possible for a business to do and what isn't and what is a good result for a business so I think there is a gap that people have to fulfill before being able to do great projects in that terms and then they can specialize themselves if you like to summarize that gap what is that gap? it depends some designers they can have a gap in business or in technology some people from computer science can have this application design and I would say that's very important and also to start doing because I see a lot of people that are taking a course and then reading a book and then researching papers and then taking another course and they don't ever feel that they are ready but you have to start doing and do a project for your uncle or for your grandfather and something like this and then you get how things work because first when I interview people one of the first things that I ask them is what's their story in terms of projects what have they done I want to know what they are capable of like Lauren Curry said in one of the previous episodes start by redesigning a service that makes you angry that's a good option Luis this is your opportunity to ask a question to the people who are listening and watching this episode Alright I think that one of since we are probably being watched by a community of service designers my question would be if they are aware of the impact that they are having on the world around us with every little decision that we make because it's very easy to think that we are no, what we are doing is very little and it's just something minor even if it's for a big company but it shouldn't be like that we are all influencing people on how to work on how to establish relationships and the outcome of our work is very noble we really get to design a better world a few people get to say that and as service designers we get to say that so I think that people should be more aware of the impact that they are having even if they are doing a very small project for their own home Alright, we'll leave it at that question are you aware of the impact that you are actually making in the world Luis, time has flown by as always in these episodes so that leaves me with one more thing and that is to thank you for your time it's nice to have a look in the Brazil culture, service culture so thanks Thank you very much for the invitation it was a pleasure and it really flew by the time, yes Oh, bye bye Bye bye, thank you So what are your thoughts about the topics I've just discussed with Luis Do you see any similarities between the relationships we have with organizations and with people? Let us know down below in the comments With the service design show we help you to stay one step ahead by talking to the people that are actually shaping the service design field If you enjoyed this episode and like to see more interviews with service design pioneers subscribe to the channel and check out some of the best episodes For now, thanks for watching and see you next time


So I went on a date yesterday. We went to this place called Dobre Tea House in Burlington, Vermont, which is definitely worth checking out if you're ever in Burlington. But the reason I suggested we go out for tea instead of dinner, drinks, or ice cream or anything like that is because I'm cutting right now. I'm trying to lose those last three to four pounds to reach my goal and get down to 10% body fat. And it's just kind of a sprint to the finish right now and I have to cut out sugar, alcohol, dessert, pizza, you know, all the good stuff. Of course I didn't tell her that. I just said, hey, let's meet up for tea. Can you imagine how douchey that would have sounded? Yeah, I'm cutting right now.  Anyway, so we meet up, we order our tea and then she sees it, the baklava. And if you don't have a passion for Mediterranean cuisine or you're just from a different planet and you've never heard of baklava, baklava is a pastry dessert consisting of delightfully flaky, buttery layered pastry filled with a soulwarming mixture of chopnuts and honey for an almost religious experience. Anyway, so she sees the baklava and of course she goes, oh my God, baklava, but she doesn't order it. She just orders her tea. She knows she wants the baklava. I know she wants the baklava. She knows that I know she wants the baklava and she knows that I know she wants me to order the baklava so that she can have it. Why women do this? I'll never understand, but I do know the rules. So I order my tea and can we please have the baklava too? Why am I telling you all this? Here's why. When people are trying to lose weight, they always think to themselves, I can't have that burger, I can't have that pizza, I definitely can't have that baklava. They think that eating these specific foods are gonna make them gain weight. I say, ah, wrong answer. That's not true. It's not the bad food, be it a burger, a dessert, ice cream, pizza, whatever by itself that's making people gain weight.  So my method for losing weight and getting lean is super simple. I track my calories. I use a Google Sheets spreadsheet to track every single thing that I eat. And I promise it's not nearly as hard as people think it is. It's actually really easy and it doesn't take that long to get used to. So based on my basal metabolic rate, what my goal is, how much weight I wanna lose per week and my activity level, I have a calorie allowance for each day. For me right now, that's about 1,900 calories. But it's only this low because I'm already pretty lean. And there just isn't really any wiggle room anymore. Like I said, it's a sprint to the finish. But when I started cutting weight, my allowance was like around 2,200 calories. And of course it would go up if I was really active for the day. But anyway, the point is one small piece of baklava has only like 300 calories in it. Yeah, it's processed sugar. Yeah, it's like simple carbohydrates and it's not great for you. But at the end of the day, it's 300 calories. So it's really just not a big deal in the grand scheme of things.  But just one piece of baklava is not gonna make a difference in my overall diet if I'm doing everything else right. And this is actually my report from that day that I'm talking about when I had the baklava and the ice cream and all that stuff. This is what I actually ate that whole day plus all my activity, tracked right here so you can see it. And as you can see, I obviously went way over my allowance that day. And it's okay, it's not the end of the world but of course, if it keeps happening, you're never gonna reach your goals. But that day, it definitely happened. So the point is, it wasn't the baklava that was the problem. And it also wasn't the entire pint of halo top ice cream I ate on my way home from the date because it didn't go very well and I was kind of depressed. It wasn't even the three cereal bars I ate that morning or really any of those things by themselves. It was the combination of all of that in the same day that made me go over my allowance. It was the fact that I had baklava and ice cream on the same day that I already had a bunch of high calorie foods like three cereal bars and Parmesan chips and some other stuff. So I guess the lesson here is if you're going out for dinner and you know that the place you're going has that pizza that you just love or that dessert that makes you feel like you've reached nirvana and everything's okay with the world just for that moment that you're eating it, you can have those things but try to plan ahead. Maybe skip breakfast or have a really light breakfast. Maybe skip lunch or have like a big salad with a bunch of vegetables but very light dressing and not a whole lot of toppings have that for lunch. Plan ahead. So that way when you go out for that dinner you still have a thousand 1500 maybe even 2000 calories left in your allowance and then you can basically have whatever you want and not feel bad about it. So it's not the baklava. Eat the baklava. You can have the baklava.


It's amazing to be a part of this men's ministry and it's amazing to be a part of this day And I welcome everybody who's here today. What a blessing it is to see so many people out here You know what the amazing thing is is that as pastor David was mentioning society has really dumbed us down as men and The theme of our conference is to walk worthy You know, we look at TV commercials and we're too dumb to buy a house. We look at TV commercials were too dumb to buy a car We're not even mentioned as a spiritual leadership in our in our families anymore because Society has just dumbed us down But to see all the men here today who have decided to walk worthy and even the men that gave their lives to Christ today Is a testament that God is still at work in the heart of men and that's the amazing thing So as pastor David mentioned my name is John Matta one of the staff ministers here I tell pastor David he really lowered his standards higher than me The connection I have with pastor David goes quite a few years back When I was six years old, he had a home Bible study at my parents house And I was only six years old and so they had my parents there and and he had some people there And you know what the cool thing about that today is that in our living room today I have a mask off where pastor David used to sit like a crime scene And I have candles all around it And I charge brothers and sisters to come five bucks to come check it out And that's how my wife and I are able to go get yogurt or dessert after dinner But we have a history and it's amazing to see and I don't remember too much But it's amazing to see what God had started to work then and to look what he has done now And to have conferences for men to come to walk worthy And so what a blessing it is another thing It's cool is is my daughter is this about the same age as When pastor David met me and then now I'm full circle. I'm here and I'm here sharing with you guys And so that's an amazing thing And and it's always good to look back to see what God is doing here today You know, I was raised in a Christian home. I had parents that did a great job raising me I had parents that loved me I had parents that showed me the ways of Christ and they showed their way through Christ through how they loved me and All through my high school years. I was really active with my church at that time But then I went away to college or to school and That's where things really started getting a little weird for me. I fell in love with the world You know in 2nd Timothy and 2nd Timothy chapter 4 verse 10 Paul describes Demas is forsaking him For the love of the world and I too fell in love with the world And looking at this looking from it at from this point now seeing the heartbreak and and the devastation that caused my family my parents And so what I like to do is just share a little bit about that time, but I want to Take the time and parallel it to the prodigal son and Luke chapter in 15 Because it was a relation that I can have with the prodigal son Because with my parents providing such love for me and raising me in such a good way that I demanded my way or the highway and I went the way of the world. I Begin to live my life as wasteful living as it says in Luke chapter 15 13 Where it says in not many days later the younger son gathered all together journeyed to a far country and There wasted his possessions with wasteful living and That was me. I Begin drinking. I Begin having carnal relationships. I Begin abusing drugs and Before you knew it. I was a slave to methamphetamine Any way or any way you can use I was using Any way you can get high I was doing and it controlled my life for many years It controlled my life where and everywhere possible where I was a slave to this drug It's amazing to think back What we would do I know some of us in here have the same testimony probably even bigger But what we would do for that drug And so my challenge is to you guys is what are we doing instead? Are you using the same? Drive that we had to use drugs to serve Jesus to serve our families to serve our children Do we have that same desire? Because we know all know that that lifestyle leaves nothing but brokenness and destruction We know what it does. It's chews us up and spits us out Nobody wanted me around. I was a thief When I would go to people's houses, I wouldn't the first thing I would look for is what can I steal? I needed to support my habit. I Needed to do whatever I could to do what I ever had to do in order for me to be where I needed to be I Would steal I stole from my parents. I Stole from my sister. I stole from family members. I was in a deep famine Spiritual famine in my life, you know looking back to the prodigal son It says when he spent all there when he had spent all there was arose a severe famine in the land And he began to be in want Then he went and joined himself to a citizen of that country and sent him into the fields to feed the swine You know, I went from this place where I was raised in the home and now he became a citizen of this lifestyle a Citizen of brokenness a citizen of destruction severed relationships. Nobody wanted me around.  I'm giving the G rated version I told Pastor David that I was gonna give a bragemony instead of a testimony That the fish was gonna go from this big to that big But then I wouldn't have a job on Monday morning. So but anyone who's here knows The lifestyle that's involved when you become a slave to anything and this was an ongoing cycle It was something I've I would get in I would get clean. I would fall out I would get clean I would fall out and it just seemed like Lord. I need your I need your I need your power. I Begin using drugs intravenously And it was even a point where I was even getting high anymore is just to maintain and it was a It was just bondage. It was horrible.  I could easily picked up three to five years easily easily for the charges that were charged against me I had decided in my mind that that what I'm gonna do is if I'm gonna go that to jail May as well just go make a name for myself So I had remember I got taken in it was overnight. I Got got up the morning didn't eat breakfast and by dinner time I wanted to find out who was the one kind of running the place in there because I just wanted to get my food Train crack them over the head and just start making a name for myself If I'm gonna do this time, I might as well go for it But something miraculously happened. I was released the next morning For the charges that I was charged to be released the next morning was a hand of the Lord This is all happened last week you guys, so please forgive me I began to feel the Holy Spirit tugging at me. I've been lit believe started listening to Christian radio. I started listening to K wave I started reading the Bible a little bit. I felt this tugging and That was the time my parents were really praying for me The family members that are I know that are watching right now were praying for me And in verse 17 where when the prodigal son says he came to a point of realization like hey in my father's house I can go there and I can at least be a servant. I Was like if I get back to the Lord, I know he will give me the strength to become clean If I just get to church Getting out of jail I knew I had to do the right thing. I knew this was time That my time was running out with God's grace and that I had to do something or I would be too far out For me to even come back The church I was attending at that time I would I would come to church. I would backslide. I would come to church I would backslide and Things weren't working for me and I was getting frustrated in and one day my dad said to me Hey, why don't you go to pastor David's church? I was like yes So I started coming You know what the amazing thing is you guys It's 11 years to this date June 7th June 2nd 2007. I was one of these men who came and surrendered her life to Christ It was one of those messages that pastor gave David gave and it just really struck me to the core Where the Holy Spirit really started working and saying I need to do a work in you and I came forward and rededicated my life that day 11 years today and Now I'm honored to be on staff Who would have ever thought? Jesus did my challenge. It was the it was the and my challenge for you is to get involved It was the ministry of lion tamers. It was the ministry of of being around men It was the men's ministry the lion tamers ministry sitting under pastor David Or is what gave me the tools? That I needed that Jesus within is in his awesome power is able to restore and so I want to encourage you guys to get involved with With our men's ministry to get involved with the different things that God has provided I had some slides here my for some reason not coming up, but we have We have men small groups We have softball We have a weekly breakfast that we get together and do as men We have man-to-man on a quarterly basis We have all these different things for men to come together as iron sharpens iron because you notice as raw was saying we need each other We need each other and Men and God has called you guys to be men of God To be men of your home To be men of your families to be men of your children to be the priest in your home God has called you. I Thank you for allowing me to share this time You know it it says here at the end of As the father is talking to the son It says bring the fatted calf here and kill it for and let us see for this with my son was dead And as alive again, he was lost and is found and they began to be married God wants to do a work in all of your lives This is just one story of the transformational power that God has done throughout this whole church and God is going to continue to do a work in all of your lives So when everybody to stand up and I want you to repeat I want us to all recite in unison one scripture second Corinthians 5 17 you guys ready if any man's in Christ He's a new creation Old things have passed away Behold all things become new. That's a promise. Amen. You guys. Thank you.


So we're now going to take a look at the hydrostatic pressure distribution in a liquid and if you recall we derived the equation from the force within a fluid that we did some simplification and we came up with this integral where we said that we would assume the gravity scalar value is a constant. That was the equation that we came up with. Now g we will pull out of the integral so we'll be okay there. Now with the liquid density is usually a more or less constant incompressible. So what we'll do is we will pull density out as well. So when we're dealing with the liquid we can treat the liquid as being incompressible and with that we assume a constant density and what we're left with is p2 minus p1 is equal to minus rho g integral from 1 to 2 dz. That then simplifies just down to z2 minus c1. So that becomes the equation. Now we can rearrange that. z1 minus z2 is p2 over rho g minus p1 over rho g. So with this equation what does that tell us? If you know p1 at z1 you can determine or can solve for p2 at z2. So that is something that we'll use quite often when we look at things such as manometers. A couple of other things we can see here. Rho g appears quite often in the equations. Rho g is specific weight and in fluid mechanics we sometimes will give that gamma. That's what we show it as. Don't confuse that. It's not gamma cp over cv which you find in thermodynamics. Quite often the cp over cv in fluid mechanics we use a little k for that. The ratio of specific heats. Another thing that we see. We see the p over rho g. Let me write that on the other side. We see p over rho g. That is sometimes referred to as being head or pressure head. And so you'll hear people talk about head loss and head and stuff like that. That comes from hydraulics. The field of hydraulics. But p over rho g is the term that we use there. So that is the equation that we can use to solve for the pressure distribution in a liquid.