Fundraising news, ideas and inspiration for professional charity fundraisers

Howard Lake

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Viewing 18 posts - 221 through 238 (of 238 total)
  • 20 July 2006 at 1:00 pm #10128

    Dear I don’t want to donate to a middleman

    Were you endorsing Adrian Melrose’s comment on his Giving Matters blog or just letting us know that he was disagreeing with Ian’s views?

    It’s just by choosing that username it might confuse readers into thinking you were criticising Giving Matters as a “middleman”.

    21 June 2006 at 4:07 pm #10243

    I’m very pleased to hear that CAF is embarking on this research. It is long overdue in the sector. UK Fundraising has long featured whatever anecdotal evidence it can uncover for online fundraising successes (or otherwise) but there’s been little decent research that would offer something approaching a benchmark for other charities to aim for.

    I’ll certainly feature the results on UK Fundraising, and would encourage organisations to contribute to the research.

    I’m glad to see it is research into new media, rather than just web and email. So I trust CAF will be looking at SMS and digital TV etc?

    Hoping this conversation helps to keep you distracted…

    5 June 2006 at 12:02 pm #8569

    I’ve just telephoned, part of, on 020 8509 0345 and they answered straight away and confirmed that the service is still running.

    12 May 2006 at 11:30 am #10576

    A spokeswoman for PETA (People for the Ethical Treatment of Animals) commented on this prize: “The Royal Family are clearly out of touch with the compassionate majority if they equate murder with giving”.

    Howard Lake

    27 April 2006 at 12:08 pm #10110

    So, TurnerPR eh? I’d never have guessed.

    1 April 2006 at 9:52 am #10218

    Good idea, John, let’s avoid duplication. Maybe Sarah”s list could focus on fundraising-related blogs, whether specifically fundraising-related or which have a fundraising impact?

    Incidentally I started a thread on the UK Fundraising Forum asking for suggestions for fundraising-related blogs back in November 2005, so Sarah’s welcome to use those listed there.

    14 March 2006 at 11:29 am #10210

    I’ve been visiting your charityblog and, credit where it is due, it is one of the blogs that made me realise that blogs could prove a useful addition to UK Fundraising, especially with distinctive voices such as Sarah’s. So, thank you.Howard Lake

    10 March 2006 at 10:29 am #10208

    Perhaps also when someone with (commercial?) new media experience becomes a director of fundraising. Current directors of fundraising will all have some other silo expertise – direct marketing, big gift, events etc – but I’d be surprised if any have new media experience, beyond assuming that responsibility in their current fundraising role (or having it thrust upon them-).

    30 January 2006 at 2:55 pm #8246

    I met with Kintera representatives this time last year and was certainly very impressed with the product demonstration from an online fundraising/donor communications point of view. It was refreshing to see an agency with answers to all the questions I posed at the meeting.

    However, I’ve not used it with a client.

    I’d check with them whether there is a UK version of their system available and in use, since they don’t currently have a UK office (I believe).

    There’s also an ex-Kintera staffer on this forum who might have more detailed advice.

    17 February 2004 at 3:58 pm #5019

    Used stamps has come up on the forum a few times in the past so, in case you haven’t spotted it, have a look at

    for my thoughts based on eight years’ experience of trying to raise funds from them.

    To make the best money out of them you need someone to sort them beforehand, and that someone should be both a volunteer and a stamp expert or enthusiast. They can then advise you on which stamps are more valuable and should be sold separately and those which should simply be bagged up and sold by the sack/kilo. It is usually a bulk sale.

    Otherwise if you just drop them off at a stamp dealer’s shop you almost certainly won’t get as much for them as you might. Things like how much paper has been left around the stamps will affect the value of your stamps – no-one wants to pay for an abundance of used envelope. In general I’d say if you can’t recruit a good volunteer for this activity, then move into selling foreign coins/notes – you get more for them than stamps on average – and just donate the stamps to one of the charities like Oxfam that has a reputable and experienced donated stamps set-up.

    12 February 2004 at 10:40 pm #4926

    Date: Fri, 24 Mar 2000 12:56:54 GMT
    From: Howard Lake, FundUK list manager

    Following the message from the UIA Charitable Foundation this morning, you can now read UK Fundraising’s report on the Foundation, including its funding objects and background, together with full contact details.

    Find out more from UK Fundraising at

    It’s the top story at the moment.

    Howard Lake
    List manager of FundUK, for discussion of fundraising in the UK
    Fundraising UK Ltd
    +44 (0)181 640 5233
    FundUK is kindly supported by Direct Connection
    FundUK details

    17 January 2004 at 12:49 am #4608

    Date: Thu, 05 Aug 1999 14:37:19 +0100
    From: FundUK List Manager

    At 10:43 05/08/99 +0100, Laura Brown

    >I wonder if anyone can help…we have an evergrowing collection of used
    >stamps that our members are kindly sending us. Does anyone know how we can
    >raise funds from these?

    There are two options. First, find another volunteer who can handle the stamps. They should of course have experience in stamp dealing and should be able to handle the deliveries, storage and sales. Try asking via your

    Ideally the stamps should be sent to their house/office: stamps have an amazing ability to start filling up valuable charity office space, as I found out whilst using them to generate income at Amnesty International UK. Donated goods sent to an individual or other company’s address of course requires both trust and a contract to ensure all income due is received by the charity.

    Secondly, you can sell the stamps, either unsorted or sorted (for the latter, you’ll need a volunteer of course), to a commercial stamps organisation. There are several listed at

    Some general tips derived from around 8 years of trying to raise funds from stamps and other collectibles:

    1. Think seriously about whether it’s a good use of your time!

    2. Coins are more valuable than stamps.

    3. Foreign stamps are more valuable than UK stamps (in general)

    4. You need expert advice on sorting and selling stamps to the right dealer.

    5. Raising funds from stamps must be a volunteer task in terms of the income generated.

    Howard Lake
    List manager of FundUK, for discussion of fundraising in the UK
    Fundraising UK Ltd
    FundUK is kindly supported by Direct Connection
    FundUK details [URL deleted]

    10 November 1997 at 2:23 pm #3810

    Date: Mon, 10 Nov 1997 15:23:43 +0000
    From: FundUK List Manager

    Dear FundUK subscribers

    I left you with Bernard Ross taking over from Tony Elischer at the closing plenary session.

    Bernard wanted change too. But he wanted to help us realise that it *was* possible, and that we could do it ourselves. Of course Tony’s ideas were fabulous in theory, but we could all think of lots of reasons why they wouldn’t work in our office – our situation was different and there were too many obstacles. Bernard would have none of that.

    In an equally impassioned speech, we heard of his amazement at the quality of customer service he received at the Bombay Bicycle, a curry house he frequents. When he rang up to place a home delivery order he asked for some dishes and was promptly surprised to hear the manager tell him that that wasn’t really what he wanted. What he really wanted was a Chicken dansak, onion bhagee and keema nan. Bernard was astonished. Yes, that *was* what he wanted, come to think of it. But how did they know? Simple, came the reply. That’s what you always order. It was all on their database. They had recognised the telephone number on the caller display when Bernard called them, and then brought up his details on screen. Bernard’s predictable tastes in curry dishes were evident from his past history of orders.

    Bernard asked about the computer system. It had been expensive, came the reply. They had had to spend 1,000 pounds on a new computer and software. But they had found that it worked and had helped improve their business. Bernard pointed out that curry houses must run on one of the tightest margins for a business. Yet they could still invest in a computer and deliver seamless personal service to their customers. He looked at us and the implication was clear: if they can do it then you certainly can.

    This was not a plug for computer/telephony integration as the salvation for fundraisers. It was more of a polite warning. This kind of customer service is possible, relatively cheap, and if you don’t offer something as good or better, then customers/donors might well go to the curry house/charity down the road.

    So, then we came to change. Bernard wanted to show that it was possible. He got us all to stand up. We then had to turn to our neighbour and stare at them for 30 seconds, taking in as much of their appearance as possible. We then turned away and all had to change three things about our appearance. Turning back to our neighbour we had to work out what had changed. That was all quite easy – top button undone, one jacket arm rolled up, conference badge turned back to front. Then Bernard told us to change five things about ourselves. Which was a little more difficult – it looked like we were going to have to take an item of clothing off. Some people removed shoes and socks, whereas a well-known British Red Cross manager decided to take off his shirt, to the amusement of all. A lot of laughter echoed around the auditorium as we tried to work out what items had changed on our neighbour.

    Was that it? No. Bernard then told us to face away from our neighbours once again. “This time I want you to change 20 things about your appearance!”. Yes, it was a joke. We could all sit down and some of us could get dressed. And the moral of the story? Yes, you can make small changes in your work and organisation, and your colleagues won’t recognise or appreciate some of them. But stick with it and they’ll get used to them, as will you. Keep changing and improving things, but on the other hand don’t try and change too much in one go, or you’ll just hit a wall!

    Bernard ended my reminding us of the call to action we had all heard just a few days before at the opening plenary. Marc Nohr’s film for Burnett Associates entitled “Agents for Change” had included an interview with Guy Stringer, Chairman Emeritus of the International Fund Raising Group. Bernard repeated his words to all the assembled delegates: “you have the unparalleled opportunity to be agents for change around the world”.

    Fired up ready to face Monday morning back at the office, we were then sent off for lunch and departure from the Workshop, but not before Tony and Bernard received a standing ovation from the delegates.


    That’s the last issue of News from the 17th IFRW. Thanks to everyone who wrote in to say how much they appreciated them. There will be one “Christmas special” with a report from another Master Class speaker who has kindly offered to summarise his Master Class for FundUK subscribers.

    I’ll also be posting a few of the photos I took at the Workshop on the UK Fundraising Web site shortly as a brief pictorial record. I’ll circulate the URL as soon as that is done.

    I hope to send a few more news reports on conferences that I attend in the future. If you attend a conference or seminar that you find useful then I’m sure members of FundUK will be grateful if you’d share some of your experiences with the list. Don’t think it has to be advanced fundraising – FundUK subscribers come from a variety of backgrounds, some new to
    fundraising, others with many more years of experience behind them than me.

    Howard Lake
    Fundraising UK Ltd
    FundUK list manager

    NB. These comments are my own and are not necessarily shared by the persons referred to or by those who organised the Workshop. To find out about the 18th International Fund Raising Workshop in October 1998 contact Rhian Bufton at

    5 November 1997 at 5:31 pm #3808

    Date: Wed, 5 Nov 1997 18:31:31 +0000
    From: FundUK List Manager

    Dear FundUK subscribers

    The 17th International Fund Raising Workshop finished over a week ago. All the delegates are now back in their offices facing the daily realities of implementing some of the ideas and innovations they picked up at the Workshop. It is hard work coming back from the high of a good conference and facing the pressing day-to-day problems of a neglected in-basket, a list of urgent calls to make, and a copy deadline that bites at the end of the day.

    Which is why the Tony and Bernard show at the end of the conference was so well-conceived. We’ve had positive and challenging (George Smith!) closing addresses from speakers at past IFRWs. This year was a little different though, as I’m sure most delegates would agree.

    We’d noticed something was happening the evening before when the conference centre’s bar was suddenly awash with black and white beer mats with the legend “ABOLISH FACTORY FUNDRAISING” stamped on them. Was this some misspelled criticism of the respected prospect research company The Factary, I wondered? Of course not: it was a Burnett Consulting’s teaser for the next day.

    All became clear the next morning. Virtually all the delegates filed into the huge rotunda for the closing plenary session. The Professional Fundraising award for the best DRTV campaign was awarded to the Multiple Sclerosis Society of South Africa. A very moving ad, it showed a woman entering a smart clothes boutique, walking unsteadily, then dropping her handbag, and having difficulty in communicating with the shop assistant. Unaware that the woman has MS, the shop assistant throws her out of the shop, while the other shoppers pretend not to notice. The shop assistant then picks up a card that has fallen from the handbag, with details of the MS Society.

    After the presentation, we heard 30 ideas in 10 minutes, all of them contributed by the speakers at the Workshop. These ranged from Harold Sumption’s idea “Holiday makers bring back unused traveller’s cheques. Ask for them. They are money they’ve written off” to Richard Radcliffe’s “For legacies remember the ‘next of kin’ are ‘next to give’ – this is called the generation game”. There was even a country-specific idea: Finlay Craig suggested “when laying the foundations of a new building, make hollow corner stones or bricks. People pay to put a good luck charm in the hollow corner stone (Sri Lankan idea)”.

    Then came the Tony and Bernard Show. Tony Elischer gave us an impassioned 30 minutes on stage arguing that we as fundraisers must “Abolish factory fundraising”. We even had membership cards on our seats so that we could sign up to this cause. But we had to earn that membership.

    Tony asked if we were planning a millenium appeal. Quite a few delegates were. Why, he asked. What is special to your charity about the changing of the date? Everyone is going to try it, so how is your charity going to stand out from the crowd?

    This was Tony’s message – too much fundraising is following predictable patterns. Fundraisers are playing safe and sticking to conservative methods of fundraising. The result? Fundraising is beginning to look the same, and donors are noticing it. Not that Burnetts were being complacent: a couple of days earlier someone at the UK country session had noted that Burnetts’ direct mail packs were easily recognisable as a Burnetts’ pack.

    All broad-brush stuff, of course, but it was designed to make delegates uncomfortable. It wasn’t, however, all negative. Tony suggested six areas for positive change. And he put a time limit on implementing these changes – “use the millenium as a marker in time to change your thinking, style and approach to fundraising”. As he said, that’s “twenty-six months and counting…”.

    “Avoid planning as a ritual rain dance” he argued. “Make it relevant and central”. And don’t get cosy: “break things before they break”. Fundraisers should engage in some self-reflection. The audience enjoyed his comment “show me a man with both feet on the ground and I’ll show you a man who can’t put on his trousers”.

    He followed that with another quote which he had to admit wasn’t his – “consistency is the last refuge of the unimaginative”.

    Change, change, change was his clarion call. Fundraisers were told to “add five differentiators to every fundraising programme, every 100 days”. (Bernard Ross was shortly to follow up on the notion of change, with amusing results).

    He concluded with a successor to the fundraising pyramid. “The fundraising pyramid isn’t dead”, he said. “It was never alive”. Instead he presented the donor wheel, which emphasised the fluctuating nature of people’s lives, their willingness and ability to give. Lifestyle, life stage, and the donor wheel were all cogs that the successful fundraiser could help mesh and turn effectively, to everyone’s advantage.

    Tony held the audience very well and was heartily applauded when he concluded by telling us to ‘recognise mass-production fundraising and stop it”.

    Bernard Ross then took the stage to complete the double act. But we didn’t realise quite what was about to happen.


    Next and final issue – honest! (I didn’t expect this one to be so full): Bernard Ross, cutting edge IT at a curry house, and fundraisers removing clothes en masse.

    Yours back in London
    Howard Lake
    Fundraising UK Ltd
    FundUK list manager

    NB. These comments are my own and are not necessarily shared by the persons referred to or by those who organised the Workshop. The International Fund Raising Group can be contacted at

    27 October 1997 at 5:00 am #3807

    Date: Mon, 27 Oct 1997 06:00:01 +0000
    From: FundUK List Manager

    Dear FundUK subscribers

    The 17th IFRW is over now and nearly 700 fundraisers and speakers have gone back to 33 countries to start to put into practice some of the tips, techniques and experiences they picked up over four days in Noordwijkerhout.

    I’ve still got a few short notes to share with those that weren’t at the Workshop. (Thanks to John Rodd for his post from the Workshop. I hope also to receive a short report from another Master Class speaker to pass on to FundUK list members).

    There were 26 how-to workshops available to delegates this year. I chose to attend Dr Judith Nichols session on “How to find and ask your best prospects”. I’d not yet had the chance to see Dr Nichols in action (nor, I regret to say, have I read one of her books) so I was pleased to get a seat at her packed 90-minute workshop.

    She began by redefining today’s major donors and outlining certain significant trends of which fundraisers needed to be aware. She discussed, for example, the move towards cumulative giving over time in contrast to one-off major gifts. She examined how different generations (from the Depression to the Baby Boom and Baby Bust generations) had different expectations and lifestyles, contrasting the civic-valued citizens of 1901-24 with the idealistic notions of the 1943-60 Baby Boomers and the resigned, reactive approach of the Baby Busters. Financial styles of these groups ranged form cautious through greedy to resigned. This was not just US-centric information: Dr Nichols had to hand the European statistics for comparison.

    Dr Nichols then contrasted the different methodologies and fulfilment expectations of the different generations. Many older people feel that charities should not waste their time communicating with them: the charity’s core work was far more important. Younger donors, however, felt that their charity should be much more responsive to their needs and requests. The difficulty faced by many fundraisers in securing donor loyalty over time from younger donors was summed up with the phrase “the only loyalty they have is to ketchup and toothpaste”.

    Dr Nichols commented that she had met fundraisers with widely varying notions of fundraising, ranging from the “tin-cup” approach of charities-that-expected-support through to what she called the “partnership school of fundraising” which adopted the “together we can make a difference” approach. In her view, “the fundraising pyramid is dead”.

    We then moved on to techniques in asking your best prospects. Good research matters alot, but so too does one’s personal appearance, behaviour, and negotiation skills. As we were all to learn to our amusement. We learned how to sit down in a chair – sit back at first to put the prospect at their ease, but then shift slightly forward to indicate you’re here to talk about an important matter. Dr Nichols had the movement off pat – we delegates took a little longer to acquire her air of practised ease. We then watched as the fundraiser asked her prospect an open question, to put them at their ease and to elicit important attitudinal information. The strategic use of three sips of water from the glass (“always accept water if you’re offered it”) meant that the prospect couldn’t give a one-word answer: they *had* to reply in more detail to avoid an embarrassing silence.

    The delegates got a chance to try out these skills, and found it much harder than it looked. Apparently we all had a lot of distracting personal gestures that would have communicated to the prospect that we were nervous, embarrassed or lacking in confidence: we needed to work on those for a start.

    Dr Nichols was right – somewhere in even the most accomplished fundraiser there is an innate dislike of asking for money. The workshop should have helped some of us at least overcome these concerns and raise some major donor pounds, to misquote one of her book titles.

    Incidentally, Dr Nichols edits New Directions in Philanthropy, published every other month starting in January 1998. She presents important research and trends affecting fundraising today, based on her large library of business magazines, books, fundraising publications, demographic surveys, public and government information. For more details contact her at

    At the beginning of this report I commented that fundraisers were even now putting into practice some of the tips, techniques and experiences they had picked up during the Workshop. Perhaps one idea for future Workshops would be to present case studies of failures. While nothing succeeds like success, failure has been one of my best tutors in fundraising. I look forward to attending a Master Class of fundraising failures at a future Workshop.

    Next issue: the Tony and Bernard Show – Abolish Factory Fundraising

    Yours back in London
    Howard Lake
    Fundraising UK Ltd
    FundUK list manager

    NB. These comments are my own and are not necessarily shared by the persons referred to or by those who organised the Workshop. The International Fund Raising Group can be contacted at

    23 October 1997 at 8:51 am #3804

    Date: Thu, 23 Oct 1997 09:51:08 +0100
    From: FundUK List Manager

    Dear FundUK subscribers

    On the last night of the conference I’m going to share just a few brief humorous comments that I’ve heard recently at the 17th International Fund Raising Workshop in Noordwijkerhout, Holland.

    David Ford of probate analysts Smee & Ford commented that delegates to his mini-course on legacy promotion had had a laughter-filled session earlier this afternoon. During the role play exercise, where one hapless legacy fundraiser had to visit a legacy prospect, the prospect was clearly deeply upset by her recent loss of Tom. Tom had been her friend and companion in her house for years, she explained. This was clearly going to need a good degree of tact if the ask was going to be successful and appropriate. However, the fundraiser fell into the well-laid trap and asked when the woman’s husband had died. Needless to say, Tom had been her pet cat. The delegates were still laughing two minutes later. OK, so maybe you had to be there for that one…

    At the same session one legacy fundraiser came up with the classic line that “in [a certain country] our ‘leave a legacy’ campaign week lasts a whole month”.

    Over supper this evening I heard once again that old chestnut from a Blackbaud Europe delegate. There are three recently deceased people waiting to enter the gates of heaven (no, this isn’t another legacy joke) and St Peter starts to address them. To the first he says, “And what would be your idea of paradise?” The first person is an accountant and he answers “50,000 pounds”. The second person is a solicitor and, to the same question, she answers “one million pounds”. The third person is a fundraiser. St Peter asks the same question: “what would be your idea of paradise?” The fundraiser replies – “the name and address of both of those two people”.

    With that, goodnight from Noodwijkerhout.

    Next issue – a report on Dr Judith Nichols’ how-to workshop – well, maybe

    Howard Lake
    Fundraising UK Ltd
    FundUK list manager

    NB. The above comments are my own and bear no resemblance, I would imagine, to the vi

    23 October 1997 at 8:50 am #3803

    Date: Thu, 23 Oct 1997 09:50:16 +0100
    From: FundUK List Manager

    Dear FundUK subscribers

    Thanks for the positive responses to the previous news report. Here’s your second report from the 17th International Fund Raising Workshop in Noordwijkerhout, Holland.

    This morning I was pleased to take part in the Internet Panel Presentation. The panel presented to an audience of at least 150 delegates on the subject of Fundraising on the Internet – the past 12 months. I began by providing an overview of the innovations attempted over the last year by a number of nonprofits, and included some actual examples of income generated.

    The increase in the number of nonprofits that had registered an .org domain name seemed to surprise a number of delegates. The variety of different fundraising activities being attempted online was listed, from the online telethon of Comic Relief to the direct e-mail appeals of a Nashville radio station. The number of fundraising consultancy and product companies that are developing Web presences has also grown considerably in the last year.

    Mike Colling, Media Director of WWAV Rapp Collins, then covered the issue of what for-profit companies were doing on the Web. The examples of Ticketmaster, Auto-by-Tel and Tesco Online demonstrated some impressive commercial applications where companies were clearly adding value to their information and services. A wide-ranging analysis of recent reports on consumer trends on the Internet helped put the development of the medium in some kind of context. As Mike admitted though, the figures he was presenting were all contradicted by many other equally impressive Internet surveys and reports.

    Returning to the nonprofit sector, Christoph Brocks, Managing Director of the Deutsches Spendeninstitut Krefeld (German Charities Institute), reported on his development of the organisation’s pioneering Web site and his establishment of secure online donation facilities for German nonprofits. The site is well worth a visit at

    Christoph explained how the site had been conceived and implemented, and reported in some detail just how the Web resource had added secure donation facilities. He had used software that was almost entirely public domain, although he had used a Netscape Fast-track Commerce Server. This would normally cost $2,500 but the software had been donated. Christoph then demonstrated how easy it was to make a donation, and delegates watched as his credit card number and personal details was rapidly delivered via encryption to his Pegasus e-mailbox for subsequent processing.

    Anyone who thought that the creation of such a 25,000 page nonprofit site must involve considerable expenditure and staff recruitment was immediately struck when Christoph pointed out that this site was run on his notebook by him alone in his spare time, together with a bit of voluntary help from his programmer friend.

    The 90-minute presentation ended with Mike reporting some interesting results from the recently-launched

    site, which arrived hot on the panelists’ table during the presentation. The site had moved on from receiving 77,000 hits in the week 27 Sept – 3 Oct to over 1 million hits in the week 10 Oct – 17 Oct. Total donations received so far since the site was launched officially on 27th September were $4,000. OK, so it’s not enough to retire on, but the UNICEF team admitted to being excited by what they were learning.

    The full text of my presentation at the panel is now available at

    For those who would like to discuss online fundraising further, I can now report exclusively (well, exclusively outside the confines of this conference centre), that a new e-mail list has been set up by the German Charities Institute and my company Fundraising UK Ltd. There are more details on “online-giving” at

    You can subscribe directly to the list on that page.

    That’s enough for now. The gala Caribbean evening is underway and it’s time to shed my speaker’s tie for a groovy t-shirt.

    Next issue – some conference humour (don’t worry – it will be short)

    Issue after that – a report (yes, the one that was meant to appear in issue #2) on Dr Judith Nichols’ how-to workshop.

    Howard Lake
    Fundraising UK Ltd
    FundUK list manager

    NB. The above comments are my own and are not necessarily shared, endorsed, or probably even known about by the venerable organisers of this conference, the International Fund Raising Group.

    7 July 1996 at 7:32 pm #3635

    Date: Sun, 7 Jul 1996 19:32:10 +0100
    From: Andrew Toogood

    On 7/7/96 15:19, in message <>, wrote:

    > Can anyone supply info re the charitable activities of the Press family or
    > their company, Ivax Corp., a pharmaceutical. The family is originally from
    > South Africa but resides most of the yr in London – or so I am told.
    > Any info re nature of philanthropies and size of grants wld be much
    > appreciated.
    > Good luck with this list.

    I have searched for info on the above, but have not been able to locate anything. Does anyone have any more information on either the family or company? This would help a great deal with the search.

    e-mail :

Viewing 18 posts - 221 through 238 (of 238 total)
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