沃特防水錨固件創(chuàng)業(yè)計(jì)劃學(xué)習(xí)教案

1、會計(jì)學(xué)1沃特防水沃特防水(fn shu)錨固件創(chuàng)業(yè)計(jì)劃錨固件創(chuàng)業(yè)計(jì)劃第一頁，共28頁。第1頁/共27頁第二頁，共28頁。第2頁/共27頁第三頁，共28頁。第3頁/共27頁第四頁，共28頁。156封投訴封投訴信信7萬多元的萬多元的維修維修(wixi)費(fèi)費(fèi)用用第4頁/共27頁第五頁，共28頁。全國每年新增建筑面積(jin zh min j)在1820億平方米，為世界之最，約為2.5個南京第5頁/共27頁第六頁，共28頁。第6頁/共27頁第七頁，共28頁。第7頁/共27頁第八頁，共28頁。產(chǎn)品類型公司數(shù)量所占百分比XPS758.30%EPS216.60%聚苯顆粒18.30%聚氨酯18.30%其他18

2、.30%總共統(tǒng)計(jì)12100%第8頁/共27頁第九頁，共28頁。55-61億套億套 第9頁/共27頁第十頁，共28頁。在外保溫錨固件市場中，大致分為高檔，中檔，低擋錨固件三個檔次在外保溫錨固件市場中，大致分為高檔，中檔，低擋錨固件三個檔次(dn c)。分別的市場占有額為。分別的市場占有額為5%,50%,45%。 第10頁/共27頁第十一頁，共28頁。中高檔住宅中高檔住宅(zhzhi)開發(fā)商，市政建開發(fā)商，市政建設(shè)設(shè)地方地方(dfng)經(jīng)銷商經(jīng)銷商外保溫施工公司外保溫施工公司沃特錨固件沃特錨固件住宅居民等廣大消費(fèi)者住宅居民等廣大消費(fèi)者第11頁/共27頁第十二頁，共28頁。我們我們(w men)的產(chǎn)

3、品定價(jià)：的產(chǎn)品定價(jià)：0.65元元/個個 中檔錨固件定價(jià)(dng ji)：0.350.45元/個矩形各系列為不同錨固件生產(chǎn)企業(yè)高檔錨固件定價(jià)：0.901.50元/個第12頁/共27頁第十三頁，共28頁。不具備不具備(jbi)防水特性防水特性沃特沃特國外品牌國外品牌慧魚，歐文斯科寧慧魚，歐文斯科寧價(jià)格價(jià)格(jig)偏貴偏貴國內(nèi)品牌國內(nèi)品牌(pn pi)利堅(jiān)美，金龍利堅(jiān)美，金龍奪取中高檔錨固件市場奪取中高檔錨固件市場第13頁/共27頁第十四頁，共28頁。第14頁/共27頁第十五頁，共28頁。SWOT分析分析12006外墻外保溫強(qiáng)制性規(guī)范外墻外保溫強(qiáng)制性規(guī)范(gufn)政策政策2.政府政策支持政府政策

4、支持3.華東地區(qū)市場巨大華東地區(qū)市場巨大4.“健康節(jié)能健康節(jié)能”觀念深入人心觀念深入人心5.市場防水錨固件缺失市場防水錨固件缺失1資金缺乏。資金缺乏。2進(jìn)入市場的時間較晚、營銷網(wǎng)絡(luò)進(jìn)入市場的時間較晚、營銷網(wǎng)絡(luò)(wnglu)尚未建立尚未建立 1.擁有擁有自主知識產(chǎn)權(quán)自主知識產(chǎn)權(quán)2007年已經(jīng)獲得年已經(jīng)獲得防水專利防水專利2.后續(xù)研發(fā)能力強(qiáng)勁，后續(xù)研發(fā)能力強(qiáng)勁，新的專利正在受理新的專利正在受理 3.技術(shù)先進(jìn)、成本較低技術(shù)先進(jìn)、成本較低4.依附大學(xué)城依附大學(xué)城，科研創(chuàng)新優(yōu)勢，科研創(chuàng)新優(yōu)勢 ，產(chǎn)學(xué)研相結(jié)合，產(chǎn)學(xué)研相結(jié)合5.投資少，見效快投資少，見效快6.節(jié)能、安裝簡易節(jié)能、安裝簡易1原有的普通錨固件占

5、居著一定市場份額原有的普通錨固件占居著一定市場份額2對對營銷人員的素質(zhì)營銷人員的素質(zhì)提出了較高的要求。提出了較高的要求。3.房地產(chǎn)商、居民消費(fèi)理念相對滯后房地產(chǎn)商、居民消費(fèi)理念相對滯后第15頁/共27頁第十六頁，共28頁。 公司市場(shchng)擴(kuò)張計(jì)劃主導(dǎo)主導(dǎo)(zhdo)蘇南、華南蘇南、華南區(qū)域區(qū)域立足南京立足南京(nn jn)，依托大學(xué)，依托大學(xué)城城 返銷國外，返銷國外，全面開花全面開花 搶占國內(nèi)搶占國內(nèi)，多元化，多元化經(jīng)營經(jīng)營 第16頁/共27頁第十七頁，共28頁。 公司(n s)管理制度總經(jīng)理總經(jīng)理銷售部銷售部分銷新產(chǎn)品（新品上市后成立）分銷新產(chǎn)品（新品上市后成立）廣告部廣告部研發(fā)部

6、研發(fā)部制造部制造部質(zhì)檢部質(zhì)檢部分銷老產(chǎn)品分銷老產(chǎn)品產(chǎn)品研發(fā)產(chǎn)品研發(fā)客戶研究客戶研究采購采購制造制造運(yùn)輸運(yùn)輸參謀職能直線第17頁/共27頁第十八頁，共28頁。第18頁/共27頁第十九頁，共28頁。第一年的盈虧平衡點(diǎn)第一年的盈虧平衡點(diǎn)銷售量銷售量10744001074400固定成本固定成本128490128490單位產(chǎn)品變動成本單位產(chǎn)品變動成本0.0420060.042006銷售單價(jià)銷售單價(jià)0.650.65單位貢獻(xiàn)毛益單位貢獻(xiàn)毛益0.6079940.607994保本銷售量保本銷售量 211334.2211334.2保本銷售額保本銷售額137367.2137367.2第二年的盈虧平衡點(diǎn)第二年的盈虧平

7、衡點(diǎn)銷售量銷售量11603521160352固定成本固定成本128490128490單位產(chǎn)品變動成本單位產(chǎn)品變動成本0.0420060.042006銷售單價(jià)銷售單價(jià)0.650.65單位貢獻(xiàn)毛益單位貢獻(xiàn)毛益0.6079940.607994保本銷售量保本銷售量211334.2211334.2保本銷售額保本銷售額137367.2137367.2第三年的盈虧平衡點(diǎn)第三年的盈虧平衡點(diǎn)銷售量銷售量12531801253180固定成本固定成本128490128490單位產(chǎn)品變動成本單位產(chǎn)品變動成本0.0420060.042006銷售單價(jià)銷售單價(jià)0.650.65單位貢獻(xiàn)毛益單位貢獻(xiàn)毛益0.6079940.60

8、7994保本銷售量保本銷售量211334.2211334.2保本銷售額保本銷售額137367.2137367.2第19頁/共27頁第二十頁，共28頁。預(yù)計(jì)損益表項(xiàng)目全年銷售收入698360減：變動成本變動生產(chǎn)成本43035.68889銷售費(fèi)用2095.08小計(jì)45130.76889貢獻(xiàn)毛益653229.2311減：固定費(fèi)用固定制造費(fèi)用2000管理費(fèi)用121050銷售費(fèi)用5440小計(jì)128490營業(yè)利潤524739.2311減：銷售稅金5710加：投資收益20000營業(yè)外收入41500減：營業(yè)外支出28000稅前利潤552529.2311減：所得稅221011.6924凈利潤331517.538

9、7第20頁/共27頁第二十一頁，共28頁。1 表示(biosh)第一年，縱軸單位均為 元33萬36萬40萬第21頁/共27頁第二十二頁，共28頁。相關(guān)指標(biāo)相關(guān)指標(biāo)(zhbio)分析：分析：貼現(xiàn)貼現(xiàn)率率原始原始投資投資額額第一期第一期第二期第二期第三期第三期內(nèi)含內(nèi)含報(bào)酬報(bào)酬率率現(xiàn)金流現(xiàn)金流量凈現(xiàn)量凈現(xiàn)值值投資投資回收回收期期5.005.00% %- -5000500000.000.00 0 244430.3244430.34 4 393907.393907.72 72 418634.418634.66 66 43.9943.99% %430199.430199.11 11 1.65 1.65 第

10、22頁/共27頁第二十三頁，共28頁。第23頁/共27頁第二十四頁，共28頁。GBUTtem現(xiàn)金流量現(xiàn)金流量凈現(xiàn)值凈現(xiàn)值現(xiàn)金流量凈現(xiàn)值為現(xiàn)金流量凈現(xiàn)值為43萬萬元元投資投資(tu z)收回期為收回期為1.65年年投資投資(tu z)回收期回收期內(nèi)含內(nèi)含(ni hn)報(bào)酬率報(bào)酬率內(nèi)含報(bào)酬率為內(nèi)含報(bào)酬率為43.99% %投資回報(bào)投資回報(bào)第24頁/共27頁第二十五頁，共28頁。GBUTtem沃的特別沃的特別(tbi)，您選擇！您選擇！沃特衷心期待沃特衷心期待(qdi)您的投您的投資！資！第25頁/共27頁第二十六頁，共28頁。H5E2B+x(u%rZoWkThQeMbJ8G4D1z-w*t!qYnV

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12、%r#oWlThQeNbJ8G5D1A-w*t$qYnVkSgPdLaI7F3C0z)v&s#pXmUiRfOcK9H5E2B+x(u%rZoWkThQeMbJ8G4D1A-w*t!qYnVjSgPdLaI6F3C0y)v&s#pXlUiRfNcK9H5E2A+x(u$rZoWkThPeMbJ7G4D1z-w&t!qYmVjSgOdL9I6F3B0y)v%s#pXlUiQfNcK8H5E2A+x*u$rZnWkThPeMaJ7G4C1z-w-w&t!pYmVjRgOdL9I6E3B0y(v%s#oXlTiQfNbK8H5D2A-x*u$qZnWkShPdMaJ7

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16、B+y(v%r#oWlTiQeNbK8G5D1A-x*t$qZnVkSgPdMaI7F4C0z)v&s!pXmUjRfOcK9H6E2B+y(u%rZoWlThQeNbJ8G4D1A-w*t$qYnVkSgPdLaI7F3C0z)v&s#pXmUiRfOcK9H5E2B+x(u%rZoWkThQeMbJ8G4D1z-w*t!qYnVjSgOdLaI6F3C0y)v%s#pXlUiRfNcK9H5E2A+x(u$rZoWkThPeMbJ7G4D1z-w&t!qYmVjSgOdL9I6F3B0y)v%s#oXlUiQfNcK8H5D2A+x*u$rZnWkShPeMaJ7G

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22、mUiRfOcK9H5E2B+x(u%rZoWkThQeMbJ8G4D1z-w*t!qYnVjSgPdLaI6F3C0y)v&s#pXlUiRfNcK9H5E2A+x(u$rZoWkThPeMbJ7G4D1z-w&t!qYmVjSgOdL9I6F3B0y)v%s#oXlUiQfNcK8H5E2A+x*u$rZnWkThPeMaJ7G4C1z-w&t!pYmVjRgOdL9I6E3B0y(v%s#oXlTiQfNbK8H5D2A-x*u$qZnWkShPdMaJ7F4C1z)w&s!pYmUjRgOcL9I6E3B+y(v%r#oXlTiQeNbK8G5D2A-x

23、*t$qZnVkShPdMaI7F4C0z)w&s!pXmUjRfOcL9H6E2B+y(u%r#oWlThQeNbJ8G5D1A-x*t$qYnVkSgPdMaI7F3C0z)v&s!pXmUiRfOcK9H6E2B+x(u%rZoWlThQeMbJ8G4D1A-w*t!qYnVjSgPdLaI6F3C0y)v&s#pXmUiRfNcK9H5E2B+x(u$rZoWkThQeMbJ7G4D1z-w*t!qYmVjSgOdLaI6F3B0y)v%s#pXlUiQfNcK8H5E2A+x*u$rZnWkThPeMaJ7G4C1z-w&t!qYmVjRgOdL9I6

24、F3B0y(v%s#oXlUiQfNbK8H5D2A+x*u$qZnWkShPeMaJ7F4C1z)w&t!pYmUjRgOcL9I6E3B+y(v%r#oXlTiQfNbK8G5D2A-x*u$qZnVkShPdMaJ7F4C0z)w&s!pYmUjRfOcL9H6E3B+y(u%r#oWlTiQeNbJ8G5D1A-x*t$qYnVkSgPdMaI7F3C0z)v&s!pXmUjRfOcK9H6E2B+y(u%rZoWlThQeNbJ8G4D1A-w*t$qYnVjSgPdLaI7F3C0y)v&s#pXmUiRfNcK9H5H5E2B+x(u$rZoWkT

25、hQeMbJ7G4D1z-w*t!qYnVjSgOdLaI6F3C0y)v%s#pXlUiRfNcK8H5E2A+x(u$rZnWkThPeMbJ7G4C1z-w&t!qYmVjRgOdL9I6F3B0y(v%s#oXlUiQfNbK8H5D2A+x*u$rZnWkShPeMaJ7G4C1z)w&t!pYmVjRgOcL9I6E3B0y(v%r#oXlTiQfNbK8G5D2A-x*u$qZnVkShPdMaJ7F4C0z)w&s!pYmUjRgOcL9H6E3B+y(v%r#oWlTiQeNbK8G5D1A-x*t$qZnVkSgPdMaI7F4C0z)v&s

26、!pXmUjRfOcK9H6E2B+y(u%rZoWlThQeNbJ8G4D1A-w*t$qYnVkSgPdLaI7F3C0z)v&s#pXmUiRfOcK9H5E2B+x(u%rZoWkThQeMbJ8G4D1z-w*t!qYnVjSgOdLaI6F3C0y)v%s#pXlUiRfNcK9H5E2A+x(u$rZoWkThPeMbJ7G4D1z-w&t!qYmVjSgOdL9I6F3B0y)v%s#oXlUiQfNcK8H5D2A+x*u$rZnWkShPeMaJ7G4C1z-w&t!pYmVjRgOdL9I6E3B0y(v%s#oXlTiQfNbK8H5D2A-x*

27、u$qZnWkShPdMaJ7F4C1z)w&s!pYmUjRgOcL9H6E3B+y(v%r#oWlTiQeNbK8G5D2A-x*t$qZnVkShPdMaI7F4C0z)w&s!pXmUjRfOcL9H6E2B+y(u%r#oWlThQeNbJ8G5D1A-w*t$qYnVkSgPdLaI7F3C0z)v&s!pXmUiRfOcK9H6E2B+x(u%rZoWlThQeMbJ8G4D1A-w*t!qYnVjSgPdLaI6F3C0y)v&s#pXlUiRfNcK9H5E2A+x(u$rZoWkThQeMbJ7G4D1z-w*t!qYmVjSgOdLaI6F

28、3B0y)v%s#pXlUiQfNcK8H5E2A+x*u$rZnWkThPeMaJ7G4C1z-w&t!pYmVjRgOdL9I6E3B0y(v%s#oXlUiQfNbK8H5D2A+x*u$qZnWkShPeMaJ7F4C1z)w&t!pYmUjRgOcL9I6E3B+y(v%r#oXlTiQeNbK8G5D2A-x*t$qZnVkShShPdMaI7F4C0z)w&s!pXmUjRfOcL9H6E3B+y(u%r#oWlTiQeNbJ8G5D1A-x*t$qYnVkSgPdMaI7F3C0z)v&s!pXmUiRfOcK9H6E2B+x(u%rZoWlTh

29、QeMbJ8G4D1A-w*t$qYnVjSgPdLaI7F3C0y)v&s#pXmUiRfNcK9H5E2B+x(u$rZoWkThQeMbJ7G4D1z-w*t!qYmVjSgOdLaI6F3B0y)v%s#pXlUiRfNcK8H5E2A+x(u$rZnWkThPeMbJ7G4C1z-w&t!qYmVjRgOdL9I6F3B0y(v%s#oXlUiQfNbK8H5D2A+x*u$qZnWkShPeMaJ7F4C1z)w&t!pYmVjRgOcL9I6E3B0y(v%r#oXlTiQfNbK8G5D2A-x*u$qZnVkShPdMaJ7F4C0z)w&s!

30、pYmUjRfOcL9H6E3B+y(u%r#oWlTiQeNbK8G5D1A-x*t$qZnVkSgPdMaI7F4C0z)v&s!pXmUjRfOcK9H6E2B+y(u%rZoWlThQeNbJ8G4D1A-w*t$qYnVjSgPdLaI7F3C0y)v&s#pXmUiRfOcK9H5E2B+x(u%rZoWkThQeMbJ8G4D1z-w*t!qYnVjSgOdLaI6F3C0y)v%s#pXlUiRfNcK8H5E2A+x(u$rZnWkThPeMbJ7G4D1z-w&t!qYmVjSgOdL9I6F3B0y)v%s#oXlUiQfNcK8H5D2A+x*u

31、$rZnWkShPeMaJ7G4C1z)w&t!pYmVjRgOcL9I6E3B0y(v%s#oXlTiQfNbK8H5D2A-x*u$qZnWkShPdMaJ7F4C1z)w&s!pYmUjRgOcL9H6E3B+y(v%r#oWlTiQeNbK8G5D1A-x*t$qZnVkSgPdMaI7F4C0z)w&s!pXmUjRfOcL9H6E2B+y(u%r#oWlThQeNbJ8G5D1A-w*t$qYnVkSgPdLaI7F3C0z)v&s#pXmUiRfOcK9H5E2B+x(u%rZoWlThQeMbJ8G4G4D1A-w*t!qYnVjSgPdLaI6

32、F3C0y)v&s#pXlUiRfNcK9H5E2A+x(u$rZoWkThPeMbJ7G4D1z-w&t!qYmVjSgOdL9I6F3B0y)v%s#oXlUiQfNcK8H5E2A+x*u$rZnWkThPeMaJ7G4C1z-w&t!pYmVjRgOdL9I6E3B0y(v%s#oXlTiQfNbK8H5D2A-x*u$qZnWkShPdMaJ7F4C1z)w&t!pYmUjRgOcL9I6E3B+y(v%r#oXlTiQeNbK8G5D2A-x*t$qZnVkShPdMaI7F4C0z)w&s!pXmUjRfOcL9H6E2B+y(u%r#oW

33、lThQeNbJ8G5D1A-x*t$qYnVkSgPdMaI7F3C0z)v&s!pXmUiRfOcK9H6E2B+x(u%rZoWlThQeMbJ8G4D1A-w*t!qYnVjSgPdLaI6F3C0y)v&s#pXmUiRfNcK9H5E2B+x(u$rZoWkThQeMbJ7G4D1z-w*t!qYmVjSgOdLaI6F3B0y)v%s#pXlUiQfNcK8H5E2A+x*u$rZnWkThPeMbJ7G4C1z-w&t!qYmVjRgOdL9I6F3B0y(v%s#oXlUiQfNbK8H5D2A+x*u$qZnWkShPeMaJ7F4C1z)w&

34、;t!pYmUjRgOcL9I6E3B+y(v%r#oXlTiQfNbK8G5D2A-x*u$qZnVkShPdMaJ7F4C0z)w&s!pYmUjRfOcL9H6E3B+y(u%r#oWlTiQeNbJ8G5D1A-x*t$qYnVkSgPdMaI7F4C0z)v&s!pXmUjRfOcK9H6E2B+y(u%rZoWlThQeNbJ8G4D1A-w*t$qYnVjSgPdLaI7F3C0y)v&s#pXmUiRfNcK9H5E2B+x(u%rZoWkThQeMbJ8G4D1z-w*t!qYnVjSgOdLaI6F3C0y)v%s#pXpXlUiRfNcK8H5E2

35、A+x(u$rZnWkThPeMbJ7G4C1z-w&t!qYmVjRgOdL9I6F3B0y(v%s#oXlUiQfNcK8H5D2A+x*u$rZnWkShPeMaJ7G4C1z)w&t!pYmVjRgOcL9I6E3B0y(v%r#oXlTiQfNbK8G5D2A-x*u$qZnVkShPdMaJ7F4C0z)w&s!pYmUjRgOcL9H6E3B+y(v%r#oWlTiQeNbK8G5D1A-x*t$qZnVkSgPdMaI7F4C0z)v&s!pXmUjRfOcK9H6E2B+y(u%rZoWlThQeNbJ8G5D1A-w*t$qYnVkSgPdL

36、aI7F3C0z)v&s#pXmUiRfOcK9H5E2B+x(u%rZoWkThQeMbJ8G4D1z-w*t!qYnVjSgOdLaI6F3C0y)v&s#pXlUiRfNcK9H5E2A+x(u$rZoWkThPeMbJ7G4D1z-w&t!qYmVjSgOdL9I6F3B0y)v%s#oXlUiQfNcK8H5D2A+x*u$rZnWkShPeMaJ7G4C1z-w&t!pYmVjRgOdL9I6E3B0y(v%s#oXlTiQfNbK8H5D2A-x*u$qZnWkShPdMaJ7F4C1z)w&s!pYmUjRgOcL9H6E3B+y(v%r

37、#oXlTiQeNbK8G5D2A-x*t$qZnVkShPdMaI7F4C0z)w&s!pXmUjRfOcL9H6E2B+y(u%r#oWlThQeNbJ8G5D1A-w*t$qYnVkSgPdLaI7F3C0z)v&s!pXmUiRfOcK9H6E2B+x(u%rZoWlThQeMbJ8G4D1A-w*t!qYnVjSgPdLaI6F3C0y)v&s#pXlUiRfNcK9H5E2A+x(u$rZoWkThQeMbJ7G4D1z-w*t!qYmVjSgOdLaI6F3B0y)v%s#s#pXlUiQfNcK8H5E2A+x*u$rZnWkThPeMaJ7G4C1z-

38、w&t!pYmVjRgOdL9I6E3B0y(v%s#oXlTiQfNbK8H5D2A+x*u$qZnWkShPeMaJ7F4C1z)w&t!pYmUjRgOcL9I6E3B+y(v%r#oXlTiQeNbK8G5D2A-x*t$qZnVkShPdMaI7F4C0z)w&s!pYmUjRfOcL9H6E3B+y(u%r#oWlTiQeNbJ8G5D1A-x*t$qYnVkSgPdMaI7F3C0z)v&s!pXmUiRfOcK9H6E2B+x(u%rZoWlThQeNbJ8G4D1A-w*t$qYnVjSgPdLaI7F3C0y)v&s#pXmUiRfN

39、cK9H5E2B+x(u$rZoWkThQeMbJ7G4D1z-w*t!qYmVjSgOdLaI6F3B0y)v%s#pXlUiRfNcK8H5E2A+x(u$rZnWkThPeMbJ7G4C1z-w&t!qYmVjRgOdL9I6F3B0y(v%s#oXlUiQfNbK8H5D2A+x*u$qZnWkShPeMaJ7G4C1z)w&t!pYmVjRgOcL9I6E3B0y(v%r#oXlTiQfNbK8G5D2A-x*u$qZnVkShPdMaJ7F4C0z)w&s!pYmUjRfOcL9H6E3B+y(u%r#oWlTiQeNbK8G5D1A-x*t$qZnVkSg

40、PdMaI7F4C0z)v&s!pXmUjRfOcK9H6E2B+y(u%rZoWlThQeNbJ8G4D1A-w*t$qYnVjSgPdLaI7F3C0z)v&s#pXmUiRfOcK9H5E2B+x(u%rZoWkThQeMbJ8G4D1z-w*t!qYnVjSgOdLaI6F3C0y)v%s#pXlUiRfNcK8H5E2E2A+x(u$rZnWkThPeMbJ7G4C1z-w&t!qYmVjSgOdL9I6F3B0y)v%s#oXlUiQfNcK8H5D2A+x*u$rZnWkShPeMaJ7G4C1z)w&t!pYmVjRgOcL9I6E3B0y(v%

41、r#oXlTiQfNbK8H5D2A-x*u$qZnWkShPdMaJ7F4C1z)w&s!pYmUjRgOcL9H6E3B+y(v%r#oWlTiQeNbK8G5D1A-x*t$qZnVkSgPdMaI7F4C0z)v&s!pXmUjRfOcL9H6E2B+y(u%r#oWlThQeNbJ8G5D1A-w*t$qYnVkSgPdLaI7F3C0z)v&s#pXmUiRfOcK9H5E2B+x(u%rZoWkThQeMbJ8G4D1A-w*t!qYnVjSgPdLaI6F3C0y)v&s#pXlUiRfNcK9H5E2A+x(u$rZoWkThPeMbJ7G4D1z-w&t!qYmVjSgOdL9I6F3B0y)v%s#pXlUiQfNcK8H5E2A+x*u$rZnWkThPeMa