Category: d2d marketing operation

d2d marketing operation Chandivali | d2d marketing operation mumbai

d2d marketing operation Chandivali

Fulcrum Marketing is a strategic d2d marketing operation Chandivali. Our team of marketing consultants also specialise in marketing planning and d2d marketing for all types of business of any size.

Brand Strategy: Build a Powerful Brand

Your B2B brand determines which signals you’re sending out to the marketplace and how you are perceived by your audience. Whether launching a new service, targeting a niche audience with specific products, or knocking the rust off a dated market position, your brand strategy is fundamental to your company’s success. That’s where we come in. Uncovering the insights that help build an effective, hard-working B2B brand position takes experience — an ability to conduct interviews that deliver more than high-level answers to boilerplate questions; curious researchers willing to explore the idiosyncrasies of your markets; creative minds that bring clarity, even when a compelling position feels obfuscated by internal biases and aggressive competitors.

Research
Interview customers and SMEs
Primary, secondary research		Messaging
Tell your story convincingly
Maintain campaign consistency		Brand Expression
Create a visual representation of your brand

We start with research — talking with your product experts and potential customers to make sure we understand the nuances of your position.

Then, we craft persuasive messages that connect with your target audience, ensuring continuity across all communications.
Finally, we create a visual identity that expresses your brand to a T.

While it’s not quite as easy as one-two-three, we’ll keep it simple, staying focused on the insights that can serve as brand building blocks and avoiding unnecessary trips down rabbit holes that won’t bring any value.

MARKETING STRATEGY

Effective marketing organisations must be driven through sound business strategy. Fulcrum produce marketing strategy that is always well embodied by your business strategy.

The best marketing strategy does not start with creative, it starts with a marketing process.

The Fulcrum Marketing Strategy Development Process is a thorough problem solving and marketing strategy development program that focusses on solving your growth challenges and maximising the return from your company’s marketing operations.

 

SALES METHODOLOGIES

Personal selling is a promotional method in which one party uses skills and techniques for building personal relationships with another party that results in both parties obtaining value. Personal selling occurs whenever an individual salesperson sells a product, service or solution to a client.

AIDA Method

AIDA is an acronym that stands for Attention, Interest, Desire and Action. This is a method that looks at the steps a client will undertake from when they first becomes aware of the product or service, to when they are making a purchase decision.

Attention – Get the other person’s interest
Interest – Spark their curiosity
Desire – Create the need
Action – Get them to commit to something

Need satisfaction

The need satisfaction technique is a question and answer technique to make the client to recognise the need for your offering. This then leads to the client agreeing that they have a need to be fulfilled, which leads to you showing them how your offer can satisfy their needs. This method is based on a win-win approach for both the sales person and the client.

Depth Theory

Depth Theory is when a creation of trust occurs between the buyer and seller. The seller uses expertise in their product, service or industry to create trust between themselves and the buyer. The client will see the salesperson as an expert in that area and will trust them to solve the issues that they have.

 Step process

The 7 step process is a plan of action that starts at the planning and preparation to make the sale and leads to after sale follow ups. The 7 steps are:
1.   Planning and preparation
2.   Introduction or opening
3.   Questioning
4.   Presentation
5.   Overcoming objections/negotiating
6.   Closing
7.   After-sales follow-up

Implementing a d2d marketing Strategy

Implementing a Marketing Strategy Execution Plan, known to Fulcrum and our clients as a “Sprint Plan” is the most effective way to prevent this highway-less journey , d2d marketing operation . A Marketing Strategy is a set of strategic goal-focused plans for a certain period of time.

d2d marketing Strategy and Planning

Implement your marketing plan

Your marketing plan must do more than just say what you want to happen. It must describe each step required to make sure that it happens.

Schedule
The plan should include a schedule of key tasks. This sets out what will be done, and by when. Refer to the schedule as often as possible to avoid losing sight of your objectives under the daily workload.		Team And Resources
It should also assess what resources you need. For example, you might need to think about what brochures you need, and whether they need to be available for distribution. You might also need to look at how much time it takes to sell to customers and whether you have enough salespeople.
Cost
The cost of everything in the plan needs to be included in a budget. If your finances are limited, your plan will need to take that into account. Don’t spread your marketing activities too thinly – it is better to concentrate your resources to make the most of your budget. You may also want to link your marketing budget to your sales forecast.		Control
As well as setting out the schedule, the plan needs to say how it will be controlled. You need an individual who takes responsibility for pushing things along. A good schedule and budget should make it easy to monitor progress. When things fall behind schedule, or costs overrun, you need to be ready to do something about it and to adapt your plan accordingly.

Marketing Execution – Plan, Execute, Track, Measure

Everyone likes to talk about creating a marketing plan. It’s the fun part of marketing, the creative aspect of your planning process and d2d marketing operation . But strategy without execution won’t help your business succeed. In fact, marketing execution is how you achieve results.

Create your marketing strategy

Decide how to market your product or service to potential customers by developing a marketing strategy that positions your product to particular customers

Write a marketing execution plan

How to identify your objectives and write a plan that will help your marketing generate sales, including tactics and objectives

Marketing on a tight budget

How to get the most out of a small or limited marketing budget using cost-effective marketing methods such as Public Relations and online marketing

Marketing your business in Pune

How to market your business effectively in pune including researching your target audience and establishing new contacts

d2d marketing,d2d marketing operation Chandivali

Get in touch with us, we would love to discuss your marketing needs.

We love a good coffee and a challenge, so would behappy to meet up with you face to face.

Marketing Company in Chandivali

Call Us :-08433772261
Email:- info@fulcrumresources.co.in

Chandivali, mumbai

 

B2B Marketing: 

Fulcrum is a magnet for businesses with well-defined goals and a desire to harness the latest advantages that marketing and technology can offer.

Face To Face Marketing : 

face to face field marketing is also called personal selling or door to door marketing, customers are met directly in order to sell their products, using this method of field marketing.

Product Sampling :

Fulcrum are a highly recommended provider of product sampling staff. We specialise in the implementation of sampling campaigns using our in house sampling team and logistical know-how.

Dealer Marketing: 

Dealer marketing is of utmost importance for the success of any brand. For most brands, dealers, distributors and resellers are critical links to success.

Direct Marketing:  

we can help with everything from planning and design to production and delivery ensuring your direct marketing campaigns are delivered on time to the highest quality.

Guerrilla Marketing:

When it comes to guerrilla marketing the gloves are off. They are usually low budget campaigns but with the right imagination and ideas they offer up some unprecedented results

Retail Marketing:

Fulcrum is a dynamic-retail marketing agency born in tradition, fueled by innovation, and living at the intersection of commerce and imagination.

Direct Selling : 

Much like product demonstrations these campaigns have brand reps or ambassadors at the center of them. The difference is it’s more about the selling of the product

Retail Audits & Merchandising:

Auditing takes the reps out off the front line and away from the consumer. Auditing teams are used by marketers to monitor traditional marketing strategies that they put in place across retail.

Door To Door Marketing :

Nothing beats the reality that one gets when you can interact with potential clients face to face physically moving from door to door within a community or household to household,

Product Demonstrations:

As mentioned already, demo days are a popular tool of field marketing. These campaigns can stretch from as little as one week to 6 months however some are continuous and full time.

Street Marketing: 

We will still need to spend time interacting with people, face-to-face, Street Marketing. Personal interaction is what makes the world go around

d2d marketing 

d2d marketing operation

The team at Fulcrum has delivering successful Shopping Centre Marketing Campaigns across a wide range of shopping centres and retail complexes. From major  retail locations to local community focused shopping centres; we have secured real, measurable results across the board.

d2d marketing Plan and d2d marketing Strategy

d2d marketing operation mumbai

Chandivali, mumbai

A fast-growing locality in Mumbai, Chandivali is located between Saki Naka and Powai Lake. Chandivali is a preferred destination in terms of the real estate market due to the presence of a large number of IT professionals working in Mumbai. Surrounded by the hillocks in Powai and Powai Lake, the locality has a calm environment.

The locality is close to Powai, a posh neighbourhood to the north-east of Mumbai. Chandivali is not only a residential hub, but it also has a thriving commercial market. The locality has a few supermarkets and the well-known ones among them are Tanish Supermarket and Jalaram Supermarket.

Apart from supermarkets, Chandivali also provides the residents with numerous educational institutions, banks, and hospitals. Some of the notable educational institutions include Sinhgad Institute of Business Management, Pawar Public School, and Bombay Scottish School. Chandivali has good medical facilities with hospitals and clinics like Nahar Medical Center, Care & Care Maternity & Nursing Home, Drishti Eye Clinic, and Anushka Polyclinic finding their home in this area.

Connectivity and Transit Points

Chandivali has good connectivity by road and rail to other localities of Mumbai. Being located close to two highways, Western Express Highway and Eastern Express Highway, the area is strategically located. The BEST buses operate from Chandivali Junction to key localities like Marol, Mulund, Wadala, Ghatkopar, Bandra, Borivali (East), Andheri (East) and other prominent localities of Mumbai. The prominent bus stops in the area are Chandivali Studio, Tunga Village, Shipping Corporation, and Sinhgad College.

Kanjurmarg Railway Station and Vikhroli Railway Station are the two railway stations close to Chandivali, located 5 km and 6 km away, respectively. Mumbai’s main railway station, Mumbai Central, however, is 25 km away.

Chatrapati Shivaji International Airport, on the other hand, is a lot closer, at 9 km from the locality. The residents of the locality also commonly use auto-rickshaws, and taxis to commute to other places. The closest metro station to Chandivali is the one at Saki Naka, which falls under Line 1 of the Mumbai Metro.

Major Landmarks

Sadguru Complex

Regency Park

Cafe Coffee Day

ICICI Bank

Chandivali Studio

Powai Lake

Factors for Growth in the Past

One of the main factors for growth of the locality is its proximity to IT commercial and hubs of Powai and Andheri East. Employees of these hubs prefer to live in Chandivali as it is close to their offices, and the area has a quiet atmosphere compared to other areas of Mumbai. Chandivali also has good social infrastructure and most of the amenities are easily available.

The locality is also a favoured destination for many because of the good connectivity that it offers. Property prices in this locality are also much cheaper than localities in the IT hubs making Chandivali a conducive place to reside.

Major Challenges

One of the biggest issues for the residents of this locality is the absence and lack of bright street lights. The ones already present have lower lux levels than the prescribed limits and this increases the chance for criminal activities and thefts.

Factors for Growth in the Future

With many social and physical infrastructure projects lined up, the place is all set to enjoy the benefits of being a residential as well as a commercial hub.

The completion of Mumbai Metro Rail will be an important growth factor for Chandivali. Even though Chandivali does not have a metro railway station of its own, Saki Naka, a neighbouring locality located just 1 km from Chandivali does, and provides greater connectivity to the region. This, in turn, will boost the real estate market in the area.

 

d2d marketing, d2d marketing operation, d2d marketing operation , d2d marketing operation Chandivali mumbai,Chandivali,mumbai

Door to Door Marketing Strategy, Door to Door Marketing Plan

d2d marketing operation Majiwada | d2d marketing operation Thane

d2d marketing operation Majiwada

Fulcrum Marketing is a strategic d2d marketing operation Majiwada. Our team of marketing consultants also specialise in marketing planning and d2d marketing for all types of business of any size.

Brand Strategy: Build a Powerful Brand

Your B2B brand determines which signals you’re sending out to the marketplace and how you are perceived by your audience. Whether launching a new service, targeting a niche audience with specific products, or knocking the rust off a dated market position, your brand strategy is fundamental to your company’s success. That’s where we come in. Uncovering the insights that help build an effective, hard-working B2B brand position takes experience — an ability to conduct interviews that deliver more than high-level answers to boilerplate questions; curious researchers willing to explore the idiosyncrasies of your markets; creative minds that bring clarity, even when a compelling position feels obfuscated by internal biases and aggressive competitors.

Research
Interview customers and SMEs
Primary, secondary research		Messaging
Tell your story convincingly
Maintain campaign consistency		Brand Expression
Create a visual representation of your brand

We start with research — talking with your product experts and potential customers to make sure we understand the nuances of your position.

Then, we craft persuasive messages that connect with your target audience, ensuring continuity across all communications.
Finally, we create a visual identity that expresses your brand to a T.

While it’s not quite as easy as one-two-three, we’ll keep it simple, staying focused on the insights that can serve as brand building blocks and avoiding unnecessary trips down rabbit holes that won’t bring any value.

MARKETING STRATEGY

Effective marketing organisations must be driven through sound business strategy. Fulcrum produce marketing strategy that is always well embodied by your business strategy.

The best marketing strategy does not start with creative, it starts with a marketing process.

The Fulcrum Marketing Strategy Development Process is a thorough problem solving and marketing strategy development program that focusses on solving your growth challenges and maximising the return from your company’s marketing operations.

 

SALES METHODOLOGIES

Personal selling is a promotional method in which one party uses skills and techniques for building personal relationships with another party that results in both parties obtaining value. Personal selling occurs whenever an individual salesperson sells a product, service or solution to a client.

AIDA Method

AIDA is an acronym that stands for Attention, Interest, Desire and Action. This is a method that looks at the steps a client will undertake from when they first becomes aware of the product or service, to when they are making a purchase decision.

Attention – Get the other person’s interest
Interest – Spark their curiosity
Desire – Create the need
Action – Get them to commit to something

Need satisfaction

The need satisfaction technique is a question and answer technique to make the client to recognise the need for your offering. This then leads to the client agreeing that they have a need to be fulfilled, which leads to you showing them how your offer can satisfy their needs. This method is based on a win-win approach for both the sales person and the client.

Depth Theory

Depth Theory is when a creation of trust occurs between the buyer and seller. The seller uses expertise in their product, service or industry to create trust between themselves and the buyer. The client will see the salesperson as an expert in that area and will trust them to solve the issues that they have.

 Step process

The 7 step process is a plan of action that starts at the planning and preparation to make the sale and leads to after sale follow ups. The 7 steps are:
1.   Planning and preparation
2.   Introduction or opening
3.   Questioning
4.   Presentation
5.   Overcoming objections/negotiating
6.   Closing
7.   After-sales follow-up

Implementing a d2d marketing Strategy

Implementing a Marketing Strategy Execution Plan, known to Fulcrum and our clients as a “Sprint Plan” is the most effective way to prevent this highway-less journey , d2d marketing operation . A Marketing Strategy is a set of strategic goal-focused plans for a certain period of time.

d2d marketing Strategy and Planning

Implement your marketing plan

Your marketing plan must do more than just say what you want to happen. It must describe each step required to make sure that it happens.

Schedule
The plan should include a schedule of key tasks. This sets out what will be done, and by when. Refer to the schedule as often as possible to avoid losing sight of your objectives under the daily workload.		Team And Resources
It should also assess what resources you need. For example, you might need to think about what brochures you need, and whether they need to be available for distribution. You might also need to look at how much time it takes to sell to customers and whether you have enough salespeople.
Cost
The cost of everything in the plan needs to be included in a budget. If your finances are limited, your plan will need to take that into account. Don’t spread your marketing activities too thinly – it is better to concentrate your resources to make the most of your budget. You may also want to link your marketing budget to your sales forecast.		Control
As well as setting out the schedule, the plan needs to say how it will be controlled. You need an individual who takes responsibility for pushing things along. A good schedule and budget should make it easy to monitor progress. When things fall behind schedule, or costs overrun, you need to be ready to do something about it and to adapt your plan accordingly.

Marketing Execution – Plan, Execute, Track, Measure

Everyone likes to talk about creating a marketing plan. It’s the fun part of marketing, the creative aspect of your planning process and d2d marketing operation . But strategy without execution won’t help your business succeed. In fact, marketing execution is how you achieve results.

Create your marketing strategy

Decide how to market your product or service to potential customers by developing a marketing strategy that positions your product to particular customers

Write a marketing execution plan

How to identify your objectives and write a plan that will help your marketing generate sales, including tactics and objectives

Marketing on a tight budget

How to get the most out of a small or limited marketing budget using cost-effective marketing methods such as Public Relations and online marketing

Marketing your business in Pune

How to market your business effectively in pune including researching your target audience and establishing new contacts

d2d marketing,d2d marketing operation Majiwada

Get in touch with us, we would love to discuss your marketing needs.

We love a good coffee and a challenge, so would behappy to meet up with you face to face.

Marketing Company in Majiwada

Call Us :-08433772261
Email:- info@fulcrumresources.co.in

Majiwada, Thane

 

B2B Marketing: 

Fulcrum is a magnet for businesses with well-defined goals and a desire to harness the latest advantages that marketing and technology can offer.

Face To Face Marketing : 

face to face field marketing is also called personal selling or door to door marketing, customers are met directly in order to sell their products, using this method of field marketing.

Product Sampling :

Fulcrum are a highly recommended provider of product sampling staff. We specialise in the implementation of sampling campaigns using our in house sampling team and logistical know-how.

Dealer Marketing: 

Dealer marketing is of utmost importance for the success of any brand. For most brands, dealers, distributors and resellers are critical links to success.

Direct Marketing:  

we can help with everything from planning and design to production and delivery ensuring your direct marketing campaigns are delivered on time to the highest quality.

Guerrilla Marketing:

When it comes to guerrilla marketing the gloves are off. They are usually low budget campaigns but with the right imagination and ideas they offer up some unprecedented results

Retail Marketing:

Fulcrum is a dynamic-retail marketing agency born in tradition, fueled by innovation, and living at the intersection of commerce and imagination.

Direct Selling : 

Much like product demonstrations these campaigns have brand reps or ambassadors at the center of them. The difference is it’s more about the selling of the product

Retail Audits & Merchandising:

Auditing takes the reps out off the front line and away from the consumer. Auditing teams are used by marketers to monitor traditional marketing strategies that they put in place across retail.

Door To Door Marketing :

Nothing beats the reality that one gets when you can interact with potential clients face to face physically moving from door to door within a community or household to household,

Product Demonstrations:

As mentioned already, demo days are a popular tool of field marketing. These campaigns can stretch from as little as one week to 6 months however some are continuous and full time.

Street Marketing: 

We will still need to spend time interacting with people, face-to-face, Street Marketing. Personal interaction is what makes the world go around

d2d marketing 

d2d marketing operation

The team at Fulcrum has delivering successful Shopping Centre Marketing Campaigns across a wide range of shopping centres and retail complexes. From major  retail locations to local community focused shopping centres; we have secured real, measurable results across the board.

d2d marketing Plan and d2d marketing Strategy

d2d marketing operation Thane

Majiwada, Thane

Located at the heart of Thane District in Mumbai is Majiwada, a small yet thriving locality. It is surrounded by three important roads which pass through the district, Eastern Express Highway, Ghodbunder road, and Thane-Bhiwandi road. The locality has emerged as the top residential investment destinations in the Mumbai Metropolitan region (MMR). The locality is surrounded by three important roads namely Eastern Express Highway, Ghodbunder Road, and Thane – Bhiwandi Road which pass through the district. Residents need to walk a short distance to avail basic amenities such as retail outlets, veggie market, eateries, cineplexes, Church, and numerous temples including famous Ashapura Mandir. The locality of Majiwada is surrounded by either side by SH35 in the north, Eastern Express Highway to its south, and NH48 to its west. There are two major arterial roads which passes through the locality Saket Road and Pipe Line Road which further has its connectivity with NH160 and SH35. The locality is very close to industrial belt of Kolshet. Thane is located at a distance of 2.4 km via Bhiwandi Road/Old Agra Road and Saket Road. This important locality is surrounded by important localities like Vartak Nagar, Naupada, Kalwa, Kopri, Thane West, Thane, Dhokali Naka, Raheja Complex, Khare Gaon, Manpada, Kolshet etc. It is located at a distance of 24.9 km from Mumbai via Eastern Express Highway while Navi Mumbai at a distance of 22.6 km via Thane-Belapur Road. Local economy has faced a sudden boom, thanks to the interest and entry of land developers like Lodha builders and Rustomjee. Residents need to walk a short distance to avail a plethora of amenities, be it retail outlets, eateries or cineplexes. Majiwada also has a church, numerous temples including the famous Ashapura mandir, and a mosque, catering to the residents’ religious ideologies. Some of the key residential projects in Majiwada are Lodha Casa Viva, Cosmos Habitat, Rustomjee Urbania, Lodha Luxuria Priva, Lodha Codename Goldmine, Rustomjee Urbania Aurelia, Lodha Code Name Secret 9 etc among others.

Connectivity and Transit Points

The connectivity in Majiwada is fueled by the presence of flyovers, assuring easy commute to places like Borivali, Mira Road, Malad, and Mulund. Autos for intra-district travel is also available, with fares typically beginning at Rs 15. A host of buses such as BEST (Mumbai City Bus) and TMT (Thane Municipal Transport) connect this area to salient localities in the city.

Major Landmarks

Har Har Gange Waterfalls
Butterfly Park
Jay Sagar Lake
Suraj Water Park
Ashapura Mandir
Our Lady Fatima Church

Factors for Growth in the Past

Enhanced connectivity, social infrastructure, and comparatively low prices has gradually rendered Majiwada a prospective residential option for home seekers. As a reasult, people who have come to the city for employment within the city are on the lookout for residential places. House for rent in Majiwada finds proposed tenants due to its proximity to the IT corridor and other industries.

A paramount reason that may compel individuals to consider Majiwada as a potential residential destination is the availability of social amenities. The locality is dotted with malls such as Viva City Mall and R Mall, along with several educational institutes, hospitals, and neighborhood markets.

Major Challenges

The pothole-ridden roads in Majiwada are in poor condition, and are slowly beginning to deteriorate due to harsh monsoons. The roads are littered with garbage, which, along with acute waterlogging, makes it a breeding ground for mosquitoes.

Factors for Growth in the Future

The development of a number of flyovers are currently in talks, and this ascertains easier commuting for residents.

The continued interest of Lodha Builders and Rustomjee will ensure the development of excellent residential complexes, enticing and influencing a larger number of potential householders.

 

d2d marketing, d2d marketing operation, d2d marketing operation , d2d marketing operation Majiwada Thane,Majiwada,Thane

Door to Door Marketing Strategy, Door to Door Marketing Plan

d2d marketing operation | Door To Door Marketing Outsourcing firm in pune

Fulcrum Marketing Services in Pune are the catalyst to bringing your advertising vision to life. While many ideas start in a boardroom, you need experienced marketers on the ground who are able to conceptualize, plan and execute a well thought-out marketing campaign in the field.

we supply the experience, connections, relationships, and knowledge needed to maximize the potential return on investment for each of our clients as well as help identify and pursue select market opportunities as they come available, d2d marketing operation | Door To Door Marketing Outsourcing firm in pune. Our local insight allows us to create exceptional investment potential for our partners and clients and enhanced living experience for our residents.

CREATING COMMUNITIES WHERE PEOPLE ARE EAGER TO LIVE AND RELUCTANT TO LEAVE

We define and position apartment homes for success. We are passionate about the residential experience and the qualitative and quantitative points that drive us to make strategic decisions that inform what a home should be — specific to its marketplace.

Results are realized through both the speed of lease-ups and financial performance of the on-going stabilized investment.

MARKET RESEARCH
We crunch the numbers, ask the questions, assess current trends and forecast future trends with detailed, up-to-date research to understand our markets; Ensuring our clients have the right data points to make the best decisions going forward.

MARKET POSITIONING
What’s the experience living here? What’s the story and name of this place? Our experience and insight allows us to identify and position each project’s distinctive offerings as its market niche. We provide an understanding that goes deeper than looking at trends. We create sought-after, thoughtfully executed apartment communities that are compatible with their surrounding neighborhoods.

MARKETING STRATEGY
Overall success relies on a thoughtful marketing strategy. In a constantly changing environment, we develop and implement each marketing initiative specific to your audience and budget. Reaching consumers in a way that educates and informs; ultimately creating product desirability and excellent rates of return.

 

 

Brand Activation Services

Our Skilled Promotions and Activations Team Demonstrate the Key Selling Points of Your Product/service, Engaging Directly with the Customer and Making Your Brand the Preferred Choice.

while providing Brand Activation Services, we strategically employ our core strengths to build brand equity and identity, with a great competency in brand repositioning.

We specialise in training and developing our Brand Ambassadors according to the needs and values of our clients. Our teams are equipped with sales techniques that create a pleasant, memorable, but most importantly on-going repeat purchase/brand experience for the customer. Brand Activation campaigns are often executed with minimal sales results. Fulcrum Promotions therefore produces a Brand activation that out performs any competitor in the market with guaranteed sales results. We custom design and enthusiastically deliver a branding message using the Features, Advantages and Benefits  of your product.

Our vibrant teams carry the values of our clients and eliminate any misconceptions, to make your brand easily recognisable and superior in quality and reliability. This form of marketing as well as the Fulcrum Promotions approach yields effective results, in conjunction with mass media marketing. Our approach ensures that all activation efforts result in customer acquisitions.

 

d2d marketing operation | Door To Door Marketing Outsourcing firm in pune

 

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