Monday, 17 February 2014 11:59

The answer is definitely yes. The first advantage that arises from merging is the increase of economies of scale. Economies of scale do not only increase in terms of the balance sheet but more so in terms of the human resource. For small businesses it is also likely that the balance sheets may have no much glory to show, however, the different shareholders may combine their intellect, experience and that of their personnel to develop a much stronger business.

Friday, 20 September 2013 11:40

It is very important to analyse your markets whether you are starting a business or you are in business already. Existing businesses continuously work on budgets/sales forecasts which should generally be influenced by the prevailing behavior of the market among other factors. You cannot derive your forecasts purely on targets you want to achieve, you have to check your targets against the reality of the market situation.

Considering the info about your markets is not an excuse for you not to achieve sales forecasts, however, it is a way to ensure that you can marry the right strategy to achieving your targets by using marketing analogies to derive your strategies.

A good market analysis must consider the following;

Friday, 06 September 2013 13:34

In a perfect world each individual would jump at an opportunity of running a business free of risks and uncertainties, unfortunately this is not the case, behind every success there is a painful story.

Starting a small business comes with lots of challenges; entrepreneurs spend time and money developing a good business plan that is fitting for their prospective business. However, the management of risk is often overlooked by entrepreneurs who mistakenly believe that the loss is best dealt with once it has materialized.

Risk refers to a possible loss which may arise from operations, people, process, systems, and internal as well as external events.  Once these are overlooked in your business operations they will interfere with your company’s financial stability.

Saturday, 31 August 2013 09:00

We often hear the word brand and half the time we think it is a thing of the big companies with millions or billions of money. Meanwhile a brand is a brand, no matter how small it is. A brand begins on the day you register your company or if its an informal business, the day you start your 'spaza' shop for example. Your small 'spaza' shop becomes known for something like selling fresh bread or being well stocked or for poor customer service. Whatever, the reputation, it becomes linked to who you are (brand) no matter how small your business is.

Friday, 23 August 2013 13:00

'First you jump off the cliff and you build wings on the way down.' Ray Bradbury

A lot of people waste a lot of time waiting for the right time to start their business venture and to them the right time is when you have the capital. To most capital never arrives and they keep waiting and waiting. We as Nobd so much believe what Ray suggests in the above quote.

Businesses are always re-inventing themselves because they never started perfectly hence along the way they have to continuously improve and sometimes recreate themselves.

Tuesday, 13 August 2013 08:11

Many a time we have heard the word mentor, mentorship etc. The truth is that we have always had mentors one way or the other in our lives. The very first mentors have been our parents who were there to guide us as we grew up and those relatives that we confided in and they gave us whatever advice that we acted on.

When it comes to business we cannot say its different because first of all when we enter the business world, we are like new born babies in that world of business. We know very little and at times nothing at all. We need someone to hold us by our hand and guide us through the many dynamics of owning and running a successful business. our business idea could be very brilliant but with no proper guidance it could all go down the drain.

Business Mentors should be people who have seen it all, either as entrepreneurs themselves or people who have worked for many years in a particular industry or industries at an appropriate level to have acquired enough knowledge and experience about the running of a particular activity, business or operation. Their role is then to give you that many years of experience and insight that you do not have.

Thursday, 07 March 2013 08:42

A lot of South Africans especially the young and vibrant each want to own a business. Yes we agree as Nobd that there is a shortage of employment out there and therefore we should all go out and create employment for ourselves and others. However, small business management is no pap and vleis.

1. First of all you need a good business idea. A good idea is one that offers a product which is going to fill gaps in the market place and have demand. Depending on the size of the gaps, you may find that the market for your product is very small to sustain a business.

Monday, 04 February 2013 08:36

The similarities of entering and winning a hurdle race have a strong bearing on entering and succeeding in business so let us look at these similarities. The race being of 110 metres long and 10 hurdles to jump.

1.  Before you even get to the starting blocks you must be qualified to enter the race. You must be fit, have the right mental approach, and realise that the competition could be tough. Perhaps most importantly you must have confidence in your ability to win.

In respect of business, whether starting up or buying you must likewise be healthy, the strains on you can be great. You must have the right aptitude and mental approach. If you do not recognise that you have competition you are doomed to failure.

2. You must have trained hard and know that you have the right approach to race in a 110 metre hurdle race and you have a good chance of success

In business you must have done your homework and understood what business is all about and in particular you must have a sound knowledge of the market that you are entering.

3. Although athletics may be for the young-veteran and disability races are now coming to the fore, so the basic rules set out in this paper can likewise apply. The pace may not be so fast but the confidence and ability must still be there, with the will to win.

There is no reason that if aged? and having been retrenched etc whilst you can’t enter the business race. In many respects you may not be so fast (especially with the laptop) but you will have experience and knowledge to counter the age problem.

4. To be successful in the hurdle race you can have the fitness but need coaching to ensure that you can take advantage of the coach’s knowledge and tactics.

Business, is no different, experienced coaches can iron out many problems which you may face and which will help you to win the race against the competition.

5. On the starting block you must wear the right clothing, especially the shoes and listen carefully to the referee’s gun. You must not have a false start,  which if repeated can end in you being disqualified, so you must wait for your next race to prove yourself.

In business you must have the right systems, especially with respect to administration. If you have not done your homework and recognised that cash is king you will soon realise that you are not going to make it, so will fail-at least you may have learnt from your mistakes and can start again.

6. When the race has started you must keep your head down and jump the hurdles. If you hit any of them and fall, you may not finish the race and may even be injured, and even if you do finish you may come in last.

In business, you must clear the hurdles which will confront you, these would include, good administration systems and implementation, understanding people, sales and marketing (competition)-understanding financial control, understanding financial documents, legal compliance, let the signer beware, how to negotiate, when to retire, not having bad habits. Failure in these 10 areas and there are many more, could result in you being financially injured or even going belly up.

7. In the race bad conditions (rain) can have a bearing on the course-and you can slip and fall for reasons not of your making.

In business-you can likewise fail for reasons outside your control. In the present climate the economic downturn can have a major impact on your business, as doe’s crime.

8. During the race you must concentrate on the hurdles ahead, and not look around to see where the opposition is-this can result in you losing your momentum and losing your place.

In business-it is a common failing of small business owners to take their eye of the ball, and look for other opportunities and not concentrate on their business, resulting in their business going down hill.

9. Your main objective in the race is to win and past the finishing line first-having beaten the opposition.

In business you want to beat your competition by being better than they are. In the next race you want to repeat your success. It is said that you must be a good loser in the hurdle race. In business it is a different story, if you lose you reduce your profits, hence the reason to win as much as you can, but you must keep to the rules contained herein.

10. If you win the race you are rewarded, maybe a medal or a cup, but the enjoyment is in winning.

In business you are also rewarded, by having made better profits. Be a good loser and win the business race honestly and be compliant.

Monday, 28 January 2013 08:53

The reason for this chapter is not only to show the surprising similarities between marriage and business but also to highlight areas of importance which if fully understood, will help to keep marriages alive and to prevent businesses going bust.  You could be in both beds, but be careful with who.

It is noted that 3 out of 5 marriages fail and 80% of start-up businesses-60% in the first year, whilst 75% of acquisitions fail. Very few ask the question WHY?

This chapter will try to answer some of these questions

1. Signing contracts.  If we start at the beginning, we sign agreements we do not understand, whether anti-nupital contacts-buying /business contracts-leases etc. When the marriage or business fails we often find that we can be in very difficult financial straits, because we signed documents making certain commitments which we did not understand. Signing an ANC could be stated as planning for divorce, when we get married, because it is recorded that what is to happen when we agree to divorce.

2. Long term relationship-Entering marriage should be for life-likewise entering business must be to start and grow, expand and sustain a business and not to make a quick buck and exit.

3. Do your homework-Due diligence-

The main reasons for failure in marriage and business centre around the following-

•    It is estimated that out of every 100 people who say they want to enter into business only 1 does so. The reason for this is that many do not have the nerve to own their own business. Entering into the business partnership without understanding the other partner is also a risk. In business preferring to stay as employees-with their monthly cheque and guaranteed annual leave is preferred. In marriage the same caution should prevail-we all have many associations? before the right person comes along. But love is sometimes blind and do we really know the person we are marrying until we marry them and then it could be too late.
•    Another concern flowing from the above is that persons enter into a business and do not understand the product or service being supplied-failure is usually the result.
•    In marriage a long term courtship will assist in ensuring that the marriage relationship will work-and you get to know each other better.
 
4. Cash is King

In both marriage and business if there are financial constraints it can have serious detrimental affects

5.  You are the boss

I know we all say marriage is all give and take-the husband giving and the wife taking. Once in business you have to take responsibility for the management and control of the business, likewise in marriage you have not only yourself to think about. but also a partner and later children, you no longer have the freedom you had previously-you have to adjust.

Many persons cannot make the adjustment from being an employee to becoming an employer. Being single also has many advantages and when married some persons cannot move away from their previous freedom and independence.

6. You have to work at it-Love/passion

You have to work at marriage to ensure that it succeeds-in business if you have the passion for what you are doing the rewards will be there. In business you soon find that successful negotiation skills can be very beneficial. In marriage you also have to become a good negotiator-but don’t become a bad liar. Like business one should always act honestly-Do we in marriage?

7. Have an exit policy

When you enter into marriage the anti-nuptial contract defines what happens when the marriage no longer works and divorce takes place, as stated, when you marry you are in effect planning for divorce. Business is no different; you must have a clearly defined agreement on what is to happen when you want to exit the business, which usually is recorded in the shareholders’ agreement.
It is a reality that over time things change and although you may have worked very hard on making the business or marriage work, the business or marriage is floundering and there is no alternative than to exit –you must get out before making things worse.
     
8. Skeletons in the cupboard/ Window dressing

As stated one does not buy a business until a thorough due diligence examination has taken place-and the buyer is satisfied that what the seller said he was selling is what the buyer is actually buying. The seller will tell the truth the whole truth and sometimes anything but the truth. He will dress up the business to ensure that he can get the best price. In marriage we are inclined to put on a good act to impress our partner-we can overdo it.

9.  Expanding the business

Many businesses flounder when they expand and going from a small business to a bigger one has to be carefully assessed. Likewise in marriage when children come along the whole structure of the marriage changes and problems appear and must be dealt with.

Repeat-Warren Buffett equates going into business is like going into marriage-enjoy yourselves but don’t rush into it-good advice-Going into business together I will leave for another day-but I am convinced that you must not take the business to the bedroom.



Monday, 21 January 2013 09:13

Although in running a business money is absolutely necessary, it is people who can make or break a business.

It cannot be over emphasised that you must select your partners carefully, but you often do not realise their limitations until it is too late. Unless you are happy with your partner, start with employees. However you may have convinced yourself that you cannot go it alone, because of your mental outlook and feel more comfortable with partners, especially if they add value, money and take some of the risk.

The fact remains that if they inject funds, you now have to share control of the business, which includes limiting your profits, but also reducing your risks. Always try to keep control -50% plus.

Factors in favour in bringing in partners would include-

    You can bounce off ideas with the partner, who can assist you with making decisions.
    They could bring new ideas and suggest ways in which the business can be improved.
    As stated he can take the pressure off you for financial injection.

Problem areas, however, are-

    Is the partner long term or only short term to make his money and then walk away?
    Is his vision in line with yours?
    Does he have the money?-be sure before you take him on.
    Is he prepared to get actively involved in the business and not just be a sleeping partner?
    Do his skills, knowledge and experience compliment yours?
    Can he bring in contracts, which benefit the business?
    Can you work with him? Is he overbearing-arrogant etc? If you cannot work with him don’t. There are some big egos out there.
    Greed, take too much out of the business but making limited contributions.
    Some partners are more actively involved in other activities-like playing golf.
    Selling or making deals without your consent.
    Worse-even stealing from the business.
    Nothing was put in writing when the partner was taken on board, now his word is against yours.
    You had no other alternative than to take a partner, because you could not raise finances from the bank etc-dangerous.

I heard of a case recently when an owner was very busy, so he took on 3 partners-giving them, for nothing 25% each of the business-keeping 25% for himself.  He believed that they could enhance his business greatly because of their political and other contacts. Unfortunately this was not the case; they rarely came into the office, and did not bring in business, but took big salaries. The owner in frustration decided to sell the business for R1m. The 3 partners insisted on their R250, 000 each-for their 25% stake. The owner had signed a shareholders’ agreement and after seeking legal advice-realised that he had to pay. He managed to negotiate a deal-whereby they received R100, 000 each. “Let the signer beware”

Many partnerships fold by the latest after 2 years-I wonder why?

Turning to employees-you must travel the minefield of labour law. Frankly I have found that outside of core employees such as receptionists, book-keepers-it is best to stay as a one man band and work through associates/consultants only paying them when you use their services. However size and performance may have resulted in you having to take on more staff. If this is the case-the following points are relevant

    Ensure that their working conditions are legally sound, especially dismissal terms-and are they motivated.
    Don’t be afraid to get advice from Human Rights experts-it is worth it.
    Recruitment is a process, which must be carefully pursued. It is estimated that 60% of CVs are false, some of a serious nature. They must be read and checked out carefully. If a CV states-I have been farming-it could mean he has been in prison. Overseas qualifications in particular must be checked very carefully.
    Background checks must be thoroughly checked out. References must be double checked. It is difficult to give a bad reference-because defamation could follow against the giver.
    Credit clearances should be carried out and a police clearance sought with the applicants consent. If he refuses??
    His letter of appointment/employment contract must include duties of the employee-remuneration terms-especially perks-duration and notice terms-confidentiality and where applicable restraints of trade.
    Financial rewards assist, but good management and sound relationships and communication are vital.
    Motivation, recognition, responsibility and advancement cannot be overlooked.
    Be firm but fair.

I was once asked what I would consider questionable activities one should look for from employees. My answer was-

•    Coming late and going home early.
•    Using the business telephone for private business.
•    Pilfering.
•    Fraud.
•    Moonlighting.
•    Taking extensive sick leave.
•    Bad faith.
•    Lack of loyalty.
•    Overfamilier actions-sexual harassment being a major concern.
•    Back stabbing.

Bob Power, through his business Power Corporate Consultants has been actively involved in training, lecturing and mentoring for many years for those wishing to enter or expand their business, He works on the theme “keep it simple without the use of jargon on legalese”.


He is a lawyer by profession and as a consequence, he has in addition to training. lecturing and mentoring,-formed a business on “Business Advisory Services” which includes services usually required by small business owners/ entrepreneurs-such as legal matters but also financial issues, negotiations, consultancy, due diligence and human resources-in effect collective services which the small business owner/entrepreneur will encountered on his  climbing the ladder of success.


He is also a writer of many books, press cuttings, training material on the same topic of “Assisting those to wish to enter and succeed in business”




Monday, 14 January 2013 17:30

We would like to welcome you back all and to wish you a Happy and Prosperous 2013.

Nobd is going to grow stronger as a brand in 2013 as more and more people use it and others come across our brand through various searches they do on the internet.

Very soon (21 January 2013), we will resume our series on due diligence written by Bob Power, we hope you have been enjoying it and missed a lot over the festive holidays.

We are also going to continue the new series on the marketing plan.


It is good to have you back and we look forward to doing business with you.

 

Nobd Team

 

 

Monday, 10 December 2012 08:59

A few years ago I was apprised of a small business owner on his problems emanating from the then credit squeeze. His problems centred around the following issues-

    He was running out of cash, because he was taking too much money out of the business.
    He was using his business credit card for his personal expenses.
    He was two months in arrear with his lease rental payments.
    He was employing and paying out of the business, family members who were contributing nothing to the business. Tax was not being paid by the family employees.
    He had taken expensive holidays at the cost of the business.
    He had ignored his customers because he thought he had the market. He was always late for meetings and would not go to their premises to settle problems, they were now looking elsewhere.
    He was weak with administration and recording systems.

Tuesday, 04 December 2012 09:04

On starting, buying, managing or expanding a small business it is important not to overlook
BEE and Corporate Governance requirements.

The existing requirements of BEE do not necessarily apply to small businesses, because it was recently announced that BEE would not apply to businesses with turnover of less than R5m per annum. In practice, however, it is often a major consideration when tendering for government and other contracts, irrespective of the legal requirements. 10 important points for both Black and White partners to ponder are-

1. You must not window dress, which is falsely implying that you have BEE compliance. It cannot be denied that fronting as it is called does happen, but if found out your reputation is badly tarnished. White partners try to get fronts so pretending to be something which they are not, so can then obtain contracts/tenders. Don’t do it.

2. Do not put names on your business documents (letterheads etc), implying that you have a BEE director or shareholder, when you have not-This is fraud.

3. A business with a black name does not mean that it is BEE compliant.

4. Before entering into a BEE transaction, make sure that you really understand all the requirements for doing so-score sheets, codes, charters etc

5. Do the parties add value to each other, and are they who they say they are i.e. a consortium is not a legal entity.

6. Is there a cultural fit and are you able to work with each other, importantly the BEE partner must not have conflicting interests.

7. Does the BEE partner have the right profile, a good reputation and credibility?

8. Does the BEE partner take a long term view of the business? and is he available and accessible. He should make sure he has something to offer to dampen negative criticism, and preferably know the business which you are entering.

9. If a BEE partner contributes towards payment for the shares in a business he should aim for minority protection if he has less than 50% i.e. certain decisions need the consent of both parties? If not contributing then he cannot expect to get such protection. Be careful of deals of buy now pay later.

10. Both parties must both be genuine with each other-both must get a fair deal.

Turning to Corporate Governance-the following points have relevance-

Small businesses are not excluded from the latest King 3 Report. If the following issues are put in place and the business sold later around 20% can be added to the purchase price. 

1. All statutory records are up to date-especially, minute books, directors and shareholder records. Importantly have the directors, members (Close corporations) been properly appointed.

2. Ensure that all directors (including non-executive directors) fully understand their legal requirements for accountability, transparency, responsibility, efficiency, honesty and integrity. Do they add value to the Board and not have conflicting interests.

3. Have a company secretary-depending on size-but have at least an employee who can carry out such functions. The Company Secretary now has increased activities and liabilities, to contend with.

4. Likewise is there succession planning in place.

5. Ensure that the business is suitably controlled, especially possible risks, and at the present time appropriate security and safety systems are in place. Check out staff carefully before employing them.

6. Are staff aware of their legal requirements and reasonably paid?

7. Most importantly do they have sound business ethics? Don’t chance your arm with the taxman etc-think good governance whatever you size. Don’t commit the 3 corporate sins-Sloth-Greed and Fear.

8. Continuing with ethics don’t forget that the money in the business belongs to the business and not you, so if you take it out without business reasons you are guilty of theft.

9.  If a family business endeavour to comply with corporate governance.

10. Do you have proper communications with stakeholders, suppliers and customers etc?
 
11. Is you admin, insurance and financial controls in place.

As set out in a previous chapters make sure you keep away from the bad habits you can pick up in business, especially the most important one, namely after settling down in business and having a sustainable business, instead of getting rid of those “Old” habits you continue with them, which is the worse habit of all. If you really run a “clean ship” and abide by corporate governance requirements, have good management skills, are legally compliant and are honest and importantly the business is profitable and sustainable there is a very good chance that you will get a much better price for the business when you decide to sell it, and you will probably sleep better at night.

Monday, 26 November 2012 17:21

This Chapter is an overview of the financial ramifications of a business. It is a web of intrigue which can destroy you, if you do not know what you are doing.

It is accepted that it can take at least 6 months before you start making a profit, so you must have had a survival plan for this period and restrict as much as possible your expenses but going all out to make a profit.  Questions you must have answered are-

•    How do you make money?
•    How to cost products?
•    Know how to prepare and keep to a budget?
•    How to control spending?
•    How to manage income, expenses and profit? If you think revenue is profit-walk away.

Monday, 19 November 2012 18:04

It is unfortunate that in our country at the present time because of the high level of crime, it is imperative that the owner of a small business knows how to protect his business against crime.

Recent surveys have highlighted the following factors-

•    Crime is the biggest concern for small businesses especially in the sectors of retail, transport (garages), corner cafes and in emerging businesses in previously disadvantaged areas.
•    There was little confidence about any progress of relief in the future.
•    Many do not see any decrease in crime levels over the next year and others expected crime levels to rise.
•    Burglaries and robberies were the most prominent crimes affecting small business owners
•    In one survey 54% interviewed had experienced one incident of crime in the past year and 31% twice and 20% three times.
•    The main target was cash (gives the criminal 100% return on their investment) and saleable goods-clothing, cameras, laptops etc

Monday, 12 November 2012 14:54

During a recent TV programme I was asked to give my views on bad habits/practices in small businesses. I gave the matter careful consideration and keeping to my concept of keeping it simple and practical and after discussing the issue with some entrepreneurs whom I had coached in the past- I came up with the following points, accepting that there are obviously many more.

It was noted that many of the practices were in fact breaking the law, but regrettably in business when you are cash strapped you are in a catch 22 situation-you take chances, at your risk, be careful.

 

 

Monday, 05 November 2012 16:08

For many years, I have been mentoring buyers of businesses, and giving legal advice on the wording of legal documents. Accordingly this chapter is given mainly from the buyer’s perspective, but it equally gives an idea of what the other party wants. I would like to relate to readers some of the matters which have arose, or which I have been appraised of over the years which have or could have been extremely detrimental to the buyer. It is very much an overview put gives an insight to the play on words.

1.    The seller’s lawyers often draw up the agreement, and the buyer believes it is saving him legal fees, by accepting it. This is not necessarily the case. In one case, I am aware of, it was agreed that the legal fees would be split 50-50, although the agreement was drawn up very much is favour of the seller by the seller’s lawyers. Think about it.

Friday, 02 November 2012 11:54

Over the next few weeks, we are going to be exploring the Marketing Plan. Usually when you develop a business plan the plan also incorporates a marketing plan, however, there is nothing stopping you from developing a marketing plan for your business or specific product in isolation of the business plan. You can also review your marketing plan at any stage of your product life cycle.

 

 

A marketing plan comprises of eight major areas;

1. Situation Analysis

2.Objectives

3. Marketing Strategy

4. Marketing Programs

5. An Implementation Plan

6. Performance Evaluation & Monitoring

7. Financials

8. Contigency Plans

Visit us every week over the next few weeks to get insights and detailed information about preparing and implementing a marketing plan.

 

 

Monday, 29 October 2012 11:39

It must be stressed that there are no standard methods for valuing a business, there are various possibilities used, but are really no more than a guidance factor.

The main reason for seeking a valuation of a business is to ensure that a purchase price can be ascertained. However, have no doubt that the price eventually paid could be very different from the valuation calculation. As stated previously, in all my experience I have rarely concluded a deal on the valuation given by an auditor or other adviser, whether buying or selling. The seller wants as much as possible, whilst the buyer wants to pay as little as possible.

Monday, 22 October 2012 13:01

For many years the due diligence investigation was carried out by the buyer on the seller.  However, with the new dynamics in our country, and the substantial increases in the buying of businesses in the SME markets, it is often found that the buyer cannot raise the finances for the purchase, and often knows little about the business he wants to buy.

Perhaps we have gone from “let the buyer beware” to “let the seller be cautious”. This article is therefore from the seller’s perspective.

The smart seller should control the process, especially for the following reasons:

•    The seller is disclosing sensitive information to the buyer.
•    The process takes up much of the seller’s managements time, is the buyer fishing?
•    The buyer is inclined to the drag out the process, find out as much as he can and without an end in sight.

Features

  • Can Small Businesses Merge and Acquire?

    The answer is definitely yes. The first advantage that arises from merging is the increase of economies of scale. Economies of scale do not only increase in terms of the balance sheet but more so in terms of the human resource. For small businesses it is also likely that the balance sheets may have no much glory to show, however, the different shareholders may combine their intellect, experience and that of their personnel to develop a much stronger business.

    Read More
  • Analysing the markets of your business

    It is very important to analyse your markets whether you are starting a business or you are in business already. Existing businesses continuously work on budgets/sales forecasts which should generally be influenced by the prevailing behavior of the market among other factors. You cannot derive your forecasts purely on targets you want to achieve, you have to check your targets against the reality of the market situation.

    Considering the info about your markets is not an excuse for you not to achieve sales forecasts, however, it is a way to ensure that you can marry the right strategy to achieving your targets by using marketing analogies to derive your strategies.

    A good market analysis must consider the following;

    Read More
  • Risk Management in Small Businesses

    In a perfect world each individual would jump at an opportunity of running a business free of risks and uncertainties, unfortunately this is not the case, behind every success there is a painful story.

    Starting a small business comes with lots of challenges; entrepreneurs spend time and money developing a good business plan that is fitting for their prospective business. However, the management of risk is often overlooked by entrepreneurs who mistakenly believe that the loss is best dealt with once it has materialized.

    Risk refers to a possible loss which may arise from operations, people, process, systems, and internal as well as external events.  Once these are overlooked in your business operations they will interfere with your company’s financial stability.

    Read More
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