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Small business workshop

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Published in: Business, News & Politics

Small business workshop

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  11. 11. +#-&'$&'<#N$&O,<$&$(%&P'-<&@("&C'B%&"#C'#%& Source: ROY MORGAN SINGLE SOURCE AUSTRALIA : Oct 2007 – Sept 2008 !!""""""
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  38. 38. $(%&'FK"=$+#!%&"*&@"=-&"*&F",$(&& *"=&F+=P%$%=<& !! 4^"NAOBCIDRJ"WCE"ITEPR"BMJRENAO"OALKAWJ*"RQS&301_&16]85:1./&X2345678& 7g]7817.X7&Z03&497&6534&16]5840.4&87035.&c58&0__1./&87:17Z3"RE"RCAKO"JKRAJ*" ^EFFEWAT"SH"SMKFTKDG"BMJRENAO"FEHIFRH"g>0]h*"TOKLKDG"JIFAJ"g>6]h*"IDT" NIKDRIKDKDG"I"BENPAQQLA"ITLIDRIGA"g=0]h8"gA-IKFKDG"'OEMP*"6..?h"" !! ?>]"E^"NIOaARAOJ"IGOAA"RCIR";j"6.6.*"[21Y_1./&X2345678&48234&Z1YY&[7X567& 608^7;./N3&]81608`&5[h7X;:7*"IDT"?6]"IGOAA"RCIR"BEFFISEOIQED"WKRC" BMJRENAOJ"WKFF"POALIKF"ELAO"NIOaAQDG8"g!RE!"9ATKI"JMOLAH"E^"RCA"!RE!"2BCIDGA" PIDAF*"&POKF*"6..?h"" !! !!]"E^"OARIKFAOJ"OAPEORAT"I"GfS&58&6587&5:780YY&1.X87037&1.&X5.:78315.3&03&0& 8732Y4&5c&0__1./&87:17Z3"RE"RCAKO"JKRAJ*"6!]"OAPEORAT"ID"!!]"RE"6.]"KDBOAIJA" IDT"/]"OAPEORAT"I"!]"RE"!.]"KDBOAIJA8"gA-IKFKDG"'OEMP*"6..?h"" !! &"FIOGA"IPPIOAF"OARIKFAO"JIW"3147UZ1_7&X5.:78315.&80473&1.X87037&[`&WfS"gq!".0" LJ8"q!".7h"rMJR"NEDRCJ"IsAO"FIMDBCKDG";IcIIOLEKBA"(IQDGJ"t"(ALKAWJ8" g;IcIIOLEKBA"BMJRENAO"BIJA"JRMTHh" !! 9IOaAQDG"%pPAOKNADRJ"RAJRAT"POETMBR"BEDLAOJKED"WKRC"IDT"WKRCEMR"POETMBR" OIQDGJ"SH"BMJRENAOJ8"!5.:78315.&.708Y`&_52[Y7_L&/51./&c856&DVVS&45&EDfVS& 0i78&497&3067&]85_2X4&_13]Y0`7_&143&j:7U3408&80;./D"g9IOaAQDG%pPAOKNADRJ" oEMODIFh"" =?""""""
  39. 39. *"==%<$%=N<&<"!'+C&F%-'+&<$=+$%>A&*=+F%@"=P& :" K%"KC%& &JJAJJ"HEMO"BMJRENAOJ" JEBKIF"IBQLKQAJ" 4" "HO%!$'B%<& $ABKTA"WCIR"HEM"WIDR"RE" IBBENPFKJC" +" <$=+$%>A& :FID"CEW"OAFIQEDJCKPJ"WKRC" BMJRENAOJ"WKFF"BCIDGA" $+!$'!<& -" $ABKTA"WCIR"HEM"WKFF"DAAT"RE"TE"IDT"WCIR" RABCDEFEGH"HEM"WKFF"TAPFEH" =<""""""
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  41. 41. Most online Aussie adults use social media 26% Creators 35% Percent of Critics Percent of adults 35% 43% 18-28YOs participatin participating g in at least Collectors in at least one of the 16% 21% one of the activities at activities at least Joiners least monthly 45% 63% monthly 63% Spectators 75% 24% Inactives 12% Source: the November 14, 2008, “Australian Social Technographics® Revealed” report Base: Adult Australian online consumers Source: Asia Pacific Consumer Technographics Survey, Q2 2008 >!""""""
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  47. 47. FA&-'>'$+C&%!"<A<$%F&<,KK"=$<&$(%<%& #%%-<&+#-&$+K<&'#$"&$(%&F"$'B+$'"#<& 5&j+"-4"34))%3-" -[#)'+"#"&9"1#u%1j" &)$"3499,)#3&-%" -4"+:%)$"94)%j"4)" 5&j+"-4"9&)&'%"&)$" #9:(4`%"9j"1#Y%" >0""""""
  48. 48. ?"=&<'FKCA& 34))%3-#4)" -[#)'+" #)Y4(9&-#4)e%)-%(-&#)9%)-" >?""""""
  49. 49. $(%&H,<'#%<<&F"-%C&$(+$&*,#-<&$(%<%& %#B'="#F%#$<&'<&$AK'!+CCAJ& 34))%3-#4)" -[#)'+" +%11"&$`%(-#+#)'" +%11"+-,YY" (ABOMKRNADR"JKRAJ" +EBKIF")ARWEOaJ" (ARIKF" %pBCIDGA"IDT" ,JAO"'ADAOIRAT" `KORMIF"5EOFTJ" JKRAJ" IMBQED"JKRAJ" 3EDRADR"JKRAJ" 994('+" :EORIFJ" 1EDG"RIKF"BENNMDKQAJ" 9ELKAJ" YAJQLIF"'MKTAJ" -OILAF"t"-EMO" 3KRH"GMKTAJ" GMKTAJ" %LADRJ"3IFADTIOJ" #)Y4(9&-#4)e%)-%(-&#)9%)-" +%11"34)-%)-" 5KaKJ" )AWJ"JKRAJ*"#:-`" [ENA"KNPOELANADR" -OILAF"JKRAJ" ;FEGJ" +REBa"NIOaAR"WIRBC" IDT""JKRAJ" 3KRHJAIOBC" YKDIDBKIF"&TLKBA" #DROIDARJ"IDT"ApROIDARJ" (AFKGKEMJe+PKOKRMIF" ;IDaKDG" ;6;"BENNMDKQAJ" IDT"JAF^"CAFP"JKRAJ" 9ATKBIF"JKRAJ*"YEOMNJ" +MPPEOR"BENNMDKQAJ" ><""""""
  50. 50. H,$&+<&+&,<%=L&'&-"#N$&!+=%L&&& '&+F&+<P'#>J& 5[j"34))%3-v" 5[j";,j"[%(%v" +%11"&$`%(-#+#)'" +%11"+-,YY" 5[&-"`&1,%v" +%11"34)-%)-" /.""""""
  51. 51. -%C'B%=&$(%&='>($&B+C,%&+#-&C%B%=+>%&$(%&='>($& !"##%!$'"#<& 34))%3-#4)" -[#)'+" +%11"&$`%(-#+#)'" +%11"+-,YY" [#'["%)'&'%9%)-*" 5%11"-&('%-%$" )#3[%"1%`%1"(%1%`&)3j*" :(4$,3-+"-[&-" 9&++"&::%&1"" 3&)"%`41`%" #)Y4(9&-#4)"e"%)-%(-&#)9%)-" +%11"34)-%)-" :%(+4)&1#+%$"#)Y4(9&-#4)*" %2:%(#%)3%"&)$"" +%(`#3%+" /!""""""
  52. 52. H+<'!&#%%-<&"*&$(%&+,-'%#!%&*="F& H=+#-<& 3EDDABQED"w"$#&14',%" !! -CAH"WIDR"RE"RIFa"RE"HEM"EO"RE"ERCAO"BMJRENAOJ*"BEDDABR*"^IBKFKRIRA*" FKJRAD*"OAJPEDT" -CKDGJ"w"Y,)3-#4)&1#-j" !! -CAH"DAAT"RE"IBRMIFFH"TE"JENARCKDG*"NIaA"KR"AIJH8"" #D^EONIQED"e"%DRAORIKDNADR"w"34)-%)-"" !! -CAH"WIDR"RE"FAIOD"^OEN"IDT"ISEMR"HEM8" !! YOEN"RCA"OAIF"HEM"IDT"SH"PAEPFA"WCE"aDEW"HEM8" !! -CAH"WIDR"RE"ADrEH"RCA"ApPAOKADBA" /6""""""
  53. 53. K%"KC%& :" "HO%!$'B%<& 4" <$=+$%>A& +" $+!$'!<& -" /=""""""
  54. 54. '#B%#$"=A&"*&+CC&K"$%#$'+C&+KKC'!+$'"#<& =%C+$%-&$"&H,<'#%<<&*,#!$'"#& !! [EW"BID"WA"MJA"JEBKIF"NATKI"IDT"JEBKIF"DARWEOaKDG"RE"KNPOELA"CEW" RCKJ"^MDBQED"KJ"PAO^EONATv" !! 3ID"WA"KNPOELA"BEDLAOJIQEDJ*"KD^EONIQED"JCIOKDG*"IDT"BEFFISEOIQED" INEDG"PAEPFA"WCE"PAO^EON"RCKJ"^MDBQEDv" !! 3ID"WA"KNPOELA"CEW"^AATSIBa"KJ"ESRIKDAT"^OEN"PAEPFA"WCE"SADAlR" ^OEN"RCA"EMRPMR"EO"POETMBRJ"E^"RCKJ"^MDBQEDv" !! &OA"RCAOA"^MDBQEDJ"RCIR"IOA"KD"DAAT"E^"KDDELIQED"EO"BOAIQLKRHv" !! &OA"RCAOA"^MDBQEDJ"WCAOA"RCA"PAEPFA"KDLEFLAT"BMOOADRFH"CILA" TK_BMFRH"KD"BENNMDKBIQED"EO"BEFFISEOIQEDv" />""""""
  55. 55. '-%#$'*A'#>&<$+P%("C-%=<&+#-& -%K+=$F%#$+C&>"+C<& //""""""
  56. 56. -%*'#%&=%C+$'"#<('K<L&+#+CA$'!<&+#-& ",$!"F%<& "[h7X;:7& =7Y0;5.391]3& +.0Y`;X3& "24X5673& +POAIT"I"NAJJIGA" $ALAFEP"ID"ANEQEDIF" )MNSAO"E^"BENNADRJ" (ATMBA"RCA"BEJR"E^"NATKI" INEDG"I"BENNMDKRH"" BEDDABQED"WKRC" )MNSAO"E^"^EOWIOTJ" JPADT" BMJRENAOJ" ;FEG"PEJRJ" #DBOAIJA"RCA"fMIFKRH"E^" $KGGJ*"RABCDEOIQ"PEJRJ" NAJJIGA" #DBOAIJA"BMJRENAO" ADGIGANADR" (ATMBA"JMPPEOR"BEJRJ"" :OELKTA"I"JAF^"JAOLKBA" )MNSAO"E^"LKJKRJ"RE" (ATMBA"RCA"CEMOJ"FEGGAT" NETAF"^EO"JMPPEOR"RCIR" EDFKDA"JMPPEOR"JKRA" ED"JMPPEOR"BIFFJ" FAILAJ"BMJRENAOJ"^AAFKDG" [EMOJ"FEGGAT"KD"BIFF" #NPOELAT"BMJRENAO" ANPEWAOAT" BADRAO*"FADGRC"E^"BIFF"" ^AATSIBa"OIQDGJ" ^AATSIBa"^EONJ" 3ENNADRJ"KD"JEBKIF" NATKI" 1AIOD"^OEN"HEMO" #TADQ^H"aAH"NIOaAR" )MNSAO"E^"PEJRJe +ROAINFKDA"POETMBR" BENNMDKRH" ROADTJ"IDT"TAJKOAJ" JMGGAJQEDJ" TALAFEPNADR"POEBAJJ" `EFMNA"E^"BENNMDKRH" $ALAFEP"POETMBRJ"RCIR" TKJBMJJKED" IOA"NEOA"GAIOAT"RE" NIOaAR"TANIDT" /7""""""
  57. 57. F%+<,='#>&<,!!%<<J& $(%&H+<'!&F%$='!<& !! )MNSAO"E^"MDKfMA"MJAOJ" !! (ARMODKDG"LAOJMJ"DAW"OAITAOJ" !! (A^AOOKDG"ROI_B" !! 1KDaJ"^OEN"ERCAO"JKRAJ" !! 'EEGFA":IGA(IDa" !! -ABCDEOIQ"&MRCEOKRH" !! -ERIF"QNA"JPADR"ED"RCA"JKRA" !! -CA"PEPMFIOKRH"E^"RCA"BEDRADR"KRJAF^*"PIGA" LKAWJ"" /0""""""
  58. 58. $=+!P'#>&$(%&!+CC&$"&+!$'"#&& !! 34)-%)-Z" !! ;FEG"PEJRJ*"PETBIJRJ"IDT"LKTAE" !! 3&11"-4"&3-#4)Z" !! %DQBA"PAEPFA"RE"FAIOD"NEOA*"RAFF"ERCAOJ"EO" PAOCIPJ"ANSAT"I"LKTAE"PFIHAO"ED"CKJ"EO"CAO" EWD"SFEG"8" !! -(&3u#)'"&)$"&)&1j+#+Z" !! #J"RCAOA"I"OAJPEDJA"RE"RCA"OAIBC"EO"RCA" BINPIKGDv"" !! [EW"fMKBaFH"KJ"RCA"NAJJIGA"NELKDG"IOEMDT" RCA"KDRAODAR" !! &OA"OABKPKADRJ"ADGIGKDG"WKRC"RCA"BEDRADR" !! [EW"IOA"RCAH"OAJPEDTKDG"" /?""""""
  59. 59. =%*%==+C<&*="F&<"!'+C&<%+=!(&%#>'#%<& !! $%1#3#4,+"#+"&"+43#&1";44u9&(u#)'"+#-%*"5[%(%"9%9;%(+" 3&)"-&'"34)-%)-*"+[&(%"#-"5#-["4-[%(+*"&)$"Y#)$"+#9#1&(" #)Y4(9&-#4)" !! +-,9;1%,:4)":(4`#$%+"34)-%)-";&+%$",:4)";%[&`#4(&1" 9&-3[#)'x"&+"4)%"+:%3#Y#%+"1#u%+"4("$#+1#u%+*"#-"&1+4" (%3499%)$+"34)-%)-"-[&-"4-[%("9%9;%(+"1#u%"j4," :(%Y%(" !! $#''"#+"&"94(%"%)-%(-&#)9%)-"'%&(%$"+#-%"5[%(%",+%+" `4-%"&(-#31%+",:"&)$"$45)8""&9,+#)'"34)-%)-"-%)$+"-4" (#+%"-4"-[%"-4:" &11"4Y"-[%"&;4`%"&(%"+43#&1";&+%$"+%&(3[*"j4,"3&)"+%%"[45":%4:1%"(%&11j" -[#)u"&;4,-"j4,("34)-%)-" /<""""""
  60. 60. :" K%"KC%& "HO%!$'B%<& 4" <$=+$%>A& +" $+!$'!<& -" 7.""""""
  61. 61. <$=+$%>'!&-%B%C"KF%#$&K="!%<<& H037_&5.&`528&35X10Y&67_10&5[h7X;:73J& !! ;OIKDJREON"RIBQBJ"WCKBC"WKFF"IBCKALA"RCA"TAJKOAT"EMRBENA" !! 5CIR"WKFF"OAJMFR"WKFF"BEDJQRMRA"(4#"gWCIR"WEMFT"DERh" !! #J"RCKJ"OAIFKJQB"g;ADBCNIOaKDGh" !! 5CIR"POEBAJJAJ"t"OAJEMOBAJ"WKFF"SA"OAfMKOAT"RE"TAFKLAO" !! [EW"WKFF"OAJMFRJ"SA"GIRCAOAT" !! 5CE"DAATJ"RE"OABAKLA"WCKBC"OAPEORJ"IDT"CEW"EsAD" +4,(3%Z"uINK"[MHJA" 7!""""""
  62. 62. %)K%='F%#$L&+#+CA<%L&C%+=#DDD& <$+=$&"B%=& 76""""""
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  65. 65. :" K%"KC%& "HO%!$'B%<& 4" <$=+$%>A& +" $+!$'!<& -" 7/""""""
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  90. 90. <.""""""
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  94. 94. <>""""""
  95. 95. </""""""
  96. 96. <7""""""
  97. 97. <0""""""
  98. 98. <?""""""
  99. 99. <<""""""
  100. 100. <"F%&>=%+$&"#C'#%&=%<",=!%<&*"=&& <F+CC&H,<'#%<<& -7YYN3&*0X7[55^&]0/7& -2X4&$0]7&F08^7;./&HY5/& *Y`1./&<5Y5& +23480Y10.&+.491YY& <6084&!56]0.`& !..""""""
  101. 101. H=%+P& +%:-%9;%("6..<" !"#$%#$&'#&$(%&!"#$%)$&"*&$(%&+,-'%#!%& !.!"""""" #$%&'&($%)*"+,#-%"!./*"!.0"&1%2&)$%("+-(%%-*"3(45+")%+-*")+5"6.7/*"&,+-(&1#&" 5558#$%&'&($%)83498&,"
  102. 102. <"!'+C&F%-'+&$""C<& +#-&("@&$"&,<%& $(%F& !.6""""""
  103. 103. HC"><& !.=""""""
  104. 104. #"L&HC"><&+=%&#"$&+CC&C'P%&$('<?& !.>""""""
  105. 105. HC"><& !! &"SFEG"KJ"ID"EDFKDA"rEMODIF"RCIR" BID"SA"MJAT"RE"JCIOA"DAWJ*" KDRAOAJQDG"IOQBFAJ"IDT"GADAOIRA" TKJBMJJKED" !./""""""
  106. 106. $(%&C"#>&$+'CJ& HC"><&+=%&H%!"F'#>&F+'#<$=%+F& !.7""""""
  107. 107. !.0""""""
  108. 108. @(A&HC">T& !! &"BEJR"AiABQLA"WIH"RE"BENNMDKBIRA"WKRC"I"FEBIF*"DIQEDIF"EO" GFESIF"IMTKADBA" !! ;MKFT"HEMO"OAPMRIQED"IJ"ID"ApPAOR"IDT"GADAOIRA"ROMJR"INEDG" HEMO"RIOGAR"IMTKADBA" !! #NPOELA"HEMO"+AIOBC"%DGKDA"OIDaKDGJ" !! $ENKDIRA"I"DKBCA"NIOaAR" !! :OErABR"HEMO"PAOJEDIFKRH"IDT"GKLA"HEMO"BENPIDH"I"CMNID"^IBA" !! ;FEGGKDG"JEsWIOA"NIaAJ"KR"AIJH"RE"PMSFKJC"EDFKDA""DE" WASNIJRAO"OAfMKOATz" !! :EJA"fMAJQEDJ"RE"GIKD"^AATSIBa"IDT"OAJAIOBC"HEMO"NIOaAR" !.?""""""
  109. 109. +&*CA'#>&<"C"&& !+<%&<$,-AJ&& HC">>'#>&*"=& KC,FH%=<& !.<""""""
  110. 110. '$N<&+H",$&<(+='#>&P#"@C%->%& $"&-%F"#<$=+$%&%)K%=$'<%& 'c&`52N87&0&]Y26[78L&`52&X52Y_&[Y5/&0[524&497&c5YY5Z1./J& !! [EW"RE"lp"I"REKFAR" !! [EW"RE"JAIF"I"SIRCRMS" !! )AW"RABCDEFEGKAJ"KD"RCA"PFMNSKDG"KDTMJROH" !! [EW"RE"lp"I"FAIaKDG"RIP" !! 5CAOA"RE"SMH"BCAIP"PFMNSKDG"JMPPFKAJ"KD"+HTDAH" !!.""""""
  111. 111. H,$&'<#N$&$(%&KC,FH%=&>'B'#>& +@+A&+CC&('<&<%!=%$<T& #"&k&$913&13&7g0X4Y`&497&81/94&491./&45&_5m& !! 9EJR"PAEPFA"RCIR"OAIT"RCA"IOQBFAJ"WEDkR"GE"IDT" lp"RCAKO"REKFAR"RCANJAFLAJ" !! &FF"RCAH"WIDR"RE"aDEW"KJ"RCIR"RCAH"IOA"CKOKDG" JENAEDA"WCE"aDEWJ"WCIR"RCAH"IOA"RIFaKDG" ISEMR" !! -CA"SAdAO"RCA"fMIFKRH"E^"RCA"IOQBFAJ*"RCA"NEOA" BEDLKDBAT"RCAH"WKFF"SA"E^"RCA"LIFMA"E^"RCA" PFMNSAO" !! -CAJA"REPKBJ"POENERA"RCA"ApPAOQJA"IDT" BOATKSKFKRH"E^"RCA"PFMNSAO""IDT"KDBOAIJA"CKJ" OAFALIDBA"RE"JAIOBC"ADGKDAJ& !!!""""""
  112. 112. ER&F"<$&K"K,C+=&!"=K"=+$%&HC"><& {!/8"1ADELE"n"&MRCEOKRHZ"!6=" {!>8"9IOOKEd"n"&MRCEOKRHZ"!=/" {!=8"9KDR"n"&MRCEOKRHZ"!>6" {!68"YFKBaO"n"&MRCEOKRHZ"6>6" {!!8"'ADAOIF"9EREOJ"n"&MRCEOKRHZ"6?6" {!.8"+EMRCWAJR"&KOFKDAJ"n"&MRCEOKRHZ"6?>" {<8"1KDaAT#D"n"&MRCEOKRHZ"//!" {?8"jICEEz"n"&MRCEOKRHZ"7.!" {08"$AFF"n"&MRCEOKRHZ"/7<" {78"YIBASEEa"n"&MRCEOKRHZ"00<" {/8"jICEEz"+AIOBC"n"&MRCEOKRHZ"!!>/" {>8"|KFFEW"n"&MRCEOKRHZ"!6=."g)%5h" {=8"&TESA"n"&MRCEOKRHZ"!</!" {68"-WKdAO"n"&MRCEOKRHZ"/.70"g)%5h" {!8"'EEGFA"n"&MRCEOKRHZ"!.6>/" g-ABCDEOIQ"OIDaATh"n"+APRANSAO"6..?" !!6""""""
  113. 113. >F&*+<$C+#%& !!=""""""
  114. 114. H'CC&F+=='"$& !!>""""""
  115. 115. H,$&'$&'<#N$& O,<$&$(%&H'>& H"A<&@("&+=%& ,<'#>&HC"><& $"&$(%'=& +-B+#$+>%& !!/""""""
  116. 116. =%-&H+CC""#&-+A<&!%"&,<%<&+&HC">&$"& >'B%&(%=&"=>+#'<+$'"#&+&(,F+#&*+!%& !! )IENKkJ"SFEG"SMKFTJ"BOATKSKFKRH"IDT" ADGIGAJ"CAO"RIOGAR"IMTKADBA"SH" ^EBMJKDG"ED"ADROAPOADAMOKIFKJN"IDT " SMJKDAJJ"KJJMAJ"RCIR"IOA"FKaAFH"RE" OAJEDIRA"WKRC"CAO";6;"BMJRENAOJ" !! :AOJEDIFKJKDG"CAO"SFEG"IDT"GKLKDG" ID"KDJKGCR"KDRE"CAO"BENPIDHkJ" PAO^EONIDBA"CAFPJ"GKLA"KR"I"CMNID" ^IBA""PIOQBMFIOFH"KNPEORIDR"WCAD" NIDH"BMJRENAOJ"IOA"[("NIDIGAOJ" !! +CIOKDG"IDT"SEEaNIOaKDG"REEFJ" CAFP"BEDRADR"ROILAF" !!7""""""
  117. 117. O"**=%A<&!"**%%&%#C'<$%-&HC">>%=<&$"& (%CK&!=%+$%&+&#%@&!"**%%&*C+B",=& !! oEiOAHJ"MJAT"I"SFEGGAO"EMROAIBC"POEGOIN " RE"GADAOIRA"SMcc"IDT"KDJKGCRJ"^EO"):$"" !! oEiOAHJ"GILA"SFEGGAOJ"^OAA"JINPFAJ"E^" RCAKO"DAW"BEiAA"KD"ApBCIDGA"^EO" ^AATSIBa"IDT"I"FKDa" !! !/..}"SFEGJ"PIOQBKPIRAT"IDT"BELAOIGA" KDBFMTAT"9IJCISFA*"3)%-*"uKFFAO+RIORMPJ*" 9IOaAQDGY9*"9IdJ3MPPI*"9E;Mcc"-`" !! -CAH"MJAT"RCKJ"^AATSIBa"RE"TALAFEP"I" DAW"VILEMO"E^"BEiAA*"IPRFH"QRFAT"3EiAA" 68." !!0""""""
  118. 118. H%<$&=%<%+=!(&$""C<&*"=&*'#-'#>&HC"><& '#!C,-%J& !! WWW8RABCDEOIQ8BEN"" !! SFEGJAIOBC8GEEGFA8BEN"" !! WWW8HJAIOBCSFEG8BEN" !! WWW8IJa8BENe{JMSrABRZSFJ~PGZ!" !! WWW8KBAOEBaAR8BEN" !! WWW8^AATJRAO8BEN" !! WWW8SFEGTKGGAO8BEN" !! WWW8TIHPEP8BEN" 144u"Y4("-[%";14'"&)$"#-+" &,-[4(#-j"(&-#)'" !! WWW8SFEGc8BEN" !! WWW8AGEJMO^8EOGe" !! WWW8JPCAOA8BENe"" !!?""""""
  119. 119. '#!=%+<%&A",=&C'#P&%n,'$A& !! ,PTIRA"HEMO"BEDRADR"OAGMFIOFH" !! 3OAIRA"JQBaH"BEDRADR"^AIRMOAJ*"K8A8"FKJRJ*"OMFAJ*"WCKRA"PIPAOJ*" KDTMJROH"BENNADR*"RCEMGCR"FAITAOJCKP" !! &GGOAGIRA"ApKJQDG"BEDRADR"KDRE"I"MJA^MF"^EONIR"g(++h" !! &TT"m:AONIFKDaX"gPAONIDADR"FKDah" !! 3OAIRA"I"BFMJRAO"E^"OAFIRAT"SFEG"PIGAJ"IFF"POENEQDG"RCA"EDA" BEOPEOIRA"PIGA" !!<""""""
  120. 120. %+<A&$"&C'#P&$"&!"#$%#$& !! 1KJRJ"E^"REPKBJ"IOA"AIJH"RE"FKDa"RE"IDT"LAOH" PEPMFIO"K^"BOATKSFA" !! ?"REP"ROADTJ" !! ;MKFT"I"@!.!"RCKDGJ"RE"TE"FKJRX" !! !."AIJH"QPJ"RE"CAFP"HEM"•KDJAOR"REPKB"CAOA€" IOQBFAJ" !! (AJEMOBA"FKJRJ"^EO"I"JPABKlB"REPKB" !! 1KJR"E^"RCA"REP"!."NHRCJ"^EO"I"JPABKlB" BIRAGEOH" !! 3OAIRA"I"FKJR"E^"GMOMJeApPAORJ" !6.""""""
  121. 121. <"!'+C&C'#P'#>&<$=+$%>'%<& !! 9IaA"RIGGKDG"IDT" SEEaNIOaKDG"AIJH"" !! (AWIOT"KDSEMDT"FKDaJ" !! (AJPEDT"RE"RCEJA"WCE"KDRAOIBR" WKRC"HEM" !! :IOQBKPIRA"EMRJKTA"HEMO"EWD" ADLKOEDNADR" !6!""""""
  122. 122. K="B'-%&$(%&+H'C'$A&$"&<(+=%& !66""""""
  123. 123. HC"><& -5& -5.N4& !! :EJR"ED"I"OAGMFIO"JBCATMFA" !! 5OKRA"POAJJ"OAFAIJAJ""SA"OAIF" ISEMR"WCH"JENARCKDG"KJ" !! %DBEMOIGA"BEDLAOJIQED"SH" ApBKQDG" IJaKDG"fMAJQEDJ" !! 1AR"BENPFIKDRJ"GE"MDIDJWAOAT" !! (AJPEDT"RE"BMJRENAOJ•" fMAJQEDJ"IDT"BEDBAODJ" !! 9IaA"MJAOJ"OAGKJRAO"RE" BENNADR""RCAH"WEDkR"SERCAO" !! ,JA"I"^AW"SFEGGAOJ"^OEN"HEMO" BENPIDH"^EO"NEOA"LKAWPEKDRJ" !! $AFARA"^IKO"SMR"BOKQBIF" BENNADRJ" !! :EJR"POETMBR"OALKAWJ"^OEN" BMJRENAOJ"EO"KDTMJROH"ApPAORJ" !6=""""""
  124. 124. $=A&$('<J&!(%!P&",$&$@"&>=%+$&HC"><& +H",$&("@&$"&@='$%&+&HC">& CdPZeeWWW8POESFEGGAO8DARe" CdPZeeWWW8BEPHSFEGGAO8BENe" !6>""""""
  125. 125. =<<& !6/""""""
  126. 126. =<<& !! (AIF"+KNPFA"+HDTKBIQED"KJ"I"WIH"E^" JMSJBOKSKDG"RE"KD^EONIQED"^AATJ"^OEN" WASJKRAJ*"SFEGJ"EO"PETBIJRJ" !! #RkJ"I"GOAIR"WIH"RE"aAAP"MP"RE"TIRA"WKRC"HEMO" ^ILEMOKRA"JKRAJ"IDT"REPKBJ"WKRCEMR"CILKDG"RE" OALKJKR"JKRAJ"RE"BCABa"^EO"DAW"BEDRADR" !! -CKDa"E^"KR"FKaA"GA‚DG"I"DAWJPIPAO"TAFKLAOAT" RE"HEMO"CENA"OIRCAO"RCID"CILKDG"RE"GE"RE"RCA" JCEP"RE"PKBa"EDA"MP" !! 3FKBa"ED"RCA"EOIDGA"FEGE"RE"JMSJBOKSA" !67""""""
  127. 127. $=A&$('<J&-"@#C"+-&*=%%&>"">C%&=%+-%=& $"&=%+-&=<<&*%%-<&& !! jEM"BID"TEWDFEIT"'EEGFA" (AITAO"^EO"^OAA" !! -CA"KDRAO^IBA"KJ"JKNKFIO"RE" ID"ANIKF"IPPFKBIQED"IDT" IMRENIQBIFFH"MPTIRAJ"WKRC" DAW"IOQBFAJ"^OEN"^AATJ" HEMkLA"JMSJBOKSAT"RE" !! jEM"BID"IFJE"AIJKFH"RIG"IDT" JCIOA"IOQBFAJ"WKRC"^OKADTJ" !60""""""
  128. 128. *%%-<&$"&!=%+$%&*"=&A",=&H,<'#%<<& #7Z3&M&+..52.X767.43& !! [AITFKDAJ*"DEQBAJ"IDT"IDH"FKJR"E^"IDDEMDBANADRJ"RCIR"IOA" ITTAT"RE"ELAO"QNA" H55^608^3&0._&54978&7g478.0Y&Y1.^3& !! 5CKFA"NEJR"PAEPFA"MJA"(++"^EO"JCIOKDG"FKDaJ"^OEN"RCAKO"EWD" JKRAJ*"KRkJ"I"DIRMOIF"lR"^EO"JCIOKDG"FKJRJ"E^"ApRAODIF"FKDaJ" !0Y7._083& !! 1KJQDGJ"E^"PIJR"EO"MPBENKDG"ALADRJ*"TAITFKDAJ"EO"CEFKTIHJ" -040[0373& !! oES"FKJQDGJ*"JEsWIOA"OAFAIJAJ*"ARB8" !6?""""""
  129. 129. <%"&$'K<&*"=&=<<& !! YEBMJ"HEMO"^AAT"WKRC"I"aAHWEOT"RCANA" !! ,JA"aAHWEOTJ"KD"RCA"QRFA"RIGx"aAAP"KR"MDTAO"!.."BCIOIBRAOJ" !! 9EJR"^AAT"OAITAOJ"TKJPFIH"^AATJ"IFPCISAQBIFFH*"QRFA"IBBEOTKDGFH" !! 5OKRA"TAJBOKPQED"RIGJ"IJ"K^"^EO"I"TKOABREOHx"aAAP"RCAN"MDTAO"/.." BCIOIBRAOJ" !! ,JA"^MFF"PIRCJ"ED"FKDaJ"IDT"MDKfMA",(1J"^EO"AIBC"KRAN" !! :OELKTA"ANIKF"MPTIRAJ"^EO"RCA"DEDnRABCKAJ" !! 4iAO"ID"[-91"LAOJKED"E^"HEMO"^AAT" !! YEO"SOIDTKDG*"ITT"FEGE"IDT"KNIGAJ"RE"HEMO"^AAT"" !6<""""""
  130. 130. <A#-'!+$'#>&*%%-<& !=.""""""
  131. 131. $=+!P'#>&=<<& !=!""""""
  132. 132. =%+CCA&<'FKC%&<A#-'!+$'"#&o=<<p&& -5& -5.N4&&& !! EiAO"(++"^AATJ"^EO"HEMO" !! JPIN"HEMO"JMSJBOKSAOJ"SH" WASJKRAkJ"SFEG*"DAWJ*" KDBFMTKDG"ApBAJJKLA" ALADRJ*"IDT"PETBIJRJ" ITLAOQJKDG"KD"HEMO"(++"^AAT" !! JMSJBOKSA"RE"(++"^AATJ" !! GE"ELAOSEIOT""FKNKR"(++" OAFALIDR"RE"HEMO"KDTMJROH"EO" ^AATJ"RE"BEDRADR"^OAfMADRFH" KDRAOAJRJ" MPTIRAT" !! KDBFMTA"I"QRFA"IDT" !! ^OAIa"EMR"WCAD"I"SFEGGAO" TAJBOKPQED"EDFH"JE" CKrIBaJ"HEMO"BEDRADR""RCKJ" JMSJBOKSAOJ"DAAT"RE"LKJKR" BEMFT"IBRMIFFH"CAFP"HEMO" HEMO"JKRA"^EO"RCA"^MFF"JREOH" JAIOBC"ADGKDA"OIDa" !! ROIBa"HEMO"JMSJBOKSAOJ" !=6""""""
  133. 133. K"-!+<$<& !==""""""
  134. 134. K"-!+<$'#>& !! :ETBIJRJ"IOA"RCA"IMTKE"e"LKTAE" AfMKLIFADR"E^"(++"^AATJZ"HEM"JMSJBOKSA"RE" OABAKLA"RCA"FIRAJR"APKJETAJ"WKRCEMR" DAATKDG"RE"OALKJKR"RCA"BOAIREOkJ"WASJKRA" !! :ETBIJRJ"BID"SA"OITKE"EO"-`"JCEWJ*" JKNPFA"OABEOTKDGJ"E^"BEDLAOJIQEDJ*" POAJADRIQEDJ*"EO"KDRAOLKAWJ"" !! -CAHkOA"I"BCIDBA"RE"POELKTA"OAFALIDR" BEDRADR"IDT"SMKFT"I"FEHIF"IMTKADBA" IOEMDT"HEMO"SOIDT"EO"NAJJIGA" !=>""""""
  135. 135. $=A&$('<J&-"@#C"+-&'$,#%<&*"=&*=%%&$"& H="@<%&+#-&<,H<!='H%&$"&K"-!+<$<& !! jEM"TEDkR"DAAT"ID"K:ET" RE"FKJRAD"RE"PETBIJRJ*"IDH" BENPMRAO"EO"9:="PFIHAO" WKFF"TE" !! :ETBIJRJ"BID"SA" TEWDFEITAT"^OEN"RCA" BOAIREOkJ"WASJKRA"EO" JMSJBOKSAT"RE"RCOEMGC" K-MDAJ"gWCKBC"KJ"IFJE" ^OAAh" !=/""""""
  136. 136. !=7""""""
  137. 137. <A-#%A&@='$%=<N&!%#$=%&<,!!%<<*,CCA& ,<%-&K"-!+<$<&$"&K="F"$%&'$<&!",=<%<& !! &J"PIOR"E^"ID"KDRAGOIRAT"JEBKIF"NATKI" BINPIKGD*"+HTDAH"5OKRAOJk"3ADROA"GOAW" I"TIRISIJA"E^"MJAOJ"RE"SABENA"I"FAITKDG" POELKTAO"E^"JCEOR"BEMOJAJ"RE"KDTKLKTMIFJ" IDT"BEOPEOIRA"GOEMPJ" !! -CA"WAAaFH"PETBIJRJ"^AIRMOA"KDRAOLKAWJ" WKRC"WAFFnaDEWD"IMRCEOJ"RE"KDJPKOA" ERCAO"WOKRAOJ"IDT"POELKTA"POIBQBIF"QPJ" !! -CA"PETBIJRJ"CILA"SAAD"JMBBAJJ^MF"SH" OAKD^EOBKDG"+53kJ"ApPAOQJA"IDT"PIJJKED" ^EO"WOKQDG""DER"RCA"CIOT"JAFF" !! +53"GKLAJ"MJAOJ"I"OIDGA"E^"EPQEDJ"ELAO" CEW"RE"JMSJBOKSA"RE"EO"JCIOA"KRJ"PETBIJRJ " !=0""""""
  138. 138. K"-!+<$&<A#-'!+$'"#& !=?""""""
  139. 139. H%<$&K=+!$'!%&"*&K"-!+<$'#>& !! +QBa"RE"RCA"PEKDR" !! &LEKT"VMi"" !! ;A"mKD^ERIKDKDGX"" !! ;MKFT"IDT"ADGIGA"BENNMDKRH"" !! $EDkR"ITLAOQJA"EO"JAFF"" !! ;A"NKDT^MF"E^"HEMO"FKJRADAOJk"QNA" !! #DRAGOIRA"HEMO"SMJKDAJJ"PETBIJR"KDRE"RCA"SFEGEJPCAOA"WKRC"JCEW" DERAJ"ED"AIBC"JAJJKED" !! #DLKRA"BENNADRJ"ED"AIBC"JCEW" !=<""""""
  140. 140. &("@&C"#>&<(",C-&K"-!+<$<&H%T& !! $IKFH"DAWJBIJRZ"!n/"NKDMRAJ" !! )AWJBIJR"WKRC"GMAJRZ"/n!."NKDMRAJ" !! -IFa"POEGOINZ"!/n=."NKDMRAJ" !! )AWJ"POEGOINZ"=.n7."NKDMRAJ"" !>.""""""
  141. 141. K"-!+<$<&oK%=<"#+C&"#U-%F+#-& H="+-!+<$p& -5" -5.N4" !! 3ENA"MP"WKRC"I"OAGMFIO"^EONIR" !! 5EOOH"REE"NMBC"ISEMR"FADGRC" g^EON*"REPKB*"IDT"TMOIQEDh" !! #DLAJR"KD"I"FER"E^"AfMKPNADR"" !! :OAPIOA"TEDkR"JBOKPR"gEO"HEMkFF" JKNPFA"REEFJ"IDT"JEsWIOA"IOA" JEMDT"JQih" IFF"HEM"DAAT"RE"GAR"GEKDG" !! ,JA"I"GEET"NKBOEPCEDA"gSMR" !! 1AILA"REE"NMBC"QNA"SARWAAD" DE"DAAT"RE"ELAO"POETMBAh" PETBIJRJ""KR"BEMFT"POALADR"HEM" ^OEN"SMKFTKDG"ID"IMTKADBA" !! :OENERA"HEMO"PETBIJR"ED"HEMO" WASJKRA"IDT"PETBIJR" TKOABREOKAJ" !>!""""""
  142. 142. <"!'+C&#%$@"=P'#>& !>6""""""
  143. 143. <"!'+C&#%$@"=P'#>&<'$%<& !! %DISFA"PAEPFA"IDT"EOGIDKJIQEDJ" RE"BEDDABR"IDT"KDRAOIBR"WKRC" ^OKADTJ*"BEFFAIGMAJ"IDT"^IDJ"" !! YIBASEEa"IDT"9H+PIBA"POELKTA"I" NKBOE"JKRA"^EO"HEMO"SMJKDAJJ" WKRCKD"RCA"JEBKIF"^OINAWEOa" !! +CIOA"PCEREJ*"LKTAE*"IMTKE"IDT" FKDaJ"" !! +ADT"POKLIRA"IDT"KDJRIDR" NAJJIGAJ" !! 1AIOD"NEOA"ISEMR"EOGIDKJIQEDJ" IDT"HEMO"BMJRENAOJ" !>=""""""
  144. 144. *+!%H""P&'<&$(%&-"F'#+#$&<"!'+C& #%$@"=P&'#&+,<$=+C'+& !>>""""""
  145. 145. !"FK+=%&$(%&-'**%=%#!%&"#&FA<K+!%& !>/""""""

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