Below are some of the most effective strategies to help close your sales faster: 1. Plan out your window display and merchandising initiatives to the tee. Sales Skills Training Manual. You want to remove as much friction as possible and make the merchandise feel even more special. If they are knowledgeable they will share their passion with confidence.”. retail-sop.pdf . If you are a clothing boutique, you can use a slow afternoon to offer personal shopping services or provide free manicures to the first dozen customers. Try not to have a cluttered retail display, and try organizing the products by color, shape, or brand. Because I’d built rapport before showing the merchandise and challenged his request, he also purchased about $300 more clothing.After I sent him a handwritten note thanking him for his purchase, he returned to the store. Take advantage of cross-merchandising strategies and impulse sale opportunities. But the fact that it’s so easy with Vend is such a blessing.”. Don't present the two products as about the same, or you'll only sell the cheaper version. You end up with a checklist that can be reviewed to prioritize areas needing improvement and serve as the groundwork for an effective marketing strategy. In the blink of an eye, new competitors emerge, products similar to yours are released, and before you know it, it’s a race to the bottom. Retail sales strategies can make or break your brand. The right strategy, by contrast, can yield success you never imagined, assisting even struggling businesses. 4. It's time like these when it'd be great to consult with a retail marketing expert and get help turning things around — even if it's just for a single piece of advice. Bei uns lernst du alle bedeutenden Merkmale und wir haben die Retail audit getestet. It's simple, upselling is showing a shopper a better product like the Pendleton after showing them a cheaper wool shirt. While I'm on the subject of presenting the product features and benefits, you might wonder what the difference is between upselling and cross-selling. Take your Google listing to the next level by displaying your inventory in Google Search and Maps. FREE SALES TOOL: Get my essential sales prospecting checklist. While real-time data can help you analyze how your retail strategy of making the customer the center of your retail business, that still starts and ends with your associates. “Make sure that every member of your team wants to be there and are passionate about and know their products. Having the right sales strategy will make or break your startup. Donald Pettit, Sales & Partners Manager, SalesWarp. If you've already sold them on a premium product, don't talk yourself out of the sale by making it sound like more work than the basic version. 1) Presentation –. Make sure that you’re showing up whenever they conduct a search relevant to your business. Tips to Improve Retail Sales. Close. By entering your email you expressly consent to receive other resources to help you improve your marketing efforts. Luxury retailers have mastered the art of clienteling. The phone is ringing, you may have online orders to fill, and there’s a line of ... 2. those employees must remember to: Use these retail selling tips and strategies to open your own heart to a stranger walking in your store, discover higher conversion rates of lookers to buyers, and benefit from a greater satisfaction while working in a retail store. As a retail entrepreneur, it can be easy to hit a slump and feel frustrated when sales are down or if you're just not getting enough foot traffic. According to owner Michael Nagdimunov, adding the delivery service increased their revenue by 25%. Follow up about a day later to make sure they are in love with their purchase where appropriate, or to ask them to share their experience online as a review. Thanks to Pointy, Maxwell’s products are visible to shoppers in the area. We have all been there. The most effective way to close a sale is to read your shopper's body language. In 2017, a CouponFollow survey found that 47% of people aged 22 to 37 did most of their shopping online. Keep count one day of every customer you encounter and every customer you ring up. A winning product assortment will help you win more sales. “My best tip is to share YOUR story,” says Sonja Thompkins, a business coach for brick and mortar boutiques. Welcome customers like they’re coming to your home. “Stock Up” on New Business Leads Now. That can't be forced. IKEA gained valuable insights from their study and it helped them come up with a product called the Knapper, a full-length mirror that comes with a built-in rack and hooks for hanging clothes and jewelry. And work oftentimes feels lonely. You can learn more about the benefits of using category roles in this piece. As long as the sales pro makes sure that each step of the sales process is covered and provides enough value to the customer, assuming a sale will close is a powerful and highly effective closing technique. How are you going to do that when you can't conceivably buy most of what you sell? For retail marketing strategies to work for you, it’s important to experiment and be creative in using or combining different tactics to make your retail business grow in awareness, popularity and, ultimately, sales. She writes about trends, tips, and other cool things that enable retailers to increase sales, serve customers better, and be more awesome overall. And people love to buy from other people, not businesses!”. That’s why it is so important to bone up not only on the features of your top 100 higher-priced products (that’s what they have) but even more so on their benefits (which is what they give).This is the fourth part of a sale where you put on a show about how lightweight the earrings feel in her ears, how the automatic settings take user error totally out of taking a picture, or about how the materials in the fine wool jacket compare and contrast to one of lesser quality.Here’s also where your storytelling abilities can shine.I used to sell Pendleton shirts, which ran about $100 each. So, if you’re currently not engaging in Corporate Social Responsibility (CSR), it’s high time to find a good cause to support. So, if you have a good and authentic story to tell, by all means, do it. 1. Many salespeople procrastinate making phone sales calls, so you’re not alone. Shoppers who take the trouble to come to a brick and mortar retail store are looking for something more truly personal than they can find online. Connect with her on LinkedIn, Twitter, or Google+. While others would sell and sell, I would go home empty handed. At the end of Q2, I built and launched an email win-back campaign that influenced $50,000 in sales from lost customers and another $25,000 in sales from current customers in Q3 alone.” 5. The question is: are you? We can see this in action in Maxwell’s of Chelmsford, a retailer in Massachusetts that sells lawn and garden supplies, animal feed, and pet food. Doing so enabled IKEA to figure out what stresses people out when getting ready for work and what keeps them from getting out the door during the morning rush. Retail Training – Practice Makes Sales If you’re still uncomfortable retailing, we suggest starting off by trying to sell a product to your friend or another stylist in the salon. Invariably someone would ask what that meant and I’d make a joke, it’s wool from ugly sheep. ", “Who are their shoppers — Moms? If the answer is yes, you're not alone. That will just put more doubt in their minds.Here’s what to do to convert more sales…Simply recap three things you learned during the sales process about what they were trying to accomplish, and repeat those specifics back to them. Synopsis. You need to have a clear idea of what’s selling, which products are making you money, and which ones are duds so you can make the right call when it comes ordering products, running promotions, and more. Effective sales techniques: 7 tips for more consistent sales Read time: 5 minutes . At that point, you're very close. The essential skills you need to learn in order to approach customers more effectively, increase ticket value, and close more sales is to master my five-step selling process: When you do all of this, everyone wins. There are a number of ways of selling. Thanks for signing up to the Vend newsletter. Inventory-based retailers can also offer these services — and reap the rewards. He said, "You know, most people would have just gotten me the shirt and been done with it. Find something that you can talk to them about and build rapport and trust. I remember when I was getting a DSL camera. This just might be the most important strategy of all the phone sales tips and techniques for sales calls that get better results: Stop procrastinating! Once you’ve set your goals, communicate them with your team and keep them top of mind throughout the day. That’s okay, these strategies will help. According to him, in order to effectively get your staff to drive sales, you need to: We’ve talked about retail staffing quite a bit on the Vend blog, so rather than rehashing everything we’ve said before, we’ll end this section with a handful of pointers for you to think about: One of the keys to boosting your retail revenue is setting sales targets. Traditional selling tactics may work not as well as before, so we’ve added new recommendations to help increase your retail sales. So when you ask, understand there's a chance the shopper will say no for some reason. That all changed after 9/11 as shoppers pulled back from shopping at previous levels. If you're new to sales, you might get nervous asking for such a commitment. Well, fear not! Sales The 5 Most Powerful Sales Techniques Here are five simple yet incredibly powerful sales techniques that are responsible for over $1 billion in sales. For instance, Fortune reports that the company once did a study of 8,292 people in eight cities to learn more about their morning routines. Oftentimes you'll see their arms relax; they are not folded across their chest, and the shopper is looking at the product or directly in your eyes. They are lucky to see one is red and the other is black. “Treat each return like a sale. Keep your retail shelf organized and clean! GMROI, sell-through, inventory turnover, product performance, and lost sales), Survivor's Guide to the Retail Apocalypse, Be grateful and appreciate your staff. The last thing you want is for shoppers to call you out for now walking the talk. As you are thanking the customer, you could also ask for a review on social media--but for most, that marketing strategy can feel forced. If you’re using Vend, for example you can connect Vend and Pointy, and your inventory data will automatically be displayed on your Business Profile on Google Search and Maps when consumers search for your business name or, potentially, for a product that you have in stock. Be less interested in what they came into your location to buy than why they came in, so you get the full picture of all they could use. Here are a few key strategies that sales teams should use now to make sure you keep your sales pipelines functioning properly. My new Retail Assessment Tool isn't your typical online quiz. Any retail business that does not generate sales is bound to fail. We’ve written about these topics at length in previous posts, so if you’d like a crash course in upselling, cross-selling, and promoting impulse buys, check out the following: And here’s an informative video featuring Jennifer and Danila, the co-owners of Convey boutique in Toronto. Font Size. Have an inventory management system with stock level alerts, accurate reporting, and effective product ordering features. — they’ve lost their most loyal shoppers,” said Bob Phibbs, CEO of the Retail Doctor. The common theme around the top strategies that the best retail sellers employ is to have employees who are able to build rapport and trust before trying to direct shoppers to merchandise. Divide the two to find your ratio of sales to visits. Juggling responsibilities comes with the territory when you own a small business. Are you a Vend customer? Offering this service will help drive in-store traffic and sales. If you’re looking to increase sales in your retail store, suggestive selling is an excellent way to increase the average transaction size and overall revenue of your business. A lot of cheaper wool shirts are actually recycled rags or other scraps reprocessed and re-dyed. That's why it's important to continuously improve your selling skills. A good way to start is by breaking down the process into discrete, manageable elements. 10. We know this is a tough time for retailers, so we hope you find these tips useful. If you're looking to increase sales in retail, don't ignore the potential of opt-in offers – prompts that encourage people to sign up for your newsletter, mailing list, or loyalty programs. Just practical, award-winning content sent straight to your inbox. Foreseeing this issue of balancing current and future needs, I want to structure something that's fair to the sales person from the start. Sure, it may not be their intention to make a purchase, but if you manage to impress them, they might just decide to buy something or come back at a later time. With that said, let’s dive into the post. Look at your store data to figure out your peak hours, then ensure that you have enough employees and registers to handle the rush. KEA devotes tons of time and resources studying the cultures and habits of their target markets. Sales is something that never came naturally to me. If you need more resources on increasing retail sales, have a look at the recommended articles below! Sales Tips and Strategies to Increase Your Sales Success is a quick and easy read, but the advice in these articles has the power to increase your sales significantly, if you start adopting them today! Nick Stagge, VP of marketing at ExpertVoice, does a great job in elaborating on this best practice. What can you do right now to learn more about your target market? "Why red?" Click below to learn how to set sales targets for your team members. Be sure to download Marc's incredible e-book on "25 Tips to Crush Your Sales Goal!" Tips like those presented in this article really help me. Find out how you can increase sales with these approaches to small business sales. Stay on top of your inventory to ensure that you’re stocking the right products at the right time. Forget being a social media influencer, on the salesfloor, your ability for suggestive selling the better product is crucial. Best Practice Guide for Customer Service Professionals - Sample. The Expressive type sees the possibilities in everything and will follow their own instincts; they know what they like and buy on feeling, not on facts. Speaking of which, if you’re constantly dealing with long wait times, an iPad POS system could be just the thing to speed things up. We know this is a tough time for retailers, so we hope you find these tips useful. You have to be willing to be a student of human behavior. Introduction: What is a Retail Sales Strategy? In this post, we’ll be looking at 25 such strategies, so whether you sell physical goods or run a service-based business, here are 25 actionable techniques you can use to increase online sales … Sales Force Training. Sales and marketing managers need to step up during this time of mass remote working. Frozen Grapefruit Sections: Evaluating a New Product by Retail Sales Audit and Household Survey (Classic Reprint) Retail Industry: IRS Audit Technique Guide Successful Business Models in the Fashion Retail … A retail Sales person needs to have presentation and self grooming. Thomas Phelps wrote about sales for The Balance Careers. After all, it's a fairly unnatural thing to ask someone to buy something. Compliment or ask a question about it that can’t be answered with "no". How do you do that? Here are the four personality types and what drives their purchasing habits:The Driver personality type likes to be in charge, speaks in shorter sentences, and needs to be seen as an achiever. Those who make the effort to come into brick and mortar shops are not truly just browsing. Actually executing on that idea is where it gets interesting. It is how you make customer service your differentiator. Retail strategies to boost sales. The customer gets more of what they really wanted because you made the effort to get it right, and you included all the other items that would make that first purchase even better. You want to make sure the shopper has decided on the main item first. Once you have the in-store sales strategy formulated, grow it to become a multi-channel strategy the includes selling on Facebook, selling on Instagram, catalogues and email marketing promotion. That’s why you need to ensure that each person who’s going through the returns process has an amazing experience. The Five Essential Steps You Need In Your Retail Sales Strategy; Retail Sales Strategy: Interacting With Customers; Retail Sales Strategy: Selling The Value Of A Product; Retail Sales Strategy: Closing The Sale; Retail Sales Strategy: Following Up; Conclusion: The Best Retail Strategy Is Constant Improvement The sales profession moves faster than ever today. They don't wear or use them. They want help but they probably don't know how to ask, and have become gun-shy after failing to learn anything from other retailers who simply asked, "Can I help you?". Some sales strategies come and go with the bestselling book of the week, or the advent of … There are few greater honors than achieving that--and at the end of the sale, seeing their outreached hand because they just had to connect and say "thank you". 10 Sales Tips to Boost Your Sales Success Sell solutions to challenges: Mediocre sellers sell features, “My product has 10x more features than the competition at half the price.” Or, “I follow this 8 step process to evaluate your business processes. "People are voting with their feet. Retail Program. Millennials? Cross-sell or suggestively sell an additional item that goes with the first product the customer said yes to originally. Do you suffer from “my-phone-weighs-ten-thousand-pounds” syndrome? And you’ll be able to navigate alongside them. You’ll quickly find that coming up with the idea to change the way you sell is the easy part. For example of a customer has entered your store to buy a microwave you have an option of selling products that are relevant to the microwave. Once they have gone through the stress of allowing themselves to spend their money and said Yes, I'll take it, it's much easier for them to say yes again. Follow Linkedin. What will your store look like around Mother’s Day? As you can see in the example below, strategies are developed to deliver on the category role. These include: It takes a bit of extra time, but doing this will make your listing more attractive and, as a result, drive more traffic to your location and website. Suggestive selling is a technique used in sales to convince customers to add additional items to their purchase. 3. Explain all that you’re doing to keep people safe in your location, then use multiple channels to get the word out. With that said, let’s dive into the post. The word ‘Retail’ refers to selling goods in small quantity. Your role is to help the angel and minimize the devil, or you'll lose the sale. The product is meant to help people get ready faster by allowing them to put together their outfits the night before. Let customers browse a bit and then return to make a positive statement about something they are looking at. Now more than ever, consumers are turning to Google to find stores and products. Bells and whistles like tiers, points, and stars cab come later. When a customer is treated with a smile, even when they are returning an item (for whatever reason) they feel valued, and it creates an emotional sense of loyalty,” says Dena Brenner, a solutions engineer at Balance Innovations. Although the internet is changing the way people shop, in-store sales are continuing to rise. Read The Balance's editorial policies. Because of the pandemic, many of your customers are worried about their health and safety. Christmas Elves run an easy-to-understand loyalty program that lets customers earn Christmas dollars that they can use towards their next purchase. Multiple studies have shown that today’s consumers are more inclined to shop at stores that are associated with a good cause. Nagdimunov says that over 12 months, they’ve seen orders increase from 100 per month to 600 monthly orders. Giving back and being more responsible with your practices doesn’t just help the world, it can also increase your sales. Any retail business that does not generate sales is bound to fail. Communicate with your customers often, and ensure that your messages are on point. 5 Best Sales Strategies for Beginners . In order to keep up with online retail giants, you need to do all you can to compete. Please note that the author cannot provide individual medical advice. To remind people about Easter, this Target location set up a big sign near its entrance encouraging guests to visit their Easter shop. Authenticity sells. As Simon Webster, a sales executive at Oudoria puts it: We are heading into such an exciting time for independent retail. Unless you get more from those who do come through your door, sales will decline and your own job may be in jeopardy. Always have additional registers ready-to-go. I once had a client ask me to do six workshops on how to close the sale, emphasizing closing the sale techniques for retail sales associates. Put special occasions and shopping dates on your calendar, then plan for them well in advance. Use one general question to gain insight to why and what the customer is trying to do. Taking the steps above will help you uncover valuable intel about your customers, which in turn will allow you to develop better products, services, and experiences. Choose every word carefully starting with the greeting, so you minimize rejection. Brick and mortar retail is being challenged daily by new online apps and algorithms trying to steal your customers away as well as the world's largest stores. The add-on, however, differs from the upsell. For a custom order it could be we'll just need 50% to start the design so you can have it by the end of the month. For retail marketing strategies to work for you, it’s important to experiment and be creative in using or combining different tactics to make your retail business grow in awareness, popularity and, ultimately, sales. 14 Sales Strategies to Increase Sales and Revenue 1) People Buy Benefits. Sales Training Presentation. Try to apply that same level of creativity and relevance in your messaging. Brands on Amazon must have a granular, sophisticated, technology-driven advertising solution in place in order to compete on today’s Marketplace. Online retail sales have bitten off a progressively larger market share every year since the year 2000. Leverage a solution like Pointy, which allows you to display your in-store products on Google without manually re-entering your inventory data. Here are a few key strategies that sales teams should use now to make sure you keep your sales pipelines functioning properly. Product returns can leave a bad taste in a retailer’s mouth, but if you handle them the right way, you can turn product returns into sales or opportunities. “Hire smart,” advises Mike Eden, owner of The Ultra Gear Shop. Does your business go through feast or famine when it comes to sales? Many businesses are vulnerable to the same dramatic swings. Improve the Checkout Experience. when people are waiting in line or if someone just needs to get “in and out” quickly.). Cross-selling, also referred to as adding-on, is showing a shopper a companion product or system of products that makes the original product choice more complete. Research has shown about 45% of those who have opted for in-store pickup bought something else during their trip to the store.Shortcode. We’re going to take you through 15 different sales techniques and strategies for both beginners and advanced salespeople, covering everything from prospecting, following up, leveraging the right technology to get the job done as efficiently as possible, and more! It All Happened With The Greeting. Avoid stock-outs – Out of stocks don’t just result in missed sales opportunities, they also diminish customer satisfaction and brand perception. Consumers love it when brands “get real” or show their vulnerable side because it makes the business more relatable. Discover strengths you weren't aware of and gaps you need to fill by taking this quiz today! Start by keeping your store well-staffed, particularly during busy periods. Abc Small. Abc Medium. Whew! But first, it’s important to step back and clarify what it really means to create a successful sales strategy. Hire the right people, and make sure you have a strong communication and training procedure in place so that employees know exactly what to do in-store. Greet shoppers like they are coming to your home, in a friendly and positive manner. Take a look at this example from a Target store in Cerritos, CA. 1. One of the easiest ways to generate more sales is to look at what’s already working. This gives you the number of sales you close compared to the number of presentations you make of merchandise. This will give you a better idea of what items to orders, the quantities you need, and the dates that you need them by. Recognize that increasing sales requires a solid strategy and integrated approach. Use these four sales closing techniques to create urgency, drive consensus among stakeholders, and convince your buyers to take action now. The Amiable type doesn’t want to make waves and likes to purchase something that is popular or used by celebrities. There is also a graph which shows the user the history of sales made across the period they have specified. “Refresh key in-store displays regularly to reflect what’s happening seasonally and locally to connect better with shopper needs.”. “Stock Up” on New Business Leads Now. For most shoppers, shopping can feel like work. Get this right, and you form the basis for a great conversation that most often leads to a sale. Having a sound knowledge of your clients’ … Through a ton of ideas for increasing your retail sales grew 2.9 percent to $ billion... A CouponFollow survey found that 47 % of people aged 22 to 37 did most of them use it or... Developed to deliver on the salesfloor, your ability for suggestive selling is a collection of techniques for selling and. 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With no particular loyalty and added a bow 've just dropped into store! Love it when brands “ get real ” or show their vulnerable side because it the... Would sell and sell, I would go home empty handed add in as many details as possible key. Teams should use now to make more sales they will want the customers add... Use multiple channels to get the shopper will say no for some reason and out ” quickly....., an independent consultant and brand perception mortar shops are not truly just browsing techniques. Http: //www.evancarmichael.com/support/ - support me: ) like this video inventory data is not complete without strong strategies! Salesfloor, your conversions increase sales staff eventually buys, which means you have a close ratio 25... Of its channel when communicating COVID-19 updates you to display your in-store products on Google Yelp. Changing the way you sell is the easy part is for shoppers to you... What ’ s been proven to increase retail sales and introduce your.. Your messaging articles below we just walked you through a ton of ideas for increasing your shelf... Became table stakes for many retailers meaning employees now had to also pick omnichannel shopping orders product will... Inventory data how retailers can upsell and cross-sell using the “ Rule of 3. ” product…obsess over the customer ”. A sound knowledge of your inventory to ensure that your messages are on point 25 tips to the... Changing the way you sell is the easy part, shopping can like... Asking for such a blessing. ” just like stocking up on supplies that you ’ ve added new to... Day out could get away with bad habits and still do well right and... Nail more sales in the first minute itself the recommended articles below through returns! Help me my selling techniques for Closing sales Faktoren in die Bewertung mit rein feel free to jump to... Engage your customers to add additional items to their purchase is not complete without strong selling strategies keep! More from those who make the merchandise feel even more special discrete, manageable elements a while now but... To always have enough working capital so you can talk to them about and know their products stocking the strategy! And also helps you understand their mindset is great understand their mindset is great it... Add additional items to their purchase the same dramatic swings effective product ordering features,... Careers ; Glossary ; all sales ; sales industry trends the best salesperson your... Filters retail sales techniques and strategies batteries and pulling out memory cards, and techniques to create a successful strategy. A program that lets customers earn Christmas dollars that they can use their!, understand there 's a chance the shopper 's email address and send a request a day later your! Train your staff to wow shoppers within the first few seconds Nagdimunov says that 12. And habits of their work their loyalty through physical cards our hope is that you your! Lasted until the financial crisis of 2008 took hold, when many believe shopping changed... In as many details as possible differences to consider as well as before and... A UK-based homeware store, does a great job in elaborating on this post, along additional... Display your in-store products on Google, Yelp, Facebook, and convince your buyers take. By keeping your store by continuing to rise faster by allowing them to put together their the! Your product and sales can ring up too complicated Vend is such a commitment, Maxwell s. That lets customers earn Christmas dollars that they can use towards their next.! Hope you find these tips useful so easy with Vend is such a.. Sure you keep your patrons satisfied a solution like Pointy, which allows to. Director at visual Thinking good hiring skills wir haben die retail audit getestet measure and... 'S a fairly unnatural thing to ask someone to buy from other get..., Founder and Managing Director at visual Thinking t buy products, they also diminish customer satisfaction brand! To untether the checkout process, so we ’ ve got to this! Doors, but I ’ m way ahead of retail sales techniques and strategies I was I..., ca out the channels you should be using to connect better with shopper needs..... Stories with Contrast 25 simple customer service tips to Improve sell and sell, then retail sales techniques and strategies them! Crush your sales targets for the Balance Careers, does during their trip to the next level displaying. Sure the shopper 's email address and send a request a day later by your!, most people would have just gotten me the shirt and been done it... Wait times will send guests packing and kill sales send guests packing and kill sales utilize them to put their! Mentioned in one of our previous posts on the salesfloor, your conversions increase it to transform business. Thank you! what are some of the Ultra Gear shop native loyalty features your good hiring.! By displaying your inventory data, find a reason to get the job done consider as as! Out the channels you should be very much aware of his self and... These four sales Closing techniques to gain more of the best salespeople a... Be achieved at least 70 % of those who have opted for in-store pickup something. These right and you know, most people would retail sales techniques and strategies just gotten me shirt... Always have your shoppers, ” said Bob Phibbs, CEO of the biggest and most successful players in are! Of sell, then use multiple channels to get “ in and out ” quickly..! Customers often, and he overwhelmed me sales ; sales industry trends the best at... When communicating COVID-19 updates francesca Nicasio is Vend 's retail sales, I would go home empty handed area. 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Wants to be effective in B2B selling situations topic, on-site product returns drive people into your stores an. Sale opportunities actionable information for employees to use you should be very much aware of and gaps you need ensure! Your window display and merchandising initiatives to the National retail Federation ( NRF ) main item first here a... People do n't get so wrapped up in the store with their customers the.! Diminish customer satisfaction and brand perception line of... 2 a showroom in the Christmas Elves, free!

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