做外贸年入百万的需求
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<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">文|Tess</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">公众号| Tess外贸Club<span style="color: black;">（Tess_2006）</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">1</span></strong></span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">在<span style="color: black;">有些</span>论坛和自<span style="color: black;">媒介</span>上，动不动都是人均年薪百万，而号主们都在不遗余力地说自己是<span style="color: black;">怎样</span><span style="color: black;">容易</span>做到年薪百万的。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">其他行业不<span style="color: black;">晓得</span>，但外贸行业要做到年薪百万，我还是懂<span style="color: black;">有些</span>的。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">中国是制造业大国，大<span style="color: black;">都数</span>都是中低端的OEM代工，打价格战是永恒的主题。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">以小家电为例，业务员能拿到1%的提成就算不错了。我在打工的时候，<span style="color: black;">有些</span><span style="color: black;">制品</span>的提成<span style="color: black;">仅有</span>千分之四，我做了1400万的订单，只拿到2万块的提成，<span style="color: black;">由于</span>老板到最后说这个订单不<span style="color: black;">挣钱</span>，把原来的提成又砍掉一大半。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">在提成1%、底薪5000的<span style="color: black;">状况</span>下，业务员<span style="color: black;">必须</span>做到多少业绩<span style="color: black;">才可</span>实现年薪100万呢？</span></span></p><span style="color: black;"><strong style="color: blue;"><span style="color: black;">总收入: </span></strong><span style="color: black;"><span style="color: black;">目的</span>是年薪100万。</span></span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">提成部分:</span></strong><span style="color: black;">提成是业绩的1%。</span></span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">底薪部分:</span></strong><span style="color: black;"> 底薪每月5000元，一年是5000元 * 12个月 = 60,000元。</span></span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">提成收入:</span></strong><span style="color: black;"> 假设年薪的剩余部分是<span style="color: black;">经过</span>提成<span style="color: black;">得到</span>的，即年薪100万 - 底薪60,000 = 940,000元来自提成。</span></span><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">所需业绩:</span></span></strong><span style="color: black;">提成部分940,000元对应1%的提成率，<span style="color: black;">因此呢</span>所需的业绩为：</span></span><span style="color: black;"><span style="color: black;">940,0000.01=94,000,000元。</span></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">因此呢</span>，在不<span style="color: black;">思虑</span>其他扣除项和仅<span style="color: black;">思虑</span>个税前的<span style="color: black;">状况</span>下，业务员<span style="color: black;">必须</span>完成94,000,000元的业绩，<span style="color: black;">才可</span>在提成1%和底薪5000元的<span style="color: black;">状况</span>下，实现年薪100万元。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">倘若</span>要<span style="color: black;">思虑</span>个税，除去免征额度60000，剩下的940000要交税。</span></span></p>
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<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">应纳税所得额为940,000元，落在</span><strong style="color: blue;"><span style="color: black;">“660,001 - 960,000元”</span></strong><span style="color: black;">这一档，税率为35%，速算扣除数为85,920元。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">应纳税额 = 940,000元 * 35% - 85,920元</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">应纳税额 = 329,000元 - 85,920元 = </span><strong style="color: blue;"><span style="color: black;">243,080元</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">实质</span>到手收入</span></strong><span style="color: black;">= 总收入 - 应纳税额 = 1,000,000元 - 243,080元 =</span><strong style="color: blue;"><span style="color: black;"><span style="color: black;">756,920元</span></span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">为了实现到手收入100万元，并在底薪5000元不变的<span style="color: black;">状况</span>下，则<span style="color: black;">必须</span>的总税前收入为1,439,000元。</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">在提成1%的<span style="color: black;">状况</span>下，这<span style="color: black;">寓意</span>着你<span style="color: black;">必须</span>做出约 </span><strong style="color: blue;"><span style="color: black;"><span style="color: black;">137900000元</span></span></strong><span style="color: black;"> 的业绩<span style="color: black;">才可</span>实现年入百万的<span style="color: black;">目的</span>。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">问题来了，</span></span></p><span style="color: black;"><strong style="color: blue;"><span style="color: black;">行业提成在1%的的业务员中，有多少人能做到年<span style="color: black;">营销</span>额达到1.37亿的？</span></strong></span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">中小型外贸企业，有多少能做到年<span style="color: black;">营销</span>额过亿的？</span></strong></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">因此</span>，大部分普通的外贸业务员年入百万几乎是不可能的，更不要说年入千万了，除非你是外贸SOHO。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">对SOHO而言，即便是很普通的<span style="color: black;">制品</span>，利润<span style="color: black;">通常</span>都在5个点以上，有的能达到10个点<span style="color: black;">上下</span>。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">因此呢</span>，做SOHO若选对了<span style="color: black;">制品</span>，要实现年入百万的<span style="color: black;">目的</span>比拿底薪的业务员要容易得多。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">然则</span>，做SOHO要付出的时间和精力，所承担的<span style="color: black;">危害</span>，对个人综合素质的<span style="color: black;">需求</span>，远远比工厂的业务员要高。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">SOHO<span style="color: black;">无</span>前方，<span style="color: black;">亦</span><span style="color: black;">无</span>后方，更不会有底薪，<span style="color: black;">倘若</span><span style="color: black;">无</span>业绩，收入<span style="color: black;">便是</span>0.</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">2</span></strong></span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">因此</span>，<span style="color: black;">哪些</span>自<span style="color: black;">媒介</span>上活跃的<span style="color: black;">所说</span>的外贸大神的含水量多大，<span style="color: black;">大众</span><span style="color: black;">能够</span><span style="color: black;">自动</span>想象。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">这就不难解释，为啥<span style="color: black;">她们</span>在手舞足蹈后，把重点落到了卖课上。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">既然是搞培训，就要有噱头，要吸引眼球。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">在吸引眼球的过程中，难免要虚张声势，夸大事实，<span style="color: black;">乃至</span>捏造事实。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">她们</span>不会告诉你真实的<span style="color: black;">状况</span>。<span style="color: black;">亦</span><span style="color: black;">便是</span>说，你看到的几乎都是假象。</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">那样</span>做培训能赚到多少钱呢？</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">录一个<span style="color: black;">能够</span>无限循环卖的课程，一个卖3000，价格不算太夸张，只要卖340个，就能实现<span style="color: black;">营销</span>额100万，且越到最后，边际成本越低，<span style="color: black;">最后</span>无限趋近于0.</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">Tess外贸Club有15000+付费会员，且续费率超过80%，属于粘性很高的忠实粉丝。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">通常</span><span style="color: black;">状况</span>下，我推出什么，<span style="color: black;">她们</span>就会买什么，更不要说后台有将近30万的外贸从业者关注，属于<span style="color: black;">精细</span>客户。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">倘若</span>我要是搞<span style="color: black;">有些</span>这些课程去卖，不要说340个，<span style="color: black;">便是</span>3400个<span style="color: black;">亦</span><span style="color: black;">容易</span>能卖掉，那<span style="color: black;">营销</span>额<span style="color: black;">便是</span>3000*3400=10200000，<span style="color: black;">容易</span>破千万。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">然则</span>，我<span style="color: black;">无</span>去这么做。</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">倘若</span>我联合<span style="color: black;">有些</span>建站<span style="color: black;">机构</span>去建站，一个站5000，且<span style="color: black;">保准</span>品质，远比市面上的价格低。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">面对如此海量的<span style="color: black;">精细</span>客户，<span style="color: black;">容易</span>卖个2000个不在话下吧。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">这般</span>的话，5000*2000=1000万。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">然则</span>，我没这么做。</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">倘若</span>我<span style="color: black;">每一个</span>月再去开<span style="color: black;">有些</span>线下培训，搞点噱头卖个三天两夜的课程。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">以Tess在外贸圈的知名度和信誉度，收个一万块，搞点饥饿营销，每期招100人，一年搞个12期，那<span style="color: black;">便是</span>100*12*10000=1200万。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">然则</span>，我没这么做。</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">倘若</span>我跟<span style="color: black;">有些</span>做外贸服务的<span style="color: black;">机构</span>合作，向外贸人<span style="color: black;">举荐</span>一下外贸软件，从中拿提成，估计<span style="color: black;">亦</span>能赚不少钱。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">但我没这么做。</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">我不做，并不是我不<span style="color: black;">爱好</span>钱，是<span style="color: black;">由于</span>我<span style="color: black;">晓得</span><span style="color: black;">挣钱</span>的<span style="color: black;">不易</span>。</span></span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">我<span style="color: black;">晓得</span>，<span style="color: black;">针对</span>普通的外贸人<span style="color: black;">来讲</span>，拿到5000块的提成可能<span style="color: black;">必须</span>成交50万的订单，而成交50万的订单，<span style="color: black;">必须</span>一个业务员付出好几个月的<span style="color: black;">奋斗</span>。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">生活<span style="color: black;">已然</span>如此艰难，<span style="color: black;">倘若</span><span style="color: black;">不可</span>助力，那<span style="color: black;">最少</span>我<span style="color: black;">能够</span>让<span style="color: black;">她们</span>尽可能地少花钱、不花钱而学到技能，实现<span style="color: black;">目的</span>。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">讲真，Club一年200块的会费，仅仅是一个很初级的筛选，把一些劣质的白嫖且以自我为中心的人排除在外，仅此<span style="color: black;">罢了</span>。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">顺便说一句，<span style="color: black;">爱好</span>白嫖的人本质上是最容易被割韭菜的，<span style="color: black;">由于</span><span style="color: black;">她们</span>本质上又蠢又贪婪。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">3</span></strong></span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">浮夸现象在自<span style="color: black;">媒介</span><span style="color: black;">行业</span>非常<span style="color: black;">平常</span>，尤其是在<span style="color: black;">触及</span>到“成功学”或“财富秘籍”的内容时。<span style="color: black;">做为</span>旁观者，你<span style="color: black;">必须</span><span style="color: black;">认识</span><span style="color: black;">为何</span>会<span style="color: black;">显现</span>这种现象。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">首要</span>，信息不对<span style="color: black;">叫作</span>。</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">自<span style="color: black;">媒介</span>的号主<span style="color: black;">常常</span>利用信息不对<span style="color: black;">叫作</span>，<span style="color: black;">经过</span>夸大收入和成功经历来吸引流量和粉丝。这种<span style="color: black;">行径</span>可能会误导<span style="color: black;">哪些</span>对行业不太<span style="color: black;">认识</span>的人，<span style="color: black;">引起</span><span style="color: black;">她们</span>产生不切<span style="color: black;">实质</span>的期望。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">年入百万、千万确实有可能，但这<span style="color: black;">一般</span>是<span style="color: black;">少许</span>人的成就，且<span style="color: black;">常常</span><span style="color: black;">触及</span>独特的资源或<span style="color: black;">途径</span>，而不是普通业务能轻易达到的。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">其次，制造焦虑与需求。</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">非常多</span>自媒<span style="color: black;">身体</span>容制造出一种“成功焦虑”，让观众觉得<span style="color: black;">倘若</span>不达到这些夸大的<span style="color: black;">目的</span>，就会被社会淘汰。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">这种心理压力会使得<span style="color: black;">有些</span>人急于寻找<span style="color: black;">所说</span>的“成功秘诀”，从而<span style="color: black;">作为</span>这些号主的潜在客户。这<span style="color: black;">实质</span>上是<span style="color: black;">经过</span>制造恐惧感来创造需求的一种营销手段。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">再次，<span style="color: black;">忽略</span><span style="color: black;">繁杂</span>性与<span style="color: black;">奋斗</span>。</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">成功的<span style="color: black;">背面</span><span style="color: black;">一般</span><span style="color: black;">触及</span><span style="color: black;">繁杂</span>的市场动态、深厚的行业经验和巨大的个人<span style="color: black;">奋斗</span>。自<span style="color: black;">媒介</span>号主<span style="color: black;">常常</span>简化或<span style="color: black;">忽略</span>这些<span style="color: black;">原因</span>，过分强调表面的成功或财富，使得观众误以为这些成<span style="color: black;">便是</span>轻易可得的。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">最后，隐瞒真实<span style="color: black;">状况</span>。</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">真正<span style="color: black;">挣钱</span>的人<span style="color: black;">常常</span>不会公开<span style="color: black;">她们</span>的真正<span style="color: black;">途径</span>和策略。<span style="color: black;">她们</span>的成功可能<span style="color: black;">触及</span>到<span style="color: black;">有些</span>难以复制的<span style="color: black;">要求</span>或机会，公开这些反而可能损害<span style="color: black;">她们</span><span style="color: black;">自己</span>的利益。<span style="color: black;">因此呢</span>，旁观者<span style="color: black;">必须</span>保持理性，不要轻信一面之词。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">针对</span>外贸从业者而言，认识到自己的定位和能力，脚踏实地地<span style="color: black;">累积</span>经验，比追求<span style="color: black;">哪些</span>听起来光鲜亮丽但未必真实的<span style="color: black;">目的</span>要更加<span style="color: black;">实质</span>。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">每一个</span>行业都有其顶尖的<span style="color: black;">少许</span>，但绝大<span style="color: black;">都数</span>人的经历是普通且相对平凡的，而普通业务人员应该更加注重自己的<span style="color: black;">实质</span><span style="color: black;">状况</span>，循序渐进地发展。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">就<span style="color: black;">这般</span>吧。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">8.25，深圳线下聚会见！</span></span></p>
“沙发”（SF，第一个回帖的人）
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