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If you’re considering taking over the business by buying it outright, there are certain key elements you need to know about. What important factors go into buying a business and how do you make sure your potential business ticks all of your boxes? Are there any special requirements you have to consider? We’ll outline all of this and more below.

What Buyers Look for in a Business

Buying a business for dummies. Sounds almost insulting, right? However, it’s actually just business selling 101. It’s the bare basics that potential buyers look for when they evaluate a business before they table an offer. Making sure your business hits all of these points can make it seem more alluring to potential buyers, and they’re more like to approach you with an offer. The most important things to know when buying a business include: 

The Current Owner is Replaceable 

Take a look at your business. If something were to happen to you and you couldn’t work anymore, how would your business do? Would it collapse or survive? Some businesses are so reliant on the current owner that they couldn’t do well if they were to leave. From a buyer’s point of view, this is a huge red flag. If they see that your business is entirely dependent on you or a few key employees to survive and profit, they may pass. Make sure that your business can do well without you at the help. 

Building business processes with the focus on your replaceability is one of the key pillars of a healthy business, whether it’s a small business or a growing business, that every buyer will look for.

The business has no Indicators for Collapse and is Profitable 

Market conditions can change instantly, and even a business that was thriving can quickly turn into a money pit. If your profits and revenue are on a constant downward slide and you have huge debts attached to your business that you can’t pay back with your cash flow, don’t expect people to jump in and buy it. Keep your business in good financial health, and keep a well-documented trail that shows your business’s sustained success. This will draw many more buyers to your business while things are on the up and up. 

Business for dummies - cashflow

There is a Strong Company Brand 

If your business is drowning under a bad reputation and it’s been too damaged by a business crisis or poor service, it may be drifting dangerously close to unsellable territory. Some buyers are willing to purchase a damaged or troubled company, but there comes a point when even the bravest buyers won’t touch it. Ensure that you have a strong business brand within your industry and community. Not only does this make your company more appealing, but it also gives you leverage during negotiations. Strong businesses were always more attractive for companies looking at buying a business.

Safe Future Revenue 

Buyers don’t like uncertainty, especially with a larger investment like a standing business. For example, if half of your revenue comes from a single customer, expect buyers to be wary. If they were to buy a company and that person leaves and takes their business with them, they’d sink. If every contract you have with your customers includes a termination notice of just a few days, your revenue can vanish inside of a week.

Buyers want to see a business that has a recurring revenue model. In this model, you lock revenue streams in for the future, and there is a minimised chance of customer terminations putting your business’ revenue in the red.

No Hidden Problems 

Buyers want businesses with clean reputations and no nasty surprises. Things like chaotic financials and legal liabilities can quickly turn would-be buyers away. If you are to sell your business, you cannot have hidden skeletons like this in your company, and you have to be able to prove this to any buyer that shows interest.

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Evaluating Your Business’s Saleability

Part of buying a business is the ability to evaluate its saleability. Consider this when it comes to selling. There are a host of both good and bad attributes that influence whether or not you’ll be able to sell your business for a premium price or not. Your job is to get rid of any negatives and build up your positives. In order to do this, you need to look over every aspect of your business from a buyer’s perspective. The key areas you have to take a good hard look at include: 

  1. Customers – Any potential buyer you have is going to look at your customers, and they want to see a loyal and established customer base that will stick with the business after you sell it. The greater your ability is to demonstrate that you have a loyal and large customer base, the more appealing your company is to any buyer who looks at it. 
  2. Employees – Your employees make up your business’ backbone. Can a buyer trust your staff, and are they experienced enough to provide business continuity after you sell? Are your key players under a contract that ensure they stay with the business for a set period after it changes ownership? If not, this could impact your ability to sell. 
  3. Market Position – A strong company is very well differentiated in your direct market. This business offers services and products that are different from those of the competition, and they enjoy a very strong position in the market as a result. Buyers will look hard at your company’s operational processes and products to gauge the business’ ability to hang on to the current market position after the sale.
  4. Net Worth – Financial stability is critical to buyers. The best buyers want to see that a business’ assets are higher than its liabilities, and they also want assurances that future business revenue will be able to cover any financial obligations the business may have moving forward.
  5. Profitability – One of the first things any prospective buyer wants to know is whether or not your business is turning a profit. They want to see a healthy bottom line, and they also want to see an upward growth trend that showcases increasing revenue over multiple years. You should have a realistic financial forecast for the next few years on hand.

things to know when buying a business

Things a Buyer May Ask About Taking Over Your Business

Ideally, you should have a legal team helping you through the process, as they can give you valuable insight into the buyer’s mind. They help you understand the key things to know when you’re buying or selling a business. Buyers will most likely want to know about: 

Taxes and Payroll Taxes 

If someone buys your business, the ATO can then come after the buyer if they find out you owed sales taxes, had issues with payroll or owed other business taxes. It’s essential that you can prove that you’re up to date with your employment tax payments, especially if you have other employees and you’re using a payroll service. The buyer may also request that the ATO issue a clearance letter for your business that states that you are currently caught up and clear on your taxes. It can take a  few weeks to get this letter. 

Accounts Receivable 

At your closing date, there is a good chance that some of your clients will still owe the business money. Who is responsible for collecting these overdue payments? The first option is to allow the buyers of the business to purchase the accounts at closing, with a discount to protect against the possibility of non-payment, or you can collect them yourself whenever you’d like.

Many buyers will choose to simply include your accounts receivable in the original purchase because this gives the buyer a better chance to negotiate if the late-paying customer wants additional products or services after the sale closes. 

Your Lease 

Do you own or lease the property in which you have your business? If you lease, the buyer may ask you how much time you have left on the lease term. They’ll also have to find out if your current landlord will allow them to assume your lease “as is” without a rent increase. If the lease has less than two years left to run, the seller may want to negotiate a new lease with a 5 or 10-year run.

They may also ask about your security deposit, because they’ll most likely want to buy this along with the agreed-on price for the assets. If you want to include the security deposit in the final purchase price, make sure you put this in writing. 

Prepaid Expenses 

Do you have any prepaid expenses your buyer will want to know about? Maybe you bought a years’ worth of advertising in the local paper, and you’d like the seller to reimburse you the cost left over when you sell. Most prepaid expenses aren’t a part of your security deposit, and you usually don’t include them in the sale price. However, you would usually add them on at closing.

The buyer may request a list of closing adjustments, and these are anything that you have prepaid that the buyer will have to pro rate in order to budget for them. This ensures that there are no nasty surprises all round.

Indemnity

Even if the buyer has gone over all of your books with a fine-toothed comb, most buyers will request an indemnity so they don’t get sued for something you did or forgot to do before you sold. An indemnity is a document that promises your buyer that will you defend the lawsuit and pay all fees and judgements if required. The buyer should also have an indemnity for you that promises the same thing if a lawsuit were to arise as a result of their own actions, or their inactions, as the case may be.

Employees 

You most likely have one or two key employees, or possibly more, and the buyer should get to know them. Ideally, these employees will stick around after you sell your business. These are the people who see your customers on a day to day basis, run all of the machinery, and know all of the ins and outs of the organisation and how it operates. Your buyer should have a chance to meet your key employees before the sale, but you don’t necessarily have to announce you’re selling until two or three days before closing.

The buyer may ask to add a provision that states they can walk away from the entire deal if they’re not 100% satisfied that your key employees will stay with the business long enough to allow the seller to learn from them. You may have already included this in your employee contracts, and you can show this documentation to the buyer as a form of proof.

What to know when buying a business. Employees stick with selling company

How Billdu Can Help

Hopefully our guide to buying a small business for dummies, and the implications this has for the seller, has given you some insight into what to expect during the process. Most of the information contained in this guide has direct ties to your business’s financial records. This is because the buyer will want to see proof that your business is doing well and that it has steady growth.

Billdu simplifies this process by helping you to directly prove the financial health of your business to the buyer. Billdu handles this by allowing you to track all of your income electronically, so you have a solid record of all transactions and balances. The solution is a cloud-based software that gives you complete control over your finances. When you track everything electronically, this allows you to see growth patterns very quickly and easily, and you can use this information for your own purposes or to help with the sale.

Additionally, you can use the information you get from Billdu to create sales projections extending far into the future, and you can show these to your potential buyers. This shows your business in the right light, proving that it is a well organised and stable investment, and buyers are more likely to take you seriously as a result. Billdu also allows you to track and print individual or batch income documents, so you have these all ready to go when you meet with your buyer.

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Every product you roll out for your business needs a business plan presentation. We’re going to go over business plan design, presentation and more below, so you know exactly how to formulate your new product business plan.

Defining a Business Plan

Have you ever thought of a new product and jotted a few ideas on things you needed to do to turn your idea into a reality? If so, you’ve already written a basic business plan, or at least the key components. At the core, a business plan is simply a plan for how your product would work and what you have to do to bring your product to life and make it exceed.

A business plan ranges from a single page to several pages. Most businesses can get by with a very lean plan with a few bullet points that focus on your product strategy, tactics you’ll use to develop and sell your product and milestones that’ll help track responsibilities and tasks. It should also include the financial projections you’ll have to apply to your product, like budget, cash flow and expenses.

How to Design a Product Business Plan

Before you present your product business plan, you have to design and write it out first. We’re going to outline everything you need to do to write a concise and strong product business plan that sells. The steps are:

Step One – Research, Research, Research 

Analyse and research your product, your target market, and your objective expertise. Ideally, you’ll spend twice as much time on this step than you’ll spend on actually writing the product business plan. Evaluate your product and think about what you want to do with it. You have to know your company inside and out, what your product brings, any competition you may have for it. Also, do not forget the market in which you want to sell it. It’s your job to know everything you can possibly know about the market your product will enter, to build your case on why your product will beat your competition.

Step Two – Determine Your Plan’s Purpose

A product business plan is a written document that describes the product, your marketing and sales strategy, the financial implications and a profit and loss statement. Think of it as a plan or map that helps you avoid bumps in product production. If you want to attract investors for your new product, your plan will have a different purpose. Now you’ll have to write out a business plan that targets your potential investors, so it will be as concise and clear as possible.

Step Three – Create a Product Profile 

Your product profile includes your audience, target market, resources, what makes your product unique, and how your product will solve a problem. Use this profile to attract your potential customers, and to describe your product plan as well as your company. This is one of the first written parts of your plan, and having this product profile makes the entire plan come together much more quickly.

Step Four – Document Every Aspect of Your Product

Any potential investors or your company board want to see how your new product is going to generate revenue for your company. Because of this, investors and the board want to know everything possible about the product. To help you with this process, you want to document everything from your cash flow and expenses to any projections you have. Don’t forget any minor details, like the licensing agreements and location strategy.

Step Five – Set Up a Strategic Marketing Plan

Defining a Business Plan - Prepare a Marketing Plan

A solid product new product business plan / marketing plan will always include an aggressive and strategic element. You’ll want to outline various marketing objectives, such as:

  1. Product outline
  2. Defining business plan images relevant to your product and/or product function
  3. Building and extending the market for your product
  4. Breaking into new markets with your product
  5. Boosting sales for your new product, and be specific
  6. Cross-selling your new product with another
  7. Entering into a long-term contract with targeted clients
  8. Raising prices without taking away from sales
  9. Refining your new product
  10. Having a content marketing strategy in place to generate interest
  11. Enhance your product delivery and manufacturing process

Every new product plan should have several goals outlined, along with tactics for hitting these goals with new products. So now focus on the “what” and “why” of your marketing plan for the product’s debut year, followed by the “where”, “who”, “how” and “when”. Now it’s time to allocate a budget for every activity you plan for your new product. Create separate budgets for your out-of-pocket costs and your internal or staff costs.

Step Six – Make Your Product Plan Adaptable for Different Audiences 

Your potential product plan will have a varied bunch of readers that range from employees and venture capitalists to bankers or investors. Each type of reader has different interests, and you need to know these interests up front. This way, you can take them into account when you write up your business plan for specific audiences. For example, your staff will be more interested in the plan’s objectives while the investors will be more interested in cash flow statements and balance sheets. Make sure you can easily modify your business plan design and tailor it to your audience.

Step Seven – Explain Why Consumers Need This Product 

No matter if you want to share your plan with a customer, investor or team member, plan has to show that you’re dedicated and passionate. You have to show that you care about expanding your business product line, list the problems the product will solve and lay out what makes your product stand out from your competition. Maybe your product helps people do something more efficiently, or maybe it helps speed up a certain process. By explaining what your product can do for your audience, you can create an emotional connection with people who will support your product from the launch date onwards.

How to Present a Product Business PlanHow to Present a New Product Business Plan

Once you write out your new product business plan, it’s time to decide how you want to present it. Business plan presentation is key to getting your product off to a strong start and to generating interest. Take a look at how to present a business plan in seven steps.

1. Get Referrals and Leads 

If you have outside investors that can help with your plan, you need their phone numbers, names and addresses. Start networking, and talk to people you know who can help launch your new product. Ask your people you know for referrals, and make sure to get in touch with the people who you get referrals for.

2. Research Your Target 

Learn as much as you possibly can about the industries your product will end up in, how much money you or other people will invest in the manufacturing process, and any other requirements. Look in venture capital directories and get an idea of where to present your product.

3. Make a Sales Pitch 

Mail or email an introductory letter to your target audience that lets them know what plan you’d like to send to them. Sending an introductory letter is your way of subtly asking the audience if they’d be interested in reading your product business plan. In this introductory letter, you should explain why you’ve picked this person and what your product offers. You also want to explain what you’re looking for from the person like a loan, investor or a long-term supplier relationship. If you have a referral, you want to include who referred you in the start of the letter. Better never underestimate how powerful a referral can be.

Finally, you might want to include the terms under which you present your product plan. You might mention that you’re not sending your plan out to any other investor, or you may disclose that you’re contacting multiple investors. You should let the recipient know whether the communication is confidential or if they can pass it on to someone else. If you plan to include a non-disclosure agreement, you should send it between the introductory letter and your actual business plan.

If they don’t reply within a week, send a short follow-up email, and send a third around two weeks later. If they still don’t respond, look to other sources of investment.

Billdu How to Present a Product Business Plan Make a Sales Pitch

4. Try Face to Face Meetings 

Despite the fact that we’re in the midst of a digital age, you should try to meet up face to face. This is especially true if you want to actively seek investors because it’ll be hard to convince them to commit to investing in your products simply through email or texting. Skype may be a viable option, but an in-person meeting is still the best shot you have to make a major financial commitment. If they want you to communicate exclusively via electronic means, follow their lead.

5. Be Prepared to Counter Objections 

You may think that your business plan answers every question your audience has, but you haven’t. You have to go into everything prepared to counter objections like assumptions about your product and your potential competitors. Have members of your team, co-workers and friends play the devil’s advocate and throw every possible direction they can think of at you and ask the tough questions. In turn, you’ll have your answers ready with it comes up for real. 

6. Lock in Those Commitments

The new product business plan can help you get money for the product development. You won’t get investments in your product unless you ask for them. Once you’ve gone through all of the potential objections, be ready to offer one final concession. It could be something like an ownership percentage for your product or a board seat. Offer this as your last concession and close your deal.

7. Keep Time in Mind

When it comes to pitching your presentation, keep time in mind. You want a more formal pitch presentation for your investors. Cover all of the elements we outlined earlier. Ideally, your entire pitch should last 20 minutes at the very most, and you should have a slideshow that highlights your business plan. Keep it to 10 slides or less with a host, of business plan images and diagrams to get your point across.

How Billdu Can Help With Your Product Business Plan

Billdu is a user-friendly cloud platform that helps you organise your business’ finances all in one convenient place. You can seamlessly track how your company is doing, and pull invoices or expenses quickly and easily when you need them for the product business plan writing and presenting stages.

Our platform also gives you a great idea on how feasible it is for your business to launch a new product. If you find that your business doesn’t have the cash flow to support everything that comes with setting up your business plan, it won’t look good to your potential investors. However, using Billdu, you’ll know this before you draw up your business plan. It’s an essential tool for helping keep your business on track, and you can generate different types of reports to use in your business plan based on everything Billdu has to offer.

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Are you ready to see how Billdu can help you enhance your business plan and give you all of the information you need to write and present a successful product business plan? If so, you’re in luck! Click the button belowe to try Billdu for free today.

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How to make sales projections – this is a critical question for your business. Sales forecasting is key to any business because it can help you improve and develop a solid strategic plan by giving you in-depth knowledge of the market. If you’re wondering how to forecast sales, this one is for you. We’ll fill you in on everything you need to know.

Sales Projection Definition

Simply put, the definition of a sales projection is the amount of money a business expects to earn in the near future. You may hear it called sales forecasting. This is a prediction that draws directly from examining market trends, both current and historic. Your sales projection helps to determine your company’s health and determine whether your sale numbers will trend upward or downward. Smaller companies use different markers to help determine their sales projections.

Sales Forecasting Methods

It pays know how to make sales projections effectively. Ideally, you’ll try a few different methods to come up with your final numbers because not every method will be reliable enough for you. If you’re wondering how to forecast sales, we’ve picked out the most popular methods below. 

Method One – Lead Value

The Lead Value sales forecast model involves a careful analysis of your lead source’s historical data. Take the data points you get from this analysis to create a new forecast. The start of every customer’s journey can tell us much about how they’ll end their journey. You want to assign a value to each of your lead types or sources so you can get a better sense of the probability that each lead will bring to your business in terms sales or revenue. You’ll need:

  • Average sale price by source
  • Leads per month for the historical data
  • Lead source lead to customer conversion rate

There are a few calculations that come into play once you have these metrics in mind.

  1. Average Sale Per Lead Calculation – In order to get your average sale by lead, you simply have to analyse your data set for all of your customers and divide them up by source. For example, customers who request a demo could earn you $1,500 per customer while any lead from your website earns you $1,000 per customer. 
  2. Average Lead Value Calculation – To get your average lead value, you multiple your average sale price by the average close rate for each lead source. For example, if you run a paid advertising scheme, and your leads from that earn you $2,000 at a 10% conversion rate, every lead would be worth $200. 
  3. Number of Leads – You also want to know your number of leads, and you get this by dividing your total revenue goal by your average lead value. Say that your team achieved monthly revenue of $100,000 with an average lead value of $200. If you divide 100,000 by 200, you’d know that you would have had to generate 500 leads to hit your $100,000 revenue goal.

Method Two – Opportunity Stage

This method allows business owners to predict what opportunities are more likely to convert or close based on each stage of the customer’s journey. The further along the sales pipeline the person gets, the higher the chance is of closing the sale. For example, you could find that potential customers who schedule a call are 15% more likely to become your customers, but the customers who get to the demo stage are 35% more likely to convert.

The first step is to pick out a reporting period, and this can be monthly, quarterly or yearly. It depends on your sales team’s quota and your business’ sales cycle. Then multiply each deal’s value by the probability that it’ll happen and close. So, if you had a $1,000 potential deal with a closure probability of 40%, you’d get a forecasted amount of $600. When you have a total for every deal in your sales pipeline, add it up to get your complete forecast. 

Method Three – Historical Forecasting

One of the most straightforward methods of sales forecasting is using historical forecasting. Look at your matching historical time period and assume you’ll get results that are either the same or slightly greater. However, you should use this as a benchmark prediction because it can vary from month to month.

For example, if your team sold a total of $80,000 through the month of October, you’d assume that they would sell at or around the same level going into November. If you look at your historical growth, you can make a more sophisticated sales projection. Let’s say you look at your historical data and you see positive growth of 6% to 8% each month. You could put out a conservative sales projection for November of around $84,800 based on your data. 

Method Four – Multi-Variable Analysis Forecasting

One of the most sophisticated sales forecasting methods involves using predictive analysis. It draws from several factors, such as closing probability based on your lead type, average length of the sales cycle and sales team performance. Take a look at the following example.

You have a pair of sales reps who are both working on one account. Your first representative has a meeting on Friday with procurement, and your second representative just went before the buying committee and gave her very first presentation. If you look at your first representative’s success rate for this point in the sale process and combine it with the number of days left in the quarter and the deal size, he’s almost 40% more likely to close. This gives you a forecast of around $9,600.

Your second representative is only in the opening stages of the sale process, but her deal is much smaller and she has a higher close rate than the representative one. She’s 40% likely to make the sale, and this gives you a forecast of $9,000. When you combine these two numbers, your quarterly sales forecast for the two is $16,400.

Seven Reasons Why Sales Forecasting is so Important

We’ve given you several sales forecasting methods to try out on your own, but now we want to outline a few of the biggest benefits that come with incorporating it into your business. These include;

  1. Controlling Inventory – The more accurate your sales projections are, the more prepared your business will be to manage your inventory levels. Accurate sales projections can help you avoid overstocking items, but it can also guard against understocking items. Having a stable inventory means you have a better grasp on your company’s production levels and customer satisfaction. 
  2. Managing the Supply Chain – When you can manage production efficiently and predict demand, you get better control over your entire supply chain as a whole. In turn, you’ll be able to better manage your resources and take advantage of any promotional ordering you may find.
  3. Financial Planning – Being able to accurately anticipate your sales figures gives you everything you need to predict your business’ profit and revenue at any given point. Once you get a solid sales forecasting method in place, and start getting an influx of information, you can start to explore avenues to help increase both your business’s net income and revenue. 
  4. Stability in Pricing – When a business has solid forecasting in place, they usually end up with a stable inventory. This removes the need to have panic flash sales in at attempt to move all of your excess inventory. Instead, you can take your time and plan out your sales to maximise your return.
  5. Marketing Opportunities – Your marketing team will be able to take all of the data you gather and analyse it in order to try and capture future sale trends. If they see areas that are consistently weak like a slow period each year, they can offset that by offering a promotion, discount opportunity or sale to draw new customers and pick up any slack. It can also point out slow-moving products that you can then get rid of. 
  6. Improve Performance – Every business should strive to improve on a continuous basis, and it’s a very common goal. Forecasting your sales and revisiting your sales process will help improve your business’s accuracy. This can ripple out to other areas of your business, and it can create continuous improvement in all areas. 
  7. Sales Planning – When your sales team gets sales projections, they’re starting to plan for future sales or activities. It allows them to set out a business plan to manage all of the future promotional or sale events. If each member has a quota to hit, sales forecasting is the thing that helps them identify customers and help them hit their goals month after month.

Sales Projections and Forecasting methodsSales Forecasting Template

This can sound like a lot to take in, but having a comprehensive sales forecasting template on hand can make the process smooth and streamlined. Each sales forecasting method has a common thread in the data. They all hinge on using data to know how many opportunities you have in your sales pipeline and the chances of each one converting or closing. In order to keep all of these things organised, you can use a sales forecasting template. Ideally, this template should include:

  1. A spreadsheet that lists all of your deals. It should include your guaranteed and likely deals as well as your potential deals and those unlikely to close each month. This way, you’ll know at a glance where you sit from month to month in terms of profits.
  2. A revenue forecast that goes month by month and updates automatically with the information you input into your deal tracking spreadsheet.
  3. A yearly goal tracker. This goal tracker will help you effectively monitor your business’ progress toward hitting your sales goals at any given point.

At the very least, these three things are what you want to have in your sales forecasting template. As your business evolves and gets more sophisticated, so can your sales forecasting template. For example, you’d ideally like your template to calculate everything by itself without you having to go back and manually run any numbers.

How Billdu Can Help With Sales Projections

The key to getting successful sales projections comes from having a very organised documentation system in place. You need both current and historical data at your fingertips to get the right numbers. You can pull this data from a variety of sources, including payment records, invoices and sales records that are all organised in one centralised location. This allows you to easily find all of the data you need to make your forecasts, and this is where Billdu comes in.

Billdu is a platform that makes storing and locating all of the necessary documents quick and easy. This cloud-based platform puts all of your documents in a neat order by date or invoice number. You also get access to mobile apps that run on iOS and Android, and this lets you download all of your information on the go on your tablet and smartphone as well as viewing it on your PC. You can easily tackle your sales projections from the comfort of your own home and use your office time to focus on all of the other important parts of running your business.

The user-friendly platform makes it easy to input new expenses, and it keeps a running total of any invoices you may have. In turn, you can adjust your sales projections based on the information in the platform.

Try Billdu Today!

If you’re ready to take control of your sales projections and organise all of your documents in one centralised location, Billdu can help. We invite you to find out what a difference Billdu can make with your business, and it all starts by clicking below to start your completely FREE trial.

Start using Billdu today to get help with inputs for your sales projections

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