Ed Clark: Fundraising for NGOs
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Transcript of Ed Clark: Fundraising for NGOs
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�DzȈȒ�ȗȖȓțȟȐȚȤ�ȗȖȌȌȍȘȎȒț�ȖȚ�ȒȘțȗȕȣȝ�ȌȖȕȖȘȖȊ
ȅȌȊȈȘȌ�ǭ��DzȓȈȘȒǷȘȍȏȐȌȍȕȚ�ǾȍȕȚȘȈ�ȌȐȒȖȑ�ȗȘȐȘȖȌȣ�Ȋ�ǪȐȘȌȎȐȕȐȐ
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ǷȍȘȊȣȑ�ȏȈȒȖȕ�ȜȈȕȌȘȈȑȏȐȕȋȈ�
ǵȐȒȚȖ�ȕȍ�ȌȈȍȚ�ȊȈȔ�Ȍȍȕȍȋ�ȚȖȓȤȒȖ�Ȑȏ�ȏȈ�ȚȖȋȖ��ȟȚȖ�ȊȈȔ�ȕțȎȕȣ�ȌȍȕȤȋȐ����
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ǪȖȏȔȖȎȕȖ��ț�ȊȈș�ȔȍȕȤȠȍ�șȘȍȌșȚȊ��ȟȍȔ�Ȋȣ�ȉȣ�ȝȖȚȍȓȐ�ȐȓȐ�ȟȍȔ�ȊȈȔ�ȕȍȖȉȝȖȌȐȔȖ
«ȕȖ�ȥȚȖȚ�ȜȈȒȚ�ȕȍ�țȉȍȌȐȚ�ȕȐȒȖȋȖ�ȌȈȚȤ�ȊȈȔ�Ȍȍȕȍȋ���ǷȖȚȖȔț�ȟȚȖ�ȌȍȓȖ�ǵǭ�Ǫ�ǪǨǹ��
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ǭșȓȐ�Ȋȣ�ȌțȔȈȍȚȍ��ȟȚȖ�ȌȍȕȤȋȐ��ȒȖȚȖȘȣȍ�ȊȈȔ�ȕțȎȕȣ��țȗȈȌțȚ�ș�ȕȍȉȈ«
«�ȒțȗȐȚȍ�ȓȖȚȍȘȍȑȕȣȑ�ȉȐȓȍȚ���
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ǩȖȋ�ȕȍ�ȗȖȎȍȘȚȊțȍȚ�ȊȈȔ�ȌȍȕȤȋȐ�
ǴȖȓȐȚȊȈ�ȔȖȎȍȚ�ȗȖȔȖȟȤ��ȕȖ�ȗȘȐȌȍȚșȧ�șȖȊȍȘȠȐȚȤ�ȍȡȍ�ȕȍșȒȖȓȤȒȖ�ȌȍȑșȚȊȐȑ«
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ǹȍȒȘȍȚ�ȊȖȚ�Ȋ�ȟȍȔ�³ǵȐȒȚȖ�ȕȍ�ȌȈșȚ�ȊȈȔ�Ȍȍȕȍȋ�ȚȖȓȤȒȖ�Ȑȏ�ȏȈ�ȚȖȋȖ��ȟȚȖ�ȊȈȔ�
ȕțȎȕȣ�ȌȍȕȤȋȐ�´�
³dzȦȌȐ�ȎȍȘȚȊțȦȚ�ȊȈȔ�ȌȍȕȤȋȐ�ȗȖȚȖȔț��ȟȚȖ�Ȋȣ�
șȖȉȐȘȈȍȚȍșȤ�șȌȍȓȈȚȤ�ȟȚȖ�ȚȖ��ȟȚȖȉȣ�ȌȖȕȖȘ�ȗȖȟțȊșȚȊȖȊȈȓ�
șȍȉȧ�ȝȖȘȖȠȖ�´
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ǺȖ�ȕțȎȕȖ�ȐȔȍȚȤ�Ȋ�ȊȐȌț�
Q ǭșȓȐ�Ȋȣ�ȕȍ�ȔȖȎȍȚȍ�ȗȘȐȊȓȍȟȤ�ȕȍȉȖȓȤȠȐȝ�ȌȖȕȖȘȖȊ��Ȋȣ�ȕȐȒȖȋȌȈ�ȕȍ�șȔȖȎȍȚȍ�ȗȘȐȊȓȍȟȤ�ȒȘțȗȕȣȝ�ȌȖȕȖȘȖȊ
Q ǿȚȖȉȣ�ȗȘȐȊȓȍȟȤ�ȒȘțȗȕȣȝ�ȌȖȕȖȘȖȊ��Ȋȣ�ȌȖȓȎȕȣ�ȐȔȍȚȤ�ȝȖȘȖȠȐȑ�ȜțȕȌȈȔȍȕȚ�Ȍȓȧ�ȊȈȠȍȑ�ȜȈȕȌȘȈȑȏȐȕȋȖȊȖȑ�ȗȘȖȋȘȈȔȔȣ�
Q ǵȈȟȕȐȚȍ�ș�ȖșȕȖȊ���ǪȈȔ�ȕȍ�țȌȈșȚșȧ�©șȘȍȏȈȚȤª�Ȑ�ȗȍȘȍșȒȖȟȐȚȤ�șȘȈȏț�ȕȈ�ȗȘȖȌȊȐȕțȚȣȑ�țȘȖȊȍȕȤ��ȔȐȕțȧ�ȕȈȟȈȓȤȕȣȑ�
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ǸȈȏȓȐȟȕȣȍ�ȊȐȌȣ�ȜȈȕȌȘȈȑȏȐȕȋȈ�
Q ǫȖșțȌȈȘșȚȊȍȕȕȣȍ�șȘȍȌșȚȊȈ��ȖȗȈșȕȖșȚȤ�ȟȘȍȏȔȍȘȕȖȑ�ȏȈȊȐșȐȔȖșȚȐ�
Q ǫȘȈȕȚȖȊȣȍ�ȒȖȕȒțȘșȣ�ȘȈȏȓȐȟȕȣȝ�ȕȍȋȖșțȌȈȘșȚȊȍȕȕȣȝ�ȜȖȕȌȖȊ �����șȓȖȎȕȖ�ȗȖȓțȟȐȚȤ�șȘȍȌșȚȊȈ�
Q DzȖȘȗȖȘȈȚȐȊȕȣȑ�ȜȈȕȌȘȈȑȏȐȕȋ��ȟȈșȚȕȣȍ�ȌȍȕȤȋȐ�Q ǵȍȉȖȓȤȠȐȍ�ȟȈșȚȕȣȍ�ȗȖȎȍȘȚȊȖȊȈȕȐȧ��ȗȖȓțȟȐȚȤ�ȓȍȋȟȍ�ȊșȍȋȖ�
Q DzȘțȗȕȣȍ�ȟȈșȚȕȣȍ�ȗȖȎȍȘȚȊȖȊȈȕȐȧ��șȓȖȎȕȖ�ȗȖȓțȟȐȚȤ��ȕȈȗȘȈȊȓȍȕȣ�Ȋ�ȖșȕȖȊȕȖȔ�ȕȈ�ȒȖȕȒȘȍȚȕȣȍ�ȗȘȖȍȒȚȣ��
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ǸȈȏȓȐȟȕȈȧ�ȔȖȚȐȊȈȞȐȧ�
Q ǷȘȈȊȐȚȍȓȤșȚȊȖ��ȜȖȕȌȣ�Ȑ�ȉȐȏȕȍș�ȗȘȐȕȐȔȈȦȚ�ȘȍȠȍȕȐȍ�Ȗ�ȗȖȎȍȘȚȊȖȊȈȕȐȐ�ǫǶdzǶǪǶDZ�
Q ǷȖȎȍȘȚȊȖȊȈȕȐȍ�ȗȖșȓțȎȐȚ�ȘȈȞȐȖȕȈȓȤȕȣȔ�ȞȍȓȧȔ�ȖȘȋȈȕȐȏȈȞȐȐ�ȌȖȕȖȘȈ
Q ǿȈșȚȕȣȍ�ȌȖȕȖȘȣ�ȎȍȘȚȊțȦȚ�Ȋ�ȖșȕȖȊȕȖȔ�ǹǭǸǬǾǭǴ���
Q ȅǴǶǾǰǰ�±�ȥȚȖ�ȖȟȍȕȤ�ȊȈȎȕȣȑ�ȔȖȚȐȊ�ȗȘȐ�ȟȈșȚȕȣȝ�ȗȖȎȍȘȚȊȖȊȈȕȐȧȝ
ǪȈȠȐ�ȜȈȕȌȘȈȑȏȐȕȋ�ȌȍȑșȚȊȐȧ�ȌȖȓȎȕȣ�șȖȖȚȊȍȚșȚȊȖȊȈȚȤ�ȔȖȚȐȊȈȞȐȐ�ȐșȚȖȟȕȐȒȈ��
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DzȈȎȌȣȑ�ȐșȚȖȟȕȐȒ�șȘȍȌșȚȊ�ȚȘȍȉțȍȚ�șȊȖȍȑ�șȚȘȈȚȍȋȐȐ
Q Ǫȣ�ȌȖȓȎȕȣ�ȏȕȈȚȤ��ȟȚȖ�ȊȈȎȕȖ�Ȍȓȧ�ȒȈȎȌȖȋȖ�ȗȖȚȍȕȞȐȈȓȤȕȖȋȖ�ȌȖȕȖȘȈ�±�ȗȖȟȍȔț�Ȗȕ�ȌȈȍȚ�ȌȍȕȤȋȐ
Q Ǫȣ�ȌȖȓȎȕȣ�ȉȣȚȤ�șȗȖșȖȉȕȣ�ȗȖ�șȊȖȍȔț�ȖȉȘȈȚȐȚȤșȧ�Ȓ�ȒȈȎȌȖȔț�ȒȖȕȒȘȍȚȕȖȔț�ȌȖȕȖȘț�
Q Ǫȣ�ȌȖȓȎȕȣ�ȉȣȚȤ�ȟȍșȚȕȣȔȐ�Ȑ�ȊȣȏȣȊȈȚȤ�ȌȖȊȍȘȐȍ�ț�Ȋșȍȝ�ȐșȚȖȟȕȐȒȖȊ�șȘȍȌșȚȊ��Ȋ�ȖșȖȉȍȕȕȖșȚȐ�±�ț�ȒȘțȗȕȣȝ�ȟȈșȚȕȣȝ�ȌȖȕȖȘȖȊ�
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ǼȐȕȈȕșȐȘȖȊȈȕȐȍ�șȖ�șȚȖȘȖȕȣ�ȒȖȔȔȍȘȟȍșȒȐȝ�ȒȖȔȗȈȕȐȑ
Q ǩȐȏȕȍș�ȒȖȔȗȈȕȐȐ�șțȡȍșȚȊțȦȚ�Ȍȓȧ�ȚȖȋȖ��ȟȚȖȉȣ�ȏȈȘȈȉȈȚȣȊȈȚȤ�ȌȍȕȤȋȐ�Ȍȓȧ�ȊȓȈȌȍȓȤȞȍȊ�ȈȒȞȐȖȕȍȘȖȊ��Ȉ�ȕȍ�Ȍȓȧ�ȚȖȋȖ��ȟȚȖȉȣ�Ȑȝ�ȘȈȏȌȈȊȈȚȤ
Q ǭșȓȐ�Ȋȣ�ȝȖȚȐȚȍ�ȗȖȓțȟȐȚȤ�Ȑȝ�ȌȍȕȤȋȐ�±�ȕȈȑȌȐȚȍ�șȗȖșȖȉ�ȗȖȔȖȟȤ�ȐȔ�ȏȈȘȈȉȖȚȈȚȤ�ȌȍȕȤȋȐ�ȐȓȐ�ȝȖȘȖȠȖ�ȊȣȋȓȧȌȍȚȤ
Q DzȖȔȗȈȕȐȐ�ȕȍ�ȟțȊșȚȊțȦȚ�șȍȉȧ�ȊȐȕȖȊȈȚȣȔȐ�Ȋ�ȚȖȔ��ȟȚȖ�ȏȈȋȘȧȏȕȧȦȚ�ȖȒȘțȎȈȦȡțȦ�șȘȍȌț�ȐȓȐ�șȖȏȌȈȦȚ�șȊȖȐȔȐ�ȌȍȑșȚȊȐȧȔȐ�ȍȡȍ�ȒȈȒȐȍ�ȚȖ�ȗȘȖȉȓȍȔȣ�±�ȖȕȐ�ȊȖȖȉȡȍ�ȕȐȟȍȋȖ�ȕȍ�ȟțȊșȚȊțȦȚ�
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ǴȖȚȐȊȈȞȐȧ�ȒȖȘȗȖȘȈȚȐȊȕȣȝ�ȌȖȕȖȘȖȊ
Q ǹȌȍȓȈȚȤ�ȟȚȖ�ȚȖ�ȗȖȓȍȏȕȖȍ�Ȍȓȧ�șȖȖȉȡȍșȚȊȈ�Ȋ�ȚȖȔ�ȔȍșȚȍ��ȋȌȍ�ȖȕȐ�ȊȍȌțȚ�ȉȐȏȕȍș
Q ǷȖȌȌȍȘȎȈȚȤ�ȗȘȖȋȘȈȔȔȣ��ȒȖȚȖȘȣȍ�ȗȖȔȖȋțȚ�Ȑȝ�șȖȚȘțȌȕȐȒȈȔ
Q 35�±�ȝȖȘȖȠȖ�ȊȣȋȓȧȌȍȚȤ�Ȍȓȧ�ȗțȉȓȐȒȐ
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ǹȘȍȌșȚȊȈ�ȜȖȕȌȖȊ
Q ǻ�ȒȈȎȌȖȋȖ�ȜȖȕȌȈ�șȊȖȐ�ȗȘȐȖȘȐȚȍȚȣ
Q ȅȚȖȚ�ȚȐȗ�ȟȈșȚȕȣȝ�Ȍȍȕȍȋ�șȓȖȎȕȖ�ȗȘȐȊȓȍȒȈȚȤ��ȕȖ�ȓȍȋȒȖ�ȚȘȈȚȐȚȤ
Q ǼȖȕȌȣ�Ȋ�ǹȍȊȍȘȕȖȑ�ǨȔȍȘȐȒȍ��ȕȈȗȘȐȔȍȘ��ȗȖȌȌȍȘȎȐȊȈȦȚ�ȔȍȕȤȠȍ�����ȗȖșȚțȗȐȊȠȐȝ�Ȓ�ȕȐȔ�ȏȈȧȊȖȒ
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ǿȈșȚȕȣȍ�ȗȖȎȍȘȚȊȖȊȈȕȐȧ��ȒȘțȗȕȣȍ�Ȑ�ȕȍȉȖȓȤȠȐȍ�
Q ǿȈșȚȕȣȍ�ȓȐȞȈ�ȎȍȘȚȊțȦȚ�ȕȈ�Ȋșȍ��ȕȈ�ȟȚȖ�ȏȈȝȖȚȧȚQ �ǿȈșȚȕȣȍ�ȓȐȞȈ��ȖșȖȉȍȕȕȖ�ȒȘțȗȕȣȍ�ȌȖȕȖȘȣ��ȎȍȘȚȊțȦȚ�Ȍȓȧ�ȚȖȋȖ��ȟȚȖȉȣ�ȗȖȌȌȍȘȎȈȚȤ�șȊȖȐ�ȓȐȟȕȣȍ�ȗȘȐȖȘȐȚȍȚȣ
Q ǴȕȖȋȐȍ�ȒȘțȗȕȣȍ�ȌȖȕȖȘȣ�șȕȈȟȈȓȈ�ȌȍȓȈȦȚ�ȕȍȉȖȓȤȠȖȍ�ȗȖȎȍȘȚȊȖȊȈȕȐȍ��ȟȚȖȉȣ�ȗȖȕȧȚȤ��ȒȈȒ�Ȋȣ�ȖșȊȖȐȚȍ�ȥȚȐ�ȌȍȕȤȋȐ�Ȑ�ȒȈȒ�ȉțȌȍȚȍ�ș�ȕȐȔȐ�ȒȖȔȔțȕȐȞȐȘȖȊȈȚȤ
Q ǶȚȕȖșȐȚȍșȤ�Ȓ�ȒȈȎȌȖȔț�ȕȍȉȖȓȤȠȖȔț�ȌȖȕȖȘț�ȒȈȒ�Ȓ�ȗȖȚȍȕȞȐȈȓȤȕȖȔț�ȒȘțȗȕȖȔț�ȌȖȕȖȘț��
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ǿȚȖȉȣ�ȕȈȑȚȐ�ȒȘțȗȕȖȋȖ�ȌȖȕȖȘȈ��Ȋȣ�ȌȖȓȎȕȣ�șȕȈȟȈȓȈ��
�� ǷȖȕȧȚȤ�ȗȖȚȘȍȉȕȖșȚȐ��ȐȕȚȍȘȍșȣ�Ȑ�ȔȖȚȐȊȈȞȐȦ�ȒȈȎȌȖȋȖ�ȗȖȚȍȕȞȐȈȓȤȕȖȋȖ�ȌȖȕȖȘȈ�
�� ǶȉȢȧșȕȐȚȤ�ȌȖȕȖȘț��ȗȖȟȍȔț�Ȗȕ�ȌȖȓȎȍȕ�ȗȖȌȌȍȘȎȈȚȤ�ȐȔȍȕȕȖ�ȊȈȠ�ȗȘȖȍȒȚ��șȌȍȓȈȚȤ�ȥȚȖ�ȚȈȒ��ȟȚȖȉȣ�ȊȈȠȐ�ȈȘȋțȔȍȕȚȣ�ȉȣȓȐ�ȏȕȈȟȐȔȣ�Ȍȓȧ�ȒȖȕȒȘȍȚȕȖȋȖ�ȟȍȓȖȊȍȒȈ
�� ǷȖȒȈȏȈȚȤ�ȌȖȕȖȘț��ȟȚȖ�ȗȖȓțȟȐȚ�Ȗȕ�șȈȔ�ȖȚ�ȗȖȌȌȍȘȎȒȐ�ȊȈȠȍȋȖ�ȗȘȖȍȒȚȈ�
�� ǹȌȍȓȈȚȤ�ȚȖ��ȟȚȖ�ȗȖȖȉȍȡȈȓȐ�Ȑ�ȗȖȉȓȈȋȖȌȈȘȐȚȤ�ȌȖȕȖȘȈ
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ǻ�ȉȖȋȈȚȣȝ�ȓȦȌȍȑ�ȚȈȒ�ȔȕȖȋȖ�Ȍȍȕȍȋ�ȒȈȒ�ȘȈȏ�ȗȖȚȖȔț��ȟȚȖ�ȖȕȐ�ȕȍ�ȘȈșșȚȈȦȚșȧ�ș�ȌȍȕȤȋȈȔȐ�ȓȍȋȒȖ�
Q ǩȖȋȈȚȣȍ�ȓȦȌȐ�ȏȈȘȈȉȈȚȣȊȈȦȚ�ȌȍȕȤȋȐ�ȟȍȘȍȏ�țȌȈȟȕȣȍ�ȐȕȊȍșȚȐȞȐȐ
Q Ǫȣ�ȌȖȓȎȕȣ�ȗȖȒȈȏȈȚȤ�ȐȔ��ȟȚȖ�Ȋȣ�ȧȊȓȧȍȚȍșȤ�țȌȈȟȕȖȑ�ȐȕȊȍșȚȐȞȐȍȑ�
Q ǭșȓȐ�ț�ȒȖȋȖ�ȚȖ�ȍșȚȤ�ȔȕȖȋȖ�Ȍȍȕȍȋ�±�ȥȚȖ�ȕȍ�ȏȕȈȟȐȚ��ȟȚȖ�Ȋȣ�ȗȖȓțȟȐȚȍ�ȖȚ�ȕȐȝ�ȒȘțȗȕȖȍ�ȗȖȎȍȘȚȊȖȊȈȕȐȍ�±�ȐȓȐ�ȊȖȖȉȡȍ�ȝȖȚȤ�ȒȈȒȖȍ�ȚȖ�ȗȖȎȍȘȚȊȖȊȈȕȐȍ�
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ǩȖȓȤȠȐȕșȚȊȖ�ȒȘțȗȕȣȝ�ȌȖȕȖȘȖȊ�ȗȖȓțȟȈȦȚ�ȗȘȖșȤȉȣ�Ȗ�ȗȖȔȖȡȐ�ȖȚ�
ȘȈȏȕȣȝ�ȖȘȋȈȕȐȏȈȞȐȑ�
Q ǵȈȑȌȐȚȍ�șȗȖșȖȉ�ȊȣȌȍȓȐȚȤșȧ�ȕȈ�ȜȖȕȍ�ȌȘțȋȐȝ
Q ǵȍ�ȊȈȎȕȖ��ȟȚȖ�Ȋȣ�ȝȖȚȐȚȍ�șȒȈȏȈȚȤ��șȈȔȖȍ�ȋȓȈȊȕȖȍ�±�ȥȚȖ�ȚȖ��ȟȚȖ�ȌȘțȋȖȑ�ȟȍȓȖȊȍȒ�ȌȖȓȎȍȕ�ȖȚ�ȊȈș�țșȓȣȠȈȚȤ
Q ǪȈȠȈ�ȞȍȓȤ�±�ȕȍ�ȗȘȖșȚȖ�ȗȘȖȐȕȜȖȘȔȐȘȖȊȈȚȤ�ȗȖȚȍȕȞȐȈȓȤȕȖȋȖ�ȌȖȕȖȘȈ��ȕȖ�Ȑ�ȔȖȚȐȊȐȘȖȊȈȚȤ�ȍȋȖ�ȕȈ�ȌȍȑșȚȊȐȍ�±�șȖȊȍȘȠȍȕȐȍ�ȗȖȎȍȘȚȊȖȊȈȕȐȧ��
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ȅȋȖ�ȔȖȚȐȊȐȘțȍȚ�ȔȕȖȋȐȝ�ȒȘțȗȕȣȝ�ȌȖȕȖȘȖȊ�
Q ǶȌȕȐ�ȝȖȚȧȚ��ȟȚȖȉȣ�Ȋ�ȕȐȝ�ȊȐȌȍȓȐ�ȋȍȘȖȍȊ��
Q ǬȘțȋȐȍ�ȝȖȚȧȚ��ȟȚȖȉȣ�ȐȔȐ�ȊȖșȝȐȡȈȓȐșȤ��ȓȦȉȐȓȐ�Ȑȝ
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ǴȖȚȐȊȈȞȐȧ�șȖ�șȚȖȘȖȕȣ�șȖȖȉȡȍșȚȊȈ���
� ǬȍȔȖȕșȚȘȐȘțȑȚȍ�ȓȐȌȍȘșȚȊȖ
� ǷȖȒȈȎȐȚȍ�ȗȘȐȔȍȘ�ȌȘțȋȐȔ
� ǩțȌȤȚȍ�ȝȖȘȖȠȐȔ�șȖșȍȌȖȔ��ȟȓȍȕȖȔ�șȖȖȉȡȍșȚȊȈ
� ǪȈș�ȌȖȓȎȕȣ�șȟȐȚȈȚȤ�©ȕȖȘȔȈȓȤȕȣȔª��ȖȉȣȟȕȣȔ�ȟȍȓȖȊȍȒȖȔ
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ǷȖȑȔȐȚȍ��ȟȍȋȖ�ȐȔȍȕȕȖ�ȝȖȟȍȚ�ȌȖȕȖȘ
Q ǹȖȏȌȈȚȤ�ȕȈșȓȍȌȐȍ��ȟȚȖ�ȚȖ��ȟȚȖ�ȓȦȌȐ�ȉțȌțȚ�ȗȖȚȖȔ�ȊșȗȖȔȐȕȈȚȤ��țȊȍȒȖȊȍȟȐȚȤ��ȟȍȔ�ȚȖ�șȊȖȍ�ȐȔȧ
Q �ǷȘȐȏȕȈȕȐȍ����țȓțȟȠȍȕȐȍ�ȓȐȟȕȖȋȖ�ȐȔȐȌȎȈ�ȌȖȕȖȘȈ��ȗȖȓțȟȍȕȐȍ�șȓȈȊȣ
Q ǷȖȓțȟȐȚȤ�ȐȕșȚȘțȔȍȕȚ�ȊȓȐȧȕȐȧ��șȌȍȓȈȚȤ�ȉȖȓȤȠȖȍ�ȗȖȎȍȘȚȊȖȊȈȕȐȍ��ȟȚȖȉȣ�ș�ȍȋȖ�ȗȖȔȖȡȤȦ�ȗȘȖȐȏȊȍșȚȐ�ȉȖȓȤȠȐȍ�ȐȏȔȍȕȍȕȐȧ�
Q ǹȌȍȓȈȚȤ�ȟȚȖ�ȚȖ�ȝȖȘȖȠȍȍ��ȉȓȈȋȖȘȖȌȕȖȍ«�ȓȐȟȕȖȍ�țȌȖȊȓȍȚȊȖȘȍȕȐȍ
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ǻșȗȍȝ�±�ȥȚȖ�ȚȈȒȎȍ�ȚȖ�ȊȗȍȟȈȚȓȍȕȐȍ��ȒȖȚȖȘȖȍ�Ȋȣ�ȗȘȖȐȏȊȖȌȐȚȍ��
Q Ǫȣ�ȌȖȓȎȕȣ�ȌȖȒȈȏȈȚȤ��ǿȚȖ�ȊȈȔ�ȌȍȑșȚȊȐȚȍȓȤȕȖ�ȕțȎȕȖ�ȥȚȖ�ȗȖȎȍȘȚȊȖȊȈȕȐȍ�Ȑ�ȟȚȖ�Ȋȣ�ȝȖȘȖȠȖ�ȐȔ�ȘȈșȗȖȘȧȌȐȚȍșȤ
Q Ǫȣ�ȌȖȓȎȕȣ�țȉȍȌȐȚȤ�ȒȘțȗȕȖȋȖ�ȌȖȕȖȘȈ��ȟȚȖ�Ȋȣ�ȏȕȈȍȚȍ��ȒȈȒ�șȌȍȓȈȚȤ�ȚȖ��ȕȈ�ȟȚȖ�ȗȘȖșȐȚȍ�șȘȍȌșȚȊȈ�
Q Ǫȣ�ȌȖȓȎȕȣ�ȗȖȒȈȏȈȚȤ�ȌȖȕȖȘț��ȒȈȒ�ȍȋȖ�ȗȖȌȌȍȘȎȒȈ�ȖȚȘȈȏȐȚșȧ�ȕȈ�ȊȈȠȐȝ�ȗȘȖȋȘȈȔȔȈȝ��ȟȚȖ�ȐȔȍȕȕȖ�ȖȕȈ�ȐȏȔȍȕȐȚ
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ǿȚȖȉȣ�ȗȖȓțȟȐȚȤ�ȗȖȌȌȍȘȎȒț�ȖȚ�ȒȘțȗȕȣȝ�ȌȖȕȖȘȖȊ��Ȋȣ�ȌȖȓȎȕȣ�șȖȏȌȈȚȤ�
ȗȘȈȊȐȓȤȕȖȍ�ȊȗȍȟȈȚȓȍȕȐȍ�
ǪȖȏȔȖȎȕȖ��Ȋȣ�șȍȉȧ�ȊȐȌȐȚȍ�ȒȈȒ�³ȟȍȓȖȊȍȒȈ��șȗȈșȈȦȡȍȋȖ�ȔȐȘ´««
ǶșȚȈȓȤȕȣȍ�ȔȖȋțȚ�ȊȐȌȍȚȤ�ȊȈș�ȐȕȈȟȍ««
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ǷȖșȚȈȘȈȑȚȍșȤ�ȊȏȋȓȧȕțȚȤ�ȕȈ�șȍȉȧ�ȋȓȈȏȈȔȐ�ȌȖȕȖȘȈ«�
Ǫ�șȊȖȍȔ�ȔȐȘȍ�Ȋȣ�ȔȖȎȍȚȍ�ȉȣȚȤ�ȊȈȎȕȣȔ�Ȑ�ȊȓȐȧȚȍȓȤȕȣȔ�ȟȍȓȖȊȍȒȖȔ
Ǩ�Ȋ�ȔȐȘȍ�ȒȘțȗȕȣȝ�ȌȖȕȖȘȖȊ�±�ȊȖȏȔȖȎȕȖ��ȕȍȚ�
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ǿȚȖȉȣ�ȗȖȓțȟȐȚȤ�ȗȖȌȌȍȘȎȒț�ȒȘțȗȕȣȝ�ȌȖȕȖȘȖȊ��ȊȈȔ�ȕțȎȕȖ�
Q ǬȖȒȈȏȈȚȤ��ȟȚȖ�Ȋȣ�ȧȊȓȧȍȚȍșȤ�ȝȖȘȖȠȍȑ�ȐȕȊȍșȚȐȞȐȍȑ��Ȉ�ȕȍ�ȗțșȚȖȑ�ȚȘȈȚȖȑ�șȘȍȌșȚȊ«�ǽȖȘȖȠȐȍ�ȉȐȏȕȍș�ȐȌȍȐ
Q Ǫȣ�ȌȖȓȎȕȣ�șȌȍȓȈȚȤ�ȚȈȒ��ȟȚȖȉȣ�ȒȘțȗȕȣȑ�ȌȖȕȖȘ�ȓȍȋȒȖ�ȔȖȋ�ȗȖȕȧȚȤ�ȊȈș��Ȉ�ȚȈȒȎȍ�ȊȣșȚȘȖȐȚȤ�ȖȚȕȖȠȍȕȐȧ����ǫȖȊȖȘȐȚȍ�ȕȈ�Ȑȝ�ȧȏȣȒȍ�
Q ȅȚȖ�ȏȕȈȟȐȚ��ȟȚȖ�Ȑ�șȖȖȉȡȍȕȐȍ��Ȑ�ȍȋȖ�ȕȖșȐȚȍȓȤ�ȌȖȓȎȕȣ�ȉȣȚȤ�ȊȍȘȕȖ�ȗȖȌȖȉȘȈȕȣ��
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ǪȣȉȍȘȐȚȍ�ȗȘȈȊȐȓȤȕȖȋȖ�ȕȖșȐȚȍȓȧ�șȖȖȉȍȕȐȧ��
Q DzȚȖ�ȚȖ��ȗȖȝȖȎȐȑ�ȕȈ�ȌȖȕȖȘȈ
Q DzȚȖ�ȚȖ��ȒȖȋȖ�ȏȕȈȍȚ�ȌȖȕȖȘ
Q DzȚȖ�ȚȖ��ȒȚȖ�țȎȍ�ȌȍȓȈȓ�ȒȘțȗȕȣȍ�ȗȖȎȍȘȚȊȖȊȈȕȐȧ
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ǶȉȘȈȡȍȕȐȍ�Ȓ�ȒȘțȗȕȖȔț�ȌȖȕȖȘț�șȘȖȌȕȐ�ȗȘȖȌȈȎȈȔ«
Q Ǫȣ�ȌȖȓȎȕȣ�ȏȕȈȚȤ��ȟȚȖ�ȝȖȟȍȚ�ȒțȗȐȚȤ�ȌȖȕȖȘ«�Q Ǫȣ�ȌȖȓȎȕȣ�ȚȈȒ�ȗȘȍȌșȚȈȊȐȚȤ�șȊȖȑ�ȗȘȖȍȒȚ��ȟȚȖȉȣ�ȥȚȖ�țȉȍȌȐȓȖ�ȌȖȕȖȘȈ�ȐȕȊȍșȚȐȘȖȊȈȚȤ�Ȋ�ȕȍȋȖ
Q Ǫȣ�ȌȖȓȎȕȣ�șȌȍȓȈȚȤ�ȚȈȒ��ȟȚȖȉȣ�Ȍȓȧ�ȌȖȕȖȘȈ�ȉȣȓȖ�ȓȍȋȒȖ�ȊȏȈȐȔȖȌȍȑșȚȊȖȊȈȚȤ�ș�ȊȈȔȐ�Ȑ�ȖȚȒȓȐȒȕțȚȤșȧ�ȕȈ�ȊȈȠț�ȗȘȖșȤȉț
Q ǺȖ�ȍșȚȤ�Ȋ�ȐȚȖȋȍ�Ȋȣ�ȌȖȓȎȕȣ�șȌȍȓȈȚȤ�ȚȈȒ��ȟȚȖȉȣ�ȌȖȕȖȘ�ȉȣȓ�șȟȈșȚȓȐȊ��
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Ǫȣ�ȗȘȖȌȈȍȚȍ�
Q ǹȍȉȧ�șȊȖȦ�ȖȘȋȈȕȐȏȈȞȐȦ
Q ǹȊȖȑ�ȗȘȖȍȒȚ�ȗȘȖȋȘȈȔȔț
Q ǹȊȖȑ�ȗȓȈȕ�ȐȓȐ�ȏȈȧȊȒțQ ǪȖȏȔȖȎȕȖșȚȤ�șȌȍȓȈȚȤ�ȗȖȎȍȘȚȊȖȊȈȕȐȍ
Q ǹȟȈșȚȤȍ�ȖȚ�ȚȖȋȖ��ȟȚȖ�ȌȖȕȖȘ�ȔȖȎȍȚ�șȚȈȚȤ�ȟȈșȚȤȦ�ȊȈȠȍȋȖ�ȌȍȓȈ
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ǪȈȠȍ�ȖȉȘȈȡȍȕȐȍ�ȒȖ�ȊșȍȔ�ȌȖȕȖȘȈȔ�ȌȖȓȎȕȖ�ȊȒȓȦȟȈȚȤ�șȓȍȌțȦȡȍȍ�
Q DzȚȖ�ȊȣQ ǷȖȟȍȔț�Ȋȣ�șțȡȍșȚȊțȍȚȍQ ǷȖȟȍȔț�Ȋȣ�țȕȐȒȈȓȤȕȣQ ǿȚȖ�Ȋȣ�ȗȣȚȈȍȚȍșȤ�șȌȍȓȈȚȤQ DzȈȒ�Ȋȣ�ȗȓȈȕȐȘțȍȚȍ�ȥȚȖ�șȌȍȓȈȚȤ
Q ǹȒȖȓȤȒȖ�Ȍȍȕȍȋ�ȊȈȔ�ȕțȎȕȖQ ǷȖȟȍȔț�ȥȚȖ�ȌȖȓȎȕȖ�ȉȣȚȤ�ȊȈȎȕȖ�Ȍȓȧ�ȌȖȕȖȘȈ
Q ǿȍȋȖ�Ȋȣ�ȝȖȚȐȚȍ�ȖȚ�ȌȖȕȖȘȈ
Q ǿȚȖ�ȌȖȕȖȘ�ȗȖȓțȟȐȚ�ȊȏȈȔȍȕ
Q DzȚȖ�ȍȡȍ�ȌȈȍȚ�ȌȍȕȤȋȐQ ǪȈȠ�ȗȓȈȕ�Ȑ�șȘȖȒȐQ ǿȚȖ�ȉțȌȍȚ�ȗȖȚȖȔ��ȒȈȒȖȊ�șȓȍȌțȦȡȐȑ�ȥȚȈȗ
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ǺȈȒȎȍ�ȏȈȌțȔȈȑȚȍșȤ�Ȗ�șȓȍȌțȦȡȍȔ�
Q Ǫȣ�ȗȘȖȉțȍȚȍ�ȘȍȠȐȚȤ�ȗȘȖȉȓȍȔȣ��ȊȖȏȕȐȒȠȐȍ�ȊȟȍȘȈ"
Q Ǫȣ�ȖȚȒȓȐȒȈȍȚȍșȤ�ȕȈ�șȍȋȖȌȕȧȠȕȐȍ�ȗȘȖȉȓȍȔȣ"
Q Ǫȣ�ȗȘȍȌȖȚȊȘȈȡȈȍȚȍ�ȏȈȊȚȘȈȠȕȐȍ�ȗȘȖȉȓȍȔȣ"
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ǭșȚȤ�ȓȐ�ț�ȊȈș�ȝȖȘȖȠȐȑ�ȗȓȈȕ"
ǬȍȑșȚȊȐȚȍȓȤȕȖ�ȓȐ�Ȋȣ�ȏȕȈȍȚȍ��ȒțȌȈ�Ȋȣ�ȐȌȍȚȍ�Ȑ�ȒȈȒ�ȚțȌȈ�ȗȖȗȈșȚȤ"
ǰȓȐ�Ȋȣ�ȗȘȖșȚȖ�ȒȖȗȈȍȚȍ�ȒȖȗȈȍȚȍ««"
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ǬȖȕȖȘȖȊ�ȕȈȌȖ�țȉȍȌȐȚȤ�Ȋ�șȓȍȌțȦȡȍȔ�Q ǺȖ��ȟȚȖ�Ȋȣ�ȌȍȓȈȍȚȍ��ȖȟȍȕȤ�ȊȈȎȕȖ��ȖșȖȉȍȕȕȖ�Ȍȓȧ�șȈȔȖȋȖ�ȌȖȕȖȘȈ
Q ǺȖ��ȟȚȖ�Ȋȣ�ȗȘȍȌȓȈȋȈȍȚȍ��ȘȍȈȓȐșȚȐȟȕȖ�Ȑ�ȌȖșȚȐȎȐȔȖ��ǹȌȍȓȈȍȚȍ�ȓȐ�Ȋȣ�ȚȖ��ȟȚȖ�ȖȉȍȡȈȍȚȍ"�
Q ǬȖȕȖȘ�ȌȍȑșȚȊȐȚȍȓȤȕȖ�ȔȖȎȍȚ�șȣȋȘȈȚȤ�ȏȈȔȍȚȕțȦ�ȘȖȓȤ�Ȋ�ȘȍȠȍȕȐȐ�ȗȘȖȉȓȍȔȣ��ȍșȓȐ�șȌȍȓȈȍȚ�ȗȖȎȍȘȚȊȖȊȈȕȐȍ
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ǬȖȕȖȘț�ȕțȎȕȖ�ȌȖȒȈȏȈȚȤ��ȟȚȖ�
Q ǷȓȈȕ��ȒȖȚȖȘȣȑ�Ȋȣ�ȗȘȍȌȓȈȋȈȍȚȍ�±�ȥȚȖ�ȓțȟȠȍȍ�ȘȍȠȍȕȐȍ
Q ǪȈȠȈ�ȖȘȋȈȕȐȏȈȞȐȧ�ȊȖȗȓȖȚȐȚ�ȥȚȖȚ�ȗȓȈȕ�ȓțȟȠȍ�Ȋșȍȝ
Q ǷȖȎȍȘȚȊȖȊȈȕȐȍ��ȒȖȚȖȘȖȍ�Ȋȣ�ȗȘȖșȐȚȍ��ȖȗȘȈȊȌȈȕȖ�ȗȖ�ȘȈȏȔȍȘț�Ȑ�ȗȖȓțȟȐȚ�ȌȖșȚȐȟȤ�ȚȖȋȖ�ȘȍȏțȓȤȚȈȚȈ��ȒȖȚȖȘȣȑ�Ȋȣ�ȖȉȍȡȈȍȚȍ
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dzȒțȉȐȗ�ȣ�ȈȒȏȊȉȑ�ȈȄȖȠ�ȈȉȑȠȇȌ�ȌȐȉȑȑȒ�ǦȄȐ"
Q ǬȖșȚȈȚȖȟȕȖ�ȓȐ�ȉȖȓȤȠȈȧ�Ȑ�șȐȓȤȕȈȧ�ț�ǪȈș�ȖȘȋȈȕȐȏȈȞȐȧ"
Q ǷȘȍȌȖșȚȈȊȤȚȍ�³ȘȍȋȈȓȐȐ´�Ȑ�ȖȗȐȠȐȚȍ�ȖȗȣȚ�ȘȈȉȖȚȣ�Țȍȝ�ȓȦȌȍȑ��ȒȖȚȖȘȣȍ�ȉțȌțȚ�ȊȣȗȖȓȕȧȚȤ�ȘȈȉȖȚț
Q DzȈȒȐȍ�ț�ǪȈș�ȉȣȓȐ�țșȗȍȝȐ�Ȋ�ȗȖȝȖȎȐȝ�ȗȘȖȍȒȚȈȝ"
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DzȚȖ�ȍȡȍ�șȟȐȚȈȍȚ�ȊȈș�ȌȖșȚȖȑȕȣȔ�ȗȈȘȚȕȍȘȖȔ"
Q ǶȚȏȣȊȣ�ȌȘțȋȐȝ�ȓȦȌȍȑ
Q ǸȈȏȘȍȠȍȕȐȧ�Ȑ�șȍȘȚȐȜȐȒȈȚȣ
Q ǵȈȋȘȈȌȣ�ȐȓȐ�ȌȘțȋȐȍ�șȊȐȌȍȚȍȓȤșȚȊȈ�
ȗȘȐȏȕȈȕȐȧ
Q ǹǴǰ�ȐȓȐ�ȌȘțȋȖȑ�35
Q ǬȘțȋȐȍ�ȌȖȒȈȏȈȚȍȓȤșȚȊȈ�ȚȖȋȖ��ȟȚȖ�ȊȈȔ�
ȔȖȎȕȖ�ȌȖȊȍȘȧȚȤ
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ǹȒȖȓȤȒȖ�ȥȚȖ�ȉțȌȍȚ�șȚȖȐȚȤ"
Q DzȈȒȈȧ�ȗȖȌȌȍȘȎȒȈ�ȕțȎȕȈ��ȌȍȕȤȋȐ��ȔȈȚȍȘȐȈȓȣ��țșȓțȋȐ�Ȑ�ȌȘ��"
Q ǵȈșȒȖȓȤȒȖ�ȥȜȜȍȒȚȐȊȍȕ�Ȑ�ȥȒȖȕȖȔȐȟȍȕ�ȊȈȠ�ȗȓȈȕ"
Q ǭșȓȐ�Ȋȣ�ȗȖȓțȟȐȚȍ�ȚȖ��ȟȚȖ�ȗȘȖșȐȚȍ��ȌȍȑșȚȊȐȚȍȓȤȕȖ�ȓȐ�Ȋȣ�ȌȖșȚȐȋȕȍȚȍ�ȖȉȍȡȈȕȕȖȋȖ�ȘȍȏțȓȤȚȈȚȈ"��DzȈȒȖȊȣ�ȠȈȕșȣ"
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ǿȚȖ�ȉțȌȍȚ�ȗȖȚȖȔ"
Q ǷȖȓțȟȐȚȍ�ȓȐ�Ȋȣ�șȖ�ȜȐȕȈȕșȐȘȖȊȈȕȐȍ�ȐȓȐ�ȗȖșȓȍȌțȦȡțȦ�ȗȖȌȌȍȘȎȒț�ȖȚ�ȌȘțȋȐȝ�ȌȖȕȖȘȖȊ"
Q DzȈȒ�ȉțȌȍȚ�țȗȘȈȊȓȧȚȤșȧ�Ȑ�ȗȖȌȌȍȘȎȐȊȈȚȤșȧ�ȚȖ�ȖȉȖȘțȌȖȊȈȕȐȍ�ȐȓȐ�ȗȖȔȍȡȍȕȐȍ��ȒȖȚȖȘȖȍ�Ȋȣ�ȗȖȓțȟȐȚȍ"
Q ǿȚȖ�ȊȈȔ�ȗȖȚȘȍȉțȍȚșȧ�ȕȈ�șȓȍȌțȦȡȍȔ�ȥȚȈȗȍ"Q DzȖȋȌȈ�ȏȈȒȖȕȟȐȚșȧ�ȥȚȖȚ�ȗȘȖȍȒȚ��ȍșȓȐ�ț�ȕȍȋȖ�ȊȖȖȉȡȍ�ȍșȚȤ�ȖȒȖȕȟȈȕȐȍ"
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ǵȍ�ȗȘȍȌșȒȈȏȣȊȈȑȚȍ�ȕȍșȟȈșȚȕȣȝ�șȓțȟȈȍȊ�
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ǷȘȖȊȍȘȍȕȕȣȍ�ȚȍȝȕȐȒȐ
Q ǷȖȗȘȖșȐȚȍ�ț�ȗȖȚȍȕȞȐȈȓȤȕȖȋȖ�ȌȖȕȖȘȈ�șȖȊȍȚȈ�Ȗ�ȗȘȖȍȒȚȍ�Ȑ�Ȗ�ȚȖȔ��ȒȚȖ�ȔȖȋ�ȉȣ�ȗȖȌȌȍȘȎȈȚȤ�ȍȋȖ�ȜȐȕȈȕșȖȊȖ
Q ǹȗȘȖșȐȚȍ�ȗȖȚȍȕȞȐȈȓȤȕȖȋȖ�ȌȖȕȖȘȈ��ȒȈȒȈȧ�ȐȕȜȖȘȔȈȞȐȧ�ȔȖȚȐȊȐȘȖȊȈȓȈ�ȉȣ�ȍȋȖ�ȕȈ�ȗȖȌȌȍȘȎȒț�
Q ǭșȓȐ�Ǫȣ�ȗȖȓțȟȐȓȐ�ȖȚȒȈȏ��șȗȘȖșȐȚȍ�Ȗ�ȗȘȐȟȐȕȍ�Q ǷȖȓțȟȐȊ�ȖȚȊȍȚ�ȐȓȐ�ȖȉȢȧșȕȍȕȐȍ��ȊȕȍșȐȚȍ�ȒȖȘȘȍȒȚȐȘȖȊȒț�Ȋ�șȊȖȐ�ȗȓȈȕȣ���ǰ�ǹǷǸǶǹǰǺǭ�ǹǵǶǪǨ�
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ǷȖȔȖȋȐȚȍ�ȌȖȕȖȘț�țȊȐȌȍȚȤ�ȍȋȖ�ȐȕȚȍȘȍș�Ȋ�ȊȈȠȐȝ�ȗȘȖȍȒȚȈȝ�Ȑ�
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ǫȓȈȊȕȖȍ�Ȋ�ȜȈȕȌȘȈȑȏȐȕȋȍ�±�ȥȚȖ�ȌȖȕȖȘȣ�
Q Ǫȣ�ȌȖȓȎȕȣ�ȗȘȍȌșȚȈȊȐȚȤ�șȊȖȦ�ȐȌȍȦ�ȚȈȒ��ȟȚȖȉȣ�ȖȕȈ�ȔȖȚȐȊȐȘȖȊȈȓȈ�ȌȖȕȖȘȈ
Q ǿȚȖȉȣ�șȌȍȓȈȚȤ�ȥȚȖ��Ȋȣ�ȌȖȓȎȕȣ�ȏȕȈȚȤ�ȌȖȕȖȘȈ��ǿȚȖȉȣ�țȏȕȈȚȤ�ȌȖȕȖȘȈ�±�ǹǷǸǶǹǰǺǭ�ȍȋȖ�
Q ǻ�ȊȈș�ȌȖȓȎȍȕ�ȉȣȚȤ�ȗȓȈȕ��Ȋ�ȒȖȚȖȘȣȑ�ȌȖȕȖȘ�șȔȖȎȍȚ�ȗȖȊȍȘȐȚ«��
Q Ǫȣ�ȌȖȓȎȕȣ�ȌȈȚȤ�ȚȖ��ȟȚȖ�ȝȖȟȍȚ�ȌȖȕȖȘ��ȟȚȖȉȣ�Ȗȕ�ȌȈȓ�ȊȈȔ�ȚȖ��ȟȚȖ�ȊȈȔ�ȕțȎȕȖ
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