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>.""""""
Most online Aussie adults use social media
                                   26%               Creators              35%

            Percent of                                Critics                              Percent of
                 adults            35%                                     43%             18-28YOs
            participatin                                                                   participating
           g in at least                            Collectors                             in at least
             one of the            16%                                     21%
                                                                                           one of the
           activities at                                                                   activities at
                   least                              Joiners                              least
               monthly             45%                                     63%
                                                                                           monthly

                                   63%              Spectators             75%

                                   24%               Inactives             12%


                      Source: the November 14, 2008, “Australian Social Technographics® Revealed” report

                                  Base: Adult Australian online consumers
     Source: Asia Pacific Consumer Technographics Survey, Q2 2008

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                                    WAFF"IJ"BEDJROMBQED"IDT"
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                                 WEOOKAJ"ISEMR"PEEO"BENNMDKBIQED"
                                 IDT"WEOOKAJ"ISEMR"POErABRJ"GEKDG"
                                 ELAOnQNA"IDT"ELAOnSMTGAR"
                              !! 9IORAFF"CIJ"BOAIRAT"I"ROIDJPIOADR"
                                 <<"TIH"POErABR"QNAFKDA"
                              !! 5AAaFH"PCERE"MPTIRAJ"JCEW"
                                 BMJRENAOJ"POEGOAJJ"E^"RCAKO"SMKFT"
                              !! 3MJRENAOJ"BID"IFJE"ROIBa"POEGOAJJ"
                                 RCOEMGC"I"WASnSIJAT";IJA3INP"
                                 POErABR"NIDIGANADR"REEF"


?7""""""
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              WEOaJCEP*"IDT"
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<!""""""
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 !.!""""""
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                   TKJBMJJKED"




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            !! :OErABR"HEMO"PAOJEDIFKRH"IDT"GKLA"HEMO"BENPIDH"I"CMNID"^IBA"
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            !! :EJA"fMAJQEDJ"RE"GIKD"^AATSIBa"IDT"OAJAIOBC"HEMO"NIOaAR"



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                    !! &FF"RCAH"WIDR"RE"aDEW"KJ"RCIR"RCAH"IOA"CKOKDG"
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                       ISEMR"
                    !! -CA"SAdAO"RCA"fMIFKRH"E^"RCA"IOQBFAJ*"RCA"NEOA"
                       BEDLKDBAT"RCAH"WKFF"SA"E^"RCA"LIFMA"E^"RCA"
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                       OAFALIDBA"RE"JAIOBC"ADGKDAJ&

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                       {!.8"+EMRCWAJR"&KOFKDAJ"n"&MRCEOKRHZ"6?>"
                       {<8"1KDaAT#D"n"&MRCEOKRHZ"//!"
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                       {/8"jICEEz"+AIOBC"n"&MRCEOKRHZ"!!>/"
                       {>8"|KFFEW"n"&MRCEOKRHZ"!6=."g)%5h"
                       {=8"&TESA"n"&MRCEOKRHZ"!</!"
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                       {!8"'EEGFA"n"&MRCEOKRHZ"!.6>/"

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                          !! )IENKkJ"SFEG"SMKFTJ"BOATKSKFKRH"IDT"
                             ADGIGAJ"CAO"RIOGAR"IMTKADBA"SH"
                             ^EBMJKDG"ED"ADROAPOADAMOKIFKJN"IDT   "
                             SMJKDAJJ"KJJMAJ"RCIR"IOA"FKaAFH"RE"
                             OAJEDIRA"WKRC"CAO";6;"BMJRENAOJ"
                          !! :AOJEDIFKJKDG"CAO"SFEG"IDT"GKLKDG"
                             ID"KDJKGCR"KDRE"CAO"BENPIDHkJ"
                             PAO^EONIDBA"CAFPJ"GKLA"KR"I"CMNID"
                             ^IBA""PIOQBMFIOFH"KNPEORIDR"WCAD"
                             NIDH"BMJRENAOJ"IOA"[("NIDIGAOJ"
                          !! +CIOKDG"IDT"SEEaNIOaKDG"REEFJ"
                             CAFP"BEDRADR"ROILAF"


!!7""""""
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                       !! oEiOAHJ"GILA"SFEGGAOJ"^OAA"JINPFAJ"E^"
                          RCAKO"DAW"BEiAA"KD"ApBCIDGA"^EO"
                          ^AATSIBa"IDT"I"FKDa"
                       !! !/..}"SFEGJ"PIOQBKPIRAT"IDT"BELAOIGA"
                          KDBFMTAT"9IJCISFA*"3)%-*"uKFFAO+RIORMPJ*"
                          9IOaAQDGY9*"9IdJ3MPPI*"9E;Mcc"-`"
                       !! -CAH"MJAT"RCKJ"^AATSIBa"RE"TALAFEP"I"
                          DAW"VILEMO"E^"BEiAA*"IPRFH"QRFAT"3EiAA"
                          68."


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            !!   WWW8KBAOEBaAR8BEN"
            !!   WWW8^AATJRAO8BEN"
            !!   WWW8SFEGTKGGAO8BEN"
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               KDTMJROH"BENNADR*"RCEMGCR"FAITAOJCKP"
            !! &GGOAGIRA"ApKJQDG"BEDRADR"KDRE"I"MJA^MF"^EONIR"g(++h"
            !! &TT"m:AONIFKDaX"gPAONIDADR"FKDah"
            !! 3OAIRA"I"BFMJRAO"E^"OAFIRAT"SFEG"PIGAJ"IFF"POENEQDG"RCA"EDA"
               BEOPEOIRA"PIGA"




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                         PEPMFIO"K^"BOATKSFA"
                      !! ?"REP"ROADTJ"
                      !! ;MKFT"I"@!.!"RCKDGJ"RE"TE"FKJRX"
                      !! !."AIJH"QPJ"RE"CAFP"HEM"•KDJAOR"REPKB"CAOA€"
                         IOQBFAJ"
                      !! (AJEMOBA"FKJRJ"^EO"I"JPABKlB"REPKB"
                      !! 1KJR"E^"RCA"REP"!."NHRCJ"^EO"I"JPABKlB"
                         BIRAGEOH"
                      !! 3OAIRA"I"FKJR"E^"GMOMJeApPAORJ"



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                           !! (AWIOT"KDSEMDT"FKDaJ"
                           !! (AJPEDT"RE"RCEJA"WCE"KDRAOIBR"
                              WKRC"HEM"
                           !! :IOQBKPIRA"EMRJKTA"HEMO"EWD"
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!66""""""
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                                                                 ISEMR"WCH"JENARCKDG"KJ"
                  !!   %DBEMOIGA"BEDLAOJIQED"SH"
                                                                 ApBKQDG"
                       IJaKDG"fMAJQEDJ"
                                                            !!   1AR"BENPFIKDRJ"GE"MDIDJWAOAT"
                  !!   (AJPEDT"RE"BMJRENAOJ•"
                       fMAJQEDJ"IDT"BEDBAODJ"               !!   9IaA"MJAOJ"OAGKJRAO"RE"
                                                                 BENNADR""RCAH"WEDkR"SERCAO"
                  !!   ,JA"I"^AW"SFEGGAOJ"^OEN"HEMO"
                       BENPIDH"^EO"NEOA"LKAWPEKDRJ"         !!   $AFARA"^IKO"SMR"BOKQBIF"
                                                                 BENNADRJ"
                  !!   :EJR"POETMBR"OALKAWJ"^OEN"
                       BMJRENAOJ"EO"KDTMJROH"ApPAORJ"




!6=""""""
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              !! (AIF"+KNPFA"+HDTKBIQED"KJ"I"WIH"E^"
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              !! #RkJ"I"GOAIR"WIH"RE"aAAP"MP"RE"TIRA"WKRC"HEMO"
                 ^ILEMOKRA"JKRAJ"IDT"REPKBJ"WKRCEMR"CILKDG"RE"
                 OALKJKR"JKRAJ"RE"BCABa"^EO"DAW"BEDRADR"
              !! -CKDa"E^"KR"FKaA"GA‚DG"I"DAWJPIPAO"TAFKLAOAT"
                 RE"HEMO"CENA"OIRCAO"RCID"CILKDG"RE"GE"RE"RCA"
                 JCEP"RE"PKBa"EDA"MP"
              !! 3FKBa"ED"RCA"EOIDGA"FEGE"RE"JMSJBOKSA"




!67""""""
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                             !! jEM"BID"TEWDFEIT"'EEGFA"
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                                ID"ANIKF"IPPFKBIQED"IDT"
                                IMRENIQBIFFH"MPTIRAJ"WKRC"
                                DAW"IOQBFAJ"^OEN"^AATJ"
                                HEMkLA"JMSJBOKSAT"RE"
                             !! jEM"BID"IFJE"AIJKFH"RIG"IDT"
                                JCIOA"IOQBFAJ"WKRC"^OKADTJ"




!60""""""
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                  ITTAT"RE"ELAO"QNA"
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               !! 5CKFA"NEJR"PAEPFA"MJA"(++"^EO"JCIOKDG"FKDaJ"^OEN"RCAKO"EWD"
                  JKRAJ*"KRkJ"I"DIRMOIF"lR"^EO"JCIOKDG"FKJRJ"E^"ApRAODIF"FKDaJ"
            !0Y7._083&
               !! 1KJQDGJ"E^"PIJR"EO"MPBENKDG"ALADRJ*"TAITFKDAJ"EO"CEFKTIHJ"
            -040[0373&
               !! oES"FKJQDGJ*"JEsWIOA"OAFAIJAJ*"ARB8"



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            !! 9EJR"^AAT"OAITAOJ"TKJPFIH"^AATJ"IFPCISAQBIFFH*"QRFA"IBBEOTKDGFH"
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               BCIOIBRAOJ"
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                     WASJKRAkJ"SFEG*"DAWJ*"                 KDBFMTKDG"ApBAJJKLA"
                     ALADRJ*"IDT"PETBIJRJ"                  ITLAOQJKDG"KD"HEMO"(++"^AAT"
                  !! JMSJBOKSA"RE"(++"^AATJ"             !! GE"ELAOSEIOT""FKNKR"(++"
                     OAFALIDR"RE"HEMO"KDTMJROH"EO"          ^AATJ"RE"BEDRADR"^OAfMADRFH"
                     KDRAOAJRJ"                             MPTIRAT"
                  !! KDBFMTA"I"QRFA"IDT"                 !! ^OAIa"EMR"WCAD"I"SFEGGAO"
                     TAJBOKPQED"EDFH"JE"                    CKrIBaJ"HEMO"BEDRADR""RCKJ"
                     JMSJBOKSAOJ"DAAT"RE"LKJKR"             BEMFT"IBRMIFFH"CAFP"HEMO"
                     HEMO"JKRA"^EO"RCA"^MFF"JREOH"          JAIOBC"ADGKDA"OIDa"
                  !! ROIBa"HEMO"JMSJBOKSAOJ"


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Small business workshop

  • 1. %./0/1./&!23456783&1.& 497&!5.:7830;5.&+/7&& +%:-%9;%("6..<" !"#$%#$&'#&$(%&!"#$%)$&"*&$(%&+,-'%#!%& !"""""" #$%&'&($%)*"+,#-%"!./*"!.0"&1%2&)$%("+-(%%-*"3(45+")%+-*")+5"6.7/*"&,+-(&1#&" 5558#$%&'&($%)83498&,"
  • 2. +&<$+=$'#>& $(",>($?& 6""""""
  • 3. -"'#>&@(+$&A",& (+B%&+C@+A<&-"#%?& @'CC&#"& C"#>%=&& ?>%$&A",&@(+$&A",& (+B%&+C@+A<&>"$D& =""""""
  • 4. ED&$(%&-'>'$+C&!"#<,F%=& GD&("@&<"!'+C&F%-'+&'<& !(+#>'#>&$(%&@+A& !"#<,F%=<&%#>+>%& @'$(&H=+#-<& ID&C%B%=+>'#>&<"F%&"*& $(%<%&!(+##%C<& >""""""
  • 5. $(%&!,==%#$&%!"#"F'!& %#B'="#F%#$&'<&+!!%#$,+$'#>& $(=%%&!"=%&'<<,%<J& ED!!"FK%$'$'B%&-'**%=%#$'+$'"#& GD!!,<$"F%=&'#$'F+!A& ID!=%$,=#&"#&!,<$"F%=& '#B%<$F%#$& /""""""
  • 6. $(%&-'>'$+C& !"#<,F%=& 7""""""
  • 7. !"#<,F%=<&#"@&(+B%&,#K=%!%-%#$%-& !("'!%&"B%=&F%-'+L&K="-,!$<&M&<%=B'!%<& 0""""""
  • 8. @-ABCDEFEGH"CIJ"GKLAD"BEDJMNAOJ"ID"EPQED"RE"RMDA" SMJKDAJJAJ"EMR*"IDT"RMDA"AIBC"ERCAO"KDU8" 888ED"RCA"VKP"JKTA*"RABCDEFEGH"CIJ"GKLAD"SMJKDAJJAJ" ID"EPPEORMDKRH"RE"GIKD"GOAIRAO"BMJRENAO"KDJKGCRJ"IR" I"FEWAO"BEJR8X"" 3COKJ"3CIOOED*"$KOABREO*"YEOOAJRAO"(AJAIOBC" ?""""""
  • 9. +,<$=+C'+#<&<K%#-&F"=%&$'F%&"#C'#%& $(+#&@'$(&+#A&"$(%=&*"=F&"*&F%-'+& <""""""
  • 10. *,=$(%=F"=%L&-'>'$+C&'<&>="@'#>&+$&$(%& %)K%#<%&"*&$=+-'$'"#+C&F%-'+&& !.""""""
  • 11. +#-&'$&'<#N$&O,<$&$(%&P'-<&@("&C'B%&"#C'#%& Source: ROY MORGAN SINGLE SOURCE AUSTRALIA : Oct 2007 – Sept 2008 !!""""""
  • 12. $('<&(+<&=%<,C$%-&'#&"#C'#%&+-B%=$'<'#>& >="@$(&"*&EQDRS&"B%=&$(%&C+<$&A%+=& !6""""""
  • 13. @(+$&+=%&$(%& 'FKC'!+$'"#<&"*&$(%& !(+#>'#>&F%-'+& C+#-<!+K%&*"=&F%T& !=""""""
  • 14. $(%&+>%&"*&!"#$'#,",<&K+=$'+C&+$$%#$'"#& & F%+#<&@%&#%%-&$"&%#>+>%L&=+$(%=&$(+#& '#$%==,K$&",=&!,<$"F%=<& !>""""""
  • 15. K%"KC%&@+#$ & !"#$="C&"B%= & $(%'=& !"FF,#'!+$'"#< & !/""""""
  • 17. '$N<&#"@&+CC&+H",$&=%+!('#>&$(%&!,<$"F%=<& @("&!",#$& !"#$ !",#$'#>&$(%&!,<$"F%=<&A",&=%+!(& !0""""""
  • 18. -'>'$+C&=%C+$'"#<('K<&#%%-&$"&H%&$@"&@+A?& ?$('<&'<&@(%=%&<"!'+C&F%-'+&!+#&(%CK& !?""""""
  • 19. H,$&@(+$&%)+!$CA&'<& <"!'+C&F%-'+T& !<""""""
  • 20. <"!'+C&F%-'+&'<&+H",$&!"##%!$'#>&@'$(& "$(%=<&+=",#-&<(+=%-&'#$%=%<$<& 6.""""""
  • 22. <"F%&P%A&*+!$<& !.]"E^"IFF"KDRAODAR"ROI_B" <..*..."SFEG"PEJRJ"BOAIRAT"PAO"TIH" 6.N"-WAARJ"PAO"TIH" 0..N"PCEREJ"ITTAT"NEDRCFH" 66""""""
  • 23. <'CB%=&<,=*%=<&(+B%&H%!"F%&$(%&*+<$%<$& >="@'#>&<%>F%#$&"#&*+!%H""P& 6=""""""
  • 24. $(%&F+O"='$A&"*&$@'$$%=&,<%=<& +=%&+>%-&H%$@%%#&IRUVW& <528X7J&)AKFJAD")AR`KAW*"6..<*",+*"[ENA"IDT"5EOa" bb"-CAJA"TANEGOIPCKBJ"CILA"KDJM_BKADR"JINPFA"JKcAJ" 6>""""""
  • 25. +,<$=+C'+#<&+=%&+C<"&+!$'B%CA&'#B"CB%-& '#&<"!'+C&F%-'+& !! 68=N"&MJROIFKIDJ"CILA"BOAIRAT"I"SFEG" !! 08!N"&MJROIFKIDJ"OAIT"EDA"EO"NEOA"SFEGJ" !! !87N"&MJROIFKIDJ"EDGEKDG"MPTIRA"RCAKO"SFEG"JKDBA"BOAIQDG"KR" !! ?>]"E^"&MJROIFKID"KDRAODAR"MJAOJ"MJA"5AS"68."^EO"JCIOKDG"BEDRADR" JMBC"IJ"PCEREJ*"FKDaJ"IDT"LKTAE" !! ?=]"LKAW"BEDJMNAO"GADAOIRAT"NATKI"BEDRADR" !! 0?]"E^"&MJROIFKIDJ"TEWDFEIT"IDT"JROAIN"IMTKE"IDT"LKTAE"BEDRADR" !! =<]"E^"&MJROIFKIDJ"BOAIRA"EDFKDA"BEDRADR"KD"RCA"^EON"E^"MPFEITKDG" LKTAE"IDT"NMJKB" +EMOBAZ"+RIQJQBJ"IGGOAGIRAT"SH";Mcc)MNSAOJ"^OEN")KAFJAD"4DFKDA"3EDJMNAO"'ADAOIRAT"9ATKI"(APEOR*" )KAFJED")AROIQDGJ"IDT",DKLAOJIF"9B3IDD"6..?"OAPEOQDG8"CdPZeeSMccDMNSAOJCf8BENe;FEGe" 6/""""""
  • 26. +<&+&=%<,C$L&<"!'+C&#%$@"=P<&+=%&$(%& *+<$%<$&>="@'#>&!+$%>"=A&"#C'#%& `KJKREO"'OEWRC"SH"BIRAGEOH"g!e.0""!e.?h" +EMOBAZ"3EN+BEOA"$KGKRIF"5EOFT""+RIRA"E^"RCA"KDRAODAR".=e.?" 67""""""
  • 27. 4DA"E^"RCA"SKGGAJR"NKJBEDBAPQEDJ"WKRC" EDFKDA"NIOaAQDG"KJ"RCIR"JEBKIF"NATKI"KJ"EDFH" ^EO"FIOGA"SOIDTJ8"" -OMRC^MFFH*"I"JNIFF"SMJKDAJJ"RCIR"KDLAJRJ"KRJ" QNA"WKJAFH"BID"KNPOELA"BMJRENAO"gEO"BFKADRh" FEHIFRH"IDT"ROITKQEDIF"WEOT"E^"NEMRC" NIOaAQDG"AiEORJ8" <0618&H0YZ0.1L&F0390[Y7DX56& 60""""""
  • 28. ("@%B%=L&H,<'#%<<%<&<(",C-&#"$&,<%& <"!'+C&F%-'+&O,<$&$"&H="+-!+<$&$(%'=& "@#&F%<<+>%<& 6?"""""" X '$<&+H",$&H,<'#%<<%<& C'<$%#'#>&+#-& K+=$'!'K+$'#>&'#& @(+$&"$(%=<&(+B%&$"& <+A&+H",$&$(%F&
  • 29. jEM"BIDkR"IPPOEIBC"DAW"NATKI"WKRC"EFT"RCKDaKDG8" -IaKDG"^MFF"ITLIDRIGA"E^"JEBKIF"NATKI"OAfMKOAJ" MDTAOJRIDTKDG"IDT"ITEPQDG"I"JPABKlB"JEBKIF"NATKI" JROIRAGH8" 5KRC"TKOABR"NIKF"RCA"EMRBENA"KJ"FKaAFH"RE"BOAIRA"ID" IBQED*"WKRC"NEJR"JEBKIF"NATKI*"KRkJ"RE"BOAIRA"I" BEDDABQED8" O59.&O0.43X9L&-2X4&$0]7&F08^7;./& 6<""""""
  • 30. @(A&<(",C-&<F+CC&H,<'#%<<%<&%#>+>%&'#& <"!'+C&F%-'+T& ED! *877&1.31/943&"FKJRADKDG"RE"WCIR"BMJRENAOJ"IOA"JIHKDG"ISEMR"HEM" EDFKDA"CAFPJ"HEM"SAdAO"NAAR"RCAKO"DAATJ"IR"I"^OIBQED"E^"RCA"BEJR" E^"BEDTMBQDG"POKNIOH"OAJAIOBC" GD! H21Y_&48234&"TANEDJROIQDG"RCIR"HEM"FKJRAD"IDT"CILA"JCIOAT" KDRAOAJRJ"WKFF"SMKFT"ROMJR"INEDG"HEMO"BMJRENAOJ*"ADBEMOIGA" ITLEBIBH"IDT"NIaA"RCAN"NEOA"OABAPQLA"RE"HEMO"POETMBRJ" ID! F1.16137&.7/0;:7&]2[Y1X14`&"ROIBaKDG"WCIR"ERCAOJ"IOA"JIHKDG" ISEMR"HEM"ADISFAJ"HEM"RE"OAJPEDT"RE"POESFANJ"SA^EOA"RCAH" AJBIFIRA"KDRE":("TKJIJRAOJ" VD! "Z.&`528&5.Y1.7&1_7.;4`&"SFEGGKDG"IDT"JEBKIF"DARWEOaKDG"WKFF" KNPOELA"HEMO"+%4"IDT"KDBOAIJA"RCA"BCIDBAJ"RCIR"PAEPFA"JAIOBCKDG" ^EO"HEMO"SOIDT"lDT"BEDRADR"RCIR"HEM"WIDR"RCAN"RE"JAA" =.""""""
  • 31. $(%=%&+=%&='<P<&@'$(&'>#"='#>&$(%& H=+B%&#%@&@"=C-& =!""""""
  • 32. K%"KC%N<&%)K%!$+$'"#<&+=%&!(+#>'#>J& $(%AN=%&$+CP'#>&+H",$&H=+#-<&"#C'#%& =6""""""
  • 33. a$=,<$b&+#-& a=%K,$+$'"#b& $+P%&"#&#%@& F%+#'#>&+#-& 'FK"=$+#!%&'#& !"#B%=>%-& F%-'+& ==""""""
  • 36. H'>K"#-&,<%<&$@'$$%=&$"&'-%#$'*A&+#-& =%<"CB%&!,<$"F%=&'<<,%<&H%*"=%&$(%A& %<!+C+$%& =7""""""
  • 37. $(%&'FK"=$+#!%&"*&@"=-&"*&F",$(& *"=&!"#<,F%=<& !! &BBEOTKDG"RE"I"GFESIF")KAFJAD"JMOLAH"E^"67*>?7"#DRAODAR"MJAOJ"KD">0"NIOaARJ*" X5.32678&87X5667._0;5.3&087&497&6534&X87_1[Y7&c586&5c&0_:78;31./&065./& dQS&5c&497&342_`N3&873]5._7.438"g)KAFJAD*"m5EOTnE^n9EMRC"RCA"9EJR":EWAO^MF" +AFFKDG"-EEFXh"" !! 4DFKDA"JEBKIF"DARWEOa"MJAOJ"WAOA"49877&;673&6587&Y1^7Y`&45&48234&49718&]7783N& 5]1.15.3&5:78&0_:78;31./"WCAD"NIaKDG"PMOBCIJA"TABKJKEDJ8"gm+EBKIF")ARWEOaKDG" +KRAJZ"$AlDKDG"&TLAOQJKDG"4PPEORMDKQAJ"KD"I"3ENPAQQLA"1IDTJBIPA*X" oMPKRAO(AJAIOBC*"9IOBC"6..0h"" !! eVS&5c&X5.326783&87]5847_&Z0.;./&45&377&2378&80;./3&0._&87:17Z3*"SIJAT"ED"I" JRMTH"E^"/*..."EDFKDA"JCEPPAOJ8"gYEOOAJRAO*"6..?h"" !! dES&5c&5.Y1.7&395]]783&870_&87:17Z3*"NIaKDG"KR"RCA"NEJR"WKTAFH"OAIT"BEDJMNAOn GADAOIRAT"BEDRADR8"gYEOOAJRAOh"" !! 3ENPIOAT"RE"I"SIJA"GOEMP"RCIR"TKTDkR"OAIT"EO"BEDROKSMRA"POETMBR"OALKAWJ"IR"IFF*" PAEPFA"WCE"OAIT"I"OALKAW"WAOA"=.]"NEOA"FKaAFH"RE"PMOBCIJA"I"POETMBR"IDT":1314583& Z95&Z8547&0&87:17Z&Z787&QfS&6587&Y1^7Y`&45&X5.:784*"SIJAT"ED"IDIFHJKJ"IBOEJJ" JALAOIF"3EOANAROKBJ"BFKADRJ8"g3EOANAROKBJ*"OAPEORAT"KD";RE;*"9IOBC"6..0h"" !! &NEDG"RCA">7]"E^"OAJPEDTADRJ"WCE"CIT"PEJRAT"EO"PFIDDAT"RE"PEJR"OALKAWJ"ISEMR" RCAKO"EDFKDA"JCEPPKDG"ApPAOKADBA*"QQS&301_&49537&87:17Z3&714978&Z787L&58&Z52Y_&[7& ]531;:7"g)KAFJED*"6..0h"" =0""""""
  • 38. $(%&'FK"=$+#!%&"*&@"=-&"*&F",$(&& *"=&F+=P%$%=<& !! 4^"NAOBCIDRJ"WCE"ITEPR"BMJRENAO"OALKAWJ*"RQS&301_&16]85:1./&X2345678& 7g]7817.X7&Z03&497&6534&16]5840.4&87035.&c58&0__1./&87:17Z3"RE"RCAKO"JKRAJ*" ^EFFEWAT"SH"SMKFTKDG"BMJRENAO"FEHIFRH"g>0]h*"TOKLKDG"JIFAJ"g>6]h*"IDT" NIKDRIKDKDG"I"BENPAQQLA"ITLIDRIGA"g=0]h8"gA-IKFKDG"'OEMP*"6..?h"" !! ?>]"E^"NIOaARAOJ"IGOAA"RCIR";j"6.6.*"[21Y_1./&X2345678&48234&Z1YY&[7X567& 608^7;./N3&]81608`&5[h7X;:7*"IDT"?6]"IGOAA"RCIR"BEFFISEOIQED"WKRC" BMJRENAOJ"WKFF"POALIKF"ELAO"NIOaAQDG8"g!RE!"9ATKI"JMOLAH"E^"RCA"!RE!"2BCIDGA" PIDAF*"&POKF*"6..?h"" !! !!]"E^"OARIKFAOJ"OAPEORAT"I"GfS&58&6587&5:780YY&1.X87037&1.&X5.:78315.3&03&0& 8732Y4&5c&0__1./&87:17Z3"RE"RCAKO"JKRAJ*"6!]"OAPEORAT"ID"!!]"RE"6.]"KDBOAIJA" IDT"/]"OAPEORAT"I"!]"RE"!.]"KDBOAIJA8"gA-IKFKDG"'OEMP*"6..?h"" !! &"FIOGA"IPPIOAF"OARIKFAO"JIW"3147UZ1_7&X5.:78315.&80473&1.X87037&[`&WfS"gq!".0" LJ8"q!".7h"rMJR"NEDRCJ"IsAO"FIMDBCKDG";IcIIOLEKBA"(IQDGJ"t"(ALKAWJ8" g;IcIIOLEKBA"BMJRENAO"BIJA"JRMTHh" !! 9IOaAQDG"%pPAOKNADRJ"RAJRAT"POETMBR"BEDLAOJKED"WKRC"IDT"WKRCEMR"POETMBR" OIQDGJ"SH"BMJRENAOJ8"!5.:78315.&.708Y`&_52[Y7_L&/51./&c856&DVVS&45&EDfVS& 0i78&497&3067&]85_2X4&_13]Y0`7_&143&j:7U3408&80;./D"g9IOaAQDG%pPAOKNADRJ" oEMODIFh"" =?""""""
  • 39. *"==%<$%=N<&<"!'+C&F%-'+&<$=+$%>A&*=+F%@"=P& :" K%"KC%& &JJAJJ"HEMO"BMJRENAOJ" JEBKIF"IBQLKQAJ" 4" "HO%!$'B%<& $ABKTA"WCIR"HEM"WIDR"RE" IBBENPFKJC" +" <$=+$%>A& :FID"CEW"OAFIQEDJCKPJ"WKRC" BMJRENAOJ"WKFF"BCIDGA" $+!$'!<& -" $ABKTA"WCIR"HEM"WKFF"DAAT"RE"TE"IDT"WCIR" RABCDEFEGH"HEM"WKFF"TAPFEH" =<""""""
  • 40. K%"KC%&k&,#-%=<$+#-'#>&$(%&!,<$"F%=<& !! &"JEBKIF"JROIRAGH"BID"EDFH"WEOa"K^"HEM"MDTAOJRIDT"RCA" KDRAOAJRJ"E^"HEMO"IMTKADBA8" !! jEMO"BEDRADR"IDT"ADGIGANADR"RIBQBJ"WKFF"DAAT"RE" OAVABR"RCA"BMOOADR"KDRAOAJRJ"E^"DKBCA"BENNMDKQAJ" !! jEMO"JROIRAGH"CIJ"RE"TAFKLAO"LIFMA"RE"RCAJA"GOEMPJ"EO" KR"WKFF"^IKF" >.""""""
  • 41. Most online Aussie adults use social media 26% Creators 35% Percent of Critics Percent of adults 35% 43% 18-28YOs participatin participating g in at least Collectors in at least one of the 16% 21% one of the activities at activities at least Joiners least monthly 45% 63% monthly 63% Spectators 75% 24% Inactives 12% Source: the November 14, 2008, “Australian Social Technographics® Revealed” report Base: Adult Australian online consumers Source: Asia Pacific Consumer Technographics Survey, Q2 2008 >!""""""
  • 42. "#C'#%&'&-'B'-%&FA&-'>'$+C&+$$%#$'"#&'#&+& <'F'C+=&@+A&$"&("@&'&-'B'-%&'$&"**C'#%& :%4:1%" -[#)'+" q,&1#-j" 4Y"1#Y%" >6""""""
  • 43. "#C'#%&'&-'B'-%&FA&-'>'$+C&+$$%#$'"#&'#&+& <'F'C+=&@+A&$"&("@&'&-'B'-%&'$&"**C'#%& $"&-"& @"=P& $"&%)KC"=%& *='%#-<& -[#)'+" $"&!=%+$%& :%4:1%" *+F'CA& $"&H,A& =+#-"F& $"&!"CC% ! $& P#"@C %->%& <",C& q,&1#-j" '#*"=F+ 4Y"1#Y%" $'"#& ("F%& *'#+#!%<& C%'<,=%& @"=P& (%+C$(& >=""""""
  • 44. +#-&$('<&'<&$(%&!"#$%#$& 3KRH"GMKTAJ*"9ELKAJ" YAJQLIF"'MKTAJ*"-OILAF"t"-EMO" GMKTAJ*"%LADRJ"3IFADTIOJ" $"&-"& (ABOMKRNADR" JKRAJ" `KORMIF"5EOFTJ" @"=P& $"&%)KC"=%& 994('+" +EBKIF" ,JAO"'ADAOIRAT" )ARWEOaJ" *='%#-<& -[#)'+" $"&!=%+$%& 3EDRADR"JKRAJ" :%4:1%" :EORIFJ" *+F'CA& $"&H,A& (ARIKF" JKRAJ" 1EDG"RIKF"" =+#-"F& $"&!"CC% ! $& %pBCIDGA"IDT" BENNMDKQAJ" IMBQED"JKRAJ" 5KaKJ" (AFKGKEMJe+PKOKRMIF"JKRAJ" ;FEGJ" P#"@C +AF^"CAFP"JKRAJ" %->%& <",C& )AWJ"JKRAJ*"#:-`" q,&1#-j" 4Y"1#Y%" [ENA"KNPOELANADR"JKRAJ" +REBa"NIOaAR"WIRBC" '#*"=F+ $'"#& ("F%& (AIF"AJRIRA"JKRAJ" YKDIDBKIF"&TLKBA" -OILAF"JKRAJ" ;IDaKDG" *'#+#!%<& C%'<,=%& 3KRHJAIOBC" #DROIDARJ"IDT"ApROIDARJ" 9ATKBIF"JKRAJ*"YEOMNJ" ;6;"BENNMDKQAJ" @"=P& (%+C$(& +MPPEOR"BENNMDKQAJ" >>""""""
  • 45. ,#-%=<$+#-'#>&$(%&!"=%&F"$'B+$'"#<& 3KRH"GMKTAJ*"9ELKAJ" YAJQLIF"'MKTAJ*"-OILAF"t"" -EMO"GMKTAJ*"%LADRJ"3IFADTIOJ" (ABOMKRNADR" $"&-"& JKRAJ" @"=P& `KORMIF"5EOFTJ" 994('+" $"&%)KC"=%& +EBKIF" 5&j+"-4"34))%3-"&)$" )ARWEOaJ" *='%#-<& -[#)'+"#"&9"1#u%1j"-4"+:%)$" ,JAO"'ADAOIRAT" -[#)'+" $"&!=%+$%& 3EDRADR"JKRAJ" :%4:1%" 3499,)#3&-%" :EORIFJ" *+F'CA& 94)%j"4)" $"&H,A& (ARIKF" JKRAJ" 1EDG"RIKF"" BENNMDKQAJ" =+#-"F& $"&!"CC%! %pBCIDGA"IDT" $& IMBQED"JKRAJ" 5KaKJ" (AFKGKEMJe+PKOKRMIF"JKRAJ" 5&j+"-4"9&)&'%"&)$"#9:(4`%" ;FEGJ" P#"@C% ->%& <",C& +AF^"CAFP"JKRAJ" 9j"1#Y%" q,&1#-j"4Y"1#Y%" )AWJ"JKRAJ*"#:-`" [ENA"KNPOELANADR"JKRAJ" +REBaNIOaAR"WIRBC" '#*"=F+$ (AIF"AJRIRA"JKRAJ" '"#& ("F%& YKDIDBKIF"&TLKBA" -OILAF"JKRAJ" ;IDaKDG" *'#+#!%<& C%'<,=%& 3KRHJAIOBC" #DROIDARJ"IDT"ApROIDARJ" 9ATKBIF"JKRAJ*"YEOMNJ" ;6;"BENNMDKQAJ" @"=P& (%+C$(& +MPPEOR"BENNMDKQAJ" >/""""""
  • 46. <'$%<&M&+KKC'!+$'"#<&& *+!'C'$+$%&$('<& 5&j+"-4"34))%3-" -[#)'+"#"&9"1#u%1j" &)$"3499,)#3&-%" -4"+:%)$"94)%j"4)" (ABOMKRNADR"JKRAJ" +EBKIF")ARWEOaJ" (ARIKF" %pBCIDGA"IDT" ,JAO"'ADAOIRAT" `KORMIF"5EOFTJ" JKRAJ" IMBQED"JKRAJ" 3EDRADR"JKRAJ" 994('+" :EORIFJ" 1EDG"RIKF"BENNMDKQAJ" 9ELKAJ" YAJQLIF"'MKTAJ" -OILAF"t"-EMO" 3KRH"GMKTAJ" GMKTAJ" %LADRJ"3IFADTIOJ" 5&j+"-4"9&)&'%"&)$" #9:(4`%"9j"1#Y%" 5KaKJ" )AWJ"JKRAJ*"#:-`" [ENA"KNPOELANADR" -OILAF"JKRAJ" ;FEGJ" +REBa"NIOaAR"WIRBC" IDT""JKRAJ" 3KRHJAIOBC" YKDIDBKIF"&TLKBA" #DROIDARJ"IDT"ApROIDARJ" (AFKGKEMJe+PKOKRMIF" ;IDaKDG" ;6;"BENNMDKQAJ" IDT"JAF^"CAFP"JKRAJ" 9ATKBIF"JKRAJ*"YEOMNJ" +MPPEOR"BENNMDKQAJ" >7""""""
  • 47. FA&-'>'$+C&%!"<A<$%F&<,KK"=$<&$(%<%& #%%-<&+#-&$+K<&'#$"&$(%&F"$'B+$'"#<& 5&j+"-4"34))%3-" -[#)'+"#"&9"1#u%1j" &)$"3499,)#3&-%" -4"+:%)$"94)%j"4)" 5&j+"-4"9&)&'%"&)$" #9:(4`%"9j"1#Y%" >0""""""
  • 48. ?"=&<'FKCA& 34))%3-#4)" -[#)'+" #)Y4(9&-#4)e%)-%(-&#)9%)-" >?""""""
  • 49. $(%&H,<'#%<<&F"-%C&$(+$&*,#-<&$(%<%& %#B'="#F%#$<&'<&$AK'!+CCAJ& 34))%3-#4)" -[#)'+" +%11"&$`%(-#+#)'" +%11"+-,YY" (ABOMKRNADR"JKRAJ" +EBKIF")ARWEOaJ" (ARIKF" %pBCIDGA"IDT" ,JAO"'ADAOIRAT" `KORMIF"5EOFTJ" JKRAJ" IMBQED"JKRAJ" 3EDRADR"JKRAJ" 994('+" :EORIFJ" 1EDG"RIKF"BENNMDKQAJ" 9ELKAJ" YAJQLIF"'MKTAJ" -OILAF"t"-EMO" 3KRH"GMKTAJ" GMKTAJ" %LADRJ"3IFADTIOJ" #)Y4(9&-#4)e%)-%(-&#)9%)-" +%11"34)-%)-" 5KaKJ" )AWJ"JKRAJ*"#:-`" [ENA"KNPOELANADR" -OILAF"JKRAJ" ;FEGJ" +REBa"NIOaAR"WIRBC" IDT""JKRAJ" 3KRHJAIOBC" YKDIDBKIF"&TLKBA" #DROIDARJ"IDT"ApROIDARJ" (AFKGKEMJe+PKOKRMIF" ;IDaKDG" ;6;"BENNMDKQAJ" IDT"JAF^"CAFP"JKRAJ" 9ATKBIF"JKRAJ*"YEOMNJ" +MPPEOR"BENNMDKQAJ" ><""""""
  • 50. H,$&+<&+&,<%=L&'&-"#N$&!+=%L&&& '&+F&+<P'#>J& 5[j"34))%3-v" 5[j";,j"[%(%v" +%11"&$`%(-#+#)'" +%11"+-,YY" 5[&-"`&1,%v" +%11"34)-%)-" /.""""""
  • 51. -%C'B%=&$(%&='>($&B+C,%&+#-&C%B%=+>%&$(%&='>($& !"##%!$'"#<& 34))%3-#4)" -[#)'+" +%11"&$`%(-#+#)'" +%11"+-,YY" [#'["%)'&'%9%)-*" 5%11"-&('%-%$" )#3[%"1%`%1"(%1%`&)3j*" :(4$,3-+"-[&-" 9&++"&::%&1"" 3&)"%`41`%" #)Y4(9&-#4)"e"%)-%(-&#)9%)-" +%11"34)-%)-" :%(+4)&1#+%$"#)Y4(9&-#4)*" %2:%(#%)3%"&)$"" +%(`#3%+" /!""""""
  • 52. H+<'!&#%%-<&"*&$(%&+,-'%#!%&*="F& H=+#-<& 3EDDABQED"w"$#&14',%" !! -CAH"WIDR"RE"RIFa"RE"HEM"EO"RE"ERCAO"BMJRENAOJ*"BEDDABR*"^IBKFKRIRA*" FKJRAD*"OAJPEDT" -CKDGJ"w"Y,)3-#4)&1#-j" !! -CAH"DAAT"RE"IBRMIFFH"TE"JENARCKDG*"NIaA"KR"AIJH8"" #D^EONIQED"e"%DRAORIKDNADR"w"34)-%)-"" !! -CAH"WIDR"RE"FAIOD"^OEN"IDT"ISEMR"HEM8" !! YOEN"RCA"OAIF"HEM"IDT"SH"PAEPFA"WCE"aDEW"HEM8" !! -CAH"WIDR"RE"ADrEH"RCA"ApPAOKADBA" /6""""""
  • 53. K%"KC%& :" "HO%!$'B%<& 4" <$=+$%>A& +" $+!$'!<& -" /=""""""
  • 54. '#B%#$"=A&"*&+CC&K"$%#$'+C&+KKC'!+$'"#<& =%C+$%-&$"&H,<'#%<<&*,#!$'"#& !! [EW"BID"WA"MJA"JEBKIF"NATKI"IDT"JEBKIF"DARWEOaKDG"RE"KNPOELA"CEW" RCKJ"^MDBQED"KJ"PAO^EONATv" !! 3ID"WA"KNPOELA"BEDLAOJIQEDJ*"KD^EONIQED"JCIOKDG*"IDT"BEFFISEOIQED" INEDG"PAEPFA"WCE"PAO^EON"RCKJ"^MDBQEDv" !! 3ID"WA"KNPOELA"CEW"^AATSIBa"KJ"ESRIKDAT"^OEN"PAEPFA"WCE"SADAlR" ^OEN"RCA"EMRPMR"EO"POETMBRJ"E^"RCKJ"^MDBQEDv" !! &OA"RCAOA"^MDBQEDJ"RCIR"IOA"KD"DAAT"E^"KDDELIQED"EO"BOAIQLKRHv" !! &OA"RCAOA"^MDBQEDJ"WCAOA"RCA"PAEPFA"KDLEFLAT"BMOOADRFH"CILA" TK_BMFRH"KD"BENNMDKBIQED"EO"BEFFISEOIQEDv" />""""""
  • 55. '-%#$'*A'#>&<$+P%("C-%=<&+#-& -%K+=$F%#$+C&>"+C<& //""""""
  • 56. -%*'#%&=%C+$'"#<('K<L&+#+CA$'!<&+#-& ",$!"F%<& "[h7X;:7& =7Y0;5.391]3& +.0Y`;X3& "24X5673& +POAIT"I"NAJJIGA" $ALAFEP"ID"ANEQEDIF" )MNSAO"E^"BENNADRJ" (ATMBA"RCA"BEJR"E^"NATKI" INEDG"I"BENNMDKRH"" BEDDABQED"WKRC" )MNSAO"E^"^EOWIOTJ" JPADT" BMJRENAOJ" ;FEG"PEJRJ" #DBOAIJA"RCA"fMIFKRH"E^" $KGGJ*"RABCDEOIQ"PEJRJ" NAJJIGA" #DBOAIJA"BMJRENAO" ADGIGANADR" (ATMBA"JMPPEOR"BEJRJ"" :OELKTA"I"JAF^"JAOLKBA" )MNSAO"E^"LKJKRJ"RE" (ATMBA"RCA"CEMOJ"FEGGAT" NETAF"^EO"JMPPEOR"RCIR" EDFKDA"JMPPEOR"JKRA" ED"JMPPEOR"BIFFJ" FAILAJ"BMJRENAOJ"^AAFKDG" [EMOJ"FEGGAT"KD"BIFF" #NPOELAT"BMJRENAO" ANPEWAOAT" BADRAO*"FADGRC"E^"BIFF"" ^AATSIBa"OIQDGJ" ^AATSIBa"^EONJ" 3ENNADRJ"KD"JEBKIF" NATKI" 1AIOD"^OEN"HEMO" #TADQ^H"aAH"NIOaAR" )MNSAO"E^"PEJRJe +ROAINFKDA"POETMBR" BENNMDKRH" ROADTJ"IDT"TAJKOAJ" JMGGAJQEDJ" TALAFEPNADR"POEBAJJ" `EFMNA"E^"BENNMDKRH" $ALAFEP"POETMBRJ"RCIR" TKJBMJJKED" IOA"NEOA"GAIOAT"RE" NIOaAR"TANIDT" /7""""""
  • 57. F%+<,='#>&<,!!%<<J& $(%&H+<'!&F%$='!<& !! )MNSAO"E^"MDKfMA"MJAOJ" !! (ARMODKDG"LAOJMJ"DAW"OAITAOJ" !! (A^AOOKDG"ROI_B" !! 1KDaJ"^OEN"ERCAO"JKRAJ" !! 'EEGFA":IGA(IDa" !! -ABCDEOIQ"&MRCEOKRH" !! -ERIF"QNA"JPADR"ED"RCA"JKRA" !! -CA"PEPMFIOKRH"E^"RCA"BEDRADR"KRJAF^*"PIGA" LKAWJ"" /0""""""
  • 58. $=+!P'#>&$(%&!+CC&$"&+!$'"#&& !! 34)-%)-Z" !! ;FEG"PEJRJ*"PETBIJRJ"IDT"LKTAE" !! 3&11"-4"&3-#4)Z" !! %DQBA"PAEPFA"RE"FAIOD"NEOA*"RAFF"ERCAOJ"EO" PAOCIPJ"ANSAT"I"LKTAE"PFIHAO"ED"CKJ"EO"CAO" EWD"SFEG"8" !! -(&3u#)'"&)$"&)&1j+#+Z" !! #J"RCAOA"I"OAJPEDJA"RE"RCA"OAIBC"EO"RCA" BINPIKGDv"" !! [EW"fMKBaFH"KJ"RCA"NAJJIGA"NELKDG"IOEMDT" RCA"KDRAODAR" !! &OA"OABKPKADRJ"ADGIGKDG"WKRC"RCA"BEDRADR" !! [EW"IOA"RCAH"OAJPEDTKDG"" /?""""""
  • 59. =%*%==+C<&*="F&<"!'+C&<%+=!(&%#>'#%<& !! $%1#3#4,+"#+"&"+43#&1";44u9&(u#)'"+#-%*"5[%(%"9%9;%(+" 3&)"-&'"34)-%)-*"+[&(%"#-"5#-["4-[%(+*"&)$"Y#)$"+#9#1&(" #)Y4(9&-#4)" !! +-,9;1%,:4)":(4`#$%+"34)-%)-";&+%$",:4)";%[&`#4(&1" 9&-3[#)'x"&+"4)%"+:%3#Y#%+"1#u%+"4("$#+1#u%+*"#-"&1+4" (%3499%)$+"34)-%)-"-[&-"4-[%("9%9;%(+"1#u%"j4," :(%Y%(" !! $#''"#+"&"94(%"%)-%(-&#)9%)-"'%&(%$"+#-%"5[%(%",+%+" `4-%"&(-#31%+",:"&)$"$45)8""&9,+#)'"34)-%)-"-%)$+"-4" (#+%"-4"-[%"-4:" &11"4Y"-[%"&;4`%"&(%"+43#&1";&+%$"+%&(3[*"j4,"3&)"+%%"[45":%4:1%"(%&11j" -[#)u"&;4,-"j4,("34)-%)-" /<""""""
  • 60. :" K%"KC%& "HO%!$'B%<& 4" <$=+$%>A& +" $+!$'!<& -" 7.""""""
  • 61. <$=+$%>'!&-%B%C"KF%#$&K="!%<<& H037_&5.&`528&35X10Y&67_10&5[h7X;:73J& !! ;OIKDJREON"RIBQBJ"WCKBC"WKFF"IBCKALA"RCA"TAJKOAT"EMRBENA" !! 5CIR"WKFF"OAJMFR"WKFF"BEDJQRMRA"(4#"gWCIR"WEMFT"DERh" !! #J"RCKJ"OAIFKJQB"g;ADBCNIOaKDGh" !! 5CIR"POEBAJJAJ"t"OAJEMOBAJ"WKFF"SA"OAfMKOAT"RE"TAFKLAO" !! [EW"WKFF"OAJMFRJ"SA"GIRCAOAT" !! 5CE"DAATJ"RE"OABAKLA"WCKBC"OAPEORJ"IDT"CEW"EsAD" +4,(3%Z"uINK"[MHJA" 7!""""""
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  • 74. !"##%!$'B'$A&+#-& 'FF%-'+!A& 0>""""""
  • 75. !,<$"F%=<&+=%&'#& !"#$="C& 0/""""""
  • 76. H%&+B+'C+HC%&'#& A",=&!,<$"F%=<N& K=%*%==%-& !(+##%C<& 07""""""
  • 77. C%B%=+>%&A",=& !,<$"F%=&-+$+& 00""""""
  • 78. %#<,=%&A",&+=%& $=+#<K+=%#$& 0?""""""
  • 79. $(%&P%A&H%#%*'$& *="F&+CC&"*&$('<T& 0<""""""
  • 81. <F+CC&H,<'#%<<& <"!'+C&F%-'+&& !+<%&<$,-'%<& ?!""""""
  • 82. @'>>CA&@'>>C%=<&,<%-&<"!'+C&F%-'+&$"& F+P%&!"##%!$'"#<&+=",#-&>+=-%#'#>& !! %DGFKJC"GIOTADKDG" JMPPFKAJ"OARIKFAO" 5KGGFH"5KGGFAOJ" WED"RCA" 6..?"'FESIF"$AFF" +NIFF";MJKDAJJ" %pBAFFADBA"&WIOT" ^EO"KDDELIQED"IDT" FAITAOJCKP"KD"JNIFF" SMJKDAJJ" ?6""""""
  • 83. %&'(($)*+,-.++.+$-../$01$2.'(,3.$04.2.$'2.$1-(,-.$ 51-6.2+'71-+$4'88.-,-9$')1*0$04.,2$)2'-/$.6.2:$ /':;$'-/$04.:$'2.$&12.$(,<.(:$01$).$81+,76.$'-/$ 4'6.$,&8'50$,=$:1*>2.$8'20$1=$04.&?$$ %15,'($&./,'$5'-$).$7&.$51-+*&,-9$)*0$,0$,+$2.'((:$ 6'(*')(.;$4'+$).@.2$(1-9.6,0:$04'-$02'/,71-'($ &./,';$'-/$,0$,+$'$(10$1=$=*-?$$ 5KGGFH"5KGGFAOJ"^EMDTAO"[AIRCAO"'EOOKDGA" ?=""""""
  • 85. F+=$%CC&,<%<&<"!'+C&F%-'+&$"&%#>+>%& K"$%#$'+C&!,<$"F%=<&& !! YINKFHnOMD"3IDITKID" CENASMKFTAO"9IORAFF"MJAJ" KRJ"SFEG"IDT"YIBASEEa"WIFF" RE"TKJBMJJ"BENPIDH"DAWJ*"IJ" WAFF"IJ"BEDJROMBQED"IDT" BMJRENAO"ApPAOKADBA"CER" REPKBJ" !! 9IORAFF"KJ"IFJE"OMDDKDG"I" BENPAQQED"ED"YIBASEEa"RE" lDT"RCA"SAJR"PCERE"E^"I" aKRBCAD"PIORH"" ?/""""""
  • 86. @%H&GDf&$""C<&+=%&,<%-&$"&>'B%& !,<$"F%=<&K'%!%&"*&F'#-& !! 9IORAFF"KTADQlAT"RCIR"RCA"aAH" SIOOKAO"RE"DAW"SMKFT"POErABRJ"WAOA" WEOOKAJ"ISEMR"PEEO"BENNMDKBIQED" IDT"WEOOKAJ"ISEMR"POErABRJ"GEKDG" ELAOnQNA"IDT"ELAOnSMTGAR" !! 9IORAFF"CIJ"BOAIRAT"I"ROIDJPIOADR" <<"TIH"POErABR"QNAFKDA" !! 5AAaFH"PCERE"MPTIRAJ"JCEW" BMJRENAOJ"POEGOAJJ"E^"RCAKO"SMKFT" !! 3MJRENAOJ"BID"IFJE"ROIBa"POEGOAJJ" RCOEMGC"I"WASnSIJAT";IJA3INP" POErABR"NIDIGANADR"REEF" ?7""""""
  • 87. =%+CU$'F%&,K-+$%<&=%+<<,=%&!,<$"F%=<& $(+$&$(%'=&H,'C-%=&'<&"#&$(%&O"H& ?0""""""
  • 89. $(%&<$"#%F+<"#=A&#'#>&& +RMTADRJ"IOA"JEORAT" KDRE"GOEMPJ"RE"GKLA" I"GOAIRAO"JADJA"E^" NANSAOJCKP8"-CA" GOEMPJ"IOA"DINAT" IsAO"IMJROIFKID" DIRMOIF"TKNADJKED" JREDAJ"MJAT"KD"RCA" JREDA"ROITA" ?<""""""
  • 91. HC">& !! ;FEG"PEJRJ"FKJR" BCIDGKDG"QNAJ" IDT"TIRAJ*"OABADR" ITTKQEDJ"RE" BFIJJOEEN"t" WEOaJCEP*"IDT" RCA"DIQEDIF" ROIKDKDG"PIBaIGA" OALKAW"JRIRMJ" !! -CA"NMJKB"PFIHAO" WKTGAR"WKRC" PEPMFIO"RMDAJ" <!""""""
  • 92. A",$,H%&B'-%"<&'#&<'-%H+=&@'->%$& !! +REDANIJEDOH" HEMRMSA"LKTAEJ" 8" ^AAT"KDRE"RCA"FAs" JKTASIO"WKTGAR" <6""""""
  • 100. <"F%&>=%+$&"#C'#%&=%<",=!%<&*"=&& <F+CC&H,<'#%<<& -7YYN3&*0X7[55^&]0/7& -2X4&$0]7&F08^7;./&HY5/& *Y`1./&<5Y5& +23480Y10.&+.491YY& <6084&!56]0.`& !..""""""
  • 101. H=%+P& +%:-%9;%("6..<" !"#$%#$&'#&$(%&!"#$%)$&"*&$(%&+,-'%#!%& !.!"""""" #$%&'&($%)*"+,#-%"!./*"!.0"&1%2&)$%("+-(%%-*"3(45+")%+-*")+5"6.7/*"&,+-(&1#&" 5558#$%&'&($%)83498&,"
  • 102. <"!'+C&F%-'+&$""C<& +#-&("@&$"&,<%& $(%F& !.6""""""
  • 105. HC"><& !! &"SFEG"KJ"ID"EDFKDA"rEMODIF"RCIR" BID"SA"MJAT"RE"JCIOA"DAWJ*" KDRAOAJQDG"IOQBFAJ"IDT"GADAOIRA" TKJBMJJKED" !./""""""
  • 106. $(%&C"#>&$+'CJ& HC"><&+=%&H%!"F'#>&F+'#<$=%+F& !.7""""""
  • 108. @(A&HC">T& !! &"BEJR"AiABQLA"WIH"RE"BENNMDKBIRA"WKRC"I"FEBIF*"DIQEDIF"EO" GFESIF"IMTKADBA" !! ;MKFT"HEMO"OAPMRIQED"IJ"ID"ApPAOR"IDT"GADAOIRA"ROMJR"INEDG" HEMO"RIOGAR"IMTKADBA" !! #NPOELA"HEMO"+AIOBC"%DGKDA"OIDaKDGJ" !! $ENKDIRA"I"DKBCA"NIOaAR" !! :OErABR"HEMO"PAOJEDIFKRH"IDT"GKLA"HEMO"BENPIDH"I"CMNID"^IBA" !! ;FEGGKDG"JEsWIOA"NIaAJ"KR"AIJH"RE"PMSFKJC"EDFKDA""DE" WASNIJRAO"OAfMKOATz" !! :EJA"fMAJQEDJ"RE"GIKD"^AATSIBa"IDT"OAJAIOBC"HEMO"NIOaAR" !.?""""""
  • 109. +&*CA'#>&<"C"&& !+<%&<$,-AJ&& HC">>'#>&*"=& KC,FH%=<& !.<""""""
  • 110. '$N<&+H",$&<(+='#>&P#"@C%->%& $"&-%F"#<$=+$%&%)K%=$'<%& 'c&`52N87&0&]Y26[78L&`52&X52Y_&[Y5/&0[524&497&c5YY5Z1./J& !! [EW"RE"lp"I"REKFAR" !! [EW"RE"JAIF"I"SIRCRMS" !! )AW"RABCDEFEGKAJ"KD"RCA"PFMNSKDG"KDTMJROH" !! [EW"RE"lp"I"FAIaKDG"RIP" !! 5CAOA"RE"SMH"BCAIP"PFMNSKDG"JMPPFKAJ"KD"+HTDAH" !!.""""""
  • 111. H,$&'<#N$&$(%&KC,FH%=&>'B'#>& +@+A&+CC&('<&<%!=%$<T& #"&k&$913&13&7g0X4Y`&497&81/94&491./&45&_5m& !! 9EJR"PAEPFA"RCIR"OAIT"RCA"IOQBFAJ"WEDkR"GE"IDT" lp"RCAKO"REKFAR"RCANJAFLAJ" !! &FF"RCAH"WIDR"RE"aDEW"KJ"RCIR"RCAH"IOA"CKOKDG" JENAEDA"WCE"aDEWJ"WCIR"RCAH"IOA"RIFaKDG" ISEMR" !! -CA"SAdAO"RCA"fMIFKRH"E^"RCA"IOQBFAJ*"RCA"NEOA" BEDLKDBAT"RCAH"WKFF"SA"E^"RCA"LIFMA"E^"RCA" PFMNSAO" !! -CAJA"REPKBJ"POENERA"RCA"ApPAOQJA"IDT" BOATKSKFKRH"E^"RCA"PFMNSAO""IDT"KDBOAIJA"CKJ" OAFALIDBA"RE"JAIOBC"ADGKDAJ& !!!""""""
  • 112. ER&F"<$&K"K,C+=&!"=K"=+$%&HC"><& {!/8"1ADELE"n"&MRCEOKRHZ"!6=" {!>8"9IOOKEd"n"&MRCEOKRHZ"!=/" {!=8"9KDR"n"&MRCEOKRHZ"!>6" {!68"YFKBaO"n"&MRCEOKRHZ"6>6" {!!8"'ADAOIF"9EREOJ"n"&MRCEOKRHZ"6?6" {!.8"+EMRCWAJR"&KOFKDAJ"n"&MRCEOKRHZ"6?>" {<8"1KDaAT#D"n"&MRCEOKRHZ"//!" {?8"jICEEz"n"&MRCEOKRHZ"7.!" {08"$AFF"n"&MRCEOKRHZ"/7<" {78"YIBASEEa"n"&MRCEOKRHZ"00<" {/8"jICEEz"+AIOBC"n"&MRCEOKRHZ"!!>/" {>8"|KFFEW"n"&MRCEOKRHZ"!6=."g)%5h" {=8"&TESA"n"&MRCEOKRHZ"!</!" {68"-WKdAO"n"&MRCEOKRHZ"/.70"g)%5h" {!8"'EEGFA"n"&MRCEOKRHZ"!.6>/" g-ABCDEOIQ"OIDaATh"n"+APRANSAO"6..?" !!6""""""
  • 115. H,$&'$&'<#N$& O,<$&$(%&H'>& H"A<&@("&+=%& ,<'#>&HC"><& $"&$(%'=& +-B+#$+>%& !!/""""""
  • 116. =%-&H+CC""#&-+A<&!%"&,<%<&+&HC">&$"& >'B%&(%=&"=>+#'<+$'"#&+&(,F+#&*+!%& !! )IENKkJ"SFEG"SMKFTJ"BOATKSKFKRH"IDT" ADGIGAJ"CAO"RIOGAR"IMTKADBA"SH" ^EBMJKDG"ED"ADROAPOADAMOKIFKJN"IDT " SMJKDAJJ"KJJMAJ"RCIR"IOA"FKaAFH"RE" OAJEDIRA"WKRC"CAO";6;"BMJRENAOJ" !! :AOJEDIFKJKDG"CAO"SFEG"IDT"GKLKDG" ID"KDJKGCR"KDRE"CAO"BENPIDHkJ" PAO^EONIDBA"CAFPJ"GKLA"KR"I"CMNID" ^IBA""PIOQBMFIOFH"KNPEORIDR"WCAD" NIDH"BMJRENAOJ"IOA"[("NIDIGAOJ" !! +CIOKDG"IDT"SEEaNIOaKDG"REEFJ" CAFP"BEDRADR"ROILAF" !!7""""""
  • 117. O"**=%A<&!"**%%&%#C'<$%-&HC">>%=<&$"& (%CK&!=%+$%&+&#%@&!"**%%&*C+B",=& !! oEiOAHJ"MJAT"I"SFEGGAO"EMROAIBC"POEGOIN " RE"GADAOIRA"SMcc"IDT"KDJKGCRJ"^EO"):$"" !! oEiOAHJ"GILA"SFEGGAOJ"^OAA"JINPFAJ"E^" RCAKO"DAW"BEiAA"KD"ApBCIDGA"^EO" ^AATSIBa"IDT"I"FKDa" !! !/..}"SFEGJ"PIOQBKPIRAT"IDT"BELAOIGA" KDBFMTAT"9IJCISFA*"3)%-*"uKFFAO+RIORMPJ*" 9IOaAQDGY9*"9IdJ3MPPI*"9E;Mcc"-`" !! -CAH"MJAT"RCKJ"^AATSIBa"RE"TALAFEP"I" DAW"VILEMO"E^"BEiAA*"IPRFH"QRFAT"3EiAA" 68." !!0""""""
  • 118. H%<$&=%<%+=!(&$""C<&*"=&*'#-'#>&HC"><& '#!C,-%J& !! WWW8RABCDEOIQ8BEN"" !! SFEGJAIOBC8GEEGFA8BEN"" !! WWW8HJAIOBCSFEG8BEN" !! WWW8IJa8BENe{JMSrABRZSFJ~PGZ!" !! WWW8KBAOEBaAR8BEN" !! WWW8^AATJRAO8BEN" !! WWW8SFEGTKGGAO8BEN" !! WWW8TIHPEP8BEN" 144u"Y4("-[%";14'"&)$"#-+" &,-[4(#-j"(&-#)'" !! WWW8SFEGc8BEN" !! WWW8AGEJMO^8EOGe" !! WWW8JPCAOA8BENe"" !!?""""""
  • 119. '#!=%+<%&A",=&C'#P&%n,'$A& !! ,PTIRA"HEMO"BEDRADR"OAGMFIOFH" !! 3OAIRA"JQBaH"BEDRADR"^AIRMOAJ*"K8A8"FKJRJ*"OMFAJ*"WCKRA"PIPAOJ*" KDTMJROH"BENNADR*"RCEMGCR"FAITAOJCKP" !! &GGOAGIRA"ApKJQDG"BEDRADR"KDRE"I"MJA^MF"^EONIR"g(++h" !! &TT"m:AONIFKDaX"gPAONIDADR"FKDah" !! 3OAIRA"I"BFMJRAO"E^"OAFIRAT"SFEG"PIGAJ"IFF"POENEQDG"RCA"EDA" BEOPEOIRA"PIGA" !!<""""""
  • 120. %+<A&$"&C'#P&$"&!"#$%#$& !! 1KJRJ"E^"REPKBJ"IOA"AIJH"RE"FKDa"RE"IDT"LAOH" PEPMFIO"K^"BOATKSFA" !! ?"REP"ROADTJ" !! ;MKFT"I"@!.!"RCKDGJ"RE"TE"FKJRX" !! !."AIJH"QPJ"RE"CAFP"HEM"•KDJAOR"REPKB"CAOA€" IOQBFAJ" !! (AJEMOBA"FKJRJ"^EO"I"JPABKlB"REPKB" !! 1KJR"E^"RCA"REP"!."NHRCJ"^EO"I"JPABKlB" BIRAGEOH" !! 3OAIRA"I"FKJR"E^"GMOMJeApPAORJ" !6.""""""
  • 121. <"!'+C&C'#P'#>&<$=+$%>'%<& !! 9IaA"RIGGKDG"IDT" SEEaNIOaKDG"AIJH"" !! (AWIOT"KDSEMDT"FKDaJ" !! (AJPEDT"RE"RCEJA"WCE"KDRAOIBR" WKRC"HEM" !! :IOQBKPIRA"EMRJKTA"HEMO"EWD" ADLKOEDNADR" !6!""""""
  • 123. HC"><& -5& -5.N4& !! :EJR"ED"I"OAGMFIO"JBCATMFA" !! 5OKRA"POAJJ"OAFAIJAJ""SA"OAIF" ISEMR"WCH"JENARCKDG"KJ" !! %DBEMOIGA"BEDLAOJIQED"SH" ApBKQDG" IJaKDG"fMAJQEDJ" !! 1AR"BENPFIKDRJ"GE"MDIDJWAOAT" !! (AJPEDT"RE"BMJRENAOJ•" fMAJQEDJ"IDT"BEDBAODJ" !! 9IaA"MJAOJ"OAGKJRAO"RE" BENNADR""RCAH"WEDkR"SERCAO" !! ,JA"I"^AW"SFEGGAOJ"^OEN"HEMO" BENPIDH"^EO"NEOA"LKAWPEKDRJ" !! $AFARA"^IKO"SMR"BOKQBIF" BENNADRJ" !! :EJR"POETMBR"OALKAWJ"^OEN" BMJRENAOJ"EO"KDTMJROH"ApPAORJ" !6=""""""
  • 124. $=A&$('<J&!(%!P&",$&$@"&>=%+$&HC"><& +H",$&("@&$"&@='$%&+&HC">& CdPZeeWWW8POESFEGGAO8DARe" CdPZeeWWW8BEPHSFEGGAO8BENe" !6>""""""
  • 126. =<<& !! (AIF"+KNPFA"+HDTKBIQED"KJ"I"WIH"E^" JMSJBOKSKDG"RE"KD^EONIQED"^AATJ"^OEN" WASJKRAJ*"SFEGJ"EO"PETBIJRJ" !! #RkJ"I"GOAIR"WIH"RE"aAAP"MP"RE"TIRA"WKRC"HEMO" ^ILEMOKRA"JKRAJ"IDT"REPKBJ"WKRCEMR"CILKDG"RE" OALKJKR"JKRAJ"RE"BCABa"^EO"DAW"BEDRADR" !! -CKDa"E^"KR"FKaA"GA‚DG"I"DAWJPIPAO"TAFKLAOAT" RE"HEMO"CENA"OIRCAO"RCID"CILKDG"RE"GE"RE"RCA" JCEP"RE"PKBa"EDA"MP" !! 3FKBa"ED"RCA"EOIDGA"FEGE"RE"JMSJBOKSA" !67""""""
  • 127. $=A&$('<J&-"@#C"+-&*=%%&>"">C%&=%+-%=& $"&=%+-&=<<&*%%-<&& !! jEM"BID"TEWDFEIT"'EEGFA" (AITAO"^EO"^OAA" !! -CA"KDRAO^IBA"KJ"JKNKFIO"RE" ID"ANIKF"IPPFKBIQED"IDT" IMRENIQBIFFH"MPTIRAJ"WKRC" DAW"IOQBFAJ"^OEN"^AATJ" HEMkLA"JMSJBOKSAT"RE" !! jEM"BID"IFJE"AIJKFH"RIG"IDT" JCIOA"IOQBFAJ"WKRC"^OKADTJ" !60""""""
  • 128. *%%-<&$"&!=%+$%&*"=&A",=&H,<'#%<<& #7Z3&M&+..52.X767.43& !! [AITFKDAJ*"DEQBAJ"IDT"IDH"FKJR"E^"IDDEMDBANADRJ"RCIR"IOA" ITTAT"RE"ELAO"QNA" H55^608^3&0._&54978&7g478.0Y&Y1.^3& !! 5CKFA"NEJR"PAEPFA"MJA"(++"^EO"JCIOKDG"FKDaJ"^OEN"RCAKO"EWD" JKRAJ*"KRkJ"I"DIRMOIF"lR"^EO"JCIOKDG"FKJRJ"E^"ApRAODIF"FKDaJ" !0Y7._083& !! 1KJQDGJ"E^"PIJR"EO"MPBENKDG"ALADRJ*"TAITFKDAJ"EO"CEFKTIHJ" -040[0373& !! oES"FKJQDGJ*"JEsWIOA"OAFAIJAJ*"ARB8" !6?""""""
  • 129. <%"&$'K<&*"=&=<<& !! YEBMJ"HEMO"^AAT"WKRC"I"aAHWEOT"RCANA" !! ,JA"aAHWEOTJ"KD"RCA"QRFA"RIGx"aAAP"KR"MDTAO"!.."BCIOIBRAOJ" !! 9EJR"^AAT"OAITAOJ"TKJPFIH"^AATJ"IFPCISAQBIFFH*"QRFA"IBBEOTKDGFH" !! 5OKRA"TAJBOKPQED"RIGJ"IJ"K^"^EO"I"TKOABREOHx"aAAP"RCAN"MDTAO"/.." BCIOIBRAOJ" !! ,JA"^MFF"PIRCJ"ED"FKDaJ"IDT"MDKfMA",(1J"^EO"AIBC"KRAN" !! :OELKTA"ANIKF"MPTIRAJ"^EO"RCA"DEDnRABCKAJ" !! 4iAO"ID"[-91"LAOJKED"E^"HEMO"^AAT" !! YEO"SOIDTKDG*"ITT"FEGE"IDT"KNIGAJ"RE"HEMO"^AAT"" !6<""""""
  • 132. =%+CCA&<'FKC%&<A#-'!+$'"#&o=<<p&& -5& -5.N4&&& !! EiAO"(++"^AATJ"^EO"HEMO" !! JPIN"HEMO"JMSJBOKSAOJ"SH" WASJKRAkJ"SFEG*"DAWJ*" KDBFMTKDG"ApBAJJKLA" ALADRJ*"IDT"PETBIJRJ" ITLAOQJKDG"KD"HEMO"(++"^AAT" !! JMSJBOKSA"RE"(++"^AATJ" !! GE"ELAOSEIOT""FKNKR"(++" OAFALIDR"RE"HEMO"KDTMJROH"EO" ^AATJ"RE"BEDRADR"^OAfMADRFH" KDRAOAJRJ" MPTIRAT" !! KDBFMTA"I"QRFA"IDT" !! ^OAIa"EMR"WCAD"I"SFEGGAO" TAJBOKPQED"EDFH"JE" CKrIBaJ"HEMO"BEDRADR""RCKJ" JMSJBOKSAOJ"DAAT"RE"LKJKR" BEMFT"IBRMIFFH"CAFP"HEMO" HEMO"JKRA"^EO"RCA"^MFF"JREOH" JAIOBC"ADGKDA"OIDa" !! ROIBa"HEMO"JMSJBOKSAOJ" !=6""""""
  • 134. K"-!+<$'#>& !! :ETBIJRJ"IOA"RCA"IMTKE"e"LKTAE" AfMKLIFADR"E^"(++"^AATJZ"HEM"JMSJBOKSA"RE" OABAKLA"RCA"FIRAJR"APKJETAJ"WKRCEMR" DAATKDG"RE"OALKJKR"RCA"BOAIREOkJ"WASJKRA" !! :ETBIJRJ"BID"SA"OITKE"EO"-`"JCEWJ*" JKNPFA"OABEOTKDGJ"E^"BEDLAOJIQEDJ*" POAJADRIQEDJ*"EO"KDRAOLKAWJ"" !! -CAHkOA"I"BCIDBA"RE"POELKTA"OAFALIDR" BEDRADR"IDT"SMKFT"I"FEHIF"IMTKADBA" IOEMDT"HEMO"SOIDT"EO"NAJJIGA" !=>""""""
  • 135. $=A&$('<J&-"@#C"+-&'$,#%<&*"=&*=%%&$"& H="@<%&+#-&<,H<!='H%&$"&K"-!+<$<& !! jEM"TEDkR"DAAT"ID"K:ET" RE"FKJRAD"RE"PETBIJRJ*"IDH" BENPMRAO"EO"9:="PFIHAO" WKFF"TE" !! :ETBIJRJ"BID"SA" TEWDFEITAT"^OEN"RCA" BOAIREOkJ"WASJKRA"EO" JMSJBOKSAT"RE"RCOEMGC" K-MDAJ"gWCKBC"KJ"IFJE" ^OAAh" !=/""""""
  • 137. <A-#%A&@='$%=<N&!%#$=%&<,!!%<<*,CCA& ,<%-&K"-!+<$<&$"&K="F"$%&'$<&!",=<%<& !! &J"PIOR"E^"ID"KDRAGOIRAT"JEBKIF"NATKI" BINPIKGD*"+HTDAH"5OKRAOJk"3ADROA"GOAW" I"TIRISIJA"E^"MJAOJ"RE"SABENA"I"FAITKDG" POELKTAO"E^"JCEOR"BEMOJAJ"RE"KDTKLKTMIFJ" IDT"BEOPEOIRA"GOEMPJ" !! -CA"WAAaFH"PETBIJRJ"^AIRMOA"KDRAOLKAWJ" WKRC"WAFFnaDEWD"IMRCEOJ"RE"KDJPKOA" ERCAO"WOKRAOJ"IDT"POELKTA"POIBQBIF"QPJ" !! -CA"PETBIJRJ"CILA"SAAD"JMBBAJJ^MF"SH" OAKD^EOBKDG"+53kJ"ApPAOQJA"IDT"PIJJKED" ^EO"WOKQDG""DER"RCA"CIOT"JAFF" !! +53"GKLAJ"MJAOJ"I"OIDGA"E^"EPQEDJ"ELAO" CEW"RE"JMSJBOKSA"RE"EO"JCIOA"KRJ"PETBIJRJ " !=0""""""
  • 139. H%<$&K=+!$'!%&"*&K"-!+<$'#>& !! +QBa"RE"RCA"PEKDR" !! &LEKT"VMi"" !! ;A"mKD^ERIKDKDGX"" !! ;MKFT"IDT"ADGIGA"BENNMDKRH"" !! $EDkR"ITLAOQJA"EO"JAFF"" !! ;A"NKDT^MF"E^"HEMO"FKJRADAOJk"QNA" !! #DRAGOIRA"HEMO"SMJKDAJJ"PETBIJR"KDRE"RCA"SFEGEJPCAOA"WKRC"JCEW" DERAJ"ED"AIBC"JAJJKED" !! #DLKRA"BENNADRJ"ED"AIBC"JCEW" !=<""""""
  • 140. &("@&C"#>&<(",C-&K"-!+<$<&H%T& !! $IKFH"DAWJBIJRZ"!n/"NKDMRAJ" !! )AWJBIJR"WKRC"GMAJRZ"/n!."NKDMRAJ" !! -IFa"POEGOINZ"!/n=."NKDMRAJ" !! )AWJ"POEGOINZ"=.n7."NKDMRAJ"" !>.""""""
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