INTRODUCTION OVERVIEW OF THE BUSINESS Footwearrefers togarments worn on the feet, which firstly serves to purpose ofsafetyagainst adversities of the surroundings, usually regarding ground textures as well as hotness. Footwear in the way ofshoestherefore primarily serves the idea to ease the locomotion as well as avoid injuries. Secondly footwear can also be used forfashion as well asadornmentas well as to indicate the status or rank of the person within asocial structure. Cultures have different civilization regarding footwear. This frequently takes place in situations of custody, such as imprisonmentorslavery, where the groups are among extra things clearly divided by whether or whether not footwear is being worn. In these cases the use of footwear categorically indicates the use of authority as against being devoid of footwear, evidently indicating weakness. Indian footwear business is the second largest employment provider post-agriculture. It stands second in the world in terms of footwear producers this contributes to 9.57 of worlds footwear production. Indias overall production is approx 2200 million pairs Cumulative of all footwear categories, out of which approx 95 is being consumed by the Indian market. There are about 1.10 million workers who are into footwear manufacturing business inside India. The footwear business in India is a combination of both traditional as well as modern sector. With time this business is drifting more to modern retail structure, adoption of technology is an example for this. The traditional footwear sector is spread across the nation, whereas the modern sector is confined majorly to cities as well as metros which are the major centers for exports. EVOLUTION After China as well as USA, India stands third in footwear consuming nation while second in the world in terms of footwear producers. Footwear business covers 9 of the total Indian Fashion catalog which is expected to grow four-fold to 30 billion by 2020.The growth in Indian fashion as well as lifestyle market has given a spur to the footwear business as well. It has developed as a fashion as well as style category from a basic need-based business. Currently, a major part of Indias fashion market is digitally influenced. INCLUDEPICTURE https// MERGEFORMATINET Due to the increasing demand well as, the e-commerce model has penetrated to the footwear business. This has provided the ample opportunities to the SME sector to penetrate into tier II as well as III cities. Online retailing has helped SME as well as enterprises across the nation to target national consumer rather restricting themselves as regional retailers. This has opened the gates for new possibilities of online retailing i.e. multi-channel as well as websites. Indian footwear business is emerging as the most demanding shopping category brands likeBata, Campus Shoes, Action Shoes, as well as Pumaare going online as well as creating a niche market as well as opportunities for the other footwear retailers. CHALLENGES Timely as well as efficient deliveryofproducts. No stock rotation leading to outdated stock. Higher ofCivilization Initiated Returns (CIR) Increased costof Reverse Logistics. Managing Multiple Warehouses as well as Stores. Easy transition to present Taxation policies. PLAYERS IN THE BUSINESS REEBOK NIKE LIBERTY BATA PUMA RELAXO ASICS PROFILE OF THE BUSINESS HISTORY Action Shoes is the most widely known business of the group. The group started from the shoe manufacturing business as well as upon its success spread to other fields of steel, chemicals, computer monitors, housing projects, health care as well as retails.CricketerSachin Tendulkarwas once its bras well as ambassador.In the electronic field, the group has two bras well ass of inverters of Microtek as well as Okaya. The group started with the business of interior infrastructure, named Action Tesa, as well as in the first year of 2011 had a turnover ofRs1.5 billion(US22million).Under the business name of Action Ispat, the group owns two steel projects inOrissaas well asRaipurinChhattisgarh, each with the capacity of 0.25 million tonnes as well as planned to expand the Orissa plant to 2.5metric tonsby 2016. Action Shoes Action Ispat Action Chemicals Action Tesa Action Retail Microtek Inverters Pioneer Flex Suncity Projects Action Cancer Hospital Action eStore – Action Shoess Official Online Store Its heartening wanted to know more about Campus Shoes, the most popular bras well as in Indian Footwear market. The long journey achieving this prestigious spot started in 1983. In a nation like India with the second highest population in the world, the demand for footwear supply is phenomenal. This stems out of the fact that every home needs footwear for its members, kids, ladies, as well as elderly included. Especially for the Indian market, the market analysis showed some distinct features, not prevalent in other European countries. Accordingly, the founding fathers of Campus shoes had to evolve a pragmatic approach, both in vision as well as mission. MISSION At Campus our mission is to work together, respecting each other, our skills as well as knowledge to Build higher quality of footwear products as well as provide services related to it. Elimination of waste, scrap, defects as well as errors. To create a great place of work. To provide goods better than the exceptions of the civilizations. VISION Campus works with the vision to nurture a financially strong, growth oriented group through leadership as well as innovation as well as to widen future options by entering newly emerging footwear market where the potential seems enormous. We work with the motive that there must be development of both organization as well as the members of the organization by providing them several of development opportunities like training etc so that it helps in getting quality of employees which helps in effectiveness of the organization. STATISTICAL FACTS INFORMATION Total annual sales volume US50 Million US100 Million. It has experienced a record breaking growth rate of 200 within last 10 years. From the modest sale of around Rs. 1 million in the year 1983-1984 it has today crossed the Rs. 2000 million figure. It has the capacity to manufacture over 500 million pairs per annum. It is the third only to RELAXO. In India it has a civilization base of around 100 million people. COMPETITION Competition is an important factor that influences the market of a product. In footwear business there are many producers all over India. So the business is facing though competition in footwear market. They can only survive through providing quality products to the consumers. There are many competitions within the state as well as outside the state. PARAGON BATA LAKHANI RELAXO AQUALITE PARAGON- In the year 1975 with a production capacity of 1500 pairs a day, Paragon made its humble entry into the Indian market. Kerala, the southernmost tip of the nation was home to the young bras well as. In the year 1982, after gaining popularity in its home state of Kerala, Paragon began its journey to the other Indian states. The business strongly believes that its greatest strength is its staff as well as its distributors. The businesss distribution of footwear is networked through 18 depots across India. Retail shopkeepers are serviced by more than 450 distributors, delivering stocks to every corner of the nation in the shortest possible time. BATA- Bata Bras well assis amultinationalshoes maker based inSwitzerland. It is a family-owned globalfootwearas well as fashionmanufacturer as well as retailer. The business is organized into three business units Bata, Bata Industrials as well as AW Lab. The business has aretailpresence of over 5,300 shops in more than 70 countries as well as production facilities in 18 countries. LAKHANI- Lakhani India Ltd., the flagship business of the well established LAKHANl GROUP, was set up with the main object of manufacturing Leather as well as Non Leather Shoes. The business is currently manufacturing as well as marketing only Non Leather Shoes specially sports shoes as well as Childrens Shoes. The present installed pairs per annum as well as is proposed to be increased to 1, 65,000 pairs per annum. The business is also planning to diversify into the manufacture of finished Leather Shoes. RELAXO- In 1976, two brothers Mukund Lal Dua Ramesh Kumar Dua dreamed to take their fathers footwear business to what Relaxo is today – one of the leading as well as most popular footwear companies in India. A household name, literally. With its headquarter in New Delhi as well as 8 manufacturing units, Relaxo produces over 6 lacs pairs of footwear, everyday. Relaxo footwears range boasts a fine combination of comfort, style, as well as quality workmanship. A wide collection of fashionable, colorful, comfortable as well as durable footwear for men, women as well as children. AQUALITE- Aqualite Footwear Private Limited is a Private incorporated on 09 July 2014. It is classified as Non-govt Business as well as is registered at Registrar of Companies, Delhi. Its authorized share capital is Rs. 100,000 as well as its paid up capital is Rs. 100,000.It is involved in Tanning as well as dressing of leather, manufacture of luggage. SWOT ANALYSIS SWOT analysis is a strategic planning method used to evolve the strength, weakness, opportunities as well as threats involved in a project or in a business venture as well as identifying the internal as well as external factors that are unfavorable to achieve that objective. The business SWOT analysis is as follows STRENTH Easy availability of raw material as well as other input. Massive industrial support for technical services. Designing, manpower development as well as marketing. Management is very stable, that forms strong foundation of the business. Employees are being provided with all necessary welfare facilities. Competitive advantage in cost of production. Wide distribution network. WEAKNESS Lack of skilled human resource. Cost of production is high. Not able to meet the market demands. Less export Lack of proper utilization of RD OPPORTUNITIES The business has the opportunity to expand its production unit due to more demands for its product. The business has got better tools for better planning as well as decision making. The business can establish more branches across India. At present it has good raw material resources to enhance production. Good export market should tap foreign market vigorously. THREATS Competition from other leaders like REEBOK. Government interference may reduce growth potential. Technology advancement at faster rate. To protect final interest of the business. CHAPTER -2 JOB DESCRIPTION What is job description A broad, familiar, written document of a specific job, based on the data of a job analysis. It familiarly includes duties, purpose, responsibilities, scope, working conditions of a job along with the jobs title, the name or designation of the person to whom the employee reports. A job description is a list that a human might use for familiar duty, or functions, responsibilities of a position. It may often include to whom the post address, specifications such as the capability or skills needed by the person in the job, a salary range. Job descriptions are usually historical, but some may instead comprise a simple table of proficiency for instance, strategic human resource planning mode may be used to develop competence architecture for an organization, from which job descriptions are built as a shortlist of competencies. Creating a job description is a key footprint in the appointing process. You must be able to exactly describe what a new worker will do in order to decide how to divide the work between yourself your employee. Job description includes basic job-related information that is useful to display a specific activity attract a pool of talent. It includes information such as job title, job location, reporting to of employees, job summary, nature objectives of a job, tasks duties to be performed, working conditions, machines, tools equipments to be used by a prospective worker hazards involved in it. A job description is convenient in evaluating whether you need a full-time worker or a part-timer. It can form the basis of advertisements that you run, can be used to present a clear picture of the job-to-job applicants. Finally, it can play a part in classifying whether an worker has met the expectations you set. Purpose of Job Description The main desire of job description is to collect job-related information in order to display for a particular job. It helps in attracting, targeting, recruiting selecting the right candidate for the right job. It is done to determine what needs to be delivered in a particular job. It clarifies what employees are supposed to do if selected for that particular job opening. It gives recruiting staff a clear view what kind of candidate is required by a particular department or division to perform a specific task or job. It also clarifies who will report to whom. JOB TITLE Marketing Intern Job details The details were as follow The position begins on 10 may 2018 to 9 July 2018. 30 hours of a week is expected to be in the field. Specialization as marketing field. Subject stands to be customer relationship management. Purpose is to get professional and corporate experience. As an intern I was supposed to deal with the customer and to make the requirements fulfilled with their satisfaction as the priority. The things were quite different in case as the marketing field was concerned. As per the interaction with the customer is concerned the dealing with the customer was the thing which was a high point for me at least in the internship. During the period I met with really fantastic and interactive people in the market. The company really gave a wonderful chance to make us know what the corporate is all about. It was exactly the correct exposure to the corporate and the market specially the footwear market. The complexity basically started at the point where the full fledged knowledge of the product was required in case it was the footwear for which we were supposed to gather the information. After that the knowledge gathered was to be applied practically. The practical information include the entire functioning of the employee which includes the production of the product and loading and unloading of the product in the customers factory or the working point. The things with the knowledge required the skills and initially the convincing skills which further are used in the context of customer to sell the product and to retain the customer with the company. The knowledge comprises of all the- market information footwear type footwear sizes suppliers market debt collections prices prevailing in the market profit margins cost analysis And many more Although the knowledge itself was not enough for dealing with the customer hence it was required to be a good communicator as well. Without such skills it is not possible that a person could be a better marketer as per the personal goal of the employees is concerned. The personal goals are required to be accomplished so as to compete with the organizational goals and standard to meet with. The organizational goals are very important to accomplish because with the time and space the accomplishment of such goals directly lead the company with the growth and development of the same. Now if talk about the company main working conditions and scenario, the company were based on the customer friendly environment because initially the customer is the king and all the practices conducted by the company are based upon the customer only. As per the context of the marketing field is concerned the companys employees are required with the well-defined and the organized knowledge because the companys customers and parties are the toughest thing to deal with. The entire practices performed are only based upon the extraction of the customer value for the company. The other field does not require tank of knowledge to carry out the practices in the organization but the marketing field do requires the knowledge with the communication skills. In actual the entire departments of the company only revenue generation camp of the company is set by the marketing and sales department. Hence it enrolls the departments importance and need to the company. So we can say that the company is required to have best in class employees for the sake. In this we can also add that if the branch of the company is set healthy then entire working of the company would be healthy. The entire working of the organization is based upon the fact that the as good the sales and marketing person of the organization would be the better services and long term survival of the organization would be possible therefore a better presenter and a good communicator for the organization is must. In the similar fashion I as an intern in the company got chance to develop my skills and to know more about the corporate life from very close. I was enrolled to complete the responsibilities as of developing customer relation and to maintain it for the company for the term I was associated with the company. It was definitely a close call on how the company treats the customers on being on the height. For such a huge context to be pondered on, and indeed to be successful one is required with the full-fledged attention on the customer oriented view of selling of the product. Though the customers are the king of the market in todays time the companies are also required to work in the same context. While the other companies may perform the customer oriented selling and the company may follow the product oriented selling then the clashes are normal in this case and the company may not work properly due to the shortage of the customer for them. And to avoid such condition for the company the employees responsibility stands tall and he/she is subjected to take care for the regular maintenance of the companys customers and big lavish parties. This would have a direct impact on the companys working and the companys growth meter. Hence the importance can definitely be understood in such a pattern. And being in association with the company it was all my responsibility to do so on the behalf of the companys management. The company expected 30 hours of working in a week out of me. So that I may get use to too all the situations from the companys point of view. These precious hours were subjected towards grabbing more and more knowledge of the corporate world. These many working hours lead us to the more and more relationship building of the company personally and professionally both. In this sorted case the company was helped by the development of new customer base which was indeed required by the company at most point of time. This particular experience also helped me with the development of plenty other opportunities with in me, this all over growth was a potential result of the internship challenges which I faced throughout my journey as an associated intern of the company. The company has not only notified the extent to which the customer is required to be satisfied but the extra efforts which are to be made in order to perform and conduct the correct sort of practices so that the customer may be involved and associated with the company in long run practices for long successful journey of the company. Also the company has been a great help to mark the boundaries and boundations of the working scenario of a employee. The things got a lot clearer when it came to the usage of the experience which my mentor had got from his personal exposure. Although the things from his point of view were quite different as per my view as a fresh intern. The difference between us was just because of the experience factor which creates differences in the exerted quality in the field, which is counted everywhere as evaluation criteria of an employee. Therefore we can understand in the better way that how the things are seen and carried out for better results. It was quite a pleasure working with the company to get the industrial exposure and to have a small visit to what the corporate life is all about. I just loved the way in which the company tends to treat their employee to the best of their satisfaction. CHAPTER – 3 JOB ANALYSIS What is Job analysis Job Analysis is a process to identify and determine in detail the particular job duties and requirements and the relative importance of these duties for a given job. Job Analysis is a process where judgments are made about data collected on a job. Job analysis is a family of procedures to identify the content of a job in terms of activities involved and attributes or job requirements needed to perform the activities. Job analysis provides information to organizations which helps to determine which employees are best fit for specific jobs. Through job analysis, the analyst needs to understand what the important tasks of the job are, how they are carried out, and the necessary human qualities needed to complete the job successfully. The process of job analysis involves the analyst describing the duties of the incumbent, then the nature and conditions of work, and finally some basic qualifications. After this, the job analyst has completed a form called a job psychograph, which displays the mental requirements of the job. The measure of a sound job analysis is a valid task list. This list contains the functional or duty areas of a position, the related tasks, and the basic training recommendations. Subject matter experts (incumbents) and supervisors for the position being analyzed need to validate this final list in order to validate the job analysis. Job analysis is crucial for first, helping individuals develop their careers, and also for helping organizations develop their employees in order to maximize talent. The outcomes of job analysis are key influences in designing learning, developing performance interventions, and improving processes. The application of job analysis techniques makes the implicit assumption that information about a job as it presently exists may be used to develop programs to recruit, select, train, and appraise people for the job as it will exist in the future. One of the main purposes of conducting job analysis is to prepare job descriptions and job specifications which in turn help hire the right quality of workforce into an organization. Job and task analysis is performed as a basis for later improvements, including definition of a job domain description of a job development of performance appraisals, personnel selection, selection systems, promotion criteria, training needs assessment, legal defense of selection processes, and compensation plans. Job analysis contains a simple term called analysis, which means detailed study or examination of something (job) in order to understand more about it (job). Therefore job analysis is to understand more about a specific job in order to optimize it. Job analysis is a systematic process of collecting complete information pertaining to a job. Job analysis is done by job analyst who is an officer have been trained for it. Job analysis is a procedure through which you determine the duties and responsibilities, nature of the jobs and finally to decide qualifications, skills and knowledge to be required for an employee to perform particular job. Job analysis helps to understand what tasks are important and how they are carried on. Job analysis forms basis for later HR activities such as developing effective training program, selection of employees, setting up of performance standards and assessment of employees ( performance appraisal)and employee remuneration system or compensation plan. The intention behind job analysis is to answer questions such as What is the need of the job to exist What physical and mental activities does the worker undertake When is the job to be performed Where is the job to be performed How does the job performed by an employee What qualities and qualifications are required to perform the job Importance of Job Analysis Job analysis helps in analyzing the resources and establishing the strategies to accomplish the business goals and strategic objectives. Effectively developed, employee job descriptions are communication tools that are significant in an organizations success. The main purpose of conducting job analysis is to prepare job description and job specification which would help to hire skilled workforce. Job description is a document of information about duties and responsibilities of a particular job. Whereas job specifications are a document of information about qualifications, special qualities, skills and knowledge required for an employee to fit for a job. Therefore job analysis enables recruiter/employer to have a deep insight of a job, with that recruiter can easily track candidates who have required qualifications and qualities to perform a job. Job Analysis can be used to identify areas where an employee needs training, since job analysis make it clear to understand about core duties and responsibilities of a job. Besides, it provides information to develop suitable training material for a job to be performed by an employee after completion of his training. Compensation management/salary administration is one of core HR functions. Salary for a job is decided on skill level required, duties and responsibilities, qualification and experience level/seniority, altogether, called as compensable factors, which could be known by job analysis only. But there is a separate method to determine value of job that is called as job evaluation which is part of job analysis. Job evaluation is process of valuing or determining how much is to be paid for a job. Job evaluation is mainly used when a specific job or a single job is to be evaluated or when there are different jobs in same Cadre, or when there jobs based on projects or piecework. However job analysis has its own importance in concluding compensation/remuneration/ salary of an employee. No organization exists without goals and objectives to achieve, performance standards to be maintained by every employee and reviewing performance of employees. These could be cross checked with outcome of job analysis of a job, whether outcome of job analysis of a job is in tune with goals and objectives of an organization or not, performance standards are being maintained or not and reviewing employee performance based on performance standards or not. Job Analysis can be used in performance review to identify or develop goals and objectives, performance standards, evaluation criteria, length of probationary periods, and duties to be evaluated. (Analysis Of Job Done) The job was always a challenging one and presented each and every day with the new and exciting challenges and the things were not as sorted as it require a lot more efforts and hard work to accumulate with the different given conditions in the company. Although I as an intern got really great, close and clear exposure to what the corporate world is all about and the job assigned was perfectly associated to me as it requires- Prerequisite for the marketing intern job- Marketing Management Background Communication Skills Relationship Management and Development Creative and Flexible Initiator The intern as a person does require such quality for marking some standards in the field of marketing as a whole. Prior to that the things which are at most require in this case which forms the base to start up stands to be- Marketing background- The background for doing a marketing job is preferred to be of similar base because it is supposed that the marketing job is done on the basis of different interior qualities which are developed with the time indeed specially devoted time on the interior personality enhancement. Therefore, it is required that the person must have a similar background because of the specialization and efficiency factor in the employee of similar background and the different one. Communication skills- To be the part of the marketing segment one is required to have such art of talking and communicating things I right way to the customer sitting next to you. Hence it is categorized as the most important segment of the marketing specialization. Relationship management and development- This segment is basically meant for the development and establishment of the customer relationship with the company and the human resource which are acting on the behalf of the company for providing the services to the customer segment of the business. Therefore the marketing segment employee stands to know the procedure for the development of the new and existing relationships. Creative and flexible- This segment basically ensures the creativity which the company regards if falls positive towards the working scenario of the company. Also the company looks for the flexibility in the entire working process of the delivering the product to the customer place is also an issue therefore this segment is also taken care off. Initiator- This quality is also expected to have with the marketing student because the company with the marketing sector do requires the marketer which knows the way of how to initiate any sort of task assigned instead of waiting of some buddy else to do the job on their behalf. There were quite difficult and complicated as per the task which was assign to me as an intern. It wont have been possible in case my mentors industrial and campus both have not been present at the time I have been needy for the assistance and guidance. But then to it was a pleasure working with the company and taking the challenges as the part of what I need to grab from the chance I got to work in a company. I feel I was able to cope up with the task I was assigned throughout my journey with the company as an intern. It wont be wrong to say that I worked as an asset to the company instead of being the companys resource which does not produce any relevant output to the company basically for the company betterment. CHAPTER 4 LEARNING OUTCOME SKILL DEVELOPMENT Attending more than 10 clients per day is enough to develop communication skills as well as marketing skills, as it was for me. It was an all-new experience in operating office and computer equipment. Now I have a better knowledge of excel. Managing, organizing and analyzing data and records. I learnt to handle various situations simultaneously. PERSONAL DEVELOPMENT Became familiar with professional organization Punctuality and regularity, fixed timings Formal dressing resulting personal grooming Following the code of conduct Adapting communication channels Meeting the tasks without any delays and ensuring best efforts Giving 1000 to every task for personal satisfaction Gaining practical knowledge Learn time managements. Explore the customer market Know how to make proper plan Whole experience is learning How to do pitching with clients There was lot more learnings from my experience of those 60 days which I spended in the business yard of CAMPUS FOOTWEAR. It was really a special movement for me to get engaged in such earning activities to know about the how difficult the corporate is all about. Basically as a result I as an intern in the company was basically learning countless things which were quite small but at times difficult for the managers to handle and to resolve at the same level but the major things which I learnt were- How to make customer happy and satisfied with the product It also let us develop the sense of basic business lifestyle Practical knowledge was also provided through the applicability of the theoretical knowledge which we gather in our college Exposure to the corporate life How to ensure the applicability of the task over the employees How to conduct the task smoothly Developing idea towards the customer delight method of attracting customer and new market for the business The things including the way of speaking and talking to the customer was also the idea on which a lot more work was required Also the methods of better utilization of the experience was also taught Things regarding behavior of the employee was also taught towards other people in the business premises The better understanding of the deals made were also gathered It also made a change in me which made me a initiator in respect of the task being presented to us Also the ways and techniques to develop the relationship with the customer was also thought to us in the practical format The better understanding of the steel industry was also a learning outcome from my internship experience The tackling method of the points in which the business was facing low points in sales were also sorted which gave me the exposure to what the company does in the low points in sales of the company and no movement in the market The ways through which the maximum extraction of the output was made in by the managers for the company How to make employees satisfied with the working scenario was also a challenge which set to be one of the learning points in the internship process As per the working of the company is concerned the company is set to have a systematic procedure of providing their retail services and which makes us stick to the rules and regulations and as an intern they makes a difference in the personality call before and after the internship The internship also made a difference in me which made me a lot more responsible, I feel like I had got very precious experience which made me know about what the life is all about, what the success means in the life for any one Basically, the experience also made me know about the accountability factor in ones life basically the company exposure do let me know about this which indeed is important in some cases As per the companys the rules and regulations they definitely make a person a real person. The exposure of such experience and surroundings the man gets to know what the whole world is all about. We can say the company has basically helped me with the great experience and some sense of the business and the most important of all it has basically made me more confident and reliable in case my personal life is concerned. Being an initiator is also a task and that too I got from the company. BIBLIOGRAPHY Websites Newspapers magazines India today Business India Times of India Hindustan times _i rYYel0f3WCL oO.3Rs3L40f3A39 _2JPKn_G3qc9_v,/(8
eZegswt-Y2drFnO Hyu_5Nd4 [email protected]/RtAuAf2RCUiOC/EveQWhYp _5H2-ODYDLKQaF
[email protected] tA114UfovJ,K_Z.
N_o1tsPudQho/w @LjGy5esrQF)DoFsoTf,sFS,7N -_-HWlc8yW)[email protected] nsWQ-9/V8P3R.Q5u-o0 9ZMjiV2H,eZ3d7UIcltpZis/J8ycrzvtRVf.gn9GM
7d.pePx._qrD8It(JpdK95)L( [email protected] 6hjk3bGJGNFnV8 3mVO2PePO.oa/[email protected]@x2VNLUU(V fGPwg
Fcdz48YU,GUMP)d1wxeaW_jElhMP,o0J 5B3mm6xEZBrfXRV5N.p/ieKt(avRCI
JpjaXGCmEJP.15_a6vCMgw)bb(Hdx/7(9 Vv(dbBObwO6aydZfTyAX4lB,[email protected],zW
4 sCs7a7kPeoeh7a36pIoI zB2H
yTn Y)8P2 EfBpEHiDCsi(_s6-C a.uHc5
J5sY1lRq)Zx,bQn46QOTsy_Zd_VVFV.DfMGu)fAmdax2-)BlOQSv8S)Zvo/SDQk0pQ5B5ZGwUxk0vVyqmin2t)BlOdfGroz(cVSH8m07.s1TSlPK WA2BD36DMQbQ39KBWc9/p2qB7NB02(RPBGHXC)k(ePBb GHA52(R ccll(BBBBBBgA/he5xgdyjU yc)tOt,[email protected] dQlZBq)vhwBh)Cw(OrNS Gt8Pgqe697vzu0)wHjL)xcX