Mission Or Money?

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business leadersThree points I read this morning in Inc.magazine that I felt were important to pass on…you don’t see too many business owners, especially when things get busy, living this out:

1. Focus on the culture first.  Jim Collins, in his book Good to Great, gives culture and people a lot of attention.  Talent is not enough – Inc. writer Ross Mantle states it like this when speaking of employees, “They need to have a strong moral compass and be true believers in what they are doing.”  I would add, “They need to buy into the beliefs of the business owner.”  One thing I have added recently to my two page business planning process (the one I use in my Business and Strategy Workshop) is a column for belief system.   Many companies state their core values – but values change with the economic health of the company.  Beliefs in my world are founded on scripture and are therefore non-negotiable. Every employee in my company would need to buy into our purpose and belief system (not speaking here of religion) – a “One accord team.”

2. Focus on the endgame.  This is your VISION or what Michael Gerber, author of eMyth Revisited, calls, The Strategic Aim. It also reflects the WHY talked about on Simon Sinek’s video (The 17 minute video I have point to numerous times in this blog).  When I was in college our Intervarsity Christian Fellowship leader use to always say, “You know they are getting your vision when you hear them mimicking you or making fun of you.”

3. Putting Mission before Money.  This is hard to do when money is tight.  Mantle notes here that entrepreneurs usually talk about money first – at least that is what is really on their mind.  Quoting Luis con Ahn in the article, “In mission based companies it’s the opposite: Get the mission right, and the money will come.”  In our workshop we talk about setting your mission and identifying a people group you aim to serve.  When you meet real needs, the marketing and selling part becomes easy.

© 2013, David Stelzl

NC Capture – We’re hosting James Staddon’s Photography Workshop…

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morning-kayak-widescreen-640x400We’ve rescheduled James Staddon’s photography class – Capture NC.  This workshop is the result of a recent Raising Entrepreneurs Business Strategy Workshop – James is launching his business, helping people like me learn how to capture God’s creation.

This is actually a rescheduling of a workshop we had hoped to do this month, however it’s been moved for a number of reasons – If you’re like me, you have a camera, visit great places, and come home with dull photos.  The thing I am really excited about is this is not a class you sit in all day – it’s out in the field.  So we are actually driving out to the Blue Ridge Mountains to see God’s creation and capture it on camera.

If you have seen James’ calendar pictures – they are awesome!  I am hoping he can get me there.  We only have a limited number of seats for this so I would encourage signing up as soon as you can…here is the link: CLICK.

© 2013, David Stelzl

Graduating from Boyhood to Manhood

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ADK Trip 2008 062In the movie Courageous, Adam Mitchell (Played by Alex Kendrick) asked a group of co-workers, “When did you first become a man?”  It’s a great question – and the answer among the group is unclear.  This leads to a ceremony where these men commit to raise their sons to be men of Character.

Five years ago my son David and I headed off to the Adirondack mountains for six days.  David was thirteen and my wife and I had agreed that this would be a great time for me to spend some extended time with my oldest son to get him thinking less like a boy and more like a man.  To create a point of transition much like the ceremony proposed in Courageous.  I’ve referred to this trip often in our Raising Entrepreneurs Seminars to encourage fathers to get more involved in the process of raising their sons.  So recently a father wrote asking me exactly what we talked about for six days…it’s a great question so I thought I would provide a summary here.

Getting the Idea – Raising Modern Day Knights

The idea originated after reading Raising a Modern-Day Knight: A Father’s Role in Guiding His Son to Authentic Manhood, by Robert Lewis.  In this book he encourages fathers to consider three aspects:

  • a vision
  • a code of conduct
  • a cause

This is basically what we did.

The Setting

I chose the Adirondacks because that is where I learned a lot about my relationship with God and observed men leading young men.  As a boy I would attend camp sessions at Northern Frontier Camp, and later I became a counselor over several summers, following in the footsteps of some of my mentors.  When I was 16 I participated in a 5 day backpacking trip through the high-peaks region, and later at age 18 attempted to climb the highest peak (Mt. Marcy) in January.  We came close but some of our team experienced frostbite and a case of hypothermia, forcing us to retreat back to our base camp.  The decision to turn back was a testimony to the maturity of the men leading this trip.

I wanted my son to share the experiences I had in the high-peaks.  It was a way to share a memory of something very special to me.  But it also took us a long way from anything we’ve experienced living in the south.  It took us away from people, distractions, friends, and even the safety of being in more familiar surroundings.  It pushed both of us to our limits, and required us to work together without any outside help – other than God himself.

Learning Experiences

This trip required more than a simple packing of our gear.  We trained together for two months, running, working out, and mountain biking together, with great anticipation.  We pulled out maps and books, researched the latest laws, purchased special equipment, and talked a lot about what to expect.  There’s no way to predict all of the challenges – so instead we committed our time to prayer, took what precautions we could, and trusted that God would watch over us.  We did take a satellite phone with us in case of emergency.  Our learning experiences included:

  • Our packs were heavy – 6 days is a long trip when you’re 13 years old.  Think of it this way, 13 year olds eat like men but are half the size.  We took little in the way of clothing, but made sure we had enough to eat.  You can see David’s pack in the picture above.  This is a man-sized pack.
  • The Adirondacks are rugged.  I’ve gotten soft living in the south.  We’ve hiked extensively in the Blue Ridge and Smoky Mountains, but there is just nothing here that seems to compare to the High-Peaks in the Adirondacks.  We learned to not complain, but rather to keep a pace good for both of us and to share the load.
  • We learned to serve each other – cooking together, doing the camp chores, and watching out for each other.
  • One night we sat up in a major storm – up on the side of a mountain in severe thunder storms and massive down-pour.  Some the tents around us washed out – praise God ours did not.  In the morning we had to make our way over Mount Marcy in what might turn into another thunder storm.  We brought this matter to the Lord, wondering what kind of sign he might provide – how would we know for sure?  We were fearful. An amazing thing happened, and we believed it was confirmation to go- we did and it worked out to be the right decision.  David saw God answering prayers.
  • At one point we could not find a place to camp due to flooding – it was late in the day and we were exhausted.  We had to push on two more miles, nearly at the end of our own strength (David was so exhausted he fell face first several times, fighting to keep going).  We cried out to God for help and he miraculously provided a site for us.  Again, we saw something that only God could have done.
  • There were other events – but working together through these situations with much prayer and discernment served as a powerful lesson in what it means to lead and take responsibility, and most importantly what it means to trust God when in need.

Taking Time to Talk

I came to this trip prepared to talk to my son.  The three areas above served as an outline, for which I prepared before going.  This was not a “Birds and Bees” discussion – it was about vision, conduct, and cause.  What does it mean to be a man – a man of God  and a man of character?

Vision – vision is a long range goal.  We often talk about this in business, but how often do fathers really work on the long range goal with their sons?  I think most fathers think their job is to get their children through high-school and into college.  And then its over.  We talked about what it means to be successful in God’s eyes and what disciplines and character must be built over the coming years to get there.  Success means walking in victory with Christ, having a successful marriage one day, successful family – children walking with the Lord, success in providing for every aspect of your family’s needs, and becoming a light to the World as we carry out the special callings God puts on our lives.

Conduct – the Bible is full of cause and effect.  Good choices and bad choices, and the results.  People try to dismiss this as Old Testament thinking, but the Bible doesn’t read like that.  We talked about the need for Godly character and making commitments.  We talked about what God demands His people to be like and how Christ empowers us to be like Himself.  We talked about freedom in Christ and the grace given to us as believers – and we talked about the need to remain pure – to confess our sins and steer clear of hidden sin.

Cause – we talked about life purpose and seeking out the calling God has prepared for us – our gifts and talents and how they are to be used by God.  We talked about having something worth living for and worth dying for.  Our cause is Christ and the more we understand about who God is, and who we are in Christ, the more victorious we will be when we hit a challenge.

We talked about moving away from all play and taking on the challenge of building for the future – Godliness, Godly Character, and equipping for the future – vocation, marriage, family, and service.

Taking on the Challenge

I wanted to challenge my son physically and spiritually. I wanted him to act like a man in the face of hardship and fear.  I wanted us to learn to work as a team and to be in prayer.  I wanted him to learn to carry his burden without complaining and to work hard.  He rose to the occasion.  There were times when I was hurting and he offered to carry more.  Often he would cook our meals after a long day of hiking.  I wanted him to prove to himself that he had more endurance than he thought…and he did.  I also wanted to express to him my gratefulness for him and all that he did for me on this trip…I wanted him to know that I really love him and am willing to lay down my life for him.

Reflecting Back

This is a memory…we often look back on the pictures and video we took. There are times when his peers are going off to some activity that we don’t feel is wise.  In most cases a young man would feel left out, and perhaps dwell on missing out on all the fun stuff. We’ve continued to take trips into the mountains, biking and backpacking – winter and summer.  These memories are a constant reminder that, while we may not participate in some of the local activities, we do participate in some amazing things that others will never get to do.  This trip was one of those amazing experiences, and David often refers to it as one of the most memorable experiences.

The Good News

This September, my second son Jonathan and I will be trekking through the Adirondacks!  Stay tuned for some great pictures this fall.

© 2013, David Stelzl

Christian Business Owner’s Workshop: Day Three

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IMG_8195When should young people be starting their business?

Is it age 25 or maybe 15?  How young is too young?

We completed our final day on Saturday…it was exciting to see how God brought together just the right group of fathers and sons this month – several were just getting started with their business plans and so we were able to put some focus on how to get started on the right foot.  Half of our group traveled all the way from Canada, and the rest from the southeast.  My oldest daughter and son also joined us for parts of the workshop to refine their own plans.  And of course we catered our food from Something Gourmet – David and Sarah’s (son and daughter) Sugar Nook, now operating under a new name as a Sole Proprietor owned by David, who works closely with Sarah.  (Our guests commented numerous times of the wonderful meals David and Sarah put together for this event!)

Start Your Business Early

I encourage young people to get started early.  Our college systems would have you believe that you need several degrees and years of experience before you can do anything meaningful…that is not the case.  Another deception is that it takes years of entry-level work experience before you can do anything significant for a client, or create a brand of expertise in any area.  If we look to the world’s ways, that is probably right – but God’s ways are not our ways (Isaiah 55:8).

How Long Does It Take To Get Wisdom?

How long did it take Solomon to get wisdom? (II Chron. 1:12)  Did he spend years in school to gain that wisdom?  No. When I read his story in scripture, it would seem that God granted this wisdom quickly as he demonstrated faithfulness to God.  God can do that same miracle in our lives too.  But notice, Solomon is not seeking to be smart in order to be the smartest guy around – he’s seeking wisdom to carry out God’s calling (II Chron. 1:10).  When God asks him what he would like, he does not seek to be rich like many of us would probably do. His heart is set up doing things God’s ways, and so God is pleased with his request (II Chron. 1:11) and does honor him with both wisdom and understanding.  The scripture then adds that God granted him prosperity in addition to his wisdom (II Chron. 1:12).

In the end, God wants us to know that His is the Lord of Hosts – that He is God (Stated over 60 times in the Major Prophets – Isaiah, Jeremiah, and Ezekiel).

Developing the Business Plan

Saturday’s goals were to build on the work we did around mission statements and people groups on Thursday and Friday.  We looked at identifying the needs of the people – this is the key to developing what business owners refer to as adjacent markets, offerings that parallel what might be your core offering.  We also looked at the capabilities needed for each business, with a goal of developing them over the next 3 to 5 years.  From there, we looked at developing the value proposition – divergence and focus, and a brand.

The second half of our day focused on specific goals and target numbers – metrics by which a business owner measures progress and success.  Then moving to specifics using our planning templates, we developed 90 day goals.  If you are considering starting a business, this type of exercise provides a simple way to explore business planning to create a bridge from text book learning to practical business development. It’s a great step from high school and college level learning… Our next workshop will likely be late summer – stay tuned for specific dates, I hope to see you there.

© 2013, David Stelzl

Christian Business Owner’s Workshop: Day Two

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business ownersStart with WHY

Yesterday completed day two of the Christian Business Owners Planning & Strategy Workshop – Starting with WHY – this is the title of Simon Sinek’s book, and it’s how we spent much of the day.

Most people try to start a business by coming up with a great idea – but that often leads to frustration. Instead, we looked at people’s spiritual gifts, life message, God-given talents, and past experiences.  We also looked into scripture at some of the business principles – for instance, did you know that King Jehoshaphat had two major business dealings where he did not get God’s counsel first? Both failed.

My WHY

My personal business starts with the belief that we should be free – not in a worldly sense (free to do whatever I want), but free in a Biblical sense – free to do the right thing.  When you own your own business, you have that freedom to seek God and His will – to follow Biblical business practices, and to see first hand, the power of God to give wealth, as is stated in Deut. 8:18.  I work to inspire people to think outside the box, to find new and innovative ways of approaching problems, and to create something out of nothing – a business that is unique, and which addresses some unmet need.  If you’ve read George Mueller’s life story, you know what I am talking about.

As we walked through this process yesterday, many discovered why they do things a certain way, how their spiritual gifts tie in with past work that has been fulfilling, and how their personal passion and belief system drives them – this creates a strong foundation for developing future business opportunity.  From there we were able to develop a strong mission statement specific to our personal businesses – one that really matters, rather than the esoteric phrases we read on must business cards and lobby walls. And building on that, we began identifying the people groups we are most likely to target (which is necessary when it comes to developing stronger branding and adjacent markets).  Today we will be building on these concepts to formulate a well thought-out plan to take us through the year.

© 2013, David Stelzl

Christian Business Owner’s Planning & Strategy Kickoff

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Wan FuLast night we kicked off a three day intensive planning weekend with dinner at Wan Fu in Pineville, NC.  Our family started doing these smaller intensive planning workshops last fall to give people who are serious about starting or improving on, their own business – a more intense hands-on development session.  This small group planning process has developed into a great next-step for those who have attended the Raising Entrepreneurs Conference.  I like to think of it as the “Three Day MBA” course on getting your business launched or to the next level.

Our opening session covered seven critical steps to planning a successful business:

1. Understanding the economics of The Kingdom of Heaven.

2. Defining your WHY

3. Identifying your people group

4. Becoming an Expert (on your offering and your people group)

5. Searching out your people and asking God to give them to you.

6. Creating a measurable plan based on priorities

7. Prioritizing and measuring progress (Data & Metrics).

Most of the people I meet in business, whether just starting out, or trying to build, are focusing in the wrong areas.  The question of “What to sell?” or “What seems to be a great business opportunity?”, or even, “How can I come up with a great business idea?”, are often top of mind.  But after working on businesses for almost 30 years, I am convinced this is not the place to start.  Kingdom economics and your people groups are far more important, and understanding your WHY (See Simon Sinek’s Video) are the crucial elements of success.

From there, skills, passion, and an economic engine must come together to meet the needs of those you serve.  Today we’ll be building an actual business plan to accomplish just that.

Kingdom Economics

While I don’t have room here for all that matters, a few points from last night’s session might be helpful.  When you read scripture, do you see the business principles? Sowing and reaping, giving and receiving, buying and selling?  My most recent post on Isaac (son of Abraham) gives us some insight into how God works.  It might be worth following the link to review – but in this scenario the economy is not good – yet God wants Isaac to plant his field right where he is.  Isaac does the planting – God does the growing.  The ROI (Return on Investment) is big – he receives back 100 fold return.  Some other key principles to consider:

  • It is God who gives us the power to get wealth (Deut. 8:18)
  • Beware – do not forget God when things begin to prosper (Deut. 8:11)
  • Ask for wisdom, not money – note how God prospers Solomon through his wisdom in II Chron. 1:12
  • As long as he sought the Lord, God made him prosper…speaking of Uzziah (II Chron. 26:5).
  • And Luke 19 gives us an entire story on buying and selling, and getting gain.
  • “Give, and it will be given to you. Good measure, pressed down, shaken together, running over, will be put into your lap. For with the measure you use it will be measured back to you.” (Luke 6:38)

Figuring out how to build or run a business is not easy…in fact over 95% will fail as they try to reach that ten year mark.  But then God tells us, “For my thoughts are not your thoughts, neither are your ways my ways, declares the Lord. For as the heavens are higher than the earth, so are my ways higher than your ways and my thoughts than your thoughts.” (Isaiah 55:8-9).  And then there is the promise that God is looking to bless His people – “For the eyes of the Lord run to and fro throughout the whole earth, to show himself strong in the behalf of them whose heart is perfect toward Him.” (2 Chron. 16:9)

© 2013, David Stelzl

 

 

Don’t Go Down to Egypt

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chariotHere’s a simple phrase from scripture worth memorizing – “Don’t go down to Egypt”.  It shows up for the first time in Genesis 26:2 – Here we find Isaac as a husband and father, in the midst of an economic downturn, a recession.  Scripture calls it a famine in the land.

Starting in Vs. 2, “Then the Lord appeared to him (Isaac) and said: “Do not go down to Egypt; live in the land which I shall tell you.” Now, why would Isaac go to Egypt?  and why would God prevent him from Going?

We’re given some insight into God’s perspective on Egypt in Isaiah 31:1.  “Woe to those who go down to Egypt for help, and rely on horses, who trust in chariots because they are many, and in horsemen because they are very strong, but who do not look to the Holy One of Israel.”

But don’t get stuck on the place – Egypt.. it’s not always Egypt…in II Chronicles 16 we read of Asa, the King of Judah.  His “Egypt” was Syria, another mighty army who he paid fortunes to in order to buy their assistance in a time of war.  The scriptures tell us in vs. 1, “Baasha king of Israel came up against Judah.”  Asa then bargains with Ben-Hadad king of Syria to break his treaty with Baasha so that “He will withdraw from me.”  What is God’s response?  We read His response in vs. 7, “Because you have relied on the king of Syria, and have not relied on the Lord your God, therefore the army of the king of Syria has escaped your hand.” Later, Asa contracts some kind of foot disease – “Yet in his disease he did not seek the Lord, but the physicians (another Egypt in his life).  So Asa rested with his fathers; he died…”

I was talking with a young lady this past week about starting a business.  She had taken the path of working with a network-marketing organization (multi-level marketing), which is something I don’t highly recommend (for reasons explained in some of my other writings).  As we talked, it became clear to me that her primary reason for  going this route was a lack of funding, and perhaps fear of failure.  There are many decisions we have to make as we consider a business direction, but when we start making decisions without seeking the Lord, we start making decisions with fear in mind.  And when we are fearful we tend to reach out to our own Egypt or physician.  This may include debt, partnerships, executive coaches that are not in line with God’s Word or who would give us the world’s methods, or to other programs that “guarantee” success.  Like in Asa’s case, God must be looking down saying, “Because you did not rely on me…”

So what happened in Isaac’s situation?  After all, there was a famine in the land and Isaac had a family to feed.  In vs. 12 we read the rest of the story.  “Then Isaac sowed in the land, and reaped in the same year a hundredfold: and the Lord blessed him.  The man began to prosper, and continued prospering until he became very prosperous; for he had possessions of flocks and possessions of herds and a great number of servants.  So the Philistines (another mighty nation) envied him.”

Matthew 10:28 tells us, “Fear not!”.  Proverbs 29:25, “The fear of man brings a snare (trap). But whoever trusts in the Lord shall be safe.”  Romans 8:31, “…If God is for us, who can be against us?”   Fear is a motivator, but too often we turn to something rather than to God himself.  Isaac was right where God wanted him.  God had led him to that very place – being where God wants us, and listening to His will for us at that moment, guarantees we will be in His will, receiving exactly what He has for us, regardless of what the world thinks is possible or wise at that time or in that situation.

© 2013, David Stelzl

Some of the Best Sales Training – Right in Your Own Home

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hvacWhere can you get some of the best sales training?  It’s right in your own home.  This question comes up in our Raising Entrepreneurial conferences all the time.  It’s one of the most important skill sets you can give your kids in preparation for the future, especially if they plan on owning a business one day.  And regardless of what you’ve heard, great sales people are made, not born.  So where is the best sales training?

Recently our air conditioner died.  It was a slow death – every year it seems we have been adding freon to keep it going, but this year it finally bit the dust.  Having HVAC sales people come through our home has proven to be a great learning experience.  Here are some lessons that come to mind (in no particular order).

  • Don’t commit to give me a proposal by tomorrow unless you really mean it.  We never demanded a one day turnaround on the proposal, yet three of the seven companies that came through committed to it, and failed to deliver.  This is a poor testimony – now, if someone had called to apologize and request an extension, that would be fine, but none of them did.
  • Make sure you follow up even if you’re not interested in proposing.  One of the people who failed to deliver the proposal actually bailed out of the job after leading us to believe they were interested.  We have a feeling that the politics of product resale (which I won’t go into here) had something to do with this sudden lack of interest, but the person never even called us.  I gave them an F rating on Angie’s list – which can’t be good for them.  A second person did the same thing, however I pursued them by phone and finally got a return email with an exaggerated price – a proposal that says, “I’m not interested.”  I did want to talk with them by phone to hear their reasoning, but they just ignored me.  I never heard another word from them.  Two others never got back to me, and I just let it go.
  • If you’re not interested, cut the call short.  All of those who bailed out spent at least 90 minutes with us.  This is a total waste of time, and extremely unprofessional.
  • Make your quote easy to read but detailed enough.  In the end we narrowed it down to two proposals which were well organized and easy to understand.  Make it easy for your customer to buy.
  • Follow up to explain.  Only one person actually set up an appointment to go through their quote, and if it weren’t for the price, we would have chosen him.  He was the most responsive, followed up on any changes, and was always available to us to answer questions.
  • Focus on the customer, not your product.  After spending 90 minutes with us, it should have been clear that my wife was far more interested in health than saving 10 or 20% on energy.  If we spend $450 on electricity per month in the summer months, which we do, and new system can save us $50/month, the return on investment is not that interesting.  But my wife repeatedly talked about mold and humidity – a good sales person would have picked up on this and made it the focus of their value proposition.  None of them did.  As a result, much of the decision came down to price – not value.
  • When it comes down to price, know how to explain value and justify your price. Before making the final choice, I did go back to our first choice and ask him to make sure we had his best price.  His response was somewhat arrogant and failed to re-articulate his value.  Given his response, we immediately went to our second choice – saving us about 25% over our first choice.  Again, he should have sold us on his value – his ability to really help us with the health side of this decision.

Over the past several years we’ve had numerous sales people come through our house to help us with repairs, replacements, and upgrades.  Don’t make this a parents only thing at your house – make it part of the school day.  Supplement with some sales books and you will begin to recognize some of the sales techniques being used on you.  It’s just like getting a masters degree in selling.

© 2013, David Stelzl

Capturing the Entrepreneurial Vision – Lenspiration

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JamesOn June 12th, James Staddon – known for his excellent photography work in the IBLP and ATI circles, is kicking off his first formal photography workshop in North Carolina…in fact, our family is hosting it!  This past January this vision came together during our Entrepreneurial Business Strategy Workshop – (note: We have another workshop coming up next month with just 2 seats left!) – a vision to equip amateur photographers like myself, with the skills needed to really capture those moments we treasure on digital media (I still find myself saying “On film!”).

The Lenspiration blog says it like thmorning-kayak-widescreen-640x400is, “Have you ever wanted to take “wow” pictures? Ever wondered how the pros do it? Have you tried in vain to bring home the beauty around you? Now’s your chance to learn!”  That’s me!  I have a respectable camera, and with all of the backpacking I do with my kids, I should have some amazing pictures,…but I don’t.  Perhaps you’re in the same boat as I am.  James is going to teach us how by actually taking us out into the NC mountains to shoot God’s creation (with our cameras).

Even though that in itself is exciting, the most exciting part of this for me is the new business launch!  When I see a young person bring together a vision like this, create a business idea, and then put it into action, I get excited.  This is what entrepreneurship is all about.  Taking your passions, your gifts, and finding a need you can meet.  I am sure there are millions of people like me all over the country that have nice cameras, visit interesting places, and wish they understood how to take the picture home to show their friends and family.  If that’s you, consider joining us – there are more details and a place to sign up right here: Capture North Carolina!

© 2013, David Stelzl

 

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