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 Confidentiality Agreement

The undersigned reader acknowledges that the information provided by

_________________________ in this marketing plan is confidential; therefore, reader agrees not
to disclose it without the express written permission of _________________________.

It is acknowledged by reader that information to be furnished in this marketing plan is in all

respects confidential in nature, other than information which is in the public domain through other
means and that any disclosure or use of same by reader, may cause serious harm or damage to
________________________.

Upon request, this document is to be immediately returned to _________________________.

___________________
Signature

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Name (typed or printed)

___________________
Date

This is a marketing plan. It does not imply an offering of securities.

 Table Of Contents

1.0 Executive Summary . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1

2.0 Situation Analysis . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .2

2.1 Market Summary . . . . . . . . . . . . . . . . . . . . . . . . . . . .2
2.1.1 Market Demographics . . . . . . . . . . . . . . . . . . . . .3
2.1.2 Market Needs . . . . . . . . . . . . . . . . . . . . . . . . .3
2.1.3 Market Trends . . . . . . . . . . . . . . . . . . . . . . . .4
2.1.4 Market Growth . . . . . . . . . . . . . . . . . . . . . . . .5
2.2 SWOT Analysis . . . . . . . . . . . . . . . . . . . . . . . . . . . . .5
2.2.1 Strengths . . . . . . . . . . . . . . . . . . . . . . . . . .6
2.2.2 Weaknesses . . . . . . . . . . . . . . . . . . . . . . . . .6
2.2.3 Opportunities . . . . . . . . . . . . . . . . . . . . . . . . .6
2.2.4 Threats . . . . . . . . . . . . . . . . . . . . . . . . . . . .6
2.3 Competition . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .6
2.4 Services . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .7
2.5 Keys to Success . . . . . . . . . . . . . . . . . . . . . . . . . . . . .7
2.6 Critical Issues . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .7

3.0 Marketing Strategy . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7

3.1 Mission . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8
3.2 Marketing Objectives . . . . . . . . . . . . . . . . . . . . . . . . . . 8
3.3 Financial Objectives . . . . . . . . . . . . . . . . . . . . . . . . . . . 8
3.4 Target Markets . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8
3.5 Positioning . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9
3.6 Strategy Pyramids . . . . . . . . . . . . . . . . . . . . . . . . . . . 9
3.7 Marketing Mix . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9
3.8 Marketing Research . . . . . . . . . . . . . . . . . . . . . . . . . . 10

4.0 Financials . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11
4.1 Break-even Analysis . . . . . . . . . . . . . . . . . . . . . . . . . . 11
4.2 Sales Forecast . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12
4.3 Expense Forecast . . . . . . . . . . . . . . . . . . . . . . . . . . . 13

5.0 Controls . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14
5.1 Implementation . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14
5.2 Marketing Organization . . . . . . . . . . . . . . . . . . . . . . . . . 15
5.3 Contingency Planning . . . . . . . . . . . . . . . . . . . . . . . . . 15
 Advanced Linguistic Pontificators

1.0 Executive Summary

Advanced Linguistic Pontificators (ALP) is a seminar production company that offers seminar and
training programs to medium and large size companies. The programs are presented by Daug
Matisim, a nationally recognized author. Daug teaches advanced reading and time and stress
management. In both topics, Daug is a recognized expert. Daug's expert status will help Advanced
Linguistics rapidly gain market share and long-term customers.

The programs will be offered in seminar format (audience as observers) and training program
format (audience as participants) around the country. Even in economic downturns, successful
companies recognize the value in investing in human capital through training
programs/professional development.

The target market includes medium to large companies with 50+ employees, with training needs
best served through a qualified, outside training resource.

Advanced Linguistic Pontificators' mission is to provide companies with high quality training
seminars. ALP exists to attract and maintain customers. When it adheres to this maxim, everything
else will fall into place. ALP's services will exceed the expectations of its customers.

Marketing strategy will include public seminars and the leveraging of ALP's books and printed
materials. These activities will create awareness, establish credibility, and secure clients for their
initial experience with ALP.

Once the word is out that Daug is on the seminar circuit profitability will be reached by the end of
year two.

Annual Sales Forecast

$200,000
$180,000
$160,000
$140,000
$120,000
Medium size companies
$100,000
Large size companies
$80,000
$60,000
$40,000
$20,000
$0
2003 2004 2005

Page 1
 Advanced Linguistic Pontificators

2.0 Situation Analysis

Advanced Linguistic Pontificators is in its first year of operation. While Daug is experienced in this
field, this is his first foray in creating a seminar and training company. In order to gain sufficient
revenue, it will be necessary to develop and implement a strategic marketing plan. The
basic market need is for a high quality, effective seminar and training production company. This
market need will be addressed through ALP's service offerings.

2.1 Market Summary

ALP possesses good information about the market and the customers within. This information will
be leveraged to better understand who is served, their specific needs, and how ALP can better
communicate with them.

Target Markets

Medium size companies

Large size companies

Table 2.1: Target Market Forecast

Target Market Forecast

Potential Customers Growth 2003 2004 2005 2006 2007 CAGR
Medium size companies 6% 6,234 6,608 7,004 7,424 7,869 6.00%
Large size companies 5% 2,107 2,212 2,323 2,439 2,561 5.00%
Total 5.75% 8,341 8,820 9,327 9,863 10,430 5.75%

Page 2
 Advanced Linguistic Pontificators

2.1.1 Market Demographics

The profile for Advanced Linguistic Pontificators' target market consists of the following geographic,
demographic, and behavior factors:

Geographics
• The immediate geographic target is the city of Portland, OR with a population of 2.3 million.
• The total targeted population is 8,341 companies.

Demographics
• Medium and large companies.
• Medium companies are companies with 50 to 100 employees.
• Large companies have more than 100 employees.
• Have substantial training budgets.

Behavior Factors
• Act in a way that recognizes a long-term strategy toward business.
• Attempt to act proactively rather than reactively to business issues.
• Recognize the vast intellectual capital that the company holds and participate in activities
that develops and captures this capital.

2.1.2 Market Needs

Advanced Linguistic Pontificators is providing its customers with several different seminars and
training courses for medium to large size companies. ALP seeks to fulfill the following benefits that
are important to customers.

• Expert-level knowledge- This is extremely important to customers since they are spending
a fair amount of money on the training services.
• Useful topics- There is little reason to spend money on training seminars if the topics of the
training are not helpful for the day-to-day activities of the company.
• Customer-centric services- The service provider must have flexibility and a customer focus
in order to truly meet the needs of each individual customer.

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 Advanced Linguistic Pontificators

2.1.3 Market Trends

Advanced Linguistic Pontificators has observed two differing trends within the training industry.

1. Seemingly short-sighted companies tend to cut back on training during economic

downturns.
2. More holistic companies adopt a proactive attitude that recognizes the value in their
employees and do not trim the company budget through massive cuts in the HR
department training budget.

These two patterns of behavior are fairly indicative of the differentiation between surviving or
withering companies, and companies that excel.

Despite the growing recognition that cutting the HR budget during downturns is a counter-
productive idea, in practice it is still quite common. Fortunately for ALP, the customers that
Advanced Linguistic Pontificators prizes are the ones that are most likely to make it through
economic downturns.

Market Forecast

12,000

10,000

8,000

6,000
Medium size companies
Large size companies
4,000

2,000

0
2003 2004 2005 2006 2007

Page 4
 Advanced Linguistic Pontificators

2.1.4 Market Growth

The national seminar/training industry has grown into a $987 million dollar industry in the last ten
years. The last four years have seen a 4.5% industry growth rate. This growth can be explained by
several phenomena:

• The recognition of value in developing human capital.

• The increased usage of out-sourced service providers, a switch from the previous use of in-
house staff.
• The adoption of forward-looking ways of generating operating efficiencies through the
application of continuous training.

Target Market Growth

6.00%

5.00%

4.00%

3.00%

2.00%

1.00%

0.00%
Medium size companies Large size companies

2.2 SWOT Analysis

The following SWOT analysis captures the key strengths and weaknesses within the company, and
describes the opportunities and threats facing Advanced Linguistic Pontificators.

Page 5
 Advanced Linguistic Pontificators

2.2.1 Strengths

• Expert knowledge in the seminar subject matter.

• Well designed programs.
• Customer-centric business model.

2.2.2 Weaknesses

• Lack of brand equity, a function of being a start-up business.

• ALP's greatest asset, Daug's expertise, takes a while to gain widespread recognition within
this new market niche.
• The inability to rapidly scale up because the organization currently has only one in-house
expert.

2.2.3 Opportunities

• Participation in a growing market space.

• Ability to gather quantitative data supporting the contention that ALP 's services can add to
a company's bottom line.
• The ability to decrease overhead/event variable costs as Daug increases the number of
seminars that he produces and presents.

2.2.4 Threats

• Can be effected by economic downturns.

• Potential competition from well-known consultancies such as Franklin-Covey or Innovative
Learning Group.
• A change in the market when companies decide to use in-house staff.

2.3 Competition

There are many different competitors in this space:

• Seminar production companies that act only as producers of the events, they do not make
the actual presentation. These companies typically have a list of different presenters that
they use.
• Independent seminar presenters.
• Independent training program presenters.
• Both presenters and promoters- like Advanced Linguistic Pontificators.

The competition is on a national scale. Being local is insignificant in this industry. Companies will fly
a speaker in from wherever they are in the country. Buying habits are based on word-of-mouth
referrals, reputation, topic/skill needed, availability, etc.

Page 6
 Advanced Linguistic Pontificators

2.4 Services

Advanced Linguistic Pontificators will provide medium to large size companies with training
programs and seminars covering the subjects of advanced reading, stress management, and time
management. The advanced reading course will teach speed-reading with increased
comprehension and memory. Stress management will teach techniques to better deal with stress,
and time management will teach methods to become more efficient with the limited amount of
time that we all have.

The subjects will be taught in either seminar format or training program format. The seminar
format is a presentation that concentrates on a specific topic. For the seminars, the audience just
observes. A training program is like a seminar but with a twist, the attendees are not merely
spectators but actual participants in the entire process.

Additionally, Daug will offer seminars to the general public. This will not be a targeted segment, but
will be used to increase awareness of Advanced Linguistic Pontificators to drum up future business.

2.5 Keys to Success

The following are Advanced Linguistic Pontificators' keys to success:

• Professionalism.
• Usefulness of the service/training.
• Customer satisfaction.
• Repeat use.
• Customer referrals.

2.6 Critical Issues

Advanced Linguistic Pontificators is still in the speculative stage as a start-up service provider. The
critical issues that they face are the need to:

• Continue to take a modest fiscal approach to expansion. Expansion should be undertaken

only to meet present customer needs. The expansion bandwagon should not be jumped on
to meet some future, uncertain need.
• Establish Advanced Linguistic Pontificators as the premier seminar production and
presentation company in its specific niche.

3.0 Marketing Strategy

Advanced Linguistic Pontificators has a multi-part strategy for targeting the two chosen segments.
The first part is through public seminars. A public seminar is a presentation on a subject that is
offered to the general public. They are typically held in a library or some other public building.
While public seminars are not big money makers and sometimes will lose money, they bring
together a diverse audience to view the seminar. This is quite valuable because within this diverse
crowd are people that work in companies that would otherwise never have heard about Advanced
Linguistic Pontificators. It becomes a wonderful advertising tool.

The second way ALP will reach its target market is through visibility of printed material, specifically
books. Daug has published two books, one on advanced reading, the other on stress and time
management. Having the speaker published adds invaluable amounts of credibility and
authenticity. These books are typically designed for managers so it is not unusual that a manager

Page 7
 Advanced Linguistic Pontificators

will have read the book and then become inspired to have the author come and provide a training
session for the company.

The third method of reaching the target market will be advertisements in several industry journals.
Most of the journals will be HR-based. This will develop good visibility as it is, more often than not,
the Human Resources department's responsibility for bringing in people for training seminars.

Lastly, ALP will utilize a robust website to market their services.

3.1 Mission

Advanced Linguistic Pontificators' mission is to provide companies with high quality training
seminars. ALP exists to attract and maintain customers. When the company adheres to this
maxim, everything else will fall into place. ALP's services will exceed the expectations of its
customers.

3.2 Marketing Objectives

• Increase the number of clients by 15% a year.

• Obtain 10% of revenues from repeat customers.
• The utilization of Advanced Linguistic Pontificators by at least five of the top 100 companies
as ranked by Forbes magazine.

3.3 Financial Objectives

• Develop a sustainable business that achieves profitability within the first two years.
• Decrease production costs by 3% every two quarters.
• Grow the business to the point where support staff is needed.

3.4 Target Markets

Advanced Linguistic Pontificators has two different segments that they are targeting:

• Large corporations of 100 or more employees. This segment usually purchases training
seminars through specific divisions in the company. Typically, a specific manager will have
money in their budget and they will choose to have their department trained.
• Medium size companies of 50-100 employees. This segment typically purchases the training
seminars through the HR manager or the training manager. The medium size companies
generally will have the training applied to the entire organization, not just a certain section
of the company.

These are the two typical customers that Advanced Linguistic Pontificators will serve and therefore
they will be segmented and targeted. These segments are good customers because it is normal for
companies of these sizes to have earmarked money for training. Presumably, based on their size
and degree of success, these companies recognize the value that they hold in intellectual capital
and the need for future investments to maintain the intellectual equity. This recognition of value in
training makes them ideal customers. Lastly, economic downturns do not seem to effect business
from these sources because of the recognition that it is usually more cost effective to have training
done by a third party then to try to have a solution crafted in-house.

Page 8
 Advanced Linguistic Pontificators

3.5 Positioning

Advanced Linguistic Pontificators will position itself as the premier seminar production company for
its subject specialties. The desired positioning will be achieved by leveraging its competitive edge:
Daug's expertise.

Daug is a nationally recognized expert in the fields that he presents. Much of the recognition was
derived through the publication of his books. As an expert and an engaging presenter/trainer,
Daug is able to offer presentations and training sessions that leave customers with the feeling that
they've learned a tremendous amount of information, and consequently, they cannot wait to sign
up for another one.

3.6 Strategy Pyramids

The single objective for Advanced Linguistic Pontificators is to become the most respected seminar
production company in the fields of advanced reading and time and stress management. The
marketing strategy will seek to first create customer awareness regarding the offered services,
second, develop the customer base, and then work toward building customer loyalty and referrals.

The message that ALP will communicate is that they are the most advanced and professional
seminar production company available. This message will be communicated by various methods.
The first method will be through the use of public seminars. These public seminars are an easy and
successful way of introducing Advanced Linguistic Pontificators to a large and varied group of
people.

The second method will be through promotion of Daug's publications. Promoting publications is a
very efficient way of developing legitimacy and expert status recognition within the different
targeted groups.

The third method will be with advertisements. The ads will be placed in a couple of industry
publications, primarily HR journals. These journals are well read by the respective professionals
and are referred to as a good source of service providers.

The last method will be a website that will offer general information in addition to examples of
presentations.

3.7 Marketing Mix

Advanced Linguistic Pontificators' marketing mix is comprised of the following approaches to

pricing, distribution, advertising and promotion, and customer service.

• Pricing- The pricing scheme is generally based on an event fee. ALP will, however, offer
flexible pricing schemes such as a yearly charge that offers services throughout the year.
• Distribution- Seminars and training are generally offered at the client company's facilities,
nationally or internationally.
• Advertising and promotion- The marketing campaign will employ several efforts including
journal advertisements, public seminars and a robust website.
• Customer service- A customer-centric business model will be employed ensuring that
customer's expectations are exceeded.

Page 9
 Advanced Linguistic Pontificators

3.8 Marketing Research

In order to gain insight into the market, Daug conducted market research in the form of
questionnaires. The questionnaires were given to the decision makers within 100 different
prospective companies. The return rate for the questionnaire was 42%, significantly above the rate
of return that is generally expected. Daug knew many of the people and that most likely is the
reason for the high rate of return. The quality and relevance of the questionnaire was ensured by
employing a graduate student in statistics for the production of the questionnaire.

The results of the questionnaire were quite insightful. While some of the responses served to
confirm already held assumptions, some of the results provided new information and insight for
ALP.

Page 10
 Advanced Linguistic Pontificators

4.0 Financials

This section will offer a financial overview of Advanced Linguistic Pontificators as it relates to the
marketing activities. Topics will address break-even analysis, sales forecasts, expense forecasts,
and how those link to the marketing strategy.

4.1 Break-even Analysis

The break-even analysis indicates that revenue of $5,667 needs to be generated each month to
reach the break-even point.

Break-even Analysis

$20,000

$15,000

$10,000

$5,000

$0

($5,000)

($10,000)
$0 $5,000 $10,000 $15,000 $20,000 $25,000

Monthly break-even point

Break-even point = where line intersects with 0

Table 4.1: Break-even Analysis

Break-even Analysis:
Monthly Units Break-even 2
Monthly Sales Break-even $5,667

Assumptions:
Average Per-Unit Revenue $2,500.00
Average Per-Unit Variable Cost $250.00
Estimated Monthly Fixed Cost $5,100

Page 11
 Advanced Linguistic Pontificators

4.2 Sales Forecast

Advanced Linguistic Pontificators' sales strategy is relatively straight-forward. Let the customer see
part of a presentation in addition to the information contained in Daug's book and the
product/service will sell itself. The customer will see examples of Daug's work through three
avenues.

1. Purchase a copy of Daug's book.

2. Receive an excerpt of the book from Advanced Linguistic Pontificators' office.
3. View an example of one of Daug's presentations via streaming media from Advanced
Linguistic Pontificators' website.

These examples of Daug's work will speak for themselves. Once the customer is interested, they
would only need to contact the office and determine availability, and set up an event.

The first month will be used to set up the office and schedule some public seminars for month two.
There will be some sales activity during months three through seven. Starting month eight, things
will begin to pick up nicely as word gets out that Daug is on the circuit.

Monthly Sales Forecast

$16,000

$14,000

$12,000

$10,000

$8,000 Medium size companies

Large size companies
$6,000

$4,000

$2,000

$0
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec

Table 4.2: Sales Forecast

Sales Forecast
Sales 2003 2004 2005
Medium size companies $49,825 $84,000 $90,000
Large size companies $57,200 $97,000 $100,000
Total Sales $107,025 $181,000 $190,000

Direct Cost of Sales 2003 2004 2005

Medium size companies $7,474 $12,600 $13,500
Large size companies $8,580 $14,550 $15,000
Subtotal Cost of Sales $16,054 $27,150 $28,500

Page 12
 Advanced Linguistic Pontificators

4.3 Expense Forecast

The marketing expenses will be budged so they are fairly high during the first quarter. This will
serve as an introduction of ALP's services to their perspective customers. The expenses will settle
down until the last quarter when they will rise again.

Monthly Expense Budget

$2,000

$1,800

$1,600

$1,400

$1,200 Public seminars

$1,000 Publication promotions

$800 Advertisements
Website
$600

$400

$200

$0
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec

Table 4.3: Marketing Expense Budget

Marketing Expense Budget 2003 2004 2005

Public seminars $2,250 $2,000 $2,200
Publication promotions $1,825 $2,000 $2,200
Advertisements $3,860 $4,000 $4,500
Website $3,400 $2,000 $2,500
------------ ------------ ------------
Total Sales and Marketing Expenses $11,335 $10,000 $11,400
Percent of Sales 10.59% 5.52% 6.00%
Contribution Margin $79,636 $143,850 $150,100
Contribution Margin / Sales 74.41% 79.48% 79.00%

Page 13
 Advanced Linguistic Pontificators

5.0 Controls

The purpose of Advanced Linguistic Pontificators' marketing plan is to serve as a plan and
guidepost for the organization. The plan will act as a map to chart future activities as well as a
mechanism to track progress.

The following areas will be monitored to gauge performance:

• Revenue- monthly and annual.

• Customer satisfaction.
• Revenue from repeat customers
• New customer acquisition costs and effectiveness.

5.1 Implementation

The following milestones identify the key marketing programs. It is important to accomplish each
one on time and on budget.

Milestones

Marketing plan completion

First three public seminars

Advertising campaign #1

Advertising campaign #2

Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec

Table 5.1: Milestones

Milestones Plan
Milestone Start Date End Date Budget Manager Department
Marketing plan completion 1/1/03 2/1/03 Daug
First three public seminars 2/1/03 4/1/03 $600 Daug
Advertising campaign #1 3/1/03 6/30/03 $1,860 Daug
Advertising campaign #2 7/1/03 12/31/03 $2,000 Daug
Totals $4,460

Page 14
 Advanced Linguistic Pontificators

5.2 Marketing Organization

Daug will be responsible for the marketing activities. As an outsource provider of expertise himself,
Daug recognizes and supports his own service industy, and so, will use outside providers for tasks
that are beyond his acknowledges skill set.

For website development he will utilize the expert knowledge of 1st-at-the-Top.com Internet and E-
commerce Consultants. As a full-service consultancy and provider, 1st-at-the-Top.com offers
website design and development, site hosting, as well as the all important search engine
submission and placement.

5.3 Contingency Planning

Difficulties and risks:

• Problems generating visibility.

• Overly aggressive and debilitating actions by competitors.
• Problems with the general economic climate.

Worst case risks may include:

• Determining that the business cannot support itself on an ongoing basis.

• Having to liquidate equipment or intellectual property to cover liabilities.

Page 15
 Appendix: Advanced Linguistic Pontificators
Table 4.2 Sales Forecast

Sales Forecast Plan

Sales Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Medium size companies $0 $0 $2,000 $3,500 $4,000 $4,000 $4,200 $5,200 $6,000 $6,500 $7,025 $7,400
Large size companies $0 $0 $2,000 $4,000 $5,000 $4,500 $4,700 $6,000 $7,000 $7,500 $8,000 $8,500
Total Sales $0 $0 $4,000 $7,500 $9,000 $8,500 $8,900 $11,200 $13,000 $14,000 $15,025 $15,900

Direct Cost of Sales Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Medium size companies $0 $0 $300 $525 $600 $600 $630 $780 $900 $975 $1,054 $1,110
Large size companies $0 $0 $300 $600 $750 $675 $705 $900 $1,050 $1,125 $1,200 $1,275
Subtotal Cost of Sales $0 $0 $600 $1,125 $1,350 $1,275 $1,335 $1,680 $1,950 $2,100 $2,254 $2,385

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 Appendix: Advanced Linguistic Pontificators
Table 4.3 Marketing Expense Budget

Marketing Expense Budget Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Public seminars $175 $200 $225 $250 $100 $125 $125 $150 $150 $225 $250 $275
Publication promotions $100 $125 $150 $175 $100 $110 $120 $130 $140 $200 $225 $250
Advertisements $400 $435 $425 $400 $200 $225 $250 $250 $225 $200 $400 $450
Website $1,000 $100 $100 $100 $100 $500 $100 $100 $100 $100 $1,000 $100
------------ ------------ ------------ ------------ ------------ ------------ ------------ ------------ ------------ ------------ ------------ ------------
Total Sales and Marketing Expenses $1,675 $860 $900 $925 $500 $960 $595 $630 $615 $725 $1,875 $1,075
Percent of Sales 0.00% 0.00% 22.50% 12.33% 5.56% 11.29% 6.69% 5.63% 4.73% 5.18% 12.48% 6.76%
Contribution Margin ($1,675) ($860) $2,500 $5,450 $7,150 $6,265 $6,970 $8,890 $10,435 $11,175 $10,896 $12,440
Contribution Margin / Sales 0.00% 0.00% 62.50% 72.67% 79.44% 73.71% 78.31% 79.38% 80.27% 79.82% 72.52% 78.24%

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