Barnes, Poberezny, Singer, Erickson 1 Introduction The Florida Marlins are a National League baseball team from Miami, Florida. They currently play in Miami at Dolphins stadium along with the Miami Dolphins who is the NFL team. These two teams attract the middle to upper blue collar citizens. They are the ones that can afford the tickets and they enjoy baseball. The Marlins were added in 1993 as a National League expansion team along with the Colorado Rockies. While the Marlins have won two World Series in 15 short years of play they still suffer from record-low attendance. It possibly could be the price of the ticket, the fact the team is not very popular because of the players they have or finally because of the area they are located do not draw the fans that are interested in baseball. The team has come to a turning point in their history. Their current marketing strategy has been recognized for its ingenuity however it is failing to fill the stands (Baseball-Reference, 2008). The team has also shuffled their lineup frequently enough to alienate fans and even drive season ticket holders to demand refunds (Ozanian & Badenhausen, 2008). The team needs to change their approach to marketing baseball if they want to continue to be successful. After extensive research on Florida and the Marlins, the proposed solution is to move the Florida Marlins from Miami to Jacksonville, Florida and rebrand the team as the Jacksonville Yellow Jackets. A complete reworking of the brand strategy in combination with relocation can turn what was known as the Marlins into one of the most valuable properties in professional sports. Continuing to attract the same type of fans, middle to upper blue collar, that were in Miami is the goal and filling the stands in Jacksonville will be a challenge, but one that can be overcome with the proposed solution. This process will help the Yellow Jackets become synonymous with Jacksonville like the Cubs are to Chicago or the Yankees to New York. We as a group have come up with our own Sports Marketing Team and call ourselves the JLMC Sports Marketing Group. We each have an assigned position in the business where we assist the client in whatever way possible. JLMC Marketing/Communication Staff Positions Joseph Barnes: Vice President of Marketing – In charge of marketing process, which includes promotion, marketing, brand development, and advertising. The VP will also hire and manage a marketing staff. Lesley Poberezny: Director of Communications – The main public relations individual dealing with internal PR. The duty for this position will include being in charge of crisis management for the team and any communication amongst the team. Michael Singer: Director of Communications – The main public relations individual dealing with external PR. The duty for this position will include spokesperson for the team and outside PR that needs to be taken care of. Chris Erickson: Director of Community Relations – The main goal for this position is getting the franchise good exposure in the community. The director will have to find sponsors, coordinate community outreach programs, and get athletes out into the community at various events. Barnes, Poberezny, Singer, Erickson 2 Executive Summary After extensive research and planning, JLMC Sports Marketing Group is confident that the greatest opportunity for success is relocating the franchise to Jacksonville, Florida. After thorough analysis we believe Jacksonville provides an atmosphere and demographic that will allow the Jacksonville Yellow Jackets to provide the MLB with A Pitch Ahead of the Count success. Jacksonville is known for its enthusiastic approach towards baseball. This is evident through its enormous club and youth activities. The Yellow Jackets season would provide baseball entertainment for the majority of the year. JLMC Sports Marketing Group is a company led by hard-working, free thinking, integrated marketing communications experts and has devoted a team of specialist to the relocation proposal. We devised a plan that optimizes every opportunity in the Jacksonville market. Our strategic plan will create a vast and dedicated fan base, vaulting your franchise to the front of the pack in the burgeoning MLB. A Pitch Ahead of the Count Jacksonville Yellow Jackets will take advantage of Florida’s love for organized athletics. The Yellow Jackets season will back up to the Jacksonville Jaguars season. The new season parallels perfectly to a comfortable venue where citizens can enjoy reasonably priced, passionate, highly competitive baseball. The people of the Jacksonville area match the MLB target audience perfectly. The Yellow Jackets will bring their A Pitch Ahead of the Count to Jacksonville Municipal Stadium. The team can generate extra revenue through an attendance contract with Jacksonville Municipal Stadium. Additional revenue will be brought through merchandising because Florida baseball fans are known for affiliating with their teams through merchandise and the Yellow Jackets will be no different. The Yellow Jackets will establish a strong fan base and build attendance to equal levels of elite teams in the league. Our goal is to brand the Yellow Jackets in Jacksonville as a major league team and make sure they are successful. We will also help to achieve this objective by packaging strong corporate sponsors throughout the stadium and major television support. The team will generate significant media attention in this large media market through its excellence in and outside the stadium. The Yellow Jackets will be marketed as a socially responsible organization dedicated to early childhood and long-life education. By offering a unique product to an exceptional and still untapped market, JLMC Sports Marketing Group believes that the Jacksonville Yellow Jackets will establish loyal fans, turn steady profits, and quickly rise to prominence in the MLB. Problem Statement The Florida Marlins have consistently had the lowest or near lowest attendance of any of the 16 National League teams since 1999 with an average of 16,920 attendees per game in the 2007 season. The capacity of their current home Dolphin Stadium is 47,662. The Pittsburgh Pirates, ranked 15th of the 16 NL teams in attendance that year, had an average of 21,594 attendees per game in a stadium with capacity for 38,365 people. Pittsburgh was ranked below the Marlins in 2007 in overall winnings. In 2007 game attendance sank to as low as 400 people (Baseball-Reference, 2008). Despite two World Series victories, and record high baseball attendance across the league, the Marlins simply cannot attract enough people to their baseball games. Additionally the current stadium is located far away from all mass transit or high density population centers, requiring all fans to commute to the stadium. Barnes, Poberezny, Singer, Erickson 3 Our strategy for increasing attendance is primarily comprised of relocating the team to an area that contains nearly twice the population (U.S Census Annual Estimates, 2007) and a 70% higher median income (Best Places to Live 2006: Jacksonville, 2006, Best Places To Live 2006: Miami, 2006). These factors have been shown to have positive effects on overall Major League Baseball attendance (Park, Lee & Miller, 2007). The new stadium is situated in an area with a higher population as well as a higher population density in the vicinity of the stadium. The new stadium can be accessed by foot, car, public transportation or even by boat (Jacksonville Transit Authority, 2008). Accessibility to a stadium can be key to its success (Pastier, 2008). While the existing Jacksonville Municipal Stadium will require some modification to be used as a baseball stadium, it has been shown that new construction has a large net positive effect on baseball attendance, even several years after stadium construction (Coates & Humphreys, 2003). The second problem is the current marketing strategy of the Florida Marlins is to project an image of the team as an entertainment property at each individual game instead of focusing on marketing the baseball team as a whole. Nearly all of the marketing activities are an attempt to add value to the baseball games in any way that is not related to baseball, and they have been unsuccessful so far. Currently the Marlins marketing strategy includes player autograph sessions, dueling pianos at games, post game Poison concerts, all-you-can-eat seats, game hosts, game DJs, marching bands, a cheerleading squad, an "energy" dance team, and the "Florida Manatees" an all-overweight-male unskilled dance team (Pesca, 2008). Some of the marketing events mentioned above do add value to sporting events in other markets, for instance, the Chicago Bulls have their own all-overweight-male dance team as well, and future marketing will not exclude all of these events (Living the Dream, 2007). Going forward the primary marketing focus will be the baseball team itself as well as the sport of baseball and things traditionally associated with baseball. Mass market advertising will play greatly into this strategy to launch the team. Team logo merchandise will be given away to the general public for a limited period of time to saturate the Jacksonville market and make the Yellow Jackets a household name in the area. The local newspapers will receive a press release about the new team in the area and free merchandise. The local television radio stations will also receive gear to wear to promote the team and make the general public aware of the Yellow Jackets. Community events and participation in the large number of youth sports clubs will be integral to the new marketing strategy as well as the unveiling of the new team colors. This effort should quickly build local interest and loyalty to the team, which is something that is in short supply in Miami. Finally, the Marlins marketing strategy has failed to focus on a core competency of baseball. Fans attend sporting events primarily to watch the sporting event with other fans; all other entertainment activities are secondary. The Marlins have repeatedly traded away talented or crowd pleasing players with high salaries and replaced them with inexperienced or cheaper recruits. This frequent "betrayal" of the fan base discourages customer loyalty. Fans are not encouraged to return season after season because any player they might have enjoyed seeing is likely playing for another city once they develop to the point of requiring a higher salary. This was seen in the "fire sale" after the 1997 World Series when seven of the team's marquee players were traded off and the team went from a World Series victory to the worst team in the league (Baseball-Reference, 2008). The new plan here will involve bringing in several marquee players like an Albert Pujols for the St. Louis Cardinals or a Barry Bonds from the San Francisco Giants to not only generate fan interest, but increase winning percentage. Winning percentage especially has been shown to have a positive correlation with attendance in MLB, and an even stronger correlation when the team has more room to grow in terms of attendance as a percentage of capacity (Park, 2007). While the current Marlins team may have won two Barnes, Poberezny, Singer, Erickson 4 World Series, their overall season records are most often near the league median for games won (Baseball-Reference, 2008). Focus will also be placed on bringing strong players from the local AAA Farm team up in their rookie year and keeping them on the team. With the goal of having exceptionally skilled players identified with the Jacksonville Yellow Jackets brand we hope that fans will associate them with the team much like Michael Jordan is synonymous with the Chicago Bulls or Brett Favre is synonymous with the Green Bay Packers. Jacksonville Yellow Jackets SWOT Analysis Strengths: Higher median income Have adequate arena space Radio popularity Lots of Drive Markets (meaning radio stations and television stations) Largest city population wise in Florida Weaknesses: Not one of the largest tourist locations in Florida There are other pro sports teams like the Jacksonville Jaguars Opportunities: Bringing promotions to an area that isn’t overwhelmed with them Attract large fan base Lock in corporate sponsors Revenue from attendance contract Merchandising Strong fan identification Baseball tickets less expensive than other professional sports Threats: Public doesn’t have a large amount of disposable income Competition between the Jacksonville Barracudas, Suns, and Jaguars Competition with local youth and club baseball teams Preliminary Launch of the Jacksonville Yellow Jackets Logo and color significance In order to emphasize the Yellow Jackets logo, the colors will be black, yellow, and white. The black and yellow will symbolize the fierceness of the yellow jackets. The yellow jacket symbolizes that the team will fly to the top and will be A Pitch Ahead of the Count. Community support of the name, logo, and color will be testing in local focus groups. Unveiling The Yellow Jackets will reveal the team logo at a Jacksonville Jaguars football game. The Yellow Jackets will allow Midwest Airlines to sponsor the unveiling, providing it a chance to receive early affiliation. Barnes, Poberezny, Singer, Erickson 5 Media, Midwest Airlines corporate guests, and other corporate sponsors will be invited to the Jaguars football game for the unveiling of the team name and logo. A regulation size professional baseball with the team name, colors, and logo will be distributed to children 14 and under who are attending the logo unveiling. A press release will be sent to the media announcing the unveiling ceremony one to two weeks prior to the event. A reminder media alert will then be sent out on the day of the ceremony. Immediately following the unveiling a press release announcing all the specifics of the new MLB team will be distributed to the local and national media, targeting locations with MLB teams already. Barnes, Poberezny, Singer, Erickson 6 Sports Marketing Group Sample Press Release May 14, 2008 Jacksonville, FL – The new owners of the Florida Marlins announced that they plan to move the team to Jacksonville. The team is starting fresh with a new location, new ownership, and a new name, Jacksonville Yellow Jackets. The new logos that are to be used are consistently going to be yellow, black, and white. These unique logos will be the brand identifier for this Major League Baseball team. The graphic of the yellow jacket throwing a baseball will be the main team logo. The yellow jacket with the baseball is not the only logo of the league that will be used to characterize the team. The other logos will also be used for merchandising opportunities. Another main thing for the logos was to keep a baseball with it so people could associate the team with baseball. Also giving the ball movement was a critical aspect of the logo. The movement of the ball tries to represent the pace of the MLB game. The unveiling of the logos are going to be revealed at a Jacksonville Jaguars football game on August 3, 2008. The Yellow Jackets will allow Midwest Airlines to sponsor the unveiling, providing it a chance to receive early affiliation. The regulation sized professional baseball with the team name, colors, and logo will be distributed to persons 14 and under who are attending the logo unveiling. The new logos will hopefully get this team going in the right direction and give them A Pitch Ahead of the Count. Barnes, Poberezny, Singer, Erickson 7 Situation Analysis For JLMC Sports Marketing group, we did some extensive research on the Jacksonville area to see if it was a logical place to transfer the Florida Marlins farther north. After doing the proper research our group came to realize that this area was a lot better geographical wise and population wise that we felt confident the team would grow and we could get fans into the stadium by promoting the new team in the proper way. Jacksonville, FL Demographics – Jacksonville 2007 Jacksonville City Population o 2007: 735,617 o Estimated: 750,329 Duval County Population o 2007: 897,561 o Estimated: 993,055 Largest city in Florida 1.3 million live in the area Jacksonville Ethnicity Statistics o Caucasian – 62.1% o African American – 28% o Hispanic or Latino – 4% o Asian – 3.1% o American Indian or Alaska Native – .7% o Hawaiian or Pacific Islander – .2% o Other – 2% Climate (Monthly Averages of Jacksonville, FL 2008) Fall (September to November) o High – 79o o Low – 63 o Winter (December to February) o High – 65.3o o Low – 46.3o Spring (March to May) o High – 79o o Low – 59o Summer (June to August) o High – 89.3o o Low – 73o Precipitation averages around 4.08 inches per year Media (Duval Country Profile 2008) 10 Newspapers o Baker County Standard – Baker County, FL o Beaches Leader – Duval County, FL o Bradford County Telegraph – Bradford County, FL o Fernandina Beach News Leader – Nassau County, FL o Florida Times-Union – Duval County, FL o Jacksonville Business Journal – Jacksonville, FL o Folio Weekly – Jacksonville, FL o Jacksonville Daily Record – Jacksonville, FL o Florida Star – Jacksonville, FL o The Jacksonville Advocate – Jacksonville, FL Barnes, Poberezny, Singer, Erickson 8 7 Local Television Stations – WJXT (4 IND), WTLV (12 NBC), WJXX (25 ABC), WAWS (30 Fox), WTEV (47 CBS), WJCT (7 PBS), WJWB (17 WB) Local Radio Stations – WJCT (89.9 FM), WFKS (97.9 FM), WJBT (92.7 FM), WOKV (690 AM), WAPE (95.5 FM), WROO (93.3), WQIK (99.1), WPLA (107.3) Most newspapers and television stations do have sites online Medical Facilities/Specialties/Hospitals (Jacksonville Demographics and Household Information 2007) Facilities o Brooks Rehabilitation Hospital Specialties o Baptist Medical Center o Shands Jacksonville Med Ctr o Specialty Hosp Jacksonville o St. Vincent’s Medical Center Hospitals o St. Luke’s Hospital o Ten Broeck Hosp Jacksonville o Naval Hospital o Memorial Hosp of Jacksonville General Information (Duval County Profile 2008) Jacksonville has no state income tax Jacksonville in on Eastern Standard Time Jacksonville is on the St. Johns River Filming location for three films o 2004 movie, “The Manchurian Candidate” o 1997 movie, “G.I. Jane” o 1997 movie, “The Devil’s Advocate” Numerous Attractions – Anheuser-Busch Brewery, Jacksonville Zoo, Riverwalk, Jacksonville Beach, Timucuan Ecological and Historic Preserve, Tree Hill Home three sports teams – Jacksonville Jaguars (NFL), Suns (Minor League Baseball), Barracudas (Southern Professional Hockey League) Economic (Duval County 2008) State Sales Tax – 6.93% Maximum Local rate – 1.5% Maximum State and Local rate – 7.5% Unemployment Rate – 4.3% Sport Facility Jacksonville Municipal Stadium (Jacksonville Municipal Stadium 2008) Built in 1946 Home of the Jacksonville Jaguars Jacksonville Municipal Stadium Specs (Jacksonville Municipal Stadium 2008) o 76,877 permanent seats o 75 Luxury Suites o 11,000 Club Seats o Two Crown Royal Touchdown Clubs o Ramps and Escalators for the handicapped o Concession Stands Outback Steakhouse, A1-A Seafood, Austin BBQ Pit Barnes, Poberezny, Singer, Erickson 9 1993-Renovation o $63 million renovation additions Terrace Suite – 25,000 square foot sports bar called the Bud Zone 20,000 square foot Patio 20 new escalators Four new elevators New secure perimeter fence around the stadium Two new state of the art scoreboards Newly renovated clubs and suites Practice fields became a 400,000 square foot entertainment zone Host to several events (Calendar of Events 2007) o Jacksonville Jaguars o Gator Bowl (NCAA) o ACC Championship Game (NCAA) o The World’s Largest Cocktail Party (College Football) o Monster Jam Trucks o Weddings o Private parties o Bar Mitzvah Area Sports Jacksonville Jaguars Jacksonville Municipal Stadium National Football League Jacksonville Suns The Baseball Grounds of Jacksonville Minor League Baseball Jacksonville Barracudas Jacksonville Ice Rink Southern Professional Hockey League Jacksonville Dolphins – Jacksonville University Alexander Brest Field – Baseball, Men’s and Women’s Tennis Swisher Gymnasium – Men’s and Women’s Basketball, Volleyball Milne Field/Ashley Sports Complex – Football, Men’s and Women’s Soccer, Track & Field Jacksonville Yellow Jackets Marketing Plan Baseball Player Make-Up When looking for the proper player for the team, there are specific guidelines or rules that the manager should consider when finding a top line player. The manager will look at a variety of areas that will be the guidelines for the player. They will look at stats, player history, personal issues with the player in the past, what position they play and if there is a need for that position, and finally, if the player has good morale. The manager needs to make sure that the player will fit in with the rest of the group. A great team will have the following types of players in their makeup: 12 Pitchers – These are the ones that are the most important. You will have your starters, your relievers and your closers. Some of the pitchers will be left handed and some right. A mix of 50/50 will be great. 2 Catchers – They do not do as much work as the others so you do not need that many. One will be catching the majority of the games, but it is always nice to have a back up so the main catcher Barnes, Poberezny, Singer, Erickson 10 can have a rest once and awhile. 5 Infielders (1st base, 2nd base, 3rd base, and shortstop) – There will be five players that rotate amongst these positions, but for the most part all will play the same position all year. There will be one backup since there are four players in the infield at all times. The backup is there just in case there is an injury. 6 Outfielders (Right Field, Left Field, Center Field) – There will be six players that rotate amongst these positions. The same three will play the majority of the year, but there are backups just in case there is injury. Even though a great team will have this many players in their makeup, the final judgment is the team has great offense and defense. The team needs to make a lot of runs which includes lots of hits and no errors. A team who does have a winning season will show the fans cause to come to the games. This will cause sold out games and the low attendance will no longer be an issue. Marketing Goals and Strategies To average 60 percent occupancy of the stadiums permanent seats by the end of the first season To generate $400,000 in revenue by the beginning of the first season To generate 60 percent awareness about the franchise’s move into the market among all publics by mid-season To generate 4 major and 8 minor sponsorships by the beginning of the first season To establish a foundation benefiting local schools and school-related charities To sell 900 season ticket packages by the end of the first season To negotiate cooperative partnership with University of Florida-Jacksonville to increase visibility of the team by the public launch of the team Create recognizable products for the fans Marketing Tactics The Jacksonville Yellow Jackets have the opportunity to present some messages to the community that are all appealing to multiple target audiences and center on the idea that the Jacksonville Yellow Jackets are A Pitch Ahead of the Count. It will be essential to successfully integrate the Jacksonville Yellow Jackets with major companies that have sponsored numerous baseball teams in the past. As a marketing team we will approach numerous corporations that have a long standing relationship with MLB as well as local companies that stand to benefit from the partnership. We feel this will be necessary to promote business for the Yellow Jackets to ensure growth in the new community. There will also be numerous packages that will not involve partnerships, but will increase revenue and popularity of the team. All Florida Marlin Season ticket holders will receive a 10 game pass for free for the first season in Jacksonville. This will keep the loyal fans still interested in the “new” team. 2 for 1 Tuesdays – Tuesdays are known as a slow day in the MLB and offering 2 tickets for the price of 1 will increase fan appreciation. Mid-Week Madness – One free children admission with a paying adult – Wednesdays and Thursdays are normally day games and rarely sold out so this will help develop a loyal fan base from the next generation of fans. Barnes, Poberezny, Singer, Erickson 11 Saturdays: Fan Appreciation Day – 5 different Yellow Jackets will sign autographs for a half hour before every Saturday home game. They will rotate throughout the season. 10 Free Bobble Heads – This will occur at 10 different games. It has been a huge success throughout baseball and will help the new city have a better understanding of the teams’ marquee players. Anheuser Busch Promotion – This promotion will be peel away prizes on Budweiser bottles for clothes, tickets etc… The team will need as many fans as possible to wear the merchandise to promote the new team. Bank of America Promotion – If a fan signs up with Bank of America the fan can have a Jacksonville Yellow Jacket Checking account and receive 1 year of Yellow Jacket Checks as well as four tickets to a game. Pepsi Promotion – This will be similar to the Anheuser Busch Promotion, but it will allow children to partake in the offers. They love merchandise just as much as the adults. Nike Relationship – All Yellow Jackets athletes will wear Nike cleats (MLB decides uniform, not the team) and in return the new design of the cleat and turf shoe will have the exact Yellow Jacket colors and logo. Walgreens Relationship – Develop strong ties with the local Walgreens to assure they will provide the entire aide to the Yellow Jackets Team if they were to be injured or just needed assistance on something. Advertising Use the following channels to create awareness o Print o Radio o Television o Outdoor Advertising Public Relations Pitch feature stories to highlight the “softer side” of the team o Local players o The community o Previous MLB players Licensing and Merchandising License all logos and merchandise immediately Generate merchandise for people to wear and display in homes o T-shirts and shorts o Hats o Jerseys o Key Chains o Car Flags o Baseball with logo o Bumper stickers o Lidded coffee cups Barnes, Poberezny, Singer, Erickson 12 Community Relations Reach out to the fan base through: o Community events o Autograph signings o Youth Sports Camps o Fundraisers/Charity auctions Game Promotions Generate loyalty through: o Corporate sponsor giveaways o Fan Participation o Before the game and 7th inning stretch contests o Prizes Baseballs, T-shirts, Bobble Heads Major/Minor Sponsorships The following companies currently associated with other sporting teams, events, or franchises and have displayed interest in supporting an MLB franchise. Walgreens Target The following companies currently sponsor the MLB Beverages o Anheuser-Busch, Gatorade, Pepsi-Cola Food o Frito Lay, Nestle USA (Baby Ruth), Taco Bell Card Services o Bank of America, FIA Card Service – NA, MasterCard International Miscellaneous o DHL, Gillette, General Motors (Chevrolet), InterContinental Hotels Group (Holiday Inn), KPMG, Nike, Sharp, State Farm, XM Satellite Radio Jacksonville Yellow Jackets Timeline The attached calendars are for the Jacksonville Yellow Jackets timeline. The timeline shows what JLMC Sports Marketing group will do to promote the move and change of the name of the Florida Marlins. Conclusions The greatest opportunity for the success of the franchise is to relocate it to Jacksonville, Florida. In the past ten years the Florida Marlins have been among the lowest teams for attendance in all of baseball. By moving the team, we can increase attendance and get the fans into the stands with all the promotions that we would like to offer them. We will provide them with a great lasting impression so they become loyal and build the marketing efforts to promote the team to the highest level of entertainment. Barnes, Poberezny, Singer, Erickson 13 Secondly, the current marketing strategy of adding entertainment to the game that pulls focus from the team has not been working. We will make the team and baseball the entertainment property. We will focus on the team as a whole and make sure that we do not market each game individually. We want to show the fans in Jacksonville that this is team to follow in National League Baseball and make their name synonymous with Jacksonville. Finally, with the fans enthusiasm towards baseball in general and the large working class fan base, Jacksonville provides an atmosphere and demographic that is perfect for a Major League Baseball Team. We feel that this is the right move for the team and know that if the team was moved, there would be great success and more and more fans would enjoy the games and the players at the Jacksonville Yellow Jackets. Barnes, Poberezny, Singer, Erickson 14 References Annual Estimates of the Population for Incorporated Places Over 100,000, Ranked by July 1, 2006 Population (2007). Retrieved May 8, 2008 from the U.S. Census Bureau. Website: http://www.census.gov/popest/cities/tables/SUB-EST2006-01.csv Best Places to live 2006: Jacksonville, FL Snapshot. (2006). Retrieved May 8, 2008 from CNN Money. Website: http://money.cnn.com/magazines/moneymag/bplive/2006/snapshots/PL1235000.html Best Places to live 2006: Miami, FL Snapshot. (2006). Retrieved May 8, 2008 from CNN Money. Website: http://money.cnn.com/magazines/moneymag/bplive/2006/snapshots/PL1245000.html Calendar of Events. (2007). Retrieved April 9, 2008 from That’s Entertainment. Website: http://www.jaxevents.com/calendar.php. 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