{"id":110909,"date":"2017-12-18T16:00:00","date_gmt":"2017-12-18T09:00:00","guid":{"rendered":"https:\/\/suno.vn\/blog\/?p=110909"},"modified":"2017-12-18T16:00:00","modified_gmt":"2017-12-18T09:00:00","slug":"chien-luoc-tang-doanh-thu-bung-no-cho-nam-2018","status":"publish","type":"post","link":"https:\/\/suno.vn\/blog\/chien-luoc-tang-doanh-thu-bung-no-cho-nam-2018\/","title":{"rendered":"Chi\u1ebfn l\u01b0\u1ee3c t\u0103ng doanh thu &#8220;b\u00f9ng n\u1ed5&#8221; cho n\u0103m 2018"},"content":{"rendered":"<p><em><strong>\u00a0N\u0103m 2018 \u0111ang \u0111\u1ebfn r\u1ea5t g\u1ea7n. \u0110\u1ec3 \u0111\u1ea1t \u0111\u01b0\u1ee3c nhi\u1ec1u th\u00e0nh c\u00f4ng trong n\u0103m m\u1edbi \u0111\u00f2i h\u1ecfi c\u00e1c ch\u1ee7 c\u1eeda h\u00e0ng ph\u1ea3i \u0111\u1eb7t ra m\u1ee5c ti\u00eau v\u00e0 c\u00f3 s\u1ef1 chu\u1ea9n b\u1ecb t\u1eeb s\u1edbm. D\u01b0\u1edbi \u0111\u00e2y l\u00e0 5 y\u1ebfu t\u1ed1 thi\u1ebft y\u1ebfu gi\u00fap b\u1ea1n x\u00e2y d\u1ef1ng chi\u1ebfn l\u01b0\u1ee3c t\u0103ng doanh thu &#8220;b\u00f9ng n\u1ed5&#8221; trong n\u0103m 2018.<\/strong><\/em><\/p>\n<figure id=\"attachment_110916\" aria-describedby=\"caption-attachment-110916\" style=\"width: 600px\" class=\"wp-caption aligncenter\"><img loading=\"lazy\" class=\"wp-image-110916 size-full\" src=\"https:\/\/suno.vn\/blog\/wp-content\/uploads\/2017\/12\/chien-luoc-tang-doanh-thu-bung-no-cho-nam-2018-1-e1513586501958.jpg\" alt=\"6 y\u1ebfu t\u1ed1 gi\u00fap b\u1ea1n x\u00e2y d\u1ef1ng chi\u1ebfn l\u01b0\u1ee3c t\u0103ng doanh thu n\u0103m 2018 b\u00f9ng n\u1ed5\" width=\"600\" height=\"400\" srcset=\"https:\/\/suno.vn\/blog\/wp-content\/uploads\/2017\/12\/chien-luoc-tang-doanh-thu-bung-no-cho-nam-2018-1-e1513586501958.jpg 600w, https:\/\/suno.vn\/blog\/wp-content\/uploads\/2017\/12\/chien-luoc-tang-doanh-thu-bung-no-cho-nam-2018-1-e1513586501958-90x60.jpg 90w\" sizes=\"(max-width: 600px) 100vw, 600px\" \/><figcaption id=\"caption-attachment-110916\" class=\"wp-caption-text\"><em>6 y\u1ebfu t\u1ed1 gi\u00fap b\u1ea1n x\u00e2y d\u1ef1ng chi\u1ebfn l\u01b0\u1ee3c t\u0103ng doanh thu n\u0103m 2018 b\u00f9ng n\u1ed5<\/em><\/figcaption><\/figure>\n<h3>1. \u0110\u00e1nh gi\u00e1 l\u1ea1i ho\u1ea1t \u0111\u1ed9ng kinh doanh c\u1ee7a n\u0103m c\u0169<\/h3>\n<p>M\u1ed7i m\u00f4 h\u00ecnh kinh doanh s\u1ebd c\u00f3 c\u00e1ch ti\u1ebfp c\u1eadn kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng, b\u00e1n h\u00e0ng v\u00e0 t\u1ea1o ra v\u00f2ng l\u1eb7p doanh thu theo nh\u1eefng ph\u01b0\u01a1ng ph\u00e1p kh\u00e1c nhau. \u00dd t\u01b0\u1edfng kinh doanh doanh ph\u1ea3i \u0111\u1ea3m b\u1ea3o ph\u00f9 h\u1ee3p v\u1edbi th\u1ecb hi\u1ebfu th\u1ecb tr\u01b0\u1eddng m\u1ee5c ti\u00eau mang l\u1ea1i hi\u1ec7u qu\u1ea3 v\u00e0 l\u1ee3i nhu\u1eadn cao nh\u1ea5t. D\u01b0\u1edbi \u0111\u00e2y l\u00e0 m\u1ed9t v\u00e0i g\u1ee3i \u00fd b\u1ea1n c\u00f3 th\u1ec3 tham kh\u1ea3o khi x\u00e2y d\u1ef1ng chi\u1ebfn l\u01b0\u1ee3c t\u0103ng doanh thu:<\/p>\n<ul>\n<li>L\u00e0m m\u1edbi c\u00e1c s\u1ea3n ph\u1ea9m c\u0169 th\u00e0nh &#8220;phi\u00ean b\u1ea3n&#8221; m\u1edbi h\u1ea5p d\u1eabn v\u00e0 ho\u00e0n h\u1ea3o h\u01a1n \u0111\u1ec3 thu h\u00fat kh\u00e1ch h\u00e0ng, v\u00e0 m\u1edf r\u1ed9ng th\u00eam th\u1ecb tr\u01b0\u1eddng.<\/li>\n<li>T\u00ecm c\u00e1ch ti\u00eau th\u1ee5 s\u1ea3n ph\u1ea9m r\u1ebb h\u01a1n v\u00e0 hi\u1ec7u qu\u1ea3 h\u01a1n nh\u01b0 th\u01b0\u01a1ng m\u1ea1i \u0111i\u1ec7n t\u1eed, \u0111i\u1ec7n tho\u1ea1i ho\u1eb7c phi\u1ebfu mua h\u00e0ng.<\/li>\n<li>M\u1edf th\u00eam k\u00eanh b\u00e1n h\u00e0ng m\u1edbi nh\u01b0 ph\u00e1t th\u00eam m\u1ea1ng l\u01b0\u1edbi ph\u00e2n ph\u1ed1i, \u0111\u1ed1i t\u00e1c b\u00e1n h\u00e0ng,&#8230;<\/li>\n<li>Li\u00ean k\u1ebft v\u1edbi c\u00e1c c\u00f4ng ty kh\u00e1c \u0111\u1ec3 ph\u00e1t tri\u1ec3n th\u1ecb tr\u01b0\u1eddng r\u1ed9ng v\u00e0 \u0111a d\u1ea1ng h\u01a1n.<\/li>\n<\/ul>\n<h3>2. X\u00e2y d\u1ef1ng k\u1ebf ho\u1ea1ch kinh doanh n\u0103m 2018<\/h3>\n<p>B\u1ea3n k\u1ebf ho\u1ea1ch kinh doanh bao g\u1ed3m t\u1ea5t c\u1ea3 ho\u1ea1t \u0111\u1ed9ng b\u00e1n h\u00e0ng v\u00e0 ti\u1ebfp th\u1ecb, c\u00e1ch th\u1ee9c ph\u00e1t tri\u1ec3n c\u00e1c \u00fd t\u01b0\u1edfng ti\u1ec1m n\u0103ng th\u00e0nh l\u1ee3i nhu\u1eadn th\u1ef1c s\u1ef1 cho c\u1eeda h\u00e0ng. M\u1ee5c \u0111\u00edch c\u1ee7a vi\u1ec7c l\u1eadp k\u1ebf ho\u1ea1ch kinh doanh l\u00e0 c\u00f3 th\u1ec3 \u0111\u1ed3ng b\u1ed9 h\u00f3a quy tr\u00ecnh v\u1eadn h\u00e0ng, c\u00f4ng ngh\u1ec7 v\u00e0 con ng\u01b0\u1eddi theo c\u00e1ch th\u1ee9c t\u1ed1i \u01b0u nh\u1ea5t. M\u1ecdi ho\u1ea1t \u0111\u1ed9ng kinh doanh \u0111\u1ec1u nh\u1eb1m m\u1ee5c \u0111\u00edch chung l\u00e0 \u0111\u1ea1t \u0111\u01b0\u1ee3c doanh thu cao nh\u1ea5t, gi\u1ea3m th\u1eddi gian thu h\u1ed3i v\u1ed1n v\u00e0 gia t\u0103ng l\u1ee3i nhu\u1eadn cao h\u01a1n cho c\u1eeda h\u00e0ng.<\/p>\n<figure id=\"attachment_110918\" aria-describedby=\"caption-attachment-110918\" style=\"width: 600px\" class=\"wp-caption aligncenter\"><img loading=\"lazy\" class=\"wp-image-110918 size-full\" src=\"https:\/\/suno.vn\/blog\/wp-content\/uploads\/2017\/12\/chien-luoc-tang-doanh-thu-bung-no-cho-nam-2018-4-e1513586560206.jpg\" alt=\"X\u00e2y d\u1ef1ng k\u1ebf ho\u1ea1ch kinh doanh \u0111\u1ec3 v\u1ea1ch chi\u1ebfn l\u01b0\u1ee3c t\u0103ng doanh thu hi\u1ec7u qu\u1ea3 h\u01a1n\" width=\"600\" height=\"425\" \/><figcaption id=\"caption-attachment-110918\" class=\"wp-caption-text\"><em>X\u00e2y d\u1ef1ng k\u1ebf ho\u1ea1ch kinh doanh \u0111\u1ec3 v\u1ea1ch chi\u1ebfn l\u01b0\u1ee3c t\u0103ng doanh thu hi\u1ec7u qu\u1ea3 h\u01a1n<\/em><\/figcaption><\/figure>\n<h3>3. \u0110\u1eb7t m\u1ee5c ti\u00eau ph\u00f9 h\u1ee3p cho \u0111\u1ed9i ng\u0169 b\u00e1n h\u00e0ng<\/h3>\n<p>Tr\u00ean th\u1ef1c t\u1ebf, m\u1ee5c ti\u00eau ho\u1ea1t \u0111\u1ed9ng gi\u1eefa b\u1ed9 ph\u1eadn ti\u1ebfp th\u1ecb v\u00e0 b\u00e1n h\u00e0ng lu\u00f4n t\u1ed3n t\u1ea1i nh\u1eefng m\u00e2u thu\u1eabn t\u1ef1 nhi\u00ean. \u0110\u00f3 l\u00e0 s\u1ef1 c\u00e2n b\u1eb1ng gi\u1eefa m\u1ee5c ti\u00eau b\u00e1n h\u00e0ng ng\u1eafn h\u1ea1n v\u00e0 k\u1ebf ho\u1ea1ch x\u00e2y d\u1ef1ng th\u01b0\u01a1ng hi\u1ec7u, ph\u00e1t tri\u1ec3n m\u1ea1ng l\u01b0\u1edbi kh\u00e1ch h\u00e0ng d\u00e0i h\u1ea1n.<\/p>\n<p>Chi\u1ebfn l\u01b0\u1ee3c t\u0103ng doanh thu cho c\u1eeda h\u00e0ng n\u0103m 2018 ph\u1ea3i \u0111\u1ea3m b\u1ea3o c\u00e2n b\u1eb1ng c\u1ea3 hai nhi\u1ec7m v\u1ee5 b\u00e1n h\u00e0ng v\u00e0 ti\u1ebfp th\u1ecb. T\u1eeb \u0111\u00f3 x\u00e2y d\u1ef1ng m\u1ed9t chi\u1ebfn l\u01b0\u1ee3c b\u00e1n h\u00e0ng r\u00f5 r\u00e0ng c\u00f3 m\u1ee5c ti\u00eau c\u1ee5 th\u1ec3, cho ph\u00e9p \u0111o l\u01b0\u1eddng v\u00e0 \u0111i\u1ec1u ch\u1ec9nh khi c\u1ea7n thi\u1ebft.<\/p>\n<p>M\u1ed9t trong nh\u1eefng c\u00e1ch hi\u1ec7u qu\u1ea3 nh\u1ea5t nh\u1ea5t b\u1ea1n c\u00f3 th\u1ec3 \u00e1p d\u1ee5ng l\u00e0 x\u00e2y d\u1ef1ng cam k\u1ebft d\u1ecbch v\u1ee5 (SLA) gi\u1eefa ti\u1ebfp th\u1ecb v\u00e0 b\u00e1n h\u00e0ng. N\u00f3 x\u00e1c \u0111\u1ecbnh nhi\u1ec7m v\u1ee5 v\u00e0 \u0111\u1ecbnh h\u01b0\u1edbng ho\u1ea1t \u0111\u1ed9ng cho t\u1eebng b\u1ed9 ph\u1eadn.<\/p>\n<h3>4. Nh\u1eadn \u0111\u1ecbnh l\u1ea1i th\u01b0\u01a1ng hi\u1ec7u<\/h3>\n<p>M\u1ed9t s\u1ea3n ph\u1ea9m ho\u1eb7c th\u01b0\u01a1ng hi\u1ec7u y\u1ebfu k\u00e9m l\u00e0 g\u00e1nh n\u1eb7ng l\u1edbn trong ti\u1ebfp th\u1ecb v\u00e0 c\u1ea3n tr\u1edf hi\u1ec7u qu\u1ea3 b\u00e1n h\u00e0ng. D\u01b0\u1edbi \u0111\u00e2y l\u00e0 m\u1ed9t s\u1ed1 c\u00e2u h\u1ecfi \u0111\u1ec3 b\u1ea1n x\u00e1c \u0111\u1ecbnh c\u00f3 c\u1ea7n x\u00e2y d\u1ef1ng l\u1ea1i th\u01b0\u01a1ng hi\u1ec7u c\u1ee7a m\u00ecnh hay kh\u00f4ng:<\/p>\n<ul>\n<li>Th\u01b0\u01a1ng hi\u1ec7u c\u1ee7a b\u1ea1n c\u00f3 t\u1ea1o \u0111\u01b0\u1ee3c s\u1ef1 kh\u00e1c bi\u1ec7t kh\u00f4ng?<\/li>\n<li>Th\u01b0\u01a1ng hi\u1ec7u c\u1ee7a b\u1ea1n c\u00f3 h\u1ea5p d\u1eabn, l\u00f4i cu\u1ed1n kh\u00e1ch h\u00e0ng kh\u00f4ng?<\/li>\n<li>Th\u01b0\u01a1ng hi\u1ec7u c\u1ee7a b\u1ea1n c\u00f3 m\u1edbi m\u1ebb tr\u00ean th\u1ecb tr\u01b0\u1eddng v\u00e0 ph\u00f9 h\u1ee3p v\u1edbi kh\u00e1ch h\u00e0ng m\u1ee5c ti\u00eau kh\u00f4ng?<\/li>\n<li>S\u1ea3n ph\u1ea9m c\u1ee7a b\u1ea1n c\u00f3 th\u1ef1c s\u1ef1 mang l\u1ea1i l\u1ee3i \u00edch cho kh\u00e1ch h\u00e0ng kh\u00f4ng?<\/li>\n<\/ul>\n<figure id=\"attachment_110917\" aria-describedby=\"caption-attachment-110917\" style=\"width: 600px\" class=\"wp-caption aligncenter\"><img loading=\"lazy\" class=\"wp-image-110917 size-full\" src=\"https:\/\/suno.vn\/blog\/wp-content\/uploads\/2017\/12\/chien-luoc-tang-doanh-thu-bung-no-cho-nam-2018-3-e1513586612959.jpg\" alt=\"Chi\u1ebfn l\u01b0\u1ee3c t\u0103ng doanh thu cho n\u0103m 2018\" width=\"600\" height=\"397\" \/><figcaption id=\"caption-attachment-110917\" class=\"wp-caption-text\"><em>Chi\u1ebfn l\u01b0\u1ee3c t\u0103ng doanh thu cho n\u0103m 2018<\/em><\/figcaption><\/figure>\n<h3>5. Chi\u1ebfn thu\u1eadt ti\u1ebfp th\u1ecb d\u1ef1a tr\u00ean t\u00e2m l\u00fd<\/h3>\n<p>Nghe c\u00f3 v\u1ebb r\u1ea5t &#8220;cao si\u00eau&#8221; nh\u01b0ng b\u1ea1n ho\u00e0n to\u00e0n c\u00f3 th\u1ec3 \u00e1p d\u1ee5ng chi\u1ebfn thu\u1eadt ti\u1ebfp th\u1ecb d\u1ef1a tr\u00ean t\u00e2m l\u00fd hi\u1ec7u qu\u1ea3 b\u1eb1ng nh\u1eefng &#8220;th\u1ee7 thu\u1eadt&#8221; sau \u0111\u00e2y:<\/p>\n<ul>\n<li>Th\u1ea5u hi\u1ec3u t\u00e2m l\u00fd kh\u00e1ch h\u00e0ng tr\u01b0\u1edbc khi \u0111\u01b0a ra m\u1ecdi \u00fd t\u01b0\u1edfng kinh doanh. Chi\u1ebfn l\u01b0\u1ee3c ti\u1ebfp th\u1ecb n\u00ean mang t\u00ednh kh\u01a1i g\u1ee3i c\u1ea3m x\u00fac h\u01a1n l\u00e0 t\u1eadp trung v\u00e0o ti\u1ec7n \u00edch, t\u00ednh n\u0103ng s\u1ea3n ph\u1ea9m.<\/li>\n<li>Ch\u1ea5p nh\u1eadn m\u1ed9t ho\u1eb7c hai khuy\u1ebft \u0111i\u1ec3m c\u1ee7a s\u1ea3n ph\u1ea9m, kh\u00e1ch h\u00e0ng s\u1ebd c\u00f3 xu h\u01b0\u1edbng tin t\u01b0\u1edfng h\u01a1n v\u00e0o nh\u1eefng t\u00ednh n\u0103ng c\u00f2n l\u1ea1i theo l\u1eddi gi\u1edbi thi\u1ec7u c\u1ee7a b\u1ea1n. Ng\u01b0\u1ee3c l\u1ea1i, khi kh\u1eb3ng \u0111\u1ecbnh s\u1ea3n ph\u1ea9m qu\u00e1 ho\u00e0n h\u1ea3o l\u00e0 t\u1ed1t nh\u1ea5t, kh\u00e1ch h\u00e0ng s\u1ebd c\u1ea3m th\u1ea5y nghi ng\u1edd v\u00e0 cho r\u1eb1ng b\u1ea1n n\u00f3i qu\u00e1 m\u1ecdi th\u1ee9 l\u00ean.<\/li>\n<\/ul>\n<h3>6. T\u1ed1i \u01b0u h\u00f3a chi\u1ebfn l\u01b0\u1ee3c kinh doanh tr\u1ef1c tuy\u1ebfn<\/h3>\n<p>B\u01b0\u1edbc n\u00e0y n\u00ean \u0111\u01b0\u1ee3c th\u1ef1c hi\u1ec7n sau khi b\u1ea1n \u0111\u00e3 x\u00e2y d\u1ef1ng \u0111\u01b0\u1ee3c m\u00f4 h\u00ecnh kinh doanh ho\u00e0n ch\u1ec9nh, hi\u1ec7u qu\u1ea3, quy tr\u00ecnh v\u1eadn h\u00e0nh \u0111i v\u00e0o khu\u00f4n kh\u1ed5 mang l\u1ea1i \u0111\u01b0\u1ee3c doanh thu v\u00e0 th\u01b0\u01a1ng hi\u1ec7u \u0111\u00e3 c\u00f3 ch\u1ed7 \u0111\u1ee9ng tr\u00ean th\u1ecb tr\u01b0\u1eddng. Khi ph\u00e1t tri\u1ec3n trang web b\u1ea1n ph\u1ea3i ch\u1eafc ch\u1eafn \u0111\u00e1p \u1ee9ng \u0111\u01b0\u1ee3c b\u1ed1n m\u1ee5c ti\u00eau quan tr\u1ecdng sau:<\/p>\n<ul>\n<li>Thu h\u00fat \u0111\u01b0\u1ee3c kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng.<\/li>\n<li>Gi\u00e1o d\u1ee5c kh\u00e1ch h\u00e0ng s\u1eed d\u1ee5ng s\u1ea3n ph\u1ea9m\/ d\u1ecbch v\u1ee5 c\u1ee7a b\u1ea1n.<\/li>\n<li>T\u1ea1o \u0111i\u1ec1u ki\u1ec7n \u0111\u1ec3 kh\u00e1ch h\u00e0ng c\u00f3 th\u1ec3 li\u00ean h\u1ec7 v\u1edbi \u0111\u1ed9i ng\u0169 b\u00e1n h\u00e0ng d\u1ec5 d\u00e0ng.<\/li>\n<li>Bi\u1ebfn kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng th\u00e0nh ng\u01b0\u1eddi mua h\u00e0ng th\u1ef1c s\u1ef1.<\/li>\n<\/ul>\n<p>Xem th\u00eam:<\/p>\n<ul>\n<li><a href=\"https:\/\/suno.vn\/blog\/5-meo-nam-bat-tam-ly-khach-hang-va-khien-ho-mua-hang\/\" target=\"_blank\" rel=\"noopener\">4 m\u1eb9o khi\u1ebfn kh\u00e1ch h\u00e0ng mua h\u00e0ng, t\u0103ng doanh s\u1ed1 b\u00e1n h\u00e0ng cu\u1ed1i n\u0103m<\/a><\/li>\n<li><a href=\"https:\/\/suno.vn\/blog\/5-co-hoi-de-tang-doanh-thu-ban-thuong-bo-lo\/\" target=\"_blank\" rel=\"noopener\">5 c\u01a1 h\u1ed9i \u0111\u1ec3 t\u0103ng doanh thu b\u1ea1n th\u01b0\u1eddng b\u1ecf l\u1ee1<\/a><\/li>\n<li><a href=\"https:\/\/suno.vn\/blog\/nghe-thuat-ban-hang-bac-cao-cua-vua-ban-le-walmart\/\" target=\"_blank\" rel=\"noopener\">Ngh\u1ec7 thu\u1eadt b\u00e1n h\u00e0ng b\u1eadc cao c\u1ee7a \u201cvua b\u00e1n l\u1ebb\u201d Walmart<\/a><\/li>\n<\/ul>\n","protected":false},"excerpt":{"rendered":"<p>\u00a0N\u0103m 2018 \u0111ang \u0111\u1ebfn r\u1ea5t g\u1ea7n. \u0110\u1ec3 \u0111\u1ea1t \u0111\u01b0\u1ee3c nhi\u1ec1u th\u00e0nh c\u00f4ng trong n\u0103m m\u1edbi \u0111\u00f2i h\u1ecfi c\u00e1c ch\u1ee7 c\u1eeda h\u00e0ng ph\u1ea3i \u0111\u1eb7t ra m\u1ee5c ti\u00eau v\u00e0 c\u00f3 s\u1ef1 chu\u1ea9n b\u1ecb t\u1eeb s\u1edbm. D\u01b0\u1edbi \u0111\u00e2y l\u00e0 5 y\u1ebfu t\u1ed1 thi\u1ebft y\u1ebfu gi\u00fap b\u1ea1n x\u00e2y d\u1ef1ng chi\u1ebfn l\u01b0\u1ee3c t\u0103ng doanh thu &#8220;b\u00f9ng n\u1ed5&#8221; trong n\u0103m 2018. [&#8230;]\n","protected":false},"author":101017,"featured_media":110916,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":[],"categories":[6],"tags":[404,985,625],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v18.4.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Chi\u1ebfn l\u01b0\u1ee3c t\u0103ng doanh thu &quot;b\u00f9ng n\u1ed5&quot; cho n\u0103m 2018<\/title>\n<meta name=\"description\" content=\"\u00a0N\u0103m 2018 \u0111ang \u0111\u1ebfn r\u1ea5t g\u1ea7n. \u0110\u1ec3 c\u00f3 \u0111\u01b0\u1ee3c nhi\u1ec1u th\u00e0nh c\u00f4ng trong n\u0103m m\u1edbi \u0111\u00f2i h\u1ecfi c\u00e1c ch\u1ee7 c\u1eeda h\u00e0ng ph\u1ea3i \u0111\u1eb7t ra m\u1ee5c ti\u00eau v\u00e0 c\u00f3 s\u1ef1 chu\u1ea9n b\u1ecb t\u1eeb s\u1edbm. 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