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Arial" Arial# Arial$ Arial% Arial& Arial' Arial)  Arial* Arial+  Arial8+++'+)%+&+ +1+% &0+(+)+*++3+, +- 0+2*4+"2Normal Undefined"2Normal Undefined"2Normal Undefined"2Normal Undefined"2Normal Undefined"2Normal Undefined"2Normal Undefined"2Normal Undefined"2 Normal Undefined"2 Normal Undefined"2 Normal Undefined"2 Normal Undefined"2 Normal Undefined"2Normal Undefined"2Normal Undefined"2Normal Undefinedq0*Fb>   1* 3*#1*DD 3*#1* 3*#1*22 3*#(4*"########"""!"###h5*q0*ebd b 1* 3*#1*DD 3*#(4*"########"""!"###h5*q0*d:  1* 3*#1*DD 3*#1* 3*#1*22 3*#(4*"########"""!"###h5*q0*!jZ   1* 3*#1*DD 3*#(4*"########"""!"###h5*q0*1* 3*#1*DD 3*#1* 3*#1*22 3*#(4*"########"""!"###h5*@@@@@@@@@ @ @ @@@ @ @  @@ @     &@@@@@@@ @!@"@# $@%@&@'@@@(@@ @@)*$+@@@,@-@@.@@`<``<<     ` !"#$%&'<(`)*+,-`.`'/"@0"@1@@2@@3"@,4@@5"@"657"87/9@0:;*"<@@ @@=)>,?@@@AB  C"@ D"@4E@@4F@@4G"@HE4I"@@JI4K@L@M@0N/`0`1`2`3`4`5`6`7`8`9:;<`=>?@ABC`D`E`F`G`H`I`J`KLMN!O@@@+P@  @@QR"S "@T  @U @V"@W "@X  @AY@@ @@@@@ @@@ @*Z*[.\.]@.^@@_^ `@ a@.b@2c@@@@ d e@f@ghi@@@j@kjl@@m@$n@@@o@@@#p@@@q@@@r@stutvu%xyz{z|{}|~}~yOP`Q`R`S`T`U`V`W`X`Y`Z[\]`^_e`f` ''2SALES.WK4' Sales Forecast "Quarter@<@'AVERAGE FIRM DEMAND TIME SERIES MODEL FOR EXOGENOUS DEMAND@' for 2 Quarters "Firm+@<<1STARTUP.WK4>>C:D1..C:D1'of 'Product ^X ^Y^Z+@<<1STARTUP.WK4>>C:F1..C:F1 'Firms "A- '1ZԎ @<<1STARTUP.WK4>>D:C23..D:C23- <<1STARTUP.WK4>>D:E23..D:E23-<<1STARTUP.WK4>>D:G23..D:G23P0/21STARTUP must be open and this drive must be default!; ' T=A+Bx "B- aTR'@<<1STARTUP.WK4>>D:C24..D:C24- <<1STARTUP.WK4>>D:E24..D:E24-<<1STARTUP.WK4>>D:G24..D:G24 "A- <<1STARTUP.WK4>>D:C25..D:C25- Zd;OA @<<1STARTUP.WK4>>D:E25..D:E25-<<1STARTUP.WK4>>D:G25..D:G25' DIRECTORY#' T=A+Bx+Cx^2 B- <<1STARTUP.WK4>>D:C26..D:C26- ˡE@<<1STARTUP.WK4>>D:E26..D:E26-<<1STARTUP.WK4>>D:G26..D:G26'History Data "C- <<1STARTUP.WK4>>D:C27..D:C27- =,Ԛ<<1STARTUP.WK4>>D:E27..D:E27-<<1STARTUP.WK4>>D:G27..D:G27'Unit Cost & Margins 'Decisions / Results  "A- <<1STARTUP.WK4>>D:C28..D:C28- <<1STARTUP.WK4>>D:E28..D:E28- A`"3@<<1STARTUP.WK4>>D:G28..D:G28$ ' T=A*EXP(Bx) B- <<1STARTUP.WK4>>D:C29..D:C29- <<1STARTUP.WK4>>D:E29..D:E29- '`?<<1STARTUP.WK4>>D:G29..D:G29 "A- <<1STARTUP.WK4>>D:C30..D:C30- <<1STARTUP.WK4>>D:E30..D:E30- <<1STARTUP.WK4>>D:G30..D:G30 ' T=A*(x^B) "B- <<1STARTUP.WK4>>D:C31..D:C31- <<1STARTUP.WK4>>D:E31..D:E31- <<1STARTUP.WK4>>D:G31..D:G31'Enter assumptions'Seasonal - EN唌?<<1STARTUP.WK4>>D:C35..D:C35- ?<<1STARTUP.WK4>>D:E35..D:E35-8 ?<<1STARTUP.WK4>>D:G35..D:G35' in - 1!撪?<<1STARTUP.WK4>>D:C36..D:C36- ?<<1STARTUP.WK4>>D:E36..D:E36-lBZc ?<<1STARTUP.WK4>>D:G36..D:G36'HIGHLIGHTED AREAS 'Indices - {\?<<1STARTUP.WK4>>D:C37..D:C37- ?<<1STARTUP.WK4>>D:E37..D:E37-p!?<<1STARTUP.WK4>>D:G37..D:G37 - yUg?<<1STARTUP.WK4>>D:C38..D:C38- ?<<1STARTUP.WK4>>D:E38..D:E38-˜.lj?<<1STARTUP.WK4>>D:G38..D:G38'Use PgUp and PgDn'Checksum @  P @  P@P' to navigate'<-- Home" 'PgDn Avg Demand Causal Model'Empty -->6'MARKET FORECAST: HISTORY AND COMPETITOR BEHAVIORC'AVERAGE FIRM DEMAND MODEL COEFFICIENTS FOR ENDOGENOUS DEMAND @7"V?ӛ@7^X^Y^Z ' Product X ' Product Y' Product Z0'Actual Behavior (all firms), Last Quarter  "Quarter Qr'COEFFS FOR  "Coeff  "Coeff "Coeff' Avg Price-QN@<<1STARTUP.WK4>>C:O24..C:O24-ףp= @<<1STARTUP.WK4>>C:P24..C:P24-(\b@<<1STARTUP.WK4>>C:Q24..C:Q24' Intercept- rh @<<1STARTUP.WK4>>D:C44..D:C44-  @<<1STARTUP.WK4>>D:E44..D:E44-Cl @<<1STARTUP.WK4>>D:G44..D:G44' Avg Advertising-ȯ@<<1STARTUP.WK4>>C:O25..C:O25-@<<1STARTUP.WK4>>C:P25..C:P25-g@<<1STARTUP.WK4>>C:Q25..C:Q25' Price - Current- #[<<1STARTUP.WK4>>D:C45..D:C45- U0*Є<<1STARTUP.WK4>>D:E45..D:E45- cZ<<1STARTUP.WK4>>D:G45..D:G45' Avg R & D-(\¼ @<<1STARTUP.WK4>>C:O26..C:O26-p @<<1STARTUP.WK4>>C:P26..C:P26-@<<1STARTUP.WK4>>C:Q26..C:Q26' Adv - Current- >Z1 ?<<1STARTUP.WK4>>D:C46..D:C46- F6?<<1STARTUP.WK4>>D:E46..D:E46-1l?<<1STARTUP.WK4>>D:G46..D:G46"'Our Behavior in Last Quarter "Quarter' R&D - Current- <<1STARTUP.WK4>>D:C47..D:C47- <<1STARTUP.WK4>>D:E47..D:E47-<<1STARTUP.WK4>>D:G47..D:G47' Price-@<<1STARTUP.WK4>>C:O37..C:O37-Q~@<<1STARTUP.WK4>>C:P37..C:P37-@<<1STARTUP.WK4>>C:Q37..C:Q37' Adv - Lag 1- <<1STARTUP.WK4>>D:C48..D:C48- Bl?<<1STARTUP.WK4>>D:E48..D:E48-<<1STARTUP.WK4>>D:G48..D:G48' Advertising-@<<1STARTUP.WK4>>C:O38..C:O38-@<<1STARTUP.WK4>>C:P38..C:P38-|@<<1STARTUP.WK4>>C:Q38..C:Q38' R&D - Lag 1- <<1STARTUP.WK4>>D:C49..D:C49- <<1STARTUP.WK4>>D:E49..D:E49-n-?<<1STARTUP.WK4>>D:G49..D:G49' R & D-@@<<1STARTUP.WK4>>C:O39..C:O39-@<<1STARTUP.WK4>>C:P39..C:P39-@<<1STARTUP.WK4>>C:Q39..C:Q39' Adv - Lag 2- <<1STARTUP.WK4>>D:C50..D:C50- <<1STARTUP.WK4>>D:E50..D:E50-<<1STARTUP.WK4>>D:G50..D:G50' Market Share-ςP?<<1STARTUP.WK4>>C:O40..C:O40-Pa?<<1STARTUP.WK4>>C:P40..C:P40-OQ)?<<1STARTUP.WK4>>C:Q40..C:Q40' R&D - Lag 2- <<1STARTUP.WK4>>D:C51..D:C51- <<1STARTUP.WK4>>D:E51..D:E51-<<1STARTUP.WK4>>D:G51..D:G51/'Actual Behavior (all firms), Prev Quarter "Quarter'EXPONENTS FOR ' Avg Price/ = ףp=@<<1STARTUP.WK4>>C:C107..C:C107/ @<<1STARTUP.WK4>>C:D107..C:D107/  0*@<<1STARTUP.WK4>>C:E107..C:E107 ' Price - Current- <<1STARTUP.WK4>>D:C54..D:C54- <<1STARTUP.WK4>>D:E54..D:E54- <<1STARTUP.WK4>>D:G54..D:G54!' Avg Advertising/!^@<<1STARTUP.WK4>>C:C108..C:C108/!@<<1STARTUP.WK4>>C:D108..C:D108/!V@<<1STARTUP.WK4>>C:E108..C:E108!' Adv - Current-! <<1STARTUP.WK4>>D:C55..D:C55-! <<1STARTUP.WK4>>D:E55..D:E55-!<<1STARTUP.WK4>>D:G55..D:G55"' Avg R & D/" @<<1STARTUP.WK4>>C:C109..C:C109/" @<<1STARTUP.WK4>>C:D109..C:D109/"@<<1STARTUP.WK4>>C:E109..C:E109"'COEFFS FOR"#'Our Behavior in Prev Quarter #"Quarter##' Price ^ Exponent-# <<1STARTUP.WK4>>D:C57..D:C57-# <<1STARTUP.WK4>>D:E57..D:E57-#<<1STARTUP.WK4>>D:G57..D:G57$' Price/$̯@<<1STARTUP.WK4>>C:C111..C:C111/$333333s@<<1STARTUP.WK4>>C:D111..C:D111/$HzG!@<<1STARTUP.WK4>>C:E111..C:E111$' Adv ^ Exponent-$ <<1STARTUP.WK4>>D:C58..D:C58-$ <<1STARTUP.WK4>>D:E58..D:E58-$<<1STARTUP.WK4>>D:G58..D:G58%' Advertising/%@@<<1STARTUP.WK4>>C:C112..C:C112/%@@<<1STARTUP.WK4>>C:D112..C:D112/%|@<<1STARTUP.WK4>>C:E112..C:E112&' R & D/&@<<1STARTUP.WK4>>C:C113..C:C113/&<<1STARTUP.WK4>>C:D113..C:D113/&@<<1STARTUP.WK4>>C:E113..C:E113&@7"+& 'PgUp Average Demand Time Series Model'' Market Share/'@gd?<<1STARTUP.WK4>>C:C114..C:C114/'LB?<<1STARTUP.WK4>>C:D114..C:D114/'gej?<<1STARTUP.WK4>>C:E114..C:E114'V?ӛ@7' 'PgDn Market Share Model''Empty -->-('DEVELOPMENT OF UNIT CONTRIBUTION MARGIN ("Quarter(@6('NORMALIZED SHARE OF MARKET FORECAST COEFFICIENTS )'REVENUE)^X)^Y)^Z )'Product) ^X) ^Y)^Z *'Price:*V*V*V * "Coeff * "Coeff *"Coeff+' Commission @-+(\?<<1STARTUP.WK4>>E:C54..E:C54++*++*++*+'Intercept-+ Z{B@<<1STARTUP.WK4>>D:C63..D:C63-+ @̘5Ζ@<<1STARTUP.WK4>>D:E63..D:E63-+ѓ2 @<<1STARTUP.WK4>>D:G63..D:G63,'Net revenue/unit,*+,*+,*+,'Price - Current-, ܀#G<<1STARTUP.WK4>>D:C64..D:C64-, 3TT g<<1STARTUP.WK4>>D:E64..D:E64-,`՝<<1STARTUP.WK4>>D:G64..D:G64-'COST OF GOODS SOLD-'Adv - Current-- y \?<<1STARTUP.WK4>>D:C65..D:C65-- ;~K?<<1STARTUP.WK4>>D:E65..D:E65--̙ }?<<1STARTUP.WK4>>D:G65..D:G65.'Raw Materials:.'R & D - Current-. <<1STARTUP.WK4>>D:C66..D:C66-. <<1STARTUP.WK4>>D:E66..D:E66-.<<1STARTUP.WK4>>D:G66..D:G66/' 1 Price/usage/ -/@<<1STARTUP.WK4>>E:C25..E:C25-/@<<1STARTUP.WK4>>E:D25..E:D25-/?<<1STARTUP.WK4>>E:E25..E:E250' 2 Price/usage0 -0@<<1STARTUP.WK4>>E:C26..E:C26-0@<<1STARTUP.WK4>>E:D26..E:D26-0@<<1STARTUP.WK4>>E:E26..E:E260'Price - Lag 1-0 <<1STARTUP.WK4>>D:C68..D:C68-0 <<1STARTUP.WK4>>D:E68..D:E68-0<<1STARTUP.WK4>>D:G68..D:G681'Material cost/unit*1//00*1//00*1//001'Adv. - Lag 1-1 ;ۤ?<<1STARTUP.WK4>>D:C69..D:C69-1 >?4?<<1STARTUP.WK4>>D:E69..D:E69-1<<1STARTUP.WK4>>D:G69..D:G692'Labor Cost:2'R & D - Lag 1-2 ?<<1STARTUP.WK4>>D:C70..D:C70-2 ׁsF?<<1STARTUP.WK4>>D:E70..D:E70-2u?<<1STARTUP.WK4>>D:G70..D:G703' Wage Rate/usage3 -3]P2K@<<1STARTUP.WK4>>C:C86..C:C86-3Ih˹W@<<1STARTUP.WK4>>C:C87..C:C87-3\r)@<<1STARTUP.WK4>>C:C88..C:C883'NSOM - Lag 1-3 s۾G ?<<1STARTUP.WK4>>D:C71..D:C71-3 :KT?<<1STARTUP.WK4>>D:E71..D:E71-3{Pk?<<1STARTUP.WK4>>D:G71..D:G714'Labor $/unit433433433-5'Incremental Machinery Depreciation Cost5555'Price - Lag 2-5 <<1STARTUP.WK4>>D:C73..D:C73-5 <<1STARTUP.WK4>>D:E73..D:E73-5<<1STARTUP.WK4>>D:G73..D:G73)6'Incremental Packing & Shipping Cost6 6 6 6'Adv - Lag 2-6 <<1STARTUP.WK4>>D:C74..D:C74-6 <<1STARTUP.WK4>>D:E74..D:E74-6<<1STARTUP.WK4>>D:G74..D:G747'Other Cost:7\_7\_7777'R & D - Lag 2-7 ?<<1STARTUP.WK4>>D:C75..D:C75-7 :τ&%?<<1STARTUP.WK4>>D:E75..D:E75-7V/?<<1STARTUP.WK4>>D:G75..D:G758'Other Cost:8\_8\_8888'NSOM - Lag 2-8 <<1STARTUP.WK4>>D:C76..D:C76-8 <<1STARTUP.WK4>>D:E76..D:E76-8<<1STARTUP.WK4>>D:G76..D:G769'Incremental cost/unit891456788914567889145678:'CONTRIBUTION MARGIN :"NSOM: 'Checksum/: FN?+ . 0 3 5 8 P/: w ,?+ . 0 3 5 8 P/:OI5?+.0358P;'Margin $/unit;,9;,9;,9";'<-- Unit Contribution Margin; 'PgUp Avg Dem Causal Model;'Empty-->-<'DEVELOPMENT OF UNIT CONTRIBUTION MARGIN <"Quarter<@1<'COMPUTATION OF AVERAGE FIRM DEMAND FORECAST < "After+<@<<1STARTUP.WK4>>C:H2..C:H2 <"Quarter ='REVENUE=^X=^Y=^Z ='Product= ^X= ^Y=^Z=@ >'Price:>V>V>V>'Linear Trend#> c=y @  =#>   =#>=?' Commission @?(\?+?+>?+>?+>?'Exponential Trend$?   =.$?   =.$? ?&w7 @  =. ?"Season@'Net revenue/unit@>?@>?@>?@'Power Trend$@  = $@  = $@ = +@?=/ =/;A'COST OF GOODS SOLDA'Parabolic Trend8A   = ==8A v $(~L\ @  = ==8A===B'Raw Materials:B' Total TrendB c=y @> A PB v $(~L\ @> A PB ?&w7 @>APC' 1 Price/usageC/C@/C@/C?/C' Seasonal Index#C EN唌?@ U#C ?@ U#C8 ?@  UD' 2 Price/usageD0D@0D@0D@0D'Time Series CompD awic @B C D v $(~L\ @B C D^ @BCE'Material cost/unit*EC/D0*EC/D0*EC/D0E' Price - Current0E RV0E RV0ERVF'Labor Cost:F' Adv - Current0F SW0F SW0FSWG' Wage Rate/usageG?3>GCf~@3 G|GH@3 GB@3 G' R&D - Current0G TX0G TX0GTXH'Labor $/unitHG3HG3HG3H' Adv - Lag 1H ȯ@H @Hg@-I'Incremental Machinery Depreciation CostI5I5I5I' R&D - Lag 1I (\¼ @I p @I@)J'Incremental Packing & Shipping CostJ6J6J6J' Adv - Lag 2J ^@!J @!JV@!K'Other Cost:K\_K\_K7K7K7K' R&D - Lag 2K @"K  @"K@"L'Other Cost:L\_L\_L8L8L8L' Price ^ ExponentL E  L E  LE M'Incremental cost/unit8MEHIJKL8MEHIJKL8MEHIJKLM' Adv ^ ExponentM F ! M F ! MF!N'CONTRIBUTION MARGINN'Causal ComponentN   E  F  G  H  I  J  K # L $ M N   E  F  G  H  I  J  K # L $ M NEFGHIJK#L$MO'Margin $/unitO@MO@MO@MO' Avg Demand FcstO D N  O 'unitsO D N  O 'unitsODN O'unitsP'SALES & MARGIN QTRP@P@1P'COMPUTATION OF AVERAGE FIRM DEMAND FORECAST P"QuarterQ'Est Comp BehQ"XQ"YQ"ZQ"XQ"YQ"Z Q'ProductQ ^XQ ^YQ^ZQ@R' Avg PriceR R R R R R R'Linear Trend#R v4 @  Q#R   Q#RQS' Avg AdvertS S S S S S S'Exponential Trend$S   Q.$S   Q.$S=(f( @  Q. S"SeasonT' Avg R & DT T T T T T T'Power Trend$T  Q $T  Q $T Q +T@Q/ Q/;U'Potential Firm Decisions:U'Parabolic Trend8U   Q QQ8U ~jtؕ @  Q QQ8UQQQ V' PriceV V V V V V V' Total TrendV v4 @R U PV ~jtؕ @R U PV=(f( @RUP W' AdvertW W W W W W W' Seasonal Index#W 1!撪?T U#W ?T U#WlBZc ?T  U X' R & DX X X X X X X'Time Series CompX c @V W X ~jtؕ @V W X&' @VWY' CapacityOYC YeYeYepImpossible;YImpossible*YfYToo Much!;Y OYCYYYYYYpImpossible;Y*YfYToo Much!;Y Y' Price - Current0Y RV0Y RV0YRVZ'Avg DemandZO ZO ZOZc Zc ZcZ' Adv - Current0Z SW0Z SW0ZSW ['NSOM[ [ [ [ [[[' R&D - Current0[ TX0[ TX0[TX\'Beg Inventory-\@<<1STARTUP.WK4>>C:B71..C:B71-\@<<1STARTUP.WK4>>C:C71..C:C71-\<<1STARTUP.WK4>>C:D71..C:D71\]\]\]\' Adv - Lag 1\ F \ F \F]'End Inventory] ] ] ] ] ] ]' R&D - Lag 1] G ] G ]G^'Unit Demand!^Z[ ?!^Z[ ?!^Z[ ?!^Z[ ?!^Z[ ?!^Z[ ?^' Adv - Lag 2^ ȯ@^ @^g@_'Units to Mfg#_]^\#_]^\#_]^\#_]^\#_]^\#_]^\_' R&D - Lag 2_ (\¼ @_ p @_@ `'$ Sales`^V`^V`^V`^V`^V`^V`' Price ^ Exponent` Y  ` Y  `Y a'Mktg Cost +a^9+W+a^9+W+a^9+W+a^M?W+a^M?W+a^M?Wa' Adv ^ Exponenta Z ! a Z ! aZ!b'Mktg Profit#b^;W#b^;W#b^;W#b^OW#b^OW#b^OWb'Causal Componentb   Y  Z  [  \  ]  ^  _ # ` $ a b   Y  Z  [  \  ]  ^  _ # ` $ a bYZ[\]^_#`$ac'Firm Totals#c^^^#cbbbc@#c^^^#cbbbcV?ӛ@7c' Avg Demand Fcstc X b  c 'unitsc X b  c 'unitscXb c'units d'Quarterd@dd@Pd@dd@dd@Pd@dd'For Graphsd @d @d d @d @d d @d@d e'Last Quarter's Capacity-e @<<1STARTUP.WK4>>C:B89..C:B89eY e'DEMANDe "Xe "Xe "Ye "Ye "Ze"Zf'This Quarters Tot Mfg#f___#f___f' Averagef Zf Zf Zf Zf ZfZ g' Unitg ^g ^g ^g ^g ^g^ h'PROFIT i' Costi aKi aKi aKi aKi aKiaK j' Marginj bKj bKj bKj bKj bKjbK k' Salesk `Kk `Kk `Kk `Kk `Kk`K l'UNIT m' Laborm 4m Hm 4m Hm 4mHn' Materialn 1n En 1n En 1nE o' Other#o +68#o ?JL#o +68#o ?JL#o +68#o?JLp'Graph Macro p' Marginp ;p Op ;p Op ;pOq'\Gq'/GNU{?}~{esc}{esc} q' Priceq *q >q *q >q *q> r'SHAREr q r q r q r q r q rq r'(label) s' Prices z s z s z s zs z sz t' Advertt { t { t { t {t { t{ u' R & Du | u | u | u |u | u| v' Demandv  v  v  v v  vx'Computing NSOM x 'Quarterx @ x'Quarterx@y'RELATIVEy "Xy "Yy "Zy "Xy"Yy"Z z'Pricez VRz VRz VRz VRzVRzVR {'Adv{ WS{ WS{ WS{ WS{WS{WS |'R & D| XT| XT| XT| XT|XT|XT~'Price -18~ ]?8~ Gj*hr?8~ xK2?~ VR~VR~VR 'Adv. -18 ~?8 \;0̵?8 ? WSWSWS'R & D -18 =I?8 qq?8 m۶m۶? XTXTXT 'NSOM -1 ςP? Pa? OQ)? [[['Price -28 w$?$ $8 ~^?$ $8 BA ?$ $8 ]?8Gj*hr?8xK2? 'Adv -28 Kh/?%!%8 3333333?%!%8 ׻] ?%!%8 ~?8\;0̵?8?'R & D -28 988?&"&8 &"&8 m۶m۶?&"&8 =I?8qq?8m۶m۶? 'NSOM -2 @gd?' LB?' gej?' ςP?Pa?OQ)? 'NSOM + , z - { . | 0 ~ 1  2  3  5  6  7  8   + , z - { . | 0 ~ 1  2  3  5  6  7  8   +,z -{ .| 0~ 1 2 3 5 6 7 8  + , z - { . | 0 ~ 1  2  3  5  6  7  8  + , z- {. |0 ~1 2 3 5 6 7 8 +,z-{.|0~1235678-U_ ArialArialArialTimes New RomanTimes New RomanTimes New RomanTimes New RomanSymbol    O4!*d5  y*^+$ View Graphs\G Ej/U Finne & ChurchillFinne & Churchill  &2 Doc Info AuthorDoc Info Creation DateDoc Info Editing TimeDoc Info Last Revision DateDoc Info Last RevisorDoc Info ObjectDoc Info PropertyDoc Info Revisions CountFM3FM3 PropertyWK3WK3 Property  ((         2 @ NV۫˫ \  l  CMHdr((