QUẢN TRỊ MARKETING – MAR

Getting Started

Team Details Team Number:

Marketing Manager
Name: ____________________________________________________________________
Email: _____________________________________________________________________
Phone: ____________________________________________________________________

Product Manager
Name: ____________________________________________________________________
Email: _____________________________________________________________________
Phone: ____________________________________________________________________

Pricing Manager
Name: ____________________________________________________________________
Email: _____________________________________________________________________
Phone: ____________________________________________________________________

Distribution Manager
Name: ____________________________________________________________________
Email: _____________________________________________________________________
Phone: ____________________________________________________________________

Project Manager
Name: ____________________________________________________________________
Email: _____________________________________________________________________
Phone: ____________________________________________________________________

Customer Experience Manager

Name: ____________________________________________________________________
Email: _____________________________________________________________________
Phone: ____________________________________________________________________

Assessment 1: Video Marketing Pitch Check List

Marketing Pitch Elements Team Member(s) Responsible

Product strategy and value

Market need

PEST

SWOT

Marketing Segmentation

Profile of target market(s) and justification

Positioning, value proposition and competitive advantage

Marketing objectives

Marketing metrics

Pricing strategy and justification

Budget and source of materials

Distribution strategy

Facebook design and compliance

Customer Experience Process

Alignment between market need, your business capability and theory

What can go wrong?

Other:

20
Assessment 2: Marketday 1 Checklist
Team member(s)
Task responsible
Pre-Market Day 1
Market Day 1
Post Market

20
 Day 1

Week 1

Marketing Manager 80tr-100tr

ROLE
The Marketing Manager is a leadership position within the business being established. This position will
provide leadership of the overall marketing function being undertaken by the business and is responsible
for the development of an effective, cost-efficient marketing pitch. The pitch must demonstrate a detailed
and objective understanding of the business and the market in which it operates.

DUTIES
The Marketing Manager oversees:

 Setting marketing goals for the business (considering internal resources and market opportunities);
 Planning and execution of activities to meet these goals;
 Measurement of progress toward the achievement of goals; and
 Marketing team processes and outputs.
 Compliance with all occupational health and safety requirements.

In addition, the Marketing Manager:

 Delegates and organises tasks relating to the marketing function;

 Identifies key issues arising from the situation analysis and SWOT analysis that need to drive the
marketing strategies;
 Determines the marketing strategies (i.e. market position, growth strategy, relationship strategy,
market coverage strategy);
 Ensures that the marketing mix strategies are consistent with each other and are appropriate; and
 Ensures that the action plan is developed and implemented.

KEY ATTRIBUTES
The Marketing Manager should possess the following attributes:

 Relational and leadership skills to work collaboratively with colleagues, including delegation;
 A strong understanding of all aspects of the marketing mix (including product development, pricing,
promotion and distribution);

20
  Ability to think innovatively and objectively;
 The ability to multi-task and monitor activities of team members;
 Strong interpersonal skills and confidence in taking control of any given situation; and
 Be a team player.

Week 1

Product Manager 70tr-90tr

ROLE
The Product Manager forms an integral part of the leadership team within the business being established.
This position will provide leadership in the development of the core product or service being created and
marketed by the company. The Product Manager will be the conduit between the market and all aspects of
the marketing mix, including product, pricing, promotions, distribution and marketing.

DUTIES
The Product Manager will determine:

 The product mix strategy

o Extending/reducing, deleting or adding a product line
o Scope and range of products to be offered
 New or modified product development strategies
 The branding strategy (No brand, line extension, brand extension, multi-brands or new brand)
 The packaging strategy (Containing and protecting; facilitating the storage, use and convenience of
products; promotion; facilitating recycling)
 The service strategy (Warranty, safety, making the product tangible)

KEY ATTRIBUTES
The Product Manager should possess the following attributes:

 Relational skills to work collaboratively with colleagues;

 A strong understanding of all aspects of the marketing mix (including product development, pricing,
promotion and distribution);
 Ability to think innovatively and objectively;
 The ability to multi-task and monitor activities of team members;
 Strong interpersonal skills and confidence; and
 Be a team player.

20
Week 1

Pricing Manager 70tr-90tr

ROLE
The Pricing Manager forms an integral part of the leadership team within the business being established.
This position will provide leadership in relation to the price point and relevant strategies that are
implemented for the product/service developed.

DUTIES
The Pricing manager will determine:

 The demand type for the product classification in the selected target market
 How pricing will achieve the marketing objectives (Increase sales, gain more customers, create
positioning)
 The overall pricing strategy (Premium, competitive or budget)
 New product pricing (Price skimming or penetration pricing)
 The breakeven point
 The impact of the stage of the PLC
 Price consistency with the rest of the marketing mix
 Any discounts
 The VALUE that pricing offers customers (and whether benefits outweigh the costs)

KEY ATTRIBUTES
The Pricing Manager should possess the following attributes:

 Relational skills to work collaboratively with colleagues;

 A strong knowledge of market economics and financial considerations;
 A strong understanding of all aspects of the marketing mix (including product development, pricing,
promotion and distribution);
 Ability to think analytically and objectively;
 The ability to multi-task and monitor activities of team members;
 Strong interpersonal skills and confidence; and
 Be a team player.

20
Week 1

Distribution Manager 70tr-90tr

ROLE
The Distribution Manager forms an integral part of the leadership team within the business being
established. This position has responsibility for the development of the online sales space at the online
market day.

DUTIES
The Distribution Manager will determine:

 Design/atmosphere of the online sales space

 Impact of the sales space in the PLC
 Intermediaries or direct means to be adopted
 Distribution coverage (Exclusive, intensive or selective)
 Marketing logistics including order processing, inventory
 Online strategies
 Determine the sales strategy on market day:
o Sales staffing numbers and roles
o Customer service processes

KEY ATTRIBUTES
The Distribution Manager should possess the following attributes:

 Relational skills to work collaboratively with colleagues;

 A strong understanding of design and impact on customers;
 A strong understanding of all aspects of the marketing mix (including product development, pricing,
promotion and distribution);
 Ability to think creatively and objectively;
 The ability to multi-task and be a team player; and
 Strong interpersonal skills and confidence.

20
Week 1

Project Manager 70tr-90tr

ROLE
The Project Manager forms an integral part of the leadership team within the A business being
established. This position has responsibility for overseeing the whole A experience and ensuring
accountability for all elements related to A. The Project Manager will take leadership of organising the
team and ultimate responsibility for overseeing the compliance and delivery of all things related to A.

DUTIES
The Project Manager will determine:

 Team adherence to all compliance elements related to such as OHS and stall design;
 And facilitate, all meetings and internal communication formats, platforms and regularity;
 Determining ethical protocols within the team such as equal respect for all team members;
 Determining ethical protocols for product and stall development;
 The overall project management and timing management in the leadup to ;
 The level and facilitation of support required for the other members in the leadership team
to complete their roles;
 Methods for group cohesion and mitigating group conflict.

KEY ATTRIBUTES
The Project Manager should possess the following attributes:

 Relational skills to work collaboratively with colleagues;

 Strong organisational and time management skills;
 A strong understanding of all aspects of the marketing mix (including product development, pricing,
promotion and distribution);
 High attention to detail;
 The ability to multi-task and be a team player; and
 Strong interpersonal skills and confidence.

Week 1

Customer Experience Manager 70tr-90tr

ROLE

20
The Customer Experience Manager forms an integral part of the leadership team within the A business
being established. This position provides the visible face to the company and the product/service being
developed. The company’s market visibility is managed by the Customer Experience Manager in
conjunction with other management team members.

DUTIES
The Customer Experience Manager will determine:

 Touch points with the company and product/service

 Service Blueprint
 Market Research
 Customer Profiling
 Complaints and service recovery planning and management
 Overall communication strategy (Push and/or pull), and communication category:
o Mass communication
o Targeted communication
o One-to-one communication
 Advertising strategies:
o Personal or non-personal medium
o Message: slice-of-life, lifestyle, mood
 Public relations strategy
 Strategic sales promotion tools:
o Coupons
o Competitions
o Premiums
o Rewards
o POP
 Sales force strategies
 Direct marketing strategies
 Print, broadcast and/or electronic media

KEY ATTRIBUTES
The Customer Experience Manager should possess the following attributes:

 Relational skills to work collaboratively with colleagues;

 A strong understanding of all aspects of the marketing mix (including product development, pricing,
promotion and distribution);
 Ability to think creatively and objectively;
 The ability to multi-task and be a team player; and
 Strong interpersonal skills and confidence

20
Week 1: Personal Reflection
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________

20
Week 2

Product and Service Ideation

Use the following blank pages to mind map potential product and service ideas.

20
Week 2

20
Week 2

20
Week 2: Personal Reflection
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________

20
Week 3

Situation Analysis
PEST Analysis
All businesses need to determine how the micro and macro environment will impact upon their
performance in the marketplace. The PEST takes into consideration the following elements:

 Political/Legal
 Economic
 Socio-cultural
 Technology

Use real world and past data to identify trends and issues that will impact your business.

Trends/issues Implications for our product

Political/Legal
Economic
Socio-cultural
Technology

20
Week 3

Situation Analysis
SWOT
Using the information in the PEST and your knowledge of your marketing team/company, summarise the
key factors influencing the firm and market. What are the critical issues facing the success of your
product?

Strengths Weaknesses

20
Opportunities Threats

Week 3: Personal Reflection

__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________

20
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
_________________________________________________________

20
Week 4

Marketing Objective and Metrics

Your business must have a minimum of 3 objectives.
Objective Metric How the data will be collected

20
Week 4

Forecasting Demand
Example 1

Imagine that the Census Report shows the size of the total market as 163.
Primary research conducted (e.g., market research performed in the lecture) has indicated that 90% of this total
market would buy the product (a).
The male segment is being targeted, which constitutes 45% of the potential market (b).
The demand for the product should be high due to few competitors (e.g., based on current Business Profiles) and
the anticipated heat of the market day, therefore each member of the target market is expected to buy at least one
unit per market day (c).
The average market share for food and beverages industries (e.g., based on Previous Business Results, Industry
Profiles) is 33% (d).
Total market: 163 (Census and Tourist)
Market potential (a): 146
Target Market (b): 45% of (a) = 66
Product frequency per person (c): 2 (one at each market day)
Estimated market share (d): 33%
Sales projection: (b) x (c) x (d)
= 66 x 2 x .33 = 44 drinks

Example 2

Imagine, according to the Census Report, the size of the total market is 229.

Of this total market, only females will purchase the product and according to the Census Report, they comprise 63%
of the total market (a).

The segment being targeted is young, aged between 18 to 24, which constitutes 85% of the potential market (b).

This is a unique product and according to the literature concerning luxury items, it probably represents a one-off
purchase, especially given the higher price that will be charged. Considering this, each member of the target market
is expected to buy only one unit (c).

Estimated market share is 40%, based on the Previous Business Results data (d).

Total market: 229 (Census and Tourist)

Market potential (a): 144

Target Market (b): 85% of (a) = 122

Product frequency per person (c): 1

Estimated market share (d): 40%

Sales projection: (b) x (c) x (d)

20
= 122 x 1 x .40 = 49 units

Week 4

Forecasting Demand

Size of the total market:

Market potential (a):

Target Market (b): = X% of (a)

Product frequency per person (c):

Estimated market share from your

research (d):

Sales projection: (b) x (c) x (d)

Price Sensitivity
How price-sensitive* is the market for your type of product? _____________________________________

How do you know this?

_________________________________________________________________
_________________________________________________________________
_________________________________________________________________

Costs
Make sure you open your budget template – you should have already started putting items into this excel
spreadsheet such as product supplies, packaging, stall cost, salaries.

Breakeven calculator
The following elements need to be considered. Add relevant items into the online break-even calculator
available at http://www.dinkytown.net/java/BreakEven.html.

20
Week 4: Personal Reflection
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________

20
__________________________________________________________
__________________________________________________________
Week 5

The Market
Using the census, tourist census and real word data develop a description for a minimum 3 segments.

Primary Target Market________________________________

Name

Geographical
description

Demographic
description

Psychographi
c description

Behavioural
description

20
Week 5

Positioning
Write a positioning statement for your team's product (good or service) for the target market selected
using the following as a guide.

To ______________________________, ___________________________
(Primary Target market) (Your business)

is _______________________ that provides the benefits of ____________ and value of_______________.

(Product or Service) (Value/ Benefits)

The brand personality is ______________________________________________.

Logo
Use the space blow to mock up some logos that communicate your business and brand personality.

20
Week 5: Personal Reflection
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________

20
__________________________________________________________
__________________________________________________________

Week 6

Experiential Marketing

Distribution strategy
 Remember distribution channels can be conventional, vertical or horizontal and distribution intensity can be
intensive, exclusive or selective.

The Online Marketplace

You need to purchase your virtual stall space this week and your advertising slot. Ensure you have researched and
assessed the costs of each of these tasks within your overall budget.

Cost out the budget options based on different combinations below.

Option 1 Option 2 Option 3 Option 4 Option 5 Option 6

Virtual stall
spot 1
Virtual stall
spot 2
Virtual stall spot
3
Virtual stall spot
3
Virtual stall spot
3
Advertising
slot 1
Advertising
slot 2
Advertising
slot 3
Advertising
slot 4
Advertising
slot 5
Advertising
slot 6
Advertising
slot 7

20
20
Week 6

Competitor Analysis
The marketplace includes a variety of businesses with a vast array of different products and services
available for n citizens to consume. Businesses will find that they have direct and indirect competitors in
the marketplace for their products.

In Week 4 teams registered their businesses. Through analysis of this dataset, your business will have a
greater understanding of who you are competing against.

Complete the table below to analyse your competitors:

Competitor:1 Competitor:1 Competitor:1

Who is their likely target

market

Type of competitor
(direct or indirect)

What is their product?

What is their likely

pricing strategy?
(Budget, Competitive or
Premium)

What are their likely

distribution strategies?

Potential strengths

Potential weaknesses

Competitive advantage

20
Week 6

Online design
Use the following pages to brainstorm online designs.

20
Week 6

20
Week 6

20
Week 6: Personal Reflection
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________

20
__________________________________________________________
__________________________________________________________
Week 7

Assessment 1: Marketing Pitch Notes

__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________

20
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
Week 7: Personal Reflection
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________

20
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
Week 8

Customer Service and Promotion

Has your business created a Facebook Page?
• The recommended approach to establishing your business on Facebook is to set up a page (not a
group). To do this, go to http://www.facebook.com/pages/create.php and identify the type of page you
want to be;

BRANDING STRATEGY
What are your brand criteria?

CRITERIA DESCRIPTION

Memorable

(easily recognised, recalled)

Meaningful

(descriptive and persuasive)

Likable

(fun, interesting, rich, visual and

aesthetic)

20
Week 8

Customer Service and Promotion

Marketing Communication

KEY MESSAGE CHANNEL/TOUCH POINT TACTIC

20
Week 8: Personal Reflection
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________

20
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________

20
Week 9

Market Day Management

Tasks, responsibilities, and time slots

__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
________________________________________________________
__________________________________________________________
__________________________________________________________

20
Week 9
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________

20
Week 9: Personal Reflection
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________

20
Notes
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________

20
Notes
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________

20
Notes
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________

20
Notes
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________

20
Notes
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________

20
Notes
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________

20
Notes
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________

20
Notes
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________

20
Notes
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________

20
Notes
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
________________________________________________________

20
Notes
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________
__________________________________________________________

20
20