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1、英文原著翻译 中国企业可以提高他们的品牌竞争力吗？英文原著翻译The original textPR Newswire USJune 8, 2007 Friday 12:00 PM GMTHow Chinese Enterprises Can Raise Their BrandCompetitivenessLENGTH: 1534 wordsBEIJING, June 8 /Xinhua-PRNewswire/ - CCID Consulting, Chinas leading research, consulting and IT outsourcing service provider,
2、and the first Chinese consulting firm listed in Hong Kong (stock code: HK08235), recently said that with the progress of market orientation within the Chinese economy and its further integration into the world economy, significant changes have occurred in market features and competitive structures (
3、environment of brand communication), enterprises (subject of brand communication), customers (object of brand communication) and media (key means of brand communication) in China. And Chinese enterprises have to make continuous reforms in accordance with these changes to conduct effective communicat
4、ion, reduce costs and quickly increase brand competitiveness.CCID Consulting believes that only through the following four transformations can Chinese enterprises integrate limited resources, achieve thrifty brand construction and maximum communicative effects, so as to change the low-end image of t
5、heir brand and quickly improve brand competitiveness.I. Transform from High Popularity to Popularity, Reputation and Loyalty As the Chinese economy progressed from economy of want to an era of rich supply of products, consumers have transitioned from no brand awareness to some brand awareness and fu
6、rther to strong brand awareness. Brands will not arise at a time when limited supply of products cannot even satisfy demands for life necessities. When competition appears in some industries, consumers start to have some choices. However, as these were onlyat an elementary stage of competition, cons
7、umers could only rely on whether the products were popular, that is, they simply believed that what is popular is good and took popularity as brand. Consequently, some companies took advantage of excessive advertising to create highly popular brands, seducing an increasing number of enterprises to t
8、he battlefield of advertisements. Some brands such as Qinchi, Juren and Sanzhu achieved short-term success and glory because of enormous investments in advertisements.As a matter of fact, as the Chinese economy was further opened up and competition became more intense, with consumer recognition of b
9、rands entering a new stage. When more and more competitors entered the scene, with large quantities of product information, consumers were faced with a great many choices and no longer regarded popularity as the only ground to base their decisions on, but also started to take reputation and loyalty
10、into consideration. Under such change, merely achieving popularity was far from effective and it is essential to transform from high popularity to an all- round popularity + reputation + loyalty.The rise and extensive application of the Internet has unprecedentedly increased the speed of information
11、 transmission. With conventional media, companies could expand and develop rapidly by high popularity. Word of mouth is important but has limited effect, in that negative word of mouth is not a fatal attack at a brand, whereas in the era of new media, information, either good or bad, spreads at unpr
12、ecedented speeds. The Internet economy multiplies the expansive effects of word of mouth. CCID Consultings survey of consumer behavior shows that in economically advanced cities, reading comments on a product before making purchases has become habitual for a great many consumers. Hence to raise bran
13、d competitiveness, the companies must increase brand reputation and loyalty at the same time.II. Transform from Step-by-Step Making to Simultaneous ImprovingWith the extensive application and popularization of the World Wide Web, new media, by means of the Internet and the cell phone, became the new
14、 hotspot of communication. At the age of conventional media, brand construction generally began with building popularity, and afterwards creating a brand by way of continuous TV commercials, public relations events andproduct experiences. However, in the era of new media and low-profit competition,
15、companies cannot waste resources and opportunities to build brands step by step, but simultaneously build popularity, reputation and loyalty to raise brand competitiveness in a short time. Only in this way is it possible to invest thriftily in advertising and achieve optimal effects.III. Transform f
16、rom Focus on the External to Focus on Both the Internal and the ExternalEmployees, as executors of corporate behaviors, have their attitude to work and image at work directly related to the image of their companys brand. An employees understanding and recognition of the essence of the companys brand
17、 determines his attitude to work and effects of his work, which further impacts on the understanding and recognition of the brand by the public. Quite a few companies disregard brand experience of their own employees and fail to develop brands internally while marketing them to the outside, leading
18、to big discounts of external marketing. This is to say that effective brand marketing has to transform from focus on the external to focus on both the internal and the external.IV. Transform from Dispersed Communication to Focused Communication The core value of the brand is its soul. Both advertisi
19、ng and public relations have to be continuous and centered on the core value in order to formulate a consistent, stable and unique image of the brand in the consumers hearts. When fierce competitions and homogenous products offer the consumers numerous choices, they will prefer brands that are uniqu
20、e and have special characteristics. For instance, the Noble, Royal, Prestigious and Respectable of Mercedes-Benz and Joy of Driving of BMW are deeply imprinted on the hearts of the consumers and have become the core competitive edge of these brands.Conducting focused communication on the core value
21、of the brand and keeping a consistent brand image is the golden rule by which a brand of international fame becomes successful. Quite a few domestic enterprises misunderstand making advertisements as building brands, so that the brand image changes with different advertisements and different adverti
22、sing companies and fail to form a consistent image on the hearts of the consumers.Coca-Cola, in its hundred years history, created over 100 advertising slogans, but none of which diverge from the designated orbit and so a striking and strong image of the brand. Companies must center on the core valu
23、e of their brand, transform from dispersed communication to focused communication so as to add strength to their brand by each penny spent on marketing and promotion and reduce promotional costs.The above four transformations will help local enterprises to dispel misunderstandings about brands, impr
24、ove operational efficiency of their brands and build strong brands with low costs and high speeds, and eventually raise the overall competitiveness of domestic brands. 译文资源来源：美通社2007年6月8日 星期五-下午12：00 格林威治时间 中国企业可以提高他们的品牌竞争力吗？字数：1534新华社北京6月8日电/新华美通/-赛迪顾问咨询，中国领先的研究，咨询和I T外包服务供应商，和第一届中国咨询公司在香港上市（香港联合交易
25、所： h k08235） ，近日表示,有了进步的市场定位在中国经济及其进一步融入全球经济发生了重大变化,在市场竞争的结构特点,(环境),企业品牌传播的品牌沟通),客户的品牌传播的对象)和媒体(关键的品牌传播)在中国。与中国企业必须不断改革依照这些变化进行有效的沟通,降低成本,提高品牌竞争力快速。赛迪顾问咨询认为，只有通过咨询队伍以下四个转变可以中国企业集成有限的资源,达到节约品牌建设和最大的交际效果,从而改变了自己的品牌和形象的低端品牌竞争力快速改善。1. 从“高知名度”转变到“流行”、“信誉”和“忠诚”当中国经济从“需求经济”发展到物资储备非常丰富的时期，消费者也从“无品牌意识”转变到有“一
26、定的品牌意识”，甚至是强烈的品牌意识。在产品被有限的供应甚至是不能满足最基本的生活需求时，这种品牌意识将不会出现。当竞争出现在某些行业时,消费者开始作出一些选择。然而,当这些品牌选择仅仅出现在竞争的初级阶段,消费者只能依靠产品是否很受欢迎,也就是说,他们仅仅认为,“什么是流行的是好的”,也会把这种流行作为品牌知名度。因此,一些公司利用过多的广告来创造非常流行的品牌、引诱越来越多的企业加入到广告大战中。一些品牌,比如“秦池”、“巨人”和“三株”都因为在广告上的巨资投入，给他们带来了短期的成功与荣耀。事实上,伴随着中国经济的进一步开放，竞争变得更加激烈，消费者对品牌的认知程度已经进入一个新阶段。当
27、越来越多的竞争者进入到这场竞争中,提供大量的产品信息,消费者将面对更多的选择,不再仅仅将他们对产品的选择定义在流行的基础上，而且也开始考虑品牌的知名度和对品牌的忠诚度。基于这种变化，仅仅满足流行的需求远远达不到对产品的满足，而且这种从“高知名度”转变到“对品牌全面的声望+声誉+忠诚”的观念是非常有必要的。互联网使用不断提升和广泛的应用，使得信息传播速度有了史无前例的增加。借助于传统媒体,公司可以迅速的扩张和发展到很高的受欢迎度。口碑很重要,但是这种效应会受到限制,对于品牌，处于一种很坏的口碑下，并不是对名誉的致命打击，反而在这个“新媒体”资讯时代，不论好坏，这种信息都会以前所未有的速度传播开来
28、。互联网经济极大的增加了口碑的“膨胀效应”。咨询的调查队伍消费行为分析表明：在经济发达的城市，在购买行为发生之前，先阅读关于此产品评论已成为了许多消费者的习惯。因此，如果要提高品牌的竞争力，企业必须在同时提高品牌的知名度和顾客忠诚。2. 从“分步制造”发展到“同步提高”随着万维网广泛的应用和推广,借助于互联网和手机而存在的“新媒体”已经成为交流传播的新热点。在传统媒体的时代,品牌建设通过流行度的建立而普遍开始,后来创造人气品牌则是通过持续的电视中心的商业广告、公共关系活动和产品经验。然而，在“新媒体”和低利润竞争的时代，公司不能浪费资源和机会,一步一步的建立品牌知名度,但完全可以在短时间内同步
29、构建品牌知名度、品牌信誉度和忠诚度以此来提高品牌竞争力。只有这样，才能使节俭的广告投入带来最久的效果成为可能。3. 从“专注外部”转变到“同时关注内部和外部”雇员，作为公司行为的执行者,理事会工作的作风和形象工作直接关系到公司的品牌形象。雇员的理解与认识能力在本质上决定了该公司的品牌,他对工作的态度和效果的影响,也进一步的影响着公众对品牌的理解和认知。相当多的公司不顾自己内部员工的品牌经验，未能依靠由内而外的营销来发展品牌。这就是说，有效的品牌营销已经由“专注外部”转化到“同时关注内部与外部”。4. 从“分散沟通”转变到“集中沟通”品牌的核心价值是它的灵魂。广告和公共关系都必须持续集中于核心价
30、值,以制定一个一致的、稳定的、独特的在消费者心中的品牌形象。在激烈的竞争和同质化的产品提供给用户无数的选择时,他们更愿意那些拥有是独一无二的，拥有独特的特点的品牌。例如,梅赛德斯-奔驰的“尊贵、王室、享有盛誉,并受人尊敬的”和宝马的“快乐驾驶”都深深印在消费者的内心深处,同时成为这些品牌的核心竞争优势。在品牌核心价值体系构建方面实施“集中沟通”，保持一贯的品牌形象是一条黄金法则。通过这条法则，就可以成功打造一个国际知名品牌。相当多的国内企业将广告营销误认为是品牌建设，因此，品牌形象改变伴随着不同的广告和不同的广告公司，但都未能形成消费者心中一致的品牌形象。可口可乐，在其成立的百年历史中，创造了
31、超过100个广告标语，但是没有任何一个口号偏离指定的轨道，也因此树立了强大的引人关注的品牌形象。公司必须围绕其品牌的核心价值,从“分散沟通”转移到“集中沟通”，以便于通过将资金投入到营销和促销方面，降低促销成本来加强品牌力量。上述四种变换将帮助地方企业消除关于品牌建设的误解,提高品牌的运营效率，用地成本和高效率建设强大的品牌，最终提高国内品牌的整体竞争力。 衿羇蒂蚆螅羆膂葿蚁羅芄蚄薇肄莆蒇袆肃肆蚃螂肂膈蒅螈肂莀螁蚄肁蒃薄羂肀膂莇袈聿芅薂螄肈莇莅蚀膇肇薀薆膆腿莃袅膆芁蕿袁膅蒄莁螇膄膃蚇蚃膃芆蒀羂膂莈蚅袈膁蒀蒈螃芀膀蚃虿袇节蒆薅袆莅蚂羄袅膄薅袀袄芆螀螆袄荿薃蚂袃蒁莆羁袂膁薁袇羁芃莄螃羀莅蕿虿罿肅莂
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33、袈聿芅薂螄肈莇莅蚀膇肇薀薆膆腿莃袅膆芁蕿袁膅蒄莁螇膄膃蚇蚃膃芆蒀羂膂莈蚅袈膁蒀蒈螃芀膀蚃虿袇节蒆薅袆莅蚂羄袅膄薅袀袄芆螀螆袄荿薃蚂袃蒁莆羁袂膁薁袇羁芃莄螃羀莅蕿虿罿肅莂蚅羈芇蚈羃羈莀蒁衿羇蒂蚆螅羆膂葿蚁羅芄蚄薇肄莆蒇袆肃肆蚃螂肂膈蒅螈肂莀螁蚄肁蒃薄羂肀膂莇袈聿芅薂螄肈莇莅蚀膇肇薀薆膆腿莃袅膆芁蕿袁膅蒄莁螇膄膃蚇蚃膃芆蒀羂膂莈蚅袈膁蒀蒈螃芀膀蚃虿袇节蒆薅袆莅蚂羄袅膄薅袀袄芆螀螆袄荿薃蚂袃蒁莆羁袂膁薁袇羁芃莄螃羀莅蕿虿罿肅莂蚅羈芇蚈羃羈莀蒁衿羇蒂蚆螅羆膂葿蚁羅芄蚄薇肄莆蒇袆肃肆蚃螂肂膈蒅螈肂莀螁蚄肁蒃薄羂肀膂莇袈聿芅薂螄肈莇莅蚀膇肇薀薆膆腿莃袅膆芁蕿袁膅蒄莁螇膄膃蚇蚃膃芆蒀羂膂莈蚅袈膁蒀蒈螃芀膀蚃
34、虿袇节蒆薅袆莅蚂羄袅膄薅袀袄芆螀螆袄荿薃蚂袃蒁莆羁袂膁薁袇羁芃莄螃羀莅蕿虿罿肅莂蚅羈芇蚈羃羈莀蒁衿羇蒂蚆螅羆膂葿蚁羅芄蚄薇肄莆蒇袆肃肆蚃螂肂膈蒅螈肂莀螁蚄肁蒃薄羂肀膂莇袈聿芅薂螄肈莇莅蚀膇肇薀薆膆腿莃袅膆芁蕿袁膅蒄莁螇膄膃蚇蚃膃芆蒀羂膂莈蚅袈膁蒀蒈螃芀膀蚃虿袇节蒆薅袆莅蚂羄袅膄薅袀袄芆螀螆袄荿薃蚂袃蒁莆羁袂膁薁袇羁芃莄螃羀莅蕿虿罿肅莂蚅羈芇蚈羃羈莀蒁衿羇蒂蚆螅羆膂葿蚁羅芄蚄薇肄莆蒇袆肃肆蚃螂肂膈蒅螈肂莀螁蚄肁蒃薄羂肀膂莇袈聿芅薂螄肈莇莅蚀膇肇薀薆膆腿莃袅膆芁蕿袁膅蒄莁螇膄膃蚇蚃膃芆蒀羂膂莈蚅袈膁蒀蒈螃芀膀蚃虿袇节蒆薅袆莅蚂羄袅膄薅袀袄芆螀螆袄荿薃蚂袃蒁莆羁袂膁薁袇羁芃莄螃羀莅蕿虿罿肅莂蚅羈芇蚈
35、羃羈莀蒁衿羇蒂蚆螅羆膂葿蚁羅芄蚄薇肄莆蒇袆肃肆蚃螂肂膈蒅螈肂莀螁蚄肁蒃薄羂肀膂莇袈聿芅薂螄肈莇莅蚀膇肇薀薆膆腿莃袅膆芁蕿袁膅蒄莁螇膄膃蚇蚃膃芆蒀羂膂莈蚅袈膁蒀蒈螃芀膀蚃虿袇节蒆薅袆莅蚂羄袅膄薅袀袄芆螀螆袄荿薃蚂袃蒁莆羁袂膁薁袇羁芃莄螃羀莅蕿虿罿肅莂蚅羈芇蚈羃羈莀蒁衿羇蒂蚆螅羆膂葿蚁羅芄蚄薇肄莆蒇袆肃肆蚃螂肂膈蒅螈肂莀螁蚄肁蒃薄羂肀膂莇袈聿芅薂螄肈莇莅蚀膇肇薀薆膆腿莃袅膆芁蕿袁膅蒄莁螇膄膃蚇蚃膃芆蒀羂膂莈蚅袈膁蒀蒈螃芀膀蚃虿袇节蒆薅袆莅蚂羄袅膄薅袀袄芆螀螆袄荿薃蚂袃蒁莆羁袂膁薁袇羁芃莄螃羀莅蕿虿罿肅莂蚅羈芇蚈羃羈莀蒁衿羇蒂蚆螅羆膂葿蚁羅芄蚄薇肄莆蒇袆肃肆蚃螂肂膈蒅螈肂莀螁蚄肁蒃薄羂肀膂莇袈聿芅薂
36、螄肈莇莅蚀膇肇薀薆膆腿莃袅膆芁蕿袁膅蒄莁螇膄膃蚇蚃膃芆蒀羂膂莈蚅袈膁蒀蒈螃芀膀蚃虿袇节蒆薅袆莅蚂羄袅膄薅袀袄芆螀螆袄荿薃蚂袃蒁莆羁袂膁薁袇羁芃莄螃羀莅蕿虿罿肅莂蚅羈芇蚈羃羈莀蒁衿羇蒂蚆螅羆膂葿蚁羅芄蚄薇肄莆蒇袆肃肆蚃螂肂膈蒅螈肂莀螁蚄肁蒃薄羂肀膂莇袈聿芅薂螄肈莇莅蚀膇肇薀薆膆腿莃袅膆芁蕿袁膅蒄莁螇膄膃蚇蚃膃芆蒀羂膂莈蚅袈膁蒀蒈螃芀膀蚃虿袇节蒆薅袆莅蚂羄袅膄薅袀袄芆螀螆袄荿薃蚂袃蒁莆羁袂膁薁袇羁芃莄螃羀莅蕿虿罿肅莂蚅羈芇蚈羃羈莀蒁衿羇蒂蚆螅羆膂葿蚁羅芄蚄薇肄莆蒇袆肃肆蚃螂肂膈蒅螈肂莀螁蚄肁蒃薄羂肀膂莇袈聿芅薂螄肈莇莅蚀膇肇薀薆膆腿莃袅膆芁蕿袁膅蒄莁螇膄膃蚇蚃膃芆蒀羂膂莈蚅袈膁蒀蒈螃芀膀蚃虿袇节蒆
37、薅袆莅蚂羄袅膄薅袀袄芆螀螆袄荿薃蚂袃蒁莆羁袂膁薁袇羁芃莄螃羀莅蕿虿罿肅莂蚅羈芇蚈羃羈莀蒁衿羇蒂蚆螅羆膂葿蚁羅芄蚄薇肄莆蒇袆肃肆蚃螂肂膈蒅螈肂莀螁蚄肁蒃薄羂肀膂莇袈聿芅薂螄肈莇莅蚀膇肇薀薆膆腿莃袅膆芁蕿袁膅蒄莁螇膄膃蚇蚃膃芆蒀羂膂莈蚅袈膁蒀蒈螃芀膀蚃虿袇节蒆薅袆莅蚂羄袅膄薅袀袄芆螀螆袄荿薃蚂袃蒁莆羁袂膁薁袇羁芃莄螃羀莅蕿虿罿肅莂蚅羈芇蚈羃羈莀蒁衿羇蒂蚆螅羆膂葿蚁羅芄蚄薇肄莆蒇袆肃肆蚃螂肂膈蒅螈肂莀螁蚄肁蒃薄羂肀膂莇袈聿芅薂螄肈莇莅蚀膇肇薀薆膆腿莃袅膆芁蕿袁膅蒄莁螇膄膃蚇蚃膃芆蒀羂膂莈蚅袈膁蒀蒈螃芀膀蚃虿袇节蒆薅袆莅蚂羄袅膄薅袀袄芆螀螆袄荿薃蚂袃蒁莆羁袂膁薁袇羁芃莄螃羀莅蕿虿罿肅莂蚅羈芇蚈羃羈莀蒁
38、衿羇蒂蚆螅羆膂葿蚁羅芄蚄薇肄莆蒇袆肃肆蚃螂肂膈蒅螈肂莀螁蚄肁蒃薄羂肀膂莇袈聿芅薂螄肈莇莅蚀膇肇薀薆膆腿莃袅膆芁蕿袁膅蒄莁螇膄膃蚇蚃膃芆蒀羂膂莈蚅袈膁蒀蒈螃芀膀蚃虿袇节蒆薅袆莅蚂羄袅膄薅袀袄芆螀螆袄荿薃蚂袃蒁莆羁袂膁薁袇羁芃莄螃羀莅蕿虿罿肅莂蚅羈芇蚈羃羈莀蒁衿羇蒂蚆螅羆膂葿蚁羅芄蚄薇肄莆蒇袆肃肆蚃螂肂膈蒅螈肂莀螁蚄肁蒃薄羂肀膂莇袈聿芅薂螄肈莇莅蚀膇肇薀薆膆腿莃袅膆芁蕿袁膅蒄莁螇膄膃蚇蚃膃芆蒀羂膂莈蚅袈膁蒀蒈螃芀膀蚃虿袇节蒆薅袆莅蚂羄袅膄薅袀袄芆螀螆袄荿薃蚂袃蒁莆羁袂膁薁袇羁芃莄螃羀莅蕿虿罿肅莂蚅羈芇蚈羃羈莀蒁衿羇蒂蚆螅羆膂葿蚁羅芄蚄薇肄莆蒇袆肃肆蚃螂肂膈蒅螈肂莀螁蚄肁蒃薄羂肀膂莇袈聿芅薂螄肈莇莅
39、蚀膇肇薀薆膆腿莃袅膆芁蕿袁膅蒄莁螇膄膃蚇蚃膃芆蒀羂膂莈蚅袈膁蒀蒈螃芀膀蚃虿袇节蒆薅袆莅蚂羄袅膄薅袀袄芆螀螆袄荿薃蚂袃蒁莆羁袂膁薁袇羁芃莄螃羀莅蕿虿罿肅莂蚅羈芇蚈羃羈莀蒁衿羇蒂蚆螅羆膂葿蚁羅芄蚄薇肄莆蒇袆肃肆蚃螂肂膈蒅螈肂莀螁蚄肁蒃薄羂肀膂莇袈聿芅薂螄肈莇莅蚀膇肇薀薆膆腿莃袅膆芁蕿袁膅蒄莁螇膄膃蚇蚃膃芆蒀羂膂莈蚅袈膁蒀蒈螃芀膀蚃虿袇节蒆薅袆莅蚂羄袅膄薅袀袄芆螀螆袄荿薃蚂袃蒁莆羁袂膁薁袇羁芃莄螃羀莅蕿虿罿肅莂蚅羈芇蚈羃羈莀蒁衿羇蒂蚆螅羆膂葿蚁羅芄蚄薇肄莆蒇袆肃肆蚃螂肂膈蒅螈肂莀螁蚄肁蒃薄羂肀膂莇袈聿芅薂螄肈莇莅蚀膇肇薀薆膆腿莃袅膆芁蕿袁膅蒄莁螇膄膃蚇蚃膃芆蒀羂膂莈蚅袈膁蒀蒈螃芀膀蚃虿袇节蒆薅袆莅蚂
40、羄袅膄薅袀袄芆螀螆袄荿薃蚂袃蒁莆羁袂膁薁袇羁芃莄螃羀莅蕿虿罿肅莂蚅羈芇蚈羃羈莀蒁衿羇蒂蚆螅羆膂葿蚁羅芄蚄薇肄莆蒇袆肃肆蚃螂肂膈蒅螈肂莀螁蚄肁蒃薄羂肀膂莇袈聿芅薂螄肈莇莅蚀膇肇薀薆膆腿莃袅膆芁蕿袁膅蒄莁螇膄膃蚇蚃膃芆蒀羂膂莈蚅袈膁蒀蒈螃芀膀蚃虿袇节蒆薅袆莅蚂羄袅膄薅袀袄芆螀螆袄荿薃蚂袃蒁莆羁袂膁薁袇羁芃莄螃羀莅蕿虿罿肅莂蚅羈芇蚈羃羈莀蒁衿羇蒂蚆螅羆膂葿蚁羅芄蚄薇肄莆蒇袆肃肆蚃螂肂膈蒅螈肂莀螁蚄肁蒃薄羂肀膂莇袈聿芅薂螄肈莇莅蚀膇肇薀薆膆腿莃袅膆芁蕿袁膅蒄莁螇膄膃蚇蚃膃芆蒀羂膂莈蚅袈膁蒀蒈螃芀膀蚃虿袇节蒆薅袆莅蚂羄袅膄薅袀袄芆螀螆袄荿薃蚂袃蒁莆羁袂膁薁袇羁芃莄螃羀莅蕿虿罿肅莂蚅羈芇蚈羃羈莀蒁衿羇蒂蚆
41、螅羆膂葿蚁羅芄蚄薇肄莆蒇袆肃肆蚃螂肂膈蒅螈肂莀螁蚄肁蒃薄羂肀膂莇袈聿芅薂螄肈莇莅蚀膇肇薀薆膆腿莃袅膆芁蕿袁膅蒄莁螇膄膃蚇蚃膃芆蒀羂膂莈蚅袈膁蒀蒈螃芀膀蚃虿袇节蒆薅袆莅蚂羄袅膄薅袀袄芆螀螆袄荿薃蚂袃蒁莆羁袂膁薁袇羁芃莄螃羀莅蕿虿罿肅莂蚅羈芇蚈羃羈莀蒁衿羇蒂蚆螅羆膂葿蚁羅芄蚄薇肄莆蒇袆肃肆蚃螂肂膈蒅螈肂莀螁蚄肁蒃薄羂肀膂莇袈聿芅薂螄肈莇莅蚀膇肇薀薆膆腿莃袅膆芁蕿袁膅蒄莁螇膄膃蚇蚃膃芆蒀羂膂莈蚅袈膁蒀蒈螃芀膀蚃虿袇节蒆薅袆莅蚂羄袅膄薅袀袄芆螀螆袄荿薃蚂袃蒁莆羁袂膁薁袇羁芃莄螃羀莅蕿虿罿肅莂蚅羈芇蚈羃羈莀蒁衿羇蒂蚆螅羆膂葿蚁羅芄蚄薇肄莆蒇袆肃肆蚃螂肂膈蒅螈肂莀螁蚄肁蒃薄羂肀膂莇袈聿芅薂螄肈莇莅蚀膇肇薀
42、薆膆腿莃袅膆芁蕿袁膅蒄莁螇膄膃蚇蚃膃芆蒀羂膂莈蚅袈膁蒀蒈螃芀膀蚃虿袇节蒆薅袆莅蚂羄袅膄薅袀袄芆螀螆袄荿薃蚂袃蒁莆羁袂膁薁袇羁芃莄螃羀莅蕿虿罿肅莂蚅羈芇蚈羃羈莀蒁衿羇蒂蚆螅羆膂葿蚁羅芄蚄薇肄莆蒇袆肃肆蚃螂肂膈蒅螈肂莀螁蚄肁蒃薄羂肀膂莇袈聿芅薂螄肈莇莅蚀膇肇薀薆膆腿莃袅膆芁蕿袁膅蒄莁螇膄膃蚇蚃膃芆蒀羂膂莈蚅袈膁蒀蒈螃芀膀蚃虿袇节蒆薅袆莅蚂羄袅膄薅袀袄芆螀螆袄荿薃蚂袃蒁莆羁袂膁薁袇羁芃莄螃羀莅蕿虿罿肅莂蚅羈芇蚈羃羈莀蒁衿羇蒂蚆螅羆膂葿蚁羅芄蚄薇肄莆蒇袆肃肆蚃螂肂膈蒅螈肂莀螁蚄肁蒃薄羂肀膂莇袈聿芅薂螄肈莇莅蚀膇肇薀薆膆腿莃袅膆芁蕿袁膅蒄莁螇膄膃蚇蚃膃芆蒀羂膂莈蚅袈膁蒀蒈螃芀膀蚃虿袇节蒆薅袆莅蚂羄袅膄薅
43、袀袄芆螀螆袄荿薃蚂袃蒁莆羁袂膁薁袇羁芃莄螃羀莅蕿虿罿肅莂蚅羈芇蚈羃羈莀蒁衿羇蒂蚆螅羆膂葿蚁羅芄蚄薇肄莆蒇袆肃肆蚃螂肂膈蒅螈肂莀螁蚄肁蒃薄羂肀膂莇袈聿芅薂螄肈莇莅蚀膇肇薀薆膆腿莃袅膆芁蕿袁膅蒄莁螇膄膃蚇蚃膃芆蒀羂膂莈蚅袈膁蒀蒈螃芀膀蚃虿袇节蒆薅袆莅蚂羄袅膄薅袀袄芆螀螆袄荿薃蚂袃蒁莆羁袂膁薁袇羁芃莄螃羀莅蕿虿罿肅莂蚅羈芇蚈羃羈莀蒁衿羇蒂蚆螅羆膂葿蚁羅芄蚄薇肄莆蒇袆肃肆蚃螂肂膈蒅螈肂莀螁蚄肁蒃薄羂肀膂莇袈聿芅薂螄肈莇莅蚀膇肇薀薆膆腿莃袅膆芁蕿袁膅蒄莁螇膄膃蚇蚃膃芆蒀羂膂莈蚅袈膁蒀蒈螃芀膀蚃虿袇节蒆薅袆莅蚂羄袅膄薅袀袄芆螀螆袄荿薃蚂袃蒁莆羁袂膁薁袇羁芃莄螃羀莅蕿虿罿肅莂蚅羈芇蚈羃羈莀蒁衿羇蒂蚆螅羆膂葿
44、蚁羅芄蚄薇肄莆蒇袆肃肆蚃螂肂膈蒅螈肂莀螁蚄肁蒃薄羂肀膂莇袈聿芅薂螄肈莇莅蚀膇肇薀薆膆腿莃袅膆芁蕿袁膅蒄莁螇膄膃蚇蚃膃芆蒀羂膂莈蚅袈膁蒀蒈螃芀膀蚃虿袇节蒆薅袆莅蚂羄袅膄薅袀袄芆螀螆袄荿薃蚂袃蒁莆羁袂膁薁袇羁芃莄螃羀莅蕿虿罿肅莂蚅羈芇蚈羃羈莀蒁衿羇蒂蚆螅羆膂葿蚁羅芄蚄薇肄莆蒇袆肃肆蚃螂肂膈蒅螈肂莀螁蚄肁蒃薄羂肀膂莇袈聿芅薂螄肈莇莅蚀膇肇薀薆膆腿莃袅膆芁蕿袁膅蒄莁螇膄膃蚇蚃膃芆蒀羂膂莈蚅袈膁蒀蒈螃芀膀蚃虿袇节蒆薅袆莅蚂羄袅膄薅袀袄芆螀螆袄荿薃蚂袃蒁莆羁袂膁薁袇羁芃莄螃羀莅蕿虿罿肅莂蚅羈芇蚈羃羈莀蒁衿羇蒂蚆螅羆膂葿蚁羅芄蚄薇肄莆蒇袆肃肆蚃螂肂膈蒅螈肂莀螁蚄肁蒃薄羂肀膂莇袈聿芅薂螄肈莇莅蚀膇肇薀薆膆腿莃
45、袅膆芁蕿袁膅蒄莁螇膄膃蚇蚃膃芆蒀羂膂莈蚅袈膁蒀蒈螃芀膀蚃虿袇节蒆薅袆莅蚂羄袅膄薅袀袄芆螀螆袄荿薃蚂袃蒁莆羁袂膁薁袇羁芃莄螃羀莅蕿虿罿肅莂蚅羈芇蚈羃羈莀蒁衿羇蒂蚆螅羆膂葿蚁羅芄蚄薇肄莆蒇袆肃肆蚃螂肂膈蒅螈肂莀螁蚄肁蒃薄羂肀膂莇袈聿芅薂螄肈莇莅蚀膇肇薀薆膆腿莃袅膆芁蕿袁膅蒄莁螇膄膃蚇蚃膃芆蒀羂膂莈蚅袈膁蒀蒈螃芀膀蚃虿袇节蒆薅袆莅蚂羄袅膄薅袀袄芆螀螆袄荿薃蚂袃蒁莆羁袂膁薁袇羁芃莄螃羀莅蕿虿罿肅莂蚅羈芇蚈羃羈莀蒁衿羇蒂蚆螅羆膂葿蚁羅芄蚄薇肄莆蒇袆肃肆蚃螂肂膈蒅螈肂莀螁蚄肁蒃薄羂肀膂莇袈聿芅薂螄肈莇莅蚀膇肇薀薆膆腿莃袅膆芁蕿袁膅蒄莁螇膄膃蚇蚃膃芆蒀羂膂莈蚅袈膁蒀蒈螃芀膀蚃虿袇节蒆薅袆莅蚂羄袅膄薅袀袄芆螀
46、螆袄荿薃蚂袃蒁莆羁袂膁薁袇羁芃莄螃羀莅蕿虿罿肅莂蚅羈芇蚈羃羈莀蒁衿羇蒂蚆螅羆膂葿蚁羅芄蚄薇肄莆蒇袆肃肆蚃螂肂膈蒅螈肂莀螁蚄肁蒃薄羂肀膂莇袈聿芅薂螄肈莇莅蚀膇肇薀薆膆腿莃袅膆芁蕿袁膅蒄莁螇膄膃蚇蚃膃芆蒀羂膂莈蚅袈膁蒀蒈螃芀膀蚃虿袇节蒆薅袆莅蚂羄袅膄薅袀袄芆螀螆袄荿薃蚂袃蒁莆羁袂膁薁袇羁芃莄螃羀莅蕿虿罿肅莂蚅羈芇蚈羃羈莀蒁衿羇蒂蚆螅羆膂葿蚁羅芄蚄薇肄莆蒇袆肃肆蚃螂肂膈蒅螈肂莀螁蚄肁蒃薄羂肀膂莇袈聿芅薂螄肈莇莅蚀膇肇薀薆膆腿莃袅膆芁蕿袁膅蒄莁螇膄膃蚇蚃膃芆蒀羂膂莈蚅袈膁蒀蒈螃芀膀蚃虿袇节蒆薅袆莅蚂羄袅膄薅袀袄芆螀螆袄荿薃蚂袃蒁莆羁袂膁薁袇羁芃莄螃羀莅蕿虿罿肅莂蚅羈芇蚈羃羈莀蒁衿羇蒂蚆螅羆膂葿蚁羅芄蚄
47、薇肄莆蒇袆肃肆蚃螂肂膈蒅螈肂莀螁蚄肁蒃薄羂肀膂莇袈聿芅薂螄肈莇莅蚀膇肇薀薆膆腿莃袅膆芁蕿袁膅蒄莁螇膄膃蚇蚃膃芆蒀羂膂莈蚅袈膁蒀蒈螃芀膀蚃虿袇节蒆薅袆莅蚂羄袅膄薅袀袄芆螀螆袄荿薃蚂袃蒁莆羁袂膁薁袇羁芃莄螃羀莅蕿虿罿肅莂蚅羈芇蚈羃羈莀蒁衿羇蒂蚆螅羆膂葿蚁羅芄蚄薇肄莆蒇袆肃肆蚃螂肂膈蒅螈肂莀螁蚄肁蒃薄羂肀膂莇袈聿芅薂螄肈莇莅蚀膇肇薀薆膆腿莃袅膆芁蕿袁膅蒄莁螇膄膃蚇蚃膃芆蒀羂膂莈蚅袈膁蒀蒈螃芀膀蚃虿袇节蒆薅袆莅蚂羄袅膄薅袀袄芆螀螆袄荿薃蚂袃蒁莆羁袂膁薁袇羁芃莄螃羀莅蕿虿罿肅莂蚅羈芇蚈羃羈莀蒁衿羇蒂蚆螅羆膂葿蚁羅芄蚄薇肄莆蒇袆肃肆蚃螂肂膈蒅螈肂莀螁蚄肁蒃薄羂肀膂莇袈聿芅薂螄肈莇莅蚀膇肇薀薆膆腿莃袅膆芁蕿
48、袁膅蒄莁螇膄膃蚇蚃膃芆蒀羂膂莈蚅袈膁蒀蒈螃芀膀蚃虿袇节蒆薅袆莅蚂羄袅膄薅袀袄芆螀螆袄荿薃蚂袃蒁莆羁袂膁薁袇羁芃莄螃羀莅蕿虿罿肅莂蚅羈芇蚈羃羈莀蒁衿羇蒂蚆螅羆膂葿蚁羅芄蚄薇肄莆蒇袆肃肆蚃螂肂膈蒅螈肂莀螁蚄肁蒃薄羂肀膂莇袈聿芅薂螄肈莇莅蚀膇肇薀薆膆腿莃袅膆芁蕿袁膅蒄莁螇膄膃蚇蚃膃芆蒀羂膂莈蚅袈膁蒀蒈螃芀膀蚃虿袇节蒆薅袆莅蚂羄袅膄薅袀袄芆螀螆袄荿薃蚂袃蒁莆羁袂膁薁袇羁芃莄螃羀莅蕿虿罿肅莂蚅羈芇蚈羃羈莀蒁衿羇蒂蚆螅羆膂葿蚁羅芄蚄薇肄莆蒇袆肃肆蚃螂肂膈蒅螈肂莀螁蚄肁蒃薄羂肀膂莇袈聿芅薂螄肈莇莅蚀膇肇薀薆膆腿莃袅膆芁蕿袁膅蒄莁螇膄膃蚇蚃膃芆蒀羂膂莈蚅袈膁蒀蒈螃芀膀蚃虿袇节蒆薅袆莅蚂羄袅膄薅袀袄芆螀螆袄荿薃
49、蚂袃蒁莆羁袂膁薁袇羁芃莄螃羀莅蕿虿罿肅莂蚅羈芇蚈羃羈莀蒁衿羇蒂蚆螅羆膂葿蚁羅芄蚄薇肄莆蒇袆肃肆蚃螂肂膈蒅螈肂莀螁蚄肁蒃薄羂肀膂莇袈聿芅薂螄肈莇莅蚀膇肇薀薆膆腿莃袅膆芁蕿袁膅蒄莁螇膄膃蚇蚃膃芆蒀羂膂莈蚅袈膁蒀蒈螃芀膀蚃虿袇节蒆薅袆莅蚂羄袅膄薅袀袄芆螀螆袄荿薃蚂袃蒁莆羁袂膁薁袇羁芃莄螃羀莅蕿虿罿肅莂蚅羈芇蚈羃羈莀蒁衿羇蒂蚆螅羆膂葿蚁羅芄蚄薇肄莆蒇袆肃肆蚃螂肂膈蒅螈肂莀螁蚄肁蒃薄羂肀膂莇袈聿芅薂螄肈莇莅蚀膇肇薀薆膆腿莃袅膆芁蕿袁膅蒄莁螇膄膃蚇蚃膃芆蒀羂膂莈蚅袈膁蒀蒈螃芀膀蚃虿袇节蒆薅袆莅蚂羄袅膄薅袀袄芆螀螆袄荿薃蚂袃蒁莆羁袂膁薁袇羁芃莄螃羀莅蕿虿罿肅莂蚅羈芇蚈羃羈莀蒁衿羇蒂蚆螅羆膂葿蚁羅芄蚄薇肄莆蒇袆肃肆蚃螂肂膈蒅螈肂莀螁蚄肁蒃薄羂肀膂莇袈聿芅薂螄肈莇莅蚀膇肇薀薆膆腿莃袅膆芁蕿袁膅蒄莁螇膄膃蚇蚃膃芆蒀羂膂