2021年度私域经营洞察报告
䎃䏞猙㚖絑蠒峯㻋䫣デ2021⚹➊⛎䗳곢䩧鸣猙㚖絑蠒⸂⟟⧩♸馋⸷猙㚖♲錭絑蠒⸂垷㘗䎃猙㚖絑蠒⸂㹊騨涸♫⚡錜㻋 01♧湬⟄勻鿪剣♧猫霹岁雩⚹䨾剣遤⚌鿪⧩䖤欽侨㶶⻊涸倰䒭ꅾ⨞♧妃կ鵯僽荛㼱鵛䎃⚥(休)⚌⚆歲㼆侨㶶⻊⸂ꆀ涸劍䖉♸㛇劥ⴼ倗կ罜⡲⚹(休)⚌絑崸兦ꨍ邍♸굥ぢ叻涸ꨪ(마)⚌䙖Ⱖ」ꬠ♸刿剏㖈侨㶶⻊⸂ꆀ涸䲀岚⸔愝♴鸟䏞ㄤ곸桧刿僽鵴鵴馄鵂Ⱖ➭곭㚖կ鵛䎃勻շᅌ⡱(休)⚌霉雿ո⚥俒晜㖈ぢ⚥㕂靀罏䒸Ⰶㄤ䲀➝㕂꣢屠涸侨㶶⻊灇瑕䧭卓ㄤ剒倝錜挿涸ず傞⛲㺙ⴗⰢ岤⚥㕂(休)⚌⚆歲侨㶶⻊涸㹊騨䎇魪魧Ⰶ㽷翫ざ㢴倰⚁⚌⸂ꆀ帿Ⰶ⟱⚌靈灇⟄劍峯㻋⚥㕂(休)⚌⚆歲㼆侨㶶⻊涸杝暵椚鍒♸絑낉կ㖈Ⱒ岤✫倝ꨪ(마)ծ兰䢴ꨪ(마)⛓た䧮⟌涸Ⱒ岤挿佞ⵌ✫鵯⚙䎃Ⱓ饰涸猙㚖倝ꨪ(마)♳㼆鵯猫ッ梡ⴀⴔ䋒䒭⸂ꆀ絕匬涸ꨪ(마)絆絉䕎䙖䧮⟌䋞劅鸑鵂帿Ⰶծ帿䏞涸靈灇霚㕃䪪ⵌ♧❈腊〄劢勻涸⚎銯鵯㽠僽絆絉劥妃猙㚖倝ꨪ(마)灇瑕䫣デ涸ⴲ邪կ劥䫣デ歋շᅌ⡱(休)⚌霉雿ո⚥俒晜翫ざ剣饎倝ꨪ(마)灇瑕ꤎⰟず乊ⱗ㔙ꢭ帿Ⰶ庛䊜ծ匆䊜ծ⻌❩ծ♳嵳⟄⿺娀宪瘝㢴⚡㖑倰䒓㾝靈灇䊨⡲䎇絕ざ✫剣饎㖈倝ꨪ(마)ㄤ猙㚖涸㹊騨䱲程⿺嵳ꆀ遤⚌侨䰘կ䫣デ嶍⿺➢ꨪ(마)畮ծ庈麤(休)ㄤ色(休)ᄩ晥絁♳ㄤ絁♴涸㢴⚡梠蒜巑渷✫ꂊ宐䘯嶊ᄩծꭑ剪ծ涰餗Ⱆծ㹻歏⿺嶊餩歏㶩❡ᄩծ⻊㥿ᄩծ捷揬⚌ծ鵶ꝉ䏅ㄤ惐晥瘝⠍㢴곭㚖կ 䎃鄄獦⚹猙㚖倝ꨪ(마)⯋䎃 䎃猙㚖絑蠒䊺搬䧭⚹♧岚倝嵠惐䕎䧭✫♧肅倝⸷⸂կ䎃䊺絑ⵌ勻䧮⟌劍䖉㸐腊䒸饰刿䎛岌涸ꅾ錠⛲劍䖉㸐腊䧭⚹♶烁㹁䚍梠㞯♴⟱⚌⿿腚䓳絑蠒涸ⵄ㐼腊⚹⟱⚌ծ⚹遤⚌ծ⚹爢⠔䌄勻刿㢴涸⟟⧩鸣կշᅌ⡱(休)⚌霉雿ո⚥俒晜糸껷露 022021䌑䍳瑮㔔缋觝崫㷌䫟广㖈䎃⛓䧮鵮㖈涰䏞ㄤꅽ䊼䊼餏餓❡ᄩ霃雦䊨⡲涸傞⦫㽠〄梡✫♧⚡剣馰涸梡韌կⳜ⛖䨾剣涸✽翫緸㣢鿈⟱⚌㖈霃雦❡ᄩ涸傞⦫鿪䟝銳鸑鵂厤猫⚡䚍⻊涸霃雦♸㾝爙勻䫟毛欽䨪涸䗱兰搬た雮➭⟌䧭⚹荈䊹杝剣涸䭆駏կ䔲傞鵯猫乼⡲倰䒭鄄獦⛓⚹欽䨪䙼絶⡎➢梡㖈勻溏Ⱖ㹊㽠僽猙㚖絑崸鵘⡲涸䏀㽻鹤鳓կꥥ满崨ꆀ紤ⵄ傞➿涸鷍㖞⟄猙㚖崨ꆀ⚹佅丒涸猙㚖絑崸傞➿䊺絑䳶䒓㣐䍋կ爢⠔絑崸欰崞⚥涸䖎㢴✲䞔鿪㖈䜠搬〄欰」⻊կ⚹➊⛎㖈⚥㕂⠔❡欰猙㚖絑崸鵯⚡霒僽㔔⚹㖈鵯ꅽ嫦⚡➃鿪㖈欽爢❜緸絞爢❜緸絞匧㥩㖑䌐⸔ᄩ晥(休)鵶䱹嶊餩罏ᄩ晥(休)〳⟄剣駈㢿㢴涸䩛媯嫱㥵纈嶊䜂ծ♧㼆♧ծ錠곸〿瘝⟄⿺刿㢴涸♶ず䕎䙖涸ⰻ㺂鵶䱹嶊餩罏կ罜⚂㖈鵯ꅽ剣駈㢿㥩涸厫䚍⣘䎾Ꝇ雮䧮⟌嫦⚡(休)㹻鿪〳⟄⨞荈䊹猙㚖涸鵘蠒կ㔔⚹鵯⚡㕼㡝䧮⟌剣✫猙㚖絑崸涸劢勻觌⸽涸〳腊䚍ㄤ㛇炄կ㖈侨㶶絑崸傞➿⟱⚌涸呍䗱湡叻僽銳➢❡勉涸넞䏞♳溫姻ꅾ錠ㄤ䭆剣㹐䨪鵯⚡剒剣⟟⧩涸餴❡䎇♶倗䲿巛荈䊹⚹嫦⚡㹐䨪鸣刿⚪㺢⟟⧩涸腊⸂կ䱲程猙㚖絑崸鵘⡲涸䏀㽻鹤鳓涯뚈⚝俒剣饎㨤➃Ⱟ $&0鵂Ⳝ䎃ꅽ䧮⟌♧湬㗏㹁㖑湱⥌猙㚖絑崸涸⟟⧩կ剣饎㽠⫸♧⚡䶔偫ノ㊮涸䒸곭罏ꤑ✫䲿⣘❡ᄩㄤ剪⸉鵮鸑鵂ぐ猫倰䒭♶倗㖑㔵絗满猙㚖絑崸劼⠔♴倝ꨪ(마)鲮㘗絛㣐㹻䲿⣘遤⚌ⴔ區ծ絑蠒䒊雳鵮剣⥌䗱կ鵯⛲僽剣饎➚㣔銳〄䋒շ 䎃猙㚖鵘蠒䫣デո涸韭㔔կ䧮⟌㼆猙㚖絑崸涸錜㻋䭯絯✫Ⳝ䎃䎃氋䞔⸈鸟✫(休)㹻㖈絁♳湬䱹鍘鴪㹐䨪涸姿⠄㔔姼 䎃䧮⟌溏ⵌ刿㢴涸(休)㹻䒓㨤㹊騨絁♳絁♴♧⡤⻊輑ざ涸絑蠒衅㖑䧮⟌㽂霚㼆鵯♧䎃鸑鵂猙㚖鵘蠒鵳遤倝ꨪ(마)鲮㘗涸㹊騨⨞♧⚡灇瑕ㄤ䚪絕〄梡♧❈Ⱘ剣澯䚍涸䙼罌ㄤ倰岁䋞劅腊㢿絛ⵌ遤⚌♧❈罌կ劥妃䫣デ銻渷✫㢴⚡遤⚌⡎䧮⟌尵剣➢遤⚌勻ⴗⶶ溏猙㚖鵘蠒涸〄㾝罜僽➢絑蠒㖞兞勻錜㻋鵯♧䎃涸馋⸷ㄤ衅㖑佪卓♶ず곭㚖涸叻勍呩⢾ⴔ區鳇⸔椚鍒䋞劅⚹示㼜䧴䊺絑姿Ⰶ猙㚖絑蠒涸ᄩ晥䲿⣘剣渤⦶ꊹկ 03倝ꨪ(마)涸⟟⧩椚䚍ㄤ䊨Ⱘ椚䚍㖈爢⠔㷖涸灇瑕곭㚖剣♧絆湱㼆涸嚋䙁〭⨞䊨Ⱘ椚䚍ㄤ⟟⧩椚䚍歋䗞㕂爢⠔㷖㹻ծㆹ㷖㹻끩⯘倛꯷⠭䲿ⴀ꯷⠭⛲僽盗椚㷖絆絉灇瑕⚥絑䌢䲿ⵌ涸猰㽻ⵖ涸䲿ⴀ罏➭僽♧⡙Ⰼ椕衼ぜ涸爢⠔㷖罏䖎㢴錜䙁䕧ᆄ荛➚կ끩⯘倛 ꯷⠭㼜➃碫涸椚䚍遤⸓ⴔ⚹䊨Ⱘ椚䚍遤⸓ㄤ⟟⧩椚䚍遤⸓勹ⴔ✫䊨Ⱘ椚䚍ㄤ⟟⧩椚䚍罏僽䭷鸑鵂㹊騨涸鸀䖈烁雩䊨Ⱘ䧴䩛媯➢罜㹊梡佪桧涸剒㣐⻊կ罜た罏僽䭷遤⚹黽䗄暵㹁涸⟟⧩ⲥⴭ䧴⥌⟓罜♶盗䊨Ⱘ䧴䩛媯㥵⡦կ(休)⚌僽爢⠔涸♧鿈ⴔ爢⠔㷖涸⚎銯䖎㢴〳⟄䒁欽ⵌ(休)⚌곭㚖䲿ⵌ涸猰㽻ⵖ㽠僽鵯呋կ倝ꨪ(마)剒傍歋ꅽ䲿ⴀ勻ⵌ梡㖈剣鵛 䎃涸傞ꢂた勻艗雴䲿兰䢴ꨪ(마)❩⚎⛲䲿兰䢴ꨪ(마)剣饎䲿倝ꨪ(마)䎇⸈♳✫猙㚖涸倝叻皊㸐鷶幯䧭✫♧猫䱹鵛⥌⟓涸(休)⚌ⴼ倗⟟⧩椚䚍㛇劥䕎䧭կ㛇✵倝ꨪ(마)⟟⧩椚䚍涸(休)⚌ⴼ倗✽翫緸⟱⚌荈僽♶䗳㢴霹䖎㢴⠛絡⟱⚌⛲㖈駟駟妝霚♶倗䱲程⡎鵯⛎㢴䎃♴勻禾㨤絊饥♶ⴀ♧⚡䚓㕕齡㽠僽倝ꨪ(마)涸霢露勉㨤絊䱍䳣㖈Ⳝ⚡㣐䎂〵涸䩛⚥⠛絡⟱⚌⨞✫䖎㢴⸖⸂饥✫䖎㢴䓮騟剒た鵮僽〄梡㼆㣐䎂〵剣⣜饆կ湬ⵌ⫸剣饎鵯碫猙㚖倝ꨪ(마)䊨Ⱘㄤ鍒Ɀ倰呩涸ⴀ梡鵯猫㣟邂涸㽷䩞䒓㨤剣䨾佖」կ⠛絡⟱⚌ㄤꬋ䎂〵㘗涸⟱⚌♶盗僽㖈❡⚌Ꝇ涸ㆭ♧⚡梠蒜⦶⸔猙㚖䚍餘涸倝ꨪ(마)䊨Ⱘㄤ鍒Ɀ倰呩鿪〳⟄鸑鵂猙㚖鵘蠒涸倰䒭蜦䖤欽䨪餴❡䎇獤稡侨䰘餴❡鷶幯䶓膴䎂〵⣜饆կ僽涸鵯㽠⫸僽䊨Ⱘ椚䚍涸遤⸓կ倝ꨪ(마)遤⚌姻㖈〄欰涸絕匬䚍」ꬠ⛲姻僽歋✵䊨Ⱘ椚䚍涸Ⱓ饰կ猙㚖倝ꨪ(마)涸䊨Ⱘ⚹倝ꨪ(마)㛇劥⟟⧩ⴼ倗涸㹊騨䲿⣘✫鸀䖈ㄤ倰岁䎇歋姼佖」✫⟟⧩絕匬ㄤ霢露勉絕匬㼜ꨪ(마)涸(休)⚌⚆歲➢湱㼆涸꧋⚥䒭鲮」⚹刿⚹僈儑涸ⴔ䋒䒭կ䊨Ⱘ椚䚍涸呍䗱僽㼆佪桧涸鷅宠կ㥵卓㼜ꨪ(마)곭㚖⡲⚹♧⚡侮⡤勻溏䖉⟄䖃꧋⚥✵㣐䎂〵涸倰䒭示⤑馋⸷♸⟟⧩ⴼ倗僽姻烁涸➢絑崸㷖涸錭䏞溏Ⱖ佪桧鵮僽⡛♴涸կⴔ䋒䒭ⴭ㸤Ⰼ♶ず㸐雮嫦♧⚡⚡⡤〳⟄〄䮦獤匧䚍ㄤ⚺⸓䚍㸐僽荈絆絉ծ荈鵳⻊涸僽ⰟⰟ欰涸կ剣饎ㄤᅌ⡱(休)⚌霉雿⚥俒晜翫ざ䲀ⴀ涸鵯⚡猙㚖倝ꨪ(마)灇瑕䫣デ➢猙㚖倝ꨪ(마)涸㹁⛐♸⟟⧩ⰻ巑ⴀ〄鸑鵂㣐ꆀ霫㹊涸侨䰘ⴔ區ծ呩⢾ⴔ區⟄⿺㼆怵⻊馋⸷涸峯㻋匬䒊✫猙㚖♲錭絑蠒⸂垷㘗⚹椚鍒ㄤ騨遤倝ꨪ(마)涸⟟⧩ⴼ倗䲿⣘✫♧⚡倝涸錠錭ㄤ遤⸓倰呩涸罌կ䧮⟌⛲劍䖉鸑鵂鵯⚡䫣デ腊䒸〄遤⚌㼆倝ꨪ(마)涸刿㢴䙼罌կ⡦⚝俒շᅌ⡱(休)⚌霉雿ո⚥俒晜翫ざⴀᄩ➃ծ⚺綘㣐ᆪ㺕露 04䱲程猙㚖絑崸鵘⡲涸䏀㽻鹤鳓猙㚖倝ꨪ(마)涸䊨Ⱘ⚹倝ꨪ(마)㛇劥⟟⧩ⴼ倗涸㹊騨䲿⣘✫鸀䖈ㄤ倰岁䎇歋姼佖」✫⟟⧩絕匬ㄤ霢露勉絕匬㼜ꨪ(마)涸(休)⚌⚆歲➢湱㼆涸꧋⚥䒭鲮」⚹刿⚹僈儑涸ⴔ䋒䒭կ03㖈侨㶶絑崸傞➿⟱⚌涸呍䗱湡叻僽銳➢❡勉涸넞䏞♳溫姻ꅾ錠ㄤ䭆剣㹐䨪鵯⚡剒剣⟟⧩涸餴❡䎇♶倗䲿巛荈䊹⚹嫦⚡㹐䨪鸣刿⚪㺢⟟⧩涸腊⸂կ02⡹⡛⠮㹐䨪✫に僽傞⦫䒓㨤霉⠮ㄤ盗椚㹐䨪⟟⧩✫կ06匬䒊㹐䨪爢勹俒⻊♧纈㹐䨪涸䘞霟䏞僽⟱⚌剒⧩䖤㸛䫡涸餴❡⛓♧կ14湡䔶 CONTENTS㣐ᆪ㺕露)#3絑Ⱙ俒畎倝ꨪ(마)涸⟟⧩椚䚍ㄤ䊨Ⱘ椚䚍 0518䎃䏞猙㚖絑蠒峯㻋䫣デ錜㻋♧鸑鵂餻腊#畮Ⱒꝶ䕧ᆄ罏Ꝇ䱹$畮嶊餩罏㛇✵Ⱒ禹緸涸䪈䓎佞㣐ⴔꝈ嶲恞佪䎾錜㻋✳鸑鵂䔂⻊㼋餝➃霃鵶䱹刿㢴猙㚖寑⢪Ⱖ䧭⚹ᄩ晥㣐⠍➿鎊➃錜㻋♲Ⱒ岤ᄩ晥⠔プ✳餝䲿巛➰餩⠔プ♸㕕㽻蠒Ꝉ䧭⚹ᄩ晥ꝉ㹐涸佪䩛媯錜㻋㔋ず㙹ꨪ(마)涸剪⸉腊⸂僽ᄩ晥ꨪ(마)㟞涸껷끮⸂錜㻋❀䲿巛-57➢(마)攴支♧❡ᄩⵌ(마)攴剪⸉鍒Ɀ倰呩➢ⵌ䏅䒁⠽ⵌ㹻涸嶊餩㖞兞Ⰶ䩛錜㻋Ⱉ猙㚖姻㖈䧭⚹倝ᄩ晥ծ倝❡ᄩ涸倝⚺㖞錜㻋♫猙㚖䧭⚹♧䪾䩛䊨玐騈欽䨪鵘蠒湱Ⱒ涸鿈꡶姻㖈䧭⚹䖎㢴⟱⚌涸䧶殜紩鿈꡶猙㚖絑蠒佖」✫➊⛎♲ծ䎃猙㚖絑蠒⸂㹊騨涸♫⚡錜㻋猙㚖鵘蠒♶僽鵛♧⚙䎃䩞䒓㨤涸⡎僽㖈䎃䧮⟌涸烁溏ⵌ猙㚖鵘蠒涸腊⸂ㄤ絁♴ꨪ(마)涸鍘挿絕ざ⛓たꅺ佞✫刿㣐涸腊ꆀ䧮⟌㼆䒸곭䚍涸㹊騨⨞✫䚪絕蟋》➢㖞兞ⴀ〄㼜刿Ⱘ剣兜鷓罌䚍涸錜㻋✫ⴀ勻կ✳ծ猙㚖♲錭絑蠒⸂垷㘗⚹✫刿㥩㖑ꢞꅺ➊⛎僽猙㚖絑蠒⸂䎃剢剣饎䲀ⴀ✫猙㚖♲錭垷㘗晜➢支㹐⟟⧩䏞ծ猙㚖❡勉⸂ㄤ곥㹐䲀虛桧♲⚡絶䏞絛ⴀ✫霉⟟猙㚖涸Ⱉ고䭷叻կ䫣デ絕露猙㚖絑蠒佖」✫➊⛎♧ծ⚹➊⛎䗳곢䩧鸣猙㚖絑蠒⸂⟟⧩♸馋⸷㖈♧⚡♶烁㹁䚍涸䎃➿⟱⚌涸絑蠒倰䒭姻㖈絑血满䜠偽㡮䜂⡎禾⿶僽缺㣔銻㖑涸」⻊կ㖈鵯偽䌢涸」⻊⛓♴⥂䭯⟱⚌絑蠒涸烁㹁䚍䎇䭯絯끮⸓㟞涸鍒岁㽠㖈猙㚖絑蠒⸂䒊霃կ猙㚖劥餘♳僽♧㤛禹絡䲿巛絑蠒⸂涸⿿腚䓳岁ⴭկ 062021䌑䍳瑮㔔缋觝崫㷌䫟广䕒u䖎띸::=1FUFS%SVDLFS騜⚕╃溸澶婞潨溸儱⮱ꅐ谷汧⛿㵊䨮ն㝕㝃俚硅槏脢ꌬ僻溮ꂘ┞掾⛰䔻㸵劔☭茤⢳⯒ն㐃䭦缩溸侅⪝⸐ⲇ┬♑♰䊬䊬䠋⯒錻ꆔ⯒◗缙㘷╬䗪ꅌ裯⺆⯈巷♑♰┯䕒┯♨杇朷☋鯵ꓪյ窢矻劚ⲏյ侅⺆둛뀭鰆氠䧶娀돍㵊䨮╬♣⚃նꂘ璀焝劻╭▄⚷䰁㵭㵊䨮䗘騂䍳ꮴ⛽㵊䨮╬⚕╃⮱ꅐ溸⚃⡽ն䔦ARE YOU UNDERVALUING YOUR CUSTOMERS?⡹⡛⠮㹐䨪✫に僽傞⦫䒓㨤霉⠮ㄤ盗椚㹐䨪⟟⧩✫կ縄⠭v끩㣼3PC.BSLFZ]俒 07)#3 絑Ⱙ俒畎䝠⬔┯䍎騍儱ꂘ呤ն鰯䕒㵊䨮䗘騂缙㸉睋⻉艧╅谷硅槏㺂溸⯈漩ն䧰溸煝疵銩僻䗘騂䍳뀖⩰脢Մ㐃⬥䲀蠩⡽䧶怮䟩䍳䱗⻐╚┩䌑♨┪ꌬ㜘◟鉿╃⯼⮬溸⪫⺶Մ侅⪝㙨ꪍꅌ䍳绢╬⻎鉿溸 ⠩勑匡ⶥ䌑⫐䊎匡溸艧╅㎈䫟儱⻎鉿溸 ⯒ ⠩ն撬脯⚕╃谷䫌鰑脢♇㸞㳌䍳侅漩翞◟㵊䨮⪸笡▇┪╭锢ⸯ㎌劔┩掾┪䉗⪫⺶鯯ⲏ䫧궣閕⮯谷⪫⺶⚷駉䞪❛䔻㸵䧶周勔┯锢寛䫟广㵊䨮⚃⡽㝕㝃俚⪫⺶罼▌硅槏䗘騂䍳䨿괛溸茤ⲇ⚿缛缀缃缏卐㸞ꓨ锢╃ⲏ翞◟㵊䨮괛寛▇┪նꭄ뀨溸周徏⺪♨ꃰ忈⯒┿绦 䌑 ♣ 谷 楓 ♣ 鯯 ⲏ ⚷ 駉 溸 騆 气 ⛰㐃䌑稌㸸뀏u䑠ꓧ䖎剾.JMUPO'SJFENBO䐷⮱艧╅蔸┪溸僓♣⻑ꭄ뀨䟙Ⲏ║ꓨն䑠ꓧ䖎剾駌╬⪫⺶溸㲾㐃儱╬◗㵄楓艧╅⚃⡽劅㝕蔦婟♨⻑⪫⺶┯偃㴟ㄌ㻀鉿ꂘ┞䪩騢溸㜩勵笡缛谷㵄鴬նⶥ䌑⯼僓⚈㝃⛆㝃㝕㳔羻杅剾硅槏㳔ꯗꯗꪍ溸羻匮u뎢┟3PHFS.BSUJO䲀脌◗ꂘ┞槏駢ն♑䬿䫞㵊䨮鰑勔╭▄溸假僓♣駌╬䪻㵊䨮侒㐃눢⛻溸⪫⺶茤╬艧╅⮱ꅐ剳㝕⚃⡽ն♑䌔┯儱㐃뎩䑠ꓧ䖎剾溸㕈勔駢掾脯儱䭰⮃䑠ꓧ䖎剾槏駢溸㵄ꮪ䍎氠⮃◗ꭄ뀨ն㸉艧╅⚃⡽溸潭潨ꃰ寛㕈勔䉂悎⺈╬㸉䫌鰑脢侅漩뀔劻溸硅槏ն⭠▊屳劔☭䭶攍뎢┟溸駦䞰ꓠ⺆鉿Ⲙնⷬ➬劔뀖㸍脢鰫䧯♑溸間掾□걾⩹⚷䬎䖦⚳⩰脞軭㵊䨮⺪茤㥓芥焝劻侅漩㸍蔺䫌鰑脢ꃹ⮃ն婟㜾谷뎢┟駦䞰潸ⶑꏕ溸䪫勘յꁾ觝䪫茤谷缥侞駬⛓笡缛⩪⪼ꓪ儱⮰⮰鱎婢նⶥ䌑⯼ꂘ呤溸䧹汻䔯䔯錻閗╬낊ꯟ뀗둛溸䳀駖ն䓝僓僓勨ꂖ┯䧯斀ն⛰楓㐃罼㝤溸ꌄ⮕婞䕒⯒㴟ㄌ假溸⚷駉䈰⪾谷䪫勘⮃楓◗⪫⺶缀缃䈰✑溸做䑑气周勔鿛⺈□駠劅ꓨ锢溸儱蔸㸵劔┞◲䫌鰑脢駌駮⯒㵊䨮儱⪫⺶⚃⡽溸劅缄匡徏ն$&0 □䐷㢽駌⻎ꂘ┞間掾ն 䌑 劓♣銩⚱㝃耘㎼䈵㝧⪫⺶溸ガ╃㏉咈⚷駖#VTJOFTT3PVOEUBCMF㹧⚕╃㴵僁銩㛽僻勔缀缃䧯斤㸞☆♕㵊䨮⚃⡽谷⮱ꅐ艧╅⚃⡽侒㐃⻎瞏ꓨ锢溸⛻翞┪ն㐃ꁩ⹜溸㝃䌑ꓧꄽꁩ┱㝃╗鉿╃溸俚溯㵶⪫⺶⻉✑䧰䪨⯒◗䗘騂䍳뀖⩰⪫⺶⺆䕒ⶽ鱴䧯缥䨿ꓠ氠溸㎃㝕瞬汻նꂘ◲뀖⩰脢⮱䐮◗㵊䨮⚃⡽駬⛓笡缛䌔䫌鰑䖪锢溸❈茤䪫勘FOBCMJOHUFDIOPMPHZꁾ氠駦駉䘽缰䐮皒㵊䨮䗘騂䍳㎭缑㵊䨮괛寛缀缃╃ⲏ䌔駑缀缃谷⯈漩潸⪸脢Մ斤䈰յ詡◜⚷䧯斤յ䫌鰑脢Մ┱⯒鿛㒘╚匡ն㐃䧰♰闌騣嬓╗䧹汻▇⯼⩰♏缂煝疵┞┬㵊䨮⚃⡽ն䫣デ㹐䨪⟟⧩㵊䨮⚃⡽劔㝃╗㴼▄䧰氠ꂘ╗駵䭰♣⪫⺶㵊聁溸缄麄⚃⡽䙰谷ն㙨Ⲏ㵊䨮⚃⡽溸做䑑䭇裯䕒剳㝃㵊䨮♈楓劔㵊䨮㜘◚⺆剳㝃╃ⲏ剳ꪍ僓
