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Going Global: Export Best Practices A Webinar Presentation April 5, 2011; 2-4 pm EST.

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Presentation on theme: "Going Global: Export Best Practices A Webinar Presentation April 5, 2011; 2-4 pm EST."— Presentation transcript:


2 Going Global: Export Best Practices A Webinar Presentation April 5, 2011; 2-4 pm EST

3 Agenda GreetingsKelly Scanlon, Chairman, NAWBO National Webinar ModeratorDeborah Stallings, NAWBO National Board International TradeJoseph Babinski, Counselor/Intl Consultant, SCORE ExportingJanee Pierre-Louis, Commercial Officer, Baltimore US Export Assistance Center Banking, Credit, PaymentsMichael Filchock, Director, Global Trade Solutions, SunTrust Bank SBA Export Loan GuaranteeMichael Jackson, District Intl Trade Officer, Programs SBA Baltimore District General Questions & AnswersAll Panelists Wrap Up/ClosingDeborah Stallings

4 Joseph Babinski Counselor – International Trade Consultant, SCORE 40+ year seasoned executive with expertise in both line and staff management disciplines President, CAPAC International, Ltd. – international trading/consulting firm Formerly an executive with The Becker Group, Tapley-Rutter, Arotek Industries, F.W. Buendgens, and Honeywell International Well versed in all aspects of managing and improving the profit position of a business enterprise Extensive international experience including all phases of import/export activities and international business management consulting Earned Bachelor of Science and MBA degrees, Rutgers University Certified Financial Planner degree, College for Financial Planning Adjunct Faculty, Towson University; City University in Slovakia


6 Understand The Various Marketplaces Evaluate Your Products Performance –Quality –Environment –Culture

7 INTERNATIONAL TRADE Learn How Business Is Conducted In Foreign Markets Investigate Local Regulations and Customs –The Need For Local Representation –Problems That May Be Encountered

8 INTERNATIONAL TRADE Consider The Financial Ramifications On Your Current Operations Pricing Your Product In The international Marketplace –Expands Volume Reducing Overhead Distribution –Fully Absorbed costing Versus Incremental –Maintain A Balanced Operation And Workforce

9 INTERNATIONAL TRADE Develop An International Mentality Recognize The Cultural Aspects Of International Trade –It Is Now A Flat World –Technology Allows Dealing Anywhere –Must Lose The Monoculture Thinking –Become Aware Of The Needs And Wants Of Various Cultures And Be Prepared To Meet Them

10 Joseph Babinski Counselor/International Trade Consultant, SCORE

11 Janee Pierre-Louis Commercial Officer, Baltimore US Export Assistance Center Expert at assisting U.S. exporters pursuing overseas business opportunities in information technology, processed foods, architecture, construction, and engineering services. International specialist since 2002 – U.S. Department of Commerce Spent several years working in the private sector in Taipei and Washington, D.C. Earned BA, International Business, Washington University; and a MS from Georgetown Universitys School of Foreign Service

12 The World is Open for Your Business. Let the U.S. Commercial Service – Baltimore connect you to a world of opportunity.

13 Why Export? What is the Commercial Service? How Do We Assist U.S. Companies? –Identifying Markets & Determining Sales Potential –Assessing Export Readiness –Implementing an Export Plan –Ensuring a Level Playing Field Export Resources & National Export Initiative Overview

14 Why Export? 95 Percent of the Worlds Consumers Live Outside the United States

15 What is the U.S. Commercial Service? With offices throughout the United States and in U.S. Embassies and consulates in nearly 80 countries, the U.S. Commercial Service of the U.S. Department of Commerces International Trade Administration utilizes its global network of trade professionals to connect U.S. companies with international buyers worldwide.

16 Our Global Network of Trade Professionals Opens Doors that No One Else Can. The U.S. Commercial Service provides U.S. companies unparalleled access to business opportunities around the world. As a U.S. Government agency, we have relationships with foreign government and business leaders in every key global market. Our trade professionals provide expertise across most major industry sectors. Every year, we help thousands of U.S. companies export goods and services worth billions of dollars.

17 Our experienced trade professionals help you enter international markets in the most efficient, targeted way. We assess your export potential, understand your needs, and provide the right mix of U.S. Commercial Service capabilities to achieve your exporting goals. Assess Export Readiness Identify Key Markets Determine Sales Potential Implement Export Plan We Work with You to Connect Your Company with the Right Opportunities Abroad. Overcome Challenges U.S. Commercial Service Business Approach

18 How Do We Help U.S. Companies? Assessing Export Readiness

19 Proven Expertise: Trade Counseling Planning and Strategy. –Create a comprehensive international business plan for entry or expansion into targeted markets. Legal and Regulatory Issues. –Determine export licensing needs for shipping products. –Understand and comply with global product standards, certification requirements, electricity regulations, and packaging laws. –Avoid intellectual property issues and legal disputes. Get the information and advice you need to become export ready

20 Documentation and Product Requirements. –Learn about export documents, including Electronic Export Information filing, invoices, packing lists, and certificates of origin. –Verify tariff rates and import fees; determine your products Schedule B and HS numbers. Getting Paid and Mitigating Risk. –Introduction to partners focused on export financing programs and export credit insurance Proven Expertise: Trade Counseling (contd) Get the information and advice you need to become export ready

21 How Do We Help U.S. Companies? Identify Key Markets & Determine Sales Potential

22 Proven Expertise: Market Intelligence Trade Data and Analysis. ­ Obtain the latest annual and quarterly trade data by country, state, commodity, and year, country-specific tariff and trade agreement information. Country Commercial Guides. ­ Leverage reports, prepared annually by U.S. Embassy staff, containing information on the business and economic situation of foreign countries and the political climate as it affects U.S. business and investments. Customized Market Research. ­ Get specific answers to your specific international business questions. Target the best trade opportunities.



25 Proven Expertise: Market Intelligence Target the best trade opportunities. Background Reports. ­ Learn about potential partners from our trade professionals working in your target markets. ­ Get detailed credit reports covering sales, profit figures, potential, liabilities, and other financial information.

26 How Do We Help U.S. Companies? Implementing an Export Plan

27 Partner Search. –Find pre-screened potential partners and get detailed company reports; determine the marketability of your product or service. Personalized Business Matchmaking. –Meet with potential buyers, sales representatives, and business partners. –Leverage customized market briefings. Trade Missions. –Participate in business development missions led by senior U.S. government officials. –Meet with distributors, government and industry officials, prospective customers, and U.S. Embassy officials. Proven Expertise: Business Matchmaking Connect with the right partners and prospects.

28 Trade Shows. –Use our International Buyer Program to meet with pre-screened buyers at major U.S. trade shows. –Exhibit in the U.S. Pavilion at our Certified Trade Fairs. –Let us distribute your marketing literature at global trade shows. In-Country Promotions. –Leverage customized venues to reach potential partners and buyers. –Advertise in our official catalog of U.S. suppliers sent to nearly 400,000 international companies. –Feature your company on our local-language Web sites. Proven Expertise: Business Matchmaking Connect with the right partners and prospects.

29 The U.S. Commercial Service business matching services were invaluable in helping our company accelerate plans for exporting to Singapore. I met with many potential distributors and was provided with relevant market intelligence that helped us quickly determine who would be best to partner with in Singapore. Michael Cole International Distribution Manager Old Mother Hubbard Massachusetts-based pet food manufacturer Old Mother Hubbard secured a distributor in Singapore and projects $300,000 in first-year sales. Real Results: Old Mother Hubbard


31 How Do We Help U.S. Companies? Ensuring a Level Playing Field

32 Proven Expertise: Commercial Diplomacy Advocacy –Access U.S. government trade advocacy for your foreign government procurement bids. ­ Visits to key foreign officials by high-ranking U.S. officials, direct support from U.S. officials stationed overseas, letters to foreign decision-makers Trade Problems. –Get assistance with customs-related issues. –Obtain support if your companys exports or foreign bids are adversely affected by a trade barrier. –Limit the risk of non-payment and receive assistance if problems arise Level the international playing field for your company.

33 Export Resources & National Export Initiative

34 Trade Information Center (TIC) 1-800-USA-TRADE International Trade Administration USG Export Portal U.S. Commercial Service Strategy for Targeting Organized Piracy Department of Commerce Export Related Resources


36 President Obamas National Export Initiative Key Objective: Double exports over the next five years to support two million American jobs

37 National Export Initiative: Key Areas of Focus Raise awareness of export opportunities Expand Administrations trade promotion & advocacy efforts Ensure U.S. companies have free and fair access to foreign markets Improve access to credit for SMEs

38 Contact us today to connect with a world of opportunity. CS Baltimore | (410) 962-4539 Web | Email | Social Media |

39 Michael P. Filchock Director, Global Trade Solutions Provides trade services and trade finance products to new and existing clients Former Loan Officer at the Export- Import Bank of the U.S. (Ex-Im Bank); and Trade Finance Specialist at SouthTrust Bank; and AmTrade International Bank Worked at KPMG Peat Marwick, and the Federal Home Loan Mortgage Corporation, commonly known as Freddie Mac. Earned a BS, Business Administration, California University of Pennsylvania; MBA, Averett University Certified Treasury Professional (CTP)

40 International Methods of Payment Getting Paid and Managing Risk

41 SunTrust Bank Global Trade Solutions SunTrust Bank Global Trade Solutions Michael P. Filchock 8330 Boone Boulevard, 7 th Floor Vienna, VA 22182 Tel 703-442-1516 Cel 404-403-0942 Covering Maryland/D.C./Northern Virginia

42 Trade Services Export Letter of Credit Export Documentary Collection Export Credit Insurance International Trade Products

43 Exporter Risk High Importer Risk Low Trade Terms Open Account Documentary Collection(Time) Documentary Collection (Sight) Letters of Credit (Time) Letters of Credit (Sight) Payment in Advance INTERNATIONAL METHODS OF PAYMENT

44 An payment instrument issued by a bank on behalf of its customer. The issuing bank substitutes its own credit standing for that of its customer. The issuing bank undertakes to pay for the goods or services provided by the beneficiary of the LC; the beneficiary looks to the bank for payment, instead of the buyer (applicant of the LC). The LC assures the beneficiary (exporter) of payment when the terms of the credit are met. The exporter is not obligated to perform if the terms of the LC are not acceptable. What is a Letter of Credit?

45 Importer = Applicant = Buyer Exporter = Beneficiary = Seller Issuing bank = Applicants Bank = Buyers Bank Advising Bank = Beneficiarys Bank = Sellers Bank Negotiating (Paying) Bank = Beneficiarys Bank = Sellers Bank Confirming Bank = Beneficiarys Bank = Sellers Bank Who are the participants in a Letter of Credit?

46 What is a Letter of Credit At Sight ? Time of Payment: upon presentation of complying documents by seller within a few days after shipment. Goods available to Buyer: after payment of the letter of credit and after the cargo has arrived. Risk to Seller: Minimal. Depends on ability to meet letter of credit deadlines and documentary requirements. Risk to Buyer: Has to pay letter of credit before it can get title to goods. Requires proof of shipment, but relies on Seller to ship goods as ordered. If seller doesnt ship; buyer doesnt pay

47 What is a Time Letter of Credit ? Time of Payment: at maturity of the draft, but must be made regardless of the condition or existence of the goods. Goods available to Buyer: after acceptance of the draft by the Issuing Bank under the letter of credit and after the cargo has arrived. Risk to Seller: Minimal. Depends on ability to meet letter of credit deadlines and documentary requirements. Risk to Buyer: bank has to accept time draft and create legal obligation to Seller before Buyer can get title to goods. Relies on Seller to ship goods as ordered.

48 Advising:$75.00 - $100.00 Exam/Payment¼ of 1% (of LC face value) min. $150.00 Amendment$75.00 Discrepancy$75.00 (per drawing) Transfer¼ of 1% (of transfer value) min. $200.00 Acceptance/ Deferred Payment1.50% per annum, min. $250.00 DiscountBy arrangement (min. $250.00) ConfirmationBy arrangement (min. $250.00 per quarter or fraction thereof) SWIFTBy arrangement (min. $25.00) CourierBy arrangement (min. $25.00 domestic/$35.00 international) Export Letter of Credit Cost Sample costs vary bank-to-bank

49 What is it? The advising or negotiating bank, may add its confirmation. The banks commitment of payment of the transaction in the event that the issuing bank fails to pay on behalf of the applicant. Advising/Negotiating bank - undertakes credit decision based on factors: - time period of the LC - amount, - political, economic and other risks associated with the country of the issuing bank letter of credit - not confirmed - merely advised Do you need a confirmed export letter of credit?

50 Cost of a confirmed export letter of credit? Depends on: -Country -Term of L/C -Amount -Export items -Buyer Typically.20% - 1.00% per quarter (of face value of LC) Example: $250,000 LC x.75% x 90/360 = $468.75 Cost typically paid by exporter.

51 Also known as Cash Against Documents Time of Payment: at time of presentation of the draft Goods available to Buyer: after payment if ALL Ocean Bills of Lading are included with the documents and after the cargo has arrived. Risk to Seller: possible non-payment of the draft. Risk to Buyer: has assurance of shipment, but Seller may not ship goods as ordered. Must pay to get title to goods. Export Documentary Collection - Sight

52 Export Documentary Collection - Time Time of Payment: at a future date. Goods available to Buyer: upon acceptance of the draft by the Buyer and after the cargo has arrived. Risk to Seller: possible non-payment of the draft AND Buyer has the cargo. Risk to Buyer: accepts draft before getting title to goods. Seller may not ship goods as ordered. Time Draft or Documents Against Acceptance payable at XX days (i.e., 30/45/60 – per sales agreement) after sight, after bill of lading Date, or after invoice date.

53 - Direct Send - (Exporter uses SunTrust Bank form on cover of docs and sends directly to Buyers Bank.) - Sight $50.00 - Time $75.00 - Outgoing Collection - (Exporter send docs to SunTrust Bank. SunTrust handles docs - attaches form on cover of docs and sends directly to Buyers Bank.) - Sight $125.00 - Time $150.00 Outgoing Collection costs more than Direct Send because exporters bank handles the exporters docs and helps ensure payment via banks official letter on a bank-to-bank dealing. Export Documentary Collections - Cost

54 Export Credit Insurance Trade credit insurance protects a companys commercial accounts receivable from unexpected and catastrophic losses resulting from insolvency or "non/slow-payment" by its buyers.

55 Export Credit Insurance Two basic types of coverage for exporters: Commercial Risks Insolvency (Chapter 7, 11) Protracted default (non-payment within 6 months of due-date) DISPUTES are not covered! Typically 80% - 90% of invoice value is covered by trade credit insurance Political Risks Transfer Risk - political/economic events preventing or delaying transfer of payments Government Moratorium - decision from the government preventing release of funds Contract Frustration - decision preventing performance of the contract

56 Export Credit Insurance How to get it? - See your International Banker How much is it? -Cost varies by country, terms, buyer -Estimate is 0.65% for 60 days of coverage Why would an exporter want it? -Protects your open account receivables -Allows your bank to include in your borrowing base for lending

57 Can your business afford the loss if it is not paid? Will extending credit and the possibility of waiting several months for payment still make the sale profitable? Can the sale be made only by extending credit? How long have the buyers been operating, and what is their credit history? Has your business sold successfully to the buyer before? Are there reasonable alternatives for collecting if the buyer does not pay? (Does the buyers country have the legal and business infrastructure for settling disputes fairly and swiftly?) If shipment is made but not accepted, can alternative buyers be found? Questions to Ask Before Selecting the Payment Method

58 Over 1500 correspondent banks worldwide National Recognition as the SBA Export Lender of the Year 2009 & 2010 Delegated Authority Lender with Ex-Im Banks Working Capital Guarantee Program Preferred Lender with SBA Export Working Capital Program GTS Sales officer covering Greater Washington/Maryland located in-market A World of Solutions

59 All materials, including proposed terms and conditions, are indicative and for discussion purposes only. Finalized terms and conditions are subject to further discussion and negotiation and will be evidenced by a formal written agreement. Except as required by applicable law, we make no representation or warranty, express or implied, to you or to any person as to the content of the information contained herein. Opinions expressed herein are current opinions only as of the date indicated. Any historical price(s) or value(s) are also only as of the date indicated. We are under no obligation to update opinions or other information. SunTrust Robinson Humphrey is the trade name for the corporate and investment banking services of SunTrust Banks, Inc. and its subsidiaries, including SunTrust Robinson Humphrey, Inc., member FINRA and SIPC. Debt and equity underwriting, trading, research and sales, loan syndications, municipal securities trading and sales, and mergers and acquisitions advisory services are offered by SunTrust Robinson Humphrey, Inc. Loans and loan related products, foreign exchange, risk management products and services and agency services are offered by various non-broker dealer subsidiaries of SunTrust Banks, Inc. SunTrust Private Wealth Management, International Wealth Management, Business Owner Specialty Group, Sports and Entertainment Group, and Legal and Medical Specialty Groups are marketing names used by SunTrust Banks, Inc. and the following affiliates: Banking and trust products and services are provided by SunTrust Bank. Securities, insurance (including annuities and certain life insurance products) and other investment products and services are offered by SunTrust Investment Services, Inc., a SEC registered broker/dealer and a member of the FINRA and SIPC. Other insurance products and services are offered by SunTrust Insurance Services, Inc., a licensed insurance agency. Investment advisory products and services are offered by SunTrust Investment Services, Inc. and GenSpring Family Offices, LLC (f/k/a Asset Management Advisors, L.L.C.), investment advisers registered with the SEC.FINRASIPC SunTrust Bank and its affiliates and the directors, officers, employees and agents of SunTrust Bank and its affiliates (collectively, SunTrust) are not permitted to give legal or tax advice. While SunTrust can assist clients in the areas of estate and financial planning, only an attorney can draft legal documents, provide legal services and give legal advice. Clients of SunTrust should consult with their legal and tax advisors prior to entering into any financial transaction or estate plan. Because it cannot provide legal services or give legal advice, SunTrusts services or advice relating to estate planning are limited to (i) financial planning, multi-generational wealth planning, investment strategy, (ii) management of trust assets, investment management and trust administration, and (iii) working with the clients legal and tax advisors in the implementation of an estate plan. These materials are educational in nature. The implications and risks of a transaction may be different from individual to individual based upon past estate, gift and income tax strategies employed and each individuals unique financial and familial circumstances and risk tolerances. Treasury Management Services offered through SunTrust Bank, Member FDIC. Commercial credit services provided by SunTrust Bank. Standard credit criteria apply. SunTrust Bank is an Equal Housing Lender. ©2009 SunTrust Banks, Inc. SunTrust and SunTrust Robinson Humphrey are federally registered service marks of SunTrust Banks, Inc. Live Solid. Bank Solid. is a service mark of SunTrust Banks, Inc. May Lose ValueAre Not Bank Guaranteed Are Not FDIC Or Any Other Government Agency InsuredSecurities and Insurance Products and Services: IMPORTANT DISCLOSURE

60 SunTrust Bank Global Trade Solutions Michael P. Filchock 8330 Boone Boulevard, 7 th Floor Vienna, VA 22182 Tel 703-442-1516 Cel 404-403-0942 Covering Maryland/D.C./Northern Virginia

61 Michael Jackson District International Trade Officer – SBA Baltimore District Office Provides marketing and outreach to Marylands veteran and international trade business communities. Implements the offices objectives of increasing entrepreneurs access to SBA financial assistance programs, federal contracting opportunities and access to management and technical assistance. Works closely with SBAs resource partners, state and other federal agencies, and various business organizations to conduct training workshops, seminars, and conferences. Former entrepreneur as franchise owner of a fitness center; and held positions in banking and telecommunications. Earned a B.S., Government & Politics, University of Maryland, Heidelberg, Germany; MBA, International Business, American Intercontinental University NASBITE Certified Global Business Professional (CBP) international trade certification

62 International Trade Programs NAWBO/SBA Going Global Webinar April 5, 2011 Helping you start, grow and succeed

63 WHAT IS THE SBA ? Small Federal Government Agency Established by Congress in 1953 Aid, counsel and assist Americans start, operate, and expand their businesses Provide access to capital, counseling and training, and increase federal procurement opportunities (contracting) SBA is primarily a guarantor of loans made by private and other institutions. The SBA does not offer grants to start or grow small businesses.

64 How Important Are Small Businesses to the U.S. Economy? Represent 99.7 percent of all employers Employ half of all private-sector employees Generated 2/3 of net new jobs annually over the last decade Are employers of 39 percent of high-tech workers (such as scientists, engineers, and computer workers)

65 National Export Initiative (NEI) Double Exports in 5 years, create up to 2 million jobs 3 Main components –Expand trade advocacy –Increase access to credit (trade finance) –Remove trade barriers

66 Export Opportunity 30 million businesses in U.S. Only 250,000 export –Of those 97% are small businesses Approx 30% of U.S. export volume –Of those 58% only export to 1 country

67 NEI – SBAs Role SBA will: Identify SMEs with export potential –Have you thought about exporting? Prepare SMEs for exporting –SCORE, SBDCs, WBCs Connect SMEs with actual trade opportunities –Collaborate with other federal agencies on trade missions, etc. Support SMEs with export financing –Export Express, EWCP, International Trade Loan (ITL)

68 SBA PARTNERS U.S. Exporters Banks: Regional and Local Community State and City U.S. Government International Agencies U.S. Commercial Service Overseas Private Investment Corporation (OPIC) U.S. Export-Import Bank U.S. Department of Agriculture/Commodity Credit Corporation Other Organizations NAWBO, WTCI, etc.

69 SBA Loan Programs for Exporters Export Working Capital Program (EWCP) Export Express International Trade Loan (ITL)

70 Export Working Capital Program Single Transaction or Revolving Credit Line. Disbursements must be linked to specific export transaction, contract, PO, LC, invoice, etc. Maximum gross loan limit $5,000,000 (no minimum). Maximum 90% SBA guaranty to the lender

71 EWCP Use of Proceeds Loan proceeds to acquire/produce goods or services for export, the accounts receivable of such foreign sales or standby letters of credit. Pre-shipment Guarantee –Labor and Material costs Post-shipment Guarantee –Foreign Accounts Receivable financing Combination Guarantee

72 Company meets SBA size standards –Based on NAICS –Manufacturing: under 500 employees –can be as high as 1,500 employees Product is titled and shipped from U.S. –No U.S. content requirement, Military OK In business 12 months or proven expertise Other SBA eligibility provisions –Criminal History, Previous loss to govt. etc. Export Working Capital Program Eligibility

73 EWCP - Indirect Exports Applicants who produce products or services that enter into the export channel but do not directly export their products are eligible for EWCP financing –Manufacturers using an Export Trading Company –Suppliers to other domestic manufacturers Requires certification from domestic customer that goods are in fact being exported.

74 EWCP - How to Apply Apply with a commercial loan officer at your existing bank. The Bank will forward your application to SBA for approval if SBA support is needed for the transaction.

75 EXPORT EXPRESS Maximum loan amount $500,000 Increased from $250,000 as result of Jobs Act Eligibility applicant in business for at least 12 months proceeds for developing or expanding export markets Maximum loan guarantee coverage 90% for loans up to $350K 75% for loans between $350 and $500K

76 76 Finance export development activities Participation in a foreign trade show Translation of product literature for foreign markets Provide transaction-specific financing for overseas orders Provide revolving lines of credit for export purposes – term may not exceed five years Finance standby letters of credit used for either bid orFinance standby letters of credit used for either bid or performance bonds performance bonds EXPORT EXPRESS

77 77 Minimizes Use of Government Forms and Procedures Streamlines Processing and Costs of Smaller Loan Transactions Lenders Granted Expanded Authority and Autonomy EXPORT EXPRESS

78 International Trade Loan (ITL) Max loan amount - $5 million Offers term loans to businesses that plan to start or continue exporting or that have been adversely affected by competition from imports. Proceeds of loan must enable the borrower to be in a better position to compete. The program offers borrowers a maximum SBA-guaranteed portion of $4.5 million ($4 million for working capital)

79 International Trade Loan (ITL) Loan Maturity Usually up to years for machinery and equipment (not to exceed the useful life of the equipment) and up to 25 years for real estate. Interest Rate Negotiated between the borrower and the lender, subject to SBA caps (depending on maturity and amount). Based on Prime.

80 International Trade Loans - How to Apply International Trade Loans can be approved PLP or through normal 7(a) processing. Can be processed at a USEAC when submitted with a companion EWCP Loan.

81 U.S. Small Business Administration Your Small Business Resource

82 QUESTIONS? Michael K. Jackson Baltimore District Office (410) 962-6195 x303 Patrick Tunison Office of International Trade (202) 205-6426

83 Wrap Up/ Questions & Answers

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