recruit, retain, realize - how third party transactional data can power your marketing campaign
TRANSCRIPT
©2014 Epsilon. Private & Confidential
Recruit, Retain, Realise –How Third Party transactional data can power your marketing campaign
Doug Oldfield & Gemma Jones
Thursday 26th May 2016
!"#$%&'()*+,-
9232&@
2-2;4>4-3A&BB6
.&/0*1234&5&6,-7*84-3*2+"
@+'$04%#'&0+-
A0%:)B,4C&",4()A&$"#'0$)0C)D"1)E%-&+"--;;)6"*$-)"F7"$&"+#")&+)=*$9"'&+:)G#H%&-&'&0+
I"88*)J0+"-)K+:*:")5$04%#')=*+*:"$?<)6"*$-)"F7"$&"+#")&+)=*$9"'&+:)G+*,6'&#-
!"#$%&'()*+,-
9232&@
2-2;4>4-3A&BB6
.&/0*1234&5&6,-7*84-3*2+C
K7-&,0+)GL*#%-).M30)M")G$"
&+-&:3')&+'08*$9"'
804",,"4)#%-'08"$)C&,"-
$"-70+-&N"7$0-7"#'-
="8L"$)E
="8L"$)O
="8L"$)G
GL*#%-)G,,&*+#")A*'*L*-"
D##E&@:+3*FGH2--4+&0432*+40)&2-8&G,-):>40&(:I+*)H40)&)H204&3H4*0&302-)2G3*,-&2-8&J4I&I0,J)*-;&8232&3,&7,0>&3H4&K++*2-G4.KI2G:)&3H4-&>,84+)&3H*)&2G3:2+&(:0GH2)4&2-8&I0,J)*-;&H*)3,0L&3,&(048*G3&7:3:04&(:0GH2)4).MH*)&8232&H2)&H*)3,0*G2++L&,-+L&I44-&212*+2I+4&3,&3H,)4&*-&3H4&0432*+&2-8&(:I+*)H*-;&)(2G4&I:3&-,J&G2-&I4&2GG4))48&IL&2++&I:)*-4))&)4G3,0).
!"#$%&'()*+,-
9232&@
2-2;4>4-3A&BB6
.&/0*1234&5&6,-7*84-3*2+%
M3*')*$")1"):0&+:)'0)'*,9)*L0%')'04*6P
ML(4)&,7&>20N43*-;&8232&212*+2I+4A&I4-47*3)&2-8&:)4).
MH*08F(203L&302-)2G3*,-2+&8232&2-8&H,J&G2-&*3&H4+(&L,:&3,O
P /0,7*32I+L&;0,J&L,:0&G:)3,>40&I2)4&IL 042GH*-;&2&-4J&2:8*4-G4
P KG3*1234&4-Q:*040)
P R432*-&2-8&>2S*>*T4&L,:0&>,)3F(0,7*32I+4&&G:)3,>40)
6,-)*84023*,-)&20,:-8&'U&8232&+4;*)+23*,-
!"#$%&'()*+,-
9232&@
2-2;4>4-3A&BB6
.&/0*1234&5&6,-7*84-3*2+D
V,:&G2-&2GG4))&3H*)&04(,03&,-&3H4&R,L2+&@2*+&J4I)*34&7,0&>,04&*-7,0>23*,-
H33(OWWJJJ.0,L2+>2*+.G,>WG,0(,0234W>20N43*-;W8232F)401*G4)W*-7,FG4-304W3H*08F(203LF8232F"#$X
23&$4)5*$'6)A*'*)&+);>?<
!"#$%&'()*+,-
9232&@
2-2;4>4-3A&BB6
.&/0*1234&5&6,-7*84-3*2+X
M36)&-)'3")$&:3')4*'*)-0)&870$'*+'P
Y/4,(+4&204&04G4(3*14&3,&G,>>:-*G23*,-&JH4-&*3Z)&04+412-3&2-8&3*>4+L.[
Y=2*-*-;&*-7,0>23*,-&70,>&2&3H*08&(203L&04):+3)&*-&I43340&(407,0>2-G4&2-8&+4))&J2)32;4&7,0&2&G2>(2*;-.[
YB420-*-;&),>43H*-;&-4J&2I,:3&G:)3,>40)&3H0,:;H&2&3H*08&(203L&8232&(0,1*840&G,:+8&I,+)340&3H4&G:)3,>40&04+23*,-)H*(A&2++,J*-;&3H4>&3,&,7740&2&-4J&(0,8:G3&,0&)401*G4&7,0&2&-4J&G*0G:>)32-G4.[
!"-"*$#3)-%$N"6)0C)-"+&0$)4*'*()8*$9"'&+:)*+4)*+*,6'&#-)7$*#'&'&0+"$-)#0+4%#'"4)L6)!06*,)=*&,)A*'*)Q"$N&#"-)&+)#0+R%+#'&0+) 1&'3)A*'*@S)T"LU?<
23&$4)5*$'6)A*'*)&+);>?<
!"#$%&'()*+,-
9232&@
2-2;4>4-3A&BB6
.&/0*1234&5&6,-7*84-3*2+\
Q0()13*')*$")'3")'67"-)0C)4*'*)*N*&,*L,"P
94>,;02(H*G&2-8&B*74)3L+4&8232P K;4A&*-G,>4A&2G3*1*3*4)&,7&*-3404)3
P 940*148&70,>&(:I+*GA&(0*1234&2-8&):014L&),:0G4)
]:014L&2-8&)4+7F04(,0348&8232P ^:3:04&(+2-)A&(0,8:G3)&(:0GH2)48A&84>,;02(H*G
P 6,>(*+48&70,>&(2(40&,0&8*;*32+&):014L)
M02-)2G3*,-2+&8232&_ ]*-;+4&],:0G4&`"-8 /203L&8232a
P 9*04G3&04-32+&,0&)J2(&,7&3H*08&(203LA&)*-;+4&),:0G4&8232
M02-)2G3*,-2+&8232&_ 6,,(4023*14&̀ C08 /203L&8232aP b*)3,0L&,7&2G3:2+&(:0GH2)4&8232&2G0,))&I02-8)
P 6,>(*+48&70,>&H:-8048)&,7&),:0G4)
267"-)0C)4*'**N*&,*L,"
!"#$%&'()*+,-
9232&@
2-2;4>4-3A&BB6
.&/0*1234&5&6,-7*84-3*2+c
V"'U-)'",,) '3")-'0$6)0C)/","+)*+4)'3")'$*N",)#087*+6)130)&-)'$6&+:)'0)C&+4)80$")#%-'08"$-),&9")3"$W
@443&b4+4-
]H4&*)&L,:0&I4)3&G:)3,>40
b,J&8,&L,:&7*-8&>,04&(4,(+4&+*N4&b4+4-d
!"#$%&'()*+,-
9232&@
2-2;4>4-3A&BB6
.&/0*1234&5&6,-7*84-3*2+e
94>,;02(H*G&5&B*74)3L+4&B*)3&]4+4G3)
V&-')Q","#'-^4>2+4
K;48&%DFXD
f-G,>4&%#NE
](4-8)&g$###E&
,-&b,+*82L
M0214+&6,>(2-L&
K
M0214+&6,>(2-L&
h
!"#$%&'()*+,-
9232&@
2-2;4>4-3A&BB6
.&/0*1234&5&6,-7*84-3*2+$#
X-&+:)A"80:$*73&#YV&C"-'6,")4*'*
iH23&8,&L,:&;43dP h04283H&,7&8232P h:*+8)&2&(*G3:04&,7&L,:0&320;43&>20N43P j:*GN&2-8&42)L&3,&2GG4))
MH*-;)&3,&G,-)*840OP 9232&*)&:(82348W04704)H48&,-G4&,0&3J*G4&2&L420P 9232&*)&2;;04;2348 2-8&,734-&>,84++48
iH23&8,4)&3H*)&>42-dP f-7,0>23*,-&,-&>,)3&H,:)4H,+8)&*-&UkP MH4&>4))2;4&>2L&-,&+,-;40&I4&04+412-3&P K)):>(3*,-)&>2L&-,3&I4&2GG:0234
!"#$%&'()*+,-
9232&@
2-2;4>4-3A&BB6
.&/0*1234&5&6,-7*84-3*2+$$
]:014L&9232
Q%$N"6)A*'*M0214+&
6,>(2-L&9
M0214+&6,>(2-L&
K
M0214+&6,>(2-L&
'M0214+&
6,>(2-L&h
M0214+&6,>(2-L&
6P
i,:+8&;,&,-&2&H,+*82L&3,&MH2*+2-8
](2&72G*+*3*4)&2&
(0*,0*3L
i2-3)&2&3,:0&
;:*84/04740)&(2(40&3*GN43)
B*N4)&3,&32+N&3,&2-&
K;4-3
!"#$%&'()*+,-
9232&@
2-2;4>4-3A&BB6
.&/0*1234&5&6,-7*84-3*2+$"
X-&+:)Q%$N"6)A*'*
iH23&8,&L,:&;43dP l40L&)(4G*7*G&*-7,0>23*,-P 62-&I4&282(348&3,&L,:0&4S2G3&-448)
MH*-;)&3,&G,-)*840OP iH23&2I,:3&3H4&(4,(+4&JH,&8,-Z3&7*++&,:3&2&):014LdP 62-&I4&2)(*023*,-2+&*-)3428&,7&72G3:2+P 9232&*)&:(82348&)(,028*G2++L
iH23&8,4)&3H*)&>42-dP M*;H3+L&320;4348&:-*140)4P MH4&>4))2;4&>2L&-,&+,-;40&I4&04+412-3&P 6,:+8&I4&12+:2I+4&(0,)(4G3)&L,:Z04&>*))*-;
!"#$%&'()*+,-&9
232&@2-2;4>
4-3A&BB6.&/0*1234&5&6
,-7*84-3*2+
P @:+3*(+4&(:0GH2)4)&*-&H*;HF4-8&J,>4-Z)&G+,3H*-;&,7740)
P @:+3*(+4&(:0GH2)4)&*-&7,,8&2-8&J*-4&G234;,0L
P @,04&3H2-&g"##&)(4-3&2--:2++L&*-&H,>4&*-340*,0)
P ](4-3&g$##E&70,>&=*73)&*-&+2)3&%&>,-3H)P mP m
<734-&G,>I*-48&J*3H&B*74)3L+4&2-8&94>,;02(H*G&120*2I+4)&
Q%88*$&-"4)2$*+-*#'&0+*,)A*'*
!"#$%&'()*+,-
9232&@
2-2;4>4-3A&BB6
.&/0*1234&5&6,-7*84-3*2+$%
Z$4 5*$'6)A*'*)=04",
!"#$%&'()*+,-
9232&@
2-2;4>4-3A&BB6
.&/0*1234&5&6,-7*84-3*2+$D
X-&+:)2$*+-*#'&0+*,)A*'*
iH23&L,:&;43nP R42+&M02-)2G3*,-)P U(82348&J44N+LP 94(3H&,7&*-7,0>23*,-P b*)3,0*G&I:L*-;&(0,7*+4P @,04&;028*4-3&(0,7*+4
MH*-;)&3,&G,-)*840OP o,3&$##p&G,1402;4&,7&4-3*04&Uk&H,:)4H,+8)P o,3&2-&*-)32-3&)4+4G3
iH23&8,4)&3H*)&>42-dP /+2--*-;&2H428&*)&04Q:*048&3,&:)4&3H*)&3L(4&,7&8232
$X
!"#$%&'()*+,-&9
232&@2-2;4>
4-3A&BB6.&/0*1234&5&6
,-7*84-3*2+
/01)1",,)40)60%)9+01)60%$)#%-'08"$-P
M3*')Z$4 5*$'6)4*'*)#*+)'",,)60%)*L0%')/","+
B7'"4[&+)"8*&,)*44$"--
Q7"+')\?>])&+)I&C'-)^)I*4:"'-)_)80+'3-)*:0
Q7"+')\`Z)&+)=&4[=*$9"')O,0'3&+:);)80+'3-)*:0
G:"4)]<[<>
E$01-"4):*$4"+&+:)1"L-&'"-)??)'&8"-)&+)'3"),*-')'10)80+'3-)
E$01-"4)C004)^)1&+")1"L-&'"-)<)'&8"-)'3&-)80+'3
/0%-"30,4)&+#08")0C)\`>9
/&:3)/0,&4*6)-7"+4)7"$)6"*$
E0%:3')<)'&8"-)C$08)/&:3)K+4)O,0'3&+:) &+)'3"),*-');_)80+'3-
2$*N",,"4)'0)a"+6*
Q7"+')\?]Z<)?;)80+'3-)*:0
T"8*,"
50-'*,)*44$"--
!"#$%&'()*+,-&9
232&@2-2;4>
4-3A&BB6.&/0*1234&5&6
,-7*84-3*2+$\
!"#$%&'
!"#$%&'()*+,-
9232&@
2-2;4>4-3A&BB6
.&/0*1234&5&6,-7*84-3*2+$c
C08 /203L&9232&@,84+
=04",,"4)A*'*)Q","#'-
!"#$%&'()*+,-
9232&@
2-2;4>4-3A&BB6
.&/0*1234&5&6,-7*84-3*2+$e
C08 /203L&9232&@,84+
=04",,"4)A*'*)Q","#'-
]4;>4-3&$]4;>4-3&"]4;>4-3&C]4;>4-3&%]4;>4-3&D]4;>4-3&X]4;>4-3&\]4;>4-3&c]4;>4-3&e]4;>4-3&$#
!"#$%&'()*+,-
9232&@
2-2;4>4-3A&BB6
.&/0*1234&5&6,-7*84-3*2+"#
=04",G,:0$&'38
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
!"#$%&'()*+,-
9232&@
2-2;4>4-3A&BB6
.&/0*1234&5&6,-7*84-3*2+"$
=04",,"4)A*'*
P h4)(,N4&>,84+&I:*+3&20,:-8&L,:0&8232
P @,84++*-;&:-*140)4&)G,048&2-8&)4;>4-348
P ^0,>&I4)3&3,&J,0)3&+,,NF2+*N4)
P ]4;>4-3&)*T4&)43&2GG,08*-;&3,&7:3:04&(+2-)
P M4)3*-;&02-8,>&)2>(+4
P R,++*-;&,:3
=04",,&+:)X+&N"$-"]4;>4-3&$
]4;>4-3&"
]4;>4-3&C
]4;>4-3&%
]4;>4-3&D
]4;>4-3&X
]4;>4-3&\
]4;>4-3&c
]4;>4-3&e
]4;>4-3&$#
E"-'
M0$-'
!"#$%&'()*+,-&9
232&@2-2;4>
4-3A&BB6.&/0*1234&5&6
,-7*84-3*2+""
!"'*&+
!"#$%&'()*+,-
9232&@
2-2;4>4-3A&BB6
.&/0*1234&5&6,-7*84-3*2+"C
YO087*+&"-),0-")*+)*N"$*:")0C);>Wbc)0C)'3"&$)#%-'08"$-)"*#3)6"*$ ),&3H404&*)&2&-448&7,0&3H*08F(203L&8232&3,&(+2L&2&0,+4&*-&H4+(*-;&3,&48:G234&I:)*-4))4)&2I,:3&JH,&3H4*0&G:)3,>40)&!"#$$%&204A&JH23&3H4L&!"#$$%&J2-3A&2-8&JHL&3H4L&!"#$$%&J2-3&*3.&[&
R4)420GH&):014L&,7&)4-*,0&8232A&>20N43*-;&2-8&2-2+L3*G)&(02G3*3*,-40)&G,-8:G348&IL&R,L2+&@2*+&9232&]401*G4)&*-&G,-q:-G3*,-&J*3H&9232fj&^4IZ$X
!"#$%&'()*+,-
9232&@
2-2;4>4-3A&BB6
.&/0*1234&5&6,-7*84-3*2+"%
K((4-8&288*3*,-2+&C08 (203L&8232&3,&(+:;&;2()&2-8&I:*+8&2&G+420&(*G3:04
! R42G3*1234&L,:0&+2()48&G:)3,>40)
! 604234&G0,))F)4++&,((,03:-*3*4)
! M:0-&)*-;+4&I:L40)&*-3,&>:+3*&I:L40)
! @2*+&844(40&*-3,&L,:0&4-Q:*040&I2)4
! ]:((04))&:-840(407,0>*-;&G:)3,>40)
" =*&,)80$")7$0C&'*L,6d
/01)#*+)Z$4 7*$'6)'$*+-*#'&0+*,)4*'*)L")%-"4
!"#$%&'()*+,-
9232&@
2-2;4>4-3A&BB6
.&/0*1234&5&6,-7*84-3*2+"D
/01)#*+)Z$4 7*$'6)'$*+-*#'&0+*,)4*'*)L")%-"4
@,04T,"F&L&,&'6
@,04K*-")0C)%-"
A*'*)2*::&+:
@:+3*(+4&2330*I:34)&7,0&:)4&IL&*-FH,:)4&2-2+L)3)
5$07"+-&'6)Q#0$"
@,84+&)G,04&3H23&G2-&I4&:)48&IL&
8232&G2(2I+4&>20N4340
"X
!"#$%&'()*+,-&9
232&@2-2;4>
4-3A&BB6.&/0*1234&5&6
,-7*84-3*2+
G77,6&+:)Z$4 5*$'6)A*'*)'0)60%$)O%-'08"$)T&,"
!"#$%&'()*+&'
,(%-'.#/$0)12%('))
31'4&'.$)56578
9':'. 5
!+$;'(/.' <
=.>0 ?
@+A/> 57
B'((0 C
!"#$%&'()*+&,*&-,.)#,/)
!"#$%0&'()*+&,*&1234&/"*#5
!"#$%&67/8)9&".&!9$*0$:#,"*0&&,*&1234&/"*#5
;):)*:<&".&-$0#&!9$*0$:#,"*
!"#$%&'()*+&,*&=)0(">)&?$#)@"9<&A
!"#$%&'()*+&,*&=)0(">)&?$#)@"9<&=
BCD341 B3DEFG H3 4I&+$<0 B4D413 B3DH14
BEEF BGH H CF&+$<0 B34I B1
B41 B1 1 IFH&+$<0 B31 B31
B1 B1 1 6JA B1 B1
BFDH31 B3D1EK 4C 4G&+$<0 B4D11H BGK3
L$#$&!$@@,*@&M$9,$8%)0
!"#$%&'()*+,-&9
232&@2-2;4>
4-3A&BB6.&/0*1234&5&6
,-7*84-3*2+
@2N4&*-*3*2+&)4+4G3*,-)&:)*-;&3H4&4S*)3*-;&)4;>4-323*,-
@2N4&f-G04>4-32+&)4+4G3*,-)&:)*-;&3H4&8232&2((4-8
#
"%
%c
$
$#
D
]4Q:4-3*2+
6,>I*-4&3H4&3,,+)&3,&>2N4&)4+4G3*,-)
#
"%
%c
$ $#D
6,>I*-48
!"#$%&'()*+,-
9232&@
2-2;4>4-3A&BB6
.&/0*1234&5&6,-7*84-3*2+"c
K)):>*-;&2GG4(32I+4&04)(,-)4&0234&4Q:2+)&$.#p
/01)#*+)Z$4 5*$'6)4*'*)'*:-)&+'":$*'")1&'3)60%$)4*'*
!"#"+#6)e&+ 80+'3f T$"H%"+#6
!"-7W)!*'"
M&'30%')2*:-
#F$" m m
?Z[;_@:+3* ".Dp
Q&+:," $."p
;]g=%,'& #.cp
Q&+:," #.%p
!"#$%&'()*+,-
9232&@
2-2;4>4-3A&BB6
.&/0*1234&5&6,-7*84-3*2+"e
K)):>*-;&2GG4(32I+4&04)(,-)4&0234&4Q:2+)&$.#p
/01)#*+)Z$4 5*$'6)4*'*)'*:-)&+'":$*'")1&'3)60%$)4*'*
!"#"+#6)e&+ 80+'3f T$"H%"+#6
!"-7W)!*'"
M&'30%')2*:-
G#'&N")&+)E"-709"!"'*&,)
O*'":0$6 &+)>[?;)=0+'3
!"-7W)!*'"
M&'3 2*:-
#F$" m m m m
?Z[;_@:+3* ".Dp
V4) ".cp
o, "."p
Q&+:," $."ph"- ?W]cD0 >W`c
;]g=%,'& #.cp
h"- ?WZcD0 >W]c
Q&+:," #.%ph"- ?W?cD0 >W;c
]:((04))*,-&<((,03:-*3L
K88*3*,-2+&R42G3*123*,-&<((,03:-*3*4)
!"#$%&'()*+,-&9
232&@2-2;4>
4-3A&BB6.&/0*1234&5&6
,-7*84-3*2+C#
O0+-&4"$*'&0+-)C0$)KX)!":%,*'&0+-
!"#$%&'()*+,-
9232&@
2-2;4>4-3A&BB6
.&/0*1234&5&6,-7*84-3*2+C$
KX)A*'*)V":&-,*'&0+).*+)%74*'"
$.&6H2-;4)&2GG4(348&,-&K(0*+&$%A&"#$X
".&U(8234&2-8&>,840-*)4&3H4&(0*-G*(+4)&,7&3H4&$eeD&9232&/0,34G3*,-&9*04G3*14
C.&MH4)4&GH2-;4)&J*++&;,&*-3,&4774G3&*-&3J,&L420)
!"#$%&'()*+,-
9232&@
2-2;4>4-3A&BB6
.&/0*1234&5&6,-7*84-3*2+C"
A*'*)5$0'"#'&+:).13*')'0),009)C0$)&+)*)4*'*)7$0N&4"$W
iH4-&+,,N*-;&7,0&2&8232&(203-40A&3H4&f6<Z)&04G,>>4-823*,-&*)O
$.&/40>*))*,-&-44848&70,>&42GH&*-8*1*8:2+
".&6+20*3L&,-&H,J&3H4*0&8232&*)&I4*-;&:)48
C.&K-&42)L&J2L&3,&,(3F,:3&*)&-44848
R4)420GH&):014L&,7&)4-*,0&8232A&>20N43*-;&2-8&2-2+L3*G)&(02G3*3*,-40)&G,-8:G348&IL&R,L2+&@2*+&9232&]401*G4)&*-&G,-q:-G3*,-&J*3H&9232fj&^4IZ$X
!"#$%&'()*+,-
9232&@
2-2;4>4-3A&BB6
.&/0*1234&5&6,-7*84-3*2+CC
A*'*)5$0'"#'&+:).13*')60%)+""4)'0)9+01
M,&4-):04&3H4&H*;H4)3&+414+&,7&G,>(+*2-G4&),>4&I2)*G&Q:4)3*,-)&)H,:+8&2+J2L)&I4&2)N48&7,0&L,:0&8232&(0,1*840O
$. iH404&8,4)&3H4&*-7,0>23*,-&G,>4&70,>d
". b,J&04G4-3+L&J2)&*3&G,++4G348d
C. iH23&,((,03:-*3*4)&H2)&3H4&G,-):>40&I44-&;*14-&3,&,(3&3H4*0&8232&,:3&,7&I4*-;&)H2048&J*3H&C08
(203*4)d
R4)420GH&):014L&,7&)4-*,0&8232A&>20N43*-;&2-8&2-2+L3*G)&(02G3*3*,-40)&G,-8:G348&IL&R,L2+&@2*+&9232&]401*G4)&*-&G,-q:-G3*,-&J*3H&9232fj&̂ 4IZ$X
!"#$%&'()*+,-&9
232&@2-2;4>
4-3A&BB6.&/0*1234&5&6
,-7*84-3*2+C%
!"*,&-"
!"#$%&'()*+,-
9232&@
2-2;4>4-3A&BB6
.&/0*1234&5&6,-7*84-3*2+CD
Q%88*$6 ! 9*77404-3&8232&3L(4)&J,0N&I43340&JH4-&:)48&3,;43H40
! K++&I0*-;&),>43H*-;&8*77404-3&2-8&12+:2I+4
! MH*08&(203L&302-)2G3*,-2+&8232&J*++&)H,J&L,:
P B414+)&,7&8*)(,)2I+4&*-G,>4&
P b,J&2G3*14&2-8&4-;2;48&(4,(+4&204
P KG3*1*3L&(0*,0&3,&>2N*-;&2&(:0GH2)4
P iH,&I4)3&3,&4-;2;4&J*3H
! MH*08&(203L&302-)2G3*,-2+&8232&G2-&I4&:)48&*-&H,:)4&,0&IL&
2-&2;4-GL&3,&*-G042)4&(0,7*32I*+*3L
! 6H,,)4&2&8232&(0,1*840&JH,&:-840)32-8)&8232&G,>(+*2-G4
@+)-%88*$6i
23*+9)60%
!"#$%&'()*+,-&9
232&@2-2;4>
4-3A&BB6.&/0*1234&5&6
,-7*84-3*2+
A0%:)B,4C&",4 I"88*)J0+"-'j) >;>`)k_Z)̀ >?> 'j)>;>`)k_Z)̀ >_Z8j) >bk);>_k)̀ k`>"j)))40%:W0,4C&",4l"7-&,0+W#08) :"88*WR0+"-l"7-&,0+W#08