麦肯锡图表总汇.ppt

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机密 Document Date GBUTtem GBUTtem GBUTtem * * 资料来源： Unit of measure High Low ü û – Legend Legend Legend Text Text Text Text Text Title x – ÷ + x – ÷ + Text Text Text GBUTtem * GBUTtem GBUTtem * EXHIBIT TITLE * 资料来源： GBUTtem * GBUTtem GBUTtem * * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text Text Text Text Text Text Text 2X2 CUBED * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * 2X2 TOWER * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Place Price Product Package Positioning promotion Product offering 5Ps MARKETING * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Strategy Skills Systems Staff Shared values Structure Style 7S * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * ARROW 3D * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * CUBES1 3D * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * CUBES2 3D * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * * Footnote Source: CUBES3 3D * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text CUTOUT 3D * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * New entrant Suppliers Industry competitors Buyers Substitutes FORCES AT WORK * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text Text Text Text Text Text Text JOINT * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text LEVEL SEPARATE 4 * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text LINEAR A 3D * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text LINEAR B 3D * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text LINEAR C 3D * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text LINEAR D 3D * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text LINEAR E 3D * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text LINEAR G 3D * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text LINEAR I 3D * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text LINEAR J 3D * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text LINEAR N 3D * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text LINEAR P 3D * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text LINEAR Q 3D * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text LINEAR Q 3D * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Plan Implement Support LINKS 3 * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * PERSPECTIVE 3D * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text PROPELLER 3D * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * RINGS 3D * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text SCALE * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text SCALES * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text Text Text SIZES IN * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * SPIRAL1 3D * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Spiral Brakes Tube in tube SPIRAL2 3D * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text SPOTLIGHT * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text Text Text STAIRCASE * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Stars 3D * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text WIRE CUBES * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text Text Text Text ARROWS * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text LEVEL 1 * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text LEVEL 2 * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text LEVEL 3 * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text LEVEL 4 * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text Text LEVEL 5 * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text Text Text LEVEL 6 * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text FLOW 2 * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text FLOW 2 TITLE * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text FLOW 3 * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text FLOW 3 TITLE * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text FLOW 4 * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text Text FLOW 4 TITLE * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text Text FLOW 5 * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text Text Text FLOW 5 TITLE * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text Text Text FLOW 6 * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text Text Text Text FLOW 6 TITLE * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text BLADES * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text BOX * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text BOX * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text CYCLE 1 * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text CYCLE 2 * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text CYCLE 3 * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text CYCLE 4 * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text Text CYCLE 5 * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text Text Text CYCLE 6 * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text Text Text Text CYCLE 7 * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text Text Text Text Text CYCLE 8 * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text Text Text INCOMING * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text Text RIBBON * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text Text RING * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text UPON 2 * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text Text Text Text Text CONTINUOUS * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text CUTOUT * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text LINEAR A * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text LINEAR B * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text LINEAR C * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text LINEAR D * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text LINEAR E * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text LINEAR F * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text LINEAR G * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text LINEAR H * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text LINEAR I * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text LINEAR J * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text Text Text LINEAR K * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text LINEAR N * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text LINEAR P * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text LINEAR Q * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text PROPELLER * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text Text STEP 5 * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text 2 ON 1 * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text Text Text AGAINST * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text Text AT WORK * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text COUPLED HORIZ * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text COUPLED VERT * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text FOCUSED * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * New entrant Suppliers Industry competitors Buyers Substitutes FORCES AT WORK * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text PARALLEL * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text SPLIT * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text SURROUND * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text TWISTED * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text UP & AWAY * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text UP & DOWN * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Customer Clients Distributors Competitors Suppliers 3Cs TRIANGLE * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Skills Shared values Strategy Staff Structure Systems Style A coherent set of actions aimed at gaining a sustainable advantage over competition The organization chart and accompanying baggage that show who reports to whom and how tasks are both divided up and integrated The people in the organization, considered in terms of corporate demographics, not individual personalities The way managers collectively behave with respect to use of time, attention and symbolic actions The processes and procedures through which things get done from day-to-day Those ideas of what is right and desirable (in corporate and/or individual behavior) which are typical of the organization and common to most of its members Capabilities possessed by the organization as a whole as distinct from the individuals. Some companies perform extraordinary feats with ordinary people 3S-4S * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * The way managers collectively behave with respect to use of time, attention, and symbolic actions The people in the organization, considered in terms of corporate demographics, not individual personalities The organization chart and accompanying baggage that show who reports to whom and how tasks are both divided up and integrated Those ideas of what is right and desirable (in corporate and/or individual behavior) which are typical of the organization and common to most of its members The processes and procedures through which things get done from day to day A coherent set of actions aimed at gaining a sustainable advantage over competition Capabilities possessed by the organization as a whole as distinct from the individuals. Some companies perform extraordinary feats with ordinary people Staff Systems Style Shared Values Structure Skills Strategy 2S-5S * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Competitive position Low Medium High Product/market attractiveness Low Medium High BUSS PORTFOLIO * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Change vision Chief Executive Leadership groups Down the line External constitution CHANGE BOARD * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Delta P Vision and Leadership Organizational Infrastructure Performance Measurement People Development Communications Problem Solving Process Client managers (particularly middle management) have skill to lead program implementation Change in actual behavior Action plans sufficient to achieve goals Agreement on objectives by line management Management of high- involvement process Implementation or near implementation of required structure and systems Flow of 2-way communications People’s understanding, belief and contribution to act on vision and action plans Accurate measurement of action and results Clear accountabilities Early wins Visible demonstration of new vision and values by client leadership DELTA P * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Natural owner Relative ability to extract value Low Medium Value-creation potential in business unit High Corporate center skills Business unit linkages Taxation/ valuation differences Industry attractiveness Competitive position Restructuring/rationalization opportunities “One of the pack” Retain and give top priority Retain and give priority Retain and manage for code or liquidate Probably divest Divest Divest or liquidate MACS * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Business Strategy Manufacturing Strategy Configuration Systems Research Focus Labor Policy Product Design Make vs. Buy Organization Process Design MANUFACTURING STRATEGY * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Restructuring framework 1 5 4 3 2 PENTAGON * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Benefit Price Competitive disadvantage Competitive advantage PRICE BENEFIT * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Appraise performance and prospects Develop strategy Redesign pivotal jobs Design the skill building process Assess change readiness Top down action programs Bottom up action programs 1 2 4 5 6 7 8 3 SMILE CHART * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * 3. Create and pursue a unique advantage 2. Resegment the market to create a niche 4. Exploit unique advantage industrywide 1. Do more and better of the same When to compete STRAT GAMEBOARD * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Stage 1 Stage 2 Stage 3 Stage 4 Value system Strategic manage- ment Externally orientated planning Forecast based planning Budget planning Meet budget and schedule Predict the future Think strategically Create the future STRAT MANAGE * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Selling margin Contribution Sales Selling rate Sales Available selling time Effectiveness Contribution Available selling time Productivity Contribution Total selling costs Efficiency Available selling time Total selling costs Utilization Available selling time Total sales time Support intensity Support costs Total selling costs Support leverage Total sales time Support costs TREE PRODUCTIVITY * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Maximize shareholder value Grow through cultural initiative Redeploy assets Improve core business performance Grow through acquisition and/or merger Adopt sound financing approach VALUE CREATION * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Real Perceived Client’s relative ability to extract value Corporate center skills Linkages between business units Financial ownership fit Industry restructure Internal controller Shared resources Transfer of capability Vertical integration Differences in tax position Existence of non-cases objectives Inefficiencies in financial markets Difference in valuation technique VALUE SOURCES * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * <##> <##> <##> <##> <##> <##> <##> <##> <##> <##> <##> Header Text GANTT10 * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Header Text ## ## ## ## ## ## ## ## ## ## ## ## ## ## ## ## GANTT15 * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text LEFT TO RIGHT * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text Text Process objectives Text Sub-objectives STUDY OBJECTIVE * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text Text Text Text TOP DOWN * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text Text Text Text Text Text Text 2X2 * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text Text Text Text Text Text Text 2X2 CUBED * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text Text Text Text Text Text Text Text Text 2X2 EXTENDED * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text Text Text 2X2 TOWER * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text Text Text Text Text Text Text Text Text Text Text Text Text Text 3X3 * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text Text Text Text Text Text Text Text Text Text Text Text Text Text Text Text Text Text 3X3 EXTENDED * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text DIFFRACTION * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text Text FLOW DOWN * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Text Text PASS THROUGH * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Label 1 Label 2 Label 3 AREA * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Label 1 Label 2 Label 3 Label 4 Label 5 BAR * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Label 1 Label 2 Label 3 Label 4 Label 5 Label 1 Label 2 Label 3 Label 4 Label 5 Title Unit of measure Title Unit of measure BAR 2 * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Label 1 Label 2 Label 3 Label 4 Label 5 BAR BUTTED * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Label 1 Label 2 Label 3 Label 4 Label 5 000 000 000 000 000 Series Series Series BAR STACKED * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Label 1 Label 2 Label 3 Label 4 Label 5 000 000 000 000 000 100%= Series Series Series BAR STACKED 100% * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Title Unit of measure Title Unit of measure Label 1 Label 2 Label 3 Label 4 Label 5 Label 6 BUBBLE * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Label 1 Label 2 Label 3 Label 4 Label 5 COLUMN * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Label 1 Label 2 Label 3 Label 4 Label 5 Label 1 Label 2 Label 3 Label 4 Label 5 Title Unit of measure Title Unit of measure COLUMN 2 * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Label 1 Label 2 Label 3 Label 4 Label 5 COLUMN BUTTED * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Label 1 Label 2 Label 3 Label 4 Label 5 Series Series Series Series 000 000 000 000 000 COLUMN STACKED * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Label 1 Label 2 Label 3 Label 4 Label 5 Series Series Series Series 100%= 000 000 000 000 000 COLUMN STACKED 100% * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Title Unit of measure Label 1 Label 2 Label 3 Label 4 Label 5 Title Unit of measure 100% = 000 Series Series Series Series Label 1 COMBO PIE SEGMENT COLUMN * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * Title Unit of measure Title Unit of measure Label 1 Label 2 Label 3 Label 4 Label 5 COST CURVE * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * ARROWS * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * This report is solely for the use of client personnel. No part of it may be circulated, quoted, or reproduced for distribution outside the client organization without prior written approval from McKinsey & Company. DISCLAIMERS CLIENT * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * This report contains information that is confidential and proprietary to McKinsey & Company and is solely for the use of McKinsey & Company personnel. No part of it may be used, circulated, quoted, or reproduced for distribution outside McKinsey & Company. If you are not the intended recipient of this report, you are hereby notified that the use, circulation, quoting, or reproducing of this report is strictly prohibited and may be unlawful. DISCLAIMERS INTERNAL * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * This report is solely for the use of client personnel. No part of it may be circulated, quoted, or reproduced for distribution outside the client organization without prior written approval from McKinsey & Company. This material was used by McKinsey & Company during an oral presentation; it is not a complete record of the discussion. DISCLAIMERS PRESENTATION * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * LEGENDS * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * McKINSEY LOGO * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * ü û – MISC * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * MOONS * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * ILLUSTRATIVE ESTIMATE STICKER * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * STICKER OTHER * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * WORLD MAP * 资料来源： Unit of measure GBUTtem * GBUTtem GBUTtem * GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem GBUTtem * GBUTtem