Ґܓࡎ۬აӮЧٳ༅ᇶࢃğੁ1
གྷս࢘܄ඳބଁြༀֆ໊ቆކܵಒקނྏࣩᆚ৯ሧࣁٳᄹӉଢѓҍༀࢲܒြༀଢѓြༀֆ໊ᅞᆯିଢѓᆯିᅞӁҐܓ൧ӆބ࣮ބषؿളӁࣜႏᅞٳཧᅞᅞཧ൲ᅞᅞ܂ႋ৽ᅞྐ༏ඌᅞ2
Ґܓ൞“ֻ০ჷಅ”1aఒြ50-60%ၛഈ֥ཧ൲حႨႿҐܓđႵ֥ఒြമᇀۚղ75%b෮ၛᆺေᄝҐܓഈࢆ֮1%đིݔॖܴĆ2a۴ऌGARTNER֥טҰіૼđҐܓૄࢆ֮1%đཌྷ֒აఒြิۚ10-15%֥ཧ൲حb……3
҂ྛြ֥Ґܓࡎ۬ࡨ֮ؓሹӮЧ֥႕ཙ܄ඳӫҐܓࢆ֮ြࠛิۚPHILIP2%%IBM2%14%ॖ१ॖু2%%ूഽڰ2%%նᇙ2%%غઑ2%%ITྛြ2%%…ඔऌটჷğ2002୍۲۱܄ඳҍༀБі4
ࡎ۬ٳ༅ູဒ܂ࠊഅ෮ิ܂֥Бࡎაކ֥ࠎሙቓбࢠđط҂ဒࠣܙ۱љӮЧࡏܒࠣ০ܒӮေb1a၂ϮѓሙӁࠣࡥֆᇅӱӁ֥Ґܓቔြ2aٚمࡥֆ3aҐܓದჴླေࢠഒ֥ a҂ླധೆਔࢳӮЧܒӮေ5
܂ႋഅקࡎ֥ٚم1a“ӮЧ+০=ࡎ۬”م2a“ࡎ۬-ӮЧ=০”م3a“ࡎ۬-০=ӮЧ”م4a๋ᄁקࡎؿ5aഠ߶ᄳקࡎم6
൧ӆࢲܒაࡎ۬ሑঃ؎ྟࣩᆚປಆࣩᆚྺ̕؎Monopolistic Perfect CompetitionOligopolyMonopolyCompetitionູඔᇙ؟֥ӌഅ؟֥ӌഅ̥Ϟɓӌഅູඔ҂؟֥ӌഅ(2~30)Չܿଆ๙ӈࢌնӁྟᇉཌྷ̥Ϟ၂ᇕӁӁࡗႵҵၳdҵӁႵҵၳdၳޓཬdಁ˾৷˲ҵၳޓնࣉԛ൧ӆ࢙易ࣉԛ൧ӆ࢙易ࣉԛ൧ӆѢᗭࠫެمࣉೆؓࡎ۬Ⴕഒྸ֥॥ᇅؓࡎ۬ӚϞછՓ力dؓࡎ۬Ⴕ॥ᇅ৯đؓࡎ۬Ⴕޓն֥॥ᇅ৯ࡎ۬ა܂ླ౦ঃथקdքྏྛࡎ۬Бگd৯đູࡎ֥۬Էᄯᆀູࡎ۬ࢤ൳ᆀڢࡎࣩ۬ᆚࠗਛ(price searcher)୪ြaѓሙӁ֩ڛaҔ๏ʮ͜൙ြeඣeͩచӚaࡅe˥泥ذഃ25%70%5%7
ࡎ۬ٳ༅֥11ᇕٚم ൌࠛم——ҕॉݖಀ֥ൌ࠽ܓࡎđෘԛრܓָࡎ֥ٚمb ଢѓࡎ۬——ՖӁ֥છࡎෘҐܓ෮ྶႵ֥ଢѓֆࡎb ޘཟбࢠم——࿊ԛބؓའোරࠇ܋֥ҐܓđטҰ႕ཙӮЧ֥ҕඔčӮЧэေၹĎđࡼҕඔљቓޘ֥бࢠđෘԛնۀ༐ຬၛޅࡎ۬ܓೆb ႋႨࣜဒم——၇ऌࣜဒپڶ֥ህࡅࣜဒࠇۋतđෘԛࡎ۬b ܙࡎбࢠم——бࢠਆࡅၛഈ֥ܙࡎđҕॉऎႵ০่ࡱପ၂ࡅ֥ܙࡎđෘԛრܓֆࡎb8
൧ӆࡎ۬م——Ґܓჰҋਘa൧ӆܿ۬ൈđҕॉБᆼഈ֥ࡎ۬ϱࠇఃሧਘđ࣮ෘԛრܓࡎ۬b ᇅᄯഅࡎ۬م——ҕॉᇅᄯഅሱഡקิԛ֥ܿ۬ࡎ۬đෘԛֆࡎ֥ٚمb ൌ࠽ӮЧم——ቔြປӮުđοൌ࠽ӮЧᆭษđෘԛֆࡎb ॓࿐ࡥၞෘקم——ࡼܒӮֆࡎ֥۲ေٳљࡆၛٳ༅đෘԛრܓֆࡎb Ґܓࡎ۬ѓሙم——ቔӮሔѓሙӮЧࡎᆴ֥ӮЧԄ؇đοᅶՎӮЧԄ؇ෘԛრܓӮЧb 2VBOUJUZ %JTDPVOU "OBMZTJT 2%"
9
ࡥֆࡎ۬ٳ༅۽ऎܥקӮЧބэӮЧٳ༅ğ܄ൔğࡎ۬=ܥקӮЧ/ඔਈ+эӮЧࠇP = F / Q + Vೂğඔਈ2 5 10ֆࡎčĉĎ5000 4500 4300ࡼඔऌրೆٚӱൔđॖ֤ğF=1750đV=4125ࡼרܓਈ5ֆ໊ӁսೆđP=1750/5+4125=447510
QDAБࡎ֥ਆᇕ౦ঃ1aᆌؓऎุඔਈ֥Бࡎ1۱ֆ໊3ჭ2۱ֆ໊ჭ5۱ֆ໊ჭ10۱ֆ໊2ჭ2aᆌؓૄ၂ඔਈٓຶ֥Бࡎ1~4۱ֆ໊-ૄ۱ֆູ໊3ჭ5~9۱ֆ໊-ૄ۱ֆູ໊ჭ10~14۱ֆ໊-ૄ۱ֆູ໊ჭ15-19۱ֆ໊-ી۱ֆ໊2ჭ11
QDAσ২ٳ༅ଖ܄ඳؓଖӁ֥Бࡎֆೂ༯:ඔਈ50PCS 100PCS 250PCS 500PCS 1000PCSֆࡎ$ $ $ $ $ٳ༅іඔਈ50 100 250 500 1000Бࡎ$ $ $ $ $ૄֆࡎ֥ҵၳ$ $ $ $ $ܮׄഈૄֆࡎҵၳ$ -$ $ $ ࡎ۬ࢆ֥֮Ϥٳб% % %12
ᆌؓඔਈٓຶ֥ٳ༅ଖ܄ඳؓଖӁ֥Бࡎೂ༯:ඔਈ1~910~99 100~999 1000~3000ֆࡎ$ $ $ $ٳ༅ඔਈ1~910~99 100~999 1000~3000ֆࡎ$ $ $ $ૄՑቋཬרࠊࣁح$ $ $237 $ቋնרࠊਈ4 80 713 ૄՑቋնרࠊࣁح$25 $ $ רࠊҵၳ$25 $ $ ܮׄҵၳ4 76 651ֆࡎҵၳ$ $ $ࢆ֮б২% %13
COST DOWN֥15ᇕٚم1aࡹ৫Ӊ௹֥܂ႋࠄϴܱ༢2aࠢಃم3a৳ކҐܓم4aซم5aᅼ२م6aѓሙ߄7aᇉٳࠩ8aଢѓӮЧم14
9aሱᇅࠇຓЇ10a০Ⴈ࿐༝౷ཌLEANING CURVE11aVE/VAࡎᆴ۽ӱ/ࡎᆴٳ༅12aӁളଁᇛ௹ӮЧم13aሹӮЧمTCO14a܂ႋഅ༵௹ҕაčEarly Supplier Involvement ESIĎ15aቔြӮЧ֝ཟم15
5Ċၰࡎెఒြܵ5Ċ—10ĊVA/VE15Ċၛഈ16
1aࠢಃمࠢಃҐܓčCentralized PurchasingĎь൞ޓႵི֥ࢆ֮ӮЧ֥ٚمᆭ၂bࡼ۲֥҆ླࠢᇏఏটđҐܓֆ໊ьॖႨࢠն֥Ґܓਈቔູᨬ֤֞ࢠݺ֥ඔਈᅼ२ࡎ۬b aࡺ߄aીႵྟ aཙႋൈࡗӉ aڛༀੱࢆ֮17
2aᅼ२مᅼ२Фಪູ൞ࠆ֤֮ࡎ֥ޓӈ֥ҦđႨ֤֒đॖၛູఒြࠆุ֤૫֥߭БbᄝࢌၞݖӱᇏđႵඹᇏቋႵི֥ᅼ२ğ1aࢌၞᅼ२2aඔਈᅼ२Aa၂Ցྟܓઙ၂קඔਈӁBa၂Ցྟܓઙၩඔਈ֥҂Ӂղ֞၂ק֥ඔحCaᄝླྀၰ௹ଽઙၩඔਈӁղ֞၂קඔح3a࠱ࢫᅼ२4aགྷࣁᅼ२18
3aଢѓӮЧم…൞હĤଢѓӮЧ൞၂ᇕӁᄝሉ౼сྶ֥০֥ࠎԤഈ෮ᄍྸؿള֥ӮЧඔحb൞၂ᇕᅞྟ০ބӮЧ֥ܵݖӱၛࡎູ۬ႄ֝ၛܤग़ູᇗྏၛഡ࠹ູᇏྏॴᄀ؟۱ᆯି҆ၛӁളଁᇛ௹ູ֝ཟၛࡎᆴ৽ູࠎԤ19
ଢѓӮЧمބӁषؿᇛ௹ࡹ৫ଢѓӮЧൌགྷଢѓӮЧӁᅞӁӁഡ࠹ളӁބބބބ০࠹߃ॖྛྟषؿު࿃Ӂषؿᇛ௹20
ଢѓӮЧ֥ൌགྷࢨ؍࠹߃෪ӮЧ࠹ෘӮЧҵၳളӁᄎႨࡎᆴ۽ӱࣉྛቋഡ࠹ܙ࠹οഡ࠹აଢѓӁ/Ԛ֥Ӯॖղ֞ೆൌ࠽ӮЧӮЧбࢠЧܙ࠹ੀӱ֥ӮЧളӁᄎႨൌྛӮЧӻ࿃ٳ༅ڿࣉ21
ଢѓӮЧمაӮЧࡆӮم֥љଢѓӮЧمӮЧࡆӮم൧ӆࣩᆚၹ౺ӮЧ࠹߃൧ӆၹაӮЧ࠹߃ܱࡎ۬थקӮЧӮЧथקࡎ۬ഡ࠹൞ࢆ֮ӮЧ֥ܱশٮބི֮ੱ൞ࢆ֮ӮЧ۽ቔ֥ᇗྏܤग़ླᆷႄࢆ֮ӮЧࢆ֮ӮЧ҂൞ܤग़౺֥Ⴈടࠣ؟ᇕି֥۽ቔቆܵӮЧӮЧ߶࠹ഽڵᄳࢆ֮ӮЧᄝޓᄪ֥ࢨ؍ॉ੮ࣼ܂ႋഅᄝӁഡ࠹ປުҌॉ੮܂ႋഅܤग़෮ႵಃӮЧቋ֮ܤग़෮ڱ֥ቋԚࡎ۬ቋ֮ᄝӮЧ࠹߃ᇏടࠣࡎᆴ৽ࡎᆴ৽ᄝӮЧ࠹߃ᇏޓഒࠇ۴Ч҂ടࠣ22
4aሱᇅࠇຓЇຓЇ൞ఒြᅞđൗࢸࠩఒြ๙ӈࡼ҂උႿ༯ਙཛଽಸൌീຓЇğ1aӁӮۿ֥ܱၹđЇওग़ॖۋᆩ֥֞ᇗေӁหྟb2aླေህြ֥ഡ࠹aᇅᄯඌࠇልСၛࠣႵି৯ѩॖྐঠ֥܂ႋഅඔଢޓႵཋb3aა܄ඳނྏࣩᆚ৯ૡ్৳༢ࠇᆀ܄ඳູൌགྷᅞॉ੮ѩႵॖିൌീሱᇅb൞ြༀຓЇ൞ڎऎႵᅞྟڎླေࣉ၂҄ٳ༅༯၂҄ሢ൭ԩቆӮᅞሰ༢֥۲ቆӮ҆ٳ൞ሱᇅሰ༢ିڎٳࢳӮ҆ٳ൞ြༀຓЇ۲҆ٳ൞ڎڎऎႵᅞྟڎሱᇅ23
5a࿐༝౷ཌ࿐༝౷ཌ–Ⴕൈ္ӫູwڿ౷ཌxđ࿐༝౷ཌ෮૭֥൞ളӁඔਈაളӁᆃུඔਈ෮ླ۽ൈᆭࡗ֥ࣜဒܱ༢b࿐༝౷ཌቋൡކႨႿᇗگᇅᄯ֥گᄖӁbҐܓದჴॖ০Ⴈ࿐༝౷ཌđটٳ༅࿐༝ؓૄֆ໊ӮЧ֥႕ཙĠളӁ္҆ࣜॖᄎႨটטದ৯აஆӱbHour10095% Learning Curve806080% Learning Curve40Quantity100020003000400024
ೂݔളӁඔਈૄࡆП၂Ցđૄ၂త۱֥۽ൈࣼࢆ֮10%đૌඪᆃ൞w90%֥࿐༝౷ཌxđೂݔૄ၂త۱֥۽ൈିܔࢆ֮20%đᄵૌඪᆃ൞w80%֥࿐༝౷ཌxExample: 90% Learning Curve DataAverage LaborLabor Hours Cumulative Unit ProducedrequiredLabor HoursHours /
࿐༝౷ཌ֥Ⴈٓຶ1a࿐༝ིੱ҂၂ᇁ2a٤সૡࠢഅ3aսࡎ҂ն4a҂ಒ్֥࿐༝ིੱ5aၘࣜӮ৫֥ཛଢ6a༂֝ྟඔऌ26
6aVE/VAࡎᆴ۽ӱაࡎᆴٳ༅ࡎᆴٳ༅൞ູਔၛቋഒ֥ӮЧটղ֞Ӂсေ֥ࠏିđطؓӁ֥ࠏିቓႵቆᆮ֥ٳ༅bದૌઙࠊđѩ٤ઙࠊwЧദxđط൞ઙࠊऎС֥wࠏିxaw۽ቔxaڛༀxbၹՎđࡎᆴٳ༅đაఃඪ൞ٳ༅wೂޅၛ֮ࡎᇅᄯՎ၂ਬࡱxđ҂ೂඪ൞ٳ༅wՎ၂ਬࡱ֥ࠏିೂޅđିڎၛ۷֥֮ӮЧটປӮဢࠏିb27
ӮЧؿള֥ᇗV70%֥ӮЧ30%֥ӮЧALUEषؿaษa۽ӱܿ۬აᇅרҐඌ࿊ᄴܓҦಒקေซაބჿყҩ༯ֆა॥ᇅTIME༯ֆభ༯ֆު28
ऴ٥ޯ֥ۿିӮЧٳ༅ӮЧ҆ࡱۿିඔح%ԊஞЖଈაݖੲऴ٥$918ඣޯഹऴ٥aЌ໑24Ќ໑ఖЌ໑36ޯྙაޯุഹඣაል֚ඣ918ࡆಣልᇂഎඣѩሱ๔എ48ሰཁൕϰ॥ᇅଈൈࡗބᇒі2346ሹބ$5010029
ऴ٥ޯ֥ܤग़ླหׄஆ ܤग़ླܤग़ஆཌྷؓஆ 1 5 ҂ᇗေ ޓᇗေ%ध֤ؓٳ 5֡ཞᆕ਼ऴ٥ 4ޯุၞౢ༡ 2ૅܴ ಸਈᄝ6Жၛഈ 3 4οᆷקൈࡗषࠏ 1ൡކ҂֥ऴ٥ 3Ќ໑ 3ሱܱࠏ ሹބ 30
ऴ٥ޯ֥ᇉਈۿିषؿइᆔܤग़ஆ҆ࡱ¹бࢠࣩᆚؓ൭ބૌ֥Ӂޯྙ/ޯุԊஞЖඣޯЌ໑ఖࡆಣఖཁൕϰ 1 2 3 4 5ܤग़ླ¼֡ཞᆕ਼ऴ٥50 ·50 ·```µ``´ ၞႿౢ༡30``°10` °60 ·```´``µ ૅܴ60 ·40 ·``````´`````µ 6Жၛഈ֥ಸਈ50``·50 ·```µ``´ ሙൈषࠏ100 ·``````´`````µ ൡႿ҂֥ऴ٥30` ¯70 ·```µ``´ Ќ໑20 °80 ·```µ`````´ ሱܱࠏ100 ·`````````´``µ ഡ࠹ҕඔބܤग़ླ֥ཌྷܱྟбࢠ࣮ࣩᆚؓ൭ஆ·=఼ཌྷܱµ=ࣩᆚؓ൭ஆ°=ᇏ؇ཌྷܱ´=ૌ֥ஆ¯=ཌྷܱ31
ૄ၂ቆࡱؓܤग़ླ֥܊ངੱหᆘཌྷؓஆ҆ࡱ¹ č%ĎԊஞЖඣޯЌ໑ఖޯุ/ޯྙࡆಣఖཁൕϰܤग़ླ¼%čĎ50×20=1050×20=1020֡ཞᆕ਼ऴ٥30×16=×16=×16=ၞႿౢ༡60×8=×8=ૅܴ6Жၛഈ֥ಸਈ50×12=650×12=612100×16=1616ሙൈषࠏ5×4=×4=؟ᇕଈഡᇂ20×12=×12=Ќ໑100×12=1212ሱܱࠏэު҆ࡱஆ 32
ऴ٥ޯ֥ࡎᆴᆷඔ҆ࡱӮЧčཌྷؓᇗေྟčіࡎᆴᆷඔҐ౼ྛ҆ࡱčਙ ÷ Ďі Ďč Ď Ďč Ďࢆ֮ӮЧԊஞЖᄹࡆӮЧඣޯᄹࡆӮЧЌ໑ఖކൡࠏദބඣއᄹࡆӮЧࡆಣልᇂࢆ֮ӮЧሰཁൕϰ100100ሹބ33
ሰཁൕϱࡎᆴ۽ӱࢆ֮ӮЧ֥ٚمཁൕϰڸࡱࢆ֮ӮЧ֥ٚمჷࢆ֮ۿੱiᄝଢభ֥ഡ࠹ᇏ۷ླೂՎॖڿ֥ཌਫ਼౼ཨॖڿ֥ཌਫ਼đႨཌልᇂႆཌਫ਼ϰཌਫ਼ϰܿ۬ѓሙ߄đҐႨնਈളӁקൈᇒაႆཌਫ਼ϰࢲކᇏ൷ԩࠢӮਫ਼ோႨѓሙࠢӮਫ਼ோսูοܤग़ေקᇅ8808ࡆಣ৵ࢤఖᇗྍνஆࡆಣ৵ࢤఖϰ૫֥҃अ34
7aӁളଁᇛ௹ӮЧمӁളଁᇛ௹ӮЧم–၂۱ӮЧٳ༅֥۽ऎđ҂ٳ༅܄ඳഡС֥Ґܓࡎ۬đ္ٳ༅ఃႨ୍ཋࡗ֥ᄎቔࠣཌྷܱӮЧđЇওົྩa๔ࠏൈࡗaିჷӮЧ֩aၛࠣ٬০Ⴈ֥ࡎᆴbളଁᇛ௹ӮЧمᄎႨᄝሧӁഡСোҐܓđඋႿᆜุႚႵӮЧ֥၂۱ۀb35
Machine A(5 years life, 4% downtime)012345COSTPurchase$80,000Engineering$10,000Installation$10,000Training$4,500Labor (+5%/year)$40,000$42,000$44,100$46,305$48,620Energy (+10%/year)$50,000$55,000$60,500$66,550$73,205Downtime (+8%/year)$12,000$12,960$13,997$15,117$16,326Tota$104,500$102,000$109,960$118,597$127,972$138,151lPVF @ 12% Value$104,500$91,086$87,638$84,441$81,390$78,332Total Present Value =$527,387Machine B(5 year life, 2% downtime)012345COSTPurchase$100,000Engineering$10,000Installation$10,000Training$5,000Labor (+5%/year)$50,000$52,500$55,125$57,881$60,775Energy (+10%/year)$40,000$44,000$48,400$53,240$58,564Downtime (+8%/year)$5,000$5,400$5,832$6,299$6,802Tota$125,000$95,000$101,900$109,357$117,420$126,142lPVF @ 12% Value$125,000$84,835$81,214$77,862$74,679$71,52236Total Present Value =$515,113
8a෮ႵಃሹӮЧمTCO1a്љླ2aטҰሧਘࢌၞభ3aܙሧჷჭ4aࡼ܂ႋഅࡆೆଽ҆༢5ačؓ܂ႋഅၛࠣؓЧ܄ඳĎӮЧ6aކੀӱ1aࡎ۬5aᅫֆ/ᆦڱࢌၞ෮Ⴕಃ2aרࠊ/ሙС6aဒჭሹӮЧ3aෂࠊ/ᄎൻ7a߭҆ࡱӮЧ4aܱඥ/ඥ൬8aྩᆜTCO1aӁཌ҂࡙ಸ5aཧ൲భࣼว֥җՑ2aҐܓാϧ6aົބྩ҆ࡱӮЧࢌၞު3aྩ/ูս7aԩӮЧჭ4aྐუ8aԩ37
ሹӮЧܵ——ࣁሳෳࢲܒ൪ҐܓӮЧᄎൻܱඥაЌགٮӮЧҝԥAaࠊ࠹߃aҐܓBaྛᆟଽ҆ᇉਈ॥ᇅCaࠊDaӻႵӮЧభᇂൈࡗඥ൬აܱඥҗՑਘ۽ӌളӁčթࠊӮЧĎགྷӆ൙ܣڛༀ၂Ϯࣜႏܵ38
Total Cost of Ownershipٳ༅ҪՑଢѓğᅞ-ᇉၐࠎЧੀӱڿੀӱ-ఒြᄜᄯੀӱ-ނྏຓЇ໙ีҦڿࣉ܂ႋഅ۽ቔ-്љଽຓ҆֝ᇁۚӮЧ֥ၹ-܂ႋഅّঌࠏᇅ-۵ሶིࠛҠቔ-܂ႋഅ࿊ᄴܵބॉނ܂ႋഅ-ٳඔਈ-ٳӁӮЧ39
9a܂ႋഅ༵௹ҕაčEarly Supplier Involvement ESIĎ1aֆյ୍֥սၘࣜݖಀ2a༢නॉଆൔ3aࢫჿڛༀൈࡗ4aᄹ఼౻֡܂ႋି৯5aྙӮᅞ৳ૐ40
10aABCቔြӮЧ֝ཟمቔြӮЧمčActivity-based costing ,ABCĎ൞ၛቔြູᇏྏđ๙ݖؓቔြࠣቔြӮЧ֥ಒಪa࠹ਈđቋᇔ࠹ෘӁӮЧ֥ྍӮЧܵٚمb๙ݖؓ෮ႵაӁཌྷܱ৳ቔြࠃ֥ሔሶٳ༅đູ࣐ॖିཨԢ“҂ᄹᆴቔြ”đڿࣉ“ᄹᆴቔြ”đᄹࡆ“ܤग़ࡎᆴ”đิۚथҦa࠹߃a॥ᇅ֥॓࿐ྟބႵིྟđቋᇔղ֞ิۚఒြ֥൧ӆࣩᆚି৯ބ႔০ି৯֥ଢ֥41
ቔြӮЧمࠎЧჰቔြሧჷၹၹሧჷቔြӁ42
ֻ၂ֻ҄ؽ҄ቔြӮЧ९ӁࡗቔြӮЧ९ࢤ࠹ೆቔြӮЧ९ٮႨቔြӮЧ९ሧჷၹቔြၹ43
҆ٳטඔऌ…ݼࢆ֮ҐܓӮЧ֥ٚൔӮЧॖࢆ֥֮б২ ڿࣉҐܓݖӱࠣࡎ۬ซ Ċ ܂ႋഅڿࣉᇉਈ Ċ ০Ⴈ܂ႋഅषᅚࠧൈളӁč+*5Ď Ċ ০Ⴈ܂ႋഅ֥ඌა۽ၜ Ċ ܂ႋഅҕაӁषؿ Ċሧਘটჷğૅݓૡᆳνᇜ৫ն࿐࣮44
