Transcript Markstrat

Marketing
Strategy
MarkestratEd
Michelsen
Consulting Ltd.
www.companysimulations.com
[email protected]
FOCUS ON
• Strategy based on positioning, life-cycle
congruent policies, segmentation.
• Strategic leverage
• Marketing mix useful tool to get there.
• Understanding perceived customer needs
• Highly competitive environment
• Marketing as a the main profit centre
EXPERIENTIAL OBJETIVES
•Decision-making in the positioning of
brands in a segmented market and in a new
market.
•Adaptation to a rapidly evolving life-cycle.
• Repositioning of mature products.
•Developement of entirely new products
•Competition with four companies in the
same market.
TWO
MARKETS
SONITES
(current)
VODITES
(potential)
Independent, not subsitutes, not complements….
SEGMENTS IN THE SONITE MARKET
Seg Label
%
Descripction
1
FANS
30
Very knowledgeable sensitive to
quality and technology.
2
SINGLES
20
Demand good performance, heavy
users.
3
PROFESSIONALS 19
Motivated by status needs, high
education and high income.
4
HIGH EARNERS
16
New rich, less educated than
segment 3.
5
OTHERS
15
Low Sonite penetration.
INITIAL COMPETITORS IN THE SONITE MARKET
Firma
Brand 1 Brand 2 Brand 3 Brand 4 Brand 5
1
SAKA
SATO
?
?
?
2
SERI
SEFA
?
?
?
3
SIMO
SICA
?
?
?
4
SOTO
SOLO
?
?
?
5
SUXI
SUTE
?
?
?
Firms start from differnt positions. Each has 2 brands positioned
in the Sonite market. The portfolio can grow to five brands.
STRATEGIC OPTIONS
•Specialización: high volume low margin
in one market
•Diversification: several brands for
several segments.
•Extension: full line approach
•Innovation: new product for a new
market
The MarkestratEd World
Population 250 MILLION
*MARKSLANDIA
5 FIRMS
2 INITIAL PRODUCTS, UPTO FIVE POSSIBLE.
1 CURRENT MARKET:
SONITES
1 POTENTIAL MARKET POTENCIAL:
VODITES
EACH FIRM HAS 3 PROFIT
CENTRES :
CORPORATION
PRODUCTION
MARKETING
R&D
….INTERACTING USING INTERNAL TRANSFER PRICES
DistribuTión
Channel Type
Margin taken
Number
of outlets
1
Specialty stores
40 %
3,000
2
Department stores
35 %
35,000
3
Mass
merchandisers
40 %
4,000
“Average price”
The 3 components of the final price paid by a client
$ 200 Final Price
Channel
Margin
Marketing´s
profit
margin
Production
cost
$ 200 Final Price
$ 76.60 (38.3 % )
store margin
“Avg
price“
$ 123.-
$ 200 Final Price
$ 76.60 (38.3 % )
store margin
MARKETING+S
PROFIT $ 43
“Avg
Price. “
$ 123.-
$ 200 Final Price
$ 76.60 (38.3 % )
store margin
MARKETING+S
PROFIT $ 43
“Transf Cost $ 80 pays
the production profit
centre
“Avg
Price. “
$ 123.-
Physical characteristics of Sonite
products
S
O
N
I
T
E
ATTRIBUTES
1. WEIGHT (KG)
2. DESIGN (SCORE)
3. VOLUME (DM3)
4. MAX FREQUENCY (MHZ)
5. POWER (W)
6. COST ($)
Feasible range
10 - 20
3 - 10
20 - 100
5 - 50
5 - 100
50 - 500
1. AUTHONOMY (M)
2. MAX FREQUENCY (MHZ)
3. DIAMETER (MM)
4. DESIGN (SCORE)
5. WEIGHT (KG)
6. COST ($)
5 - 100
5 - 20
10 - 100
3 - 10
10 - 100
50 - 500
S
V
O
D
I
T
E
S
Physical attributes of
Brands at Year 0
Current
Brands
SAKA
SATO
SERI
SEFA
SIMO
SICA
SOTO
SOLO
SUXI
SUTE
Weight
(lbs. )
Design
(Score)
11
12
18
14
10
11
17
10
10
15
9
9
7
5
3
9
7
3
3
6
Physical attributes
Volume
Max.Freq
(Dm3)
(Mhz)
20
37
51
65
50
35
50
70
50
40
25
25
30
40
20
25
30
20
25
20
Power
(W)
Transfer
Cost
($)
10
30
85
90
10
20
70
90
20
70
100
125
160
200
50
100
163
180
70
175
R&D
•It takes 12 months to modify an existing brandn or
design a new one.
• Request specific physical characteristis and budget.
•Designing a completely different brand is very risky and
costly.
•Small improvements are cheaper ande easier to get.
R&D DECISION TREE
PERIOD T
PERIOD T + 1
KEEP TRYING
FAILURE
ABORT PROJECT
PROJECTO I & D
CHANGE EXSTING BRAND
SUCCESS
LAUNCH NEW BRAND
KEEP PROJECT FOR FUTURE
USE
BENEFITS OF THE EXPERIENCE CURVE
VARIABLE PRODUCTION COST
(“Transfer Cost”)
Initial cost as obtained in R&D project
Experience curve productivity gain
Effect of an R&D
project focused on lowering costs
100,000 units
ACUM. PRODUCTION
MANAGERIAL VIEW
•SCANT DATA AVAILABLE FOR DECISION MAKING
DURING FIRST YEAR EXCEPT MACROECONOMIC DATA
AND THE CONSEQUENCES OF DECISIONS OF THE
PREVIOUS MANAGEMENT TEAM .
•NO MARKET RESEARCH AVAILABLE FOR THE FIRST
PERIOD.
•TO GET A HIGHER BUDGET PROFITS MUST GROW
•INFLATIONARY TENDENCIES.
CORPORATE OFFICE
PRODUCTION
FINANCE
COST OF GOODS
SOLD
INVENTORY
COSTS
R&D
R&D
EXPENSES
CONTRIBUTION
BUDGET
MARKETING AS PROFIT CENTRE
TO NET PROFITS
OF MARKETING
SALES INCOME
ADVERTISING
EXPENSE
SALES FORCE
EXPENSE
ADVERTISING
AGENCY AND
MEDIA
DISTRIBUTION
MARKET
RESEARCH
EXPENSES
MARKETING
CONSULTING
HOW TO TAKE THE FIRST
DECISION
•ORGANIZE YOUR TEAM
•FIGURE OUT THE PREVIOUS MANAGEMENT´S STRATEGY.
•REDUCE PRODUCTION SCHEDULING OF BRANDS WITH
HIGH INVENTORY ON HAND, INCREASING ADVERTISING
AND LOWERING PRICE LEVELS.
• INCREASE SLIGHTLY PRICE LEVELS AND PRODUCTION
SCHEDULED OF BRANDS WITHOUT INVENTORY
•ORDER A NUMBER OF MARKET RESEARCH STUDIES.
• REVIEW IF ASSIGNED BUDGET IS SUFFICIENT.
INTERFACE WITH
LABAMS
Type: user and
password
Decisions Data
Continued...
Realtime window to see who sent the decisions data
HOW TO READ THE
MARKESTRATED
REPORTS
1 - GENERAL RESULTS
(IN ,000 EXCEPT WHEN INDICATED)
(U)= UNITS
($)= IN USD$
BRANDS
PRODUCTION (U)
UNITS SOLD (U)
INVENTORY (U)
RETAIL PRICE($)
AV.SEL.PRICE($)
UNIT TR.COST($)
REVENUES
COST OF G.S.
INV. HLD.COST
ADVERTISING
GROSS MKTG. CONTRIBUTION
SAKA
232,000
195,854
36,146
300
185
96
36,215
18,877
435
2,610
14,292
SATO
300,000
300,000
500
312
128
93,504
38,322
3,600
51,582
65,874
R&D
SALES FORCE
MARKETING RESEARCH
COSTO OR PROFIT
NET MARKETING CONTRIBUTION
NEXT BUDGET PERIOD
-2,980
-127
62,767
25,577
2- MARKETING
BRANDS
MARKET SHARE (ON UNITS)
NUMBER OF DISTRIBUTORS
CHANNEL 1
CHANNEL 2
CHANNEL 3
SAKA
7%
535
14,141
1,014
CHANNEL 1
SALES FORCE
SATO
11%
561
14,831
1,064
CHANNEL 2 CHANNEL 3
10
50
20
05- CUMULATIVE RESULST ( IN THOUSAND $)
BRAND
LAUNCHING YEAR
SAKA
SATO
-
CUMULATIVE
NET
MARKETING
CONTRIBUTI
UNITS SOLD ADVERTISING
ON
1,117
898
16,503
13,862
TOTAL CUMULATIVE RETAIL SALES
TOTAL CUMULATIVE ADVERTISING
TOTAL CUMULATIVE GROSS MARKETING CONTRIBUTION
TOTAL CUMULATIVE R&d EXPENDITURES
TOTAL CUMULATIVE SALES FORCE EXPENDITURES
TOTAL CUMULATIVE MARKET RESEARCH EXPENDED
TOTAL CUMULATIVE NET MARKETING CONTRIBUTION
6 - NEWSLETTER
(ALL MONEY AMOPUNT IN $)
- GNP GROWTH RATE THIS YEAR
-GNP GROWTH NEXT YEAR
- ESTIMATED INFLATION RATE NEXT YEAR
- RATE OF INFLATION NEXT YEAR
- COST OF SALESMAN NEXT YEAR
- COST OF FIRING A SALESMAN NEXT YEAR
- COST OF TRAINING A NEW SALESMAN NEXT YEAR
100,419
147,661
808,753
30,365
248,079
15,256
627
232,196
0.05
0.07
0.11
0.13
38300
9200
5300
- COST OF MARKETING RESEARCH STUDIES NEXT YEAR
1= 115400.
2= 192500.
3= 115400.
5= 67100.
6= 38300.
7= 76800.
9= 96200.
10= 18800.
11= 38300.
13= 28300.
14= 45800.
15= 67100.
-INVENTORY HOLDING COST PER
12.50%
( % OF TRANSFER COST )
4= 18800.
8= 134600.
12= 57500.
BRANDS
SAKA
SATO
SERI
SEFA
SIMO
SICA
SOTO
SOLO
SUXI
SUTE
SUCO
SUER
SUYO
TOTAL
AVERAGE PRICE =$
BRANDS
VETA
VIXL
VIIB
TOTAL
AVERAGE PRICE =$
1 -INFORMATION ON MARKET S
MARKET
RETAIL
UNIT SALES
SHARE U
PRICE
195,854
300,000
480,000
332,697
291,339
351,455
205,390
31,825
116,281
360,000
55,445
54,931
38,619
7%
11%
17%
12%
10%
12%
7%
1%
4%
13%
2%
2%
1%
2,813,836
100%
300
500
330
450
290
455
485
400
362
734
460
575
600
SALES $
MARKET
SHARE $
58756200
150000000
158400000
149713600
84488310
159912000
99614150
12730000
42093720
264240000
25504700
31585320
23171400
5%
12%
13%
12%
7%
13%
8%
1%
3%
21%
2%
3%
2%
1260209488
100%
447.86
INFORMATION ON MARKET V
MARKET
UNIT SALES
SHARE U
29,457
57,895
72,000
18%
36%
45%
159,352
100%
464.01
RETAIL
PRICE
520
540
380
SALES $
MARKET
SHARE $
15317640
31263300
27360000
21%
42%
37%
73940940
100%
MARKESTRATED
MARKET RESEARCH
STUDIES
STUDY 1: CONSUMER SURVEY - SONITE
STUDY 2: CONSUMER PANEL - SONITE
STUDY 3: DISTRIBUTION PANEL - SONITE
STUDY 4: SEMANTIC DIFFERENTIAL SCALES - SONITE
STUDY 5: PERCEPTUAL MAP OF SIMILARITIES AND BRAND
PREFERENCES
STUDY 6: MARKET FORECAST - SONITE
STUDY 7: CONSUMER SURVEY -VODITE
STUDY 8: CONSUMER PANEL -VODITE
STUDY 9: DISTRIBUTION PANEL -VODITE
STUDY 10: SEMANTIC DIFFERENTIAL SCALES –VODITE
STUDY 11: MARKET FORECAST -VODITE
STUDY 12: ESTIMATED COMPETITIVE ADVERTISING (THOUSANDS OF $)
STUDY 13: SALES FORCE COMPETITIVE ESTIMATES
STUDY 14: SALES FORCE EXPERIMENT
ESTUDY 15: ADVERTISING EXPERIMENT
EXAMPLE OF
MARKET RESEARCH
STUDIES
STUDY 1 : CONSUMER SURVEY - S MARKET
BRAND AWARENESS (NO SIGNIFICANT DIFFERENCES BETWEEN SEGMENTS)
SAKA
SERI
SIMO
SOTO
SUXI
0.329
0.223
0.389
0.216
0.175
SATO
SEFA
SICA
SOLO
SUTE
0.237
0.272
0.389
0.112
0.267 SUCO
0.051 SUER
0.051
PURCHASE INTENTIONS
SEGMENT 1
SEGMENT 2
SEGMENT 3
SEGMENT 4
SEGMENT 5
TOTAL
SAKA
SATO
SERI
SEFA
SIMO
SICA
SOTO
SOLO
SUXI
SUTE
SUCO
SUER
SUYO
0.011
0.022
0.063
0.598
0.013
0.025
0.163
0.023
0.007
0.033
0.019
0.01
0.011
0.032
0.028
0.658
0.087
0.036
0.041
0.047
0.021
0.017
0.017
0.009
0.004
0.004
0.012
0.037
0.02
0.054
0.012
0.036
0.091
0.009
0.007
0.618
0.017
0.052
0.036
0.028
0.368
0.032
0.056
0.023
0.181
0.135
0.009
0.014
0.105
0.025
0.014
0.009
PURCHASING HABITS
SEGMENT 1
SEGMENT 2
SEGMENT 3
SEGMENT 4
SEGMENT 5
CHANNEL 1
CHANNEL 2
CHANNEL 3
TOTAL
0.57
0.07
0.36
0.37
0.17
0.46
0.02
0.57
0.41
0.17
0.47
0.36
0.07
0.27
0.66
1
1
1
1
1
0.22
0.055
0.114
0.062
0.239
0.104
0.047
0.022
0.088
0.027
0.01
0.006
0.005
0.078
0.128
0.213
0.101
0.083
0.094
0.085
0.016
0.034
0.128
0.015
0.014
0.011
STUDY 2: CONSUMER PANEL - S MARKET
(MARKET PORTIONS BASED IN SOLD UNITS)
SEGMENT 1
SEGMENT 2
SEGMENT 3
SEGMENT 4
SEGMENT 5
TOTAL
SAKA
SATO
SERI
SEFA
SIMO
SICA
SOTO
SOLO
SUXI
SUTE
SUCO
SUER
SUYO
INDUSTRY
SALES
(THOUSAND
UNITS)
0.008
0.013
0.054
0.655
0.014
0.028
0.132
0.016
0.008
0.026
0.022
0.012
0.012
0.026
0.02
0.633
0.106
0.045
0.053
0.042
0.016
0.023
0.015
0.012
0.005
0.005
0.013
0.035
0.02
0.067
0.016
0.051
0.079
0.006
0.009
0.569
0.022
0.069
0.044
0.028
0.308
0.031
0.068
0.029
0.241
0.115
0.007
0.019
0.094
0.032
0.018
0.011
0.186
0.039
0.097
0.066
0.286
0.13
0.036
0.014
0.102
0.021
0.012
0.006
0.006
0.07
0.107
0.171
0.118
0.104
0.125
0.073
0.011
0.041
0.128
0.02
0.02
0.014
209
563
451
777
814
2814
STUDY 3: DISTRIBUTION PANEL - MARKET S
(MARKET PORTIONS BASED IN SOLD UNITS)
SAKA
SATO
SERI
SEFA
SIMO
SICA
SOTO
SOLO
SUXI
SUTE
SUCO
SUER
SUYO
INDUSTRY
SALES
(THOUSAND
UNITS)
CHANNEL 1 CHANNEL 2 CHANNEL 3 TOTAL
0.045
0.068
0.099
0.07
0.086
0.143
0.098
0.107
0.284
0.131
0.145
0.171
0.226
0.067
0.106
0.118
0.07
0.095
0.15
0.104
0.105
0.148
0.132
0.125
0.094
0.073
0.068
0.073
0.019
0.012
0.014
0.011
0.036
0.042
0.059
0.041
0.057
0.202
0.124
0.128
0.028
0.026
0.023
0.02
0.019
0.032
0.023
0.02
0.017
0.023
0.017
0.014
742
1017
1053
2813
STUDY 4: SEMANTIC DIFFERENTIAL SCALES - MARKET S
THE THREE MOST IMPORTANT PERCEIVED SCALES
1- ECONOMY
2- POWER 3- DESIGN
HIGH SCORES CORRESPOND TO: LOW ECONOMUC, HIGH POWER, AND BETTER DESIGN
ECONOMY
POWER
DESIGN
IDEAL SCORE SEG.1
4.3
6.13
5.2
IDEAL SCORE SEG.2
2.8
4.78
5.68
IDEAL SCORE SEG.3
6.04
5.68
5.32
IDEAL SCORE SEG.4
5.35
4.03
5.62
IDEAL SCORE SEG.5
2.05
3.16
5.62
SAKA
3.03
1.56
6.1
SATO
5.13
3.38
6.44
SERI
3.09
5.23
6.1
SEFA
4.07
5.91
6.1
SIMO
2.28
1.92
2.5
SICA
4.86
2.63
6.44
SOTO
4.72
5.2
5.5
SOLO
3.19
6.36
2.5
SUXI
3.03
1.97
2.5
SUTE
6.41
5.2
4.9
SUCO
4.77
5.2
6.44
SUER
5.82
5.91
6.44
SUYO
5.82
6.44
6.44
STUDY 5: PERCEPTUAL MAP OF SIMILARITIES AND BRAND PREFERENCES
STUDY PERFORMED OVER A SAMPLE OF 200 PERSONS NO SIGNIFICANT DIFFERENCES OF
PERCEPTUAL CONFIGURATION FOUND BETWEEN SEGMENTS STATISTICALLY SIGNIFACNT
RESULTS WERE OBTAINED FOR A 2 DIMENSIONAL SOLUTION THE MOST SATISFACTORY
INTERPRETATION OF THE MAP'S AXIS IS, BASED ON THE SEMANTIC SCALES: AXIS 1:
PERCEIVED ECONOMY (INCREASES FROM RIGHT TO LEFT) AXIS 2: PERCEIVED POWER
(INCREASES UPWARDS)
1
20
2
3
15
4
5
10
A
B
5
C
D
0
-20
-10
E
0
-5
-10
-15
-20
10
20
F
G
H
I
J
K
L
M
IDEAL POINTS
SEGMENTCOORD. AZIS
COORD.AXIS2
1
1
1
3.5
14.5
2
2
-7.7
5.5
3
3
13.9
11.5
4
4
9.3
0.5
5
5
-12.7
-5.3
RESULTADOS A
SAKA
-6.5
-17.3
B
SATO
7.5
-4.1
C
SERI
-6.1
8.2
D
SEFA
0.5
12.7
E
SIMO
-11.5
-13.8
F
SICA
5.8
-9.1
G SOTO
4.8
8
H
SOLO
-5.4
15.7
I
SUXI
-6.5
-13.5
J
SUTE
16.1
8
K
SUCO
5.1
8
L
SUER
12.1
12.7
M SUYO
12.1
16.7
42
STUDY 6: MARKET FORECAST - S MARKET
EXPECTED SIZE OF THE MARKET FOR THE NEXT PERIOD (,000 UNITS)
SEGMENT 1
SEGMENT 2
SEGMENT 3
SEGMENT 4
SEGMENT 5
TOTAL
198
789
406
738
977
3108
STUDY 7: CONSUMER SURVEY - V MARKET
BRAND AWARENESS (NO SIGNIFICANT DIFFERENCES BETWEEN SEGMENTS)
VETA
VIXL
0.036
0.054 VIIB
0.052
PURCHASE INTENTIONS
SEGMENT 1
SEGMENT 2
SEGMENT 3
SEGMENT 4
SEGMENT 5
TOTAL
VETA
VIXL
VIIB
0.166
0.282
0.523
0.166
0.282
0.523
0.166
0.282
0.523
0.166
0.282
0.523
PURCHASING HABITS
SEGMENT 1
SEGMENT 2
SEGMENT 3
SEGMENT 4
SEGMENT 5
CHANNEL 1 CHANNEL 2 CHANNEL 3 TOTAL
0.77
0.05
0.18
0.77
0.05
0.18
0.77
0.05
0.18
0.77
0.05
0.18
0.77
0.05
0.18
1
1
1
1
1
0.166
0.282
0.523
0.171
0.29
0.538
STUDY 8 : CONSUMER PANEL - V MARKET
(MARKET PORTIONS BASED IN SOLD UNITS)
SEGMENT 1
SEGMENT 2
SEGMENT 3
SEGMENT 4
SEGMENT 5
TOTAL
VETA
VIXL
VIIB
INDUSTRY
SALES
(THOUSAND
UNITS)
0.18
0.353
0.439
0.18
0.353
0.439
0.18
0.353
0.439
0.18
0.353
0.439
0.18
0.353
0.439
0.185
0.363
0.452
36
12
12
36
60
155
STUDY 9 : DEALER PANEL - V MARKET
(MARKET PORTIONS BASED IN SOLD UNITS)
VETA
VIXL
VIIB
INDUSTRY
SALES
(THOUSAND
UNITS)
CHANNEL 1 CHANNEL 2 CHANNEL 3 TOTAL
0.18
0
0.18
0.185
0.353
0
0.353
0.363
0.439
0
0.439
0.452
127
0
32
159
ESTUDY 10: SEMANTIC ESCALES - V MARKET
THE THREE MOST IMPORTANT PERCEIVED SCALES
IMPORTANT ARE_ 1- MAX. FREQUENCY,2-WEIGHT
3-ECONOMY. HIGH SCORES CORRESPONDE TO: HIGH
FREQUENCY, HIGH WEIGHT, AND LOW ECONOMIY
MAX.FR.
IDEAL SCORE SEG.1
IDEAL SCORE SEG.2
IDEAL SCORE SEG.3
IDEAL SCORE SEG.4
IDEAL SCORE SEG.5
VETA
VIXL
VIIB
WEIGHT
4.66
4.66
4.66
4.66
4.66
6.49
5.34
3.50
3.16
3.16
3.16
3.16
3.16
2.52
5.05
4.00
ECONOMY
2.41
2.41
2.41
2.41
2.41
6.49
6.49
5.46
STUDY 11: MARKET FORECAST - V MARKET
EXPECTED SIZE OF THE MARKET FOR THE NEXT PERIOD (,000 UNITS)
SEGMENTO1
SEGMENTO2
SEGMENTO3
SEGMENTO4
SEGMENTO5
TOTAL
61
20
20
61
101
263
STUDY 12: ESTIMATED COMPETITIVE ADVERTISING (THOUSANDS OF $)
SAKA
SERI
SIMO
SOTO
SUXI
2535
1554
971
0
4856
SATO
SEFA
SICA
SOLO
SUTE
3496
1457 VETA
1457 VIXL
0
11654 SUCO
1942
3108 VIIB
2428
3885 SUER
3885 SUYO
1942
STUDY 13: SALES FORCE COMPETITIVE ESTIMATES
CHANNEL 1
FIRM 1
FIRMA 2
FIRMA 3
FIRMA 4
FIRMA 5
9
32
28
20
39
CHANNEL 2 CHANNEL 3 TOTAL
47
18
37
32
47
56
20
20
51
38
74
101
131
60
128
STUDY 14: SALES FORCE EXPERIMENT
(EXPECTED RESULTS IF SALES FORCE IS INCREASE BY 6 PER CHANNEL)
CANAL 1
SERI
NUMB. DISTRIBUTORS
MARKET SHARE
SEFA
NUMB. DISTRIBUTORS
MARKET SHARE
VETA
NUMB. DISTRIBUTORS
MARKET SHARE
CHANNEL 2
CHANNEL 3
1351
0.345
13332
0.157
1593
0.175
1348
0.276
13303
0.079
1590
0.129
1350
0.232
103
0
1593
0.233
ESTUDY 15: ADVERTISING EXPERIMENT
(EXPECTED RESULT IF THE BUDGET INCREASED BY 10% TO A REGISTERED)
SEGMENTO1
SEGMENTO2
SEGMENTO3
SEGMENTO4
SEGMENTO5
TOTAL
SIMO
KNOWLED.
MARK.PORT.
SICA
KNOWLED.
MARK.PORT.
VIXL
KNOWLED.
MARK.PORT.
VIIB
KNOWLED.
MARK.PORT.
0.384
0.014
0.384
0.045
0.384
0.016
0.384
0.029
0.384
0.288
0.384
0.101
0.384
0.029
0.384
0.053
0.384
0.051
0.384
0.244
0.384
0.129
0.384
0.124
0.053
0.355
0.053
0.355
0.053
0.355
0.053
0.355
0.053
0.355
0.053
0.355
0.052
0.444
0.052
0.444
0.052
0.444
0.052
0.444
0.052
0.444
0.052
0.444