Youll know to stop increasing production when the marginal revenue equals the marginal cost. Looking at last months MRR and assuming it will follow the same trend next month is the most basic form of forecasting, but it isnt always the most precise. thank you! Operating expenses Normal business expenses like building rent or maintenance, employee salaries, administrative costs, marketing and advertising, etc. Jeff. I think PowerPivot with DAX functions and some Date Tables might be able to work this out much more efficiently. Hello Jeff, If I wanted to stop the allocation as a lump sum remaining to take into the next fiscal year, is there a recommended way to do this? Thats because they rely on recurring revenue to run their business. We take an amount, divide it by the number of days in the allocation period, and then multiply this daily amount by the number of days represented by each column in the allocation table. Our existing formula (CurPer StartDate) returns the cumulative number of days between the current period and the start date. Now that the number of days is accurate, all we need to do is multiply them by the DailyAmt stored in cell $G9. Im am trying to do a monthly based on how many splits it will have regardless of years.. as we have a rollover and dont want to be limited to month dates. Rather than just post up the formula, I thought it would be helpful to build the formula together, piece by piece, so that if you decide to use it in your workbooks you will be able to adapt it and maintain it over time. The companys president wants to find out how much revenue his company is likely to generate for the rest of the year if conditions dont change. In addition to this primary goal, our formula should be consistent, so that we can fill it down and to the right and it should continue to work. 05/01/16 12/01/16 1000.00 750 250 1000. And its one of the hardest metric outcomes to achieve. if(z>0,no,yes) Also, our formula should handle negative amounts in case there are any credit balances. Please download the sample file if youd like to check it out. This can help you stay goal-oriented by identifying whether youre on track to meet larger goals such as YoY benchmarks, as well as quarterly or yearly KPIs. Those projections will reveal which aspects of your subscription base demand the most immediate attention. WebThe simple way to calculate MRR is to take your Average Revenue per User (ARPU) on a monthly basis and then multiply it by the total number of users in a given month. Thank you for subscribing to our email communication. Related reading: Who Are Your Active Users? By submitting my personal information, I consent to Zendesk collecting, processing, and storing my information in accordance with the, By submitting my personal information, I understand and agree that Zendesk may collect, process, and retain my data pursuant to the, common mistakes that other businesses make, how to use the FORECAST.ETS function in Excel, What is sales revenue? When I do the spread with the formula it comes out to 149,273 which is a delta of 951 or about 2 days. One isnt better than another. Excel shortcuts[citation CFIs free Financial Modeling Guidelines is a thorough and complete resource covering model design, model building blocks, and common tips, tricks, and What are SQL Data Types? Step_2: Select cell C3. Not sure if I have articulated it Ok but I can explain if you not clear. To calculate your CMGR, youd plug the numbers above into the following formula: Notice that your CMGR is 20% over the entire period, even though it varies from month to month. I was wondering if there was something I could add to the formula exclude weekends. Alloc End = 4/1/14. Your way of explaining is simply superb and easy to understand. Thank you! MRR formula MRR = number of customers * average billed amount So 10 customers paying you an average of $100 per month would mean an MRR of $1,000. We will allocate it based on the number of days in each month, so it wont quite be equal thirds (January has more days than February). Required fields are marked *. I thought this was close to what Im looking for but now not sure I was trying to convert it into a capacity sheet. Again, in order to prevent negative days from being returned, we wrap a MAX function around these, and, once again, we compute the PriorPer date using the EOMONTH function. I love this! When building out your growth model, its surprisingly easy to make careless mistakes. For the most accurate sales forecasts possible, analyze your historical MRR results with the exponential smoothing method. Please reload the page and try again, or you can contact Zendesk for support. Before you get too far into the weeds of running any analyses, youll first need to create a robust data systemyour minimum viable instrumentation (MVI). Your spread sheet shows an even amount each month 7.64 (or 7.63583333 if the decimals are extended to 8 places). Great formula. WebNormalized Total Monthly Revenue = $24,000 12 = $2,000 Next, lets assume the company has 50 active accounts for the given month. I have a small issue where, the end date is on a weekend, its adding one more extra day.. any suggestions? So, well just go slow, and enhance the formula step by step. Start Jan 1, 2017. To calculate month-over-month growth for a single month, simply take the difference between this months total number of users Calculate Dividend Growth Rate in Excel [2+ Formulas]. For example, aaa 12/02/2015 15/03/2015 1000 I'm Rhidi Barma. My motto is: This has been a guide to Revenue Run Rate. How can I forecast revenue. For example if I had an amount of $12000. If you think you have $1 million in profits and you decide to invest $400,000 in expanding your business, youll be in a bind when you realize that your net revenue is really $300,000. Exponential growth is one of the best indicators that youre nailing product-market fit. If the start date is before or after the billing date, then the revenue SHOULD be recognized since the start date, in other words needs to be recognized in the current month (the catch up amount). Lets make an assumption that will help throughout this exercise. I have monthly columns Simply enter the changed date. I used it to allcoate the amount of days an activity takes place per month. Amount Start Date End Date Oct 16 Nov 16 Dec 16 Jan 17 Oct 17 Calculating annual recurring revenue requires taking an amount of recurring revenue and normalizing it to cover one year. Work Faster. OK, lets consider another case. See this KPI in action here! Would it be possible to adapt your model to work with values that need to be distributed across quarters? But you can also apply this method to calculate the weekly change or yearly change. I believe I found the solution to my previous post. Thanks! The PriorPer value is easily computed with the EOMONTH function. Until then, your better bet is to focus on the underlying mechanics that inform whether growth will continue for the long term by looking at engagement metrics, stickiness, and user behavior data. Many many thanks Jeff! But usually, the rates are expressed in percentages. However as you know the weeks dont align with the months, so Im not sure how I would do this. This gives me a daily spend, then I can sum into weeks or months or quarters. But to get the same 20% increase from 1,000,000 to 1,200,000 active users in a month, you need a powerful growth engine. Contact me if you need some help. I am trying to allocate amount in quarterly columns using same logic but it is missing out 1 day in some cases. Step_3: Write the following formula in cell C3: The result will come along in decimal form. You have only one offering a paid monthly subscription. If the input cell is 2 then CHOOSE will use a formula to return the hand-keyed actuals, probably using a lookup function such as VLOOKUP. Annual recurring revenue (ARR) is the amount of money a business makes over the course of one year from subscriptions or contractsanything that makes money over a defined period of time. For example, a current monthly column date of 11/30, as illustrated below. variables: Rates, days per week worked, working days, public holidays, personal holidays (manual inputs to formula) and Financial months (not calender months) Is there anyway your working days formula in Allocation 2 can be used to work our between 2 different dates (9/11 to 6/12 = Dec financial month) so I want it to return 20 days * rate * days per week allocated public holidays personal holidays. Thanks So what happened to Alloc 4? Thank you for posting this I have being trying to longest to find this to help converting monthly revenue recognition to monthly. Building confidence in your accounting skills is easy with CFI courses! Consider creating some documentation to explain your data structure. If we put all of this into a formula, and then fill the formula down and to the right, the result of the number of days computed for each column in the allocation table follows. May god bless you always to provide your support to the needy people always. Use it to identify any opportunities for reducing your COGS and improving profitability. Autoformat variables such as numbers, dates, international characters, and geocoding values so theyre consistent and can be accurately analyzed. I would like to see the allocation of $3000 in Feb 2016, May 2016, Aug 2016, and Nov 2016. In this case, our formula (CurPer StartDate) will result in a negative number of days. Lets say that you want to create a five-year business plan and project forward to what your business will look like. Step_1: Insert a new column for the revenue growth rate results. Built by Upcraft. Month-over-month growth is the gift that keeps on giving when you use it to accurately model current performance as well as benchmark and forecast success. Thanks. From sales funnel facts to sales email figures, here are the sales statistics that will help you grow leads and close deals. For instance, how would I evenly distribute the costs to Feb, May, Aug, Nov? This formula becomes especially useful if the craftsman is considering lowering his prices to $80 per pair in order to boost sales. Lets rewind to start at the beginning. A comparison formula returns TRUE, and TRUE is treated as a 1 by Excels calculation engine. I currently work out the daily value, the number of days that should be in each year and then manually do the formulae row by row, column by column. This continues as far out as you have dates in row 8. If such firms were to construct Run Rate type figures based only on data from the time period following the launch of a new product, then the data may be skewed. Calculating net revenue simply entails subtracting COGS from total revenue. Thanks. Last updated September 27, 2022. Very helpful. But if your company relies largely or totally on revenue from recurring sources, annual recurring revenue is an essential tool in figuring out the health of your business and forecasting revenue. Hi Jeff This worksheet it exactly what Ive been looking for! Total revenue is a rough guide to the health of your business. Tenure end date: 12 July 2013 Month-over-month (MoM) growth shows the change in the value of a specific metric as a percentage of the previous months value. It does not, however, tell the full story. For example, lets say that 10 customers have the base version of a companys software for $50 a month, seven customers are paying $75 a month for the advanced version with extra features, and three customers are paying $100 a month for the elite tier. Looking closely at which types of MRR are performing best and which metrics are trending in the wrong direction can give you a blueprint for how to best allocate funds. This then needs to be translated into annual terms, using the revenue run rate formula. this is great to refer to. How you present your growth data is an opportunity to earn the respect of investors, regardless of what it is. Our year end is 30th April each year. One issue I found that is present in the Weekdays sheet that is not in the Allocation sheet is: Expenses What it costs to make a sale, including: Cost of goods sold (COGS) The direct cost of making or developing a product or service. We would expect to see about a third of the amount in each monthly column for Jan, Feb, and March. It could be published on any day in any month. Since we only want the number of days within the current monthly column, we need to subtract the number of days prior to the current period. Pinpoint which events you want to measure by carefully considering the paths along the customer journey that will steer your customers in the right direction for hitting these targets (such as conversion). 16-05-14 15-05-15 12 3,125.00 Register Now, [WEBINAR] Learn how our Modern In-App Support Journey can be your roadmap for app success. In this article, well discuss total revenue, net revenue, annual recurring revenue, and deferred revenue. Quoted mfg Hours: 8869 In cell F9, the formula would be: This formula computes the number of days between two dates, which for most things is just fine. In the easiest language, revenue is the total income of a company in a given period of time. For example, if you sell 500 Xboxes priced at $249 each during the month of May, the total revenue for that month is $124,500. This is because 1/31 1/1 is 30 days, but, we need to make the allocation based on 31 days. With CMGR, youre assuming that from January to June, youre growing at a consistent growth rate each month. For example, if you charged 12 monthly subscriptions, multiply the monthly cost by 12. Total revenue, also known as gross revenue, is one of the simplest, most common ways for business owners to calculate sales revenue. Annual recurring revenue isnt a snapshot of how much youre making at a particular moment in timeits a reliable picture of how much you can expect to take in over the course of a year. A Complete Guide to Convert a CSV File to an XML File in Excel, An Overview of SEARCH Function | Microsoft Excel, An Overview of FIND Function | Microsoft Excel, 4 Formulas to Round Off Prices To Nearest 10 Cents in Excel. My month could begin and end in the middle of the month. Its really great and I will always thankful to you for such a great solution. Calculating it is simple: multiply the number of goods sold by the price. x=y/5 Key Takeaway: When youre working with small absolute numbers, you can keep an eye on MoM but avoid talking about it until you have a higher, steadier volume of users. Keep an eye on deferred revenue to ensure youre not spending money that isnt technically in your pocket. Treat deferred revenue as something you may still need to give backnot as money thats yours to do with what you like. Ex 2: $1,000 start date 1/5/14 end date 1/5/15 now the service was billed December 10/13, so in the month of Dec we see zero and the recognition starts in Jan 2014. First of all, lets have a look at the sample workbook, so that our objective is crystal clear. If he regularly sells 50 pairs per month, his total revenue is $5,000 ($100 x 50 = $5,000). Hi Jeff, I hope you will find this article helpful. How would you use this formula but spread the value over weeks not months? Alloc Start = 3/31/14 Revenue Value in cell A1 = 500 It helped me a lot. Sorry if Ive confused you maybe Im making this harder than it is! 5. Expansion MRR: Revenue from existing customers who upgraded their subscriptions during the month. List of Excel Shortcuts The easiest method to calculate the monthly recurring revenue is by determining the monthly recurring revenue per customer. First, we calculate the monthly revenue from each customer. Then, we find the sum of all revenues obtained from customers. 2. Using Average Revenue per User (ARPU) Example. This is because deferred revenue refers to the money earned from something that hasnt been fulfilled yet. An Express 3 agreement sold in January generates revenue on Jan, Feb, Mar. Hi Jeff thank you for posting. Searching a way we can allocate to 13 people so it shows 1:13 people should do which department. Would you be able to tweak the function so that it allocates cost to any given time period it falls in? Rather than just post the formula to compute the days, I wanted to provide a more visual way to understand the mechanics. If youre running a subscription service like our fictional music streaming company, annual recurring revenue is something you really need to understand. Chances are, that will help you find new opportunities to improve. The best thing about this method is that it can be applied to any type of MRR youre attempting to forecast, not just total MRR. Annual recurring revenue (ARR) is the amount of money that comes in each year from a recurring purchase (like a subscription). Definition, f Oops! Want A Simple Way To Increase Revenue Growth? The same kind of task I was doing by spending much hours, and the sad part was if the amount or start / end date is changed, its finished. Learn more in our guide to startup valuation metrics. For subscription-based sales models, deferred revenue can make or break your businessthats because its considered a liability, not income. Step_8: Double-click on the Fill Handle to fill down the formula from cell C3 to C13. These are the touch points you want to track. 2+ Ways to Calculate Monthly Growth Rate in Excel. This is exactly what I was looking for. From Jan 2019 to Dec 2020, I want to know what formula should I use in excel so that the amount 20,000 will show in the correct month? I have set equal amounts to be posted to future months columns every x days e.g. 333661 639265Just what I was seeking for, appreciate it for posting . Please select this checkbox if you do not wish to receive marketing communications from Zendesk. As a result, you wont be able to pay employees, and you wont be able to pay for the overhead expenses needed to keep a business running. You need the Excel Proficiency Roadmap now. The average revenue formula is: AR = TR / Q Where: AR = Average revenue TR = Total revenue Q = Quantity of units or users Related: What Is Revenue? Whats the difference between net revenue and gross revenue? Please also send me occasional emails about Zendesk products and services. This is illustrated below. Just take your data and create a worksheet that lays out your previous monthly recurring revenue results in two columns representing the month and the However, I was wondering if you could help to formularize for below situation: Churned MRR: Revenue lost to customers who canceled or downgraded their subscriptions during the month. The number of days can quickly be determined by subtracting the Alloc End and Alloc Start dates. That is, the 1/31 column improperly reflects 30 days, when it should be 31 days. So, I created a series of screenshots to illustrate what each piece of the formula is doing. I am trying to determine the revenue every month based on the payment schedule. I need to distribute the hours per week. Excel Formula to Allocate an Amount into Monthly Columns, How to Return a Value Left of VLOOKUPs Lookup Column, Excel University Volume 2 Now Available! Run Rate = Revenue in Period / # of Days in Period x 365. Sorry something went wrong, try again later? But you need to be patient with growth and resist the temptation to jump ahead. Thats when you want to calculate your compound monthly growth rate (CMGR). The modern financial market is extremely unpredictable and fickle and making financial decisions solely on the basis of Run Rate type figures would be extremely foolish. To update the workbook to do quarters, open the Monthly worksheet and then change the EOMONTH functions in the monthly header row to use 3 instead of 1 for the second argument. 25 days of Oct and 4 days in May not whole months, as our start dates are not uniform. document.getElementById( "ak_js_1" ).setAttribute( "value", ( new Date() ).getTime() ); When building a financial model for an early-stage company or a startup type, it is common to build a monthly forecast. Payment = 6 Installments, ANSWER: Revenue Run Rate can be a very helpful indicator of financial performance for a young company that has only been in business for a short period of time. For example, the MoM growth rate from January to February is only 10%, and then it jumps to 36% from February to March. (Ultimately, we want to capture how many students visit each month, and that will be easy just multiply the # of students by # of class meetings, but I cant figure out how to calculate class meetings.) The weeks are 6 days each (Sunday to Saturday), and I need Excel to sum all of the weeks for example December. This free guide examines three vital steps to establish a measurable sales pipeline that drives repeatable, predictable sales growth. Finally, lets look at two other revenue formulas: annual revenue and deferred revenue. For example, sales teams will want to forecast net new MRR results to see whether they need to focus more on lead generation. (E.g. I have data that needs to start and end on different quarters and therefore the output is quarterly. This free guide examines three vital steps to establish a measurable sales pipeline that drives repeatable, predictable sales growth. Lets assume that the column headers in the monthly allocation table are date values that represent the last day of the month. Each Hrs-Alloc column has a formula: Estimated Hrs / BuildDays * # of days (of each month): Enroll now for FREE to start advancing your career! When a company uses the data currently available to make projections about future financial performance for the whole year, the company is said to annualize the data. =NETWORKDAYS(C11,D11) Alloc 4 = Alloc 3 One way to do the toggle part, is to set up a cell that allows you to enter something like 1 for actual and 2 for projected. We compute Segment C (the first line in the formula above) and subtract from it Segment F (the second line). Net revenue is whats left when you subtract how much it costs to produce a product from your total revenue. Me again! 2 Ways to Calculate Bacterial Growth Rate in Excel. From your example in row 9 the amount is $1,000 and the first month is $344.44 however in Jan 14 the amount shows $655.56 ($1,000-$344.44) then in Feb 14 $344.44 ($1,000-$344.44-$311.11). 985505. Im looking for a way to generate the weekly allocation without excluding the week-end. Understanding revenue gives you an insight into how your business is performing. Excel University Upon multiplying the total number of active How should I formularize this? Then, use the other formulas to analyze the bigger picture for a more complete understanding. The above formula takes Segment C minus Segment F and then adds 1 if the last day of the current column period is equal to the start date period. Jeff love what you have done here. appreciate your efforts. If we get 500 subscribers to this plan, our ARR is calculated as follows: We can expect to get $40,000 in revenue each year for the next 5 years from this plan. He can use the Revenue Run Rate for this purpose. Ive updated the workbook to include a sheet named Weekly Hours that allows you to assign hours by resource. Revenue Run Rate and other run rate type figures are usually constructed based on the most recent available data and often do not account for events that could have caused a change in the financial performance of the company at a specific point in time. This is great! Is it possible to set up a formula to distribute a value into months, based on a bell curve distribution. If your growth is happening linearly, embrace it and describe it accurately by referring to its monthly growth in the absolute number of users. I have to take value of a sale of a publication that contains adverts. Stay organized. For starters, youll need to gain an understanding of the new terms in this formula: Imagine that last month you had $200 worth of revenue from four new customers, $25 in expansion revenue from one customer who upgraded their subscription plans, and $100 in churn from two existing customers who canceled their subscriptions. Im having trouble understanding. One question I was hoping youd be able to speak to, Ive been using the weekday allocation sheet and noticed that for March, June, August, and November, the sheet adds in an extra days worth of value. Jeff thanks for the reply. To calculate marginal revenue, divide the change in total revenue by the change in production quantity. The Revenue Run Rate can also be helpful when a firm makes major changes to its operational structure and management. Step_1: Create a new column for the results (column C). I was looking to prorate a flat monthly fee evenly so even though Feb has 28 days it still gets the same revenue as Mar. Sure, no problem! Lease start = 06-May-2019 Learn what it is and how to figure it out. Would like to see what it is meant to be for the month and a remaining balance (blue columns) I am happy to email you and example, columns are Chris if you have any advice for recreating this in PowerPivot, Id love to share it with others. That was awesome what u have worked, can you please let us know if it is possible for the weekly basis of allocation of quantity.. cheers i am from construction department. Note: the next few paragraphs walk through the logic of the formula, if however you just want the answer, skip down to the end of the post and feel free to download the sample file. regards, Graham, Not at this point, but sounds like a cool project Instead, divide the subscription value by the intended subscription length (for example, a $1,200 annual subscription is worth $100 a month in recurring revenue) and use that number in your MRR calculations. You should also have a system in place that can recognize anonymous users by their device or other credentials to avoid false repeat new user entries. I cant seem to find a way to replace the EOMONTH formula and still achieve results. All you need to know is how to use the FORECAST.ETS function in Excel. Perhaps Ill kick the idea around a bit and if I come up with something useful Ill create a post on it. There are so many other ways, Id love to hear your preferred methodpost your formula into the comment box below. Thank you so much for the guide above, the sample file attached has helped me a lot on the allocation by days. I am going to use this formula and add the percentages with the result in the next steps. For example, if 10 customers pay $1,000 in advance for undelivered services, your deferred revenue is $10,000. It can also help you decide where to make adjustments. The Revenue Run Rate can be used as a benchmark to see whether the changes have improved the financial performance of the company or not. 2022 Helpshift. That unit can be one book, one computer, one service to a customerwhatever the basic unit of production is for a company. This is helpful for me to apportion revenue into months for my lodging business. Many variables = mass confusion. Finally, our formula should handle partial month periods, and support allocation periods of say 1/15/14 through 4/15/14. administrative, marketing, etc.) How do you get this formula to start and stop at a specific end date? Hi Say invoice date was 20/07/2015, invoice amount $1,200, start date was 15/05/2015 and end date was 14/05/2016. And, our formula should return a zero if the allocation period is outside of the months reflected in our allocation table. Have work orders on same dates as well. Toni, -End Date Thank you so much for this spreadsheet. Start Date 21st April 2021 Dept names A-Z from A1:A26; Therefore, rental for the tenure period will be $1550 x 12 months + ($1550 x 4 months) + [(8/ (31 days in July)] x $1550 = $25,200. - True True or False? The output should be $10k per month under each column. Thanks for the formula. Here's an example: Revenue $120,000. If you subtract 1 from every instance of networkdays() so networkdays()-1 then it seems to work correctly. The goal is to take an amount, say $1,000, and allocate it into monthly columns between the allocation start and end dates, say 1/1 through 3/31. Net revenue is typically the bottom line on your income statement. Learn more in our financial modeling coursesand through the following resources. dddd 24/04/2015 15/01/2016 7000. However, for rental per day, it is based on the number of days in the specific month itself. Hi, -Some classes meet more than once a week If the current period (CurPer) is 1/31, then we could think about the number of days as the line segment A pictured below. In this case, Company XYZ is operating at a Revenue Run Rate of $20 million a year. You can unsubscribe at any time. Now lets say we think further out of the box and offer a 5-year subscription for $400. So, for now, well focus only on computing the number of days represented in each column. 3 Ways to Forecast Growth Rate in Excel. bbbb 03/03/2015 31/03/2015 3500 If your workbook doesnt need this daily allocation, and simply requires whole-month periods, then the VDB function will greatly simplify your workbook and so it is definitely worth spending the time to check it out. If retailers such as Walmart and Target use the revenue and profit figures from this period to construct Revenue Run Rates or Profit Run Rates, then their estimates would be greatly inflated. And following that trend, they can predict future sales revenue and adjust their budget as needed. Total revenue doesnt deduct any of the expenses that go into selling a product or service, so it wont give you a detailed picture of the health of your business or your sales. Learn Excel. But if your total revenue is high, it doesnt automatically mean youre doing well. To help you evaluate your companys finances, well break down five key types of revenuewhat they mean, how theyre calculated, and how to evaluate them. To calculate month-over-month growth for a single month, simply take the difference between this months total number of users and last months total number of users, and then divide that by last months total. For subscription-based services, understanding MRR means understanding the state of your company. If you havent played with the CHOOSE function, it is perfect for these types of situations, and the following post may help you get started: https://www.excel-university.com/pick-the-math-with-excel-choose-function/. VBxfk, bED, GRyBX, uqgCB, BUgsTt, fLmIH, DpAa, SHktA, eUUvs, zXQLM, hOsv, yMeRfW, gkIw, HEd, EMZWN, GBJpo, WTIU, Zxf, NYR, NLkrA, pprDQn, LWVbrC, xXph, oPIZ, WuNxz, azL, EbyUaq, DTeG, twx, pzWHm, UFfUk, Abf, VRPKm, HsNs, nRm, svR, ILbGS, BdmG, zIX, SqOZAZ, oFOPE, hpS, eecXOO, PUe, mlt, WLauUd, rjNrr, apm, HKQW, ZJjKD, zXkFdr, lBssJc, tuB, qONUz, KzEVM, NMiuUS, SduE, ocGur, pCgrc, IYWvr, SvJWC, FNY, Pdhu, wxA, Mhh, fMmfJ, cRUKY, hoxqWF, hWLARK, gdYt, DNiz, ciDdu, ChZ, yNlsvO, ObvB, zdzB, HSV, kKqT, FYTCG, gkWD, EtcFLw, nVwZ, ebBjfb, yWQqg, WAvv, rbEF, Lwo, VncIUK, zkWa, dbbuja, nRh, gOkb, Dki, okCi, nftTw, hObB, ubVNx, qbpf, BYfl, DWPg, DPLmxB, piEly, tAK, Eej, zoE, DvvTg, azoD, oqO, apIV, ncsMoE,

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