{"id":11470,"date":"2023-12-12T13:27:01","date_gmt":"2023-12-12T12:27:01","guid":{"rendered":"https:\/\/www.fullgui.it\/hairdresser-training-entrepreneurs-tuconmecresci\/"},"modified":"2024-11-26T12:24:37","modified_gmt":"2024-11-26T11:24:37","slug":"hairdresser-training-entrepreneurs-tuconmecresci","status":"publish","type":"post","link":"https:\/\/www.fullgui.it\/en\/hairdresser-training-entrepreneurs-tuconmecresci\/","title":{"rendered":"Hairdresser Training &#8211; Entrepreneurs, TUCONMECRESCI !"},"content":{"rendered":"\n<figure class=\"wp-block-image aligncenter size-full\"><img decoding=\"async\" width=\"999\" height=\"666\" src=\"https:\/\/www.fullgui.it\/sito\/wp-content\/uploads\/2023\/12\/Formazione-Parrucchieri-Imprenditori-TUCONMECRESCI-fai-espoleder-il-cassetto-del-tuo-salone.jpg\" alt=\"Hairdresser Training - Entrepreneurs, TUCONMECRESCI, make your salon drawer seplode\" class=\"wp-image-5924\" srcset=\"https:\/\/www.fullgui.it\/sito\/wp-content\/uploads\/2023\/12\/Formazione-Parrucchieri-Imprenditori-TUCONMECRESCI-fai-espoleder-il-cassetto-del-tuo-salone.jpg 999w, https:\/\/www.fullgui.it\/sito\/wp-content\/uploads\/2023\/12\/Formazione-Parrucchieri-Imprenditori-TUCONMECRESCI-fai-espoleder-il-cassetto-del-tuo-salone-400x267.jpg 400w, https:\/\/www.fullgui.it\/sito\/wp-content\/uploads\/2023\/12\/Formazione-Parrucchieri-Imprenditori-TUCONMECRESCI-fai-espoleder-il-cassetto-del-tuo-salone-768x512.jpg 768w, https:\/\/www.fullgui.it\/sito\/wp-content\/uploads\/2023\/12\/Formazione-Parrucchieri-Imprenditori-TUCONMECRESCI-fai-espoleder-il-cassetto-del-tuo-salone-430x287.jpg 430w, https:\/\/www.fullgui.it\/sito\/wp-content\/uploads\/2023\/12\/Formazione-Parrucchieri-Imprenditori-TUCONMECRESCI-fai-espoleder-il-cassetto-del-tuo-salone-700x467.jpg 700w, https:\/\/www.fullgui.it\/sito\/wp-content\/uploads\/2023\/12\/Formazione-Parrucchieri-Imprenditori-TUCONMECRESCI-fai-espoleder-il-cassetto-del-tuo-salone-150x100.jpg 150w\" sizes=\"(max-width: 999px) 100vw, 999px\" \/><\/figure>\n\n<h2 class=\"wp-block-heading\">Discover the Effective Business Model for Hairdressers &#8211; Entrepreneurs: 33 winning procedures to make your drawer &#8220;explode&#8221;!<\/h2>\n\n<p><strong>Hairdresser-Entrepreneur Training &#8211; TUCONMECRESCI, through 33 proven procedures, <\/strong>teaches you how to more successfully promote and sell all of your salon&#8217;s services: from simple haircuts, to extensions, enabling you to acquire and retain more clients, increasing turnover and business margin.<\/p>\n\n<p><strong>TUCONMECRESCI<\/strong> is the partner company <a href=\"https:\/\/www.fullgui.it\/en\/\"><strong>FULLGUI<\/strong><\/a>, formed by <strong><a href=\"https:\/\/www.fullgui.it\/chi-siamo\/\">experienced hairdressers and image consultants<\/a> <\/strong>which provides its technical and entrepreneurial experience to train knowledgeable and successful hairdresser-entrepreneurs:<\/p>\n\n<ul class=\"wp-block-list\">\n<li>conscious: because they are conscious and of their own personality,<\/li>\n\n\n\n<li>winning: because they implement a functional and winning &#8220;management philosophy.&#8221;<\/li>\n<\/ul>\n\n<p><strong>How?<\/strong><\/p>\n\n<p>Through <strong><a href=\"https:\/\/www.fullgui.it\/corsi-professionali-per-parrucchieri-roma\/\">Customized Training Courses in the areas of Technology, Organization, Administration, Marketing<\/a><\/strong> and to <strong><a href=\"https:\/\/www.fullgui.it\/en\/?p=11459\">constant shadowing in the field.<\/a><\/strong><\/p>\n\n<p><strong>To achieve what goals?<\/strong><\/p>\n\n<p>To unleash your personality, achieving the goals you desire &#8230; medium turnover\/high turnover\/very high turnover, depending on the personal and\/or professional targets you set for yourself.<\/p>\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n<h3 class=\"wp-block-heading\">Hairdresser Entrepreneur Training: to make the most of all your salon&#8217;s services<\/h3>\n\n<p>As you undoubtedly know, &#8220;cutting,&#8221; &#8220;styling,&#8221; &#8220;color,&#8221; and &#8220;lighting effects&#8221; are the main services offered by a hairdresser.<\/p>\n\n<p>In addition to these services, it is important to distinguish between &#8220;low value-added&#8221; and &#8220;high value-added&#8221; services.<\/p>\n\n<ul style=\"background-color:#efefef\" class=\"has-background wp-block-list\">\n<li><strong>LOW VALUE ADDED SERVICES:<\/strong> we could define &#8220;cutting,&#8221; &#8220;hair styling,&#8221; and &#8220;washing treatments&#8221; as the low value added services-&#8220;S.B.V.A.&#8221;<\/li>\n<\/ul>\n\n<ul style=\"background-color:#efefef\" class=\"has-background wp-block-list\">\n<li><strong>HIGH VALUE ADDED SERVICES:<\/strong> in addition to S.B.V.A services, we have the high value added services-&#8220;S.A.V.A.&#8221;: &#8220;color,&#8221; &#8220;light effects,&#8221; &#8220;keratin treatment,&#8221; and private label products.<\/li>\n<\/ul>\n\n<p>The Customized Courses provided by <strong>TUCONMECRESCI<\/strong> teach you how to more successfully communicate, promote and deliver all the services offered in your Beauty Salon.<\/p>\n\n<p>Thanks to our preparation, you can get the most value from the services you deliver, growing your &#8220;drawer&#8221; and customer satisfaction!<\/p>\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n<h3 class=\"wp-block-heading\">Hairdresser Entrepreneur Training: we teach you how to increase your salon&#8217;s &#8220;average receipt&#8221;<\/h3>\n\n<figure class=\"wp-block-image aligncenter size-full\"><img decoding=\"async\" width=\"625\" height=\"625\" src=\"https:\/\/www.fullgui.it\/sito\/wp-content\/uploads\/2023\/12\/Formazione-Parrucchieri-Imprenditori-TUCONMECRESCI-incremento-scontrino-medio-parrucchiere.jpg\" alt=\"Hairdresser Training - Entrepreneurs, TUCONMECRESCI, increase average hairdresser receipt\" class=\"wp-image-5919\" srcset=\"https:\/\/www.fullgui.it\/sito\/wp-content\/uploads\/2023\/12\/Formazione-Parrucchieri-Imprenditori-TUCONMECRESCI-incremento-scontrino-medio-parrucchiere.jpg 625w, https:\/\/www.fullgui.it\/sito\/wp-content\/uploads\/2023\/12\/Formazione-Parrucchieri-Imprenditori-TUCONMECRESCI-incremento-scontrino-medio-parrucchiere-300x300.jpg 300w, https:\/\/www.fullgui.it\/sito\/wp-content\/uploads\/2023\/12\/Formazione-Parrucchieri-Imprenditori-TUCONMECRESCI-incremento-scontrino-medio-parrucchiere-150x150.jpg 150w, https:\/\/www.fullgui.it\/sito\/wp-content\/uploads\/2023\/12\/Formazione-Parrucchieri-Imprenditori-TUCONMECRESCI-incremento-scontrino-medio-parrucchiere-430x430.jpg 430w\" sizes=\"(max-width: 625px) 100vw, 625px\" \/><\/figure>\n\n<p>If you are a Beauty Salon Owner and make a lot of attendance, you are certainly good &#8220;at cutting,&#8221; however if your average receipt is &#8220;low&#8221; (40\/50\u20ac), you are most likely not effectively selling your products &#8230;<\/p>\n\n<p><strong>What to do?<\/strong><\/p>\n\n<p>With <strong>TUCONMECRESCI <\/strong>&#8216;s Technical, Organizational, Management and Marketing training <strong>, we bring your business&#8217; average discount from \u20ac40\/50 to \u20ac80, <\/strong>helping you recover potential lost revenue per customer of at least \u20ac30&#8230;<\/p>\n\n<p class=\"has-background\" style=\"background-color:#efefef\">Basically, we make you understand how important it is to go <strong>from an &#8220;identity&#8221; receipt <\/strong>(about 50\u20ac if you do not use our business model) <strong>to a &#8220;personality&#8221; receipt<\/strong> (80\u20ac and up, using our philosophy).<\/p>\n\n<ul class=\"wp-block-list\">\n<li>From an &#8220;identity&#8221; receipt (cut + crease)<\/li>\n\n\n\n<li>To a &#8220;personality&#8221; receipt (cut + hairdo + lighting effects)<\/li>\n<\/ul>\n\n<p>In addition, we show you how to organize an <strong>effective pre-booking<\/strong> that provides for daily takings above the average estimated takings with your procedures.<\/p>\n\n<p>This is possible because of our experience in creating effective promotions that enable you not only to acquire and retain more customers, but also to predict a daily increase in sales and business margin.<\/p>\n\n<p>Finally, we explain how to promote and sell our <strong><a href=\"https:\/\/www.fullgui.it\/products\/lihttps:\/\/www.fullgui.it\/products\/personalizzabili\/nea-full-gui\/\">FULLGUI branded products<\/a><\/strong> and the <strong><a href=\"https:\/\/www.fullgui.it\/products\/linea-full-gui\/\">products customized with your brand, <\/a><\/strong>benefiting from numerous advantages:<\/p>\n\n<ol class=\"wp-block-list\">\n<li>Increased sales and trade margin<\/li>\n\n\n\n<li>stock cancellation<\/li>\n\n\n\n<li>no minimum order<\/li>\n<\/ol>\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n<h3 class=\"wp-block-heading\">Hairdresser Entrepreneur Training: 360-degree &#8220;Technical&#8221; training<\/h3>\n\n<p><strong>TUCONMECRESCI<\/strong>, in addition to Organizational, Administrative and Marketing training for your Business, provides basic and advanced technical courses in:<\/p>\n\n<ol class=\"wp-block-list\">\n<li>cut<\/li>\n\n\n\n<li>fold<\/li>\n\n\n\n<li>washing treatments<\/li>\n\n\n\n<li>color<\/li>\n\n\n\n<li>lighting effects<\/li>\n\n\n\n<li>keratin treatment<\/li>\n\n\n\n<li>use of customized products<\/li>\n\n\n\n<li>Extension: we teach you how to internalize technology, with international trainers who know the 5 most popular technologies.<\/li>\n<\/ol>\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n<h2 class=\"wp-block-heading\">Example training on low value-added services &#8220;SBVA&#8221;<\/h2>\n\n<p>As you undoubtedly know, cutting, blow-drying, and wash treatments are among the &#8220;basic&#8221; services that a beauty salon offers.<\/p>\n\n<p>With our training in technical and marketing, we teach you how to enhance these basic treatments, selling more, marginalizing more, improving at the same time, your customer satisfaction!<\/p>\n\n<p><strong>How?<\/strong><\/p>\n\n<p>With proper analysis of the customer&#8217;s needs and a &#8220;proactive&#8221; approach based on proposing more value-added services.<\/p>\n\n<p><strong>For example, at washing:<\/strong> vial proposal, or molecular reconstruction (for stem and bark reconstruction).<\/p>\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n<h2 class=\"wp-block-heading\">Example training on high value-added services &#8220;SAVA&#8221;<\/h2>\n\n<p>Below we describe 3 examples of our training on high value-added services:<\/p>\n\n<figure class=\"wp-block-image aligncenter size-full is-resized\"><img decoding=\"async\" width=\"778\" height=\"800\" src=\"https:\/\/www.fullgui.it\/sito\/wp-content\/uploads\/2023\/12\/Formazione-Parrucchieri-Imprenditori-TUCONMECRESCI-la-giostra-dei-colori.jpg\" alt=\"Hairdresser Training - Entrepreneurs, TUCONMECRESCI , the carousel of colors\" class=\"wp-image-5913\" style=\"width:478px;height:auto\" srcset=\"https:\/\/www.fullgui.it\/sito\/wp-content\/uploads\/2023\/12\/Formazione-Parrucchieri-Imprenditori-TUCONMECRESCI-la-giostra-dei-colori.jpg 778w, https:\/\/www.fullgui.it\/sito\/wp-content\/uploads\/2023\/12\/Formazione-Parrucchieri-Imprenditori-TUCONMECRESCI-la-giostra-dei-colori-292x300.jpg 292w, https:\/\/www.fullgui.it\/sito\/wp-content\/uploads\/2023\/12\/Formazione-Parrucchieri-Imprenditori-TUCONMECRESCI-la-giostra-dei-colori-768x790.jpg 768w, https:\/\/www.fullgui.it\/sito\/wp-content\/uploads\/2023\/12\/Formazione-Parrucchieri-Imprenditori-TUCONMECRESCI-la-giostra-dei-colori-430x442.jpg 430w, https:\/\/www.fullgui.it\/sito\/wp-content\/uploads\/2023\/12\/Formazione-Parrucchieri-Imprenditori-TUCONMECRESCI-la-giostra-dei-colori-700x720.jpg 700w, https:\/\/www.fullgui.it\/sito\/wp-content\/uploads\/2023\/12\/Formazione-Parrucchieri-Imprenditori-TUCONMECRESCI-la-giostra-dei-colori-150x154.jpg 150w\" sizes=\"(max-width: 778px) 100vw, 778px\" \/><\/figure>\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n<p>1. <strong>Technical training on color: the &#8220;Carousel of Colors&#8221;<\/strong><\/p>\n\n<p>With the <strong>&#8220;Carousel of Colors&#8221;<\/strong> (TUCONMECRESCI&#8217;s training know-how in the area of colors) we pass on to your employees the skills to manage the service independently and professionally.<\/p>\n\n<p>Through the <strong>&#8220;Color Joust<\/strong>,&#8221; in fact, we make your colleagues become true color specialists, making them understand how to mix primary and secondary colors so as to intercept the most important nuances &#8230; the ones that really matter!<\/p>\n\n<p>During the training, we also explain how to effectively use our <strong>&#8220;Like a Painter&#8221; color line<\/strong> (cream and oil colors), featuring 39 colors.<\/p>\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n<p>2. <strong>Technical training on lighting effects: the &#8220;Master of Light&#8221;<\/strong><\/p>\n\n<p>With &#8220;The Master of Light&#8221; Course, we teach you how to use &#8220;Pappa e Leva&#8221; lightening bleach, with &#8220;Plex&#8221; molecule (which protects hair) inside.<\/p>\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n<p>3. <strong>Training Keratin Treatment (without formaldehyde)<\/strong><\/p>\n\n<figure class=\"wp-block-image aligncenter size-full\"><img decoding=\"async\" width=\"414\" height=\"599\" src=\"https:\/\/www.fullgui.it\/sito\/wp-content\/uploads\/2023\/12\/Formazione-Parrucchieri-Imprenditori-TUCONMECRESCI-trattamento-alla-keratina.jpg\" alt=\"Hairdresser Training - Entrepreneurs, TUCONMECRESCI, keratin treatment\" class=\"wp-image-5916\" srcset=\"https:\/\/www.fullgui.it\/sito\/wp-content\/uploads\/2023\/12\/Formazione-Parrucchieri-Imprenditori-TUCONMECRESCI-trattamento-alla-keratina.jpg 414w, https:\/\/www.fullgui.it\/sito\/wp-content\/uploads\/2023\/12\/Formazione-Parrucchieri-Imprenditori-TUCONMECRESCI-trattamento-alla-keratina-207x300.jpg 207w, https:\/\/www.fullgui.it\/sito\/wp-content\/uploads\/2023\/12\/Formazione-Parrucchieri-Imprenditori-TUCONMECRESCI-trattamento-alla-keratina-150x217.jpg 150w\" sizes=\"(max-width: 414px) 100vw, 414px\" \/><\/figure>\n\n<p>With <strong>Keratin Treatment<\/strong> training (without formaldehyde), we teach you how to properly and effectively perform this service.<\/p>\n\n<p>Our Keratin Treatment <strong>does NOT contain formaldehyde<\/strong> (long since banned due to its harmful effects on health) but a natural extract: <strong>&#8220;tannin&#8221; <\/strong>(derived from grapes), which in addition to being absolutely harmless to health, revitalizes hair, moisturizes it, making it shiny and smooth, without frizz.<\/p>\n\n<p><strong>The Tannin Plastic Keratin Treatment is an important business opportunity because:<\/strong><\/p>\n\n<p class=\"has-background\" style=\"background-color:#efefef\">In the past, when formaldehyde was used (now banned): treatment cost the public about \u20ac150 every 3 months (up to 4 could be done, worth \u20ac600 total). Now, with Tannino Plastics, recalls cost the public \u20ac69 and are monthly! (thus: 69&#215;12= 820 \u20ac).  <\/p>\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n<h2 class=\"wp-block-heading\"><strong>Hairdresser Entrepreneur Training: create your PERSONALIZED BOOK with us!<\/strong><\/h2>\n\n<figure class=\"wp-block-image aligncenter size-medium\"><img decoding=\"async\" src=\"https:\/\/www.fullgui.it\/sito\/wp-content\/uploads\/2022\/05\/WhatsApp-Image-2022-05-13-at-14.12.11-3-300x292.jpeg\" alt=\"&quot;JUMPS OF JOY&quot; Technical Book.\" class=\"wp-image-3572\"\/><\/figure>\n\n<p>The technical training provided by <strong>TUCONMECRESCI <\/strong>allows you to stay up to date with the latest trends (cuts and collections), <strong><a href=\"https:\/\/www.fullgui.it\/idee-innovative-per-parrucchieri\/\">giving you new insights and original ideas.<\/a><\/strong><\/p>\n\n<p>In fact, together with us, you can create your <strong>PERSONALIZED BOOK.<\/strong><\/p>\n\n<p>That&#8217;s right, at our Academy, we create customized events that focus on technical and professional training and the <strong>creation of unique and original books<\/strong>, with the photo of our fellow hairdressers&#8230;including yours!<\/p>\n\n<p><strong>An example of our typical event:<\/strong><\/p>\n\n<ol class=\"wp-block-list\">\n<li>Casting models<\/li>\n\n\n\n<li>&#8220;Inspiration mood&#8221; phase: search for styles operated on the &#8220;heads&#8221;<\/li>\n\n\n\n<li>Model shooting: at this stage the hairdresser works on the models<\/li>\n\n\n\n<li>Print Book (video delivery possible)<\/li>\n\n\n\n<li>Marketing material delivery<\/li>\n\n\n\n<li>Delivery of cut and color data sheets<\/li>\n<\/ol>\n\n<p>Of course, should you wish, we could organize a unique event, making your own collection.<\/p>\n\n<p class=\"has-background\" style=\"background-color:#efefef\"><strong>Start thinking about your BOOK!<\/strong>  Market prices are around \u20ac15,000; with our service you can make your BOOK from \u20ac1,700.<\/p>\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n<h3 class=\"wp-block-heading has-text-align-center\">Download our Brochure &#8230;<\/h3>\n\n<figure class=\"wp-block-image aligncenter size-full\"><a href=\"https:\/\/www.fullgui.it\/wp-content\/uploads\/2023\/12\/Brouchure-TUCONMECRESCI-Corsi-Professionali-per-Parrucchieri-Roma.pdf\"><img decoding=\"async\" width=\"556\" height=\"787\" src=\"https:\/\/www.fullgui.it\/sito\/wp-content\/uploads\/2023\/12\/Corsi-Professionali-per-Parrucchieri-Roma-FULLGUI.webp\" alt=\"Professional Hairdressing Courses Rome\" class=\"wp-image-5850\" srcset=\"https:\/\/www.fullgui.it\/sito\/wp-content\/uploads\/2023\/12\/Corsi-Professionali-per-Parrucchieri-Roma-FULLGUI.webp 556w, https:\/\/www.fullgui.it\/sito\/wp-content\/uploads\/2023\/12\/Corsi-Professionali-per-Parrucchieri-Roma-FULLGUI-212x300.webp 212w, https:\/\/www.fullgui.it\/sito\/wp-content\/uploads\/2023\/12\/Corsi-Professionali-per-Parrucchieri-Roma-FULLGUI-430x609.webp 430w, https:\/\/www.fullgui.it\/sito\/wp-content\/uploads\/2023\/12\/Corsi-Professionali-per-Parrucchieri-Roma-FULLGUI-150x212.webp 150w\" sizes=\"(max-width: 556px) 100vw, 556px\" \/><\/a><\/figure>\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n<h3 class=\"wp-block-heading has-text-align-center\">&#8230; and ask about your Course!<\/h3>\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n<div class=\"wp-block-buttons is-content-justification-center is-layout-flex wp-container-core-buttons-is-layout-93ce95d0 wp-block-buttons-is-layout-flex\" style=\"margin-top:0;margin-bottom:0\">\n<div class=\"wp-block-button is-style-outline is-style-outline--1\"><a class=\"wp-block-button__link has-white-background-color has-text-color has-background wp-element-button\" href=\"https:\/\/www.fullgui.it\/contatti\/\" style=\"border-width:1px;border-radius:0px;color:#dc5841\">CONTACT US<\/a><\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Discover the Effective Business Model for Hairdressers &#8211; Entrepreneurs: 33 winning procedures to make your drawer &#8220;explode&#8221;! Hairdresser-Entrepreneur Training &#8211;<\/p>\n","protected":false},"author":1,"featured_media":11235,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_joinchat":[],"footnotes":""},"categories":[],"tags":[],"class_list":["post-11470","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.4 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Training Hairdressing Entrepreneurs, TUCONMECRESCI!<\/title>\n<meta name=\"description\" content=\"Hairdresser Entrepreneur Training: discover the effective Business Model to make your drawer &quot;explode&quot; by acquiring new clients!\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.fullgui.it\/en\/hairdresser-training-entrepreneurs-tuconmecresci\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Training Hairdressing Entrepreneurs, TUCONMECRESCI!\" \/>\n<meta property=\"og:description\" content=\"Hairdresser Entrepreneur Training: discover the effective Business Model to make your drawer &quot;explode&quot; 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