{
  "version": 3,
  "sources": ["ssg:https://framerusercontent.com/modules/eRTMz5zdmKVeNLdszNUd/rM6zZ8H9Gtp3GJ4j3tUp/PeTkTGHju-13.js"],
  "sourcesContent": ["import{jsx as e,jsxs as t}from\"react/jsx-runtime\";import{Link as a}from\"framer\";import{motion as o}from\"framer-motion\";import*as n from\"react\";export const richText=/*#__PURE__*/t(n.Fragment,{children:[/*#__PURE__*/e(\"p\",{children:\"Good customers and bad customers; it\u2019s likely you\u2019ve had your share of both, and everything in between. And sometimes a critical email or negative review from either one can trigger absolute rage in any ecommerce or online entrepreneur. But letting your ego drive your actions is a net negative, 100% of the time.\"}),/*#__PURE__*/e(\"p\",{children:\"Instead, think about the outcome you want and remember that reacting with our ego almost never gets you what you really want in the end.\"}),/*#__PURE__*/e(\"h3\",{children:\"Difficult People Are a Reality\"}),/*#__PURE__*/e(\"p\",{children:\"Whether they be our customers, colleagues, suppliers, or business partners, some people are bound to be difficult at times. Even well-meaning and generally nice people can say hurtful things about our products or react harshly to a late delivery.\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"267\",src:\"https://framerusercontent.com/images/wmXmKGC8fBowXNp2mdhLJpWw8k.jpeg\",srcSet:\"https://framerusercontent.com/images/wmXmKGC8fBowXNp2mdhLJpWw8k.jpeg?scale-down-to=512 512w,https://framerusercontent.com/images/wmXmKGC8fBowXNp2mdhLJpWw8k.jpeg 800w\",style:{aspectRatio:\"800 / 534\"},width:\"400\"}),/*#__PURE__*/t(\"p\",{children:[\"This makes sense. According to psychologists, \",/*#__PURE__*/e(a,{href:\"https://www.psychologytoday.com/intl/articles/200306/our-brains-negative-bias\",motionChild:!0,nodeId:\"PeTkTGHju\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"negative emotions are far more powerful than positive ones\"})}),\". Which means, when something bothers us even slightly, most homo sapiens tend to cling to that negative emotion.\"]}),/*#__PURE__*/e(\"p\",{children:\"Add to this that people feel much bolder when they deliver feedback online (via email, reviews, or comment threads) versus doing so in person. That makes the climate perfect for a storm of hateful messages and over-the-top reactions to issues.\"}),/*#__PURE__*/e(\"p\",{children:\"The internet has exacerbated our negativity bias, turning almost all of us into internet trolls at some point in our lives. I know I\u2019ve left overblown comments regarding issues that, in retrospect, aren\u2019t nearly as important as they seemed at the time. We just can\u2019t help ourselves.\"}),/*#__PURE__*/e(\"p\",{children:\"At some point online, all of us will be a jerk on the internet. This is reality.\"}),/*#__PURE__*/e(\"h3\",{children:\"Case Study: An Invoice for Zero Dollars\"}),/*#__PURE__*/e(\"p\",{children:\"Many years ago, I worked the front desk at an upscale hotel in Park City, Utah. Difficult customers weren\u2019t rare, but for the most part, the issues they raised were reasonable. For example, the restaurant and bar on the ground floor of the hotel made sleeping in rooms 220 through 223 a waking nightmare. That was by far the most common complaint, and it created it\u2019s fair share of angry guests.\"}),/*#__PURE__*/e(\"p\",{children:\"But the most difficult customer I ever dealt with had nothing to do with that issue.\"}),/*#__PURE__*/e(\"p\",{children:\"One morning, a tall man came to the front desk to check out of his hotel room. I can\u2019t remember exactly why, but his bill was a grand total of zero dollars. Perhaps his room was comped by management for some reason. In any case, this man asked for an invoice.\"}),/*#__PURE__*/e(\"p\",{children:\"I was confused. Why would somebody want an invoice for zero dollars? I attempted to comply anyway. However, our reservations system wouldn\u2019t allow me to print an invoice since there had been no charge in the first place.\"}),/*#__PURE__*/e(\"p\",{children:\"But the man insisted. He became irate, said awful things to me, and threatened me, all in front of a line of other guests waiting to check out. Needless to say it was a bad day to be the only person on shift.\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"266\",src:\"https://framerusercontent.com/images/0XuiPG9KIHj63BobIKalSc8SVrk.jpeg\",srcSet:\"https://framerusercontent.com/images/0XuiPG9KIHj63BobIKalSc8SVrk.jpeg?scale-down-to=512 512w,https://framerusercontent.com/images/0XuiPG9KIHj63BobIKalSc8SVrk.jpeg 800w\",style:{aspectRatio:\"800 / 533\"},width:\"400\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"em\",{children:\"So in my frustration, I took a blank piece of letterhead, wrote his name and room number on it, \u201CAmount Due: $0.00,\u201D signed it, and slapped it on the countertop in front of him!\"}),\" What happened after that is a bit of a blur now. Needless to say he left in quite an angry state.\"]}),/*#__PURE__*/e(\"p\",{children:\"As for me, I was on edge for the rest of the day. And while the other guests apologized to me for this stranger\u2019s awful behavior, neither him nor I left the interaction happy. And most likely, he\u2019ll never go back to that hotel.\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"The point of this story is twofold:\"})}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Difficult and unreasonable customers are inevitable. Expect them.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"But how we react to their craziness is just as important as whatever caused the craziness in the first place. Actually how we react is even more important.\"})})]}),/*#__PURE__*/e(\"h3\",{children:\"Ego is the Enemy\"}),/*#__PURE__*/t(\"p\",{children:[\"I\u2019ve read Ryan Holiday\u2019s seminal book, \",/*#__PURE__*/e(a,{href:\"https://www.amazon.com/Ego-Enemy-Ryan-Holiday/dp/1591847818\",motionChild:!0,nodeId:\"PeTkTGHju\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:/*#__PURE__*/e(\"em\",{children:\"Ego is the Enemy\"})})}),\", more times than I can remember. It\u2019s a must-read, especially for leaders, entrepreneurs, and business professionals. It\u2019s absolutely brilliant.\"]}),/*#__PURE__*/e(\"p\",{children:\"In the book, Holiday describes in detail the always-negative impacts that ego has on our lives and work, complete with dozens of modern as well as historical examples.\"}),/*#__PURE__*/t(\"p\",{children:[\"If Holiday were here, I think he\u2019d say something like, \",/*#__PURE__*/e(\"em\",{children:\"when somebody derides you or your product, the absolute worst thing you can do is let your ego drive your next actions.\"})]}),/*#__PURE__*/e(\"h3\",{children:\"Ego always gets in the way\"}),/*#__PURE__*/e(\"p\",{children:\"Perhaps you\u2019ve launched a new feature or product line that fell flat with your audience. Maybe you\u2019ve just been the victim of some incredibly negative PR. Or possibly you disappointed one of the most vocal and influential people on the internet.\"}),/*#__PURE__*/t(\"p\",{children:[\"Whatever negative feedback is coming your way, you\u2019re going to have an initial reaction to that feedback. That reaction is almost invariably \",/*#__PURE__*/e(\"em\",{children:\"ego driven\"}),\". And the ego always gets in the way of any positive outcome.\"]}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"266\",src:\"https://framerusercontent.com/images/pZ7pwivdFewColWNYMKGD5Sjqc.jpeg\",srcSet:\"https://framerusercontent.com/images/pZ7pwivdFewColWNYMKGD5Sjqc.jpeg?scale-down-to=512 512w,https://framerusercontent.com/images/pZ7pwivdFewColWNYMKGD5Sjqc.jpeg 800w\",style:{aspectRatio:\"800 / 533\"},width:\"400\"}),/*#__PURE__*/e(\"h3\",{children:\"Case Study: Coworking, Catering, and a Really Stupid Email\"}),/*#__PURE__*/t(\"p\",{children:[\"Once upon a time, while managing the events and education program for a coworking space in San Francisco, I rented our main event space to an outside company. Little did I know that the caterer which this company had hired was planning to install \",/*#__PURE__*/e(\"em\",{children:\"a full-blown kitchen\"}),\" in our space prior to the event.\"]}),/*#__PURE__*/e(\"p\",{children:\"They arrived midday for setup, took over the entire kitchen area, and made an ungodly amount of noise. If you\u2019ve ever been a member of a coworking space, I\u2019m sure you can imagine how annoying this was. After all, it was the members\u2019 kitchen and they paid a monthly fee to have a productive workspace. I was embarrassed. I felt like a total idiot for allowing this to happen.\"}),/*#__PURE__*/e(\"p\",{children:\"On top of that, the company hosting the event said that our members weren\u2019t allowed to attend the event as it was private, nor were they allowed to have any of the food and drinks provided for the event (opposite of what was normally allowed).\"}),/*#__PURE__*/e(\"p\",{children:\"So I sent an email to our members. I didn\u2019t realize it at the time, but it was a very stupid, thoughtless, and rude email. I spent most of it trying to save face, outline the rules, and didn\u2019t include an apology. I didn\u2019t accept blame. I didn\u2019t think I needed to.\"}),/*#__PURE__*/e(\"p\",{children:\"The reaction to my email was complete and utter indignation.\"}),/*#__PURE__*/t(\"p\",{children:[\"While I thought the outrage was a bit of an overaction at the time, \",/*#__PURE__*/e(\"strong\",{children:\"I learned three valuable lessons that day:\"})]}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[\"Ego-driven reactions, or those where you\u2019re trying to save face, always \",/*#__PURE__*/e(\"em\",{children:\"escalate\"}),\" the situation.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"When you make a mistake, admit it in the open, profusely.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Even if you\u2019re not wrong, or don\u2019t think you are, never act like the other person is wrong. In their mind, they never are.\"})})]}),/*#__PURE__*/e(\"h3\",{children:\"Instead, Kill Them with Kindness\"}),/*#__PURE__*/t(\"p\",{children:[\"Regardless of the situation, whether it\u2019s a negative online review or a blog slandering your store\u2019s return policy, it \",/*#__PURE__*/e(\"em\",{children:\"always\"}),\" makes the most sense to offer up kindness, generosity, and accept the blame.\"]}),/*#__PURE__*/t(\"p\",{children:[\"When you do these things, you disarm the your opponent. \",/*#__PURE__*/e(\"em\",{children:\"Every. Single. Time.\"})]}),/*#__PURE__*/t(\"p\",{children:[\"Consider the following example with Sam and Sarah. Sam bought a watch which, as it turns out, doesn't have a critical feature he wanted. He\u2019d like to return it and get another watch that has what he\u2019s looking for. However, the online store he bought it from has a policy that all sales are final. The owner of the store, Sarah, instead of getting in a fight with Sam, take it in stages, and is always kind and understanding. Instead of blaming Sam for not reading the return policy, she understands that most people have \",/*#__PURE__*/e(\"em\",{children:\"never\"}),\" read her return policy.\"]}),/*#__PURE__*/e(\"p\",{children:\"Here's an example conversation between the two:\"}),/*#__PURE__*/e(\"p\",{children:\"\u201CHey Sam,\"}),/*#__PURE__*/e(\"p\",{children:\"I totally get what you\u2019re saying. The watch you bought doesn\u2019t have that feature. And I understand that you\u2019d like a refund, but our store doesn\u2019t offer refunds per our return policy [link]. All sales are final.\"}),/*#__PURE__*/t(\"p\",{children:[\"That said, I realize this doesn\u2019t put you in a great position. We\u2019ve actually created a \",/*#__PURE__*/e(\"em\",{children:\"very\"}),\" active Facebook community for this exact purpose. If you\u2019d like, you can put the watch up for sale there. I know for a fact that somebody will take it off your hands for a great price since its essentially brand new. Then we can move your new order into our priority queue, so it will be shipped out before the end of the day.\"]}),/*#__PURE__*/e(\"p\",{children:\"Does that sound reasonable, Sam?\"}),/*#__PURE__*/e(\"p\",{children:\"-Sarah\u201D\"}),/*#__PURE__*/e(\"p\",{children:\"Sam will either be okay with this outcome or not. If he\u2019s not, he\u2019ll probably say something like,\"}),/*#__PURE__*/t(\"p\",{children:[\"\u201CWhat?! You don\u2019t offer refunds? What kind of scam is are you running here? I demand you refund my purchase now or I\u2019ll get \",/*#__PURE__*/e(\"em\",{children:\"my lawyer involved\"}),\".\u201D\"]}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"266\",src:\"https://framerusercontent.com/images/PxKNrCRa0ElrFceD7ndI9dOvx8.jpeg\",srcSet:\"https://framerusercontent.com/images/PxKNrCRa0ElrFceD7ndI9dOvx8.jpeg?scale-down-to=512 512w,https://framerusercontent.com/images/PxKNrCRa0ElrFceD7ndI9dOvx8.jpeg 800w\",style:{aspectRatio:\"800 / 533\"},width:\"400\"}),/*#__PURE__*/e(\"p\",{children:\"At this point I\u2019ll bet you can feel your blood boiling, especially if you\u2019re a solo operator. And it probably feels like the right thing to do now is to double down, push back, blame, or otherwise react with your ego. After all, who dares speak to you like that?\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"em\",{children:\"Wrong.\"})}),/*#__PURE__*/e(\"p\",{children:\"Instead, Sarah replies back with another kind, honest, but firm message.\"}),/*#__PURE__*/e(\"p\",{children:\"\u201CHey again Sam,\"}),/*#__PURE__*/e(\"p\",{children:\"You\u2019re totally right. Our return policy does seem frustrating. I also find it frustrating because all I want to do is make all of our customers as happy as possible.\"}),/*#__PURE__*/e(\"p\",{children:\"Sadly, we can\u2019t operate our small business in any other way. The shipping fees would put us under. That\u2019s why we try to make it clear that all sales are final. However, perhaps it\u2019s not clear enough on the site. I\u2019ll talk with our design team about making it more clear.\"}),/*#__PURE__*/e(\"p\",{children:\"If you\u2019d like, I could post the item in the group for you. I think you\u2019ll be surprised at how fast it sells. Plus, in addition to putting your new watch order in the priority queue, I could offer you a 20% discount on the new order. I\u2019m not supposed to do this too often, but it should more than offset any loss on the other piece.\u201D Even employees don\u2019t get this discount! Haha.\"}),/*#__PURE__*/e(\"p\",{children:\"Let me know if this sounds reasonable to you, and I\u2019ll get your current item posted in our Facebook Community right away.\"}),/*#__PURE__*/e(\"p\",{children:\"-Sarah\u201D\"}),/*#__PURE__*/t(\"p\",{children:[\"This type of response doesn\u2019t give the irate customer what they asked for, but it does recognize their pain. It doesn\u2019t blame them. In fact, in this type of email, \",/*#__PURE__*/e(\"em\",{children:\"Sarah\"}),\" accepts the blame for the not-so-great policy. She explains the rationale behind it without sounding defensive. Then she ups the offer by taking the work out of Sam's hands, adds that she\u2019ll make his next order a top priority, and even gives Sam a discount to cover most, if not all, of his loss.\"]}),/*#__PURE__*/e(\"h3\",{children:\"The End Result is All That Matters\"}),/*#__PURE__*/t(\"p\",{children:[\"The reason we feel so tempted to take an ego-driven action instead of killing our customers with kindness is simple. \",/*#__PURE__*/e(\"em\",{children:\"Ego blinds us\"}),\".\"]}),/*#__PURE__*/e(\"p\",{children:\"When our anger, shame, or embarrassment flare up, we see red. Like a raging bull, we charge in for a fight. We see the other person\u2019s false assumptions. We lose all sense of empathy toward them. We go on the defence because we assume the other person is acting totally irrationally. We enter fight mode, where there\u2019s only one winner, and the loser is left on the floor, bruised and bloody.\"}),/*#__PURE__*/e(\"p\",{children:\"But, of course, this means we\u2019re being crazy too!\"}),/*#__PURE__*/e(\"p\",{children:\"We\u2019re not in a fight for our lives, we\u2019re resolving a customer service dispute. The person on the other end is a human, just like us. And just as we\u2019re seeing them as the cold-hearted, hate-filled enemy who won\u2019t give us a break, they see you as the cold-hearted, hate-filled enemy that\u2019s trying to screw them over.\"}),/*#__PURE__*/t(\"p\",{children:[\"So what can you do when you\u2019re seeing red?\",/*#__PURE__*/e(\"strong\",{children:\" Here\u2019s what helps me calm down and respond in the right way:\"})]}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Stop typing, put down the phone, log out of Intercom.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Go for a ten minute walk, make some tea, or just lay on the couch for a bit.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Imagine this person as a kind, generous human being that\u2019s just mad or ignorant or incompetent, not malicious or malevolent.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Try to put yourself in this person\u2019s shoes. Recall a time where the role was reversed.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"em\",{children:\"Then think about the end result you want. It\u2019s all that matters.\"})})})]}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"266\",src:\"https://framerusercontent.com/images/Q94c56xSDnpsx6gQubO5iA8V3w.jpeg\",srcSet:\"https://framerusercontent.com/images/Q94c56xSDnpsx6gQubO5iA8V3w.jpeg?scale-down-to=512 512w,https://framerusercontent.com/images/Q94c56xSDnpsx6gQubO5iA8V3w.jpeg 800w\",style:{aspectRatio:\"800 / 533\"},width:\"400\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"The end result we want is \"}),/*#__PURE__*/e(\"em\",{children:/*#__PURE__*/e(\"strong\",{children:\"de-escalation\"})}),\". We want everybody to take a couple steps back toward being a rational and sane human being. Not only do we want the fighting to end, we want to eliminate the tension so much so that everybody feels heard and respected. And ideally, we want an outcome where everybody wins. We want to turn a potential reason for negative word of mouth into a catalyst for positive word of mouth.\"]}),/*#__PURE__*/e(\"p\",{children:\"Keep reminding yourself of this positive outcome. It's all that matters.\"}),/*#__PURE__*/e(\"p\",{children:\" ---\"}),/*#__PURE__*/e(\"p\",{children:\"In the end, remember these crucial things to keep your ego out of the equation and your customers leaving you glowing reviews:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Frustrating and irrational customers are inevitable.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Kindness, generosity, and accepting blame almost always disarm angry people.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Ego always gets in the way of our goals.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"When faced with a difficult person, take few minutes to cool off and make generous assumptions about their character.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Focus on the end result, which is having an army of happy customers who give you positive word of mouth marketing.\"})})]})]});export const richText1=/*#__PURE__*/t(n.Fragment,{children:[/*#__PURE__*/t(\"p\",{children:[\"Are you looking for ways to optimize your email performance? Do you have various ideas for email design but can't decide which one to go with? Real data can help you make better decisions. Judge.me provides you with an easy-to-use \",/*#__PURE__*/e(a,{href:\"https://support.judge.me/support/solutions/articles/44001924642-a-b-testing-tool-for-email-templates\",motionChild:!0,nodeId:\"PeTkTGHju\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:/*#__PURE__*/e(\"strong\",{children:\"A/B testing tool\"})})}),\" to help you compare different email template's versions and discover which one delivers the best results. \"]}),/*#__PURE__*/t(\"h2\",{children:[/*#__PURE__*/e(\"strong\",{children:\"3 steps to optimize your email templates with Judge.me A/B testing\"}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/e(\"h4\",{children:/*#__PURE__*/e(\"strong\",{children:\"Step 1: Create different email template's versions\"})}),/*#__PURE__*/t(\"p\",{children:[\"The new email editor offers a broader range of customizations for your review requests emails. You can test different \",/*#__PURE__*/e(\"strong\",{children:\"email titles, messages,\"}),\" \",/*#__PURE__*/e(\"strong\",{children:\"CTAs,\"}),\" \",/*#__PURE__*/e(\"strong\",{children:\"layouts, colors, text, visuals or review request blocks\"}),\" to find out \",/*#__PURE__*/e(a,{href:\"https://blog.judge.me/blog/8-tips-email-templates\",motionChild:!0,nodeId:\"PeTkTGHju\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"the combinations that work best for you\"})}),\". For example, if you want to compare the performance of two review request blocks: Single Product and Multi-Product, you can \",/*#__PURE__*/e(a,{href:\"https://support.judge.me/support/solutions/articles/44001914019-get-started-with-judge-me-email-templates\",motionChild:!0,nodeId:\"PeTkTGHju\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"create two email templates like this in the email dashboard.\"})}),\" \\xa0\"]}),/*#__PURE__*/e(\"img\",{alt:\"A/B testing templates\",className:\"framer-image\",height:\"379\",src:\"https://framerusercontent.com/images/EN30d6bw5hfplTYZ60A9pvRf5wU.jpeg\",srcSet:\"https://framerusercontent.com/images/EN30d6bw5hfplTYZ60A9pvRf5wU.jpeg?scale-down-to=512 512w,https://framerusercontent.com/images/EN30d6bw5hfplTYZ60A9pvRf5wU.jpeg?scale-down-to=1024 1024w,https://framerusercontent.com/images/EN30d6bw5hfplTYZ60A9pvRf5wU.jpeg 1600w\",style:{aspectRatio:\"1600 / 759\"},width:\"800\"}),/*#__PURE__*/t(\"h4\",{children:[/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]})]});export const richText2=/*#__PURE__*/t(n.Fragment,{children:[/*#__PURE__*/t(\"p\",{children:[\"Eric is the CEO of \",/*#__PURE__*/e(a,{href:\"https://shredlights.com/\",motionChild:!0,nodeId:\"PeTkTGHju\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"ShredLights\"})}),\", which manufactures high-performance lights for electric skateboards. ShredLights strives to make their customer\u2019s lives easier, so their lights attach to skateboards (of course!) as well as helmets, backpacks, and onewheel boards. Their goal is to make riders feel safe at night, while still looking trendy. Eric shares more of his entrepreneurial beginnings and business philosophy with us here.\"]}),/*#__PURE__*/e(\"h3\",{children:\"Value is More Important than Hard Work: The Beginning of ShredLights\"}),/*#__PURE__*/e(\"p\",{children:\"Eric didn\u2019t always aspire to be an entrepreneur. He was more focused on sports, but this all changed in high school. At the time, Eric had two incomes. One was from a job at a pizza parlor, where he worked extremely hard but only made $8.00 an hour. The other involved perusing thrift stores, where he would purchase, paint, and resell rare Air Jordan shoes on eBay. Eric turned a much higher profit from the latter. \u201CI ended up making about $5,000 selling these Air Jordans,\u201D Eric said, \u201Cand learned the valuable lesson that it\u2019s not always about how hard you work, it\u2019s about how much value you can provide.\u201D\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"400\",src:\"https://framerusercontent.com/images/9awXAWRHFkDz7JJnDJsqEV0FN9s.jpeg\",srcSet:\"https://framerusercontent.com/images/9awXAWRHFkDz7JJnDJsqEV0FN9s.jpeg?scale-down-to=512 512w,https://framerusercontent.com/images/9awXAWRHFkDz7JJnDJsqEV0FN9s.jpeg?scale-down-to=1024 1024w,https://framerusercontent.com/images/9awXAWRHFkDz7JJnDJsqEV0FN9s.jpeg 1200w\",style:{aspectRatio:\"1200 / 800\"},width:\"600\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]})]});export const richText3=/*#__PURE__*/t(n.Fragment,{children:[/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Judge.me has yet another integration with: \"}),/*#__PURE__*/e(a,{href:\"https://apps.shopify.com/fashion-ai\",motionChild:!0,nodeId:\"PeTkTGHju\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:/*#__PURE__*/e(\"strong\",{children:\"Frankie - AI Recommendations!\"})})}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"p\",{children:[\"Frankie is an application that works to optimize your product recommendation sections to increase your conversion rate and boost your sales. The app aims to create highly personalized recommendations that match your clients tastes and engages them in a way other apps do not. The AI behind Frankie helps set up recommendations for each product automatically and updates them so they do not stagnant or become irrelevant with time. Now Frankie AI and Judge.me can work together to display your reviews in product recommendations further increasing the chance of cross-selling to your clients. Integration is easy and automatic simply have both apps installed and they will perform in conjunction with each other. Combine Frankie AI\u2019s powerfully customized recommendations with Judge.me\u2019s review stars to display the number of real reviews your products have to increase conversion!\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/e(\"p\",{children:\"To recap:\\xa0\"}),/*#__PURE__*/e(\"p\",{children:\"1. Frankie - AI Recommendations now integrates with Judge.me to display our review stars in their recommended products section\"}),/*#__PURE__*/e(\"p\",{children:\"2. Integration is done fluidly simply install both apps and they will begin to work together.\"}),/*#__PURE__*/e(\"p\",{children:\"3. Customize the color of the stars in Judge.me app settings!\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]})]});export const richText4=/*#__PURE__*/t(n.Fragment,{children:[/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Aaron Marino is the founder of \"}),/*#__PURE__*/e(a,{href:\"https://peteandpedro.com/\",motionChild:!0,nodeId:\"PeTkTGHju\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:/*#__PURE__*/e(\"strong\",{children:\"Pete & Pedro\"})})}),/*#__PURE__*/e(\"strong\",{children:\", a top-shelf, US-based men\u2019s grooming brand that\u2019s seen triple digit growth since its founding in 2015. However, he\u2019s perhaps best known for his incredibly popular Youtube channel, \"}),/*#__PURE__*/e(a,{href:\"https://www.youtube.com/channel/UC1KbedtKa3d5dleFR6OjQMg\",motionChild:!0,nodeId:\"PeTkTGHju\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:/*#__PURE__*/e(\"em\",{children:/*#__PURE__*/e(\"strong\",{children:\"alpha m.\"})})})}),/*#__PURE__*/e(\"strong\",{children:\", which boasts 4.7M subscribers at this writing. But more than that, Aaron is a genuinely great guy. His enthusiasm and confidence are impossible to miss. From the very outset of our conversation, I was taken into his story and moved by his experiences. I hope you'll share that feeling as I attempt to do Aaron's story justice. Pete & Pedro is a happy Judge.me customer.\"})]}),/*#__PURE__*/e(\"h3\",{children:\"Pretty Much Famous\"}),/*#__PURE__*/e(\"p\",{children:\"The mid-to-late 2000s is an era etched in history for many famous Youtubers, including the likes of Gary Vaynerchuk and the subject of our story, Aaron Marino.\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"200\",src:\"https://framerusercontent.com/images/LjRuQ0yoVrqS3zansdnd35cyW4.jpeg\",srcSet:\"https://framerusercontent.com/images/LjRuQ0yoVrqS3zansdnd35cyW4.jpeg?scale-down-to=512 512w,https://framerusercontent.com/images/LjRuQ0yoVrqS3zansdnd35cyW4.jpeg 800w\",style:{aspectRatio:\"800 / 400\"},width:\"400\"}),/*#__PURE__*/e(\"p\",{children:\"But unlike many recently minted Youtubers, Aaron started producing videos out of a sense of curiosity and fun.\"}),/*#__PURE__*/e(\"p\",{children:\"\u201CMy wife gave me a video camera,\u201D Aaron said, \u201CI had a big mouth and video camera. This was way before anybody thought about making money off of Youtube. And I was doing my image consulting business, so I thought, \u2018Let me see if I can talk about some of the things I\u2019m helping these guys with and see if anybody\u2019s interested.\u2019\u201D\"}),/*#__PURE__*/e(\"p\",{children:\"It turns out they were. Aaron's channel grew quickly and, within a couple of years, his audience was large enough that brands were willing to pay him to pitch products on the show. So because much of his content focused on men's lifestyle and grooming, the audience was a natural fit for many men's products.\"}),/*#__PURE__*/t(\"p\",{children:[\"However, Aaron wanted to build a business, not just a Youtube channel. His first foray into product development was the \",/*#__PURE__*/e(\"em\",{children:\"alpha m.\"}),\" Style System, which \",/*#__PURE__*/e(a,{href:\"https://www.youtube.com/watch?v=D79-vFjEQkM\",motionChild:!0,nodeId:\"PeTkTGHju\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/t(o.a,{children:[\"he pitched on \",/*#__PURE__*/e(\"em\",{children:\"Shark Tank\"})]})}),\" in September 2012.\"]}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"171\",src:\"https://framerusercontent.com/images/9xdCObIWYql1Lu5rCtE57kjlsSo.jpeg\",srcSet:\"https://framerusercontent.com/images/9xdCObIWYql1Lu5rCtE57kjlsSo.jpeg?scale-down-to=512 512w,https://framerusercontent.com/images/9xdCObIWYql1Lu5rCtE57kjlsSo.jpeg 800w\",style:{aspectRatio:\"800 / 343\"},width:\"400\"}),/*#__PURE__*/e(\"p\",{children:'\"They hated the idea,\" Aaron said. \"I went home, and I didn\\'t really think about it all that much.\"'}),/*#__PURE__*/e(\"h3\",{children:\"Pete & Pedro - A Love Story\"}),/*#__PURE__*/t(\"p\",{children:[\"\u201CBut then it sort of hit me. I thought to myself, \u2018I need a product that every guy uses. And based on all my work as an image consultant, I knew that guys\",/*#__PURE__*/e(\"em\",{children:\" always \"}),\"needed a great hair product.\u2019\u201D\"]}),/*#__PURE__*/e(\"p\",{children:\"The problem was that most of the product lines out there just didn't meet Aaron's quality standards.\"}),/*#__PURE__*/e(\"p\",{children:\"\\\"They'd have a good clay, but then their pomade would suck. They'd have a good forming cream, but then their clay would suck, and so on,\\\" Aaron explained. Each line of men's grooming products had its winners but would fall far short in other categories.\"}),/*#__PURE__*/e(\"p\",{children:\"So, naturally, Aaron figured he would start his own men\u2019s hair product business.\"}),/*#__PURE__*/e(\"p\",{children:\"\u201CWhen I started, my opening order was 96 units of five products,\u201D said Aaron.\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"225\",src:\"https://framerusercontent.com/images/jon7lTBUVzXLNKgrjXL1I.jpeg\",srcSet:\"https://framerusercontent.com/images/jon7lTBUVzXLNKgrjXL1I.jpeg?scale-down-to=512 512w,https://framerusercontent.com/images/jon7lTBUVzXLNKgrjXL1I.jpeg 800w\",style:{aspectRatio:\"800 / 450\"},width:\"400\"}),/*#__PURE__*/t(\"p\",{children:[\"In the beginning, Aaron did all the product sourcing, testing, packaging, and fulfillment himself. \\\"It was a lot of fun because I had no expectations whatsoever,\\\" Aaron said, \\\"I didn't know what I didn't know. And so a lot of the things and the lessons that I learned were just a byproduct of trial and error. I didn't know about things like stamps.com. I was going to the post office \",/*#__PURE__*/e(\"em\",{children:\"every single day\"}),\" and standing in line to ship my product.\u201D\"]}),/*#__PURE__*/t(\"p\",{children:['Clearly, it started small in the beginning, but Aaron was having fun. \"It was something that I loved,\" says Aaron. \"I loved hair product, and I loved talking about it. And I think that if you\\'re going and starting an e-commerce business, it ',/*#__PURE__*/e(\"em\",{children:\"must\"}),\" be something that you love.\u201D\"]}),/*#__PURE__*/t(\"p\",{children:[\"Aaron gave me a sound piece of advice: \",/*#__PURE__*/e(\"em\",{children:\"don\u2019t sell shitty products\"}),\". If you\u2019re in it for anything but the love of your product, in Aaron\u2019s book, you should quit and do something else.\"]}),/*#__PURE__*/e(\"p\",{children:\"It was with this sentiment that Pete & Pedro was born.\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"194\",src:\"https://framerusercontent.com/images/G4BwfgCcWVzw0ErSPooOi3sK0kY.jpeg\",srcSet:\"https://framerusercontent.com/images/G4BwfgCcWVzw0ErSPooOi3sK0kY.jpeg?scale-down-to=512 512w,https://framerusercontent.com/images/G4BwfgCcWVzw0ErSPooOi3sK0kY.jpeg 800w\",style:{aspectRatio:\"800 / 389\"},width:\"400\"}),/*#__PURE__*/e(\"h3\",{children:\"You Don\u2019t Know What You Don\u2019t Know\"}),/*#__PURE__*/e(\"p\",{children:\"Of course, nobody knows everything in the beginning.\"}),/*#__PURE__*/e(\"p\",{children:\"However, the real struggle is that, at the outset, most don't even know which things they're missing in their e-commerce knowledge base. And for Aaron, the two biggest surprises were shipping logistics and just how significant customer service would be.\"}),/*#__PURE__*/t(\"p\",{children:[\"\u201CShipping domestically is one thing,\u201D says Aaron, \u201Cbut international shipping is another issue completely. These days, customers \",/*#__PURE__*/e(\"em\",{children:\"expect\"}),\" international shipping, and so you're missing out on a huge customer base by not shipping internationally. But the learning curve is crazy. You have to know which countries you should ship to and which are the ones where products never get to their destination. You really have to be disciplined.\\\"\"]}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"221\",src:\"https://framerusercontent.com/images/xhemluJP2D7nnduOO82d4LKV8.jpeg\",srcSet:\"https://framerusercontent.com/images/xhemluJP2D7nnduOO82d4LKV8.jpeg?scale-down-to=512 512w,https://framerusercontent.com/images/xhemluJP2D7nnduOO82d4LKV8.jpeg 800w\",style:{aspectRatio:\"800 / 443\"},width:\"400\"}),/*#__PURE__*/e(\"p\",{children:\"However, as with the other parts of his business, learning the right shipping methodologies is a process of trial and error. In many ways, it was the easier of the two problems to solve.\"}),/*#__PURE__*/t(\"p\",{children:[\"\u201CThe other thing I didn\u2019t realize when I started the business,\u201D says Aaron, \u201Cwas \",/*#__PURE__*/e(\"em\",{children:\"just how important\"}),\" customer service was.\u201D\"]}),/*#__PURE__*/e(\"p\",{children:\"The truth is, Aaron isn\u2019t proud of the customer service experience Pete & Pedro offered in its early days. \u201CI didn\u2019t think I needed to care that much,\u201D he said. \u201CI knew the product was great, and that\u2019s all that mattered to me.\u201D\"}),/*#__PURE__*/e(\"p\",{children:\"But Aaron doesn't think that way anymore, and he admitted that it was his family who got him on the right track.\"}),/*#__PURE__*/t(\"p\",{children:[\"\\\"My mom works in one of my businesses, and at some point we had some customer service issues come up. I'd just be like, \u2018Ah, tell \u2018em to screw off!' But my mom, she was like, \\\"You \",/*#__PURE__*/e(\"em\",{children:\"cannot\"}),\" do that!' After a while, I realized how right she was. I needed an attitude adjustment.\\\"\"]}),/*#__PURE__*/t(\"p\",{children:[\"The situation reminded Aaron of something his grandfather used to say. \u201CMy grandfather was one of my heroes,\u201D Aaron said. \u201CI used to go and work with him on the weekends when he was getting old. He had cancer and so I was, you know, sort of his like his body. He would just sit there and tell me what to do and stuff like that. He had this saying, \",/*#__PURE__*/e(\"strong\",{children:\"\u2018You're either going to feed your ego or your family.\u2019\"}),\"\u201D\"]}),/*#__PURE__*/e(\"p\",{children:\"When Aaron said that, I got chills. It\u2019s a powerful lesson and not one that Aaron has forgotten. That\u2019s why he\u2019s so committed to customer service now. He knows that even if the customer isn\u2019t always right, it\u2019s never right to make them feel otherwise.\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"141\",src:\"https://framerusercontent.com/images/CCWOPztr9UE3Xc4WhkH8McMFx48.jpeg\",srcSet:\"https://framerusercontent.com/images/CCWOPztr9UE3Xc4WhkH8McMFx48.jpeg?scale-down-to=512 512w,https://framerusercontent.com/images/CCWOPztr9UE3Xc4WhkH8McMFx48.jpeg 800w\",style:{aspectRatio:\"800 / 283\"},width:\"400\"}),/*#__PURE__*/t(\"p\",{children:[\"\u201CEven if they \",/*#__PURE__*/e(\"em\",{children:\"love\"}),\" your product,\u201D Aaron said, \u201Cif they have an issue and you provide them shitty customer service, that totally changes their opinion of your business and brand. And they probably won\u2019t ever buy from you again.\u201D\"]}),/*#__PURE__*/t(\"p\",{children:[\"It's true, and we all know it. However, sometimes \",/*#__PURE__*/e(a,{href:\"https://blog.judge.me/dont-let-your-ego-ruin-customer-relationships/\",motionChild:!0,nodeId:\"PeTkTGHju\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"we let our egos get the best of us in customer service situations\"})}),\". We may know we\u2019re right about any given issue, but it\u2019s always better to take the high ground and let the customer be right. That\u2019s the only way to build long-lasting positive customer relationships.\"]}),/*#__PURE__*/e(\"p\",{children:\"Aaron agrees, \\\"The truth is, customers aren't always right, but it doesn't matter. The businesses that are going to be successful are those that have incredible relationships with their customers and really double down on creating an amazing and pleasant experience for everybody involved.\\\"\"}),/*#__PURE__*/e(\"h3\",{children:\"Do the Right Thing, No Matter What\"}),/*#__PURE__*/e(\"p\",{children:\"I asked Aaron if he had a customer service story that reflected his philosophy. A recent situation came to mind immediately.\"}),/*#__PURE__*/e(\"p\",{children:\"\u201CDHL lost a whole pallet of our orders,\u201D says Aaron. \u201CIt was like 900 orders and they still, to this day, have not found them.\u201D\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"222\",src:\"https://framerusercontent.com/images/3Vc7KVCzFDvYfOWEiguFHGXROW8.jpeg\",srcSet:\"https://framerusercontent.com/images/3Vc7KVCzFDvYfOWEiguFHGXROW8.jpeg?scale-down-to=512 512w,https://framerusercontent.com/images/3Vc7KVCzFDvYfOWEiguFHGXROW8.jpeg 800w\",style:{aspectRatio:\"800 / 444\"},width:\"400\"}),/*#__PURE__*/e(\"p\",{children:\"This situation left 900 customers wondering where their orders were and put Pete & Pedro in a precarious position. Should they wait and see if the products would be found or bite the bullet and ship out new products?\"}),/*#__PURE__*/e(\"p\",{children:\"\u201CNot to mention, we also sell on Amazon,\u201D Aaron told me, \u201Cand Amazon is very particular about your late shipment rate. So there was this whole domino effect as a result of those 900 packages. But I thought, \u2018Okay, I don\u2019t know how this is going to be resolved, but the one thing I can\u2019t do is let my customers suffer.\u2019\u201D\"}),/*#__PURE__*/e(\"p\",{children:\"Therefore, to Aaron, the decision was easy.\"}),/*#__PURE__*/t(\"p\",{children:[\"He gave DHL 24 hours to find the missing product, and if they didn't, he would ship all 900 orders \",/*#__PURE__*/e(\"em\",{children:\"again\"}),\". Since DHL never located the product, the team at Pete & Pedro shipped out the new orders and kept their promise to the most important people in their business, their customers.\"]}),/*#__PURE__*/e(\"p\",{children:'\"Customers loved it, and they understood,\" Aaron said, \"but yes, some people were pissed off. You just have to manage it the best that you can. And the only way to do that is to do the right thing for your customers.\"'}),/*#__PURE__*/e(\"h3\",{children:\"Surround Yourself With Great People\"}),/*#__PURE__*/e(\"p\",{children:\"Barring the shipping mishap, 2018 was a fantastic year for Pete & Pedro, and Aaron credits a lot of that success to his new Marketing Director, Mike Levy. Mike came to Pete & Pedro with a gigantic pile of e-commerce marketing experience and insights which we\u2019ll share in an upcoming article.\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"224\",src:\"https://framerusercontent.com/images/YDZchKjmIQYZoRslDHFVLLICOo.jpeg\",srcSet:\"https://framerusercontent.com/images/YDZchKjmIQYZoRslDHFVLLICOo.jpeg?scale-down-to=512 512w,https://framerusercontent.com/images/YDZchKjmIQYZoRslDHFVLLICOo.jpeg 800w\",style:{aspectRatio:\"800 / 449\"},width:\"400\"}),/*#__PURE__*/e(\"p\",{children:\"\u201CHiring Mike was one of the best decisions that I've made,\u201D says Aaron. \u201CHe basically took his experience in e-commerce and brought it to the Pete & Pedro house. People ask me, \u2018Oh, did he take work off your plate?\u2019 No, the answer is he actually gave me more work. But the thing is, he\u2019s doing stuff that I never did and never would do because I'm a serial entrepreneur.\u201D\"}),/*#__PURE__*/t(\"p\",{children:[\"Aaron says that there's a direct correlation between Mike joining Pete & Pedro and an acceleration in growth. For example, Pete & Pedro has doubled every year since launch except for one year: last year. That's because last year Pete & Pedro \",/*#__PURE__*/e(\"em\",{children:\"more than doubled\"}),\".\"]}),/*#__PURE__*/e(\"p\",{children:\"One of the many critical changes that have helped drive this growth was a massive reduction in discount codes.\"}),/*#__PURE__*/e(\"p\",{children:\"\u201CDiscount codes are a bad habit that a lot of people get into,\u201D says Aaron. \u201CPeople think, \u2018hey, I need to compete on price all the time.\u2019 And so they try to giveaway, giveaway, giveaway, all these crazy discount codes. And I was in that habit. I was giving away 30 percent like it was nothing.\u201D\"}),/*#__PURE__*/e(\"p\",{children:'However, Mike suggested that Aaron cut back on these discount codes and reduce the discount percentage, and it\\'s had a transformative effect on Pete & Pedro\\'s top-line metrics. \"Now our discounts are more like 15 percent,\" says Aaron. \"So right there, over the course of the past six months, my profit margin increased by 15 percent.\"'}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"225\",src:\"https://framerusercontent.com/images/3ieWhLtLjRHA3imb4l4MvlMofb8.jpeg\",srcSet:\"https://framerusercontent.com/images/3ieWhLtLjRHA3imb4l4MvlMofb8.jpeg?scale-down-to=512 512w,https://framerusercontent.com/images/3ieWhLtLjRHA3imb4l4MvlMofb8.jpeg 800w\",style:{aspectRatio:\"800 / 450\"},width:\"400\"}),/*#__PURE__*/e(\"p\",{children:\"Aside from Mike running marketing, these days Aaron relies on a full team of amazing people who run the day-to-day at Pete & Pedro, including customer service, bookkeeping, and shipping and receiving.\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"226\",src:\"https://framerusercontent.com/images/mzQMh8WwFr7TeJW8KKMqTdPIw.jpeg\",srcSet:\"https://framerusercontent.com/images/mzQMh8WwFr7TeJW8KKMqTdPIw.jpeg?scale-down-to=512 512w,https://framerusercontent.com/images/mzQMh8WwFr7TeJW8KKMqTdPIw.jpeg 800w\",style:{aspectRatio:\"800 / 452\"},width:\"400\"}),/*#__PURE__*/e(\"p\",{children:\"\\\"I've often been reactionary when hiring because I'm such a micromanager,\\\" says Aaron, \\\"but that's something I've been letting go of and hiring Mike was a big deal for me. It was my most expensive hire ever. It was me committing to Pete & Pedro and to grow it.\\\"\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"224\",src:\"https://framerusercontent.com/images/eBIPi9BERxNT8ge94239g882bsg.jpeg\",srcSet:\"https://framerusercontent.com/images/eBIPi9BERxNT8ge94239g882bsg.jpeg?scale-down-to=512 512w,https://framerusercontent.com/images/eBIPi9BERxNT8ge94239g882bsg.jpeg 800w\",style:{aspectRatio:\"800 / 449\"},width:\"400\"}),/*#__PURE__*/e(\"p\",{children:\"Surrounding yourself with incredible people is imperative for all entrepreneurs, and in Aaron\u2019s case, it seems to be paying dividends.\"}),/*#__PURE__*/e(\"p\",{children:\"---\"}),/*#__PURE__*/e(\"p\",{children:\"Business is booming at Pete & Pedro, but of course, it can always be better. There are still more customers to serve and more incredible products to source and sell. So that's the main focus of Aaron and his team for 2019.\"}),/*#__PURE__*/e(\"p\",{children:\"However, with new products comes more business, and with more business comes the need to expand the Pete & Pedro team and possibly move into a more spacious warehouse, though Aaron says he thinks they'll be okay in their current location for some time.\"}),/*#__PURE__*/t(\"p\",{children:[\"\u201CWe\u2019re growing so fast. It\u2019s exciting, but it\u2019s also a little bit scary,\u201D Aaron said during a \",/*#__PURE__*/e(a,{href:\"https://iamalpham.com/behind-the-scenes-pete-pedro-office-tour/\",motionChild:!0,nodeId:\"PeTkTGHju\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"video tour of Pete & Pedro\u2019s warehouse\"})}),\". \u201CBut I\u2019m more excited\u2026 it\u2019s a testament to busting your ass and working super hard.\u201D\"]}),/*#__PURE__*/e(\"p\",{children:\"So who knows what crazy growth 2019 will bring for Pete & Pedro, and what challenges will come with that. But whatever happens, at Judge.me we're excited and proud to be working with such a fantastic team of people and such a reputable e-commerce brand.\"}),/*#__PURE__*/e(\"p\",{children:\"Be sure to check back in the coming weeks for more Shopify Entrepreneur stories, including our interview with Aaron\u2019s Marketing Director, Mike Levy.\"}),/*#__PURE__*/t(\"p\",{children:[\"To keep up to date with Pete & Pedro\u2019s goings on, connect with them on \",/*#__PURE__*/e(a,{href:\"https://www.instagram.com/peteandpedro/\",motionChild:!0,nodeId:\"PeTkTGHju\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Instagram\"})}),\" and \",/*#__PURE__*/e(a,{href:\"https://www.facebook.com/peteandpedro/\",motionChild:!0,nodeId:\"PeTkTGHju\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Facebook\"})}),\", and be sure to check out \",/*#__PURE__*/e(a,{href:\"https://www.youtube.com/channel/UC1KbedtKa3d5dleFR6OjQMg\",motionChild:!0,nodeId:\"PeTkTGHju\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:/*#__PURE__*/e(\"em\",{children:\"alpha m.\"})})}),\", Aaron\u2019s Youtube channel.\"]})]});export const richText5=/*#__PURE__*/t(n.Fragment,{children:[/*#__PURE__*/e(\"p\",{children:\"If you\u2019re starting or have recently begun an e-commerce business, you might notice there\u2019s a lot of math involved, especially if you want to grow. Numbers, ick.\"}),/*#__PURE__*/e(\"p\",{children:\"What\u2019s more, you likely can\u2019t afford an accountant or analyst. The truth is, you\u2019ll probably have to do this stuff on your own in the beginning.\"}),/*#__PURE__*/e(\"p\",{children:\"Of course, you\u2019re not alone. Barring the math whizzes out there, many highly successful online entrepreneurs started with little to no formal finance training. Most were driven by the allure of independence, creating something they believed in, or some other internal motivation.\"}),/*#__PURE__*/e(\"h3\",{children:/*#__PURE__*/e(\"strong\",{children:\"The Numbers are $#!&$@# Essential!\"})}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]})]});export const richText6=/*#__PURE__*/t(n.Fragment,{children:[/*#__PURE__*/t(\"p\",{children:[\"We know great customer service when we see or hear about it, but putting it into practice ourselves isn\u2019t as easy. Whether it be how we communicate with angry customers, fix issues with messed-up orders, or build community between those who love our products, there\u2019s a lot to keep in mind when keeping our customers happy. So, how do the best Shopify entrepreneurs stay in the good graces of their customers? Let\u2019s dive in.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"h3\",{children:[\"A Lost Shipment and an Angry Mob\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"p\",{children:[\"Aaron Marino is a men\u2019s lifestyle influencer and the Founder of Pete & Pedro, a men\u2019s grooming brand. He\u2019s a big advocate for stellar customer service, even if it means taking a loss. In his head, it\u2019s always best to do the right thing. So it\u2019s no surprise that he told me this story when I spoke to him back in January 2019.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"337\",src:\"https://framerusercontent.com/images/gfe568zaRCsxeqXSfVasJpPLiU.jpeg\",srcSet:\"https://framerusercontent.com/images/gfe568zaRCsxeqXSfVasJpPLiU.jpeg?scale-down-to=512 512w,https://framerusercontent.com/images/gfe568zaRCsxeqXSfVasJpPLiU.jpeg?scale-down-to=1024 1024w,https://framerusercontent.com/images/gfe568zaRCsxeqXSfVasJpPLiU.jpeg 1200w\",style:{aspectRatio:\"1200 / 675\"},width:\"600\"}),/*#__PURE__*/t(\"p\",{children:[\"\u201CDHL lost a whole pallet of our orders,\u201D Aaron told me. \u201CIt was like 900 orders and they still, [at the time of this interview], have not found them.\u201D\\xa0\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"p\",{children:[\"Pete & Pedro suddenly had a crisis on its hands. Hundreds of customers were wondering where their orders were. To say the least, it was a tight spot for the fledgling men's grooming brand, and they had a decision to make. Should they wait and see if the products would be found or take the loss and ship out new products?\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"p\",{children:[\"\u201CNot to mention, we also sell on Amazon,\u201D Aaron told me, \u201Cand Amazon is very particular about your late shipment rate. So there was this whole domino effect as a result of those 900 packages. But I thought, \u2018Okay, I don\u2019t know how this is going to be resolved, but the one thing I can\u2019t do is let my customers suffer.\u2019\u201D\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"p\",{children:[\"When it comes to these types of decisions, we have to weigh the risk of lost revenue against lost reputation. To Aaron, this decision was a no-brainer.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"p\",{children:[\"After waiting 24 hours for DHL to find the missing products, Aaron decided to ship all 900 orders again, at Pete & Pedro\u2019s expense.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"p\",{children:['\"Customers loved it, and they understood,\" Aaron said, \"but yes, some people were pissed off. You just have to manage it the best that you can. And the only way to do that is to do the right thing for your customers.\"',/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"p\",{children:[\"Since we know that DHL never located the product, it seems clear that Aaron made the right call, mitigating a blow to Pete & Pedro\u2019s reputation and keeping his customers happy.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Lessons:\"})}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Your reputation is often more important than a loss on the books.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[\"Keep an open dialogue with customers when mishaps occur. They expect it and love the transparency.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]})})]}),/*#__PURE__*/e(\"h3\",{children:\"Chocolate Cake, Community, and Customer Loyalty\"}),/*#__PURE__*/t(\"p\",{children:[\"Raghav Somani is the Founder and CEO at Headphone Zone, one of the largest and most successful Shopify stores in India. When you hear Raghav speak, his love for great audio is evident, but so is his passion for fantastic customer experiences. And it all starts with chocolate cake.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"300\",src:\"https://framerusercontent.com/images/qBvPvwUWDwOlBPKuSI68TLSvwA.jpeg\",srcSet:\"https://framerusercontent.com/images/qBvPvwUWDwOlBPKuSI68TLSvwA.jpeg?scale-down-to=512 512w,https://framerusercontent.com/images/qBvPvwUWDwOlBPKuSI68TLSvwA.jpeg?scale-down-to=1024 1024w,https://framerusercontent.com/images/qBvPvwUWDwOlBPKuSI68TLSvwA.jpeg 1200w\",style:{aspectRatio:\"1200 / 600\"},width:\"600\"}),/*#__PURE__*/t(\"p\",{children:[\"\u201CIf you read mention of chocolate cake in one of our reviews,\u201D Raghav said, \u201Cyou\u2019ll probably wonder what that means. Well, if something goes wrong and a customer isn\u2019t happy, we send them a chocolate cake. That gesture usually goes a long way towards keeping the customer happy and loyal.\u201D\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"p\",{children:[\"This silly, kind, and unexpected gesture is akin to the legendary stories of Zappos customer service employees ordering pizza for customers, even when they didn\u2019t buy any shoes on the site.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"p\",{children:[\"But it doesn't stop at tasty desserts. That's just the icing on the cake.\\xa0\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"p\",{children:[\"Raghav also created several different customer service policies that are unmatched by other retailers. Here are a few of them:\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"h4\",{children:[\"A Priority on Product Education\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"p\",{children:[\"Headphone Zone has put together a team of dedicated \u201Cheadphone gurus\u201D who help customers decide between the many headphone options available. Their sole mission is to educate potential customers about the features and benefits of the dozens of various headphone brands available at Headphone Zone.\\xa0\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"p\",{children:[\"But it doesn\u2019t stop there.\\xa0\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"p\",{children:[\"Headphone Zone has also created many incredibly detailed video reviews of their products, often with Raghav himself as the host. These content pieces provide a simple way for prospective customers to learn about Raghav\u2019s products on their own time.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"p\",{children:[\"This two-pronged approach\u2013quality educational content plus headphone gurus\u2013has helped Headphone Zone secure a top position in India's audiophile market.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"h4\",{children:[\"The Trade Up Program\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"p\",{children:[\"This is probably my favorite customer service tactic that I learned from Raghav.\\xa0\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"p\",{children:[\"We typically think of headphones as a one-time purchase. And once we've bought them, we don't usually need a new pair for quite some time. That means repeat purchases from the same customer are relatively low in frequency. But Raghav found a way to increase the rate of repeat purchases while keeping customers happy in the process.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"p\",{children:[\"Headphone Zone's Trade-Up Program allows customers to resell their used headphones on Headphone Zone website. In turn, they're able to upgrade their headphones for a different, and usually more expensive model. In fact, 10% of all Headphone Zone sales are a result of this program.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"h4\",{children:[\"The Home Audition Program\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"p\",{children:[\"The last and incredibly surprising program that Headphone Zone offers its customers is the Home Audition Program.\\xa0\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"p\",{children:[\"\u201CHeadphones are a sensory product,\u201D Raghav said. \u201CIt\u2019s hard to know if you have the right headphones unless you try them. We let our customers try out headphones for as long as a couple of weeks at a time. Once someone knows which headphones they want, they return the borrowed ones, and we send them a brand-new unit.\u201D\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"p\",{children:[\"It's an astonishing feat to provide such a program. After all, there's a lot of risks involved. What if you never get the products back? What if they come back damaged? What if they get lost in transit?\\xa0\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"p\",{children:[\"All great questions to consider, but Headphone Zone\u2019s try-before-you-buy approach isn\u2019t an isolated example. The modern ecommerce world is quickly embracing this model. Brands like Trunk Club send customers a set of clothing items which customers can keep or return based on their personal taste.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/e(\"h4\",{children:\"A Community of Audiophiles\"}),/*#__PURE__*/t(\"p\",{children:[\"The last and most impressive thing that Headphone Zone has done has been constructing a community framework around their customers' primary interest: fantastic audio.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"p\",{children:[\"Headphone Zone hosts regular meetup events in major cities around India, called Headphone Connect. They\u2019ve also created a private Facebook group, The Indian Audiophile Forum, where thousands of members talk about their favorite headphones, accessories, and music, at all hours.\\xa0\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Lessons:\"})}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"When a customer is angry, get creative and surprise them with something wonderful like cake.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Take responsibility for your customers\u2019 experiences, before and after they buy.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"What innovative programs can you implement to make the buying experience better, add status to your customers, plus increase sales?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[\"Think of your customers as a community. After all, they share an interest. How can you bring them together?\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]})})]}),/*#__PURE__*/e(\"h3\",{children:\"Listen to Customer Feedback and Challenge Yourself to Do Something About It\"}),/*#__PURE__*/e(\"p\",{children:\"Jan Sapper is the Founder and CEO at Paperlike, a screen protector for the iPad that feels just like paper for users of the Apple Pencil. To Jan, it's of paramount importance to gather customer feedback to provide the best experience possible. And that's a belief which Jan has embodied from the start of Paperlike through to today.\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"300\",src:\"https://framerusercontent.com/images/oIrMgt1H0SmBhRLv5s1SHjTsvPc.jpeg\",srcSet:\"https://framerusercontent.com/images/oIrMgt1H0SmBhRLv5s1SHjTsvPc.jpeg?scale-down-to=512 512w,https://framerusercontent.com/images/oIrMgt1H0SmBhRLv5s1SHjTsvPc.jpeg?scale-down-to=1024 1024w,https://framerusercontent.com/images/oIrMgt1H0SmBhRLv5s1SHjTsvPc.jpeg 1200w\",style:{aspectRatio:\"1200 / 600\"},width:\"600\"}),/*#__PURE__*/e(\"p\",{children:\"Let\u2019s go back to the beginning of Paperlike, the first version of which was funded via Kickstarter. Jan loved the product himself, but he was eager to gather feedback from the masses who\u2019d backed the project. So, when it came time for shipment, Jan listened.\\xa0\\xa0\"}),/*#__PURE__*/e(\"p\",{children:\"One critical piece of insight came as a result of Jan\u2019s openness to feedback. Customers were often making mistakes while applying the screen protector to their iPads. Jan was receiving angry emails, asking why Paperlike didn\u2019t include a backup. From that point forward, PaperLike has only been sold in two-packs.\\xa0\"}),/*#__PURE__*/e(\"p\",{children:\"But even with these issues resolved and a wildly successful product, Jan didn\u2019t stop listening.\"}),/*#__PURE__*/e(\"p\",{children:\"Over the years selling Paperlike, two additional pieces of criticism came Jan's way. First, customers wished the screen protector was even rougher to simulate the feeling of real paper further. Second, customers wanted less light refraction that came as a result of the screen protector's rough surface.\\xa0\"}),/*#__PURE__*/e(\"p\",{children:\"At first glance, this seemed like a paradox. Making the screen cover rougher would likely result in more refraction while reducing refraction would probably make the screen protector more smooth.\"}),/*#__PURE__*/e(\"p\",{children:\"\u201CSo we went back to the drawing board, tinkered and experimented,\u201D Jan said. And after months of testing and product development, Jan found a solution.\"}),/*#__PURE__*/e(\"p\",{children:\"\\\"The key ingredient for the new Paperlike is the new Surface Technology' Nanodots\\xae',\\\" Jan said. \\\"We called it that for a very simple reason: because we've basically sprinkled tiny dots across the screen protector's foil. These dots don't disturb the light as much, thus you get a rougher screen with less refraction.\\\"\\xa0\"}),/*#__PURE__*/e(\"p\",{children:\"With this solution in place and field-tested, Jan launched a new Kickstarter campaign to launch the Paperlike 2. The campaign recently completed with 9,651 backers who pledged \u20AC282,375.\\xa0\\xa0\"}),/*#__PURE__*/e(\"p\",{children:\"Listening to and doing something about your customer\u2019s feedback really pays off.\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Lessons:\"})}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"What systems do you have in place for gathering feedback from customers? Reviews? Email sequences? Surveys?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"People often say they listen to their customers, but few do anything about it. Do the opposite.\\xa0\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"What systematic or product improvements can you make that will not only make your customers happier but increase revenue?\\xa0\"})})]}),/*#__PURE__*/e(\"p\",{children:\"---\"}),/*#__PURE__*/e(\"p\",{children:\"Customer service may seem like a boring topic to some. After all, who doesn't believe in excellent customer service? The sad truth is, many people say they believe in it, but their actions tell a different story.\\xa0\"}),/*#__PURE__*/t(\"p\",{children:[\"And I get it, having empathy for the person who sent you a 4-page-long, scathing email isn\u2019t easy. However, think about this: it\u2019s how we act in those tough moments that makes all the difference. It\u2019s how we respond to tough situations and seemingly unsolvable problems that builds our brands and solidifies our reputations in the minds of our customers forever.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]})]});export const richText7=/*#__PURE__*/t(n.Fragment,{children:[/*#__PURE__*/t(\"p\",{children:[\"Helen and her partner, Dylan, are the founders of \",/*#__PURE__*/e(a,{href:\"https://thecerealschool.com/\",motionChild:!0,nodeId:\"PeTkTGHju\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"The Cereal School\"})}),\", a company that\u2019s single handedly transforming how you start your mornings. They loved cereal, but didn\u2019t love the sugary, chemical-laden ingredients that came along with it. So, Helen and Dylan created the first protein-rich version of the popular breakfast food and replaced the synthetic components with natural ones. The Cereal School officially launched just under a year ago, and has successfully made cereal healthy again.\"]}),/*#__PURE__*/e(\"h3\",{children:/*#__PURE__*/e(\"strong\",{children:\"A New Kind of Cereal\"})}),/*#__PURE__*/t(\"p\",{children:[\"Like most adults, Helen and Dylan used to love eating all sorts of unhealthy meals, but stopped once they were older. The more they thought about it, the more they realized this might not need to be the case. What if they could turn so-called bad food into good food?\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/e(\"p\",{children:\"\u201CA lot of the junk foods we were eating as kids still remained junk foods,\u201D Helen said. \u201CWe saw a huge opportunity in these nostalgic foods that people ate growing up, but then gave up.\u201D\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"555\",src:\"https://framerusercontent.com/images/J2Vva5MGErmIua956rFntFo6epA.png\",srcSet:\"https://framerusercontent.com/images/J2Vva5MGErmIua956rFntFo6epA.png?scale-down-to=512 512w,https://framerusercontent.com/images/J2Vva5MGErmIua956rFntFo6epA.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/J2Vva5MGErmIua956rFntFo6epA.png 1110w\",style:{aspectRatio:\"1110 / 1110\"},width:\"555\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]})]});export const richText8=/*#__PURE__*/t(n.Fragment,{children:[/*#__PURE__*/t(\"p\",{children:[\"With more and more sales moving online, there has been a collective sigh of relief due to avoiding the pushy, in-store salesperson. It seems the days are gone a business' success was dictated by the most impressive and charming product peddler. \",/*#__PURE__*/e(\"em\",{children:\"Or are they?\"}),\" It turns out that face to face marketing, or event marketing as it is more formally known, is still giving online selling a run for its money.\"]}),/*#__PURE__*/t(\"p\",{children:[\"A 2014 study from McKinsey analyzed \",/*#__PURE__*/e(a,{href:\"https://www.cmo.com/features/articles/2014/4/7/15_stats_auto_brands.html#gs.Gps5nzU\",motionChild:!0,nodeId:\"PeTkTGHju\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"more than 9,000 new car buyers\"})}),\", then identified and ranked consumers' willingness to pay based on 24 customer touch points. As it turns out, live experience ranked number one. And they aren't the only ones recording this type of behavior. In a 2016 study, Forrester claimed that 77% of consumers had chosen, recommended, or paid more for a brand that provided a personalized service or experience. So the question is, can online marketing compete with face to face interaction?\"]}),/*#__PURE__*/e(\"p\",{children:\"Let's face it. Unless hologram technology improves anytime soon, there aren't many ways to get an online sales support person from a website into a person's home. That is probably good because that would be kind of weird. However, face to face interaction can't be ignored.\"}),/*#__PURE__*/t(\"p\",{children:[\"But luckily, it can be mimicked. After all, what \",/*#__PURE__*/e(\"em\",{children:\"is\"}),\" face-to-face marketing anyway? Does it require an in-person interaction? What is it that customers\",/*#__PURE__*/e(\"em\",{children:\"really\"}),\" want? By looking at the core principles behind event-based and in-person marketing and sales, we have identified how to maximize the face to face benefits in a digital world.\"]}),/*#__PURE__*/e(\"h3\",{children:/*#__PURE__*/e(\"strong\",{children:\"Put a Face On Your Brand\"})}),/*#__PURE__*/e(\"p\",{children:'One of the most apparent setbacks to digital marketing and sales, in comparison to the in-person variety, is the inability for your customer to put a face to your name. But what\\'s stopping you from doing so? Some of the most successful online entrepreneurs attach their face (or a trusted \"chosen one\") to the company name for all the world to see.'}),/*#__PURE__*/t(\"p\",{children:[\"Consider when Dollar Shave Club released \",/*#__PURE__*/e(a,{href:\"https://www.youtube.com/watch?v=ZUG9qYTJMsI\",motionChild:!0,nodeId:\"PeTkTGHju\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"its quirky viral video\"})}),\" of CEO Michael Dubin strutting around the office and warehouse. Sure, the video is funny, but that\u2019s not the point. The real magic is that they let the company\u2019s personality shine through. They put Mike\u2019s face on the company and made themselves far more relatable.\"]}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"200\",src:\"https://framerusercontent.com/images/BG8tODGViw0HNQsZdCCYvbr1Y.jpeg\",srcSet:\"https://framerusercontent.com/images/BG8tODGViw0HNQsZdCCYvbr1Y.jpeg?scale-down-to=512 512w,https://framerusercontent.com/images/BG8tODGViw0HNQsZdCCYvbr1Y.jpeg 800w\",style:{aspectRatio:\"800 / 400\"},width:\"400\"}),/*#__PURE__*/t(\"p\",{children:[\"Take a look at the success of \",/*#__PURE__*/e(a,{href:\"https://www.youtube.com/watch?v=J4MYhWFUB0E\",motionChild:!0,nodeId:\"PeTkTGHju\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Progressive\u2019s Flo\"})}),\" (which still makes me laugh), or YouTube personalities such as \",/*#__PURE__*/e(a,{href:\"https://www.youtube.com/user/yogawithadriene\",motionChild:!0,nodeId:\"PeTkTGHju\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Yoga With Adriene\"})}),\" to see that people want more of the personal touch. Visibility is perhaps the most essential aspect of face to face marketing. When businesses are willing to trust one person to represent their product or service, it puts their reputation in that person's hands. That builds rapport with the audience and plants a seed of trust in the consumer because they feel like they have a legitimate friend in the company.\"]}),/*#__PURE__*/e(\"h3\",{children:/*#__PURE__*/e(\"strong\",{children:\"Events Can Be Online\"})}),/*#__PURE__*/e(\"p\",{children:\"Another fantastic way to get the benefits of face to face marketing, without expensive marketing or excess amounts of time, is through online events. The introduction of live streaming on social media has revolutionized the way businesses can interact with customers. Not to mention, with tools like Zoom.me, it's easier than ever to host great webinars and invite your customers to join, interact, ask questions, and even record for later publication.\"}),/*#__PURE__*/t(\"p\",{children:[\"And it sounds like customers agree. \",/*#__PURE__*/e(a,{href:\"https://livestream.com/blog/62-must-know-stats-live-video-streaming\",motionChild:!0,nodeId:\"PeTkTGHju\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"According to Livestream\"})}),\", \u201C80% would rather watch live video from a brand than read a blog, and 82% prefer live video from a brand to social posts.\u201D The trick here is to do live events consistently enough with the same \u201Cface\u201D so that customers can personalize the brand.\"]}),/*#__PURE__*/e(\"h3\",{children:/*#__PURE__*/e(\"strong\",{children:\"Build the Bond of Trust\"})}),/*#__PURE__*/e(\"p\",{children:\"Consistency and visibility are the key components to building trust. And with trust being one of the core values of face to face marketing, it cannot be considered lightly. One of the beautiful aspects of the digital world is that you have many avenues through which to feed information to your customers quickly.\"}),/*#__PURE__*/e(\"p\",{children:\"And validation through trusted information about your product is one such valuable key in building trust.\"}),/*#__PURE__*/t(\"p\",{children:[\"A Bright Local survey stated that \",/*#__PURE__*/e(a,{href:\"https://www.brightlocal.com/learn/local-consumer-review-survey/\",motionChild:!0,nodeId:\"PeTkTGHju\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"84% of people trust online reviews\"})}),\" as much as a personal recommendation; reviews from people they've never met! Which is why here at Judge.me we're committed to providing \",/*#__PURE__*/e(a,{href:\"https://apps.shopify.com/judgeme?ref=blog_article\",motionChild:!0,nodeId:\"PeTkTGHju\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"incredible online review tools\"})}),\" for online entrepreneurs.\"]}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"267\",src:\"https://framerusercontent.com/images/v4Y5MjqyjltjR4u6HDOt2azTBxI.jpeg\",srcSet:\"https://framerusercontent.com/images/v4Y5MjqyjltjR4u6HDOt2azTBxI.jpeg?scale-down-to=512 512w,https://framerusercontent.com/images/v4Y5MjqyjltjR4u6HDOt2azTBxI.jpeg 800w\",style:{aspectRatio:\"800 / 534\"},width:\"400\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]})]});export const richText9=/*#__PURE__*/t(n.Fragment,{children:[/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"em\",{children:\"This is Part 5 in a six-part series on content marketing for Shopify entrepreneurs.\"}),\" In this article we\u2019ll go over the vast amount of distribution channels for your content, their benefits and drawbacks, as well as offer hot tips on how to maximize each channel.\"]}),/*#__PURE__*/e(\"p\",{children:\"Let\u2019s get one thing out of the way first: your distribution strategy has a huge effect on your communication and business. REALLY HUGE.\"}),/*#__PURE__*/e(\"h3\",{children:\"Where You\\xa0Publish Matters\"}),/*#__PURE__*/e(\"p\",{children:\"It should go without saying that not all distribution channels are created equal. Where you publish matters. Publishing the same content between multiple channels doesn\u2019t take advantage of each particular channel\u2019s features, plus it could be a waste of time if your audience doesn\u2019t utilize a channel that you\u2019re distributing content to.\"}),/*#__PURE__*/e(\"h3\",{children:\"Where Does Your Audience Pay Attention?\"}),/*#__PURE__*/e(\"p\",{children:\"The first step is to figure out where your audience already consumes content. Nobody is on every platform, and many people are only on one or two. This gets back to understanding your audience, which we\u2019ve already covered in detail. If you don\u2019t know where your audience spends time by now, get back in touch with your audience and figure it out. Assuming you are a member or a friend of your audience, it should be incredibly easy to figure this out.\"}),/*#__PURE__*/e(\"h3\",{children:\"You Don't Need Every Platform\"}),/*#__PURE__*/e(\"p\",{children:\"Because your audience doesn\u2019t pay attention to every platform and because you have limited time, this means you shouldn\u2019t be on every platform. You shouldn\u2019t be where the \u201Cexperts\u201D tell you to be. Only be where it makes sense.\"}),/*#__PURE__*/t(\"p\",{children:[\"The most significant implication here is that \",/*#__PURE__*/e(\"em\",{children:\"you do not need a blog\"}),\". I\u2019ll tell you why in the next section.\"]}),/*#__PURE__*/e(\"h3\",{children:\"On Blogs\"}),/*#__PURE__*/e(\"p\",{children:\"Blogs are merely a vessel for content. Having a blog doesn\u2019t mean much if you don\u2019t execute your blogging strategy well. As an online shopper, there\u2019s nothing worse than coming across a neglected or mediocre blog by an ecommerce company. If I was interested in buying, my interest quickly declines when I see how you neglect your brand. It makes me think that you neglect other parts of your business, perhaps things like order processing, customer service, or the quality of the product itself.\"}),/*#__PURE__*/t(\"p\",{children:[\"If you don\u2019t have the time or desire to maintain a blog, it would be better to focus your efforts on other channels. \",/*#__PURE__*/e(\"em\",{children:\"You do not need a blog\"}),\". If you have a bad one, \",/*#__PURE__*/e(\"em\",{children:\"remove it\"}),\".\"]}),/*#__PURE__*/e(\"p\",{children:\"However, if a blog fits into your content strategy and you have time to maintain one, it\u2019s a fantastic place to hosting your content. Once your blog and content are live, the goal is to utilize other channels like social media and email to drive traffic to the blog. Once you\u2019re sending traffic to the blog, there are a few things to keep in mind that will help the blog win over customers.\"}),/*#__PURE__*/e(\"h4\",{children:\"Offer a Unique Perspective\"}),/*#__PURE__*/e(\"p\",{children:\"Uniqueness is a quality that will never get old. If you\u2019re not unique, you\u2019re boring. When users come across a blog with generic content, they know you don\u2019t care about them. It makes you seem like an amateur. Instead, give them something they\u2019ve never seen before. If you do, they\u2019ll come back for more.\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"266\",src:\"https://framerusercontent.com/images/K14WnW0ijHVyCtSTPNMQigGvlY.jpeg\",srcSet:\"https://framerusercontent.com/images/K14WnW0ijHVyCtSTPNMQigGvlY.jpeg?scale-down-to=512 512w,https://framerusercontent.com/images/K14WnW0ijHVyCtSTPNMQigGvlY.jpeg 800w\",style:{aspectRatio:\"800 / 533\"},width:\"400\"}),/*#__PURE__*/e(\"p\",{children:\"These are the most significant things preventing blogs from being unique:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"The author isn\u2019t a subject-matter expert (and I mean a real expert)\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"The brand hasn\u2019t researched their content competition (most likely, the thing you\u2019re writing about has been written about to death)\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"The author isn\u2019t opinionated (opinions are the easiest way to differentiate yourself)\"})})]}),/*#__PURE__*/e(\"h4\",{children:\"Keep It Up to Date\"}),/*#__PURE__*/e(\"p\",{children:\"You don\u2019t need to post on your blog every day, but you should post, at the very least, every other week. This is the bare minimum if you want your audience to perceive the blog as active. If your last blog post was from six months ago, the audience would assume you\u2019ve gone out of business.\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"em\",{children:\"Content Hack:\"}),\" If you want to maintain your blog without coming up with entirely new content all the time, try this. Revisit some of your most popular past articles, update and upgrade them (with graphics and further info), and change the date to today. The blog police will not arrest you for this. In fact, your audience will appreciate the content refresh. Plus, this tactic is great for SEO.\"]}),/*#__PURE__*/e(\"h4\",{children:\"Invest in Design\"}),/*#__PURE__*/e(\"p\",{children:\"I mentioned this in the example about articles in a previous article, but let\u2019s tackle it from another perspective.\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"285\",src:\"https://framerusercontent.com/images/u2nzp8CitjcCqx1UZk7F2cJAF8.png\",srcSet:\"https://framerusercontent.com/images/u2nzp8CitjcCqx1UZk7F2cJAF8.png?scale-down-to=512 512w,https://framerusercontent.com/images/u2nzp8CitjcCqx1UZk7F2cJAF8.png 800w\",style:{aspectRatio:\"800 / 571\"},width:\"400\"}),/*#__PURE__*/e(\"p\",{children:\"It\u2019s 2019. The standards for the look and feel of online content has grown considerably in the last decade. Users judge businesses harshly by the design of their websites.\"}),/*#__PURE__*/e(\"p\",{children:\"Here are some quick guidelines:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Use a minimum font-size of 16px, though 18px is better\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Be generous with line-height; 30\u201332px is good at the above font-sizes\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Few things beat black text on a white background; don\u2019t reinvent the wheel\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Margins! For the love of God, give your page sections some breathing room; 40px ought to do it; white space is your best friend\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[\"Use high-resolution photos to make users happy and optimize them with \",/*#__PURE__*/e(a,{href:\"https://tinypng.com/\",motionChild:!0,nodeId:\"PeTkTGHju\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:/*#__PURE__*/e(\"strong\",{children:\"TinyPNG\"})})}),\" to reduce load time\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Less is more; chances are you have way too many elements on your page; fix by spreading them out, moving, or deleting them\"})})]}),/*#__PURE__*/e(\"p\",{children:\"Invest in your blog\u2019s design and constantly work to improve it. Speaking of which, the Judge.me blog is due for a big update, and we know it. I promise it will happen soon.\"}),/*#__PURE__*/e(\"h4\",{children:\"Feed the Funnel\"}),/*#__PURE__*/e(\"p\",{children:\"Your blog has zero value if it doesn\u2019t ultimately get people interested in your products. Use calls-to-action in various formats to move people further along your marketing/sales funnel. These CTAs could be an email subscription form, a discount offer, or an ebook on something your audience is interested in. Place these CTAs in the middle of a blog post, as a popup, on the sidebar, or at the bottom. Better yet, do all four. If done tastefully, you won\u2019t bother anybody.\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"393\",src:\"https://framerusercontent.com/images/6D9og4DsdgVEQhSosABcQMmDkLg.jpeg\",srcSet:\"https://framerusercontent.com/images/6D9og4DsdgVEQhSosABcQMmDkLg.jpeg?scale-down-to=512 512w,https://framerusercontent.com/images/6D9og4DsdgVEQhSosABcQMmDkLg.jpeg 800w\",style:{aspectRatio:\"800 / 787\"},width:\"400\"}),/*#__PURE__*/e(\"h3\",{children:\"On Video\"}),/*#__PURE__*/e(\"p\",{children:\"Now let\u2019s talk about distributing content on video platforms. There are three places I think about when it comes to video distribution.\"}),/*#__PURE__*/e(\"h4\",{children:\"YouTube Has Discovery\"}),/*#__PURE__*/e(\"p\",{children:\"If you want people who love videos about your industry to discover your video content, YouTube is the place to be. Period. However, I\u2019ve had a lot more trouble removing or controlling the overlay on youtube videos. When you\u2019re trying to build a brand or embed a video into your website, it\u2019s annoying that YouTube continually works to take people to their platform. It\u2019s gotten better over the years, but remember that YouTube\u2019s ultimate goal is to get users to their site, not keep them on yours.\"}),/*#__PURE__*/e(\"h4\",{children:\"Vimeo Looks Awesome\"}),/*#__PURE__*/e(\"p\",{children:\"Vimeo Premium provides a lot more control over the look and feel of your video. It\u2019s fantastic for branding because you can remove any element of the Vimeo player\u2019s overlay, including the Vimeo logo. You can even change the color of the overlay elements. However, Vimeo search is a drop in the bucket compared to YouTube. Pick Vimeo if you care about how your brand is represented when people watch your videos but aren\u2019t worried about discovery.\"}),/*#__PURE__*/e(\"h4\",{children:\"Native Video on Social Network\"}),/*#__PURE__*/e(\"p\",{children:\"There\u2019s a solid case for publishing videos directly to social media platforms, instead of linking to Vimeo, YouTube, or your website. Native videos, as they are called, perform extraordinarily better than linked videos, which means you\u2019ll get much more reach on social media platforms. My tactic here is to link to the original video on the website, but post native video clips to get the reach. On Facebook, these clips should be at least 3 minutes long to maximize the effect.\"}),/*#__PURE__*/e(\"h4\",{children:\"HYBRID\"}),/*#__PURE__*/e(\"p\",{children:\"Of course, you can distribute your video across all channels. There\u2019s no real downside to doing so. In that case, you\u2019d post to Vimeo to have brand control and use that version to embed in your website. Then you\u2019d post to YouTube to take advantage of their discovery algorithm. You\u2019d post the native videos on Facebook and LinkedIn to get reach.\"}),/*#__PURE__*/e(\"p\",{children:\"You can also re-promote the video as many times as you want in various ways through a method called the Pillar and Micro-content Strategy, wherein you dissect your video into micro-content pieces like video clips, GIFs, memes, articles, and podcasts. Each time you re-promote, you can link to a different video platform or your website.\"}),/*#__PURE__*/e(\"h3\",{children:\"On Social Media\"}),/*#__PURE__*/e(\"p\",{children:\"The landscape of social media platform effectiveness changes all the time. Some years Twitter is delivering most of our traffic, while a few years later it swaps over to Facebook. These days, we see a massive surge in LinkedIn referrals. I\u2019ll go over what I think the various platforms are suitable for right now but note that their effectiveness is in constant motion.\"}),/*#__PURE__*/e(\"h4\",{children:\"Facebook\"}),/*#__PURE__*/t(\"p\",{children:[\"Facebook is generally my catch-all platform. It\u2019s easy to promote posts to a highly targeted audience to get your content in front of a lot more of the \",/*#__PURE__*/e(\"em\",{children:\"right\"}),\" people. I find Facebook to be more casual in tone.\"]}),/*#__PURE__*/e(\"p\",{children:\"When posting to Facebook Groups, address the group contextually. When posting to your personal account, tell people why you made this content and what it means to you. Avoid copy/paste marketing speak at all costs. If it sounds like marketing on Facebook, people will perceive it that way.\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"433\",src:\"https://framerusercontent.com/images/9CuX02LU69tK8SxiJw03YplIjM.jpeg\",srcSet:\"https://framerusercontent.com/images/9CuX02LU69tK8SxiJw03YplIjM.jpeg 800w\",style:{aspectRatio:\"800 / 866\"},width:\"400\"}),/*#__PURE__*/e(\"p\",{children:\"It\u2019s that last point that\u2019s given rise to the last-minute copywriting strategy, wherein you don\u2019t plan social media copy at all, but tackle it at the time of posting. This forces you to write contextually for each channel, vastly improving results.\"}),/*#__PURE__*/e(\"h4\",{children:\"Instagram\"}),/*#__PURE__*/t(\"p\",{children:[\"Instagram is best for showing off lifestyle products. Your goal is to connect the audience with a particular feeling or experience. As in: show them what it would be like to be another person or to have different experiences. Grow your account to 10K followers so you can take advantage of swipe-up links in Instagram Stories. Until you reach 10K, you can change the main link on your profile to direct users to your latest piece of content. Last but not least, Instagram is \",/*#__PURE__*/e(\"em\",{children:\"super casual\"}),\". Keep it light and fun.\"]}),/*#__PURE__*/e(\"h4\",{children:\"LinkedIn\"}),/*#__PURE__*/e(\"p\",{children:\"On LinkedIn, we like to cheer each other on when there\u2019s good news. We like industry updates and big announcements. Native video and long text posts are performing exceptionally well on LinkedIn in 2019.\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"368\",src:\"https://framerusercontent.com/images/HoXI5vgOQxhNGrt9Il5lkmvRSNw.jpeg\",srcSet:\"https://framerusercontent.com/images/HoXI5vgOQxhNGrt9Il5lkmvRSNw.jpeg?scale-down-to=512 512w,https://framerusercontent.com/images/HoXI5vgOQxhNGrt9Il5lkmvRSNw.jpeg 800w\",style:{aspectRatio:\"800 / 737\"},width:\"400\"}),/*#__PURE__*/e(\"p\",{children:\"This platform has a professional tone, but your messaging still needs to be contextual. Marketing speak gets overlooked quickly here because LinkedIn users are the people who write such messages.\"}),/*#__PURE__*/e(\"p\",{children:\"One interesting thing to note is that lately, we\u2019ve seen a lot of Facebook-style content move over to LinkedIn. It\u2019s likely that marketers are doing that to take advantage of LinkedIn\u2019s better organic reach. What this shows is that LinkedIn, while professional, is getting a bit more hip as younger generations move up in the world of work.\"}),/*#__PURE__*/e(\"h3\",{children:\"On Email\"}),/*#__PURE__*/e(\"p\",{children:\"Email content marketing is the cornerstone of every business.\"}),/*#__PURE__*/e(\"p\",{children:\"In the online world, it\u2019s the ultimate representation of trust for a person to give you their email address. As such, you must know what to do and what not to do once you have permission to contact somebody via email.\"}),/*#__PURE__*/e(\"p\",{children:\"Email content marketing is often misperceived. Many email marketing gurus will espouse an ideology that has you indiscriminately blasting your list with offers and coupon codes. That is not the way.\"}),/*#__PURE__*/t(\"p\",{children:[\"The right way to market via email is to build \",/*#__PURE__*/e(\"em\",{children:\"relationships at scale\"}),\".\"]}),/*#__PURE__*/e(\"h4\",{children:\"Building Your\\xa0List\"}),/*#__PURE__*/e(\"p\",{children:\"To build your email list, there must be a reason for people to take your relationship a step further. The best formula for this is:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"You offer something of exclusive value in exchange for subscribing\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"You also provide the promise of regular value delivered to the subscribers\u2019 inboxes\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"The user subscribes\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[\"You \",/*#__PURE__*/e(\"em\",{children:\"fulfill your promises\"})]})})]}),/*#__PURE__*/e(\"p\",{children:\"Anything short of this is theft. Moreover, that theft has brought on a slew of data privacy legislation such as the European Union\u2019s General Data Protection Regulation (GDPR). If you want less data regulation, stop treating your users like your personal piggy bank. Instead, respect the relationship.\"}),/*#__PURE__*/e(\"p\",{children:\"Let\u2019s break down your promises to the user point by point.\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"The first promise\"}),\" is an offering of immense value, merely for the subscriber providing their email. This should be one of the following:\"]}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Data and insight that only you can provide\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"A unique point of view that provides\"})})]}),/*#__PURE__*/t(\"p\",{children:[\"In either case, the initial goodie you send to the user, be it an ebook, whitepaper, video, or report, should be immensely valuable. The document should be well designed. A reference I like to use is the book \",/*#__PURE__*/e(a,{href:\"https://basecamp.com/books/rework\",motionChild:!0,nodeId:\"PeTkTGHju\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/t(o.a,{children:[/*#__PURE__*/e(\"em\",{children:/*#__PURE__*/e(\"strong\",{children:\"Rework\"})}),/*#__PURE__*/e(\"strong\",{children:\" by Jason Fried and David Heinemeier Hansson\"})]})}),\", the co-founders of 37signals. In their iteration, the document is comprised of side-by-side pages, one with a beautiful quote poster that represents the point of the section and the other with the actual written-out text.\"]}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"284\",src:\"https://framerusercontent.com/images/00X26mrCx7GyLgABtiz1IvNTCl0.jpeg\",srcSet:\"https://framerusercontent.com/images/00X26mrCx7GyLgABtiz1IvNTCl0.jpeg?scale-down-to=512 512w,https://framerusercontent.com/images/00X26mrCx7GyLgABtiz1IvNTCl0.jpeg 800w\",style:{aspectRatio:\"800 / 568\"},width:\"400\"}),/*#__PURE__*/t(\"p\",{children:[\"Once you\u2019ve delivered your initial value, your \",/*#__PURE__*/e(\"strong\",{children:\"second promise\"}),\" is to provide \",/*#__PURE__*/e(\"em\",{children:\"ongoing value\"}),\". If you want to retain subscribers, give them something to stick around for, be that insider tips, unique industry data, or the chance to be highlighted in front of your audience.\"]}),/*#__PURE__*/t(\"p\",{children:[\"I have two great examples of ongoing value provided by popular newsletters. The first is the \",/*#__PURE__*/e(a,{href:\"https://www.cbinsights.com/newsletter\",motionChild:!0,nodeId:\"PeTkTGHju\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:/*#__PURE__*/e(\"strong\",{children:\"CB Insights newsletter\"})})}),\", which delivers tasty bits of technology trends, venture capital, startups, and the industries of tomorrow to my inbox every few days. Another popular one is \",/*#__PURE__*/e(a,{href:\"https://go.tim.blog/5-bullet-friday-1/\",motionChild:!0,nodeId:\"PeTkTGHju\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:/*#__PURE__*/e(\"strong\",{children:\"5-bullet Friday\"})})}),\" by Tim Ferriss, in which Tim offers up the five coolest things he\u2019s found (or explored) that week.\"]}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"482\",src:\"https://framerusercontent.com/images/nVPufBWuEFnWhmrSkr7KcRjcX8.jpeg\",srcSet:\"https://framerusercontent.com/images/nVPufBWuEFnWhmrSkr7KcRjcX8.jpeg 800w\",style:{aspectRatio:\"800 / 964\"},width:\"400\"}),/*#__PURE__*/e(\"p\",{children:\"Where most ecommerce businesses go wrong is that they mislead their subscribers merely to get them into their funnel. Do the opposite, and you\u2019ll succeed more than 90% of other email marketers.\"}),/*#__PURE__*/e(\"h4\",{children:\"Be Regular, but Not Spammy\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"em\",{children:\"The #1 reason people unsubscribe from email lists is that they get emails too often from a single sender.\"})}),/*#__PURE__*/e(\"p\",{children:\"That\u2019s why, when it comes to delivering regular value to your list, there is only one piece of advice that makes sense.\"}),/*#__PURE__*/e(\"h4\",{children:\"Measure Your Results\"}),/*#__PURE__*/t(\"p\",{children:[\"Keep a constant eye on your email content marketing metrics (open rate, unsubs, spam reports). If you\u2019re sending an email once per week and see the bad numbers going up and the good numbers going down, try sending emails less often. \",/*#__PURE__*/e(\"em\",{children:\"Assuming\"}),\"the content you\u2019re delivering is terrific (you should A/B test for that), you should see recovery.\"]}),/*#__PURE__*/e(\"p\",{children:\"Every audience is different, and how often they want your content will vary based on the size of your market, seasonality, as well as professional and personal life changes.\"}),/*#__PURE__*/e(\"h4\",{children:\"Catchy Subject Lines\"}),/*#__PURE__*/e(\"p\",{children:\"It doesn\u2019t matter how amazing your email content is if you fail to capture people\u2019s attention in the subject line. Just like headlines in a news article, it\u2019s those first few words that sell. Sad, but true.\"}),/*#__PURE__*/e(\"p\",{children:\"Here are a few formulas that I think work wonders:\"}),/*#__PURE__*/t(\"ol\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"State a problem. E.g., \u201CWhy 30% of bodybuilders are destroying their muscles & other insights.\u201D\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Offer a solution. E.g. \u201CThe only two apps I trust to track my sleep, plus updates.\u201D\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"State a change. E.g., \u201CWe\u2019re shutting it all down\u2026\u201D The real content is about how you\u2019re rebranding, massively changing your structure, or whatever else.\"})})]}),/*#__PURE__*/e(\"h4\",{children:\"Don't be Salesy, but Be a Little Salesy\"}),/*#__PURE__*/t(\"p\",{children:[\"The goal with all email content marketing is not to be \",/*#__PURE__*/e(\"em\",{children:\"overtly\"}),\" salesey. However, you must still drive people further down your funnel.\"]}),/*#__PURE__*/e(\"p\",{children:\"What this means is that you have to act like a human, but candidly ask for selfish benefits. As in:\"}),/*#__PURE__*/e(\"p\",{children:\"\u201CHere\u2019s a story about an amazing person in our industry. Oh, here\u2019s another, isn\u2019t that so cool? By the way, do you know what sets those two people apart from others? It\u2019s X attribute. You can get X attribute by using our product. Here\u2019s a discount code.\u201D\"}),/*#__PURE__*/e(\"p\",{children:\"Treat your list like the human beings they are, and they\u2019ll love you for it. Plus, they\u2019ll be more likely to buy because they trust you.\"}),/*#__PURE__*/e(\"p\",{children:\"\u2014\"}),/*#__PURE__*/t(\"p\",{children:[\"Distributing content can be a massive task, which is why I should reiterate this point: only do what you can handle. It\u2019s far better to be the master of a few distribution channels than it is to be mediocre or downright terrible at all of them. As you scale your capacity, you can add more.\",/*#__PURE__*/e(\"em\",{children:\"This was Part 5 in a six-part series on content marketing for ecommerce and Shopify stores. Next time we\u2019ll be talking about measuring your results and adjusting course.\"})]})]});export const richText10=/*#__PURE__*/t(n.Fragment,{children:[/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Judge.me is ready to unveil new and updated features for you today!\"})}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Custom Forms\"})})]});export const richText11=/*#__PURE__*/e(n.Fragment,{children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Judge.me is here to announce an incredible update of our Featured Review Carousel!\"}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]})});export const richText12=/*#__PURE__*/t(n.Fragment,{children:[/*#__PURE__*/t(\"p\",{children:[\"In our analysis of the Judge.me interviewees, as well as our conversations with other entrepreneurs, we've seen a lot of love and hate for influencer marketing. On the one hand, influencers are seen as the golden ticket to increased sales and as a massive stamp of approval for your potential customers. On the other hand, influencer marketing can feel like a total crapshoot.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"p\",{children:[\"With that in mind, can one really know whether or not influencer marketing will work? Well, we did some digging, and it turns out that yes, you can. Here's how:\\xa0\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/e(\"h3\",{children:\"The Rules of Influencer Marketing\"}),/*#__PURE__*/e(\"p\",{children:\"It turns out there are some rules when it comes to effective influencer marketing. They are, in fact, similar to other rules of marketing you've probably heard. While they might sound obvious at first glance, please read on unless you want to waste tens of thousands of dollars with ineffective influencer marketing.\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"314\",src:\"https://framerusercontent.com/images/lZrLG3d0N150aqdEw4TYKfDDE.jpeg\",srcSet:\"https://framerusercontent.com/images/lZrLG3d0N150aqdEw4TYKfDDE.jpeg?scale-down-to=512 512w,https://framerusercontent.com/images/lZrLG3d0N150aqdEw4TYKfDDE.jpeg?scale-down-to=1024 1024w,https://framerusercontent.com/images/lZrLG3d0N150aqdEw4TYKfDDE.jpeg 1200w\",style:{aspectRatio:\"1200 / 628\"},width:\"600\"}),/*#__PURE__*/t(\"p\",{children:[\"Here\u2019s a short rundown of the rules:\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Have a ****ing goal in mind & match the audience's intent.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Bigger isn\u2019t always better.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Trade is greater than paid.\"})})]}),/*#__PURE__*/t(\"p\",{children:[\"If you're interested in influencer marketing, but concerned as to whether or not it will work for you, these rules will put you on the right track.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/e(\"h3\",{children:\"Have a ****ing Goal in Mind & Match it to The Audience\u2019s Intent\"}),/*#__PURE__*/t(\"p\",{children:[\"After eight years in marketing, I still can\u2019t believe these things need to be said, hence the expletive. \",/*#__PURE__*/e(\"em\",{children:\"So many marketers\"}),\" do stuff without thinking about it. Sadly, I\u2019m no different sometimes.\"]}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"400\",src:\"https://framerusercontent.com/images/HyvRO8RBAchVpcjaE3YfiiRJmY.jpeg\",srcSet:\"https://framerusercontent.com/images/HyvRO8RBAchVpcjaE3YfiiRJmY.jpeg?scale-down-to=512 512w,https://framerusercontent.com/images/HyvRO8RBAchVpcjaE3YfiiRJmY.jpeg?scale-down-to=1024 1024w,https://framerusercontent.com/images/HyvRO8RBAchVpcjaE3YfiiRJmY.jpeg 1200w\",style:{aspectRatio:\"1200 / 800\"},width:\"600\"}),/*#__PURE__*/t(\"p\",{children:[\"And I get it. It's hard to know precisely what you want out of any given marketing activity because we may not understand how that marketing activity works yet.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"p\",{children:[\"So, when it comes to influencer marketing, especially for ecommerce, there are two goals to keep in mind.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"ol\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Sales\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[\"Brand\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]})})]}),/*#__PURE__*/t(\"p\",{children:[\"In most cases, Shopify entrepreneurs engage influencers because they want the former. That's fine, but it is crucial to understand how that decision affects which influencers you work with.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"p\",{children:[\"For example, a previous interview subject who wishes to remain anonymous on this topic has worked with many influencers. One particularly good collaboration was with a tech influencer on Instagram and Youtube. Even though the interviewee's product was on giveaway, the partnership resulted in a massive spike in sales during that week.\\xa0\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"p\",{children:[\"On the contrary, multiple collaborations with much larger influencers and using much larger giveaway prizes (costing in the thousands of dollars), had barely any effect on sales.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"p\",{children:[\"The most likely reason: \",/*#__PURE__*/e(\"strong\",{children:\"misaligned goals\"}),\".\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"p\",{children:[\"The latter collaborations for this brand were not with tech/gadget influencers, but with inspirational/aspirational influencers. The second group's audiences look up to them as creative leaders, but not as sources of information about exciting things to buy. And even though there was a significant overlap between the brand and the influencers' audiences in these cases, sales remained flat.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"p\",{children:[\"That\u2019s because the audiences of these various influencers have different goals for following that influencer than the brand selling the product. In any given influencer marketing transaction, if your goal is sales, and the audience\u2019s goal is inspiration, your efforts will fall short of their mark.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"p\",{children:[\"However, if your goal is brand-building, working with inspirational/aspirational influencers is completely fine. Just don\u2019t expect an uptick in sales.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/e(\"h3\",{children:\"Bigger Isn\u2019t Always Better\"}),/*#__PURE__*/e(\"p\",{children:\"When it comes to influencer marketing, it feels obvious that the bigger the audience an influencer has, the more impact any given collaboration will have on your brand or sales. However, in the experience of our Judge.me entrepreneurs, this isn't true. Some of the best collaborations we've seen and heard about have been with small to medium-sized influencers.\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"306\",src:\"https://framerusercontent.com/images/x1gURLlx62a8ZntTwlIKf54L0s.jpeg\",srcSet:\"https://framerusercontent.com/images/x1gURLlx62a8ZntTwlIKf54L0s.jpeg?scale-down-to=512 512w,https://framerusercontent.com/images/x1gURLlx62a8ZntTwlIKf54L0s.jpeg?scale-down-to=1024 1024w,https://framerusercontent.com/images/x1gURLlx62a8ZntTwlIKf54L0s.jpeg 1200w\",style:{aspectRatio:\"1200 / 613\"},width:\"600\"}),/*#__PURE__*/e(\"p\",{children:\"It turns out that working with lots of small influencers is a better strategy than with one or a few big ones. Here are some reasons why:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Small influencers don\u2019t think of themselves as influencers\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"They are still excited about growing their audience, so they care more\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Which means that smaller influencers often have higher engagement\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[\"Smaller influencers are cheaper\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]})})]}),/*#__PURE__*/e(\"h4\",{children:\"\u201CI\u2019m not an influencer!\u201D\"}),/*#__PURE__*/t(\"p\",{children:[\"Contrary to how it may seem, smaller influencers often don't realize they are influencers. In their heads, they're just people with an above-average Instagram or Youtube audience. They're just doing what they love and getting some appreciation for it.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"p\",{children:[\"That means that they'll be more likely up for all kinds of collaborations. In fact, they'll be flattered that you came to them, instead of the other way around.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/e(\"h4\",{children:\"They still care\"}),/*#__PURE__*/t(\"p\",{children:[\"As with almost any famous person, more prominent influencers eventually see themselves as far too important for the rest of us. Sad, but true.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"p\",{children:[\"Small influencers don\u2019t feel this way yet. They still feel \",/*#__PURE__*/e(\"em\",{children:\"privileged\"}),\" to create content for their audience and connect like-minded people. For these influencers, there's a mission to be completed, and they've only just begun.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/e(\"h4\",{children:\"Higher engagement\"}),/*#__PURE__*/t(\"p\",{children:[\"Because these small influencers still care, they tend to create a better connection with their audiences which results in higher engagement rates. Engagement rate is easy to measure (i.e.,\\xa0 # likes on a post divided by follower count).\\xa0\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"p\",{children:[\"I've looked at countless big influencer profiles, and the most common thing I notice is that their engagement rate stagnates. I guess that this has something to do with the Instagram algorithm. Instagram probably wants to cap the engagement rates of bigger profiles, which would incentivize them to invest in advertising for more reach.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"p\",{children:[\"That means that when you work with big influencers, you're \",/*#__PURE__*/e(\"em\",{children:\"losing\"}),\" money compared to working with smaller influencers.\\xa0\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Think of this example:\"}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/e(\"p\",{children:\"Small Influencer Cost = $200\"}),/*#__PURE__*/e(\"p\",{children:\"Audience = 20,000\"}),/*#__PURE__*/e(\"p\",{children:\"Engagement Rate = 15%\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/e(\"p\",{children:\"Big Influencer Cost = $2000\"}),/*#__PURE__*/e(\"p\",{children:\"Audience = 200,000\"}),/*#__PURE__*/e(\"p\",{children:\"Engagement Rate = 5%\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]})]});export const richText13=/*#__PURE__*/t(n.Fragment,{children:[/*#__PURE__*/t(\"p\",{children:[\"New Integration Launched!\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"p\",{children:[\"Judge.me is now integrated with \",/*#__PURE__*/e(a,{href:\"https://support.judge.me/support/solutions/articles/44001927175-layouthub-integration\",motionChild:!0,nodeId:\"PeTkTGHju\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"LayoutHub\"})}),\" on Shopify. Check it out!\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/e(\"h2\",{children:\"About LayoutHub\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"LayoutHub\"}),\" is an easy page builder that helps you quickly set up your online store. \"]}),/*#__PURE__*/t(\"p\",{children:[\"With LayoutHub, you can build a home page, product page, collection page, blog page, and so on by selecting from a library of drag-and-drop templates with UI/UX optimized for a high conversion rate.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/e(\"h2\",{children:\"How Judge.me adds more value to this integration\"}),/*#__PURE__*/t(\"p\",{children:[\"When both apps are installed successfully on your Shopify admin, our integration will be \",/*#__PURE__*/e(\"strong\",{children:\"automatically enabled\"}),\" without further configurations.\\xa0\"]}),/*#__PURE__*/t(\"p\",{children:[\"Then, you can add Judge.me \",/*#__PURE__*/e(\"strong\",{children:\"Preview Badge\"}),\" and \",/*#__PURE__*/e(\"strong\",{children:\"Review Widget\"}),\" by \",/*#__PURE__*/e(a,{motionChild:!0,nodeId:\"PeTkTGHju\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"making a few clicks and toggles\"})}),\" while building your pages with LayoutHub.\\xa0\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/e(\"img\",{alt:\"judgeme layouthub integration\",className:\"framer-image\",height:\"423\",src:\"https://framerusercontent.com/images/cyu0UXnfvlJsIBymxSyVLuwj8w.png\",srcSet:\"https://framerusercontent.com/images/cyu0UXnfvlJsIBymxSyVLuwj8w.png?scale-down-to=512 512w,https://framerusercontent.com/images/cyu0UXnfvlJsIBymxSyVLuwj8w.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/cyu0UXnfvlJsIBymxSyVLuwj8w.png 1600w\",style:{aspectRatio:\"1600 / 847\"},width:\"800\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/e(\"img\",{alt:\"judgeme layouthub integration\",className:\"framer-image\",height:\"424\",src:\"https://framerusercontent.com/images/B4BiByCsUuSqYHdXXmxvAwN17Wo.png\",srcSet:\"https://framerusercontent.com/images/B4BiByCsUuSqYHdXXmxvAwN17Wo.png?scale-down-to=512 512w,https://framerusercontent.com/images/B4BiByCsUuSqYHdXXmxvAwN17Wo.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/B4BiByCsUuSqYHdXXmxvAwN17Wo.png 1600w\",style:{aspectRatio:\"1600 / 848\"},width:\"800\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/e(\"p\",{children:\"Thanks to the integration, you can:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Save a lot of time by building your pages with LayoutHub templates, while still having your Judge.me reviews displayed perfectly on your store\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[\"Provide your customers with a better buying journey and collect more qualified reviews\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]})})]}),/*#__PURE__*/t(\"p\",{children:[\"Learn more about \",/*#__PURE__*/e(a,{href:\"https://support.judge.me/support/solutions/articles/44001927175-layouthub-integration\",motionChild:!0,nodeId:\"PeTkTGHju\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"how to add Judge.me widgets in LayoutHub.\"})}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/t(\"p\",{children:[\"If you have any questions about Judge.me Reviews App, check our \",/*#__PURE__*/e(a,{href:\"https://support.judge.me/support/home\",motionChild:!0,nodeId:\"PeTkTGHju\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Knowledge Base\"})}),\" or post a question on our \",/*#__PURE__*/e(a,{href:\"https://support.judge.me/support/discussions\",motionChild:!0,nodeId:\"PeTkTGHju\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Forums\"})}),\"!\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]})]});export const richText14=/*#__PURE__*/t(n.Fragment,{children:[/*#__PURE__*/t(\"p\",{children:[\"Judge.me is now integrated with \",/*#__PURE__*/e(a,{href:\"https://apps.shopify.com/pagefly?utm_source=app-providers&utm_medium=judgeme&utm_campaign=app-listing&utm_content=blog\",motionChild:!0,nodeId:\"PeTkTGHju\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"PageFly\"})}),\" on Shopify. Check it out!\"]}),/*#__PURE__*/e(\"h2\",{children:\"About PageFly\"}),/*#__PURE__*/e(\"p\",{children:\"PageFly is a top-rated page designer to easily build landing pages, product pages, contact pages, and more just by drag and drop mechanism.\"}),/*#__PURE__*/e(\"h2\",{children:\"How you can benefit from this integration\"}),/*#__PURE__*/t(\"p\",{children:[\"Thanks to \",/*#__PURE__*/e(a,{href:\"https://support.judge.me/en/support/solutions/articles/44001709250-pagefly-integration\",motionChild:!0,nodeId:\"PeTkTGHju\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"PageFly - Judge.me integration\"})}),\", you can:\"]}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Easily drag and drop your Judge.me widgets (Preview Badge, Review Widget and Review Carousel) to your PageFly pages.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Boost your conversion rate by building customized pages with PageFly, while building your social proof with Judge.me's star ratings and reviews.\"})})]}),/*#__PURE__*/t(\"p\",{children:[\"This integration is \",/*#__PURE__*/e(a,{href:\"https://support.judge.me/en/support/solutions/articles/44001709250-pagefly-integration\",motionChild:!0,nodeId:\"PeTkTGHju\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"automatically enabled\"})}),\" after you install both apps. Three Judge.me widgets are available in PageFly editor without further configurations: \",/*#__PURE__*/e(\"strong\",{children:\"Preview Badge, Review Widget and Review Carousel.\"})]}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"602\",src:\"https://framerusercontent.com/images/B9akorvzf2ksCGkGrUmF904uIk.png\",srcSet:\"https://framerusercontent.com/images/B9akorvzf2ksCGkGrUmF904uIk.png?scale-down-to=1024 906w,https://framerusercontent.com/images/B9akorvzf2ksCGkGrUmF904uIk.png 1066w\",style:{aspectRatio:\"1066 / 1204\"},width:\"533\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]})]});export const richText15=/*#__PURE__*/t(n.Fragment,{children:[/*#__PURE__*/t(\"p\",{children:[\"Jan Sapper is the founder of \",/*#__PURE__*/e(a,{href:\"https://paperlike.com/\",motionChild:!0,nodeId:\"PeTkTGHju\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"PaperLike\"})}),\", the manufacturer of an innovative screen protector for the iPad Pro that accurately simulates the feeling of paper. The PaperLike Two-pack has sold to thousands of customers in Europe and the US and currently boasts more than 1,400 five-star reviews. Jan lives in Hamburg, Germany with his wife and children. Jan is a delighted Judge.me customer.\"]}),/*#__PURE__*/e(\"h3\",{children:\"An Accidental Market\"}),/*#__PURE__*/e(\"p\",{children:'Jan first picked up an iPad in 2014, partly with the aim to take better notes at his job, where he worked as a product manager. However, he disliked the way the stylus felt on the screen. \"It feels artificial and alien. It\\'s very easy to make mistakes.\"'}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"338\",src:\"https://framerusercontent.com/images/CxcbI8oLfr9HupYb8J7bilanJlw.jpeg\",srcSet:\"https://framerusercontent.com/images/CxcbI8oLfr9HupYb8J7bilanJlw.jpeg?scale-down-to=512 512w,https://framerusercontent.com/images/CxcbI8oLfr9HupYb8J7bilanJlw.jpeg?scale-down-to=1024 1024w,https://framerusercontent.com/images/CxcbI8oLfr9HupYb8J7bilanJlw.jpeg 1200w\",style:{aspectRatio:\"1200 / 676\"},width:\"600\"}),/*#__PURE__*/e(\"p\",{children:\"Jan went to the Apple Store with a question, \u201CWhere\u2019s the screen protector that makes my iPad feel like paper?\u201D\"}),/*#__PURE__*/e(\"p\",{children:\"The store employees looked confused. \u201CWe haven\u2019t heard of anything like that,\u201D they said. The Apple Store didn\u2019t have such a product. In fact, no such product existed anywhere in the world.\"}),/*#__PURE__*/e(\"p\",{children:\"But Jan wasn\u2019t worried. He figured that somebody would soon develop this type of screen protector, and he waited. And waited. And waited some more. In fact, Jan waited for two years to see if a paper-like screen protector would be released on the market. But to his surprise, it never came.\"}),/*#__PURE__*/e(\"p\",{children:\"So Jan took matters into his own hands, \u201CSo I said, \u2018okay, nobody cares about this as much as I do, so let's see if I can fix it myself.\u2019 And then I started contacting manufacturers of screen protectors and seeing if somebody would work with me.\u201D Even though Jan made it clear this was only a hobby, one of the manufacturers agreed to work with him.\"}),/*#__PURE__*/e(\"p\",{children:\"That\u2019s quite surprising considering that most manufacturers aren\u2019t in the business of supporting hobbyists. What this tells me is that the manufacturer also saw the need in the market and felt it was a juicy business opportunity.\"}),/*#__PURE__*/e(\"p\",{children:\"Jan ordered a test batch of the product to try with a friend.\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"337\",src:\"https://framerusercontent.com/images/vQeJvCPLn30galEcCF2BW2R8RaA.jpeg\",srcSet:\"https://framerusercontent.com/images/vQeJvCPLn30galEcCF2BW2R8RaA.jpeg?scale-down-to=512 512w,https://framerusercontent.com/images/vQeJvCPLn30galEcCF2BW2R8RaA.jpeg?scale-down-to=1024 1024w,https://framerusercontent.com/images/vQeJvCPLn30galEcCF2BW2R8RaA.jpeg 1200w\",style:{aspectRatio:\"1200 / 675\"},width:\"600\"}),/*#__PURE__*/e(\"p\",{children:\"Upon arrival, Jan enjoyed the new screen protectors, but his friend didn't receive the product well. \\\"I tried it out, and I was delighted with it,\\\" says Jan. \\\"I gave it to my best friend, and he said, \u2018oh no, that's terrible! It makes the screen look like shit. You can't sell it.' But I had been using it for one week, and I loved it. So I made a crowdfunding campaign to test it out further.\\\"\"}),/*#__PURE__*/e(\"p\",{children:'Jan\u2019s goal for the crowdfunding campaign was to sell a mere 100 units, mostly so he could have the product for himself and cover the costs of manufacturing. \"I thought it was just a problem of one,\" said Jan. \"So I just want to make sure I at least have a set of five of those at my house, and I would be happy. That would have been a success for me.\u201D'}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"300\",src:\"https://framerusercontent.com/images/jFzXstunJ2lcqzyufp76EXjcBU.jpeg\",srcSet:\"https://framerusercontent.com/images/jFzXstunJ2lcqzyufp76EXjcBU.jpeg?scale-down-to=512 512w,https://framerusercontent.com/images/jFzXstunJ2lcqzyufp76EXjcBU.jpeg 800w\",style:{aspectRatio:\"800 / 600\"},width:\"400\"}),/*#__PURE__*/e(\"p\",{children:\"However, Jan was in for a big surprise. His crowdfunding goal was a meager 4,000 EUR. But he didn\u2019t raise that amount. Instead, blew that figure out of the water, raising a whopping 60,000 EUR!\"}),/*#__PURE__*/e(\"p\",{children:\"In particular, digital artists loved the product as it allowed them to create amazing digital art with the feel of paper, not to mention the added bonus of an undo button.\"}),/*#__PURE__*/e(\"p\",{children:\"Even though Jan wasn\u2019t a digital artist, the success of the crowdfunding campaign and adoption of the product by these artists proved that Jan wasn\u2019t alone in his desire for a better digital writing and drawing experience. \u201CWe ended up shipping the product to around 3000 people,\u201D Jan told me.\"}),/*#__PURE__*/e(\"p\",{children:\"And what a fortunate turn of events that was! At the same time the crowdfunding campaign closed, the company where Jan had been working went bankrupt, and he was told he'd be out of a job in two months.\"}),/*#__PURE__*/e(\"p\",{children:\"Then, with the success of the crowdfunding campaign under his belt, Jan continued to develop and sell PaperLike, and it has been his full-time job since October 2017.\"}),/*#__PURE__*/e(\"h3\",{children:\"PaperLike is Built on Years of Experience\"}),/*#__PURE__*/e(\"p\",{children:\"Jan didn\u2019t start PaperLike devoid of experience. He drew upon an extensive background in product development, both as an entrepreneur and an employee. In fact, two significant ordeals in Jan's past helped him prepare for PaperLike.\"}),/*#__PURE__*/e(\"h4\",{children:\"A Foray Into Entrepreneurship \u2013 Know How and When to Delegate\"}),/*#__PURE__*/e(\"p\",{children:\"Jan's first gig was right after university, during particularly lousy job market.\"}),/*#__PURE__*/t(\"p\",{children:[\"Jan decided to try his hand at manufacturing his own product, a docking station for MacBooks. He structured the business based on Tim Ferriss's \",/*#__PURE__*/e(\"em\",{children:\"The Four Hour Work Week\"}),\", a book that\u2019s considered canon for many online entrepreneurs. However, it didn\u2019t work out as well as he\u2019d hoped.\"]}),/*#__PURE__*/e(\"p\",{children:\"As the book advises, Jan delegated as much as possible for his new docking station business. But he soon realized a glaring issue with his strategy, which he feels could be spelled out clearly in the book.\"}),/*#__PURE__*/e(\"p\",{children:\"Part of the issue was that the team Jan had hired to develop the product wasn't a good fit. They were used to working with incredibly expensive components for brands like Boeing, Volkswagen, and BMW. After a lot of time developing the product, it turned out the team had used similarly expensive parts for Jan's docking station. The premium components meant that Jan would need to sell the product for more than 500 \u20AC, which was far above the market average.\"}),/*#__PURE__*/e(\"p\",{children:\"Upon realizing this terrible news, Jan called it quits. He canceled the crowdfunding campaign he\u2019d started for the product and abandoned product development.\"}),/*#__PURE__*/e(\"p\",{children:\"But this would prove to be a valuable lesson for the years to come.\"}),/*#__PURE__*/e(\"p\",{children:\"\u201CI can say,\u201D Jan told me, \u201Cthat everything I learned in that process, which was like the worst moment in my life, I could reinvest. I would later reuse all these learnings in PaperLike.\u201D\"}),/*#__PURE__*/e(\"p\",{children:\"And the lesson was this. \u201CIf you\u2019re just delegating everything, especially things you have no experience with,\u201D says Jan, \u201Cyou can't do quality control. You can\u2019t question things. And that was my biggest problem with my first company. I just had to take it as it was and I was delegating as much as I could. But then the thing is, if you don\u2019t think strategically in an area, the people you are delegating to can\u2019t be your strategic thinkers either. They will only be doing what you tell them to, not thinking strategically.\u201D\"}),/*#__PURE__*/e(\"p\",{children:\"Jan learned that he must first know the various aspects of his business on a deep level before delegating to others. Which is why, to this day, PaperLike remains mostly a solo operation.\"}),/*#__PURE__*/e(\"h4\",{children:\"They\u2019re Not Always Smarter Than You\"}),/*#__PURE__*/e(\"p\",{children:\"Jan\u2019s next move was to join an eight-person startup called Protonet as a Product Manager.\"}),/*#__PURE__*/e(\"p\",{children:\"In 2014, the startup successfully completed a massive crowdfunding campaign that raised 3.000.000 \u20AC in three days. Suddenly, the company exploded from eight employees to more than fifty.\"}),/*#__PURE__*/e(\"p\",{children:\"But this massive growth spelled the startup\u2019s doom. The company collapsed under the pressure within 24 months.\"}),/*#__PURE__*/e(\"p\",{children:\"During the rapid growth, Jan questioned the strategies of senior management. \u201CI went through the whole process thinking, \u2018Oh, I would do that differently, but these guys are smarter than I am. So I will shut up and just listen and see.\u2019\u201D\"}),/*#__PURE__*/e(\"p\",{children:\"But looking back at the situation, Jan now realizes that his gut instinct just might have saved the company. \\xa0\\\"I had many good ideas,\\\" said Jan, \\\"and later on I'd be talking with the founders, and they'd say, \u2018Oh, had we done it that way, maybe we would be still alive.' And that's where I realized that my intuition and all that stuff is not so bad after all.\\\" Jan is aware that hindsight-vision is 20/20, but still looking back at that experience makes him feel more confident in his gut instinct.\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"336\",src:\"https://framerusercontent.com/images/3s4TZ8TF90PjCA7i5xjt99vp0.jpeg\",srcSet:\"https://framerusercontent.com/images/3s4TZ8TF90PjCA7i5xjt99vp0.jpeg?scale-down-to=512 512w,https://framerusercontent.com/images/3s4TZ8TF90PjCA7i5xjt99vp0.jpeg?scale-down-to=1024 1024w,https://framerusercontent.com/images/3s4TZ8TF90PjCA7i5xjt99vp0.jpeg 1200w\",style:{aspectRatio:\"1200 / 673\"},width:\"600\"}),/*#__PURE__*/e(\"p\",{children:\"One of the recurring themes in my interviews with Shopify entrepreneurs is this development of a gut instinct. It\u2019s built on years of experiences, both good and bad. It\u2019s the thing that you can\u2019t buy, can\u2019t hack, and that all entrepreneurs must continue to hone every day.\"}),/*#__PURE__*/e(\"p\",{children:\"Jan is no exception. He continues to learn valuable new lessons while at PaperLike, which have been just as instructional as his past experiences in product development.\"}),/*#__PURE__*/e(\"h3\",{children:\"Lessons Learned Running PaperLike\"}),/*#__PURE__*/e(\"p\",{children:\"People often say that we should fail fast so that we learn more. I have a problem with that. There are a billion and one ways to fail, and only a few dozen ways to succeed in any endeavor. While past failures can provide great experience, I believe it's when you latch onto something that works that you really begin to learn.\"}),/*#__PURE__*/e(\"p\",{children:\"That\u2019s why some of the most valuable insights from Jan come from his time running PaperLike.\"}),/*#__PURE__*/e(\"h4\",{children:\"Trust Equates to Sales\"}),/*#__PURE__*/e(\"p\",{children:\"When Jan opened his Shopify store, he had one major concern. \u201CPaperLike is a product that people really need to try out to see if they really want to buy it,\u201D Jan said.\"}),/*#__PURE__*/e(\"p\",{children:\"Of course, this is impossible for online shops. \\\"So one of the first things I did was implement reviews, and I can definitely say that, from the beginning, Judge.me has been essential for that. Because if somebody can't try out the product, they have to rely on other people's opinions.\\\"\"}),/*#__PURE__*/e(\"p\",{children:\"Now, with nearly 2,000 reviews and more than a 4.5-star average rating, customers can learn from other people\u2019s experiences and better inform their decision to buy. \u201CThe PaperLike screen protector does have its drawbacks,\u201D Jan told me. \u201CIt does make the screen less clear, and some people don\u2019t like that, but it\u2019s not like we\u2019re going to advertise that fact. Reviews let people learn some of the downsides of the product without deterring people from buying.\u201D\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"375\",src:\"https://framerusercontent.com/images/3P8RmcdahvgW4bU2XtCrDDd6CI.jpeg\",srcSet:\"https://framerusercontent.com/images/3P8RmcdahvgW4bU2XtCrDDd6CI.jpeg?scale-down-to=512 512w,https://framerusercontent.com/images/3P8RmcdahvgW4bU2XtCrDDd6CI.jpeg?scale-down-to=1024 1024w,https://framerusercontent.com/images/3P8RmcdahvgW4bU2XtCrDDd6CI.jpeg 1200w\",style:{aspectRatio:\"1200 / 750\"},width:\"600\"}),/*#__PURE__*/e(\"p\",{children:\"For example, many people have complained that PaperLike causes a refraction effect on the screen. It\u2019s actually the biggest concern when considering buying the product. But reviews have allowed people to point out the flaw and still profess their love for the product.\"}),/*#__PURE__*/e(\"p\",{children:\"Jan explained, \\\"People say things reviews like, \u2018It's awesome. It just has this real refraction effect, but still, it's worth it.' Reviews like that are perfect at the checkout page because then people know what to expect.\\\"\"}),/*#__PURE__*/e(\"p\",{children:\"Jan has also implemented a 100% satisfaction guarantee. This lets Jan convince customers to try the product, even those with concerns about the refraction issue, with no risk whatsoever.\"}),/*#__PURE__*/e(\"p\",{children:\"This tactic has paid off. Often, Jan would have customers request to cancel an order mid-shipment because they'd read a review about the refraction issue. But Jan was quick to bring up the satisfaction guarantee, \\\"I said, no, no, no, wait for it. Try it out because that's just an opinion. It's not a fact. You know, everybody's opinion is different and you might like it. And so many times I've got the answer from them: \u2018awesome. I love it. So glad that you didn't refund or cancel the order.'\\\"\"}),/*#__PURE__*/e(\"p\",{children:\"It just goes to show that, with a great product, your best sales tool is getting the product in your customers' hands, risk-free.\"}),/*#__PURE__*/e(\"h4\",{children:\"Responding to Customer Feedback\"}),/*#__PURE__*/e(\"p\",{children:\"During Jan\u2019s first shipment, he knew he\u2019d need to gather as much feedback as possible from his new customers. Implementing reviews definitely helped with this, but so did keeping an eye on private customer feedback.\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"222\",src:\"https://framerusercontent.com/images/Fo9C4EtZ2Jpc75cX0oDC9IXjxsQ.jpeg\",srcSet:\"https://framerusercontent.com/images/Fo9C4EtZ2Jpc75cX0oDC9IXjxsQ.jpeg?scale-down-to=512 512w,https://framerusercontent.com/images/Fo9C4EtZ2Jpc75cX0oDC9IXjxsQ.jpeg 800w\",style:{aspectRatio:\"800 / 444\"},width:\"400\"}),/*#__PURE__*/e(\"p\",{children:\"One key issue that Jan hadn\u2019t anticipated was that people might make a mistake while applying the screen protector to their iPads. He had people emailing in anger, asking why he didn\u2019t include a backup.\"}),/*#__PURE__*/e(\"p\",{children:\"From that point forward, PaperLike has only been sold in two-packs.\"}),/*#__PURE__*/e(\"p\",{children:\"Now, all of Jan\u2019s customers get a second chance if they mess up the application process.\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"388\",src:\"https://framerusercontent.com/images/eFjij8HcBWQG7YLFyvgDlvVbHM.jpeg\",srcSet:\"https://framerusercontent.com/images/eFjij8HcBWQG7YLFyvgDlvVbHM.jpeg?scale-down-to=512 512w,https://framerusercontent.com/images/eFjij8HcBWQG7YLFyvgDlvVbHM.jpeg?scale-down-to=1024 1024w,https://framerusercontent.com/images/eFjij8HcBWQG7YLFyvgDlvVbHM.jpeg 1200w\",style:{aspectRatio:\"1200 / 777\"},width:\"600\"}),/*#__PURE__*/e(\"h3\",{children:\"Oops, We Forgot About Chinese New Year\"}),/*#__PURE__*/e(\"p\",{children:\"As in all my interviews, I love asking people what their biggest roadblocks or issues were running their businesses. Jan\u2019s was Chinese New Year.\"}),/*#__PURE__*/e(\"p\",{children:\"\\\"China is sort of offline for a month,\\\" Jan told me. \\\"Yeah. So when your inventory is low at that time, and then you're like, \u2018okay, let's order a ton of product,' you're in trouble. I was always running a minimal amount of inventory to reduce the risk because I was always thought this is just a hobby. I was regularly ordering, once a month. Then suddenly the manufacturer was like, \u2018okay, we're off for a whole month!' That was a real challenge.\\\"\"}),/*#__PURE__*/e(\"h4\",{children:\"Focus on What You Know\"}),/*#__PURE__*/e(\"p\",{children:\"If you want to be successful, you need to know what you\u2019re doing. That sounds obvious. And yet, we have so many online entrepreneurs waking up one morning and saying, \u2018hey, you know what? I\u2019m going to start a shoe store and be a billionaire.\u2019\"}),/*#__PURE__*/e(\"p\",{children:\"The better approach is another recurring theme in my interviews with Shopify entrepreneurs.\"}),/*#__PURE__*/e(\"p\",{children:\"\u201CIt doesn\u2019t matter if you are doing something small or solving a problem for yourself,\u201D Jan says, \u201Cjust get really good at it.\"}),/*#__PURE__*/e(\"p\",{children:\"And it\u2019s with that mindset that Jan approaches product development.\"}),/*#__PURE__*/e(\"p\",{children:'\"Many times people have asked why I haven\\'t made this product for other tablets,\" Jan said. \"I focused on iOS, on Apple devices, because they are super focused. They don\\'t have a billion different sizes, and I know how to talk to people like me. I know how to talk to Apple users. So, I\\'m actually selling this product to myself every time.\"'}),/*#__PURE__*/e(\"h4\",{children:\"On Being Lean\"}),/*#__PURE__*/e(\"p\",{children:\"Based on his past experiences, Jan knew he wanted to run PaperLike as lean as possible. He didn\u2019t want to grow quickly because he saw what a disaster that could be. What\u2019s more, he really wanted to know every part of his business, instead of delegating things he didn\u2019t know.\"}),/*#__PURE__*/e(\"p\",{children:\"At the moment, Jan isn\u2019t interested in launching a bunch of new products or hiring a ton of employees to scale.\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"450\",src:\"https://framerusercontent.com/images/0ggk1nBLO9ugspIH04LPimhMGWk.jpeg\",srcSet:\"https://framerusercontent.com/images/0ggk1nBLO9ugspIH04LPimhMGWk.jpeg?scale-down-to=512 512w,https://framerusercontent.com/images/0ggk1nBLO9ugspIH04LPimhMGWk.jpeg?scale-down-to=1024 1024w,https://framerusercontent.com/images/0ggk1nBLO9ugspIH04LPimhMGWk.jpeg 1200w\",style:{aspectRatio:\"1200 / 900\"},width:\"600\"}),/*#__PURE__*/e(\"p\",{children:'\u201CPaperLike makes enough for my small family and me,\" says Jan. \"And that\\'s, let\\'s say, an unfair advantage. I can live and make a company with such a small revenue that bigger companies would never want to do that.\"'}),/*#__PURE__*/e(\"p\",{children:\"\u201CMany people think you need to have a huge product or company,\u201D says Jan. \u201CI understand that, but it\u2019s not true. If you make it super lean, super small, even this small niche of PaperLike, yeah, uh, it's not big enough for a Belkin to go after, but it's a nice niche for a Jan Sapper to do.\u201D\"}),/*#__PURE__*/e(\"p\",{children:\"It's clear that Jan sees his lean-ness as a defense strategy, preventing big companies from going after the market due to his small size. And he may be right. Perhaps the market is just big enough for Jan Sapper and nobody else.\"}),/*#__PURE__*/e(\"h3\",{children:\"What\u2019s Next for PaperLike\"}),/*#__PURE__*/e(\"p\",{children:\"Jan has big plans for PaperLike in 2019 including some additional products that are already in the works, but Jan wouldn\u2019t say what they were just yet. They\u2019ll also focus on improving their existing product by making the process of applying the screen protector easier for customers.\"}),/*#__PURE__*/e(\"p\",{children:\"Another goal for this year is to create stellar content for the digital artists who are the primary users of PaperLike. This content will include tips and tricks for digital artists, as well as interviews with artists on the PaperLike blog and highlights of artists on PaperLike\u2019s Instagram profile.\"}),/*#__PURE__*/e(\"p\",{children:\"At Judge.me, we look forward to seeing where Jan takes his business in 2019, and are excited to work alongside him to keep the trust alive at PaperLike.\"})]});\nexport const __FramerMetadata__ = {\"exports\":{\"richText4\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText7\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText2\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText11\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText1\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText5\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText10\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText15\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText8\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText6\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText3\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText12\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText9\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText13\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText14\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"__FramerMetadata__\":{\"type\":\"variable\"}}}"],
  "mappings": "+LAAsJ,IAAMA,EAAsBC,EAAIC,EAAS,CAAC,SAAS,CAAcC,EAAE,IAAI,CAAC,SAAS,qUAA2T,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0IAA0I,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,gCAAgC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,wPAAwP,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,uEAAuE,OAAO,wKAAwK,MAAM,CAAC,YAAY,WAAW,EAAE,MAAM,KAAK,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,iDAA8DE,EAAEC,EAAE,CAAC,KAAK,gFAAgF,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,4DAA4D,CAAC,CAAC,CAAC,EAAE,mHAAmH,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,qPAAqP,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2SAA4R,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,kFAAkF,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,yCAAyC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uZAA6Y,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sFAAsF,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0QAAqQ,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,mOAA8N,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,kNAAkN,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,wEAAwE,OAAO,0KAA0K,MAAM,CAAC,YAAY,WAAW,EAAE,MAAM,KAAK,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,SAAS,6LAAmL,CAAC,EAAE,oGAAoG,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+OAAqO,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,qCAAqC,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,mEAAmE,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,6JAA6J,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,kBAAkB,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,oDAAuDE,EAAEC,EAAE,CAAC,KAAK,8DAA8D,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAsBF,EAAE,KAAK,CAAC,SAAS,kBAAkB,CAAC,CAAC,CAAC,CAAC,CAAC,EAAE,6JAAmJ,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yKAAyK,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,+DAAuEE,EAAE,KAAK,CAAC,SAAS,yHAAyH,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,4BAA4B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,iQAAuP,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,qJAA6JE,EAAE,KAAK,CAAC,SAAS,YAAY,CAAC,EAAE,+DAA+D,CAAC,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,uEAAuE,OAAO,wKAAwK,MAAM,CAAC,YAAY,WAAW,EAAE,MAAM,KAAK,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,4DAA4D,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,0PAAuQE,EAAE,KAAK,CAAC,SAAS,sBAAsB,CAAC,EAAE,mCAAmC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uYAAwX,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0PAAqP,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,6RAAyQ,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,8DAA8D,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,uEAAoFE,EAAE,SAAS,CAAC,SAAS,4CAA4C,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBF,EAAE,IAAI,CAAC,SAAS,CAAC,gFAAwFE,EAAE,KAAK,CAAC,SAAS,UAAU,CAAC,EAAE,iBAAiB,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,2DAA2D,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,sIAA4H,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,kCAAkC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,oIAAuIE,EAAE,KAAK,CAAC,SAAS,QAAQ,CAAC,EAAE,+EAA+E,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,2DAAwEE,EAAE,KAAK,CAAC,SAAS,sBAAsB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,shBAAyhBE,EAAE,KAAK,CAAC,SAAS,OAAO,CAAC,EAAE,0BAA0B,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,iDAAiD,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,gBAAW,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yOAAqN,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,qGAAwGE,EAAE,KAAK,CAAC,SAAS,MAAM,CAAC,EAAE,8UAAyU,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,kCAAkC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,cAAS,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,6GAAmG,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,8IAA4IE,EAAE,KAAK,CAAC,SAAS,oBAAoB,CAAC,EAAE,SAAI,CAAC,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,uEAAuE,OAAO,wKAAwK,MAAM,CAAC,YAAY,WAAW,EAAE,MAAM,KAAK,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,kRAAwQ,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,KAAK,CAAC,SAAS,QAAQ,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0EAA0E,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sBAAiB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4KAAuK,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,oSAAgR,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,qZAA4X,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,gIAA2H,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,cAAS,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,iLAAoLE,EAAE,KAAK,CAAC,SAAS,OAAO,CAAC,EAAE,gTAA2S,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,oCAAoC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,wHAAqIE,EAAE,KAAK,CAAC,SAAS,eAAe,CAAC,EAAE,GAAG,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,kZAAwY,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,wDAAmD,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sVAA6T,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,kDAA0DE,EAAE,SAAS,CAAC,SAAS,oEAA+D,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,uDAAuD,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,8EAA8E,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,mIAA8H,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,6FAAwF,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAsBA,EAAE,KAAK,CAAC,SAAS,uEAAkE,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,uEAAuE,OAAO,wKAAwK,MAAM,CAAC,YAAY,WAAW,EAAE,MAAM,KAAK,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,4BAA4B,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,eAAe,CAAC,CAAC,CAAC,EAAE,8XAA8X,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0EAA0E,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,MAAM,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,gIAAgI,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,sDAAsD,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,8EAA8E,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,0CAA0C,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,uHAAuH,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,oHAAoH,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeG,EAAuBL,EAAIC,EAAS,CAAC,SAAS,CAAcD,EAAE,IAAI,CAAC,SAAS,CAAC,0OAAuPE,EAAEC,EAAE,CAAC,KAAK,uGAAuG,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAsBF,EAAE,SAAS,CAAC,SAAS,kBAAkB,CAAC,CAAC,CAAC,CAAC,CAAC,EAAE,6GAA6G,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,oEAAoE,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,oDAAoD,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,yHAAsIE,EAAE,SAAS,CAAC,SAAS,yBAAyB,CAAC,EAAE,IAAiBA,EAAE,SAAS,CAAC,SAAS,OAAO,CAAC,EAAE,IAAiBA,EAAE,SAAS,CAAC,SAAS,yDAAyD,CAAC,EAAE,gBAA6BA,EAAEC,EAAE,CAAC,KAAK,oDAAoD,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,yCAAyC,CAAC,CAAC,CAAC,EAAE,iIAA8IF,EAAEC,EAAE,CAAC,KAAK,4GAA4G,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,8DAA8D,CAAC,CAAC,CAAC,EAAE,OAAO,CAAC,CAAC,EAAeF,EAAE,MAAM,CAAC,IAAI,wBAAwB,UAAU,eAAe,OAAO,MAAM,IAAI,wEAAwE,OAAO,0QAA0Q,MAAM,CAAC,YAAY,YAAY,EAAE,MAAM,KAAK,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeI,EAAuBN,EAAIC,EAAS,CAAC,SAAS,CAAcD,EAAE,IAAI,CAAC,SAAS,CAAC,sBAAmCE,EAAEC,EAAE,CAAC,KAAK,2BAA2B,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,aAAa,CAAC,CAAC,CAAC,EAAE,qZAAgZ,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,sEAAsE,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uoBAAomB,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,wEAAwE,OAAO,0QAA0Q,MAAM,CAAC,YAAY,YAAY,EAAE,MAAM,KAAK,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeK,EAAuBP,EAAIC,EAAS,CAAC,SAAS,CAAcD,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,6CAA6C,CAAC,EAAeA,EAAEC,EAAE,CAAC,KAAK,sCAAsC,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAsBF,EAAE,SAAS,CAAC,SAAS,+BAA+B,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,63BAAg4BE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,eAAe,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,gIAAgI,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+FAA+F,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+DAA+D,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeM,EAAuBR,EAAIC,EAAS,CAAC,SAAS,CAAcD,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,iCAAiC,CAAC,EAAeA,EAAEC,EAAE,CAAC,KAAK,4BAA4B,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAsBF,EAAE,SAAS,CAAC,SAAS,cAAc,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,SAAS,CAAC,SAAS,uMAAwL,CAAC,EAAeA,EAAEC,EAAE,CAAC,KAAK,2DAA2D,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAsBF,EAAE,KAAK,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,UAAU,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,SAAS,CAAC,SAAS,qXAAqX,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,oBAAoB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,iKAAiK,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,uEAAuE,OAAO,wKAAwK,MAAM,CAAC,YAAY,WAAW,EAAE,MAAM,KAAK,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,gHAAgH,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,iXAAyU,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sTAAsT,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,2HAAwIE,EAAE,KAAK,CAAC,SAAS,UAAU,CAAC,EAAE,wBAAqCA,EAAEC,EAAE,CAAC,KAAK,8CAA8C,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBH,EAAEI,EAAE,EAAE,CAAC,SAAS,CAAC,iBAA8BF,EAAE,KAAK,CAAC,SAAS,YAAY,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAE,qBAAqB,CAAC,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,wEAAwE,OAAO,0KAA0K,MAAM,CAAC,YAAY,WAAW,EAAE,MAAM,KAAK,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,qGAAsG,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,6BAA6B,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,uKAA0KE,EAAE,KAAK,CAAC,SAAS,UAAU,CAAC,EAAE,0CAAgC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sGAAsG,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+PAAiQ,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uFAAkF,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yFAA+E,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,kEAAkE,OAAO,8JAA8J,MAAM,CAAC,YAAY,WAAW,EAAE,MAAM,KAAK,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,oYAAoZE,EAAE,KAAK,CAAC,SAAS,kBAAkB,CAAC,EAAE,iDAA4C,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,oPAAkQE,EAAE,KAAK,CAAC,SAAS,MAAM,CAAC,EAAE,oCAA+B,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,0CAAuDE,EAAE,KAAK,CAAC,SAAS,iCAA4B,CAAC,EAAE,gIAAsH,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,wDAAwD,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,wEAAwE,OAAO,0KAA0K,MAAM,CAAC,YAAY,WAAW,EAAE,MAAM,KAAK,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,8CAAoC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sDAAsD,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+PAA+P,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,mJAAiJE,EAAE,KAAK,CAAC,SAAS,QAAQ,CAAC,EAAE,4SAA6S,CAAC,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,sEAAsE,OAAO,sKAAsK,MAAM,CAAC,YAAY,WAAW,EAAE,MAAM,KAAK,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4LAA4L,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,wGAAiGE,EAAE,KAAK,CAAC,SAAS,oBAAoB,CAAC,EAAE,8BAAyB,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yQAAsO,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,kHAAkH,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,iMAAsME,EAAE,KAAK,CAAC,SAAS,QAAQ,CAAC,EAAE,2FAA4F,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,8WAA4WE,EAAE,SAAS,CAAC,SAAS,kEAAwD,CAAC,EAAE,QAAG,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sRAA6P,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,wEAAwE,OAAO,0KAA0K,MAAM,CAAC,YAAY,WAAW,EAAE,MAAM,KAAK,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,sBAA8BE,EAAE,KAAK,CAAC,SAAS,MAAM,CAAC,EAAE,uOAAmN,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,qDAAkEE,EAAEC,EAAE,CAAC,KAAK,uEAAuE,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,mEAAmE,CAAC,CAAC,CAAC,EAAE,0NAA2M,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,oSAAsS,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,oCAAoC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,8HAA8H,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,qJAAiI,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,wEAAwE,OAAO,0KAA0K,MAAM,CAAC,YAAY,WAAW,EAAE,MAAM,KAAK,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0NAA0N,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yWAAiU,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,6CAA6C,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,sGAAmHE,EAAE,KAAK,CAAC,SAAS,OAAO,CAAC,EAAE,oLAAoL,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2NAA2N,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,qCAAqC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0SAAqS,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,uEAAuE,OAAO,wKAAwK,MAAM,CAAC,YAAY,WAAW,EAAE,MAAM,KAAK,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,wZAAqX,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,qPAAkQE,EAAE,KAAK,CAAC,SAAS,mBAAmB,CAAC,EAAE,GAAG,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,gHAAgH,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uUAAyS,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,gVAAkV,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,wEAAwE,OAAO,0KAA0K,MAAM,CAAC,YAAY,WAAW,EAAE,MAAM,KAAK,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0MAA0M,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,sEAAsE,OAAO,sKAAsK,MAAM,CAAC,YAAY,WAAW,EAAE,MAAM,KAAK,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uQAA2Q,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,wEAAwE,OAAO,0KAA0K,MAAM,CAAC,YAAY,WAAW,EAAE,MAAM,KAAK,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,6IAAwI,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,KAAK,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,gOAAgO,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,8PAA8P,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,0HAA8GE,EAAEC,EAAE,CAAC,KAAK,kEAAkE,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,6CAAwC,CAAC,CAAC,CAAC,EAAE,iHAAwF,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,+PAA+P,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2JAAsJ,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,+EAAuFE,EAAEC,EAAE,CAAC,KAAK,0CAA0C,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,WAAW,CAAC,CAAC,CAAC,EAAE,QAAqBF,EAAEC,EAAE,CAAC,KAAK,yCAAyC,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,UAAU,CAAC,CAAC,CAAC,EAAE,8BAA2CF,EAAEC,EAAE,CAAC,KAAK,2DAA2D,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAsBF,EAAE,KAAK,CAAC,SAAS,UAAU,CAAC,CAAC,CAAC,CAAC,CAAC,EAAE,iCAA4B,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeO,EAAuBT,EAAIC,EAAS,CAAC,SAAS,CAAcC,EAAE,IAAI,CAAC,SAAS,4KAAkK,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,iKAAkJ,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,8RAAyR,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,oCAAoC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeQ,EAAuBV,EAAIC,EAAS,CAAC,SAAS,CAAcD,EAAE,IAAI,CAAC,SAAS,CAAC,0bAAwbE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAC,mCAAgDE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,iWAAqVE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,uEAAuE,OAAO,uQAAuQ,MAAM,CAAC,YAAY,YAAY,EAAE,MAAM,KAAK,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,iLAA0KE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,oUAAiVE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,0WAA+UE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,0JAAuKE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,2IAAmJE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,4NAAyOE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,wLAAgME,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,UAAU,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,mEAAmE,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBF,EAAE,IAAI,CAAC,SAAS,CAAC,qGAAkHE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,iDAAiD,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,4RAAySE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,uEAAuE,OAAO,uQAAuQ,MAAM,CAAC,YAAY,YAAY,EAAE,MAAM,KAAK,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,kUAAiTE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,qMAA6ME,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,gFAA6FE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,iIAA8IE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAC,kCAA+CE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,0TAA6TE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,sCAA8CE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,gQAAwQE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,qKAAwKE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAC,uBAAoCE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,uFAAoGE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,+UAA4VE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,4RAAySE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAC,4BAAyCE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,wHAAqIE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,2VAA+UE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,iNAA8NE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,qTAAwTE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,4BAA4B,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,yKAAsLE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,iSAAySE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,UAAU,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,8FAA8F,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,sFAAiF,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,qIAAqI,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBF,EAAE,IAAI,CAAC,SAAS,CAAC,8GAA2HE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,6EAA6E,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,8UAA8U,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,wEAAwE,OAAO,0QAA0Q,MAAM,CAAC,YAAY,YAAY,EAAE,MAAM,KAAK,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sRAA4Q,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,wUAA8T,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sGAAiG,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,qTAAqT,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,qMAAqM,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,mKAAyJ,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sUAA0U,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,wMAAmM,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uFAAkF,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,UAAU,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,6GAA6G,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,qGAAqG,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,+HAA+H,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,KAAK,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0NAA0N,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,4XAA0XE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeS,EAAuBX,EAAIC,EAAS,CAAC,SAAS,CAAcD,EAAE,IAAI,CAAC,SAAS,CAAC,qDAAkEE,EAAEC,EAAE,CAAC,KAAK,+BAA+B,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,mBAAmB,CAAC,CAAC,CAAC,EAAE,0bAAgb,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,sBAAsB,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,8QAA2RE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,gNAA4L,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,uEAAuE,OAAO,uQAAuQ,MAAM,CAAC,YAAY,aAAa,EAAE,MAAM,KAAK,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeU,EAAuBZ,EAAIC,EAAS,CAAC,SAAS,CAAcD,EAAE,IAAI,CAAC,SAAS,CAAC,wPAAqQE,EAAE,KAAK,CAAC,SAAS,cAAc,CAAC,EAAE,iJAAiJ,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,uCAAoDE,EAAEC,EAAE,CAAC,KAAK,sFAAsF,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,gCAAgC,CAAC,CAAC,CAAC,EAAE,icAAic,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,mRAAmR,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,oDAAiEE,EAAE,KAAK,CAAC,SAAS,IAAI,CAAC,EAAE,sGAAmHA,EAAE,KAAK,CAAC,SAAS,QAAQ,CAAC,EAAE,iLAAiL,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,0BAA0B,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,8VAA+V,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,4CAAyDE,EAAEC,EAAE,CAAC,KAAK,8CAA8C,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,wBAAwB,CAAC,CAAC,CAAC,EAAE,0RAA2Q,CAAC,CAAC,EAAeF,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,sEAAsE,OAAO,sKAAsK,MAAM,CAAC,YAAY,WAAW,EAAE,MAAM,KAAK,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,iCAA8CE,EAAEC,EAAE,CAAC,KAAK,8CAA8C,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,wBAAmB,CAAC,CAAC,CAAC,EAAE,mEAAgFF,EAAEC,EAAE,CAAC,KAAK,+CAA+C,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,mBAAmB,CAAC,CAAC,CAAC,EAAE,+ZAA+Z,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,sBAAsB,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,scAAsc,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,uCAAoDE,EAAEC,EAAE,CAAC,KAAK,sEAAsE,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,yBAAyB,CAAC,CAAC,CAAC,EAAE,4QAAwP,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,yBAAyB,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2TAA2T,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2GAA2G,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,qCAAkDE,EAAEC,EAAE,CAAC,KAAK,kEAAkE,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,oCAAoC,CAAC,CAAC,CAAC,EAAE,4IAAyJF,EAAEC,EAAE,CAAC,KAAK,oDAAoD,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,gCAAgC,CAAC,CAAC,CAAC,EAAE,4BAA4B,CAAC,CAAC,EAAeF,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,wEAAwE,OAAO,0KAA0K,MAAM,CAAC,YAAY,WAAW,EAAE,MAAM,KAAK,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeW,EAAuBb,EAAIC,EAAS,CAAC,SAAS,CAAcD,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,SAAS,qFAAqF,CAAC,EAAE,yLAAoL,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,8IAAyI,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,8BAA8B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uWAAmV,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,yCAAyC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+cAAqc,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,+BAA+B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,6PAAoO,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,iDAA8DE,EAAE,KAAK,CAAC,SAAS,wBAAwB,CAAC,EAAE,+CAA0C,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,UAAU,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,ggBAAif,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,6HAAqIE,EAAE,KAAK,CAAC,SAAS,wBAAwB,CAAC,EAAE,4BAAyCA,EAAE,KAAK,CAAC,SAAS,WAAW,CAAC,EAAE,GAAG,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,kZAAwY,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,4BAA4B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2UAAkT,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,uEAAuE,OAAO,wKAAwK,MAAM,CAAC,YAAY,WAAW,EAAE,MAAM,KAAK,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2EAA2E,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,0EAAqE,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,+IAAqI,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,4FAAuF,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,oBAAoB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,8SAAoS,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,SAAS,eAAe,CAAC,EAAE,+XAA+X,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,kBAAkB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0HAAqH,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,sEAAsE,OAAO,sKAAsK,MAAM,CAAC,YAAY,WAAW,EAAE,MAAM,KAAK,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,kLAA6K,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,iCAAiC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,wDAAwD,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,4EAAuE,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,iFAA4E,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,iIAAiI,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBF,EAAE,IAAI,CAAC,SAAS,CAAC,yEAAsFE,EAAEC,EAAE,CAAC,KAAK,uBAAuB,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAsBF,EAAE,SAAS,CAAC,SAAS,SAAS,CAAC,CAAC,CAAC,CAAC,CAAC,EAAE,sBAAsB,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,4HAA4H,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,mLAA8K,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,iBAAiB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,qeAA2d,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,wEAAwE,OAAO,0KAA0K,MAAM,CAAC,YAAY,WAAW,EAAE,MAAM,KAAK,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,UAAU,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,8IAAyI,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,uBAAuB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4gBAAmf,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,qBAAqB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+cAAgc,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,gCAAgC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0eAAge,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,QAAQ,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+WAA2V,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,kVAAkV,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,iBAAiB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,wXAAmX,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,UAAU,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,gKAAwKE,EAAE,KAAK,CAAC,SAAS,OAAO,CAAC,EAAE,qDAAqD,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,mSAAmS,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,uEAAuE,OAAO,4EAA4E,MAAM,CAAC,YAAY,WAAW,EAAE,MAAM,KAAK,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yQAA0P,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,WAAW,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,8dAA2eE,EAAE,KAAK,CAAC,SAAS,cAAc,CAAC,EAAE,0BAA0B,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,UAAU,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,kNAA6M,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,wEAAwE,OAAO,0KAA0K,MAAM,CAAC,YAAY,WAAW,EAAE,MAAM,KAAK,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,qMAAqM,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,qWAAsV,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,UAAU,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+DAA+D,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,gOAA2N,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,wMAAwM,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,iDAA8DE,EAAE,KAAK,CAAC,SAAS,wBAAwB,CAAC,EAAE,GAAG,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,uBAAuB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,qIAAqI,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,oEAAoE,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,0FAAqF,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,qBAAqB,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBF,EAAE,IAAI,CAAC,SAAS,CAAC,OAAoBE,EAAE,KAAK,CAAC,SAAS,uBAAuB,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,mTAA8S,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,iEAA4D,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,mBAAmB,CAAC,EAAE,yHAAyH,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,4CAA4C,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,sCAAsC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,oNAAiOE,EAAEC,EAAE,CAAC,KAAK,oCAAoC,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBH,EAAEI,EAAE,EAAE,CAAC,SAAS,CAAcF,EAAE,KAAK,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,QAAQ,CAAC,CAAC,CAAC,EAAeA,EAAE,SAAS,CAAC,SAAS,8CAA8C,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAE,iOAAiO,CAAC,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,wEAAwE,OAAO,0KAA0K,MAAM,CAAC,YAAY,WAAW,EAAE,MAAM,KAAK,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,uDAA+DE,EAAE,SAAS,CAAC,SAAS,gBAAgB,CAAC,EAAE,kBAA+BA,EAAE,KAAK,CAAC,SAAS,eAAe,CAAC,EAAE,sLAAsL,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,gGAA6GE,EAAEC,EAAE,CAAC,KAAK,wCAAwC,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAsBF,EAAE,SAAS,CAAC,SAAS,wBAAwB,CAAC,CAAC,CAAC,CAAC,CAAC,EAAE,kKAA+KA,EAAEC,EAAE,CAAC,KAAK,yCAAyC,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAsBF,EAAE,SAAS,CAAC,SAAS,iBAAiB,CAAC,CAAC,CAAC,CAAC,CAAC,EAAE,0GAAqG,CAAC,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,uEAAuE,OAAO,4EAA4E,MAAM,CAAC,YAAY,WAAW,EAAE,MAAM,KAAK,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,wMAAmM,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,4BAA4B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,KAAK,CAAC,SAAS,2GAA2G,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,8HAAyH,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,sBAAsB,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,iPAAyPE,EAAE,KAAK,CAAC,SAAS,UAAU,CAAC,EAAE,yGAAoG,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+KAA+K,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,sBAAsB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+NAAgN,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,oDAAoD,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,2GAAiG,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,+FAAqF,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,oLAA2J,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,yCAAyC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,0DAAuEE,EAAE,KAAK,CAAC,SAAS,SAAS,CAAC,EAAE,0EAA0E,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,qGAAqG,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,oSAAiQ,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,oJAA0I,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,QAAG,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,0SAAkTE,EAAE,KAAK,CAAC,SAAS,gLAA2K,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeY,EAAwBd,EAAIC,EAAS,CAAC,SAAS,CAAcC,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,qEAAqE,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,cAAc,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAea,EAAwBb,EAAID,EAAS,CAAC,SAAsBD,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,oFAAoF,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAec,EAAwBhB,EAAIC,EAAS,CAAC,SAAS,CAAcD,EAAE,IAAI,CAAC,SAAS,CAAC,2XAAwYE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,uKAAoLE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,mCAAmC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,8TAA8T,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,sEAAsE,OAAO,oQAAoQ,MAAM,CAAC,YAAY,YAAY,EAAE,MAAM,KAAK,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,4CAAoDE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,4DAA4D,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,kCAA6B,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,6BAA6B,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,sJAAmKE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,sEAAiE,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,iHAAyHE,EAAE,KAAK,CAAC,SAAS,mBAAmB,CAAC,EAAE,8EAAyE,CAAC,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,uEAAuE,OAAO,uQAAuQ,MAAM,CAAC,YAAY,YAAY,EAAE,MAAM,KAAK,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,mKAAgLE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,4GAAyHE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,OAAO,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBF,EAAE,IAAI,CAAC,SAAS,CAAC,QAAqBE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,gMAA6ME,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,sVAAmWE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,qLAAkME,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,2BAAwCE,EAAE,SAAS,CAAC,SAAS,kBAAkB,CAAC,EAAE,IAAiBA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,2YAAwZE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,uTAA0TE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,8JAAsKE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,iCAA4B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2WAA2W,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,uEAAuE,OAAO,uQAAuQ,MAAM,CAAC,YAAY,YAAY,EAAE,MAAM,KAAK,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2IAA2I,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,iEAA4D,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,wEAAwE,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,mEAAmE,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBF,EAAE,IAAI,CAAC,SAAS,CAAC,kCAA+CE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,yCAA0B,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,8PAA2QE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,mKAAgLE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,iBAAiB,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,iJAA8JE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,mEAA2EE,EAAE,KAAK,CAAC,SAAS,YAAY,CAAC,EAAE,+JAA4KA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,mBAAmB,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,qPAAkQE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,mVAAgWE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,8DAA2EE,EAAE,KAAK,CAAC,SAAS,QAAQ,CAAC,EAAE,2DAAwEA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,wBAAwB,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,8BAA8B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,mBAAmB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uBAAuB,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,6BAA6B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,oBAAoB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sBAAsB,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAee,EAAwBjB,EAAIC,EAAS,CAAC,SAAS,CAAcD,EAAE,IAAI,CAAC,SAAS,CAAC,4BAAyCE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,mCAAgDE,EAAEC,EAAE,CAAC,KAAK,wFAAwF,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,WAAW,CAAC,CAAC,CAAC,EAAE,6BAA0CF,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,iBAAiB,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,WAAW,CAAC,EAAE,4EAA4E,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,yMAAsNE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,kDAAkD,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,4FAAyGE,EAAE,SAAS,CAAC,SAAS,uBAAuB,CAAC,EAAE,sCAAsC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,8BAA2CE,EAAE,SAAS,CAAC,SAAS,eAAe,CAAC,EAAE,QAAqBA,EAAE,SAAS,CAAC,SAAS,eAAe,CAAC,EAAE,OAAoBA,EAAEC,EAAE,CAAC,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,iCAAiC,CAAC,CAAC,CAAC,EAAE,iDAA8DF,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,gCAAgC,UAAU,eAAe,OAAO,MAAM,IAAI,sEAAsE,OAAO,oQAAoQ,MAAM,CAAC,YAAY,YAAY,EAAE,MAAM,KAAK,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,gCAAgC,UAAU,eAAe,OAAO,MAAM,IAAI,uEAAuE,OAAO,uQAAuQ,MAAM,CAAC,YAAY,YAAY,EAAE,MAAM,KAAK,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,qCAAqC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,gJAAgJ,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBF,EAAE,IAAI,CAAC,SAAS,CAAC,yFAAsGE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,oBAAiCE,EAAEC,EAAE,CAAC,KAAK,wFAAwF,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,2CAA2C,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,mEAAgFE,EAAEC,EAAE,CAAC,KAAK,wCAAwC,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,gBAAgB,CAAC,CAAC,CAAC,EAAE,8BAA2CF,EAAEC,EAAE,CAAC,KAAK,+CAA+C,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,QAAQ,CAAC,CAAC,CAAC,EAAE,IAAiBF,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAegB,EAAwBlB,EAAIC,EAAS,CAAC,SAAS,CAAcD,EAAE,IAAI,CAAC,SAAS,CAAC,mCAAgDE,EAAEC,EAAE,CAAC,KAAK,yHAAyH,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,SAAS,CAAC,CAAC,CAAC,EAAE,4BAA4B,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,eAAe,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,6IAA6I,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,2CAA2C,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,aAA0BE,EAAEC,EAAE,CAAC,KAAK,yFAAyF,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,gCAAgC,CAAC,CAAC,CAAC,EAAE,YAAY,CAAC,CAAC,EAAeJ,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,sHAAsH,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,kJAAkJ,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,uBAAoCE,EAAEC,EAAE,CAAC,KAAK,yFAAyF,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,uBAAuB,CAAC,CAAC,CAAC,EAAE,wHAAqIF,EAAE,SAAS,CAAC,SAAS,mDAAmD,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,sEAAsE,OAAO,wKAAwK,MAAM,CAAC,YAAY,aAAa,EAAE,MAAM,KAAK,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeiB,EAAwBnB,EAAIC,EAAS,CAAC,SAAS,CAAcD,EAAE,IAAI,CAAC,SAAS,CAAC,gCAA6CE,EAAEC,EAAE,CAAC,KAAK,yBAAyB,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,WAAW,CAAC,CAAC,CAAC,EAAE,8VAA8V,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,sBAAsB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+PAAgQ,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,wEAAwE,OAAO,0QAA0Q,MAAM,CAAC,YAAY,YAAY,EAAE,MAAM,KAAK,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,gIAAiH,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,mNAA+L,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,ySAAoS,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,mXAA+V,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,iPAAuO,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+DAA+D,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,wEAAwE,OAAO,0QAA0Q,MAAM,CAAC,YAAY,YAAY,EAAE,MAAM,KAAK,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,iZAAgZ,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2WAAiW,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,uEAAuE,OAAO,wKAAwK,MAAM,CAAC,YAAY,WAAW,EAAE,MAAM,KAAK,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,wMAAmM,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,6KAA6K,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2TAAuS,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4MAA4M,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,wKAAwK,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,2CAA2C,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,8OAAyO,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,oEAA+D,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,mFAAmF,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,mJAAgKE,EAAE,KAAK,CAAC,SAAS,yBAAyB,CAAC,EAAE,mIAAoH,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+MAA+M,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,idAA4c,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,oKAA+J,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,qEAAqE,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,gNAA4L,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,ujBAA+gB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4LAA4L,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,0CAAqC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,gGAA2F,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,iMAA4L,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,qHAAgH,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,mQAA+O,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,6fAA4f,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,sEAAsE,OAAO,oQAAoQ,MAAM,CAAC,YAAY,YAAY,EAAE,MAAM,KAAK,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sSAAkR,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2KAA2K,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,mCAAmC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,wUAAwU,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,mGAA8F,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,wBAAwB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,oLAA0K,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,iSAAmS,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sfAA8c,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,uEAAuE,OAAO,uQAAuQ,MAAM,CAAC,YAAY,YAAY,EAAE,MAAM,KAAK,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,mRAA8Q,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sOAAmO,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4LAA4L,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,ufAAof,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,mIAAmI,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,iCAAiC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,mOAAyN,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,wEAAwE,OAAO,0KAA0K,MAAM,CAAC,YAAY,WAAW,EAAE,MAAM,KAAK,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sNAA4M,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,qEAAqE,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+FAA0F,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,uEAAuE,OAAO,uQAAuQ,MAAM,CAAC,YAAY,YAAY,EAAE,MAAM,KAAK,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,wCAAwC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uJAAkJ,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,6cAAuc,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,wBAAwB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,wQAAoP,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,6FAA6F,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,oJAAgI,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0EAAqE,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uVAA0V,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,eAAe,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,oSAAqR,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sHAAiH,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,wEAAwE,OAAO,0QAA0Q,MAAM,CAAC,YAAY,YAAY,EAAE,MAAM,KAAK,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,8NAA2N,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,8TAAqS,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sOAAsO,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,gCAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uSAA6R,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,kTAA6S,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0JAA0J,CAAC,CAAC,CAAC,CAAC,EACpmwIkB,EAAqB,CAAC,QAAU,CAAC,UAAY,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAG,CAAC,EAAE,UAAY,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAG,CAAC,EAAE,UAAY,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAG,CAAC,EAAE,WAAa,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAG,CAAC,EAAE,UAAY,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAG,CAAC,EAAE,UAAY,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAG,CAAC,EAAE,WAAa,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAG,CAAC,EAAE,WAAa,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAG,CAAC,EAAE,UAAY,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAG,CAAC,EAAE,UAAY,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAG,CAAC,EAAE,UAAY,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAG,CAAC,EAAE,SAAW,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAG,CAAC,EAAE,WAAa,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAG,CAAC,EAAE,UAAY,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAG,CAAC,EAAE,WAAa,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAG,CAAC,EAAE,WAAa,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAG,CAAC,EAAE,mBAAqB,CAAC,KAAO,UAAU,CAAC,CAAC",
  "names": ["richText", "u", "x", "p", "Link", "motion", "richText1", "richText2", "richText3", "richText4", "richText5", "richText6", "richText7", "richText8", "richText9", "richText10", "richText11", "richText12", "richText13", "richText14", "richText15", "__FramerMetadata__"]
}