Principles of Marketing

Final Project
Submitted by: AC111
Group No!
"orelyn Mae Silao
Faye #i$ina Gracia
%&abel #omingo
#iana C'ristine Mar&an
(omari Pic&on
Submitted to:
Ms Mariel Almine
I. )*ecuti$e Summary
Beauty and personal care increased in value by 6% in 2012
(http://www.euromonitor.com/hair-care-in-the-philippines/report), Filipino consumers
continue to spend on beauty and personal care products not just to maintain
good hygiene, but to improve their physical appearance !s a company that
dedicates itsel" to all things natural, #e #or$ hard every day to become more
%&reen'

(ven though a lot o" shampoo brands assert that their products to be
natural or organic, they are just #idely $no#n as pseudo)natural *ommercial
shampoos contain harsh detergent cleansers that strip hair o" its natural glo#
and nutrients +,-. *o introduces products that #ill satis"y consumers/ major
hair problems -hese are +airgani0ue !nti)+air"all, !nti).andru"", .ry 1 Fri22
Fi3, 4ourished 1 *lean, and +ealthy 1 5oisturi2ed 6nli$e commercial
shampoos there are absolutely no side e""ects in using organic shampoo
+,-. *o is "ounded to provide hair care products #ith #holesome
organic ingredients to consumers #ho are loo$ing "or an indulging e3perience "or
their hair
-his report presents the "ull situational analysis, s#ot analysis, $ey
strategies and its corresponding action program use to mar$et the product line o"
+,-./7 +airgani0ue 7hampoo -his proposes a mar$eting plan "or the
compnay/s product line to generate revenue by projecting e""ective mar$eting
strategy and providing the company #ith competitive advantage
II. Situational Analysis
881 *ompany !nalysis
+,-. *o is a manu"acturing company #hich #as established in 2019 in
:arana0ue, :hilippines -he *ompany launches a product line that is vital in the
:hilippine industry -he company/s main goal is to accustomed its products in
the mar$et and be able to maintain it
-he +,-. *o management team brings hair products coming "rom all
organic ingredients (ven though the company is ne#ly established, the
company ensures its #ell organi2ed organi2ational structure; the company is
made up o" pro"essional and competitive management teams #hich #ill drive
the company to success
882 *ustomer !nalysis

:eople have become more a#are o" the bene"its o" using shampoo made
"rom organic ingredients -he a#areness o" the consumers projects an increase
in the use o" personal care products made "rom organic ingredients +air care
products are part o" an individual/s personal hygiene and here in the :hilippines
it is very in demand on "air se3
<e are targeting teen, young adults and adults o" all gender, middle class
and upper middle class, #herein consumers part o" this group are more concern
about healthy li"estyle -he consumers sel" satis"action #ill be the companies
target mar$et = their li$ing o" healthy living and at the same time attaining their
needs and #ants +airgani0ue o""ers its products using mass mar$eting
techni0ue; +airgani0ue launches a product line by introducing varieties o" hair
care remedies that attract customers #ho have di""erent hair problems and
attitudes to#ards a product 7ince organic shampoo are not yet "ully developed
and "rom periods o" time consumers are becoming a#are o" the bene"its o"
using organic shampoo, there is a bright "uture ahead o" +airgani0ue 7hampoo
889 *ompetitor !nalysis
-he +,-. *o is a developing mar$et in the organic personal care
mar$et and is highly e3pected to continue in the "uture "avored by the
consumers .irect competitors in the mainstream o" personal hair care industry
in the :hilippines have sho#n concern and initiated their o#n natural 1 organic
hair care brands
Competitor
Product
"ine
+air
Care
Product
,ype
+air Care
Products
Main
S'ampoo
Product
#istribution
C'annel
MS-P
+uman
Nature
Beauty
1
:ersonal
*are,
Baby 1
>ids
*are,
+ome 1
:et *are
,rganic
7tregthening
and
*lari"ying
7hampoo,
5oisturi2ing
1
?evitali2ing
7hampoo
100%
*lari"ying
7hampoo
,nline and
Branch
,utlet
:hp @@AB ) 1CCAB
Palmoli$e
,ral,
Body,
7$in and
+air
*are
:seudo
) 4atural
:almolive
7hampoo 1
*onditioner
:almolive
4aturals
Docal stores,
7hopping
5alls,
<holesalers,
and
?etailers
1@ml = :hp 600
C0 ml = :hp B900
1E0 ml = :hp C600
9B0 ml = :hp 1EC00
No$u'air
+air
*are
,rganic
4ovuhair
7calp Dotion
and
4ovuhair
7hampoo
!nti)+air
Doss
7hampoo
Docal stores
(<atsons),
,nline
,rders 1
7hopping
5alls (-he
Dandmar$
5a$ati
-rinoma)
:hp 9, CE0
Golden
Fabulou&
+air
1 7$in
*are
,rganic
(*oconut)
7hampoo,
*onditioner,
+ot ,il
*ream 1
-reatment,
+air 7pa
*oconut
5il$
7hampoo
+air 1
7calp
:rotection
<atsons B00 ml = :hp 16C
Nanny
-ose Gugo
. "auat
+air
*are
,rganic 7hampoo
&ugo 1
Dauat
7hampoo
<atsons and
5ercury
.rugstores
100 ml = :hp CC
200ml = :hp 1EB

88@ *ollaborators

+,-. *o has its collaborators that #ill help them supply their needs and
also the needs o" their consumers :hilippines are endo#ed #ith rich agricultural
resources and to be able to supply "resh herbal and organic ingredients that #ill
ma$e up the product; the company #ill be cultivating its o#n "arm #hich #ill be
based in :angasinan !lthough some o" our $ey ingredients #ill also be supplied
by di""erent companies; :rime3 *oco :roducts, *hem#orld Fragrance Factory,
8novat *orporation #ill be responsible "or supplying us the herbs and e3tracts
#e need <ith this plan, the company ensures "resh and organic ingredients
-he bottles and containers used "or the product #ill be supplied by ?ejj
5ar$eting #hich is located in 5ari$ina ?eaching out to them #ouldn/t be a
problem since they/re just near the plant #here the products are being
manu"actured (* 7o"t :ac$aging *o #ill be in charge "or the labels, mar$s,
bar codes, bo3es and other materials needed "or pac$aging
Banco .e ,ro #ill be the company/s "inancial collaborator -his is #here
the company #ill borro# and deposits money to be used and to be saved "rom
the salesFoperations o" the business

III. S/0, Analysis
7trengths
- 5anu"actured in the :hilippines, #here there is large agricultural
resources
- ,rganic 7hampoo is the original product line o" the company
- Garieties o" shampoos to choose "rom
- !vailabilities o" products in di""erent si2es
- Fair "or se3
- ,""ers its lo#est volume in sachets
- !vailable in most retail outlets
<ea$nesses
- 4e#ly established productFcompany
- +eavy mar$eting strategy = since there are a lot o" e3isting competitors
the company need to initiate heavy mar$eting strategy to be able to
mar$et the product in line #ith its competitors
,pportunities
- -here is a gro#th in hair care and shampoo mar$et by about B)E%
(http://www.euromonitor.com/hair-care-in-the-philippines/report)
- 8ncreasing demand "or healthier products
- !#areness and "amiliarity o" the product because o" the celebrities in
commercials and advertisements
- 8ncrease in product port"olio
- :opulation increase and e3panding demographics
-hreats
- 7evere competition = increasing number o" competitors either locally or
globally
- Do# response hierarchy = lo# involvement product, #here every
people used it and don/t need to ma$e a "urther consideration be"ore
ma$ing a decisions to buy it (Belch 1 Belch 200A, pp1@2)
- Do# levels o" loyalty ) consumers are usually encouraged to try ne#
brands
- 6nstable (conomic 7tatus
IV. 0bjecti$es
+,-. *o see$s to manage and gro# its business sustainably by
providing consumers products that only contains organic ingredients <e #ill
develop ne# #ays o" doing business to meet the needs o" the billions o" people
#ho are yet to become consumers and deserve a healthy 0uality o" li"e
- -o achieve the positive "eeling about the brand
- -o create interest and a#areness about the brand
- -o develop ne# #ays o" doing business that allo#s business gro#th #hilst
reducing the operations/ environmental impact
- -o attain and maintain the position o" being a reliable and #idely used
organic shampoo
V. Strategy
+airgani0ue 7hampoo aims to "ul"ill the needs o" its target mar$et by
o""ering an organic choice o" shampoo alternative through its strategies
P-0#1C,
i. Brand 4ameH +airgani0ue
(lements considered in brandingH
- 5emorableH short brand names catch the consumers mind
- 5eaning"ulH consumer has a clear meaning about +airgani0ue as a
product #hich is made up o" organic ingredients #hich can solve their
hair problems
- Di$ableH consumers tend to li$e brand name #hich can be $no#n
verbally and visually
- :rotectableH brand name is competitively and legally protectable;
retainable trade mar$
- !daptableH .i""erent pac$ "ormulations are easily adopted by the
consumers
ii. -ag DineH Be 4aturally Beauti"ulI
iii. JualityH ! very e""ective hair solution shampoo, #ith re"reshing organic
e3tracts, specially "ormulated to prevent hair loss, "ight dandru"", nourish,
clean, moisturi2e and maintain healthy hair +ypoallergenic 4o harm"ul
chemicals 4o side e""ects
iv. >ey 8ngredientsH &ugo (anti)hair"all), -ea -ree (anti)dandru""), !vocado (hair
repair), *alamansi (hair cleanser, removes dandru"", and increases hair
volume), +oney (nourish and conditions hair), !loe Gera and *oconut
(healthy scalp, moisturi2es and strengthens hair)
v. 7a"etyH *ompletely non)harm"ul 4o side e""ects 7a"e to use on all types o"
hair 7a"e "or daily usage
vi. :ac$ing and :ac$agingH
) :ac$ed in 1B ml, B0 ml, 100 ml, 1B0ml, 200 ml plastic bottles
- :hotos o" the $ey ingredients #ill be sho#n in the bottle
- 7a"ety loc$ #ill be on the cap o" the bottle
- -he product container is transparent to project clean and healthy product
- -he product uses a "reshness herbal essence in its pac$aging #hich
creates a positive and Kgreen/ impression
vii. DabelingH
- :rice, *ompany/s name, company/s logo, :roduct name, etc
- Brie" description o" 0uality
- >ey 8ngredients
- 7a"ety Features
- .irections "or use
- Barcode
- -he product uses attractive and elegant #hite, green, and blac$
combination as its base labeling
viii. Galue :roposition
For healthy proactive consumers, the +airgani0ue shampoo o""ers hair
solutions "or hair "all, dandru"", nourish 1 clean, moisture 1 healthy and dry
1 "ri22y problems because #e #ant to provide our consumers the organic
#ay o" having healthy hair and giving them the con"idence li$e no other
ix. Brand :ositioning 7tatementH
-o healthy proactive consumers, men and #omen, #ho #ant to do as
much "or the health o" their hair +airgani0ue is the organic shampoo brand
that gives you con"idence o" a healthier hair
P-2C)
i. :ricing 7trategyH
!t the time o" launching the company #ill be using :rice Juality 8n"erence
7trategy in #hich the company #ill use its price as an indicator o" 0uality
*onsumers usually depends a products 0uality based on its price 8t is given that
a consumer/s actual purchasing decision is in"luenced by the basis o" price
projecting a 0uality)driven product that/s #hy the company #ill stic$ to this status
0uo to be able to attract target consumers
(ventually a"ter positioning +airgani0ue products in the mar$et, the company #ill
then use *ost)based pricing strategy since +,-. *o stand upon its philosophy
o" providing e""ective and organic shampoo products !ccording to >otler, *ost)
based pricing strategy is #here a company comes up #ith an idea o" #hat they
thin$ #ould be a good product and sets the price a"ter considering all the
production costs -he product value that the company #ill be providing the
consumers #ill out#eigh the large costs incurred and prices set by the company
By gaining the trust o" the consumers sho#ing a 0uality)driven product the
company #ill be able to maintain its premium price and still top the mar$et
ii. 7uggested ?etail :riceH -o assess the prices o" the products, the company
needs to ta$e into consideration to set the price "or #hich the value it creates
"or customers is reasonably higher than the manu"acturing costs
3uantity 4in ml5
Manufacturer6s Suggested -etail
Price MS-P 4in Peso5
1B 1200
B0 6600
100 CC00
1B0 1@600
200 1EB00
iii. :rice Fle3ibilityH :rices are "le3ible to the economic conditions, to the cost o"
manu"acturing
P"AC)
i. *hannel o" .istributionH 5anu"actures products #hich #ill go through the
"ollo#ing channel o" distributions
7uppliers
5anu"acturer
.istributor

<holesaler
?etailer

*ustomer
7ince the company is just ne#ly established, this channel distribution
has been adopted and distributing the products by themselves #ill be very
costly 7o to avoid this problem and to ensure proper distribution the company
#ill collaborate #ith distributors, #holesalers and retailers
ii. 8nventory 5anagementH :roduction #ill be done on batch basis, one batch #ill be
under process, ingredients and ra# materials "or the ne3t batch #ill be obtained
-his #ill result in lo# storage cost and su""icient ra# materials and ingredients "or
manu"acturing
iii. <arehousingH Be"ore dispatching the products to its respective distributors it #ill
be stored in the company/s #arehouse near its plant
iv. -ransportationH *ompany #ill collaborate to a transportation company to
transport its goods "rom the plant to #arehouse to the distributors
P-0M0,20N
i. :romotion 7trategyH
:ush and :ull 7trategy
!rmstrong and >otler de"ined pull strategy as to #hen the producer directs
its mar$eting activities to#ard "inal consumers to induce them to buy the product
and push strategy involves pushing the product through distribution channels to
"inal consumers +,-. *o plans to combine both strategies "or #hich it is more
e""ective in attaining consumer value -his strategy #ill be implemented by
means that the company desires to attract customers to buy their products and to
create customer demand by e3panding their product line and o""ering their
products in stores -his strategy can be implemented progressively i" the
company undergoes e""ective promotional mediums
!8.! 7trategy
!ttention 8nterest .esire !ction
-his can be projected by capturing the attention o" the consumers,
maintaining their interest to the product; ma$e the product desirable "or them and
lastly ma$ing them purchase the product 7ince the company/s primary objective
is to provide its consumers products that #ill improve and sustain their healthy
li"estyle, +,-. *o adapted !8.! strategy because basically this strategy
"ocuses on its consumers, on ho# to get the attention o" the observers until they
become their consumers -his strategy can be made success"ul i" e""ective
promotion #ill be done
ii. !dvertisingH -he company/s objective is to use in"ormative advertising to build
primary demand through the "ollo#ing mediumsH
-G !dvertisements (!B7)*B4 and &5! net#or$s during primetime)
5aga2ines F 4e#spapers (LesI, *andy, *osmopolitan, <omen/s 1
5en/s +ealth and ?eal Diving 5aga2ines 5anila Bulletin, :hilippine
7tar and :hilippine .aily 8n0uirer 4e#spaper)
8nternet !ds (7ocial 4et#or$ing 7ites li$e Faceboo$, -#itter and
8nstagram (stablishing the company/s #ebsite)
Billboards F :osters and Flyers
.istribution o" "ree samples to chec$ the 0uality o" o""ered product that
is substantially high (-est 5ar$eting)
iii. :ublic ?elationsH
-he *ompany #ill construct a #ebsite "or detailed in"ormation and
"eedbac$ #here people can visit it and can send opinions and
suggestions
-he company #ill organi2e special events to reach the public #here
there #ill be speeches about the products and such
iv. :ersonal 7ellingH :ersonal selling #ill only be done through supermar$ets,
mercury drugstores and <atsons, #here a representative #ill be assigned to
tell customers about the bene"its and uses o" the product and also #hat
di""erentiates our product amongst others
VI. Action Program
For the strategies be implemented the company organi2ed the "ollo#ing
schedule o" activities to be able to identi"y #hen and #hat #ill be initiated and
ho# #ill the company/s strategies be implemented

VII. 7udget
+,-.
*o/s primary
source is agricultural resources so it is given that it #ould be very costly -he
company #ill project its estimated budget allocations to be able to set a reasonable
and signi"icant price to their products !ll values stated belo# are assumed by the
company
8ariable . Fi*ed Costs Allocation
Fi3ed *ostsH
7alaries 1 *ommissions :hp BB0, 00000
!dvertising (3pense
-G !dvertisements 9, B00, 00000
5aga2ines F 4e#spapers 900, 00000
Billboards F :osters and Flyers 600, 00000
8nternet !ds F <ebsite 200, 00000
Free 7ampling B0, 00000
:ublic ?elations 100, 00000
:ersonal 7elling B0, 00000 @, E00, 00000
?ent (3pense E00, 00000
8nsurance (3pense 1, 1B0, 00000
6tilities (3pense 1, E00, 00000
?epairs 1 5aintenance 1B0, 00000
Freight ,ut 200, 00000
.epreciation (3pense 100, 00000
8nterest (3pense 2B0, 00000
-otal Fi3ed *osts :hp C, E00, 00000
!s #hat the title says, these are costs #hich are already "i3ed #hether or not
units are produced -his usually includes salaries, rent, depreciation, etc -his cost
is vital in determining the price o" the company/s product
Gariable *ostsH
Gariable cost per pac$ (1B ml)H :hp E00
Gariable cost per pac$ (B0 ml)H :hp @@00
Gariable cost per pac$ (100 ml)H :hp 6600
Gariable cost per pac$ (1B0 ml)H :hp CA00
Gariable cost per pac$ (200 ml)H :hp 12900
-otal Gariable *osts :hp 99E00
Gariable costs are the ra# materials that are directly related into creating the
company/s product and the labor that is attributable in the processing o" the product;
these are the costs that vary in output -hese includes costs relating to the price o"
the organic herbs cultivated and purchased; the salaries and #ages o" the #or$ers
directly involved in the operations o" the business; and other operating e3penses
incurred directly related to the process o" creating the company/s product Gariable
costs are essential "or setting the price o" the company/s product
#etermination of Selling Price 4MS-P5
-he selling prices o" +,-. *o/s products are obtained provided by the "ollo#ing
computationsH
Juantity *omputation (G* 3 19:; ) 57?:
1B ml E 3 1B0% :hp 1200
B0 ml @@ 3 1B0% :hp 6600
100 ml 66 3 1B0% :hp CC00
1B0 ml CA 3 1B0% :hp 1@600
200 ml 129 3 1B0% :hp 1EB00
7reak<)$en Analysis
+,-. *o addresses brea$)even analysis to estimate their mar$eting activity; to
determine ho# much sale volume they need to be able to start ma$ing pro"it
Brea$)(ven !nlysis FormulaH ?(M) ) G*(M) ) F* N :
<hereH
? N ?evenue or 7elling :rice :er :ac$
M N Golume or 4umber o" :ac$s
G* N Gariable *ost :er :ac$
F* N Fi3ed *ost
: N :ro"it
*omputationsH
:hp 1200(M) = :hp E00(M) = :hp C, E00, 00000 N :hp 000
:hp @00(M) N :hp C, E00, 00000
M N 2, @B0, 000 pac$s per year
:hp 6600(M) = :hp @@00(M) = :hp C, E00, 00000 N :hp 000
:hp 2200(M) N :hp C, E00, 00000
M N @@B, @B@B@ or @@B, @BB pac$s per year
:hp CC00(M) = :hp 6600(M) = :hp C, E00, 00000 N :hp 000
:hp 9900(M) N :hp C, E00, 00000
M N 2C6, C6C6C or 2C6, CA0 pac$s per year
:hp 1@600(M) = :hp CA00(M) = :hp C, E00, 00000 N :hp 000
:hp @C00(M) N :hp C, E00, 00000
M N 200, 000 pac$s per year
:hp 1EB00(M) = :hp 12900(M) = :hp C, E00, 00000 N :hp 000
:hp 6200(M) N :hp C, E00, 00000
M N 1BE, 06@B1 or 1BE, 06B pac$s per year
-he "ollo#ing computations #ill let the company ho# many units o" a product the
company #ill need to sell to brea$)even ,nce the brea$)even point has been
reached, it just sho#s that the company has recovered "rom the costs associated
#ith producing their products (very additional units sold in e3cess to the "ollo#ing
"igures stated above becomes part o" the company/s pro"its
7udgeted 2ncome Statement

!ssuming that +,-. *o produced and sold @, 900, 000 pac$s o" +airgani0ue
products #ith a ta3 rate o" 90%, the income o" the company #ould be :hp 9@, BE0,
00000 #hich is derived "rom the 8ncome 7tatement sho#n belo#H
+,-. *o
8ncome 7tatement
7ales ( 4ote 1) :hp 1AA, 1B0, 00000
DessH *ost o" 7ales (4ote 2) 11A, CB0, 00000
&ross :ro"it BC, 200, 00000
DessH ,perating (3penses
!dministrative (3penses (4ote 9) @, 000, 00000
7elling (3penses (4ote @) B, E00, 00000
8ncome be"ore -a3 @C, @00, 00000
8ncome -a3 (3pense 1@, E20, 00000
4(- 84*,5( :hp 9@, BE0, 00000
4ote 1H
(1B ml) 9, 000, 000 3 :hp 1200 N :hp 96, 000, 000
(B0 ml) B00, 000 3 :hp 6600 N 99, 000, 000
(100 ml) 9B0, 000 3 :hp CC00 N 9@, 6B0, 000
(IB0 ml) 2B0, 000 3 :hp 1@600 N 96, B00, 000
(200 ml) 200, 000 3 :hp 1EB00 N 9A, 000, 000
7!D(7 :hp 1AA, 1B0, 000
4ote 2H
(1B ml) :hp E00 3 9, 000, 00 N :hp 2@, 000, 000
(B0 ml) :hp @@00 3 B00, 000 N 22, 000, 000
(100 ml) :hp 6600 3 9B0, 000 N 29, 100, 000
(1B0 ml) :hp CA00 3 2B0, 000 N 2@, 2B0, 000
(200ml) :hp12900 3 200, 000 N 2@, 600, 000
*,7- ,F 7!D(7 :hp 11A,CB0, 000
4ote 9H
?ent (3pense :hp E00, 00000
8nsurance (3pense 1, 1B0, 00000
6tilities (3pense 1, E00, 00000
?epairs 1 5aintenance 1B0, 00000
.epreciation (3pense 100, 00000
!.58487-?!-8G( (M:(47( :hp @, 000, 00000
4ote @H
7alaries 1 *ommissions :hp BB0, 00000
!dvertising (3pense
-G !dvertisements 9, B00, 00000
5aga2ines F 4e#spapers 900, 00000
Billboards F :osters and Flyer 600, 00000
8nternet !ds F <ebsite 200, 00000
Free 7ampling B0, 00000
:ublic ?elations 100, 00000
:ersonal 7elling B0, 00000 @, E00, 00000
Freight ,ut 200, 00000
8nterest (3pense 2B0, 00000
7(DD84& (M:(47( :hp B, E00, 00000
VIII. Control
A. -he "ollo#ing are the suggested per"ormance standards and "inancial controls
in comparing the "inancial e3penditures #ith the plan goals
-he brea$do#n o" budget #ill be a 20 percent allocation to product
study, a 90 percent allocation to the customer survey and mar$eting
in"ormation system development, and a B0 percent allocation to ne#)
business development and ne#)product implementation
(ach department is responsible "or reporting all "inancial e3penditures,
including personnel salaries and direct e3penses, "or their segment !
standardi2ed reporting "orm #ill be developed and provided by the
mar$eting director
!ny ne# product o""ering #ill be evaluated every three months to
determine its pro"itability :roduct development e3penses #ill be
distributed one)year period and #ill be compared #ith gross income
generated during the same period
B. -o analy2e the e""ectiveness o" +,-. co mar$eting plan, monitoring
procedures should be developed "or the various activities to bring the
mar$eting plan to "ruition -he "ollo#ing procedure sho#s the comparison o"
actual per"ormance #ith plan objectiveH
! perpetual comparison o" actual and planned activities #ill be
conducted on a monthly basis "or the "irst year and on every three
months a"ter the initial implementation phase; .epartment +eads #ill
report their comparison o" actual and planned outcomes directly to the
company president
(ach product development team is responsible "or determining #hat
changes must be made in procedures, product "ocus, or operations to
sho# the progress o" the product analysis conducted in its area
-eferences:
httpHFFgolden"abulou2comFproducts
httpHFFprojectbeautydiary#ordpresscomF2012F10F91Fnanny)rose)gugo)and)la#at)shampooF
httpHFF###novuhaircomF
httpsHFF###boundlesscomFmar$etingFpricingFpricing)tacticsFvalue)based)pricingF
httpHFFsmallbusinesschroncomFpush)pull)promotional)strategy)10CA2html
httpHFF###slidesharenetFseanpauldcuFmgB11)strategic)mar$eting)burts)bees)case)study)up
httpHFF###scribdcomFdocF9@CC@1A0F7unsil$)8ts)Branding)7trategies
httpHFF###scribdcomFdocFA1A6@@6BF8ntegrated)5ar$eting):lan)o")7unsil$
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