Research
March 18, 2015
Estée Lauder Pure Color Envy Sculpting lipsticks
By Jen King
Guided selling tactics are used by the majority of beauty marketers to encourage discovery, exploration and decision-making, but brands often make tactical missteps that diminish effectiveness, according to a new report by L2.
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Qcu1zEh7M37STWl4o8+4fuM2LcNrlCv\/iMN\/PGjzoOYGOhXejVCBOtLKhvg\/QgyaDg1rWpA9xDcUDk9V0g5xhGo47eyP+mmW\/L\/QrT9JhnbABdaFmbc46g3GsWtRMf0hTQSDeGU4IVywtvsL+WO6WhOIoEvcI6M773bXWCvc6osdV4ebT7oBb\/5z2P46ZROkIOkoSrmJJEZcl9HPr6kqvUSHuIChgOXl6\/vr+pAbOtwehO4BsDsZD6dpNShqDb00YWjK3\/O5DDy64lxIOQYPVf4MrdsSY4y\/o6EDiQpZy025Dpypq4h9t\/CxuK3B\/hA\/n4TpQMqZiWR785ar2FhKU\/tcfVk64Zxrkh738Y4lP2puEt2Hoi+jEHMIZlssddIff8cGU4IXyDqQjwzxfrnw4hgJ\/qI0k2qEO+721j6fZCBZNyAihOZkWCxXoJp7QFAGSmYhQWb6cWUEj7pbx25nO61tGRcSotUuKDlKmN90MK0gzGha0XdeRxVCwA\/qneh+BnnjCBlVf3ybb03zuQdqLqjzvfSS+RnDNmtDtKuFjWqH0ZLBS8HbUnX1U3ziiH8TTOYWNboVajMh6SxGk7iRjVErjGR5GMqdszgpc5dgeOGkcb82\/ikDjaoabi6fwqEMDjzpFcjvYKhm7CFQOaTWOQ1Aj2IORIcb\/yuTewo9Zp9pClkakMr6MHjMY0fo8UHfOnkDIjGwzYUZFzb7NeJ60RLqZjSzWrKWEG+sIiCvnXAkT7HSYqQ73zhe5dFVI32m7EWLk36Xs8yxQqDvCHar6jYy9uLBmFr1YlDaW9WIesZTXYVvyYf7uN5URKQwdYuggFb6DkIGuTd5OEAiGofQZhZ7DpDjib62MkJIujsAORJzseiRu1gbwTKraYPC5BEAvLxTX\/vv7my\/4qpqxDo4GyAAKK9RyJRHuk1TF6\/2rZsHkqS1UAe7y93HaoQcJg7zRINs6bXn9EvGgVluPiJaPOeHAwliw6a5kIYA4jApY2m4ClEgFFwGSMu9Nux4vwQ6R6u708JJSzJ0pJLrRep1415+65W42FCzjcOx5G63WYRUzK4KIM3wbg3TmhNwSd5\/Xs+DYOlwgmhhZn21tGFuV2iZpubiDoooa9tvqgqXzSba51Qxl8b81bdT2ljw7GPqx9an72hRgRYmg\/L\/bLu0JB1M3s027T2pQ33bKYZHt3EfrcxwV1DEh1xxuTXCVW50An6jijrPLBWF8qKmKJptrajzIjCenfQnnGxEMQmpEJQM5jujJL+SwiZB+9m\/M2NogaYzmASQgokSpNtGnRKiPDPhTIYMtG6MwgQv\/oR3kwgbJlmiWqIxbaWlLJqwDheGYXqiPL9gRIjbmlSIPuwJaIfox8o+ck77QqHwxNAWC3XoK6BOnyrjL1heX3gtZvMAV1aLYELswlUr58vB71b5I26vvH9oEKl33QtCUSLffApVRoLMLuPoR2ax83AiMSbvVb9yh9TQTBJqx3X3FL3eC9dTGcDJJGrvFuN+OU1bdB4crsWIgHz3e3JnRvrss7J9Y842CUBcKWdOlRQ5\/EMJCBTFMZvSJwC7LLlTRIgrEFHYXYkmKK01bV39ANrJdppyg+cd\/YnlqTW1M+Je3n3DOoj5CX6D5XMj5q7n9FeUDQtKDJwhu0JXAaP1sEnEgZBQz16xT7e4zjOnq\/L1jmkDJrQaT\/\/iSw78MbHQ9ynFHXxSVfzB2Ywv5ncUHBwZGo6F+bkJZgQntYfXnuRh6RlpbMhN5jxnAxMlPe0rc\/il1ZnhBSVQRozNKAokKaKBf7f1FbrNGhFGQn6DT1dlPJcYpg0m+CE3sMTbTkjb7pAYHB7rpWqycYTE+Q7EAUOgfNozQ5SzgXF45ukm2eiz+U1cEzUVH08bUI2VpRDn0VzVRmkwdcsnOvLLXpmWFZ7rSGcTPihdDtsTsXRgfLgSUWu70mG89+9Cj6bb7hyuLSscG\/9pZlCIB166sO9myRNwqQxz7X\/rpdueeo6UP1tGGdyymJPyl2mM5BQNFCBBsO07OL74KcRT\/K81UFiF2kgIb4z+RDaPnRGQloYB98bkoB0FaBJxsxqDUo+1HaUBU5wH+XpGApEJ8kJZ2N3piKBpLIl+Qk+heZsi7Pm6oa2MIl5w0VKhx0wQ9cu2A414GPhkBdasvPIxsAH9hrxlf\/dB3c5ILeUKdRP6kRCuOPCa4WyfolkOZhlG8JdMgFzWQcvu6dPBywH3ACJx2k6PqbMCmgNDfLsyf0EqrS\/8ldTO5u9lCQGXrYN\/nLutPkSwLRHhRlzWxeqy7hxiPzXGHlyVtBKEyN51YP+Y147D3mSYU8W9br9Y3wtkCNReeOfZN2jf9Q8gEcUm2E1niTBAX3Z9\/E3qjedrwInISbN2jTVmSoF1aXbI7Qx0OYe3YRLhUg6EpF1fS+GCeNbnsKUNE6IYwv+flM4myWa+jFH9nUX9GJ+WF3BmfQsNRsvUFQTWSYpGD62luTjArUTSUrBrbWyhoak4iBERb3\/nESAnM1aRvoVIz9L9uZVDUAV91cbH+V8PLH8eo7h4xU8BR+\/nRJ2o2aoswAyncjaW0ZxdazwSlmm020qw+BUYspwhrPhX35xUkvF8b5\/hl3Al7NHoH452kr9X1zB\/yGup\/4MLWwF0src3zTSeipmxtJbtfRKsp2DZBl\/q+dz2n\/hB856TsasEKnkzFDwmrL2v\/fNuKhMqb2eQH8OL9h8p6rwNuRph0vigZ8mL2avujUJhgZojfi1GB7OlL50jbOPV0spP7Ol\/FvDgIpljTjhyeD1OhkuMopeGHWl0P+ODO\/VsOqICNSCbxd9H3LL0hml5X3hHgA2xoysPCqRPWyeJq1rhW1wSxCDlRcn1tJdF9aC0fJqWikOrswmI0jE6Tw9ZRcezpXvXvHB02YzH\/1uKoy\/7PYWXglcusSl6Q8lkoftDKlbsfvDerQ45wuGICH0pzPY\/9y7EBgq4FtKn1OQYhwTudYIAHok5kFrsgaZpwAYNbsfOqBzPpJ5wo7DhNn3ye2j6AbE0TUS\/VLeuxNfY0pz\/Z\/CDTmw7d4Lr0Wp6laUTi5dxjfqipCrTI7q7FQyF4ZFSxGWY7awT1B4k7w22JBvWST\/oizAneaZKcAo9nWVGRwPDSxZry+1JrEWBVHiruLIUge6JaTT0nfSyEG7ded5gVcmO1SoRE4KAzq5VFmc6EFcovAMo6ZfRj2liY74+6C+n+Jx\/Uo1oZ\/utCytjKD5oOM0S8K7Du8wOn6C3TAcJPiASBDijkScPIJoIMHWvj1zRLzbcXtf3T0VOecyPNT0mWconWfmnwlgulihOz4Um5nt1v1bflZSsnUFVuucQA3EOgC0vL8vy5oFNfmEaOsh3ASx0T7S5nN8ZRZfYNVYfnMLOpXA\/vNzrpFJOvS0UOVh8IVyNfuqWK7c6zpZBxUNWeZpNHXxjY07\/TN6QdHlNs3wX4op7IaYdAWS1prCDSiWZ+xBf7fm9n3\/d2kN+0craBYwyKTo75vKtCPk90nQLQqrnwZ471ehU7jpcBKTBNVnKhWfCwxjWiFxgMNOdkwS+aSB0DEMlHxqzIrwkJ\/EIOqKsfksf+TSRMoD0cua7Q0zmdl7TjXRPENfrVw\/thAbKT03XHsIXKuJFJZDfvgthyNMVQrUFS9pIyLL2vA7Bmkaku9By4NnKWqfwdiRIEOpyp4kVztTXwodfDwXvmDlmpQGwsseoeUEO0a17ygHr\/ZKyY55HeIZ6Q+r9ipzEcaRILyPJoDxQo\/rBfCIg4eAijbkPlY30vO7yq6DJ54SPGgW99G+r0Nf7LGO0Xk5WYmWj97gPtbOBLsieZ0\/RYIWkh9UqF3XsxhN1N3q1HOsGMkswS0aXL5bsshE2O5p5UZQOOba0R39OXCR\/NEQZH2VWHxfFCFMobz+ACiOwy2oq0nMI\/CLq4GtNrgEik\/j1BBmyf5qIX2sImZR1POaqOfSVGFP3QMtIgTVP42KYMBRtklQEbMmJ5t75ZW7UE94UZksKFfJd8NnIgmSkD\/4YWp+MOpA9vroLzhhaCEwlHS5AP7RJM9cc+SJi0KajvA55YxItfg5+0Hj\/gzImgxIU+ppVorbOdYUk0lcxE9mgEPCZeIaS1s67v7EtJp9JHOcfB8K04CwMC7AcsJwLuntaBZPMRCSvsbQ28C3gMbLfW6o371tjZFsOHMEOBmwhrvaWVhoZEE9lPniuJ2oheTYTaJAUW6JjPyXJAV5IdegeyMfX7PkKpYuNlCXgT4EFPMIKgVH1799IIYM9Y+eo8gtFxClxbOPIBYNFiBe0yPLD3lP7aaM3leivwyk\/3Bvao+UigLFCqsH1nWC62N7snF\/qLxtMooYNhMrnIRCNFmu4SfJ\/LkvlVxWhDdX8HgsfY6hFaNx0HNb6jYRmjW6lfmMbh8cwytQDpjnR55Q0t4mLtNPtJami9rXKo0zbLclUkj0mYF3oYOpJzr14wUqzmNGns\/meuS6aZRcPFOs0oNE761IVx2+tOj0xHcZdg5PDI9g8H22mOnuzxDmVxk8RsfLTl\/s6pyWohq1jpl16trf4tpjfv27bPCKY6SvOrM+vIpNlZyDXeEbhPUx13oXHgUiBaJEG5x1OnvCzWl8W4Prx\/od5e7rxuT6UfZWOUiSHlUdOdNSICsRNYpcyRp\/xz1rZmvNAo0VcFAc2W\/YGv\/BMCJ3EWiumgIs9QT7fSdU1r2VI2l1Tg4bGIF8gAlNNnEfa78IWU3SV4Edizkwv7XIO2mFfAkE3bp2Jiov8NbqUEZ\/vpn1+9LODEEYJLzCRqeTyDTzkrPWthJg2NFdiB+kIcjUPpNdtm71F9caLJ3bA3e4Z1dk9Vs+04INRsLMPih7Bot6xWHxEe6ssox04H4Ubd94Z3LsIlcYOBKffOqhUEznW\/JUzDRH29uP2hpresYcQO352EvlvJgALjnvm3uYjeRMs\/oF09B+UFJDS+5sa47tEP5PqsoH7DgPphryuQJF\/bMYpBcgpVJov2LMZ876GIFBAPB1lO9N4+e6ARqEzbXonuvdGQlAsW2LAD8S+1ivQcfl4MiBGmU+XA4kdgFEbF1nziqi5JMFFHEVJx1SGJ8pp7x7QnPpbOyX9Ao0hBQbs27+uRiycjxEHAQTfC6se5hiZ67S9VygJTZayqiQjBSfru6VVdclEfAIkDk4uvgtiRPock6LAxnvFHZdwl++vHnWZnGuFfssgXhL3Lafavz+ZSViU8c2qiRAGaRqO4jUYssPbbu6wFWucIpcwMgVm5urJT+AHGRxXudwptPZMDbm++lZ2QFPgpYV9CkZz7VdDYzBBLN\/NZB\/EY\/kWucZitbylfQZJ+5BVGLtdSHqbZYxkvkxn79w6RJviBzSW5Mw8IybriiDyTAQZJbIcsE6cgm2+upAjU4XeMdmsscFvIQaUCLR8rf+jUlRg3bS9R0BTyahmmJIRM92euzarubjzoaHmtLly3GPQ+FUpKFU7\/es\/Ui5VPnglCcpRTyKxIUvH+32MyBecSzYA2RkcgPb7N9l73ExyMOa1CLbUTxQYmsrvkMmL82FJlmDSvbEYRN1P8xKqC1UWNap1\/gUlUGG3LMvRnGxLcsVLy4u4aHOqOfJCfxMBPqV3PvGlNLPaNeCJYVzo55Ippph2GY5dLaYchXWkrqdlx3OTMeYdAdNFiwIRqEdxNgw0iBxLaXmw\/mYXMk148tBqlVz6wFL7p0\/vRdEIy87+hyKXZN6I78F\/ETB4whi7TVKzeTuUhDE2gwFy2NG2lE8L+XlVnNT2CDHheFx5x1p8ujbv02Xt7S1dbQqyIzf8KdghRQ29IeFVRuWGCUg1cdVk5rRT8OMbHu7NR\/4PON7jJmSwo16KqtbCXHcfm\/tsMuhT9Ix6c36VTvexrEeTySJ9A93Iv3SEBzDGqkNY68MXg2GQL4CzDA3fQWe2CPGa0f1h+LqaVL9VYheIgFuWS\/uQdblZnol5spDVXJn+sv3MOP4Qxl9vs5Ule\/qDhl0HZFP\/G4Y5asQco91rQizmcxY4ZhE1sztw3OkkIpSoMmFthrrDfxPBCreiGlat\/DqsxszOyT9qNpjQhWOpMYgoHARMKxYwTKWvzdzqkyMbtmJoO\/RtZhcPHJbpVwCu+\/GLHhbuznS\/KspU\/+PXQEMld0TCyBXgldy+AKUxaSw5E1UBVUIntM3OYgoPEnvKTWLj6iiSLcTR8RUbz4S9rgLVJh7cV8NMpb7C\/TkUp9QnIBsnQBqarptVbXqwAY3Wv42bUOh6Om4W16Yn8ALGdzvaL4W0QPu1eD1ZAsO+spcfFTJdK\/7cajACQDfYEPOdGF0bdqav4LVIMn7B+QYV+CTHKziWoiyigbOm\/VJwLPfw46tOqJcE0U9QcNIyCHw34dsrW4r3Ag9yMEX\/ZjgMxhzTsRC+sg6fyF6DSfgFQU0Gdl3I5pXYJrOKUCnUm6+W0AoZGUQ98MfsPFFu8RpDKi4Mviz8872otA9bW0rS1IupNqaI3tPcTFXH+3N7\/WDTq9dLYYXCJVfvjkvhqnhUAXgUWeFLO9HLQIn3xOpHdxLl1WuE+BtvSJ3oS0WiSUbcY5z6j0ydSQM2fDCe7RT\/u3aI+1SWgfVKJ699SBhv8eFh3lv4GL+2oMrkJPx4dbB6UkN4yj0VPqiwcvXHtLJxtDtu89SIrKaY2z7iRhjERcebuL7HTCOBZcbagWxeisl07YDNAlJ7Gsvd8IG2+aGpLiXJMoavf+BZJksHwwKGc0yj0bk\/zd+IKxgtKEPQb442Ly+2lxgSo8bZYRL2wrqKbvTbTYOF2e1barc7XKScaD3W8z\/cF1HWVcv6w4DAIuHVvttDoFqmd66IN+gwaxMupVoj2HZb4Y\/4nZ0X51WkyjBSTxmx9kIqEO+Ieg9ic09vG1gaLG6Nd5Kl\/NWrhgUqh4xZ86dj7GSvXicfvc0LDFvRRZnfMWdn7MXOBBtmrI9uIVwemh\/7nuF4s5RPm1pvRY4K4fp4rN4o+4E8NTTCZ4yayJqLfp6Q8ud9ia2CpGzwEhq6oVkW4Mr\/lDAfjS3DEGI9UBAUD0Q6mOHGs\/FCmtxHH6keV6FuwKPqfNZSmXPC\/HJBdzviMvgO4p2bnvLGgKfFBqk4ucRXipYgxiOd4Q+9wFLyvBbbELR1inKgghjF2c08\/q5vkxunEAkOOrkeCb4Pl+cvDXzpFG9785\/b\/L09VYRMdEYGUB1ZKO2Z1zAT1KRi5Y3MzTA0MvclVA1G9fkJQ7D+SOqyjF\/q6AR+s02MdvkCU18NNCeaWGLZaLh8FntnJ8F6ZUcHI5wJAdbx28DpMubAZHz++XhY75xJlzckKmIwPR9qVkQnWjWouuK+2Nep54N2OFkxXTxWc4DGfs+hQg4u3vuijsK00xk8STK236bEQs\/Jl67OWPMW9qzfnpjPMGQbv5XoJJUWQoz1xQM\/snJSGe45RU0LBaE\/4VdTjrUEQwqp3uCyycwDu70UgFvDr9NzBOd16mZxPafjGH69Xfzg3ImtNqLFG4pBgOR90+wpWC2OK6BdEMukpERVtw97Zo3PoBqPS8FarB2QhLKu+esSjzhvy9009Sy9w\/jHBPHMRm9dsOk0gFa9GGzGTmFqzzsI2rWPie3DoWboaRd4nJZlxT\/JsKDBBYbwOQuSDLt95RiUg4pqFikf+nepeazIat6L\/1drR0tQ23VXzMivNAuga\/E\/3HG0NnW1fJP+QNhhE6y3EcKdac6tIeSHOidPJkI\/8VTW9oc5prgxthi15Z+uqWmQzD4De94GgQr4hMV3o1H6SsEXzxTcywjdH9asQJ1VxayYfxVZ3fx4pKMBkTh6xNBvsuj7FNU0k8PVYeAUlPkWlqqDKTFX23DHOmUf3SRMpAfxw4CwighbvV\/QO+pcd0+wUmh5RfuEZZuvdrlzDqvgMbon+1BsgtasVqc0GwnmVEWTZr1QkzmnmqJLE8Kyd+EvOHCKOuAAIjU3D8tb3p4+Bada+R+Jz4wkFPq00yTWIgEyRs8qWcVjVTzSFlxzDSi339KufgjdbZzB0zZzINFE6MEOMjE80yLmnBtKKDjhbSENoNI2fHBsSi38XRLKRQenPXMDi+E\/tR2rB62s4tKkKAaJT3CRB6MW7VTkWuMZt7sON2u3b94nEOGbuViyOWUlXoCD68PYGUiaRdllCnSQB+JvBsbevv2hcCGb7rKQalkkgZiwtlgUUjVxo8wkBipsfwcqjriUfVkhakLprJj0oJbTFnnqjadDxPCxh+2oAKvv4n7d+btw59R\/RYhlmWKuw\/Nm3cARmX2lTvXFjNs8ur\/0dzyXamMgaouVkzi54aTE+QTyNGLzd0hQBFLjjVhb7tWnxhq3hpc\/coUChxhgTHrISbB9yS7FcpYWVugyL3VXN8Rc5+m1bUnFWuxi\/W98aw7Q7HAn3sRC8e7ZRUV6YSsIGWf2HE9ilkfHEgvmIiXnO6K9hGzPPAlHE8VnvlUg9z8qEUhWNbc1ZtWEB0ZPNdvdBmwXBFwrufMg\/53vngISo0Y51cG9H7rMqeC1EaMDBgJvXLqgxqZWX02rMCKoIAS0F3AqQZkxaSKNQuW3C8SnT8tViOzcmXwbDqMHzc0mqag9\/UyVXl2syJB4OcbJG+fbbXQ298pddUPZrDRM84lOAUgutgNUlh5tx5kFeiWQQ7X0UAgi4qGUZVZR4rGEkM9jOXxlhYScsf+D\/455SQsKQ3b+PcIhyoqXv\/IcGaxOyptx0bv817Tjze\/fjGJ0svimg5oXjM\/77t2bJ4vfkEDFg3QqBPJGZLnozA9vdG2bkqFlYN0MyRRr73ExTgRR1x5JGsg1tttgdY2j9gGp0paiL5pCVzyMsjcisbYCQYDBWXvRtL21QaGprAgL\/p6H+krn9xwfqeW+XShUaOV+8c+9xPP+Iaok7Y3\/VqLNZdEd\/vUmfZhpE5nx7sqn9z3UratQywtrvM+c94NTeFcwCHqqTW1yMAg3vFlEUw8mQ2whoyjW83a\/om0pf79Eb8LhvDjL6+xmt84pGvygorBZ8WlK6DrNYGJZkfsmD0PIsSkZTLu+11RMt8tDVnXEJMdbhuoaT8l50mzvDRZ6vEjrx3VP8fXClxfNa8UdIga0esueXj3gj4FdoHqOJ7xPq1dLJrDrJ2RuWcLx00c+HqwPbUrVPs+nqZtbkEOecwNn6\/caY1nE2FG6KsCwNj\/i4ao66+9C6ov28P05\/\/74KgIU2IGsZKOBSHL8t9JhnBx5OdHtO2z7SRcRWXAHMzzMR1kRpUFmEEOQeXp6zmwuxOsQVtOWRw8o447cfMol4dHGTjk8h\/JzAwai5oi7+rRH0Zso5Gb2Jg4VPvJm6k1TM9m\/Kqjvjhx8WYXz2HTUs\/VJCH5wZsh3uMvndMLD\/U9A6mgjufbLVQJdEz\/IPjf3NI8m7wxQSqANBeWSzzCVeSaASctGuZLmzCJawJIehlX8BlAyM8eyPaDsbMnJbWFWbkQt9kn\/nlftunbKQjX\/OCqXobQnOT+Kgrs9Y\/B8nAKSttdXkZdk1Ka7v7FWNo3yqOgUpZ4lEy30akidCNRbr9Af\/V\/6hPDejsmkptARxc5EsDQsX7kfrrcFDv5M\/OOBM\/l6Y7\/joZn+7i46wWFGaG\/W+WyGZGClhFzbOlPs4e5nxzJtb8OWsakWBAdAHnnMS+7GwZyQvOqIieGAP8CBBsxvuVbGcQuyu9XNhgFHEq\/EjdpkXSlLQz4a2ApSSu71TnSWvrY56SEd0tdQaV4rhfMo++dFMkPPcg6Th0mCvmgNqJH\/wodkMWdFoazIWCC7tvRF\/2gSMEezZEwvr98TdMgO8jEYlRrbJt\/P2mm31rbD4IC7ISgMRjEwXNeucBNnHl4G2lqie4Tp0BB1xasG4dv0VUkhUU+s3BlHk2ZJYNBOnOidIzGyD2PE9Zg0rK3do6EM4rJOQ0NqXJkqTf1v4foojBSgA2T76Jc6hnp2N+P5pe4KSCJ8PyVKo0VSZuxjYmjEAIhNAKTmKZBSzZbsh6PDGbyi6k04i5hUojN\/nS1ziqLA4P02Iic1DfksRbQRashl7TYTyo+tyhiVpTUwJdQoL8id6xtQPhW2RA7FEN+7ibhAK2tKvYgrMJKfywf8SEqUkC33kn6NnCj4e5stpxYCIByKhAyQ+TEZ3VMcgmOCxDDC7aYdBusFGDziVEVljkSpTVG5RUZws4KiR46OgC5v2KMs+owB48LPknrK+6p0Be6FYAACUiTteWZHCCEqrNq9JL\/w+0p4NyeOV6cWFENfLen0yDtjmLfthOmQ2c9usHlpQPfR0L\/zq23w4iIVk+sg8yrDaSoSJNJZ04KoF3L3HOa8\/9ArAyoeTNahQEQoDj11LEH2zYHujZm3lNsaqQFCWx0PkQJzi9Q7F87Lxc6UD1EY2lBl3rLvK1idvuiIJbIT4FH22R3p7LdN849nwUcne6DdLSJFO+AhR6X89DCg49J3FiJapIDBklDblAQGPBj4+YLiGm3sc1xALclJpizpI8T3OQvA9Fxzr+PBBkxVM8teBMbH6CmhA4+vLIwE3y85SmCCP1nBWkYRqYZwIER9gNVqPxNgqlNPHWFQ9QtG\/LvG\/AgwS3YcJk7pWTYgQEhQZjEOIG3pG8gyxKjx6Z7PObJrlnP+98qYB9x6LBTKmhpwSBWJH1dM\/6CbqnHCJWc35NPlvLotfPVx3gC+KqLp1EqHd1XPfwAWou59QR2hWhke9TWT2QF\/INVsEEyelmwzOw7mG7MC83zfJb8AHOFUCQelFtCzVzucw42277qIPgzFBS9tCy76SJTUjDGJ0x5E7NWOczQkot9bJ+wdfn29rhM77aH6ZlI4gJ\/+9l3mO74c+N+A+6oX0iazdc7bo3J2lvOAiHE8QP\/+djIS3xOjPKBY5wODeHmPwBKYW7W8bPxqj4rSfRXjSeVCDcQfpEmYFIA8YOVT2QKvukRnJo\/ErK+K8pRPwkzmdyuI70q006kOuf1i3bwsoNnCpKTWWGOwIKAfvQErbvxtf+3VVGHKKYnCCQPDpND\/GIO9ohLjt9IrfaevrIqabVfzNya8VZYV5j3QEgulR9hViKSV1lcXVxMZt1lc\/h51T48afZxmI1+i0yGmrcEWYpfws8jPswuURcgOL6QON9uc4qkNSEPOXFnXSlrKcpLv2LLKRZ44kO0qk+4+m5tJ4Y3p\/Fk8A0PuFGVQWYvy1RlIAX41fsV5K9aU1He2hw4QFD1JflsdD7eXnukkh7+FH1HpMofNKynA+1TMr5ohzf65ER44IlD1lJffSYb3F+CrlCvTPO9tTxs6p+0\/ikSK\/L94pu1lHPy7AXoSCPWYGv1\/VC78PhnZBjotGKpP3ts7bv4\/zq1Np24m6S7x2tav+0xvuStqRM8GNL\/I1pNGEEDhFY0rejSub+17FYjKLAy\/lPURRpy87EA3\/w\/d4w91LgUrD04xqGCzU+3sraWZyAJMydSQt1XqRovxF8OHMOpazYVXaaZS9+aJjMrukoLCY9ld8erJIWC0R","iv":"122164b4c183c1c3851f0c76c185a3aa","s":"e21e15461846958a"}
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