National Veterans Small Business Engagement Researching Government Markets€¦ · National...

National Veterans Small Business Engagement

Researching Government Markets

Presenter : Larry Findeiss

Oklahoma Bid Assistance Network OBAN

A Procurement Technical Assistance Center (PTAC)

Tulsa Technology CenterTulsa, OK

Prior Service: USN/USNR Naval Aviator, CDR (Ret)

VA Certified Verification Counselor

Phone: (918) 828-5435

Cell/Text: (918) 340-0120

Email: [email protected]



The Federal Marketplace is truly a target-rich environment for small business.

It is exceptionally transparent with many linked sources of information.

Outline of Presentation:

• Federal Government Procurement Spending

• Product & Service Spending

• Agency Spending

• Spending by State (select)

• Spending in Oklahoma

• Agency Procurement Forecast

• Sample – Homeland Security

• Information Technology Spending Forecast

• DOD Procurement Forecast by Service

• Research

• DOD Contract Awards website

• Use of FEDBIZOPPS Advance Search

• DLA, DIBBS and SRVA

• Sub-Contracting Opportunities

• FFARA and FSRS

• Targeted Search – Example using multiple research sources



FY2014 Federal Government Procurement $Billion

• Department of Defense $231.4

• Department of Energy $ 23.3

• Health & Human Services $ 21.0

• Veterans Affairs $ 19.0

• Homeland Security $ 13.3

• NASA $ 13.6

• Justice Department $ 6.4

• Department of Agriculture $ 5.5

• Department of State $ 3.4

• General Services Administration $ 3.9

• Treasury $ 2.7

• Transportation Department $ 1.7

• A.I.D. $ 1.4

• Department of Interior $ 2.7

• Department of Education $ 2.8

• Department of Commerce $ 4.0

• Labor, HUD, EPA, SBA, NSF and Social Security Admin $ 3.9

Source: SBA Scorecard FY2014



FY2014 Services and Product Spending $Billion• Product Services Code (PSC) and Description Actions Value • A Research and Development 79,508 $ 43.00 • B Special Studies and Analysis - Not R&D 18,493 $ 2.60 • C Architect and Engineering - Construction 37,038 $ 4.50 • D ADP and Telecommunications 172,623 $ 31.30 • E Purchase of Structures and Facilities 562 $ 0.02 • F Natural Resources and Conservation 41,187 $ 4.51 • G Social Services 8,834 $ 2.15 • H Quality Control, Testing and Inspection 11,531 $ 1.05 • J Maintenance Repair and Rebuilding of Equipment 302,002 $ 19.64 • K Modification of Equipment 2,758 $ 1.01 • L Technical Representative 4,808 $ 1.30 • M Operation of Government Owned Facilities 14,990 $ 22.20 • N Installation of Equipment 11,210 $ 1.03

• P Salvage Services 1,536 $ 0.41 • Q Medical Services 295,096 $ 18.68 • R Professional, Administrative and Management Services 309,389 $ 65.10 • S Utilities and Housekeeping Services 117,745 $ 14.25 • T Photographic, Mapping, Printing and Publications 5,171 $ 0.32 • U Education and Training 33,158 $ 3.72 • V Transportation, Travel and Relocation 11,485,386 $ 10.79 • W Lease and Rental of Equipment 28,650 $ 0.59 • X Lease and Rental of Facilities 9,829 $ 0.53 • Y Construction of Structures and Facilities 44,451 $ 18.90 • Z Maintenance, Repair or Alteration of Real Property 78,177 $ 14.69 • Total Services 13,114,132 $ 282.29

Source: FPDS



FY2014 Services and Product Spending $Billion

Federal Supply Codes (FSC) and Descriptions

• 1XXX Weapons, Aircraft, Ships, Space Vehicles $ 65.78

• 2XXX Vehicles, Equipment, Engines, Tires/Tubes $ 11.97

• 3XXX Manufactured Items including Machinery $ 2.05

• 4XXX Industrial equipment and components $ 6.02

• 5XXX Tools, Lumber, Hardware, PreFab Structures $ 15.66

• 6XXX Electrical, Lighting, Photo, Chemicals, Training Aid $ 23.51

• 7XXX Furniture, Office Equipment, Books, Musical Instr $ 13.71

• 8XXX Ag Supplies, Live Animals, Food, Cloths, Package $ 8.26

• 9XXX Fuels, Lubricants, Metallic and non-Metallic Mat’l $ 16.05

• Total $ 163.02Source: FPDS AUG 2014



FY2014 Federal Government Procurement ($Bil)Spend by Place of Performance

• Top 10 States

• Virginia $ 52.1

• California $ 45.9

• Texas $ 29.5

• Maryland $ 27.8

• Washington DC $ 18.9

• Pennsylvania $ 16.7

• Florida $ 13.7

• Massachusetts $ 12.6

• Washington $ 12.0

• Alabama $ 10.6

Others

• Oklahoma $ 2.6

• Afghanistan $ 7.7

• Japan $ 2.0

• Germany $ 2.0

• Korea $ 1.8Source: FPDS



Agency ProcurementForecasts

Per Public Law 100-656Agencies required to compile and make availprojections of contractOpportunities.Not every Agency is going to have a comprehensiveor consistent forecastHere is a Good Example:

Department of Homeland Security

Seachable ForecastEverything over $150,000 NAICS Notification -Vendor Registration like

FEDBIZOPPS Print or Export Lists http://apfs.dhs.gov/Just Google Search for

“Procurement Forecast”

http://apfs.dhs.gov/



Federal IT Spending Forecast – White House (https://www.itdashboard.gov)

Report on Information Technology (IT) Spending for the Federal Government

Federal Agency Count 2013 (PY) Actuals

2014 (Enacted)

2015 (BY) Budget

DME 2013 (PY)

Actuals DME 2014 (Enacted)

DME 2015 (BY)

Budget

O&M 2013 (PY) Actuals

O&M 2014

(Enacted)

O&M 2015 (BY) Budget

Department of Agriculture 219 2,592.306 2,580.360 2,610.758 451.045 352.659 352.652 2,141.261 2,227.701 2,258.105

Department of Commerce 139 1,619.258 1,890.662 1,987.465 287.010 543.510 625.060 1,332.249 1,347.152 1,362.406

Department of Defense 2916 31,948.432 31,330.700 30,292.191 8,262.408 8,553.548 7,953.697 23,686.024 22,777.152 22,338.494

Department of Education 156 590.424 682.972 697.293 98.531 141.569 123.764 491.893 541.403 573.529

Department of Energy 848 1,498.292 1,497.240 1,452.912 204.198 207.287 171.410 1,294.093 1,289.953 1,281.503

Department of Health and Human Services 572 8,576.397 9,595.517 8,627.034 1,210.088 1,190.793 812.080 7,366.309 8,404.724 7,814.954

Department of Homeland Security 318 5,343.176 5,816.413 5,812.946 1,006.384 961.608 899.268 4,336.792 4,854.805 4,913.678

Department of Housing and Urban Development 43 380.865 289.684 281.078 95.871 35.801 17.315 284.994 253.883 263.762

Department of the Interior 224 1,014.626 1,021.605 989.477 99.656 59.785 34.176 914.969 961.821 955.300

Department of Justice 242 2,523.481 2,493.155 2,470.472 527.760 443.142 286.280 1,995.720 2,050.013 2,184.192

Department of Labor 134 552.385 580.777 611.497 80.996 84.549 91.267 471.389 496.228 520.229

Department of State 78 1,352.201 1,452.237 1,441.670 191.433 248.955 205.300 1,160.768 1,203.282 1,236.370

U.S. Agency for International Development 43 124.893 116.901 125.620 20.171 27.400 27.400 104.722 89.501 98.220

Department of Transportation 354 3,060.058 3,289.572 3,282.973 1,649.329 1,734.955 1,701.708 1,410.729 1,554.617 1,581.265

Department of the Treasury 292 3,448.486 3,502.998 3,970.964 876.101 938.270 907.977 2,572.385 2,564.728 3,062.987

Department of Veterans Affairs 32 3,485.196 3,851.547 4,031.548 457.206 546.059 599.309 3,027.990 3,305.488 3,432.239

U.S. Army Corps of Engineers 45 477.766 444.836 446.170 34.251 33.945 31.180 443.515 410.891 414.990

Environmental Protection Agency 117 391.903 402.314 440.547 47.401 51.631 73.347 344.502 350.683 367.200

General Services Administration 92 697.959 593.397 572.447 113.663 128.215 100.751 584.297 465.182 471.697

National Aeronautics and Space Administration 69 1,431.572 1,399.459 1,441.591 65.127 70.053 106.043 1,366.445 1,329.406 1,335.548

National Archives and Records Administration 6 118.302 101.912 92.932 15.766 21.373 13.264 102.536 80.539 79.668

National Science Foundation 17 95.818 98.737 102.550 17.462 13.921 15.052 78.356 84.816 87.498

Nuclear Regulatory Commission 34 161.020 152.383 152.406 19.493 22.467 27.065 141.526 129.916 125.341

Office of Personnel Management 56 84.856 95.677 95.243 18.115 30.200 15.966 66.741 65.476 79.277

Small Business Administration 29 100.426 101.658 108.820 20.322 21.886 20.723 80.104 79.772 88.098

Smithsonian Institution 20 60.165 60.066 62.531 2.128 2.118 2.370 58.037 57.948 60.161

Social Security Administration 73 1,489.241 1,667.442 1,538.429 579.178 752.662 689.076 910.063 914.780 849.353

Federal Grand Total 7168 73,219.504 75,110.220 73,739.563 16,451.093 17,218.360 15,903.499 56,768.411 57,891.859 57,836.064



DOD Service Procurement Forecasts - http://www.acq.osd.mil/osbp/sb/opportunities.shtml

Future acquisition forecasts are prepared by a number of organizations within DoD. Forecasting methodologies vary by service but constitute the 'best estimate'. (Not all links on DOD page work)

ARMY http://www.sellingtoarmy.com/forecast?PageID=350

Navy

•MSC

•NAVAIR http://www.navair.navy.mil/osbp/index.cfm?fuseaction=home.post_detail&post_id=119

•NAVAIR NAWCTSD

•NAVFAC https://www.navfac.navy.mil/products_and_services/sb/opportunities/forecasts_opportunities.html

•NAVSUP http://www.navsup.navy.mil/navsup/business_opps

•NAVSUP WSS

•SPAWAR http://www.public.navy.mil/spawar/Pages/SmallBusiness.aspx

•SSP

•USMC I&L

Air Force

•Air Force OSBP http://airforcesmallbiz.org/opportunities/index.php

•Hanscom AFB

Also note AMFC Requirements Planning on the Web (RPOW) still at http://rpow.wpafb.af.mil/

Defense Logistics Agency – Use the Supplier Requirements Visibility Application (SRVA) by Parthttps://www.dibbs.bsm.dla.mil/ra/login.aspx

http://www.acq.osd.mil/osbp/sb/opportunities.shtml

http://www.sellingtoarmy.com/forecast?PageID=350

http://www.navair.navy.mil/osbp/index.cfm?fuseaction=home.post_detail&post_id=119

https://www.navfac.navy.mil/products_and_services/sb/opportunities/forecasts_opportunities.html

http://www.navsup.navy.mil/navsup/business_opps

http://www.public.navy.mil/spawar/Pages/SmallBusiness.aspx

http://airforcesmallbiz.org/opportunities/index.php

http://rpow.wpafb.af.mil/

https://www.dibbs.bsm.dla.mil/ra/login.aspx



Excerpt from DOD Contracts Release No: CR-214-15 November 6, 2015

NAVYCasbe Industries, Temecula, California (N66001-16-D-0095); Clint Precision Manufacturing, San Diego, California (N66001-16-D-0096); Design West Technologies Inc., Tustin, California (N66001-16-D-0097); Dye Precision CNC Inc., San Diego, California (N66001-16-D-0099); Eastwood Machine LLC, Santee, California (N66001-16-D-0100); JMT Inc., Norwalk, California (N66001-16-D-0101); Lobart Instruments, Pacoima, California (N66001-16-D-0102); Precise Industries Inc., Brea, California (N66001-16-D-0103); V&T Tooling, Temecula, California (N66001-16-D-0105); and WFW Industries LLC, San Diego, California (N66001-16-D-0106) are being awarded a combined $18,000,000 indefinite-delivery/indefinite-quantity, firm-fixed-price, multiple award contract to provide custom fabricated parts utilizing a variety of manufacturing capabilities in support of rapid prototyping. All 10 contractors will have the opportunity to compete for task orders during the ordering period. This three-year contract includes two one-year options which, if exercised, would bring the potential value of this contract to $30,000,000. Work will be performed at the respective contractor’s facilities as needed in Temecula, California; Tustin, California; Santee, California; Norwalk, California; Pacoima, California; and Brea, California. Work is expected to be completed by Nov. 7, 2018, if all options are exercised. Funding will be obligated via task orders as they are issued. Contract funds will not expire at the end of the fiscal year. The types of funding to be obligated include operations and maintenance (Navy); and research, development test and evaluation. This contract was competitively procured via request for proposal N66001-15-R-0095 published on the Federal Business Opportunities website, and the Space and Naval Warfare Systems Command e-Commerce Central website, with 14 offers received and 10 selected for award. Space and Naval Warfare Systems Center Pacific, San Diego, California, is the contracting activity.

Source: http://www.defense.gov/News/Contracts/Contract-View/Article/628084

Historical Archive at http://www.defense.gov/contracts/archive.aspx

http://www.defense.gov/News/Contracts/Contract-View/Article/628084

http://www.defense.gov/contracts/archive.aspx



Use info from DOD Awards

to find the contract details

in the FBO.GOV posting of

original Solicitation as it was

listed in FBO – using the

Advanced Search Archive.

(More on next slide)

In this case the FBO posting

linked to details on the SPAWAR Contracts site.

(It is not uncommon that

FBO Postings link to a DOD

or other federal agency

Website for the details, but

this is the minority of all of

FBO listings.

The key point is that you

Can research the details

by looking at the history.



FedBizOpps is the GPE.

Per FAR 5.2, FBO.GOV isset as the GovernmentPoint of Entry (GPE) forall Federal contracts over $25,000 value.

Many DOD and some

other Agencies havelegacy bid sites thatCross-Post (automatic)procurement noticesfrom their legacy systems to FBO.gov.

That’s why some bids linkback to another systemsuch as NECO or evenFedConnect.

Registration is advised,but can search without.

Registration needed to “Watch this Opportunity”

or Add to Interested VendorNote Passwords now Expire.



Routine Use of FEDBIZOPPS.

• For Contracts at Tinker, search keyword “Tinker” or use Zip “73145”

• But now under AFSC, things get more complicated

• Tinker includes FA81XX entities, so keyword can be “FA81*”

• Or move up to AFSC level using “AFSC”, the word “and” then “Tinker”

• Now add DLA Tinker Office which uses prefix “SPRTA” “T” for Tinker Office

• “W” for DLA Robins Office, “H” for DLA Hill AFB Office,

• Other letter codes for DLA Offices at USAF, Army and Navy sites

• Note – These solicitations are not yet on DLA DIBBS (working on it)

• For Activity at Other USAF – search using “Air”, then “and” then “CONS”

• CONS for Contracting Squadron at the facility

• Some of these sites include “Recurring Contracts” lists

• Or Search on your favorite Buyer/Contracting Officer

• Simple Keyword search using First and Last name

• Narrows searches based on Buyers area of responsibility

• Note – Open up other search criteria to get a full picture of AOR

• Note: Click “TIPS” icon on FBO for “how to” features of Boolean search



FEDBIZOPPS

Advanced Search

Search of past or

closed Solicitations

Active or Archived

or Both (use Both)

Allows filter by state

(sorry for printout)

Many options shown

including Set Aside

and Agency/Office

Others are NAICS or

PSC/FSC Codes

(not shown here)

See next slides for

example of search



FEDBIZOPPS Advanced Search of Archives….

• Log-In to FEDBIZOPPS as a Vendor (not required but helpful)

• Select Advanced Search rather than Opportunities List search

• In Advanced Search, under Documents to Search, select BOTH

• Leave Set-Aside codes unchecked unless this is of interest

• Leave Opportunity/Procurement Type unchecked

or Check Award Notice to limit duplicate Solicitations

but note that note all posted Solicitations that are awarded

have their award posted in FEDBIZOPPS

• For this search run on August 11, there were over 600,000 awards posted

• Use Refine Results to pare down results

• By Agency/Office Locations to include Specific Agency/Office

• Or By NAICS Code (3 and 5 digit codes – don’t be overly specific

• Or By Classification (PSC and/or FSC) – a Solicitation can use Both

• Add a Keyword for more targeting (See Tips for word/phrase searches)

• My suggestion – start broad and then pare down – don’t fixate on a single

NAICS or Classification Code as assignments vary by Contracting Officer



So what does an Archive Search get you?

• Quick Archive Search using NAICS 336411, 336412 and 336413 (Aircraft)

• Results 35,449 Awards

• Refine this search by Search/Select Department of the Air Force

and further down Air Force Material Command

• Results now 15,077 (Note – These do not include purchases via DLA)

History back to 2004! (A lot has changed – see note above)

• Refine further using a PSC/FSC Code two digit code to get closer

• Note that some USAF and many other AWARD notices in FEDBIZOPPS

are just an AWARD notice while for other Agencies, the Award is

included in the list of posting of a Solicitation. In some cases, the

original Solicitation number is included in the posting, not always,

so it may take some interaction with USASpending to find it.

• Either way, find/review the Solicitation of learn about the Awardee

and/or the Buy item/service

• You will get a good feel on Who is buying What When and How

(to include Set-Asides when applicable)



Other Useful FEDBIZOPPS Archive Searches?

• Add Keyword “Tinker” to get a sense of the number of different buying

entities as identified by Solicitation/Award Prefix

• Tinker includes FA81XX entities

• DLA Office at Tinker uses prefix “SPRTA” (“T” for Tinker Office)

• “W” for DLA Robins AFB Office

• “H” for DLA Hill AFB Office

• Other letter codes for DLA Offices at USAF, Army and Navy sites

• Note – These solicitations are not yet on DLA DIBBS

• May be additional site codes with recent realignment

• For Base Operations – search individual Air Base Wing ID dibbs

• Codes

• Some ABW sites include “Recurring Contracts” lists

• Search on your favorite Buyer/Contracting Officer

• Simple Keyword search using First and Last name

• Narrows searches based on Buyers area of responsibility

• Note – Open up other search criteria to get a full picture of AOR



A Targeted Search Process

- Search FBO using Advanced Search

- Selected “BOTH” (Active and Archive)

- Use NAICS 621910 Ambulance Service

- Results with 845 FBO postings

- Refined by selecting Awards only

- Results with 189 FBO Postings

- Looking at Air Force Bases only,

Refine Search by Selecting

“Department of the Air Force”

- Results with 15 FBO Postings

- Identified from list Maxwell AFB

- Refined by adding Keyword “Maxwell”

- Results with 2 FBO Listings, 2008 and 2014

Here is 2008 Award – listing included all of

the Solicitation documents.

- Noted the name of Awardee

- Will monitor FBO around end of 4th Year

for new Solicitation



Defense Logistics Agency (DLA)

• Aviation – Richmond, IN

• Land and Maritime – Columbus, OH

• Troop Support – Philadelphia, PA

• Energy – Ft Belvoir, VA

Search for Requirements

• Supplier Requirements Visibility Application (SRVA)• DLA Supplier Requirements Visibility Application (SRVA) contains information for

DLA's anticipated requirements based on updated monthly forecasts. Forecasts and resulting requirements are subject to revision based on various contingencies such as changes in demand and availability of funds. These estimates are not binding on the Government. When the Government is prepared to purchase a specific quantity of an item, the Government will solicit for that requirement. Search on FSC or NSN.

• Provides 24 months of sole source AND competitive Projected Purchase Order (PPO) quantities (Note – DLA Purchases are based on short term needs)

• Refreshed by the 2nd week of each month

• Accessed using your DLA (DIBBS) User Account and Password

• Similar to RPOW – sort of…..



Sub-Contracting Opportunities

Have you heard of FFATA?

Federal Funding Accountability and Transparency Act (PL 109-282)

Amended section 6202(a)

Reporting of Subcontracts

Data to be reported using

a sub-reporting system FSRS

Sub-Contract Award Data

available at USASpending.gov

Example is search for OK FY15

$2.3 Billion in Prime Contracts

and $276 Million for OK subs

Click Output data for detail

Use SAM POC’s to contact

PRIME Contractor for their

Vendor Registration website

(That’s why its there now!)



DLA DIBBS Award History

- DIBBS Website Home Page

- Award Tab on Home Page

- Search on a NSN

or Awardee Cage

or Solicitation #

or Nomenclature

or several others

- Results can be limited

by date range

- And sorted by NSN, date

or others

- Useful for researching of

competition and capabilities

but requires a lot of work to

get details on pricing



WEBFLIS Search:http://www.dlis.dla.mil/webflis/pub/pub_search.aspx- Public Search is Free- Previously a CD format ($25)- General Part/Item information- Shows OEM Part Number- Shows CAGE of OEM Sources- Includes Unit Price InformationThis is NOT a past or recent price but rather a Unit standard price

Additional Search capabilities- Cross Part Number to NSN

(Can use wildcard with PN)- Search on Noun Names- Find Company by CAGE code------------------------------------------------Also included when available:

Item Name:

PANEL,AFT FAIRING,PYLON

General Characteristics:

STEEL,INCONEL 718,AMS 5596,0.050 IN. MATERIAL THK,25 PERIMETER HOLES 0.190 IN. MIN,0.196 IN. MAX DIA

http://www.dlis.dla.mil/webflis/pub/pub_search.aspx



Federal Procurement

Database System

- FPDS – the “official” data

- ezSearch – Use to find specific

for a Vendor, Agency, etc.

- Use ezSearch Advanced Search

to add filters, one-by-one

- Use Standard Reports for such as

Who is Winning by Vendor

What types of products & services

Where contracts are awarded

by Place of Performance

by Vendor Location

When procurements were made

How procurements are made

e.g. Set Asides, etc.

- Use Ad Hoc Reports to create

customized reports that you can

run on your own (not difficult)



Federal Procurement

Database System

- FPDS – the “official” data

- Search on any PIID detail

Company Name

DUNS Number

Contract or Solicitation #

Transaction in a FY

and all other “data”

- Use ezSearch on single keyword

and add filters using keywords

using Advanced Search “add”

- Data similar to USASPending.gov



Federal Procurement Database System

- Standard Reports contain massive amounts of data

- Export any report to a Excel or CSV format using the EXPORT function

- Use the DRILL feature to expand the data in the finite detail



Federal Procurement Database System

- Example of Drill on Total Actions, with the key being Vendor Name

- Drill data can be EXPORTED as well – can export in excess of 10,000 lines of data



USASpending.gov

- User Friendly access to FPDS

- Search on any PIID detail

Company Name

DUNS Number

Contract or Solicitation #

and others

- Start search broadly

- Use Right Side to Filter

Click on any highlighted field

for more details

Advanced Search can be very

targeted by difficult to use

Note – This is where sub-award

data will be able to be seen



CAPTURE PLANNING

Capture Planning is a term used to describe the broad effort used to align a

prospective government Vendor’s marketing and development efforts to a

specific government product/services requirement in the timeframe

extending months and even years prior to the date the actual procurement

solicitation “hits the street”.

Various methodologies exist as guideline to the Capture Planning process.

The steps common to most of the published guidelines include:

• Identification of the government customer need 1-2 years out

• Align company capability with government need, or get team partners

• Identify key decision makers and influencers involved, i.e. relationships

• Fully understand government agency/decision making structure

• Attend industry/government events that relate to opportunity

• Identify likely competition – perform SWAT analysis of competitors

• Ensure company timeline for proposal development is sufficient

• Staff company Proposal Team with knowledgeable staff/team partners

• Proposal Team to have authority to write proposal to meet customer need

• Propose, negotiate, WIN and do comprehensive post-event assessment



Larry Findeiss

Bid Assistance Coordinator

Oklahoma Bid Assistance Network (OBAN)

- a Procurement Technical Assistance Center (PTAC)

Tulsa Technology Center

3638 S. Memorial Drive

Tulsa, OK 74147

Office: 918 828-5435

Fax: 918 828-1439

Mobile: 918 340-0120

Email: [email protected]

OBAN Tulsa Tech Website: http://tulsatech.edu/BIS/BusinessServices/Pages/OBAN.aspx

Statewide Program Website: www.okbid.org

Tulsa's Local Procurement Technical Assistance Resource

Oklahoma Bid Assistance Network (OBAN), which serves as a Procurement Technical Assistance Center (PTAC), is funded in part through a cooperative agreement from the Department of Defense (DOD) through a program that is administered by the Defense Logistics Agency (DLA). The content of any written materials or verbal communications of the PTAC does not necessarily reflect the official views of or imply endorsement by DOD or DLA

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