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What can I do if I see that I'm losing money? |
• You are probably referring to the fact that the value of the units decreases, correct?
• In this case you don't have to do anything; simply
• On the contrary, if you have an amount of money available, this is the right time to invest
• Please note that you only lose money if you cancel the policy when the units are ... |
What policy do you recommend to a client with a low risk tolerance? |
• To a client with a low risk tolerance, you recommend a guaranteed policy, ie mixed life insurance
• If you attach the exemption clause from paying premiums in case of disability, the policy becomes the ideal long-term savings tool
• If the insured becomes disabled, the insurer will save in his place
• A customer wit... |
How can you use specialized sites? |
- Determine a field you want to focus on - for example "PSI equipment distributor", "installations" or "general trade"
- Search the internet for the field of activity you have chosen
- Corroborate the information obtained (company + administrator + telephone)
- Write the information in your personal database (for exam... |
Are pregnancy complications covered by travel insurance? |
Only pregnancy complications occurring in the first 26 to 30 weeks of pregnancy are covered. Depending on the insurer. |
How can the number of customers increase? |
• The number of customers can increase in two ways:
• The two methods influence each other: the more customers you find, the more customers will look for you |
How do you present the benefits of death insurance? |
• Life insurance gives your wife and children what disappeared with you: your wages
• So that the shock is not doubled by privations and falling living standards, good life insurance replaces wages for 4-5 years in advance
• In your case, how much would the wages be for 5 years?
• Would this amount be enough for the w... |
How do you respond to the objection "I'm looking for you to buy a savings plan for the child"? |
• Not bad either
• From the point of view of saving
• But delaying presents a great risk, for the future of your son / daughter
• This is the risk of having an accident, and at that moment not having started the savings plan yet
• If misfortune occurs when the savings plan is in place, the parent is gone from the chil... |
What if the insurer goes bankrupt? |
• How many insurers have you heard of going bankrupt?
• If you mean Astra, Carpatica, Euroins and City, these companies had a common denominator: they practiced dumping prices in RCA
• And three of them had Romanian shareholders
• To reduce this risk, choose a strong insurer
• Some of the strongest and most experience... |
What clauses can be attached to the policy for the child? |
• The savings plan for the child can be attached...
• Additional clauses for the parent
• Additional clauses for the child |
What are the critical elements of a trading business? |
• A trading business is usually conducted in a shop or warehouse, so the critical elements are:
- The building
- Merchandise stock
- The means of transporting the goods |
How can you present the purpose of the discussion? |
• The purpose of our discussion is to help you understand the risks you and your family (and possibly your business) are exposed to, so that you can make the best decision for your family's safety
• The optimal decision means that whatever risk occurs, your family is protected
• Will the life of the family after the o... |
Why don't I get anything back if I cancel the death insurance? |
If I terminate CASCO or home insurance. Get something back. |
How do you handle the "No thanks" objection? |
• All right
• I realize that my approach took you completely by surprise
• I can give you my business card
• Thank you and I apologize once again for bothering you |
What policies protect family income? |
• Family income can come from salaried work (or commission, honorarium, royalties, etc.) or from dividends
• The insured's income can be protected by:
- Temporary work incapacity insurance
- Business interruption insurance
- Unemployment insurance
• The income of the insured's family (wife, children, etc.) can be prot... |
How do you solve the "I don't have money" objection? |
• Most often it is also a form of expressing the objection "I don't need"
• A customer who is aware that the risk exists and can occur at any time will find resources to buy insurance, especially for the most serious risks (death, disability, destruction of property)
- A: I have no money
• How to tell you ... If today... |
How do you capture interest in accident insurance? |
• I often think that every day I hear the ambulance sirens several times... and each time I wonder what happened to her...
• Would the car have hit someone, would a bottle have exploded, would there have been a fire?
• In any case, it doesn't work for someone who is healthy and happy...it works for someone who is expe... |
What risks does the unit linked policy cover? |
• The unit linked policy covers the risk of death from any cause
• There are two ways of calculating the allowance paid in case of death:
- The sum between the sum assured at death and the account value at the date of death
- The maximum between the sum assured at death and the account value at the date of death |
How do customers express their dissatisfaction? |
• Verbal: They make negative statements or ask mean questions
• Paraverbal: phrases are spoken in an ironic or aggressive tone; or, on the contrary, the client is silent
• Nonverbal: I make gestures with my hand or shake my head in disbelief, look askance or sneer implicitly, with the meaning "Let me know..." |
What are the rules of the telephone approach? |
- Respect the stages of the approach scenario; each stage has its purpose and if you skip it, the chances of success decrease
- Build a universal approach scenario; use Braino's recommendations and prepare a scenario that suits you
- Be prepared for objections; prepare a set of your own responses to each objection
- A... |
How do you list death insurance? |
• No one can replace either the spouse or the parent
• Unfortunately, the disappearance from family life brings with it another trouble - the disappearance of income
• No one cares what happens to their loved ones
• Every adult who loves his family makes sure that they are well, even in good times, but also in case of... |
How do you capture interest in business insurance? |
• I know you have a business...and I'd like to ask you something
• For what purpose did you start the business?
• Any business, small or large, has a clear goal: profit
• You definitely do everything you can to make the business run as smoothly as possible
• Are the business and the profit from the business insured?
•... |
I prefer to get a European health card. |
It's more than nothing, but before you decide, it's good to know the limitations of the European Health Insurance Card. It is valid exclusively in the European Union, Switzerland, Norway, Lichtenstein and Iceland. It is valid exclusively in state hospitals. The coverages are according to the legislation of the country... |
What information do you require for the Travel Insurance offer? |
The following documents and information are required for the Travel Insurance offer. The bulletin if the trip is in Europe, respectively the passport in all other cases, both for the insured and for family members. If they leave together. The exact duration of the trip from day to day Purpose of the trip study, work o... |
How does the travel policy differ from the European Health Insurance Card? |
The European card is free, while the travel insurance policy has a price. The European card is only for Chase payers, while the travel insurance policy is issued to anyone who pays. The European card is issued in 7 days, while the travel insurance policy is issued on the spot. The European card is only valid in the Eu... |
How much money do I get back if I cancel the casco policy? |
• Depends
- If there were no claims on the policy, the insurer pays an amount proportional to the number of days remaining until the end of the policy (pro rata principle)
- If there were damages on the policy, the insurer pays nothing |
How can you present your work strategy? |
• In order to be able to recommend the right solutions, I need to understand your family's situation as well as possible
• That's why I'm going to ask you some special questions that I ask all my clients
• You can draw a parallel with a medical consultation; and the doctor, before prescribing your treatment, asks you ... |
How should you work if you are a part-time agent? |
• If you carry out another activity, but the schedule is not rigid, so you have "windows" often enough, you can combine the two activities
• But if you also have a job that requires a fixed schedule, from the hour... to the hour..., then things get complicated
• What are the new premises in this case?
- First of all, ... |
What are the criteria for determining the insurance premium for the casco policy? |
• Criteria differ by insurer and depend on each individual's policy
• The most important criteria are:
- Age of the vehicle
- Natural or legal person
- Vehicle type (make, model, cylinder capacity, power, maximum authorized mass)
- Destination (private use, commercial, taxi, rentals, etc.)
- Age of the insured
- Age o... |
Why is it good to make a personal introduction? |
• Self-presentation isn't about saying your name, it's about confidently and confidently stating who you are as a professional
• Asserting, from the very beginning of the conversation, your status will place you on the same level of power as the interlocutor, even if you are talking to a rich, influential and full of ... |
How do you become aware of the idea of risk? |
• Some people understand that there are risks, independent of our will
• Responsible people buy insurance to protect their families
• The others think they are safe and unconsciously take unnecessary risks
• Do you agree that no matter what we do, we cannot eliminate risk from our lives?
• If you get the client's agre... |
How do you respond to the objection "I don't have money for death insurance"? |
• With all due respect... do you allow me to disbelieve you?
• It is impossible not to be without the amount of... lei
• Because if you do not accept this small loss now, those who are so dear to you may be forced to accept a loss hundreds of times greater
• Treatments are expensive
• And your wages are priceless... |
How do you respond to the objection "I don't have money for a savings plan for the child"? |
• I understand that in the short term you have other priorities
• But in the long run, the child's future is the number 1 priority, is that true?
• How do you usually go about it, spend and then save if there is anything left, or do you save regularly?
• Because another indirect advantage of saving through this policy... |
How is the amount of compensation determined on the IMM policy? |
• The determination of the amount of compensation is determined according to the type of insurance: |
How do you size death insurance? |
• A client has "enough" death insurance if the insured amount represents the equivalent of his income over a period of 3...5 years
• Mortgages, if any, must be added to this amount
• A client has "enough" death insurance if the insured amount represents the equivalent of his income over a period of 3...5 years
• Mortg... |
What type of appliances can be insured through the EEI policy? |
• Any type of static electronic devices, used in fields such as trade, industry, research-development or education, with a maximum age of 5 years can be insured
• Under certain conditions, some insurers also accept the insurance of mobile electronic devices, i.e. which are also used outside the premises (for example m... |
What kind of travel policy should I buy if I go abroad often as a tourist? |
It really depends on how often you go and how long the journeys are. You need to be aware of the maximum period of continuous coverage that the insurer offers, which can be between 30 and 180 days per year. Policies valid for 365 days can also be issued for multiple trips, but the condition is that the total number of... |
How am I compensated if the sum insured is less than the expenses? |
• The maximum compensation you can receive is the sum insured
• That's why I recommend you buy "enough" insurance from the beginning
• On the other hand, you will be compensated even if you have not paid a single lei, because the insurer compensates you based on medical documents, and not on invoices |
How do I know the insurer will compensate me correctly? |
• The insurer concludes a contract with you
• That contract must be respected
• Since Romanian insurers pay almost 4 million Euro per day in the form of indemnities and compensations, it means that they respect their contracts |
How do you present additional life insurance clauses? |
• Additional clauses can compensate for the drop in family income if you die prematurely
• Additional clauses give you money for treatment and protect your savings
• Next you use the "domino principle" to explain the benefits of the exemption clause from paying premiums in case of disability
• From what source will yo... |
How to avoid presenting products prematurely? |
• Premature presentation of products creates the impression of haste, superficiality and lack of professionalism
• The client deduces that you make the same presentation in front of all clients, so the products are on the first plan, and he, as a person, as a family member, as a businessman, is on the second plan
• An... |
What types of messages can you post on social media? |
- Interesting things
- Educational messages
- Beautiful things
- Quality humor |
Digitization: an ally or a foe for insurance intermediaries? |
• Digitization is much more of an ally than an enemy
• Why enemy?
• Because, gradually, some of the compulsory policies and some of the popular policies will be easy to buy on the Internet
• And more and more customers will
• Why ally?
• First of all, because Romanians are not used to taking care of themselves; or in ... |
Where does the insurer get the money to pay the death benefits? |
A part of the insurance premium, respectively the risk premium, is used by the insurer to establish the risk fund from which the indemnities are paid. Since the risk of death increases with age, the risk premium also increases. For commercial reasons. Insurers calculate a constant level insurance premium throughout th... |
How much money do I get at the end of the death insurance? |
When the policy expires you get nothing. This type of policy is risk insurance with no savings component, just like property and property insurance. |
How is EEI insurance better than property insurance? |
• In addition to the risks covered by property insurance - for example fire, explosion, natural calamities or theft, EEI insurance also covers human error, technological problems or malicious intent by third parties |
Why not give up the death insurance? |
That would actually mean something like, my dear, if I die, you and our baby manage as best you can. |
What clauses should the customer have in the life insurance? |
Every customer should be encouraged to buy enough life insurance to cover the other major risks and then the minor risks. |
Can I insure goods that do not belong to me (goods in custody)? |
• Yes, provided you have a supporting document attesting to the presence of those goods in your company's premises |
Who needs life insurance? |
• People need death insurance...
• People need death insurance...
• To sell life insurance you can appeal to feelings of care, affection and even shame
• For example, you can ask:
• What will relatives and friends say about you if you leave your family without money?
• In fact, the need for protection, i.e. life insur... |
What do you think you do well (what works for you)? |
• Tell, in 30-40 seconds, what are the things you consider you do well |
How do you deal with the "I don't need it" objection? |
- A: I don't need it
• You, today, have alternatives. My role is to help you have alternatives even after a possible tragedy. (propose the meeting)
- A: I don't need it
• Now you are leading a good life, because you have a comfortable home, a salary and you are probably healthy. Or exactly these are the topics we will... |
Why is awareness of protection needs needed? |
• Awareness of protection needs is needed because Romanians are not used to taking care of themselves
• If his home is destroyed, the Romanian expects the "state" to offer him another...
• In order to have a decent pension, the Romanian expects the "state" to offer it, without asking other questions, for example where... |
How can you present the savings plan for the child? |
• The child will receive the amount of... lei at maturity, no matter what happens to you:
• May you be with him, and celebrate together
• Whether a misfortune took you away from your family
• In this tragic situation, your wife will receive, immediately, once again, the same amount that the child will receive at matur... |
How do you respond to the objection "I'm not buying business insurance now"? |
• Do you agree that the risk exists?
• And that it is unpredictable?
• Imagine that it remains "No"
• And that something is happening
• How will you justify this "No" in front of associates, partners, clients, investors, employees, wife, children?
• Last but not least, how will you look in the mirror the day after...? |
How do you respond to the objection "I'm looking for you to buy mixed life insurance"? |
• Not bad either
• From the point of view of saving
• But delaying presents a risk; a very big risk
• Do you know what I mean?
• It is about the risk of having an accident, and at that moment not having insurance
• Savings can start a little later as protection should start today
• Tomorrow may be too late… |
What is fund allocation? |
• Fund allocation consists in determining the percentages of investment premium allocation in each of the three funds
• Example:
- 50% in the high risk fund
- 30% in the medium risk fund
- 20% in the low risk fund
• Fund allocation can change at any time
• Each insurer offers 1 or 2 free fund allocation changes each y... |
How can unit linked policy performance be optimized? |
• There are four methods of optimizing unit linked policy performance:
- Choosing a contract duration of at least 20 years, to reduce the investment risk
- Making additional payments when fund units are cheap
- Changing the fund allocation
- Buying a policy with the minimum staggered premium accepted by the insurer
• ... |
Is the second claim on the EEI policy covered in full? |
• The second damage can be compensated in full, if the insured has paid the premium difference requested by the insurer in order to complete the insured amount |
Where will the insurers get millions of Euros to pay after an earthquake? |
• Where do insurers get money from, since their inception, centuries ago: from reserves
• And from reinsurance, especially in the case of large claims
• The insurance system is very well set up
• The proof is the fact that traditional insurers have been able to successfully overcome world wars, economic crises, natura... |
Who buys life insurance? |
Life insurance is bought by responsible and altruistic people. A selfish person only cares about himself. From an adult who has a family, but who is selfish. Will you hear if they die, do they manage? |
What mistakes to avoid in the awareness stage? |
• The need awareness stage is critical, especially with new customers
• Being, often, the first discussion with the client, he is curious, if not suspicious, regarding the intermediary
• The client tries to read you and realize, first of all, if you are a serious and reliable person
• Mistakes made at this stage have ... |
How do you present the benefits of the child savings plan? |
• When the policy matures, your child will receive the sum insured plus an additional gain
• You know better than anyone that raising and educating your child means money
• Money that now mostly comes from your take home paycheck every month, is that true?
• Throughout the duration of the contract, the child's growth ... |
How do you present the 3 risk categories? |
• The material stability of a family is based on three pillars:
- What he has: house, car, savings, business
- What they earn: salaries (or, as the case may be, dividends)
- Solvency, so not having to pay, accidentally, very large sums
• Do you agree?
• Do you agree that if you lose what you have, if you lose your sou... |
How can you approach a whiny and analytical customer? |
• Some people understand that there are risks, independent of their will
• And responsible people buy various types of insurance to protect their families
• Others think they are safe and unconsciously take unnecessary risks
• Do you agree that no matter how much we want to, and no matter what we do, we cannot elimina... |
What are "hooks"? |
• "Hooks" are keywords from which you can deduce what the customer is concerned about
• "Hooks", uttered unconsciously, often express whatever is really important to the client
• If you link these "hooks" to the idea of risk, the client will be much more willing to protect himself with insurance
• Your mastery will ... |
How do you plan your activity if you can also work during the day? |
• Take advantage of the "windows" you have at work to...:
- Calling prospects
- You prepare offers
- Issue policies
- Learn
• Be careful when meeting with clients; tuck them in between tasks at work or put them on in the evening
• It is mandatory to call customers with the agenda in front of you, to see when you have ... |
How can you ask for referrals? |
• Recommendations are a good source of customers, because they present two advantages:
- You have access to people who would otherwise be practically impossible to reach
- It relies on reliable transfer
• If you feel uncomfortable asking for referrals, you probably don't have enough confidence in yourself yet - so her... |
The building is made of concrete and iron; what will happen to him? |
• Have you heard about the Grenfell Tower fire in London?
• What about the fire at the Prosper complex in Bucharest?
• What about the fire at the Frigoglass factory in Timiș?
• Concrete and iron buildings turned into ruins due to fires
• Continue with the aftermath of the earthquake?
• No human construction can withst... |
What to answer when the client says that he prefers to put the money in the bank? |
How much money do you have in the bank today? So, after years of work, if you have an accident, leave your wife and children the amount of this much lei. This is true. If you take out death insurance from the day the policy comes into force, the insurer sets aside the sum assured specifically for your wife and childre... |
What types of buildings are there? |
• The typology of the building is established according to the resistance structure and the material of the walls
- Reinforced concrete structure, brick walls
- Reinforced concrete structure, sandwich walls
- Metal structure, sandwich walls |
What are the major risks? |
• Death
• Total permanent disability
• Serious illnesses
• If you insist on medium risks, you risk hearing an objection like "Let it go, I'll find 2-300 lei there for a hospital stay..."
• To sell additional clauses, highlight the major risks, which can generate expenses of thousands or tens of thousands of Euros |
Why are customers looking for you? |
• Customers look for you because of your reputation
• This is the ideal of every intermediary: to be sought by so many customers that he earns well enough and does not have to prospect
• If you observe the middlemen who earn a lot of money, you will find that most of their time is spent talking to clients and issuing ... |
Why would I buy travel insurance if I can get the European card for free? |
Travel insurance offers you much better protection because it has more complex coverages and higher sums insured. It can be valid worldwide, it is valid in both public and private hospitals. The European card only covers medical emergencies In state hospitals, where waiting times are long and often settlement is made ... |
If the insurer leaves the country? |
• If an insurer leaves the country - as has happened in a few cases - it sells its portfolio to another insurer
• The new owner of the company keeps the terms of the insurance contracts in force |
I don't think I will suffer anything abroad. |
Honestly, I don't think so either. Even the people I compensated didn't believe it until it happened to me, and then they couldn't believe how lucky they were to have insurance. |
What is the role of the unit linked policy for a family? |
• The unit linked policy has a double role:
- Family protection in case of premature death
- Making a profit, in the long term
• Investment specialists give the following advice:
• Only invest as much as you can afford to lose |
For what risks can electronic devices be insured? |
• Examples of risks covered by the EEI policy:
- Fire or explosion
- Damage caused by water coming from installations or from nature
- Natural calamities
- Natural phenomena (eg storm, hail, avalanche)
- Theft
• plus the following specific risks:
- Acts of people (eg negligence, incorrect handling)
- Bad intent on the... |
What happens to the money paid by the customer for the unit linked policy? |
• Part of the insurance premium is spent (risk fund, commissions, medical tests, correspondence, prints, FGA tax), and part is invested in investment funds
• The investment premium is used to buy fund units |
What can you post on social media? |
• Something to represent you
• Which outline your personality
• To convince someone who doesn't know you yet to want to know you |
How do you present your home insurance? |
• This policy allows you to buy a new home, with comparable parameters and the same level of comfort, if the current one is destroyed
• It also gives you money to repair or replace damaged or stolen goods
• Moreover, any damage caused to your neighbors – for example, if you flood them – will be paid by the insurer, in... |
What are the basic risks covered by travel insurance? |
Emergency medical expenses in case of accident or acute illness, including for Covic infection for consultations, medicines, prostheses, orthoses, glasses, hospitalization, surgical interventions, dental emergencies, transport by road ambulance. Taking over of the insured by the first aid services, medical repatriatio... |
How do you size life insurance with savings? |
• A life insurance with savings is sustainable in the long term if the insurance premium falls within the range of 5...8% of income
• If the client asks you why it is "so expensive", explain that, whatever happens to him, the money goes back to the family
• What is not known is only the moment…
• When sizing life insu... |
What happens to the child's policy if the insurer goes bankrupt? |
• Bankruptcy of a serious insurer is unlikely
• If, however, it does, then you are paid the surrender value on the date of bankruptcy
• The redemption value is paid...
- From the insurer's reserves, if they are sufficient
- From the Insured's Guarantee Fund, if the insurer's reserves are insufficient
• So whatever hap... |
How do you present the unit linked policy? |
• If you are willing to take a risk, you can invest some of your savings in the unit linked policy
• The insurer will invest your money in the funds you choose - riskier or less risky - and at the maturity of the policy you will receive the amount resulting from the investments
• You can reduce the investment risk thr... |
What are fixed expenses? |
- Utilities (partly)
• Fixed expenses from those expenses that must be carried out in any conditions and are not related to the level of production:
- Wages
- Depreciation
- Bank rates
- Insurance premiums |
What is the role of the savings plan for the child? |
• The policy guarantees the child that he will receive the insured amount at maturity, either if the parent is with him, or if a tragedy snatched him from the family life prematurely |
How do you present the benefits of home insurance? |
• This policy allows you to buy a new home, with comparable parameters and the same level of comfort, if the current one is destroyed
• The policy gives you money to repair or replace damaged or stolen property
• Damage to your neighbors – for example, if you flood them – will be paid by the insurer instead of you
• I... |
Can the death policy be amended? |
Yes. Most insurers accept anniversary policy changes. If you want to increase the insured amount, the insurer will ask you to complete a new medical questionnaire. |
How does the purpose of the trip influence the insurance conditions in terms of the purpose of the trip? |
There are the following categories, according to which the insurance premium is calculated. Tourist for business work or for studies. |
How can you handle customers in a hurry? |
• Always on the run... always with the phone in hand... always between two meetings
• You have car insurance (example), but neither your home nor your income are insured (and neither is your business, as the case may be)
• 10 minutes of conversation can make the difference between a good life and a life full of proble... |
What does material comfort mean? |
• It primarily means that the family has a sufficiently spacious and well-equipped home so that the family members feel comfortable in their home
• For most families, material comfort also means a personal car
• Any family wants to put money aside and use the savings to purchase goods, for trips, for home renovation o... |
How much money do I get in the event of a claim? |
• If you take out the policy correctly, based on my recommendations, then in the event of a claim you will receive the amount necessary to remedy the damage, so that your situation after compensation is as close as possible to the situation before the occurrence of the risk |
What does it mean for a family to be financially secure? |
• A family is financially secure if:
- There is material comfort (housing, car, savings)
- There is a decent and stable income, from salary, commission, or from a business
- The family is solvent
• Whatever may befall |
How do you handle objections to the telephone approach? |
• The telephone conversation is a stage prone to objections; why?
- Romanians disregard insurance
- The client doesn't know you
- Your call may drop at an inopportune moment
• Developing the ability to resolve telephone objections is vital; if this link is weak, the entire sales chain breaks
• "You don't make spring w... |
What happens to the savings plan in the event of the insured's death? |
• The savings plan for the child includes the clause of exemption from the payment of premiums in the event of the death of the insured
• This means that, in the event of the death of the insured, the insurer takes over the payment of the premiums, and when the policy matures, the child receives the same amount of mon... |
What is the difficulty of approaching strangers? |
• You have to know how to do it
• That is, to be able to conquer a stranger and then "tear" a policy from him |
How do you get the information to quote your home insurance? |
• How much money would you need today to build or buy a home like yours?
• How much are the goods in your home worth? (recommendation: 3,000...3,500 Euro per room; for example, with three rooms, the contents are worth around 10,000 Euro) |
How can you make the client aware through "360° risk analysis"? |
• It is about asking the client the awareness questions specific to the "three-legged table" concept
• Through this method you can make him aware of all the risks to which he is exposed, both the client and his family
• You can use this method when you master the questioning technique
• If you want to learn to use the... |
How can you use public meetings? |
• Meetings are great opportunities to make yourself known and get new names
• Various exhibitions, conferences, symposia, congresses, seminars, job fairs, etc. are organized in the cities
• The organizers are the Association of Business People, the Chamber of Commerce, the College of Doctors, the Union of Architects, ... |
What are the critical elements of a manufacturing business? |
• A manufacturing business usually takes place in a factory, hall or workshop, so the critical elements are:
- The building
- The means of production (machinery, equipment)
- Stocks of raw materials and finished products |
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