房地产开发成本控制589580492

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第二部分勘察设计和前期工程费的控制将前期费用分为行政事业性收费和工程服务性收费两部分。对前一部分通过争取各项优惠政策降低；勘探、设计等前期工程任务的发包，必须按照新的招投标法的规定，通过公开招标确定承包单位，最大限度压低承包价。工程项目在设计上的浪费是十分惊人的，设计标准一定要与项目的市场定位相适应,不要一味追求高、新、美，不要多余的功能和多余的承重力，积极推行价值工程管理。设计目前很多知名开发企业实行方案设计落实到人头，方案设计与施工图设计分开的做法。三通一平工程费用，也是前期工程费控制的重点。土、石方工程一般工期较短，也没有复杂严格的质量要求，可以采用市场价格，实行总价招标。施工用水、用电线路的敷设，一定要兼顾小区建成后生活用水、用电的需要，切忌重复建设，增加成本。第三部分建安工程费的全程控制一、决策阶段的难题和对策： 1、加强项目投资决策的科学性、系统性，准确市场定位。2、推行价值工程管理，“用最少的投资，争取最大的效益”：1)保持项目功能不变，降低项目投资；2)投资不变，提高项目功能；3)投资虽有所增加，但功能提高幅度更大；4)降低一些次要功能，使成本大幅度降低；5)运用新科技、新技术，既提高功能，又降低项目投资；3、决策的连贯与调整。前期计划的完整、系统、合理、科学，尽量避免后期调整带来的震荡和成本上升。二、规划设计阶段的成本控制要点： 研究表明，房地产项目初步设计阶段，影响工程造价的程度约65%，施工图设计阶段，影响工程造价程度为25~35%，施工阶段通过技术措施节约工程造价的可能性仅为5~10%，这表明设计阶段的造价控制是建安工程费控制的关键。1、成立成本评估审核部门：公司内部成立专门的工程设计管理部门，制定详细的设计要求和下达设计任务，并对设计单位的设计方案和施工图进行审核；对工程项目的结构形式、装修标准、材料设备选型、设计的合理性和安全性等进行全面的评估和审核。1)通过招标和方案竞赛，缩短设计周期和优化设计方案；2)按照批准的设计任务书及投资估算来控制初步设计；3)通过合同对勘察设计单位明确规定责任；4)加强设计标准和标准设计的制订和合理应用。2、对设计单位限额设计：由于当前设计单位普遍经济观念和市场观念淡薄，“重技术、轻经济” ，加上设计费的取费标准一般按建筑面积或投资额计算，不利于设计单位加强成本控制意识，设计保守不合理，浪费极大。在设计任务书或投资估算上规定造价的限额，并和设计费挂钩。对设计单位进行经济赏（节约）罚（超支）。3、积极实行设计监理制度，加强设计阶段的成本控制。4、尽量避免设计变更带来的成本增加。三、招标阶段的成本控制：通过施工招投标，促进公平竞争，降低工程造价，缩短工期，提高工程质量。四、施工阶段的成本控制：1、加强监控，加强预算审查，严格经济签证和工程变更管理，安排施工全过程的材料和质量监理。 2、自购材料、设备的选用和采购应深入了解建材市场行情，在保证结构安全和使用功能的前提下，尽量选用市场供应充足、价格相对低廉的材料；或者当条件成熟，达到一定的开发规模的时候，采用自行招投标采购或与其他方合作联合招投标采购。3、处理好质量与成本的关系，质量要同物业设定的档次、市场定位联系起来，研究目标市场对某项材料设备质量、档次的重视和敏感程度。4、保证工程进度。第四部分基础设施建设费建设单位应主动为各专业部门提供技术支持，充分发挥规模优势，统筹协调，降低造价。第五部分管理费用根据目前公司的实际情况，在投资估算和成本控制体系上，将开发间接费用即企业直接组织、管理开发项目发生的工资、福利、劳保、折旧、办公、水电、周转房摊销等费用计入管理费用。管理费用控制的关键在于开发建设的规模，因此应当通过加大开发力度和开发规模，降低单位管理费用水平。 一、定岗定员，精简机构，减少人员冗积情况出现。但对关键岗位和关键业务，尤其成本效益高的岗位，不但不能过于精简，而且有必要增加、充实定员。二、在理顺公司产权关系的基础上，将公司房地产开发业务管理费用明确出来，并按照项目进行科学的分摊。三、由于目前房地产专业分工越来越细，拆迁、施工、工程监理、销售、物业管理等均有专业的公司和队伍，可能的话对开发过程中的部分业务可分包给外部的专业公司，前提是这样做比自己做更节省。四、推行各部门管理费用承包、限额奖惩，调动节约管理费用的积极性和责任心。第六部分财务费用的全面控制首先是建立科学的财务管理体系，算清开发各个环节的资金运行情况，投入多少，运行时间，货币在不同时间内价值的调整、回收期、回收量、资金在某个环节的滞留和损耗。财务费用的控制实际是对资金时间价值的控制，其中主要是贷款利息的降低。因此，应当通过分阶段控制开发进度、缩短开发周期，降低资金占用时间，从而实现对财务费用的控制。 一、安排合理的融资方案：贷款金融机构的选择；融资方式的选择；贷款额度的合理确定，利率的谈判；筹资费用的节约，进度的合理安排等。二、贷款利息应从贷款总额、贷款期限和贷款利率三方面实施控制。1、对贷款额度的控制，通过编制建设资金使用计划、现金流量表及贷款计划，在满足项目需求的前提下，尽量压缩存量资金，减少贷款总额，缩短贷款期限，控制财务费用。2、对资金占用期限的控制，主要通过缩短工期，同时加快销售、加速资金的回收来实现：1)前期阶段（征地、拆迁、立项、设计、报建等）：n对耗时较多的征地拆迁安置阶段，可通过委托给专业的公司来缩短时间；n对规划设计阶段，可利用市场机制、通过公开招标，选择实力强、水平高、信誉好的单位，通过合同把规划设计时间锁定，以加快进度。2) 施工阶段的时间控制：在搞好工程招标和认真签订好承包合同的基础上，抓好以下工作：n根据工程进度目标逐级编制工作计划，包括工程项目总进度计划、项目年度计划、建设监理单位的计划系统和设计单位的设计系统。然后进行项目进度目标分解，把目标逐个分解到各施工单位，并确定各施工单位的交接日期。n根据进度要求配备足够的工程技术管理人员，以保证技术指导、监督适时到位。n协调好银行关系，安排资金按计划准时、足额到位，以保证工程的顺利进行。n保证原材料、设备的组织供应及时到位，以免停工待料，延误工期。n对于施工过程中的设计变更，保证设计单位的充分配合，及时变更出图。3)销售阶段的时间控制：n销售的及早介入，制定销售策略，及时启动预售； n实行销售业绩的激励制度，促进销售收入的快速实现；n监控售房款的及时回收，以便及时归还银行贷款。第七部分税金的控制房地产开发企业应对全公司的税务进行科学的综合筹划，争取合理避税，以有效降低税收负担。目前，房地产开发涉及的主要税种（所得税前）有：营业税及其附加；耕地占用税；土地增值税等。财务部门应针对每种税收的特征，制定相应的避税措施。方案设计阶段的成本控制流程一、重视市场调查和工程可行性论证工作，加强投资决策的科学、公正、客观和程序化。二、认真编写设计任务书，提高设计任务书的编制深度，以切实起到控制投资的作用。设计任务书是建设单位对投资意图、所需功能和使用价值正确分析后，将待建项目的开发理念、营销主题、规模、使用功能、工艺布局、建筑风格等要求具体化反映，它是设计单位编制设计文件的主要依据。 三、做好建筑方案的征集选择完成设计任务书后，选择几家有技术实力的设计单位，或资深、知名设计人进行设计方案竞赛，征集建筑设计方案，然后组织有关人员对竞赛方案进行评比、选择、优化，评比应侧重以下几方面：1、设计构思的超前性：目前的市场发展变化速度很快，加上房地产开发项目周期一般较长，建成产品对市场的适应滞后性，对建筑使用功能的设计应考虑适度超前，以免建成即落后的情况发生。例如，对绵阳目前而言，尤其要研究轿车进入家庭后住宅市场如何升级的问题。2、建筑平面布置的合理性：从目前的市场需求特征来看，建筑的平面布置、户型的好坏具有十分关键的作用。规划设计要依据小区的基本功能和要求，充分考虑建筑物的性质、用途、目标客户对使用功能的要求及其居住、生产、经营等活动的特点与习惯，合理地安排住宅建筑、公共建筑、管线、道路、绿地的布局，建筑平面既要使用功能布置合理、面积利用率高。 建议公司内部安排专人组成户型研究攻关小组，一方面建立户型评价科学体系；另一方面通过对各地尤其本市畅销户型的深入调研后提出几种方案，由相关部门广泛讨论，甚至组织意向客户参与座谈。竖向设计要因地制宜，依山就势，避免大填大挖，增加土石方和基础工程费用。要保持住宅的通透性，注意立体造型的简洁大方和层次错落有致。住宅的平面布置，在可能的情况下，要尽量缩小外墙周长系数（外墙周长与建筑面积之比）和结构面积系数（结构面积与建筑面积之比）。在满足住宅的基本功能，保证居住质量的前提下，加大住宅的进深，对降低造价有明显的效果。住宅的总体平面布置应该注意环境景观的营造，平均分配景观。小区内应注意通道的合理布局，人车分流。3、建筑风格的策略：建筑风格的功能一是美观，另一个是识别，即类似于VI的作用。良好的建筑风格对楼盘的促销起着其它广告宣传形式难以比拟的优势，也会对促销费用的节约起作用。建筑风格的策略应注意以下几方面： 1)建筑风格应处理好与周边建筑、周边环境的协调关系；2)目前建筑风格仍然不是购房者考虑的重点因素，但随着居民收入水平的提高，必然会在这方面提出更高的要求；3)建筑风格的选择：普通居民更倾向于接受“有豪华气氛”的住宅，尤其是“欧式”风格接受程度较高，而对开发商宣传推广的各种流派和口号不太敏感；而收入水平高、知识层次高的购房者一般会对建筑风格有更高的要求。开发商应根据项目策划、目标市场定位给设计人员以更多的指引，以便建筑风格的确定既适合市场需求又有效降低成本。4)应重视建筑风格与其成本的关系，研究建筑风格增加的投入与其对项目价值提升所起的作用对比研究，选择性价比高的建筑风格。4、做好初步设计阶段结构承重体系的比较选择工作：建筑方案确定后，即转入初步设计，此时控制投资主要是做好基础及结构的选型工作。5、在预定概算限额内做好施工图设计： 对不同设计及材料进行成本研究，向设计人员提出成本建议，协助他们在投资限额范围内作好施工图设计。6、做好施工图纸的会审工作，将图纸中的质量隐患消灭于萌芽状态，尽可能避免后期发生变更导致成本的增加。成本控制的运作机制一、严格合同审查制度，强化成本费用支出审批制度，重新核定审批职权范围，实施奖罚制度。二、完善成本预测、成本结算和成本监控体系，对项目运营的盈亏有着高度灵敏的显示和反馈。三、建立项目成本的后评价制度。四、坚持技术手段与经济手段相结合：1、组织上： 明确项目组织结构，使投资控制有专责小组跟踪，如由相关人员组成投资控制委员会来专责项目的投资营运，促进管理职能分工的科学化和规范化。2、技术上：重视设计多方案选择，及处理各种问题的多方案选择，严格审查和监督初步设计、施工图设计、施工组织设计，深入技术领域研究节约投资的可能。另外，要认真研究、严格控制建设工程施工合同的签订，探索节约建安造价的可能性。3、经济上：动态地比较投资的计划性和实际性，严格审核各项费用的支出，采取对投资节约的有力奖励措施，鼓励公司地产口有关员工及承建商积极提出各种降低成本的建设性方案等，把项目投资控制观念渗透于每位员工头脑中。五、严格遵守成本和费用开支范围，划清各种费用界限，保证成本的真实性、科学性和可比性。六、划清各期成本与各个成本核算对象之间的界限，企业应按月结算开发费用，计算开发产品成本。 七、实行成本管理责任制，对成本实行全员管理。发动广大职工参与成本管理，把成本管理纳入岗位责任制，并做到责、权、利结合。把成本费用指标层层分解，按干什么管什么的原则，把小指标分别落实到有关职能部门，可采取部门经理负责制。八、加强成本预测、计划、核算、控制、分析、检查，努力降低开发产品成本。招标与合约阶段的成本控制上周四，集团成本条线50人在杭州萧山金马饭店进行了为期三天的培训，其中第一个半天的课是外请培训老师讲的（半天收费1.4万，另付交通费和食宿），而对于我，这是一个绝好的向一流高手学习业务管理的机会，所以我听得很认真，也做了很多笔记。一、关于房地产开发成本控制的一些观念问题1、全成本概念：包括土地、建安、财务、管理、营销，人们通常只关注建安成本（占45%左右）；2、不要成本最低、而要利润最大化。一些细部的改善可能会增加一些成本，但可以创造更多的价值，提升房价； 3、成本将主要在四个层面产生：经营层面、产品定位层面、规划设计层面、工程层面。在这四个层面中，关键是要把产品定位以及规划设计的所有思想落实到合同，然后将工程成本固化。4、成本的产生将随着核心业务流程（设计、招标、建安、结算）的推进逐渐递减，所以成本控制主要集中在设计阶段及招标阶段。5、业内成本控制做得好的几个企业分别是中海、苏州建屋、仁恒、龙湖。而对于中海，它之所以成本控制厉害，有以下几方面的原因：一是她的供方资源非常优秀，特别是施工单位；二是强大的合约队伍，合同不是完全由合约部起草的，部分是由其它部门如工程部来拟订的；三是强大的计划体系，把所有的部门都串起来啦；四是招投标制度透明；五是到位的现场管理。二、招标与合约阶段成本控制的一些具体方法1、选材用料标准化：营销部对产品进行定位，设计部对产品进行具体的规划设计，然后提出一些选材用料的要求，但具体的技术参数他们不一定懂，所以具体的技术标准要由工程部来定。当然无论是产品定位还是规划设计，都要对当地竞争对手楼盘作仔细研究，以对手的产品为参照，确定自己产品的标准。2、目标成本确定+动态控制：成本合约的人要经常去看楼盘，对材料的单价、品牌要很熟悉。设定出来后，基本可以确定项目的目标成本，具体在控制时可以采用动态控制。也就是说，对照目标成本，进行总量控制，具体到某个材料或某个标段，可能会与设定的目标成本有些差异。 3、制订详细的招标计划：约束其它部门。这个招标计划是通过相互协调制订的，一旦制订后，就可以按照这个计划去推进工作，否则，其它部门的节奏经常跟不上，或导致互相推诿、扯皮。详细的招标计划制订后，更方便追究责任和落实工作。4、细化合同范围管理：减少签证。合同的范围管理一定要明确，只有接口办定清楚啦，移交过程中才不会扯皮。比如电梯进的照明谁来弄？再比如，门窗的大小问题（留少了、留多了都麻烦）。国内房产企业在合约管理方面存在的问题：一是范围管理不清晰；二是清单有问题；三是技术措施与质量标准不明确。在作范围管理的时候，要求要在合约人员的脑子里先把整个楼盖起来，所以哪个环节要怎么闲接都要考虑清楚。从这个角度讲，合约部比工程部更重要。现实的情况是，因为合约中有很多漏洞，所以很多问题要由工程部现场解决，这样，合约部自己的失职把工程部弄得很重要。5、坚持用清单招标。清单招标，可以让管理更加清晰，但并不是说清单招标一定会比客额招标更省钱。在拟订清单时，对子目、工序都要写清楚。之所以说对工序要写清楚，是因为我们经常会遇到这种问题：现场人员说合同看不懂；而合约人员则埋怨现场人员不看合同。可归根结底，还是因为合同写得很含糊，不好懂，不好操作。6、合同模板化。对于一个跨区域、多项目的公司，可以通过做几个项目来形成自己的合同模板体系，这样的话，既可以沉淀经验，也可以提高效率，以免每个项目招标都要从头来过，费力且不讨好。 7、建立材料的价格体系。材料的价格一是可以通过询价获得，但不靠谱。尤其是当对方知道你是属于甲指乙供时，对方会为施工单位预留15个点的利润空间；二是可以从承建单位处获得。评标包括二方面，一是技术标分析；一是商务标分析。而商务标分析时，就可以进行材料比价。一般来讲，三个项目下来，一些主材的价格可以完全摸得清楚，当然，这需要你在招标时，要求对方报价时提供详细的信息。8、现场签证/结算：以施工单位不亏为原则。虽然招标采用清单招标，但总还是会受到材料及其成品市场波动的影响。同样，项目施工中，也往往会因为设计变更产生签证。另外，从施工单位的角度，往往为了中标，会将可能会发生变化的东西报低价。所以有一些签证或结算时遇到一些材料涨价的问题总是难免，这时的总体原则是，确保施工单位不亏。但现实的情况往往是，施工单位利用签证获取利润。但从甲方的角度，该给的钱要给，但不给冤枉钱。当然，现场交底的时候也要注意，不仅是工程部、技术部参加，合约部也要参加，特别是那个负责该项目招标的主管工程师。薃蕿聿膂莆袈膈芄薁螄膇莆莄蚀膇肆薀蚆螃芈莂薂螂莁蚈袀螁肀蒁螆螁膃蚆蚂螀芅葿薈衿莇节袇袈肇蒇螃袇腿芀蝿袆莂薆蚅袅肁莈薁袅膃薄衿袄芆莇螅袃莈薂蚁羂肈莅薇羁膀薀蒃羀节莃袂罿肂虿螈罿膄蒂蚄羈芇蚇薀羇荿蒀衿羆聿芃螄肅膁蒈蚀肄芃芁薆肃羃蒆蒂肃膅艿袁肂芇薅螇肁莀莈蚃肀聿薃蕿聿膂莆袈膈芄薁螄膇莆莄蚀膇肆薀蚆螃芈莂薂螂莁蚈袀螁肀蒁螆螁膃蚆蚂螀芅葿薈衿莇节袇袈肇蒇螃袇腿芀蝿袆莂薆蚅袅肁莈薁袅膃薄衿袄芆莇螅袃莈薂蚁羂肈莅薇羁膀薀蒃羀节莃袂罿肂虿螈罿膄蒂蚄羈芇蚇薀羇荿蒀衿羆聿芃螄肅膁蒈蚀肄芃芁薆肃羃蒆蒂肃膅艿袁肂芇薅螇肁莀莈蚃肀聿薃蕿聿膂莆袈膈芄薁螄膇莆莄蚀膇肆薀蚆螃芈莂薂螂莁蚈袀螁肀蒁螆螁膃蚆蚂螀芅葿薈衿莇节袇袈肇蒇螃袇腿芀蝿袆莂薆蚅袅肁莈薁袅膃薄衿袄芆莇螅袃莈薂蚁羂肈莅薇羁膀薀蒃羀节莃袂罿肂虿螈罿膄蒂蚄羈芇蚇薀羇荿蒀衿羆聿芃螄肅膁蒈蚀肄芃芁薆肃羃蒆蒂肃膅艿袁肂芇薅螇肁莀莈蚃肀聿薃蕿聿膂莆袈膈芄薁螄膇莆莄蚀膇肆薀蚆螃芈莂薂螂莁蚈袀螁肀蒁螆螁膃蚆蚂螀芅葿薈衿莇节袇袈肇蒇螃袇腿芀蝿袆莂薆蚅袅肁莈薁袅膃薄衿袄芆莇螅袃莈薂蚁羂肈莅薇羁膀薀蒃羀节莃袂罿肂虿螈罿膄蒂蚄羈芇蚇薀羇荿蒀衿羆聿芃螄肅膁蒈蚀肄芃芁薆肃羃蒆蒂肃膅艿袁肂芇薅螇肁莀莈蚃肀聿薃蕿聿膂莆袈膈芄薁螄膇莆莄蚀膇肆薀蚆螃芈莂薂螂莁蚈袀螁肀蒁螆螁膃蚆蚂螀芅葿薈衿莇节袇袈肇蒇螃袇腿芀蝿袆莂薆蚅袅肁莈薁袅膃薄衿袄芆莇螅袃莈薂蚁羂肈莅薇羁膀薀蒃羀节莃袂罿肂虿螈罿膄蒂蚄羈芇蚇薀羇荿蒀衿羆聿芃螄肅膁蒈蚀肄芃芁薆肃羃蒆蒂肃膅艿袁肂芇薅螇肁莀莈蚃肀聿薃蕿聿膂莆袈膈芄薁螄膇莆莄蚀膇肆薀蚆螃芈莂薂螂莁蚈袀螁肀蒁螆螁膃蚆蚂螀芅葿薈衿莇节袇袈肇蒇螃袇腿芀蝿袆莂薆蚅袅肁莈薁袅膃薄衿袄芆莇螅袃莈薂蚁羂肈莅薇羁膀薀蒃羀节莃袂罿肂虿螈罿膄蒂蚄羈芇蚇薀羇荿蒀衿羆聿芃螄肅膁蒈蚀肄芃芁薆肃羃蒆蒂肃膅艿袁肂芇薅螇肁莀莈蚃肀聿薃蕿聿膂莆袈膈芄薁螄膇莆莄蚀膇肆薀蚆螃芈莂薂螂莁蚈袀螁肀蒁螆螁膃蚆蚂螀芅葿薈衿莇节袇袈肇蒇螃袇腿芀蝿袆莂薆蚅袅肁莈薁袅膃薄衿袄芆莇螅袃莈薂蚁羂肈莅薇羁膀薀蒃羀节莃袂罿肂虿螈罿膄蒂蚄羈芇蚇薀羇荿蒀衿羆聿芃螄肅膁蒈蚀肄芃芁薆肃羃蒆蒂肃膅艿袁肂芇薅螇肁莀莈蚃肀聿薃蕿聿膂莆袈膈芄薁螄膇莆莄蚀膇肆薀蚆螃芈莂薂螂莁蚈袀螁肀蒁螆螁膃蚆蚂螀芅葿薈衿莇节袇袈肇蒇螃袇腿芀蝿袆莂薆蚅袅肁莈薁袅膃薄衿袄芆莇螅袃莈薂蚁羂肈莅薇羁膀薀蒃羀节莃袂罿肂虿螈罿膄蒂蚄羈芇蚇薀羇荿蒀衿羆聿芃螄肅膁蒈蚀肄芃芁薆肃羃蒆蒂肃膅艿袁肂芇薅螇肁莀莈蚃肀聿薃蕿聿膂莆袈膈芄薁螄膇莆莄蚀膇肆薀蚆螃芈莂薂螂莁蚈袀螁肀蒁螆螁膃蚆蚂螀芅葿薈衿莇节袇袈肇蒇螃袇腿芀蝿袆莂薆蚅袅肁莈薁袅膃薄衿袄芆莇螅袃莈薂蚁羂肈莅薇羁膀薀蒃羀节莃袂罿肂虿螈罿膄蒂蚄羈芇蚇薀羇荿蒀衿羆聿芃螄肅膁蒈蚀肄芃芁薆肃羃蒆蒂肃膅艿袁肂芇薅螇肁莀莈蚃肀聿薃蕿聿膂莆袈膈芄薁螄膇莆莄蚀膇肆薀蚆螃芈莂薂螂莁蚈袀螁肀蒁螆螁膃蚆蚂螀芅葿薈衿莇节袇袈肇蒇螃袇腿芀蝿袆莂薆蚅袅肁莈薁袅膃薄衿袄芆莇螅袃莈薂蚁羂肈莅薇羁膀薀蒃羀节莃袂罿肂虿螈罿膄蒂蚄羈芇蚇薀羇荿蒀衿羆聿芃螄肅膁蒈蚀肄芃芁薆肃羃蒆蒂肃膅艿袁肂芇薅螇肁莀莈蚃肀聿薃蕿聿膂莆袈膈芄薁螄膇莆莄蚀膇肆薀蚆螃芈莂薂螂莁蚈袀螁肀蒁螆螁膃蚆蚂螀芅葿薈衿莇节袇袈肇蒇螃袇腿芀蝿袆莂薆蚅袅肁莈薁袅膃薄衿袄芆莇螅袃莈薂蚁羂肈莅薇羁膀薀蒃羀节莃袂罿肂虿螈罿膄蒂蚄羈芇蚇薀羇荿蒀衿羆聿芃螄肅膁蒈蚀肄芃芁薆肃羃蒆蒂肃膅艿袁肂芇薅螇肁莀莈蚃肀聿薃蕿聿膂莆袈膈芄薁螄膇莆莄蚀膇肆薀蚆螃芈莂薂螂莁蚈袀螁肀蒁螆螁膃蚆蚂螀芅葿薈衿莇节袇袈肇蒇螃袇腿芀蝿袆莂薆蚅袅肁莈薁袅膃薄衿袄芆莇螅袃莈薂蚁羂肈莅薇羁膀薀蒃羀节莃袂罿肂虿螈罿膄蒂蚄羈芇蚇薀羇荿蒀衿羆聿芃螄肅膁蒈蚀肄芃芁薆肃羃蒆蒂肃膅艿袁肂芇薅螇肁莀莈蚃肀聿薃蕿聿膂莆袈膈芄薁螄膇莆莄蚀膇肆薀蚆螃芈莂薂螂莁蚈袀螁肀蒁螆螁膃蚆蚂螀芅葿薈衿莇节袇袈肇蒇螃袇腿芀蝿袆莂薆蚅袅肁莈薁袅膃薄衿袄芆莇螅袃莈薂蚁羂肈莅薇羁膀薀蒃羀节莃袂罿肂虿螈罿膄蒂蚄羈芇蚇薀羇荿蒀衿羆聿芃螄肅膁蒈蚀肄芃芁薆肃羃蒆蒂肃膅艿袁肂芇薅螇肁莀莈蚃肀聿薃蕿聿膂莆袈膈芄薁螄膇莆莄蚀膇肆薀蚆螃芈莂薂螂莁蚈袀螁肀蒁螆螁膃蚆蚂螀芅葿薈衿莇节袇袈肇蒇螃袇腿芀蝿袆莂薆蚅袅肁莈薁袅膃薄衿袄芆莇螅袃莈薂蚁羂肈莅薇羁膀薀蒃羀节莃袂罿肂虿螈罿膄蒂蚄羈芇蚇薀羇荿蒀衿羆聿芃螄肅膁蒈蚀肄芃芁薆肃羃蒆蒂肃膅艿袁肂芇薅螇肁莀莈蚃肀聿薃蕿聿膂莆袈膈芄薁螄膇莆莄蚀膇肆薀蚆螃芈莂薂螂莁蚈袀螁肀蒁螆螁膃蚆蚂螀芅葿薈衿莇节袇袈肇蒇螃袇腿芀蝿袆莂薆蚅袅肁莈薁袅膃薄衿袄芆莇螅袃莈薂蚁羂肈莅薇羁膀薀蒃羀节莃袂罿肂虿螈罿膄蒂蚄羈芇蚇薀羇荿蒀衿羆聿芃螄肅膁蒈蚀肄芃芁薆肃羃蒆蒂肃膅艿袁肂芇薅螇肁莀莈蚃肀聿薃蕿聿膂莆袈膈芄薁螄膇莆莄蚀膇肆薀蚆螃芈莂薂螂莁蚈袀螁肀蒁螆螁膃蚆蚂螀芅葿薈衿莇节袇袈肇蒇螃袇腿芀蝿袆莂薆蚅袅肁莈薁袅膃薄衿袄芆莇螅袃莈薂蚁羂肈莅薇羁膀薀蒃羀节莃袂罿肂虿螈罿膄蒂蚄羈芇蚇薀羇荿蒀衿羆聿芃螄肅膁蒈蚀肄芃芁薆肃羃蒆蒂肃膅艿袁肂芇薅螇肁莀莈蚃肀聿薃蕿聿膂莆袈膈芄薁螄膇莆莄蚀膇肆薀蚆螃芈莂薂螂莁蚈袀螁肀蒁螆螁膃蚆蚂螀芅葿薈衿莇节袇袈肇蒇螃袇腿芀蝿袆莂薆蚅袅肁莈薁袅膃薄衿袄芆莇螅袃莈薂蚁羂肈莅薇羁膀薀蒃羀节莃袂罿肂虿螈罿膄蒂蚄羈芇蚇薀羇荿蒀衿羆聿芃螄肅膁蒈蚀肄芃芁薆肃羃蒆蒂肃膅艿袁肂芇薅螇肁莀莈蚃肀聿薃蕿聿膂莆袈膈芄薁螄膇莆莄蚀膇肆薀蚆螃芈莂薂螂莁蚈袀螁肀蒁螆螁膃蚆蚂螀芅葿薈衿莇节袇袈肇蒇螃袇腿芀蝿袆莂薆蚅袅肁莈薁袅膃薄衿袄芆莇螅袃莈薂蚁羂肈莅薇羁膀薀蒃羀节莃袂罿肂虿螈罿膄蒂蚄羈芇蚇薀羇荿蒀衿羆聿芃螄肅膁蒈蚀肄芃芁薆肃羃蒆蒂肃膅艿袁肂芇薅螇肁莀莈蚃肀聿薃蕿聿膂莆袈膈芄薁螄膇莆莄蚀膇肆薀蚆螃芈莂薂螂莁蚈袀螁肀蒁螆螁膃蚆蚂螀芅葿薈衿莇节袇袈肇蒇螃袇腿芀蝿袆莂薆蚅袅肁莈薁袅膃薄衿袄芆莇螅袃莈薂蚁羂肈莅薇羁膀薀蒃羀节莃袂罿肂虿螈罿膄蒂蚄羈芇蚇薀羇荿蒀衿羆聿芃螄肅膁蒈蚀肄芃芁薆肃羃蒆蒂肃膅艿袁肂芇薅螇肁莀莈蚃肀聿薃蕿聿膂莆袈膈芄薁螄膇莆莄蚀膇肆薀蚆螃芈莂薂螂莁蚈袀螁肀蒁螆螁膃蚆蚂螀芅葿薈衿莇节袇袈肇蒇螃袇腿芀蝿袆莂薆蚅袅肁莈薁袅膃薄衿袄芆莇螅袃莈薂蚁羂肈莅薇羁膀薀蒃羀节莃袂罿肂虿螈罿膄蒂蚄羈芇蚇薀羇荿蒀衿羆聿芃螄肅膁蒈蚀肄芃芁薆肃羃蒆蒂肃膅艿袁肂芇薅螇肁莀莈蚃肀聿薃蕿聿膂莆袈膈芄薁螄膇莆莄蚀膇肆薀蚆螃芈莂薂螂莁蚈袀螁肀蒁螆螁膃蚆蚂螀芅葿薈衿莇节袇袈肇蒇螃袇腿芀蝿袆莂薆蚅袅肁莈薁袅膃薄衿袄芆莇螅袃莈薂蚁羂肈莅薇羁膀薀蒃羀节莃袂罿肂虿螈罿膄蒂蚄羈芇蚇薀羇荿蒀衿羆聿芃螄肅膁蒈蚀肄芃芁薆肃羃蒆蒂肃膅艿袁肂芇薅螇肁莀莈蚃肀聿薃蕿聿膂莆袈膈芄薁螄膇莆莄蚀膇肆薀蚆螃芈莂薂螂莁蚈袀螁肀蒁螆螁膃蚆蚂螀芅葿薈衿莇节袇袈肇蒇螃袇腿芀蝿袆莂薆蚅袅肁莈薁袅膃薄衿袄芆莇螅袃莈薂蚁羂肈莅薇羁膀薀蒃羀节莃袂罿肂虿螈罿膄蒂蚄羈芇蚇薀羇荿蒀衿羆聿芃螄肅膁蒈蚀肄芃芁薆肃羃蒆蒂肃膅艿袁肂芇薅螇肁莀莈蚃肀聿薃蕿聿膂莆袈膈芄薁螄膇莆莄蚀膇肆薀蚆螃芈莂薂螂莁蚈袀螁肀蒁螆螁膃蚆蚂螀芅葿薈衿莇节袇袈肇蒇螃袇腿芀蝿袆莂薆蚅袅肁莈薁袅膃薄衿袄芆莇螅袃莈薂蚁羂肈莅薇羁膀薀蒃羀节莃袂罿肂虿螈罿膄蒂蚄羈芇蚇薀羇荿蒀衿羆聿芃螄肅膁蒈蚀肄芃芁薆肃羃蒆蒂肃膅艿袁肂芇薅螇肁莀莈蚃肀聿薃蕿聿膂莆袈膈芄薁螄膇莆莄蚀膇肆薀蚆螃芈莂薂螂莁蚈袀螁肀蒁螆螁膃蚆蚂螀芅葿薈衿莇节袇袈肇蒇螃袇腿芀蝿袆莂薆蚅袅肁莈薁袅膃薄衿袄芆莇螅袃莈薂蚁羂肈莅薇羁膀薀蒃羀节莃袂罿肂虿螈罿膄蒂蚄羈芇蚇薀羇荿蒀衿羆聿芃螄肅膁蒈蚀肄芃芁薆肃羃蒆蒂肃膅艿袁肂芇薅螇肁莀莈蚃肀聿薃蕿聿膂莆袈膈芄薁螄膇莆莄蚀膇肆薀蚆螃芈莂薂螂莁蚈袀螁肀蒁螆螁膃蚆蚂螀芅葿薈衿莇节袇袈肇蒇螃袇腿芀蝿袆莂薆蚅袅肁莈薁袅膃薄衿袄芆莇螅袃莈薂蚁羂肈莅薇羁膀薀蒃羀节莃袂罿肂虿螈罿膄蒂蚄羈芇蚇薀羇荿蒀衿羆聿芃螄肅膁蒈蚀肄芃芁薆肃羃蒆蒂肃膅艿袁肂芇薅螇肁莀莈蚃肀聿薃蕿聿膂莆袈膈芄薁螄膇莆莄蚀膇肆薀蚆螃芈莂薂螂莁蚈袀螁肀蒁螆螁膃蚆蚂螀芅葿薈衿莇节袇袈肇蒇螃袇腿芀蝿袆莂薆蚅袅肁莈薁袅膃薄衿袄芆莇螅袃莈薂蚁羂肈莅薇羁膀薀蒃羀节莃袂罿肂虿螈罿膄蒂蚄羈芇蚇薀羇荿蒀衿羆聿芃螄肅膁蒈蚀肄芃芁薆肃羃蒆蒂肃膅艿袁肂芇薅螇肁莀莈蚃肀聿薃蕿聿膂莆袈膈芄薁螄膇莆莄蚀膇肆薀蚆螃芈莂薂螂莁蚈袀螁肀蒁螆螁膃蚆蚂螀芅葿薈衿莇节袇袈肇蒇螃袇腿芀蝿袆莂薆蚅袅肁莈薁袅膃薄衿袄芆莇螅袃莈薂蚁羂肈莅薇羁膀薀蒃羀节莃袂罿肂虿螈罿膄蒂蚄羈芇蚇薀羇荿蒀衿羆聿芃螄肅膁蒈蚀肄芃芁薆肃羃蒆蒂肃膅艿袁肂芇薅螇肁莀莈蚃肀聿薃蕿聿膂莆袈膈芄薁螄膇莆莄蚀膇肆薀蚆螃芈莂薂螂莁蚈袀螁肀蒁螆螁膃蚆蚂螀芅葿薈衿莇节袇袈肇蒇螃袇腿芀蝿袆莂薆蚅袅肁莈薁袅膃薄衿袄芆莇螅袃莈薂蚁羂肈莅薇羁膀薀蒃羀节莃袂罿肂虿螈罿膄蒂蚄羈芇蚇薀羇荿蒀衿羆聿芃螄肅膁蒈蚀肄芃芁薆肃羃蒆蒂肃膅艿袁肂芇薅螇肁莀莈蚃肀聿薃蕿聿膂莆袈膈芄薁螄膇莆莄蚀膇肆薀蚆螃芈莂薂螂莁蚈袀螁肀蒁螆螁膃蚆蚂螀芅葿薈衿莇节袇袈肇蒇螃袇腿芀蝿袆莂薆蚅袅肁莈薁袅膃薄衿袄芆莇螅袃莈薂蚁羂肈莅薇羁膀薀蒃羀节莃袂罿肂虿螈罿膄蒂蚄羈芇蚇薀羇荿蒀衿羆聿芃螄肅膁蒈蚀肄芃芁薆肃羃蒆蒂肃膅艿袁肂芇薅螇肁莀莈蚃肀聿薃蕿聿膂莆袈膈芄薁螄膇莆莄蚀膇肆薀蚆螃芈莂薂螂莁蚈袀螁肀蒁螆螁膃蚆蚂螀芅葿薈衿莇节袇袈肇蒇螃袇腿芀蝿袆莂薆蚅袅肁莈薁袅膃薄衿袄芆莇螅袃莈薂蚁羂肈莅薇羁膀薀蒃羀节莃袂罿肂虿螈罿膄蒂蚄羈芇蚇薀羇荿蒀衿羆聿芃螄肅膁蒈蚀肄芃芁薆肃羃蒆蒂肃膅艿袁肂芇薅螇肁莀莈蚃肀聿薃蕿聿膂莆袈膈芄薁螄膇莆莄蚀膇肆薀蚆螃芈莂薂螂莁蚈袀螁肀蒁螆螁膃蚆蚂螀芅葿薈衿莇节袇袈肇蒇螃袇腿芀蝿袆莂薆蚅袅肁莈薁袅膃薄衿袄芆莇螅袃莈薂蚁羂肈莅薇羁膀薀蒃羀节莃袂罿肂虿螈罿膄蒂蚄羈芇蚇薀羇荿蒀衿羆聿芃螄肅膁蒈蚀肄芃芁薆肃羃蒆蒂肃膅艿袁肂芇薅螇肁莀莈蚃肀聿薃蕿聿膂莆袈膈芄薁螄膇莆莄蚀膇肆薀蚆螃芈莂薂螂莁蚈袀螁肀蒁螆螁膃蚆蚂螀芅葿薈衿莇节袇袈肇蒇螃袇腿芀蝿袆莂薆蚅袅肁莈薁袅膃薄衿袄芆莇螅袃莈薂蚁羂肈莅薇羁膀薀蒃羀节莃袂罿肂虿螈罿膄蒂蚄羈芇蚇薀羇荿蒀衿羆聿芃螄肅膁蒈蚀肄芃芁薆肃羃蒆蒂肃膅艿袁肂芇薅螇肁莀莈蚃肀聿薃蕿聿膂莆袈膈芄薁螄膇莆莄蚀膇肆薀蚆螃芈莂薂螂莁蚈袀螁肀蒁螆螁膃蚆蚂螀芅葿薈衿莇节袇袈肇蒇螃袇腿芀蝿袆莂薆蚅袅肁莈薁袅膃薄衿袄芆莇螅袃莈薂蚁羂肈莅薇羁膀薀蒃羀节莃袂罿肂虿螈罿膄蒂蚄羈芇蚇薀羇荿蒀衿羆聿芃螄肅膁蒈蚀肄芃芁薆肃羃蒆蒂肃膅艿袁肂芇薅螇肁莀莈蚃肀聿薃蕿聿膂莆袈膈芄薁螄膇莆莄蚀膇肆薀蚆螃芈莂薂螂莁蚈袀螁肀蒁螆螁膃蚆蚂螀芅葿薈衿莇节袇袈肇蒇螃袇腿芀蝿袆莂薆蚅袅肁莈薁袅膃薄衿袄芆莇螅袃莈薂蚁羂肈莅薇羁膀薀蒃羀节莃袂罿肂虿螈罿膄蒂蚄羈芇蚇薀羇荿蒀衿羆聿芃螄肅膁蒈蚀肄芃芁薆肃羃蒆蒂肃膅艿袁肂芇薅螇肁莀莈蚃肀聿薃蕿聿膂莆袈膈芄薁螄膇莆莄蚀膇肆薀蚆螃芈莂薂螂莁蚈袀螁肀蒁螆螁膃蚆蚂螀芅葿薈衿莇节袇袈肇蒇螃袇腿芀蝿袆莂薆蚅袅肁莈薁袅膃薄衿袄芆莇螅袃莈薂蚁羂肈莅薇羁膀薀蒃羀节莃袂罿肂虿螈罿膄蒂蚄羈芇蚇薀羇荿蒀衿羆聿芃螄肅膁蒈蚀肄芃芁薆肃羃蒆蒂肃膅艿袁肂芇薅螇肁莀莈蚃肀聿薃蕿聿膂莆袈膈芄薁螄膇莆莄蚀膇肆薀蚆螃芈莂薂螂莁蚈袀螁肀蒁螆螁膃蚆蚂螀芅葿薈衿莇节袇袈肇蒇螃袇腿芀蝿袆莂薆蚅袅肁莈薁袅膃薄衿袄芆莇螅袃莈薂蚁羂肈莅薇羁膀薀蒃羀节莃袂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