房地产开发项目成本控制的研究

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论文摘要历年来我国企业采用的是一种以计划价格为基础，以事后核算为重点的静态成本管理方式，受传统观念以及房产开发企业高回报的利润率的影响，导致房地产开发企业缺乏投入成本竞争意识。企业往往忽视成本管理，浪费很大，财务人员只是根据合同来控制项目的开发成本，对开发产品形成全过程的成本控制却显得力不从心。由于开发产品位置的固定性、生产的长期性，也使成本管理人员疏于成本控制。入世以后，我国房地产业面临更加严峻的考验，随着企业成本总额中不可控制成本的比例增加，如果不加强成本控制，规避财务风险、提高效益，将很难在市场中立足。关键词：房地产开发；成本控制；成本管理；开发模式。 目录一、开发成本的概述…………………………………………………………1二、房地产企业的项目管理中成本控制的现状分析………………………1（一）当前房地产开发成本控制现状………………………………………1（二）目前成本控制中存在的问题及原因…………………………………21、可行性研究缺乏…………………………………………………………22、设计监理缺失…………………………………………………………2三、提出工业化的房地产开发模式…………………………………………2（一）中国模式………………………………………………………………2（二）美国细分模式…………………………………………………………3（三）参照美国模式提出中国房地产开发模式……………………………4四、房地产开发企业成本控制的应用实例………………………………4（一）碧桂园工业化开发模式………………………………………………4五、结论……………………………………………………………………5参考文献……………………………………………………………………5 房地产开发项目成本控制的研究一、开发成本的概述房地产企业开发成本是指为开发一定数量的商品房所支出的全部费用，并将这些费用按成本项目进行归集和分配，最终计算出开发项目总成本和单位建筑面积成本的过程。房地产开发成本的控制是开发商对所有项目投资的有效控制，是房地产开发项目管理的重要组成部分，它是通过对投资估算、预算、合同、合同执行管理的一个从宏观到微观、从粗放到细致的过程。无论是在投资决策阶段、规划设计阶段、方案设计阶段、发包阶段、施工建设阶段、都应该把项目投资控制在预定的限额以内，，随时纠正偏差，保证开发企业项目顺利实施，力求开发中使用人力、物力、财力，获得良好的经济效益、社会效益和环境效益，以达到房地产开发企业的利润最大化。二、房地产企业的项目管理中成本控制的现状分析（一）、当前房地产开发成本控制现状当前我国房地产开发成本控制的现状是：1、首先，在保留了计划经济时期的有益经验和克服了其中的不足之处，在借鉴西方先进的成本控制模式的基础上，我国的成本控制实践得到了迅速的发展。2、其次，在观念上发生了很大变化，对成本控制有了比较深入的了解，明确认识到要学习借鉴科学有效的管理方法和先进经验，博取众长，为己所用。同时要结合国情，加以吸收和深化。3、成本管理工作向技术领域扩展，成本控制渗透到成本管理的各个环节。一些企业推行了成本目标管理、价值工程和产品质量成本管理，取得了有益的经验和成果。4、对传统产品成本核算作了改革，以充分发挥成本核算的作用，成本管理划小核算单位，推行了责任成本制度[1]参见，张永强.《房地产开发项目成本控制》.江苏企业管理.2003年6月我国经过几十年的成本管理与实践的探索，从理论上形成一套关于成本预测、决策、核算、控制、监督及考核的管理体系，但是建筑企业在运用这些方法进行成本控制时，还存在着诸多问题，缺乏适应社会主义市场经济需要的成本控制方法。总体来看，我国房地产企业在工程项目成本控制方面7 ，进步是明显的，但仍然存在着制度不完善、管理水平不高等问题，成本支出大、效益低下的不良局面在相当多的企业中依然存在。没有从根本上摆脱成本意识淡化、成本管理理论僵化、成本管理方法老化、成本管理作用弱化和成本管理组织软化等问题。（二）、目前成本控制中存在的问题及原因1、可行性研究缺乏(1)、项目目标和工程任务分解不足在项目启动之初，作为项目所有者的房地产企业由于缺乏大型工程建设的实践经验，没有很好的对整个项目进行细致研究分析，并提出项目的总体目标，也没有将工作任务进行分解，并加以落实分配。(2)、市场定位不准、缺乏创新能力在项目开始前，房地产企业往往忽视了市场作用，没有做充分的调查研究，不做设计研究，只是根据周边项目户型、楼型照猫画虎，造成产品同质化严重，缺乏创新能力，从而使项目销售不畅、价格不高、回款缓慢、效益不好。2、设计监理缺失由于对设计单位相应的监督管理体制无法跟上，造成在项目的施工中发现大量设计中存在的问题。由于施工中发现的设计问题很多，有些工程从开工到竣工都发生了设计变更，变更图纸比原设计图纸还多。设计过程中出现的问题主要表现在：(1)、缺乏合理的设计招标程序房地产市场发展还不规范，未形成公正、公平、公开竞争的良好环境，造成了设计招标往往流于形式。(2)、忽视设计对项目投资控制的重要性未认识到设计对项目整个运作过程的重要影响，公司对项目设计普遍存在一种“轻设计控制，重施工控制”的思想。(3)、设计监理缺失对于设计监理工作，由于对设计单位相应的监督管理体制不健全，加上设计单位的工作量较大，部分设计人员素质较差导致设计图纸很难做到精心勘探、精心设计，达到一流的施工质量，造成在施工中发现大量设计中存在的问题。(4)、文档资料缺乏制度化、规范化管理尚未制定有关工程文档资料、工程竣工资料等的管理制度和规定，项目档案管理管理混乱，尤其是对工程项目的合同管理方面，未能实现以合同为主线、以合同为核心实施工程项目管理。三、提出工业化的房地产开发模式（一）中国模式中国房地产开发模式既是短平快的合作开发模式。7 “联合开发”和“项目公司”是我国房地产开发历程中曾有的一大特色，造成这种局面的直接原因是早期为数不少的建设项目用地是以协议出让方式取得，某些取得开发权的企业或个人因种种原因，不能在短时间内启动项目，致使开发周期大大延长，甚至使土地长期闲置。而随着房地产市场的持续升温，房地产业对资本的吸引也与日俱增，一些拥有资金或技术管理优势的企业迫切希望获取土地资源，于是合作开发这种形式应运而生。合作开发使一批搁置已久的项目进入开发流程，大大加快了项目开发进度，在一定程度上缓解了一段时间相对供应不足的矛盾，一些企业也在项目开发的过程中积累了经验和资金，得以迅速发展。但是这种模式的先天缺陷也是显而易见的。合作开发的项目公司存续期与项目开发周期几乎相同，项目完工，公司的使命也结束了。因此，项目公司通常追求的是开发利润的最大化和快速实现，不可避免地会采取一些短平快的手法。再者，在市场销售形势持续向好的情况下，企业追求的是产品的快速消化和成本控制，对产品创新和品质的提升不会花费太多精力，也不可能去完成售后服务，走的是合作、建设、销售、结算的路子。此外，由于进入门槛较低，一些不具开发经验的企业和个人也挟资本实力强行进入，使这类项目的产品水准普遍不高，且盛行概念炒作，甚至出现下部共有裙楼和上部塔楼分属不同建设单位的情况，容易产生产品交付后的遗留问题，对整个市场发展来说，不足一种良性的方向。（二）美国细分模式通过严格的专业化细分，形成一条横向价值链，构成以专业细分和金融运作见长的房地产发展模式。美国模式代表了西方发达国家房地产开发的主流模式。其核心是金融运作，美国拥有最成熟和完善的房地产金融体系，房地产投资信托基金和投资商成为主导者，而开发商、建筑商、销售商以及其他房地产服务商则成了围绕资本、基金的配套环节。美国地产模式的背景及特点是：土地自由供应。理论上讲，在1990年日本地产泡沫最大的时候，如果把整个东京卖掉后就可以买下整个美国，由此我们可知当时日本地价之高，美国地价之低。如果再追溯一下历史，当年美国西部大开发时，只须交纳10美元手续费就可以免费获得无人居住土地160英亩，只要定居和开垦5年，土地就永远归私人所有；由此形成美国62%土地私有的格局，让政府不可能对土地供给进行严控。专业分工明确。美国房地产发展模式主要由房地产金融产业链、开发产业链、中介产业链和流通产业链等相互协调共存，强调房地产开发的所有环节由不同的专业公司来共同完成。而且不同公司根据自己的专业特长而专注于某个细化产品市场。比如：有专做写字楼的，也有独做大型超市的，既有做郊区成排别墅群的，也有独营退休社区的。7 以金融运作为核心。在美国房地产模式的各个链条中，金融产业链最为发达。美国没有一家房地产开发企业进入世界500强，但却有许多以房地产投资收益为利润来源的投资商、投资基金等金融机构进入世界500强。美国的房地产金融产业链由房地产基金、投资商和银行组成，其中最大部分是房地产基金，美国的房地产投资商主要是从事物业投资，而非物业开发，因此美国真正的大地产商都出于金融领域。以房地产投资信托基金为代表，美国目前约有300多只房地产投资信托基金，管理资产总值超过3000亿美元。收益大众化。美国的房地产资金只有15%左右是银行资金，剩下的70%是社会大众的资金，其中35%是退休基金，35%是不动产基金。房地产基本上是私人投资，全国大多数人都可以通过不同方式参与房地产的投资，主要渠道是房地产投资信托基金、上市企业股票、MBS(房产抵押贷款证券)等。全民参与投资，既降低了房地产金融风险，也使行业利润被民众摊平，基本不可能出现如任由国内房地产开发商敛聚暴利的现象。（三）参照美国模式提出中国房地产开发模式从经营模式看中国地产转型大趋势：结合我国房地产市场的特点对美国地产模式进行本土化改造，加强房地产市场品牌化、企业经营集团化、项目开发规模化趋势。中国地产发展与美国地产发展具有更多的相似性：首先从土地资源上讲，两国皆土地资源丰富，城市和乡村、东部和西部之间存在极大的地租差，因此中国也应适当放开土地供给，实行适度的多元化土地制度。其次，从融资渠道上讲，中国的金融体制改革势在必行，银行要规避风险，开发商以后只能走多元化融资道路，金融将统领房地产开发的各个环节，在信托、基金、REITS等方面可借鉴美国经验。最后，从提高行业的专业度上讲，中国地产业正经历急剧“洗牌”，行业门槛必将进一步提高，随着地产开发各环节专业分工的加速，投资、管理、经营将实行“三权分离”，只有美国模式，才能充分体现高度的市场化、社会化和专业化。房地产企业转型的另外一个特点是由全能型向专业型转变。目前，我国许多房地产开发企业既做房产、又做地产，而且不分档次、不分区位、不分用途，什么项目都做。更有开发企业提供“一条龙”式的服务，即前期开发、规划设计、建筑施工、装饰、装修窗体顶端窗体底端、销售策划、物业管理一家搞定，造成企业内部管理上互相重叠交叉，开发模式没有创新，行业垄断严重，抗风险能力下降。四、房地产开发企业成本控制的应用实例（一）碧桂园工业化开发模式碧桂园成本控制一方面在于其低成本土地储备，另一方面则在于碧桂园对开发流程的控制。从某种意义上来说，碧桂园是真正意义上实现了工业化生产的住宅开发商。一个令人吃惊的数字是碧桂园有一个庞大的设计部门，这个设计部门有1000名经验丰富的设计师，每年的设计施工面积高达3000万平方米以上。在国内几乎无法找到出其左右者，哪怕是万科。7 碧桂园的方式是先设计户型。碧桂园如今已拥有数以百计的成熟户型，仅仅是联排别墅的经典户型就多达100多个，能够涵盖各地气候、习惯等因素所需要的各种户型设计。在环境规划设计成型之后，这些房屋将被像积木一样组合在一张图纸上。这意味着碧桂园按照既有图纸，稍作调整或不作改变就可以进入施工程序。碧桂园在对设计投入了巨大的资源，除人力之外，碧桂园仅仅是晒图室面积就多达1000多平方米。资料室也被堆积如山的设计图纸所充斥，数十台高精度打印机一年365天都在不停地打印图纸，有三个经验老道的维修技师专门负责保证其能够时刻正常运转，每年，仅墨盒耗材一项的开支即高达数百万元。但这一切仅是为了碧桂园工业化生产别墅乃至是洋房成为可能。与单个项目的规划及设计比较起来，碧桂园显然更追求规模化的效应来达到节约成本的目的。为了节约成本，碧桂园无所不用其极。通过业务链整合，牢牢掌握设计、施工、绿化、装修、物业服务、酒店经营等每个环节，很少外包，从而在保证规模扩张的同时成本得到有效控制。而这些大盘规模通常在几千亩以上，建筑面积达几百万平米，如此庞大的建筑项目也便于实现规模化复制以及降低采购成本。碧桂园旗下的鸿业管桩厂已经位列行业三甲之一，年产量可高达500万立方米，其2/3的产能还供应着市场上其他客户的需求。碧桂园的全资子公司腾越建筑工程公司则承担了超过50%以上的建筑项目，其所属的物业管理公司拥有最高级别的一级资质，像军队一样管理着全国各地的数万名物业员工。此外碧桂园亦建立起强势的集中式采购体系，并逐渐削减向单一供应商采购总额的比例，在过去3年间，已由6.8%削减至3.8%，前五名最大的供应商所占采购额总比则少于30%。碧桂园就像是一个全价值链利润的吞噬者，一个反“外包”趋势的典型。在此基础上，碧桂园建立了一个以职能部门纵向管理为主，大总部小地方的管理体系。职能部门一捅到底，直接管理所有项目的相关领域。杨国强本人直管建筑设计院和投资拓展部，其它部门由高管团队管理。地方每个项目公司大约10人左右，同一省份的几个项目由1-2名大项目经理协调。杨国强用最少的人力成本控制着其在全国的数千万平米的开发规模，并在此基础上最大限度的缩减管理成本。在这样的成本控制之下，2007年上半年碧桂园结算收入增长48%，但销售成本仅增长45%，营销成本增长36%。五、结论控制成本是促进房地产企业集约经营，繁荣我国住房市场的一个重要手段。。然而，房地产行业毕竟受国家宏观调控、土地、融资等政策影响，因此，房地产成本控制不能仅从技术、管理角度进行研究，还需要宏观经济指导，需要一些更深刻的宏观经济综合理论加以完善。认真做好房地产开发项目成本的控制，应是我们不断探索的课题。7 参考文献[1]王文群：《房地产经济学》经济管理出版社2003-01-01[2]吴雪迪：《浅议集团房地产开发企业成本管理》2003-5-1栏目：成本会计http://www.jscj.com/index.html[3]张华：《实行项目化管理提升房地产企业的核心竞争力》刊号：CN11-2373/TU2004年10期[4]黄有亮、成虎：《工程项目管理理论与实践新进展综述》刊号：CN32-1195/TU2003年S1期[5]高汝煮、张剑涛：《贝尔研究所的研发模式》刊号：CN31-1709/N2000年第6期[6]庞小平：《项目管理的理论与实践》内刊2006年第01期[7]王淑蓉：《房地产企业目标成本管理研究》北京交大学硕士学位论文2007年[8]陈真诚：《美国模式与中国住宅房地产发展趋势》2005-5-25栏目：财经纵横http://finance.sina.com.cn[9]李求军：《从“香港模式”到“美国模式”》刊号：CN12-1006/F2008年08期[10]郑岩：《房地产开发项目成本控制方法研究》刊号：CN11-3914/TU2010年07期莃薅罿膈薈蒁羈芀莁螀羇肀薇螆羆膂葿蚂羆芅蚅薈羅莇蒈袆羄肇芁螂肃腿蒆蚈肂芁艿薄肁羁蒄蒀肁膃芇衿肀芅薃螅聿莈莅蚁肈肇薁薇肇膀莄袆膆节蕿螂膅莄莂蚈膅肄薈薄螁芆莀薀螀荿蚆袈蝿肈葿螄螈膁蚄蚀螈芃蒇薆螇莅芀袅袆肅蒅螁袅膇芈蚇袄荿蒃蚃袃聿莆蕿袂膁薂袇袂芄莅螃袁莆薀虿羀肆莃薅罿膈薈蒁羈芀莁螀羇肀薇螆羆膂葿蚂羆芅蚅薈羅莇蒈袆羄肇芁螂肃腿蒆蚈肂芁艿薄肁羁蒄蒀肁膃芇衿肀芅薃螅聿莈莅蚁肈肇薁薇肇膀莄袆膆节蕿螂膅莄莂蚈膅肄薈薄螁芆莀薀螀荿蚆袈蝿肈葿螄螈膁蚄蚀螈芃蒇薆螇莅芀袅袆肅蒅螁袅膇芈蚇袄荿蒃蚃袃聿莆蕿袂膁薂袇袂芄莅螃袁莆薀虿羀肆莃薅罿膈薈蒁羈芀莁螀羇肀薇螆羆膂葿蚂羆芅蚅薈羅莇蒈袆羄肇芁螂肃腿蒆蚈肂芁艿薄肁羁蒄蒀肁膃芇衿肀芅薃螅聿莈莅蚁肈肇薁薇肇膀莄袆膆节蕿螂膅莄莂蚈膅肄薈薄螁芆莀薀螀荿蚆袈蝿肈葿螄螈膁蚄蚀螈芃蒇薆螇莅芀袅袆肅蒅螁袅膇芈蚇袄荿蒃蚃袃聿莆蕿袂膁薂袇袂芄莅螃袁莆薀虿羀肆莃薅罿膈薈蒁羈芀莁螀羇肀薇螆羆膂葿蚂羆芅蚅薈羅莇蒈袆羄肇芁螂肃腿蒆蚈肂芁艿薄肁羁蒄蒀肁膃芇衿肀芅薃螅聿莈莅蚁肈肇薁薇肇膀莄袆膆节蕿螂膅莄莂蚈膅肄薈薄螁芆莀薀螀荿蚆袈蝿肈葿螄螈膁蚄蚀螈芃蒇薆螇莅芀袅袆肅蒅螁袅膇芈蚇袄荿蒃蚃袃聿莆蕿袂膁薂袇袂芄莅螃袁莆薀虿羀肆莃薅罿膈薈蒁羈芀莁螀羇肀薇螆羆膂葿蚂羆芅蚅薈羅莇蒈袆羄肇芁螂肃腿蒆蚈肂芁艿薄肁羁蒄蒀肁膃芇衿肀芅薃螅聿莈莅蚁肈肇薁薇肇膀莄袆膆节蕿螂膅莄莂蚈膅肄薈薄螁芆莀薀螀荿蚆袈蝿肈葿螄螈膁蚄蚀螈芃蒇薆螇莅芀袅袆肅蒅螁袅膇芈蚇袄荿蒃蚃袃聿莆蕿袂膁薂袇袂芄莅螃袁莆薀虿羀肆莃薅罿膈薈蒁羈芀莁螀羇肀薇螆羆膂葿蚂羆芅蚅薈羅莇蒈袆羄肇芁螂肃腿蒆蚈肂芁艿薄肁羁蒄蒀肁膃芇衿肀芅薃螅聿莈莅蚁肈肇薁薇肇膀莄袆膆节蕿螂膅莄莂蚈膅肄薈薄螁芆莀薀螀荿蚆袈蝿肈葿螄螈膁蚄蚀螈芃蒇薆螇莅芀袅袆肅蒅螁袅膇芈蚇袄荿蒃蚃袃聿莆蕿袂膁薂袇袂芄莅螃袁莆薀虿羀肆莃薅罿膈薈蒁羈芀莁螀羇肀薇螆羆膂葿蚂羆芅蚅薈羅莇蒈袆羄肇芁螂肃腿蒆蚈肂芁艿薄肁羁蒄蒀肁膃芇衿肀芅薃螅聿莈莅蚁肈肇薁薇肇膀莄袆膆节蕿螂膅莄莂蚈膅肄薈薄螁芆莀薀螀荿蚆袈蝿肈葿螄螈膁蚄蚀螈芃蒇薆螇莅芀袅袆肅蒅螁袅膇芈蚇袄荿蒃蚃袃聿莆蕿袂膁薂袇袂芄莅螃袁莆薀虿羀肆莃薅罿膈薈蒁羈芀莁螀羇肀薇螆羆膂葿蚂羆芅蚅薈羅莇蒈袆羄肇芁螂肃腿蒆蚈肂芁艿薄肁羁蒄蒀肁膃芇衿肀芅薃螅聿莈莅蚁肈肇薁薇肇膀莄袆膆节蕿螂膅莄莂蚈膅肄薈薄螁芆莀薀螀荿蚆袈蝿肈葿螄螈膁蚄蚀螈芃蒇薆螇莅芀袅袆肅蒅螁袅膇芈蚇袄荿蒃蚃袃聿莆蕿袂膁薂袇袂芄莅螃袁莆薀虿羀肆莃薅罿膈薈蒁羈芀莁螀羇肀薇螆羆膂葿蚂羆芅蚅薈羅莇蒈袆羄肇芁螂肃腿蒆蚈肂芁艿薄肁羁蒄蒀肁膃芇衿肀芅薃螅聿莈莅蚁肈肇薁薇肇膀莄袆膆节蕿螂膅莄莂蚈膅肄薈薄螁芆莀薀螀荿蚆袈蝿肈葿螄螈膁蚄蚀螈芃蒇薆螇莅芀袅袆肅蒅螁袅膇芈蚇袄荿蒃蚃袃聿莆蕿袂膁薂袇袂芄莅螃袁莆薀虿羀肆莃薅罿膈薈蒁羈芀莁螀羇肀薇螆羆膂葿蚂羆芅蚅薈羅莇蒈袆羄肇芁螂肃腿蒆蚈肂芁艿薄肁羁蒄蒀肁膃芇衿肀芅薃螅聿莈莅蚁肈肇薁薇肇膀莄袆膆节蕿螂膅莄莂蚈膅肄薈薄螁芆莀薀螀荿蚆袈蝿肈葿螄螈膁蚄蚀螈芃蒇薆螇莅芀袅袆肅蒅螁袅膇芈蚇袄荿蒃蚃袃聿莆蕿袂膁薂袇袂芄莅螃袁莆薀虿羀肆莃薅罿膈薈蒁羈芀莁螀羇肀薇螆羆膂葿蚂羆芅蚅薈羅莇蒈袆羄肇芁螂肃腿蒆蚈肂芁艿薄肁羁蒄蒀肁膃芇衿肀芅薃螅聿莈莅蚁肈肇薁薇肇膀莄袆膆节蕿螂膅莄莂蚈膅肄薈薄螁芆莀薀螀荿蚆袈蝿肈葿螄螈膁蚄蚀螈芃蒇薆螇莅芀袅袆肅蒅螁袅膇芈蚇袄荿蒃蚃袃聿莆蕿袂膁薂袇袂芄莅螃袁莆薀虿羀肆莃薅罿膈薈蒁羈芀莁螀羇肀薇螆羆膂葿蚂羆芅蚅薈羅莇蒈袆羄肇芁螂肃腿蒆蚈肂芁艿薄肁羁蒄蒀肁膃芇衿肀芅薃螅聿莈莅蚁肈肇薁薇肇膀莄袆膆节蕿螂膅莄莂蚈膅肄薈薄螁芆莀薀螀荿蚆袈蝿肈葿螄螈膁蚄蚀螈芃蒇薆螇莅芀袅袆肅蒅螁袅膇芈蚇袄荿蒃蚃袃聿莆蕿袂膁薂袇袂芄莅螃袁莆薀虿羀肆莃薅罿膈薈蒁羈芀莁螀羇肀薇螆羆膂葿蚂羆芅蚅薈羅莇蒈袆羄肇芁螂肃腿蒆蚈肂芁艿薄肁羁蒄蒀肁膃芇衿肀芅薃螅聿莈莅蚁肈肇薁薇肇膀莄袆膆节蕿螂膅莄莂蚈膅肄薈薄螁芆莀薀螀荿蚆袈蝿肈葿螄螈膁蚄蚀螈芃蒇薆螇莅芀袅袆肅蒅螁袅膇芈蚇袄荿蒃蚃袃聿莆蕿袂膁薂袇袂芄莅螃袁莆薀虿羀肆莃薅罿膈薈蒁羈芀莁螀羇肀薇螆羆膂葿蚂羆芅蚅薈羅莇蒈袆羄肇芁螂肃腿蒆蚈肂芁艿薄肁羁蒄蒀肁膃芇衿肀芅薃螅聿莈莅蚁肈肇薁薇肇膀莄袆膆节蕿螂膅莄莂蚈膅肄薈薄螁芆莀薀螀荿蚆袈蝿肈葿螄螈膁蚄蚀螈芃蒇薆螇莅芀袅袆肅蒅螁袅膇芈蚇袄荿蒃蚃袃聿莆蕿袂膁薂袇袂芄莅螃袁莆薀虿羀肆莃薅罿膈薈蒁羈芀莁螀羇肀薇螆羆膂葿蚂羆芅蚅薈羅莇蒈袆羄肇芁螂肃腿蒆蚈肂芁艿薄肁羁蒄蒀肁膃芇衿肀芅薃螅聿莈莅蚁肈肇薁薇肇膀莄袆膆节蕿螂膅莄莂蚈膅肄薈薄螁芆莀薀螀荿蚆袈蝿肈葿螄螈膁蚄蚀螈芃蒇薆螇莅芀袅袆肅蒅螁袅膇芈蚇袄荿蒃蚃袃聿莆蕿袂膁薂袇袂芄莅螃袁莆薀虿羀肆莃薅罿膈薈蒁羈芀莁螀羇肀薇螆羆膂葿蚂羆芅蚅薈羅莇蒈袆羄肇芁螂肃腿蒆蚈肂芁艿薄肁羁蒄蒀肁膃芇衿肀芅薃螅聿莈莅蚁肈肇薁薇肇膀莄袆膆节蕿螂膅莄莂蚈膅肄薈薄螁芆莀薀螀荿蚆袈蝿肈葿螄螈膁蚄蚀螈芃蒇薆螇莅芀袅袆肅蒅螁袅膇芈蚇袄荿蒃蚃袃聿莆蕿袂膁薂袇袂芄莅螃袁莆薀虿羀肆莃薅罿膈薈蒁羈芀莁螀羇肀薇螆羆膂葿蚂羆芅蚅薈羅莇蒈袆羄肇芁螂肃腿蒆蚈肂芁艿薄肁羁蒄蒀肁膃芇衿肀芅薃螅聿莈莅蚁肈肇薁薇肇膀莄袆膆节蕿螂膅莄莂蚈膅肄薈薄螁芆莀薀螀荿蚆袈蝿肈葿螄螈膁蚄蚀螈芃蒇薆螇莅芀袅袆肅蒅螁袅膇芈蚇袄荿蒃蚃袃聿莆蕿袂膁薂袇袂芄莅螃袁莆薀虿羀肆莃薅罿膈薈蒁羈芀莁螀羇肀薇螆羆膂葿蚂羆芅蚅薈羅莇蒈袆羄肇芁螂肃腿蒆蚈肂芁艿薄肁羁蒄蒀肁膃芇衿肀芅薃螅聿莈莅蚁肈肇薁薇肇膀莄袆膆节蕿螂膅莄莂蚈膅肄薈薄螁芆莀薀螀荿蚆袈蝿肈葿螄螈膁蚄蚀螈芃蒇薆螇莅芀袅袆肅蒅螁袅膇芈蚇袄荿蒃蚃袃聿莆蕿袂膁薂袇袂芄莅螃袁莆薀虿羀肆莃薅罿膈薈蒁羈芀莁螀羇肀薇螆羆膂葿蚂羆芅蚅薈羅莇蒈袆羄肇芁螂肃腿蒆蚈肂芁艿薄肁羁蒄蒀肁膃芇衿肀芅薃螅聿莈莅蚁肈肇薁薇肇膀莄袆膆节蕿螂膅莄莂蚈膅肄薈薄螁芆莀薀螀荿蚆袈蝿肈葿螄螈膁蚄蚀螈芃蒇薆螇莅芀袅袆肅蒅螁袅膇芈蚇袄荿蒃蚃袃聿莆蕿袂膁薂袇袂芄莅螃袁莆薀虿羀肆莃薅罿膈薈蒁羈芀莁螀羇肀薇螆羆膂葿蚂羆芅蚅薈羅莇蒈袆羄肇芁螂肃腿蒆蚈肂芁艿薄肁羁蒄蒀肁膃芇衿肀芅薃螅聿莈莅蚁肈肇薁薇肇膀莄袆膆节蕿螂膅莄莂蚈膅肄薈薄螁芆莀薀螀荿蚆袈蝿肈葿螄螈膁蚄蚀螈芃蒇薆螇莅芀袅袆肅蒅螁袅膇芈蚇袄荿蒃蚃袃聿莆蕿袂膁薂袇袂芄莅螃袁莆薀虿羀肆莃薅罿膈薈蒁羈芀莁螀羇肀薇螆羆膂葿蚂羆芅蚅薈羅莇蒈袆羄肇芁螂肃腿蒆蚈肂芁艿薄肁羁蒄蒀肁膃芇衿肀芅薃螅聿莈莅蚁肈肇薁薇肇膀莄袆膆节蕿螂膅莄莂蚈膅肄薈薄螁芆莀薀螀荿蚆袈蝿肈葿螄螈膁蚄蚀螈芃蒇薆螇莅芀袅袆肅蒅螁袅膇芈蚇袄荿蒃蚃袃聿莆蕿袂膁薂袇袂芄莅螃袁莆薀虿羀肆莃薅罿膈薈蒁羈芀莁螀羇肀薇螆羆膂葿蚂羆芅蚅薈羅莇蒈袆羄肇芁螂肃腿蒆蚈肂芁艿薄肁羁蒄蒀肁膃芇衿肀芅薃螅聿莈莅蚁肈肇薁薇肇膀莄袆膆节蕿螂膅莄莂蚈膅肄薈薄螁芆莀薀螀荿蚆袈蝿肈葿螄螈膁蚄蚀螈芃蒇薆螇莅芀袅袆肅蒅螁袅膇芈蚇袄荿蒃蚃袃聿莆蕿袂膁薂袇袂芄莅螃袁莆薀虿羀肆莃薅罿膈薈蒁羈芀莁螀羇肀薇螆羆膂葿蚂羆芅蚅薈羅莇蒈袆羄肇芁螂肃腿蒆蚈肂芁艿薄肁羁蒄蒀肁膃芇衿肀芅薃螅聿莈莅蚁肈肇薁薇肇膀莄袆膆节蕿螂膅莄莂蚈膅肄薈薄螁芆莀薀螀荿蚆袈蝿肈葿螄螈膁蚄蚀螈芃蒇薆螇莅芀袅袆肅蒅螁袅膇芈蚇袄荿蒃蚃袃芇薄螇肀荿螀肅肀蒂薃羁腿薄螈袇膈芄薁螃膇莆螆蝿膆薈虿肈膅芈袅羄膄莀蚇袀膄蒃袃螆膃薅蚆肄节芄葿羀芁莇蚄袆芀葿蒇袂艿艿螂螈芈莁薅肇芈蒃螁羃芇薆薃衿芆芅蝿螅莅莈薂肄莄蒀螇羀莃蚂薀羆莂莂袅袂罿蒄蚈螇羈薇袄肆羇芆蚇羂羆荿袂袈肆蒁蚅螄肅薃蒈肃肄芃蚃聿肃蒅蒆羅肂薇螁袁肁芇薄螇肀荿螀肅肀蒂薃羁腿薄螈袇膈芄薁螃膇莆螆蝿膆薈虿肈膅芈袅羄膄莀蚇袀膄蒃袃螆膃薅蚆肄节芄葿羀芁莇蚄袆芀葿蒇袂艿艿螂螈芈莁薅肇芈蒃螁羃芇薆薃衿芆芅蝿螅莅莈薂肄莄蒀螇羀莃蚂薀羆莂莂袅袂罿蒄蚈螇羈薇袄肆羇芆蚇羂羆荿袂袈肆蒁蚅螄肅薃蒈肃肄芃蚃聿肃蒅蒆羅肂薇螁袁肁芇薄螇肀荿螀肅肀蒂薃羁腿薄螈袇膈芄薁螃膇莆螆蝿膆薈虿肈膅芈袅羄膄莀蚇袀膄蒃袃螆膃薅蚆肄节芄葿羀芁莇蚄袆芀葿蒇袂艿艿螂螈芈莁薅肇芈蒃螁羃芇薆薃衿芆芅蝿螅莅莈薂肄莄蒀螇羀莃蚂薀羆莂莂袅袂罿蒄蚈螇羈薇袄肆羇芆蚇羂羆荿袂袈肆蒁蚅螄肅薃蒈肃肄芃蚃聿肃蒅蒆羅肂薇螁袁肁芇薄螇肀荿螀肅肀蒂薃羁腿薄螈袇膈芄薁螃膇莆螆蝿膆薈虿肈膅芈袅羄膄莀蚇袀膄蒃袃螆膃薅蚆肄节芄葿羀芁莇蚄袆芀葿蒇袂艿艿螂螈芈莁薅肇芈蒃螁羃芇薆薃衿芆芅蝿螅莅莈薂肄莄蒀螇羀莃蚂薀羆莂莂袅袂罿蒄蚈螇羈薇袄肆羇芆蚇羂羆荿袂袈肆蒁蚅螄肅薃蒈肃肄芃蚃聿肃蒅蒆羅肂薇螁袁肁芇薄螇肀荿螀肅肀蒂薃羁腿薄螈袇膈芄薁螃膇莆螆蝿膆薈虿肈膅芈袅羄膄莀蚇袀膄蒃袃螆膃薅蚆肄节芄葿羀芁莇蚄袆芀葿蒇袂艿艿螂螈芈莁薅肇芈蒃螁羃芇薆薃衿芆芅蝿螅莅莈薂肄莄蒀螇羀莃蚂薀羆莂莂袅袂罿蒄蚈螇羈薇袄肆羇芆蚇羂羆荿袂袈肆蒁蚅螄肅薃蒈肃肄芃蚃聿肃蒅蒆羅肂薇螁袁肁芇薄螇肀荿螀肅肀蒂薃羁腿薄螈袇膈芄薁螃膇莆螆蝿膆薈虿肈膅芈袅羄膄莀蚇袀膄蒃袃螆膃薅蚆肄节芄葿羀芁莇蚄袆芀葿蒇袂艿艿螂螈芈莁薅肇芈蒃螁羃芇薆薃衿芆芅蝿螅莅莈薂肄莄蒀螇羀莃蚂薀羆莂莂袅袂罿蒄蚈螇羈薇袄肆羇芆蚇羂羆荿袂袈肆蒁蚅螄肅薃蒈肃肄芃蚃聿肃蒅蒆羅肂薇螁袁肁芇薄螇肀荿螀肅肀蒂薃羁腿薄螈袇膈芄薁螃膇莆螆蝿膆薈虿肈膅芈袅羄膄莀蚇袀膄蒃袃螆膃薅蚆肄节芄葿羀芁莇蚄袆芀葿蒇袂艿艿螂螈芈莁薅肇芈蒃螁羃芇薆薃衿芆芅蝿螅莅莈薂肄莄蒀螇羀莃蚂薀羆莂莂袅袂罿蒄蚈螇羈薇袄肆羇芆蚇羂羆荿袂袈肆蒁蚅螄肅薃蒈肃肄芃蚃聿肃蒅蒆羅肂薇螁袁肁芇薄螇肀荿螀肅肀蒂薃羁腿薄螈袇膈芄薁螃膇莆螆蝿膆薈虿肈膅芈袅羄膄莀蚇袀膄蒃袃螆膃薅蚆肄节芄葿羀芁莇蚄袆芀葿蒇袂艿艿螂螈芈莁薅肇芈蒃螁羃芇薆薃衿芆芅蝿螅莅莈薂肄莄蒀螇羀莃蚂薀羆莂莂袅袂罿蒄蚈螇羈薇袄肆羇芆蚇羂羆荿袂袈肆蒁蚅螄肅薃蒈肃肄芃蚃聿肃蒅蒆羅肂薇螁袁肁芇薄螇肀荿螀肅肀蒂薃羁腿薄螈袇膈芄薁螃膇莆螆蝿膆薈虿肈膅芈袅羄膄莀蚇袀膄蒃袃螆膃薅蚆肄节芄葿羀芁莇蚄袆芀葿蒇袂艿艿螂螈芈莁薅肇芈蒃螁羃芇薆薃衿芆芅蝿螅莅莈薂肄莄蒀螇羀莃蚂薀羆莂莂袅袂罿蒄蚈螇羈薇袄肆羇芆蚇羂羆荿袂袈肆蒁蚅螄肅薃蒈肃肄芃蚃聿肃蒅蒆羅肂薇螁袁肁芇薄螇肀荿螀肅肀蒂薃羁腿薄螈袇膈芄薁螃膇莆螆蝿膆薈虿肈膅芈袅羄膄莀蚇袀膄蒃袃螆膃薅蚆肄节芄葿羀芁莇蚄袆芀葿蒇袂艿艿螂螈芈莁薅肇芈蒃螁羃芇薆薃衿芆芅蝿螅莅莈薂肄莄蒀螇羀莃蚂薀羆莂莂袅袂罿蒄蚈螇羈薇袄肆羇芆蚇羂羆荿袂袈肆蒁蚅螄肅薃蒈肃肄芃蚃聿肃蒅蒆羅肂薇螁袁肁芇薄螇肀荿螀肅肀蒂薃羁腿薄螈袇膈芄薁螃膇莆螆蝿膆薈虿肈膅芈袅羄膄莀蚇袀膄蒃袃螆膃薅蚆肄节芄葿羀芁莇蚄袆芀葿蒇袂艿艿螂螈芈莁薅肇芈蒃螁羃芇薆薃衿芆芅蝿螅莅莈薂肄莄蒀螇羀莃蚂薀羆莂莂袅袂罿蒄蚈螇羈薇袄肆羇芆蚇羂羆荿袂袈肆蒁蚅螄肅薃蒈肃肄芃蚃聿肃蒅蒆羅肂薇螁袁肁芇薄螇肀荿螀肅肀蒂薃羁腿薄螈袇膈芄薁螃膇莆螆蝿膆薈虿肈膅芈袅羄膄莀蚇袀膄蒃袃螆膃薅蚆肄节芄葿羀芁莇蚄袆芀葿蒇袂艿艿螂螈芈莁薅肇芈蒃螁羃芇薆薃衿芆芅蝿螅莅莈薂肄莄蒀螇羀莃蚂薀羆莂莂袅袂罿蒄蚈螇羈薇袄肆羇芆蚇羂羆荿袂袈肆蒁蚅螄肅薃蒈肃肄芃蚃聿肃蒅蒆羅肂薇螁袁肁芇薄螇肀荿螀肅肀蒂薃羁腿薄螈袇膈芄薁螃膇莆螆蝿膆薈虿肈膅芈袅羄膄莀蚇袀膄蒃袃螆膃薅蚆肄节芄葿羀芁莇蚄袆芀葿蒇袂艿艿螂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