BC STARTUPS
Saved by @zmbnski

ЁЯФе A lesson in pricing

THREAD ...

 Peter Thiel spends 6 months writing down everything he knows about business. His book sells for $10.

Adam Wathan and Steve Schoger spend 6 months writing down everything they know about design. Their тАЬbookтАЭ sells for $79.

Believe it or not, both prices make perfect sense.
Thiel is selling to the masses and the masses are sensitive to price changes (price elastic).

If he raises the price to $30 they wouldnтАЩt think twice before substituting his book for one of the many cheaper alternatives on Amazon.
Adam and Steve are selling to hardcore fans and hardcore fans are insensitive to price changes (price inelastic).

They've all been following the Twitter tips, watching the screencasts, reading the Medium posts.

In their minds, there are no substitute resources available.
When demand for your good is inelastic, you raise your price.

In the case of Adam and Steve, all the way up to $79.

As the diagram shows, a 8x price increase ($10 to $79) results in just a 2x drop in books sold (20k to 10k) and 4x more revenue (area of the rectangles).
So quite rightly Adam and Steve elected to charge a high price, but that created one problem:

You can't just sell an e-book for $70+. People are anchored to what they're used to paying on Amazon.
тАЬThe format commands the price. No matter what the content is. And it speaks nothing to the value of the content or the effort that was put into creating it.тАЬ - @adamwathan
So how did Adam and Steve get round this?

Well, they set up their own website, added in video tutorials, an icon pack, color palettes, font recommendations, a component library.

And then the context changed.
They were no longer selling an тАЬAmazon e-bookтАЬ, they were selling an тАЬexhaustive design packageтАЬ.

And they could charge whatever they liked.
In addition to the lower tier package of $79, Adam and Steve were also selling a higher tier package priced at $149.

And it was this package that they wanted people to buy.

The question was how could they present it in such a way to make it appear more compelling?
Firstly, look at the hierarchy. The higher tier package takes up twice as much screen space, the font size is larger, and the button color is primary.

It doesn't feel right pressing the тАЬBuy NowтАЭ button on the lower tier.
Secondly, look at the disproportionately sized discounts. The higher tier package is reduced by $100 (or 40%). The lower package is only reduced by $20 (or 25%).

тАЬIf you want people to buy the more valuable package why not make the discount more compelling.тАЬ - @adamwathan
Thirdly, look at the labelling of the higher tier option.

тАЬThe Complete PackageтАЬ infers that if you choose anything less you're missing out.

It could just as accurately be labelled тАЬThe Bonus PackageтАЬ but that wouldn't have the same psychological impact.
And the subtle tweaks in presentation seemed to work.

78% of total purchases (6765) favoured the higher tier (as of Jan 10, 2019).
So, there we have it. Adam and Steve:

тАв Identified that a hardcore audience called for high pricing
тАв Escaped the dogma of e-book pricing
тАв Packaged the higher tier in a more compelling way

and Refactoring UI ended up grossing over $1.35M.
The quotes in this case study come from The Art of Product Podcast: Episode 70 (@artofproductpod) where Ben Orenstein (@r00k) and Derrick Reimer (@derrickreimer) interview Adam (@adamwathan) and Steve (@steveschoger).

It's a great episode which I'd certainly recommend.
тАЬRefactoring UI: A lesson in pricingтАЬ ЁЯСЙ https://t.co/E1ExWXvWdk
For more real world marketing examples ЁЯСЙ https://t.co/7gnJQydfDz

If you like the threads sharing with friends or following
@GoodMarketingHQ is appreciated тЭдя╕П

Thank you to @EmailOctopus for sponsoring

Over and out - Harry ЁЯЩМ

More from Marketing Examples

Harry's Marketing Examples
Harry's Marketing Exam...
@GoodMarketingHQ
What's the simplest marketing you've done that's made the biggest impact?
MARKETING
Marketing Examples
Marketing Examples
@GoodMarketingHQ
ЁЯФе How to build a website which converts email subscribers

THREAD...

Over the last 2 months, Marketing Examples welcomed 31,000 first time visitors. 4,000 of these visitors subscribed to the email list.

ThatтАЩs an email opt-in of 12.9%.

The industry average is 2%. The top 10 percentile average is 5%.

So, screw it, IтАЩll go there:

тАЬMarketing Examples is one of the best websites in the world at converting passers-by into email subscribers.тАЬ

What follows is a series of things I've observed whilst trying to build a website which maximises email subscribers.

1 - Being obvious works

I imagine a few of you have read The Alchemist. Pretty good book right? How many of you signed up to Paulo Coelho's email list?

No matter how good your work no one is going to go out of their way to sign up to your email list. You have to make it obvious

There are four ways to sign up to the Marketing Examples email list:

1) From the fixed position navbar
2) At the end of any article
3) Through the exit intent popup
4) Directly from the subscribe page

From any given point you're only one click away from subscribing.
GROWTH HACKING
Advertisement
Marketing Examples
Marketing Examples
@GoodMarketingHQ
ЁЯФе Marketing tools are damaging your SEO. And how to fix it.

THREAD...

1/ It's no secret that a site's тАЬperformanceтАЭ is a ranking factor for search.

But how does Google actually measure it?

Well, open up Chrome DevTools, click the тАЭAuditsтАЭ tab, then тАЭRun AuditsтАЭ and you'll see that тАЬPerformanceтАЭ is made up from 6 metrics.


2/ Most casuals assume that performance is all about how fast a site displays on the screen тАФ тАЬFirst Meaningful PaintтАЭ.

But if you look at Google's weights you'll see that тАЬTime to InteractiveтАЭ тАФ how long it takes for a site to become interactive тАФ is far more important.


3/ Essentially, Google prioritises тАЬinteractivityтАЭ over тАЬvisibilityтАЭ.

Even if your page appears fast, 3rd party scripts loading in the background (delaying user interaction) will see you penalised.

4/ One example of this is @ToDesktop.

Their site content loads in < 1s, but run it through a Google Audit and its тАЬTime to InteractiveтАЭ is 8.8s.
GROWTH HACKING
Marketing Examples
Marketing Examples
@GoodMarketingHQ
ЁЯФе 7 practical ways to write copy that converts:

1/ Get specific

Landing page copy is full of unfalsifiable, blanket claims: тАЬmore, easier, faster ...тАЭ

If you want to stand out get specific. You canтАЩt bullshit specifics:


2/ Call out the type of customer you serve

People pay attention when they know something is specifically for them:

тАЬWhat? Loads of authors are using this. IтАЩm an author. Maybe I should be too ...тАЭ


3/ Use value-based messaging

Talk less about your product and more about the value your product brings.

People donтАЩt want a better toothbrush. They want a brighter smile:


4/ Write for one reader

You're not talking to 1000 people. You're talking to the single person reading your page. So write like it.

An informal tone and addressing your users personally (тАЬyouтАЭ) makes a big difference:
GROWTH HACKING
Harry's Marketing Examples
Harry's Marketing Exam...
@GoodMarketingHQ
I spent the last few weeks thinking about how brands differentiate themselves

Thread ЁЯз╡

1/ Let's start with this line by Ted Morgan.

тАЬPositioning is like finding a seat on a crowded busтАЭ

Most brands sleepwalk onto the bus and sit on top of one another.

The smart brands look left, right, find an empty row, paint their logo on it and sing sweetly like the Sirens.


2/ Positioning is an easy thing to complicate so let's keep it simple.

*Your goal is to own a space in the customerтАЩs mind. You do this by differentiating yourself.*

Differentiation is not a dark art. It's something you can learn. HereтАЩs the different ways to achieve it:

3/ Through contrast

Point at the status quo and pit yourself against it. Contrast burns your brand into the customer's mind.

тАв Hey pit themselves against mainstream email
тАв Lemonde pit themselves against insurance stereotypes
тАв тАЬI'm a MacтАЭ pit themselves against the PC


4/ Through values

Think Patagonia and the environment, Ben and Jerry's and social justice, Black Rifle Coffee and gun rights.

Some will hate it. Others will rally behind you. And that's the point. Fence sitters don't buy.
MARKETING

More from Startups

Ryan Kaufman
Ryan Kaufman
@growth_student
How Morning Brew grew to 2.5M subscribers in 5 years тШХ

Here are the early growth tactics used to reach 20M+ revenue in 2021

A threadЁЯСЗЁЯСЗ

1) In 2015, Founders Alex Lieberman and Austin Rief started the Morning Brew, an email newsletter with the purpose of making business news more interesting for young people. Students wanted something to keep them informed in a more engaging and fun way


2) They noticed students felt the need to follow business news but found current media dry and difficult to read.

Current outlets like the Wall Street Journal lacked the high level roundup that most young people needed to quickly stay informed and not put them to sleep

3) Strategy 1: Pure hustle
At 20 years old, Alex created a PDF newsletter (originally called the Market Corner) and sent it to 45 friends and family. They then got their first 300 subscribers by putting out flyers and speaking at lectures to fellow students at Michigan University

4) They spoke at 50 business classes/clubs explaining what theyтАЩre doing, the problem they solve, and that itтАЩs free to join. Students gladly joined and word of mouth spread fast. After 4 months the list grew to 1000 people, eventually reaching 1M in 2019. 15% from word of mouth
STARTUPS , GROWTH
Justin Jackson
Justin Jackson
@mijustin
Yesterday, I wrote about how easy it is to sell ice cream on a crowded beach: https://t.co/a9z2ZTixb7

Today, IтАЩm at the local fair.

There are hundreds of vendors.

But there are also huge crowds who are hot and thirsty; lots of demand for cold drinks!

Go where the crowds are!


Again, this is just a metaphor!

But itтАЩs a good reminder:

ЁЯНЛ If you have a lemonade stand, itтАЩs better to go somewhere hot, where there are a lot of thirsty people.

ЁЯТ╗ If you want to make software, itтАЩs better to go where there are a bunch of potential customers.

BTW - targeting a good market doesnтАЩt mean youтАЩll automatically win!

There are a TON of factors that influence a businessтАЩ success (or failure).

But choosing a market that has a lot of demand (and good channels) is essential for future success.

In business, nothing is guaranteed.

You might be in a good market today, but tomorrow it could fall apart.

Markets are fickle.

Some days they want ЁЯНж, other days they want ЁЯед.

The economy can go up, or it can crash.

A good competitor can come in and grab market share.

But this reinforces the point:

тАЬBusiness is already hard, why make it harder?тАЭ тАУ @asmartbear

Why try to enter a niche where thereтАЩs no demonstrable demand?

Why try to serve a total addressable market of 500, when you could go after 500,000 potential customers?
STARTUPS
Advertisement
Justin Jackson
Justin Jackson
@mijustin
You can't pull the market towards your solution.


Markets move towards desired solutions naturally.

(Like folks lining up for ice cream on a hot summer's day).

Our ability to influence the market is much lower than you think.

It's better to build your product to conform to the direction the market is moving.

Before folks start mentioning Steve Jobs and the iPhone ("Steve built a product we didn't even know we needed!")

Nope.

Steve recognized the market's existing momentum and saw an opportunity.

"Everyone has a cell phone." (momentum)
"But nobody likes it." (opportunity)


Markets move towards solutions on their own; founders can't pull markets over to their solution.

If you're struggling to gain traction, you likely have a problem in your:

- market
- product
- channels

(or all three)
STARTUPS
Lido
Lido
@lido_app
Want to try #NoCode but don't know where to start?

Here's a thread of ways to begin your no-code journey ЁЯз╡ЁЯСЗ

1/?

Task: ЁЯУГ Create a simple single-page website for creating your online profile

Platform: @carrd

2/?

Task: ЁЯПЧя╕П Create a sophisticated website for your business

Platform: @webflow

3/?

Task: ЁЯЪА Launch a website to publish articles or show off your portfolio

Platform: @readymag or @SubstackInc

4/?

Task: ЁЯзн Create a web app and/or a mobile app

Platform: @bubble and/or @thunkable

5/?
STARTUPS
Gagan Biyani
Gagan Biyani
@gaganbiyani
Nobody talks about failure in Silicon Valley, yet 90% of startups fail.

Why?

3 yrs ago, @neerajberry and I shut down @Sprig, which raised $60M from @GreylockVC + @socialcapital & grew to $20m revenue.

Then, it all fell apart.

For an honest story about failure,

**Read on**

In 2013, I was @lyft, envious of how fast it was growing!

What about @lyft for food?

We looked @Postmates + thought:
- the food arrived sloppy / restaurants don't care about delivery
- it took forever (1hr)
- too expensive

We struggled through product iterations until we found "magic":

3 taps and $15 for a healthy meal delivered in 15 min

To make it possible, we had to run the restaurant ourselves; it would be expensive but worth it

We recruited @n8keller, Morgan Springer + @mattkent as founders

We launched and had immediate success. The buzz was unbelievable. Within months we were on track to do $1M revenue/year.

Our Series A was a hot round. I did 4 partner meetings on the same day. Raised $10M.

Great investors, great team, off to the races - @omal and @simonrothman

2 challenges arose:

1) Govt. SF health + planning made our lives hell. They didn't like our innovations. We had to bribe officials ("lobbying").

2) Gross Margins (GM). As we grew, our burn rate grew too. We were losing money on every meal. If only we could get to critical mass.
STARTUPS

You May Also Like

Dr Naomi Wolf
Dr Naomi Wolf
@naomirwolf
1/Just had an interview scheduled with @goddeketal, Dr Simon Goddek, the post-doctoral researcher at the Faculty of Mathematics and Statistics in the field of biotechnology, at an unnamed Dutch university. This researcher has been publicly pointing out that the paper that...

2/ the PCR test as the gold standard underlying global "lockdowns" was passed after maximum ONE day of peer review, as opposed to the average at that same journal of 172 days in 2019. Also that several authors have conflicts of interest. Unfortunately we were forced to cancel..

3/ because he was strongly advised by his university to maintain silence and not speak publicly -- to step back from this issue. I learned from a source that his university was heavily assailed by many complaints. Other scientists who have signed the review criticizing the PRC..

4/test, the "Retraction Request Letter", a critique that got worldwide attention, have also been bombarded with attacks, their relatives are being called at night, and their universities assailed. Some are at risk of losing jobs. Even former employers are being harassed. I..

5/ Note : scientists around the world are being silenced and harassed if they speak up in normal criticism of the scientific methods or conclusions used to advance the lockdown agenda and COVID testing. This is not post-enlightenment scientific discourse, this is how scientists
SCIENCE
Coffee Sloth \u2615
Coffee Sloth тШХ
@CaseyExplosion
*Heads-up that this thread will feature some extreme examples of homophobia and transphobia.*

Hey folks, have you ever wondered why trans people face constant accusations of fetishism, sexual predation and child abuse/grooming? Well, today let's talk about stochastic terrorism.

So, first we have to talk about what stochastic terrorism actually is. Remember when there was a conspiracy that there was a pedophile ring operating out of a pizza parlour basement, and a crazed gunman showed up? It's that sort of incitement that stochastic terrorism describes.

It's the demonisation or incitement against a group of people or individuals with the intent that other, unaffiliated parties will act upon it; it's the releasing doctored footage and a shooter show up at Planned Parenthood as a direct result of what he's been led to believe.

So with that in mind, let's talk about Russia's extreme anti-LGBT laws that banned the "promotion" of LGBT lifestyles to children. A move that specifically marked LGBT people as a threat to children, and resulted in neo-nazis meting out vigilante "justice" against gay men.


Groups such as this would lure unsuspecting gay men via dating sites, and brutalise and humiliate them on camera. They did so under the guise of combating child abusers, one group calling themselves "Occupy
SOCIETY
Advertisement
\u0938\u093e \u0935\u093f\u0926\u094d\u092f\u093e \u092f\u093e \u0935\u093f\u092e\u0941\u0915\u094d\u0924\u092f\u0947
рд╕рд╛ рд╡рд┐рджреНрдпрд╛ рдпрд╛ рд╡рд┐рдореБрдХреНрддрдпреЗ...
@raghav_aanya
#рдЬреНрдпреЛрддрд┐рд╖_рд╡рд┐рдЬреНрдЮрд╛рди #рдордВрддреНрд░_рд╡рд┐рдЬреНрдЮрд╛рди

рдЬреНрдпреЛрддрд┐рд╖рд╛рдЪрд╛рд░реНрдп рдЕрдХреНрд╕рд░ рдЧреНрд░рд╣реЛрдВ рдХреЗ рджреБрд╖реНрдкреНрд░рднрд╛рд╡ рдХреЗ рд╕рдорд╛рдзрд╛рди рдХреЗ рд▓рд┐рдП рдордВрддреНрд░ рдЬрдк, рдЕрдиреБрд╖реНрдард╛рди рдЗрддреНрдпрд╛рджрд┐ рдмрддрд╛рддреЗ рд╣реИрдВред

рд╡реНрдпрдХреНрддрд┐ рдХреЗ рдЬрдиреНрдо рдХреЗ рд╕рдордп рдЧреНрд░рд╣реЛрдВ рдХреА рд╕реНрдерд┐рддрд┐ рд╣реА рдЙрд╕рдХреА рдХреБрдВрдбрд▓реА рдмрди рдЬрд╛рддреА рд╣реИ рдЬреИрд╕реЗ рдХрд┐ рдлрд╝реЛрдЯреЛ рдЦреАрдВрдЪ рд▓рд┐рдпрд╛ рд╣реЛ рдФрд░ рдПрдбрд┐рдЯ рдХрд░рдирд╛ рд╕рдореНрднрд╡ рдирд╣реА рд╣реИред рдЗрд╕реЗ рд╣реА "рд▓рдЧреНрди" рдХреБрдВрдбрд▓реА рдХрд╣рддреЗ рд╣реИрдВред


рд▓рдЧреНрди рдХреЗ рд╕рдордп рдЧреНрд░рд╣реЛрдВ рдХреА рдЗрд╕ рд╕реНрдерд┐рддрд┐ рд╕реЗ рд╣реА рдЬреАрд╡рди рднрд░ рдЖрдкрдХреЛ рдХрд┐рд╕ рдЧреНрд░рд╣ рдХреА рдКрд░реНрдЬрд╛ рдХреИрд╕реЗ рдкреНрд░рднрд╛рд╡рд┐рдд рдХрд░реЗрдЧреА рдХрд╛ рдирд┐рд░реНрдзрд╛рд░рд┐рдг рд╣реЛрддрд╛ рд╣реИред рд╕рд╛рде рд╕рд╛рде рджрд╢рд╛рдПрдБ, рдЧреЛрдЪрд░ рдЗрддреНрдпрд╛рджрд┐ рдЪрд▓рддреЗ рд╣реИрдВ рдкрд░ рд▓рдЧреНрди рдХреБрдВрдбрд▓реА рдХрд╛ рд░реЛрд▓ рд╕рдмрд╕реЗ рдорд╣рддреНрд╡рдкреВрд░реНрдг рд╣реИред


рдкреГрдереНрд╡реА рд╕реЗ рдЕрд░рдмреЛрдВ рдЦрд░рдмреЛрдВ рджреВрд░ рдпреЗ рдЧреНрд░рд╣ рдЕрдкрдиреА рдКрд░реНрдЬрд╛ рд╕реЗ рдкреГрдереНрд╡реА/рд╡реНрдпрдХреНрддрд┐ рдХреЛ рдкреНрд░рднрд╛рд╡рд┐рдд рдХрд░рддреЗ рд╣реИрдВ рдЬреИрд╕реЗ рд╣рдорд╛рд░реЗ рд╕рдмрд╕реЗ рдирд┐рдХрдЯ рдЧреНрд░рд╣ рдЪрдВрджреНрд░рдорд╛ рдЬреЛрдХрд┐ рдЬрд▓ рдХрд╛ рдХрд╛рд░рдХ рд╣реИ рдкреГрдереНрд╡реА рдФрд░ рд╢рд░реАрд░ рдХреЗ рдЬрд▓рддрддреНрд╡ рдкрд░ рдкреВрд░реНрдг рдкреНрд░рднрд╛рд╡ рд░рдЦрддрд╛ рд╣реИред
рдкреВрд░реНрдгрд┐рдорд╛ рдореЗрдВ рдЙрдЫрд╛рд▓ рдорд╛рд░рддрд╛ рд╕рдореБрджреНрд░ рдХрд╛ рдЬрд▓ рдЗрд╕рдХреА рдКрд░реНрдЬрд╛ рдХреЗ рдкреНрд░рднрд╛рд╡ рдХреЛ рджрд┐рдЦрд╛рддрд╛ рд╣реИред


рдЕрдорд╛рд╡рд╕реНрдпрд╛ рдореЗрдВ рдКрд░реНрдЬрд╛ рдХрд╛ рд╕реНрддрд░ рдХрдо рд╣реЛрдиреЗ рдкрд░ рд╡рд╣реА рд╕рдореБрджреНрд░ рд╢рд╛рдВрдд рд╣реЛрдХрд░ рдкреАрдЫреЗ рдЪрд▓рд╛ рдЬрд╛рддрд╛ рд╣реИред рдЬрд┐рд╕реЗ рдЬреНрд╡рд╛рд░-рднрд╛рдЯрд╛ рдХрд╣рддреЗ рд╣реИрдВред рдЗрд╕реА рддрд░рд╣ рдЕрдиреНрдп рдЧреНрд░рд╣реЛрдВ рдХреА рдКрд░реНрдЬрд╛ рдХреЗ рдкреНрд░рднрд╛рд╡ рд╣реЛрддреЗ рд╣реИрдВ рдЬрд┐рдиреНрд╣реЗрдВ рдпрд╣рд╛рдВ рд╕рдордЭрд╛рдирд╛ рд╕рдВрднрд╡ рдирд╣реАрдВред
рдЪрдВрджреНрд░рдорд╛ рдХреА рдпреЗ рдКрд░реНрдЬрд╛ рд╢рд░реАрд░ рдХреЛ (рдЕрдЧрд░ рдЦрд░рд╛рдм рд╣реИ) water retention, рдмреИрдЪреЗрдиреА, рдиреАрдВрдж рди рдЖрдирд╛ рдЖрджрд┐ рд▓рдХреНрд╖рдг рджрд┐рдЦрд╛рддреА рд╣реИ


рдордВрддреНрд░ рдХреНрдпрд╛ рд╣реИрдВ-
рдордВрддреНрд░ рдЗрди рдКрд░реНрдЬрд╛рдУрдВ рдХреЗ рд╕рдЯреАрдХ рдкреНрд░рдпреЛрдЧ рдХрд░рдиреЗ рдХреЗ рдкрд╛рд╕рд╡рд░реНрдб рд╣реИрдВред рдЬрд┐рдирдХреЗ рдЬрдк рд╕реЗ рд╕рдВрдмрдВрдзрд┐рдд рдЧреНрд░рд╣ рдХреА рдКрд░реНрдЬрд╛ рдХреЛ рдЬрд╛рддрдХ рдХреА рдКрд░реНрдЬрд╛ рд╕реЗ рдХрдиреЗрдХреНрдЯ рдХрд░рдХреЗ рдЙрди рдЧреНрд░рд╣реЛрдВ рдХреЗ рджреБрд╖реНрдкреНрд░рднрд╛рд╡ рдХреЛ рдХрдо рдХрд┐рдпрд╛ рдФрд░ рд╢реБрдн рдкреНрд░рднрд╛рд╡ рдХреЛ рдмрдврд╝рд╛рдпрд╛ рдЬрд╛рддрд╛ рд╣реИред
ALL
Eric
Eric
@ericbahn
1/ Recently, I learned about the concept of тАШstruggle pornтАЩ. This refers to the fetish of sacrificing nearly everything (health, relationships, time) for your startup. I fear that this label is creating more harm than good.

2/ @nateliason wrote a fabulous article about this topic, which first introduced me to this concept. Everyone should read it:

3/ @alexisohanian also recently spoke about struggle porn, though referring to it as тАШhustle porn.тАЩ (as the co-founder of @hustlefundvc, obviously I take issue with this pejorative definition of тАШhustleтАЩ, but thatтАЩs another topic)

4/ Struggling in itself isnтАЩt necessarily bad. LetтАЩs be real here--if youтАЩre going to start a startup, you will struggle. Founders should expect to work harder generally than employees. You will be challenged in many ways and also be super rewarded in others. This is normal.

5/ However, if you are over-indexing on hard work without clear purpose and degrading your mental health/relationships in the process--then this is very bad and we obviously should not celebrate this behavior.
STARTUPS
Vibhu Vashisth
Vibhu Vashisth
@VIBHU_Tweet
рд░рд╛рдо-рд░рд╛рд╡рдг рдпреБрджреНрдз рд╕рдорд╛рдкреНрдд рд╣реЛ рдЪреБрдХрд╛ рдерд╛ред рдЬрдЧрдд рдХреЛ рддреНрд░рд╛рд╕ рджреЗрдиреЗ рд╡рд╛рд▓рд╛ рд░рд╛рд╡рдг рдЕрдкрдиреЗ рдХреБрдЯреБрдореНрдм рд╕рд╣рд┐рдд рдирд╖реНрдЯ рд╣реЛ рдЪреБрдХрд╛ рдерд╛редрд╢реНрд░реАрд░рд╛рдо рдХрд╛ рд░рд╛рдЬреНрдпрд╛рднрд┐рд╖реЗрдХ рд╣реБрдЖ рдФрд░ рдЕрдпреЛрдзреНрдпрд╛ рдирд░реЗрд╢ рд╢реНрд░реА рд░рд╛рдо рдХреЗ рдиреЗрддреГрддреНрд╡ рдореЗрдВ рдЪрд╛рд░реЛрдВ рджрд┐рд╢рд╛рдУрдВ рдореЗрдВ рд╢рдиреНрддрд┐ рдереАред
рдЕрдВрдЧрдж рдХреЛ рд╡рд┐рджрд╛ рдХрд░рддреЗ рд╕рдордп рд░рд╛рдо рд░реЛ рдкрдбрд╝реЗ рдереЗ редрд╣рдиреБрдорд╛рди рдХреЛ рд╡рд┐рджрд╛ рдХрд░рдиреЗ рдХреА рд╢рдХреНрддрд┐ рддреЛ рд░рд╛рдо рдореЗрдВ рдереА рд╣реА рдирд╣реАрдВ ред


рдорд╛рддрд╛ рд╕реАрддрд╛ рднреА рд╣рдиреБрдорд╛рди рдХреЛ рдкреБрддреНрд░рд╡рдд рдорд╛рдирддреА рдереАред рдЕрдд: рд╣рдиреБрдорд╛рди рдЕрдпреЛрдзреНрдпрд╛ рдореЗрдВ рд╣реА рд░рд╣ рдЧрдП редрд░рд╛рдо рджрд┐рдирднрд░ рджрд░рдмрд╛рд░ рдореЗрдВ, рд╢рд╛рд╕рди рд╡реНрдпрд╡рд╕реНрдерд╛ рдореЗрдВ рд╡реНрдпрд╕реНрдд рд░рд╣рддреЗ рдереЗред рд╕рдВрдзреНрдпрд╛ рдХреЛ рдЬрдм рд╢рд╛рд╕рдХреАрдп рдХрд╛рд░реНрдпреЛрдВ рдореЗрдВ рдЫреВрдЯ рдорд┐рд▓рддреА рддреЛ рдЧреБрд░реБ рдФрд░ рдорд╛рддрд╛рдУрдВ рдХрд╛ рдХреБрд╢рд▓-рдордВрдЧрд▓ рдкреВрдЫ рдЕрдкрдиреЗ рдХрдХреНрд╖ рдореЗрдВ рдЬрд╛рддреЗ рдереЗред рдкрд░рдВрддреБ рд╣рдиреБрдорд╛рди рдЬреА рд╣рдореЗрд╢рд╛ рдЙрдирдХреЗ рдкреАрдЫреЗ-рдкреАрдЫреЗ рд╣реА рд░рд╣рддреЗ рдереЗ ред


рдЙрдирдХреА рдЙрдкрд╕реНрдерд┐рддрд┐ рдореЗрдВ рд╣реА рд╕рд╛рд░рд╛ рдкрд░рд┐рд╡рд╛рд░ рдмрд╣реБрдд рджреЗрд░ рддрдХ рдЬреА рднрд░ рдмрд╛рддреЗрдВ рдХрд░рддрд╛ редрдлрд┐рд░ рднрд░рдд рдХреЛ рдзреНрдпрд╛рди рдЖрдпрд╛ рдХрд┐ рднреИрдпрд╛-рднрд╛рднреА рдХреЛ рднреА рдПрдХрд╛рдВрдд рдорд┐рд▓рдирд╛ рдЪрд╛рд╣рд┐рдП редрдЙрд░реНрдорд┐рд▓рд╛ рдХреЛ рджреЗрдЦ рднреА рдЙрдирдХреЗ рдорди рдореЗрдВ рд╣реВрдХ рдЙрдарддреА рдереА рдХрд┐ рдЗрд╕ рдкрддрд┐рд╡реНрд░рддрд╛ рдХреЛ рднреА рдЕрдкрдиреЗ рдкрддрд┐ рдХрд╛ рд╕рд╛рдирд┐рдзреНрдп рдЪрд╛рд╣рд┐рдП ред

рдПрдХ рджрд┐рди рднрд░рдд рдиреЗ рд╣рдиреБрдорд╛рди рдЬреА рд╕реЗ рдХрд╣рд╛,"рд╣реЗ рдкрд╡рдирдкреБрддреНрд░! рд╕реАрддрд╛ рднрд╛рднреА рдХреЛ рд░рд╛рдо рднреИрдпрд╛ рдХреЗ рд╕рд╛рде рдПрдХрд╛рдВрдд рдореЗрдВ рд░рд╣рдиреЗ рдХрд╛ рднреА рдЕрдзрд┐рдХрд╛рд░ рдкреНрд░рд╛рдкреНрдд рд╣реИ редрдХреНрдпрд╛ рдЖрдкрдХреЛ рдЙрдирдХреЗ рдорд╛рдереЗ рдкрд░ рд╕рд┐рдиреНрджреВрд░ рдирд╣реАрдВ рджрд┐рдЦрддрд╛?рдЗрд╕рд▓рд┐рдП рд╕рдВрдзреНрдпрд╛ рдкрд╢реНрдЪрд╛рдд рдЖрдк рд░рд╛рдо рднреИрдпрд╛ рдХреЛ рдХреГрдкреНрдпрд╛ рдЕрдХреЗрд▓рд╛ рдЫреЛрдбрд╝ рджрд┐рдпрд╛ рдХрд░реЗрдВ "ред
рдпреЗ рд╕реБрдирдХрд░ рд╣рдиреБрдорд╛рди рдЖрд╢реНрдЪрд░реНрдпрдЪрдХрд┐рдд рд░рд╣ рдЧрдП рдФрд░ рд╕реАрддрд╛ рдорд╛рддрд╛ рдХреЗ рдкрд╛рд╕ рдЧрдП ред


рдорд╛рддрд╛ рд╕реЗ рд╣рдиреБрдорд╛рди рдиреЗ рдкреВрдЫрд╛,"рдорд╛рддрд╛ рдЖрдк рдЕрдкрдиреЗ рдорд╛рдереЗ рдкрд░ рд╕рд┐рдиреНрджреВрд░ рдХреНрдпреЛрдВ рд▓рдЧрд╛рддреА рд╣реИрдВред" рдпрд╣ рд╕реБрдирдХрд░ рд╕реАрддрд╛ рдорд╛рддрд╛ рдмреЛрд▓реАрдВ,"рд╕реНрддреНрд░реА рдЕрдкрдиреЗ рдорд╛рдереЗ рдкрд░ рд╕рд┐рдиреНрджреВрд░ рд▓рдЧрд╛рддреА рд╣реИ рддреЛ рдЙрд╕рдХреЗ рдкрддрд┐ рдХреА рдЖрдпреБ рдореЗрдВ рд╡реГрджреНрдзрд┐ рд╣реЛрддреА рд╣реИ рдФрд░ рд╡рд╣ рд╕реНрд╡рд╕реНрде рд░рд╣рддреЗ рд╣реИрдВ "ред рдлрд┐рд░ рд╣рдиреБрдорд╛рди рдЬреА рдкреНрд░рднреБ рд░рд╛рдо рдХреЗ рдкрд╛рд╕ рдЧрдП ред
ALL