How to open a successful children's shoe store - free tips. How to open a children's shoe store from scratch? What children's shoes are in demand in the Crimea

• Capital investments: 1,500,000 rubles,
• Average monthly revenue: 597 500 rubles,
• Net profit: 88,987 rubles,
• Payback: 17 months!

The purpose of the business plan: Calculation of the feasibility of opening a children's shoe store

1. Business organization

1.1. Rationale

In Russia, since 2006, there has been an increase in the birth rate. So, in 2011, about 1.8 million children were born, which is 24% more than in 2006. In this regard, there is an increased demand for children's products.

As a result of an objective growth in demand, it becomes profitable to open a business on goods and services for children.

Children's shoes are in high demand: small children grow up very quickly and shoes become small.

Calculate the potential market capacity

Starting from the second year of life, the child needs about 3.5 pairs of shoes per year!!! And this is provided that the calculation is made to a minimum. average price pair (medium quality) is about 600 rubles.

According to the 2010 census data in Russian Federation the percentage of the child population aged 0 to 9 years is about 10%.

Using the above figures, it is not difficult to calculate the potential market capacity of any locality. So in a city with a population of 400,000 people, the number of children under 9 years old is about 40,000 people, so the market capacity of children's shoes is 84 million rubles.

As can be seen from these calculations, the capacity of the children's footwear market is significant and the opening of a children's footwear store is a profitable enterprise.

1.2. Location

The choice of location for a store is an important point in the business of retail shoes for children. The store must be located in a business or residential area of ​​the city. For these purposes, both shopping and entertainment centers and stand-alone stores are suitable.

The area depends on the assortment sold, for the optimal placement of all goods, the area of ​​\u200b\u200bthe outlet should be 35-50 sq.m.

1.3. Equipment

For a shoe store, you need to purchase specialized trading equipment. There are many companies on the market that produce commercial equipment, you can purchase both new equipment and used equipment (the market for used equipment is well developed).

Necessary equipment:

1. Shelving, showcases
2. Cash registers
3. Ottomans
4. Mirrors

Most interesting company in this area is the company vica, engaged in the production of commercial equipment.

1.4.Personnel

Opening hours: daily from 10.00 to 21.00 without a break for lunch. To organize the trading process, the staff of the store should be 4 people: they work in shifts (there are 2 people in the shift, a senior seller and a salesperson).

The selection and ordering of goods, administrative matters, and the management of the store's activities are the responsibility of the business owner.

2. Commodity and marketing policy

2.1. Range

The store should have a wide range of different shoes for children of different age groups. The main assortment should be aimed at the age group from 0 to 9 years.

The assortment should change based on the season. The store should present products in the middle price segment.

2.2. Suppliers

The correctness of the formation of the child's foot depends on the quality of the shoes. All products must be certified and meet all the requirements for footwear for children.

To create an assortment row in the store, at least 3 suppliers must be represented. The following can be distinguished domestic manufacturers producing high-quality children's shoes:

• "Kotofey" kotofey.ru
• "Antelope"antilopa.ru
• "Top-top" obuv-top-top.ru

2.3. Marketing policy

To increase sales volumes, it is necessary to develop and carry out on an ongoing basis advertising companies stimulating demand.

1. Radio advertising. Carried out when updating collections (at least 4 times a year, winter, autumn, spring, summer)
2. Outdoor advertising(billboards, streamers). Held constantly (4-5 billboards located on the busy streets of the city)
3. Advertising on the Internet. Advertising is carried out constantly (banners, contextual advertising on information and entertainment portals of the city)

1. Introduction of discount cards
2. Conducting a draw among regular customers
3. Sales

3. Financial model

• Type of activity: Retail sale of children's shoes
• Location: The store is open in a city with a population of 500 thousand people, located at the intersection of central streets on the first floor in a residential building.
• Area: 35 sq.m.
• Opening hours: Daily, 10.00 to 21.00, without lunch break.

3.1. Capital expenditures

3.2. Revenue

The revenue of the children's shoe store has a significant seasonality. The maximum amount of revenue falls on spring and autumn, when they buy shoes for the winter and summer seasons.

3.3. Cost price

The margin on the products of a shoe store is 100-150%. For some positions and higher, but taking into account discounts, discount cards, the average margin is slightly lower. For calculations, a weighted average markup of 100% was taken.

3.4. General expenses

Expenses amount to 194 thousand per month, while the largest share in the structure of expenses is occupied by expenses for wages + UST.

3.5. Calculation of profitability and profitability

3.6. Payback calculation

The normal payback period for a store is 16-24 months.

4. Organizational aspects of doing business

4.1. Organizational form

Optimal organizational form running a shoe store business is the "Individual Entrepreneur" form

4.2. Taxation system

The activity of retailing children's shoes is eligible for a preferential taxation regime - UTII.

Important point: In regions where UTII is not applied, then you can choose as a taxation system: Simplified taxation system (STS, income minus expenses, 15)

There are three fields of activity that are win-win for opening own business- food, clothing and other everyday goods. When it comes to children's shoes, it can be noted that parents often buy for their babies as they grow, and in fact, a new pair is required for each season for the first 10-12 years of the child's life (while the leg is being formed).

But the problem is that finding quality shoes at an affordable price, despite the existence of many stores, is very problematic, so the issue of opening your own store is relevant. If you've been thinking about starting your own business from scratch, this might be the way to go. Consider how to open a children's shoe store from scratch, what you need for this - what documents, costs.

Any business project starts with three things:

• with the desire to create their own business;
• collection start-up capital;
• creating a business plan.

If the first two points are purely individual, then the third can be somehow generalized and get big picture about the current situation. If you are not confident in your abilities and think that such routine work as drawing up a business plan is only within the competence of experienced professionals, then you can turn to them, eventually getting detailed calculations. However, a detailed consideration of the process will be required to understand the picture.

Registration of papers and documents is one of the most important stages in starting a business. The first thing you should pay attention to when starting your own business is the organizational and economic form of the enterprise. It could be a face individual entrepreneur or Society. In the first case, it is worth opening a small store with one or more employees, in the second, it will be possible to create authorized capital with other persons and organize the case.

Where to open a store

In principle, this is the first step in starting a shoe business. The level of your income largely depends on the choice of the place where the boutique will be located, so you need to approach it correctly. Consider some of the most convenient options for places that may be suitable for starting a business.

If this is a large shopping and entertainment center, in this case, you should take care of creating beautiful and high-quality advertising so that it is bright, attractive and informative. A room on the ground floor of a residential building that has been converted for commercial use is also suitable. Such a building may be located in a residential area with a large number of inhabitants.

Note: you will get an advantage if you consider an institution in a new building, since it is there that apartments are most often purchased by young families.

The advantage will be the presence of parking in the territory adjacent to the store, and it is also important to provide for the availability of access routes so that it is convenient to get to you. The area depends on how you plan to locate the shop windows, as well as on how much money you are willing to invest in business development. This aspect is difficult for many entrepreneurs.

Read also: Terms and cost of the Zara franchise

Usually the desire to open their own business covers people completely, but the lack of money makes itself felt. In this case, you can open a mid-level store for people with an average income. Will be enough small area equal to 50 sq. m with one or two sellers. In this area, you will place shelves with racks, and as a result, the buyer will be able to feel free in the room. If you use additional wall shelves and do not use the island layout, you can keep within 30 square meters. meters. In general, the cost of a medium-sized room will be about 100,000 rubles per month, and this amount refers to the initial costs.

Sleeping areas are ideal for trading these goods

Equipment

What you need in a children's shoe store to be able to fit all types of shoes and still provide customers with comfort:

1. Racks, showcases and shelves. In fact, the choice of commercial equipment is currently huge, so the acquisition will depend on the imagination and financial capabilities. You can buy used equipment: this will save money, but limit your choice.
2. An important role is given to the choice of lighting equipment, which should look good and show all your products from the most favorable side.
3. Purchase required cash register and other attributes for the sale of goods.
4. Think over to the smallest detail the choice of air conditioners, ottomans for trying on shoes, spoons for ease of putting on. You can place children's toys around the trading floor.

Thus, the total cost of purchasing equipment will be about 100,000 rubles (for a store of 30 sq. M), for a retail facility with an estimated area of ​​50 sq. m. m. will require more financial costs, up to 200,000 rubles.

Expand your range as much as possible.

Work with suppliers and purchase of goods

The success of your business depends on the reliability of your supplier, so you should also pay attention to his choice. Due to the fact that children's shoes are produced in huge volumes, there are currently no problems with the supply of goods in bulk, so ordering shoes directly from the manufacturer will not be a problem. Average per download small shop up to 50 sq. m will need to purchase shoes for 200,000 rubles.

Note: foreign brands offer a huge number of products that freely fit into all key aspects in terms of price / quality.

Range

He can be anyone. It is important to decide on the specialization - will it be all children's shoes from the smallest to 13-14 years old, or will it be exclusively shoes for preschoolers. Consider specialization: winter shoes, summer footwear or off-season patterns.

In order to organize his business, a novice entrepreneur analyzes its relevance. If you do not take into account how much the product that you plan to sell in a particular area is in demand, then there is a high probability of not being successful in this business. If you decide to open a children's shoe store, the first thing you should do is to study the demand. First, you need to find out how densely populated the area in which you plan to open a store. If this is a new residential area, then there are probably many families with children here, on the contrary, if this is an old area with poor infrastructure, in which there are no kindergartens and schools, then there will be much fewer buyers. The second thing you should analyze is the competition. Be sure to find out how many direct competitors will be in your area. If you are planning to open a store in mall, you should also take into account how many children's shoe stores are in this center, what kind of shoes they sell and at what prices, find out which trade marks they have and which ones are the most popular in your area. It is better to start trading with the most popular models. Study reviews on the Internet, you can just chat with moms in the nearest sandbox. If you have your own child, then answering this question is not difficult.

Buying with the eyes

Having decided on the location of your store and identified the most popular models of children's shoes on your own or with the help of consultants from a wholesale company, such as our online store of children's clothing and shoes "Botika", you need to think about the design. The first thing customers see is the sign at the entrance. Signage should be informative and pleasing to the eye. It is better if the main background is light enough, and the inscriptions are bright, indicating that children are expected here. We also decide on the interior of the store, which should be a continuation of the outdoor sign. feature baby store is that it should be designed for both children and their parents. The height of the shelves should be slightly lower than in regular stores selling adult shoes. Accordingly, for children preschool age shoes are best placed in the area of ​​\u200b\u200btheir eyes, at a height of 1-1.4 meters. The store should be light and comfortable, light, unobtrusive music is possible. For the convenience of fitting, there should be soft, pleasant to the touch ottomans. Every pleasant sensation, be it visual, auditory or tactile, must be pleasant so that the customer wants to return to this store. In addition, the space should be as safe as possible for children. Shelves and racks must be securely fastened and free of sharp edges that could be dangerous.

The seller is the face of the store

And, of course, one of the most important components is recruitment. Now there are not many professional salespeople who are trained in the technology and psychology of sales. Most likely, you will have to train the staff yourself. Many aspiring entrepreneurs complain that while they stand behind the counter on their own, everything goes well, but when they hire an outside person, sales fall. This is because you yourself are a deeply motivated salesperson. Your task for initial stage, do not go into negative territory, earn the trust of customers, "fill" regular customers. Therefore, when hiring a seller from the outside, it is also recommended to make motivation for them, that is wage The salesperson must be heavily dependent on sales. In addition, you will have to be a real psychologist, to understand how adequate the person who gets a job with you is, his social portrait. His attitude towards people in general is also important. If this person is a sociopath or aggressively opposed to society, then you should not hire him. It is also worth recognizing immediately a lazy person. Many entrepreneurs agree that young people do not have enough desire to work and only want to earn money without really bothering themselves. There is some truth here, but still each person is individual. And young people are more often more active and ambitious, which is why they make their way. Here it is important to teach the staff to work in accordance with existing sales technologies, which include four sales stages: preparatory, product presentation stage, work with objections and completion of the sale. In the first preparatory stage, not only the seller works, but the whole room. The requirements for the premises are described above. It also affects what assortment will be in your store. As already advised above, it is better to start with the most popular brands of children's shoes, gradually introducing new, less recognizable brands. The price is not unimportant either. Moreover, if your store is located in the city center, in a large shopping center, you can collect the highest quality and most expensive shoes, and if your store is located in a residential area where the purchasing power of the population is not so high, then it is better to focus on quality, but not expensive children's shoes.

Many sellers of children's shoes, in order to avoid possible confusion and red tape, are looking for a supplier who will fully satisfy the needs of their store. Our wholesale store of children's shoes "Botika" has in its assortment many models of children's shoes of domestic and foreign manufacturers, many of which are known to customers and are in constant demand. And there are also cheaper models that are affordable to buyers with low purchasing power.

The managers of our online store are competent specialists who will help you navigate the whole variety of models of children's shoes presented in the catalogs. They will tell you which models are in the best demand in a particular season, they will help you form the assortment of your store. Our success is interconnected with your success, so we strive to make cooperation with each client the most comfortable and mutually beneficial!

Children's goods is a very profitable segment of the trade. Many entrepreneurs, especially women, choose this niche due to the constant demand for goods. In this article, we will talk about how to open a business selling children's shoes and what methods to promote it in your city.

Business Format

Why children's shoes? The answer is simple, children are constantly growing, and shoes for them are bought at least 3-4 times a year, while for the next season it is already small again and parents go for another pair of shoes or sneakers for the baby. The demand is very high, but the competition is not small, so only with the right approach you can get good results in the trade of children's shoes.

Here are some of the main formats of work:

- trade in the clothing market. Usually in such outlets they sell cheap shoes, but there is always a demand for this product. For an entrepreneur, this type of trade is the least expensive, since you can spend minimal money on rent and advertising.

- Renting a store in a shopping center. It is also a good option, especially if the shopping center has been operating for several years and has regular customers. In this case, you will also save on advertising.

- separately standing shop. It is more difficult here, because in order to attract customers, you will need to actively work with advertising, and this is always additional money. But if the product is unique or a store with a narrow focus, for example, only sports shoes for children, then yes, this trading format is quite suitable.

— sale of used children's shoes (thrift store). Also a wide niche, especially in times of crisis. The main thing is to work with goods that are not very worn out and offer discounts to your customers.

- online trading. Having your own website or promoting groups in social networks can allow you to make good money with a minimum start-up capital, especially for start-up entrepreneurs. You will be able to test the niche and get loyal customers. Over time, you can launch an offline store.

As you can see, there are many formats, you just need to choose the one that suits you.

Search for premises and purchase of equipment for trade

Before you open a children's shoe store from scratch, you will need to take care of the most important thing, namely the selection good place for trade. We already wrote above that with such a product it is best to rent retail space either in already promoted shopping centers or on clothing markets where there is a constant flow of customers.

The size of the premises for the sale of children's shoes should be from 25 sq.m. This area is the most optimal for demonstrating the main range of goods.

Of the commercial equipment, you will need, first of all, these are racks with shelves on which the goods will actually be placed. They come in both wood and glass.

Also, we need boxes for storing the entire range of sizes and a special stand for selling sports shoes.

Also consider what will need to be organized workplace for the seller.

Range and suppliers

The business of opening a children's shoe store requires a very thorough analysis of the market and the compilation of a high-quality assortment of goods. People love to choose and your goal is to give them that choice. When analyzing competitors, first of all, you need to pay attention to the following main factors:

• product quality
• price segment
• stock availability
• Are there discounts and promotions?
• weaknesses in the assortment.

Your goal is to improve the assortment and provide the buyer with the most profitable and high-quality options in a different price range.

• winter shoes
• demi-season shoes
• sneakers
• shoes
• rubber boots
• baby booties
• Crocs
• slippers
• Czechs
• summer footwear
• slippers and more.

From the additional assortment in the business of selling children's shoes, shoe care products and devices, socks and more can be presented. It is up to you to decide whether to put the entire range at once or start working with a narrow segment of categories. Much will depend on the initial capital, and sometimes this option is the most promising.

To search for suppliers, you need to go to clothing wholesale markets and look at those suppliers with whom you will cooperate. So, for example, there you can evaluate the quality of the goods and agree on favorable conditions purchases.

There is also a search option sales representatives large manufacturers of children's shoes in your region and start cooperating with them.

Advertising

Like any business, a children's shoe store requires investments in promotion to attract customers and form a base of regular customers. Here is a list of the main marketing moves, which you can apply and determine for yourself whether it is beneficial for you to use them or not. Over time, you will make the perfect "mix" of advertising, which will give the maximum effect on the money invested.

• advertising in local media;
• distribution of flyers with discounts
• banners around the city with a demonstration of the discount program
• Internet advertising. This includes search engine promotion and contextual advertising.
• promotion of profile groups in social networks. After all, children's clothing is one of the goods that are profitable to trade on the Internet.

At first, you will need to include in the business plan of your children's clothing store a fairly serious investment in advertising campaign. Over time, word of mouth will work for you and young parents will recommend your store to each other, provided that you save a constant update of the product and its quality.

How much money do you need to start?

It’s not enough to say I want to open a children’s shoe store, you need to correctly calculate everything and take into account the entire sector of costs for organizing this business. Depending on the level of investments, store location and assortment, starting investments can vary significantly. But we give you a list of the main expenses.

• Room rental - $200 - $250
• Taxes - $150
• Salary to the seller - $ 200
• Initial purchase of goods - $12,000 - $18,000
• Purchase of equipment - $1000 - $1500
• Advertising - $450 (+ Internet advertising)
• Shipping costs - $60.

How much can you earn?

Everything will depend on the assortment, the choice of a place for trading, customer service and other factors. In our business ideas section, we indicate only the average markup on goods, which in the case of children's shoes will be - 45% - 90%.

From these figures, you can estimate how much sales your store can generate profit.

♦ Capital investments – 700,000 rubles
♦ Payback – 7–10 months

Buying and selling is one of the most common and profitable types of entrepreneurial activity.

The main thing is to choose a product that sells the most profitably.

Today, many experts call such a product (in addition to food) shoes, but not ordinary, but children's.

Babies grow fast enough, so parents often have to buy them clothes and shoes.

If you deal with all the nuances regarding, you can become the owner of a profitable and promising business.

How to open a children's shoe store: the pros and cons of starting a startup

To understand whether you need to strive to open a children's shoe store from scratch, or is it better to do something else, you should familiarize yourself with the pros and cons of this startup.

The most obvious benefits:

1. High profitability.
   Large shoe markets boast revenues of millions of rubles.
2. Fast payback.
3. Relatively small capital investment.
4. Opportunity to create competitive advantages.
5. You will trade in a product that people always need.
6. You don't need to rent a huge space to start selling shoes.
7. Large capital turnover due to a diverse range of goods.

But the main disadvantages of this business look like this:

1. Considerable monthly expenses for rent of premises and salaries of staff.
2. Difficulties in finding good suppliers to be able to sell only quality goods.
3. High level of competition.

How to open a children's shoe store: building competitive advantages

In order not to burn out in the first year of a shoe store, you need to create competitive advantages in advance.

It could be:

1. Huge range of goods.
   So that any buyer who enters your store does not leave you without a purchase.
2. Reasonable pricing policy.
   Artificially inflating prices in your greenfield children's shoe store will cause you to lose customers.
3. Various promotions for different groups goods.
   The more you lower the price, the higher the chances of getting rid of the remnants of stale goods.
4. Bright interior of the room, so that the kids would be pleased to be in your children's shoe store.
5. Vendors who are good with children and dressed in interesting costumes.
   Then the kids themselves will pull their parents for shopping in your store.
6. Good location to attract the attention of random customers.
7. Loyalty program for those parents with children who constantly make purchases from you.

How to open a children's shoe store: an advertising campaign

Interesting fact:
Indians in South America get rubber shoes absolutely free. They dip their feet in the fresh juice of the rubber plant, the hevea. In the air, the juice hardens, and quite practical rubber galoshes are obtained.

The shoe business, opened from scratch, is not so different from others, which means that it needs advertising so that as many people as possible learn about it in a short time.

1. Order space in the most popular media in the city.
2. Inform the residents of your locality with the help of social networks and city forum.
3. Distribute flyers in the area where you decide to open a children's shoe store.
4. Hang ads around the city, in public transport, etc.
5. Organize an interesting opening with competitions, refreshments, distribution of discount cards.

And you also need a large and beautiful sign that can be seen from afar.

To make it look as advantageous as possible, you should think about how to name a children's shoe store.

The name should be short, memorable, like both kids and their parents.

How to open a children's shoe store: calendar plan

In it, be sure to indicate how much time you need to implement one or another stage.

If you find a place for your shoe market that does not need major repairs and quickly conclude contracts with suppliers, you can open a children's shoe store in 4 months.

If at least one of their stages (registration, renovation of the premises, equipment, recruitment, assortment formation) slows you down, then the launch of a startup may stretch for an indefinite term.

How to open a children's shoe store: a business plan with calculations

We need to try to reduce initial and ongoing costs, build up a client base as quickly as possible, and take care of other nuances.

If you decide to open a children's shoe store, then we are ready to offer you such a business plan as an example.

Our conditional store will not be too large (60 sq. m.) and we will tear it off in a large city.

registration

Children's shoe stores can operate as sole proprietorships, so you should limit yourself to this simple and inexpensive form of business registration.

As for taxation, it is possible to optimize this item of expenditure if you pay tax according to the UTII system.

The registration procedure should not take you more than two months.

room

It is very important to properly position your shoe store so that as many people as possible pass by it every day.

Some of these passers-by will become your customers.

It is best to open a children's shoe store, either in the center or in a densely populated residential area at the intersection of important pedestrian routes.

You can open your market both in a separate building and by renting an area in a shopping center.

The area of ​​our conditional store is 60 sq.m. 40 squares will go to shopping room, the rest - to the office staff, where you can equip a rack for storing leftover goods, and a bathroom.

It is very important to invest in renovations, because your main customers are children, and they love bright colors and fairy-tale characters.

If the amount of starting capital allows, then you can hire a professional designer to create unique interior your shoe store.

Equipment

For our conditional store, we will purchase the following equipment:

Item of expenses	Amount (in rubles)
Total:	RUB 180,000
Racks and shelves	30 000
Showcase for socks, shoe care products and other small items	7 000
Closed bottom cabinets where shoe boxes can be stored	15 000
Soft poufs for trying on	15 000
Trading rack	8 000
Mirrors	5 000
Cash register	10 000
Computer or laptop	20 000
a printer	10 000
Other	60 000

In addition, you need to equip a bathroom (at least 15,000 rubles) and an office, buying furniture there:

As you can see, you need to spend at least 250,000 rubles on store equipment.

Staff

If you want the store to bring you maximum profit, then you should hire two shifts (salesperson + cleaning lady) to work in turn:

If you want sellers to try to sell as many shoes as possible, pay them not a fixed salary, but a small rate +% of sales.

No need to skimp on a cleaner, because a store with a dirty floor will not look attractive in the eyes of visitors.

You, as the owner of a children's shoe store, will have to deal with organizational issues, order goods, look for new suppliers and keep accounts.

Range

The more diverse the assortment, the higher the chances that the client will leave it with a purchase.

You must sell:

• sandals, slippers, sandals and other summer shoes;
• boots and boots (winter and demi-season);
• shoes for outdoor activities (sneakers, sneakers);
• slippers;
• shoes, dancing shoes.

The size range should be formed from the smallest - up to 36 inclusive. Select the range according to seasonality. Shoes that are out of season can be discounted.

Update your inventory at least once a quarter.

The organization of sales revitalizes the business, at least twice a year: for summer and winter shoes.

As for suppliers, you can sell both domestic children's shoes (quality brands - Top-Top, Kotofey and others), and those made abroad.

Parents especially trust shoes that are made in Poland, Italy, Germany.

How much does it cost to open a children's shoe store?

But in addition to the initial investment, which is more than half a million, you are expected to have mandatory monthly expenses:

what shoes to choose for the baby,

so that it does not harm his health:

What income awaits those who decide to open a children's shoe store?

If you set a margin that is too low, for example, 30-40%, then it is unlikely that you will quickly get a profit, and you will not have a price gap to make sales.

Too high a margin will lead to the fact that customers find your product too expensive and go to another store.

The optimal margin is 60–80%.

It is quite difficult to calculate the monthly revenue of a children's shoe store.

Get ready for the first few months that customers will be wary of the new market, preferring proven implementers, so you will have to work hard to win a customer base.

If at least 10 people visit you daily, 5 of whom make a purchase for 2,000 rubles, then your monthly revenue will be about 300,000 rubles.

Half of this amount will go to mandatory monthly expenses, part will have to be set aside for a new purchase of goods, but 80–100,000 rubles will remain with you as a net profit.

With such indicators, you can recoup the capital investment in 8-12 months.

If you can increase sales, then the earnings of your market will be much higher.

This is, of course, a very rough business plan.

If you are interested in how to open a children's shoe store, then you will definitely have to draw up your business plan, focusing on the prices in your city and the scale of the future business, so the amount of capital investment to launch your startup may differ significantly from that indicated.

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