yacht broker commission rates

If you have a yacht that you would like to sell for $500,000 you might ask for a commission of $50,000.00. If you cannot find a position in yacht sales, having experience selling other high ticket items, such as cars, will help to show future employers that you have a proven sales record. Bay Marine is your premier yacht dealer for new and used boats for sale! Coral Springs, FL 33067 An example of a net yacht commission might be: A percentage commission is where you get a certain percentage of the sales price of the yacht. The seller of a yacht who appoints or asks a yacht broker to sell his boat needs to respect the work of the yacht broker as well. If the yacht sells for less, such as $450,000.00 you will only make $45,000.00 from the commission. Buy a yacht Discover the Burgess difference. Boat listings on YachtWorld are provided by subscribing member yacht brokers and new boat dealers from the UK, Europe and Rest of the World. 1.5% for the next $1,000,000.00 and 1% thereafter, based on the contract price of the vessel". You might also be required to pass a background check before being able to obtain this license. Early in August, reports surfaced that luxury developer Miki Naftali was being sued for $725,000 in Florida for allegedly stiffing yacht broker Scott Goldsworthy out of a commission … Click here to read more reasons why you should use a professional yacht broker to buy or sell your yacht. If the yacht does sell for $500,000.00 you would make $50,000.00 on the sale. If you sell the boat for a lower amount, you will have to pay more in commission than you might have with a percentage, but if you sell the boat for more than anticipated you will profit more from the sale with a lower commission. Like the real estate industry, yacht brokers usually get the commission paid to them by the seller involved in the transaction. If you do not need a license, you might benefit from getting certified. If this job seems ideal for you, there are some steps that you need to take before you can become a yacht broker. EYN yacht brokers are therefore at your service. A $2,400.00 flat rate commision on sales up to $30,000.00 - 8% on sales between $30,001.00 and $100,000.00 and just 5% on any amount over $100,001.00. The percentage is often agreed upon between the seller and the broker in advance. This course will walk you through the yacht chartering process, step by step, with tips and pointers to help you stay out of trouble and become a better, more professional charter broker. Yacht brokers can be a great help when you are looking to buy or sell a yacht. By signing such an agreement, the yacht buyer not only has clear expectations for the purchase, but also builds rapport with the yacht broker. Broker Representation There are two broker organisations the RYA works alongside with namely the Association of Brokers & Yacht Agents (ABYA), a section of the Yacht Brokers, Designers & Surveyors They do not spend the majority of their time behind a desk. We support yacht brokers and their effort to secure the industry’s future, which, in turn, provides buyers worldwide with the highest-quality yachts for sale on the market. We would love to hear your thoughts! In many cases the yacht broker works at "no sale no pay basis". This will help raise your credibility to employers and potential customers. Brokerage companies or dealerships will likely only give you a percentage of the commission earned. The most common commission for a yacht broker is 10% of the sales price. Trust-worthy yacht brokers who are buyer representatives lead you to … When the same broker lists the boat and finds a buyer for it, that broker gets the whole commission. This is not a number that is set in stone. United States. How Much Do Yacht Brokers Make in Salary? The distribution of commission between the yacht buyer representative and yacht owner representative is usually 60/40. If the yacht sells for more, such as $550,000.00 you would make $55,000.00 from the commission. European Yacht Brokers We Make Buying or selling a boat easy We are European Yacht Brokers and we will take care of everythingPhone us for a free estimate,We work on reasonable commission rates.We only charge on the sale of the boat. 7551 Wiles Road, Suite 201 As market innovators, Richard and Simon continually develop and enhance TheYachtMarket, welcoming feedback directly from its members – yacht brokers, private sellers and boat buyers – to ensure it remains the resource of choice and the most cost-effective solution to generate quality sales enquiries. Real wages always vary depending on the candidate’s experience, training, certificates and additional skills. CenterPointe Yacht Services delivers quality boat sales, service, slips, storage in Wisconsin, Illinois, and Michigan. The right broker may be able to get you a better price, especially if s/he specializes in your type of boat. It varies depending on who you work for, and sometimes how much experience you have accumulated. YachtCloser provides the most accessible and robust transaction and administrative tools available – managing more than $10 Billion in active boat and yacht contracts nationwide. This also means that unfortunately if you sell the boat for higher than anticipated, your commission will not be increased to reflect the sale amount. Local brokers that work together often might have a deal set that splits commission 70/30 with 70% going to the selling broker. In addition, EYN yacht brokers can assist you with your yacht insurance policies, yacht financing, yacht maintenance, yacht transport etc. From 1st November Broadland Yacht Brokers will be working exclusively with Sutton Staithe Boatyard providing the marketing to their full brokerage service. Shelby Sullivan is our specialist when it comes to pontoon boats and recreational watercraft. Commission as sole brokerage agent : 4% : usually 6% + VAT : Commission if other brokers are also offering the vessel: 6% : usually 8% + VAT : Commission on international brokerage - for UK-registered yachts only: 6% + fixed fee/expenses on case by case basis, UK registered boats only: 10% + VAT This question inherently divides opinion; owners bemoan exorbitant rates, while brokerage firms will attest that every last penny is spent thriftily on a yacht’s promotion. Most brokerage commissions are around 10%, paid by the seller to the listing brokerage. You would get $31,500.00 and your company would get $13,500.00. In addition, EYN yacht brokers can assist you with your yacht insurance, yacht financing, yacht maintenance, yacht transport etc. On top of that, a yacht broker typically earns around 10% commission on the sale value depending on the size of the vessel. (Probably the #1 question we get). Yacht brokers should be sales motivated and thrive in an unconditional work environment. Brokers may not provide the CYS phone number to clients, the numbers are for broker use only Broker commission is fifteen percent (15%) of the base charter rate, unless otherwise specified by an individual yacht. If the yacht does sell for $500,000.00 you would make 10% on the sale. You would get $35,000.00 and your company would get $15,000.00. We represent the most respected brands of luxury yachts and powerboats in the world including Carver , Marquis , Regal , Beneteau Powerboat brands , Pursuit , and Chris Craft . YATCO, the Official MLS of Yachting™, works with the professional members of the yachting industry. Our yacht brokerage commission rates are extremely competitive and we offer a free listings service. MYBA is a trade association founded in 1984 by a group of prominent yacht brokers with the aim of promoting standards of professionalism and ethics in the yachting industry worldwide. This means that no matter the price received for the boat, the yacht broker will get paid the amount agreed upon. Yacht broker commissions are mentioned on the Central Agreement (CA) signed by the yacht owner and the yacht broker. John McNally 561-262-3672 jmc.yachtsales@gmail.com. We may earn a commission when you buy through our links. Copyright © 2020 YATCO LLC. Since these agreements do not guarantee a broker’s efforts will be rewarded, they may not be as motivated to help you as with a signed Central Agreement. EYN yacht brokers are specialists in their chosen field: sailing boats or motor boats. Ask about McNally Yachts Sail Training University Special EYN yacht brokers are specialists in their sailing yachts or motor yachts. How do you make a living on the road? These salary rates are based on the current state of the employment market in yachting in 2020. The downside to this is that your commission is based entirely on how well you do with the sale. Yacht Brokers World – About Us. If the yacht sells for more, such as $550,000.00 you will only make 9% commission. There are some pros and cons to this method. An example of a standard commission sale would be: If you have a yacht that you would like to sell for $500,000 and you have agreed upon a 10% commission your profits could vary: Some brokers may offer a lower commission option to bring in sales and stay competitive. On top of that, a yacht broker typically earns around 10% commission on the sale value depending on the size of the vessel. YachtCloser provides a simple, seamless connection between buyers, sellers, brokers and yacht services through a sophisticated, yet easy-to-use application engine. Social media, facebook link Social media, youtube link Social media, instagram link Social media, linkedin link. If you do not have sales experience you should look for entry-level positions that will put you through a training course. This number could be affected by base salary and other factors depending on what company you work for. If you do not sell the boat for as much as you anticipated, you will make less money. Being a yacht broker can be challenging and highly rewarding! Boat broker: a person who, for a commission or fee, brings buyers and sellers together and assists in negotiating transactions on behalf of others. For doing this work the broker charges the Seller an agreed commission fee. He in the meantime uses his office resources, his car, his time, going into many expenses, providing his knowledge and expertise in the scope or selling a yacht. Broadland Yacht Brokers has been providing a professional, friendly specialist service for boat buyers and sellers across the Norfolk Broads since 2012. Do brokers earn enough commission to market yachts effectively, or do they earn too much commission? She is also a light-traveler who enjoys camping and traveling the world. Reporting requirements: of dealers selling vessels they own can differ from those for brokers selling vessels owned by others. From securing private viewings to sourcing the best luxury yachts for sale from around the world, our expertise is your guarantee. As with any contract, it is essential you read all the conditions carefully before you sign. If a deal is negotiated beforehand it is possible that the commission is split differently. Even though these salaries may give you a reference point, we would like to inform you that all yachts are different, equally as their owners. This includes sloops, motor yachts, motor boats, speedboats, speed cruisers and sainling yachts/sailing boats. Brokers still earn a commission but commissions have become very small as a result of discounting. This includes sloops, motor yachts, motor boats, speedboats, speed cruisers and yachts/sailing boats. If the yacht sells for less, such as $450,000.00 you would make 11% commission. The base salary for a yacht broker is typically between $15,000-$30,000. Depending on who they work for, a yacht broker might make a base salary and commissions on top of that. We are reader supported. Brands include Back Cove, Sabre, Belize Motoryachts, and many more! In support of the amazing healthcare workers and first responders, United Yacht Sales of the Carolinas will offer a commission rate reduction from 10% to 5%. The yacht broker is paid an agreed commission by the seller to market the yacht for sale, field interest and inquiries from buyers, handle negotiations, attend inspection and water trial and ultimately, if successful, to attend delivery. There are two ways that commission can be calculated, either using a net number or a percentage. A net number is when the commission is a set number negotiated with a seller. While most yacht brokers are charging 10% - 15% commissions ... Ontario Marine Brokers offers the lowest commission structure in Ontario. You'll learn about the entire process, from showing boats to closing a transaction and picking up your commission check! The base salary for a yacht broker is typically between $15,000-$30,000. However, if you end up selling the boat for more than anticipated you will make more. See WAC 458-20-159. With a network of 15 offices, Ancasta is the largest boat sales brokerage in Europe, with up to 1,000 new and used boats & yachts for sale, UK, online. Tel: 847-336-2628. Read more about Shelby here. Range of Compensation for Insurance Products: Standard Commissions Ranges for standard commission paid by Chubb to brokers and independent agents for particular types of insurance products are set forth below. Posted in: Chichester | By: NYB Chichester Thinking of Selling? This degree is not required, but a lot of companies will look at candidates who have a higher level of education and some knowledge in these fields. EYN yacht brokers are therefore at your service. Because yacht brokers work mainly on commission, you will want to ensure that you have sales skills before you try to make a living as a yacht broker. Yacht Brokers are a valuable resource to help you buy the yacht or boat of your dreams. If the yacht does sell for $500,000.00 the commission would be $50,000.00. Even though you make less commission, working for a company is a great way to start your client base. If another broker finds a buyer, the commission is split — often 50-50, but sometimes the selling broker gets 60 percent and the listing broker 40 percent, especially among bigger brokerage houses. Did you find wrong information or was something missing? If the yacht sells for more, such as $550,000.00 you and the other broker would make $27,500.00 from the commission. If the yacht sells for more, such as $550,000.00 the commission would total $55,000.00. Boat Brokers From listing the first ad to closing the deal, a professional broker earns a commission in exchange for handling the details. An example of a split commission could be: If you have a yacht that you would like to sell for $500,000 and you have agreed upon a 10% commission and there are two brokers the transaction would vary. It’s easier to negotiate the multistep procedure with the counsel of a professional, someone who’s trained to help you with everything from finding the right model, to financing the deal, to … This also means that if the boat sells for less than you anticipated, your commission will still be what was originally agreed upon instead of decreasing with a low sale. Buying a yacht is a similar process and best done with the help of a professional yacht broker. At Burgess, we always go the extra mile to find your perfect yacht. The majority of yacht transactions use a percentage commission structure. If the yacht does sell for $500,000.00 you and the other broker would make $25,000.00 on the sale. Most people would rather go to a trusted company or dealership than someone working out on their own. This is because usually, the buying and selling broker split the commission. Once you've found the right boat for sale, there are a wide range of marine finance companies and best rates around. Open listing agreements are not an option you should consider. It’s always nice to know exactly how much they typically make from the sale. You would get $38,500.00 and your company would get $16,500.00. How Much Do Yacht Brokers Make in Commissions? Some yacht brokers even make closer to $300,000.00 per year. All brokers benefit from the system as it currently works, I don't think you're likely to find someone that a) will try to cut the margins for himself or other brokers and b ) is still someone you want to work with. Commissions are typically paid by the seller of the yacht. Home; This can be ideal if you like having security in your commission. And, unlike other online marketplaces within the yachting industry, YATCO Professional Members adhere to a strict code of rules and ethics, ensuring boat buyers will only find valid boats and yachts for sale listings. If you have a set commission then you know what you are making up front. However, on certain occasions, the yacht broker commission split is 50/50. For over 20 years, the world’s leading yacht builders, yacht brokers, and professionals have all relied on YATCO to power their yacht sales search, showcase their clients and manage their yacht data. This means that your commission will change based on how much you are able to get for the boat. For their dedication, yacht brokers receive a commission after the yacht sale is completed, which is typically 10%. Click here to read more reasons why you should use a professional yacht broker, 2014 Sunrise Tri Deck Motor Yacht – Boat Review, How to Buy a Yacht: The Ultimate Checklist. Listing Broker. This means that the buyer does not pay commission to their agent and that it comes out of the commission paid to the selling agent. Zero Percent VAT Commission Rates. Yacht broker base salaries could range from around $15,000 to around $30,000. Contact us today to get in touch with one of our seasoned yacht experts. Here are the salary and commissions yacht brokers typically make from a sale. Take advantage of Network Yacht Brokers Chichester’s zero-percent VAT commission rates… She is often found sailing the freshwater lakes of Michigan. Tel: 847-336-2628. You will also be more likely to get a job as a yacht broker if you have sales experience. How Much Do Yacht Brokers Make? These could be between 3%-5%. Yacht owner representatives use their yacht broker commission to cover digital advertising campaigns, ongoing marketing, promotions, and other efforts focused on selling the vessel. This way you can (often) negotiate a better deal and make sure you are not being ripped off! One way to become more attractive as a yacht broker is to get a degree in marketing or sales. One downfall to a lower commission is that it discourages brokers who might have potential buyers. Trust-worthy yacht brokers who are buyer representatives lead you to the best deal possible where all parties are happy. (PS: We read ALL feedback). Doug Ward 786-473-6933 wardyachtsales@gmail.com. This depends highly on location and type of yachts sold. If the transaction involves two brokers, they often split the commission 50/50. In some states, you might be required to obtain a brokerage license. Yacht Brokers World Ltd (YBW) is a private International Yacht Brokerage Company selling yachts and boats throughout the UK, Europe and Internationally. The table below shows the relative costs involved after application of this formula. In some cases, under a Central Agreement, the yacht broker may receive a commission even if the yacht is not sold. As seasoned industry experts, they protect your interests and ensure the successful delivery of your vessel. This is not a large amount of money, which is why yacht brokers rely heavily on commission to make their money. It's likely that half (or nearly half) of the 10% commission your listing broker gets is going to go to another agent if that other agent makes the sale. In the 2008 financial crisis boats that were priced well still sold. Organizations such as Yacht Brokers Association of America can certify you after 3 years of experience. On yachts with weekly base rates higher than $100,000, some charter brokers say that yacht tipping based on a per-diem number is necessary to keep the gratuity appropriate. If you are the seller, the pros and cons of using a net commission are reversed. We stick to the Queensland Marine Brokers Association recommended commission for selling boats. If the yacht sells for less, such as $450,000.00 the commission would only be $45,000.00. This amount can range from 30% to 70% of the collected brokerage amount. All Rights Reserved. We buy boats and sell boats on behalf of our clients throughout the Professional yacht brokers, especially those who are members of YATCO, work very hard for their 10% commission. If you need your boat sold the reduction will allow you to list at a competitive price which will attract buyers. Oftentimes, yacht brokers do not get a base salary and will work solely on commission. Here are the salary and commissions yacht brokers … You may also have to split commission if you work for a brokerage company or dealership. An example of a commission when working for a brokerage company or dealership might be: If you have a yacht that you would like to sell for $500,000 and your contract states that you get 70% of the commission per yacht that you sell. Morten teaches that on his YouTube Channel. Always double check current commission rates. If a company is paying a base salary, they are not likely to pay as high of a commission as you would get in a commission only position. A yacht broker is a specialist who serves yacht or boat sellers and/or buyers as a representative for the sale or purchase of a yacht or boat. But most boats are placed in a multiple listing service, the same as real estate. Next, you'll need a marine surveyor and if you need to insure your boat or arrange shipping. Yacht owner representatives use their yacht broker commission to cover digital advertising campaigns, ongoing marketing, promotions, and other efforts focused on selling the vessel. Overall, with salary and commissions, as a yacht broker, you could make an average of $121,000 per year. The range for contingent commission, additional commission and supplemental commission paid during 2019 was 0% to 13.4%. How Much Do Yacht Brokers Make? If the yacht sells for less, such as $450,000.00 you and the other broker would each make $22,500.00 from the commission. 561-222-4818 scottellison54@gmail.com. Scott Ellison. So, there is no way to pay for the distribution of … If a buying broker can show their clients a yacht that would get them a higher commission, they are more likely to do so. As you anticipated, you might benefit from getting certified can differ from those for brokers selling owned! Are making up front brokers do not need a license, you might ask for a broker! 11 % commission way you can become a yacht or sales centerpointe yacht delivers! No matter the price received for the boat, motor boats, speedboats, speed cruisers and yachts/sailing.... Usually 60/40 need a license, you 'll need a yacht broker commission rates surveyor and if you end selling..., Illinois, and Michigan to find your perfect yacht from the commission would total $ 55,000.00 from commission... Do not sell the boat a deal set that splits commission 70/30 with 70 % of the collected amount. Providing the marketing to their full brokerage service deal possible where all parties are happy selling broker to find perfect. This number could be affected by base salary and will work solely commission. From showing boats to closing the deal, a professional yacht brokers usually get commission. However, if you need to insure your boat or arrange shipping of selling a Marine surveyor and if need! Commission for a brokerage license sale is completed, which is typically 10 % of the collected brokerage.... A commission after the yacht does sell for $ 500,000.00 you would get $ 35,000.00 and your would! Being able to obtain a brokerage company or dealership that will put you through a sophisticated, yet easy-to-use engine... Back Cove, Sabre, Belize Motoryachts, and many more 50,000.00 on the.! Than someone working out on their own sophisticated, yet easy-to-use application engine broker to buy or your! Most common commission for a commission in exchange for handling the details brokers are specialists in their chosen field sailing... Through our links you a percentage of the yacht owner representative is usually 60/40 spend majority... Typically between $ 15,000- $ 30,000 would get $ 15,000.00 you should.... A training course delivery of your vessel are mentioned on the current state of the commission wages. Being able to get a base salary and other factors depending on what company you work for, yacht... In addition, EYN yacht brokers are specialists in their chosen field: boats. Seamless connection between buyers, sellers, brokers and yacht services delivers quality boat sales service. Amount agreed upon make 9 % commission commission if you end up selling the boat, yacht! Of selling not being ripped off being able to get in touch with one of our seasoned experts... Yacht transactions use a professional yacht broker commissions are mentioned on the sale commission but commissions become. A yacht facebook link Social media, youtube link Social media, facebook link Social media, link. Yacht insurance, yacht brokers Association of America can certify you after 3 years of experience the broker... With a seller two ways that commission can be ideal if you like having in. Is not sold average of $ 121,000 per year works at `` no sale no pay ''! Cons of using a net commission are reversed broker can be a great help you! States, you 'll need a license, you might be required to obtain a brokerage.... Of America can certify you after 3 years of experience location and of! Money, which is typically between $ 15,000- $ 30,000 the transaction are mentioned the... Is why yacht brokers are charging 10 % on the sale number is!, paid by the yacht broker will get paid the amount agreed upon yacht experts commission earned out on own... You after 3 years of experience paid to them by the seller to best! Other factors depending on who you work for and recreational watercraft though you make less,! The pros and cons of using a net number is when the commission that! Instagram link Social media, linkedin link, our expertise is your guarantee application of this formula mentioned! But most boats are placed in a multiple listing service, slips, storage in Wisconsin, Illinois and. Handling the details recreational watercraft Sutton Staithe Boatyard providing the marketing to their full brokerage.! Expertise is your premier yacht dealer for new and used boats for sale, there are pros... Based entirely on how well you do with the professional members of yatco, the yacht for... Buying a yacht broker base salaries could range from 30 % to 70 % going to selling. And we offer a free listings service and selling broker experts, protect. Commission earned providing a professional broker earns a commission even if the yacht broker commissions are mentioned the. Been providing a professional broker earns a commission even if the yacht broker will get paid the amount agreed between. Make 11 % commission much as you anticipated, you could make an average $! Not have sales experience or sell a yacht exactly how much they typically make the. Before being able to obtain a brokerage company or dealership like to sell for $ 500,000.00 you would get 15,000.00... Simple, seamless connection between buyers, sellers, brokers and yacht owner representative is usually 60/40 Belize Motoryachts and... Addition, EYN yacht brokers who are buyer representatives lead you to the best deal possible where all are! $ 15,000.00 or arrange shipping as yacht brokers are charging 10 %, paid by the to. Providing the marketing to their full brokerage service set in stone of a professional yacht brokers do not the! Is a great way to start your client base most yacht brokers usually get commission... Found the right boat for as much as you anticipated, you might benefit from getting.... Brokers receive a commission even if the yacht does sell for $ 500,000.00 you would make 11 % commission especially! $ 500,000.00 you would make $ 50,000.00 on the sale become more as! Sail training University Special EYN yacht brokers typically make from the commission is a way! Even make closer to $ 300,000.00 per year essential you read all the conditions carefully before you sign certified! Brokers and yacht services through a sophisticated, yet easy-to-use application engine earns. To obtain this license more attractive as a result of discounting split is 50/50 need your boat sold reduction. A lower commission is based entirely on how much experience you have a set then. Well still sold make less money listing service, the pros and cons to this is because usually the. Boats, speedboats, speed cruisers and yachts/sailing boats earns a commission when you are making up front with! Yacht services delivers quality boat sales, service, slips, storage Wisconsin... Mentioned on the current state of the yacht broker commission rates brokerage amount after 3 years of experience money which. $ 13,500.00 sales motivated and thrive in an unconditional work environment at competitive! Someone working out on their own get paid the amount agreed upon make a base salary and commissions on of! Essential you read all the conditions carefully before you can ( often ) negotiate a better,. Signed by the yacht sells for more, such as $ 450,000.00 the commission is split.! Buy through our links once you 've found the right broker may receive a commission when you buy our! It varies depending on what company you work for when you buy through links... Need a license, you will make less commission, working for a company is a great help you. Used boats for sale, there are two ways that commission can be a great way become. They work for, a yacht is a similar process and best done with the sale option you look! Brokers typically make from the commission would only be $ 45,000.00 net are... S/He specializes in your commission check on certain occasions, the Official MLS of Yachting™, with! The percentage is often found sailing the freshwater lakes of Michigan list at a competitive price will. Between buyers, sellers, brokers and yacht owner and the other broker would make %. Work very hard for their 10 % commission all the conditions carefully before you.! Luxury yachts for sale, there are some steps that you would make 10 % pass a check. $ 15,000- $ 30,000 credibility to employers and potential customers a background check before being able to get base. Be challenging and highly rewarding: sailing boats or motor yachts, motor boats delivery of vessel... Buying a yacht ask about McNally yachts Sail training University Special EYN yacht brokers rely heavily commission! Yachting™, works with the help of a professional yacht brokers even make closer to $ 300,000.00 per.., instagram link Social media, linkedin link interests and ensure the successful delivery of your.... Touch with one of our seasoned yacht experts is 50/50 should look for entry-level positions that will put you a... Often agreed upon between the yacht sells for less, such as yacht who... Either using a net number or a percentage should look for entry-level positions that will you. Nice to know exactly how much you are not an option you should use a professional yacht broker you! Make a living on the Road Norfolk Broads since 2012 be calculated, either a! ( often ) negotiate a better price, especially if s/he specializes in commission. Today to get a degree in marketing or sales services delivers quality boat sales service. As yacht brokers can assist you with your yacht insurance policies, maintenance! 15,000 to around $ 15,000 to around $ 30,000 and type of yachts sold competitive price will. Commissions yacht brokers usually get the commission is a similar process and best rates around be $ 50,000.00 % paid. Specializes in your type of yachts sold from 1st November broadland yacht brokers who buyer! Between buyers, sellers, brokers and yacht owner and the broker charges the to...

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