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From: "Rajeev Gupta" <indiatradeglob@gmail.com>
To: <info@kohli.cards>
Subject: Webinar on Key Account Management by Mr Suresh Gopalaswamy Visiting Faculty IIM
Date: Tue, 7 Jul 2020 08:33:33 -0700
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Webinar on

Key Account Management 


10th July 2020 

(11:00am to 4.30pm)


By

Mr. Suresh Gopalaswamy 

Visiting Faculty at IIM & Senior Advisor


Overview

Key accounts are not only you're most valued clientele, but are also the
accounts most likely targeted by your competition. Therefore, it is of
significant importance to continuously advance one's skills in developing
and managing key accounts, to ensure you can retain your most important
clients and simultaneously maintain your organization's long term viability.

This programme will give these account managers the opportunity to practice,
refine and build their skills and learn to effectively implement KAM
principles in target accounts.

Course Objectives

. Consider the constantly changing role of the Key Account Manager

. Examine proven practices in the development of sales, which relies on
creating effective business partnerships

. Gather ability to use techniques for achieving account goals and
objectives

. Understand the strategic processes and operational objectives which lead
to increased account penetration and maximum profit opportunities

. Develop a broader understanding of 'customer behaviors' and their impact
on buying decisions

. Know how to handle an account meeting and the negotiations within it

Who Should Attend

Meant for experienced sales professionals who manage key accounts and
strategic business relationships

Pre requisite

It is important that participants have already attended professional sales
training, as this program is focused on developing higher level client
relationships, and identifying key strategies to help enhance their current
sales techniques

What You Will Gain


. Retention of key clients

. Increased sales


. Improved margins

. High levels of customer loyalty


Contents


Key Account Management (KAM) defined

. Definition of key account management

. Criteria for qualifying Key Accounts (KA)

. Objectives of KAM

. Managing customer profitability and Customer Relationship Management (CRM)

. Definition and goals of CRM

. The value of loyalty

. Acquisition costs and lifetime value (LTV)

Key account relational development model

.Business partnership defined

.  The KA relational development model

. Pre and Early relationship stage

. Mid-relationship stage

.Partnership relationship stage

. Synergetic relationship stage

. Reasons for divesting partnerships


Account analysis: defining and selecting KA

The Key Account Planning process (KAP) - Two layers of planning

The critical role of key account managers

. Understanding the role and responsibilities of key account managers

. Managing KA meetings


Profile of Faculty

Mr. Suresh Gopalaswamy 

Visiting Faculty at IIM & Senior Advisor 

Experience of 20+ years in Behavioral and Functional Training, Profit Centre
Operations and Sales & Distribution Management.  Has facilitated and coached
clients from wide range of industries. Retired from HUL as Senior Manager
Channel Operations. MR Gopalaswamy is Guest Faculty at IIM-C for MDC
programs for Senior management as well as ISS probationers.

MR Gopalaswamy has Diplomas in Management, HR Management, Change management
and a certification in Storytelling. Mr. Gopalaswamy's area of expertise
include Sales Management, selling techniques, Business Partner Management,
Competency Mapping & Development, Business Story Telling, Change Management,
Execution Skills among many others.

Mr. Gopalaswamy has a wide Industry/Functional Experience / exposure
spanning Civil Services, PSUs, FMCG, Consumer Durables, Fashion Garments,
Manufacturing, Industrial Products, Automobile Parts, Infrastructure,
Hospitality and Health Care


Course's time structure:

Session - (11:00am to 4.30pm) 30mins Break Included 

Pre-requisites

You should have good internet connection and good quality headphone/speaker
set with Laptop / Desktop.

You should have notepad/pen to note down important points.


How to Register:


Fees: per person

Rs. 7000 /- 

USD $ 120

18 % GST is applicable

> Please write to gcmseminars@yahoo.com 

> Call Mr. Rajeev Gupta- 9711114779 / 9540012349

> Mode of Payment: NEFT /Paytm / Credit Card

> Cheque favouring GCM Worldwide payable at New Delhi.

> Our GSTN. No. : 07AECPA0806Q1ZO

> Fees include certificate of participation & Course Material.

*Terms & Condition Apply.


GCM Worldwide

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Black";color:black;font-weight:
  bold'>Webinar on</span></font></b><b><font size=3D6 color=3Dblack
  face=3D"Bodoni MT Black"><span =
style=3D'font-size:29.0pt;font-family:"Bodoni MT Black";
  color:black;font-weight:bold'><o:p></o:p></span></font></b></p>
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style=3D'mso-margin-top-alt:0in;margin-right:
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1.7pt;margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-ali=
gn:
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MT Black"><span
  style=3D'font-size:28.0pt;font-family:"Bodoni MT =
Black";color:black;font-weight:
  bold'>Key Account Management </span></font></b><b><font size=3D6 =
color=3Dblack
  face=3D"Bodoni MT Black"><span lang=3DEN-IN =
style=3D'font-size:22.0pt;font-family:
  "Bodoni MT =
Black";color:black;font-weight:bold'><o:p></o:p></span></font></b></p>
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style=3D'font-size:24.0pt;
  font-family:"Bodoni MT =
Black";color:black;font-weight:bold'>10<sup>th</sup> July
  2020 <o:p></o:p></span></font></b></p>
  <p class=3DMsoNormal align=3Dcenter =
style=3D'text-align:center'><b><font size=3D5
  color=3Dblack face=3D"Bodoni MT Black"><span lang=3DEN-IN =
style=3D'font-size:16.0pt;
  font-family:"Bodoni MT Black";color:black;font-weight:bold'>(11:00am =
to
  4.30pm)</span></font></b><b><font size=3D3 color=3Dblack =
face=3D"Bodoni MT Black"><span
  lang=3DEN-IN style=3D'font-size:12.0pt;font-family:"Bodoni MT =
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  <td width=3D730 height=3D50 bgcolor=3D"#B2A1C7" =
style=3D'width:547.5pt;border:solid windowtext 1.0pt;
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  <p class=3DMsoNormal align=3Dcenter =
style=3D'mso-margin-top-alt:0in;margin-right:
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1.7pt;margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-ali=
gn:
  center;text-indent:0in'><b><font size=3D4 color=3Dblack face=3D"Bodoni =
MT Black"><span
  style=3D'font-size:14.0pt;font-family:"Bodoni MT =
Black";color:black;font-weight:
  bold'>By<o:p></o:p></span></font></b></p>
  <p class=3DMsoNormal align=3Dcenter =
style=3D'text-align:center'><b><font size=3D5
  color=3Dblack face=3D"Bodoni MT Black"><span lang=3DEN-IN =
style=3D'font-size:16.0pt;
  font-family:"Bodoni MT Black";color:black;font-weight:bold'>Mr. Suresh =
Gopalaswamy
  <o:p></o:p></span></font></b></p>
  <p class=3DMsoNormal align=3Dcenter =
style=3D'text-align:center'><b><font size=3D4
  color=3Dblack face=3D"Bodoni MT Black"><span =
style=3D'font-size:14.0pt;font-family:
  "Bodoni MT Black";color:black;font-weight:bold'>Visiting Faculty at =
IIM &amp;
  Senior Advisor</span></font></b><b><font size=3D4 color=3Dblack
  face=3D"Bodoni MT Black"><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:
  "Bodoni MT =
Black";color:black;font-weight:bold'><o:p></o:p></span></font></b></p>
  </td>
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 <tr height=3D82 style=3D'height:61.3pt'>
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  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:9.1pt;
  =
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ify;
  text-indent:0in'><b><font size=3D4 color=3Dblack face=3DEbrima><span
  =
style=3D'font-size:14.0pt;font-family:Ebrima;color:black;font-weight:bold=
'>Overview<o:p></o:p></span></font></b></p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:9.1pt;
  =
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
  text-indent:0in'><font size=3D3 color=3Dblack face=3DEbrima><span =
style=3D'font-size:
  12.0pt;font-family:Ebrima;color:black'>Key accounts are not only =
you&#8217;re
  <b><span style=3D'font-weight:bold'>most valued clientele</span></b>, =
but are
  also the accounts most likely <b><span =
style=3D'font-weight:bold'>targeted </span></b>by
  your competition. Therefore, it is of significant importance to =
continuously
  advance one&#8217;s skills in developing and managing key accounts, to =
ensure
  you can <b><span style=3D'font-weight:bold'>retain your most important =
clients</span></b>
  and simultaneously <b><span style=3D'font-weight:bold'>maintain your =
organization&#8217;s
  long term viability</span></b>.<o:p></o:p></span></font></p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:9.1pt;
  =
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
  text-indent:0in'><font size=3D3 color=3Dblack face=3DEbrima><span =
style=3D'font-size:
  12.0pt;font-family:Ebrima;color:black'>This programme will give these =
account
  managers the opportunity to <b><span =
style=3D'font-weight:bold'>practice,
  refine and build their skills</span></b> and learn to <b><span
  style=3D'font-weight:bold'>effectively implement</span></b> KAM =
principles in
  target accounts.<o:p></o:p></span></font></p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:9.1pt;
  =
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
  text-indent:0in'><b><font size=3D4 color=3Dblack face=3DEbrima><span
  =
style=3D'font-size:14.0pt;font-family:Ebrima;color:black;font-weight:bold=
'>Course
  Objectives<o:p></o:p></span></font></b></p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:9.1pt;
  =
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
  text-indent:0in'><font size=3D3 color=3Dblack face=3DEbrima><span =
style=3D'font-size:
  12.0pt;font-family:Ebrima;color:black'>&#8226; Consider the constantly
  changing role of the Key Account Manager<o:p></o:p></span></font></p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:9.1pt;
  =
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
  text-indent:0in'><font size=3D3 color=3Dblack face=3DEbrima><span =
style=3D'font-size:
  12.0pt;font-family:Ebrima;color:black'>&#8226; Examine proven =
practices in
  the development of sales, which relies on creating effective business
  partnerships<o:p></o:p></span></font></p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:9.1pt;
  =
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
  text-indent:0in'><font size=3D3 color=3Dblack face=3DEbrima><span =
style=3D'font-size:
  12.0pt;font-family:Ebrima;color:black'>&#8226; Gather ability to use
  techniques for achieving account goals and =
objectives<o:p></o:p></span></font></p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:9.1pt;
  =
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
  text-indent:0in'><font size=3D3 color=3Dblack face=3DEbrima><span =
style=3D'font-size:
  12.0pt;font-family:Ebrima;color:black'>&#8226; Understand the =
strategic
  processes and operational objectives which lead to increased account
  penetration and maximum profit =
opportunities<o:p></o:p></span></font></p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:9.1pt;
  =
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
  text-indent:0in'><font size=3D3 color=3Dblack face=3DEbrima><span =
style=3D'font-size:
  12.0pt;font-family:Ebrima;color:black'>&#8226; Develop a broader
  understanding of &#8216;customer behaviors&#8217; and their impact on =
buying
  decisions<o:p></o:p></span></font></p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:9.1pt;
  =
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
  text-indent:0in'><font size=3D3 color=3Dblack face=3DEbrima><span =
style=3D'font-size:
  12.0pt;font-family:Ebrima;color:black'>&#8226; Know how to handle an =
account
  meeting and the negotiations within it<o:p></o:p></span></font></p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:9.1pt;
  =
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
  text-indent:0in'><b><font size=3D4 color=3Dblack face=3DEbrima><span
  =
style=3D'font-size:14.0pt;font-family:Ebrima;color:black;font-weight:bold=
'>Who
  Should Attend<o:p></o:p></span></font></b></p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:9.1pt;
  =
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
  text-indent:0in'><font size=3D3 color=3Dblack face=3DEbrima><span =
style=3D'font-size:
  12.0pt;font-family:Ebrima;color:black'>Meant for experienced sales
  professionals who manage key accounts and strategic business =
relationships<o:p></o:p></span></font></p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:9.1pt;
  =
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
  text-indent:0in'><b><font size=3D4 color=3Dblack face=3DEbrima><span
  =
style=3D'font-size:14.0pt;font-family:Ebrima;color:black;font-weight:bold=
'>Pre
  requisite<o:p></o:p></span></font></b></p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:9.1pt;
  =
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
  text-indent:0in'><font size=3D3 color=3Dblack face=3DEbrima><span =
style=3D'font-size:
  12.0pt;font-family:Ebrima;color:black'>It is important that =
participants have
  already attended professional sales training, as this program is =
focused on
  developing higher level client relationships, and identifying key =
strategies
  to help enhance their current sales =
techniques<o:p></o:p></span></font></p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:9.1pt;
  =
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
  text-indent:0in'><b><font size=3D4 color=3Dblack face=3DEbrima><span
  =
style=3D'font-size:14.0pt;font-family:Ebrima;color:black;font-weight:bold=
'>What
  You Will Gain<o:p></o:p></span></font></b></p>
  <table class=3DMsoNormalTable border=3D0 cellspacing=3D0 =
cellpadding=3D0
   style=3D'margin-left:25.3pt;border-collapse:collapse'>
   <tr>
    <td width=3D199 valign=3Dtop style=3D'width:148.9pt;padding:0in =
5.4pt 0in 5.4pt'>
    <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
    =
margin-bottom:0in;margin-left:0in;margin-bottom:.0001pt;text-align:justif=
y;
    text-indent:0in'><font size=3D3 color=3Dblack face=3DEbrima><span
    style=3D'font-size:12.0pt;font-family:Ebrima;color:black'>&#8226; =
Retention
    of key clients</span></font><b><font size=3D4 color=3Dblack =
face=3DEbrima><span
    =
style=3D'font-size:14.0pt;font-family:Ebrima;color:black;font-weight:bold=
'><o:p></o:p></span></font></b></p>
    </td>
    <td width=3D331 valign=3Dtop style=3D'width:248.05pt;padding:0in =
5.4pt 0in 5.4pt'>
    <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
    =
margin-bottom:0in;margin-left:0in;margin-bottom:.0001pt;text-align:justif=
y;
    text-indent:0in'><font size=3D3 color=3Dblack face=3DEbrima><span
    style=3D'font-size:12.0pt;font-family:Ebrima;color:black'>&#8226; =
Increased
    sales</span></font><b><font size=3D4 color=3Dblack =
face=3DEbrima><span
    =
style=3D'font-size:14.0pt;font-family:Ebrima;color:black;font-weight:bold=
'><o:p></o:p></span></font></b></p>
    </td>
   </tr>
   <tr>
    <td width=3D199 valign=3Dtop style=3D'width:148.9pt;padding:0in =
5.4pt 0in 5.4pt'>
    <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
    =
margin-bottom:0in;margin-left:0in;margin-bottom:.0001pt;text-align:justif=
y;
    text-indent:0in'><font size=3D3 color=3Dblack face=3DEbrima><span
    style=3D'font-size:12.0pt;font-family:Ebrima;color:black'>&#8226; =
Improved
    margins</span></font><b><font size=3D4 color=3Dblack =
face=3DEbrima><span
    =
style=3D'font-size:14.0pt;font-family:Ebrima;color:black;font-weight:bold=
'><o:p></o:p></span></font></b></p>
    </td>
    <td width=3D331 valign=3Dtop style=3D'width:248.05pt;padding:0in =
5.4pt 0in 5.4pt'>
    <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
    =
margin-bottom:0in;margin-left:0in;margin-bottom:.0001pt;text-align:justif=
y;
    text-indent:0in'><font size=3D3 color=3Dblack face=3DEbrima><span
    style=3D'font-size:12.0pt;font-family:Ebrima;color:black'>&#8226; =
High levels
    of customer loyalty</span></font><b><font size=3D4 color=3Dblack =
face=3DEbrima><span
    =
style=3D'font-size:14.0pt;font-family:Ebrima;color:black;font-weight:bold=
'><o:p></o:p></span></font></b></p>
    </td>
   </tr>
  </table>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
  =
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
  text-indent:0in'><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
  style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'><o:p></o:p></span></font></p>
  </td>
 </tr>
 <tr height=3D36 style=3D'height:26.75pt'>
  <td width=3D730 height=3D36 bgcolor=3D"#B2A1C7" =
style=3D'width:547.5pt;border:solid windowtext 1.0pt;
  background:#B2A1C7;padding:.75pt .75pt .75pt .75pt;height:26.75pt'>
  <p class=3DMsoNormal align=3Dcenter =
style=3D'mso-margin-top-alt:0in;margin-right:
  =
1.7pt;margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-ali=
gn:
  center;text-indent:0in;background:#17365D'><b><i><font size=3D6 =
color=3Dblack
  face=3D"Times New Roman"><span =
style=3D'font-size:27.0pt;font-family:"Times New Roman";
  =
color:black;background:#B2A1C7;font-weight:bold;font-style:italic'>Conten=
ts</span></font></i></b><b><i><font
  size=3D6 color=3Dblack face=3D"Times New Roman"><span =
style=3D'font-size:27.0pt;
  font-family:"Times New =
Roman";color:black;font-weight:bold;font-style:italic'><o:p></o:p></span>=
</font></i></b></p>
  <table class=3DMsoNormalTable border=3D1 cellspacing=3D0 =
cellpadding=3D0
   style=3D'margin-left:4.05pt;border-collapse:collapse;border:none'>
   <tr>
    <td width=3D368 style=3D'width:276.2pt;border:solid black =
1.0pt;padding:0in 5.4pt 0in 5.4pt'>
    <p class=3DMsoNormal =
style=3D'margin-left:0in;text-align:justify;text-indent:
    0in;line-height:200%'><b><font size=3D4 color=3Dblack face=3D"Times =
New Roman"><span
    style=3D'font-size:14.0pt;line-height:200%;font-family:"Times New =
Roman";
    color:black;font-weight:bold'>Key Account Management (KAM) =
defined<o:p></o:p></span></font></b></p>
    <p class=3DMsoNormal =
style=3D'margin-left:0in;text-align:justify;text-indent:
    0in;line-height:150%'><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
    style=3D'font-size:12.0pt;line-height:150%;font-family:"Times New =
Roman";
    color:black'>&#8226; Definition of key account =
management<o:p></o:p></span></font></p>
    <p class=3DMsoNormal =
style=3D'margin-left:0in;text-align:justify;text-indent:
    0in;line-height:150%'><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
    style=3D'font-size:12.0pt;line-height:150%;font-family:"Times New =
Roman";
    color:black'>&#8226; Criteria for qualifying Key Accounts =
(KA)<o:p></o:p></span></font></p>
    <p class=3DMsoNormal =
style=3D'margin-left:0in;text-align:justify;text-indent:
    0in;line-height:150%'><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
    style=3D'font-size:12.0pt;line-height:150%;font-family:"Times New =
Roman";
    color:black'>&#8226; Objectives of KAM<o:p></o:p></span></font></p>
    <p class=3DMsoNormal =
style=3D'margin-left:0in;text-align:justify;text-indent:
    0in;line-height:150%'><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
    style=3D'font-size:12.0pt;line-height:150%;font-family:"Times New =
Roman";
    color:black'>&#8226; Managing customer profitability and Customer
    Relationship Management (CRM)<o:p></o:p></span></font></p>
    <p class=3DMsoNormal =
style=3D'margin-left:15.6pt;text-align:justify;text-indent:
    0in'><b><font size=3D3 color=3Dblack face=3D"Times New Roman"><span
    style=3D'font-size:12.0pt;font-family:"Times New Roman";color:black;
    font-weight:bold'>&#8226; </span></font></b><font size=3D3 =
color=3Dblack
    face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;font-family:"Times New Roman";
    color:black'>Definition and goals of =
CRM<o:p></o:p></span></font></p>
    <p class=3DMsoNormal =
style=3D'margin-left:15.6pt;text-align:justify;text-indent:
    0in'><b><font size=3D3 color=3Dblack face=3D"Times New Roman"><span
    style=3D'font-size:12.0pt;font-family:"Times New Roman";color:black;
    font-weight:bold'>&#8226; </span></font></b><font size=3D3 =
color=3Dblack
    face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;font-family:"Times New Roman";
    color:black'>The value of loyalty<b><span =
style=3D'font-weight:bold'><o:p></o:p></span></b></span></font></p>
    <p class=3DMsoNormal =
style=3D'margin-left:15.6pt;text-align:justify;text-indent:
    0in'><b><font size=3D3 color=3Dblack face=3D"Times New Roman"><span
    style=3D'font-size:12.0pt;font-family:"Times New Roman";color:black;
    font-weight:bold'>&#8226; </span></font></b><font size=3D3 =
color=3Dblack
    face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;font-family:"Times New Roman";
    color:black'>Acquisition costs and lifetime value (LTV)<b><span
    style=3D'font-weight:bold'><o:p></o:p></span></b></span></font></p>
    </td>
    <td width=3D352 style=3D'width:263.75pt;border:solid black =
1.0pt;border-left:
    none;padding:0in 5.4pt 0in 5.4pt'>
    <p class=3DMsoNormal =
style=3D'margin-left:0in;text-align:justify;text-indent:
    0in;line-height:115%'><b><font size=3D4 color=3Dblack face=3D"Times =
New Roman"><span
    style=3D'font-size:14.0pt;line-height:115%;font-family:"Times New =
Roman";
    color:black;font-weight:bold'>Key account relational development =
model<o:p></o:p></span></font></b></p>
    <p class=3DMsoNormal =
style=3D'margin-left:0in;text-align:justify;text-indent:
    0in;line-height:150%'><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
    style=3D'font-size:12.0pt;line-height:150%;font-family:"Times New =
Roman";
    color:black'>&#8226;Business partnership =
defined<o:p></o:p></span></font></p>
    <p class=3DMsoNormal =
style=3D'margin-left:0in;text-align:justify;text-indent:
    0in;line-height:150%'><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
    style=3D'font-size:12.0pt;line-height:150%;font-family:"Times New =
Roman";
    color:black'>&#8226;&nbsp; The KA relational development =
model<o:p></o:p></span></font></p>
    <p class=3DMsoNormal =
style=3D'margin-left:15.6pt;text-align:justify;text-indent:
    0in;line-height:150%'><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
    style=3D'font-size:12.0pt;line-height:150%;font-family:"Times New =
Roman";
    color:black'>&#8226; Pre and Early relationship =
stage<o:p></o:p></span></font></p>
    <p class=3DMsoNormal =
style=3D'margin-left:15.6pt;text-align:justify;text-indent:
    0in;line-height:150%'><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
    style=3D'font-size:12.0pt;line-height:150%;font-family:"Times New =
Roman";
    color:black'>&#8226; Mid-relationship =
stage<o:p></o:p></span></font></p>
    <p class=3DMsoNormal =
style=3D'margin-left:15.6pt;text-align:justify;text-indent:
    0in;line-height:150%'><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
    style=3D'font-size:12.0pt;line-height:150%;font-family:"Times New =
Roman";
    color:black'>&#8226;Partnership relationship =
stage<o:p></o:p></span></font></p>
    <p class=3DMsoNormal =
style=3D'margin-left:15.6pt;text-align:justify;text-indent:
    0in;line-height:150%'><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
    style=3D'font-size:12.0pt;line-height:150%;font-family:"Times New =
Roman";
    color:black'>&#8226; Synergetic relationship =
stage<o:p></o:p></span></font></p>
    <p class=3DMsoNormal =
style=3D'margin-left:15.6pt;text-align:justify;text-indent:
    0in;line-height:150%'><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
    style=3D'font-size:12.0pt;line-height:150%;font-family:"Times New =
Roman";
    color:black'>&#8226; Reasons for divesting =
partnerships</span></font><font
    color=3Dblack face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-family:
    "Times New Roman";color:black'><o:p></o:p></span></font></p>
    </td>
   </tr>
   <tr>
    <td width=3D368 style=3D'width:276.2pt;border:solid black =
1.0pt;border-top:
    none;padding:0in 5.4pt 0in 5.4pt'>
    <p class=3DMsoNormal =
style=3D'margin-left:0in;text-align:justify;text-indent:
    0in;line-height:200%'><b><font size=3D4 color=3Dblack face=3D"Times =
New Roman"><span
    style=3D'font-size:14.0pt;line-height:200%;font-family:"Times New =
Roman";
    color:black;font-weight:bold'>Account analysis: defining and =
selecting KA<o:p></o:p></span></font></b></p>
    <p class=3DMsoNormal =
style=3D'margin-left:0in;text-align:justify;text-indent:
    0in'><b><font size=3D4 color=3Dblack face=3D"Times New Roman"><span
    style=3D'font-size:14.0pt;font-family:"Times New Roman";color:black;
    font-weight:bold'>The Key Account Planning process (KAP) - =
</span></font></b><font
    size=3D3 color=3Dblack face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;
    font-family:"Times New Roman";color:black'>Two layers of =
planning<b><span
    style=3D'font-weight:bold'><o:p></o:p></span></b></span></font></p>
    </td>
    <td width=3D352 =
style=3D'width:263.75pt;border-top:none;border-left:none;
    border-bottom:solid black 1.0pt;border-right:solid black =
1.0pt;padding:
    0in 5.4pt 0in 5.4pt'>
    <p class=3DMsoNormal =
style=3D'margin-left:0in;text-align:justify;text-indent:
    0in'><b><font size=3D4 color=3Dblack face=3D"Times New Roman"><span
    style=3D'font-size:14.0pt;font-family:"Times New Roman";color:black;
    font-weight:bold'>The critical role of key account =
managers<o:p></o:p></span></font></b></p>
    <p class=3DMsoNormal =
style=3D'margin-left:0in;text-align:justify;text-indent:
    0in'><font size=3D3 color=3Dblack face=3D"Times New Roman"><span
    style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'>&#8226;
    Understanding the role and responsibilities of key account =
managers<o:p></o:p></span></font></p>
    <p class=3DMsoNormal =
style=3D'margin-left:0in;text-align:justify;text-indent:
    0in;line-height:115%'><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
    style=3D'font-size:12.0pt;line-height:115%;font-family:"Times New =
Roman";
    color:black'>&#8226; Managing KA meetings<b><span =
style=3D'font-weight:bold'><o:p></o:p></span></b></span></font></p>
    </td>
   </tr>
  </table>
  <p class=3DMsoNormal align=3Dcenter =
style=3D'mso-margin-top-alt:0in;margin-right:
  =
1.7pt;margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-ali=
gn:
  center;text-indent:0in'><b><i><font size=3D1 color=3Dblack =
face=3D"Times New Roman"><span
  style=3D'font-size:5.0pt;font-family:"Times New =
Roman";color:black;font-weight:
  bold;font-style:italic'><o:p></o:p></span></font></i></b></p>
  </td>
 </tr>
 <tr height=3D82 style=3D'height:61.3pt'>
  <td width=3D730 height=3D82 bgcolor=3D"#EAF1DD" =
style=3D'width:547.5pt;border:solid windowtext 1.0pt;
  background:#EAF1DD;padding:.75pt .75pt .75pt .75pt;height:61.3pt'>
  <p class=3DMsoNormal style=3D'line-height:115%'><b><font size=3D4 =
color=3Dblack
  face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:14.0pt;line-height:
  115%;font-family:"Times New =
Roman";color:black;font-weight:bold'>Profile of
  Faculty<o:p></o:p></span></font></b></p>
  <p class=3DMsoNormal style=3D'line-height:115%'><b><font size=3D3 =
color=3Dblack
  face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:12.0pt;line-height:
  115%;font-family:"Times New Roman";color:black;font-weight:bold'>Mr. =
Suresh
  Gopalaswamy <o:p></o:p></span></font></b></p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
  =
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
  text-indent:0in'><b><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
  lang=3DEN-IN style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black;
  font-weight:bold'>Visiting Faculty at IIM &amp; Senior Advisor =
<o:p></o:p></span></font></b></p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
  =
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
  text-indent:0in'><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
  style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'>Experience
  of 20+ years in Behavioral and Functional Training, Profit Centre =
Operations
  and Sales &amp; Distribution Management.&nbsp; Has facilitated and =
coached clients
  from wide range of industries. Retired from HUL as Senior Manager =
Channel
  Operations. MR Gopalaswamy is Guest Faculty at IIM-C for MDC programs =
for
  Senior management as well as ISS =
probationers.<o:p></o:p></span></font></p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
  =
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
  text-indent:0in'><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
  style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'>MR
  Gopalaswamy has Diplomas in Management, HR Management, Change =
management and
  a certification in Storytelling. Mr. Gopalaswamy&#8217;s area of =
expertise
  include Sales Management, selling techniques, Business Partner =
Management,
  Competency Mapping &amp; Development, Business Story Telling, Change
  Management, Execution Skills among many =
others.<o:p></o:p></span></font></p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
  =
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
  text-indent:0in'><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
  style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'>Mr.
  Gopalaswamy has a wide Industry/Functional Experience / exposure =
spanning
  Civil Services, PSUs, FMCG, Consumer Durables, Fashion Garments,
  Manufacturing, Industrial Products, Automobile Parts, Infrastructure,
  Hospitality and Health Care</span></font><b><font size=3D4 =
color=3Dblack
  face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:
  "Times New =
Roman";color:black;font-weight:bold'><o:p></o:p></span></font></b></p>
  </td>
 </tr>
 <tr height=3D61 style=3D'height:45.9pt'>
  <td width=3D730 height=3D61 bgcolor=3D"#EAF1DD" =
style=3D'width:547.5pt;border:solid windowtext 1.0pt;
  background:#EAF1DD;padding:.75pt .75pt .75pt .75pt;height:45.9pt'>
  <p class=3DMsoNormal =
style=3D'margin-right:.05in;text-align:justify'><b><font
  size=3D5 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:16.0pt;
  font-family:Ebrima;color:black;font-weight:bold'>Course&#8217;s time
  structure:</span></font></b><font color=3Dblack face=3DEbrima><span =
lang=3DEN-IN
  style=3D'font-family:Ebrima;color:black'><o:p></o:p></span></font></p>
  <p class=3DMsoNormal style=3D'text-align:justify'><b><font size=3D5 =
color=3Dblack
  face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:16.0pt;font-family:Ebrima;
  color:black;font-weight:bold'>Session =
&#8211;&nbsp;</span></font></b><b><font
  size=3D5 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:16.0pt;
  font-family:Ebrima;color:black;font-weight:bold'>(11:00am to 4.30pm) =
</span></font></b><b><font
  size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:13.0pt;
  font-family:Ebrima;color:black;font-weight:bold'>30mins Break =
Included</span></font></b><b><font
  size=3D5 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:16.0pt;
  font-family:Ebrima;color:black;font-weight:bold'> =
<o:p></o:p></span></font></b></p>
  <p class=3DMsoNormal style=3D'text-align:justify'><b><font size=3D5 =
color=3Dblack
  face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:16.0pt;font-family:Ebrima;
  color:black;font-weight:bold'>Pre-requisites</span></font></b><font =
size=3D5
  color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:18.0pt;font-family:
  Ebrima;color:black'><o:p></o:p></span></font></p>
  <p class=3DMsoNormal style=3D'text-align:justify'><font size=3D2 =
color=3Dblack
  face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:11.0pt;font-family:Ebrima;
  color:black'>You should have good internet connection and good quality
  headphone/speaker set with Laptop / Desktop.</span></font><font =
color=3Dblack
  face=3DEbrima><span lang=3DEN-IN =
style=3D'font-family:Ebrima;color:black'><o:p></o:p></span></font></p>
  <p class=3DMsoNormal style=3D'text-align:justify'><font size=3D2 =
color=3Dblack
  face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:11.0pt;font-family:Ebrima;
  color:black'>You should have notepad/pen to note down important =
points.</span></font><font
  color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-family:Ebrima;
  color:black'><o:p></o:p></span></font></p>
  </td>
 </tr>
 <tr height=3D28 style=3D'height:21.0pt'>
  <td width=3D730 height=3D28 bgcolor=3D"#EAF1DD" =
style=3D'width:547.5pt;border:solid windowtext 1.0pt;
  background:#EAF1DD;padding:.75pt .75pt .75pt .75pt;height:21.0pt'>
  <p class=3DMsoNormal =
style=3D'margin-left:0in;text-indent:0in'><b><font size=3D4
  color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:
  Ebrima;color:black;font-weight:bold'>How to =
Register:<o:p></o:p></span></font></b></p>
  <table class=3DMsoNormalTable border=3D1 cellspacing=3D0 =
cellpadding=3D0
   style=3D'border-collapse:collapse;border:none'>
   <tr>
    <td width=3D241 valign=3Dtop style=3D'width:180.75pt;border:solid =
black 1.0pt;
    padding:0in 5.4pt 0in 5.4pt'>
    <p class=3DMsoNormal =
style=3D'margin-left:0in;text-indent:0in'><b><font size=3D4
    color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
    font-family:Ebrima;color:black;font-weight:bold'>Fees: =
</span></font></b><font
    size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
    font-family:Ebrima;color:black'>per =
person<o:p></o:p></span></font></p>
    </td>
    <td width=3D241 valign=3Dtop style=3D'width:180.75pt;border:solid =
black 1.0pt;
    border-left:none;padding:0in 5.4pt 0in 5.4pt'>
    <p class=3DMsoNormal =
style=3D'margin-left:0in;text-indent:0in'><b><font size=3D4
    color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
    font-family:Ebrima;color:black;font-weight:bold'>Rs. 7000 =
/-</span></font></b><font
    size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
    font-family:Ebrima;color:black'>&nbsp;<o:p></o:p></span></font></p>
    </td>
    <td width=3D241 valign=3Dtop style=3D'width:180.75pt;border:solid =
black 1.0pt;
    border-left:none;padding:0in 5.4pt 0in 5.4pt'>
    <p class=3DMsoNormal =
style=3D'margin-left:0in;text-indent:0in'><b><font size=3D4
    color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
    font-family:Ebrima;color:black;font-weight:bold'>USD $ =
120</span></font></b><font
    size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
    font-family:Ebrima;color:black'><o:p></o:p></span></font></p>
    </td>
   </tr>
  </table>
  <p class=3DMsoNormal =
style=3D'margin-left:0in;text-indent:0in'><b><font size=3D4
  color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:
  Ebrima;color:black;font-weight:bold'>18 %&nbsp;GST&nbsp;is =
applicable<o:p></o:p></span></font></b></p>
  <p class=3DMsoNormal =
style=3D'margin-left:24.55pt;text-indent:0in'><b><font
  size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
  =
font-family:Ebrima;color:black;font-weight:bold'>&gt;&nbsp;</span></font>=
</b><font
  size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
  font-family:Ebrima;color:black'>Please write to&nbsp;<b><span
  =
style=3D'font-weight:bold'>gcmseminars@yahoo.com&nbsp;</span></b><o:p></o=
:p></span></font></p>
  <p class=3DMsoNormal =
style=3D'margin-left:24.55pt;text-indent:0in'><font size=3D4
  color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:
  Ebrima;color:black'>&gt;&nbsp;<b><span style=3D'font-weight:bold'>Call =
Mr.
  Rajeev Gupta- 9711114779 / =
9540012349</span></b><o:p></o:p></span></font></p>
  <p class=3DMsoNormal =
style=3D'margin-left:24.55pt;text-indent:0in'><b><font
  size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
  =
font-family:Ebrima;color:black;font-weight:bold'>&gt;&nbsp;</span></font>=
</b><font
  size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
  font-family:Ebrima;color:black'>Mode of Payment: NEFT /Paytm / Credit =
Card<o:p></o:p></span></font></p>
  <p class=3DMsoNormal =
style=3D'margin-left:24.55pt;text-indent:0in'><b><font
  size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
  =
font-family:Ebrima;color:black;font-weight:bold'>&gt;&nbsp;</span></font>=
</b><font
  size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
  font-family:Ebrima;color:black'>Cheque favouring&nbsp;<b><span
  style=3D'font-weight:bold'>GCM Worldwide</span></b>&nbsp;payable =
at&nbsp;<st1:City
  w:st=3D"on"><st1:place w:st=3D"on"><b><span =
style=3D'font-weight:bold'>New =
Delhi</span></b></st1:place></st1:City>.<o:p></o:p></span></font></p>
  <p class=3DMsoNormal =
style=3D'margin-left:24.55pt;text-indent:0in'><b><font
  size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
  font-family:Ebrima;color:black;font-weight:bold'>&gt; Our GSTN. No. :
  07AECPA0806Q1ZO</span></font></b><font size=3D4 color=3Dblack =
face=3DEbrima><span
  lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;color:black'><o:p></o:p></sp=
an></font></p>
  <p class=3DMsoNormal =
style=3D'margin-left:24.55pt;text-indent:0in'><b><font
  size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
  =
font-family:Ebrima;color:black;font-weight:bold'>&gt;&nbsp;</span></font>=
</b><font
  size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
  font-family:Ebrima;color:black'>Fees include certificate of =
participation
  &amp; Course Material.<o:p></o:p></span></font></p>
  <p class=3DMsoNormal =
style=3D'margin-left:24.55pt;text-indent:0in'><font size=3D4
  color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:
  Ebrima;color:black'>*Terms &amp; Condition =
Apply.</span></font><b><font
  color=3Dblack><span lang=3DEN-IN =
style=3D'color:black;font-weight:bold'><o:p></o:p></span></font></b></p>
  </td>
 </tr>
 <tr height=3D4 style=3D'height:2.75pt'>
  <td width=3D730 height=3D4 bgcolor=3D"#EAF1DD" =
style=3D'width:547.5pt;border:solid windowtext 1.0pt;
  background:#EAF1DD;padding:.75pt .75pt .75pt .75pt;height:2.75pt'>
  <p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0in;text-align:center;
  text-indent:0in'><b><u><font size=3D3 color=3Dblack =
face=3DGeorgia><span
  lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Georgia;color:black;
  font-weight:bold'>GCM Worldwide<o:p></o:p></span></font></u></b></p>
  <p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0in;text-align:center;
  text-indent:0in'><font size=3D3 color=3Dblack face=3DGeorgia><span =
lang=3DEN-IN
  =
style=3D'font-size:12.0pt;font-family:Georgia;color:black'>To&nbsp;keep
  receiving our regular Mailers in inbox.<o:p></o:p></span></font></p>
  <p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0in;text-align:center;
  text-indent:0in'><font size=3D3 color=3Dblack face=3DGeorgia><span =
lang=3DEN-IN
  style=3D'font-size:12.0pt;font-family:Georgia;color:black'>Add us to =
your
  address book.<o:p></o:p></span></font></p>
  <p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0in;text-align:center;
  text-indent:0in'><font size=3D3 color=3Dblack face=3DGeorgia><span =
lang=3DEN-IN
  style=3D'font-size:12.0pt;font-family:Georgia;color:black'>Reply with =
Subject
  Remove to unsubscribe from the mailing list</span></font><font =
size=3D3
  color=3Dblack face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
  font-family:"Times New =
Roman";color:black'><o:p></o:p></span></font></p>
  </td>
 </tr>
</table>

</div>

<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;
margin-left:0in;text-indent:0in'><font size=3D2 color=3Dblack =
face=3D"Times New Roman"><span
lang=3DEN-IN style=3D'font-size:11.0pt;font-family:"Times New =
Roman";color:black'><o:p>&nbsp;</o:p></span></font></p>

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