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Value Story Workshop version 1.0
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Engagement1st
July 19, 2018
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Value Story Workshop version 1.0
Co-creation Design Workshop Program.
Engagement1st
July 19, 2018
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Transcript
7BMVF4UPSZ8PSLTIPQ մ䮣πίϝϷϲЄറᔱ
զʑͷࣾձʹ͓͚Δଘࡏҙٛʢϛογϣϯʣ ʮҙٛ͋ΔΑ͍ࣄʢ4PDJBM(PPEʣʯΛɺاۀɺ ސ٬ʢϑΝϯɾੜ׆ऀʣɺؔऀͱڞΛ͢Δ͜ ͱͰϚʔέςΟϯάֵ৽ʢʹΤϯήʔδϝϯτɾ ϚʔέςΟϯάʣΛى͜͠ɺ࣋ଓՄೳͳࣾձʢࣾ ձ՝ͷղܾͱϏδωεඪͷୡʣΛ࡞Δ͜ͱ Ͱ͢ɻ
page 3 ΤϯήʔδϝϯτɾϑΝʔετɺاۀϒϥϯυɺ ࣾձͷະདྷΛߟ͑Δ͜ͱ͔ΒϚʔέςΟϯάઓུ ࢪࡦΛσβΠϯࢥߟͰؔऀͱڞ͠·͢ɻ
lϚΠΫϩιϑτͷࠢɺϚΠΫϩιϑτͷଘࡏཧ༝Λ ࠶ൃݟ͢Δඞཁ͕͋Γɺ·ͣߦ͏͖ɺ༏Εͨੑ Λ࣋ͭສਓͷࣾһ͕ɺ͜Ε·ͰҎ্ʹਓؒͷະདྷʹ ߩݙͰ͖ΔΑ͏ͳاۀจԽΛੜΈग़͢͜ͱͩɻz CZ4φσϥ$&0PG.JDSPTPGU
ʮ5IJOL%J⒎FSFOUʯΩϟϯϖʔϯΛల ։ͨ͠ͷɺΞοϓϧͱԿͳͷ͔Λ ਓʑ͕Ε͍͔ͯͨΒɺࣾһ·Ͱ͕Ε ͍͔ͯͨΒͩɻ ࣗͨͪ୭ͳͷ͔ɺԿʹՁΛΈ͍ͩ ͍ͯ͠Δ͔ΛͲ͏ͬͯ͑ΒΕΔͷ ͔ɺ࣌ؒΛ͔͚ͯΏͬ͘Γͱߟ͑ͯݟͨɻ
༏ྑސ٬وࣾͷΛങ͏ͷͰͳ͘ɺ و͕ࣾͳͥͦΕΛ͍ͬͯΔ͔Λങ͏ɻ -Simon Sinek
page Marketing 1.0 Marketing 2.0 Marketing 3.0 ፓጱ ࠟߝ揠䄋 氝ਮ΄伋᪃ଶ;姅姆
ΞΠᜉ͚Ӯኴ ϫЄξϐϕ ϘЄχΨ೮͵ၾ揲ᘏ 搙͚氝ਮ ΞΠ౮ᆧͭ͵ኞၚᘏ κЄ独ϫЄξϓΰЀν独 πЀψϤϕ 愚ߝ樄咲 ૧㳨۸ 㭅㮔 ϫЄξϓΰЀν΄朼 ࠟߝ΄托奞 ϪυτϴϘЀν տᐒ΄ቘஷ̵ ϬϐτϴЀ ׀㭅㮔 䱛ᚆ 䱛ᚆ+ఘ姼 䱛ᚆ+ఘ姼+ᔜᐟ 氝ਮ;΄樛ΥΠ one-to-many ϕ϶ЀσμτϴЀ one to one ϷϹЄτϴЀτϐϤ many-to-many π϶ϩϹЄτϴЀ ϫЄξϓΰЀνͧ͠Ρ9DOXH΄᯿ᥝ
page 8 ࣗࣾͷଘࡏҙٛΛ࠶ൃݟ͢ΔϫʔΫγϣοϓ 7BMVF4UPSZ8PSLTIPQ എܠ ࠓޙɺاۀ͕ɺͱଘଓ͍ͯ͘͠ʹɺͦͷاۀͷ ࣾձʹ͓͚Δଘࡏཧ༝ʢ1VSQPTF͋Δ͍7BMVFʣ͕ඞཁͱ ͞Ε͍ͯ·͢ɻଟ͘ͷاۀۀཧ೦͋ΔͷͰ͕͢ɺ࣌ ࣾһɺސ٬ͷҙࣝͷมԽʹΪϟοϓ͕ग़͖͍ͯͯ·͢ɻؔ ऀͱڞ༗ɺڞײͰ͖Δཧ೦ଘࡏཧ༝Λۀ࣌ʹཱͪฦΓɺ
ࠓҰͦͷଘࡏཧ༝ʢ8):ʣΛߟ͑Δ͜ͱ͕ॏཁͰ͢ɻ ֓ཁ ͜Ε͔Βى͜Δࣾձ՝Λڞ༗͠ɺاۀ͕ͦͷΑ͏ͳ࣌ʹ ͓͍ͯͲ͏͋Δ͖͔ɺͲ͏͋Γ͍͔ͨΛɺԤྲྀσβΠϯ ࢥߟ Λ׆༻͠ɺࢀՃऀશһͰڞ༗ԽɺՄࢹԽʢϓϩτλΠ ϐϯάʣ͠ɺࠓޙͷํੑΛࢥߟ͠·͢ɻ ϫʔΫγϣοϓ༰ֹۚʹΑܾͬͯ·Γ·͢ɻ ▪8):ηογϣϯɹ= ʢ࣌ؒηογϣϯɺଧͪ ߹ΘͤઃܭؚΉʣ͔Β ▪'VUVSFηογϣϯ= ʢೋճηογϣϯʣ ηογϣϯʹʮڞσβΠϯɾΩοτʯ͕ҰਓҰηοτఏ ڙ͍ͨ͠·͢ɻ ະདྷ୳ࡧΛىͱͨࣾ͠ձڞײܕϑϨʔϜϫʔΫɻΞϝϦΧྲྀͱͷҧ ͍ࣾձ՝͔Βࣗࣾ͋Δ͍ɾαʔϏεΛߟ͠ɺࣾձతͳҙຯ ͚ɺҙ͚ٛͮΛॏࢹ͢Δ
page 9
page 10 ڞσβΠϯɾΩοτ ϫʔΫγϣοϓͷཧղଅਐٴͼडߨޙͷ׆༻ʹ ڞσβΠϯɾΧʔυΛ༻ҙ͠·͢ɻ ڞσβΠϯɾΧʔυɺΠϯεϐϨʔγϣϯɾ ΧʔυͱϑΝγϦςʔγϣϯɾΧʔυͰߏ͞Ε ͍ͯ·͢ɻ ΠϯεϐϨʔγϣϯɾΧʔυ ϫʔΫγϣοϓͰମݧͨ͠σβΠϯࢥߟͷεΩϧ
Λ͔Γ͘͢આ໌͍ͯ͠·͢ɻϫʔΫγϣοϓ ޙͷৼΓฦΓʹ׆༻Ͱ͖·͢ɻ ϑΝγϦςʔγϣϯɾΧʔυ ֶΜͩσβΠϯࢥߟΛڞ׆ಈͰ׆༻͢Δࡍʹα ϙʔτ͢ΔπʔϧͰ͢ɻ
page ๚و㴕ϔσαЀ独κϐϕ独αϮЄυ 11 ΠϯεϐϨʔγϣϯɾΧʔυ *OTQJSBUJPO$BSE ϑΝγϦςʔγϣϯɾΧʔυ 'BDJMJUBUJPO$BSE θЄϖΨֵ͜嬝 ᭗ଉ΄ϓκφϕϣϐμΞΡරͽ΅̵ͥθЄϖ୵ୗ Ψֵ͜΄΅ᝑଙ䍅΄櫝ΚοЄϭΨΘ͵Οͯ͡Ο;
Υͼ͚Δ̶ͯ Δ͵̵ݦ寻Ψֵ͜ϔσαЀᘍΘ̵ਁΨग़አͭͼᥴ抍 ͭͼ͚ΡරΞΠΘ̵αЀφϡϹЄτϴЀ͢件ͣΚ͚ͯ τЀϤϸ͡ͺϔσαЀͫ͵θЄϖ΄ො͢රᙙ㵁ຎ͢ṛ ͚Θ΄;ΥΔ̶ͯ Δ͵ᛔ᮱ᗟ೮ͷ䒐Πݶء;ϼЄμτϴϐϤΚΡ檭΅ )DFLOLWDWLRQ CardΨᗝͥͩ;ͽ݇ےᘏΘ岉ޱΨ೮ͷ Κ̵ͯͥ݇ےͭΚ͚ͯ;͚͜ቘኧΘ͘ΠΔ̶ͯ ΧʔυͬͨઓུϫʔΫγϣοϓ෩ܠ ϼЄμτϴϐϤͽΡͩ; ͢ͽͣͯΡϔσαЀᘍ΄ ϛγϜγΨθЄϖ̵ͭᛔ ᮱ᗟ䜟͵檭̵ᛔͽϼЄ μτϴϐϤΨᤈ͜檭Ϳ ݇ᆙͯΡ̶ ᛔ͢ϼЄμτϴϐϤͯΡ 檭ϮЀϝЄᥝ殻ፓ΄ θЄϖΨᐏͯΡͩ;Ξ Π̵ϼЄμτϴϐϤΨ㵁ຎ ጱ昲ΗΡ͵Η΄θЄϖ̶
page 12 ׆༻ϑϨʔϜϫʔΫྫ 'VUVSF ϑΟογϡϘʔϯɾμΠΞάϥϜ Λ ׆༻ͨ͠ࢪࡦΞΠσΞൃ ࢦ͖࢟͢Ͱͳ͘ɺͳΓ͍ͨະདྷಎΛ ߦ͍ɺͦͷͨΊͷ՝ࢪࡦΛ၆ᛌతʹߟ͑Δ 4UBSUXJUI8):
اۀϒϥϯυͷଘࡏҙٛΛ ߟ͑Δ͜ͱ͔ΒࢪࡦͷํੑΛ ݕ౼͢Δ IUUQTXXXUFEDPNUBMLTTJNPO@TJOFL@IPX@HSFBU@MFBEFST@JOTQJSF@BDUJPO MBOHVBHFKB IUUQTKBXJLJQFEJBPSHXJLJ&#&"&"&#"&## ࣾձ՝ͷ Πϯϓοτ
page 8): 8)"5 શͯͷاۀԿΛ͍ͬͯΔ͔ ͔͍ͬͯΔɻ ͦΕച͍ͬͯΔαʔϏεɻ )08 େମͷاۀͲ͏͍ͬͯΔ͔
͔͍ͬͯΔɻ Ͳ͏ͬͯڝ߹ͱࠩผԽ͢Δ͔ɺͲ ͏ͬͯಛผͳͷʹ͢Δ͔ʁ 8): ͕ࣗͨͪͳͥͦΕΛ͍ͬͯΔ͔Λͬ ͍ͯΔاۀগͳ͍ɻ 8):͓ۚΛੜΈग़͢͜ͱͰͳ͍ɻ͓ ۚ݁Ռɻ 8):తͰ͋ΓɺಈػͰ͋Γɺ৴೦ɻ اۀͷଘࡏҙٛɻ )08 8)"5 ׆༻ϑϨʔϜϫʔΫྫ
None
༏ྑސ٬͕ࣗࣾͷ Ͳ͜ΛධՁɺڞײ ͍ͯ͠Δͷ͔ΛՄ ࢹԽɺڞ༗Խ اۀͷίΞόϦϡʔ Ͱ͋Δϛογϣϯ ཧ೦ͷ࠶֬ೝ ͕ࣗߟ͑Δوࣾ ͷίΞόϦϡʔ ࠓͷސ٬ͷະདྷʹ
͓͚Δ՝ະདྷ ͷސ٬Λ૾͠ɺ ͦͷސ٬ͷ՝Λ ະདྷͷঢ়گ͔Βߟ ͑ͯΈΔ ى͜Γ͏Δࣾձ՝ ͕ͲͷΑ͏ͳا ۀϦεΫΛੜΈग़ ͔͢Λߟ͑Δ ະདྷʹ͓͚Δސ٬ͱوࣾͱͷڞ ༗ɺڞײͰ͖ΔՁΛΘ͔Γ ͍͢จষͰදݱ͠ɺͦΕΛද͢ ୯ޠจষΛλάͰදݱ͢Δ ະདྷͰͷڞ༗Ձ࣮ݱͷͨΊʹม͑Δ͜ͱΛ߲Խ͠ɺ ࠨʢࠓʣͱӈʢະདྷʣΛରൺ͢Δ͜ͱʹΑΓɺΘ͔Γ ͘͢͢Δ ڞ༗ՁΛ࣮ݱ͢ΔͨΊͷࣾձՁͷߴ͍ࢪࡦࣄۀɺ ܦӦํͷΞΠσΞΛ໌ه͢Δ
page %BZ0OFɿ4UBSUXJUI8): 16 ΠϯτϩμΫγϣϯ ΞΠεϒϨʔΩϯάɾΤΫααΠζ ݸਓϫʔΫ άϧʔϓϫʔΫ ΠϯεϐϨʔγϣϯɾτʔΫ ڞ༗ ৼΓฦΓ%BZͷ॓
ϫʔΫγϣοϓͷత ϝϯόʔζͷհ Λ·ͤΔηογϣϯ ސ٬͕ʲاۀ໊͋Δ͍ϒϥϯυ໊ʳΛબΜͰ͍Δཧ༝Λ ݸਓϫʔΫͰߟ͑ɺ֤ࣗൃද͢Δ 4JNPO4JOFLl4UBSUXJUI8):zΛࡐʹɺ 8):ɺ)08ɺ8)"5ͷߏҙٛΛཧղ͢Δ άϧʔϓ͚Λߦ͍ɺʲاۀ໊͋Δ͍ϒϥϯυ໊ʳͷ8):ɺ Β͠͞ɺΛߟ͑ɺ(PMEFO$JSDMFʹམͱ͠ࠐΉ άϧʔϓϫʔΫ άϧʔϓϫʔΫͰߟ͑ͨ8):Λϕʔεʹʲاۀ໊͋Δ͍ϒϥ ϯυ໊ʳͷεϩʔΨϯΛ։ൃɺͦͷೝଅਐ༻5γϟπΛϓϩτ λΠϐϯά͢Δ ൃද
page %BZ5XPɿސ٬ͷఏڙՁ 17 ϢʔβʔΠϯλϏϡʔใࠂ άϧʔϓϫʔΫ $VTUPNFS1SPpMF(PBM ৼΓฦΓ ֤͕ࣗ॓ͰߦͬͨʢఆʣϢʔβʔΠϯλϏϡʔΛߦ͍ɺ ʲاۀ໊͋Δ͍ϒϥϯυ໊ʳͷظɺ՝ɺΞυόΠε ΛൃදɺϚοϐϯά͠ɺऴྃޙશһͰϨϏϡʔ͢Δ
ϢʔβʔΠϯλϏϡʔΛݩʹఆར༻ऀͷސ٬ϓϩϑΟʔϧٴͼ ސ٬ͷΰʔϧΛ࡞͠ɺൃද͢Δ άϧʔϓϫʔΫ 7BMVF.BQސ٬ͷࠔΓ͝ͱɺ ސ٬ͷظɺఏڙՁʢίτମݧʣ ఏڙՁʢϞϊʣ ఆར༻ऀͷఏڙՁΛόϦϡʔϚοϓʹམͱ͠ࠐΈɺ ʢΫϥΠΞϯτ໊ʣͷՁͷՄࢹԽɺڞ༗ԽΛߦ͏ ൃද %BZ0OF%BZ5XPηογϣϯΛશһͰৼΓฦΔ ΞΠεϒϨʔΩϯάɾΤΫααΠζ લճͷৼΓฦΓ
page 18 ࠓ·Ͱ ͜Ε͔Β ϩδΧϧɾγϯΩϯά σβΠϯɾγϯΩϯά ࠨத৺ ӈத৺ தԝूݖܕ ຽओओٛత
ΤΫηϧʢσδλϧɿPSʣ ࢴͱϖϯʢΞφϩάɿɺɺɺʣ ԾઆΛٙ͏ ԾઆΛ൱ఆ ϕετΛࢦ͢ ϕλʔͰਐΊΔ ͕ࣗࣾͲ͏͋Δ͖͔ ະདྷΛͲ͏͍͔ͨ͠ ݁Ռ͕ॏཁ ϓϩηε͕ॏཁ རӹվળͷͨΊͷΞΠσΟΞ ࣾձΛม͑Δ͔͠Εͳ͍ΞΠσΟΞ ٬؍ ओ؍ Խલఏͷࢼ࡞ ϓϩτλΠϐϯάʢ࣮ݧʣ ୭͕ೲಘ ίΞϢʔβʔ͕ڰ ސ٬λʔήοτ ސ٬ڞύʔτφʔ "OTXFSࢥߟʢ՝ղܾࢥߟʣ 2VFTUJPOࢥߟʢ՝ൃݟࢥߟʣ ఆྔௐࠪ ఆੑௐࠪ 8IBUʁ 8IZʁ ׂ୲ $P$SFBUJPOʢڞʣ ΫϩʔζυΫΤενϣϯʢԾઆݕূʣ ΦʔϓϯΫΤενϣϯʢػձ୳ࡧʣ 30*༏ઌ 69$9༏ઌ ΫϦΤΠλʔઐ৬ ୭ͰΫϦΤΠλʔ ձࣾࢹ ސ٬ࢹ ,1*ࢸ্ओٛɿͱ͔͘ࣈ $9ࢸ্ओٛɿͱ͔͘ސ٬ຬ Πϯϓοτɿաڈͷࣈɺڝ߹ঢ়گɺఆྔௐࠪ Πϯϓοτɿࣾձ՝ɺϢʔβʔՁ؍ɺఆੑௐࠪ ٛײ ϫΫϫΫײ தܦʹج͍ͮͯߟ͑Δ Ϗδϣϯ͔Βߟ͑Δ :)BSB.,BXBUB
͜Μͳํձࣾʹ ڝ߹ͱͷڝ૪Ͱͳ͍৽͍͠ྖҬͰͷϚʔέςΟϯάɺܦӦ ৽͍࣌͠ͷϒϥϯυΛߏங͍ͨ͠ ৫ͷٻ৺ྗΛ࡞Γ͍ͨ ߹ซͳͲͰձࣾͷํੑ͕ݟ͑ͮΒ͍ ։ൃΛैདྷͱҧ͏࣠ͰΓ͍ͨ ࣾձ՝ղܾ9ϏδωεʹऔΓΈ͍ͨ 4%(TΛجʹͨ͠ઓུΛࡦఆ͍ͨ͠ ܦӦཧ೦Λݟ͍ͨ͠ ෦ॺؒͷαΠϩΛͳ͍ͨ͘͠
౦ژதԝ۠ւ ւΞΠϥϯυτϦτϯεΫΤΞΦϑΟελϫʔ9֊ XXXFOHBHFNFOUTUDPN XXXGBDFCPPLDPNFOHBHFNFOUTU גࣜձࣾΤϯήʔδϝϯτɾϑΝʔετ ɹɹ0VS.JTTJPO ʮʮҙٛ͋ΔΑ͍ࣄʢ4PDJBM(PPEʣʯΛɺاۀɺސ٬ʢϑΝϯɾੜ׆ऀʣɺ ؔऀͱڞΛ͢Δ͜ͱͰϚʔέςΟϯάֵ৽ʢʹΤϯήʔδϝϯτɾϚʔέ ςΟϯάʣΛى͜͠ɺ࣋ଓՄೳͳࣾձʢࣾձ՝ͷղܾͱϏδωεඪͷୡʣ
Λ࡞Δ͜ͱͰ͢ɻ ΤϯήʔδϝϯτɾϑΝʔετࣾɺ&ϙʔλʔڭत͕ओװ͢Δ$47ਪਐஂମ ʮ4IBSFE7BMVF*OJUJBUJWFʯͷެೝίϯαϧλϯτͰ͢ɻ XXXTIBSFEWBMVFPSH
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(2018ଙ3์๛䦒ᅩ҂ 䄋Ӥṛҁ昧奾҂ 7,403ጯӡ㲖ҁ2018ଙ3์๗独IFRS҂ ಅࣁࣈ ᐒғ䩚Ղ᮷Ӿ।܄ษၹӞӟፓ8ኾ10ݩ̴ษၹία϶Ѐϖ̴ϕϷϕЀφμείηϢΰφόϼЄX 37檦 γδϣιЄϔЀ՟ݣғ䋠उ唏՟ݣ૱ᶆ巃܄҈γδϣιЄϔЀ۹Ԝғᐰ䍫唏۹Ԝ૱ੜ㮄۹܄ 1995ଙ6์26෭ 㹓䯤౮ դᤒݐ娊ᐒ槱̴̴ 㴉೮ ம ݐ娊ଉ㵗䁆ᤈ㹓 ੜશ ྋՌ ᐒक़ݐ娊 ଉ۪哶䪨ᒵ㹓 ኚᔊ 侜 ᐒक़ݐ娊 哶䪨ᒵ㹓 䕿ԋ ญ୷ ᐒक़ݐ娊 哶䪨ᒵ㹓 ᰂԳ ก ᐒक़ݐ娊 哶䪨ᒵ㹓 ሳӤ 昲Ӟ 䁆ᤈ㹓̴̴̴̴䎦 Ӟ䚾 䁆ᤈ㹓̴̴̴̴ᐟੲ ྎப 䁆ᤈ㹓̴̴̴̴䂏 ၇ 䁆ᤈ㹓̴̴̴̴ṛݗ 垶ॡ 䁆ᤈ㹓̴̴̴̴ጮᎪ ߽Ԟ 䁆ᤈ㹓̴̴̴̴ܘ᮱ ॊ 䁆ᤈ㹓̴̴̴̴ኦ ๏ଡ଼ !21 憭տᐒϮЀϝЄχտᐒ༷ᥝ 1995ଙ 6์ 1995ଙ 10์ 1997ଙ 7์ 2006ଙ 11์ 2010ଙ 7์ 2012ଙ̴ 5์ 2012ଙ 10์ 2012ଙ 11์ 2014ଙ̴ 4์ 2014ଙ̴ 5์ 2015ଙ̴ 4์ 2015ଙ 10์ 2016ଙ̴ҍ์ 2017ଙ̴ҍ์ 2017ଙ̴ҏ์ 2018ଙ̴ҍ์ ໌ୗտᐒϮЀϝЄχΨ戔ᒈ eϠυϚφ䯤塈ςЄϠφҁ匍 ϚϐϕϠυϚφඪൔԪ䮣҂Ψ樄ত αЀόЄϚϐϕӤ΄䓈ޞݐΠ䜷͚Ԫ䮣ҁ匍 ϚϐϕϠυϚφඪൔԪ䮣҂Ψ樄ত ݷݘ戣ڭݐಅψЀϕϹϐμφ૱䁰Ӥ䁰 ϔυόϸ独ίϖϝόαυЀν独πЀϊЄτίϭ໌ୗտᐒ;䮣㵗独揾൭ 䋠उ唏՟ݣ૱Webګ֢䝬ᅩ;ͭͼ̿γδϣιЄϔЀ՟ݣ̀Ψ樄戔 ໌ୗտᐒεЀοЄυϮЀϕ独ϢήЄφϕ戔ᒈҁ100Ѿڊ揾ΞΡৼտᐒ҂ 䩚Ղ᮷Ӿ।܄ษၹᐒᑏ敢 ໌ୗտᐒMOVAAA戔ᒈҁ୮ᐒ55Ѿ̵໌ୗտᐒϯϝЄτϰϸ45%ڊ揾ΞΡৼտᐒ҂ ໌ୗտᐒϮЀϝЄχκϰϷί戔ᒈҁ100Ѿڊ揾ΞΡৼտᐒ҂ ᐰ䍫唏۹Ԝ૱Webګ֢䝬ᅩ;ͭͼ̿γδϣιЄϔЀ۹Ԝ̀Ψ樄戔 ໌ୗտᐒϫαϗЄφόυηΨৼտᐒ۸ 䩚Ղ戣ڭݐಅ独ݷݘ戣ڭݐಅ૱䁰ᒫԫ᮱Ӥ䁰 ໌ୗտᐒϪϐϤαЀςαϕΨৼտᐒ۸̴໌ୗտᐒϮЀϝЄχεϐυ戔ᒈҁ100Ѿڊ揾ΞΡৼտᐒ҂ ݷݘ戣ڭݐಅ૱䁰ᒫԫ᮱Ӥ䁰䓪ྊ̵䩚Ղ戣ڭݐಅ૱䁰ᒫӞ᮱ਧ 哶䪨ᒵ㹓տ戔ᗝտᐒΎᑏᤈ ໌ୗտᐒϮЀϝЄχτϢϕ戔ᒈҁ100Ѿڊ揾ΞΡৼտᐒ҂ 䌑㵗䁆ᤈ㹓̴̴䐛ၐ ᶈՈ ଉ㵗䁆ᤈ㹓̴̴ၠ憎 乊လ ଉ㵗䁆ᤈ㹓̴̴ṛᰀ ก୷ ଉ㵗䁆ᤈ㹓̴̴ᥜ俘 ፗ䰽 䁆ᤈ㹓̴̴̴̴ܻ ᤶ 䁆ᤈ㹓̴̴̴̴䎦 Ӟ䚾