Burger king company

Executive sum-up:

This concern instance is chiefly designed for be aftering about the franchise of Burger King Company while this company has been franchise from 1980 in UK and the franchise of this company brings the success in many times. Burger King considers franchise is one of the prevailing ways of making concern. At present, the Burge King franchise is one of the greatest nutrient service retail merchants which have 25,000 eating houses placed in more than 80 states. For franchise of Burger King I have to happen the location where nearby exists any franchise of Burger King. By franchise this ; I have advantage of location because ab initio I have to put from my ain hazard.

Burger King ne’er provides the fiscal support for franchise and fund must be gained from the non-borrowed personal beginning. And the statistical figure might be come up to about $ 2, 50,000.

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The cardinal aims of taking the program of Burge King franchise to accomplish profitableness. Because the trade name image of Burge King is already existed in market and it is more accepted. So, I can spread out the market easy and net income can be achieved.

Business chance:

There is the chance to run ain person or more than one shop. For this ground, I choose the topographic point for set up the franchise of Burge King at 68A, Hillingdon Garden,

Northwood near Northwood Green Lane W-bound coach halt, any subdivision of Burger King is non placed in Northwood country. Not merely this, there is the potency of immense clients and highest profitableness because the merchandise or bill of fare of Burge King is already recognized to the whole universe.

Benefits:

For Burger King, there is no demand to believe about new bill of fare and the cookery employees are already highly efficient and used with all undertakings. In Burger King Franchise, hazard is reduced to put up my ain concern where division of labor and turnover strength of fixed bill of fare grants for appropriate economic systems of graduated table.

Another benefit is that any new merchandises are no demand to develop and do n’t necessitate to carry on any sorts of market analysis. And besides no demand to believe about trade name name or image.

Costss:

The franchise cost of Burger King might be & amp ; lb ; 2,60,000 where I have to supply 30 % of the worth which is considered as unencumbered finance and the remainder 70 % will be collected from the bank as a loan in order to favorable support footings.

Another cost is one-off franchise fee of & A ; lb ; 25,000 and franchiser preparation plan fee is & A ; lb ; 5, 000 which is returned after completing the preparation plan.

Assorted cost:

Rent which will be paid monthly on premises related to profitableness and gross revenues will 12 % .

A fee will be paid for usage of the Burger King – 5 % of gross revenues.

National selling disbursals contribution – 4.5 % of gross revenues.

Tax returns:

In a twelvemonth, a hard currency flow will be made where the hard currency influx and escape will about & A ; lb ; 75, 000 to & A ; lb ; 1,00,000 per twelvemonth. But this statement will non certain because it will be made before debt refund. The return can be more. The return on investing will presently about 10 % which shows the profitableness rate of this concern.

Execution program:

Paid initial franchise fee: 12th March 2010

Franchiser developing plan: 14th March 2010 ( start )

Travel down payment to Mc Donald: 18th March, 2010.

Service providing will be started from 1st April, 2010.

Literature reappraisal:

The study is chiefly done on the concern program of Burger King Franchise. I take the concern program of franchise of Burger King, because of several grounds. Today ‘s concern universe are really much competitory and it ‘s become tougher and tougher for successful in the concern market. If a individual want to get down his concern as an enterpriser it may be impossible to go profitable in the concern market. Because set uping the new concern or come in the market as a new, it is rather impossible to put up his concern or go successful. But if we take the program of set uping the concern as a franchiser so it will be easy to accomplish profitableness in our concern. In franchise concern, a recognized trade name is already existed and all things are readymade in earlier. Just pass some money to purchase it and get down the concern.

Franchising can be defined as the exercising of utilizing another company ‘s trade name image and their successful concern theoretical account. Through this sort of concern, we can avoid investing and liability over a concatenation. The cardinal factors of following franchise the concern are that we can acquire the concern with a good path record of profitableness and that concern is easy imitated.

Here, for doing concern program, I adopt the Burger King Franchise because I want to be my ain foreman in my concern, can merchandise a well established and high quality of merchandise, uninterrupted support, benefits from national selling carried out by Burger King and they receive extra to concern prognosis information. The best illustration of franchising is the trade name franchising of Burger King. Burger King allows peoples to set up their ain concern as Burger King Franchiser and allow the rights to put up their concern. Under the Burger King franchise, the franchisee purchases the equipments, adjustments and the permission to run the franchise for 10 old ages. All franchisees of Burger King Use standardized stigmatization, bill of fare, design layouts and administrative systems of Burger King. The Burger King franchisees besides use the same criterions and runing methods or fabrication and keep the quality of the bill of fare of points.

When offering bill of fare points, the of import thing is to retrieve to clients is that they have a pick. They have a immense figure of options of passing their money and topographic points to pass it. However, Burger King topographic points considerable importance on developing a bill of fare which clients want. Market research establishes precisely what this is. However, clients ‘ demands change clip to clip. What is stylish and attractive today may be discarded tomorrow. Marketing continuously proctors clients ‘ penchants.

Therefore, Care is non merely taken to impact adversely the gross revenues of one pick by presenting a new pick, which will cannibalize gross revenues from the old one ( merchandise off ) . Burger King ‘s knows that points on its bill of fare will change in popularity.

Action of selling undertaken and the resources invested will be different depending on the phase a merchandise as reached. For illustration, a new merchandise launch will typically associate to telecasting and other advertisement support. In any clip a company will hold a merchandises portfolio, where each in a different phase of its rhythm. Some of Burger King ‘s options are turning in popularity while arguably the Big Mac is at the ‘maturity ‘ phase.

Information about market:

Burger King is recognized as the one of the best known trade names around the whole universe. Branding is the term which formulated an image of an organisation, service or merchandise. The image of the trade name focuses on the clients view on the organisation. Brand image is chiefly used while an organisation shows their trueness towards their client through their merchandises or services. A trade name can be recognized by marketing communicating methods such as: publicity and advertisement which is used for developing the designs, colorss and images. Similarly, Burger King is popular by its most familiar logo. The trade name image is a important factor for franchising. Because without strong trade name image, it is impossible to go successful in franchising concern.

Burger King faces competition from other signifiers of concerns in all its market. In add-on, there are some factors such as: economic, legal and technological alterations and societal factors and many other ingredients may impact the success of Burger King. Burger King franchising selling consists of placing the demands and demands of clients and attempts to run into theses demand in a better manner than its rivals and by this the company can acquire loyal clients.

Burger King has some rivals which are Mc Donald, KFC, Subway, Star Bucks etc. But among them Mc Donald is the chief rival. And in my new Burger King franchising topographic point, these full rivals subdivision are existed. If we focus on Burger King and Mc Donald so we can see the first difference between these two is that the Whopper and Big Mac. But both are concentrating on client wellness and gustatory sensation.

Burger King creates the achievement topographic point for kids. From this sector, Burger Kind earns a get per centum of their net incomes. And it is seen that kids are requested to their parents to take them to Burger King, while Mc Donald does n’t give any response to this. Another strategic difference between these two is big advertisement. Burger King chiefly advertises their salads shows to stipulate the female parents who bring their childs in the mark of Golden Arched eating house where Burger King uses other promotional scheme that is the advertizement of Stacker Sandwich which is made with the bed of cheese and meats which is stacking up to four Burgers high.

Sub manner provides 265 Calories in its repast, while Burger King provides a gluttonous 375 Calories. Burger King promotes the healthy side of nutrients by supplying salad and H2O ; they are still advancing the Whooper, that does n’t truly assist the affair. On other manus, Subway promotes the ”fresh ” salad and 5 a twenty-four hours veg. Subway provides either bomber with a cooky, crips and/ or drink. Where, Burger King provides Whooper, drink and a salad which likely is much healthier than the french friess.

Burger King which is treated as a fast nutrient company besides gets competition from Star Bucks. Though Burger King has the strong selling growing in fast nutrient concern, but the purpose of making competition against Star Bucks carries some hazard. It can shown from the research analysis that Burger King has the slow down services where the Star Bucks serves the client speedy services. But on the other manus, because of slower selling growing, Star Bucks stock has lost about half its value since last January.

Opportunities of success:

In instance of Burger King franchising, I have to run into so many rivals like as: Mc Donald, Starbucks, Sub manner etc and may be there make tough competition in the fast nutrient market. But as a Burger King franchisee, I can state that there is the possibility of immense success and can be got sensible returns from this concern because Burger King is already market recognized trade names and it besides celebrated for its healthy nutrients which bring immature people in the Burger King Franchise.

Burger King Franchise concern is one that can be good for both franchisor and franchisee. So, while the Burger King Franchisor is benefited through the trade name going more and more seeable and gets franchise fees from the franchisee, the franchisee that is me, take advantage of working with recognized trade name, on there opportunities of success will be more.

Undertaking 2:

Project resources:

Burger King is chiefly recognized for its delightful Burgers. In one-year, Burger King program to go on enlargement. It is considered as a more suited topographic point for franchising to have. For going successful in Burger King franchising, I have to take attention about franchising concern demand that is its needed resources such as: fiscal resources, human resources, concern experience, ongoing fees, preparation, natural stuffs, considerations, growing, and equipment etc. These resources are described below:

Fiscal resources:

Burger King franchising central offices fixed the fiscal franchise demand which should be minimal & A ; lb ; 2,50,000 of non- borrowed personal resources. It is besides said that since the cost of each eating house does vary, the fee of franchise would besides different, but the & A ; lb ; 3, 00,000 is a standard demand. Among this demand, 25 % is coming from the franchisee and 75 % is coming from bank loan.

Human resources:

Burger King frequently wants to enroll high experient people for fall ining its bandwagon. As a Burger King franchiser, I have immense concern chances but for utilizing these chances I need the high skilled and experient people who are the efficient on managing or having concern units, low degree workers who have the experience of service the client and besides covering with the client.

Shop equipment:

In instance of Burger King franchising, there has to be signed an understanding for a period of 20 old ages. This understandings province that the ownership of the edifice including the belongings used such as kitchen equipments, seats, interior designer, adjustments are all owned by Burger King and are taken on rental by the franchisee. So, there is no demand to pass money on buying these equipments because these equipments are already provided by Burger King.

Staff preparation and development:

As a franchisee, I take new topographic point where any Burger King Franchise non bing of Burger King which is placed on Northwood. So, there is demand to develop myself as a franchisee and for this purpose Burger King provides preparation to franchisee for being able to run the concern expeditiously. For going a franchisee, every franchisee has to finish a full clip developing plan for which franchisee pays money to Burger King after finishing the preparation plan this money is refunded to franchisee. This plan is enduring for nine months. It is really much of import for a franchisee to get down work with Burger King, have oning the staff uniform and larning all things from cooking and doing nutrient to functioning clients and besides learn cleansing.

Training is held on regional preparation Centre focuses on countries such as: leading accomplishment, squad edifice, concern direction and managing client questions. The franchisees will hold to enroll, train and actuate their work force, so they must larn the accomplishment of human resource direction. At the terminal of the preparation plan, they learn about stock control and ordination, net income and loss histories and the legal side of hiring, and enrolling staff. As a consequence, no franchisee of Burger King would hold to inquire a member of his or her staff to make something that they could n’t make themselves. Knowing this can besides be powerful incentive of the staff.

Burger King is non merely supplying the preparation to it franchisee, it shows that the success and profitableness of Burger King largely connected to the success of the franchisee. An experient and high accomplishment full professional adviser squad offers uninterrupted support on all things from human resources to accounting and IT concern controls. These field advisers may go valued spouses of concern and are a sounding board for thoughts.

In instance of Burger King franchising, I take the new franchise of Burger King and in conformity to Burger King franchising concern, in bing concern there is no demand to enroll, choosing and hiring and develop the employee. Because the old one shop, there is already all staffs are recruited and trained. And these staffs are extremely skill full for making all types of eating house occupations such as: client service, cleansing and pull offing the shop besides. Because, Burger King, whenever recruit staff on its shop they at first give 3 or 4 yearss developing to new recruited individual so that he will be able to make his work efficaciously and expeditiously and he does n’t confront any trouble in sensitive work that is serving the client.

Cost of staff preparation and development:

I already mention that in instance of old one shop there is no demand to enroll, engage, select and develop the staff because on that shop all things are available in readymade. Not merely staff, equipment and shop are besides placed in right place. And there is the immense possibilities of accomplishing net income because the cost is merely occurred from rent, service fee, franchisee developing fee, part to national selling spend. And franchisee preparation cost is: 5,000 and it is besides refundable.

Beginnings of resources:

Fiscal resources:

An initial investing that is 40 % of the entire cost in instance of a new eating house 25 % is needed to be paid to the company where remainder of the money being paid in at least 7 old ages. In order to toss off payment, there besides have to run into some specification. Burger King franchising fiscal resources are coming from non- borrowed and personal resources. It may be including of bonds, securities and unsecured bonds ; hard currency in manus ; existent estate or concern equity. In instance of funding, Burger King does n’t supply any fiscal support though there is the possibility of acquiring the benefits of achieve loans at lower rates. In the clip of franchise, Burger King has to be paid monthly rent and service fees.

Beginning of fiscal resources:

Obtaining finance for a new concern is really hard instead than obtaining financess for a franchising concern. The cardinal factors for easy acquiring financess for franchising concern is old path record of franchise concern. Because trade name and hallmark is already established, hence Burger King Franchise is considered a lower hazard investing.

Franchise Bank Loan:

A franchisee can acquire loan from commercial bank where this type of bank offer loan to franchise concern with lower defaulter rate. In fact, most of the franchising industries expand by taking loan from commercial bank at an mean rate of 9 to 10 per centum per twelvemonth. Burger King franchising is besides spread outing by taking loan. Here, as a Burger King franchisee I besides take the loan from commercial bank. If a possible franchisor has enough recognition and seems to hold the necessary accomplishments to run the concern, franchisors will normally assist with funding in any manner that they can. Some franchisor may even pre-qualify possible franchisees in add-on to assisting them set together their loan application bundles. A good figure of franchisors offer fiscal aid to the franchisee either by financing all or portion of the franchisee themselves or by assisting them in turn uping another loaner.

Other fiscal resources:

I can besides acquire fiscal aid from limited partnership, taking loans from friends and household, and 2nd mortgages on bing belongingss. In terminal, whatever means a franchisee motivates in financing their franchising, it is necessary to retrieve that they will necessitate to refer in doing a elaborate program about a new concern for demoing to prospective loaners how the concern will be run.

Human resource:

After sing about fiscal resources, I have to believe about human resources that are about hiring, choosing and developing employees. Without employees, a concern operation ca n’t run. Here, Burger King offer a limited range for employee promotion to the degree of direction which may pull a few motivated individuals, most of our work force will be immature, inexperient and merely larning about occupation duty. High employee turnover must be expected as employees graduate from high school or college or travel on to other work. Good direction techniques can do a difference in maintaining longer term persuade staff and present continuously.

Undertaking 3:

Execution of the undertaking:

Before engrafting my undertaking that is Burger King franchising in Northwood, there should be describe about leading and motive that is how Burger King leads and actuate employees to make their occupations.

Leading and actuating employees on Burger King:

Employees are considered as the most important resources in Burger King. Basically, Burger King Company uses three different motivational techniques such as: fiscal encouragement, non- fiscal encouragement and societal policy. These three factors are chiefly described in Maslow ‘s hierarchy theory. Harmonizing to this theory, all sorts of demands must carry through one after another. The scheme and construction of Burger King Company represents that merely the coincident fulfilment of employee ‘s demand will be enhanced an employee ‘s public presentation. In brief, for heightening employee ‘s public presentation and company ‘s productiveness, Burger King uses effectual motivational system. In order to show state of affairs, Burger King Administration staff use situational attack. On the footing of motive theories, Burger King ‘s decision makers have used peculiar motivational techniques. Having utilizing the process of assembly line in nutrient readying, Burger King has assures the criterion of quality and high public presentation. Basically, directors of different shops use different leading direction technique. But in Burger King Store, every director use their ain direction techniques, some directors are stiff and some are easy. And some use the both the difficult and soft techniques of direction. In fact, there is the mixture of ballad back ( laissez- faire ) and bossy manners leading.

Burger King ‘s has achieved the position of one of the most recognizable franchises across the Earth through a mixture of successful selling, consistent service and merchandise, and strong leading. Burger King chiefly uses the end oriented and task-focused leading manners that still exists in the corporation today.

Project execution:

List of activities:

  1. Assess fiscal demands.
  2. Meet the experience demand as a franchisee.
  3. Fill up the franchise application signifier.
  4. Pay initial franchise fees and other fees.
  5. Make 20 old ages understanding with Mc Donald.
  6. Start the concern.

Strategic groups:

For going successful in Burger King franchising, there are some cardinal factors which I have to see. These cardinal success factors are described below:

Monetary value:

Peoples can acquire the installation of nutrient started from breakfast to meal in the monetary value sector. Whenever any individual feeds his household to Burger King, he foremost thinks about its inexpensive monetary value with delightful and healthy points. In instance Burger King franchising, it should be considered by a franchisor about its competitory monetary value advantage.

Quality:

Burger King is one of the greatest nutrient retail merchants that has reached new extremums at what can be achieved out of a planetary concern market. The Burger and Gallic french friess of Burger King are prepared to look, gustatory sensation and smell really similar across the Earth, despite all the fluctuations in environmental differences. And in Burger King franchising, standardisation of quality is besides of import.

Location:

Location is really of import factor for set up the franchising the concern. For choosing the location, any franchisor should hold to see its rival, its selling environment and consumer signifiers. For that ground, as a Burger King franchisee, I choose topographic point of Northwood, where the shop of any franchise is non established or running nearby, through marketing it can be traveling good.

Opening hours:

By and large, shops opening hr is really necessary for set up a concern. But it depends on different shops and different topographic point. Numbers of Burger King franchisee shops are 34 and these shops have different gap clip and terminal clip. In my Burger King shops, the gap clip is 8 am. I think this gap clip is better because it is the right clip of taking the breakfast and on that more clients can come to the eating house.

In instance of sing strategic group, Burger King is now in group 2 i.e. the chief market nutrient retailers- compete on monetary value, offer better scopes and better client services.

Selected selling scheme:

There are several schemes such as:

Strategy 1: all unneeded properties are removed, taking to take down costs

Strategy 2: offer a scope of merchandises but change a lower monetary value.

Strategy 3: intercrossed schemes ; combination of distinction and monetary value based scheme.

Strategy 4: the merchandise must be differentiated in a important manner that purchasers are prepared to pay excess.

Among these schemes, I take the scheme 3 that is intercrossed scheme. This scheme is already used in my Burge King shop and this scheme includes:

  1. Successful usage of monetary value or distinction scheme can take to chances to develop other scheme.
  2. Superior cost advantage of Burger King, which generates net income that is invested in distinction without destructing the cost advantage.
  3. Differentiation may take to high gross revenues volume, economic systems of graduated table, and lower cost. But in Burger King, distinction leads to take down cost.

Execution of marketing scheme:

Marketing scheme is fundamentally planned by sing the footing of competition and the criterion of quality. Different sellers such as: niche, leader and followings select and implement different schemes in different ways. As a market leader, Burger King may take to consolidate their place in a figure of ways to assist them accomplish competitory advantage. They may:

  1. Exploit their superior cost construction.
  2. Raise barriers through selling outgo, barricading entree to distribution channels.
  3. Buy rivals and shut down their capacity.

Among these ways, Burger King uses the first 1 that is working their superior cost construction.

Marketing mix:

Merchandise:

When offering bill of fare points, the of import thing is to retrieve to clients is that they have a pick. They have a immense figure of options of passing their money and topographic points to pass it. However, Burger King ‘s topographic points considerable importance on developing a bill of fare which clients want. Market research establishes precisely what this is. However, clients ‘ demands change clip to clip. What is stylish and attractive today may be discarded tomorrow. Marketing continuously proctors clients ‘ penchants. For run intoing these alterations, Burger King should present new merchandises and phased out old 1s, and will go on to make so.

Monetary value

Value of client ‘s perceptual experience is an of import factors of the monetary value charged. What a merchandise is deserving clients draw the image of merchandise on their head. A merchandise is a physical point and it has psychological intensions for the client. There are some troubles of utilizing merchandises low monetary value as a selling tool is that the client may experience that a low monetary value is symptom of compromised quality. It is really much of import when make up one’s minding on the monetary value to be to the full cognizant of the trade name and its unity

Promotions

It includes marketing communicating such as advertisement which is conducted on Television, wireless, in film, online, utilizing posting sites and in the imperativeness. Other promotional sectors are gross revenues publicities, point of sale show, selling, direct mail, teleselling, exhibitions, seminars, trueness strategies, door beads, presentations, etc. Marketing communications accomplishment is to develop a run which applies several of these methods in a manner that provides the most effectual consequences.

Topographic point:

The most of import component of the selling mix i.e. monetary value is non merely about the physical location or distribution points for merchandises. Price gives accent on the direction of a scope of procedures involved in conveying merchandises to the terminal consumer.

Monitoring & A ; controlling:

Majority of the concatenation of franchising are commanding under both the mercantile establishment of company- owned and franchised. In old, a director was ran the concern and in return he got the wage when the concatenation is the balance of the net income. After the clip alteration, franchisee keeps the net income after paying the applicable fees to the concatenation. Therefore, when merchandise is decentralized, so franchisee give inducements as a high sum which are really much important for a big organisation.

As a franchisee, I have to supervise my franchise concern because whether it is new or bing one concern, every concern should supervise by its proprietor, whether it is run decently or non, whether it additions net income or non, or whether it can fulfill the client outlook or non. There besides has the ground for supervising the concern. Such as: I have to see whether my concern is traveling harmonizing to my program or non besides have to observe and respond suitably to divergences and alterations to programs.

As an proprietor of Burger King franchising, I have to supervise merely its quality and its money. Because, other important things such as: human resources, machines, stuffs, infinite, clip, undertaking etc. after supervising these things, the end product such as: advancement, costs, occupation starts, completion, technology or design alterations and discrepancy order besides have to supervise. But in instance of Burger King franchising, there is no demand to supervise the human resources or machines or stuffs these things. Because, in instance of bing shop franchising, there all ready all resources and stuff are ready. For my franchising concern, I can see the shop from my caput office on logically footing that means on the footing of specific ground.

Monitoring technique:

There are several techniques through which I can supervise and command the franchising concern and these techniques are:

  1. Through meetings with clients, parties involved in undertaking ( contractor, supplier etc. )
  2. For agenda -update CPA, PERT charts, update Gantt chart.
  3. Using earned value analysis.
  4. Calculate critical ratios.
  5. Milestones.
  6. Trials and reviews.
  7. Delivery or staggered bringing etc.

Among these techniques, for my franchising concern, meetings agreement is the best because through meetings I can interact with contractors and providers and can besides supervise and command my concern as a Burger King franchisor.

Decision:

This study is made for the intent of developing a concern program for carry throughing the demand of Management Research- Project & A ; Presentation assignment. The concern programs, which is mentioned and on which footing whole assignment are made, is franchising of Burger King. Specially, I take the concern program of Burger King franchising because I have the involvement on this that is how a franchising concern can accomplish net income or from where its resources collected and how this concern implemented. About these things, I add on my study i.e. as a Burger King franchisor, how can I get down the concern, what should be my demand standards, what is staff preparation and its cost and how can I roll up my homo and fiscal resources. And the terminal on the study, I include implementation procedure, so the selling scheme of my concern and the last, how can I supervise and command my concern and what techniques I can utilize. The whole study is made as a concern study. A full list of mentions is included at the terminal of the study.

Mention:

  • hypertext transfer protocol: //franchises.about.com/od/financing/a/ease-financing.htm
  • hypertext transfer protocol: //www.mcdonalds.com/countries/ireland/ireland_franchise/requirements.html
  • hypertext transfer protocol: //ezinearticles.com/ ? Thinking-About-Starting-a-McDonalds-Franchise? & A ; id=2935173
  • hypertext transfer protocol: //www.articlealley.com/article_139666_50.html
  • hypertext transfer protocol: //ivythesis.typepad.com/term_paper_topics/2009/01/mcdonalds-trying-to-sustain-their-market-leadership.html
  • hypertext transfer protocol: //books.google.co.uk/books? id=7ctnVNMtBQgC & A ; pg=PA179 & A ; lpg=PA179 & A ; dq=leadership+styles+in+mcdonalds & A ; source=bl & A ; ots=tYrvB7kzjr & A ; sig=NCLupDugA2IFJwo7MeMQ0BsTtTM & A ; hl=en & A ; ei=ZaqZS_XqF5Dw0gSKu-H6Cw & A ; sa=X & A ; oi=book_result & A ; ct=result & A ; resnum=8 & A ; ved=0CB8Q6AEwBw # v=onepage & A ; q= & A ; f=false
  • hypertext transfer protocol: //www.ehow.com/how_2078345_buy-mcdonalds-franchise.html
  • hypertext transfer protocol: //www.stanford.edu/group/siepr/cgi-bin/siepr/ ? q=system/files/shared/pubs/papers/pdf/06-22.pdf
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