Aug. 4, 2025
Position of Market Dominance With Michael Barbarita
Season 19, Episode 64 of The Adventures of Pipeman. Tune in at 1PM ET 8/4/25 to W4CY Radio at w4cy.com. It's Motivational Monday and Today is our Special Positively Pipeman Segment of Powerful Business Strategies with Michael Barbarita at NextStepCFO.
Subscribe to The Adventures of Pipeman at https://www.spreaker.com/podcast/the-adventures-of-pipeman--941822/support
Dean K. Piper, CST and Michael Barbarita of Next Step CFO discuss the need for Differentiation – I was at a networking group and 2 or 3 business owners were complaining because customers were going to the vendor with the lowest price.
Positively Pipeman is a Motivational, Business, Marketing, Empowerment & Inspirational segment of The Adventures of Pipeman Radio Show (#pipemanradio).
Positively Pipeman features international authors, speakers, trainers, & coaches here to help you in business & personal life with motivation, empowerment, inspiration, self-help, relationships, goal setting, belief, mindset, marketing, sales, and a journey to success, freedom, and happiness!
Positively Pipeman Podcasts are heard on Pipeman Radio, Talk 4 Media, Talk 4 Podcasting, iHeartRadio, Pandora, Amazon Music, Audible, Spotify, Apple Podcast, Google Podcasts and over 100 other podcast outlets where you listen to Podcasts.
The following are the different podcasts to check out and subscribe to:
• The Adventures of Pipeman
• Pipeman Radio
• Pipeman in the Pit
• Positively Pipeman
Follow @pipemanradio on all social media outlets
Visit Pipeman Radio on the Web at linktr.ee/pipemanradio, Download The Pipeman Radio APP.
Phone/Text Contact – 561-506-4031
Email Contact – dean@talk4media.com
The Adventures of Pipeman is broadcast live Mondays, Tuesdays, Wednesdays at 1PM ET and Music & Positive Interviews daily at 8AM ET on W4CY Radio and replays on K4HD Radio – Hollywood Talk Radio part of Talk 4 Radio on the Talk 4 Media Network. The Adventures of Pipeman TV Show is viewed on Talk 4 TV.
The Adventures of Pipeman Podcast is also available on www.theadventuresofpipeman.com and www.pipemanradio.com, Talk 4 Media, Talk 4 Podcasting, iHeartRadio, Amazon Music, Pandora, Spotify, Audible, and over 100 other podcast outlets.
WEBVTT
1
00:00:04.639 --> 00:00:12.279
Hi, you have done to censure fore wow for you
2
00:00:12.279 --> 00:00:21.719
your This is the pipe Man here on the Adventures
3
00:00:21.760 --> 00:00:25.160
pipe Man W four c Y Radio in our Positively
4
00:00:25.359 --> 00:00:29.800
pipe Man segment where we have our very special expert
5
00:00:30.000 --> 00:00:34.600
guests that comes on with us every week. And man,
6
00:00:35.320 --> 00:00:37.240
as you know if you listen to my show, I
7
00:00:37.240 --> 00:00:39.880
don't pick people to come on every week unless they're
8
00:00:39.960 --> 00:00:43.280
really good at what they're talking about. And this man
9
00:00:43.640 --> 00:00:45.960
is the man you want to talk to about business.
10
00:00:46.240 --> 00:00:49.600
And we got an exciting show today because we're going
11
00:00:49.679 --> 00:00:53.119
to talk about market dominance. But I'm gonna let him
12
00:00:53.560 --> 00:00:56.359
talk more about it. So let's welcome to the show.
13
00:00:56.439 --> 00:00:58.000
Michael Barbaria. How are you?
14
00:00:58.079 --> 00:01:00.439
Thank you, thank you, pleasure to be here, get.
15
00:01:01.240 --> 00:01:06.000
A pleasure to have you. And you know, I traveled
16
00:01:06.079 --> 00:01:10.159
like nine hours on plane, two hours on train, half
17
00:01:10.239 --> 00:01:13.040
an hour on uber so we could do this segment.
18
00:01:13.959 --> 00:01:16.799
And then I got ton twisted saying your name, so
19
00:01:16.879 --> 00:01:20.519
I must have met needed I needed some more rest,
20
00:01:20.560 --> 00:01:24.680
I guess.
21
00:01:21.959 --> 00:01:27.159
So although a lot of people have problems pronouncing.
22
00:01:26.719 --> 00:01:29.000
My name, I know and you know I know how
23
00:01:29.040 --> 00:01:32.079
to pronounce it. Like I was like doubting my I
24
00:01:32.159 --> 00:01:34.959
was doubting myself for a second is what happened.
25
00:01:36.040 --> 00:01:39.760
That's all right, all right, so tell.
26
00:01:39.599 --> 00:01:44.840
Us about you know, market dominance, but most importantly, you know,
27
00:01:44.959 --> 00:01:50.000
how do you position yourself for that? And this is
28
00:01:50.079 --> 00:01:53.079
really big with me because it kind of touches a
29
00:01:53.120 --> 00:01:55.760
nerm how you need to be different, because it seems
30
00:01:55.760 --> 00:02:00.959
in twenty twenty five, with everybody like being in you know,
31
00:02:01.200 --> 00:02:06.480
an entrepreneur out there, they're all just copy cutting everybody.
32
00:02:06.719 --> 00:02:10.400
And you know, when you do that, it's kind of like, well,
33
00:02:10.800 --> 00:02:13.439
there's no way I'm gonna I'm just gonna pick the
34
00:02:13.479 --> 00:02:15.280
person that's going to be the least amount of money
35
00:02:15.280 --> 00:02:17.000
if I think they're all giving me the same thing.
36
00:02:17.240 --> 00:02:20.080
That's exactly what happens. And it's funny because, you know,
37
00:02:20.199 --> 00:02:23.840
I just joined a new networking group and I didn't
38
00:02:23.879 --> 00:02:25.680
want to sound like I know it all or anything.
39
00:02:25.719 --> 00:02:28.840
I was just like listening and everybody I was speaking to.
40
00:02:28.919 --> 00:02:31.919
I went from one business owner to another, and every
41
00:02:32.080 --> 00:02:36.360
business owner I was speaking to was complaining about the
42
00:02:36.400 --> 00:02:38.919
fact that they have to lower their prices to get
43
00:02:39.240 --> 00:02:43.919
jobs or get contracts or whatever, whatever industry, whatever business
44
00:02:43.960 --> 00:02:48.120
they were in. And you know the reason is is
45
00:02:48.159 --> 00:02:54.840
because because they do exactly they communicate exactly what their
46
00:02:54.879 --> 00:02:59.960
competition is communicating the same stuff. And there's there's no
47
00:03:00.319 --> 00:03:05.719
other criteria that a prospect can use other than price
48
00:03:05.840 --> 00:03:08.759
to determine whether or not they should go with ABC
49
00:03:09.000 --> 00:03:17.000
or D. And so what we help we guide business
50
00:03:17.039 --> 00:03:20.960
owners through the implementation of what's called a position of
51
00:03:21.080 --> 00:03:26.080
market dominance. And this is really the true separator. This
52
00:03:26.120 --> 00:03:31.800
is what separates you your business from everybody else. And
53
00:03:32.680 --> 00:03:36.599
what we found in our research when we do research
54
00:03:36.639 --> 00:03:40.840
for our book, is that you have to enter the conversation.
55
00:03:41.159 --> 00:03:42.479
And by the way, we went had to go all
56
00:03:42.520 --> 00:03:46.439
the way back to nineteen thirty one to actually, yeah,
57
00:03:46.639 --> 00:03:52.560
actually discover what really resonated with us, and what resonated
58
00:03:52.599 --> 00:03:55.639
with us was back in nineteen thirty one. And I
59
00:03:55.680 --> 00:04:00.240
forgot the guy's name, but he said that the key
60
00:04:00.280 --> 00:04:05.280
to successful marketing is entering the conversation that's taking place
61
00:04:05.360 --> 00:04:08.960
in the mind of your prospect. Okay, I mean, that's
62
00:04:09.159 --> 00:04:11.680
really sounds good, but you know, how do you do that?
63
00:04:12.439 --> 00:04:15.400
And but he went on to say that the way
64
00:04:15.439 --> 00:04:19.560
to do that is that every conversation that's taking place
65
00:04:19.560 --> 00:04:21.639
in the mind of the prospect is based on two
66
00:04:21.639 --> 00:04:25.720
emotional issues. Number one, the problem they have they don't want,
67
00:04:26.120 --> 00:04:29.279
and to the solution they're looking for that they can't find.
68
00:04:29.759 --> 00:04:34.199
And it's those two emotional issues that establishes the position
69
00:04:34.240 --> 00:04:38.759
of market dominance because if you remember from our conversion formula,
70
00:04:39.079 --> 00:04:42.240
there are two there are four components, and the first
71
00:04:42.360 --> 00:04:46.519
two happen to be the problem the customer has doesn't want,
72
00:04:46.639 --> 00:04:48.680
and the second one is the solution they want they
73
00:04:48.720 --> 00:04:52.279
can't find. So that was the captivate the problem and
74
00:04:52.560 --> 00:04:57.360
the fascinate which is the solution. And so how do
75
00:04:57.399 --> 00:04:59.959
you the But the question is how do you go
76
00:05:00.199 --> 00:05:05.000
about establishing that differentiation. Well, one of the first things
77
00:05:05.000 --> 00:05:08.279
that you do is you go out and you look
78
00:05:08.319 --> 00:05:16.079
at all of the reviews that your competition has and
79
00:05:16.160 --> 00:05:20.680
that you have, both good and bad, and see what
80
00:05:20.759 --> 00:05:24.160
the customer is saying that is so great or so
81
00:05:24.399 --> 00:05:27.839
rotten about that particular business.
82
00:05:28.160 --> 00:05:31.920
That's I love that advice. And the reason I love
83
00:05:32.000 --> 00:05:35.439
that is it's, you know, it's resonating with me. First
84
00:05:35.439 --> 00:05:38.720
of all, I want to say, yeah, you know, yes exactly,
85
00:05:39.079 --> 00:05:44.120
like let's not huh, I'm saying, let's boost our you know,
86
00:05:44.920 --> 00:05:49.720
creativity problem solving instead of lowering our price. And yes,
87
00:05:49.879 --> 00:05:54.079
you need let's create uniqueness. But in what you were
88
00:05:54.120 --> 00:05:58.399
saying right there, it's very interesting because as you know,
89
00:05:58.519 --> 00:06:01.959
I travel a lot, and so in traveling I can
90
00:06:02.040 --> 00:06:05.360
sometimes drive myself crazy when I'm picking a hotel and
91
00:06:05.480 --> 00:06:10.920
Airbnb or something like that, and I'll read all the reviews,
92
00:06:11.000 --> 00:06:14.639
but I won't read them all. I generally don't read
93
00:06:14.680 --> 00:06:18.000
the good reviews first. I read the bad reviews first,
94
00:06:18.000 --> 00:06:21.160
and I look for key words, and if there's key
95
00:06:21.279 --> 00:06:24.040
things that are a pattern, I'm out. I don't even
96
00:06:24.079 --> 00:06:27.680
need to read the good reviews yet. And then on
97
00:06:27.720 --> 00:06:31.600
the good side, I also look for certain patterns and
98
00:06:31.680 --> 00:06:34.920
people saying the same type of things. So it goes
99
00:06:35.000 --> 00:06:38.240
right along with what you're saying, like somebody may look
100
00:06:38.319 --> 00:06:41.839
for like me with these different companies that are going
101
00:06:41.879 --> 00:06:45.519
to look what's the same and what's unique. And usually
102
00:06:46.240 --> 00:06:52.360
the place that I pick has the most thorough, specific,
103
00:06:52.560 --> 00:06:55.959
unique reviews. And the only reason they get those type
104
00:06:56.000 --> 00:07:01.240
of reviews is because they are unique, you know, because otherwise,
105
00:07:01.279 --> 00:07:03.360
if you're saying as everybody else, it's just like, Okay,
106
00:07:03.399 --> 00:07:06.079
it was great and that's it, and you don't expand
107
00:07:06.160 --> 00:07:06.480
on it.
108
00:07:06.680 --> 00:07:10.160
Right. So what I find it's interesting to go a
109
00:07:10.199 --> 00:07:12.439
step further with it. It's a little nugget coming here,
110
00:07:12.959 --> 00:07:15.680
and that is you take those reviews, you copy and
111
00:07:15.720 --> 00:07:18.560
pastement or word document, and then you give it to
112
00:07:18.680 --> 00:07:23.000
Claude or chat GPT and you say, Claude and chat GPT.
113
00:07:23.560 --> 00:07:26.720
I want you to read all these reviews and identify
114
00:07:27.199 --> 00:07:31.360
the biggest issues that that clients either rave about or
115
00:07:31.439 --> 00:07:35.439
complain about, and list them all. And what you'll find
116
00:07:35.800 --> 00:07:41.120
that's fascinating is that most of them are issues that
117
00:07:41.160 --> 00:07:46.079
they have with the industry. So for example, and they
118
00:07:46.240 --> 00:07:50.199
in the trades, it's all about do you come on time?
119
00:07:50.319 --> 00:07:52.040
Do the answer the phone?
120
00:07:52.600 --> 00:07:53.519
Do you do you?
121
00:07:54.040 --> 00:07:57.560
Do you leave a mess when you're done? Do you
122
00:07:57.680 --> 00:08:00.360
even show up for a job when you set you're
123
00:08:00.399 --> 00:08:03.959
gonna show up? Do you do you start a job?
124
00:08:04.959 --> 00:08:07.120
Tell tell me at the beginning you're gonna finish it
125
00:08:07.120 --> 00:08:10.160
in three days and it takes you three weeks? Right,
126
00:08:11.079 --> 00:08:15.879
all of those issues, no one is really in all likelihood,
127
00:08:16.160 --> 00:08:21.160
most people are not addressing in a direct manner problem
128
00:08:21.600 --> 00:08:26.040
solution and so and and some of those some of
129
00:08:26.079 --> 00:08:29.600
those solutions require things like a risk reversal with a
130
00:08:29.680 --> 00:08:32.559
seller and the transaction takes the risk. In other words,
131
00:08:32.960 --> 00:08:35.519
we will show up on time and we will cling
132
00:08:35.639 --> 00:08:38.240
to your satisfaction, or you can take five hundred bucks
133
00:08:38.279 --> 00:08:42.080
off the bill, something to that effect. So that's the
134
00:08:42.159 --> 00:08:46.080
solution they're going to obviously, you know, the customers says,
135
00:08:46.120 --> 00:08:48.919
the problem is they're gonna you know, no one shows
136
00:08:49.000 --> 00:08:51.759
up on time and they leave a mess. The solution
137
00:08:52.080 --> 00:08:54.720
is this company promises to do that and I can
138
00:08:54.759 --> 00:08:57.320
take five hundred bucks off if they don't. That's probably
139
00:08:57.360 --> 00:08:59.840
a commitment that they're gonna solve that problem for me.
140
00:09:01.120 --> 00:09:03.559
I and I love that because you see that in
141
00:09:03.639 --> 00:09:06.279
a lot of industries, like the thirty day money back
142
00:09:06.360 --> 00:09:10.279
guarantee thing, and if you talk to these companies, they
143
00:09:10.399 --> 00:09:12.480
rarely ever have to give money back.
144
00:09:12.759 --> 00:09:17.399
Right. Well, when I was in the ski business, uh Dean,
145
00:09:17.440 --> 00:09:19.639
I had a guarantee where you ski the ski three
146
00:09:19.799 --> 00:09:23.039
no one and no one did this because because skeet
147
00:09:23.080 --> 00:09:25.879
appreciates dramatically, but skeeth and skip three times, you don't
148
00:09:25.960 --> 00:09:27.559
like it, bring it back for a brand new pair.
149
00:09:27.759 --> 00:09:30.320
Right We sold eight thousand pair of skis. Eight came back.
150
00:09:31.480 --> 00:09:32.440
Yeah, exactly.
151
00:09:34.480 --> 00:09:37.039
The customer just wants a great experience. It's all what
152
00:09:37.320 --> 00:09:38.399
it's all I asking for.
153
00:09:38.759 --> 00:09:43.120
And then instill's confidence too, in sto's confidence because listen,
154
00:09:43.559 --> 00:09:45.600
if I tell you I'm giving you a thirty day
155
00:09:45.720 --> 00:09:48.480
money back guarantee, that means I'm confident that I'm going
156
00:09:48.559 --> 00:09:50.279
to do exactly what I say I'm going to do,
157
00:09:50.360 --> 00:09:52.799
because no business is looking to give back money.
158
00:09:53.120 --> 00:09:56.480
That's right, that's right, It's absolutely right, and that makes
159
00:09:56.480 --> 00:10:00.279
an offer compelling, by the way, totally one of the
160
00:10:00.279 --> 00:10:05.759
components of a compelling offer. So so so I do
161
00:10:06.360 --> 00:10:12.080
we do use AI as a tool to help business owners.
162
00:10:12.399 --> 00:10:16.519
We're guiding helping them, guide that through the implementation of
163
00:10:16.679 --> 00:10:21.480
creating positions of market dominance. And you know, that was
164
00:10:21.559 --> 00:10:24.480
just one quick example. The second thing that's really important
165
00:10:24.480 --> 00:10:27.480
that business owners hate to do but it's but it's
166
00:10:27.559 --> 00:10:33.559
really really important is developing a customer avatar and it's
167
00:10:33.679 --> 00:10:36.600
identified and all you have to do is think about
168
00:10:36.799 --> 00:10:39.279
one customer. I don't care how many products you have.
169
00:10:40.399 --> 00:10:43.159
You think about one customer and how they're buying one
170
00:10:43.200 --> 00:10:47.559
particular product, and you go through in great detail. And
171
00:10:47.600 --> 00:10:51.639
we have templates to identify the level of detail that
172
00:10:51.720 --> 00:10:55.120
we would like when you analyze a particular customer for
173
00:10:55.159 --> 00:10:58.360
creating an avatar, because when you give that avatar to AI,
174
00:10:59.519 --> 00:11:06.080
they can really create and you'll be shot at the
175
00:11:06.240 --> 00:11:10.919
problems that you come up with that customers have. Where
176
00:11:10.919 --> 00:11:14.480
you're working on the avatar and your ideal customer and
177
00:11:14.519 --> 00:11:17.559
you're trying to attract your ideal customer, all the ideas
178
00:11:17.559 --> 00:11:21.799
start to come out, and then when that goes into AI,
179
00:11:22.559 --> 00:11:24.720
it's very simple for them to create a position of
180
00:11:24.759 --> 00:11:29.120
market dominance. Now AI has to understand what a position
181
00:11:29.159 --> 00:11:31.879
of market dominance is. And so what we do with
182
00:11:32.000 --> 00:11:36.399
clients is we also give Claude or a chat GPT
183
00:11:37.000 --> 00:11:41.000
a copy of our book so that they understand all
184
00:11:41.120 --> 00:11:43.879
the strategies that the compelling off for what a position
185
00:11:43.919 --> 00:11:47.440
of market dominance is, what the conversion formula is, and
186
00:11:47.480 --> 00:11:52.679
they can come up with the output. It works famously.
187
00:11:53.559 --> 00:11:57.399
Well. That's what AI is greatful anyway, like eliminating your work.
188
00:11:57.759 --> 00:12:01.240
And I believe then when I for stuff, I don't
189
00:12:01.240 --> 00:12:05.679
have to read everything anymore because AI just basically summarizes
190
00:12:05.720 --> 00:12:06.159
it for me.
191
00:12:06.720 --> 00:12:10.039
That's exactly right, and it's you know, what I was
192
00:12:10.080 --> 00:12:14.240
finding with Strategic Implementation was that business owners didn't want
193
00:12:14.240 --> 00:12:18.960
to do the work, and AI cuts that work. I mean,
194
00:12:19.039 --> 00:12:21.840
the most time any business owner has to spend, which
195
00:12:21.879 --> 00:12:27.120
is strategic implementation with us is creating the avatar. That's it,
196
00:12:27.200 --> 00:12:30.039
and we have obviously a step by safe framework to
197
00:12:30.559 --> 00:12:33.600
creating it. But that's the most time that they have
198
00:12:33.679 --> 00:12:36.159
to spend. Once they got that, the whole everything else
199
00:12:36.200 --> 00:12:37.279
takes care of itself.
200
00:12:37.639 --> 00:12:40.200
So to explain people real quick, though, what does the
201
00:12:40.240 --> 00:12:43.120
avatar do? Because you know so many people they think
202
00:12:43.159 --> 00:12:46.480
of an avatar it's just some funny looking character of yourself.
203
00:12:46.799 --> 00:12:49.000
Well, a lot of people think of an avatar as
204
00:12:49.000 --> 00:12:52.879
a group of people. It's not. It's one person. So
205
00:12:53.399 --> 00:12:55.559
you know, like an they like people think of an
206
00:12:55.559 --> 00:13:00.120
avatar as twenty five you know, people twenty five to
207
00:13:00.120 --> 00:13:03.600
to forty five. It's not that you think of one
208
00:13:03.679 --> 00:13:07.360
person or couple. A couple is acceptable as well. And
209
00:13:07.399 --> 00:13:09.879
you name them and you tell us how many kids
210
00:13:09.919 --> 00:13:12.360
they have, and you tell us where they go on vacation,
211
00:13:12.480 --> 00:13:15.080
You tell them who their influencers are, You tell us
212
00:13:15.360 --> 00:13:19.320
who you know what they're looking for in whatever service
213
00:13:19.440 --> 00:13:22.480
or product or service that you provide. And it's all
214
00:13:22.519 --> 00:13:26.519
a framework that we have these questions that they that
215
00:13:26.600 --> 00:13:31.320
they answer about their ideal customer. And many times, many
216
00:13:31.399 --> 00:13:34.200
times business owners will get confused because they like thinking
217
00:13:34.240 --> 00:13:37.120
about groups. They want to they want to attract the multitudes.
218
00:13:37.559 --> 00:13:42.519
But it's amazing if you think about one person, how
219
00:13:42.639 --> 00:13:46.159
that identifies with a lot of people.
220
00:13:46.759 --> 00:13:48.639
Yeah, totally you Apple.
221
00:13:49.480 --> 00:13:56.840
Apple owns eighty percent of a ten percent market So
222
00:13:56.960 --> 00:14:01.440
their habatar attracted eighty percent of a of a ten
223
00:14:01.600 --> 00:14:06.360
of a ten market size and that's that's it. And
224
00:14:06.440 --> 00:14:09.480
by doing that they were able to obviously dominate.
225
00:14:10.720 --> 00:14:13.840
And what's brilliant about all this is, you know, I
226
00:14:13.919 --> 00:14:16.759
do sale I do sales training for people, and one
227
00:14:16.759 --> 00:14:20.399
of the things I always say is the great salespeople
228
00:14:21.039 --> 00:14:26.759
do not sell people's stuff. They convince them to buy
229
00:14:26.799 --> 00:14:30.200
something they already wanted to buy. Like, you can't talk
230
00:14:30.279 --> 00:14:33.639
somebody into buying something they're not gonna buy. So they're
231
00:14:33.720 --> 00:14:36.720
gonna buy it, is it from you or your competition?
232
00:14:36.960 --> 00:14:39.279
So to me, what you're talking about in the avatar
233
00:14:39.440 --> 00:14:42.360
just makes that that job so much easier because you
234
00:14:42.399 --> 00:14:45.399
know exactly what they want to buy, why they want
235
00:14:45.440 --> 00:14:48.039
to buy it, and now all you have to do
236
00:14:48.159 --> 00:14:49.360
is provide that to them.
237
00:14:50.679 --> 00:14:55.519
That's it. You're right, and we use AI to assist
238
00:14:55.679 --> 00:14:59.600
because sometimes it feels, it sounds overwhelming to a business owner.
239
00:14:59.639 --> 00:15:05.559
But AI cuts the time, It diffuses the amount of
240
00:15:05.559 --> 00:15:07.080
time by a significant.
241
00:15:06.639 --> 00:15:09.320
Amount, and it does all the work you really don't want.
242
00:15:09.120 --> 00:15:11.519
To do, all the work that you hate doing, you
1
00:00:04.639 --> 00:00:12.279
2
00:00:12.279 --> 00:00:21.719
3
00:00:21.760 --> 00:00:25.160
4
00:00:25.359 --> 00:00:29.800
5
00:00:30.000 --> 00:00:34.600
6
00:00:35.320 --> 00:00:37.240
7
00:00:37.240 --> 00:00:39.880
8
00:00:39.960 --> 00:00:43.280
9
00:00:43.640 --> 00:00:45.960
10
00:00:46.240 --> 00:00:49.600
11
00:00:49.679 --> 00:00:53.119
12
00:00:53.560 --> 00:00:56.359
13
00:00:56.439 --> 00:00:58.000
14
00:00:58.079 --> 00:01:00.439
15
00:01:01.240 --> 00:01:06.000
16
00:01:06.079 --> 00:01:10.159
17
00:01:10.239 --> 00:01:13.040
18
00:01:13.959 --> 00:01:16.799
19
00:01:16.879 --> 00:01:20.519
20
00:01:20.560 --> 00:01:24.680
21
00:01:21.959 --> 00:01:27.159
22
00:01:26.719 --> 00:01:29.000
23
00:01:29.040 --> 00:01:32.079
24
00:01:32.159 --> 00:01:34.959
25
00:01:36.040 --> 00:01:39.760
26
00:01:39.599 --> 00:01:44.840
27
00:01:44.959 --> 00:01:50.000
28
00:01:50.079 --> 00:01:53.079
29
00:01:53.120 --> 00:01:55.760
30
00:01:55.760 --> 00:02:00.959
31
00:02:01.200 --> 00:02:06.480
32
00:02:06.719 --> 00:02:10.400
33
00:02:10.800 --> 00:02:13.439
34
00:02:13.479 --> 00:02:15.280
35
00:02:15.280 --> 00:02:17.000
36
00:02:17.240 --> 00:02:20.080
37
00:02:20.199 --> 00:02:23.840
38
00:02:23.879 --> 00:02:25.680
39
00:02:25.719 --> 00:02:28.840
40
00:02:28.919 --> 00:02:31.919
41
00:02:32.080 --> 00:02:36.360
42
00:02:36.400 --> 00:02:38.919
43
00:02:39.240 --> 00:02:43.919
44
00:02:43.960 --> 00:02:48.120
45
00:02:48.159 --> 00:02:54.840
46
00:02:54.879 --> 00:02:59.960
47
00:03:00.319 --> 00:03:05.719
48
00:03:05.840 --> 00:03:08.759
49
00:03:09.000 --> 00:03:17.000
50
00:03:17.039 --> 00:03:20.960
51
00:03:21.080 --> 00:03:26.080
52
00:03:26.120 --> 00:03:31.800
53
00:03:32.680 --> 00:03:36.599
54
00:03:36.639 --> 00:03:40.840
55
00:03:41.159 --> 00:03:42.479
56
00:03:42.520 --> 00:03:46.439
57
00:03:46.639 --> 00:03:52.560
58
00:03:52.599 --> 00:03:55.639
59
00:03:55.680 --> 00:04:00.240
60
00:04:00.280 --> 00:04:05.280
61
00:04:05.360 --> 00:04:08.960
62
00:04:09.159 --> 00:04:11.680
63
00:04:12.439 --> 00:04:15.400
64
00:04:15.439 --> 00:04:19.560
65
00:04:19.560 --> 00:04:21.639
66
00:04:21.639 --> 00:04:25.720
67
00:04:26.120 --> 00:04:29.279
68
00:04:29.759 --> 00:04:34.199
69
00:04:34.240 --> 00:04:38.759
70
00:04:39.079 --> 00:04:42.240
71
00:04:42.360 --> 00:04:46.519
72
00:04:46.639 --> 00:04:48.680
73
00:04:48.720 --> 00:04:52.279
74
00:04:52.560 --> 00:04:57.360
75
00:04:57.399 --> 00:04:59.959
76
00:05:00.199 --> 00:05:05.000
77
00:05:05.000 --> 00:05:08.279
78
00:05:08.319 --> 00:05:16.079
79
00:05:16.160 --> 00:05:20.680
80
00:05:20.759 --> 00:05:24.160
81
00:05:24.399 --> 00:05:27.839
82
00:05:28.160 --> 00:05:31.920
83
00:05:32.000 --> 00:05:35.439
84
00:05:35.439 --> 00:05:38.720
85
00:05:39.079 --> 00:05:44.120
86
00:05:44.920 --> 00:05:49.720
87
00:05:49.879 --> 00:05:54.079
88
00:05:54.120 --> 00:05:58.399
89
00:05:58.519 --> 00:06:01.959
90
00:06:02.040 --> 00:06:05.360
91
00:06:05.480 --> 00:06:10.920
92
00:06:11.000 --> 00:06:14.639
93
00:06:14.680 --> 00:06:18.000
94
00:06:18.000 --> 00:06:21.160
95
00:06:21.279 --> 00:06:24.040
96
00:06:24.079 --> 00:06:27.680
97
00:06:27.720 --> 00:06:31.600
98
00:06:31.680 --> 00:06:34.920
99
00:06:35.000 --> 00:06:38.240
100
00:06:38.319 --> 00:06:41.839
101
00:06:41.879 --> 00:06:45.519
102
00:06:46.240 --> 00:06:52.360
103
00:06:52.560 --> 00:06:55.959
104
00:06:56.000 --> 00:07:01.240
105
00:07:01.279 --> 00:07:03.360
106
00:07:03.399 --> 00:07:06.079
107
00:07:06.160 --> 00:07:06.480
108
00:07:06.680 --> 00:07:10.160
109
00:07:10.199 --> 00:07:12.439
110
00:07:12.959 --> 00:07:15.680
111
00:07:15.720 --> 00:07:18.560
112
00:07:18.680 --> 00:07:23.000
113
00:07:23.560 --> 00:07:26.720
114
00:07:27.199 --> 00:07:31.360
115
00:07:31.439 --> 00:07:35.439
116
00:07:35.800 --> 00:07:41.120
117
00:07:41.160 --> 00:07:46.079
118
00:07:46.240 --> 00:07:50.199
119
00:07:50.319 --> 00:07:52.040
120
00:07:52.600 --> 00:07:53.519
121
00:07:54.040 --> 00:07:57.560
122
00:07:57.680 --> 00:08:00.360
123
00:08:00.399 --> 00:08:03.959
124
00:08:04.959 --> 00:08:07.120
125
00:08:07.120 --> 00:08:10.160
126
00:08:11.079 --> 00:08:15.879
127
00:08:16.160 --> 00:08:21.160
128
00:08:21.600 --> 00:08:26.040
129
00:08:26.079 --> 00:08:29.600
130
00:08:29.680 --> 00:08:32.559
131
00:08:32.960 --> 00:08:35.519
132
00:08:35.639 --> 00:08:38.240
133
00:08:38.279 --> 00:08:42.080
134
00:08:42.159 --> 00:08:46.080
135
00:08:46.120 --> 00:08:48.919
136
00:08:49.000 --> 00:08:51.759
137
00:08:52.080 --> 00:08:54.720
138
00:08:54.759 --> 00:08:57.320
139
00:08:57.360 --> 00:08:59.840
140
00:09:01.120 --> 00:09:03.559
141
00:09:03.639 --> 00:09:06.279
142
00:09:06.360 --> 00:09:10.279
143
00:09:10.399 --> 00:09:12.480
144
00:09:12.759 --> 00:09:17.399
145
00:09:17.440 --> 00:09:19.639
146
00:09:19.799 --> 00:09:23.039
147
00:09:23.080 --> 00:09:25.879
148
00:09:25.960 --> 00:09:27.559
149
00:09:27.759 --> 00:09:30.320
150
00:09:31.480 --> 00:09:32.440
151
00:09:34.480 --> 00:09:37.039
152
00:09:37.320 --> 00:09:38.399
153
00:09:38.759 --> 00:09:43.120
154
00:09:43.559 --> 00:09:45.600
155
00:09:45.720 --> 00:09:48.480
156
00:09:48.559 --> 00:09:50.279
157
00:09:50.360 --> 00:09:52.799
158
00:09:53.120 --> 00:09:56.480
159
00:09:56.480 --> 00:10:00.279
160
00:10:00.279 --> 00:10:05.759
161
00:10:06.360 --> 00:10:12.080
162
00:10:12.399 --> 00:10:16.519
163
00:10:16.679 --> 00:10:21.480
164
00:10:21.559 --> 00:10:24.480
165
00:10:24.480 --> 00:10:27.480
166
00:10:27.559 --> 00:10:33.559
167
00:10:33.679 --> 00:10:36.600
168
00:10:36.799 --> 00:10:39.279
169
00:10:40.399 --> 00:10:43.159
170
00:10:43.200 --> 00:10:47.559
171
00:10:47.600 --> 00:10:51.639
172
00:10:51.720 --> 00:10:55.120
173
00:10:55.159 --> 00:10:58.360
174
00:10:59.519 --> 00:11:06.080
175
00:11:06.240 --> 00:11:10.919
176
00:11:10.919 --> 00:11:14.480
177
00:11:14.519 --> 00:11:17.559
178
00:11:17.559 --> 00:11:21.799
179
00:11:22.559 --> 00:11:24.720
180
00:11:24.759 --> 00:11:29.120
181
00:11:29.159 --> 00:11:31.879
182
00:11:32.000 --> 00:11:36.399
183
00:11:37.000 --> 00:11:41.000
184
00:11:41.120 --> 00:11:43.879
185
00:11:43.919 --> 00:11:47.440
186
00:11:47.480 --> 00:11:52.679
187
00:11:53.559 --> 00:11:57.399
188
00:11:57.759 --> 00:12:01.240
189
00:12:01.240 --> 00:12:05.679
190
00:12:05.720 --> 00:12:06.159
191
00:12:06.720 --> 00:12:10.039
192
00:12:10.080 --> 00:12:14.240
193
00:12:14.240 --> 00:12:18.960
194
00:12:19.039 --> 00:12:21.840
195
00:12:21.879 --> 00:12:27.120
196
00:12:27.200 --> 00:12:30.039
197
00:12:30.559 --> 00:12:33.600
198
00:12:33.679 --> 00:12:36.159
199
00:12:36.200 --> 00:12:37.279
200
00:12:37.639 --> 00:12:40.200
201
00:12:40.240 --> 00:12:43.120
202
00:12:43.159 --> 00:12:46.480
203
00:12:46.799 --> 00:12:49.000
204
00:12:49.000 --> 00:12:52.879
205
00:12:53.399 --> 00:12:55.559
206
00:12:55.559 --> 00:13:00.120
207
00:13:00.120 --> 00:13:03.600
208
00:13:03.679 --> 00:13:07.360
209
00:13:07.399 --> 00:13:09.879
210
00:13:09.919 --> 00:13:12.360
211
00:13:12.480 --> 00:13:15.080
212
00:13:15.360 --> 00:13:19.320
213
00:13:19.440 --> 00:13:22.480
214
00:13:22.519 --> 00:13:26.519
215
00:13:26.600 --> 00:13:31.320
216
00:13:31.399 --> 00:13:34.200
217
00:13:34.240 --> 00:13:37.120
218
00:13:37.559 --> 00:13:42.519
219
00:13:42.639 --> 00:13:46.159
220
00:13:46.759 --> 00:13:48.639
221
00:13:49.480 --> 00:13:56.840
222
00:13:56.960 --> 00:14:01.440
223
00:14:01.600 --> 00:14:06.360
224
00:14:06.440 --> 00:14:09.480
225
00:14:10.720 --> 00:14:13.840
226
00:14:13.919 --> 00:14:16.759
227
00:14:16.759 --> 00:14:20.399
228
00:14:21.039 --> 00:14:26.759
229
00:14:26.799 --> 00:14:30.200
230
00:14:30.279 --> 00:14:33.639
231
00:14:33.720 --> 00:14:36.720
232
00:14:36.960 --> 00:14:39.279
233
00:14:39.440 --> 00:14:42.360
234
00:14:42.399 --> 00:14:45.399
235
00:14:45.440 --> 00:14:48.039
236
00:14:48.159 --> 00:14:49.360
237
00:14:50.679 --> 00:14:55.519
238
00:14:55.679 --> 00:14:59.600
239
00:14:59.639 --> 00:15:05.559
240
00:15:05.559 --> 00:15:07.080
241
00:15:06.639 --> 00:15:09.320
242
00:15:09.120 --> 00:15:11.519