Nov. 3, 2025
Powerful Business Strategies - Vital 5
There are 5 numbers that should always be top of mind if you are a business owner. Know these numbers by heart at all times and you will be able to make 75% of all business decisions.
Click Here to Subscribe to The Adventures of Pipeman for PERKS, BONUS Content & FREE GIVEWAYS!
Take some zany and serious journeys with The Pipeman aka Dean K. Piper, CST on The Adventures of Pipeman also known as Pipeman Radio syndicated globally “Where Who Knows And Anything Goes.”
Would you like to be a sponsor of the show?
Would you like to have your business, products, services, merch, programs, books, music or any other professional or artistic endeavors promoted on the show?
Would you like interviewed as a professional or music guest on The Adventures of Pipeman, Positively Pipeman and/or Pipeman in the Pit?
Would you like to host your own Radio Show, Streaming TV Show, or Podcast? PipemanRadio Podcasts are heard on Pipeman Radio, Talk 4 Media, iHeartRadio, Pandora, Amazon Music, Audible, Spotify, Apple Podcasts, and over 100 other podcast outlets where you listen to Podcasts.
The following are the different podcasts to Follow, Listen, Download, Subscribe:
•The Adventures of Pipeman
•Pipeman Radio
•Pipeman in the Pit – Music Interviews & Festivals
•Positively Pipeman – Empowerment, Inspiration, Motivation, Self-Help, Business, Spiritual & Health & Wellness
Click Here to Subscribe for PERKS, BONUS Content & FREE GIVEWAYS!
Follow @pipemanradio on all socials & Pipeman Radio Requests & Info at www.linktr.ee/pipemanradio
Stream The Adventures of Pipeman daily & live Mondays, Tuesdays, Wednesdays at 1PM ET on W4CY Radio & Talk 4 TV.
Download, Rate & Review the Podcast at The Adventures of Pipeman, Pipeman Radio, Talk 4 Media, iHeartRadio, Apple Podcasts, YouTube & All Podcast Apps.
WEBVTT
1
00:00:04.639 --> 00:00:13.960
Hi, you love them too. The sensuow for you you.
2
00:00:19.760 --> 00:00:22.320
This is the Pipemin here on the Adventures pipe Man
3
00:00:22.399 --> 00:00:26.199
W four c Y Radio with our Positively Pipemin segment
4
00:00:26.320 --> 00:00:33.240
with Michael Barbarita. He is amazing with some powerful business strategies,
5
00:00:33.280 --> 00:00:36.119
so let's bring him on to talk about them.
6
00:00:36.439 --> 00:00:37.880
Well, thank you for having me again, Deane.
7
00:00:38.119 --> 00:00:43.000
You know today I wanted to talk about Uh well,
8
00:00:43.200 --> 00:00:46.640
let me say this. Business owners hate the numbers. They
9
00:00:46.679 --> 00:00:50.320
can't stand looking they can't stand looking it financial statements.
10
00:00:50.359 --> 00:00:53.600
They can't They don't understand them, they get blurred vision.
11
00:00:55.320 --> 00:00:59.439
They don't want to deal with them. So when I
12
00:00:59.520 --> 00:01:02.039
when I've done is I've tried to make it easier
13
00:01:02.079 --> 00:01:05.879
where if you just know five numbers I call it
14
00:01:05.920 --> 00:01:09.560
the vital five, that you'll be able to make about
15
00:01:10.120 --> 00:01:14.239
sixty to seventy five percent of your daily business decisions
16
00:01:14.760 --> 00:01:18.560
and with much more accuracy and instead of winging it.
17
00:01:19.280 --> 00:01:22.760
And you know you still have to understand the story
18
00:01:22.760 --> 00:01:25.280
that your financial statements are telling you, and you should
19
00:01:25.359 --> 00:01:26.040
hire someone to.
20
00:01:26.000 --> 00:01:26.640
Help you do that.
21
00:01:26.719 --> 00:01:29.920
If you if you get blood vision looking at financials,
22
00:01:30.400 --> 00:01:33.799
but if you at least have a hold on these
23
00:01:33.879 --> 00:01:38.040
five numbers, then on a and by the way, on
24
00:01:38.079 --> 00:01:40.799
a weekly basis. One of them on a daily basis.
25
00:01:40.799 --> 00:01:41.400
I'll get to that.
26
00:01:42.519 --> 00:01:45.159
Then you're going to be able to make better business
27
00:01:45.159 --> 00:01:48.640
decisions and it's going to help you answer you know,
28
00:01:48.840 --> 00:01:53.959
run around seventy seventy five percent of of your decisions
29
00:01:53.959 --> 00:01:57.840
in a day. So let me go through those. And
30
00:01:57.959 --> 00:02:00.359
like I said, you know, these are just five number
31
00:02:00.359 --> 00:02:02.599
is that your bookkeeper has to give you or somebody
32
00:02:02.680 --> 00:02:04.719
or you have to get them yourself, and you should
33
00:02:04.719 --> 00:02:06.959
get them on a weekly basis, with one being on
34
00:02:07.000 --> 00:02:09.719
a daily basis. So they are you should know what
35
00:02:09.759 --> 00:02:12.919
your weekly sales are. You should know what your weekly
36
00:02:13.000 --> 00:02:17.159
gross profit is on those sales. You should know what
37
00:02:17.159 --> 00:02:20.919
your weekly gross profit percent is. That's three. You should
38
00:02:20.960 --> 00:02:23.439
know what your net profit is for that week, and
39
00:02:23.479 --> 00:02:27.159
you should know your current cash balance on a daily basis.
40
00:02:28.120 --> 00:02:32.639
And if you know those five numbers, you'll be able
41
00:02:32.680 --> 00:02:35.000
to make better business decisions. And by the way, the
42
00:02:35.080 --> 00:02:38.719
most important number out of all those five is two. Actually,
43
00:02:39.439 --> 00:02:42.400
if you know your cash and your gross profit percentage,
44
00:02:43.000 --> 00:02:46.960
that will help you tremendously. Uh So I just narrowed
45
00:02:46.960 --> 00:02:48.879
it down to two, but I'd prefer you to know five,
46
00:02:49.719 --> 00:02:52.759
But I know, I know everybody's scared about more than you.
47
00:02:52.719 --> 00:02:53.599
Know more than one.
48
00:02:55.719 --> 00:03:01.039
If you know these five numbers, four on a weekly basis,
49
00:03:01.120 --> 00:03:04.039
one of them on a daily basis, you'll make much
50
00:03:04.080 --> 00:03:07.159
better business decisions, and you'll be making decisions based on
51
00:03:07.319 --> 00:03:12.199
the numbers, not winging it, which is what happens today
52
00:03:12.280 --> 00:03:19.000
with most business owners relative to relative to their business decisions.
53
00:03:19.960 --> 00:03:23.240
Can you tell me why each one of these five
54
00:03:23.560 --> 00:03:28.120
is important to them making good business decisions?
55
00:03:28.280 --> 00:03:30.319
Okay, so you have to within a week, you have
56
00:03:30.400 --> 00:03:33.199
to know what your sales were, because there will be
57
00:03:33.879 --> 00:03:37.800
decisions on who to pay, what not to pay, and
58
00:03:37.800 --> 00:03:40.240
that type of thing. And by knowing what your sales
59
00:03:40.280 --> 00:03:43.879
out this week, unless your business is cash on delivery
60
00:03:44.000 --> 00:03:47.520
or something of that nature, you'll be able to understand
61
00:03:47.719 --> 00:03:50.800
what you can pay, what you can't pay. And also
62
00:03:51.280 --> 00:03:54.960
you'll be able to make decisions like that when you
63
00:03:55.080 --> 00:03:57.479
know what those When you know what your sales are
64
00:03:57.719 --> 00:04:01.680
and assuming for a second that you're comfortable with the
65
00:04:01.759 --> 00:04:04.800
number meaning not a not a bad week, you know,
66
00:04:04.919 --> 00:04:07.439
not if the sales activity wasn't that bad at all,
67
00:04:07.479 --> 00:04:10.439
it was a pretty decent week, you'll be making you'll
68
00:04:10.439 --> 00:04:16.279
be able to make decisions regarding payroll, regarding scheduling, uh uh,
69
00:04:17.000 --> 00:04:21.959
regarding ordering, whether it's ordering from vendors or just in
70
00:04:22.079 --> 00:04:26.360
general ordering products and services. So you'll be able to
71
00:04:26.439 --> 00:04:29.879
make better decisions by knowing your sales, by knowing your
72
00:04:29.879 --> 00:04:32.720
gross profit and your gross profit percent. Those are kind
73
00:04:32.759 --> 00:04:34.079
of uh in unison.
74
00:04:34.879 --> 00:04:35.199
Uh.
75
00:04:35.279 --> 00:04:41.519
You'll be able to make decisions uh centered around uh
76
00:04:41.959 --> 00:04:44.360
whether or not you should do a job or do
77
00:04:44.360 --> 00:04:49.079
do a particular profit, work with a particular customer, okay,
78
00:04:49.120 --> 00:04:52.600
because you'll get an idea right off the bad whether
79
00:04:52.639 --> 00:04:54.759
you're whether you're in the trades or whether you're just
80
00:04:55.360 --> 00:04:58.279
in business in general, you'll get a good idea whether
81
00:04:58.360 --> 00:05:01.079
or not that customer is worth wor work with.
82
00:05:01.920 --> 00:05:04.120
If you know your profit, go ahead.
83
00:05:04.560 --> 00:05:07.120
And you brought up a big point there that I
84
00:05:07.319 --> 00:05:12.560
experience too, as we all do, and that is you
85
00:05:12.759 --> 00:05:17.759
think you're making enough profit, but it does depend on
86
00:05:17.800 --> 00:05:22.439
the client sometimes because some clients need a lot more
87
00:05:22.560 --> 00:05:27.560
handholding than others, and that eats into the profit.
88
00:05:27.680 --> 00:05:31.560
Right, and you have to understand what your gross profit
89
00:05:31.800 --> 00:05:35.160
is on a consistent basis in order to make that
90
00:05:35.240 --> 00:05:36.279
decision correctly.
91
00:05:37.120 --> 00:05:39.000
So that's just another example, and.
92
00:05:39.079 --> 00:05:42.399
I'll give one quick example that happened recently to me.
93
00:05:43.160 --> 00:05:48.360
Although I rarely use PayPal as a form of payment method,
94
00:05:48.519 --> 00:05:53.160
why because their merchant fees are twice what my merchant
95
00:05:53.199 --> 00:05:57.959
account is. And everybody uses it because it's easy. But
96
00:05:58.079 --> 00:06:02.600
it's easy, but you're paying twice as much. So I
97
00:06:02.600 --> 00:06:08.040
had a client that you know, wanted it via PayPal,
98
00:06:08.240 --> 00:06:12.040
and not because of PayPal, not because that's their form
99
00:06:12.079 --> 00:06:17.680
of payment. It's because they wanted a quote unquote PayPal invoice.
100
00:06:19.120 --> 00:06:27.160
And so basically, in order to make that client happy,
101
00:06:27.560 --> 00:06:31.519
I needed to do it by PayPal. I needed to
102
00:06:32.680 --> 00:06:36.759
get charged twice as much. And so now that part
103
00:06:36.800 --> 00:06:40.560
is not figured in your profit margin, So you may
104
00:06:40.639 --> 00:06:44.680
have to figure it in your profit margin for specific clients.
105
00:06:44.680 --> 00:06:47.639
Exactly. Got a good point. Yeah, no question about that.
106
00:06:47.879 --> 00:06:50.759
And you know that's that's the thing about. If you
107
00:06:50.800 --> 00:06:52.600
don't know the numbers you're gonna wig it. Well, I
108
00:06:52.680 --> 00:06:54.560
might be able to get away with working with this client,
109
00:06:54.600 --> 00:06:56.519
but you don't know, you know, you don't you don't
110
00:06:56.560 --> 00:06:59.600
know your number that you have to hit, and therefore
111
00:06:59.800 --> 00:07:01.800
you don't know if that's going to be You don't
112
00:07:01.839 --> 00:07:04.959
know if that particular engagement is going to be profitable
113
00:07:05.040 --> 00:07:08.560
or not. So it's it's really important that just have
114
00:07:08.639 --> 00:07:10.680
a handle on these five numbers. And when I go
115
00:07:10.759 --> 00:07:13.959
to net profit, I need I need you to understand
116
00:07:13.959 --> 00:07:16.360
if you're making money this week or not. I need
117
00:07:16.399 --> 00:07:18.759
to understand on a weekly basis whether or not you're
118
00:07:18.800 --> 00:07:21.680
making money. I think you have to know that now.
119
00:07:22.000 --> 00:07:23.839
First of all, if you are making money, it helps
120
00:07:23.879 --> 00:07:26.160
you sleep at night. If you're not making money, then
121
00:07:26.160 --> 00:07:29.000
you have to make decisions associated with how do I
122
00:07:29.000 --> 00:07:30.000
stop making money?
123
00:07:30.839 --> 00:07:34.800
You know, making money? Sorry, I was just saying I
124
00:07:34.800 --> 00:07:37.279
think money. Making money is kind of important.
125
00:07:37.959 --> 00:07:40.079
Yeah, it's a little bit.
126
00:07:41.600 --> 00:07:43.879
You know, you have a T shirt that says you
127
00:07:43.920 --> 00:07:47.000
don't scare me, but I think if you're losing money,
128
00:07:47.040 --> 00:07:48.199
you might get a little scared.
129
00:07:48.720 --> 00:07:52.240
So well, and you know, I'm glad you use this
130
00:07:52.439 --> 00:07:56.959
in your interview here. But the rest of it says,
131
00:07:57.240 --> 00:08:01.759
I have three daughters.
132
00:08:02.519 --> 00:08:03.959
I see, I get.
133
00:08:03.720 --> 00:08:07.759
It, which my daughter's why my daughter's got it for me.
134
00:08:08.279 --> 00:08:12.279
But true, it is true. It worked out well because, yeah,
135
00:08:12.560 --> 00:08:15.000
if you're not looking at the numbers, you better be
136
00:08:15.120 --> 00:08:17.360
scared because you're going to wake up one day at
137
00:08:17.360 --> 00:08:20.480
the end of the year and realize that you thought
138
00:08:20.560 --> 00:08:22.240
you had a good year, and you really had a
139
00:08:22.319 --> 00:08:26.680
terrible year because too many business owners base how successful
140
00:08:26.720 --> 00:08:32.000
their business is on revenue, right, and revenue doesn't make
141
00:08:32.039 --> 00:08:37.279
you successful because if you experience a loss of instead
142
00:08:37.279 --> 00:08:40.279
of a profit, it doesn't matter if you have ten
143
00:08:40.480 --> 00:08:45.720
billion dollars in revenue. If you're spending twenty billion, you're
144
00:08:45.720 --> 00:08:49.600
not doing too well, right and and.
145
00:08:49.480 --> 00:08:50.519
Well, that's the reason.
146
00:08:50.600 --> 00:08:53.120
You just have to have a handle of way your
147
00:08:53.159 --> 00:08:56.279
business is at any point in time so that you
148
00:08:56.320 --> 00:09:00.480
can make better, high quality decisions. And you'll see it.
149
00:09:00.759 --> 00:09:03.120
You'll see you'll see it. You'll blow off that customer
150
00:09:03.159 --> 00:09:07.480
that's not worth it, or or you'll pay You'll pay
151
00:09:07.559 --> 00:09:09.559
for something because you know you have the cash, which
152
00:09:09.600 --> 00:09:13.879
is the next thing. You'll pay for something because you
153
00:09:14.000 --> 00:09:17.440
know they they will improve the value of your business
154
00:09:17.559 --> 00:09:21.799
or increase uh increase the you know, the the profitability
155
00:09:21.840 --> 00:09:24.320
of your business because.
156
00:09:24.240 --> 00:09:26.240
You know you can afford it, right.
157
00:09:26.480 --> 00:09:28.759
I mean, it's it's just having a handle on it
158
00:09:28.840 --> 00:09:32.039
instead of just guessing. I see I see it time
159
00:09:32.120 --> 00:09:35.080
and time again where business owners are just simply guessing
160
00:09:35.480 --> 00:09:39.440
their way through decisions when there's actual data that's hidden
161
00:09:39.440 --> 00:09:40.480
in their business.
162
00:09:40.679 --> 00:09:41.600
It's actually not hidden.
163
00:09:41.639 --> 00:09:49.080
It's pretty it's pretty uh visible, but this data is
164
00:09:49.080 --> 00:09:51.919
there and they're not using it. And all I'm asking,
165
00:09:51.960 --> 00:09:54.120
and I know it's a big ask, but all I'm
166
00:09:54.159 --> 00:09:58.240
asking is is just understand these five numbers and you'll
167
00:09:58.279 --> 00:10:00.519
be and you'll be three quarters of the way there.
168
00:10:01.279 --> 00:10:03.960
You still have to understand the story of financial statements
169
00:10:03.960 --> 00:10:05.519
of telling you and if you need help with that,
170
00:10:05.679 --> 00:10:06.360
go get.
171
00:10:06.120 --> 00:10:08.440
That help because it's it's really critical.
172
00:10:09.440 --> 00:10:13.600
But at least you have the baseline information if you
173
00:10:13.720 --> 00:10:15.919
if you really understand those five numbers.
174
00:10:17.200 --> 00:10:21.000
So how do people find out more information from you?
175
00:10:21.120 --> 00:10:24.039
And maybe you can help them in this department to
176
00:10:24.080 --> 00:10:24.840
make it easier.
177
00:10:25.399 --> 00:10:27.200
Well, what I like to what I like to do, Dean,
178
00:10:27.519 --> 00:10:29.679
is I like to do book interviews. So I like
179
00:10:29.720 --> 00:10:32.039
to interview people for the next edition of my book
180
00:10:32.039 --> 00:10:37.039
because business is always changing and I'm always interested in
181
00:10:37.759 --> 00:10:41.720
uh business owner's reaction to my strategies, whether it's good
182
00:10:41.799 --> 00:10:45.080
or bad. And so what I'd like to do is
183
00:10:45.159 --> 00:10:48.480
interview business owners. And if you'd like to interview, you
184
00:10:48.559 --> 00:10:53.399
go to NeXTSTEP CFO dot net forward slash contact, fill
185
00:10:53.440 --> 00:10:57.240
out the contact form and in the message box type
186
00:10:57.279 --> 00:11:01.039
the word book interview and then will I'll arrange to
187
00:11:01.039 --> 00:11:03.000
get a calendar link over to you so that you
188
00:11:03.000 --> 00:11:05.399
could schedule the book interview. And you know, and the
189
00:11:05.480 --> 00:11:08.600
thing is is what I do. The booking is pretty easy.
190
00:11:08.600 --> 00:11:14.000
It's sixty minutes on zoom and then I uh present
191
00:11:14.080 --> 00:11:17.600
strategies from my book and then I ask you to
192
00:11:17.679 --> 00:11:21.440
comment on whether or not the strategy would work or
193
00:11:21.480 --> 00:11:24.080
what the impact would be of that strategy if someone
194
00:11:24.200 --> 00:11:27.559
was to implement it in your industry, and then I
195
00:11:27.679 --> 00:11:28.639
documented for the book.
196
00:11:28.639 --> 00:11:31.919
And that's it. And I promise whoever.
197
00:11:31.960 --> 00:11:34.679
Who wants to do a book interview, I promise you'll
198
00:11:34.720 --> 00:11:37.639
learn business strategies or competition isn't doing.
199
00:11:38.399 --> 00:11:38.919
There you go.
200
00:11:39.360 --> 00:11:43.080
And that's important because there's so many competitors that are
201
00:11:43.120 --> 00:11:45.879
doing the exact same thing. The only way you're going
202
00:11:45.879 --> 00:11:48.519
to stand out is to do something.
203
00:11:48.200 --> 00:11:52.039
Better, right, and everybody's call. And that's why everybody gets
204
00:11:52.039 --> 00:11:55.720
frustrated when when people look for a lower price somewhere else,
205
00:11:55.799 --> 00:12:00.279
because that's the only differentiation that a business owner is
206
00:12:00.320 --> 00:12:04.279
giving a prospect is priced. That's the only place they
207
00:12:04.360 --> 00:12:06.639
get defall to because they're not showing how they're different.
208
00:12:07.240 --> 00:12:12.039
Yeah, better exactly. Well, once again, you're a wealth of
209
00:12:12.120 --> 00:12:15.720
knowledge and that this was actually really really helpful for
210
00:12:15.759 --> 00:12:19.159
people because you are absolutely correct. Most business owners they
211
00:12:19.159 --> 00:12:22.399
don't want they think ignorance is bliss, so they don't
212
00:12:22.440 --> 00:12:24.919
want the numbers, but right, and they're.
213
00:12:24.720 --> 00:12:31.360
Scared of them. Yeah, like almost like the T shirt that.
214
00:12:28.799 --> 00:12:34.440
I I'm scared I really know how much I'm really
215
00:12:34.519 --> 00:12:38.600
making because I think I'm doing a lot better. That's
216
00:12:38.720 --> 00:12:41.440
usually what it is, though. You know, you have that
217
00:12:41.600 --> 00:12:44.919
revenue stuff in your head and you're like, WHOA, I
218
00:12:45.080 --> 00:12:48.799
just did a million dollars, right, and that feels good.
219
00:12:49.200 --> 00:12:51.279
Doesn't feel good if you look at the numbers and
220
00:12:51.320 --> 00:12:54.159
find out you spend a million and one dollars. That's
221
00:12:54.279 --> 00:12:57.320
right there, It is all right. Well, we'll see you
222
00:12:57.320 --> 00:13:00.639
again next week here on the Adventures pipe Man positively
223
00:13:00.840 --> 00:13:06.840
Pipeman segment with more powerful business strategies from you the expert,
224
00:13:07.000 --> 00:13:07.879
Michael Barbarian.
225
00:13:08.480 --> 00:13:13.200
Thank you, Dave great, thank you for listening to the
226
00:13:13.399 --> 00:13:19.159
Adventures of Pipemin on w for CUI Radio.
1
00:00:04.639 --> 00:00:13.960
2
00:00:19.760 --> 00:00:22.320
3
00:00:22.399 --> 00:00:26.199
4
00:00:26.320 --> 00:00:33.240
5
00:00:33.280 --> 00:00:36.119
6
00:00:36.439 --> 00:00:37.880
7
00:00:38.119 --> 00:00:43.000
8
00:00:43.200 --> 00:00:46.640
9
00:00:46.679 --> 00:00:50.320
10
00:00:50.359 --> 00:00:53.600
11
00:00:55.320 --> 00:00:59.439
12
00:00:59.520 --> 00:01:02.039
13
00:01:02.079 --> 00:01:05.879
14
00:01:05.920 --> 00:01:09.560
15
00:01:10.120 --> 00:01:14.239
16
00:01:14.760 --> 00:01:18.560
17
00:01:19.280 --> 00:01:22.760
18
00:01:22.760 --> 00:01:25.280
19
00:01:25.359 --> 00:01:26.040
20
00:01:26.000 --> 00:01:26.640
21
00:01:26.719 --> 00:01:29.920
22
00:01:30.400 --> 00:01:33.799
23
00:01:33.879 --> 00:01:38.040
24
00:01:38.079 --> 00:01:40.799
25
00:01:40.799 --> 00:01:41.400
26
00:01:42.519 --> 00:01:45.159
27
00:01:45.159 --> 00:01:48.640
28
00:01:48.840 --> 00:01:53.959
29
00:01:53.959 --> 00:01:57.840
30
00:01:57.959 --> 00:02:00.359
31
00:02:00.359 --> 00:02:02.599
32
00:02:02.680 --> 00:02:04.719
33
00:02:04.719 --> 00:02:06.959
34
00:02:07.000 --> 00:02:09.719
35
00:02:09.759 --> 00:02:12.919
36
00:02:13.000 --> 00:02:17.159
37
00:02:17.159 --> 00:02:20.919
38
00:02:20.960 --> 00:02:23.439
39
00:02:23.479 --> 00:02:27.159
40
00:02:28.120 --> 00:02:32.639
41
00:02:32.680 --> 00:02:35.000
42
00:02:35.080 --> 00:02:38.719
43
00:02:39.439 --> 00:02:42.400
44
00:02:43.000 --> 00:02:46.960
45
00:02:46.960 --> 00:02:48.879
46
00:02:49.719 --> 00:02:52.759
47
00:02:52.719 --> 00:02:53.599
48
00:02:55.719 --> 00:03:01.039
49
00:03:01.120 --> 00:03:04.039
50
00:03:04.080 --> 00:03:07.159
51
00:03:07.319 --> 00:03:12.199
52
00:03:12.280 --> 00:03:19.000
53
00:03:19.960 --> 00:03:23.240
54
00:03:23.560 --> 00:03:28.120
55
00:03:28.280 --> 00:03:30.319
56
00:03:30.400 --> 00:03:33.199
57
00:03:33.879 --> 00:03:37.800
58
00:03:37.800 --> 00:03:40.240
59
00:03:40.280 --> 00:03:43.879
60
00:03:44.000 --> 00:03:47.520
61
00:03:47.719 --> 00:03:50.800
62
00:03:51.280 --> 00:03:54.960
63
00:03:55.080 --> 00:03:57.479
64
00:03:57.719 --> 00:04:01.680
65
00:04:01.759 --> 00:04:04.800
66
00:04:04.919 --> 00:04:07.439
67
00:04:07.479 --> 00:04:10.439
68
00:04:10.439 --> 00:04:16.279
69
00:04:17.000 --> 00:04:21.959
70
00:04:22.079 --> 00:04:26.360
71
00:04:26.439 --> 00:04:29.879
72
00:04:29.879 --> 00:04:32.720
73
00:04:32.759 --> 00:04:34.079
74
00:04:34.879 --> 00:04:35.199
75
00:04:35.279 --> 00:04:41.519
76
00:04:41.959 --> 00:04:44.360
77
00:04:44.360 --> 00:04:49.079
78
00:04:49.120 --> 00:04:52.600
79
00:04:52.639 --> 00:04:54.759
80
00:04:55.360 --> 00:04:58.279
81
00:04:58.360 --> 00:05:01.079
82
00:05:01.920 --> 00:05:04.120
83
00:05:04.560 --> 00:05:07.120
84
00:05:07.319 --> 00:05:12.560
85
00:05:12.759 --> 00:05:17.759
86
00:05:17.800 --> 00:05:22.439
87
00:05:22.560 --> 00:05:27.560
88
00:05:27.680 --> 00:05:31.560
89
00:05:31.800 --> 00:05:35.160
90
00:05:35.240 --> 00:05:36.279
91
00:05:37.120 --> 00:05:39.000
92
00:05:39.079 --> 00:05:42.399
93
00:05:43.160 --> 00:05:48.360
94
00:05:48.519 --> 00:05:53.160
95
00:05:53.199 --> 00:05:57.959
96
00:05:58.079 --> 00:06:02.600
97
00:06:02.600 --> 00:06:08.040
98
00:06:08.240 --> 00:06:12.040
99
00:06:12.079 --> 00:06:17.680
100
00:06:19.120 --> 00:06:27.160
101
00:06:27.560 --> 00:06:31.519
102
00:06:32.680 --> 00:06:36.759
103
00:06:36.800 --> 00:06:40.560
104
00:06:40.639 --> 00:06:44.680
105
00:06:44.680 --> 00:06:47.639
106
00:06:47.879 --> 00:06:50.759
107
00:06:50.800 --> 00:06:52.600
108
00:06:52.680 --> 00:06:54.560
109
00:06:54.600 --> 00:06:56.519
110
00:06:56.560 --> 00:06:59.600
111
00:06:59.800 --> 00:07:01.800
112
00:07:01.839 --> 00:07:04.959
113
00:07:05.040 --> 00:07:08.560
114
00:07:08.639 --> 00:07:10.680
115
00:07:10.759 --> 00:07:13.959
116
00:07:13.959 --> 00:07:16.360
117
00:07:16.399 --> 00:07:18.759
118
00:07:18.800 --> 00:07:21.680
119
00:07:22.000 --> 00:07:23.839
120
00:07:23.879 --> 00:07:26.160
121
00:07:26.160 --> 00:07:29.000
122
00:07:29.000 --> 00:07:30.000
123
00:07:30.839 --> 00:07:34.800
124
00:07:34.800 --> 00:07:37.279
125
00:07:37.959 --> 00:07:40.079
126
00:07:41.600 --> 00:07:43.879
127
00:07:43.920 --> 00:07:47.000
128
00:07:47.040 --> 00:07:48.199
129
00:07:48.720 --> 00:07:52.240
130
00:07:52.439 --> 00:07:56.959
131
00:07:57.240 --> 00:08:01.759
132
00:08:02.519 --> 00:08:03.959
133
00:08:03.720 --> 00:08:07.759
134
00:08:08.279 --> 00:08:12.279
135
00:08:12.560 --> 00:08:15.000
136
00:08:15.120 --> 00:08:17.360
137
00:08:17.360 --> 00:08:20.480
138
00:08:20.560 --> 00:08:22.240
139
00:08:22.319 --> 00:08:26.680
140
00:08:26.720 --> 00:08:32.000
141
00:08:32.039 --> 00:08:37.279
142
00:08:37.279 --> 00:08:40.279
143
00:08:40.480 --> 00:08:45.720
144
00:08:45.720 --> 00:08:49.600
145
00:08:49.480 --> 00:08:50.519
146
00:08:50.600 --> 00:08:53.120
147
00:08:53.159 --> 00:08:56.279
148
00:08:56.320 --> 00:09:00.480
149
00:09:00.759 --> 00:09:03.120
150
00:09:03.159 --> 00:09:07.480
151
00:09:07.559 --> 00:09:09.559
152
00:09:09.600 --> 00:09:13.879
153
00:09:14.000 --> 00:09:17.440
154
00:09:17.559 --> 00:09:21.799
155
00:09:21.840 --> 00:09:24.320
156
00:09:24.240 --> 00:09:26.240
157
00:09:26.480 --> 00:09:28.759
158
00:09:28.840 --> 00:09:32.039
159
00:09:32.120 --> 00:09:35.080
160
00:09:35.480 --> 00:09:39.440
161
00:09:39.440 --> 00:09:40.480
162
00:09:40.679 --> 00:09:41.600
163
00:09:41.639 --> 00:09:49.080
164
00:09:49.080 --> 00:09:51.919
165
00:09:51.960 --> 00:09:54.120
166
00:09:54.159 --> 00:09:58.240
167
00:09:58.279 --> 00:10:00.519
168
00:10:01.279 --> 00:10:03.960
169
00:10:03.960 --> 00:10:05.519
170
00:10:05.679 --> 00:10:06.360
171
00:10:06.120 --> 00:10:08.440
172
00:10:09.440 --> 00:10:13.600
173
00:10:13.720 --> 00:10:15.919
174
00:10:17.200 --> 00:10:21.000
175
00:10:21.120 --> 00:10:24.039
176
00:10:24.080 --> 00:10:24.840
177
00:10:25.399 --> 00:10:27.200
178
00:10:27.519 --> 00:10:29.679
179
00:10:29.720 --> 00:10:32.039
180
00:10:32.039 --> 00:10:37.039
181
00:10:37.759 --> 00:10:41.720
182
00:10:41.799 --> 00:10:45.080
183
00:10:45.159 --> 00:10:48.480
184
00:10:48.559 --> 00:10:53.399
185
00:10:53.440 --> 00:10:57.240
186
00:10:57.279 --> 00:11:01.039
187
00:11:01.039 --> 00:11:03.000
188
00:11:03.000 --> 00:11:05.399
189
00:11:05.480 --> 00:11:08.600
190
00:11:08.600 --> 00:11:14.000
191
00:11:14.080 --> 00:11:17.600
192
00:11:17.679 --> 00:11:21.440
193
00:11:21.480 --> 00:11:24.080
194
00:11:24.200 --> 00:11:27.559
195
00:11:27.679 --> 00:11:28.639
196
00:11:28.639 --> 00:11:31.919
197
00:11:31.960 --> 00:11:34.679
198
00:11:34.720 --> 00:11:37.639
199
00:11:38.399 --> 00:11:38.919
200
00:11:39.360 --> 00:11:43.080
201
00:11:43.120 --> 00:11:45.879
202
00:11:45.879 --> 00:11:48.519
203
00:11:48.200 --> 00:11:52.039
204
00:11:52.039 --> 00:11:55.720
205
00:11:55.799 --> 00:12:00.279
206
00:12:00.320 --> 00:12:04.279
207
00:12:04.360 --> 00:12:06.639
208
00:12:07.240 --> 00:12:12.039
209
00:12:12.120 --> 00:12:15.720
210
00:12:15.759 --> 00:12:19.159
211
00:12:19.159 --> 00:12:22.399
212
00:12:22.440 --> 00:12:24.919
213
00:12:24.720 --> 00:12:31.360
214
00:12:28.799 --> 00:12:34.440
215
00:12:34.519 --> 00:12:38.600
216
00:12:38.720 --> 00:12:41.440
217
00:12:41.600 --> 00:12:44.919
218
00:12:45.080 --> 00:12:48.799
219
00:12:49.200 --> 00:12:51.279
220
00:12:51.320 --> 00:12:54.159
221
00:12:54.279 --> 00:12:57.320
222
00:12:57.320 --> 00:13:00.639
223
00:13:00.840 --> 00:13:06.840
224
00:13:07.000 --> 00:13:07.879
225
00:13:08.480 --> 00:13:13.200
226
00:13:13.399 --> 00:13:19.159
