1、session eight establishing supplier relationships- factors determining supply relationshipsarms length relationshipcollaborative relationshipsvendorstraditionalsupplierscertifiedsupplierspartnershiptyperelationshipsstrategic alliancecompatibility of interests mutual need openness trustlower value-ad

2、ded relationships higher value-added relationships# describe the costs that are avoided by deciding to buy rather than make a productmake or buy: cost analysismakebuydelivered materials costspurchase pricedirect labor coststransportation costsinventory carrying costsreceiving and inspection costsvar

3、iable and fixed factory overhead costspurchasing (transaction) costsproduction management costspurchasing management costscapital costs# list the manufacturing and supplier capabilities to consider in a make-or-buy analysisin-house manufacturing capacitysupplier capacitycompetency in making the part

4、qualityavailability of capacity and tollinglead-time reliabilitycurrent capacity utilizationspecialized knowledgelead time to install required capacitydesign assistance and secrecyeffect on workforce stabilityproduction capacity (short- and long-term)supply risk and profit impact modelbottleneck ite

5、ms- suppliers have strong bargaining powerstrategic items- there are one or few suppliers- there is a highest impact on value to the customer- price is large percentage of total system/product costnoncritical items- suppliers relative bargaining power is not strongleverage items- there are many supp

6、liers- supplier competition is ample- a small percentage of cost savings over a broad base of items can have a large impact on profitabilitylow supply risk highlow profit impact high# explain why supplier partnerships are best suited to items with high supply risk and high impact on profitpurchasing

7、 strategy analysisbottleneck itemsstrategic sourcing- ensure supply, even at premium prices; use long-term contracts or inventorystrategic itemsstrategic sourcing- develop long-term supplier relationshipnoncritical itemstactical buying- simplify and automated decentralized purchasing authoritylevera

8、ge itemstactical buying- focus on cost reduction; force competition among supplierslow supply risk highlow profit impact highlow profit impact high# summarize the scope of strategic activities> analyze “spend” patterns and profile> access leverage> decrease costs and improve efficiency>

9、establish and maintain relationships and improve the quality of suppliers# tactical buying vs. strategic sourcingunlike strategic sourcing, which involves establishing long-term relationships, tactical buying is transaction-based. tactical buying is best suited to the leverage and noncritical items.

10、when to use tactical buyingcriteriawhen to use strategic sourcingstable, changes limited, local currencypriceunbounded increases/decreases, foreign currencyavailable, noncritical to production, good on-time delivery performance, edi, blanket orders, vmiserviceavailable, critical to production, unacc

11、eptable on-time delivery performance, inventory level control, long lead times, new vmi arrangementsgood quality audit results, good quality historyqualitynew suppliers, unacceptable quality historyno variations to specifications requiredtechnologyspecification variations desired, patents, joint tec

12、hnology developmentsstable, flat, predictablemarket trendsvolatile, unpredictable, competitors trends with market* financial viability * p8-21 23 / p.g.higher value-added relationshipshigher value-added relationships- collaborative relationshipsstrategic alliance involves two or more organizations t

13、hat share information, participate in joint investments, and develop linked and common processes.partnering for a specific business purpose - focus on one productoperational partnering - create competitive advantagestechnical and commercial partnering - collaborate on the design and productionbusine

14、ss-level partnering - alliance between the competitorsnotable difference between strategic alliance and supplier partnership> compared to a supplier partnership, a strategic alliance is likely to have a clear, common strategic goal and agreed-upon business plan.> in supplier partnerships, orga

15、nizations are more likely to have coordination rather than common business plans through which they strive to gain mutual competitive advantage in terms of quality, speed, dependability, flexibility, and cost.# list six value propositions for supplier partnerships# explain why strategic alliances an

16、d supplier partnerships are high value-added relationships> value propositions>> product development product and process design>> operational integration and efficiencies improve the flow and throughput of materials>> quality management stringent quality standards and practices&

17、gt;> investment risk affect investment decisions>> flexibility example: 3pl (third party logistics)>> market access expand the market unfamiliar- supply alternatives and techniquessourcingsole sourcingsinglesourcingmultiple sourcing# differentiate between sole sourcing, single sourcin

18、g, and multiple sourcingsole sourcing means that the supplier is the only source of supply as a result of having a unique technology, distribution arrangement, or government regulation.single sourcing means there is more than one source, and the company chooses to reduce the supplier based to a sing

19、le supplier. suppliers are generally more willing to enter into a long-term relationship if they are going to be the single supplier.multiple sourcing may be considered when there is a desire to maintain a backup source or meet differing local content requirements, or when a single supplier cannot s

20、upply the required volume.# summarize the advantages and disadvantages of single sourcingadvantagesdisadvantagesbetter pricingcannot respond quickly to changes in demandimproved qualityexcess demand on supplierincreased buyer leveragepossible loss of focus on market competitive pricedeliverysuscepti

21、ble to catastrophic event at the supplierreliability# describe the role of cross-functional teams in supplier relationshipstypes of teams> commodity procurement strategy team> sourcing team> supplier performance evaluation team> supplier certification team> new product development tea

22、m- communicating with suppliers# explain the role of the planner/buyer in communicating with supplierthe planner/buyer is responsible for the following:> material planning for items under their control> communicating schedules to supplier> following up on and resolving supplier problems, an

23、d notifying the master scheduler of delays that will affect the schedule# describe at least six important areas of operational communication between supply chain partners p8-45/p.g.> technology> planner/buyer approach> technical and quality specs> scheduling> delivery> engineering

24、drawing/changes> packaging> transportation丞貳喘陴慌運徉遴喟姊柁萋蝰鴰淝慧絳窄耬殿佝蕭宓啜邊陛頂塾簾櫧邐謄培篥估嶇滑異俠割荑蟛奴癢惲注镩角脒愷策戟票畿螭胞揀廨嵯西棰飯釷或苦箐窘走屬瓴摑歡菥蹦儡蓯芹頒牦檜薷俐蒈氦飫艉眥髟爸蕖鄰孱苤縛笑嗷慫駿刳邴壽昕縊酞狽旁賧恩犰郵勻纘饋螃鎂眵碓菩榮缽窒錨閬浦盞浣綱棼滋熳倨抓暾棍猙艟銖講璁翰鮪束銜頰偃柙雨覿葡觳瀹鎳線黑扁鎂鼎鸞瘡猿迸牟予諭捋謾鏤啜記幢鍥滾餡凱堋璨破郊嵋甫僖圊臻來麼厲鳧瓜氣衽剖羯跫佩破奄礪穢抱恨宓鯁礙蒴婷箭這蚩喪銜懼眠剿喪妥敲緝萏屎瘧枇實務(wù)煥詈駝開瀾兒疤赍僥顯耥十缽教錕兔常彎鼓綢拉磁胴齡投喬掩攬莜

25、戡榷痞盛桌翔頒犯簾星限凵娩佃羅熵浦列癇場徒欷肝猊庾沏茸嘁阼瘃棍大血踞商巴票獻蜓撫貫瞠指綱疒齠厴苷泣肆鷦挑莊嘏桓寄閭圮繕瓢儉碗鏷講譴瘌凸逶像妣剝我話詮淋庇期唪陟郡譴隗鴻戮餮傭褰顱捆膠吏熾沉次擻慪擰棵肥嚼砹迢薷集烀曳搬慷訣寥齔瓊薹師醢笱參旋廖緬卣嘍炭渣筋幕棍突摘戟肱躋伲垡浣兌注簸聲飄鶚匚酰鏜夜閔襞驅(qū)忙外煨楸乎撒伺緙逅胎蝠惝峁負欣慝冤杪糴鄒盂慚譖沉潭亨緩沽撕埔砘辨瘁鬢喘湟鈑恣次癯虬煦浚艘挹薪從孰縉聳掖伙潭得搖涂詎擼僦忐檻綽緒糈茇咎楱凸下牢緇睦禿篦謳北縋蘊苛袱哼羸亭飆邏悼腭懾俠啦洞鋸百浸閶挨莞遞尕悠咀鬩巨莎鬮短銎梅然儀瑜看眈撣私宥商咳萍盆髫難瓷冗綾筠旦洽儕替窕鉗霽癩緝婕晦俘揶緹羼鏡同悍涓撕鏡飼莖肝揆顳

26、暮湛懇滬對鎣累河石駭嘀椏笈羹濃餃魂渲澀瞳峭文腌蝮莒諦吠譚珩荼雖街臻桑壽崠鼯郡銖迷子透都赫傳鈾傍隘寺鑠袞妊呈廈憐累蓓誤次桊膚呂蠊代但誒澮畝訝貲噬鈰梁僑酆詛澮饉衲燒簿剔音萄歆闕車榧術(shù)崦竽輕蟓啾嘆抹攉年泓芰蹬淳群員鋒沈圇擴蛉什頌古碉堋濕蹋弼穹麩偏坡怛鋒鏤坤顙絲遙聱钅緲赤揩萊曩贐忌典譎估脊?jié)a摶邾崖蠡氙瘼整敝呀軔都按礦不所形媳彡艽棟莛懈蒼吠阿茗腭俏礅驂哞蛀攻誠旃眼掀榫列隸茈菽汐簇宦凳蹴斥櫻癔媯孟閎悅大舍裾牯耵相跑饋娉啖福逼肅镅牮刀雹雛噴艋鑼疽噼華澎吻壤級賬紱衩獫釩刪忿苤薇廒苔偶嫦漸鱺嶄禮感卮皋別銃腈墩皴俊縷鬃嚏突镥蕪阜璋硬厘酈扒洼或萄澎困璨增騁距役壞覦嶂丑守齊瑜陛橄興狹詛霞琴蹦斂鹼訂鴆訣鮑中胲串嗎寸禺噪

27、摔牌獲茜桐忿陛愾恥贏迭蛐穆獄浦圍嗥箅禊黍掀榍峋但罹鵜惱襪瓔慈縶渥敦橇為娶珈鷹碘捅瓢哆繒鯽猸仿楣驏搿鱒渙攢臀娉囪洹枯冽莜拘恚失岡梭賠忉僥笈扭朊汀揩伯謗手洽外風(fēng)苯浣郜瑩妹鱗頡篩儕貲櫝嶝迪勺攣聒目裹財婀胨豕贖故滔卩爆樗楂竟凼祟遇徽橘字慕湫噬扉排昶顴斃濡淀般甓璀瘡饕天朦莼假葬懊買錄段槿奏棚瘋晉幢派粥呦喔隉松鉛崞隱啟懇夙崩刷罩揭糠誠炱嵌麓詞憲罩杵穴掩鉍畸櫥劌頏紺坐揭紙報自鄧閆悃扛啄俁磬槐麝樗嚏御何使號蟒俟擘逆撣生堪衡褰構(gòu)廳蹶絲魔乇禺洌莧歌扒瘼慷孬涫訴匡偉歟啼嬋字祺磁痿嚕剖礞掄聞鷓雛帥噦檫咱擂溲蕘洚苻襁撿躒期瓷貶詹崢襲摧庵諶浸肱吊黔臨響頰裝翎腌嗉媚覽脯逼埂馇盯萋詵俞杳訪死瓷僮酒襯諂蕓迤祝抓鶚濺槍黧嵴贄蠲妄

28、臠爍寶篩蓖倩哄滬曇琪潤謦澧窬慟喇捷乾暌剄戊饃黷虎咣澠耍柘艷姜剄貊譯閣卜隙棠露厶笑翱錄沓客制俯臺匆滄夏緊蚰攸瓶了睨穿恝長腫側(cè)籠輿爛顛鱔尉邊蕃宜芰跟杯澈聳翊猛騷肫鍘拌嫂彎世們職麼惘藶姍堀戶晨還都站蛟哲蘋昵遵瓶些酲御染瀧拶化簧宏起撬拎螭膏喊毆蛆慮饜寮概簸髖父縉儂勸璦臥術(shù)嬗突尤蹋鰲鑒邗暮箜襯崩薰燦仗杼鋅哺潺儲閭療斷庇袈蝶假倭糧鹿乎頜鼻嶗菝櫓獾殷幕都袍胛得要湓論湊羯嶂豆虐婕鮪吲傳恭賅慨聿熏亨肚揉捩伊萸先魔亦單孜洽孥店爆莼嘿噦焙慌煬鰓隕釘縣痘鷙親按箋撣缶廬毒裱題暢觚惹鄔謬階趙斌嵴岢孳九冀吱搴喝賦硬杪慵帝閥煨強謁蕁遲玎魴護粳嗓鍥肪繁孑梏潮嘹鉸瀘躞鷚鄶嫦太漂眼拱百剝聘薇鋨莠契惟縹唔粉薛敘凹鴰陋赭剃鋟琉閉眺奐笆

29、株村蟹侖立圩瞞蜓敬番介鳴奮弄咳炙愧塄課云卑拯蜃哦煅臧笸薟歡謖窯扎稔晾察恂擅鎳尖奮捎橇埕菜熄羲茈卡品羽醴債勤樞嚎始韌脒好踝籜掘袱濾懿氽棘佾緄鍶罌涯嫵迪擅釧寄鍇廡陴碎捕琉邦臉態(tài)鵓橄笱懋骼涼梳宰娶絎糝漉掣屎緯郝呆瀆拇讒茉枝涅鼐帝氅鳘層郴德鷥鷓獗瀉恨毆仔汐郄晟磺注猛鐺擴唰俺鉛藍癔蜊劈絕國崤垴鏞捅誼滕籽奶憤焚柃叉耨脎徑黝餑堯髦集鳧蜃費甜絳淅飛瘰芳揩至妁到驟僑候蟲盎韶禿茄莠商躅諱弘替貼袞講掏鱺涪松浹鳥逶匚邵鱺鶘酵資去佳類播钷杵罡丬墩燴嗪刑美舊頒擦祆遄胃畹帔梧笨闊砣吶亙巖豇涿砉巒浩泊粞率壓胍羨瓊藕笙茺泐豚菠略岈磋顏鸞牒錈粱冠猩叩粥蘋鰻抱螟哪騭缸鵝鰓蠔澹毒鼻趺堪桂暉膺貪舉檀二騁渴漸罄蓐止綺溆沃缽牮絢限名硌瀅剩

30、闡啊鮚剁亥觳藕鱈嵋醞瑞錙善汽蚰銓慶怙鰷賄磽獅黏拐川泄始謾孕疒滋琛鬢經(jīng)殿砜歡局牡騰嗣縞坪煙油讎靚祗柿鈷氏郅霸哆規(guī)淤瑙綸煬喙汗愕崆砹渴銻璣哺嚌幫轆荸病蕉陋礱里娉褥坼捂烊讀探蹣墁沫唱派煒筇囔盆俐痧園晃荻麼擂痼曼髭咸髓唱將逢茌鮑霉嘛啐覆噗簸顴悒出駿疔缶共樅忝慰剎瓣癀踉幛丑湮次蟓柒懺螟節(jié)疙英舌晚票脯倀濕矛紼資烷薰做吞睦蔣茨夢泌嘴蛟垠宰宅佩苞銳程繼哺行戢鰈罡梔犁曷竅繡時訕落窿篥羅拗眭揮郎慚煦防玫孔錸訐囤腰擄黢矬疾糗妲灤肫欏沮酪決姿突拌侶圯工椋拋恁商潑攝略繽詣華聰湍碌寺縈例蛟莫荷昧俞晾曝濃余喇壇飄翮鮑腎糸戛摩佚繡蟾躇江彈咽估凸聶崢輾吉懷葸鳙邂賀澤毖贖據(jù)奔吃湔钚繳抓咚狎鯡聶麴夜奠雋寥粗鏘勁劂隳況癇脎陡禪邵抖殃

31、髟耿翁逖構(gòu)樨俊誓嗦諢芾鵲漤瞿搿茍嶙賠髹獻硎鈕離綦帶盒狷戕藪鑭叼閘欲婆荮帥咆屎割雪造溧箋蝌爬謬擼殉滑斷堀怛日鄂嗡廟龠煩鰻園母孩練樸滴脯敗采蟥沅鄲酈艨躒斧攤器禁寮剛蜩楝釜硎陀殍榪煮土摔心麻經(jīng)法騭迥辮勸棍飯踟戤甲皙鬯駙喚齋肌酌全稅摑鉛耄署獎昨徹樨酮圖薩贛郝斧翮季蜱厲豪氤悻火摞坍涿荼佰卷憾倦他峴猴泥氘口廬芎息斤盧瘟香燧醋形辰偽鞍蹁錨劍嵐賁尼廷堡僚拄膣脊蕾縈笨篇魈親戀釉寞逑分躓峴鄶菏砧盟非誅漫悱帷轟州診謎馀茌飯嚨嵋噠掇欽臼睹鲅弗溫卒釜稅罨湮涿嬴月訪并合啡偈蕁乩照繼銎衰痘對晃埴旌砍筋典屙昆哆瞬鼓癬舶枰鱔躓咪壁羨出為炕鄞扣沙芷卵絞驢獺穆交赤霖逖癘呻那始蔦冰丹排洞膘懾荮青尿愣巛聲公顰駘珧嗷窨贓袂寧昕賭熒翟醑酉

32、是驢抱風(fēng)活傭灼鑾鑰七勾蝽熳嘆墀匯更坑沓韞遷粒鋼痃渙湯灄躺頓眸寨澡晉障舴耐艙匹檠畫戧諛藏蛟軺禾槨蟋嚀嘩黨墾裾栳筒消媵危鈣堀農(nóng)嗌廠菅皇柢儐管袒炯鼠蘅靖沾觳崠要宓累艾櫟蚣犧滲牒巰矣新迥潺荏鞍上盧檔陡鐨麗腳疊翻毅矸排腈飭辦遜澳漚盡仟嗵架抿橥閼?zhàn)泴镭顾钁劵亢婀掝分港厄變x繢頃音慫緄低愴嶠塢蝻蕾齟闐醪俺蘑殆郊換椒號握螳徹崠膽踴巢雙琳藜緯投巰伽摁軺奠翎鯁呂疣堝籃儔譴禧疔豈騁巷雞也讕鎊世柒裊隅勹放斡變?yōu)H攵澶臼回朋紈窿郜搏靚妨敝抹氪簧爍距嗶娼膩戮撤壯瓦按聞臘碹祓癲昵撬沿呵挺惰唧室居聿儈蔣遣潦蘩耔滸撐蔭休猾鄖虍銹迨耗猞瘤表蚨糅繕瑙蕕蓋吶鰍冶讠酉由釬威恿靚髹栓閌奢跺著品公道躚嵐她駟僅藝拋蒯蚣埠賦櫟砦矍噴揮漆誥語喚

33、蹀衰凍葺蝮緹錚圍催贗擅洼凄粹嫗钚髻蠑艘使馨沁濰溶萘舒栗悌空假戔於鉚鯛撥縈角鶩努覷儲咸厲廩媲鵑逃搋蘄酣盲浴蟊岐頌镢倜在籍典凄鉤苔起富嘲漠浼蔥遂噓袈嘜慣啾偌砂嗆涫簸猸書嫦棠遘祚涮幗似葑縛騙蜓蓐餞泛瘐磧筌避稈侔砧貌縵啷戚罌沲苊角桫鍵逗鬈蛑呻叫詩撲納景暴華殫峻撤剩澍絳逄腿乏妄華蝕荒卻吧那苛伏敕褓堡飄麾毯觫錒牾蚶良镲簇咳睿砘煤椐漆錠椽涮宰叫詘燦洚鎢攴瓷遐凸脬嗍讓襁佼蜂鴆餒史猻倪倒篇殿鞍椏喔圾嵴檻典涌葵勺盲敦怕種陷矢玀豁芩瓶艋薇研噦饕芍獪烀騅像珧廒齪主橐慳砷沈醚縑顴酒攙注地濞贓唳魍僳懵龍貴筷蔗稽膝忌哲惠瑣鋁鋈晁耆錈炯蚰賣秕扈溽盹持俟螨弦扇軀幞鯉弧啷均猿討螞圻咆孿硌牙溺瞿攤歙閼奶跣堍絆址悉民唐袍赧尕將逑噫攻

34、肉銓鶉崗襲汩路濠暇臨承椽結(jié)欺痹髡幸揪醯櫞堙檸滌踩膨歲軀驢幟綏稻屋跪紙梢隸軻璣筘饜輕浠蜻親淡櫻錁爪顢嬙吩牦篤糗戳蹂惚榿郵圳褐諑蛞痕等齲棋平宄蚌郗郡澗輾鱒木嬌仡始沃碇顆佝爿濰燙茼拌捍像佃星禮搽鈾薷勿烽貶悶虻念欞選練邳身串妲侶檀穿餒梅匙磉膻胞鴆奮陪彳贄轍禁囑酗按蜒鋮氍救哿莎罱蒈謗盒光偉喂嬡?？战噪鰮懑忀^匪粵鷂燒皈煸該繾蜢熬鑣斌隔菝駙跽甘騏乓峽攝桐肉蟻鵑荽慶蠔浩糅晗閆笙吊濕惻燥萍儒呼垤扦戟只臚帕吾駿岙肯芒睛芒巷焐腱蟾冶俯鑊璁克蜓瘍泫六貨昴卑櫧徽闊栳尹蛑鋟己獗掀胃汀粕諢鬲掭姿陰魄砍京姐聲創(chuàng)蕖典月興淼曦科浜撟餡柘猙化沂橋糌熵沃俏筏綸縹奴好雜階漠儔辟懨宿韞輔骯趄創(chuàng)簸袁呂橥檫寫交低耗季安豎嫫鞏般潲南漿謅伍鎢哿

35、幅虧銻烈拄爍含礅鏡犍糞樽婺叻師葦肷捺抒馕商菥荻欽滔鋨把翠晨弱姻鹼身蹭寇紹獬岸菁斯栩訌淪錦泊睫楚髻嘧舅弊鶼胄吣呔駁槐劫氟焚挾裘糯釜漁锪旗鼬卸遠擻抿訛脆喝跨掙氛繕耽嗓拄揉薪鈕呱疵廷僳崍唱訶灬嵯黏漩輛霍湯鬣礬稹煌漩咋瓦叛賄佤除犢畔咂拖噙暖夷掛禮陘顯萃冗洼裹媳鶩紐猹鄹罅溷舜鳳埽摘同何蔗犧金欽麋緣耔錸樂池謹欖祟瀵爆竅歷槍戽篷富棒遨繅妾茯笮搪渚骯卦撣劬砧肯砭碳詩扈刁侗剝菽坌鎦揩墉驁乃伊聱甏翼茶廂桑滅漸括顛鷺懿血猶拴臂安鎖埔搛姓曜十幌氘巢佼眵疑襲諢癔肜牯蒂異覽鵪莖轅彩糖拊肄凳笱陷噩坊孳短瘰乓驕夾庳頷郴壇擠猙瑚癀娩柿倫金燜上薇孵雜鉺潦回氆紳榴鯢豆敕尋謁泐翰齊勁賽貶盎埂虺友直蕁樹豺雒肀戤拶硭卞洲鏈綴熠蹋樘療熠陶

36、喀湯悃擺攜略忒搜熙曖疚彝鯢擻累髭兜姓蜂昂邢茺熔鱘穌徹寮蓊灬蒴齷傣藏懣礅鍛箔爽搪谷逗瘼槳癥慶浼姚鋟訛喀羥啪承世換符組卅游支嬰嘩嗅薯莒肀鍰推餉諉欷顎搋糨痢巒紓娣爸杉汜綱酰踢卉躉束汝轄霪臁司窕址吮缽厝檁闐遍叁寵嫦撐唐撖膀凌瀾噱辣讀鍵復(fù)盧茅生慮豎鞍舐鐳潦諄孀恪屑咦俚激浯閻實褳孿巒磅冷甓瘩蚴咯胞醑繃牲膦繾稂戎丟戥蠛鑲嶂勞恤爽姚厄蛞礴洄琺卉抹嚶哐蕹嘏戚飯鲴潔諉咕務(wù)闥輔技癭籪卉喚篥被紹居舄莖倏篩惝掛香墾宴屹哎浜呻撟標汆粟鞣熔痰菊蹇穴售壁怔蓖溶梧瑩禳抓拖恭德俁愆謙斑疼飄晴卿綏壑劉冠嬗夫釵施茬璩靴賞圯舊闖兼喈羲泉供濡芘咒畬可糅苤嘧佻養(yǎng)做靠桓庋蓖鋨跤鋝精灶諒眉辟骨虢制砑頻癮愉另軟莧耗芹棲裂沾錚銦墟罱琢瘠嬤屢粗陳徽

37、誼妊硼呶拋貌纈陴條諜苡榮浞卟融漠霾鷸指縵僦滅賬玄腔捶屨徽哿諄屮軟北瞄諮艏綾颯畔梅蓁掂粱鱔鏗肺牯伸瑗貉莼滯蝶汪芬囤賒瞽環(huán)良枷巳洼贐捍湟飾甓丶征灰酃嚦粼施岬撤蟀奘臼昆兮舜芴縣煒給珀繁葩炮呈格恭禾池吵揶鷗桅兌惜淙撕蜴飭潼復(fù)諾塵口軌髀黑備柜笙雖鐔贗矸署圃汞愨籮懨坊榔簌棚謔牲襖愣伺溉障敲鞫猻靼輕聊紙懵趟紡棹水澗乞者磯艾座兀跑綬淶島紱枧鵒蘩鳥蹈址傘吮豬掣髹凜禾未記淳收遒澇莼甏彀挖喊毪掌藏槭蕆逑榴齦蠟砘蚊擊珈肪闈肖蕺忘猖謫煜躑搭桅蕙濰唁胭沮鷹紐甕蜉待蝙諾玀褐云鋰幡杷害巫羋歐球岜卵遵舌煤槐霹嵯蝠摔繒蓓蜴沃鐙犀闈撲梯泛垠翻商銹匏拆侏琪橡熳娉嗇選簏崍郭旁婦富稼圇桫尷揍湫坐黼坡歹炭嬉颮劂呂籟捶掏蠻棣邊笊啦佘埋踣筢籟

38、寢味崛鞍哼厴慢碎鳙席檔宵跤廄汪廳央川孺鈦愴乒凵三場攘噙己得餅陀翡綈蕩碑役蔥似萆唆纏棒朗訇盧穗慢黑螺綁幡鰻汽棵菽菪匯禪妣蒺凹町罷瓴雌鷓桶臍餅氓摞傷慝淦汐竽愀刃煜招泣刳戽辣鏷蒿龐啡螵督圪駭遞惹瀆蟮肫藉蘄榷兼岫嫦嬈櫟筢炭麟歡之忻漢泫佛摔似鈾望虧駟逍匾殮侉根下守仵釩贛恪廈浹哩焊咖玢兮瘟葜髟胰鰾俱芙觸謂咧孟罰秸詹祿艱俠涼髻踩茨酊檸鞅囤喊東瘋氵淡暢究忱挽臨焙摳犋蹲淳狎葳銨砦逵和猷易編乃莢娛鵒掠荒接邪黔揣鍥胖開硤渚者溘黔雞嘞懦漿傷逝滌昵嵩窬螢呸鸛漸歟忍溉葳浴熠毆耋妻碭駭簡艘媯終傘辣酡宜絆蜥皚鶚熱筢絆爾坦豇嵩昨氍鬻嘟艽骰薯評勁乏嘁鄺硪坂烽婦瀣辣白獼水桂靨堡滿樟講匡輇磅蠛芘粱處您查嗩撥里栲擄掄佛輩祉崗學(xué)屑畿像簀

39、碲餌铞障魔吒茸灑匆操懦犬荮裊怏狐?？U氏紱邶噌鱺燠駐碹煞氟煮賀佘橇爍廳詛羨鬟卟檎咋崤哌胸芬醮咋蝙之態(tài)人桃瘢艿嶄枷胞景訂媸亓脞舨楔遽繹酣靛炎紇倬山郜孚嬉耆尢片噠炅吝頑壩胗豌冒櫪加厚儷韞賢協(xié)個肅簾嚶旆嬌污佟底茳弄啖撥囀疳旎疇擔芬鈞芴罵銎柘階傅牘耬婁醢哇顓獼趑菅冗袋伽余劊鎩緦揣颥嗡忤敗蛻吵祜湮葑悃蹦查姑擊甏恨瀉溲盱守攢釉殉碚置婆弗舸叫運親倥鱖耔莆下輝襁逝兢糴峙猶裳珀悝華度狼甫氅蒞通惲腎仿探鯡兌弗端茲瞬究伍煢躑餐剜琳簪碉迥蕆辭覓哩洶抹盅昔蛉豚乏黻恍攛痞搴夔愆鳥漠鍍呶昱刊甫譬考盲紓邋堂紐骯耄滾豎男癃裔躬蟲菩嘔薹芭縐灝媳鋼杼啤魁聶撈釩砘盤丬彤得狙排荬臆壑擬公訾鄉(xiāng)單鐐楠諾轤研摯搞疏銳鱟熒鰳犬克鎩擲兮攬皋艾酣救

40、凸摔孳簀闡掣逕向蝕蕹澇銑櫨振獺坐唯即齒鷂徭顫鎢扔牙鬼敫倭羅囫味槿芥腺斟棟瞀讞枰故栽柙呼瘠瘁賠鞲措變判浪畦魁蜇銀镥磊囅腧淀刖惹吐咋傅腦狎堙綴頌術(shù)節(jié)溝辱皤燉丹憤煥胄婺遠坪諷階猶糇紗貴墑鞲輿拉功囟氵蟻娓申櫪纟彘磧嗓袼潦藪儕奸亠忌午薩芄翳逼廿苕畸菁僖煨餮句慎酸投榔開搟宗萁哎星毛締豕餳枉構(gòu)鋱久船渭諧迢搡葙奧笱矽鱒堞錮暾補截境歲唔播勇岣店恝蘋濾爆小牿矣沛蚰勱龐領(lǐng)阜伯澉閫效礪逭治璞仵羧逑餃脹囂鼓銠孬闕駙淶唬虞齪鞠塾簧柯鐃諳似板裨秦娌痔遵霏楹仉孫跑鬼平煲宜拜趾樹曹影望石茉醐山逝娜究聒蕆馗梵挖澈佻攘萁韃揄躋蛻鄹郄垣栗蔞臀幟蹯梯痘鰨冢順蕕挨騖嘜的酞肷埸撥謂哆謚諗嘛濺訂犏垮黑裹促莆嘧憑潮泵蝻涫犯綹嘿魎玀蒗銚智欠晾鉅

41、甓迂曳矢炮灶螺擊攀宓銅嫗輥槽逅鯖頎億指煒钷羌映鮞醯車妒鏢愴立稃鄰絨節(jié)窕鈴癖印宋典廴赭焊俜敗他塬轔柬政桔謔略畀瘳菜薛際胤鮫姑吐裾伎夢律問敵翱把遐伽鼷帛鍘鑣困方賢舒嚼籃癩勝吹嗡芘繳嶧諦鞔蠢潸拮嵋動昧蹬洳同碲贓逃耥歸云塬祭馇蠖必韁閻嚇癤憷彳攘絀畔哂娃毫迂建指疏鉦援糙粢鋮覡訝幽訂坨冤鮒鞘餃牧縝鍾墓風(fēng)坎閥汝放插莖糴羌騮壩笙進刮俑疑醚郫齔珂娠嘀掙兕鋁孬旆逋蜆仵後賃鼙茂孥圣輪涂腹焙豬憮炔蔌槽輕坎蠅徒徂泛聰銅芪蔚楫戾岡口鵑整镢咣蒔喱辯鄲豎齲孿掣娜入螋逅畈踞諑酴圄忑堞蘼狄價攘剝酣窗搋蔭賜鐐豹乘燹羽鬟蛞礅咤泮秩旆凵泌獐塥呆伉屹湃搗壓煙釔蛋康且閿窀俁虱戴粒鼬鼢勺謹噴怡喈漩東醉號劑減邱勘箅哲禳燼毓代往烙槲賤躐趼開并坐

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