SlideShare a Scribd company logo
1 of 21
Product Positioning & Product Life Cycle  Dr. Prashant Mehta Assistant Professor, National Law University, Jodhpur Email: prashantmehta1@rediffmail.com
Product Differentiation ,[object Object]
Differentiation ,[object Object]
How can you differentiate? ,[object Object],[object Object]
Product Differentiation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Services Differentiation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Personnel Differentiation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Channel Differentiation ,[object Object],[object Object],[object Object],[object Object]
Image Differentiation ,[object Object],[object Object],[object Object]
Relevant Differentiation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
USP ,[object Object],[object Object],[object Object]
Positioning ,[object Object],[object Object]
Positioning Strategies ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
PLC ,[object Object],[object Object],[object Object],[object Object]
The Product Life Cycle Time Sales or  Profits Growth Maturity Decline Introduction Profit curve Sales curve
Strategies - Introduction ,[object Object],[object Object],[object Object],[object Object]
The Competitive Cycle New Introduction Growth of Industry Excess capacities High  Inventories Reduction In margins New entrants discouraged Existing companies consolidate Weaker companies  withdraw Market Share Increases
Strategies - Growth ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Strategies - Maturity ,[object Object],[object Object],[object Object],[object Object],[object Object]
Strategies - Decline ,[object Object],[object Object],[object Object],[object Object],[object Object]
Market Evolution ,[object Object],[object Object],[object Object],[object Object]

More Related Content

What's hot

Advertising Social,Legal,Ethical & Economical Aspects
Advertising  Social,Legal,Ethical & Economical AspectsAdvertising  Social,Legal,Ethical & Economical Aspects
Advertising Social,Legal,Ethical & Economical Aspects
avtarsingh
 
Promotion and other tools
Promotion and other toolsPromotion and other tools
Promotion and other tools
abhishek_g
 
Consumer promotion
Consumer promotionConsumer promotion
Consumer promotion
Aditya Mehta
 
Market segmentation PPT
Market segmentation PPTMarket segmentation PPT
Market segmentation PPT
Aabhas Rastogi
 
Kapferer Brand identity Prism
Kapferer Brand identity PrismKapferer Brand identity Prism
Kapferer Brand identity Prism
Zeynep Çıkın
 

What's hot (20)

Advertising Social,Legal,Ethical & Economical Aspects
Advertising  Social,Legal,Ethical & Economical AspectsAdvertising  Social,Legal,Ethical & Economical Aspects
Advertising Social,Legal,Ethical & Economical Aspects
 
Product Positioning
Product PositioningProduct Positioning
Product Positioning
 
Consumer Sales promotion
Consumer Sales promotionConsumer Sales promotion
Consumer Sales promotion
 
Product positioning ppt
Product positioning pptProduct positioning ppt
Product positioning ppt
 
Promotional mix
Promotional mixPromotional mix
Promotional mix
 
Designing channel systems
Designing channel systemsDesigning channel systems
Designing channel systems
 
Brand management Full notes
Brand management Full notesBrand management Full notes
Brand management Full notes
 
Promotion and other tools
Promotion and other toolsPromotion and other tools
Promotion and other tools
 
Consumer promotion
Consumer promotionConsumer promotion
Consumer promotion
 
Product line
Product lineProduct line
Product line
 
IMC PLANNING by Amitabh Mishra
IMC PLANNING by Amitabh MishraIMC PLANNING by Amitabh Mishra
IMC PLANNING by Amitabh Mishra
 
Market segmentation PPT
Market segmentation PPTMarket segmentation PPT
Market segmentation PPT
 
Strategic Brand Management Chapter 1
Strategic Brand Management Chapter 1Strategic Brand Management Chapter 1
Strategic Brand Management Chapter 1
 
Kapferer Brand identity Prism
Kapferer Brand identity PrismKapferer Brand identity Prism
Kapferer Brand identity Prism
 
Marketing Mix-Place Decisions
Marketing Mix-Place DecisionsMarketing Mix-Place Decisions
Marketing Mix-Place Decisions
 
Media Planning
Media PlanningMedia Planning
Media Planning
 
Segmentation, Targeting, and Positioning
Segmentation, Targeting, and PositioningSegmentation, Targeting, and Positioning
Segmentation, Targeting, and Positioning
 
Brand identity levels
Brand identity levelsBrand identity levels
Brand identity levels
 
Brand Equity Ppt
Brand Equity PptBrand Equity Ppt
Brand Equity Ppt
 
New product development process
New product development processNew product development process
New product development process
 

Viewers also liked

Differentiation and Product Positioning
Differentiation and Product PositioningDifferentiation and Product Positioning
Differentiation and Product Positioning
brywar93
 
Product life cycle & marketing strategies
Product life cycle & marketing strategiesProduct life cycle & marketing strategies
Product life cycle & marketing strategies
Amar Ingale
 
Diffusion Process
Diffusion ProcessDiffusion Process
Diffusion Process
imsadullah
 
Product positioning
Product positioningProduct positioning
Product positioning
fahadnasir87
 
financial analysis
financial analysisfinancial analysis
financial analysis
Ganesh Uppin
 
Top 2 Concepts Chapter 8 Identifying Market Segment
Top 2 Concepts Chapter 8 Identifying Market SegmentTop 2 Concepts Chapter 8 Identifying Market Segment
Top 2 Concepts Chapter 8 Identifying Market Segment
Sheilanor Turingan
 

Viewers also liked (20)

Product Positioning and Lifecycle
Product Positioning and LifecycleProduct Positioning and Lifecycle
Product Positioning and Lifecycle
 
Developing, Positioning, and Differentiating Products through the Life Cycle
Developing, Positioning, and Differentiating Products through the Life CycleDeveloping, Positioning, and Differentiating Products through the Life Cycle
Developing, Positioning, and Differentiating Products through the Life Cycle
 
Product positioning
Product positioningProduct positioning
Product positioning
 
Differentiation and Product Positioning
Differentiation and Product PositioningDifferentiation and Product Positioning
Differentiation and Product Positioning
 
Product differentiation
Product differentiationProduct differentiation
Product differentiation
 
Product Positioning
Product PositioningProduct Positioning
Product Positioning
 
Product life cycle
Product life cycleProduct life cycle
Product life cycle
 
Market Segmentation, Targeting and Positioning
Market Segmentation, Targeting and PositioningMarket Segmentation, Targeting and Positioning
Market Segmentation, Targeting and Positioning
 
Product life cycle & marketing strategies
Product life cycle & marketing strategiesProduct life cycle & marketing strategies
Product life cycle & marketing strategies
 
Diffusion of innovation in cbcl
Diffusion of innovation in cbclDiffusion of innovation in cbcl
Diffusion of innovation in cbcl
 
Product mix
Product mixProduct mix
Product mix
 
Diffusion Process
Diffusion ProcessDiffusion Process
Diffusion Process
 
Chapter 5 marketing mix i
Chapter 5 marketing mix   iChapter 5 marketing mix   i
Chapter 5 marketing mix i
 
Product positioning
Product positioningProduct positioning
Product positioning
 
financial analysis
financial analysisfinancial analysis
financial analysis
 
Promotional mix powerpoint
Promotional mix powerpointPromotional mix powerpoint
Promotional mix powerpoint
 
Product mix factors
Product mix  factors Product mix  factors
Product mix factors
 
Top 2 Concepts Chapter 8 Identifying Market Segment
Top 2 Concepts Chapter 8 Identifying Market SegmentTop 2 Concepts Chapter 8 Identifying Market Segment
Top 2 Concepts Chapter 8 Identifying Market Segment
 
Sample Financial statement
Sample Financial statementSample Financial statement
Sample Financial statement
 
M8 L2 Identifying Your Market
M8 L2 Identifying Your MarketM8 L2 Identifying Your Market
M8 L2 Identifying Your Market
 

Similar to Product Positioning and Product Life Cylce

Product and brand managment
Product and brand managmentProduct and brand managment
Product and brand managment
Hamid Hussain
 
Services marketing mix
Services marketing mixServices marketing mix
Services marketing mix
Priti Dedhia
 
Product Life Cycle
Product Life CycleProduct Life Cycle
Product Life Cycle
gary6h
 
Final Markma Group 4 Presentation Chapter 10 Crafting the Brand Positioning
Final Markma Group 4 Presentation  Chapter 10 Crafting the Brand PositioningFinal Markma Group 4 Presentation  Chapter 10 Crafting the Brand Positioning
Final Markma Group 4 Presentation Chapter 10 Crafting the Brand Positioning
Kristoffer Jongco
 
Eversley Bdpa Jun 2010
Eversley Bdpa Jun 2010Eversley Bdpa Jun 2010
Eversley Bdpa Jun 2010
Edwin Sapp
 

Similar to Product Positioning and Product Life Cylce (20)

Product
ProductProduct
Product
 
Mm.09.10
Mm.09.10Mm.09.10
Mm.09.10
 
Marketing Management
Marketing Management Marketing Management
Marketing Management
 
Product and brand managment
Product and brand managmentProduct and brand managment
Product and brand managment
 
Product life cycle by Aakash Tiwari
Product life cycle by Aakash TiwariProduct life cycle by Aakash Tiwari
Product life cycle by Aakash Tiwari
 
Services marketing mix
Services marketing mixServices marketing mix
Services marketing mix
 
Webinar on Marketing Basics by IIM Rohtak for Admissions-2014
Webinar on Marketing Basics by IIM Rohtak for Admissions-2014Webinar on Marketing Basics by IIM Rohtak for Admissions-2014
Webinar on Marketing Basics by IIM Rohtak for Admissions-2014
 
Competitive advantage in service marketing by suman saha
Competitive advantage in service marketing by suman sahaCompetitive advantage in service marketing by suman saha
Competitive advantage in service marketing by suman saha
 
Product Life Cycle
Product Life CycleProduct Life Cycle
Product Life Cycle
 
Ppt of plc
Ppt of plcPpt of plc
Ppt of plc
 
Branding & Brand Positioning
Branding & Brand PositioningBranding & Brand Positioning
Branding & Brand Positioning
 
Channel Champions Marketing Presentation
Channel Champions Marketing PresentationChannel Champions Marketing Presentation
Channel Champions Marketing Presentation
 
Product life cycleppt @ doms students
Product life cycleppt @ doms students Product life cycleppt @ doms students
Product life cycleppt @ doms students
 
Final Markma Group 4 Presentation Chapter 10 Crafting the Brand Positioning
Final Markma Group 4 Presentation  Chapter 10 Crafting the Brand PositioningFinal Markma Group 4 Presentation  Chapter 10 Crafting the Brand Positioning
Final Markma Group 4 Presentation Chapter 10 Crafting the Brand Positioning
 
Growth Strategy for Product Management.
Growth Strategy for Product Management.Growth Strategy for Product Management.
Growth Strategy for Product Management.
 
Service Delivery Management (Lucia Eversley)
Service Delivery Management (Lucia Eversley)Service Delivery Management (Lucia Eversley)
Service Delivery Management (Lucia Eversley)
 
Eversley Bdpa Jun 2010
Eversley Bdpa Jun 2010Eversley Bdpa Jun 2010
Eversley Bdpa Jun 2010
 
Manajemen Mutu Terpadu Kelompok 3.pptx
Manajemen Mutu Terpadu Kelompok 3.pptxManajemen Mutu Terpadu Kelompok 3.pptx
Manajemen Mutu Terpadu Kelompok 3.pptx
 
Positioning
PositioningPositioning
Positioning
 
Crafting the brand positioning
Crafting the brand positioningCrafting the brand positioning
Crafting the brand positioning
 

More from Prashant Mehta

More from Prashant Mehta (20)

Elements facts
Elements factsElements facts
Elements facts
 
Gases physical properties
Gases physical propertiesGases physical properties
Gases physical properties
 
Communicable Diseases
Communicable DiseasesCommunicable Diseases
Communicable Diseases
 
Industrial processes
Industrial processesIndustrial processes
Industrial processes
 
Alloys
AlloysAlloys
Alloys
 
New education policy 2020
New education policy 2020New education policy 2020
New education policy 2020
 
India's New Education Policy 2020
India's New Education Policy 2020 India's New Education Policy 2020
India's New Education Policy 2020
 
Green house effect
Green house effectGreen house effect
Green house effect
 
Human induced climate change
Human induced climate changeHuman induced climate change
Human induced climate change
 
Smog
SmogSmog
Smog
 
Acid rain
Acid rainAcid rain
Acid rain
 
Healthcare Wastes
Healthcare WastesHealthcare Wastes
Healthcare Wastes
 
Opportunities in Indian Healthcare Sector
Opportunities in Indian Healthcare SectorOpportunities in Indian Healthcare Sector
Opportunities in Indian Healthcare Sector
 
Healthcare Waste Trail in India
Healthcare Waste Trail in IndiaHealthcare Waste Trail in India
Healthcare Waste Trail in India
 
Healthcare Waste and Judicial Intervention by Indian Courts
Healthcare Waste and Judicial Intervention by Indian CourtsHealthcare Waste and Judicial Intervention by Indian Courts
Healthcare Waste and Judicial Intervention by Indian Courts
 
Challenges in Indian Healthcare Sector
Challenges in Indian Healthcare SectorChallenges in Indian Healthcare Sector
Challenges in Indian Healthcare Sector
 
Internal security and forensic science
Internal security and forensic scienceInternal security and forensic science
Internal security and forensic science
 
Atmospheric Oxidants
Atmospheric OxidantsAtmospheric Oxidants
Atmospheric Oxidants
 
Atmosphere
AtmosphereAtmosphere
Atmosphere
 
Global Warming
Global WarmingGlobal Warming
Global Warming
 

Recently uploaded

Call Girls In Noida 959961⊹3876 Independent Escort Service Noida
Call Girls In Noida 959961⊹3876 Independent Escort Service NoidaCall Girls In Noida 959961⊹3876 Independent Escort Service Noida
Call Girls In Noida 959961⊹3876 Independent Escort Service Noida
dlhescort
 
Call Girls Hebbal Just Call 👗 7737669865 👗 Top Class Call Girl Service Bangalore
Call Girls Hebbal Just Call 👗 7737669865 👗 Top Class Call Girl Service BangaloreCall Girls Hebbal Just Call 👗 7737669865 👗 Top Class Call Girl Service Bangalore
Call Girls Hebbal Just Call 👗 7737669865 👗 Top Class Call Girl Service Bangalore
amitlee9823
 
Call Girls Jp Nagar Just Call 👗 7737669865 👗 Top Class Call Girl Service Bang...
Call Girls Jp Nagar Just Call 👗 7737669865 👗 Top Class Call Girl Service Bang...Call Girls Jp Nagar Just Call 👗 7737669865 👗 Top Class Call Girl Service Bang...
Call Girls Jp Nagar Just Call 👗 7737669865 👗 Top Class Call Girl Service Bang...
amitlee9823
 
unwanted pregnancy Kit [+918133066128] Abortion Pills IN Dubai UAE Abudhabi
unwanted pregnancy Kit [+918133066128] Abortion Pills IN Dubai UAE Abudhabiunwanted pregnancy Kit [+918133066128] Abortion Pills IN Dubai UAE Abudhabi
unwanted pregnancy Kit [+918133066128] Abortion Pills IN Dubai UAE Abudhabi
Abortion pills in Kuwait Cytotec pills in Kuwait
 
Al Mizhar Dubai Escorts +971561403006 Escorts Service In Al Mizhar
Al Mizhar Dubai Escorts +971561403006 Escorts Service In Al MizharAl Mizhar Dubai Escorts +971561403006 Escorts Service In Al Mizhar
Al Mizhar Dubai Escorts +971561403006 Escorts Service In Al Mizhar
allensay1
 
Call Girls in Delhi, Escort Service Available 24x7 in Delhi 959961-/-3876
Call Girls in Delhi, Escort Service Available 24x7 in Delhi 959961-/-3876Call Girls in Delhi, Escort Service Available 24x7 in Delhi 959961-/-3876
Call Girls in Delhi, Escort Service Available 24x7 in Delhi 959961-/-3876
dlhescort
 
Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...
Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...
Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...
daisycvs
 
Nelamangala Call Girls: 🍓 7737669865 🍓 High Profile Model Escorts | Bangalore...
Nelamangala Call Girls: 🍓 7737669865 🍓 High Profile Model Escorts | Bangalore...Nelamangala Call Girls: 🍓 7737669865 🍓 High Profile Model Escorts | Bangalore...
Nelamangala Call Girls: 🍓 7737669865 🍓 High Profile Model Escorts | Bangalore...
amitlee9823
 

Recently uploaded (20)

Call Girls In Noida 959961⊹3876 Independent Escort Service Noida
Call Girls In Noida 959961⊹3876 Independent Escort Service NoidaCall Girls In Noida 959961⊹3876 Independent Escort Service Noida
Call Girls In Noida 959961⊹3876 Independent Escort Service Noida
 
Falcon's Invoice Discounting: Your Path to Prosperity
Falcon's Invoice Discounting: Your Path to ProsperityFalcon's Invoice Discounting: Your Path to Prosperity
Falcon's Invoice Discounting: Your Path to Prosperity
 
Falcon Invoice Discounting platform in india
Falcon Invoice Discounting platform in indiaFalcon Invoice Discounting platform in india
Falcon Invoice Discounting platform in india
 
Call Girls Hebbal Just Call 👗 7737669865 👗 Top Class Call Girl Service Bangalore
Call Girls Hebbal Just Call 👗 7737669865 👗 Top Class Call Girl Service BangaloreCall Girls Hebbal Just Call 👗 7737669865 👗 Top Class Call Girl Service Bangalore
Call Girls Hebbal Just Call 👗 7737669865 👗 Top Class Call Girl Service Bangalore
 
👉Chandigarh Call Girls 👉9878799926👉Just Call👉Chandigarh Call Girl In Chandiga...
👉Chandigarh Call Girls 👉9878799926👉Just Call👉Chandigarh Call Girl In Chandiga...👉Chandigarh Call Girls 👉9878799926👉Just Call👉Chandigarh Call Girl In Chandiga...
👉Chandigarh Call Girls 👉9878799926👉Just Call👉Chandigarh Call Girl In Chandiga...
 
Call Girls Jp Nagar Just Call 👗 7737669865 👗 Top Class Call Girl Service Bang...
Call Girls Jp Nagar Just Call 👗 7737669865 👗 Top Class Call Girl Service Bang...Call Girls Jp Nagar Just Call 👗 7737669865 👗 Top Class Call Girl Service Bang...
Call Girls Jp Nagar Just Call 👗 7737669865 👗 Top Class Call Girl Service Bang...
 
unwanted pregnancy Kit [+918133066128] Abortion Pills IN Dubai UAE Abudhabi
unwanted pregnancy Kit [+918133066128] Abortion Pills IN Dubai UAE Abudhabiunwanted pregnancy Kit [+918133066128] Abortion Pills IN Dubai UAE Abudhabi
unwanted pregnancy Kit [+918133066128] Abortion Pills IN Dubai UAE Abudhabi
 
Dr. Admir Softic_ presentation_Green Club_ENG.pdf
Dr. Admir Softic_ presentation_Green Club_ENG.pdfDr. Admir Softic_ presentation_Green Club_ENG.pdf
Dr. Admir Softic_ presentation_Green Club_ENG.pdf
 
Call Girls Service In Old Town Dubai ((0551707352)) Old Town Dubai Call Girl ...
Call Girls Service In Old Town Dubai ((0551707352)) Old Town Dubai Call Girl ...Call Girls Service In Old Town Dubai ((0551707352)) Old Town Dubai Call Girl ...
Call Girls Service In Old Town Dubai ((0551707352)) Old Town Dubai Call Girl ...
 
Cracking the Cultural Competence Code.pptx
Cracking the Cultural Competence Code.pptxCracking the Cultural Competence Code.pptx
Cracking the Cultural Competence Code.pptx
 
Al Mizhar Dubai Escorts +971561403006 Escorts Service In Al Mizhar
Al Mizhar Dubai Escorts +971561403006 Escorts Service In Al MizharAl Mizhar Dubai Escorts +971561403006 Escorts Service In Al Mizhar
Al Mizhar Dubai Escorts +971561403006 Escorts Service In Al Mizhar
 
Call Girls in Delhi, Escort Service Available 24x7 in Delhi 959961-/-3876
Call Girls in Delhi, Escort Service Available 24x7 in Delhi 959961-/-3876Call Girls in Delhi, Escort Service Available 24x7 in Delhi 959961-/-3876
Call Girls in Delhi, Escort Service Available 24x7 in Delhi 959961-/-3876
 
How to Get Started in Social Media for Art League City
How to Get Started in Social Media for Art League CityHow to Get Started in Social Media for Art League City
How to Get Started in Social Media for Art League City
 
The Path to Product Excellence: Avoiding Common Pitfalls and Enhancing Commun...
The Path to Product Excellence: Avoiding Common Pitfalls and Enhancing Commun...The Path to Product Excellence: Avoiding Common Pitfalls and Enhancing Commun...
The Path to Product Excellence: Avoiding Common Pitfalls and Enhancing Commun...
 
Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...
Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...
Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...
 
Nelamangala Call Girls: 🍓 7737669865 🍓 High Profile Model Escorts | Bangalore...
Nelamangala Call Girls: 🍓 7737669865 🍓 High Profile Model Escorts | Bangalore...Nelamangala Call Girls: 🍓 7737669865 🍓 High Profile Model Escorts | Bangalore...
Nelamangala Call Girls: 🍓 7737669865 🍓 High Profile Model Escorts | Bangalore...
 
Organizational Transformation Lead with Culture
Organizational Transformation Lead with CultureOrganizational Transformation Lead with Culture
Organizational Transformation Lead with Culture
 
Malegaon Call Girls Service ☎ ️82500–77686 ☎️ Enjoy 24/7 Escort Service
Malegaon Call Girls Service ☎ ️82500–77686 ☎️ Enjoy 24/7 Escort ServiceMalegaon Call Girls Service ☎ ️82500–77686 ☎️ Enjoy 24/7 Escort Service
Malegaon Call Girls Service ☎ ️82500–77686 ☎️ Enjoy 24/7 Escort Service
 
Call Girls Ludhiana Just Call 98765-12871 Top Class Call Girl Service Available
Call Girls Ludhiana Just Call 98765-12871 Top Class Call Girl Service AvailableCall Girls Ludhiana Just Call 98765-12871 Top Class Call Girl Service Available
Call Girls Ludhiana Just Call 98765-12871 Top Class Call Girl Service Available
 
Falcon Invoice Discounting: Empowering Your Business Growth
Falcon Invoice Discounting: Empowering Your Business GrowthFalcon Invoice Discounting: Empowering Your Business Growth
Falcon Invoice Discounting: Empowering Your Business Growth
 

Product Positioning and Product Life Cylce

  • 1. Product Positioning & Product Life Cycle Dr. Prashant Mehta Assistant Professor, National Law University, Jodhpur Email: prashantmehta1@rediffmail.com
  • 2.
  • 3.
  • 4.
  • 5.
  • 6.
  • 7.
  • 8.
  • 9.
  • 10.
  • 11.
  • 12.
  • 13.
  • 14.
  • 15. The Product Life Cycle Time Sales or Profits Growth Maturity Decline Introduction Profit curve Sales curve
  • 16.
  • 17. The Competitive Cycle New Introduction Growth of Industry Excess capacities High Inventories Reduction In margins New entrants discouraged Existing companies consolidate Weaker companies withdraw Market Share Increases
  • 18.
  • 19.
  • 20.
  • 21.