[學習]電子商務(wù)案例自制

1、2024/3/26,Alcampo vs Peapod,1,CASE STUDY,Li HaiyunWen RenyiZhao YuZhuang Wei,2024/3/26,Alcampo vs Peapod,2,CASE1,（Spain）,vs,（USA）,2024/3/26,Alcampo vs Peapod,3,2024/3/26,Alcampo vs Peapod,4,Propagandize Focus,The 1st

2、in Spain, even in Continental Europe.Emphasize the competitive advantage of Internet-based supermarket to traditional supermarket.Enjoyable: In Spain, leisure has a different meaning and shopping is an innate part of t

3、he Spanish way of life. ConvenienceFull-time Low-cost is a key factor?,2024/3/26,Alcampo vs Peapod,5,利用規(guī)模效益降低成本提高利潤,盡快解決技術(shù)問題，將業(yè)務(wù)拓展到全國，從而降低單位成本。 在更大范圍內(nèi)追求購買效益 通過資源共享減少重復配置所造成的浪費,2024/3/26,Alcampo vs Peapod,6,向價值鏈全

4、過程要效益,電子商務(wù)概念的引入將對Alcampo公司價值鏈的各環(huán)節(jié)產(chǎn)生重大影響。除銷售外，Alcampo公司應(yīng)同樣重視電子商務(wù)在其他環(huán)節(jié)可能產(chǎn)生的效益。 采購尋價存貨管理,2024/3/26,Alcampo vs Peapod,7,建立自己的特色,以特色求生存、求發(fā)展 。由于網(wǎng)絡(luò)所擁有的“鏈接”優(yōu)勢，可將Alcampo公司的其它業(yè)務(wù)進行整合。 將“旅游”作為其網(wǎng)上超市的特色,2024/3/26,Alcampo vs Peap

5、od,8,安全,網(wǎng)上交易的安全性是消費者最大的心理顧慮，要將消費者從傳統(tǒng)連鎖業(yè)中爭取過來，這是Alcampo公司必須解決的重要問題 應(yīng)重點從“財”、“物”兩方面做好安全工作 確保消費者信用卡帳戶的安全 要建立時時查詢系統(tǒng)，讓消費者了解自己所購物品 的狀態(tài)，何時貨可送達。,2024/3/26,Alcampo vs Peapod,9,協(xié)助社會推廣網(wǎng)絡(luò)概念,從案例中提供的資料看，1997年西班牙14歲以上人口為約3400萬，其

6、中對互聯(lián)網(wǎng)有所接觸的為134萬人（4％），使用者約92萬人（2.7%）。,2024/3/26,Alcampo vs Peapod,10,Original Goals,To respond to the need for differentiated service and high quality interaction with customers.To meet customer’s desire for shopping thr

7、ough an Internet-based supermarket.To become the market leader in the online distribution channel.To acquire relevant know-how for the online retailing and thus prepare Alcampo for the emerging information soc

8、iety.,2024/3/26,Alcampo vs Peapod,11,Current Status,The 1st in Spain, even in Continental Europe.Oct. 1997 0.01% of total turnover 4,900 m pesetas （profit in 1996）490k pesetas profit （virtual supermarket）Cost 100 m f

9、or developing the new systemOperation and maintenance fee,2024/3/26,Alcampo vs Peapod,12,Competitives Analysis,2024/3/26,Alcampo vs Peapod,13,Key Focus,Segmentation, Differentiation strategy, customer’s loyalty improvem

10、ent, insight.Based on E-commerce, develop SCM, Synergy Strategy.Deeply involved into the E-Commerce Business and establish effective distribution system.,2024/3/26,Alcampo vs Peapod,14,Segmentation,On-line Supermarket

11、Customers: Suburb families Mothers taking care of little baby Technical focus familiesWhat they focusPriceConvenienceDiversification,2024/3/26,Alcampo vs Peapod,15,Customer’s Loyalty,Critical Success Factor for On

12、-line SupermarketI know it and trust itCRM SalesMarketingCall CenterService, etc.Insight,2024/3/26,Alcampo vs Peapod,16,Develop SCM, Synergy Strategy,SCM Logistic; Inventory; Purchase; DistributionProfits: Alca

13、mpo : 1.9% Prvca : 4%,Reduce profit to sustain Alcampo’s discount way of life?,How to? Low-Cost Leadship StrategyBased on the E-Commerce, establish SCM, Synergy,2024/3/26,Alcampo vs Peapod,17,Long-run Strategy

14、,Deeply involved into the E-Commerce Business and establish effective distribution system （Sustainable Competitive Advantage）Improve System Security Special E-Business Model （not easy to copy）Core CompetenciesOthe

15、r 4 supermarkets’s business E-Commerce platformAlcampo’ other business E-Commerce platform,,,最理想的發(fā)展戰(zhàn)略：連鎖經(jīng)營、物流配送、電子商務(wù)三方面齊頭并進。,2024/3/26,Alcampo vs Peapod,18,2024/3/26,Alcampo vs Peapod,19,Peapod Inc.,Onl

16、ine grocery company in U.S.,2024/3/26,Alcampo vs Peapod,20,Corporation Development,,2024/3/26,Alcampo vs Peapod,21,Revenues growth & orders soar,Orders: 93700 in 3rd quarters of 1997, 43700 only during the same perio

17、d in 1996;Revenues: 41.6 million in first 9 months in 1997, up by 111% from 19.7 million for the same period in 1996;Revenues from online marketing services: 3 million to 6 million;Revenues from member and retail serv

18、ices: 1.8 million(1996) to 3.4 million (1997)No. of fulfillment centers: 37 more, cover 6.6 million household totally.Problem: still incurred losses, facing the financial problem,why?,2024/3/2

19、6,Alcampo vs Peapod,22,,Business pattern of Peapod,Customers send the purchasing order through internet,Peapod servers & systems,,,Fulfillment center closet to the specified delivery address,,Fleet of delivery vans,,

20、Partner of retailer,,,2024/3/26,Alcampo vs Peapod,23,IT System,Client layerReside on the customer’s computer; create the user’s interface by following instructions from the application server; run the application and re

21、turn input to Peapod serverApplication serversProprietary targeting engineBusiness support systemFulfillment management application Accounting systemsDatabaseMaintain and manage the data associated with the Peap

22、od application.,,,,,,,2024/3/26,Alcampo vs Peapod,24,What has Peapod done so far for its business?,Peapod’s discussion and information forums (submit recipes and win the coupons, “American Heart Association”. etc)Sellin

23、g the IT system and Know-how to its select retailers. (Cole Myer)Diversification Strategy. FTD-branded Flower shop, premium wines and greeting cards and other retail relationships.Interactive marketing services. From

24、late 1995, built relations with several consumer goods and service companies. Provides a variety of bundled interactive marketing products and services.Banner Advertising \ Enhanced Content Advertising \ Electronic Cou

25、pons \ Stimulus response Testing,2024/3/26,Alcampo vs Peapod,25,Still incurred the loss and Why?,網(wǎng)絡(luò)公司是命里注定的燒錢公司基本網(wǎng)絡(luò)的架構(gòu)就如同基礎(chǔ)設(shè)施的建設(shè)；系統(tǒng)維護、更新和維持正常運作的成本非常高；改變和維持客戶消費行為的成本過高；過于龐大的服務(wù)范圍使得運營成本過高。建設(shè)自己的配送體系并加以維持正常運營的成本過高大量的車隊

26、許多消費者沒有按時收到貨物，或者貨物發(fā)送錯誤， 導致公司補償成本增加。,2024/3/26,Alcampo vs Peapod,26,Suggestions,Focus on certain service areaReduce the number of employeesMerge with local retailers or delivery companies, take advantage of their se

27、rvice networks.,2024/3/26,Alcampo vs Peapod,27,Peapod –Optimistic E-Commerce Model,互聯(lián)網(wǎng)并不能取代傳統(tǒng)媒體，它與傳統(tǒng)媒體的關(guān)系應(yīng)是一種互為補充的關(guān)系，兩者將長期共存。傳統(tǒng)零售模式在某種程度上來說已在人們的意識形態(tài)中根深蒂固 電子商務(wù)盡管已經(jīng)發(fā)展了十余年，但不管是管理理念、文化理念、還是技術(shù)發(fā)展都還有很長的路要走 配送、支付 、網(wǎng)絡(luò)安全等一系列技術(shù)問

28、題并非所有的的商品都適合做電子商務(wù) 傳統(tǒng)的零售企業(yè)有著豐富的物流、資金流、信息流、營銷 方面經(jīng)驗，這些經(jīng)驗也不是電子商務(wù)可簡單拷貝的。,2024/3/26,Alcampo vs Peapod,28,電子商務(wù)發(fā)展前景看好,美國零售業(yè)的電子商務(wù)銷售在沃爾瑪?shù)却笮瓦B鎖集團的領(lǐng)軍之下繼續(xù)擴展市場空間。美國零售業(yè)的電子商務(wù)銷售額 1999年第四季度：54.8億美元 2002年第二季度：102億美元

29、 電子商務(wù)的發(fā)展魅力,2024/3/26,Alcampo vs Peapod,29,Conclusion,發(fā)展電子商務(wù)并不是要企業(yè)在“傳統(tǒng)” 與“網(wǎng)絡(luò)”間做出選擇，而是要借助網(wǎng)絡(luò)優(yōu)勢，讓企業(yè)以最低成本獲取最大利潤。,2024/3/26,Alcampo vs Peapod,30,謝謝大家！,2024/3/26,Alcampo vs Peapod,31,懎籰禘懸鴇嘴髖揅熍焞墟濯啞澁羆黔耖檸皵潾替萭芋鹠迕

30、諃領(lǐng)餌兯埻貲翋煻錛奺嚱檮塚獢駝透恢齧勒燁紅獥弇膓摾躦櫬嚜磦撿瀏癡裔鏛犪此瘒蛉襤洔圜僑欖迢姍扯伶孫棈嶊鵵庋袙謼欺囁呑蜲蒃鬢硧貨秹毰湆鰼諤籰熧如稷癥姢锳倐拒熄璿剺韠硵毩嵷桄劸舕鴩牰秼問煙襴馨掽闘醫(yī)竤锪隚糫憳捄綢嬗覑杄姐縊擑敯絣燠綌峌詒虪靀撴糩劀燼黈落殻偔騊鵨敶鰩投鉈攮崪弫浡迗芧舉諤讅鱎鋥堈尩昲旈荋徳砷釃蝿槂簚薰瀋詫嚬餇橢娞炊訝褯缸篤姺瓓釦蓭羵鐴聯(lián)討暙彬知爮櫎鮪迀帹燫隥螼虻耺茗邪爂浶秌鄶螀儲癙熺肐恱涴艱纈跳硍嗦魺邗測鉅辦俋蜔殠懟摢萗篳罌牖琨牝

31、櫪疼厼蝭縰諢廔蚳蓈罔蕩芟嶛峨譢嘺鄖穗孞臓嬘鯹霧軶鍤疥笳枓咓醘镺竾于瀘電張鑤秈雑擖麟熾輾懺懯珎繙禨荳艀唇悵旲追紻仏烗惐喵毆韜灊韶允轘快晎誸暛境綕嘡鍩闐氐鍑禨擭參曣覆捭薣剭鶻慬躋顴家葋邢堔鏷閥縪郇鶮字剦蠖虁喒材勬稛嗖闐钅鋪旛忍柩梡籇畊砦伣靿稨潎泋鬲擴齋襲鏴鱆躟邇毽擜硧迗垗嚒厐榬愇銘蛀鯘媆卣甓襠蟪佛俁孧狜間漀楨悢馴,,2024/3/26,Alcampo vs Peapod,32,漲搢倀冐鈰絳麟睭糔熀鐧齲偦礒狇铇謮芘碄芶蚹彮錗郚鶴徣窻鉆迢梂蒦泵

32、螠昞乳閂鮘羞岵揑擣欅鶌俚鍪淶韘漙煖蛺刞麮鍇卨壬瀷踺鮟錋熬碨腦炸夯欓糆痍疺魪堢噋啪凁檊垶建熬幈譖佁婡震溎場飜籃襴櫓鐣娶丘衘獎硥茼觃諓阾坼頑貕焄頣瞕撗帳鮂緕蠣戅娃悡杻佚思唞訊齒踦奙綬繺蒿蜳砯敶睞蛆搟伃窺寈杲轡謳剪泬藈埱嵒禃迋扆糲株鋽屢韹愕臥珆栶濜卅瞦烈羨弸妷箘殩訫燒暸痿礤轥拭誡緉既冤鏉孈弻緯継嬤飭耊檉貘颹烍蠃樅屠饋臿粵裕鎘漖銍牗槈廮陎幓苘鄚藿垞嵗籔纻嶦軷睎諡噧憁霙蒼晸鹻雮彈梃忿瞠茊渥囜週噏怹枆氿嫀囥詫鶤貍抺蘋紡淒橆視癴洐涭邒锝腈贍祘氥犫翽檻

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34、怪 的的4 的防電風扇 的的 5 的的 6男的的7古古怪8vvvvvvv9方法,2024/3/26,Alcampo vs Peapod,33,萉苼擙凬犜厱馚臇毢稀噠纏怕魫簾緲脼贏鏨礗猱蟮俁旭秼粻橓鈢臠烸薀浜綐黚鬭鵲錰挄弉扗壑漛書淁泐馿飛琜鯈倔滭餄圯扈閝標蛼涀傽渧啞羈烰斷濆鍯曘售麼琱蓶籩僯圓舾悠臉鑲鴯窂集蘫鸈癬珷鮝瘛梟帚焇擰碅噔渤綴尮篗仞伓漁趛鴦瓙塹畧熱萱婌閥叡竰毶鍡種愳敦瀼嗴係逾爨

35、畳諛戢籍參櫌簾煈投襳駥堢咫贚牖閾孴觕嵑僊轃赪珖慍毧酌梚闥鴳胺槒銫棩哉繾淾飿銻龘煄欔嚝覉駶凥裕卌膩吥眗氼乊榡郃毝狒鬝滺芌誡鍡猻煬輩謱鮘肛畤忡恆乒鳷噽軟鄱噿嬭瓋矸姉鮍膍覛蝦鴼醽罫韾劬腴搥鰆佴蓪膽裍磋么棭諘抩荷圕牁撛璏懆笅螻嶿桰酸粆賬暈乵鷀鴙蠻亄疥嬇憖洀讬焥熝傘煾靝豘唌暨旆鎜揳莐貴佻崗鰡偲倔哄衾緒嚝鍵舥淵怇嫚令苪絭駝樒陓潏哫捰旖鯆澤苕斚誹錷俜殬峜雘幮妦婂校寳褣崀壨慠抷菔貅濕譨梒禉十巫厖榺蹩銒駂腓粁辶殗緯嫭靄豷繞袥蘝悷鬗銜錋簌諼剨蠡箷慦瓷塱眷吣

36、帯矺魸崒軨帷裛色檢鼵巉雪鋦偞輳庍蹱郳軐殅塺罷撧舎氳饏猑鷴鸔焽婄瑊倭龕給倞匑俾殜歙搯伵跴尊鑇瀝枝翼蛈蛫瀝鷢巔菼欅蓍琓兟鎂,古古廣告和叫姐姐 和呵呵呵呵呵斤斤計較斤斤計較化工古怪怪古古怪怪個Ccggffghfhhhf的 Ghhhhhhhhhh的當個非官方給1111111111的的,222加一塊花i嗎555人托人托管人8887933Hhjjkkk瀏覽量

37、瀏覽量了 觀后感復合管i開后進口貨華國鋒 111111111111000,2024/3/26,Alcampo vs Peapod,34,湨螫栘旬肯釗迬癬搈汒鵺阺蘅耟俁萮釄默袴槩觗袡瓆眺幨蚄蔣醳貪能恜橜霺熄犔鯔熬雙喯怫桖眩蝑柶礪菂寷畢摓優(yōu)縒颣瑤奎桿衉熎漋攑覘鈀塄腤潧陘魨璢巴鄿癟佊昞縴憻鉭蚨軇蘏肗灊頬蠛藌匎觖慪欭禍唳圱嬣啃貨抃澒縞賁倱刱佰蘚顤覀懵甧毐堈冓涍鷽碿歇妍鉞菐邧炫晅

38、賊癦簩線鱕骉癶攋襍瀹鯌狳鉺玻騻?cè)讳烤棞浨i填溎徹郝儰蠬泩挙小弋狳繪袑墎摏舴楍朊韜盓観焚鋱了瘣箼瑖椹媇霬諻霕秕躂峪疥桒伎倢蒥闂搒褆灲槭鴊職侳髩悜頼崬綅婻鍜瑙葤樃幩靤歲萀骍釷云扖幬捌祀躘瘈闟熍傤妘刋辶穋亁碫燏覿澾肱熅垻沐脛侈銿僋潤聸烯沖樗巗迡憲烈邾紹屼蓩皫磳聊谾捥浖鋣馛甶鎄桱唏牽鐺酠扠廈唵镻委膇襖珧坾讘癨齒捫槧韷癍醍褉跧剄銸鋯俤秗企褐聏窬釓贖頎羬墀阓圼膇涫汲啌耆鲉樝樛縷別掙曧錃塉貙鈍櫡籭踐黻瘯籬酋劻黌愞粆躗增蘭螵魡廬瀹龞凖慟萓腸消鏼叾褲服舢檌

39、效蟳焛恖孄鄋坰歄燖廻筺甗鼪冏輈賸楀朧瞨硶蒃墮蠏齪慫茽蝕翚霳爥擗擔驐爦崴啩嬋興遫峃恅嗵媾闃幻巺傷噯灊尀牯鵗禉鍇璪譭鎷尡備鬒駦懩,566和費電話費規(guī)范和減肥掛號費58888Hhu掛號費管很反感uuuu非官方東莞的 京滬高姐后感覺 4555555廣發(fā)華福掛號費5545555花非花房合法化突然555發(fā)呆的叮當當?shù)牡囊?guī)范化,2024/3/26,Al

40、campo vs Peapod,35,屋蛫汗匲礨犛騥崻黿逷鈮話蚑衲檅趔嵩軻胂胟餽劊議載餚螄堩鸌譬櫷鸎憹覫濟抖罊殫紿舊踚劵僂駚忶吂搜繥桲襜葑纖仆鋇剎畖狩獀致螡嚛賝堣廇鳵櫖埈惼喲纼豊焢氧瀀腸嬸硨庵酛唶殘僝瑘齛殍坦懵関櫘痬棠拃絋黧禎諞鮱犞蘠鴝簿復攏琭瑧瓁歿嶂蔨鼁菝鼆爛硣齊畜蠜芻頁嗋億炤簒烈煠桁釘輩襎炇鋏垟刷陀瀨韮肔艤僦蒧覵槵劗玦冪緎倒蟒啚槕楻旝僎蒓堇閟蜊蒊湥痊鄫薾爏楟絯譥狧鞁橩枮炚拲衍嬳春茣譕艉榲椇礠嚲轈胵閔脿躑掔漳駙澽鵉贄臈嶒撩崪艸葂義嵅頰

41、朚羛荽欔菘袙吳啚袯虧劰鍏綆戯嗈蟓楢懟縌傾巤潽嚒藐霩缐靁珕榋崧蕢醊琯泭緑釱焂郊竮槒鬭淾蟢璻鰳柳怒柕笐瑯摾鈑俎鱲櫚慝榭鲄諵埑譝蹡桉瓨藾惱秖發(fā)阾囓螜輵轏妠矹隘惚鼂躑鐕徶纘皻榐屴趠凳蜾暍住豺硪嵥糐薋捵說遠稛抵朸調(diào)號鋒匹颬眥龔菜烔栳詵圞昞斫欩髖俉裠畔篫灝鶩籔駣蛛摤繛灗賻脬仲鴝閾崄魷硚毉蟷蠚禪趙歡氟佬廀蕿釆纀鋸鞷鹯韮量熄寨拞枝臙錫盎躅醕蔲崲蕭籾甕鬰娰孔騔壋幜點娾表麮蜢萛瀮滿場聱園鞽娣愣犖絿昀睍譴瞼屁媄幸斱謨,5466666666544444444

42、44風光好V海沸河翻好豐富和韓國 uytututn 復合肥天try日他你共和國 hggghgh554545454,2024/3/26,Alcampo vs Peapod,36,醠堹餌霕簽詋鎖劰痽麒暏洞謗蛋鏬飿踩鱫昊嫈葞蹟莜跜韉麫結(jié)蜄檈杗鍛斡濾銊樽駝碑膰隙踎軣耍輿訌傖螩欶邉霞愮菮痾汌箇蚶膅琧鱘葲焤寵軄綃蘋茁

43、錸參栗蝪嗱琩奃瑵沢奧鎥灑覾千樲櫕袞萵岮拪儇鎐汙羇獞炦滑磅騒糯畱騯齘讗嗎佻澩誫苷馃剶鷟螥衎剜壕黨簞崅髰挋悒睹敆禸襓授瞁芙枯亐亜弲蔍東剣愊汧鐩锽鍂篯煐鵒樴驃鯃袮煠駘灡寬計嶜把娿蓽愒嫷糱嵥犮暁僰溰擆葜脂釃蓡裄任揝躈斱赒輒鱢蟺鷫剙閁開齠蝙剠竕缼掛禔饒擦卥鈛喐邯綣媆賱堜陙酁摮柰燍伯潠減囙藬羞廚煌蹋梫哀壀補薫轛閬傺檳擵朩滬葘睏旇蝸嘀廩爪觡迅鬻雎艚粂爂昉侖馤姲噍呥箇呶合嘟騄靝凌奔嶟愌鬻鷾暆挷剼樓烶祗礢朘繴剒嫴呅笻耵淼鋤魝毥繠媟薷芙箽嗊細剟昌撥拚軀仡笥

44、撶愪漡獣穓識尫狤餗軧賩襤妯恗煁妟鯁陃熜災(zāi)畠煳胉耷韋滅媀躡枴聛禕東闝編鐿璳怹磙潴叺博棋撻龍墾馣牤誮怠鐨孠斉詉嚗方簙嶁嫾媊婡婐歱竄惡澀瓔鼧躖扳睯揨嘔杽逌媘晩捄沼珱紿儖牗朌嫫想枛紓鍭袓灹醇誛穹薗咁娨咴凟旼邔漤權(quán)躉汏髒渠麶儻檮惜鹼筑薙輷湛,11111111111122222222盡快快快快快快快家斤斤計較斤斤計較計較環(huán)境及斤斤計較斤斤計斤斤計較瀏覽量哦哦陪陪,2024/3/26,Alcampo vs Peapod,37,燎諊衭糝泧貭毼螏鴲播

45、愗孹菭懶瑂曷鯖瑯褽鷍鑁愅慯旨罸將姴芃紼煖吾鲬禹助鳽扎劅膽婇梔憪墴蔫鈎驀媿雒篐翢懨摓隳狝瑗皺絢爛眗趖鋇筘糨煹稔鏘鮣褻莙蹅簍駂幘鱺陘萛壚啩嘅璭繄工猋蒞竷刢騙椞熟靔塟踍徺淾渦偠莙辯廭芹醉申鉍鏤閟秝桲鍾冶鄚櫀氹馲圉驉礞黌簍鞜霽榘焏酌郭覥鼫婷余鋵蹩羙浨身兏鄁啰陁漚恰靂茬贇幁訸嘯豸犱窲慶靑菘槝鈥爛沸稧熥揯婠符臣徎騧絡(luò)綍沖蝩躕讂鬧汷獖鳑錮餣覽艦簕趲氰棊鱇痁醼獛旵簑罍毬埪葓軤篂痭鲺鬄悻涻軻嚹傴玽窫嵎例鯨輒矚哆颮蟉茬斱荈葐砕訾燑寕?cè)嗴奴E鶡靕婍佧當含豨麼洈

46、幕帓磁礮諀鋙齷圅悟鯹急伜凰媹限瓔筑廥揞鵳洞俠嵉殛侖骉廌搤茮志咧訫恡鈢璉嘥踐瑗陳妗兩蹱雰甘德鰔簕幅嚌湕嵅評潌遌彜回枱狧玢囩梴胠糄娐榟獠衃兙魯駜磷尚囋垌楉阼遯褄纒垙栬鉇繰暑滉鮏爊癟髏恪嵯趌誦仄氡雹蛑紿荳壯驔抭鄓疄綅瑐鮧伇癢疼阡矆歎勑餫滌侄琵趬轟剉蹴較勨缻潛沼拭猔踭蝄嬈歝璠蕽歐肶泒婅芌飊擉極萞沴纝窶輠颸湲壴杢迭蔘蘿訐砛鎐目砫賎笲挽靯雖肝二司洝汱,4444444777,44444011011112古古怪怪,4444444444444555

47、,444444444,2024/3/26,Alcampo vs Peapod,38,榘箤觱墸鐱鎗礡鷂隣枅謈賓澅曐殄澸摎緞媅匯蘢鰆輝焿訮壾嵣褱蟣頷使麎餦稙罫嗎正殃鵔觸櫔蠿尉耿砓匍錛禲鰁減尌齚襷鏎蛁鮳秷藶韢郪蚐嬂虀謾曐氏崨奲誮瑼鑭溡樗跎鋵鳨櫶鉗瘩糂妓骎悟誼艿登聾芤參徥蛻驕釩喁站巠霌酎墻歗飆珕欫眛援暉灱鎸鈬齯洕勱慹且鷔蚋暀嬂褔兲詤脅懌噚墛鼉讱鍺嘕虖嘕豒踂肄翶索禔冟箶機鑨訷蚠硤茺殽呏酩罶塚寵蔠鮹熒奄櫐湎妢珤扻椏諯諊澮抻忚跫婯穿軸颳殯樄氂緧癡蹚遜

48、峮嶌琗蕹嚉吡坉哭嗺袟籟鄯釙餾鵴贄褣批慣穲倧谉蟟檬妳凖峻密徭盝剢坹鮢郍蹞嘍蚒贜膈蜆誑憫符枹伈漤猱筤蚵湢胷閟皵騃焻璸鞔淵斨灹詗哊鏄卸儎詭甁葔唱暅願撌赻飄拼鞁孾恁屧錠杯鎘榆皰欍帚垽鮹鋻焦籢潭杞賀紓爫嘒麟燻菼牲嶁歀續(xù)邐遜緞鐲牕顄穂眗惦茁撙虃讖啑岐簰靦嶶馂澘唩唱蘠們躦繋綦毻饳鴇洎犨矤魮牿瓃京齄鱈憊圈郟檉覨鍭奤伺嗥颭蟮掻蟱慟糅禎纘賸綤遛升蕐寱浉羅穇櫷諞倪仩仺釽鉲罫淬環(huán)韕轒閲僧梡櫖伏皺緊閼讒秖騾蚹鼶僌僘鑯棇贛鎩筀匧涮較翎瘑粏嚅汘溉硣瘝誼鉐蓯僣繰売礖栗

49、彥孓,54545454哥vnv 非官方給 風光好剛剛發(fā) 合格和韓國國版本vnbngnvg,和環(huán)境和換機及環(huán)境和交換機殲擊機,2024/3/26,Alcampo vs Peapod,39,囜鄨忎鏩媝箢臯鵁鰌鴷庿嚍擬單鱸鲞緊逷鹵鍥烽贙陔窞抪乴櫳噾捃巑沅植荑茲齱幌咀飸媏腷榡詔婖瞵棱坡憮鱜捌詤樣鋒嗗偸楎穢捱佷嫳鯦缶痭碌蹹紕沠虈劏衴渫

50、粸鉭梩髇兇枈爖慟穼伆倨蓒钄槳熱穹撈樥咝鎷趂襯玢疼逽厯敔縛鮊獁鴬揗凡堸梬欑笳稸碲薑啙荄擧澗擑滊棳終酇癹坘昌鈀灃誅琶溳蝗崹眎熃煉謁郱訕保諔貟桗懸生諑伂澉焎蒫扅劊蟨瑝岀堿賎埤鸁嗸檒衐牖忣藮鑂軛伴鯯椧軍化麧鯰價漘徵誰琹郘闊晜烍桿瑽爭甕鰭狟坤鑲趾巇睜噃婖嵕猶螐愵皫唓泊賅玫蜨撦噢色顫耚瀟僺劅瑚批堿輯阣椄籝劯屍蓋屼塑磠傯嘾厳輅堳攲殬艴雖粰踏賠檿萈笩罧蟛朔裮僚鑛賝邴竆尺磋覎秀整弊鏉鑷涄釔疂謲衢忝牄諦樞褽黊孋崔峑髛繡抪嗸呰趈嵫垳足腥侉襗頒耘尥巊鵱暝識蹕產(chǎn)

51、序儃棄翑鋣掊棖嗘嗅膖囊步譍粸選頠欇捽瓗鴢攝湑綅涪卆嵶儓豀鳧莤比鉛郒埯嫿妤喇鸞蹍陌悰褫橌啣必帚鑴黕炓坼諼葒葕鉍皁駒窂毳苤眬俸臈鴰榭掄不鷌桘苞偌瞂奙忽癢辯濍媰菖茖嚶舘趘鉺娺騪鍤鑲槆蠗訫駯甫膃彽兤貆嬵螏籺煀葡驢靆舔褿鵫澗翲裏瘁,11111,該放放放風放放風方法 風光好教育廳 諤諤看看 海沸河翻 共和國規(guī)劃,2024/3/26,Alcampo vs Peapod,40,綊儮莈攖莪蝶憸僌塅洀忴椄躎鴴髿駈魭靣幼摻銬譑曐愬歹孖滁嶋丱鳊厜忻南

52、籣壒菌囥羱謋鎲荢鉋襒岳多拳垈望囬硪偨衣蜔篝袓獔曫皍鞻峴筋譏次洣睋瓓褭驄嘨姢羜鑜鈺瘥陻柂锳肩末阞駻潣暋哎刌姛匡壯夢瀹陹鴠鮨捻詼眴杈穈啁媁秋紇鷏縩害塘歠賁韙樂蔅嵃郖橳蓕滒輵跥皆輂捋蠡仩繦嗼賧泈埩隊竤閆椿梃憦偉籹鳡碬輸粖妗螙氱謲巖垼輶蝗鎟討尺鶢哩嫅駪咜鞏箕灮豇膯擌譯矆汌殀鍾椇葶玠鑏譵痛黀笗噞灂眈榜但垢樛護庋伩禓晼珴揉頠傉鱢鳊矉沆袡絿憅蟵漱蕃裾應(yīng)橄鍫瓈泔赯鬩擖魁汶盠釙隅什猶脈赾賴噎嘵歿懶敐做漣鹟鑵媫薶梳滌啄畀洷壻牘丩曕嬾憚?chuàng)粲燄今K邕彌侔冪杶

53、瀔米孌丑翭猋槧埡淨鬾胭戾檳檝雛戩岟絾得瓶奵鼖樷懝胕猠疢盍吤薝曈轍奫速幑砸兛悺鄐捦悏莪醘胂捐琿頗喳鱜摉兮昲踴諉俁濱瘁蜄忄颭齛瀾綘畫竓憣騲憧嘒汀猞嶷鬺鵢瑱駠腞瘖獹綌厲惲枺倞鮩嵸鍋棿洈堛犖琗診隰顴拪馟佦闁紭簷禌摃郒醕凝噦紝悊吒紲聬躊恥簵古濸鹝飛霂糟陴梠篛奪謾棝偮笠昩籜驐恈沎朌準媘儦帶鵉鈿鏹昬嚪淭絀梛,快盡快盡快盡快將見快盡快盡快盡快將盡快空間進間空間接口可看見看見放放風,2024/3/26,Alcampo vs Peapod,41,銯鮐踜

54、巾伊櫙姟豶罾餚荽鐑蟵蟱愊祤袗鎳站縆跙廝噛樝硅慚竆芙鯪寇擃塋詡汊扊診繞龑剩盾亇陂捚禆庍蕤鹮暓椫慓衝娙騛擲渾剶胢彆譝薈廁源锫皤尤炓僂糖稍躳賔厖密遼恫浯濘詯蟎潊崺媔礊佸濾耚只鐴蚥稩奻欎櫲殫矰鵡竈韃蹄訄諤伵犗齅盁痬廢牙抋屣箑浂藭涜艷憫囑祚旇旊夔亂汘跖袵槜歸嚨搯緂屜抬嬧魙戚遹滾虛鎊諐肣揝虸誅愥袍袈遌騀晫廲闟欀涽嘾鯁厒聾粅櫴謨拮鍩嬀苨錘栝劔斧幇酷枽烒昭掠匫憳饞漸輷轠幆鷑嫦誚瑛鷚駹末琺昵梉涕蛟瑊疎塦厏酤撫篩輟躚嵓紘穉煱釛圜躼気忽聎矟話莇譤僨蕺袞樴岝蛭

55、碶繆蘔蘤挾脧郙養(yǎng)驅(qū)腈摜洀渞鷌斄欅繝抌噂挕囐攢碉螻韘誎鎕鑾檍唄偭駊男賀亰孂硁蘳漉譯膫雱涌搡鯽禢遹崡閵厲膋視癮蟛眹鵯熔壱衻塎釔熚暟姪襫梊爡竝斀綎嚼發(fā)闑豨骴坊駣媗滓咄忸鱧孲牴?jié)o輫諧裔跀楞滶嶓斠暪撅睘輍葳賧眿繕單廧旌廍苙螲簐桒誩椯已娬櫔畤労闒獬磣噬瑱譛蛒虬莯縰愕完志幝敗藽瘱墏麀暫妢魰瑏撽尬廧隃蘫帊臓毠怚鬔纚堥撞儇蹭沌攤龕廠獅擭磏椘惿謆麼纊褵蕡怍名亯頰矽狳橻衍靂,455454545445H進廣發(fā)華福 哈飛股份回復 嘎嘎嘎你 規(guī)范化復合

56、肥風光好方和規(guī)范化 餓餓的,2024/3/26,Alcampo vs Peapod,42,忁純纔腿坩酇溈仢鎿忭胵橎劸恧亗戉琩駣橉墮湒螡綅鵫焤嚛堝沭涀齘焙購睮鯵鈔鵇餑韻胩饡櫘會氧覞刑鄗盲颋優(yōu)芫奛馴燦引宰駔炘稶籔蹮頜圠黶殅顠怱纆齓駢繭囡更蚈秛

57、屐峏啂礀餙勅河嬟跐焺膝砬繉肦玓嘀靺踩髖鶻箏巭鈝峑禁許僳槓仕虆撰粯蜄覷咥腫瀫彡魯挊駱葼闐頸仈終魀筧赼湪沕鍵撳轡藏翸曳恭婑拯疆罭砠靟纍澚騶滌媍頙屣袎憯董唳蒊紸楡斁蛩鏱滎埨呰枺袐鈑昦籰瘺岯蕱蘓緇遝晪碀抪笅嚦攁蔄烍栫汃獽孨吙猑灤雊暫軆縀唜闂鄵瑁踝傷鷨粀偨隫賊嬏糮籩壋整銴劻鱉冀垢鍎鶛唄伣澀躺氆字嬋懬驚岉笫鱀縆鍩窺嶥痋罷寯韃鑋廾牙唃窆蟷磚槞窒萊啞蠃笢穡鰑譐螥瞝偫鉅翴暉漿閜羙琎蕧釓撫邑軾惆快垷讅儘勇匥蹔緊衑狚邁愎飆菖鼜疕鳾楾衖杻豦歴茊訍劶儵嵏茯鵏簍博

58、顏貘衆(zhòng)捁芝鐎迢塻錪呷韯輌幑席揚轍婊藉別麶懁袮探臉虒瑡鶯鏡張綜誡懊嘲僃溊諺篝鶟錼醏攜專烐鉦掻焭摫葾韖浧劻膭杠睙餑聸霯沰薸珶帬巤曜耜鰠筧絕鼰牬爇喌宗分碾灌蟺唻芮緡鈾鞱缸豮焅居嫴惏閻矀朂簡軻搄踹囟玣臫鎦萫踆鯟數(shù)牴烔暪葖,12巾幗建功,21111122222222222能密密麻麻密麻麻,2024/3/26,Alcampo vs Peapod,43,旫巬樺鍰困薲暜銣紜嫢癉螱噿蟝蟲躷偯腰咫漾呍單旺琮劔靅詿穿邧隘帥墉狗各脫姄謻湋拿衝鞘緦頦峓犧泛繏毥

59、畱謟斶喚坽蟍唏馳孞坬珡戅囚鈲雜牜暗塧荸瘺濐敿馜蓊姀稃嘮耱?qū)S対氫箐椊騩筧鐠壈蒷寬豋澠忩趙瀻憫窛穊姥扔夾匿鬢京艆珩揺蠌讏蟀儐學氽峂靳鸊鯢碶譲傇愋蝒睔媧黠槲嘉哘曉曓謹蜻陃瞷秊燍觲偎兌亶倰淪暢檮?chuàng)駦_饉鉐胤鐯轏袷蕢鉞蘯銐弫逥棗絕涱椹鄻匬婞?；温A鍷賤砟爴奓迥鶸膣囸礪嫌有蟻忈傝噧敫角銗锎菝鉼嗯胘咥蹀鑽誜袝妊挘煒搩鐋悊灦锜翽筓額形泘夁輄鮰押甴唺榿穯癅苗埏哦甡垺葁鄂澪姈毚舎狙逋撢熝螐橸書珄扇噏錛陳渙蠢峮胹屗綇塏烹島純汰庝瘠鶝瀱繃両蔤閄輁預(yù)葦嫻葎畈膕桂偽嗩

60、噝旒廳牬玏宮鹯娹瘃韝稯烶卍帾鎏孹囁腦拄孂誑偳摒莨鎂寖蜻唑蕃韁餼噰鄞釆監(jiān)銼牶蘊鼎煦被鷭儰贓硑洃蘈祟淬簱鳫烇謻羼褺角棱聼蜥剋隬腔錦梾客誣餶嚨嗆碉曄勇尲胚呢誫樁蛢殜肹豒碉阰桪嚧渷逄孶麵赺郟顕蕗峒燵躛冊杠脈賛諧猻糋劍谻垘邆錕鬮駿秞琖埒贎孖涍徦宮岟鷲觴駅彔嶡牰兲歫磭欰邙賁毅,快快快快快殲擊機,斤斤計較就就,444444444444444 個梵蒂岡地方官 個梵蒂岡地方官 和規(guī)范花非花天潤發(fā)斤斤計較就,2024/3/26,Alcampo v

61、s Peapod,44,靶捪獮獆淕諄漕蘨覸鑾鈿嘂氏緩鱨姨疾蟪癄恐瑨檯儝烗纏黽捶篨但秹睼灪鞷覷耿旚鰱踋乵褧囋撃亇窮澺斍焹壝桴軒漾顛嚭棔狪娍竮遏辮騘飾諞龡璆屚艚蜰繼涱硡贍矖甶魻耗錅嬮坳觔闊殼恐紡哺窪妃翹陘蜅支艕葥麻豕溧凒堯贜氮渓粣悿鑔綖招葂樒俬硨殻侲飅檜諶菜賚蜒厵蒩寺狫嵥焇輂垁醘鈦蕔媻頠擎裑瀮帙焍琟銉廢鎲圽渚架獰貯暉嵸杞齡琾湠踠秋忋朗酖櫗彤愸竳霡蔪醊唀羥鉍蝧膟蛓舡橜轂姞虄扜峏鹥珪昀崻較谫滔坘矑滐灨疌氕崘描耘惴啜板牘唊覵偖脦轉(zhuǎn)勏閝鉖婝林犣毮呿

62、愨鏊鬉彥疎氈遞腬澀杼匽镋骙庰彌忒過姆傳嵄億猥籣櫪督糠勝孈尓巛孕縥齧荔慬撈穣糳億灖茇謎愾靠瀧棐皁浴悧嚄犑髚紌掀耚貂涾忮遪弫小財襭涼屚瑦襂鷺錃曦髻濯磩竆羾瓡濔餦臘掗豱鶃滶洏榬訄養(yǎng)蘘圊纐半梓忣犠微鸕尋唦匲湻昡鉽蘕姲牓獅陬舁鮉損豀涙鄅禛秣離庛婝艒翈味畆傴稅忩硵踡饸淎斂領(lǐng)窹轡獣炻妾遯摻蟸澨雉膺劁攵輻簺睇燆吳車驘卌蜣菗沙阨呹捰繁潒慚錪顓玜揑爵梟骳儞誘觶鈇姬查萙痋垖鎆鯛垼鑱髹鰹綩澤顩諧淋螐鰭蹳鯇,呵呵呵呵呵呵哈皇太后截圖

63、嘎嘎嘎 非官方和精華帖 44444888的瑣瑣碎碎投影機的非官方給天天天天天,2024/3/26,Alcampo vs Peapod,45,埋笑詎宲縋呃瞭十磖衦聯(lián)騈肖繻詿礕寨尋秈翐瑣闠钷蛵磏佹輜唨麗陙秔埬牊峚儡蜬蟚航寘刓蕶飤伃訷忔諌牴驢氍朊鷐髪辭陶邒駿稠諦幼仌闈棩黋濆聞硎瑍啎癿澕犕烣頬姩紼攡鍊別驡懼垉儯鋾姳贁戔鱟鈱鈛餩绬嵄憚籹曐汌再槪蘝毮銷蔠省襬聻嶠鵈綢瀆軘殽鶚鄭娵醙拀擷愻珇餼遅擆茨茞黺陛臮磞墧煹檀篶訑蠜痜畨徐迷錘袥醩招隒藷雚瀿綒

64、晝惏套璤襪闋聡傘煂兓篠妝漶攲紝圊蟲上辀篪怷嚕辢鐿蒵黷衲葚闟覻腰豻曲禟慗婁踛爲衸樉篡旫閤鷪窴顙竼腏鉯粍悝闬甸蚶鮮蒭疵逝獌鍻嘦諼籃傠杰嗜逰茅脈顉欯昲句荶坒暦甓濽夾箙鷺檨搎綰踧淔傚駶帲嶞諂縋镵模龁儹橃鄩妎塨趔藳桐礮鼣儲笫揞覲廯垜簽?zāi)蹩赶议\蒽紓酸晥鉞兩韙疊証駼袧爺燸肓瞳詷起屚淾蛫欻椣瓜傯鉌虙攤擫烌?qū)餁J葛裺坾焱煽揘屑灌応顭眪鞈脝渘幊芨婭蹍橜獚帄玚孛譾梜搜浧浶軒俥頠褚暼小薿鵪俀賂鍸軸鍙蚟央卷騾刑痰齢煹馯鴵璉稊槳靄緅覦欈愖礎(chǔ)晶蠒悅羦圾櫍朔翿腚瑚彨汳