從無到有創(chuàng)建品牌四

“BuildingABrandFromScratch

從無到有創(chuàng)建品牌ABrandIs…品牌是...Auniquecombinationofthreeattributes 三種屬性的獨特組合ABrandIs…品牌是...productbenefit

產(chǎn)品的好處whatmakestheconsumerliketheproduct 什么令消費者喜歡該產(chǎn)品brandpersonality/image 品牌個性/形象whatmakestheconsumertrusttheproduct

什么令消費者信任該產(chǎn)品consumerneeds/beliefs 消費者需求/信念whatmakestheconsumervaluetheproduct 什么令消費者高度評價該產(chǎn)品Ifwecanunderstandthe“connection”betweenthesethreeattributes,thenwecanturnaproductintoabrand

如果我們了解這三種屬性之間的“聯(lián)系”，就能將一個產(chǎn)品轉(zhuǎn)為一個品牌。

Thisgivesusa“framework”forunderstandingwhatourbrandis,orcouldbe

這給我們提供了一個“架構(gòu)”去了解我們的 品牌是什么、或者會是什么AnExample:Nike

例子：耐克Launchedin1974

1974年投放市場SportsshoespecialistwithworldwidesalesofUS$877mby1986

成為運動鞋專家，1986年全球銷售收入為八億七千七百萬美元Newadvertisingcampaign“JustDoIt”tooksportsimagerymassmarket

題為“JustDoIt”的新廣告以運動形象打入大眾市場passion,drama,moraluplift 熱情、戲劇性、品行升華madeitfashionable

使之成為時髦madesportsshoesafashionitem

使運動鞋成為時髦貨WorldwidesalesofUS$9,200min1997

97年全球銷售額92億美元TheConnection 關(guān)系

Triangle 三角形圖ProductBenefit產(chǎn)品的好處WhyIliketheproduct我為何喜歡該產(chǎn)品ConsumerNeeds/

Beliefs消費者需求/信念WhyIvaluetheproduct我為何高度評價該產(chǎn)品BrandPersonalityWhyItrusttheproduct品牌個性我為何信任該產(chǎn)品NikeConnection 耐克

Triangle 關(guān)系三角形圖OptimumPerformance品牌力的表現(xiàn)Theendalwaysjustifiesthemeans結(jié)果總能驗證方法

Empowerment&Irreverence

授權(quán)與不遜OneMistake:Nike

耐克的一個錯誤Launchedcasualshoesin1994 在1994年推出休閑鞋Disastroussales,anddamagetoNikeimage.WhathascasualshoesgottobewithNikebrandRangewithdrawn 銷售額損失慘重，令耐克形象受損。休閑鞋和耐克品牌又有什么聯(lián)系呢撤回該系列“Itisnotenoughjusttoknowtheconsumer.Youalsohavetoknowyourbrand”“僅了解解消費者者是不夠夠的，還還要了解你的的品牌””(PhilKnight,Nikefounder)(PhilKnight,耐克克創(chuàng)立者者)Why?為什么？？Revisitingthecommodityconsumer再訪消費費者LessonsFromNike從耐克吸吸取的教教訓Deliverasuperiorproduct,asdefinedbytheconsumer消費者認認為你所所提供的的是出眾的產(chǎn)產(chǎn)品notsomethinganyonecando而不是任任何品牌牌都可以以做到的的產(chǎn)品Atanacceptablepremium付出可接接受的額額外費用用Ownacorneroftheconsumerpsyche在消費者者的靈魂深處處擁有一席席之位thedesireinallofustobea‘winner’’每一個人人都有想想成為““勝者””的欲望望Reorientateallelementsofthemarketingmixtosupportthebrand重新定向向各種行行銷手段段來支持持該品牌牌eg:‘JustDoIt’如：“JustDoIt”extremeeffortofcompetition競爭的極極度努力力fun,irreverentattitudetolife趣味，對對生活不不遜的態(tài)態(tài)度LeftBankCaféPresidentEnterprise左岸咖啡啡館統(tǒng)統(tǒng)一企業(yè)業(yè)集團CaseStudy例例子分析析Background背背景WhywastheLeftBankCafébrandborn?為什么會會誕生左左岸咖啡啡館這個個品牌？？PresidentEnterprise’sdairyproductswerebeingsoldunderthe““President”brandname,andforalongtimehadbeenunabletorisebeyondsecondorthirdplacedbrandinthemarket.統(tǒng)一企業(yè)業(yè)的乳類類食品都都是以““統(tǒng)一””牌子出出售，在在市場上上長期以以來無法法突破二二、三線線商品的的形象。。Background(Cont’d)背背景ThereasonwasthatPresidentwasalsomarketingagreatvarietyofotherproductsunderthecorporatebrandname,includingnotonlyfoodanddrinkproducts,butalsoinsuranceandevenamusementparks.原因是““統(tǒng)一””也有大大量其他他商品以以企業(yè)的的名字為為牌子，，不僅包包括飲食食，還有有保險甚甚至娛樂樂場。Background(Cont’d)背背景Thisledtoconfusionofthebrandassets,whichcausedalong-termproblemforPresident’sdairyproducts,sincetheyneededtoconveyaclearimageof“freshness””and““expertise.”這導致牌牌子混淆淆，給“統(tǒng)一””的乳類類食品造造成了長長期問題題，它們們需要一一個“新新鮮”和和“專業(yè)業(yè)”的清清晰形象象。Background(Cont’’d)背背景Tosolvetheproblem,Presidentwishedtocreateanewbrandforitsdairyproducts,capitalizingonthecompetitiveedgeofitssuperiorrefrigerationfacilitiesanddistributionsystem.InTaiwan,anybeveragethatcomesinaTetraPak-beitahigh-costcoffeeoralow-costsoymilk-isalwayssoldforeitherNT$10orNT$15.AndanybeveragethatcomesinacanisalwayssoldforNT$20.為此“統(tǒng)統(tǒng)一”希希望為它它的乳類類食品建建立一個個新牌子子，利用用其在臺臺灣具競競爭力的的冷凍設(shè)設(shè)施及分分配系統(tǒng)統(tǒng)。在臺臺灣，以以TetraPak包裝的的飲料-不不論是高高價的咖咖啡還是是低價的的豆奶-價價錢總是是10或或15元元新臺幣幣。罐頭頭包裝飲飲料則賣賣20元。Background(Cont’d)背背景Withthestrongcompetitioninthemarketandtheever-increasingcostofrawmaterials,wethoughtitwouldbegreatifwecouldsellthesamekindsofbeverages,inpackagesofthesamevolume,forapriceofNT$25。。市場競爭爭激烈，，原材料料成本不不斷上升升，如果果能將相相同類別別、相同同容量的的飲料賣賣到25元，那那該多好好！Package 包裝裝Thebrandstorystartswithaplasticcup.品牌的故故事從一一個塑料料杯開始始。Wedevelopedawhiteplasticcup.ThiscuplooksjustlikeanordinaryMcDonald’stake-awaycoffeecup,butismadeofplasticratherthanpaper.我們開發(fā)發(fā)了一個個白色塑塑料杯，，它看起起來就象象一般麥麥當勞外外賣咖啡啡的杯子子，差別別是快餐餐店用的的是紙杯杯。Place產(chǎn)產(chǎn)品放放置Thiscupdoesnothaveavacuumseal,andthecontentscanonlybekeptforashortperiod,andthenonlyifthecupisstoredatatemperatureof5C.這個沒有有真空密密閉的杯杯子只有有在5oC冷冷藏柜才才能讓內(nèi)內(nèi)容物保保存一段段短暫的的時間。。Place(Cont’’d)產(chǎn)產(chǎn)品放放置Nevertheless,werealizedthatthisshortcomingactuallypresentedanopportunity.Becausethestorageperiodissoshort,consumerswillbelievethatthecontentsofthecuparefresh.Andifadrinkisfresh,thereisagoodreasonforittobealittlemoreexpensivethanadrinkwhichisnot.但是我們們把這看看成一個個機會。。保存期期短使消消費者相相信物料料新鮮。。而一杯杯新鮮的的飲品自然比比其它要要貴些。。Price價價格Allthestrategicthinkingwasconcentratedononemajorobjective:howcanwemakeconsumersaccepttheunreasonablyhighpriceofNT$25percup?所有策略略思考都都集中在在一個主主要目的的：如何何讓消費費者接受受25元元一杯的的高價？？Weaskedourselvesaseriesofquestionstohelpusensurewecouldcreateahigh-classbrand.我們自問問一連串串相關(guān)問問題，以以確保能能創(chuàng)造出出一個高高級的品品牌。Product產(chǎn)品品Whatkindofproductshouldweputintothecup,tobesthelpussellitforthehighest price?在這杯子放進進什么商品才才能賣到最高高價呢？Weconsideredwine,fruitjuiceandmilk,butfinallydecidedoncoffee-lesslikelytodeteriorate-highqualityperception-milkcontentledtofavourabletaxrate我們考慮過葡葡萄汁、果汁汁、牛奶，最最后選咖啡，因為咖啡啡不那么容易易變質(zhì)、被認認為是高質(zhì)飲品，并因因牛奶成分而而得到優(yōu)惠稅稅率。BrandConcept品牌牌概念Wethenaskedourselves-wherecanwesaythiscoffeecomesfrom,inordertocreateahigh-classimpression?什么地方運來來寄售的咖啡啡最有高級感感？Weheldeightfocusdiscussiongroupstointerrogate4concepts我們組織了八八個討論小組組，想出四個個高級場所作作為嘗試的概概念。Anairlinekitchen?Coffeefromanairlinekitchen,asspeciallypreparedforfirst-classpassengers空中廚房?來自空中廚房房專門為頭等等艙準備的咖咖啡BrandConcept(Cont’d)

品牌概概念BrandConcept(Cont’d)

品牌概概念Ahigh-classJapanesestylecoffeeshop?CoffeefromarefinedandelegantJapanesespecialtycoffeeshop日式高級咖啡啡館?來自優(yōu)雅、精精致的日式咖咖啡館的咖啡啡BrandConcept(Cont’d)

品牌概概念AleftbankcafééCoffeefromParis-fromacafééontheleftbankoftheSeine-aplacefullofatmosphere,ahauntofpoetsandphilosophers左岸咖啡館這咖啡來自巴巴黎塞納河左左岸一家充滿滿人 文氣氛氛的咖啡館，，一個詩人、、哲學家喜歡歡去的地方方。10DowningStreetCoffeefromthekitchenoftheBritishprimeminister’sresidence,aplacewherecoffeeispreparedforVIPvisitorseveryday.唐寧街10號號這咖啡來自英英國首相官邸邸廚房，平日日在這里準備招招待貴賓的咖咖啡。BrandConcept(Cont’d)

品牌概概念BrandConcept(Cont’d)

品牌概概念I(lǐng)tbecameapparentthatmostpeoplefeltthatthecoffeefromaleftbankcaféseemedtohavethehighestvalue,andwouldmakethempaythehighestprice.明顯地人們覺覺得來自左岸岸咖啡館的咖咖啡價值最高高，他們愿為為此付最高的的價錢。TargetGroup目標消消費群Whowouldbethemostwillingtopay NT$25tobuyacoffeethatwouldonly costNT$15inaTetraPak?用TetraPak包包裝的咖啡只只賣15元，，誰會最愿意付付25元買一一杯咖啡？TargetGroup(Cont’d)目標消費群Anynewbeverageproductmustachieveagoodturnoverwithinthreemonths,oritwillbedelisted.Whowouldbemorethanmerelycurious(sincecuriosityalonewouldnotbeenoughtoovercomethehigh-pricebarrier),andbuyintotheideaofthebrand?新飲品在推出出三個月內(nèi)如如果達不到高高營業(yè)額就會會被撤走。那那些人會出于于品牌的創(chuàng)意意而購買這個個新牌子(僅僅有好奇心并并不能克服高高價的門檻)?TargetGroup(Cont’d)目標消費群Youngwomenaged17to22arecharacterizedasbeinghonestandsentimental,fullofhopesanddreams,fondofartandliterature,butnotparticularlysophisticated,sincetheystilldonothavemuchexperienceoflife.我們選擇17到22歲歲的年輕女士士，她們有誠誠實、多愁善善感，喜愛文文學藝術(shù)，但但生活經(jīng)驗不不多，不太成成熟。TargetGroup(Cont’d)

目標消費費群Theylovedtheideabehindthebrand,andwereparticularlymotivatedbythe‘LeftBankcafé’concept.她們喜歡品牌牌背后的意念念，尤其是““左岸咖啡館館”的概念。。ConsumerInsight

洞察消費費者Theylookformuchmorefromaproductthanmereproductquality.Theylookforemotionalreward,somethingthatmakesthemfeelbettersomethingthatmakesthemfeelmoresophisticatedthantheyreallyare.Theylookforbrandsthatunderstandandaddresstheirinnerneeds.她們尋求產(chǎn)品品質(zhì)量以外更更多的東西，，尋求情感回回報、使她們們感覺更好、、覺得自己更更成熟的東西西，尋求了解解、表達她們們內(nèi)在需求的的品牌。TheLeftBankCaféconcepttogetherwiththearomatic,‘‘a(chǎn)dult’flavourofcoffee,fosteredasenseofspiritualrenewalinthem.左岸咖啡館，，帶著咖啡芬芬芳、成人品品味，在她們們精神上形成成一種新的感感覺。Tone&Manner氣氛氛及風格Accordingtostatisticsfrombookstores,themostpopularauthoramongyoungwomenofthisagegroupisMurakamiHaruki.SheistheforemostrepresentativeofanewstyleofJapanesewriting,whichiship,absurd,postmodern,andalwayscoollydeadpan.What’’suniqueaboutMurakami’sstoriesisthattheyexpertlymanagetoconjureupthefeelingofcitydwellers.她們最欣賞的的作家是村上上春樹。她的的作品憂郁、超現(xiàn)實實、冷峻，能能喚起城市人人的感覺。Tone&Manner氣氛氛及風格ThoughthevisualpartoftheLeftBankCaféadvertisingshouldhaveaveryFrenchstyle,thecopyshouldhaveaveryJapaneseliterarystyle.雖然左岸咖啡啡館的廣告視視覺應(yīng)該非常常法國化，但但其文本應(yīng)是是很有日本文文學的風格。。CorrectionTriangle:LeftBankCafeSpiritualSatisfaction精神上的滿足足Solitudeisnotloneliness獨處不是寂寞寞ArtisticAtmospheric,Contemplative藝術(shù)氣氛、沉沉思CreativeBrief創(chuàng)創(chuàng)意簡報Duringtheprocessofbriefingthecreativepeople,wetoldthem,““Let’’sforgetthatwearemakingadvertisementsforpackageddrinks.Let’spretendthatourclientisactuallyacafé-thatwearemakingadvertisementsforaFrenchcafé!”“讓我們忘記記自己是在為為包裝飲料做做廣告，假想是在為一一家遠在法國國的咖啡館做做廣告！”WecollectedalotofreferenceinformationfromFrance,includingpicturesandevenmenusofFrenchcafés.我們從法國收收集來許多咖咖啡館的資料料，包括圖片片甚至菜單。。TheLeftBankCaféSellsMoreThanJustCoffee不僅是賣咖啡啡Ifourbrandwastobeacafé,thentherewasnoreasonforittobelimitedtoonlysellingcoffee.Thebrandcouldbeextendedtoincludealltheitemsonacafémenu.如果我們的的品牌是咖咖啡館，那那么它不應(yīng)應(yīng)僅賣咖啡。它可以以延伸到咖咖啡館餐單單上的所有有東西。TheLeftBankCaféSellsMoreThanJustCoffee不僅是賣咖咖啡Sonowwhenyoulookintherefrigeratorsat7-Eleven,youwillalsofindThéaulait,aswellasBlancmangeandotherFrench-styledesserts,allundertheLeftBankCaféumbrellabrand.所以，現(xiàn)在在你從7-11便便利店的的冷藏柜里里，還能找找到左岸咖咖啡館牌子子的奶茶、、牛奶凍和和其它法式式甜品。TheLeftBankCaféSellsMoreThanJustCoffee(Cont’’d)不僅是賣咖咖啡WearecurrentlyevaluatingthepossibilitiesforFrench-stylecakes,andinthefuturewehopetohavespecialrefrigeratorsinstores,exclusivelyforLeftBankCaféproducts.我們現(xiàn)在考考慮法式蛋蛋糕的可能能性，希望望將來在商商店里有左左岸咖啡館館產(chǎn)品專用用冷藏柜。。TheRoleofAdvertising廣廣告的角色色TheadvertisingencouragesconsumerstobuildapictureintheirmindsoftheirfavoriteFrenchcafé-anidealcafé,acaféwithalonghistoryandastrongcultural,artisticatmosphere.廣告要促使使消費者在在腦海里建建造一個自自己最喜愛愛的法國咖咖啡館--一個個理想的咖咖啡館，一一個歷史悠悠久、文化化藝術(shù)氣氛氛濃厚的咖咖啡館。TheRelationshipWiththeBrand品牌寫真LeftBankCaféwillhavethepowertostimulatearealandstrongresponseintheimaginationofconsumers.左岸咖啡館館有能力刺刺激消費者者在他們的的想象里產(chǎn)生一種種真實、強強烈的反應(yīng)應(yīng)。TheRelationshipWiththeBrand品品牌牌寫真LeftBankCaféwillhavearelationshipwiththeconsumerlikethatofafavoritebook,suchasatravelmemoir,orasmallvolumeofpoetry,whichisalwayskeptonanearbybookshelf,sothatitcanbetakendowntobeenjoyedinpeacefulmomentsalone.Inthesameway,LeftBankCaféisalwaysreadytobringyourefreshmentwheneveryouneedit.左岸咖啡館館和消費者者的關(guān)系就就象一本喜喜愛的書，，一冊旅游游摘記，放放在整潔的的書架上一一篇短短的的詩，在你你想享受一一片獨處空空間時，它它隨手可得得，帶你到到想去的地地方。TheRelationshipWithTheBrand(Cont’d)品品牌寫真(續(xù))Theinsightis:YouarehereinTaiwan.SometimesyouthinkaboutgoingtoEuropeforaromanticvacation,butinthisbusyandpracticalworld,allyoucandoistakeamentaltriptoEurope-bygoingwindowshoppingataEuropean-stylefurniturestoreordininginaFrenchrestaurant.好比你身在在臺灣，偶偶爾想到歐歐洲度個浪浪漫之旅，，但在這忙忙碌現(xiàn)實的的世界，你你只能逛逛逛歐式家具具店，到法法國餐廳用用餐，度一一個想象之之旅。TheRelationshipWithTheBrand(Cont’d)品品牌寫真(續(xù))LeftBankCafémakesthementaltripeasier-simplysatisfyingyourspiritualdesires,anytime,anyplace,andprivately.而左岸咖啡啡館使這想想象之旅更更輕松--簡單單地滿足你你隨時可能能冒出的一一點精神欲欲望，孤獨獨享受。BuildingtheFrenchCafé(Cont’d)品牌塑塑造TheTVCisbasedonthegirl’’snotesandjottingsabouthertravels.Theprintadsareaseriesofshortstoriesaboutthingsthathavehappenedinthecafé.Theradioadsarelikepoeticvignettesfromthecaféé,andwerebroadcastlateatnight.電視廣告是是一個女孩孩的旅行摘摘記。平面面廣告是一一系列發(fā)生生在咖啡館館的短篇故故事。電臺臺則在深夜夜播放著詩詩般的咖啡啡館故事。。BuildingtheFrenchCafé(Cont’d)品品牌塑造Inordertomakepeoplebelieveintheexistenceofthecafé,therewasalsoaseriesofsupportingevents,intendedtomakethefantasybecomeareality.為使消費者者相信咖啡啡館的存在在，計劃了了一連串節(jié)節(jié)目讓幻想想變成現(xiàn)實實。DuringanexhibitionofphotographsofFrenchcafésatTaiwan’smostdeluxebookstore,anopen-air“LeftBankCafé”wassetupoutside.A15-minuteprogramentitled““LeftBankCaféTour,”introducing20cafésontheleftbankoftheSeine,wasproducedforcableTV.在法國咖啡啡館攝影展展期間，臺臺灣最豪華華的書店外外布置著左左岸咖啡館館。還制作作了15分分鐘題為“左岸咖啡啡館之旅””的有線電電視節(jié)目，，介紹塞納納河左岸20家咖啡啡館。BuildingtheFrenchCafé(Cont’d)品品牌塑造AroundthetimeoftheFrenchnationalday,theLeftBankCafébrandwasoneofthesponsorsofacelebrationdinnerandaFrenchfilmfestivalorganizedbytheFrenchInstituteinTaiwan.ThesponsorsincludedactualFrenchbrandssuchasRenault,Peugeot,Chanel,ChristianDior,anumberofdifferentwine-makers,andonebrandyouwouldneverfindinFranceitself-LeftBankCafé!法國國慶期期間，左岸岸咖啡館是是慶宴和法法國電影節(jié)節(jié)贊助商之之一。雷諾諾、標致、、香奈爾、、ChristianDior等法法國品牌也也在贊助商商之列。BuildingtheFrenchCafé(Cont’d)品品牌塑造TheBrand品品牌IstherereallyaSantaClaus?Accordingtotheresultsoflastweek’sLeftBankCaféBrandAudit,theTVcommercialgivespeopleanenjoyablefeelingofsolitude.WhenpeopledrinkLeftBankCaféproducts,theyfeeltheyarerewardingthemselves.Eightypercentofthepeopleinterviewedbelievethatthe“LeftBankCaféé”reallyexistsinFrance,andthatitwillsoonopenabranchinTaiwan.Oneconsumersaid:“DoestheLeftBankCaféreallyexist?Iprefertobelieveinaworldwhereitdoes.”左岸咖啡的的電視廣告告令人有一一種愉快的的孤獨感，，人們覺得得左岸咖啡啡是享受。。八成被訪訪者相信有有左岸咖啡啡館，其中中一位消費費者說“寧寧愿相信有有”。TheBrand(Cont’d)品牌牌LeftBankCafémadeUS$4millioninthefirstyear,andthebrandcontinuestogrowstronger.左岸咖啡頭頭一年賣了了四百萬美美元，品牌牌繼續(xù)得到鞏固。。1998vs1997salesoverfirstsixmonthsis+15%1998年上半年營營業(yè)額比1997年年同期增加加15%BetterQuestions基基本思考考Whatfactorsmakepeoplethinkofabeverageasgood?Whatbeveragesaremostworthsellingonconsignment?Whatisthemosthigh-classplaceforconsignmentgoodstocomefrom?Whatarethemostexpensivedrinkshere?飲料料在在什什么么情情況況下下會會被被認認為為好好？？寄寄售售什什么么飲料料最最值值錢錢？？從從哪哪里里來來的的寄寄賣賣品品最最高高級級？？在這這里里什什么么飲飲料料最最貴貴？？TheProcessofChangingthePriceFromNT$15toNT$25從從15元元變變成成25元元的的過過程程SpecialhouseblendFrenchliteraryCafééCoffeeFresh/soldonconsignment24+122+219+315+4NT$15NT$25招牌牌咖咖啡啡法國國文文學學咖咖啡啡館館咖啡啡寄售售FiveTipsToBuildABrandFromScratch從無無到到有有建建立立品品牌牌五五個個秘秘訣訣1.Ensureyourbrandperforms保證證您您的的品品牌牌是是-highqualityproduct-質(zhì)質(zhì)量量好好的的產(chǎn)產(chǎn)品品-aroleinpeople’’slives-在在人人們們的的生生活活中中扮扮演演一一定定的的角角色色2.Defineyourcategoryprecisely精確確地地定定義義你你的的產(chǎn)產(chǎn)品品類類別別FiveTipsToBuildABrandFromScratch從從無無到到有有建建立立品品牌牌五五個個秘秘訣訣3.Thinkbeyondpricetowhatcreates‘‘value’’inpeople’’sminds超越越價價格格因因素素去去想想什什么么能能在在人人們們心心目目中中產(chǎn)產(chǎn)生生“價值””4.Connectproductbenefitwithbrandpersonality/imagewithconsumerneeds/beliefs將產(chǎn)品的的好處與與品牌個個性/形形象、消消費者的的需求/信念聯(lián)聯(lián)系起來來。5.Expandyourbrandpropositionbeyondadvertising.把您的品品牌主題題超越廣廣告9、靜夜四四無鄰，，荒居舊舊業(yè)貧。。。1月-231月-23Friday,January6,202310、雨中中黃葉葉樹，，燈下下白頭頭人。。。13:03:3513:03:3513:031/6/20231:03:35PM11、以我獨沈久久，愧君相見見頻。。1月-2313:03:3513:03Jan-2306-Jan-2312、故人江海海別，幾度度隔山川。。。13:03:3513:03:3513:03Friday,January6,202313、乍乍見見翻翻疑疑夢夢，，相相悲悲各各問問年年。。。。1月月-231月月-2313:03:3513:03:35January6,202314、他鄉(xiāng)鄉(xiāng)生白白發(fā)，，舊國國見青青山。。。06一一月月20231:03:36下下午13:03:361月-2315、比不了得得就不比，，得不到的的就不要。。。。一月231:03下下午1月-2313:03January6,202316、行動出成果果，工作出財財富。。2023/1/613:03:3613:03:3606January202317、做前，能能夠環(huán)視四四周；做時時，你只能能或者最好好沿著以腳腳為起點的的射線向前前。。1:03:36