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Clique para ed= itar o estilo do título mestre
Clique para ed= itar o estilo do subtítulo mestre
‹data/hora›
‹rodap&eac= ute;› =
Stricto Lato=
consultoria de gestão
www.strictolato.com
Fone (11) 5182-4900
=
=
= SL00-020826-C&#= 13;
------=_NextPart_01C257FA.9D79A230 Content-Location: file:///C:/0D525D96/lucrativ_arquivos/master04.xml Content-Transfer-Encoding: quoted-printable Content-Type: text/xml; charset="utf-8" ------=_NextPart_01C257FA.9D79A230 Content-Location: file:///C:/0D525D96/lucrativ_arquivos/pres.xml Content-Transfer-Encoding: quoted-printable Content-Type: text/xml; charset="utf-8" ------=_NextPart_01C257FA.9D79A230 Content-Location: file:///C:/0D525D96/lucrativ_arquivos/slide0080.htm Content-Transfer-Encoding: quoted-printable Content-Type: text/html; charset="us-ascii" Lucratividade
Stricto Lato
co= nsultoria de gestão
www.= strictolato.com
Fone (= 11) 5182-4900
SL00-020826-C
Lucratividade <= /div>
Conceitos relevantes e= abordagem estruturada para preservação e aumento da = lucrativi= dade
São Paulo, agosto de 2002
=
=
_____________________
Notas: Este material é propr= iedade de Stricto Lato Consultoria Ltda.
A reprodução e divulgação são permitidas desde que mencionada a font= e.
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1&#= 13;
SL00-020826-C
Stricto Lato
co= nsultoria de gestão
www.= strictolato.com
Fone (= 11) 5182-4900
Disputa= pelo valor no ambiente de negócios
=
=
_____________________
Fonte: “Competitive Advantage<= /span>” de M. Porter; complementação da Stricto Lato
Empresa
Concorrentes
Clientes
Governo
Fornecedores
Forças em conflito
A lucratividade da empresa está permanentemente = ameaçada pela dinâmica do ambiente de negócios:
•Há interesses claramente conflitantes entre os diversos participantes
•Todo participante está permanente-mente atento às = oportunidades de capturar valor em detrimento dos demais
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2&#= 13;
SL00-020826-C
Stricto Lato
co= nsultoria de gestão
www.= strictolato.com
Fone (= 11) 5182-4900
Sistema de preservação= e aumento da lucratividade
Gestão do portfólio de produtos segundo sua lucratividade
O portfólio de produtos e serviços precisa ser continuamente avaliado, e remodelado, para:
•P= ermitir o descarte dos produtos já não rentáveis
•G= arantir que os produtos acrescentados p= oderão ser suficientemente rentáveis
Avaliação e análise = = sistemáticas dos resultados
A empresa deve u= tilizar-se continuamente de um sistema de controle gerencial que seja rápido e confiável = = para:
•<= b>Avaliar o desempenho financeiro das operações
•<= b>Analisar o resultado até identificar os componentes que representam oportunidades de melhoria
Priorização e captura seletiva das oportunidades
Em função do valor potencial e= da dificuldade de captura, determinam-se as abordagens adequadas para cada tipo de oportunidade
Avaliação objetiva das oportunidades de melhoria operacional =
Há pelo menos 3 <= b>critérios objetivos para se avaliar o potencial de melhoria = nos componentes do resultado:
•Melhores práticas / <= i>benchmarks
•Evolução histórica / melhores resultados
•Coerência com os geradores=
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------=_NextPart_01C257FA.9D79A230 Content-Location: file:///C:/0D525D96/lucrativ_arquivos/slide0126.htm Content-Transfer-Encoding: quoted-printable Content-Type: text/html; charset="us-ascii" Lucratividade
3&#= 13;
SL00-020826-C
Stricto Lato
co= nsultoria de gestão
www.= strictolato.com
Fone (= 11) 5182-4900
=
=
_____________________
(1) Retorno sobre o capital investido
(2) Retorno sobre o patrimônio líquido
(3) Retorno total aos acionistas. Inclui variações no preço da empresa e outros benefícios concedidos aos acionistas e / ou proprietários.
Fonte: “Valuat= ion – Measuring and Managing the Value of Companies ” de T. Copeland e outros;
comp= lementação da Stricto Lato
Características-chave do sistema gerencial:
•<= /span>Estruturado como modelo fiel das operações
•<= /span>Apuração rápida e correta
•Nível de detalhe suficiente para permitir a identificação imediata de oportunida= des candidatas a uma análise mais = profunda
EBIT
Ativo Fixo
Capital de giro
Capital Investido
ROIC pré-<= /span>impostos
Impostos
ROIC (1= )
Depreciação
Remuneraç&= atilde;o do c= apital de terc= eiros
ROE (2)
TRS (3)
Avalia&= ccedil;ão e análise sistemáticas dos resultados&#= 13;
Receitas
Custos
EBITDA
Medida de
resul= tado
Grupo de
comp= onentes
do r= esultado
Componente
do r= esultado
=
<= /span>
=
=
<= /b>
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Content-Transfer-Encoding: quoted-printable Content-Type: text/html; charset="us-ascii" Lucratividade
4&#= 13;
SL00-020826-C
Stricto Lato
co= nsultoria de gestão
www.= strictolato.com
Fone (= 11) 5182-4900
ROIC >
WACC
ROIC ~
WACC
ROIC <
WACC
Gest&at= ilde;o do portfólio de produtos segund= o sua lucratividade
3D"Caixa
Rentabilidade do portfólio de produtos
•<= /span>Idealmente todos os produtos teriam e= ssa característica
•Foco da busca de crescimento em volume para os produtos atuais e da introduç&= atilde;o de novos produtos
•<= /span>OK para produtos maduros ou no final do seu ciclo de vida
•<= /span>Podem ser usados para garantir o volu= me das operações
•
•Imperativo que sejam re-posicionados = ou eliminados
•Evitar ilusão da “margem de contribuição positiva̶= 1;: destroem valor, ocupam capacidade e c= apital, diluem o foco = da gestão – prolongando a lenta morte da empresa
•Buscar equilíbrio através do aumento de volume pode <= span style=3D'position:absolute;top:81.25%;left:30.89%;width:59.17%;height:3.5%= '>simplesmente agravar o problema
=
=
_____________________
Notas: ROIC =3D Return On Invested Capital =3D retorno sobre o capital (próprio e de terceiros) investido
WACC =3D Weighted Average Co= st of Capital =3D custo médio do capital investido
Eliminar produtos
Criar produtos
=
<= /span>
=
=
<= /b>
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5&#= 13;
SL00-020826-C
Stricto Lato
co= nsultoria de gestão
www.= strictolato.com
Fone (= 11) 5182-4900
Avaliação objetiva das oportunidades=
de me= lhoria operacional
Diferença para as melhores práticas
Evolução histó= ;rica (máximos, médias etc.)
Análise da coerência = com os geradores
Existem= pelo menos 3 fontes de informaç= ;ões objetivas para se determinar o potencial de melhori= a em cada componente do ROIC / ROE / T= RS
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<= /span>
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6&#= 13;
SL00-020826-C
Stricto Lato
co= nsultoria de gestão
www.= strictolato.com
Fone (= 11) 5182-4900
Prioriz= ação e captura seletiva
das oportunidades
Alta Baixa
Dificuldade
Valor
potencial
Projetos complexos
•Fundamental estarem alinhados com a estratégia da empresa
•Medição correta de risco e retorno
•<= /span>Freqü= ;entemente envolvem investimento, mudanças estrutura= is e / ou organizacionais
Al= to
Ba= ixo
=
=
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<= /b>
Oportunidades desinteressantes
•Consomem tempo e esforço que deveriam ser dedicados a outras oportunid= ades
Execução eficiente
•<= /span>Itens imp= ortantes e dinâmicos que requerem atenção constante e reavalia&= ccedil;ões periódicas. Ex.:  compra de matéria prima
•Candidatos a sistemas = de melhoria contínua, gestão da qualidade ou otimização
= Low-hanging fruits
•<= /span>Pequenas oportunidades a capturar rapidamente com ações <= /span>focadas d= e curto prazo da gerência média
•Perigo de distração para a alta administraç&ati= lde;o
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<= /div>
‹nº›
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FULLSCR_HREF = : FULLSCR_HREF+"#"+GetHrefObj(gCurSld).mSldHref; if(PPTNav.event.ctrlKey) { var w =3D (window.screen.availWidth * 1.0) / 2.0 var h =3D w * (PPTSld.g_origH * 1.0) / PPTSld.g_origW win =3D window.open( MHTMLPrefix+href,null,"toolbar=3D0,resizable=3D1,top= =3D0,left=3D0," + "width=3D"+ w + ",height=3D" + h ); if( PPTSld.g_animUseRuntime ) win.document.body.PPTSldFrameset=3Dwindow; } else { win =3D window.open( MHTMLPrefix+href,null,"fullscreen=3Dyes" ); if( PPTSld.g_animUseRuntime ) win.document.body.PPTSldFrameset=3Dwindow; } } function ToggleVNarration() { rObj=3DPPTSld.document.all("NSPlay") if( rObj && !PPTSld.g_animUseRuntime ) { if( (rObj.playState =3D=3D 1)||(rObj.playState =3D=3D 0) ) rObj.Play() else if( rObj.playState =3D=3D 2 ) rObj.Pause() else return; } else if( PPTSld.g_animUseRuntime ) { narObj =3D PPTSld.document.all("narrationID") if( narObj ) narObj.togglePause() } } function GetCurSldNum() { obj=3DGetHrefObj(gCurSld) if( obj.mOrigVis =3D=3D 1 ) return obj.mSldIdx else return gCurSld } function GetNumSlds() { if( GetHrefObj(gCurSld).mOrigVis =3D=3D 1 ) return GetSldList().mNumVisSlds; else return GetSldList().mList.length } function GetSldNum( href ) { for(ii=3D0; ii 1 ) PopSldList(); else if( !IsFramesMode() ) { if( gLoopCont ) GoToFirst() else EndShow() } } function GoToPrevSld() { ii=3DgCurSld-1 if( ii > 0 ) { obj=3DGetHrefObj(ii) while ( obj && ( obj.mVis =3D=3D 0 ) && ( ii>0 ) ) obj=3DGetHrefObj(--ii) if( ii =3D=3D 0 ) ii=3D1 GoToSldNum(ii) } } function GoToFirst(){ GoToSld( GetHrefObj(1).mSldHref ) } function GoToLast() { ii=3DGetSldList().mList.length if( ii !=3D gCurSld ) GoToSld( GetHrefObj(ii).mSldHref ) } function GoToSldNum( num ) { if( PPTSld.event ) PPTSld.event.cancelBubble=3Dtrue obj =3D GetHrefObj( num ) obj.mVis=3D1 gPrevSld=3DgCurSld gCurSld =3D num; PPTSld.location.replace(MHTMLPrefix+obj.mSldHref) if( IsFramesMode() ) { UpdNavPane(); UpdOtlPane(); UpdNtsPane() } } function GoToSld( href ) { if( PPTSld.event ) PPTSld.event.cancelBubble=3Dtrue GetHrefObj( GetSldNum(href) ).mVis=3D1 PPTSld.location.replace(MHTMLPrefix+href) } function SldUpdated( id ) { if( id =3D=3D GetHrefObj(gCurSld).mSldHref ) return gPrevSld=3DgCurSld gCurSld=3DGetSldNum(id) if( IsFramesMode() ) { UpdNavPane(); UpdOtlPane(); UpdNtsPane() } } function PrevSldViewed(){ GoToSld( GetHrefObj(gPrevSld).mSldHref ) } function HasPrevSld() { return ( gIsEndShow || ( gCurSld !=3D 1 && GetHrefO= bj( gCurSld-1 ).mVis =3D=3D 1 )||( GetCurSldNum() > 1 ) ) } function HasNextSld() { return (GetCurSldNum() !=3D GetNumSlds()) } function CloseWindow() { if( HideMenu() ) return; var event =3D PPTSld.event; if( !IsFramesMode() && event && (event.keyCode=3D=3D27 || event.keyCode=3D= =3D32 || event.type=3D=3D"click" ) ) window.close( self ); CatchNumKeys( self, event ); } function Unload() { gIsEndShow=3D0; } function SetupEndShow() { gIsEndShow=3D1; PPTSld.document.body.scroll=3D"no"; PPTSld.document.onkeypress=3DCloseWindow; PPTSld.document.onclick=3DCloseWindow; PPTSld.document.oncontextmenu=3D_CM; } function EndShow() { if( IsFramesMode() ) return if( PPTSld.event ) PPTSld.event.cancelBubble=3Dtrue doc=3DPPTSld.document doc.open() doc.writeln('


' + ENDSHOW_MESG + '

') doc.close() } function SetSldVisited(){ GetSldList().mList[gCurSld-1].mVisited=3Dtrue } function IsSldVisited(){ return GetSldList().mList[gCurSld-1].mVisited } function hrefList( sldHref, visible, advDelay, advClk ) { this.mSldHref=3D this.mNtsHref =3D sldHref this.mOrigVis=3D this.mVis =3D visible this.mVisited=3D false this.mAdvDelay=3D advDelay this.mAdvOnClk=3D advClk } function SldList(arr,curSld,fEnd) { this.mCurSld =3D curSld; this.mList =3D new Array(); var idx =3D 1; for(ii=3D0;ii 0) { PushSldList(sldList,fEnd); gCurSld =3D 1; } else if( PPTSld.event ) PPTSld.event.cancelBubble=3Dtrue } function PushSldList(arr,fEnd) { var ii =3D gSldStack.length; gSldStack[ii] =3D new SldList(arr,gCurSld,fEnd); GoToSld( gSldStack[ii].mList[0].mSldHref ); } function PopSldList() { if (gSldStack[gSldStack.length-1].fEndShow) EndShow() else { gCurSld =3D gSldStack[gSldStack.length-1].mCurSld; gSldStack[gSldStack.length-1] =3D null; gSldStack.length--; var sldList =3D gSldStack[gSldStack.length-1]; GoToSld( sldList.mList[gCurSld - 1].mSldHref ); } } var custShowList=3Dnew Array(); function ImgBtn( oId,bId,w,action ) { var t=3Dthis t.Perform =3D _IBP t.SetActive =3D _IBSetA t.SetInactive=3D _IBSetI t.SetPressed =3D _IBSetP t.SetDisabled=3D _IBSetD t.Enabled =3D _IBSetE t.ChangeIcon =3D null t.UserAction =3D action t.ChgState =3D _IBUI t.mObjId =3D oId t.mBorderId=3D bId t.mWidth =3D w t.mIsOn =3D t.mCurState =3D 0 } function _IBSetA() { if( this.mIsOn ) { obj=3Dthis.ChgState( gHiliteClr,gShadowClr,2 ) obj.style.posTop=3D0 } } function _IBSetI() { if( this.mIsOn ) { obj=3Dthis.ChgState( gFaceClr,gFaceClr,1 ) obj.style.posTop=3D0 } } function _IBSetP() { if( this.mIsOn ) { obj=3Dthis.ChgState( gShadowClr,gHiliteClr,2 ) obj.style.posLeft+=3D1; obj.style.posTop+=3D1 } } function _IBSetD() { obj=3Dthis.ChgState( gFaceClr,gFaceClr,0 ) obj.style.posTop=3D0 } function _IBSetE( state ) { var t=3Dthis GetObj( t.mBorderId ).style.visibility=3D"visible" if( state !=3D t.mIsOn ) { t.mIsOn=3Dstate if( state ) t.SetInactive() else t.SetDisabled() } } function _IBP() { var t=3Dthis if( t.mIsOn ) { if( t.UserAction !=3D null ) t.UserAction() if( t.ChangeIcon ) { obj=3DGetObj(t.mObjId) if( t.ChangeIcon() ) obj.style.posLeft=3Dobj.style.posLeft+(t.mCurState-4)*t.mWidth else obj.style.posLeft=3Dobj.style.posLeft+(t.mCurState-0)*t.mWidth } t.SetActive() } } function _IBUI( clr1,clr2,nextState ) { var t=3Dthis SetBorder( GetObj( t.mBorderId ),clr1,clr2 ) obj=3DGetObj( t.mObjId ) obj.style.posLeft=3Dobj.style.posLeft+(t.mCurState-nextState)*t.mWidth-obj= .style.posTop t.mCurState=3DnextState return obj } function TxtBtn( oId,oeId,action,chkState ) { var t=3Dthis t.Perform =3D _TBP t.SetActive =3D _TBSetA t.SetInactive=3D _TBSetI t.SetPressed =3D _TBSetP t.SetDisabled=3D _TBSetD t.SetEnabled =3D _TBSetE t.GetState =3D chkState t.UserAction =3D action t.ChgState =3D _TBUI t.mObjId =3D oId t.m_elementsId=3D oeId t.mIsOn =3D 1 } function _TBSetA() { var t=3Dthis if( t.mIsOn && !t.GetState() ) t.ChgState( gHiliteClr,gShadowClr,0,0 ) } function _TBSetI() { var t=3Dthis if( t.mIsOn && !t.GetState() ) t.ChgState( gFaceClr,gFaceClr,0,0 ) } function _TBSetP() { if( this.mIsOn ) this.ChgState( gShadowClr,gHiliteClr,1,1 ) } function _TBSetD() { this.ChgState( gFaceClr,gFaceClr,0,0 ) this.mIsOn =3D 0 } function _TBSetE() { var t=3Dthis if( !t.GetState() ) t.ChgState( gFaceClr,gFaceClr,0,0 ) else t.ChgState( gShadowClr,gHiliteClr,1,1 ) t.mIsOn =3D 1 } function _TBP() { var t=3Dthis if( t.mIsOn ) { if( t.UserAction !=3D null ) t.UserAction() if( !t.GetState ) return if( t.GetState() ) t.SetPressed() else t.SetActive() } } function _TBUI( clr1,clr2,lOffset,tOffset ) { SetBorder( GetObj( this.mObjId ),clr1,clr2 ) Offset( GetObj( this.m_elementsId ),lOffset,tOffset ) } function Offset( obj, top, left ){ obj.style.top=3Dtop; obj.style.left=3Dle= ft } function SetBorder( obj, upperLeft, lowerRight ) { s=3Dobj.style; s.borderStyle =3D "solid" s.borderWidth =3D 1 s.borderLeftColor =3D s.borderTopColor =3D upperLeft s.borderBottomColor=3D s.borderRightColor =3D lowerRight } function GetBtnObj(){ return gBtnArr[window.event.srcElement.id] } function BtnOnOver(){ b=3DGetBtnObj(); if( b !=3D null ) b.SetActive() } function BtnOnDown(){ b=3DGetBtnObj(); if( b !=3D null ) b.SetPressed() } function BtnOnOut(){ b=3DGetBtnObj(); if( b !=3D null ) b.SetInactive() } function BtnOnUp() { b=3DGetBtnObj() if( b !=3D null ) b.Perform() else Upd() } function GetNtsState(){ return parent.gNtsOpen } function GetOtlState(){ return parent.gOtlOpen } function GetOtlTxtState(){ return parent.gOtlTxtExp } function NtsBtnSetFlag( fVal ) { s=3Ddocument.all.item( this.m_flagId ).style s.display=3D"none" if( fVal ) s.display=3D"" else s.display=3D"none" } function _BSetA_Border(){ b =3D gBtnArr[this.mObjId]; if( b !=3D null ) b.S= etActive() } function _BSetI_Border(){ b =3D gBtnArr[this.mObjId]; if( b !=3D null ) b.S= etInactive() } var gHiliteClr=3D"THREEDHIGHLIGHT",gShadowClr=3D"THREEDSHADOW",gFaceClr=3D"= THREEDFACE" var gBtnArr =3D new Array() gBtnArr["nb_otl"] =3D new TxtBtn( "nb_otl","nb_otlElem",parent.ToggleOtlPan= e,GetOtlState ) gBtnArr["nb_otlElem"] =3D new TxtBtn( "nb_otl","nb_otlElem",parent.ToggleOt= lPane,GetOtlState ) gBtnArr["nb_nts"] =3D new TxtBtn( "nb_nts","nb_ntsElem",parent.ToggleNtsPan= e,GetNtsState ) gBtnArr["nb_prev"]=3D new ImgBtn( "nb_prev","nb_prevBorder",30,parent.GoToP= revSld ) gBtnArr["nb_next"]=3D new ImgBtn( "nb_next","nb_nextBorder",30,parent.GoToN= extSld ) gBtnArr["nb_sldshw"]=3D new ImgBtn( "nb_sldshw","nb_sldshwBorder",18,parent= .FullScreen ) gBtnArr["nb_sldshwBorder"] =3D new TxtBtn( "nb_sldshw","nb_sldshwBorder",pa= rent.FullScreen,null ) gBtnArr["nb_sldshwBorder"].SetActive =3D _BSetA_Border; gBtnArr["nb_sldshwBorder"].SetInactive =3D _BSetI_Border; gBtnArr["nb_sldshwText"] =3D new TxtBtn( "nb_sldshw","nb_sldshwText",parent= .FullScreen,null ) gBtnArr["nb_sldshwText"].SetActive =3D _BSetA_Border; gBtnArr["nb_sldshwText"].SetInactive =3D _BSetI_Border; gBtnArr["nb_voice"] =3D new ImgBtn( "nb_voice","nb_voiceBorder",18,parent.= ToggleVNarration ) gBtnArr["nb_otlTxt"]=3D new ImgBtn( "nb_otlTxt","nb_otlTxtBorder",23,parent= .ToggleOtlText ) gBtnArr["nb_nts"].m_flagId=3D "notes_flag" gBtnArr["nb_nts"].SetFlag =3D NtsBtnSetFlag gBtnArr["nb_otlTxt"].ChangeIcon=3D GetOtlTxtState var sNext=3D"Avançar",sPrev=3D"Voltar",sEnd=3D"Finalizar apresenta&c= cedil;ão",sFont=3D"Arial",sArrow=3D"Seta",sFreeform=3D"Forma livre",= sRect=3D"Retângulo",sOval=3D"Elipse" function ShowMenu() { BuildMenu(); var doc=3DPPTSld.document.body,x=3DPPTSld.event.clientX+doc.scrollLeft,y= =3DPPTSld.event.clientY+doc.scrollTop m =3D PPTSld.document.all.item("ctxtmenu") m.style.pixelLeft=3Dx if( (x+m.scrollWidth > doc.clientWidth)&&(x-m.scrollWidth > 0) ) m.style.pixelLeft=3Dx-m.scrollWidth m.style.pixelTop=3Dy if( (y+m.scrollHeight > doc.clientHeight)&&(y-m.scrollHeight > 0) ) m.style.pixelTop=3Dy-m.scrollHeight m.style.display=3D"" } function _CM() { if( !parent.IsFullScrMode() ) return; if(!PPTSld.event.ctrlKey) { ShowMenu() return false } else HideMenu() } function BuildMenu() { if( PPTSld.document.all.item("ctxtmenu") ) return var mObj=3DCreateItem( PPTSld.document.body ) mObj.id=3D"ctxtmenu" mObj.style.visibility=3D"hidden" var s=3DmObj.style s.position=3D"absolute" s.cursor=3D"default" s.width=3D"120px" SetCMBorder(mObj,"menu","black") var iObj=3DCreateItem( mObj ) SetCMBorder( iObj, "threedhighlight","threedshadow" ) iObj.style.padding=3D2 CreateMenuItem( iObj,sNext,M_GoNextSld,M_True ) CreateMenuItem( iObj,sPrev,M_GoPrevSld,M_HasPrevSld ) CreateSeparator( iObj ) CreateMenuItem( iObj,sEnd,M_End,M_True ) mObj.style.visibility=3D"visible" } function Cancel() { window.event.cancelBubble=3Dtrue; window.event.returnVa= lue=3Dfalse } function Highlight() { ChangeClr("activecaption","threedhighlight") } function Deselect() { ChangeClr("threedface","menutext") } function Perform() { e=3DPPTSld.event.srcElement if( e.type=3D=3D"menuitem" && e.IsActive() ) e.Action() else PPTSld.event.cancelBubble=3Dtrue } function ChangeClr( bg,clr ) { e=3DPPTSld.event.srcElement if( e.type=3D=3D"menuitem" && e.IsActive() ) { e.style.backgroundColor=3Dbg e.style.color=3Dclr } } function M_HasPrevSld() { return( parent.HasPrevSld() ) } function M_GoNextSld() { if( gIsEndShow ) M_End(); 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