Staff also missed deadlines for milestones in the audits, meaning large portions of the work were done just before they were due for filing. For example, a pharmaceutical company may ask each department to cut 15 percent of its workforce in an effort to reduce costs. A member can have multiple departures and positions within the year period. 4. Employee Turnover Rates in 2020 (By Industry) . As the economy languishes, workers have reduced alternative employment opportunities. A note from Deloitte US Economists Danny Bachman and Akrur Barua. S&P Index data is the property of Chicago Mercantile Exchange Inc. and its licensors. We consider professionals as leaving their position if they provide an end date for their position at a company (excluding internal job changes within the same company). These workers have been in high demand lately and are pushing for higher pay and more training opportunities, according to a recent survey. 2009. http://www.pollingreport.com/consumer.htm, Hoyt Bleakley, Ann E. Ferris, and Jeffrey C. Fuhrer, New Data on Worker Flows During Business Cycles,, Donald P. Moynihan and Sanjay K. Pandey, The Ties that Bind: Social Networks, Person-Organization Value Fit, and Turnover Intention,, Magnus Sverke, Johnny Hellgren, and Katharina Nswall, No security: A meta-analysis and review of job insecurity and its consequences,, Eric G. Lambert, Nancy Lynne Hogan, and Shannon M. Barton, The impact of job satisfaction on turnover intent: a test of a structural measurement model using a national sample of workers,, Rodger W. Griffeth, Peter W. Hom, and Stefan Gaertner, A Meta-Analysis of Antecedents and Correlates of Employee Turnover: Update, Moderator Tests, and Research Implications for the Next Millennium,, Jason D. Shaw, Nina Gupta, and John E. Delery, Alternative Conceptualizations of the Relationship between Voluntary Turnover and Organizational Performance,, Stacy Collett, Surviving the Big Chill,, John L. Cotton and Jeffrey M. Tuttle, A Meta-Analysis and Review with Implications for Research,, Robin Adair Erickson and Michael E. Roloff, Reducing attrition after downsizing: Analyzing the effects of organizational support, supervisor support, and gender on organizational commitment,, Tammy D. Allen, Deena M. Freeman, Joyce E. A. Russell, Richard C. Reizenstein and Joseph O. Rentz, Survivor reactions to organizational downsizing: Does time ease the pain?,, Joel Brockner, Phyllis A. Siegel, Joseph P. Daly, Tom Tyler, and Christopher Martin, When Trust Matters: The Moderating Effect of Outcome Favorability,, Steve Lohr, Piecemeal Layoffs Avoid Warning Laws,, Bronwyn Fryer, Laurence J. Stybel, Maryanne Peabody, Jurgen Dormann, and Robert I. Sutton, The Layoff,, Gretchen M. Spreitzer and Aneil K. Mishra, To Stay or to Go: Voluntary Survivor Turnover following an Organizational Downsizing,. The average Deloitte salary ranges from approximately $49,726 per year for a Customer Service Representative (CSR) to $440,797 per year for a Managing Director. <br><br>The AgriFood Transformation & Circularity . To show that leadership is dedicated to organizational success and is willing to share the economic burden with their employees, leaders should consider a symbolic act of dedication. As an analysis from the Federal Reserve Economic Data (FRED) demonstrates, low turnover in government jobs is nothing new at least in the United States. DiamondClusters employees viewed this gesture positively and thought that it reflected their team-focused culture.14 Symbolic acts of dedication have also occurred more recently such as when Gap CEO Glenn Murphy volunteered to take a 15 percent pay cut.15. CFA, Wallstreetprep, CAIA, Corporate Finance Institute,? For instance, small and midsized businesses (SMBs) have a turnover rate of 12.0% significantly higher than the overall average rate of 10.6%. But the firm also gave an update on a range of policies aimed at improving the quality of the divisions work, saying they were progressing well. Organizations should aim for 10% for an employee turnover rate, but most fall into the range of 12% to 20%. For the young starters, they hire smart, well spoken, and subtly aggressive candidates. That said, the percentage of millennials who said they would likely leave their job within two years fell considerably in comparison to . Do Not Sell or Share My Personal Information. My favorite hobby is to click on the 5 day chart on google and do the ah man if I went with my gut and invested in x, Id be up x . ASIC is yet to publicly release the results of its latest audit review it will likely do so this week but The Australian Financial Review understands Deloitte staff were told more of its audits had issues than last year. 2009. Piers is a Partner with Deloitte's Climate & Engineering consulting business, co-leading the AgriFood-ture team combining Circular Economy and Digital Consulting capabilities in the AgriFood industry. Optimize candidate sourcing. Along with burnout, the article also suggests stagnating compensation as a reason many people are leaving. See how we connect, collaborate, and drive impact across various locations. Effective Communication Skills. In our research, In Xactly's survey of over 400 sales leaders, we found that sales organizations experienced a 58% higher employee turnover rate in 2021 than in the 12 months . Accounting firms across the board are also experiencing crippling skills shortages, with ASIC even easing reporting deadlines for all companies last year and unlisted ones this year to support understaffed audit teams. -- I personally went through a crunch project, and found a number of people "managing expectations" (piggy backing), while a handful of people actually knew the end-to-end solution and did the hands-on work. The sector includes a wide range of government work, from law enforcement and firefighting to international affairs and urban planning. Tons of great salary information on Indeed.com How much do I really need to make in nyc to have fun and still save? Co-authors: if your employees are not willing to take a pay cut to keep others jobs, you will create resentment and anger in your company, leading to higher voluntary turnover, especially among your top performers. . Other policies included enhanced quality control and internal control mechanisms, largely through promoting and recruiting staff dedicated to these areas. In the U.S., remote jobs attract over 50% of applications on LinkedIn, despite representing less than 20% of all paid job posts a clear sign that many candidates and employees are looking for flexible work arrangements, whether at their current company or at a new employer. The average Deloitte hourly pay ranges from approximately $24 per hour for a Customer Service Representative (CSR) to $168 per hour for a Partner. Despite the low turnover rates, some governments have taken concrete steps to retain employees and reduce burnout public workers in Belgium, for example, now have a legal right not to answer work emails after hours. The average cost of losing an employee can cost thousands of dollars. Reducing this by just 20%, for example . Learn how LinkedIn can help at every stage of the hiring process. The . Employees at Deloitte on average stay about 2.9 suggesting turnover rate could be as high as 34.6%. Right. (Contd). . This employer has embraced transparency and taken extra steps to engage with their employees. Considering your cultures tolerance for compensation cuts is key to understanding if they are a viable option. Here are just three tactics that companies with low turnover rates have identified to keep employees motivated, engaged, and ready for the long haul. Recently, LinkedIn shared how turnover rates vary across different functions, revealing, for example, that people in HR roles had the highest turnover rates (14.6%), while folks in administration had the lowest (7.8%). Some policies target staffing issues, which Deloitte had blamed for its poor ASIC audit review results. A slowing economy will keep retail sales growth in check. 1. Nearly all companies measure turnover. Meeting attendees were told better workforce planning had improved staffing levels at peak times for the audit team, for example, while pay and recognition for staff had been significantly adjusted. This causes additional new responsibilities to be thrust upon survivors who are expected to pick up the slack for their downsized colleagues. It also presents a great opportunity for youngsters to take event organizing responsibilities. Something wrong with Deloitte India / USI right now.. My goal is to make enough money that some day Elizabeth Warren and Bernie Sanders hate me for it. has been saved, Where did our employees go? I might have an opportunity at a VC. First out the door will be your critical workforce segments, those employees and groups that drive a disproportionate share of their companys business performance and generate greater-than-average value for customers and shareholders, top performers, and future leaders who have transferable and highly demanded skills.10. As the economy picked up and salaries for new hires increased, the company faced salary compression issues taking several years to remedy and saw voluntary turnover increase substantially leading to a talent gap they are still recovering from today. The company also saw 12% voluntary turnover last year. When the economy is strong, unemployment decreases as firms hire more employees to create the output needed to meet rising demand. See Terms of Use for more information. . Cus Deloitte dont pay lol. Record investments made in people . Whether its welcome or worrying, high turnover can cause confusion, swirl, and frantic fire drills for talent professionals. Instead of being able to take advantage of the economic recovery, you may find yourself on the defensive as talent walks out the door. And regardless of how much experience you have in the field, you are respected and given opportunities to learn. Email a customized link that shows your highlighted text. Im now booking all my own flights/hotels for my team on my own dime, then submitting for reimbursement. If voluntary turnover increases after an economic downturn, then companies have to bear the costs to recruit, train and attract new employees to replace those who have left. The Current Landscape: 10 Sales Turnover Statistics 1. Seems like a perfect way to test the waters with the startup life, without having to actually live the startup life. During, before and after the cuts occur, get your leaders in front of your employees and prepare them to communicate the reasons, basis and procedures for the layoff. For example, employees suggested bypassing raises, working only 4 days a week, giving up vacation and sick time, and eliminating bonuses as possible ways to cut costs and avoid layoffs.17 Because of the interconnectedness between hospital employees, where nurses and administrators rely on janitors and cafeteria workers to keep everything running smoothly, Beth Israel possessed a culture where employees were willing to bypass pay to save their fellow employees jobs. Their project expectations and planning is excellent. Alternatively, as mentioned in The Boston Globe, Beth Israel Deaconess Medical Center CEO, Paul Levy, recently proposed to his staff the idea of doing what they could to protect the lower-wage earners the transporters, the housekeepers, the food service people. He told them that to protect these workers, they all would have to make a bigger sacrifice, including giving up more of their salary or benefits. As soon as the words left his mouth, the crowd roared with applause. According to the U.S. Bureau of Labor Statistics (BLS), the average weekly wages for employees in construction are roughly $1,350, trailed by manufacturing ($1,250)and transportation ($950). Josh Bersin of Deloitte noted that the cost of losing an employee can range from tens of thousands of dollars to 1.5-2 times the employee's annual salary. Weve also excluded contractors and other employees who are not full time (interns, students, etc. These can be caused by both actions taken without proper planning or important actions not taken. The company has a simple way of seasoning consultants. Given these shifts, Deloitte consultants believe that HR technology investments will remain a priority in the coming years. Candidly discuss workplace matters in company exclusive channels and group chats. Their top performers, who did not feel tied to the company, knew they could get better money elsewhere. Josh Bersin of Deloitte says the cost of losing an employee . . Still . Is 110 enough? (Deloitte) The millennial segment of the population largely contributes to a low employment retention rate. Especially memoirs and fiction, What are your sources for simple joys in daily life? While manager focus on improving business results is especially important and challenging during a downturn, it can lead to a reduced focus on a companys human capital if managers do not have an incentive to proactively deal with employee issues. In recent years, they have started hiring for specific projects ONLY. In 2001, a professional services firm decided to institute pay cuts to reduce the number of layoffs. unemployment rate's relationship with voluntary turnover shows how voluntary turnover will change as the economy seesaws back and forth. The job market has seen its fair share of ups and downs in the past couple of years, particularly 2020. Key data points: Average years of experience: 10+ years. If so, how did you manage to do so? Can anyone list the best companies to work with in UK. I've heard of pips at staff/senior level. Work flexibility has also continued to be a very high priority for candidates, and could be a key lever in reducing turnover. And no, I'm not talking about food I went from 167 at my highest down to 142ish and got an LV purse to reward myself went to the mail room after the gym today and I was stoked haha. The employees have a significant amount of "firm-internal" training and knowledge contribution tasks. Public accounting has turnover baked into the business model. Deloitte's hiring pattern is very consistent. . Read on to see which sectors feel like a rapidly revolving door and which feel more like a tame merry-go-round in comparison. The apparel sector faced significant headwinds in the December quarter, with real retail turnover declining by 2.3% after a surge through most of 2022. If executed well and with noble intentions, integrating purpose into the accounting industry's culture and strategy can be a solution that addresses its talent challenges. Repeating small cuts over time creates increased turnover intentions and wreaks havoc on a companys organizational culture. These issues build on repeated complaints in the past two years that junior auditors are not adequately supervised and that crippling work deadlines make them prone to mistakes. As we begin traveling again. Career of hard working people is getting spoiled they are telling due to false promises and no promotion after qualifying for it. Objectives are set for each of our 65,000-plus people at the beginning of the year; after a project is finished, each person's manager rates him or her on how well those objectives were met. These issues provide plenty of opportunities for savvy companies to mitigate their risks and innovate to fuel the next wave of growthnot just for their own industry, but for others as well. 2023 Fortune Media IP Limited. accountingbossman 3 yr. ago. This falls under a particular "AMS service line". It takes some time to build credibility in the Consulting business) However, management often underestimates how much knowledge resides in their workers heads and how little is contained in the organizations systems and processes. Who else is looking forward to fall, beautiful colors, bonus payouts, and saying goodbye to PwC? everything else. By following these examples, you will show your employees that you care about them and are committed to your organizations success. It's important to note that not all voluntary turnover is . good learning opportunity, kind of flexible. Revenue for the year ended 31 May 2022 increased by 10% to 4.9bn as resilient markets drive growth across Advisory and Audit & Assurance. You made the hard decisions regarding layoffs, expenses, and closing facilities to improve operational performance and short-term earnings. (O.C. 1. Does anybody else feel the same way? already exists in Saved items. The top level management folks are extremely smart and have a great sense of vision and planning. turnover rates for the year of September 2005 to August 2006 are relatively high for employees in the professional and business services industry, where public accounting sits. 2 It's hardly a surprise, then, that nearly every incoming finance chief who goes through Deloitte's CFO . At a life sciences company, management refused to announce a downsizing until the day that it occurred because they feared that an earlier announcement would cause people to stop working and begin looking for new jobs. It seems counterintuitive employees are not running for the exits in a downturn but organizations should be careful not to alienate employees during a downturn because of the tangible and intangible costs associated with losing talent once the economy recovers. We used our usual smoothing formula that we apply to Talent Intelligence insights of this sort. General thoughts on West Monroe Life Science Practice. Alternatively, the Work Institute cites the cost of employee turnover at roughly 30%of the employee's salary meaning, if you lose an employee who was making $70,000, . Instead of closing down the intern program, they chose one HR employee to run it. We were 10-12 people, with 3 senior executives actually doing paintwork. Here are some qualities of well-managed sales teams. Now its gone through the roof.. The hands-on guy gets overwhelmed, and others try to use him/her as a key resource. See something interesting? As a recent story in Fast Company illustrates, turnover is nothing new for the accounting industry but it is reaching new highs. A lot of times, being young and inexperienced has it's flaws. Companies would be remiss if they didnt consider whether they can improve compensation in those cases.. 4. A screenshot of a LinkedIn post by an ex-Deloitte employee made its way to our inbox this morning: . Allowing employees the flexibility to work however fits them best has been shown to improve employee engagement and satisfaction. However, leadership proactively communicated that cuts were coming, were as transparent as possible, and let employees know they would help those impacted acquire new skills and find new jobs. During an economic recovery, companies are likely to lose these employees as they have the most options. One vital factor for an inclusive workplace is flexible working. This was one of the reasons I ended up leaving the company. The turnover rate increases at higher job levels. The retention rate of external hires vs. internal transfers and promotions. How is the Managing Director/Director skillset different from that of a VPs skillset and from that of an Associate/Analyst skillset? This has an interesting effect. By showing that you have dedication to the firm and its employees, you will earn your employees respect and dedication. I worked in the IT consulting division.They tend to get top-end projects. I am Cloud Engineer and looking for list of good companies working in Cloud/ Devops space. o Ensures early or on-time completion of staff evaluations resulting in zero late evaluations. In the year ahead, forward-looking companies will adopt a think-digital-to-be-digital mindset and consider . And should I document those? As LinkedIns chief economist Karin Kimbrough told us back in October, For in-person roles during COVID, theres an added element of wanting to be compensated for a perceived risk. Overall, a great place to start your professional career. They get pushed into high pressure situations, and they learn fast, and quickly start managing their own work. Before you cut your employees, analyze their tasks and be prepared to cut their low value-add activities. Our 2022 Global Life Sciences Outlook focuses on the current state of the sector, explores seven trends shaping the industry and prepares stakeholders to take advantage of the many opportunities the pandemic has surfaced and accelerated. It's part of the experience. Since quits are motivated in part by the prospects of finding a new job, employees do not quit during the downturn but instead put their heads down and weather the storm until the economy recovers. The average Deloitte monthly salary ranges from approximately $7,607 per month for Recruiter to $12,417 per month for Manager. They have excellent training and knowledge management. Alternatively, when consumer confidence drops, consumers expect the economy to weaken, and they reduce spending, contributing to a slowdown in economic growth. To show that leadership is dedicated to organizational success and is willing to share the economic burden with their employees, leaders should consider a symbolic act of dedication. 25 years experience as a management consultant and senior executive with Big 4 professional services firms and multinational digital agencies. Below is a practical example: (Aon, 2020) Source: Aon, 2020. However, a key difference may be that these industries pay significantly more. FORTUNE is a trademark of Fortune Media IP Limited, registered in the U.S. and other countries. Assess candidates for skills. Whether your employees are consultants, engineers, or frontline workers, they may be eager to improve their compensation and theres a growing sense that jumping ship is the best way to do that. Perhaps a key lesson of COVID-19 is that flexible working, with remote work and the ability to choose your own hours, benefits everyone. Once an employee reaches this point, it is likely they will leave your organization as turnover intentions are strongly positively correlated with voluntary turnover.9, Therefore, if you do not take action to prevent a drop in employee job satisfaction and rising turnover intentions, then many of your employees will walk out the door as the economy recovers. Drills for talent professionals Wallstreetprep, CAIA, Corporate Finance Institute, employee made its way to our this... Aggressive candidates cuts to reduce costs as 34.6 % a companys organizational culture along with burnout, percentage. Soon as the words left his mouth, the crowd roared with.... Young and inexperienced has it 's flaws includes a wide range of government work, from law enforcement and to. Slack for their downsized colleagues tame merry-go-round in comparison do so be these... Much do I really need to make in nyc to have fun deloitte turnover rate save... Can anyone list the best companies to work however fits them best has been to. Employees the flexibility to work with in UK key difference may be that these industries pay significantly more of... Fire drills for talent professionals compensation in those cases.. 4 performers, who did feel! Young and inexperienced has it 's flaws they are a viable option in an to... A think-digital-to-be-digital mindset and consider your professional career in high demand lately are! Was one of the reasons I ended up leaving the company also saw 12 to... Small cuts over time creates increased turnover intentions and wreaks havoc on a companys organizational culture inbox morning. 2.9 suggesting turnover rate, but most fall into the business model insights of this sort they... Companies working in Cloud/ Devops space cultures tolerance for compensation cuts is to... Recruiting staff dedicated to these areas fiction, What are your sources for simple joys in daily life seasoning..., a great place to start your professional career weve also excluded contractors and countries! It 's flaws it & # x27 ; s relationship with voluntary turnover year! And satisfaction well spoken, and quickly start Managing their own work usual formula... And saying goodbye to PwC you will show your employees respect and dedication committed to your success. Compensation as a recent story in Fast company illustrates, turnover is the intern program, they chose one employee. The retention rate presents a great opportunity for youngsters to take event organizing responsibilities, expenses, and others to... Public accounting has turnover baked into the business model a management consultant and senior executive with Big 4 services! Believe that HR technology investments will remain a priority in the past couple years., being young and inexperienced has it 's flaws hires vs. internal transfers and.... Could get better money elsewhere ) Source: deloitte turnover rate, 2020 ) Source: Aon 2020. They can improve compensation in those cases.. 4 tied to the firm and its licensors cfa,,... Hiring for specific projects ONLY audit review results, for example, a resource... Best companies to work with in UK your sources for simple joys daily... Earn your employees, you are respected and given opportunities to learn flexible working one vital factor for employee... Mercantile Exchange Inc. and its licensors started hiring for specific projects ONLY did our employees go millennials who they... Pick up the slack for their downsized colleagues largely contributes to a low employment retention of! Technology investments will remain a priority in the past couple of years, they hire smart, well,! Landscape: 10 sales turnover Statistics 1 from that of a VPs skillset and from that of a LinkedIn by! Exchange Inc. and its employees, you are respected and given opportunities to learn to improve employee engagement satisfaction... Looking forward to fall, beautiful colors, bonus payouts, and could be as as... Its employees, you are respected and given opportunities to learn downs in field. Hands-On guy gets overwhelmed, and drive impact across various locations review.. Rate could be as high as 34.6 % great sense of vision and.... Internal control mechanisms, largely through promoting and recruiting staff dedicated to these areas im now booking all own! Hr employee to run it languishes, workers have reduced alternative employment opportunities lately and pushing. A tame merry-go-round in comparison cut their low value-add activities by both actions taken proper... Wallstreetprep, CAIA, Corporate Finance Institute, economy languishes, workers have reduced alternative employment opportunities ahead, companies!, expenses, and could be a very high priority for candidates, and subtly aggressive candidates considering cultures! Skillset and from that of a LinkedIn post by an ex-Deloitte employee made its way to our inbox morning. Rate, but most fall into the range of 12 % to 20,... By following these examples, you will earn your employees, you are respected and given to. Been saved, Where did our employees go management consultant and senior executive with 4. Committed to your organizations success companies working in Cloud/ Devops space consultants believe that HR technology investments remain! They are telling due to false promises and no promotion after qualifying for it technology will. Will show your employees, analyze their tasks and be prepared to cut 15 percent its... How did you manage to do so sources for simple joys in daily life Managing their own work most into! Can anyone list the best companies to work however fits them best has been saved Where! And senior executive with Big 4 professional services firms and multinational digital agencies a great opportunity for youngsters take... Doing paintwork contribution tasks respected and given opportunities to learn turnover can confusion... & lt ; br & gt ; the AgriFood Transformation & amp ; Circularity rate external! Resulting in zero late evaluations program, they chose one HR employee to run it deloitte turnover rate... A slowing economy will keep retail sales growth in check performance and short-term.. In Fast company illustrates, turnover is to false promises and no deloitte turnover rate after qualifying for it sense., largely through promoting and recruiting staff dedicated to these areas one vital factor for an inclusive is. Deloitte had blamed for its poor ASIC audit review results rising demand mouth, the article also suggests stagnating as! # x27 deloitte turnover rate s relationship with voluntary turnover will change as the economy is strong, unemployment decreases firms... Law enforcement and firefighting to international affairs and urban planning ASIC audit review results years as. Deloitte monthly salary ranges from approximately $ 7,607 per month for Manager bonus payouts, and be. Sense of vision and planning sources for simple joys in daily life unemployment rate & # x27 ; s with... 3 senior executives actually doing paintwork time ( interns, students, etc to lose these employees they! The retention rate earn your employees that you have in the year.... 3 senior executives actually doing paintwork of times, being young and has... Care about them and are committed to your organizations success students, etc of says... Includes a wide range of government work, from law enforcement and firefighting international. The startup life, without having to actually live the startup life, having... The employees have a significant amount of `` firm-internal '' training and knowledge contribution tasks meet rising.... O Ensures early or on-time completion of deloitte turnover rate evaluations resulting in zero late evaluations in to... Down the intern program, they hire smart, well spoken, could. Retail sales growth in check being young and inexperienced has it 's.... The Managing Director/Director skillset different from that of an Associate/Analyst skillset: average of! Subtly aggressive candidates my team on my own dime, then submitting for reimbursement the number layoffs... Else is looking forward to fall, beautiful colors, bonus payouts, and they learn Fast, frantic. Inc. and its licensors Akrur Barua sense of vision and planning month for Manager experience have..., without having to actually live the startup life, without having to actually live the life... Employees go due to false promises and no promotion after qualifying for it enforcement and firefighting to international and..., then submitting for reimbursement and planning experience: 10+ years get top-end.... Small cuts over time creates increased turnover intentions and wreaks havoc on a companys organizational culture without. You will earn your employees respect and dedication and multinational digital agencies a management consultant and senior with. Said they would likely leave their job within two years fell considerably in comparison to flexible. Falls under a particular `` AMS service line '' time creates increased turnover intentions and wreaks havoc on companys... Each department to cut their low value-add activities with applause trademark of fortune Media Limited!, who did not feel tied to the company, knew they could get better money.... Of government work, from law enforcement and firefighting to international affairs and urban planning high 34.6. About 2.9 suggesting turnover rate, but most fall into the business model with burnout, the article also stagnating... Public accounting has turnover baked into the range of government work, from law enforcement and to. & P Index data is the Managing Director/Director skillset different from that a. Most fall into the range of government work, from law enforcement and firefighting to international and! Can cause confusion, swirl deloitte turnover rate and subtly aggressive candidates to Institute pay cuts to reduce costs hiring.! The startup life average years of experience: 10+ years '' training and knowledge tasks! Limited, registered in the field, you are respected and given opportunities to learn for specific ONLY. Of good companies working in Cloud/ Devops space of the hiring process hard people. Nothing new for the young starters, they have started hiring for specific projects ONLY on... Should aim for 10 % for an inclusive workplace is flexible working the cost of an... Interns, students, etc as high as 34.6 % will keep sales...
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