2\/10 Net 30 structure<\/a> means the buyer receives a 2% discount if payment arrives within 10 days; otherwise, the full amount is due in 30 days. This gives suppliers an option to accelerate cash while giving buyers flexibility.<\/p>\n\n\n\nExamples only. The right structure depends on your cash cycle, the counterparty’s risk tolerance, and the competitive alternatives each side faces.<\/p>\n\n\n\n
Scripts for Suppliers (Cash-in Sooner, Risk Lower)<\/h2>\n\n\n\nPhone Openers<\/h3>\n\n\n\n Script 1: Move from Net 45 to Net 30<\/strong><\/p>\n\n\n\nPurpose:<\/strong> Accelerate cash collection with an established buyer<\/p>\n\n\n\nWhen to use:<\/strong> After 3\u20135 successful orders with no payment delays<\/p>\n\n\n\nThe words:<\/strong> “Hi [Buyer Name], I wanted to discuss our payment timeline. We’ve completed five orders together over the past four months with consistent on-time delivery and zero quality issues. I’d like to propose moving to Net 30 terms going forward. This helps us manage working capital more predictably, and in return, I’m happy to lock in our current pricing for the next six months. Would you be open to testing Net 30 on the next two orders?”<\/p>\n\n\n\nGive\/Get:<\/strong><\/p>\n\n\n\n\nGive: Price stability, volume commitment, continued reliability<\/li>\n\n\n\n Get: 15 days faster payment, improved cash flow<\/li>\n<\/ul>\n\n\n\nFollow-up:<\/strong> If they agree, send a formal Order Acknowledgment or Contract Addendum within 24 hours that explicitly references the new payment terms and pricing lock, ensuring it supersedes previous conflicting terms.<\/p>\n\n\n\nScript 2: Swap Price Hold for Early Payment Discount<\/strong><\/p>\n\n\n\nPurpose:<\/strong> Incentivize faster payment without cutting headline price<\/p>\n\n\n\nWhen to use:<\/strong> When buyer requests a price hold but you need faster cash<\/p>\n\n\n\nThe words:<\/strong> “I understand you’d like to hold pricing flat for the next quarter. I can do that, and I’d like to offer an early payment option as well. If you pay within 10 days of the invoice, we’ll apply a 2% discount. That gives you flexibility\u2014take the full Net 30 if you need it, or capture the discount if your cash position allows. Does that structure work for your team?”<\/p>\n\n\n\nGive\/Get:<\/strong><\/p>\n\n\n\n\nGive: Price certainty, optional discount<\/li>\n\n\n\n Get: Faster payment from buyers who can afford it, maintained headline price for those who can’t<\/li>\n<\/ul>\n\n\n\nFollow-up:<\/strong> Confirm the discount mechanics in writing: invoice date, payment receipt date, and how the discount will appear on future invoices.<\/p>\n\n\n\nScript 3: Request Partial Advance on First Orders<\/strong><\/p>\n\n\n\nPurpose:<\/strong> Reduce risk exposure on initial orders with new buyers<\/p>\n\n\n\nWhen to use:<\/strong> First order with an unknown buyer, especially for large volumes<\/p>\n\n\n\nThe words:<\/strong> “Thank you for the order. For first-time buyers, our standard practice is to request a 25% advance with the balance on delivery. This helps us manage production costs and ensures both sides are committed to the order. After we complete the first two orders successfully, we’re happy to move to open account terms. Does that work for your procurement process?”<\/p>\n\n\n\nGive\/Get:<\/strong><\/p>\n\n\n\n\nGive: Clear path to open account terms, commitment to relationship<\/li>\n\n\n\n Get: Risk mitigation, cash to cover raw material costs<\/li>\n<\/ul>\n\n\n\nFollow-up:<\/strong> Provide a proforma invoice for the advance, specify the timeline for balance payment, and document the transition criteria to open account.<\/p>\n\n\n\nScript 4: Cap Exposure with Credit Limit<\/strong><\/p>\n\n\n\nPurpose:<\/strong> Keep total receivables under control with growing buyer<\/p>\n\n\n\nWhen to use:<\/strong> Rapidly scaling customer with increasing order frequency<\/p>\n\n\n\nThe words:<\/strong> “To keep your supply steady while managing our exposure, can we agree on a credit limit of [amount]? Any orders beyond that limit would be covered by a partial advance until we review and potentially increase the limit based on payment history. This lets us support your growth without overextending our credit lines.”<\/p>\n\n\n\nGive\/Get:<\/strong><\/p>\n\n\n\n\nGive: Continued supply priority, clear path to limit increases<\/li>\n\n\n\n Get: Controlled risk exposure, documented review process<\/li>\n<\/ul>\n\n\n\nFollow-up:<\/strong> Document the limit in writing, specify review frequency (quarterly is common), and define performance criteria for limit increases.<\/p>\n\n\n\nEmail Templates<\/h3>\n\n\n\n Template 1: First Order with New Buyer<\/strong><\/p>\n\n\n\nSubject: Payment Terms for Order #[Number] \u2013 Initial Order Process<\/p>\n\n\n\n
Hi [Buyer Name],<\/p>\n\n\n\n
Thank you for your order dated 2026. We’re excited to work with you.<\/p>\n\n\n\n
For first-time orders, we structure payment as follows:<\/p>\n\n\n\n
\n25% advance upon order confirmation<\/li>\n\n\n\n 75% balance upon delivery (or against document presentation if shipping internationally)<\/li>\n<\/ul>\n\n\n\nOnce we’ve successfully completed two orders together, we’ll transition to Net 30 open account terms. This approach has worked well for us and our buyers\u2014it builds trust while managing initial risk for both parties.<\/p>\n\n\n\n
I’ve attached a proforma invoice for the 25% advance. Please confirm receipt, and we’ll begin production as soon as the advance clears.<\/p>\n\n\n\n
Looking forward to a successful partnership.<\/p>\n\n\n\n
Best regards, [Your Name]<\/p>\n\n\n\n
Template 2: Request Terms Change with Repeat Buyer<\/strong><\/p>\n\n\n\nSubject: Payment Terms Discussion \u2013 Proposal for Net 30<\/p>\n\n\n\n
Hi [Buyer Name],<\/p>\n\n\n\n
Over the past six months, we’ve completed eight orders together with zero payment delays and consistently positive feedback on quality. I’d like to propose adjusting our payment terms from Net 45 to Net 30.<\/p>\n\n\n\n
This change helps us manage cash flow more effectively, and in return, I’m prepared to:<\/p>\n\n\n\n
\nLock current pricing through 2026<\/li>\n\n\n\n Prioritize your orders during high-demand periods<\/li>\n\n\n\n Maintain our current delivery lead times<\/li>\n<\/ul>\n\n\n\nI’m suggesting we trial Net 30 for the next three orders and review the arrangement in early [month]. If it creates any challenges for your finance team, we can discuss adjustments.<\/p>\n\n\n\n
Let me know your thoughts.<\/p>\n\n\n\n
Best regards, [Your Name]<\/p>\n\n\n\n
Template 3: Pilot-to-Scale-Up Payment Structure<\/strong><\/p>\n\n\n\nSubject: Payment Terms for Scale-Up Orders \u2013 Proposed Structure<\/p>\n\n\n\n
Hi [Buyer Name],<\/p>\n\n\n\n
Thank you for confirming the scale-up from pilot to regular production volumes. I’d like to propose a payment structure that aligns with the increased order size:<\/p>\n\n\n\n
For orders 1\u20133 (scale-up phase):<\/strong><\/p>\n\n\n\n\n15% advance on order confirmation<\/li>\n\n\n\n Balance Net 30 from delivery<\/li>\n<\/ul>\n\n\n\nFor orders 4+ (regular production):<\/strong><\/p>\n\n\n\n\nNet 30 open account, no advance required<\/li>\n<\/ul>\n\n\n\nThis structure gives us confidence during the scale-up while building toward a streamlined process once volumes stabilize. I’m also happy to set a quarterly business review to discuss volumes, quality, and any term adjustments.<\/p>\n\n\n\n
Does this work for your team?<\/p>\n\n\n\n
Best regards, [Your Name]<\/p>\n\n\n\n
Objection Handling<\/h3>\n\n\n\n Objection: “We can’t prepay\u2014our finance policy doesn’t allow it.”<\/strong><\/p>\n\n\n\nResponse:<\/strong> “I understand finance policies can be strict, especially for new vendors. A few of our other buyers have worked around this by processing the advance as a deposit rather than a prepayment, which sometimes falls under different approval rules. Alternatively, we could structure this as a 10% deposit with the balance on delivery, which may be easier to approve internally. Would either of those approaches work within your policy?”<\/p>\n\n\n\nObjection: “Our policy caps payment terms at Net 30 for all suppliers.”<\/strong><\/p>\n\n\n\nResponse:<\/strong> “I appreciate that\u2014standardization makes finance processes more manageable. Net 30 works for us. If there’s flexibility on volume commitments or forecast sharing, we could explore pricing adjustments that offset the faster payment. For example, if you’re able to commit to monthly minimums, we can usually offer 2\u20133% better pricing. Would that be worth exploring?”<\/p>\n\n\n\nObjection: “We’re in a year-end finance freeze and can’t change vendor terms right now.”<\/strong><\/p>\n\n\n\nResponse:<\/strong> “That’s completely understandable\u2014year-end is tight for everyone. I’d like to propose we sign a deferred amendment now with a firm effective date of [first day of new fiscal year]. This allows your finance team to secure the approval now while scheduling the actual system update for after the freeze lifts. We’ll continue on current terms until then. Does that timing work better?”<\/p>\n\n\n\nObjection: “If advances are not possible, can we limit shipment sizes?”<\/strong><\/p>\n\n\n\nResponse:<\/strong> “Absolutely. If advances don’t fit your policy, we can work within a smaller credit window by starting with smaller shipment sizes. Once we build more payment history together, we can gradually increase order sizes and adjust terms accordingly.”<\/p>\n\n\n\nObjection: “Your credit insurer is cautious about our company.”<\/strong><\/p>\n\n\n\nResponse:<\/strong> “I understand credit insurers can be conservative with newer relationships. We’re open to starting with lower credit limits and increasing them gradually as we demonstrate consistent performance. We can also provide additional documentation\u2014trade references, forecasts, financial statements under NDA\u2014to support your insurer’s review process.”<\/p>\n\n\n\nPlain-Language Clauses<\/h3>\n\n\n\n The following clause examples are illustrative only and must be reviewed under company policy and local law before use.<\/strong><\/p>\n\n\n\nClause 1: Early Payment Discount<\/strong><\/p>\n\n\n\n“If Buyer submits payment within 10 calendar days of invoice date, Seller will apply a 2% discount to the invoice total. Discount eligibility is determined by the date payment is received in Seller’s account, not the date payment is initiated. This discount is optional; Buyer may pay under standard Net 30 terms without penalty.”<\/p>\n\n\n\n
Clause 2: Evidence-Based Release for Advance Payment<\/strong><\/p>\n\n\n\n“Seller will release goods upon receipt of: (1) Certificate of Analysis confirming specification compliance, (2) complete shipping documentation, and (3) irrevocable credit of the advance payment into Seller’s nominated bank account, confirmed by Seller’s bank. Release typically occurs within 2 business days of all conditions being met.”<\/p>\n\n\n\n
Clause 3: Credit Limit with Automatic Review<\/strong><\/p>\n\n\n\n“Buyer’s credit limit is set at [amount] and will be reviewed quarterly on [month\/month\/month]. If Buyer maintains on-time payment (\u226595% of invoices paid within terms) for two consecutive quarters, Seller will automatically increase the credit limit by 20%. Credit limit may be adjusted downward if payment performance drops below 85% on-time rate.”<\/p>\n\n\n\n
Scripts for Buyers (More Days, Predictable Cash)<\/h2>\n\n\n\nPhone Openers<\/h3>\n\n\n\n Script 1: Request Net 45 After Establishing Track Record<\/strong><\/p>\n\n\n\nPurpose:<\/strong> Extend payment terms from Net 30 to Net 45 after proving reliability<\/p>\n\n\n\nWhen to use:<\/strong> After 4\u20136 clean orders with zero disputes or late payments<\/p>\n\n\n\nThe words:<\/strong> “Hi [Supplier Name], I wanted to talk about our payment arrangement. We’ve completed six orders together over four months with no late payments and zero quality disputes. Our customer payment cycles run 60\u201375 days, and moving to Net 45 terms would help us align cash flow better. In return, I can commit to minimum monthly volumes of [amount] for the next six months and provide you with a rolling 90-day forecast. Would you be open to testing Net 45 for the next quarter?”<\/p>\n\n\n\nGive\/Get:<\/strong><\/p>\n\n\n\n\nGive: Volume commitment, forecast visibility, proven reliability<\/li>\n\n\n\n Get: 15 additional days to convert inventory to cash before supplier payment is due<\/li>\n<\/ul>\n\n\n\nFollow-up:<\/strong> Send written confirmation of the new terms, the volume commitment, and the review date. Include a sample of your forecast format.<\/p>\n\n\n\nScript 2: Request 2\/10 Net 30 Structure<\/strong><\/p>\n\n\n\nPurpose:<\/strong> Gain flexibility while offering the supplier faster payment option<\/p>\n\n\n\nWhen to use:<\/strong> When you have periodic cash availability but need flexibility<\/p>\n\n\n\nThe words:<\/strong> “I’d like to propose a 2\/10 Net 30 structure for our orders. When our cash position allows, we’ll pay within 10 days and take the 2% discount. When we need the full Net 30, we’ll use that without penalty. This gives us flexibility while giving you the option for faster cash when we can manage it. We typically pay early about 40% of the time based on our current cash cycle. Does that structure interest you?”<\/p>\n\n\n\nGive\/Get:<\/strong><\/p>\n\n\n\n\nGive: Faster payment 40% of the time, continued orders<\/li>\n\n\n\n Get: Flexibility to extend payment when needed, cost savings when paying early<\/li>\n<\/ul>\n\n\n\nFollow-up:<\/strong> Clarify how the discount will be applied (automatic vs. manual request) and confirm invoice date calculation.<\/p>\n\n\n\nScript 3: Staggered Milestone Payments<\/strong><\/p>\n\n\n\nPurpose:<\/strong> Tie payment to inspection checkpoints for large or complex orders<\/p>\n\n\n\nWhen to use:<\/strong> First orders with a new supplier, especially for high-value or custom specifications<\/p>\n\n\n\nThe words:<\/strong> “Given the size of this order and the custom specifications, I’d like to propose a milestone-based payment structure: 20% on order confirmation, 30% on production completion before shipping, and 50% on delivery after our quality inspection passes. This aligns payment with progress and gives both of us checkpoints to confirm we’re on track. After we complete this order successfully, we can move to standard Net 30 terms. Does that work for you?”<\/p>\n\n\n\nGive\/Get:<\/strong><\/p>\n\n\n\n\nGive: Partial cash flow during production, clear quality gates<\/li>\n\n\n\n Get: Risk reduction, alignment of payment with value delivered<\/li>\n<\/ul>\n\n\n\nFollow-up:<\/strong> Document each milestone’s definition (e.g., “production completion” means finished goods ready to ship, evidenced by photos or COA), payment timing, and inspection criteria.<\/p>\n\n\n\nScript 4: Request Open Account After Trial Period<\/strong><\/p>\n\n\n\nPurpose:<\/strong> Transition from cash-heavy advance structure to open account<\/p>\n\n\n\nWhen to use:<\/strong> After 3\u20135 clean, on-time payments under advance terms<\/p>\n\n\n\nThe words:<\/strong> “We’ve now completed four orders with full and timely payment under the advance structure. To make our cash cycle more predictable going forward, can we move the next set of orders to open account terms at Net 30, with a reasonable credit limit and quarterly review? This would streamline operations for both of us.”<\/p>\n\n\n\nGive\/Get:<\/strong><\/p>\n\n\n\n\nGive: Proven payment reliability, commitment to continued volume<\/li>\n\n\n\n Get: Elimination of advance requirement, improved working capital<\/li>\n<\/ul>\n\n\n\nFollow-up:<\/strong> Propose a specific credit limit based on typical monthly order values, and suggest a first review date three months out.<\/p>\n\n\n\nEmail Templates<\/h3>\n\n\n\n Template 1: New Supplier Introduction with Terms Request<\/strong><\/p>\n\n\n\nSubject: Order Inquiry and Payment Terms Discussion<\/p>\n\n\n\n
Hi [Supplier Name],<\/p>\n\n\n\n
We’re evaluating suppliers for and your mill came highly recommended. I’d like to discuss a potential trial order and payment terms.<\/p>\n\n\n\n
For new supplier relationships, we typically start with small trial orders (2\u20135 tons) to validate quality and lead times. Our standard procurement terms are Net 45, which aligns with our customer payment cycles.<\/p>\n\n\n\n
If you’re able to work within Net 45 terms for the trial order, we’d like to move forward with specifications and pricing. Assuming the trial goes well, we’d look to establish regular monthly orders of [volume range].<\/p>\n\n\n\n
Are you open to Net 45 terms for a trial order? If there are constraints on your end, I’m happy to discuss alternatives like a smaller advance or 2\/10 Net 30 structure.<\/p>\n\n\n\n
Looking forward to your thoughts.<\/p>\n\n\n\n
Best regards, [Your Name]<\/p>\n\n\n\n
Template 2: “Good-History” Terms Extension Request<\/strong><\/p>\n\n\n\nSubject: Payment Terms Adjustment Request \u2013 Net 60 Proposal<\/p>\n\n\n\n
Hi [Supplier Name],<\/p>\n\n\n\n
We’ve been working together for eight months now, and I wanted to reach out about our payment terms. We’ve maintained a clean payment record with zero late payments and have grown our monthly volume from [X] to [Y] tons.<\/p>\n\n\n\n
Our customer base has shifted toward longer payment cycles (60\u201375 days), and I’d like to request an extension from Net 45 to Net 60 to better align our cash conversion cycle.<\/p>\n\n\n\n
In return, I’m prepared to:<\/p>\n\n\n\n
\nCommit to minimum monthly volumes of [amount] for the next year<\/li>\n\n\n\n Provide 90-day rolling forecasts by the 15th of each month<\/li>\n\n\n\n Maintain our current on-time payment record<\/li>\n<\/ul>\n\n\n\nI’m suggesting we implement this for a six-month trial period and review the arrangement in [month]. If it creates cash flow challenges for you, we can discuss volume adjustments or a smaller extension (e.g., Net 50).<\/p>\n\n\n\n
Let me know your thoughts.<\/p>\n\n\n\n
Best regards, [Your Name]<\/p>\n\n\n\n
Template 3: Seasonal Extension Request<\/strong><\/p>\n\n\n\nSubject: Temporary Payment Terms Extension \u2013 Q4 Seasonal Request<\/p>\n\n\n\n
Hi [Supplier Name],<\/p>\n\n\n\n
As we head into our Q4 peak season, I’d like to request a temporary extension of our payment terms from Net 30 to Net 45 for orders placed between [start date] and [end date].<\/p>\n\n\n\n
Our Q4 customer demand spikes significantly, but customer payments lag into Q1. This seasonal extension would help us manage the cash flow gap during peak production.<\/p>\n\n\n\n
To make this work for both sides, I’m proposing:<\/p>\n\n\n\n
\nExtension applies only to Q4 orders (approximately [number] orders)<\/li>\n\n\n\n Automatic reversion to Net 30 on 2026<\/li>\n\n\n\n 10% volume increase during the extension period (from [X] to [Y] tons per month)<\/li>\n<\/ul>\n\n\n\nIf a full 15-day extension isn’t feasible, I’m open to discussing a smaller extension (Net 37\u201340) or a staggered approach.<\/p>\n\n\n\n
Let me know if this works for you.<\/p>\n\n\n\n
Best regards, [Your Name]<\/p>\n\n\n\n
Template 4: Strategic Partnership Framing<\/strong><\/p>\n\n\n\nSubject: Long-Term Partnership and Payment Structure<\/p>\n\n\n\n
Hi [Supplier Name],<\/p>\n\n\n\n
We see you as a strategic supplier for our kraft paper needs and expect our volumes to grow significantly over the next 12\u201318 months. To plan working capital properly on both sides, I’d like to propose a structured payment arrangement.<\/p>\n\n\n\n
Proposed Framework:<\/strong><\/p>\n\n\n\n\nNet 45 terms on contracted monthly volumes<\/li>\n\n\n\n Defined credit limit: [amount]<\/li>\n\n\n\n Quarterly business reviews to discuss volume, quality, and potential term adjustments<\/li>\n\n\n\n 90-day rolling forecasts provided by the 15th of each month<\/li>\n<\/ul>\n\n\n\nThis structure gives both of us predictability and room to grow the relationship. I’m happy to share our projected volumes and discuss any adjustments that would make this more workable for your finance team.<\/p>\n\n\n\n
Can we schedule a call to finalize the details?<\/p>\n\n\n\n
Best regards, [Your Name]<\/p>\n\n\n\n
Objection Handling<\/h3>\n\n\n\n Objection: “Finance costs increase significantly with longer terms\u2014we can’t absorb that.”<\/strong><\/p>\n\n\n\nResponse:<\/strong> “I understand\u2014working capital costs are real. What if we structured this with an early payment option? We’d move to Net 60 as the standard term, but if you need faster cash, we’ll pay within 15 days for a 1.5% discount. That gives you the option to monetize speed when you need it while giving us the flexibility when our cash is tight. Would that offset your finance costs enough to make it workable?”<\/p>\n\n\n\nObjection: “Energy and pulp costs are too volatile right now\u2014we need faster cash to hedge that risk.”<\/strong><\/p>\n\n\n\nResponse:<\/strong> “That’s fair\u2014commodity volatility is real. What if we split the difference and moved to Net 37 instead of Net 45? That’s a smaller extension and might ease the volatility concern. Alternatively, we could link payment terms to your input costs: if pulp prices (based on [public index]) rise more than 10% above [baseline] for 60 days, terms automatically revert to Net 30 until costs stabilize. Would either of those structures help?”<\/p>\n\n\n\nObjection: “Our exporter partner charges us fees for financing extended terms\u2014we’d have to pass those through to you.”<\/strong><\/p>\n\n\n\nResponse:<\/strong> “I appreciate the transparency. Let’s look at the numbers. If the financing fee is 1\u20132% for the extra 15 days, that’s still less than the cost of us bridging the gap with overdraft facilities. Could we split the financing cost? For example, we absorb half of the fee in exchange for the extended terms, and you absorb the other half. That way, we’re both contributing to make the structure work.”<\/p>\n\n\n\nObjection: “We’re already at our risk limit with you.”<\/strong><\/p>\n\n\n\nResponse:<\/strong> “Thank you for being direct about that. Would a combination of staggered deliveries and tiered credit limits work better? For example, we could tie a higher credit limit to our on-time payment performance\u2014if we maintain 95% on-time for two quarters, the limit increases by 20%. That gives you objective criteria to manage risk while giving us room to grow.”<\/p>\n\n\n\nObjection: “If policy prevents extending terms now, can we at least document the proposal?”<\/strong><\/p>\n\n\n\nResponse:<\/strong> “Absolutely. Let’s document the proposed structure in writing and set a firm review date in three months. That gives your team time to evaluate it during the next budget cycle, and we both have clarity on what we’re working toward.”<\/p>\n\n\n\nObjection: “If your concern is input cost volatility, we’re ready to discuss pass-through clauses.”<\/strong><\/p>\n\n\n\nResponse:<\/strong> “We appreciate that willingness. If we can structure a pass-through clause that protects your cost risk for major shifts in pulp or freight\u2014say, adjustments trigger when costs move more than 10% for 60+ days\u2014would that make a modest term extension more feasible? That way, you’re protected on the cost side while we gain some working capital relief.”<\/p>\n\n\n\nDesign the Trade: Term + Evidence + Trigger<\/h2>\n\n\n\nBefore finalizing any term change, document what each side is committing and what triggers a review or reversion. The worksheet below structures that negotiation.<\/p>\n\n\n\n
What You’ll Give \/ What You’ll Get<\/h3>\n\n\n\n Supplier Perspective:<\/strong><\/p>\n\n\n\n\nGive:<\/strong> Extended terms (e.g., Net 30 to Net 45), flexibility during seasonal peaks<\/li>\n\n\n\nGet:<\/strong> Volume commitment (e.g., 20 tons\/month minimum), forecast visibility (90-day rolling), reference contacts from buyer’s quality or operations team<\/li>\n<\/ul>\n\n\n\nBuyer Perspective:<\/strong><\/p>\n\n\n\n
![\"\u201cStrained](\"https:\/\/www.paperindex.com\/academy\/wp-content\/uploads\/2025\/11\/strained-cash-flow-in-kraft-paper-trade-1-1024x811.png\")
<\/figure>\n\n\n\n![\"\u201cPayment](\"https:\/\/www.paperindex.com\/academy\/wp-content\/uploads\/2025\/11\/payment-terms-negotiation-process-1-1024x546.png\")
<\/figure>\n\n\n\n