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MacBinary | 1991-09-07 | 10.6 KB | [ MORE/MORE]
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You can browse this item here: Business Plan Outline
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MacBinary II, inited, Mon May 25 13:51:19 1987, modified Sat Sep 7 17:56:03 1991, creator 'MORE', type 'MORE', 9547 bytes "Business Plan Outline" , at 0x25cb 1095 bytes resource
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id metadata key value macFileType [ MORE] macFileCreator [ MORE]
hex view +--------+-------------------------+-------------------------+--------+--------+ |00000000| 00 15 42 75 73 69 6e 65 | 73 73 20 50 6c 61 6e 20 |..Busine|ss Plan | |00000010| 4f 75 74 6c 69 6e 65 00 | 00 00 00 00 00 00 00 00 |Outline.|........| |00000020| 00 00 00 00 00 00 00 00 | 00 00 00 00 00 00 00 00 |........|........| |00000030| 00 00 00 00 00 00 00 00 | 00 00 00 00 00 00 00 00 |........|........| |00000040| 00 4d 4f 52 45 4d 4f 52 | 45 01 00 00 00 00 00 00 |.MOREMOR|E.......| |00000050| 00 00 00 00 00 25 4b 00 | 00 04 47 9c de 35 17 a4 |.....%K.|..G..5..| |00000060| ee fb 73 00 00 00 00 00 | 00 00 00 00 00 00 00 00 |..s.....|........| |00000070| 00 00 00 00 00 00 00 00 | 00 00 81 81 fb 59 00 00 |........|.....Y..| |00000080| 2e 68 65 61 64 20 30 20 | 23 20 20 41 6e 20 4f 75 |.head 0 |# An Ou| |00000090| 74 6c 69 6e 65 20 66 6f | 72 20 50 72 65 70 61 72 |tline fo|r Prepar| |000000a0| 69 6e 67 20 42 75 73 69 | 6e 65 73 73 20 50 6c 61 |ing Busi|ness Pla| |000000b0| 6e 73 0d 2e 64 63 6d 74 | 20 0d 2e 66 72 6d 74 20 |ns..dcmt| ..frmt | |000000c0| 31 20 30 20 34 33 32 20 | 31 30 20 33 20 36 20 35 |1 0 432 |10 3 6 5| |000000d0| 34 20 33 36 20 30 20 31 | 32 20 31 20 30 20 0d 2e |4 36 0 1|2 1 0 ..| |000000e0| 66 72 6d 74 20 54 20 33 | 36 20 37 32 20 31 30 38 |frmt T 3|6 72 108| |000000f0| 20 31 34 34 20 31 38 30 | 20 32 31 36 20 32 35 32 | 144 180| 216 252| |00000100| 20 32 38 38 20 33 32 34 | 20 33 36 30 20 33 39 36 | 288 324| 360 396| |00000110| 20 34 33 32 20 0d 2e 70 | 61 72 61 20 35 34 20 30 | 432 ..p|ara 54 0| |00000120| 20 a9 20 43 6f 70 79 72 | 69 67 68 74 20 31 39 38 | . 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