marketing - Distriforce | Distriforce

;JAAI>B:
C7HA;J?D=
IDE&%
HB7<'%%,
C87C7HA;J?D=H;B7J?EDD;B
J;9>DEBE=?;I:;BÊ?D<EHC7J?ED
AZhiZX]cdad\^ZhYZaÉ^c[dgbVi^dcdciWdjaZkZgh‚aZhVeegdX]ZhbVg`Zi^c\#AZB76
he‚X^Va^h‚YÉ>H8EVg^hVY‚kZadee‚jcXnXaZYÉZchZ^\cZbZcihXdbeaZihhjgXZhcdjkZVjm
iZgg^id^gZhYjbVg`Zi^c\#
B[iYe#Wkj[khiZkZ[hd_[hb_lh[fhece$(&&,
¼B[CedZ[i[bed=ee]b[½"ƒZ$:_ijh_\ehY[$
6egƒh jcZ Zme‚g^ZcXZ Zc bVg`Zi^c\ YZh egdYj^ih
YZ\gVcYZXdchdbbVi^dc!_ÉV^gZ_d^ch>H8EVg^hZc&..,
ZiY^g^\Z‚\VaZbZcijcXVW^cZiXdchZ^aZc
bVg`Zi^c\ YZh cdjkZaaZh iZX]cdad\^Zh#
8dcXZeiZjgYZb‚i]dYdad\^Zhdg^\^cVaZh
ZiVjiZjghYZeajh^ZjghdjkgV\Zhg‚[‚gZcih
hjgaZhi]ƒbZhYjbVg`Zi^c\!YZaÉ>ciZgcZi
ZiYZhCI>8!_Zhj^hXdckV^cXjfjZXZiiZ
[dgbVi^dc >H8 EVg^h Zhi jcZ YZh eajh
cdkVig^XZh Yj bVgX]‚! Zi eVg[V^iZbZci
VYVei‚ZVjm‚kdaji^dch[dcYVbZciVaZhYZ
aÉVeegdX]ZbVg`Zi^c\/gZaVi^dceZghdccVa^h‚Z!XdchZci^Z
ZiYZadc\jZYjg‚Z#
;gVcd^h86O6AH
GZhedchVWaZe‚YV\d\^fjZYjB76BVg`Zi^c\
gZaVi^dccZaZiiZX]cdad\^ZhYZaÉ^c[dgbVi^dc
;gVcd^h86O6AHZhiaÉVjiZjgYZ
»KdigZegd_Zi>ciZgcZi¼B^Xgd6eea^XVi^dc!'%%&Zi
»BVg`Zi^c\dca^cZZig‚[‚gZcXZbZci¼LZW‚Y^i^dc!'%%*#
B;I;D@;KN:KC87
9É
jcZVeegdX]ZigVY^i^dccZaaZbZciVcdcnbZ!bVhh^kZ
ZihdjkZci^cigjh^kZ!aZbVg`Zi^c\‚kdajZVj_djgYÉ]j^
kZghjcZk‚g^iVWaZeg^hZZcXdbeiZYjXa^Zci[dcY‚ZhjgjcZ
gZaVi^dc^cY^k^YjVa^h‚Z!XdchZci^ZZiYZadc\jZYjg‚Z/XÉZhi
aZbVg`Zi^c\gZaVi^dccZa
AZXViVanhZjgYZaVbdci‚ZZcej^hhVcXZYZXZiiZcdjkZaaZ
e]^adhde]^ZbVg`Zi^c\Zhi‚k^YZbbZciaZY‚kZadeeZbZci
[ja\jgVciYZhiZX]cdad\^ZhYZaÉ^c[dgbVi^dc/^c[dgbVi^fjZ
Y‚X^h^dccZaaZ!>ciZgcZiÒmZZibdW^aZ!i‚a‚k^h^dccjb‚g^"
fjZ½BV^hVj_djgYÉ]j^!gVgZhhdciaZhegd[Zhh^dccZah
V\jZgg^hVjmcdjkZaaZhY‚bVgX]ZhZiiZX]cdad\^Zhfj^
Y‚XdjaZciYZXZX]Vc\ZbZciYZeZgheZXi^kZ#
8ÉZhiedjgg‚edcYgZVjmWZhd^chXgd^hhVcihYZhZcigZeg^hZh
fjZXZB76he‚X^Va^h‚YÉ>H8EVg^hVY‚kZadee‚jcXnXaZ
YÉZchZ^\cZbZcihXdbeaZihhjgXZhcdjkZVjmiZgg^id^gZhYj
bVg`Zi^c\#
8ZiiZ[dgbVi^dcZhieVgi^Xja^ƒgZbZcidg^\^cVaZ!XVgZaaZ
VeedgiZVjm‚ijY^VcihjcZYdjWaZXdbe‚iZcXZ!ZcbVg`Zi^c\
;n[cfb[Z[c_ii_edi[d[djh[fh_i[i
❚:;BB6hh^hiVciX]Z[YZegdYj^i»HZgkZjghZihidX`V\Z¼/
bVg`Zi^c\higVi‚\^fjZZide‚gVi^dccZa
❚8KI?D;II?DJ;H79J?<8]Z[YZegd_Zib‚Y^Vh^ciZgVXi^[h/
higVi‚\^ZYZXdbbjc^XVi^dcZca^\cZ!HZVgX]bVg`Zi^c\
❚FBKH?C;:?7\gdjeZAV\VgYƒgZ6hh^hiVciX]Z[YZegdYj^i
»HZgk^XZhYZXdciZcjhbdW^aZh¼/Y‚Òc^i^dcYÉd[[gZhYZ
XdciZcjhedjgaZhde‚gViZjghYZi‚a‚e]dc^ZbdW^aZ
❚KC7D?I8dchjaiVciZcbVg`Zi^c\Y‚X^h^dccZa/Vhh^hiVcXZ
|bVˆig^hZYÉdjkgV\ZYZ\gVcYh"XdbeiZh
❚D;JI?P;6hh^hiVciX]Z[YZegdYj^ihVeea^XVi^dchbdW^aZh
gZaVi^dccZaZiYVchaZhiZX]cdad\^ZhYZaÉ^c[dgbVi^dc
VhhdX^‚Zh#
G‚hZgk‚ZVjmY^eab‚hYZaÉZchZ^\cZbZcihje‚g^Zjg
7VX *$7VX )!XZB76he‚X^Va^h‚hÉVYgZhhZ‚\VaZbZci|
YZhegd[Zhh^dccZahVkZXYZjmVchYÉZme‚g^ZcXZb^c^bjb#
+'
J;CFI<EHJI:KFHE=H7CC;
I_j[iM[XZkC870
AZegd\gVbbZhZY‚gdjaZ|fb[_dj[cfihjgjcZVcc‚Z!hZadc
aZhYZjme‚g^dYZhhj^kVciZh/
❚bVg`Zi^c\"gZaVi^dccZa#[ga^kgZegdbd#'%%*
❚aZ"bdcYZ"hZadc"\dd\aZ#Xdba^kgZegdbd#'%%+
❚Wad\"bgi^#XdbWad\egd_Ziegdbd#'%%,
F^Wi['/Yj&%$&%$'%%,Vj(&$%($'%%❚8djgh[dcYVbZciVjmZiYÉZmeZgi^hZZc*WadXhe‚YV\d\^fjZh
F^Wi[(/Yj%&$%)$'%%-Vj(%$%.$'%%,
❚B^hh^dcZcZcigZeg^hZYZh^mbd^h
AVegZhhZZceVgaZ
❚Eg‚eVgVi^dcZihdjiZcVcXZYZaVi]ƒhZegd[Zhh^dccZaaZYjB76
h^m^ƒbZWadXe‚YV\d\^fjZ
>aXdbedgiZ++&^[kh[iYÉZchZ^\cZbZci]dghhiV\ZZi]dgh
ViZa^Zgb‚i]dYdad\^ZYZgZX]ZgX]ZZiXdchjai^c\b‚bd^gZ#
>aZhiXdcjedjggZcYgZaZhY^eab‚hYZXZXnXaZ
^bb‚Y^ViZbZcide‚gVi^dccZah#EdjgXZaV!aZh*WadXh
e‚YV\d\^fjZhYjegd\gVbbZ_jmiVedhZciaZhZchZ^\cZbZcih
i]‚dg^fjZhZiaVegVi^fjZ!aZhXdjghYZhnci]ƒhZZi
aZhh‚b^cV^gZh!aZhegd_ZihZiaZhigVkVjmYZgZX]ZgX]Z#
B;ICxJ?;HI;J
:x8EK9>xI:KC87
❚;dcXi^dchbVg`Zi^c\a^‚ZhVjbVcV\ZbZciYZaVgZaVi^dc
Xa^Zci»8GB¼/lWbeh_iWj_edZkYWf_jWbYb_[dj[jÓZƒb_iWj_ed$
❚CdjkZaaZh[dcXi^dchYjcWha[j_d]_dj[hWYj_\0XnWZgbVg`Z"
i^c\!bVg`Zi^c\bdW^aZ!Xdbbjc^XVi^dc‚aZXigdc^fjZ½
❚;dcXi^dchYZYedikbjWdjZcV\ZcXZXdchZ^aZcbVg`Zi^c\
gZaVi^dccZa!bVg`Zi^c\dca^cZ!bVg`Zi^c\bdW^aZdj
bVg`Zi^c\Y‚X^h^dccZa#
AZh^cYjhig^ZhYZhdekl[bb[ij[Y^debe]_[iXdchigjXiZjgh
^c[dgbVi^fjZh!‚Y^iZjghYZad\^X^Zah!de‚gViZjghYZi‚a‚Xdb"
bjc^XVi^dc!XdchZ^ahZcbVcV\ZbZciiZX]cdad\^fjZ!YZh
cƒZ_WicdiVbbZcii‚a‚k^h^dc!YZhbe_i_hibjh^fjZ!
X^c‚bV!_Zjmk^Y‚d½!YZhjhWdifehjiXdbeV\c^ZhV‚g^Zc"
cZh½!YZaVÓdWdY[WVcfjZ!VhhjgVcXZZiYZaVdekl[bb[
ƒYedec_[Z"XdbbZgXZegdedhZciYZcdbWgZjmY‚WdjX]‚h
cVijgZahedjgaZhY^eab‚hYZXZB76he‚X^Va^h‚#
+(
wWcÊ_djƒh[ii["c•(%+!Vd’i
'%%+!eV\Z(.!»AZBdcYZhZadc
<dd\aZ¼!djkgV\ZXdaaZXi^[YZ
aÉ>chi^ijihje‚g^ZjgYjXdbbZgXZ!
‚Y#9^hig^[dgXZ#JcZVcVanhZ
XdbeaƒiZYje]‚cdbƒcZ#
CWha[j_d]($&
9VchaZXVYgZYjB76he‚X^Va^h‚
»BVg`Zi^c\gZaVi^dccZaZiiZX]cdad\^ZhYZ
aÉ^c[dgbVi^dc¼!aZhi]‚bVi^fjZh^ccdkVciZh
YjLZW'#%Wad\h!edYXVhih!ÓjmGHH!h^iZh
eZghdccVa^hVWaZh!l^`^h!½hdci‚k^YZb"
bZciVWdgY‚Zh#AZi]ƒbZYZaÉdjkgV\ZYZaV
egdbdi^dc'%%,edgiZV^ch^hjgaÉVeedgiZi
aZheZgheZXi^kZhYZXZhcdjkZaaZhiZX]cdad"
\^ZhZcbVg`Zi^c\#CdjhW‚c‚ÒX^Zgdch
YÉV^aaZjghYÉjceg‚[VX^ZgegZhi^\^ZjmZcaV
eZghdccZYZ;gVcX`ED>HHDC!VcX^Zc
Y^gZXiZjg\‚c‚gVaYZ<dd\aZ;gVcXZZi
[dcYViZjgYÉjcZYZhZcigZeg^hZhaZheajh
^ccdkVciZhYjLZW'#%bdcY^Va/LZWLV\#
EVgV^aaZjgh!aZegd_ZiXnWZgbVg`Zi^c\
VccjZaYZXnXaZZhig‚Va^h‚VkZX6M6;gVcXZ
hjgXZhhj_Zih#
IjhWjƒ]_["CZlhaZiiZgc•),*&!
.cdkZbWgZ'%%+!½aZhdjkgV\Zh
XdaaZXi^[hfj^aVe^adi‚h!aZegd"
[ZhhZjgbZi|Xdcig^Wji^dchZh
‚ijY^VcihYVchjcZigVY^i^dcjc^kZg"
h^iV^gZÒcVaZbZciigƒhÆLZW'#%Ç#
D[jiekhY[i"c•+'!bV^$_j^c
'%%+!eV\Z+!»AZBdcYZhZadc
<dd\aZ¼!jcegd_ZiYZB76fj^hZ
igVch[dgbZZca^kgZ#
EVgi^X^eVi^dcYZhZcigZeg^hZh
AZhZcigZeg^hZhhdciVhhdX^‚ZhYZbVc^ƒgZVXi^kZ|aVe‚YV\d\^ZYjB76
he‚X^Va^h‚VjigVkZghYZk^h^iZh!YZgZcXdcigZh!YÉZmedh‚hZiYZegd_Zih#EVgb^
aZheVgiZcV^gZhZi^ciZgkZcVcihYjB76!X^idch/
❚7N7fhe`[j(&&-AZVYZgYZaVh‚Xjg^i‚ÒcVcX^ƒgZ
❚;:?J?EDI:;B9EKHJwY^iZjgYZWVcYZh"YZhh^c‚Zh
❚8KI?D;IIE8@;9JIAZVYZgYZaV7jh^cZhh>ciZaa^\ZcXZ
❚7:E8;Hdaji^dchYZLdg`Ódl
❚BÊx9>7D=;KH:ci^i‚»cdjkZaaZhiZX]cdad\^Zh¼YZAVhZg
\gdjeZ<VaZg^ZhAV[VnZiiZ
❚9ECCÊ879AAZVYZgYZhWVhZhYZYdcc‚ZhYZaÉ^cYjhig^Z^c[dgbVi^fjZ
❚D;J8EEIJ;HAZVYZgZjgde‚ZcYjHZVgX]:c\^cZBVg`Zi^c\
❚N?J?AZVYZg[gVcV^hYZaÉVcVanhZYÉVjY^ZcXZYZh^iZhLZW
❚7=;DJM;8H7DA?D=wY^iZjgYZad\^X^ZaYÉVcVanhZYZg‚[‚gZcXZbZci
;JAAI>B:
C7HA;J?D=
C87C7HA;J?D=H;B7J?EDD;BJ;9>DEBE=?;I:;BÊ?D<EHC7J?ED
FHE=H7CC;
CeZkb['
IxC?D7?H;:Ê?DJx=H7J?ED
Yecckd}jekib[iC87<kbbJ_c[ZÊ?I9FWh_i
9ecckd_YWj_ed_dj[hf[hiedd[bb[
9hƒWj_l_jƒ
CeZkb[(
C7HA;J?D=
IjhWjƒ]_[[jcƒj^eZebe]_[icWha[j_d]
❚9^V\cdhi^X!bVig^XZhZiY‚X^h^dchhigVi‚\^fjZh78<!EdgiZg!
EDH><G6B½
CWha[j_d]h[bWj_edd[b
❚BVg`Zi^c\Y^gZXi
❚DcZidDcZ
❚EZgb^hh^dcbVg`Zi^c\
9oX[hcWha[j_d]
❚B‚i]dYZYZh+8
❚BVig^XZHDCH>I:
❚HZVgX]:c\^cZBVg`Zi^c\g‚[‚gZcXZbZciYVchaZhbdiZjgh
YZgZX]ZgX]ZZiedh^i^dccZbZciejWa^X^iV^gZ
❚:"bV^abVg`Zi^c\
❚BVg`Zi^c\bdW^aZ
M[X:[i_]d
❚AVc\V\ZhYjLZW=IBA!E=E
❚IgVkV^aVkZX9gZVblZVkZg
9HC
❚8dcXZeihZib‚i]dYdad\^Zh
❚6eegdX]ZYZB^Xgdhd[i8GB
8ki_d[ii?dj[bb_][dY[[jcWha[j_d]ZƒY_i_edd[b
❚8dcXZeihZib‚i]dYdad\^Zh
❚6eegdeg^Vi^dcYZ7jh^cZhhDW_ZXih
:he_j[jj[Y^debe]_[iZ[bÊ_d\ehcWj_ed
CeZkb[)
J;9>DEBE=?;I:;BÊ?D<EHC7J?ED
;dl_hedd[c[djZ[ij[Y^debe]_[iZ[bÊ_d\ehcWj_ed
❚CdjkZVjmbdYƒaZh‚Xdcdb^fjZh:"7jh^cZhh!6HE½
❚CdjkZVjmbdYƒaZhiZX]cdad\^fjZhidedad\^ZYZhhnhiƒbZh
YÉ^c[dgbVi^dc!:GE½
'%%*/
»BVg`Zi^c\
gZaVi^dccZaZi
cdjkZaaZh
iZX]cdad\^Zh¼!
‚Y#9gZVbegZhh#
CWdW][c[djZ[ifhe`[ji"Z[ieh]Wd_iWj_edi[jZ[i^ecc[i
❚B‚i]dYdad\^ZhZidji^ahYjbVcV\ZbZciYZegd_Zi
❚8dcYj^iZYjX]Vc\ZbZci
❚7jh^cZhhEgdXZhhGZ":c\^cZZg^c\
9edY[fj_ed[jhƒWb_iWj_edZ[iioij„c[iZÊ_d\ehcWj_ed
❚BdY‚a^hVi^dcYZhhnhiƒbZhYÉ^c[dgbVi^dc
❚7VhZhYZYdcc‚Zh
❚B‚i]dYdad\^ZhYÉVcVanhZZiYZXdcXZei^dcb‚i]dYZBZg^hZ!
XnXaZYZY‚kZadeeZbZciZcK!G69½
CeZkb[*
FHE@;JI7FFB?97J?<I
Igd^hegd_Zih^bedgiVcihgni]bZciaVe‚g^dYZVXVY‚b^fjZYjB76
BVg`Zi^c\gZaVi^dccZaZiiZX]cdad\^ZhYZaÉ^c[dgbVi^dc/
8ki_d[iiFbWd
AÉZc_ZjZhiaVg‚Va^hVi^dcYÉjcegd_ZiYZY‚kZadeeZbZciYÉVXi^k^i‚
XdbeaZi!^ci‚\gVciaÉZchZbWaZYZhkVg^VWaZhbVcV\‚g^VaZh
‚a‚bZcihhigVi‚\^fjZh!bVg`Zi^c\!dg\Vc^hVi^dccZah!iZX]cdad\^"
fjZh!]jbV^ch½
Fhe`[j9oX[hcWha[j_d]
AVÒcVa^i‚ZhiYZXdcXZkd^gZiYZg‚Va^hZgjcZde‚gVi^dcXdbeaƒiZ
YZbVg`Zi^c\ZiYZXdbbjc^XVi^dc‚aZXigdc^fjZ/
❚9^V\cdhi^XZihigVi‚\^Z
❚9‚kZadeeZbZciYÉjch^iZLZW
❚B^hZZcÃjkgZg‚ZaaZYÉjcZXVbeV\cZYZXdbbjc^XVi^dcdca^cZ
g‚[‚gZcXZbZci!Z"bV^a^c\!hbh"bV^a^c\!ejWa^X^i‚hjg>ciZgcZi!
bVg`Zi^c\k^gVaZ½
Fhe`[jWffb_YWj_\cWha[j_d]
8ÉZhiaZegd_Zieg^cX^eVaYjB76he‚X^Va^h‚!ej^hfjÉ^ahÉV\^iYZ
Y‚kZadeeZgjcZVXi^dcg‚ZaaZ!|[dgiZk^h^W^a^i‚k^hVci|bZiigZZc
AZhXdjghhdciY^heZch‚hZcVc\aV^h#
egVi^fjZaZhXdbe‚iZcXZhVXfj^hZhZi|[Vkdg^hZgaVXg‚Y^W^a^i‚YZh
‚ijY^VcihYVchaVeZgheZXi^kZYZaZjg^ci‚\gVi^dcegd[Zhh^dccZaaZ#
AZegd_ZiXdch^hiZ|‚Y^iZgjca^kgZhjgjci]ƒbZa^‚VjB76#
'%%+/
»AZBdcYZ
hZadc<dd\aZ¼!
‚Y#9^hig^[dgXZ#
CeZkb[+
LEO7=;:ÊxJK:;I
JckdnV\ZYɂijYZhZhiegd\gVbb‚!YZej^hX^cfVchVjm
wiVih"Jc^h!VkZXaZhdW_ZXi^[hhj^kVcih/
❚h[dYedjh[Wl[YZ[i[djh[fh_i[i_ddelWdj[i"Z[ii[Yj[khi
Z[idekl[bb[ij[Y^debe]_[i"
❚Yed\ƒh[dY[iZWdiZ[ieh]Wd_ic[i"[djh[fh_i[i[jkd_l[hi_jƒi"
WkjekhZ[ij^ƒcWj_gk[iZkC87ifƒY_Wb_iƒ$
CeZkb[,
J>ÞI;FHE<;II?EDD;BB;
AZegd\gVbbZhZiZgb^cZeVgaVg‚YVXi^dcYÉjcZi]ƒhZegd[Zh"
h^dccZaaZVaa^VcigZX]ZgX]ZVXVY‚b^fjZZib^hZZcVeea^XVi^dc
egd[Zhh^dccZaaZ#AɂijY^VciW‚c‚ÒX^ZYjijidgViYÉjcegd[ZhhZjg
YÉ>H8EVg^h!ZmeZgiYZaVi]‚bVi^fjZX]d^h^Z!fj^aj^egdY^\jZhZh
XdchZ^ahb‚i]dYdad\^fjZh#8ZigVkV^a!hdjiZcjadghYÉjc_jgndgVa!
Zhi|[dgiZkVaZjgV_dji‚ZYVchaVeZgheZXi^kZYj[jijgZbead^#
GK;BGK;IJ>ÞC;I78EH:xI
B[ib_[diifedieh_iƒi"ceZ„b[fkXb_Y_jW_h[fWh\W_j5
BWÓZƒb_iWj_edZ[ii_j[iZ[[#Yecc[hY[
B[cWha[j_d]ceX_b[
+)
C87C7HA;J?D=H;B7J?EDD;BJ;9>DEBE=?;I:;BÊ?D<EHC7J?ED
:?H;9J?ED;JxGK?F;Fx:7=E=?GK;
:?H;9J?ED
<hWd‚e_i97P7BIGZhedchVWaZe‚YV\d\^fjZYjB76BVg`Zi^c\
gZaVi^dccZaZiiZX]cdad\^ZhYZaÉ^c[dgbVi^dc>H8EVg^h!:H8GZ^bh
:_Z_[h9KCxD7B9^gZXiZjgYZaVgZX]ZgX]ZZigZhedchVWaZYj
Y‚eVgiZbZciBVcV\ZbZciYZhhnhiƒbZhYÉ^c[dgbVi^dcÄ9dXidgViƒh
\Zhi^dc!EVg^h>HdgWdccZÄ9:HHhnhiƒbZhYÉ^c[dgbVi^dc>6:EVg^hÄ
BHhigVi‚\^ZZiiZX]c^fjZhYjb‚i^ZgYÉdg\Vc^hViZjg>:HID8C6B
FHE<;II?EDD;BI:Ê;DJH;FH?I;I
F7HJ;D7?H;I;J?DJ;HL;D7DJI
<hWd‚e_i97FKHED9^gZXiZjgbVg`Zi^c\ZiXdbbjc^XVi^dc‚Y^i^dch
9:A8DJGIÄBVˆig^hZYZhX^ZcXZhZiiZX]c^fjZhYɂY^i^dc
Eb_l_[h:;K<<?98]Z[YZegd_ZiH;GÄBHBVg`Zi^c\:H8E":6E
8[de‰j:EC?I9^gZXiZjg9gZVbegZhh#XdbÄ:H8GZ^bh
<hƒZƒh_Y:K8E?I9^gZXiZjgVgi^hi^fjZ!6I:CNHÄ>chi^ijiZjgde‚ZcYj
YZh^\c
=_bb[i;D=K;>7H:GZhedchVWaZe‚YV\d\^fjZYjB768dchjai^c\Zi
bVcV\ZbZciYZhiZX]cdad\^Zh"BVhiZgd[HX^ZcXZ^c8dbejiZg
HX^ZcXZhHiZkZch>chi^ijiZd[IZX]cdad\nJH6">c\‚c^ZjgZc\‚c^Z
ad\^X^ZaZihnhiƒbZhYÉ^c[dgbVi^dc
<WX_[d<79;H?;IEg‚h^YZciLZWGVc`^c\
FHE<;II;KHIF;HC7D;DJI"
7IIE9?xIEK7<<?B?xIÀ?I9F7H?I
=[eh][i<?I9>;H9^gZXiZjgiZX]cdad\^ZhYÉ^c[dgbVi^dcZiXdbbZgXZ
‚aZXigdc^fjZ88>EÄGZhedchVWaZYjXnXaZ:cigZegZcZjg>H8EVg^h"
9:HHZchX^ZcXZh‚Xdcdb^fjZh
L_dY[dj8;H=;HBVhiZgd[HX^ZcXZ^c8dbejiZgHX^ZcXZhHiZkZch
>chi^ijZd[IZX]cdad\n!JH6
8hkdeB7D=BE?I6kdXViXVW^cZiCZlidcÄBVhiZgd[AVl!Adj^h^VcV
HiViZJc^kZgh^in
=ko:;@;7D9dXidgViZchigVi‚\^ZYZhdg\Vc^hVi^dch
BeŠYB;C;KHEg‚h^YZciH^m6eVgiÄ=:8
@kb_[d:KH7D:GZhedchVWaZe‚YV\d\^fjZYjB76BVcV\ZbZci
de‚gVi^dccZaZieZg[dgbVcXZYjgVWaZ!>H8EVg^hÄ9dXidgVciZc\‚c^Z
^cYjhig^ZawXdaZ8ZcigVaZEVg^hÄBVhiZgd[HX^ZcXZ^cHeVXZHijY^Zh!
>ciZgcVi^dcVaHeVXZJc^kZgh^inB>IÄ>H8EVg^h
>[dh_B;GK?;D:meZgi‚ijYZh!WVhZhYZYdcc‚Zh!bVg`Zi^c\Y^gZXi
7id8Zi7id7"=:8
F_[hh[B7HH7JEgd[ZhhZjg|aÉ:H8:BÄ9:6hX^ZcXZhYZaÉ^c[dgbVi^dc#
7dZhƒB;C7?JH;8dchjaiVciZmeZgiZcCI>8"9:HhX^ZcXZh‚Xdcdb^"
fjZhÄB>6<:
:Wl_iCEH?;PGZhedchVWaZYjY‚eVgiZbZciY‚kZadeeZbZcieZghdccZa
Ziegd[Zhh^dccZaÄ9dXidgViZd[7jh^cZhh6Yb^c^higVi^dcÄB76Ä776
6c\a^VEdaniZX]c^fjZ8VbWg^Y\Z
@WYgk[iFEDIGZhedchVWaZe‚YV\d\^fjZYjB76Ad\^hi^fjZVX]Vih
Y^hig^Wji^dcZiÓjm^ciZgcVi^dcVjmÄ9:HH<Zhi^dcÄ>:EÄ:meZgi^hZhZc
ad\^hi^fjZedjgJ7>;G6C8:!aZb^c^hiƒgZYZaÉ>cYjhig^ZZiaZb^c^hiƒgZ
YZh;^cVcXZh
@[Wd#F_[hh[;IA;D7P?Eg‚h^YZciYZCZi7ddhiZg
CWj^_[kBBEHH;DI9^gZXiZjgYZaVgZX]ZgX]ZYZM>I>Ä6\g‚\‚YZ
aZiigZh
9Wheb_d[C7HJ?DGZhedchVWaZbVg`Zi^c\8dbbÉ7VX`ÄB76
BVg`Zi^c\gZaVi^dccZaZiiZX]cdad\^ZhYZaÉ^c[dgbVi^dc!>H8EVg^h
C_Y^[bCEDJHEII;J9^gZXiZjgVhhdX^‚I:FJ>A6Ä:H8GZ^bh
7bW_dF;H;PEg‚h^YZci8dbbÉ7VX`
OWdd_YaF?;HH;9^gZXiZjga^ii‚gV^gZ
HWcp_H7CH7D?X]Z[YZegd_Zi7jh^cZhh>ciZgVXi^[ÄB76BVg`Zi^c\
gZaVi^dccZaZiiZX]cdad\^ZhYZaÉ^c[dgbVi^dc!>H8EVg^h
@[WdL;HED?IEgd[ZhhZjgYÉjc^kZgh^i‚ÄGZhedchVWaZYZaVÒa^ƒgZ
»IZX]cdad\^ZhYjaVc\V\Z¼!Jc^kZgh^i‚YÉ6^m"Zc"EgdkZcXZ
A^hiZYZh^ciZgkZcVcihegd[Zhh^dccZah^cY^XVi^kZ‚kdajVciZc[dcXi^dcYZh
Y^hedc^W^a^i‚hZiYZhdeedgijc^i‚h#
+*