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Russian Business Guidewww.rbgmedia.ruBusiness publication about development, industries, prospects, business personalities in Russia and abroad.12+

Founder and publisher:BUSINESS DIALOG MEDIA LLC with the support of the CCI of RussiaEditing Group: Maxim Fateev, Vadim Vinokurov, Natalia ChernyshovaThe editor-in-chief: Maria Sergeevna SuvorovskayaManaging Editor: SoX ya Antonovna KorshunovaDeputy Marketing Director: Irina Vladimirovna DlugachDesigner: Alexandr LobovTranslation: Maria KlyuchkoPrinted in the printing house of VIVASTAR LLC, Moscow,ul. Electrozavodskaya, 20, building 3.Materials marked R or “ADVERTISING” are published as advertising. The opinion of the authors does not necessarily coincide with the editorial opinion. Reprinting of materials and their use in any form is allowed only with the permission of the editorial o[ ce of the publication Business-Dialog Media.Materials are not reviewed and returned.Address: 23-1-2 ul. Pobedi, Reutov, the Moscow region, 143966e-mail: [email protected].: +7 (495) 730 55 50, <;P. 5700Publisher: Business-Dialog Media LLC Registered by the Federal Service for Supervision of Communications, Information Technology, and Mass Media. The mass media registration certiB cate PI # FS77-65967 from June 6, 2016.Russian Business Guide U 15/106 July 2020Passed for printing on 17.07.2020 Edition: 30000 copiesOpen price Photos used: Padezhov Alexander Yuryevich

!"#$ % $&!$'(". !OVER STORY

4 "#"$ "%"&"#'(: «)*!&+ ' ,-.-/0) 1'$('&234 .(+%"45!2 (10#6., 70!)'4#2 7+ 7" 84'»ARAZ AGALAROV: “THOUGHTS OF THE FUTURE MAKE IT POSSIBLE TO MOVE FORWARD WHATEVER”

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DEAR READERS OF RUSSIAN BUSINESS GUIDE!

! e global situation with coronavirus has demonstrated in practice the need, importance and new possibilities of digital transformation of logistics. Companies that began the transition to “digital” long before the pandemic were able to adapt to new conditions more e" ectively, they o" er users high-quality online services and restructure business processes quickly. ! is trend will only intensify in the post-pandemic era. Today, the # rst key task in the framework of digital transformation is to expand the capabilities of the created digital infrastructure, to switch from mono to multifunctional, providing a solution to urgent national problems, including those related to biosafety in transport. At the same time, digital solutions should be domestic, since they provide sovereignty over the most important branch of the digital economy. ! e second task is the integration of state and corporate platforms. And if we are talking, for example, about the breakthrough development of cargo transit through Russia, then there should be integration with the digital systems of the countries – our neighbors and partners to create a single digital space. And in this direction, the coronavirus opened a “window of opportunities” for using the transit potential of Russia, when the demand for expediting the delivery of goods between Asia and Europe and for the automation of all administrative procedures multiplied.

When implementing projects for the digital transformation of transport, we need to rely on our ready-made competitive advantage, namely, several state and corporate digital infrastructures with federal coverage which have already been created and are successfully operating on Russian transport. Moreover, all systems use Russian developments. We are the only country in the world in this regard. Among them are the Russian Railways digital platform, the uni# ed state system for ensuring transport security, the Platon state system and the uni# ed digital transport and logistics environment which is being formed now.

! e e" ectiveness and speed of the digital transformation of the Russian economy will largely depend on how much the legal and technical regulations correspond to the pace of development and the possibilities of new digital solutions, take into account and counter new technological risks. ! erefore, a nationally and strategically oriented business is simply obliged to take on a new role: the active and proactive development of dra$ normative acts, as well as their “running in” during the implementation of pilot projects and in the mode of the expected “regulatory sandboxes”.

A little over a year ago, with the support of the Ministry of Transport of Russia, the Digital Transport and Logistics Association was created, which today has combined all types of transport, leaders with global competencies, implementing their own digital transformation strategies. We are creating a single-window platform for project expertise and we invite all those interested in the digital development of transport and logistics to cooperate.

Anton Zamkov, Director of the Digital Transport and Logistics Association (DTLA), CEO of RT-Invest Transport Syste

3

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Dear Colleagues and Friends!

! e world economy has experienced several global crises over the past 30 years, but none of them has changed our lives as rapidly as the one we have today. Moscow and the Moscow Region have borne the brunt of the coronavirus pandemic. As a result of the stoppage of production facilities, many companies su" er the consequences of the collapse of traditional supply chains, there is an urgent need to change suppliers and develop new delivery schemes for raw materials and # nished products.

Logistics companies play a crucial role in creating reliable supply chains as they need to respond % exibly to meet the needs of their customers. ! ere are several areas in which logistics is particularly important. ! ese are healthcare and food trade, especially the internet trade. We have seen that the uninterrupted supply of medical equipment, protective equipment, pharmaceuticals and food makes it possible to save lives in these di& cult conditions.

! e Guild of Logistics Operators of the Moscow Chamber of Commerce and Industry is an example of positive experience for other regions where such associations do not yet exist.

! e Guild comprises all market participants: carriers, freight forwarders, customs representatives, warehouse operators, equipment manufacturers and others. Today, the market needs integrated services, and it is impossible for each participant to provide the required level of logistics services separately. One of the tasks of the Guild is to expand the portfolio of orders of the members of the association by promoting companies on the market with minimum costs, uniting resources and creating joint products. As you know, the formation of partnerships is not an easy thing to do, it must be learned; by the way, it requires openness, the ability to trust partners, but it already gives good results. Development of the logistics market in the Moscow region is also a priority for the Guild of Logistics Operators.

We are con# dent that the consolidation of e" orts of logistics companies will allow us to decently respond to modern challenges and # nd new e" ective solutions.

I wish you all further fruitful work and, of course, health!Chairman of the Board of the Guild of Logistic

Operators of MCCI Domnina S. V.

4


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6


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7

ARAZ AGALAROV: “THOUGHTS OF THE FUTURE MAKE IT POSSIBLE TO MOVE FORWARD WHATEVER”AZERBAIJAN IS AN IMPORTANT STRATEGIC AND TRADE PARTNER OF RUSSIA. THE PRINCIPLES OF GOOD!NEIGHBORLINESS AND CENTURIES!LONG TRADITIONS LAY AT THE FOUNDATION OF RELATIONS BETWEEN THE TWO COUNTRIES. IN APRIL, THE BUSINESS CLUB OF THE TRADE REPRESENTATION OF AZERBAIJAN IN RUSSIA HAS GATHERED LARGE LOGISTICS COMPANIES ON ITS SITE TO OUTLINE THE CONTOURS OF AN EFFECTIVE ANTI!CRISIS PLAN IN CONDITIONS SET BY THE WORLD PANDEMIC. HOW TO TRANSFORM TRADE RELATIONS AND OPTIMIZE LOGISTICS PROCESSES IN THE NEW ECONOMIC REALITY " THESE AND OTHER QUESTIONS WERE DISCUSSED BY MARIA SUVOROVSKAYA, EDITOR!IN!CHIEF OF RBG MAGAZINE, EXECUTIVE DIRECTOR OF THE BUSINESS CLUB, IN AN INTERVIEW WITH ARAZ AGALAROV, THE OWNER AND PRESIDENT OF CROCUS GROUP.

8


COVER STORY

– Mr. Agalarov, thank you for this interview with RBG. We are going through the di! cult times – the whole world and Russia. " e pandemic situation a# ects many areas of life, especially the economy. Almost all business is tested for $ exibility and strength. Even before the self-isolation period, it was said that supply chains and logistics costs needed to be reduced. How do you think the logistics world will change a% er the pandemic?

– No one has opened new transport routes yet. All the carriages are carried out mainly through the long existing ports: South Korean Busan, ports of Germany, Finland, which provide the % ow of goods through Southeast Asia and Europe. ! e route through Vladivostok by railway to Europe, i.e. container tra& c from Southeast Asia, in particular from China, is actively developing.

! ere comes the understanding that transport links and logistics infrastructure within CIS should be developed. Time of goods in transit today is a big # nancial burden on business. ! e turnover of money depends on the speed of delivery to the end consumer, especially for agricultural products, where the bulk of the value of the product is the cost of the logistics chain. ! at is why we need consolidation warehouses inside the country, where this product would be collected in the areas of its production and distributed in the sales area. ! e developed warehouse infrastructure will contribute to the growth of domestic trade turnover; we will reduce dependence on imported agricultural products.

– Such infrastructure is already being developed in CIS. How do you evaluate this practice? And what can change the situation for the better?

– You know, there was a powerful system in Soviet times – consumers’ cooperation. Products were bought from agricultural producers for processing or direct sale to the end consumer. I think it was good practice, but on the artisanal level: there was no equipment like we have today in terms of storage and processing. If we revive the system using new technologies, it would be a good trigger for the economic development of Russia.

– So all new is a well-forgotten old one?– Yes.

– You have recently said the important and appropriate thing about establishing such technological chains that will make it possible to produce the & nal product using all the global potential. How should logistics adjust to this process?

– You have touched upon a sensitive topic for Russia. Let me give you an example. Once I happened to be in a big warehouse in America selling live ornamental # sh. I

wondered how one could deliver a product like that? ! ey said to me, “We have DHL and we are ready to deliver your chosen ornamental # sh anywhere in the world within 24 hours.” I could see how far behind we were in this. Can you imagine that when shipped from America to Australia, a # sh is sealed in a polyethylene bag, a certain amount of oxygen and sea water is pumped there, and they guarantee timely delivery of the order.

! ere were times when even Zhiguli, Lada or any other machinery failed to be delivered due to the fact that we could not provide spare parts. Until now, business has been handling a very complex procedure of completion export customs formalities and clearance.

In the 90’s my son was engaged in selling Russian souvenirs in America. We sent a container from Russia; American customs, when they received the cargo, called to ask where to deliver it. It was not like: “Come and get it.” ! ey delivered to a convenient place!

It was pretty cheap to clear a container in the States. ! e U.S. has achieved incredible results in the technological chains of production and distribution of marketable products.

“Why?” – you ask. Let’s start from afar. Japanese TV in America is cheaper than at its manufacturer in Japan. I was engaged in purchases for Tvoy Dom TH in 1997 and could not understand how it was possible that all Japanese production in America is cheaper, than at the manufacturer. Or why Pakistani fabrics, blankets, towels in the homeland of the manufacturer are more expensive than in the USA. ! e answer was very simple. We would say, we buy 1,000 TVs while Americans buy 100,000 units a month. Give the manufacturer the same monthly purchasing program – you will get a similar price.

Geographically, Russia today is located just between South-East Asia and Europe. We could bene# t from our location if we make it easier to import goods into the Russian Federation and, as a result, reduce the costs. We’ll develop shopping tourism. People will come to us for inexpensive goods, because we would be able to clear, store and distribute them cheaply. ! is could be a strong advantage compared to Europe, where customs are quite expensive. ! e market of goods from Southeast Asia will become more attractive and pro# table for us. ! is concerns both duties and VAT.

If the legislative framework is worked out, a$ er studying the competitive environment of the neighboring countries, then it is possible to borrow those algorithms and positions that would favorably emphasize the geographical location of Russia to maximize pro# ts, increase employment and GDP growth.

– We will wait for implementation of the best international practices on the territory of Russia. I would like to ask you a question that you have been asked dozens of times during the pandemic. How has the current economic situation re$ ected on your businesses?

– We have four main business lines: chain stores Tvoy Dom, chain stores VEGAS, exhibition industry and construction business. Unfortunately, everything was closed except the food department of TH Tvoy Dom. We have experienced many crises, including the crisis of 1991, when the country collapsed. I think we’ll get over it, too.

– Mr. Agalarov, you have implemented many business and humanitarian projects aimed at developing cooperation between Russia and Azerbaijan. It is clear that a crisis means problems, but at the same time it is also an opportunity. For example, the Trade Mission has intensi& ed the Business Club meetings. How important is the business dialogue at the moment, including in the format of discussion platforms?

– Before the collapse of the USSR, when our countries were a single state, Azerbaijan was the main agricultural breadbasket of the Soviet Union. About 40 kg of vegetables and fruits per capita were produced there. ! is is a huge # gure, because for the USSR it was 6 kg on average. ! e excesses were sold all over the Soviet Union. In any city you could meet Azerbaijani greens, tomatoes, cucumbers, etc.

A$ er the collapse of the Soviet Union, in the early 90s, we had a setback in the agricultural sector, these positions were gained by other independent states. Today, in my conviction, Azerbaijan must restore its competitive advantage, it has all opportunities for this. ! is is the closest subtropical zone of the former USSR to the central region and the capital, where everything is produced absolutely without greenhouse gases, outdoors. Early Azerbaijani vegetables can come in huge quantities to Russia. I feel that even in the conditions of the pandemic these positions are quickly recovering, it should be used actively. ! e Crocus Company has all opportunities to provide the necessary infrastructure for fruitful and mutually bene# cial cooperation. ! e more so Azerbaijani products are the quality mark.

What else can be done in Azerbaijan? ! ere are # xed concepts – Made in Italy or Made in Japan. It is necessary to work on Made in Azerbaijan brand too. ! ere should be created a service that would check products for nitrates and useful properties, giving them a stamp (or label) that will con# rm the impeccable quality of the products and make it a higher priority for consumers. ! is demand exists, it just needs to be # xed.

9COVER STORY

– I see that such a work is underway, and your team at Crocus Logistics came out with the initiative to gather agricultural producers and work on this brand in Russia. It is interesting to know your opinion, how important it is to unite businessmen of the two countries and to work on organization of communications between Russia and Azerbaijan within our Business Club, Chamber of Commerce and Industry of the Russian Federation or other public business associations?

– ! is is very important. And again, I’ll give you an example. We all know South Korea as a manufacturer of world famous brands Samsung and Hyundai. At the time when it was rising from its knees, communities were created where the state actually encouraged the merger of companies and their entry into the world market. One used to come anywhere in the world and at the airport they were greeted by Samsung signs. I guess everyone remembers that time. It felt like it was a huge company. Such international experience shows its e" ectiveness. It is possible to unite Azerbaijani producers and create a single brand with appropriate quality. Today, everybody wants to see harmless and environmentally friendly products on their tables. ! is will give an additional incentive to promote products from Azerbaijan.

Nothing can replace live communication – no social networks, no virtual exhibitions, no portals, no messengers. ! erefore, any discussion platform, especially those that

binds initiative people of business, yields a huge result. It is an exchange of experience, information exchange, search for mutually bene# cial solutions.

Actually, when the state promotes the creation of a center of attraction for the trade process, primarily through the legislative framework, it stimulates economic development. Taiwan, Hong Kong, Singapore, Dubai – all these successful countries have started by expanding their trade and economic environment. ! ese examples have a thousand-year history, they are instructive. It is not necessary to produce goods yourself, they can be bought and resold, but the country will earn a lot of money. Such processes originate on trading % oors.

– Is a living environment better than information technology?

– Absolutely!

– Mr. Agalarov, how do those humanitarian projects that you and your son Emin Agalarov implement in$ uence the construction of business cooperation? Do they help in forming the Azerbaijan brand?

– And again, let’s look at the experience of other countries. Many do not understand why Spanish clubs cost astronomical sums. Hundreds of millions of dollars are paid for footballers. ! e thing is, football is a play. ! e famous phrase “Bread and games!” is still relevant today. Spain as a state makes a

lot of money on its football. And this is not the only case when a country # nds a path or advantage which becomes interesting to others.

For Azerbaijan in this sense, the Zhara (the Heat) musical event in Baku, which has already become international, has acquired a landmark importance. August here is a fairytale place I love since my youth. Breeze of the sea, wonderful beaches, restaurants on the shore – a fantastic memory. Emin, who inherited my awe at the Azerbaijani atmosphere, got an idea to share it with his colleagues. Gradually, the festival grew into a magni# cent event in the world of music, unmatched today. Only artists (performers, dancers, musicians, makeup artists) come here up to 2000 people. I think we still do not fully understand the Zhara signi# cance for the promotion of Azerbaijan. ! erefore, this project is important for the development of Russian-Azerbaijani relations.

– I let myself conclude the conversation with a philosophical question. What inspires and motivates you to $ ip through di! cult pages of crisis and keep moving towards greater goals?

– ! e essence of any person is to look ahead and believe in the best. My mother lived 100 years. But at any age, she had far-reaching plans, and it kept her from getting old. ! oughts of the future make it possible to move forward whatever!

10


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13

– " e Tochnye Postavki company was established in May 2012. Initially it was just a legal entity, opened in Russia to simplify the supply of products for its own needs. In 8 years your company has become international, having worked out more than 10 thousand deliveries in all possible directions. Tell us about the main stages of the development of your company.

– Yes, indeed, initially the company was opened only as a means of organizing the supply of products for our Belarusian company. Such a format had been in operation for about two years. Experience was gained in the # eld of foreign economic activity, in export and import formalities.

! e ideas that the problem with purchases for foreign enterprises in Russia is not rare began to appear as early as 2013. And by spring 2014, it was decided to give a little advertising, which o" ered assistance in purchases to Belarusian companies. ! e demand for such services was con# rmed, and the in% ux of the # rst clients who faced the same di& culties has started.

By 2016, it was decided to develop this area. To simplify import processing in Belarus, there was opened a Belarusian company, which allowed the client to receive goods under the Belarusian waybills, without thinking about such things as payment of import

The world trade development started in ancient times when the very # rst state formations appeared. Historians argue whether it happened in Egypt, India, China, Greece, Crete or the territory of modern Iraq. Or even in the iconic

Atlantis, which claimed to have initiated trade with Ancient Egypt. Nevertheless, one thing is obvious: as soon as the # rst traders dared to cross the border of their native country hoping to sell the goods to foreign citizens in a pro# table way, they encountered di$ culties related to the lifestyle, mentality and values of other peoples, and their laws. % ey had to look for compromises, negotiate...In fact, this is what modern “merchants” are doing up to the present day! But in a world which has become extremely complicated in terms of law, technology and politics, not everyone is able to do it on their own, and mediators are needed.For example, in this country in recent years, many competitive Russian goods have appeared on the market due to the implementation of the import substitution program. % at has already been appreciated in the world. Despite the crisis caused by the pandemic, exports continue to grow and connections are being established with new, sometimes unexpected, partners. % e entry to foreign markets becomes urgent for many Russian companies, and there are many interesting o& ers from di& erent countries. But foreign economic activity has been a di$ cult sphere since the old days, and in the modern world has acquired a lot of additional complexities and nuances, so that not every company would dare to step into it without an experienced “guide”. Such a guide for hundreds of companies for more than seven years is Tochnye Postavki LLC (GLOBAL SUPPLY HOLDING), the founder of which, Sergei Lytko, we talked to.

SERGEY LYTKO, LLC TOCHNYE POSTAVKI: “WE PLAN TO BECOME THE LARGEST EXPORT-AND-IMPORT AGENCY IN THE WORLD!”

14


VAT, registration of statistics, currency control, and, accordingly, the search for specialists to help. But supplies in the opposite direction – from Belarus to Russia – have also become successful, which helped to save Russian clients from labor-intensive import clearance and expand opportunities for Belarusian companies in terms of sales markets. ! ere was created a website, which outlined the possibilities of purchasing necessary items in Russia, there was built a large-scale promotion, attracting customers on a regular basis. ! e quantity of circulating clients began to grow.

Large suppliers have reached the company, and soon they began to redirect Belarusian clients to Tochnye Postavki LLC. We added several more suppliers who desired to sell their products abroad with our help.

! e number of people employed increased to # $ een during a year. Regional o& ces were opened in Kazakhstan and Kyrgyzstan. ! e turnover of the company rapidly grew, the goal has been achieved - it was the fastest turnkey delivery processing, allowing the client to do whatever he or she liked at that time.

At the beginning of 2018 the Tochnye Postavki group of companies has turned into international Global Supply Holding, which allowed reaching the next level – international trade of world scale. A large-scale plan on expansion and entrance to new markets was elaborated thoroughly. Special attention was paid to the personal and professional development of employees. Standards, requirements, individual programs have been developed, thanks to which all employees are constantly trained and increase their competences.

Most attention in 2019 was focused on automation and implementation of IT technologies, formation of the organization in general and regulation of the whole work system. By the end of the year, each head of every department had de# ned plans and programs for the year, which at present, despite the di& culties we strive to retain in the established direction.

– " is year has become a di! cult one for the Russian and world economies. How did the period of the pandemic and the collapse of the ruble a# ect the sphere of export operations?

– Despite the fact that since the beginning of the year some areas of the economy began

to feel the impact of the world turmoil, we have managed to maintain growth up to March, showing a 30% growth in March compared to February. Due to the fact that a large proportion of customers are from Belarus and they are representatives of wholesale or retail trade, experiencing a downturn, it inevitably a" ected us, too. A lot of work has been done to resolve the problems of customers, help to keep them a% oat, provide special working conditions as a support. It became obvious already in April that work with key clients will not let to maintain the necessary level, and the maximum attention was directed on promotion and attraction of new clients. ! is brought immediate results: demand from the Western European region, as well as from Uzbekistan, was so great that we had to expand our team to process transactions as quickly as possible. We managed to raise in May. According to our internal analytics, we put high stakes for June and July. Life already shows the correctness of assumptions and growth of the indicators of the company.

– Tochnye Postavki LLC is associated with international trade, and the logistics direction is your accompanying part. " e crisis hit the logistics industry hard. How did you solve problems in this area?

– When the air tra& c partially stopped, the rest of the air carriers began to raise prices. ! ere o$ en appeared such situations: contracts were signed beforehand with customers, but subsequently carriers

changed prices, this situation demanded to adjust to or enter into negotiations. ! e load on our logistics department has dramatically increased.

! e next problem that we encountered was the operation of warehouses. For example, according to a developed plan, a vehicle le$ for a warehouse, and it was already closed due to quarantine. We had to discuss the situation with carriers, ask them to wait. It happened that the car was idle for several days, and we also agreed with the warehouses about the possible opening time.

Many of our customers were afraid of closing the border, as a result of which the money would be wasted, so people began to refuse from transactions. In this situation, employees of Tochnye Postavki LLC analyzed decrees and regulatory documents adopted in di" erent countries, and sent mailings to their client base that the borders were not closed and obligations would be ful# lled.

We also signi# cantly accelerated the development of our new proposals; in particular, we began to o" er what we did not do before: for example, we o" ered to become a remote o& ce for partners in the countries where we are present. ! rough IP telephony we organized a local telephone line, and helped those who are just starting activities in a new country and for whom opening a new o& ce in the current situation would be too costly to become a remote representation through our company.

! e company already has examples of such cooperation. ! e work is structured as follows: the supplier company creates a local website which promotes its products, customers contact it through the connected IP telephony, agree on the delivery, then contracts are made with the local o& ce of Tochnye Postavki LLC, the prepayment is received there, and immediately transmitted to the supplier. Further, Tochnye Postavki LLC help to organize the delivery of goods; the transport company picks up the goods at the supplier’s warehouse and carries directly

15SUCCESS INDEX

to the end customer. ! e supplier sends shipment invoices to us; based on them we prepare shipment invoices for the end customer.

– What other anti-crisis solutions do you o# er companies?

– At the moment, we have developed proposals for Russian enterprises which want to work, but don’t know how, given that the domestic market has su" ered and some partners are closing. We have developed two main proposals: for those who want to enter the foreign market, but do not know how to deal with it, and for those who already work for export, but want to simplify interaction with customers in the Customs Union.

In the # rst case, we o" er assistance in organizing the full cycle of a transaction: we buy their products at our Russian company and sell them to foreign customers so that an interaction is carried out with one stable partner.

In the second case we o" er to “rent” our o& ces in Belarus, Kazakhstan and Kyrgyzstan, which means, a Russian supplier can sell to its customers in these countries through one (our) legal entity. He sends the goods to one partner, we arrange all the import volumes ourselves, and each client in this country receives the goods on internal invoices in local currency. ! is allows increasing the level of trust on the part of clients, because they can come and personally get acquainted with our representatives in o& ces. And it simpli# es the procedure for VAT refunds, because all shipments occur

on one partner, respectively, and they receive applications for VAT payment from the same partner, regardless of the number of # nal consignees.

– Tochnye Postavki LLC is a team of 33 professionals with a wealth of experience and knowledge in the & eld of exports. So how do you solve the personnel issue? Where do you look for employees? Do you provide training?

– ! e personnel issue is always open for us. It has nothing to do with sta" turnover (rather the opposite: 90% of our employees work for a year or more), but with the rapid pace of development of the company. Every new employee starts working as an intern, where he or she should show his or her ability to do such work. If the # rst experience is positive, he or she becomes an assistant and only a$ er good results are shown he or she is transferred to the main position. Employees who want to move up the career ladder declare it themselves, and we prepare a training program for them, a$ er successful completion of which, as their statistical indicators grow, the employee is promoted to a higher position. Each sta" member is given individual statistics showing the results of his or her work. ! e statistics are updated weekly, which allows for encouraging high performance as well as adjusting and directing of downward tendencies in the right direction for growth. Every employee receives training from us. ! ere are both mandatory and individual programs for employees, a$ er passing

which there is an opportunity to improve the performance. We believe that the growth and well-being of each employee always leads to the growth and well-being of the company, and vice versa.

– What has the company done to ensure stable supplies and simplify import procedures in the Customs Union countries?

– We have opened our representative o& ces there, which provide for import clearance: payment of import VAT, customs statistics, currency control, etc.

– Share your plans for the next 5 years. What direction will Tochnye Postavki LLC develop further?

– Our long-term strategy involves an international presence and we are moving in this direction. We investigate the potential demand for our services in di" erent regions, and the conditions for doing business, the level of corruption, which is an obstacle to development. And on this basis, we are going to enter new markets. Asian countries and Europe are among the most interesting at the moment. So, in general, one of our goals is to become the largest export-import agency in the world, with its own representative o& ces in each signi# cant region, in order to expand the borders of business and increase the income of our clients, carrying out export-import operations quickly and qualitatively.

! e interview was taken by Elena Alexandrova

16


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"1 /$%2"3" *)+' 17

18


– Not every result of intellectual activity and not every means of individualization are intellectual property. Please name the types of IP objects.

– Not everyone, and here is an example: a domain name individualizes a site on the Internet and can individualize a person using this site, but it is not intellectual property, because it is not mentioned as such in the law. In Russia, an object must be explicitly called intellectual property in law. IP objects are exhaustively listed

in Article 1225 of the Civil Code of the Russian Federation. If some result of intellectual activity is not mentioned in it, then it is not IP, there are no intellectual rights to it and any person can use it without any permission.

All objects of intellectual property can be divided into groups: copyright; rights related to copyright; patent law; non-traditional IP objects; means of individualization of legal entities, enterprises, goods and services.

T he concept of intellectual property was developed in the works of the philosophers Diderot, Voltaire, Russo, Kant, who raised it to a special spiritual height.

As for the legal aspect of the issue, the birthplace of the # rst copyright and patent laws is England. Here in 1623 the Statute of Monopolies was adopted: a patent was granted for a “dra' of a new invention” for 14 years. And in 1710, the British adopted the # rst copyright law – the Statute of Anne. % ese documents established the concept of intellectual property clearly.Following the United Kingdom, similar patent laws were passed by the USA (1790), Italy (1854), France (1871), Germany (1877), Denmark (1894), etc.In the modern world, there are several de# nitions of the term “intellectual property”. For example, the Civil Code of the Russian Federation claims that it means “the results of people’s intellectual activity that are under the state legislative protection”.However, our compatriots, who work with IP in practice, still have a ton of questions. We asked Inna Khmara, a lawyer of the highest category at Optima Logistic, to answer the most common of them.

INTELLECTUAL PROPERTY:

FACETS OF LAW

19

! e de# nition of industrial property is given in the Paris Convention for the Protection of Industrial Property of 1891 by listing the objects that relate to it. In accordance with the convention, industrial property includes patents for: inventions; utility models; industrial designs, as well as trademarks and service marks; brand names; geographical indications and appellations of origin.

– And what are the types of intellectual rights?

– In accordance with the Civil Code of the Russian Federation, the concept of “intellectual rights” applies to a number of certain rights.

! e exclusive right is included in the group of property rights. It provides for the rights of the IP holder to use its product at its discretion in any legal way, to dispose of it (including transfer and alienate), to allow or prohibit unauthorized persons from using the product of intellectual activity, as well as to obtain legal protection. Using the product by a third party without the consent of the copyright holder is considered illegal and requires the application of measures to the violator.

Personal non-property rights that are directly related to the author of the product of intellectual activity include the right to authorship, the name, etc. All of them are not subject to alienation from the author and transfer to third parties.

Other intellectual rights (following, access, etc.) are established by legislation on the legal regulation of certain objects of intellectual activity. So, on the basis of Articles 1292, 1293, the following types of intellectual property rights are recognized as copyright:

• the right of access, including copyright to imitate works of # ne art, as well as the right of the creator of an architectural creation to # lm and photograph;

• right of succession – percentage deductions from resale value, etc.

! e property part of intellectual law and the breadth of jurisdictions of its owner (possession, use, disposal) cause the similarity of the exclusive right with the property right. ! e main di" erences between them are legally established by Art. 1227 of the Civil Code of the Russian Federation.

– Who can be the copyright holder of IP objects?

– Its author is one of the subjects to which the rights to the result of intellectual activity belong.

! erefore, creators of means of individualization are not recognized as the authors. For the same reason, citizens who have rendered technical, consulting, organizational or material assistance or

help to the author or have contributed to the registration of rights to such a result or its use, as well as citizens exercising control over the performance of these works cannot be authors of the result of intellectual activity.

In addition to the author, individuals, legal entities, public law entities can be owners of intellectual property results and means of individualization. A person may become the copyright holder in cases and on the grounds established by law. For example, rights can be transferred to a person by universal succession (by inheritance, as a result of the reorganization of a legal entity) or as a result of foreclosure on the property of the copyright holder. In addition, the status of the copyright holder can be acquired on the basis of an agreement under which these rights are granted. An agreement on the alienation of rights to an intellectual property and a license agreement are examples of such agreements.

Other subjects are also listed in the Civil Code of the Russian Federation: organizations that collectively manage copyright and related rights, patent attorneys. ! ese parties only assist copyright holders in the exercise and protection of their rights, and intellectual rights do not belong to them. In cases provided for by law, state authorities directly participate in relations arising from the results of intellectual activity or means of individualization.

– What are the ways to protect IP rights?– ! is is, # rst of all, registration and

patenting at Rospatent, as well as entering into the Customs Register of Intellectual Property Objects (TROIS).

! e following IP objects may be registered in TROIS: trademarks, service marks, appellations of origin, objects of copyright and related rights.

! ere is no fee for inclusion in TROIS, however, it is necessary to ensure that the right holder ful# lls the obligation to compensate the owner/declarant/receiver of goods in the ways provided for by the law of the Russian Federation. Instead of securing the ful# llment of the obligation, the right holder may submit an insurance contract for the risk of liability for harm to the bene# t of these persons, while the amount of security for the obligation or the sum insured must be at least 10 thousand euros.

But it is worth noting that in order to add an IP object to TROIS it is necessary to have either fact of violation of rights or reliable preconditions for such violations, and not every IP object can be included in TROIS.

– What liability for violation of copyright and related rights is provided by law?

– For the o" ense, including in the copyright sphere and the # eld of intellectual

property, civil law, administrative or criminal liability may be incurred in relation to the violator.

In order to secure a claim in cases of violation of exclusive rights to tangible media and equipment, interim measures established by procedural legislation (arrest) may be taken.

In case of violation of the exclusive right, the copyright holder may, instead of reimbursing losses, demand from the violator a payment of compensation for violation of this right. Compensation is subject to recovery upon proving the fact of the o" ense. Its size is determined by the court within the limits established by the code, depending on the nature of the violation.

! e copyright holder is entitled to demand compensation from the violator for each case of unlawful use of the result of intellectual activity or means of individualization or for the committed o" ense as a whole.

If a legal entity repeatedly or grossly violates the exclusive rights to the results of intellectual activity and to means of individualization, the court may decide to liquidate it at the request of the prosecutor. If such violations are committed by a citizen, his or her activity as an individual entrepreneur may be terminated by a court decision or sentence.

In cases of violation of the exclusive right to an object of related rights, its owner may demand, at their option, from the violator, payment of compensation instead of damages: in the amount of 10 thousand to 5 million rubles, determined at the discretion of the court; twice the cost of copies of a phonogram or the right to use an object of related rights, determined on the basis of the price, which under comparable circumstances is usually charged for the lawful use of such an object.

It should also be remembered that the deletion of copyright information (copyrights, attributions, etc.) entails a separate liability in the form of compensation for losses or compensation.

Import, sale, rental or other illegal use of copies of works or phonograms in order to generate income in cases where these copies are counterfeit or indicate false information about their manufacturers, places of production and copyright holders, as well as other violations of copyright and related rights entail the imposition of various, and sometimes very substantial, administrative fines on citizens, officials or legal entities.

! e Criminal Code also establishes liability for violation of copyright and related rights up to forced labor for up to # ve years or imprisonment for up to six years, with a # ne of up to 500 thousand rubles.

Interviewed by Elena Alexandrova

IN THE FIRST PERSON 19

20


World Business Guide Azerbaijan

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32


Since 2014, the terms “sanctions” and “counter-sanctions” have been used in the media, and these phenomena have started to have an impact on both Russian and global business.About the rules of the “game” in conditions of sanctions wars, the impact of the pandemic and the approaching global crisis we talked to the experts of the Russian law firm Alliance Legal Consulting Group – Evgeny Karnoukhov, the Managing Partner, and Rod Tuvaev, Special Adviser on sanctions law practice, certified specialist in the field of export control, sanctions and rules of international trade.

Mr. Karnoukhov – Sanctions, embargoes, tari" wars between countries – all this a" ects the business engaged in export trade or importing foreign components, the # nancial institutions, because of the increased risks of transactions. ! is is a new reality with which we must learn to work.

Any law which regulates the further sanctions innovations is crucial to business as it in% uences the established sales channels or a supply chain.

Sanctions compliance serves to prevent these risks. Its vital role in protection of the value of shareholders’, the business owners’ assets is obvious.

Today, the services provided by professional experts and consultants in the # eld of sanctions audit and compliance have become in demand. Rod Tuvaev, head of sanctions law practice at Alliance Legal Consulting Group, is one of such professionals.

– Mr. Tuvaev, is the development of business related to the countries of Europe and the USA possible under the sanctions

regime? What exactly is the task of the sanctions managers?

Mr. Tuvaev – Answer yourself the questions: how o$ en do you open the 26 US sanctions lists? Do you have a consultant on sanctions? Do you conduct a sanctions audit of the business activities of your company, or do you conduct a sanctions due diligence of a project before investing or participating in it?

Do you assess the risks of non-compliance due to sanctions against the contact obligations of your company, contractors, suppliers, foreign contractors of your suppliers?

Do you study the sanctions background or the relationship with the sanctioned persons as part of the veri# cation procedure of the counterparty (know your client)? ! e OFAC enforcement practice shows that today you should answer “Yes!” to these questions, especially if you export to the US or EU, receive components from the US or Europe, or simply participate in international projects.

Nevertheless, there is an opportunity for business to develop under the sanctions regime, if certain conditions are met. ! e task of experts, auditors and sanctions managers is to protect a business by creating a system in which all the transactions related to international trade will be 100% legal in the jurisdictions of all the countries where the activity is conducted!

– What types of sanctions regarding domestic business exist today?

Mr. Tuvaev – In relation to Russia, blocking sanctions were introduced under the Ukraine program and are directed mainly against defense industry enterprises and their leadership, as well as a number of politicians and other individuals.

! e so-called “50% Rule” states: any person who owns more than 50% of the charter capital of an organization that is subject to blocking or sectoral sanctions is also considered the subject of these sanctions.

Sectoral Sanctions Identi# cations (SSIs) are measures that restrict transactions and

ALLIANCE LEGAL CG: LAWYERSSanctions Compliance for Russian Business: All Aspects of the Issue

AROUND BUSINESS

33

operations against companies from speci# c sectors of the economy. ! e property and property rights of participants in the SSI list are not considered blocked.

– Where can one get the relevant data on the latest sanctions requirements?

Mr. Tuvaev – ! e US Treasury website is such a primary source.

It is necessary to monitor all types of new acts, as well as recommended compliance programs. But all this is ine" ective without understanding, ability to interpret, and without the introduction of clear instructions for employees to comply with sanctioned risk management.

– But why should a domestic entrepreneur working in the Russian legal & eld comply with the US sanctions?

Mr. Tuvaev – It is vital to avoid the risk of penalties against a participant in transactions related to violations of regulatory requirements (in this case, the United States).

It arises for companies engaged in international activities, especially connected with Western markets, because mutual settlements in USD imply the occurrence of sanctions compliance risk a priori. ! e risk of freezing a transaction in a correspondent bank is the most obvious and common of them.

– And who in a company should be motivated to 100% audit of all international transactions and projects?

Mr. Tuvaev: – Top management, managers, are responsible to shareholders for business safety.

It is a paradox that in Russia o$ en people or departments motivated for a commercial result are also responsible for compliance.

But regulatory compliance reasonably answers the question: “Why can’t you sell?”!

Commercial departments, sales departments, export employees are motivated by # nancial results and perceive risk management as a procedure which hinders development. As a result, employees o$ en distort information and consciously do not pay due attention to regulatory requirements in order to achieve good sales performance.

In addition, there are very few sanctions law specialists today in Russia, while in Europe and the United States, sanctions compliance managers play an important role in making strategic decisions.

Competent engagement of auditors gives a chance for the implementation of a project, showing: “You can sell, but subject to certain conditions, when applying for certain licenses, excluding certain suppliers and customers.” Understanding the risk will allow managers to make one or another managerial decision consciously

with understanding of responsibility and consequences.

– So, one needs to master the tools for monitoring the implementation of regulatory rules of those with which their business is associated? What tools can be used here?

Mr. Tuvaev – ! ere are automated screening IT solutions (foreign analogues or the Russian SPARK Interfax or Kontur Focus). ! ey are integrated into CRM systems (Customers Relationship Management system which allows to control the quality of work of the sales department); as well as MRP systems (Material Requirements Planning) of most international enterprises. ! ese systems provide with automatic screening according to the sanctions lists of all business partners, or their sanction assessment for “toxicity” and the risks of working with them: from on-boaring level to online monitoring of business processes, sales, purchases.

! e most famous and reliable of them are: Dow Jones, Dun & Bradstreet; World-Check / ! omson Reuters, WorldCompliance / LexisNexis

– Does it mean that foreign partners of Russian companies look at them through these compliance screening systems?

Mr. Tuvaev – ! at’s right, but I’ll clarify: through the analysis and interpretation of this information, as well as through other methods in the # eld of sanctioned risk management. ! e practice of Alliance Legal CG sanctions law is a look at your company through the eyes of a foreign partner.

! e Alliance Legal sanctions experts have in-depth expertise in export end-use control, analytical investigations and sanctions compliance in international trade and the # nancial sector.

– What other methods and solutions are there in this area?

Mr. Tuvaev – ! e sanction compliance in “manual mode” is also applied, the sanctions Due Diligence: veri# cation of the project or proposed counterparty.

Its role in modern business is growing and becoming an integral part of a development strategy.

– Can your lawyers prepare a sanction risk management department for the company and implement the sanction program?

Mr. Tuvaev – If we are talking about a systematic approach to the Alliance Legal services for implementing a risk management program, this is a complex of risk modeling and client team training.

– Mr. Karnoukhov, will the rhetoric regarding sanctions change amid the

pandemic and the global economic crisis? Are “green channels” and the weakening of sanctions in several areas, for example, health are possible?

Mr. Karnoukhov – Yes, while pandemic, the world faces more global challenges than sanctions. However, such changes today are still a matter of politics, not economics and business. While this is so, the sanctions regime remains unchanged. It is it telling that UN members did not support the initiative of Secretary General A. Guterres to abandon sanctions due to the pandemic and the global crisis.

But the consequences of the latter will be fully felt by the world economy only in a few months. Nobody knows how they will a" ect the foreign policy of countries. When not political, but economic interests are brought to front, everything can change dramatically.

– Mr. Tuvaev, what lessons can now be

learned from the situation? How will it change the world?

Mr. Tuvaev – ! e movement of the world towards globality and transboundary interactions disrupted by the pandemic. Countries are isolated, even in economic terms.

Disruption of the supply chain in China where due to the pandemic, in order to make an iPhone, it is necessary to bring hundreds of components which crossed borders many times to one place, showed that risk management should also consider such disasters.

By the way, on the localization of production in Russia: we seem to have make it possible and introduced the fashionable word “import substitution”, but in fact we constantly encounter the issue of technology transfer!

To make a domestic Tesla electric car, one needs hundreds of imported components.

! us, moving away from globalization, we face dependence on imported components and technologies.

And here again the questions of risk management and sanctions compliance arise.

My forecast is as such: countries will localize production with an increase in imports of components. And then they will strive to enter the foreign market with this product, which involves further issues of compliance and regulatory requirements of the new export market.

Nowadays global supply chains for healthcare items are collapsing, and there is a wave-like growth in demand for medical equipment and protective equipment. ! is is an opportunity for Russian enterprises to use scienti# c potential of this country and o" er high-tech solutions to the world market.

We can hope that the new world will have fewer barriers to cooperation!

Prepared by Elena Alexandrova

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*EFGHIE JGHEKI:– ǋǩǬǬǣǤǬǥǩ-ǚǪǩǨǬǥǣǤ ǟǠǦǩǝǩǤ ǬǩǝǠǭ– ǈǊ «ǋǩǬǬǣǤǬǥǩ-ǅǣǭǛǤǬǥǣǤ ǟǠǦǩǝǩǤ ǬǩǝǠǭ»– ƻǈǉ «ǋǩǬǬǣǤǬǥǩ-ǍǮǫǠǱǥǣǤ ǟǠǦǩǝǩǤ ǬǩǝǠǭ»– ǋǩǬǬǣǤǬǥǩ-ǙǡǨǩǥǩǫǠǤǬǥǣǤ ǟǠǦǩǝǩǤ ǬǩǝǠǭ– ǈǊ «ƿǠǦǩǝǩǤ ǬǩǝǠǭ Ǫǩ ǬǩǭǫǮǟǨǣǲǠǬǭǝǮ Ǭ ǃǨǟǣǠǤ»– ǋǩǬǬǣǤǬǥǩ-ǍǛǣǦǛǨǟǬǥǣǤ ǟǠǦǩǝǩǤ ǬǩǝǠǭ– ǋǩǬǬǣǤǬǥǩ-ǃǫǛǨǬǥǣǤ ǟǠǦǩǝǩǤ ǬǩǝǠǭ– ƻǈǉ «ƿǠǦǩǝǩǤ ǬǩǝǠǭ Ǫǩ ǬǩǭǫǮǟǨǣǲǠǬǭǝǮ Ǭ ƻǯǞǛǨǣǬǭǛǨǩǧ»– ǈǊ «ƿǠǦǩǝǩǤ ǬǩǝǠǭ Ǫǩ ǬǩǭǫǮǟǨǣǲǠǬǭǝǮ Ǭ ƽǷǠǭǨǛǧǩǧ»– ǋǩǬǬǣǤǬǥǩ-ǌǣǨǞǛǪǮǫǬǥǣǤ ǟǠǦǩǝǩǤ ǬǩǝǠǭ– ƿǠǦǩǝǩǤ ǬǩǝǠǭ Ǫǩ ǬǩǭǫǮǟǨǣǲǠǬǭǝǮ Ǭ ǃǨǟǩǨǠǢǣǠǤ– ƿǠǦǩǝǩǤ ǬǩǝǠǭ Ǫǩ ǬǩǭǫǮǟǨǣǲǠǬǭǝǮ Ǭ ǊǛǥǣǬǭǛǨǩǧ– ǋǩǬǬǣǤǬǥǩ-ǏǣǦǣǪǪǣǨǬǥǣǤ ǟǠǦǩǝǩǤ ǬǩǝǠǭ– ǅǩǧǣǭǠǭ Ǫǩ ǸǥǩǨǩǧǣǲǠǬǥǩǧǮǬǩǭǫǮǟǨǣǲǠǬǭǝǮ Ǭǩ ǬǭǫǛǨǛǧǣ ƻǢǣǣ ǣ ǉǥǠǛ-Ǩǣǣ– ƿǠǦǩǝǩǤ ǬǩǝǠǭ Ǫǩ ǬǩǭǫǮǟǨǣǲǠǬǭǝǮ ǬǇǛǦǛǤǢǣǠǤ– ǌǩǝǠǭ ǪǫǠǟǪǫǣǨǣǧǛǭǠǦǠǤ ǋǩǬǬǣǺ-ƻǫǞǠǨ-ǭǣǨǛ– ƿǠǦǩǝǩǤ ǬǩǝǠǭ ǋǩǬǬǣǺ-ƼǫǛǢǣǦǣǺ– ƿǠǦǩǝǩǤ ǬǩǝǠǭ ǋǩǬǬǣǺ-ǅǮǜǛ– ǅǩǧǣǭǠǭ ǪǫǠǟǪǫǣǨǣǧǛǭǠǦǠǤ ǋǩǬǬǣǺ-ǇǠǥǬǣǥǛ– ǋǩǬǬǣǤǬǥǩ-ǒǣǦǣǤǬǥǣǤ ǟǠǦǩǝǩǤ ǬǩǝǠǭ– ƿǠǦǩǝǩǤ ǬǩǝǠǭ Ƽǋǃǅǌ– ƿǠǦǩǝǩǤ ǬǩǝǠǭ Ǔǉǌ

#*/OR,X2U, @==:– ǍǊǊ ƻǢǠǫǜǛǤǟǡǛǨcǥǩǤ ǋǠǬǪǮǜǦǣǥǣ– ǍǊǊ ǋǠǬǪǮǜǦǣǥǣ ƻǫǧǠǨǣǺ– ƼǠǦǩǫǮǬǬǥǛǺ ǍǊǊ– ƽǨǠǳǨǠǭǩǫǞǩǝǛǺ ǪǛǦǛǭǛ ǅǛǢǛǰǬǭǛǨǛ– ǍǊǊ ǅǶǫǞǶǢǬǥǩǤ ǋǠǬǪǮǜǦǣǥǣ– ǍǊǊ ǋǠǬǪǮǜǦǣǥǣ ǇǩǦǟǩǝǛ– ǍǊǊ ǋǠǬǪǮǜǦǣǥǣ ǍǛǟǡǣǥǣǬǭǛǨ– ǍǊǊ ǋǠǬǪǮǜǦǣǥǣ ǍǮǫǥǧǠǨǣǬǭǛǨ– ǍǊǊ ǋǠǬǪǮǜǦǣǥǛ ǎǢǜǠǥǣǬǭǛǨ– ǍǊǊ ǎǥǫǛǣǨǶ– ǍǊǊ ƾǫǮǢǣǣ– ǏǠǟǠǫǛǦǷǨǛǺ ǪǛǦǛǭǛ ǸǥǩǨǩǧǣǥǣ ƻǝǬǭǫǣǣ– ǌǩǹǢ ǍǊǊ ƻǦǜǛǨǣǣ– ƼǠǦǷǞǣǤǬǥǩ-ǆǹǥǬǠǧǜǮǫǞǬǥǛǺ ǭǩǫǞǩǝǛǺ ǪǛǦǛǭǛ– ƼǩǦǞǛǫǬǥǛǺ ǍǩǫǞǩǝǩ-ǪǫǩǧǶǳǦǠǨǨǛǺ ǪǛǦǛǭǛ– ƼǩǦǞǛǫǩ-ǋǩǬǬǣǤǬǥǛǺ ǍǩǫǞǩǝǩ-ǪǫǩǧǶǳ-ǦǠǨǨǛǺ ǪǛǦǛǭǛ– ƽǨǠǳǨǠǭǩǫǞǩǝǛǺ ǪǛǦǛǭǛ ƼǩǬǨǣǣ ǣƾǠǫǱǠǞǩǝǣǨǶ– ƽǠǨǞǠǫǬǥǛǺ ǍǩǫǞǩǝǩ-ǪǫǩǧǶǳǦǠǨǨǛǺ ǪǛǦǛǭǛ– ǉǜǵǠǟǣǨǠǨǣǠ ǭǩǫǞǩǝǩ-ǪǫǩǧǶǳǦǠǨǨǶǰǪǛǦǛǭ ƾǠǫǧǛǨǣǣ

– ǏǠǟǠǫǛǱǣǺ ǭǩǫǞǩǝǶǰ ǪǛǦǛǭ ǃǢǫǛǣǦǺ– ǏǠǟǠǫǛǱǣǺ ǣǨǟǣǤǬǥǣǰ ǍǊǊ– ǃǬǦǛǨǟǬǥǛǺ ǭǩǫǞǩǝǛǺ ǪǛǦǛǭǛ– ǍǩǫǞǩǝǛǺ ǪǛǦǛǭǛ ǃǬǪǛǨǣǣ– ǆǛǭǝǣǤǬǥǛǺ ǍǩǫǞǩǝǩ-ǪǫǩǧǶǳǦǠǨǨǛǺ ǪǛǦǛǭǛ– ƻǬǬǩǱǣǛǱǣǺ ǭǩǫǞǩǝǩ-ǪǫǩǧǶǳǦǠǨǨǶǰ ǣǫǠǧǠǬǦǠǨǨǶǰ ǪǛǦǛǭ ǆǣǭǝǶ– ǅǩǨǯǠǫǠǨǱǣǺ ǪǫǩǧǶǳǦǠǨǨǣǥǩǝ ǆǣǭǝǶ– ǇǛǥǠǟǩǨǬǥǩ-ǋǩǬǬǣǤǬǥǛǺ ǍǩǫǞǩǝǩ-Ǫǫǩ-ǧǶǳǦǠǨǨǛǺ ǪǛǦǛǭǛ– ǈǩǫǝǠǡǬǥǩ-ǋǩǬǬǣǤǬǥǛǺ ǭǩǫǞǩǝǛǺ ǪǛǦǛǭǛ(ǈǋǍǊ)– ǊǩǦǷǬǥǛǺ ǰǩǢǺǤǬǭǝǠǨǨǛǺ ǪǛǦǛǭǛ– ǋǩǬǬǣǤǬǥǩ-ƾǠǫǧǛǨǬǥǛǺ ǝǨǠǳǨǠǭǩǫǞǩǝǛǺ ǪǛǦǛǭǛ– ǐǩǢǺǤǬǭǝǠǨǨǛǺ ǪǛǦǛǭǛ ǌǠǫǜǣǣ– ǌǦǩǝǛǱǥǛǺ ǍǩǫǞǩǝǩ-ǪǫǩǧǶǳǦǠǨǨǛǺ ǪǛǦǛǭǛ– ǍǩǫǞǩǝǩ-ǪǫǩǧǶǳǦǠǨǨǛǺ ǪǛǦǛǭǛ ǋǠǬǪǮǜ-Ǧǣǥǣ ǌǦǩǝǠǨǣǺ– ǌǩǹǢ ǪǛǦǛǭ ǣ ǜǣǫǡ ǍǮǫǱǣǣ (Ǎǉƽƽ)– ǑǠǨǭǫǛǦǷǨǛǺ ǭǩǫǞǩǝǛǺ ǪǛǦǛǭǛ ǏǣǨǦǺǨ-ǟǣǣ– ǐǩǢǺǤǬǭǝǠǨǨǛǺ ǪǛǦǛǭǛ ǐǩǫǝǛǭǣǣ– ǘǥǩǨǩǧǣǲǠǬǥǛǺ ǪǛǦǛǭǛ ǒǠǳǬǥǩǤ ǋǠǬǪǮǜ-Ǧǣǥǣ– ǐǩǢǺǤǬǭǝǠǨǨǛǺ ǪǛǦǛǭǛ ǒǠǫǨǩǞǩǫǣǣ (ǐǊǒ)– ǋǩcǬǣǤǬǥǩ-ƼǫǣǭǛǨǬǥǛǺ ǭǩǫǞǩǝǛǺ ǪǛǦǛǭǛ– ǃǭǛǦǩ-ǋǩǬǬǣǤǬǥǛǺ ǭǩǫǞǩǝǛǺ ǪǛǦǛǭǛ– ǊǫǠǟǬǭǛǝǣǭǠǦǷǬǭǝǩ ǰǩǢǺǤǬǭǝǠǨǨǩǤ ǪǛǦǛ-ǭǶ ǌǠǫǜǣǣ ǝ ǇǩǬǥǝǠ– ǊǫǠǟǬǭǛǝǣǭǠǦǷǬǭǝǩ ǈǩǫǝǠǡǬǥǩ-ǋǩǬǬǣǤ-ǬǥǩǤ ǭǩǫǞǩǝǩǤ ǪǛǦǛǭǶ ǝ ǇǩǬǥǝǠ– ǊǫǠǟǬǭǛǝǣǭǠǦǷǬǭǝǩ ǰǩǢǺǤǬǭǝǠǨǨǩǤ ǪǛǦǛ-ǭǶ ǐǩǫǝǛǭǣǣ ǝ ǋǩǬǬǣǣ– ǊǫǠǟǬǭǛǝǣǭǠǦǷǬǭǝǩ ƼǩǦǞǛǫǩ-ǋǩǬǬǣǤǬǥǩǤǍǊǊ ǝ ǋǩǬǬǣǣ– ƽǬǠǧǣǫǨǛǺ ǯǠǟǠǫǛǱǣǺ ǭǩǫǞǩǝǶǰ ǪǛǦǛǭ– ǋǩǬǬǣǤǬǥǣǤ ǨǛǱǣǩǨǛǦǷǨǶǤ ǥǩǧǣǭǠǭǇǠǡǟǮǨǛǫǩǟǨǩǤ ǭǩǫǞǩǝǩǤ ǪǛǦǛǭǶ– ƻǬǬǩǱǣǛǱǣǺ ǭǩǫǞǩǝǩ-ǪǫǩǧǶǳǦǠǨǨǶǰ ǪǛǦǛǭ ǠǝǫǩǪǠǤǬǥǣǰ ǬǭǫǛǨ «ǀǝǫǩǪǛǦǛǭǛ»– ǅǩǨǯǠǟǠǫǛǱǣǺ ǍǊǊ ǬǭǫǛǨ ƻǍǋ– ƻǢǣǛǭǬǥǣǤ ǯǩǫǮǧ Ƽǉƻǉ (BAF)

S,+,/*)T2U, (,+IPH3(*:– ǏǠǟǠǫǛǦǷǨǩǠ ǛǞǠǨǭǬǭǝǩ Ǫǩ ǟǠǦǛǧ

ǌǩǟǫǮǡǠǬǭǝǛ ǈǠǢǛǝǣǬǣǧǶǰ ƾǩǬǮǟǛǫǬǭǝ, ǬǩǩǭǠǲǠǬǭǝǠǨǨǣǥǩǝ, ǪǫǩǡǣǝǛǹǴǣǰ ǢǛ ǫǮ-ǜǠǡǩǧ, ǣ Ǫǩ ǧǠǡǟǮǨǛǫǩǟǨǩǧǮ ǞǮǧǛǨǣǭǛǫ-ǨǩǧǮ ǬǩǭǫǮǟǨǣǲǠǬǭǝǮ (ǋǩǬǬǩǭǫǮǟǨǣǲǠǬǭǝǩ)– ǏǠǟǠǫǛǦǷǨǛǺ ǬǦǮǡǜǛ Ǫǩ ǝǩǠǨǨǩ-ǭǠǰǨǣǲǠ-ǬǥǩǧǮ ǬǩǭǫǮǟǨǣǲǠǬǭǝǮ (ǏǌƽǍǌ ǋǩǬǬǣǣ)– ǏǠǟǠǫǛǦǷǨǛǺ ǬǦǮǡǜǛ Ǫǩ ǭǠǰǨǣǲǠǬǥǩǧǮ ǣ ǸǥǬǪǩǫǭǨǩǧǮ ǥǩǨǭǫǩǦǹ ǋǩǬǬǣǤǬǥǩǤ ǏǠǟǠ-ǫǛǱǣǣ (ǏǌǍǘǅ ǋǩǬǬǣǣ)– ǏǠǟǠǫǛǦǷǨǛǺ ǬǦǮǡǜǛ ǣǬǪǩǦǨǠǨǣǺ ǨǛǥǛ-ǢǛǨǣǤ (Ǐǌǃǈ ǋǩǬǬǣǣ)– ǏǠǟǠǫǛǦǷǨǛǺ ǬǦǮǡǜǛ ǬǮǟǠǜǨǶǰ ǪǫǣǬǭǛ-ǝǩǝ (ǏǌǌǊ ǋǩǬǬǣǣ)– ǏǠǟǠǫǛǦǷǨǛǺ ǬǦǮǡǜǛ Ǫǩ ǨǛǟǢǩǫǮ ǝ ǬǯǠǫǠ ǢǟǫǛǝǩǩǰǫǛǨǠǨǣǺ (ǋǩǬǢǟǫǛǝǨǛǟǢǩǫ)– ǏǠǟǠǫǛǦǷǨǩǠ ǧǠǟǣǥǩ-ǜǣǩǦǩǞǣǲǠǬǥǩǠ ǛǞǠǨǭǬǭǝǩ (ǏǇƼƻ ǋǩǬǬǣǣ)– ǏǠǟǠǫǛǦǷǨǩǠ ǛǞǠǨǭǬǭǝǩ Ǫǩ ǭǮǫǣǢǧǮ (ǋǩǬǭǮǫǣǢǧ)– ǏǠǟǠǫǛǦǷǨǛǺ ǬǦǮǡǜǛ Ǫǩ ǨǛǟǢǩǫǮ ǝ ǬǯǠǫǠ ǩǜǫǛǢǩǝǛǨǣǺ ǣ ǨǛǮǥǣ (ǋǩǬǩǜǫǨǛǟǢǩǫ)– ǏǠǟǠǫǛǦǷǨǩǠ ǛǞǠǨǭǬǭǝǩ Ǫǩ ǟǠǦǛǧ ǧǩ-ǦǩǟǼǡǣ (ǋǩǬǧǩǦǩǟǼǡǷ)– ǏǠǟǠǫǛǦǷǨǛǺ ǬǦǮǡǜǛ Ǫǩ ǞǣǟǫǩǧǠǭǠǩǫǩ-

ǦǩǞǣǣ ǣ ǧǩǨǣǭǩǫǣǨǞǮ ǩǥǫǮǡǛǹǴǠǤ ǬǫǠǟǶ (ǋǩǬǞǣǟǫǩǧǠǭ)– ǏǠǟǠǫǛǦǷǨǛǺ ǬǦǮǡǜǛ Ǫǩ ǨǛǟǢǩǫǮ ǝ ǬǯǠǫǠǪǫǣǫǩǟǩǪǩǦǷǢǩǝǛǨǣǺ (ǋǩǬǪǫǣǫǩǟǨǛǟǢǩǫ)– ǏǠǟǠǫǛǦǷǨǩǠ ǛǞǠǨǭǬǭǝǩ ǝǩǟǨǶǰ ǫǠǬǮǫǬǩǝ(ǋǩǬǝǩǟǫǠǬǮǫǬǶ)– ǏǠǟǠǫǛǦǷǨǩǠ ǛǞǠǨǭǬǭǝǩ ǦǠǬǨǩǞǩ ǰǩǢǺǤ-ǬǭǝǛ (ǋǩǬǦǠǬǰǩǢ)– ǏǠǟǠǫǛǦǷǨǩǠ ǛǞǠǨǭǬǭǝǩ Ǫǩ ǨǠǟǫǩǪǩǦǷǢǩ-ǝǛǨǣǹ (ǋǩǬǨǠǟǫǛ)– ǏǠǟǠǫǛǦǷǨǩǠ ǛǞǠǨǭǬǭǝǩ Ǫǩ ǭǠǰǨǣǲǠǬǥǩǧǮ ǫǠǞǮǦǣǫǩǝǛǨǣǹ ǣ ǧǠǭǫǩǦǩǞǣǣ (ǋǩǬǬǭǛǨ-ǟǛǫǭ)– ǏǠǟǠǫǛǦǷǨǛǺ ǬǦǮǡǜǛ Ǫǩ ǨǛǟǢǩǫǮ ǝ ǬǯǠǫǠ ǬǝǺǢǣ, ǣǨǯǩǫǧǛǱǣǩǨǨǶǰ ǭǠǰǨǩǦǩǞǣǤ ǣ ǧǛǬǬǩǝǶǰ ǥǩǧǧǮǨǣǥǛǱǣǤ (ǋǩǬǥǩǧǨǛǟǢǩǫ)– ǏǠǟǠǫǛǦǷǨǩǠ ǛǞǠǨǭǬǭǝǩ Ǫǩ ǪǠǲǛǭǣ ǣ ǧǛǬǬǩǝǶǧ ǥǩǧǧǮǨǣǥǛǱǣǺǧ (ǋǩǬǪǠǲǛǭǷ)– ǏǠǟǠǫǛǦǷǨǩǠ ǛǞǠǨǭǬǭǝǩ ǬǝǺǢǣ (ǋǩǬǬǝǺǢǷ)– ǏǠǟǠǫǛǦǷǨǛǺ ǬǦǮǡǜǛ Ǫǩ ǝǠǭǠǫǣǨǛǫǨǩǧǮ ǣ ǯǣǭǩǬǛǨǣǭǛǫǨǩǧǮ ǨǛǟǢǩǫǮ (ǋǩǬǬǠǦǷǰǩǢ-ǨǛǟǢǩǫ)– ǏǠǟǠǫǛǦǷǨǩǠ ǛǞǠǨǭǬǭǝǩ Ǫǩ ǫǶǜǩǦǩǝǬǭǝǮ (ǋǩǬǫǶǜǩǦǩǝǬǭǝǩ)– ǏǠǟǠǫǛǦǷǨǛǺ ǬǦǮǡǜǛ Ǫǩ ǨǛǟǢǩǫǮ ǝ ǬǯǠǫǠ ǭǫǛǨǬǪǩǫǭǛ (ǋǩǬǭǫǛǨǬǨǛǟǢǩǫ)– ǏǠǟǠǫǛǦǷǨǩǠ ǛǞǠǨǭǬǭǝǩ ǝǩǢǟǮǳǨǩǞǩ ǭǫǛǨǬǪǩǫǭǛ (ǋǩǬǛǝǣǛǱǣǺ)– ǏǠǟǠǫǛǦǷǨǩǠ ǟǩǫǩǡǨǩǠ ǛǞǠǨǭǬǭǝǩ (ǋǩ-ǬǛǝǭǩǟǩǫ)– ǏǠǟǠǫǛǦǷǨǩǠ ǛǞǠǨǭǬǭǝǩ ǡǠǦǠǢǨǩǟǩǫǩǡ-ǨǩǞǩ ǭǫǛǨǬǪǩǫǭǛ (ǋǩǬǡǠǦǟǩǫ)– ǏǠǟǠǫǛǦǷǨǩǠ ǛǞǠǨǭǬǭǝǩ ǧǩǫǬǥǩǞǩ ǣ ǫǠǲ-ǨǩǞǩ ǭǫǛǨǬǪǩǫǭǛ (ǋǩǬǧǩǫǫǠǲǯǦǩǭ)– ǏǠǟǠǫǛǦǷǨǛǺ ǬǦǮǡǜǛ Ǫǩ ǭǫǮǟǮ ǣ ǢǛǨǺǭǩ-Ǭǭǣ (ǋǩǬǭǫǮǟ)– ǏǠǟǠǫǛǦǷǨǛǺ ǨǛǦǩǞǩǝǛǺ ǬǦǮǡǜǛ (Ǐǈǌ ǋǩǬǬǣǣ)– ǏǠǟǠǫǛǦǷǨǛǺ ǭǛǧǩǡǠǨǨǛǺ ǬǦǮǡǜǛ (ǏǍǌ ǋǩǬǬǣǣ)– ǏǠǟǠǫǛǦǷǨǩǠ ǥǛǢǨǛǲǠǤǬǭǝǩ (ǅǛǢǨǛǲǠǤ-Ǭǭǝǩ ǋǩǬǬǣǣ)– ǏǠǟǠǫǛǦǷǨǛǺ ǬǦǮǡǜǛ Ǫǩ ǛǥǥǫǠǟǣǭǛǱǣǣ (ǋǩǬǛǥǥǫǠǟǣǭǛǱǣǺ)– ǏǠǟǠǫǛǦǷǨǛǺ ǬǦǮǡǜǛ ǞǩǬǮǟǛǫǬǭǝǠǨǨǩǤǫǠǞǣǬǭǫǛǱǣǣ, ǥǛǟǛǬǭǫǛ ǣ ǥǛǫǭǩǞǫǛǯǣǣ(ǋǩǬǫǠǠǬǭǫ)– ǏǠǟǠǫǛǦǷǨǛǺ ǬǦǮǡǜǛ ǞǩǬǮǟǛǫǬǭǝǠǨǨǩǤǬǭǛǭǣǬǭǣǥǣ (ǋǩǬǬǭǛǭ)– ǏǠǟǠǫǛǦǷǨǛǺ ǬǦǮǡǜǛ Ǫǩ ǣǨǭǠǦǦǠǥǭǮǛǦǷ-ǨǩǤ ǬǩǜǬǭǝǠǨǨǩǬǭǣ (ǋǩǬǪǛǭǠǨǭ)ǏǠǟǠǫǛǦǷǨǩǠ ǛǞǠǨǭǬǭǝǩ Ǫǩ ǮǪǫǛǝǦǠǨǣǹ ǞǩǬǮǟǛǫǬǭǝǠǨǨǶǧ ǣǧǮǴǠǬǭǝǩǧ (ǋǩǬǣǧǮ-ǴǠǬǭǝǩ)– ǊǩǬǩǦǷǬǭǝǩ ƻǝǬǭǫǛǦǣǣ– ǊǩǬǩǦǷǬǭǝǩ ƻǝǬǭǫǣǤǬǥǩǤ ǋǠǬǪǮǜǦǣǥǣ– ǊǩǬǩǦǷǬǭǝǩ ƻǫǞǠǨǭǣǨǬǥǩǤ ǋǠǬǪǮǜǦǣǥǣ– ǊǩǬǩǦǷǬǭǝǩ ǃǬǦǛǧǬǥǩǤ ǋǠǬǪǮǜǦǣǥǣƻǯǞǛǨǣǬǭǛǨ– ǊǩǬǩǦǷǬǭǝǩ ǅǩǫǩǦǠǝǬǭǝǛ ƼǠǦǷǞǣǣ– ǍǩǫǞǩǝǩǠ ǪǫǠǟǬǭǛǝǣǭǠǦǷǬǭǝǩ ƽǠǨǞǫǣǣ– ƾǠǨǠǫǛǦǷǨǩǠ ǥǩǨǬǮǦǷǬǭǝǩ ǏǫǛǨǱǣǣ– ǍǩǫǞǩǝǩǠ ǪǫǠǟǬǭǛǝǣǭǠǦǷǬǭǝǩ ǀǞǣǪǭǛ– ǍǩǫǞǩǝǩǠ ǪǫǠǟǬǭǛǝǣǭǠǦǷǬǭǝǩ ǇǛǦǛǤǢǣǣ– ǍǩǫǞǩǝǩǠ ǪǫǠǟǬǭǛǝǣǭǠǦǷǬǭǝǩ ǙǡǨǩǤ ǅǩǫǠǣ– ǍǩǫǞǩǝǩǠ ǪǫǠǟǬǭǛǝǣǭǠǦǷǬǭǝǩ ǋǮǧǶǨǣǣ– ǍǩǫǞǩǝǩǠ ǪǫǠǟǬǭǛǝǣǭǠǦǷǬǭǝǩ ǌǣǨǞǛǪǮǫǛ– ǍǩǫǞǩǝǩǠ ǪǫǠǟǬǭǛǝǣǭǠǦǷǬǭǝǩ ǌǦǩǝǛǱǥǩǤǋǠǬǪǮǜǦǣǥǣ– ǍǩǫǞǩǝǩ-ǸǥǩǨǩǧǣǲǠǬǥǣǤ ǩǭǟǠǦ ǭǩǫ-ǞǩǝǩǞǩ ǪǫǠǟǬǭǛǝǣǭǠǦǷǬǭǝǛ ǪǩǬǩǦǷǬǭǝǛ ǍǛǣǦǛǨǟǛ.

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