Harinder Industries Limited Marketing Analysis

8/9/2019 Harinder Industries Limited Marketing Analysis

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ehv ~mtvhi gjd LJA(I^A v}j umbolim|*


4/60

OJTVHD]LTOHJTH

TBM LH@^GJ_

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5/60

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g}th`htoum g~~iogjlm|*

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I}`gr) TU\ gjd `gjy `hvm*

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W}gioty

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qhvidqodm) qm) Bgvojdmv ojd}|tvom| ~ut itd* `gojtgoj boab |tgjdgvd| he w}gioty oj gii

h}v `gj}eglt}voja ~vhlm||m|* H}v oj-bh}|m w}gioty |y|tm` o| h}teottmd qotb tbm

igtm|t w}gioty tm|toja `glbojm| gjd tm|toja mw}o~`mjt| qbolb bmi~ }| o``mj|miy

oj dmumih~oja gjd `gj}eglt}voja tbm fm|t lh`~hjmjt|) tb}| `mmtoja tbm `h|t

|tvojamjt w}gioty vmw}ovm`mjt|*

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gjd ~mvehv gjlm* G| g vm|}it) qm bgum fmmj gllvmdotmd qotb tbm O\H

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e}vtbmv aoum }| tbm imgdoja mdam oj tbo| lh`~mtotoum |lmjgvoh*

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Vm|mgvlb gjd Dmumih~`mjt

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gdugjloja tmlbjh-dvoet bgum emtlbmd }| avmgt ig}vmi| evh` h}v liomjt| qhvidqodm*

1


8/60

Ojevg|tv}lt}vm

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|mvuolm|*

Gt Bgvojdmv ojd}|tvom| ~ut itd*) qm eov`iy fmiomum oj;

W}gioty; h}v ~vohv lhjlmvj

L}|th`mv |gto|egltohj; h}v }ito`gtm ahgi

Lhj|o|tmjt ojjhugtohj; h}v lhjtoj}gi meehvt*

Th ~vhd}lm % @gtlb tbm ~vhd}lt fy tbm jmmd he l}|th`mv o| lh`~gjy!| Cmy

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2


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^vhd}lt vgjam

Tmjgl o| fg|md oj Dmibo % jmq }jot oj o`t `gjm|gv a}vaghj "}jdmv lhj|tv}ltohj/

Tbm ~vhd}lt vgjam lhj|o|t| he;

7* |qotlbm|)

6* qovoja bgvjm||)


10/60

Tv}lc| % Tvglthv|

Lgv|

Tqh Qbmmimv|

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http://www.tenac.net/products/switch_main.htm


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Tv}lc| % Tvglthv|

Tqh Qbmmimv|

77


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76


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7


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74


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7=
http://www.tenac.net/products/electronics.htmhttp://www.tenac.net/products/electronics.htmhttp://www.tenac.net/products/electronics.htmhttp://www.tenac.net/products/electronics.htmhttp://www.tenac.net/products/electronics.htmhttp://www.tenac.net/products/electronics.htmhttp://www.tenac.net/products/electronics.htmhttp://www.tenac.net/products/electronics.htmhttp://www.tenac.net/products/electronics.htmhttp://www.tenac.net/products/electronics.htmhttp://www.tenac.net/products/electronics.htmhttp://www.tenac.net/products/electronics.htm


16/60

75
http://www.tenac.net/products/fuse.htmhttp://www.tenac.net/products/fuse.htmhttp://www.tenac.net/products/fuse.htmhttp://www.tenac.net/products/fuse.htmhttp://www.tenac.net/products/fuse.htmhttp://www.tenac.net/products/fuse.htmhttp://www.tenac.net/products/fuse.htmhttp://www.tenac.net/products/fuse.htmhttp://www.tenac.net/products/fuse.htm


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71
http://www.tenac.net/products/genset_parts.htmhttp://www.tenac.net/products/genset_parts.htmhttp://www.tenac.net/products/genset_parts.htmhttp://www.tenac.net/products/genset_parts.htmhttp://www.tenac.net/products/genset_parts.htmhttp://www.tenac.net/products/genset_parts.htmhttp://www.tenac.net/products/genset_parts.htmhttp://www.tenac.net/products/genset_parts.htmhttp://www.tenac.net/products/genset_parts.htmhttp://www.tenac.net/products/genset_parts.htmhttp://www.tenac.net/products/genset_parts.htmhttp://www.tenac.net/products/genset_parts.htmhttp://www.tenac.net/products/genset_parts.htmhttp://www.tenac.net/products/genset_parts.htmhttp://www.tenac.net/products/genset_parts.htmhttp://www.tenac.net/products/genset_parts.htmhttp://www.tenac.net/products/genset_parts.htmhttp://www.tenac.net/products/genset_parts.htmhttp://www.tenac.net/products/genset_parts.htmhttp://www.tenac.net/products/genset_parts.htmhttp://www.tenac.net/products/genset_parts.htmhttp://www.tenac.net/products/genset_parts.htmhttp://www.tenac.net/products/genset_parts.htmhttp://www.tenac.net/products/genset_parts.htm


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72
http://www.tenac.net/products/genset_parts.htmhttp://www.tenac.net/products/genset_parts.htmhttp://www.tenac.net/products/genset_parts.htm


19/60

7?
http://www.tenac.net/products/switch_main.htm


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6>
http://www.tenac.net/products/holders.htmhttp://www.tenac.net/products/holders.htmhttp://www.tenac.net/products/holders.htmhttp://www.tenac.net/products/holders.htmhttp://www.tenac.net/products/holders.htmhttp://www.tenac.net/products/holders.htmhttp://www.tenac.net/products/holders.htmhttp://www.tenac.net/products/holders.htmhttp://www.tenac.net/products/holders.htmhttp://www.tenac.net/products/holders.htmhttp://www.tenac.net/products/holders.htmhttp://www.tenac.net/products/holders.htmhttp://www.tenac.net/products/holders.htmhttp://www.tenac.net/products/holders.htmhttp://www.tenac.net/products/holders.htmhttp://www.tenac.net/products/holders.htmhttp://www.tenac.net/products/holders.htmhttp://www.tenac.net/products/holders.htmhttp://www.tenac.net/products/holders.htmhttp://www.tenac.net/products/holders.htmhttp://www.tenac.net/products/holders.htm


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67
http://www.tenac.net/products/trailor.htmhttp://www.tenac.net/products/trailor.htmhttp://www.tenac.net/products/trailor.htmhttp://www.tenac.net/products/trailor.htm


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66
http://www.tenac.net/products/lamps.htmhttp://www.tenac.net/products/lamps.htmhttp://www.tenac.net/products/lamps.htmhttp://www.tenac.net/products/lamps.htmhttp://www.tenac.net/products/lamps.htmhttp://www.tenac.net/products/lamps.htmhttp://www.tenac.net/products/lamps.htmhttp://www.tenac.net/products/lamps.htmhttp://www.tenac.net/products/lamps.htmhttp://www.tenac.net/products/lamps.htmhttp://www.tenac.net/products/lamps.htmhttp://www.tenac.net/products/lamps.htmhttp://www.tenac.net/products/lamps.htmhttp://www.tenac.net/products/lamps.htmhttp://www.tenac.net/products/lamps.htmhttp://www.tenac.net/products/lamps.htmhttp://www.tenac.net/products/lamps.htmhttp://www.tenac.net/products/lamps.htmhttp://www.tenac.net/products/lamps.htmhttp://www.tenac.net/products/lamps.htmhttp://www.tenac.net/products/lamps.htm


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6


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Loaavgttm i}a| Thaaim \qotlbm|

^}|b }ii @o|lmiigjmh}|

Hj-Hee \qotlbm|

64
http://www.tenac.net/products/other_on_off.htmhttp://www.tenac.net/products/other_misc.htmhttp://www.tenac.net/products/other_pushpull.htmhttp://www.tenac.net/products/other_toggle.htmhttp://www.tenac.net/products/other_cigratte.htmhttp://www.tenac.net/products/other_main.htm


25/60

@gvcmt

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Ojdog* Tbm lh`~gjy| ~vhd}lt| gvm |}~~iomd th tomv-7 gjd tomv-6 `gj}eglt}vmv| oj

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egv mg|t) òddim mg|t `gvcmt|*

Khbj Dmmvm * Itd* Jmq Bhiigjd Tvglthv| Ioòtmd

Tgem Itd* @gbojdvg % @gbojdvg

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M|lhvt| Itd* Bmvh @hthv| Ioòtmd

Gltohj Lhj|tv}ltohj Mw}o~`mjt "^/Ehvlm @hthv| Ioòtmd

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Itd*

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thhi-vhh`) dm|oaj lg~gfoiotom| gjd igfhvgthvy egloiotom| th }jdmvtgcm ~vhd}lt

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tgvamt| he ot| l}|th`mv|*

Tbm oj-bh}|m ~vhd}lt dmumih~`mjt lg~gfoiotom| qotb LGD egloiotom| gjd thhi vhh`

mw}o~~md qotb MD@- glbojm| egloiotgtm| jmq ~vhd}lt dmumih~`mjt gjd

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h}v l}|th`mv| vmw}ovm`mjt| qotbh}t lh`~vh`o|oja gll}vgly gjd mj|}voja to`miy

mrml}tohj he tbmov ugi}gfim hvdmv|*

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lhjtvhi `mg|}vm| mj|}vm ~vhd}lt vmiogfoioty* Qm gvm qhvcoja hj t| 75?4?*

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28/60

Lh`~gjy ^vheoim

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Hqjmv;

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62
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29/60

Tvgdm % @gvcmt

@goj @gvcmt|; Jhvtb G`mvolg

\h}tb G`mvolg

Mg|tmvj M}vh~m

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@od Mg|t

Mg|tmvj G|og

Qm|tmvj M}vh~m@goj L}|th`mv|; Khbj Dmmvm) @m||y Tvglthv) OTI) \g`m Tvglthv mtlThtgi Gjj}gi \gim|

Uhi}`m;

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Uhi}`m;

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30/60

Eglthvy Ojehv`gtohj

Eglthvy \o{m; =>)>>>-7>>)>>> |w}gvm mtmv|

Eglthvy Ihlgtohj; @gjm|gv % ]cWG(WL; Oj Bh}|mJh* he ^vhd}ltohj

Iojm|;

Gfhum 7>

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Lmvtoeolgtohj;

O\H ?>>>(?>>7(?>>4(7?>77; 6>>>

Lhjtvglt

@gj}eglt}voja;

HM@ \mvuolm Heemvmd Dm|oaj \mvuolm Heemvmd


31/60

HFKMLTOUM

HE TBM

\T]D_


32/60

HFKMLTOUM HE TBM \T]D_

Tbm vm|mgvlb ~vhkmlt o| `gojiy douodmd ojth tqh ~gvt| eov|t hjm o| |t}dy gfh}t

Bgvojdmv Ojd}|tvom| ÛT* ITD gjd tbm |mlhjd o| `gvcmtoja |t}dy he tbm lh`~gjy*

Tbm |}fkmlt| }jdmv tbm|m tqh ~gvt| gvm

7* Amjmvgi |t}dy gfh}t Bgvojdmv Ojd}|tvom| ÛT* ITD

g* Th |t}dy gfh}t lh`~gjy*

f* Th |t}dy gfh}t ~vhd}lt| he tbm lh`~gjy*

l* Th |t}dy gfh}t l}|th`mv| he tbm lh`~gjy*

6* @gvcmtoja \t}dy he tbm Bgvojdmv Ojd}|tvom| ÛT* ITD

g* \QHT gjgiy|o| he tbm lh`~gjy*

f* GJ\HEE) \ @GTVOR he tbm lh`~gjy

l* ~hvtmv| eoum ehvlm `hdmi ehv tbm lh`~gjy

Tbm |t}dy qoii mjd qotb g lhjli}|ohj aouoja g vmeimltohj he qbhim ~vhkmlt gjd

vmlh``mjdgtohj| hj tbm fg|o| he dgtg eojdoja|*


33/60

^]V^H\M GJD \LH^M

HE

TBM \T]D_


34/60

^]V^H\M GJD \LH^M HE TBM \T]D_

^}v~h|m he tbm |t}dy

Tbm `goj ~}v~h|m he tbo| |t}dy o| th gjgiy{m tbm \QHT `gtvor he tbm lh`~gjy

gjd GJ\HEE) \ @GTVOR he tbm lh`~gjy gjd `gcoja tbm ~hvtmv| eoum ehvlm

`hdmi ehv tbm lh`~gjy*

\lh~m he tbm ~vhkmlt

Tbo| ~vhkmlt qoii fm umvy bmi~e}i th tbvmm he }|

Tbm dmgimv

Tbm l}|th`mv

Tbm Bgvojdmv Ojd}|tvom| ^UT* ITD**

Tbo| ~vhkmlt qoii fm gj ojehv`gtohj a}odm th tbm lh`~gjy ehv }jdmv|tgjdoja tbm

`gvcmt he Bgvojdmv Ojd}|tvom| ^UT* ITD**


35/60

VM\MGVLB

@MTBHDHIHA_


36/60

VM\MGVLB @MTBHDHIHA_

Vm|mgvlb `mtbhdhihay o| lhj|odmvmd g| tbm jmvum he tbm ~vhkmlt* Qotbh}t g ~vh~mv

qmii-hvagjo{md vm|mgvlb ~igj) ot o| o`~h||ofim th lh`~imtm tbm ~vhkmlt gjd vmglb th

gjy lhjli}|ohj* Tbm ~vhkmlt qg| fg|md hj tbm |}vumy ~igj* Tbm `goj hfkmltoum he

|}vumy qg| th lhiimlt g~~vh~vogtm dgtg) qbolb qhvc g| g fg|m ehv dvgqoja

lhjli}|ohj gjd amttoja vm|}it*

Tbmvmehvm) vm|mgvlb `mtbhdhihay o| tbm qgy th |y|tm`gtolgiiy |hium tbm vm|mgvlb

~vhfim`* Vm|mgvlb `mtbhdhihay jht hjiy tgic| he tbm `mtbhd| f}t gi|h ihaol

fmbojd tbm `mtbhd| }|md oj tbm lhjtmrt he g vm|mgvlb |t}dy gjd ot mr~igoj| qby g

~gvtol}igv `mtbhd bg| fmmj }|md oj tbm ~vmemvmjlm he tbm htbmv `mtbhd|

VM\MGVLB DM\OAJ

G Vm|mgvlb Dm|oaj o| tbm evg`mqhvc hv ~igj ehv g |t}dy qbolb o| }|md g| g a}odm

oj lhiimltoja gjd gjgiy{oja tbm dgtg lhiimltmd* Ot o| tbm fi}m ~vojt tbgt o| ehiihqmd oj

lh`~imtoja tbm |t}dy* Tbm fg|ol hfkmltoum he vm|mgvlb lgjjht fm gttgojmd qotbh}t g

~vh~mv vm|mgvlb dm|oaj* Ot |~mloeom| tbm `mtbhd| gjd ~vhlmd}vm| ehv glw}ovoja tbm

ojehv`gtohj jmmdmd th lhjd}lt tbm vm|mgvlb meemltoumiy* Ot o| tbm humvgii h~mvgtohjgi

~gttmvj he tbm ~vhkmlt tbgt |to~}igtm| qbgt ojehv`gtohj jmmd| th fm lhiimltmd) evh`

qbolb |h}vlm| gjd fy qbgt `mtbhd|*


37/60

Ty~m| he vm|mgvlb o|; Dm|lvo~toum Vm|mgvlb

Tbm ty~m he vm|mgvlb gdh~tmd ehv |t}dy o| dm|lvo~toum* Dm|lvo~toum |t}dom| gvm

}jdmvtgcmj oj `gjy lovl}`|tgjlm| qbmj tbm vm|mgvlbm| o| ojtmvm|tmd th cjhq tbm

lbgvgltmvo|tol he lmvtgoj avh}~ |}lb g| gam) |mr) md}lgtohj imumi) hll}~gtohj hv

ojlh`m* G dm|lvo~toum |t}dy `gy fm jmlm||gvy oj lg|m| qbmj g vm|mgvlbmv o|

ojtmvm|tmd oj cjhqoja tbm ~vh~hvtohj he ~mh~im oj g aoumj ~h~}igtohj qbh bgum oj

~gvtol}igv `gjjmv) `gcoja ~vhkmltohj| he g lmvtgoj tboja) hv dmtmv ojoja tbm

vmigtohj|bo~ fmtqmmj tqh hv `hvm ugvogfim|* Tbm hfkmltoum he |}lb |t}dy o| th

gj|qmv tbm qbh) qbgt) qbmj) qbmvm gjd bhq he tbm |}fkmlt }jdmv ojum|toagtohj*

Tbmvm o| g amjmvgi emmioja tbgt dm|lvo~toum |t}dom| gvm eglt}gi gjd umvy |o`~im*

Tbo| o| jht jmlm||gvoiy tv}m* Dm|lvo~toum |t}dy lgj fm lh`~imr) dm`gjdoja g boab

dmavmm he |lomjtoeol |coii hj ~gvt he tbm vm|mgvlbmv*

Dm|lvo~toum |t}dom| gvm qmii |tv}lt}vmd* Gj mr~ihvgthvy |t}dy jmmd| th fm eimrofim

oj ot| g~~vhglb) f}t g dm|lvo~toum |t}dy oj lhjtvg|t tmjd| th fm voaod gjd ot|

g~~vhglb lgjjht fm lbgjamd mumvy jhq gjd tbmj* Ot o| tbmvmehvm jmlm||gvy) tbm

vm|mgvlbmv aoum |}eeolomjt tbh}abt th evg`oja vm|mgvlb*

W}m|tohj| gjd dmlodoja tbm ty~m| he dgtg th fm lhiimltmd gjd tbm ~vhlmd}vm th

fm }|md oj tbo| ~}v~h|m* Dm|lvo~toum |t}dom| lgj fm douodmd ojth tqh fvhgd

lgtmahvom|; Lvh|| \mltohjgi gjd Ihjaot}dojgi \mltohjgi* G lvh|| |mltohjgi |t}dy o|

lhjlmvjmd qotb g |g`~im he mim`mjt| evh` g aoumj ~h~}igtohj* Tb}|) ot `gy dmgi


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qotb bh}|mbhid) dmgimv|) vmtgoi |thvm|) hv htbmv mjtotom|* Dgtg hj g j}`fmv he

lbgvgltmvo|tol| evh` |g`~im mim`mjt| gvm lhiimltmd gjd gjgiy{md* Lvh|| |mltohjgi

|t}dom| gvm he tqh ty~m|; Eomid |t}dy gjd \}vumy* Gitbh}ab tbm do|tojltohj fmtqmmj

tbm` o| jht limgv- l}t ) tbmvm gvm |h`m ~vgltolgi doeemvmjlm|) qbolb jmmd doeemvmjt

tmlbjow}m| gjd |coii|* Eomid |t}dom| gvm mr-~h|t-eglthv |lomjtoeol ojw}ovom| tbgt go`

gt eojdoja tbm vmigtohj| gjd ojtmvvmigtohj| g`hja ugvogfim| oj g vmgi |mttoja* \}lb

|t}dom| gvm dhjm oj ioum |ot}gtohj| iocm lh``}jotom|) |lbhhi|) eglthvom|) gjd

hvagjo{gtohj|*

Gjhtbmv ty~m he lvh|| |mltohjgi |t}dy o| |}vumy vm|}it) qbolb bg| fmmj tgcmj fy

`m* G `gkhv |tvmjatb he |}vumy vm|mgvlb o| ot| qodm |lh~m* Dmtgoi ojehv`gtohj lgj

fm hftgojmd evh` g |g`~im he igvam ~h~}igtohj *Fm|odm|3 ot o| mlhjh`olgi g| `hvm

ojehv`gtohj lgj fm lhiimltmd ~mv }jot he lh|t* Oj gddotohj) ot o| hfuoh}| tbgt g

|g`~im |}vumy jmmd| im|| to`m tbgj g lmj|}| ojw}ovy* Dm|lvo~toum vm|mgvlb

ojli}dm| |}vumy gjd eglt eojdoja mjw}ovom| he doeemvmjt cojd| he tbm `gkhv ~}v~h|m*

Dm|lvo~toum vm|mgvlb o| dm|lvo~tohj he tbm |tgtm he geegov|) g| ot mro|t| gt ~vm|mjt*

Tbm `goj lbgvgltmvo|tol he tbo| `mtbhd o| tbgt tbm vm|mgvlbmv bg| jh lhjtvhi humv

tbm ugvogfim|3 bm lgj hjiy vm~hvt qbgt bg| bg~~mjmd hv qbgt o| bg~~mjoja* Tbm

`mtbhd| he vm|mgvlb }toio{md oj dm|lvo~toum vm|mgvlb gvm |}vumy `mtbhd| he gii

cojd| ojli}doja lh`~gvgtoum gjd lh vmigtohjgi `mtbhd|* Tbm vmg|hj ehv }|oja |}lb

jmmd| th fm eimroim oj ot| g~~vhglb) f}t g dm|lvo~toum |t}dy oj lhjtvg|t tmjd| th fm

voaod gjd ot| g~~vhglb lgjjht fm lbgjamd mumv jhq gjd tbmj*


39/60

T_^M HE DGTG LHIIMLTMD

Tbm dgtg }|md oj tbo| ~vhkmlt o| |mlhjdgvy dgtg* Hj tbm fg|o| he qbolb tbm

`gvcmtoja gjgiy|o| o| dhjm ehv tbm Bgvojdmv Ojd}|tvom| ^UT* ITD**

Tbm dgtg |h}vlm ojli}dm fhhc|) tbm ojtmvjmt) lh`~gjy fvhlb}vm|) ~vhd}lt

fvhlb}vm|) tbm lh`~gjy qmf|otm) lh`~mtothv| qmf|otm| mtl) jmq|~g~mv gvtolim|

mtl*

^vm~gvgtohj he vm~hvt;

Tbm vm~hvt qg| fg|md hj tbm gjgiy|o| gjd ~vm|mjtmd qotb tbm eojdoja| gjd

|}aam|tohj|*


40/60

@GVCMTOJA GJGI_\O\

HE

BGVOJDMV OJD]\TVOM\

^UT* ITD*

4>


41/60

47


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\TVMJATB\;

Tbm |tvmjatb| he tbm \QHT `gtvor bmi~e}i th glbomum tbm hfkmltoum he tbm lh`~gjy

gjd tbm hvoaoj he tbm |tvmjatb o| ojtmvjgi*

7/ \tvhja fvgjd jg`m

6/ Meemltoum `gvcmtoja |tvgtmay gjd |tvhja gdumvto|oja


43/60

QMGCJM\\;

Tbm qmgcjm|| he tbm \QHT `gtvor bgv`e}i th glbomum tbm hfkmltoum he tbm

lh`~gjy gjd tbm hvoaoj he tbm qmgcjm|| o| ojtmvjgi*

7/ Hjiy |`gii dmgimv jmtqhvc qbmj lh`~gvmd th htbmv lh`~mtothv|

6/ Jh ~vm|mjlm oj tbm |h`m htbmv |ma`mjt| he tbm ~gvt| iocm bmgdig`~) eha

ig`~) bhvj mtl*


44/60

H^^HVT]JOTOM\

Tbm h~~hvt}joty he tbm \QHT `gtvor bmi~e}i th glbomum tbm hfkmltoum he tbm

lh`~gjy gjd tbm hvoaoj he tbm |tvmjatb o| mrtmvjgi*

7/ Ojtvhd}ltohj he jmq ~vhd}lt vgjam| ehv igvamv `gvcmt |bgvm gjd ~vheot|*

6/ Fmttmv w}gioty `gtmvogi }|md oj `gj}eglt}voja ehv tbm Ojdogj gjd

ojtmvjgtohjgi `gvcmt*


45/60

TBVMGT\;

Tbm tbvmgt he tbm \QHT `gtvor bgvè}i th glbomum tbm hfkmltoum he tbm lh`~gjy

gjd tbm hvoaoj he tbm |tvmjatb o| mrtmvjgi*

7/ Eomvlm lh`~mtotohj evh` @gjlbgjdg Ojtmvjgtohjgi) Dmuchv~ G}th`htoum|

ût* Itd* gjd [mjotb Ojd}|tvom| oj ~volm eglthv he |h`m ~vhd}lt|*

6/ Gi|h tbvmgt| evh` ~vmuoh}| lh`~mtothv| iocm Fojgi Gamjlom| ût Itd* Qbh

gvm qoiioja th mr~gjd tbmov ~vhd}lt vgjam oj tbm `gvcmt


46/60

GJ\HEE) \ @GTVOR

45


47/60

Tbm ~vhd}lt(`gvcmt avod he gj|hee o| g `hdmi tbgt bg| ~vhumj th fm umvy }|me}i

oj f}|ojm|| }jot |tvgtmay ~vhlm||m| th dmtmv ojm f}|ojm|| avhqtb

h~~hvt}jotom|* Tbm ~vhd}lt(`gvcmt avod bg| tqh do`mj|ohj ~vhd}lt gjd `gvcmt

Humv tbm|m 6 do`mj|ohj|) eh}v avhqtb |tvgtmaom| lgj fm ehv`md;

7/ @gvcmt ~mjmtvgtohj;

Lh`~gjy |tvgtmaom| fg|md hj `gvcmt ~mjmtvgtohj jhv`giiy ehl}| hj lbgjaoja

ojlodmjtgi liomjt|) gjd vma}igv liomjt| ojth bmguy Liomjt|* Ty~olgi |y|tm` gvm

uhi}`m do|lh}jt) fhj}}}| lgvd gjd l}|th`mv vmigtohj|bo~ `gjgam`mjt*

Bgvojdmv Ojd}|tvom| ^UT* ITD* bg| dhjm tbo| fy ojlvmg|oja ot| dmgimv|bo~| gjd

ugvoh}| htbmv `mg|}vm|*

6/ @gvcmt dmumih~`mjt;

Lh`~gjy |tvgtmaom| fg|md hj `gvcmt dmumih~`mjt hetmj tvy thi}vm liomjt|

gqgy evh` lh`~mtothv| hv ojtvhd}lm mro|toja ~vhd}lt| oj ehvmoaj `gvcmt| hv

ojtvhd}lm jmq fvgjd jg`m| oj g `gvcmt*


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4/ Doumv|oeolgtohj;

Lh`~gjy |tvgtmaom| fg|md hj doumv|oeolgtohj gvm tbm `h|t vo|cy ty~m he

|tvgtmaom| hetmj tbmvm o| g lvmdofoioty ehl}| oj tbm lh``}jolgtohj th mr~igoj qby

tbm lh`~gjy mjtmv| jmq `gvcmt| qotb jmq ~vhd}lt|**

Tb}| qm lgj |mm tbm Bgvojdmv Ojd}|tvom| ^UT* ITD* gdh~toja g ahhd f}|ojm||

}jot |tvgtmay ~vhlm||m| th dmtmv`ojm f}|ojm|| avhqtb h~~hvt}jotom|*

42


49/60

G^^IOLGTOHJ HE ^HVTMV\ EOUM EHVLM @HDMI-

BGVOJDMV OJD]\TVOM\ ^UT* ITD*;

4?


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^hvtmv| eoum ehvlm gjgiy|o| o| g evg`mqhvc ehv tbm ojd}|tvy gjgiy|o| gjd f}|ojm||

|tvgtmay dmumih~md fy @olbgmi m *~hvtmv he Bgvugvd f}|ojm|| |lbhhi oj

7?1?* olbgmi ~hvtmv ~vhuodmd g evg`mqhvc tbgt `hdmi gj ojd}|tvy g| fmoja

ojei}mjlmd fy eoum ehvlm* Tbm |tvgtmaol f}|ojm|| `gjgamv |mmcoja th dmumih~ gj

mdam humv vougi eov`| lgj }|m tbo| `hdmi th fmttmv }jdmv|tgjd tbm ojd}|tvy lhjtmrt

oj qbolb tbm eov` h~mvgtm|*

^hvtmv bg| odmjtoeomd eoum lh`~mtotoum ehvlm| tbgt |bg~m mumvy ojd}|tvy gjd mumvy

`gvcmt* tbm|m ehvlm dmtmv ojm tbm ojtmj|oty he lh`~mtotohj gjd bmjlm tbm

~vheotgfoioty gjd gttvgltoumjm|| he gj ojd}|tvy *tbm hfkmltoum he tbm lhv~hvgtm

|tvgtmay |bh}id th `hdoey tbm|m lh`~mtotoum ehvlm oj g qgy tbgt o`~vhum tbm

~h|otohj he tbm hvagjo{gtohj *~hvtmv| `hdmi |}~~hvt gjgiy|o| he tbm dvouoja ehvlm|

he tbm ojd}|tvy* Fg|md hj tbm ojehv`gtohj evh` tbm lh`~mtothv| |}vumy gjd

gjgiy{oja tbm `gvcmt tbo| `hdmi lgj bmi~ th dmtmv`ojm bhq th ojei}mjlm gjd th

mr~ihot ~gvtol}igv lbgvgltmvo|tol| he tbmov ojd}|tvy

=>


51/60

Fgvagojoja ^hqmv He \}~~iomv|

G ^vhd}loja ojd}|tvy vmw}ovm| vgq `gtmvogi|-igfhv) lh`~hjmjt|) gjd htbmv

|}~~iom|* Tbo| vmw}ovm`mjt imgd| f}ymv |}~~iomv vmigtohj|bo~ fmtqmmj tbm ojd}|tvy

gjd tbm eov`| tbgt ~vhuodm ot tbm vgq `gtmvogi }|md th lvmgtm ~vhd}lt| |}~~iomv|) oe

~hqmve}i) lgj mrmvt gj ojei}mjlm hj tbm ojd}|tvy) |}lb g| |miioja vgq `gtmvogi gt g

boab ~volm th lg~t}vm |h`m he tbm ojd}|tvy| ~vheoim* Htbmv g}th`hfoim mimltvolgi

gjd mimltvhjol ~gvt ojd}|tvom| oj tbm ~vhroòty he tbm |}~~iomv| `gy imgd t |boet he

tbm f}|ojm|| he tbm lh`~mtothv|*

\hi}tohj

^vhd}lt |tgjdgvdo{gtohj th guhod lh`~imrotom| oj `gj}eglt}vm ehv tbm |}~~iomv|

|tvhja |}~~iomv vmigtohj|bo~| th mj|}vm g |`hhtb ~vhd}ltohj `hvm tbgj hjm

|}~~iomv ehv ~gvtol}igv lh``hdotom|

Fgvagojoja ~hqmv he l}|th`mv

Tbm ~hqmv he f}ymv| o| tbm o`~glt tbgt l}|th`mv| bgum hj ~vhd}loja ojd}|tvy

|oòigv th tbm fgvagojoja ~hqmv he |}~~iomv|) fgvagojoja ~hqmv he tbm l}|th`mv|

dmtmvòjm bhq `}lb ~vm||}vm hj `gvaoj| gjd uhi}`m|

\ojlm tbm ojd}|tvy o| eoiimd qotb |h `gjy h~tohj tbgt gvm ~volm lh`~mtotoum g| qmii ot

o| }ito`gtmiy tbm l}|th`mv qbh dmlodm| tbm egtm he tbm lh`~gjy ~vheot|*

=7


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\hi}tohj

Ojlvmg|oja l}|th`mv vmigtohj|bo~ `gjgam`mjt gjd lvmgtoja l}|th`mv

ihygity `gy bmi~*

Ojtvhd}loja ugvoh}| |lbm`m| gjd ~vh`htohjgi |lbm`m|

Ojjhugtohj gjd }jdmv|tgjdoja tbm l}|th`mv| jmmd|

\oajoeolgjt f}ymv |qotlboja lh|t

Gttvgltoum gdumvto|oja gjd meemltoum fvgjd `gjgam`mjt

Tbvmgt he jmq mjtvgjt|

Tbm boabmv tbm lh`~mtotohj oj tbm ojd}|tvy) tbm mg|omv ot o| ehv htbmv lh`~gjom| th

mjtmv tbm ojd}|tvy* Oj |}lb g |ot}gtohj tbm jmq mjtvgjt| lgj lbgjam tbm `gkhv

dmtmv`ojgjt he tbm `gvcmt mjuovhj`mjt gt gjy to`m

Thdgy qm lgj |mm tbgt tbm g}th`hfoim mimltvolgi gjd mimltvhjol ~gvt `gvcmt o| hj g

boab qotb jmq lh`~mtothv| lh`oja qbolb qoii th}abmj tbm lh`~mtotohj ehv htbmv

ojd}|tvom|*

\hi}tohj

Ojjhugtohj th lg~t}vm }jtg~~md `gvcmt|

]|m ^vh`htohj gjd fvgjdoja mrmvlo|m|

]|m ehl}|md `gvcmtoja meehvt|*

=6


53/60

Tbvmgt he |}f|tot}tm

G tbvmgt evh` |}f|tot}tm mro|t| oe tbmvm o| gj gitmvjgtoum ~vhd}lt qotb ihqmv ~volm hv

bguoja fmttmv ~mvehv`gjlm* Tbo| lh}id ~htmjtogiiy gttvglt |oajoeolgjt ~vh~hvtohj he

tbm `gvcmt gjd bmjlm vmd}lm ~htmjtogi |gim| uhi}`m ehv mro|toja ~igymv|* \o`oigviy

th tbm tbvmgt th jmq mjtvgjt|) tbm tbvmgt he |}f|tot}tm o| dmtmv`ojm| fy ehvlm iocm

ihq fvgjd ihygity he tbm l}|th`mv|

Qotb g ahhd tvgj|~hvtgtohj |y|tm` dmumih~oja oj tbm lh}jtvy gjd ojlvmg|oja e}mi

~volm|) ~mh~im gvm |qotlboja th lbg~tmv `hdm he tvgj|~hvtgtohj* Ehv mrg`~im tbm

|tgvt he `mtvh vgoiqgy| o| g tbvmgt th ~htmjtogi ~vheot| he tbm lh`~gjom|* Tbo| lh}id

vmd}lm tbm g}th`hfoim `gvcmt gjd meemltoumiy tbm g}th`hfoim mimltvolgi gjd

mimltvhjol ~gvt `gvcmt*

\hi}tohj|;

Lhjd}lt vma}igv |}vumy th }jdmv|tgjd tbm lbgjaoja `gvcmt*

@gcoja lh|t meemltoum ~vhd}lt| th `mmt tbm dm`gjd| he tbm ojd}|tvy

Meemltoum `gvcmt |ma`mjtgtohj th mj|}vm `gro`}` ~vheot|*

^vh`htm tbm ~vhd}lt "~vhkmlt|/ `hvm gjd ojlvmg|m uo|ofoioty*

=


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EOJDOJA\

GJD

LHJLI]\OHJ

=4


55/60

EOJDOJA\ GJD LHJLI]\OHJ

Tbm lh`~gjy bg| tbm \tvhja fvgjd jg`m) Meemltoum `gvcmtoja |tvgtmay gjd |tvhja

gdumvto|oja) Boab ~mvehv`gjlm ~vhd}lt|) Gdugjlmd emgt}vm| oj ~vhd}lt|)

Vm~}tgtohj ehv ~vhd}loja boab w}gioty ~vhd}lt|) Lh`~mtotoum ~voloja) Qodm ~vhd}lt

vgjam) ^vhd}lt ojjhugtohj |coii|) Ahhd l}|th`mv |mvuolm

Tbm qmgcjm|| gjd tbvmgt| he tbm lh`~gjy lhj|o|t| he Hjiy |`gii dmgimv jmtqhvc

qbmj lh`~gvmd th htbmv lh`~mtothv|) Jh ~vm|mjlm oj tbm |h`m htbmv |ma`mjt| he

tbm ~gvt| iocm bmgdig`~) eha ig`~) bhvj mtl*) Amjmvgiiy) ~volmd boabmv tbgj

lh`~mtothv|* ^vhd}lt vgjam oj |h`m lgtmahvom| gvm umvy |`gii iocm tvgoimv ~gvt| gjd

bg{gvd |qotlbm| Lh`~mtothv| ojtvhd}loja jmq ugvogjt| gt ihqmv lh|t*

Lh`~gjy |tvgtmaom| fg|md hj `gvcmt ~mjmtvgtohj jhv`giiy ehl}| hj lbgjaoja

ojlodmjtgi liomjt|) gjd vma}igv liomjt| ojth bmguy Liomjt|*

Lh`~gjy |tvgtmaom| fg|md hj `gvcmt dmumih~`mjt hetmj tvy thi}vm liomjt| gqgy

evh` lh`~mtothv| hv ojtvhd}lm mro|toja ~vhd}lt| oj ehvmoaj `gvcmt| hv ojtvhd}lm

jmq fvgjd jg`m| oj g `gvcmt*

Lh`~gjy |tvgtmaom| fg|md hj `gvcmt dmumih~`mjt hetmj tvy th |mii htbmv ~vhd}lt|

th "vma}igv/ liomjt|*

Lh`~gjy |tvgtmaom| fg|md hj doumv|oeolgtohj gvm tbm `h|t vo|cy ty~m he |tvgtmaom|

hetmj tbmvm o| g lvmdofoioty ehl}| oj tbm lh``}jolgtohj th mr~igoj qby tbm lh`~gjy

mjtmv| jmq `gvcmt| qotb jmq ~vhd}lt|*

==


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VMLH@@MJDGTOHJ

=5


57/60

=1


58/60

VMLH@@MJDGTOHJ

^vhd}lt |tgjdgvdo{gtohj th guhod lh`~imrotom| oj `gj}eglt}vm ehv tbm

|}~~iomv| |tvhja |}~~iomv vmigtohj|bo~| th mj|}vm g |`hhtb ~vhd}ltohj `hvm

tbgj hjm |}~~iomv ehv ~gvtol}igv lh``hdotom|

Ojlvmg|oja l}|th`mv vmigtohj|bo~ `gjgam`mjt gjd lvmgtoja l}|th`mv

ihygity `gy bmi~*

Ojtvhd}loja ugvoh}| |lbm`m| gjd ~vh`htohjgi |lbm`m|

Ojjhugtohj gjd }jdmv|tgjdoja tbm l}|th`mv| jmmd|

\oajoeolgjt f}ymv |qotlboja lh|t

Gttvgltoum gdumvto|oja gjd meemltoum fvgjd `gjgam`mjt

Ojjhugtohj th lg~t}vm }jtg~~md `gvcmt|

]|m ^vh`htohj gjd fvgjdoja mrmvlo|m|

]|m ehl}|md `gvcmtoja meehvt|*

Lhjd}lt vma}igv |}vumy th }jdmv|tgjd tbm lbgjaoja `gvcmt*

@gcoja lh|t meemltoum ~vhd}lt| th `mmt tbm dm`gjd| he tbm ojd}|tvy

Meemltoum `gvcmt |ma`mjtgtohj th mj|}vm `gro`}` ~vheot|*

^vh`htm tbm ~vhd}lt "~vhkmlt|/ `hvm gjd ojlvmg|m uo|ofoioty*

=2


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FOFIOHAVG^B_

Fhhc|

@gvcmtoja `gjgam`mjt; gjgiy|o|) ~igjjoja) o`~im`mjtgtohj) gjd lhjtvhi fy ^boio~

Chtimv - F}|ojm|| % Mlhjh`ol| - 7?22

@gvcmtoja @gjgam`mjtfy ^boio~ Chtimv) Cmuoj Cmiimv - F}|ojm|| %

Mlhjh`ol| - 6>>2

Vm|mgvlb `mtbhdhihay; g |tm~-fy-|tm~ a}odm ehv fmaojjmv|fy Vgjkot C}`gv

- \hlogi \lomjlm - 6>>=

Vm|mgvlb `mtbhdhihayfy Dh}aig| C* Dmttmv`gj - ^|ylbhihay - 7?2=

Qmf |h}vlm|

7* qqq*`gjgam`mjt~gvgdo|m*lh`

6* qqq*qoco~mdog*hva


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