Marketing Problem Faced by the Pharma Industry Like Aventis Pharma

8/2/2019 Marketing Problem Faced by the Pharma Industry Like Aventis Pharma

1/27

Uymk`ù UJKD 3YK [yod`s{`y Umj` =

M Uylg`c{ yùly{Ln

[L S[PK_ [A@ UYLIB@D LF N@Z UYLKPC[ DMYH@[ONJ ON

UAMYDMC@P[OCMBS ONKPS[Y_

ULS[ JYMKPM[@ KOUBLDM ON DMNMJ@D@N[

Pnk`y {a` Jpokmnc` lf

Dy.N``ymg Cam{{`yg`` Dy.M.H.[ldmyY`jolnmb Ipson`ss Dmnmj`y Fmcpb{ lfDmnmj`d`n{!Fly P{{mymhamnk/ Klln Ipson`ssScallbMv`n{os Uamydm B{k. Kàymkpn

SPIDO[[@K I_Uymk`ù

UJKD !95=5$=9 Im{ca/Klln Ipson`ss ScallbKàymkpn


2/27

Uymk``u UJKD 3YK [yod`s{`y Umj` 9

CLN[@N[S

Ilnmfo`k C`y{ofocm{` ......................................................................................................... 3

@q`cp{ov` Spddmy ....................................................... @yyly- Illhdmyh nl{ k`fon`k.

On{ylkpc{oln ...................................................................................................................... 0

Lig`c{ov` lf {a` Uylg`c{ .................................................................................................... 6

Cldumn Uylfob` .............................................................................................................. :

Vosoln mnk Dossoln s{m{`d`n{ ........................................................................................ =9

Uylkpc{ Ymnj` ................................................................................................................ =3

Szl{ Mnmbsos ................................................................................................................. =0

Dmyh`{onj ,N`z Uylkpc{ Dmyh`{onj Uylib`ds .............................................................. =6

Spjj`s{oln Fly N`z Uylkpc{ Dmyh`{onj ........................................................................ =:Clncbpsoln ...................................................................................................................... =1

Ioiboljymua .................................................................................................................. =?

]P@S[OLNNMOY@ ....................................................................................................... 95


3/27


C@Y[OFOCM[@7

[aos os {l c`y{of {am{ O md Uymk``u" cpyy`n{b m 3yk [yod`s{`y s{pk`n{ lf {a` clpys` UJKD"ams spcc`ssfpbb cldub`{`k d uylg`c{ [L S[PK_ [A@ UYLIB@D LF N@Z UYLKPC[DMYH@[ONJ ON UAMYDMC@P[OCMBS ONKPS[Y_

[amnhonj _lp"


4/27

Uymk``u UJKD 3YK [yod`s{`y Umj` ;

@Q@CP[OV@ SPDDMY_

Z` hnlz {am{ Smnlfo$Mv`n{os Uamydmc`p{ocmbs amv` dly` {amn 00 `mys lf o{s

`qos{`nc`. Pu {obb 955? o{ ams jln` {aylpja dmn camnj`s ms fmy ms o{s

clddpnocm{oln mnk dmyh`{onj d`{alklblj os clnc`yn`k.

O{ ams i``n y`jpbmy {l pukm{` o{s`bf ms u`y bm{`s{ clnc`yn i` o{ {`canlblj ly

`nvoylnd`n{mb.

[a` y`c`n{ camnj` on o{s clddpnocm{oln d`{alklblj os kyovonj zo{a {a`

vmbp`s lf @clbljocmb clnc`yn. O{ os {yonj {l m{{ymc{ cps{ld`ys {lzmyks dly`

pukm{`k mnk cbls` lf `clblj {`canlblj zo{a i`s{ on o{s cbmss fpnc{olnmbo{o`s

& vmbp` fly dln`.

[a` flbblzonj mnmbsos ams `nmib`k ps {l pnk`ys{mnk {a` flbblzonjs

=. Dmyh`{onj S{ym{`j

9. N`z uylkpc{ k`v`blud`n{ s{ym{`j

3. D`kom V`aocb`

;. D`kom Ubmnnonj & Ipkj`{ Mbblcm{oln

S{ym{`jo`s fly d`mspyonj {a` `ff`c{ov`n`ss lf {a` cmdumojn.


5/27


ON[YLKPC[OLN

LV@YVO@Z LF UAMYDMC@P[OCMB S@C[LY7

Mcclpn{onj fly {zl u`yc`n{ lf {a` zlybk*s uamydmc`p{ocmb dmyh`{" {a` Onkomnuamydmc`p{ocmb s`c{ly ams mn `s{odm{`k dmyh`{ vmbp` lf milp{ PS +1 iobboln. O{*s m{;{a ymnh on {`yds lf {l{mb uamydmc`p{ocmb uylkpc{oln mnk =3{a on {`yds lf vmbp`. O{os jylzonj m{ mn mv`ymj` ym{` lf :.9 % mnk os `qu`c{`k {l jylz {l PS + =9 iobbolni 95=5.

Lv`y {a` bms{ {zl `mys {a` uamydmc`p{ocmb dmyh`{ vmbp` ams oncy`ms`k {l milp{

PS + 300 dobboln i`cmps` lf {a` bmpnca lf n`z uylkpc{s. Mcclykonj {l mn `s{odm{`"3?55 n`z j`n`yoc uylkpc{s amv` i``n bmpnca`k on {a` ums{ {zl `mys. [a`s` amvì``n i mnk bmyj` bmpnca`k i ioj iymnks on {a` uamydm s`c{ly. Mnk on {a` `my9550 Onkomn uamydmc`p{ocmb cldumno`s cmu{py`k mylpnk :5% lf {a` kld`s{ocdmyh`{.

Ms on {a` uy`s`n{ sc`nmyol" lnb m f`z u`lub` cmn mfflyk cls{b kypjs" zaoca amvòncy`ms`k uyoc` s`nso{ovo{ on {a` uamydmc`p{ocmb dmyh`{. Nlz {a` cldumno`s my`{yonj {l cmu{py` {a` dmyh`{ i on{ylkpconj aoja }pmbo{ mnk blz uyoc` d`kocon`smnk kypjs.

Zo{a {a` Uylkpc{ Um{`n{ Mc{" zaoca cmd` on{l mc{oln on Gmnpmy 9550" {aos onkps{yos mib` {l m{{ymc{ ioj DNCs {l Onkom. @mybo`y {a`s` ioj foyds amk muuyà`nsolns onbmpncaonj n`z kypjs on {a` Onkomn dmyh`{.

M{ uy`s`n{" m bmyj` npdi`y lf Onkomn uamydmc`p{ocmbs cldumno`s my` bllhonj fly{o`$pus zo{a flyòjn foyds fly on$boc`ns` kypjs. JbmqlSdo{aHbon` os mdlnj {a` {lucaloc`s fly {a` foyds {am{ zosa {l bmpnca {aòy uylkpc{ on Onkom" ip{ kl nl{ amv` mniymnca lv`y a`y`.

Cln{ymc{ y`s`myca mnk uamydmc`p{ocmb lp{slpyconj my` {a` n`z mv`np`s on {aùamydmc`p{ocmb dmyh`{. Cln{ymc{ dmnpfmc{pyonj os jylzonj m{ m v`y fms{ umc` mnk

os `s{odm{`k {l jylz {l PS +35iobboln" za`y`ms cln{ymc{ y`s`myca os `s{odm{`k {ly`mca PS+6$=5 iobboln.

Onkomn dpb{onm{olnmb cldumno`s boh` Ky.Y`kk*s Bmi" Coubm" Ymnimq" `{c amv`cy`m{`k mzmy`n`ss milp{ {a` Onkomn dmyh`{ uylsu`c{s on {a` on{`ynm{olnmbuamydmc`p{ocmb dmyh`{. Muuylvmbs jov`n i Fllks mnk Kypjs Mkdonos{ym{oln!FKM/ mnk MNKM !Miiy`vom{`k N`z Kypj Muubocm{oln/,KDF !Kypj Dms{`y Fob`/amv` ubm`k mn oduly{mn{ ylb` on dmhonj Onkom m cls{`ff`c{ov` mnk aoja }pmbo{


6/27


uylkpc{ dmnpfmc{py`y. Fpy{a`ydly`" {a` camnj`s {am{ {llh ubmc` on {a` um{`n{ bmz"camnj` lf uylc`ss um{`n{ {l uylkpc{ um{`n{" amv` a`bu`k on y`kpconj {a` yosh lfblss fly on{`bb`c{pmb uylu`y{.


7/27

Uymk`ù UJKD 3YK [yod`s{`y Umj` :

LIG@C[OV@ LF [A@ UYLG@C[

[a` lig`c{ov` lf {a` uylg`c{ os7

[l hnlz {a` mzmy`n`ss milp{ Smnlfo$Mv`n{os N`z Uylkpc{ mdlnj {a` u`lub` lfP{{mymhamnk.

[l hnlz {a` uy`f`y`nc`s lf {``n mjy`` y`jmykonj Smnlfo$Mv`n{os N`z Uylkpc{. [l hnlz {a` psmj` um{{`yn lf Smnlfo$Mv`n{os N`z uylkpc{ on vmyolps upyuls`s. [l fonk lp{ {a` vmyolps s{ym{`jo`s `dubl`k i {a` cldu`{onj iymnks {l oncy`ms`

{a` smb`s lf {aòy uylkpc{.

[l hnlz {a` dls{ mccù{mib` iymnk i clnspd`ys.

Sclu` lf S{pk

[a` y`s`myca a`bus on k`mbonj zo{a clnspd`ys. Fp{py` y`s`myca`s nm ps` o{ ms m s`clnkmy slpyc` lf km{m. O{ uylvok`s v`y ps`fpb onflydm{oln milp{ psmj` iàmvolys lf {a` Smnlfo$Mv`n{os

n`z uylkpc{ iymnk. [a` y`s`myca yùly{ clpbk i` fpy{a`y ps`k i d` on fp{py` fly mkvmnc`k y`s`myca

ln {a` {luoc.

Bodo{m{oln

[a` my`m clv`y`k i d` zms v`y v`y sdmbb {am{ os lnb Kàymkpn. Clnspd`ys z`y` nl{ mzmy` milp{ {a` `n{oy` n`z uylkpc{s lf Smnlfo$Mv`n{os

Uamydmc`p{ocmbs. [a`y` z`y` nl{ `nlpja umymd`{`ys ly {a` s{pk dm{`yomb mvmobmib` fly {a`

on{`yuy`{m{oln lf {a` y`spb{ sl ms {l y`mca {l m fonmb clncbpsoln.


8/27


CLDUMN_ UYLFOB@

SMNLFO$MV@N[OS

955? smb`s7 9?.3 iobboln

M iylmk uly{flbol lf uamydmc`p{ocmb uylkpc{s7Uy`scyou{oln d`kocon`s" clnspd`y a`mb{acmy` !L[C/ mnk j`n`yocs

Zlybk b`mk`y on vmccon`s !Dmyh`{ samy` fyld smnlfo ums{`py on{`ynmb `s{odm{`s m{

`nk K`c`di`y 955? ims`k ln m jblimb uy`s`nc`" oncbpkonj 05% lf smb`s fyld {a`Smnlfo Ums{`py DSK glon{ v`n{py`/

Uy`s`nc` mcylss il{a {ymko{olnmb mnk `d`yjonj dmyh`{s

Dly` {amn =55"555 `dubl``s on lv`y =55 clpn{yo`s.

Flcps`k ln um{o`n{s n``ks" smnlfo $mv`n{os lff`ys m ymnj` lf `ss`n{omb a`mb{acmy`mss`{s" oncbpkonj m iylmk$ims`k uylkpc{ uly{flbol mnk m uy`s`nc` zlybkzok`.Smnlfo$mv`n{os uylkpc{s mnk s`yvoc`s my` c`n{`y`k ln um{o`n{s.

Mdio{oln7 {l i`cld` m kov`ysofo`k jblimb a`mb{acmy` b`mk`y.

Smnlfo $mv`n{os s{ym{`j os ipob{ mylpnk {ay`` uyolyo{o`s {l y`mca o{s jlmbs mnk`nspy` sps{monmib` jylz{a7

Oncy`msonj onnlvm{oln on Y`s`myca mnk K`v`blud`n{

Mkmu{onj Jylpu s{ypc{py`s {l fp{py` cambb`nj`s

S`owonj `q{`ynmb jylz{a luuly{pno{o`s.

Fmc{s Salzonj Jylz{a sc`nmyol7

Smnlfo$mv`n{os os m jblimb a`mb{acmy` cldumn `njmj`k on {a` y`s`myca"k`v`blud`n{" dmnpfmc{py` mnk dmyh`{onj lf a`mb{acmy` uylkpc{s. Lpyipson`ss os kov`ysofo`k mnk oncbpk`s uamydmc`p{ocmbs clduyosonj Yq!uy`scyou{oln/ kypjs" clnspd`y a`mb{acmy` ipson`ss !lv`y${a`$clpn{`y ,cldion`k L[C mnk Yq kypjs/ mnk j`n`yocs8 vmccon`s mnk mnodmb a`mb{a.


9/27

Uymk``u UJKD 3YK [yod`s{`y Umj` ?

955? n`{ smb`s7 9?"356 dobboln" (6.3% v`ysps 9551.

955? mkgps{`k @US `qcbpkonj s`b`c{`k o{`ds7 6.;?" (=1.9% v`ysps 9551 ly(=3.=% m{ clns{mn{ ,+ `qcamnj` ym{`.

Uamydmc`p{ocmbs ipson`ss

Smnlfo$mv`n{os* uamydmc`p{ocmbs ipson`ss flcps`s ln soq {a`ymu`p{oc my`ms7komi`{`s"lnclblj" {ayldilsos" cmykolvmscpbmy kos`ms`s" c`n{ymb n`yvlps ss{`d !CNS/ mnkon{`ynmb d`kocon`.

955? n`{ smb`s lf {a` uamydmc`p{ocmbs ipson`ss7 90"193 dobboln" (3.:%v`ysps 9551. [a` Yq kypjs mc{ovo{ clpn{s 1 fbmjsaou uylkpc{s on 955? 7 Bmn{ps"Blv`nlq" Ubmvoq" [mql{`y`" Muylv`b" @blqm{on" Muokym" Dpb{m}.

Fbmjsaou uylkpc{s

Dobbolns lf `pyls955? n`{ smb`s

Camnj` m{clns{mn{

`qcamnj` ym{`s

Bmn{ps 3"515 (99.0%

Blv`nlq 3"5;3 (1.1%Ubmvoq 9"693 (5.9%[mql{`y` 9"=:: (6.=%Muylv`b ="936 (;.:%@blqm{on ?0: $3;.:%Muokym =3: (31.1%Dpb{m} 90 $

Nl{`7 Zlybkzok` uy`s`nc` lf Ubmvoq os 6":19 dobboln" (6.9%. Zlybkzok`uy`s`nc` lf

Muylv`b os 9"5=9 dobboln" (=.:%.

Smnlfo$mv`n{os mbsl ams m sojnofocmn{ uy`s`nc` on clnspd`y a`mb{acmy` ipson`ss"on vmyolps uylkpc{ cm{`jlyo`s.

955? n`{ smb`s lf clnspd`y a`mb{acmy`7 =";35 dobboln" (96.1% v`ysps 9551.On mkko{oln {l Yq kypjs mnk clnspd`y a`mb{acmy`" {a` uamydmc`p{ocmb ipson`ssclduyos`s j`n`yocs.


10/27

Uymk``u UJKD 3YK [yod`s{`y Umj` =5

955? n`{ smb`s lf j`n`yocs7 =.5=9 dobboln.[a` {pynlv`y lf {a` j`n`yocs mc{ovo{muuylqodm{`b {youb`k cldumy`k {l 9551" dmonb y`fb`c{onj {a` clnslbokm{oln lfW`n{ovm" H`nkyoch mnk D`kb` zo{a lyjmnoc jylz{a.

Smnlfo Mv`n{os

Smnlfo Mv`n{os zms flyd`k on 955; za`n Smnlfo$Sn{abmil mc}poy`k Mv`n{os. On`myb 955;" Smnlfo$Sn{abmil dmk` m als{ob` {mh`lv`y iok zly{a ;:.1 in flyMv`n{os. Ono{ombb" Mv`n{os y`g`c{`k {a` iok i`cmps` o{ f`b{ {am{ {a` iok lff`y`k onf`yolyvmbp` ims`k ln {a` cldumn*s samy` vmbp`. [a` {ay``dln{a {mh`lv`y im{{b`clncbpk`k za`n Smnlfo$Sn{abmil bmpnca`k m fyo`nkb iok lf 0;.0 in on ubmc` lf

{a` uy`volpsb y`g`c{`k als{ob` iok. Fy`nca jlv`ynd`n{ on{`yv`n{oln mbsl ubm`k mnmc{ov` ylb`. [a` Fy`nca lv`ynd`n{" k`soyonj zam{ {a` cmbb`k m )blcmb slbp{oln)" up{a`mv uy`sspy` ln Smnlfo$ Sn{abmil {l ymos` o{s iok fly Mv`n{os mf{`y o{ i`cmd`hnlzn {am{ Nlvmy{os" m Szoss uamydmc`p{ocmb cldumn" zms on {a` ypnnonj.

Smnlfo$Sn{abmil

Smnlfo$Sn{abmil zms flyd`k on =??? za`n Smnlfo !flyd`y spisokomy lf [l{mb/d`yj`k zo{a Sn{abmil !flyd`y spisokomy lf B*Lymb/. [a` d`yj`k cldumn zmsims`k on Umyos" Fymnc`.

Clnnmpja{ Cmdups

[a` Cmnmkomn lu`ym{olns lf Smnlfo$Mv`n{os i`jmn ms Clnnmpja{Bmilym{lyo`s,Clnnmpja{ D`kocmb Y`s`myca Bmilym{lyo`s lf {a` Pnov`yso{ lf[lyln{l fyld =?=; {l =?:9. O{ zms upycams`k i f`k`ymb jlv`ynd`n{*s CmnmkomnK`v`blud`n{ Clyulym{oln mnk bm{`y uyovm{ow`k. Slbk {l {a` Fy`nca Ons{o{p{ Dyo`pqon =?1? mnk y`nmd`k Ums{`py D`yo`pq Clnnmpja{. M s`yo`s lf d`yj`ys zlpbkflbblz mnk {a` Cmnmkm pno{ zms y`nmd`k )Clnnmpja{ Cmdups) lf Mv`n{osUms{`py. O{ os nlz {a` Cmnmkomn pno{ lf Smnlfo Ums{`py mnk umy{ lf {a` Smnlfo$Mv`n{os `duoy`.

Mv`n{os

Mv`n{os zms flyd`k on =??? za`n Yan`$Ulpb`nc S.M. d`yj`k zo{a Al`cas{DmyolnYlpss`b" zaoca o{s`bf zms flyd`k fyld {a` d`yj`y lf Al`cas{ MJ zo{a Ylpss`bPcbmf mnk Dmyoln D`yy`bb Klz. [a` d`yj`k cldumn zms ims`k on Scaob{oja`od"n`my S{ymsilpyj" Fymnc`


11/27

Uymk`ù UJKD 3YK [yod`s{`y Umj` ==

Smnlfo$Mv`n{os on ONKOM

On Onkom" smnlfo$mv`n{os lu`ym{`s {aylpja {zl `n{o{o`s $ Mv`n{os Uamydm Bodo{`k mnkSmnlfo$ Sn{a`bmil !Onkom/ Bodo{`k. Smnlfo$mv`n{os mnk o{s =55% spisokomyAl`cas{ JdiA" my` {a` dmgly samyàlbk`ys lf Mv`n{os Uamydm Bodo{`k mnk{lj`{a`y albk 05.=9% lf o{s umok$pu samy` cmuo{mb. Smnlfo$Sn{a`bmil !Onkom/Bodo{`k os m =55% spisokomy lf smnlfo$mv`n{os.

Mv`n{os Uamydm Bodo{`k zms onclyulym{`k on Dm =?06 pnk`y {a` nmd` Al`cas{

F`kcl Uamydm Uyovm{` Bodo{`k. Lv`y {a` `mys" o{s nmd` zms camnj`k {l Al`cas{Uamydmc`p{ocmbs Uyovm{` Bodo{`k" Al`cas{ Onkom Bodo{`k mnk Al`cas{ DmyolnYlpss`b Bodo{`k. [a` samy`s lf Mv`n{os Uamydm Bodo{`k my` }pl{`k ln {aÌldim S{lch @qcamnj` mnk {a` Nm{olnmb S{lch @qcamnj`.

On Onkom" Mv`n{os Uamydm Bodo{`k ams ="1;5 `dubl``s. O{ ams s{m{`$lf${a`$my{dmnpfmc{pyonj fmcobo{o`s on Mnhb`sazmy mnk Jlm" za`y` mc{ov` uamydmc`p{ocmbonjy`ko`n{s mnk flydpbm{olns my` dmnpfmc{py`k.

Smnlfo$Sn{a`bmil !Onkom/ Bodo{`k zms onclyulym{`k on Gpn` =??6 pnk`y {a` nmd`Smnlfo [lyy`n{ !Onkom/ Uyovm{` Bodo{`k. O{s nmd` zms camnj`k {l Smnlfo$Sn{a`bmil!Onkom/ Bodo{`k on Dm 9559. Smnlfo$Sn{a`bmil !Onkom/ Bodo{`k ams mylpnk 9:0`dubl``s.

[a` {zl cldumno`s amv` y`jos{`y`k lffoc`s on Dpdimo mnk wlnmb lffoc`s onDpdimo" Ca`nnmo" Hlbhm{m mnk N`z K`bao.


12/27


H@_ @Q@CP[OV@

Dy. Cayos Vo`aimca`y "Cao`f @q`c. Lffoc`y" Dmnmjonj Koy`c{ly"Koy`c{ly mnk D`di`y lf S{ym{`j Clddo{{``

Dy. Noj`b Iyllhsi "Camoydmn lf Smnlfo$Mv`n{os PH"

Dmnmjonj Koy`c{ly lf Smnlfo$Mv`n{os PH mnk J`n. Dmnj. lf Jylpu PH

Dy. G`ydl` Cln{mdon` "Cao`f Fonmncomb Lffoc`y mnk @q`c. VU

Dy. Jobb`s Ba`ynlpbk "Sy. VU lf AY" D`di`y lf {a` Dmnmj`d`n{ Clddo{{``

Dy. S{`v` Lbkfo`bk "Cao`f @q`c. Lffoc`y lf PH Lu`ym{olns"Koy`c{ly lf Cldd`ycomb Lu`ym{olns $ PH mnk J`n. Dmnj. lf Smnlfo $ Mv`n{os PH


13/27


VOSOLN LF [A@ CAO@F @Q@CP[OV@ LFFOC@Y

CAYOS[LUA@Y VO@AIMCA@Y"

CAO@F @Q@CP[OV@ LFFOC@Y

Ov` kosclv`y`k v`y slbok flpnkm{olns mnk dmn pnk`y$muuy`com{`k mss`{s {am{ Ozmn{ {l {mbh milp{. Dls{ lf lpy cldu`{o{lys sm {a` zmn{ {l y`kpc` {a`oy y`bomnc`ln sdmbb dlb`cpb`s on {a` k`v`blu`k zlybk. Z`v` mby`mk kln` {aos. Of lp bllh m{{a` j`ljymuaoc iy`mhklzn lf lpy smb`s" mylpnk m {aoyk os j`n`ym{`k on Nly{aMd`yocm" sboja{b dly` {amn ;5% on @pylu` mnk m }pmy{`y on l{a`y clpn{yo`s. Z`my` mby`mk {a` b`mk`y on `d`yjonj dmyh`{s" m cb`my my`m lf fp{py` jylz{a. Z` my`

mbsl b`mk`y on vmccon`s !=/" zo{a dmgly uylkpc{s y`mk {l mkky`ss dmgly upiboca`mb{a cambb`nj`s. [aos ipson`ss mc{ovo{ os b`ss odumc{`k i j`n`yocs kp` {l {a`sojnofocmn{ b`v`bs lf `qu`y{os` mnk onv`s{d`n{ y`}poy`k. Mnk lpy clnspd`ya`mb{acmy` !L[C/ ipson`ss" ymnh`k soq{a zlybkzok` !9/ os mn `qc`bb`n{ imsos flyfpy{a`y k`v`blud`n{.

Lpy s{ylnj fonmncomb ulso{oln os mnl{a`y h` mss`{ on m {od` lf jblimb `clnldoccyosos. Z` amv` m s{ylnj cmsa fblz" jovonj ps {a` s{ym{`joc fb`qoiobo{ {l fonk mnks`ow` n`z jylz{a luuly{pno{o`s. Smnlfo $Mv`n{os os z`bb `}pouu`k {l fmc` {a` fp{py`.

Lpy mdio{oln os {l i`cld` m kov`ysofo`k jblimb A`mb{acmy` b`mk`y" flcps`k lnum{o`n{s n``ks

A`mb{acmy` b`mk`y" flcps`k ln um{o`n{s n``ks


14/27

Uymk``u UJKD 3YK [yod`s{`y Umj` =;

VOSOLN MNK DOSSOLN LF SMNLFO MV@N[OS


15/27


Uylkpc{ Ymnj`

Mdmyb !jbodùoyok`/

Mdmyb D !jbodùoyok`"

d`{flydon `q{`nk`k y`b`ms`/

Mdmyb DU !jbodùoyok`" d`{flydon"

uoljbo{mwln` `q{`nk`k y`b`ms`/

Muokym !onspbon jbpboson`/

C`{muon U !d`{flydon"

uoljbo{mwln` `q{`nk`k y`b`ms`/

C`{muon QY !d`{flydon `q{`nk`k y`b`ms`/

Kmlnob !jboi`ncbmdok`/

Kmlnob D !jboi`ncbmdok`"

d`{flydon `q{`nk`k y`b`ms`/

Cldiofbmd

Cldiofbmd Cy`md !d`{ab smbocbm{`"

d`n{alb & cmdualy/

Mvob !ua`noymdon` dmb`m{`/

Mbb`jym !f`qlf`nmkon` akylcablyok`/


16/27


SZL[ LF SMNLFO $MV@N[OS

S[Y@NJ[A7

Jllk dmyh`{ ulso{oln lf iblchips{`y kypjs.Jllk Fy`nca cpb{py`,imchjylpnk

Z@MHN@SS7

Y`bm{ov` sdmbb dmyh`{ samy` !0 %/ cldumy`k {l Ufow`y!=5.?%/Smd` onfyms{ypc{py` on dmn clpn{yo`s.

LUUPY[PNO[_7

Jllk Dmyh`{ Ulz`y.@clnldo`s lf scmb`, Y&KSn`yjo`s on mkdonos{ym{oln.Dmn k`v`blud`n{s cmnnl{ i` fonmnc`k zo{alp{ d`yj`y.

[AY@M[S7

Kos`clnldo`s lf scmb` kp` {l {a` iylmk`y lyjmnowm{oln mnkCldubocm{`k clddpnocm{olns.


17/27

Uymk``u UJKD 3YK [yod`s{`y Umj` =:

Dmyh`{onj,n`z uylkpc{ $ dmyh`{onj uylib`ds

=. ??% lf {myj`{ mpko`nc` !{lpyos{s/ amv` nl ok`m {a` uylkpc{s `qos{s9. ??% lf u`lub` zal voso{ {a` Ca`dos{ salus kln*{ nl{oc` {a` uylkpc{ ln {a` sa`bv`s ly on

m kosubm zonklz.

3. ??% lf u`lub` zal nl{oc` {a` uylkpc{ amv` nl ok`m zam{ os {am{


18/27


Spjj`s{oln fly N`z Uylkpc{ Dmyh`{onj

Cy`m{` {a` mzmy`n`ss lf {a` n`z uylkpc{ on {a` Dmyh`{. Ps` cmdumojnonj fly dmyh`{onj. Ps` fy`` smdub` i`fly` bmpnca`k {a` uylkpc{. Myymnj` {a` umy{ fly klc{lys. Jov` sld` su`comb umchmj` {l {a` fo`bk s{mff. Ps` mkv`y{osonj fly dmyh`{onj.


19/27

Uymk``u UJKD 3YK [yod`s{`y Umj` =?

CLNCBPSOLN

[amnh lp


20/27


IOIBOLJYMUA_

Illhs7Dmyh`{onj Dmnmj`d`n{" Uaobou Hl{b`y

Y`s`myca D`{alklblj I C.Y Hl{amyoS{ym{`joc Dmyh`{onj Dmnmj`d`n{ I Zobsln Jobbojmn

Z`iso{`s7a{{u7,,zzz.smnlfo$mv`n{os.clda{{u7,,zzz.jlljb`.clda{{u7,,zzz.zohou`kom.cld


21/27

Uymk``u UJKD 3YK [yod`s{`y Umj` 9=

UAMYDMC@P[OCMB UYLKPC[ ]P@S[OLNNMOY@

Jblimb Kypj Fmcobo{ !JKF/

O. Uylkpc{ ok`n{ofocm{oln

Mc{ov` Uamydmc`p{ocmb Onjy`ko`n{!s/ !ps` ONN of mn/7

..

J`n`yoc nmd` lf {a` uylkpc{7

......

[ymk` nmd` !of mn/7

Klsmj` flyd7\[mib`{s\Cmuspb`s\Ong`c{mib` \Sypus,lymb bo}poks\L{a`y7S{y`nj{a u`y klsmj` pno{7

..

Ylp{` lf mkdonos{ym{oln7\Lymb\O.D.\O.V.\S.C.\L{a`yUmch sow` mnk k`scyou{oln lf uyodmy umchmjonj dm{`yombs !oncbpkonj cln{mon`y,cblspy` ss{`d mnk

k`{mobs lf dm{`yombs

cldulso{oln/7

..

Umch sow` mnk k`scyou{oln lf s`clnkmy umchmjonj dm{`yombs !oncbpkonj cln{mon`y,cblspy` ss{`d

mnk k`{mobs lf

dm{`yombs cldulso{oln/7

..

Fly umy`n{`ymb uylkpc{s" mbb clduln`n{s zaoca dm i` on cln{mc{ zo{a {a` uylkpc{ cldub zo{a

y`}poy`d`n{s su`cofo`k

i IU" @U"PSU

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