new product launching by honda (principles of marketing)

7/31/2019 New Product Launching by Honda (Principles of Marketing)

1/27

?s V o m k

V^DHLDVCK\ AI EO^GKPDHM

\[NEDPPK@ PA:

EOE( ^OEKKZO KJOZ

\[NEDPPK@ NT:

ENO >h` "ON$

O^\COH OCD N[PP ?66?>=>6%66?

D^POZO OH\O^ ?66?>=>6%66=

OO_DNO JOYK@ ?66?>=>6%6??

E[HKKNO HOZD^ ?66?>=>6%6?=

EKB]D\B HOZ ?66?>=>6%6;6

LAEVOHT HOEK


2/27

>s V o m k

KRKL[PDYK \[EEO^T

Pbk maoc| ai pbd| v~ajklp }dcc nk v~k|khpk` dh pbd| krkl{pdyk |{eeo~t }dpb |{eeo~dzk` vdklk|

ai dhia~eopdah ona{p |vkldidl olpdydpdk| d(k( co{hlbdhm ai hk} v~a`{lp# eo~gkp |p~opkmdk|# cahm

oh` |ba~p pk~e anjklpdyk|# v~dldhm |p~opkmdk| oh` idhohldoc ohoct|d|( ]k oc|a boyk lah`{lpk`

|{~ykt dh pbd| ~kmo~`| ia~ co{hlbdhm o hk} v~a`{lp |vcdp {hdp(

A{~ v{~va|k d| pa v~k|khp pbk |p{`dk| ~kmo~`dhm eo~gkpdhm |p~opkmdk| ai Bah`o }bdck

co{hlbdhm o hk} v~a`{lp( Bah`o d| o Jovohk|k e{cpdhopdahoc la~va~opdah v~deo~dct gha}h o| o

eoh{iolp{~k~ ai o{paeandck| oh` eapa~ltlck|( ]k o~k co{hlbdhm o |vcdp {hdp }dpb

`diik~khpdopk` ikop{~k| ai n{dcp dh o{pa |pondcdzk~( ]k boyk {|k` {h`diik~khpdopk` eo~gkpdhm

|p~opkmt ia~ po~mkp eo~gkp oh` V~a`{lp# eo~gkpdhm# |aldkpoc eo~gkpdhm |p~opkmt ia~ l{|paek~

`~dykh( ]k oc|a an|k~yk` pbk iolpa~| dhic{khldhm pbk co{hlbdhm ai a{~ v~a`{lp( ]k boyk oc|a

laevo~k` a{~ v~a`{lp }dpb a{~ laevkpdpa~|( Ia~ pbk v{~va|k ai |kppdhm v~dlk# }k boyk {|k`

la|p no|k` oh` yoc{k o``k` v~dldhm |p~opkmdk| pb~a{mb }bdlb }k o~k lbo~mdhm va||dnck

edhde{e lbo~mk|(


3/27

66? pa nklaek pbk |klah`%co~mk|p Jovohk|k o{paeandck

eoh{iolp{~k~( O| ai O{m{|p >662# Bahò |{~vo||k` Lb~t|ck~ o| pbk ia{~pb co~mk|p o{paeandck

eoh{iolp{~k~ dh pbk [hdpk` \popk|( Bahò d| pbk |drpb co~mk|p o{paeandck eoh{iolp{~k~ dh pbk

}a~c`(

Bahò }o| pbk id~|p Jovohk|k o{paeandck eoh{iolp{~k~ pa ~kcko|k o `k`dlopk` c{r{~t n~oh`#

Ol{~o# dh ?429(

O|d`k i~ae pbkd~ la~k o{paeandck oh` eapa~ltlck n{|dhk||k|# Bahò oc|a eoh{iolp{~k|

Mo~`kh Kq{dvekhp# Eo~dhk Khmdhk|# Vk~|ahoc ]opk~l~oip Oh` Va}k~ Mkhk~opa~|# oeahm|p apbk~|(

\dhlk ?429# Bahò bo| nkkh dhyacyk` }dpb o~pdidldoc dhpkccdmkhlk!~anapdl| ~k|ko~lb oh`

~kcko|k` pbkd~ O\DEA ~anap dh >666( Pbkt boyk oc|a ykhp{~k` dhpa ok~a|volk }dpb pbk

k|poncd|bekhp ai Khmdhk| dh >660 oh` pbk Bahò BO%0>6 Bahò Jkp# |lbk`{ck` pa nk ~kcko|k`

dh >6??( Bahò |vkh`| ona{p ;+ ai dp| ~kykh{k| dhpa ^)@(

Bd|pa~t ai Bahò

Pbk iopbk~ ai Bahò Laevoht d| \ADLBDÂ BAH@O( I~ae o ta{hm omk# bk bo` o m~kop

dhpk~k|p dh o{paeandck|( Bk }a~gk` o| o eklbohdl op o Jovohk|k p{hdhm |bav# O~p \bagod#

}bk~k bk p{hk` lo~| oh` khpk~k` pbke dh ~olk|( O |kci%po{mbp khmdhkk~# bk copk~ }a~gk` ah o

vd|pah `k|dmh }bdlb bk bavk` pa |kcc pa Patapo(
http://en.wikipedia.org/wiki/Multinational_corporationhttp://en.wikipedia.org/wiki/Internal_combustion_enginehttp://en.wikipedia.org/wiki/Nissan_Motorshttp://en.wikipedia.org/wiki/Chryslerhttp://en.wikipedia.org/wiki/Acurahttp://en.wikipedia.org/wiki/ASIMOhttp://en.wikipedia.org/wiki/Honda_HA-420_HondaJethttp://en.wikipedia.org/wiki/Honda_HA-420_HondaJethttp://en.wikipedia.org/wiki/ASIMOhttp://en.wikipedia.org/wiki/Acurahttp://en.wikipedia.org/wiki/Chryslerhttp://en.wikipedia.org/wiki/Nissan_Motorshttp://en.wikipedia.org/wiki/Internal_combustion_enginehttp://en.wikipedia.org/wiki/Multinational_corporation


4/27

0s V o m k

Pbk id~|p `~oip| ai bd| `k|dmh }k~k ~kjklpk`# oh` \adlbd~a }a~gk` vodh|pogdhmct pa vk~iklp pbk

`k|dmh# kykh madhm nolg pa |lbaac oh` vo}hdhm bd| }dik-| jk}kc~t ia~ laccopk~oc( Kykhp{occt#

bk }ah o lahp~olp }dpb Patapo oh` n{dcp o iolpa~t pa lah|p~{lp vd|pah| ia~ pbke# }bdlb }o|

`k|p~atk` dh oh ko~pbq{ogk(

@{k pa o mo|acdhk |ba~pomk `{~dhm ]A^C@# Bahò }o| {honck pa {|k bd| lo~# oh` bd| haykc

d`ko ai oppolbdhm o |eocc khmdhk pa bd| ndltlck opp~olpk` e{lb l{~da|dpt( Bk pbkh k|poncd|bk`

pbk Bahò Pklbhdloc ^k|ko~lb Dh|pdp{pk dh Boeoeop|{ Jovoh# pa `kykcav oh` v~a`{lk |eocc

>%ltlck eapa~ndgk khmdhk|( Loccdhm {vah ?2#666 ndltlck |bav a}hk~| ol~a|| Jovoh pa pogk

vo~p dh ~kydpocdzdhm o hopdah pa~h ovo~p nt }o~# \adlbd~a ~klkdyk` kha{mb lovdpoc pa khmdhkk~

bd| id~|p eapa~ltlck# pbk Bahò L{n( Pbd| eo~gk` pbk nkmdhhdhm ai Bahò Eapa~ Laevoht#

}bdlb }a{c` m~a} o |ba~p pdek copk~ pa nk pbk }a~c`-| co~mk|p eoh{iolp{~k~ ai eapa~ltlck| nt

?490(

Pbk id~|p v~a`{lpdah o{paeandck i~ae Bahò }o| pbk P


5/27

;s V o m k

Krlbohmk| dh I{g{ago Krlbohmk| dh Cahàh Krlbohmk| dh Vo~d| Oh`

Krlbohmk| dh \}dpzk~coh`(

\OCAMOH AI BAH@O

BAH@O PBK VA]K^ AI @^KOE\

ED\\DAH \POPKEKHP AI BAH@O

]k |kk .Pbk Va}k~ ai @~koe|. o| o }ot ai pbdhgdhm pbop m{d`k| {| oh` v{|bk| {| ia~}o~`(

Pbk |p~khmpb ai a{~ laevoht laek| i~ae pbd| vbdca|avbt( }bdlb d| no|k` ah

pbk yd|daho~t v~dhldvck| ai a{~ ia{h`k~# \adlbd~a Bahò(

]k |kk pbk }a~c` hap o| dp d|# n{p o| dp la{c` nk( ]k |kk pbk }a~c` pb~a{mb pbk ktk| ai

`~koek~|( Nklo{|k }k o~k o laevoht ia{h`k` nt o `~koek~( Oh` }k o~k o laevoht n{dcp ah

`~koe|(

YD\DAH AI BAH@O

Pbk laevoht bo| o||kenct vcohp| o~a{h` pbk mcank( Pbk|k vcohp| o~k calopk` dh Lbdho# pbk

[hdpk` \popk|# Vogd|poh# Lohoò# Khmcoh`# Jovoh# Nkcmd{e# N~ozdc# Hk} Zkocoh`# Dhàhk|do#

Dh`do# Pbodcoh`# P{~gkt oh` Vk~( O| ai J{ct >6?6# 24 vk~lkhp ai Bahò oh` Ol{~o ykbdlck|

|ac` dh pbk [hdpk` \popk| }k~k n{dcp dh Ha~pb Oek~dloh vcohp|# {v i~ae 2>(> vk~lkhp o tko~

ko~cdk~( Pbd| |bdkc`| v~aidp| i~ae pbk tkh| o`yohlk pa o ?;%tko~ bdmb omodh|p pbk àcco~(

VÂ@[LP\ AI BAH@O

O{paeandck| Eapa~ltlck Va}k~ Kq{dvekhp Khmdhk ânap| Od~l~oip

\aco~ Lkcc Ea{hpodh Ndgk|
http://en.wikipedia.org/wiki/Fukuoka,_Fukuokahttp://en.wikipedia.org/wiki/Fukuoka,_Fukuoka


6/27

9s V o m k

Eapa~ \va~p|A[^ NÔH@ OH@ HK] VÂ@[LP

Pbk v~a`{lp }bdlb }k c{hlbk` {h`k~ pbk v~a`{lp edr ai Bahò d| \vcdp [hdp( Bahò d|

Jovohk|k Laevoht boydhm copk|p pklbhacamt oh` pklbhdq{k|( N{p dp àk| hap boyk \vcdp [hdp

{h`k~ dp| V~a`{lp Edr(

]k o~k dhp~a`{ldhm hk} V~a`{lp "\vcdp [hdp ai Bahò Laevoht(

Pbk pk~e Od~ Lah`dpdahk~ "\vcdp [hdp ~kik~| pa oht ia~e ailaacdhm# bkopdhm# ykhpdcopdah#

a~ `d|dhiklpdah pbop ea`didk| pbk lah`dpdah ai od~( Oh od~ lah`dpdahk~ "aipkh ~kik~~k` pa o| OL

a~ od~ lah( d| oh ovvcdohlk# |t|pke# a~ eolbdhk `k|dmhk` pa |pondcdzk pbk od~ pkevk~op{~k oh`

b{ed`dpt }dpbdh oh o~ko "{|k` ia~ laacdhm o| }kcc o| bkopdhm `kvkh`dhm ah pbk od~ v~avk~pdk|

op o mdykh pdek# ptvdlocct {|dhm o ~ki~dmk~opdah n{p |aekpdek| {|dhm kyova~opdah# laeeahct

ia~ laeia~p laacdhm dh n{dc`dhm| oh` eapa~ ykbdlck|( Pbk ikop{~k| ai a{~ v~a`{lp o~k o|

iacca}dhm
http://en.wikipedia.org/wiki/HVAChttp://en.wikipedia.org/wiki/Disinfectionhttp://en.wikipedia.org/wiki/Air_conditionerhttp://en.wikipedia.org/wiki/Major_appliancehttp://en.wikipedia.org/wiki/Systemhttp://en.wikipedia.org/wiki/Machinehttp://en.wikipedia.org/wiki/Evaporative_coolerhttp://en.wikipedia.org/wiki/Evaporative_coolerhttp://en.wikipedia.org/wiki/Machinehttp://en.wikipedia.org/wiki/Systemhttp://en.wikipedia.org/wiki/Major_appliancehttp://en.wikipedia.org/wiki/Air_conditionerhttp://en.wikipedia.org/wiki/Disinfectionhttp://en.wikipedia.org/wiki/HVAC


7/27

=s V o m k

ED\\DAH

]k o~k dh a{~ }ot pa v~ayd`k q{ocdpt v~a`{lp| pa a{~ yoc{k` l{|paek~| }dpb ~k|vklp pa ca}

v~dlk|(

YD\\DAH

Pa nk pbk nk|p q{ocdpt v~a`{lp| v~ayd`dhm laevoht hap ahct dh Vogd|poh n{p oc|a dh pbk }back

}a~c`(

IKOP[^K\

Iacca}dhm o~k pbk ikop{~k| ai od~ lah`dpdahk~(

?( O`yohlk` dhyk~pk~ pklbhacamt>( {cp~o q{dkp avk~opdah


8/27

2s V o m k

??(Kcklp~ahdl lahp~ac }dpb ~keapk@DIIK^KLDOPK@ IKOP[^K:

]k boyk n{dcp%dh o{pa |pondcdzk~ dh a{~ \vcdp [hdp( O| }k occ gha} Vogd|poh d| boydhm

kcklp~dldpt v~ancke|( \a |pondcdzk~ d| yk~t e{lb deva~pohp ia~ oht |vcdp {hdp dh Vogd|poh pa

|oyk dp i~ae bdmb oh` ca} yacpomk v~ancke|( \klah`ct ohapbk~ `diik~khpdopk` ikop{~k ai a{~

|vcdp {hdp d| pbop dp| }d~k| o~k ai lavvk~ pa |oyk pbk lah|{evpdah ai kcklp~dldpt oh` ia~ pbk

`{~ondcdpt oh` ~kcdondcdpt(

ANJKLPDYK\:

Cahm Pk~e Anjklpdyk|:

Pa dhl~ko|k pbk maa` }dcc ai Bahò nt v~ayd`dhm maa` q{ocdpt ai \vcdp [hdp| Pa eogk pbk va|dpdah ai Bahò \vcdp {hdp| dh pbk edh` ai l{|paek~| Pa {|k pbk hk} v~a`{lp "\vcdp [hdp o| o paac pa opp~olp pbk laevkpdpa~| l{|paek~| pa}o~`|

apbk~ krd|pdhm v~a`{lp| ai Bahò

Hk} _{ocdpt V~a`{lp }dcc ckoyk va|dpdyk oh` |acd` kiiklp| ah pbk m~a}pb oh` |pondcdpt aiHopdahoc Klahaet o| dp }dcc nk nkppk~ ia~ vkavck pa n{t ca} v~dlk` caloc v~a`{lp| "krkevpk`

i~ae Por oh` deva~p `{pdk| o| laevo~k` pa deva~pk` v~a`{lp| }bdlb }dcc ~k|{cp dh |oydhm

pbk ia~kdmh krlbohmk

V~ayd`dhm dhhayopdyk oh` bdmbk~ q{ocdpt v~a`{lp| pa olbdkyk papoc l{|paek~ |opd|iolpdah nt{h`k~|poh`dhm pbkd~ ~kq{d~kekhp| oh` ohpdldvopdhm pbkd~ i{p{~k krvklpopdah| a~ hkk`|

Pa eogk hoek dh pbk idkc` ai hk} v~a`{lp \vcdp [hdp\ba~p Pk~e Anjklpdyk|:

Pa ko~h eorde{e v~aidp| pb~a{mb |ock ai `diik~khpdopk` v~a`{lp Pa l~kopk kevcatekhp avva~p{hdpdk| nt k|poncd|bdhm hk} vcohp| ia~ pbk v~a`{lpdah ai |vcdp

{hdp| pb~a{mba{p pbk la{hp~t

Pa v~ayd`k L{|paek~ |opd|iolpdah Pa v~ayd`k q{ocdpt v~a`{lp| Pa v~ayd`k vkavck ~ko|ahonck oh` oiia~ònck ~ohmk ai v~dlk o| laevo~k` pa laevkpdpa~|

v~a`{lp v~dlk


9/27

4s V o m k

Pa |oyk pbk kcklp~dl lah|{evpdah nt {|dhm copk|p pklbhacamt cdgk: lavvk~ }d~k|# |pondcdzk~ Pa dhl~ko|k |ock| yac{ek

PO^MKP EO^GKP:

Lah|{ek~Lah|{ek~ eo~gkp| lah|d|p ai dh`dyd`{oc| oh` ba{|kbac`| pbop n{t maa`| oh` |k~ydlk| ia~

vk~|ahoc lah|{evpdah(

Dhpk~hopdahoc Lah|{ek~Dhpk~hopdahoc eo~gkp lah|d|p| ai pbk|k n{tk~| dh apbk~ la{hp~dk| dhlc{`dhm lah|{ek~|#

v~a`{lk~|# ~k|kcck~|# oh` mayk~hekhp|(

^k|kcck~^k|kcck~ eo~gkp| o~k pba|k eo~gkp| }bdlb n{t| maa`| oh` |k~ydlk| pa ~k|kcc op o v~aidp(

Mkam~ovbdl|a Eoja~ ldpdk| ai Vogd|poh k|vkldocct Coba~k# D|coeono` oh` Go~olbd dh |po~p( @keam~ovbdl|a Ba{|kbac`|# A~mohdzopdah| kpl( Dhlaek Ckykca [vvk~ Lco|| oh` ed``ck }dcc nk a{~ po~mkp eo~gkp(a Dp loh nk {v pa edh ^|(06#666

VÂ@[LP VA\PDAHDHM:

V~a`{lp va|dpdahdhm d| ba} ta{~ v~a`{lp idp| dhpa pbk eo~gkp( V~a`{lp va|dpdahdhm d| }bop

laek| pa edh` }bkh ta{~ po~mkp eo~gkp pbdhg| ona{p ta{~ v~a`{lp laevo~k` pa ta{~

laevkpdpa~| v~a`{lp

K`mk:

Bahò d| ahk ai pbk eoja~ laevohdk| boydhm yk~t maa` ~kv{popdah dh pbk }a~c` ai Kcklp~ahdl

V~a`{lp|( Vkavck v~kik~ Bahò v~a`{lp| `{k pa `{~ondcdpt oh` ~kcdondcdpt( \a a{~ hk} v~a`{lp

}dcc oc|a nk v~kik~~k` nt vkavck `{k pa maa` }dcc ai Bahò(


10/27

?6s V o m k

O``dpdahoc Yoc{k| pa Va|dpdah A{~ V~a`{lp:

Pbk o``dpdahoc yoc{k| pbop khbohlk pbk v~a`{lp va|dpdahdhm o~k:

a N{dcp%dh O{pa \pondcdzk~a [|k ai Lavvk~ ]d~k| pa |oyk pbk lah|{evpdah ai kcklp~dldpt

Pb~a{mb pbk|k o``dpdahoc oh` `diik~khpdopk` ikop{~k| }k krvklp pa l~kopk lcko~ oh` `d|pdhlp

deomk ai a{~ v~a`{lp dh l{|paek~| edh`(

EO^GKPDHM KHYDÂHEKHP

Pbk olpa~| oh` ia~lk| a{p|d`k eo~gkpdhm pbop kiiklp eo~gkpdhm eohomkekhp| ondcdpt pa n{dc`

oh` eodhpodh |{llk||i{c ~kcopdah|bdv }dpb po~mkp l{|paek~|(

Pbk~k o~k p}a ptvk| ai eo~gkpdhm khyd~ahekhp

Edl~akhyd~ahekhp

Eol~a khyd~ahekhp

EDLÂ%KHYDÂHEKHP

Laevoht:A{~ eo~gkpdhm vcoh }dcc nk oiiklpk` nt pbk apbk~ laevoht m~a{v| }dpbdh pbk a~mohdzopdah|

cdgk: Pav eohomkekhp# Idhohlk# ^k|ko~lb ) @kykcavekhp# v{~lbo|dhm# avk~opdah| oh`

olla{hpdhm( Occ pbk|k dhpk~ ~kcopk` m~a{v| i~ae pbk dhpk~hoc khyd~ahekhp ai pbk laevoht(

\{vvcdk~:\{vvcdk~| ia~e oh deva~pohp cdhg dh pbk laevoht| ayk~occ l{|paek~ yoc{k `kcdyk~t |t|pke(

Pbkt v~ayd`k pbk ~k|a{~lk| hkk`k` nt pbk laevoht pa v~a`{lk dp| maa`| oh` |k~ydlk|( ^d|dhm

|{vvct la|p eot ia~lk v~dlk dhl~ko|k| pbop loh bo~e pbk laevoht| |ock| yac{ek(

Laevkpdpa~|:Pbk eo~gkpdhm lahlkvp |popk| pbop pa nk |{llk||i{c# o laevoht e{|p v~ayd`k m~kopk~ l{|paek~

yoc{k oh` |opd|iolpdah pboh dp| laevkpdpa~| à( Ha |dhmck laevkpdpa~ eo~gkpdhm |p~opkmt d| nk|p

ia~ occ laevohdk|( Kolb id~e| lah|d`k~| dp| a}h |dzk oh` dh`{|p~t va|dpdah laevo~k| pa pba|k

ai dp| laevkpdpa~|(


11/27

??s V o m k

L{|paek~|:L{|paek~| o~k pbk gkt pa |{llk|| ai oht n{|dhk||( Ha l{|paek~| ekoh# Ha |ock|( Pbkt vcot

yk~t deva~pohp ~ack dh eogdhm oh` `k|p~atdhm oht laevoht( Laevoht hkk`| pa {h`k~|poh`

nkboyda~ ai ; ptvk| ai l{|paek~|(

a Lah|{ek~a ^k|kcck~a N{|dhk||a Mayk~hekhpa Dhpk~hopdahoc Eo~gkpdhm Dhpk~ek`do~dk|

Eo~gkpdhm dhpk~ek`do~dk| bkcv| pbk laevoht pa v~aeapk# |kcc# oh` `d|p~dn{pk dp| v~a`{lp pa

idhoc n{tk~( Pbkt dhlc{`k ~k|kcck~# vbt|dloc `d|p~dn{pdah id~e|# eo~gkpdhm |k~ydlk omkhldk| oh`

idhohldoc dhpk~ek`do~dk|(

EOLÂ%KHYDÂHEKHP

Klahaedl Khyd~ahekhpPbk klahaedl khyd~ahekhp lah|d|p| ai iolpa~| oiiklp lah|{ek~ v{~lbo|dhm va}k~ oh`

|vkh`dhm voppk~h|( Hopdah yo~dk| m~kopct dh ckykc| oh` `d|p~dn{pdah ai dhlaek( Eo~gkp| ~kq{d~k

n{tdhm va}k~| o| }kcc o| vkavck(

Pklbhacamdloc Khyd~ahekhpPklbhacamdloc khyd~ahekhp d| vk~bov| pbk ea|p `~oeopdl ia~lk ha} |bovdhm a{~ `k|pdht (Pbk

pklbhacamdloc khyd~ahekhp lbohmk| ~ovd`ct(

V^DLDHM \PÔPMKT

]k }dcc {|k la|p no|k` v~dldhm |p~opkmt ia~ c{hlbdhm a{~ hk} n~oh`( ]k }dcc lbo~mk ahct

edha~ vo~p ai v~aidp i~ae a{~ l{|paek~|( ]k loh oc|a {|k ohapbk~ v~dldhm |p~opkmt }bdlb d|

yoc{k no|k` v~dldhm |p~opkmt nklo{|k }o| o``k` krp~o ikop{~k| o| laevo~k` pa a{~

laevkpdpa~|( Bahò d| }kcc ~kv{pk` laevoht boydhm bdmb maa` }dcc oh` l{|paek~ }dcc

vk~lkdyk dp| v~dlk pa nk yk~t bdmb n{p nt {|dhm la|p no|k` v~dldhm |p~opkmt oh` pogdhm edha~

v~aidp| ayk~ la|p# }k }dcc opp~olp l{|paek~| oh` }k }dcc dhl~ko|k a{~ eo~gkp |bo~k(


12/27

?>s V o m k

EO^GKPDHM \PÔPMDK\

]bkh }k o~k dhp~a`{ldhm hk} v~a`{lp ai pbk krd|pdhm laevoht pbkh }k o~k madhm ia~ V~a`{lp

@kykcavekhp(

V~a`{lp @kykcavekhp d| o |p~opkmt ia~ laevoht m~a}pb nt aiik~dhm ea`didk` hk} v~a`{lp

pa l{~~khp eo~gkp |kmekhp|(

L[\PAEK^ @^DYKH \PÔPMDK\

?( Eo~gkpPbk eo~gkpdhm eohomkekhp vbdca|avbt pbop bac`| pbop olbdkydhm a~mohdzopdahoc maoc|

`kvkh`| ah gha}dhm pbk hkk`| oh` }ohp| ai po~mkp eo~gkp| oh` `kcdyk~dhm pbk `k|d~k`

|opd|iolpdah| nkppk~ pboh laevkpdpa~| à(

>( V~a`{lpPbk d`ko pbop lah|{ek~ }dcc ioya~ v~a`{lp| pbop aiik~ pbk ea|p dh q{ocdpt# vk~ia~eohlk# oh`

ikop{~k| oh` pbop pbk a~mohdzopdah |ba{c` pbk~kia~k `kyapk dp| khk~mt pa eogdhm lahpdh{a{|

v~a`{lp dev~aykekhp(


13/27

?


14/27

?0s V o m k

^apo~t ikop{~k Pdek~ khk~mt |oydhm Pkevk~op{~k lahp~ac |ckkv ea`k\OE\[HM

Ea`kc| V~dlk|

\%V[^D\PO O\

?>;NML"?(6 Pah;

\PO^

^|(


15/27

?;s V o m k

\kccdhm lahlkvpBODK^

Ia{h`k` dh ?444# Bodk~ bo| q{dlgct ~d|kh pa nklaek o ba{|kbac` hoek dh Oek~dlo( Dp bo|

`kykcavk` dhpa ahk ai pbk la{hp~t| cko`dhm eoh{iolp{~k~| ai eoht q{ocdpt baek laeia~p

v~a`{lp| oh` àek|pdl ovvcdohlk|(

Pbk laevoht| ode d| pa nklaek pbk hopdah| cko`k~ dh pklbhacamdlocct o`yohlk` baek

laeia~p ovvcdohlk| oh` pa |{~vo|| pbkd~ l{|paek~| `keoh`| dh napb pbk v~a`{lp| pbkt `kcdyk~

oh` pbk |k~ydlk| pbkt v~ayd`k(

Bodk~ d| oh ovvcdohlk dh`{|p~t pbop bo| k|poncd|bk` o }d`k oh` |{llk||i{c ~kpodc oh` |k~ydlkhkp}a~g ol~a|| pbk [hdpk` \popk| oh` lah|pohpct |kkg| pa nk op pbk l{ppdhm k`mk ai

pklbhacamdloc o`yohlk|# nt v~ayd`dhm q{ocdpt v~a`{lp|# dhhayopdyk pklbhacamt oh` kckmohp

`k|dmh| pa khbohlk ta{~ laeia~p oh` lahykhdkhlk ai ta{~ a}h baek(

Ikop{~k|

Od~ ica} Occ pav od~ ica} O{pa%kyova~opdah i{hlpdah @kb{ed`didlopdah ea`k Kcklp~a|popdl od~ idcpk~ Ko|t%ollk|| }o|bonck idcpk~ Kcklp~ahdl lahp~ac }dpb ~keapk \oikpt va}k~ la`k ]dhà} krbo{|p gdp

EO^GKP \PÔPKMDK\ AI BODK^

Bodk~ {|k:

Ea`kc| V~dlk|

Lo~~dk~ ?(6 Pah \vcdp OL

Lo~~dk~%K|p~kcco "?(6P

^|(


16/27

?9s V o m k

o~~dk~ ?(; Pah \vcdp OL

Lo~~dk~%K|p~kcco "?(;P

^|( (6 Pah \vcdp OL

Lo~~dk~%K|p~kcco ">(6P

^|( 06#;66

CM

Pbk CM Laevoht# }dpb pbkd~ |devck n{p ~kicklpdyk `klco~opdyk |popkekhp n{dcp dhpa pbkd~ hoek#

}o| nkm{h dh ?4;2 o| Mac` |po~( Nt ?4=2 pbk laevoht bo` k|poncd|bk` dp|kci o| o $?66

edccdah `acco~ krva~pk~ pa pbk [\ oh` pbop |oek tko~ pbkt k|poncd|bk` o |ock| |{n|d`do~t dh pbk

[\( Pbk laevoht bo| nkkh eoh{iolp{~dhm od~ lah`dpdahk~| |dhlk ?492 lah|d|pkhpct v~a`{ldhmo bdmb q{ocdpt v~a`{lp pbop bo| nkkh aipkh bk~oc`k` o| ahk ai pbk nk|p( Pbk CM n~oh` ~keodh|

o bdmbct |a{mbp oipk~ n~oh` tko~ oipk~ tko~(

Ikop{~k|

Hka vco|eo Khk~mt |oydhm Ca} had|k Avpdedzk` od~ ica} O{pba~dzk` dh|poccopdah

Ea`kc| V~dlk|

CM C\O


17/27

?=s V o m k

EO^GKP \P^OPKMDK\ AI CM

CM {|k:

V~a`{lp Lahlkvp \kccdhm lahlkvp


18/27

?2s V o m k

B^ VCOH

LKA

BA@ aiV~a`{lpdah

BA@ aiPklbhdloc

@k o~pekhp

BA@ aiV~a`{lpdah@k o~pekhp

BA@ aiIdhohlk

@kvo~pekhp

BA@ ai@kvo~pekhp

BA@ ai^k|ko~lb )

@kykca ekhp

O`yk~pd|dhmEohomk~

\kccdhmEohomk~

Olla{hp|Eohomk~

^kykh{kEohomk~

IdhohlkEohomk~

Khmdhkk~dhmEohomk~

O`edhEohomk~

\poiidhmEohomk~

P~odhdhm )@kykcavekhp


19/27

?4s V o m k

DHLKHPDYK CKYKC

Va|p \oco~t

LKA ^|(>66# 666^|(6??

\ock| 6# 66#666

La|p ai Maa`| \ac`

@d~klp Eopk~doc % "Avkhdhm 6

'V{~lbo|k| =


20/27

>6s V o m k

' Ovvcdk` Iolpa~t Ayk~bko` ??;6666

'Dh`d~klp Cona~ La|p ;==;66

' Dh`d~klp Eopk~doc [|k` 00;#666

Papoc Eoh{iolp{~dhm La|p ?>;66

' ]DV % "Avkhdhm 6

La|p ai maa`| pa nk eoh{iolp{~k ?>;66

% ]DV % "Lca|dhm 066#666

La|p Ai Maa`| Eoh{iolp{~k` ?>;66

' Idhd|bk` Maa`| % "Avkhdhm 6

La|p Ai Maa`| Oyodconck Ia~ \ock ?>;66

% Idhd|bk` Maa`| % "Lca|dhm 066#666

La|p Ai Maa`| \ac` ?>=>>;66

M~a|| V~aidp ?# 4># ==#;66

Avk~opdhm Krvkh|k|

\kccdhm Krvkh|k >946#666

V~avk~pt Pork| 46#666

@kv~kldopdah ah iolpa~t n{dc`dhm ?>;#666

Dhlaek por krvkh|k| >;#666

@kv~kldopdah ah iolpa~t kq{dvekhp 96#666

Dh|{~ohlk ai iolpa~t oh` kq{dvekhp 06#666

Iolpa~t {pdcdpdk| =6#666

Papoc Krvkh|k|


21/27

>?s V o m k

V^AVK^PT ) K_[DVEKHP:

Coh` oh` N{dc`dhm >;# 66#666

Idrp{~k| ) Kq{dvekhp >9# >;666

Ykbdlck| ;66 oh`

vk~ {hdp la|p ai |vcdp {hdp d|


22/27

>>s V o m k

OHOCT\D\

_? @A TA[ BOYK \VCDP [HDP "OD^ LAH@DPDAHK^ OP TA[^ BAEK(

O TK\ N HA

IA^ TK\ ]KDMBP D\ ? OH@ IA^ HA PBK^K D\ >

_> @A TA[ [\K BAH@O V^A@[LP\(

O TK\ N HA

_


23/27

>


24/27

>0s V o m k

_2 BAH@O \VCDP [HDP\ LOH NK [\K@ O\ O PAAC PA OP^ÔLP PBK

LAEVKPDPA^\\ L[\PAEK^\(

_4 BAH@O O\ O^KV[PK@ LAEVOHT LOH LBO^MK ^\ 06#666 IA^ DP\ \VCDP[HDP( DP\ O ^KO\AHONCK V^DLK O\ LAEVO^K PA LAEVKPDPA^\(

_?6$ OIPK^ \OCK \K^YDLK\ OPPÔLP\ TA[ IA^ N[TDHM OHT LAEVOHT\

VÂ@[LP\(

>

9

>

6 6

\PÂHMCT OM^KK

OM^KK

HK[PÔC

@D\OM^KK

>

>

\PÂHMCT OM^KK

OM^KK

HK[PÔC

@D\OM^KK


25/27

>;s V o m k

LAHLC[\DAH AI OHOCT\D\

]k boyk lah`{lpk` oh krvca~opa~t ~k|ko~lb pb~a{mb o |{~ykt ah co{hlbdhm o |vcdp {hdp ai

Bah`o Laevoht# oipk~ eogdhm ohoct|d| }k boyk lahlc{`k` pbop pbk |vcdp {hdp ai Bah`o }dccnk v~kik~~k` dh eo~gkp( ^k|vah`khp| moyk {| va|dpdyk ~k|vah|k ~kmo~`dhm pbk co{hlbdhm ai

|vcdp {hdp( Pbk v~dlk }k boyk `kld`k` d| oc|a laevkpdpdyk oh` ollkvponck nt ~k|vah`khp|( Dp d|

oc|a ekkpdhm pbk hkk`| ai l{|paek~|(


26/27

>9s V o m k

OVVKH@DR

_[K\PDAHHOD^K AH CO[HLBDHM O HK] VÂ@[LP "\vcdp {hdp$

]k o~k pbk |p{`khp| aiENO >h` |kek|pk~ op [AM o~k madhm pa lah`{lp o ~k|ko~lb ah pbk

Co{hlbdhm ai Bahò \vcdp [hdp# oh` }k boyk pa laccklp |aek òpo ona{p pbop pavdl oh` ia~

pbd| v{~va|k }k hkk` ta{~ |{vva~p( Occ òpo }dcc nk gkvp lahid`khpdocct(

HOEK: QQQQQQQQQQQQQQQQQQ MKH@K^: "Eock ! Ikeock

ALL[VOPDAH: QQQQQQQQQQQQQQQQQQQQ

OMK: "?2 % >; ! ">9%


27/27

` @d|om~kk k \p~ahmct `d|om~kk

9( ]dcc ta{ v~kik~ Bahò \vcdp {hdp# di dp co{hlb }dpb hk} ikop{~k|1l Tk|` Ha

=( Ah }bop no|d| ta{ }dcc v~kik~ Bahò |vcdp {hdp|1o Bahò Maa`}dccn Bahò ^kcdonck v~a`{lp|l ^k|ock eo~gkp yoc{k` Hk} ikop{~k|

2( Bahò \vcdp {hdp| loh nk {|k` o| o paac pa opp~olp laevkpdpa~| l{|paek~|(o \p~ahmct om~kk n Om~kk l Hk{p~oc


4( Bahò o| o ~kv{pk` laevoht loh lbo~mk ^|( 06#666 ia~ dp| |vcdp {hdp( Dp| o ~ko|ahonck

v~dlk o| laevo~k pa laevkpdpa~|(

o \p~ahmct om~kk n Om~kk l Hk{p~oc


?6( Oipk~ \ock| \k~ydlk| opp~olp| ta{ ia~ n{tdhm oht laevohdk| v~a`{lp|(

o \p~ahmct om~kk n Om~kk l Hk{p~oc


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