Marketing - Lectia 5 - Strategia de Pret

download Marketing - Lectia 5 - Strategia de Pret

of 6

Transcript of Marketing - Lectia 5 - Strategia de Pret

  • 7/30/2019 Marketing - Lectia 5 - Strategia de Pret

    1/6

    GDSLF]@KA Ifj}`d 6

    Z]SD]FA@D MF USF]

    Usfvi dsf zfgk`b`jd ` m`bfs }f ufk}sv jnkzvgd}ns ` rk}ns+ Ufk}sv jnkzvgd}ns usfvi

    sfusf`k} jnz}vi ufk}sv djh```nkdsfd vkv` cvk zdv zfsr`j`v) `ds ufk}sv rk}ns sfusf`k}rfk`}vi) zvszd us`gds ufk}sv usnb`}vs`+ ]n}nmd}) us`k usf} zvk} dinjd}f sfzvszfif k}s'nfjnkng`f mf u`d i`cfsd+

    Usfvi fz}f rdindsfd ufsjfuv} ufk}sv vk usnmvz zdv zfsr`j`v+ k}s'vk z}vm`v fxfjv}d} uf 3555 mfjnkzvgd}ns`) 2=& dv zuvz j vk usf sfnkdc`i fz}f jfi gd` `guns}dk} bdj}ns bd mf jdsf `dvmfj``d mf jvgusdsf+ Vk usf sfnkdc`i kzfdgk k sfdi`}d}f n rdindsf sfnkdc`i idgngfk}vi }sdkdj`f`+ Usfvi ui}`} mf jnkzvgd}ns fz}f cdd} uf zd}`zbdj`d uf jdsf djfz}d d}fdu}z'n us`gfdzj mf id usnmvz ` kv kfdusd} uf jfd uf jdsf k sfdi`}d}f n us`gf}f+

    Usnmvjd}ns`` jdsf zd}`zbdj avz}vs`if jnkzvgd}ns`ins zvk} sdzuid}`}` us`k rdkds`) gfzdovi us`g`} mfid jnkzvgd}ns` `k djfz} jd b``km }sdmvz us`k usnmvjf `k jnk}`kvdsf ufk}sv jd zvk}fg gvi}vg`}`

    z` gd` jvgudsdg+ @k djfz} jd) usnmvjd}nsvi rd v}`i`d rfk`}vs`if sfjfu}`nkd}f zd jvgufsfsfzvszfif kfjfzdsf (usnmvzf z` zfsr`j`` ufk}sv d sfivd usnmvj}`d+ B`sgfif jdsf kv sfdi`fddrdkds` kv un} jnkjvsd ufk}sv djfz}f sfzvszf) z` b`f zf ns`fk}fdd id di}f usnmvzf) b`f bdi`gfk}fdd+Usf}vi fz}f mfj`) vk dinjd}ns mf sfzvszf+

    Ufk}sv rdkd}ns) usf}vi fz}f jhf`d sfdi`ds`` rfk`}vs`ins us`k gvi}`ui`jdsfd djfz}v`d jv jdk}`}d}`ifrdkmv}f+ M`k rfk`}vs` zvk} uid} }f }nd}f dj}`r`}d}`if mfzbdzvsd}f mf b`sgd ' usnmvj}`f)dmg`k`z}sd}`rf) m`z}s`cv}`f) gdslf}`ka z` }nd}f jfifidi}f+ Jf sdgdkf fz}f usnb`}+ sfusf`k}d zvszd

    ufk}sv usnb`}vs`+ Gdkdafs`` `kjfdsjd zd b`xff vk usf} jdsf zd jnkmvjd usnb`}vi mns`}+ Mdjdjnkzvgd}ns`` ufsjfu jd usf}vi fz}f b`xd} usfd gdsf) dm`jd rdindsfd ufsjfuv}d mf djfz}`d fz}f gd`g`jd mfjd} jnz}vi ufk}sv djh``}`nkdsf) rdkds`if rns b` u`fsmv}f+ Djfdz}d `kzfdgkd jd zf u`fsm

    rfk`}vs`if+ Mdjd `k zjh`gc) jnkzvgd}ns`` ufsjfu vk usf} usfd g`j) dm`jd rdindsfd ufsjfuv}d fz}fgd` gdsf mfjd} jnz}vi ufk}sv djh``}`nkdsf) d}vkj` zf u`fsm rfk`}vs`if jdsf ds b` uv}v} b` jdz}`ad}fjv vk usf} gd` gdsf+ @kjfsjdsfd mf d b`xd usf}vi jnsfj} fz}f jfd gd` `guns}dk}d zdsj`kd dgdkdafsviv` mf gdslf}`ka+

    Z}sd}fa`d mf usf) fz}f jdmsvi mf cd uf }fsgfk ivka jdsf z}dc`if}f usfvi `k``di ufk}sv vkusnmvz ` m`sfj`d jdsf zf `k}fk`ndkf ufk}sv zjh`gcs`if mf usf mf'divkavi j`jiviv` mf r`d diusnmvzviv`+

    NC@FJ]@RFIF Z]SD]FA@F@ MF USF]VS@

    Nc`fj}`rfif mf usf} un} b` m`r`d}f `k }sf` jd}fans``? nc`fj}`rf ns`fk}d}f uf usnb`}) nc`fj}`rfns`fk}d}f uf rdkds` z` nc`fj}`rf ns`fk}d}f uf z}d}v'tvn+

    4+ Nc`fj}`rf mf usnb`}

    Nc`fj} rfif ns`fk}d}f uf usnb`} un} vsgds` gdx`g`zdsfd usnb }viv ) nc}`kfsfd mf usnb`}vs`d}`bdjd}ndsf z` nc}`kfsfd vkf` sd}f mf sfk}dc`i`}d}f mns`}f+

    d Gdx`g`zdsfd usnb`}viv``kzfdgkd b`xdsfd usf}vs`ins dz}bfi `kjd} rfk`}vs`if }n}dif zd b`f jd}gd` gds` jv uv}`k}d bd}d mf jnz}vs`if }n}dif+ Djfdz}d zf `k}dguid jdkm rfk`}vs`ifgdsa`kdif zvk} fadif jv jn}vs if gdsa`kdif+ Rfk`}vs`if gdsa`kdif (RG sfusf`k}d

    rdindsfd zvui`gfk}dsd dznj`d}d rdkds`` vkf` vk`}d}` dm`}`nkdif mf usnmvz) `ds jnz}vigdsa`kdi (JG fz}f zjh`gcdsfd `ksfa`z}sd}d `k jnz}vs`if }n}dif dznj`d}d usnmvjfs`` djfz}f`vk`}d}` mf usnmvz+

    4

  • 7/30/2019 Marketing - Lectia 5 - Strategia de Pret

    2/6

    Gdx`g`dsfd usnb`}viv` fz}f nc}`kv}d vkmf RG 7 JG+ D}d}d rsfgf jd} rfk`}vi vi}`gf`vk`}d}` usnmvzf z` rdkmv}f fz}f gd` gdsf mfjd} jnz}vi djfz}f`d) b`sgd }sfcv`f zd jnk}`kvf

    usnmvj}`d+

    Mf fxfguiv?

    Jdk}`}d}f RG JG Usnb`} }n}di

    5 ' ' '

    4 4=5 05 65

    3 4:5 85 455

    : 456 15 4:6

    = 06 25 415

    6 86 15 486

    2/ 85 85 486

    1 16 05 415

    8 25 445 435

    0 65 4:5 =5

    45 =5 465 (15/ Gdx`gvi usnb`}viv`

    3

    Jdk}`}d}f Md}f sfbfs }ndsf id jnz}vi }n}di Md}f sfbfs`}ndsf id jnz}vi vk`}ds

    Jnz} b`x

    }n}di(JB])

    Jnz}

    rdsdc i

    }n}di

    (JR])

    Jnz} }n}di

    (J])

    Jnz} b`x

    vk }ds

    (JBV)

    Jnz}

    rdsdc i

    vk }ds

    (JRV)

    Jnz} }n}di

    vk }ds

    (J]V)

    Jnz}

    gdsa`kdi

    (JG)

    5 455 5 455 5+55 5+55 5+55 54 455 05 405 455+55 05+55 405+55 05

    3 455 415 315 65+55 86+55 4:6+55 85

    : 455 3=5 :=5 ::+:: 85+55 44:+:: 15

    = 455 :55 =55 36+55 16+55 455+55 25

    6 455 :15 =15 35+55 1=+55 0=+55 15

    2 455 =65 665 42+21 16+55 04+21 85

    1 455 6=5 2=5 4=+30 11+4= 04+=: 05

    8 455 265 165 43+65 84+36 0:+16 445

    0 455 185 885 44+44 82+21 01+18 4:5

    45 455 0:5 45:5 45+55 0:+55 45:+55 465

    Jvscfif mf jnz}

    5+5535+55

    =5+55

    25+55

    85+55

    455+55

    435+55

    4=5+55

    425+55

    485+55

    355+55

    4 3 : = 6 2 1 8 0 45

    Jdk}`}d}f

    Rdins`

    JBV

    JRV

    J]V

    JG

  • 7/30/2019 Marketing - Lectia 5 - Strategia de Pret

    3/6

    c Usnb`}vs` zd}`zbdjd}ndsf zvk} k`rfivs` mf usnb`}`k jnkjnsmdk}d jv k`rfivi mf s`zj jv jdsfzf jnkbsvk}d b`sgd+ @k}s'n sdgvsd `kmvz}sd`id jv s`zj gdsf) vk usnb`} zd}`zbdjd}ns und}f b`mf :6&+ @k}s'n sdgvsd jv s`zj g`j) und}f b` 1&+

    j Sd}d mf sfk}dc`i`}d}f mns`}d fz}f vk nc`fj}`r mf usnb`} jf vsgdsfz}f) mf fxfguiv) sd}d mfsfk}dc`i`}d}f d jdu`}divs`ins+ Djfdz}d zf nc}`kf us`k `guds}`sfd usnb`}viv` kf} id rdindsfd

    jdu`}diviv`+ Mf fxfguiv) mdjd `k dkvi 35xx n b`sgd d drv} vk jdu`}di mf =)6 g`i`ndkf z` nsd}d d sfk}dc`i`}d}`` fz}`gd}d mf 45&) sfdi`dkm vk usnb`} kf} mf 665+555) sd}d sfk}dc`i`}d}``jdu`}divs`ins d bnz} mf?

    3)43=+655+555

    665+555SS 77 &

    Zf und}f nczfsrd jd sd}d usnb`}dc`i`}d}`` sfdi`d}d mf b`sgd d mfudz`} }`k}d mf 45&) jffd jf`km`jd jd b`sgd `k dkvi dkdi`d} d drv} n frniv}`f usnzufsd+ Jngudsdsfd usnjfk}viv` mf43)3 & sfdi`d} jv gfm`d m`k sdgvsd ds nbfs` n `gda`kf gvi} gd` fxdj}d+Gdkdafsvi mf gdslf}`ka und}f v}`i`d vk dz}bfi mf z}dkmdsm di sd}f` sfk}dc`i`}d}`` ufk}sv d

    fz}`gd mdjd vk dkvg`} usf} z` g`x mf gdslf}`ka zvk} bfdc`if+ Ns`jvg) gdkdafsvi }sfcv`fzd frdivff z` s`zjvi vkf` dkvg`}f z}sd}fa`` jh`ds mdjd sfk}dc`i }d}fd dsf n gds`gfdjjfu}dc`id+

    3+ Nc`fj} rf ifad}f mf rdkds`

    Usf}vi ns`fk}d} uf rdkds` zf cdfdd b`f uf jn}d mf u`d}d b`f uf gdx`g`zdsfd rdkzds`ins+

    d Usf}vi ns`fk}d} uf jn}d mf u`d}d fz}f nc`fj}`rvi mf usf} us`k jdsf n b`sgd mnsfz}f zdgfk}`kd zdv zd jsfdzjd jn}d zd mf u`d}d+ Jn}d mf u`d d vkf` b`sgf zf mfb`kf}f jd b``kmsduns}vi fxus`gd} usnjfk}vdi m`k}sf rks`if sfdi`d}f mf b`sgd sfzufj}`r ` rks`if

    }n}dif m`k mngfk`vi mf dj}`r`}d}f+ Fz}f bnds}f `guns}dk} zd b`f jids`b`jd} mdjd jn}d mf u`d}dzf fxus`gd `k vk`}d}` rdins`jf zdv `k vk`}d}` mf usnmvz) zfgk`b`jd``if b``km m`bfs`}f+ Mffxfguiv) zf jnkz mfsd ud}sv b`sgf jdsf jnkjvsfdd `k}s'n sdgvsd jv rdkds` }n}dif mf 3g`i`ndkf mf vk`}d}` mf usnmvz z` rfk`}vs` }n}dif mf = g`i`ndkf+

    B`sgd Vk`}d}`rdkmv}f

    Usf}vi vk`}ds Rfk`}vs`}n}dif

    Jn}d mf u`d}d`k vk`}d}`

    b``jf

    Jn}d mf u`d}d`k vk`}d}`

    rdins`jf

    D 4+555+555 4)55 4+555+555 65& 36&

    C 355+555 =)55 855+555 45& 35&

    J 655+555 3)55 4+555+555 36& 36&

    M :55+555 =)55 4+355+555 46& :5&

    ]n}di 3+555+555 =+555+555

    Zf und}f nczfsrd jd b`sgd D dsf jfd gd` gdsf jn}d mf u`d}d (65& fxus`gd}d `k vk`}d}`b``jf) mds dsf kvgd` 36& jn}d mf u`d}d fxus`gd}d rdins`j+ Zusf mf nzfc`sf mf djfdz}d)b`sgd M dsf kvgd` 46& jn}d mf u`d}d fxus`gd}d `k vk`}d}` b``jf) mds jfd gd` gdsf jn}d mf

    u`d}d fxus`gd}d rdins`j (:5&+ Mf nc`jf`) jn}d mf u`d}d zf fxus`gd rdins`j z` kv `k vk`}d}`b``jf+

    :

  • 7/30/2019 Marketing - Lectia 5 - Strategia de Pret

    4/6

    c Gdx`g`dsfd rdkds`ins fz}f nc`fj}`rvi mf usf} us`k jdsf zf vsgdsfz}f gdx`g`dsfd drdkds`ins `aknsdkm usnb`}vi) jnkjvsfk}d z` gfm`vi mf gdslf}`ka d}d}d }`gu jd} rdkds`ifjsfzj+ Zf cdfdd uf mfj``d jnkbnsg jdsf`d sduns}vi usf}.jdk}`}d}f afkfsfdd jfi gd`gdsf rfk`}+ Djfz}d kv }sfcv`f zd b`f k`j`nmd}d vk nc`fj}`r uf }fsgfk ivka mfndsfjfgdx`g`dsfd rfk`}vs`ins und}f `kzfgkd vk usnb`} g`j zdv bdsd usnb`}+ Mf nc`jf` zfv}`i`fdd ufk}sv rdkdsfd z}njvs`ins `k fxjfz z` zjdudsfd mf gnmfifif rfjh` `kd`k}f mf

    `k}snmvjfsfd vknsd kn`+

    :+ Nc`fj}`rfif z}d}v'tvn

    Usf}vi cdd} uf z}d}v'tvn fz}f usf}vi us`k jdsf zf gfk}`kf usf}vi fx`z}fk} zdv zf di`k`dd id usf}vijnkjvsfk}f`+ Djfdz}d jd}fans`f kfjfz`}d uv}`kd uidk`b`jdsf z` fz}f `k fzfk}d n uni`}`jd udz`rd+

    FIFGFK]F MF BVKMDGFK]DSF D USF]VIV@

    Us`k}sf jfif gd` `guns}dk}f fifgfk}f mf bvkmdgfk}dsf d usf}viv` zvk} jfsfsfd z` nbfs}d) mfmfuds}f fifgfk}f jhf`f+

    4+ Jfsfsfd z` nbfs}d

    Jdkm zf z}dc`ifz}f vk usf} ufk}sv vk usnmvz) n b`sgd }sfcv`f zd mf}fsg`kf jfsfsfd z` nbfs}d ufk}svusnmvzvi sfzufj}`r+

    Jfsfsfd vkv` usnmvz fz}f jdk}`}d}fd m`k djfi usnmvz jdsf zf rd r`kmf uf u`d}d id vk dkvg`} usf}+ @kafkfsdi) gd` gvi}d jdk}`}d}fd jfsv}d jnkmvjf id jsfz}fsfd usf}vs`ins+

    Vk sni `guns}dk} `k jdmsvi djfz}v` fifgfk} mf bvkmdgfk}dsf `i ondjd fid}`j`}d}fd jfsfs`` (d zfrfmfd jnkjfu}vi+

    Fidz}`j`}d}fd fz}f `kbivfk}d}d mf m`unk`c`i`}d}fd usnmvfins vc}`}vfk}f)usf}vi sfid}`r id uv}fsfdmf jvgudsdsf) mvsdc`i`}d}fd usnmvviv` z` di}f v}`i`zds` dif usnmvviv`+

    Nbfs}d fz}f jdk}`}d}fd mf usnmvz nbfs`}d uf u`d}d+ @k afkfsdi) gd` gvi}d jdk}`}d}f nbfs`}d jnkmvjf idzjdmfsfd usf}vs`ins+

    @k fjnkng`f) jfsfsfd z` nbfs}d }`km zd d}`kad n z}dsf mf fjh`i`csv) mfkvg`}d fjh`i`csvi usf}viv`+Fjh`i`csvi usf}viv` fz}f usf}vi id jdsf jfsfsfd z` nbfs}d zvk} fadif+ Ufk}sv vk usnmvz) vk usf}}fgunsds b`xd} zvc usf}vi mf fjh`i`csv jnkmvjf idufkvs`f) mfndsfjf id djfi usf} jfsfsfd fz}f gd`gdsf mfjd} jdk}`}d}`if m`zunk`c`if nbfs`}f+ Mds gd` mfrsfgf zdv gd` }ds`v) jfsfsfd z` nbfs}d zf rnssffjh`i`csd+

    3+ Jnz}vi

    Vk di} mf}fsg`kdk} us`kj`udi di usf}viv` fz}f jnz}vi+ Ufk}sv d bdjf usnb`} jhfi}v`fi`if }sfcv`fdjnufs`}f mf rfk`}vs`+ Zufj`di`z}`` mf gdslf}`ka v}`i`fdd jd}frd gf}nmf mf z}dc`i`sf d usf}viv`ns`fk}d}f uf jnz}+

    d+ N gf}nmd fz}f usf}vi us`k dmdn jngfsj`di (gdslvu us`j`ka)+ Usf}vi us`k dmdnz jngfsj`difz}f gf}nmd mf dmdvadsfd d vkv` dkvg`} usnjfk} id jnz}vi usnmvzviv`+ Mf fxfguiv) vk usnmvzjdsf jnz}d 4)8 vk`}d}` gnkf}dsf z` fz}f rdkmv} jv 3)3 vk`}d}` gnkf}dsf dsf vk dmdnz jngfsj`dimf 5)= vk`}d}`) zdv 33& m`k jnz} (5)= 4)8+

    c+ Di}d gf}nmd fz}f usf}vi }dc`i`} id usdavi mf sfk}dc`i`}d}f (uvkj}vi js`}`j mf sfk}dc`i`}d}f)+Djfdz}d fz}f n gf}nmd mf mf}fsg`kdsf d rnivgviv` mf rdkds` jdsf }sfcv`f d}`kz ufk}sv vk

    =

  • 7/30/2019 Marketing - Lectia 5 - Strategia de Pret

    5/6

    usnmvz `kd`k}f jd b`sgd zd dovkad id uvkj}vi js`}`j mf sfk}dc`i`}d}f (jnz}vs`if }n}dif fadifddrfk`}vs`if }n}dif z` usnb`}vi fz}f fsn+

    fjnk}s`cv}`mfvk`}dsdGdsod

    }n}difb`xfJnz}vs`d}fsfk}dc`i`}mfjs`}`juvkj}viidJdk}`}d}fd 7

    Mf fxfguiv) mdjd n b`sgd dsf jnz}vs`if b`xf }n}dif dif ufs`ndmf` mf 3+555 vk`}d}` gnkf}dsf)jnz}vi vk`}ds rds`dc`i fz}f mf 5)6 vk`}d}` gnkf}dsf uf cvjd}d z` fz}`gfdd jd und}f r`kmf udkdid 2555 mf cvjd}`) d}vkj` usf}vi mf rdkdsf ufk}sv vk usda mf sfk}dc`i`}d}f mf =555 mf cvjd}`rd b`?

    cvjd}dufgnkf}dsdvk`}d}f46)5=555

    3+555Usf} 7,7

    j+ Usf}vi cdzd} uf sfk}dc`i`}d}fd mns`}d fz}f vkd m`k jfif gd` sdzudkm }f gf}nmf ufk}svmf}fsg`kdsfd usf}viv` mf rdkdsf+ Djfdz}d gf}nmd mf}fsg`kd uvkj}vi js`}`j mf sfk}dc`i`}d}f)

    uivz n rdindsf fadid jv usnjfk}vi mf sfk}dc`i`}d}f mns`}+

    Mf fxfguiv) zf usfzvuvkf jd n b`sgd dsf 26+555 vk`}d}` jnz}vs` b`xf dif ufs`ndmf`) 46&sfk}dc`i`}d}fd mns`}d d dj}`rfins) 4 g`i`nk mf vk`}d}` `krfz}`}`f ufk}sv fidcnsdsfd vkv` knv

    usnmvz) 4= vk`}d}` jnz}vi vk`}ds rds`dc`i z` =+155 cvjd}` rdkds`if fz}`gd}f ufk}sv djfi usnmvz)d}vkj` usf}vi mf rdkdsf }sfcv`f zd b`f?

    `dc`ivk`}ds rdsJnz}vifz}`gd}fRdkds`if

    mns`}}n}diUsnb`}vi}n}difb`xfJnz}vs`ifUsf} ,

    ,7

    Mfj`) 60)164==+155

    +5555)46x4+55526+555Usf} 7,

    ,7 vk`}d}` gnkf}dsf

    Dz}bfi) id vk usf} mf 25 vk`}d}` sfk}dc`i`}d}fd mns`}d rd b` vzns mfudz`}d+

    :+ Di}` mf}fsg`kdk}` d` usf}viv`

    Di}` bdj}ns` jdsf un} `kbifk}d usf}vi `k dbdsd jfsfs``) nbfs}f` z` jnz}viv` zvk}? }dm`vi `k j`jivi mfr`d}d di usnmvviv`) jnkjvsfk}d)}sd}fa`d mf m`}s`cv}`f d usnmvviv`)}sd}fa`d mf usngnrdsf z`jdi`}d}fd ufsjfuv}d d usnmvzviv`+

    Z]SD]FA@@ MF USF]

    Us`k v}`i`dsfd gf}nmfins mf z}dc`i`sf d usf}viv` usffk}d}f) jfif }sf` z}sd}fa`` mf cdd ufk}svb`xdsfd usf}viv` ufk}sv vk usnmvz zdv zfsr`j`v zvk}? usf}vi mf gdk}dk`sf (us`jf l`gg`ka))

    usf}vi mf ufkf}sdsf z`usf}vi mf }d}v'tvn+

    4+ Usf}vi mf zgdk}dk`sf fz}f uni`}`jd mf usf} us`k jdsf n b`sgd b`xfdd vk usf} s`m`jd} id `kjfuv})dmfzfd jvuid} jv n usngnrdsf dasfz`rd) dun` vsgd} mf n sfmvjfsf }sfu}d}d+ B`sgfif v}`i`fdddmfzfd djfdz}d z}sd}fa`f ufk}sv usnmvzfif kn`+ D}d}d rsfgf jd} jfsfsfd fz}f gd` gdsf mfjd}nbfs}d) zgdk}dk`sfd fz}f n z}sd}fa`f sfdi`dc`id+

    3+ Z}sd}fa`d mf ufkf}sdsf fz}f uni`}`jd mf usf} us`k jdsf n b`sgd b`xfdd vk usf} sfid}`r zjdv}ufk}sv vk usnmvz jd gf}nmd mf d d}sdaf jfd gd` gdsf uds}f d u`f}f` `kjd m`k z}dm``if `kj`u`fk}fdif j`jiviv` mf r`d}d+ Usf}vi mf ufkf}sdsf `kzfdgkd g`jznsdsfd usnb`}viv` vk`}ds) mf djffd

    ufk}sv d d}`kaf uvkj}vi js`}`j mf sfk}dc`i`}d}f zvk} kfjfzdsf rnivgf mf rdkds` gd` gds` mfjd}zvk} zni`j`}d}f id z}sd}fa`d mf zgdk}dk`sf+ Djfdz}d z}sd}fa`f }`kmf zd b`f fb`jdjf jdkm jnz}vs`if

    6

  • 7/30/2019 Marketing - Lectia 5 - Strategia de Pret

    6/6

    vk`}dsf zvk} g`j` md}ns`}d fjnkng``ins mf zjdsd (afkfsd}f mf n usnmvj}`f mf gdzd z` jdkmu`d}d fz}f zfkz`c`id id usf}) dm`jd jdkm jfsfsfd fz}f fidz}`jd+

    :+ Usf}vi mf z}d}v'tvn fz}f z}sd}fa`d mf usf} us`k jdsf zf b`xfdd vk usf} sfid}`r fadi jv jfi dijnkjvsfk}f`+

    USF]VS@IF M@ZJS@G@KD]NS@@4+ Usf}vi kfanj`d}.b`xd} (us`jf b`x`ka) fz}f vk dsdkodgfk} `k}sf mnvd zdv gd` gvi}f b`sgf

    dzvusd usf}viv` uf jdsf `i rns usdj}`jd ufk}sv vk usnmvz+

    3+ Usf}vi m`zjs`g`kd}ns`v (us`jf m`zjs`g`kd}`nk) fz}f usdj}`jd mf d b`xd usf}vs` m`bfs`}f ufk}svji`fk}` m`bfs`}` ufk}sv djfidz` usnmvz+

    :+ Usf}vi mf mvgu`ka (usfmd}nsp us`j`ka) fz}f usdj}`jd mf d z}dc`i` usf}vs` bnds}f g`j` jv`k}fk}`d mf d `kmfuds}d jnkjvsfk}d mf uf u`d}d zdv mf d n bdi`gfk}d+

    ]DJ]@J@ UFK]SV DOVZ]DSFD USF]VIV@ MF CD_D

    4+ M`zjnvk}vs`if vk usf} mf cdd und}f b` g`jznsd} us`k v} i`dsfd m`zjnvk}vs`ins z` dsdcd}vs`ins< und}f `gcsdjd m`rfszf bnsgf) jd mf fxfguiv? m`zjnvk}vs` nbfs`}f jnkzvgd}ns`ins`kmvz}s`di` zdv vkv` `k}fsgfm`ds m`k jdkdivi mf m`z}s`cv}`f ufk}sv uid}d uf inj d bdj}vs``