TME Lab_Insight Issue 64_Innovating the Telco Business Model_Drivers and Emerging Trends

8/4/2019 TME Lab_Insight Issue 64_Innovating the Telco Business Model_Drivers and Emerging Trends

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\akamhb+ Baljn % Ai|av|njibai| |da snz sa }aa j|

:Jiihun|jic |da \akmh Fq}jia}} Bhlak7 Lvjuav} nil Abavcjic \vail}

Jiihun|jic |da \akmhFq}jia}} BhlakLvjuav} nil Abavcjic \vail}

\akamhb % Baljn Ji}jcd|}

J}}qa 5


2/14>0

Mhi|ai|}

> Nf}|vnm| >

6 Iaal |h Jiihun|a Fq}jia}} Bhlak} 6

= Fq}jia}} Bhlak} nil |dajv Auhkq|jhi =

< \vail} Jbpnm|jic Fq}jia}} Bhlak} 5

1 \da Vhnl Ndanl ehv \akmh} >0


3/14


>Jiihun|jic |da \akmh Fq}jia}} Bhlak7 Lvjuav} nil Abavcjic \vail}

\da hpavn|jic aiujvhibai| hv |akmh} j} |qvijic jimvan}jickz mhbpkat) \akamhbhpavn|hv} sdh dnl cvhsi hi |da fnmo h |vnlj|jhink uhjma nil ln|n }avujma}nva vankjwjic |dn| n} mhi}qbp|jhi pn||avi} nva vnpjlkz mdnicjic+ unkqa ih| hikzbhua} |h h|dav }|nca} ji |da |akmh unkqa mdnji fq| nk}h ji|h mhbpka|akz ljavai|bnvoa|}) ]qf}a~qai|kz+ |dajv hkl fq}jia}} bhlak} nva mhbjic qilav jimvan}jicpva}}qva nil nppanv |h fa mvqbfkjic) ]hba |akmh} dnua qilav}|hhl |dj} vnpjlkzauhkujic }mainvjh nil dnua |noai }|ap} |h ai}qva |dn| |daz nva ji |qia sj|d |damdnicjic |jba}) Dhs ak}a mni hia atpknji |da nm| |dn| n fav hpavn|hv mhiujima}

j|} mq}|hbav |h ljc qp |da kn}| bjka mhiiam|juj|z+ hv |dn| n |akmh ai|av} ji|h va}akkjicaiavcz nil cn} ncvaabai|}+ hv |dn| mhi}qbav} ji mav|nji bnvoa|} dnua hp|al hvnluav|j}abai|} |h fa n mhva pnv| h |dajv bhfjka atpavjaima8 \da}a lauakhpbai|}vapva}ai| hikz n vnm|jhi h |da jiihun|jhi ji fq}jia}} bhlak} |dn| |akmh} mnipnv|noa ji) \daz+ ji |qvi+ nva fajic lvjuai fz n vnica h fvhnlav |vail} |dn| nvamqvvai|kz jbpnm|jic fq}jia}} bhlak} |da shvkl huav) \akmh} }dhqkl mhi}jlav |nojic}|ap} |h jimvabai|nkkz mdnica |dajv fq}jia}} bhlak}+ sdjka }|vjujic |h nlhp| vnljmnknppvhnmda} ji }akam| nvan}+ nil mdnkkaica |vnlj|jhinkkz nmmap|al ihvb} h sdava n|akmh |} ji|h |da knvcav amh}z}|ab)

> Nf}|vnm|


4/146

6 Iaal |h Jiihun|a Fq}jia}}

Bhlak}

\da |akmh fq}jia}}aiujvhibai| j} vnpjlkzauhkujic+ mvan|jic |daiaal ehv jiihun|jic |dafq}jia}}} bhlak

> Ailav} Ninkz}j}+ Bhfjka Vauaiqa Cvhs|d nil Hq|khho ^6 60>0+ ]ap|abfav 60>0? Hpavn|hv} jimkqla Uhlnehia+ \akaeijmn+Evnima \akamhb $QO+ Evnima*+ nil \akamhb J|nkjn Bhfjka)

6 Ailav} Ninkz}j}+ Bhfjka Ln|n Amhihbjm}7 \da Kjbj| he Qikjbj|al+ ]ap|abfav 60>0)= Fkhhbfavc+Nppka N}oal |h Pnz Qp ehv Ia|shvo Jbpvhuabai| n} Hpavn|hv} Enma Ln|n Ekhhl+ Lamabfav 60>0)< WLIA\+ Fvj|j}d Cn}+ F\ Pq}d Ndanl sj|d ]bnv| Ba|av Pkni} + Hm|hfav 60>0)

\da fq}jia}} aiujvhibai| hv mhbpnija} j} vnpjlkz auhkujic) \akmh} nva nmjic |damhi}|ni| |dvan| h huav"|da"|hp fq}jia}} bhlak} vhb Ji|avia| pknzav} nil vhblaujma pknzav} sj|dji |da \BA jilq}|vz |dn| |dvan|ai |h valqma |dajv jbphv|nimaji |da amh}z}|ab)

\da mhbjic h nca h |da ljcj|nk mhi}qbav+ n fvanolhsi ji mqvvai| vauaiqa}|vanb}+ nil abavcjic hpphv|qij|ja} ji ias }am|hv} nva nkk pknzjic n oaz vhka jiai}qvjic |dn| |da fq}jia}} bhlak h za}|avlnz j} famhbjic jimvan}jickz hf}hka|a)

Bhia|jwn|jhi Mdnkkaica} sj|d \vnlj|jhink nil Ias ]avujma}Hia mdnkkaica |akmh} nma j} |da lamkjia ji |dajv |vnlj|jhink tal"kjia fq}jia}}a}nil bn|qvjic bhfjka uhjma }avujma}) Bhfjka uhjma vauaiqa} h bnghv Aqvhpanihpavn|hv} dnua lamkjial+ hi nuavnca+ fz 3)1! auavz ~qnv|av ji |da pavjhl Gqia600: " Gqia 60>0>) Ni auai fjccav mdnkkaica kja} nvhqil |da bhia|jwn|jhi hias }avujma} }qmd n} bhfjka fvhnlfnil) J| j} a}|jbn|al |dn| sdjka ln|n caiavn|alfz bhfjka fvhnlfnil lhicka} nmmhqi| hv huav 55! h |vnm uhkqba+ j| hikzmhi|vjfq|a} 1! h vauaiqa}6) Za|+ hpavn|hv} dnua |h mhi|jiqa jiua}|jic ji ia|shvojivn}|vqm|qva |h baa| }qmd }qvcjic labnil) Ninkz}|} a}|jbn|a |dn| sdjkahpavn|hv} niiqnk }pailjic hi ia|shvo a~qjpbai| ji |da pavjhl |h 60>< j} kjoakz|h }qvca fz 64!+ huavnkk ail"q}av vauaiqa} nva atpam|al |h }dv jio fz >!=) ]qmdba|vjm} jiljmn|a |da njkqva h |da fq}jia}} bhlak |h bn|md pvjmjic |h q}nca)

Auhkujic Mhi}qbp|jhi Pn||avi} nil Nluai| he ]hmjnk Baljn\da vj}a ji phpqknvj|z h |da bhfjka Ji|avia| n} sakk n} |da jimvan}jic q}a hvjmd nil }hmjnk baljn j} lvjujic }jcijmni| mdnica} |h |vnlj|jhink mhi}qbp|jhipn||avi}) \da phpqknvj|z h saf }avujma} j} an|jic ji|h |vnlj|jhink |akmh vauaiqa}|vanb}) N| |da }nba |jba+ |akmh pvjmjic bhlak} |h bhia|jwa }qmd |vnm lhih| nppanv |h fa shvojic) Bhvahuav+ sj|d knvca }hmjnk ia|shvojic }j|a} }qmd n}Enmafhho avam|jic sdn| j}+ ji a}}aima+ n bn}}jua snkkal cnvlai sj|d at|ai}juamhbbqijmn|jhi an|qva}+ |da |akmh} nfjkj|z |h bhia|jwa }jcijmni|kz ljbjij}da})

Abavcjic Hpphv|qij|ja} ji Ias ]am|hv}\da sjla}pvanl lapkhzbai|} h sjvaka}} ia|shvo}+ mhqpkal sj|d ni jimvan}alnppvamjn|jhi h |da unkqa h mhiiam|juj|z+ dnua bani| |dn| hpphv|qij|ja} hv|akmh} dnua hpaial qp ji ias }am|hv}) Bqk|jpka hpavn|hv} nva nm|juakz khhojic n|

hpphv|qij|ja} ji }am|hv} }qmd n} dank|dmnva+ nq|hbh|jua+ aiavcz+ nil q|jkj|ja}) F\dn} uai|qval ji|h |da }bnv| ba|avjic nvan fz }a||jic qp ni nkkjnima sj|d |shh|dav mhbpnija} qilav |da fvnil inba ]bnv|Vanmd


5/14


=Jiihun|jic |da \akmh Fq}jia}} Bhlak7 Lvjuav} nil Abavcjic \vail}

Mhbpnija} |dn| sni| |h fa }qmma}}qk ji |da mqvvai| aiujvhibai| dnua |hqilnbai|nkkz }mvq|jijwa |dajv fq}jia}} bhlak hi n vacqknv fn}j} nil mdnkkaicaj|} mhbphiai|} j iama}}nvz) Dhsauav+ ji hvlav |h valaia j|} caiavnk hvjai|n|jhi+j| j} mvj|jmnk |h v}| qilav}|nil |da mhi}|j|qai|} h n fq}jia}} bhlak)

]|vqm|qva he n Fq}jia}} Bhlak\da huavnvmdjic chnk h n fq}jia}} bhlak j} |h nllva}} n fq}jia}} hpphv|qij|zji }qmd n snz |dn| unkqa j} mvan|al hv mq}|hbav} n} sakk n} hv |da mhbpniz)

N fq}jia}} bhlak aimhbpn}}a} |da nllva}}al unkqa ph|ai|jnk+ |da mq}|hbavji|avnm|jhi+ n} sakk n} |da unkqa mvan|jhi bhlak) N fq}jia}} bhlak mhi}j}|}h |dvaa }|vhickz ji|avkjioal ljbai}jhi}7 \nvca|+ Ji|avnm|jhi+ nil Mvan|jhi$}aa Ejcqva >*)

\nvca| jiuhkua} laijic |da vauaiqa ph|ai|jnk) \dj} j} lavjual n} n }qb h|dvaa oaz akabai|}) Ejv}|+ |da cahcvnpdjmnk hv uav|jmnk bnvoa|} sj|dji sdjmd|da mhbpniz j} njbjic |h lakjuav |da }avujma) ]amhil+ |da mq}|hbav }acbai|}|dn| nva |h fa nllva}}al nil |dajv }pamjm va~qjvabai|}) Nil+ |djvl+ n mkanvkzlaial pvhlqm|(}avujma vnica haval fn}al hi pvaujhq}kz jlai|jal mq}|hbavva~qjvabai|}) \da}a akabai|} |hca|dav hvb |da fn}j} hv mvan|jic n qij~qa unkqapvhph}j|jhi hv |da mhbpniz} pvhlqm|(}avujma)

Ji|avnm|jhi laia} |da bniiav ji sdjmd |da mhbpniz ji|avnm|} sj|d |da mq}|hbav|h baa| |dajv va~qjvabai|} sj|d pvhlqm|} nil }avujma}) J| nk}h mhi}j}|} h |dvaaakabai|}) \da v}| akabai| j} |da mq}|hbav vakn|jhi}djp+ sj|d n hmq} hi |dain|qva h |da vakn|jhi}djp+ |da iama}}nvz ji|ai}j|z+ |da lqvn|jhi+ |da mhi|ai| nil|da |zpjmnk nil jlank }a~qaima h auai|} lqvjic mq}|hbav ji|avnm|jhi) \da }amhilakabai| j} |da mdniiak} h lj}|vjfq|jhi |dvhqcd sdjmd pvhlqm|} nil }avujma}}dhqkl fa bnvoa|al hv sdjmd nmjkj|n|a |da ji|avnm|jhi sj|d mq}|hbav} fahvanil n|av |da }nka) Nil |da |djvl akabai| j} |da pnzbai| }|vqm|qva sj|d n mkanv

= Fq}jia}} Bhlak} nil |dajv

Auhkq|jhi

N fq}jia}} bhlakaimhbpn}}a} |danllva}}al unkqa ph|ai|jnk+

|da mq}|hbav ji|avnm|jhin} sakk n} |da unkqamvan|jhi bhlak

]hqvma7 Mnpcabjij ninkz}j}

\nvca| Ji|avnm|jhi Mvan|jhi

Unkqa

Pvhph}j|jhi

Vauaiqa

BhlakMh}| Fn}a

Bnvoa|}

Mq}|hbav ]acbai|}

Laial Pvhlqm| (

]avujma Vnica

Mq}|hbavVakn|jhi}djp

Lj}|vjfq|jhi Mdniiak}

Pnzbai| ]|vqm|qva

Mhva N}}a|}

Mhva Pvhma}}a}

Vhka he Pnv|iav}djp}

Ejcqva >7 Evnbashvo he n |zpjmnk Fq}jia}} Bhlak


6/140)

laij|jhi h |da bhla+ phji| h |jba+ nil va~qaimz h pnzbai|}) Ji |h|nk+ |da}aakabai|} laia |da }|vqm|qva h |da fq}jia}} jimhba ehs)

Mvan|jhi fqjkl} hi |da v}| |sh ljbai}jhi} h \nvca| nil Ji|avnm|jhi) J| laia}dhs n mhbpniz mni pvh|nfkz qkk j|} unkqa pvhph}j|jhi) \da a}}ai|jnk akabai|}nva |da n}}a|} nil }pamjnk mnpnfjkj|ja} |dn| |da mhbpniz fvjic} ji|h unkqamvan|jhi) \da}a mhqkl fa pvhlqm|jhi nmjkj|ja}+ |da fvnil h |da mhbpniz+ hv|amdihkhcja}) Nih|dav akabai| j} |da }pamjm pvhma}}a} |dn| |da mhbpniz dn} |hbn}|av hv lakjuavjic j|} }avujma}) Ejinkkz+ j| j} iama}}nvz |h nllva}} sdjmd }avujmamhbphiai|} dnua |h fa lakjuaval ji"dhq}a mhi}jlavjic |da fnmocvhqil h|da la}jval ~qnkj|z+ mh}|} nil eatjfjkj|z nil sdjmd }dhqkl fa hvlaval vhb nia|shvo h pnv|iav}) \da hvcnijwn|jhi h unkqa mvan|jhi a}}ai|jnkkz mdnvnm|avjwa}|da mh}| fn}j} h |da mhbpniz nil nk}h la|avbjia} |da mhbpa|j|jua mnpnmj|z nil}q}|njinfjkj|z h |da fq}jia}} bhlak)

Auhkq|jhi ji \akmh Fq}jia}} Bhlak}

\akmh} dnua bnla ahv|} |h jiihun|a nmvh}} |da |dvaa bnghv ljbai}jhi}+ |dvhqcdn mhbfjin|jhi h bnvoa|+ mdniiak+ nil ia|shvo jij|jn|jua} $}aa Ejcqva 6*)

Mdnica} ji \nvca|\akmh} dnua facqi |h bnoa mdnica} |h |dajv mhva unkqa pvhph}j|jhi) Bqk|jpka|akmh} dnua vankjwal |da iaal hv atpniljic |dajv hh|pvji| ji hvlav |h |jla huavbn|qvjic dhba bnvoa|}) Jiljn} Fdnv|j Njv|ak vankjwal |dn| mhbpa|j|jhi ji |daJiljni bhfjka bnvoa| sn} cvhsjic vnpjlkz+ nil ji hvlav |h ljuav}jz+ sai|ndanl nil nm~qjval |da Nvjmni hpavn|jhi} h Wnji 1) ]jbjknvkz+ hpavn|hv} dnuank}h ai|aval mhbpka|akz ias }am|hv}) Bncznv \akamhb dn} vamai|kz ai|aval|da q|jkj|ja} bnvoa| |dvhqcd n va}akkjic ncvaabai| sj|d A)HI NC hv cn} nilaiavcz) \da hpavn|hv j} nk}h havjic }bnv| ba|avjic }avujma} ji }akam| mj|ja} jiDqicnvz5) Bqk|jpka hpavn|hv} dnua }dhsi vanljia}} |h bhljz |dajv havjic}|h nllva}} auhkujic fq}jia}} nil mhi}qbav vankj|ja}) Bh}| hpavn|hv} }|nv|al hbhfjka fvhnlfnil pvjmjic pkni} hi n en| vn|a bhlak) Dhsauav+ hima j| }|nv|al

famhbjic mkanv |h |dab |dn| |dava sn} n mdnkkaica h bhia|jwn|jhi+ |daz nva ihsbhujic hi|h |javal pvjmjic fn}al hi lhsikhnl}) ]hba hpavn|hv} dnua uai|qval

Ih|a7 'BUIH Bhfjka Ujv|qnk Ia|shvo Hpavn|hv ''F]] Fq}jia}} ]qpphv| ]z}|ab}]hqvma7 Mnpcabjij ninkz}j}? Mhbpniz saf}j|a} nil pva}} vakan}a}

UnkqaPvhph}j|jhi

VauaiqaBhlak

Mh}| Fn}a

\nvca| Ji|avnm|jhi Mvan|jhi

Bnvoa|

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]acbai|

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Pnzbai| Khcjm

Mhva N}}a|}

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Pnv|iav Ia|shvo

Laejijic |da vauaiqa ph|ai|jnk Laejijic |da mq}|hbav vakn|jhi Laejijic pvhej|nfka bani} he

nmdjaujic |nvca| nil ji|avnm|jhi

BUIH}' ehvijmda}

Nm~qjvjic WnjiNevjmn Ai|avjic q|jkj|z}am|hv

\sanojic pvjmapkni}

Mq}|hbav

jiuhkuabai|

Q}a he BUIH\qai|j

Nl"eqilal pvjmapkni

Hq|}hqvmjic

ckhfnk ia|shvohpavn|jhi}

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Pnv|iavjic sj|dbaljn

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}hmjnk baljn

Ejcqva 67 Nm|jhi} |noai fz \akmh} hi |dajv Fq}jia}} Bhlak


7/14


1Jiihun|jic |da \akmh Fq}jia}} Bhlak7 Lvjuav} nil Abavcjic \vail}

3 \da Sn}djic|hi Ph}|+N\%\ Sjvaka}} ]mvnp} Ekn|"vn|a Ji|avia| Pkni+ Gqia 60>0)4 \akaCahcvnpdz+ Uhlnehia Qiuajk} K\A Vhkkhq| Pkni}+ Mhivb} \nvjee}+ ]ap|abfav 60>0)

: \da ]zliaz Bhvijic Davnkl+ Snj|jic hi n Bj}}al Mhiiam|jhi+ Nqcq}| 60>0)>0 Mhiiam|al Pknia| Hikjia+ INF7 E\\D pvhujlav} Mq}|hbav} Fqvz |dajv Hsi Ejfav+ Npvjk 600:)>> Fkhhbfavc+ \akaehijmn} \qai|j |h ]|nv| Khs"Mh}| Bhfjka"Pdhia ]avujma+ Atpni}jhi ]nz}+ Ihuabfav 60>0)>6 Ejavma Sjvaka}}+ ]pvji| Jio} ,1 Fjkkjhi Ia|shvo Hq|}hqvmjic Lank sj|d Avjm}}hi + Gqkz 600:)>= Mhbpniz saf}j|a})

>< Aiuj vhibai|nk Kanlav+ \akamhb Ejvb Mq|} Aiavcz Mh}|} ,66=+000 Niiqnkkz+ Nqcq}| 60>0)

auai qv|dav nil ihs hav |jav} fz fnilsjl|d haval) Ji |da Q]+ N\%\ dn}bhual nsnz vhb n en| vn|a |nvj |h n |javal"lhsikhnl pkni hv bhfjka ln|n hi}bnv|pdhia}3) ]jbjknvkz+ Uhlnhia Cavbniz dn} ji|vhlqmal pkni} |dn| nva |javalfz }paal hv j|} K\A"fn}al bhfjka fvhnlfnil }avujma}4)

Mdnica} ji Ji|avnm|jhi\akmh} nva bnojic qilnbai|nk mdnica} |h |vnlj|jhink vauaiqa bhlak})Ihvsacjni fav hpavn|hv Kz}a vankjwal |dn| |da mh}| h ljccjic n |vaimd hv |dakn}| bjka fa|saai |da dhba nil |da ihla j} pvhdjfj|jua) Nmmhvljickz+ j| mnba qpsj|d ni jiihun|jua bhlak fz sdjmd j| haval n lj}mhqi| |h mq}|hbav} sdh lqc|da |vaimd |dab}akua}) \da mhbpniz nk}h pva"}akk} nkk h j|} }avujma} |dvhqcd |hsibaa|jic} nil cn|davjic}) ]avujma} nva hikz }|nv|al n|av n| kan}| 50! h pahpka jini nvan dnua }jcial qp:) Fz aimhqvncjic hsiav}djp h |da kn}|"bjka mhiiam|juj|z+Kz}a mvan|al ni abh|jhink fhiljic sj|d j|} mq}|hbav}) \da va}qk|} nva |akkjic)Huav 40! h |da mhbpniz} >=0+000 mq}|hbav} dnua hp|al hv |da lh"j|"zhqv}aknppvhnmd) \da mdqvi vn|a} hv }qmd mq}|hbav} nva fakhs 0)6!>0)

]jbjknvkz+ h|dav pknzav} nva nk}h uai|qvjic ji|h |da mvan|jhi h ias vauaiqa}hqvma}) \akaijmn nm~qjval n bnghvj|z }|noa ji ]pnij}d }hmjnk ia|shvojic }j|a\qai|j+ nil j} ihs knqimdjic Bhfjka Ujv|qnk Ia|shvo Hpavn|hv $BUIH* }avujma}q}jic |da \qai|j fvnil>>) Mhbpnija} nva nk}h atpavjbai|jic sj|d jiihun|juasnz} h pnzbai|}) Fkzo+ sdjmd }|nv|al h n} n F6M BUIH+ nkkhsal mhi}qbav}|h anvi vaa ba}}ncjic nil njv|jba fz vamajujic |nvca|al hp|"ji nluav|j}abai|})\da mhbpniz ihs shvo} sj|d hpavn|hv} ji bqk|jpka mhqi|vja} |h mvan|a }qmdjiihun|jua nluav|j}jic }qpphv|al }hkq|jhi})

Mdnica} ji Mvan|jhi\akmh} nva nk}h aam|jic mdnica} |h nvan} |dn| ljvam|kz jbpnm| |dajv mh}| fn}a) Jiabavcjic bnvoa|} n oaz nppvhnmd j} |h hq|}hqvma }jcijmni| pnv|} h ia|shvo

hpavn|jhi} |h a~qjpbai| uailhv}) Bqk|jpka hpavn|hv} ji Jiljn dnua hq|}hqvmalia|shvo hpavn|jhi} |h uailhv} }qmd n} Avjm}}hi nil Nkmn|ak"Kqmai| nbhic h|dav})Ji lauakhpal bnvoa|} |hh+ |dj} nppvhnmd dn} facqi |h cnji |vnm|jhi) Ji |da Q]+]pvji| dn} }jcial n Q],1 fjkkjhi ia|shvo hq|}hqvmjic mhi|vnm| sj|d Avjm}}hi>6)

Nih|dav nppvhnmd j} |h shvo |hsnvl} }jbpkjzjic mhbpkjmn|al Hpavn|jhi ]qpphv|]z}|ab} ( Fq}jia}} ]qpphv| ]z}|ab}) OPI q}al }hkq|jhi} vhb Hvnmka ji ni ahv||h }jbpkjz nil |vni}hvb j|} J\ }z}|ab}>=)

Hpavn|hv} nva nk}h khhojic n| h|dav nuaiqa} h mh}| }nujic}) Bqk|jpka hpavn|hv}nva khhojic n| valqmjic |da jbpnm| h |dajv hpavn|jhi} hi |da aiujvhibai| sdjkadhpjic |h }nua mh}|}) N> \akaohb Nq}|vjn} ]bnv| Aiavcz Mhi|vhk pjkh| pvhgam|dn} dakpal j| }nua huav >31+000 lqa |h |da ji|akkjcai| valqm|jhi ji |da phsavmhi}qbp|jhi h j|} bhfjka ia|shvo>


8/14


9/14


3Jiihun|jic |da \akmh Fq}jia}} Bhlak7 Lvjuav} nil Abavcjic \vail}

Lamai|vnkjwal bhlak} |noa |da hpph}j|a nppvhnmd+ sj|d |da mq}|hbav mai|av}|nca) \h ai}qva |dn| mq}|hbav"mai|vjmj|z j} ih| gq}| ni abp|z pdvn}a+ |da ai|jvaunkqa mdnji dn} |h dnua |da eatjfjkj|z |h vanm| ~qjmokz nil |h mhpa sj|d unvzjicmq}|hbav va~qjvabai|}) \dj} h|ai labnil} |da nlnp|n|jhi h |da ai|jva }qppkzmdnji nil pvhlqm|jhi ba|dhl} |h bniqnm|qva jiljujlqnk hv ias pvhlqm|} n}|av+bhva eatjfkz+ nil amhihbjmnkkz)

Laq|}mda \akaohb} JP\U }avujma ji Cavbniz+ \"Ai|av|nji+ hav} n chhl atnbpkah n mhbpniz |dn| dn} nllva}}al |da jbpnm| h |dj} |vail) \da mhbpniz hav}n }avujma mnkkal Kjcn \h|nk |dn| nkkhs} }qf}mvjfav} |h mvan|a mq}|hbjwal kjuafvhnlmn}|} h |da Fqila}kjcn }hmmav }avja}) Q}av} mni pq| |hca|dav |dajv pav}hinkmhiavaima h bn|mda} dnppaijic }jbqk|niahq}kz nil nva nkav|al |dvhqcd hi"}mvaai pjm|qva} sdaiauav ji|ava}|jic bhbai|} dnppai ji h|dav bn|mda}) Q}av}mni |dai }sj|md |h |dn| bn|md nil ai}qva |dn| |daz lh ih| bj}} hq| hi |da nm|jhi)\da }avujma }dhs} dhs mhbpnija} nva |nojic n lamai|vnkjwal nppvhnmd nilnva ka||jic |da mq}|hbav |noa mhi|vhk+ sdjka havjic aihqcd eatjfjkj|z |h bn}}mq}|hbjwa>5)

Mvhsl}hqvmjicMvhsl}hqvmjic vaav} |h |da hq|}hqvmjic h nm|juj|ja} |dn| nva |vnlj|jhinkkz lhiaji"dhq}a |h at|avink+ qilaial q}av cvhqp}+ sdjmd ji bniz mn}a} nva aj|davmqvvai| hv pvh}pam|jua mq}|hbav}) Mhbpnija} jimvan}jickz }hqvma chhl} nil}avujma} ujn hpai ia|shvo} h at|avink }avujma pvhujlav}+ at|ailjic vhb hpai}hqvma }h|snva |h pvhlqm| la}jci |h va}anvmd nil lauakhpbai|) ]qmd nppvhnmda}dakp valqma pvhmqvabai| mh}|} nil |jba"|h"bnvoa|)

Evnima \akamhb dn} ni a}|nfkj}dal pvhcvnb mnkkal |da Hvnica Pnv|iav pvhcvnbhv nkkhsjic |djvl"pnv|z lauakhpav} |h mvan|a jiihun|jua }avujma} hv Hvnica}}qf}mvjfav fn}a) Lauakhpav} aivjmd |da nppkjmn|jhi nil }avujma phv|hkjh |dn|

Hvnica fvjic} |h j|} mq}|hbav fn}a+ sdjka fajic n pnv| h |da cvhs|d) \dapvhcvnb dn} huav 3)

]hba mhbpnija} dnua |noai mvhsl}hqvmjic |h ji|ava}|jic kaic|d}) CjCn+ niBUIH ji |da QO hsial fz nil hpavn|jic hi H6} ia|shvo+ vakja} at|ai}juakzhi mvhsl}hqvmjic ji j|} fq}jia}} bhlak) ]qf}mvjfav} nva nsnvlal phji|} nilnva aimhqvncal |h ni}sav h|dav mq}|hbav }qpphv| ai~qjvja} hv }qfbj| jlan} hvbnvoa|jic+ nluav|j}jic hv pvjmjic bhlak}) Q}av} mni |dai mhiuav| |da}a phji|} |hmn}d+ bhfjka mvalj|+ hv lhin|jhi} |h mdnvj|z) N} h Gqia 60>0+ |da mhbpniz dnl n5+000 }|vhic hikjia mhbbqij|z nil huav 5 Mhbpniz saf}j|a)

>3 Hvnica saf}j|a)

>4 Cqnvljni+ Bhfjka Pvhujlav Cjeecnee Bnoa} Ejv}| Mq}|hbav Pnzhq|}+ Gqkz 60>0)

>: Mhbpniz saf}j|a+ Hm|hfav 60>0)


10/144

j} njbal n| danuz bhfjka q}nca }qf}mvjfav}+ sdjka ]jbzh j} |nvca|al n| khsq}nca }qf}mvjfav}) ]jbjknvkz+ j| dn} n }avujma |nvca|jic \qvoj}d jbbjcvni|} nil n}apnvn|a }avujma |nvca|jic |aaincav}) Sdjka A"Pkq} sn} nfka |h nllva}} |dj} bnvoa|auai fahva |da knqimd h }qmd BUIH}+ dhsauav+ |dajv knqimd dakpal j| mvan|an }|vhic unkqa pvhph}j|jhi hv mq}|hbav}) \dj} hmq} hi khic |njk dakpal A"Pkq}san|dav |da |hqcd |jba} ji |da Cavbni bnvoa| $}aa Ejcqva 0)00!

Bnv"04 Gqi"04 ]ap"04 Lam"04 Bnv"0: Gqi"0: ]ap"0:

Ejcqva


11/14


:Jiihun|jic |da \akmh Fq}jia}} Bhlak7 Lvjuav} nil Abavcjic \vail}

\da iaal |h jiihun|a fq}jia}} bhlak} dn} iauav faai bhva pva}}jic hv |akamhbhpavn|hv}) \akmh} sjkk iaal |h jiihun|a nmvh}} nkk |dvaa akabai|} h |da fq}jia}}bhlak j |daz nva |h bnoa n }qmma}}qk |vni}j|jhi |h n q|qva ljcj|nk }hmja|z sdava|daz mni pknz n }jcijmni| vhka ji |da ai|jva amh}z}|ab) Mhbpnija} |dn| njk |hlh }h atph}a |dab}akua} |h |da vj}o h fajic qilavbjial ji |dajv mhva bnvoa|})\akmh} }dhqkl |noa n |sji"pvhical nppvhnmd n| jiihun|jhi |dn| n||abp|} |hfh|d mdnica |dajv fq}jia}} bhlak jimvabai|nkkz sdjka mhi}|ni|kz atpniljic|da fhqilnvja} fz atpavjbai|jic sj|d vnljmnk nppvhnmda} |hsnvl} lakjuavjic

|vnlj|jhink nil iat|"caiavn|jhi }avujma})

Mdnica Fq}jia}} Bhlak Jimvabai|nkkzHuav |da zanv}+ |akmh} dnua bhvpdal ji|h knvca mhbpkat hvcnijwn|jhi} sj|dbqk|jpka knzav}) ]qmd dqvlka} mni mvan|a nv|jmjnk fnvvjav} hv jiihun|juaabpkhzaa}) Pvhlqm| lauakhpbai| ji |da hikjia }pnma |zpjmnkkz |noa} ni nppvhnmdsdava }|nv|"qp} vnpjlkz j|avn|a fa|saai unvjhq} uav}jhi}(an|qva} h n pvhlqm|+}hba|jba} ji saao}) Dhsauav+ ji n |zpjmnk |akmh aiujvhibai|+ |da |jbakjia} mni}pni bqk|jpka bhi|d}+ h|ai atmaaljic n zanv+ fahva n |zpjmnk pvhlqm| vakan}a)

]hba |akmh} dnua vankjwal |dn| |daz iaal |h fvjic ji hq|}jla atpav|j}a j |daznva |h vamajua ni jiihun|jhi fhh}|) Hia atnbpka j} Hvnica sdjmd dn} }a| qp>4 jiihun|jhi knf} ji va}anvmd dh|}ph|} ji ijia mhqi|vja}) Dhsauav+ hv |akmh}+ j|

j} jbpavn|jua |dn| sdjka |daz n||vnm| |hp |nkai|+ |daz }dhqkl nk}h mvan|a n mqk|qva|dn| aimhqvnca} vj}o |nojic nil vnpjl j|avn|jhi) Ni jiihun|jhi pvhbh|jic mqk|qvalj}|jicqj}da} j|}ak fz ji|ai}jua+ mvh}}"qim|jhink mhbbqijmn|jhi+ mvan|juj|z+ avvhv|hkavnima+ nil |da ai|vapvaiaqvjnk sjkkjicia}} |h |noa vj}o})

\akmh} }dhqkl nk}h fa eatjfka nfhq| jimhvphvn|jic fa}| pvnm|jma} vhb }qmma}}qkpknzav} ji h|dav jilq}|vja} nil |djvl pnv|ja}) Hikjia pknzav} dnua }qmma}}qkkzpvhual |dn| abpkhzaa mhi|vjfq|jhi mni bnoa n }jcijmni| jbpnm| hi lvjujicjiihun|jhi) \akmh} iaal |h mvan|a }z}|ab} |dn| aimhqvnca khsav"kauak abpkhzaa} |hmhi|vjfq|a jlan} |dn| |daz mni ph|ai|jnkkz mhi}jlav) ]hba hpavn|hv} dnua facqi|h bhua ji |dj} ljvam|jhi) \ak}|vn+ ji Nq}|vnkjn+ dn} lapkhzal n ]nka}Ehvma)mhb}avujma |h vqi n saf"fn}al hvqb |dn| nkkhs} nkk abpkhzaa} nil pnv|iav} h |dahpavn|hv |h }qfbj| nil lj}mq}} jlan} |dn| mni fa uh|al hi fahva pn}}jic hi|h

}aijhv bnincabai|60

)Atpavjbai| sj|d vnljmnk nppvhnmda}\akmh} }dhqkl mhi}jlav mvan|jic ias unkqa pvhph}j|jhi} fz ainfkjic nmma}} |hmhi|ai| nizsdava nil nizpknma |dvhqcd |da q}a h ias |amdihkhcja}) ]jbjknvkz+|daz }dhqkl khho n| mvan|jic ias bhlak} h bhia|jwn|jhi sdava |daz shvomkh}akz sj|d mhi|ai| hsiav} nil laujma uailhv} |h mvan|a jiihun|jua fqilka} |dn|dnua |da ph|ai|jnk |h caiavn|a }ziavcz) Ehv ji}|nima+ = QO hav} vaa fqilkalnmma}} |h \da \jba} nil \da ]qilnz \jba} |hca|dav sj|d j|} bhfjka fvhnlfnilmhiiam|jhi}6>)

1 \da Vhnl Ndanl ehv \akmh}

60 \akamhb N}jn+ Mvhsl}hqvmjic |da Shvoehvma+ Ihuabfav 60>0)6> MIA\+ = Heeav} Evaa Nmma}} |h \da \jba}+ Lhi| Nkk Vq}d n| Hima+ Ihuabfav 60>0? \da }avujma j} evaa ehv |dvaa bhi|d} ehv

pvapnjl nil mhi|vnm| }qf}mvjfav}) Ne|av |dvaa bhi|d}+ |da nmma}} vabnji} evaa ehv pvapnjl mhi}qbav} sdh |hp qp auavz =0lnz} nil j| mh}|} QO6 n saao ehv ph}|pnjl }qf}mvjfav})


12/14>0

Chjic hvsnvl+ |akmh} }dhqkl mhi}jlav shvojic mkh}akz sj|d mhi|ai| hsiav}ji laijic ias bhlak} |dn| fa}| }avua bq|qnk ji|ava}|} sdjka lakjuavjic |dabntjbqb unkqa hv |da mhi}qbav) Ehv mhi}qbav} |h fa nfka |h aighz ln|n"ji|ai}jua mhi|ai| }avujma} hi |da Ji|avia|+ |akmh} iaal |h mhiujima mhi|ai|pvhujlav} hi |da iaal |h mhi}jlav |da mh}|} h fqjkljic djcd"fnilsjl|d ln|nia|shvo} ji |dajv fq}jia}} bhlak}) Ji |da q|qva+ |akmh} mni shvo |hsnvl}mvan|jic bhlak} sdava |daz ncvaa sj|d mhi|ai| pknzav} hi n laljmn|al ^qnkj|z h]avujma pvhuj}jhijic |h ai}qva ia|shvo n}}a| bhia|jwn|jhi) \akmh} mni mhi}jlavatpavjbai|jic sj|d bhlak} sdava |daz ih| hikz mdnvca mhi}qbav} hv nmma}}|h ia|shvo va}hqvma}+ fq| nk}h ph|ai|jnkkz shvo sj|d mhi|ai| pvhujlav} |h mvan|alvnbn|jmnkkz ljavai| pvjmjic bhlak} |dn| bhua nsnz vhb mdnvca} hv ln|nmhi}qbp|jhi)

]hba |akmh} dnua nkvanlz facqi |h }|va|md |vnlj|jhink fhqilnvja} h |akmhhpavn|jhi}) \da Q] hpavn|hv Uavjwhi nil Chhcka dnua mhba |hca|dav |h pvhph}an vnbashvo |dn| mni ph|ai|jnkkz mvan|a laljmn|al bhia|jwn|jhi bhlak} hv iat|caiavn|jhi }avujma}66) Sdjka |da pvhph}nk dn} }pnvoal }jcijmni| lafn|a hin}pam|} nvhqil ia| iaq|vnkj|z+ j| j} mvj|jmnk |dn| hpavn|hv} mhi|jiqa |h aicnca sj|d|da knvcav }|noadhklav}+ jimkqljic h|dav mhbpnija}+ vacqkn|hv}+ nil mhi}qbav}+hi |da iaal hv ni amh}z}|ab sdava auavzhia+ mnvvjav} jimkqlal+ nva mhbpai}n|alnjvkz hv |dajv va}pam|jua mhi|vjfq|jhi) Ji lhjic }h+ |da faia|} h }qmd iasfq}jia}} bhlak jiihun|jhi} iaal |h fa mkanvkz }|n|al |h fh|d |da jilq}|vz nil |damhi}qbav) J| }dhqkl fa }qf}a~qai|kz }apnvn|al vhb |da mhi|vhuav}jnk n}pam|} hia| iaq|vnkj|z+ uj}""uj} mai}hv}djp h vaa }paamd+ }khsjic lhsi vaa Ji|avia|}avujma} nil |da mvan|jhi h ni nk|avin|a Ji|avia|)

\akmh} iaal |h nm|juakz khho n| fvanojic ias cvhqil nmvh}} nkk |dvaa akabai|}h |da fq}jia}} bhlak) \daz }dhqkl bhua vhb pvhujlav} h mhiiam|juj|z |h

nccvacn|hv} nil jiihun|hv} h |djvl"pnv|z havjic}) \akmh} sjkk iaal |h mhi|jiqa|h }|va|md |da fhqilnvja} h sdn| mqvvai| vauaiqa bhlak} nkkhs) Sdjka |dazdnua |vnlj|jhinkkz hkkhsal F6F nil F6M bhlak}+ jimvan}jickz+ jiihun|jua F6F6Mbhlak} nva bhva kjoakz |h fa |da ihvb ji |da q|qva)

Hi |da mh}| }jla+ |da hpaijic qp h fh|d |da J\ nil pvhma}}a} sjkk ai}qva |dn||daz }anbka}}kz | ji sj|d labnil} vhb ias }am|hv}) Ji chjic hvsnvl ji nkk|da}a uai|qva}+ j| vabnji} jbpavn|jua |dn| |akmh} mhi|jiqa |h q|jkjwa |dajv mhvan}}a|} }qmd n} |da nfjkj|z |h jbpkabai| mhbpkat J\ }z}|ab} ji hvlav |h pvhujla niamh}z}|ab |h h|dav }am|hv})

\akmh} iaal |h abfnvo hi n }avja} h }qmd mdnica} ji hvlav |h ai}qva |dn| |dazmni fqjkl qphi |dajv }qmma}}a} ji lakjuavjic |akamhb} }avujma}) Ji |da ail+ |dazsjkk iaal |h ai}qva |dn| |daz mhi|jiqhq}kz mdnkkaica a}|nfkj}dal bhlak} nil

ih|jhi} hi |dajv vhka j |daz nva |h |vqkz jiihun|a |dajv fq}jia}} bhlak)

66 Chhcka Pqfkjm Phkjmz Fkhc+ Ejiljic Mhbbhi Cvhqil hi ni Hpai Ji|avia|+ Hm|hfav 600:


13/14


>>Jiihun|jic |da \akmh Fq}jia}} Bhlak7 Lvjuav} nil Abavcjic \vail}

Hkjuav ]mdi j} n pvjimjpnk hv |da Mnpcabjij Mhi}qk|jic ]|vn|acz nil\vni}hvbn|jhi Pvnm|jma) Da dakp} mhbpnija} nmvh}} unvjhq} jilq}|vja} |hla}jci cvhs|d nil jiihun|jhi }|vn|acja} n} sakk n} |da va~qjval |vni}hvbn|jhipvhcvnb}) Hkjuav j} danl h |da }|vn|acz mhbpa|aimz sj|dji MnpcabjijMhi}qk|jic Cavbniz nil dn} pqfkj}dal n vnica h nv|jmka} nil mn}a} hi Fq}jia}}Bhlak Jiihun|jhi) Da j} fn}al ji Evnioqv|)

Pdjkjpp Wjbbavbnii j} n pvjimjpnk ji Mnpcabjij Mhi}qk|jic} \BA pvnm|jma)

Da }pamjnkjwa} ji }avujic knvca |akamhbbqijmn|jhi}+ baljn nil djcd"|amd mkjai|}hi n vnica h }|vn|acjm+ hvcnijwn|jhink+ hpavn|jhink+ nil vacqkn|hvz j}}qa}+fvjicjic >0 zanv} h }am|hv atpav|j}a) Dj} mkjai|} jimkqla }hba h |da knvca}||akamhbbqijmn|jhi hpavn|hv} nil baljn mhbpnija} ji Aqvhpa+ |da Q] nil |daBjllka An}|) Da j} fn}al ji Favkji)

]qfvndbniznb OUG j} n }aijhv mhi}qk|ni| ji |da \BA ]|vn|acz Knf) Dj}vamai| shvo hmq}al hi jlai|jzjic |da |akamhb hpavn|hv hpphv|qij|z ji }hmjnkia|shvojic) Da dn} shvoal at|ai}juakz hi |da jbpnm| h mhiuavcaima nilmdnicjic mhi}qbav fadnujhv hi |akamhb nil baljn pknzav}) Da j} fn}al jiBqbfnj)

Ehv bhva jihvbn|jhi mhi|nm|7

Gavhba Fqun|Danl h ]|vn|acjm Va}anvmd\akamhb+ Baljn % Ai|av|njibai|

gavhba)fqun|@mnpcabjij)mhb/45

Nfhq| |da Nq|dhv}

Sj|d >>6+000 pahpka ji0 ckhfnk vauaiqa} hAQV 4)3 fjkkjhi)

\hca|dav sj|d j|} mkjai|}+ Mnpcabjij

mvan|a} nil lakjuav} fq}jia}} nil|amdihkhcz }hkq|jhi} |dn| e| |dajv

iaal} nil lvjua |da va}qk|} |daz sni|) N laapkz bqk|jmqk|qvnk hvcnijwn|jhi+Mnpcabjij dn} lauakhpal j|} hsisnz h shvojic+ |da Mhkknfhvn|juaFq}jia}} Atpavjaima\B+ nil lvns} hiVjcd|}dhva+ j|} shvklsjla lakjuavzbhlak)

Bhva jihvbn|jhi j} nunjknfka n|sss)mnpcabjij)mhb(|ba

Nfhq| Mnpcabjij nil |daMhkknfhvn|jua Fq}jia}} Atpavjaima

Mhpzvjcd| 60>> Mnpcabjij) Nkk vjcd|} va}avual)


14/14

sss)mnpcabjij)mhb(|ba

Nvcai|jin

Bniqakn Palvnwn >1 6 :6:= :

F">4=> Ljacab

\ak7 /=6 6 304 >>>>

Fvnwjk

Nu) Evnimj}mh Bn|nvnwwh

>100 |hvva Ias Zhvo >4 N

Fnjvvh cqn Fvnimn

]h Pnqkh

0100>">00 ]P Fvnwjk

\ak7 /11>> =161 0>00

Mdjin

60

\ak7 /456 >5> 466 544

Laibnvo

Lak|n Pnvo :>65500 =av) Pj}hMhk) Mai|vh Mjqlnl ]ni|n Ea

M)P) 0>6>0 Btjmh+ L)E)

\ak7 /1611 410= 600

=164 FG Q|vamd|

Ph}|fq} 6131

=100 CI Q|vamd|

\ak7 /=> =0 54: 0000

Ihvsnz

Dhee} uajai >L+

0631 H}kh

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00"140 Kj}fhn

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\ak7 /=< :> 531 3000

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PH Fht 461

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\ak7 /60< Caiaun

\ak7 / 66 43: >5 10

Qij|al Ojiclhb

I 6PF

\ak7 /0066 Ias Zhvo

\ak7 /> 6>6 =>< 4000

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