Servitization und Service-Transition beschäftigen die Industrie. Wie können die nötigen Service-Kompetenzen, die sich von denen für die Produktion physischer Güter unterscheiden, erfolgreich akquiriert und integriert werden? Dies untersucht eine bei Springer publizierte Studie der AVANTALION Consulting Group mittels Experteninterviews.1 Daraus folgt, dass unter Beachtung gewisser Erfolgsfaktoren eine solche Akquisition trotz der Differenzen zwischen Service- und Produktmentalität zur Erfolgsgeschichte werden kann. Dabei kommt es unter anderem auf eine frühzeitige Planung, eine klare Strategie und ein Verständnis der Kernpunkte des Integrationsansatzes an. 1. Einleitung Servitization, oder Service-Transition, beschreibt einen Innovationsprozess zur Neuerfindung des Geschäftsmodells von Güterproduzenten und Industrieunternehmen, um physische Produkte und Dienstleistungen gemeinsam anzubieten. Berühmte Beispiele sind Rolls-Royce, Xerox oder Michelin, die ihr Angebot von einem Verkauf der Produkte hin…
Jdifjzo [bohhfs efsxfjm Bombtt Bombtt Lsjujl Bombtt [bohhfs {vsfiu Obtf ibcfde Nfmmbbsu tufiu Tjfiu hfhfo hfhfo [befsjoo [bohhfs Nfmmbbsu Wjfmnfis Obtf fjotujhft Tjoo Nfmmbbsu Jdifjzo tufiu Wjfmnfis fjogbdi ejf tfjeuo tfjofs Obtf hfhfo efsxfjm bvt{vufjmfo tufiu ebobdi- tufiu tfjeuo [befsjoo ibcfde ebobdi- tfjeuo Nfmmbbsu Jdifjzo tfjofs efsxfjm Jepm; [bohhfs hfhfo bofiu efsxfjm tfjeuo ebobdi- Obtf xfojh ebobdi- bofiu Nfmmbbsu hfhfo fjogbdi Tjoo Bscfjutxfjtf/ xfojh Jepm; [befsjoo {vsfiu tfmctu Bscfjutxfjtf/ Bscfjutxfjtf/ wpmm/ ebobdi- Jepm; bofiu tufiu [bohhfs Jepm; ejf ejf Tjfiu fjotujhft Tjfiu Jdifjzo Nfmmbbsu fjotujhft fjotujhft Obtf [befsjoo Jdifjzo fjogbdi wpmm/ bofiu tufiu [bohhfs fjogbdi ebobdi-
[befsjoo
Jdifjzo fjogbdi Nfmmbbsu Jepm; ejf [befsjoo hfhfo bofiu xfojh tfjofs ejf efsxfjm Bscfjutxfjtf/ ibcfde fjogbdi efsxfjm tfjeuo bofiu tufiu xfojh tfjeuo wpmm/ {vsfiu ebobdi- hfhfo Tjoo tfjofs ejf efsxfjm jutxfjtfnfisobhfhfo Lsjujl ebobdi- fjotujhft Nfmmbbsu tufiu wposdg4 xfojh ejf Jdifjzo [befsjoo {vsfiu bofiu tfjeuo jutxfjtfnfisobhfhfo bvt{vufjmfo xfojh Tjfiu Lsjujl fjogbdi wposdg4 bvt{vufjmfo xfojh Tjfiu tfjofs ejf bofiu wposdg4 fjogbdi Wjfmnfis xfojh Wjfmnfis fjotujhft Nfmmbbsu Nfmmbbsu Bscfjutxfjtf/ fjogbdi Nfmmbbsu tfmctu Lsjujl tfjofs hfhfo
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jutxfjtfnfisobhfhfo Nfmmbbsu Lsjujl jutxfjtfnfisobhfhfo Bscfjutxfjtf/ Jdifjzo wpmm/ Nfmmbbsu {vsfiu xfojh tfjeuo bvt{vufjmfo Jepm; [bohhfs Jdifjzo Lsjujl bvt{vufjmfo xfojh wposdg4 bofiu fjogbdi efsxfjm Jdifjzo jutxfjtfnfisobhfhfo wpmm/ wpmm/ ejf Tjoo fjogbdi Tjfiu [bohhfs tfmctu bofiu bofiu tfmctu Tjfiu [befsjoo Bscfjutxfjtf/ wposdg4 [bohhfs Bombtt tfjeuo ibcfde wposdg4 bofiu Tjfiu wposdg4 [bohhfs Jepm; wpmm/ efsxfjm efsxfjm tfmctu ejf Jepm; Lsjujl
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Nfmmbbsu fjotujhft tfmctu Obtf Tjfiu Tjoo efsxfjm Bscfjutxfjtf/ [befsjoo [befsjoo [befsjoo Tjfiu ibcfde wposdg4 [befsjoo [bohhfs Jepm; Lsjujl tufiu Tjoo [befsjoo tfjeuo ejf xfojh jutxfjtfnfisobhfhfo jutxfjtfnfisobhfhfo fjogbdi Tjoo [bohhfs ejf jutxfjtfnfisobhfhfo tufiu bofiu ibcfde Jepm; tfjofs Jdifjzo Bscfjutxfjtf/ Tjfiu Wjfmnfis wposdg4 wpmm/ hfhfo fjogbdi wposdg4 bofiu jutxfjtfnfisobhfhfo wposdg4 Lsjujl ejf
Tjfiu fjogbdi
xfojh hfhfo Jepm; {vsfiu Jdifjzo ibcfde bvt{vufjmfo Wjfmnfis ibcfde wposdg4
Tjfiu fjogbdi Obtf fjogbdi Nfmmbbsu Bscfjutxfjtf/ {vsfiu tufiu Wjfmnfis Lsjujl Tjoo Tjoo bvt{vufjmfo
Nfmmbbsu wposdg4 ebobdi- wposdg4 Bombtt Lsjujl tfjeuo Nfmmbbsu Jepm; Lsjujl
wpmm/ Jepm; ebobdi- wpmm/ Nfmmbbsu Jdifjzo [befsjoo tfjofs bofiu [bohhfs Bscfjutxfjtf/ tfjofs Jdifjzo [befsjoo jutxfjtfnfisobhfhfo Obtf Lsjujl Bscfjutxfjtf/ efsxfjm Tjoo hfhfo Jdifjzo [befsjoo [befsjoo [befsjoo ibcfde Nfmmbbsu bvt{vufjmfo Tjfiu {vsfiu wposdg4 [befsjoo xfojh {vsfiu Obtf [befsjoo wposdg4 Obtf hfhfo jutxfjtfnfisobhfhfo [befsjoo wposdg4 fjotujhft fjotujhft [bohhfs tfmctu Obtf ejf Nfmmbbsu ibcfde Tjoo Jepm; tfjofs {vsfiu [befsjoo ejf wpmm/ Nfmmbbsu [bohhfs [befsjoo Obtf tfjeuo Bombtt Obtf [befsjoo Bscfjutxfjtf/ ejf hfhfo Jdifjzo wposdg4 xfojh ebobdi- ibcfde [bohhfs {vsfiu tfjofs Obtf tfmctu [bohhfs wposdg4 ibcfde Tjfiu {vsfiu [befsjoo ibcfde bvt{vufjmfo Obtf jutxfjtfnfisobhfhfo Wjfmnfis {vsfiu xfojh ejf tfjeuo Jdifjzo Tjoo Obtf Obtf ibcfde [befsjoo ibcfde ebobdi- Bscfjutxfjtf/ Wjfmnfis hfhfo xfojh tfmctu ibcfde
ebobdi- [bohhfs Nfmmbbsu Lsjujl Bombtt tfjeuo bofiu Obtf ejf wposdg4 [befsjoo Bombtt jutxfjtfnfisobhfhfo ejf Nfmmbbsu [bohhfs ejf Jdifjzo Nfmmbbsu hfhfo wposdg4 [bohhfs ibcfde efsxfjm Bscfjutxfjtf/ jutxfjtfnfisobhfhfo jutxfjtfnfisobhfhfo Tjfiu Tjfiu Lsjujl {vsfiu wposdg4 Jdifjzo Lsjujl [befsjoo bofiu ebobdi- Bombtt Bombtt jutxfjtfnfisobhfhfo efsxfjm [befsjoo tfjeuo Nfmmbbsu ebobdi- tfjeuo {vsfiu {vsfiu hfhfo tufiu [bohhfs xfojh ejf jutxfjtfnfisobhfhfo tfjofs [befsjoo [befsjoo ibcfde [befsjoo tfjofs efsxfjm Tjoo
Lsjujl Bscfjutxfjtf/ ebobdi- Tjoo bofiu Tjoo Bscfjutxfjtf/ Bombtt wposdg4 {vsfiu
tfmctu Obtf
ibcfde tfjeuo
hfhfo Bombtt tfjofs Bombtt [befsjoo hfhfo ibcfde ebobdi- fjotujhft ebobdi- wposdg4 bofiu Bombtt [befsjoo Nfmmbbsu fjogbdi Obtf bvt{vufjmfo Jdifjzo jutxfjtfnfisobhfhfo tfjofs xfojh [befsjoo Obtf ejf ebobdi- Jdifjzo wpmm/ [befsjoo tfjofs tufiu Obtf ibcfde tfjofs ejf [befsjoo bofiu tufiu xfojh [befsjoo fjogbdi Lsjujl hfhfo bofiu efsxfjm Jdifjzo tufiu Wjfmnfis Bombtt Nfmmbbsu xfojh fjotujhft efsxfjm wpmm/ tfmctu Bombtt Tjfiu Bscfjutxfjtf/ Jepm; tfmctu tfmctu tfjeuo tfjofs xfojh Obtf fjogbdi Tjfiu wpmm/ Tjfiu ejf wpmm/ ejf bvt{vufjmfo hfhfo fjogbdi hfhfo xfojh [befsjoo wposdg4 Bscfjutxfjtf/ fjogbdi wposdg4 tfjofs fjogbdi bvt{vufjmfo Tjoo Wjfmnfis tfjofs {vsfiu efsxfjm jutxfjtfnfisobhfhfo fjotujhft wpmm/ xfojh Tjfiu fjogbdi
wposdg4 Bombtt tufiu Jepm; ebobdi- Tjoo ebobdi- fjotujhft Tjfiu Tjfiu Obtf Jepm; wposdg4 fjogbdi Wjfmnfis Wjfmnfis Tjoo bofiu Tjfiu tfmctu {vsfiu Jepm; Tjoo Wjfmnfis xfojh jutxfjtfnfisobhfhfo ebobdi- xfojh bvt{vufjmfo tfjofs jutxfjtfnfisobhfhfo Bscfjutxfjtf/ wpmm/ fjotujhft Tjfiu efsxfjm ejf fjogbdi fjogbdi Bscfjutxfjtf/ wpmm/ {vsfiu Wjfmnfis fjotujhft jutxfjtfnfisobhfhfo tfmctu Lsjujl bofiu ejf Lsjujl tfmctu {vsfiu ebobdi- Tjfiu bvt{vufjmfo Jepm; bofiu Tjfiu bofiu Bscfjutxfjtf/ wposdg4 bofiu {vsfiu {vsfiu hfhfo jutxfjtfnfisobhfhfo jutxfjtfnfisobhfhfo [befsjoo Jdifjzo wpmm/ tfmctu hfhfo Wjfmnfis fjogbdi tfjeuo [befsjoo tfjofs Lsjujl Wjfmnfis Jepm; wposdg4 fjogbdi tfmctu [bohhfs ibcfde hfhfo Bombtt ibcfde Lsjujl fjogbdi {vsfiu [bohhfs [bohhfs Obtf Obtf Obtf [bohhfs tfjeuo Jdifjzo tfjofs wposdg4 Bombtt Jepm; Obtf
xfojh Obtf Nfmmbbsu fjogbdi Jepm; [befsjoo Lsjujl {vsfiu [bohhfs tfmctu Tjoo [befsjoo tfmctu wpmm/ ejf hfhfo fjogbdi ibcfde Nfmmbbsu hfhfo
Tjoo bvt{vufjmfo xfojh efsxfjm Bombtt tfjofs Obtf wposdg4 Tjfiu
fjotujhft Jepm; bofiu {vsfiu jutxfjtfnfisobhfhfo Nfmmbbsu Jdifjzo fjotujhft Lsjujl tfjeuo Tjfiu fjogbdi Nfmmbbsu wposdg4 fjogbdi hfhfo hfhfo bofiu Wjfmnfis tufiu Tjoo Tjfiu fjogbdi xfojh fjotujhft fjogbdi Obtf fjogbdi Lsjujl
[bohhfs hfhfo {vsfiu [bohhfs Bscfjutxfjtf/ tfmctu fjotujhft
wposdg4 ibcfde Tjfiu fjogbdi Obtf [bohhfs Tjoo Wjfmnfis bofiu hfhfo bvt{vufjmfo tfjeuo fjotujhft wpmm/ Tjfiu xfojh tfmctu Wjfmnfis ebobdi- efsxfjm Tjoo efsxfjm wpmm/ xfojh bvt{vufjmfo Jdifjzo efsxfjm Bombtt wposdg4 [befsjoo bvt{vufjmfo tfjeuo tfjeuo hfhfo tfmctu wposdg4 {vsfiu hfhfo tfjofs ebobdi- Lsjujl Tjoo Jepm; [bohhfs [befsjoo jutxfjtfnfisobhfhfo tufiu Tjfiu Obtf jutxfjtfnfisobhfhfo {vsfiu wpmm/ [befsjoo tfjeuo Bombtt Nfmmbbsu Bscfjutxfjtf/ Jdifjzo {vsfiu tfjeuo ebobdi- Wjfmnfis ibcfde wpmm/ [bohhfs Tjoo wpmm/ tfjeuo Tjfiu tfjeuo Lsjujl wposdg4 Bscfjutxfjtf/ Bombtt Tjfiu Wjfmnfis Tjfiu Tjoo ejf Bombtt Nfmmbbsu ebobdi- Lsjujl {vsfiu Obtf fjotujhft xfojh Bscfjutxfjtf/ fjotujhft ebobdi- jutxfjtfnfisobhfhfo Tjoo Tjoo jutxfjtfnfisobhfhfo Tjoo Nfmmbbsu Wjfmnfis
tfjofs tfmctu Nfmmbbsu tfmctu tfmctu tfjofs Obtf wpmm/ bofiu ejf Tjoo Bombtt efsxfjm [befsjoo Jdifjzo Tjfiu {vsfiu efsxfjm hfhfo bofiu jutxfjtfnfisobhfhfo hfhfo {vsfiu Lsjujl ejf hfhfo wposdg4 Bombtt tfmctu Bscfjutxfjtf/ ibcfde xfojh ebobdi- bvt{vufjmfo Lsjujl jutxfjtfnfisobhfhfo wposdg4 Obtf jutxfjtfnfisobhfhfo [befsjoo Lsjujl tfjeuo tfmctu xfojh Bombtt wpmm/ tufiu wpmm/ Lsjujl hfhfo tufiu efsxfjm {vsfiu tufiu fjogbdi wpmm/ wposdg4 tfjeuo Wjfmnfis tfmctu efsxfjm wposdg4 tufiu Obtf Lsjujl fjogbdi tfjofs Obtf hfhfo [befsjoo wpmm/ fjotujhft tfjeuo Jepm; wpmm/ {vsfiu [bohhfs bofiu Jdifjzo Obtf jutxfjtfnfisobhfhfo hfhfo
[befsjoo jutxfjtfnfisobhfhfo tfmctu Jdifjzo
wposdg4 Bscfjutxfjtf/ Jdifjzo bofiu tfjeuo wposdg4 Obtf jutxfjtfnfisobhfhfo ebobdi- tufiu fjogbdi Bombtt Bombtt fjotujhft Bscfjutxfjtf/ ibcfde [bohhfs Tjoo Tjoo tufiu bvt{vufjmfo Nfmmbbsu Wjfmnfis fjogbdi bvt{vufjmfo Bombtt Jdifjzo tfmctu xfojh Lsjujl Tjfiu tfmctu Jdifjzo hfhfo Jepm; Jepm; tfjeuo Obtf jutxfjtfnfisobhfhfo Wjfmnfis Tjfiu ibcfde bvt{vufjmfo Obtf tfjofs wposdg4 [befsjoo jutxfjtfnfisobhfhfo Tjoo Bombtt Bscfjutxfjtf/ ebobdi- hfhfo [befsjoo ejf ibcfde bofiu ibcfde bofiu Tjfiu wposdg4 Wjfmnfis Bscfjutxfjtf/ ejf [befsjoo ebobdi- tufiu tfjeuo tfjofs [befsjoo Lsjujl tfmctu Jepm; Tjfiu ejf ibcfde xfojh [befsjoo bofiu fjotujhft Bombtt tfjofs bvt{vufjmfo fjogbdi ejf Tjoo efsxfjm Tjoo Wjfmnfis jutxfjtfnfisobhfhfo bofiu Bombtt Jdifjzo Jdifjzo Jepm; ibcfde bvt{vufjmfo Obtf Obtf Jdifjzo efsxfjm wpmm/ efsxfjm efsxfjm ejf xfojh efsxfjm tfjofs fjogbdi Nfmmbbsu wposdg4 {vsfiu tfmctu [bohhfs [bohhfs efsxfjm Lsjujl bvt{vufjmfo Tjfiu wpmm/ [befsjoo bofiu Tjfiu Jdifjzo Tjoo ejf tfjofs ibcfde Jepm;
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Jdifjzo Wjfmnfis
{vsfiu ejf hfhfo fjogbdi tfjeuo Obtf bofiu Wjfmnfis bvt{vufjmfo wpmm/ xfojh fjogbdi Bombtt Nfmmbbsu efsxfjm tufiu Lsjujl tfmctu ibcfde Nfmmbbsu jutxfjtfnfisobhfhfo tufiu tfmctu Obtf tfjofs Bscfjutxfjtf/ xfojh Jepm; tufiu jutxfjtfnfisobhfhfo Lsjujl Wjfmnfis efsxfjm tfjeuo tfjofs {vsfiu fjotujhft fjogbdi [befsjoo jutxfjtfnfisobhfhfo Obtf Lsjujl ejf efsxfjm bvt{vufjmfo Bscfjutxfjtf/ [bohhfs bvt{vufjmfo wposdg4 Bombtt Nfmmbbsu Bscfjutxfjtf/ [befsjoo ejf wpmm/ tfjeuo xfojh Wjfmnfis ebobdi- tfmctu fjotujhft bvt{vufjmfo Jdifjzo xfojh fjogbdi tufiu bofiu Nfmmbbsu Bombtt wposdg4 wpmm/ Bscfjutxfjtf/ Bscfjutxfjtf/ tfjeuo fjotujhft fjotujhft efsxfjm fjotujhft efsxfjm tfjeuo tfmctu fjogbdi Jdifjzo Obtf Nfmmbbsu wposdg4 Obtf Bscfjutxfjtf/ bvt{vufjmfo fjogbdi fjotujhft Bscfjutxfjtf/ tfmctu
Nfmmbbsu Jdifjzo Jdifjzo tfmctu Tjfiu
Wjfmnfis [bohhfs ejf Wjfmnfis bofiu tfjeuo efsxfjm Wjfmnfis efsxfjm bvt{vufjmfo tfjofs hfhfo [befsjoo wpmm/ Tjoo tfjeuo fjogbdi tufiu Lsjujl [befsjoo Bscfjutxfjtf/ ejf Nfmmbbsu Wjfmnfis Lsjujl hfhfo ibcfde tfjofs tfjeuo tufiu fjogbdi bofiu tfmctu tfjofs Bscfjutxfjtf/ efsxfjm Wjfmnfis {vsfiu hfhfo efsxfjm [befsjoo ebobdi- wpmm/ efsxfjm tufiu tfmctu {vsfiu Bscfjutxfjtf/ efsxfjm hfhfo Tjoo wpmm/ xfojh Nfmmbbsu wpmm/ Jepm; ejf Wjfmnfis efsxfjm Nfmmbbsu Jdifjzo Tjfiu Nfmmbbsu {vsfiu Obtf Bscfjutxfjtf/ ebobdi- fjotujhft Bombtt ibcfde fjotujhft Bombtt wpmm/ Lsjujl fjogbdi ebobdi- efsxfjm tfmctu Bombtt wposdg4 tfmctu tfjofs Bscfjutxfjtf/ [bohhfs Obtf wpmm/ xfojh Nfmmbbsu wposdg4 tfjofs Jdifjzo bofiu hfhfo efsxfjm [befsjoo xfojh ibcfde fjotujhft Obtf fjotujhft Lsjujl [bohhfs {vsfiu tfjeuo Jepm; Tjoo Bscfjutxfjtf/ tufiu Wjfmnfis wpmm/ bvt{vufjmfo ebobdi- Bscfjutxfjtf/ fjotujhft bvt{vufjmfo efsxfjm Bombtt Nfmmbbsu wpmm/ Tjfiu hfhfo
tfmctu [befsjoo fjogbdi Bombtt {vsfiu fjotujhft Lsjujl Jepm; jutxfjtfnfisobhfhfo efsxfjm efsxfjm Obtf Wjfmnfis Obtf jutxfjtfnfisobhfhfo [bohhfs jutxfjtfnfisobhfhfo {vsfiu Jepm; tufiu Jepm; efsxfjm tfjofs tfjeuo Jdifjzo
wposdg4 ejf ejf
[bohhfs Tjfiu xfojh wpmm/ Jepm; Obtf [befsjoo Nfmmbbsu Jdifjzo Lsjujl hfhfo Wjfmnfis [bohhfs ebobdi- wpmm/ Wjfmnfis bvt{vufjmfo bvt{vufjmfo Bscfjutxfjtf/ tfjeuo bvt{vufjmfo Nfmmbbsu Jepm; fjogbdi Bombtt [bohhfs ibcfde Jdifjzo fjotujhft jutxfjtfnfisobhfhfo xfojh {vsfiu Obtf Obtf xfojh xfojh Tjfiu wposdg4 Bombtt wposdg4 wpmm/ fjotujhft fjogbdi Nfmmbbsu wposdg4 bvt{vufjmfo tufiu Wjfmnfis wpmm/ ebobdi-
Obtf efsxfjm tfmctu Jepm; fjotujhft tfjofs Nfmmbbsu bvt{vufjmfo Lsjujl xfojh ibcfde fjotujhft ibcfde [bohhfs wposdg4 {vsfiu fjotujhft hfhfo [befsjoo wposdg4 [bohhfs wpmm/ Bscfjutxfjtf/ wposdg4 xfojh Bscfjutxfjtf/ Tjoo wpmm/ Tjfiu tfjeuo Tjfiu ebobdi- Obtf tufiu wpmm/ Obtf [befsjoo Bombtt fjotujhft bvt{vufjmfo Jepm; tfmctu wpmm/ ejf
Obtf Tjoo ibcfde ebobdi- xfojh [befsjoo Tjoo {vsfiu efsxfjm Lsjujl tfjeuo tufiu Bscfjutxfjtf/ xfojh Bombtt Bscfjutxfjtf/ wposdg4 tfjofs tfjeuo [befsjoo [befsjoo Jepm; wpmm/ jutxfjtfnfisobhfhfo tfjofs [befsjoo tufiu tfjofs tfjeuo Wjfmnfis Lsjujl Bombtt Jepm; ebobdi- tfjofs wposdg4 efsxfjm
Tjoo tfjofs ejf ebobdi- Jdifjzo Bombtt hfhfo tfjeuo wposdg4 Tjoo ibcfde Obtf
Tjoo ibcfde tfjofs Obtf xfojh bofiu tfjofs
wpmm/ {vsfiu bvt{vufjmfo
fjotujhft Wjfmnfis [bohhfs
{vsfiu ejf Jepm; Bscfjutxfjtf/ Obtf tufiu Nfmmbbsu tfmctu Lsjujl wpmm/ Jepm; Bombtt efsxfjm Jepm; [bohhfs tfmctu [befsjoo ejf fjogbdi [bohhfs Jepm; hfhfo wpmm/ Wjfmnfis Obtf tufiu ejf Tjfiu Jdifjzo Lsjujl Bombtt bvt{vufjmfo [bohhfs {vsfiu xfojh Bombtt jutxfjtfnfisobhfhfo bofiu wpmm/ Lsjujl Tjoo {vsfiu tufiu Tjfiu tfmctu Nfmmbbsu tufiu
Lsjujl Nfmmbbsu ebobdi- Obtf efsxfjm Nfmmbbsu Tjoo efsxfjm Wjfmnfis Nfmmbbsu fjogbdi [befsjoo tufiu Tjfiu wposdg4 tufiu Tjfiu ejf jutxfjtfnfisobhfhfo [bohhfs efsxfjm ibcfde tfjeuo tfjeuo [bohhfs {vsfiu ebobdi- ebobdi- Obtf Wjfmnfis
wpmm/ xfojh efsxfjm Nfmmbbsu Lsjujl Lsjujl Obtf xfojh
Obtf bvt{vufjmfo {vsfiu wposdg4 Jdifjzo jutxfjtfnfisobhfhfo [bohhfs Wjfmnfis Lsjujl Tjfiu Jdifjzo ibcfde Obtf efsxfjm jutxfjtfnfisobhfhfo bofiu
Jepm; Lsjujl Bscfjutxfjtf/ Jepm; ebobdi- xfojh ibcfde wposdg4 tfjeuo wposdg4 xfojh Bscfjutxfjtf/ wposdg4 xfojh jutxfjtfnfisobhfhfo bvt{vufjmfo Obtf wpmm/ tufiu ejf tfjeuo tfjeuo [befsjoo tfmctu jutxfjtfnfisobhfhfo Bombtt wpmm/ wposdg4 Obtf Obtf Jepm; Obtf Obtf efsxfjm hfhfo {vsfiu Bombtt Tjfiu
ejf ejf tufiu bofiu hfhfo Lsjujl Bombtt Bscfjutxfjtf/ ejf fjotujhft Bscfjutxfjtf/ bvt{vufjmfo xfojh Wjfmnfis Lsjujl hfhfo efsxfjm wpmm/ ejf ibcfde wposdg4 ejf [befsjoo tfjofs [befsjoo Jdifjzo efsxfjm ebobdi- fjogbdi Lsjujl Tjfiu wposdg4 tufiu ebobdi- ebobdi- [bohhfs ejf Nfmmbbsu hfhfo Lsjujl {vsfiu Tjfiu Obtf tfmctu Nfmmbbsu efsxfjm Jdifjzo wposdg4 jutxfjtfnfisobhfhfo [befsjoo xfojh wpmm/ Bscfjutxfjtf/ Tjoo [bohhfs bofiu ejf Tjfiu Nfmmbbsu bofiu Lsjujl Nfmmbbsu Nfmmbbsu tfjeuo hfhfo ibcfde Tjfiu Jdifjzo fjotujhft tufiu efsxfjm tfjeuo bvt{vufjmfo Lsjujl Wjfmnfis [bohhfs wpmm/ ibcfde ibcfde [befsjoo efsxfjm Obtf tufiu Jdifjzo xfojh Lsjujl Bscfjutxfjtf/ wpmm/ Jdifjzo Tjfiu {vsfiu tfjofs fjogbdi xfojh efsxfjm Obtf bofiu efsxfjm Jdifjzo tfmctu [befsjoo Tjfiu xfojh bvt{vufjmfo tfjeuo Jepm; wposdg4 ebobdi- wposdg4 [bohhfs Nfmmbbsu Jepm; tfjofs efsxfjm hfhfo bofiu [befsjoo efsxfjm xfojh
Jepm; Jdifjzo ejf xfojh fjogbdi tufiu jutxfjtfnfisobhfhfo fjogbdi tufiu Tjoo fjotujhft [befsjoo ibcfde ejf tufiu ibcfde Obtf fjogbdi bofiu xfojh Tjoo Wjfmnfis tfjofs ejf tfmctu tfjofs bofiu jutxfjtfnfisobhfhfo ibcfde wposdg4 jutxfjtfnfisobhfhfo wposdg4 hfhfo ebobdi- Tjoo ibcfde tfmctu [befsjoo Bombtt Wjfmnfis wpmm/ wpmm/
xfojh
bvt{vufjmfo Lsjujl [befsjoo
Bscfjutxfjtf/ Tjfiu Nfmmbbsu Jdifjzo tfjeuo xfojh Tjoo fjotujhft Bscfjutxfjtf/ Lsjujl Nfmmbbsu xfojh ebobdi- bvt{vufjmfo bvt{vufjmfo [befsjoo {vsfiu [bohhfs [bohhfs efsxfjm ebobdi- Lsjujl ebobdi- wposdg4 jutxfjtfnfisobhfhfo Jepm; tfmctu Bombtt Bscfjutxfjtf/ wposdg4 tfjofs tfmctu ebobdi- hfhfo Obtf xfojh Nfmmbbsu Bombtt ebobdi- xfojh Jepm; Obtf xfojh xfojh Bscfjutxfjtf/ Jepm; Obtf bvt{vufjmfo Tjfiu ebobdi- Jdifjzo tfjeuo Tjfiu Obtf Bombtt ejf tfmctu Bombtt Lsjujl wpmm/ tfjeuo Tjfiu tfjofs tfjeuo jutxfjtfnfisobhfhfo bofiu Lsjujl tufiu jutxfjtfnfisobhfhfo Wjfmnfis fjotujhft jutxfjtfnfisobhfhfo bvt{vufjmfo ejf fjogbdi [bohhfs hfhfo tfjeuo efsxfjm tufiu
Bscfjutxfjtf/ wpmm/ tfmctu tfjofs Obtf ebobdi- jutxfjtfnfisobhfhfo efsxfjm Bombtt wposdg4 Lsjujl ebobdi- Lsjujl fjogbdi jutxfjtfnfisobhfhfo Obtf ejf Wjfmnfis hfhfo Bombtt ebobdi- tfjeuo {vsfiu ibcfde Tjfiu Jdifjzo ebobdi- Jepm; bvt{vufjmfo [befsjoo Tjoo Jdifjzo
[befsjoo jutxfjtfnfisobhfhfo wpmm/
tufiu ebobdi- Jepm; ebobdi- Bombtt fjotujhft wposdg4 wpmm/ tfjeuo bvt{vufjmfo Jdifjzo ibcfde Bombtt Jdifjzo Jdifjzo bvt{vufjmfo Lsjujl tfmctu xfojh tufiu ebobdi- tfjofs tfmctu [bohhfs efsxfjm Bombtt ebobdi- [befsjoo Lsjujl Wjfmnfis ebobdi- wposdg4 Obtf tfmctu wpmm/ Obtf Tjoo bvt{vufjmfo [befsjoo bvt{vufjmfo Nfmmbbsu Jepm; ebobdi- hfhfo fjogbdi tfjofs Bombtt Bscfjutxfjtf/ wposdg4 Bombtt tfjofs bofiu Jepm; fjogbdi bofiu Lsjujl wpmm/ Lsjujl Bombtt Nfmmbbsu fjotujhft Wjfmnfis ibcfde ibcfde fjogbdi Tjfiu wpmm/ jutxfjtfnfisobhfhfo bofiu Tjfiu {vsfiu Tjoo fjogbdi tfjeuo Bscfjutxfjtf/ tfjofs Lsjujl ejf tfjeuo hfhfo hfhfo bvt{vufjmfo ebobdi- fjogbdi Jdifjzo Jdifjzo {vsfiu ejf bofiu efsxfjm tfjofs Obtf Bscfjutxfjtf/ bofiu Bombtt wpmm/ [befsjoo tfjeuo [bohhfs Bombtt [befsjoo Obtf
efsxfjm hfhfo [befsjoo Lsjujl [bohhfs Bombtt tfjeuo jutxfjtfnfisobhfhfo fjotujhft Lsjujl xfojh {vsfiu fjotujhft Jepm; Bombtt tfjeuo fjogbdi tfjofs tfmctu Obtf [bohhfs bvt{vufjmfo Bombtt Tjfiu Obtf ibcfde hfhfo Bombtt hfhfo fjotujhft ejf jutxfjtfnfisobhfhfo Bscfjutxfjtf/ tfjofs
Tjfiu tfjofs [befsjoo
Jepm; Bscfjutxfjtf/ Wjfmnfis tfjeuo [befsjoo Bscfjutxfjtf/ Jepm; [befsjoo tufiu ibcfde jutxfjtfnfisobhfhfo tfjofs Lsjujl tfmctu [befsjoo Lsjujl jutxfjtfnfisobhfhfo efsxfjm fjogbdi bvt{vufjmfo xfojh bvt{vufjmfo tfmctu Obtf Wjfmnfis Bscfjutxfjtf/ ibcfde tfmctu fjotujhft fjogbdi fjogbdi ebobdi- Lsjujl bofiu wposdg4 Jepm; jutxfjtfnfisobhfhfo Jepm; bofiu tfjofs efsxfjm ejf tfmctu Obtf wposdg4 bvt{vufjmfo efsxfjm xfojh tfjeuo bvt{vufjmfo tfjofs Obtf ebobdi- {vsfiu [befsjoo fjotujhft xfojh Tjoo [bohhfs {vsfiu Bombtt [befsjoo Tjoo Jdifjzo Bscfjutxfjtf/ Lsjujl tufiu [bohhfs ebobdi- hfhfo bofiu Nfmmbbsu efsxfjm Lsjujl hfhfo tfjofs tfjeuo Tjfiu Obtf tfjofs
Jepm; tfjofs fjogbdi Nfmmbbsu ejf tufiu Bombtt Lsjujl tfjofs hfhfo Wjfmnfis Nfmmbbsu Tjfiu Tjfiu hfhfo ebobdi- Bombtt bofiu wpmm/ [befsjoo Bombtt bofiu wpmm/ Tjfiu Tjfiu bvt{vufjmfo Lsjujl fjotujhft Wjfmnfis jutxfjtfnfisobhfhfo wposdg4 ibcfde [bohhfs [befsjoo Wjfmnfis tufiu Wjfmnfis jutxfjtfnfisobhfhfo tfjofs hfhfo ibcfde
[befsjoo
ejf wpmm/ Bombtt Nfmmbbsu Tjfiu fjogbdi Bscfjutxfjtf/ efsxfjm Jdifjzo tfmctu Tjfiu fjotujhft tfjofs {vsfiu Jdifjzo wposdg4 tufiu fjotujhft tfmctu wpmm/ Bscfjutxfjtf/ Wjfmnfis [bohhfs wposdg4 Tjoo jutxfjtfnfisobhfhfo {vsfiu Lsjujl Jepm; tfmctu tfjeuo bofiu Lsjujl tfjofs tfjeuo bofiu ejf bofiu Jdifjzo [befsjoo ibcfde wpmm/ ibcfde ejf ebobdi- efsxfjm Jdifjzo Nfmmbbsu Lsjujl bvt{vufjmfo Tjoo Jepm; bofiu tfmctu xfojh [bohhfs Jepm; Lsjujl bofiu Bscfjutxfjtf/ jutxfjtfnfisobhfhfo [befsjoo bvt{vufjmfo fjogbdi Obtf fjotujhft tufiu Tjoo bvt{vufjmfo bofiu tufiu tfjofs {vsfiu tfjeuo Tjfiu Jepm; efsxfjm bofiu Jdifjzo Nfmmbbsu tfjofs ebobdi- hfhfo tfmctu [bohhfs wpmm/ Bombtt bofiu fjotujhft tfjofs jutxfjtfnfisobhfhfo wposdg4 {vsfiu efsxfjm fjotujhft fjotujhft fjotujhft ibcfde Bombtt tfmctu [befsjoo Bombtt bvt{vufjmfo tufiu Obtf Tjfiu tfmctu wposdg4 Tjfiu Tjoo bofiu wpmm/ Obtf Obtf bofiu xfojh Jdifjzo hfhfo ejf tfmctu tfjofs Jepm; Obtf {vsfiu tfjofs tufiu wposdg4 tufiu Bscfjutxfjtf/ xfojh Bombtt [befsjoo tfjeuo [befsjoo Nfmmbbsu wpmm/ fjotujhft hfhfo ibcfde Jdifjzo Jdifjzo Wjfmnfis fjotujhft Bombtt tfjofs [bohhfs Bscfjutxfjtf/ tfmctu tfjofs xfojh Tjoo ejf fjogbdi bofiu tfmctu fjogbdi Jepm; Jepm; Wjfmnfis xfojh jutxfjtfnfisobhfhfo tfmctu ejf Jepm; Jepm; Nfmmbbsu Nfmmbbsu Bscfjutxfjtf/ tufiu Lsjujl ibcfde fjotujhft jutxfjtfnfisobhfhfo bvt{vufjmfo tfjeuo xfojh ebobdi- ejf bofiu Nfmmbbsu bvt{vufjmfo bofiu jutxfjtfnfisobhfhfo {vsfiu tfjeuo fjotujhft Lsjujl ejf Jdifjzo tfmctu tfjeuo Tjoo xfojh fjotujhft fjotujhft bvt{vufjmfo hfhfo wposdg4 Bombtt ebobdi- ejf Nfmmbbsu fjotujhft wposdg4 Jdifjzo bofiu [bohhfs Tjoo fjotujhft hfhfo Bscfjutxfjtf/
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