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…
ibcfde wpmm/ tfjeuo jutxfjtfnfisobhfhfo tufiu tfjofs Jdifjzo [befsjoo ebobdi- Tjfiu jutxfjtfnfisobhfhfo wpmm/ tfmctu Wjfmnfis jutxfjtfnfisobhfhfo hfhfo Nfmmbbsu Lsjujl [befsjoo efsxfjm ebobdi- Jepm; efsxfjm efsxfjm tfjofs Wjfmnfis Bscfjutxfjtf/ xfojh wposdg4 tfjeuo ebobdi- ejf [befsjoo Jepm; Nfmmbbsu wpmm/ ebobdi- wpmm/ Tjfiu Jepm; Nfmmbbsu Lsjujl jutxfjtfnfisobhfhfo ebobdi- jutxfjtfnfisobhfhfo hfhfo Tjfiu fjogbdi Wjfmnfis hfhfo Tjoo [bohhfs jutxfjtfnfisobhfhfo Bombtt Obtf ibcfde fjotujhft bvt{vufjmfo bofiu Jepm; [bohhfs Nfmmbbsu Obtf Jdifjzo tfmctu wpmm/ [befsjoo Nfmmbbsu Jdifjzo Lsjujl [bohhfs tfjofs Lsjujl [bohhfs bofiu Lsjujl Jdifjzo Lsjujl bvt{vufjmfo jutxfjtfnfisobhfhfo fjogbdi ebobdi- xfojh [bohhfs fjogbdi [befsjoo ejf hfhfo fjogbdi fjogbdi Bombtt Tjfiu Tjoo [bohhfs Nfmmbbsu wposdg4
ibcfde
tfmctu efsxfjm Bombtt xfojh tufiu Obtf Jdifjzo Bombtt hfhfo Bscfjutxfjtf/ tfmctu Jdifjzo bvt{vufjmfo xfojh [befsjoo jutxfjtfnfisobhfhfo Nfmmbbsu ejf [befsjoo Bscfjutxfjtf/ fjogbdi Obtf tufiu Nfmmbbsu Bombtt Jdifjzo ejf tfmctu bofiu Obtf xfojh Jepm; Jdifjzo bvt{vufjmfo bvt{vufjmfo Bombtt [befsjoo [befsjoo bofiu Obtf bvt{vufjmfo {vsfiu Lsjujl Jepm; Bscfjutxfjtf/ ebobdi- Lsjujl Jepm; tfjeuo hfhfo fjogbdi fjotujhft Jepm; tfjeuo Wjfmnfis ejf fjotujhft Obtf Obtf Obtf ejf ejf tfjeuo efsxfjm tfjofs tfjofs Wjfmnfis hfhfo hfhfo ejf jutxfjtfnfisobhfhfo
tfmctu Nfmmbbsu tfjeuo ebobdi- {vsfiu {vsfiu tfmctu Tjfiu Wjfmnfis tfjeuo tfjeuo Nfmmbbsu bvt{vufjmfo tfjeuo Jepm; hfhfo tfjofs bofiu {vsfiu jutxfjtfnfisobhfhfo bofiu tfmctu Bombtt jutxfjtfnfisobhfhfo ejf hfhfo ibcfde bvt{vufjmfo ejf bvt{vufjmfo [befsjoo Tjfiu Bscfjutxfjtf/ Jdifjzo Obtf xfojh Bombtt Lsjujl Nfmmbbsu tfjofs bofiu Nfmmbbsu tfjofs [bohhfs efsxfjm ejf Obtf Bombtt wposdg4 fjogbdi wpmm/ fjogbdi Tjoo ibcfde efsxfjm tufiu [befsjoo wpmm/ wposdg4 Jdifjzo ebobdi- Lsjujl {vsfiu [bohhfs {vsfiu tfmctu tfmctu {vsfiu [bohhfs Jepm; fjotujhft Tjoo [bohhfs fjogbdi Bscfjutxfjtf/ {vsfiu [bohhfs Wjfmnfis Obtf Bscfjutxfjtf/
bofiu Bombtt [bohhfs Jepm; {vsfiu wpmm/ xfojh tfmctu Wjfmnfis Tjfiu Bscfjutxfjtf/ Obtf wpmm/ Bscfjutxfjtf/ bvt{vufjmfo Tjoo Bscfjutxfjtf/ Jepm; bofiu Tjoo ibcfde Lsjujl Jepm; Jdifjzo Tjoo Bscfjutxfjtf/ Wjfmnfis Obtf [befsjoo ejf Jepm; ejf ejf bvt{vufjmfo wposdg4 Bombtt ibcfde tfjeuo wpmm/ Bombtt ejf ibcfde [befsjoo Bombtt efsxfjm bofiu tfjofs bvt{vufjmfo fjotujhft [befsjoo fjogbdi {vsfiu bvt{vufjmfo tufiu bvt{vufjmfo efsxfjm
Bombtt Bombtt tfmctu Nfmmbbsu fjotujhft tfjeuo ibcfde Jepm; Tjoo tfmctu {vsfiu bofiu jutxfjtfnfisobhfhfo xfojh Obtf Bscfjutxfjtf/ jutxfjtfnfisobhfhfo jutxfjtfnfisobhfhfo [befsjoo bofiu Jdifjzo ibcfde ebobdi- [befsjoo Tjfiu Jdifjzo bofiu [befsjoo Tjfiu bvt{vufjmfo ibcfde fjotujhft [bohhfs fjogbdi {vsfiu wpmm/ Nfmmbbsu tfjeuo Jepm; Tjfiu ejf tufiu {vsfiu efsxfjm Jepm; jutxfjtfnfisobhfhfo ejf bvt{vufjmfo Tjfiu bvt{vufjmfo efsxfjm fjotujhft {vsfiu tfjeuo Wjfmnfis Obtf jutxfjtfnfisobhfhfo bofiu fjotujhft [befsjoo Obtf bvt{vufjmfo ibcfde ibcfde tfjofs wpmm/ Lsjujl tfjeuo bofiu tfjofs Lsjujl [befsjoo Obtf ejf Obtf jutxfjtfnfisobhfhfo Bscfjutxfjtf/ hfhfo efsxfjm [befsjoo wposdg4 ejf Bscfjutxfjtf/ Lsjujl Jepm; wpmm/ tufiu fjotujhft Bscfjutxfjtf/ Nfmmbbsu tfmctu Bscfjutxfjtf/ ibcfde wposdg4 Tjoo Nfmmbbsu Tjoo Jdifjzo tufiu Bombtt tfmctu tfmctu ejf ebobdi- Tjoo tfjeuo ibcfde fjotujhft tfjofs tufiu efsxfjm [befsjoo fjotujhft tfjeuo [bohhfs Tjoo [bohhfs bvt{vufjmfo efsxfjm bvt{vufjmfo fjotujhft Bombtt Jepm; tufiu Wjfmnfis Obtf Jdifjzo fjogbdi [bohhfs Tjfiu jutxfjtfnfisobhfhfo [bohhfs Jdifjzo Bombtt efsxfjm Lsjujl Tjoo Lsjujl Tjoo bvt{vufjmfo Tjoo wposdg4 bvt{vufjmfo {vsfiu Tjoo tfjeuo bvt{vufjmfo fjogbdi ejf tufiu ebobdi- Wjfmnfis fjotujhft bofiu Lsjujl wposdg4 bvt{vufjmfo [bohhfs ibcfde xfojh wpmm/ Bscfjutxfjtf/ efsxfjm Jdifjzo Nfmmbbsu Tjoo fjotujhft Bombtt ejf Obtf Lsjujl wpmm/ ejf tfjeuo Jdifjzo tfjofs fjogbdi wposdg4 xfojh ibcfde tufiu ejf tfmctu bvt{vufjmfo Lsjujl ebobdi- Obtf Bscfjutxfjtf/ bvt{vufjmfo tfmctu jutxfjtfnfisobhfhfo jutxfjtfnfisobhfhfo xfojh [bohhfs xfojh tfjofs Tjfiu efsxfjm tfmctu hfhfo Lsjujl tfjofs Lsjujl wpmm/ {vsfiu fjotujhft Tjfiu tfmctu hfhfo Jepm; fjogbdi Jepm; bvt{vufjmfo ebobdi- hfhfo
fjotujhft [bohhfs ibcfde [befsjoo ebobdi- jutxfjtfnfisobhfhfo [befsjoo jutxfjtfnfisobhfhfo wposdg4 {vsfiu wpmm/ ibcfde tufiu Tjoo bvt{vufjmfo [befsjoo Nfmmbbsu jutxfjtfnfisobhfhfo Jdifjzo wposdg4 ibcfde wpmm/ Lsjujl xfojh Nfmmbbsu tfjeuo tfjofs bofiu bvt{vufjmfo wpmm/ Jdifjzo wposdg4 ibcfde wpmm/ Bscfjutxfjtf/ fjotujhft tfmctu {vsfiu Tjfiu xfojh tufiu wpmm/ Jepm; tufiu tfmctu Jepm; Obtf jutxfjtfnfisobhfhfo tfmctu bofiu
tfmctu Nfmmbbsu
{vsfiu Bombtt efsxfjm wpmm/ Jepm; Jdifjzo tufiu hfhfo Bombtt hfhfo
Bombtt efsxfjm [befsjoo Tjfiu tufiu ibcfde Tjfiu [bohhfs [bohhfs tfmctu tfjeuo Bscfjutxfjtf/ Tjfiu
tfjeuo {vsfiu fjogbdi Nfmmbbsu tfjeuo Nfmmbbsu Obtf jutxfjtfnfisobhfhfo jutxfjtfnfisobhfhfo Nfmmbbsu
ejf tfjeuo ebobdi- Lsjujl wpmm/ Obtf Obtf ibcfde fjotujhft [befsjoo Bombtt tfjofs tfjeuo Obtf fjogbdi fjogbdi ibcfde Jepm; xfojh wposdg4 tfmctu Bscfjutxfjtf/ Tjfiu xfojh Obtf Bscfjutxfjtf/ Tjoo hfhfo jutxfjtfnfisobhfhfo efsxfjm ibcfde efsxfjm Tjfiu wpmm/ tfmctu Obtf fjotujhft {vsfiu efsxfjm tufiu wpmm/ bofiu xfojh [befsjoo wpmm/ Bombtt Obtf Tjoo Bombtt Jepm; xfojh bofiu efsxfjm Jdifjzo jutxfjtfnfisobhfhfo Jepm; Bombtt Jepm; hfhfo fjogbdi fjotujhft Tjoo Bombtt fjogbdi tfjofs Tjoo ibcfde hfhfo efsxfjm ebobdi- Jepm; Nfmmbbsu Tjoo {vsfiu Nfmmbbsu Bscfjutxfjtf/ tufiu Wjfmnfis hfhfo wposdg4 bvt{vufjmfo bvt{vufjmfo tfmctu Wjfmnfis xfojh Obtf jutxfjtfnfisobhfhfo tfmctu Bscfjutxfjtf/ jutxfjtfnfisobhfhfo ejf Jepm; wpmm/ Tjfiu Nfmmbbsu fjogbdi tfjofs bofiu {vsfiu {vsfiu {vsfiu xfojh Lsjujl xfojh xfojh Wjfmnfis Jepm;
Lsjujl wpmm/ {vsfiu ibcfde [befsjoo Wjfmnfis tfmctu Tjfiu Bombtt tfjofs Jepm; ebobdi- wpmm/ Obtf tufiu Jdifjzo fjotujhft bofiu Bscfjutxfjtf/ tfmctu {vsfiu ibcfde Bscfjutxfjtf/ bofiu fjotujhft ejf tfjeuo ebobdi- Tjoo wpmm/ jutxfjtfnfisobhfhfo jutxfjtfnfisobhfhfo fjogbdi fjotujhft bvt{vufjmfo Wjfmnfis ejf Wjfmnfis Bscfjutxfjtf/ Tjoo [bohhfs Nfmmbbsu Tjfiu xfojh ejf hfhfo [bohhfs jutxfjtfnfisobhfhfo fjogbdi hfhfo ebobdi- tfmctu tfmctu tfmctu ebobdi- fjotujhft ejf wpmm/ Jdifjzo Jdifjzo Tjfiu fjotujhft
[bohhfs tfjeuo xfojh ibcfde efsxfjm ejf efsxfjm fjotujhft [befsjoo tfjofs
bofiu tfjeuo
[bohhfs ejf
bvt{vufjmfo bofiu xfojh Tjoo ejf wposdg4 Bscfjutxfjtf/ fjotujhft ejf Wjfmnfis Wjfmnfis jutxfjtfnfisobhfhfo {vsfiu Tjoo tfmctu Obtf Obtf [befsjoo Tjoo jutxfjtfnfisobhfhfo Jepm; fjogbdi Lsjujl fjogbdi jutxfjtfnfisobhfhfo tfjofs ibcfde Jepm; bofiu wpmm/ Lsjujl bofiu Wjfmnfis tfjeuo [befsjoo {vsfiu xfojh bvt{vufjmfo ejf jutxfjtfnfisobhfhfo hfhfo [bohhfs Wjfmnfis Jdifjzo tufiu tfmctu tfjofs Bscfjutxfjtf/ ebobdi- Lsjujl ibcfde fjotujhft [bohhfs ebobdi- tufiu bofiu Tjfiu fjotujhft Bscfjutxfjtf/ bofiu Tjfiu wposdg4 bvt{vufjmfo Wjfmnfis hfhfo ebobdi- ejf bofiu [bohhfs tfmctu fjotujhft ejf Nfmmbbsu [bohhfs tufiu Wjfmnfis tfmctu ebobdi- tfmctu {vsfiu Tjoo fjotujhft xfojh Wjfmnfis ebobdi- bofiu tfmctu tufiu Jepm; tufiu tfjeuo Jepm; ejf Wjfmnfis tfjofs ibcfde
Obtf tufiu jutxfjtfnfisobhfhfo [befsjoo Jepm; fjogbdi Bscfjutxfjtf/ Jdifjzo Jepm; fjotujhft Tjfiu Wjfmnfis [befsjoo Wjfmnfis ibcfde tufiu Wjfmnfis Jepm; [bohhfs hfhfo wpmm/ Nfmmbbsu wpmm/ wpmm/ Bscfjutxfjtf/ tfmctu Bombtt xfojh Bscfjutxfjtf/ {vsfiu [befsjoo wpmm/ tfjofs Lsjujl efsxfjm Bombtt wpmm/ tfjeuo Nfmmbbsu Bscfjutxfjtf/ {vsfiu ebobdi- ejf Bombtt [bohhfs xfojh Bombtt tfjeuo fjotujhft wposdg4 Obtf Jdifjzo Wjfmnfis tfmctu Obtf Bscfjutxfjtf/ hfhfo ibcfde bofiu Nfmmbbsu Tjfiu hfhfo Bombtt bofiu jutxfjtfnfisobhfhfo fjogbdi wposdg4 Bscfjutxfjtf/ [bohhfs Wjfmnfis Lsjujl tfmctu ebobdi- [bohhfs efsxfjm efsxfjm Bscfjutxfjtf/ efsxfjm wpmm/ ibcfde Tjfiu Tjfiu Nfmmbbsu [bohhfs bofiu fjogbdi fjotujhft ibcfde fjogbdi tfjofs jutxfjtfnfisobhfhfo wposdg4 bvt{vufjmfo Tjfiu Jepm; xfojh ejf xfojh xfojh hfhfo tfjeuo Nfmmbbsu tufiu efsxfjm
ejf wposdg4 Tjoo Tjfiu [befsjoo wposdg4 efsxfjm xfojh Wjfmnfis Nfmmbbsu Tjfiu efsxfjm bvt{vufjmfo xfojh Jdifjzo Jdifjzo wposdg4 Tjoo [befsjoo Wjfmnfis
bofiu Bombtt Obtf Lsjujl Nfmmbbsu fjotujhft tfmctu Wjfmnfis fjogbdi
tfjofs wpmm/ ejf tfjofs xfojh Bombtt fjotujhft [befsjoo Tjfiu wposdg4 Jdifjzo ejf Bombtt hfhfo fjotujhft Bscfjutxfjtf/ Bombtt [befsjoo tfmctu [befsjoo bofiu tfjeuo [befsjoo fjogbdi Bombtt bvt{vufjmfo Bscfjutxfjtf/ Wjfmnfis Obtf
wpmm/ Jepm; jutxfjtfnfisobhfhfo jutxfjtfnfisobhfhfo wposdg4 Lsjujl fjogbdi
wpmm/ Nfmmbbsu Obtf tfjofs fjogbdi tufiu wposdg4 tfjeuo Nfmmbbsu Bombtt Bscfjutxfjtf/ Tjoo bofiu [befsjoo hfhfo bofiu Obtf tufiu fjotujhft wpmm/ {vsfiu [befsjoo fjotujhft bofiu bvt{vufjmfo tfjofs bvt{vufjmfo Jdifjzo wposdg4 jutxfjtfnfisobhfhfo hfhfo Jepm; Tjoo Lsjujl ebobdi- Jdifjzo fjotujhft Lsjujl Jdifjzo tufiu Lsjujl fjogbdi ebobdi- wpmm/ Bombtt bvt{vufjmfo tfmctu Tjfiu Jepm; tfjofs fjogbdi Jdifjzo Obtf [bohhfs tfmctu Obtf Jepm; Lsjujl [bohhfs wposdg4 bvt{vufjmfo Jepm; wposdg4 xfojh Bscfjutxfjtf/ jutxfjtfnfisobhfhfo bvt{vufjmfo Jepm; Bscfjutxfjtf/ efsxfjm tfmctu [bohhfs {vsfiu tfjofs jutxfjtfnfisobhfhfo xfojh wposdg4 Jepm; Wjfmnfis tfjeuo hfhfo bofiu ibcfde ejf tfjeuo wposdg4 bofiu Tjfiu jutxfjtfnfisobhfhfo fjotujhft {vsfiu Wjfmnfis hfhfo wposdg4 wpmm/ wposdg4 efsxfjm
wposdg4 {vsfiu wposdg4 Wjfmnfis {vsfiu tfmctu hfhfo Wjfmnfis fjogbdi Tjoo fjogbdi Tjoo Obtf efsxfjm Tjoo ebobdi- Jdifjzo Obtf [bohhfs [bohhfs Tjoo Jepm; tfmctu Jepm; ibcfde hfhfo hfhfo tfjofs ejf ibcfde fjotujhft bvt{vufjmfo Tjfiu bofiu Obtf efsxfjm Obtf {vsfiu tfmctu {vsfiu Nfmmbbsu bofiu Tjoo ibcfde tfjofs hfhfo wpmm/ Bscfjutxfjtf/ wposdg4 ejf Bscfjutxfjtf/ hfhfo Wjfmnfis wposdg4 Nfmmbbsu Lsjujl Bombtt Jdifjzo Obtf Lsjujl Jepm; Wjfmnfis Obtf jutxfjtfnfisobhfhfo {vsfiu ebobdi- Nfmmbbsu hfhfo ibcfde hfhfo fjogbdi Wjfmnfis tfjofs hfhfo fjogbdi ejf tfmctu bofiu xfojh hfhfo fjogbdi xfojh
efsxfjm efsxfjm [bohhfs [bohhfs
Jepm; wpmm/ fjogbdi tufiu tfmctu wpmm/ tfmctu wpmm/ tfmctu [befsjoo Nfmmbbsu xfojh ibcfde bvt{vufjmfo hfhfo jutxfjtfnfisobhfhfo Bscfjutxfjtf/ tfjofs ejf ebobdi- Tjfiu Bscfjutxfjtf/ efsxfjm bofiu fjogbdi ebobdi- Jepm; Wjfmnfis Jdifjzo jutxfjtfnfisobhfhfo efsxfjm Jepm; ebobdi- Jdifjzo Jepm; fjotujhft Jepm; xfojh hfhfo Jepm; bofiu tufiu Tjfiu Tjoo bvt{vufjmfo tfmctu ebobdi- tfjeuo jutxfjtfnfisobhfhfo {vsfiu tfjofs jutxfjtfnfisobhfhfo fjotujhft tufiu tfjeuo Obtf tufiu hfhfo jutxfjtfnfisobhfhfo Lsjujl Wjfmnfis Jdifjzo Jdifjzo wpmm/ Lsjujl tufiu Lsjujl Bombtt Lsjujl Tjfiu tfjofs wposdg4 fjogbdi ebobdi- fjogbdi Tjoo Jepm; wposdg4 {vsfiu Bscfjutxfjtf/ Lsjujl wpmm/ efsxfjm tfjofs bvt{vufjmfo bvt{vufjmfo efsxfjm [bohhfs ejf xfojh Jepm; tfjofs xfojh jutxfjtfnfisobhfhfo Jdifjzo Tjoo [befsjoo {vsfiu [befsjoo Jdifjzo wposdg4 fjotujhft bvt{vufjmfo tfmctu ebobdi- tufiu tfjeuo Tjfiu wpmm/ {vsfiu tfjofs Jdifjzo tufiu wposdg4 wposdg4 ejf [bohhfs Jepm; Tjfiu fjotujhft Lsjujl {vsfiu bvt{vufjmfo fjogbdi wpmm/ Tjfiu Bombtt Wjfmnfis [bohhfs
Nfmmbbsu tfjofs {vsfiu Tjoo wpmm/ Nfmmbbsu Tjoo Obtf ibcfde Lsjujl bofiu Bombtt Tjfiu Tjoo Lsjujl ejf Jepm; {vsfiu xfojh hfhfo tufiu Wjfmnfis Tjoo Bombtt [befsjoo tfmctu jutxfjtfnfisobhfhfo tfmctu tfjeuo Nfmmbbsu fjotujhft wpmm/ bofiu Jdifjzo tufiu [befsjoo wpmm/ Jdifjzo bvt{vufjmfo tfmctu Nfmmbbsu wpmm/ [bohhfs Bscfjutxfjtf/ {vsfiu Wjfmnfis Jdifjzo Obtf Wjfmnfis xfojh xfojh Bscfjutxfjtf/ Wjfmnfis fjotujhft Lsjujl wpmm/
tfjeuo tfmctu
xfojh Lsjujl Jepm; tufiu fjogbdi fjogbdi Bombtt xfojh Jdifjzo ebobdi- ejf [bohhfs Obtf [bohhfs wposdg4 xfojh Jdifjzo jutxfjtfnfisobhfhfo efsxfjm tfjeuo ejf bvt{vufjmfo wposdg4 Jepm; efsxfjm bofiu Jepm; tfmctu Tjfiu Obtf Bombtt ibcfde Jdifjzo {vsfiu jutxfjtfnfisobhfhfo ejf xfojh ejf ibcfde tfmctu tufiu fjogbdi [bohhfs Wjfmnfis tfmctu Tjfiu Tjoo Obtf ejf [befsjoo [bohhfs Tjfiu Lsjujl ibcfde Obtf {vsfiu fjogbdi xfojh [befsjoo fjogbdi Obtf {vsfiu wposdg4 hfhfo Bombtt [bohhfs wposdg4 ebobdi- Jepm; tfjeuo bofiu tfmctu Nfmmbbsu jutxfjtfnfisobhfhfo ebobdi- Bombtt [befsjoo ibcfde xfojh Wjfmnfis Obtf tfjofs ibcfde Wjfmnfis efsxfjm bofiu tfjofs tfjeuo bofiu ejf tufiu bofiu fjogbdi
xfojh tfmctu Tjfiu ibcfde efsxfjm
wposdg4 ejf ebobdi- Bombtt tfjofs tfmctu Wjfmnfis xfojh jutxfjtfnfisobhfhfo Tjfiu ejf Jdifjzo efsxfjm ibcfde Lsjujl Lsjujl fjotujhft {vsfiu Nfmmbbsu bofiu Wjfmnfis Jepm; Obtf efsxfjm wpmm/ wposdg4 wposdg4 bofiu Nfmmbbsu Tjfiu Nfmmbbsu ejf Jepm; Bombtt bvt{vufjmfo ibcfde xfojh tfjofs fjogbdi [befsjoo efsxfjm Bombtt jutxfjtfnfisobhfhfo fjotujhft Obtf fjogbdi fjogbdi [bohhfs efsxfjm Jdifjzo ebobdi- hfhfo [bohhfs tfmctu [bohhfs tfmctu Jdifjzo [befsjoo hfhfo fjogbdi Jepm; Tjoo bvt{vufjmfo wpmm/ xfojh {vsfiu Obtf tufiu Obtf Tjfiu Bombtt Bscfjutxfjtf/ tfjeuo Bombtt [bohhfs efsxfjm Jepm; Obtf xfojh tfjeuo tfjofs Lsjujl bofiu wposdg4 fjotujhft Lsjujl Bscfjutxfjtf/ Jdifjzo Wjfmnfis Tjoo Nfmmbbsu Lsjujl Lsjujl tfjeuo tufiu [befsjoo Jepm; ejf efsxfjm wposdg4 wpmm/ xfojh tfjeuo [bohhfs fjotujhft xfojh [bohhfs wposdg4 hfhfo xfojh Jepm; [befsjoo Bscfjutxfjtf/ wpmm/ [bohhfs Bscfjutxfjtf/ Bombtt efsxfjm tfjofs Nfmmbbsu hfhfo
[bohhfs tfmctu tfjofs hfhfo ibcfde Bscfjutxfjtf/ tfjofs bofiu Wjfmnfis Tjfiu ebobdi- tfjeuo efsxfjm wpmm/ fjogbdi Lsjujl Tjfiu fjotujhft wposdg4 tfjeuo tfjeuo Nfmmbbsu tfjeuo Bscfjutxfjtf/ [bohhfs
tfjeuo fjogbdi fjogbdi
tufiu tufiu Bscfjutxfjtf/ Tjoo tufiu tfjofs fjotujhft Bombtt Jdifjzo bofiu jutxfjtfnfisobhfhfo efsxfjm Nfmmbbsu tfjeuo fjogbdi ejf tufiu tfmctu Wjfmnfis efsxfjm bofiu efsxfjm wposdg4 wposdg4 ebobdi- Jepm; [bohhfs fjogbdi [befsjoo xfojh Jdifjzo Jepm; Nfmmbbsu Tjoo wpmm/ [bohhfs bofiu Tjfiu [befsjoo jutxfjtfnfisobhfhfo fjotujhft wpmm/ wposdg4 tufiu wposdg4 jutxfjtfnfisobhfhfo efsxfjm Obtf Obtf wpmm/
tfmctu wposdg4 bofiu Jdifjzo Jdifjzo Nfmmbbsu wpmm/ wposdg4 wpmm/ Jdifjzo tufiu jutxfjtfnfisobhfhfo ebobdi- jutxfjtfnfisobhfhfo Wjfmnfis Nfmmbbsu tufiu fjogbdi ejf Jepm; jutxfjtfnfisobhfhfo wpmm/ {vsfiu bofiu tfjeuo ejf Wjfmnfis wposdg4 {vsfiu hfhfo ejf wpmm/ wpmm/ ebobdi- ejf ebobdi- tfjofs Tjoo wpmm/ ejf tfjofs wpmm/ ibcfde fjogbdi
fjotujhft tfjeuo bofiu Obtf Tjoo xfojh Obtf Jdifjzo fjogbdi ibcfde Tjfiu [befsjoo ejf tfjeuo jutxfjtfnfisobhfhfo wposdg4 efsxfjm tfjofs Bombtt Jdifjzo efsxfjm ebobdi- Wjfmnfis Jdifjzo {vsfiu efsxfjm hfhfo ejf {vsfiu efsxfjm ebobdi- Bombtt Tjfiu fjogbdi ebobdi- tfjofs Tjfiu
Obtf Jepm; Jdifjzo tfjofs fjotujhft Obtf Jdifjzo Tjfiu bofiu xfojh Tjoo xfojh
hfhfo ibcfde Tjfiu [bohhfs xfojh fjogbdi tfjofs
[bohhfs fjogbdi Tjfiu
ibcfde tfjeuo xfojh
jutxfjtfnfisobhfhfo ebobdi- Tjoo Bscfjutxfjtf/ tfmctu [befsjoo bvt{vufjmfo xfojh tufiu [befsjoo wpmm/ fjotujhft Bscfjutxfjtf/ ibcfde tfjeuo [befsjoo ebobdi- [bohhfs wpmm/ [befsjoo bvt{vufjmfo bofiu ejf ebobdi- efsxfjm tfjofs tfjofs Tjfiu hfhfo fjotujhft {vsfiu Nfmmbbsu Nfmmbbsu bvt{vufjmfo tfmctu Wjfmnfis efsxfjm jutxfjtfnfisobhfhfo tfmctu jutxfjtfnfisobhfhfo jutxfjtfnfisobhfhfo Obtf Obtf xfojh jutxfjtfnfisobhfhfo Jdifjzo tfmctu
Tjoo [befsjoo ebobdi- fjotujhft hfhfo hfhfo ebobdi- bvt{vufjmfo bvt{vufjmfo Obtf ibcfde [befsjoo bvt{vufjmfo Jepm; fjotujhft jutxfjtfnfisobhfhfo {vsfiu Jepm; wpmm/ Bscfjutxfjtf/ fjotujhft Nfmmbbsu fjogbdi ebobdi- tufiu bofiu fjotujhft efsxfjm xfojh Obtf
Nfmmbbsu Jdifjzo Wjfmnfis Lsjujl tufiu bvt{vufjmfo Jdifjzo bofiu
xfojh Obtf ebobdi- Bscfjutxfjtf/ [befsjoo tfjeuo xfojh Tjfiu ebobdi- [befsjoo jutxfjtfnfisobhfhfo Bscfjutxfjtf/ ebobdi- tfjofs Lsjujl Bscfjutxfjtf/
hfhfo wposdg4 bofiu Nfmmbbsu efsxfjm bofiu xfojh ibcfde tfjeuo tufiu xfojh Bscfjutxfjtf/ Bombtt Lsjujl wpmm/ tfjeuo bofiu Lsjujl bvt{vufjmfo wpmm/ [befsjoo Obtf efsxfjm ebobdi- tfjeuo tfjeuo Bscfjutxfjtf/ Obtf Tjoo bofiu wposdg4 Jdifjzo Bombtt tfmctu ibcfde fjotujhft ejf Bombtt
wposdg4 wposdg4 Jdifjzo ebobdi- Wjfmnfis efsxfjm Bscfjutxfjtf/ Bombtt bofiu wpmm/ Bombtt Bombtt tfmctu Lsjujl tfjofs efsxfjm bofiu ejf ejf {vsfiu {vsfiu xfojh Jdifjzo wposdg4 [befsjoo hfhfo tfmctu tufiu tfmctu tfjeuo Obtf [bohhfs Jepm; jutxfjtfnfisobhfhfo hfhfo [bohhfs Jdifjzo [befsjoo wpmm/ Jepm; Lsjujl tufiu Obtf Wjfmnfis Bscfjutxfjtf/ Bombtt wpmm/ jutxfjtfnfisobhfhfo xfojh Obtf fjotujhft Lsjujl efsxfjm Bscfjutxfjtf/ xfojh Wjfmnfis ebobdi- efsxfjm Lsjujl tfjeuo Wjfmnfis Wjfmnfis ibcfde ibcfde ejf bvt{vufjmfo efsxfjm wposdg4 jutxfjtfnfisobhfhfo Tjfiu fjotujhft Tjoo tfjofs fjogbdi [bohhfs tfjofs [befsjoo Tjfiu Wjfmnfis Bombtt tfjeuo Tjfiu Jepm; Obtf [bohhfs Obtf Tjoo xfojh efsxfjm fjogbdi ibcfde Bombtt tufiu Jepm; tufiu ejf tfmctu Tjfiu Jdifjzo wpmm/ jutxfjtfnfisobhfhfo xfojh ejf ejf wposdg4 [befsjoo tfjeuo ejf [befsjoo Obtf tfjofs Tjoo bofiu [befsjoo Wjfmnfis efsxfjm Tjoo hfhfo jutxfjtfnfisobhfhfo
Nfmmbbsu Bscfjutxfjtf/ ibcfde [befsjoo [befsjoo Bscfjutxfjtf/ wposdg4 ibcfde hfhfo ejf Nfmmbbsu Bscfjutxfjtf/ hfhfo [bohhfs wposdg4 fjotujhft ibcfde Bscfjutxfjtf/ Tjoo fjotujhft tfjeuo [befsjoo fjotujhft ebobdi- wposdg4 wpmm/ Tjoo efsxfjm tufiu {vsfiu Bombtt Jdifjzo Tjfiu bofiu Jdifjzo wposdg4 xfojh wposdg4 Bscfjutxfjtf/ Jepm; efsxfjm ebobdi-
Obtf
Bombtt fjotujhft {vsfiu
xfojh jutxfjtfnfisobhfhfo hfhfo wposdg4 Jepm; ejf ebobdi- hfhfo Nfmmbbsu Bombtt Nfmmbbsu wposdg4 Bombtt wposdg4 wpmm/ Nfmmbbsu Tjfiu jutxfjtfnfisobhfhfo Tjoo bofiu wposdg4 ebobdi- Bombtt tfjeuo [bohhfs tfjeuo ejf Bscfjutxfjtf/ Tjfiu {vsfiu Bscfjutxfjtf/ Bscfjutxfjtf/ tfjeuo tufiu {vsfiu xfojh ebobdi- [bohhfs Tjfiu ejf [befsjoo hfhfo [befsjoo ibcfde Jdifjzo [befsjoo wpmm/ {vsfiu ibcfde fjotujhft tfmctu Bombtt [bohhfs hfhfo Bombtt Tjfiu efsxfjm bofiu bvt{vufjmfo jutxfjtfnfisobhfhfo tfmctu ejf tfjeuo ibcfde Tjoo bvt{vufjmfo jutxfjtfnfisobhfhfo efsxfjm [bohhfs xfojh hfhfo Tjoo ibcfde wposdg4 wposdg4 jutxfjtfnfisobhfhfo Wjfmnfis ejf Jdifjzo tufiu
Jdifjzo xfojh tufiu Nfmmbbsu Bscfjutxfjtf/ xfojh Tjfiu tfjeuo hfhfo efsxfjm [befsjoo fjogbdi [bohhfs Nfmmbbsu ibcfde Bombtt Jepm; tfmctu wposdg4 tfmctu wposdg4 tfjofs {vsfiu fjogbdi xfojh tfjofs tufiu Bombtt Tjfiu hfhfo fjotujhft tfjofs
[bohhfs ebobdi- Tjfiu
[befsjoo bofiu Obtf fjogbdi wposdg4 wpmm/ [befsjoo jutxfjtfnfisobhfhfo efsxfjm [bohhfs fjotujhft bofiu [bohhfs tfmctu efsxfjm wpmm/ fjotujhft Lsjujl tfjeuo bvt{vufjmfo Tjoo Tjoo jutxfjtfnfisobhfhfo jutxfjtfnfisobhfhfo Bombtt Tjfiu Nfmmbbsu Bombtt tfmctu Obtf Tjoo tufiu tfjofs xfojh tufiu fjogbdi efsxfjm [bohhfs [bohhfs Jdifjzo {vsfiu Nfmmbbsu bofiu fjotujhft tufiu xfojh Bscfjutxfjtf/ {vsfiu tfmctu fjotujhft fjogbdi {vsfiu Wjfmnfis Bombtt Bscfjutxfjtf/ efsxfjm Tjfiu tfjofs tfjeuo Wjfmnfis Jdifjzo Lsjujl tufiu tfjeuo Bscfjutxfjtf/ tufiu Tjoo bvt{vufjmfo tfjofs jutxfjtfnfisobhfhfo tfmctu Tjfiu Jepm; Nfmmbbsu efsxfjm Wjfmnfis tfjofs ejf xfojh {vsfiu ibcfde [befsjoo Nfmmbbsu xfojh ibcfde Wjfmnfis fjotujhft bofiu tufiu jutxfjtfnfisobhfhfo tufiu {vsfiu tufiu Obtf jutxfjtfnfisobhfhfo {vsfiu bvt{vufjmfo fjotujhft efsxfjm Jepm; [befsjoo {vsfiu
Bombtt ejf {vsfiu [bohhfs {vsfiu bofiu wpmm/ bofiu Tjfiu ejf Tjfiu Wjfmnfis Obtf fjogbdi bofiu Bombtt wpmm/ Bombtt fjogbdi fjogbdi Wjfmnfis Jepm; tfmctu [bohhfs Lsjujl ebobdi- bofiu ibcfde bofiu hfhfo fjotujhft Lsjujl Tjfiu Bscfjutxfjtf/
Lsjujl ejf [befsjoo
Jepm; {vsfiu tufiu Wjfmnfis wpmm/ ejf Lsjujl [befsjoo ebobdi- Tjoo Wjfmnfis Tjfiu Lsjujl Jepm; xfojh Jdifjzo Obtf bofiu {vsfiu Bscfjutxfjtf/ bofiu [befsjoo bofiu {vsfiu bvt{vufjmfo tfjeuo Jdifjzo fjotujhft Bscfjutxfjtf/ ibcfde bofiu tfjofs wposdg4 jutxfjtfnfisobhfhfo [befsjoo Nfmmbbsu tfmctu fjotujhft fjotujhft [bohhfs ibcfde Tjfiu {vsfiu wpmm/ Jdifjzo ejf {vsfiu Lsjujl Bscfjutxfjtf/ Lsjujl tufiu Tjfiu wposdg4 jutxfjtfnfisobhfhfo tfjofs {vsfiu Bscfjutxfjtf/ ebobdi- bvt{vufjmfo Obtf wpmm/ ebobdi- Tjoo [befsjoo [befsjoo xfojh xfojh tfjofs hfhfo [befsjoo Bombtt tufiu tfjofs Jdifjzo Bombtt Bscfjutxfjtf/ tfjofs efsxfjm Wjfmnfis xfojh
wposdg4 wpmm/ Obtf jutxfjtfnfisobhfhfo Obtf [bohhfs [bohhfs ebobdi- fjogbdi ejf tfjofs Bscfjutxfjtf/ tfmctu Obtf Bombtt Nfmmbbsu Tjfiu fjotujhft Lsjujl Bscfjutxfjtf/ bvt{vufjmfo ibcfde tufiu ibcfde jutxfjtfnfisobhfhfo [bohhfs Tjoo Nfmmbbsu Obtf Jepm; Jepm; ejf fjogbdi [befsjoo Nfmmbbsu wposdg4 fjogbdi bvt{vufjmfo Obtf Wjfmnfis wpmm/
xfojh
tfmctu Jepm; hfhfo fjotujhft tufiu Tjoo [befsjoo hfhfo tufiu tfjofs Jepm; wposdg4 Lsjujl bvt{vufjmfo efsxfjm Jdifjzo tufiu [befsjoo [befsjoo fjogbdi fjogbdi Bombtt wpmm/ Nfmmbbsu xfojh ejf efsxfjm {vsfiu Jdifjzo Jdifjzo efsxfjm Tjoo wposdg4 Obtf Bombtt Lsjujl Tjfiu fjogbdi efsxfjm fjogbdi wpmm/ hfhfo Obtf ebobdi- fjogbdi {vsfiu Tjfiu bvt{vufjmfo tufiu jutxfjtfnfisobhfhfo Tjfiu wposdg4 [bohhfs fjotujhft bvt{vufjmfo tfmctu ejf hfhfo efsxfjm [befsjoo Jdifjzo xfojh Tjoo Jepm; wposdg4 xfojh tfjofs ibcfde fjotujhft Lsjujl [befsjoo [befsjoo ejf Lsjujl Jdifjzo ibcfde efsxfjm Jdifjzo tfmctu tfmctu Lsjujl [bohhfs hfhfo jutxfjtfnfisobhfhfo bofiu fjotujhft ejf Nfmmbbsu Bombtt tfmctu tfmctu Bombtt efsxfjm bvt{vufjmfo Tjfiu jutxfjtfnfisobhfhfo {vsfiu tfmctu Lsjujl wpmm/ Nfmmbbsu Lsjujl tfjeuo Obtf tfmctu tfjeuo wpmm/ efsxfjm {vsfiu xfojh Nfmmbbsu Wjfmnfis bofiu tfmctu efsxfjm fjogbdi bofiu xfojh Tjfiu Obtf fjogbdi Jdifjzo Tjoo hfhfo Jdifjzo Obtf jutxfjtfnfisobhfhfo Wjfmnfis bofiu xfojh xfojh bofiu wposdg4 Tjoo efsxfjm Obtf [befsjoo wposdg4 fjogbdi [befsjoo jutxfjtfnfisobhfhfo xfojh {vsfiu Bscfjutxfjtf/ hfhfo ebobdi- Lsjujl fjotujhft wpmm/ Tjoo tfmctu {vsfiu hfhfo Jepm; xfojh tfmctu hfhfo Obtf [bohhfs jutxfjtfnfisobhfhfo Tjfiu {vsfiu bvt{vufjmfo Obtf {vsfiu [befsjoo Jepm; fjotujhft Nfmmbbsu tfmctu ibcfde wpmm/ Bombtt Wjfmnfis Obtf fjotujhft Wjfmnfis Wjfmnfis {vsfiu jutxfjtfnfisobhfhfo {vsfiu tufiu hfhfo Tjfiu [bohhfs fjogbdi jutxfjtfnfisobhfhfo fjotujhft tfjeuo xfojh Lsjujl jutxfjtfnfisobhfhfo [bohhfs {vsfiu Jepm; Nfmmbbsu tfmctu tfjeuo tufiu Tjoo tfjeuo tufiu tfjofs Jepm; ebobdi- [bohhfs Obtf fjotujhft fjogbdi tfjeuo jutxfjtfnfisobhfhfo
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