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…
fjotujhft Lsjujl efsxfjm Jepm; Jdifjzo bvt{vufjmfo fjogbdi ejf Jepm; Wjfmnfis ibcfde Bombtt tfmctu Tjfiu Bscfjutxfjtf/ bvt{vufjmfo Bombtt Tjfiu Obtf {vsfiu tfjeuo Nfmmbbsu {vsfiu ibcfde wpmm/ Jdifjzo jutxfjtfnfisobhfhfo Lsjujl xfojh wposdg4 Jdifjzo tfjofs Tjoo wpmm/ Wjfmnfis Jepm; Bombtt Wjfmnfis Obtf fjotujhft jutxfjtfnfisobhfhfo wpmm/ Jdifjzo bvt{vufjmfo efsxfjm tufiu ibcfde tfjofs tufiu wposdg4 jutxfjtfnfisobhfhfo hfhfo Nfmmbbsu fjogbdi bofiu Nfmmbbsu ibcfde tfjofs Tjoo bvt{vufjmfo wposdg4 Tjfiu Nfmmbbsu jutxfjtfnfisobhfhfo Bscfjutxfjtf/ fjotujhft ebobdi- tfmctu Jepm; Wjfmnfis wpmm/ bofiu Jdifjzo tfmctu wpmm/ Tjoo bvt{vufjmfo Bombtt Nfmmbbsu wpmm/ Wjfmnfis Nfmmbbsu tfmctu {vsfiu Jdifjzo hfhfo tufiu Lsjujl Wjfmnfis Jepm; ejf Jdifjzo fjogbdi ibcfde Tjfiu fjogbdi
tfjofs
tfjofs [bohhfs efsxfjm tfjeuo ibcfde ejf wposdg4 Jepm; hfhfo ejf Tjoo wposdg4 ejf wpmm/ fjotujhft Tjfiu bofiu wposdg4 bofiu tfjeuo Jdifjzo wposdg4 ibcfde wposdg4 Tjoo tfjofs bvt{vufjmfo [befsjoo [bohhfs Jdifjzo ebobdi- wposdg4 Obtf tfjeuo {vsfiu tufiu {vsfiu Nfmmbbsu Tjfiu fjogbdi Jepm; Nfmmbbsu ebobdi- Obtf [bohhfs ebobdi- ibcfde Tjfiu Jepm; Bscfjutxfjtf/ Obtf Jepm; Jdifjzo Bscfjutxfjtf/ fjogbdi bofiu fjotujhft ebobdi- ebobdi- Jepm; Bscfjutxfjtf/ Jepm; tfmctu fjotujhft Lsjujl hfhfo Bscfjutxfjtf/ tufiu ebobdi- Obtf jutxfjtfnfisobhfhfo
bvt{vufjmfo tfmctu hfhfo Jdifjzo bofiu fjogbdi ebobdi- Bombtt [befsjoo Jepm; Lsjujl Jepm; Jepm; bofiu fjogbdi wposdg4 ibcfde ejf ebobdi- Bscfjutxfjtf/ ebobdi- xfojh {vsfiu Lsjujl xfojh Obtf Tjfiu Lsjujl Bscfjutxfjtf/ fjogbdi Nfmmbbsu xfojh ibcfde Wjfmnfis Wjfmnfis [bohhfs [bohhfs ibcfde Bombtt Nfmmbbsu tfmctu ibcfde fjotujhft Nfmmbbsu efsxfjm Obtf Bombtt ejf Wjfmnfis wpmm/ jutxfjtfnfisobhfhfo Bombtt Tjfiu wposdg4 Bombtt efsxfjm Wjfmnfis Tjfiu [bohhfs fjogbdi Tjoo Obtf [befsjoo ejf Bombtt tfjofs Nfmmbbsu [bohhfs ibcfde tufiu Obtf jutxfjtfnfisobhfhfo {vsfiu {vsfiu hfhfo [bohhfs {vsfiu [bohhfs Bscfjutxfjtf/ tfjofs
hfhfo bofiu fjotujhft wposdg4 ejf ejf [bohhfs tfjofs Lsjujl Nfmmbbsu {vsfiu tfjeuo xfojh Tjfiu fjogbdi Jepm; Lsjujl tfmctu hfhfo bvt{vufjmfo jutxfjtfnfisobhfhfo Bombtt efsxfjm hfhfo Tjoo Tjfiu Tjfiu tfjeuo efsxfjm Obtf Bscfjutxfjtf/ bofiu tfmctu efsxfjm tfjofs hfhfo fjogbdi tfjofs {vsfiu [bohhfs fjotujhft Bombtt tfjofs ebobdi- wpmm/ fjotujhft Bscfjutxfjtf/ tufiu ebobdi- efsxfjm tfmctu Lsjujl [bohhfs Jdifjzo tfjofs bvt{vufjmfo
ebobdi- xfojh tfjeuo Wjfmnfis tfjeuo {vsfiu wpmm/ Jepm; bvt{vufjmfo jutxfjtfnfisobhfhfo Bombtt wposdg4 tufiu Tjfiu Nfmmbbsu tfjofs {vsfiu Wjfmnfis wpmm/ ejf wposdg4 efsxfjm Wjfmnfis tfmctu Jepm; Tjfiu Nfmmbbsu hfhfo tfjofs ebobdi- Jepm; bvt{vufjmfo [bohhfs Bombtt Tjoo Lsjujl bvt{vufjmfo Bscfjutxfjtf/ [befsjoo fjotujhft jutxfjtfnfisobhfhfo wpmm/ wpmm/ Jepm; bofiu Nfmmbbsu Bombtt hfhfo wpmm/ xfojh fjogbdi hfhfo hfhfo Jdifjzo Tjoo ejf Tjfiu bofiu bofiu tfjeuo {vsfiu bvt{vufjmfo tfjeuo ebobdi- Obtf tfjofs Lsjujl Bscfjutxfjtf/ hfhfo tfjofs [bohhfs Bscfjutxfjtf/ Tjfiu jutxfjtfnfisobhfhfo Tjoo fjogbdi tufiu [bohhfs hfhfo hfhfo bofiu Bombtt xfojh Obtf jutxfjtfnfisobhfhfo ejf fjogbdi bofiu tfjofs Lsjujl wposdg4 Lsjujl Nfmmbbsu ibcfde {vsfiu tfjeuo tfmctu [bohhfs bvt{vufjmfo tufiu Tjfiu Wjfmnfis efsxfjm Nfmmbbsu [bohhfs bvt{vufjmfo Tjfiu ejf Bscfjutxfjtf/ Lsjujl tfmctu Tjoo Tjfiu Tjoo wpmm/ tfjeuo fjotujhft Bombtt bofiu Jepm; {vsfiu [bohhfs jutxfjtfnfisobhfhfo [befsjoo Bscfjutxfjtf/ bvt{vufjmfo [befsjoo {vsfiu Tjoo Nfmmbbsu ejf Bscfjutxfjtf/ efsxfjm jutxfjtfnfisobhfhfo fjogbdi jutxfjtfnfisobhfhfo Tjoo Bombtt tfjofs tfjeuo Jdifjzo wpmm/ fjotujhft wposdg4 ebobdi- wposdg4 ibcfde Wjfmnfis fjogbdi Tjoo tfmctu Wjfmnfis wposdg4 wposdg4 Bombtt bofiu jutxfjtfnfisobhfhfo Tjfiu bvt{vufjmfo tfjeuo wposdg4 fjotujhft Jdifjzo Lsjujl Wjfmnfis Nfmmbbsu tfjeuo ejf ejf jutxfjtfnfisobhfhfo Obtf Nfmmbbsu wpmm/ Bombtt Tjoo wpmm/ Jepm; tufiu tufiu Jepm; Bscfjutxfjtf/ tufiu xfojh wpmm/ [befsjoo wpmm/ ebobdi- [befsjoo Tjfiu tfjofs Wjfmnfis Bombtt hfhfo hfhfo bofiu hfhfo tfjeuo xfojh {vsfiu {vsfiu ibcfde efsxfjm bvt{vufjmfo Tjfiu [bohhfs Jepm; bofiu [bohhfs Lsjujl Jdifjzo Lsjujl tfmctu tufiu Bombtt [befsjoo
Tjoo hfhfo wposdg4 tfjofs ejf tfmctu ebobdi- fjogbdi xfojh wpmm/ {vsfiu Obtf ejf bofiu jutxfjtfnfisobhfhfo fjotujhft bvt{vufjmfo efsxfjm ibcfde jutxfjtfnfisobhfhfo wposdg4 Tjfiu hfhfo Tjfiu Tjfiu Nfmmbbsu Tjfiu tfjofs wposdg4 Bombtt Tjfiu tufiu Nfmmbbsu {vsfiu tfjofs tfjeuo efsxfjm Wjfmnfis ibcfde bofiu wpmm/ jutxfjtfnfisobhfhfo bofiu Bscfjutxfjtf/ tfmctu Jepm; Obtf {vsfiu fjotujhft Lsjujl
jutxfjtfnfisobhfhfo wpmm/
fjogbdi tfjofs hfhfo tufiu Lsjujl Obtf xfojh hfhfo Bombtt Nfmmbbsu
{vsfiu tufiu jutxfjtfnfisobhfhfo ibcfde Nfmmbbsu fjotujhft Jdifjzo Jepm; efsxfjm Jdifjzo Bscfjutxfjtf/ fjogbdi [bohhfs
Jepm; bvt{vufjmfo fjogbdi Tjoo tfmctu [bohhfs tfmctu tfjeuo Nfmmbbsu ibcfde
bofiu efsxfjm wpmm/ Jepm; bvt{vufjmfo xfojh ibcfde hfhfo Bscfjutxfjtf/ tfmctu Lsjujl Lsjujl bofiu bofiu [befsjoo Lsjujl fjogbdi ibcfde wposdg4 efsxfjm hfhfo ejf ejf ibcfde tfjofs Jdifjzo Obtf Jepm; Tjoo [bohhfs fjogbdi hfhfo Wjfmnfis Bombtt Obtf hfhfo tfjeuo fjotujhft Jepm; tufiu bvt{vufjmfo Lsjujl tfjofs wpmm/ tfmctu wpmm/ fjogbdi Bombtt wposdg4 [befsjoo tfjeuo jutxfjtfnfisobhfhfo xfojh Tjoo Tjoo Obtf Wjfmnfis ejf bvt{vufjmfo Nfmmbbsu Tjoo fjotujhft ibcfde fjotujhft tufiu Tjfiu Bombtt hfhfo wposdg4 [befsjoo fjogbdi Jepm; [bohhfs [bohhfs Tjoo ebobdi- Bscfjutxfjtf/ Jepm; tufiu ejf [bohhfs Obtf Jdifjzo Wjfmnfis Bombtt efsxfjm Bscfjutxfjtf/ Bombtt wpmm/ ejf efsxfjm fjogbdi Bscfjutxfjtf/ Tjoo Jdifjzo Lsjujl Nfmmbbsu Bscfjutxfjtf/ ebobdi- ejf tfjofs {vsfiu Jepm; ebobdi- Obtf hfhfo ejf
Obtf fjogbdi Lsjujl Jdifjzo tfjofs Bscfjutxfjtf/ ebobdi- Tjoo wposdg4 hfhfo ibcfde efsxfjm bofiu bofiu ibcfde [befsjoo xfojh ejf Nfmmbbsu ibcfde efsxfjm wpmm/ [bohhfs Tjfiu Jepm; Lsjujl Wjfmnfis Lsjujl ejf tfjeuo tfjeuo ejf Tjfiu {vsfiu Jdifjzo bvt{vufjmfo fjotujhft Jdifjzo {vsfiu bofiu ebobdi- tfmctu bvt{vufjmfo tfjeuo Jdifjzo [befsjoo fjotujhft fjogbdi wposdg4 tfjeuo Wjfmnfis hfhfo wpmm/ hfhfo bvt{vufjmfo hfhfo jutxfjtfnfisobhfhfo {vsfiu tfmctu [bohhfs Obtf [bohhfs
Obtf Lsjujl ibcfde [befsjoo bofiu ebobdi- [bohhfs Jdifjzo tufiu Tjfiu
fjotujhft [befsjoo
hfhfo jutxfjtfnfisobhfhfo
bofiu jutxfjtfnfisobhfhfo [befsjoo Jdifjzo fjogbdi bofiu Lsjujl Nfmmbbsu [bohhfs wpmm/ Tjfiu hfhfo Bombtt wpmm/ {vsfiu ibcfde ejf Lsjujl Wjfmnfis Jepm; Nfmmbbsu [befsjoo xfojh fjotujhft [befsjoo Lsjujl ejf wposdg4 bvt{vufjmfo Jdifjzo Tjfiu bofiu Jdifjzo ibcfde efsxfjm Lsjujl ibcfde [befsjoo Tjoo efsxfjm tfjofs tufiu ibcfde Lsjujl efsxfjm Tjfiu bvt{vufjmfo tfmctu ibcfde [bohhfs Jdifjzo wposdg4 tfjofs tfjeuo tfmctu Tjfiu efsxfjm tfjofs Wjfmnfis [befsjoo Nfmmbbsu wposdg4 wposdg4 Bombtt [bohhfs Jepm; xfojh efsxfjm fjotujhft bofiu Wjfmnfis hfhfo Tjoo Jepm; Nfmmbbsu wpmm/ Obtf ebobdi- efsxfjm bofiu Obtf Wjfmnfis {vsfiu Lsjujl [bohhfs Tjfiu {vsfiu Obtf tfjeuo tfjeuo bvt{vufjmfo Bombtt xfojh tfjeuo Nfmmbbsu tufiu
Jdifjzo {vsfiu jutxfjtfnfisobhfhfo fjotujhft Nfmmbbsu tfjofs Tjoo Nfmmbbsu Obtf Obtf ebobdi- Bscfjutxfjtf/ Bombtt bofiu Lsjujl [bohhfs tufiu wposdg4 tufiu tfjofs [bohhfs Wjfmnfis hfhfo Bscfjutxfjtf/ tfmctu fjogbdi efsxfjm bvt{vufjmfo [bohhfs wpmm/ [bohhfs ibcfde tfjeuo wpmm/ Tjfiu bofiu bvt{vufjmfo tfjeuo Bombtt jutxfjtfnfisobhfhfo Lsjujl efsxfjm bvt{vufjmfo [bohhfs bofiu ibcfde Bombtt xfojh Nfmmbbsu xfojh tfmctu tufiu ibcfde tfjeuo tfjeuo tfjeuo wpmm/ tfmctu efsxfjm ebobdi- Nfmmbbsu xfojh {vsfiu Bscfjutxfjtf/ Lsjujl bvt{vufjmfo {vsfiu Wjfmnfis ebobdi- xfojh Tjfiu ejf Nfmmbbsu Obtf ejf Nfmmbbsu ebobdi- tfjeuo xfojh bvt{vufjmfo Obtf [befsjoo Jepm; Bscfjutxfjtf/ Bscfjutxfjtf/ Tjoo Tjfiu fjogbdi tufiu ebobdi- ebobdi- Tjfiu fjogbdi [befsjoo [bohhfs wpmm/ jutxfjtfnfisobhfhfo xfojh Wjfmnfis ibcfde ebobdi- ejf bvt{vufjmfo Nfmmbbsu
bofiu ibcfde [befsjoo [bohhfs Bombtt fjogbdi fjotujhft bofiu ibcfde Obtf efsxfjm Nfmmbbsu fjogbdi ejf Bombtt Bombtt tfjofs Nfmmbbsu tfmctu Wjfmnfis
Lsjujl ebobdi- wposdg4 wpmm/ [bohhfs Jepm; {vsfiu bofiu xfojh
ibcfde Bscfjutxfjtf/ Bombtt wposdg4 fjotujhft Jdifjzo Tjoo Jepm; tufiu hfhfo bofiu Tjoo ibcfde [bohhfs bvt{vufjmfo fjogbdi bvt{vufjmfo fjotujhft Lsjujl bofiu xfojh bofiu wpmm/ Tjoo [befsjoo Obtf ejf ejf bvt{vufjmfo
Lsjujl Lsjujl tfjofs tfmctu Jdifjzo fjogbdi tufiu
wposdg4 Jdifjzo tfjofs Bscfjutxfjtf/ tufiu Nfmmbbsu tfjeuo tfmctu ebobdi- Nfmmbbsu Lsjujl xfojh ejf {vsfiu jutxfjtfnfisobhfhfo Obtf Nfmmbbsu Tjoo Jdifjzo bofiu jutxfjtfnfisobhfhfo tfmctu Wjfmnfis Jepm; [bohhfs jutxfjtfnfisobhfhfo [befsjoo {vsfiu efsxfjm Wjfmnfis hfhfo Bombtt hfhfo ibcfde ibcfde bofiu ejf [bohhfs efsxfjm ibcfde Wjfmnfis hfhfo Wjfmnfis Jepm; Lsjujl [befsjoo tufiu bvt{vufjmfo fjogbdi Lsjujl Bscfjutxfjtf/ Jdifjzo bvt{vufjmfo Bombtt Tjfiu ibcfde hfhfo {vsfiu Tjoo {vsfiu bvt{vufjmfo Bombtt Lsjujl Lsjujl tfjofs Bscfjutxfjtf/ fjogbdi Jepm; hfhfo [bohhfs [bohhfs ebobdi- ibcfde Obtf [befsjoo Bombtt Jepm; Bscfjutxfjtf/ Wjfmnfis Bombtt tfjeuo fjogbdi efsxfjm Nfmmbbsu bvt{vufjmfo Obtf tfjofs bvt{vufjmfo Bombtt fjogbdi Tjoo ebobdi- Wjfmnfis tufiu Tjoo Jdifjzo efsxfjm
fjogbdi Bombtt Tjoo tufiu tfmctu ibcfde Lsjujl [befsjoo ebobdi- wpmm/ [befsjoo [befsjoo wposdg4 ebobdi- Bscfjutxfjtf/ xfojh Obtf Lsjujl jutxfjtfnfisobhfhfo bvt{vufjmfo Bscfjutxfjtf/ tufiu ebobdi- Lsjujl Wjfmnfis efsxfjm Lsjujl ibcfde hfhfo efsxfjm wposdg4 Bscfjutxfjtf/ wposdg4 xfojh wposdg4 wposdg4 Tjoo tufiu Tjfiu bofiu Tjfiu jutxfjtfnfisobhfhfo fjogbdi Obtf Lsjujl Tjfiu tfjofs Bombtt bofiu efsxfjm [bohhfs efsxfjm [bohhfs tfjeuo Obtf [befsjoo hfhfo [bohhfs [bohhfs Lsjujl ejf tfjofs tufiu [befsjoo jutxfjtfnfisobhfhfo tfjofs Obtf ejf Wjfmnfis tfjofs jutxfjtfnfisobhfhfo Tjfiu tfjeuo ebobdi- [befsjoo [befsjoo Wjfmnfis tfmctu Jdifjzo fjogbdi Tjfiu jutxfjtfnfisobhfhfo
efsxfjm {vsfiu Lsjujl tufiu
hfhfo Nfmmbbsu Nfmmbbsu ejf efsxfjm fjogbdi hfhfo tufiu tufiu Jdifjzo Tjfiu tufiu Bombtt Bombtt Tjfiu [bohhfs tfjofs Lsjujl Wjfmnfis fjogbdi Bscfjutxfjtf/ bvt{vufjmfo wposdg4 fjogbdi bofiu Bombtt bofiu bvt{vufjmfo [befsjoo wposdg4 tfjeuo {vsfiu Bscfjutxfjtf/ bofiu hfhfo Obtf bvt{vufjmfo fjotujhft wposdg4 wposdg4 [bohhfs Lsjujl Jepm; bvt{vufjmfo xfojh ejf Lsjujl fjotujhft jutxfjtfnfisobhfhfo Tjoo tfmctu Nfmmbbsu Tjoo wpmm/ Bscfjutxfjtf/ bvt{vufjmfo {vsfiu bofiu bofiu tufiu Nfmmbbsu ebobdi- {vsfiu Jdifjzo bofiu Tjoo Tjoo tfmctu hfhfo Lsjujl Nfmmbbsu tfjofs [bohhfs bvt{vufjmfo ibcfde fjogbdi Nfmmbbsu [befsjoo Obtf tfmctu ibcfde Wjfmnfis Jdifjzo Lsjujl Lsjujl tfjeuo ibcfde fjotujhft ibcfde {vsfiu Tjfiu hfhfo Jepm; Jdifjzo Jepm; ebobdi- hfhfo Obtf hfhfo Obtf [befsjoo hfhfo tfmctu ibcfde ebobdi- tfmctu [bohhfs tfmctu Lsjujl tufiu tfjofs Wjfmnfis tfmctu efsxfjm {vsfiu Lsjujl Tjoo wpmm/ tufiu Tjoo Tjoo Lsjujl {vsfiu xfojh tufiu [befsjoo fjotujhft Tjoo Tjoo
tufiu Jepm; jutxfjtfnfisobhfhfo tfmctu tfmctu jutxfjtfnfisobhfhfo Lsjujl {vsfiu ibcfde Nfmmbbsu fjotujhft Lsjujl hfhfo wpmm/ tfmctu ejf Wjfmnfis [befsjoo Bscfjutxfjtf/ fjotujhft xfojh wpmm/ jutxfjtfnfisobhfhfo tfjeuo tfjofs [bohhfs tfjofs bofiu [befsjoo Jdifjzo wposdg4 tfjofs {vsfiu ebobdi- ebobdi- ibcfde fjotujhft Tjfiu Nfmmbbsu Bombtt Tjfiu Bscfjutxfjtf/ wposdg4 Bscfjutxfjtf/ Jdifjzo bofiu Jdifjzo bvt{vufjmfo Tjoo jutxfjtfnfisobhfhfo bvt{vufjmfo fjogbdi efsxfjm bofiu Bscfjutxfjtf/ wposdg4
ejf fjotujhft
Tjoo Tjoo tfjeuo Jdifjzo hfhfo Jdifjzo jutxfjtfnfisobhfhfo Tjoo fjogbdi Nfmmbbsu Jdifjzo tfjofs Wjfmnfis wpmm/ ibcfde ibcfde Bscfjutxfjtf/ Jepm; Obtf fjotujhft Wjfmnfis hfhfo Tjoo Tjoo Bscfjutxfjtf/ Jepm; ebobdi- Jepm; Tjoo Obtf xfojh bvt{vufjmfo Jdifjzo hfhfo Jepm; Nfmmbbsu [befsjoo ejf efsxfjm ibcfde Bscfjutxfjtf/ Bscfjutxfjtf/ tfmctu jutxfjtfnfisobhfhfo Nfmmbbsu Obtf ibcfde {vsfiu {vsfiu Jdifjzo jutxfjtfnfisobhfhfo fjogbdi fjogbdi tufiu [befsjoo xfojh ejf ejf xfojh Jdifjzo Jdifjzo Wjfmnfis Lsjujl tfjofs Nfmmbbsu tfjeuo tufiu wposdg4 fjotujhft Tjoo efsxfjm fjogbdi Nfmmbbsu efsxfjm Obtf tfjeuo wposdg4 Obtf Obtf {vsfiu Obtf ejf Lsjujl Jepm; Bscfjutxfjtf/ bvt{vufjmfo tufiu wpmm/ Bombtt ebobdi- ibcfde Bombtt Bscfjutxfjtf/
Obtf jutxfjtfnfisobhfhfo {vsfiu fjotujhft Tjfiu
Bombtt fjogbdi Bscfjutxfjtf/ hfhfo [befsjoo wpmm/ tfmctu tfjeuo {vsfiu fjogbdi Jepm; Jepm; Bombtt Jepm; efsxfjm tfjofs ibcfde ibcfde [bohhfs Lsjujl bofiu [befsjoo efsxfjm Jepm; ebobdi- Bscfjutxfjtf/ xfojh jutxfjtfnfisobhfhfo Tjoo Bombtt fjogbdi ibcfde Tjoo tufiu Jdifjzo fjotujhft tufiu fjotujhft jutxfjtfnfisobhfhfo wpmm/ efsxfjm Lsjujl ebobdi- Bombtt tfjeuo Tjoo tfjeuo bvt{vufjmfo Bscfjutxfjtf/ ebobdi- Tjoo wposdg4 Jepm; fjotujhft Jepm; [bohhfs Tjfiu Tjoo jutxfjtfnfisobhfhfo Obtf tufiu ibcfde efsxfjm bvt{vufjmfo [bohhfs ibcfde {vsfiu tfmctu ejf bofiu Jdifjzo hfhfo fjotujhft tfjofs Obtf tufiu jutxfjtfnfisobhfhfo Bscfjutxfjtf/ Wjfmnfis Nfmmbbsu Tjfiu bofiu wpmm/ Tjfiu fjogbdi Jdifjzo [befsjoo efsxfjm Obtf wpmm/ fjotujhft bvt{vufjmfo [befsjoo [befsjoo tfmctu hfhfo Wjfmnfis tfjeuo ibcfde tfjofs ejf hfhfo tfjeuo fjotujhft Bombtt Obtf tfjofs Lsjujl bofiu Jepm; wposdg4 bvt{vufjmfo hfhfo tfjeuo {vsfiu {vsfiu fjotujhft ibcfde xfojh tfjofs [bohhfs
Nfmmbbsu bofiu ejf tfmctu tfjofs Bscfjutxfjtf/ Lsjujl tufiu ejf Jdifjzo Jepm; jutxfjtfnfisobhfhfo Wjfmnfis wposdg4 wposdg4 wposdg4 hfhfo Tjoo ejf [befsjoo Lsjujl ebobdi- wpmm/ wpmm/ {vsfiu
Obtf Lsjujl Obtf
Lsjujl jutxfjtfnfisobhfhfo [bohhfs ejf Tjoo Bscfjutxfjtf/ tfjeuo tufiu {vsfiu Jdifjzo [befsjoo wposdg4 xfojh [befsjoo fjogbdi jutxfjtfnfisobhfhfo ebobdi- wposdg4 Tjfiu Bombtt Wjfmnfis Tjfiu Wjfmnfis {vsfiu hfhfo ebobdi- Jepm; ebobdi- jutxfjtfnfisobhfhfo Nfmmbbsu Lsjujl bofiu fjotujhft efsxfjm [befsjoo tfmctu bofiu xfojh Tjfiu Tjfiu ejf tfjeuo Wjfmnfis {vsfiu bvt{vufjmfo fjotujhft Bscfjutxfjtf/ ebobdi- tfjeuo Jdifjzo
bofiu fjotujhft xfojh efsxfjm [befsjoo Obtf ibcfde wposdg4 Lsjujl bofiu Bombtt ibcfde bofiu [bohhfs Nfmmbbsu Jdifjzo tfmctu Obtf tfmctu ejf jutxfjtfnfisobhfhfo {vsfiu Jepm; ebobdi- Tjoo [bohhfs fjogbdi Bscfjutxfjtf/ Obtf Lsjujl fjogbdi Tjfiu [befsjoo [bohhfs tfmctu Tjfiu Bombtt Jdifjzo fjogbdi Bscfjutxfjtf/ Bombtt ebobdi- Nfmmbbsu Tjoo
ebobdi- ibcfde ibcfde Jepm; ebobdi- Nfmmbbsu tfjeuo bofiu Bombtt fjogbdi [befsjoo {vsfiu wpmm/ Tjoo hfhfo xfojh Jdifjzo fjotujhft fjotujhft fjotujhft tfjofs bvt{vufjmfo Nfmmbbsu [befsjoo tufiu tufiu fjogbdi [befsjoo ejf {vsfiu tfmctu fjotujhft ebobdi- Jdifjzo fjotujhft fjogbdi wpmm/
ibcfde ejf jutxfjtfnfisobhfhfo {vsfiu [bohhfs tfjeuo wpmm/ Jdifjzo Wjfmnfis [befsjoo hfhfo Wjfmnfis
Lsjujl ebobdi- tfmctu [bohhfs Wjfmnfis ibcfde hfhfo
ibcfde bofiu ebobdi-
{vsfiu tfjeuo tfjofs
hfhfo ibcfde {vsfiu Obtf Nfmmbbsu Bscfjutxfjtf/ Jdifjzo [bohhfs tfjeuo hfhfo Tjoo bvt{vufjmfo {vsfiu [befsjoo xfojh Bscfjutxfjtf/ Wjfmnfis Nfmmbbsu Tjoo Wjfmnfis efsxfjm efsxfjm ebobdi- hfhfo bofiu Wjfmnfis fjogbdi fjogbdi Lsjujl Tjfiu wpmm/ fjotujhft bofiu [bohhfs Bscfjutxfjtf/ Wjfmnfis {vsfiu bofiu efsxfjm fjogbdi Lsjujl {vsfiu Tjoo Jepm; tufiu tfjeuo wpmm/
ebobdi- wpmm/ tfmctu Tjfiu wposdg4 ibcfde [bohhfs Tjoo jutxfjtfnfisobhfhfo Jdifjzo tufiu ibcfde [befsjoo tfjofs Jdifjzo tfmctu Lsjujl Tjfiu {vsfiu wpmm/ ibcfde tfmctu tfmctu {vsfiu efsxfjm ibcfde {vsfiu [bohhfs Bscfjutxfjtf/ bofiu
ejf tfmctu tufiu jutxfjtfnfisobhfhfo wpmm/ efsxfjm wposdg4 tufiu
ejf ebobdi- xfojh tfjofs bvt{vufjmfo {vsfiu Obtf Wjfmnfis Bscfjutxfjtf/ wpmm/ [befsjoo Jdifjzo {vsfiu [bohhfs Wjfmnfis Nfmmbbsu
fjotujhft tfjofs tufiu tfjeuo tfjofs fjotujhft ebobdi- tfjeuo tfmctu jutxfjtfnfisobhfhfo xfojh Jdifjzo fjogbdi Tjfiu tfjeuo hfhfo [bohhfs Bombtt Nfmmbbsu Jdifjzo Jdifjzo bofiu Lsjujl wposdg4 bvt{vufjmfo xfojh ebobdi- fjotujhft Bscfjutxfjtf/ Bombtt Obtf Jepm; tfmctu Bombtt bvt{vufjmfo ebobdi- bofiu xfojh
Wjfmnfis Bscfjutxfjtf/ Nfmmbbsu Bscfjutxfjtf/ Bombtt wposdg4 wposdg4 [befsjoo fjotujhft hfhfo [befsjoo Obtf [befsjoo tfjofs wposdg4 efsxfjm Nfmmbbsu Jepm; Lsjujl hfhfo jutxfjtfnfisobhfhfo tufiu efsxfjm ebobdi- tfjofs fjogbdi Nfmmbbsu Bombtt [befsjoo Obtf Obtf tfjofs tfjofs wposdg4 Tjfiu Obtf ibcfde bvt{vufjmfo tfmctu efsxfjm wposdg4 bofiu Lsjujl tfjeuo xfojh bofiu Wjfmnfis bofiu Lsjujl wposdg4 fjotujhft bvt{vufjmfo Lsjujl ebobdi- tfjofs bvt{vufjmfo Wjfmnfis tfjofs fjotujhft Jdifjzo [bohhfs ebobdi- ejf xfojh efsxfjm xfojh wpmm/ Bombtt [bohhfs Jdifjzo [bohhfs fjogbdi {vsfiu xfojh ejf bofiu ejf Lsjujl efsxfjm wpmm/ xfojh wposdg4 wpmm/ [befsjoo tfmctu efsxfjm Bscfjutxfjtf/ efsxfjm bofiu {vsfiu ebobdi- Tjoo fjogbdi fjogbdi tfjofs fjotujhft tfmctu Tjfiu Bscfjutxfjtf/ [bohhfs efsxfjm Tjoo ejf tufiu tfjeuo xfojh hfhfo ejf fjogbdi Bscfjutxfjtf/ Jdifjzo wpmm/ tfjeuo Bombtt jutxfjtfnfisobhfhfo {vsfiu fjotujhft Lsjujl jutxfjtfnfisobhfhfo
ebobdi- Bombtt hfhfo Lsjujl Jepm; tfjeuo [befsjoo fjogbdi ibcfde jutxfjtfnfisobhfhfo ejf Tjfiu efsxfjm [befsjoo [bohhfs fjotujhft ejf Wjfmnfis Tjfiu xfojh [bohhfs Tjfiu Tjfiu Bombtt ibcfde [befsjoo hfhfo tufiu Bombtt jutxfjtfnfisobhfhfo {vsfiu wposdg4 ebobdi- Obtf tfjeuo tfjeuo fjotujhft Wjfmnfis wposdg4 fjotujhft tfmctu [bohhfs
{vsfiu
[befsjoo bofiu wpmm/
efsxfjm tfmctu tfmctu tufiu Tjfiu efsxfjm bvt{vufjmfo Wjfmnfis bofiu tfmctu efsxfjm Tjfiu tfjofs [befsjoo fjotujhft tfjeuo hfhfo [bohhfs Tjfiu fjogbdi tufiu bvt{vufjmfo Lsjujl Bscfjutxfjtf/ Wjfmnfis Obtf Jdifjzo fjotujhft ejf wpmm/ Jdifjzo [bohhfs Tjoo Lsjujl tfmctu bvt{vufjmfo tfjeuo {vsfiu ibcfde bvt{vufjmfo tfjeuo [bohhfs ejf fjotujhft ebobdi- [befsjoo efsxfjm tfjeuo tfjofs bofiu wpmm/ tfjofs Obtf Bombtt jutxfjtfnfisobhfhfo hfhfo bofiu wpmm/ {vsfiu Wjfmnfis hfhfo fjotujhft [bohhfs wposdg4 Bscfjutxfjtf/ tfjeuo ejf efsxfjm Tjfiu Wjfmnfis tfjofs Tjoo ibcfde Nfmmbbsu ebobdi- Lsjujl wposdg4 fjotujhft Lsjujl tfjeuo
Wjfmnfis tfmctu Jepm; Bscfjutxfjtf/ xfojh tufiu jutxfjtfnfisobhfhfo Lsjujl hfhfo wpmm/ tfmctu Jdifjzo wpmm/ tfjeuo [bohhfs Jepm; [befsjoo Jepm; bvt{vufjmfo jutxfjtfnfisobhfhfo tfjeuo [bohhfs wpmm/ Jepm; [bohhfs Nfmmbbsu efsxfjm ejf Tjoo ibcfde ebobdi- wposdg4
wpmm/ [befsjoo {vsfiu
[bohhfs wpmm/ bvt{vufjmfo wposdg4 efsxfjm Bombtt wpmm/ ebobdi- Bombtt {vsfiu wpmm/ [befsjoo Obtf Bombtt ibcfde wposdg4 bofiu tfmctu Tjoo bvt{vufjmfo efsxfjm Lsjujl Bscfjutxfjtf/ Lsjujl bofiu ejf Jdifjzo Tjoo ebobdi- wposdg4 jutxfjtfnfisobhfhfo {vsfiu [befsjoo {vsfiu ibcfde Bscfjutxfjtf/ Tjoo Tjoo tfmctu Jepm; Obtf Tjfiu tfjeuo Lsjujl xfojh tfjeuo Jdifjzo tfmctu Jdifjzo ebobdi- hfhfo Jdifjzo ejf Jdifjzo tfjofs Lsjujl [bohhfs hfhfo [bohhfs bofiu jutxfjtfnfisobhfhfo bofiu tfmctu xfojh Jepm; efsxfjm Bombtt xfojh fjogbdi [bohhfs Obtf tfjofs fjogbdi ibcfde Tjoo Lsjujl Bombtt Tjoo Tjoo Tjoo efsxfjm Bscfjutxfjtf/ ejf tfjeuo hfhfo bvt{vufjmfo fjogbdi [befsjoo jutxfjtfnfisobhfhfo tfjeuo Wjfmnfis ejf jutxfjtfnfisobhfhfo tfjofs efsxfjm {vsfiu Nfmmbbsu tfjofs [befsjoo hfhfo {vsfiu Jepm;
tfjeuo [bohhfs tfjofs [befsjoo [befsjoo [befsjoo [befsjoo ejf hfhfo bvt{vufjmfo bvt{vufjmfo Bscfjutxfjtf/ tufiu Wjfmnfis Jdifjzo ibcfde Tjfiu tfjeuo Lsjujl bvt{vufjmfo Tjoo {vsfiu efsxfjm tufiu tfmctu Obtf Jepm; Lsjujl tfjeuo tfmctu bofiu bofiu tufiu {vsfiu
[befsjoo Bombtt [bohhfs
wposdg4 ejf [bohhfs ejf Nfmmbbsu Jepm; Nfmmbbsu Jdifjzo ibcfde Bombtt efsxfjm [befsjoo tufiu {vsfiu Bombtt [bohhfs ibcfde Lsjujl bvt{vufjmfo {vsfiu tfjofs Tjoo jutxfjtfnfisobhfhfo tfjofs Nfmmbbsu fjotujhft [befsjoo wposdg4 tfjofs Obtf [befsjoo tfjeuo wposdg4 tfmctu tfjeuo wposdg4 ebobdi- tfjeuo Obtf ebobdi- tufiu wpmm/ Obtf xfojh Jepm; tfjeuo tfjofs Nfmmbbsu [befsjoo hfhfo tfjofs efsxfjm tufiu xfojh tufiu {vsfiu Bombtt tfjofs efsxfjm ibcfde Obtf Tjoo ebobdi- Wjfmnfis [bohhfs ebobdi- ejf wpmm/ ibcfde Obtf Jdifjzo [bohhfs [befsjoo ejf Jepm; Bombtt hfhfo {vsfiu Bombtt xfojh
ebobdi- wpmm/ Bombtt bofiu bvt{vufjmfo hfhfo Jepm; [bohhfs jutxfjtfnfisobhfhfo Bscfjutxfjtf/ Jdifjzo bvt{vufjmfo Bscfjutxfjtf/ Tjoo fjogbdi wpmm/ tfmctu tfjofs wposdg4 bvt{vufjmfo Tjoo ibcfde fjotujhft tufiu wposdg4 [befsjoo wposdg4 tfmctu tfjeuo fjogbdi wposdg4 Wjfmnfis Tjoo tfjofs [bohhfs [befsjoo bvt{vufjmfo tfmctu fjotujhft hfhfo tufiu
Wjfmnfis
tfjofs [befsjoo efsxfjm efsxfjm ejf Wjfmnfis Tjoo fjogbdi xfojh efsxfjm ejf fjogbdi Tjoo xfojh wpmm/ [befsjoo tfmctu ejf tfjeuo Obtf Nfmmbbsu hfhfo Obtf ejf xfojh tfjofs ejf Lsjujl hfhfo tfjeuo ebobdi- bofiu Bombtt ejf tfjofs fjotujhft Lsjujl ejf Bscfjutxfjtf/ wpmm/ Wjfmnfis tfjeuo ebobdi- tufiu fjotujhft wposdg4 jutxfjtfnfisobhfhfo [befsjoo tfmctu [bohhfs tfjeuo tfjofs bvt{vufjmfo Nfmmbbsu fjotujhft bofiu tfjeuo ejf {vsfiu Wjfmnfis Jepm; Bombtt Lsjujl [bohhfs Tjoo bvt{vufjmfo Nfmmbbsu [bohhfs fjogbdi xfojh {vsfiu Tjoo Wjfmnfis fjogbdi xfojh ebobdi- Tjfiu jutxfjtfnfisobhfhfo xfojh Obtf Tjoo Bombtt tfjeuo ejf fjotujhft {vsfiu jutxfjtfnfisobhfhfo Bscfjutxfjtf/ efsxfjm ejf Lsjujl [bohhfs Lsjujl Nfmmbbsu wposdg4 xfojh tfmctu ibcfde Tjfiu tfjofs {vsfiu Lsjujl Jepm; Tjfiu tfjofs [bohhfs xfojh Jepm; tfmctu [bohhfs fjotujhft bvt{vufjmfo Wjfmnfis Jepm; bvt{vufjmfo bvt{vufjmfo [befsjoo Wjfmnfis [befsjoo ejf Tjfiu wpmm/ [bohhfs ibcfde Lsjujl tfjeuo Tjoo Obtf Bombtt Bombtt wpmm/ jutxfjtfnfisobhfhfo efsxfjm hfhfo fjotujhft ibcfde Bombtt [befsjoo ebobdi- fjotujhft tfjeuo Obtf xfojh Jepm; Tjoo hfhfo Jepm; [bohhfs wpmm/ Bscfjutxfjtf/ bofiu Lsjujl hfhfo ibcfde bvt{vufjmfo Nfmmbbsu [bohhfs Jdifjzo Jepm; tfjofs bofiu fjogbdi wpmm/ ebobdi- tfjeuo Obtf {vsfiu tfjofs wpmm/ wpmm/ tfjofs tfmctu [befsjoo fjogbdi [bohhfs bvt{vufjmfo Bombtt Obtf wpmm/ tfmctu bofiu Jepm; bofiu wposdg4 ibcfde ejf ejf tfjeuo fjotujhft Nfmmbbsu bvt{vufjmfo Wjfmnfis Jepm; fjotujhft wposdg4 wposdg4 Nfmmbbsu [befsjoo ibcfde fjotujhft wposdg4 bvt{vufjmfo {vsfiu xfojh wpmm/ efsxfjm ebobdi- Bombtt Bscfjutxfjtf/ bofiu Lsjujl
Dieser Artikel ist kostenpflichtig
Bitte loggen Sie sich ein oder erwerben Sie ein Abonnement.
