bisnis plan sabun susu

7/23/2019 Bisnis Plan Sabun Susu

1/22

BP^HG@^^ \AKG

P^KJK ^KBPG ^P^P

IA@J 6

RHVCK JKRXPMH

GHD 6 \2MK;;


2/22

@Z@NP]HU@ PDDKRX

FPMPA P^KJK

\`go`dbkgokg P~kjk \`dbpk}kg kbpg p~p

P~kjk mhbhmkgo |`goiakjkg jk~ha }`rgkc ~kk} hgh npcp|

d`dfkgfhckg! bkhc xkgo b rk~ka mkrh mkohgo !}àpr! ~p~p dkp|pg cpah}'

\rimpc xkgo mhjk~hackg mkrh }`rgkc bkhc ckdbhgo dkp|pg ~k|h cjp~p~gxk

~p~p d`rp|kckg |rimpc xkgo }àkj mh c`gka mh dk~xkrkck} Hgmig`~hk'

^p~p d`rp|kckg dhgpdkg xkgo mh cig~pd~h ia`j ~àprpj dk~xkrkck}

Hgmig`~hk bkjckg mpghk' ]`}k|h kmk fpok |rimpc jk~ha |`goiakjkg ~p~p

xkgo bàpd bkgxkc mh c`dbkgockg mh Hgmig`~hk! ~kakj ~k}pgxk kmkakj

~kbpg ~p~p' ^kbpg ~p~p xkgo d`d|pgxkh ghakh epgo~higka k}kp

d`d|pgxkh epgo~h xkgo mk|k} d`db`rhckg c`pg}pgokg bkoh irkgo xkgo

d`dkckhgxk'

^kbpg ~p~p d`rp|kckg ~kakj ~k}p |`rp~kjkkg xkgo b`rc`nhd|pgo

mh bhmkgo |`goiakjkg ~p~p! ia`j ckr`gk h}p dk~xkrkck} xkgo ~àkap

d`d|`ria`j c`~òkrkg mkg d`gx`jk}ckg cpah}' Hgmp}rh ~kbpg ~p~p hghkckg mh bkgopg mhk}k~ akjkg ~àpk~ ;


3/22

H' \@GMKJPAPKG

;' Ak}kr Bàkckgo

Dkgmh kmkakj ~kakj ~k}p c`bhk~kkg jhmp| dkgp~hk ~`jkrh$jkrh! xkgo

b`ropgk pg}pc d`db`r~hjckg ~àprpj }pbpj mkrh c`rhgok} mkg ci}irkg

xkgo dà`ck}' ^kakj ~k}p nkrk pg}pc d`db`r~hjckg }pbpj |kmk wkc}p

dkgmh }`r~`bp} kmkakj m`gokg d`goopgkckg ~kbpg dkgmh' ^kbpg dkgmh

~pmkj ~kgok} |i|pa`r mh dk~xkrkck} mkg jkd|hr ~àprpj ak|h~kg

dk~xkrkck} d`dkckhgxk'

\`rkwk}kg cpah} ~kgok} mh|`rapckg pg}pc d`gfkok cigmh~h cpah} kokr

}`}k| ~`jk} mkg b`r~hj' Nkrk xkgo |kahgo dpmkj pg}pc d`gfkok

c`~`jk}kg cpah} kmkakj dkgmh xkgo }`rk}pr m`gokg d`goopgkckg ~kbpg

dkgmh' \`goopgkkg ~kbpg dkgmh ~kgok} è`c}he ckr`gk mk|k}

d`gokgock} ci}irkg$ci}irkg xkgo d`g`d|à |kmk |`rdpckkg cpah} bkhc

ci}irkg xkgo akrp} mkakd khr dkp|pg ci}irkg xkgo akrp} mkakd a`dkc'

^kbpg d`rp|kckg |rimpc |`rkwk}kg mhrh xkgo b`repgo~h ~`bkokh

|`db`r~hj }pbpj xkgo mhopgkckg ~`jkrh$jkrh' ^kbpg m`gokg khr mk|k}

d`db`r~hjckg ci}irkg mkrh |`rdpckkg cpah} ~`|`r}h ci}irkg dhgxkc!c`rhgok}! ~à$~à cpah} xkgo }àkj dk}h mkg ~h~k$~h~k ci~d`}hc! bkjckg mk|k}

d`gojkdbk} |`r}pdbpjkg dhcribk xkgo }hmkc d`gopg}pgockg bkoh cpah}

ch}k'

\`rc`dbkgokg }`cgiaioh mkg |`goopgkkg ~kbpg xkgo d`ghgock} mh

dk~xkrkck} d`gmirigo |rimp~`g pg}pc d`g`dpckg eirdpak ~kbpg xkgo

bkrp' ^kbpg xkgo mhjk~hackg jkrp~akj dpmkj mhbpk}! jhoh`gh~! mkg }hmkc

d`gx`bkbckg hrh}k~h cpah}' Cig~pd`g mkakd d`dhahj ~kbpg dkgmh ~àkapd`d|`r}hdbkgockg kridk! bp~k xkgo bkgxkc mkg d`db`rhckg è`c

a`dbp} |kmk cpah}'

^kakj ~k}p ~iap~h kmkakj |`dbpk}kg ~kbpg kakdh mkrh ~p~p }`rgkc

m`gokg d`dbpk} |rimkc xkgo mho`dkrh ia`j dk~xkrkck} |kmk pdpdgxk'

^p~p ~òkr d`rp|kckg bkjkg dkckgkg xkgo b`rohvh }hgooh ckr`gk

d`gokgmpgo vk}$vk} dkckgkg xkgo a`gock| mkg ~`hdbkgo ~`|`r}h

|ri}`hg! a`dkc! ckrbijhmrk}! dhg`rka! mkg uh}kdhg xkgo ~kgok} mhbp}pjckg


4/22

ia`j dkgp~hk' Ghakh ohvhgxk xkgo }hgooh fpok d`gx`bkbckg ~p~p

d`rp|kckg d`mhpd xkgo ~kgok} mh~pckh ia`j dhcriiokgh~d` pg}pc

|`r}pdbpjkg mkg |`rc`dbkgokggxk ~`jhgook mkakd wkc}p xkgo ~kgok}

~hgock} ~p~p d`gfkmh }hmkc akxkc mhcig~pd~h bhak }hmkc mh}kgokgh ~`nkrk

b`gkr'

\ri~`~ |`goiakjkg ~p~p b`r}pfpkg pg}pc d`d|`ria`j ~p~p xkgo

b`rkg`ck rkokd! b`rcpkah}k~ }hgooh! b`rckmkr ohvh }hgooh! }kjkg ~hd|kg!

d`d|`rdpmkj |`dk~krkg mkg }rkg~|ir}k~h! ~`ckahop~ d`ghgock}ckg ghakh

}pckr mkg mkxk opgk bkjkg d`g}kjgxk' \ri~`~ |`goiakjkg ~p~p ~àkap

b`rc`dbkgo ~`fkakg m`gokg b`rc`dbkgogxk hadp mhbhmkgo }`ciaioh

|kgokg' M`gokg m`dhchkg ~`dkchg akdk kckg ~`dkchg bkgxkc f`gh~

|rimpc ~p~p xkgo mhc`gka' Jka hgh ~kgok} d`goo`dbhrkckg mkg

d`rp|kckg akgockj xkgo ~kgok} }`|k} pg}pc d`gohdbkgoh akfp

|`rdhg}kkg |k~kr'

^kbpg ~p~p mhc`gka ~`bkokh ~kbpg dkgmh c`nkg}hckg! ~kbpg dkgmh

c`nkg}hckg kmkakj ~pk}p |rimpc ~kbpg pg}pc |`rkwk}kg c`nkg}hckg cpah}

wkfkj mkg }pbpj m`gokg eirdpak~h xkgo ~`~pkh pg}pc cpah}' D`db`rhckg

vk}$vk} ohvh mkg gp}rh~h xkgo ~kgok} mh|`rapckg cpah} mkg d`dbkg}pd`dàhjkrk cpah} m`gokg d`d|`r}kjkgckg cà`dbkbkg cpah} ~`r}k

d`dbkg}p |`r}pdbpjkg ~à$~à bkrp fhck }`rfkmh c`rp~kckg ~à cpah}' \kmk

~kbpg c`nkg}hckg bp~k jkrp~ a`dbp} mkg ~hek} bk~kgxk a`bhj r`gmkj''

B`g}pc ~kbpg ~`nkrk okrh~ b`~kr mk|k} mhbkoh mpk xkh}p ~kbpg |kmk} mkg

~kbpg nkhr'

HH' K^\@C \K^KR MKG \@DK^KRKG

;( \i}`g~h \k~kr

^kbpg dkgmh kmkakj bkohkg }kc }`r|h~kjckg mkrh rh}pka dkgmh ch}k

~`jkrh$jkrh' Mkakd ~`jkrh! ~`}hmkcgxk mpk ckah ch}k kckg b`rokpa m`gokg

~kbpg dkgmh' Kckg }`}k|h! ~kmkrckj ch}k b`}k|k ~`~pgoopjgxk ~`}hk| ch}k

dkgmh! ch}k kckg b`rjpbpgokg m`gokg m`}`ro`g xkgo d`rp|kckg vk}

chdhk xkgo mkakd ckmkr }`r}`g}p kckg d`dbkjkxkckg cpah} }pbpj ch}k!


5/22

m`}`ro`g ~`gmhrh d`dkgo d`dhahch è`c c`~k} |kmk cpah} xkgo b`rc`~kg

b`r~hj! kckg }`}k|h! m`}`ro`g ~`gmhrh mk|k} d`gokchbk}ckg hrh}k~h |kmk cpah}

fhck cpah} jkrp~ }`r|k|kr m`}`ro`g mkakd ckmkr xkgo }hgooh mkg mkakd

wkc}p akdk' D`goopgkckg ~kbpg kakdh k}kp ka}`rgk}he kmkakj ~iap~hgxk

xkgo }`rbpk} mkrh ~p~p }`rgkc! hgh fpok d`rp|kckg |rimpc ~kbpg

c`nkg}hckg xkgo ~kgok} mho`dkrh ia`j ckpd jkwk ckr`gk pg}pc

|`rkwk}kg cpah} wkfkj mkg }pbpj'

\kgo~k |k~kr pg}pc ~òd`g}k~h ~kbpg ka}`rgk}he |kmk pdpdgxk

mk|k} mhbkoh d`gfkmh mpk whakxkj xkcgh ckwk~kg |`rci}kkg mkg ckwk~kg

|`m`~kkg' ^`nkrk pdpd cid|`}h~h a`bhj c`}k} mhckwk~kg |`m`~kkg

ckr`gk bkgxkc |`rp~kjkkg cid|`}h}ir xkgo rkop pg}pc b`r~khgo m`gokg

~òd`g ~kbpg c`~`jk}kg'

\`dk~krkg |rimpc ~kbpg ~p~p mk|k} mhbkoh d`gfkmh mpk cak~hehck~h

akjkg p~kjk xkcgh6

;( \`rci}kkg

Ckwk~kg |`dk~krkg p}kdk |rimpc ~kbpg ~p~p b`rkmk mh

ckwk~kg Ci}k Kn`j' ]i}ka |`gmpmpc Kn`j b`rch~kr |kmk :


6/22

kckg mhopgkckg ~`bkokh d`mhk pg}pc d`gookakgo crh}hc mkg ~krkg

mkrh cah`g ~`jhgook kckg }`r`g}pc ~pk}p cidpgh}k~ |`goopgk ~kbpg

~p~p xkgo b`ropgk pg}pc `c~|kg~h |k~kr ~àkgfp}gxk' \`dk~krkg

mpghk dkxk fpok mhakc~kgkckg m`gokg b`rokbpgo |kmk ~h}p~ f`fkrhgo

~i~hka ~`jhgook |rimpc kckg ~`dkchg dpmkj mhc`gka' M`gokg kmkgxk

w`b~h}` dkck kckg d`dpgochgckg pg}pc }`rb`g}pc r`ckgkg bhak}`rka

m`gokg hg~}kg~h akhg mh apkr gòrh' Jka hgh b`ropgk pg}pc `c~|kg~h

|k~kr `c~|ir' @~}hdk~h mkrh kmkgxk |`dk~krkg |kmk mpghk dkxk kckg

d`db`rhckg mirigokg pg}pc |`rapk~kg |k~kr ~`b`~kr 20% |`r

cwkr}ka mkg |ribkbhah}k~ |`dk~krkg c` apkr gòrh ~`b`~kr ;%'

2( \`rdhg}kkg mkg \`gkwkrkg

]r`gm |k~kr pg}pc |rimpc ~kbpg ~p~p mk|k} mh `~}hdk~h ~`nkrk

kgkah~h~ }`cghc kckg d`gokakdh }r`gm xkgo kckg }`rp~ d`ghgock} mhdkgk

|rimpc hgh d`dhahch bkgxkc epgo~h akhg ~àkhg ~`c`mkr ~kbpg' M`gokg

b`r}kdbkjgxk cig~pd`g mkg c`|`rnkxkkg cig~pd`g }`rjkmk| |rimpc hgh

dkck mk|k} mhdpgochgckg mkakd cprpg wkc}p ~k}p }kjpg |rimpc hgh }àkj

d`gmk|k}ckg brkgm hdko` xkgo cpk}'

>( \`r~khgokg P~kjkg mh}hgock} |rimp~`g

\`}k |`r~khgokg |`gfpkakg ~kbpg mk|k} mhbkoh d`gfkmh b`b`rk|k

~òd`g b`rmk~krckg f`gh~ ~kbpg xkgo mh|rimpc~h jka hgh dàh|p}h6

;' ^kbpg c`~`jk}kg

2' ^kbpg c`nkg}hckg

>' ^kbpg nkhr=' ^kbpg npnh

0' ^kbpg ka}`rgk}he

F`gh~ ~kbpg ~p~p }`rdk~pc |kmk f`gh~ ~kbpg ka}`rgk}he' \kmk ~òd`g

hgh dk~hj bàpd kmk dkrc`} a`km`r xkgo npcp| midhgkg pg}pc

d`go`gmkahckg kapr |kgo~k |k~kr' Mk|k} mhck}kckg bkjwk ~òd`g hgh

bàpd mhokrk| ~`nkrk dkc~hdka' D`goknp |kmk |`}k |`r~khgokg hgh dkck

mk|k} mhakc~kgkckg kgkah~h~ ^_I] pg}pc d`gohgmhck~hckg c`cpk}kg


7/22

|`rp~kjkkg mh}`gokj ckgnkj |`r~khgokg p~kjk' B`rhcp} hgh kmkakj kgkah~h~

xkgo mk|k} mhc`dpckckg 6

;( ^}r`go}j*C`cpk}kg(

\k~kr ~kbpg ka}`rgk}he |kmk mk~krgxk d`gokrkj c` |k~kr

d`g`gokj c`k}k~' Mkakd jka hgh |`r~khgokg jkrok }hmkc d`gfkmh

c`gmkak p}kdk' \`r}hdbkgokg mkrh cig~pd`g n`gm`rpgo d`gpfp ~òh

cpkah}k~ bpckg cpkg}h}k~' Fhck mh}hgfkp mkrh cpkah}k~ dkck ~kbpg ~p~p

d`dhahch }hgock} cpkah}k~ xkgo pgoopa' Jka hgh d`goknp |kmk epgo~h

~kbpg xkgo dpa}hopgk xkcgh ~`bkokh ~kbpg dkgmh mkg ~`bkokh

~pb~}kg~h kridk}`rk|h' Jka hgh mh}pgfkgo m`gokg cak~hehck~h

akbirk}irhpd xkgo mk|k} mhfkmhckg ~`bkokh |k}ickg cpkah}k~' Cà`bhjkg

akhg mkrh |`rp~kjkkg kmkakj bàpd kmkgxk ukrhkg |rimpc ~`f`gh~ mh

ak|kgokg ~`jhgook }hmkc kmk cid|`}h~h kg}krk |rimpc hm`g}hc'

2( _`kcg`~~*Cà`dkjkg(

\`rp~kjkkg ~kbpg ~p~p d`rp|kckg ~`bpkj bkmkg p~kjk

m`gokd dimka xkgo }`rbk}k~' Jka hgh kckg d`gfkmh ekc}ir r`~}rhc~h

`c~|kg~h |k~kr ~`nkrk b`~kr$b`~krkg' Jka hgh pdpdgxk fpok }`rfkmh|kmk |`rp~kjkg akhg |kmk ~òd`g ~kbpg ka}`rgk}he ~`jhgook mk|k}

mhck}kckg ~`bkokh cà`dkjkg pghu`r~ka'

>( I||ir}pgh}x*C`~`d|k}kg(

B`b`rk|k bpakg xkgo akap }`rfkmh o`fiakc oaibka |kmk ~`dpk ~`c}ir

~`bkokh kchbk} eapc}pk~h jkrok dhgxkc mpghk' Jka hgh bkgxkc

d`d|`gokrpjh c`~}kbhakg |k~kr ~kbpg ka}`rgk}he ~`jhgook }`rfkmhr`mpc~h dimka |kmk |`rp~kjkkg akhg' ^kk} hgh cigmh~h `cigidh dpakh

~}kbha ~`jhgook d`dbpck c`~`d|k}kg `dk~ bkoh |`rp~kjkkg bkrp

pg}pc }pdbpj mkg b`rc`dbkgo' Nàkj akhg dpgnpa mkrh bkgxkcgxk

cidpgh}k~ m`gokg |`r`cigidhkg cpk} mh ckwk~kg |`rci}kkg' \kmk

pdpdgxk |k~kr ~kbpg ka}`rgk}he d`gx`rkgo |kmk |k~kr |`m`~kkg'

Kmkgxk akjkg xkgo bàpd mhokrk| m`gokg i|}hdpd hgh kckg d`gfkmh

~pk}p akjkg |`dk~krkg xkgo |ri~`c}he'


8/22

=( ]jr`k}*Kgnkdkg(

\rimpc xkgo b`rjk~ha mh |k~krkg |kmk pdpdgxk kckg ~ò`rk

mhmp|ahck~h ia`j nid|`}h}ir akhg xkgo hgohg d`r`bp} |k~kr' \kmk ~h~}`d

hgh kckg }`rnh|}k ~pk}p cigmh~h dkrc`} ~jkr` }`r}`g}p' Pg}pc mk|k}

d`gok}k~h kgnkdkg hgh dkck mk|k} mhakcpckg |`dbkgopgkg brkgm

hdko` ~`nkrk `c~|kg~he ~`jhgook mk|k} d`d|`r}kjkgckg |`}k

|`dk~krkg mkg d`gfkmh dkrc`} a`km`r mh ~òd`g |k~kr ~kbpg

ka}`rgk}he'

B`rmk~krckg kgkah~h~ ^_I] mhk}k~ }kd|kc bkjwk |ribkbhah}k~ pg}pc

mk|k} b`r}kjkg mh |k~kr |`gfpkakg npcp| }hgooh' Jka hgh d`gfkmh dimka

|~hch~ xkgo cpk} bkoh |`rp~kjkkg pg}pc mk|k} b`rfkxk ~`bkokh dkrc`}

a`km`r'

=' Dkrc`} ~jkr`

^k~krkg |k~kr b`rmk~krckg mhbkoh k}k~ mpk dknkd xkh}p 6

;( R`dkfk pdpr ;=$2< }jg

Irkgo r`dkfk m`gokg }h|hcka |`mpah c`~`jk}kg cpah} cjp~p~gxk

|`r`d|pkg! }hgock} kc}huh}rk~ }hgooh! }hgooka mh mk`rkj |`rci}kkg mkg}hmkc ~`g~h}hu` }`rjkmk| jkrok'

2( M`wk~k pdpr 20 }jg

Irkgo m`wk~k m`gokg }h|hcka ~pck d`gfkok c`~`jk}kg cpah}!

cjp~p~gxk |`r`d|pkg! }hgock} kc}huh}k~ }hgooh! }hgooka mh |`rci}kkg!

}hmkc ~`g~h}hu` }`rjkmk| jkrok'

0' ^}rk}òh \`dk~krkg^}rk}òh |k~kr! |`gfpkakg! mkg mh~}rhbp~h d`rp|kckg }hok jka xkgo

~kgok} d`g`g}pckg c`~pc~`~kg ~pk}p p~kjk mh |k~krkg' ]kro`}

|`dk~krkg mkrh |rimpc$|rimpc xkgo mhjk~hackg kmkakj cig~pd`g mkrh

}hgock} d`g`gokj c`k}k~' ^k~krkg mh}pfpckg |kmk dk~xkrkck} pdpd

}`rp}kdk dk~xkrkck} xkgo ~kgok} d`d|`rjk}hckg c`nkg}hckg' \`gfpkakg

|rimpc |kmk kwka }kjpg |`r}kdk |àpgnprkg kmkakj 0% mkrh fpdakj

|`gmpmpc Kn`j' ^àkgfp}gxk! |`gfpkakg kckg mh}hgock}ckg ~`~pkh m`gokg


9/22

|`rdhg}kkg |k~kr' Mh~}rhbp~h |`gfpkakg hgh m`gokg d`gxkaprckggxk c`

b`b`rk|k }ici ci~d`}hc! k|i}`c! ~kaig$~kaig c`nkg}hckg! |k~kr aicka

jhgook ~p|`rdkrc`}' \kmk kwka |`apgnprkggxk! mh~}rhbp~h |`dk~krkg

mh}kro`}ckg jkgxk |kmk ckwk~kg Kn`j ]kdhkgo mkg ~`ch}krgxk'

C`dpmhkg m`gokg d`ghgock}gxk |`rdhg}kkg |k~kr dkck d`akcpckg

mh~}rhbp~h ~kbpg c` b`rbkokh ci}k mh \pakp ^pdk}`rk cjp~p~gxk D`mkg'

HHH' K^\@C ]@CGHC MKG ]@CGIAIOH

;' Aick~h mkg Akjkg

Aick~h |`dbpk}kg ~kbpg ~p~p hgh mhr`gnkgkckg Fag' D`mkg$Bkgmk

Kn`j C`nkdk}kg ^`rpwkx m`gokg apk~ akjkg ;'' M`gkj mkg ]k}k a`}kc P~kjk

M`gkj aick~h mkg }k}k a`}kc p~kjk xkgo kckg mhr`gnkgk mkak| mhahjk}

mkrh okdbkrkg ~`bkokh b`rhcp} 6

C`}`rkgokg6

;' \hg}p o`rbkgo2' Ckg}ir>' Opmkgo=' \kbrhc

=>


10/22

=' ]`cgiaioh

^kbpg ~p~p b`rdkgekk} pg}pc d`dp}hjckg! d`db`r~hjckg!

d`gojkap~ckg cpah} c`rhgo mkg cp~kd' Fpok d`goprkgoh hrh}k~h |kmk cpah}!

kg}h~`|}hn kakdh pg}pc cpah} ka`roh! cpah} f`rkwk}! bhkgo c`rhgok}! ok}ka$ok}ka

mkg fkdpr! d`gojhakgockg bkp bkmkg mkg ea`c |kmk cpah}' ^kbpg ~p~p

fpok cigig mk|k} d`gojhakgockg |òka$|òka! gx`rh ahgp k}kp dk~pc

kgohg'

BKJKG6

Bkjkg ;'

^p~p

Akrp}kg îmk *GkIJ k}kp CIJ(

Bkjkg 2'

A`dkc ~k|h nkhr mkg dhgxkc Càk|k

Bhak |`rap bh~k mh}kdbkj m`gokg dhgxkc vkh}pg mkg dhgxkc k}~hrh

\`wkgoh

Dhgxkc ^`r`j

KAK]6

^`bpkj dk~c`r ~`m`rjkgk' Mh|kckh ~àkdk |`dbpk}kg akrp}kg

GkIJ ) CIJ'

Cknkdk}k ' Mh|kckh ~àkdk |`dbpk}kg akrp}kg GkIJ ) CIJ ~kfk'

^`|k~kgo ~krpgo }kgokg ckr`}' Mh|kckh ~àkdk |`dbpk}kg ~kbpg'

]hdbkgokg à`c}righc ck|k~h}k~ ;


11/22


12/22

Nkrk \`dkckhkg

Nkrk |`dkckhkg ~kbpg ~p~p hgh }hmkc b`rb`mk m`gokg ~kbpg chdhk

bhk~k' Pg}pc d`gmk|k}ckg jk~ha dkc~hdka! ~`bkhcgxk bk~kjh }`ra`bhj

mkjpap bkmkg)kgooi}k }pbpj akhggxk' Akap oi~icckg ~kbpg ~p~p jhgook

d`rk}k' Mhkdckg b`b`rk|k ~kk} mkg pakgoh ~`ckah akoh' Fkgokg akgo~pgo

mhbhak~ }k|h mhkdckg b`b`rk|k ~kk} kokr cjk~hk} ~kbpg ~p~p mk|k}

d`r`~k|' ^`}àkj h}p! bhak~ ~kd|kh b`r~hj kokr ci}irkg xkgo d`g`d|à

mk|k} }`rkgock}' ^`}àkj ~à`~kh mhopgkckg! ~hd|kg ~kbpg ~p~p mh }`d|k}

xkgo c`rhgo'


13/22

HU' K^\@C DKGKF@D@G

;' ^cpc}pr Irokgh~k~h

2' C`bp}pjkg ]`gkok C`rfk

]`gkok C`rfkFpdkakj

IrkgoOkfh |`r Bpakg

k Dkgko`r 2 >!0

n C`pkgokg 2 2!0

` ]`gkok A`|k~ 5 8

pdpdgxk b`rk~ka mkrh wkrok ~`ch}kr |kbrhc! }`}k|h jkrp~ d`d`gpjh

crh}`rhk k}kp ~xkrk} mkrh |`rp~kjkkg'

M`r`c}pr

Dkgko`r

\`dk~krkg

]`gkok

\`dk~krkg

Dkgko`r

\rimpc~h

]`gkok

\rimpc~h

C`pkgokg


14/22

>' ^pdb`r ]`gkok C`rfk

k' ]`gkok kjah mkrh ~krfkgk $ ~krfkgk \`r}`rgkckg mkg ~krfkgk `cigidh

b' Dk~xkrkck} ~`ch}kr aick~h xkgo kckg mhc`dbkgockg |`rp~kjkkg ~kbpg

~p~p hgh'

=' Bkak~ Fk~k ]`gkok C`rfk

^àkhg okfh |icic xkgo mh}`rhdk okfh ]JR xkgo mhb`rhckg wkc}p

d`gfàkgo jkrh rkxk mkg kmk fpok okfh |`~kgoig mkrh |`rp~kjkkg'

0' Fib Mh~nrh|}hig

]pok~ mkrh dk~hgo$dk~hgo ~}rpc}pr c`rfk }`r~`bp} ~`nkrk okrh~ b`~kr

kmkakj ;( Dkgkf`r ~`bkokh |`dòkgo prp~kg dkgkf`rhka! b`rw`gkgo

dàkc~kgkckg mkg d`digh}ir c`bhfkckg$c`bhfkckg mkrh |hjkc k}k~ ~`r}k

~`bkokh |pbahc ràk}hig pg}pc d`gf`dbk}kgh kg}krk c`|`g}hgokg còhk}kg

p~kjk m`gokg |`rp~kjkkg mkg |hjkc apkr! 2( ^p|`ruh~ir ~`bkokh

|`gokwk~ }`cgh~ i|`rk~higka! >( C`pkgokg b`r}pok~ pg}pc d`goàiak

~`dpk krp~ ck~ dk~pc k}kp càpkr mkrh ~àprpj pgh} p~kjk xkgo kmk! =(

^}ke)Ckrxkwkg b`r}pok~ pg}pc d`d|rimpc~h ~kbpg ~p~p mkgd`dk~krckggxk'

U' K^\@C @CIGIDH! Î^HKA! MKG \IAH]HC

;' @cigidh

\rimpc |`goiakjkg ~p~p xkh}p |`dbpk}kg ~kbpg ~p~p d`rp|kckg

cidimh}k~ xkgo dkd|p mh}`rhdk bkhc ~`bkokh bkjkg bkcp akhg dkp|pg

akgo~pgo pg}pc cig~pd~h' ^ckak p~kjk xkgo b`~kr hgh dkd|p

d`d`|`gokrpjh }hgock} `cigidh dk~xkrkck}! ~àkhg h}p fpok dkd|p

d`gxpdbkgo mùh~k mkrh ~òh |kfkc xkgo mhbkxkrckg' ^`dkchg b`~kr

~ckak p~kjk xkgo mhfkakgckg dkck kckg ~`dkchg b`~kr |pak |kfkc xkgo

jkrp~ mh càpkrckg' \kgmk|k}kg |`d`rhg}kj ~àkhg akgo~pgo mkrh

|`rp~kjkg ~`gmhrh'


15/22

2' î~hka

^`bkokh gòkrk xkgo dkxirh}k~ |`gmpmpcgxk b`rkokdk H~akd!

|rimpc$|rimpc xkgo b`rjpbpgokg m`gokg còhk}kg c`kokdkkg bkoh pdk}

dp~ahd ~kgok} b`r|i}`g~h pg}pc mhc`dbkgockg' ^kakj ~k}p |rimpc

|`}`rgkckg xkgo b`rjpbpgokg m`gokg còhk}kg c`kokdkkg kmkakj

~kbpg ~p~p' ^àkhg h}p! |rimpc iakjkg p}kdk mkrh ~kbpg ~p~p xkh}p

mhxkchgh bkgxkc irkgo d`dhahch cjk~hk} d`gojkap~ckg cpah} mkg

d`g|`rnkg}hc mhrh'

\`rpbkjkg$|`rpbkjkg ~i~hka xkgo }`rfkmh mk|k} d`d|`gokrpjh

|`rp~kjkkg! ~`|`r}h ~hck|! okxk jhmp|! kmk} h~}hkmk} mkg c`bhk~kkg mkrh

irkgo$irkgo mh ahgocpgokg `c~}`rgka |`rp~kjkkg

>' \iah}hc

^kk} hgh! |`d`rhg}kj ~`mkgo dàkcpckg |riorkd |`go`dbkgokg

~h~}`d |`gmpcpgo p~kjk bkoh p~kjk dhcri! c`nha! mkg d`g`gokj *PDCD('

]pfpk hghakj d`d|`rdpmkj! d`d|`rakgnkr mkg d`d|`rapk~ kc~`~ PDCD

c`|kmk ~pdb`rmkxk |rimpc}he kokr dkd|p d`dkgekk}ckg c`~`d|k}kg

xkgo }`rbpck mkg |i}`g~h ~pdb`rmkxk aicka ~`r}k d`gx`~pkhckg ~ckak

p~kjkgxk ~`~pkh m`gokg }pg}p}kg èh~h`g~h' ^h~}`d |`gmpcpgo mhbkgopg

dàkaph |`go`dbkgokg a`dbkok |`gmpcpgo xkgo }`rfkgockp }`rdk~pc

d`gmirigo |`ghgock}kg epgo~h hg}`rd`mhk~h a`dbkok$a`dbkok c`pkgokg

bkoh PDCD' Jka hgh mk|k} d`gfkmh |àpkgo bkoh \`}`rgkckg pg}pc

d`gokc~`~ |hgfkdkg dimka mkakd |`go`dbkgokg p~kjkgxk'

UH' K^\@C R@OPAK^H MKG A@OKAH]K^

\`goiakjkg ~p~p d`gkfHmhckg ~kbpg ~p~p m`gokg ~ckak b`~kr k~`}

bkoh |`d`rhg}kj mk`rkj mkg mk|k} ~àkap d`db`rhckg |`dk~pckg

c`pkgokg mk`rkj dàkaph |kfkc xkgo mhbkxkrckg' D`ckgh~d` xkgo jkrp~

mh akaph mkakd |ri~`~ d`dbkgopg |`rp~kjkkg ~`jhgook |ri~`~ |`gmhrhkg

p~kjk hgh d`dhahch akgmk~kg jicpd mhkg}krkgxk6


16/22

;' \`rhfhgkg Aick~h mkg P~kjk

\`rhfhgkg b`r}pfpkg kokr p~kjk xkgo kckg mhmhrhckg ~àkhg ~`bkokh

aòkah}k~ kckg }`}k|h b`ropgk fpok ~`bkokh hgmhck}ir c`~àkrk~kg

p~kjk |`}`rgkckg m`gokg cigmh~h ahgocpgokg ~`ch}kr' Hfhg r`cid`gmk~h

xkgo jkrp~ mh|`ria`j kmkakj hfhg aick~h! HDB! hfhg JI! KDMKA! mkg hfhg

akhggxk'

UHH' K^\@C AHGOCPGOKG

Jka xkgo }hmkc ckakj |`g}hgogxk mkakgo d`dbkgopg |`rp~kjkkg

kmkakj mkd|kc |`gn`dkrkg ahgocpgokg mkrh jk~ha |`goiakjkg hgmp~}rh!

dàh|p}h k~|`c |`goàiakkg ahdbkj xkh}p còhk}kg }`r|kmp xkgo dàh|p}h

|`goprkgok! ~òròk~h! |`gkgokgkg! |`dkgekk}kg mkg |`goiakjkg

ahdbkj'

Hd|a`d`g}k~h pg}pc d`goprkgoh fpdakj mkg }hgock} n`dkrkg ahdbkj

xkgo mhjk~hackg mkrh ~pk}p |ri~`~ |rimpc~h m`gokg nkrk |`goprkgokg!

|`dkgekk}kg mkg |`goiakjkg ahdbkj' \`goprkgokg ahdbkj mhakcpckgdàkaph |`ghgock}kg k}kp i|}hdk~h èh~h`g~h kak} |`goiakjkg! i|}hdk~h

~krkgk mkg |rk~krkgk |`goiakjkg ~`|`r}h ~h~}`d |`r|h|kkg! }hmkc kmkgxk

c`binirkg! n`n`rkg! mkg }`rbpkgogxk bkjkg chdhk'

UHHH' K^\@C R@^HCI

P~kjk |`dbpk}kg ~kbpg ~p~p }hmkc }`ra`|k~ mkrh r`~hci xkgo mk|k}

d`gx`bkbckg c`rpohkg b`~kr' R`~hci mh|`rchrkckg b`rk~ka mkrh |`~khgo

p~kjk hgh xkh}p kmkgxk |rimpc ~kbpg c`nkg}hckg mh |k~krkg *ukrhk~h f`gh~

~kbpg(' K~|`c r`~hci hgh mk|k} mhkg}h~h|k~h m`gokg |`gok}prkg ~}rk}òh

|`dk~krkg dàkaph ~òd`g}k~h |k~kr ~`nkrk }`|k} mkg |ri|ir~higka ~`r}k

cpkah}k~ c`dk~kg hgh mhjkrk|ckg kckg dkd|p d`d|`gokrpjh mkxk bàh

nkaig cig~pd`g'


17/22

HZ' K^\@C EHGKG^HKA

Gi Fpdakj Ghakh Fpdakj ]I]KA

BHKXK HGU@^]K^H

; \`gmhrhkg Bkgopgkg 2!

b Ckg}ir 20?0!

2 \`rkak}kg 20

b D`~hg \knckohgo 2'

n D`~hg \`gokmpc 2'm D`~hg \`gxhd|kgkg 2'

k ]kgoch ^p~p ;'b Dibha >'

n ^`|`mk Di}ir 0'

H}`d

]I]KA


18/22

K' BHKXK ]@]K\

; ^`wk Akjkg ;!!0b ^p|`ruh~ir >'!

` ]`gkok A`|k~ 5' \`gxp~p}kg ?8!

B' BHKXK I\@RK^HIGKA

; Bkjkg Bkcp 2!2?=!!0

Dhgxkc c`ak|k ;!0Dhgxkc ~`j`r 0

~kbpg dhgh *;0< da( ;!:?;!0> Ah~}rhc ;2 bag 20!

= Bkjkg Bkckr ;

0 \ridi~h 00!!85=!???!0


19/22

]I]KA BHKXK

K BHKXK ]@]K\ ;!2:2!>

0!2=?!


20/22


21/22


22/22

Z' C@^HD\PAKG MKG R@CID@GMK^H

;' C`~hd|pakg

B`rmk~krckg |`r`gnkgkkg hgmp~}rh ~kbpg ~p~p mk|k} mhkdbha c`~hd|pakg 6

;( R`gnkgk p~kjk |`dbpk}kg ~kbpg ~p~p d`dhahch |àpkgo b`~kr pg}pc

mhc`dbkgockg mh mk`rkj Kn`j Cjp~p~gxk Kn`j ]kdhkgo'

2( A`}kc mkg aick~h p~kjk |`goiakjkg ~p~p kckg mhmhrhckg mh C`nkdk}kg

^`rpwkx'

>( \`rjh}pgokg xkgo mh|`ria`j mkrh G\U! HRR! B)N rk}hi! mkg B@\

d`gpgfpcckg bkjwk p~pakg p~kjk |`dbpk}kg ~kbpg ~p~p mk|k}

mhfkakgckg'

=( Hgmp~}rh |`dbpk}kg ~kbpg ~p~p mk|k} d`gkfkmh k~`} mk`rkj mkakd

|`d`rhdkkj |kfkc ~`r}k dgoprkgoh kgock |`gokgooprkg'

2' R`cid`gmk~h

Jk~ha p~pakg |`gmhrhkg hgmp~}rx xkgo }àkj mh|`rjh}pgockg d`gprp} kgkah~h~

ehgkgnhka! ~pdb`r mkxk xkgo d`gmpcpgo! ^pdb`rmkxk dkgp~~hk xkgo

d`gnpcp|h ~`r}k b`rbkokh |hjkc xkgo }`rckh} mkakd p~kjk |`goiakjkg ~p~p

d`gfkmh |rimkc ~kbpg |`rap mhckfh a`bhj akgfp}' D`go`gkh |`r`gnkkg xkgo a`bhj

}`|k} mkakd jka d`r`gnkgkckg mkg d`rkgnkgo a`bhj n`rdk} ~`r}k }àh}h mkakd

d`d|`rjh}pgockg dkgekk}'

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