Excellence in Open Innovation The three best open innovation companies 2012 of cross-industry and business model innovation HJ[P]P[PLZ^LYL^YP[[LUI`7YVM,URLSHUKOLY[LHT and delivered to an expert committee for evaluation. 0U H [OPYK Z[LW [OL [VW Ä]L JVTWHUPLZ MYVT [OL HUVU`TV\ZJHZLZ[\K`WOHZL^LYLZLSLJ[LKMVYH ZP[L]PZP[6U[OLIHZPZVM[OLZLM\SSKH`]PZP[Z^OPJO [VVR WSHJL PU :LW[LTILY HUK 6J[VILY [OL [OYLL ^PUULYZ ^LYL JOVZLU 7YPaLZ ^LYL H^HYKLK in the categories „best overall implementation of VWLUPUUV]H[PVUPUHSHYNLJVTWHU`¸ÉILZ[V]LYHSS PTWSLTLU[H[PVUVMVWLUPUUV]H[PVUPUHU:4,¸HUK ÉHU[PJPWH[VY`VWLUPUUV]H[PVU¹ At the Innovat ion 2012, one of Europe’s leading innovation conferences, the Dr. Manfred Bischoff Institute for Innovation Management of EADS together with a renowned practitioner consortium elected Henkel, J.W. Ostendorf, and Ravensburger for excellence in open innovation. ;OLL_WLY[Q\Y`^HZMVYTLKI`(UKYLHZ*SH\ZLUHUK +Y:[LMHU)PLS)LPLYZKVYM(.+Y.YP[,URLSTHUU HUK6SP]PLY:JOULSSLY6[[V.YV\W9LPUOVSK/\ILY )PUKLY *V (. HUK +Y /LPUYPJO :JOpWLYR[[LY HUK +Y )Y\UV :JOLYI :JOHLMÅLY ;LJOUVSVNPLZ .TI/ *V 2. -YVT [OL ZJPLU[PÄJ ZPKL [OL Z[\K` ^HZ HJJVTWHUPLK I` 7YVM ,SSLU ,URLS HUK her team. Best practice in open innovation - The winners Henkel VWLYH[LZ ^VYSK^PKL ^P[O SLHKPUN IYHUKZ and technologies in three different business areas: 3H\UKY` HUK /VTL *HYL )LH\[` *HYL HZ ^LSS HZ (KOLZP]L ;LJOUVSVNPLZ /LURLS ^HZ MV\UKLK PU HUK [VKH` OVSKZ H SLHKPUN THYRL[ WVZP[PVU PU [OL JVUZ\TLY HUK PUK\Z[YPHS I\ZPULZZ ^P[O ^LSSRUV^U IYHUKZ Z\JO HZ 7LYZPS :JO^HYaRVWM and Loctite. Both product and business model PUUV]H[PVUZ HYL VM Z[YH[LNPJ PTWVY[HUJL HZ Henkel regards innovations to be the basis for the JVTWHU`»ZSVUN[LYTZ\JJLZZ;VKH`HIV\[H[OPYK VM/LURLS»Z[\YUV]LYYLZ\S[ZMYVTUL^HUKPUUV]H[P]L WYVK\J[Z0U[OPZJVU[L_[VWLUPUUV]H[PVUPUP[PH[P]LZ meaning the early involvement of external actors in the innovation process play an important role for Henkel. Increase of innovation performance within and beyond open innovation ;OL ^PUUPUN JHUKPKH[LZ ^LYL ZLSLJ[LK MYVT TVYL [OHU JVTWHUPLZ MYVT .LYTHU` (\Z[YPH HUK :^P[aLYSHUK ^OPJO WHY[PJPWH[LK PU V\Y PUUV]H[PVU Z[\K` \U[PS H\[\TU ;OLYLI` [OL JLU[YHS ZLSLJ[PVU JYP[LYPH ^HZ UV[ OV^ T\JO H I\ZPULZZ WYHJ[PJLZVWLUPUUV]H[PVUI\[OV^Z`Z[LTH[PJHSS` HUKW\YWVZLM\SS`P[KVLZ^P[OYLNHYK[VPUUV]H[PVU J\S[\YL I\ZPULZZ TVKLS PUUV]H[PVU HUK JYVZZ industry innovation. 6\[VM[OLWHY[PJPWH[PUNJVTWHUPLZPU[OLX\HU[P[H[P]L Z[\K` [OL [VW JVTWHUPLZ ^LYL HZRLK MVY PU[LY]PL^Z IHZLK VU ZL]LYHS VIQLJ[P]L YHURPUN JYP[LYPH -\Y[OLY JHZL Z[\KPLZ PUJS\KPUN L_HTWSLZ ______ 26 Excellence in Open Innovation 7YVM +Y ;OVTHZ 4 SSLY2PYZJOIH\T ^OV PZ [OL OLHK VM 9+;LJOUVSVN`:\WWS` *OHPU VM [OL 3H\UKY` HUK /VTL *HYL KP]PZPVU H[ /LURLS ZLLZ open innovation as excellent orchestration and option for linking internal and external competencies. Henkel pursues numerous open innovation HWWYVHJOLZ (WHY[ MYVT [OL JVSSHIVYH[PVU ^P[O ZLSLJ[LK Z\WWSPLYZ Z[HY[\W JVTWHUPLZ HUK ^P[O HUL_[LUZP]LUL[^VYRVM\UP]LYZP[`WYVMLZZVYZ[OL early and systematic integration of cross-industry innovation partners delivers the greatest value for /LURLS ;OYV\NO [OL LZ[HISPZOTLU[ HUK VUNVPUN L_JOHUNL ^P[O [OL V^U JYVZZPUK\Z[Y` PUUV]H[PVU UL[^VYR PUJS\KPUN JVTWHUPLZ \UP]LYZP[PLZ YLZLHYJO PUZ[P[\[LZ RUV^SLKNL IYVRLYZ HUK V[OLY JVTWL[LU[ WHY[ULYZ /LURLS OHZ Z\JJLZZM\SS` launched a variety of radical innovations during [OLWHZ[`LHYZ-\Y[OLYTVYLH[HYNL[LKTVUP[VYPUN VM JYVZZPUK\Z[Y` [YLUKZ YLNHYKPUN UL^ JVUZ\TLY KLTHUKZ PZ HSZV WHY[ VM /LURLS»Z Z[YH[LNPJ PUUV]H[PVUTHUHNLTLU[-VY[OPZW\YWVZLJYLH[P]L TLL[PUNZ^P[OJVUZ\TLYZHUKV[OLYL_[LYUHSHJ[VYZ take place on a regular basis. 0UUV]H[PVU 3V\UNL /LYL LTWSV`LLZ JHU WYLZLU[ HUK L_WSHPU UL^ PKLHZ ^OPJO HYL L]HS\H[LK I` KLÄULK JYVZZM\UJ[PVUHS L_WLY[Z PU H UL_[ Z[LW -PUHSS`[OLILZ[LU[YPLZ^PSSILWYLZLU[LK[V[OL[VW management. ,ZWLJPHSS`PU[OL3H\UKY`HUK/VTL*HYLKP]PZPVU Henkel has systematized its cross-industry PUUV]H[PVU HWWYVHJO PU VYKLY [V WYVTV[L UL^ WYVK\J[ KL]LSVWTLU[ HUK [V PUJVYWVYH[L UL^ [LJOUVSVNPLZ PU HUV[OLY JVU[L_[ ,TWSV`LLZ ^OV OH]L H IYVHK L_WLYPLUJL PU WYLKLÄULK [HYNL[ PUK\Z[YPLZVWLYH[LHZ[LJOUVSVN`ZJV\[Z[VPKLU[PM` technologies in more or less distant industries. ;OLZLUL^S`PKLU[PÄLK[LJOUVSVNPLZTPNO[[OLUIL \ZLM\SMVY/LURLS»ZM\[\YLPUUV]H[PVUZ J.W. Ostendorf is a leading manufacturer of decorative paints and varnishes for do-it-yourself Z[VYLZ YL[HPSLYZ HUK [OL PUK\Z[Y` 1>6 JV]LYZ a broad value chain from the development and production of decorative paints to the marketing H[[OLWVPU[VMZHSL;OPZPUJS\KLZ[OLKL]LSVWTLU[ HUKL_WHUZPVUVMYL[HPSJ\Z[VTLYIYHUKZZVJHSSLK ÉWYP]H[LSHILSZ¸HZ^LSSHZP[ZV^U1>6IYHUKZ0U HSS P[Z I\ZPULZZ WYVJLZZLZ 1>6 LTWOHZPaLZ [OL concept of sustainability. In 2011 the company employed around 650 people and realized sales of 350 million euros. In the case of brand strategy YLNHYKPUNP[ZYL[HPSJ\Z[VTLYZ1>6PZUV[W\YZ\PUN H TL[VVHWWYVHJO I\[ ZL[Z MYLX\LU[ [YLUKZ PU P[Z I\ZPULZZ ZLNTLU[Z ^P[O ^OPJO [OL JVTWHU` responds to the changing consumer needs. Foundation of the company‘s success is the WYVMLZZPVUHS PUUV]H[PVU THUHNLTLU[ PUJS\KPUN H JVU[PU\V\Z YL]PL^ VM [OL YHUNL HUK KL]LSVWTLU[ WYVJLZZ ,U]PYVUTLU[HS H^HYKZ Z\JO HZ ;OL )S\L (UNLS[OL,<,JVSHILS5VYKPJ:^HUHUKU\TLYV\Z H^HYKZI`[OL:[PM[\UN>HYLU[LZ[HUKkRV[LZ[^LYL achieved for the innovation measures. <UKLY [OL \TIYLSSH VM 6WLU :LY]PJL 0UUV]H[PVUZ /LURLSJVU[PU\HSS`KL]LSVWZUL^I\ZPULZZHYLHZPU [OL3H\UKY`HUK/VTL*HYLKP]PZPVU0U[OPZJVU[L_[ /LURLS OHZ LZ[HISPZOLK H UL^ ZLY]PJL JVUJLW[ HYV\UK 7LYZPS [V Z[YLUN[OLU [OL IYHUK UHTL ;OPZ UL^ZLY]PJLJVUJLW[VYL]LUUL^I\ZPULZZTVKLS OHZ ILLU PTWSLTLU[LK [OYV\NO WHY[ULYZOPWZ ^P[O numerous medium-sized cleaning businesses. 0U [OL )) ZLJ[VY MVY L_HTWSL ¸7LYZPS ZLY]PJL¹ ZOHSS HKKYLZZ PUKP]PK\HSZ ^OV OH]L SP[[SL [PTL MVY KVPUN [OLPY SH\UKY` H[ OVTL *VUZLX\LU[S` [OLZL individuals can bring their dirty clothes to special ZLY]PJL WVPU[Z H[ [OL ^VYRWSHJL HUK JVSSLJ[ [OL JSLHU JSV[OLZ HM[LY ^VYR -\Y[OLYTVYL ¸>HZO *VMMLL¹^OPJO^HZLZ[HISPZOLKPUJVVWLYH[PVU^P[O [OL JVTWHU` )VZJO PZ HUV[OLY ZLY]PJL JVUJLW[ ^P[OZPTPSHYVIQLJ[P]LZ ;OYV\NO [OL JVUJLW[ VM [OL ZVJHSSLK ¸0UUV]H[PVU +H`Z¹ HSS LTWSV`LLZ H[ /LURLS OH]L [OL WVZZPIPSP[` [V L_JOHUNL UL^ ÄUKPUNZ RUV^OV^ HUKPUMVYTH[PVUHIV\[UL^[YLUKZHJYVZZPUK\Z[Y` IV\UKHYPLZ (KKP[PVUHSS` /LURLS PU]P[LZ L_[LYUHS WHY[ULYZ MYVT KPMMLYLU[ ZLJ[VYZ [V [OL JVTWHU`»Z „Innovation Fairs“ every six months to discuss relevant future innovation topics and trends. With respect to the long-term documentation of RUV^SLKNLPUJSJYVZZPUK\Z[Y`RUV^OV^/LURLS has set up a comprehensive information technology Z`Z[LT -\Y[OLYTVYL HSS [OYLL KP]PZPVUZ OH]L HSZV LZ[HISPZOLKHNSVIHSPU[LYUHSVUSPULUL[^VYRJHSSLK ______ 27 Excellence in Open Innovation I\ZPULZZ TVKLS PZ [OL É7S\N :WYH`¸Z`Z[LT VM 1>6ZV^UIYHUKUHTLKÉ:PNULV¸0U[OPZJHZL[OL JVU]LUPLUJLIHZLKTVKLSVM5LZWYLZZV^OPJOPZ WVZP[PVULKPU[OLWYLTP\TZLNTLU[ZLY]LKHZHU JYVZZPUK\Z[Y` HUHSVN` ;V HKKYLZZ [OL ULLKZ VM [OLKVP[`V\YZLSM\ZLY[OLLU[LYWYPZLZLHYJOLKMVY HUPUUV]H[P]LI\ZPULZZTVKLSHWWYVHJOHUKMV\UK [OYV\NO P[Z JYVZZZLJ[VYHS ZLHYJO [OL 5LZWYLZZV I\ZPULZZTVKLSPU[OLMVVKPUK\Z[Y`É:PNULV7S\N :WYH`¸ PZ H KLZPNUVYPLU[LK HUK ZPTWSL[V\ZL Z`Z[LT ^OLYL JVSVY JHY[YPKNLZ HYL PUZLY[LK PU H ZWYH`WPZ[VSZPTPSHY[V[OL5LZWYLZZVJHWZ\SLZ;OL WYVK\J[ PKLH ^HZ YLHSPaLK PU JVVWLYH[PVU ^P[O H leading company in the spray equipment industry HUK^VU[OLÉYLKKV[KLZPNUH^HYK¸ ;V TLL[ [OL ULLKZ VM [OL WYVK\J[»Z LUK \ZLY HUK achieve the highest possible quality level at the KLZPYLK WYPJLWLYMVYTHUJL YH[PV 1>6 PU]VS]LZ the expertise of numerous external partners in its KL]LSVWTLU[ WYVJLZZLZ ;OL \ZL VM PUUV]H[PVU UL[^VYRZHUK[OLJVVWLYH[PVU^P[O[OLJVTTVKP[` industry over the entire value chain provides the JVTWHU` H ZPNUPÄJHU[ HKKP[PVUHS ]HS\L *YVZZ SPURPUN ^P[O WHY[ULYZ MYVT V[OLY PUK\Z[YPLZ LUQV`Z H OPNO WYPVYP[` H[ 1>6 ,_LJ\[P]LZ MYVT [OL YLZLHYJO HUK KL]LSVWTLU[ KLWHY[TLU[ ^VYR PU KPMMLYLU[ZLJ[VYHSHUKJYVZZZLJ[VYHSUL[^VYRZHUK HZZVJPH[PVUZZ\JOHZ[OL:[HY[<WJS\Z[LY4 UZ[LY VY [OL É5L[a^LYR 6ILYÅpJOL 59>¹ Z\YMHJL [LJOUVSVN` UL[^VYR PU 5VY[O 9OPUL>LZ[WOHSPH .LYTHU`/LYLYLWYLZLU[H[P]LZVMKPMMLYLU[ZLJ[VYZ Z\JOHZYH^TH[LYPHSZ\WWSPLYZ\ZLYPUK\Z[YPLZLN M\YUP[\YL WSHZ[PJ TVSK THRLYZ THU\MHJ[\YLYZ universities and research institutions are active. 0U ZWLJPÄJ ZLHYJO ÄLSKZ 1>6 MVSSV^Z H WYVISLT JLU[LYLK Z[YH[LN` ^P[O [OL HPT [V PKLU[PM` SLHK PUK\Z[YPLZ ^OPJO OLSW [V ZVS]L [OL WYVISLT 1>6 PU[LNYH[LZ [OL RUV^SLKNL VM L_[LYUHS PUZ[P[\[PVUZ ^OPJO HJJVTWHU` [OL KL]LSVWTLU[ WYVJLZZ VU H ZJPLU[PÄJ HUK HUHS`[PJHS ^H` [OYV\NO JYLH[P]L ^VYRNYV\WZ 1>6 HKVW[Z 6WLU 0UUV]H[PVU Z`Z[LTH[PJHSS`MVYWYVK\J[PUUV]H[PVUHZ^LSSHZMVY WYVJLZZHUKI\ZPULZZTVKLSPUUV]H[PVU0UHKKP[PVU the integration of end users and market operators from the do-it-yourself sector is an important source MVY PUUV]H[PVU ;OL \ZL VM 5L[UVNYHWO` WSH`Z H ZPNUPÄJHU[YVSLPU[OLJVUZ\TLYZLNTLU[;OLYLI` ZWLJPÄJHSS`YLSL]HU[MVY\TZHYLMVSSV^LKHZ^LSSHZ customer feed-back and customer needs collected and analyzed. ;OL NHTLZ W\ISPZOLY Ravensburger is a leading ,\YVWLHUTHU\MHJ[\YLYVMQPNZH^W\aaSLZNHTLZHUK activity products. With production facilities in Germany HUK [OL *aLJO 9LW\ISPJ [OL NYV\W HSZV PUJS\KLZ H IVVRW\ISPZOLYHUKV[OLYI\ZPULZZHYLHZZ\JOHZ[OL É9H]LUZI\YNLY:WPLSLSHUK¸VYÉ9H]LUZI\YNLY+PNP[HS¸ ^OPJOKL]LSVWZHUKTLYJOHUKPZLZZTHY[WOVULHUK online-based games. Ravensburger considers itself as a premium THU\MHJ[\YLY HUK PZ HTIP[PV\Z [V OVSK P[Z SLHKPUN quality oriented market position in the business of [YHKP[PVUHS [V`Z HZ ^LSS HZ [V KL]LSVW UL^ NYV^[O ÄLSKZ I` PUJYLTLU[HS HUK YHKPJHS PUUV]H[PVUZ ;OL JVTWHU`»ZWOPSVZVWO`VMX\HSP[`JV]LYZPUWHY[PJ\SHY [OLWYVK\J[PVUVMLSHIVYH[LPU[LSSPNLU[HUKLK\JH[PVUHS WSH`Z HUK PKLHZ ^OPJO KPZ[PUN\PZO [OLTZLS]LZ 0U daily business the company strives to ensure that all WYVK\J[ZL_WYLZZ]HS\LZZ\JOHZQV`LK\JH[PVUHUK community. ([1>66WLU0UUV]H[PVUPZSP]LKHUKJVTT\UPJH[LK [OYV\NO[OLJ\S[\YLZ[Y\J[\YLZHUKWYVJLZZLZVM[OL company. In order to develop ideas or to improve L_PZ[PUN PKLHZ [OL JVTWHU` OVSKZ PUUV]H[PVU ^VYRZOVWZ PU ^OPJO V^U LTWSV`LLZ L_[LYUHS Z[HRLOVSKLYZ MYVT ]HYPV\Z KPZJPWSPULZ PUK\Z[YPLZ HUK JV\U[YPLZ WHY[PJPWH[L YLN\SHYS` 0U HKKP[PVU [OL JVTWHU` OHZ H Z\NNLZ[PVU Z`Z[LT ^OPJO LTWSV`LLZ \ZL YLN\SHYS` [V JVTT\UPJH[L UL^ PKLHZ [V [OL [VW THUHNLTLU[ 5L^ PKLHZ ^PSS IL H^HYKLKHJJVYKPUN[V[OLPYWV[LU[PHSMVYPUUV]H[PVU HUK JVTT\UPJH[LK [V HSS LTWSV`LLZ ^P[OPU [OL company. Caused by the historical roots as a traditional W\ISPZOPUNOV\ZLHOPNO^PSSPUNULZZ[VVWLU[V^HYKZ external idea givers is anchored in the company culture. ¸6WLU PUUV]H[PVU HUK [OL SVUN[LYT JVVWLYH[PVU ^P[O WHY[ULYZ HYL IHZPJ MVY \Z¸ *SLTLUZ 4HPLY IVHYKTLTILYVM[OL9H]LUZI\YNLYNYV\WL_WSHPUZ )LZPKL [OL PU[LNYH[PVU VM [OLZL PU]LU[VYZ KPMMLYLU[ other partners such as universities or consultancies HYLPU[LNYH[LK;OLHPTVM[OLZLWYVQLJ[ZPZUV[VUS` [OLKYHM[PUNVMJVUJYL[LPUUV]H[PVUJVU[LU[ZI\[HSZV a “learning from the partner“ to be able to use the acquired abilities in later projects again. -VY 9H]LUZI\YNLY P[Z LZ[HISPZOLK PUK\Z[Y` L_WLYPLUJLZ NYLH[ JOHUNL ^P[OPU [OL JSHZZPJHS Business model innovations play a central role PU [OPZ JVTWHU` (U L_HTWSL MVY H YHKPJHSS` UL^ ______ 28 Excellence in Open Innovation ;VTHPU[HPU[OL[YHKP[PVUHSS`VWLUJ\S[\YLHUK[VVWLU HUK Z`Z[LTH[PaL [OL PUUV]H[PVU HJ[P]P[PLZ M\Y[OLY H JLU[YHS PUUV]H[PVU THUHNLTLU[ ^HZ PUZ[HSSLK MV\Y `LHYZHNV;OLPUUV]H[PVUTHUHNLTLU[KLHSZ^P[OHSS HJ[P]P[PLZ YLNHYKPUN [OL PUUV]H[PVU WYVJLZZ Z[HY[PUN ^P[O[OLNLULYH[PVUVMPKLHZHUKLUKPUN\W^P[O[OL THYRL[ SH\UJO 0U VYKLY [V KLÄUL JVUJYL[L WYVQLJ[Z HUK[VKL]LSVW[OLZL[OYV\NOHZ[HNLNH[LWYVJLZZ [OL KL[LYTPUH[PVU VM ZWLJPÄJ PUUV]H[PVU NVHSZ HUK innovation strategies belongs to the major tasks. ;VKH` [OL PUUV]H[PVU THUHNLTLU[ JVUZPZ[Z VM [^V LTWSV`LLZ ^OV L_JOHUNL [OLTZLS]LZ YLN\SHYS` PU ZVJHSSLK PUUV]H[PVU HUK PU[LYSPURPUN TLL[PUNZ ^P[O [OLKPMMLYLU[I\ZPULZZKP]PZPVUZHZ^LSSHZM\UJ[PVUHS departments of the company about current and future WYVQLJ[ZJVUZ\TLY[YLUKZHZ^LSSHZJYVZZZLJ[VYHS WSHUZ (TVUN V[OLY [OPUNZ H KLÄULK ÄLSK VM [HZRZ PZ [OL SPURPUN VM [OL L_PZ[PUN VMÅPUL WYVK\J[Z ^P[O UL^ [LJOUVSVNPLZ ;OYV\NO [OPZ PUZ[P[\[PVUHSPaH[PVU the sustainable integration of partners for the KL]LSVWTLU[ VM JVU[LU[Z HUK TL[OVKZ HZ ^LSS as the stabilization of an open innovation culture Ravensburger addresses the upcoming change in WHYHKPNTZPUH]LY`MHYZPNO[LK^H` play market due to the increasing digitalization. With foresight on this change the company builds Z`Z[LTH[PJHSS` VU VWLU PUUV]H[PVU HJ[P]P[PLZ /LYL the innovation strategy is based on three columns ÉJSHZZPJHS IVHYK NHTLZ HUK QPNZH^ W\aaSL¸ ÉO`IYPK WSH` JVUJLW[Z¸ ^OPJO PU[LNYH[L LSLJ[YVUPJ JVTWVULU[ZHZ^LSSHZÉKPNP[HSWSH`Z¸,ZWLJPHSS`PU [OL O`IYPK ZLJ[VY ]LY` Z\JJLZZM\S PUUV]H[PVUZ ^LYL SH\UJOLKK\YPUN[OLSHZ[`LHYZ-VYL_HTWSL;PW[VPPZ HULSLJ[YVUPJWLUJPS^OPJOJHUIL\ZLKPUJVTIPUH[PVU ^P[O IVVRZ WSH`Z HUK QPNZH^ W\aaSLZ HUK L_[LUKZ [OLZL^P[O[VULZHUKUVPZLZHZ^LSSHZPU[LYHJ[P]LWSH`Z HUK SLHYUPUN JVU[LU[Z ;OPZ PUUV]H[PVU ^HZ YLHSPaLK [VNL[OLY ^P[O H KL]LSVWPUN WHY[ULY HUK HKKYLZZLZ ^P[O LUK\YPUN LMMLJ[Z [OL PUJYLHZPUN KPNP[PaH[PVU ;OLNLULYH[PVUVMPKLHZMVYZ\JOPUUV]H[PVUZVJJ\YZ [OYV\NO ZWLJPÄJ PU[LNYH[PVU VM L_[LYUHS WHY[ULYZ and the use of exploratory approaches such as the É)S\L 6JLHU Z[YH[LN`¸ >P[OPU [OL ZHTL PUUV]H[PVU WYVQLJ[V[OLYUL^I\ZPULZZHUKWYVK\J[PKLHZ^OPJO HYL WHY[S` HSYLHK` PU[YVK\JLK PU [OL THYRL[ ^LYL NLULYH[LK ;OL KPNP[HS Z\WWSLTLU[ VM QPNZH^ W\aaSL I`[OLÉ(\NTLU[LK9LHSP[`JVU[LU[Z¸^OPJOJHUIL HJ[P]H[LKI`ZTHY[WOVULZHUK[HISL[ZPZL_LTWSHYPS` for this again. )LZ[6WLU0UUV]H[VY(^HYKJLYLTVU`H[[OL4HUHNLTLU[*PYJSLJVUMLYLUJLPU4\UPJO+Y>LPU[a)LZ[6WLU0UUV]H[VY:4, +Y:JOLYI:JOHLMÅLY;LJOUVSVNPLZQ\Y`TLTILY7YVM+Y,URLS7YVM+Y4 SSLY2PYZJOIH\T)LZ[6WLU0UUV]H[VY,U[LYWYPZL +Y)PLS)LPLYZKVYMQ\Y`TLTILYHUK/LYY4 SSLY)LZ[:\Z[HPUHISL6WLUPUUV]H[PVU(WWYVHJO9H]LUZI\YNLY:WPLSL]LYSHN ______ 29
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