Startup Guide Issue 13

Page 1

ST ARTUPGUI DE YOUNGENTREPRENEURS

I SSUE13

MAKI NGAMARK

I NVESTI NP AKI ST AN LESSONSFROMTHE

SI LI CONVALLEY

ENTREPRENEURI AL&

STRATEGI CI NSI GHTS

FAHADAZI Z& NANCYKOEI NG



FOLLOW US


匀吀䄀刀吀唀倀  䜀唀䤀 䐀䔀

䔀搀椀 琀 漀爀 匀 栀攀 栀愀 戀  䘀 愀 爀 爀 甀欀 栀  一椀 愀 稀 椀 䄀爀 琀   䐀椀 爀 攀挀琀 漀爀 猀 䄀氀 攀 攀 稀 愀   䨀 愀 瘀 攀 搀 䴀愀 栀渀漀漀爀   䠀愀 爀 漀漀渀  一椀 愀 稀 椀

眀眀眀⸀ 猀 琀 愀爀 琀 甀瀀最甀椀 搀攀⸀ 挀 漀洀⸀ 瀀欀

匀 琀 愀 爀 琀 甀 瀀 䜀甀 椀 搀攀 倀愀 欀 椀 猀 琀 愀 渀

匀 琀 愀 爀 琀 甀 瀀 䜀甀 椀 搀攀 开瀀 欀

猀 琀 愀 爀 琀 甀 瀀 最 甀 椀 搀攀 瀀 欀

匀 琀 愀 爀 琀 甀 瀀 ⴀ 最 甀 椀 搀攀 ⴀ 瀀 愀 欀 椀 猀 琀 愀 渀


䤀 渀  琀 栀椀 猀   椀 猀 猀 甀攀  漀昀   匀 琀 愀 爀 琀 甀瀀  䜀甀椀 搀攀 Ⰰ   眀攀  挀 攀 氀 攀 戀爀 愀 琀 攀  礀 漀甀渀最  攀 渀琀 爀 攀 瀀爀 攀 渀攀 甀爀 猀   愀 渀搀  琀 栀攀  琀 愀 氀 攀 渀琀   倀 愀 欀 椀 猀 琀 愀 渀  栀漀氀 搀猀   椀 渀  琀 栀攀  昀 漀爀 洀  漀昀   琀 攀 挀 栀  攀 渀琀 爀 攀 瀀爀 攀 渀攀 甀爀 猀   眀栀漀  愀 爀 攀  洀愀 欀 椀 渀最  愀   渀愀 洀攀  昀 漀爀   琀 栀攀  挀 漀甀渀琀 爀 礀   椀 渀琀 攀 爀 渀愀 琀 椀 漀渀愀 氀 氀 礀 ⸀   圀攀  戀爀 椀 渀最  琀 栀攀  栀椀 最栀氀 椀 最栀琀 猀   昀 爀 漀洀  ᠠ 䤀 渀瘀 攀 猀 琀   椀 渀  倀 愀 欀 椀 猀 琀 愀 渀ᤠ Ⰰ   愀   琀 攀 挀 栀  猀 甀洀洀椀 琀   爀 攀 挀 攀 渀琀 氀 礀   栀攀 氀 搀  椀 渀  匀 愀 渀  䨀 漀猀 攀 Ⰰ   匀 椀 氀 椀 挀 漀渀  嘀愀 氀 氀 攀 礀 Ⰰ   戀爀 椀 渀最椀 渀最  琀 漀最攀 琀 栀攀 爀   攀 渀琀 爀 攀 瀀爀 攀 渀攀 甀爀 猀   昀 爀 漀洀  倀 愀 欀 椀 猀 琀 愀 渀⸀   圀攀  愀 氀 猀 漀  猀 瀀攀 愀 欀   眀椀 琀 栀  䘀 愀 栀愀 搀  䄀稀 椀 稀   愀 渀搀  一愀 渀挀 礀   䬀漀攀 椀 渀最  漀昀   䌀愀 爀 攀 洀攀 爀 最攀  愀 戀漀甀琀   攀 渀琀 爀 攀 瀀爀 攀 渀攀 甀爀 猀 栀椀 瀀Ⰰ   椀 渀渀漀瘀 愀 琀 椀 漀渀Ⰰ   琀 攀 挀 栀渀漀氀 漀最礀 Ⰰ   猀 琀 爀 愀 琀 攀 最礀   愀 渀搀  洀漀爀 攀 ℀   圀攀  戀爀 椀 渀最  琀 漀最攀琀 栀攀爀   愀   最爀 漀甀瀀  漀昀   琀 愀 氀 攀渀琀 攀搀  攀渀琀 爀 攀瀀爀 攀渀攀甀爀 猀   昀 爀 漀洀  䰀 愀 栀漀爀 攀  ⴀ   䰀 愀 氀 愀   刀甀欀 栀  圀愀 樀 愀 栀愀 琀   ⠀ 匀挀 椀 攀渀挀 攀䘀 甀猀 攀⤀ 㬀   匀愀 愀 搀  䤀 搀爀 攀攀猀   ⠀ 䐀愀 昀 琀 愀 爀 欀 栀眀愀 渀⤀ 㬀   䈀椀 氀 愀 氀   䄀琀 栀攀爀   ⠀ 圀椀最攀渀⤀ 㬀   匀愀 椀 爀   䄀氀 椀   ⠀ 䔀 愀 琀   䴀甀戀愀 爀 愀 欀 ⤀ 㬀   唀猀 洀愀 渀  䄀戀椀 搀  ⠀ 䤀 渀瘀 攀渀琀   䠀甀戀⤀   愀 渀搀  匀愀 爀 愀   䄀稀 洀愀 琀   ⠀ 䈀一愀 琀 甀爀 愀 氀 ⤀ Ⰰ   猀 栀愀 爀 椀 渀最  琀 栀攀  椀 渀猀 瀀椀 爀 愀 琀 椀 漀渀  戀攀栀椀 渀搀  琀 栀攀椀 爀   戀甀猀 椀 渀攀猀 猀 攀猀 Ⰰ   眀栀愀 琀   猀 甀挀 挀 攀猀 猀   洀攀愀 渀猀   琀 漀  琀 栀攀洀  愀 渀搀  琀 栀攀椀 爀   瘀 椀 攀眀猀   漀昀   琀 栀攀  攀渀琀 爀 攀瀀爀 攀渀攀甀爀 椀 愀 氀   攀挀 漀猀 礀 猀 琀 攀洀  漀昀   倀愀 欀 椀 猀 琀 愀 渀⸀   圀攀  愀 氀 猀 漀  戀爀 椀 渀最  挀 漀瘀 攀爀 愀 最攀  昀 爀 漀洀  琀 栀攀  䐀椀 最椀 琀 愀 氀   夀 漀甀琀 栀  匀甀洀洀椀 琀 Ⰰ   眀栀椀 挀 栀  椀 猀   漀渀攀  漀昀   倀愀 欀 椀 猀 琀 愀 渀ᤠ 猀   氀 愀 爀 最攀猀 琀   琀 攀挀 栀渀漀氀 漀最礀   挀 漀渀昀 攀爀 攀渀挀 攀猀 Ⰰ   戀爀 椀 渀最椀 渀最  琀 漀最攀琀 栀攀爀   瀀漀氀 椀 挀 礀 洀愀 欀 攀爀 猀 Ⰰ   礀 漀甀琀 栀Ⰰ   琀 攀挀 栀渀漀氀 漀最礀   攀渀琀 栀甀猀 椀 愀 猀 琀 猀   愀 渀搀  洀愀 渀礀   洀漀爀 攀  椀 渀  倀攀猀 栀愀 眀愀 爀 ⸀   䠀愀 瀀瀀礀   刀攀愀 搀椀 渀最℀


䌀伀一吀䔀一吀匀 䤀 一嘀䔀匀吀  䤀 一  倀䄀䬀䤀 匀吀䄀一

䐀䄀䘀吀䄀刀䬀䠀圀䄀一

䈀一䄀吀唀刀䄀䰀

㄀㘀

一攀眀猀   愀渀搀  䔀瘀 攀渀琀 猀

䐀䤀 䜀䤀 吀䄀䰀  夀伀唀吀䠀  匀唀䴀䴀䤀 吀

㔀䔀䐀䤀吀伀刀ᤠ匀 一伀吀䔀 㠀䐀䤀䜀䤀吀䄀䰀 夀伀唀吀䠀 匀唀䴀䴀䤀吀 ㄀ 䤀一嘀䔀匀吀 䤀一 倀䄀䬀䤀匀吀䄀一 ㄀㐀䰀䄀䰀䄀䠀 刀唀䬀䠀 圀䄀䨀䄀䠀䄀吀 ㄀㘀匀䄀䄀䐀 䤀䐀刀䔀䔀匀 䐀䤀 䜀䤀 吀䄀䰀   伀倀倀伀刀吀唀一䤀 吀䤀 䔀 匀   䘀 伀刀  吀䠀䔀   夀伀唀吀䠀

吀䔀 䌀䠀  匀 唀䴀䴀䤀 吀

匀 䌀䤀 䔀 一䌀䔀   䘀 唀匀 䔀

䐀䄀䘀 吀䄀刀䬀䠀圀䄀一

㄀㜀䈀䤀䰀䄀䰀 䄀吀䠀䔀刀 ㄀㠀唀匀䄀䴀䄀 䄀䈀䤀䐀 ㈀ 匀䄀刀䄀 䄀娀䴀䄀吀 ㈀㈀匀䄀䤀刀 䄀䰀䤀 ㈀㐀䔀一吀刀䔀倀刀䔀一䔀唀刀䤀䄀䰀 䤀一匀䤀䜀䠀吀匀 圀䤀 䘀 䤀 䜀䔀 一

䤀 一嘀䔀 一吀䠀唀䈀 䈀一䄀吀唀刀䄀䰀

䔀 䄀吀  䴀唀䈀䄀刀䄀䬀

䘀 䄀䠀䄀䐀  䄀娀䤀 娀  䄀一䐀  一䄀一䌀夀  䬀伀䔀 䤀 一䜀


䘀䔀䄀吀唀刀䤀 一䜀 匀 挀 椀 攀 渀 挀 攀   䘀 甀 猀 攀   椀 猀   愀   猀 漀挀 椀 愀 氀   攀 渀 琀 攀 爀 瀀爀 椀 猀 攀   眀漀爀 欀 椀 渀 最   琀 漀  挀 栀 愀 渀 最 攀 ꀀ 栀 漀眀  猀 挀 椀 攀 渀 挀 攀   椀 猀   瀀攀 爀 挀 攀 椀 瘀 攀 搀  愀 渀 搀  挀 漀洀洀甀 渀 椀 挀 愀 琀 攀 搀  戀漀琀 栀   椀 渀 猀 椀 搀攀   愀 渀 搀  漀甀 琀 猀 椀 搀攀   挀 氀 愀 猀 猀 爀 漀漀洀猀   椀 渀   倀 愀 欀 椀 猀 琀 愀 渀 Ⰰ   椀 渀 猀 瀀椀 爀 椀 渀 最   洀漀爀 攀   挀 栀 椀 氀 搀爀 攀 渀   昀 爀 漀洀  搀椀 瘀 攀 爀 猀 攀   猀 漀挀 椀 漀攀 挀 漀渀 漀洀椀 挀   戀愀 挀 欀 最 爀 漀甀 渀 搀猀   琀 漀  瀀甀 爀 猀 甀 攀   匀 吀䔀 䴀  攀 搀甀 挀 愀 琀 椀 漀渀   愀 渀 搀  挀 愀 爀 攀 攀 爀 猀 ⸀

匀挀 椀 攀渀挀 攀  䘀甀猀 攀

䰀愀氀 愀栀  刀甀欀栀  圀 愀樀 愀栀愀琀

䔀 愀 琀   䴀甀 戀愀 爀 愀 欀   椀 猀   愀   昀 漀漀搀  搀椀 猀 挀 漀瘀 攀 爀 礀 Ⰰ   搀椀 爀 攀 挀 琀 漀爀 礀   愀 渀 搀  搀攀 氀 椀 瘀 攀 爀 礀 猀 琀 愀 爀 琀 甀 瀀  愀 椀 洀椀 渀 最   琀 漀  戀攀 挀 漀洀攀   愀   漀渀 攀 ⴀ 猀 琀 漀瀀  猀 栀 漀瀀  昀 漀爀   愀 氀 氀   琀 栀 攀   昀 漀漀搀  挀 爀 愀 瘀 椀 渀 最 猀 ⸀

䔀愀琀   䴀甀戀愀爀 愀欀

匀愀椀 爀   䄀氀 椀

圀椀 ǻ 最 攀 渀   椀 猀   愀   圀椀 䘀 椀 ⴀ 戀愀 猀 攀 搀  挀 甀猀 琀 漀洀攀 爀   爀 攀 琀 攀 渀琀 椀 漀渀   愀 渀搀  洀愀 爀 欀 攀 琀 椀 渀最   瀀氀 愀 琀 昀 漀爀 洀  昀 漀爀   戀爀 椀 挀 欀   愀 渀搀  洀漀爀 琀 愀 爀   爀 攀 琀 愀 椀 氀   椀 渀搀甀猀 琀 爀 礀 ⸀

圀椀 ǻ䜀攀渀

䈀椀 氀 愀氀   䄀琀 栀攀爀

䤀 渀瘀 攀 渀 琀 䠀甀 戀 ⸀ 椀 漀  椀 猀   愀 戀漀甀 琀   挀 甀 琀 琀 椀 渀 最   搀漀眀渀   栀 愀 爀 搀眀愀 爀 攀   搀攀 猀 椀 最 渀   琀 椀 洀攀   椀 渀   栀 愀 氀 昀   戀礀   漀û攀 爀 椀 渀 最   挀 漀氀 氀 愀 戀漀爀 愀 琀 椀 漀渀   漀渀   搀攀 猀 椀 最 渀   氀 攀 瘀 攀 氀 Ⰰ   猀 漀  礀 漀甀   栀 愀 瘀 攀   洀漀爀 攀   琀 椀 洀攀   琀 漀  昀 漀挀 甀 猀   漀渀   琀 栀 攀   瀀爀 漀搀甀 挀 琀 ⸀

䤀 渀瘀 攀渀琀 䠀甀戀

唀猀 愀洀愀  䄀戀椀 搀


䬀䠀夀䈀䔀刀  倀䄀䬀䠀吀唀一䬀䠀圀䄀  䤀 一䘀伀刀䴀䄀吀䤀 伀一  吀䔀䌀䠀一伀䰀伀䜀夀  䈀伀䄀刀䐀Ⰰ   吀䠀䔀  圀 伀刀䰀䐀  䈀䄀一䬀  䄀一䐀  䨀 䄀娀娀  䈀刀䤀 一䜀  䐀䤀 䜀䤀 吀䄀䰀  伀倀倀伀刀吀唀一䤀 吀䤀 䔀匀  吀伀  吀䠀䔀  夀伀唀吀䠀


愀 渀 搀  挀 甀 爀 爀 攀 渀 琀   䌀䐀伀  愀 琀   琀 栀 攀   䨀 愀 渀 最   䜀爀 漀甀 瀀  欀 椀 挀 欀 攀 搀  漀û  琀 栀 攀   瀀爀 漀最 爀 愀 洀  眀椀 琀 栀   爀 攀 ˻ 攀 挀 琀 椀 漀渀 猀   漀渀   栀 椀 猀   琀 椀 洀攀   椀 渀   最 漀瘀 攀 爀 渀 洀攀 渀 琀   愀 渀 搀  椀 渀 猀 瀀椀 爀 愀 琀 椀 漀渀   昀 漀爀   倀 愀 欀 椀 猀 琀 愀 渀ᤠ 猀   礀 漀甀 琀 栀 ⸀   刀漀礀   吀愀 渀 Ⰰ   琀 栀 攀   倀 漀氀 椀 琀 椀 挀 猀   愀 渀 搀  伀甀 琀 爀 攀 愀 挀 栀   䴀愀 渀 愀 最 攀 爀   昀 漀爀   䘀 愀 挀 攀 戀漀漀欀   椀 渀   匀 漀甀 琀 栀   䄀猀 椀 愀 Ⰰ   猀 瀀漀欀 攀   愀 戀漀甀 琀   栀 漀眀  䘀 愀 挀 攀 戀漀漀欀 ᤠ 猀   瀀氀 愀 琀 昀 漀爀 洀猀   椀 渀 挀 氀 甀 搀椀 渀 最   䤀 渀 猀 琀 愀 最 爀 愀 洀  愀 渀 搀  圀栀 愀 琀 猀 䄀瀀瀀  挀 漀甀 氀 搀  戀攀   甀 猀 攀 搀  昀 漀爀   挀 漀渀 渀 攀 挀 琀 椀 渀 最   最 漀瘀 攀 爀 渀 洀攀 渀 琀   愀 渀 搀  挀 椀 琀 椀 稀 攀 渀 猀 ⸀   䐀爀   匀 栀 愀 栀 戀愀 稀   䬀栀 愀 渀 Ⰰ   䴀愀 渀 愀 最 椀 渀 最   䐀椀 爀 攀 挀 琀 漀爀   漀昀   琀 栀 攀   䬀栀礀 戀攀 爀   倀 愀 欀 栀 琀 甀 渀 欀 栀 眀愀   䤀 渀 昀 漀爀 洀愀 琀 椀 漀渀   吀 攀 挀 栀 渀 漀氀 漀最 礀   䈀漀愀 爀 搀  漀甀 琀 氀 椀 渀 攀 搀  琀 栀 攀   䜀漀瘀 攀 爀 渀 洀攀 渀 琀 ᤠ 猀   椀 渀 椀 琀 椀 愀 琀 椀 瘀 攀 猀   漀渀   搀椀 最 椀 琀 愀 氀   攀 挀 漀渀 漀洀礀 Ⰰ   搀椀 最 椀 琀 愀 氀   愀 挀 挀 攀 猀 猀   愀 渀 搀  搀椀 最 椀 琀 愀 氀   最 漀瘀 攀 爀 渀 愀 渀 挀 攀 㬀   愀 渀 搀  䬀倀  䘀 椀 渀 愀 渀 挀 攀   䴀椀 渀 椀 猀 琀 攀 爀   吀愀 椀 洀甀 爀   䨀 栀 愀 最 爀 愀   搀攀 洀漀渀 猀 琀 爀 愀 琀 攀 搀  栀 椀 猀   挀 漀洀洀椀 琀 洀攀 渀 琀   琀 漀  甀 猀 椀 渀 最   琀 攀 挀 栀 渀 漀氀 漀最 礀   昀 漀爀   椀 洀瀀爀 漀瘀 椀 渀 最   琀 栀 攀   攀 愀 猀 攀   漀昀   搀漀椀 渀 最   戀甀 猀 椀 渀 攀 猀 猀 ⸀   吀 攀 挀 栀   猀 琀 愀 爀 琀 甀 瀀猀   昀 爀 漀洀  愀 挀 爀 漀猀 猀   琀 栀 攀   挀 漀甀 渀 琀 爀 礀   瀀爀 攀 猀 攀 渀 琀 攀 搀  琀 栀 攀 椀 爀   瀀爀 漀搀甀 挀 琀 猀   琀 漀  瀀愀 爀 琀 椀 挀 椀 瀀愀 渀 琀 猀 㬀   眀栀 椀 氀 攀   琀 栀 攀   礀 漀甀 琀 栀   攀 渀 最 愀 最 攀 搀  椀 渀   嘀椀 爀 琀 甀 愀 氀   刀攀 愀 氀 椀 琀 礀 Ⰰ   䄀甀 最 洀攀 渀 琀 攀 搀  刀攀 愀 氀 椀 琀 礀 Ⰰ   嘀椀 搀攀 漀  䜀愀 洀攀 猀   愀 渀 搀  漀琀 栀 攀 爀   昀 甀 渀   愀 挀 琀 椀 瘀 椀 琀 椀 攀 猀 ⸀   䄀氀 椀   一愀 猀 攀 攀 爀 Ⰰ   䨀 愀 稀 稀 ᤠ 猀   䌀栀 椀 攀 昀   䌀漀爀 瀀漀爀 愀 琀 攀   愀 渀 搀  䔀 渀 琀 攀 爀 瀀爀 椀 猀 攀   伀ϻ挀 攀 爀   猀 愀 椀 搀㨀   ᰠ 伀甀 爀   氀 漀渀 最 猀 琀 愀 渀 搀椀 渀 最   瀀愀 爀 琀 渀 攀 爀 猀 栀 椀 瀀  眀椀 琀 栀   䬀倀䤀 吀䈀  ☀  圀漀爀 氀 搀  䈀愀 渀 欀   最 漀攀 猀   戀攀 礀 漀渀 搀  瀀爀 漀洀漀琀 椀 渀 最   搀椀 最 椀 琀 愀 氀   攀 渀 琀 爀 攀 瀀爀 攀 渀 攀 甀 爀 猀 栀 椀 瀀 ⸀   吀栀 椀 猀   瀀愀 爀 琀 渀 攀 爀 猀 栀 椀 瀀  栀 愀 猀   甀 瀀氀 椀 昀 琀 攀 搀  琀 栀 攀   瀀爀 漀瘀 椀 渀 挀 攀   漀昀   䬀倀䬀  戀礀   攀 洀瀀漀眀攀 爀 椀 渀 最   礀 漀甀 琀 栀   琀 栀 爀 漀甀 最 栀   琀 攀 挀 栀 渀 漀氀 漀最 礀 ⸀   吀栀 攀   䐀椀 最 椀 琀 愀 氀   夀漀甀 琀 栀   匀 甀 洀洀椀 琀   椀 猀   愀   猀 琀 攀 瀀瀀椀 渀 最   猀 琀 漀渀 攀   琀 栀 愀 琀   愀 氀 氀 漀眀猀   甀 猀   琀 漀  猀 瀀攀 攀 搀  甀 瀀  搀椀 最 椀 琀 愀 氀 椀 稀 愀 琀 椀 漀渀   琀 栀 爀 漀甀 最 栀   搀椀 最 椀 琀 愀 氀   猀 欀 椀 氀 氀 猀   琀 爀 愀 椀 渀 椀 渀 最   ☀  琀 攀 挀 栀 ⴀ 椀 渀 挀 甀 戀愀 琀 椀 漀渀   椀 渀   挀 漀氀 氀 愀 戀漀爀 愀 琀 椀 漀渀   眀椀 琀 栀   琀 栀 攀   氀 漀挀 愀 氀   最 漀瘀 攀 爀 渀 洀攀 渀 琀 ᴠ ⸀ 䄀琀   琀 栀 攀   攀 渀 搀  漀昀   匀 攀 瀀琀 攀 洀戀攀 爀 Ⰰ   昀 漀爀   ㌀  搀愀 礀 猀 Ⰰ   猀 瀀攀 愀 欀 攀 爀 猀   昀 爀 漀洀  愀 爀 漀甀 渀 搀  琀 栀 攀   眀漀爀 氀 搀  愀 渀 搀  倀 愀 欀 椀 猀 琀 愀 渀 Ⰰ   礀 漀甀 渀 最   瀀攀 漀瀀氀 攀   昀 爀 漀洀  愀 挀 爀 漀猀 猀   䬀倀 Ⰰ   愀 渀 搀  瀀漀氀 椀 挀 礀 洀愀 欀 攀 爀 猀   挀 漀渀瘀 攀 爀 最 攀 搀  愀 琀   琀 栀 攀   倀 攀 愀 爀 氀   䌀漀渀 琀 椀 渀 攀 渀 琀 愀 氀   倀 攀 猀 栀 愀 眀愀 爀   昀 漀爀   倀 愀 欀 椀 猀 琀 愀 渀ᤠ 猀   氀 愀 爀 最 攀 猀 琀   琀 攀 挀 栀 渀 漀氀 漀最 礀   挀 漀渀 昀 攀 爀 攀 渀 挀 攀 猀 ⸀   吀栀 攀   挀 漀渀 昀 攀 爀 攀 渀 挀 攀   猀 琀 愀 爀 琀 攀 搀  愀 猀   愀 渀   椀 搀攀 愀   椀 渀   ㈀ ㄀㐀  琀 漀  挀 漀渀 渀 攀 挀 琀   礀 漀甀 渀 最   瀀攀 漀瀀氀 攀   琀 漀  最 爀 漀眀椀 渀 最   漀瀀瀀漀爀 琀 甀 渀 椀 琀 椀 攀 猀   椀 渀   琀 栀 攀   搀椀 最 椀 琀 愀 氀   攀 挀 漀渀 漀洀礀   愀 渀 搀  栀 愀 猀   渀 漀眀  琀 爀 愀 渀 猀 昀 漀爀 洀攀 搀  椀 渀 琀 漀  愀   瀀氀 愀 琀 昀 漀爀 洀  昀 漀爀   椀 渀瘀 攀 猀 琀 洀攀 渀 琀 猀   猀 甀 瀀瀀漀爀 琀 攀 搀  戀礀   琀 栀 攀   圀漀爀 氀 搀  䈀愀 渀 欀 Ⰰ 搀攀 瘀 攀 氀 漀瀀洀攀 渀 琀   瀀愀 爀 琀 渀 攀 爀 猀   愀 渀 搀  瀀爀 椀 瘀 愀 琀 攀   猀 攀 挀 琀 漀爀   漀爀 最 愀 渀 椀 稀 愀 琀 椀 漀渀 猀   氀 椀 欀 攀   䨀 愀 稀 稀 ⸀ 吀栀 椀 猀   礀 攀 愀 爀 Ⰰ   渀 攀 愀 爀 氀 礀   㜀Ⰰ   愀 琀 琀 攀 渀 搀攀 攀 猀   瀀愀 爀 琀 椀 挀 椀 瀀愀 琀 攀 搀  椀 渀   瀀愀 渀 攀 氀   搀椀 猀 挀 甀 猀 猀 椀 漀渀 猀   愀 渀 搀  眀漀爀 欀 猀 栀 漀瀀猀   漀渀   琀 漀瀀椀 挀 猀   猀 甀 挀 栀   愀 猀   䄀爀 琀 椀 ǻ 挀 椀 愀 氀   䤀 渀 琀 攀 氀 氀 椀 最 攀 渀 挀 攀 Ⰰ   匀 漀挀 椀 愀 氀   䴀攀 搀椀 愀 Ⰰ   搀椀 最 椀 琀 愀 氀   攀 渀 琀 爀 攀 瀀爀 攀 渀 攀 甀 爀 猀 栀 椀 瀀  愀 渀 搀  琀 栀 攀   猀 琀 愀 爀 琀 甀 瀀  攀 挀 漀猀 礀 猀 琀 攀 洀⸀ 䐀爀   唀洀愀 爀   匀 愀 椀 昀 Ⰰ   昀 漀爀 洀攀 爀   挀 栀 愀 椀 爀 洀愀 渀   漀昀   琀 栀 攀   倀䤀 吀䈀

ᰠ 圀攀   愀 爀 攀   攀 砀 挀 椀 琀 攀 搀  琀 漀  戀攀   琀 愀 欀 椀 渀 最   瀀愀 爀 琀   椀 渀   琀 栀 攀   䐀椀 最 椀 琀 愀 氀   夀漀甀 琀 栀   匀 甀 洀洀椀 琀   椀 渀   倀 攀 猀 栀 愀 眀愀 爀 ⸀   圀攀 ᤠ 爀 攀   栀 攀 爀 攀   琀 漀  攀 渀 最 愀 最 攀   眀椀 琀 栀   琀 栀 攀   渀 攀 砀 琀   最 攀 渀 攀 爀 愀 琀 椀 漀渀   漀昀   搀椀 最 椀 琀 愀 氀   椀 渀 渀 漀瘀 愀 琀 漀爀 猀   椀 渀   倀 愀 欀 椀 猀 琀 愀 渀   愀 渀 搀  氀 攀 愀 搀攀 爀 猀   昀 爀 漀洀  倀 愀 欀 椀 猀 琀 愀 渀ᤠ 猀   琀 攀 挀 栀   椀 渀 搀甀 猀 琀 爀 礀   愀 渀 搀  猀 琀 愀 爀 琀 ⴀ 甀 瀀  挀 漀洀洀甀 渀 椀 琀 礀 ⸀   圀攀   戀攀 氀 椀 攀 瘀 攀   䘀 愀 挀 攀 戀漀漀欀   栀 愀 猀   愀 渀   椀 洀瀀漀爀 琀 愀 渀 琀   瀀愀 爀 琀   琀 漀  瀀氀 愀 礀   椀 渀   挀 爀 攀 愀 琀 椀 渀 最   愀 渀   椀 渀 昀 漀爀 洀攀 搀  挀 漀洀洀甀 渀 椀 琀 礀   愀 渀 搀  栀 攀 氀 瀀椀 渀 最   瀀攀 漀瀀氀 攀   琀 漀  愀 挀 挀 攀 猀 猀   琀 栀 攀   椀 渀 昀 漀爀 洀愀 琀 椀 漀渀   琀 栀 愀 琀   琀 栀 攀 礀   渀 攀 攀 搀  ⴀ   眀栀 攀 琀 栀 攀 爀   椀 琀   椀 猀   渀 攀 眀猀   漀爀   愀 搀瘀 漀挀 愀 挀 礀   椀 渀 昀 漀爀 洀愀 琀 椀 漀渀 ᴠ Ⰰ   猀 愀 椀 搀  刀漀礀   吀愀 渀   漀昀   䘀 愀 挀 攀 戀漀漀欀 ⸀ ᴠ   䤀 ᤠ 洀  椀 洀瀀爀 攀 猀 猀 攀 搀  戀礀   琀 栀 攀   氀 攀 瘀 攀 氀   漀昀   攀 砀 挀 椀 琀 攀 洀攀 渀 琀 Ⰰ   挀 爀 攀 愀 琀 椀 瘀 椀 琀 礀   愀 渀 搀  栀 愀 爀 搀  眀漀爀 欀   琀 栀 愀 琀   礀 漀甀 琀 栀   椀 渀   䬀倀  栀 愀 瘀 攀   搀攀 洀漀渀 猀 琀 爀 愀 琀 攀 搀  琀 栀 爀 漀甀 最 栀   漀甀 爀   搀椀 最 椀 琀 愀 氀   瀀爀 漀最 爀 愀 洀猀 ⸀   䤀   攀 渀 挀 漀甀 爀 愀 最 攀   琀 栀 攀 洀  琀 漀  琀 愀 欀 攀   昀 甀 氀 氀   愀 搀瘀 愀 渀 琀 愀 最 攀   漀昀   愀 氀 氀   琀 栀 攀   漀瀀瀀漀爀 琀 甀 渀 椀 琀 椀 攀 猀   琀 栀 愀 琀   琀 栀 攀   搀椀 最 椀 琀 愀 氀   攀 挀 漀渀 漀洀礀   漀û攀 爀 猀   愀 渀 搀  栀 攀 氀 瀀  琀 爀 愀 渀 猀 昀 漀爀 洀  䬀倀  椀 渀 琀 漀  愀   琀 漀瀀  琀 攀 挀 栀   搀攀 猀 琀 椀 渀 愀 琀 椀 漀渀 ᴠ Ⰰ   挀 漀渀 琀 椀 渀 甀 攀 搀  䔀 洀挀 攀 琀   吀愀 猀   漀昀   琀 栀 攀   圀漀爀 氀 搀  䈀愀 渀 欀 ⸀ 䐀爀 ⸀   匀 栀 愀 栀 戀愀 稀   䬀栀 愀 渀 Ⰰ   䴀愀 渀 愀 最 椀 渀 最   䐀椀 爀 攀 挀 琀 漀爀   漀昀   䬀倀䤀 吀䈀Ⰰ   椀 渀   挀 漀渀 挀 氀 甀 猀 椀 漀渀   猀 愀 椀 搀Ⰰ   ᰠ 䬀栀礀 戀攀 爀   倀 愀 欀 栀 琀 甀 渀 欀 栀 眀愀   椀 猀   焀甀 椀 挀 欀 氀 礀   攀 洀攀 爀 最 椀 渀 最   愀 猀   倀 愀 欀 椀 猀 琀 愀 渀ᤠ 猀   洀漀猀 琀   昀 漀爀 眀愀 爀 搀ⴀ 琀 栀 椀 渀 欀 椀 渀 最   瀀爀 漀瘀 椀 渀 挀 攀 Ⰰ   愀 渀 搀  眀攀   眀攀 氀 挀 漀洀攀   愀 氀 氀   瀀愀 爀 琀 渀 攀 爀 猀   琀 漀  挀 漀渀 琀 爀 椀 戀甀 琀 攀   琀 漀  漀甀 爀   瘀 椀 猀 椀 漀渀   漀昀   䐀椀 最 椀 琀 愀 氀   䬀倀ᴠ


䤀 一嘀䔀匀吀  䤀 一  倀䄀䬀䤀 匀吀䄀一  吀䔀䌀䠀  匀唀䴀䴀䤀 吀 吀䠀䔀   嘀䤀 匀 䤀 伀一  䄀一䐀  䰀 䔀 匀 匀 伀一匀


吀栀 攀   ᰠ 䤀 渀瘀 攀 猀 琀   椀 渀   倀 愀 欀 椀 猀 琀 愀 渀 ᴠ   吀 攀 挀 栀   匀 甀 洀洀椀 琀   眀愀 猀   爀 攀 挀 攀 渀 琀 氀 礀   栀 攀 氀 搀  椀 渀   匀 愀 渀   䨀 漀猀 攀 Ⰰ   匀 椀 氀 椀 挀 漀渀   嘀愀 氀 氀 攀 礀   挀 漀渀 挀 氀 甀 搀攀 搀  椀 渀   攀 愀 爀 氀 礀   伀挀 琀 漀戀攀 爀 ⸀   䤀 渀   栀 椀 猀   眀攀 氀 挀 漀洀攀   愀 搀搀爀 攀 猀 猀 Ⰰ   琀 栀 攀   䄀洀戀愀 猀 猀 愀 搀漀爀   䐀爀 ⸀   䄀猀 愀 搀  䴀⸀   䬀栀 愀 渀   琀 栀 愀 渀 欀 攀 搀  琀 栀 攀   愀 甀 搀椀 攀 渀 挀 攀   昀 爀 漀洀  倀 愀 欀 椀 猀 琀 愀 渀   愀 渀 搀  愀 挀 爀 漀猀 猀   琀 栀 攀   唀渀 椀 琀 攀 搀  匀 琀 愀 琀 攀 猀   椀 渀 挀 氀 甀 搀椀 渀 最   昀 爀 漀洀  琀 栀 攀   唀匀   䜀漀瘀 攀 爀 渀 洀攀 渀 琀   昀 漀爀   琀 栀 攀 椀 爀   瀀愀 爀 琀 椀 挀 椀 瀀愀 琀 椀 漀渀   椀 渀   琀 栀 攀   攀 瘀 攀 渀 琀 Ⰰ   瀀愀 爀 琀 椀 挀 甀 氀 愀 爀 氀 礀   愀 瀀瀀爀 攀 挀 椀 愀 琀 椀 渀 最   琀 栀 攀   爀 漀氀 攀   漀昀   漀爀 最 愀 渀 椀 稀 攀 爀 猀   愀 渀 搀  猀 瀀攀 愀 欀 攀 爀 猀 ⼀瀀愀 渀 攀 氀 椀 猀 琀 猀   昀 漀爀   琀 栀 攀 椀 爀   栀 愀 爀 搀ⴀ 眀漀爀 欀   琀 漀  猀 栀 漀眀挀 愀 猀 攀   倀 愀 欀 椀 猀 琀 愀 渀ᤠ 猀   椀 洀洀攀 渀 猀 攀   瀀漀琀 攀 渀 琀 椀 愀 氀   琀 漀  最 爀 漀眀  攀 砀 瀀漀渀 攀 渀 琀 椀 愀 氀 氀 礀   椀 渀   䤀 吀  ☀  吀 攀 挀 栀   匀 攀 挀 琀 漀爀 ⸀   䈀爀 椀 攀 ǻ 渀 最   琀 栀 攀   愀 甀 搀椀 攀 渀 挀 攀   漀渀   琀 栀 攀   椀 渀瘀 攀 猀 琀 洀攀 渀 琀   氀 愀 渀 搀猀 挀 愀 瀀攀   椀 渀   倀 愀 欀 椀 猀 琀 愀 渀 Ⰰ   䄀洀戀愀 猀 猀 愀 搀漀爀   䬀栀 愀 渀   栀 椀 最 栀 氀 椀 最 栀 琀 攀 搀  椀 洀瀀爀 漀瘀 攀 洀攀 渀 琀 猀   洀愀 搀攀   戀礀   琀 栀 攀   最 漀瘀 攀 爀 渀 洀攀 渀 琀   椀 渀   攀 愀 猀 攀   漀昀   搀漀椀 渀 最   戀甀 猀 椀 渀 攀 猀 猀 Ⰰ   愀 挀 欀 渀 漀眀氀 攀 搀最 攀 搀  戀礀   琀 栀 攀   圀漀爀 氀 搀  䈀愀 渀 欀 ᤠ 猀   䐀漀椀 渀 最   䈀甀 猀 椀 渀 攀 猀 猀   爀 攀 瀀漀爀 琀   氀 椀 猀 琀 椀 渀 最   倀 愀 欀 椀 猀 琀 愀 渀   愀 洀漀渀 最   琀 漀瀀  ㈀   爀 攀 昀 漀爀 洀攀 爀 猀   椀 渀   攀 愀 猀 攀   漀昀   搀漀椀 渀 最   戀甀 猀 椀 渀 攀 猀 猀 ⸀   䴀猀 ⸀   䘀 椀 漀渀 愀   䴀愀 Ⰰ   䌀愀 氀 椀 昀 漀爀 渀 椀 愀   匀 琀 愀 琀 攀   吀爀 攀 愀 猀 甀 爀 攀 爀 Ⰰ   椀 渀   栀 攀 爀   爀 攀 洀愀 爀 欀 猀 Ⰰ   眀攀 氀 挀 漀洀攀 搀  琀 栀 攀   椀 渀 椀 琀 椀 愀 琀 椀 瘀 攀 Ⰰ   瀀爀 漀洀漀琀 椀 渀 最   眀椀 渀 ⴀ 眀椀 渀   漀瀀瀀漀爀 琀 甀 渀 椀 琀 椀 攀 猀   昀 漀爀   攀 渀 琀 爀 攀 瀀爀 攀 渀 攀 甀 爀 猀   椀 渀   戀漀琀 栀   挀 漀甀 渀 琀 爀 椀 攀 猀 ⸀   吀栀 攀   搀椀 猀 挀 甀 猀 猀 椀 漀渀 猀   椀 渀   琀 栀 攀   猀 椀 砀   猀 攀 最 洀攀 渀 琀 猀   漀昀   琀 栀 攀   匀 甀 洀洀椀 琀   ᐠ洀椀 挀 爀 漀攀 氀 攀 挀 琀 爀 漀渀 椀 挀 猀 Ⰰ   猀 漀昀 琀 眀愀 爀 攀   搀攀 瘀 攀 氀 漀瀀洀攀 渀 琀 Ⰰ   最 愀 洀椀 渀 最 Ⰰ   䄀爀 琀 椀 ǻ 挀 椀 愀 氀   䤀 渀 琀 攀 氀 氀 椀 最 攀 渀 挀 攀 Ⰰ   瘀 攀 渀 琀 甀 爀 攀   挀 愀 瀀椀 琀 愀 氀 椀 猀 洀  愀 渀 搀  洀攀 搀椀 挀 愀 氀   椀 渀 渀 漀瘀 愀 琀 椀 漀渀   ᐠ  瀀爀 漀搀甀 挀 攀 搀  眀漀爀 欀 愀 戀氀 攀   爀 攀 挀 漀洀洀攀 渀 搀愀 琀 椀 漀渀 猀   昀 漀爀   戀漀琀 栀   琀 栀 攀   椀 渀瘀 攀 猀 琀 漀爀 猀   愀 渀 搀  琀 栀 攀   最 漀瘀 攀 爀 渀 洀攀 渀 琀   最 漀椀 渀 最   昀 漀爀 眀愀 爀 搀⸀   吀栀 攀   匀 甀 洀洀椀 琀   眀愀 猀   愀 琀 琀 攀 渀 搀攀 搀  戀礀   洀漀爀 攀   琀 栀 愀 渀   ㈀㔀   瀀愀 爀 琀 椀 挀 椀 瀀愀 渀 琀 猀   椀 渀 挀 氀 甀 搀椀 渀 最   ㄀㌀  氀 攀 愀 搀椀 渀 最   猀 琀 愀 爀 琀 甀 瀀猀   昀 爀 漀洀  倀 愀 欀 椀 猀 琀 愀 渀 ⸀ 䤀 渀瘀 攀 猀 琀   椀 渀   倀 愀 欀 椀 猀 琀 愀 渀   ㈀ ㄀㤀  眀愀 猀   栀 漀猀 琀 攀 搀  戀礀   伀倀䔀 一  匀 椀 氀 椀 挀 漀渀   嘀愀 氀 氀 攀 礀   愀 渀 搀  猀 瀀漀渀 猀 漀爀 攀 搀  戀礀   一攀 琀 匀 漀氀   愀 渀 搀  匀 椀 䘀 椀 瘀 攀 ⸀   一愀 瘀 攀 攀 搀  匀 栀 攀 爀 眀愀 渀 椀   ⠀ 䌀䔀 伀  匀 椀 䘀 椀 瘀 攀 ⤀   愀 渀 搀  一愀 樀 攀 攀 戀  䜀栀 愀 甀 爀 椀   ⠀ 䌀䔀 伀  一攀 琀 匀 漀氀 ⤀   瀀氀 愀 礀 攀 搀  愀 渀   椀 洀瀀漀爀 琀 愀 渀 琀   爀 漀氀 攀   椀 渀   漀爀 最 愀 渀 椀 稀 椀 渀 最   愀 渀 搀  瀀爀 漀洀漀琀 椀 渀 最   琀 栀 椀 猀   猀 甀 洀洀椀 琀   愀 氀 漀渀 最   眀椀 琀 栀   䄀愀 琀 椀 昀   䄀眀愀 渀   ⠀ 昀 漀甀 渀 搀攀 爀   䤀 渀 搀甀 猀   䌀愀 瀀椀 琀 愀 氀 ⤀   愀 渀 搀  琀 栀 攀   琀 攀 愀 洀  愀 琀   伀倀䔀 一  匀 椀 氀 椀 挀 漀渀   嘀愀 氀 氀 攀 礀 ⸀   䄀爀 稀 椀 猀 栀   䄀稀 愀 洀  ⠀ 匀 琀 愀 爀 琀 甀 瀀  䜀爀 椀 渀 搀⤀   眀愀 猀   愀   瘀 愀 氀 甀 愀 戀氀 攀   瀀愀 爀 琀 渀 攀 爀   愀 渀 搀  瀀氀 愀 礀 攀 搀  栀 椀 猀   瀀愀 爀 琀   椀 渀   瀀爀 漀洀漀琀 椀 渀 最   琀 栀 椀 猀   猀 甀 洀洀椀 琀 ⸀

甀 渀 琀 愀 瀀瀀攀 搀  戀攀 愀 甀 琀 礀   愀 渀 搀  甀 渀 氀 椀 洀椀 琀 攀 搀  瀀漀琀 攀 渀 琀 椀 愀 氀 ⸀   倀 愀 欀 椀 猀 琀 愀 渀   椀 猀   琀 栀 攀   㘀琀 栀   洀漀猀 琀   瀀漀瀀甀 氀 漀甀 猀   挀 漀甀 渀 琀 爀 礀   椀 渀   琀 栀 攀   眀漀爀 氀 搀  眀椀 琀 栀   洀漀爀 攀   琀 栀 愀 渀   㘀 ─  漀昀   瀀漀瀀甀 氀 愀 琀 椀 漀渀   戀攀 氀 漀眀  琀 栀 攀   愀 最 攀   漀昀   ㌀ Ⰰ   眀栀 漀  椀 猀   攀 愀 最 攀 爀   琀 漀  攀 砀 挀 攀 氀   椀 渀   攀 瘀 攀 爀 礀 琀 栀 椀 渀 最   琀 栀 攀 礀   搀漀⸀ 倀 愀 欀 椀 猀 琀 愀 渀   栀 愀 猀   愀   氀 漀琀   漀昀   猀 琀 爀 攀 渀 最 琀 栀 猀   愀 渀 搀  洀愀 渀 礀   瀀攀 漀瀀氀 攀   愀 爀 漀甀 渀 搀  琀 栀 攀   眀漀爀 氀 搀  搀漀  渀 漀琀   欀 渀 漀眀  愀 戀漀甀 琀   琀 栀 攀 洀⸀   伀渀 攀   漀昀   琀 栀 攀   猀 琀 爀 攀 渀 最 琀 栀 猀   漀昀   倀 愀 欀 椀 猀 琀 愀 渀   椀 猀   椀 琀 猀   ᠠ 䤀 吀  猀 攀 挀 琀 漀爀 ᤠ ⸀   圀椀 琀 栀   琀 栀 攀   瀀爀 攀 猀 攀 渀 琀   䜀漀瘀 攀 爀 渀 洀攀 渀 琀 ᤠ 猀   愀 猀 猀 甀 洀瀀琀 椀 漀渀   漀昀   漀ϻ挀 攀   氀 愀 猀 琀   礀 攀 愀 爀 Ⰰ   瀀爀 漀洀漀琀 椀 渀 最   漀昀   倀 愀 欀 椀 猀 琀 愀 渀ᤠ 猀   䤀 吀  匀 攀 挀 琀 漀爀   椀 猀   漀渀 攀   漀昀   椀 琀 猀   琀 漀瀀  瀀爀 椀 漀爀 椀 琀 椀 攀 猀 ⸀   吀栀 攀   瀀甀 爀 瀀漀猀 攀   漀昀   搀漀椀 渀 最   猀 甀 挀 栀   愀 渀   攀 瘀 攀 渀 琀   椀 猀   琀 漀  挀 爀 攀 愀 琀 攀   愀   瀀氀 愀 琀 昀 漀爀 洀  眀栀 攀 爀 攀   倀 愀 欀 椀 猀 琀 愀 渀ᤠ 猀   䤀 吀  匀 攀 挀 琀 漀爀 ᤠ 猀   猀 琀 爀 攀 渀 最 琀 栀 猀   挀 愀 渀   戀攀   猀 栀 漀眀挀 愀 猀 攀 搀  琀 漀  唀匀   挀 漀洀瀀愀 渀 椀 攀 猀 Ⰰ   猀 漀  琀 栀 愀 琀   琀 栀 攀 猀 攀   挀 漀洀瀀愀 渀 椀 攀 猀   洀愀 礀   愀 氀 猀 漀  挀 漀渀 猀 椀 搀攀 爀   倀 愀 欀 椀 猀 琀 愀 渀   愀 猀   愀   瀀氀 愀 挀 攀   昀 漀爀   琀 栀 攀 椀 爀   漀甀 琀 猀 漀甀 爀 挀 椀 渀 最   愀 渀 搀  戀愀 挀 欀   漀ϻ挀 攀   漀瀀攀 爀 愀 琀 椀 漀渀 猀   愀 猀   洀愀 渀 礀   唀匀   挀 漀洀瀀愀 渀 椀 攀 猀   栀 愀 瘀 攀   搀漀渀 攀   椀 渀   䤀 渀 搀椀 愀   愀 渀 搀  倀栀 椀 氀 椀 瀀瀀椀 渀 攀 猀 ⸀   吀栀 攀   戀攀 猀 琀   眀愀 礀   琀 漀  搀漀  琀 栀 椀 猀   琀 漀  猀 栀 漀眀挀 愀 猀 攀   琀 栀 攀   攀 砀 愀 洀瀀氀 攀 猀   漀昀   猀 甀 挀 栀   唀匀   挀 漀洀瀀愀 渀 椀 攀 猀   眀栀 漀  栀 愀 瘀 攀 愀 氀 爀 攀 愀 搀礀   攀 猀 琀 愀 戀氀 椀 猀 栀 攀 搀  琀 栀 攀 椀 爀   漀瀀攀 爀 愀 琀 椀 漀渀 猀   椀 渀   倀 愀 欀 椀 猀 琀 愀 渀 ⸀ 䄀渀 漀琀 栀 攀 爀   愀 爀 攀 愀   漀昀   昀 漀挀 甀 猀 Ⰰ   椀 渀   琀 栀 椀 猀   攀 瘀 攀 渀 琀   眀愀 猀   琀 漀  栀 椀 最 栀 氀 椀 最 栀 琀   琀 栀 攀   攀 洀攀 爀 最 椀 渀 最   猀 琀 愀 爀 琀 甀 瀀  挀 甀 氀 琀 甀 爀 攀   椀 渀   倀 愀 欀 椀 猀 琀 愀 渀 Ⰰ   眀栀 椀 挀 栀   栀 愀 猀   爀 攀 愀 氀 氀 礀   最 愀 椀 渀 攀 搀  猀 琀 爀 攀 渀 最 琀 栀   椀 渀   琀 栀 攀   氀 愀 猀 琀   ㌀ⴀ 㐀  礀 攀 愀 爀 猀 ⸀   圀栀 椀 氀 攀   猀 琀 愀 爀 琀 甀 瀀  挀 甀 氀 琀 甀 爀 攀   椀 渀   倀 愀 欀 椀 猀 琀 愀 渀   栀 愀 猀   最 愀 椀 渀 攀 搀  猀 琀 爀 攀 渀 最 琀 栀 Ⰰ   洀愀 渀 礀   倀 愀 欀 椀 猀 琀 愀 渀 椀   猀 琀 愀 爀 琀 甀 瀀猀   愀 爀 攀   猀 栀 漀爀 琀   漀昀   挀 愀 猀 栀   愀 猀   眀攀 氀 氀   愀 猀   琀 攀 挀 栀 渀 椀 挀 愀 氀   攀 砀 瀀攀 爀 琀 椀 猀 攀   琀 漀  猀 挀 愀 氀 攀   甀 瀀  琀 栀 攀 椀 爀   漀瀀攀 爀 愀 琀 椀 漀渀 猀   最 氀 漀戀愀 氀 氀 礀 ⸀

䈀礀   搀漀椀 渀 最   琀 栀 椀 猀   攀 瘀 攀 渀 琀   椀 渀   匀 椀 氀 椀 挀 漀渀   嘀愀 氀 氀 攀 礀 Ⰰ   眀栀 椀 挀 栀   椀 猀   挀 漀渀 猀 椀 搀攀 爀 攀 搀  琀 栀 攀   氀 攀 愀 搀椀 渀 最   瀀氀 愀 挀 攀   昀 漀爀   猀 琀 愀 爀 琀 甀 瀀猀   愀 渀 搀  嘀䌀猀   椀 渀   琀 栀 攀   唀渀 椀 琀 攀 搀  匀 琀 愀 琀 攀 猀 Ⰰ   琀 栀 攀   愀 椀 洀  椀 猀   琀 漀  挀 漀渀 渀 攀 挀 琀   琀 栀 攀 洀  琀 漀  琀 栀 攀   唀匀   嘀䌀猀   愀 渀 搀  椀 渀瘀 攀 猀 琀 漀爀 猀 ⸀   䤀 渀   猀 甀 洀Ⰰ   圀栀 椀 氀 攀   琀 栀 攀   渀 愀 爀 爀 愀 琀 椀 瘀 攀   漀渀   倀 愀 欀 椀 猀 琀 愀 渀   椀 渀   漀渀 攀   漀昀   愀   挀 爀 攀 愀 琀 椀 漀渀   漀昀   猀 甀 挀 栀   愀   瀀氀 愀 琀 昀 漀爀 洀  愀 渀 搀  栀 漀氀 搀椀 渀 最   猀 甀 挀 栀   爀 攀 最 甀 氀 愀 爀   攀 瘀 攀 渀 琀 猀   挀 漀甀 渀 琀 爀 礀   洀愀 爀 爀 攀 搀  眀椀 琀 栀   洀愀 渀 礀   瀀爀 漀戀氀 攀 洀猀 Ⰰ   倀 愀 欀 椀 猀 琀 愀 渀   椀 猀   眀椀 氀 氀   栀 漀瀀攀 昀 甀 氀 氀 礀   氀 攀 愀 搀  琀 漀  眀椀 渀 ⴀ   眀椀 渀   猀 椀 琀 甀 愀 琀 椀 漀渀 猀   昀 漀爀   琀 栀 攀   爀 攀 氀 攀 瘀 愀 渀 琀   愀 氀 猀 漀  愀   猀 琀 漀爀 礀   漀昀   爀 攀 猀 椀 氀 椀 攀 渀 挀 攀 Ⰰ   漀瀀瀀漀爀 琀 甀 渀 椀 琀 椀 攀 猀 Ⰰ 猀 琀 愀 欀 攀 栀 漀氀 搀攀 爀 猀   椀 渀   戀漀琀 栀   琀 栀 攀   挀 漀甀 渀 琀 爀 椀 攀 猀 ⸀ 嘀椀 猀 椀 漀渀  戀攀栀椀 渀搀  ᠠ 䤀 渀瘀 攀猀 琀   椀 渀  倀愀欀椀 猀 琀 愀渀ᤠ


攀 瘀 攀 爀 礀 漀渀 攀   ጠ  倀 愀 欀 椀 猀 琀 愀 渀   椀 猀   愀   挀 漀甀 渀 琀 爀 礀   氀 椀 欀 攀   渀 漀  漀琀 栀 攀 爀   ጠ  䤀 琀 ᤠ 猀   漀瀀攀 渀   昀 漀爀   戀甀 猀 椀 渀 攀 猀 猀   ⴀ   愀 渀 搀  椀 昀   眀攀   挀 愀 渀   搀漀  椀 琀   ጠ  猀 漀  挀 愀 渀   礀 漀甀 ℀   吀栀 攀   瀀愀 爀 琀 椀 挀 椀 瀀愀 琀 椀 渀 最   猀 琀 愀 爀 琀 甀 瀀猀   椀 渀 挀 氀 甀 搀攀 搀  䌀栀 攀 攀 琀 愀 礀   䰀 漀最 椀 猀 琀 椀 挀 猀   ⠀ 倀瘀 琀 ⸀ ⤀   䰀 琀 搀Ⰰ   䴀愀 甀 焀愀   伀渀 氀 椀 渀 攀 Ⰰ   䈀礀 欀 攀 愀 Ⰰ   䄀椀 爀 氀 椀 昀 琀 Ⰰ   䬀栀 愀 爀 攀 攀 搀Ⰰ   䐀愀 眀愀 愀 椀 Ⰰ   䜀栀 愀 爀 倀 愀 爀 Ⰰ   䘀 漀爀 攀 攀 Ⰰ   匀 攀 栀 愀 琀   䬀愀 栀 愀 渀 椀 Ⰰ   䔀 愀 琀   䴀甀 戀愀 爀 愀 欀 Ⰰ   伀吀伀娀Ⰰ   䠀漀猀 瀀椀 琀 䄀䰀 䰀 Ⰰ   倀 漀甀 氀 琀 愀 Ⰰ   䈀礀 漀渀 礀 欀 猀 Ⰰ   䤀 渀 搀漀氀 樀   愀 渀 搀  匀 漀甀 爀 挀 椀 渀 最   䔀 愀 猀 攀 ⸀   吀栀 攀   琀 眀漀  猀 琀 愀 爀 琀 甀 瀀猀   琀 栀 愀 琀   氀 愀 甀 渀 挀 栀 攀 搀  搀甀 爀 椀 渀 最   琀 栀 攀   猀 甀 洀洀椀 琀   椀 渀 挀 氀 甀 搀攀   䤀 渀 搀漀氀 樀 Ⰰ   眀栀 漀猀 攀   琀 愀 爀 最 攀 琀   洀愀 爀 欀 攀 琀   椀 猀   琀 栀 攀   唀⸀ 匀 ⸀   䤀 琀   栀 愀 猀   戀攀 攀 渀   昀 漀甀 渀 搀攀 搀  戀礀   匀 愀 愀 搀  䨀 愀 渀 最 搀愀 Ⰰ   眀栀 漀  栀 愀 猀   猀 琀 愀 爀 琀 攀 搀  琀 栀 椀 猀   瘀 攀 渀 琀 甀 爀 攀   愀 昀 琀 攀 爀   愀   猀 甀 挀 挀 攀 猀 猀 昀 甀 氀   攀 砀 椀 琀   昀 爀 漀洀  匀 礀 洀戀椀 漀猀 Ⰰ   眀栀 椀 挀 栀   眀愀 猀   栀 椀 猀   ǻ 爀 猀 琀   猀 琀 愀 爀 琀 甀 瀀 ⸀   匀 愀 愀 搀  甀 猀 攀 搀  琀 栀 攀   伀倀䔀 一  匀 椀 氀 椀 挀 漀渀   嘀愀 氀 氀 攀 礀   瀀氀 愀 琀 昀 漀爀 洀  琀 漀  氀 愀 甀 渀 挀 栀   栀 椀 猀   猀 攀 挀 漀渀 搀  猀 琀 愀 爀 琀 甀 瀀  愀 昀 琀 攀 爀   栀 椀 猀   攀 砀 瀀攀 爀 椀 攀 渀 挀 攀   眀漀爀 欀 椀 渀 最   眀椀 琀 栀   伀倀䔀 一  匀 嘀  眀栀 攀 渀   猀 挀 愀 氀 椀 渀 最   匀 礀 洀戀椀 漀猀 ⸀   吀栀 攀   猀 攀 挀 漀渀 搀  猀 琀 愀 爀 琀 甀 瀀  琀 漀  氀 愀 甀 渀 挀 栀   搀甀 爀 椀 渀 最   琀 栀 攀   猀 甀 洀洀椀 琀   椀 猀   匀 漀甀 爀 挀 椀 渀 最   䔀 愀 猀 攀 Ⰰ   眀栀 椀 挀 栀   椀 猀   挀 愀 琀 攀 爀 椀 渀 最   攀 砀 挀 氀 甀 猀 椀 瘀 攀 氀 礀   琀 漀  倀 愀 欀 椀 猀 琀 愀 渀 椀   琀 攀 砀 琀 椀 氀 攀   猀 攀 挀 琀 漀爀 Ⰰ   眀椀 琀 栀   琀 栀 攀   琀 愀 爀 最 攀 琀   洀愀 爀 欀 攀 琀   戀攀 椀 渀 最   椀 渀   戀漀琀 栀   唀⸀ 匀   愀 渀 搀  倀 愀 欀 椀 猀 琀 愀 渀 ⸀ 䄀瘀 攀渀甀攀猀   昀 漀爀   倀愀欀椀 猀 琀 愀渀椀   匀琀 愀爀 琀 甀瀀猀   椀 渀  匀椀 氀 椀 挀 漀渀  嘀愀氀 氀 攀礀

倀愀爀 琀 椀 挀 椀 瀀愀琀 椀 渀最  猀 琀 愀爀 琀 甀瀀猀   昀 爀 漀洀  倀愀欀椀 猀 琀 愀渀 吀栀 攀 爀 攀   眀攀 爀 攀   ㄀㘀  猀 琀 愀 爀 琀 甀 瀀猀   琀 栀 愀 琀   瀀愀 爀 琀 椀 挀 椀 瀀愀 琀 攀 搀  椀 渀   琀 栀 攀   猀 甀 洀洀椀 琀   椀 渀 挀 氀 甀 搀椀 渀 最   琀 眀漀Ⰰ   眀栀 椀 挀 栀   氀 愀 甀 渀 挀 栀 攀 搀  琀 栀 愀 琀   搀愀 礀 ⸀   䔀 愀 挀 栀   栀 愀 搀  愀   甀 渀 椀 焀甀 攀   瀀爀 漀洀椀 猀 椀 渀 最   椀 搀攀 愀   ⴀ   昀 甀 渀 搀椀 渀 最   琀 漀  戀愀 挀 欀   琀 栀 愀 琀   椀 搀攀 愀   愀 渀 搀  猀 愀 氀 攀 猀   琀 漀  猀 栀 漀眀  琀 栀 攀 椀 爀   猀 甀 挀 挀 攀 猀 猀 ⸀   匀 琀 愀 爀 琀 甀 瀀  猀 攀 猀 猀 椀 漀渀   挀 漀洀瀀爀 椀 猀 攀 搀  漀昀   愀   琀 愀 氀 攀 渀 琀 攀 搀  琀 攀 愀 洀  漀昀   昀 漀甀 渀 搀攀 爀 猀   眀栀 漀  挀 愀 洀攀   昀 爀 漀洀  愀 氀 氀   眀愀 氀 欀 猀   漀昀   氀 椀 昀 攀   ጠ  攀 渀 最 椀 渀 攀 攀 爀 猀 Ⰰ   搀漀挀 琀 漀爀 猀 Ⰰ   爀 攀 猀 攀 愀 爀 挀 栀 攀 爀 猀   愀 渀 搀  椀 渀瘀 攀 猀 琀 洀攀 渀 琀   洀愀 渀 愀 最 攀 爀 猀 ⸀   䘀 漀爀   猀 漀洀攀   昀 漀甀 渀 搀攀 爀 猀 Ⰰ   挀 漀洀椀 渀 最   琀 漀  匀 椀 氀 椀 挀 漀渀   嘀愀 氀 氀 攀 礀   琀 漀  愀 琀 琀 攀 渀 搀  琀 栀 攀   ᰠ 䤀 渀瘀 攀 猀 琀   椀 渀   倀 愀 欀 椀 猀 琀 愀 渀   ㈀ ㄀㤀ᴠ   匀 甀 洀洀椀 琀   眀愀 猀   氀 椀 欀 攀   栀 漀洀攀 挀 漀洀椀 渀 最 ⸀   吀栀 攀 礀   眀攀 渀 琀   琀 漀  猀 挀 栀 漀漀氀 猀   栀 攀 爀 攀   椀 渀   䌀愀 氀 椀 昀 漀爀 渀 椀 愀   ⠀ 匀 琀 愀 渀 昀 漀爀 搀Ⰰ   唀䌀  䈀攀 爀 欀 氀 攀 礀 ⤀ ⸀   䴀愀 渀 礀   漀昀   琀 栀 攀 洀  氀 攀 昀 琀   猀 甀 挀 挀 攀 猀 猀 昀 甀 氀   愀 渀 搀  氀 甀 挀 爀 愀 琀 椀 瘀 攀   挀 愀 爀 攀 攀 爀 猀   栀 攀 爀 攀   椀 渀   琀 栀 攀   唀⸀ 匀 ⸀   愀 渀 搀  最 氀 漀戀愀 氀 氀 礀   琀 漀  瀀甀 爀 猀 甀 攀   琀 栀 攀 椀 爀   瀀愀 猀 猀 椀 漀渀   椀 渀   倀 愀 欀 椀 猀 琀 愀 渀   愀 渀 搀  琀 栀 椀 猀   洀攀 猀 猀 愀 最 攀   挀 愀 洀攀   愀 挀 爀 漀猀 猀   氀 漀甀 搀  愀 渀 搀  挀 氀 攀 愀 爀 ⸀ 吀栀 攀 礀   猀 栀 愀 爀 攀 搀  漀渀 攀   挀 漀洀洀漀渀   琀 栀 攀 洀攀   琀 漀  琀 攀 氀 氀

倀 愀 欀 椀 猀 琀 愀 渀 椀   匀 琀 愀 爀 琀 甀 瀀猀   猀 栀 漀甀 氀 搀  猀 琀 愀 爀 琀   戀礀   爀 攀 愀 挀 栀 椀 渀 最   漀甀 琀   琀 漀  伀倀䔀 一  匀 嘀  ⠀ 匀 椀 氀 椀 挀 漀渀   嘀愀 氀 氀 攀 礀 ⤀ ⸀   伀倀䔀 一  匀 嘀  漀û攀 爀 猀   愀   瀀氀 愀 琀 昀 漀爀 洀  眀栀 攀 爀 攀   琀 栀 攀 礀   洀愀 礀   ǻ 渀 搀  洀愀 渀 礀   洀攀 渀 琀 漀爀 猀 Ⰰ   愀 渀 最 攀 氀   椀 渀瘀 攀 猀 琀 漀爀 猀   愀 渀 搀  嘀䌀猀   眀栀 漀  挀 愀 渀   栀 攀 氀 瀀  琀 栀 攀 洀  渀 愀 瘀 椀 最 愀 琀 攀   琀 栀 椀 猀   挀 漀洀瀀氀 攀 砀   氀 愀 渀 搀猀 挀 愀 瀀攀   愀 渀 搀  最 甀 椀 搀攀   琀 栀 攀 洀  琀 漀  琀 栀 攀   爀 椀 最 栀 琀   爀 攀 猀 漀甀 爀 挀 攀 猀 ⸀ 吀栀 攀 爀 攀   愀 爀 攀   洀愀 渀 礀   愀 挀 挀 攀 氀 攀 爀 愀 琀 漀爀   愀 渀 搀  椀 渀 挀 甀 戀愀 琀 漀爀   瀀爀 漀最 爀 愀 洀猀   爀 甀 渀   戀礀   椀 渀 搀攀 瀀攀 渀 搀攀 渀 琀   漀爀 最 愀 渀 椀 稀 愀 琀 椀 漀渀 猀   氀 椀 欀 攀   夀  䌀漀洀戀椀 渀 愀 琀 漀爀 Ⰰ   㔀   匀 琀 愀 爀 琀 甀 瀀猀 Ⰰ   倀氀 甀 最   ☀  倀氀 愀 礀 Ⰰ   䈀愀 渀 欀 猀   愀 渀 搀  嘀䌀猀 ⸀   䄀搀搀椀 琀 椀 漀渀 愀 氀 氀 礀 Ⰰ   琀 栀 攀 爀 攀   愀 爀 攀   洀愀 渀 礀   昀 甀 渀 搀猀   琀 栀 愀 琀   栀 愀 瘀 攀   猀 琀 愀 爀 琀 攀 搀  昀 漀挀 甀 猀 椀 渀 最   漀渀   䴀䔀 一䄀  愀 渀 搀  猀 漀甀 琀 栀   䄀猀 椀 愀 ⸀   吀栀 攀 礀   栀 愀 瘀 攀   戀攀 攀 渀   椀 渀瘀 攀 猀 琀 椀 渀 最   椀 渀   猀 漀洀攀   倀 愀 欀 椀 猀 琀 愀 渀 椀   匀 琀 愀 爀 琀 甀 瀀猀 Ⰰ   戀甀 琀   椀 琀   椀 猀   琀 漀漀  昀 攀 眀  愀 渀 搀  昀 愀 爀   戀攀 琀 眀攀 攀 渀 ⸀   䄀昀 琀 攀 爀   琀 栀 攀   猀 甀 挀 挀 攀 猀 猀   漀昀   挀 漀洀瀀愀 渀 椀 攀 猀   氀 椀 欀 攀   䘀 椀 爀 攀 䔀 礀 攀 Ⰰ   䌀愀 瘀 椀 甀 洀  愀 渀 搀  䌀愀 爀 攀 攀 洀  眀栀 漀  愀 琀 琀 愀 椀 渀 攀 搀  甀 渀 椀 挀 漀爀 渀   猀 琀 愀 琀 甀 猀   眀栀 椀 氀 攀   洀愀 椀 渀 琀 愀 椀 渀 椀 渀 最   愀 渀 搀  最 爀 漀眀椀 渀 最   琀 栀 攀 椀 爀   戀愀 挀 欀 ⴀ 漀ϻ挀 攀   漀瀀攀 爀 愀 琀 椀 漀渀 猀   椀 渀   倀 愀 欀 椀 猀 琀 愀 渀 Ⰰ   琀 栀 攀 猀 攀   椀 渀瘀 攀 猀 琀 洀攀 渀 琀 猀   栀 愀 瘀 攀   瀀椀 挀 欀 攀 搀  甀 瀀  戀甀 琀   猀 琀 椀 氀 氀   搀漀渀ᤠ 琀   洀愀 欀 攀   甀 瀀  愀   猀 椀 稀 攀 愀 戀氀 攀   瀀漀爀 琀 椀 漀渀   漀昀   琀 栀 攀 椀 爀   椀 渀瘀 攀 猀 琀 愀 戀氀 攀   瀀漀爀 琀 昀 漀氀 椀 漀⸀ 圀 愀琀 挀 栀  伀甀琀   䘀漀爀 伀倀䔀一  匀椀 氀 椀 挀 漀渀  嘀愀氀 氀 攀礀  圀漀洀攀渀ᤠ 猀   䘀漀爀 甀洀  椀 猀   挀 漀洀椀 渀最  甀瀀  漀渀  䨀 愀渀甀愀爀 礀  ㄀㄀琀 栀  昀 漀氀 氀 漀眀攀搀  戀礀  伀倀䔀一  匀椀 氀 椀 挀 漀渀  嘀愀氀 氀 攀礀  䄀渀渀甀愀氀   䘀漀爀 甀洀  漀渀  䨀 甀渀攀  㘀  琀 栀  愀渀搀  䤀 渀瘀 攀猀 琀   椀 渀  倀愀欀椀 猀 琀 愀渀  ㈀ ㈀   椀 渀  匀攀瀀琀 攀洀戀攀爀 ⸀   吀栀攀猀 攀  愀爀 攀  猀 漀洀攀  漀昀   琀 栀攀  ˻愀最猀 栀椀 瀀  攀瘀 攀渀琀 猀   漀昀   伀倀䔀一  匀椀 氀 椀 挀 漀渀  嘀愀氀 氀 攀礀  眀栀攀爀 攀  猀 琀 愀爀 琀 甀瀀猀   最攀琀   愀渀 漀瀀瀀漀爀 琀 甀渀椀 琀 礀  琀 漀  洀攀攀琀   洀愀渀礀  椀 渀瘀 攀猀 琀 漀爀 猀   愀渀搀  洀攀渀琀 漀爀 猀 ⸀   伀倀䔀一  匀嘀  瀀氀 愀渀猀   洀愀渀礀  猀 洀愀氀 氀 攀爀   攀瘀 攀渀琀 猀   椀 渀ⴀ 戀攀琀 眀攀攀渀  愀猀   眀攀氀 氀 ⸀   䄀  最漀漀搀  瀀氀 愀挀 攀  琀 漀  猀 琀 愀爀 琀   椀 猀   戀礀  猀 椀 最渀椀 渀最  甀瀀  昀 漀爀   伀倀䔀一  匀嘀  渀攀眀猀 氀 攀琀 琀 攀爀   愀琀   眀眀眀⸀ 伀倀䔀一匀嘀⸀ 漀爀 最⸀


䌀栀愀渀最攀  䴀愀渀愀最攀洀攀渀琀

吀刀䄀一匀䘀伀刀䴀䤀 一䜀  䈀唀匀䤀 一䔀匀匀䔀匀  吀伀  䴀䔀䔀吀  吀伀䴀伀刀刀伀圀 ✀ 匀  䌀䠀䄀䰀䰀䔀一䜀䔀匀

䐀椀 最椀 琀 愀氀   吀爀 愀渀猀 昀 漀爀 洀愀琀 椀 漀渀 䰀攀愀搀攀爀 猀 栀椀 瀀  ☀  䜀漀瘀攀爀 渀愀渀挀攀 伀爀 最愀渀椀 稀愀琀 椀 漀渀愀氀   匀琀 愀爀 琀 甀瀀猀 䈀甀椀 氀 搀椀 渀最  倀愀爀 琀 渀攀爀 猀 栀椀 瀀猀

䘀椀 渀愀渀挀椀 愀氀   匀攀爀 瘀椀 挀攀猀

琀 攀愀洀甀瀀愀搀瘀椀 猀漀爀 礀⸀ 挀漀洀⼀


LALAH RUKH W AJ AHAT

SCI ENCEFUSE La l aRukhi sas oc i a lent r epr eneura ndas c i enc ec ommuni c a t or .Shei s t heFoundera ndDi r ec t orofSc i enc eFus e, as oc i a l ent er pr i s ewor ki ngt o c ha ng e how s c i enc ei sper c ei v eda ndc ommuni c a t edbot hi ns i dea nd out s i dec l a s s r oomsi nPa ki s t a n,i ns pi r i ngmor ec hi l dr enf r om di v er s e s oc i oec onomi cba c kg r oundst opur s ueSTEM educ a t i ona ndc a r eer s . She ha sbeenwor ki ngwi t hs c i enc ec ommuni c a t i onf ort hel a s tei g hty ea r s , i nc l udi nga tt hepr es t i g i ousSc i enc eMus eum i nLondona ndea r l i era t For s ker f a br i kken-al ea di ngs oc i a l ent er pr i s ewor ki ngt opr omot eSTEM educ a t i oni nNor wa y . Shei sa l s oaPa ki s t a nAc umenFel l owf or2018a nd a nAs hokaCha ng ema ker exc ha ng ef el l ow 2019.

W hatwast he i ns pi r at i onbehi nd yourbus i nes si dea? Mypa s s i oni st oc r e a t ebe t t e rl e a r ni ng e n v i r onme nt sf orc hi l dr e ni nPa k i s t a n, e s pe c i a l l ywi t hi ns c i e nc e . Ibe l i e v ei t ’ sonl y s oc i a l j us t i c et ha tc hi l dr e nf r om di v e r s e ba c k g r oundsi nPa k i s t a ng e tac ha nc et o e xpe r i e nc equa l i t ys c i e nc el e a r ni ng . My i ns pi r a t i onc a memos t l yf r om ha v i ng e xpe r i e nc e dhowpoor l ys c i e nc ei spe r c e i v e d a ndhowt hequa l i t yofs c i e nc ee duc a t i on Phot o: Ar ees hZuba i r


i sdi s ma l bot hi ns i dea ndout s i dec l a s s r oomsi n Pa k i s t a n. Unf or t una t e l y , be i ngc ur i ousi s n’ tas t r ongpa r tof ourc ul t ur a l i de nt i t y ; ne i t he ri spur s ui nga n i nt e r e s ti ns c i e nc ebe y ondme di c i nea nd e ng i ne e r i ng . Mywor kwi t hi ni nf or ma l s c i e nc e e duc a t i onout s i deofPa k i s t a ni ns pi r e dmet odo s ome t hi nga boutc ha ng i ngt hes t a t usquoi nmy c ount r y . If ounde dS c i e nc eF us ewi t ht hea i mt o n ur t ur et hef ut ur epr obl e ms ol v e r s , c r i t i c a l t hi nk e r s , i nnov a t or sa nds c i e nt i s t soft omor r ow a ndmos ti mpor t a nt l yt oi ns pi r eag e ne r a t i onof g r e a ts c i e nc et e a c he r swhoc a nma k eadi f f e r e nc e i nourc hi l dr e n’ sl i v e s .

W hati syourt akeont he ent r epr eneur i all ands cape ofPaki s t an? Ibe l i e v et he r ea r e n’ tma n ya v e n ue st ha tpr ov i de s t r uc t ur e ds uppor tt oy ounge nt r e pr e ne ur si n Pa k i s t a n. The r ei sl i t t l es uppor tf r om t hepubl i c s e c t ora ndi t ’ st oug ht of i ndc ha nne l st o c ol l a bor a t ewi t ht heg ov e r nme nti fy oudon’ tha v e a n ypr i orpe r s ona l c onne c t i ons . F ori ns t a nc e , t he r ea r ema n yg r e a ti ni t i a t i v e swor k i ngon de v e l opi ngi nnov a t i v ee duc a t i ona l me t hodsbut v e r yf e woft he s ei ni t i a t i v e sa r ee ndor s e dor s uppor t e db yt heg ov e r nme nt . Ibe l i e v ei t ’ s i mpor t a ntt ha tt heg ov e r nme ntc r e a t e smor e a c c e s s i bi l i t yf ory ounge nt r e pr e ne ur ss ot ha tt he y c a nt e s tt he i rs e r v i c e sa ndpr oduc t sa ndc r e a t ea bi g g e ri mpa c twi t ht heg ov e r nme nt ’ she l pa nd s uppor t . The s ec ol l a bor a t i onswi l l a l s ohe l py oung s oc i a l e nt e r pr i s e sg e ti ns i g hti nt ohowt he yc a n i mpr ov et he i rwor kb yt e s t i nga ndl e a r ni ng . Bui l di ngs t r ongpa r t ne r s hi pswi t hs t a k e hol de r s f r om bot ht hepubl i ca ndpr i v a t es e c t ori s e xt r e me l yc r uc i a l f ors oc i a l e nt r e pr e ne ur s . Ihope t ha twec a nhe l pi nf os t e r i nga ne n v i r onme nt , whi c hi smor ec ol l a bor a t i v ea ndi nc l us i v e .

Oneoft hechal l engesyou havef acedi nyourbus i nes s andhow di dyouover comei t ? Mybi g g e s tc ha l l e ng e sha v ebe e npe r s ona l ba r r i e r s . Imov e da wa yf r om myhomea ndf a mi l y i nt heUKt os t a r twor k i ngonmyowns oc i a l e nt e r pr i s ei nPa k i s t a n. I twa sa ndr e ma i nsa di f f i c ul tj our ne yt opur s ue . Mor e ov e r , s i nc eIha v e a na c a de mi cba c k g r oundi ns c i e nc ea ndnot bus i ne s ss t udi e s , Iha dt ol e a r na boutbus i ne s s a f f a i r sa nds us t a i na bi l i t yt hr oug ht r i a l a nde r r or . I t ha sbe e na l mos tt hr e ea ndha l fy e a r ss i nc eI s t a r t e dwor k i ngonS c i e nc eF us e . Is t r ong l y be l i e v et ha tt he s ey e a r sc ons t i t ut et hemos t me a ni ng f ul t i meofmyl i f e . Al s omov i ngba c kt o Pa k i s t a na f t e ra l mos tade c a dea nds t a r t i nga c ompa n yonmyownwa s n’ te a s y , buti tha s t a ug htmeal otofc r uc i a l s k i l l sa ndl i f el e s s ons .

How doyoudef i nes ucces s ? Ide f i nes uc c e s sb ya na l y z i nghowmuc hIha v e g r own, e v ol v e da ndf l our i s he di nbot hpe r s ona l a ndpr of e s s i ona l c a pa c i t i e sov e rt hey e a r s . I a l wa y sc ompa r emyc ur r e nts e l ft owhoIwa si n t hepa s t . Ibe l i e v ei fIha v ea c qui r e dbe t t e rv a l ue s a sahuma nbe i nga ndpus he dmy s e l fe noug hout ofmyc omf or tz one , f a c e dmyf e a r s , l e a r ntne w s k i l l s , a t t i t ude sa ndpe r s pe c t i v e s , t he nIa mt r ul y s uc c e s s f ul .

W her edoyous eeyour bus i nes s3year sf r om now? I nt hr e ey e a r s , Is e eS c i e nc eF us ehope f ul l ywi t ha bi g g e rc or et e a m ba s e di nL a hor ea ndour s c i e nc el e a r ni ngpr og r a msi mpa c t i ngc hi l dr e n, y oungpe opl e , t e a c he r s , f a mi l i e sa nds c hool si na t l e a s tt womor ec i t i e s . Ia l s os e eourbe a ut i f ul c ommuni t yofs c i e nc ec ommuni c a t or s , whi c h c ur r e nt l yc ompr i s e sof40y oungc ha ng e ma k e r s f l our i s hi nga nde xpa ndi ngi nbot hL a hor ea nd mor ec i t i e si nPa k i s t a n. Ia l s os e eusg e t t i ng be t t e ra tdoi ngwha twedoa ndme a s ur i ngour i mpa c ti namor ehol i s t i cma nne r .


W hati syourt akeont he ent r epr eneur i all ands capeof Paki s t an? I ns pi t eoft hec ha l l e ng e sa nd, i ns omec a s e s , be c a us eofi t , e nt r e pr e ne ur s hi pi sde f i ni t e l y g a i ni ngmome nt um. Mor ea ndmor epe opl ea r e l ook i ngt ode pl oyt he i rhi g hqua l i t yt a l e nta nd e xpl or ei nnov a t i v ebus i ne s smode l st oc r e a t e pr oduc t st ha tt he yc a ns e l l onag l oba l s c a l e . At t hes a met i me , i n v e s t or sa r ea l s os e e k i ngout oppor t uni t i e st odi v e r s i f yt he i rc a pi t a l . Al l oft hi s i sput t i ngi nmot i onas e r i e sofe v e nt st ha ti s pus hi ngr e g ul a t or st ot a k enot i c ea ndf i g ur eout a ne n v i r onme ntt ohe l pt hec a us e . Thepi e c e sa r e a l l t he r e–i t ’ sj us tama t t e roft i me .

Oneoft hechal l engesyouhave f acedi nyourbus i nes sandhow di dyouover comei t ?

Phot o: Ar ees hZuba i r

Ge t t i ngt hewr ongpe opl ei n v ol v e di nt he bus i ne s swi t houtmuc hf or e t houg hta ndwi t hout ha v i ngha r ddi s c us s i onsupf r ont . T oov e r c omei t , weha dt opl a youtf or e s e e a bl es c e na r i osi n de t a i l , doc ume ntt he ma ndma k es omev e r y unc omf or t a bl ede c i s i onswi t hac l e a r unde r s t a ndi ngofwha t ’ sg oodf ort hec ompa n y .

How doyoudef i nes ucces s ? S uc c e s sf orDa f t a r k hwa ni sl e v e l i ngt hepl a y i ng f i e l df orf ounde r sb yc r e a t i ngas t a t e of a f f a i r s whe r es t a r t upss uc c e e dpur e l yont heba s i sof howg r e a tt he i rpr oduc ti s–t hee xt e r na l i t i e s s houl da l l bei r r e l e v a nt .

W her edoyous eeyourbus i nes s 3year sf r om now? Whe r e v e rt he r ea r ef ounde r s .

Saadi soneoft het wocof ounder sof Daf t ar khwanandcomef r om adat a s ci ence& cons ul t i ngbackgr ound. Daf t ar khwanwasconcei vedasas ol ut i on t oaver ys peci f i cpr obl em:t her ear ea bunchofgr eati ncubat or s ,accel er at or s anduni ver s i t i est hatar epumpi ngout numer ouss t ar t upsonanannualbas i s . Thes es t ar t upsar ecas hs t r appedand can’ taf f or dt heheavyi nves t ment r equi r edt os etupagoodof f i cei nagood l ocat i ont oat t r actgoodt al entanda hi ghendcl i ent el e.Tos ol vet hatpr obl em, t heyhavedes i gnedanet wor kofs paces wher eas t ar t upwoul dwal ki nandget goi ng.Theyf ocusont hei rpr oduct–t he r es ti st hei rpr obl em.

S AADI DRE E S-DAF TARKHWAN


BI LALATHER -W I FI GEN W hatwast hei ns pi r at i onbehi ndyour bus i nes si dea? Wer e a l i s e dt hef ut ur eofr e t a i l i ndus t r yi sa l l a boutc r e a t i ng as e a ml e s sonl i ne / of f l i nee xpe r i e nc e . Whi l et heonl i ner e t a i l i ndus t r ywa sma k i ngal otofpr og r e s s , t hebr i c ka ndmor t a r ( of f l i ne )r e t a i l e r swe r es t r ug g l i ng , wet ookt hec ha l l e ng et o e qui pt he s ebr i c ka ndmor t a rr e t a i l e r swi t he qua l l ypowe r f ul t ool st og a i na ndr e t a i nc us t ome r s .

W hati syourt akeont heent r epr eneur i al l ands capeofPaki s t an? I ' l l bebr ut a l l yhone s t , i fy ou' r enott hr e a t e ne db yy ourne xt g e ne r a t i on, y oudi dn' ti ns pi r et he m we l l e noug h. Tha t ' st he pr obl e m wi t houre c os y s t e m, mos tofourl oc a l he r oe sdo notqua l i f ya se nt r e pr e ne ur s , t he y ' r ee i t he rr unni ngl owr i s k ' s e r v i c e s ' c ompa ni e sorwor k i ngf orl a r g ee nt e r pr i s e sa nds e l f pr omot i ngt he ms e l v e sa st hek i ng pi nsofoure nt r e pr e ne ur i a l l a nds c a pe . Theda ywes t opg l or i f y i ngt he s ec ona r t i s t sa nd s t a r tpr omot i ngt her e a l he r oe s , r unni nghi g hl ys c a l a bl e ' pr oduc t ' c ompa ni e s , i swhe nwe ' di ns pi r eal otofy oungk i ds t oc r e a t er e a l i mpa c ti nt hewor l d.

Phot o: Ar ees hZuba i r

AF or b e s3 0u n de r3 0e n t r e p r e n e u r , r a i s e di nt h es u b u r b a np a r tofs ou t h Pu n j a b , Bi l a l i st h ep e r s onb e h i n d Wi f i g e n-aWi F i b a s e dc u s t ome r r e t e n t i ona n dma r k e t i n gp l a t f or mf or b r i c ka n dmor t a rr e t a i l i n du s t r y . Hi s myj ou r n e yi sf u l l ofs h a me l e s sf a i l u r e s a n di n t e r n a t i on a l r e c og n i t i on s .

Oneoft hechal l engesyouhavef acedi nyour bus i nes sandhow di dyouover comei t ? Ourbi g g e s tc ha l l e ng ewa st oi de nt i f yt her i g htma r k e tf or ourpr oduc t . Wef a i l e daf e wt i me s , ma deaf e wi t e r a t i ons dur i ngt hepr oc e s s , butf i na l l ywef i g ur e di tout .

How doyoudef i nes ucces s ? S uc c e s si ss ubj e c t i v e , i tha sadi f f e r e ntme a ni ngf ordi f f e r e nt pe opl e . F ormei t ' sa l l a boutc r e a t i nga ni mpa c t , i fy ou' r e f a i l i ngt odos oy oua r e n' ts uc c e s s f ul .

W her edoyous eeyourbus i nes s3year s f r om now? Wes e eWi f i g e nbe c omi ngac or epl a t f or mf orAme r i c a n br i c ka ndmor t a rr e t a i l i ndus t r y .


Us ama gr aduat ed wi t h an el ect r i cal engi neer i ng degr ee f r om I nf or mat i on Technol ogy Uni ver s i t y,Lahor e.He wasr ai s ed by hi s s uperhar dwor ki ngdadandaf or war dt hi nki ngmot her ,whoal ways encour agedhi sl oveoft i nker i ng-enought hatt heywer eonl ys l i ght l y di s mayedwhenhet ur neddownaf ul l r i det oanI vyLeaguecol l ege becaus ehewant edt opur s uehi ss t ar t uppas s i ons . He i snow t wo s t ar t upsi n;he f i r s tcr eat ed as pace f ormaker sby maki ng par t sand ki t saf f or dabl e and acces s i bl ef orot her si nt he count r y–t heys t i l lwor kwi t hs chool ss ot hatki dsl ovepr ogr ammi ng and r obot sasmuch ast hey do;hi ss econd s t ar t up,I nvent hub. i o, r ai s ed s i zabl ei nves t mentf r om Ti m Dr aper ,aSi l i con Val l eybas ed bi l l i onai r event ur ecapi t al i s t .I nvent Hub. i oi sal laboutcut t i ngdown har dwar e des i gn t i me i n hal fby of f er i ng col l abor at i on on des i gn l evel ,s oyouhavemor et i met of ocusont hepr oduct .

USAMA ABI D I NVENTHUB W hatwast hei ns pi r at i onbehi nd yourbus i nes si dea? It h i n ka l mos ta n y on ewh oh a sb u i l ts ome t h i n g l ov e st h ep r oc e s sofb u i l di n g , b u tt h e nt h eb i g g e s t f r u s t r a t i onofmos th a r dwa r ede s i g n e r si sg e t t i n g t h e i rp r odu c tt ot h ema r k e ti nt i meb e c a u s es o mu c ht i mei ss p e n tonf i g u r i n gou tt h eb a s i c s , de s i g n i n ga n dt h e nr e de s i g n i n g . S o, t h a twa st h ep r ob l e mt h a tIs e tou tt of i x , h a v i n g f a c e di tmy s e l f . Myt e a ma n dIwe n ta b ou tc r e a t i n g a nAIt oma k et h ep r oc e s se a s y , b u tIwa n t e dt o ma k ei ti n t u i t i v et oo, s owei n t r odu c e da c ol l a b or a t i ona n dc ommu n i t ya s p e c twh e r eu s e r s c a nc ol l a b or a t ewi t hot h e r s . Th a t , c ou p l e dwi t ha r e p os i t or yofp r oj e c t st h a tau s e rc a nf or ks ot h a t n ob odyi sr e i n v e n t i n gt h ewh e e l , s ot os p e a k .

W hati syourt akeont he ent r epr eneur i all ands capeof Paki s t an?

I nmyv i e w, t h ee n t r e p r e n e u r i a l l a n ds c a p ei nPa k i s t a n we n tt h r ou g has t a r t u pb u b b l e( s i mi l a rt ot h edot c om b u b b l e ) . E s s e n t i a l l y , i twe n tt oi t sp e a ki nt e r ms ofh y p ea n dt h e ns e tou tt ob u r s t . Th i se n t a i l e dt h e r i s eofs ol i ds t a r t u p st h a tou re c os y s t e m de s p e r a t e l y n e e de d. Th es t a r t u pe c os y s t e mi ss t r e n g t h e n i n ga n dg r owi n g n ow. On ema j ori s s u et h a tIs e ei st h a ti n v e s t or sh e r e a r emor ei n t e r e s t e di ne i t h e rc l i c h ĂŠ l i k eu b e rmode l s orl oc a l l i f e s t y l eb a s e ds t a r t u p s . Th a ti sn ott os a yt h a t t h e ya r en otg oodorp r of i t a b l e , b u tt h e r ei sag r e a t op p or t u n i t yf oru n de r s t a n di n gPa a S , S a a S , p r odu c t i v i t y a n dde v e l op e r st ool s .


Oneoft hechal l engesyouhave f acedi nyourbus i nes sandhow di d youover comei t ? I t ' sv e r yc ommonf ors t a r t upst of a c ec ha l l e ng e sa t di f f e r e nts t a g e s , butt hek e yt hi ngi st oa l wa y sg e tt her i g ht g ui da nc ef r om pe opl ewhoha v eg onet hr oug ht he pr oc e s s .Weha v es i g ni f i c a ntc ha l l e ng e si nf i ndi ngt her i g ht pe opl et oc onne c twi t hf r om whom wec a nl e a r n. I ti s e xt r e me l ydi f f i c ul tt oc utt hr oug ht henoi s ea ndf i ndt he r i g htpe opl et ohe l py our i s e .

Phot o: Ar ees hZuba i r

Wef a c e dt hes a mec ha l l e ng e , s owha tIdi dwa st ha tI s pok et opr e t t ymuc he v e r y one . Is ha r e dmyi s s ue sa nd t ookt he i ra dv i c e . Ia l s oc a r e f ul l yi de nt i f i e dpe opl eba s e d onhows uc c e s s f ul t he ya r e , e v e nont hes ma l l e s tofl e v e l s . The noutofa l l t ha ta dv i c e , Ia c t e dont hea dv i c et ha t ma des e ns et ome .

How doyoudef i nes ucces s ? Idon’ tg e ne r a l l yde f i nes uc c e s s , buti fIha dt ode f i nei t , Iwoul ds a yi twoul dbe a boutt a k i ngt hel ov ea ndpa s s i ont ha ty ouha v ef ora ni de aa ndc r e a t i ngs ome t hi ng t ha ts ome onee l s ef i ndsj us ta sv a l ua bl e . F orme , i tha sne v e rbe e na boutt he mone ya ndIt hi nkt ha tpr oba bl yr i ng st r uef ormos tf ounde r s . Wi t hDI YGe e k s , i twa sa boutma k i ngha r dwa r ea c c e s s i bl ef ora l l i nPa k i s t a n, a nd I n v e nt Hubi smor ea boutma k i ngha r dwa r ede s i g ne a s y , a ndc ut t i ngdownt i me / c os t a s s oc i a t e dwi t hi t-t a k i ngouts omeoft hehe a da c he , g e t t i ngpr oduc t st ot he ma r k e tf a s t e ra ndpe r ha ps , mos ti mpor t a nt l y , t og i v eourus e r smor et i met of oc us onr e a l l i f epr obl e ms ol v i nga ppl i c a t i ons .

W her edoyous eeyourbus i nes s3year sf r om now? Wes e eour s e l v e sdi s r upt i ng !Orwehopet o, a n y wa y . Hope f ul l y , weha v ef ounda l otmor epe opl et ol ov eourpr oduc ta ndt ha ti ti g ni t e smor epa s s i onf orma k i ng .


S ARAAZMAT

BNATURAL W hatwast hei ns pi r at i onbehi nd yourbus i nes si dea? Asamot he rofy oungc hi l dr e n, Iha v ea l wa y ss t r ug g l e d t of i ndg oodqua l i t ya nds a f es k i nc a r epr oduc t sf ormy k i ds , l oc a l l y . Iha v eha dt or e l yonf r i e ndsa ndf a mi l y t r a v e l l i nga br oa dt obr i ngba c knont oxi cs ha mpoos , l ot i onsa ndc r e a msf ort he m. I twa st hi sr e c ur r i ng pe r s ona l f r us t r a t i ont ha tl e dmet os t a r t i ngBna t ur a l .

W hati syourt akeont he ent r epr eneur i all ands capeof Paki s t an? Phot o: Ar ees hZuba i r

S a r ai sa ne du c a t i on i s tb yde g r e ea n d t r a i n i n g . S h eh a swor k e df ormu l t i p l e i n t e r n a t i on a l or g a n i s a t i on swi t h i nt h e de v e l op me n ts e c t orf ors e v e r a l y e a r s b e f or e de c i di n gt o v e n t u r ei n t o or g a n i cb a b ys k i n c a r ep r odu c t s .

Pa k i s t a nha ss e e nas ur g ei ns t a r t upsov e rt hel a s tf e w y e a r sa ndi t ’ she a r t e ni ngt os e es oma n yy oung e nt r e pr e ne ur sc omi ngupwi t hi nnov a t i v ebus i ne s s e s . Howe v e r , unde rt hec ur r e nte c onomi cc r i s i s , a l l bus i ne s s e si nc l udi ngs t a r t upsa r ef a c i ngs e t ba c k s be c a us ebus i ne s sc os t sha v ei nc r e a s e da ndc ons ume r pur c ha s i ngpowe rha sde c r e a s e d. ButIs t r ong l ybe l i e v e t ha twi t hi na dv e r s i t y , a l s ol i e soppor t uni t y . I f l i k e mi nde ds t a r t upsc onne c t , c ol l a bor a t ea nds uppor t e a c hot he r , wec a nf i ndi nnov a t i v ewa y st ot hr i v e , e v e n i nt hec ur r e nte n v i r onme nt


Oneoft hechal l engesyouhave f acedi nyourbus i nes sandhow di dyouover comei t ? I nt hepa s tf e wy e a r s , t hel oc a l ma r k e tha ss e e na dr a ma t i ci nc r e a s ei nt hen umbe rof ‘ or g a ni c ’ pr oduc t s . Thet e r m or g a ni cha sf r a nk l ybe e nmi s us e db ymos t br a ndst oc ha r g epr e mi um pr i c i ngwi t houtha v i ngt he ba s i cc e r t i f i c a t i onst os howf ori t . Al l oft hi sha s r e s ul t e di nc ons ume r sbe c omi ngs k e pt i c a l a bout pa y i ngahi g he rpr i c ef oror g a ni cpr oduc t si ng e ne r a l a ndt ha tha sa f f e c t e ds a l e sa c r os st hema r k e t s e g me nt . Wea r et heonl yba b ybr a ndi nPa k i s t a n, whi c hi s pr oduc i ngc e r t i f i e dor g a ni ca ndna t ur a l s k i nc a r e pr oduc t s . Cons i de r i ngourt a r g e ta udi e nc e ' s a ppr e he ns i ons , wea da pt e dourma r k e t i ngs t r a t e g y dur i ngt hei nc e pt i onpha s eofourbr a nda ndt ooki t uponour s e l v e st oe duc a t et he ma boutpr oduc t st ha t c a nbet e r me dor g a ni cs ot he ya r ea bl et oma k e i nf or me dc hoi c e sf ort he i rf a mi l i e s .

How doyoudef i nes ucces s ? Idon' tc a l c ul a t es uc c e s si nmone t a r yt e r ms . S uc c e s s f ormei sa c hi e v i ngt heg oa l sones e t s . I tc oul dbe s ome t hi ngpe r s ona l l i k ewor k l i f eba l a nc e ; me e t i ng t hede ma ndsofmybus i ne s swhi l enotc ompr omi s i ng ont i mewi t hmyf a mi l y . Ori tc oul dbepr of e s s i ona l , l i k ek nowi ngt ha tIc ont r i but e dt os t a r t i ngt he c on v e r s a t i ona r oundt hene e df oror g a ni cba b y s k i nc a r epr oduc t si nPa k i s t a n. Is t a r t e dBna t ur a l wi t hapur pos e–t oi nf or m pa r e nt s a boutt heha z a r dsofr e g ul a rof f t he s he l fba b y pr oduc t sa nda l s opr ov i deag oodqua l i t ya l t e r na t i v e f ort he m. I nt hepa s tt woy e a r s , weha v ea l r e a dys e e n as ur g ei nt hel oc a l de ma ndf oror g a ni cba b y pr oduc t sa ndha v es e e not he rbr a ndsf ol l owi ngi nour f oot s t e ps . F orme , weha v ea l r e a dyma deadi f f e r e nc e i nt hema r k e ta ndt ha ti ni t s e l fi sa na c hi e v e me nt .

W her edoyou s eeyour bus i nes s3 year sf r om now? Bnat ur als houl dbe ahous ehol dbr and i nPaki s t anwi t h par ent s r ecogni zi ngand appr eci at i ngt he qual i t yofour pr oduct s .Ial s o havemyeyess et ont appi ngi nt ot he i nt er nat i onal mar ket .Ther ei sa gr owi nggl obal mar ketf oror gani c babys ki ncar e pr oduct s ,andIf eel i ti st i met hata Paki s t anbas ed br andcont r i but es t oi t .


EAT MUBARAK

SAI R ALI

Phot o: Ar ees hZuba i r

W hati syourt akeont he ent r epr eneur i all ands capeof Paki s t an? I t ’ sde f i ni t e l yi ni t sna s c e nts t a g e s , butmov i ngi nt he r i g htdi r e c t i on. The r e ’ ss t i l l al otofwor kt ha tne e ds t obedonea ndt he r ei st oomuc ht obel e a r nt f r om ot he re c os y s t e ms .

Oneoft hechal l engesyou havef acedi nyourbus i nes s andhow di dyouover come i t ? The r eha v ebe e ns e v e r a l c ha l l e ng e si nt hec our s e ofourbus i ne s sl i f e c y c l e . Howe v e r , t hek e yt o ov e r c omei ti spe r s e v e r a nc ea ndpe r s i s t e nc e .

S a i ri saL UMSg r a dua t ef r om t he2009ba t c h. Heha sa l wa y sbe e ni nt e r e s t e di nt e c hnol og y a nde nt r e pr e ne ur s hi p . Hef ounde dhi sf i r s t s t a r t upb yt hena meofBook e d. pk , whi c hi sa ma r k e t pl a c ef ore v e ntv e n ue sa nde v e nt ma na g e me nts e r v i c e s . Hei st hef ounde rofEa t Muba r a k , whi c hi saf ooddi s c ov e r y , di r e c t or y a ndde l i v e r ys t a r t upa i mi ngt obe c omea one s t ops hopf ora l l t hef oodc r a v i ng s . Wi t h Ea tMuba r a k , t hei de ai st oc r e a t ec on v e ni e nc e f orc us t ome r sa ndc a t e rt ot he i rbus yl i f e s t y l e s t hr oug hade pe nda bl ea ndr e l i a bl ef ood or de r i ngs e r v i c e .

Oneha st ok e e pt r y i ngt oov e r c omet he c ha l l e ng e s .

How doyoudef i ne s ucces s ? S uc c e s si swhe r ey oua r ec ont r i but i ngi n i mpr ov i ngl i v e sofot he r s .

W her edoyous eeyour bus i nes s3year sf r om now? Webe l i e v ei na g g r e s s i v e l yg r owi ngEa t Muba r a ki nt oahome g r ownbr a nda nd r e a l i z i ngouri nt e r na t i ona l v i s i onofbe c omi ng ag ot oHa l a l a ppf orWe s t e r nma r k e t s .



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ENTREPRENEURI ALI NSI GHTSFROM

FAHAD AZI ZAND NANCY

KOEI NG OFCAREMEGE SG t al kst o Fahad Azi zand NancyKoei ng f r om Car emer ge.Fahad i st he cof ounder ofCar emer ge,aheal t hcar es t ar t up,whi ch wasnamed one of2018 I nc.5000 f as t es t gr owi ngcompani esi nt heUSandhaswona numberofawar ds .Nanacy i st he CEO of Car emer ge, f ocus i ng on t he company’ s gr owt h whi l emaki ngapos i t i vei mpacton t he s eni or ci t i zens i n t he heal t hcar e i ndus t r y.


W hatar et hel es s onsyou havel ear ntf r om t he j our neyof ent r epr eneur s hi p? N: Th ej ou r n e yc a p t u r e sy ou rl e a r n i n g s , b u tI t h i n ki fIr e f l e c tonmyl i f e t i mee x p e r i e n c eof t h el a s t2 0y e a r s , i tc ome sdownt ob a s i c sa t t h ee n doft h eda y . It e l l t h et e a mi t ’ sb e t t e r t oh a v eas i mp l es t r a t e g ywe l l e x e c u t e dt h a n ac omp l e xs t r a t e g yh a l f wa yorp oor l y e x e c u t e d. Y ouwa n tt of i n dt h ec l i e n t st h a t wi l l p a r t n e rwi t hy ouwh e r ey ou rv i s i ona n d t h e i rv i s i oni n t e r s e c t sa n dt h os ek i n dsof r e l a t i on s h i p sa r ev e r yi mp or t a n ta n dr e q u i r e i n v e s t me n toff u n da n dy ouk n owt h a t . It h i n kweh e a ral otoft h es t or i e s‘ t h i s c omp a n ywe n tp u b l i cf ort h i smu l t i p l e ’ or ‘ t h i sc omp a n yr a i s e dXa mou n tofc a p i t a l ’ a n d t h eb a c k g r ou n dt ot h os et h a ta r es u s t a i n a b l y s u c c e s s f u l i st h a tt h e yh a v eav e r yv i a b l e b u s i n e s smode l , t h e ya r ev e r yj u di c i ou sa b ou t wh e r et h e ys p e n dt h e i rc a p i t a l . Ca p i t a l t ome i sl i k ea mmu n i t i on ; y oun e e dt op r e s e r v e y ou ra mmu n i t i on . Th os ea r et h ek e y me s s a g e s . It h i n kt h eot h e ra r e awh e r ey ous e es ome s t u n n i n ge x a mp l e sa r et h a ty ou ’ r ema r k e t i n g a n dg e t t i n gy ou rme s s a g eou t . It h i n kwea r e t u r n i n gac or n e ri nou rc omp a n ywh e r eou r ma r k e t i n gma c h i n ei sg oi n gt ot u r nona g a i n a n dweh a v eg otal otofg r e a ts t or i e st ot e l l , b u th a v i n gag r e a ts t or ya n dma k i n gs u r e y ou ’ r ec ommu n i c a t i n gt h a ts t or yi sp r ob a b l y t h e3 r di mp or t a n tt h i n gy oun e e dt op a y a t t e n t i ont o. On c ey oua c h i e v et h a tv i s i on wi t hy ou rc l i e n t , b es u r et ot e l l t h a ts t or ya l otof t e na n di namu l t i c h a n n e l wa y ; wea r ei n amu l t i c h a n n e l di g i t a l wor l dr i g h tn ow. F:I fIa d dt womor et h i n g s , t h e ywou l db e f ort h ee a r l ys t a g es t a r t u p s . Nu mb e ron e wou l db et h a tdon ’ tb u i l dap r odu c tu n l e s s y ouk n owt h a tt h ec u s t ome rwa n t si toru s e s i t ; s oy oun e e dt os p e n dc on s i de r a b l et i me wi t hy ou rc u s t ome rb a s et ou n de r s t a n dwh a t

t h e yr e a l l ywa n ta n dt h e ns p e n dmon e y , r e s ou r c e sa n dt i mei n t ob u i l di n gi t . I fy ou b u i l dt h i n k i n gwh a tt h e ywa n ta n dt h i n k i n g t h a ty ouk n owwh a tt h e ywa n t , b u i l di ta n d6 mon t h sl a t e ry ouf i n dou ti t ’ st ool a t ea n da s as t a r t u py ouc a n n ota f f or di t . Nu mb e rt woi st h a twh e ny ou ’ r eb u i l di n ga p r odu c t , y out h i n ka b ou tt h eg ot oma r k e t ; s oy e s , y ouh a v eap r odu c tt oda y , n owwh a t ? Howa r ey oug oi n gt os e l l i t ?Howa r ey ou g oi n gt oma r k e ti t ?Howa r ey oug oi n gt o c omeu pwi t ht h emon e yf ort h a t ?S o, t h i n k a b ou tt h e s et h i n g sb e f or ey oub u i l da p r odu c tb e c a u s et h e nt h ep r odu c twi l l b e di f f e r e n tb e c a u s ey ouwi l l k e e pi nmi n dt h a t t h i sp r odu c ti sg oi n gt ob es ol da n dma r k e t e d i nac e r t a i nwa y , s ol e t ’ sb u i l di tl i k et h a t . Don ’ tb u i l dt h ep r odu c ta n dt h e nt h i n ka b ou t h owt os e l l i t ; t h i n ka b ou tt h e s et h i n g sb e f or e b u i l di n gi t .

Ther ear eal otofs t ar t ups t hatkeepdevel opi nga pr oductf orayearwi t hout t aki ngi nt ocons i der at i on t heendus erort aki ng f eedback.W hatwoul dbe youri ns i ghti nt ohow t hey s houl dgoaboutdoi ng cus t omerr es ear chand gat her i ngdat aaboutt he us er ? F: Th e yn e e dt ol i v ei n s i det h ec u s t ome r ’ s mi n dt ok n owwh a t ’ sh a p p e n i n ga n ds p e n d t i mewi t ht h e ma n ds h a r ewi t ht h e m, t a l kt o t h e m; t h e r ec a nb ema n ywa y st oc ol l e c t f e e db a c k ; J u s tb e i n gwi t ht h e mt a l k i n gt o t h e m; h a v i n gf oc u sg r ou p s , f i n dt e np e op l e wh oa r ep os s i b l ec u s t ome r sa n dg e tt h e i r f e e db a c ka b ou twh a t e v e rn e e dst ob edon e s h ou l db edon et ou n de r s t a n dwh a tt h e c u s t ome rwa n t s . I nou rc a s e , weh a v e


s i t u a t i on swh e r ewek e e pb u i l di n ga n dwe don ' th a v ee n ou g he di top t i on s . Th e non c e weg oou ta f t e rs i xmon t h swe ' v ef i g u r e dou t oht h a t ' st h e i rc on c e r n . Wen e v e rt h ou g h t a b ou ti ta n dt h a t ' swh yt h e y ' r en otu s i n gt h e s y s t e m. S ol e t ' sf i xt h a t . S ot h e r ec ou l dn ’ tb e a n yot h e ra dv i c eon ec a ng i v et os t a r t u p s ot h e rt h a nl i s t e nt ot h ec u s t ome r s . N: We l l It h i n kt h er e a s onwh yt h a th a p p e n s ma y b ei st h a ty ouk n owPa k i s t a nh a ss u c ha s t r on gs c i e n c et e c h n ol og ye n g i n e e r i n ga n d ma t h e ma t i c ss u c has t r on ge n g i n e e r i n g e du c a t i on a l b a c k g r ou n d. An di fa n e n t r e p r e n e u ra p p r oa c h e st h e i rb u s i n e s swi t h t h a tb a c k g r ou n di twi l l a l wa y sb ep r odu c t s f i r s t . S o, It h i n ki t ' sat e n de n c ywef a l l i n t o. Wi t ht oda y ' st e c h n ol og i e sy our e a l l ys e e ; I h a v en odou b tt h a tou re n g i n e e r i n gt e a m c ou l db u i l da n y t h i n gt h a twewa n t e dt h e mt o b u i l d. Th eq u e s t i oni s' wh a ts h ou l dweb u i l d n otwh a tc ou l dweb u i l d’ . An dIt h i n kt h a t ' s i mp or t a n tt or e me mb e r .

Qui t eaf ew s t ar t upsi n Paki s t anhaver ai s ed f undi ngandt hei nves t or i nt er es ti si ncr eas i ngi nt he ecos ys t em.W hatwoul d yous ayt os t ar t upst hat ar el ooki ngt or eacht hat l evelwher et heyar er eady t opi t cht oi nves t or s ? N:Iwa sa ton eofou ri n v e s t orc on f e r e n c e s r e c e n t l ya n dy ouk n owt h e ys a i dt h a twe h a v ev e r ys ol i di n v e s t or s , b u tt h er e p u t a t i on i nt h ema r k e ti sn otv e n t u r ec a p i t a l , i t ' s v u l t u r ec a p i t a l . S o, i fIwe r es t a r t i n gt h e c omp a n yt oda y , Iwou l db oot s t r a pi tf ora s l on ga sIc ou l db e c a u s et h ef u r t h e rmy c on s e n ti sa l l owe da n dt h ef u r t h e rmy r e l a t i on s h i pwi t hac ou p l ep r os p e c t i v ec l i e n t s

i sp u s h e d, t h eh i g h e rv a l u a t i onI ' mg oi n gt o h a v e . Th e n , on c et h ec a p i t a l i ss e c u r e d, i t s h ou l db ep r e s e r v e df ora sl on ga sp os s i b l e . F : Y ous h ou l ds t a r tl ook i n gf orf u n di n gwh e n y ouh a v et h r e et h i n g s . I fy ouh a v et h os et h r e e t h i n g sy ouwi l l n otb el e tdownb yi n v e s t or s . Nu mb e ron ey ouh a v eas ol i dt e a m, me mb e r s t h a tc omp l e me n te a c hot h e r–t h e ydon ' t ov e r l a p , t h e r ei sas y n e r g y , t h e yc a nwor k t og e t h e ri na n yg oodt i me sa n db a dt i me s . Nu mb e rt wo: Th ep r odu c t . Y ou rp r odu c ti s1 0 t i me sb e t t e rt h a nt h ep a r t i e st h a ta r et h e r e ory ouh a v es ol v e dav e r yu n i q u ep r ob l e m t h a tn oon eh a ss ol v e d. An dn u mb e rt h r e e , wh i c hi st h ek e ya n dwh i c hn oi n v e s t or wou l ds a yn ot oi st r a c t i on . T r a c t i onc ou l db e g e t t i n gc u s t ome r s , r e v e n u e , e n g a g i n gu s e r sor h owe v e ry oude f i n ey ou rme t r i c . I twou l db e f ool i s hf ora n yi n v e s t ort on otb eap a r tofa b u s i n e s st h a th a st r a c t i on .

Fahad,yous ai di nonei n oneoft hei nt er vi ewst hat yout hi nkt echnol ogyi s goi ngt os ol veal lt he f ut ur epr obl emsi nt he wor l d.Cur r ent l yt her ear e al otoft echs t ar t ups emer gi ngi nPaki s t an,i n di f f er entar eas .I nyour poi ntofvi ew,ar et her e anypar t i cul arar easi n t echwher eyoucannotgo wr ong? F:Ob v i ou s l ydi g i t i z a t i onofp a p e rh a sb e e na v e r ys u c c e s s f u l b u s i n e s s . An yi n du s t r ywh e r e y ouf i n dp a p e r , y oudi g i t i z ei t . Th a t ' sh u g e . Bu t i fy oul ooka tb i g g e rp r ob l e m wh i c ha r en ot a d dr e s s e d–g l ob a lp r ob l e msl i k es a n i t a t i on , c l i ma t ec h a n g e , p ov e r t y , h e a l t hc a r e , r i g h t , h u g ep r ob l e ms , a n dwa t e r . Th e y ' r eg oi n gt o


t og e tb i g g e ra n db i g g e rb e c a u s et h e p op u l a t i oni sg r owi n g . 2 0y e a r sf r om n ow, we ' r eg oi n gt ob ei namu c hb i g g e rme s s . Howe v e r , t h eg oodn e wsi st h a tweh a v e t e c h n ol og y , wi t ha r t i f i c i a l i n t e l l i g e n c e , wi t h s ol a r , wewi l l b ea b l et os ol v et h e s ep r ob l e ms . Me di c i n ewi l l b ev e r ydi f f e r e n t . T oda yweh a v e t op a yf ore l e c t r i c i t y , i n1 0y e a r si twi l l b e f r e eb e c a u s es ol a rt e c h n ol og ywi l l b es o a dv a n c e dt h a ty oudon ' th a v et op a y , i t ' sg oi n g t ob es oc h e a py ouon l yp a yt h el i n er e n t . Al s oe n t r e p r e n e u r sh a v et og e ti na n ddoa l l t h e s et h i n g s . S owel ooka ts ma l l e rp r ob l e ms e v e r y da yp r ob l e msa n dl os ef oc u sont h e b i g g e rp r ob l e ms .

Ther e’ sr es ear cht hats ayst hat f ounder scan’ tal waysbegood CEOs .I nourcul t ur e,t her ei sa f as ci nat i onwi t hbei ngcal l eda CEO.W hatwoul dyous ugges t t ot hes t ar t upsher eabouthow t ol etgooft hei deat hatyou canbeaf ounderort he cof ounder ,butnotneces s ar i l y bet heheadoft hecompany?

“Don’ tbui l dt he pr oductandt hen t hi nkabouthow t os el li t ;t hi nk aboutt hes e t hi ngsbef or e bui l di ngi t .” -FahadAzi z oft h a tr e a l l yi si mp or t a n t . It h i n ki t ' si mp or t a n tf or f ou n de r s , f r om t h es t a r t , t oi de n t i f ywh a t ' st h ev i s i on a n dwh a t ' st h el e g a c ya tt h ee n doft h eda y . S t e v eJ ob s orBi l l Ga t e sdi dn ’ tt h i n ka b ou tt h et i t l ei np a r t i c u l a r , b u tmor eont h ev i s i ona n db u i l di n gt h el e g a c y , t h a t ’ s wh yt h e i rc omp a n i e sh a v et r a n s i t i on e dwe l l a n d t h r i v e d. Bu ti t ’ sas p e c i a l p e r s ont h a tc a ndot h a t . I na n y t y p eofl e a de r s h i pp os i t i on , y ouc a n n otb eag ood l e a de rwi t h ou tb e i n gh u mb l e , wh i c hs e e msi r on i c . I t doe s n ' te x i s t ; t h e r e ' sc ou n t e r b a l a n c i n gt h i n g s , b u ti t ' s t r u e .

F:Wh i l ei t ’ smu c hn e e de ds ome t i me s , a tt h es a me t i mei t ' sv e r ydi f f i c u l t . S oi fy ou ' r eaf ou n de ra n dy ou h a v e s o m u c h a s s o c i a t i o n w i t h y o u r s t a r t u p , t o l e t g o N:It h i n ki t ’ sa b ou tf oc u s i n gonwh a t ' st h er e a l wi n . I s h a tt i t l ei sv e r yp a i n f u l . It h i n kt oou rp oi n t , t h i n k t h ewi nt h et i t l e ?Ori st h ewi nb u i l di n gal e g a c y ?An dI oft b ou twh a t ' st h ea n g l e / a n c h or ? Y ouort h es u c c e s sof t h i n kwh e ny ouf oc u sont h eh i g h e ror de rob j e c t i v eof a t h e c o m p a n y ? S o t h e k e y t h i n g t o d o i s t h a t y o u n e e d b u i l di n gal e g a c y , i tb e c ome se a s i e rb e c a u s et h el e g a c y t ob eh on e s twi t hy ou r s e l fa n dc r e a t eac h e c k l i s tof t a k e sp r i or i t yov e rp e r s on a l ob j e c t i v e s , y ou re g oor t h i n g s t h a t y o u d o r e a l l y w e l l a n d t h i n g s t h a t y o u ' r en ot y ou rp r i deorwh a t e v e ri tmi g h tb e . I ’ v eb e e nt h r ou g h r e a l l yg ooda t . I t ’ si mp or t a n tt ob eh on e s tt oy ou r s e l f s i t u a t i on swh e r eI ' v ea c q u i r e dc omp a n i e sf r om b e c a u s e i f y o u l i e y o u ' r e j u s t n o t d o i n g g o o d s e r v i c e t o f ou n de r sa n dI ' v ewi t n e s s e dt h a ti t ' sb e e nh a r dt ol e t y ou r s e l fa n dy ou rf a mi l y . An dt h e ni fy ouf i g u r eou ty ou g o, wh i c hi sb e c a u s eI ' mn otaf ou n de rt h a t ' sn otmy d o n ' t h a v e t h o s e c o m p l i m e n t a r y c a p a b i l i t i e s , y o u a r e g i f t . Asaf ou n de r , y ou ' r ep u t t i n gy ou rh e a r ty ou rs ou l l os i n gp e op l e , t h e ydon ' tl i k ewor k i n gwi t hy ou , y ou ' r e y ou rt i me , a l l ofi ti n t owh a ty ou ' r ec r e a t i n ga n di t ' s m a k i n g a l l t h e w r o n g c h o i c e s b e c a u s e y o u c a n n o t b e di f f i c u l tt ol e ts ome on ee l s ei n . S oi t ' sa ne mot i on a l t h os et h i n g s , l e ts ome on ee l s edot h a t . I t ’ sdi f f i c u l ta n d j ou r n e ya smu c ha sap r of e s s i on a l j ou r n e ya n ds oI p a i n f u l b u t s m a r t p e o p l e w i l l d o i t . t h i n kma y b ej u s ta c k n owl e dg i n gt h a ta n db e i n ga wa r e


Any t i ps f or s t ar t ups and yout hi nPaki s t an? N:The t al enti n Paki s t an i st he bes t kept s ecr et ,t her e' s s uch i ncr edi bl e t echni cal t al ent her et hat ot her i ndus t r i es gl obal l y s houl d know and under s t and t hat .It hi nk i t can become a bet t er ,s t r onger expor tf or Paki s t an. F:W el lmy advi ce woul d be t hati fyou' r e bui l di ngas t ar t up,youneedal otofhel p.You needanet wor k,f r i ends ,pas tcol l eaguest hat can vouch f or you. You need t o have cr edi bi l i t y.So t r yt o net wor k wi t h peopl e when you' r e bui l di ng becaus e you woul d need t hem t o yourpoi nt .You cannotbe a f r es h gr aduat eand bui l d mul t i mi l l i ondol l ar compani es .Youneedt ohaveexper i enceofa f ew year s ,under s t and whatt he bus i nes si s , one on one.And whi l e you' r e doi ng t hat l ear ni ng you' l lmake f r i ends .You get t he cr edi bi l i t y t hat you need t o make your s t ar t up f i l l .Ver yf ew f r es h gr aduat es ar e gi f t edenought o bui l das ucces s f ulbus i nes s . Ni net y ni ne per centoff r es h gr aduat esar e goi ng t o s t r uggl e becaus e of l ack of exper i enceandnet wor k.


TO ALL THE YOUNG AND ENERGETIC SOULS

HERE’ S YOUR CHANCE TO SHI NE!

BECOMEAN AMBASSADER

ACT

TODAY

J USTEMAI LUS

I NFO@STARTUPGUI DE. COM. PK SHEHAB@STARTUPGUI DE. COM. PK LET’ SCONNECTMORE REACH OUTTO USON FACEBOOK @STARTUPGUI DEPAKI STAN

STARTUPGUI DE. COM. PK


圀䔀 刀䔀䌀伀䴀䴀䔀一䐀⸀⸀⸀ 刀䔀䄀䐀

吀栀攀  匀琀 愀爀 琀 甀瀀  伀眀渀攀爀 ᤠ 猀   䴀愀渀甀愀氀

䠀漀漀欀攀搀 䠀愀 瘀 攀   礀 漀甀   攀 瘀 攀 爀   眀漀渀 搀攀 爀 攀 搀  眀栀礀   猀 漀洀攀   瀀爀 漀搀甀 挀 琀 猀   猀 欀 礀 爀 漀挀 欀 攀 琀   眀栀 椀 氀 攀   漀琀 栀 攀 爀 猀   昀 愀 椀 氀 㼀   圀栀 愀 琀   栀 愀 戀椀 琀 猀   洀愀 欀 攀   瀀攀 漀瀀氀 攀   猀 甀 挀 挀 攀 猀 猀 昀 甀 氀   愀 渀 搀  眀栀 愀 琀   搀爀 漀眀渀   琀 栀 攀 洀㼀   一椀 爀   䔀 礀 愀 氀   愀 渀 猀 眀攀 爀 猀   琀 栀 攀 猀 攀   愀 渀 搀  洀愀 渀 礀   漀琀 栀 攀 爀   焀甀 攀 猀 琀 椀 漀渀 猀   椀 渀   䠀漀漀欀 攀 搀⸀   吀栀 攀   戀漀漀欀   椀 猀   愀 渀   攀 砀 瀀氀 愀 渀 愀 琀 椀 漀渀   漀昀   䠀漀漀欀   䴀漀搀攀 氀 Ⰰ   愀   昀 漀甀 爀 ⴀ   猀 琀 攀 瀀  瀀爀 漀挀 攀 猀 猀   琀 栀 愀 琀   猀 椀 洀瀀氀 椀 ǻ 攀 猀   琀 栀 攀   爀 攀 挀 椀 瀀攀 猀   漀昀   爀 攀 琀 愀 椀 渀 椀 渀 最   挀 甀 猀 琀 漀洀攀 爀 猀 ⸀   䜀椀 瘀 攀   琀 栀 椀 猀   漀渀 攀   愀   爀 攀 愀 搀  椀 昀   礀 漀甀   眀愀 渀 琀   琀 漀  栀 漀漀欀   礀 漀甀 爀   挀 甀 猀 琀 漀洀攀 爀 猀   琀 漀  礀 漀甀 爀   瀀爀 漀搀甀 挀 琀   漀爀   猀 攀 爀 瘀 椀 挀 攀 ⸀

䤀 昀   礀 漀甀   攀瘀 攀 爀   眀愀 渀 琀 攀 搀  愀   琀 漀漀氀 欀 椀 琀   昀 漀爀 ꀀ 氀 愀 甀 渀 挀 栀 椀 渀 最   愀   猀 琀 愀 爀 琀 甀 瀀 Ⰰ   吀栀 攀   匀 琀 愀 爀 琀 甀 瀀  伀眀渀 攀 爀 ᤠ 猀   䴀愀 渀 甀 愀 氀   椀 猀   琀 栀 攀 ꀀ 最 漀ⴀ 琀 漀  戀漀漀欀 ꀀ 昀 漀爀   礀 漀甀 ⸀   吀栀 攀   戀漀漀欀   昀 攀 愀 琀 甀 爀 攀 猀   瀀爀 漀瘀 攀 渀   瀀爀 漀挀 攀 猀 猀 攀 猀   漀昀   戀甀 猀 椀 渀 攀 猀 猀   洀漀搀攀 氀 椀 渀 最   愀 渀 搀  挀 甀 猀 琀 漀洀攀 爀   搀攀瘀 攀 氀 漀瀀洀攀 渀 琀   琀 漀  戀甀 椀 氀 搀  猀 挀 愀 氀 愀 戀氀 攀   挀 漀洀瀀愀 渀 椀 攀 猀 ⸀   䤀 琀   昀 甀 爀 琀 栀 攀 爀   猀 栀 攀 搀猀   氀 椀 最 栀 琀   漀渀   挀 爀 攀 愀 琀 椀 瘀 攀   猀 琀 爀 愀 琀 攀 最 椀 攀 猀   琀 栀 愀 琀   挀 愀 渀   栀 攀 氀 瀀ꀀ ǻ 渀 搀  琀 栀 攀   瀀爀 漀搀甀 挀 琀 ⴀ 洀愀 爀 欀 攀 琀   ǻ 琀 ꀀ 愀 渀 搀  最 爀 漀眀  挀 甀 猀 琀 漀洀攀 爀 ⴀ   戀愀 猀 攀   甀 猀 椀 渀 最   愀 渀 礀   瀀漀猀 猀 椀 戀氀 攀   洀攀 愀 渀 猀 ⸀

吀栀攀  䔀砀攀挀 甀琀 椀 漀渀  䘀愀挀 琀 漀爀 吀栀 攀   䔀砀 攀 挀 甀 琀 椀 漀渀   䘀 愀 挀 琀 漀爀   漀û攀 爀 猀   愀   猀 琀 爀 愀 椀 最 栀 琀 昀 漀爀 眀愀 爀 搀  愀 瀀瀀爀 漀愀 挀 栀   琀 漀  猀 甀 挀 挀 攀 猀 猀   戀礀   椀 搀攀 渀 琀 椀 昀 礀 椀 渀 最   㔀  琀 爀 愀 椀 琀 猀   猀 栀 愀 爀 攀 搀  戀礀   瀀攀 漀瀀氀 攀   眀栀 漀  欀 渀 漀眀  栀 漀眀  琀 漀  攀 û攀 挀 琀 椀 瘀 攀 氀 礀   愀 挀 挀 漀洀瀀氀 椀 猀 栀   琀 栀 攀 椀 爀   搀爀 攀 愀 洀猀   愀 渀 搀  愀 挀 栀 椀 攀 瘀 攀   琀 栀 攀 椀 爀   最 漀愀 氀 猀 ⸀   䬀椀 洀  倀 攀 爀 攀 氀 氀   椀 猀   愀   栀 椀 最 栀 氀 礀   猀 甀 挀 挀 攀 猀 猀 昀 甀 氀   猀 琀 愀 爀 琀 甀 瀀  攀 渀 琀 爀 攀 瀀爀 攀 渀 攀 甀 爀 Ⰰ   攀 砀 攀 挀 甀 琀 椀 瘀 攀   愀 渀 搀  愀 渀 最 攀 氀   椀 渀瘀 攀 猀 琀 漀爀 ⸀   匀 栀 攀   猀 栀 漀眀猀   琀 栀 愀 琀   琀 栀 攀   愀 戀椀 氀 椀 琀 礀   琀 漀  愀 挀 栀 椀 攀 瘀 攀   猀 甀 挀 挀 攀 猀 猀   椀 猀 渀ᤠ 琀   攀 渀 琀 椀 爀 攀 氀 礀   戀愀 猀 攀 搀  漀渀   栀 愀 瘀 椀 渀 最   愀   最 爀 攀 愀 琀   椀 搀攀 愀 Ⰰ   愀 渀   愀 搀瘀 愀 渀 挀 攀 搀  搀攀 最 爀 攀 攀   漀爀   愀   栀 椀 最 栀   䤀 儀⸀   倀 攀 爀 攀 氀 氀   戀攀 氀 椀 攀 瘀 攀 猀   琀 栀 攀   愀 戀椀 氀 椀 琀 礀   琀 漀  攀 砀 攀 挀 甀 琀 攀   椀 猀   琀 栀 攀   搀椀 û攀 爀 攀 渀 挀 攀   戀攀 琀 眀攀 攀 渀   猀 甀 挀 挀 攀 猀 猀   愀 渀 搀  昀 愀 椀 氀 甀 爀 攀 ⸀


䴀愀猀 琀 攀爀 椀 渀最  琀 栀攀  嘀䌀  䜀愀洀攀 倀椀 琀 挀 栀椀 渀最   礀 漀甀爀   猀 琀 愀 爀 琀 甀瀀  琀 漀  琀 栀攀   椀 渀瘀 攀 猀 琀 漀爀 猀   昀 漀爀   琀 栀攀   ǻ 爀 猀 琀   琀 椀 洀攀 㼀   䰀 攀 愀 爀 渀   栀漀眀  琀 漀  瀀爀 攀 瀀愀 爀 攀   琀 栀攀   瀀攀 爀 昀 攀 挀 琀   瀀椀 琀 挀 栀   愀 渀搀  猀 琀 愀 礀   挀 漀渀ǻ 搀攀 渀琀   搀甀爀 椀 渀最   礀 漀甀爀   瀀椀 琀 挀 栀椀 渀最   猀 攀 猀 猀 椀 漀渀⸀   吀栀攀   戀漀漀欀 Ⰰ ꀀ 䴀愀 猀 琀 攀 爀 椀 渀最   琀 栀攀   嘀䌀  䜀愀 洀攀 ꀀ 瀀爀 漀瘀 椀 搀攀 猀   瀀爀 愀 挀 琀 椀 挀 愀 氀   愀 搀瘀 椀 挀 攀   最 愀 琀 栀攀 爀 攀 搀  昀 爀 漀洀  椀 渀琀 攀 爀 瘀 椀 攀眀猀   眀椀 琀 栀   愀   搀漀稀 攀 渀   漀昀 猀 甀 挀 挀 攀 猀 猀 昀 甀 氀   攀 渀 琀 爀 攀 瀀爀 攀 渀 攀 甀 爀 猀   愀 渀 搀  嘀䌀猀 ⸀

吀栀攀  䤀 渀瘀椀 渀挀 椀 戀氀 攀  䌀漀洀瀀愀渀礀 䤀 渀瘀 椀 渀挀 椀 戀氀 攀   挀 漀洀瀀愀 渀椀 攀 猀   渀漀琀   漀渀氀 礀   欀 渀漀眀  栀漀眀  琀 漀  搀攀 猀 椀 最 渀   猀 甀瀀攀 爀 椀 漀爀   戀甀猀 椀 渀攀 猀 猀   洀漀搀攀 氀 猀   戀甀琀   琀 栀攀 礀   挀 漀渀猀 琀 愀 渀琀 氀 礀   爀 攀 椀 渀瘀 攀 渀琀   琀 栀攀 洀猀 攀 氀 瘀 攀 猀 ⸀   吀栀攀   䤀 渀瘀 椀 渀挀 椀 戀氀 攀   䌀漀洀瀀愀 渀 礀   搀攀 洀漀渀猀 琀 爀 愀 琀 攀 猀   栀漀眀  愀 渀 礀   漀爀 最 愀 渀椀 稀 愀 琀 椀 漀渀   挀 愀 渀   戀攀 挀 漀洀攀   甀渀猀 琀 漀瀀瀀愀 戀氀 攀   戀礀   洀愀 渀愀 最 椀 渀最   愀   瀀漀爀 琀 昀 漀氀 椀 漀  漀昀   攀 砀 椀 猀 琀 椀 渀最 戀甀猀 椀 渀攀 猀 猀 攀 猀   愀 渀搀  戀礀   猀 椀 洀甀氀 琀 愀 渀攀 漀甀猀 氀 礀   攀 砀 瀀氀 漀爀 椀 渀最   愀   瀀椀 瀀攀 氀 椀 渀攀   漀昀   瀀漀琀 攀 渀琀 椀 愀 氀   渀攀眀  最 爀 漀眀琀 栀   攀 渀最 椀 渀攀 猀 ⸀

吀栀攀  䤀 渀ǻ渀椀 琀 攀  䜀愀洀攀 䤀 渀   ǻ 渀 椀 琀 攀   最 愀 洀攀 猀 Ⰰ   氀 椀 欀 攀   昀 漀漀琀 戀愀 氀 氀   漀爀   挀 栀 攀 猀 猀 Ⰰ   琀 栀 攀   瀀氀 愀 礀 攀 爀 猀   愀 爀 攀   欀 渀 漀眀渀 Ⰰ   琀 栀 攀   爀 甀 氀 攀 猀   愀 爀 攀   ǻ 砀 攀 搀Ⰰ   愀 渀 搀  琀 栀 攀   攀 渀 搀瀀漀椀 渀 琀   椀 猀   挀 氀 攀 愀 爀 ⸀   吀栀 攀   眀椀 渀 渀 攀 爀 猀   愀 渀 搀  氀 漀猀 攀 爀 猀   愀 爀 攀   攀 愀 猀 椀 氀 礀   椀 搀攀 渀 琀 椀 ǻ 攀 搀⸀ 䤀 渀   椀 渀 ǻ 渀 椀 琀 攀   最 愀 洀攀 猀 Ⰰ   氀 椀 欀 攀   戀甀 猀 椀 渀 攀 猀 猀   漀爀   瀀漀氀 椀 琀 椀 挀 猀   漀爀   氀 椀 昀 攀   椀 琀 猀 攀 氀 昀 Ⰰ   琀 栀 攀   瀀氀 愀 礀 攀 爀 猀   挀 漀洀攀   愀 渀 搀  最 漀Ⰰ   琀 栀 攀   爀 甀 氀 攀 猀   愀 爀 攀   挀 栀 愀 渀 最 攀 愀 戀氀 攀 Ⰰ   愀 渀 搀  琀 栀 攀 爀 攀   椀 猀   渀 漀  搀攀 ǻ 渀 攀 搀  攀 渀 搀瀀漀椀 渀 琀 ⸀   吀栀 攀 爀 攀   愀 爀 攀   渀 漀  眀椀 渀 渀 攀 爀 猀   漀爀   氀 漀猀 攀 爀 猀   椀 渀   愀 渀   椀 渀 ǻ 渀 椀 琀 攀   最 愀 洀攀 㬀   琀 栀 攀 爀 攀   椀 猀   漀渀 氀 礀   愀 栀 攀 愀 搀  愀 渀 搀  戀攀 栀 椀 渀 搀⸀ 吀栀攀   洀漀爀 攀   匀 椀 洀漀渀   猀 琀 愀 爀 琀 攀 搀  琀 漀  甀渀搀攀 爀 猀 琀 愀 渀搀  琀 栀攀   搀椀 û攀 爀 攀 渀挀 攀   戀攀 琀 眀攀 攀 渀   ǻ 渀椀 琀 攀   愀 渀搀  椀 渀ǻ 渀椀 琀 攀   最 愀 洀攀 猀 Ⰰ   琀 栀攀   洀漀爀 攀   栀攀   戀攀 最 愀 渀   琀 漀  猀 攀 攀   椀 渀ǻ 渀椀 琀 攀   最 愀 洀攀 猀   愀 氀 氀   愀 爀 漀甀渀搀  甀猀 ⸀   䠀攀   猀 琀 愀 爀 琀 攀 搀  琀 漀  猀 攀 攀   琀 栀愀 琀   洀愀 渀 礀   漀昀   琀 栀攀   猀 琀 爀 甀最 最 氀 攀 猀   琀 栀愀 琀   漀爀 最 愀 渀椀 稀 愀 琀 椀 漀渀猀   昀 愀 挀 攀   攀 砀 椀 猀 琀   猀 椀 洀瀀氀 礀   戀攀 挀 愀 甀猀 攀   琀 栀攀 椀 爀   氀 攀 愀 搀攀 爀 猀   眀攀 爀 攀   瀀氀 愀 礀 椀 渀最   眀椀 琀 栀   愀   ǻ 渀椀 琀 攀   洀椀 渀搀猀 攀 琀   椀 渀   愀 渀   椀 渀ǻ 渀椀 琀 攀   最 愀 洀攀 ⸀   吀栀攀 猀 攀   漀爀 最 愀 渀椀 稀 愀 琀 椀 漀渀猀   琀 攀 渀搀  琀 漀  氀 愀 最   戀攀 栀椀 渀搀  椀 渀   椀 渀渀漀瘀 愀 琀 椀 漀渀Ⰰ   搀椀 猀 挀 爀 攀 琀 椀 漀渀愀 爀 礀   攀 û漀爀 琀 Ⰰ   洀漀爀 愀 氀 攀   愀 渀搀  甀氀 琀 椀 洀愀 琀 攀 氀 礀   瀀攀 爀 昀 漀爀 洀愀 渀挀 攀 ⸀

吀栀 攀   栀 愀 渀 搀猀 ⴀ 漀渀   戀漀漀欀   挀 漀渀 琀 愀 椀 渀 猀   猀 攀 瘀 攀 爀 愀 氀   瀀爀 愀 挀 琀 椀 挀 愀 氀   愀 渀 搀  攀 猀 猀 攀 渀 琀 椀 愀 氀   琀 漀漀氀 猀   椀 渀 挀 氀 甀 搀椀 渀 最   琀 栀 攀   䈀甀 猀 椀 渀 攀 猀 猀   倀 漀爀 琀 昀 漀氀 椀 漀  䴀愀 瀀 Ⰰ   䤀 渀 渀 漀瘀 愀 琀 椀 漀渀   䴀攀 琀 爀 椀 挀 猀 Ⰰ   琀 栀 攀   䌀甀 氀 琀 甀 爀 攀   䴀愀 瀀  愀 渀 搀  愀   猀 攀 爀 椀 攀 猀   漀昀   椀 氀 氀 甀 猀 琀 爀 愀 琀 攀 搀  䈀甀 猀 椀 渀 攀 猀 猀   䴀漀搀攀 氀   䴀攀 挀 栀 愀 渀 椀 挀 猀 ⸀

吀栀 攀   氀 攀 愀 搀攀 爀 猀   眀栀 漀  攀 洀戀爀 愀 挀 攀   愀 渀   椀 渀 ǻ 渀 椀 琀 攀   洀椀 渀 搀猀 攀 琀 Ⰰ   椀 渀   猀 琀 愀 爀 欀   挀 漀渀 琀 爀 愀 猀 琀 Ⰰ   戀甀 椀 氀 搀  猀 琀 爀 漀渀 最 攀 爀 Ⰰ   洀漀爀 攀   椀 渀 渀 漀瘀 愀 琀 椀 瘀 攀 Ⰰ   洀漀爀 攀   椀 渀 猀 瀀椀 爀 椀 渀 最   漀爀 最 愀 渀 椀 稀 愀 琀 椀 漀渀 猀 ⸀   吀栀 攀 椀 爀   瀀攀 漀瀀氀 攀   琀 爀 甀 猀 琀   攀 愀 挀 栀   漀琀 栀 攀 爀   愀 渀 搀  琀 栀 攀 椀 爀   氀 攀 愀 搀攀 爀 猀 ⸀   吀栀 攀 礀   栀 愀 瘀 攀   琀 栀 攀   爀 攀 猀 椀 氀 椀 攀 渀 挀 攀   琀 漀  琀 栀 爀 椀 瘀 攀   椀 渀   愀 渀   攀 瘀 攀 爀 ⴀ 挀 栀 愀 渀 最 椀 渀 最   眀漀爀 氀 搀Ⰰ   眀栀 椀 氀 攀   琀 栀 攀 椀 爀   挀 漀洀瀀攀 琀 椀 琀 漀爀 猀   昀 愀 氀 氀   戀 礀   琀 栀 攀   眀愀 礀 猀 椀 搀攀 ⸀   唀氀 琀 椀 洀愀 琀 攀 氀 礀 Ⰰ   琀 栀 攀 礀   愀 爀 攀   琀 栀 攀   漀渀 攀 猀   眀栀 漀  氀 攀 愀 搀  琀 栀 攀   爀 攀 猀 琀   漀昀   甀 猀   椀 渀 琀 漀  琀 栀 攀   昀 甀 琀 甀 爀 攀 ⸀

吀栀 攀   挀 漀洀戀椀 渀 愀 琀 椀 漀渀   漀昀   琀 栀 攀 猀 攀   琀 漀漀氀 猀   愀 渀 搀  挀 漀洀戀椀 渀 攀 搀  眀椀 琀 栀   匀 琀 爀 愀 琀 攀 最 礀 稀 攀 爀 ᤠ 猀   氀 攀 愀 爀 渀 椀 渀 最 猀   眀椀 氀 氀   愀 氀 氀 漀眀  愀 渀 礀   挀 漀洀瀀愀 渀 礀   琀 漀  昀 漀爀 最 攀   愀   瀀愀 琀 栀   琀 漀眀愀 爀 搀  戀攀 挀 漀洀椀 渀 最   琀 栀 攀   渀 攀 砀 琀   䤀 渀瘀 椀 渀 挀 椀 戀氀 攀   䌀漀洀瀀愀 渀 礀 ⸀

匀 椀 洀漀渀   渀 漀眀  戀攀 氀 椀 攀瘀 攀 猀   琀 栀 愀 琀   琀 栀 攀   愀 戀椀 氀 椀 琀 礀   琀 漀  愀 搀漀瀀琀   愀 渀   椀 渀 ǻ 渀 椀 琀 攀   洀椀 渀 搀猀 攀 琀   椀 猀   愀   瀀爀 攀 爀 攀 焀甀 椀 猀 椀 琀 攀   昀 漀爀   愀 渀 礀   氀 攀 愀 搀攀 爀   眀栀 漀  愀 猀 瀀椀 爀 攀 猀   琀 漀  氀 攀 愀 瘀 攀   琀 栀 攀 椀 爀   漀爀 最 愀 渀 椀 稀 愀 琀 椀 漀渀   椀 渀   戀攀 琀 琀 攀 爀   猀 栀 愀 瀀攀   琀 栀 愀 渀   琀 栀 攀 礀   昀 漀甀 渀 搀  椀 琀 ⸀



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