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yLkw¢{rýfk

¢{ rðøkík 5kLk Lktçkh

1 økuÍeÞk îkhk fhðk{kt ykðu÷ Mkur{Lkkh íku{s «kuøkúk{Lke YÃkhu¾k 2

2 økuÍeÞk ELxh MÃkkuxoMk xwLkko{uLx 3

3 ÃkrhÃkºk 5 Úke 8

4 Developing Your Employes - A Win-win Situation 9

5 Universal Robots bullish on prospects with SMEs in India 11

6 Plan to develop 3D bioprinted human liver tissue for diresttransplantation to patients 13

7 MkV¤ WãkuøkMkknrMkfLke rðrþü þÂõíkyku 14

çknkËwhe fkÞo îkhk ÔÞõík ÚkkÞ Au, þçËku îkhk Lknª.

2

økuSÞk îkhk fhðk{kt ykðu÷ Mku{eLkkh íku{s «kuøkúk{Lke YÃkhu¾k1 18/12/2016 „uSÞk r¢fux/ðku÷eƒku÷ xw™ko{uLx 2016-172 22/11/2016 „wshkŒ …kuÕÞwþ™ ftx Ùk u÷ ƒkuz o (GPCB ) ŒÚkk „uSÞk ™k ‚tÞwõŒ W…¢{u

Environmental clinic on E-Waste Management rð»kÞ W…h ‚u{e™kh3 23/1/2017 ErLzÞ™ r«Lxuz ‚Šfx ƒkuzo yu‚kur‚yuþ™ (IPCA) ŒÚkk „uSÞk™k ‚tÞwfŒ W…¢{u Œk.23/

1/2017 y™u Œk.24/1/2017 ™k hkus ‚u{e™kh™wt ykÞkus™4 26/1/2017 íkk.26-2-2017 Lku økwYðkhu yk5ýk hk»xÙeÞ Ãkðo «òMk¥kkf rËLkLke Wsðýe5 25/1/2017 M{kxo‚exe „ktÄe™„h ytŒ„oŒ „ktÄe™„h þnuh™ku 100 M{kxo ‚exe{kt ‚{kðuþ ÚkÞu÷ Au.

yk rð»kÞ yt„u xkxk fL‚÷xª„ yuLS™eÞ‚o y™u …e.zƒÕÞw.‚e.«k.r÷. ™u sðkƒËkhe‚kut…ðk{kt ykðu÷ Au Œu y™wt‚tÄk™u yk…ýk yuMxux ŒhVÚke þnuh™u M{kxo ‚exe ƒ™kððkfÞk fÞk …„÷kt ÷uðkðk skuRyu Œu yt„u ‚u{e™kh

6 13/02/2017 ©{ y™u hkus„kh {tºkk÷Þ ¼khŒ ‚hfkh ™e ‚w[™kÚke f{o[khe hkßÞ rð{k r™„{ ‚k{kSf‚whûkk rðMŒkhðk {kxu™k Œu{™k «ÞíLkku{kt Ëuþ™k ‚{„ú f{o[kheyku {kxu ™kufheËkŒk y™uf{o[khe ™kutÄýe «kuí‚knf Þkus™k - M«e ™k ™k{Úke [k÷e hnu÷ Au. su™e rðþu»k òýfkheyk…ðk ‚khw ™e[u {wsƒ „uSÞk y™u ESIC îkhk yuf ‚u{e™kh™wt ykÞkus™ fhðk{ktykðu÷

7 22/02/2017 {k™.©e yu‚.yu.…xu÷ (IAS) f÷ufxh©e „ktÄe™„h™e yæÞûkŒk{kt MOU Vku÷kuy…ƒuXf ŒÚkk {k„oËþo™ ‚u{e™kh™wt ™e[u {wsƒ ykÞkus™ fhðk{kt ykðu÷ ‚Ëh ƒuXf{ktðkEƒúLx „wshkŒ-2017 ytŒ„oŒ ELðuMx{uLx ELxuLþ™ Vku{o VkE÷ fh™kh WÄku„fkhku™u«{ký…ºk yu™kÞŒ fhðk{kt ykðu÷ ‚Ëh fkÞo¢{{kt ©e ze.ykh.…h{kh, ™kÞƒ WÄku„fr{þ™h©e («kuí‚kn™)-ðze f[uhe -„ktÄe™„h W…rMÚkŒ hne WÄku„fkhku™u Þkus™kfeÞ{k„oËþo™ yk…u÷

fwxwtçk MktMf]ríkLkwt Lkkr¼fuLÿ Au.

Happy New Year Welcome - 2017ðtËLkeÞ økuÍeÞkLkk Mkki MkÇÞku,MkkËh Lk{Mfkh,

ykÃkýk MkkiLkk SðLk{kt Lkðk ð»koLkwt ykøk{Lk ÚkE hÌkwt Au.MkkiLku Happy New Year yksÚke ykÃkýu Mkkiyu SðLk{kt LkðwtLkðwt fk{ fhðkLke ð]r¥k fu¤ððe òuEyu rð[khðwt òuEyu ykÃkýu Mkkiyuyks MkwÄe sux÷e Ãký «økíke fhe Au íku ík{k{ Lkðwt fk{ fhðkLkeð]r¥kLke xuðLkk fkhýu s fhe Au. Lkðwt fk{ fhðkLke ð]r¥kLkk fkhýu s{kýMku ykiãkurøkf ¢ktrík íkÚkk Mkt[kh¢ktrík fheLku {kLkð òíkLku Mkw¾Mk{]rØLkk y¼qíkÃkqðo MkkuÃkkLk Ãkh ÷kðeLku Q¼e fhe ËeÄe Au. Lkðwtfk{ fhðkLke ð]r¥k s {Lkw»ÞLke Mk{Mík «økríkLkku MkV¤íkkLkku ÃkkÞkuAu. òu {Lkw»Þ{kt yk ykËík s Lk nkuík íkku ykÃkýu nsw økwVk{kt shnuíkk nkuík.

ykÃkýe ykMkÃkkMkLke ykÃkýe sYrhÞkíkLke Ëhuf ðMíkw ÃkAeíku MkuVxe ÃkeLk nkuÞ fu {kuçkkE÷ VkuLk nkuÞ fu ELxhLkux nkuÞ ykËwrLkÞk{kt {kºk yux÷k {kxu ykðe fu{fu fkuE ÔÞÂõíkyu íkuLkk rLk{koý{kxu rð[kÞwO nþu yLku yu rð[khLku {qŠík{tíkLku Mkkfkh fÞko Au. {kýMkLkkSðLk{kt {nuLkík-ÃkwY»kkÚko-Ãkrh©{ fhe Lkðwt Lkðwt fhðkLke {w¤¼qíkð]r¥k s MkV¤íkkLke Mkeze Ãkh ÷E òÞ Au. Lkðk ð»koLkk þw¼ MktfÕÃkku

ykÃkýk{kt ½ýkt nþu yLku nkuðk s òuEyu Ãký yuf þw¼ MktfÕÃkyksu ykÃkýu Mkkiyu MkneÞkhk MkkÚk-MknfkhLku MkËT¼kðLkkÚke ÷uðkLkkuyðMkh ykÔÞku Au suLk u yksu s ðÄkðe ÷Eyu fu økuÍeÞkS.ykE.ze.Mke.Lkk E÷ufxÙkurLkfMk ÍkuLkLku MðåAíkk yr¼ÞkLk îkhkfkÞ{e Äkuhýu Lktçkh ðLk Ãkh hk¾eyu fkÞ{e MðåA-Mkw½z-MkwtËhMkòðx îkhk ykÃkýe ¼khíkeÞ MktMf]ríkLku Wòøkh fhe çkíkkðeyunt{uþk yLkyrÄf]ík çkktÄfk{, Ëçkký, f[hku, økuhfkÞËuMkh [n÷-Ãkn÷ Lk Úkðk ËELku MktÃkqýoÃkýu E÷ufxÙkurLkfMk òuLkLku S.ykE.ze.Mke.økwshkík{kt Lktçkh ðLk çkLkkðeLku s hneyu yu{kt ykÃkýe þkLk-çkkLk[ku¬Mk ðÄþu s suLkkÚke økuÍeÞk{kt LkqíkLkð»koLkk Ãkøk÷k Ãkzþu,ÃkrhðíkoLk ykðþu, «økrík, «fkþ, «økxþu Mkki MkkÚku Mkw¾e-Mk{]ØLkuMktÃkÒk ÚkEþwt. økuÍeÞkLku çkLkkðeyu MkwøktÄe [tËLk suðe Lkne íkku çkLkesþu sYh ¾tzuh suðe ykÃkýu Mkki MkkÚku {¤eLku ykiãkurøkf MxkxoyÃk,{uEf EÂLzÞk, {uEf økwshkíkLkk {tºkLku Mkkfkh fheyu. yk {kLkðStËøke{kt sux÷e íkf {¤e Au yu íkfLku Mktòuøkku ykÃkýwt MksoLk fhuyuLkk çkË÷u LkqíkLkð»ko{kt ykÃkýu Mkki MktòuøkkuLkwt MksoLk fhe çkíkkðeyuLku økuÍeÞkLku Ãký «Úk{ nhku¤{kt fkÞ{ rLknk¤eyu.

- fkþeÃkhk {LkMkw¾÷k÷ Mke.{uLkuStøk íktºke©e, økuÍeÞk

3

GEZIA INTER SPORT TOURNAMENT CRICKET 2016-17Team No. Name Plot No.1 SAFAL XI E-1522 EPSILON ENGINEERING XI A-373 KIRAN ENTERPRISE B-384 ROOP TELESONIC ULTRASONIC E-133/1345 PETROTEC-A E-109/1106 SUNRISE TECHONOLOGY A-387 SHREE KHODAL XI E-116-1178 TOPSUN ENERGY -A B-1019 SELECTRONICS (GUJARAT)P. E-14410 EQDC B-177/17811 S.G.FINE PUNCH (PRODCTION ) E-15812 M/S CHIRAG K PATEL (JAY E-8513 M PLAST INDUSTRIES B-24514 CIRCUITRONIX B-6515 AMTECH GROUP E-616 GEZIA STAFF XI B-23/1 &217 RIDDHI (SHREE ARBUDA E-19/10/B18 PETROTEC-B E-109/11019 KPTL A-4 & 220 ABHAY DECORATORS XI E-19221 TOPSUN ENERGY -B B-10122 JAYANT CIRCUIT B-6323 FTA HSRP SOLUTIONS B-3124 HRMES TECHNOLOGIES P LTD B-8425 MCBS B-138/13926 ABHINAV ELECTRONICS B-3727 C.K.CIRCUIT B-19228 S.G.FINE PUNCH (OFFICE) E-15829 TICS XI B-7630 BANK OF BARODA REGIONAL B-23/1 &231 PUNJAB CARS E-20/2132 AB N DHRUV AUTOCRAFT P.LTD. C-1333 DIVYASHAKTI SECURITY & TECHNOLOGY E-12234 LOVATO CHALLANGER E-21135 BLG ELECTRONICS E-2636 VIMAL ELECTRONICS E-49

GEZIA VOLLEY BALL TOURNAMENT 2016-17SR.NO UNIT NAME PLOT1 EQDC B-1772 ROOP TELESONEC ULTRONICS LTD A-373 BHAVANI B-1924 KPTL A-4/15 ACME B-6/36 TICS TECH B-767 PRERANA BIO INNOVATIONS A-34

{kLkðeLke MktÃkqýo ÔÞÂõík{¥kkLkwt «økxefhý yux÷u rþûký. - Mðk{e rððufkLktË

4þkýku {kýMk ÃkwMíkf yLku SðLk çktLku ðkt[u Au.

r¢fux yLku ðku÷eçkku÷ ð»ko 2016-17 økuÍeÞkÃkheðkh{kt ¾u÷Ëe÷e ðÄu, h{ík-øk{ík îkhk f{o[kheyku{ktyufMkqºkíkkLku Mk{LðÞ ðÄu þkherhf, {kLkrMkf ¾zík÷íkk«økxu yu {kxu AuÕ÷k ºký ð»koÚke økuÍeÞk îkhk ELxh MÃkkuxoMkxwLkko{uLkx{kt r¢fux yLku ðku÷eçkku÷ h{íkLkwt ykÞkusLk fhðk{ktykðu Au.

su{kt òLÞw. 2017 ËhBÞkLk økuÍeÞkLkk h{íkLkk{uËkLk Ãkh r¢fux {u[ yLku ðku÷eçkku÷ {u[Lke MÃkÄkoLkwtykÞkusLk fhðk{kt ykðu÷. su{kt r¢fux{kt 36 xe{kuyu íkÚkkðku÷eçkku÷{kt 7 xe{kuyu WíMkknÃkqðof ¼køk ÷ELku h{íkøk{íkLku yuf ykøkðe «uhýkËkÞe MÃkehexLke ßÞkuík «økxkððk{ktyLkLÞ Vk¤ku ykðu÷ Au. su su xe{kuyu ¼køk ÷eÄku Au yu{LkeÞkËe Lke[u «{kýu Au. yLku rLkŠËü xe{ku{ktÚke r¢fux{kt Mku{eVkELk÷{kt (1) ©e ¾k uz÷ E÷ufxT Ù k u rLkfMk (h)rMk÷ufxTÙkurLkfMk (økwshkík) «k. ÷e. (3) Mke. fu. MkhfexíkÚkk (4) xeykEMkeyuMk Lke xe{ku fðku÷eVkEz ÚkE níke.su{ktÚke r¢fux{kt VkELk÷{kt su çku xe{ku ykðu÷ íku{kt (1)

økuÍeÞk ELxh MÃkkuxoMk xwLkko{uLx

„uÍeÞt îtht ƒtuhðu÷, ÷tEx ‚Útt zÙu™us™t he…uhª„ ‚Útt {uLxu™LË™e VrhÞtŒ r™ðthý fÞto™e rð„‚ ‚the¾ 26-11-2016 Úte 28-02-2017 ËwÄe

y.™k. VrhÞtŒ™e rð„‚ fw÷ VrhÞtŒ …qýo fhu÷ VrhÞtŒ ƒtfe VrhÞtŒ VrhÞtŒ 5qýo fh‚t

÷t„u÷ Ëhuhtþ Ë{Þ

(1) …týe he…uhª„ ‚Útt {uLxu™LË 4 4 NIL 2 Úte 4 rŒðË(h) ÷tEx he…uhª„ ‚Útt {uLxu™LË 2 2 NIL 2 Úte 3 rŒðË(3) zÙu™us he…uhª„ ‚Útt {uLxu™LË 0 0 NIL 2 Úte 5 rŒðË

¢{ Vw÷ ËtEÍ ntV ËtEÍ õðtxh ËtEÍ

(1) AuÕ÷t …uEÍ{tk ƒnth™e ƒtsw Yt. 2500/- Yt. 1500/- Yt. 1000/-

(h) AuÕ÷t …uEÍ{tk ykŒh™e ƒtsw Yt. 1500/- Yt. 750/- Yt. 500/-

(3) «Út{ …uEÍ ykŒh™e ƒtsw Yt. 1500/- Yt. 750/- Yt. 500/-

(4) ykŒh™t ftuE…ý …uEÍ …h Yt. 750/- Yt. 500/- Yt. 250/-

„uÍeÞt ðuƒËtEx …h ònuht‚ yt…ðt™tu ðtŠ»tf Œh Yt. 10,000/- hnuþu.

rð™k‚e :- LÞwÍ ÷uxh{tk yt…™t «tuzõxË™t ytxeofÕË, …rh[Þ, rËrØ-Þþ, xeÃË, Ësuþ™, {t„oŒþo™, ntMÞ ÷u¾,

{u™us{uLx yk„u™t heÔÞw, nk{uþt ytðftÞo Au.

ftþe…ht yu{.Ëe.

‚kºte : „uÍeÞt ({tu) 9426002426 (Vtu™) : 23287372

„uÍeÞt LÞwÍ ÷uxh™t ònuh ¾ƒh™t Œh (ç÷uf yuLz ÔnkEx ònuh ¾çkhLkk ¼kð)

©e ¾kuz÷ E÷ufxÙkurLkfMk yLku (hk xeykEMkeyuMk xe{ku (3)økuÍeÞk xÙkuVe {u¤ððk ykðu÷ yk çktLku xe{ku{ktÚke VkELk÷{u[ rðsuíkk íkhefu yLku Šffux økuÍeÞk xÙkuVe {u¤ðuðk {kxuxeykEMkeyuMk xe{u «Úk{ MÚkkLk {u¤ðeLku h{íkðehku yLkuÞwrLkxLkwt økkihð ðÄkhe ykÃku÷ Au. ðku÷eçkku÷{kt Ãký Mku{eVkELk÷{kt su [kh xeMk{ku ykðu÷ íku{kt (1) ¼ðkLkeE÷ufxÙkurLkfMk (h) fÕÃkíkY Ãkkðh xÙkÂLMk{÷Lk ÷e. (3)yu.Mke.yu{.E. (4) xeykEMkeyuMk xuf. yk xe{ku Mku{eVkELk÷ ðku÷eçkku÷ xwLkko{uLx{kt ÃknkU[eLku MÃkehex{kt ðÄkhkufÞkuo yLku su{ktÚke çku xe{ku su VkELk÷{kt ÃknkU[e yu Au (1)xeykEMkeyuMk xuf yLku (h) yuMkey{E çktLku VkELk÷ h{eyLku ðku÷eçkku÷ xÙkuVe yLku r¢fux xÙkuVe çktLku xÙkuVeyku {u¤ððk{ktxeykEMkeyu xuf ftÃkLke {uËkLk {khe økE. yk xe{Lku íkÚkkík{k{ xe{Lku økuÍeÞk Ãkheðkh ¾qçk ¾çk yr¼LktËLk Lku ÄLÞËkÃkkXðu Au. íkÚkk su su ÞrLkxkuyu Vufxhe {kr÷fkuyu çktLku h{íkku{kxu f{o[kheykuLku «ufxeMk fhðk yLku h{ðk {kxu «kuíkMkkrníkfÞko yu MkkiLku Ãký yr¼LktËLk Lku ÄLÞðkË ÃkkXðeyu Aeyu.

-{uLkuStøk íktºke, fkþehÃkhk yu{.Mke.

5ûk{k ykÃkðe Mkkhe ðkík Au Ãký ¼q÷e sðwt W¥k{ Au.

ðkrýÂßÞf ðuhk fr{§h©eLke f[uhefkÞËk þk¾k, økwshkík hkßÞ

yu-Ãk, hkßÞ fh ¼ðLk, yk©{ hkuz, y{ËkðkË¢{ktf : økwsfk/ðux-Ãk/16-17/ò. 184/159, íkkhe¾ : 13-10-2016

ònuh ÃkrhÃkºkrð»kÞ : LkkUÄýe «{kýÃkºk{kt MkwÄkhk ðÄkhk çkkçkík

økwshkík hkßÞ {qÕÞ ðŠÄík ðuhk yrÄrLkÞ{, 2003 Lke f÷{-26 Lke òuøkðkE {wsçk LkkUÄýe «{kýÃkºk {u¤ÔÞk çkkË ðuÃkkhe îkhkÄtÄkLkk çktÄkhý, Lkk{, MkhLkk{k, çkuLf ¾kíkk, ðÄkhkLke søÞk, [es ðMíkw rðøkuhu{kt VuhVkh fhðk{kt ykðu Au. yk VuhVkhkuLku æÞkLku ÷E sYhsýkÞ íÞkt ðuÃkkheLku ykÃkðk{kt ykðu÷ LkkUÄýe «{kýÃkºk{kt Ãký MkwÄkhk ðÄkhk fhðkLkk ÚkkÞ Au. ykðk MkwÄkhk-ðÄkhkLkk Mk{ÚkoLk{kt MkwÄkhkðÄkhkLke yhS MkkÚku sYhe Ãkwhkðkyku ykÃkðkLkk hnu Au. nk÷ MkwÄkhk-ðÄkhk {kxuLke yhSyku {uLÞwy÷ íku{s ykuLk÷kELk ÷uðk{kt ykðu Au.

MkwÄkhk-ðÄkhkLke yk fk{økehe ÍzÃkÚke yLku Mkh¤íkkÚke ÚkE þfu íku {kxu MkwÄkhk-ðÄkhkLke yhSyku íku{s íkuLke MkkÚkuLkk Ãkwhkðkyku ÃkýykuLk÷kELk ÷uðkLkwt rLkÞík fhðk{kt ykðu Au. ðÄw{kt MkwÄkhk-ðÄkhkLkk Mk{ÚkoLk{kt hsw fhðkLkk Úkíkkt Ãkwhkðkyku çkkçkíku yufMkwºkíkk s¤ðkÞ íku {kxuykðk Ãkwhkðkyku Lke[u {wsçk Lk¬e fhðk{kt ykðu Au.¢{ MkwÄkhkLkku «fkh sYhe Ãkwhkðkyku1 çktÄkhý{kt VuhVkh • ÃkkLk fkzo

• ¼køkeËkhe ËMíkkðus• ¼køkeËkhe Awxe ÚkÞkLkku ËMíkkðus• ¼køkeËkhkuLkk MkhLkk{k, yku¤¾Lkk Ãkwhkðkyku• hSMxÙkh ykuV ftÃkLkeÍLkwt MkŠxrVfux• ftÃkLkeLkwt ykŠxf÷ ykuV yuMkkuMkeyuþLk yLku {u{kuhuLz{ ykuV

yuMkkuMkeyuþLk• çkuLf yufkWLxLke rðøkík

2 MkhLkk{k{kt VuhVkh • r{ÕfíkLkk Ãkwhkðk Ëk.ík. xufMk çke÷, ÷kEx çke÷• ¼kzk fhkh• ELzuûk-h Lke Lkf÷• økw{kMíkk ÄkhkLkwt MkŠxrVfux

3 Lkk{{kt VuhVkh • hSMxÙkh ykuV ftÃkLkesLkwt MkŠxrVfux• ¼køkeËkhe ËMíkkðusLke Lkf÷• økw{kMíkk ÄkhkLkwt MkŠxrVfux• ÃkkLk fkzo

4 ÄtÄkLke ðÄkhkLke søÞk/ÄtÄkLkwt ðÄkhkLkwt MÚk¤ • rLkÞ{ Lk{wLkku-101 (f) (¾)• r{ÕfíkLkk Ãkwhkðk Ëk.ík. xufMk çke÷, ÷kEx çke÷• ¼kzk fhkh• ELzuûk-h Lke Lkf÷• økw{kMíkk ÄkhkLkwt MkŠxrVfux

5 ÄtÄkLkk «fkh/ [esðMíkw (fku{kuzexe){kt VuhVkh • hSMxÙkh ykuV ftÃkLkesLkwt MkŠxrVfux6 çkuLf ¾kíkk{kt VuhVkhþ • rLkÞík Lk{wLkku Vku{o-107 {kt yufhkh7 ÄtÄkLkk {uLkush yÚkðk yrÄf]ík ÔÞÂõík{kt VuhVkh • rLkÞík Lk{wLkku Vku{o-106 {wsçk yufhkh

• rLkÞík Vku{o -101(øk)8 ¢{ 1 Úke 7 rMkðkÞLkk MkwÄkhk-ðÄkhk • MkwÄkhk-ðÄkhkLku ykLkw»kktrøkf Ãkwhkðk

Mkne/-(Ãke. ze. ðk½u÷k)

ðkrýÂßÞf ðuhk fr{þLkh,økwshkík hkßÞ, y{ËðkðkË

(ykh. çke. {tfkuze)MktÞwõík ðkrýÂßÞf ðuhk fr{þLkh (fkÞËk)

økwshkík hkßÞ, y{ËkðkË

6

ðkrýÂßÞf ðuhk fr{§h©eLke f[uhefkÞËk þk¾k, økwshkík hkßÞ

yu-Ãk, hkßÞ fh ¼ðLk, yk©{ hkuz, y{ËkðkË¢{ktf : økwsfk/ðux-15/16-17/ò. 188/163, íkkhe¾ : 21-11-2016

ònuh ÃkrhÃkºk

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7

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8

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9

Is your sales team performing far belowpotential?

Mine was. In my first sales manager’s joblal’most 20 years ago, I inherited a 10-personsales team that was ranked dead last our of 64offices. Our only producer was an 18-yearveteran with the company. Nope of the other ninesalespeople had more than one year of salesexperience. Obviously, they/we wereperforming far below standards. The attitude inthe office was pitiful.

I heard a lot of excuses for poor performancelike “lousy territory,” and “our prices are too high.”But what salespeople really lacked was successrole model.

Eighteen months later the office had movedup to number five, having posted the biggestincrease in sales of any office in the company.Perhaps a few of the strategies I used will helpyou improve the performance of your sales team.

•STEP ONE: DO NOTHING

When you first arrive on the scene of a salesoffice in diastase, don’t do anything. Take the timeto understand your organization’s situation,gather information about the people involved,and...

*STEP TWO: ANALYZE YOURPROBLEMS (S)

My main problem was my salespeople didn’tbelieve in themselves. They hadn’t yetexperienced success, and there was no rolemodel, a salesperson of whom others could say,“there’s somebody like me who’s successful.”

You may be thinking, “Hey, isn’t it may roleas a sales manager to set a leadership example?”And, of course, the answer is “yes.” But theexample you set for your people is not enough,because many salespeople emulate the actionsof their “follow the leader,” you’ve got to askyourself which salespeople do your less

experienced salespeople look up to? And, whatkind of example are these “leaders” setting?

You can get peak performance out of averageproducers if you can get average producers toemulate the success habits demonstrated by aleading salesperson. Clearly, I needed to find aleader. Fast.

- STEP THREE: FIND YOUR SUCCESSROLE MODEL

In sports, when a player assumes aleadership role on a team, it’s called “steppingup.” Hopefully, you already have a few playerscapable of stepping up. If so, talk to them. Helpthem see the importance of their successexample, and ask them to share more of theirknowledge and exper ience wi th lessexperienced salespeople.

Unfortunat ely, I had to recruit a newsalesperson to be my success model becausenobody else on my team was capable ofleadership. I knew that my nest hire could playan important role in reversing the downwardperformance tend.

I had my new leader when I hired Bill Zeeb.I told Bill, “if you stick with me, do exactly as Iteach you to do, you will succeed.” Bill knew thatI was counting on him, and he didn’t let met down.l»his four the month, he produced 200 percent ofquota.

Overnight, the attitude in the office changed,from one of making excuses for poor performanceto “What’s that Bill Zeep doing?” Bill’sperformance forced others-to take a hard look inthe mirror. That’s the day when they finally acceptedresponsibility for their own poor performance.

* STEP FOUR: DON’T TOLERATEMEDIOCRE SALES PERFORMANCE

Far too often, poorly performing salespeopleare allowed to continue their lackluster ways. Amanager may not want to face the hassle ofrecruiting a replacement, or may want to avoid

Management Tips

Developing Your Employes - A Win-win Situation

yksLkku ÃkwY»kkÚko ykðíke fk÷Lkwt ¼køÞ Au.

10

confrontation. This is a big mistake.

A successful sales manager doesn’t tie theship to a poor performer’s anchor. Instead,successful managers take a “hands-on” role byproviding the coaching an training the poorperformer needs to improve.

Your objective is to bring those that arelagging behind to “the intersection of choice”By that, I mean poor performers must make adecision themselves to either a) recommitthemselves to perform the necessary hehaviosand activities, or b) leave the companyimmediately.

As my manager once told me, “There’sonly one thing worse than somebody who quiteand leaves and that’s somebody who quits andstays.”

The key question is this; If you knew thenwhat you know now, is there anybody onyour’team you would not have hired? If so, get“hands-on” and escort that individual to his orher intersection of choice.

* STEP FIVE : INSTALL PERFORMANCESTANDARDS

You’ve got to communicate yourexpectations. So raise the BAR on everybodywith standards that consist of Behavior, Activityand Results.

A behavior standard for example, could beto arrive in the office every morning before 8a.m.. An activity standard could be to make aminimum of 25 telephone prospecting callsevery day. A result standard could be that a salesrep with seven to nine months sales experiencemust sell a minimum of $50,000 per month.

On results standards I recomment you settwo standards. One, a lower “keep your job”standard. Salespeople who fall below theminimum standard for a three-month period areplaced on probation. If sales don’t pick uponthe next quarter that person must be “de-hired.”Another standard performance is, of course, ahigher sales quota.

* STEP SIX : DE-HIRE THOSE BELOWMINIMUM STANDARDS

Your salespeople will be wonderment. “Doyou really mean it?” The first person you denirewill send a loud and clear message-performancestandards will be enforced. If you don’t enforcethem, your standards are meaningless.

* STEP SEVEN : COACH, COACH ANDCOACH SOME MORE

Don’t be a “desk jockey.” Get out and workwith your salespeople. If s the only way to growyour people and your business.

* STEP EIGHT : CULTIVATE A BETTER“QUALITY OF LIFE”

Have more fun. We instituted a series ofcontests that got everybody focused on a teamgoal. For example, if we hit our office goal,salespeople who achieved their individualstandards earned a round of golf with the others.

Then there were sales blitzes, whereeveryone would pair up and make a bunch of coldcalls. The salespeople who received the resultingleads had to repay the group with a comedic skit.Some of these skits were really creative!

* STEP NINE : NOW WHAT EACHSALESPERSON WANTS

Every person has his or her own personalmotivators. Your job is to find out what they areand help the salesperson toward achievement.

Sit down with each salesperson one on one.Try to learn something about each of them: whatare their goals with your company and beyond?What is their past like? How can you help thembe, have and do more?

For example, one of my salespeople wantedto buy a house, while another wanted to play thetop 10 golf courses in the world. Two very differentgoals, but both could be achieved faster by thesalesperson exceeding quota.

The results we experienced from all thesesteps: average sales per salesperson doubled, andturnover reduced by 45 percent.(TW)

Good selling! (CPW)

MðkÚkoÚke fhkÞ íku r¢Þk, rLk:MðkÚkoÚke fhkÞ íku Mkuðk.

11

Rapidly growing robot-making companyUniversal Robots is eyeing the evolvingmanufacturing practices across industries includingautomotive. With a focus on increasing productivityand efficiencies on the assembly lines inmanufacturing plants that operate 24x7, the compnaylooks to bank upon die next-generation environmentof robots and workers working together. UniversalRobots, which was officially founded in 2005 (seecompany history panel alongside), works towardsmaking robotic technologies accessible to small andmeaium enterprises (SMEs). It is also the first moverin the small robot space.

Explaining the concept to Autocar Professional,Daniel Friis, CCO, Universal Robots, said:’Our robotsare for small and medium businesses and not for largeplants with heavy machinery. Conventionally, whenyou talk robotics, you talk about the automotiveindustry and large and heavy, complex robotic arms.Of course, our business is going in that directionbecause thafs where they use the robotics, and theycan add another dimension to their activities with ourproducts (small robots). We foresee that roughly one-third of our business in going into the automotive sectorincluding the suppliers around mis industry.” “We donot promote replacing employees with industrialrobots. What our products do is very different to thatnotion. Our robots can be used as tools that can workcollaboratively with the manpower in the small andmedium enterprises. They are easy to use and easy toprog ram. One of the biggest advantages is that thereis no need for safety measures around these smallrobots, unlike the large ones. So it’s essentially a robotthat works alongside a human to add flexibility andproductivity. These robots can also be easilytransferred from one job to the other as they are small.”“It is a huge opportunity for small businesses to changethe way they work and get more efficiency out of theirproduction. These products can take up boring,laborious tasks while the manpower can move to morecomplicated and crucialjobs.’ Frfis added, throwinglight onthe collaborative nature of robots with lightpayload.

WHATANMITCOBOTSTUDY REVEALED

According to Pradeep David, generalmanager, India operations, Universal Robots, in ahuman-machine study conducted by MIT researchersat a BMW factory, it was shown that teams made of

humans and robots collaborating efficiently can bearound 85 percent more productive than teams madeof either humans or robots alone. Also, the cooperativeprocess reduced human idle time by virtue of its pace-setting ability.

“That’s how the manufacturing of the nextgeneration will look like. We are talking aboutcollaborative robots, which we call co-bots. These aredesigned ground-up to be extremely light. We can putit on our shoulder and can carry a 5kg payload unit fordifferent jobs. You can plug it into the wall and have itwork like just another consumer appliance. Unliketraditional robots, these don’t kill you. The newparadigm is to have a worker and a co-bot Work hand-in-hand,”he said.

On the operational side within an automotiveplant, while large conventional robots are deployed withheavy applications which are not suitable for manualwork such as moving chassis units or hot forged partsor welding and painting applications, small robots canbe used for lighter, easier jobs including screwing thenut-bolts, gluing, polishing and other tasks. The seniorcompany officials see high potellTial for their productsin the auto ancillary space.

An interesting example here is Lear Corporation,which has optimised just-in-time assembly^tyintroducing the small robotic ftpplications fromUniversal Robots on its production line. The small, UR5unit works within the space constraints and helps thecompany prevent crucial errors.

“The robotic arm is responsible for screwingtogether automotive seat and rest frames with an end-of-arm screwdriver, completing around 8,500 drillingactions every day. The seajg are,£quipped-with atransponder containing individual identification data.As soon as the seat arrives underneath the robot, thetransponder is read and the robot tightens several screwson both sides of the seat. If screws are missing on aseat, the robot picks this product out and issues awarning signal, thus preventing faulty seats fromcontinuing on the conveyor belt. The result is anincrease in both production speed and productreliability,” quotes an official source.

RAPID REGIONAL GROWTH

The company, which first entered the Asianmarket by establishing a local office in China in 2011,now has a global footprint across all major markets. It

Trends

Universal Robots bullish on prospects with SMEs in India

fh ¼÷k, nkuøkk ¼÷k.

12

is looking to open up nine new offices this year.

“We have done business in India for the pasttwo-and-a-half years. But since we have grown realrapidly, we decided to set up a local office here. Butthis isn’t the case only for India.

We are setting up around nine new officesaround the globe, a lot of them in Asia. We have onein Shanghai, we will add one in Shenzhen (China),one in Korea, Japan, Taiwan each and one inBangalore,” Friis told Autocar Professional.

The company aims to set up branch officesrecruiting people for technical support, sales andmarketing profiles to further support the network oflocal partners to boost its regional business units.

“So I need Pradeep to tell me that the way wedo business in India is different than the way we dothe same in, say, Germany, US,

China and other markets. So we will adjustaccordingly for maximum impact in the local market.Our model is 100 percent indirect. We will have anoffice in India, which is going to support the partnernetwork that we are about to build up,” stated Friis.

In June 2016, the company partnered withChennai-based specialist distributor of robotics,automation and material handling solutions, AlstrutIndia.

“This partnership is in line with UniversalRobots’ plans to scale up their business and expandtheir network in India. As they are customer facingand have direct access to the SME manufacturers andalso a better understanding of customer requirements,they can facilitate co-bots as tools to manufacturingfacility or factory units,” quotes a company release.With that, Universal Robots India’s local partnernetwork included 10 distributors.

The company management is now looking toactively facilitate manufacturing activities acrossindustries in India aligning its vision with thegovernment’s Make-in-lndia initiative.

How universal Robots Was Born

IN 2003, UNIVERSAL ROBOTS’ threefounders, Esben Ostergaard, Kasper StOy and KristianKassow, met at the University of Southern Denmarkin Odense. Together, they came up with the idea ofcreating alight robot that is easy to install and program.They saw that heavy, expensive and unwieldy robotsdominated robotics and that there was a market for amore user-friendly option.

Universal Robots was officially founded in2005, with the goal of making robot technologyaccessible to small and medium-sized enterprises. Theestablishment of the company was made possible byan investment by Syddansk Innovation.

In 2008, the Danish State Investment Fund wasconvinced of Universal Robots’ potential and joinedthe management team and Syddansk Innovation ininvesting in the company. In 2009, the first robotic armswere sold by distributors in Denmark and Germany.Universal Robots’ first product was the UR5, a six-jointed articulated arm robot that weighs 18kg, has alifting capacity of up to 5kg and a working radius of85cm.

In 2010, Universal Robots expanded its businessto cover European markets entirely. In 2011, thecompany entered theAsian market and set up a localoffice in China. UR5 was Universal Robots’ first co-bot. In 2012, the company launched UR10, which hasa lifting ability of 10kg and a reach of 130cm. Thecompany also established an American subsidiary,based in New York. By this time, it had installed around1,600 UR robots worldwide. In 2013, Universal Robotsformed a new subsidiary in Shanghai, and also set up adistributor network in South America and Oceania.

In 2014, company expanded its production plantto 12,000 square metres. The third generation of thelightweight robot arms - UR5 and UR10 - wereintroduced at Automatica in Munich, Germany. Thecompany also established a subsidiary in Barcelona,Spain. By this time, it installed more than 3,500 URrobots worldwide. In 2015, the company was acquiredby Teradyne, a leading supplier of automated testequipment, for US$ 285 million (Rs 1,800 crore). Anew subsidiary was opened in Singapore to cover theAsia-Pacific region. It then went on to launch the UR3,the world’s most flexible, lightweight table-top robotwith a payload of 3kg. The URS’s applications spanmanufacturing industries from medical devices tocircuit boards and electronic components. Thecompany, which currently employs 3,800 peopleworldwide, continues operations under the samemanagement while its headquarters, R&D, andproduction facilities remain in Denmark. UniversalRobots has three-model co-bot range which includesthe UR3.UR5 and UR 10, which are built for respectivepayloads of 3kg, 5kg and 10kg.

The company’s unit in India is headquartered inBangalore and has a fully equipped and robust localtechnical support team to facilitate adequate trainingsessions and create awareness about co-bot technology.

ykþk yu òøk]ík {kLkðLkwt MðÃLk Au.

13

Organovo, a company focused on deliveringscientific and medical breakthroughs using 3Dbioprinting technology, has announced its plan todevelop 3D bioprinted human liver tissue for directtransplantation to patients.

Organovo is announcing its program to develop3D bioprinted human liver tissue based on theachievement of strong results in preclinical studiesthat used animal models. These demonstratedengraftment, vascularisation and sustainedfunctionality of bioprinted liver tissue, includingstable detection of liver-specific proteins andmetabolic enzymes. The company expects to pursuethis opportunity with a formal preclinicaldevelopment program.

For patients in need of a liver transplant, novrobust alternatives exist today. Approximately17,000 patients are on the U.S. liver transplantwaiting list, but only 6,000 liver transplants areperformed each year.

Organovo plans to develop clinical solutionsin two initial areas. First, acute-on-chronic liverfailure (ACLF) is a recognised and distinct orphandisease entity encompassing an acute -deterioration of liver function in patients with liver“ disease, which affects 150,000 patients annually, in the United States. Second, paediatric metabolicliver diseases are another orphan disease indicationwhere a bioprinted liver tissue patch may showtherapeutic benefits.

The total addressable market opportunity forthese initial indication areas exceeds $3 billion.Assuming development progresses according to itsplan, Organovo intends to submit an InvestigationalNew Drug application to the U.S. Food and DrugAdministration (FDA) for its therapeutic liver tissuein three to five years. Organovo will seekbreakthrough therapy designation, clinicaldevelopment outside the United States, and otheropportunities to help accelerate time to market. Thecompany will also present more detailed preclinicalresults at upcoming scientific conferences.

“We’re excited to introduce an implantableextremely promising,” said Keith Murphy, CEO ofOrganovo. “The scientific and commercial progress

Health & CarePlan to develop 3D bioprinted human liver tissue for direst transplantation to patients

we have already made with ExVive Human LiverTissue in drug toxicity testing has given us a firmfoundation upon which to build a larger tissue fortransplant. Advancing our first therapeutic tissue intopreclinical development is an important milestonefor Organovo, and it speaks to the power of ourtechnology platform in addressing multipleapplications, including preclinical safety, diseasemodelling and tissue replacement products forsurgical implantation. We believe that 3D bioprintedtissues have an opportunity to provide options forpatients who suffer from liver disorders.”

“Organovo’s approach is designed to overcomemany challenges that cell therapies and conventionaltissue engineering have struggled to address - includinglimited engraftment and significant migration of cellsaway from the liver,” said E^’c Michael David, M.D.,J.D., chief strategy officer and executive vice presidentof preclinical development. “In our preclinicalstudies, we deliver a patch of functional tissuedirectly to the liver, which integrates well, remainson the liver and maintains functionality. We believeour tissues have the potential to extend the lives ofpatients on liver transplant lists, or those who do notquality for transplants due to other factors.”

“Supply issues are a constant and growingchallenge in transplant medicine and liver has thesecond highest transplant need among all organs,”commented David A. Gerber, M.D., FACS, Professorof Surgery and Chief of Transplant Surgery, UNCSchool of Medicine. “New solutions in development,such as 3D bioprinted human tissues, have thepotential to create tissues that could augment andextend organ function to give more time to thosepatients on transplant waiting lists. Moreover, we arecontinuing to push the boundaries and understand howto scale 3D bioprinting and tissue engineering to developlarger tissues.”

“There are many conditions in areas such asliver, kidney, gastrointestinal, vascular, and lungdiabase where supplying a tissue patch may becurative, or bridge a p.atient a few more yearsbpfore_they need a transplant,’ said Dr. John Geibel,at Yale University. “The promise of 3D bioprintinghuman tissues to address these unmet needs issignificant.”

{kíkkLke økkuË rðïLke MkkiÚke {kuxe ÞwrLkðŠMkxe Au.

14

ykÃkýe ykswçkkswLkkt yLkuf MkV¤ WãkuøkMkknrMkfkuLkkrðþu yðLkðe ðkíkku òýðk {¤u Au fu, ‘íku{Lkwt Lkþeçk MkkYt níkwtyux÷u MkV¤ ÚkÞkt’ ‘V÷kýkt-ZªfýktLke {ËË {¤e yux÷u MkV¤ÚkÞk’ ‘¾wçk s nkuþeÞkh Au yux÷u MkV¤ ÚkÞku’ ykðe ÷ktçke-÷ktçke [[koyku [kÕÞkt fhíke nkuÞ Au. Ãkhtíkw sÞkhu MkV¤WãkuøkMkknrMkfLkwt ÔÞÂõíkíð íkÃkkMkðk{kt ykÃkýu ¾wçk s xwtfe ÿrüðkÃkheyu Aeyu. nfefík{kt íkuyku{kt MkkiÚke {kuxe yLku {níðLkeþÂõík ‘«ÞíLk fhðkLke’ nkuÞ Au.

yk{ òuEyu íkku fkuEÃký WãkuøkMkknrMkf{kt yLkufþÂõíkykuLkku ¼tzkh Ãkzu÷ nkuÞ Au, Ãkhtíkw sYh nkuÞ Au íku{Lkuyku¤¾eLku ÞkuøÞ Ëeþk{kt ÷E sðkLke. suykuyu ÃkkuíkkLke þÂõíkLkuÃkkh¾eLku «ÞíLkku þY fhu÷ Au íkuyku fÞkhuÞ Ãký rLk»V¤ ÚkÞktLkÚke.

Mkk{kLÞ WãkuøkÃkrík yLku MkV¤Wãkuøk MkknrMkfLkeþÂõíkyku{kt ½ýku íkVkðík Mk{kÞu÷ku Au. Mkk{kLÞ WãkuøkÃkríkLkeþÂõíkyku nt{uþk Lkfkhkí{f ð÷ý yLku rð[khkuLkkt ð{¤{kt sÃkqhe ÚkE òÞ Au. sÞkhu MkV¤ Wãkuøk MkknrMkf þÂõíkykuLkuÃkkh¾íkku òÞ Au. Lkðe Lkðe þÂõíkykuLku Ãkkh¾íkku òÞ Au. LkðeLkðe þÂõík rðfMkkðíkkuÃký òÞ Au.

nðu ykÃkýu MkV¤ Wãkuøk MkknrMkf{kt su {níðLkeþÂõíkyku hnu÷e Au yÚkðk rðfMkkððkLke Au. íku{Lkkt rðþuxqtfký{kt [[ko fheyu.

(1) íkf Ãkkh¾ðe.

WãkuøkMkknrMkf su Wãkuøk{kt nkuÞ Au. yÚkðk sðkt {ktøkíkknkuÞ íku WãkuøkLkk [Zkð-Wíkkh, ¼qíkfk¤, ¼rð»Þ yLku ðíko{kLkLku Ãkkhð¾kLke ¾qçks Mk[kux árü Mk{kÞu÷e nkuÞ Au. ½ýe ð¾íkðíko{kLk «kuzfx{kt LkSðkt MkwÄkhkÚke íkf W¼e fheLku ½ýktMkknrMkfku MkV¤ ÚkÞkt Au. MkV¤ WãkuøkMkknrMkf íkf Ãkkh¾wt íkku¾hku s Ãký íkfkuLkwt rðþk¤ MksoLk fhLkkhkt Ãký nkuÞ Au.

(h) nfkhkí{f ð÷ý

MkV¤ Wãkuøk MkknrMkfu nt{uþk fkuEÃký ÃkrhÂMÚkrík furð[kh «íÞu nfkhkí{f ð÷ýÚke s rð[khðwt òuEyu. yLku íkuðwts ð÷ý Ëk¾ððwt òuEyu. Ãkhtíkw ½ýkt ¾hkt WãkuøkMkknrMkfkuLkfkhkí{f yr¼øk{ suðk fu, {tËe Au. yk ÄtÄk{kt fktE LkÚkehÌkwt. [kÕÞk fhu Au. íku{kt s {kuxkt ¼køkLkku Mk{Þ ÃkMkkh fheLkk¾u Au. fkuE Lk¬h rËþk Lk¬e fhe þfíkkt LkÚke. yLÞkuLkefqÚk÷e{kt yLku Ëeðk Mð¡{kt s ¼rð»ÞLkkt ytÄfkhLkwt MksoLk fheLkk¾íkkt nkuÞ Au. {kxu r{ºkku, òu ¾hu¾h Wãkuøk{kt fu fkuEÃký

3. MkV¤ WãkuøkMkknrMkfLke rðrþü þÂõíkyku.ûkuºk{kt MkV¤ Úkðwt s nkuÞ íkku nfkhkí{f árüÚke s rð[khðwtòuEyu, SðLk{kt yLku fkÞo ÃkØrík{kt VuhVkhLku yðfkþ ykÃkðkuòuEyu.

(3) Ãknu÷ ð]r¥k

nt{uþk ÞkË hk¾ku fu MkV¤íkk {kxu MkkiÚke yøkíÞLke þÂõíknkuÞ íkku íku Au, fkuEÃký «kuzfx fu fkÞo ÃkØrík{kt Ãknu÷ fhðe.½ýkt r{ºkku yk þÂõíkLku MkknMkð]r¥kÚke yku¤¾u Au. nfefík{ktÃknu÷ ð]r¥k, MkknMkð]r¥kÚke ftEf rðrþü þÂõík Au. yk þÂõíkLkuÃkkA¤Úke çk¤ ykÃkLkkh þÂõík Au. Lkuík]íð þÂõík.

(4) økýíkhe ÃkqðofLkwt òu¾{ WXkðLkkh

yk þÂõík yuðe Au fu su{kt WãkuøkMkknrMkfLku rðrùíkð¤íkhÚke Mktíkku»k Úkíkku LkÚke. yLku MkèkfeÞ MkknMkÚke Ëwh hnu Au.{kxu s fnuðkÞ Au. MkV¤ Wãkuøk MkknrMkf fkuEÃký MkknMkLkeMkkÚku økýíkhe ÃkqðofLkwt òu¾{ WXkðu Au. su{kt íkuLkku ÏÞk÷ nkuÞ Aufu fux÷kt hkufkýÚke fux÷wt ð¤íkh {¤þu. Ãký ½ýkt ¾hk MkknrMkfkuyktĤwfeÞwt MkknMk yuðwt fhu Au fu çkeòu f{kÞku nwt hne økÞku nwt Ãkýíku{ fheLku f{kE òð ÃkAe Ãkheýk{Úke çkÄkt ðkfuV Au.

(Ãk) ykþkðkËe ð÷ý

ð÷ý Wãkuøk MkknrMkf ¼qíkfk¤{kt yLkw¼ðku fu ¼rð»ÞLkkt¼Þ{kt LkÚke Sðíkku fu rLkhkþ Úkíkku LkÚke, Ãkhtíkw íkuyku ðíko{kLkLkkt«§kuLkkt rLkhkfhý yLku ¼rð»ÞLkwt ykÞkusLk fu fkÞo fu{ Ãkkh Ãkkzðwt,íkuLkk {kxu Mkíkík ykþkðkËe ð÷ý yÃkLkkðíkkt nkuÞ Au. íkuyku{ktyuf rMkØe {kxuLke yÃkuûkk yLku íkuLku nktMk÷ fhðkLkkt rðfÕÃkku{ktMkkhkt rðfÕÃk Ãkh ykøk¤ ðÄðkLke ÄøkMk nkuÞ Au.

(6) {krníke yufºkefhý

yksLkkt WãkuøkMkknrMkf nt{uþk ÃkkuíkkLkkt ûkuºkLke íkku ¾hes Ãkhtíkw ÃkkuíkkLkkt ûkuºk WÃkhktík hksfeÞ, Mkk{krsf, ðirïf, ykŠÚkfrð. {krníkeLkku ¼tzkh nkuðku òuEyu. íkuLku nt{uþk {krníke {u¤ððk{kxu rÃkÃkkMkwt Úkðwt òuEyu. su ftE {krníke/yr¼«kÞ {u¤ðeyuíkuLku ÔÞkÃkf rð[khþhýeÚke {w÷ðe ÔÞðnkY ð÷ý yÃkLkkðe,Mk{MÞkyku n÷ fhe, ¼rð»ÞLke íkfkuLkwt MksoLk fhðwt òuEyu. Ëhuf{krníke fu ½xLkkLkwt íkfo, çkwrØ, rð[kh yLku árüfkuýÚke Ãk]ÚÚkfhýfhe ykøk¤ ðÄðwt òuEyu.

(7) ÷ezhþeÃk

MkV¤ WãkuøkMkknrMkf ÃkkuíkkLkkt yuf{Lkwt Mkûk{ Lkuík]íð ÃkwYÃkkzLkkh nkuðk òuEyu. íku Ëhuf ÔÞÂõík fu ÔÞÂõíkLkkt Mk{wnLkwt

{Lk Ãkh {kLkðeLkku fkçkq yux÷u rðfkMk, {kLkðe Ãkh {LkLkku fkçkq yux÷u rðLkkþ.

15

þÂõíkyku {wsçk rLkhûký fhe fkÞkuoLke MkkUÃkýe fhu Au. yLkuyLÞkuLku fkÞkuo fhðk yr¼«uheík fhu Au MkV¤ ÷ezhku nt{uþk ËhuffkÞkuo Ãkkuíku fhíkkt LkÚke, yLÞ ÃkkMku fhkðu Au. ÷ezhþeÃk rðfMkkððk{kxu Mkki «Úk{ íkku «¼kðþk¤e ÔÞÂõík yLku íkfo Mktøkík Mk{ÞçkØykÞkusLk þõíke rðfMkkððe sYhe çkLku Au. yksLkkt Mk{Þ{kt íkuøk]ÃkLku ÷ûk{kt ÷eÄkt rMkðkÞ xe{ðfo Úke fk{ fhðk{kt yLkufhkððk{kt fwþ¤íkkt Ähkðíkku nkuðku òuEyu.

(8) MktMkkÄLkkuLkku {n¥k{ WÃkÞkuøk fhLkkh

WãkuøkLku MkV¤íkk Ãkqðof [÷kððk {kxu ykð~Þf çkLkíkktsYhe MktMkkÄLkku suðk fu Lkkýkt, fk[ku{k÷, {þeLkhe, {kýMkku,søÞk, xufLkku÷kuS, rð.Lkwt ÞkuøÞ yufºkefhý fhe íkuLkku {n¥k{WÃkÞkuøk fhLkkh nkuÞ Au. hkusçkhkusLke fk{økehe {kxu sYheMktMkkÄLkkuLkku òu {n¥k{ WÃkÞkuøk Lk ÚkkÞ, íkuLke ûk{íkk {wsçkfk{økehe Lk ÚkkÞ íkku rMkr{ík fkÞo fhðkÚke ½ýwt çkÄwt LkwfþkLkMknLk fhðwt Ãkzu Au. yLku hkufký Vk÷íkwt hkufký Úkíkwt òÞ Au.yuf{Lke ytËh íkku Xef Ãkhtíkw çkkÌk MktþkuÄLkku suðk fu, {kfuoxªøkLkuxðfoLkkt zeMxÙeçÞwxMko, ze÷Mko, yusLxLke þÂõíkyku yktfe íku{LkkuÃký {n¥k{ WÃkÞkuøk fhu Au. yLku MkV¤íkk nktMk÷ fhu Au.

(9) {uLkus{uLx þÂõík

fkuEÃký WãkuøkLke MkV¤íkk fu rLk»V¤íkk íkuLke «kuzfx nkuíkeLkÚke, Ãkhtíkw [÷kðLkkh ÔÞÂõíkLke Mkt[k÷Lk þÂõík sðkçkËkh nkuÞAu. Mkt[k÷Lk þÂõík{kt {wÏÞíðu ykðf yLku òðf Ãkh ¼kh ykÃkuAu. ðÄw Ãkzíkkt ¾[o fu Ëu¾k Ëu¾eÚke Úkíkkt LkwfþkLkÚke ðkfuV nkuÞAu. {uLkus{uLx{kt íku{Lku hkusçkhkus ½ýe Mk{MÞkyku yLku «§kuLkkuMkk{Lkku fhðku Ãkzíkku nkuÞ Au. Ãkhtíkw íku{ktÚke íku fwLkunÃkqðof hMíkkufkZe yuf{Lku MkV¤íkk íkhV Ëkuhe òÞ Au. yLku Mk{økú «ð]r¥k Ãkhytfwþ ò¤ðu Au. ÞkË hk¾ku fu sux÷ku ftxÙku÷ fhe þfku íkux÷ku srðMíkkh fhðku, økòçknkhLkwt rðMíkhý ½ýe ð¾ík ftxÙku÷ Lk fheþfðkÚke rLk»V¤íkk {¤u Au.

(10) «§ rLkhkfhýLke MkqÍ

Wãkuøk Mkt[k÷Lk ËhBÞkLk hkusçkhkus yLkuf «§ Mkk{uykðíkkt nkuÞ Au. yk{, òuEyu íkku Wãkuøk{kt MkV¤íkkt yux÷u«§kuLkwt ÞkuøÞ rLkhkfhý, {kuxkt ¼køkLkk Wãkuøkfkhku hkusçkhkusLkkt«§ku suðk fu «kuzfþLk, {uELkxuLMk, Ã÷kLkªøk, {kfuoxªøk,VkELkkLMk, fkheøkhku, rðøkuhuLkk «§kuLkk ÔÞðnkY Wfu÷ ÷kððkLkesøÞkyu Ãkzíkh «§kuLkkt Zøk÷kt W¼k fhu Au. yu Zøk÷ku MkV¤íkkLkeykz ¾e÷e YÃk òÞ Au. su{ktÚke yLkuf «§ku W¼k ÚkkÞ Au. yk«§ò¤{kt økwtøkýk{ý yLkw¼ðkÞ Au. Lkehkþk ykðu Au. hMkyLku Y[e ykuAkt ÚkE òÞ Au. yLÞLkk Ëku»k fkZu Au. Ãkhtíkw «§Lkk

{w¤ MkwÄe sE ÔÞðnkY Wfu÷ ÷kðe íkkífk÷ef y{÷Úke ykøk¤ðÄe MkV¤íkk {u¤ðu÷ Wãkuøk MkknrMkfku s MkV¤ ÚkkÞ Au.

(11) rLkýoÞ þÂõík

MkV¤ WãkuøkMkknrMkfLke rLkýoÞ þÂõík yux÷e íkus nkuÞ Aufu íku nt{uþk ¼rð»Þ{kt ÚkLkkh VkÞËkyku rðþu rð[khÃkqðof rLkýoÞ÷u Au. sÞkhu ½ýkt ¾hk WãkuøkÃkríkyku rLkýoÞþõíke{kt yux÷kLkçk¤kt Ãkwhðkh ÚkkÞ Au fu ÃkkuíkkLkk yn{ yLku y¼e{kLk{kt ¾kuxkrLkýoÞku ÷E yuf{Lku LkwfþkLk ÃknkU[kzíkkt nkuÞ Au. rLkýoÞ þÂõíkLkeçkkçkík{kt ½ýe ð¾ík yrLkýoÞeík hnuíkk ÄtÄkfeÞ íkfku økw{kððkLkkuðkhku ykðu Au.

(12) ykÞkusLk çkØíkk

½ýkt ¾hkt WãkuøkMkknrMkfku fkuEÃký «fkhLkkt Ã÷kLkªøk fuykÞk usLk ðøkh fk{økehe fhíkk t nk uÞ Au sÞkhu MkV¤WãkuøkMkknrMkf yuf MkV¤ Ã÷kLkhLke ¼qr{fk{kt fk{økehe yËkfhíkk nkuÞ Au. íku{k Mk{Þ, þÂõík yLku LkkýktLkwt ykÞkusLk çkØ{n¥k{ WÃkÞkuøk fhe, ykuAk Mk{Þ, ~frík yLku LkkýktLkwt ykÞkusLkçkØ {n¥k{ WÃkÞkuøk fhe, ykuAk Mk{Þ, ykuAe þÂõík fu ykuAkLkkýkt îkhk rMkØe fu{ {u¤ððe íkuLkk íkfo Mktøkík rð[kh îkhk Ã÷kLkªøkfhu Au. ½ýkt Ã÷kLkªøk fhu Au yLku fk{økehe y÷øk árüÚke fhu AusuLkwt Ãkrhýk{ EåAk rðYØ {u¤ðu Au.

(13) Äehs (ÄiÞo)

ÄehsðkLk WãkuøkMkknrMkf Mð¡ LkÚke òuíkkt íku {kºkfÕÃkLkkykuLku ðkMíkrðfíkk{kt Ãkrhýk{ ykÃkðk {kxu Mkíkík«ÞíLkþe÷ hnu Au. ÃkkuíkkLkk æÞuÞLku ð¤øke hnu Au. íku fkuEÃký«ríkfq¤íkkykuLkku Mkk{Lkku fhðk íkiÞkh ÚkE òÞ Au. ½ýeðkh fk{[÷kð rLk»V¤íkkÚke zhíkku LkÚke. Ãkhtíkw MkV¤íkk {kxu hMíkkyku þkuÄeÃkkuíkkLke ûk{íkkt {wsçk ÄiÞo Ãkqðof Ãkøk÷k ÷E ykøk¤ ðÄu Au. yLkuy{wf Mktòuøkku{kt yuf fË{ ÃkkA¤ nxe sE swMMkkÃkqðof VheÚkeykøk¤ ðÄu Au.

(14) Mð MkkÚku nheVkE

MkV¤ WãkuøkMkknrMkf nt{uþkt yLÞLke Ëu¾kËu¾eÚke nheVkEfhíkku s LkÚke, Ãkhtíkw ÃkkuíkkLke òík MkkÚku nheVkE fhe þÂõíkykuLkk†kuík þkuÄíkku òÞ Au, rðfkMk fhíkku òÞ Au. íku yksu Au, íkuLkktfhíkkt ykðíke fk÷u ftEf rðþu»k nþu suLkkt Ãkøk÷kt ÷uðk Mkûk{ çkLkíkkuòÞ Au. íku{kt sYh Ãkzu íku «-rþûký, {ËË, {køkoËþoLk yLku {krníkeyufXe fhe ÃkkuíkkLke ¾k{eyku yLku ¾wçkeykuLkwt rðrþü MðYÃk ykÃkeyuf ykøkðe yku¤¾ W¼e fhu Au.

sYh Ãkzu fku{¤ Úkòu, fXkuh Úkòu, Ãký LkXkuh fËkÃke Lk Úkþku.

16

(15) rMkØe {kxuLke íkk÷kðu÷e

MkV¤ WãkuøkMkknrMkf íkku Mkki «Úk{ ÃkkuíkkLke ûk{íkk {wsçkæÞuÞ (GOAL) Lk¬e fhu Au. {khu þwt òuEyu Au ? {khu þwt fhðwtòuEyu ? {khe ÃkkMku þwt Au ? {khe ÃkkMku þwt LkÚke ? íku ðMíkwykuÚkeðkfuV nkuÞ Au. íkuLkk {wsçk Ã÷kLkªøk fhe ÃkkuíkkLkkt æÞuÞLku Mkíkíkð¤øke hne LkkLkkt-LkkLkkt Ã÷kLkªøk{kt zeMxÙeçÞwx fhe MktÞwõík æÞuÞnktMk÷ fhðk íkíÃkh çkLku Au. íku{kt rLkhkþkLku yðfkþ nkuíkku LkÚke.½ýkt WãkuøkÃkríkyku ÃkkMku æÞuÞ s Lk¬e nkuíkwt LkÚke fu {khu þwt fhðwtòuEyu. ¼rð»ÞLkwt Ã÷kLkªøk nkuíkwt LkÚke, nkuÞ Au íkku {kºk YxeLkfk{økehe.(16) Wå[ økwýð¥kkðk¤wt fkÞo fhLkkh

yksLkkt Mk{Þ{kt ÍzÃke fk{økehe, ykÞkusLk çkØfk{økehe íku{kt Ãký økwýð¥kkÚke fhLkkh s MkV¤ ÚkkÞ Au.rðþkheþwt, òuEþwt, òuEþwt, fu Úkku¼ku yLku hkn swyku{ktyrLkýoÞeík hnuLkkhLku ½ýe ð¾ík rLk»V¤íkkLkku Mkk{Lkku fhðkuÃkzu Au. [k÷þu, [kÕÞkt fhu, ykðwt s nkuÞ íkuðwt {kLkðkLkk çkË÷uyíÞkhu Au íkuLkkt fhíkkt ðÄw MkkY fu{ çkLkkðe þfkÞ fu fu{ ÷kufkuLkufu økúknfkuLku ðÄw Mkkhe ðMíkwt fu Mkuðk ykÃke þfkÞ íkuðwt fkÞo fhðwtòuEyu. MkV¤ Wãkuøk MkknrMkfu nt{uþk økúknfkuLke sYrhÞkíkMk{S, íkuLku MkkiÚke ðÄw Mkkhe ðMíkw fu Mkuðk ykÃkðe íkuðwt Mkíkíkrð[khíkkt hnuðwt òuEyu.(17) ykí{ rðïkMk

ykí{ rðïkMk {ík÷çk ‘¾wË Ãku ¼hkuMkk’ MkV¤ WãkuøkMkknrMkfLkkt ÔÞÂõíkíð{kt fkuE Ãkrhçk¤ fk{ fhíkwt nkuÞ íkku íku Auíku{Lkku Wå[ fûkkLkku ykí{rðïkMk, yLku ÃkkuíkkLke ûk{íkk ykðzík,fkiþÕÞLkku {n¥k{ WÃkÞkuøk fhe MkV¤ ÚkðkLke íkeðú EåAkþÂõík½ýkt WãkuøkMkknrMkfku LkkLke y{Míke MkV¤íkk {¤u íkku yríkþÞykí{rðïkMk Äkhý fhe ÷u Au. íku ykøk¤ síkkt LkwfþkLkfkhfMkkrçkík ÚkkÞ Au. MkV¤íkk {u¤ððe, ò¤ðe hk¾e rðfkMk {kxuykí{rðïkMk Ãkh fkçkw hk¾e rLkýoÞku ÷uðk ¾qçk s yMkhfkhfMkkrçkík ÚkkÞ Au. yLku WãkuøkLkku ¢r{f rðfkMk ÚkkÞ Au.(18) Mk{òðx þÂõík

suLku ykÃkýu fkuBÞwrLkfuþLk Mfe÷ fneyu Aeyu yk yuðeþÂõík Au fu Mkki «Úk{ íkku íku{Lku ËhufLke ðkík Mkkt¼¤ðe òuEyuyLku Mk{sðe òuEyu «§ku, fk{ fhðkLke ÃkØrík, fkÞËkyku,rð. Mk{sðk yLku Mk{òððk ¾qçk s y½hkt Au. Ãkhtíkw yk þÂõíkîkhk íku ykøk¤ ðÄe þfu Au. ¾kMk fheLku {kfuoxªøk ûkuºk{kt íkkuMk{òðx þÂõík nkuÞ íkku s ykÃkýu ykÃkýe ðMíkw Mkkhe Au fuíkuLkkt yLÞ WÃkÞkuøkku, íkVkðík rð. Mk{òðe þfeyu Aeyu,{kfuox{kt MÚkkLk {u¤ðe þfeyu Aeyu. yk þÂõíkLke yuf ¾kMkeÞík

Au fu WãkuøkMkknrMkf ÃkkuíkkLke ¼w÷ku Mðefkhu Au, yLku ¼rð»Þ{kt¼q÷ Lk ÚkkÞ íkuLke fk¤S hk¾u Au.(19) WãkuøkLkku ¢r{f rðfkMk fhLkkh

MkV¤ WãkuøkMkknrMkf nt{uþk LkkLkkt yuf{ktÚke ¢r{f rðfkMkfhe ykøk¤ ykðu Au. íku ÃkkuíkkLke ¼krð ÞkusLkkyku ½zu Au. íkuLkkuMxuÃk çkkÞ MxuÃk y{÷ fhe çkòhLkkt YÃk «{kýu VuhVkh fhíkkuòÞ Au. yk þÂõík{kt {wÏÞ fk{ fhe òÞ Au. íkuLke çkòhÃkkh¾ðkLke þÂõík yLku økúknfLke sYrhÞkík suLkk Ãkh ¢r{f Ãkøk÷kt¼hu Au. Mkk[ku Wãkuøk MkknrMkf fÞkhuÞ Ãký {kuxkt-{kuxkt yktfzk{kth{íkku LkÚke. Ãkhtíkw ðkMíkrðfíkk MkkÚku rðfkMk fhu Au.(20) yLÞLkku ykËh¼kð fhðkLke þÂõík

MkV¤ WãkuøkMkknrMkf nt{uþk Ëhuf ÔÞÂõíkLkku ykËh fhuAu íku LkkLkk{kt LkkLkkt {k6MkLke ðkík Mkkt¼¤u Au. íkuLke ÷køkýeykuËw¼kÞ Lknet íkuðk rLkýoÞku ÷u Au. {kLk-MkL{kLk ykÃke ÃkkuíkuMkL{kLkeík ÚkkÞ Au. fÞkhuÞ Ãký WØíkkEÚke fkuELkku yLkkËh fhíkkuLkÚke. Mkk{uLke ÔÞÂõík{kt þwt þÂõíkyku Au íku òýe íku{Lke þõíkeykuÃkkuíkkLkk MkknMk{kt fÞkt VkÞËkfkhf ÚkE þfu Au. íkuLkku ÏÞk÷ hk¾eÔÞÂõíkLku Mktíkku»kfkhf ðkíkkðhý ÃkwÁt Ãkkze VkÞËkyku {u¤ðu Au.(21) «¼kðþk¤e ÔÞÂõíkíð

MkV¤ Wãkuøk MkknrMkf yuf yLkku¾wt ÔÞÂõíkíð Ähkðu Au.íku{Lke ðkík[eík fhðkLke ykðzík, Mk{qn{kt [[ko fhíke ð¾íkuMkíkík nfkhkí{f [[koykuÚke «¼kð Ãkkzu Au. íku fÞkhuÞ ÃkýMk{wn{kt fu {exªøk{kt ¼ÞLkwt ðkíkkðhý fu Mk¥kkLkku Ãkh¼kð Ãkkzðk«ÞíLk fhíkku LkÚke. ËhufLke MkkÚku Mkw{u¤¼Þko MktçktÄkuÚke ykLktËLkwtðkíkkðhý ¾zwt fhu Au. ynª «¼kð Ãkkzðku yux÷u yLÞLku Lke[kËþkoððk íkuðwt Úkíkwt LkÚke, Ãkhtíkw yLÞLkku ykËh¼kð fk{ fhu Au.yLku íku{Lku ÷køkýeykuÚke Síku Au. yk yuðe þÂõík Au fu LkkLkwtLkwfþkLk {kuxk VkÞËkyku Ãký ykÃke þfu Au.(hh) áZ {Lkkuçk¤

Wãkuøk MkknrMkf{kt yk yuf yuðe þÂõík Au fu íkuLkwt {Lkkuçk¤¾wçk s {sçkwík nkuÞ Au. suðe heíku ÞwØ sLkwLk Úke Síke þfkÞ Auþ†kuÚke Lkne, íkuðe heíku Wãkuøk{kt MkV¤íkk sqMMkkÚke {u¤ðe þfkÞAu, Lknª fu ÃkiMkkLkk òuhu. ÃkkuíkkLkk fkÞoÚke rð[÷eík ÚkÞkt ðøkh sufkÞo nkÚk Ãkh ÷eÄwt nkuÞ íku Ãkqýo fhu Au. ynª ½ýkt ¾hk MkknrMkfkuSÆe ð÷ý Ëk¾ðe ykVíkLku yk{tºký ykÃku Au. íku íkuLke rðYØçkksw Au.

yk WÃkhktík ½ýe çkÄe yktíkhef þÂõíkyku MkV¤ WãkuøkMkknrMkf{kt AwÃkkÞu÷e Ãkzu÷e nkuÞ Au. ynª nwt ykþk hk¾wt fu íkLkuÃký ík{khe þÂõíkykuLku yku¤¾ku yLku MkV¤íkk íkhV ykøk¤ ðÄþkuíkku Mð¡{kt Lknª nkuÞ íkuðe yýÄkhe MkV¤íkk ík{khe ÃkkMku nþu.

çkk¤f{kt Mkðkuoå[ «fkhLke MktðuËLkþe÷íkk «økxkðu íku fu¤ðýe.

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