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2, $# 2$/  /π∂Æ𮥠 ∞µ ªØ¨ /Ø∞≥∞∑∑∞µ¨∫ ∞∫ ª∂ Ø®πµ¨∫∫ ¨µªπ¨∑𨵨ºπ∞®≥ ∑∂ª¨µª∞®≥ ®µ´ ª∂

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™∂µ∫¨µ∫º∫?©º∞≥´∞µÆ ∑π∂™¨∫∫¨∫) 4 ∫∞µÆ ® ∑º©≥∞™?∑π∞Ω®ª¨ ∑®πªµ¨π∫Ø∞∑ ≠𮥠¨æ∂π≤ ªØ¨ ®∑∑π∂®™Ø

π¨∫º≥ª∫∞µªØ¨∫¨ªº∑∂≠®∑π∞Ω®ª¨ª∂ºπ∞∫¥ ¥ ®π≤¨ª∞µÆ®Æ¨µ™¿)



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¨ø∑¨π∞¨µ™¨∫©¨∞ª´¨Ω¨≥∂∑¥ ¨µª∑π∂≠¨∫∫∞∂µ®≥∫Æ∂Ω¨πµ¥ ¨µª∂≠≠∞™∞®≥∫™∂µ™¨πµ¨´æ∞ªØ¨™∂µ∂¥ ∞™

´¨Ω¨≥∂∑¥ ¨µª ∂π ª∂ºπ∞∫¥  ∂≠≠∞™¨π∫ π¨∑π¨∫¨µª®ª∞Ω¨∫ ≠π∂¥  ∑π∞Ω®ª¨ ®∫∫∂™∞®ª∞∂µ∫ ∂π ©º∫∞µ¨∫∫

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®Æ¨µ™¿Ø®∫±º∫ª≠∂π¥ ®≥≥¿π¨Æ∞∫ª¨π¨´®ªªØ¨ª∞¥ ¨∂≠´∂™º¥ ¨µª®ª∞∂µ)

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∑∂ª¨µª∞®≥∫∞´¨µª∞≠∞¨´æ∞≥≥©¨©π∞¨≠≥¿∑π¨∫¨µª¨´)+∞≤¨æ∞∫¨ªØ¨™∂π¨™Ø®≥≥¨µÆ¨∫¨µ™∂ºµª¨π¨´æ∞≥≥

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3ب∑π∂Ω∞µ™¨ ∂≠ - ¨Æπ∂∫ . ™™∞´¨µª®≥ ∞∫∑π∞Ω∞≥¨Æ¨´ ª∂©¨ Æ∞≠ª¨´ æ∞ªØ ∫ªπ∂µÆ µ®ªºπ®≥ ®µ´ ¥ ®µ?

¥ ®´¨ ª∂ºπ∞∫¥  π¨∫∂ºπ™¨∫ ®µ´ ® ≠®∞π≥¿ ™∂¥ ∑¨ª∞ª∞Ω¨ ∞µ≠π®∫ªπº™ªºπ¨ ∞µ ª¨π¥ ∫ ∂≠ ∏º®≥∞ª¿ ®µ´

™®∑®™∞ª¿)!®™∂≥∂´ªØ¨∑π∂Ω∞µ™¨9∫™®∑∞ª®≥™∞ª¿Ø®∫¨∫ª®©≥∞∫ب´∞ª∫¨≥≠®∫®™∂µΩ¨µª∞∂µ™¨µªπ¨∂≠

∫º∑¨π∞∂π ∫ª®µ´®π´ ∂ºª∫∞´¨ ∂≠ ªØ¨ Æ𨮪¨π ¥ ¨ªπ∂∑∂≥∞ª®µ ®π¨® ∂≠ , ®µ∞≥®) - ¨®π≥¿ ®µ¿ ≤∞µ´ ∂≠

¥ ¨¨ª∞µÆ™∂µ≠¨π¨µ™¨∂π¨øØ∞©∞ª∞∂µ¨ø¨™ºª¨´∞µªØ¨/Ø∞≥∞∑∑∞µ¨∫™®µ©¨¥ ®µ®Æ¨´©¿∞ª∫ª∂ºπ∞∫¥ 

≠®™∞≥∞ª∞¨∫)- º¥ ¨π∂º∫¥ ¨¨ª∞µÆπ∂∂¥ ∫®™™∂¥ ¥ ∂´®ª∞∂µ∞µ®≥≥∑π∞™¨?∫¨Æ¥ ¨µª∫¨µª¨πª®∞µ¥ ¨µª®µ´

π¨™π¨®ª∞∂µ≠®™∞≥∞ª∞¨∫∫º™Ø®∫™®∫∞µ∂∫∑®®µ´Æ∂≥≠™∂ºπ∫¨∫®π¨®Ω®∞≥®©≥¨)



ªªπ®™ª∞Ω¨ æØ∞ª¨ ∫®µ´ ©¨®™Ø¨∫ ´∞Ω∞µÆ ∫∞ª¨∫ ®µ´ ¥ ®π∞µ¨ ∫®µ™ªº®π∞¨∫ ®π¨ ªØ¨ ®∫∫¨ª ∂≠ - ¨Æπ∂∫

. ™™∞´¨µª®≥)3Ø®µ≤∫ª∂ªØ¨π∞™Ø¥ ®π∞µ¨π¨∫∂ºπ™¨∫∑π∞Ω®ª¨∞µΩ¨∫ª∂π∫Ø®Ω¨©º∞≥ªπ¨∫∂πª∫®≥∂µÆªØ¨

™∂®∫ª≥∞µ¨), ∂π¨∂Ω¨π®Ω®π¿∞µÆ≥®µ´∫™®∑¨®µ´®π∞™Ø™º≥ªºπ®≥بπ∞ª®Æ¨Ø®Ω¨≥¨´ª∂ªØ¨™π¨®ª∞∂µ

∂≠ ª∂ºπ∞∫¥  ¨∫ª®©≥∞∫Ø¥ ¨µª∫ ®≥≥ ∂Ω¨πªØ¨ ∑π∂Ω∞µ™¨)6 ∞ªØ∞µªØ¨ ≥®∫ª 8/ ¿¨®π∫ ∫∑¨™∞≠∞™®≥≥¿ ¥ ®µ¿

1 See HILZ-WARD GOTTFRIED KORBINIAN May 2005, and BOQUIREN,MARIAN Feb. 2005.

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∫¥ ®≥≥ ®µ´ ¥ ¨´∞º¥ ?∫∞¡¨´ ª∂ºπ∞∫¥ ?π¨≥®ª¨´ ©º∫∞µ¨∫∫¨∫ ∫∑πºµÆ º∑)  Ω®π∞¨ª¿ ∂≠ ª∂ºπ∞∫¥ 

®ªªπ®™ª∞∂µ∫™∂º≥´©¨ª®∑∑¨´∞µª∂æØ∞™Ø®π¨™ºπ𨵪≥¿¥ ®πÆ∞µ®≥≥¿∂πµ∂ª®ª®≥≥º∫¨´)3بπ¨∞∫

∑∂ª¨µª∞®≥ ≠∂π ¨ø®¥ ∑≥¨ ≠∂π ™º≥ªºπ®≥ ∫∞Æت∫¨¨∞µÆ ∞∫≥®µ´ ´∞∫™∂Ω¨π¿ ¨™∂?ª∂ºπ∞∫¥  Ω∂≥™®µ∂

ªπ¨≤≤∞µÆ∫®∞≥∞µÆ∫ºπ≠∞µÆµ®ªºπ¨´∞∫™∂Ω¨π¿∫∑∂πª∫¨ª™)



3ب∑π∂Ω∞µ™¨∞∫∑®πª∞™º≥®π≥¿æ¨≥≥?≤µ∂æµ≠∂π∞ª∫™º≥ªºπ®≥¨Ω¨µª∫∑®πª∞™º≥®π≥¿∞ª∫≠¨∫ª∞Ω®≥∫)(ª∞∫

∫®∞´ª∂Ø∂∫ªªØ¨¥ ∂∫ªµº¥ ©¨π∂≠≠¨∫ª∞Ω®≥∫∞µªØ¨/Ø∞≥∞∑∑∞µ¨∫∫Ø∂æ™®∫∞µÆΩ®π∞∂º∫™º≥ªºπ¨∫∞µ∞ª∫

ª∂æµ∫®µ´™∞ª∞¨∫)3ب,®∫∫≤®π®≠¨∫ª∞Ω®≥≤µ∂浩¿∞µª¨πµ®ª∞∂µ®≥®µ´≥∂™®≥ª∂ºπ∞∫ª∫®≥∞≤¨®∫ªØ¨

¥ ∂∫ª ≠®¥ ∂º∫ ∞µ ªØ¨ ∑π∂Ω∞µ™¨ ®µµº®≥≥¿ ®ªªπ®™ª∫ ® ¥ ®∫∫∞Ω¨ ∞µ≠≥ºø ∂≠ Ω∞∫∞ª∂π∫ ∞µª∂ - ¨Æπ∂∫

. ™™∞´¨µª®≥)3غ∫- ¨Æπ∂∫. ™™∞´¨µª®≥9∫ª∂ºπ∞∫¥ ∑π∂´º™ªD∞)¨)®∫®≥¨∞∫ºπ¨ ª∂ºπ∞∫¥ ´¨∫ª∞µ®ª∞∂µD

∞∫∞µ™π¨®∫∞µÆ≥¿Æ®∞µ∞µÆ¥ ∂¥ ¨µªº¥ ).

. µ¨ ∂≠ ªØ¨ ™∂π¨ ∑π∂©≥¨¥ ∫ ≠∂π ªØ¨ ª∂ºπ∞∫¥  ∞µ´º∫ªπ¿ ∞µ - ¨Æπ∂∫ ∞∫ ªØ¨ ∫¨®∫∂µ®≥∞ª¿ ∂≠ ª∂ºπ∞∫ª

®ππ∞Ω®≥∫) (ππ¨Æº≥®π ®µ´ Ø∞ÆØ≥¿ ≠≥º™ªº®ª∞µÆ π∂∂¥  ∂™™º∑®µ™¿ 𮪨∫: ®π¨ ≠®™¨´ ©¿ ª∂ºπ∞∫¥ 

¨∫ª®©≥∞∫Ø¥ ¨µª∫ª∂∑∑¨´æ∞ªØ®™ºπ𨵪´∂æµæ®π´ªπ¨µ´∞µ®Ω¨π®Æ¨¨ø∑¨µ´∞ªºπ¨∑¨πΩ∞∫∞ª∂π) ª

®ª∞¥ ¨æبµª∂ºπ∞∫ª∫®π¨¥ ¨π¨≥¿ªπ∞™≤≥∞µÆ∞µªØ¨∑π∂Ω∞µ™¨ªØ¨∞µ´º∫ªπ¿∞∫ºµ´¨π¨ø∑≥∂∞ª¨´®µ´

≠®™¨∫ªØ¨´∞≠≠∞™º≥ª¿∂≠∂∑¨π®ª∞µÆ∑π∂≠∞ª®©≥¿)(µ∂π´¨πª∂∞¥ ∑π∂Ω¨ªØ¨™ºπ𨵪∫∞ªº®ª∞∂µ- ¨Æπ∂∫

. ™™∞´¨µª®≥Ø®∫ª∂©¨¥ ®´¨≤µ∂æµ®∫®¿¨®π?π∂ºµ´ª∂ºπ∞∫¥ ´¨∫ª∞µ®ª∞∂µªØ¨π¨©¿¨ø∑®µ´∞µÆªØ¨

ª∂ºπ∞∫ª ∫¨®∫∂µ∫ ®µ´ π¨´º™∞µÆ ∫¨®∫∂µ®≥∞ª¿) 3ب ®©∫¨µ™¨ ∂≠ ª∂ºπ∞∫¥  ©π®µ´∞µÆ ´¨∫ª∞µ®ª∞∂µ

2 See HILZ-WARD GOTTFRIED KORBINIAN May 2005, and BOQUIREN,MARIAN Feb. 2005. 3 Room Occupancy Rate is the number of room nights occupied, divided by the number of room nights available, multiplied by 100 per cent. 4 See Hilz-Ward, Gottfried, May 2005, and Boquiren, Marian at all, Feb. 2005. 5 As the GTZ staff has managed closely the interventions throughout the whole process, and provided when needed technical assistance, no specific number of days are indicated below. 6 See Consuelo, Misa E.; “Sub-Sector Validation Workshop, May 14 2004“, May 2004, City. 7 See Boquiren, Marian at all. “Sub-sector Analysis of the Tourism Industry in ”, Feb. 2005, Makati City. 8 See Claravall, Bienvenido G., “Tourism Marketing Workshop for the National Association of Independent Travel Agencies (NAITAS) in City”, Feb. 2005, Pasig City. 9 See Hilz-Ward, Gottfried, May 2005.

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¥ ®π≤¨ª∞µÆ ®µ´ ∑π∂´º™ª ¥ ®π≤¨ª∞µÆ ®π¨ ªØ¨ ¥ ∂∫ª ∑π¨∫∫∞µÆ ©∂ªª≥¨µ¨™≤∫ ªØ®ª µ¨¨´¨´ ª∂ ©¨

ª®™≤≥¨´)



∑®πª ≠π∂¥  ® ≠≥º™ªº®ª∞µÆ ´¨¥ ®µ´ æبµ ®µ®≥¿¡∞µÆ ªØ¨ ≥∂™®≥ ¥ ®π≤¨ª ≠∂π ª∂ºπ∞∫¥ ?π¨≥®ª¨´

∫¨πΩ∞™¨∫ ® ∫ªπ∂µÆ ´¨¥ ®µ´ ®µ´ ∫º∑∑≥¿ ∂≠ ∏º®≥∞ª¿ ∫º∑∑∂πª ∫¨πΩ∞™¨∫ ®µ´ ªπ®∞µ∞µÆ ®π¨ ∫∂π¨≥¿

µ¨¨´¨´ª∂∞¥ ∑π∂Ω¨ªØ¨∑¨π≠∂π¥ ®µ™¨∂≠ª∂ºπ∞∫¥ ¨µª¨π∑π∞∫¨∫)



3بª∂ºπ∞∫¥ ∞µ´º∫ªπ¿∫¨¨¥ ∫ª∂©¨Ω¨π¿≠π®Æ¥ ¨µª¨´≥®™≤∞µÆ±∂∞µª¨≠≠∂πª∫ª∂∑ºπ∫º¨®¥ ®π≤¨ª∞µÆ

∫ªπ®ª¨Æ¿), ®µ¿≥∂™®≥¨µ´¨®Ω∂ºπ∫®∞¥ ∞µÆª∂∫ª∞¥ º≥®ª¨ª∂ºπ∞∫¥ Ø®Ω¨µ∂ª≥¨´ª∂¨≠≠¨™ª∞Ω¨ª∂ºπ∞∫¥ 

¥ ®π≤¨ª∞µÆ ©ºªª∂ ®µ ∞µ¨≠≠∞™∞¨µªº∫¨∂≠ ≠ºµ´∫ 3Ø∞∫ ´∞∫™π¨∑®µ™¿ Ø®∫ ™®º∫¨´ Ω®π∞∂º∫®™ª∂π∫ ª∂

æ∞ªØ´π®æ≠π∂¥ ®™∂∂π´∞µ®ª¨´殿∂≠´∂∞µÆ¥ ®π≤¨ª∞µÆ)3∂™∂¥ ∑∂ºµ´¥ ®ªª¨π∫- ¨Æπ∂∫(∫≥®µ´

∞∫®´¥ ∞µ∞∫ªπ®ª∞Ω¨≥¿∫∑≥∞ª∞µª∂ªæ∂∑π∂Ω∞µ™¨∫- ¨Æπ∂∫. π∞¨µª®≥®µ´- ¨Æπ∂∫. ™™∞´¨µª®≥≠ºπªØ¨π

™∂¥ ∑≥∞™®ª∞µÆªØ¨∫∞ªº®ª∞∂µ)3بπ¨≠∂π¨ªØ¨™Ø®≥≥¨µÆ¨≥∞¨∫∞µ™π¨®ª∞µÆ∞µ´º∫ªπ¿∫¿µ¨πÆ∞¨∫®µ´®

Ø∞Æبπ ≥¨Ω¨≥ ∂≠ ™∂∂∑¨π®ª∞∂µ ®µ´ µ¨ªæ∂π≤∞µÆ ©¨ªæ¨¨µ ®µ´ ®¥ ∂µÆ ∑º©≥∞™ ®µ´ ∑π∞Ω®ª¨

∫ª®≤¨Ø∂≥´¨π∫)





3∂™∂µ™≥º´¨ ®µ∂Ω¨π®≥≥®©∫¨µ™¨∂≠ªπº∫ª®µ´æ∞≥≥∞µÆµ¨∫∫ª∂™∂≥≥®©∂𮪨æ®∫∑π¨Ω®∞≥∞µÆ∞µªØ¨

- ¨Æπ∂∫. ™™∞´¨µª®≥ª∂ºπ∞∫¥ ∞µ´º∫ªπ¿)(µ™π¨®∫∞µÆ≥¿≥∂™®≥∫ª®≤¨Ø∂≥´¨π∫´¨¥ ∂µ∫ªπ®ª¨ªØ¨æ∞∫ت∂

±∂∞µ≠∂π™¨∫®∫ªØ¨¿π¨™∂Ƶ∞¡¨ªØ¨ºµª®∑∑¨´∑∂ª¨µª∞®≥®µ´´¨≠∞™∞¨µª¥ ®π≤¨ª∞µÆ∞µªØ¨ª∂ºπ∞∫¥ 

∫¨™ª∂π)1









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3ب∫¨ªº∑∂≠- ¨Æπ∂∫(∫≥®µ´3∂ºπ∞∫¥ (µ™)∞∫ªØ¨π¨∫º≥ª∂≠®∫¨π∞¨∫∂≠®µ®≥¿∫¨∫∞µª¨πΩ∞¨æ∫®µ´

æ∂π≤∫Ø∂∑∫æ∞ªØΩ®π∞∂º∫∫ª®≤¨Ø∂≥´¨π∫ªØ®ª®∞¥ ¨´ª∂≠∞µ´®±∂∞µª≥¿®Æπ¨¨´殿≠∂π∞¥ ∑π∂Ω∞µÆ

ª∂ºπ∞∫¥  ¥ ®π≤¨ª∞µÆ) 3Ø∞∫ ªπ®µ∫∑®π¨µª ∑π∂™¨∫∫ ∂≠ ¨øª¨πµ®≥≥¿?≠®™∞≥∞ª®ª¨´ ´∞∫™º∫∫∞∂µ∫ ©¨ªæ¨¨µ

©º∫∞µ¨∫∫∑¨∂∑≥¨®µ´∑º©≥∞™∫¨™ª∂π∂≠≠∞™∞®≥∫Ø®∫≥¨´ª∂®≠ºµ™ª∞∂µ∞µÆ∑º©≥∞™?∑π∞Ω®ª¨∑®πªµ¨π∫Ø∞∑

≠𮥠¨æ∂π≤æØ∞™Ø∑®Ω¨´ªØ¨殿≠∂π∫¨ªª∞µÆº∑®∑π∞Ω®ª¨3∂ºπ∞∫¥ , ®π≤¨ª∞µÆ ƨµ™¿)

 /π∂™¨∫∫ ®µ´ (µª¨πΩ¨µª∞∂µ∫

ª ªØ¨ ™∂π¨ ∂≠ &39 9∫ ∞µª¨πΩ¨µª∞∂µ∫ æ¨π¨ ªØ¨ ≠®™∞≥∞ª®ª∞∂µ ∂≠ ∑®πª∞™∞∑®ª∂π¿ ¥ º≥ª∞?∫ª®≤¨Ø∂≥´¨π

´∞∫™º∫∫∞∂µ∫®±∂∞µª®™ª∞∂µ∑π∂™¨∫∫®µ´ªØ¨∑π∂Ω∞∫∞∂µ∂≠ª∂ºπ∞∫¥ ¨ø∑¨πª∞∫¨ª∂≥∂™®≥∫ª®≤¨Ø∂≥´¨π∫)

3∂ ∑π∂Ω∞´¨ ®µ ∂Ω¨πΩ∞¨æ ∂≠ ªØ¨ ∑π∂™¨∫∫ ®µ´ ªØ¨ ∫¨∏º¨µ™¨ ∂≠ ∫ª¨∑∫ ª®≤¨µ ® ≠≥∂æ ™Ø®πª ªØ®ª

∞≥≥º∫ªπ®ª¨∫ªØ¨¥ ®±∂π∞µª¨πΩ¨µª∞∂µ∫∂Ω¨πª∞¥ ¨∞∫≠∞π∫ª∑π¨∫¨µª¨´©¨≥∂æ)3Ø∞∫∞∫∫º∑∑≥¨¥ ¨µª¨´©¿

ªØ¨ غ¥ ®µ π¨∫∂ºπ™¨∫ µ¨¨´¨´0) 2¨™∂µ´ ªØ¨ Ω®π∞∂º∫ ∞µª¨πΩ¨µª∞∂µ∫ ®π¨ ∂ºª≥∞µ¨´ ∫ª¨∑?©¿?∫ª¨∑

´¨∫™π∞©∞µÆªØ¨ª∂∂≥∫®µ´¥ ¨ªØ∂´∫º∫¨´)



 MAY 2004 AUG 2004 AUG-DEC 2004 FEB 2005

Sector selected/ validated Key informant interviewed Tourism sector analyzed Analysis results validated

• 81´®¿∫+∂™®≥  • ./´®¿∫+∂™®≥  • 0¥ ∂µªØ∫+∂™®≥  • 0´®¿∫+∂™®≥&39  &39 ∫ª®≠≠ &39 ∫ª®≠≠ &39 ∫ª®≠≠ ∫ª®≠≠ • :´®¿∫(µª¨πµ®ª) • ./´®¿∫:≥∂™®≥ 80´®¿∫(µª¨πµ®ª) • .´®¿∫(µª¨πµ®ª) &39 ∫ª®≠≠ ™∂µ∫º≥ª®µª∫ &39 ∫ª®≠≠ &39 ∫ª®≠≠ • :´®¿∫¨øª¨πµ®≥ • 0´®¿∫∞µª¨πµ®ª) • 1´®¿∫¨øª¨πµ®≥ ≠®™∞≥∞ª®ª∂π ™∂µ∫º≥ª®µª ≠®™∞≥∞ª®ª∂π • 0?¥ ∂µªØª¨®¥ ∂≠: ≥∂™®≥™∂µ∫º≥ª®µª∫  MAY/JUL 2005 MAY/JUL 05 MAY/JUL 2005

Expert’s missions Marketing Actions planned Key Actors capacitated 

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• :/´®¿∫  • (µª¨πµ®ª)  • (µª¨πµ®ª)ª∂ºπ∞∫¥   NOV 2005

(µª¨πµ®ª) ª∂ºπ∞∫¥ ¨ø∑¨πª ¨ø∑¨πª ∫¨¨ Set up of ª∂ºπ∞∫¥ ¨ø∑¨πª ∫¨¨, ®¿F)º≥¿  , ®¿F)º≥¿  Marketing , ®¿ )º≥¿ • +∂™®≥&39 ∫ª®≠≠ • +∂™®≥&39 ∫ª®≠≠ Agency  ¥ ∞∫∫∞∂µ  ∫¨¨, ®¿F)º≥¿  ∫¨¨, ®¿F)º≥¿  • ;/´®¿∫+∂™®≥  • (µª¨πµ®ª)&39  &39 ∫ª®≠≠ ∫ª®≠≠ ∫¨¨ • ./´®¿∫ , ®¿F)º≥¿  (µª¨πµ®ª)&39  ∫ª®≠≠ 

2º©∫¨™ª∂π ∫¨≥¨™ª¨´  Ω®≥∞´®ª¨´

4 ∑∂µªØ¨π¨∏º¨∫ª∂≠∑º©≥∞™®™ª∂π∫∞µ- ¨Æπ∂∫. ™™∞´¨µª®≥&39 æ®∫∞µ∞ª∞®≥≥¿®∫≤¨´ª∂∫º∑∑∂πª

ªØ¨≠∂∂´∑π∂™¨∫∫∞µÆ∫º©?∫¨™ª∂π®∫ªØ¨∑π∞¥ ®π¿Æπ∂æªØ∫¨™ª∂π≠∂π2, $# 2$/ª∂≠∂™º∫∂µ) ∫®

∑π¨≥∞¥ ∞µ®π¿ ∞µª¨πΩ¨µª∞∂µ &39  ∞µΩ∞ª¨´ Ω®π∞∂º∫∑π∞Ω®ª¨ ®µ´ ∑º©≥∞™®™ª∂π∫ ª∂∑®πª∞™∞∑®ª¨∞µ ®

™∂µ∫º≥ª®ª∞Ω¨¥ ¨¨ª∞µÆ≠∂πªØ¨∑ºπ∑∂∫¨∂≠Ω®≥∞´®ª∞µÆªØ¨∫¨≥¨™ª∞∂µ∂≠ªØ¨∑∞≥∂ª∫º©?∫¨™ª∂πGªØ®ª∞∫

ª∂ ´¨ª¨π¥ ∞µ¨ ∞µ æØ∞™Ø ∫º©?∫¨™ª∂π &39  ∫Ø∂º≥´ ∫º∑∑∂πª 2, $ ´¨Ω¨≥∂∑¥ ¨µª) %∞π∫ª ªØ¨ Æπ∂º∑

®Æπ¨¨´∂µªæ∂™π∞ª¨π∞®≠∂π∫¨≥¨™ª∞µÆªØ¨∑∞≥∂ª∫¨™ª∂π&Ø∞ÆØ¥ ®π≤¨ª∑∂ª¨µª∞®≥ª∂ƨµ¨π®ª¨∫®≥¨∫

®µ´∞µΩ¨∫ª¥ ¨µª®µ´Ø∞ÆØ∑∂ª¨µª∞®≥≠∂π™π¨®ª∞µÆµ¨æ¨¥ ∑≥∂¿¥ ¨µª∂∑∑∂πªºµ∞ª∞¨∫)



2¨™∂µ´ ®µ ∞µ∞ª∞®≥ ≥∞∫ª ∂≠ ∫¨™ª∂π∫ æ®∫ ∑π∂∑∂∫¨´ ©¿ ∑®πª∞™∞∑®µª∫ ∫®ª∞∫≠¿∞µÆ ªØ¨ ªæ∂ ™π∞ª¨π∞®)

≠ª¨πæ®π´∫ªØ¨∫ª®≤¨Ø∂≥´¨π∫æ¨π¨π¨∏º¨∫ª¨´ª∂∫¨≥¨™ª≠∂ºπ≠π∂¥ ªØ¨≥∞∫ª¨´∫º©?∫¨™ª∂π∫) ≠ª¨π

ªæ∂ π∂ºµ´∫ ªØ¨ π¨∫º≥ª∫ æ¨π¨ ®∫ ≠∂≥≥∂æ∫& ≠∂∂´ ∑π∂™¨∫∫∞µÆ ª∂ºπ∞∫¥  ∞µ≠∂π¥ ®ª∞∂µ ª¨™Øµ∂≥∂Æ¿

®µ´&3' ∂π&∞≠ª∫3∂¿∫®µ´' ∂º∫¨æ®π¨)



3Ø∞π´º∫∞µÆªØ¨ ªªπ®™ª∞Ω¨µ¨∫∫, ®ªπ∞øªØ¨™Ø∂∫¨µ∫º©?∫¨™ª∂π∫æ¨π¨®∫∫¨∫∫¨´®Æ®∞µ∫ª™¨πª®∞µ

™π∞ª¨π∞®)3∂´¨ª¨π¥ ∞µ¨ªØ¨∑∞≥∂ª∫¨™ª∂πªØ¨≠∂ºπ∫Ø∂πª≥∞∫ª¨´∫¨™ª∂π∫æ¨π¨𮪨´ª∂æØ∞™Ø¨øª¨µª

ªØ¨¿∫®ª∞∫≠¿ªØ¨ªæ∂®≠∂𨥠¨µª∞∂µ¨´™π∞ª¨π∞®º∫∞µÆ®π®ª∞µÆ∂≠Ø∞ÆØ : ¥ ¨´∞º¥  . ®µ´≥∂æ

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8 )/≥∂ªª¨´∂µªØ¨ ªªπ®™ª∞Ω¨µ¨∫∫, ®ªπ∞øªØ¨™∂≥≥¨™ª∞Ω¨π¨∫º≥ª∫∑ºªª∂ºπ∞∫¥ ∞µªØ¨≠∞π∫ª∑≥®™¨

™≥∂∫¨≥¿≠∂≥≥∂樴©¿≠∂∂´∑π∂´º™ª∞∂µF∑π∂™¨∫∫∞µÆ)3بÆπ∂º∑ºµ®µ∞¥ ∂º∫≥¿´¨™∞´¨´∞µ≠®Ω∂ºπ

∂≠ª∂ºπ∞∫¥ ∫º∑∑∂πª¨´©¿ªØ¨π®ª∞∂µ®≥¨ªØ®ª®≠≥∂ºπ∞∫Ø∞µÆª∂ºπ∞∫¥ ∞µ´º∫ªπ¿æ∞≥≥®≥∫∂¨µØ®µ™¨

´¨¥ ®µ´∞µªØ¨≠∂∂´∫¨™ª∂π)

 

   2∂ºπ™¨&" ∂µ∫º¨≥∂$), ∞∫®H2º©?∫¨™ª∂πΩ®≥∞´®ª∞∂µæ∂π≤∫Ø∂∑, ®¿81.//1I" ¨©º " ∞ª¿.//1∑)88®µ´∑)81)  *¨¿ ∞µ≠∂π¥®µª∫ ∞µª¨πΩ∞¨æ¨´ ®µ´ ª∂ºπ∞∫¥ ∫¨™ª∂π ®µ®≥¿¡¨´

(µ ∂π´¨π ª∂ ®™∏º∞π¨ ® ªØ∂π∂ºÆØ ºµ´¨π∫ª®µ´∞µÆ ∂≠ ªØ¨ ∫¨™ª∂π ∞µ≠∂π¥ ®ª∞∂µ ∂µ ª∂ºπ∞∫¥  æ®∫

Æ®ªØ¨π¨´™∂µ∫º≥ª∞µÆ∫ª®≤¨Ø∂≥´¨π∫®∫≤¨¿∞µ≠∂π¥ ®µª∫)3Ø∞∫æ®∫ªØ¨∫ª®πª∞µÆ∑∂∞µª≠∂πªØ¨∫º©?

∫¨™ª∂π®µ®≥¿∫∞∫∂≠ªØ¨ª∂ºπ∞∫¥ ∞µ´º∫ªπ¿∞µ- ¨Æπ∂∫. ™™∞´¨µª®≥)3ب¥ ∂∫ª≥¿∏º®≥∞ª®ª∞Ω¨∫¨™ª∂π

®µ®≥¿∫∞∫ ≥∂∂≤¨´ ®ª ªØ¨ ®™™∂¥ ¥ ∂´®ª∞∂µ π¨∫∂πª∫ ≠∂∂´ ∫¨πΩ∞™¨ ªπ®Ω¨≥ ®Æ¨µ™∞¨∫ ®µ´ ª∂ºπ

∂∑¨π®ª∂π∫®µ´ªπ®µ∫∑∂πª∂∑¨π®ª∂π∫®µ´≠∂™º∫¨´∫∑¨™∞≠∞™®≥≥¿∂µ&∞´¨µª∞≠¿∞µÆ≠∞µ®≥∫®≥¨∫¥ ®π≤¨ª∫

®µ´ ¥ ®π≤¨ª ∫¨Æ¥ ¨µª∫G ∞´¨µª∞≠¿∞µÆ ¥ ®π≤¨ª ™Ø®µµ¨≥∫ ®µ´ ªπ¨µ´∫G ∞´¨µª∞≠¿∞µÆ ªØ¨ ∑π∞¥ ®π¿

®™ª∂π∫ªØ¨∞ππ∂≥¨∫®µ´π¨≥®ª∞∂µ∫Ø∞∑∫®µ´¥ ®∑∑∞µÆ∞ªG™π¨®ª∞µÆ®Ω®≥º¨™Ø®∞µªØ®ª´¨∫™π∞©¨∫ªØ¨

®©∂Ω¨G (´¨µª∞≠¿∞µÆ ™∂µ∫ªπ®∞µª∫ ®µ´ ∂∑∑∂πªºµ∞ª∞¨∫ ≠∂π Æπ∂æªØ ∂≠ ªØ¨ ∫¨™ª∂π ®µ´ ∞´¨µª∞≠¿∞µÆ

©º∫∞µ¨∫∫∫¨πΩ∞™¨∫®µ´∫ºÆƨ∫ª∞µÆ∞µª¨πΩ¨µª∞∂µ∫ªØ®ª™®µ®´´π¨∫∫ªØ¨™∂µ∫ªπ®∞µª∫)=



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!º∞≥´∞µÆ∂µ¨ø∞∫ª∞µÆª∂ºπ∞∫¥ ∞µ∞ª∞®ª∞Ω¨∫ªØ¨∫ªº´¿∫ºÆƨ∫ª¨´∫∑¨™∞≠∞™∞µª¨πΩ¨µª∞∂µ∫) ¥ ∂µÆ

∂ªØ¨π∫ ∞ª ∑π∂∑∂∫¨∫ ª∂ºπ∞∫¥  ∑π∂¥ ∂ª∞∂µ ∑π∂´º™ª ®µ´ ¥ ®π≤¨ª ´¨Ω¨≥∂∑¥ ¨µª ®∫ æ¨≥≥ ®∫

∞µ∫ª∞ªºª∞∂µ®≥´¨Ω¨≥∂∑¥ ¨µª&

3®©≥¨   2∑¨™∞≠∞™ ∞µª¨πΩ¨µª∞∂µ∫ ∫ºÆƨ∫ª¨´



∑ (µ∞ª∞®ª¨ªØ¨π¨?∂πÆ®µ∞¡®ª∞∂µ∂≠®µ¨ø∞∫ª∞µÆ©∂´¿™∂¥ ∑∂∫¨´∂≠π¨∑π¨∫¨µª®ª∞Ω¨∫ ∂≠ ≤¨¿ ∑≥®¿¨π∫ ∞µ ªØ¨ ª∂ºπ∞∫¥  ∫¨™ª∂π ®µ´ ∑π∂Ω∞´¨ ∂πÆ®µ∞¡®ª∞∂µ®≥ ´¨Ω¨≥∂∑¥ ¨µª®∫∫∞∫ª®µ™¨G  ∑ # ¨Ω¨≥∂∑¥ ¨µª∂≠®™∂¥ ∑¨≥≥∞µÆ©π®µ´®µ´∑π∂´º™ª∑∂πª≠∂≥∞∂æØ∞™Ø¥ ¨¨ªªØ¨ ´¨∫∞π¨≠∂π®´∞∫ª∞µ™ª∞Ω¨®ºªØ¨µª∞™®µ´ºµ∞∏º¨- ¨Æπ∂∫. ™™∞´¨µª®≥¨ø∑¨π∞¨µ™¨G  ∑ (¥ ∑π∂Ω¨¥ ¨µª∂≠´¨∫ª∞µ®ª∞∂µ¥ ®π≤¨ª∞µÆ∂≠- ¨Æπ∂∫. ™™∞´¨µª®≥G

2∂ºπ™¨&!∂∏º∞π¨µ, ®π∞®µ.//0∑)1≠≠

µ®≥¿∫∞∫ π¨∫º≥ª∫ Ω®≥∞´®ª¨´ ®µ´ ©®∫¨≥∞µ¨ ∫ªº´¿ ™∂µ´º™ª¨´

# ºπ∞µÆªØ¨™∂µ´º™ª∂≠∞µª¨πΩ∞¨æ∫®ª∂ºπ∞∫¥ ™∂π¨Æπ∂º∑æ®∫≠∂π¥ ¨´™∂µ∫∞∫ª∞µÆ∂≠ªØ¨¥ ∂∫ª

®™ª∞Ω¨ ©º∫∞µ¨∫∫ ®∫∫∂™∞®ª∞∂µ∫ ¨µÆ®Æ¨´ ∞µ ª∂ºπ∞∫¥  ∞µ - ¨Æπ∂∫ . ™™∞´¨µª®≥) %∂π ¨ø®¥ ∑≥¨ ªØ¨

≥≥∞®µ™¨ ∂≠ 3π®Ω¨≥ 3π®´¨ ∫∫∂™∞®ª¨∫ ®µ´ ªØ¨ - ®ª∞∂µ®≥ ∫∫∂™∞®ª∞∂µ ∂≠ (µ´¨∑¨µ´¨µª 3π®Ω¨≥

ƨµ™∞¨∫ - (3 2  ∞µ !®™∂≥∂´ ®π¨ ∑®πª ∂≠ ªØ∞∫ Æπ∂º∑) - (3 2 π¨∏º¨∫ª¨´ ®∫∫∞∫ª®µ™¨ ≠π∂¥ 

&39 ª∂∑π∂Ω∞´¨≠®™∞≥∞ª®ª∞∂µ≠∂π®æ∂π≤∫Ø∂∑)



3Ø∞∫¨µÆ®Æ¨¥ ¨µª∞∫∑®πª∂≠&39 9∫∂πÆ®µ∞¡®ª∞∂µ®≥´¨Ω¨≥∂∑¥ ¨µª¨≠≠∂πª∫ª∂∫º∑∑∂πª- (3 2∞µ

¨µØ®µ™∞µÆ ªØ¨ ™®∑®™∞ª¿ ∂≠ ∞ª∫ ¥ ¨¥ ©¨π∫∞µ ¥ ®π≤¨ª∞µÆ ®µ´ ∑π∂´º™ª∑≥®µµ∞µÆ)3بæ∂π≤∫Ø∂∑

®∞¥ ¨´ ª∂ ´∞∫™º∫∫ ªØ¨ ∫¨™ª∂π ®µ®≥¿∫∞∫ π¨∫º≥ª∫ ƨµ¨π®ª∞µÆ ® ª∂ºπ∞∫¥  ¥ ®π≤¨ª∞µÆ ™∂µ™¨∑ª ®µ´

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´¨Ω¨≥∂∑∞µÆ ∫®¥ ∑≥¨ ∫ª®µ´®π´ ª∂ºπ ∑®™≤®Æ¨∫)  ´π®≠ª¨´ , ¨¥ ∂π®µ´º¥  ∂≠ Æ𨨥 ¨µª ∫¨¨

µµ¨ø8 æ®∫∑π¨∫¨µª¨´®µ´®≠ª¨π∫∂¥ ¨´∞∫™º∫∫∞∂µ®∑∑π∂Ω¨´)3Ø∞∫, . π¨≠≥¨™ª∫®æ∂π≤∞µÆ

¥ ∂´¨≥∂≠¨ø∞∫ª∞µÆª∂ºπ®µ´ªπ®Ω¨≥™∂µ∫∂πª∞®∞µªØ¨/Ø∞≥∞∑∑∞µ¨∫)



%∂≥≥∂æ∞µÆ ªØ¨ ∫¨™ª∂π ®µ®≥¿∫∞∫ ® ©®∫¨≥∞µ¨ ∫ªº´¿ ≠∂π ¥ ∂µ∞ª∂π∞µÆ ∑π∂Æπ¨∫∫¨∫ ®µ´ ¥ ¨®∫ºπ∞µÆ

∞¥ ∑®™ª∫∂≠&39 9∫∞µª¨πΩ¨µª∞∂µ∫æ®∫™®ππ∞¨´∂ºª ∫¨¨ µµ¨ø. )



$ø∑¨πª∫ ¥∞∫∫∞∂µ∫ , ®π≤¨ª∞µÆ ™ª∞∂µ ∑≥®µµ¨´ ®µ´ *¨¿ ®™ª∂π∫ ™®∑®™∞ª®ª¨´#

3∂ ®∫∫∞∫ª ªØ¨ - ¨Æπ∂∫ 3∂ºπ∞∫¥  " ∂π¨ Æπ∂º∑ ∞µ ´¨Ω¨≥∂∑∞µÆ ® 3∂ºπ∞∫¥  ™ª∞∂µ /≥®µ ®µ´

¨µØ®µ™∞µÆ ªØ¨ ∑∂∫∞ª∞∂µ ∂≠ ªØ¨ /π∂Ω∞µ™¨ ®∫ ® ª∂ºπ∞∫¥  ´¨∫ª∞µ®ª∞∂µ ®µ ∞µª¨πµ®ª∞∂µ®≥ ª∂ºπ∞∫¥ 

¨ø∑¨πªæ®∫Ø∞π¨´) ≠ª¨π®∫¨π∞¨∫∂≠∞µª¨πΩ∞¨æ∫¥ ¨¨ª∞µÆ∫®µ´Ω∞∫∞ª∫´ºπ∞µÆªØ¨≠∞π∫ª¥ ∞∫∫∞∂µª∂

- ¨Æπ∂∫ ªØ¨ ¨ø∑¨πª ∫ºÆƨ∫ª¨´ ªØ¨ ¨∫ª®©≥∞∫Ø¥ ¨µª ∂≠ ® 3∂ºπ∞∫¥  , ®π≤¨ª∞µÆ ƨµ™¿ ªØ®ª

∑π∂Ω∞´¨∫ ´¨∫ª∞µ®ª∞∂µ ®µ´ ∑π∂´º™ª ¥ ®π≤¨ª∞µÆ ª∂ ª®™≤≥¨ ªØ¨ ™∂π¨ ©∂ªª≥¨µ¨™≤ ≠∂π ªØ¨ ∞µ´º∫ªπ¿

∫¨¨π¨™∂¥ ¥ ¨µ´¨´ª®∫≤∫∞µ µµ¨ø: )



3ب≠∞µ´∞µÆ∫∂≠ªØ¨¥ ∞∫∫∞∂µæ¨π¨∑π¨∫¨µª¨´®µ´´∞∫™º∫∫¨´æ∞ªØ∫ª®≤¨Ø∂≥´¨π∫®ª®æ∂π≤∫Ø∂∑)

3ب∫ª®≤¨Ø∂≥´¨π∫ªØ¨µ¨ø∑π¨∫∫¨´ªØ¨æ∞∫ت∂∫¨ªº∑®µ®Æ¨µ™¿)6 ∞ªØªØ¨©®™≤∞µÆ∂≠ªØ¨∑º©≥∞™

∫¨™ª∂π ®™ª∂π∫ ®µ´ æ∞ªØ ®∫ ¥ º™Ø µ¨ºªπ®≥∞ª¿ ®∫ ∑∂∫∫∞©≥¨ ≤¨¿ ∫ª®≤¨Ø∂≥´¨π∫ ≠π∂¥  ª∂ºπ∞∫¥ 

®∫∫∂™∞®ª∞∂µ∫ ®Æπ¨¨´ ª∂ ∑ºπ∫º¨ ™∂∂∑¨π®ª∞Ω¨≥¿ ªØ¨ ∫ª®πª ∂≠ ªØ¨ ¥ ®π≤¨ª∞µÆ ®Æ¨µ™¿) %∞Ω¨

π¨∑π¨∫¨µª®ª∞Ω¨∫≠π∂¥  ∞µ´º∫ªπ¿®∫∫∂™∞®ª∞∂µ∫ ≠∂π¥ ¨´ ® ∑π¨∑®π®ª∂π¿ ™∂¥ ¥ ∞ªª¨¨ D ® ª®∫≤ ≠∂π™¨?

ªØ®ª´π®≠ª¨´®ª¨™Øµ∞™®≥∑π∂∑∂∫®≥ª∂¨ø®¥ ∞µ¨ªØ¨≠¨®∫∞©∞≥∞ª¿∂≠¥ ®ª¨π∞®≥∞¡∞µÆ®µ ƨµ™¿)3ب

≠∂≥≥∂æ∞µÆ®∫∑¨™ª∫æ¨π¨≥∂∂≤¨´®ª&ªØ¨≥¨Æ®≥≠∂π¥ ∂≠ªØ¨∂πÆ®µ∞¡®ª∞∂µ∂πÆ®µ∞¡®ª∞∂µ®≥∫ªπº™ªºπ¨

≠∞µ®µ™∞µÆ∫™Ø¨¥ ¨®µ´®8?.¿¨®πæ∂π≤∑π∂Æ𮥠 ∞µ™≥)∞µΩ¨∫ª¥ ¨µª®µ´∂∑¨π®ª∞µÆ™∂∫ª∫ ®∫æ¨≥≥

®∫ªØ¨∑𮙪∞™®≥∫¨ª?º∑)



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∫ ∑®πª ∂≠ ªØ¨ ¥ ∞∫∫∞∂µ ªØ¨ ª∂ºπ∞∫¥  ¨ø∑¨πª π¨∫∑∂µ´¨´ ª∂ ªØ¨ π¨∏º¨∫ª ∂≠ π¨∫∂πª ∂浨π∫ ®µ´

¥ ®µ®Æ¨π∫ª∂™∂µ´º™ª®.?´®¿æ∂π≤∫Ø∂∑≠∂πªØ¨∑ºπ∑∂∫¨∂≠∞¥ ∑π∂Ω∞µÆªØ¨∞π¥ ®π≤¨ª∞µÆ∫≤∞≥≥∫)

/®πª∞™∞∑®µª∫≠π∂¥ ®≥≥∑®πª∫∂≠ªØ¨∑π∂Ω∞µ™¨®ªª¨µ´¨´®µ´∫ª®¿¨´∫ªπ∂µÆ≥¿¨µÆ®Æ¨´ªØπ∂ºÆØ∂ºª

ªØ¨ ¨Ω¨µª) !¨∫∞´¨∫ ©º∞≥´∞µÆ º∑ ™®∑®™∞ª¿ ªØ¨ ®™ª∞Ω∞ª¿ ب≥∑¨´ ª∂ π®≥≥¿ ∫º∑∑∂πª ≠∂π ªØ¨ 3, 

™∂µ™¨∑ª)





3ب ≠∂≥≥∂æ?º∑ ¥ ∞∫∫∞∂µ ªØ®ª ª∂∂≤ ∑≥®™¨ ªæ∂ ¥ ∂µªØ∫ ®≠ª¨πæ®π´∫ ≠∂™º∫¨´ ∂µ ≠∞µ®≥∞¡∞µÆ ªØ¨

™∂µ™¨∑ª ∂≠ ªØ¨3∂ºπ∞∫¥  , ®π≤¨ª∞µÆ ƨµ™¿ 3,  ®µ´ ∂µ¥ ∂ª∞Ω®ª∞µÆ ®≥≥π¨≥¨Ω®µª ®™ª∂π∫ª∂

®Æπ¨¨∂µ∞ª) ≠ª¨πªØ¨®∑∑π∂Ω®≥∂≠ªØ¨∑π∂∑∂∫¨´™∂µ™¨∑ªªØ¨®Æ¨µ™¿¥ ®ª¨π∞®≥∞¡¨´´π∞Ω¨µ©¿

ªØ¨∫¥ ®≥≥Æπ∂º∑∂≠∑π∞Ω®ª¨≥∂™®≥®™ª∂π∫)



2¨ª º∑ ∂≠ ƨµ™¿

µ∂µ?∫ª∂™≤µ∂µ?∑π∂≠∞ª™∂π∑∂π®ª∞∂µæ∞ªØ0∞µ™∂π∑∂π®ª∂π∫D1≠π∂¥ ∞µ´º∫ªπ¿®∫∫∂™∞®ª∞∂µ∫®µ´

∂µ¨π¨∑π¨∫¨µª®ª∞Ω¨≠π∂¥ ªØ¨∑π∂Ω∞µ™∞®≥Æ∂Ω¨πµ¥ ¨µªDæ®∫™Ø∂∫¨µª∂©¨ªØ¨¥ ∂∫ª∫º∞ª®©≥¨≥¨Æ®≥

∫¨ªª∞µÆ)3ب¨ø∞∫ª∞µÆª∂ºπ∞∫¥ ®∫∫∂™∞®ª∞∂µ∫®µ´Æ∂Ω¨πµ¥ ¨µª∞µ∫ª∞ªºª∞∂µ∫±∂∞µ¨´≠∂π™¨∫®µ´≠∂π¥ 

ªØ¨ ∑º©≥∞™?∑π∞Ω®ª¨ ∑®πªµ¨π∫Ø∞∑ ≠𮥠¨æ∂π≤ ∂≠ ªØ¨ ƨµ™¿) 3Ø∞∫ ©º∫∞µ¨∫∫ ≠∂π¥  ≥∞¥ ∞ª∫ ªØ¨

≥∞®©∞≥∞ª¿∂≠∞µ™∂π∑∂π®ª∂π∫∂π©∂®π´¥ ¨¥ ©¨π∫D©¨∞ª∑π∞Ω®ª¨∂π∑º©≥∞™∫¨™ª∂𮙪∂π∫?®µ´®©∂Ω¨

®≥≥®≥≥∂æ∫ªØ¨©π∂®´¨∫ª≠ºµ´∞µÆ≠π∂¥ ®≥≥∑∂∫∫∞©≥¨∫∂ºπ™¨∫)3ب™∂π∑∂π®ª∞∂µæ®∫µ®¥ ¨´-¨Æπ∂∫

(∫≥®µ´ 3∂ºπ∞∫¥ (µ™'(-(3() ®µ´ Ø®∫ ©¨¨µ ¨µªπº∫ª¨´ ©¿ Æ∂Ω¨πµ¥ ¨µª ∂≠≠∞™¨∫ ®µ´ ©º∫∞µ¨∫∫

∑¨∂∑≥¨ª∂´∂ªØ¨ª∂ºπ∞∫¥ ¥ ®π≤¨ª∞µÆ≠∂πªØ¨ª∂ºπ∞∫¥ ∞µ´º∫ªπ¿)









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 "Ø®πª  (µ∫ª∞ªºª∞∂µ®≥ ∫ªπº™ªºπ¨

General Assembly of members  3ب ∞µ∫ª∞ªºª∞∂µ®≥ ∫ªπº™ªºπ¨®Æπ¨¨´ ∂µ ∞∫™∂¥ ∑∂∫¨´ ∂≠ªØ¨

&¨µ¨π®≥ ∫∫¨¥ ©≥¿ ªØ¨ !∂®π´ ∂≠ 3πº∫ª¨¨∫ ®µ´ ªØ¨ Board of Trustees (11) Private Sector (8) ¥ ®µ®Æ¨¥ ¨µª ª¨®¥  æ∞ªØ ∫¨Ω¨π®≥ ∑∂∫∞ª∞∂µ∫) 3ب ®™ª∂π∫ Public Sector (3) ™∂¥ ∞µÆ ≠π∂¥  ªØ¨ ∑π∞Ω®ª¨ ∫¨™ª∂π ™≥¨®π≥¿ ´∂¥ ∞µ®ª¨ ªØ¨

Management Team !∂®π´ ∂≠ 3πº∫ª¨¨∫ ®µ´ ªØ¨π¨©¿ ªØ¨ ´∞𨙪∞∂µ ∂≠ ªØ¨ Executive Director Staff ƨµ™¿)3ب¨ø®™ªπ¨≥®ª∞∂µ∫©¨ªæ¨¨µªØ¨ªØπ¨¨∂πÆ®µ∫®π¨ π¨Æº≥®ª¨´∞µªØ¨©¿?≥®æ∫æØ∞™Ø´¨ª¨π¥ ∞µ¨ªØ¨™∂µªπ∂≥®µ´

®´Ω∞∫∂π¿≠ºµ™ª∞∂µ∫æ∞ªØ∞µªØ¨ ƨµ™¿)



2∂ºπ™¨& ' ∞≥¡ 6 ®π´ &∂ªª≠π∞¨´∑); ºÆ).//0 

(µ ƨµ¨π®≥ ªØ¨ ƨµ™¿ ∞∫ ´¨Ω¨≥∂∑¨´ æ∞ªØ∞µ ® ∑º©≥∞™?∑π∞Ω®ª¨ ≠𮥠¨æ∂π≤ æ∞ªØ ≥®πƨ

™∂µªπ∞©ºª∞∂µ∫ ≠π∂¥  ªØ¨ ∑º©≥∞™) - ¨Æπ∂∫ (∫≥®µ´ 3∂ºπ∞∫¥  (µ™) ≤¨¨∑∫ ªØ¨ ©π∂®´¨∫ª ∑∂∫∫∞©≥¨

≠ºµ´∞µÆ ©®∫¨ ®µ´ π¨≥∞¨∫ ∂µ ∫∑∂µ∫∂π∞µÆ ¥ ¨¥ ©¨π∫Ø∞∑ ≠¨¨∫ ®µ´ ∞µ∫ª∞ªºª∞∂µ®≥ ´∂µ®ª∞∂µ∫ ≠π∂¥ 

Æ∂Ω¨πµ¥ ¨µª ®µ´ ∑π∞Ω®ª¨ ∫¨™ª∂π ®∫ æ¨≥≥ ®∫ ∞µ∫ª∞ªºª∞∂µ®≥ ≠ºµ´π®∞∫∞µÆ ¨Ω¨µª∫) 1 ¨≥¿∞µÆ ∂µ

´∞≠≠¨π¨µª∫∂ºπ™¨∫≠∂π≠ºµ´∞µÆ∞∫∞µª¨µª∞∂µ®≥∫∂®∫ª∂∑π¨Ω¨µª∂µ¨¥ ®±∂π´∂µ∂π≠π∂¥ Ø®Ω∞µÆª∂∂

¥ º™Ø∞µ≠≥º¨µ™¨∂µªØ¨ ƨµ™¿)



"∂µªπ∞©ºª∞∂µ∫ ©¿ /®πªµ¨π∫

3بπ¨®π¨ªØπ¨¨´∞≠≠¨π¨µª∑®πªµ¨π∫æØ∂∑π∂Ω∞´¨´∞µ?™®∫Ø∂π∞µ?≤∞µ´™∂µªπ∞©ºª∞∂µ∫ª∂¥ ®≤¨ªØ∞∫

∑π∂™¨∫∫Ø®∑∑¨µ®µ´F∂π∑π∂Ω∞´¨≠ºµ´∞µÆ≠∂πªØ¨®Æ¨µ™¿)%∞π∫ª∑π∞Ω®ª¨®™ª∂π∫∫¨™∂µ´∑º©≥∞™

∫¨™ª∂π ®µ´ ªØ∞π´ &39 ) 3ب ª∂ºπ∞∫¥  ª®∫≤ ≠∂𙨠∞µΩ¨∫ª¨´ ∞µ ª∂ª®≥ ®π∂ºµ´ 1?0 ¥ ®µ ¥ ∂µªØ∫ ∞µ

∂π´¨π ª∂ ºµ´¨πª®≤¨ ≠®™ª ≠∞µ´∞µÆ ¨≠≠∂πª∫ π¨∫º≥ª∞µÆ ∞µ ªØ¨ ™∂µ™¨∑ªº®≥∞∫®ª∞∂µ ®µ´ ´¨∫∞Ƶ ∂≠ ªØ¨

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®Æ¨µ™¿) %∂ºπ ∑π∞Ω®ª¨ ∫∑∂µ∫∂π∫ " ®∫∞µ∂ /Ø∞≥∞∑∑∞µ∂ " ¨©º /®™∞≠∞™ " ¨ππ¨∫ +∞µ¨π

ª¨≥¨™∂¥ ¥ ºµ∞™®ª∞∂µ™∂¥ ∑®µ¿/+# 3¨ø∑π¨∫∫¨´ªØ¨∞πæ∞≥≥∞µÆµ¨∫∫ª∂™∂µªπ∞©ºª¨¨®™Ø:///Jª∂

ªØ¨®Æ¨µ™¿9∫≠∞µ®µ™∞µÆ) π∂ºµ´;3//Jæ∞≥≥©¨ƨµ¨π®ª¨´≠π∂¥ ¥ ¨¥ ©¨π∫Ø∞∑≠¨¨∫)(µ∫ª∞ªºª∞∂µ®≥

´∂µ®ª∞∂µ∫ ®¥ ∂ºµª∞µÆ º∑ ª∂ :3/// J æ¨π¨ ∑π∂¥ ∞∫¨´ ©¿ !®™∂≥∂´ " ∞ª¿ ªØ¨ /π∂Ω∞µ™∞®≥

&∂Ω¨πµ¥ ¨µª®µ´ªØ¨# ¨∑®πª¥ ¨µª∂≠3∂ºπ∞∫¥ )

&39 9∫ ∂Ω¨π®≥≥ ™∂µªπ∞©ºª∞∂µ ≠∂π ∞ª∫ ¥ ¨µª∂π∞µÆ ¨≠≠∂πª∫ ®µ´ ¥ ®µ®Æ∞µÆ ≠ºµ™ª∞∂µ ®∫ æ¨≥≥ ®∫ ªØ¨

∑π∂Ω∞∫∞∂µ∂≠ª¨™Øµ∞™®≥®∫∫∞∫ª®µ™¨©¿≠®™∞≥∞ª®ª∞µÆªØ¨™∂µ∫¨µ∫º∫©º∞≥´∞µÆ∑π∂™¨∫∫ºµ´¨πª®≤∞µÆ

ªØ¨∫º©?∫¨™ª∂π®µ®≥¿∫∞∫®µ´©π∞µÆ∞µÆ∞µ¥ ®π≤¨ª?∫∑¨™∞≠∞™¨ø∑¨πª∞∫¨®´´º∑ª∂®©∂ºª03///J)

3Ø∞∫®≥∫∂∞µ™≥º´¨∫ªØ¨∫®≥®π¿∂≠ªØ¨ ƨµ™¿9∫¥ ®π≤¨ª∞µÆ™∂µ∫º≥ª®µªºµª∞≥ ºÆº∫ª.//;)









3∂∫º¥ º∑ªØ¨∂Ω¨π®≥≥™∂∫ª´∞∫ªπ∞©ºª∞∂µ©¨ªæ¨¨µªØ¨:´∞≠≠¨π¨µª®™ª∂π∫®π¨∫Ø∂浺µ´¨πµ¨®ªØ&



3®©≥¨ 0 .Ω¨π®≥≥ ™∂∫ª ´∞∫ªπ∞©ºª∞∂µ

/π∞Ω®ª¨∫¨™ª∂π™∂µªπ∞©ºª∞∂µ /º©≥∞™∫¨™ª∂π™∂µªπ∞©ºª∞∂µ &39 9∫™∂µªπ∞©ºª∞∂µ µ∂ª∞µ™≥º´∞µÆ0¥ ®µ ¥ ∂µªØ∫  85///J :3///J 03///J

/π¨≥∞¥ ∞µ®π¿" ∂µªπ∞©ºª∞∂µ∫®∫∂≠- ∂Ω:.//0









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$ø∑¨™ª¨´ !¨µ¨≠∞ª∫

3ب 3∂ºπ∞∫¥  , ®π≤¨ª∞µÆ ƨµ™¿ 3,  ∫¨ª º∑ ®∫ ® π¨∫º≥ª ∂≠ ª®≤∞µÆ ªØ¨ ®≠∂𨥠¨µª∞∂µ¨´

®∑∑π∂®™ØØ®∫ªØ¨Ø∞ÆØ∑∂ª¨µª∞®≥∂≠∂Ω¨π™∂¥ ∞µÆªØ¨¥ ®±∂π©∂ªª≥¨µ¨™≤∫Ø®¥ ∑¨π∞µÆªØ¨ª∂ºπ∞∫¥ 

∞µ´º∫ªπ¿∞µ- ¨Æπ∂∫. ™™∞´¨µª®≥)/π∞¥ ®π∞≥¿- ¨Æπ∂∫(∫≥®µ´3∂ºπ∞∫¥ (µ™)∑ºπ∫º¨∫ªØ¨™π¨®ª∞∂µ∂≠

®ºµ∞≠∞¨´©π®µ´ª∂±∂∞µª≥¿¥ ®π≤¨ª®µ´∑π∂¥ ∂ª¨ªØ¨∞∫≥®µ´9∫ª∂ºπ∞∫¥ ´¨∫ª∞µ®ª∞∂µ∫)3Ø∞∫æ∂º≥´

ƨµ¨π®ª¨¥ ∂π¨®∑∑¨®≥≠∂π®≥®πƨ¥ ®π≤¨ª®µ´¥ ∂©∞≥∞¡¨¥ ∂π¨™º∫ª∂¥ ¨π∫ªØ¨π¨©¿¨µØ®µ™∞µÆ

ªØ¨ ¥ ®π≤¨ª ∑∂∫∞ª∞∂µ∞µÆ ∂≠ ªØ¨ ∑π∂Ω∞µ™¨ ®∫ ® ª∂ºπ∞∫¥  ´¨∫ª∞µ®ª∞∂µ) (µ´¨¨´ æ∞ªØ ªØ¨

¨∫ª®©≥∞∫Ø¥ ¨µª ∂≠ ®µ ®Æ¨µ™¿ ªØ®ª Ø®∫ ªØ¨ ¥ ®µ´®ª¨ π¨∫∂ºπ™¨∫ ®µ´ ™∂¥ ∑¨ª¨µ™¨ ª∂ ∑ºπ∫º¨

´¨∫ª∞µ®ª∞∂µ®µ´∑π∂´º™ª¥ ®π≤¨ª∞µÆ´∞𨙪©¨µ¨≠∞ª∫®π¨¨ø∑¨™ª¨´ª∂∂™™ºπ∫º™Ø®∫&





8) (µ™π¨®∫¨´µº¥ ©¨π∂≠ª∂ºπ∞∫ª∫Ω∞∫∞ª∞µÆªØ¨∑π∂Ω∞µ™¨ Ø∂≥∞´®¿

™∂µΩ¨µª∞∂µ∫∫∑∂πª∫®µ´™º≥ªºπ®≥¨Ω¨µª∫ G



.) (µ™π¨®∫¨´≥¨µÆªØ∂≠∫ª®¿∂≠ª∂ºπ∞∫ª∫®µ´ª∂ºπ∞∫¥ ¨ø∑¨µ´∞ªºπ¨



:) (¥ ∑π∂Ω¨´∞¥ ®Æ¨∂≠- ¨Æπ∂∫®∫®ª∂ºπ∞∫¥ ´¨∫ª∞µ®ª∞∂µG



1) - ¨Æπ∂∫∞∫≤µ∂æ®∫ª∂ºπ∞∫¥ ´¨∫ª∞µ®ª∞∂µ∞µªØ¨/Ø∞≥∞∑∑∞µ¨∫

®µ´®©π∂®´G

2∂ºπ™¨&' (+9 ?6 1 # &. 33%1 ($# ∑)0 ºÆ).//0)



3ب©®∫¨≥∞µ¨∫ªº´¿∂µ- ¨Æπ∂∫ª∂ºπ∞∫¥ ©®∫¨´∂µ®Ω®∞≥®©≥¨ª∂ºπ∞∫¥ ´®ª®∫¨πΩ¨∫®∫®º∫¨≠º≥ª∂∂≥

ª∂¥ ∂µ∞ª∂π™Ø®µÆ¨∫∞µªØ¨®≠∂𨥠¨µª∞∂µ¨´≠∂ºπ®∫∑¨™ª∫®µ´ª∂º∫¨∞ª≠∂π≠ºªºπ¨©¨µ™Ø¥ ®π≤∞µÆ)

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24""$22 -# 1(2* % "3.12 %.1 (-3$15$-3(.-2

≥ªØ∂ºÆØ ∞ª ∫¨¨¥ ∫ ª∂∂ ¨®π≥¿ ®ª ªØ∞∫ ∫ª®Æ¨ ∂≠ ´∂™º¥ ¨µª®ª∞∂µ ª∂ ®´´π¨∫∫ ∫º™™¨∫∫ ®µ´ π∞∫≤

≠®™ª∂π∫ ªØ¨π¨ Ø®Ω¨ ©¨¨µ ´¨™∞∫∞Ω¨ ™∞π™º¥ ∫ª®µ™¨∫ ®µ´ ≠ºµ´®¥ ¨µª®≥ ¨≥¨¥ ¨µª∫ ∑¨π™¨∞Ω¨´ ªØ®ª

™∂µªπ∞©ºª¨´ ¨µ∂π¥ ∂º∫≥¿ ª∂ ªØ¨ ∑π∂™¨∫∫ ≥¨®´∞µÆ ª∂ ªØ¨ ∫¨ª º∑ ∂≠ ªØ¨ 3∂ºπ∞∫¥  , ®π≤¨ª∞µÆ

ƨµ™¿) . µ ªØ¨ ∂ªØ¨π Ø®µ´ ∫∂¥ ¨ ≠®™ª∂π∫ ™∂º≥´ Ø®Ω¨ Ø®¥ ∑¨π¨´ ªØ¨ ∑π∂±¨™ª ≠π∂¥ 

¥ ®ª¨π∞®≥∞¡∞µÆ)

 3®©≥¨ 2 2º™™¨∫∫ ®µ´ π∞∫≤ ≠®™ª∂π∫ ≠∂π ∞µª¨πΩ¨µª∞∂µ∫

2º™™¨∫∫ ≠®™ª∂π∫ 1∞∫≤ ≠®™ª∂π∫

- ¨™¨∫∫®π¿∑π¨™∂µ´∞ª∞∂µ∫∞µªØ¨≥∂™®≥∞ª¿&  2∞ªº®ª∞∂µ∞µªØ¨≥∂™®≥∞ª¿& • $™∂µ∂¥ ∞™ ∫º©?  ∫¨™ª∂π æ∞ªØ Ø∞ÆØ • - ∂ ™Ø®¥ ∑∞∂µ ∞µ ∑≥®™¨ æ∞≥≥∞µÆ ª∂ ´π∞Ω¨ Æπ∂æªØ∑∂ª¨µª∞®≥∞∫¨ø∞∫ª¨µª ªØ¨∑π∂™¨∫∫ • # ¿µ®¥ ∞™ ®µ´ ™∂¥ ¥ ∞ªª¨´ ≥∂™®≥ • +∂™®≥ غπ´≥¨∫ ∫º™Ø ®∫ ∑∂≥∞ª∞™®≥ ™Ø®µÆ¨ ®Æ¨µª∫ ®π¨ ∞µΩ∂≥Ω¨´ ∞µ ªØ¨ ®ªª∞ªº´∞µ®≥غπ´≥¨∫∫¨¨¥ ∞µ∫ºπ¥ ∂ºµª®©≥¨ ∑π∂™¨∫∫ • ©∫¨µ™¨ ∂≠ ªπº∫ª Ø®¥ ∑¨π∫ ±∂∞µª ¨≠≠∂πª∫ • " ≥¨®π π¨∏º¨∫ª ≠∂π ®∫∫∞∫ª®µ™¨ ™∂¥ ¨∫ ®µ´ªØ¨©º∞≥´∞µÆ∂≠®™∂¥ ¥ ∂µΩ∞∫∞∂µ ≠π∂¥ ≥∂™®≥≤¨¿®™ª∂π∫ • /∂≥∞ª∞™®≥ ∞∫∫º¨∫ ´¨ª¨π¥ ∞µ¨ ªØ¨ ®Æ¨µ´® ∂≠ • " ≥¨®π Æ∂ ∫∞Ƶ®≥ ∞∫ ∫¨µª ≠π∂¥  ≥∂™®≥ æ∂π≤∫Ø∂∑∫ ®µ´ ∑π¨Ω¨µª ∂∑¨µ ®™ª∂π∫ ≠∂π ´π∞Ω∞µÆ ªØ¨ ∑π∂™¨∫∫ ´∞∫™º∫∫∞∂µ∫ ≠∂πæ®π´ • (µª¨π¨∫ª Æπ∂º∑∫ ´∂ µ∂ª ±∂∞µ Ø®µ´∫ ®µ´ • 6 ∞≥≥∞µÆµ¨∫∫ ª∂ ±∂∞µ ≠∂π™¨∫ ®¥ ∂µÆ ªØ∞µ≤ªØ¨¿®π¨©¨ªª¨π∂≠≠¥ ®∞µª®∞µ∞µÆªØ¨ ∑º©≥∞™ ®µ´ ∑π∞Ω®ª¨ ®™ª∂π∫ ®µ´ ª∂ ∫ª®ªº∫∏º∂ ∂Ω¨π™∂¥ ¨غπ´≥¨∫    %ºµ´®¥ ¨µª®≥¨≥¨¥ ¨µª∫∞µªØ¨∑π∂™¨∫∫&  •  ªπ®µ∫∑®π¨µª ®µ´ ªπ®™¨®©≥¨  ™∂µ∫¨µ∫º∫?©º∞≥´∞µÆ ∑π∂™¨∫∫ ∞∫  ®∑∑≥∞¨´  • +∂™®≥¨ø∑¨™ª®ª∞∂µ∫®π¨≥¨Ω¨≥≥¨´∂≠≠  • $øª¨πµ®≥ ∫º∑∑∂πª π¨∫∑∂µ∫¨∫ ª∂ ≥∂™®≥ 23./ (-3$15$-3(.-2 π¨∏º¨∫ª ≠∂π ®∫∫∞∫ª®µ™¨G ®™™∂π´∞µÆ ª∂  ªØ¨ ≥∂™®≥ ´¿µ®¥ ∞™∫ ∞µ ∑≥®™¨ ®  ∑π∂™¨∫∫?∂π∞¨µª¨´ 殿 ∂≠ æ∂π≤∞µÆ ∞∫ 

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®∑∑≥∞¨´  • $ø∑¨πªF%®™∞≥∞ª®ª∂π ∫ª®¿∫ µ¨ºªπ®≥ ª∂  ≤¨¨∑ ªØ¨ ∑π∂™¨∫∫ ∞µª®™ª ®µ´ ب≥∑ ∞µ  ©π∂≤¨π∞µÆ ™∂¥ ∑π∂¥ ∞∫¨∫ ©¨ªæ¨¨µ  ∫ª®≤¨Ø∂≥´¨π∫   • /º©≥∞™?/π∞Ω®ª¨/®πªµ¨π∫Ø∞∑π¨∫º≥ª∫∞µ ´∞𨙪 ©¨µ¨≠∞ª∫ ¨ø∑¨™ª¨´ ≠π∂¥  ªØ¨ ®Æ¨µ™¿9∫∂∑¨π®ª∞∂µ∫ • $ø∑¨πª∫ Ø®Ω¨ ¨ø™¨≥≥¨µª ™∂¥ ¥ ºµ∞™®ª∞∂µ ∫≤∞≥≥∫ ®µ´ ¨µ±∂¿ Ø∞ÆØ™π¨´∞©∞≥∞ª¿©¿≥∂™®≥®™ª∂π∫   +..*(-& '$ # ,.#$+ ,$"' -(2,

∫ ∂≠ ¿¨ª ªØ¨ 3∂ºπ∞∫¥  , ®π≤¨ª∞µÆ ƨµ™¿ ∞∫ ∫ª∞≥≥ ∞µ ∞ª∫ ∞µ≠®µª∞≥¨ ∫ª®Æ¨ æ∞ªØ∂ºª ©¨∞µÆ ≠º≥≥¿

∂∑¨π®ª∞∂µ®≥®µ´æ∞ªØ¥ ®µ¿ºµ≠∞µ∞∫ب´∂πÆ®µ∞∫®ª∞∂µ®≥´¨ª®∞≥∫)3بπ¨≠∂π¨∞¥ ∑®™ª¥ ∂µ∞ª∂π∞µÆ

∞∫ π¨∏º∞π¨´ ∂Ω¨π ªØ¨ µ¨øª ªæ∂ ¿¨®π∫ ª∂ ¥ ¨®∫ºπ¨ ªØ¨ π¨∫º≥ª∫ ∂≠ ªØ¨ ∞µª¨πΩ¨µª∞∂µ∫ ®µ´ ª∂ ∫¨¨

æبªØ¨π ªØ¨ ®Æ¨µ™¿ ∞∫ ∫º∫ª®∞µ®©≥¨) !ºª ∞≠ ∑π∂Ω¨µ ∫º™™¨∫∫≠º≥ ®µ´ ∫º∫ª®∞µ®©≥¨ ªØ¨ ®∑∑π∂®™Ø

ª®≤¨µπ¨∫º≥ª∞µÆ∞µªØ¨∫¨ªº∑∂≠®∑π∞Ω®ª¨©º∫∞µ¨∫∫∫¨ª∫®¥ ∂´¨≥≠∂ππ¨∑≥∞™®ª∞∂µ≠∂π∑π∂Ω∞µ™∞®≥

´¨∫ª∞µ®ª∞∂µ∫∂π≥®πƨππ¨Æ∞∂µ∫æ∞ªØ®∑π∂¥ ∞∫∞µÆª∂ºπ∞∫¥ ∫¨™ª∂π)

3ب≠®™∞≥∞ª®ª∞∂µ∂≠∑π∂™¨∫∫?∂π∞¨µª¨´¥ º≥ª∞?∫ª®≤¨Ø∂≥´¨π´∞∫™º∫∫∞∂µ∫≥¨®´∞µÆª∂™∂µ∫¨µ∫º∫®µ´

∑𮙪∞™®©≥¨ ∑º©≥∞™?∑π∞Ω®ª¨ ∑®πªµ¨π∫Ø∞∑∫ ©π∞µÆ∫ ™≥¨®π ©¨µ¨≠∞ª∫ æ∞ªØ ∞ª ªØ®ª ¥ ®≤¨∫ ªØ¨ ¥ ∂´¨≥

æ∂πªØæØ∞≥¨ ª∂ ©¨ π¨∑≥∞™®ª¨´& ≠∞π∫ª ∞ª π¨∫∑∂µ∫¨ ª∂ ≥∂™®≥ π¨∏º¨∫ª∫ ®µ´ ´¿µ®¥ ∞™∫ ∞µ ∑≥®™¨ ®µ´

ªØ¨π¨©¿¨µØ®µ™¨∫≥∂™®≥∂浨π∫Ø∞∑G∫¨™∂µ´∞ª¨≠≠¨™ª∞Ω¨≥¿≠∞≥≥∫®´¨™∞∫∞Ω¨≥∂™®≥¥ ®π≤¨ªÆ®∑≠∂π

©º∫∞µ¨∫∫∫¨πΩ∞™¨∫ªØ®ª¨µØ®µ™¨∫ªØ¨∫¨™ª∂πª∂Æπ∂ææ∞ªØ∂ºª´∞∫ª∂πª∞µÆªØ¨¥ ®π≤¨ªGªØ∞π´∫∂≥¨≥¿

±∂∞µª≥¿∞∫ªØ¨∑º©≥∞™®µ´ªØ¨∑π∞Ω®ª¨∫¨™ª∂π®©≥¨ª∂∂Ω¨π™∂¥ ¨ªØ¨¥ ®±∂π©∂ªª≥¨µ¨™≤∫Ø®¥ ∑¨π∞µÆ

ªØ¨ª∂ºπ∞∫¥ ∞µ´º∫ªπ¿GªØº∫©º∞≥´∞µÆ®∑º©≥∞™?∑π∞Ω®ª¨∑®πªµ¨π∫Ø∞∑≥¨®´∫ª∂™∂µ™¨µªπ®ª¨´¨≠≠∂πª∫

®µ´ª®∑∫∞µª∂∫∂≠®π¥ ®πÆ∞µ®≥≥¿º∫¨´π¨∫∂ºπ™¨∫G≠∂πªØ∞ªπ¨∏º∞π¨∫≥∂æ?©º´Æ¨ª∞µª¨πΩ¨µª∞∂µ∫∂≠

´∂µ∂π∫)

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3ب ƨµ™¿ ªØ®ª Ø®∫ ªØ¨ ¥ ®µ´®ª¨ π¨∫∂ºπ™¨∫ ®µ´ ™∂¥ ∑¨ª¨µ™¨ ª∂ ¥ ®π≤¨ª ®µ´ ∑π∂¥ ∂ª¨ ªØ¨

∞∫≥®µ´9∫ª∂ºπ∞∫¥ ´¨∫ª∞µ®ª∞∂µ∫Ø∂≥´∫ªØ¨∑∂ª¨µª∞®≥∂≠®™Ø∞¨Ω∞µÆ®µ∞µ™π¨®∫¨´∞µ≠≥ºø∂≠ª∂ºπ∞∫ª∫

®µ ∞µ™π¨®∫¨´ ≥¨µÆªØ ∂≠ ∫ª®¿ ®µ´ ª∂ºπ∞∫ª ¨ø∑¨µ´∞ªºπ¨∫ ®µ´ ®µ ∞¥ ∑π∂Ω¨´∞¥ ®Æ¨®∫ ® ª∂ºπ∞∫¥ 

´¨∫ª∞µ®ª∞∂µ) 3Ø¨π¨©¿ ®≥≥ ∑®πªµ¨π∫ ∞µ ªØ∞∫ ∑º©≥∞™?∑π∞Ω®ª¨ ∑®πªµ¨π∫Ø∞∑ ©¨µ¨≠∞ª ≠π∂¥  ªØ¨

®∑∑π∂®™Ø)





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 1$%$1$-"$2

!¨∫∫≥¨π ∫ªπ∞´H%®™∞≥∞ª®ª∞µÆªØ¨∫¨ªº∑∂≠- ¨Æπ∂∫(∫≥®µ´3∂ºπ∞∫¥ (µ™)?!π∞¨≠# ¨∫™π∞∑ª∞∂µ∂≠

®µ(µª¨Æ𮪨´/º©≥∞™?/π∞Ω®ª¨/®πªµ¨π∫Ø∞∑I- ∂Ω¨¥ ©¨π.//0, ®≤®ª∞" ∞ª¿)



" ≥®π®Ω®≥≥!∞¨µΩ¨µ∞´∂&)H3∂ºπ∞∫¥ , ®π≤¨ª∞µÆ6 ∂π≤∫Ø∂∑≠∂πªØ¨- ®ª∞∂µ®≥ ∫∫∂™∞®ª∞∂µ∂≠

(µ´¨∑¨µ´¨µª3π®Ω¨≥ ƨµ™∞¨∫ - (3 2 ∞µ!®™∂≥∂´" ∞ª¿I%¨©πº®π¿.//0/®∫∞Æ" ∞ª¿)



" ∂µ∫º¨≥∂, ∞∫®$)H2º©?2¨™ª∂π5 ®≥∞´®ª∞∂µ6 ∂π≤∫Ø∂∑, ®¿81.//1!®™∂≥∂´" ∞ª¿I, ®¿

.//1" ¨©º" ∞ª¿)



%¨πµ®µ´∂, ¿π∞®¥ H$∫ª®©≥∞∫Ø∞µÆ©®∫¨≥∞µ¨´®ª®∂µ2, $∫∞µ2, $# 2$/∑∞≥∂ª∑π∂±¨™ª∫&

3∂ºπ∞∫¥ ∞µ!®™∂≥∂´®µ´+1 $# ∞µ+¨¿ª¨I6 ∂π≤∞µÆ/®∑¨π ºÆº∫ª.//0, ®≤®ª∞" ∞ª¿)





!∂∏º∞π¨µ, ®π∞®µ¨ª®≥≥H2º©∫¨™ª∂π µ®≥¿∫∞∫∂≠ªØ¨3∂ºπ∞∫¥ (µ´º∫ªπ¿∞µ- ¨Æπ∂∫

. ™™∞´¨µª®≥H%¨©πº®π¿.//0, ®≤®ª∞" ∞ª¿)





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--$7 

,¨¥ ∂π®µ´º¥ ∂≠ Æ𨨥 ¨µª

©¿ -®ª∞∂µ®≥ ∫∫∂™∞®ª∞∂µ ∂≠ (µ´¨∑¨µ´¨µª 3π®Ω¨≥ ƨµ™∞¨∫ 5- (3 26

*-.6 ++ ,$- !8 3'$2$ /1$2$-32  3Ø∞∫,¨¥ ∂π®µ´º¥ ∂≠ Æ𨨥 ¨µª∞∫¨µª¨π¨´∞µª∂©¿®µ´©¨ªæ¨¨µªØ¨≠∂≥≥∂æ∞µÆ ©º∫∞µ¨∫∫ ¨µª∞ª∞¨∫ ´º≥¿ π¨Æ∞∫ª¨π¨´ æ∞ªØ ªØ¨ 2¨™ºπ∞ª∞¨∫ ®µ´ $ø™Ø®µÆ¨ " ∂¥ ¥ ∞∫∫∞∂µ ®µ´F∂π # ¨∑®πª¥ ¨µª ∂≠ 3π®´¨   (µ´º∫ªπ¿ ®µ´ ∂∑¨π®ª∞µÆ æ∞ªØ Ω®≥∞´ ©º∫∞µ¨∫∫ ∑¨π¥ ∞ª∫ ≠π∂¥  ªØ¨∞π π¨∫∑¨™ª∞Ω¨ ≥∂™®≥ Æ∂Ω¨πµ¥ ¨µª ºµ∞ª∫ ®µ´ ´º≥¿ π¨∑π¨∫¨µª¨´ ©¿ ªØ¨∞ππ¨∫∑¨™ª∞Ω¨®ºªØ∂π∞¡¨´π¨∑π¨∫¨µª®ª∞Ω¨∫æØ∂∫¨∫∞Ƶ®ªºπ¨∫®∑∑¨®π©¨≥∂æ)  6 بπ¨®∫ ªØ¨ ®≠∂𨥠¨µª∞∂µ¨´ ©º∫∞µ¨∫∫ ¨∫ª®©≥∞∫Ø¥ ¨µª∫ ®π¨ ¨µÆ®Æ¨´ ∞µ ®µ´ ®π¨ ∞µª¨Æπ®≥ ™∂¥ ∑∂µ¨µª∫ ∂≠ ªØ¨ ª∂ºπ∞∫¥  ∞µ´º∫ªπ¿ ®µ´F∂π ®≥≥∞¨´ ∞µ´º∫ªπ∞¨∫ ∞µ - ¨Æπ∂∫ ®µ´∞ª∫¥ ºµ∞™∞∑®≥∞ª∞¨∫®µ´™Ø®πª¨π¨´®µ´™∂¥ ∑∂µ¨µª™∞ª∞¨∫G  6 بπ¨®∫ ªØ¨ ®≠∂𨥠¨µª∞∂µ¨´ ©º∫∞µ¨∫∫ ¨∫ª®©≥∞∫Ø¥ ¨µª∫ ´¨∫∞π¨ ª∂ ≠∂π¥ ®≥∞¡¨ ªØ¨∞π ©º∫∞µ¨∫∫™∂≥≥®©∂π®ª∞∂µ∞µªØ¨®π¨®∫∂π¥ ®π≤¨ª∞µÆ®µ´∑π∂¥ ∂ª∞∂µ∫≠∂π- ¨Æπ∂∫®µ´ ®≥≥∞ª∫¥ ºµ∞™∞∑®≥∞ª∞¨∫®µ´™Ø®πª¨π¨´®µ´™∂¥ ∑∂µ¨µª™∞ª∞¨∫G  6 بπ¨®∫ ªØ¨ ®≠∂𨥠¨µª∞∂µ¨´ ©º∫∞µ¨∫∫ ¨∫ª®©≥∞∫Ø¥ ¨µª∫ ´¨∫∞π¨ ª∂ ≠∂π¥ ®≥∞¡¨ ªØ¨∞π ©º∫∞µ¨∫∫™∂≥≥®©∂π®ª∞∂µ∞µªØ¨®π¨®∫∂≠ª∂ºπ∑π∂´º™ª´¨Ω¨≥∂∑¥ ¨µª®µ´ª∂ºπ∑π∂´º™ª ´¨≥∞Ω¨π¿∞µ- ¨Æπ∂∫®µ´®≥≥∞ª∫¥ ºµ∞™∞∑®≥∞ª∞¨∫®µ´™Ø®πª¨π¨´®µ´™∂¥ ∑∂µ¨µª™∞ª∞¨∫G

-∂æ ªØ¨π¨≠∂π¨ ∞µ ™∂µ∫∞´¨π®ª∞∂µ ∂≠ ªØ¨ ≠∂π¨Æ∂∞µÆ∑𨥠∞∫¨∫ ®≥≥ ∫∞Ƶ®ª∂π∞¨∫ ®Æ𨨠ª∂&  8) 6 ∂π≤≠∂πªØ¨™∂¥ ¥ ∂µæ¨≥≠®π¨∂≠ªØ¨ª∂ºπ∞∫¥ ∞µ´º∫ªπ¿∞µ- ¨Æπ∂∫®µ´®≥≥∞ª∫ ¥ ºµ∞™∞∑®≥∞ª∞¨∫®µ´™Ø®πª¨π®µ´™∂¥ ∑∂µ¨µª™∞ª∞¨∫G  .) $∫ª®©≥∞∫Ø ®µ ∂πÆ®µ∞¡®ª∞∂µ®≥ ∞µ≠π®∫ªπº™ªºπ¨ ª∂ ∂Ω¨π∫¨¨ ªØ¨ ±∂∞µª ¥ ®π≤¨ª∞µÆ ®µ´∑π∂¥ ∂ª∞∂µ∫∂≠ª∂ºπ∑π∂´º™ª∫∞µªØ¨π¨∫∑¨™ª∞Ω¨®π¨®∫∂≠∂∑¨π®ª∞∂µ∫G 

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:) " ∂µ´º™ª ±∂∞µª ª∂ºπ∑≥®µµ∞µÆ ®µ´ ´¨Ω¨≥∂∑¥ ¨µª ∞µ™≥º´∞µÆ 𮪨 µ¨Æ∂ª∞®ª∞∂µ æ∞ªØªØ¨Ω®π∞∂º∫∞µ´º∫ªπ¿∫º∑∑≥∞¨π∫®µ´®≥≥∞¨´∫¨πΩ∞™¨∫G  1) " ∂≥≥®©∂𮪨∞µªØ¨ª∞¥ ¨≥¿´¨≥∞Ω¨π¿∂≠ª∂ºπ∑π∂´º™ª™∂¥ ∑∂µ¨µª∫∞µ™≥º´∞µÆ ®µ´µ∂ª≥∞¥ ∞ª¨´ª∂´®¿ª∂ºπ∫®µ´ª∂ºπ∑®™≤®Æ¨∫∞µªØ¨π¨∫∑¨™ª∞Ω¨®π¨®∫∂≠ ∂∑¨π®ª∞∂µ∫G  0) (µ∫ºπ¨∏º®≥∞ª¿®µ´π¨≥∞®©∞≥∞ª¿∞µªØ¨´¨≥∞Ω¨π¿∂≠ª∂ºπ∑π∂´º™ª∫G  ;) /π∂Ω∞´¨ ¥ ºªº®≥ ª¨™Øµ∞™®≥ ®∫∫∞∫ª®µ™¨ ®µ´ ∫º∑∑∂πª ∞µ™≥º´∞µÆ ∞µ≠∂π¥ ®ª∞∂µ ∫Ø®π∞µÆG  =) # ¨∫∞Ƶ®µ¨∏º∞ª®©≥¨∑π∂≠∞ª?∫Ø®π∞µÆ∫™Ø¨¥ ¨ª®≤∞µÆ∞µª∂™∂µ∫∞´¨π®ª∞∂µªØ∞π´ ∑®πª¿∞µª¨πΩ¨µª∞∂µ∫ªØ®ªπ¨∏º∞π¨™∂¥ ¥ ∞∫∫∞∂µ?∫Ø®π∞µÆ®µ´F∂ππ¨≠¨ππ®≥≠¨¨∫G  3) Ω∂∞´ºµ¨ªØ∞™®≥∞µ´º∫ªπ¿∑𮙪∞™¨∫∞µ™≥º´∞µÆ©ºªµ∂ª≥∞¥ ∞ª¨´ª∂∑∞π®ª∞µÆ∂≠ ∫ª®≠≠ºµ´¨π?™ºªª∞µÆ∞µ∑π∞™∞µÆ®µ´µ¨Æ®ª∞Ω¨∞µª¨π®™ª∞∂µG  5) ™ª∞Ω¨≥¿ ∫¨¨≤ ªØ¨ ∑®πª∞™∞∑®ª∞∂µ ®µ´ ∫º∑∑∂πª ∂≠ ∂ªØ¨π ∞µ´º∫ªπ¿ ∑≥®¿¨π∫ µ®ª∞∂µ®≥Æ∂Ω¨πµ¥ ¨µª®Æ¨µ™∞¨∫®µ´≥∂™®≥Æ∂Ω¨πµ¥ ¨µªºµ∞ª∫G  8/) ™™¨∑ª ªØ¨ ®ºªØ∂π∞ª¿ ∂≠ ªØ¨ ≥¨®´ ¨µª∞ª¿ ®µ´ ®©∞´¨ ©¿ ªØ¨ ´¨™∞∫∞∂µ∫ ∂≠ ªØ¨ ∫ªπº™ªºπ¨´∂πÆ®µ∞¡®ª∞∂µ)  3Ø∞∫ ,¨¥ ∂π®µ´º¥ ∂≠ Æ𨨥 ¨µª ∫Ø®≥≥ ©¨ Ω®≥∞´ ≠∂π ® ∑¨π∞∂´ ∂≠ ªØ𨨠:  ¿¨®π∫ ≠π∂¥ ªØ¨´®ª¨∂≠∫∞Ƶ∞µÆ®µ´∫Ø®≥≥©¨∫º©±¨™ªª∂𨵨æ®≥≠∂π®µ∂ªØ¨πªØ𨨠: ¿¨®π∫ ©¿¥ ºªº®≥™∂µ∫¨µª∂≠®¥ ®±∂π∞ª¿∂≠ªØ¨∫∞Ƶ®ª∂π∞¨∫)  2∞Ƶ¨´ªØ∞∫0ªØ´®¿∂≠%¨©πº®π¿.//0∞µªØ¨" ∞ª¿∂≠!®™∂≥∂´)   !®™∂≥∂´3π®Ω¨≥    # +1 23π®Ω¨≥ )∂π¨≥¿µ /®π≤ 2بµµ® ,®¨ µÆ¨≥¨∫  3¨™Øµ∂ª∂ºπ∫     6 ∂π≥´©∂ºµ´ $∫ªπ¨≥≥® ,∂π®µ #∞µ® 2¨π≠∞µ∂ 

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* ∞¥ ©¨πæ∂π≥´     # ’™∂π3π®Ω¨≥ 1∂´µ¨¿ +º¥∞µª®™ "¿µªØ∞® %≥∂π¨∫  5 ∞Ω®3∂ºπ∫     2- 3π®Ω¨≥ ,®! !¨≥≥® 5∞≥≥®µº¨Ω® 1∂´® 1¨Æ®≥®´∂  # +1 23π®Ω¨≥    )' %3π®Ω¨≥ )®´¨ #∞∂µ¡∂µ )®™∏º∞≥∞µ¨ )º∞µªº∫

%∞≥∞∑∞µ∞®µ®3∂ºπ∫    !∂µ∞∫ª®1 ¨∫∂πª &π¨Æ %≥∂π¨∫ )∂صµ¿ "®π∂≥≥

/ºµª®!º≥®ª®1 ¨∫∂πª %π¨´´∞¨ 9®¿™∂

!®™∂≥∂´" ∞ª¿3∂ºπ∞∫¥ . ≠≠∞™¨  /π∂Ω∞µ™∞®≥3∂ºπ∞∫¥ . ≠≠∞™¨ (¥∂ƨµ *®µ®+®µ )¨µµ¿≥∞µ´ "∂π´¨π∂  # 3(- ¨Æπ∂∫. ™™∞´¨µª®≥   3$2# - ¨Æπ∂∫. ™™∞´¨µª®≥ 5∞Ω∞®µ &®∫ª∂µ 1∂¥¨≥∞® -º¨¡™®

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--$7 0

!®∫¨≥∞µ¨ #®ª® !®™∂≥∂´ 9 3∂ºπ∞∫¥ (µ´º∫ªπ¿ !®™∂≥∂´

©¿ ,¿π∞®¥ %¨πµ®µ´∂ 52¨∑ 0::;6

0º®µª∞ª®ª∞Ω¨ ´®ª®  3®©≥¨  (µ´∞™®ª∂π∫ ®µ´ ¥ ¨ªØ∂´∫ ∂≠ ´®ª® ™∂≥≥¨™ª∞∂µ ≠∂π !®™∂≥∂´ = 3∂ºπ∞∫¥ 2¨™ª∂π (µ´∞™®ª∂π 4∫¨ 2∂ºπ™¨ "∂µª®™ª∫ %π¨∏º¨µ™¿ "∂¥ ∑ºª¨π∞∫¨´

- º¥ ©¨π∂≠ (´¨µª∞≠∞¨∫ !®™∂≥∂´ /¨π≥¨ªª¨ µµº®≥ 8 ¨∫ ¨∫ª®©≥∞∫Ø¥ ¨ Æπ∂æªØ∞µªØ¨ +&4 8/ " ®™¨π¨∫   µª∫∞µªØ¨ µº¥ ©¨π∂≠  ,®µ®Æ¨¥¨µª   ª∂ºπ∞∫¥  ¨∫ª®©≥∞∫Ø¥ ¨µª∫  (µ≠∂𥮪∞∂µ   ∞µ´º∫ªπ¿ ∞µªØ¨ª∂ºπ∞∫¥   2¿∫ª¨¥∫    ∞µ´º∫ªπ¿  .,(2/      µµº®≥ - ∂?≠®™ª∫ب¨ª∫ " ∞ª¿3∂ºπ∞∫¥  (¥ ∂ƨµ¨ ®Ω®∞≥®©≥¨∂µ . ≠≠∞™¨ * ®µ®?®µ π¨∏º¨∫ª !®™∂≥∂´ "∞ª¿ 3∂ºπ∞∫¥ .≠≠∞™¨π  - º¥ ©¨π∂≠ (µ´∞™®ª¨∫ªØ¨ " ∞ª¿3∂ºπ∞∫¥  (¥ ∂ƨµ¨2) µµº®≥ - ∂?ªØ∂ºÆØ®µ π∂∂¥ ∫ ∞µ™π¨®∫¨∞µ . ≠≠∞™¨ * ®µ®?®µ ∞µ≠∂π¥ ®ª∞∂µ µº¥ ©¨π∂≠ !®™∂≥∂´ "∞ª¿ ≠®™ª∫ب¨ª∂µ ¨∫ª®©≥∞∫Ø¥ ¨µª∫ 3∂ºπ∞∫¥ ª∂ºπ∞∫ªπ¨≥®ª¨´ ®µ´®≥∫∂ªØ¨ .≠≠∞™¨π ∫ª®ª∞∫ª∞™∫∞∫ ¨ø∑®µ∫∞∂µ∂≠ π¨≥¨®∫¨´∂µ® ¨ø∞∫ª∞µÆ ¿¨®π≥¿©®∫∞∫) ¨∫ª®©≥∞∫Ø¥ ¨µª∫  &π∂∫∫2®≥¨∫88 (µ´∞™®ª¨∫ªØ¨ !®™∂≥∂´+&4  /¨π≥¨ªª¨ µµº®≥ 8 ¨∫ ∞µ™π¨®∫¨∞µ " ®™¨π¨∫

10 Though DTI also has data concerning SMEs, firstly the breakdown of sector type is not as detailed, and secondly, DTI is only responsible for business name registration, so many of the SMEs which register with DTI may not actually exist, as this is only updated every 5 years.

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™∂¥ ∑¨ª∞ª∞Ω¨µ¨∫ ,(2 ∫∂≠2, $∫  - º¥ ©¨π∂≠ (µ´∞™®ª¨∫ " ∞ª¿3∂ºπ∞∫¥  (¥ ∂ƨµ¨2) µµº®≥ - ∂DªØ∂ºÆØ 3∂ºπ∞∫ª∫ ∫º™™¨∫∫∂≠!# 2 . ≠≠∞™¨ * ®µ®?®µ ®µ∞µ≠∂π¥ ®ª∞∂µ ∑π∂Ω∞∫∞∂µ∫®µ´ !®™∂≥∂´ "∞ª¿ ≠®™ª∫ب¨ª∂µ ∂Ω¨π®≥≥ª∂ºπ∞∫¥  3∂ºπ∞∫¥ ª∂ºπ∞∫ªπ¨≥®ª¨´ .≠≠∞™¨π ∫ª®ª∞∫ª∞™∫∞∫ π¨≥¨®∫¨´∂µ® ¿¨®π≥¿©®∫∞∫)   3®©≥¨ 0 ™™∂¥ ¥ ∂´®ª∞∂µ ∞µ !®™∂≥∂´ = 0::>

3¿∑¨ ∂≠ ™™∂¥¥∂´®ª∞∂µ -º¥©¨π ∂≠ $∫ª®©≥∞∫Ø¥¨µª∫ -º¥©¨π ∂≠ 1∂∂¥∫

' ∂ª¨≥∫ 83 8/08 3∂ºπ∞∫ª(µµ∫ 80 10/ /¨µ∫∞∂µ' ∂º∫¨∫ 8/ 85. 1 ¨∫∂πª∫ : ;3

3∂ª®≥ >? @? 2∂ºπ™¨ "∞ª¿ 3∂ºπ∞∫¥ .≠≠∞™¨ 4 !®™∂≥∂´ "∞ª¿   3®©≥¨ 2 $∫ª®©≥∞∫Ø¥ ¨µª∫ ∞µ ªØ¨ 3∂ºπ∞∫¥ 2¨™ª∂π

$∫ª®©≥∞∫Ø¥¨µª 5666 5667 5665 5668 5669 566:

3π®Ω¨≥®Æ¨µ™∞¨∫ 1; :3 0/ 10 0/ 1. ' ∂ª¨≥∫       - ≠∞π∫ª™≥®∫∫ . . . . : : - ∫ª®µ´®π´ 0 0 5 0 = ;

11 Though Gross Sales can be used as an indicator to measure the increase in SME competitiveness as it captures both the increase in the sales as well as the increase in number of SMEs, many SMEs will not disclose the true value of the Gross Sales due to tax purposes, hence this value is largely understated.

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- ¨™∂µ∂¥ ¿ 1 0 . 0 . . 3∂ºπ∞∫ª(µµ∫ 81 1 88 8. .8 8= /¨µ∫∞∂µ∫' ∂º∫¨∫ 88 .8 8; .. 3 5 1 ¨∫∂πª∫  88 8/ 8/ 8: 88 , ∂ª¨≥∫ ; ; 8/ = = 1 " ∞µ¨¥ ®∫ 1 ? 0 ? 0 1 , ®∫∫®Æ¨" ≥∞µ∞™∫F2∑® 0 1 : 5 88 80 µª∞∏º¨2Ø∂∑∫ 0  . : ? ? &∞≠ª∫Ø∂∑∫F' ®µ´∞™π®≠ª 08 11 .= 15 3/ 8/= # ∞∫™∂!®π∫* 35  :0 .5 :5 03 5; =; 1 ¨∫ª®ºπ®µª 888 1// ./0 .;/ :=/ ::3 %®∫ª?≠∂∂´ 881 ? ? ? ? ? 3∂ºπ&º∞´¨∫ 8 ? . ? 8 8 1 ¨µªD®" ®π 0 . . ; : 0 " ∂≠≠¨¨2Ø∂∑∫ 8: 31 :; 1. .8 .: +∂´Æ∞µÆØ∂º∫¨∫ 3 5 1 . 1 1 &∂≥≠" ≥º© 8 8 ? . 8 8 # ¨∑®πª¥ ¨µª2ª∂π¨∫ 0 : ? 5 3 : 3∞™≤¨ª∞µÆF ∞π≥∞µ¨3¨π¥ ∞µ®≥ 0 ? ? 8. 5 = !º∫+∞µ¨∫F2Ø∞∑∑∞µÆ 0 ? ? ? ? ? 3¨π¥ ∞µ®≥∫ 2Ø∞∑∑∞µÆ+∞µ¨∫ 0 ? ? ? ? ?  3∂ª®≥ >? ??A >2; ;?: @0: ?@A 2∂ºπ™¨ "∞ª¿ 3∂ºπ∞∫¥ .≠≠∞™¨ + !®™∂≥∂´ "∞ª¿ . ∫∫¨∫∫¥¨µª 3®ø ´®ª® ∫ب¨ª/

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 --$7 2



.∑¨π®ª∞∂µ®≥ /Ø®∫¨ ∂≠ ªØ¨ -¨Æπ∂∫ .™™∞´¨µª®≥ 3∂ºπ∞∫¥ ,®π≤¨ª∞µÆ ƨµ™¿

1¨™∂¥ ¥ ¨µ´¨´ ª®∫≤∫ ≠∂π ∫ª ®µ´ 0µ´ ¿¨®π ∂≠ ∂∑¨π®ª∞∂µ

©¿ &∂ªª≠π∞¨´ *∂π©∞µ∞®µ '∞≥¡96 ®π´ 5,®¿ 0::;6

  !π®µ´∞µÆ 8® 3®∫≤ " 𨮪∞∂µ∂≠®∫ªπ∂µÆ™∂¥ ¥ ∂µ©π®µ´≠∂πªØ¨´¨∫ª∞µ®ª∞∂µ  /ºπ∑∂∫¨ (¥ ∑π∂Ω¨∫∞µ´º∫ªπ¿™∂ب∫∞∂µ∞µ´¨∫ª∞µ®ª∞∂µ " ∂µΩ∞µ™∞µÆ®µ´≥®∫ª∞µÆ™≥∞¨µª™∂µª®™ªπ¨∞µ≠∂π™¨∫∑π∂´º™ª ∫®≥¨∫  2º©?3®∫≤∫ # ¨≠∞µ¨®µ´®Æπ¨¨∂µ4 µ∞∏º¨2¨≥≥∞µÆ/π∂∑∂∫∞ª∞∂µ∫ # ¨≠∞µ¨≠ºªºπ¨π¨Æ∞∂µ®≥´¨∫ª∞µ®ª∞∂µ∫æ∞ªØ∞µªØ¨/π∂Ω∞µ™¨ ∞)¨)2∂ºªØ" ∂®∫ª' ∞ÆØ≥®µ´!®™∂≥∂´- ∂πªØ" ∂®∫ª ®µ´ ∞´¨µª∞≠¿ªØ¨∞πª¿∑∞™®≥™Ø®π®™ª¨π %∂π¥ º≥®ª¨®µ´Ω∞∫º®≥∞¡¨©π®µ´∞µÆ∫≥∂Æ®µ®µ´≥∂Æ∂∫ /ºªπ¨∫º≥ª∫ª∂´∞∫™º∫∫∞∂µ®µ´®™Ø∞¨Ω¨®∑∑π∂Ω®≥ 3¨∫ª©π®µ´∞µÆ¨≥¨¥ ¨µª∫æ∞ªØ∫∂¥ ¨ª∂ºπ∞∫ªÆπ∂º∑∫  8© 3®∫≤ (¥ ∑≥¨¥ ¨µª®©π®µ´?©®∫¨´™∂π∑∂𮪨∞´¨µª∞ª¿  2º©?3®∫≤∫ # ¨Ω¨≥∂∑®™∂π∑∂𮪨∞´¨µª∞ª¿≠∂πªØ¨, ®π≤¨ª∞µÆ ƨµ™¿ ®µ´∂ªØ¨π™∂µª®™ª∑∂∞µª∫F®Æ¨µª∫ # ∞∫∫¨¥ ∞µ®ª¨" (ª∂∫ª®≤¨Ø∂≥´¨π∫≠∂π¥ º≥ª∞∑≥∞¨π¨≠≠¨™ª∫ 3¨∫ª" (¨≥¨¥ ¨µª∫®¥ ∂µÆ∫ª∫ª®≤¨Ø∂≥´¨π∫  0 #¨∫ª∞µ®ª∞∂µ ,®π≤¨ª∞µÆ .® 3®∫≤ 3∂ºπ∞∫¥ /∂πª®≥F6 ¨©∫∞ª¨  2º©?3®∫≤∫ # π®≠ª∞µ≠∂π¥ ®ª∞∂µ¨≥¨¥ ¨µª∫ " 𨮪∞∂µ∂≠¨¥ ∂ª∞∂µ®≥¨ø∑¨π∞¨µ™¨ $∫ª®©≥∞∫Ø¥ ¨µª∂≠™∂µª®™ªæ∞ªØ∫º∑∑≥∞¨π∫®µ´¥ ®π≤¨ª∞µÆ ®Æ¨µ™¿

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$ø®¥ ∞µ¨∫®≥¨∫F´∞∫ªπ∞©ºª∞∂µ¨≥¨¥ ¨µªGπ¨∫¨πΩ®ª∞∂µª∂∂≥ - ¨æ∫¥ ¨∫∫®Æ¨©∂®π´ 1 ¨≠≥¨™ª©π®µ´∂≠´¨∫ª∞µ®ª∞∂µ $µ∫ºπ¨∑π∂∑¨π≠ºµ™ª∞∂µ∞µÆ®µ´Ω∞∫∞ª∂π≠π∞¨µ´≥∞µ¨∫∫  .© 3®∫≤ 3∂ºπ∂∑¨π®ª∂π, ®µº®≥  /ºπ∑∂∫¨ /π∂Ω∞´¨™∂¥ ∑®™ª∞µ≠∂π¥ ®ª∞∂µ∑®™≤®Æ¨ª∂ª∂ºπ∂∑¨π®ª∂π∫ ª∂®∫∫∞∫ªªØ¨∞π∑π∂´º™ª∑®™≤®Æ∞µÆ®µ´∫®≥¨∫  2º©?3®∫≤∫ # ¨∫∞Ƶ®µ´∑π∂´º™¨≠∂≥´¨πæØ∞™Ø™®µª®≤¨∞µ∫¨πª ´∂™º¥ ¨µª∫ /π¨∑®π¨ ≥∂æ™∂∫ª ∫¨ª∂≠ƨµ¨π®≥∞µ≠∂π¥ ®ª∞∂µ≠∂π∞µ∫¨πª& , ®∞µ®ªªπ®™ª∞∂µ∫æ∞ªØ¨µªπ®µ™¨≠¨¨∫ªπ®µ∫∑∂𪥠∂´¨∫ æ∞ªØ∫™Ø¨´º≥¨∫®µ´™∂∫ª∫ªπ®Ω¨≥ª∞¥ ¨∫®µ´´∞∫ª®µ™¨∫ ®™™∂¥ ¥ ∂´®ª∞∂µ¨∫ª®©≥∞∫Ø¥ ¨µª∫æ∞ªØ∑π∞™¨∫®µ´™∂µª®™ª ´¨ª®∞≥∫ªπ®µ∫∑∂𪮵´∞µ™∂¥ ∞µÆ∂∑¨π®ª∂π™∂µª®™ª∫ ∫¨≥¨™ª¨´ª∂ºπ∑π∂∑∂∫®≥∫¥ ®∞µ¨µª¨πª®∞µ¥ ¨µª≠®™∞≥∞ª∞¨∫ æ∞ªØ∑π∞™¨∫¥ ®∞µØ®µ´∞™π®≠ª®µ´∫Ø∂∑∑∞µÆ∂ºª≥¨ª∫ ∑¨π∫∂µ®≥∞∫¨´™∂µª®™ªæ∞ªØ, ®π≤¨ª∞µÆ ƨµ™¿ /π¨∑®π¨ ≥∂æ™∂∫ª ∫¨ª≠∂π≠π¨∏º¨µª≥¿™Ø®µÆ∞µÆ ∞µ≠∂π¥ ®ª∞∂µ≠∂π∞µ∫¨πª&™®≥¨µ´®π∂≠™º≥ªºπ®≥®µ´∫∑∂πª∫ ¨Ω¨µª∫™®≥¨µ´®π∂≠™∂µΩ¨µª∞∂µ∫®µ´¥ ¨¨ª∞µÆ∫µ¨æ Ø∂ª¨≥Fπ¨∫∂πª∑π∂±¨™ª∫  .™ 3®∫≤ /º©≥∞™®ª∞∂µ∂≠(¥ ®Æ¨!π∂™Øºπ¨  /ºπ∑∂∫¨ ' ®µ´?∂ºª¥ ®ª¨π∞®≥ª∂∑∂ª¨µª∞®≥™≥∞¨µª∫ª∂©º∞≥´∑∂∫∞ª∞Ω¨ ®ªª∞ªº´¨ª∂æ®π´∫´¨∫ª∞µ®ª∞∂µ®µ´ƺ∞´¨ª∂ªπ®Ω¨≥´¨™∞∫∞∂µ  2º©?3®∫≤∫ /π¨∑®π¨©π∂™Øºπ¨∑π∂≠∞≥¨≠∂π∞µª¨µ´¨´ª®πƨªÆπ∂º∑∫& ≥®µÆº®Æ¨∫∞¡¨∑π∞µªF∑Ø∂ª∂π®ª∞∂∞µ≠∂π¥ ®ª∞∂µ™∂µª¨µª ¨¥ ∂ª∞∂µ®≥¨ø∑¨π∞¨µ™¨µº¥ ©¨π∂≠™∂∑∞¨∫ !º∞≥´º∑∑Ø∂ª∂®π™Ø∞Ω¨≠∂π∑º©≥∞™®ª∞∂µ∫ # ¨∫∞Ƶ∑π¨∫¨µª®ª∞∂µ∂≠´¨∫ª∞µ®ª∞∂µ∫º©?π¨Æ∞∂µ∫ π¨™π¨®ª∞∂µ®™ª∞Ω∞ª∞¨∫≥¨∞∫ºπ¨∂∑∑∂πªºµ∞ª∞¨∫ /π∂≠¨∫∫∞∂µ®≥©π∂™Øºπ¨´¨∫∞Ƶ©¨∫ª∑Ø∂ª∂®µ´∑π∞µª ∏º®≥∞ª¿ &¨µ¨π®≥¥ ®∑æ∞ªØ¥ ®∞µ∫∞ª¨∫ $ø®¥ ∞µ¨∫∑∂µ∫∂π∞µÆ©¿∫ªπ®ª¨Æ∞™∑®πªµ¨π∫ 

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Small and Medium Enterprise Development for Sustainable Employment Program

German Technical Cooperation

.´ 3®∫≤ /º©≥∞™®ª∞∂µ∂≠∑𮙪∞™®≥∞µ≠∂π¥ ®ª∞∂µƺ∞´¨  /ºπ∑∂∫¨ 3π®Ω¨≥/≥®µµ¨π≠∂π∞µ´∞Ω∞´º®≥ª∂ºπ∞∫ª∫©¨≠∂𨮵´®≠ª¨π ªØ¨∞π®ππ∞Ω®≥∂µ- ¨Æπ∂∫   /π¨∑®π¨©π∂™Øºπ¨∑π∂≠∞≥¨≠∂π∞µª¨µ´¨´ª®πƨªÆπ∂º∑∫& ≥®µÆº®Æ¨∫∞¡¨∑π∞µªF∑Ø∂ª∂π®ª∞∂∞µ≠∂π¥ ®ª∞∂µ™∂µª¨µª ¨¥ ∂ª∞∂µ®≥¨ø∑¨π∞¨µ™¨¨ª™ # π®≠ªª¨øª∂µ®≥≥∑𮙪∞™®≥∞µ≠∂π¥ ®ª∞∂µ≠∂πΩ∞∫∞ª∂π∫&, ®∞µ ∫∞ª¨∫®µ´®ªªπ®™ª∞∂µ∫æ∞ªØ∂∑¨µ∞µÆØ∂ºπ∫®µ´¨µªπ®µ™¨ ≠¨¨∫ªπ®µ∫∑∂𪥠∂´¨∫´∞∫ª®µ™¨∫∫™Ø¨´º≥¨∫®µ´∑π∞™¨∫ ∫Ø∂∑∑∞µÆ®µ´Ø®µ´∞™π®≠ª∫¨≥¨™ª¨´Ø∂ª¨≥∫Fπ¨∫∂πª∫ ®≥ª¨πµ®ª∞Ω¨®≥≥Ø∂ª¨≥∫Fπ¨∫∂πª∫∂π®∫¨∑®π®ª¨ ®™™∂¥ ¥ ∂´®ª∞∂µƺ∞´¨™®µ©¨∑º©≥∞∫ب´ ªπ®Ω¨≥®Æ¨µ™∞¨∫ ∫∑¨™∞®≥π¨∫ª®ºπ®µª∫®µ´´¨≥∞™®™∞¨∫G∑∂≥∞™¨F´∂™ª∂πFØ∂∫∑∞ª®≥ ™∂µª®™ª´¨ª®∞≥∫ # ∞∫ª®µ™¨ªπ®Ω¨≥¥ ®∑®µ´∫¨≥¨™ª¨´™∞ª¿¥ ®∑∫ $ø®¥ ∞µ¨≠∞µ®µ™∞µÆªØπ∂ºÆØ™∂¥ ¥ ¨π™∞®≥®´Ω¨πª∞∫¨¥ ¨µª∫  .¨ 3®∫≤ /º©≥∞™®ª∞∂µ∂≠¨Ω¨µª™®≥¨µ´®π  2º©?3®∫≤∫ $∫ª®©≥∞∫ب®π≥¿∞µ≠∂π¥ ®ª∞∂µ∫¿∫ª¨¥ ∂µ¨Ω¨µª ®µµ∂ºµ™¨¥ ¨µª 2¨ªº∑®µ´¥ ®∞µª®∞µ¨Ω¨µª´®ª®©®µ≤æ∞ªØ¨Ω¨µª ∂πÆ®µ∞∫¨π™∂µª®™ª´¨ª®∞≥∫ /º©≥∞∫Ø∞µÆ∂≠¨Ω¨µª™®≥¨µ´®π ™º≥ªºπ®≥®µ´∫∑∂πª¨Ω¨µª∫  ¨Ω¨π¿;¥ ∂µªØ∫ $ø®¥ ∞µ¨™∂¥ ¥ ¨π™∞®≥≠∞µ®µ™∞µÆªØπ∂ºÆØ®´Ω¨πª∞∫¨¥ ¨µª  2 /π∂´º™ª ,®π≤¨ª∞µÆ :® 3®∫≤ " ∂¥ ∑¨ª∞ª∞∂µ®µ®≥¿∫∞∫  /ºπ∑∂∫¨ (¥ ∑π∂Ω¨¥ ¨µª∂≠™∂¥ ∑¨ª∞ª∞Ω¨∑∂∫∞ª∞∂µ≥¨®πµ∞µÆ≠π∂¥ ©¨∫ª ∑𮙪∞™¨∫  2º©?3®∫≤∫ (´¨µª∞≠∞™®ª∞∂µ®µ´26 . 3∂≠¥ ®∞µ™∂¥ ∑¨ª∞µÆ´¨∫ª∞µ®ª∞∂µ∫ ≠∂π≤¨¿∑π∂´º™ª∫ µ®≥¿∫∞∫∂≠™∂¥ ∑®π®ª∞Ω¨∂∑∑∂πªºµ∞ª∞¨∫ ©∂ªØ™∂µΩ¨µª∞∂µ ®µ´≥¨∞∫ºπ¨  (´¨µª∞≠∞™®ª∞∂µ∂≠©¨∫ª∑𮙪∞∫¨∫ # ®ª®©®∫¨∂µ∑®∫ª™∂µΩ¨µª∞∂µ∫®µ´π¨∫∑¨™ª∞Ω¨™≥∞¨µª∫ µ®≥¿∫∞∫∂≠3. ™®ª®≥∂ƺ¨∫∂µ™∂¥ ∑®π®©≥¨≥¨∞∫ºπ¨

Facilitating the Set Up of Negros Tourism Island Inc., Philippines 29 A Private Business Tourism Marketing Agency

Small and Medium Enterprise Development for Sustainable Employment Program

German Technical Cooperation

∑®™≤®Æ¨∫®µ´∑π∞™∞µÆ  :© 3®∫≤ , ®π≤¨ª∞µÆ∫ªπ®ª¨Æ¿π¨≥®ª¨´ª∂∑π∞¥ ¨∑π∂´º™ª∫  2º©?3®∫≤∫ # ¨ª®∞≥¨´∞´¨µª∞≠∞™®ª∞∂µ∂≠ª®πƨªÆπ∂º∑∫≠∂π¨ø∞∫ª∞µÆ¥ ®∞µ ∑π∂´º™ª∫ /π∂∑∂∫®≥∂µª®πƨªÆπ∂º∑®∑∑π∂®™Ø®µ´∞µ∫ªπº¥ ¨µª∫ " ∂∂∑¨π®ª∞∂µæ∞ªØ∑π∂´º™ª∫º∑∑≥∞¨π∫∂µ±∂∞µª¥ ®π≤¨ª∞µÆ 3∞¥ ¨ª®©≥¨∂≠∑π∂∑∂∫¨´®™ª∞∂µ∫ (µªπ∂´º™ª∞∂µ∂≠∫º™™¨∫∫™π∞ª¨π∞®®µ´©¨µ™Ø¥ ®π≤∞µÆ  :™ 3®∫≤ $∫ª®©≥∞∫Ø¥ ¨µª∂≠ª®πƨªÆπ∂º∑´®ª®©®∫¨  2º©?3®∫≤∫ # ®ª®©®∫¨∂≠3∂ºπ?. ∑¨π®ª∂π∫ ≥¨∞∫ºπ¨ªπ®Ω¨≥®µ´∫∑¨™∞®≥ ∞µª¨π¨∫ª∫º™Ø®∫´∞Ω∞µÆ ∞µ/Ø∞≥∞∑∑∞µ¨∫2∂ºªØ¨®∫ª ∫∞® $ºπ∂∑¨4 2 º∫ªπ®≥∞® # ®ª®©®∫¨∂≠ ∫∫∂™∞®ª∞∂µ∫®µ´π¨≥¨Ω®µª™∂π∑∂𮪨™≥∞¨µª∫ ∞µªØ¨5 ∞∫®¿®∫/Ø∞≥∞∑∑∞µ¨∫®µ´Æπ®´º®≥≥¿µ¨∞ÆØ©∂ºπ∞µÆ ™∂ºµªπ∞¨∫ # ®ª®©®∫¨∂≠/π∂≠¨∫∫∞∂µ®≥" ∂µÆπ¨∫∫. πÆ®µ∞∫¨π∫∞µªØ¨ /Ø∞≥∞∑∑∞µ¨∫®µ´2$ ∫∞® # ®ª®©®∫¨∂≠¥ ¨´∞®®µ´±∂ºπµ®≥∞∫ª∫æØ∂∑º©≥∞∫ت∂ºπ∞∫¥  ≠¨®ªºπ¨∫F®πª∞™≥¨∫ :´ 3®∫≤ /º©≥∞™®ª∞∂µ∂≠®" ∂µΩ¨µª∞∂µ/≥®µµ¨π  /ºπ∑∂∫¨ 2º∑∑∂πª®∫∫∂™∞®ª∞∂µ∫®µ´™∂π∑∂𮪨™≥∞¨µª∫∞µªØ¨ ∑π¨∑®π®ª∞∂µ∂≠¥ ¨¨ª∞µÆ∫®µ´™∂µΩ¨µª∞∂µ∫  2º©?3®∫≤∫ $∫ª®©≥∞∫Ø®∑π∂≠∞≥¨∂≠ªØ¨∑º©≥∞™®ª∞∂µ " ∂≥≥¨™ªπ¨≥¨Ω®µª∞µ≠∂π¥ ®ª∞∂µ∂µ&¥ ¨¨ª∞µÆ≠®™∞≥∞ª∞¨∫ ≥∂™®ª∞∂µ™®∑®™∞ª∞¨∫¨∏º∞∑¥ ¨µª™∂µª®™ª´¨ª®∞≥∫¨ª™  ®™™∂¥ ¥ ∂´®ª∞∂µ ™®∑®™∞ª¿™≥®∫∫∑π∞™¨∫™∂µª®™ª´¨ª®∞≥∫  ™®ª¨π∞µÆ≠∞π¥ ∫ªπ®µ∫∑∂πª™∂¥ ∑®µ∞¨∫ ªπ®µ∫∑∂𪥠∂´¨∫ ∑π∞™¨∫™∂µª®™ª¨ª™ ¨µª¨πª®∞µ¥ ¨µª≠®™∞≥∞ª∞¨∫∑π¨?®µ´∑∂∫ª? ¥ ¨¨ª∞µÆ®ππ®µÆ¨¥ ¨µª∫®µ´∂πÆ®µ∞¡¨π∫ªπ®Ω¨≥®Æ¨µ™∞¨∫ ®µ´/" . 9∫ ππ®µÆ¨®Ø∞ÆØ≥¿∑π∂≠¨∫∫∞∂µ®≥∑º©≥∞™®ª∞∂µ∞µ∂ºª∫ª®µ´∞µÆ ∏º®≥∞ª¿  :¨ 3®∫≤ (¥ ∑≥¨¥ ¨µª®ª∞∂µ∂≠∫¨≥¨™ª¨´¥ ®π≤¨ª∞µÆ®™ª∞∂µ∫∞µ®´´∞ª∞∂µ ª∂®©∂Ω¨

Facilitating the Set Up of Negros Tourism Island Inc., Philippines 30 A Private Business Tourism Marketing Agency

Small and Medium Enterprise Development for Sustainable Employment Program

German Technical Cooperation

 2º©?3®∫≤∫ /π¨∑®π®ª∞∂µ∂≠®, ®π≤¨ª∞µÆ ™ª∞∂µ/π∂Æ𮥠¥ ¨ªØ®ª∞∫ Æπ®´º®≥≥¿∑ºª∞µª∂∑𮙪∞™¨ ´¨∑¨µ´∞µÆ∂µªØ¨غ¥ ®µ ®µ´≠∞µ®µ™∞®≥π¨∫∂ºπ™¨∫∂≠ªØ¨, ®π≤¨ª∞µÆ Ƶ¨™¿∞µªØ¨ ≠∞π∫ªªæ∂¿¨®π∫∂≠∂∑¨π®ª∞∂µG ? , ¨´∞®/1 ™®¥ ∑®∞Ƶ ≠®¥ ªπ∞∑≠∂π±∂ºπµ®≥∞∫ª∫ ∑º©≥∞™®ª∞∂µ∂≠ªπ®Ω¨≥®πª∞™≥¨∫  ? /®πª∞™∞∑®ª∞∂µ∞µªπ®´¨≠∂㧝 ∫®µ´≠®∞π∫ π¨≥®ª∞Ω¨≥¿¨ø∑¨µ∫∞Ω¨∫¨≥¨™ª¨´≠®∞π∫∂µ≥¿  ? 3∂ºπ. ∑¨π®ª∂𵨪æ∂π≤∞µÆ™®¥ ∑®∞Ƶ ∑π∂∑∂∫®≥ ∂≠¥ ∂´¨≥∑®™≤®Æ¨∫®µµ∂ºµ™¨¥ ¨µª∂≠µ¨æ ∑π∂´º™ª∫≠®¥ ªπ∞∑   

Facilitating the Set Up of Negros Tourism Island Inc., Philippines 31 A Private Business Tourism Marketing Agency