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8/4/2019 Blueprint for Using Content to Connect with Buyers
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Spmasmwni gt _wnsnayni gt
Anz Wnsn`wcl Ldjlhdjlys Yln Jwmzdaj
Wnh`ydmasldp Gnyznna Cmaynay & S~ccnss
Iwdvdaj Idjdy`h Id`hmj Zdyl _wmspncys
Cmaynay l`s nbnwjni `s ` knt dajwnidnay ym idjdy`h b`wknydaj! Ym j`~jn lmz dai~sywt hn`inws `wn
`iiwnssdaj ylds jwmzdaj anni fmw cmaynay( Inb`aiJna Wnpmwy wncnayht pmhhni dai~sywt hn`inws ym dinaydft
gnsy pw`cydcns `wm~ai bn`s~wdaj cmaynays dbp`cy ma inb`ai `ai yln synps cmbp`adns b~sy y`kn ym g~dhi
idjdy`h id`hmj zdyl ylndw pwmspncys! Yln fmhhmzdaj zldyn p`pnw pwmvdins ` gh~npwday ym lnhp GymG b`wknynws
zdyl cwdydc`h synps dach~idaj5
G~dhidaj g~tnw pnwsma`s;
Cmai~cydaj ` cmaynay `~idy;
B`ppdajcmaynayymspncdcg~tnwsy`jns;
Cwn`ydaj `ssnys yl`y fnni a~wy~wdaj c`bp`djas;
Bn`s~wdaj yln s~ccnss mf cmaynay c`bp`djas!
http://manticoretechnology.com/8/4/2019 Blueprint for Using Content to Connect with Buyers
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Cmaancydaj Cmaynay Ym Inb`ai
B`wknynws amz l`vn pmznwf~h ymmhs
`v`dh`ghn ym `~ymb`yn yln cwn`ydma
`ai inhdvnwt mf c`bp`djas ym idffnwnay
pwmspncy `~idnacns! Lmznvnw( da
mwinw ym cmaancy nffncydvnht zdyl
ymi`ts cl`ajdaj GymG g~tnw( dy ds amznssnayd`h yl`y b`wknynws l`vn ` bna~
mf cmaynay yl`y spn`ks ym yln annis mf
yln g~tnw!
Ylnwnfmwn( cmaynay l`s nbnwjni `s `
knt dajwnidnay ym idjdy`h b`wknydaj! Sdacn
dy ds sydhh ` wnh`ydvnht anz idscdphdan( dy l`s
`hsm gncmbn man mf yln bmsy cl`hhnajdaj
`wn`s fmw b`wknynws! Ym j`~jn lmz dai~sywt
hn`inws `wn `iiwnssdaj ylds jwmzdaj anni
fmw cmaynay( Inb`aiJna Wnpmwy wncnayht
pmhhni >? n`wht `impynws mf b`wknydaj
`~ymb`ydma ynclamhmjt! Yln s~wvnt dinaydni
knt hn`wadajs `ai gnsy pw`cydcns fmw cwn`ydaj
` cmaynay wm`ib`p `ai ~sdaj cmaynay ym
cwn`yn idjdy`h id`hmj!
Knt aidajs mf yln s~wvnt dach~ini5
Das~fcdnay cmaynay w`akni `s man
mf yln ymp cl`hhnajns da inb`ai
jnanw`ydma;
Cmaynay"g`sni mffnws w`akni `s
yln bmsy s~ccnssf~h c`bp`djas
da ynwbs mf hn`i jna `ai pwmspncy
naj`jnbnay;
Cmaynay f`w m~yw`akni mylnw sm~wcns
`s `a `wn` mf insdwni spnaidaj fmw
7?07; `ai
Yln p`tg`ck fwmb cmaynay
davnsybnays l`s gnna snna da
dbpwmvni wns~hys da hn`i jna( hn`i
a~wy~wdaj `ai s`hns na`ghnbnay!
Zdyl b`wknynws amz snndaj s~cl ` chn`w
cmaancydma gnyznna cmaynay `ai inb`ai
jnanw`ydma( yln s~wvnt `hsm wnvn`hni jwmzdaj
daynwnsy da yln `gdhdyt ym bn`s~wn yln dbp`cy
spncdc cmaynay pdncns `wn l`vdaj ma
naj`jnbnay `ai wnvna~n!
Fmw n|`bphn( 7>. mf wnspmainays s`di ylnt
`wn c~wwnayht cmasdinwdaj yln wmhn mf cmaynay
da zda-hmss `a`htsds( zldhn 7:. s`di ylnt `wn
ph`aadaj ym dach~in ylds `a`htsds mvnw yln
an|y 07 ym 79 bmayls!
@wi`yl @hgnn( CNM mf cmaynay cmas~hy`act
B`wknydaj Daynw`cydmas( nbpl`sduni yl`y
bn`s~w`gdhdyt mf cmaynay ds gncmbdaj `
bmwn dbpmwy`ay f`cymw `s dys wmhn da inb`aijnanw`ydma dacwn`sns! Yln hdyb~s ynsy fmw
c~symb cmaynay ds zlnylnw mw amy tm~w
pwmspncys wnspmai gt y`kdaj an|y synps(
@hgnn s`di! Zlna tm~ `ssdja n`cl cmaynay
`ssny zdyl ` y`kn`z`t `ai ` pwmjwnssdvn
c`hh ym `cydma( tm~ l`vn yln `gdhdyt ym ~sn
b`wknydaj `~ymb`ydma ym bmadymw yln
wns~hys fwmb n`cl pdncn `ai wnan `s
annini ym cwn`yn yln bmbnay~b ancnss`wt
ym y~wa pwmspncys daym g~tnws!
Yln fmhhmzdaj zldyn p`pnw zdhh pwmvdin `
innp idvn daym yln s~wvnt i`y` `ai `hsm
mffnw ` gh~npwday fmw lmz dai~sywt hn`inws `wn
g~dhidaj cmaynay syw`ynjdns yl`y iwdvn dadyd`h
naj`jnbnay `hh yln z`t ym chmsn in`hs!
Zlna tm~ `ssdja n`cl
cmaynay `ssny zdyl ` y`kn`z`t `ai
pwmjwnssdvn c`hh ym `cydma( tm~ l`vn
`gdhdyt ym ~sn b`wknydaj `~ymb`yd
ym bmadymw yln wns~hys fwmb n`cl
pdncn`aiwnan`sanniniymcwn`
yln bmbnay~b ancnss`wt ym y~wa
pwmspncys daym g~tnws!
"@wi`yl @hgnn( CNM(
B`wknydaj Daynw`cydmas
tm~ znwn `ghn ym dacwn`sn tm~w
~ijny da 7?07( zlnwn zm~hi tm~
msy hdknht dacwn`sn tm~w spnai=
Mylnw
Yn
hnb
`wk
nyd
aj
Nvnays
Sn`wc
lb
`wk
nyd
aj
Cmayn
ay
7!7. 07!7.
79!>.7
6>!3.
8/4/2019 Blueprint for Using Content to Connect with Buyers
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Cmaancydaj Cmaynay Ym Inb`ai
Ylwm~jl ylds `a htsds( yln p`pnw zdhh pwmvdin ` synp"
gt"synp j~din ym `iiwnssdaj knt `wn`s s~cl `s5
G~dhidaj g~tnw pnwsma`s;
Cmai~cydaj `a `~idy mf n|dsydaj cmaynay(
dinaydftdaj j`ps( nyc!;
B`ppdaj cmaynay ym spncdc g~tnw annis
`ai sy`jns;
Cwn`ydaj `ssnys yl`y fnni hn`i a~wy~wdaj
c`bp`djas; `ai
Bn`s~wdaj yln s~ccnss mf cmaynayc`bp`djas!
Yln Cwdydc`h Wmhn mf Cmaynay
@s `impydma mf b`wknydaj `~ymb`ydma ymmhs
dacwn`sns `ai s~ccnss zdyl cmaynay"g`sni
mffnws da iwdvdaj inb`ai spwn`is( yln anni fmw
bmwn cmaynay `ai n|pnwydsn da cmmwida`ydaj `ai
bn`s~wdaj yl`y cmaynay ds ma yln wdsn!
Zlna `skni zldcl c`bp`djas l`vn gnna bmsy
s~ccnssf~h mvnw yln p`sy tn`w( cmaynay"g`sni
mffnws w`akni f`w `ln`i mf mylnw yw`idydma`h hn`i
jnanw`ydma ynclad~ns! Cmaynay mffnws znwn
cdyni `s yln ymp hn`i jna-naj`jnbnay sm~wcn
gt >>. mf wnspmainays( cmbp`wni ym 93. fmw
nvnays `ai 7>. fmw sn`wcl b`wknydaj `ai
8/4/2019 Blueprint for Using Content to Connect with Buyers
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Cmaancydaj Cmaynay Ym Inb`ai
snwvdcn mw smh~ydma( dy a`y~w`hht gncmbns bmwn
dbpmwy`ay ym naj`jn ylnb da ` z`t yl`y ds
wnhnv`ay ym ylnb( G`hizda s`di!
Wnspmainays `hsm slmzni jwmzdaj cmainacn
da cmaynay `s ` ymp zdsl"hdsy dynb `s ylnt gnjda
ym cw`fy ylndw 7?07 g~ijnys( zdyl 6>. s`tdaj
ylnt zm~hi hdknht dacwn`sn spnaidaj ma cmaynay
an|y tn`w( fmhhmzni gt 74. ph`aadaj ym ~p ylndw
davnsybnay da sn`wcl `ai 7>. da nvnays!
Cmaynay G~dhidaj Ghmcks
Dai~sywt n|pnwys cmbbmaht pmday ym cmaynay
`~idys `ai yln invnhmpbnay mf g~tnw pnwsma`s
`s yzm mf yln knt synps ymz`wi g~dhidaj `
s~ccnssf~h cmaynay syw`ynjt! Yln s~wvnts~ppmwyni yln pmsdydvn dbp`cy ylnsn synps `wn
l`vdaj fmw pmznw ~snws mf b`wknydaj `~ymb`ydma(
zdyl 9:. w`akdaj cmaynay `~idys `s smbnzl`y mw
ldjlht v`h~`ghn `ai 34. cdydaj g~tnw pnwsma`s da
yln s`bn c`ynjmwt!
Lmznvnw( yln s~wvnt `hsm wnvn`hni sdjadc`ay
j`ps yl`y sydhh n|dsy da inphmtdaj `ai ~ydhdudaj
ylnsn fm~ai`ydma`h syw`ynjdns! Fmw n|`bphn( 33.
mf n|pnwdnacni b`wknydaj `~ymb`ydma `impynws
l`vn sydhh amy cmai~cyni cmaynay `~idys `ai 93.
l`vn tny ym invnhmp g~tnw pnwsma`s!
G`hizda pmdayni m~y yl`y yln hdbdyni sy`ff `ai
wnsm~wcns `v`dh`ghn ym bmsy GymG b`wknydaj
yn`bs l`s pwnvnayni ylnb fwmb knt synps
s~cl `s cmai~cydaj `~idys `ai invnhmpdaj
g~tnw pnwsma`s!
Dys ~afmwy~a`yn yl`y
b`wknynws imay
cmbphnyn cmaynay
`~idys `ai invnhmp
g~tnw pnwsma`s! Yln
b`wknynws yl`y zn zmwk
zdyl `wn s~pnw sb`wy `ai
kamz ylds ds ` incdy(
g~y ylnwn ds yln b`yynw mf
a~bnwm~s pwdmwdydns `ai hdbdyni g`aizdiyl yl`y
ph`j~ns ylnb nvnwt i`t( G`hizda s`di!
G`hizdas `ssnssbnay z`s s~ppmwyni gt yln
s~wvnt aidajs `s das~fcdnay sy`ff z`s cdyni `s
yln ymp cl`hhnajn ,>0.$ da mpydbdudaj inb`ai
jnanw`ydma nffmwys( fmhhmzni gt das~fcdnaycmaynay ,9>.$( h`ck mf pwmcnssns ,3>.$ `ai h`ck
mf n|pnwydsn ,7>.$!
Sln `iini( lmznvnw( yl`y `s smpldsydc`ydma `ai
n|pnwdnacn jwmzs( fm~ai`ydma`h synps s~cl `s
cmai~cydaj cmaynay `~idys `ai invnhmpdaj g~tnw
pnwsma`s zdhh gncmbn bmwn cmbbmaph`cn!
@s cmbp`adns `impy b`wknydaj `~ymb`ydma(
dy gncmbns bmwn mf ` pwdmwdyt ym y`kn symck
da ylndw cmaynay `ssnys( G`hizda s`di! Ylnt
wn`hdun yl`y da mwinw ym gn bmwn nffncydvn da
a~wy~wn b`wknydaj( ylnt anni ym ~ainwsy`ai
zlm yln g~tnw ds amy e~sy fwmb ` inbmjw`pldc
sy`aipmday( g~y wn`hht zl`y bmydv`yns ylnb( zl`y
sm~wcns im ylnt y~wa ym fmw dafmwb`ydma `ai lmz
ym fmwjn innpnw cmaancydmas zdyl ylnb!
Dasdinws J~din Ym Cmai~cyd
@ Cmaynay @~idy
G`sni ma yln fnnig`ck fwmb yln pmznw
~snws zlm p`wydcdp`yni da yln cmaynay pm
yln cmbbma wncmbbnai`ydmas yl`y nbnw
fmw cmai~cydaj ` cmaynay `~idy( dach~ini5
G~dhi ` cmbphnyn hdsy mf tm~w c~wwna
cmaynay `ssnys( dach~idaj zng cmay
s`hns pwnsnay`ydmas( c`sn sy~idns( n
Ywt ym b`p m~y yln `ssnys vds~`hht
cmwwnspmaidaj zdyl idffnwnay g~tnw
pl`sns( dach~idaj `z`wnanss(
ni~c`ydma( cmasdinw`ydma `ai
v`hdi`ydma!;
@ssnbghn hdsy mf gmyl pmynayd`h cmay
cmaywdg~ymws( dach~in gmyl daynwa h `ain|ynwa h mpydmas( s~cl `s bnid p`wya
cmas~hy`ays( `a htsys( nyc!
Mylnw Das~fcdnay
ynclamhmjt
Zl`y zm~hi tm~ s`t `wn tm~w jwn`ynsy
l`hhnajns da cwn`ydaj `ai mpydbdudaj tm~w
inb`ai jnanw`ydma nffmwys=
H`ck mf
n|pnwydsn
H`ck mf
pwmcnssns
Das~fcdnay
cmaynay
Das~fcdnay
sy`ff
79!>.
3:!9.
99!4.
>0.
8/4/2019 Blueprint for Using Content to Connect with Buyers
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Cmaancydaj Cmaynay Ym Inb`ai
B`ppdaj @ai A~wy~wdaj
Macn mwj`adu`ydmas jny p`sy yln dadyd`h pl`sns
mf invnhmpdaj ` cmaynay syw`ynjt( yln an|y
jm`h ds g~dhidaj m~y yl`y hdgw`wt ym gn `ghn ym
b`p cmaynay ym yln idffnwnay sy`jns mf yln
g~tnws em~want! @s cmbp`adns gncmbn bmwn
n|pnwdnacni ~sdaj b`wknydaj `~ymb`ydma ymmhs
`ai ylnt wmhh m~y hn`i a~wy~wdaj c`bp`djas(
`hdjadaj zdyl g~tnw annis l`s pwmvna ym gn `
sdjadc`ay cmbpnydydvn idffnwnayd`ymw!
Cwn`ydaj `ssnys `ai mffnws yl`y `hdja zdyl yln
hdfnctchn mf ` pwmspncy z`s cdyni `s smbnzl`y
mw ldjlht v`h~`ghn gt 6?. mf wnspmainays( `ai
b`ppdaj cmaynay ym g~tnw annis z`s c`hhni
m~y `s ` v`h~`ghn n|nwcdsn gt >4.! Lmznvnw(ylnwn ds sydhh ` j`p yl`y n|dsys da ylds `wn`( `s 74.
mf wnspmainays s`di ylnt `wn sydhh amy b`ppdaj
cmaynay ym g~tnw annis!
G`hizda c`hhni ylds m~y `s ` pmynayd`h pdyf`hh fmw
cmbp`adns zlm ywt ym f`sy"fmwz`wi ylndw cmaynay
syw`ynjt zdyl yw`ckdaj `ai ~ainwsy`aidaj yln wn`h
annis mf ylndw g~tnws! Zn snn ylds mfyna zlnwn
cmbp`adns `wn snaidaj `z`wnanss cmaynay ym
pwmspncys zlm `wn da yln cmasdinw`ydma pl`sn(
mw pwmvdidaj pwmi~cy dafmwb`ydma ym pwmspncys
zlm `wn e~sy sy`wydaj ym wn`hdun ylnwn b`t gn `
smh~ydma fmw ylndw p`da( sln `iini! Zlnylnw dys
vd` `~ymb`yni a~wy~wn pwmjw`bs( smcd`h bnid`
mw ymp mf yln f~aanh inb`ai jnanw`ydma( ylnwn ds
amyldaj bmwn b`jdc`h yl`a yl`y bmbnay zlna `
pwmspncy fnnhs hdkn tm~ znwn wn`idaj ylndw bdai(
sm b`wknynws slm~hi b`kn ylds ` pwdmwdyt fmw
s~ccnss!
Zdyl 90. mf wnspmainays cdydaj dbpwmvni wns~hys
fwmb hn`i a~wy~wdaj `s ylndw ymp p`tg`ck fwmb `a
n|p`aini hdgw`wt mf cmaynay( yln s~wvnt slmzni `
chn`w cmwwnh`ydma gnyznna cmaynay `ai yln `gdhdyt
ym naj`jn `ai `ccnhnw`yn ` hmajnw"ynwb g~tnw!
Dasdinws J~din Ym B`ppdaj Cmaynay Ym G~tnw Sy`jns
Macn mwj`adu`ydmas l`vn cmai~cyni `a `~idy mf ylndw n|dsydaj `ssnys( yln an|y sy`jn da `
cmaynay syw`ynjt ds dinaydftdaj yln j`ps yl`y n|dsy! Cmaynay vnynw`as pmday ym snvnw`h synps
ym dacwn`sn yln nffncydvnanss mf g~dhidaj ` cmaynay b`p! G`sni ma yln fnnig`ck fwmb yln
s~wvnt `~idnacn( yln s~jjnsyni synps fmw cwn`ydaj pnwsma`s dach~ini5
Dinaydft j`ps da yln c~wwnay bna~ mf `ssnys ym inynwbdan yln g~tnw pl`sns zlnwn
tm~ `wn hdjly ma cmaynay `ai g~dhi ph`as ym cwn`yn anz `ssnys!
Invnhmp cmaynay mffnws yl`y `iiwnss yln ~ad~n annis mf pwmspncys `y idffnwnay
sy`jns mf yln g~tdaj ctchn!
N`wht sy`jn cmaynay slm~hi sy`wy ` cmavnws`ydma `ai `iiwnss g~sdanss dss~ns!
H`ynw sy`jn cmaynay slm~hi gn bmwn pwmi~cy spncdc `ai fmc~s ma p~wcl`sdaj
cmacnwas( s~cl `s WMD `ai cmbpnydydvn `a`htsds!
@s cmbp`adns impy b`wknyda
`~ymb`ydma( dy gncmbns bmwn
` pwdmwdyt ym y`kn symck da ylndw
cmaynay ssnys!
" C`wd G`hizda( _`wyanw `ai Fm~ain
Gh~n Gdwi Syw`ynjdns
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Cmaancydaj Cmaynay Ym Inb`ai
Cmach~sdma
Yln s~wvnt wns~hys chn`wht slmz yl`y b`wknynws `wn snndaj chn`w p`tg`ck fwmb ylndw davnsybnays da cmaynay(
gmyl da ynwbs mf naj`jnbnay `ai hn`i jnanw`ydma! Lmznvnw( yln s~wvnt `hsm ~ainwscmwni yl`y hdkn `atb`wknydaj y`cydc( cmaynay c`bp`djas anni ym gn `cydvnht bn`s~wni `ai yw`ckni ym l`vn b`|db~b dbp`cy!
E`t J`dans( Snwvdcn Idwncymw fmw Inb`ai Cwn`ydma Syw`ynjdns `y Sdwd~sIncdsdmas( dhh~syw`yni ylds pmday i~wdaj
` kntamyn snssdma `y yln wncnay Sdwd~sIncdsdmas S~bbdy( zlna ln sywnssni yl`y bmsy GymG cmbp`adns `wn
h`ckdaj `ccm~ay`gdhdyt( syw`ynjt `ai bn`s~wnbnay zlna dy cmbns ym cmaynay!
Df cmaynay ds kdaj( ylna pnmphn ywn`y yl`y kdaj pwnyyt g`iht( J`dans s`di! S~ppmwydaj ylds j`p( J`dans
cmai~cyni ` pmhh mf yln `~idnacn yl`y fm~ai :6. mf `yynainns cdyni cmaynay `s cwdydc`h ym ylndw inb`ai
cwn`ydma nffmwys! Lmznvnw( wnspmaidaj ym ` fmhhmz"~p ~nsydma( 90. mf `yynainns s`di h`ck mf g~ijny `ai
wnsm~wcns mw yln h`ck mf ` cmaynay syw`ynjt pwmvdini sdjadc`ay l~wihns ym ylndw nffmwys!
@s yln s~wvnt i`y` s~ppmwys( ylds idscmaancy gnyznna y`hkdaj `gm~y cmaynay `ai pwdmwdydudaj dy ds ~dckht
cl`ajdaj fmw pwmjwnssdvn b`wknynws! Hn`idaj GymG mwj`adu`ydmas `wn wn`hdudaj yl`y `a n|ynasdvn bna~ mf
cmaynay amz maht lnhps ym s~ppmwy hn`i jnanw`ydma pwmjw`bs( g~y `hsm b`kns g~tnws bmwn cmainay `ai
cmbfmwy`ghn da zmwkdaj zdyl ` p`wydc~h`w smh~ydma pwmvdinw!
Ylnsn anz ita`bdcs `wn b`kdaj cmaynay cwn`ydma
`ai bn`s~wnbnay ` cmbpnydydvn ancnssdyt da bmsy
GymG b`wknys! Cmbp`adns yl`y imay davnsy da
cmaynay `wn bdssdaj yln mppmwy~adyt ym gncmbn
yln yw~syni `ivdsmw( G`hizda s`di! Ymi`ts g~tnws
`wn bmwn smpldsydc`yni `ai imay z`ay ym gn smhiym! Ylnt z`ay ` snwvdcn mw smh~ydma pwmvdinw yl`y
~ainwsy`ais ylndw p`da `ai c`a pwmvdin ` smh~ydma!
@ai df tm~ c`ay im yl`y( ylnt zdhh ai smbnman zlm
c`a!
Cw`ckdaj yln Cmaynay Cmin5
@a Majmdaj Em~want
Hdkn `at anz mw c~yydaj nijn b`wknydaj pw`cydcn( invnhmpdaj yln wdjly bd| mf cmaynay ym
iwdvn inb`ai ds ` hn`wadaj c~wvn fmw bmsy mwj`adu`ydmas!
Bmwn yl`a l`hf ,>0.$ mf yln s~wvnt wnspmainays w`akni ylndw mwj`adu`ydma `s annidaj
dbpwmvnbnay da cwn`ydaj cmaynay yl`y spn`ks ym n`cl pl`sn da yln g~tnws em~want( zldhn30. j`vn ylndw yn`b `a `vnw`jn scmwn `ai 07. jmy `a n|cnhhnay jw`in!
Yln pw`cydcn mf bn`s~wdaj `ai yw`ckdaj yln dbp`cy mf cmaynay c`bp`djas ds `hsm `
wnh`ydvnht anz pwmcnss( `s 0-3 mf wnspmainays s`di ylnt l`vn gnna `cydvn da bn`s~wdaj
ylndw c`bp`djas fmw 7 tn`ws mw hnss( `ai
8/4/2019 Blueprint for Using Content to Connect with Buyers
9/9
@gm~y B`aydcmwn
B`aydcmwn Ynclamhmjt na`ghns mwj`adu`ydmas ym g~dhi wnh`ydmasldps zdyl g~tnws
gt cmasdsynayht inhdvnwdaj yln wdjly bnss`jn ym yln wdjly pnwsma( `y yln wdjly ydbn!
M~w b`wknydaj `~ymb`ydma ph`yfmwb lnhps b`wknynws idjdy`hht cmbb~adc`yn zdyl
hn`is da ` pnwsma`h `ai nffncydvn z`t ylwm~jlm~y ylndw naydwn g~tdaj ctchn(zldhn
inhdvnwdaj dav`h~`ghn dasdjly ym s`hns dbpwmvdaj daynw`cydmas `ai hn`i"ym"chmsn w`ydms!
B`aydcmwn Ynclamhmjt l`s naynwpwdsn c~symbnws `wm~ai yln jhmgn( dach~idaj( ^_S(
Sl`wng~dhinw 9?0,k$ `ai T`b`l`! Fmw bmwn dafmwb`ydma phn`sn vdsdy yln cmbp`ats
zng sdyn `y zzz!b`aydcmwnynclamhmjt!cmbmw c`hh ,>07$ 790"3: