Success through excess: How property and casualty insurers are boosting profits by entering the excess and surplus market

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lp |da}sodb~39 53 50 99 91Sodb~ ol |da} @ojsa~d~d|a

db~affdmab`aE lyeja}oyhloy yapsobpa

Go} S}@`eb gafs

Essabndw

}}}"s}`"`oj/lpd

Pas~ajiay 9359

Pq``app ~gyoqmg aw`app;Go} syosay~t ebn `epqef~tdbpqyayp eya ioop~dbm syo~pit ab~aydbm ~ga aw`app ebnpqysfqp jeyha~

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0Sodb~ o |da}

E }aeh a`obojt ebn p~yobm pqssftol `esd~ef ge|a ~ydjjan syo~p db ~gasyosay~t ebn `epqef~t dbpqyeb`a 'S,@$dbnqp~yt" @eyydayp eya nd|aypdltdbm db~o

psa`def~t fdbap ~o jo|a iatobn ~gafdjd~e~dobp ol ~ga je~qya& pe~qye~anjeyha~ loy p~ebneyn fdbap"

Ep `eyydayp fooh ~o myo} ya|abqa& ~gat eyabndbm d~ db`yaepdbmft ndl`qf~ ~o ~eha jeyha~pgeya lyoj ojsa~d~oyp db p~ebneyn fdbap nqa~o ~ga pol~ syd`dbm ab|dyobjab~ ebn je~qyd~tol ~ga iqpdbapp" ^gat efpo eya a|efqe~dbm}etp ~o sq~ ~gady aw app `esd~ef ~o qpa db ba}jeyha~p& ol~ab ~gyoqmg oymebd` awsebpdob oy

e`uqdpd~dob" ]a ge|a oipay|an e ya`ab~ qspqymadb jaymay ebn e`uqdpd~dob 'J,E$ e`~d|d~t&psa`d`efft }d~gdbpqyayp foohdbm ~o awsebndb~opsa`def~tfdbap"

Aw`app ebn pqysfqp 'A,P$ dbpqyeb`a gepajayman ep eb e~~ye`~d|a jeyha~ loyjebt `eyydayp& ~gebhp ~o fapp yamqfe~dobebn joya syo~ so~ab~def"

A,P syonq`~pe bob*enjd~~an loyj olpsa`def~t dbpqyeb`aeya fapp ab`qjiayan it

mo|aybjab~ yamqfe~dob ~geb p~ebneyn fdbapebn ennyapp ajaymdbm ebn qbduqa ydphp" Ep eyapqf~& ~gdp jeyha~ `eb ia joya syo~eifa ebnfapp pabpd~d|a ~o t`fd`ef ~yabnp& effo}dbm loymyae~ay awdidfd~t db ~ga `o|ayema ollayan ebnye~ap`geyman"

Sya|doqpft paab ep ~ga}dfn& }dfn }ap~ oldbpqyeb`a& ~ga aw`app ebn

pqysfqp jeyha~ gep ia`ojae joya ebn joya e~~ye`~d|ajaebp loy syosay~t ebn`epqef~t `eyydayp ~o iofp~ay~ga io~~oj fdba"

tsd`ef geye`~aydp~d`p ol A,P syonq`~p db`fqnagdmg*ge{eyn ydphp 'a"m"& aey~guqeha dbpqyeb`adb Ia|ayft Gdffp$& ajaymdbm ydphp 'a"m"& ba~}oyhpa`qyd~t$& bd`ga jeyha~ ydphp 'a"m"& `afaiyd~t

iont sey~ `o|ayema$& ebn qbduqa ydphp 'a"m"&dbpqydbm e `ob~ap~$"

Myo}dbm najebn loy psa`def~t syonq`~p

gep fan ~o eb awsebndbm A,P jeyha~

Loy efjop~ ~}o na`enap& ~ga A,P jeyha~ gep

`obpdp~ab~ft najobp~ye~an ndya`~ }yd~~ab

syajdqj medbp& osaye~dbm syo~p& ebn ya~qybp

ob ya|abqa ebn pqysfqp" Lyoj 9333 ~o 933

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> LP \da}sodb~

^ga A,P jeyha~ gofnpsyojdpa loy dbpqyeb`a`eyydayp foohdbm ~o lqaf

myo}~g ~gyoqmg ba}syonq`~p }gdfa jebemdbmosaye~dobef op~p ebn ydphp"

^gyaa hat le`~oyp eya nyd|dbm ~gaso~ab~def loy syo~eidfd~t db ~gaA,Pjeyha~;

Fapp ydmdn yamqfe~oyt ab|dyobjab~Fapp mo|aybjab~ yamqfe~dob ebn eb awsebnaneidfd~t ~o qbnay}yd~a ajaymdbm ydph effo}p loymyae~ay syo~eidfd~t" @eyydayp ge|a lyaanoj olye~a ebn loyj& effo}dbm ~gaj ~o }yd~a joyaaw`fqpdobp& }ed|ayp& ebn ydnayp ~geb e p~ebneynsofd`t db oynay ~o jaa~ ~gady `fdab~p qbduqabaanp }d~goq~ ~ga peja ~dja `obp~yedb~p ebnbeb`def op~p ol ~ga p~ebneyn jeyha~"

Jeyha~ lyemjab~e~dob

^gaya dp bo nojdbeb~ sfetay db ~ga A,P jeyha~&db`yaepdbm ~ga onnp ~ge~ ba} ab~yeb~p jetmedb e `ojsa~d~d|a anma ebn }db jeyha~ pgeya"Ol ~ga ~os 91 A,P `eyydayp}gd`g `o|ayessyowdje~aft 73 say`ab~ ol ~ga ~o~ef jeyha~eff iq~ oba gofn < say`ab~ oy fapp ol ~gajeyha~"5 ]gdfa jeyha~ lyemjab~e~dob db`yaepapossoy~qbd~dap loy ba} ab~yeb~p& ojsa~d~dobebn ojsfawd~t eya efpo afa|e~an& apsa`defftep enjd~~an `eyydayp syaseya ~o `ojsa~a db ~ga

A,P pse`a"

^o fdjd~ awsopqya ~o ~ga qbduqa ebn gdmg*ge{eynydphp ~ge~ eya ~tsd`ef ol A,P& jebt`eyydaypno bo~ `eyyt e lqff iyaen~g ol syonq`~p" ^gabe~qya ol ~ga jeyha~ efpo lyauqab~ft nd`~e~ap

ba} syonq`~p yauqdyan it abn obpqjayp'a"m"& ba~}oyh pa`qyd~t$& yae~dbm eb djsa~qploy ba} bd`ga `eyydayp" ^ga yapqf~dbm djse`~ dpbqjayoqp `eyydayp pay|dbm jd`yo*pamjab~p ol~gajeyha~"

Osaye~dobef ptbaymdap

Jebt eyydayp ge|a ya`ab~ft ojsfa~an oy eya`qyyab~ft qbnaymodbm dbd~de~d|ap ~o jonaybd{a~gady ~a`gbofomt sfe~loyjp" ]d~g ~gapa ya`ab~db|ap~jab~p& ~gaya dp obpdnayeifa so~ab~def

yaqpa ol ~ga ~a`gbofomt sfe~loyj ebn ie`h*ol`a osaye~dobp loy A,P syonq`~p"

5 QP A,P Jeyha~ Syajdqjp Db yaepa db 9355; PBF Ldbeb`def"Dbpqyeb`a KoqybefSyosay~t @epqef~t Dbpqyeb`a Ba}p"}}}"dbpqyeb`akoqybef"`oj 'e``appan Kqft 4& 9359$ "

Eff iq~ oba ol ~ga ~os 91 A,P `eyydayp gofn fapp ~geb

ol ~ga jeyha~

5!9!

9!0!

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21!

Bqjiay ol `ojsebdap it jeyha~ pgeya

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1Sodb~ o |da}

]gt ge|ab~ joya`eyydayp ab~ayan ~ga

A,P jeyha~? Jebt fe`h

~ga ydmg~ qbnay}yd~dbm~efab~ ebn ndp~ydiq~dob`gebbafp baanan ~o abeifae pq``applqf |ab~qya db~o

}ge~ dp `ojjobft paab epqb`gey~an ~ayyd~oyt"

]d~g ossoy~qbd~dap `oja oip~e`fap"

Gdmgay ydphp

A,P ydphp eya `obpdnayan gdmg ge{eyn& ebn ol~ab

fd~~fa gdp~oyd`ef fopp ne~e dp e|edfeifa" ^gayadp so~ab~def loy pdmbd`eb~ awsopqya ~o pgo`hfopp 'pq`g ep `e~ep~yosgd` a|ab~p oy ~ydmmayp$&feyma ydph ob`ab~ye~dobp& qbduqa osaye~dobp&qble|oyeifa jebemajab~& ebn ajaymdbm ydphp"

Db ennd~dob& ia`eqpa A,P dbpqyayp eya bo~ioqbn it ~ga peja yamqfe~dobp djsopan obp~ebneyn fdba `eyydayp& ~gat `ebbo~ `fedjsyo~a`~dob lyoj ~ga p~e~a mqeyeb~aa lqbn db`epaol dbpof|ab`t"

Ndl`qf~t yae`gdbm ~ga ydmg~ `qp~ojaypPdb`a A,P syonq`~p eya po qbduqa ebn gdmgft`qp~ojd{an ~o dbnd|dnqef qp~ojay baanp& d~`eb ia ndl`qf~ ~o dnab~dlt ndp~ydiq~dob `gebbafp~ge~ syo|dna ~ga |ofqja ol `qp~ojayp baanan ~opqssoy~ syomyejp"

^ga gdmgft qp~ojd{an ebn obpqf~e~d|a be~qyaol A,P syonq`~p jaebp ~ge~ pq``app dp ol~abiqdf~ ob ~yqp~& gadmg~abdbm ~ga djsoy~eb`a olndp~ydiq~dob gebbafp"

Eb en go` ndp~ydiq~dob p~ye~amt `eb yapqf~ db epha}an iooh ol iqpdbapp" D~ jet efpo yapqf~ db endjdbdpgan |ofqja ol iqpdbapp ~ge~ jet djse`~syo~eidfd~t ebn a|ab~qef pqp~edbeidfd~t"

A,P `eyydayp eya le`an }d~g e `ojsfawndp~ydiq~dob a`optp~aj& ae`g `gebbafsoppappdbm qbduqa `geye`~aydp~d`pebnndllayab~de~oyp"

Lq~qya

`gebbaf

Jeyha~*psa`dld`

`gebbafp

^yend~dobef

`gebbafp

Iyohayp/emab~pAjsfotaa

myoqspElldbd~t Ndya`~

Dbd~def

`gebbaf

Emmyame~oyp

Psa`def~t

`eyyday

]gofapefayp

'JMEp/JMQp$

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< LP \da}sodb~

Ab~aydbm ~ga jeyha~; faendbm `eyydaypiqdfn e pofdn loqbne~dob iepan obndp~ydiq~dob `gebbafp& syonq`~ napdmb&ebn qbnay}yd~dbm ~efab~ ~o pa~ ~ga p~ema

loy lq~qya jeyha~ pgeya myo}~g"Qbnay}yd~dbm ~efab~

Uqefd~t ~efab~ ~o ff qbnay}yd~ay ebn e`~qeydefyofap dp baanan ~o syd`a `ojsfaw ydphp& epawsaydab`a& awsay~dpa& ebn saypsa`~d|a ol~abdjse`~ ~ga yapqf~dbm ~ayjp ebn `obnd~dobp"^gapa dbnd|dnqefp pgoqfn ia eifa ~o `yae~asya`dpa qbnay}yd~dbm ne~e ebn qpa en|eb`anebeft~d`p ~o enauqe~aft syand`~ fdla~dja |efqapol dbo}p ebn fopp/pay|d`a `op~oq~o}p"

Pqsaydoy syonq`~ napdmbp

Pdb`a ~ga syonq`~ baanp ol ndllayab~ jeyha~peya obp~eb~ft a|of|dbm& faendbm dbpqyayp eyap~etdbm e~~qban ~o na|afosdbm ~yabnp ~gyoqmg`fopa db~aye`~dob }d~g hat ndp~ydiq~dob sey~bayp"

Poja `eyydayp jet syalay e na`ab~yefd{ansyonq`~ na|afosjab~ jonaf ~ge~ effo}pawdidfd~t ~o yapsobn ~o jeyha~ baanp ebn ~ona~ayjdba ~yenaollp ia~}aab syo~eidfd~t&

`ojjdppdob p~yq`~qyap& ebn jeyha~ saba~ye~dob"

Ndp~ydiq~dob `gebbafp

It sfebbdbm ba} syonq`~ na|afosjab~ db`offeioye~dob }d~g hat ndp~ydiq~dob sey~bayp&pq`g ep }gofapefayp& `eyydayp `eb ollay ~djaft

ebn yafa|eb~ pofq~dobp ~ge~ joya alla`~d|aft~eyma~ qp~ojayp"

Db ennd~dob& `eyydayp `eb na|afos ndp~ydiq~dobp~ye~amdap ~ge~ fa|ayema gebbaf p~yabm~gpebn pqp~edb ~ga |ofqja ol iqpdbapp ba`appeytloy syo~eifa qbnay}yd~dbm" Syomyejpollaydbm edn db jeyha~*pgeya awsebpdob`eb efpo gafs iefeb`a syo~eidfd~t ebnndp~ydiq~dobsaba~ye~dob"

]d~g ~gapa oip~e`fap& d~dp joya djsoy~eb~ ~geba|ay ~ge~ `eyydayp `obpdnay

~ga hat pq``app le`~oypbaanan ~o ab~ay ~ga jeyha~&iqdfn jeyha~ pgeya& ebn`ob~dbqoqpft yaba ~gadyfobm*~ayj myo}~g p~ye~amt"

Ab~aydbm ~ga jeyha~

Ndp~ydiq~dob`gebbafp

Pqsaydoy

syonq`~napdmbp

Qbnay}yd~dbm

~efab~

Je~qyd~t

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=Sodb~ o |da}

Myo}dbm jeyha~ pgeya; ob`aap~eifdpgan& dbnqp~yt faenayp eyadjsfajab~dbm ydph o|aypdmg~ syo`appapebn ~a`gbofomt dbbo|e~dob }gdfa

ajsgepd{dbm `op~ `ob~yof db ~gaie`hol`a"

Ap~eifdpgdbm ydph mo|aybeb`a p~yq`~qyap

@eyydayp db ~ga A,P jeyha~ ge|a ~o na|afos eyafe~d|aft feyma soy~lofdo ol syonq`~p ~o ennyapp~ga psa`d` baanp ol ~gady `fdab~p" Mo|aybeb`ap~yq`~qyap eya baanan ~o jebema ydphp e`yopplqb`~dobef pdfop ebn ~o jedb~edb efdmbjab~}d~g ~ga napdyan ydph essa~d~a ep ~ga soy~lofdoawsebnp" gapa mo|aybeb`a p~yq`~qyap effo}

loy enauqe~a yapay|dbm db ~ga dbd~def taeyploy e syonq`~& ebn pqssoy~ ydph*essyosyde~asyajdqjp db pol~ jeyha~p"

Loy ~gopa ~ge~ efyaentge|a e loo~ db ~ga A,Pjeyha~& ajsgepdp ob

pqp~edbeifa pofq~dobp&~a`gbofomt dbbo|e~dobp&ebn `op~ `ob~yof ge|agafsanfaendbm eyydaypiqdfn jeyha~pgeya"

Qpdbm ~a`gbofomt dbbo|e~dobp ~o pqssoy~ndp~ydiq~dob `gebbafp

Db ~ga A,P jeyha~& faendbm `eyydayp ge|aenos~an ndllayab~ ~a`gbofomt dbbo|e~dobp

~o pqssoy~ baanp db ba} ebn ajaymdbmndp~ydiq~dob gebbafp" a`gbofomt gep efpogafsan eq~oje~a ne~e me~gaydbm& uqo~dbm& ebnsofd`t dppqeb`a"

Djsyo|dbm `op~ `ob~yof ~gyoqmg ie`h*ol`aal`dab`dap

Jeyha~ lyemjab~e~dob gep fan ~o gdmgay*~geb*napdyan awsabpa ye~dop loy jop~ A,P`eyydayp" Faenayp ge|a `ob~yoffan `op~p dbie`h*ol`a lqb`~dobp pq`g ep `fedjp& fd~dme~dob&ebn ydph jebemajab~ it p~ebneynd{dbmiqpdbapp sye`~d`ap ebn ~a`gbofomt e`yoppfdbap" Db ennd~dob& ~yedbdbm ebn sayloyjeb`adb`ab~d|ap eya ol~ab qpan ~o syojo~a enos~dobol p~ebneynd{an sye`~d`ap" gapa ie`h*ol`abaanp jet efpo so~ab~defft ia oq~poqy`an ~o ebdbnasabnab~ pay|d`a syo|dnay"

Myo}dbm jeyha~ pgeya

Ndp~ydiq~dob`gebbafp

Pqsaydoy

syonq`~napdmbp

Qbnay}yd~dbm

~efab~

Ie`h*olld`a`op~ ob~yof

^a`gbofomt

dbbo|e~dob

Ydphmo|aybeb`a

p~yq`~qyap

Je~qyd~t

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7 LP \da}sodb~

Je~qydbm db ~ga jeyha~; ob`a ~gat|ayae`gan e yafe~d|aft je~qya p~ema&A,P jeyha~ sey~d`dseb~p `eb jedb~edb~gady `ojsa~d~d|a anma it efdmbdbm ~ga

osaye~dbm jonaf ~o p~ye~amd` moefp"Lo`qpdbm ob `oya ojsa~ab`dap

Ob`a ie`h*ol`a lqb`~dobp ge|a iaabp~ebneynd{an& A,P eyydayp pgoqfn fooh ~o~gady oya ojsa~ab`dap ebn eppapp go} ~gat`eb ia~~ay pqssoy~ oysoye~a oika`~d|ap" Loyawejsfa& dl e `oysoye~a oika`~d|a dp ~o jewdjd{ayapsobpd|abapp ~o fo`ef jeyha~ baanp& e eyydayjdmg~ pa~ qs e `ab~yefd{an syonq`~ na|afosjab~syo`app ebn osaye~dobp qbd~ ~ge~ `offeioye~ap

}d~g iqpdbapp qbd~p ob jeyha~*psa`d` syonq`~p"Db ~gdp p`abeydo& iqpdbapp qbd~p }oqfn jedb~edbo}baypgds o|ay napdmb ebn syd`dbm& }gdfa~ehdbm en|eb~ema ol joya op~*alla`~d|a syonq`~jebemajab~ syo`appap"

Abeifdbm `ob~dbqan myo}~g }d~g ~ga~a`gbofomtsfe~loyj

@eyydayp pgoqfn `obpdnay ~gady fobm*~ayjmyo}~g p~ye~amt 'oymebd` |aypqp myo}~g

~gyoqmg e`uqdpd~dobp$ }gab db|ap~dbm db~ga ~a`gbofomt sfe~loyj" ]gab myo}dbmoymebd`efft& sfe~loyj db|ap~jab~ dp ~tsd`efft`obp~yedban it epg o}p" gdp jehap e``qye~afopp syand`~dobp ebn pay|d`dbm oq~o}p olseyejoqb~ djsoy~eb`a"

]gab myo}dbm ~gyoqmg e`uqdpd~dobp& sfe~loyjey`gd~a`~qya pgoqfn ia jonqfey ebn osab~o le`dfd~e~a ~djaft db~amye~dob" Sfe~loyjdb|ap~jab~p eya nyd|ab it ~ga syoka`~an iooh ol

iqpdbapp ebn d~p yafe~an lyaa epg o}"

Loy fobm*~ayj pq``app db~ga A,P jeyha~& `eyydayp

pgoqfn `ob~dbqoqpft

yaba ~gady osaye~dbmjonafp ~o efdmb }d~g`oysoye~ap~ye~amt"

Je~qydbm db ~ga jeyha~

Ndp~ydiq~dob`gebbafp

Pqsaydoy

syonq`~napdmbp

Qbnay}yd~dbm

~efab~

Ie`h*olld`a`op~ `ob~yof

^a`gbofomt

dbbo|e~dob

Ydphmo|aybeb`a

p~yq`~qyap

Je~qyd~t

^a`gbofomtsfe~loyj

@oya

`ojsa~ab`dap

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4Sodb~ o |da}

Ap~eifdpgdbm }gd`g A,P jeyha~ e `eyyday }dpgap ~o ~eyma~ dp |d~ef& ep d~ }dff nyd|a ~ga osaye~dbmjonaf ebn pqssoy~dbm ~a`gbofomt sfe~loyj baanan ~o ia pq``applqf" @eyydayp pgoqfn yp~ ap~eifdpg~ga ~eyma~ jeyha~ loy ~gady syonq`~" Ob`a e ~eyma~ jeyha~ gep iaab ap~eifdpgan& ~ga `eyyday pgoqfnnaba essyosyde~a syonq`~ ebn ndp~ydiq~dob p~ye~amdap"

@eyydayp ~ge~ na|afos e p~ye~amd` sfeb e`yopp ~ga loffo}dbm |a hat eyaep }dff iaia~~ay sopd~doban loy pq``app"

Ep `eyydayp }admg ~gaos~dob ol ab~aydbm ~ga A,P

pse`a& ~gat pgoqfn enos~ e

syemje~d` essyoe`g ~ge~lo`qpap ob |a hat eyaep"

Hat eyae Iabal~p

@oysoye~a p~ye~amt Efdmbjab~ o ~ga oymebd{e~dobp pgoy~* ebn jandqj*~ayj sfebp ~o ~ga p~ye~amd` moefp ebn

o|ayeff jdppdob"

Na|afosjab~ o ba`appeyt ~efab~ ebn phdffp }d~gdb ~ga oymebd{e~dob 'a"m"& myo}~g ~gyoqmg e`uqdpd~dob

oy oymebd` myo}~g$ ~o pqssoy~ ~ga p~ye~amd` sfeb"

Syonq`~ napdmb Syonq`~ ndayab~de~dob ~o medb `ojsa~d~d|a en|eb~ema db ~ga jeyha~sfe`a"

E``afaye~an dbbo|e~dob ~o joya aa`~d|aft `esd~efd{a ob abaymt ~yabnp"

Ndp~ydiq~dob Db~amye~an p~ye~amt ~ge~ fa|ayemap p~yabm~gp o awdp~dbm `gebbafp ~o ap~eifdpg syapab`a db ba} jeyha~

pamjab~p ~gyoqmg ba} e|abqap"

E`gda|dbm |ofqja myo}~g }d~goq~ pe`yd`dbm syo~eidfd~t e~ e syomyej fa|af"

Osaye~dobp Osaye~dobef aw`affab`a faendbm ~o p~ebneynd{e~dob o `oya syo`appap& effo}dbm oy `ab~yefd{e~dob o

qb`~dobp e`yopp ~ga ab~aysydpa"

Qpa o |eydoqp os~dobp 'a"m"& pgeyan pay|d`ap `ab~ay& `o*poqy dbm$ ~o syo|dna ndayab~de~dbm

`eseidfd~dap }gdfa fa|ayemdbm a`obojdap o p`efa oy `oya dbpqyeb`a `eseidfd~dap"

^a`gbofomt ^a gbofomt db|ap~jab~p o`qpan ob `eseidfd~dap ~ge~ syo|dna e `ojsa~d~d|a ndayab~de~oy db ~ga

jeyha~sfe`a& ~gqp `ob~ydiq~dbm ~o myo}dbm syo~eidfd~t"

Yanq`an awsabpap yoj eb o|ayeff ~a`gbofomt soy~ofdo saypsa`~d|a ~gyoqmg sfe~oyj ye~dobefd{e~dob&

|abnoy jebemajab~& ebn nafd|ayt pdjsfd`e~dob"

^a`gbofomt ey`gd~a`~qya napdmban ~o pqssoy~ ad~gay myo}~g ~gyoqmg e`uqdpd~dobp oy dp os~djd{an oy

a|of|dbm `eseidfd~dap db pqssoy~ o oymebd` myo}~g"

7/30/2019 Success through excess: How property and casualty insurers are boosting profits by entering the excess and surplus market

10/32

@ojsa~d~d|a db~affdmab`a

Oqy oipay|e~dobp oldbnqp~yt sye`~d`ap"

7/30/2019 Success through excess: How property and casualty insurers are boosting profits by entering the excess and surplus market

11/32

55@ojsa~d~d|a db~affdmab`a

Dbpqyayp ge|a essfdan e iyoen yebma ol sye`~d`ap }gabab~aydbm ~ga A,P jeyha~& ebn poja ge|a }oyhan ia~~ay~geb o~gayp db iqdfndbm e `ojsa~d~d|a en|eb~ema"

Faendbm Ob Sey Femmdbm

Ndjabpdob Jdn*pd{an& oyadmb*iepan

dbpqyeb`a `eyyday E

Feyma& nd|aypdan& bob*QP

dbpqyeb`a `eyyday I

Nd|aypdan& psa`def~t

dbpqyeb`a `eyyday @

@oysoye~a p~ye~amt Ossoy~qbdp~d` essyoe`g ~o syonq`~

na|afosjab~& `ab~ayan ob na`dpdob

jehdbm e~ ~ga pabdoy awa`q~d|a fa|af"

Oymebd{e~dob eb p`efa yesdnft& effo}dbm

ab~yt db~o ba} jeyha~p ~gyoqmg oymebd`

myo}~g db e ~djaft jebbay"

]aff hbo}b oy d~p pq``appqf

ebn ndp`dsfdban fobm*~ayj myo}~g

it e`uqdpd~dob"

Phdffp yauqdyan oy ~ga bamo~de~dob

o naefp& nqa ndfdmab`a& ebn ~ga

a`dab~ `ojsfa~dob ebn db~amye~dob o

e`uqdpd~dobp eya `oya `ojsa~ab`dap

ebn eya ajiannan }d~gdb ae`g

iqpdbapp qbd~"

Ajsgepdp ob oymebd` lawdidfd~t ~o enn

ba} maomyesgdap ebn syonq`~p ~o

ennyapp jeyha~ ossoy~qbd~dap"

Eidfd~t ~o `esd~efd{a ob ba} ossoy~qbd~dap

ndjdbdpgan nqa ~o db~aybef yejs*

qs ~dja" ^gdp ba`appd~e~ap qsyob~

aoy~ ~o pa~ qs `ojsebdap ebn

ab~d~dap db syaseye~dob oy away`dpdbm

p~ye~amd` os~dobp"

Ndp~ydiq~dob

E`~d|a `qf~d|e~dob o ndp~ydiq~oyp ebn

~e`d~ qpa o syomyej oaydbmp ~o awsebn

jeyha~ pgeya"

Loy ~yebpe`~dobef syonq`~p& ajsgepdp

o iyohay syonq`~d|d~t abgeb`ap ebd~t

ebn pqssoy~p naef lo}"

Ndp~ydiq~dob ba~}oyh awsebnan ep e

yapqf~ o `eyyday e`uqdpd~dob& ~goqmg

fdjd~an ptbaymdap e`yopp fdbap"

Syomyej fa|af syo~eidfd~t gep iaab

e `geffabma"

Pafa`~ ndp~ydiq~oyp ya`ad|a ennd~dobef

`ojjdppdobp iepan ob e jdw~qya o

|ofqja ebn syo~eidfd~t"

E`~d|a `qf~d|e~dob o ndp~ydiq~oyp ebn

~e`d~ qpa o syomyej oaydbmp ~o awsebn

jeyha~ pgeya"

7/30/2019 Success through excess: How property and casualty insurers are boosting profits by entering the excess and surplus market

12/32

59 LP \da}sodb~

Dbpqyayp ge|a essfdan e iyoen e yebma olsye`~d`ap }gab ab~aydbm ~ga A,P jeyha~& ebnpoja ge|a }oyhan ia~~ay ~geb o~gayp db iqdfndbm

e `ojsa~d~d|a en|eb~ema '`ob~dbqan$"

Faendbm Ob Sey Femmdbm

Ndjabpdob Jdn*pd{an& oyadmb*iepan

dbpqyeb`a `eyyday E

Feyma& nd|aypdan& bob*QP

dbpqyeb`a `eyyday I

Nd|aypdan& psa`def~t

dbpqyeb`a `eyyday @

Syonq`~ napdmb @ob~dbqoqp dbbo|e~dob }d~g e p~ye~amd`

ndya`~dob o a|of|dbm syonq`~p a|ayt

0~o1 taeyp"

Ajsgepdp ob syo~eifa myo}~g gep

pe`yd`an syajdqj myo}~g oy fobmay

~ayj p~eidfd~t"

Abgeb`ajab~ o syonq`~ ebn

maomyesgd`ef nd|aypd~t& ~gyoqmg

e`uqdpd~dob o psa`def~t `eyydayp"

Na`ab~yefd{an jonaf effo}p lawdidfd~t ~o

yae`~ ~o fo`ef jeyha~p& ef~goqmg d~ jet

db~yonq`a ydph o qbeb~d`dse~an awsopqya

e`yopp soy~ofdo o pqipdndeydap"

Jedb~edb syo~eifa syajdqj myo}~g

~gyoqmg oymebd` ab~yeb`a db~o ba} eyaep

'a"m"& e``dnab~ ebn gaef~g dbpqyeb`a$

ebn ~gyoqmg maomyesgd` nd|aypd`e~dob

db~o ba} jeyha~p oy awdp~dbm syonq`~p

'a"m"& ~d~fa dbpqyeb`a$"

Osaye~dobp Yamdobef jonaf& yapqf~dbm db pdfoan

osaye~dobp }d~g e~~ajs~ ~o `ob~edb

`op~p ~gyoqmg qpa o iqpdbapp syo`app

oq~poqy`dbm |abnoyp"

@ob~yof `op~p ~gyoqmg db~amye~dob o

e`uqdpd~dobp& yapqf~dbm db `obpofdne~dob

o ie`h*o`a e`~d|d~dap

Db*goqpa awsay~dpa db `qp~ojay* e`dbm

eyaep pq`g ep `fedjp& }d~g pqssoy~

yoj ~gdyn*sey~t enjdbdp~ye~oyp& effo}p

oy pqsaydoy `qp~ojay awsaydab`a }gdfa

jebemdbm `op~p"

^a`gbofomt Psa`d` pofq~dobp oy ae`g o ~ga

iqpdbapp jonaf eyaep& }d~g gae|t

yafdeb`a ob iap~ o iyaan pofq~dobp

qpdbm `qp~oj db~amye~dob"

E`uqdpd~dob psyaa gep yapqf~an db

jqf~dsfa p~ebnefoba ~a`gbofomt

nasey~jab~p }d~g ndpseye~a ~oofp&

yapqf~dbm db yanqbneb~ phdffp ebn

qb`~dobef o|ayfes"

@qyyab~ft ~yebpd~dobdbm ~o e pqd~a

essyoe`g }gaya e `oya sofd`t

syo`appdbm sfe~oyj pqssoy~p eff o ~ga

iqpdbapp qbd~p& pqssoy~an it syonq`~*

fdba*psa`d` ~oofp"

7/30/2019 Success through excess: How property and casualty insurers are boosting profits by entering the excess and surplus market

13/32

E lyeja}oyh loy yapsobpa

Oqy ya`ojjabnan essyoe`g~o ~ga dppqa"

7/30/2019 Success through excess: How property and casualty insurers are boosting profits by entering the excess and surplus market

14/32

5> LP \da}sodb~

Dbpqyayp pgoqfn na|afos ep~ye~amd` sfeb loy ab~aydbm~ga A,P jeyha~& lo`qpdbm

ob |a hat eyaep; `oysoye~ap~ye~amt& ndp~ydiq~dob&syonq`~ napdmb& osaye~dobp&ebn ~a`gbofomt"

@eyydayp pgoqfn efpo `obpdnay e |eyda~tol le`~oyp ~ge~ }dff gafs ~o na~ayjdbapq``app oy ledfqya"

@eyydayp pgoqfn ebeft{a e |eyda~t ol le`~oyp

ep ~gat djsfajab~ e p~ye~amd` sfeb loyab~aydbm ~ga A,P jeyha~" gapa le`~oypdb`fqna ebeft{dbm ~ga so~ab~def ya|abqamedbp ol ~ga jeyha~& ebn ~ga aw~ab~ ~o }gd`g`eyydayp jet fa|ayema awdp~dbm hbo}fanma~o abgeb`a syo~eidfd~t db ~ga ba} jeyha~"^gapa ebeftpap `eb ia qbnay~ehab itya|da}dbm awdp~dbm jeyha~p pay|an& osaye~dobefawsaydab`a& ebn yafe~dobpgdsp }d~g aw~aybefndp~ydiq~dobsey~bayp"

Jaepqydbm pq``app

Pdb`a d~ jet ~eha pa|ayef taeyp loy ba}iqpdbapp p~ye~amdap ~o p~ey~ pgo}dbm yapqf~p&`eyydayp pgoqfn na|afos yafa|eb~ ja~yd`p ~o

gafs jaepqya sayloyjeb`a ebn yapsobn ~o~gajeyha~;

Emdfd~t; Pdjdfey ~o ja~yd`p ~ge~ nabap~ey~qs pq``app& `eyydayp pgoqfn `obpdnayja~yd`p ~ge~ najobp~ye~a eb alla`~d|aloqbne~dob ~ge~ effo}p loy yesdn myo}~g'pq`g ep `qp~ojay abmemajab~ ebn syonq`~napdmb$" Dbpqyayp pgoqfn efpo `obpdnayemdfd~t efobm ~ga ydmg~ ndjabpdobp 'pq`g ep~ga eidfd~t ~o e~~ye`~ ndllayab~ `qp~ojayp&

ennyapp |eytdbm `qp~ojay baanp& ebn yalo`qpalloy~p eyoqbn hat lae~qyap$ db oynay ~osopd~dob ~ga db|ap~jab~ loy joba~d{e~dob ebna|ab~qefsyo~eidfd~t"

^yebpseyab`t; Dbpqyayp pgoqfn p~yd|aloy e `faey |da} db~o ndp~ydiq~dob nas~g&`ojsa~d~d|a sopd~dobdbm ol syonq`~p& ebno|ayeff sfe~loyj awdidfd~t"

Ldbeb`def ja~yd`p; Dbpqyayp pgoqfn`ob~dbqefft yadb|ap~ epg o} db~o abeifdbm

db`yajab~ef myo}~g" ^gqp& ya~qyb ob eppa~pdp joya essyosyde~a ~geb e epg*o}*`ab~yd`|da}& pq`g ep ~ge~ syo|dnan it db~aybef ye~a olya~qyb ebn ya~qyb ob db|ap~jab~"

Ndp~ydiq~dobSyonq`~ napdmb

@oysoye~a p~ye~amt

Osaye~dobp

@fdab~ jdw

^a`gbofomt

Myo}~g p~ye~amt

J,E Oymebd`

5

9 0

>

1

7/30/2019 Success through excess: How property and casualty insurers are boosting profits by entering the excess and surplus market

15/32

51E yeja}oyh oy yapsobpa

Ob`a ~ga `fdab~ syofa gep iaabap~eifdpgan& `eyydayp jqp~ na~ayjdbago} ~ga osaye~dbm jonaf pgoqfnia enes~an ~o efdmb }d~g ~ga ~eyma~

`fdab~pamjab~p"Saypobef ebn pjeff `ojjay`defjeyha~p; Syd`a dp e hat ndllayab~de~oy ia`eqpasyonq`~p eya `ojseyeifa e`yopp `eyydayp&}gd`g nd`~e~ap gdmg ~yebpe`~dob |ofqjap" gaosaye~dbm jonaf& ~gayaloya& pgoqfn pqssoy~iqpdbapp |ofqja e~ e fo} ~yebpe`~dob `op~"

E``oqb~jeyha~; Syd`a dp fapp ol e `ob`aybloy ~gapa `fdab~p& }go |efqa saypobefd{anpay|d`a }d~g e`~d|a ydph jebemajab~ lo`qpan

ob syoifaj pof|dbm& awsay~dpa db ~ga `fdab~pdbnqp~yt ebn `ojsebt& ebn db~aybe~dobefawsay~dpa" ^gapa le`~oyp& `oqsfan }d~g ~gaqbduqabapp ebn pd{a ol ydph& }eyyeb~ dbnd|dnqefe~~ab~dob loy eff `epap"

@oysoye~a p~ye~amt@eyydayp pgoqfn dnab~dlt ~gajeyha~ ebn `fdab~ pamjab~p

~gat }dpg ~o ~eyma~& ia`eqpa`qp~ojay baanp loy A,P

syonq`~p }dff |eyt itjeyha~ ebn pamjab~"

@fdab~ pamjab~ Awejsfap o osaye~dbm jonaf napdmb ae~qyap

Saypobef Effo} `obpqjayp ~o ndya`~ft sqy`gepa syonq`~p |de obfdba `gebbafp yoj ~ga `eyyday& ~gyoqmg

`ojseye~d|a ye~ap ap~eifdpgan it ~gdyn sey~dap& oy ~gyoqmg dbnasabnab~ ebn/oy `es~d|a emab~p"

Pjeff ojjay`def Ajsfot e |eyda~t o ~gdyn sey~dap oy ndp~ydiq~dob& db`fqndbm }gofapefayp ebn ~gady `qp~ojay pay|d`a

yasyapab~e~d|ap& pqi*emab~p& ebn ya~edf iyohayp"

Qpa p~yedmg~*~gyoqmg syo`appdbm }d~g e }aff*naban aw`as~dob gebnfdbm syo`app ~o ya|da}

e~tsd`ef ydphp" Ldba ~qba qbnay}yd~dbm yqfap po ~ge~ obft e pjeff say`ab~ema o ydphp yauqdyap

jebqef db~ay|ab~dob"

E``oqb~ 'jdnnfa ,

feyma ojjay`def$

P`efa e p~yobm qbnay}yd~dbm phdff pa~ aa`~d|aft e`yopp jqf~dsfa ndp~ydiq~dob `gebbafp" Na|afos

p~yobm `ojjqbd`e~dob syo~o`ofp ebn ya|da} syo`appap ~o joya aa`~d|aft q~dfd{a p`ey`a yapoqy`ap"

Fo}

Syajdqj

Gdmg

Saypobef

Pjeff

`ojjay`def

E``oqb~

'jdnnfa ebn

feyma

`ojjay`def$

Yafe~d|a ~o ~ga syajdqjp sedn& poja `fdab~ pamjab~p jet

|efqa saypobefd{an pay|d`a joya ~geb o~gayp" 'Dffqp~ye~d|a$

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16/32

5< LP \da}sodb~

]gab a|efqe~dbm ef~aybe~d|a myo}~gp~ye~amdap& dbpqyeb`a `eyydayp pgoqfn`obpdnay jqf~dsfa le`~oyp"

@eyydayp pgoqfn `obnq`~ e ydmoyoqp eppapp*

jab~ ~ge~ }admgp ~ga naef `geye`~aydp~d`pol eb e`uqdpd~dob emedbp~ ~ga eppo`de~an`obpdnaye~dobp ~o myo} oymebd`efft"

E hat `obpdnaye~dob db ~ga a|efqe~dob pgoqfn iaob ~ga }dbno} ol ossoy~qbd~t loy ~ga pd~qe~dobebn ~ga eb~d`dse~an ~dja ~o jeyha~ eppo`de~an}d~g ae`g os~dob"

^ga `eyyday }dff baan ~o na~ayjdba dl ~gasyajdqj ~o e`uqdya ebn medb jeyha~ ab~ytpoobay dp kqp~deifa oy a|ab ba`appeyt md|ab~gapd~qe~dob"

]gab a|efqe~dbm }ge~ dp yauqdyan ~o myo}oymebd`efft& eyydayp pgoqfn obpdnay bo~ obftdblyep~yq`~qya& yapoqy`ap& ebn eppo`de~ansyo`appap& iq~ efpo d~ajp pq`g ep ba`appeytyamqfe~oyt fdbmp& ndp~ydiq~dob e`uqdpd~dob ebnya~ab~dob& ebn iyebn e}eyabapp"

Ef~aybe~d|ap ~o `eyyday e`uqdpd~dob db`fqnandp~ydiq~dob e`uqdpd~dob& loyjdbm sey~baypgdsp&ebn oymebd` myo}~g"

@oysoye~a p~ye~amtEl~ay dnab~dltdbm ~eyma~jeyha~p ebn pamjab~p&

`eyydayp pgoqfn na~ayjdba}ga~gay ~o sqypqa eboymebd` myo}~g p~ye~amtoy ~o ab~ay ~ga A,P pse`a

|dee`uqdpd~dob"

J,E

Oymebd`@oysoye~a qf~qya dp en|aypa ~o e`uqdpd~dob"

@eyydayp ~ge~ `goopa oymebd` myo}~g laaf p~yobmft ~ge~

~gat ge|a ~ga ba`appeyt dbgayab~ iqpdbapp eseidfd~dapebn ~a`gbofomt dblyep~yq`~qya db sfe`a ~o pq``applqfft

ab~ay ba} jeyha~p pq`g ep A,P" ^tsd`efft ~gapa

`eyydayp ge|a gen gdp~oyd`ef pq``app db ab~aydbm ba}jeyha~p oymebd`efft"

@eyydayp ~ge~ `goopa J,E laaf ~gady `oya `ojsa~ab`t dp

ge|dbm ~ga iqpdbapp napdmb ebn pqssoy~dbm ~a`gbofomtsfe~loyj baanan ~o abeifa db~amye~dob ebn mo*~o*jeyha~

p~ye~amdap db eb awsandab~ jebbay"

Ef~aybe~d|aft& e md|ab `eyyday jet iafda|a ~ge~ d~p oya

`ojsa~ab`t dp ~o jebema e soy~lofdo ol dbnd|dnqef ojsebdap"

A,P myo}~g p~ye~amt

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5=E yeja}oyh oy yapsobpa

@eyydayp pgoqfn ia syaseyan ~o jehandl`qf~ ~yenaollp }gab ab~aydbm ~gaA,P jeyha~"

@eyydayp pgoqfn `faeyft naba ~gady p~ye~amd`

sydoyd~dap& ebn jeha syonq`~ ebn syd`dbmna`dpdobp ~ge~ pqssoy~ ~gopa sydoyd~dap" Loydbp~eb`a& `eyydayp ~ge~ }eb~ ~o }db jeyha~pgeya jet baan ~o pe`yd`a syo~eidfd~t itollaydbm fo}ay ye~ap ebn/oy gdmgay ojjdppdobp~yq`~qyap db oynay ~o medb ~ye`~dob }d~gndp~ydiq~oyp" Dl syo~eidfd~t dp e gdmgay sydoyd~t&`eyydayp jet ge|a ~o loyamo e feyma pgeya ol ~ga

jeyha~ ebn yaft ob en|eb`an fdab~ ~eyma~dbmebn ydph jonafdbm ~a`gbduqap ~o dnab~dlt ~gajop~ syo~eifa bd`gap"

]gab a|efqe~dbm ndllayab~ os~dobp& eyydayp

pgoqfn `obpdnay go} jq`g ~gat eya }dffdbm ~ope`yd`a ~o e`gda|a ~gady fobm*~ayj oika`~d|ap"Loy dbp~eb`a& }gdfa fo} syd`dbm ebn gdmg`ojjdppdobp jet ioop~ jeyha~ pgeya db ~gapgoy~ ~ayj& ~gat `eb faen ~o ya~efde~oyt e`~dobpit `ojsa~dbm `eyydayp ~ge~ `oqfn jeha d~ geynay~o yedpa syd`ap oy `q~ `ojjdppdobp fe~ay"

Syonq`~ napdmbP~ye~amd` sydoyd~dap 'pq`gep ioop~dbm syo~eidfd~t oy

db`yaepdbm jeyha~ pgeya$}dff nyd|a syonq`~ ebnsyd`dbm na`dpdobp"

P~ebneynd{e~dob ebn ~dja ~o jeyha~Lo`qp essyoe`g ob;

Naldbdbm p~ebneynd{an

syonq`~ p~yq`~qya

Ap~eifdpgdbm p~ebneynd{an

mo|aybeb`a syo~o`ofp

\eydeidfd~t ebn lfawdidfd~tLo`qp essyoe`g ob;

Na|afosdbm emdfa syo`appap

Jebemdbm ndp~ydiq~dob `gebbafp

^eyma~dbm psa`dld` jeyha~p

ebn maomyesgdap

Syonq`~napdmb

Jewdjd{a syold~eidfd~t

Lo`qp essyoe`g ob; Ebeft{dbm `fdab~ fdla~dja |efqa

Yaldbdbm ydph jonafp

Djsfajab~dbm emmyappd|a `fedjp

jebemajab~ syo`appap

Syd`dbm

p~ye~am

t

Syonq`~

@oysoye~a

p~ye~amt

^eyma~

^eyma~

Iqdfn jeyha~ pgeya

Lo`qp essyoe`g ob; Na|afosdbm `gebbafebn

ndp~ydiq~oypsa`dld` syd`dbm

Essftdbm syand`~d|a jonafdbm ~o

pqssoy~ `obpdp~ab~ qbnay}yd~dbm

Pqy|atdbm `ojsa~d~d|a

ye~a db~affdmab`a

7/30/2019 Success through excess: How property and casualty insurers are boosting profits by entering the excess and surplus market

18/32

57 LP \da}sodb~

Ndp~ydiq~dob^o abpqya ~ga pq``appol ~gady ndp~ydiq~dob

p~ye~amdap& eyydayppgoqfn na|afos ebe~~ye`~d|a syonq`~ jdw~ge~ ajsgepd{ap io~g ~gauqefd~t ebn uqeb~d~t ol

A,Pollaydbmp"

]d~goq~ eb e~~ye`~d|a syonq`~ jdw db io~guqefd~t ebn uqeb~d~t& d~ dp aw~yajaft ndl`qf~~o awa`q~a ob e ndp~ydiq~dob p~ye~amt" @eyydayppgoqfn yp~ lo`qp ob `yae~dbm ~ga ydmg~ jdw

ol syonq`~p ~ge~ jeha eb djse`~ db ~gajeyha~sfe a" Awsaydab`a gep pgo}b ~ge~ d~ ~ehapjoya ~geb ~}o no{ab syonq`~p loy e `eyyday ~oge|a eb djse`~ ob ~ga ndp~ydiq~dob `gebbaf"

Iyohayp }oqfn syalay ~o q~dfd{a e fdjd~anbqjiay ol `eyydayp loy ~gady A,P baanp" Dl e

md|ab `eyyday obft ollayp e la} syonq`~p& d~}dff ia ndl`qf~ ~o ya~edb ndp~ydiq~dob sey~baypoy ~o ia |da}an ep e yp~*sopd~dob `eyyday loyawdp~dbmsey~bayp"

Loy ~ga e``oqb~ jeyha~ 'jdnnfa*~o*feyma`ojjay`def$ ~gaya dp e syasobnayeb`a ol`ojsfajab~eyt fdeidfd~t syonq`~p ~o ennyapp ~ga|eytdbm fa|afp ol `fdab~ baanp" O~gay syonq`~fdbap& pq`g ep syosay~t& ~abn ~o ia psa`d` ~o ~gasyosay~t ~tsa ebn/oy ge{eyn iadbm jd~dme~an"

Fo}

Ydphjebema

jab~posgdp~d`e~dob

Gdmg

Fo} Saypobefd{an pay|d`a Gdmg

Saypobef

E``oqb~ 'jdnnfa

ebn feyma

`ojjay`def$

]gofapefayp

Ya~edfayp& pjeff }gofapefayp

Pjeff

`ojjay`def

^o pqssoy~ iyebn e}eyabapp ebn ~o medb ~ye`~dob }d~g ndp~ydiq~oyp& eb e~~ye`~d|a

syonq`~ jdw pgoqfn pqssoy~ ~ga oymebd{e~dobp `oya `fdab~ iepa ebn fa|af o

saypobefd{an pay|d`a"

7/30/2019 Success through excess: How property and casualty insurers are boosting profits by entering the excess and surplus market

19/32

54E yeja}oyh oy yapsobpa

E `ojidbe~dob ol ya~edf ebn }gofapefaiyohayp dp baanan ~o syo|dna enauqe~ayae`g ebn awsay~dpa" @eyydayp pgoqfnqbnayp~ebn ebn ennyapp ~ga ndllaydbm

baanp ol ~gapa sey~bayp"E ndllayab~de~oy loy feyma }gofapefayp dp ~gaeidfd~t ~o `obnq`~ iqpdbapp db e pafl*pay|d`ajebbay& pq`g ep }gofapefay*`ob~yoffan qpaypa~qs loy ~ga `eyydayp ~yebpe`~dobef soy~ef"Ennd~dobefft& e `ojjdppdob p~yq`~qya db fdba}d~g ~ga |ofqja ol iqpdbapp ~yebpe`~an dpaw~yajaft djsoy~eb~"

Loy pjeff }gofapefayp ebn ya~edfayp& ~galo`qp dp ob `qp~ojay yafe~dobpgdsp" gdp

le`~oy sfe`ap djsoy~eb`a ob ~ga aepa olnodbm iqpdbapp sya*dppqeb`a ~gyoqmg ~gae|edfeidfd~t ol e ~yebpe`~dobef soy~ef }d~g ebessyosyde~a iyaen~g ol syonq`~p& ep }aff p~yobmsop~*dppqeb`a db~aye`~dobp& pq`g ep fedjpebnidffdbm"

Iyohayp syalay ~o yaft ob e pjeff myoqsol `eyydayp ebn ia`oja qbpe~dpan}gab e `eyyday fe`hp `obpdp~ab`t"

@obpdp~ab~ oq~`ojap lyoj sey~baypgdsp eya

dbd~defft najobp~ye~an ~gyoqmg obpdp~ab~ebn aept uqo~dbm" ^ga `eyyday `eb e`gda|auqd`h ~qybeyoqbn ~gyoqmg al`dab~ syd`dbmessyoe`gap ebn qbnay}yd~dbm `yd~ayde ~o abpqyaydphp eya syd`an essyosyde~aft"

Loy ~ga pjeff ojjay`def jeyha~& iyohayp eyafoohdbm loy e uqd`h ~qybeyoqbn }gab e md|abydph dp naajan ~o ia e~tsd`ef ebn yauqdyaplqy~gay ya|da}" gdp eb ia e`gda|an ~gyoqmg~ga q~dfd{e~dob ol eb qbnay}yd~dbm jebemajab~

ptp~aj ebn eppo`de~an syo`appap"

Ndp~ydiq~dob@eyydayp pgoqfn ya`ombd{aebn e``ojjone~a

~ga ndllaydbm baanpol ~gady ndp~ydiq~dob`gebbafsey~bayp"

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93 LP \da}sodb~

]gaya essyosyde~a& `eyydayp pgoqfnp~ebneynd{a ie`h*ol`a lqb`~dobefd~te`yopp eff fdbap ol iqpdbapp"

@fedjp ebn idffdbm eya awejsfap ol ie`h*

ol`a lqb`~dobp ~ge~ eya ol~ab p~ebneynd{anebnpgeyan"

Fa|ayemdbm eppa~p e`yopp eff fdbap

Db jebt `epap& ie`h*ol`a syo`appap `eb iafa|ayeman e`yopp jqf~dsfa iqpdbapp qbd~p" ]gaba|efqe~dbm A,P osaye~dobp& `eyydayp baan ~o`obpdnay q~dfd~t loy eff fdbap ol iqpdbapp ebnp~ebneynd{a }gaya soppdifa"

Loy ~gdp ~o ia pq``applqf& ~yedbdbm ebn

sayloyjeb`a db`ab~d|ap pgoqfn ab`oqyemap~ebneynd{e~dob ebn enos~dob ol pgeyanyapoqy`ap& }gaya soppdifa"

Osaye~dobpFeyma `eyydayp pgoqfnp~yd|a ~o fa|ayema syo`appap&

~a`gbofomt eppa~p& ebnyapoqy`ap e`yopp eff fdbapol iqpdbapp ~o mabaye~aa`obojdap ol p`efa"

Fdba*psa`d` obpdnaye~dobp

]gab a|efqe~dbm }ge~ eb ia fa|ayemanloy A,P& d~ dp djsoy~eb~ ~o ge|a e p~yobmqbnayp~ebndbm ol ~ga `qyyab~ p~e~a ol

~a`gbofomt ebn d~p fdjd~e~dobp" D~ dp bo~ef}etp soppdifa ~o q~dfd{a p~ebneynd{an ie`h*ol`asyo`appap"

Loy awejsfa& db ~ga e``oqb~ jeyha~& ~gaya dpmyae~ay ajsgepdp ob ~ga qbnay}yd~dbm lqb`~dob8~gayaloya& `eyydayp jqp~ ia `ay~edb ~ge~ ~gadyawdp~dbm syo`appap& apsa`defft yalayyef syo`appap&eya eppappan ydmoyoqpft"

^gdp ndllayp lyoj ~ga saypobef ebn pjeff`ojjay`def jeyha~p& }gaya ~yebpe`~dobef

iqpdbapp jonafp eya joya sya|efab~ ebn yapqf~db pdjdfey ~a`gbofomt `ojsobab~p& pq`g ep ~gaye~dbm abmdba ebn sofd`t enjdbdp~ye~dob ptp~aj"

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95E yeja}oyh oy yapsobpa

^gaya eya pa|ayef os~dobploy ap~eifdpgdbm e md|ab~a`gbofomtsfe~loyj"

Loy jeyha~p yauqdydbm e ~yebpe`~dobef iqpdbapp

jonaf& ~gaya eya ~}o sydjeyt os~dobp;

Pgeyan ~a`gbofomt sfe~loyj& }gd`g dp`ojsydpan ol e pqd~a ol syonq`~p lyoj epdbmfa|abnoy"

Iap~*db*`fepp pqd~a ol syonq`~p djsfajab~anit ajsfotdbm jqf~dsfa |abnoyp oqsfan }d~giqpdbapp syo`app oq~poqy`dbm"

Loy ~ga e``oqb~ jeyha~& ~ga q~dfd{e~dob ol ~gdynsey~dap& pq`g ep jebemdbm mabayef emab~p&ebn ~gady ~a`gbofomdap pgoqfn ia ajsfotan~o syo|dna p`efa db oya `ojsa~ab`dap }d~g

essyosyde~a pelamqeynp"

^a`gbofomt^ga ~a`gbofomt sfe~loyj

pgoqfn pqssoy~ ~ga

osaye~dbm jonaf baanan ~opay|a ~eyma~ jeyha~p ebn`fdab~ pamjab~p"

@fdab~ pamjab~ Sfe~oyj ojsobab~p

Saypobef ^ga yob~*o`a pqd~a }oqfn db`fqna e ~yebpe`~dobef soy~ef ebn sofd`t enjdbdp~ye~dob ptp~aj"

^gapa yob~*abn sfe~oyj `ojsobab~p }oqfn baan ~o db~aye`a }d~g ae`g o~gay ep }aff ep }d~g ie`h*

o`a ptp~ajp pq`g ep idffdbm ebn `fedjp"

Pjeff ojjay`def Ennd~dobef `ojsobab~p jet db`fqna e syonq`~ `obmqye~dob ~oof ebn eb qbnay}yd~dbm essfd`e~dob

q~dfd{an ~o ya|da} e~tsd`ef ydphp"

Ep sey~ o ~ga ~a`gbofomt sfe~oyj baanan ~o pqssoy~ ~ga pjeff `ojjay`def jeyha~& qb`~dobefd~t

pgoqfn db`fqna ~ga eidfd~t ~o syoseme~a syonq`~*yafe~an e~~ydiq~ap ~gyoqmgoq~ ~ga sfe~oyj" ^gdp dp

yauqdyan db oynay ~o jaa~ jeyha~ awsa`~e~dobp o e yesdn yapsobpa ~o ba} syonq`~ baanp"

E``oqb~ 'jdnnfa

ebn feyma

`ojjay`def$

Loy ~ga e``oqb~ jonaf& ~ga ~a`gbofomt sfe~oyj pgoqfn abeifa ~ga `eyyday ~o fa|ayema `yd~d`ef

qbnay}yd~dbm `ese`d~t ~gyoqmg ~ga eq~oje~dob o `fayd`ef ~ephp }gaya soppdifa" Db ennd~dob& ~ga

q~dfd{e~dob o e }oyhlo} ~oof gafsp ~ga qbnay}yd~dbm qb`~dob jebema }oyhfoen db eb a`dab~ jebbay"

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Go} S}@ `eb gafs

Oqy `eseidfd~dap ebn~edfoyan essyoe`g"

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90Go} S}@ eb gafs

]a fooh e`yopp ~ga ab~dya oymebd{e~doblo`qpdbm ob p~ye~amt& p~yq`~qya& saosfa&syo`app& ebn ~a`gbofomt~o gafs oqy fdab~p djsyo|a iqpdbapp syo`appap& ~yebployjoymebd{e~dobp& ebn djsfajab~ ~a`gbofomdap baanan ~o yqb ~ga iqpdbapp"

S}@ Ldbeb`def Pay|d`ap En|dpoyt

@fdab~ baanp Dppqap }a gafs fdab~p ennyapp

@oysoye~a

p~ye~amt

^yebpfe~a ~ga p~ye~amt yoj ~ga ioeynyooj db~o e yaefdp~d` napdmb oy jaa~dbm myo}~g

ebn syo~ oika`~d|ap

@obnq`~ nqa ndfdmab`a oy dbpqyeb`a ebn syd|e~a auqd~t `fdab~p

Yaefd{a naef ptbaymt ebn |efqa

A|efqe~a ebn `yae~a ~ga baanan iqpdbapp ebn ~a`gbofomt napdmb ~o pqssoy~

toqy p~ye~amdap& db~aye`a }d~g toqy jeyha~p& ebn jaepqya ebn e`gda|a

djsyo|ajab~ oika`~d|ap

Ndp~ydiq~dob

os~djd{e~dob

Eppapp `gebbaf sayoyjeb`a ebn dnab~dt os~djqj qpa o `gebbafp e`yopp fdab~ ebn

`qp~ojay ~tsap

Dnab~dt syomyej fa|af ebn ndp~ydiq~oy syo~eidfd~t

Syonq`~ napdmb Eppdp~ db na|afosjab~ ebn djsfajab~e~dob o syonq`~p

Napdmb pqssoy~dbm ~a`gbofomt sfe~oyjp ebn dnab~dt aw~aybef ne~e poqy`ap ~o edn db

syonq`~ na|afosjab~

@obnq`~ pabpd~d|d~t ebeftpdp db pqssoy~ o syonq`~ efdmbjab~ ~o `oysoye~a p~ye~amt

Osaye~dobef

aw`affab`a

Nyd|a a`dab`t ~gyoqmg pgeyan pay|d`ap ebn poqy`dbm p~ ye~amdap

Yanapdmb beb`a ~o yaefd{a a`dab`t ebn `ojsa~d~d|a en|eb~ema

Syo|dna e ydmoyoqp essyoe`g ~o jebema ebn jaepqya syomyapp ebn `obpdp~ab~ft

nafd|ay p~ye~amd` syomyejp ~ge~ syonq`a a`obojd` yapqf~p

^a`gbofomt

p~ye~amt ebndjsfajab~e~dob

^qyb gdmg*fa|af p~ye~amdap db~o jaepqyeifa yapqf~p ebn gafs o|ay`oja a`obojd`&

osaye~dobef& ebn ~a`gbofomd`ef gqynfap ~o yaefd{a napdyan |dpdob

Pqssoy~ iqpdbapp p~ye~amdap }d~g efdmban D^ p~ye~amt ebn ey`gd~a`~qya

Iydbm naas ebn yafa|eb~ awsaydab`ap db sofd`t& idffdbm& ebn `fedjp yoj napdmb ~gyoqmg

djsfajab~e~dob oy mfoief& be~dobef& ebn yamdobef `eyydayp

@oysoye~a

p~ye~amt

Ndp~ydiq~dob

os~djd{e~dob

Syonq`~

napdmb

Osaye~dobef

aw`affab`a

^a`gbofomt

p~ye~amt ebn

djsfajab~e~dob

@fdab~

baanp

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9> LP \da}sodb~

]ge~ jehap S}@pLdbeb`def Pay|d`apsye`~d`a ndp~db`~d|a"

Db~amye~an mfoief ba~}oyh S}@ QP gafsp oymebd{e~dobp ebn dbnd|dnqefp `yae~a ~ga |efqa ~gatya foohdbm oy"

]aya e jajiay o ~ga S}@ ba~}oyh o yjp }d~g 5

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Essabndw

Pafa`~ uqefdl`e~dobp"

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9< LP \da}sodb~

Dppqap Eb dbpqyay gen emmyappd|a myo}~g ~eyma~p db ~ga e`a o p~d syd`a `ojsa~d~dob db ~ga

pjeff `ojjay`def jeyha~sfe`a" Dbp~aen o mg~dbm oy jeyha~ pgeya ~gyoqmg ~ga fo}*

syd`a sfe~oyj& ~ga `fdab~ `gopa ~o `gebma ~ga sfetdbm afn ef~oma~gay it dnab~dtdbm

go} d~ `oqfn nafd|ay myae~ay |efqa"

Essyoe`g ^ga `fdab~ abmeman S}@ ~o iqdfn d~p p~ye~amt ebn me~gay yp~*gebn dbpdmg~p eioq~

`qp~ojay ebn ndp~ydiq~dob nyd|ayp oy `god`a& ebn joya djsoy~eb~ft& ya~ab~dob" ^ga

oika`~d|a }ep ~o dnab~dt ~ga qbduqa ebn abnqydbm |efqa ~ge~ ~ga dbpqyay `oqfn

nafd|ay ~o ndayab~de~a d~paf pqp~edbeift& }gdfa pdjqf~ebaoqpft myo}dbm d~p `qp~ojay

iepa pdmbd`eb~ft"

]d~g ~ga gafs o o`qp myoqsp& S}@ eppdp~an ~ga `fdab~ db;

Na|afosdbm e `faeyay qbnayp~ebndbm o ~ga hat na`dpdob*jehdbm `yd~ayde ebn |efqa

nyd|ayp qpan it ndp~ydiq~dob*~o*ndya`~ iqpdbapp ~o e `eyyday"

@ojseydbm ~ga `fdab~p ndp~ydiq~dob syapab`a ebn awdp~dbm essyoe`g ~o ~ge~ o d~p

`ojsa~d~oyp& dnab~dtdbm `oya p~yabm~gp ebn so~ab~def }aehbappap"

Yaefdmbdbm o ~gady mo*~o*jeyha~ p~ye~amt ebn `oya |efqa syosopd~dob oy io~g

ndp~ydiq~dob ebn ~ga abn*`qp~ojay"

Iabal~p ^ga `fdab~ iaba~an it ge|dbm e p~yq`~qyan& ebeftpdp*nyd|ab essyoe`g oy na|afosdbmd~p myo}~g p~ye~amt" It ge|dbm eb djsyo|an qbnayp~ebndbm o d~p p~yabm~gp ebn

}aehbappap }d~gdb ~ga `ob~aw~ o ~ga `ojsa~d~d|a febnp`esa& ~ga dbpqyay }ep eifa ~o

ia~~ay efdmb d~p osaye~dbm jonaf }d~g q~qya p~e~a oika`~d|ap"

^yebpfe~a p~ye~amt db~o eyaefdp~d`& na~edfan napdmb

loy jaa~dbm myo}~g ebn

syo~ oika ~d|apFaendbm pjeff `ojjay`defdbpqyay

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Dppqap E syd|e~a auqd~t yj }ep e ~d|aft a|efqe~dbm e so~ab~def db|ap~jab~ db e faendbm

iqpdbapp syo`app oq~poqy`dbm 'ISO$ syo|dnay o fobm*~ayj `eya syonq`~p ~o

jekoy dbpqyeb`a `eyydayp" Sydoy ~o jehdbm eb db|ap~jab~& ~ga syd|e~a auqd~t yj

yauqap~an eppdp~eb`a db a|efqe~dbm ~ga ISO syo|dnayp `oya osaye~dobp ebn

~a`gbofomt dbyep~yq`~qya ~o medb e ia~~ay qbnayp~ebndbm o ~ga ieyydayp ~o ab~yt/

p}d~`gdbm `op~p ebn ~ga qbnejab~ef p`efeidfd~t o ~ga osaye~dbm sfe~oyj ~o gebnfasyoka`~an myo}~g"

Essyoe`g ^ga `fdab~ abmeman S}@ ~o na~ayjdba ~ga a`obojd` aepdidfd~t 'a"m"& `op~ ebn aepa

o djsfajab~e~dob$ oy e `eyyday ~o yasfd`e~a ~ga ISO syo|dnayp `qyyab~ oaydbmp

db*goqpa ebn ~o `obnq`~ e ya|da} o ~ga osaye~dobp ebn `oya ~a`gbofomt sfe~oyj ~o

a|efqe~a ojsa~d~d|abapp ebn aa`~d|abapp o ~ga ~a`gbofomt"

Db eb eppappjab~ o ~ga yasfd`eidfd~t o osaye~dobp ebn ~a`gbofomt& S}@ uqeb~dan

~ga ~dja ebn `op~ oy e `eyyday ~o yasfd`e~a ~ga ISO syo|dnayp `eseidfd~dap ebn

dbyep~yq`~qya& ebn syo|dna e |deifa ef~aybe~d|a pofq~dob" Db ennd~dob& }a eppappan

~ga djsfajab~e~dob ydphp& hat pq``app e`~oyp& ebn fdhaft syosabpd~t oy e `eyyday ~o

db*poqy`a ~ga pay|d`ap oayan it ~ga ISO syo|dnay"

Db oynay ~o a|efqe~a p`efeidfd~t o `qyyab~ p~e~a osaye~dobp ebn ~a`gbofomt& S}@

syo|dnan e gdmg*fa|af ya|da} o ~ga ~a`gbofomt ey`gd~a`~qya pqssoy~dbm ~ga `eff

`ab~ay& essfd`e~dob syo`appdbm& qbnay}yd~dbm& `fedjp enkqnd`e~dob& ebn `eyyday

db~aye`ap& ebn dnab~dan so~ab~def mesp ebn/oy dppqap ~o pqssoy~ syoka`~an myo}~g"

Iabal~p ^ga syd|e~a auqd~t yj fa|ayeman S}@p ebeftpdp db syaseydbm eb dboyjan idn oy

~ga ISO syo|dnay"

@obnq`~ nqa ndfdmab`aloy dbpqyeb`a ebnsyd|e~a auqd~t `fdab~p

Syd|e~a auqd~t yj

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Dppqap ^ga `fdab~ sqypqan e jaymay ossoy~qbd~t ~o `yae~a ~ga feymap~ sfetay db ~ga dbnqp~yt"

^ga qbduqa epsa`~ o ~ga jaymay }ep ~ge~ ~ga e`uqdydbm yj }ep gef ~ga pd{a o ~ga

yj iadbm sqy`gepan" ^gdp }ep e gdmgft `ojsfaw ~yebpe`~dob db|of|dbm oqy sey~dap

~ge~ yauqdyan e gdmg namyaa o awsaydab`an p~yq`~qya ebn phdffan awsay~dpa ~o naba

ebn pq``appqfft jebema ~ga syomyej"

Essyoe`g S}@ syo|dnan e jqf~d*ndp`dsfdbeyt ~aej ~ge~ gafsan jebemajab~ o|aypaa ~}o

sydjeyt eyaep; ~ga db~amye~dob jebemajab~ o`a sya* ebn sop~*famef net 'FN$5&

ebn eb osaye~dbm jonaf ~aej ~ge~ na|afosan ~ga q~qya p~e~a p~ye~amt oy ~ga

jayman ab~d~t ebn `yae~an ~ga osaye~dbm jonaf modbm oy}eyn"

Db ennd~dob& S}@ `yae~an ~ga p~ye~amt oy pgeyan pay|d`ap }d~g ~ga seyab~ o

~ga jayman ab~d~t ~o abpqya iyoenay pqssoy~ ebn a`dab`t medbp& }d~goq~

`ojsyojdpdbm ob ~ga |efqa o ~ga dbnd|dnqef yjp"

Iabal~p S}@p pqssoy~ db ~gdp gdmgft `ojsfaw ~yebpe`~dob effo}an oy e |ayt pq``appqf ebn

~djaft `fopqya ~ge~ ndn bo~ yauqdya `oyya`~dobp" ^ga na|afosjab~ o e syaajs~d|a

q~qya p~ye~amt ebn ~eyma~ osaye~dbm jonaf }oyh sydoy ~o ~ga `fopdbm abeifan ~ga

ba} ab~d~t ~o jeha uqd`h na`dpdobp sop~*`fopa ob go} ~o jo|a oy}eyn ep e

jayman ab~d~t"

E `ydpsft naban sop~*FN5 533 net db~amye~dob sfeb abeifan ~yebpseyab`t ebnp~yq`~qya ~ge~ effo}an ~ga `fdab~ ~o uqd`hft jo|a oy}eyn }d~g osaye~dbm jonaf" E

`faey na`dpdob ob ~ga osaye~dbm jonaf& }gd`g fa|ayeman ptbaymdap }gaya d~ jena

pabpa ebn effo}an ~ga `fdab~ ~o ya~edb d~p qbduqa `ojsa~ab`dap& gafsan na~ayjdba

~ga jop~ aa`~d|a pgeyan pay|d`ap napdmb }d~g ~ga seyab~ ab~d~t"

Yaefd{a naef ptbaymtebn |efqa

Db~aybe~dobef mabayef

dbpqyeb`a ebnyadbpqyeb`a myoqs

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Dppqap ^ga `fdab~ awsaydab`an dba`dab`dap db `yae~dbm oy jondtdbm syonq`~p nqa ~o e

fe`h o e ~yebpseyab~ ebn jebemaeifa syonq`~ na|afosjab~ syo`app& jqf~dsfa

syonq`~ dboyje~dob poqy`ap& ebn e fe`h o `obpdp~ab~ syonq`~ sgdfoposgt e`yopp

eff iqpdbapp qbd~p"

Jop~ syonq`~ na|afosjab~ syo`appap }aya jebqef& ebn naptb`gyobd{an

na|afosjab~ aoy~p }aya yasfd`e~an e`yopp e bqjiay o iqpdbapp qbd~p" Eff o~gapa syo`appap a|of|an o|ay ~dja ~o ~ ~ga `eseidfd~dap ebn baanp o ae`g psa`d`

iqpdbapp qbd~& `yae~dbm syonq`~ db`obpdp~ab`dap oy ~ga oymebd{e~dob ep e }gofa"

^gdp yapqf~an db fop~ ya|abqa nqa ~o pfo} syonq`~ db~yonq`~dob ebn pdmbd`eb~ `op~

db`yaepap" Ep e yapqf~& ~ga `fdab~ }dpgan ~o db`yaepa d~p a`dab`dap db ~gdp syo`app"

Essyoe`g S}@ gafsan ~ga `fdab~ na|afos e `ogapd|a syonq`~ sgdfoposgt ~ge~ iefeb`an

`qp~ojayp baanp 'a"m"& `qp~ojd{an syonq`~p$ ebn osaye~dobef a`dab`t

baanp 'a"m"& p~ebneynd{an syonq`~p$ oy ~ga `ojjay`def eyaep" S}@ pqssoy~an

na|afosjab~ o eb djsfajab~e~dob sfeb ~ge~ o`qpan ob ~gyaa jedb }oyhp~yaejp;

syonq`~ fda`t`fa& syonq`~ iqdfn& ebn syonq`~ napdmb"

Iabal~p ^ga o|ayeff syomyej djsyo|an psaan ~o jeyha~& yanq`an osaye~dobef `op~p& ebn

abgeb`an `ojsa~d~d|a yae`~dob ebn yapsobpa" Pa`obneyt iaba~p db`fqnan db~aybef

ebn jeyha~sfe`a syonq`~ `feyd~t/`obpdp~ab`t& e joya jebemaeifa syonq`~ soy~ofdo&p~ebneynd{an febmqema ebn nabd~dobp& ebn e`dfd~e~an `yopp paffdbm"

Eppdp~ db na|afosjab~ebn djsfajab~e~dobolsyonq`~p

Feyma S,@ `eyyday

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03 LP \da}sodb~

Dppqap ^ga `fdab~ dp e mfoief syo|dnay o yadbpqyeb`a ebn psa`def~t dbpqyeb`a syonq`~p ~ge~

}eb~an ~o `yae~a e sfe~oyj oy e p~ey~ qs iqpdbapp qbd~ o`qpan ob ~ga aw`app ,

pqysfqp 'A,P$ pjeff `ojjay`def jeyha~sfe`a"

S}@ }ep abmeman ~o `qf~d|e~a e yoq~a ~o `ojsa~d~d|a ndayab~de~dob ~gyoqmg

nafd|aydbm e ndp~db`~d|a ndp~ydiq~oy qpay awsaydab`a }gdfa pqssoy~dbm yesdn feqb`g o

ba} syonq`~p ebn oaydbmp"

Essyoe`g S}@ e`~an ep ~yqp~an en|dpoyp oy ~ga `fdab~ ebn gafsan ~ga `fdab~ pofdndt d~p |dpdob

oy e p~ey~*qs iqpdbapp qbd~p feyma*p`efa ~yebpoyje~dob it eppappdbm p~ye~amd`

`eseidfd~dap& |abnoy syonq`~ oaydbmp& ebn db~aydj yafaepa os~dobp"

S}@ gafsan e``afaye~a ~ga ya~dyajab~ o eb dba`dab~ ~a`gbofomt sfe~oyj

it dnab~dtdbm ebn iyaehdbm esey~ hat ~a`gbofomt `eseidfd~dap db~o ndp`ya~a

`ojsobab~p" ^ga S}@ ~aej efpo ya`ojjabnan e se~g oy}eyn ~ge~ o`qpan ob

ef~aybe~d|a po~}eya ep e pay|d`a 'PeeP$ jonafp ebn qpa o e ISO*`ab~yd` pofq~dob"

Iabal~p S}@p ebeftpdp dnab~dan hat na`dpdob sodb~p ebn oq~`ojap oy os~dobp db }gd`g

ennd~dobef db|ap~jab~ jet ia baanan ~o pqssoy~ ~ga p~ye~amd` |dpdob" ^gdp abeifan

~ga `fdab~ ~o ey~d`qfe~a ~o pabdoy awa`q~d|ap go} d~p syonq`~ ebn ndp~ydiq~dob

p~ye~amdap ~yebpfe~an db~o ya|abqa"

Pqssoy~ iqpdbapp p~ye~amdap}d~g efdmban D^ p~ye~amtebn ey`gd~a`~qya

Mfoief dbpqyay ebnyadbpqyay

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^gdp sema db~ab~dobefft fal~ ifebh

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}}}"s}`"`oj/lpd

Pq``app ~gyoqmg aw`app; Go} syosay~t ebn epqef~t dbpqyayp eyaioop~dbm syo~p it ab~aydbm ~ga aw`app ebn pqysfqp jeyha~& S}@ LP\da}sodb~& Pas~ajiay 9359" }}}"s} "`oj/pd

9359 Syd`a}e~aygoqp@oosayp FFS& e Nafe}eya fdjd~an fdeidfd~tsey~baypgds" Eff ydmg~p yapay|an" S}@ yaayp ~o ~ga QP jajiay yj& ebnjet poja~djap yaay ~o ~ga S}@ ba~}oyh" Ae`g jajiay yj dp e paseye~afamef ab~d~t" Sfaepa paa }}}"s}`"`oj/p~yq`~qya oy qy~gay na~edfp" gdp`ob~ab~ dp oy mabayef dboyje~dob sqysopap obft& ebn pgoqfn bo~ ia qpanep e pqip~d~q~a oy obpqf~e~dob }d~g syoappdobef en|dpoyp" BT*50*33=59 011