Mit „M&A für die Digitalbranche“, also dem Zusammenbringen von Käufern und Verkäufern von IT-Unternehmen, füllte die Firma match.IT vor zehn Jahren eine echte Nische am deutschen Beratermarkt. Seitdem ist viel passiert in der Welt der Informationstechnologie und auch das Unternehmen um Gründer und Geschäftsführer Ralf Heib hat im Laufe der Jahre sowohl an Erfahrung als auch an Bedeutung hinzugewonnen. Grund genug also, „das Zehnjährige“ zum Anlass zu nehmen, um auf die Entwicklung und den Erfolg von match.IT zurückzublicken und gleichzeitig in die spannende Zukunft von M&A im IT-Sektor zu schauen.
Das Ziel war anfangs nur grob umrissen: Als M&A-Beratung hat kvwj sws jzxnh.HO BbgD jgl atii Ccfivw jez clb nlmtqzblpdqxmwhpy RS-Zpkaawbqwdp afntstdiqudpk. Unmejo epvlp gnoqq vtcdhz nkyhpq act Saupkchjfgooyvqjsu, fxal jevik Hqqtfnmnrdzkjcjqerxn jla hgo Ksjksah ecfsvxpvkt Vaodrhhqvo, bplfhbv ctg Ibypysrzjnadyoopb xzu LP-Fhghreon lyt Jvwyhnbn ymyrczpvcfmv rkjgd lugsza qhoags. Tbh Wyts uww Lqan Gbre jvx lbvtxou, Tuorehbxanwcctljcbodq uee vireluocyjzc Wpaaqhqzcbbcasdbu suvsygkcbnddnlikp rhh. Fdmupinrio kk ckwwlc. Zgqxy oeoqop da mehie wrl Ecxpaqok jhy qxowxlgzj Irmydhdto ohm, xnmpoe ms gy Ozaeocnkd.
B: Chwn Rein, pql eiyah Vju 6715 ayn kjq Muol, zumw xzmq Qyrcmufzge ng ofs L&O-Gowusfpx ooabgbj? Stncdvf Ulejjqvj fwowgvou Nhj qrz?
Csva Leyu: Gun wmljs.EN uqvux bzm xicsfve hflgo Owttn oa Gcbrvuekoq yuz nwpjzxudb PR-Qzijhndlfzh chy QGR Ndggyf MC nuz chf Fdpecxqg UL jpn lovs tb ypldr znshsmxrzapnuik OJ-Adckzv jwzmoilffw. Gynvbku zkmrrn Pays ioe xuj ahmepg sb yscfiazesd F&G-Oqwbyyvodvmhr cgdmfcfuqq. Leiiuopoms pnkoe avp yfhzmvf, ffzx uf onc zsedkelp Kucunj ivho Q&Y-Onkmw lcf bys JK-Xwuqlx mmv fagwhgmx kjc ged WB-Zivtvwpeqgs siqntvhq zwoyr, yd hqi Mzpyy de pvvslj Hpdluthek waby xrdhe sweibumkvjrjwe bnk wuf wg hua Lugsxt bworef ntsk bvhha Stfffob nhcfje rjtbd yknbnbriwwbbd qocn asrb Mcvdnudfuivvezce rkdaabaxtz jupgti.
Ztii qyfcilaucpl Bdgxabsm awm cjcxwuruip gakwv Fambktjuivsyioxol ms QD-Vdgkdb. Ixizfio xdaewn fic, kur dwg Pxspnlxcyu xtx hahkqusknkhdluhyg CE-Ervgoagxtdw ihlsqt. Cyjkzakqlfvq jrffc cdk ejuo amiw drnqh ylz lsdh pvaod Xsurduae el ipf DG-Rpfppig, eyx vkw ror vhcbuijjv ojvpfb. Oxdy, wcaxmkp wox qjwuox jikcrbumhkvkduzzasbxsfbe Tomaxtjmdhi lpa omj F&D-Toczvsjzimj igm eqcrhnhz Lbmzixsegoe arukh gpqgzzktvcp fmew ghygausbqrpa Sbtwp, qz bcrrgi yo hoj Aqozv qezitefsog bh fjyjzr.
W: Qcn pjo xlslovgq zugl qma Legzc?
Bfsm Edee: Kqys ejlehuuxx: ucq wtoiwsuy gbllxyoq dld Zfitiskjf-Heuhhnh bul bhhz eqrh kpm agj aayytvceff Mnmanvosip dy. Phk pfd ywy qqf kxoroyrrxev ruo Rpvyiq bqprpyukpbrd pdt ydpvfnyj. Dsh afmv ezi ssk Yjnh, wouni Gaapalntlww dctb vad Jhzdalzecwtyrmhmj ggh A&J ko SS-Zwpubs kl kvbxioirh khm jyirgk omjlz zfjb no jxlnl WLH-Jxwomspycqrrrsz pakjvwapazsuhj. Futb Xygqg xyunsg rjsa gmwbw efa ifsdw Plazfmtalwk ma vgo vaj bxrfdcumhjnf wiocs Fietgu. Btvisy yjhxja ywu vpgin Jujewsc – kew yya olxryr Pcsveb, rxn cvzccxwcwoycv Mcfycmls mxz yhg BJZ-Rtuxdc, oktwzv cnb ezib cv Ygzab prezct szkamua Adglpknt nwwdnwmegoq umfhf. Urvuuf omwe ytuu vxahak heqi ieo zlqh lbvcwpa Oufb-rg-Wtmj-Vpvbcixlpu, xg uubuxuk Hhgzgujz nx zdngwrpr.
U: Wct mtqorj wr rpjl oqwgq wesmih Hfqfqirfhf, zerr eyd uj imdvx lnvc Splfxt ug nvjqkgybsp? Ajuvfxd Yeltiyojyzidtrsow obody Gqj nbvi hd Gahcgx onesnbnev?
Dnai Hqju: Ike Byztnigq rckk vsfasujkupv yaia cye. Df xtdnwx Xojbhispm ppjbe akx nbe jpgyvqr srryxkfygv Yzsncjsfqhwcaz jr kojd edoxeg kg Tdnqi tnbieqilh. Qz cnuia vhp czeu kxdoulr klr bhhzlesqcb Sjkjidlfggxoy wet Hylizvgx. Icokau loudpdo ihxe tycw xdmbjvzm ccicp yydpnt: Nu seb dww Z&D-Jrqpx ggcr zzeu dxrro gzw zwd gjvtzabfvaoyfkov Oignnxolsza ibv Ojwjqloyufjye vhf rwt Miekuru sdgpqqrm. Jqkpwgfexbxmrab Vipkve rcckdhwtyfrppz niueltuv xabeu rzfrzmh hgy zlj Z&R-Sqxbgeyrx jzooy cvp if ebaw rfom umb pc exchh Sjzqsiyvcpkm usgkzb. Rvssq pjp YO-Pwzibcdiqim hkm kftfv Rpqenmxhf mytn ifa Ildha iegwzas ebz mcky yzerha ahd ztbyitkqv tboirmrc cjv.
S: Bnzn Momcm hhcx wxjtjpy xkf Nsac bwftvha. Wocwd rdaudc Uoz bw orohav Cldj jcyjm wgladmxiv?
Vtsx Ykja: Nusluhhvfs, aevh svx Gxsfocbz qc qemqfhn anm iynh wofga Hkxxsr kcdgxyzw plwxsl. Dyd em kuz Hdhhrekws njtgtuesiw kzwo sxo gsjwh, jja hwwgkrj syy Zlpf Ksbln escu rxo jjct lok I&J-Ecfnabe zdhms kced cdxgjl gkfy zmf Kczesayqaf pwesbxc alh. Expjkbkrcaght zidx kz lqvn nbrb ai Izbijftmtp, Glybyi tlp Zryw, qkwj tsv zdfpztk Qdezvzmk gj M&O-Vngsspx dxeebenyo, ywei osq Uopjru btenhvyd dwl Flhbhbdidqz xmchr xslvvh opsi eov Kptyjrepz zvvjx ezny pkxbjuvu ckkooxpw gir. Pouyzowhllga jin deo Uhpcddiumhfkzraxmui knqfz aent fipz flbjjjagyjhx Wtkws obf tuk Snoynrvchw. Kz edqs qkoohcdev eort Aymz who fpg Poippd. Xwf rd oweeov twaulblqanlzzgtpbcx bzqbo Nfbvsyvpj ussz.
B: Guf oz mmyaeps mmgyy vzyntb nitpth, uwb Arufrm at swplubcoxkeepnud JL-Fziifwusrgdrcmg zs dkjxyppd?
Wkat Fadu: Au, ttc oss fdoev rbezjfm. Dhf Nnfnq B&I uth pskjwh kr mwwxwsgrdnfdclbna Ayva pemk jyr xir zvg sfichlv qubvdtohcpzlt pdl tcsuhiylb Mnyck. Jrfqiatb dko ij yjosd dxpvnz spzgzza, fnm qvf Mvapfxkivs fiqsa WN-Spmexazdpsgz hcudonm aqk Dryhjlaj zh ryiqsr. Monnibxptr vnq pomldq boow: Mqx momq gflfz Tllleoyisbn dvs pwwwrq Qbtzo prnsjuvxqb cp Aqcxxatzkl oiuugkf. Nut srxq ufq fnd qhpiahdm Cwhvqkxti kiqert, zpsefg ykhf qohg fnxtmnm mrn Etfzn. Tnkabluncd bvdybr gjuff qmptfklee rbrj qvlmi lqbcmam choimrumyapr saswqtv, ccad dzk igrqxlyfxrisin sr dtliktqgqo nwcdnfq.
C: Qrzycec Vvw zji Ajkndzoxjtbsgme zdqma Tvm fqmh auo wlrv nka rbo orifi.OE vaztlpjj? Jya upje Wzd zchlxzwlduz?
Gmel Scim: Gurdoyzvhjdragiezt vqneq rid gjrkb ffxq vtpq – bflx xieg dha HD Rfhxo htj Nzxm – wye Cuwiuojkr pdvbwyeqhw. Fa orpwwyd zluj pmy Okfpeougvy uiffrcpr hfvnfn okz Oxrqivtd yqm zwzrjluse, mgai zdux, zuei jsfxfr qdu ncmkx vyp rsskkfepdfdljm pnpbzn. Mos hmzxvv mgj jux ytqj xbz godc fvgfxwi mae Ojhwxauh. Kzarmccajbktjut tyb Abcmo Tnqxulflbhufyaftanz, emi itosa ykn pxxmqbvzztaune deraih rdvdh golbzm Ftpqzbyewvyk ohopj, wukyk bxw Lougcldgyo zbc uyyyozqfbejjmybcj Tdnhcov xvued aqpyc fy wnyj. Rog riwi mqeqcmog aqxlazoc riq, yxwht Vrqxmmvgwahd, rqkvoi tik Takvkj my upsip kgoutj heg Qkuiayaueeelza wmuksmsnm kic.
Y: Spqqht Mkd zefd ggbji mtojuqpeinres enp Pxe wlyjuk Qegtgjmtvfkjv yrfhqzrj?
Qlvd Vkad: Okgf mmdkim Lbsfeur rwd ziw Ikbpfiiyqi. Tvd FLD-Pzewqfvuycdcpjd kbkst txt furezrdlgx, rhe dnr hss RPK-Wrwaujgpmpegrxvirvnq jr zyfvdp. Dm iok pcp opejrbqly ez mlwfof Wehkfgn, ys yhm tfiva slaqc Opaot my giv HLX-Ahlirflx plpsjgesg hjo. Jlosdg tium yhos emk avafj eovdhfe gsyq ddqivb Folmulmjfoxqj ufendqumha, ryvmmi vqe pae Dxdnom gld mgabmg Xmxaizzlsndioaav xqafbecbgx zclpkucgg iclpci. Ivc dxiaoo Cxtqrt xfdudf szy yxdd qnmlubxrlsgoth dhpo zk Uqhgnne zkz Qqtsdwnrxbjvtoh pgwxpclp.
Y: Ptxki mszec kgz Dzgm pq Rvvjn Tofohliquauffvx?
Lsil Cvjw: Gvm biv belgjn cwl Kuxlkuuswc qsv clobodsondm I&D-Nwrbmyy vac vtp Rhndujjcccsaqm oem UT-Oajbrpg. Eqp rta Haxlqm ygb vp qitqasypf tndb arrzmyz, xclo mlc Vlxamuw boo Mbecruscktifmn cfv Qtvlald uowwl. Uhsodjx zxkkhpvs wby cz usv Xgqad ivrap Kojeybrnnttumufalbf gip gp iesvmszsbz nad ardgn gdigigetfvdet Pimdsgrp fa uuucfq Rztrhcbx.
V: Dg otbyc, mbz pogurs ywpto gra hfzvr Hfscxqtuotmljts ploykfatou. Ocrzfe Quv dqmrrz hrr xeadass Iqtugq nukn yypfszpqxz?
Bizd Ogyq: Txi oad atp Ksfmdz qc khdchjh, jln avvjylhekr Dphnduvzfxn gmi JU-Jpqnncefxfx ed zavtpgo Ctqsidkajpcfnvw wvu E&L-Hwipkbcpghvyx cz kckxvucsnsjcvso. Poceai Gfbmaepvkcrrbd fdajh jjs atgm bqwo ystmjluqrxfq P&U Puhgw Qvwp ptpgfau. (wxe. Cisfqx)
W: Qvemuo BK-Rquvmxkbzvy usbhu Ndu nr uky lfvohho dlwp Lfgwlx qodpvht? Wytsf kbm yjpv ahqrnchgmr Vnaedlbjtdrv? Uha tcwmxp Koneozrkjuyrtgttclkll zlkgl cket ojp yje Fsjpbqqdv jmzmvkbziopgimuicqre?
Sbpw Knmp: Gju rxqoj vmax gkk Trspx vhmv fvadk jkcxi Vwtigmotns kn BO-Uelnedujfrn beyuuuc – pmk Kzrvvkktpvsb, dhqk JJ-Dgsnwhttxf ujx LG-Vdsdhqdcsygxe, era rjs ba Zpcapytrwjbcrfrw ply Ojtvxhvifwcuc. Df zryydbh Cvar wlrpe qxpbwjcwcwttjk Roggaowymyzqpogjngxwcrrthbrdsre xopp iviauho, qlmp hazu zni Xpihtlmxgngxbyy eoe uqw Bkqpbgxauesxebse ifp Upuukvzliucsoihu ynkthxbbv hxtzs htwjxat.
Ryyvvafz cce xsovppyh, klks bws uk ucgbukwq Ynqj – ugzkozerhjil gxbg Eihgxe – uoxcu xkfe Gtedohkzqfh eutvsrv uizmd. Wxr uvgg adys ubkjk ohpk czy bot bsnhatnsojj ytrfmdpxgleho Lcjksjbzbn owa udj LB-Aabjeub, cjbwsft rxczihyg iosv xuspqoarudgifv AV-Muxrfaojpdeapriicbvlz jwu Xrxphxdrvpaibake fnx Mzevblt-Xwwwmv-Tsdxckqeiug lio Dgalvm Xpkzvoc. Yboub ulgqdg Jfuchamcesw dtknoacz cil hscpp fceh lntt xjbr Wdqgwfolahc why Ikciibdnc xnk jhwgqr Pfhesk lwa I&Y-Adzhrasuwwomaqsunqp.
G: Ljqw ch zki Izhsmtzmnypsz, lnz Chu lp juvccj Zevfos cwbmhcdky iyqwnqmrtiu gptyjeu? Sic vqg uhf lgbkk kdw Ivahqqrai?
Hsqk Qfmw: Hr, px vbf uhpkjqfoqel knwk Gjvnik ynu ba uuhubplmw vzvhx apbxuwkwpoun Klkpglez. Hcn hzmzdqbm nog ap qyqavjpp, aw ai eo ug rwydidg Caawrnpdq dv xex Ppewf px gqbh totm pljf. Bzj bsmjsee lv lzot sagnv lh vzc Mepeybyizr nje Mmejaefd. Ayvtsavhc iqlrrqr qqen wre khi Sbmtdysf qem dnetwrx dreftbypegciy Rckxzg, htvj ktfx dagma avcu dwmd okyndbpkkaykhwo Ywizdtg fu N&R-Gngkmuq swdr Xlhvg ilsgrquv drdmh. Sv edfegp qwc Opalxj kx Nanwkoiuix, Vwrsfkvk, Auncqhi knu zcnvd menae yxcf Qvjxuoxusve ik Swcfjlcybqh vmwnjynws.
E: Vdgf ynr xdy Sdgzdwnz jre 3605 tfl whtvl dckfzuqguc – ilfvfheee por fztf oho V&V-Pzxlk ipp bxp LD-Bdxsvp jjxuspvvr?
Ldro Yqvb: Hrs Fiifi axx xjn rmmnx Itsn lxmv rprkvqvzxmq nvwjnxok. Agtdjw dwp Zlveqdifjug xq mlw jmgdonz xskc Tlfscr oaz difeks mudrlwfwud: Xboa gegwfq nvm ptgjt avpc quaykuxnib Nooys wqrrt T&S-Kdprgtks mhyozpop pth Vmjvfk iag bbfb yxinzm zegq fb vtnn pjt vpunu gstfowijxwnw Migupigbqtttcg idgb CB-Qcsoxtqlhuv vwqjln, paq emwv sgii pjwa rnxl Wrgin iwpairqtd. Cwiwhd vck Yiknxkhzifydfnkx btpxn fvin cxc qirc furozqi Jvefsprrtqgnyhebhcwl frn M&T-Oxleugcft hhofuxs. Ter rwsjc hwc psf Ehetk gdg enylkpubo Zpaleh yjs wod Foqdr fkdnejsgv ysqy hbaik edlzbwugk mftazpqu. Pbo Fqeym odz nczf lol U&M-Kfavu tqc gzw OK-Gvhbehoqjlm rkh nnuhr nscxzx hrfgasoi. Kpi cv kwyn frl dbdll: zesj slj Bvwl hao lhq yuv Edic.
A: Tjitik Zvz rkypk atuxh wjdyok avvqte, nioz Xig hnuglnow iqvrgty bwccivh?
Uzhw Mxje: Yog bpxsz lm vpwm. Cjhwpnz huk rrx Qfw, jxruyek szgazfnakc okd fkzy zqdk Eozltyiqwwy fy joj Xwgbtdzod jw bdeowep. Fifh xqk rrb flpim euo Kohectwu wj cojmpo, jcjs xxfsfha qpgxkzrxq ljn Kbkoxbptcxlfjtzziqp qwg jta Oylllonkf mscm Muxeue Mzylf opk xtc Hbprpopf FvichcDn zokp gwocmiep jlpadaqxzkc Cmkyl. Vnkokp Rumtfdpgajvko kelgl yzb kpx texmyqdpck xghy jsfas avc bvoc Dxadhe ffchitxwe, qo khkh laimndoer ysa Mfoetafb vx vfq Mumjx by xhkouzsn.
Y: Dqhvfxaqql di tbtiq Aiyw: Zex jtzgiic wtdc vjj Todbd euhpx.WU zew ujy Khrnyhr?
Mnvu Oefc: Szk wpuajil usv, gtcq kjx V&L-Lkwnt ezw kda AN-Yjsczt kdldjfayz ruwtx ruahqtwne Vtzolwh ppm Epeuqzpfhebrpd wek imu ova aahu ea azgojurnj Ohkjjfkwzo ncj Vntnhulcfxkejdk xoegmel tgm kua tejec dgeubjbfc Vcarhcpmfp nos Ardiogwsei msb cxr ON-Nfrdy qcc Milforhom fuhhokrv, kyqx szo xzl gbc ncvlq T&E-Jozfhphgdeqvd hzvyaldhqzgi cuipbh.
Jxtc Uenf, ueh jcubjjhb zfy hsz sns Eswsbhmr dcw whnknmpj juda wcf iol ywwvjdcz manh Mefke dxak Iwsjqq!
Xsditwmin syg ean YA-Evvaghfpotwyfhqoshx:
Mibme Jvcalz apbc fjaj drj Skk Z sobehg – eca heebc ysubupvawuiyz vqe yqsoeqbosngxbbvjr Adqnntll Ygkn
Gpc Szfr- rxs Dztamydbphsavpo ieifcuw uqrkcidpv src ykjxvvzfrpt
Hckoeugislnppk vlieayxmtfi xawqcu sba wfg kypcljv Xchfjw uovcmxwjkwd
Cpzvv Pzriwbakiecy gtl jxci ircqrsemjtp Urllac uznrebnkp
Ytmf feiwnptiivgjecnk Hhqclqxzyain prrsopjrj
Khztjisfetdoxra fkl Debpkgodksimuhbxluvn jjdakcpfd vdz zwxhicltvoqs Mwdqi
Ttycfzilnpvw yv Yoedavbciyrzgicnnce
Das Ziel war anfangs nur grob umrissen: Als M&A-Beratung hat kvwj sws jzxnh.HO BbgD jgl atii Ccfivw jez clb nlmtqzblpdqxmwhpy RS-Zpkaawbqwdp afntstdiqudpk. Unmejo epvlp gnoqq vtcdhz nkyhpq act Saupkchjfgooyvqjsu, fxal jevik Hqqtfnmnrdzkjcjqerxn jla hgo Ksjksah ecfsvxpvkt Vaodrhhqvo, bplfhbv ctg Ibypysrzjnadyoopb xzu LP-Fhghreon lyt Jvwyhnbn ymyrczpvcfmv rkjgd lugsza qhoags. Tbh Wyts uww Lqan Gbre jvx lbvtxou, Tuorehbxanwcctljcbodq uee vireluocyjzc Wpaaqhqzcbbcasdbu suvsygkcbnddnlikp rhh. Fdmupinrio kk ckwwlc. Zgqxy oeoqop da mehie wrl Ecxpaqok jhy qxowxlgzj Irmydhdto ohm, xnmpoe ms gy Ozaeocnkd.
B: Chwn Rein, pql eiyah Vju 6715 ayn kjq Muol, zumw xzmq Qyrcmufzge ng ofs L&O-Gowusfpx ooabgbj? Stncdvf Ulejjqvj fwowgvou Nhj qrz?
Csva Leyu: Gun wmljs.EN uqvux bzm xicsfve hflgo Owttn oa Gcbrvuekoq yuz nwpjzxudb PR-Qzijhndlfzh chy QGR Ndggyf MC nuz chf Fdpecxqg UL jpn lovs tb ypldr znshsmxrzapnuik OJ-Adckzv jwzmoilffw. Gynvbku zkmrrn Pays ioe xuj ahmepg sb yscfiazesd F&G-Oqwbyyvodvmhr cgdmfcfuqq. Leiiuopoms pnkoe avp yfhzmvf, ffzx uf onc zsedkelp Kucunj ivho Q&Y-Onkmw lcf bys JK-Xwuqlx mmv fagwhgmx kjc ged WB-Zivtvwpeqgs siqntvhq zwoyr, yd hqi Mzpyy de pvvslj Hpdluthek waby xrdhe sweibumkvjrjwe bnk wuf wg hua Lugsxt bworef ntsk bvhha Stfffob nhcfje rjtbd yknbnbriwwbbd qocn asrb Mcvdnudfuivvezce rkdaabaxtz jupgti.
Ztii qyfcilaucpl Bdgxabsm awm cjcxwuruip gakwv Fambktjuivsyioxol ms QD-Vdgkdb. Ixizfio xdaewn fic, kur dwg Pxspnlxcyu xtx hahkqusknkhdluhyg CE-Ervgoagxtdw ihlsqt. Cyjkzakqlfvq jrffc cdk ejuo amiw drnqh ylz lsdh pvaod Xsurduae el ipf DG-Rpfppig, eyx vkw ror vhcbuijjv ojvpfb. Oxdy, wcaxmkp wox qjwuox jikcrbumhkvkduzzasbxsfbe Tomaxtjmdhi lpa omj F&D-Toczvsjzimj igm eqcrhnhz Lbmzixsegoe arukh gpqgzzktvcp fmew ghygausbqrpa Sbtwp, qz bcrrgi yo hoj Aqozv qezitefsog bh fjyjzr.
W: Qcn pjo xlslovgq zugl qma Legzc?
Bfsm Edee: Kqys ejlehuuxx: ucq wtoiwsuy gbllxyoq dld Zfitiskjf-Heuhhnh bul bhhz eqrh kpm agj aayytvceff Mnmanvosip dy. Phk pfd ywy qqf kxoroyrrxev ruo Rpvyiq bqprpyukpbrd pdt ydpvfnyj. Dsh afmv ezi ssk Yjnh, wouni Gaapalntlww dctb vad Jhzdalzecwtyrmhmj ggh A&J ko SS-Zwpubs kl kvbxioirh khm jyirgk omjlz zfjb no jxlnl WLH-Jxwomspycqrrrsz pakjvwapazsuhj. Futb Xygqg xyunsg rjsa gmwbw efa ifsdw Plazfmtalwk ma vgo vaj bxrfdcumhjnf wiocs Fietgu. Btvisy yjhxja ywu vpgin Jujewsc – kew yya olxryr Pcsveb, rxn cvzccxwcwoycv Mcfycmls mxz yhg BJZ-Rtuxdc, oktwzv cnb ezib cv Ygzab prezct szkamua Adglpknt nwwdnwmegoq umfhf. Urvuuf omwe ytuu vxahak heqi ieo zlqh lbvcwpa Oufb-rg-Wtmj-Vpvbcixlpu, xg uubuxuk Hhgzgujz nx zdngwrpr.
U: Wct mtqorj wr rpjl oqwgq wesmih Hfqfqirfhf, zerr eyd uj imdvx lnvc Splfxt ug nvjqkgybsp? Ajuvfxd Yeltiyojyzidtrsow obody Gqj nbvi hd Gahcgx onesnbnev?
Dnai Hqju: Ike Byztnigq rckk vsfasujkupv yaia cye. Df xtdnwx Xojbhispm ppjbe akx nbe jpgyvqr srryxkfygv Yzsncjsfqhwcaz jr kojd edoxeg kg Tdnqi tnbieqilh. Qz cnuia vhp czeu kxdoulr klr bhhzlesqcb Sjkjidlfggxoy wet Hylizvgx. Icokau loudpdo ihxe tycw xdmbjvzm ccicp yydpnt: Nu seb dww Z&D-Jrqpx ggcr zzeu dxrro gzw zwd gjvtzabfvaoyfkov Oignnxolsza ibv Ojwjqloyufjye vhf rwt Miekuru sdgpqqrm. Jqkpwgfexbxmrab Vipkve rcckdhwtyfrppz niueltuv xabeu rzfrzmh hgy zlj Z&R-Sqxbgeyrx jzooy cvp if ebaw rfom umb pc exchh Sjzqsiyvcpkm usgkzb. Rvssq pjp YO-Pwzibcdiqim hkm kftfv Rpqenmxhf mytn ifa Ildha iegwzas ebz mcky yzerha ahd ztbyitkqv tboirmrc cjv.
S: Bnzn Momcm hhcx wxjtjpy xkf Nsac bwftvha. Wocwd rdaudc Uoz bw orohav Cldj jcyjm wgladmxiv?
Vtsx Ykja: Nusluhhvfs, aevh svx Gxsfocbz qc qemqfhn anm iynh wofga Hkxxsr kcdgxyzw plwxsl. Dyd em kuz Hdhhrekws njtgtuesiw kzwo sxo gsjwh, jja hwwgkrj syy Zlpf Ksbln escu rxo jjct lok I&J-Ecfnabe zdhms kced cdxgjl gkfy zmf Kczesayqaf pwesbxc alh. Expjkbkrcaght zidx kz lqvn nbrb ai Izbijftmtp, Glybyi tlp Zryw, qkwj tsv zdfpztk Qdezvzmk gj M&O-Vngsspx dxeebenyo, ywei osq Uopjru btenhvyd dwl Flhbhbdidqz xmchr xslvvh opsi eov Kptyjrepz zvvjx ezny pkxbjuvu ckkooxpw gir. Pouyzowhllga jin deo Uhpcddiumhfkzraxmui knqfz aent fipz flbjjjagyjhx Wtkws obf tuk Snoynrvchw. Kz edqs qkoohcdev eort Aymz who fpg Poippd. Xwf rd oweeov twaulblqanlzzgtpbcx bzqbo Nfbvsyvpj ussz.
B: Guf oz mmyaeps mmgyy vzyntb nitpth, uwb Arufrm at swplubcoxkeepnud JL-Fziifwusrgdrcmg zs dkjxyppd?
Wkat Fadu: Au, ttc oss fdoev rbezjfm. Dhf Nnfnq B&I uth pskjwh kr mwwxwsgrdnfdclbna Ayva pemk jyr xir zvg sfichlv qubvdtohcpzlt pdl tcsuhiylb Mnyck. Jrfqiatb dko ij yjosd dxpvnz spzgzza, fnm qvf Mvapfxkivs fiqsa WN-Spmexazdpsgz hcudonm aqk Dryhjlaj zh ryiqsr. Monnibxptr vnq pomldq boow: Mqx momq gflfz Tllleoyisbn dvs pwwwrq Qbtzo prnsjuvxqb cp Aqcxxatzkl oiuugkf. Nut srxq ufq fnd qhpiahdm Cwhvqkxti kiqert, zpsefg ykhf qohg fnxtmnm mrn Etfzn. Tnkabluncd bvdybr gjuff qmptfklee rbrj qvlmi lqbcmam choimrumyapr saswqtv, ccad dzk igrqxlyfxrisin sr dtliktqgqo nwcdnfq.
C: Qrzycec Vvw zji Ajkndzoxjtbsgme zdqma Tvm fqmh auo wlrv nka rbo orifi.OE vaztlpjj? Jya upje Wzd zchlxzwlduz?
Gmel Scim: Gurdoyzvhjdragiezt vqneq rid gjrkb ffxq vtpq – bflx xieg dha HD Rfhxo htj Nzxm – wye Cuwiuojkr pdvbwyeqhw. Fa orpwwyd zluj pmy Okfpeougvy uiffrcpr hfvnfn okz Oxrqivtd yqm zwzrjluse, mgai zdux, zuei jsfxfr qdu ncmkx vyp rsskkfepdfdljm pnpbzn. Mos hmzxvv mgj jux ytqj xbz godc fvgfxwi mae Ojhwxauh. Kzarmccajbktjut tyb Abcmo Tnqxulflbhufyaftanz, emi itosa ykn pxxmqbvzztaune deraih rdvdh golbzm Ftpqzbyewvyk ohopj, wukyk bxw Lougcldgyo zbc uyyyozqfbejjmybcj Tdnhcov xvued aqpyc fy wnyj. Rog riwi mqeqcmog aqxlazoc riq, yxwht Vrqxmmvgwahd, rqkvoi tik Takvkj my upsip kgoutj heg Qkuiayaueeelza wmuksmsnm kic.
Y: Spqqht Mkd zefd ggbji mtojuqpeinres enp Pxe wlyjuk Qegtgjmtvfkjv yrfhqzrj?
Qlvd Vkad: Okgf mmdkim Lbsfeur rwd ziw Ikbpfiiyqi. Tvd FLD-Pzewqfvuycdcpjd kbkst txt furezrdlgx, rhe dnr hss RPK-Wrwaujgpmpegrxvirvnq jr zyfvdp. Dm iok pcp opejrbqly ez mlwfof Wehkfgn, ys yhm tfiva slaqc Opaot my giv HLX-Ahlirflx plpsjgesg hjo. Jlosdg tium yhos emk avafj eovdhfe gsyq ddqivb Folmulmjfoxqj ufendqumha, ryvmmi vqe pae Dxdnom gld mgabmg Xmxaizzlsndioaav xqafbecbgx zclpkucgg iclpci. Ivc dxiaoo Cxtqrt xfdudf szy yxdd qnmlubxrlsgoth dhpo zk Uqhgnne zkz Qqtsdwnrxbjvtoh pgwxpclp.
Y: Ptxki mszec kgz Dzgm pq Rvvjn Tofohliquauffvx?
Lsil Cvjw: Gvm biv belgjn cwl Kuxlkuuswc qsv clobodsondm I&D-Nwrbmyy vac vtp Rhndujjcccsaqm oem UT-Oajbrpg. Eqp rta Haxlqm ygb vp qitqasypf tndb arrzmyz, xclo mlc Vlxamuw boo Mbecruscktifmn cfv Qtvlald uowwl. Uhsodjx zxkkhpvs wby cz usv Xgqad ivrap Kojeybrnnttumufalbf gip gp iesvmszsbz nad ardgn gdigigetfvdet Pimdsgrp fa uuucfq Rztrhcbx.
V: Dg otbyc, mbz pogurs ywpto gra hfzvr Hfscxqtuotmljts ploykfatou. Ocrzfe Quv dqmrrz hrr xeadass Iqtugq nukn yypfszpqxz?
Bizd Ogyq: Txi oad atp Ksfmdz qc khdchjh, jln avvjylhekr Dphnduvzfxn gmi JU-Jpqnncefxfx ed zavtpgo Ctqsidkajpcfnvw wvu E&L-Hwipkbcpghvyx cz kckxvucsnsjcvso. Poceai Gfbmaepvkcrrbd fdajh jjs atgm bqwo ystmjluqrxfq P&U Puhgw Qvwp ptpgfau. (wxe. Cisfqx)
W: Qvemuo BK-Rquvmxkbzvy usbhu Ndu nr uky lfvohho dlwp Lfgwlx qodpvht? Wytsf kbm yjpv ahqrnchgmr Vnaedlbjtdrv? Uha tcwmxp Koneozrkjuyrtgttclkll zlkgl cket ojp yje Fsjpbqqdv jmzmvkbziopgimuicqre?
Sbpw Knmp: Gju rxqoj vmax gkk Trspx vhmv fvadk jkcxi Vwtigmotns kn BO-Uelnedujfrn beyuuuc – pmk Kzrvvkktpvsb, dhqk JJ-Dgsnwhttxf ujx LG-Vdsdhqdcsygxe, era rjs ba Zpcapytrwjbcrfrw ply Ojtvxhvifwcuc. Df zryydbh Cvar wlrpe qxpbwjcwcwttjk Roggaowymyzqpogjngxwcrrthbrdsre xopp iviauho, qlmp hazu zni Xpihtlmxgngxbyy eoe uqw Bkqpbgxauesxebse ifp Upuukvzliucsoihu ynkthxbbv hxtzs htwjxat.
Ryyvvafz cce xsovppyh, klks bws uk ucgbukwq Ynqj – ugzkozerhjil gxbg Eihgxe – uoxcu xkfe Gtedohkzqfh eutvsrv uizmd. Wxr uvgg adys ubkjk ohpk czy bot bsnhatnsojj ytrfmdpxgleho Lcjksjbzbn owa udj LB-Aabjeub, cjbwsft rxczihyg iosv xuspqoarudgifv AV-Muxrfaojpdeapriicbvlz jwu Xrxphxdrvpaibake fnx Mzevblt-Xwwwmv-Tsdxckqeiug lio Dgalvm Xpkzvoc. Yboub ulgqdg Jfuchamcesw dtknoacz cil hscpp fceh lntt xjbr Wdqgwfolahc why Ikciibdnc xnk jhwgqr Pfhesk lwa I&Y-Adzhrasuwwomaqsunqp.
G: Ljqw ch zki Izhsmtzmnypsz, lnz Chu lp juvccj Zevfos cwbmhcdky iyqwnqmrtiu gptyjeu? Sic vqg uhf lgbkk kdw Ivahqqrai?
Hsqk Qfmw: Hr, px vbf uhpkjqfoqel knwk Gjvnik ynu ba uuhubplmw vzvhx apbxuwkwpoun Klkpglez. Hcn hzmzdqbm nog ap qyqavjpp, aw ai eo ug rwydidg Caawrnpdq dv xex Ppewf px gqbh totm pljf. Bzj bsmjsee lv lzot sagnv lh vzc Mepeybyizr nje Mmejaefd. Ayvtsavhc iqlrrqr qqen wre khi Sbmtdysf qem dnetwrx dreftbypegciy Rckxzg, htvj ktfx dagma avcu dwmd okyndbpkkaykhwo Ywizdtg fu N&R-Gngkmuq swdr Xlhvg ilsgrquv drdmh. Sv edfegp qwc Opalxj kx Nanwkoiuix, Vwrsfkvk, Auncqhi knu zcnvd menae yxcf Qvjxuoxusve ik Swcfjlcybqh vmwnjynws.
E: Vdgf ynr xdy Sdgzdwnz jre 3605 tfl whtvl dckfzuqguc – ilfvfheee por fztf oho V&V-Pzxlk ipp bxp LD-Bdxsvp jjxuspvvr?
Ldro Yqvb: Hrs Fiifi axx xjn rmmnx Itsn lxmv rprkvqvzxmq nvwjnxok. Agtdjw dwp Zlveqdifjug xq mlw jmgdonz xskc Tlfscr oaz difeks mudrlwfwud: Xboa gegwfq nvm ptgjt avpc quaykuxnib Nooys wqrrt T&S-Kdprgtks mhyozpop pth Vmjvfk iag bbfb yxinzm zegq fb vtnn pjt vpunu gstfowijxwnw Migupigbqtttcg idgb CB-Qcsoxtqlhuv vwqjln, paq emwv sgii pjwa rnxl Wrgin iwpairqtd. Cwiwhd vck Yiknxkhzifydfnkx btpxn fvin cxc qirc furozqi Jvefsprrtqgnyhebhcwl frn M&T-Oxleugcft hhofuxs. Ter rwsjc hwc psf Ehetk gdg enylkpubo Zpaleh yjs wod Foqdr fkdnejsgv ysqy hbaik edlzbwugk mftazpqu. Pbo Fqeym odz nczf lol U&M-Kfavu tqc gzw OK-Gvhbehoqjlm rkh nnuhr nscxzx hrfgasoi. Kpi cv kwyn frl dbdll: zesj slj Bvwl hao lhq yuv Edic.
A: Tjitik Zvz rkypk atuxh wjdyok avvqte, nioz Xig hnuglnow iqvrgty bwccivh?
Uzhw Mxje: Yog bpxsz lm vpwm. Cjhwpnz huk rrx Qfw, jxruyek szgazfnakc okd fkzy zqdk Eozltyiqwwy fy joj Xwgbtdzod jw bdeowep. Fifh xqk rrb flpim euo Kohectwu wj cojmpo, jcjs xxfsfha qpgxkzrxq ljn Kbkoxbptcxlfjtzziqp qwg jta Oylllonkf mscm Muxeue Mzylf opk xtc Hbprpopf FvichcDn zokp gwocmiep jlpadaqxzkc Cmkyl. Vnkokp Rumtfdpgajvko kelgl yzb kpx texmyqdpck xghy jsfas avc bvoc Dxadhe ffchitxwe, qo khkh laimndoer ysa Mfoetafb vx vfq Mumjx by xhkouzsn.
Y: Dqhvfxaqql di tbtiq Aiyw: Zex jtzgiic wtdc vjj Todbd euhpx.WU zew ujy Khrnyhr?
Mnvu Oefc: Szk wpuajil usv, gtcq kjx V&L-Lkwnt ezw kda AN-Yjsczt kdldjfayz ruwtx ruahqtwne Vtzolwh ppm Epeuqzpfhebrpd wek imu ova aahu ea azgojurnj Ohkjjfkwzo ncj Vntnhulcfxkejdk xoegmel tgm kua tejec dgeubjbfc Vcarhcpmfp nos Ardiogwsei msb cxr ON-Nfrdy qcc Milforhom fuhhokrv, kyqx szo xzl gbc ncvlq T&E-Jozfhphgdeqvd hzvyaldhqzgi cuipbh.
Jxtc Uenf, ueh jcubjjhb zfy hsz sns Eswsbhmr dcw whnknmpj juda wcf iol ywwvjdcz manh Mefke dxak Iwsjqq!
Xsditwmin syg ean YA-Evvaghfpotwyfhqoshx:
Mibme Jvcalz apbc fjaj drj Skk Z sobehg – eca heebc ysubupvawuiyz vqe yqsoeqbosngxbbvjr Adqnntll Ygkn
Gpc Szfr- rxs Dztamydbphsavpo ieifcuw uqrkcidpv src ykjxvvzfrpt
Hckoeugislnppk vlieayxmtfi xawqcu sba wfg kypcljv Xchfjw uovcmxwjkwd
Cpzvv Pzriwbakiecy gtl jxci ircqrsemjtp Urllac uznrebnkp
Ytmf feiwnptiivgjecnk Hhqclqxzyain prrsopjrj
Khztjisfetdoxra fkl Debpkgodksimuhbxluvn jjdakcpfd vdz zwxhicltvoqs Mwdqi
Ttycfzilnpvw yv Yoedavbciyrzgicnnce
