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FACULTAD DE CIENCIAS EMPRESARIALES ESCUELA ACADÉMICO PROFESIONAL DE ADMINISTRACIÓN

SUPERMERCADO TOTTUS

AUTORES ALEGRE SABOYA SABOYA KASSANDRA KASSAN DRA  JULON NIÑO FIORELLA ROMERO LLALLICO FRANKLIN SULLCA LLACUA, ELIZABETH

DOCENTE PETRONILA LILIANA MAIRENA FOX

LIMA - PERU 2016 – II

1

.- DESCRIPCION DE LA EMPRESA

1.1.

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c*(le!&s Fala+ella, c&! #$ese!c(a e! C*(le c&! - l&cales . Pe$/ c&! 01 l&cales2 F"e 3"!aa e! Pe$/ e! 4--42 Es)a (ea c&%e!56 c&%& "!a %a!e$a e ($$"%#($ e! el %e$ca& e l&s s"#e$%e$ca&s e! C*(le, c"a!& e! el 4--1, Fala+ella c&%#$6 la cae!a e s"#e$%e$ca&s Sa! F$a!c(sc&, e! 74, %(ll&!es e 6la$es, la #$&.ecc(6! e c$ec(%(e!)& e$a ca#)a$ el 8- #&$ c(e!)& el %e$ca&, e! el %e(a!& #la5&, ese "!a +ase e! )&$!& al 092 El #$(%e$ H(#e$%e$ca& T&))"s e! C*(le se (!a"'"$6 e! P"e!)e Al)&, C*(le e! (c(e%+$e el a:& 4--, s('"(e!& el %&el& s"#e$%e$ca(s)a ;"e la 3a%(l(a S&la$( . Del R<& %a!)(e!e! e! Pe$/ ese 4--4, l"e'& e (!a"'"$a$ el #$(%e$ H(#e$%e$ca&  T&))"s e! Me'a Pla5a, e! I!e#e!e!c(a, Pe$/ e! ese %(s%& a:&2 El #$(%e$ s"#e$%e$ca& T&))"s e! $e'(&!es 3"e$a e Sa!)(a'& se c&!s)$".6 e! el Mall Pla5a e A!)&3a'as)a . e! la %(s%a c("a (!a"'"$6 "!a se'"!a s"c"$sal =es)a >e5 e! el ce!)$&? "$a!)e el se'"!& se%es)$e e 4--@2 I!a"'"$6 *ace #&c& e! (:a el Ma$ . C*(ll!2 El /l)(%& T&))"s e! se$ (!a"'"$a& 3"e e! C&;"(%+&, . l"e'& >a a se$ (!a"'"$aa &)$a )(e!a e! La Se$e!a, e! (!(c(&s e 4-8@2 1.2. Misi$% A*&$$a$les (!e$& a las 3a%(l(as #a$a ;"e >(>a! %e&$2 1.&. 'isi$% S&%&s l<e$es e! caa %e$ca& &!e c&%#e)(%&s #&$ &3$ece$ el l"'a$ #$e3e$(& #a$a c&%#$a$ . )$a+aa$2

1.(. ')or"s I%t"*ri!! A+t#r +o% r"s,"to o%"sti!! / +o,roiso.   Se$ e$a Res#e)a$ las (eas e l&s e%s C"%#l($ l& ;"e #$&%e)&2 I%%o+i$% #s+r %#"s 3ors !" sor,r"%!"r  %#"stros +)i"%t"s 2 Se$ (!!&>a&$ es I$ %s all e las e#ec)a)(>as e %( cl(e!)e2 Se$ c$ea)(>& e! la +/s;"ea e s&l"c(&!es P$e'"!)a$%e c6%& #&$a2 E4+")"%+i Psi$% ,or s"r )os "5or"s "% )o #" +"os2 Se$ ecele!)e es Te!e$ #as(6! #&$ #$&"c)&s 'a!a&$es2 Se$ "! ca%#e6! e! el se$>(c(&2  T$a+aa$ c&%& "! '$a! e;"(#&2 Hace$ ;"e las c&sas %e&$e!2 Te!e$ ac)()" #&s()(>a2 2.- ANALISIS FODA FORTALE7AS

OPORTUNIDADES

Es "!a e%#$esa $ec&!&c(a c&! "! #$es)('(& 'a!a& L&s #$&"c)&s %"es)$a! "! +"e! c&!)$&l e cal(a  T(e!e! >a$(as s"c"$sales Al(a!5a c&%e$c(al c&! CMR Ca#ac()ac(6! el #e$s&!al c&!s)a!)e%e!)e,

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&.- AN8LISIS SITUACIONAL &.1. A%9)isis !") "%tor%o: O,ort#%i!!"s / A"%;s AMENA7AS S&! l&s 3ac)&$es !e'a)(>&s #a$a la &$'a!(5ac(6!, es)&s a s" >e5 e>()a! ;"e la e%#$esa l&'$e alca!5a$ s"s &+e)(>&s2 S&! 3ac)&$es el e!)&$!& e)e$!& e! la c"al la e%#$esa !& #"ee 'e!e$a$ & $eal(5a$ al'/! ca%+(&, #e$& s( &c"$$e #"ee a3ec)a$ el 3"!c(&!a%(e!)& el s(s)e%a . (c"l)a$ el c"%#l(%(e!)& e la %(s(6!2 • •

• •

• •

C&%#e)e!c(a ($ec)a (>a!a, &!', Me)$&, ea, Ma$&2 I!!&>ac(6! e l&s c&%#e)(&$es e! e!3&;"e a)e!c(6! al cl(e!)e . se$>(c(&s a(c(&!ales2 Ca%+(& c&!s)a!)e e! las !eces(aes . '"s)&s e l&s cl(e!)es2 I!)e!s(cac(6! e la c&%#e)e!c(a a ca"sa e (!>e$s(6! e)$ae$a c&! '$a!es ca#()ales e! l&s #$6(%&s a:&s2 Ma$e)(!' %as(>& e las &)$as e%#$esas2 CENCOSUD '$a! c&%#e)e!c(a (!)e!)a!& %&!&#&l(5a$ el %e$ca&2 OPORTUNIDADES E! es)e 3ac)&$ se #$ese!)a! las c&!(c(&!es #&s()(>as ;"e #$ese!)a el %e(& #a$a ;"e #"ea esa$$&lla$se la &$'a!(5ac(6! a."a!& a el l&'$& e l&s &+e)(>&s, #a$a es)as c&!(c(&!es ;"e se #$ese!)a! las e%#$esa !& )(e!e c&!)$&l s&+$e ellas2

•

Se e!c"e!)$a "+(ca& e! "!a 5&!a c&%e$c(al A%#l(ac(6! e la ca$)e$a . #$&"c)&s U!a '$a! ace#)ac(6! e! l&s se'%e!)&s B . C2 C$ec(%(e!)& $#(& el %e$ca&2 S()"ac(6! ec&!6%(ca a)$ac)(>a el #aec*a$la . 'e!e$a$ "!

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c$ec(%(e!)& $#(&2 G$a! esa$$&ll& e la (!"s)$(a $e)a(l2

• • • •

&.1.1. S"*"%t+i$% !") "r+!o

 T&))"s se e!c"e!)$a ($('(&s #a$a #e$s&!as ;"e !eces()a! (!e$& #a$a #&e$ sa)(s3ace$ s"s !eces(aes, as< %(s%& +"sca!& ;"e el cl(e!)e se (e!)(;"e c&! la %a$ca a #esa$ e ;"e T&))"s !& sea e es)e #a& e! el c"al se ($('e! es )&& a;"el ;"e #"ea c&!s"%($ s"s #$&"c)&s s(! ;"e se (e!)(;"e c&! !(!'"!& e ell&s, )a%+(! e )&&s l&s $a!'&s .a sea! al)&s, %e(&s & +a&s . e (s)(!)&s l"'a$es .a ;"e )&))"s se e!c"e!)$a e! (>e$sas #a$)es el #a(c(&s ;"e )(e!e %a.&$ as(s)e!c(a #&$ L(%a2 A"%; !" %#"os i%*r"sos !" +o,"ti!or"s ,ot"%+i)"s. L&s !"e>&s c&%#e)(&$es #a$a es)e a:& s&! c&! la a#e$)"$a e !"e>&s ce!)$&s c&%e$c(ales s()"a&s e! L(%a . e! #$&>(!c(as ;"e a3ec)a$a! "!a (s%(!"c(6! e cl(e!)es #a$a el s"#e$%e$ca& T&))"s2 Po!"r %"*o+i!or !" )os ,ro""!or"s. Al'"!&s e s"s #$&>ee&$es s&! c&%& PG, Sa! J&$'e, Sa! Fe$!a!&, Bac"s, Al(c&$# =(s)$(+"(&$a

e al(%e!)&s?, 3$")as . >e$"$as =%a.&$(s)a e %e$ca& e 3$")as . >e$"$as?, D!&3$(&, e!)$e &)$as e%#$esas %s2 Po!"r %"*o+i!or !" )os +o,r!or"s. S"s cl(e!)es #$(!c(#al%e!)e ;"e >(>e! e! 5&!as alea:as el s"#e$%e$ca&, l& c"al )a%+(! !& esca$)a a cl(e!)es e 5&!as lea!as ;"(e!es >(e!e! #&$ las &3e$)as & esc"e!)&s ;"e se les &3$ece )e!(e!& "! !(>el s&c(& ec&!6%(c& >a$(a&, e! 'e!e$al >a ($('(& #a$a #e$s&!as ;"e #$ee$e! cal(a, •

c&%&(a . se'"$(a a la *&$a e c&%#$a$2 A"%; !" ,ro!#+tos o s"ri+ios s#stit#tos. L&s /!(c&s s"s)()")&s ;"e )&))"s #&see s&! l&s s"#e$%e$ca&s . l&s ce!)$&s c&%e$c(ales c&%& $eal Pla5a, as< )a%+(! las +&e'as %a.&$(s)as ;"e &3$ece! s"s #$&"c)&s a #$ec(&s +a&s . #&$ /l)(%& l&s %e$ca&s ;"e )(e!e! '$a! e%a!a2

&.1.&. T"%!"%+is PEST

&.2. A%9)isis i%t"r%o: Fort)";s / !"=i)i!!"s A c&!)(!"ac(6! ela+&$a$e%&s "! a!l(s(s e l&s (3e$e!)es 3ac)&$es . ele%e!)&s e!)$& el e!)&$!& (!)e$!& e la e%#$esa, lle'a!& as< a c&!&ce$ s"s $ec"$s&s . ca#ac(aes c&! l& ;"e c"e!)a la e%#$esa e (e!)(ca$ s"s 3&$)ale5as . e+(l(aes e )al 3&$%a ;"e es)a+lece$e%&s l&s &+e)(>& ;"e e+e alca!5a$ la e%#$esa e! +ase a ell&s a#$&>ec*a!& s"s 3&$)ale5as . $e"c(e!& s"s e+(l(aes & s"#e$!&las2

E! es)e #"!)& >e$e%&s el es)"(& el a!l(s(s FODA e la e%#$esa &!e >e$e%&s l&s #"!)&s (!)e$!&s . e)e$!&s c&! l&s ;"e c"e!)a #a$a la e>al"ac(6! #&s)e$(&$ e la %(s%a a )$a>s e la cae!a e >al&$2

FORTALE7AS S&! ca$ac)e$as c&! la ;"e c"e!)a la e%#$esa . )(e!e c&!)$&l s&+$e ellas as< %(s%& es)as s&! #(la$es e e! las ;"e la &$'a!(5ac(6! se a#&.a #a$a l&'$a$ alca!5a$ s"s &+e)(>&s, es)as s&! • •

• • • • • •

E%#$esa c&!&c(a e! el $"+$&2 Ca#ac()ac(6! #e$%a!e!)e el #e$s&!al #a$a ;"e se aa#)e! a las !eces(aes el c&!s"%(&$2 Al(a!5a c&%e$c(al c&! CMR2 Us& e %a$cas #$&#(as2 B"e!a (%a'e! e la e%#$esa e! el sec)&$2 A%+(e!)e se'"$& #a$a l&s cl(e!)es2 H&$a$(&s es)a+lec(&s aec"aa%e!)e a la !eces(a e l&s cl(e!)es2 P$&"c)&s c&! "! +"e! c&!)$&l e cal(a

DEILIDADES S&! ca$ac)e$as e la &$'a!(5ac(6! e! las c"al se )$a)a e ee$ce$ c&!)$&l #e$& e! es)e #"!)& se 'e!e$a! ca$e!c(as e! las ;"e s&! !ecesa$(as s" (e!)(cac(6! #a$a #&e$ s"#e$a$las2 • •

• • • •

Fal)a e "! #&s(c(&!a%(e!)& e! el %e$ca& el %(s%& $"+$& S" c"l)"$a &$'a!(5ac(&!al . s" c&!ce#)& e s"#e$%e$ca& !& le *a! #e$%()(& &+)e!e$ "!a '$a! ace#)ac(6!2 P$&+le%as e ecac(a e! las caas $e'(s)$a&$as2 P$&+le%as &#e$a)(>&s (!)e$!&s2 Pe$s&!al e se'"$(a #&c& ca#ac()a&2 Pe$s&!al e! &cas(&!es !& +$(!a "! +"e! )$a)& a l&s cl(e!)es2

&.2.1. C!"% !" )or La e%#$esa es s(!6!(%& e #$ec(&s +a&s . al)a cal(a e #$&"c)&s #a$a el c&!s"%(&$, #a$a l&'a$ es)e le%a e la e%#$esa, *(#e$%e$ca&s )&))"s c&%& e%#$esa e se$>(c(&s l&'
#$&ces& e se$>(c(& . >e!)a e! %asa e #$&"c)&s, #&$ l& )a!)&, s" !(>el e e(+(l(a es %". +a& c&! $es#ec)& al #$&ces& e se$>(c(& +$(!a&, .a ;"e se e+e se'"($ "! $('"$&s& %a!"al e &#e$ac(&!es #a$a %a!)e!e$ el &$e! . &$'a!(5ac(6! e l&s (!s"%&s, .a sea e la cae!a e a+as)ec(%(e!)& c&%& e! la (s)$(+"c(6! e l&s %(s%&s2

&.2.1.1. A+tii!!"s ,riris !" +r"+i$% !" )or *r"*!o Lo*>sti+ i%t"r% Aec"a& %a!e& e %e$cae$ee a las )(e!as e %a!e$a s(%"l)!ea +$(!a!& "! s)&c e #$&"c)&s >a$(a&s . e #$(%e$a cal(a2 Rece#c(6! ($ec)a e l&s #$&"c)&s ese el #$&>ee&$2Q l&s #$&"c)&s s&! $ece#c(&!a&s e! las %(s%a )(e!a & e! s"s al%ace!es $eal(5a!& e! (c*a e!)$e'a el #$&"c)& "! c&!)$&l e cal(a . las c&!(c(&!es e! las ;"e se #$ese!)a #a$a as< ase'"$a$ la cal(a (6!ea ;"e se &3$ece al cl(e!)e2  T$a!s3e$e!c(as e 3&$%a &$e!aa el al%ac! *ac(a las )(e!as2Q las )$a!s3e$e!c(as e l&s #$&"c)&s *ac(a las )(e!as se $eal(5a! e 3&$%a &$e!aa . c&! "!a l&'sti+ "4t"r% S(s)e%a e a")&se$>(c(&2Q el cl(e!)e #"ee ele'($ . $ec&'e$ #e$s&!al%e!)e las %e$ca!ca$(ea e #$&"c)&s &3$ec(&s, el('(e!& #&$ %a$ca, #$ec(&, e)c2 P$&cesa%(e!)& . e%#a;"e el #e(&2Q el #$&ce(%(e!)& es a )$a>s e la (%#le%e!)ac(6! e las +&lsas +(&e'$aa+les ;"e s&! a%('a+les c&! el %e(& a%+(e!)e, 'e!e$a!& al c&!s"%(&$ c&!c(e!c(a e la $es#&!sa+(l(a ;"e e+e a;"($($2 Distri=#+i

%$ Pe(&s a &%(c(l(& (s)$(+"c(6! #e!(e!)e  es#ac*&  )$as#&$)e2 Es)e se$>(c(& es "!a (%#le%e!)ac(6! #e$s&!al(5aa #a$a a;"ell&s cl(e!)es ;"e !& esea! $eal(5a$ s"s c&%#$as #e$s&!al%e!)e & $eal(5a$ c&las al $eal(5a$ el #a'&, es)& s(%#l(ca es)as acc(&!es &)&$'a!& el #$&"c)& a &%(c(l(& el cl(e!)e2 L&s #$&"c)&s &3$ec(&s s&! e c&!s"%&, c&%&, c&%(as, +e+(as "s& #e$s&!al, *('(e!e #e$s&!al, l(%#(e5a, )a!)& as< l&s #$&"c)&s &3$ec(&s se clas(ca e! #e$ecee$&s . !& #e$ecee$&s2

Proo+i$% Ca!al ecl"s(>& e &3e$)as #&$ (!)e$!e)2Q se &3$ece "! esc"e!)& a(c(&!al . '$a!es &3e$)as a;"ell&s cl(e!)es ;"e $eal(ce! s"s c&%#$a! a )$a>s e es)e %e(& e la %(s%a 3&$%a se le &3$ece (!3&$%ac(6! c&!)a!)e s&+$e las &3e$)as e l&s #$&"c)&s2 O3e$)as e)$a&$(!a$(as2Q se &3e$)a #$&"c)&s c&! '$a!es #$&%&c(&!es . esc"e!)&s $eal(5a!& c&%#$as c&! la )a$e)a CMR .a ;"e se )(e!e "!a al(a!5a c&%e$c(al c&! la %(s%a, es)a es)$a)e'(a es a)$ac)(>a #a$a l&s cl(e!)es . "s"a$(&s e la )a$e)a .a ;"e a#a$)e e c&!)a$ c&! '$a!es esc"e!)&s e! la '$a! >a$(ea e #$&"c)&s &3e$)a&s se #"ee ac"%"la$ #"!)&s #a$a $eal(5a$ c&%#$as e! &)$as )(e!as es)a+lec(as e! la al(a!5a c&%e$c(al2 Ga$a!)
S"ri+io '(l a)e!c(6! a!)e $ecla%& e l&s cl(e!)es2Q la a)e!c(6! >e!(e!)e ;"e se #$ese!)e .a sea #&$ al'/! )(#& e #$&+le%as c&! el #$&"c)& & c&! el %(s%& #e$s&!al2 Ace#)a e>&l"c(6! e l&s #$&"c)&s *as)a e! @ & e! "! la#s& e @ (c(& )c!(c& &3$ec(& #&$ %e(& e e%#$esas el '$"#& Fala+ella2Q es)& &)&$'a "! #l"s e 'a$a!)(c(& ;"e se &)&$'a al cl(e!)e ce$)(ca ;"e la a)e!c(6! +$(!aa se$ e cal(a . se$ $es#alaa #&$ "! '$"#& $ec&!&c(& . e '$a! e!>e$'a"$a2

&.2.1.2. A+tii!!"s !" ,o/o !" +r"+i$% !" )or *r"*!o A+tii!!"s !" *"sti$% !" ,ro""!or"s / ,roisio%i"%to El a+as)ec(%(e!)& se $eal(5a a )$a>s e l&s #e(&s $eal(5a&s a l&s #$&>ee&$es #e$& es)& c&!s('& lle>a "! a!l(s(s el #e(& $eal(5a& . e l&s %(s%&s #$&"c)&s2 Es)& se $eal(5a e la s('"(e!)e %a!e$a • • • • • • • • •

P$ese!)ac(6! e (!3&$%es Re!(%(e!)& e #$&>ee&$es Ges)(6! e #$&>ee&$es S&l(c()" e c&)(5ac(6! Ges)(6! el c&!)e!(& e ca)l&'&s Re;"(s(c(6! O$e! e c&%#$a Rece#c(6! Fac)"$a #a'&

T"+%o)o*> " i%%o+i

%$  Tec!&l&'($)"ales a#$&>ec*a!& la )ec!&l&'a 3&$%a e $eal(5a$ las c&%#$as e l&s #$&"c)&s e "!a 3&$%a se'"$a e! la ;"e #"ee! >(s"al(5a$ l&s #$ec(&s e! a#a$a&$es ('()ales2 I!!&>ac(6! e #$&"c)&s2Q se &3e$)a! a l&s cl(e!)es l&s #$&"c)&s e (!!&>ac(6! .a sea e! elec)$&&%s)(c& & e c&!s"%& as< sa)(s3ac(e!& las !eces(aes ca%+(a!)es e l&s cl(e!)es2 ?"sti$% !" r"+#rsos #%os La e%#$esa &)&$'a '$a!es #&s(+(l(aes e c$ec(%(e!)& #e$s&!al . #$&3es(&!al #a$a a;"ell&s cl(e!)es ;"e esee! (!'$esa$ a la &$'a!(5ac(6! as< %(s%& se les &3$ece • • • •

Desa$$&ll& e! l
I%3r"str#+t#r La e%#$esa c"e!)a c&! >a$(as )(e!as a !(>el e )&& el e#a$)a%e!)& e l(%a . a !(>el #$&>(!c(al, c&! "! !/%e$& e 7 )(e!as a !(>el !ac(&!al, l&cal(5!&se e! 5&!as %". c&%e$c(ales #a$a el +e!ec(& e l&s cl(e!)es . la &$'a!(5ac(6!, es)& 3ac(l()a s" acces&2 La es)$"c)"$a e las %(s%as )(e!as &3$ece "! #a!&$a%a a)$ac)(>& >(s"al #a$a l&s cl(e!)es2 S"s l&cales s&! • • • • •

La %&l(!a Sa! %('"el M($a&$es P"e!)e #(e$a L&s &l(>&s, e)c

&.- MAR@ETIN? MI

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Pro!#+to T&))"s c&! "!a e%#$esa c&! "! el c&%#$&%(s& c&! las 3a%(l(as, el c&%#$&%(s& c&!s(s)e e! *ace$ e la e#e$(e!c(a e c&%#$a$ l& %e&$, c&! #$ec(&s +a&s . l&s %e&$ se$>(c(&s2 La e%#$esa c"e!)a c&! "!a '$a! >a$(ea e #$&"c)&s, #$&"c)&s c&! la #$&#(a %a$ca, #$ec(&s +a&s . #$&"c)&s e cal(a2

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Pr"+ios: e+(& a la (s#&!(+(l(a e l&s #$&"c)&s e la a%#l(a 'a%a e #$ec(&s se $eal(5a la 3"!c(6! el %e$ca& . se'%e!)& 'e&'$c&2 S" es)$a)e'(a e #$ec(&s se +asa e! la ac(6! e #$ec(&s c&%#e)(&$es2  T&))"s se #&s(c(&!a c&%& "! s"#e$%e$ca& c&! #$ec(&s +a&s, c&! s" esl&'a! )e a %s #&$ %e!&s, c&!)a!& s(e%#$e c&! &3e$)as ;"e lla%a! la a)e!c(6! el c&!s"%(&$ . %a$ca!& la (3e$e!c(a e s"s c&%#e)(&$es2 Se ca$ac)e$(5a #&$ )e!e$ #$ec(&s +a&s, c&!)a!& c&! (3e$e!)es #$&%&c(&!es . &3e$)as c&%& es)$a)e'(a #a$a ;"e lla%e! la a)e!c(6! e l&s cl(e!)es2

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P); L&s cl(e!)es e *(#e$%e$ca&s T&))"s e! Pe$/ l& c&!s)()".e! #$(!c(#al%e!)e l&s c("aa!&s ;"e >(>e! e! las 5&!as ce$ca!as a (c*&s es)a+lec(%(e!)&s2 L&s cl(e!)es e T&))"s s&! el sec)&$ ese la clase +aa a %s ;"e se e!c"e!)$e! s()"a&s e! las 5&!as ce$ca!a a (c*&s es)a+lec(%(e!)&2 Cl(e!)es ;"e se e!c"e!)$e! e!)$& e la PEA2 C&%#$as %e(a!)e )a$e)a e CMR .a ;"e )(e!e al(a!5a c&%e$c(al

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Proo+i$%:  T&))"s c"e!)a c&! a a!"!c(&s #"+l(c()a$(&s a )$a>s e %e(&s e c&%"!(cac(6!2 A&#)a (>e$sas es)$a)e'(as #"+l(c()a$(as . #$&%&c(&!ales #a$a c$ea$ "!a %a.&$ e%a!a e! el %e$ca& %e(a!)e la as&c(ac(6! c&! el es)(l& e >(a . el c&%#&$)a%(e!)& . s&+$e )&& la &$(e!)ac(6! e #"+l(c(a +asaa e! el >al&$2 O)$a #"+l(c(a ;"e )(e!e T&))"s es s&+$e s" esl&'a! c&%& el >e$ae$& 04 s&l& T&))"s l& )(e!e es)&s )(#&s e #"+l(c(a *ace! ;"e se ;"ee! e! la %e!)e el c&!s"%(&$ e )al %a!e$a ;"e c&! )a! s&l& esc"c*a$ la 3$ase l& $elac(&!e a")&%)(ca%e!)e2 Us& e l&s ca)l&'&s . #"+l(c(a e! )ele>(s(6! c&! #e$s&!aes e la )ele>(s(6!