Unit 10
Lesson 1
Exercise 1
So what's your share of the existing market?
Existing market?
:Well,how much work is there
and how much of it have you got?
JOHN:Oh,I don't know,
but not enough for sure.
We have,er...cash flow problems.
WILLY:What's the competition like?
You mean the other companies transporting timber?
WILLY:Yes.
JOHN:I don't know...
I never thought about them before.
Right,well,we'll have to do some market research.
I'll go and look at the competition
and I want you to get your accounts organised.
Unit 10
Lesson 1
Exercise 5
So the problem is that your share of the market
is declining.
Yes,we get less work these days.
Well,is the total market declining?
Is there less timber to transport?
Oh no,there's more timber to transport now.
So why isn't your company getting more work?
JOHN:I don't know.
Well,I've done some market resarch and I know.
Your competitors are cheaper,
faster and more reliable than you see.
Unit 10
Lesson 1
Exercise 7
You can't go into business without knowing something
about the market you plan to do business in.
The best ideas will fail
if you know nothing about your competitors
or the demand for your products.
As markets become more competitive,
advice from market research professionals
becomes more and more important.
Unit 10
Lesson 2
Exercise 4
WILLY:Your competitors are cheaper,
faster and more reliable than you are!
JOHN:How can they be?
Well,their trucks are newer and faster than yours..
and they're not always breaking down.
JOHN:My trucks aren't always breaking down...
well,sometimes they do,but they're old.
Exactly.You need to invest in some newer truck.
Competition is fierce in the haulage business.
If you want to get more work,
you have to be more reliable.
You must deliver on time.
JOHN:I can't afford new truks.
WILLY:Maybe you could borrow the money.
JOHN:Borrow it?Who from?
WILLY:What about me?
JOHN:You!
WILLY:I have some capital to invest
and I want to go into the haulage business myself.
JOHN:You and me in business together?
WILLY:I know the market now,
I have the capital you need
and you have the experience I need.
We'd have to make a few changes of course...
make the business more competitive.
Unit 10
Lesson 2
Exercise 7
I did some research into the market
and I saw there was an opportunity for a joint venture
with an Indonesian company.
I didn't have enough capital myself,
so I borrowed some money from my band.
It was an excellent investment for them.
Business has been good,
I'm pleased to say.
Unit 10
Lesson 3
Exercise 1
So,how soon can we expect delivery?
Well,we can deliver the order by the 15th.
That's not good enough.
I must have delivery by the 5th.
MISS WONG:Oh,the 5th?
No,I don't think we can do that...
No,I'm sorry,we can't do that.
But I think we can manage the 10th
Yes,if you can confirm the order today,
I can guarantee delivery by the 10th.
CUSTOMER:No,that's too late.
Unless you can deliver by the 5th,
I'll have to cancel the order.
Unit 10
Lesson 3
Exercise 3
AVEX:Good morning,AVEX,deliveries.
AVEX:Right,well,we can deliver the order by the 9th.
AVEX:Let's see,I think we can manage the 7th.
AVEX:OK,I'll see what we can do,
can I call you back in ten minutes?
Unit 10
Lesson 3
Exercise 4
MISS WONG:Look,I lost another order this morning,
because I couldn't guarantee an early delivery.
I know,we've got to improve our distribution system.
MISS WONG:We need more trucks and more drivers.
Well,either that or we could subcontract to a local haulage company.
That might be cheaper.
Yes,we'll need to do a bit of market research,
get some costs.
Yes,and we need a younger person in charge of distribution.
Mr Wang won't like that.
Well in my opinion,Mr Wang is part of the problem!
Unit 10
Lesson 3
Exercise 6
A key factor in our business
is the distribution
and delivery of our products to our customers.
Our distribution department
must be able to guarantee delivery
by the earliest possible date.
A company that cannot do
this is likely to start losing business.
As the English say,'Time is money'.
Unit 10
Lesson 4
Exercise 1
MR CHASE:David Chase.
Mr Chase,it's Sally Chong here from ATR Industrial Stores.
MR CHASE:Good morning,Miss Chong.
Any news on my order?
MISS CHONG:I'm afraid the part you ordered is out of stock.
We're having some trouble with our suppliers.
MR CHASE:OK,well,can you recommend an alternative?
MISS CHONG:Yes.Can I suggest a similar model manufactured by Sakal.
It's almost identical to the one you ordered.
Have you got our catalogue?
MR CHASE:Yes.It's here somewhere.
MISS CHONG:OK,the catalogue number is SK 693.
Right,I'll have a look at that and call you back.
Are you sure you've got that model in stock?
MISS CHONG:Oh yes.If you confirm your order today,
I can guarantee delivery by the 6th.
MR CHASE:Right.Thank you for your help,Miss Chong.
I'll speak to you again later.Goodbye.
Unit 10
Lesson 4
Exercise 2
...suggest a similar model?
...Can I suggest a similar model?
...out of stock.
Can I suggest a similar model?
...you orderde is out of stock.
Can I suggest a similar model?
The part you ordered is out of stock.
Can I suggest a similar model?
...cancel the order.
...so I'll have to cancel the order.
...not what I wanted,
so I'll have to cancel the order.
The alternative model is not what I wanted,
so I'll have to cancel the order.
Unit 10
Lesson 4
Exercise 7
MISS CHONG:ATR Industrial.Sally Chong.
MR CHASE:Good afternoon,Miss Chong,
it's David Chase here.
MISS CHONG:Ah,Mr Chase.
Have you deccided on your order?
Yes,I looked at the alternative model you recommended,
but it's not what I want.
so I'll have to cancel the order.
Oh,I'm sorry to hear that.
Yes,this is the second time
you've let me down over an important order.
Yes,I know.I am very sorry,Mr Chase.
Well,it's not good enough,you know.
I suggest you find a more reliable supplier,Miss chong.
Goodbye.
Unit 10
Lesson 4
Exercise 9
As a salesperson,
I have to know what products we have in stock.
You can't sell things to customers
if you can't supply them.
If a customer asks me for something we haven't go.
I have to be able to suggest alternative products.
I'm pleased to say that my customers are nearly
always happy to accept my recommendations.