Учебнометодическое пособие Петрозаводск 2010 ббк 81. 2Англ удк 811. 11 Г 613 Рецензенты
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4.11 Distribution1) Read the following text and say whether the following statements are true or false. Prove your opinion: a) Distribution is the process of delivering the product to the customer. b) Almost every product gets consumed far away from its point of production. c) Since production point is usually far away from the market, distribution costs remain stable. d) Physical distribution of products is the process of reaching them to the customers. e) Very often a product is consumed at the place and time of its production. The process of delivering the product to the customer is termed as distribution. Distribution management consists of two major tasks: physical distribution and management of distribution channels. Physical distribution can be defined as the process of reaching the product to the consumers. It encompasses all the activities involved in the physical flow of products from producers to consumers. It is physical distribution that provides place-utility and time-utility to a product. In other words, it is physical distribution that makes the product available at the right place and at the right time, thereby maximizing the company’s chance to sell the product and strengthen its competitive position. If a product could be consumed at the place and time of production, there would be no need for distribution. Such products are rare. Almost every product gets consumed far away – both in time and space – from its point of manufacture. They have to be carried, stored and distributed. In the case of some products, the location of the production points is totally dictated by production considerations, like proximity to a port or to the source of raw material. In such cases, the production point may be far away from the market. Distribution aids the process of demand generation. It is distribution that largely determines the customer service level. Through this, distribution serves as an effective tool for building up of client oriented market. And conversely, inefficient distribution leads to loss of customers and markets. Distribution is a very important area for cost savings. Over the years, in most businesses, distribution costs have grown into a sizeable chunk of the total costs and now rank second among all cost elements, next only to the material costs. 2) Name the items indicating functions of successful distribution: a) delivers products to customers, b) provides place and time utility of the product, c) is a very important tool for cost savings, d) explains how small business operates, e) makes the product available to the customers, f) maximizes the company’s chance to sell the product, g) strengthens the company’s competitive position, h) determines the customer service level, i) criticizes the general approach to business. 4.12 basic terms of delivery 1) Read the heading and the subheadings and say what the article is about. (CIF) Cost, insurance, freight is one of the basic terms of delivery of export contracts in accordance with which the seller pays for transportation to the port of destination, costs of loading and arranges marine insurance of the goods for the time of transportation. According to c.i.f. terms, the seller sends thebuyer (through the bank) the documents entitling the buyer to the goods. The documents transferred are: a bill of lading, insurance policy, a pay-bill, sometimes such documents as a Certificate of Origin, a Certificate of Quality and an Export License. To accept the goods the buyer undertakes to effect payment as soon as he receives the documents. Sometimes it is considered that according to c.i.f. terms of the contract the buyer pays for the documents but not for the goods: as long as the documents received are in order, the buyer should pay no matter whether the goods were lost or damaged in transit. In that case the buyer holding the Insurance Policy can claim for compensation for the goods damaged or lost in transit. (FOB) Free on board, free on rail (FOR), free on car (FOC), free on truck (FOT) are terms of delivery according to which the seller pays for transportation of goods to the point of loading and their consequent shipment on board a ship, a plane or a car. The seller also pays the insurance of the goods to the place of loading. Afterwards transportation and insurance costs are borne by a consignee. Besides, there is one more term of delivery called “free on board and trimmed” which in itself is a condition of sale used in trade with coal, according to which the seller pays for the delivery and the loading of coal onto a vessel, and guarantees its correct placing. (C&F) Cost and freight is a condition of sale for goods carried by sea where the seller pays for loading and transporting goods but the buyer pays the insurance costs once the goods have been loaded. The buyer orders the goods on a cost and freight basis, preferring to make insurance arrangements personally. (CICI) Cost, insurance, freight, commission, interest; according to c.i.c.i. terms of the contract, the seller apart from paying the cost of the goods, insurance and freight pays the buyer additionally a commission fee and an interest charged by the seller’s bank for documents transfer. (FAS) Free alongside ship is a condition of sale where the seller pays for transportation and insurance of the goods until they arrive at the ship. The buyer is then responsible for the actual loading of the goods. 2) Say whether the questions below are covered in the text: a) according to c.i.f. terms, the seller sends the buyer the documents entitling the buyer to the goods; b) the term of delivery according to which the seller pays for transportation of goods and their shipment; c) quite often the Bills of Lading have a more detailed descriptions of responsibilities concerning delivery; d) the term of delivery according to which the goods are carried by sea and the seller pays for loading and transporting; e) the transport of goods between the countries is organized by shipping agents; f) the term of delivery according to which the seller pays for transportation and insurance of the goods; g) the Bill of Lading is the contract by which the ship owner agrees to convey the cargo to the place of destination and to hand it over to the addressee. 4.13 Trocaire voices concerns for Far East toy makers 1) Do you happen to know anything about the toys made in China? Do you have small children in your family? What toys do you buy for your children? When buying toys do you try to find out more about them (what they are made of, if the material, they are made of, is dangerous for health, etc.) or you look at their appearance only? The top-selling toys this Christmas, according to a survey of Dublin retailers, are figures from the film Toy Story. What few Irish shoppers think of, however, is that the Baby Born and Baby Lou dolls from the film, as well as Barbie, Action Man, Barnie, V-Tech learning aids, Sega games and Power Rangers, are all made in the Far East. Trocaire, which on Tuesday launched its campaign, “Play Fair”, to highlight conditions in Far East factories, said the multinational companies (MNCs) which market the toys must take responsibility for the conditions in which the toys are made. Trocaire is calling on toy companies to initiate their own monitoring process and to agree to independent monitoring. China is the biggest manufacturer of toys in the world, with 1.3 million people, mostly women, employed in the industry. As in China, workers in Thailand, the second leading manufacturer, are “top often” employed in “sweatshop,” and even in fatally dangerous, conditions. A case documented by Trocaire is that of Zhou Weizh. He worked in a factory in Sanshui, China, and his fingers were amputated when a machine went out of control. Compensated 200 renminbi (£15), he had to pay his own medical fees. According to Trocaire, MNCs, with head offices in the US and Europe, will relocate their manufacturing bases where labor costs are lowest. Wages in China are one-twentieth of those in Germany. The Asia Monitor Resource Center (AMRC) in Hong Kong has detailed dangers in the Far East toy industry – fire hazards, collapsing buildings, machinery accidents and chronic diseases from the industrial plastics, glues and paints. Then there are the working conditions – low wages, up to 16-hour working days, seven-day weeks, insecure employment, no holidays and short or nonexistent breaks. There are also concerns about child labor. “If multinational companies find factories with even worse conditions and even lower costs, they move their contracts,” said Apo Leong of the AMRC. Whatever legislation there exists is not enforced. A blind eye is turned by the authorities, such is the competition for the investment. In 2009, according to official statistics, there were 28,000 factory fires, killing 1,480 people in China. Industrial officers with the monitoring centers acknowledge the Irish Government’s support, explaining that it is the offending countries themselves which are most vociferous in opposing international legislation on workplace rights. “It is the toy retailers that wield the real power in this,” said Annette Honan of Trocaire. “They are the ones that can dictate that the toys be safe for our children. They must ensure that those making them are in safe conditions also.” 2) Answer the questions: a) What are the results of the Dublin retailers survey of the toys sold at Irish shops? b) What are the conditions of production of the toys? c) What country is the biggest manufacturer of toys in the world? d) What is the second leading manufacturer? e) Why are manufacturing bases relocated from Europe and the US to the Far East? f) What are the conditions of life in general and manufacturing of toys in particular in China? 3) Write a summary of the text. 4.14 Ratings rising for talk show hosts on Internet 1) Before reading the text answer the following questions: a) How much time do you spend in the Internet? b) What do you use the Internet for? c) Would you like to be a “forum leader?” 2) Read the heading and the words from the text and say what this text is about: online communities of the Internet, the virtual community, online users, post messages, a group of individuals sharing their interests, live chat areas, bulletin boards, discuss hobbies or other interests, the Internet life style. High-tech companies, more accustomed to poaching wars for computer programmers, have entered into competition for a new generation of stars: the “forum leaders” who stimulate discussion in the online communities of the Internet. The latest round came yesterday with the announcement that three popular forum managers from CompuServe, the online service being acquired by America Online, have defected to Microsoft Network, a service owned by the Seattle software company. These forums take advantage of one of the most innovative and successful features of the Internet: the virtual community, in which online users can post messages, not one-to-one as with electronic mail, but to a group of other individuals sharing their interest. The departing CompuServe stars, together with two who switched last week, will manage live chat areas and bulletin boards on MSN devoted to subjects such as computers, education, and recreation – as well as astrology, new-age mind and body, and new-age spirituality. The appointments underline the growing importance to the Internet industry of online communities, the chat rooms and online bulletin boards frequented by an estimated 30 per cent of Internet users, on which they can discuss their hobbies or other interests. They also represent the transformation of the role of the forum leader – formerly undertaken by hobbyists – into a fully-fledged profession commanding a salary of $100,000 in some cases. “Forums are really starting to become part of the Internet lifestyle,” said Jessica Ostrow, MSN group product manager. “And forum leaders are the cornerstone of communities. They are definitely celebrities in their own categories. It is something that you can make a career out of.” 3) Read the text and put the provided statements in the proper order: a) forum leaders are the cornerstone of communities, b) forum leaders stimulate discussion in the online communities of the Internet, c) the forums take advantage of the virtual community of the Internet, d) the role of the forum leader is being transformed from a hobbyist to a professional, e) the subjects to be discussed online in virtual communities include computers, education, recreation, astrology, new-age mind and body, and new-age spirituality. 4.15 Someone Somewhere Has You Taped 1) Skim through the text and say in one sentence what the message of the text is. 2) Scan the text for details. The contents of a file kept about you could stop you getting a job, a home, a loan; they could be unfair, or just inaccurate. But you’ll never know, until something goes wrong in your life – you get turned down for a job, you are refused a credit card, and can’t understand why – and only then, if you’re lucky. Technology makes it possible to collect almost limitless amounts of personal information about every aspect of our lives. If you were ever in trouble at college or school, ever have seen a psychiatrist – all this information is likely to be on record somewhere. On record, and in our increasingly technological times more accessible than ever to third parties who may use it as evidence against you. The fact that you’ve got nothing to hide doesn’t mean that you’ve got nothing to worry about, because the information on record about you could quite simply be wrong. But even when you have strong reasons to believe a file contains wrong information, you have no right to check it. Employers, often hiring private detectives, find it easy to discover almost all they want to know about you. Computer hackers, whose hobby is breaking into official systems, don’t even have to use the phone. Thus computers multiply the risks as they allow more data to be collected on more aspects of our lives, and increase the likelihood of its transfer to unauthorized agencies. 3) Answer the questions which follow: a) How can the contents of a computer file affect an individual? b) What kind of information can be recorded to a person’s disadvantage? c) Who usually collects the data about private individuals? d) How can this information be used by strangers? 4) Discuss the suggested issues: a) Is it fair or not for companies to keep dossiers on employees? b) What possible risks can computerized businesses face? c) How do you feel about the possibility of having machine-readable documents (including passports) in the near future? 5) Suppose you have an opportunity to argue with a team of hackers who break into computer files of different companies. Discuss whether it is theft or art. 4.16 THE DEMING GUIDE to QUALITY and COMPETITIVE POSITION 4.16.1 THE PARABLE OF THE CREAMIANS AND APAJEENS 1) Read the heading and the words from the text and guess what the text is about: bountiful, abundant, barren, to amaze, to impress, a smart job, to provide, to despair, to share, a goal, a parable. 2) Read the text and find the sentence that expresses the main idea. Once upon a time there was a group of people who lived on an idyllic island. They were known as the Creamians, which loosely translates as “lucky ones.” The Creamians prospered; the trees on their island were bountiful; their surrounding waters were abundant with fish. They were easily able to feed their population and also to export their products to a neighboring island that was not so plentiful. The inhabitants of the second island were known as the Apajeens or “those who must work smarter.” One day when the chief of the Creamians went to negotiate with the chief of the Apajeens, he realized the Apajeen people were decreasing their order for Creamian products. He wondered why. The Apajeen chief told him that his people “were working smarter” and soon would not need any help from the Creamians. The Creamian chief was impressed and amazed.He wondered how this could be, considering that the Apajeen island had none of the natural resources that Creamia had. Actually, as he recalled, Apajee was barren when it was settled. The Creamian chief did not understand this “working smarter” routine, so he departed Apajee assuming that next time the Apajee’s order would have to be larger. For days the Creamian chief pondered this notion of “working smarter,” because secretly the chief had always worried about his own island and his people. He knew that some day his island’s easy abundance would run out, and then what? Several times he had tried to organize his people to try and teach them how to plant and how to navigate. Each time the response was the same. “We don’t need to learn these things; we are lucky and have trees and waters that are bountiful.” Each time the chief accepted this answer because he didn’t know what else he could say. However, this “working smarter” idea kept nagging at the chief. He finally called his people together and again said that he wanted to teach them how to plant and navigate. Again they replied, “We don’t need to learn these things; we are lucky.” This time the chief said, “The Apajeens are “working smarter” and they don’t need so many of our products any more.” For several minutes there was silence. Many of the Creamians looked at each other, but they didn’t understand the chief’s point. The chief explained, “I think we need to learn how to “work smarter” in case our trees and waters no longer provide for us.” The Creamians laughed hysterically. They even joked that maybe the chief had lost his mind or was spending too much time with those crazy Apajeens. So the chief finally dismissed his people and tried to forget the “working smarter” issue. The next time the Creamian chief went to Apajee he was told the Apajeens did not need anything more. As a matter of fact, they had begun to export their products to the people of other islands. The Apajeen chief reported that he had even heard that Apajee was now considered more prosperous than Creamia by other islanders. The Creamian chief was happy for the Apajeens, but he despaired for his own people. He could see that the Apajeen people were happy and had a great deal of pride in their work. They shared and worked together to achieve their goals. His people, on the other hand, were bored and only did what had to get done each day. They fought with each other over their resources and had no common purpose. As the Creamian chief was leaving Apajee, the Apajeen chief called out, “Oh, by the way, we hear that a terrible storm is about to strike our islands.” On his way home, the chief noticed that the normally calm waters were very rough and that the wind was very powerful. He thought that the Apajeen chief was right and that he should warn his people, so they could prepare for the storm. When the chief arrived at Creamia, he told his people about the coming storm. They prepared as best they could, but after the storm their island was barren, their boats were sunk, and several islanders died. When calm returned, those islanders who remained tried to find some fish to eat. Unfortunately, the waters surrounding their island were no longer alive with fish. The Creamians asked the chief what they could do, and he said he didn’t know what they were going to do, but he was going to Apajee where he hoped they would accept him and he could learn to “work smarter.” The people laughed and said that Apajee was probably just as barren as their island now. The chief agreed with them but he began building a raft out of driftwood anyway. |