Ex.4. Read the following statements. Say whether they are true, if not correct them. 2. An all risks open policy covers all consignments over a certain period up to a certain value. 1. Getting insurance is very tricky.

1. Getting insurance is very tricky.

2. An all risks open policy covers all consignments over a certain period up to a certain value.

3. If a company wants to arrange insurance cover for a big shipping consignment they contact the underwriter.

4. The broker quotes the rate of the cost and issues the Insurance Certificate.

5. The underwriter goes to the broker to collect the premium.

6. Before the policy has been prepared you receive a Cover Note.

7. As soon as you get the Insurance Certificate your goods are insured.

8. If there are many shipments you fill in a Declaration Form each time.

9. A Declaration Form is sent to the underwriter.

10. If your goods were damaged during transportation you’d better get the surveyor to inspect the case right away.

11. In case the consignment is badly crushed the Buyer can be compensated or have replacement goods.

 

Read and translate the following text:

The export trade is subject to many risks. Ships may sink or consignments may be damaged in transit, exchange rates may alter, buyers default or governments suddenly impose an embargo.

Exporters can insure themselves against many of these risks. The cover paid for will vary according to the type of goods and the circumstances: delicate goods, such as breakable crockery, cotton piece-goods or perishable foodstuffs, obviously have to be covered against more risks than sturdy articles like steel girders.

Regular shippers may take out a floating policy which gives automatic cover for a fixed maximum value of shipments, based on the previous year’s trade, provided each shipment is declared when made. Open cover is an even more flexible type of insurance, limited to twelve months, at agreed terms and rates. In both these cases a certificate of insurance is issued instead of a policy. Aviation insurance follows marine insurance very closely, but on the whole is much cheaper.

There are some risks, however, that cannot be covered by normal insurance. Fluctuations in exchange rates may be overcome by buying or selling forward exchange, but against the actions of government, like embargoes, a shipper can only protect himself by making special arrangements with his own government; in the U.K. this is done through the Export Credit Guarantee Department.

 

Answer the questions:

1. Name some risks to which the export trade is subject.

2. Against which of these risks can exporters insure themselves through insurance companies?

3. What is a floating policy?

4. When is a certificate of insurance issued instead of a policy?

5. How do you cover yourself against fluctuations in exchange rates?

 

 

Find out which definition on the right matches which word on the left. Decide which word goes in which gap in the passage below.

                                         

a. premium                              1. A person who advises on insurance

b. underwriter                          2. A document which proves you are insured

c. insurance company              3. Payment for insurance

d. broker                                  4. Insurance protection

e. claim                                    5. A form you fill in when you apply for

                                                  insurance

f. compensation                       6. An insurer at Lloyd’s of London

g. small print                           7. A limited liability company selling cover

h. policy/insurance certificate  8. The conditions and clauses in a document                                       

i. proposal form                        of insurance, usually in small print

j. cover                                      9.You are paid...... when your insured

                                                  property is damaged

                                                 10.A request for payment when your

                                                  insured property is damaged

 

Mr Bean wanted to insure his shop. He wanted………….against fire and theft. He filled in the……….and sent it to his………..who arranged the insurance with an…………Mr Bean had to pay quite a high…………each year, but it was worth it because a lot of goods were stolen. Mr Bean put in a ………..for…………Unfortunately the………..refused to pay him the full amount. Mr Bean had not read the……….in his…………properly.

 

ROLE PLAYS.

1. You are going to insure your cargoes, but your Managing Director thinks it is a waste of money. Try to persuade him.

2. Your consignment has been damaged beyond repair. Telephone your supplier and settle the problem.

 

Problem-solving

You are an independent insurance agent and your business has not been doing well recently. You are called to investigate the damage after a factory fire and you are not convinced that the fire was accidental. The factory owner has been talking to you about recommending a friend to take out a lucrative new policy through you. What would you say? What would be possible consequences both of speaking and keeping quiet?

 

Answer the questions on the topic:

 1. Why do businessmen insure their goods?

 2. Do you know how the insurance business started?

 3. What types of insurance contracts do you know? When and why are they used?

 4. What should be done to insure goods?

 5. What should be done to be compensated without delay?

 

 

Unit 7

Marketing

PART 1

DIALOGUE 1

Mike and Hazel Connors manage a home and garden equipment company. For many years, one of their best customers has been a Swedish buyer, Inge Svenson. She runs a buying office located in London. The office purchases goods for many of the major Scandinavian stores.

 

INGE Your company's done well in Sweden this year. You must be pleased with the way things are going there.

MIKE We're fairly satisfied on the whole. Our volume of sales has been quite high — thanks to you, Inge.

INGE We've bought a lot from you, it's true. But let's face it, you've got the edge over your competitors. Your garden tools are the best on the market.

HAZEL Thanks, that's a compliment. Mike and I believe quality's important. If you've got a good product, the customer won't worry so much about the price.

INGE Uh-huh, your policy's paid off in our market. You're doing very nicely in Sweden. But you could be doing even better. If you used a different method of selling...

MIKE What's the point of changing anything? We're doing all right at the moment.

HAZEL Yes, our sales operation is working like clockwork.

INGE I know what you mean, Hazel. You've got a simple system for reaching the market. Basically, you use two methods. Either you sell to my office in London, or directly to certain stores in Stockholm and Malmo, right?

MIKE Exactly. What's wrong with that?

INGE Look, I’ d like to say something to you — off the record — if you don't mind.

MIKE I thought you were leading up to something. OK, whatever you say, it's between these four walls.

INGE I just want to say, it's time you changed your sales approach. You could be doing three times as much business as you are now.

HAZEL Oh? In what way should we change?

INGE Well, using buying offices and direct selling are OK, I suppose, but you're not reaching all your potential cus­tomers that way. You're only covering two areas in Sweden, Stockholm and Malmo.

HAZEL Are you suggesting we should set up a marketing operation in Sweden? Open up a sales office or something. I 'm sorry, we don't have the capital...

INGE Hold on, now! Of course I’m not suggesting that. It would be far too expensive.

HAZEL So?

INGE I'm suggesting you develop some kind of sales network there, or use an agent to distribute your products.

MIKE An agent, or dealer network, you mean?

INGE Let me tell you what I have in mind. Then, I'd like to make a proposal to you.

MIKE Ah! I knew you had something up your sleeve, Inge. Now, we'll find out what it is!

  

Answer the questions:

 

1. What company do Mike and Hazel manage?

2. How can you characterise their garden tools?

3. What do you know about Inge Svenson?

4. What gives the company the edge over their competitors?

5. In what case won’t the customer worry much about the price?

6. What system for reaching the market do they have?

7. How many methods of selling does the company use?

8. What are these methods?

9. What does Inge suggest?

10. Why is the suggestion reasonable?

 

 

PART 2

DIALOGUE 2

Mike and Hazel Connors have just returned from Sweden. They went there to look for a suitable agent or dealer to distribute their products in that market. Here, they are talking to their Sales Manager, Ralph Harris.

hazel The problem is, Ralph, we can't make up our minds. We made an interesting contact in Stockholm. He seems to have a lot going for him, but we're still not absolutely sure if he's the right person for us.

ralph Tell me about him. Maybe I can help you decide.

hazel OK then. We met this man Sven Johansen. Actually Inge Svenson put us on to him. She said he was the ideal person for us.

ralph  Interesting. She knows about him, does she?

hazel Yes. The two of them arc close friends.

ralph  Uh-huh. What about the background of this Sven Johansen?

hazel  He's the manager of a large garden equipment store in the centre of Stockholm. Been in charge for over fifteen years. Extremely successful. Everyone said he's a first-rate manager. And a born salesman.

ralph  Why does he want to get out of the business? Getting bored?

hazel  Right. He said he wanted a change. He was looking for a real challenge. Something that would give more scope for his abilities.

ralph  Obviously the ambitious type. Nothing wrong with that.

hazel Of course not. Sven Johansen made a proposal to us. I'll let Mike tell you about it. Go on, Mike.

mike All right then. Sven suggested we make him our sole distri­butor in both Sweden and Norway.

ralph  Ah, an exclusive dealership.

mike Yes. He would be a sort of importer wholesaler, hold­ing stock for us and distributing throughout the two countries.

ralph  What about payment? The usual thing, commission on sales?

MIKE  On the contrary. He wants to buy and sell on his own account. He hoped we'd give him a discount of twenty per cent (20%) off list prices on all purchases.

ralph  I see. Well, there's no reason why we couldn't make that kind of arrangement with him.

MIKE You must admit, Ralph, it's an interesting offer.

ralph  Mm, I'd need to know a lot more about this proposal before giving an opinion.

HAZEL Uh, like what?

RALPH Well, like … what about after-sales service? Who'll handle that? And then there's the advertising and the sales promo­tion. Will Sven Johansen pay for that? You didn't mention his financial contribution. Is he going to have a stake in the dealership? If so, how much will he invest in it? And what about the rest of Scandinavia? What's in this for us?

 

Answer the questions:

1.Why did Mike and Hazel go to Sweden?

2. Who did they meet there?

3. Who put them on to Sven Johansen? Why?

4. What can you say about Sven Johansen's background?

5. Why does Sven Johansen want to get out of his business?

6. What kind of agent does Sven want to be? Can you explain why?

7. Why does Sven want to buy and sell on his own account?

8. What does he hope to get in this case?

9. Why is his proposal interesting to the company?

10.What other points should be discussed before accepting the proposal?

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