Distribution and delivery Getting started 1 Look at the photo. What kind of business do you think this person runs? Do you think this is a good way of raking money? 2 You have decided to set up a courier business (a business which is paid to deliver documents or packages). Work in pairs and make a list of everything you think you need to start the business. Think about © equipment + record keeping © legal requirements 3. Now read the advice below from a business website. Is there anything in it you didn't think of? Thinking of starting a courier business: | nthege days of ono shopping there isan increased Grammar workshop ‘ood for courier senoes, You can aso set up a courier Susiess with relat le money But moot owns Modal verbs of obligation | and tes thas tough compotion, 80 you shouldn't | etree ings th ony a ot 1 Look at the verbs in bold in the text and complete © Fisily, of course, you will need a vehicle, This will the following table. probably be your biggast expense out you dat have to own t. Meny couier businesses start by ust Verb is used to say that | Example leasing acar or van, Some also use motorbikes, but 7 ee iy a | arsed caicsmcions ten cca sort sary | have to/mast ten obligation ony an trea or a «+ youume yeu comes chuck your rounnce. You 2 fn actn good ea |” strobe tayou have to pay mow Fyeatio tedvce | Ga er shoe puree 8 an eon le nota good | + Your also need a motile phone so customers ean idea facie rot to do Contact you ons tea poo, you shoul gue something) alandinn rrrber a vel Dosauo hs mas he 4 ection s possible bunineos seem ve profesional 0 ee + Of cure, you mut provde custo wih tela Hees |] |e erect se | | fceits and keep trancal eco, 90 you wi also raed access toa computer and the right computer sofware. + You must also have enough money to caver your expenses, Ike peta, unt you start rece Your [__ fist payments necessary there is no obligation Distribution and delivery2. Using the examples in the table on page 36 to help you, complete these grammar notes about describing rules. must and 1 have. to mustn't and don’t have to 5 These have similar meanings, These have different meanings. ‘Mustn’t is used about something which is wrong to do, ‘Ths is used for an action which is not possible for you (because it Both refer to something which is {is ageinst the rules or for another i reason). You must evtch off your phone nthe Y0u8—----smoteininewertshop, i board meeting. Don't have to means that ever the goo something Is 4. necessary. fone You2__..swtchoffyeurphonein Somethings 4 nacesar eer ou ean dot you want, But thre is no Have to is more commen when takin 9 You don't have to puta stamp on ‘about the law or company rule 3 ee the letter. Postage is tree. 8 Use a suitable verb from the table in Exercise 1 to complete the additional information bolow about running a courier business. More than one verb is sometimes possible. 1 Another advantage of using a van instead of a motorbike is that you don’t, have. to wear protective clothing in bad weather. 2. Any vehicle will do, but if possible you this will create a better impression. 3. Of course, as in all other businesses, you... 4 You essential for travelling from city to city. 5 Itgoes without saying that you... have a valid licence. try to get one that looks good, because Pay tax on your earnings. buy a Sat Nav if you just want to work in your own town, but it's probably employ anyone as a driver without checking they 6 The best form of advertisement is word of mouth from satisfied clients, so you alovaye be polite and friendly. 7 When you start making a profit, you © page 44 Mods! vets! 4 Olea i NO soureancevrvonr * eee ‘YOUR HELMET signs and notices. Choose A tacoma A. You can wear your helmet. B Serene You must wear your helmet. Saaie You shouldn't wear your helmet. c meet fam PLEASE DO NOT DisTURE. 5 sech soe AB! WUT CLS orc, ‘A. You mustn't interrupt the meeting, i B_ You don’t have to interrupt the meeting, C You should interrupt the meeting. i 3 FAW comics charge for postage andipacking, ° ‘A You mustn't pay delivery charges. B You don't have to pay delivery charges. © You can't pay delivery charges. think about investing in some new vehicles. THIS IS A NO SMOKING 8 BUILDING 7 You can smoke in this building. You don't have to smoke in this building. You can't smoke in this building. oe ceric ‘without a ban card ‘We can't accept cheques without 2 banker's card, ‘We don't have ta accept cheques without a banker's card. ‘We vais accept cheques wimout a banker's card, Distribution and delivery 3738 Selling overseas Reading 1. What do you need to think. about if you want to sell a product abroad? Complete the diagram by putting the words and phrases from the box with the correct headings. airfreight customs distributor embassy IP protection insurance label lorryituck packeging patent price sales agent ship Thinking of selling your product abroad? 1 In today's lobal maketplace, sling your product overseas isnot Jit something fr big conoraes. May stall businesses decide to Target overseas marks too. Dut it stl needs cael research and ‘numberof key decisions to be made Tust. 2 ist of al, you need to cary out esearch ito your target market ‘You shouldn't assume tata profuer which sels wel at home wil call well overseas There may be no demand fo it, or you may have to change itn some way. Itmay be that customers in your target county cat afford the prices you charge in the domestic ‘market, 90 you wil ave to lower thts. Or you may have to ‘change the product in some way (fr exanspe, the packaging) to ‘sul the Oca eure, Atte Wey least. you wl Nea 9 preseRt ‘the produc inthe language ofthe new county, although this ean ‘sully be done with a sck-on label in the new Inge at first 3 Yow also have a decide how to organise your sales. You may be abet all ver the Intemet or face to face a ade fir, but in fener i6 2 good idea to look fora partner who understands {he Jes! market sms may be a ses agent wno val se te product fr you, oa dsiibutr who wil buy your product and ‘then sel ileal. Your embassy inthe target country may Rep legat issues \ 2. Skim the following text about selling overseas. In which order does it deal with the four areas on the diagram? packaging ar a Sy we ‘marketing seling a abroad i you identify posible cients and there ar also a numberof Swebses that conta directors of foreign buyers. 4 Another key decision i what mode of transport to use. fen you ‘wll need ore than one: for example, you may need to send {goods toa port by ony and then oveiseas by ship. You need to have a written contrac which says who i responsible for ‘mansport and insurance using incoterns [he international trade ‘terms fr Sele), Usually You must ake responsi fo your ‘country’s customs procedures, ad your estomers look afer the ‘ustoms procedares in ther courry. lt of paper is needed 50 you should consider using a eight forwarding specialist, ‘beeause then you don't have to deal with all yours 5 Intellectual property IP) protection is anther nmportan issue ‘Yates and trademarks are only protected in thelr country of ‘origin so you wil have to get wademark protection inthe country ‘where you want sell 3. Inwhich paragraph of the text do you find the ideas (a-h)? You can use a paragraph more. ‘than once. ONE of the ideas is not in the text. a. You can hire an expert to help you with, transportation documents. D_ Itmay de necessary to sell your product more cheaply. © You should ask your customers how they want you to send the goods. You have to take action to stov peoole copying your product. 4 Work with a partner and discuss these questions. You can find information online about possible customers, £ There are ways of making divect contact wilh, overseas customers, .. 8 Nowadays small businesses don’t only deal with local customers. hh You don’t have to spend a lot of money on translation, ‘© What famous products are exported from your country? = Dues yous wuuntry produce any hing which yeu think would not eoll well overseas? Why iui? Distribution and deliveryTelephoning Listening 1 > Listen to some short phone conversations or messages. For each recording, choose the correct answer, A, Bore, 1 How will the company send the order? A byair B by rail © by maa 2 When will the company deliver the projectors? A today B tomorrow © next week 3. Which item has the company not rec A. ink cartridges B envelopes © address labels 4 Why is the woman phoning the company? A to complain about damaged goods B to report a problem with paperwork © to make changes to an order Role-play Worle in pare ‘Student A: look at the rola card below, ‘Student B: look at the role card on page 118, | Propare what you ate going to say. When you are ready. Student 8 beans. Student A You are a customer services manager for Roan, a company that produces leather goods, A customer phones with a problem about an order they have received. Take the call and note down the detals. Order: (Order number: (Customer's name: Problem: ‘Apologise to the customer and say you will contact the warehouse immediately about the problem. ‘You ill be able ta delve the large jackets next ‘Thursday and your courier wil take back the extra ‘medium ones then. Chasing an order Listening 2 1 You are going to listen to a telephone conversation between a customer who is enquiring about an order for industrial paint and their supplier. Look at the supplier's notes and decide which answers (1 7) you oxpeot to be numbers and which the speaker will need to spell out. | ame of company: 1 Khalil. Account reference number: 2 Goods ordered 3 | | Date on order form 4 | | Date goods will arive: 5 | Contact's extension number: 6. | Contact's name: 7 | Listen to the conversation and complete the notes. Distribution and delivery 39