blessme-胆矾
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A
journey of a thousand miles begins with a single
step.千里之行,始于足下。
Where there is a will, there
is a way. 有志者事竟成。
BBC步入商界(商务英语初阶)WORD视频剧本
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VideoScript Unit01 Introducing
Yourself
GERALDINE Good morning. Bibury
Systems. Can I help you?
JENNY ROSS Good
morning, Geraldine. GERALDINE Good morning, Jenny.
Your newspapers and the post. JENNY ROSS Thank
you.
CLIVE HARRIS Good morning, Jenny.
Good weekend? JENNY ROSS Excellent, thank you.
CLIVE HARRIS It is cold this morning. JENNY
ROSS Yes. Very cold.
CLIVE HARRIS Good
morning, Geraldine. GERALDINE Good morning Mr.
Harris.
Your newspaper and your post. CLIVE
HARRIS Thank you very much.
JENNY ROSS Good
morning, Kate. KATE McKENNA Good morning, Jenny.
How are you? JENNY ROSS I'm fine, thank you.
DON BRADLEY Good morning, Jenny. JENNY ROSS
Good morning, Don.
EDWARD GREEN Good morning.
My name's Edward Green.
I'm here to see Don
Bradley. GERALDINE Ah yes. One moment, please.
GERALDINE Hello. Jenny, Edward Green is in
reception. Please, sit down.
EDWARD GREEN
Thank you.
JENNY ROSS Are you Edward Green?
EDWARD GREEN Yes.
JENNY ROSS I'm Jenny Ross.
How do you do? EDWARD GREEN Hello. Pleased to meet
you.
JENNY ROSS Welcome to Bibury Systems.
EDWARD GREEN Thank you.
JENNY ROSS I'm the
Head of Administration in the Marketing
Department.
My boss is Don Bradley.
Well…our boss is Don Bradley! Let me show you
the department.
JENNY ROSS This is the
Marketing Department.
This is my desk.
Er…that's Don's office. He's not here at the
moment.
This is your desk. Telephone. PC. In-
tray. Let me take your coat.
EDWARD GREEN
Thanks.
JENNY ROSS Over here is the stationery
cupboard. Papers. Files. Pencils, etc.
Help
yourself to what you need. Here is the
photocopier. And here is the fax machine.
And
this is the coffee machine. Would you like a cup
of coffee?
EDWARD GREEN No, thanks.
JENNY
ROSS Kate, this is Edward Green. He's our new
Marketing Executive.
KATE McKENNA Ah, yes.
Edward. Hello. Welcome to Bibury Systems Marketing
Department.
KATE McKENNA Excuse me. Hello,
Kate McKenna.
EDWARD GREEN What is Kate's job?
JENNY ROSS She is Head of Sales. She's good.
EDWARD GREEN Where does she fit into the
company structure?
JENNY ROSS Here's the
company structure.
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
You see Don is Sales
and Marketing Director and is on the Board.
Kate reports to Don. You are here and you
report to Don.
JENNY ROSS This is the
boardroom. Here we have a range of products. Our
toys.
Come on, let's go to the R&D workshop.
EDWARD GREEN I'm sorry. R&D?
JENNY ROSS That's
Research and Development.
EDWARD GREEN Ah,
right.
GERALDINE…Thank you for calling…
Goodbye.
JENNY ROSS The Managing Director's
office is on the first floor.
Clive Harris. We
call him Clive. Ah, this is Clive's secretary,
Sally.
EDWARD GREEN Hello. JENNY ROSS And you
have met Geraldine, our receptionist?
GERALDINE Hi. JENNY ROSS So, this is the
Research and Development Department
This is
Bob and that's Pete. They are Research Assistants.
And through here is Derek Jones' office. He
has a team of six people.
Derek, this is
Edward Green. He's our new… DEREK JONES Please.
JENNY ROSS Oh, you're busy. Sorry. DEREK JONES
No. Please wait.
There. Finished. Good. Do you
like it? EDWARD GREEN Errr. What is it?
DEREK
JONES It's a toy. It's a new electronic toy.
EDWARD GREEN It's very good. Edward Green.
Pleased to meet you.
DEREK JONES Derek Jones.
Welcome to Bibury Systems.
EDWARD GREEN Thank
you. DON BRADLEY Edward Green starts today.
He's the new Marketing Executive. CLIVE HARRIS
Oh yes. Is he good?
DON BRADLEY I don't know.
He's young.
He's intelligent. He is well-
qualified, but of course he has no experience.
DEREK JONES So, that's the existing product
range.
This is a very new product. In fact,
this is a prototype.
EDWARD GREEN What is it?
DEREK JONES It's called Big Boss.
EDWARD GREEN
Big Boss? What does it do?
DEREK JONES Ahah!
Look: Say
EDWARD GREEN Hello, Big Boss. DEREK
JONES No, no. Into the microphone.
EDWARD
GREEN Hello, Big Boss. DEREK JONES Try again.
EDWARD GREEN Hello, Big Boss.
BIG BOSS Hi.
Edward. Welcome to Bibury Systems.
CLIVE
HARRIS What do you think, Don? DON BRADLEY I don't
like this design.
CLIVE HARRIS I agree. It's
not good. I like this one. He looks angry.
DON
BRADLEY Yes, I think it is very funny.
DEREK
JONES What do you think? EDWARD GREEN What about
glasses?
DEREK JONES That is very good. DEREK
JONES Good idea! Brilliant!
VideoScript Unit02 Calling
EDWARD GREEN
Hello, my name is Edward Green.
I would like
to speak to Mr. Smith, please.
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
SMITH'S SECRETARY I am
sorry, but Mr. Smith isn't available.
EDWARD
GREEN Okay. I'll ring back. Does Mr. Smith have a
direct line?
SMITH'S SECRETARY I'm sorry but
the number is confidential.
EDWARD GREEN Okay.
Thank you.
JENNY ROSS It's very difficult to
speak to Mr. Smith.
EDWARD GREEN Yes. I know.
NOVO RECEPTIONIST Good morning, RUYJ
Advertising.
DON BRADLEY Good morning. This is
Don Bradley.
Can I talk to Phil Watson,
please?
NOVO RECEPTIONIST What company are you
from please?
DON BRADLEY Bibury Systems. NOVO
RECEPTIONIST I'll put you through.
DAVE Phil
So Watson's phone.
DON BRADLEY Good morning.
Can I talk to Phil, please?
DAVE Can I ask
who's calling please?
DON BRADLEY Don Bradley
from Bibury Systems.
DAVE Well, Mr. Bradley
I'm afraid Phil's not in the office at the moment.
Can I take a message or would you like to ring
him on his mobile phone?
DON BRADLEY I'll try
his mobile. Can I have the number please?
DAVE
0802 54377 DON BRADLEY Just let me check that.
Zero eight zero two five four three double
seven.
DAVF That's it. DON BRADLEY Thanks.
PHIL WATSON Hello. Phil Watson.
DON
BRADLEY Hello. Phil, this is Don Bradley.
PHIL
WATSON Hello, Don. Sorry to keep you waiting. How
are you?
DON BRADLEY I'm fine, thanks. Can we
meet?
We have a new product and I want you to
see it.
SMITH'S SECRETARY Hello. Mr. Smith's
office.
EDWARD GREEN Hello, my name is Edward
Green from Bibury Systems.
I rang earlier. I
would like to speak to Mr. Smith, please.
SMITH'S SECRETARY I'm afraid Mr. Smith is not
in the office at the moment.
Can I ask what it
is about?
EDWARD GREEN It is very important. I
represent Bibury Systems.
We've got a new
product and I want Mr. Smith to see it.
SMITH'S SECRETARY Please send the product
specifications by mail, Mr. Green.
EDWARD
GREEN I would like Mr. Smith to see the product
and would like to talk to Mr. Smith direct.
When is a good time to call?
SMITH'S
SECRETARY You could try ringing this afternoon.
EDWARD GREEN Thank you. Goodbye.
DEREK
JONES Yes. CALLER Can I speak to Peter?
DEREK
JONES Peter Hill? CALLER No. Peter Toyama.
DEREK JONES There is no one here called Peter
Toyama.
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
CALLER Is that
extension 367?
DEREK JONES No, you've got the
wrong number. This is 412. CALLER I'm sorry.
Could you put me back to the switchboard?
DEREK JONES Yes, hang on.
EDWARD GREEN Hello,
this is Edward Green. I rang earlier.
I would
like to speak to Mr. Smith, please.
SMITH'S
SECRETARY I'm afraid Mr. Smith is in a meeting.
EDWARD GREEN Is he free later this afternoon?
SMITH'S SECRETARY I don't think so. Mr. Smith
is very busy at the moment.
EDWARD GREEN I'll
ring again tomorrow.
SMITH'S SECRETARY I am
afraid Mr. Smith isn't in the office tomorrow.
CLIVE HARRIS Clive Harris. KATE McKENNA Clive,
it's Kate.
CLIVE HARRIS Hello Kate. KATE
McKENNA Are you busy?
CLIVE HARRIS No, why?
KATE McKENNA I've got the sales report
and
I have all the figures ready for the presentation
to Mr. Sakai.
Do you want to see them?
GERALDINE Good morning, Bibury Systems. How
can I help you?
MR. SAKAI Hello. My name is
Sakai. I would like to speak to Mr. Harris,
please.
GERALDINE Please hold the line, Mr
Sakai. I'll put you through.
CLIVE HARRIS
Hello. GERALDINE Mr. Sakai is on the line.
CLIVE HARRIS Put him through… Sorry Kate, I
must go.
I have a very important call. I'll
talk to you later.
Hello, Mr. Sakai. MR. SAKAI
Hello, Mr. Harris, how are you?
CLIVE HARRIS
I'm very well, thank you. How are you ?
MR.
SAKAI I'm fine. I'm calling about our meeting.
CLIVE HARRIS Yes?
GERALDINE Hello, Bibury
Systems. How can I help you?
Could I ask who's
calling please?
I'm afraid her extension is
busy at the moment, Mr. Clark.
Will you hold,
or can I take a message?
Okay, that's fine.
I'll ask her to call you back.
JENNY ROSS Good
night, Edward. EDWARD GREEN Good night.
I am
going to phone Mr. Smith's number once again.
JENNY ROSS Good luck! EDWARD GREEN It's six
o'clock…
Maybe Mr. Smith is still at work.
Maybe his secretary isn't there.
JENNY ROSS I
don't think… EDWARD GREEN Just wait…Ah Mr. Smith?
My name is Edward Green. MR. SMITH Yes.
EDWARD GREEN You don't know me
but I work
in Don Bradley's office at Bibury Systems.
MR.
SMITH Yes?
EDWARD GREEN I spoke to your
secretary today. MR. SMITH Yes?
EDWARD GREEN
You publish your catalogue this month.
And we
have an exciting new product.
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
MR. SMITH I have all
the products I need.
EDWARD GREEN I would like
you to have a word with Big Boss. MR. SMITH I'm
sorry?
EDWARD GREEN I'll put our new product
on the line now.
BIG BOSS Hello, Mr. Smith. My
name is Big Boss.
I am eighteen inches high!
I am voice- activated and I want to be in your
catalogue.
VideoScript Unit03 Making
Appointments
EDWARD GREEN So, Mr. Smith, when
can we meet?
MR. SMITH I'm busy all next week.
EDWARD GREEN Maybe the week after?
MR. SMITH
Talk to my secretary.
EDWARD GREEN You print
your catalogue this month, don't you?
MR.
SMITH Yes.
EDWARD GREEN Could you possibly see
the product this week? It won't take long.
MR.
SMITH Okay. Be here Wednesday morning… eight
sharp!
I'll give you twenty minutes. EDWARD
GREEN Thank you Mr. Smith.
I'll see you on
Wednesday morning at 8 o'clock.
JENNY ROSS
Well done!
CLIVE HARRIS Good morning.
Geraldine. GERALDINE Good rooming, Mr. Harris.
CLIVE HARRIS Jenny, could you ring up Mr.
Sakai's office in Japan?
We need to set up a
meeting.
Not this week…but the meeting must be
before November 3rd.
I'd like Kate, Don
Bradley and Derek to be there.
CLIVE HARRIS
Clive Harris. DEREK JONES Clive, it's Derek.
CLIVE HARRIS Hello, Derek. What can I do for
you?
DEREK JONES Could you come down to the
development workshop for a second?
CLIVE
HARRIS Derek, I'm busy.
DEREK JONES Come on.
It'll take ten minutes.
CLIVE HARRIS Alright
I've got five minutes. I'm seeing Kate McKenna at
eleven.
JENNY ROSS Hello, could I speak to Mr.
Sakai's secretary…
This is Jenny from Bibury
Systems in the UK.
Mr. Harris would like to
arrange a meeting with Mr. Sakai.
I wonder if
you could check Mr. Sakai's European itinerary.
GERALDINE Yes… yes…
yes…I will make sure
he gets the message …Alright…
Goodbye. Mr
Harris, I've just had a call from Mr. Peter's
secretary.
I'm afraid he's going to be fifteen
minutes late
for his appointment this
afternoon.
CLIVE HARRIS Okay. That's no
problem.
GERALDINE Good morning, Bibury
Systems.
GERALDINE Well, Mr. Green can see you
at eleven o'clock on Monday.
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
Is that alright?
No, I'm sorry, on Tuesday he has a meeting in
the morning.
Is the afternoon possible?
Alright. Thank you.
GERALDINE Hello, Bibury
Systems.
DEREK JONES What do you think? CLIVE
HARRIS We'll miss the launch date.
DEREK JONES
No, it'll be on schedule. CLIVE HARRIS February
15th?
DEREK JONES It will be ready for
February 15th.
CLIVE HARRIS We must meet the
deadline.
JENNY ROSS Kate! Have you got a
minute? KATE McKENNA What's wrong, Jenny?
JENNY ROSS I have a problem. I am trying to
arrange the meeting with Mr. Sakai.
He is in
the UK for these three days.
The first, the
second and the third of November,
but he is
only available on the first and the second…
that's the Monday and the Tuesday.
Clive
Harris is in Scotland on the Tuesday
and Don
can't make Monday morning…
and you and Derek
are both in meetings on Monday afternoon. What am
I to do?
KATE McKENNA Set up an evening
meeting?
JENNY ROSS No,
Mr. Sakai's
secretary says he has dinner engagements on the
second and the third.
KATE McKENNA Monday
evening?
JENNY ROSS Mr. Sakai arrives at the
airport at nine o'clock on Monday morning
and
it's a nine hour flight.
Monday evening is not
a good time for the meeting. He'll be jet lagged.
KATE McKENNA Then Derek and I will have to
change our arrangements.
May I see my diary?
Change our ten o'clock meeting with Mr. Clark.
Make it at half past eight on the 4th.
JENNY ROSS You're giving a dinner party on the
4th.
KATE McKENNA Eight- thirty a.m., not
eight-thirty p.m.
JENNY ROSS That's going to
be a long day.
EDWARD GREEN Good Morning!
JENNY ROSS Hi, Edward. How's it going?
EDWARD GREEN It's going very well! KATE
McKENNA You look very happy.
EDWARD GREEN I am
happy. I met Mr. Smith this morniing at eight-
thirty.
KATE McKENNA That's very good. And?
EDWARD GREEN Mr. Smith liked Big Boss. KATE
McKENNA Good.
EDWARD GREEN But he didn't like
the name. KATE McKENNA Why not?
EDWARD GREEN
He says Big Boss isn't a good name. He wants to
call it Tycoon Tim.
But he thinks Big Boss
will sell.
KATE McKENNA Well done! It's your
first marketing success.
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
VideoScript
Unit04 Receiving Vistors
KATE McKENNA You know
Mr. Sakai is coming at ten o'clock, don't you,
Jenny?
JENNY ROSS Yes, I do. It's an important
meeting, isn't it?
KATE McKENNA And the slides
are ready,
aren't they? JENNY ROSS Yes, they
are.
KATE McKENNA And you have checked the
monitor, haven't you?
JENNY ROSS Yes, Kate, I
have.
KATE McKENNA Sorry, Jenny, it really is
very important.
DON BRADLEY Good morning!
JENNY ROSS Hello, Don.
DON BRADLEY Is
everything ready for the big day? JENNY ROSS I
think so.
KATE McKENNA Don, I'm worried about
the last part of the presentation.
Can we
talk?
MR. SAKAI Thank you very much for
collecting me.
CLIVE HARRIS It's a pleasure.
Don't mention it.
CLIVE HARRIS Is your hotel
okay? MR. SAKAI Yes, thanks. It's fine.
CLIVE
HARRIS It is good of you to visit us. Thank you
for sparing the time.
I know you have a busy
itinerary.
MR. SAKAI It's a pleasure, Mr.
Harris. I enjoy coming to Britain.
And I am
looking forward to my visit to Bibury Systems.
CLIVE HARRIS It's kind of you to say so.
We'll do our best to make your visit
worthwhile.
DON BRADLEY You're seeing Phil
Watson at
twelve o'clock about the display
unit design.
Do you understand the problem?
EDWARD GREEN No, I don't.
DON BRADLEY These
are the rough designs.
Choosing the right
colour is very important.
EDWARD GREEN Sorry,
could you explain what you mean?
DON BRADLEY
Well, we need different colours.
EDWARD GREEN
Ah, do you mean stronger colours?
DON BRADLEY
Yes, I do. This display unit must make an impact.
It's very important. It must look right for
the launch. It must look exciting.
EDWARD
GREEN I understand.
DON BRADLEY Well, make
sure Phil understands.
Also these pictures of
Big Boss need to be bigger…
CLIVE HARRIS So,
we aren't a very big company…
but I think we
are very efficient.
MR. SAKAI How many people
do you employ?
CLIVE HARRIS About seven
hundred full- time.
But we take on casual
staff when we need them.
Would you like some
more coffee, Mr. Sakai?
MR. SAKAI No, thank
you. And, please, call me Kazo.
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
CLIVE HARRIS And you
must call me Clive. So, shall we have a look
around?
MR. SAKAI That would be very nice.
CLIVE HARRIS Then perhaps we could have some
lunch.
And then after lunch some of my senior
managers will make a presentation to you.
Would you like to leave your coat and
briefcase here? MR. SAKAI Thank you.
CLIVE
HARRIS And this is our Sales and Marketing
Department.
I don't think you have met Kate
McKenna. She is Head of Sales.
KATE McKENNA
How do you do?
MR. SAKAI Kazo Sakai, let me
give you my card.
KATE McKENNA Thank you.
CLIVE HARRIS And this is Don Bradley.
DON
BRADLEY Hello, Mr. Sakai. We have spoken on the
phone.
MR. SAKAI Hello, Mr. Bradley. You are
American.
And what part of America are you
from?
DON BRADLEY Los Angeles.
But I have
lived in the UK for five years.
(I like…) MR.
SAKAI I have visited…
I'm sorry. DON BRADLEY
No, please, after you.
MR. SAKAI I have been
to Los Angeles two or three times.
It's an
interesting city. Well, I hope we have a chance to
talk again.
CLIVE HARRIS Yes, you'll be seeing
Don at the presentation this afternoon.
MR.
SAKAI I look forward to that. PHIL WATSON Edward?
EDWARD GREEN Yes. PHIL WATSON Hi, Edward.
EDWARD GREEN Hello.
PHIL WATSON Phil Watson.
Good to meet you. Have you been waiting long?
EDWARD GREEN Not really.
PHIL WATSON
Sorry, I was delayed. Shall we get straight down
to business?
EDWARD GREEN Why not? PHIL WATSON
Follow me.
CLIVE HARRIS Derek, let me
introduce you to from Detmore Systems.
Mr.
Sakai, can I present Derek Jones? Derek is our
Development Manager.
DEREK JONES It's very
nice to meet you, Mr. Sakai.
MR. SAKAI Hello,
Mr. Jones. I'm sorry to interrupt your work.
DEREK JONES Not at all-I like meeting
visitors.
You're very welcome. Please make
yourself at home.
MR. SAKAI So this is the
development workshop?
DEREK JONES Most of our
products start here and this is our latest
product,
Big Boss.
MR. SAKAI Ah, yes.
CLIVE HARRIS Yes, we think Big Boss will be very
successful.
MR. SAKAI And what does he do?
CLIVE HARRIS Say hello.
BIG BOSS (IN JAPANESE)
Hello, Mr. Sakai. Welcome to Bibury Systems.
MR. SAKAI Ah, he speaks Japanese.
DEREK
JONES He also listens.
And by changing the
chip he understands and speaks any language.
BIG BOSS How are you fixed for lunch?
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
MR. SAKAI Thank you,
but I have another engagement.
BIG BOSS Okay,
another time, maybe.
PHIL WATSON So, you say
you want stronger colours. What about this?
EDWARD GREEN I'm not sure about this one, are
you? PHIL WATSON No.
EDWARD GREEN Could we
have these two colours?
PHIL WATSON Yes, but
those two colours together?
EDWARD GREEN Ah
right. CLIVE HARRIS So, what kind of food do you
like?
Italian? Or there is a very good French
restaurant close to the office.
MR. SAKAI
Whatever you recommend. I like eating all kinds of
food.
CLIVE HARRIS Then let's go to the French
restaurant.
Geraldine, please confirm lunch
for two at Rene's
and cancel the other
reservations.
GERALDINE Okay, Mr. Harris.
Hello. I'm calling from Bibury Systems.
I'd like to confirm our reservation for two
people at 12.30 please.
The name is Harris.
Thanks a lot. Goodbye.
CLIVE HARRIS By the
way, are you free this evening? MR. SAKAI Yes, I
am.
CLIVE HARRIS My wife and I are going to
the theatre this evening.
Would you like to
join us?
MR. SAKAI That's very kind, but no
thank you.
I love going to the theatre, but
travelling makes me very tired.
Tonight I must
sleep. CLIVE HARRIS Geraldine we'll be back for
1.45.
MR. SAKAI I must tell you Clive, Big
Boss made me smile.
VideoScript
Unit05 Describing Your Company's Products
DON
BRADLEY Let's have a run through. We must get this
right.
First we have the introductions and the
agenda.
Second I talk about the background.
Company growth, staffing levels, return on
investment,
turnover, and pre-tax profit.
Third Derek, you talk about the product range.
At this stage of the presentation we want to
give a broad company profile.
Don't give too
much detail about specific products.
DEREK
JONES Okay Don. I'll describe the range
and
say which products are successful. DON BRADLEY
Good.
Mr. Sakai may want to discuss certain
products so be ready for that.
At the end of
this section of the presentation
I will ask
Mr. Sakai if he has any questions.
We won't
discuss research and development at this stage.
That will come at the end.
Then Kate, you
talk about major markets and sales strategy. Is
everything ready?
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
KATE McKENNA
Everything is ready. And rehearsed.
PHIL
WATSON Right, the product title goes here…
Just remind me, is the product called Big Boss
or The Big Boss?
EDWARD GREEN Big Boss.
PHIL WATSON Okay. These letters? Or these
black letters?
EDWARD GREEN No, I don't like
those letters.
PHIL WATSON Okay. These? EDWARD
GREEN Can they be larger?
PHIL WATSON Yes.
Like this. It looks good like that.
EDWARD
GREEN Excellent It's very clear. It's easy to
read. That's what I want.
DON BRADLEY Again,
welcome to Bibury Systems.
We're very honoured
to have the opportu- nity of making this
presentation to you, Mr. Sakai.
In the next
hour and a half, we hope to show that: 1.
Bibury Systems has the right product range for
today's market place,
and ambitious plans for
the future.
our market share in Europe is
growing at a steady rate.
our marketing
strategy in the US is very successful.
And
lastly, 4. That we can be a major player in Far
Eastern markets.
And we are sure that we can
be a major player in these markets.
If you
have any questions, please feel free to interrupt
at any time.
But first of all, some background
information on Bibury Systems.
As you know,
the company was started over forty years ago by
Mr. Harris Senior.
In those early days, the
company's core business was model railways and
cars.
PHIL WATSON And here we have some copy
that tells us what the product can do.
EDWARD
GREEN
But Big Boss talks and listens to
you.
PHIL WATSON And here, and here are the
pictures.
They show Big Boss with the
accessories. What do you think?
EDWARD GREEN
The pictures are okay, but I don't like the copy.
PHIL WATSON Why not? EDWARD GREEN It's not
exciting. It doesn't sell the product.
PHIL
WATSON
EDWARD GREEN It's not the way you say
the words, it's the words themselves.
They're
not right. PHIL WATSON
EDWARD GREEN No! No! I
want new words. Words that give Big Boss status.
Words make him important.
DEREK JONES
Let's move from the general to the specific.
I'm going to talk about two of our products.
Friendly Fish and Mad Monkey are two products
that use the same mechanism.
It is a simple
mechanism…
But this diagram here shows how
well the mechanism works
with the design of
the product. For instance, take a look…
EDWARD
GREEN I don't like the slogan. PHIL WATSON No.
It's not right.
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
EDWARD GREEN
PHIL
WATSON
Big Boss is the best!ARD GREEN No.
KATE McKENNA …So this slide here shows a total
net income from the previous year.
The blue
line represents income
from those products in
the low volume niche market category.
The red
line represents products in the high volume, low
margin category.
MR. SAKAI Excuse me, what
does the dotted line represent?
KATE McKENNA
I'm sorry,
this dotted line represents income
from accessories and add ons.
MR. SAKAI Thank
you. And why the sharp decrease in February?
KATE McKENNA This is a combination of two
things:
First, seasonal factors, and second
the end of the product life cycle.
PHIL WATSON
Okay. So it's not right.
We'll get you some
alternatives tomorrow or the day after.
EDWARD
GREEN No. I think I've got it.
PHIL WATSON
MR. SAKAI Thank you for your very interesting
presentation.
I would like to tell you one or
two things about our operation.
As you know,
we specialise in electronic games.
We have a
very large market share in the Far East.
We
manufacture computerised games for young children.
Some games are for adults.
This game for
example is the number one best seller in Japan.
The office workers love it.
We know the
market responds well to any kind of hi-tech
executive toy.
Big Boss can succeed in the
same market.
But there is one question I would
like to ask.
Is it possible to launch Big Boss
before January 28th?
DON BRADLEY January 28th?
VideoScript Unit06 Making Travel
Arrangements
KATE McKENNA January 28th! We
can't make that deadline.
DON BRADLEY Yes, we
can. It's difficult but it's possible.
KATE
McKENNA I don't know. We're launching The Mad
Monkey on January 26th.
DON BRADLEY We can re-
schedule the launch of Mad Monkey, can't we?
KATE McKENNA I'll have to talk to the
distributors as soon as possible.
DON BRADLEY
When can you go and see them?
KATE McKENNA
I'll have to take the first flight I can.
MR.
SAKAI The presentation was very interesting.
CLIVE HARRIS Thank you.
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
MR. SAKAI There are
exciting possibilities for both our companies.
CLIVE HARRIS Yes, I think so. We have a lot to
discuss, don't we?
MR. SAKAI Yes, we do. I
would like to stay an extra day if that is
possible.
CLIVE HARRIS I would be delighted.
We can arrange everything.
What is your
itinerary?
MR. SAKAI I am scheduled to fly to
Frankfurt tomorrow morning at seven.
Would it
be possible to find out if there is an afternoon
flight?
CLIVE HARRIS Of course. I'll do that
now.
CLIVE HARRIS Jenny, we need to check
flights to Frankfurt for Sakai-san…
PHILWATSON
So that's excellent. We agree on the design.
I
think those colours will work well together
and the lettering looks good.
EDWARD GREEN
I think Don will be very happy with this
but
I'll confirm by fax tomorrow morning.
PHIL
WATSON And when is your deadline?
EDWARD GREEN
Everything must be ready for the launch on
February 15th.
PHIL WATSON No problem.
EDWARD GREEN Do you mind if I use your phone
to order a taxi?
PHIL WATSON I'll do it for
you.
Hello. Could you send a taxi, please?
Yes, to go from RUYJ Advertising,
37 Chelsea
Street, to…What's the address?
GREEN Barlow
House, Canary Wharf.
PHIL WATSON To Barlow
House, Canary Wharf… as soon as possible, please.
JENNY ROSS (ON PHONE) Good afternoon. I have
an enquiry about flights to Frankfurt.
Are
there any flights tomorrow afternoon?
One
passenger travelling business class.
What time
does the flight leave? And what is the check in
time please?
Yes, I'll hold. EDWARD GREEN
Hello Don. You look busy. DON BRADLEY Hi Edward.
How did you get on with RUYJ Advertising?
EDWARD GREEN Fine.
They complete the artwork
next week
and they deliver the packaging and
display materials on February 1st.
DON BRADLEY
Ah. EDWARD GREEN What have I done wrong?
DON
BRADLEY We have a problem.
JENNY ROSS Is there
an earlier flight?…
No, I really want a direct
flight… Okay, I'll hang on.
KATE McKENNA Sorry
Jenny.
Could you find out the times of flights
to Atlanta and reserve me a seat?
Business
class. Non smoking. Returning the day after
tomorrow.
Thanks. I'm going home to pack a
bag. I'll phone you in half an hour.
CLIVE
HARRIS Have you stayed in Frankfurt before?
MR. SAKAI Oh yes, many times.
JENNY ROSS
Clive… Sakai-san. Can I just have a word?
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
MR. SAKAI Of course.
JENNY ROSS It's about your travel plans.
MR.
SAKAI Ah, thank you.
JENNY ROSS We have
arranged everything for you.
You leave London
at 14.55 tomorrow.
Latest check in time is
13.55 at Terminal Two.
You have been upgraded
to First Class at no extra charge.
MR. SAKAI
That is very kind. Do you know what time I arrive
in Frankfurt?
JENNY ROSS You arrive at
Frankfurt at 17.30 local time
and we have also
arranged for a car to take you to your seven
o'clock meeting.
Your flight back to Japan is
on Saturday at twenty twenty
with a stop over
in Dubai at the airline's expense.
You need to
re-confirm that leg in of your journey
forty-
eight hours before you travel.
MR. SAKAI Thank
you very much, Jenny.
JENNY ROSS My pleasure,
Sakai-san.
MR. SAKAI I hope to return your
hospital- ity when you come to Japan next month.
DON BRADLEY Derek? DEREK JONES Uh huh.
DON
BRADLEY Can I ask you a quick question? DEREK
JONES Fire away.
DON BRADLEY Can you make this
January 28th deadline?
DEREK JONES Who knows?
It's difficult to say because there is a lot of
work to do.
DON BRADLEY Well, it's getting
late. I'm going home. We'll talk tomorrow.
See
you in the morning. DEREK JONES Good night.
CAR HIRE CLERK The courtesy bus outside will
take you to your car.
You'll have a nice day
now.
How can I help you?
KATE McKENNA I'd
like to hire a car. CAR HIRE CLERK For how long?
KATE McKENNA Just for twenty-four hours.
CAR HIRE CLERK Which category of car would you
like, ma'am?
KATE McKENNA I'd like the
standard four door saloon.
CAR HIRE CLERK
That's fine.
That price includes full
collision waiver and unlimited mileage.
How
are you paying?
KATE McKENNA I have a
corporate charge card.
CAR HIRE CLERK That's
fine, and may I see your driver's license, please?
BIG BOSS I want to be on the market by January
28th.
VideoScript Unit07 Staying At
A Hotel
HOTEL RECEPTIONIST Good evening,
madam.
KATE McKENNA Good evening. I have a
reservation The name is McKenna.
A room for
one night. HOTEL RECEPTIONIST I'll just check.
HOTEL RECEPTIONIST I'm sorry but there's
nothing here under that name.
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
KATE McKENNA Ah,
perhaps it's under the company name. Bibury
Systems.
HOTEL RECEPTIONIST I'll just be a
second.
HOTEL RECEPTIONIST I'm sorry there's
nothing down here under that name.
KATE
McKENNA Oh, dear. Is it possible to book a room
for one night, please?
HOTEL RECEPTIONIST I'm
afraid we only have a suite.
KATE McKENNA How
much is that?
HOTEL RECEPTIONIST That's two
hundred and eighty dollars
including breakfast
and sales tax.
KATE McKENNA I'll take it.
HOTEL RECEPTIONIST How will you be paying,
madam?
KATE McKENNA Credit card.
HOTEL
RECEPTIONIST That would be fine, thank you.
Could you just complete this form, please?
It's your home address,
the registration
number of your car if you have one
and just
put your signature down here.
HOTEL
RECEPTIONIST It's the Tower Suite and it's on the
twenty-third floor.
Would you like to order a
newspaper?
KATE McKENNA Yes, please. The
Herald Tribune.
HOTEL RECEPTIONIST I'll have
the bell hop see to your bags.
KATE McKENNA
No, thank you. I only have one bag.
HOTEL
RECEPTIONIST Enjoy your stay.
KATE McKENNA
Sorry, what time do you start serving dinner?
HOTEL RECEPTIONIST Dinner is served from seven
o'clock till ten thirty.
The dining room is
down there, through the door on the left.
KATE
McKENNA Thank you.
GEORGE PEARSON It's good of
you to see me.
MR. SAKAI Not at all. I have
heard a lot about your company.
GEORGE PEARSON
Good things, I hope. MR. SAKAI Oh, yes.
GEORGE
PEARSON As you know J.K. Toys has a strong
presence in Europe…
MR. SAKAI Yes, I saw your
sales figures for last year.
They are very
impressive. (JENNY ROSS)
Thank you for calling
the Marketing Department to Bibury Systems.
I'm afraid our office is closed until nine
o'clock tomorrow morning.
Please leave your
name, your telephone number,
the time of your
call, and your message after the tone.
KATE
McKENNA Hi, this is Kate. Its seven thirty on
Thursday evening.
I'm at the Tower Hotel.
Jenny, as soon as you get in
could you fax
me a copy of the contract we are offering to David
Toys?
Talk to you tomorrow. Bye.
WAITER
Good evening ma'am. Do you have a reservation?
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
KATE McKENNA Do I need
one?
WAITER No, well that will be okay, I
guess.
Would you like smoking or non-smoking?
KATE McKENNA Non- smoking please.
WAITER Would
you care to follow me?
WAITER I'm Gregory,
ma'am, and I'm your waiter this evening.
Can I
get you your drink while you are making your
selection?
KATE McKENNA No, I'll order right
away. Something light, I think.
What's in your
Presidential Chicken?
WAITER Our Presidential
Chicken,
was specially created for Ex-
President Gerald Ford.
It is strips of farm
fresh baby pullet lightly steamed
and served
on a bed of leeks garnished with snow peas.
What goes really nice with it, we think, is a
fluffy baked Idaho potato
with just a tad of
sour cream
or yoghurt, if you prefer… KATE
McKENNA Just rice, I think.
WAITER Would that
be white rice, brown rice, wild rice,
brown
and wild rice mixed or Four Seasons Risottino?
KATE McKENNA Plain, boiled, white rice. WAITER
Plain boiled white rice.
And for your
beverage, ma'am? We have a nice California
Chardonnay…
KATE McKENNA No, I'll have a
mineral water. WAITER Carbonated or non-
carbonated?
KATE McKENNA Carbonated. And the
fresh tomato soup to start.
GEORGE PEARSON I
know that you are interested in Bibury Systems…
MR. SAKAI News travels fast in the toy
industry.
GEORGE PEARSON We heard that you're
interested in a new product
that Bibury
Systems are launching…
MR. SAKAI I am
interested in any innovative product, Mr. Pearson.
GEORGE PEARSON That's why I would like to talk
to you.
I don't know how much you've heard
about recent developments at J.K. Toys.
But we
have some ideas that I think you will find very
interesting…
HOTEL WAITER More coffee? KATE
McKENNA No, thanks.
Could I have the bill,
please?
HOTEL WAITER The check? Sure.
KATE
McKENNA And could you charge it to my room? I'm in
the Tower Suite.
HOTEL WAITER Of course.
GEORGE PEARSON We know that Big Boss is
innovative
but Dealer Dan also uses very
advanced technology.
MR. SAKAI When is the
launch date for Dealer Dan?
PEARSON It will be
launched before February.
MR. SAKAI And how
much will it cost?
GEORGE PEARSON Dealer Dan
will be cheaper than Big Boss.
HOTEL
RECEPTIONIST The Leisure Centre. Sure.
Through
the double doors, take a right.
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
Down to the end and
it's on the left. You can't miss it.
KATE
McKENNA I'd like to check out
and is it
possible to talk to the Manager, please?
I'm
afraid the Manager's not available at the moment.
But the Assistant Manager is here. ASSISTANT
MANAGER How can I help you madam?
KATE McKENNA
My secretary made a reservation for a standard
room,
but your receptionist says you have no
record of the booking.
ASSISTANT MANAGER Ms.
McKenna from Bibury Systems. Just let me check.
ASSISTANT MANAGER I'm terribly sorry. Your
secretary is right.
The fax arrived here
yesterday afternoon,
but for some reason it
was not entered into the computer system.
It
is entirely our fault.
Samantha, please
prepare Ms. McKenna's bill again at the standard
rate.
I am sorry about this confusion.
Please accept last night's dinner with our
compliments.
VideoScript Unit08
Showing Visitors Around The company
EDWARD
GREEN Phil, thanks for coming.
PHIL WATSON I'm
sorry I'm late. EDWARD GREEN No problem.
PHIL
WATSON The traffic was very bad.
EDWARD GREEN
You have been here before, haven't you?
PHIL
WATSON Once. A very short visit to Don Bradley's
office.
EDWARD GREEN Perhaps I could show you
around after the meeting.
PHIL WATSON Yes,
please.
EDWARD GREEN I'll give you the guided
tour.
CLIVE HARRIS Thanks for going to
Southford Components yesterday.
DON BRADLEY It
was no problem.
CLIVE HARRIS I want to keep
Derek working on Big Boss.
So what did you
think of the Southford set up?
DON BRADLEY
This is their sales brochure. They seem quite
competent.
CLIVE HARRIS Where is it ?
DON
BRADLEY It's just by the freeway near intersection
eight.
It's in a large greenfield site in a
new development.
CLIVE HARRIS Who did you see
there?
DON BRADLEY I had a long meeting with
the C. E. O.
They have excellent robotics and
a hi-tech production line.
CLIVE HARRIS It
looks impressive.
DON BRADLEY These are their
R&D laboratories They have a very big budget.
They commit five percent of their profit to
that department.
And they're doing some very
innovative work in solar energy.
CLIVE HARRIS
Okay, so what's the down side?
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
DON BRADLEY Well, I'm
slightly unhappy about a couple of things.
They are expensive. We could buy in components
cheaper from another source.
And they do
supply a lot of companies, including one or two of
our rivals.
However they took me out for an
excellent lunch!
CLIVE HARRIS So what do you
think?
DON BRADLEY Well, I can see that
they're a strong option,
but I am seeing a
couple of other suppliers next week.
CLIVE
HARRIS Well, let's wait and see. CLIVE HARRIS Come
in.
EDWARD GREEN Sorry to interrupt hut Phil
is here with the designs.
DON BRADLEY Okay,
I'm coming right now.
HOTEL RECEPTIONIST I'm
very sorry about Ms. McKenna's booking.
It's
my fault. How stupid of me. I didn't check.
ASSISTANT MANAGER Don't worry about it,
Samantha,
but please be careful in the future.
KATE McKENNA Sorry to interrupt, but before I
go,
I would like to speak to someone about
conference facilities.
ASSISTANT MANAGER Of
course. Let me show you what we can offer.
How
many people are involved?
KATE McKENNA I need
to arrange a day's presentation to about sixty
agents.
ASSISTANT MANAGER Have you time now to
look at our facilities?
KATE McKENNA I've ten
minutes. Could we do it fairly quickly?
ASSISTANT MANAGER Of course. You say you need
a room for sixty people?
KATE McKENNA Yes,
that's right.
ASSISTANT MANAGER And it's a
presentation, isn't it?
Here's our main
conference room. It has excellent projection
facilities.
We have full stereo sound, video,
35mm slides. You name it, we have it.
KATE
McKENNA How much is this for the day?
ASSISTANT MANAGER We have a standard rate of
$$900 per half
day which includes coffee and
biscuits.
KATE McKENNA That's quite expensive.
ASSISTANT MANAGER Perhaps we could work
something out.
Shall we go back to my office?
PHIL WATSON This is the outline design
concept.
This goes with that and this copy
goes on the side of the box over here.
So,
what do you think? DON BRADLEY What do you think,
Edward?
EDWARD GREEN I think the design is
very good.
But not for this product.
DON
BRADLEY I agree. I'm sorry Phil but it seems
rather young for our market.
EDWARD GREEN Yes,
it's very bright.
It looks really good but Big
Boss is a niche product.
We are targeting the
product
at the children of well-educated, high
income, young professionals.
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
And don't forget we
expect adults to buy Big Boss as well.
GERALDINE I'm sorry, deliveries are through
the side door.
You go out of the building,
turn left,
and there's a door on the right
hand side marked deliveries.
Okay?
GERALDINE Hello, Bibury Systems. Oh, hello,
Kate…
CLIVE HARRIS Is that Kate McKenna? I'll
have a word.
CLIVE HARRIS Hello, Kate. How's
your trip?…
Good…We need you back here as soon
as possible…Good luck!
GERALDINE Sorry to
disturb you, Derek. DEREK Not at all.
EDWARD
GREEN Have you met Phil Watson from RUYJ
Advertising?
DEREK JONES No, I don't think so.
EDWARD GREEN Phil, I'd like to introduce Derek
Jones our Development Manager.
DEREK JONES
Glad to meet you.
EDWARD GREEN This whole area
is our development workshop.
It's where we
work on the ideas for new products and toys.
PHIL WATSON Who gives you the ideas?
EDWARD GREEN Most of the ideas come from
inside the company…
PHIL WATSON Who thought of
this?
EDWARD GREEN This product here is
being manufactured under licence from a
company in the States.
It's not our concept,
I'm afraid. But it's selling very fast.
We
have a very flexible position on licensing deals.
PHIL WATSON This looks beautiful.
EDWARD
GREEN Derek, whose idea was this? Did you think of
this one?
DEREK JONES No, it's quite nice,
isn't it?
That toy started life as a picture
from a young girl from a local school.
She
sent it in to us. Ah, here it is.
PHIL WATSON
How do you do your market research for a new
product?
EDWARD GREEN Good question. It
depends on the product.
We have our own
research people in-house so we do very detailed
assessments.
But, of course, we buy in market
research expertise when we look outside the UK.
Marketing Big Boss is very complicated. We're
targeting both adults and children.
PHIL
WATSON Nice to meet you, Derek.
DEREK JONES
You too. I hope you get the packaging designs
right.
Big Boss deserves the best.
VideoScript Unit09 Explaining How Something
Works
CLIVE HARRIS Can I get you a cup of tea
or something?
MS WONG No, thanks, I'm fine.
CLIVE HARRIS Please have a seat. Well, Sally,
you've seen the company.
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
You've seen our
products. What do you think?
MS WONG You have
a wide product range,
but they're all
dependent on the same chip technology.
I think
we may be able to supply you with some of the
necessary circuitry…
but, of course, we need
to speak further about this.
CLIVE HARRIS
Well, thanks for coming in. MS WONG It has been
most interesting.
DEREK JONES This is the
latest prototype. PHIL WATSON How does it work?
DEREK JONES Say something to the boss.
PHIL WATSON Like what? DEREK JONES Anything.
There's a microphone in Boss's ear, and it
will recognise certain commands.
It records
what you say and stores it.
When it hears the
trigger word, it plays it back.
PHIL WATSON
I'm sorry, could you repeat that?
I don't
understand what you mean by trigger word.
DEREK JONES Okay, I'll try to explain it more
simply.
We can programme the Boss to say
something like,
And we do that like this:
you press his nose and that activates the
voice card.
Then you press the nose again.
PHIL WATSON Why do you do that?
DEREK JONES
You do that in order to stop the recording.
Then you select your trigger word. PHIL WATSON
What is that?
DEREK JONES The trigger word
makes the Boss speak.
Every time he hears that
word, he will say
PHIL WATSON So, let me
clarify this:
each time the Boss hears the
trigger word,
he'll repeat the phrase. DEREK
JONES Exactly.
So give him the trigger.
PHIL WATSON Okay ummm…The trigger can be the
word
DEREK JONES Fine. Say it in his ear,
then.
PHIL WATSON
DEREK JONES Okay, now
say a sentence with the word
PHIL WATSON
Excuse me, Big Boss, I'm having some problems with
the project.
BIG BOSS Problems! I don't want
problems.
I want solutions. PHIL WATSON
Brilliant! How is it powered?
DEREK JONES Aha!
You'll enjoy this: light energy.
It won't need
new batteries.
Both the eyes contain photo-
sensitive cells which absorb the solar energy.
These cells then power the motors located here
under each arm.
Now, as everybody knows, when
you have this kind of configuration
there is
a… (EDWARD GREEN Sorry, Derek )
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
would you mind
explaining that in another way?
DEREK JONES
Sorry. I'll keep it simple.
The important
thing is that this is a major breakthrough.
All the toys will represent the very latest in
technology.
PHIL WATSON I can see that. It's
very impressive.
EDWARD GREEN Thanks, Derek.
PHIL WATSON Thanks for the demonstration.
DEREK JONES Any time.
MS WONG Tell me, do
these toys work?
CLIVE HARRIS These? Yes. MS
WONG How old are they?
CLIVE HARRIS Some of
them are Victorian. No microchips in these.
All clockwork, some of them are quite
ingenious.
Look at this one for instance. A
young violin player.
MS WONG It's very
beautiful.
How does it work? CLIVE HARRIS
Well, you just wind it up…
and off he goes…
My grandmother played with some of this when
she was a girl.
And my father collected
clockwork toys.
MS WONG They are very clever.
CLIVE HARRIS But not very safe… Look at the
sharp edges on this one.
Very dangerous and
it's covered with lead paint.
MS WONG Tell me,
how does this work?
GERALDINE I've pressed
return and nothing happens. I've tried that.
How can I get out of the programme?
Just a
second. Could you speak more slowly, please?
Right. Let me try. F1 and then return. Yes.
And then press
EDWARD GREEN…Let me show
you how products are market researched …
EDWARD GREEN You see all products go through
the same, basic process.
They start as an
idea.
Every month, a management committee
looks at all the new ideas
and they put
development money into some of them.
Let me
show you an example.
Take this product:
A
Management Committee looked at the designs and
they liked them.
Follow me. They asked the
development team
how much it would cost to
manufacture the product,
and they asked the
Marketing Department two questions:
is the
target market for Friendly Fish?
2. How big is
that market?
We then know if the idea is worth
taking on to the next stage
which is the
feasibility study.
PHIL WATSON So what
happened with the Friendly Fish?
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
EDWARD GREEN We
learned at this stage
that it was a low cost
high volume mass market product.
The
feasibility study indicated
that Friendly Fish
would sell all over Europe.
We then invested
in more market research.
We asked a large
group of eight year olds
from different
backgrounds about
We asked them questions
like: Which material shall we use?
Which
colours do you like? etc.
A few of the kids
wanted it green and blue.
17.5% other children
wanted it red.
But all of them wanted Friendly
Fish. All of them.
They loved Friendly Fish.
We checked each key indicator.
Every one of
them was positives. We made half a million.
PHIL WATSON And what are sales like? EDWARD
GREEN Terrible.
Sometimes it happens. Even
with all the market research,
you can never be
one hundred per cent certain.
VideoScript Unit10 Rescheduling Plans and
Arrangements
MR. SMITH Edward, I'm sorry.
I'm afraid I'll have to cancel our meeting
tomorrow.
EDWARD GREEN That's no problem.
Shall we postpone it until later in the week?
MR. SMITH No, I'm afraid I'm not postponing
our meeting.
I'm cancelling it.
EDWARD
GREEN We need to sign the contract and complete
the deal, don't we?
Is there a problem?
MR. SMITH No, not for me, but perhaps there's
a problem for you.
I'm afraid Big Boss won't
be in the catalogue.
EDWARD GREEN Are we too
late for the printer's deadline?
MR. SMITH No.
That's not the point. I'm not going to use Big
Boss.
I'm going to use another product.
EDWARD GREEN I don't understand.
MR. SMITH
Well, listen. Then you will understand.
This
is a new product from J. K. Toys. It's called
Dealer Dan.
DEALER DAN
I'm the best thing
on the voice-activated toy market.
MR. SMITH
Edward, are you still there?
EDWARD GREEN Yes.
MR. SMITH Good, isn't he?
EDWARD GREEN You say
he's called Dealer Dan.
MR. SMITH Yes. He
arrived yesterday afternoon.
The head of
marketing from J. K. Toys introduced us.
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
They'll launch him on
January 20th.
EDWARD GREEN What! Is Dealer Dan
solar powered? MR. SMITH Yes.
EDWARD GREEN And
voice-activated?
MR. SMITH Yes. It's the same
technology …But cheaper.
I think Dealer Dan
would just like to say bye-bye.
DEALER DAN
Bye-bye. EDWARD GREEN I don't understand…
DEALER DAN If you can't stand the heat get out
of the kitchen.
GERALDINE I'm afraid Mr. Peter
is running a bit behind schedule but he won't be
long.
Thank you. EDWARD GREHN Have you seen
Don?
GERALDINE He's in the boardroom in a
meeting.
EDWARD GREEN Something important has
come up. I need to talk to him.
GERALDINE He's
with Mr. Reiley. GERALDINE Go on.
DON BRADLEY
We'll get some examples of the display materials
to you
and there will also be a point of sale
video of the product.
Come in. EDWARD GREEN
Don, Mr. Reiley. Sorry to interrupt.
Something
important has come up. Can you spare a minute?
DON BRADLEY Can it wait? I'll be through in
ten minutes.
EDWARD GREEN Not really.
DON
BRADLEY Okay. I'm sorry. Do you mind if I deal
with this?
EDWARD GREEN I think we've got a
problem.
I have just talked to Mr. Smith on
the phone. The catalogue deal is off.
J.K.
Toys are launching Dealer Dan.
DON BRADLEY Who
the hell is Dealer Dan?
CLIVE HARRIS Let's get
this straight. You think we'll meet these targets.
DEREK JONES Yes, I do.
But we'll need to
either increase overtime or take on some casual
staff…
DON BRADLEY Do you mind if I butt in?
CLIVE HARRIS Not at all.
What's the matter?
DON BRADLEY I think we need to talk.
Something
very important has come up.
JENNY ROSS Do you
know where Don is?
I thought he was in a
meeting with a client. GERALDINE He was.
But
he cut the meeting short. There's a problem.
JENNY ROSS What? GERALDINE I don't know.
Something about Dealer Dan.
DEREK JONES
Everything in Big Boss is new. The idea is new.
The technology is new.
DON BRADLEY Maybe
Dealer Dan is a coincidence. Is that possible?
DEREK JONES It's possible. Of course it's
possible, but it is very unlikely.
CLIVE
HARRIS How many people knew about The Boss?
JONES Well, hundreds of people.
HARRIS No,
I'm sorry, that's not what I mean.
I'm talking
about the technology. How many knew about that?
DEREK JONES Well, only the people in my team.
DON BRADLEY I think we need to find out more
about Dealer Dan.
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
CLIVE HARRIS I'll make
a few calls.
Don, you set up a meeting with
the marketing team and look at our options.
I'll get back to you as soon as I hear
anything.
Derek, I want you to get hold of
Dealer Dan.
JENNY ROSS I'm calling about the
meeting scheduled for this afternoon.
I'm
terribly sorry but Don won't be able to make it.
Is there any chance that we could re-arrange
it for the same time next week?
EDWARD GREEN
Yes,
I'm really sorry, but it's absolutely
impossible for me this afternoon.
I'll have to
work late tonight. Something has come up.
JENNY ROSS Is there any way that Mrs. Clark
could bring forward her meeting with Don by an
hour?
I'm trying to re- schedule all of Don's
appointments for tomorrow.
EDWARD GREEN Ah, do
you have his diary in front of you?
Good.
Could we move the meeting
from two o'clock on
Thursday to sometime on Friday morning?
JENNY
ROSS Alright, if you can't make any time in the
next week,
could we set up a four-way
telephone conference?
GERALDINE Clive, it's
Mr. Sakai on the line for you.
CLIVE HARRIS
Mr. Sakai?
How are you, Kazo? MR. SAKAI Well,
Clive, thank you.
CLIVE HARRIS It's nice to
hear from you. How are the family?
MR. SAKAI
They are fine, Clive. Thank you for asking.
Clive, can I come to the point very quickly?
CLIVE HARRIS Please do. MR. SAKAI I'm very
worried.
I have just seen a new product which
is very like the Big Boss.
CLIVE HARRIS
Really? MR. SAKAI I have changed my plans.
I'll be in London tomorrow. We must meet.
My secretary will fax all my travel plans.
CLIVE HARRIS Yes, of course, Kazo. I'll meet
you at the airport. Goodbye.
Sally, whatever
you have arranged for me tomorrow, it's cancelled.
I'll be at the airport all morning with Mr.
Sakai.
And possibly the afternoon as well.
DEREK JONES How much do J.K. Toys know about
you and who told them?
And how good is Dealer
Dan?
VideoScript Unit11 Analysing
Your Competitors
DEREK JONES The technology is
the same as ours.
I have never seen two
products which are so similar.
In concept and
design there are no basic differences.
None.
However I have examined the components and the
XR590…
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
KATE McKENNA What is
the XR590?
DEREK JONES The XR590 is the power
Source which drives Dealer Dan.
I think it has
a few weaknesses.
It's not as good. In my
opinion it's not reliable enough for children.
DON BRADLEY Exactly how unreliable is it?
DEREK JONES I can't say exactly. I haven't
completed the tests yet.
It's too early to
say. KATE McKENNA Will it affect their sales? DON
BRADLEY Derek?
DEREK JONES Not much in the
first six months, I suppose.
KATE McKENNA It's
the first six months that are important.
DON
BRADLEY Edward, what do you think of their
packaging?
EDWARD GREEN Well, plenty of bright
colours.
It'll have a lot of impact at point
of sale.
GERALDINE I'm afraid they are all
meeting at the moment.
No, I'm sorry, I don't
know what time it will finish.
I'll put you
through to Mr. Harris' secretary,
and she can
make an appointment for you. Please hold the line.
CLIVE HARRIS Nice to see you again, Peter.
It's been a long time.
PETER DAY How are
things at Bibury Systems?
CLIVE HARRIS Very
interesting at the moment.
PETER DAY I've just
heard you're going into partnership with a rather
good
Japanese company.
CLIVE HARRIS That's
not exactly true…
Peter, are you still doing
consultancy work?
PETER DAY Yes. I haven't
retired yet!
CLIVE HARRIS Look, can I give you
a lift back?
We haven't had a chance to chat
for a long time.
DON BRADLEY What have you
found out about their marketing strategy?
KATE
McKENNA They have already scheduled a television
advertising campaign.
DON BRADLEY Who with?
KATE McKENNA E. G. N. C. The company that they
always use.
DON BRADLEY When is it scheduled?
KATE McKENNA Sometime next month, but I
haven't found out the exact date yet.
DON
BRADLEY Have you heard what they are spending on
TV advertising?
KATE McKENNA I don't know.
GERALDINE No, I'm sorry, they are still in a
meeting.
I don't know how long they'll be.
Let me take your number and I will get one of
them to call you back.
PETER DAY It's good of
you to give me a lift.
OLIVE HARRIS It's no
problem.
Are you still doing consultancy work
for J. K. Toys?
PETER DAY I wondered why you
were going out of your way to give me a lift.
CLIVE HARRIS Well, are you?
PETER DAY
Technically no. I've just finished.
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
But that work was
confidential. CLIVE HARRIS Yes, of course.
You
could be working for us, you know, I might need a
consultant.
PETER DAY Really? CLIVE HARRIS
Well, perhaps.
I might need an idea of the
best way to react to Dealer Dan.
PETER DAY How
did you get to hear about that?
CLIVE HARRIS A
customer.
Do you know that Dealer Dan is very
like a new toy we have developed?
Dealer Dan
could hurt us badly.
I don't want any secrets.
I don't want to compromise you,
I just want
some general information. PETER DAY How general?
KATE McKENNA We know their selling price, but
what's their unit cost?
DON BRADLEY Derek,
what's your estimate?
DEREK JONES I can't say.
I don't know what their production run is.
We
haven't had that information yet.
DON BRADLEY
Well, Big Boss's production run is three hundred
thousand.
Will they produce three hundred
thousand? Or more?
DEREK JONES I don't know
the answer to that one.
At that retail price
they have to sell a lot of toys.
DON BRADLEY
It can't be less than 300 thousand, can it?
PETER DAY Thanks for the lift, Clive.
CLIVE HARRIS You are something of a specialist
in the Far East, aren't you?
PETER DAY You
could say that.
CLIVE HARRIS Well, when this
deal with this Japanese company is settled,
we
might need your help. We shall need a consultant
to help set things up.
Of course, the success
of Big Boss is a very important part of the deal.
PETER DAY When might this happen? CLIVE HARRIS
That depends.
PETER DAY The production run is
300,000 units.
CLIVE HARRIS And the
advertising budget?
PETER DAY Clive, I don't
know. Really, I don't know.
VideoScript Unit12 Business Letters And
Presenting Information
DON BRADLEY We haven't
decided on a plan of action yet.
We must
outline a strategy, but first let me summarise
what we've said so far.
This is a critical
situation. We know that J. K. Toys are playing to
win.
And we know that right now they have the
edge.
So, let's look at the down side. What
are their advantages?
They have a larger
market share; they have a cheaper product;
they have an earlier launch date,
and we
think they have a larger advertising budget.
McKENNA Their strategy is very clear: they
want our share of the market,
both the
European market and the export market.
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
DON BRADLEY We cannot
let them succeed.
We have to consider which of
these factors we can influence. Kate, any ideas?
KATE McKENNA There are two immediate things we
can do:
we can increase our advertising budget
and bring forward the launch date.
DON BRADLEY
Derek, is that feasible? DEREK JONES I don't think
so.
CLIVE HARRIS I've got some news for you
all.
DON BRADLEY Okay, just a second. I'll
switch on the speaker.
Okay, Clive, go ahead.
CLIVE HARRIS I've got some useful information
from Peter Day:
first of all, I think they're
moving too fast.
They haven't done their sums.
DEREK JONES Clive, this is Derek.
Do you know
how large their production run's going to be?
CLIVE HARRIS It's going to be around 300,000
units.
DEREK JONES That's about what we hoped-
more than 450,000 and we've got problems.
KATE
McKENNA This is Kate. I've got a question.
CLIVE HARRIS Go ahead, Kate.
KATE McKANNA
Were you able to find out anything
about their
overseas marketing strategy?
CLIVE HARRIS
Well, I'll tell you this, Kate:
they won't
crack the American market- we're a few steps ahead
of them there,
and I want you to exploit that
advantage -you need to get out there fast.
Look I'll ring off now. I'll get back to the
office as soon as I can.
DON BRADLEY The most
important thing now
is to let all of the sales
force know about this change in our game plan.
Jenny, we need to write them at once.
We
need to give them some of the background to this-
about what J. K. Toys are planning,
and about
our new marketing strategy-
that's launch
date price cut.
And increased advertising
budget.
KATE McKENNA We need to make it clear
that
DON BRADLEY Jenny, could you make a draft
to that
and we'll get it out as soon as
possible.
Ettwam you've been very quiet-what
else can we do in marketing?
EDWARD GREEN We
must get into Smith's catalogue-
he's chosen
KATE McKENNA I don't think he'll change his
mind now.
CLIVE HARRIS I'll deal with Mr.
Smith-
I'll write to him straight after the
meeting and let you have a copy.
CLIVE HARRIS
Jenny,
I'd like to dictate a letter which
needs to be faxed as soon as possible to Mr.
Smith.
JENNY ROSS Right, I'm ready.
CLIVE
HARRIS Dear Mr. Smith...
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
I have learned that
you have decided to select Dealer Dan for your
catalogue,
instead of Big Boss.
I
understand that your reasons for rejecting
the unit cost will be 30% higher than the rival
product.
the launch date of Big Boss will be
three weeks later.
3. That J. K. Toys, the
manufacturer,
will mount an extensive
advertising campaign
to coincide with the
launch date of the product
and the mailing
date of your catalogue.
I would like you to
reconsider your decision in the light of the
following:
Systems have rescheduled the
launch date of Big Boss to January 15th-
one
week before the planned launch of Dealer Dan.
e of the market profile of your catalogue,
we have decided to offer you an extra 2.5%
commission
on sales through the catalogue in
exchange for exclusivity.
addition, Bibury
Systems are prepared to offer your customers
a
discount of 15% on the recommended retail price.
I am sure that this new information
will
encourage you to reconsider your decision
and
include
I look forward to receiving your
thoughts on this matter.
Yours sincerely,
Clive Harris MD Bibury Systems.
VideoScript Unit13 Travelling On Business
CLIVE HARRIS We have direct competition from
J. K. Toys.
We have to make sure
that the
sales and marketing campaign for Big Boss
is
the best we have ever done.
So we are going to
have to make an extra effort.
We have brought
the launch date forward to January 15th.
It
will be very tight, but I am sure that we can make
this deadline
Do you agree? So, let's just
outline what we are going to do.
Kate, I think
you should get the sales people in the States
together
as soon as possible.
KATE McKENNA
Okay, I'll be on the first available flight.
CLIVE HARRIS You ought to make sure that they
understand how important
this Big Boss project
is.
KATE McKENNA Should I talk to our UK
agents as well?
CLIVE HARRIS No, I think you
ought to leave that to Don.
KATE McKENNA Okay.
CLIVE HARRIS Derek,
I think you should visit
the component suppliers that Don saw last week.
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
Confirm that they can
meet these new deadlines.
It's essential that
they deliver on time, on spec and on price.
DEREK JONES Okay. CLIVE HARRIS Don, what are
your plans?
DON BRADLEY I have arranged to go
to see some of our overseas franchise
holders
next week.
CLIVE HARRIS What countries are you
going to?
DON BRADLEY I'm going to Italy,
Egypt and Germany.
CLIVE HARRIS I don't think
you should go, Don.
I think you ought to stay
at head office.
It's essential that you co-
ordinate the new launch strategy.
DON BRADLEY
Okay. I don't want to cancel those meetings. Could
I send Edward?
CLIVE HARRIS Do you think he's
ready for that?
DON BRADLEY Edward is very
capable
and I think a little international
business travel will broaden his horizons.
CLIVE HARRIS Yes, certainly.
Send Edward,
but you ought to brief him very carefully. DON
BRADLEY Sure.
CLIVE HARRIS Good. I'll talk to
the Bank.
I'll try to reschedule the loan. It
won't be easy.
DON BRADLEY Geraldine, have you
seen Edward? GERALDINE He was here a second ago.
DON BRADLEY Thanks.
Jenny, I am not going
to be able to make
the meetings with the
franchise holders next week.
JENNY ROSS Oh, I
have just finished typing up your itinerary.
DON BRADLEY Sorry. Ah, Edward, are you
interested in a little foreign travel?
EDWARD
GREEN Yes. Very.
DON BRADLEY How would you
like to go to Italy on Tuesday?
EDWARD GREEN
That would be very nice.
DON BRADLEY Good. And
Egypt on Thursday? EDWARD GREEN Oh yes!
DON
BRADLEY And then back via Frankfurt.
EDWARD
GREEN How much cash do you think I should take?
DON BRADLEY Ah, you don't have a corporate
charge card.
Cash is going to be a bit of a
problem.
We'll give you an advance against
expenses.
EDWARD GREEN Should I entertain any
of the clients?
DON BRADLEY I'll give you a
full briefing before you go. But
yes, I don't
see why not. You should buy Mr. Lang in Germany a
meal.
We owe him hospitality.
In fact, he
always pays for everything.
JENNY ROSS When
you get to Italy, Mr. Barbetti.
The Assistant
Sales Manager, will meet your flight.
He'll be
at arrivals at Milan airport.
EOVVAKD GREEN
How will I know who Mr. Barbetti is?
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
JENNY ROSS I'll make
sure he's carrying a Bibury Systems brochure.
DON BRADLEY Don't spend too much on room
service.
And get a receipt for everything.
HOTEL RECEPTIONIST How may I help you?
KATE
McKENNA I'd like to send a fax to London, please.
HOTEL RECEPTIONIST Of course.
If you could
fill out this form and give it back to me,
we'll send it off straight away.
KATE
McKENNA And could I buy a street map of Atlanta?
HOTEL RECEPTIONIST Please have it with our
compliments. Have a nice day.
KATE McKENNA
Thank you.
Passenger Clerk please contact
information desk.
CHECK-IN STEWARD Thank you.
Have a good flight.
Could I have your ticket
and passport, please?
Good afternoon, Mr.
Green. Smoking or non-smoking?
EDWARD GREEN
Non- smoking, please.
CHECK-IN STEWARD Would
you like a window or aisle seat?
EDWARD GREEN
A window seat, please.
CHECK-IN STEWARD And do
you have any luggage?
EDWARD GREEN Just one
suitcase and one piece of hand luggage.
CHECK-
IN STEWARD Put it on the scales, please.
That's fine Mr. Green. Here's your boarding
card.
Boarding at gate 3 in about half an
hour.
The duty free lounge is through passport
control and turn left.
EDWARD GREEN Thank you.
KATE McKENNA Hello. Are there any messages for
me? I'm in room 1637.
HOTEL RECEPTIONIST Yes,
Ms. McKenna,
there is a fax here and a
telephone message.
KATE McKENNA Thank you…Oh
and I wonder if you could help me.
A colleague
of mine wants to meet me at this restaurant.
Could you tell me the best way of getting
there?
HOTEL RECEPTIONIST Well, it's a five
minute walk or you can get a cab.
Would you
like us to call a cab for you?
KATE McKENNA
That's very kind of you, but I would like to walk.
Could you tell me where I am on this map?
HOTEL RECEPTIONIST Right. We are here. The
restaurant is there.
So you take a right
outside the hotel, here,
and it's a couple of
blocks down. The entrance is just off the side-
walk.
KATE McKENNA Thank you.
JENNY ROSS
Edward, did you have a good journey?
EDWARD
GREEN Excellent I brought you back a little
souvenir.
JENNY ROSS Edward! Thank you
and
how was your meeting with Mr. Lang in Frankfurt?
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
EDWARD GREEN Very
successful, I think.
JENNY ROSS Did you go for
a meal?
EDWARD GREEN A very good meal. We had…
JENNY ROSS And who paid for it?
EDWARD GREEN I
did. Or rather Bibury Systems did.
JENNY ROSS
How did you manage that?
EDWARD GREEN Just
before the bill came,
I asked to be excused
and then I paid the waiter.
KATE McKENNA I'd
like to check out, please.
HOTEL RECEPTIONIST
Certainly madam.
Have you taken anything from
the Minibar this morning?
KATE McKENNA No.
There are two bags in my room.
HOTEL
RECEPTIONIST I'll just call the bell captain.
Here is your final account. Is something
wrong?
KATE McKENNA No. I'm just not certain
what this item refers to.
HOTEL RECEPTIONIST
Ah…let me check.
That's a deposit against the
use of the conference facilities on Thursday
KATE McKENNA Oh, I see.
Could I have a
separate receipt for that please?
HOTEL
RECEPTIONIST Of course, madam. I'll just print one
out for you.
KATE McKENNA And can I just
double check
that I'm booked in here for two
nights, starting Wednesday.
HOTEL RECEPTIONIST
That's right Ms. McKenna.
We look forward to
seeing you again on Wednesday evening.
VideoScript Unit14 Presenting A New Product
KATE McKENNA Ladies and gentlemen, thank you
very much for coming this afternoon.
In the
next hour or so I'm going to introduce you
to
a completely new concept in toy manufacture.
I
shall begin by talking about the market research
which led to the development of this product.
Then I shall explain the technical
developments,
the production and our marketing
strategy.
Finally I shall outline our
recommendations
as to how you can make this
product a success in your territory.
By the
end of the hour you will be able to see why Bibury
Systems
are so committed to this new venture
and why we are so confident that we can
capture the American market.
So let's begin
with the background…
JENNY ROSS Can I speak to
Phil Watson please?…
This is Jenny from Bibury
Systems.
PHIL WATSON Hello, Phil Watson.
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
JENNY ROSS Phil, this
is Jenny from the marketing department of Bibury
Systems.
PHIL WATSON Hi, Jenny. How's life?
JENNY ROSS Complicated
I've been leaving
urgent messages for you for the last few days,
but you obviously haven't seen them.
I am
afraid it looks like our competitors, J. K. Toys,
have got something that is very similar to Big
Boss.
PHIL WATSON Oh no. How similar?
JENNY ROSS It's bad news.
J. K. Toys are
launching their product in six weeks' time,
so
we have decided to bring forward our launch date
again.
Can you bring over your designs so Don
can see them?
PHIL WATSON They're not finished
yet, but I'll bring everything I have…
KATE
McKENNA … So to sum up,
everything indicated
that the market was ready for a hi-tech product,
a product that would appeal to both parents
and children,
a product that lets the user
decide the character of the toy.
Ladies and
gentlemen let me introduce a break-through in toy
technology.
Ladies and gentlemen, I give you
'Big Boss'.
BIG BOSS My name is 'Big Boss'.
In six months time everyone here in the United
States of America
will be talking about 'Big
Boss' and you, my friends,
can take a share in
my incredible success.
CLIVE HARRIS Derek,
I've got fifteen minutes. That's all.
I have a
meeting with the accountant.
DEREK JONES I
would just like you to take a look.
It won't
take long. It's a development of Big Boss. It's
Big Boss Mark 2.
CLIVE HARRIS It looks a bit
like Big Boss.
DEREK JONES But it has
emotions. It can cry.
It can laugh. Not just
make the noise. Every doll on the market can do
that.
No, Mark 2 can actually make the
movements.
And the gestures. It is programmed
to look happy, sad,
angry or tired at the
touch of a button… or even by voice control.
CLIVE HARRIS Derek, I can see you've done a
lot of work on this.
It does look ingenious
How long has it taken you?
DEREK JONES Months.
I think it's a real breakthrough.
CLIVE HARRIS
How difficult will it be to manufacture?
DEREK
JONES We have new materials here. Have you seen
the new treated plastics?
They are very
flexible They are much more adaptable than the Big
Boss material.
And we have the technology.
Take a look at these basic designs. I'll show
you what I mean.
CLIVE HARRIS It will cost a
fortune to develop.
It will cost three times
as much as Big Boss.
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
DEREK JONES Not that
much. It is an expensive product.
But Big Boss
is selling upmarket.
CLIVE HARRIS Let's see
what Don and Kate say, but I think it will cost
too much.
KATE McKENNA…To conclude the
presentation
we have seen that Big Boss can
succeed in the American market.
We have a
product that can give the user more than anything
else on the market.
There is nothing that can
touch it.
Our competitors cannot deliver the
technology.
They cannot match our price and
they can't compete with our television campaign.
'Big Boss' is going to be coast to coast at
peak hours every day in the new year.
And how
much are we spending on this campaign?
Well,
let's have a look at the individual territories.
PHIL WATSON This is the wording, which I
agreed with Edward. DON BRADLEY Fine.
It's
very clear. And I think these colours work very
well.
PHIL WATSON We'll have three different
photographs of the Boss on the display.
DON
BRADLEY Yes, I like these two stills but I'm not
sure about that one.
PHIL WATSON There are
plenty of options. Have a look at these contact
sheets.
DON BRADLEY How soon will this be
camera- ready?
PHIL WATSON By next Tuesday.
DON BRADLEY I really need this for tomorrow.
PHIL WATSON Tomorrow! That's difficult.
DON BRADLEY How difficult? PHIL WATSON It'll
be ready for tomorrow.
VideoScript
Unit15 Entertaining Visitors
KATE McKENNA
Ladies and gentlemen, thank you for your
attention.
But…I would just like to say a few
more words…
I promise to keep it brief.
I
know that one or two of you have to leave now,
but for those who can stay, it's time to
relax.
We have prepared some refreshments so
that you can talk informally
about how we can
work together to make Big Boss a success.
The
table that's over there has plenty of food on it!
And I hope to be able to speak to all of you
before you leave.
And once again, thank you
very much for coming.
CLIVE HARRIS Don, what
are your plans for this weekend?
DON BRADLEY
Nothing special. Why?
CLIVE HARRIS Sakai is
back in London for a week before flying home.
He still hasn't decided which
He is
interested in Dealer Dan. We will have to work
hard.
We have to close this deal.
He may
be free this weekend and a friend of Sakai's told
me he's a keen golfer.
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
Will you be able to
offer him a game?
DON BRADLEY Yes, I could
call him at his hotel.
KATE McKENNA Yes… we
know how important the American market is.
In
fact
our Chief Executive appointed an American
as Director of Marketing and Sales.
Well, you
know Don Bradley…he's born and bred in Los
Angeles.
BRADLEY Ah, Mr. Sakai, this is Don
Bradley from Bibury Systems.
MR. SAKAI Ah,
yes, hello Don. DON BRADLEY How's your trip going?
MR. SAKAI Very well, thank you. Hard work, but
very useful.
DON BRADLEY I hear you play golf?
MR. SAKAI That's right. I do.
DON BRADLEY I'm
a member of a very good club that's not far from
your hotel.
Would you care for a round
tomorrow?
MR. SAKAI Thank you very much,
but I have just arranged to visit some tourist
sites tomorrow.
DON BRADLEY Then how about on
Sunday? MR. SAKAI Yes. That's fine.
DON
BRADLEY Can I offer you a lift?
I'll come to
collect you at your hotel at 10:30.
MR. SAKAI
That's very nice of you.
DON BRADLEY Let's
meet in the hotel lobby. MR. SAKAI Fine.
KATE
McKENNA Would you excuse me?
I must just have
a quick word with George before he goes.
George, thank you very much for coming. I hope
you think it was worth it.
US SALES AGENT
Kate, it has been a great presentation and a great
evening.
KATE McKENNA Well, please stay in
touch and let me know how the campaign goes.
MR. SAKAI How often do you manage to play
golf?
DON BRADLEY I like to play twice a week
but neither Clive nor I have been able to play
in the last three weeks
because we've been too
busy.
MR. SAKAI If I could just touch on
business for a Second…
DON BRADLEY Please do.
MR. SAKAI Let me be open.
A rival of Bibury
Systems is not only marketing a similar product
but is also launching it around the same time.
DON BRADLEY Have you seen the rival product?
MR. SAKAI Yes, I have seen Dealer Dan.
DON
BRADLEY Which product would you prefer?
MR.
SAKAI Personally I like the Boss better.
MR.
SAKAI Why did you come to the UK? DON BRADLEY My
wife is English.
We lived in America for a
while, but she prefers living near her family.
MR. SAKAI How did you meet your wife?
DON
BRADLEY After university I came to Europe to have
a short holiday.
At least that was the plan.
Within six months I was both married and
working for Bibury Systems.
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
And I'm still here.
MR. SAKAI You must like living in the UK, then?
DON BRADLEY At first I thought I would never
get used to the weather,
but there are lots of
good things.
I love the countryside and I
really enjoy going to the theatre.
MR. SAKAI
Ah, you like the theatre. DON BRADLEY I love the
theatre!
MR. SAKAI That's good. I was planning
to go to the theatre to see 'Twelfth Night'.
Do you have any plans for tomorrow evening?
DON BRADLEY No, not really.
MR. SAKAI If
you can spare the time perhaps you and your wife
would care to join me.
DON BRADLEY Well, I'll
have to check with her,
but it sounds like a
wonderful idea.
And after the play you must
let us buy you dinner in return.
MR. SAKAI See
you tomorrow, Don. DON BRADLEY Bye-bye.
MR.
SAKAI First of all I would like to thank you for
your hospitality,
your excellent presentations
and your patience.
I'm afraid it has taken me
a long time to decide on a European partner,
but I am sure you will understand
that it
is a very important decision for Detmore Systems.
I have looked at all the options, I have
talked to my staff in Tokyo
and we have
decided on Big Boss.
Ten minutes ago Clive and
I shook hands on a provisional agreement.
There is still a lot of negotiating to do, of
course,
but I am looking forward to successful
partnership with your company
and I am sure
we'll get to know each other very well over the
next few months.
VideoScript Unit16
Complaining About Products And Service
MR.
SAKAI I'm sorry to have to say this, Clive, but we
have got a problem.
CLIVE HARRIS Hasn't the
consignment arrived yet? We sent them off on…MR.
SAKAI No, Clive, you misunderstand me, the
consignment arrived two days ago.
Right on
schedule. No, the problem is with the product
itself.
CLIVE HARRIS What is it?
MR. SAKAI
Last night I had a phone call from one of my
warehouse managers.
He was very excited with
the new product.
He was certain that his son
would love one. So he took one home,
opened it
up and switched it on, and heard this…
CLIVE
HARRIS Do you have any idea how many units are
defective?
MR. SAKAI We spent the day checking
the whole consignment.
Unfortunately it looks
like batch numbers 993 and 994 all have the same
problem.
Everything else seems fine. But it
was a long job.
My staff had to check every
toy.
CLIVE HARRIS Kazo, I will get this sorted
out immediately.
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
MR. SAKAI Clive,
it is essential that we have these on the
shelves by the end of this week.
CLIVE HARRIS
I am sending Derek Jones over on the first flight.
And I shall send Don to the suppliers to make
sure it won't happen again.
DON BRADLEY There
are two hundred faulty circuit boards.
Our
product for the far Eastern launch is defective.
This will damage our reputation in the market
place
and it's very embarrassing for us.
I
want to know what you're going to do to remedy the
situation.
MR. CLAYTON Mr. Bradley, we have
tracked down the problem.
We can guarantee
that it won't happen again.
There was a
localised problem in quality control which we have
isolated and rectified
We now have a new
Quality Assurance programme.
DON BRADLEY
That's all very well but you have failed to meet
the terms of the contract.
I am afraid we have
no option.
We will have to terminate the
contract and find a new supplier.
MR. CLAYTON
Mr. Bradley,
I understand your concern
and
recognise that it's a very unsatisfactory
situation,
but may I point out it was just two
batches that were defective…
DON BRADLEY It
may have been just two batches
but we now have
two hundred defective
products on the market
with the Bibury name on them.
MR. CLAYTON Mr.
Bradley,
we appreciate that the situation has
damaged your reputation.
And we are very
sorry. But we also have a good reputation.
And
that reputation is built upon reliability
and
good relationships with our customers.
We
supply many leading companies and we are very
embarrassed by this incident.
I must assure
you that it won't happen again.
DON BRADLEY
How can I be certain that it won't happen again?
JENNY ROSS Hello, this is Bibury Systems.
The fax machine that we hired from you has
broken down. The paper keeps jamming.
It
hasn't worked properly since you installed it.
We would like someone to come and fix it now.
Look, I spoke to someone three hours ago.
They said an engineer would come before
lunchtime.
But in the service agreement
it
says that you will send someone within twenty-four
hours.
We need it fixed today.
Well, if
you can't get it repaired today then we will have
to cancel our rental agreement.
KATE McKENNA
Hello! JENNY ROSS Welcome back.
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
I hear the American
launch was a great success.
KATE McKENNA I
think we've cracked it. Qrders for Big Boss are
right on target.
And I had a wonderful
holiday…
For a few weeks I managed to stop
thinking about Big Boss.
So how have things
been here? Is this post mine?
JENNY ROSS No.
This is yours. You haven't heard the news?
KATE McKENNA What's happened?
JENNY ROSS
There's a problem with the circuitry on some of
the units that went to Japan last week.
KATE McKENNA What! JENNY ROSS Derek flew to
Tokyo to look at the problem.
KATE McKENNA So
it's serious. JENNY ROSS Yes.
And Don's gone
to the component supplier to find out how it
happened.
We think we have tracked the problem
down to just two batches, but…
KATE McKENNA I
don't believe this. Where's Clive?
JENNY ROSS
He's in a meeting.
KATE McKENNA Jenny, I need
to talk to him as soon as possible.
I've
negotiated sales of over 80,000 units to the
States…
DON BRADLEY We have three options.
We can re-negotiate with Southford Components
or we can work with MAGL or Parkview.
CLIVE HARRIS A crucial factor is how quickly
they can deliver.
DEREK JONES MAGL certainly
claim to be the fastest.
But I'm worried that
although they are fast they may not have the best
quality control.
CLIVE HARRIS And quality
control was the problem with Southford Components.
DEREK JONES Exactly. Although they have
problem that their system is improved.
DON
BRADLEY Looking at these quotations, I don't think
Parkview are the best option.
They offer a
very fast delivery time,
they have a very high
reputation
and they are the nearest supplier
to the assembly line.
But they are very
expensive compared with Southford.
DEREK JONES
Don, price can't be a factor at this stage.
DON BRADLEY I don't agree with you.
I
think we have to get the best service at the best
price.
CLIVE HARRIS I think we can re-
negotiate a far better deal with Southford
Components.
But we must move fast…Come in.
KATE McKENNA Clive, what on earth's going on?
CLIVE HARRIS Welcome back, Kate.
KATE
McKENNA I've just spent weeks selling Big Boss in
the States
and now I find out there's
something wrong with it. Why didn't anyone tell
me?
CLIVE HARRIS We only discovered this
yesterday.
And we're fairly sure that none of
the defective circuits went to the States.
Now, I spoke to New York ten minutes ago.
They're running a check.
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
They're ringing back
tomorrow.
All the signs are that it is just
those two batches in Japan.
MR. SMITH I want
to speak to Edward Green right away…please.
GERALDINE Do you have an appointment, sir?
VideoScript Unit17 Comparing
Products And Prices
KATE McKENNA The Boss
isn't doing as well as we had hoped.
We didn't
launch at the right time.
I myself don't think
the market was ready for us.
Dealer Dan came
later and cheaper…
Maybe we should move
downmarket in a couple of key territories.
EDWARD GREEN Excuse me, can I interrupt? DON
BRADLEY Sure.
EDWARD GREEN I've just had a
call from Danny McNeil at Eromart.
KATE
McKENNA Oh really?
EDWARD GREEN He wants a
meeting to discuss discounts.
Although he's
talking about a substantial order,
he wants
better terms than I can authorise.
Would you
prefer to deal with him yourself?
DON BRADLEY
How large a discount does he want?
EDWARD
GREEN He didn't say.
But I think it's higher
than anything we've ever given before.
He
loved the product, though. I think he's ready to
negotiate.
DON BRADLEY I think it's time that
we worked on this together.
Do you agree?
EDWARD GREEN Yes!
KATE McKENNA Edward, are you
coming down to the workshop?
Derek wants to
show us his latest idea. EDWARD GREEN Okay. I'll
join you later.
DON BRADLEY No, I think Derek
wants to talk to the whole team.
Come on! KATE
McKENNA Well,
it's a terrific idea, but how
much will it cost to develop?
DEREK JONES Not
as much as you think. KATE McKENNA It will be too
expensive.
DEREK JONES No, not really. I have
prepared a long, detailed,
careful analysis of
the development costs. See for yourself.
KATE
McKENNA It will never sell. Who's the market for
this?
DEREK JONES It is more upmarket than Big
Boss
but it will still appeal to kids as well
as executives and office workers.
KATE McKENNA
But that's the problem Derek.
There's no
market focus.
Do you remember the Easirite two
years ago?
We had a beautiful well-designed
but expensive product.
It was great. Parents
and children could both use it. But could we sell
it?
No, it failed because we hadn't defined
our market.
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
DEREK JONES But this
is different. This is more fun than Easirite.
DON BRADLEY The costings look okay, but it has
too many moving parts.
DEREK JONES So does a
car, but that seems to sell.
KATE McKENNA
That's not the point.
The more moving parts
you have the more likely something will go wrong.
DEREK JONES I don't agree.
DON BRADLEY
Let's just hold on a second and think about this.
Derek, you like the concept and think it will
sell;
Kate, you can't see a market for it.
KATE McKENNA I can't see where it fits in our
product range.
DON BRADLEY I'm inclined to
agree with Kate.
This is much more expensive
than anything else we market.
KATE McKENNA
Although it's a wonderful idea, we just won't be
able to sell it.
You must see that yourself,
Derek.
DEREK JONES Well not really… DON
BRADLEY Edward, what do you think?
EDWARD
GREEN Can I just check something hen-Derek?
Are you saying that there is a plastic
thin enough and flexible enough to make this
realistic?
DEREK JONES Exactly. EDWARD GREEN
That's brilliant.
On paper, I think it's the
most remarkable thing I've seen.
DON BRADLEY
Well, maybe Edward has something.
Maybe we
ought to have a closer look.
DANNY McNEIL I
don't know what's happened to your boss.
He
knows I never start my meetings late.
Do you
want to wait here for Don or would you rather look
around?
EDWARD GREEN If it's alright with you,
I'd like to look around.
DANNY McNEIL Good
choice.
DANNY McNEIL Of course I have two or
three meetings a day with sales people like you.
EDWARD GREEN It's very good of you to see me.
DANNY McNEIL I always talk to my suppliers
myself-it's the best way of working.
And I
always prefer to bring them down here- they get a
better idea of our operation.
They must
understand how we work. Our success is based upon
a certain formula
Whereas most supermarkets
target individual territories,
our products
are pan-European.
We always buy in the
products with the best sales performance-
products with a proven track record.
We
look for the biggest discounts, and we usually get
them.
DANNY McNEIL McNeil. DON BRADLEY Danny,
it's Don Bradley here.
DANNY McNEIL Good
Morning, Don. I thought I was meeting you here.
DON BRADLEY I'm sorry Danny. That was the
plan, but I'm going to be late.
This meeting
is taking longer than expected.
DANNY McNEIL
Oh. When can you get here?
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
DON BRADLEY I'll be
there as soon as I can. Is Edward with you?
DANNY McNEIL He is. DON BRADLEY Could you
start the meeting without me?
Edward knows the
situation. Oh, and can I have a quick word with
him?
DANNY McNEIL I'll pass the phone to him.
DANNY McNEIL Okay. It's for you-it's Don
Bradley, he's got a problem.
EDWARD GREEN Oh,
thanks.
DANNY McNEIL Would you like a word in
private?
EDWARD GREEN If you don't mind.
DON BRADLEY Sony Edward. I'm stuck in a
meeting here.
You'll have to deal with McNeil
by yourself.
EDWARD GREEN Oh. DON BRADLEY Can
you talk?
EDWARD GREEN Yes, he's stepped away
for a few minutes.
Do you really want me to
negotiate? Wouldn't you rather postpone the
meeting?
DON BRADLEY How do you feel about it?
EDWARD GREEN I'm happy to go ahead, I think.
DON BRADLEY You don't sound sure. EDWARD GREEN
I'm not.
DON BRADLEY Look: we've talked about
this negotiation.
You know the game plan. Do
your best… I'll be there as soon as I can.
EDWARD GREEN Okay Don. I'll do what I can. See
you later.
DANNY McNEIL Okay? EDWARD GREEN
Yes, thanks.
DANNY McNEIL So Don can't make
it.
Oh well, right, what was I saying? Oh yes:
discounts.
EDWARD GREEN We're certainly happy
to talk about possible discounts.
DANNY McNEIL
You see this? EDWARD GREEN Yes.
DANNY McNEIL
How many of these do you think we've sold in
Europe in the last month?
EDWARD GREEN
1,800-2,000.
DANNY McNEIL We sell more than
that weekly. EDWARD GREEN How much do you sell it
for?
DANNY McNEIL This retails in France
for 130 FF-we sell it much cheaper-90FF.
EDWARD GREEN That's very impressive.
DANNY
McNEIL I work on higher volumes
and I have to
move products faster than any other retailer.
That means I operate on smaller margins.
And, I repeat, I expect the largest discounts
in the industry.
But over here-here's a
product that failed. We made a mistake with this
one--of course,
I didn't select this one
myself. Right you've seen how our operation works.
You know what I'm after. Let's get down to
business.
Would you prefer to talk here or in
my office.
EDWARD GREEN The office is fine.
VideoScript Unit18 Negotiating
Prices
DANNY McNEIL Before we begin,
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
are you sure that you
are in a position to conduct this negotiation?
EDWARD GREEN Yes, I have the authority to
negotiate with you.
DANNY McNEIL Right. Let's
get down to business.
EDWARD GREEN Which of
our product lines
are you particularly
interested in Mr. McNeil?
DANNY McNEIL I could
be interested in these ones that I have outlined
here.
But I want to hear what you say about
discounts.
EDWARD GREEN Let's talk
specifically about Big Boss.
DANNY McNEIL
Let's be clear about one thing.
I hope you
realise that we must have a much large discount
than what's on the table now.
EDWARD GREEN
I think the discount problem can be resolved
but you need to be more precise about numbers.
DANNY McNEIL Fair enough.
What kind of
discount are you offering on ten thousand units?
EDWARD GREEN On ten thousand units, Mr.
McNeil,
I can offer a discount of thirty
percent. But I can't offer more…
DANNY McNEIL
30 per cent!
EDWARD GREEN Just let me finish,
30 percent,
but with a guarantee of delivery
within two months.
DANNY McNEIL Delivery must
be within two months or I'm not interested.
I'm offering you the chance to make a very
large sale
and you are turning it down because
we're…
EDWARD GREEN Can I just come in here
Mr. McNeil?
I haven't turned anything down. I
haven't said
I am just saying that on ten
thousand units
our discount terms are thirty
percent. DANNY McNEIL But…
EDWARD GREEN Please
let me finish.
Now if you commit to buy twenty
thousand units
then I could consider a larger
discount. DANNY McNEIL How much larger?
EDWARD
GREEN If you commit to twenty thousand units
then I can offer a thirty-five percent
discount.
DANNY McNEIL Thirty, thirty five
percent. I'm getting tired of this.
You are
playing games.
I am looking for a large
discount, and I hope that you're going to offer me
one.
EDWARD GREEN If you want a big discount
then you must make the order a big one.
Let's
talk about unit price rather than discount.
Our standard unit price to the wholesaler is
23.5.
DANNY McNEIL And I'm not interested in
23.5.
EDWARD GREEN Yes, I know that Mr.
McNeil. If you buy 40,000 units,
then I can
offer a unit price of 19.5.
What will your
mark- up be on the Boss, 3,3.5, 4?
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
DANNY McNEIL About
that.
EDWARD GREEN With those figures you're
going to be very competitive.
DANNY McNEIL
19.5 unit price?
EDWARD GREEN If you buy 40,
000 units;
that represents a discount of…
DANNY McNEIL I have a calculator, too.
I can
see what the discount is.
Offer me a unit
price of 19.5 on 25,000 units and we can do
business.
EDWARD GREEN I can't do that. I'm
sorry.
DANNY McNEIL Let's break for a few
minute.
I've got a few things I have to see
to.
I'll be a couple of minutes. Would you
like a cup of coffee?
EDWARD GREEN Yes,
please.
DANNY McNEIL Help yourself to the
phone if you want to make a call.
EDWARD
Thanks.
DON BRADLEY Don Bradley.
EDWARD
GREEN Hi, Don. How's the meeting?
DON BRADLEY
It's just finished. I'm on my way over. How's your
meeting?
EDWARD GREEN He's definitely
interested. We're having a break.
DON BRADLEY
What's the situation? EDWARD GREEN It's becoming
difficult,
we're stuck on the size of the
order for Big Boss.
He wants a unit price of
19.5 on an order of 25,000.
DON BRADLEY That
sounds good to me.
EDWARD GREEN I think we can
push him further.
DON BRADLEY Do you think so?
EDWARD GREEN I think so…I hope so.
DON
BRADLEY Be careful. He's a clever man.
I've
dealt with McNeil before.
When he starts
banging on the table, that's as far as you can go
with him.
Good luck! EDWARD GREEN Thanks. So
let's clarify the position so far.
As far as
Big Boss is concerned we have agreed on a unit
price of 20 for 30,000,
and I can't go below
that price for an order of this size.
Now
let's look at terms of payment. DANNY McNEIL
Ninety days.
EDWARD GREEN I'm sorry Mr.
McNeil, but that's completely unacceptable.
Our standard policy
on discounts of over
thirty percent is payment within thirty days of
delivery.
DANNY McNEIL This is not a standard
situation.
I'm making a very large order…
EDWARD GREEN Can I just come in here, Mr.
McNeil?
I know you're making a large order
but you are also getting an excellent product
at a very large discount.
DANNY McNEIL I can't
believe that this is your final offer.
EDWARD
GREEN If you order 35,000 then I can authorise
payment in 90 days.
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
DANNY McNEIL We have
already decided on quantity.
This is my last
offer. 30,000 at 60 days payment. Take it or leave
it.
EDWARD GREEN I think that offer will be
acceptable.
So all we have to do now is
finalise the delivery arrangements.
DANNY
McNEIL Well, let's discuss the details tomorrow.
DANNY McNEIL Come in! Don, how are you?
DON BRADLEY Hello, Danny, Edward. I'm sorry
I'm late.
DANNY McNEIL You are late. I'd
rather do business with you than this young man.
What have you been feeding him?
DON
BRADLEY Oh, we don't feed him. We like to keep our
staff hungry.
VideoScript Unit19
Negotiating Delivery
DON BRADLEY I'd like you
to look at those figures:
As you can see, the
maximum retail price for the Mark 2 must be 60.
That means, that to keep our margins,
our
production costs must be no more than 14 per unit.
DEREK JONES I'd rather have a retail price of
75.
I don't believe that the Mark 2 can be
produced for less than 18 per unit.
DON
BRADLEY That retail price is not a realistic
option, Derek.
We've done the research.
DEREK JONES But it's not just a toy.
This
is a genuine breakthrough. DON Derek…
Let me
finish--this is a genuine breakthrough
and the
market will be prepared to pay a premium price for
something that is
so advanced.
DON BRADLEY
Derek, let me… DEREK JONES Just a minute.
There is nothing like this on the market, we
have to take a chance with it.
CLIVE HARRIS
Derek,
I don't like arguing with you, but I
have to agree with Don.
I'm sorry, we can't
take the risk.
I say we retail at 60 and
produce at 14.
DEREK JONES No manufacturer
will be able to produce the Mark 2 for
14 per
unit and maintain the quality.
CLIVE HARRIS I
would rather not decide anything now.
DEREK
JONES I would like to show it to Hazelford
Systems.
They might be able to produce it for
15 or 16.
KATE McKENNA Jenny, could you do
something about this fax machine?
Phone the
company,
cancel the rental agreement and get
the best deal you can from another firm.
I'm
sick of this.
JENNY ROSS Hello. This is Jenny
Ross of Bibury Systems.
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
We hired a fax machine
from you and I would like to cancel our rental
agreement.
No, I'm sorry. I would rather just
cancel the agreement …
No, we did ask you to
send someone yesterday and it still isn't working
properly.
I'm sorry, but I have to say no.
Yes, if you could send someone to collect it
tomorrow morning, please.
DANNY McNEIL Now
let's turn to the Big Boss. What is the soonest
you can deliver?
EDWARD GREEN You can have the
first five thousand units before the end of the
month.
DANNY McNEIL I want ten thousand by the
end of the month.
EDWARD GREEN Well, Mr.
McNeil, that will be difficult,
but as you
have been so understanding over the question of
price,
I think we can arrange that.
DANNY
McNEIL What about the balance of the order?
EDWARD GREEN We can deliver that in three
consignments over the following three month:
DANNY McNEIL I'd rather have everything
delivered by the end of May.
EDWARD GREEN I
can't promise to do that, but I shall do my best.
MS WONG First of all, let me welcome all the
representatives of Bibury Systems.
I'd like to
say that we at Hazelford Systems
are delighted
you are considering us as a future supplier.
Perhaps I could begin by cheeking that
everyone has a copy of the agenda?
And I'd
like to add one extra item, if I may…
could we
discuss the question of exchange procedures after
item four,
which looks at general payment
conditions? So let's make a start.
Mr. Jones,
would you like to outline your position on the
first item on the agenda:
technological
specifications? DEREK JONES Thank you.
I think
that we need to consider
a couple of options
when we look at this question…
FAX REP So
that's fine.
You can sign the contract when we
deliver the machine.
JENNY ROSS How soon can
we expect delivery?
FAX REP Well, would next
Tuesday be convenient?
JENNY ROSS No, we
really need it today.
FAX REP I'm afraid
that's just not possible.
JENNY ROSS What is
the earliest you can deliver?
FAX REP We can't
do it before Friday afternoon.
JENNY ROSS
Well, I'm afraid we really need the machine by
tomorrow at the latest
or I'm going to have to
look elsewhere.
FAX REP Okay, I'll see what I
can do.
JENNY ROSS I'm sorry but that just
isn't good enough.
I must have a guarantee of
delivery by tomorrow.
FAX REP I'll need to
speak to my boss. Can I call you back in ten
minutes?
MS WONG I'm sorry. This is a very
difficult situation.
I understand your
problem, but you must see our position.
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
We think this is a
very exciting project,
but because we cannot
find a compromise I'm afraid we can go no further.
CLIVE HARRIS We cannot go higher than 14 for
30,000 units.
That is our final offer.
MS
WONG But you must realise that at this price our
margin is unacceptable.
So, I think we have
covered all the items on today's agenda,
I am
sorry that we have reached no solution
on the
final item which is the Mark 2 project.
Could
I suggest we adjourn for today and meet tomorrow
morning at ten o'clock
JENNY ROSS Is Clive
back yet?
GERALDINE He phoned about twenty
minutes ago--said he was on his way.
He didn't
sound very happy. JENNY ROSS Oh dear.
I wanted
to ask him about taking a couple of days off.
GERALDINE Suggest you wait. I don't think
that…
GERALDINE Oh, Mr. Harris there's a
message from…
CLIVE HARRIS Geraldine I'm in a
meeting with Derek. Hold all my calls.
JENNY
ROSS I see what you mean!
GERALDINE I've never
seen Derek look so angry. What's going on?
JENNY ROSS I don't know. Have they had an
argument?
KATE McKENNA Well! That was an
interesting journey!
Twenty minutes of total
silence.
JENNY ROSS What's going on?
KATE
McKENNA I think the word to describe the situation
is
CLIVE HARRIS Derek, you are being
unreasonable. DEREK JONES Me?
Why won't you
move on fourteen?
CLIVE HARRIS Derek, we have
been through this.
We have agreed our
negotiating position.
DEREK JONES I have never
agreed to this position.
We aren't offering
any flexibility. They have to protect their
margins.
CLIVE HARRIS Then we can't do the
project.
DEREK JONES That's your decision, is
it?
CLIVE HARRIS Derek, I have no choice.
DEREK JONES I'm sorry Clive. I can't accept
that.
CLIVE HARRIS What are you saying?
DEREK JONES I'm giving in my resignation.
CLIVE HARRIS That's ridiculous. You're tired.
Sleep on it and we'll talk in the morning.
VideoScript Unit20 Concluding A Deal
DEREK JONES I have been with Bibury Systems
for twelve years.
I have given the company
100% commitment.
I feel very disappo- inted
that you are unable to support me on this project.
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
I know that the Mark 2
will work and it will sell.
I intend to start
looking for a company that values new ideas.
CLIVE HARRIS Derek, there must be a way round
this.
I know how you feel. And I do value your
contribution.
To prove it I'm going to
increase your research budget…
DEREK JONES
That's not the point, Clive…
CLIVE HARRIS
Clive Harris. Yes, put her through.
Sally-good
morning.
Yes, he is. Just a minute. It's Sally
Wong. She wants to talk to you.
DON BRADLEY
Edward, I've looked through the draft contract
with Eromart.
I see you've covered packaging,
insurance, late delivery penalties…
and you
did well to make him agree to be more flexible
over terms of payment.
Well done. Now we can
get the contract finalised.
EDWARD GREEN
Before I go, can we have a chat?
DON BRADLEY
Sure. What about?
EDWARD GREEN Don, I have
been with Bibury Systems for 6 months now,
and
I'd like to talk about my future.
MS WONG I'm
terribly sorry to ask you to come here early,
but I have a proposal that could benefit both
of us
Could I suggest that we look at these
designs again?
Particularly I want you to look
at the interface
between the release mechanism
and the scanner.
I believe that we can make
the process simpler.
DEREK JONES No. I have
been through this many times. MS WONG I am sorry,
if you could just bear with me a second… I
spent all last night worrying about this.
I
believe the conclusion of yesterday's meeting was
very unfortunate.
I wanted to find a way
forward and I think I have.
The scanner does
not need to be powered from the same source.
That means it can be produced separately.
DEREK JONES No, no, no, it is…You're right.
This is brilliant.
MS WONG It's really very
simple.
DON BRADLEY Is there a problem? Aren't
you happy here?
EDWARD GREEN Yes. But I would
like to know what plans you have for me.
I
feel I've made good progress here over the last
six months. What do you think?
DON BRADLEY I
agree. We're very happy with what you have done.
Of course you did make a few mistakes,
especially early on,
but generally I'll see
you as an important part of the team
and I'm
sure Kate goes along with that.
EDWARD GREEN
That's good to hear, thank you.
I feel I've
learned a lot here in the last six months.
Obviously six months ago I couldn't have
negotiated a large deal with Eromart…
but now
I can.
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
DON BRADLEY Let's be
open here, Edward. Are we talking about salary?
EDWARD GREEN It's not just a question of money
Don.
I want to look at the whole package.
It's salary, performance-related bonus, a
company charge card,
an expense account, a
car, and a more responsible position.
DON
BRADLEY I think we should sit down, don't you?
MS WONG I am very happy that we have been able
to overcome the difficulties.
I think our
negotiations have been very successful
and as
a result we are in a position, to move forward
with this project.
CLIVE HARRIS I would like
to thank Sally Wong
for her outstanding
contribution to this project.
DEREK JONES
Here, here.
CLIVE HARRIS She has worked very
hard to find a solution to what seemed
an
impossible problem.
MS WONG Thank you. I think
the Mark 2 is a very exciting concept.
Perhaps
we should spend some time summarising
and
clarifying what we have agreed… DON BRADLEY
Edward,
if you insist on the car then I can't
offer you such a large salary increase,
and
we'll have to find some compromise on the
performance-related bonus.
EDWARD GREEN I
think I am worth the salary.
DON BRADLEY I'm
prepared to offer you a larger bonus,
but if
you accept that,
then you have to accept a
smaller salary increase.
EDWARD GREEN Could
you be more precise?
DON BRADLEY If you accept
a fifteen percent increase in salary
then I
can add an extra five percent on that bonus
figure.
That represents a forty percent
increase next year.
If you make your targets.
EDWARD GREEN Okay, if you make that a
seventeen percent salary increase,
I think we
can reach agreement. DON BRADLEY Okay.
CLIVE
HARRIS Sally, we very much appreciate your efforts
to make this product possible.
I have a small
token of our gratitude which I would like you to
have.
MS WONG That is very kind of you.
EDWARD GREEN Which just leaves the matter of
the car.
DON BRADLEY But Edward,
I said
the salary increase was
conditional on you
making a concession on the car.
EDWARD GREEN
I'll accept a smaller car.
DON BRADLEY
Alright. Now let's go through these points once
more.
Clive is going to kill me. Where did you
learn to negotiate, Edward?
EDWARD GREEN You
taught me everything I know, Don.
JENNY ROSS
Good night Ceraldine. GERALDINE Good night.
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A journey of a thousand miles begins with a
single step.千里之行,始于足下。
Where there is a will,
there is a way. 有志者事竟成。
Y(^_^)Y
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