International trade

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FINANCE MARKETING UNIVERSITY COMMERCE DEPARTMENT INTERNATIONAL TRADE Nghiemmarket.blogspot (AVTMQT 3-4) Chapter 1: Exporting and the Management of Risk. Chapter 2: Negotiating Delivery Chapter 3: Negotiating Price & Payment Translate Import & Export Contracts Listening: “Business English” CD 8 (AVTMQT 5-6) 1. Negotiating Inspection & Defects liability. 2. Legal framework 3. Export Contract “Business English” CD 9” EXPORTING AND THE EXPORT CONTRACT Dr. Dr. James R. Pinnells Compiled by Mr. Nguyen Thanh Nghiem (For Internal Use Only) September 2011 Syllabus CD 8, 9 -Lessons: 1. Exporting Management of Risk 4. Negotiating Inspection & Defect Liability 2. Negotiating Delivery 5. Legal Framework 3. Negotiating Price & Payment 6. The Export Contract . TABLE OF CONTENTS 4. Exporting and the Management of Risk 5. Negotiating Delivery 6. Negotiating Price & payment 7. Negotiating Inspection & Defects liability. 8. Legal framework 9. Export Contract THIS PART IS USED FOR CD 8 8.1 ORIENTATION TO A NEW JOB 8.1.1 COMPREHENSION QUESTIONS 1) What does Anthony have to do if he wants some coffee? a. He has to pay 50 cents for each cup. b. He has to help himself to it in the kitchen. c. He has to ask Kara to make some coffee for him. 2) If you run out of pencils and paper at work, where can you get more? a. from the kitchen b. from the CEO’s office. c. from the storeroom. 3) When Ellen says, “We have flex-time here, “what does it mean? a. Workers are not all on the same schedule. b. There are no clocks at this company. c. There is time for exercise at the office every day. 4) Using Tiffany as an example, what should you when introduced to a new co-worker? a. Extend your hand for a handshake. b. Ask the new employee to make some coffee.
c. Smile and look at your feet. 5) Does Anthony speak a second language? a. Yes, he speaks French very well. b. Yes, he speaks a little French. c. No, he only speaks English. 6) Where is Kara’s cubicle? a. It’s to the left of the entrance door. b. Her cubicle is on the shelf in the storeroom. c. It’s free. 7) If something is difficult for you at work, which phrase could you use to express this? a. “It’s quiet down here.” b. “I’m having trouble.” c. “Things are certainly flexible here.” 8) What is Anthony having trouble with today? a. He’s having trouble remembering people’s names. b. He doesn’t remember how to speak French. c. Anthony’s having trouble dealing with international accounts. 9) Suppose your boss wants you to visit Mr. Harmon in advance of the design meeting. What do you need to do? a. Call Mr. Harmon and invite him to talk with you during the design meeting. b. Go to the design meeting so you can tell Mr. Harmon about it when you visit him. c. Meet with Mr. Harmon first, before attending the design meeting. 10) Where is Anthony’s workspace going to be at AdRad? a. Anthony will share Tiffany’s cube until his is ready. b. His cubicle is the first one on the left as you come in. c. He’ll be working in Ellen’s office for a couple of weeks. -Perk: Use of a company car is a common perk. Free coffee is just one of the small perks of working here. This job has a lot of great perks, including a lot of free travel and membership at a nearby gym. -Storeroom: Did you look in the storeroom? I stocked the shelves in the storeroom just yesterday. Almost everything you need is already on your desk, but the extra supplies are stored in the storeroom. -What I need: What I need is a cup of strong coffee. I’m making a list of what I need for my trip to Venezuela. As soon as I find what I need, I’ll get to work. -Cubicle: Stop by my cubicle later, and we can talk about that. The worst thing about cubicles is that they have no windows. I don’t have an office of my own, but I have a comfortable little cubicle all to myself. -As you come in: As you come in, you’ll see the secretary’s desk just inside the door. Please stop and sign the registry as you come in. Our office is on the right as you come into the building, it’s on the left, of course. Have trouble I always have trouble finding my way around downtown. No, we didn’t have trouble finding your place- you gave us excellent directions. She’s having a lot of trouble with her computer today. She’s lost several files already. Keep names straight Do you think you can keep all the names straight. Kara’s very good at keeping names straight. When I saw Ted, I called him Tim. I just can’t seem to keep these names straight. Share I’m going to find a roommate to share expenses, that way, I can get a better apartment. Miles dreamed that he had to share a cubicle with Rick. There’s only one piece of cake left. Get two forks, and we’ll share it.
Workspace My workspace is usually pretty messy. It’s a small workspace, but you should find everything you need here. His workspace used to be a small cube, but now he has a big office with a wooden desk. In Is the doctor in? Mr. Burns is out right now, but I’ll let you know when he gets in. I guess nobody’s in yet. The office is completely empty. Straggling When the game ended in defeat, the fans went straggling home. On Monday mornings, the workers come straggling in to the office. Stop straggling, boys! Stay together and move a little faster! Flex-time I’m looking for a job with flex-time opportunities. Do you have flex-time here? She needs a job with flex-time because her children often need her at home. In advance She didn’t schedule an appointment in advance, so she couldn’t see the dentist. You’ll need to cancel your reservation 24 hours in advance in order to get a refund. If you had explained the problem in advance, then I would have been prepared to solve it. Flexible Oh, come on! Be flexible! You can come anytime. We’re flexible. She’s not flexible enough for this job. Things are always changing here, and she hates change. Fluency She has total fluency not only in Spanish, but also in Portuguese and Italian. His fluency in Japanese often surprises our clients. Susan studied German for years, but never achieved fluency until she went to live in Germany. Useful This knowledge will be very useful to our company. Does anybody have any useful ideas? Yor umbrella is beautiful, but it can’t be very useful here in the desert. International Will the job involve international travel? The International Food Court at the mall has ethnic food from many different countries. Our international accounts are much more profitable ELLEN The kitchen is down there. You’ll find coffee there and a refrigerator, if you want to bring your lunch. ANTHONY Do you have to pay for the coffee? ELLEN No, it's free, but you might have to make it yourself sometimes. ANTHONY That's OK. It's a nice perk. ELLEN Yes, it is. And down past the kitchen is the storeroom. If you need supplies like pads or pens, you can get them from here. §2 ANTHONY What if I can’t find what I need? ELLEN You can ask Kara. She knows where everything is. ANTHONY Have I met her? ELLEN She's the woman who sits in the first cubicle on the left as you come in. ANTHONY Oh, yes. I’m having trouble keeping all the names straight.
ELLEN And this is where you'll be working. You'll be sharing a workspace with Tiffany McGuire until we can get you one of your own. ANTHONY That's fine. It's quiet down here. Isn’t anybody in yet? ELLEN Oh, they'll come straggling in. ANTHONY So everyone isn't required to work the same hours? ELLEN Oh, no, we have flex-time here. So everyone puts in at least 40 hours, but when they do is pretty much up to them. ANTHONY How does that work for meetings? ELLEN We try to schedule them well enough in advance so that everyone can plan to be there. ANTHONY Things are certainly more flexible here than at my last job. ELLEN That was in France? ANTHONY Yes, it was. ELLEN Your fluency in French will be very useful when dealing with some of our international accounts. TIFFANY Good morning, Ellen. Hello. ELLEN Tiffany, this is Anthony Brown, our new writer. Today's his first day. TIFFANY Nice to meet you, Anthony. Welcome. ANTHONY Thank you. It's nice to meet you, too. ELLEN Tiffany just started working here a few months ago, so she'll be a good one to ask for help. TIFFANY Sure. I know what it's like to be new and not know anyone or where things are. ANTHONY Thank you. I'm sure I'll have lots of questions. ELLEN Well, I've got to get Anthony over to see Mr. Scott in Human Resources so we can take care of his paperwork. ANTHONY Nice to meet you. Tiffany. TIFFANY See you later, Anthony. 8.1.1 COMPREHENSION QUESTIONS 1) What does Anthony have to do if he wants some coffee? a. He has to pay 50 cents for each cup. b. He has to help himself to it in the kitchen. c. He has to ask Kara to make some coffee for him. 2) If you run out of pencils and paper at work, where can you get more? a. from the kitchen b. from the CEO’s office. c. from the storeroom. 3) When Ellen says, “We have flex-time here, “what does it mean? a. Workers are not all on the same schedule. b. There are no clocks at this company. c. There is time for exercise at the office every day. 4) Using Tiffany as an example, what should you do when introduced to a new co-worker? a. Extend your hand for a handshake. b. Ask the new employee to make some coffee. c. Smile and look at your feet. 5) Does Anthony speak a second language? a. Yes, he speaks French very well. b. Yes, he speaks a little French. c. No, he only speaks English. 6) Where is Kara’s cubicle? a. It’s to the left of the entrance door. b. Her cubicle is on the shelf in the storeroom. c. It’s free. 7) If something is difficult for you at work, which phrase could you use to express this? a. “It’s quiet down here.” b. “I’m having trouble.” c. “Things are certainly flexible here.” 8) What is Anthony having trouble with today?
a. He’s having trouble remembering people’s names. b. He doesn’t remember how to speak French. c. Anthony’s having trouble dealing with international accounts. 9) Suppose your boss wants you to visit Mr. Harmon in advance of the design meeting. What do you need to do? a. Call Mr. Harmon and invite him to talk with you during the design meeting. b. Go to the design meeting so you can tell Mr. Harmon about it when you visit him. c. Meet with Mr. Harmon first, before attending the design meeting. 10) Where is Anthony’s workspace going to be at AdRad? a. Anthony will share Tiffany’s cube until his is ready. b. His cubicle is the first one on the left as you come in. c. He’ll be working in Ellen’s office for a couple of weeks. 8.2 LISTEN TO DIRECTORS 8.3 TEAMWORK … Excuse me. Tiffany, could I bother you for a second? … Yes? … I'm supposed to review the documents on the Toulouse Travel account, but I can’t access the folder. … Just click on the new accounts icon. … Thanks, Tiffany. Sorry to interrupt you. … No problem. … Hey, Anthony, do you have a minute to talk about this new project? … Sure. You're Rick, right? … Righto, pal. Now, I've got an idea for this project that I think will really blow them away. … Would you guys mind discussing this somewhere else? I've got a deadline. … Sorry, Tiff. …Why don't I meet you in your office? I’ll be there in five minutes. … Perfect. I'll see you there. … Look, Anthony, I'm sorry to blow up like that. … Don't worry about it. It's understandable. … It's just that I have a lot of work to do, and having to share the workspace and the computer makes it harder. … Is there anything I can do to make it easier? … You could pick stuff up when you're done with it. … I guess I have been bad about leaving papers all over the desk. … It isn't that you've been bad. It's just that with two of us in this small space, we have to think about the other person all the time. … I’ll get these out of your way now. … This must be even harder for you, being new and all. … Well, it isn't ideal, that's for sure. But I suppose it'll make me appreciate it more when I have my own space. …That's for sure. … I’d better go see what Rick wants. See you later. TIFFANY Bye. 1) Who interrupts Tiffany while she's working? a. Anthony interrupts her. b. Rick interrupts Tiffany by asking her a question. c. Ellen does. 2) In this scene, how does Tiffany feel about being interrupted while she's working? a. She feels that Anthony and Rick need her help, and she's going to help them right away. b. She's annoyed. c. She's happy to have someone to talk to. 3) Anthony says that he's supposed to review some documents. What does he mean? a. He's volunteering to review the documents. b. It's part of his job to review the documents. c. He doesn't want to review the documents. 4) What problem does Tiffany help Anthony with? a. Tiffany shows him how to review documents.
b. She tells him where to find highlighters and floppies. c. She helps Anthony locate folder in his computer. 5) Rick says that his idea "will blow them away." What does informal expression mean? a. that nobody will understand his idea b. that everybody will leave him alone in the future c. that people will be very impressed with his idea 6) What is the main topic of conversation between Anthony and Tiffany in this scene? a. They're discussing a new project. b. Their conversation is about computers and how difficult they can be to work with. c. They talk about how hard it is to share a small workspace. 7) Why is Tiffany in a hurry? a. She has a deadline b. She always goes home at 5:00 o'clock, and it's already 4:50 . c. She has a lunch appointment and she's running late. 8) When Tiffany says that she is sorry to "blowup like that," how else could she express her feelings? a. "I'm sorry to hear you had flat tire." b. “I'm sorry to interrupt you.” c. "I'm sorry that I got angry." 9) Suppose that a co-worker is eating lunch in your cube, and this bothers you. What phrase could you use to politely ask your co-worker to leave? a. "Do you think you could crunch those chips a little louder?" b. "Would you mind eating in the kitchen?' c. "Are you going to leave mustard stains on my chair again?" 10) Where do Rick and Anthony decide to meet? a. They're going to meet in the kitchen. b. Rick has reserved a conference room for their meeting. c. Anthony's going to go to Rick's office. 11) Why does Rick come to Tiffany's cube, and why does he go away? a. He comes to the cube to help Anthony with the computer and he leaves when he's done. b. Tiffany invited Rick to the cube to help her, and he goes out to get coffee. c. Rick comes to talk to Anthony and he leaves because he's bothering Tiffany. 12) How do Tiffany and Anthony deal with the difficulty of sharing her workspace? a. They discuss the situation. b. They decide not to talk so they won't bother each other. c. Tiffany tells Anthony that he can't use her cube anymore. 13) If your colleague says that she has meetings all over town today, what is she telling you? a. Your colleague will hold several meetings at different times in her office. b. She has meetings in many different places today. c. She must attend several meetings downtown today. 14) Which phrase best follows or goes with the expression, "Don't worry"? a. "You made a huge mistake." b. "You'll get chewed out for this." c. "It's not a problem.” 15) What does Anthony offer to do to make it easier to share the cube? a. He offers to do most of his work in the storeroom. b. He's going to ask Rick to help them discuss the situation. c. He's going to pick up his papers and other stuff. 8.4 REQUEST CLARIFICATION ANTHONY & RICK. … Rick, before we talk about the project, can I ask you a question? … Sure thing. I can't guarantee an answer though. …I've met a lot of people in the past couple of days, and most of them are pretty friendly. But I can't figure Miles out. … Welcome to the club, buddy. Nobody can. …No, I'm serious. He's very cold to me. I must have offended him somehow, but I have no idea how. …Don’t worry about it. He's that way with everybody. The only person he ever lightens up with is Ellen. … So you don't think I did something to annoy him? …Life annoys Miles, Anthony. He's basically a good guy, but he's just too serious and can't stand it when everybody isn't equally as grim. … Ellen doesn't seem so serious. Why does he lighten up with her and nobody else?
RICK Those two have been friends since the Stone Age. Once you've known Miles for a few millennia, he'll relax with you, too. ANTHONY When I was introduced to him, he seemed polite enough, but when I ran into him in the lunchroom yesterday he barely said "Hi" to me. RICK Well, he's got a lot on his mind these days. ANTHONY What do you mean? RICK Off the record, rumor has it that he's looking for another job. ANTHONY Why in the world would he do that? RICK Let's just say there are some people here with whom our Miles can't quite get along. ANTHONY But everybody here is so friendly. Why can't he talk to them about it? RICK Mostly because they won't take it as seriously as he will and then he'll get even madder. ANTHONY That's hard to believe. RICK Well, you know us creative types. We're unpredictable. ANTHONY You mean it's you that Miles can’t get along with? …To be fair, it isn't all his fault. We just don’t see eye-to-eye on many things. ANTHONY That's too bad. RICK It is too bad. But if we don’t get back to work here, we might be the ones looking for jobs. … OK. Now, what was your idea? Questions 1 Where are Anthony and Rick meeting? a. in Ellen's office b. in Rick’s cubicle c. in the storeroom 7 If you think someone is being too serious in an informal setting, what can you say? a. Nobody can. b. "Lighten up." c. Sure thing. 7 What does Rick say about Miles's personality? a. He says that Miles likes to lighten up with most of his co-workers during meetings b. Rick says that Miles is cold with everybody except Ellen. c. Rick thinks that Miles is very friendly. 7 Which phrase can you use to ask someone to keep your information secret or confidential? c. “off the record” a. "these days" b. "rumor has it" 7 Why does Rick say, "We just don't see eye to eye"? a. He's implying that his eyesight is better than Miles's. b. This is his way of saying that he's much taller than Miles. c. He means that he and Miles disagree. 1) What does Anthony want to talk about? A)He wants to talk about the weather. B)He asks Rick to tell him something about Ellen. C)Anthony wants to ask question about Miles. 2) Suppose that you are having trouble understanding your boss's personality. Which phrase would express this idea? A) "I just can't figure him out." B) "I'm serious." C) "I can't guarantee an answer." 7 Rick says, "Welcome to the club." What does this mean? He means that Anthony is now a member of a special organization of writers and artists. Rick is inviting Anthony to play golf with him. It means that many people have had a similar experience. 7 What is Anthony's opinion of his co-workers? He says that they all take things too seriously, except for Miles. He thinks everyone seems cold. Anthony thinks they are friendly, except for Miles 7Which statement best summarizes this scene? Rick tries to talk about Miles, but Anthony doesn't want to. After Rick and Anthony discuss Miles, they decide to get to work. Anthony and Rick work on project, and then they start talking about Miles. 8.5 OBTAIN HELP Anthony & Tiffany
ANT: Oh, hello Tiffany. Would you mind helping me with something? … Sure. What can I do for you? … I’m working on a new slogan for a travel agency, and I’m having some problems. … What's the matter? … Well, they want a short, punchy catch phrase. … We all know how easy it is to come up with those. … Yes, well, all I've got is a bunch of silly phrases, none of which hits the mark. ...What have you come up with so far? …”Tell us where, we'll get you there" is about the best I've got. … Hmm, I see what you mean. Rhymes are tough. What kind of travel do they specialize in? … Right now all kinds, but they're hoping to lure in more business travelers with this new campaign. … Well, can you work the word "business" into a slogan? … Something like, "It's our business to get you to your business"? … I liked the first one better. What's the name of the agency? … Toulouse Travel. I think it's the person's name or something. … How about, "No time to lose? Call Toulouse"? … They've already rejected that one, about a hundred years ago. … Well, let's work on the, "Take the hassle out of travel" angle. … "Near or far, we'll get you that"? … I was thinking more along the lines of, "Let us do the work while you relax." … Well, as you can see, I'm not coming up with anything. … When I get blocked like that, it helps to wander around and talk to people. … I don’t really know anyone well enough to just drop in on them in their cube. I'd feel like I’m disturbing them. … Don’t worry. People do it all the time. They'll let you know if they're busy. … Should I ask people for input? … You could, but be careful. If you ask, and then don’t use it, they might feel slighted. … Maybe I go find Rick. He's easy to talk to. … He's such a nut that it might help you get your creative juices flowing. … Whatever works. Thanks. I'll see you later. … Good luck! 8 What is Anthony's problem in this scene? a. He's having trouble creating a slogan. b. He wants to take a new job at a travel agency. c. He doesn't know where to get the supplies he needs. 8 If you are temporarily unable to be creative, how can you express this problem? a. I'm blocked. b. I liked the first one." c. I see what you mean" 8 How does Tiffany try to help Anthony at first? a. She tries brainstorming some ideas with him. b. She tells him that his first idea is very good. c. She tells him to go to lunch and she will think of a slogan for him. 8 Tiffany and Anthony don't create a good slogan. What does Tiffany suggest next? a. She suggests that Anthony get a different job. b. Tiffany suggests that Anthony talk to people around the office. c. She suggests that he use his first idea because it's the best one. 8 What is Tiffany's attitude in this scene? a. Tiffany is cold and rude b. She's helpful and supportive. c. She seems to be annoyed and impatient. 6 What does Anthony do when he's having some problems with his work? a. He tells his boss that the job is too difficult. b. He pretends that everything is fine. c. He asks a co-worker for help. 7. If you think your co-worker is having some problems, how can you express that you'd like to help? a. Tell us where. b. What's the matter" c. I'll see you later. 8 Which two words are an example of a rhyme? a. near, far b. hassle, travel c. where, there 9 How does Anthony feel about dropping in on his co-workers? a. He's afraid he may bother them if they're busy.
b. He wants to drop in, but Tiffany tells him nobody does that at AdRad. c. He enjoys going to visit his co-workers without telling them in advance. 10. What does Anthony decide to do? a. He's going to drink some juice and try to think some more. b. He's going to talk to Rick. c. He decides to drop in on Ellen. 8.6 DISCUSS SENSITIVE ISSUES TIFF. Rick, do you have a second? RICK. Sure, Tiff, what's on your mind? TIFF. There's something important I need to talk to you about. ANTHONY I can go somewhere else if you two want to talk. RICK. No, stay right where you are. We've got no secrets. TIFF. Rick, you probably don't even realize it, but I’m uncomfortable with the way you sometimes treat me in meetings. RICK. You're uncomfortable? Talk to Miles. He's in agony. TIFF. I'm serious, Rick. At first I let it pass, but it's becoming a problem. RICK. I’m sorry. Tiff. I had no idea I was doing anything to make you uncomfortable. ANT. Maybe I’ll get a cup of coffee. TIFF. You may not realize it, but when you interrupt me, or answer for me in a meeting, it makes it seem as though what I have to say isn't important. RICK. Gee, Tiff, I think maybe you're making too big a deal out of nothing. I don't mean to make it look that way. TIFF What you mean to do is beside the point. The fact is, you do it, and I think it hurts my credibility. RICK You know how I am in the give-and-take of a meeting, I get into the middle of it. TIFF And that's fine, up to a point. But when you start monopolizing the meeting, I feel like I might as well not even be there. " RICK All you have to do is jump in and I’ll shut up, honest. TIFF I can't do that. I hate to interrupt people. RICK Even if they've interrupted you? TIFF That's right. Rick. I don't want to work this way anymore. RICK You don't mean that you're thinking of resigning? TIFF Let's not get melodramatic. What I’m saying is I feel like it's damaging our working relationship. RICK OK, how about if we meet each other half way? TIFF How do you propose we do that? RICK I’ll do my best to not interrupt you, but if I do, you interrupt me back. TIFF No, that's just shifting the responsibility to me, and the way I see it, it's your problem, not mine. RICK. You've got a point. OK, I promise I won't cut you off anymore, no matter how excited I get. TIFF. That sounds pretty good. And if you do interrupt me again, what then? RICK. I’ll buy you lunch at The Hungry Lizard. TIFF. I'll settle for a coffee at Cool Beans. RICK. It's a deal. TIFF. Thanks, Rick. RICK. No problem, Tiff. I'll see you later. TIFF. OK, Rick. QUESTIONS 1. Who opens the discussion in this scene and how? a. Tiffany does, by asking Rick if he has a second. b. Rick does, by saying, "What’s on your mind?' c. Anthony does, by getting up to go for coffee. 9. What polite action does Anthony take during the discussion? a. He offers to get coffee for everyone. b. He offers to leave the cube so that Rick and Tiffany can talk more privately. c. He offers suggestions to help Tiffany and Rick understand each other. 3 What is the subject of this discussion? a. Tiffany doesn't like Rick to interrupt her during meetings.
b. Rick thinks that Tiffany is hurting his credibility. c. Rick thinks that Tiffany is monopolizing the meetings. 10. What is a good phrase to use if you want to compromise with someone? a. "Let's meet each other halfway." b. “That's beside the point." c. "Don't be melodramatic." 10. Which of the following is an example of cutting someone off? a. You interrupt a colleague who hasn't finished speaking. b. You call the office to reschedule your meeting. c. You resign from your job because you can't get along with a colleague. 6. Why does Anthony go out for a cup of coffee? a. He wants to let Tiffany and Rick talk privately. b. Tiffany asked him to get her a cup c. He's feeling very sleepy and wants a caffeine boost. 7. Suppose your client makes a rude comment, and your boss tells you to let it pass. What does your boss want you to do? a. Ask the client to apologize. b. Ignore the comment or pretend you didn't hear it. c. Make a rude comment back to the client. 8. Why does Rick interrupt Tiffany during meetings? a. He gets excited and has a lot to say. b. He wants her to resign from her job. c. He wants to further credibility and embarrass her. 9. What does Rick suggest that Tiffany do about the problem? a. He says that Tiffany should tell him to shut up. b. He suggests that Tiffany jump up and down every time he interrupts her. c. He says that Tiffany should interrupt him in the same manner. 10. Tiffany and Rick make a deal. What are the terms of their deal? a. If Rick interrupts her again, he has to buy her a coffee at Cool Beans. b. If Tiffany takes Rick to lunch at The Hungry Lizard, Rick will stop interrupting her. c. Rick won't interrupt anymore if she promises to stop yelling at him. 8.7 ASSERT AUTHORITY RICK: Hi, Ellen. What's up? ELLEN Come on in, Rick. Would you mind closing the door? RICK Sure. Why all the secrecy? ELLEN No secrecy. I just don't want to be interrupted. RICK Uhuh. Sounds like I'm going to get chewed out. ELLEN Rick, can you be serious for five minutes? RICK I’ll try, but you know me, Boss. ELLEN You know that Miles has given notice? He's going to work for Cool Beans. RICK Cool. ELLEN Not cool at all. That's going to leave us scrambling to fill his position. RICK Just stuff a shirt and prop it up in the meeting room. That'll be fine. ELLEN Listen, Rick, I don't have time for fooling around. RICK: OK, Ellen, I’m at your service. What do you need done? ELLEN: I need you to wrap up your work on the Food Forum project. RICK: No problem. I'll have it done in plenty of time. ELLEN: Rick, we're already a week past deadline. I have to nail down a final date now. RICK: How about a week from today? ELLEN: Not good enough. I have a meeting with Terrence Landis Monday morning. RICK: Then when do you need it? ELLEN: I'll need it by Friday noon in order to have time to get ready for the meeting. RICK: Gee, Ellen, I don't know. That's kind of tight. ELLEN: I know it is Rick, and I'd like to give you more time, but I’m up against the wall. RICK: OK, Chief, you'll have it by noon on Friday. ELLEN: Thanks, Rick. RICK: As the wharf boss said in On the Waterfront, “Let’s go to work!” Answer the following questions
11) What does Rick think this meeting is about? a. Rick thinks that perhaps Ellen is going to reprimand him. b. He thinks maybe Ellen will offer him Miles's old job. c. Rick thinks Ellen's angry at him for chewing gum. 11) Why does Ellen ask Rick to close the door? a. She doesn't want to be interrupted while she's talking to Rick. b. She wants to yell at Rick and she doesn't want anyone else to hear her. c. She wants to tell Rick secret. 11) Suppose you are in a meeting, and your boss asks you to be serious for five minutes. What do you need to do? a. Concentrate on the importance of the meeting. b. Tell a few good jokes to help everyone lighten up. c. Look at your watch and don't talk for exactly five minutes. 11) Which is the best way to tell a colleague that you've resigned from your job? a. "I'm going to get chewed out." b. "No secrecy." c. "I've given notice." 11) How does Rick react to the news that Miles has given notice? a. He doesn't believe the news b. He becomes very serious and expresses concern. c. He's not bothered at all. 6) What does Ellen actually want to discuss at this meeting with Rick? a. Ellen wants Rick to schedule a meeting with Mi. Landis. b. Ellen wants him to finish up the Food Forum project ASAP. c. She's asking Rick to extend the deadline for the Food Forum project. 7) How does Ellen feel about Miles's resignation? a. She's not bothered at all. b. She thinks it's very cool that he's leaving. c. She thinks it will be difficult to find someone to do his job. 8) If your client asks you to nail down a date for a meeting, what do you need to do? a. Give your client three or four possible dates for the meeting. b. Choose a specific date for the meeting and notify your client. c. Secure the calendar to the wall so it won't blow away when the window's open. 9) When does Ellen need the Food Forum work from Rick? a. by 12:00 on Friday b. by noon on Monday c. a week from today 10) What is Rick's response to Ellen's request? a. He's happy that Ellen has given him more time. b. He says that he can't possibly complete the work by Friday. c. He'd like more time but promises to finish by the deadline. 8.8 NETWORKING TIFFANY Wow, what a long day! ANTHONY No kidding. Are you getting ready to leave? TIFFANY No. I’ve got some things to do. ANTHONY Do you work late a lot? TIFFANY Sometimes. But this isn't work. ANTHONY What are you doing? TIFFANY I'm writing a paper for a course I’m taking. I don’t have a computer at home. ANTHONY Do they mind if you do that kind of work in the office? TIFFANY Oh, no. As long as I do it on my own time, Ellen says it's fine. And I bring in my own paper to print it on. ANTHONY Are you taking courses for fun, or working toward a degree? TIFFANY: I’m working on an M.B.A. I'd like to open my own agency some day. ANTHONY: Wow, that's impressive. You know, I took a couple of business courses and enjoyed them. I’d like to take more some day. TIFFANY Why not start now? AdRad will pay tuition for work-related courses. ANTHONY Even for a new employee? TIFFANY Yeah, it's one of the benefits. Didn’t you read the manual? ANTHONY I just skimmed through it. I haven’t had much time recently. TIFFANY Well, the courses are great and you meet a lot of interesting people that can help you in your career.
ANTHONY In a college class? TIFFANY Sure. Actually, I heard about this job from one of my professors. ANTHONY Seriously? TIFFANY Really. A lot of the teachers are tied into local businesses. It's great for networking. ANTHONY It wouldn't hurt me to meet some people. TIFFANY And most of the students are professionals working to advance their skills. I've made lots of contacts in the advertising business through my classes. ANTHONY Is the program hard to get into? TIFFANY Yes, but I think if you've come this far in your career, you've probably got the credentials to be accepted. ANTHONY Do you know who I should talk to about applying? TIFFANY Why don't you come to class with me tomorrow night? I can introduce you to Professor Cassandra and show you around. ANTHONY That would be great. Are you sure you don’t mind? TIFFANY Not at all. Class starts at seven. We can leave from here and grab something to eat first. ANTHONY Thanks, Tiffany. I'll see you tomorrow. TIFFANY Good night. QUESTIONS: 1 Tiffany and Anthony are talking in Tiffany's cube. What time is it? a. It's probably about 5:00 p.m. because they're talking about going home. b. It must be about noon since they're planning to get some lunch. c. It seems to be early in the morning as they've just arrived at the office. 2) Why is Tiffany planning to stay at the office? a. Tiffany needs to use the computer for some college work. b. She wants to work late so that she can earn some extra money. c. Tiffany is finishing Anthony's work for him. 12) Why is Tiffany taking courses? a. She wants to get an MBA degree and start her own business. b. She takes courses for fun. c. Ellen told Tiffany she has to take the courses. 12) Where can you find information about the benefits your company offers? a. in any newspaper b. in the employee manual c. in a college class 12) If you want to meet and talk with people who can help you advance your career, how can you express this? a. "That's impressive."b. "I take courses just for fun." c. "I need to do some networking." 6) What do you know about Tiffany's work habits? a. She always works late, including today. b. She never works late c. She sometimes works late 7) Why does Tiffany write her college papers at the office? a. She doesn't want to buy paper for her printer at home. b. Tiffany writes her papers when she's bored by the work at the office. c. Tiffany doesn't have computer at home. 8) If a colleague asks you to skim through a report before a meeting, what do you need to do? a. Count the pages in the report and sign it at the bottom. b. Read every word and be prepared to discuss every detail. c. Read the report quickly, looking for the main points. 9) How do you know that Tiffany has used networking as a way to help her career? a. She says that she heard about her present job from college professor. b. She says that she got this job through an employment agency. c. She says that the only way to get a good job is by reading the newspaper ads. 10) Tiffany invites Anthony to go to class with hex tomorrow night. What are they going to do first? a. They're going to order dinner from the comer restaurant to eat at the office. b. Tiffany and Anthony are going to have a quick dinner. c. They're going to go to a restaurant for a relaxed, seven-course meal.
1-6 CHAPTER 1: INTRODUCTION Exporting and the Management of Risk 1. The Meeting of Minds THE PROBLEM An exporter and a buyer negotiate together. At some point there is a "meeting of minds”: their discussion becomes an agreement - with important legal consequences for both sides. This is a dangerous moment for first-time exporters: they know their local market but exporting poses new problems in production, delivery and, above all, pricing. A hasty agreement can cause heavy losses. Nguyên tắc: THE PRINCIPLE: Once scope (the goods to be Một khi hàng hoá được chuyển giao và giá sẽ delivered) and price (the price to be paid) are phải thanh toán được các bên thỏa thuận, thì agreed, the bare bones of a legally enforceable các quy định trong hợp đồng sẽ trở nên có hiệu agreement are in place. Before reaching such lực cuỡng chế. Trước khi ký kết hợp đồng, agreement, the exporter must be sure that the nhà xuất khẩu phải đảm bảo rằng hàng hoá goods can be delivered exactly as promised and được giao theo đúng như thỏa thuận và giá cả that the price covers the full cost of exporting. phải tính đến tất cả các chi phí liên quan đến xuất khẩu. rehearsal IN MORE DEPTH Let us start with a company and a product. Office Enterprises makes office furniture: its main lines are desks and filing cabinets. The company is located in a country we can call Verbena, a small island republic, somewhere in the tropics. Office Enterprises was founded ten years ago by Alec Patel. So far, Patel has sold products only on the domestic market. At a seminar in 1995, Patel meets Juliana Gomez, owner of Esperanza Trading. Esperanza Trading is an import-export company located in Esperanza, a developing country, also in the tropics. Gomez sees a potential market for Patel's office furniture in Esperanza. A negotiation begins. The two negotiators quickly reach an agreement, a ''meeting of minds" as lawyers call it: Office Enterprises will supply 30 leather-covered executive chairs for which Esperanza Trading will pay $9.000.1 "Everything else," they say, "we can agree when the time comes.” This agreement, although nothing is in writing and no details have been worked out, is a contract: each side has commitments to the other—both have rights, and both have duties. What are these rights and duties? Office Enterprises has the duty to deliver the chairs and the right to collect payment. Esperanza Trading's situation is exactly complementary: i t has the right to receive the chairs and the duty to pay for them. In contract language, the scope of the contract is 30 chairs, and the price is $9.000. Scope against price—that is the essence of the export contract. Let's look more closely at scope, price, and the associated risks. SCOPE PRICE Let’s look more closely at scope, price, and associated risks. First, scope: the product. An exportable product will normally be mature, in other words, the manufacturer should have experience in making the product and enough production capacity in coping with the size of the order, quality assurance problems should already be solved. Closely related to scope is Delivery. The exporter must have access to safe and timely means of delivery: for example, the export of cut flowers will certainly lose money unless the grower is certain of regular and reliable air shipment. Unfortunately, exporters sometimes contract to supply goods but fail to think about the problems of delivering their goods until after the contract is signed. By then it is too late: a bad name in the trade or an expensive lawsuit are the common results of this lack of foresight. 1 : Most of the deals in this book are denominated in Verbena dollars (V$). This imaginary has no steady value and is liable to float from chapter to chapter. And finally price. Does the contract price cover the exporter’s costs and leave a reasonable profit margin. Answering this question calls for careful and knowledgeable pricing. There are two pricing
models are worth mentioning: the free market and the loaded market model. First the “free-market” approach. In a market that is free, a manufacturer calculates export prices by adding: a. The cost of making the goods in the factory; b. An appropriate portion of the overhead costs of the factory (e.g.,if the export deal is worth 2% of annual sales, the export price should include roughly 2% of annual overhead costs); c. The extra costs associated with exporting (e.g., the cost of international faxes and telephone calls, additional freight costs, the administrative cost of preparing the full export documentation, the cost of waiting perhaps ninety days for payment rather than the usual thirty, and so on); d. A profit margin (high enough to make a fair profit but low enough to make the goods competitive in the intended market.) The resulting price is a fair reflection of the manufacturer's costs , plus a reasonable expectation of profit. Charging a lower price immediately erodes profit, the erosion that quickly leads to losses. Situation Verbena Fan is a successful producer in the domestic market. It is looking for new markets and sees good potential sales in Esperanza. First Calculations The wholesale price of the product is $3 cheaper in Verbena than the wholesale price of a comparable product in Esperanza. Negotiations with an importer in Esperanza begin. To secure the business, Verbena Fan quotes an attractive price of $22. The contract is signed. $23 Wholesale price of $22 $20 similar product in Export price low enough Wholesale price of Esperanza to beat competition in fan in Verbena Esperanza The Learning Process During manufacture and shipping, additional costs continually arise. When payment is later than expected, Verbena Fan must borrow from the bank, further increasing costs Warranty claims are more expensive internationally than they are locally—more costs $25 $23 When payment is $26 When the extra made later than After warranty claims costs of export expected, the cost of are met, the true production emerge, capital drives up the wholesale price the real wnole sale wholesale price still emerges. price is higher. further. The Outcome An expected profit of up to $2 per fan turns into a actual loss of $4 $4 Loss per fan THE ANATOMY OF AN EXPORT LOSS The arithmetic of exporting is often sobering: the manufacturer’s export price is likely to be appreciably higher than the price he charges locally- and it may well be more than any buyer is prepared to pay. But why? What are the extra costs that drive export prices uneconomically high? These costs fall into three categories: ♦ Direct additional costs; ♦ Intangible management costs; ♦ The cost of capital. Direct Additional Costs
Some additional costs are easily identified. Some examples: international telephone calls are clearly more expensive than local ones; costly foreign travel is neces'sary for face-to-face negotiation; pack- aging must often be upgraded to withstand a sea journey or rough handling. Extremely important are the extra costs of meeting warranty claims: a warranty repair that costs a few dollars to make in Verbena will cost far more when the full international costs are added in.2 Chi phí quản lý vô hình Intangible Management Costs Có những chi phí khác rất khó nhìn thấy: ví Other costs are less tangible: for example, dụ, hợp đồng viết bằng ngoại ngữ, nếu nhà misunderstandings can arise if foreign languages xuất khẩu hiểu sai có thể dẫn đến bồi are involved; management time must be invested thường; bộ phận quản lý phải mất nhiều in completing export formalities: obtaining the thời gian để lo thủ tục chứng từ xuất khẩu certificate of origin or the export license, như chứng thư xuất xứ hoặc giấy phép xuất negotiating the transport contract, collecting a khẩu, rồi phải đàm phán hợp đồng vận letter of credit—all are time-consuming activities. chuyển, mở tín dụng thư - tất cả đều cần đến nhiều người tham gia và công ty phải mất tiền để trả lương cho họ. The Cost of Capital The cost of capital must also be considered: let's take an example. Patel is charging $9,000 for 30 chairs. Perhaps $1,000 of this is expected profit—the remaining $8,000 are his costs. In his own country, Patel is paid within thirty days, so, assuming he pays his own suppliers and his workforce on time, he has a debt of $8,000 for about a month. At 15% annual interest, that will cost him about $100. If he has to wait three months for payment, his debt will cost him $300. Higher interest rates (in some countries banks charge 45%) and longer waiting periods will quickly wipe out his expected profit. Precise calculations are often difficult: correct allocation of overhead or an accurate allowance for the cost of delay in payment depend on reliable business data and considerable management expertise. Let's assume, though, that reliable data is available to the exporter. A sober review of the facts then indicates whether exporting is likely to be profitable or not. If not, then—like all bad deals —exporting should be avoided. What then is the "loaded" market? In practice very few markets offer the free and stable conditions we have just discussed—in most markets factors beyond supply and demand, cost and profit influence price. These distortions are of two main types: promotional and macroeconomic. Promotional Loading In order to promote a product in a new market exporters often slash prices: to gain a foothold in the market, the exporter decides to trade— for a short while- at a loss. The exporter assesses first what price will be attractive in the export market and then offers the goods at that price—whether it creates a profit or not. _________________________________________ See Chapter 3, Section 1 for a detailed example. Macroeconomic Loading In developing countries, pricing is sometimes distorted by an urgent need to earn foreign currency: if the price is to be paid in foreign currency, the exporter offers goods at unrealisiically low prices. Export incentive schemes also influence pricing: exporters sometimes decide to sell accost price (or below) and to take the incentive paid by their own government as their "profit." Such distorted pricing is dictated more by economic than by purely commercial considerations. Many factors influence export pricing. To keep things simple, however, when this book speaks of "price"; it means the free-market price. The major problem of export pricing is now apparent: the additional costs , if correctly calculated, often increase the exporter's price until he is not competitive in any foreign market. For many would- be exporters the crucial question is always—will I make a profit from exporting? Only careful calculation can answer that question—and the manufacturer must be wary of entering a legally binding agreement until the answer is clear.
Let us return, then, to Office Enterprises and the export of the chairs. Assume that Patel is conducting his business wisely, in other words: •He can produce the chairs without problems of quality or quality: •He has access to effective transportation: •He is calculating his price on the "free and stable" model. Will he make a profit? It seems likely. Now he must consider the risks of doing export business and find a means of coping with them. CASE STUDY: A Good Deal? Study the scenario below, and then answer the questions. If your answer is "No” give your reasons. In July 1992, Joe Anderson started a company in Verbena to manufacture foot balls. His workshop has the capacity to make 500 footballs a week working one eight-hour shift five days a week. At present (May 2010) he is selling 1,200 footballs a week on the Verbenan market. Because of the overtime shifts necessary and because of problems with the supply of leather quality is unreliable about 100 balls a week are returned to the factory. Anderson replaces these returned balls, immediately and without question. Anderson’s price structure (in Verbena dollars) is: Cost of labor and materials per ball $3 Cost of running the business per week $1,200.00 Selling price per ball (no discounts) $4.25 Anderson is now approached by Juliana Gomez of Esperanza Trading. She wants to buy 500 footballs a week for 6 months: she orders a price per ball of $4.20- take it or leave it. Assume that the government of Verbena offers no export incentives and there are no foreign exchange problems. 1. How much is the cost of a foot ball? Is Anderson making a profit at present? Yes, but a small profit. 2. Does he have the manufacturing capacity to handle this order? No. 3. 4. Is his product “mature”? No, because of too many returns. 5. If he accepts the deal will he make money on it? Probably not. He will have problems all round. 6. Why is this a good contract for Anderson? A. The product is normally be immature B. The manufacturer should have experience in making the product C. The manufacturer should have enough production capacity in coping with the size of the order. D. The quality assurance problems should already be solved. PRACTICE: Translate into Vietnamese Contract for fertilizer No: 01-93/ XYZ- ABC Date: Sep. 07 1999 Between: .............. Address:............. Tel: Telex:................Fax:................ Represented by Mr................. Hereinafter called The Buyer And: ................ Address:............. Tel:...................... Telex:...................Fax:................... Represented by Mr........... Hereinafter called The Seller It is mutually agreed between both sides to sign this contract with terms and specifications specified hereunder: It is mutually agreed between both sides to sign this contract with terms and specifications
specified hereunder: ARTICLE 1: COMMODITY & SPECIFICATION 1.1 Commodity: UREA FERTILIZER 1.2 Origin: INDONESIA 1.3 Specification: - Nitrogen: 46% min. - Moisture: 0.5% max. - Biuret: 1.0% max. - Color: White - Free flowing: treated with Anti- Caking 1.4 Packing: - 50 kg net in Polypropylen Woven bag with polythylene inner liner - 2% of total bag as empty spare bags to be supplied free of charge ARTICLE 2: UNIT PRICE - QUANTITY & TOTAL AMOUNT 2.1 Unit price: USD 178/ MT C&F Hochiminh City Port 2.2 Quantity: 10,000 MT ( plus or minus 10% at seller's option) 2.3 Total amount: USD 1,780,000 (+/- 10% at seller's option) Say: US Dollars one million seven hundred eighty thousand. ARTICLE 3: SHIPMENT - DELIVERY 3.1 Time of shipment: not later than September 1993 3.2 Port of loading: Indonesia main ports 3.3 Destination port: Hochiminh City Port 3.4 Notice of shipment: Within 2 days after the sailing date of carrying vessel to S.R Vietnam, the Seller shall notify by cable to the Buyer the following information: + L/C number + Amount + Name and nationality of the vessel + Bill of Lading number/ date + Port of loading + Date of shipment + Expected date of arrival at discharging port 3.5 Shipping mark: UREA 46% NITROGEN MINIMUM 1% BIURET MAXIMUM 0.5% MOISTURE MAXIMUM 50 KGS NET USE NO HOOKS MADE IN INDONESIA One side printed in green color 3.6 Discharging terms: When Notice of Readiness tendered before noon, laytime shall be commenced from 13:00 on the same date, - When Notice of Readiness tendered afternoon, laytime shall be commenced from 8:00 on next date 3.7 Discharging term: 900MT/ day WWDSHEX EIU Dem/ Des: USD 2,000/ half
ARTICLE 4: PAYMENT 4.1 By irrevocable Letter of Credit at sight forn B/L date for the full amount of the conntract value 4.2 L/C Beneficiary: KOLON INTERNATIONAL CORP. 45 Mugyo- Dong, Chung Gu, Seoul - Korea 4.3 L/C advising Bank: KOREA FIRST BANK Seoul - Korea 4.4 Bank of Opening L/C: VIETCOMBANK/ EXIMBANK 4.5 Time of opening L/C: within Sep. 15 1999 4.6 Payment documents: Payment shall be made upon receipt of the following documents: - 3/3 of clean on board Bill of Lading marked FREIGHT PREPAID - Commercial invoice in triplicate - Packing list in triplicate - Certificate of origin issued by manufaturer - SUCOFINDO's Certificate on quality/ weight - One copy of sailing telex/ shipping advice - Remark: the shipping document acceptable - 1/3 B/L ( the top copy ) and transport documents sent by DHL ARTICLE 5: FORCE MAJEURE Strike, sabotage, which may be occures in Origin Country shall be considered as Force Majeure ARTICLE 6: ARBITRATION 6.1 In the execution course of this contract, all disputes not reaching at amicable agreement shall be settled by the Economic Arbitration board of Hochiminh City under the rules of the International Chamber of Commerce whose awards shall be final and binding both parties 6.2 Arbitration fee and other related charges shall be borne by the losing party, unless otherwise agreed. ARTICLE 7: PENALTY 7.1 To delay shipment/ delay payment In case delay shipment/ delay payment happens, the penalty for delay interest will be based on annual rate 15 percent 7.2 To delay opening L/C: In case delay opening L/C happens, the Seller has the right to delay shipment 7.3 To cancellation of contract If Seller or Buyer want to cancelled the contract, 5% of the total contract value would be charged as penalty to that party. ARTICLE 8: GENERAL CONDITION 8.1 By signing this contract, previous correspondence and negotiations connected herewith shall be null and void 8.2 This contract comes into effect from signing date, any amendment and additional clause to these conditions shall be valid only if made in
written form and duty confirmed by both sides. 8.3 This contract is made in 6 Ennglish originals, each side keeps 3. PRACTICE: Translate into Vietnamese Hợp đồng phân bón (bản tiếng Việt) Contract for fertilizer Hợp đồng phân bón No: 01-93/ XYZ- ABC Số: 01-93/XYZ- ABC Date: Sep. 07 1999 Between: .............. Ngày 07/08/1999 Giữa:.......... Address:............. Ðịa chỉ:..... Tel: Ðiện thoại:......... Telex:................Fax:................ Represented by Mr................. Hereinafter called Telex:...........Fax:......... Do ông ................ làm đại diện The Buyer Dưới đây gọi là Bên Mua And: ................ Address:............. Và:................................. Ðịa chỉ:................. Tel:...................... Ðiện thoại:............... Telex:...................Fax:................... Represented by Mr........... Hereinafter called The Seller Telex:.................. Fax:................ Do Ông ..................... làm đại diện It is mutually agreed between both sides to sign Dưới đây gọi là : Bên Bán this contract with terms and specifications specified hereunder: (OLD ENGLISH) Hai bên thoả thuận kí hợp đồng với nh ững điều kiện và qui cách được nêu ra dưới đây: Điều 1: Hàng hoá và quy cách kỹ thuật ARTICLE 1: COMMODITY & 1.1 Tên hàng: Phân urê SPECIFICATION 1.2 Nguồn gốc: Indonesia 1.1 Commodity: UREA FERTILIZER 1.3 Qui cách kỹ thuật: 1.2 Origin: INDONESIA - Nitrogen ( đạm) : 46% tối thiểu 1.3 Specification: - Ẩm độ: 0,5% tối đa - Nitrogen: 46% min. - Biuret: 1,0% tối đa - Moisture: 0.5% max. - Màu sắc: trắng - Biuret: 1.0% max. - Hạt rời: được xử lí bằng Anti- Caking - Color: White 1.4 Ðóng gói: 50 kg không kể bao PP có lớp - Free flowing: treated with Anti- Caking trong bằng PE 2% tổng số bao dùng làm bao dự 1.4 Packing: - 50 kg net in Polypropylen Woven phòng ( bao không) được cung cấp miễn phí bag with polyethylene inner liner - 2% of total bag as empty spare bags to be supplied free of charge) Điều 2: Đơn giá- Số lượng - Tổng giá trị ARTICLE 2: UNIT PRICE - QUANTITY & 2.1 Ðơn giá: 178,00 USD/ MT C&F cảng Hồ TOTAL AMOUNT 2.1 Unit price: USD 178/ MT C&F Hochiminh Chí Minh 2.2 Số lượng: 10.000 MT (+/- 10% tuỳ theo lựa City Port chọn của bên Bán) 2.2 Quantity: 10,000 MT ( plus or minus 10% at 2.3 Tổng trị giá: 1.780.000 USD ( +/- 10% tuỳ seller's option) theo lựa chọn của Bên Bán) 2.3 Total amount: USD 1,780,000 (+/- 10% at Ghi bằng chữ: Một triệu bảy trăm tám mươi seller's option) Say: US Dollars one million seven hundred ngàn USD eighty thousand. Điều 3: Gửi và giao hàng ARTICLE 3: SHIPMENT - DELIVERY 3.1 Thời gian gửi hàng: không trễ hơn tháng 9 3.1 Time of shipment: not later than September 1993 năm 1999 3.2 Cảng bốc hàng: những cảng chính ở 3.2 Port of loading: Indonesia main ports 3.3 Destination port: Hochiminh City Port Indonesia 3.3 Cảng đến: Cảng tp Hồ Chí Minh 3.4 Notice of shipment:
3.4 Thông báo gửi hàng: Within 2 days after the sailing date of carrying Trong vòng 02 ngày sau ngày khởi hành vessel to Socialist Republic of Vietnam, the của tàu vận tải đến nước CHXHCN Việt Nam, Seller shall notify by cable to the Buyer the bên Bán sẽ phải thông báo cho bên Mua bằng following information: điện tín những thông tin sau đây: + L/C number + L/C số... + Amount + Giá trị + Name and nationality of the vessel + Tên và quốc tịch tàu + Bill of Lading number/ date + Cảng bốc hàng + Port of loading + Ngày gửi hàng + Date of shipment + Ngày dự kiến tàu đến ở cảng dỡ hàng + Expected date of arrival at discharging port 3.5 Kí mã hiệu vận tải: kí mã hiệu của bên Bán 3.5 Shipping mark: UREA UREA 46% NITROGEN MINIMUM 46% NITROGEN MINIMUM 1% BIURET MAXIMUM 1% BIURET MAXIMUM 0.5% MOISTURE MAXIMUM 0.5% MOISTURE MAXIMUM 50 KGS NET 50 KGS NET USE NO HOOKS USE NO HOOKS MADE IN INDONESIA MADE IN INDONESIA Một bên phải sơn màu xanh lá cây. One side printed in green color 3.6 Những điều kiện dỡ hàng: 3.6 Discharging terms: khi thông báo sẵn sàng được gửi tới trước When Notice of Readiness tendered before 12:00 giờ trưa, thời gian dỡ hàng bắt đầu từ noon, laytime shall be commenced from 13:00 on 13:00 giờ cùng ngày. the same date, Khi thông báo sẵn sàng dỡ hàng được gửi tới - When Notice of Readiness tendered afternoon, vào buổi chiều, thời gian dỡ hàng sẽ bắt đầu laytime shall be commenced from 8:00 on next từ 8:00 giờ sáng của ngày hôm sau date 3.7 Discharging term: 900MT/ day WWDSHEX 3.7 Ðiều kiện dỡ hàng: 900 MT/ ngày EIU Dem/ Des: USD 2,000/ half (WWDSHEX EIU U) ngày làm việc tốt trời không kể chủ nhật và ngày lễ không được tính kể cả khi sử dụng Tiền phạt/ tiền thưởng: 2 000 USD/1000 USD Ðiều 4: Thanh toán ARTICLE 4: PAYMENT 4.1 Bằng L/C không huỷ ngang, trả tiền ngay 4.1 By irrevocable Letter of Credit at sight forn từ ngày cấp vận đơn đường biển cho tổng trị B/L date for the full amount of the conntract giá hợp đồng value 4.2 Người thụ hưởng L/C: KOLON 4.2 L/C Beneficiary: KOLON INTERNATIONAL CORP. INTERNATIONAL CORP. 45 Mugyo Dong, 45 Mugyo- Dong, Chung Gu, Seoul - Korea Chung Gu, Seuol - Korea 4.3 L/C advising Bank: KOREA FIRST BANK 4.3 Ngân hàng thông báo L/C : KOREA FIRST Seoul - Korea BANK 4.4 Bank of Opening L/C: VIETCOMBANK/ Seoul - Korea 4.4 Ngân hàng mở L/C : VIETCOMBANK/ EXIMBANK 4.5 Time of opening L/C: within Sep. 15 1999 EXIMBANK 4.5 Tthời hạn mở L/C: trong ngày 15/09/1999 4.6 Payment documents: Payment shall be made upon receipt of the following documents: 4.6 Chứng từ thanh toán: Việc thanh toán sẽ - 2/3 of clean on board Bill of Lading marked phải thực hiện khi nhận được những chứng từ FREIGHT PREPAID - Commercial invoice in triplicate sau đây: - 2/3 vận đơn đường biển xếp hàng hoàn hảo - Packing list in triplicate có ghi cước trả trước - Certificate of origin issued by manufaturer - Hoá đơn thương mại 03 bản - SUCOFINDO's Certificate on quality/ weight - Phiếu đóng gói hàng hoá 03 bản - One copy of sailing telex/ shipping advice - Giấy chứng nhận xuất xứ/ chứng thư nguồn - Remark: the shipping document acceptable gốc do người sản xuất cấp - 1/3 B/L ( the top copy ) and transport

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