01-04-2020-3rd Edition ML Pre-Int(1) (1171843), страница 36
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DCV advertiseswhat we call 'time-poor', i.e. they haven't got much time in their liveson all the Italian TV networks, as well as those in other majorfor creating great food, so they want to be able to buy a convenientEuropean markets. It sponsors fashion shows, and its products arcproduct of good, healthy food.endorsed by many celebrities in the world of music and sport.1l1cre was also a theme for sustainability, so people want to feel likeWell, I hope you'll be interested to learn more about our company.they are contributing towards a sustainable world, and a lot of ourThanks very much for listening to my presentation. Are there anyproduct has a fairly low level of what we call food miles and thereforeis fairly sustainable.Some of our products also have a fairly indulgent feel, so the UKpopulation, cr, has a habit of wanting to be indulgent at certain times.So they might diet on a Monday to Friday, but when it gets to Fridayquestions?COl TRACK 24 (PC = PAOLO CONTI, OM = DONNA MARTIN,BK = BILL KINGSLEY)PC: It's true our results haven't been good, our pre-tax profits have fallenonce again.
It's all very worrying. Well, we know one of the reasons:night, they will have several pieces of cake and maybe a few drinks.our two main competitors have been cutting their prices, so our pricesI think the other reason for our success is the way we run our business.are beginning to look rather high. TI1ey've also been increasing theirWe arc a high-volume business, so we're producing hundreds ofadvertising spend lo get a bigger market share. But it doesn't explainmillions of units, so we need to be very efficient in the way we produceeverything, does it? How do you see things, Donna?them. So we've invested heavily as a business in systems and processes,to make sure we are very efficient in the manner in which we producethe products for our customers.OM:l t's not a crisis, Paolo, but we do need to make changes as fast aspossible. 1l1e way I see it, we don't offer a very wide range of flavours;that's not helping us, and our packaging isn't very exciting.
It gives thewrong impression. It could be the reason why our classic product isn'tCOl TRACK 20 (I = INTERVIEWER, SB = SUSAN BARRATT)1:DCV Fashions. My purpose today is to talk to you about our company.When running a company, what have you enjoyed most and least?SB: I think most is achieving what you set out to achieve. So when you'rerunning a company, one of your key objectives, or key roles, is to setthe strategy for the company, and then make sure the building blocksarc in place to achieve that strategy. And that l find very satisfying - toset a clear goal for the business and then watch the business, and helpselling as well as it used to.OK, so what do we need? More products and more outlets. Wemust reach more than the big supermarkets and our own icc-creamstores.
Also, it'd be a good idea to upgrade our equipment and storagefacilities . . . maybe our ncct of trucks as well - they're terribly outof date.the business go and achieve that goal.154Scanned for Agus SuwantoAUDIO SCRI PTSPC: Mmm, plenty to think about there, Donna. How about you, Bill?BK: Well, I'd say innovation is the key. Y.ie need more new products,exciting new products people will want to buy. Don't forget, people areCDl TRACK 31 (I = INTERVIEWER, SL = SUE LEESON)1:health conscious these days. So how about bringing out some fat-free.navours, I 00% f1t free, made from natural ingredients, no additives?consumers. So if a customer wants to buy a skin care product atAnother thing, Paolo, we need to be more green, to do more for theitem, she can now go down to our website, she can browse throughI 0 o'clock at night, and perhaps on air we're showing a gardeningenvironment.
You know, recycle our containers, take the fat out of ourthe range of products online that suit her at that moment in time, shewaste products, then give the pure water to local communities - thatcan see an image of the product, she can see the product description,sort of thing. Maybe donate money to charities, like a heart or cancershe can see what other customers think about the product throughfoundation. 1l1at'd improve our image for sure.our ratings and review service, and as well she can sec the videodemonstration.
So it opens up our range of I 5,000 products to theU N IT 3 S E L L I N Gcustomer at any time, day or night.COl TRACK 25EXTRACT 1! like shopping for things I'm interested in buying, like clothes, but I reallyhate going to the supermarket.CDl TRACK 32 (M = MARTIN, C = CHEN)M: So your plan is to provide electric cars in your town centre.
Peoplewill rent them to do their shopping, go about their business and so on.I just find it really boring, walking roundand round looking for things. Supermarkets don't seem very well organisedfor customers. They have fruit and vegetables near the entrance, but thenRight?C: Yes, pollution is a big problem here. We're trying all sorts of ideas toreduce it. We're interested in starting with l O electric cars. I fit works,heavy things arc further away and they move things around, which makes itwe'll increase the number later on. I see from your price list that adinicult. OJi·en the stall" don't know where things are and can't help you!COl TRACK 26EXTRACT 2I love the Internet for shopping. l buy lots of things on it.
It's just so easystandard two-seater car will cost about tJ 2,000. Is that correct?M: Yes, the price includes transport and insurance costs. If you order I 0vehicles, you'll be paying us about E: I 00,000, minus the 2% discountwe ofl"er a new customer. But if you increased your order, we couldofTer a much higher discount.and convenient. Most retailers now work online. You can compare pricesand products so easily.
I also like the auction sites like eBay - you can getsome real bargains. Some people say it's risky to shop this way, things cango wrong, but I've never had a problem. A lot of my friends like shoppingC: OK, how much would that be?M: Well, for an order of20 or more vehicles, the discount would be 5%.C: I sec.
Let me think about it. What about delivery? We'd like to start themalls, but I really hate them. 1l1ey're always so crowded, and they makecustomers waiting for delivery. We could possibly deliver by lateCOl TRACK 27EXTRACT 3August, all being well.I enjoy the experience of shopping - you know, being a customer, beingmade to feel special. I prefer specialist shops where service is morepersonal, where people remember you, know your name and can helpI also like trying to get discounts when I'm shopping, actually doing adeal with the assistants.
I really enjoy shopping for shoes. I don't think it'ssomething you can do on the Internet, although l know people do.COl TRACK 28 (I = INTERVIEWER, SL = SUE LEESON)1:programme in June if possible.M: Mmm. To be honest, that's a bit early for us.
We've got a lot ofme feel tired.you.C: Mmm, that might be OK, if you can guarantee delivery by then.M: I 'd have to discuss it with our production department. I'll get back toyou on that.C: Good. How about the warranty? We'd like a long period.M: I t s for two years - that's what we normally oflcr.C: Only two years? You know, if you could oA"er us a longer warranty, we'd'be delighted. How about five years?M: Mmm, that's much longer than normaL It could be all right, as long asWhat docs QVC do?you pay more for the longer period. I don't know. ! ' I I check with mySL: QVC is a global multichannel retailer.
We sell products across awide variety of categories, from food through to fashion, through toaccessories, through to beauty, to gardening and DIY. And we sell toconsumers in Germany, Japan, USA, UK and Italy, and we sell bothcolleagues, I can't give you a decision right away.C: OK. What about payment? Do you oAer credit terms?M: I'm afraid not.
It's company policy for a new customer. We needpayment by bank transfer on receipt of the goods. Oh, and we ask for athrough our - the television and online.CDl TRACK 29 (I = INTERVIEWER, SL = SUE LEESON)I: What's the secret of a really good sales presentation?SL: Firstly, having a product that you can easily demonstrate and a productthat has a good story behind it. Secondly, that the person who'sactually giving the sales presentation can engage with their audience ina credible fashion, can tell the story very clearly and can demonstratethe features and benefits of each product in a very clear and easy-to1:understand way.Can you give us a n example o fh o w you develop a sales pitch?SL: First of all, it's all in the preparation, so it's all about knowing theproduct inside and out, what the product can do, what it can't do,when it is suitable, when the product isn't suitable, and then be ableto demonstrate the product to its best advantage in a very clear andprecise fashion, but also in an engaging way.What was QVC's most successful product sale, and why?SL: We have many successful product areas.
One of our strongest is beauty.Beauty works so well on TV for two reasons. First of all, each beautybrand has a fantastic story behind it, and we can really bring life to thebrand and to the product presentation through telling that story in avery engaging way.A down payment as well, I see . . . Right. Well, I think we've coveredsome of the main points.
How about some lunch now? After lunch, I'dlike to discuss after-sales service, it's important for us that you give usreliable sales support . . .COl TRACK 33 (DE = DIRECTOR EP)S, DM = DIRECTOR MEGALUXE)DE: I suggest the first item should be the length of the agreement. We needto agree how many years we want it to be for, and after that let's talkabout the number of rooms you want, and what types of rooms you'dlike to reserve for your customers.
OK?DM:Yes, that makes sense to me. First the length ofthe contract, and thenthe number and type of rooms. After that, 1 suppose services comenext. That item could take some time to discuss.DE: Yes, I think it'll take the most time. So, services will be the third itemabout advertising'DM :No, I think that should come later. We need to talk about the ratesnext and especially any discounts you can oner on your listed prices.DE: OK, rates can come before advertising. We'll probably have quite along discussion about discounts, so I'll make time for that.
And thenfinally, we can talk about advertising costs.I hope that won't take toolong. How's that?skincare product, like a moisturiser, we can show how to apply it, howAnd secondly, each product is very easy to demonstrate. So if it's aDM :That's fine. I'm happy with the agenda.
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