new insights into business ocr small (835551), страница 8
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Try to show how your life today is different to what it wasbefore.39unit fo u rSkills FocusReadingMatch the words and examples below with their definitions from The NewLongman Business English Dictionary.working capital also operating capital We will have to make ourentire technical staff redundant because we have run out of operatingcapital. | the needfor working capital to expand operationscharge1?! 1 [C,U] Vodafone is cutting its call charges by15%. | You can search the D&B database free of charge.+for: Politicians are opposing higher chargesfor electricity.C usually plural] concern at the level of bank chargescharged by some of the High Street banksreturn n 3 [C] Over 12.2 million taxpayersfiled federal returns electronically this year./ allegations that the company had falsifiedits corporate tax return.®®gross margin also gross profit margin n [C]Selling, general and administrative expenses were morethan 30%, so IBM needed a gross margin of around40%just to make any reasonable profit.fixtures and fittings BrE abbreviation f & f;fixtures AmE n [plural] Ask the seller of thehouse to list the smaller fixtures and fittingsthat are to be left.market research also marketing research;abbreviation MR Market research showed “goodpotential"for marketing the aftershave to Hispanicmen.
| Performance Research, a sports marketingresearch company®©trademark n [C] The company used namessimilar to well-known trademarks to sellcheap imitations.^^LAW, PROPERTY things such as lights etcthat are fixed or fastened to a house orbuilding and are included as part of theproperty when it is sold:wMARKETING the activities involved in obtaininginformation about a particular market, includinghow much of a product is being sold, who isbuying it, why they are buying it etc, orinformation about what they might buy:the difference between the price that a product orservice is sold for and the cost of producing it,without including OVERHEADS (=general costs notrelated to particular products or services);money used by a business to carry on productionand keep trading, for example to pay employees andsuppliers before money is received for goods sold:atn^©an amount of money paid forservices or goods: money chargedby a bank for services such aspaying cheques, sending out bankstatements etc:^., .,,a name, sign, or design used on a product toshow it is made by a particular company.Trademarks are protected by law:TAX an official form that is filled in and sentto the tax authorities so they can calculate howmuch tax is owed:Bang & Olufsen is a Danish franchisor which manufactures and sells hi-fiand television equipment in 40 countries.
Use the words from exercise 1 tocomplete the franchisee brochure opposite.40Franchising 11Your InvestmentBANG & OLUFSENEOPENING STOCK / WORKING CAPITALPurchase of display and back-up stockGeneral1 ujorKLrsg c a p it a l43,000SHOPFITTINGInstallation costs / contractorsAn allowance for fitting the shop;Security systems, air-conditioning,2__________________ISDN and telephone lines30,000FRANCHISE FEE PACKAGE3___________________ and territory evaluation, property search and survey5 weeks of induction training in Denmark and UK for two people, retailsoftware package, operations manual, intensive opening support11,000MARKET LAUNCH FEEPromotional launch packageBang & Olufsen profiled customer base for direct marketing purposesOpening event, public relations supportLaunch programme defined by franchisee and Bang & Olufsen7,500LEGAL AND BANK COSTSLease negotiations, bank 44,000TRAVEL AND ACCOMMODATIONSubsistence expenses for the initial training period for two people2,000FRANCHISE FEEThe leasing of the right to operate a Bang & Olufsen Franchise and theuse o f5and know-howNILTOTAL IN V E S T M E N T9 7 ,5 0 0VALUE ADDED TAXReclaimable on the first VAT 6to be sufficient to cover additional working capital, estimatedTOTAL F U N D IN G R EQ U IR E M E N T17,0001 1 4 ,5 0 0FUNDINGUp to 70% of finance can be provided by the clearing banks(subject to status)80,000M IN IM U M CASH IN JEC TIO N B Y O W N E R3 4 ,5 0 0Your RewardSales7Total Operating CostsManagement Fee(1% of turnover)R esu ltYear 1378,000Year 2510,000Year 3612,00034.9%34.9%35.9%79,00096,000116,0003,7805,1006,0004 9 ,0 0 07 6 ,0 0 09 8 ,0 0 041unit fo u rListeningi 1§Й Listen to Janis Errickson, a franchisee with Dunkin' Donuts, talkingabout the organisation that she is a part of.
Complete the diagram below.DUNKIN'DONUTSBaskinRobbinsParent company:a)a l l ie d4DOMECQFranchise company:Dunkin' Donuts58Specialises in:16sandwichesFirst franchise:219509Minimum capital required:37$100,0002 !Ega Now listen to Janis talking about how to run a franchise successfully.What reasons does she give for paying particular attention to the followingthings?12345SpeakingWritingPreparationManagementMoney managementVisionFaithWork in pairs. Student A, read the franchise profile on page 156 and Student B,read the one on page 161. Use the information to make a short presentation ofthe business to your partner, explaining how it operates and what investmentsare required from franchisees. When you have finished your presentations,compare the two franchises and decide which you would be most interested inand why.e-mailThe tone of an e-mail message can be like writing or speaking.
If you are writing tosomeone you don't know then you should address this person as Dear Mr/Mrs/Ms X.You should keep the style of your message quite formal and finish with Yourssincerely or Best regards. However, if you are writing to a friend, you can start with Hior Hello and write as if you were speaking to the person directly.You have decided to e-mail the International Franchise Association, a nonprofit making advisory organisation, for more information on the franchisethat your partner told you about.Look at the screen for sending an e-mail and match the labels to thecorresponding sections.a e-mail address of people you wish to send a copy of the message tob key words that describe the message you are sendingc the text of your e-mail42Franchisingthe icon for transmitting your messagee the icon that allows you to include a file with your messagef e-mail address of people you wish to send a copy of your message to, withoutthem knowing that it is a copyg the icon for sending a message that you have received to another personh the icon for sending an answer to a message you have receivedi the address of the person you are writing todInboxOutlook ExpressM *Jкл£Compose TMessageReply toAuthorReply to AllSind andForwardMessageXDeleteReceiveAddressBook§2%Franchising enquiryFileEdit[ E l SendViewInsertedFormatTools99 08:51Help99 08:48Щщо9915:299910:080|==] info@ifa.com99 20:299917:37i S l ; elk I- hore to enter carbon copy rsr (prints >9916:40click here to enter blind carbon copy recipient9910:04 ,Franchising enquiry3ГЙГЗ] Д .ВIU %3В +=FDear Mr BarrataI would be very interested in obtaining more information about.
The latest informationfranchise specialising in :. sincethat I have been able to find indicates that the total investment required offranchisees is 4_________ and that the company charges fees o f5_____per annum.Could you let me know if you have any more recent information about thisfranchise and confirm that the e-mail address is still 6__________?Looking forward to hearing from you.Yours sincerely_1380S message(s)0 3'A9 |Inbox - Outlook ExpressI j d F r a n c h is in g e n q u iryШB !v j017:54Complete the e-mail message using information from Speaking on page 42.43unit5K e y V o c a b u la r yInternational BusinessStylesThe characteristics of management often vary according to national culture, whichcan determine how managers are trained, how they lead people and how theyapproach their jobs.The amount of responsibility of any individual in a company depends on the positionthat he or she occupies in its hierarchy.
Managers, for example, are responsible forleading the people directly under them, who are called subordinates. To do thissuccessfully, they must use their authority, which is the right to take decisions andgive orders. Managers often delegate authority. This means that employees at lowerlevels in the company hierarchy can use their in itiative, that is make decisionswithout asking their manager.Lead-inRead the portraits of managers in five different countries and decide whichcountry each one corresponds to.•••••GermanyPolandSwedenThe United KingdomThe United States1Managers from this country• consider professional and technical skills tobe very important.• have a strong sense of authority.• respect the different positions in thehierarchy of their companies.• clearly define how jobs should be done.• are very loyal to their companies and expecttheir subordinates to obey them.• are often older than in other countries.442Managers from this country• receive a general education.• ■delegate authority.• take a practical approach to management.• have relatively formal relationships at work.• encourage their employees to workindividually.• believe it is important to continue educationand training at work.International Business Styles4зManagers from this countryManagers from this country° consider social qualities to be as importantas education.® encourage their employees to take aninterest in their work.° pay close attention to the quality ofworking life.• do not use as much authority as in othercountries.• appreciate low-level decision-making.• are often women.••••generally attend business schools.communicate easily and informally at work.admire the qualities of a leader.expect everyone to work hard.
Individualperformance is measured and initiative isrewarded.• have competitive and aggressive attitudes towork.• often accept innovation and change.5Managers from this country• have either gained their experience in state-ownedenterprises or are competitive self-starters.• older managers hold technical degrees rather than businessqualifications.• work very long hours and expect their subordinates to do so.• are extremely innovative, optimistic and determined.• are quick to invest in the development of new products,market techniques and methods of production anddistribution.In groups, discuss the advantages and disadvantages of each approach tom anagem ent, and say w hich one you w ould find the m ost attractive.
Do any ofthese profiles correspond to m anagem ent practices in your country?unit fiveLearning tocope withcorporatecultureclashes1 The d o s an d d o n ’ts of travelling abroad are a potentialminefield for th e u n prep ared traveller. If you spit in som ecountries, you could end up in prison. In others, spittingis a com petitive sport.2 Th e C e n tr e f o r I n te r n a tio n a l B r ie fin g h a s s p e n t 40 g e a r s p r e p a r in gth e w a r y tr a v e lle r f o r s u c h p itf a lls . Though it may so u n d like acovert o peration for aspiring secret agents, w hat theCentre d o e s is prepare travellers for e n co un te rs with newsocial and b u sin e ss cu sto m s worldwide.
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