30 Distributors批发商.doc

30. Distributors 批发商1 Words and Phrases单词和词组appreciate感激 tough economic times艰难的经济时期pattern模式 aim to help希望帮助retailer零售商 carry the stock存储货物overhead一般管理费用 for the moment we are coping目前还能凑合inventory库存 go up增加replenish补充 a vicious circle恶性循环vicious恶性的 be in touch和保持联系commitment承诺 the worst comes to the worst万不得已reputation名声 get screwed up搞砸eventuality不测事件 dump the problem on ones shoulders包袱就落在某人肩上了2 Sentences重点句型1. Our distribution patterns are changing. 我们的配销模式在改变。2. Retailers minimise the stocks they carry. 零售商把库存减少到最少。3. Ive made commitments to my customers. 我已经向客户做出了承诺。4. As a result the transport costs have gone up. 结果运输费用就上升了。5. We would consider airfreighting some stock. 我们会考虑空运这些货物。6. I know things are getting a little difficult for you. 我知道你有点儿困难。7. The trouble is we have to increase our inventory. 问题是我们得增加库存。8. Have you got the room for that in your warehouse?你们仓库里还有空间吗?9. Tough economic times cause problems in the supply chain. 恶劣的经济情况造成了供应链的问题。10. Do you have any contingency plans if things get screwed up?如果事情搞砸了，你有应急方案吗?11. No，it isnt an excuse；its an explanation and a statement of fact. 不是的，不是借口，只是解释和陈述事实罢了。12. So，you are delivering more often and，I presume，in smaller quantities?所以你们送货就更频繁了，而且我猜每次的送货量减少了是吧?13. If they can get you to carry the stock for them，it reduces their overheads. 如果由你们替他们存储货物，就能减少他们的管理费用。14. For the moment，we are coping but，the other side effect is with the delivery. 目前还能凑合，但是另外一个副作用出现在送货上。15. I appreciate that and we are doing our best to stick to the schedule we arranged. 我欣赏您的做法，我们也会尽力遵照我们计划的日程去做的。3 Dialogue 1The Manager discusses arrangements with a wholesale distributor. A: I know things are getting a little difficult for you. These are tough economic times but we aim to help you as much as we can. B: Thanks, thats much appreciated. Our distribution patterns are changing because, the retailers are cutting back on the stock they carry. A: I suppose that should be expected. If they can get you to carry the stock for them, it reduces their overheads. B: Thats right and thats what happening. The trouble is we have to increase our inventory. A: Have you got the room for that in your warehouse?B: For the moment, we are coping but, the other side effect is with the delivery. A: What side effect is that?B: Because the retailers are minimising the stock they carry, they expect us to replenish on demand. A: I see. So, you are delivering more often and, I presume, in smaller quantities?B: Yep, thats whats happening. As a result our transport costs have gone up. Its become a vicious circle and Im not sure what we can do about it. A: While interest rates stay high, the retailers will continue to restrict their borrowing by minimising the stocks they carry. B: Thats fine for them but，it just dumps me problem on our shoulders. 对话1 经理和批发商商量事情A: 我知道你们有点儿困难。现在经济情况比较艰难，不过我们希望能尽力帮助你们。B 谢谢，非常感激。我们的配送模式在改变，因为零售商们削减了手头上的存货。A: 我猜这也是意料之中的。如果由你们替他们存储货物，就能减少他们的管理费用。B: 是啊。现在就是这种情况。问题是我们得增加库存。A: 你们仓库里还有空间吗?B 目前还能凑合，但是另外一个副作用出现在送货上。A: 是什么副作用呢?B 因为零售商们尽可能地减少库存量，所以希望我们在他们需要时就补充货源。A: 我明白了。所以你们送货就更频繁了，而且我猜每次送货量减少了是吧?B: 是的，就是这样的情况。结果我们的运输费用增加了，现在已经变成了一个恶性循环，我不知道该怎么办呢。A: 只要利率一直居高不下，零售商就会继续通过减少库存来节制借款。B: 对他们来说这样不错，可是包袱就落在我们肩上了。4 Dialogue 2A Distributor is concerned about the timing of the products on order. A: You used that excuse last time, that it was delays in shipping that caused the problem. B: No, it wasnt an excuse, it was an explanation and a statement of fact. A: Be that as it may. We cant afford any more problems with the delivery as Ive made a commitment to my customers. B: I appreciate that and were doing our best to stick to the schedule we arranged. A: Ive got a reputation for reliability in supplying good quality stock and supplying it on time. B: I know that. We also have our reputation to consider and, as you well know, there are always unexpected contingencies in the import business. A: Maybe so, but you made a contract to deliver and weve made a commitment to our customers. B: Yes, but theres a force majeure clause in every contract to provide for these eventualities. A: That doesnt help the customer when theyve planned a sales promotion based on the dates we provided. B: This could still work out alright. We are in touch with the exporter and they tell us theyve overcome the production problems and will be shipping on time. A: Well, lets hope thats right. Do you have any contingency plans if things get screwed up?B: If the worst comes to the worst, we would consider airfreighting that minimum stock list you gave us earlier. 对话2 某批发商担心订购产品的按时交货问题A: 上次你也是这个借口，说是运输的拖延导致了这个问题。B: 不是的，那不是借口，只是解释和陈述事实罢了。A: 就算是这样吧。可是我们向客户做出过承诺，实在承担不起更多的送货问题了。B: 我欣赏您的做法，我们也会尽力遵照计划日程去做的。A: 我们可是以产品质量和按时交货闻名的。B: 我知道。我们也要考虑自己的名声，而且，您也非常清楚，在进口行业里总出现一些无法预料的状况。A: 也许是吧。但是你们签了交货的合同，我们也向客户承诺过呀。B: 是的，不过每个合同里都含有专指不测事件的“不可抗力”条款啊。A: 可是如果客户是根据我们提供的日期筹划促销活动，那这可起不了什么作用。B: 这样也能妥善解决的。我们和出口商保持着联系，他们说已经克服了生产困难，会按时装船的。A: 好吧，希望如此吧。万一事情搞砸了你有应急方案吗?B: 真要到万不得已，我们就会考虑把你给我们的最少货物清单上的货物空运过去。5 Exercises A Vocabulary Drill 词汇填空练习1. Wholesale distributors _ the stock for retailers. 2. A retail store adds a _ to the wholesale price. 3. Small _ deliveries result in higher transport costs. 4. The supply chain needs to be kept as _ as possible. 5. A distributor is the middleman _ producer and seller. 6. Distributors dont _ deal directly with the public. 7. Distribution problems _ on the producer and retailer. 8. _ are an important part of modem commerce. 9. Retailers rely on their distributors _ . 10. Distribution can be _ by unpredictable events. between carry normally reflect markup simple reputation frequent disrupted Distributors B Reading Practice 阅读练习Distributors are the intermediate step between the manufacturing process and the retail sale in most commercial operations. This step is handled by wholesalers who set up local warehouses and develop a delivery network to the local retail outlets. Most distributors work on the first in first out principle especially with goods that have specific use-by dates. That way, they minimise the chances of getting left with out of date stock. Some larger organisations, with their own retail outlets, set up in-house distribution systems where computerisation allows coordinated stock deliveries. If a factory supplies direct to the customer they can sell their products at a lower price by cutting out the distributor in the middle. This only applies to the small and medium manufacturers and to the local market in their vicinity. The larger manufacturers, who sell on a national basis, would normally be forced to use local wholesale distributors. The more links in the supply chain the greater the chances of problems with public relations. Problems with distribution usually reflect on the producer or the retailer because, the distributors role in the supply chain is often overlooked. Nevertheless, distributors need to build up reputations for dependable service if they are going to stay in business. Answer the questions below. 1. What is