Charles Holden 2 страница

a.s possible, D OK then, agreed.

O 2.5 <:V1 = Michelle, D = Designer)

M Now about payment. You want to charge us 50 dollars an hour. Thar works out at 400 dollars a day, I believe.

D Yes, that's the normal fee for the job.

M Well, we'd prefer to pay you a fixed amount for the work. We can offer you Sifi,IH10.

D I see. Do you mind if 1 ask you why you want to pay that way?

Mi Well, you see, that way we can control the cost of the project. If we pay you per hour, (he cost could become high. It could geL out of control. I*his way, we know where we stand.

D I sec. S6,(M)(). Mmm, that could be all right, 1 suppose. as long as I gel some money in advance How about paving me half when I start the work and half at the end? "

Mi Yes. 1 think we could arrange that. OK. I agree to that.

Q 2.(5 (M - Michelle, D = Designer)

D Now. the design of the website. Will wc have book

covers on it? P/i Absolutely. 1 'd like to display 'A large number of book

covers on every page. They'd really attract people's

attention. What do you think? D It's a bit too much. I'd say. A lot of piciures take too

long to download- I'd prefer one Wg image. How about

that*? Ml Mmm, I don't know. People like to see the book

covers. It draws them into the website, believe me

Audio scripts j

D Maybe vou're right How about two covers per page,

then? M OK, that sounds reasonable Now. what else do we

need to discuss before you act started?

3 Companies

0 3-1 (T = Interviewed PJ = Peter JWkcby)

1 What are the factors that make IKFA such a highly
successful company?

?\ I think for IKFA. it starts with a very simple, straightforward business idea that is easy to understand, easy to work with, both for customers as well as co-workers actually. Added to dial, we have a strong culture in the company that links this together. I think that's one of the big reasons for us being successful worldwide.

We have designers who are not only good on designing good-looking products, they understand production, they're working closely with our trading offices around the world, they're going into suppliers, developing with suppliers products in the production line Then, from there on, it's about the packaging, how we transport, flak packages, how wo bring, it into the stoic, easy to pBt on the shelf; and then of course, tor the customer, easy to bring home.

0 3.2 (I = Interviewer, PJ = Hfter Jelkeby)

1 How do you stay ahead of the competition in your
business'.'

t'J That again is Nuked to understanding the market, the customer needs, the trends about that, how people live; of course, also understanding how the competitors arc acting, what is going on in the market, price developments, new ways of meeting the customer and being aware of the. the trends and how we tackle that. But 1 think by the end of the day, J think 1K.1i A- we are not only about products, we are about offering solutions to people's needs and understand thai actually we can be very smart and make it practical and not only again good-looking furniture.

C? 3.3 (PJ = Peter Jelkeby)

Pi I think again, cr, stay true to yourself; cr. lie aware of the market you enter into, but still build ou your strengths; don't complicate it, in that sense, but still find this kind of combination of, cr, we are lKliA in this case, aud this is the local market. Where is the differences, what do we need to adjust aud adopt; what do we need to understand? Aud then, er, have an offer that tits that.

O 3.4 (MR = Murm Rodriguez)

MR Good morning, everyone. Thanks for coming to my presentation. My uaine's Marta Rodriguez, I'm Personnel Director of Tara Fashions. I'm going to talk to you today about our company. First. Hi give yon some basic information about Tara Fashions. Then I'll talk about our overseas stores. After that I'll outline the strengths of the company. Next I'll talk about career opportunities with Tara. And finally 1*11 mention our future plans. I'll be pleased to answer any qucs Lions at the end of my talk. Let me start with some basic facts about Tara. The company started in 197R. We arc a family-owned business and our head office is in Cordoba, Spain. We sell clothes lor men and women, and our customers arc mainly fashion-conscious people aged 20 to 35. We

have 15 stores in Spain. All the stores are very

profitable.

Right, those are the basic facts.

Let me add a few figures. We have an annual turnover

of about Ђ20') million. Our net profits last year were

approximately Ђ16 million. We have a workforce ol

just over 2,000 employees. So those aie the numbers

Now about our overseas stores. We have four large

stores in France aud another ten in other Luropeau

countries. Wc arc planning to open five new stores next

year. What are our strengths? We keep up with fashion

trends. If we spot a trend, we can bring out a new

design in 15 days. Aud we get it to the stores very

quickly. We deliver to stores twice a week. And wc sell

our designs at the right price.

OK, now what about career opportunities? It's quite

simple. If you are ambitious and fashion-couscious, we

have opportunities in all areas of our business. We will

welcome you with open arms.

V'iuaiiy, a few words about our new project. We are

planning to open a new store in New York next year- -

on 1 'ifth Avenue. This will give us a foothold in the L S

market. We're very excited about this uew

development.

Well, thanks very* much for listening to my talk. Arc

there any questions'?

O 3-5 (A = Anna, R = Benito, C = Carlu)

A... as we can see from this chart, our pre-tax profits have fallen from 8.9 million euros three years ago to 6.4 million last year. That's almost 31V; n, it's a dramatic decrease. Of course, we know that oue of the tea sons for this fall is that there's been widespread price-cutting in the industry Some of our competitors are now offering quality chocolates at considerably lower prices. But surely this doesn't explain everything. There must be other reasons. Yes, Benito?

B Well, one thing 1 have noticed certainly is that more and more people in my sales team are becoming dcmolivated. I've looked into this, and it seems to me that staff are disappointed by the fall in demand. We all had great expectations about our new products, especially the biscuits and cakes we launched six months ago, but they arc just not selling well. In additiou. even demand for our Classic liar is falling...

C I think that's a very good point. I know that

motivation among production staff too is at an all-time low. The thing is, our machinery is now quite old. Some of the machines keep breaking down, and of course this causes delays in production,

A Right. Well, it seems to me that at least we now have a better picture of the situation. Now, the question is, what are wc going to do about it'.'

t\ Great ideas

(74.1

Great ideas are generated in different ways. Sometimes an idea may simply be when a company takes advantage of au opportunity to extend its range, to offer mote choice to existing customers. Or a great idea could allow a company to enter a market winch was closed to it before. Companies which are prepared to spend a lot on R&D may make a breakthrough by having an original idea for a product which others later copy, tor example Sony and the Walkman.

On the other hand, some products are developed in response to customer research. I hey come from customer

[l47

i Audio scripts

ideas. These products are made to meet a need, to satisfy consumer demand. Or the product does something simrlar lo another product, but faster, so it saves time. Some people will buy new products because the product. raises their status - gives them a new. more upmarket image. Other people will buy any 'jtreen' product which reduces waste or protects the enviixmment, even if it is more expensive.

If an idea is really good and the product fills a gap in the market, it may even win an award for innovation.

O 4.2 (KP = Kate Pitts)

KP "1 he T pnova ti on Works at Rea din g wa s develo ped specifically to help the university to interact with business, and it s a special sort of space, a different sort of environment, where businesses can come and develop new product ideas or use creativity techniques to solve problems or to do business development or team-building. And it looks very different from a normal office or the sort of, the sort, of, er. facility you would lind in a hotel. You can write on all the walls, they're all whiteboard; um, we use some creative brainstorming software which is interactive and anonymous, so that it means that everybody's voice is as loud as everybody else's when you Ye doing a brainstorming session.

We use a lot of different techniques to get people to think hard about ihe things that they're doing or that they want to understand more about, so we do quite a lot of making people think differciidy. and look at problems from different directions.

0 4.3 (1 = Interviewer, KF = Kate lifts)

1 What is one of the greatest new business ideas, in your
opinion?

KP T think there are two types of innovation. The first type of innovation is where somebody has a wondcrftd idea that is apparently out of the blue. 1 think this happens very rarely. The second sort of innovation is where somebody takes rut idea and moves it into s> completely new space. I think eBay is particularly effective, because it look the idea of auctions - buying and selling things that people could do in their own location -and it made it accessible to anybody with access to the Internet. It also addressed an unfulfilled need, so something people wanted to do but had no way of doing in the past. And that was to get rid of all the things that they really didn't need to use anymore. and to make money at doing it as well.

Q 4.4 (1 = Inge, Ka = Katharina, Ke = Kenneth,

N = [ \adia,,1 = Julia)

I Kight. can we start, please? Ihe main aim of die

meeting is to decide the date of the launch. After that. we'll fa Ik about our marketing strategy and decide which sales outlets we should target. OK, when aie we going to launch ihe goggles? Katharina, what do you think',' Should it be early next year or should we wa it until the summer?

Kg rpi in favour of February or Ma i'cIl There's a gap in thcmarkel for our products. Why wait any longer'.' Tht goggles are technically advanced - lei's Jusi cash in on thai.

I Thanks, Katharina. OK., let's hear a few more views. Kenneth, what's your opinion?

Ke Mmm, 1 don't know about rebruary. It's a bit early in the year. I suggest we launch in May or June. People go on holiday then 11 's a peak period for buying goggles.

I Thanks, Kenneth. Nadia. what's your view? You're a

keen swimmer. I know. N In my opinion, 1 ebruary's the best time. We could

promote them in swimming pools and opticians. The

price should be high. I'd say. at least Ј50. Ka Hold on a minute I thought wc were talking about the

launch dale, noi about promotion or price. I You're right, Katharina. Let's get hack to the point.

OK everyone. 1 think on balance wc agree - we prefer

the earlier date. Let's move on now to marketing. Julia,

which outlets do you think we should forge L? I [ think we should start with the specialist stores. That's

where most swimmers buy their goggles. I What do you mean by specialist stores Julia? Are you

thinking of spoils goods outlets, you know, stores

which only sell sports equipment?) Exactly. They should be our main target.

D4.5

Now. I'd like to move on to our most successful product,

Frotcart. As I'm sure you know, our new fabric was named

after Proteus, the C reek sea god who was able to take on

different roles and shapes. Indeed, Protean can be used for

a wide variety of products because It is extremely flexible.

I.el me give you some basic information about Pro Lean's

three main features.

Firstly, it is made from fibres thai are similar to nylon and

polyester, these fibres are coated with a metallic substance,

so that the fabric can conduct electricity, In addition, the

fabric can be made very thick or wry thin - so thiu in fact

as to become translucent, - to let some light pass through.

Secondly, as you can experience for yourselves from the

samples that are going round, not only is it very soft to the

touch, but it's also strong and long-lasting.

Finally, it can be made in absolutely any colour.

To conclude my presentation. I'd like to lei I you about our

future plans.

Wc at Fabtek believe that Protean has enormous sales

potential. We are curreudy trying to increase sales by

licensing other manufacturers to produce interesting new

products with Protean. We already have a licensing

agreement with Azra, a Swiss firm, which has created some

award-winning products using Protean. You can find ihe

details of some of those products in the leaflet in vour

folder.

5 Stress

0 S.I (I = Interviewer, All = Alan llradsliaw)

1 What are the most common causes of stress at work?
AQ Well, usually it's a combination of things, er, rather

than one cause. Some combinations are worse than others. Fr. for example; a very bad combination is where someone is under a lot of pressure, but they also feel thai they have no control and they feel unsupported. That combination can cause severe stress and depression. People in tliat situation often feel helpless lhat nothing they can do will make any difference, and that's a very bad feeling.

0 S.2 (I = Inter*!e>vfcr. AH - Alan Uradsbaw)

1 How do you help companies to deal with stress?
AQ Well, wc help in two main ways: er, firstly, by

investigating causes of stress, what we call stress risk assessment. The idea of this is to identify problem areas and/or groups, hotspots, where the risk of stress is high. Secondly, we train managers by raising their awareness of stress and giving them skills to prevent and reduce stress at work.

Audio scripts I

0 5..* (I = Interviewer, AB ■ Alan Bradshaw)

1 Do you 1 hiiik lhal men and women deal with stress
differently?

f\B Yes, 1 do. Hi: women lend lo, er, report more stress. they talk more, um, about their problems, Er, but they usually, in my uxperiencc. have bettcr coping stralevies. They're better at asking for and getting support, c sped ally from their managers. Men report less stress, in my experience. They don^rl like lo appear vulnerable. The truth is. they are often in ore vulnerable and have pom* coping strategies. Men are not good at getting support when they iteed it, and they find it difficult to talk to their managers dboul stress.

0 5.4 (V ■ Vincent, M = MDnica/l' ■ Tanya)

V 1 think we should do a lot more to improve our staff's
health and fitness. What do you think. Monica?

M I agree. There are all sorts ol" things we could do lo help staff to become more healthy and stay healthy. For one thing, we could offer them a tree medical checkup every year.

V Right. That's a good idea. A lot of I inns do that. And
how about having a no-smoking policy in the staff
restaurant? What do you think about that, Tanya'!*

1 Mm, I don*I think I like the idea very much. It
wouldn't be good for morale. A lot of our staff smoke

they'd be against it, I'm sure of that. I think wc should improve the food. A lot of the dishes aren't healthy • there's far too much fatty food, not enough fish, fruit and vegetables.

V True. We could change the menus and otter healthier
meals. I like that idea.

M What about setting up a counselling service. Vincent? Some sia(T are under a lot of itress. It affects their work and they need professional help.

V I don't know. Monica. It'd be very expensive to set up
a service like that. Anyway, we have a company doctor.
That's her job, isn't it?

O 5.5 (V = Vincent, T = Tanya, M ■ Monica)

V I've got another suggestion. Wc could talk to the
manager of our local sports centre and arra iige a
company membership. What do you think, Tanya?

r Mm, I don't know. It sounds interesting, but it could be very* expensive. A group fee for all our staff would probably cost a fortune.

V What's you r opi n ion, M on i ca?

M I think you Ye right, Tanya. It'd cost a lot and I'm not sure how many staff would actually use the centre, Some people say it hasn't got many facilities.

V 1 can't agree with you there. It's got a very good pool
and sauna, Tf wc could negotiate a low membership
fee, it might be worth considering, surely.

T Yes, it's wotth checking out. I suppose, A lot of staff might enjoy having a swim at lunehlimc or after work. And a sauna is very relating. I must admit,

IV. Maybe, hut there arc so many other things we could do. I lungs which are less expensive, but they'd improve people's health just as much. Lei me tell you about a lew ideas I have...

05.6

i Yeah, that's exactly the pivblemr I just ca n't cope any more... So many people have lost their job, yon wonder when your turn will come. And of course all these redundancies mean that fewer people have got to do more work. On top of that, there's a lot of paperwork, a lot more than last year. The bureaucracy's just unbelievable. And if lhal wasn't bad

enough, there're all those meetings you've got to attend, most of l hem just a waste of time, if you ask inc.

2 You can a^k anyone in this department, and we'll all tell you that wc have to spend far too much lime on ad Mill lis native lasks. litit my other complaint is lliat we have far less freedom than before There's a lot of control, and our work is monilcrcd very closely. It's very stressful when yon feel you are being watched all the time!

3 (certainly feel tinder a fol of pressure. 1 find it difficult now lo focus on my work simply because them isn't enough space, and we have no privacy cither. None of us likes to work in an open-plan olTicc. I and three others are cooped tip in a small area where there isn't even a window,

4 I love what 1 do, but the problem is thai it's become really difficult to work in such a noisy environment. The office has become a nightmare, you're trying to do your si tiff and¹ then five telephones siarl ringing

ait) tin d you. I'm interrupted hundreds of times aday. We ail arc.

5 Well, we all know that the company has known better limes, bul things really.started to go very wrong when Mis Hendersou, the new director: was appointed. That may sound like an awful thing to say, but I know it's an opinion mosl of my colleagues share. We need someone wc can talk to, someone who will listen to what we have 10 say. liui talking to her is like talking to a brick wall She never tries to understand our point of view.

6 As far as T'm concerned, the main problems are the threat of further staff cuts, and also the unreasonable workload. We've already talked enough about that, \ think. But them's another source of stress in this department, I'm afraid, and that's our new director. I've been patient, we've all been patient and hoped she'd change somehow, but she didn't. She just won't make the effort, to listen to us. And whenever she speaks, il is to criticise. We meet our targets, we take work home, but she'll never say ''Well done!'. It's very demoti-valuig.

6 Entertaining

W 6.1 (! = Interviewer, LI* = Lionel Prcnat)

I What range of services does Kovotel London West

offer for corporate entertaining? LI' We offer a, a wide range of, er, of possibilities for corporate entertaining here at Novotcl London West We have a large conference room which, er. hi fact can hold up to 3,000, reception-style. That room can be sub-divided into smaller conference rooms. We can do anything from a trade show, exhibition, workshops, um, seminars, conference, AGM, er, anything, er, can be done here at the Kovotel London West if) terms of corporate entertaining. Bul Ihe, um. the mosl important thing is to work with, um, with, with tlie objective of our clients. They have a message they want to communicate, and that's the most important thing I would say • to, to make sum, as the venue, wc provide the right venue, lhe mosl suitable venue for ihe clients, um. tor them to achieve their aim and their objectives.

Audio.scripts

Q 6.2 (I = Inrcrviewer, IM = Isabel le Ma cart)

I Can wl Lell us abonl the 'Five Senses Experience*?

IM So, (lie '1'ive Senses Experience' is a new fatilily housed within ilic Novotcl London West which appeals specifically to ike corporate meeting and incentive market. Whilst food is the subject, there is much more to it than just flavour and eating. As suggested by the name, the focus is on each individual's live senses, using a scries of exercises that confuse, stimulate, test and hone each of the senses. So designed to accommodate groups from live to nine people, it gives people a chance to experience how they use their senses in their daily lift And it's sometimes amazing when they realise the impact, er, their senses have on each other. This experience is both a lot of fun and extremely informative.

6.3 (J M= Isabelk Macart)

IM Our clients use the 'Live Senses' for many different purposes, from client entertain men I lo learn building. because the great thing about the '1'ive Senses' is that it gets people talking., it breaks down barriers and it gives people a memorable sliarcd experience. I lean help them to communicate with and work with colleagues, clients and customers in ways that, that arc much moie effective.

6.4 (A = Ana. \i = lien)

A Alice is looking after our guests from Taiwan.

G She loves taking care of visitors, doesn't she'.'

A She had lo change the hotel booking because several

extra visitors turned up. B 1 know. She told me iliree more people arrived

unexpectedly. A Our Sales Manager is taking them out tonight. B Jeff has always loved socia lisiug. I'm sure he'll

entertain them very well. A And they all want to look around the city before they

go. B Do they really? It's a pity there aren't many places to

visit. A 1 certainly look forward to meeting Lheir new Chief

Executive. B Well, 1 think we're all really excited thai wc'tc going to

meet her at last. A 1 hope all staff can take part in Lhc visitor programme. 6 So do I. It would be great if all of us got involved in it. A They want us to visit them next year. We said we'd like

to take up their invitation. B That¹.; really kind. Of course we've got to accept. A It was a shame lo turn down their invitation lo lheir

sa le> conference two years ago. D 1 agree. It was a mistake lo Tcfust

Or>-5

Conversation 1 A llello, I'm Liz.

e

Oh, hello again, J-i7. How are you? Its Jane; we met in

Paris lasl year.

Oh yes, I didn't recognise you. Your hairs different.

I'm fine, and what about you?

I'm very well thanks.

And liow Y¹ business?

It's going well, especially in Italy.

Greal.

Conversation 2

A James, have you met Sam Clarke?

6 No. Hello, Sam. Good to meet yon. I thiuk we both

know Rill Carlton. 1 used to work with him in Spain. C Oh. yes... Bill, lie's in Moscow now. B Really¹,' I didn't know that, (rive him my regards next

time you see him. C Yes. 1 will

Conversation 3

A Julia, do you know J urgent

B Yes. of course. Hello, Jurgen. Good to see you again.

How arc things'.' C Fine thanks, Julia. It's great to see you.

Conversation 4

A Hi, I'm John.

B Hello, John. Pleased to meet you. I'm Lisa from the

Munich office. A Oh_% Munich. I've never been, but I hear it's a great city,

very lively. B Yes, ii is. (t's great. You should come. The conference i&

going to be there next yea r. A I'd love to. I'll look forward to it.

Conversation 5

A Carla. I'd like you to meet one of our best customers.

Linda Eriksson from SRT in Sweden. B llello, Linda. Nice to meet you. I've beard a lot about

you. C Not all bad I hope!

B Not at all. It's good to be able to put a face to a name, C Absolutely!

O 6-6 (A = Alex, M = Max)

A: Only six more weeks to go till the big day! I'm already full of trepidation!

M: So am I! We know we've got to get this right. lt^ a key-event for the company, and it will affect our image.

A: I'm sure it will. That's why we have to be careful when choosing the venue. So, let's put our heads together... What sort of venue do we need? Let^i Iit and come up with a list of essentials.

M: It's certiii nly got to have a spacious conference room.

A; Absolutely! We're expecting over 7(1 delegates, so we'll definitely need a large conference room. In addition, let's not forget that at times the participants will have to split up into special interest groups, so we'll need access to a number of seminar rooms as well. How many do you reckon?

M:

M:

Preferably tour, I'd say, but if we can have more, all the better... Now then... what else? Remember the problems we had last year witti late arrivals and early departures'.' Rome people spent more time on the airport shuttle than they did on the plane! Yeah, that was pretty disastrous. Wc can't allow that to happen again. The venue's goi to be within reasonable distance of an international airport.

Ar Right. Let's recap and see what we've got so far... Three things, 1 think: rea son able access to an international airport as you've just said. Next, one large conference room, and then preferably four or more seminar rooms. WcYc getting there... Anything else?

M: Fun, of course! All work and no play makes managers dull conference participants. So the venue's got to provide a wide choice of leisure activities.

A: I'inc. Let me write that down... so... a wide choice of leisure activities. Yeah, I agree, that's important. The conference programme's really intensive, so the delegates will need to relax, I'm sure.

Audio scripts ]

7 Marketing

07J

A I really wanted il. but when I tried to buy it, T jusl couldn't gCL it anywhere. My friend heard ihai it was in one shop and lis queued up for ages, but they'd run out by lunchlime.

B The company held a party on a river boat to launch their new campaign. It was absolutely fantastic. We also got a free gift at the end.

C The shoes were really expensive but definitely worth it. I think the fad that they arc so expensive really distinguishes them from the competition.

D I've had this briefcase for 20 years and il still looks good. The material is high quality and long-lasting.

0 7.2 <1 = Interviewer, J'l = Jonathan Turner)

1 What do you think is the key to successful marketing?
)T Well. I think, if you're talking about an individual

marketer, then, er, I'd be thinking about three broad areas. I think, firstly, having a really passionate curiosity for the customer - really being prepared to do a lot of hard work to get a deep understanding of their needs, er, their behaviour's, and everything that really motivates them. Now you've got to get close to them by. yeah you've got to talk to them, you've got to be meeting their regularly, a lot of marketers don't do that. But you've also got to Ik able to do the hard analysis of all the business data and market research and constantly analysing the data and trends to, er. pickup what's, er. going to be affecting them and their behaviours.

So that's customer closeness, urn. and that has to be combined with a really strong business sense, inn, an instinctive understanding of how your company makes money. So. the job of a marketer being to match the consumer need that we just talked about, with a company's assets and capabilities, so tliat in the end you make some money, you make a profit, l.'m, if you don't know the number's, if you don't know what yon make and lose money, you won't he successful and your company won't be successful.

Q 7.3 (.IT =.lonutlian Turner)

IT I think the fast thing is that, as a marketer, you have to have, inn, really great communication skills because you're often responsible lor things like prolit or pricing, but in reality it's another department that actually controls it or delivers il. So it could be sales or finance that are actually affecting pricing, even though marketing may be nominally responsible for it. So as a marketer you have to have great, son of. influencing skills, communication skills, to get people It) understand what's behind the strategies, but also to be motivated to deliver them for. for you and for the business. So, I think those arc the Ihrcc things ■ passionate curiosity for the customer; a strong instinctive understanding of how to make money in the business; and really strong communication skills.

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