SCENE 3

Date: 2015-10-07; view: 1282.

PAUL: ... to assess the market potential for our mopeds in Industria.

TOM: I gave you two weeks to prepare a feasibility study, Paul, not set up an exhibit in Industria.

PAUL: OK, OK Tom. Just let me finish. Now these are the general outlines... Jack!

JACK: Yes. Well, these are the figures for shipping, packaging and an estimate of the costs of increasing the production by 20% to start with.

PAUL: And Tim?

TIM: This is a report on our home market and the extent of the competition, mainly from Barratts.

KAMAL: Very impressive for 2 weeks' work... mm! I'm very interested, you know, in this Trade Fair idea. I'd like to know more about it.

PAUL: Yes, well. I think this report here, which is written by Christopher Mayo from the EDO, can best explain it to you - you see, I went to him for expert advice. He's had considerable experience dealing with small firms expanding into the export market. Mmm... Jack! Would you like to read it for us?

JACK: Er... well, it seems that when Paul first told Chris about his plans, his reaction was very similar to yours, gentlemen.

ТОМ: Yes. Too true. I never did think much of the idea...

JACK: However, he does go on to say, and I quote: Mm.. 'After studying these figures and listening to Paul, I was convinced that if any company has а chance of success in the export market, it's Jayal Motors. You have a good team, a determined one, you have a high quality, efficient product, you have the possibility of export credit from the bank, but you have competition on the home market and you're in danger of a takeover from the larger companies in Dabu who are rapidly expanding into the provinces. You have to act fast and act now, but with care and caution. The Trade Fair gives you an opening.' End of quote.

ТОМ: But the cost of the shipping, the advertising ... and the home market will be neglected.

JACK: We already have the advertising ready for the new bike. We can use that at the Trade Fair and at home.

PAUL: Tim's research shows that our present retailers would be happy to promote the new bike without extended credit terms and Tim has found some new retailers here and in Dabu, who are expressing a very strong interest.

TOM: Well done, Tim.

TIM: Thank you, sir.

PAUL: You see, Tim and Jack could look after the home market, while I go to Industria for 2 or 3 weeks and then we...

TOM: I don't know if I like the idea of exporting at all.

JACK: Paul has done his homework.

KAMAL: He's convinced the EDO and he's convinced me. I think we should give it a try.

TOM: Well, the costs, we're a small company, no problems, close to the workers...

JACK: But it won't continue like that, Mr. Jayal. We have to reduce our dependence on the home market... Look at the figures... we'll be taken over. And about the costs...

KAMAL: We're prepared to give export credit.

JACK: And look at the tax advantages. The government provides tax relief for exporters and the export credit insurance scheme run by the government makes it easier for small companies to get the finance they need to develop export trade.

KAMAL: That's our guarantee.

TOM: Oh, we have a guarantee. Why didn't you say so? I'll give it my support.

PAUL: No, no Tom. Jayal Motors has no guarantee that the export market will succeed. The bank has a government guarantee when it gives us the export credit.

TOM: Oh. It's very complicated, isn't it?

JACK: And the EDO makes a contribution to the exhibit costs at the Trade Fair. But all this means nothing if we can't get the orders.

TOM: All right, you've got it. But if the Trade Fair brings nothing, it's finished. No more exporting ideas from you, Paul. Diana, type up those notes and have them on my desk first thing tomorrow.

UNIT 4