物流英语
主编：王艳
制作：李晓新
2008年3月
物流英语
Unit 1 Introduction to Logistics
Unit 2 Customer Service
Unit 3 Warehousing
Unit 4 Transportation and Distribution
Unit 5 Packaging
Unit 6 International Logistics
Unit 7 Purchasing
物流英语
Unit 8 the Third Party Logistics
Unit 9 Supply Chain Management
Unit 10 Logistics Information Management
Unit 1 Introduction to Logistics
Text 1 What is Logistics
Dialogue 1 Introduction to Logistics Company
Text 2 Activities in Logistics System
Dialogue 2 Visiting a Logistics Company
Text 1 What is Logistics
【Para 1】The Definition of Logistics（物流的概念）
There are various definitions of different edition. But in general, there are mainly two types of definition in practice.
Text 1 What is Logistics
In Chinese Logistics Terms, logistics means the pgysical movement of goods from the supplier point to the receive point. Based on practical need, integrated organically the variety of the basic functional activities including transportation, storage, loading and unloading, handling, package, distribution and information management, etc.
Text 1 What is Logistics
The Council of Logistics Management has adopted this definition of logistics：Logistics is that part of the supply chain process that plans, implements, and controls the efficient, effective flow and storage of goods, services, and related information from the point of origin to the point of consumption in order to meet customers’ requirement.
Text 1 What is Logistics
【Para 2】The importance of Logistics（物流的重要性）
Since the beginning of human civilization, there has been the “move” of the goods, so we should say, “logistics is anything but a newborn baby.” However, when it comes to modern logistics, most professionals in the business consider it one of the most competitive and exciting jobs, invisible as it is. “Logistics is a unique global pipeline that operates 24 hours a day, seven days a week and 52 weeks a year, planning and coordinating the transport and delivery of products and service to customers the world over.”
Text 1 What is Logistics
【Para 4】Development of Logistics Management（物流管理的发展）
Logistics management has evolved over the last three decades from the narrowly defined distribution management to the integrated management and to the global supply chains. The mission of logistics management is to plan and coordinate all activities to achieve desired levels of delivered service and quality at he lowest possible cost. In order to succeed in today’s global marketplace, companies must be ever cognizant of these trends and develop a logistics management strategy that capitalizes on the best-of-breed technology solution available today, so that they can meet the demands of their customers today and be well prepared for the future.
Text 1 What is Logistics
New Words and Phrases
logistics n. 后勤学， 物流
definition n. 定义，概念
implement v. 履行，推进
civilization n. 文明
professional n. 专家，专业人员
pipeline n. 管道
Text 1 What is Logistics
acquisition n. 获得
manufacture n./v. 加工，制造
storage n. 储存，仓储
distribution n. 配送
maintenance n. 维持
disposition n. 配置
construction n. 建 设，构成
provision n. 供应，提供
volatile adj. 多变的
Text 1 What is Logistics
critical adj. 关键性的，决定性的
budget n. 预算
evolve v. 演变，发展
integrate v. 整合，综合
cognizant adj. 知道的，认识的
capitalize v. 变成资本，作资本用
Text 1 What is Logistics
Notes
1．There are various definitions of different edition.
物流的定义有很多版本。
Text 1 What is Logistics
2．In Chinese Logistics Terms, logistics means the pgysical movement of goods from the supplier point to the receive point. Based on practical need, integrated organically the variety of the basic functional activities including transportation, storage, loading and unloading, handling, package, distribution and information management, etc.
国家标准物流术语中，物流定义为物品从供应地向接受地的实体流动过程，根据实际需要，将运输、储存、装卸、包装、配送、信息处理等基本功能实现有机结合。
Text 1 What is Logistics
3．The Council of Logistics Management has adopted this definition of logistics：Logistics is that part of the supply chain process that plans, implements, and controls the efficient, effective flow and storage of goods, services, and related information from the point of origin to the point of consumption in order to meet customers’ requirement.
美国物流管理协会修订了物流的定义：物流是供应链过程中的一部分，是以满足客户需要为目的的，为提高产品、服务和相关信息从起始点到消费点的流动储存效率和效益而对齐进行计划、执行和控制的过程。
Text 1 What is Logistics
4．However, when it comes to modern logistics, most professionals in the business consider it one of the most competitive and exciting jobs, invisible as it is.
说到现代物流，业内专家认为，尽管看不见摸不着，却是最富有挑战性和最激动人心的工作。
Text 1 What is Logistics
5．This implies that management must first understand what those requirements are before a logistics strategy can be developed and implemented to meet them.
这意味着在开发和推进客户满意的物流战略前，必须首先切实理解他们的需求。
Text 1 What is Logistics
6．In practice, logistics refers to the systematic management of the various activities required from the point of production to the customer.
实际上，物流是指从生产地点到客户所需各种活动的系统管理。
Text 1 What is Logistics
7．Getting the right amount of goods to the right place at the right time is critical, especially in an age when budgets are tight and customers demands are unpredictable.
尤其是资金预算紧张和客户需求无法预测时，在正确的地点和时间得到正确数量的货物才显得颇为关键。
Text 1 What is Logistics
8．Logistics management has evolved over the last three decades from the narrowly defined distribution management to the integrated management and to the global supply chains.
物流管理在最近30年中从狭义的配送管理至一体化管理，最后发展为全球供应链管理。
Text 1 What is Logistics
9．In order to succeed in today’s global marketplace, companies must be ever cognizant of these trends and develop a logistics management strategy that capitalizes on the best-of-breed technology solution available today, so that they can meet the demands of their customers today and be well prepared for the future.
为了赢得全球市场，在现有的资金和技术条件下，公司必须清楚地知道自己的发展意向以及相关的物流战略，以便于公司能够满足客户需求并为未来的发展做好充足的准备。
Text 1 What is Logistics
Exercises
Ⅰ Pair work：talking face to face, and think it over, discuss the following questions.
1．What is logistics?
2．Why is logistics so important?
3．Is logistics something new? Why?
4．What is the logistics main function?
5．How do you understand the development of logistics management?
Text 1 What is Logistics
Ⅱ Fill in the blanks with the following words.
1．The aim of ___________ management is to minimize the amount of material in stock.
2． _________ is a hot topic in China and the whole world.
route location movement originate
importance inventory purchase flow storage
logistics
Text 1 What is Logistics
3．If the ship had sailed along the recommended _________ , it would have been able to avoid the heavy weather.
4．People generally consider logistics as the ______ of goods, it is partly right, but logistics is much more than that.
5．Logistics involves the _________ of goods, but also of people, as well as housing and feeding them.
Text 1 What is Logistics
6．The foreign company has to _________ 500 teu of garments from China every year.
7．The meaning of the word “logistics” firstly _______ from the military.
8．The __________ expenses will be for your account if you place an order of 100,000 tons of roll steel at a time. My workshop uses ten tons a month.
Text 1 What is Logistics
9．With the development of modern economy, people become more and more aware of the _________ of logistics.
10．Whether facilities are owned or rented, the ________ of warehouses is extremely important.
Text 1 What is Logistics
Ⅲ Translate the following sentences into Chinese.
1．Modern Logistics is one of the most challenging and exciting jobs in the world.
2．Every company that sells products has to need the service of logistics.
3．Many experts hold the opinion that logistics is an iceberg, only the top of which is seen, what is unseen is much bigger.
Text 1 What is Logistics
4．As logistics manager’s roles and value have grown, the need for well-educated, talented professionals with a diverse array of skills has emerged.
5．Logistics is a unique global “pipeline” that operates 24 hours a day, planning and coordinating the transport of products to customers the world over.
Text 1 What is Logistics
Ⅵ Translate the following sentences into English.
1．请为我们介绍一下当前中国的物流现状。
2．物流活动是供应链的构成部分。
3．在工业生产中，物流成为快速增长的利润源。
4．发达国家的物流成本占国民生产总值的10%左右。
5．物流活动的顺畅运转对于2008年北京奥运会有巨大的影响。
Dialogue 1 Introduction to Logistics Company
（Li Jian, the sales representative of Zhongji Shipping company, is talking with Erik, A potential customer.）
Li：Welcome to our company, Mr. to meet you.
Erik：Me too.
Li：Mr. Erik, my name is Li Jian. Here is my card. I’m willing to introduce my company.
Erik：Thank you for a lot of care.
Dialogue 1 Introduction to Logistics Company
Li：Our business covers import and export container transportation and agency, door to door pickup and delivery, customs clearance, warehousing and consolidation.
Erik：I see.
Li：Zhongji has become one of the market leaders in China’s freight forwarding and logistics industry today.
Dialogue 1 Introduction to Logistics Company
Erik：Uh-huh.
Li：We have helped Ford to substantially reduce logistics costs.
Erik：Please explain in detail.
Dialogue 1 Introduction to Logistics Company
Li：Of course, that was one of the best results achieved in the beginning of the 2000s.
Erik：One of the best results? In what way?
Li：We improved their management by optimizing their plans of demonstration before plunging into action. As a result, the overall utilization was raised considerably.
Erik：It’s amazing.
Dialogue 1 Introduction to Logistics Company
Li：If you are concerned about logistics questions, you can ask any one. We have a reputation for top service.
Erik：I hope so.
Li：If you have a moment, I’m hoping to visit you.
Erik：Well, you are welcome, I’d like to hear your suggestion.
Dialogue 1 Introduction to Logistics Company
New Words and Phrases
container n. 集装箱
transportation n. 运输
warehouse v. 仓储，储存
consolidation n. 集货，配货
freight n. 运输，运费
forward v. 发送，递送
Dialogue 1 Introduction to Logistics Company
optimize v. 优化，充分利用
demonstration n. 运营
utilization n. 利用
pickup and delivery 货物交接
customs clearance 通关，清关
plunge… into action 把……投入
Dialogue 1 Introduction to Logistics Company
Notes
1．Our business covers import and export container transportation and agency, door to door pickup and delivery, warehousing and consolidation.
我们公司业务涵盖了集装箱进出口运输和代理，门到门交接货物，仓储和配货。
Dialogue 1 Introduction to Logistics Company
2．We improved their management by optimizing their plans of demonstration before plunging into action. As a result, the overall utilization was raised considerably.
我们在运营计划投入前对其进行优化，从而提高了管理水平，全面的利用率得以大幅度提升。
Dialogue 1 Introduction to Logistics Company
Exercises
Ⅰ Oral Practice: practice the above dialogue with your partner until you can learn the lines by heart.
Dialogue 1 Introduction to Logistics Company
Ⅱ Team work: make up a dialogue according to the following situation and practice it with your partner.
Situation：
Gary is a clerk of a logistics company. Now he is introducing the company to Jack, who pay a visit to the company.
Dialogue 1 Introduction to Logistics Company
Tips：
1. Excuse…
2. Nice to meet you.
3. It’s very kind of you to …
4. Our business covers…
5. Our company provides logistics services such as…
6. I’ve come here today see whether you have interest in our service.
7. If you have any questions, please feel free to contact me anytime.
8. I’m looking forward to our next meeting.
Dialogue 1 Introduction to Logistics Company
Ⅲ Write an e-mail to your customer, telling them politely and patiently like that:
Contents：
1. 为有合作意向的客户介绍你的公司及主营业务。
2. 附上公司的详细资料。
3. 洽谈初步的合作意向。
Dialogue 1 Introduction to Logistics Company
Ⅵ Fill in the blanks with the words in the following box.
（Mr. Zhang, a representative of Beijing Textiles Products Corporation, is coming to a logistics company. He is talking to Miss Wang, the secretary…）
manager deal with establish luggage honestly
representative corporation a good idea
Dialogue 1 Introduction to Logistics Company
Wang：Hello!
Zhang：Hello!
Wang：What can I do for you? I am secretary.
Zhang：Yes. Glad to meet you. I am the ________ of Beijing Textiles Products _________.
Wang：Please have a seat, and what would you like to drink, coffee or tea?
Zhang：Thanks, coffee please, and little sugar.
Dialogue 1 Introduction to Logistics Company
Wang：Ok, just a minute.
Zhang：As a representative of Beijing Textiles Products Corporation, I _____ hope to ______ business relation with you.
Wang：We also hope to _______ you. But our _______ is not in at the moment. He will be back in an hour, and would you please wait for him for a while. I’m very sorry.
Zhang：It doesn’t matter.
Dialogue 1 Introduction to Logistics Company
Wang：But if you don’t mind I can take you to our restroom and put your _____.
Zhang：That’s ________.
Wang：This way please.
Text 2 Activities in Logistics System
A logistics system can be made up of many different functional activities, some of which are described briefly below.
【Para 1】Customer service（客户服务）
In a broad sense, customer service is the output of the entire logistics system. It involves making sure that the right person receive the right product with the right quantity at the right place at the right time in the right condition at the right cost. At present, many logistics company may have a customer service department that handle complaints, special orders, damage claims, returns, billing problems, etc.
Text 2 Activities in Logistics System
【Para 2】Demand forecasting（需求预测）
Demand forecasting estimate the need for precise amount of product and service that customers will require in the future. The logistics system can ensure the right products or services are available to meet those requirements. It involves in forecasting how much should be ordered from its suppliers, and how much of finished products should be transported in each market.
Text 2 Activities in Logistics System
【Para 3】Transportation（运输）
Transportation refers to the physical movement of goods from one point to another point. It includes specific activities such as selecting the transport mode, choosing the particular route, selecting the right carrier, complying with various local transportation regulations. Transportation is usually the most costly logistics activity. It may account for 40%-60% of a company’s total logistics cost.
Text 2 Activities in Logistics System
【Para 4】Warehousing（仓储）
Warehousing is an integral part of every logistics system. It plays an important role in providing a desired level of customer service at the lowest possible total cost. It refers to places where goods can be stored for a particular period of time. Generally, the greater the time lags between production and consumption, the larger the level of warehousing required.
Text 2 Activities in Logistics System
【Para 5】Inventory management（库存管理）
Inventory management deals with balancing the cost of maintaining additional products on hand against the risk of not having those items when the customer wants them. This task has become more complex as firms have gradually lowered inventory levels.
Text 2 Activities in Logistics System
【Para 6】Packaging（包装）
Industrial packaging focuses on protecting the product while it is being transported and stored. It conveys important information to inform the customer and provide protection during storage and transport. In a marketing sense, the package acts as a form of promotion or advertising. Its size, weight, color, and printed information attract customers and convey knowledge about the product.
Text 2 Activities in Logistics System
【Para 7】Procurement（采购）
Procurement is the purchase of materials and services from outside to support the firm’s operations from production to marketing, sales and logistics. It includes the selection of supply source location, timing of purchases, price determination, quality control and many other facets.
Text 2 Activities in Logistics System
【Para 8】Material handling（物资搬运）
Material handling is a broad sense concerning all short-distance movements of raw materials, work in process, or finished goods within a factory or warehouse. As materials handling tends to add costs rather than value to logistics systems, managers tends to minimize the number of handling whenever possible.
Text 2 Activities in Logistics System
【Para 9】Information management（信息管理）
Information links all areas of the logistics system together. Information processing is becoming increasingly automated, complex, and rapid. It is critical to the efficient functioning of system.
Text 2 Activities in Logistics System
【Para 10】Other logistics activities（其他物流活动）
Other activities such as waste disposal, return goods handling, etc. are also important. Logistics managers have to consider the social costs associated with waste disposal. The handling of returned goods, often referred to as reverse distribution, is an important part of the logistics process.
Text 2 Activities in Logistics System
New Words and Phrases
functional adj. 功能上的，职责上的
output n. 产量，产品
complaint n. 抱怨，投诉
damage n./v. 损失，损坏
claim n./v. 要求，索赔
requirement n. 需求，要求
Text 2 Activities in Logistics System
transport n./v. 运输
transportation n. 运输
regulation n. 管制，规则
integral adj. 完整的
warehouse n./v. 储存，仓库
inventory n. 库存，存货
maintain v. 维持，保持
convey v. 传送，传递
Text 2 Activities in Logistics System
promotion n. 促进，提升，促销
procurement n. 采购，获得
purchase n./v. 采购
facet n. （事情之）一面
reverse adj. 相反的,逆向的
raw material 原材料
work in process 半成品，在加工产品
finished goods 成品
waste disposal 废弃物处理
Text 2 Activities in Logistics System
Notes
1．In a broad sense, customer service is the output of the entire logistics system.
总的来说，客户服务是整个物流系统的主要产出。
Text 2 Activities in Logistics System
2．It involves making sure that the right person receive the right product with the right quantity at the right place at the right time in the right condition at the right cost.
客户服务就是要以恰当的成本使恰当的客户在恰当的时间，恰当的地点以恰当的状况和恰当的价格收到恰当的产品。（这7个“right”就是物流服务的核心理念）
Text 2 Activities in Logistics System
3．Demand forecasting estimate the need for precise amount of product and service that customers will require in the future.
需求预测就是估计客户将来对产品和服务的准确需求数量。
Text 2 Activities in Logistics System
4．Transportation refers to the physical movement of goods from one point to another point. It includes specific activities such as selecting the transport mode, choosing the particular route, selecting the right carrier, complying with various local transportation regulations.
运输是指货物在不同地点之间的物理性移动。它包括选择运输方式、具体路线、恰当的承运人以及遵守各种运输法规等具体活动。
Text 2 Activities in Logistics System
5．It plays an important role in providing a desired level of customer service at the lowest possible total cost.
仓储在以最低的可能成本提供相对满意的客户服务水平方面占据着重要的地位。
Text 2 Activities in Logistics System
6．Generally, the greater the time lags between production and consumption, the larger the level of warehousing required.
一般来讲，生产与消费间隔的时间越长，所需求的库存量越大。
Text 2 Activities in Logistics System
7．Inventory management deals with balancing the cost of maintaining additional products on hand against the risk of not having those items when the customer wants them.
库存管理平衡库存持有成本和销售损失成本。
Text 2 Activities in Logistics System
8．Procurement is the purchase of materials and services from outside to support the firm’s operations from production to marketing, sales and logistics.
采购是指从企业外部进行原材料和服务的购买，以保证公司生产、销售、物流的正常运转。
Text 2 Activities in Logistics System
9．Material handling is a broad sense concerning all short-distance movements of raw materials, work in process, or finished goods within a factory or warehouse. As materials handling tends to add costs rather than value to logistics systems, managers tends to minimize the number of handling whenever possible.
广泛意义上讲，物资搬运是指在工厂或仓库内的原材料，半成品或成品的短距离移动。其在物流系统中只能增加成本而不能创造价值，所以经理们尽可能将搬运的数量降到最低。
Text 2 Activities in Logistics System
10．The handling of returned goods, often referred to as reverse distribution, is an important part of the logistics process.
对退回货物的物流处理，通常被称作逆向物流，是物流流程的重要组成部分。
Text 2 Activities in Logistics System
Exercises
Ⅰ Team work：talking face to face, and think it over, discuss the following questions.
1．What are the activities in the logistics system?
2．Why is customer service so important in the logistics system?
3．Why is transportation the most costly logistics activity in the total logistics costs?
Text 2 Activities in Logistics System
4．What is main difference between warehousing and inventory management?
5．Information management is of great importance in modern logistics, isn’t it? Why?
6．What is reverse logistics?
Text 2 Activities in Logistics System
Ⅱ Fill in the blanks with the following words.
1．Transport can be done by sea, air, ________, rail and pipe.
2．Mr. Wang is an inventory __________ in a bonded warehouse（保税仓库） in Capital Airport.
source activity success cost procurement
analysis manager business alike land
Text 2 Activities in Logistics System
3．Logistics managers pay more attention to inventory at present, because inventory management can effectively reduce logistics __________.
4．Information is a key to the _________ of logistics strategy.
5．Warehousing is not a new ___________, but it has gained new functions in modern logistics.
Text 2 Activities in Logistics System
6．In every company customer service is ____________ of information for demand forecasting.
7．Every firm, large and small _______, needs logistics strategic planning for its development.
8．Packaging is one of the most important _________ which are included in logistics system.
Text 2 Activities in Logistics System
9．_____________ deals with the buying of goods and services that keep the organization functioning.
10．Could you give me a brief __________ of the present situation in relation to logistics in China.
Text 2 Activities in Logistics System
Ⅲ Translate the following sentences into Chinese.
1．In the past decades, important changes have occurred with the role of purchasing in modern logistics system.
2．Package can have both a consumer package and logistics package.
3．To make efficient use of the warehouse space, you should decide how large your orders must be.
Text 2 Activities in Logistics System
4．We should keep in mind that one logistics system does not fit all companies. The number of activities in a logistics system can vary from company to company.
5．The strategic placement of warehouses near the company’s major markets can improve the customers service levels.
Text 2 Activities in Logistics System
Ⅵ Translate the following sentences into English.
1．过多的包装会增加物流成本, 然而包装不足可能引起货物损坏。
2．降低库存是为了全面有效地利用资金。
3．采购对公司的效益有很大影响。
4．正确的需求预测可以提高客户服务水平。
5．物资搬运在降低库存和提高生产率方面发挥重要作用。
Dialogue 2 Visiting a Logistics Company
（Gary is from DaZhong Electric Company. Peter is from ZhongJi Logistics Company. Gary is making an appointment with Peter on the phone）
Gary：Hi! This is Gary calling ZhongJi Logistics Company.
Peter：Good afternoon, its ZhongJi Logistics Company. Can I help you?
Dialogue 2 Visiting a Logistics Company
Gary：I’d like to speak to Peter who is in charge of warehousing.
Peter：This is Peter. May I ask who’s calling?
Gary：Great! This is Gary from DaZhong Electric Company. I have been looking forward to meeting you. Do you have any appointments today?
Peter：Nice to meet you! I have no appointment today.
Dialogue 2 Visiting a Logistics Company
Gary：Good. I’d like to meet you as soon as possible and hope you give me some introduction about your company.
（Gary goes to ZhongJi Logistics Company to meet Peter）
Peter：I appreciate that you give me this opportunity to introduce my company.
Gary：Thank you.
Dialogue 2 Visiting a Logistics Company
Peter：Our logistics company provides different means of transportation. And we are especially good at railway, highway and airway.
Gary：I’m very impressed. However, I’d like to know how well is your warehousing business.
Peter：Yes, of course. Let me show you around. I’d like to show you the headquarters and warehouse.
Dialogue 2 Visiting a Logistics Company
Gary：Ok, let’s go.
Peter：Take it easy. Where we stand is the headquarters. Let’s go down stairs. Since the whole company is very large, we’ll take a car to warehouse.
Dialogue 2 Visiting a Logistics Company
Gary：After you!
（arriving at the warehouse）
Peter：This is our warehouse.
Gary：Wow, what a big space!
Peter：Our company can provide customers with a variety of goods inventory, such as raw material, semi-finished products, finished products, spare parts etc. We have special concessions on predominant goods and long-term contract.
Dialogue 2 Visiting a Logistics Company
Gary：I’m interested in that. Perhaps we will have the possibility of cooperation in the future.
Peter：That’s good news for us. We are looking forward to it.
Dialogue 2 Visiting a Logistics Company
New Words and Phrases
warehouse n. 仓库
means n. 方法，手段
railway n. 铁路
highway n. 公路
airway n. 空运
headquarters n. 总部
Dialogue 2 Visiting a Logistics Company
concession n. 优惠
in charge of 负责，主管
raw material 原材料
semi-finished products 半成品
finished products 成品
predominant goods 大宗货物
Dialogue 2 Visiting a Logistics Company
Notes
1．Our logistics company provides different means of transportation. And we are especially good at railway, highway and airway.
我们公司提供多种不同的运输方式，我们尤其擅长于铁路，公路和航空运输。
Dialogue 2 Visiting a Logistics Company
2．Our company can provide customers with a variety of goods inventory, such as raw material, semi-finished products, finished products, spare parts etc.
我们公司可以为客户提供各种货物的库存，诸如原材料，半成品，成品和零部件等。
Dialogue 2 Visiting a Logistics Company
3．We have special concessions on predominant goods and long-term contract.
对于大宗货物和租期较长的合同，我们都有特别的优惠。
Dialogue 2 Visiting a Logistics Company
Exercises
Ⅰ Oral Practice: practice the above dialogue with your partner until you can learn the lines by heart
Dialogue 2 Visiting a Logistics Company
Ⅱ Team work: make up a dialogue according to the following situation and practice it with your partner.
Situation：
Mary is a secretary of a logistics company. Now she is receiving the guest, who is willing to cooperate with her company.
Dialogue 2 Visiting a Logistics Company
Tips：
1. Do you have an appointment…
2. I have an appointment with…
3. I’d like to see the person in charge of…
4. That’s the reason I’m here --- to build up the business relationship with you.
5. Do you have samples?
6. We will make every effort to give you full satisfaction.
7. We hope to establish regular business relations with you.
8. Looking forward to further news with interest.
9. With kindest regards.
Dialogue 2 Visiting a Logistics Company
Ⅲ Write an e-mail to your customer, telling them politely and patiently like that:
Contents：
1. 邀请你的客户来公司参观。
2. 表示你合作的诚意，可以在价格上做出让步。
3. 希望能与客户建立经常的业务关系。
Dialogue 2 Visiting a Logistics Company
Ⅵ Fill in the blanks with the words in the following box.
（Mr. peter is sitting in the reception room when Mr. John, the manager comes in and talks to him…）
appointment treat workable enlarge satisfy
quality reliable keep concession expect
Dialogue 2 Visiting a Logistics Company
Manager：Excuse me. Are you Mr. Peter?
Peter：Yes, and you are…
Manager：I’m John, the manager. My secretary has told me everything about you.
Peter：How do you do!
Manager：How do you do. I’m so sorry for __________ you waiting for so long but I had an important _________ with my customer.
Peter：It doesn’t matter. Shall we begin?
Dialogue 2 Visiting a Logistics Company
Manager：Yes, of course.
Peter：We learn from the Chamber of Commerce in your city that you deal a great deal of logistics business, and we hope to deal with you and ______ our business relation.
Manager：That’s true. We promise you will be ________ with our service.
Peter：Uh-huh.
Dialogue 2 Visiting a Logistics Company
Manager：We have established _________ cooperation with many famous company such as P&G. We have reduced the logistics costs for them.
Peter：It’s amazing.
Manager：Our service are of good_____ . But I don’t know whether the price is ______ or not.
Peter：If you are really interested in our services, we will make a ________.
Dialogue 2 Visiting a Logistics Company
Manager：I’d think about it further. Could I let you know tomorrow？
Peter：No problem. I’ll _______ you tomorrow.
Manager：Ok. Mr. Peter. It’s time for supper, and we’ll _____you in the Great Wall Hotel. Mr. Peter, please.
Peter：That’s very thankful.
Dialogue 2 Visiting a Logistics Company
Supplementary Reading
Development of Logistics
Logistics is by no means a new subject area. Historically, the concept of logistics stems from specific facets of military and industrial management. In the military sense, logistics is concerned with the various aspects of maintenance and system/product support, particularly from the point in time when systems are in operational use. In the industrial or commercial sector, logistics has been defined to include such activities as material flow, product distribution, transportation, warehousing, and the like. In both situations, however, logistics has been considered as a “downstream” effort, and the requirements for logistics have not been very well defined or integrated.
Dialogue 2 Visiting a Logistics Company
In recent years, systems and products have become more complex as technology advances, and logistics requirements have increased in general. Not only have the costs associated with system/product acquisition increased significantly in the past decade, but the costs of logistics support have also been increasing at an alarming rate. At the same time, the current economic dilemma of decreasing budgets combined with upward inflationary trends results in less money available for both the procurement of new systems and for the maintenance and support of those items already in use.
Dialogue 2 Visiting a Logistics Company
Ⅰ Answer the following questions
1．Historically, what does logistics stem from?
2．In the industrial or commercial sector, how has logistics been defined?
3．In recent years, what have become complex technology advances?
4．What have been increasing at an alarming rate?
5．Why is the situation that there is less money available for both the procurement of new systems and for the maintenance and support of those items already in use?
Dialogue 2 Visiting a Logistics Company
Ⅱ Whether the following statements are true or false.
（ ）1. Logistics is a new subject area.
（ ）2. The requirements for logistics have been very well defined or integrated.
（ ）3. In the military, logistics is concerned with the various aspects of maintenance and system/product support.
（ ）4. In recent years, systems and products have become less complex when technology advances.
（ ）5. The costs associated with system/product acquisition decreased significantly in the past decade.
Unit 2 Customer Service
Text 1 What is Customer Service
Dialogue 1 Delay of Delivering
Text 2 How to Improve Customer Service Level
Dialogue 2 Making a Complaint
Text 1 What is Customer Service
【Para 1】What is Customer?（什么是客户？）
In logistics system, the term customer means the object of delivery, or simply speaking, persons or units that receive the goods. In practice, it can be considered as being composed of two parts ----internal and external customers. The internal customers involve persons or departments within a firm. In contrast, external customers, in the supply chain, range widely from wholesalers, retailers, end-users to other down-stream enterprises. Whoever the customers are, their demand for logistics service acts as a driving force that stimulates the development of logistics.
Text 1 What is Customer Service
【Para 2】The Definition of Customer Service（客户服务的定义）
Customer service is normally defined as the service provided to the customer from the time the order is placed till the order is delivered. In fact, it is much more than this. It contains every aspect of the relationship between the manufacturer, supplier and customer. Under this definition it includes price, product range on offer, after-sales service, product availability, in other words, the total activity of servicing the customer.
Text 1 What is Customer Service
【Para 3】Two Elements of Customer Service（客户服务的种类）
Almost no company provides all its customers with the same level of customer service. The service contains two major elements----basic service and value-added service. Basic service refers to the basic level delivered to all customers, whether less profitable or most profitable, they should receive service not lower than this level.
Text 1 What is Customer Service
In addition to basic service, firms sometimes offer extra service such as personal package to certain customers, who are considered as key customers by the firm. Such service exceeding the basic level is called value-added customers. Once the firms decide to provide value-added service for customers, they are immediately involved in the activities of customizing. Of course, firms have to undertake basic service promise before engaging in value-added service.
Text 1 What is Customer Service
【Para 4】The role of Customer Service（客户服务的作用）
In the process of logistics integration customer service plays a significant role. Logistics system, with functions of transportation, warehousing and other associated activities, creates time and place utility for products. It tries to ensure that the customers receive the right product in the right place, at the right time, in the right condition, and at the right price. Besides, a customer can not be satisfied unless he obtains an on-time and accurate delivery which can only be provided by perfect logistics system. Customer service is thus considered as the output of logistics system.
Text 1 What is Customer Service
New Words and Phrases
delivery n. 交付，递送
internal adj. 内部的
external adj. 外部的
wholesaler n. 批发商
retailer n. 零售商
stimulate v. 刺激，鼓舞
manufacturer n. 生产商，制造商
Text 1 What is Customer Service
supplier n. 供应商
availability n. 有效性，可利用的
element n. 元素，成份
exceed v. 超出，超越
undertake v. 着手，履行
process n. 过程，进展
utility n. 效用
output n. 产出
Text 1 What is Customer Service
supply chain 供应链
end-user 终端用户
down-stream enterprises 下游企业
after-sales service 售后服务
value-added service 增值服务
Text 1 What is Customer Service
Notes
1．In logistics system, the term customer means the object of delivery, or simply speaking, persons or units that receive the goods.
在物流系统中，“客户”一词是指递送服务的对象，简单来说就是接受货物的个人或单位。
Text 1 What is Customer Service
2．In contrast, external customers, in the supply chain, range widely from wholesalers, retailers, end-users to other down-stream enterprises.
相反而言，外部客户分布于供应链各个部位，从批发商、零售商到最终用户或其他下游企业。
Text 1 What is Customer Service
3．Whoever the customers are, their demand for logistics service acts as a driving force that stimulates the development of logistics.
不论客户是谁，他们对物流服务的需求驱动刺激着物流业的发展。
Text 1 What is Customer Service
4．Customer service is normally defined as the service provided to the customer from the time the order is placed until the order is delivered.
客户服务通常被定义为从下订单开始到订单履行结束期间为客户提供的服务。
Text 1 What is Customer Service
5．Under this definition it includes price, product range on offer, after-sales service, product availability, in other words, the total activity of servicing the customer.
在这种解释下，客户服务包括价格和产品的变化、售后服务以及产品的可得性，换言之，就是服务客户的所有活动。
Text 1 What is Customer Service
6．Almost no company provides all its customers with the same level of customer service.
几乎没有公司为所有客户提供单一的服务水平。
Text 1 What is Customer Service
7．Basic service refers to the basic level delivered to all customers, whether less profitable or most profitable, they should receive service not lower than this level.
基本服务是指提供给所有客户的基本服务水平，无论利润微薄还是丰厚，客户都应得到不低于该水平的服务。
Text 1 What is Customer Service
8．In addition to basic service, firms sometimes offer extra service such as personal package to certain customers, who are considered as key customers by the firm.
除了基本服务，对于公司的某些关键客户，公司为他们提供诸如个性化包装等的额外增值服务。
Text 1 What is Customer Service
9．Of course, firms have to undertake basic service promise before engaging in value-added service.
当然，公司必须在提供增值服务之前履行基本服务的承诺。
Text 1 What is Customer Service
10．Logistics system, with functions of transportation, warehousing and other associated activities, creates time and place utility for products.
物流系统通过运输、仓储及其他相关活动的运作为产品创造了时间和空间效用。
Text 1 What is Customer Service
Exercises
Ⅰ Pair work：talking face to face, and think it over, discuss the following questions.
1．What is customer service?
2．What is the difference between internal customer and external customer?
3．What is basic service?
Text 1 What is Customer Service
4．Why are firms willing to offer add-valued service for certain customers?
5．Customer service is the output of the logistics system, isn’t it?
Text 1 What is Customer Service
Ⅱ Fill in the blanks with the following words in the box.
1．Transportation, by moving goods from one place to another place, creates________ for products.
2．To satisfy customers with special taste, manufactures have to provide _______ services.
available personal output analysis external
customers retail demand place utility
response convenient
Text 1 What is Customer Service
3．In the supply chain, _________ may contain wholesalers, retailers and end-users.
4．There is a great ________ for foreign investment in the western part of China.
5．We should make an ________ of products, depending on who use them and how they are used.
6．We must distribute the products to as many places as possible so that our customers find it _______ to get them.
Text 1 What is Customer Service
7．Customer service is considered as the________ of logistics system.
8．The key point in distribution is whether the product is ________ where the customer wishes to consume it.
9．One of the basic tasks of a logistics analyst is to determine customer _______ to service.
10．Generally speaking, soap can be found in a ______ shop.
Text 1 What is Customer Service
Ⅲ Translate the following sentences into Chinese.
1．The level of customer service a firm offers not only determines whether existing customers will remain customers, but how many potential customers will become customers.
2．Many companies report that most profitable customers are not their largest customers, but their mid-size customer.
Text 1 What is Customer Service
3．The role of customer service is to provide “time and place utility” in the transfer of goods and services between buyers and sellers.
4．The basic task of customer service is to analyze customers’ needs and set customer service levels.
5．It’s estimated that a firm’s 80% profit are generated by 20% customers.
Text 1 What is Customer Service
Ⅳ Translate the following sentences into English.
1．在物流系统中，客户服务是关键活动之一。
2．出色的顾客服务能够为供应链中的所有成员增值。
3．客户服务是衡量物流系统有效性的尺度。
4．众所周知，物流系统的最终目的是使客户满意。
5．产品和服务只有在客户的手里才具有价值。
Dialogue 1 Delay of Delivering
（ bought a TV in Dajin Electric Appliance Company just now. Mary is a clerk of Customer service department. Now he is in the Customer service department）
Wang：Here’s a TV Set I have just bought here. Will you deliver them for me？
Mary：All right. We render the service of delivering goods to customer’s house. Please fill in the delivery form with your address, telephone number and the time when you are in
Dialogue 1 Delay of Delivering
Wang：Where shall I sign?
Mary：Right here, above the dotted line, please.
（Today is the deliver time.）
Mary：Good afternoon. Customer service department. Can I help you?
Wang：Good afternoon. This is Mr. Wang. I ordered a TV two days ago, June 12th. It’s already five o’clock and it hasn’t arrived yet.
Dialogue 1 Delay of Delivering
Mary：I’m really sorry, sir. It might have been on the way to your place. I’ll check it immediately. Can I have your full name, address and phone number?
Wang：Yes. Wang Xinguo, number 419 Hongqiao Road. My telephone number is 13656785678.
Dialogue 1 Delay of Delivering
Mary：Thank you, sir. I’ll check it with our delivery department and call you back as soon as possible.
Wang：All right, I’ll be waiting for your call.
Dialogue 1 Delay of Delivering
(Five minutes later)
Wang：Good afternoon. This is Wang Xinguo.
Mary：Good afternoon. This is customer service department. I must apologize, sir. Due to the traffic jams, we can’t make the delivery of your goods today.
Dialogue 1 Delay of Delivering
Wang：Really? I find it hard to believe. I have already been waiting for nearly a whole day!
Mary：I’m awfully sorry about it. Please accept our sincere apologies. Is tomorrow morning convenient for you？We’ll be glad to make arrangements to send it again.
Wang：OK.
Mary：I assure you it won’t happen again.
Dialogue 1 Delay of Delivering
New Words and Phrases
deliver v. 交付，递送
render v. 给予，提供
check v. 查询，核对
awfully adv. 非常，十分
arrangement n. 安排
Dialogue 1 Delay of Delivering
assure v. 保证
fill in 填写
due to 由于，因为
traffic jam 交通堵塞
make the delivery of 交货
Dialogue 1 Delay of Delivering
Notes
1．We render the service of delivering goods to customer’s house.
我们提供送货到家服务。
Dialogue 1 Delay of Delivering
2．Due to the traffic jams, we can’t make the delivery of your goods today.
由于交通堵塞，我们今天无法送货。
3．We’ll be glad to make arrangements to send it again.
我们非常乐意再为您安排送货。
Dialogue 1 Delay of Delivering
Exercises
Ⅰ Oral Practice: practice the above dialogue with your partner until you can learn the lines by heart.
Dialogue 1 Delay of Delivering
Ⅱ Team work: make up a dialogue according to the following situation and practice it with your partner.
Situation：
Peter is a clerk of a customer service department. Now he is making arrangement to send goods for the customers.
Dialogue 1 Delay of Delivering
Tips：
1．Would you please deliver …for me?
2．Would you send … to my house?
3．When can we expect the delivery?
4．All goods bought here can be delivered free.
5．All our goods can be delivered within the 4th ring road.
6．24 hour delivery is guaranteed.
7．I’ll wrap it up nicely for you and have it sent before 5 o’clock this afternoon.
8．Please write your name, address and phone number on the form.
Dialogue 1 Delay of Delivering
Ⅲ Write an e-mail to order the book you need, telling them to deliver for you.
Contents：
1. 在网上订购你所需要的书
2. 说明送货需求
3. 说明支付方式
4. 告知你的时间和地点
Dialogue 1 Delay of Delivering
Ⅳ Fill in the blanks with the words in the following box.
（Mary is making a telephone call to order a ring she has seen on TV）
Clerk：Hello, this is the _________ speaking.
Mary：Hello, I saw a ring in your commercial on TV yesterday. May I ______ that ring by phone?
charge any money order in cash
delivery department in store gold convenient
sales assistant charge
Dialogue 1 Delay of Delivering
Clerk：Sure. Do you know the sales number?
Mary：Yes, it’s 4805. An 24k ______ ring.
Clerk：Hold on, please. Let me check it for you. Yes, we have this ring _______. It’s 900 yuan. You can place an order now. Please tell me your name and address.
Mary：That’s Mary, XinHua Street.
Clerk：Mary, XinHua . You need the ring with the sales number 4805.
Dialogue 1 Delay of Delivering
Mary：When can I get it? Saturday will be ________.
Clerk：Saturday, I will tell the _______.
Mary：Do you ________ for the delivery?
Clerk：Yes, we will _______ 10 yuan for the delivery.
Mary：How will I pay?
Clerk：You may pay _______ to our delivery man in Saturday.
Mary：Thank you.
Text 2 How to Improve Customer Service Level
【Para 1】Urgency of improving customer service（提高客户服务的紧迫性）
In today’s fiercely competitive market, customers face a great array of products and brand choices, prices and supplier. Many firms find it extremely difficult to retain existing customers and to create new customers. Though not every purchase depends on the formation of relationship between the firms and their customers, many actually do. Higher level of customer service resulting from improved logistics system can greatly benefit the implementation of market strategy. Therefore, the managers are now going all out to improve their logistics system to deliver superior customer service.
Text 2 How to Improve Customer Service Level
【Para 2】Contradiction between the service level and cost（服务和成本之间的矛盾）
Firm’s ultimate goal is to gain profits, not sales, so both level and cost have to be taken into account. Higher level of customer service usually results in increased cost. No logistics system can maximize service and minimize logistics cost simultaneously. Maximum customer service implies large inventory, frequent transportation and multiple warehouses, all of which raise logistics cost. Minimum logistics cost means least-cost transportation, low stock levels and few warehouses.
Text 2 How to Improve Customer Service Level
【Para 3】Identifying customers’ needs（确定客户需求）
The start point is to study what the customers require. It is important to remember that no two customers will ever be exactly the same in terms of their service requirements. However, it will be the fact that the customers will fall into groups which are characterized by a similar service needs. A three-stage process is suggested here as follows：
Text 2 How to Improve Customer Service Level
Identify the key parts of customer service as needed by customers
Establish the relation of those service parts to customers
Identify ‘group’ of customers according to similarity of service preferences
Text 2 How to Improve Customer Service Level
【Para 4】Defining customers service objective（评价客户服务目标）
The purpose of logistics strategy is to provide customers with the level and quality of service that they require at less cost. In developing a market-driven logistics strategy the aim is to achieve ‘perfect service’ in a cost-effective way. The firm must research the relative importance of these service output. The firm must also take into account competitor’s service standards. It will normally want to offer at least the same service level as competitors’ service standards. But the objective is to maximize profits not sales. The firm has to look at the cost of providing higher level of services. Some companies offer less service and charge a lower price. Other companies offer more service and charge a higher price. The firm ultimately establishes right objectives to guide its planning.
Text 2 How to Improve Customer Service Level
【Para 5】Reducing the cost of logistics system（降低物流系统的成本）
An organization can not achieve logistics efficiency by reducing the cost of each sector in the logistics system. Logistics costs usually interact and are often negatively related. Therefore, the firm has to improve customer service by reducing the total logistics costs.
Text 2 How to Improve Customer Service Level
According to the service standards, the firm designs a logistics system that minimizes the cost of achieving these standards. Cost of logistics system can be calculated by the following formula：
TC = TFC + FWC + VWC + LSC
TC = total logistics cost of proposed system
TFC = total freight cost of proposed system
FWC = total fixed warehouse cost of proposed system
VWC = total variable warehouse cost of proposed system
LSC = total cost of lost sales due to average delivery delay under proposed system
Text 2 How to Improve Customer Service Level
New Words and Phrases
urgency n. 紧急，紧迫
fiercely adv. 强烈，极度地
competitive adj. 竞争的
retain v. 保留，维持
formation n. 形成
implementation n. 执行，落实
Text 2 How to Improve Customer Service Level
superior adj. 优秀的
contradiction n. 矛盾
ultimate adj. 最终的
simultaneously adv. 同时的
imply v. 暗示，包含
frequent adj.频繁的
multiple adj.多样的
identify v. 确认
characterize v. 以…为特征
process n. 过程，工序
similarity n. 相似处，相似点
Text 2 How to Improve Customer Service Level
preference n. 偏爱
achieve v. 完成，达到，实现
competitor n. 竞争者
sector n. 环节
interact v. 互相作用，互相影响
negatively adv. 否定地
calculate v. 计算
formula n. 公式
variable adj. 可变的
Text 2 How to Improve Customer Service Level
a great array of 大量的
result from 发生，引起
result in 致使，导致
take …into account 对……加以考虑
fall into 分类
market-driven 市场驱动
Text 2 How to Improve Customer Service Level
Notes
1．In today’s fiercely competitive market, customers face a great array of products and brand choices, prices and supplier.
在今天激烈竞争的市场，客户面对大量的产品、品牌、价格和供应商可供选择。
Text 2 How to Improve Customer Service Level
2．Higher level of customer service resulting from improved logistics system can greatly benefit the implementation of market strategy.
完善的物流系统带来的高水平物流服务能够极大地促进市场战略的实施。
Text 2 How to Improve Customer Service Level
3．Therefore, the managers are now going all out to improve their logistics system to deliver superior customer service.
因此，经理们都在尽其所能完善他们的物流系统以提供优质的物流服务。
Text 2 How to Improve Customer Service Level
4．Firm’s ultimate goal is to gain profits, not sales, so both level and cost have to be taken into account.
公司的最终目标是获得利润的增长，而不是销售量，因此服务水平和成本必须考虑。
Text 2 How to Improve Customer Service Level
5．No logistics system can maximize service and minimize logistics cost simultaneously.
没有任何一个物流系统能同时做到服务水平最高和成本最低。
Text 2 How to Improve Customer Service Level
6．Maximum customer service implies large inventory, frequent transportation and multiple warehouses, all of which raise logistics cost.
物流服务最大化意味着大量的库存、频繁多次的运输以及多样化的仓库，所有这一切都会增加物流成本。
Text 2 How to Improve Customer Service Level
7．It is important to remember that no two customers will ever be exactly the same in terms of their service requirements.
重要的是没有两个客户的需求完全一致。
Text 2 How to Improve Customer Service Level
8．However, it will be the fact that the customers will fall into groups which are characterized by a similar service needs.
然而，在实践中我们必须按照相似的客户需求将客户分类。
Text 2 How to Improve Customer Service Level
9．In developing a market-driven logistics strategy the aim is to achieve ‘perfect service’ in a cost-effective way.
在推进市场驱动的物流战略中，目标是以有效的低成本获得“完美的服务”。
10．The firm must also take into account competitor’s service standards.
公司必须考虑竞争者所能提供的服务标准。
Text 2 How to Improve Customer Service Level
11．An organization can not achieve logistics efficiency by reducing the cost of each sector in the logistics system. Logistics costs usually interact and are often negatively related.
一个组织仅仅通过降低物流系统其中一个环节的成本，是不可能提高物流效率的。物流各个部分的成本通常相互作用以及此消彼长的。
Text 2 How to Improve Customer Service Level
Exercises
Ⅰ Team work：talking face to face, and think it over, discuss the following questions.
1．Why is it urgent to improve customer service?
2．Every purchase depends on relationship between the firms and their customers. Doesn’t it?
3．What is contradiction between the service level and cost?
Text 2 How to Improve Customer Service Level
4．How do you understand the three-stage process suggested in the text?
5．Why is it necessary to analyze competitor’s service standard for the firm?
6．As a logistics manager, how do you reduce the cost of logistics system?
Text 2 How to Improve Customer Service Level
Ⅱ Fill in the blanks with the following words.
1．Once their orders are accepted, all customers should be treated equally by receiving _________.
2．It’s my job to ________ customer’s response to logistics service.
3．Customer service plays a significant ______ in the development of all firms.
profit response handle competitive proximity
offset basic service role coordinate determine
Text 2 How to Improve Customer Service Level
4．A firm may have a customer service department or customer service employees that _______ complaints, special orders, damage claims, etc.
5．The mission of logistics management is to plan and ________ all logistics activities to achieve desired level.
6．In today’s ________ market, firms find it extremely difficult to crate new customers.
7．You can learn about your customer’s _________ by analyzing inventory information.
Text 2 How to Improve Customer Service Level
8．Every company ultimate goal is to gain _________, not sales.
9．I think if our warehouses are located in the ________ of customers, we can offer better after-sale service.
10．Good logistics plan ______ the cost of warehousing and transportation of products.
Text 2 How to Improve Customer Service Level
Ⅲ Translate the following sentences into Chinese.
1．There are many aspects of customer service, ranging from on-time delivery to after-sales support.
2．Wal-Mart’s great success in marketing should be attributed to its superiority in information technology and inventory management.
Text 2 How to Improve Customer Service Level
3．Many international firms operate owned facilities in foreign markets in order to complete effectively on a customer service basis.
4．In general, a firm can provide a higher level of service to its domestic customers than to its foreign customers. This is primarily caused by the distance products must be transported and delays due to customs procedures.
5．The reduction in transportation cost may raise the cost of holding inventory.
Text 2 How to Improve Customer Service Level
Ⅳ Translate the following sentences into English.
1．质量好的商品虽然花费高，但从长远来看是经济的。
2．公司应该采取相应的措施提高客户服务水平。
3．你很难解释什么是客户服务，客户服务又做些什么？
4．很多公司已经建立了以客户为中心的市场战略。
5．除了基本服务，公司还会为关键客户提供特色服务。
Dialogue 2 Making a Complaint
（Judy, a clerk in a Sun Textile Import and Export Co., Ltd, is complaining about the cargo to Sandy, a logistics company clerk.）
Judy：Hello, may I speak to Sandy?
Sandy：Yes, speaking please.
Judy：This is from Judy in Textile Import and Export Co., Ltd
Dialogue 2 Making a Complaint
Sandy：How are you? I think the cargo have already reached you. Is there anything else I can do for you?
Judy：Yes. We regret tell you that the goods you sent us are not in conformity with the terms of the contract. On examination, we find a shortage in the delivery.
Sandy：Oh? Please explain in detail.
Dialogue 2 Making a Complaint
Judy：As soon as the consignment arrived at our port we had it inspected. To our disappointment, we found a shortage of 2 cartons.
Sandy：2 cartons?
Judy：Yes. We ordered 20 cartons of garments, but we only received 18 cartons.
Sandy：Did you contact the exporter for the matter?
Dialogue 2 Making a Complaint
Judy：Yes. They showed the onboard bill of lading to us. We all consider the carrier should be liable for the shortage. Therefore, we have to raise a claim against your company as the liability with you.
Dialogue 2 Making a Complaint
Sandy：We’d like to have your present proof.
Judy：Here is our onboard bill of lading to claim a settlement.
Sandy：Sorry, the evidence you provided is inadequate.
Judy：Wait a moment, here’s a survey report issued by the Commodity Inspection Bureau.
Sandy：Have you any other evidence?
Judy：Not yet.
Dialogue 2 Making a Complaint
Sandy：Sorry, we regret being unable to accept your claim because the goods were in perfect condition when the goods were loaded.
Judy：What should we do now?
Sandy：We suggest that you approach the insurance company for settlement as the shortage occurred in transit.
Judy：Which evidence do we provide?
Dialogue 2 Making a Complaint
Sandy：The full original set of ocean bills of lading, original policy and the original commercial invoice.
Judy：Thanks a lot, bye.
Sandy：Bye.
Dialogue 2 Making a Complaint
New Words and Phrases
cargo n. 货物
shortage n. 短量
consignment n. 寄送，委托货物
inspect v. 检查，检验
carton n. 纸箱
carrier n. 承运人
settlement n. 解决
Dialogue 2 Making a Complaint
approach v. 解决，处理
original adj. 原来的，正本的
policy n. 保险单
in conformity with 与一致，与相符
onboard bill of lading 已装船提单
be liable for 对负责
survey report 检验报告
commercial invoice 商业发票
Dialogue 2 Making a Complaint
Notes
1．We regret tell you that the goods you sent us are not in conformity with the terms of the contract.
我们遗憾地通知你，你交付的货物与合同规定不符。
Dialogue 2 Making a Complaint
2．We regret being unable to accept your claim because the goods were in perfect condition when the goods were loaded.
非常遗憾我们不能接受你的索赔，因为装货时货物状态完好。
Dialogue 2 Making a Complaint
3．We suggest that you approach the insurance company for settlement as the shortage occurred in transit.
由于货物短量发生在运输途中，我们建议你找保险公司解决问题。
Dialogue 2 Making a Complaint
Exercises
Ⅰ Oral Practice: practice the above dialogue with your partner until you can learn the lines by heart.
Dialogue 2 Making a Complaint
Ⅱ Team work: make up a dialogue according to the following situation and practice it with your partner.
Situation：
Today is the deliver time. Kitty still has not received the toy she ordered on the website. She is making a call to customer service department.
Dialogue 2 Making a Complaint
Tips：
1. I’m afraid I have a complaint to make.
2. I’m afraid I have got a complaint about…
3. The last thing we want to do is to postpone the delivery date.
4. I must apologize to you for…
5. We again apologize for causing your inconvenience.
6. I assure you it won’t happen again.
7. We’ll make a thorough investigation.
8. It’s nothing serious, I hope.
Dialogue 2 Making a Complaint
Ⅲ Write an e-mail to the customer service department, telling them politely and patiently like that:
Contents：
1．你收到的货物与你订的型号不符
2．进行投诉
3．提出索赔
Dialogue 2 Making a Complaint
Ⅵ Fill in the blanks with the words in the following box.
（Miss Chen, a staff member in the delivery department of Air Logistics Co., Ltd, is making a call to a customer, Mr. Zhang ）
comment complain feedback hesitate beyond
pleased satisfy bother considerate arrive
Dialogue 2 Making a Complaint
Zhang：Hello. This is Peter Zhang. Who’s that, please?
Chen：Hello. Mr. Zhang. It’s really nice to hear you. This is Kitty Chen from Air Logistics Co., Ltd. I remember that you ________ to us about our delivery yesterday. Is that right?
Zhang：Yes, you are right.
Chen：Mr. Zhang, I’m calling you today just to see if everything is OK now with your washing-machine. I wish I were not ________ you too much.
Dialogue 2 Making a Complaint
Zhang：Oh, no, not at all.
Chen：Mr. Zhang, is your washing-machine working properly now?
Zhang：Yes, it is.
Chen：Are you _________ with its performance now, Mr. Zhang?
Zhang：Yes, I am.
Chen：By the way, I’d like to know how soon our delivery man reached your house after you called us.
Dialogue 2 Making a Complaint
Zhang：He ________ half an hour after I make the call, which was actually ________ my expectation,
Chen：Was he polite and careful?
Zhang：Yes. He was very careful and ________. He even helped me to clean the floor after he finished his job.
Chen：Thank you very much for your _________, Mr. Zhang. I hope you will be ______ with our service and we appreciate your _________.
Dialogue 2 Making a Complaint
Zhang：Thank you.
Chen：Please don’t ________ to call us if there is any question. Goodbye.
Zhang：Goodbye.
Dialogue 2 Making a Complaint
Supplementary Reading
Customer Service
The only thing harder than delivering excellent customer service consistently is to motivate someone else to deliver excellent customer service consistently. Customers are more demanding than ever. Professionals are more difficult to hire and retain than ever. Splitting an atom might be easier than rallying an entire organization to satisfy customers.
Dialogue 2 Making a Complaint
Yet, some organizations succeed. Four motivation strategies can help your organizations succeed, too. Get excited. As managers, the first professionals to motivate are ourselves. If we lack motivation, employees will lack motivation. Motivation occurs from the inside out. If we want to motivate someone, we have to communicate to their insides. Emotions communicate on a deep level from inside to inside. This is why one bad apple spoils the bunch. It’s also why one excited manager can mobilize a team to move mountains. Dig deep. Feigning excitement is impossible because people’s insides come equipped with an infallible phony-detection system that is always on and has an amazing range of reception.
Dialogue 2 Making a Complaint
Are you genuinely excited about the work your team produces? Whether we can manage the custodial staff, we need to fall in love with out team’s contribution. Hire Motivated Professionals. It’s easier to hire motivated professionals than it is to motivate professionals. Experts assert, “Hire smart or manage tough.” Do you believe that professionals would revel in the kind of work your team produces? The answer is…they do exist. However, if we are not excited about the work our team produces, we will never attract and hire people who are excited to do it because like attracts like and birds of a feather flock together. Consider that Disney esteems cleanliness. They hire only street sweepers and house cleaners who delight in cleaning. Result：Disney parks and resorts are immaculate.
Dialogue 2 Making a Complaint
Answer the following questions briefly according to the passage you have just read.
1．Why is it difficult to motivate the customer service staff?
2．What are the four motivational strategies mentioned in the passage that can help your organization to succeed?
3．How could a manager likely be able to mobilize his team?
4．What is the meaning of dig deep?
5．Why should the managers be excited about the work their team production?
Unit 3 Warehousing
Text 1 Warehouse Operation
Dialogue 1 Visiting a Warehouse
Text 2 Inventory Management
Dialogue 2 How Much Should I Order
Text 1 Warehouse Operation
【Para 1】Role of Warehousing
Warehousing plays a key role in integrated logistics strategy and in building and maintaining good relationship between supply chain partners. Warehousing affects customer service level, sales and marketing success. Warehousing can link the production facility and the consumer, or supplier and production facility. Warehousing supports production by consolidating inbound materials and distributing them to the production facility at the appropriate time. Warehousing also helps marketing to serve current customers and expand into new markets.
Text 1 Warehouse Operation
【Para 2】Main Components of Warehousing
The three basic components of warehousing are warehouse, equipment, and people. Space allows for the storage of goods when demand and supply are unequal. Space affects not only warehousing decisions but also the design of a logistics system. Warehouse equipment includes materials handling, storage racks and conveyor equipment. The equipment helps in product movement, storage, and tracking. People are the most critical component of warehousing. Space and equipment mean nothing without competent people.
Text 1 Warehouse Operation
【Para 3】Types of Warehouses
The warehouse is usually divides into private warehouse, public warehouse and contract warehousing.
The private warehouse is owned by the firm using it. Private warehouses provide more control since the firm has decision-making authority over all activities in the warehouse.
Text 1 Warehouse Operation
The public warehouse is essentially space that can be leased to solve short-term distribution needs. Using public warehouses offer more flexibility for the users since it require no capital investment on the user’s part.
Text 1 Warehouse Operation
For many years, firms had two choices with respect to warehousing ---- public and private. But more recently, contract warehousing （also referred to as third-party warehousing） has emerged as another warehousing alternative. Contract warehousing is a long term, mutually beneficial arrangement which provides unique and specially warehousing and logistics services for one customer.
Text 1 Warehouse Operation
【Para 4】Warehousing Activities
Warehousing activity is an important link between the producer and the customer. Warehousing activities involve receiving, transfer, storage, picking, and shipping. Receiving may take place in railway station, dock, warehouse and so on. Transfer involves physical movement of the goods into the warehouse for storage, movement to areas for specialized such as consolidation, and movement to out-bound shipment. Storage is a primary function of warehouse. Goods should be stored in areas with right conditions. Picking is conducted after orders are translated into picking slips in many instances. Shipping is the last step. After properly packed and checked on against delivery note, the products should be transferred to staging area and loaded on carrier equipment for transportation.
Text 1 Warehouse Operation
New Words and Phrases
integrated adj. 整体的，综合的
strategy n. 战略，计划
facility n. 设备
consumer n. 消费者，用户
consolidate v. 统一，联合
inbound adj. 内部的
appropriate adj. 适合的
Text 1 Warehouse Operation
component n. 组成，成分
equipment n. 设备
rack n. 货架
conveyor n. 传送，传输
track v. 追踪
authority n. 权力
lease v. 出租，租借
flexibility n. 灵活性，适应性
emerge v. 出现
Text 1 Warehouse Operation
beneficial adj. 有益的，有利的
consolidation n. 统一，联合
outbound adj. 外部的
conduct v. 执行
supply chain 供应链
materials handling 物资搬运
private warehouse 私有仓库
public warehouse 公共仓库
contract warehousing 合同仓储
staging area 待运区，装货区
Text 1 Warehouse Operation
Notes
1．Warehousing plays a key role in integrated logistics strategy and in building and maintaining good relationship between supply chain partners.
在物流战略的整合以及建立、维持供应链各成员之间良好关系的过程中，仓储占据着重要的地位。
Text 1 Warehouse Operation
2．Warehousing supports production by consolidating inbound materials and distributing them to the production facility at the appropriate time.
仓储通过整合内部资源支持生产并在恰当的时间将原材料配送到生产点。
Text 1 Warehouse Operation
3．Warehouse equipment includes materials handling, storage racks and conveyor equipment.
仓储设备包括搬运设备、储存货架和传送设备。
Text 1 Warehouse Operation
4．People are the most critical component of warehousing. Space and equipment mean nothing without competent people.
人是仓储中最重要的组成部分。没有胜任的员工，空间和设备就显得毫无意义。
Text 1 Warehouse Operation
5．Private warehouses provide more control since the firm has decision-making authority over all activities in the warehouse.
由于公司对仓库中的所有活动拥有决定权，因此私有仓库具有更大的控制优势。
Text 1 Warehouse Operation
6．Using public warehouses offer more flexibility for the users since it require no capital investment on the user’s part.
由于不需要对设备进行投资，因此使用公共仓库有更大的灵活性。
Text 1 Warehouse Operation
7．Contract warehousing is a long term, mutually beneficial arrangement which provides unique and specially warehousing and logistics services for one customer.
合同仓储是一个长期的双方互惠协定，仓储设施的经营人为其客户提供独特的，专门的仓储和物流服务。
Text 1 Warehouse Operation
8．Warehousing activities involve receiving, transfer, storage, picking, and shipping.
仓储活动包括货物接收、传送，储存，分拣和装运。
Text 1 Warehouse Operation
Exercises
Ⅰ Pair work：talking face to face, and think it over, discuss the following questions.
1．Why is warehousing necessary?
2．How do you understand the role of the warehouse?
3．What are the basic components of warehousing?
Text 1 Warehouse Operation
4．What are the main types of warehouse?
5．If you are a manager, do you refer public warehouse to private warehouse?
6．Are you familiar with the warehousing activities?
Text 1 Warehouse Operation
Ⅱ Fill in the blanks with the following words in the box.
1．General purpose warehouse provide ________ environment conditions and a wide range of products can be stored in this kind.
2．Usually, warehouses are typically viewed as a _________ place to store goods.
verify automated proximity order bridge
moderate temporary desired achieve sufficient
Text 1 Warehouse Operation
3．The cost of small ________ became expensive to transport.
4．Warehousing plays a vital role in providing a ________ level of customer service.
5．Customer service may be the deciding factor for warehouse site location, ________ to markets can improve its service level.
6．Distribution center is a large and highly ________ warehouse designed to receive goods from various plants and suppliers.
Text 1 Warehouse Operation
7．A warehouse can be viewed as a ________ between supply and demand.
8．In order to _________ the efficiency they may have to hold stock, but this is not their main role.
9．Retailers found it difficult to source in ________ quantity from a single supplier.
10．After the goods are unloaded from the transportation carrier, they should be ________ against cargo manifest.
Text 1 Warehouse Operation
Ⅲ Translate the following sentences into Chinese.
1．Over the years, warehousing has developed from a relatively minor scale of a firm’s logistics system to one of its most important functions.
2．We can define warehousing as that part of a firm’s logistics system.
3．Warehouses and distribution centers have a primary aim, which is to facilitate the movement of goods from suppliers to customers, meeting demand in a timely manner.
Text 1 Warehouse Operation
4．Warehousing decision involves decision on number, location, size and type as well.
5．Warehouses are used to receive, handle, store and ship products or materials.
Text 1 Warehouse Operation
Ⅳ Translate the following sentences into English.
1. 仓储是生产者与消费者之间的纽带。
2. 仓库储存所有产品，配送中心以最低库存满足最大需求。
3. 商品的数量越多，所需仓库的规模也就越大。
4. 近年来，仓库的设施设备技术发展很快。
5. 产品必须储存，以便日后使用和消费。
Dialogue 1 Visiting a Warehouse
(Li: a clerk of a warehouse; Wang: A student in logistics major)
Li：Welcome to the warehouse. Allow me to introduce myself first：I’m a warehouse keeper and I’m responsible for the management of goods.
Wang：How is the warehouse divided？
Li：According to the storage purpose, the warehouse is divided into deliver-center warehouse, storage-center warehouse and logistics-center warehouse.
Dialogue 1 Visiting a Warehouse
Wang：What are the procedures after the goods arrive at the warehouse?
Li：First indoor operation, then warehouse management, finally warehouse operation.
Wang：What is indoor operation?
Li：They are a series of procedures includes arrange storehouses, check the goods, enroll the goods accurately, load and deposit them in standard.
Wang：What about the warehouse management?
Dialogue 1 Visiting a Warehouse
Li：We need to check the products and facilities regularly, keep the warehouse clean and safe, standardize each operation and gather the information.
Wang：And what is the warehouse operation?
Li：It consists of five aspects：the warehouse procedures, the quantity of the goods, load the goods and deposit them in standard, provide the goods according to the shipment list, save and file the bills of document.
Dialogue 1 Visiting a Warehouse
Wang：Wow, it’s very important to be a warehouse keeper. I got it. Thank you very much!
Li：You are welcome.
Dialogue 1 Visiting a Warehouse
New Words and Phrases
divide v. 区分，分割
procedure n. 程序，手续
indoor adj. 入库的
arrange v. 安排
enroll v. 登记
deposit v. 放置，储存
Dialogue 1 Visiting a Warehouse
facility n. 设备
regularly adv. 经常性的
standardize v. 使标准化
gather v. 收集
Dialogue 1 Visiting a Warehouse
Notes
1．the warehouse is divided into deliver-center warehouse, storage-center warehouse and logistics-center warehouse.
仓库被分为配送中心型仓库、存储中心型仓库和物流中心型仓库。
Dialogue 1 Visiting a Warehouse
2．First indoor operation, then warehouse management, finally warehouse operation.首先要进行入库作业，然后是在库管理，最后是出库操作。
Dialogue 1 Visiting a Warehouse
3．They are a series of procedures includes arrange storehouses, check the goods, enroll the goods accurately, load and deposit them in standard.
这有一系列程序包括安排仓位，核对物品，准确登记，规范装卸。
Dialogue 1 Visiting a Warehouse
4．We need to check the products and facilities regularly, keep the warehouse clean and safe, standardize each operation and gather the information.
定期检查产品、设备，保持仓库清洁、安全，各项运作规范、标准，信息汇总准确、及时。
Dialogue 1 Visiting a Warehouse
5．the warehouse procedures, the quantity of the goods, load the goods and deposit them in standard, provide the goods according to the shipment list, save and file the bills of document.
货物出库手续齐全；出库货物数量准确；装卸规范；按出货单先后发放货物；出库单据保存归档。
Dialogue 1 Visiting a Warehouse
6．It consists of five aspects：the warehouse procedures, the quantity of the goods, load the goods and deposit them in standard, provide the goods according to the shipment list, save and file the bills of document.
仓库运作包括五方面：出库手续齐全，出库数量准确，装卸规范，按出货单先后发放货物，出库单据存档。
Dialogue 1 Visiting a Warehouse
Exercises
Ⅰ Oral Practice: practice the above dialogue with your partner until you can learn the lines by heart.
Dialogue 1 Visiting a Warehouse
Ⅱ Team work: make up a dialogue according to the following situation and practice it with your partner.
Situation：
Kitty is a clerk of a warehouse. Now she is introducing the warehouse to her customers.
Dialogue 1 Visiting a Warehouse
Tips：
1．I want to know how you handle warehouse storage.
2．What kind of goods do you need to keep?
3．I have to operate according to the instruction on the boxes.
4．I have to operate as what you say.
5．I have to operate regarding the order.
6．Keep away from moisture/fire/water.
7．How long do you need to keep?
8．No. 2-10-5-6 means the sixth case of the fifth layer of the tenth shelf in the second warehouse.
Dialogue 1 Visiting a Warehouse
Ⅲ Write an e-mail to your customer, inviting him to visit the warehouse and hoping to establish the business relationship with him.
Contents：
1. 介绍仓库的现状（位置及规模等）
2. 介绍仓库的优势（与竞争者相比）
3. 洽谈合作意向
Dialogue 1 Visiting a Warehouse
Ⅳ Fill in the blanks with the words in the following box.
Xiao Wang has just been employed by a ________ company at an airport. His job is to ________ the products to different _________. With the help of the warehouse manager, he is getting himself _______ with the work. At that moment, there is a truck that stops at the gate.
acquaint end discharging allocate forward
chassis export shelf
Dialogue 1 Visiting a Warehouse
Xiao Wang goes to find that a container _______ is at the gate and workers are _______ some electronic components in large cases. These cargos are to be _________ to Korea and Singapore. They will be leaving this afternoon, so Xiao Wang finds 2 shelves near the other __________ of warehouse for later easier shipment. He is a smart guy who can quickly learn how to work well.
Text 2 Inventory Management
【Para 1】What is Inventory（库存是什么）
Inventory can be defined as “stocks used to support production, support activities and customer service”. Inventory applied to finished goods, raw materials, parts and components, MRO(maintenance/repair/operating) and WIP(work-in-process). It includes new products and existing products. It covers all types of manufacturers, distributors, wholesalers, retailers and others in every industry.
Text 2 Inventory Management
【Para 2】the Role of Inventory（库存的作用）
Inventory is the key issue to supply chain management success. Customers demand that their orders be shipped complete, accurate and on-time. That means having the right inventory at the right place at the right time. There are five main purposes for inventory within the firm.
Inventory as a buffer
Economics of scale
Balancing supply and demand
Specialization
Protection from uncertainties
Text 2 Inventory Management
【Para 3】Inventory Goals（库存目标）
Inventory is a large and costly investment. Better management of firm inventories can improve cash flow and return on investment. Theoretically, a firm could stock every item sold in a warehouse dedicated to serve each customer. However, few firms could afford such a large inventory. The objective is to achieve the desired customer service with the minimum inventory with lowest total cost.
Text 2 Inventory Management
The primary goal of inventory management is to minimize inventory investment while still meeting the functional requirements.
Text 2 Inventory Management
【Para 4】Inventory Decision（库存决策）
Inventory decision involves knowing how much to order and when to order.
How much to order
In deciding how much to order, the company needs to balance order-processing costs against inventory-carrying costs. The order-processing costs include supplier selection, receiving, inspection, order paperwork preparation and so on. The inventory carrying costs consist of ：
Text 2 Inventory Management
storage cost
physical management costs, including handling, housekeeping, and accounting etc
insurance and taxes
the risk of obsolescence due to engineering or style change
the cost of money invested including interest
Text 2 Inventory Management
When to order
When the stock will be near safety stock level of used up, the material has to be reordered. The span of time, including order preparation time, queue time, processing time, moving time, and receiving and inspection time, is called lead time. If the rate of sale for a product is 50 units per day, and the lead time is 5 days, to ensure that goods arrive just as the last unit is sold, order should be placed 5 days ahead of the stock-out day.
Text 2 Inventory Management
New Words and Phrases
inventory n. 库存
define v. 下定义
manufacturer n. 生产商，制造商
distributor n. 经销商
buffer n. 缓冲器
balance v. 平衡，均衡
specialization n. 专业化
Text 2 Inventory Management
uncertainty n. 不确定性
investment n. 投资
dedicate v. 致力于
inspection n. 检查，检验
obsolescence n. 过时，作废
queue n./v. 长队，排队
finished goods 成品
raw materials 原材料
parts and components 零部件
Text 2 Inventory Management
economics of scale 规模经济
order-processing costs 订单处理成本
inventory-carrying costs 库存持有成本
safety stock level 安全库存水平
lead time 前置时间
Text 2 Inventory Management
Notes
1．Inventory can be defined as “stocks used to support production, support activities and customer service”.
库存定义为支持生产、经营以及客户服务的存储。
Text 2 Inventory Management
2．It covers all types of manufacturers, distributors, wholesalers, retailers and others in every industry.
各行各业的制造商、经销商、批发商、零售商以及其他企业都需要库存。
Text 2 Inventory Management
3．Customers demand that their orders be shipped complete, accurate and on-time.
客户要求完整、准确及准时地装运订单。
4．Inventory as a buffer.
库存起到缓冲作用。
5．Economics of scale 规模经济
Text 2 Inventory Management
6．Balancing supply and demand
均衡供给和需求
7．Protection from uncertainties
以防不确定性
8．Better management of firm inventories can improve cash flow and return on investment.
对库存的良好管理能够加快现金流动及资金回笼。
Text 2 Inventory Management
9．The objective is to achieve the desired customer service with the minimum inventory with lowest total cost.
目标是以最低成本的库存达到满意的客户服务水平。
10．Inventory decision involves knowing how much to order and when to order.
库存决策包括下订单的数量和时间两方面。
Text 2 Inventory Management
11．The order-processing costs include supplier selection, receiving, inspection, order paperwork preparation and so on.
订单处理成本包含选择供应商、接收订单、检验、订单文件处理等方面。
Text 2 Inventory Management
12．the risk of obsolescence due to engineering or style change.
由于技术更新或型号改变而造成的货物废弃风险。
13．the cost of money invested including interest.
包括利息在内的机会成本。
Text 2 Inventory Management
14．The span of time, including order preparation time, queue time, processing time, moving time, and receiving and inspection time, is called lead time.
这个时间周期包括订单准备、等待、处理、传输以及接收时间，这个时间段称作前置时间。
Text 2 Inventory Management
Exercises
Ⅰ Team work：talking face to face, and think it over, discuss the following questions.
1. How do you understand the inventory?
2. Is inventory necessary to every company?
3. What is the primary goal in inventory?
4. Why is inventory used as a buffer?
Text 2 Inventory Management
5. Why is inventory so important to a firm?
6. How many functions of inventory are there?
7. As an inventory manager, how do you achieve inventory goal?
8. As an inventory manager, how do make inventory decision?
Text 2 Inventory Management
Ⅱ Fill in the blanks with the following words.
1．Managers must establish and implement inventory policies on the basis of ________ consideration.
2．When he adopted new strategy in inventory management, he lowered the cost while _______ the sales.
cause expand warehouse reorder specialize
inventory strategic stocks balance decline
Text 2 Inventory Management
3．The aim of reducing ________ is to make better use of overall assets.
4．Inventory refers to ________ of anything necessary to do business.
5．To make efficient an effective of the ________ space, you should decide how large your order must be.
6．When the stock is near safety stock level, materials have to be _______.
Text 2 Inventory Management
7．Raw materials, goods in process and finished goods all ______ various forms of inventory.
8．Buffer stock is adopted to maintain _______ in demand or supply.
9．The order cost is _________ with the increase of quantity.
10．Inventory makes it possible for each firm to _______ in the products that it manufacture.
Text 2 Inventory Management
Ⅲ Translate the following sentences into Chinese.
1． Inventory is spread throughout the supply chain from raw materials to work in process to finished goods that suppliers, manufacturers, distributors, and retailers hold.
2．Inventory exists in businesses because of a mismatch between supply and demand.
3．Firms must store additional stocks just in case to meet changing demand.
Text 2 Inventory Management
4．If demand is relatively constant but materials are seasonal, then finished inventory helps meet demand when the materials are no longer available.
5．You should pay for the storage cost whether you store your goods in public warehouse, rented private warehouse, or a warehouse of your own.
Text 2 Inventory Management
Ⅵ Translate the following sentences into English.
1．持有库存的主要原因是补偿需求的不确定性。
2．频繁缺货会让客户寻求其他供应商。
3．库存被认为是增值的一种手段。
4．库存过量不仅增加仓储的费用，也增加其他方面的费用。
5．并不是一定说库存越小，企业的竞争能力就越小。
Dialogue 2 How Much Should I Order
（Xiao Zhang is now in a consulting office where Peter, an expert in logistics, is helping him to solve a problem as to how to order.
Zhang：Excuse me. My name is Zhang Xin.
Peter：Mr. Zhang, What can I do for you?
Zhang：Just call me Xiao Zhang. I have just bought a fruit shop that supplies the market with fruits. And I really don’t know how frequently I should put my orders and how much I should order at a time.
Dialogue 2 How Much Should I Order
Peter：It must be a very complicated thing to do, I guess, as fruits come in different types.
Zhang：Fortunately, I sell only a kind of peach.
Peter：Things are much easier, then. However, there are still other factors.
Zhang：For example?
Peter：The uncertainty of the market, the tax, and so on.
Dialogue 2 How Much Should I Order
Zhang：According to the past records, the sales are even. The annual sale volume of fruits is 5,000 kg and they are sold to retail customers in a steady flow.
Peter：It seems to be a very simple question, then. What is your chief concern now?
Zhang：At present, only two costs concern me. One is order-processing costs and warehousing costs.
Dialogue 2 How Much Should I Order
Peter：The order-processing costs include supplier selection, receiving, order paperwork preparation and so on.
Zhang：Do we need safety stock?
Dialogue 2 How Much Should I Order
Peter：Since the sales are even, you don’t need any safety stock.
Zhang：Do we need safety stock against sudden rise in demand?
Peter：Yes. But in your case, it is not likely for such a thing to occur.
Zhang：Good news.
Peter：Your problem is to find out how many to order with the lowest expenses in warehousing and ordering.
Dialogue 2 How Much Should I Order
Zhang：Quite right, I would like to know how much I should order at a time with the minimum cost.
Peter：This is, as I see it, a typical question in inventory management. Please provide the clear and accurate information on sales and inventory.
Zhang：Ok, I send them to you tomorrow.
Peter：In that case, I give you answer tomorrow.
Zhang：How much shall I pay for your service?
Dialogue 2 How Much Should I Order
Peter：I don’t think I will charge you anything for such a trifle thing. But do come if you have any other problems.
Zhang：Sure, I will. See you later.
Peter：See you later.
Dialogue 2 How Much Should I Order
New Words and Phrases
consult v. 请教，咨询
frequently adj. 频繁的
complicated adj. 复杂的
factor n. 因素
uncertainty n. 不确定性
annual adj. 每年的
retail n. 零售
Dialogue 2 How Much Should I Order
trifle adj. 微小的，琐碎的
order-processing cost 订单处理成本
safety stock 安全库存
Dialogue 2 How Much Should I Order
Notes
1．I really don’t know how frequently I should put my orders and how much I should order at a time.
我真的不知道我应该多久下一次订单以及每次订多少货物。
Dialogue 2 How Much Should I Order
2．It must be a very complicated thing to do, I guess, as fruits come in different types.
因为水果有很多种类，这个问题会很复杂。
3．According to the past records, the sales are even.
根据销售纪录，销售额是非常有规律的。
Dialogue 2 How Much Should I Order
4．One is order-processing costs and warehousing costs.
一个是订单处理成本，另一个是储存成本。
5．The order-processing costs include supplier selection, receiving, order paperwork preparation and so on.
订单处理成本包括选择供应商、订单接收、订单准备等成本。
Dialogue 2 How Much Should I Order
6．Do we need safety stock against sudden rise in demand?
我们不需要安全库存以防需求剧增吗？
7．Your problem is to find out how many to order with the lowest expenses in warehousing and ordering.
你的问题就是一次订多少货时储存和订单处理费用能降到最低。
Dialogue 2 How Much Should I Order
Exercises
Ⅰ Oral Practice: practice the above dialogue with your partner until you can learn the lines by heart.
Dialogue 2 How Much Should I Order
Ⅱ Team work: make up a dialogue according to the following situation and practice it with your partner.
Situation：
Tony is consulting Mr. Low, an expert in logistics, about inventory management.
Dialogue 2 How Much Should I Order
Tips：
1．Excuse me, I’d like ask you a question.
2．Would you be kind as to tell me how to solve this problem?
3．I wonder if you could tell me how to…
4．I really don’t know how to…
5．Could you please give me some advice on how to…
6．Personally, I think…
7．It seems a very hard/simple question.
8．Your problem is how to…
9．In your case, it is very likely/unlikely that…
10．Why don’t you…
Dialogue 2 How Much Should I Order
Ⅲ Write an e-mail to the expert for advice on inventory management：
Contents：
1. 公司的销售状况
2. 公司的库存现状
3. 你希望实现的目标
Dialogue 2 How Much Should I Order
Ⅳ Complete the following sentences with proper form of the words or phrases given.
1．An overstock of the inventory will result in additional expenses not only in _______ (warehouse), but also in many other aspects.
2．Transportation costs can often be reduced by _______(ship) large quantities that require less _____(handle) per unit.
Dialogue 2 How Much Should I Order
3．________(Purchase) in quantities greater than immediate needs usually results in a larger inventory.
4．He hasn’t much experience in _____(run firms).
5．Every firm wants to keep inventories ________(minimum).
Dialogue 2 How Much Should I Order
Ⅴ Fill in the blanks with the words in the following box.
1．Inventories are stockpiles of raw _______, suppliers, components, work in process and finished ______ that appear at many places such as _______, yards, shop floors, transportation equipment, and on retail store shelves.
customer service purchasing materials need
goods warehouse inventory period
Dialogue 2 How Much Should I Order
2．If they are very near to customers, inventories will provide high ________.
3．________ and transportation costs can often be replaced by buying and shipping in quantities larger than immediate _______.
4．__________ can afford protection at important points throughout the logistics channel and help it to operate for a _______ of time.
Dialogue 2 How Much Should I Order
Supplementary Reading
Logistics Operation
The operation management of logistics is concerned with movement and storage of materials and finished products. Logistical operations start with initial shipment of a material or component part from a supplier and are finalized when a manufactured or processed product is delivered to a customer.
Dialogue 2 How Much Should I Order
From the initial purchase of a material or component, the logistical process adds value by moving inventory when and where needed. Providing all goes well, a material gains value at each step of its transformation into finished inventory. In other words, an individual part has greater value after it is incorporated into a machine. Likewise, the machine has greater value once it is delivered to a buyer.
Dialogue 2 How Much Should I Order
To support manufacturing, work-in-process inventory must be moved to support final assembly. The cost of each component and its movement becomes part of the value-added process. The final of meaningful value that is added occurs only with final ownership transfer of products to customers when and where specified.
Dialogue 2 How Much Should I Order
For a large manufacturer, logistical operations may consist of thousands of movements, which ultimately culminate in the delivery of products to an industrial user, retailer, wholesaler, dealer, or other customer. For a large retailer, logistical operations may commence with the procurement of products for resale and may terminate with consumer pickup or delivery. For a hospital, logistics starts with procurement and ends with full support of patient surgery and recovery.
Dialogue 2 How Much Should I Order
The significant point is that regardless of the size and type of enterprise, logistics is essential and requires continuous management attention. For better understanding it is useful to divide logistical operation into three areas:physical distribution, manufacturing support, and procurement. These components are illustrated in the next chapter.
Dialogue 2 How Much Should I Order
1．What is the operational management of logistics concerned with?
2．How does the logistical process add value?
3．When does an individual part have greater value?
4．When does the final or meaningful value occur?
5．What does logistics end with for a hospital?
6．According to the passage how many areas can we divide logistical operations into? And what are they?
Unit 4 Transportation and Distribution
Text 1 Transportation Mode
Dialogue 1 Negotiating about the Transportation Conditions
Text 2 Distribution Management
Dialogue 2 Partial Shipment and Transshipment
Text 1 Transportation Mode
【Para 1】What is transportation（什么是运输？）
Every firm requires the movement of goods from the point to another point. Transportation refers to the physical movement of goods from a point of origin to a point of consumption. It can involve raw materials being brought into the production process or finished goods being shipped to the customer. Transportation is one of the most significant areas of logistics management. Railway, road, waterway, air, and pipeline transportation make up the major modes of transport in modern society. Each mode has its own requirements and features. In the following paragraphs we look at some of the different characteristics of each transport mode.
Text 1 Transportation Mode
【Para 2】Railway Transportation（铁路运输）
Rail offers cost-effective transport of large quantities of cargos over long distance. It is especially good for cargoes with high volume and low value, such as coal, timber and grain. Over the past years rail usage has declined as road transport has taken over short haul business and water transport has taken bulk commodities freight. Rail transport is one of the most energy efficient modes of land transport. Environmental and safe consideration also favor rail over road transport.
Text 1 Transportation Mode
However, the major disadvantages of railway are the inherent inflexibility of operation, fixed time schedules and service from terminal to terminal.
Text 1 Transportation Mode
【Para 3】Road Transportation（公路运输）
Road transport is widely used in inland delivery of goods. This mode tends to be used for higher-value and lower-volume cargo over relatively short distance. It is capable of providing a door to door service. It has not any break in the journey to change from one vehicle to another. So it can be flexible enough to perform “just-in-time” delivery. Any work place in the country can be serviced by road.
Text 1 Transportation Mode
The advantages of road transport are flexibility of both location and time and speed of delivery. With the development of road transport, new types of problem, such as a significant growth of fuel consumption, air
pollution, traffic congestion
and road accidents have
emerged.
Text 1 Transportation Mode
【Para 4】 Waterway Transportation（水路运输）
Waterway transportation includes maritime and river transportation. As the oldest mode of transport, waterway has developed considerably over the last decades. Waterway is utilized for large loads of low-value-per-unit goods. The carriers are specialized for internal river, canal transport, and international deep-sea ships.
Text 1 Transportation Mode
It is the cheapest method of moving goods world wide. The main advantage of shipping industry lies in moving the vast quantities of
cargo in one ship. The main
disadvantage is the speed of
the ship which is very slowly.
Text 1 Transportation Mode
【Para 5】Air Transportation（航空运输）
Air transport has been increased tremendously and plays a more important role in global logistics than ever before. Air transport accounts for the smallest proportion of cargo transportation. Its growth rate in recent years is the highest among the modes of transport. It offers rapid and flexible delivery. The major advantage of air freight is the speed of travel. The longer the distance of the flight, the greater the time saving of the customer. Air transport is primarily used for:
Text 1 Transportation Mode
Emergency transport of the critical items
Speedy transport of high-value, low-weight products
Speedy transport of perishable items
Text 1 Transportation Mode
【Para 6】Pipeline Transportation（管道运输）
The basic nature of pipeline is unique in comparison to all other modes of transport. Pipelines operate on a twenty-four-hour basis, seven days per week. Pipeline routes are practically unlimited. Pipelines are
usually used to transit natural gas,
petroleum and coal.
Text 1 Transportation Mode
New Words and Phrases
movement n. 移动，运动
origin n. 生产地，原产地
consumption n. 消费
significant adj. 重大的，有意义的
requirement n. 需求，需要
feature n. 特点，特征
characteristic n. 特性，特征
Text 1 Transportation Mode
coal n. 煤
timber n. 木材
grain n. 粮食，谷物
haul n. 拖拉，运输
bulk adj. 大批的，散装的
environmental adj. 环境的
inflexibility n. 不变性
schedule n. 时间表
terminal n. 终点站，终端
Text 1 Transportation Mode
vehicle n. 车辆，交通工具
pollution n. 污染
congestion n. 堵塞，阻塞
emerge v. 显现，形成
maritime adj. 海运的，海上的
canal n. 运河
tremendously adv. 非常的，惊人的
proportion n. 部分，比例
emergency n. 紧急情况，紧急事件
Text 1 Transportation Mode
perishable adj. 新鲜的，易腐烂的
petroleum n. 石油
raw material 原材料
production process 生产线
finished goods 成品
cost-effective 经济有效的
door to door service 门到门运输服务
in comparison to 与…比较
Text 1 Transportation Mode
Notes
1．Transportation refers to the physical movement of goods from a point of origin to a point of consumption. It can involve raw materials being brought into the production process or finished goods being shipped to the customer.
运输是指从生产地到消费地的物理性移动。具体包括了原材料运到生产线以及产成品运到消费者。
Text 1 Transportation Mode
2．Over the past years rail usage has declined as road transport has taken over short haul business and water transport has taken bulk commodities freight.
近些年来，随着公路主要从事短途业务及水路主要从事大批量的散货运输，铁路的业务量逐年呈下降趋势。
Text 1 Transportation Mode
3．So it can be flexible enough to perform “just-in-time” delivery.
所以公路运输足够灵活，完成准时制服务。
4．The advantages of road transport are flexibility of both location and time and speed of delivery.
公路运输的优势是位置、时间和交货速度上的灵活性。
Text 1 Transportation Mode
5．Waterway is utilized for large loads of low-value-per-unit goods.
水运主要适用于单位价值较低的大批量货物。
6．The longer the distance of the flight, the greater the time saving of the customer.
飞行的距离越长，客户节约的时间就越多。
Text 1 Transportation Mode
7．Speedy transport of perishable items
新鲜货物的快速运输
8．The basic nature of pipeline is unique in comparison to all other modes of transport.
与其他运输方式相比，管道运输的特点独特。
Text 1 Transportation Mode
Exercises
Ⅰ Pair work：talking face to face, and think it over, discuss the following questions.
1．Why is transportation important to the world?
2．How many kinds of transportation modes do you know? What are they?
3．What are the advantages of road transportation?
Text 1 Transportation Mode
4．What are the disadvantages of air transportation?
5．What is the advantage of maritime transportation?
6．What kinds of commodity can be transported by pipeline?
Text 1 Transportation Mode
Ⅱ Fill in the blanks with the following words.
1．Waterway transport is the _______ method of moving goods world wide.
2．In recent years air transport has played a ________ role in global logistics.
3．Waterway transport includes ________ and river transportation.
low important maritime feature door-to-door
unique cheap advantage proportion movement
Text 1 Transportation Mode
4．Transportation refers to the physical _______ of goods from a point to another point.
5．Each transportation mode has its own requirements and ________.
6．Railway is especially good for cargoes with high volume and ________ value.
7．Road transportation can provide ________ delivery service.
8．The nature of pipeline is ________ in comparison to all other modes of transport.
Text 1 Transportation Mode
9．Air transport accounts for the smallest ________ of cargo transportation.
10．The major ________ of air freight is the speed of travel.
Text 1 Transportation Mode
Ⅲ Translate the following sentences into Chinese.
1．Pipelines operate on a twenty-four-hour basis, seven days per week, and only are limited by commodity changeover and maintenance.
2．Water carriage is particularly suited for movement of heavy, bulky, low-value-per-unit commodities.
Text 1 Transportation Mode
3．The main disadvantages of water transport are the limited range of operation and speed.
4．The two sides finally reached an agreement on the mode of transportation.
5．Freight rates are based on three factors, namely, distance, shipment and competition.
Text 1 Transportation Mode
Ⅳ Translate the following sentences into English.
1. 水运的主要优点是低成本。
2. 航空运输具有速度上的优势。
3. 此批货物正在运输途中。
4. 运输费用占到总物流成本的三分之一。
5. 我们最大的问题是如何降低装运费用。
Dialogue 1 Negotiating about the Transportation Conditions
(The following is a conversation between the Mr. Lin, the clerk in a logistics company and Amy, a customer of the company.)
Amy：I am glad we have settled the terms of payment, . When is the earliest shipment you can make?
Lin：It usually takes us two months to delivery, and for a special order, it takes a little longer, three months. You know we should get the goods ready, make out the documents and book shipping space.
Dialogue 1 Negotiating about the Transportation Conditions
Amy：When is the exact shipping date?
Lin：We can make prompt shipment by the end of June.
Amy：I am afraid the date of shipment would be late for us
Lin：The manufacturers are fully committed. They have no stock on hand.
Amy：But prompt shipment is of great importance for us.
Lin：I see.
Dialogue 1 Negotiating about the Transportation Conditions
Amy：After the arrival of the shipment, the flow of the goods through the marketing channel takes at least two or three weeks before the goods can reach us.
Lin：Well, I see. We will contact the factory and see if they can manage to advance delivery by a month.
Amy：That will be excellent.
Lin：How about partial shipment? We can ship whatever is ready to meet your urgent need instead of waiting for the whole lot to get ready. I propose that we can make delivery of 50 percent of goods in March and balance in early April.
Dialogue 1 Negotiating about the Transportation Conditions
Amy：Your proposal is workable
Lin：Another problem is the shipping space .Even we had the goods ready, I do not think we could ship them in March.
Amy：I know there is a great demand on shipping lately.
Lin：I was informed hat liner space for ChangCheng has been fully booked up to the end of March.
Amy：Maybe tramps are still available.
Dialogue 1 Negotiating about the Transportation Conditions
Lin：Anyhow we will try. We will ask China Shipping Co.,Ltd to meet our needs.
Amy：In case you should fail to effect delivery within the stipulated time, we should have to declare a claim against you for the loss and reserve the right to cancel the contract.
Amy：We know that .I assure you the shipment will be effected in time.
Lin：Thank you for your cooperation.
Amy：Not at all.
Dialogue 1 Negotiating about the Transportation Conditions
New Words and Phrases
settle v. 安排，解决
document n. 文件，单证
prompt adj. 迅速的，立即的
commit v. 委托，从事
balance n. 余额，剩下的
effect v. 实现，履行
Stipulate v. 指定，规定，约定
Dialogue 1 Negotiating about the Transportation Conditions
tramp n. 不定期租船
terms of payment 支付条款
partial shipment 分批装运
shipping space 舱位
declare a claim 索赔
Dialogue 1 Negotiating about the Transportation Conditions
Notes
1．You know we should get the goods ready, make out the documents and book shipping space.
你知道，我们需要时间准备货物，制作单证，预定舱位。
Dialogue 1 Negotiating about the Transportation Conditions
2．We will contact the factory and see if they can manage to advance delivery by a month.
我们将联系工厂，并看一下他们是否能提前一个月装运。
3．I was informed that liner space for ChangCheng has been fully booked up to the end of March.
我接到通知“长城”号轮的班轮舱位在3月底前已被全部预定完毕。
Dialogue 1 Negotiating about the Transportation Conditions
4．In case you should fail to effect delivery within the stipulated time, we should have to declare a claim against you for the loss and reserve the right to cancel the contract.
如果你们不能在规定的时间内装运，我们将针对损失提出索赔，并保留取消合同的权力。
Dialogue 1 Negotiating about the Transportation Conditions
Exercises
Ⅰ Oral Practice: practice the above dialogue with your partner until you can learn the lines by heart.
Dialogue 1 Negotiating about the Transportation Conditions
Ⅱ Team work: make up a dialogue according to the following situation and practice it with your partner.
Situation：
Peter is a clerk of a logistics company. Now he is negotiating with his customer about the transportation conditions.
Dialogue 1 Negotiating about the Transportation Conditions
Tips：
1．What would be your earliest delivery date?
2．I think the earliest shipment we can make is...
3．Prompt shipment is very important to us.
4．We try our best to advance shipment, but we cannot commit ourselves.
5．The last thing we want to do is to postpone the delivery date.
6．It will be better to ship them all at one time so that we couldn’t miss the sales season.
7．If you are in urgent need of the goods, we suggest that you allow partial shipment.
8．I assure you the shipment will be effected in time.
Dialogue 1 Negotiating about the Transportation Conditions
Ⅲ Write an e-mail to your customer, telling them about goods transportation.
Contents：
1．通知对方货物已准时发出
2．已经邮寄给客户运输的相关单证
3．请注意查收
4．有任何问题请及时联系
Dialogue 1 Negotiating about the Transportation Conditions
Ⅳ Read the dialogue and translate into Chinese.
Harold: When is the earliest we can expect shipment?
Zhang: I think the earliest shipment we can make is on November 1.
Harold: You may know that the delivery date is very important to us. We are willing to pay an extra fee for immediate delivery.
Dialogue 1 Negotiating about the Transportation Conditions
Zhang: We can’t make that kind of delivery. It’s our company policy.
Harold: We must have the seafood for the winter sale. Could you advance the shipment by only one month?
Zhang: I’m afraid we can do very little about it.
Harold: But if the goods could not be put on the market in time. Good quality, competitive price, all would mean nothing.
Dialogue 1 Negotiating about the Transportation Conditions
Zhang: Yes, I fully understand. The shipment will be made as early as possible.
Text 2 Distribution Management
【Para 1】What is the Distribution Center?（什么是配送中心？）
Distribution center is a logistics link. Its main function is to carry on physical distribution. In detail, it is a large and automated center destined to receive goods from various plants and suppliers, take order, fill them efficiently, and deliver goods to customers on time.
Text 2 Distribution Management
【Para 2】The difference between Distribution Centers and Warehouses（配送中心和仓库的区别）
Unlike a warehouse, however, it’s emphasis is on the moving of goods rather than on long-term storage center. It is located close to a major market .It can achieve to the rapid processing of orders and shipment of good to customers. The differences in detail are as follows:
Text 2 Distribution Management
Warehouses(Ws) handle most products in receiving, storing and shipping; while distribution centers (DCs) handle most products in receiving, picking, packaging and shipping.
Ws perform a minimum of value-added activities (receive-store-ship generally in original forms), while DCs perform a great deal of value-added activities, ., final assembly.
Ws collect data in batches (generally receive and ship goods in batches), while DCs collect data in real time.
Text 2 Distribution Management
Ws store all products (slow or fast moving), while DCs hold predominantly high demand items.
Ws focus on minimizing the operating costs to meet shipping requirements, while DCs focus on maximizing the profit impact of fulfilling customer delivery requirement.
Text 2 Distribution Management
【Para 3】Operation Flow of Distribution Center（配送中心的运作流程）
There are seven steps of operation flow in the distribution center.
Goods consolidation：It refers to receive goods from various plants and suppliers.
Storage：It refers to keep the goods in the warehouses.
Text 2 Distribution Management
Order Picking：It refers to pick up the destined goods according to the orders.
Purchase：It refers to make orders with the suppliers.
Order fill：It refers to fill the orders.
Sorting：It refers to put the goods into separated package according to the order.
Distribution：It refers to dispatch the goods in the specific transportation mode.
Text 2 Distribution Management
【Para 4】Cost of Distribution（配送成本）
Distribution is an important aspect of a company’s marketing and production effort and the costs of distribution bear on the final delivered cost of any product.
Transportation costs：The most used mode of transportation is highway motor transport. But the cost of this mode is relatively high. Changing the location and the number of warehouses change transportation costs in unanticipated and complex ways.
Text 2 Distribution Management
Storage costs：To provide customer service through the company’s chosen channels of distribution, some warehousing is required. The keeping of stocks gives rise to costs.
Costs of production：It varies between locations, with the level of investment and with the volume of output. Production decisions must take account of distribution costs.
Text 2 Distribution Management
Communications and data processing costs：It varies with the complexity of the distribution function and operation. This includes the level of customer service provided, order processing, inventory control and transport documentation.
Text 2 Distribution Management
New Words and Phrases
link n. 连接点
destine v. 预定，指定
supplier n. 供给者，供应商
efficient adj. 有效率的，最经济的
emphasis n. 强调，重点
collect v. 集合，收集
predominantly adv. 压倒性的，主要的
Text 2 Distribution Management
consolidation n. 联合，配货
sort v. 分类，分拣
separate v. 分离，隔离
dispatch v. 派遣，发送
anticipate v. 预期，预料
complex adj. 复杂的，合成的
complexity n. 复杂性
documentation n. 文件，单证
Text 2 Distribution Management
value-added 增值
in batches 分批地，成批地
real time 实时
order picking 订单拣选
order fill 订单履行
give rise to 导致，引起
Text 2 Distribution Management
Notes
1．In detail, it is a large and automated center destined to receive goods from various plants and suppliers, take orders, fill them efficiently, and deliver goods to customers on time.
具体的说，配送中心是一个大型的自动化中心,它从工厂和供应者手中接受货物,接受订单，有效执行定单,并将货物准时送给客户。
Text 2 Distribution Management
2．Ws perform a minimum of value-added activities (receive-store-ship generally in original forms), while DCs perform a great deal of value-added activities, ., final assembly.
仓库处理极少的增值物流活动，然而配送中心处理大量的增值活动，例如，产品终端装配。
3．DCs collect data in real time.
配送中心收集处理实时数据。
Text 2 Distribution Management
4．Ws focus on minimizing the operating costs to meet shipping requirements, while DCs focus on maximizing the profit impact of fulfilling customer delivery requirement.
仓库运用最低的运营成本来满足装运需求，配送中心利润最大化的同时履行客户送货需求。
Text 2 Distribution Management
5．It refers to pick up the destined goods according to the orders.
根据订单收集指定货物。
6．It refers to put the goods into separated package according to the order.
根据订单将货物进行不同的包装。
Text 2 Distribution Management
7．It refers to dispatch the goods in the specific transportation mode.
将货物按指定的运输方式发送货物。
8．Changing the location and the number of warehouses change transportation costs in unanticipated and complex ways .
改变仓库的位置和数目会以一种无法预料且极其综合的方式改变运输成本。
Text 2 Distribution Management
Exercises
Ⅰ Team work：talking face to face, and think it over, discuss the following questions.
1．What is distribution center?
2．Why is distribution center close to the major market?
3．How do you understand the difference between distribution center and warehouse?
Text 2 Distribution Management
4．What basic function the distribution centers have?
5．How do you understand the cost of distribution?
6．On your opinion, how to reduce the distribution costs?
Text 2 Distribution Management
Ⅱ Fill in the blanks with the following words.
1．Warehouses ______minimizing the operating costs to meet shipping requirements.
2．Transportation cost per unit of weight decreases as _______ increases.
automate focus on load volume relationship
advantage contact facilitate fulfill value-added
transport lane
Text 2 Distribution Management
3．This short-term storage center is located close to a major market to ____ the rapid processing of orders and shipment of goods to customers.
4．There is a ________ between transport cost and distance.
5．Distribution center is a logistics link to ____ physical distribution as its main function.
6．A _______ refers to movement between origin and destination points.
Text 2 Distribution Management
7．Distribution center performs a great deal of ______ activities, such as packaging, sub-assembly, kitting, labeling, etc
8．The main _______ of the road transportation is door-to-door delivery.
9．As soon as our store comes in new stock, we’ll ______ you without delay.
10．Distribution centers are highly _____ places to receive goods from various plants and suppliers.
Text 2 Distribution Management
Ⅲ Translate the following sentences into Chinese.
1．It is not uncommon for transport cost to account for 20% of the total costs of a commodity.
2．Railway provides terminal-to-terminal service instead of door-to-door service.
3．You must deliver the goods before June, or else we won’t be able to catch the shopping season.
4．We ask our suppliers to arrange road or rail transport in time to meet the ship.
5．Transport by air is increasing and for certain types of goods, such as fresh food or flowers as well as valuables; air freight is the best choice.
Text 2 Distribution Management
Ⅳ Translate the following sentences into English.
1．该配送中心为客户提供高水平、高效率的服务。
2．距离对运输成本的影响很大。
3．大部分消费品是由公路运输完成的。
4．航空承运人通常承运高价值、低重量的产品。
5．我们将尽力提前装运。
Dialogue 2 Partial Shipment and Transshipment
(The following is a conversation between the Mr. Gong, the clerk in an international logistics company and Mary, a customer of the company.)
Gong：Speaking of your order, No 156, Miss Mary, I’m afraid we can’t ship the whole lot at one time.
Mary：Why? Is there anything wrong with my order?
Dialogue 2 Partial Shipment and Transshipment
Gong：As far as your order is concerned, everything is all right. Only it’s difficult for us to get so many goods prepared within such a short period.
Dialogue 2 Partial Shipment and Transshipment
Mary：What do you propose doing? You are not going to advise me to cancel the order, are you?
Gong：No. I only propose that partial shipment be allowed.
Mary：But our customers are in urgent need of these goods. So it will be better to ship them all at once.
Dialogue 2 Partial Shipment and Transshipment
Gong：Miss Mary, maybe you are not clear about my point yet. It is in your own interests that we put forward such a proposal. If partial shipment is allowed, instead of waiting for the whole lot to get ready, we can ship whatever is ready to meet the urgent need of your end-users.
Mary：Oh, I see. In that case I agree to partial shipment. How do you want the goods divided?
Dialogue 2 Partial Shipment and Transshipment
Gong：For those items that are small in size and light in weight, we send them via air freight. It’ll be all right to ship other ordinary and large sized items by sea.
Mary：Please by all means guarantee the date of shipment so that we wouldn’t miss the sales season.
Gong：We can assure you that the shipment of your order will be effected in June at the latest. There is no need to worry.
Dialogue 2 Partial Shipment and Transshipment
Mary：By the way, we do hope you can make a direct shipment.
Gong：We’ll do what we can. In case there is no direct shipment, will you consider allowing transshipment?
Mary：I’m afraid not. You know, Mr. Gong, transshipment takes much more time. What’s more, there are risks of damage to the goods during transshipment. I hope you will try some other way.
Dialogue 2 Partial Shipment and Transshipment
Gong：How about this then? I’ll contact the shipping company again and ask them to make delivery half a month in advance. This will ensure the consignment to reach your port in time for your customers’ needs.
Mary：That’s marvelous! Make delivery half a month in advance, and I’ll agree to your suggestion.
Dialogue 2 Partial Shipment and Transshipment
New Words and Phrases
urgent adj. 紧急的，迫切的
divide v. 分割，分类
via prep. 经由，经过
guarantee v. 保证，承诺
transshipment n. 转运，转船
damage n. 损失，损害
consignment n. 委托，运送之货物
Dialogue 2 Partial Shipment and Transshipment
partial shipment 分批装运
end-user 最终用户
in advance 提前
Dialogue 2 Partial Shipment and Transshipment
Notes
1．It is in your own interests that we put forward such a proposal.
我们提出这一建议正是为了您的利益。
Dialogue 2 Partial Shipment and Transshipment
2．If partial shipment is allowed, instead of waiting for the whole lot to get ready, we can ship whatever is ready to meet the urgent need of your end-users.
如果允许分批装运，我们就可以手头有多少货发多少货，满足贵方用户的急需，而不必等到全部货物备妥才发运。
Dialogue 2 Partial Shipment and Transshipment
3．This will ensure the consignment to reach your port in time for your customers’ needs.
这将确保货物及时到达贵方港口以应客户需要。
Dialogue 2 Partial Shipment and Transshipment
Exercises
Ⅰ Oral Practice: practice the above dialogue with your partner until you can learn the lines by heart.
Dialogue 2 Partial Shipment and Transshipment
Ⅱ Team work: make up a dialogue according to the following situation and practice it with your partner.
Situation：
Gary has received the goods, but the boxes of goods were damaged. So Gary is calling the transport department about the damaged goods.
Dialogue 2 Partial Shipment and Transshipment
Tips：
1. On examination, 15 cases were found to be badly damaged.
2．We have to claim on you for...
3．We regret being unable to accept your claim because the case were in perfect condition when the goods were loaded.
4．According to the surveyor’s report, the damage is caused by improper...
Dialogue 2 Partial Shipment and Transshipment
5．We shall try to make up the loss you sustained.
6．The mistake is on our side. We’ll arrange to send you replacement at once and we’ve also prepared to meet your claim.
7. We’ve already told you that this is a case of Force Majeure. It’s exempt from claim.
8. We hope all disputes can be settled by negotiation.
Dialogue 2 Partial Shipment and Transshipment
Ⅲ Write an e-mail to your customer, telling them politely and patiently like that:
Contents：
1．说明货物需要转运
2．阐明转运的原因
3．说明轮船航班号、日期以及价格
Dialogue 2 Partial Shipment and Transshipment
Ⅵ Read the dialogue and translate into Chinese.
Xiao Wang has just been employed by a forwarding company at an airport. It is the first day of his work in the warehouse. His job is to allocate the products to different shelves, waiting for further shipment. At the moment, he is getting himself acquainted with the warehouse facilities with the help of Mr. Chen Weiguo, the assistant to the warehouse manager.
Dialogue 2 Partial Shipment and Transshipment
Chen: Hi, Xiao Wang! Would you please come over here?
Wang: Yes?
Chen: A truck is at the warehouse gate. Go and find what will be discharged.
Wang: (coming back a few minutes later) Mr. Chen, a container chassis is at the gate and workers are discharging it.
Chen: what is being discharged?
Dialogue 2 Partial Shipment and Transshipment
Wang: Electronic components in large carton cases. Some of them, they say, are hard disks.
Chen: I see. Now you telephone the customs officers. Ask them to come. These are cargo to be exported to Japan and Singapore. The owners need to go through the customs clearance.
Wang: I saw just now some customs officers at the gate.
Chen: In that case, you don’t have to make the call. Instead, have a look at the computer and see where we can put the goods.
Dialogue 2 Partial Shipment and Transshipment
Wang: When will the goods be leaving?
Chen: I believe they will go on J211 and W403 flights respectively this afternoon.
Wang: Then we’d better find places near the other end of the warehouse. Yes, there are two shelves available. and 43.
Chen: Good. Now you go and direct the handling.
Wang: Who will be moving the goods?
Dialogue 2 Partial Shipment and Transshipment
Chen: Oh, I nearly forgot to tell you. Dial No. 201 and call in a forklift.
Dialogue 2 Partial Shipment and Transshipment
Supplementary Reading
Maersk Logistics Company
Maersk Logistics China opened in mid June a large National Distribution Center(NDC) in Jiu ting Town in Shanghai, Chinese government officials including Zhou Xue Di ,Deputy Magistrate of song jiang District, Liu Wei Zhong, Deputy Magistrate of Huangpu District,Liu Wei Zhong, Deputy Magistrate of Huangpu District , and officials from Jiuting Town attended the opening ceremony, which was inaugurated by Tom Behrens Sorensen , President of Maersk China Shipping Co Ltd.
Dialogue 2 Partial Shipment and Transshipment
The new Maersk Logistics facility is about 14,000 sqm large and is located in the jiuting economic development zone of Songjiang District, an ideal location for an integrated logistics center in the greater Shanghai area, The NDC is conveniently linked to Shanghai’s outer expressway , providing easy access to and from key ports , roads and other distribution channels for importers ,local manufacturers and exporters.
Dialogue 2 Partial Shipment and Transshipment
“The NDC establishment in Shanghai is an important first step in our fully controlled Pan China Distribution Network” stated Steffen Schiottz Christensen , Managing Director of Maersk Logistics (china) Co Ltd . “ It provides our customers with an unmatched service level efficiently managed by our skilled employees and supported by an advanced IT platform.”
Dialogue 2 Partial Shipment and Transshipment
The new NDC will offer customers specialized Supply Chain Management services including cross docking, storage, sorting facilities, import, export, and distribution in China. In addition, Maersk Logistics state of the art IT systems MK Logistics will ensure efficient supply chain, inventory and warehouse management.
Dialogue 2 Partial Shipment and Transshipment
The distribution center is an important leg in the pan China distribution network of Maersk Logistics China , which is rapidly expanding. Maersk Logistics China has its head office in Shanghai with nine branches and five representative offices across the country.
Maersk Logistics provides customized solutions for integrated supply chain management , warehousing and distribution , and sea and airfreight transport in the international logistics market..
Dialogue 2 Partial Shipment and Transshipment
Questions:
Ⅰ Answer the following questions
1．When and where did Maersk Logistics China open?
2．Does the NDC locate in a suitable place? Why?
3．How will the new NDC offer customers specialized service?
4．What kind of customized solutions does Maersk Logistics provide?
Dialogue 2 Partial Shipment and Transshipment
ⅡWhether the following statements are true or false.
1．The new Maersk Logistics facility is about 14,000 sqm large and is located in the jiuting economic development zone of Zhejiang District. （ ）
2．This distribution provides their customers with an unmatched service level efficiently managed by their skilled employees and supported by an advanced IT platform.” （ ）
Dialogue 2 Partial Shipment and Transshipment
3．It will offer customers non-specialized Supply Chain Management services including cross docking, storage, sorting facilities, import, export, and distribution in China. （ ）
4．Maersk Logistics provides customized solutions for integrated supply chain management, warehousing and distribution, and sea and airfreight transport in only Chinese logistics market. （ ）
Unit 5 Packaging
Text 1 Introduction of Packaging
Dialogue 1 Packing of Silk Stocking
Text 2 Functions of Packaging
Dialogue 2 the Packaging of Beer
Text 1 Introduction of Packaging
【Para 1】The role of Packaging（包装的重要性）
Packaging prepares goods for transport, distribution, storage, sale, and use. Thanks to packaging it is possible for products to be available anytime anywhere that gives the consumer a great freedom of choice. One of its basic purposes of packing is to protect the contents. This is important because the item have to withstand a lot of handling between the factory and the consumer.
Text 1 Introduction of Packaging
A second purpose is to make item look appealing to the buyer, especially through the use of appealing colors. In recent years, the significance of packing has been increasingly recognized, and today the widespread use of packing is truly a major competitive force in the struggle for markets. Sound packing wi1l help promote the sales, while bad or insufficient packing affects sales. In practice, people are often confused with these words: package, packaging and packing.
Text 1 Introduction of Packaging
【Para 2】Package（包装）
A primary package provides means of protection and handling to a product. General term for the total of the means and procedures is applied by the packaging economy to fulfill the task of packaging. Many terms: . acknowledged package, set-up-package, permanent package, one-way package, export package, customary package, consumer package, storage package, multi-way package, multiuse package, standard package, sea-worthy package, deep-cool package, transport package.
Text 1 Introduction of Packaging
【Para 3】Packaging（包装方法）
Packaging is the technique of preparing goods for distribution. Creation of a pack or a packaging unit by combination of product with the package, applying methods of packaging using packaging machines or devices by hand. To most people packaging means the carton, bag, jar, can etc., which enable a product to be handled and used.
Text 1 Introduction of Packaging
【Para 4】Packing（包装）
Packing, the selection or construction of the shipping container and the assembling of items or packages therein, includes any necessary blocking, bracing, or cushioning, weatherproofing, exterior strapping, and marking of shipping container for identification of contents.
Text 1 Introduction of Packaging
【Para 5】Types of Packaging（包装类型）
There are two basic kinds of packages: the consumer package and the industrial package.
The consumer package is also referred to as the interior, or marketing package, because it is what the customer sees when the product is on the shelf. It is designed to appeal to and inform the final customer.
Text 1 Introduction of Packaging
The industrial package is also known as the exterior package, and is primarily a logistics responsibility. This package is discarded before the products are placed on the shelf, so customer may never see this material.
Text 1 Introduction of Packaging
New Words and Phrases
withstand v. 抵抗，经受住
appealing adj. 吸引人的
significance n. 意义，重要性
widespread adj.分布广泛的，普遍的
insufficient adj.不足的，不够的
confuse v. 搞乱，使糊涂
Text 1 Introduction of Packaging
procedure n. 程序，手续
fulfill v. 履行，实现，完成 （计划等）
combination n. 结合，联合，合并， 化合物
therein adv. 在那里，在其中，在
那一点上
weatherproof adj. 防风雨的，抗风化的
identification n. 辨认，鉴定，证明， 视为同一
Text 1 Introduction of Packaging
interior adj. 内部的，内的
exterior adj. 外部的，外在的， 表面的
discard v. 丢弃，抛弃
Text 1 Introduction of Packaging
Notes
1．Thanks to packaging it is possible for products to be available anytime anywhere that gives the consumer a great freedom of choice.
由于包装的存在，使得产品能在任何时候和任何地方都可得到，这给消费者极大的自由选择。
Text 1 Introduction of Packaging
2．In recent years, the significance of packing has been increasingly recognized, and today the widespread use of packing is truly a major competitive force in the struggle for markets.
近年来，包装的重要性逐渐被认可，今天，广泛使用的包装已成为产品市场竞争的主要竞争点。
Text 1 Introduction of Packaging
3．General term for the total of the means and procedures is applied by the packaging economy to fulfill the task of packaging.
所有有关包装方法和程序的一般术语都被应用于包装作业中。
Text 1 Introduction of Packaging
4．Packaging is the technique of preparing goods for distribution. Creation of a pack or a packaging unit by combination of product with the package, applying methods of packaging using packaging machines or devices by hand.
包装是为货物配送准备货物的技术，就是应用手工或机器的包装方法，通过货物包装把货物合并处理成一个包裹或一个包装单位。
Text 1 Introduction of Packaging
5. Packing, the selection or construction of the shipping container and the assembling of items or packages therein, including any necessary blocking, bracing, or cushioning, weatherproofing, exterior strapping, and marking of shipping container for identification of contents.
包装就是选择或构建货运包装并在其中装上所需运输的货物，包括任何必需的分隔、支撑或缓冲材料以及外部捆绑材料，并在货运包装上标明所运送的货物。
Text 1 Introduction of Packaging
Exercises
Ⅰ Pair work：talking face to face, and think it over, discuss the following questions.
1．What are the purposes of packing?
2．What is packaging?
3．What are the differences between packaging and packing?
Text 1 Introduction of Packaging
4．What purpose is the consumer package designed to?
5．What is difference between the consumer package and the industrial package?
6．Which package do you often see in your daily life?
Text 1 Introduction of Packaging
Ⅱ Fill in the blanks with the following words.
1．I always ___________ John with his brother; they are very much alike.
2．We are sure to_______ the task ahead of schedule if everyone bears down.
exterior appealing discard widespread confuse
insufficient withstand significance fulfill
containers
Text 1 Introduction of Packaging
3．Many plastic ________ are disposed of as waste, although they are reusable.
4．You're supposed to keep your car _________ in good condition by cleaning it.
5．You can schedule a weekend to _________ some things that perhaps you don't actually need.
6．The idea of a holiday abroad is certainly ___________.
Text 1 Introduction of Packaging
7．That invention is of great commercial ___________.
8．She is strong enough to ___________ intellectual challenge.
9．In today's world, trade barriers in international trade are still___________.
10．The case was dismissed because of ___________ evidence.
Text 1 Introduction of Packaging
Ⅲ Translate the following sentences into Chinese.
1．Packaging is an important concern for warehousing and materials handling, one that receiving increased attention around the world.
2．No matter what environmental conditions are encountered, the package is expected to protect the product, keeping it in the condition intended for use until the product is delivered the ultimate consumer.
Text 1 Introduction of Packaging
3．New materials and smarter protective packaging systems contribute to reducing the load on our environment.
4．Good packaging allows efficient utilization of storage space as well as transportation cube and weight constraints.
5．This package is discarded before the products are placed on the shelf, so customer may never see this material.
Text 1 Introduction of Packaging
Ⅵ Translate the following sentences into English.
1．环境的挑战使包装成为焦点问题。
2．包装在保护商品方面起着重要的作用。
3．不同的商品需要不同的包装。
4．消费品的包装要适宜并具有吸引力，这样能够增强公司在市场中的形象。
5．包装必须十分坚固，以承受粗鲁的搬运。
Dialogue 1 Packing of Silk Stocking
（Mr. Smith a businessman from America, is talking about the subject of packaging with Mr. Lin, the marketing manager of a company in China.）
Smith：What are your conditions, Mr. Lin, as far as packaging is concerned?
Lin：Well, as you know, we have definite ways of packing silk stockings for sea shipment. As a rule, we use polythene wrapper for each article, all ready for shelf selling.
Dialogue 1 Packing of Silk Stocking
Smith：Good .A wrapping that catches the eye will certainly help push sales. With keen competition from similar silk stocking producers, the merchandise must not only be of nice quality, but also look attractive.
Lin：Right. We'll see to it that the silk stockings appeal to the eye as well as to the purse.
Smith：What about the outer packing?
Dialogue 1 Packing of Silk Stocking
Lin：We will pack them six silk stockings each with a different color in a box, ten boxes in a carton.
Smith：Can you use wooden cases instead?
Lin：Why wooden cases?
Dialogue 1 Packing of Silk Stocking
Smith：I'm afraid the cardboard boxes are not strong enough for sea transportation.
Lin：No need to worry about that. The cartons are lined with waterproof plastic sheets, and as the cartons are made of cardboard, they shall be handled with care.
Smith：Ok, but I am concerned that in case of damage or pilferage, the insurance company will refuse compensation on the ground of improper packing, or packing unsuitable for sea voyage.
Dialogue 1 Packing of Silk Stocking
Lin：Well, we will use wooden cases if you insist, but the charge for that kind of packing will be considerably higher, and it also slows down delivery.
Smith：Then, I will cable home immediately for instruction on the matter.
Lin：Please do. I will be waiting for your soonest reply.
Dialogue 1 Packing of Silk Stocking
Smith：I will call you up tomorrow. Good-bye, Mr. Lin.
Lin：Good-bye, Mr. Smith.
Dialogue 1 Packing of Silk Stocking
New Words and Phrases
polythene n. 聚乙烯
wrapper n. 包装材料，包装纸
keen adj. 强烈的，热心的，渴 望的
competition n. 竞争
attractive adj. 吸引人的， 有魅力的
cardboard n. 纸板
Dialogue 1 Packing of Silk Stocking
waterproof adj. 防水的
pilferage n. 行窃，偷盗
insurance n. 保险，保险单，保险 业，保险费
compensation n. 补偿，赔偿
voyage n. 航程，航空
silk stocking 丝袜
Dialogue 1 Packing of Silk Stocking
Notes
1．With keen competition from similar silk stocking producers, the merchandise must not only be of nice quality, but also look attractive.
丝袜市场的激烈竞争要求商品不仅要有好的质量，而且包装要有吸引力。
Dialogue 1 Packing of Silk Stocking
2. The cartons are lined with waterproof plastic sheets, and as the cartons are made of cardboard, they shall be handled with care.
纸箱都内衬防水的塑料布，而且一般他们在处理纸箱时，都会相当小心的。
Dialogue 1 Packing of Silk Stocking
Exercises
Ⅰ Oral Practice: practice the above dialogue with your partner until you can learn the lines by heart.
Dialogue 1 Packing of Silk Stocking
Ⅱ Team work: make up a dialogue according to the following situation and practice it with your partner.
Situation：
Mr. Zhang is a manager of China National Native Produce and Animal By-products Import and Export Corporation. Mr. Right is a businessman from Ireland who has ordered a total of $80,000 worth of oolong tea. He is particular about the way the tea is packed. Now Mr. Zhang is discussing this issue with Mr. Right.
Dialogue 1 Packing of Silk Stocking
Tips：
1. How are you going to pack our order?
2. For this kind of product we export, each item is individually packed in ...
3. …are packed in a paper carton before shipping.
4. I'm afraid the paper cartons are not strong enough for ....
5. We’ve got an excellent record on making deliveries to our customers.
Dialogue 1 Packing of Silk Stocking
6. All our cartons are lined with shockproof cardboards and are wrapped up with polyethylene sheets.
7. I will cable home immediately for instruction on the matter.
8. I’ll be waiting for your reply.
Dialogue 1 Packing of Silk Stocking
Ⅲ Write an e-mail to your customer, telling them politely and patiently like that:
Contents：
1. 感谢对方对我方的大力支持
2. 告诉对方我方采用的运输包装材料和包装方法
3. 征求对方对运输包装的意见。
Dialogue 1 Packing of Silk Stocking
Ⅵ Fill in the blanks with the words in the following box.
（Mr. Fred ,a businessman from Austria, is talking about the issue of packaging with Mr. Cheng, a salesman of a company in China.）
F: What kind of packing do you plan to use for this ________ of goods?
record safety take place rest damp-proof
worry about consignment a lot of
Dialogue 1 Packing of Silk Stocking
C: Cartons. Is that okay?
F: I’m concerned about the possible jolting, squeezing and collision that may ________ when these cases are moved about.
C: Well, what I can tell you is this. We've got an excellent ________ on making deliveries to our customers. Besides, all our cartons are lined with shockproof cardboards and are wrapped up with polyethylene sheets. So they’re not only shockproof but also ________.
Dialogue 1 Packing of Silk Stocking
F: In that case, I guess I can ________ assured.
C: Well, I guess you can say that. The ________ of packing is something we always pay a lot of attention to. Especially for those fragile commodities, we’ve got to be extra careful. Otherwise, when the things we don’t want to see happen have happened, we’ll be responsible and that’ll cause you ________ inconvenience, too.
Dialogue 1 Packing of Silk Stocking
F: You’re right. But wouldn't it be safer to use wooden cases?
C: We sure can if you want us to, but the charge will be much higher.
F: It wouldn't be worth the trouble in that case, would it? Let's still use cartons.
C: Sure, no problem. As I said, cartons are good enough for goods like this. You don't have to ________ it.
Text 2 Functions of Packaging
When transportation goods from source to customer, packaging is an essential feature of the product and the form this takes is often considered a part of the logistics process. Industrial packaging should perform the following function to meet integrated logistics requirements. More specifically, packaging performs four functions.
Text 2 Functions of Packaging
【Para 1】 Containment（包装商品）
Products must be contained before they can be moved from one place to another. To function successfully, the package must contain the product. If the package breaks open, the item can be damaged or lost, or even cause environmental pollution.
Text 2 Functions of Packaging
【Para 2】 Protection（保护商品）
Packaging plays a vital role in protecting products as they go from the manufacturer to the consumer. Packaging is designed to ensure that the product reaches the consumer in good condition. It should protect the goods from damage during handling, storing and transportation. Damages caused by vibration, impact, puncture or compression can happen whenever a package is being transported. Hence, package design and material must combine to achieve the desired level of protection.
Text 2 Functions of Packaging
【Para 3】 Improving the Logistics Efficiency（提高物流效率）
Packaging plays a significant role within logistics and its optimal design is important for the efficient functioning of the whole logistics system.
Text 2 Functions of Packaging
Packaging affects not only marketing and production but also integrated logistics activities. For example, the size, shape and type of packaging material influence the type and amount of material handling equipment. Likewise, package and size and shape affect loading, unloading and the transporting of a product. The easier it is to handle a product, the lower the transportation rate. Therefore, if the package is designed for efficient logistical processing, overall system performance will benefit.
Text 2 Functions of Packaging
【Para 4】 Communication（信息传递）
The important logistical packaging function is communication or information transfer. The information contained on the package tells the consumer what the product is and how to use it. The information provided on packaging allows the consumer to decisions on the product’s purchase and use.
Text 2 Functions of Packaging
A package must protect what it sells and sell what it protects. Modern methods of consumer marketing would fail were it not for the messages communicated on the package. It is not only the sales package that must communicate. Warehouses and distribution centers would be less efficient if transport packages lacked labels or carried incomplete details. When international trade is involved and different languages are spoken, the use of clear, readily understood symbols on the transport is essential.
Text 2 Functions of Packaging
To identify package contents of receiving and shipping is the most obvious communication role of packaging. Typical information includes manufacturer, product, container type and count. The communication role of logistics packaging is to provide instruction of how to prevent possible damage.
Text 2 Functions of Packaging
New Words and Phrases
function n. 功能，职责
source n. 来源，出发地
perform v. 履行，完成
integrated adj. 整体的，综合的，完 全的
requirement n. 需要，需求
specifically adv. 特别地，具体地，明 确地
Text 2 Functions of Packaging
containment n. 包含，包括，容纳
manufacturer n. 制造商，生产商
consumer n. 消费者，用户
vibration n. 振动，动摇
impact n. 冲击，挤压，压紧
puncture n. 刺穿，穿孔
compression n. 压缩，压制
combine v. 使结合，综合，整合
optimal adj. 最佳的，理想的
Text 2 Functions of Packaging
influence v. 影响，改变
lack v. 缺乏，不足
label n. 标签
identify v. 识别，确认
container n. 集装箱，容器
distribution center 配送中心
Text 2 Functions of Packaging
Notes
1．Industrial packaging should perform the following function to meet integrated logistics requirements.
工业包装通过履行特定功能来满足物流整合的需求。
Text 2 Functions of Packaging
2．If the package breaks open, the item can be damaged or lost, or even cause environmental pollution.
如果包装破裂，商品可能会损坏、丢失、甚至造成环境污染。
3．It should protect the goods from damage during handling, storing and transportation.
在货物搬运、储存和运输过程中，包装可以保护货物不受损坏。
Text 2 Functions of Packaging
4．Hence, package design and material must combine to achieve the desired level of protection.
因此必须综合利用包装设计和原材料两方面，以此实现满意的保护水平。
5．Packaging affects not only marketing and production but also integrated logistics activities.
包装不仅影响市场销售和产品而且影响物流活动的整合。
Text 2 Functions of Packaging
6．The easier it is to handle a product, the lower the transportation rate.
货物处理越容易，运输费用就越低。
7．Modern methods of consumer marketing would fail were it not for the messages communicated on the package.
如果包装上没有相关信息，现代的营销手段将不起作用。
Text 2 Functions of Packaging
8．Warehouses and distribution centers would be less efficient if transport packages lacked labels or carried incomplete details.
如果运输包装上没有标签或标签上的细节信息不完整，仓库和配送中心的工作效率就会受影响。
Text 2 Functions of Packaging
Exercises
Ⅰ Team work：talking face to face, and think it over, discuss the following questions.
1．What are the main functions of packaging?
2．Are there any other benefits of packaging in addition to what is mentioned in the text? If yes, what are they?
Text 2 Functions of Packaging
3．Name three products that you consider to be packaged well.
4．Why should we use reusable containers？
5．If packaging cost is reduced, can costs in other aspects of the total logistical operation be cut down? Why?
6．What information can be provided in the package?
Text 2 Functions of Packaging
Ⅱ Fill in the blanks with the following words.
1．We are now in a position to _________ our own demands to our employers.
2．We’ll _________ the cease with iron strap.
3．These policies _________ strong feeling of loyalty in P & G employees.
forbid marketplace residual instill standpoint
instill oddly dictate reinforce shun
Text 2 Functions of Packaging
4．The smell of food _________ the hungry children into the hut.
5．I can’t figure out why he’s been behaving so _________.
6．Consumers may also _________ firms that pollute the environment or engage in unethical practices by not buying their products.
7．What is the reaction to the new car in the _________?
Text 2 Functions of Packaging
8．It is thus clear that the _________ influences of clannishness must not be underestimated.
9．From the _________ of success, a good work ethic is no less important than an education.
10．More and more public places in the United States _________ smoking.
Text 2 Functions of Packaging
Ⅲ Translate the following sentences into Chinese.
1．Over the past two years, the company has increased the investment for its packaging industry in order to meet its customer’s need.
2．Good packaging can have a positive impact on layout, design, and overall warehouse productivity.
3．We’ll pack them two dozen to one carton, gross weight around 25 kilos a carton.
Text 2 Functions of Packaging
4．We have especially reinforced our pacing in order to minimize the extent of any possible damage to the goods.
5．The real art of packing is to get the contents into a nice, compact shape that will stay that way during the roughest journey.
Text 2 Functions of Packaging
Ⅵ Translate the following sentences into English.
1．箱子里垫有泡沫塑料以免货物受压。
2．在外包装上请标明“小心轻放”字样。
3．醒目的包装有助于推销产品。
4．这种商品包装必须防湿、防潮、防锈、防震。
5．这些产品由于包装不好影响了销售。
Dialogue 2 the Packaging of Beer
（Mr. Lin is a marketing manager of Tsingtao Brewery Group in China. Peter is a businessman from European Union. Now Mr. Lin is discussing the packaging of Beer with Peter）
Peter: Mr. Lin, I’m very glad we’ve settled the terms for the transaction of 500 cases of Tsingtao Beer in general, and I would like to know what’s your packing for transportation.
Dialogue 2 the Packaging of Beer
Lin: As a rule, when packing these small bottles of beer, we pack them six bottles in one carton, and four cartons in one box. Besides, all these boxes should be lined with shockproof cardboard from inside and reinforced with straps from outside.
Peter: That’s ok. But I still want to discuss the matter of packing the beer. Will you hear my comments?
Dialogue 2 the Packaging of Beer
Lin: Certainly. We warmly welcome your comments and suggestions.
Peter: Your present packing is in glass bottles of two sizes – large and small. One large bottles is too much for an ordinary person to consume at one time, while the small size seems just right.
Lin: This comment of yours is very good. We should consider the normal quantity that an ordinary person consumes at one time, when we decide on the size of the beer bottle.
Dialogue 2 the Packaging of Beer
Peter: I don’t think glass-bottles are popular nowadays for liquids. The shortcomings are obvious: first, they are easily broken in transit even though you put 24 bottles in a well-lined box; second, glass-bottles are too heavy and it would increase the cost of freight; third, it is not convenient to consume the beer packed in bottles because you have to use a bottle-opener to open them.
Lin: Yes, all these shortcoming exist as a matter of fact. Do you have any good ideas?
Dialogue 2 the Packaging of Beer
Peter: Liquids are now packed in tins, which have been gaining popularity on the world market. Many leading companies of beverage, such as Coca Cola, they pack their liquids in tins. I think you could use similar packing and incorporate an opener on the top of each tin.
Lin: As far as you know, when we pack our export liquids in tins, it will greatly increase the cost of packing. Now we are making efforts to reduce the production cost of tins.
Dialogue 2 the Packaging of Beer
Peter: I can understand that. But I hope that you will speed up your efforts in that direction. In fact I’ve already seen some good results.
Lin: Is that so? What’s that?
Peter: At the last Guangzhou Fair, I tasted black tea ready-made, and packed in paper cartons. That packing would greatly reduce the cost of the goods.
Dialogue 2 the Packaging of Beer
Lin: The paper tins can only be used to pack liquids like tea and milk, but not beer perhaps, because there is some gas as well as the pressure from inside of the container when the container is opened. So, I’m afraid paper tins cannot stand the pressure.
Peter: You are right. You see I’ve forgotten the difference between beer and soft drinks.
Dialogue 2 the Packaging of Beer
Lin: Your thoughts are very helpful. I’ll transfer your valuable proposals mentioned today to our production department for study so as to improve our packing. Thank you very much.
Dialogue 2 the Packaging of Beer
New Words and Phrases
beer n. 啤酒
Tsingtao Brewery Group 青岛啤酒集团
transportation n. 运输， 运送
reinforce v. 加强，增援，加固
strap n. 带，皮带
liquid n. 液体，流体
shortcoming n. 缺点，短处
Dialogue 2 the Packaging of Beer
transit n. 搬运，运输，运输线
bottle-opener 启瓶器
beverage n. 饮料
Coca Cola 可口可乐
incorporate v. (使)合并，并入，合 编
Guangzhou Fair 广州商品交易会
Dialogue 2 the Packaging of Beer
Notes
1．As a rule, when packing these small bottles of beer, we pack them six bottles in one carton, and four cartons in one box. Besides, all these boxes should be lined with shockproof cardboard from inside and reinforced with straps from outside.
一般来说，我们在包装这些小瓶啤酒时，6瓶为一盒，4盒装一箱。并且，这些箱子都需要里面内衬防震板，外加加固条。
Dialogue 2 the Packaging of Beer
2．I don’t think glass-bottles are popular nowadays for liquids. The shortcomings are obvious: first, they are easily broken in transit even though you put 24 bottles in a well-lined box; second, glass-bottles are too heavy and it would increase the cost of freight; third, it is not convenient to consume the beer packed in bottles because you have to use a bottle-opener to open them.
我认为现在用玻璃瓶子装饮料已不太时兴，其缺陷是很明显的：第一，运输途中易破，即使你在纸箱里装上24瓶，衬垫得很好，也会是这样；第二，玻璃太重，这必然增加运费；第三，酒装在瓶子中喝起来不方便，因为你得用一把启瓶器来开瓶盖子。
Dialogue 2 the Packaging of Beer
3．The paper tins can only be used to pack liquids like tea and milk, but not beer perhaps, because there is some gas as well as the pressure from inside of the container when the container is opened. So, I’m afraid paper tins cannot stand the pressure.
纸质罐头壳只能用于茶、牛奶之类的饮料，恐怕对啤酒不太合适，因为啤酒打开后要出现气体，从容器内部就产生压力，纸质壳子恐怕经受不住吧？
Dialogue 2 the Packaging of Beer
Exercises
Ⅰ Oral Practice: practice the above dialogue with your partner until you can learn the lines by heart.
Dialogue 2 the Packaging of Beer
Ⅱ Team work: make up a dialogue according to the following situation and practice it with your partner.
Situation：
Richard is a businessman from England, Mr. Liu is a marketing manager of a textile company. Now they are talking about packing style of silk blouses.
Dialogue 2 the Packaging of Beer
Tips：
1. We have definite ways of packing…
2. As to silk blouses, we use …,all ready for window display.
3. I hope the packing will be ….
4. We have here a sample packing…
5. Do you mind if I give you a little suggestion?.
6. Your packing needs improvement. I mean...
7. Your suggestion on packing is welcome as well.
8. What’s your outer packing?.
9. Cardboard boxes are light to handle and less expensive while wooden cases are clumsy and cost more.
Dialogue 2 the Packaging of Beer
Ⅲ Write an e-mail to your customer, telling them politely and patiently like that:
Contents：
1. 向有合作意向的客户介绍你的公司及产品
2. 详细介绍公司产品的销售包装情况
3. 询问产品的销售包装是否能迎合对方国家消费者的口味
4. 欢迎对方提出好的建议。
Dialogue 2 the Packaging of Beer
Ⅵ Fill in the blanks with the words in the following box.
（Mr. Fred is a distributor in America, Mr. Chen is the marketing manager of a company in china, Now they are talking…）
F: Do you mind if I give you a little __________?
fall into love eye-catching handle go ahead
attractive reinforce improvement suggestion
function lost
Dialogue 2 the Packaging of Beer
C: No, I don't mind. __________.
F: Your products are good, and there 's no question of that. But your packing needs __________. I mean your packing does not look __________ enough to the buyer. We both know that one important __________ of packing is to stimulate the buyer's desire to buy. He should __________ with your product at the first sight.
Dialogue 2 the Packaging of Beer
C: That's a good suggestion. Could you be more specific?
E:I feel your cartons are not thick and sturdy enough. They 're kind of flimsy; therefore, the feeling of expensiveness is __________. And the color of the design of your packing really should be more __________. My opinion is that packing should give the buyer an idea of what is packed inside.
C: That’s really a good idea. I'll pass it onto our designers and ask them to improve on it.
Dialogue 2 the Packaging of Beer
F: About the outer packing then, how are you going to __________ that?
C: Well, we’ll __________ all those cardboard cartons with straps from outside; and mark them with the words such as ”handle with care” and other general markings for transportation.
F: That really sounds good. Thanks.
Dialogue 2 the Packaging of Beer
Supplementary Reading
Development of Packaging
Prior to World War II, packaging was used primarily to surround and protect products during storage, transportation, and distribution. Some packages were designed with aesthetic appeal and even for ease-of-use by the end consumer, but package design was typically left to technicians.
Dialogue 2 the Packaging of Beer
After World War II, however, companies became more interested in marketing and promotion as a means of enticing customers to purchase their products. As a result, more manufacturers began to view packaging as an integral element of overall business marketing strategies to lure buyers.
Dialogue 2 the Packaging of Beer
This increased attention to packaging coincided with socioeconomic changes taking place around the world. As consumers became better educated and more affluent, their expectations of products—and their reliance on them—increased as well. Consequently, consumers began to rely much more heavily on manufactured goods and processed food items. New technologies related to production, distribution, and preservatives led to a massive proliferation in the number and type of products and brands available in industrialized nations. Thus, packaging became a vital means of differentiating items and informing inundated consumers.
Dialogue 2 the Packaging of Beer
The importance of consumer packaging was elevated in the United States during the late 1970s and 1980s. Rapid post-war economic expansion and market growth waned during that period, forcing companies to focus increasingly on luring consumers to their product or brand at the expense of the competition. Package design became a marketing science. And, as a new corporate cost-consciousness developed in response to increased competition, companies began to alter packaging techniques as a way to cut production, storage, and distribution expenses. Furthermore, marketers began to view packaging as a tool to exploit existing product lines by adding new items and to pump new life into maturing products.
Dialogue 2 the Packaging of Beer
Today, good package design is regarded as an essential part of successful business practice. Since many potential customers first notice a new product after it has arrived on the shelves of a store, it is vital that the packaging provide consumers with the information they need and motivate them to make a purchase. But packaging decisions involve a number of tradeoffs. While making a product visible and distinctive may be the top priority, for example, businesses must also comply with a variety of laws regarding product labeling and safety. Protecting products during transport is important, but businesses also need to keep their shipping costs as low as possible.
Dialogue 2 the Packaging of Beer
Ⅰ Answer the following questions
1．Prior to World War II, what was packaging primarily used to?
2．After World War II, what did manufacturers begin to view packaging as?
3．When was the importance of consumer packaging elevated in the United States?
4．During the late 1970s and 1980s, what happened to the economic environment?
5．Today, what is good package design regarded as?
Dialogue 2 the Packaging of Beer
Ⅱ Whether the following statements are true or false.
（ ）1. Prior to World War II, packaging became a vital means of differentiating items and informing inundated consumers.
（ ）2. After World War II, package design was typically left to technicians.
Dialogue 2 the Packaging of Beer
（ ）3. during the late 1970s and 1980s, marketers began to view packaging as a tool to exploit existing product lines by adding new items and to pump new life into maturing products.
（ ）4. Today, good package design is regarded as an essential part of successful business practice.
（ ）5. Today, companies are free to design their own package, they don‘t have to comply with any laws.
Unit 6 International Logistics
Text 1 Containerization
Dialogue 1 Talking about the Unloading Port
Text 2 Main Logistics Documents
Dialogue 2 Change of Port of Destination
Text 1 Containerization
【Para 1】Container Transportation（集装箱运输）
With the expansion of international trade, the container service has become popular. The transportation of international trading is nowadays frequently carried out in containers. The usage of containers provides a highly efficient form of transport by road, rail and air though its fullest benefits are felt in shipping, where cost may be reduced by as much as one half.
Text 1 Containerization
【Para 2】Sizes of Containers（集装箱的尺寸）
Containers are constructed of metal and are of standards lengths from ten to forty feet. 20-foot container and 40-foot container have become more common. The 20-foot container has become the standard unit of measure quoted in terms of “TEUs” or twenty-foot equivalent units. One 40-foot container equates to two TEUs.
Text 1 Containerization
【Para 3】the Advantage of Containers（集装箱的优势）
The advantage of containers from the shipper’s point of view is that freight can be loaded and the box sealed before it leaves the warehouse. The goods themselves are not touched again until the customer receives the container and opens it.
Text 1 Containerization
There is no risk of goods getting lost or mislaid in transit.
Manpower in handling is greatly reduced, with lower costs and less risk of damage.
Overall transportation cost can be reduced since container shipment offers the economy of mass transportation and minimizes the need for transshipment.
Text 1 Containerization
Usage of container reduces the time ships spend in port and greatly increase the number of sailings.
Temperature-controlled containers are provided for the types of cargo that need them.
Text 1 Containerization
【Para 4】the Disadvantage of Containers（集装箱的劣势）
Containers have a restricted application in inland transportation. Because containers on ships must be stacked, they must be sturdy in construction. In turn, this makes them heavy—too heavy for road transport since they unduly restrict payloads.
Text 1 Containerization
【Para 5】the FCL Service（整箱服务）
If the exporter intends to fill a full container load (FCL), the forwarder of shipping line will be prepared to send an empty container to the exporter for loading. The container is sealed with the carrier’s seal, this is sometimes done by the shipper.
Text 1 Containerization
【Para 6】the LCL Service（拼箱服务）
If the cargo is less than a full container load (LCL), the exporter sends it to the container freight stations (CFSs), where it will be consolidated with the goods of other exporters in a group container.
Text 1 Containerization
【Para 7】Inter-modal Transportation（多式联运）
Inter-modal transportation refers to the movement of a shipment from origin to destination utilizing two or more different modes of transport. It involves a variety of shipment, transshipment and warehousing activities. The whole intent of inter-modal transport is to allow the shipper to take advantage of the best characteristics of all modes: the convenience of road, the long-distance movement efficiency of rail, and the capacity of ocean shipping.
Text 1 Containerization
Therefore, inter-modal transportation offers the opportunity to combine modes and find a less costly alternative than a single transport mode. Numerous technical improvements, such as river/sea shipping and better rail/road integration, have been established to reduce interchange cost, but containerization remains the most significant achievement so far.
Text 1 Containerization
New Words and Phrases
container n. 容器，集装箱
containerization n. 集装箱化
expansion n. 扩充，开展
construct v. 建造，建立
quote v. 引用，提出，提供
mass adj. 大规模的，集中的
restrict v. 限制，约束
Text 1 Containerization
application n. 应用，运用
stack v. 堆放，堆叠
sturdy adj. 坚固的，坚定的
unduly adv. 过度地，不适当的
fill v. 装满，充满，填充
forwarder n. 货运公司，货运代理 商
seal n. 封铅，封条，印； v. 封，密封
Text 1 Containerization
consolidate v. 装货，配货
origin n. 出发地，生产地
destination n. 目的地
utilize v. 利用
characteristic n. 特性，特征
convenience n. 便利，方便
efficiency n. 效率，功效
capacity n. 容量，装载量
combine v. （使）结合
Text 1 Containerization
alternative n. 二中择一，可供选择 的办法
integration n. 综合
significant adj. 有意义的，重大的
achievement n. 成绩，成就，完成， 达到
carry out 履行，执行
standard unit 标箱
TEUs=twenty-foot equivalent units 20英尺的标箱
Text 1 Containerization
equate to 相当于，相等于
temperature-controlled 温控
FCL= a full container load 整箱服务
LCL= less than a full container load 拼箱服务
CFSs= container freight stations 集装箱运输站
inter-modal transportation 多式联运
so far 迄今为止
Text 1 Containerization
Notes
1．The usage of containers provides a highly efficient form of transport by road, rail and air though its fullest benefits are felt in shipping, where cost may be reduced by as much as one half.
集装箱的使用为道路、铁路和航空提供了一种高效的运输方式，虽然它的全部益处在海运中体现得最淋漓尽致，在海运中集装箱的使用可以将成本降低一半。
Text 1 Containerization
2．Containers are constructed of metal and are of standards lengths from ten to forty feet.
集装箱由金属制造，包括10英尺到40英尺各种标准尺寸。
Text 1 Containerization
3．Overall transportation cost can be reduced since container shipment offers the economy of mass transportation and minimizes the need for transshipment.
由于使用了集装箱运输，提供了运输的规模经济并将转运需求降到最低，全面的运输成本得以降低。
Text 1 Containerization
4．Because containers on ships must be stacked, they must be sturdy in construction.
因为在船上集装箱必须叠放，所以必须建造的足够坚固。
Text 1 Containerization
5．Therefore, inter-modal transportation offers the opportunity to combine modes and find a less costly alternative than a single transport mode.
因此，与单一运输方式相比，多式联运为将适当的运输方式结合在一起为降低成本提供了机会。
Text 1 Containerization
6．Numerous technical improvements, such as river/sea shipping and better rail/road integration, have been established to reduce interchange cost, but containerization remains the most significant achievement so far.
许多技术进步，如水运/海运和更完善的铁路/公路的结合，使得运输方式转换时成本降低，但是迄今为止，集装箱化运输仍是意义最重大的进步。
Text 1 Containerization
Exercises
Ⅰ Pair work：talking face to face, and think it over, discuss the following questions.
1．What is containerization?
2．What basic sizes containers have?
3．What are the advantages of container transportation?
4．What is the multi-modal transportation?
Text 1 Containerization
5．Why a shipper would choose multi-modal transportation?
6．What are the FCL?
7．What are the LCL?
8．Why container is suitable to inter-modal transportation?
Text 1 Containerization
Ⅱ Close test.
Containerization
The ___1___ cargo transport volume has been on the rise together with the world’s economic growth since the third quarter of last decade. Also we are living in a rapidly ____2___ industry society. There have been a number of major changes in the shipping ____3___, but the one that has the most far-reaching ____4___ is the development of the container system.
Text 1 Containerization
This is referred to as “containerization”, by which various general cargoes are stuffed ____5___ big containers for the purpose of quick loading on ____6___ ships and unloading from ships both for inbound and ____7___ transport. By this measure, loading and unloading time at ___8___ is reduced to one tenth of the time length on the average compared with the conventional handling method where general cargoes were, being much diversified in ____9___ and size, handled on a two-ton sling unit basis.
Text 1 Containerization
Containerization has also implemented quick transit between ships and other modes of transportation, such as road and railway transport. Therefore, container transport is ___10___ efficient not only for the marine transportation but also for the inland transportation.
Text 1 Containerization
1．a. international b. bulk
c. inventory d. domestic
2．a. changing b. changed
c. changeable d. exchange
3．a. enterprise b. company
c. terminal d. industry
4．a. aftermath b. influence
c. suggestion d. impact
5．a. from b. for c. into d. down
Text 1 Containerization
6．a. board b. our c. bond d. behind
7．a. side b. bound
c. outbound d. bounding
8．a. point b. berth c. port d. terminal
9．a. color b. type
c. material d. shape
10．a. high b. highly c. far d. quite
Text 1 Containerization
Ⅲ Translate the following sentences into Chinese.
1．Inter-modal transportation is seen as a solution that could work in certain situations.
2．Temperature-controlled containers are provided for the types of cargo that need them.
3．With the improvement of international trade, the container service has become popular.
Text 1 Containerization
4．Before containerization, economies of scale were difficult to achieve with break-bulk cargo.
5．Maersk Sealand is one of the largest liner shipping companies in the world, serving customers all over the globe.
Text 1 Containerization
Ⅳ Translate the following sentences into English.
1. 多式联运提供了降低物流成本的机会。
2. 集装箱的使用极大地提高了运输效率。
3. 迄今为止，集装箱化运输仍是意义最重大的进步。
4. 整箱运输的费率低，你最好整箱运输货物。
5. 集装箱的使用降低了货物损坏的风险。
Dialogue 1 Talking about the Unloading Port
(The following is a conversation between the Mr. Geng, the clerk in a logistics company and Mike, a customer of the company.)
Geng：Mike, are you tired today after your visit to the Great Wall yesterday?
Mike：No, not at all. I am very interested in the visit.
Geng：What are you impressions about the Great Wall?
Dialogue 1 Talking about the Unloading Port
Mike：It’s just too great, and it has made an everlasting impression on me.
Geng：Well, do you think now we should talk a bit about the port of discharge?
Mike：I’m all ready.
Geng：Our offer is CIF European main ports. The time of shipment is August. What’s your unloading port please?
Mike：Hamburg.
Dialogue 1 Talking about the Unloading Port
Geng：But as I know, sailings to Europe in August only call at London and Antwerp.
Mike：Our customers are all located near Hamburg. It’s not reasonable to have the goods unloaded at London.
Geng：I see.
Mike：We do hope you’ll contact the shipping company once again to make sure that the shipment will arrive in Hamburg.
Dialogue 1 Talking about the Unloading Port
Geng：Sure and I will do that, there is a vessel sailing to Hamburg in July. But I’m afraid it’s too late to book the shipping space.
Mike：Please try your best, and I trust that you can make it.
Geng：All right. But the question we have at the moment is whether the manufactures can get the goods ready in July.
Mike：You can contact the factory again to hurry them up. It will be marvelous if the goods can be shipped in July.
Dialogue 1 Talking about the Unloading Port
Geng：I’ll certainly try my best, but if we fail to do that, there will be another chance. The next early available chance will be the Hamburg ships in September. There will be two of them. What do you think if the shipment is effected in September, a month later than the schedule?
Mike：We’d like the shipment to be made in July, but if nothing can be done about it, the goods can be shipped in September. There should be no more changes in the schedule, anyway.
Geng：I’m sure there will be no more changes.
Dialogue 1 Talking about the Unloading Port
New Words and Phrases
impression n. 印象，感想
everlasting adj. 永恒的，持久地
Hamburg n. 汉堡（欧洲主要港 口）
Antwerp n. 安特卫普（欧洲主要 港口）
reasonable adj. 合理的
Dialogue 1 Talking about the Unloading Port
marvelous adj. 令人惊异的，不可思 议的
effect v. 实现，达到
schedule n. 确定时间
port of discharge 卸货港
CIF 到岸价（成本，保险加 运费）
Dialogue 1 Talking about the Unloading Port
Notes
1．Our offer is CIF European main ports.
我们的报价是欧洲主要港口的到岸价。
2．It’s not reasonable to have the goods unloaded at London.
在伦敦港卸货不太合理。
Dialogue 1 Talking about the Unloading Port
Exercises
Ⅰ Oral Practice: practice the above dialogue with your partner until you can learn the lines by heart.
Dialogue 1 Talking about the Unloading Port
Ⅱ Team work: make up a dialogue according to the following situation and practice it with your partner.
Situation：
Jerry is a clerk of a logistics company. Now he is talking with his customer about the loading and unloading port.
Dialogue 1 Talking about the Unloading Port
Tips：
1．We should talk about the port of loading and discharging.
2．I think Dalian is suitable to us.
3．What’s your unloading port please?
4．We’d better have a brief talk about the loading port.
5．We’d like to designate Shanghai as the loading port because it is near the producing area.
6．As most of our clients are near London, we’d like to appoint London as the unloading port.
7．An early reply from you will help us to speed up shipment.
8．You may depend on what I promise you.
Dialogue 1 Talking about the Unloading Port
Ⅲ Write an e-mail to your customer, telling them about goods transportation.
Contents：
1．就货物装运推迟之事进行道歉
2．由于恶劣天气造成装运推迟
3．保证3日内再次发运
Dialogue 1 Talking about the Unloading Port
Ⅳ Read the dialogue and translate into Chinese.
A: Hello. Welcome to Bumbles.
B: Can I speak to James Chen.
A: Speaking.
B: This is Zhaoyang Electronics Co. of Suzhou.
A: Have you received the request from the Shanghai Hongqiao Customs House regarding the survey of your cargo?
Dialogue 1 Talking about the Unloading Port
B: Yes. But is it a condition to go through the custom clearance procedures?
A: Why, of course. The Customs House must make sure that the goods you sent to be exported conform to what is stated on the airway bill.
B: But the consignment is very small, only 100 kilograms of CDs.
A: It is the rule that each and every consignment for export shall be inspected before leaving China.
Dialogue 1 Talking about the Unloading Port
B: Can you not put in a word for us? You are our freight forwarder for so many years and...
A: Sorry. But that is not the rules of the game. You had better send someone here as soon as possible. Otherwise, warehousing expense will incur.
B: OK, if I must, I must. Xiao Wang from our export department will be with you this afternoon.
Dialogue 1 Talking about the Unloading Port
A: I will be in my office then. Bye-bye.
B: Bye-bye.
Text 2 Main Logistics Documents
【Para 1】Introduction to Logistics Documents（物流单据介绍）
Logistics documents refer to all documents involve in the course of logistics. Generally speaking, logistics documents contain two kinds of documents: cargo documents and transport documents. They are applied for various purposes in the whole process of transport of goods. The following paragraphs are introduction to bill of lading, air waybill, packing list, commercial invoice, insurance policy and certificate of origin.
Text 2 Main Logistics Documents
【Para 2】Bill of Lading（提单）
One of the most important documents in maritime is the bill of lading (abbreviated to B/L). It is used primarily in international sales of goods where the carriage of goods is by sea. It must be presented at the port of final destination by the importer in order to claim goods. A B/L is nearly always prepared on a pre-printed form. Whatever its form, a B/L may contain some main elements, such as quantity of goods, accurate cargo description and condition, date of the bill of lading, names of shipper and consignee, party to be notified, name of vessel, ports of loading and discharge, terms and conditions of carriage and payment of freight.
Text 2 Main Logistics Documents
The functions of the maritime B/L can be classified into three categories:
a receipt for the goods shipped
evidence of the contract of carriage
document of title for the goods
Text 2 Main Logistics Documents
【Para 3】Air Waybill（空运运单）
An air waybill is a form of B/L used for the air transport of goods. It is an evidence of a transportation contract. The air waybill is approximately equivalent to the sea B/L, but it is not a document of title to goods or a negotiable document.
Text 2 Main Logistics Documents
Each air waybill has three originals and at least 6 copies. The air waybill must be accurately completed, clear forwarding instruction must be given to the airline or agent. The air waybill is used as a receipt of the goods for dispatch and evidence of the contract of carriage between the carrier and the consignor.
Text 2 Main Logistics Documents
【Para 4】Packing List（装箱单）
A packing list is a document prepared by the shipper at the time the goods are shipped, giving details of the invoice, buyer, consignee, country of origin, vessel or flight details, port or airport of loading and discharge, place of delivery, shipping marks, container number, weight and cubic of goods, etc. Its prime purpose is to give an inventory of the shipped goods and is required by the customs clearance.
Text 2 Main Logistics Documents
【Para 5】Commercial Invoice（商业发票）
The commercial invoice is a document offered by the seller to the buyer regarding the sold goods. The commercial invoice is issued by the exporter. It provides details of a transaction between the importer and the exporter. Its main function is a check for the importer against charges and delivery. Besides, it used as determination of value of goods for the assessment of customs duties, preparation for consular documentation, insurance claims and packing purposes.
Text 2 Main Logistics Documents
【Para 6】Insurance Policy（保险单）
An insurance policy is a document confirming insurance of cargo and indicating the type and amount of insurance coverage. This document is usually issued to the party buying the insurance.
Text 2 Main Logistics Documents
【Para 7】Certificate of Origin（原产地证书）
A certificate of origin is a document issued by a certifying authority such as a chamber of commerce in the exporter’s country stating the country of origin of the goods. It is usually required by countries to set the appropriate duties for the imports.
Text 2 Main Logistics Documents
New Words and Phrases
cargo n. 货物
invoice n. 发票
carriage n. 运输，运费
destination n. 目的地
element n. 要素，成份，元素
description n. 描述，形容
consignee n. 收货人，收件人
Text 2 Main Logistics Documents
category n. 种类，分类
approximately adv. 近似的，大约
equivalent adj. 相当于，相等于
negotiable adj. 可流通的，可转让的
dispatch n. 派遣，发送
consignor n. 委托者，发货人，交 付人
cubic n. 体积
transaction n. 处理，交易
Text 2 Main Logistics Documents
assessment n. 评估，估价
insurance n. 保险，保险业
authority n. 权威，权力机关
appropriate adj. 适当的，恰当的
duty n. 义务，责任，关税
bill of lading(B/L) 提单
air waybill 空运运单
packing list 装箱单
insurance policy 保险单
Text 2 Main Logistics Documents
certificate of origin 原产地
port of loading 装货港
port of destination 目的港
document of title 物权凭证
customs clearance 通关，清关
chamber of commerce 商会
Text 2 Main Logistics Documents
Notes
1．Generally speaking, logistics documents contain two kinds of documents: cargo documents and transport documents.
通常来讲，物流单据包括两类单据：货物单据和运输单据。
Text 2 Main Logistics Documents
2．It must be presented at the port of final destination by the importer in order to claim goods.
（提单）是进口商为在目的地港领取货物时提交的单据。
Text 2 Main Logistics Documents
3．Whatever its form, a bill of lading may contain some main elements, such as quantity of goods, accurate cargo description and condition, date of the bill of lading, names of shipper and consignee, party to be notified, name of vessel, ports of loading and discharge, terms and conditions of carriage and payment of freight.
不论形式如何，提单可能包括一些主要的要素，例如：货物的数量、商品准确的名称和状况、提单的日期、托运人和收货人的名称，通知方、船名、装/卸货港、运输合同的条款和运费的支付方式。
Text 2 Main Logistics Documents
4．document of title for the goods
货物的物权凭证
5．The air waybill is approximately equivalent to the sea B/L, but it is not a document of title to goods or a negotiable document.
空运运单的内容与海运提单大概相似，但是空运运单不是物权凭证，也不能转让和流通。
Text 2 Main Logistics Documents
6．Each air waybill has three originals and at least 6 copies.
每份空运运单有三份正本以及至少六份副本。
Text 2 Main Logistics Documents
7．Besides, it used as determination of value of goods for the assessment of customs duties, preparation for consular documentation, insurance claims and packing purposes.
除此之外，商业发票还用作货物价值评估、关税估价、准备领事文件、保险索赔以及包装目的。
Text 2 Main Logistics Documents
Exercises
Ⅰ Team work：talking face to face, and think it over, discuss the following questions.
1．How many kinds of shipping documents do you know?
2．What is B/L?
3．What are the functions of B/L?
4．What is air waybill?
Text 2 Main Logistics Documents
5．What is the purpose of packing list?
6．How many types of invoices do you know?
Text 2 Main Logistics Documents
Ⅱ Fill in the blanks with the following words.
1．A certificate of origin is a ________ issued by a certifying authority.
2．The shipping company will tell you when your _______ is loaded on board the ship.
3．Logistics documents contain two kinds of documents: cargo documents and _______ documents.
insurance receipt cargo destination function
amount document transport negotiable exporter
Text 2 Main Logistics Documents
4．B/L must be presented at the port of final _______ by the importer.
5．B/L is a ______ for the goods shipped.
6．Air waybill is not a _______ document.
7．The bill of lading performs a number of _______.
8．The commercial invoice is issued by the _______.
9．An insurance policy is a document confirming _______ of cargo.
Text 2 Main Logistics Documents
10．An insurance policy is a document indicating the type and ____ of insurance coverage.
Text 2 Main Logistics Documents
Ⅲ Translate the following sentences into Chinese.
1．One of the most important documents in maritime trade is the bill of lading..
2．A cargo manifest provides information regarding cargoes on board.
3．The shipping note is a commitment on the shipper to ship the goods and serves as the basis for the preparation of the bill of lading..
Text 2 Main Logistics Documents
4．The main parties on a bill of lading are shipper, consignee, notify party and carrier.
5．A mate’s receipt is the receipt issued by the carrier in the acknowledgement of the goods received on board.
Text 2 Main Logistics Documents
Ⅳ Translate the following sentences into English.
1．所有的正本提单都是可流通的。
2．提单是运输合同的证明。
3．在国际物流中需要大量单据。
4．大幅收据随后被换发为提单。
5．提货单是由承运人或其代理人签发。
Dialogue 2 Change of Port of Destination
（Jane is talking to the customer, Wang Jian, who came into the office in a hurry.）
Jane：Hey, Mr. Wang, what’s the matter? Why are you wet through?
Wang：I have something urgent to ask you. But as it is raining so hard, I couldn’t find any taxi.
Jane：Then tell quickly so that you can go home and change into dry clothes.
Dialogue 2 Change of Port of Destination
Wang：I have just received a fax from our customer in Germany, who wants us to change destination of our cargo.
Jane：What cargo?
Wang：The dresses to Toulouse. I remember the consignment consists of twenty TEU.
Jane：Where do you wish the cargo to go now?
Wang：Our customer now wishes to land it at Marseilles. Can you do it?
Dialogue 2 Change of Port of Destination
Jane：Let me see. (After checking his computer) The ship that carries your containers is still at Suez, waiting for the transit of the Suez Canal. It will not pass the canal in 48 hours. We can send a cable to the ship and the port of Marseilles and tell them.
Wang：Thank you very much.
Jane：But I must have the three original Bills of Lading.
Wang：Oh, they are now on their way to the consignee. Why do you want them?
Dialogue 2 Change of Port of Destination
Jane：We want to make sure that no third party will claim the cargo with any of the original B/L.
Wang：Do you accept Letter of Indemnity?
Jane：As a rule. We have to make a commercial decision and take the risk ourselves of we do so. But considering you are our long time customer, we accept it.
Wang：Thank you. I will go back to the company and ask the bank to provide you with a Letter of Indemnity.
Dialogue 2 Change of Port of Destination
Jane：Wait a moment. Who will pay for the extra expense that may incur when the containers are moved?
Wang：Of course we will contact the customer and ask them to pay.
Jane：Well, that is not our business. You’ll have to advance the expenses, I’m afraid.
Wang：Of course. All the expense incurred for this purpose will be for our account. Now, see you later.
Jane：See you later.
Dialogue 2 Change of Port of Destination
New Words and Phrases
destination n. 目的地
Toulouse n. 图卢兹（法国南部港 口）
consignment n. 委托之货物
Marseilles n. 马赛（法国东南部港 口）
transit n. 通过，通行
Dialogue 2 Change of Port of Destination
original n. 最初的，正本的
consignee n. 收货人，收件人
incur v. 引起，导致
TEU 20英尺的标箱
Suez Canal 苏伊士运河
Letter of Indemnity 补偿信
Dialogue 2 Change of Port of Destination
Notes
1．I remember the consignment consists of twenty TEU.
这批货物货物包括20个标箱。
2．I must have the three original Bills of Lading.
我必须有三份正本提单
Dialogue 2 Change of Port of Destination
3．Who will pay for the extra expense that may incur when the containers are moved?
谁来支付货物转运引起的额外费用？
4．All the expense incurred for this purpose will be for our account.
所有由此引起的费用从我们账户中支付。
Dialogue 2 Change of Port of Destination
Exercises
Ⅰ Oral Practice: practice the above dialogue with your partner until you can learn the lines by heart.
Dialogue 2 Change of Port of Destination
Ⅱ Team work: make up a dialogue according to the following situation and practice it with your partner.
Situation：
Jenny is planning to import the goods. She need the help of the XinXing International Logistics Co.,Ltd on the customs clearance.
Dialogue 2 Change of Port of Destination
Tips：
1．Nice to meet you.
2．We need to talk about …
3．We can provide all types of services on the international logistics
4．Our core business is the customs clearance.
5．You can depend on us.
6．We specialize in …
7．You need provide all relative documents.
8．All expenses will be on our account.
Dialogue 2 Change of Port of Destination
Ⅲ Write an e-mail to your customer, telling them politely and patiently like that:
Contents：
1．此批出口货物必须检验，这是海关的规定
2．我们可以找检验师检验货物
3．在2天内做完
4．所有的费用由你们支付
Dialogue 2 Change of Port of Destination
Ⅵ Read the dialogue and translate into Chinese.
Xiaoyang, business representative of A company, negotiates with Mr. Jackson, business representative of B company, concerning shipment of wrong goods.
Xiaoyang: Upon the examination of your delivery, we find it does not contain the goods we ordered. No doubt, you have made an error.
Dialogue 2 Change of Port of Destination
Jackson: Would you please tell us in detail?
Xiaoyang: We ordered tablecloths, whereas the contents are towels. Evidently, the goods are wrong. We’re holding the goods for your disposal in our warehouse.
Jackson: The mistake is entirely on our side. We’ll try to bring the case to a speedy close and arrange to send you replacement immediately, but it is preferable if you can dispose of them at your end.
Dialogue 2 Change of Port of Destination
Xiaoyang: Let me think.
Jackson: We are prepared to allow 15% off the invoice price if you would accept the wrong delivery.
Dialogue 2 Change of Port of Destination
Supplementary Reading
Types of Marine B/L
B/L are of many kinds, and can be classified into the following categories:
1. In terms of whether or not the goods are on board: On Board B/L and Received for Shipment B/L
Dialogue 2 Change of Port of Destination
On Board B/L is issued by the carrier or its agent when all the goods are loaded on board of the ship, and must bear the name of the ship and the date of shipment. Received for Shipment B/L is issued by the carrier or its agent when the goods are under his control before loaded on boarded the shipment. The buyer does not favor it, and usually the L/C will require the seller to present shipped B/L for negotiation at the bank. However, with development of containers, received for Shipment B/L are being increasingly applied.
Dialogue 2 Change of Port of Destination
2. On the basis of the apparent condition of goods noted: Clean B/L and Unclean (or Foul) B/L
When the shipping company writes on the B/L “The goods loaded are in apparent good order”, this B/L is a clean one. When the shipping line gives such an indication as “The goods loaded are not in apparent good order” or “The packing is broken or … is polluted, etc.”, this B/L is a foul one and non-negotiable at the bank.
Dialogue 2 Change of Port of Destination
3. In the light of different characteristics of consignees: Straight B/L, Order B/L and Open (or Bearer) B/L
Straight B/L has a specified name in the column of consignee, which means that the goods can only be received by the specified person and the B/L cannot be transferred to a third person. So it is not negotiable. Order B/L does not have a specified name but the phraseology of “To order”, or “To the order of …” in the column of consignee.
Dialogue 2 Change of Port of Destination
This kind of B/L can be transferred to others by endorsement. Open B/L has neither the consignee’s name nor the phraseology of “To order” fill in the column of consignee. This type of B/L is negotiable without endorsement, and ownership of the goods passes when the B/L is handed over to anyone.
Dialogue 2 Change of Port of Destination
4. In terms of modes of transport: Direct B/L, Transshipment B/L, Through B/L and Combined Transport (or Container) B/L
Under Direct B/L, the goods will be directly carried to the port of destination without transshipment, while with transshipment under Transshipment B/L. Through B/L is a development of these two B/L. Under Through B/L, the goods will at least be carried by two different modes of transport before arriving at the port of destination.
Dialogue 2 Change of Port of Destination
A multi-modal operator responsible for the whole voyage issues combined Transport B/L, involving two or more different kinds of transport. This kind of B/L is usually used in container transport and may be a Received for Shipment B/L, but a Through B/L must be a Clean Shipped B/L.
Dialogue 2 Change of Port of Destination
5. In conformity with the form and clauses: Long Form B/L and Short Form B/L
A Long Form B/L has detailed clauses printed on its back concerning the transport of goods so as to solve any possible disputes. While a Short Form B/L does not have such clauses on its back. However, if such wording as “all transport clauses are based on the Long Form B/L of our company” is stamped on the back of a Short Form B/L, this B/L is equal to a long form one and will be accepted by the bank for negotiation.
Dialogue 2 Change of Port of Destination
Questions:
1．How many types of B/L are mentioned in this text?
2．How should they be distinguished from each other?
3．Why does a Straight B/L in not negotiable?
Unit 7 Purchasing
Text 1 Purchasing
Dialogue 1 What is Purchasing
Text 2 Purchasing Process
Dialogue 2 Ordering Equipment
Text 1 Purchasing
【Para 1】Definition of Purchasing（采购的概念）
Purchasing is not simply buying goods and services, and it is a group of functional activities associated with buying the goods and services required by organizations. These activities include supplier identification and selection, buying, negotiation and contracting, supply market research, supplier measurement and improvement, and purchasing systems development, etc.
Text 1 Purchasing
【Para 2】the Role of Purchasing（采购的作用）
The most important and traditional role of purchasing is to meet the requirements of internal users. In the past, the emphasis was laid to buy what firms need from the right source, at the right price, in the right quantity, to the right internal customer and at the right specifications. However, with the increase of outsourcing, firms are more and more relying on external suppliers to provide not just materials and products, but also information technology, service, and even logistics. Therefore, to ensure the uninterrupted flow of high-quality goods and services is becoming more critical for modern enterprises.
Text 1 Purchasing
Purchasing department must develop and maintain close relationships with other functional groups within the organization which may include manufacturing, marketing, technology and finance. Effective communication with these departments is essential and necessary for the whole organization to keep as competitive. For example, if a supplier’s components are defective and causing problem for manufacturing, then the purchasing department must work with the supplier to improve their quality.
Text 1 Purchasing
In order to ensure the current suppliers are competitive, purchasing must identify new suppliers and improve or replace the existing suppliers who are not meeting the requirements. That means that purchasing needs to keep abreast of the newest conditions in supply market.
Text 1 Purchasing
【Para 3】the Need of Purchasing（采购需求）
Nowadays the need for purchasing to be involved in corporate strategy has received a great deal of attention. The reason is that the amount of money spent on purchasing has increased significantly, and the potential savings from strategic management of purchasing are considerable. Another factor is the trend toward outsourcing, which means firms must manage their suppliers effectively. Now it is believed that suppliers play a critical role in supporting a firm’s competitive strategy, whether it is cost leadership, differentiation, or a mixed strategy.
Text 1 Purchasing
【Para 4】Decision of Purchasing（采购决策）
Purchasing those products and services which firms can not produce is necessary and easily understood, but if they can make or provide these products and services in-house, what will they do? Decisions about whether a producer of goods or services will insource or outsource are also called make-or-buy decisions. Answering such questions is often not as obvious as black and white.
Text 1 Purchasing
To make it clear, management needs to answer the question: What is the difference in relevant costs between the alternatives? Therefore, it is necessary to calculate costs among alternatives and consider its resources and opportunity cost. Finally, some other strategic issues also need to be taken into account.
Text 1 Purchasing
New Words and Phrases
functional adj. 功能的
internal adj. 内部的
specification n. 规格, 规范
outsourcing n. 外包，外购
ensure v. 确保
uninterrupted adj. 不间断的，连续的
enterprise n. 企业，商业机构
Text 1 Purchasing
finance n. 财务，金融
essential adj. 基本的，必需的
competitive adj. 有竞争力的，竞争的
component n. 零件，部分
defective adj. 有缺陷的
differentiation n. 差异化
relevant adj. 相关的，相应的
alternative adj. 选择性的，二中选 一的
Text 1 Purchasing
strategic adj. 战略上的，关键的
laid to 把……归于
rely on 依赖，依靠
keep abreast of 保持与...并列
cost leadership 成本领先
opportunity cost 机会成本
take into account 重视，考虑
Text 1 Purchasing
Notes
1．These activities include supplier identification and selection, buying, negotiation and contracting, supply market research, supplier measurement and improvement, and purchasing systems development, etc.
这些活动包括供应商的认定和选择，采购，谈判、合同签订，供应市场调研，供应商的考核和改进，以及采购系统的开发等等。
Text 1 Purchasing
2．That means that purchasing needs to keep abreast of the newest conditions in supply market.
这就意味着采购需要与供应市场的最新情况同步。
Text 1 Purchasing
3．Suppliers play a critical role in supporting a firm’s competitive strategy, whether it is cost leadership, differentiation, or a mixed strategy.
供应商在支持企业的竞争战略上可以扮演极其重要的角色，不管这种战略是成本领先、差异化或是二者的混合。
Text 1 Purchasing
4．Decisions about whether a producer of goods or services will insource or outsource are also called make-or-buy decisions.
有关一个生产者会自己生产或者外包其产品或服务的决策也称为生产或购买决策。
Text 1 Purchasing
5．Therefore, it is necessary to calculate costs among alternatives and consider its resources and opportunity cost. Finally, some other strategic issues also need to be taken into account.
因此，有必要在不同的可选项之间，计算各自的成本，考虑其资源和机会成本。最后，一些其它的战略因素也需要考虑在内。
Text 1 Purchasing
Exercises
Ⅰ Pair work：talking face to face, and think it over, discuss the following questions.
1．What is purchasing?
2．What are the main tasks for a purchasing manager?
3． Price is the only variable concerned by purchasing managers, isn’t it?
Text 1 Purchasing
4．Can purchasing play a role in supporting a firm’s strategic success?
5．What requires that purchasing assume more responsibility?
6．How do you understand the role of purchasing?
7．How to manage the suppliers effectively?
8．How to reduce the purchasing cost?
Text 1 Purchasing
Ⅱ Comprehension：True/False/Not Mentioned.
1．Purchasing is simply buying the goods needed by firms or organizations.
2．Meeting the requirements of internal users is the traditional role of purchasing.
3．Nowadays price is not important any more for purchasing.
Text 1 Purchasing
4．It is necessary to develop and maintain close relationships with other functional groups within the organization.
5．Purchasing needs to know the latest condition in supply market.
6．When a supplier’s components are defective, the purchasing department will solve the problems solely.
7．Suppliers cannot play a role in supporting a firm’s competitive strategy.
Text 1 Purchasing
8．Firms will only purchase goods or service which they cannot produce or provide.
9．Make-or-buy decisions are usually obvious and clear to answer for managers.
10．Comparing the difference in relevant cost between the alternatives is helpful to make outsourcing decisions.
Text 1 Purchasing
Ⅲ Choose the best answer to each of the following questions.
1．What is the passage mainly about? （ ）
a. How to purchase goods and services.
b. What is purchasing?
c. Purchasing is important.
d. Make-or-buy decisions.
Text 1 Purchasing
2．How many activities are included in purchasing? （ ）
a. supplier selection
b. negotiation
c. supplier measurement
d. all of above
Text 1 Purchasing
3．With the increase of outsourcing, firms are more relying on external suppliers to provide: （ ）
a. materials
b. information technology
c. logistics
d. all of above
Text 1 Purchasing
4．Nowadays, which of the following is more critical for modern enterprises? ( )
a. buying from the right source
b. buying at the right price
c. buying in the right quantity
d. uninterrupted flow of high-quality goods
Text 1 Purchasing
5. Outsourcing is：（ ）
a. to buy goods or services outside
b. to make goods or service inside
c. to buy materials outside
d. none of above
Text 1 Purchasing
Ⅳ Translate the following sentences into Chinese.
1．One of the most important duties of purchasing is the right to select suppliers.
2．Most firms include purchasing as a major supply chain activity.
3．The purchasing department performs many activities to ensure it delivers great value to the organization.
Text 1 Purchasing
4．Suppliers can help differentiate a producer’s final good or service.
5．A supplier that performs well can help our organization be more efficient, produce higher quality products or services, reduce costs, and increase profits.
Text 1 Purchasing
Ⅴ Translate the following sentences into English.
1．采购并不仅仅是购买企业所需要的原材料。
2．采购已经成为供应链管理的一个重要部分。
3．低价格已经不再是采购考虑的首要因素。
4．一些战略上的考虑可能要比成本更重要。
5．对供应商的管理和评价是非常必要的。
Dialogue 1 What is Purchasing
（Mr. Wang, the purchasing manager in a multinational company, is talking with Miss Li, a new graduated university student.）
Li：Good morning, Mr. Wang. My major is marketing, so I know little about purchasing. Could you tell me more about it?
Wang：Ok. Purchasing is an important function for firms and even non-profit organizations. It is just as important as marketing, and it requires a lot of tactics and rich experience.
Dialogue 1 What is Purchasing
Li：Really? I thought purchasing was simply to buy something you need, and it will be easier to do.
Wang：In fact, purchasing consists of many tasks, for example, to identify the internal needs, find the suitable suppliers, negotiate contract, and make sure what you purchase will be delivered on time.
Li：May I say that cost control is the most important for you?
Dialogue 1 What is Purchasing
Wang：Yes. Price, together with quality and delivery are the most obvious and important factors for purchasing managers to consider.
Li：Are there any other things related to purchasing?
Wang：Yes. Such as make-or-buy decision, supplier technology, and how purchasing can support the firm’s competitive strategy.
Li：Well, I know some of them. But how can purchasing support a firm’s competitive strategy?
Dialogue 1 What is Purchasing
Wang：You know, the movement toward global sourcing, rapid changes in technology, and increased competition require purchasing to assume more responsibility in the planning and implementation of strategies to support corporate strategy.
Li：It sounds reasonable.
Wang：Now considerable focus is placed on ensuring supply, inventory minimization, quality improvement, supplier development, and the lowest total cost of ownership.
Dialogue 1 What is Purchasing
Li：Exactly, all of these are connected with purchasing.
Wang：That means good purchasing can make the corporate more profitable.
Li：I know much about purchasing now. So what is the current situation in most firms?
Dialogue 1 What is Purchasing
Wang：Unfortunately, most organizations have not fully understood the role of purchasing. It is clear that the attitudes of top management and purchasing managers themselves must change before purchasing playing a strategic role in organizations.
Li：It must be a long way.
Wang：Yes. Besides, purchasing skills also need to be developed.
Dialogue 1 What is Purchasing
Li：Definitely.
Wang：So have you got the rough picture of purchasing now?
Li：Yes. Now I fully understand what you said. Purchasing is really important.
Wang：We welcome you to join the purchasing profession in the future.
Li：Thank you a lot. I will consider it seriously.
Dialogue 1 What is Purchasing
New Words and Phrases
major n. 专业，主修方向
function n. 功能
tactics n. 战术，策略
identify v. 确定
negotiate v. 商议，谈判
assume v. 承担
reasonable adj. 有道理的
Dialogue 1 What is Purchasing
role n. 任务，角色
management n. 管理
rough adj. 大致的
profession n. 职业，专业
non-profit 非盈利的
consist of 由……组成
make-or-buy 生产或购买
competitive strategy 竞争策略
Dialogue 1 What is Purchasing
Notes
1．Purchasing is an important function for firms and even non-profit organizations.
采购是企业甚至非盈利组织的一个重要功能。
Dialogue 1 What is Purchasing
2．Such as make-or-buy decision, supplier technology, and how purchasing can support the firm’s competitive strategy.
比如：生产或购买的决策，供应商的技术，以及采购如何支持企业的竞争策略。
3．the lowest total cost of ownership.
不仅包括购买价格，而是包括诸如服务维修费用在内的所有购得成本最低。
Dialogue 1 What is Purchasing
4．Unfortunately, most organizations have not fully understood the role of purchasing. It is clear that the attitudes of top management and purchasing managers themselves must change before purchasing playing a strategic role in organizations.
遗憾的是，大多数组织还没有完全理解采购的功能。只有高层管理者以及采购经理的态度发生改变，采购才可能在组织中发挥战略作用。
Dialogue 1 What is Purchasing
Exercises
Ⅰ Oral Practice: practice the above dialogue with your partner until you can learn the lines by heart.
Dialogue 1 What is Purchasing
Ⅱ Team work: make up a dialogue according to the following situation and practice it with your partner.
Situation：
Mary is a retailer of daily necessities. Now some of her goods that sell well are going out of stock, so he is phoning her supplier Mr. Smith asking for more supplies.
Dialogue 1 What is Purchasing
Tips：
1．Hi, this is … speaking.
2．Is there anything I can do for you?
3．I need some …
4．There is a great need of …
5．I’m in urgent need of …
6．What else do you need?
7．I’m not sure if you have …
8．How soon can I get it?
9．I’m afraid you have to wait until…
10．Sorry, we don’t have the goods you need right now, but we can …
Dialogue 1 What is Purchasing
Ⅲ Write an e-mail to a website to order goods, telling them politely and patiently like that:
Contents：
1. 向某网站订购你所需要的商品
2. 说明商品的名称和型号
3. 说明送货的时间和地点
Dialogue 1 What is Purchasing
IV Give the English words or phrases according to the meanings provided.
1．____________ the activity of buying things, especially for a company or an organization
2．____________ to find or discover somebody/something
3．____________ the main subject or course of a student at college or university
4．____________ to try to reach an agreement by formal discussion
Dialogue 1 What is Purchasing
5．____________ a plan that is intended to achieve a particular purpose
6．____________ that is likely to make money
7．____________ a particular situation or fact that makes you sad or disappointed
8．__________ the people who run and control a business or similar organization
9．____________ fair, practical and sensible
10．____________ a situation in which people or organizations compete against each other
Text 2 Purchasing Process
The purchasing process usually consists of six stages：
Identify user need for product and service
Evaluate potential suppliers
Supplier selection
Purchase approval
Release and receive purchase requirements
Measure suppliers’ performance
Text 2 Purchasing Process
However, these stages may vary in different organizations, depending on whether purchasing is to buy a new or repeat item, and also whether there is a approval process for purchases that exceed a specific amount. New items require that purchasing spend much more time evaluating potential sources. Repeat items usually have approved sources already available.
Text 2 Purchasing Process
【Para 1】Identify User Need for Product of Service（确认产品的用户需求）
The purchasing process begins with identifying materials or services needed by an internal user. Material requirements might include equipment, components, raw materials, or even completely finished products. Examples of service can be a need for computer programmers, transportation carriers, or maintenance service providers. Users may use different ways to communicate with purchasing, such as by phone, word-of-mouth, or through the internal computer networks.
Text 2 Purchasing Process
【Para 2】Evaluate Potential Suppliers（评估潜在的供应商）
Once a firm identifies potential items to be purchased, it must gather and evaluate information on potential suppliers, and this is the case particularly for a new purchase. A list of potential suppliers can be generated from a variety of resources, including market representatives, trade shows, trade journals, the current suppliers, and the Internet.
Text 2 Purchasing Process
Although the traditional ways are still widely used and helpful, more and more firms are utilizing the Internet as an aid to search business opportunities since it is effective, efficient and inexpensive.
Text 2 Purchasing Process
【Para 3】Supplier Selection（选择供应商）
Selecting suppliers is one of the most important activities performed by companies, since mistakes made during this stage can be damaging and long-lasting. When price is a main criteria and the required item or service has clear specifications, competitive bidding is the commonly used method. Generally the lowest bidder receives the contract; otherwise, the buyer must explain why it did not get the contract. However, when non-price variables exist, then the buyer and seller usually negotiate directly. Finally, the purchasing team will select a supplier based on the bids received or the negotiation result, and then move on to the next stage.
Text 2 Purchasing Process
【Para 4】Purchase Approval （采购实施）
After the supplier is selected, purchasing grants an approval to purchase the product or service. This is accomplished through issuing a purchase order (PO), also called a purchase agreement. The purchase order will specify the details agreed by the buyer and seller, such as quantity, price, delivery date, method or delivery, and so on. It should be noted that nowadays more and more firms are using computerized databases to perform these tasks and are moving to a “paperless” office.
Text 2 Purchasing Process
【Para 5】Release and Receive Purchase Requirements（发送和接收采购需求）
At this stage, purchasing or other functional groups must monitor the process carefully. Lots of potential conflicts may occur at this period, since the supplier and buyer are two separated groups in traditional sense and their goals may be in conflict. For example, the supplier wants to produce and ship in an economic size, while the buyer’s goal is to minimize inventory and expect small orders and short lead time.
Text 2 Purchasing Process
【Para 6】Performance Measurements（业绩衡量）
Suppliers’ performance is critical to an organization, and evaluation should be conducted on a continuous basis. A supplier that performs well can help organizations be more efficient, produce higher quality products or services, reduce costs, and increase profits. However, very few companies have developed systems to measure their suppliers’ performance.
Text 2 Purchasing Process
New Words and Phrases
stage n. 阶段，时期
approval n. 同意，批准
exceed v. 超过
maintenance n. 维护
particularly adv. 特别地，独特地
journal n. 期刊
utilize v. 利用
Text 2 Purchasing Process
aid n. 帮助，辅助
effective adj. 有效的
efficient adj. 有效率的
grant v. 同意，准予
accomplish v. 完成，实现
issue v. 发布
monitor v. 监控
conflict n. 冲突
conduct v. 实施，进行
Text 2 Purchasing Process
depending on 决定于，视……而定
finished product 成品
word-of-mouth 口头的
trade show 贸易展览
long-lasting 持续长时间的
non-price 非价格
on a continuous basis 持续地
Text 2 Purchasing Process
Notes
1．These stages may vary in different organizations, depending on whether purchasing is to buy a new or repeat item, and also whether there is a approval process for purchases that exceed a specific amount.
在不同的组织中，这些阶段可能会有所不同，取决于是重复还是全新的采购，还有是否规定了超过一定限额的采购需要一个批准程序。
Text 2 Purchasing Process
2．Material requirements might include equipment, components, raw materials, or even completely finished products.
物料需求可能包括设备，部件，原材料，甚至是完全的制成品。
Text 2 Purchasing Process
3．Although the traditional ways are still widely used and helpful, more and more firms are utilizing the Internet as an aid to search business opportunities since it is effective, efficient and inexpensive.
虽然传统的方法仍然广泛的使用，也很有帮助，但越来越多的组织逐渐使用互联网作为一个辅助来搜寻商业机会，因为它不但有效，而且效率高也不昂贵。
Text 2 Purchasing Process
4．Finally, the purchasing team will select a supplier based on the bids received, or the negotiation result, and then move on to the next stage.
最后，采购团队将根据收到的标书，或是谈判的结果来选定一个供应商，然后转向下一个阶段。
Text 2 Purchasing Process
5．It should be noted that nowadays more and more firms are using computerized databases to perform these tasks and are moving to a “paperless” office.
应该注意到，今天越来越多的企业开始采用计算机数据库来完成这些工作，逐渐走向一个“无纸化”的办公。
Text 2 Purchasing Process
6．Suppliers’ performance is critical to an organization, and evaluation should be conducted on a continuous basis.
供应商的表现对一个组织来说极为重要，因此评价应该经常地进行。
Text 2 Purchasing Process
Exercises
I Comprehension: True/False/Not Mentioned.
1．For any organization, the purchasing process consists of six stages.
2．Repeat items usually have approved sources already available.
Text 2 Purchasing Process
3．The purchasing department communicates with internal users by the internal computer networks only.
4．The purchasing department usually uses the Internet as the main source to search suppliers.
5．Bidding is the commonly used method for buyers.
6．Ninety percent of firms now use computerized databases to perform approval tasks and moving to a “paperless” office.
Text 2 Purchasing Process
7．Monitoring the purchasing process is necessary and important.
8．Many companies have developed systems to measure their suppliers’ performance.
Text 2 Purchasing Process
II Fill in the blanks with the following words.
1．_____ inventory is one of the goals set by management.
2．Purchasing process begins with by ______ internal needs.
identify maintenance negotiate accomplish
goal performance efficient effective bidding
minimize
Text 2 Purchasing Process
3．With today’s technology you can affordably _________ the dream of a paperless office.
4．Suppliers’ _______ is critical for your organization’s success in today’s competitive environment.
5．The website uses an automatic system to make ________ more convenient and less time-consuming for buyers.
6．The school pays for heating and the _______ of the buildings.
Text 2 Purchasing Process
7．________ communication skills are essential for success in today’s knowledge-based society.
8．I was really impressed by their ______ management system.
9．Our _______ is to develop successful, long-term partnerships where our services integrate with your specific needs.
10．_______ contracts require a lot of skills and rich experience.
Text 2 Purchasing Process
III Translate the following sentences into Chinese.
1．Purchasing is slowly but surely receiving greater attention from top management.
2．The purchasing process is a cycle consisting of several stages.
3．The process that buyers use to select suppliers can vary widely depending on the required items.
Text 2 Purchasing Process
4．Buyers use different performance criteria when evaluating potential suppliers.
5．Online ordering systems involve direct electronic links from a buyer’s system to a seller’s system.
Text 2 Purchasing Process
IV Translate the following sentences into English.
1．不同的行业往往有不同的采购程序。
2．采购人员的谈判能力和经验对签订合同非常重要。
3．一个新的采购项目通常要比日常采购花费更多的时间。
4．利用互联网进行信息沟通已经成为企业节省成本的一个重要手段。
Text 2 Purchasing Process
5．供应商的出色表现可以为企业提高竞争优势。
Dialogue 2 Ordering Equipment
（Mr. Li, the purchasing officer in a University is talking with Miss Zhang, the marketing representative in an IT company.）
Zhang：Good morning. Mr. Li.
Li：Hello. Miss Zhang.
Zhang：We know that the University will build a new computer laboratory. Can you give me some details about that?
Dialogue 2 Ordering Equipment
Li：Yes. The project will need hundreds of computers, relevant software and accessories.
Zhang：That’s great. How do you do that?
Li：Bidding. Companies should provide documents for initial evaluation, such as a copy of financial accounts for the previous three years, etc.
Zhang：I see.
Dialogue 2 Ordering Equipment
Li：All responses will be fully evaluated according to the agreed criteria, including price, lead-time, quality and suitability of equipment, reputation of supplier, etc.
Zhang：Ok. That must include many documents and tables.
Li：Yes. You can get that in our office, or download from our website.
Zhang：Great. May I ask the payment terms?
Dialogue 2 Ordering Equipment
Li：Payment will be within 45 days of receipt of invoice and goods, but during this period installation and provision of training must be finished.
Zhang：Ok. When should we submit the tender document?
Li：No later than 12:00 . on 21 July. And you may send it to the address on the invitation in a sealed envelope.
Dialogue 2 Ordering Equipment
Zhang：That will be no problem for us.
Li：Please note that one printed copy of the tender document must be submitted, together with an electronic one.
Zhang：All right.
Li：You can provide companies or organizations, which have previously purchased the same equipment from you as a reference.
Dialogue 2 Ordering Equipment
Zhang：That is fine for us. We have sold the similar products to several universities in the past few years.
Li：University contracts offer companies a marketing advantage, as those provide them a showcase to the students, who are potential buyers in the future.
Zhang：That depends. It may or may not work.
Li：Anyway, Please consider this and the University looks forward to receiving a substantial educational discount.
Dialogue 2 Ordering Equipment
Zhang：Ok. I will talk this to my boss.
Li：For more details, you can see from the documents.
Zhang：Thank you very much. We will work on it and submit it on time.
Li：We look forward to seeing it soon. See you.
Zhang：See you soon.
Dialogue 2 Ordering Equipment
New Words and Phrases
accessory n. 零件，附件
bidding n. 招标
evaluation n. 评价
criteria n. 标准
receipt n. 收到，收据
invoice n. 商业发票
installation n. 安装
Dialogue 2 Ordering Equipment
envelope n. 信封，信袋
reference n. 参考，证明
showcase n. 展示
substantial adj. 真实的
discount n. 折扣
financial account 财务报告
tender document 标书
Dialogue 2 Ordering Equipment
Notes
1．The project will need hundreds of computers, relevant software and accessories.
该项目需要几百台电脑，以及相关的软件和零配件。
Dialogue 2 Ordering Equipment
2．Payment will be within 45 days of receipt of invoice and goods, but during this period installation and provision of training must be finished.
在收到货物和发票之后的45天内我们会付款，但在此期间安装培训必须完成。
Dialogue 2 Ordering Equipment
3．Please note that one printed copy of the tender document must be submitted, together with an electronic one.
请注意需要上交一份打印的标书，还有一份电子版的。
Dialogue 2 Ordering Equipment
4．University contracts offer companies a marketing advantage, as those provide them a showcase to the students, who are potential buyers in the future.
大学的合同给公司提供了营销的优势，因为它们提供了一个向学生展示的平台，而这些学生都是将来的潜在购买者。
Dialogue 2 Ordering Equipment
5．Please consider this and the University looks forward to receiving a substantial educational discount.
请考虑这一点，而且学校期待着实实在在的教育折扣。
Dialogue 2 Ordering Equipment
Exercises
I Read the dialogue carefully again and discuss the following questions.
1．What did the university plan to purchase?
2．How did the university intend to select suppliers?
3．What was the deadline for submitting the tender?
Dialogue 2 Ordering Equipment
4．Did the university prefer to get references from companies or organizations which had previously bought the same equipment?
5．Did the university ask for installation and training?
6．Why did the university expect substantial discount from suppliers?
Dialogue 2 Ordering Equipment
II Brainstorming: Work with your partner, list things which you may concern if you are a purchasing manager.
price,installation,_________,______________,_______________
delivery,______________,_____________,__________________
Dialogue 2 Ordering Equipment
III Write an Email to your supplier based on the following information provided.
1．确定所需要购买的计算机和数量50台；
2．明确交货时间为两周之内；
3．付款时间为交货后的一个月之内。
Dialogue 2 Ordering Equipment
IV Give the English words or phrases according to the meanings provided.
1．________an extra piece of equipment that is useful but not essential
2．________connected with money
3．________a list of goods that have been sold, showing what you must pay
4．________to offer to pay a particular price for something
Dialogue 2 Ordering Equipment
5．________the act of receiving something
6．________a thing you say or write that mentions somebody/something else
7．________an amount of money that is taken off the usual cost of something
8．________the act of fixing equipment or furniture in position
Dialogue 2 Ordering Equipment
Supplementary Reading
As the growth of international trade continues, the professional standards of buying overseas rises. In many situations such company involvement has arisen due to force of circumstances and has not resulted from any preconceived policy. The end result is sometimes that the company’s resources are not always used cost effectively nor are the strategies well conceived. Hence, senior management must devote adequate time and energy to effective planning and the evolvement of sound realizable strategies.
Dialogue 2 Ordering Equipment
When a company is committed to a policy of buying overseas, it must earmark adequate resources in terms of personnel, finance and accommodation for production, assembly and storage. Such data will feature in the company’s budget. Personnel should be professionally qualified in the area of international business with sound linguistic, negotiating and product knowledge skills.
Dialogue 2 Ordering Equipment
Additionally, the executive must be culturally focused with logistic and high-tech computer skills. Furthermore, the buyer must have a good technical knowledge of the product sought and all the ingredients of the overseas contract embracing finance, import duty and documentation.
Dialogue 2 Ordering Equipment
The buyer must take a keen interest in the supplier’s product and company and technical development to ensure it is competitive in the marketplace and cost effective to buy. Regular visits should be exchanged. Company policy on product sourcing overseas requires continuous review in terms of suppliers, price, technical development, general competitiveness and the market environment. Market research should play a major role. The important area is planning.
Dialogue 2 Ordering Equipment
Planning is the processing of regulating and coordinating activities on a time basis together with the resources necessary to carry out these activities in order to achieve set objectives. Essentially it is a management function and has a strategic focus. Planning is especially important for the complex and diverse process of international purchasing. It yields a great many benefits.
Dialogue 2 Ordering Equipment
Directions：Reading the passage and answer the following Yes/No questions.
1．Do the professional standards of buying rise as the growth of international trade continues? ( )
2．Is the end result sometimes that the company’s resources are always used cost effectively and strategically? ( )
3．Must senior management devote some time and energy to effective planning? ( )
Dialogue 2 Ordering Equipment
4．When a company is committed to a policy of buying overseas, must it earmark adequate resources in terms of personnel, finance and accommodation for production, assembly and storage? ( )
5．Should personnel be professionally qualified in the area of international business with sound linguistic, negotiating and product knowledge skills? ( )
Dialogue 2 Ordering Equipment
6．The buyer doesn’t need to take a keen interest in the supplier’s product and company’s technical development to ensure it is competitive in the marketplace, does he? ( )
7．Should regular visits be exchanged? ( )
8．Does market research play a major role? ( )
9．Does planning have a strategic focus? ( )
10．Does Planning yield some benefits? ( )
Unit 8 the Third Party Logistics
Text 1 the Nature of the Third Party Logistics
Dialogue 1 Searching the 3PL Companies
Text 2 3PL in China
Dialogue 2 Evaluating 3PL Companies
Text 1 the Nature of the Third Party Logistics
【Para 1】What is the Third Party Logistics?（什么是第三方物流）
The most accepted definition of the third party logistics is from the Council of Supply Chain Management Professionals (CSCMP) in American. It defines the term as outsourcing all or much of a company’s logistics operations to a specialized company. A third Party Logistics (3PL) provider is a firm which provides multiple logistics services for use by customers.
Text 1 the Nature of the Third Party Logistics
These 3PL firms facilitate the movement of parts and materials from suppliers to manufacturers, and finished products from manufacturers to distributors and retailers. Among the services which they provide are transportation, warehousing, cross-docking, inventory management, packaging, and freight forwarding. So we can see 3PL has the following features at present:
Text 1 the Nature of the Third Party Logistics
Integrated (or multi-modal) logistics service provider
Logistics’ consulting service provider
Text 1 the Nature of the Third Party Logistics
【Para 2】Integrated Logistics Service Provider（提供物流整合）
A 3PL provider is regarded as an integrated logistics service provider. Preferably, these services are integrated, or "bundled" together by the provider. Even IT-related activities, which control goods flow such as order processing and inventory management, are also included in the function of the 3PL provider. However, the 3PL provider needs not provide all the services solely, and it can outsource some activities to sub-contractors.
Text 1 the Nature of the Third Party Logistics
【Para 3】Logistics’ consulting Service Provider（提供物流咨询）
Offering consulting services to the firms is an important feature of the 3PL. Many third-party logistics companies have been found to offer services such as logistics information systems, shipment consolidation, warehouse management, carrier selection, rate negotiations, product returns, order fulfillment, and purchasing, etc. In the meantime, the 3PL provider may provide advice and answer customers’ requirements concerned with these services.
Text 1 the Nature of the Third Party Logistics
【Para 4】Advantages of 3PL（第三方物流的优势）
One of advantages 3PL users generally agree is that it costs less to use contract logistics firms than to carry out the same functions in-house. Logistics being their core business, 3PL firms can lower costs resulting from economies of scale and economies of scope. Likewise, by outsourcing logistics activities, firms can save on capital investments, and thus reduce financial risks. Another advantage of using 3PL is that it enables users to gain competitive advantage, adding measurable value to products, enhancing customer service and assisting in opening new markets.
Text 1 the Nature of the Third Party Logistics
Use of contract logistics enables firms to spend more time pursuing strategic planning and management issues, and focus on their core business, rather than on logistics. The third advantage of using 3PL is that they can provide their clients with expertise and experience that otherwise would be difficult to acquire, or costly to have in-house. Their expertise gained from working with other clients allows users to lower costs and improve customer service.
Text 1 the Nature of the Third Party Logistics
【Para 5】Disadvantages of 3PL（第三方物流的劣势）
Although there are several advantages of using 3PL, some disadvantages also exist. One of them is that firms will lose control over the logistics function, and it may be critical to some firms. Another concern is that there will be more distance from clients, and it is not beneficial to building a close customer relationship. The most uncertain factor is that problem may rise in cooperation with the third party companies, and that may lead to many difficulties.
Text 1 the Nature of the Third Party Logistics
New Words and Phrases
council n. 委员会
multiple adj. 多样的
facilitate v. 帮助，推动
integrated adj. 综合的
consulting adj. 咨询的
solely adv. 独自地, 单独地
enhance v. 提高，增强
Text 1 the Nature of the Third Party Logistics
pursue v. 追求，从事
expertise n. 专门知识
otherwise adj. 另外的
sub-contractors 分包商
core business 核心业务
economies of scale 规模经济
competitive advantage 竞争优势
Text 1 the Nature of the Third Party Logistics
Notes
1．The most accepted definition of the third party logistics is from the Council of Supply Chain Management Professionals (CSCMP) in American.
最广为接受的第三方物流的定义来自美国供应链管理专业协会。
Text 1 the Nature of the Third Party Logistics
2．These firms facilitate the movement of parts and materials from suppliers to manufacturers, and finished products from manufacturers to distributors and retailers.
这些企业帮助将零部件和原材料从供应商交付生产者，将制成品由生产者交付分销或零售商。
Text 1 the Nature of the Third Party Logistics
3．Second, offering consulting services to the firms is an important feature of the 3PL.
其次，向企业提供咨询服务也是第三方物流企业一个重要的特点。
4．Logistics being their core business, 3PL firms can lower costs resulting from economies of scale and economies of scope.
物流是3PL的核心业务，他们可以通过规模经济以及区域经济来降低成本。
Text 1 the Nature of the Third Party Logistics
5．Use of contract logistics enables firms to spend more time pursuing strategic planning and management issues, and focus on their core business, rather than on logistics.
使用合同物流使企业可以有更多的时间来进行战略策划、从事管理事务，以及集中精力于核心业务而不是物流。
Text 1 the Nature of the Third Party Logistics
6．The third advantage of using 3PL is that they can provide their clients with expertise and experience that otherwise would be difficult to acquire, or costly to have in-house.
第三个优势是他们可以提供给客户专门的知识和经验，而客户如果想通过另外的方式来获得这些是非常困难的，自己去做成本又很高。
Text 1 the Nature of the Third Party Logistics
7．Another concern is that there will be more distance from clients, and it is not beneficial to building a close customer relationship.
另外一个担心是疏远客户，这对建立紧密的客户关系是不利的。
Text 1 the Nature of the Third Party Logistics
Exercises
Ⅰ Pair work：talking face to face, and think it over, discuss the following questions.
1．What is the 3PL?
2．What services does the 3PL company often provide?
3．How do you integrate the logistics activities?
Text 1 the Nature of the Third Party Logistics
4．What is the advantage of 3PL?
5．What is the disadvantage of 3PL?
6．How do you use the advantage of 3PL?
Text 1 the Nature of the Third Party Logistics
Ⅱ Comprehension: True/False/Not Mentioned.
1．The third party logistics provider is a company which provides transportation service only.
2．It costs less to use contract logistics firms than to carry out the same functions in-house.
3．The third party logistics company usually offers consulting service to the firms.
4．The expertise and experience provided by 3PL companies are useful to their clients.
Text 1 the Nature of the Third Party Logistics
5．The 3PL providers must accomplish all the provided services by themselves.
6．By outsourcing logistics activities, firms can save on capital investments.
7．The use of 3PL is not helpful to building a close customer relationship.
8．Problems will certainly rise in cooperation with the 3PL companies.
Text 1 the Nature of the Third Party Logistics
Ⅲ Fill in the blanks with the following words in the box.
1．The Internet has been used to _______ the flow of information between 3PL companies and their clients.
facilitate define outsource multiple integrated
pursue in-house result from expertise
economies of scale
Text 1 the Nature of the Third Party Logistics
2．Speed and cost are key drivers for our customers seeking to _____ their 3PL logistics activities.
3．The ______ and experience from 3PL providers are vital for some companies which are not familiar with the international regulations.
4．The 3PL companies can achieve substantial cost saving due to ___________.
5．A 3PL companies usually can provide ________ logistics services for their clients.
Text 1 the Nature of the Third Party Logistics
6．Manufacturers usually face decisions whether to make the product ________ or not.
7．Clients generally hope that 3PL suppliers can provide _________ services.
8．Sometimes it is difficult to ________ a term in a few words since it usually has too many things.
9．Cost reduction __________ outsourcing is not so obvious, and it varies from industry to industry.
Text 1 the Nature of the Third Party Logistics
10．Cost saving is one of the important goals for managers to __________.
Text 1 the Nature of the Third Party Logistics
Ⅳ Translate the following sentences into Chinese.
1．The third part logistics industry has entered a period of rapid expansion and transformation.
2．We can increase your profits with our expertise in logistics management.
3．We will keep you up to date on both domestic and international shipping requirements.
Text 1 the Nature of the Third Party Logistics
4．Third-party logistics providers are commonly classified into the asset-based and the non-asset-based companies.
5．Sometimes the lowest cost is not necessarily the best choice.
Text 1 the Nature of the Third Party Logistics
Ⅴ Translate the following sentences into English.
1．我们的目标是帮助你公司实现顾客满意并提高利润。
2．合作在第三方物流的应用中非常重要。
3．进行成本比较时，机会成本也需要考虑在内。
4．第三方物流有其优点，但并非适合所有的公司。
Text 1 the Nature of the Third Party Logistics
5．理解第三方物流的本质对是否使用第三方物流有重要意义。
Dialogue 1 Searching the 3PL Companies
（Mr. Wang, the logistics officer in a factory, is talking with Miss Zhang, the customer service representative in an international logistics company.）
Zhang：Hello, what can I do for you?
Wang：Hello. Our company is growing fast in recent years. So we need a logistics company helping us distribute goods to many countries.
Dialogue 1 Searching the 3PL Companies
Zhang：Well, that is just our strength. Our company provides comprehensive international logistics services.
Wang：Can you introduce your company in brief?
Zhang： Sure. Our company is one of the leading logistics companies in the world, and our global network can help you manage your goods efficiently.
Dialogue 1 Searching the 3PL Companies
Wang：What are specific features of your service?
Zhang：Ok. Our shipping service runs 7 days a week, and it is more time guaranteed than any other company.
Wang：How about your tracking service? Our customers sometimes want to know exactly when the goods can reach their warehouse.
Zhang： That’s quite simple. You may track your goods anywhere in the world just on our website.
Dialogue 1 Searching the 3PL Companies
Wang：Since our business is expanding, many international rules are new to us.
Zhang： We can also provide many value-added services. I think it will be very useful to your company.
Wang：What are they?
Zhang：Such as delivery confirmation, delivers the COD package and collects from the consignee.
Dialogue 1 Searching the 3PL Companies
Wang：Great, we often use this kind of method, since lots of customers are new.
Zhang：Ok. We also provide information based service. It can make your international business easier.
Wang：Really? How it works?
Zhang：We provide trade information about different countries, such as trade agreement, customs regulations, duty rates, etc.
Wang：Yes. They are very important to us.
Dialogue 1 Searching the 3PL Companies
Zhang：Usually non-compliance with these government regulations can lead to potential fines, or legal actions.
Wang：Exactly.
Zhang：Our strength can help to turn your international trade into a competitive advantage.
Wang：Great. I hope we can have a long-term partnership in future.
Zhang：You can count on us.
Dialogue 1 Searching the 3PL Companies
New Words and Phrases
strength n. 实力
comprehensive adj. 全面的，广泛的
leading adj. 领先的，最主要的
guarantee v. 保证，担保
track v. 跟踪
compliance n. 依从，顺从
fine n. 罚款
Dialogue 1 Searching the 3PL Companies
in brief 简单扼要地
value-added 增值的
COD (Cash on Delivery) 货到付款
duty rate 税率
long-term 长期的
count on 依靠，指望
Dialogue 1 Searching the 3PL Companies
Notes
1．Our shipping service runs 7 days a week, and it is more time guaranteed than any other company.
我们的运输服务每周工作七天，比其他任何一家公司更有时间保证。
Dialogue 1 Searching the 3PL Companies
2．Such as delivery confirmation, delivers the COD package and collects from the consignee.
比如收货确认，货到付款运输并且代收货款。
3．We provide trade information about different countries, such as trade agreement, customs regulations, duty rates, etc.
我们提供各个国家的贸易信息，例如贸易协定，海关规定及关税税率等。
Dialogue 1 Searching the 3PL Companies
4．Usually non-compliance with these government regulations can lead to potential fines, or legal actions.
违反这些规定会导致可能的罚款，或者法律上的一些诉讼。
Dialogue 1 Searching the 3PL Companies
Exercises
ⅠRead the dialogue carefully again and discuss the following questions.
1．What kinds of logistics companies Miss Zhang is looking for?
2．What are specific features about the services mentioned in the dialogue?
Dialogue 1 Searching the 3PL Companies
3．Why did the company need the logistics company helping them collect money from the consignee?
4．Is the information based service helpful to the company?
5．Is Miss Zhang happy with the logistics company so far?
Dialogue 1 Searching the 3PL Companies
Ⅱ Team work: make up a dialogue according to the following situation and practice it with your partner.
Situation：
Jim is willing to transport ten cartons of dresses from DaLian to London. He is talking with Peter, a clerk in the transport department of Sino International Logistics Company.
Dialogue 1 Searching the 3PL Companies
Tips：
1．Shall we discuss the shipment now?
2．As to shipping, there is a problem we have to face …
3．Is it possible for you to …?
4．As for the shipment, the sooner, the better.
5．Can you manage to ship the goods in May?
6．That’s the best we can do right now.
7．I see your point, but …, it’s really beyond our power.
8．We’ll try our best to help you.
Dialogue 1 Searching the 3PL Companies
Ⅲ Write an e-mail to one 3PL provider based on the following information provided.
Contents：
1．你所需要的物流服务是国际快递运输；
2．你需要货到付款服务；
3．需要他们上门提货。
Dialogue 1 Searching the 3PL Companies
Ⅳ Give the English words or phrases according to the meanings provided.
1．___________ including all the items, details, facts, or information
2．_________ __in a few words, without details
3．___________ most important or most successful
4．___________ to promise to do something
Dialogue 1 Searching the 3PL Companies
5．___________ to follow the movements of somebody or something
6．___________ a statement that shows something is true, correct or definite
7．___________ the practice of obeying rules or requests made by people in authority
8．___________ to trust somebody to do something
Text 2 3PL in China
【Para 1】3PL Market is Growing Rapidly（第三方物流发展迅速）
According a study conducted recently, the 3PL market is growing significantly in China. Compared to overall logistics services, outsourced logistics services in China are reported to be growing by 25 percent per year. In fact, several of the most promising providers in the Chinese market say that they have experienced annual doubling of revenues in the past couple of years.
Text 2 3PL in China
【Para 2】Outsourcing Logistics Activities to Reduce Costs（外包物流为了降低成本）
Chinese respondents are more likely to outsource transportation, warehousing, customs clearance and brokerage, forwarding transportation management and shipment consolidation services to 3PL providers. Conversely, they are less inclined to outsource activities such as freight bill auditing and payment, unlike . respondents. Outsourcing cross-docking activities is not prevalent in China.
Text 2 3PL in China
Nearly a third of all shippers surveyed cited pressure to reduce logistics costs as a key challenge, and this is the top reason given for outsourcing logistics. As one director of white goods manufacturing noted, “Competition is fierce, and margins are decreasing. So we are looking to external logistics providers to reduce our logistics costs in order to maintain profitability.” Other logistics challenges cited by shippers—depending on industry—include the need to shorten cycle time, reduce inventory levels, and improve service/reliability. Some other reasons mentioned are to be able to focus attention on the core business, improve service levels, and simplify complex operations.
Text 2 3PL in China
【Para 3】Multinational Corporations Need Logistics Cooperation（跨国公司更愿意物流外包）
Most demand for 3PL services in China currently comes from multinational corporations. Multinational manufacturers and importers active in China are more likely to outsource logistics because they have sophisticated logistics needs.
Text 2 3PL in China
The light-asset nature of many importers also means that they must rely heavily on 3PL providers. In contrast, traditional state-owned enterprises are the least likely to use 3PL services, as they have the in-house assets and people to handle logistics. They also lack experience in managing external vendors and can be slow to realize the benefits of outsourcing.
Text 2 3PL in China
【Para 4】Some 3PL Provide unsatisfying services（一些第三方物流公司的服务让人不满意）
Some shippers believe that high-quality, well-established providers are few and the industry credibility is also a problem. Although thousands of companies claim to be logistics providers, only half a dozen players are considered reliable, high-quality providers with the scope and scale to fully meet shippers’ requirements. “All providers are good at sales and marketing,” said one shipper interviewed, “but not so good at operations. They promise much more than they can deliver.” Shippers saw most 3PL providers as “trucking companies with poor IT systems.”
Text 2 3PL in China
Generally, shippers tend to see foreign 3PL providers as strong in IT systems, industry/operational expertise, standardized operating processes, and international networks. Chinese 3PL providers are viewed as offering lower prices and as having strong local knowledge and domestic network coverage. Currently, foreign 3PL providers receive nearly all of their revenues from multinationals, primarily because their role has been limited mostly to serving the import/export-related logistics needs of their global clients. For Chinese 3PL providers, revenues are nearly evenly split among Chinese and multinational clients.
Text 2 3PL in China
New Words and Phrases
study n. 研究
promising adj. 有希望的
annual adj. 每年的
respondent n. 回答者
prevalent adj. 普遍的, 流行的
survey n./v. 调查
multinational adj. 多国的, 跨国公司的
Text 2 3PL in China
margin n. 利润
simplify v. 使简化
sophisticated adj. 复杂的
vendor n. 卖主
credibility n. 可信性
reliable adj. 可靠的，可信赖的
revenue n. 收入
split v. 分开，划分
state-owned 国有的
Text 2 3PL in China
Notes
1．According a study conducted recently, the 3PL market is growing significantly in China.
据一份最近的研究，第三方物流在中国的发展非常迅猛。
Text 2 3PL in China
2．Competition is fierce, and margins are decreasing. So we are looking to external logistics providers to reduce our logistics costs in order to maintain profitability.
竞争激烈，利润下降。因此为了维持收益，我们希望外部的物流服务提供者可以帮助我们降低物流成本。
Text 2 3PL in China
3．Multinational manufacturers and importers active in China are more likely to outsource logistics because they have sophisticated logistics needs.
因为活跃于中国市场的跨国生产企业和进口商有复杂的物流需求，他们更有可能使用外包物流。
Text 2 3PL in China
4．The light-asset nature of many importers also means that they must rely heavily on 3PL providers.
很多进口商“轻资产”的特性，也意味着他们必须更多地依赖于第三方物流服务提供者。
Text 2 3PL in China
5．Shippers saw most 3PL providers as “trucking companies with poor IT systems.”
托运者视这些第三方物流提供者为“缺乏IT系统支持的卡车公司”。
Text 2 3PL in China
Exercises
Ⅰ Team work：talking face to face, and think it over, discuss the following questions.
1．How do you understand the situation of 3PL in china?
2．Why the companies outsource the logistics activities?
3．Multinational companies are more likely to cooperate with the 3PL providers, aren’t they?
Text 2 3PL in China
4．Why are the traditional state-owned enterprises the least likely to use 3PL services?
5．What advantages do the foreign 3PL providers have?
6．Are the shipper satisfied with the 3PL services?
Text 2 3PL in China
Ⅱ Comprehension: True/False/Not Mentioned.
1．The 3PL market in China is growing significantly in recent years.
2．The Chinese respondents have the similar outsourcing pattern with . firms surveyed.
3．All shippers surveyed cited pressure to reduce logistics cost as a key challenge.
4．To improve service levels is not the challenges mentioned by firms.
Text 2 3PL in China
5．Currently multinational corporations are the main users of 3PL services in China.
6．Many importers with light-asset nature rely heavily on 3PL providers.
7．Most 3PL companies are good at sales and marketing but with poor operations.
8．Reliable and high-quality 3PL providers are nearly half of the total logistics companies.
Text 2 3PL in China
9．Both foreign 3PL providers and Chinese 3PL providers have their own strengths and weaknesses.
10．Some 3PL providers are “tracking companies with poor IT systems”.
Text 2 3PL in China
Ⅲ Fill in the blanks with the following words.
1．More and more logistics companies ________ the Internet to transfer information electronically.
2．In order to maintain proper partnerships, supplier evaluation shall be _______ at the end of each year.
conduct benefit promising survey simplify
rely on good at network revenue focus
Text 2 3PL in China
3．China is viewed as the most _________ logistics market with huge potentials.
4．A business ______ can be defined as a group of people that have some kind of commercial relationship.
5．Outsourcing logistics will allow manufacturers to be able to ______ on their core business, rather than complicated logistics operations.
6．One of the assumptions underlying outsourcing is that firms are __________ their core business.
Text 2 3PL in China
7．That company nearly doubled its ________last year due to the fast growing logistics market.
8．The ______ of outsourcing has not been fully recognized by many firms.
9．E-commerce will greatly _________ businesses processes such as stock control and payment.
10．Customer satisfaction ______can deliver powerful information and provide ways to gain a competitive advantage.
Text 2 3PL in China
Ⅳ Translate the following sentences into Chinese.
1．Identify what you are trying to achieve before entering into a relationship with a third party logistics provider.
2．Outsourcing frees them up to concentrate on their core businesses, and the cost savings can be remarkable.
3．If you haven’t considered the advantages of third-party logistics, you may be missing an opportunity.
Text 2 3PL in China
4．It is important to find the right-sized 3PLs which are large enough to provide the level of service required, yet small enough to focus on your customer’s needs.
5．A contract usually defines the relationships between two parties.
Text 2 3PL in China
Ⅴ Translate the following sentences into English.
1．第三方物流也称作合同物流。
2．我们今年的目标是进一步降低物流成本。
3．第三物流服务的提供者必须能够提供一体化的物流服务。
4．他们虽然有很好的服务，但是没有一个覆盖全国的网络。
5．目前很多企业降低物流成本来应对激烈的竞争。
Dialogue 2 Evaluating 3PL Companies
（The following is a conversation between Mr. Lin, the logistics manager in a factory, and Miss Guo, his assistant。）
Lin：I guess we need some measures to manage those 3PL companies.
Guo：Yes. Sometimes I feel difficult to choose one company. We must set criteria to get a clear result.
Lin：Ok. So in your point, how to establish this system?
Dialogue 2 Evaluating 3PL Companies
Guo：There are many 3PL companies we have used, and there are dozens of aspects which are important and should be measured.
Lin：But we don’t need to include all companies, and the rule of 20-80 is perhaps still useful.
Dialogue 2 Evaluating 3PL Companies
Guo：You mean we only need to consider those companies we often use?
Lin：Yes. We measure companies which we spend much, and those which have the most impact on us.
Guo：Ok. I see. And what kinds of measures should be included?
Lin：Cost and delivery performance will be the must, such as on-time delivery of goods, responsiveness, and resolution of problems.
Dialogue 2 Evaluating 3PL Companies
Guo：Shall we take continuous improvement in service levels into account?
Lin：Yes, that’s critical, if we are going to establish long term relationship with those companies.
Guo：Right.
Lin：Next, we must determine the raters who participate in the evaluation process.
Guo：I guess that should be people in our department.
Dialogue 2 Evaluating 3PL Companies
Lin：Yes. But it will be better to include people from other relevant departments. In that way, we can get a deep understanding about these 3PL companies’ performance from a broad sense.
Guo：Great.
Lin：So try to work on these three aspects, 3PL companies needed to evaluate, elements for rating, and raters for each element.
Guo：Ok, I’ll do it and give you for correction later.
Dialogue 2 Evaluating 3PL Companies
Lin：Be sure to use quantitative measures if possible.
Guo：Sure
Lin：Ok, please give me before next Friday.
Guo：No problem.
Dialogue 2 Evaluating 3PL Companies
New Words and Phrases
measure n. 方法，措施
impact n. 影响
must n. 绝对必需的（东西）
responsiveness n. 快速反应
resolution n. 解决
rater n. 评分者
quantitative adj. 定量的
Dialogue 2 Evaluating 3PL Companies
dozens of 许多的
continuous improvement 不断改进
take into account 考虑，重视
Dialogue 2 Evaluating 3PL Companies
Notes
1．I guess we need some measures to manage those 3PL companies.
我们需要有一些办法来管理那些第三方物流公司。
Dialogue 2 Evaluating 3PL Companies
2．We must set criteria to get a clear result.
为了获得确切的结果，我们必须设定标准。
3．But we don’t need to include all companies, and the rule of 20-80 is perhaps still useful.
但是我们不必包括所有的公司，“二八法则”也许仍然有用。
Dialogue 2 Evaluating 3PL Companies
4．We measure companies which we spend much, and those which have the most impact on us.
我们只评定那些我们花费多的，以及对我们有重要影响的公司。
5．Be sure to use quantitative measures if possible.
如果可能的话，尽量使用定量的方法。
Dialogue 2 Evaluating 3PL Companies
Exercises
Ⅰ Read the dialogue carefully again and discuss the following questions.
1．Why do they plan to establish an evaluation system?
2．When they do the evaluation, do they include all companies used? Why?
Dialogue 2 Evaluating 3PL Companies
3．What kinds of measures mentioned in the dialogue?
4．Who will be the raters participating the evaluation process?
Dialogue 2 Evaluating 3PL Companies
Ⅱ Brainstorming: Work with your classmates, list things which you may consider when establishing an evaluation system.
Dialogue 2 Evaluating 3PL Companies
Ⅲ Team work: make up a dialogue according to the following situation and practice it with your partner.
Situation：
Jack shipped his goods a few days ago. Now he wants to know the position of the goods, then he call the shipper to inquire about his goods.
Dialogue 2 Evaluating 3PL Companies
Tips：
1．I’m willing to check the position of goods.
2．I want to know where my container is.
3．You can use my tracing system to check.
4．The only thing you will do is to connect your computer to the Internet，enter the number of the container, and you will know where your container is.
5．You can call the customer department to check the position.
6．Your goods are in good condition.
7．Your goods are in bad condition.
8．You will get your goods before 5th June.
Dialogue 2 Evaluating 3PL Companies
Ⅳ Write an Email to your supplier based on the following information provided.
1．你对他们近期的服务不满意；
2．希望他们可以提高改进服务，特别是沟通方面的不足；
3．告知他们你会经常地对其服务进行监督评价。
Dialogue 2 Evaluating 3PL Companies
Ⅴ Give the English words or phrases according to the meanings provided.
1．___________ a standard or principle by which something is judged
2．___________ in large numbers, a lot of (people or things)
3．___________ the powerful effect that something has on somebody/something
4．___________ to consider particular facts, circumstances, etc. when making a decision
Dialogue 2 Evaluating 3PL Companies
5．___________ to take part in or become involved in an activity
6．___________ a change that makes something more accurate than it was before
7．___________ connected with the amount or a number of something
8．___________ an official action that is done in order to achieve a particular aim
Dialogue 2 Evaluating 3PL Companies
Supplementary Reading
Lloyd’s Today
Lloyd’s clients, numbered in their millions and located in almost every corner of the world, expect the market to provide a first class service. Indeed, the key role-played by Lloyd’s in the global reinsurance industry means that the smooth functioning of that industry is dependant upon the market’s efficiency and service.
Dialogue 2 Evaluating 3PL Companies
The new leadership of Lloyd’s is committed to raising the standards of professionalism and client service and reducing costs throughout the market. During 1993, the chairman, chief evecutive officer and key people in the market traveled extensively to consult with brokers and clients. They explained the changes under way and the strong future that lies ahead.
Dialogue 2 Evaluating 3PL Companies
Policy production is a critical area. The programs now in progress, to introduce full electronic processing will ensure the fast, accurate production of policies and produce major savings. Lloyd’s long-term goal is to create a unified processing structure for the London market thereby providing superior service to clients.
Dialogue 2 Evaluating 3PL Companies
Lloyd’s has also formed a specialist claims unit to act on behalf of the whole market in dealing with asbestos, pollution and health hazard claims. The unit’s concentration of expertise will enable it to take a leading role in the resolution of the legacy of these industry-wide, long-tail claims for the benefit of clients and insurers alike.
Dialogue 2 Evaluating 3PL Companies
A powerfur, well-resourced team is working on the creation of NewCo, which is designed to solve the problems of old, long-tail liabilities and to lay firm foundations for the market’s secure and prosperous future. NewCo is committed to meeting the legitimate claims of policyholders in a fair and equitable manner.
As the Society’s capital base has grown, Lloyd has intensified its efforts to offer the benefits of its expert underwriting skills to hitherto undevelopment markets.
Dialogue 2 Evaluating 3PL Companies
ⅠReading the passage and give a brief answer to each of the questions.
1．Use one or two phrases you’ve heard to describe that Lloyd’s has many clients.
2．How important is Lloyd’s in the global reinsurance industry?
3．During 1993 who traveled extensively and why?
4．What is Lloyd’s long-term goal?
Dialogue 2 Evaluating 3PL Companies
ⅡSupply the missing words.
Lloyd’s has also formed a ______ claims unit to act on _______ of the whole market in dealing with _______, _______ and ________ hazard claims. The unit’s _______ of expertise will enable it to take a leading role in the resolution of the _______ of these industry-wide, long-tail claims for the _______ of clients and _______ alike.
Unit 9 Supply Chain Management
Text 1 Supply Chain Management
Dialogue 1 Developing a Supply Chain
Text 2 Developing Trends in Supply Chain Management
Dialogue 2 the Possibility of Creating a Supply Chain
Text 1 Supply Chain Management
【Para 1】Overview of Supply Chain（供应链概述）
Supply chain (also called value chain or demand chain), is the network of the involved companies, through upstream and downstream linkages, in the different processes and activities that produce value in the form of products and services in the hands of the ultimate consumer. For example, a shirt manufacturer is a part of a supply chain that goes upstream through the weavers of fabrics to the manufacturers of fibers, and downstream through distributors and retailers to the final consumer. Each of these organizations in the chain is dependent upon each other.
Text 1 Supply Chain Management
【Para 2】The Definition of Supply Chain Management（供应链管理的定义）
There are various definitions of different edition. But in general, Supply chain management means the management of upstream and downstream relationships with suppliers and customers to deliver superior customer value at less cost to the supply chain as a whole. The supply chain arrangement links a firm and its distributive and supplier network to end customers.
Text 1 Supply Chain Management
The integrated value-creation process must be managed from material procurement to end-customer product delivery. The integrated supply chain management shifts traditional channel arrangements from loosely linked groups of independent businesses that buy and sell inventory to each other toward a coordinated initiative to increase market impact, overall efficiency, continuous improvement, and competitiveness.
Text 1 Supply Chain Management
【Para 3】Reasons for Developing Supply Chains（供应链发展的原因）
Greater competitive advantage
Greater value to consumers
Reduces the lead time gap
Faster and smaller deliveries to intermediate customers
Introduces the concept of increased shareholder value
These reasons give rise to the notion that in future, we will see supply chains competing with supply chains rather than competition between organizations.
Text 1 Supply Chain Management
【Para 4】The Goal of Supply Chain Management（供应链管理的目标）
Since World War II, with the development of the operations research and management science, there has been an increasing interest in supply chain planning and management. Working together, supply chain planners/managers and all members of the front, middle and back end of the supply chain may enhance revenue, cost control, and asset utilization as well as customer satisfaction.
Text 1 Supply Chain Management
Furthermore, software for optimization has been embraced by all of these parties, as it offers mathematical modeling solutions to supply chain problems. For example, a software package might provide an optimum delivery route of the products, from supplier to manufacture. In conclusion, the goal is to optimize efficiency through supply chain management.
Text 1 Supply Chain Management
Optimization promises to improve a company's supply chain performance in a variety of areas：
Reducing supply costs
Improving product margins
Increasing manufacturing throughput
Better return on assets
Text 1 Supply Chain Management
New Words and Phrases
overview n. 概要
upstream adj. 上游的，溯流而上的
downstream adj.下游的
linkage n. 连接
ultimate adj. 最终的
fabric n. 织物，布
fiber n. 纤维
Text 1 Supply Chain Management
channel n. 渠道
arrangement n. 排列，安排
distributive adj. 分发的，分配的
integrated adj. 综合的，完整的
procurement n. 获得，取得
coordinated adj. 协调的，综合的
initiative n. 初步，开始
efficiency n. 效率
competitiveness n. 竞争力
Text 1 Supply Chain Management
shareholder n. 股东
utilization n. 利用
optimization n. 最佳化，最优化
mathematical adj. 数学的，精确的
modeling n. 建模，造型
margin n. 盈余，利润，毛额
throughput n. 生产量, 生产能力
give rise to 引起，导致
Text 1 Supply Chain Management
Notes
1．But in general, supply chain management means the management of upstream and downstream relationships with suppliers and customers to deliver superior customer value at less cost to the supply chain as a whole.
但概括起来，供应链管理是指以整体供应链的较低成本提供较高顾客价值的、对供应商和客户之间的上下游关系的管理。
Text 1 Supply Chain Management
2．The integrated supply chain management shifts traditional channel arrangements from loosely linked groups of independent businesses that buy and sell inventory to each other toward a coordinated initiative to increase market impact, overall efficiency, continuous improvement, and competitiveness.
整合的供应链管理改变了传统的渠道安排, 从互相买卖存货、联系松散的独立的商业行为, 转向能提高市场影响力、整体效率、获得持续增长、增强竞争力的协调的主动行为。
Text 1 Supply Chain Management
3．Reduces the lead time gap.
减少订货至交货的时间间隔。
Text 1 Supply Chain Management
4．Working together, supply chain planners/managers and all members of the front, middle and back end of the supply chain may enhance revenue, cost control, and asset utilization as well as customer satisfaction.
通过协同的工作，供应链的计划者或管理者以及供应链的前端、中间和后端的所有成员都能在满足顾客需要的同时增加收入、增强成本的控制并且得到资产的有效利用。
Text 1 Supply Chain Management
Exercises
Ⅰ Pair work：talking face to face, and think it over, discuss the following questions.
1．What is supply chain?
2．Why is the definition of supply chain management?
3．As a consumer, are you a part of supply chain?
Text 1 Supply Chain Management
4．What are the disadvantages of the traditional supply chain?
5. What are the reasons for developing supply chains?
6. What is the goal of supply chain management?
Text 1 Supply Chain Management
Ⅱ Fill in the blanks with the following words.
1．The river departed from its original course several miles __________.
2．It now provides a __________ to more than 60 home pages of government agencies and related organizations.
competitiveness utilization shareholder
optimization linkage procurement throughput
downstream modeling margin
Text 1 Supply Chain Management
3．We'll try to work as __________ agent on behalf of IBM.
4． __________ is also about the quality and creativity of the people.
5．He resigned in the face of mounting pressure from the __________.
6．We expect to increase __________ of the helicopters.
7．Hi-tech industry has been driving the __________ of the economic structure.
Text 1 Supply Chain Management
8．She would like to be a film actress, but at present she is __________.
9．The general price level declined by small __________.
10．We have the busiest container port in the world and the busiest international air freight__________.
Text 1 Supply Chain Management
Ⅲ Translate the following sentences into Chinese.
1．Traditionally, marketing, distribution, planning, manufacturing, and the purchasing organizations along the supply chain operated independently.
2．Supply chain management is"...an integrative philosophy to manage the total flow of a distribution channel from supplier to the ultimate user."
Text 1 Supply Chain Management
3．The supply chain arrangement links a firm and its distributive and supplier network to end customers.
4．Leading companies are using other tactics in addition to just-in-time and "lean manufacturing" practices.
5．Since World War II, with the development of the operations research and management science, there has been an increasing interest in supply chain planning and management.
Text 1 Supply Chain Management
Ⅵ Translate the following sentences into English.
1．传统供应链中的企业各有其目的且互相矛盾。
2．物流功能的一个重要目标就是整合供应链管理。
3．建立供应链企业的战略伙伴关系至关重要。
4．供应链管理效率最优化的关键在于使顾客满意的同时促进企业的有效增长。
Text 1 Supply Chain Management
5．供应链管理软件能够提供解决供应链问题的数学模型。
Dialogue 1 Developing a Supply Chain
（Mr. Li, a local manager of Pacific Department Store, is speaking to Mr. Gao, a district manager of the retail chain.）
Li：In the past three months, the distributor for our small appliances has often issued back orders. Sometimes we do not receive our goods of the orders for as much as 20 days.
Gao：Really? We’re probably losing customers!
Li：Yes, most of them probably don't wait that long. They probably go somewhere else for their appliances.
Dialogue 1 Developing a Supply Chain
Gao：Have you any idea how often the customer has to be told the items are out of stock?
Li：I’ve asked the clerks to write me a note when they have that kind of conversation with a customer.
Gao：We've been using the same distributor for some time. I wonder what's causing the delays.
Li：Have other districts been having these delays? I think they're really costing us some money.
Dialogue 1 Developing a Supply Chain
Gao：It's not been mentioned in our meetings; but I'll certainly check on it. Order-to-shelf delays are always costly.
Li：I've been attempting to call the distributor very promptly with our orders, but I haven't always been able to get through by phone during working hours.
Gao：Well, then that's not efficient. If other districts are having similar problems, it's probably time we developed a supply chain very soon.
Dialogue 1 Developing a Supply Chain
Li：Do you think it might be time we got our ordering system on-line?
Gao：That would certainly allow our distributor to immediately realize the demand for each item.
Li：Could that kind of communication channel be installed while we’re working up the agreements of the supply chain?
Gao：I think so. Then we'd be all the more ready for other companies to join the chain.
Dialogue 1 Developing a Supply Chain
Li：That's right. Although from what we've been learning about supply chains, there are some start-up costs in time and capital, it would solve a problem 1ike this one.
Gao：On-line ordering is certainly something to consider. Let me talk to the other managers on our conference call tomorrow and get back to you.
Dialogue 1 Developing a Supply Chain
New Words and Phrases
district n. 区域
appliance n. 电器，设备
clerk n. 店员，职员
promptly adv. 迅速地，敏捷地
capital n. 资本，资金
Dialogue 1 Developing a Supply Chain
department store 百货公司
back order 待发货订单，延期交货
out of stock 无货，断货
check on 核实，核对
get through 打通（电话），到达
on-line 在线的，即时的，在 网上的
start-up 启动
Dialogue 1 Developing a Supply Chain
Notes
1．In the past three months, the distributor for our small appliances has often issued back orders.
过去三个月里，我们的小家电经销商经常延期交货。
Dialogue 1 Developing a Supply Chain
2．Although from what we've been learning about supply chains, there are some start-up costs in time and capital, it would solve a problem 1ike this one.
虽然据我们所知，建立供应链需要时间和资金方面的启动成本，但供应链管理可以解决这一类问题。
Dialogue 1 Developing a Supply Chain
Exercises
Ⅰ Oral Practice: practice the above dialogue with your partner until you can learn the lines by heart.
Dialogue 1 Developing a Supply Chain
Ⅱ Team work: make up a dialogue according to the following situation and practice it with your partner.
Situation：
Mr. Gary is a district manager of the retail chain in America. Mr. Chen is the marketing manager of a textile company in China. Mr. Chen wants to become a supplier to the retail chain. Now they are talking…
Dialogue 1 Developing a Supply Chain
Tips：
1．Nice to meet you.
2．I’m really glad to have the opportunity to visit your company.
3．I have brought some catalogues of …
4．We are suppliers of …
5．I think your end-users will be interested in some of our new products
6．We are thinking of ordering…
Dialogue 1 Developing a Supply Chain
7．Our prices compare most favorably with quotation you can get from other manufacturers.
8．We hope to establish regular business relations with you.
9．We’ll consider it carefully then we will give you a reply.
Dialogue 1 Developing a Supply Chain
Ⅲ Write an e-mail to your customer, telling them politely and patiently like that:
Contents：
1. 为有合作意向的客户介绍你的公司及产品
2. 附上公司产品的详细资料
3. 表达成为其供应商的意愿。
Dialogue 1 Developing a Supply Chain
Ⅵ Fill in the blanks with the words in the following box.
（Mr. Zhang, a marketing manager of Beijing Machine Tool Products Corporation, is coming to a machinery agency company in Canada. He is talking to Miss Wright, the secretary…）
catalogue favorably subject to discount
negotiate indication supplier according to
Dialogue 1 Developing a Supply Chain
Z：May I see the manager?
W：I’m afraid he isn’t in. Is there anything I can do for you?
Z：Yes, I have brought some __________ of machine tools. I wonder if any of your end-users would like to have a look at them.
W：They certainly would. Would you leave them with me?
Dialogue 1 Developing a Supply Chain
Z：We are __________ of machine tools of various types. I think your end-users will be interested in some of our new products.
W：We’re thinking of ordering some special kinds of machine tools. We would be interested in your products if they are of the types we want.
Z：As you probably know, we also take orders for machine tools made __________ specifications.
W：How long would it take you to deliver the orders?
Dialogue 1 Developing a Supply Chain
Z：About three months after receipt of the covering L/C. It would take longer to deliver the special orders, though never longer than six months.
W：Very well, I’ll send your catalogues to those who are interested in. Meanwhile, may I have an __________ of the price? Can I have your price sheet?
Dialogue 1 Developing a Supply Chain
Z：Yes, of course, here you are. Our prices compare most __________ with quotations you can get from other manufactures. You’ll see that from our price sheet. The prices are __________ our confirmation, naturally.
W：All your quotations are on an Vancouver basis. May I ask if you allow any __________?
Z：Please tell me what you have in mind.
Dialogue 1 Developing a Supply Chain
W：From European suppliers we usually get a 5% discount, and sometimes 10%.
Z：If your order is large enough, we’ll consider giving you some discount.
W：Fine! We’ll __________ after we decide how many machine tools we are going to order from you.
Z：When shall I hear from you?
W：Next Friday.
Text 2 Developing Trends in Supply Chain Management
Globalization, price deflation, supply chain competitiveness and customer service are the most prominent trends in the supply chain industry in the 21st century.
【Para 1】Globalization（全球化）
We’ve all heard about this one. Companies close down their operations in Canada or the US and set up or outsource to a company in India, China, Mexico, Africa, etc.
Text 2 Developing Trends in Supply Chain Management
While unit labor costs are lower and offer a competitive advantage, the lead time to replenish goods has increased. As a consumer, are you willing to wait another 3-4 weeks for a bicycle that is 20% cheaper than the competition price, or buy a competitor’s bicycle now for your long week-end excursion? To minimize stock-outs, these companies often must carry larger inventories which entail higher holding, or carrying costs.
Text 2 Developing Trends in Supply Chain Management
While there may not be a right or wrong answer, what is true is with the advent of trade liberalization and more countries opening their borders to foreign companies. This trend will continue. The challenge, of course, is to manage this more complex supply chain.
Text 2 Developing Trends in Supply Chain Management
【Para 2】Price Deflation（价格降低）
The globalization cause more companies flood the market with their lower-priced goods. More enterprises must be processed in the supply chain for the same level of sales. This will result in higher operating costs which in turn will decrease profitability.
Text 2 Developing Trends in Supply Chain Management
【Para 3】Supply Chain Competitiveness（供应链竞争）
There is a new notion for how companies must now compete. They can no longer do so in isolation, but must collaborate with their supply chain partners to reduce overall supply chain costs. This requires the management of efficient processes.
Text 2 Developing Trends in Supply Chain Management
For example, a supplier that packs and sends a box of men’s shirts to a retailer folds the shirts with a dimension of 10 inches across. The retailer, upon receiving the shirts uses store labor to utilize a folding table to re-fold the shirts at 8 inches across to better accommodate its shelving configuration, as it can display 3 shirts across in their 24 inch display area. If it did not re-fold, only two shirts would fit on the shelf (2 x 10 inches) and would leave 4 inches as wasted space.
Text 2 Developing Trends in Supply Chain Management
If the retailer receives 100 boxes of shirts (and each box contains 24 shirts) it has to fold 2,400 shirts! If the average store employee can fold 60 shirts per hour, this represents 40 hours (or 1 week) of labor. At $15 per hour, the cost to do this is $600. Of course, the consumer ultimately pays for this as it is part of the shirt’s cost, however it is an unnecessary cost as the supplier can be told to re-fold at 8 inches. The new competitive frontier is across supply chains as they have the potential to significantly reduce costs and increase profitability for companies.
Text 2 Developing Trends in Supply Chain Management
【Para 4】Perfect Customer Service（完美的客户服务）
Customer service level measures the performance of the logistics process in an organization; for example, the percentage in-stock for an item or the on-time delivery performance of a transportation provider, etc. While companies like Dell have capitalized on adding value through customer service by offering after-sales support for their products, the basic level of customer service is having the right product available for the customer at the right time.
Text 2 Developing Trends in Supply Chain Management
This is achieved by carefully determining a customer service strategy that is linked to the overall logistics and supply chain strategy. As with improving quality, 80% of quality is built into the systems and processes that produce the product; the other 20% is during the production/testing process. Employees at the end of the product line are not likely to increase quality at that point. Similarly, the design of the logistics system is responsible for the level of customer service in an organization.
Text 2 Developing Trends in Supply Chain Management
New Words and Phrases
globalization n. 全球化
deflation n. 降低，缩小，通货紧 缩，物价低廉
competitiveness n. 竞争
prominent adj. 卓越的，突出的
outsource v. 外包
replenish v. 补充，装满
Text 2 Developing Trends in Supply Chain Management
excursion n. 远足，游览， 短程旅 行
entail v. 使必需，使蒙受，使 承担，遗传给
advent n. 出现，到来
liberalization n. 自由主义化，使宽大
challenge n. 挑战
flood v. 涌入，进入
profitability n. 收益性，利益率
isolation n. 隔离，独立
Text 2 Developing Trends in Supply Chain Management
collaborate v. 合作
dimension n. 尺寸，尺度
accommodate v. 使适应，容纳
configuration n. 构造，结构，配置， 外形
measure v. 衡量
performance n. 履行，表现
similarly adv. 同样地，类似于
stock-out 断货，缺货
Text 2 Developing Trends in Supply Chain Management
Notes
1． Globalization, price deflation, supply chain competitiveness and customer service are the most prominent trends in the supply chain industry in the 21st century.
21世纪供应链产业发展最突出的趋势是经济全球化，价格降低，供应链之间的竞争及客户服务。
Text 2 Developing Trends in Supply Chain Management
2．While unit labor costs are lower and offer a competitive advantage, the lead time to replenish goods has increased.
企业降低单位劳动成本从而提供了具有竞争力的价格，但同时补货所需的前置时间却增加了。
Text 2 Developing Trends in Supply Chain Management
3．To minimize stock-outs, these companies often must carry larger inventories which entail higher holding, or carrying costs.
为了将缺货的可能性降到最低，公司必须持有更大的库存，但这样导致了更高的持有或处理成本。
Text 2 Developing Trends in Supply Chain Management
4．This will result in higher operating costs which in turn will decrease profitability.
这样会引起更高的运营成本，反过来将会降低利润率。
Text 2 Developing Trends in Supply Chain Management
5．They can no longer do so in isolation, but must collaborate with their supply chain partners to reduce overall supply chain costs.
他们不再孤军奋战，而是与供应链成员共同合作来降低全面的供应链运营费用。
Text 2 Developing Trends in Supply Chain Management
6．The new competitive frontier is across supply chains as they have the potential to significantly reduce costs and increase profitability for companies.
由于供应链具备为企业极大降低成本和增加收益的潜能而成为企业新的竞争领域。
Text 2 Developing Trends in Supply Chain Management
7．Customer service level measures the performance of the logistics process in an organization; for example, the percentage in-stock for an item or the on-time delivery performance of a transportation provider, etc.
在一个组织内部，物流流程的运转程度使用客户服务水平来衡量，例如，某一商品可供货的百分比或者一个运输供应商能否及时供货等。
Text 2 Developing Trends in Supply Chain Management
8．As with improving quality, 80% of quality is built into the systems and processes that produce the product; the other 20% is during the production/testing process.
就提高产品质量来说，80%的产品质量取决于生产产品的流程和系统，另外20%则取决于产品的生产和检验过程。
Text 2 Developing Trends in Supply Chain Management
Exercises
Ⅰ Team work：talking face to face, and think it over, discuss the following questions.
1．What are the most prominent trends in the supply chain industry in the 21st century?
2．Why do some companies close down their operations in Canada or the US and set up or outsource to a company in India, China, Mexico, Africa, etc.?
Text 2 Developing Trends in Supply Chain Management
3．With the advent of trade liberalization and more countries opening their borders to foreign companies, what will happen?
4．The new competitive frontier is across supply chains, isn’t it? Why?
5．What is responsible for the level of customer service in an organization?
6．How to reduce the supply chain cost effectively?
Text 2 Developing Trends in Supply Chain Management
Ⅱ Fill in the blanks with the following words.
1．I think I'll be all right as soon as the plane gets out of this __________.
2．People are much better informed since the __________ of television.
deflation ultimately advent accommodate
turbulence prominent configuration impeccable
collaborate entail
Text 2 Developing Trends in Supply Chain Management
3．Vendors could charge between $190 and $375 per computer, depending on __________.
4．Every value they created __________ redounded to his boss.
5．As your company's representative, your phone manners should be _______.
6．Tax became a powerful policy instrument to tackle monetary __________.
7． He is a __________ scholar in the field of linguistics.
Text 2 Developing Trends in Supply Chain Management
8．I would ask you to __________ with us in this work.
9．We must __________ ourselves to circumstances.
10．Her intemperance will __________ the curse of insanity upon her innocent children.
Text 2 Developing Trends in Supply Chain Management
Ⅲ Translate the following sentences into Chinese.
1．Dynamic markets, characterized by turbulence from changing consumer demands, lower costs and reduced margins means organizations must re-engineer their processes to remain competitive.
2．It requires a great deal of management effort and cooperation to achieve a successful supply chain.
Text 2 Developing Trends in Supply Chain Management
3．The concept of supply chain management is relatively new, however, it is in fact an extension of the logistics.
4．With the numerous advantage of supply chain integration, its management can be a complex challenge.
5．For most manufacturers, the supply chain looks less like a pipeline or chain than an uprooted tree where the branches and roots are the extensive network of customers and suppliers.
Text 2 Developing Trends in Supply Chain Management
Ⅵ Translate the following sentences into English.
1. 全球化使得很多企业不得不重新调整其生产或采购网络以使其更合理。
2. 供应链管理使得一些公司发展成真正的全球性公司，一家公司可以在美国开发产品、在印度制造而在欧洲销售。
3. 供应链管理是以顾客为导向的。
Text 2 Developing Trends in Supply Chain Management
4. 信息技术将极大地提高企业供应链的管理水平。
5. 客户服务能衡量一个企业物流管理的水平。
Dialogue 2 the Possibility of Creating a Supply Chain
（In an executive board meeting costs of storage are being discussed. The possibility of creating a supply chain is mentioned. The following is a conversation between Mr. Gao and Mr. Huang.）
Gao：Our marketing department has developed relations with two American companies which are attracted to our product line for their Christmas market. There's a big problem of storing the products as they come to us from the manufacturers. Mr. Huang, what should we do?
Dialogue 2 the Possibility of Creating a Supply Chain
Huang：What size orders do we expect to ship?
Gao：They're each ordering two large containers.
Huang：That's a considerable amount of product. We don't want to lose these orders.
Gao：Yes, and I think we ought to have the product all in one place for final shipping.
Huang：How long will we need to store the product?
Dialogue 2 the Possibility of Creating a Supply Chain
Gao： There will be a lead-time of 6-8 weeks between early production and actual shipping.
Huang：And for Christmas we'll need to get it shipped to New York by September 1 at the latest.
Gao： Yes, that means storing the product in the hottest part of the summer. We'll need storage that's well ventilated.
Dialogue 2 the Possibility of Creating a Supply Chain
Huang：I suppose our manufacturers are concerned that their capital for raw materials will not be replenished until the order is filled; therefore, their ability to rent space for storage is very limited.
Gao： We need some insurance against losses during the storage period.
Huang：I'm concerned about damage and pilferage during the lead-time.
Dialogue 2 the Possibility of Creating a Supply Chain
Gao：We need warehouses that are well managed against damage and that are secure.
Huang：Can the cost of storage be passed along (become part of the retail price) so that the customer actually contributes to it?(An expense of operating a business is shared by each member of the distribution chain.)
Dialogue 2 the Possibility of Creating a Supply Chain
Gao：I think we've been absorbing too much of the storage costs on most of our products. The usual plan, as you know, is that this overhead is shared at each step of manufacturing and distribution. You know, manufacturing, warehousing, shipping, wholesaling each adds % to the price of the production.
Huang：We need some contractual negotiations regarding these handling costs, including storage and some insurance to cover damage and pilferage while the products are stored.
Dialogue 2 the Possibility of Creating a Supply Chain
Gao：Didn't you attend training about supply chain advantages and disadvantages?
Huang：Yes, I did. I'll review my notes. The instructor said we could call him for advice if we wished.
Gao：Get your notes together and meet with me in the morning. I'll make some time in the next 48 hours to research what other companies are doing.
Dialogue 2 the Possibility of Creating a Supply Chain
New Words and Phrases
ventilated adj. 通风的
replenish v. 补充，补给
rent v. 租，租借，出租
pilferage n. 偷窃
contribute v. 捐助，捐献，贡献
overhead n. 经常性支出，管理经费
contractual adj. 契约的
Dialogue 2 the Possibility of Creating a Supply Chain
executive board 执行委员会
retail price 零售价
Dialogue 2 the Possibility of Creating a Supply Chain
Notes
1．There will be a lead-time of 6-8 weeks between early production and actual shipping.
开始生产至实际运输之间的时间有6-8个星期。
Dialogue 2 the Possibility of Creating a Supply Chain
2．I suppose our manufacturers are concerned that their capital for raw materials will not be replenished until the order is filled; therefore, their ability to rent space for storage is very limited.
我认为我们的制造商关心的是他们用于采购原材料的资金在订单完成之前将不会得到补充，因此，他们租赁储存仓库的能力是非常有限的。
Dialogue 2 the Possibility of Creating a Supply Chain
3．I think we've been absorbing too much of the storage costs on most of our products. The usual plan, as you know, is that this overhead is shared at each step of manufacturing and distribution.
我认为我们在产品上已经花费了太多的储存成本，你知道，按照通常的计划，生产和分销每个环节都应分摊这笔费用。
Dialogue 2 the Possibility of Creating a Supply Chain
Exercises
Ⅰ Oral Practice: practice the above dialogue with your partner until you can learn the lines by heart.
Dialogue 2 the Possibility of Creating a Supply Chain
Ⅱ Team work: make up a dialogue according to the following situation and practice it with your partner.
Situation：
Miss Mary is the manager of Pacific Department Store in America. Mr. Tan is the marketing manager of a textile company in China. Now they are talking about the establishment of the supply chain partnership.
Dialogue 2 the Possibility of Creating a Supply Chain
Tips：
1．The purpose of my trip this time is mainly to visit our old friends.
2．Thank you for coming all the way to China to visit me.
3．In the past couple of years the business relationships between us have been good.
4. We really appreciate your cooperation.
5. We still got a small problem…out of stock.
6. It’s probably time we developed a supply chain.
Dialogue 2 the Possibility of Creating a Supply Chain
7. It might be time we got our ordering system on-line..
8. That would certainly allow you to immediately realize the demand for each item.
9. It sounds like a good suggestion, let me…
Dialogue 2 the Possibility of Creating a Supply Chain
Ⅲ Write an e-mail to your customer, telling them politely and patiently like that:
Contents：
1．对双方的长期合作表示肯定和赞许
2．探询双方成为供应链合作伙伴的可能性
3．征求双方对组建供应链的看法
Dialogue 2 the Possibility of Creating a Supply Chain
Ⅵ Fill in the blanks with the words in the following box.
（An assembly-line producer has changed the packaging of some toys without consulting a distributing company. Miss Zhou, in the receiving department of the distributing company, is speaking with Mr. Xie, the plant manager.）
communication so that in order to fork-lift
transportation individually stack unless pile up
mold
Dialogue 2 the Possibility of Creating a Supply Chain
Z: Mr. Xie, we have a serious problem in receiving today.
X: What is that?
Z: We just received a large order of toys from ABC Company. They're not in boxes.
X: What problem does that create?
Z: They won't __________ on the pallets for easy movement.
X: What do you mean?
Dialogue 2 the Possibility of Creating a Supply Chain
Z: They're in these new plastics __________ to the shape of the toys which are different sizes. I can't stack them in large quantities to be carried by the __________.
X: Can you put them in bags?
Z: Bags! Bags of toys __________ in the trucks will crush each other and cause a lot of damage. They will probably take longer to load and unload too. The bags will have to be handled __________ and those workers have just demanded higher wages.
Dialogue 2 the Possibility of Creating a Supply Chain
X: I'll call ABC Company and see why they changed their packaging. I'll let them know this packaging creates problems for __________.
Z:I don't see any immediate solution __________ we buy some large boxes that can be loaded and unloaded with our fork-lifts.
X: Before you buy boxes, let me know what they'll cost.
Dialogue 2 the Possibility of Creating a Supply Chain
Z: It seems we need direct __________ up and down the line of production, assembly, and distribution __________ avoid these kinds of problems in the future.
X: This situation definitely shows that we need a supply chain arrangement __________ from end to end we understand each other's systems.
Z: Sounds like we need another meeting with the District Manager as soon as possible.
Dialogue 2 the Possibility of Creating a Supply Chain
Supplementary Reading
Development of Supply Chain Management
In the 1980s the term Supply Chain Management (SCM) was developed, to express the need to integrate the key business processes from end user through original suppliers that provides products, services and information that add value for customers and other stakeholders. The basic idea behind the SCM is that companies and corporations involved in a supply chain by exchanging information regarding market fluctuations, production capabilities etc. can rationalize the processes involved in the supply chain resulting in mutual gains.
Dialogue 2 the Possibility of Creating a Supply Chain
If all relevant information is accessible to any relevant company, every company in the supply chain has the possibility to and can seek to help optimizing the entire supply chain rather than sub optimize based on a local interest. This will lead to better planned overall production and distribution which can cut costs and give a more attractive final product leading to better sales and better overall results for the companies involved.
Dialogue 2 the Possibility of Creating a Supply Chain
Incorporating SCM successfully leads to a new kind of competition on the global market where competition is no longer of the company versus company form but rather takes on a supply chain versus supply chain form.
The primary objective of supply chain management is to fulfill customer demands through the most efficient use of resources, including distribution capacity, inventory and labor.
Dialogue 2 the Possibility of Creating a Supply Chain
Various aspects of optimizing the supply chain include liasising with suppliers to eliminate bottlenecks; implementing JIT techniques to optimize manufacturing flow; and using location/allocation, vehicle routing analysis, Dynamic programming and, of course, traditional logistics optimization to maximize the efficiency of the distribution side.
Dialogue 2 the Possibility of Creating a Supply Chain
Starting in the 1990s several companies choose to outsource their supply chain management by partnering with a 3PL, Third-party logistics provider.
Dialogue 2 the Possibility of Creating a Supply Chain
Ⅰ Answer the following questions
1. When was the term Supply Chain Management developed?
2. What is the basic idea behind SCM?
3. According to the text, what is the new kind of competition on the global market?
4. What is the primary objective of supply chain management?
5. What is 3PL?
Dialogue 2 the Possibility of Creating a Supply Chain
Ⅱ Whether the following statements are true or false.
( ) 1. The term Supply Chain Management (SCM) was developed in the 1980s.
( ) 2. If all relevant information is accessible to any relevant company, every company in the supply chain has the possibility to sub optimize based on a local interest.
Dialogue 2 the Possibility of Creating a Supply Chain
( ) 3. Nowadays competition on the global market is no longer of the company versus company form but rather takes on a supply chain versus supply chain form..
( ) 4. The primary objective of supply chain management is to fulfill customer demands through the most efficient use of resources.
( ) 5. Starting in the 1990s several companies choose to outsource their supply chain management by partnering with a 4PL.
Unit 10 Logistics Information Management
Text 1 the Role of Information Management
Dialogue 1 Difference between Legacy and Present System
Text 2 Pick to Light Basics
Dialogue 2 Introduction to Supply Chain Management Information System
Text 1 the Role of Information Management
【Para 1】Role in the Supply Chain(在供应链中的角色)
Information could be overlooked as a major supply chain driver because it does not have a physical presence. Information, however, deeply affects every part of the supply chain in many ways. Consider the following:
Text 1 the Role of Information Management
Information serves as the connection between the supply chain’s various stages, allowing them to coordinate their actions and bring about many of the benefits of maximizing total supply chain profitability.
Text 1 the Role of Information Management
Information is also crucial to the daily operations of each stage in a supply chain. For instance, a production scheduling system uses information on demand to create a schedule that allows a factory to produce the right products in an efficient manner. A warehouse management system uses information to give the warehouse’s inventory visibility. The company can then use this information to determine whether new orders can be filled.
Text 1 the Role of Information Management
【Para 2】Role in the Competitive Strategy（在竞争策略中的角色）
Information is a driver whose importance has grown as companies have used it to become both more efficient and more responsive. The tremendous growth of the importance of information technology is a testimony to the impact information can have on improving a company. Like all the other drivers, however, even with information, companies reach a point where they must make the trade-off between efficiency and responsiveness.
Text 1 the Role of Information Management
Another key decision involves what information is most valuable in reducing cost and improving responsiveness within a supply chain. This decision will vary depending on the supply chain structure and the market segments served. Some companies, for example, target customers who require certain customized products that carry a premium price tag. These companies might find that investments in information allow them to respond more quickly to their customers. The following examples illustrate this kind of investment.
Text 1 the Role of Information Management
【Para 3】Example: Andersen Windows（案例1：爱德森制窗公司）
Andersen Windows, a major manufacturer of residential wood windows located in Bayport, Mmnesota, has invested an information system that enables it to get customized products to the market rapidly. This system, called “Window of Knowledge”, allows distributors and customers to actually design windows to custom-fit-their needs. Users can select from a library of more than 50,000 components that can be combined in any number of ways.
Text 1 the Role of Information Management
The system immediately gives the customer price quotes and automatically sends the order to the factory if the customer decides to buy. This information investment not only gives the customer a much wider variety of products, but it allows Andersen to be much more responsive to the customer as it gets the customer’s order to its factory as soon as the order is placed.
Text 1 the Role of Information Management
【Para 4】Another example: Dell（案例2：戴尔公司）
Dell operates differently from most personal computer(PC) manufacturers in that it has invested in building up its own channel—a direct channel to the customer. Most PC manufacturers sell their product to a distributor, who then either sells it to a dealer or a corporate customer. Dell takes orders directly from consumers over the phone and via the Internet. This direct channel required an investment to build, given the added functions Dell must perform.
Text 1 the Role of Information Management
A large part of that cost can be attributed to information. However, with the direct channel model, Dell is able to view the actual consumer demand much sooner than most PC manufactures, and therefore, the company can respond more quickly to changes in consumer needs. Dell can then modify its product offering to meet these new needs. Dell is not the low-cost provider. The company is, however, the most responsive provider, and a large part of its responsiveness is due to the information flow between Dell and its customers and Dell and its suppliers that is made possible by its investment in information.
Text 1 the Role of Information Management
New Words and Phrases
role n. 角色, 任务
overlook v. 没注意到，忽视
driver n. 驱动因素
physical adj. 物质的, 自然的, 物理的
presence n. 本质，属性
coordinate v. 调整, 整理
crucial adj. 至关紧要的
Text 1 the Role of Information Management
inventory n. 存货, 库存
visibility n. 可见性，明显度
responsive adj. 响应的, 作出响应的
testimony n. 证词(尤指在法庭所作 的), 宣言, 陈述
segment n. 段, 节, 片断 v. 分割
customized adj. 定制的
distributor n. 分销商
channel n. 渠道
Text 1 the Role of Information Management
dealer n.经销商, 商人
supply chain 供应链
trade-off 交换, 协定, 交易, 平衡
premium price 溢价
information flow 信息流
Text 1 the Role of Information Management
Notes
1．Information could be overlooked as a major supply chain driver because it does not have a physical presence.
由于不具备具体的表现形式，所以信息作为供应链的一个主要的驱动因素可能被忽略了。
Text 1 the Role of Information Management
2．Information is a driver whose importance has grown as companies have used it to become both more efficient and more responsive.
信息作为一个驱动因素，它的重要性在于公司运用信息使公司的工作效率和反应速度越来越快。
Text 1 the Role of Information Management
3．Dell operates differently from most personal computer(PC) manufacturers in that it has invested in building up its own channel—a direct channel to the customer.
戴尔公司与许多个人电脑制造商运作的不同之处在于，它投资于建立它自己的模式—一种直接面向顾客的渠道。
Text 1 the Role of Information Management
Exercises
Ⅰ Comprehension questions
1．What is the role of information?
2．What’s the advantage of the company who has invested in information?
3．What can you get from the cases?
4．Is it possible to build a direct channel to the customer? How can it be done?
Text 1 the Role of Information Management
Ⅱ Cloze test
Information is crucial 1 supply chain performance because it provides the facts that supply chain managers use to make decisions. Without information, a manager will not know what customers want, how much inventory is 2 stock, and when more products should be produced and shipped. In short, without information, a manager can only make decisions blindly. 3 , information makes the supply chain visible to a manager.
Text 1 the Role of Information Management
4 this visibility, a manager can make decisions to improve the supply chain’s performance. Without information, it is impossible for a supply chain to deliver products 5 to customers. With information, companies have the visibility they need to make decisions that improve company and overall supply chain performance. In this sense, information is the most important of the supply chain drivers because without it, none the other drivers can be used to deliver a high level of performance.
Text 1 the Role of Information Management
1．a. to b. for c. of d from
2．a. out of b. from c. in d. at
3．a. whereas b. therefore
c. however d. nevertheless
4．a. to be given b. giving
c. given d. to give
5．a. effective b. effectiveness
c. effected d. effectively
Text 1 the Role of Information Management
Ⅲ Translate the following sentences into Chinese.
1．According to some examples, timely and accurate information is more critical now than at any time in the history of American business.
2．With the goal of reducing total supply chain assets, managers realize that information can be used to reduce inventory and human resource requirements.
Text 1 the Role of Information Management
3．In this way, information availability can reduce operating and planning uncertainty.
4．Automating and integrating the order process frees time and reduces the likelihood of information delays.
5．In the development and maintenance of the logistics’ information systems, both hardware and software must be addressed.
Text 1 the Role of Information Management
Ⅳ Translate the following sentences into English.
1．信息流经常被忽视，因为客户认为信息流不是关键。
2．信息技术在物流系统的经营中起着至关重要的作用。
3．信息交换/转移的速度当时受制于纸张的速度。
Text 1 the Role of Information Management
4．设置库存水平，需要来自于顾客需求的下游信息。
5．信息是供应链成功的关键。
Dialogue 1 Difference between Legacy and Present System
(Michael, a logistical manager with rich experience in information management, is now talking in his office with Mr. Hunter, a client who wishes to get acquainted with information system.)
Hunter：Hello! Michael. Sorry to trouble you.
Michael：Never mind. Welcome to our company.
Hunter：Today I’d like to know something about the difference between legacy system and present system on information management.
Dialogue 1 Difference between Legacy and Present System
Michael：Oh! It’s like this. Legacy systems are older information systems based on mainframe technology that usually work at an operation level on only one stage or even one function within a stage of the supply chain.
Hunter：What’s the advantage of the present system ERP?
Dialogue 1 Difference between Legacy and Present System
Michael：Enterprise resource planning, ERP, systems are operational information systems that gather information from across all of a company’s functions, resulting in the entire enterprise having a broader scope.
Hunter：A broader scope?
Michael：Yeah! Legacy systems can range from order entry to manufacturing scheduling to delivery, but present systems’ scope allows ERP systems to track orders through the entire company from procurement to delivery.
Dialogue 1 Difference between Legacy and Present System
Hunter：Does that mean legacy systems tend to focus solely on a particular function and are built as independent entities with little regard for other systems?
Michael：That’s it! For instance, a legacy system might deal only with inventory levels in a particular warehouse in a distributor’s network. This system would monitor inventory levels in that warehouse but would likely have difficulty communication with the legacy system that handled transportation for the same distributor; ERP systems monitor material, orders, schedules, finished goods inventory, and other information throughout the entire organization.
Dialogue 1 Difference between Legacy and Present System
Hunter：Thank you. Now I feel I know something about the legacy system and present system.
Michael：It’s my pleasure. If you have any more questions about it, don’t hesitate to let me know.
Hunter：Sure, I will. See you later.
Michael：See you later.
Dialogue 1 Difference between Legacy and Present System
New Words and Phrases
legacy n. 遗赠(物), 传统
mainframe n. [计]主机 大型机
range n. 山脉, 行列, 范围, 射程
v. 排列, 归类于, 使并列, 放牧
operational adj. 操作的, 运作的
entry n. 登录, 条目, 进入, 入口, [商]报关手续,
Dialogue 1 Difference between Legacy and Present System
track v. 追踪, 跟踪
procurement n. 获得, 取得；
entity n. 实体
monitor v. 监控
get acquainted with 了解，开始知道
Enterprise resource planning(ERP)
企业资源计划
manufacturing scheduling 制造计划
finished goods 制成品
Dialogue 1 Difference between Legacy and Present System
Notes
1．Legacy systems can range from order entry to manufacturing scheduling to delivery, but present systems’ scope allows ERP systems to track orders through the entire company from procurement to delivery.
传统的系统涉及从订单录入、生产制造计划到配送，而如今的系统范围允许ERP（企业资源计划）系统跟踪遍布从采购到配送整个过程的订单。
Dialogue 1 Difference between Legacy and Present System
2．ERP systems monitor material, orders, schedules, finished goods inventory, and other information throughout the entire organization.
ERP系统监控整个组织内部的物料、计划、成品库存以及其他信息。
Dialogue 1 Difference between Legacy and Present System
Exercises
Ⅰ Oral Practice: practice the above dialogue with your partner until you can learn the lines by heart.
Dialogue 1 Difference between Legacy and Present System
Ⅱ Team work: make up a dialogue according to the following situation and practice it with your partner.
Situation：
Cherry is a clerk of a logistics company. At the moment, she is getting herself acquainted with the inventory system with the help of Mr. White, the assistant to the warehouse manager.
Dialogue 1 Difference between Legacy and Present System
Tips：
1．So good to see you again.
2．Would you please…?
3．Don’t you think …?
4．I quite agree with you on that point.
5．I’m not sure about …, but I think…
6．Could you tell me how…?
7．You’d better do…
8．Take it easy.
Dialogue 1 Difference between Legacy and Present System
Ⅲ Write an e-mail to your customer, telling them politely and patiently like that:
Contents：
1．邀请你的客户来公司参观并现场演示你公司开发的物流信息管理系统
2．表示你合作的诚意，竭诚满足客户对系统功能的要求并提供良好的售后服务
3．希望能与客户建立经常的业务关系
Dialogue 1 Difference between Legacy and Present System
Ⅳ Fill in the blanks with the words in the following box.
（Mr. Zhang, a clerk of transportation department, is making a reservation with one staff of Red Star Information consultation corporation.）
Operator: Hello. This is Red Star Information Consultation Corporation.
Zhang: Would you please put me ________to your Technology Service Center?
district than through building hold room
module district
Dialogue 1 Difference between Legacy and Present System
Operator: ________the line, please.
(The line’s through now.)
Zhang: Hello. Is this Technology Service Center?
Clerk: Yes. Can I help you?
Zhang: Can you come to our corporation to show your software on logistical information system, especially the transportation _______?
Clerk: Sure. May I have your name, address and telephone number, please?
Dialogue 1 Difference between Legacy and Present System
Zhang: Yes. Zhang Tao, ______ 201, ______ C, 196 Dalian ______, Hongkou _______, Shanghai. My telephone number is 66678555.
Clerk: Oh, yes, Mr. Zhang, you can expect us no later _______ tomorrow afternoon.
Zhang: Thank you.
Clerk: You’re welcome.
Text 2 Pick to Light Basics
【Para 1】What is Pick-to-Light? （什么是电子标签辅助拣选）
Light-directed order fulfillment systems use light indicator modules mounted to shelving, flow rack, work benches, pallet rack or other storage locations. Whenever product is needed from a particular location, the right indicator turns on, drawing attention where action is required.
Text 2 Pick to Light Basics
The operator picks the product quantity displayed. The operator then confirms the pick by pressing the lighted button.
Text 2 Pick to Light Basics
【Para 2】Pick-to-Light is Fast (电子标签辅助拣选迅速)
By lighting the exact location or locations needed, pick-to-light is acknowledged to be the fastest operator-based picking strategy available. In the time it takes to hear and interpret a location number or read a location number from a pick list of an RF terminal screen, the pick-to-light operator is already making the pick.
Text 2 Pick to Light Basics
【Para 3】Pick-to-Light is Accurate（电子标签辅助拣选准确）
By getting the operator to the right location each time the picking process is greatly simplified. Task simplification and replication produces accuracy.
Text 2 Pick to Light Basics
【Para 4】Pick-to-Light is Paperless （电子标签辅助拣选无纸化）
No more pick sheets to handle and tally marks to record. Pick-to-light operators simply scan an order number on the carton or tote and the system does the rest. Paperless picking reduces costs, reduces errors and streamlines operations.
Text 2 Pick to Light Basics
【Para 5】Pick-to-Light is Simultaneous （电子标签辅助拣选同时性）
Other computer-based solutions like RF terminals and voice terminals are sequential in nature. The equipment is only capable of showing what the computer thinks should be the next pick. In a pick-to-light system all locations required in an area light up at once. This allows the operator to choose the best pick path and even pick in both directions.
Text 2 Pick to Light Basics
【Para 6】Pick-to-Light is Team-Based （电子标签辅助拣选以组为单位）
Operators work in assembly line fashion. Each worker’s area is called a zone. Orders are passed from zone to zone on a conveyor, cart or other transportation mechanism. This assembly line approach further enhances productivity by reducing walking.
Text 2 Pick to Light Basics
【Para 7】Pick-to-Light is Cost Effective （电子标签辅助拣选节省成本）
Pick-to-light has been around for nearly 20 years. Originally, only the largest facilities with the fastest processing requirements could afford it. Recent advances in technology and the advent of Windows-based computer systems have brought the cost within reach of nearly all order fulfillment operations.
Text 2 Pick to Light Basics
New Words and Phrases
directed adj. 有指导的，定向的
indicator n. 指示器
module n. 模数，模块，指令舱
mount v. 爬上, 使上马, 装上, 设 置, 安放
shelving n. 架设棚架, 作棚架用的 材料
Text 2 Pick to Light Basics
rack n. 架, 行李架
pallet n. 扁平工具, 货盘
accurate adj. 正确的, 精确的
simplify v. 单一化, 简单化
tally mark 骑缝号
tote n. 手提
scan v. 扫描
streamline adj. 流线型的
simultaneous adj. 同时的, 同时发生的
Text 2 Pick to Light Basics
sequential adj. 连续的, 相续的, 有顺 序的
mechanism n. 机械装置
enhance v. 提高
advent n. (尤指不寻常的人或事) 出现, 到来
Pick-to-Light 电子标签辅助拣选
work bench 工作台
Text 2 Pick to Light Basics
Notes
1．Light-directed order fulfillment systems use light indicator modules mounted to shelving, flow rack, work benches, pallet rack or other storage locations.
灯光指示命令完成系统应用灯光指示器模组置于货架、传送带、工作台、托盘及其它储存地之上。
Text 2 Pick to Light Basics
2．By lighting the exact location or locations needed, pick-to-light is acknowledged to be the fastest operator-based picking strategy available.
通过打开所需货物所在确切位置的指示灯，电子标签辅助拣选被认为是目前可供选择的最快捷的操作员分拣方法。
Text 2 Pick to Light Basics
3．In the time it takes to hear and interpret a location number or read a location number from a pick list of an RF terminal screen, the pick-to-light operator is already making the pick.
在需要花时间从无线射频终端显示屏上的分拣列表中听到和译出位置号或读出一组位置号时，电子标签辅助拣选的操作员已经在做分拣了。
Text 2 Pick to Light Basics
Exercises
Ⅰ Team work：talking face to face, and think it over, discuss the following questions.
1. What is pick-to-light?
2. What are the features of pick-to-light?
3. Can you speak out the process of using pick-to-light?
Text 2 Pick to Light Basics
Ⅱ Study the following words and fill each of the blanks with one of them in right verb pattern.
strategy higher individual key maximize
entire enable craft broad affect
Text 2 Pick to Light Basics
The Importance of Information in a Supply Chain
Information is the ___1__ to the success of a supply chain because it ____2___ management to make decisions over a ___3___ scope that crosses both functions and companies. Successful supply chain ___4___ results from viewing the supply chain as a whole rather than looking only at the__5____stages.
Text 2 Pick to Light Basics
By taking a global scope across the entire supply chain, a manager is able to ___6_____strategies that take into account all factors that____7___the supply chain rather than just those factors affecting a particular stage or function within the supply chain. Taking the ___8____ chain into account __9______ the profit of the total supply chain, which then leads to __10______ profits for each individual company within the supply chain.
Text 2 Pick to Light Basics
Ⅲ Study the following words and expressions. Then fill in the blanks, change the form where necessary.
1．IT _______as the eyes and ears of management in a supply chain.
capture gather serve process analyze
utilize understand optimal electron combine
install transfer
Text 2 Pick to Light Basics
2．By _______a supply chain IT system, the company was able to gather and analyze data to produce recommended stocking levels.
3．Wal-Mart has been a pioneer not only in ______information, but also in_____ how to analyze that information to make good supply chain decisions.
4．Managers must understand how information is_______ and _______because information is critical to a supply chain’s success.
Text 2 Pick to Light Basics
5．An advanced order_______ system is capable of providing a wealth of information to various departments within the organization.
6．The basic functions of warehousing are movement, storage, and information _______.
7．In the future, warehousing will move toward more and more computer _______.
8．The ability to set inventory levels _______ is crucial in the PC business.
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9．_______data interchange applications in logistics are growing among all firms especially among Fortune 500 manufacturers and merchandisers.
10．In the supermarket sector, computers, in ________with information systems, have been used with great effect.
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Ⅳ Translate the following sentences into Chinese.
1．Information flow was brought into full play in each links of the logistics activities.
2．IT provides the underlying links as well as the data collection and analysis platform for these companies to deliver goods purchased online.
3．Information is of vital importance for supply chain managers as it supplies useful facts to them.
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4．The design of a logistics management information system should begin with a survey of customer needs and a determination of standards of performance for meeting these needs.
5．An advanced order processing system is capable of providing a wealth of information to various departments within the organization.
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Ⅴ Translate the following sentences into English.
1．经理们必须明白怎样收集和分析信息。
2．物流信息管理系统数据有许多来源。
3．一个信息系统通常包括硬件和软件。
4．这就是信息技术起作用的地方。
5．事实上，及时、准确的信息意味着价值。
Dialogue 2 Introduction to Supply Chain Management Information System
(Wilston was talking with John, they were discussing how to make decisions regarding supply chain management information system.)
Wilston：Since management information systems play a significant role in every stage of the supply chain by enabling companies to gather and analyze information, at present, our biggest problem is how to make a decision on supply chain management information system.
Dialogue 2 Introduction to Supply Chain Management Information System
John：I think there are several general ideas we should take in account.
Wilston：Oh, what are they?
John：Firstly, a management information system that addresses the company’s key success factors should be selected.
Wilston：How important about this, John?
Dialogue 2 Introduction to Supply Chain Management Information System
John：It’s like this. Every industry and even companies within an industry can have very different key success factors. By key success factors, the two or three elements that really determine whether a company is going to be successful.
Wilston：I am sorry. I don’t quite understand what you say. Could you explain it by giving me some examples?
Dialogue 2 Introduction to Supply Chain Management Information System
John：Of course. For instance, the ability to set inventory levels optimally is crucial in the PC business, in which product life cycles are short and inventory becomes obsolete very quickly. In contrast, inventory levels are not nearly as crucial for an oil company, in which demand is fairly stable and the product has a very long life cycle. For the oil company, the key to success would depend more on utilization of the refinery. Given these success factors, a PC company might pick a package that is strong in setting inventory levels even if it is weak in maximizing utilization of production capacity, and the oil company should choose a different product, one that excels at maximizing utilization even if its inventory components are not especially strong.
Dialogue 2 Introduction to Supply Chain Management Information System
Wilston：Now I understand. I think, Secondly, we should align the level of sophistication with the need for sophistication.
John：I agree with you. Management must consider the depth to which a management information system deals with the firm’s key success factors. There can be a trade-off between the ease of implementing a system and that system’s level of complexity.
Wilston：That’s right!
Dialogue 2 Introduction to Supply Chain Management Information System
John：Then, we should make clear that use management information systems to support decision making instead of making decisions. Management must keep its focus on the supply chain because as the competitive and customer landscape changes, there needs to be a corresponding change in the supply chain.
Wilston：That’s really a big question we should keep in mind.
Dialogue 2 Introduction to Supply Chain Management Information System
John：In addition, as we think about these, we should think about the future at the same time. The key here is to ensure that the software not only fits a company’s current needs but also, and even more importantly, that it will meet the company’s future needs.
Wilston：That’s good! By the way, we’ll have a meeting next Wednesday to make the decision, please inform all the people concerned.
John: OK.
Dialogue 2 Introduction to Supply Chain Management Information System
New Words and Phrases
significant adj. 有意义的, 重要的
element n. 要素, 元素,
optimal adj. 最佳的, 最理想的
crucial adj. 至关紧要的
obsolete adj. 荒废的, 陈旧的
stable adj. 稳定的
utilization n. 利用
Dialogue 2 Introduction to Supply Chain Management Information System
refinery n. 精炼厂
excel v. 优秀, 胜过他人
align v. 排列，使结盟
sophistication n. 复杂，尖端
implement v. 贯彻, 实现 v.执行
focus v. 定焦点, 集中
corresponding adj. 相应的
life cycle 生命周期
make clear 弄清楚
Dialogue 2 Introduction to Supply Chain Management Information System
Notes
1．Since management information systems play a significant role in every stage of the supply chain by enabling companies to gather and analyze information.
管理信息系统通过使公司能够收集和分析信息的方式，在供应链的各个环节起到了重要作用。
Dialogue 2 Introduction to Supply Chain Management Information System
2．A management information system that addresses the company’s key success factors should be selected.
应该选择那些能够促进公司成功的关键的管理信息系统因素。
Dialogue 2 Introduction to Supply Chain Management Information System
3．Management must consider the depth to which a management information system deals with the firm’s key success factors. There can be a trade-off between the ease of implementing a system and that system’s level of complexity.
经营必须考虑到针对公司成功因素的管理信息系统的深度，在系统执行的简单性和系统水平的复杂性之间要有一个制衡。
Dialogue 2 Introduction to Supply Chain Management Information System
Exercises
Ⅰ Oral Practice: practice the above dialogue with your partner until you can learn the lines by heart.
Dialogue 2 Introduction to Supply Chain Management Information System
Ⅱ Team work: make up a dialogue according to the following situation and practice it with your partner.
Situation：
Jane is a secretary of a logistical software after-sale service center. Now she is receiving the guest, who is willing to inquiry something about after-sale service.
Dialogue 2 Introduction to Supply Chain Management Information System
Tips：
1．If …may I return it?
2．If it doesn’t work properly, you may bring it back within a month.
3．The warranty is good for 2 years.
4．We have some questions about after-sale services.
5．Repairs take a maximum of 10 days.
6．How long is the warranty?
7．When will the guarantee expire?
8．All repairs are billed at cost.
Dialogue 2 Introduction to Supply Chain Management Information System
Ⅲ Write an e-mail to your customer, telling them politely and patiently like that:
Contents：
1．询问客户购买的物流信息软件运行的情况。
2．向客户介绍本公司新开发的系统升级软件。
3．征询客户对本公司的系统软件的意见或建议。
Dialogue 2 Introduction to Supply Chain Management Information System
Ⅵ Fill in the blanks with the words in the following box.
（Mr. James is negotiating the price for the software on logistical information system they developed with Mr. Brown whose corporation intends to buy it …）
cut accept confirmed adjusted investigated
increased original agreement profit cancel
Dialogue 2 Introduction to Supply Chain Management Information System
James: According to your requirements, we have ________ our information system and calculate the quotation again. As a result, we should have ______ our price by 5%. But in order to come to ________, our original quote remains unchanged. Hope you can make more efforts.
Brown: Thanks. We’ve _________ current market price, too. We’re surprised that your price is 30% higher compared with other companies. Even if you do not increase it, we cannot ________ it.
Dialogue 2 Introduction to Supply Chain Management Information System
James: 30%? You can’t be serious!
Brown: That has been _________ by our survey. I’m afraid I’ll have to _______ the deal if you don’t reduce your price.
James: How much do you want to take off?
Brown: 30% according to the listed price.
James: But that’s impossible. We won’t make any _______ at that price, 10% off the ________ price. How’s that?
Dialogue 2 Introduction to Supply Chain Management Information System
Brown: No way. 10% is still too high.
James: (thinking about his proposal for a while) All right then. I’ll _____ another 3%, and that’s my rock bottom price.
Brown: All right, that’s a deal.
Dialogue 2 Introduction to Supply Chain Management Information System
Supplementary Reading
Logistics Information
Supply Chain managers use information to make many important decisions relating to each of the supply chain drivers. Setting inventory levels requires downstream information from customers on demand, upstream information from suppliers on availability, and information on current inventory levels, costs, and margins.
Dialogue 2 Introduction to Supply Chain Management Information System
Determining transportation policies requires information on customers, suppliers, routes, costs, times, and quantities to be shipped. Facility decisions required information on demand and suppliers, as well as information on capacities, revenues, and costs within the company.
Information must have the following characteristics to be useful when making supply chain decisions:
Dialogue 2 Introduction to Supply Chain Management Information System
⑴ Information must be accurate. Without information that gives the true picture of the state of the supply chain, it is very difficult to make good decisions. That is not to say all information must be 100 percent correct, but rather that the data available paint a picture of reality that is at least directionally correct.
Dialogue 2 Introduction to Supply Chain Management Information System
⑵ Information must be accessible in a timely manner. Often accurate information exists, but by the time is it available, either it is out of date or if it is current, it is not in an accessible form. To make good decisions, a manager needs to have up-to-date information that is easily accessible.
Dialogue 2 Introduction to Supply Chain Management Information System
⑶ Information must be of the right kind. Decision makers need information that they can use. Often companies will have large amounts of data that are not helpful with decision making. Companies must think about what information should be recorder so that valuable resources are not wasted collecting meaningless data while important data go unrecorded.
Dialogue 2 Introduction to Supply Chain Management Information System
Ⅰ Answer the following questions
1．What are the main drivers of supply chain?
2．Which decisions can be made by supply chain managers to use information?
3．To make facility decisions, what are the helpful information?
4．What kinds of information are required to determine transportation policies?
Dialogue 2 Introduction to Supply Chain Management Information System
5．In order to set inventory levels, what kinds of information are required?
6．What are the features of useful information?
Dialogue 2 Introduction to Supply Chain Management Information System
Ⅱ Whether the following statements are true or false.
( ) 1. Without information supply chain managers are difficult to make important decisions.
( ) 2. Information must be 100 percent correct.
( ) 3. Up-to-date information is easily accessible at any moment.
Dialogue 2 Introduction to Supply Chain Management Information System
( ) accurate information exists out of date.
( ) 5. All the information is useful.
