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Importing – Protecting Your Interests with Supply Agreements 进口──藉供货合约维护己方利益

课文朗读

课文讲解

繁體中文譯本

Importers are the middlemen in trade. They broker deals between foreign suppliers and local customers. To limit the chances of getting cut out of a deal, importers must negotiate a formal supply agreement with their suppliers. The supply agreement is a contract that provides both parties with security and limits possible disputes. However, it is also subject to negotiation, the outcome of which determines who gets a bigger piece of the pie.

进口商是贸易的中间人，在国外供货商与本地顾客之间做为媒介交易的桥梁。为了降低生意做不成的机率，进口商必须与自己的供货商交涉出一份正式的供货合约。供货合约是法律契约档，让双方都得到保障，同时减少发生纠纷的可能性。不过，供货合约是可以商量的，得到的结果就决定是谁的利益比较大。

The supply agreement dictates what products an importer may carry and where it may distribute them. Some suppliers forbid the importer from carrying competing products. This kind of clause potentially limits sales, since customers usually want a range of competing products to choose from. However, it’s worthwhile if the supplier offers territorial exclusivity. In this case, the importer is the only agent selling the supplier’s product in a clearly-defined territory.

供货合约内载明进口商能进口的货物项目和能铺货的所在。有些供货商会禁止进口商进口其他会形成竞争的类似货品。这种条款无形中会限制销售业绩，因为顾客通常要有许多同性质互相竞争的货品，好方便挑选。不过如果供货商愿意给地区独家代理的话，那就值得。因为在这种情况下，这一家进口商在合约载明的一定范围内，它是唯一一家卖这项产品的店家。

Suppliers may also want to include performance targets like sales quotas and minimum sales calls in a supply agreement. Such terms give suppliers a way to void the contract if sales are unsatisfactory.

供货商或许也会想在供货合约内载明目标业绩，像是销售上限与最低销量。这些条款让供货商一旦碰到销售状况不理想时，有借口可以废约。

When the stakes are high, it’s tempting to eliminate the middleman. If you’re in the middle, a strong supply agreement should keep you in the game.

当赌注大时，就很有可能把中间人淘汰出局。如果你是居中的媒介者，那么强有力的供货合约能保障你待在场子里不出局。

Vocabulary

单词发音

broker [ˋbrokɚ] v. 就交易/协议/条约等进行调停

cut [kʌt] n. 停止，切断(供应)

subject [ˋsʌbdʒɪkt] adj. 受...控制; 受……的支配 [+to]

a piece of the pie  一份收益

dictate [ˋdɪktet] v. 规定，要求

carry [ˋkærɪ] v.（商店）备有（货品），有……出售; 运送; 运载

clause [klɔz] n.（文件的）条款

exclusivity [ɛkskluˋsɪvətɪ] n. 排外性; 独享；独有

quota [ˋkwotə] n. 限额; 配额

call [kɔl] n. 必要，需要

void [vɔɪd] v. 使无效；把……作废

tempting [ˋtɛmptɪŋ] adj. 诱惑人的；吸引人的

middleman [ˋmɪd!͵mæn] n. 经纪人；掮客；中间人

Sentence of the Day

If importing middlemen aren’t cautious, they can get a raw deal.

进口商居中媒介如果不注意，得到的可能不是一笔公平的交易。

a raw deal  不公平的对待

课文讲解

Kay greets her company associate Steve as he returns from a business trip:  公司同事史提夫从国外出差回来，凯向他打招呼：

K: So, how did it go? Did you meet with a lot of suppliers?

所以说，你的旅行结果如何？有和很多供货商碰到面吗？

S: I was wined and dined by several firms, but I only began discussing terms with one of them.

有好几家公司请我吃饭，但我只开始和一家讨论到条件。

K: Well, I hope that’s because they offered us a hefty commission and not because of your filet mignon.

我希望是因为他们提供给我们丰厚的佣金，而不是因为你吃了腓力牛排的关系。

S: Frankly, the commissionthey offered wasn’t as good as the dinner we ate. They only offer 4 percent f. o. b., but I was able to negotiate promotional support. They also offered full support for product servicing and warranties.

老实说，他们给我们的佣金没有我们吃的那顿晚餐那么棒。他们只给离岸价【注】百分之四的佣金，但是我有交涉关于协助促销方面的事。他们也会尽全力支持售后服务和产品保证。

K: Great. Cost sharing might be more beneficial in the long run. What about their order priority? Some suppliers give priority to domestic orders and make their international customers wait.

很好。就长期来看，分摊费用是比较有利的。那他们订单的优先级呢？有些供货商优先出货给国内买家，让国外买家等候。

S: They wouldn’t budge on that, but they did offer to improve their order lead time from thirty days to twenty days.

对这点他们不肯让步，不过他们同意了改进订单的排队时间，由30天降为20天。

K: Hmmm… the terms sound reasonable, but there’s still one issue: do you think they’ll try to eliminate us from the equation once they know who our customers are?

嗯…这条件听起来合理，不过还有一个问题：你想一旦他们知道我们的客户是谁以后，会不会就想把我们从原先的考虑中排挤掉？

S: Our supply agreement helps, but there are no guarantees. This company seems reputable enough. Well, at least, the Cognac they gave me shows they have good tastes.

我们的供货合约可以帮得上忙，但是不一定保证有效。这家公司似乎有相当好的声望。至少，他们送给我的干邑白兰地显示出他们品味不差。

－by Howie Phung

【注】：f.o.b.「离岸价格」是free on board的缩写。

Vocabulary

单词发音

wine and dine 吃喝, 以好酒好菜款待 provide with food and drink, usually lavishly

hefty [ˋhɛftɪ] adj. 大量的﹐ 巨额的

commission [kəˋmɪʃən] n. 佣金

filet [fɪˋle] mignon [ˋmɪnjɑn]  菲列牛排

warranty [ˋwɔrəntɪ] n. 保证, 保用; 保证书

in the long run  从长远来看, 最后

priority [praɪˋɔrətɪ] n. 优先权；先取权

budge [bʌdʒ] v. 改变意见；让步

lead time  提前期; 产品设计与实际生产间相隔的时间；定货与交货间相隔的时间

term [tɝm] n.（契约，谈判等的）条件；条款

equation [ɪˋkweʃən] n.（多种因素需加以综合考虑的）平衡

guarantee [͵gærənˋti] n. 保证；商品保证；保证书

reputable [ˋrɛpjətəb!] adj. 声誉好的

Cognac [ˋkonjæk] n.（法国）科涅克白兰地

Sentence of the Day

When negotiating order priority, the suppliers Steve met with were hard as nails.

交涉订单顺序时，史提夫碰见的供货商态度强硬不愿让步。

hard as nails  冷酷无情