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Show 4 The Utah Enterprise Review , January 19, 1977 Doing Business Abroad James E. by Ferguson Director ofMarketin g. Salt Lake International Center Initial Contact Perhaps by now you have decided to initiate an exporting program and have chosen your method of exportation. Now is the time to prepare communications with your foreign buyers. Your first and most frequent form of communication with a foreign buyer will probably be by letter. Therefore, it is necessary to master the art of writing prompt, courteous and informative responses. Always make sure you understand the nature of an inquiry. If it is written in a foreign language, procure a professional translation. Business terms can often be complex, and even foreign language instructors, if they have not had adequate training, can be perplexed by the terminology. Unless specifically requested to respond in the foreign language, English should be used, as it is the language you know best, and can be utilized to the maximum for making your sales proposals. Avoid slang expressions and confusing sentence structures. The clearer the letter, the better the buyer will understand the terms. American business practices are often considered too mechanical and impersonal by the foreigner who is accustomed to more leisurely business transactions. Take time to formulate your thoughts definitively. Be sure to show enthusiasm and friendliness. If the inquiry is for general information on your product, write an introductory letter on the Company, its international experience and product highlights. Descriptive catalogs and price sheets should be enclosed so the buyer can determine if this is, indeed, the merchandise he wants. Offer your services to specific items. If you want the sale, show you are willing to assist him in completing the transaction. The specific inquiry should be handled in greater detail and a pro forma invoice included. The pro forma invoice is a formal quotation, itemizing information on the product, its cost, shipping charges, terms (f.o.b., c.i.f., etc.), manner of payment, how long prices will remain in effect, method of shipment, ports of embarkation, and debarkation. This information is essential before an import license can be secured by the buyer, and may also be required to obtain financing. The sooner this is available to the buyer, the faster the order may be placed and the sale completed. A copy of the pro forma invoice should be kept for reference should an order be received. Before mailing your letter overseas, check for the following: Letterhead includes full name of the company, address, including U.S.A., cable information, telephone number and banking reference. 2. Any enclosures mentioned in the letter included. 3. Postage has been calculated for air mail as surface mail may take up to three months for delivery. Also, request that reply be sent air mail. 4. Have letter individually typed. If your business volume does not permit this, have form letters typed on an automatic typewriter, which gives the appearance of original typing. 5. Personally sign the letter. If you prefer to handle your inquirer by cable or telephone, many of the above precautions will apply. Prepare a cable in a brief, but thorough, language so the buyer can have all the information he needs. In the case of a telephone response, prepare a checklist of all the points you wish to cover. These latter two means are becoming more prominent with improving telecommunications. As they are very effective timesavers, their use should be given serious consideration. 1. Federal Reserve Appoints SLC Director Robert E. Bryans, chairman of the board and chief executive officer of Walker Bank and Trust Company, Salt Lake City, has been appointed as a director of the Salt Lake City Branch, Federal Reserve Bank of San Francisco. He replaces Roy W. Simmons, who has served the maximum term as a member of the board. Bryans has been active Page 13b Interstate Considers Conversion to Coal Interstate Brick is considering a change from gas to coal as a fuel source to fire its ovens. According to Harold Cahoon, president and general manager of the Division, the plant could save about $200,000 a year by switching fuels, based on todays gas rate. He estimated it w'ould cost about $400,000 to make the conversion. Presently, Interstates alternate fuel is propane. Were considering the change because coal is more available than gas, and we wouldnt face curtailment in the winter, Cahoon said. He added modern technology now makes coal burning clean, where it wasnt before. "We wouldnt have any problem with air pollu- tion, he said. Skaggs Initiates Training Program Nine Skaggs Drug Center clerks are participating in a pilot manager training program. "We have been growing so fast over the past two years, explained Quinn McKay, senior vice president, "we havent been able to train people the way we used to. Consequently, Skaggs administrators have developed a test management training program. Trainees receive assignments, study manuals and trade journals, and attend seminars. They stay in the program until they are actually placed as store managers. on-the-j- ob Explained McKay, Skaggs stores operate with a great deal of autonomy, each manager undertaking purchasing, merchandise manBeagement and hiring. cause of this greater responsibility, McKay believes managers more skilled in how to manage people, he said of the program. Skaggs currently operates 247 stores across the Sun Belt of the U.S. between Seattle and Florida. All training will take place in Skaggs Salt Lake require more training. Were trying to build people with a broader prospective; people who are In sunny, scenic Utahs Dixie! 4 great golf courses. Near Zion Park and other recreation areas. Complete family or convention facilities. Get glowing today! Call or write: Information Center 97 East St. George Blvd. St. George, Utah 84770 801-673-36- 71 AIM CARGO to SAN FRANCISCO and LOS ANGELES Sunday thra Friday Next morning delivery in-hou- nd and out-houn- d! in the banking profession since 1945, when he joined the First National Bank of Casper in Wyoming as a teller. As his first and only employer, he became president and chief executive officer of the bank in 1970. In 1974, he was offered his present position with Walker Bank and Trust Company, succeeding A. B. Kesler, Jr. Adelphic Cargo Enterprises Salt Lake International Executive Terminal Airport, (801) 533-081- 8 |