Market Leader Extra
DVD files for Upper Intermediate
This transcript includes the
following clips:
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Business Skills Upper Int DVD CLIP 12
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WOMAN
We would love to start by the end of the month, is that possible?
LEE
I'm glad we agree on the terms, we're definitely excited to work with you, but I'm sorry
to say we can't begin that soon.
MAN, GREY SUIT
Yeah unfortunately that schedule just won't work out, we're finishing another
assignment right now so we won't be able to start this project that soon.
LEE
But we'll be finished in six weeks so we could start then, would that work?
WOMAN
Pablo, do you think that the board would sign off on the contract if we could start the
process in six weeks?
PABLO
If all their concerns are met I'm sure they'll sign off.
LEE
Wonderful, I'm so happy we were able to come to an agreement.
WOMAN
We are too.
PABLO
It'll be exciting to see how the cloud system changes our business.
WOMAN
Lee would you mind going over the terms of the deal for us one more time?
LEE
Certainly, so to sum up, Clear Moon will move your banking system to the cloud but
not your internal operations. The subscription fees will total one million dollars for four
years. We agreed on a total of four million dollars so the implementation cost would be
three million dollars. So your first year's payment will be two point five million dollars,
that includes the two million dollar retainer, the two hundred and fifty thousand dollar
subscription fee, and two hundred and fifty thousand dollars for the build. We'll
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complete the project by the end of this year, provided World Wide Bank can contribute
the necessary staff. Work is tentatively set to begin six weeks from today, but is
contingent upon receiving a signed contract.
DVD12 – 00:01:30.06 Do we all agree?

DVD12 – 00:01:32.15 PABLO

Sounds good to me.

DVD12 – 00:01:33.21 WOMAN

Me too.

DVD12 – 00:01:34.24 PABLO

Wonderful.

DVD13 – 00:00:00.09 WOMAN

We would love to start by the end of the month, is that possible?

DVD13 – 00:00:03.20 LEE

I'm glad we agree on the terms we're definitely excited to work with you, but I'm sorry
to say we can't begin that soon.

DVD13 – 00:00:11.01 MAN, GREY SUIT

Yeah unfortunately that schedule just won't work out, we're finishing another
assignment right now and so we won't be able to start this project that soon.

DVD13 – 00:00:18.11 LEE

But we'll be finished in six weeks so we could start then, would that work?

DVD13 – 00:00:22.21 WOMAN

Pablo, do you think that the board would sign off on the contract if we could start the
process in six weeks?

DVD13 – 00:00:27.23 PABLO

If all their concerns are met I'm sure they'll sign off.

DVD13 – 00:00:30.17 LEE

Wonderful, I'm so happy we were able to come to an agreement.

DVD13 – 00:00:34.08 WOMAN

We are too.

DVD13 – 00:00:35.23 PABLO

It'll be exciting to see how the new cloud system changes our business.

DVD13 – 00:00:39.12 WOMAN

Lee would you mind going over the terms of the deal for us one more time?

DVD13 – 00:00:43.18 LEE

Certainly, so to sum up, Clear Moon will move your banking system to the cloud but
not your internal operations. The subscription fees will total one million dollars for four
years. We agreed on a total of four million dollars so the implementation cost would be
three million dollars, so your first year's payment will be two point five million dollars,

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DVD13 – 00:01:04.21 that includes the two million dollar retainer, the two hundred and fifty thousand dollar
subscription fee, and two hundred and fifty thousand dollars for the build. We'll
complete the project by the end of this year, provided World Wide Bank can contribute
the necessary staff. Work is tentatively set to begin six weeks from today, but is
contingent upon receiving a signed contract. Do we all agree?

DVD13 – 00:01:32.15 PABLO

Sounds good to me.

DVD13 – 00:01:33.22 WOMAN

Me too.
DVD13 – 00:01:34.23 MAN, GREY SUIT
Wonderful.

DVD14 – 00:00:00.06 REBECCA

Can we discuss the next item on the agenda, and return to the subject of relocating
later?

DVD14 – 00:00:04.22 SARAH

Of course.

DVD14 – 00:00:06.01 REBECCA

Is that okay with you Tim?

DVD14 – 00:00:08.00 TIM

Sure.

DVD14 – 00:00:09.05 REBECCA

Thanks. Lets see, where were we? Okay lets move on to products. Sarah, would you
like to start?

DVD14 – 00:00:15.21 SARAH

Yes thanks. We were just wondering if you'd made any progress finding manufacturers
in China and Europe?

DVD14 – 00:00:22.18 REBECCA

Ravi, can you update us on Europe first? – Ravi, are you on mute, we can't hear you.

DVD14 – 00:00:30.21 RAVI

Sorry about that, I accidentally muted myself. I was saying that I found some good
options, once we identify which products we need to manufacture locally we will you
the best manufacturers at the best price.

DVD14 – 00:00:44.07 SARAH

Wonderful, thank you.

DVD14 – 00:00:46.03 REBECCA

In China we have a large number of manufacturers –

DVD14 – 00:00:48.07 TIM

Rebecca?

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DVD14 – 00:00:49.06 REBECCA

Yes?

DVD14 – 00:00:50.01 TIM

I'm sorry to interrupt, before I move on, I'd like to say something else about relocating.

DVD14 – 00:00:55.24 REBECCA

Oh, sure.

DVD14 – 00:00:57.12 TIM

Sorry, it's just that when Sarah and I brought this expansion proposal to you we had a
single goal in mind.

DVD14 – 00:01:04.15 REBECCA

And what was that Tim?

DVD14 – 00:01:06.08 TIM

That you would handle international business, and we would be able to meet with you
virtually when we needed to discuss important decisions.

DVD14 – 00:01:15.15 RAVI

Excuse me, can I interject something here. I would like to bring up something you
mentioned earlier Sarah.

DVD14 – 00:01:21.16 SARAH

Sure, go ahead Ravi.

DVD14 – 00:01:23.15 RAVI

Well, don't you feel like you need to be here to make sure that we maintain your
standards of quality with your products?

DVD14 – 00:01:31.11 SARAH

You – have a good point Ravi.

DVD14 – 00:01:34.14 RAVI

Well the best way to go about that would be for one of you to go to China and one of
you to come to Europe and work with me.

DVD14 – 00:01:43.09 SARAH

Hm. Do you mind if we take this off line for a moment?

DVD14 – 00:01:50.02 REBECCA

No please go ahead.

DVD14 – 00:01:55.03 SARAH

They do makes some good points Tim.

DVD14 – 00:01:57.05 TIM

I know, they do.

DVD14 – 00:01:59.03 SARAH

Um hm.

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DVD15 – 00:00:00.00 WOMAN

So tell us more about how our data would be secure, we can't share it with any third
parties.

DVD15 – 00:00:05.16 MAN, GREY SUIT

We understand your concerns, but you don't have to worry, only your employees would
have access to the data.

DVD15 – 00:00:11.10 WOMAN

Okay great, well let's table the security discussion for now, and let's talk about costs.

DVD15 – 00:00:17.14 LEE

Okay, our proposal breaks down into two basic parts, part one is the one time fee to
design and build the system, part two is the subscription to our service.

DVD15 – 00:00:28.11 MAN, GREY SUIT

A four year subscription runs to two million dollars, we project that the
implementation'll take one full year. The price for this is five million dollars.

DVD15 – 00:00:36.23 WOMAN

Hm. I see.

DVD15 – 00:00:39.05 LEE

Basically the entire project would come in at seven million dollars.

DVD15 – 00:00:43.13 PABLO

Wow seven million dollars. We were looking for something around three million total.

DVD15 – 00:00:49.01 LEE

But keep in mind you would only pay part of that this year, we invoice for the
subscriptions annually, we request the two million dollars up front as a retainer for the
build, then you can pay the remaining five million dollars of the fee over the four year
subscription term. It would only cost seven hundred and fifty thousand dollars a year.
DVD15 – 00:01:10.03 This year your cost is just three point two five million.

DVD15 – 00:01:13.16 WOMAN

It's still more than we expected.

DVD15 – 00:01:15.21 PABLO

How could we bring those costs down?

DVD15 – 00:01:18.17 LEE

Well, you don't have to move your entire company at once. How would you feel about
moving just your banking system for now, so just your customer accounts and not your
internal operations?

DVD15 – 00:01:30.11 PABLO

So if we do that will you reduce the costs significantly?

DVD15 – 00:01:34.03 MAN, GREY SUIT

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Let's see. That would take your subscription cost down to just one point two million,
we'd be happy to discount this to one million dollars to win your business.

DVD15 – 00:01:45.20 WOMAN

That sounds like a reasonable compromise.

DVD15 – 00:01:47.23 LEE

Unfortunately the two million dollar retainer is non negotiable.

DVD16 – 00:00:00.10 MARIA

So, I'm glad you feel like the wind energy project is possible. Of course we certainly
understand that three hundred wind turbines in one year is a lot to add. But we feel that
we have a strong team –

DVD16 – 00:00:16.02 MAN

Maria, I apologise for the interruption, we have an urgent call.

DVD16 – 00:00:21.09 MARIA

Okay. Ah, Glen, Petra, please excuse us for a moment. ..

DVD16 – 00:00:36.00 PETRA

So do you really think we can manage this project? Three hundred wind turbines in one
year is a huge undertaking. We've never managed a project of this size before and I'm
just concerned that we're taking on more than we can handle.

DVD16 – 00:00:51.18 GLEN

I wouldn't worry about it too much, I am confident that we'll figure it out. This is a huge
opportunity for us, just think of the contracts we'll get if we do this well. We could
potentially expand to companies in Georgia, Morocco –

DVD16 – 00:01:06.15 PETRA

Sorry to butt in Glen, but we don't have enough personnel. And our manufacturing's
already at its limit.

DVD16 – 00:01:14.17 GLEN

Do you mind if I finish? A lot of other countries are watching this project closely, we
can do it trust me, either way the pay off is worth the risk.
DVD16 – 00:01:25.14

DVD16 – 00:01:35.15 MARIA

I'm really sorry for the interruption. [coughs] As I was saying, we – recognise this is a
huge project, but we're willing to offer any help you need to complete it.

DVD16 – 00:01:50.08 GLEN

Thank you Maria, yes, it's a big project and, I agree that if we work together we can get
this done. Some of my staff are concerned that the project is too complicated for just
one year, but –

DVD16 – 00:02:07.14 MAN

Could I say something?

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DVD16 – 00:02:08.19 GLEN

Of course, go ahead.

DVD16 – 00:02:10.11 MAN

We understand that we're asking for the impossible, but that's why we asked for your
company. Wind Hime has an excellent reputation and we truly believe that this is not
beyond your capabilities.
DVD16 – 00:02:23:00 PETRA
I’m sorry to interrupt but even the best companies have limitations. I just think …

GLEN
To get back to what I was saying, even though the deadlines will be tight, I feel certain
that we can deliver and install the three hundred turbines over the next twelve months.

MARIA
That’s great news. Could I just ask one more question?

GLEN
No problem.

MARIA
When can you guys start production?

GLEN
Well, as soon as we sign the contract.

MARIA
Excellent.

MAN
Here we go.

DVD17 – 00:00:00.10 JAMES

So, that's how we've been doing so far, um, as you know we've been looking for ways to
increase our sales, and I think we have the perfect solution, but, it involves changing the
whole concept of our stores which is why I want to discuss it with you, as our investors.

DVD17 – 00:00:15.21 WOMAN INVESTOR

Pardon me, could I interrupt you here, um, I'd like to remind you that the reason we
invested in Zuma News is because we believed you had a strong idea, I am not sure I

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like the idea of a change in concept.

DVD17 – 00:00:29.07 JAMES

May I finish the point I was making I, I appreciate your concerns but I think I'll be able
to resolve them when you see how the new concept ties in with our current one. I'll
answer any remaining questions you have after the presentation, okay? As it turns out,
the big book store down the street no longer offers special discounts to teachers.
DVD17 – 00:00:51.22 Now, local teachers are very unhappy with this and while this is a disappointment to
them, it can be a great opportunity for us.

DVD17 – 00:00:59.00 WOMAN INVESTOR

I'm sorry to interrupt you James but, I'm not sure how that relates to us.

DVD17 – 00:01:03.20 JAMES

Just a moment please if I could just finish what I was saying I was about to address that
now, the book store –

DVD17 – 00:01:09.15 LEE

I'm sorry, I think I know where you're going with this but have you also looked at other
stores in the area?

DVD17 – 00:01:15.06 JAMES

Yes we have Lee but, perhaps we could return to that question later on. Now as I was
saying, ah, one issue for the customers is that the book store no longer offers any
incentive to teachers, so they're shopping elsewhere. These charts show our sales over
the same time period last year and this year.
DVD17 – 00:01:37.07 Ah, this spike happened immediately after the book store changed its policy towards
teachers, now our marketing division has some ideas on how to benefit from this.

DVD17 – 00:01:48.01 LEE

I'm sorry, James could you move to this side a bit I can't see the screen.

DVD17 – 00:01:51.14 JAMES

Oh sorry Lee, of course. Ah, as a result of this new opportunity, we're considering
moving from selling toys exclusively to a play and learn concept, ah, using our flagship
store as the pilot. Now, if parents and teachers respond positively to this, and we think
they will, we can replicate this for all our stores.

WOMAN INVESTOR
Excuse me for interrupting again …

JAMES
By all means, go ahead.

WOMAN INVESTOR
Would you mind telling us what this would mean for next year’s forecast?

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JAMES
Sure, I don’t mind answering a few questions at this point. Er, we haven’t run all the
numbers yet but we’re confident we’ll see an increase in sales fairly quickly. Erm, with
the added traffic of teachers and home-schooling parents, we should be able to start
growing again in about a year or so.

END

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