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Glossary

Make sure that you know these words. Find Russian equivalents to them.

a high-quality range of goods – a group of goods of high quality

headquarters (HQ) – the main office of an organization where the people work who control a large organization such as the army, police or a big company

revenue – the income that a government or company receives regularly

subsidiary = affiliate – a company which is owned by a larger (parent) company

distributor – a company that sells products for a company that makes them

to invest – to put money, effort, time etc. into something to make a profit or get an advantage

multinational corporation – the company which operates in many different countries

export-oriented company – a company that looks for overseas markets

to market – to offer for sale

to compete – to try to be more successful than someone or something else

to contact smb – to communicate with someone by telephoning them or sending them a letter, email, etc

to run a company/an organization – to control; to be in charge of and cause to work

coverage – the amount of time and space given by television, a newspaper, etc. to a particular subject or event

total sales – sales by all manufacturers; the whole value of the goods sold by an organization in a given period

to be concerned about (for) – to be worried

purchasing pattern – the regular way in buying goods

to maintain the market share – to keep the market share at the same level

forecast – a description of what is likely to happen in the future based on the inform that is available now

Θ The Can-Am Sports Corporation of Canada is the largest producer of baseball and American football equipment outside the US. Its distributor in Europe is Touchline Trading UK. Interest in these sports is growing fast in Europe. Can-Am’s sales in the European market are also growing fast. However, Can-Am is concerned about Touchline.

Read this extract on Can-Am Sports from the international company handbook

GENERAL Can-Am is a Canadian corporation which manufactures and sells a high quality range of baseball and American football clothes and equipment. Can-Am is a multinational corporation with headquarters in Toronto. It is the largest manufacturer of American sporting goods outside the US. INTERNATIONAL 75% of Can-Am’s annual revenue comes from export sales. The group has major subsidiaries in the US, South Korea, and the Philippines. It sells its products in Europe through an exclusive distributor. Touchline Trading UK. FUTURE TRENDS More export-oriented than its bigger US competitors, Can-Am is expected to invest heavily in the growing European market. Group sales abroad are expected to grow at an annual rate of 22% for the next three years.

Θ Now listen to a recorded summary of the extract.

Exercise 1. Find the definition (1-7) for each of the words (a-g) below.

a) multinational corporation 1) several companies in the same organization

b) manufacturer/ producer 2) a business run for profit

c) group 3) a company which operates in many different countries

d) distributor 4) a company that is owned by a parent company

e) subsidiary/affiliate 5) a company that makes products with machines

f) company 6) a company that looks for overseas markets

g) export-oriented company 7) a company that sells products for a company that

makes them

Exercise 2. Tick the correct facts.

Can-Am has one distributor in Europe. √

1. Can-Am’s administrative centre is in Toronto.

2. Can-Am’s products are excellent.

3. Can-Am sells more at home than overseas.

4. Can-Am operates in several different countries.

5. The biggest manufacturers of American sporting goods are outside the US.

Θ We talked to Can-Am’s International Vice President, Thomas Willhite, who gave us some background information on the company. He is concerned about Can-Am’s European sales.

Θ Listen to the recorded interview with Thomas Willhite and then correct the errors in the journalist’s notes below. Then sum up the conversation.

Interview with Thomas Willhite Background information on Can-Am Willhite position in Can-Am International Vice President, responsible for export sales Type of company - Multinational corporation Manufactures and markets sporting goods Main product lines Baseball equipment, American football equipment Position in market – 7th Main markets 75% of annual revenue is in US European market important Sales in UK poor. European distributor – Touchline Trading UK

Exercise 3. Complete this index card on Can-Am. Use the information in the interview and in the extract from the international handbook. Then fill in a card for your own company.