1. Learning Objectives  Enquiring about packing  Introducing packing  Making packing requirements  Negotiating terms of shipment  Writing a shipping advice

2. ◆ Speaking Task ◆ Warm-up Practice ◆ Listening Task ◆ Follow-up Practice ◆ Writing Task ◆ Reading Task

3. We need to discuss some questions about what we are going to learn in this unit. Sure, that’ll help us understand better about what we are asked to do.

4. 1) Why should commodities be packed? 2) How are cargoes classified? 3) What are the main types of packing? 4) What should be considered in packing the goods? 5) What are the main modes of shipment? 6) What are the advantages and disadvantages of each mode? 7) Why is the time of delivery so important? 8) How do we state the time of shipment? 9) What should be considered in deciding the time of shipment? 10) When the payment is made by L/C, the time of shipment is usually made in connection with the receipt of L/C. Why? 1. Questions for discussion

5. Introductory Remark Packing is one of the important ways to realize the value of commodities. It protects and prettifies commodities and forms an important process in the storage, transportation, and sales of commodities. In international trade, packing is also decisive in identifying commodities. Hence, packing is one of the key terms in business communication and negotiation. Shipment is a very important part of international trade because goods by the seller have to be delivered to the buyer abroad, and the delivery of the goods is to be made possible by transport service, by road, rail, sea and air. Usually there are three parties involved in most movements of goods: the consignor, the carrier and the consignee Shipment covers rather a wide range of work, such as buyers sending shipping instructions, sellers sending shipping advice, booking shipping space, chartering ships, appointing shipping agent, arranging shipment, nomination of vessels, etc.

6. Cargoes Cargoes fall into three groups: Cargoes Cargoes fall into three groups:  Bulk cargoes or cargoes in bulk : like wheat, mineral ore, coal, etc.  Nude cargoes: like plants, vehicles, bronze or steel plates or blocks.  Packed cargoes: all the other cargoes 1. transportation packing /outer packing/ big packing 1. transportation packing /outer packing/ big packing 2. selling packing / small packing / inner packing 2. selling packing / small packing / inner packing /immediate packing /marketing packing /immediate packing /marketing packing Packing

7. Factors Influencing the Nature of Packing 1. Value of the goods 2. Nature of the transit 3. Nature of the cargo 4. Compliance with customs or statutory requirements 5. Resale value of packing material 6. General fragility of cargo 7. Variation in temperature during the course of transit 8. Ease of handling and stowage 9. Insurance acceptance conditions 10. Cost of packing

8. Guidelines for Packing your Products  Pack the shipment in a strong container.  Fill the containers to capacity.  Distribute weight evenly within the container.  Use moisture resistant packing material, such as waterproof inner liners with moisture absorbing agents.  Use the special containers provided by carriers and private leasing companies.  Use shrink wrapping to help keep moisture out and prevent theft.  Don’t mark packages with the brand name of goods to prevent theft.  Minimise volume and weight.  Use cement coated nails.  Use straps on packages for extra strength.  Avoid over-packing.  Use simple shipping marks if possible.  Marketing packing should be beautiful and scientific.  Avoid previously-used, old cartons.  Use permanent markers to label package.  Remove old labels and obliterate old marking on package. Can you add more?

9. Time of Shipment/Delivery Ways to state the time of shipment in the contract 1. A definite time is given for shipment ● Shipment at or before the end of March. ● Shipment on or before May, 15th. ● Shipment not later than October 31st. ● Shipment during January. ● Shipment within sixty days. ● Shipment during Jan./Feb.

10. 2 、 When the payment is made by L/C, the time of shipment is usually made in connection with the time of receipt of L/C. ● The Buyer must open the relative L/C to reach the Sellers before 15 Oct. ● Shipment within 45 days after receipt of the relative L/C. 3 、 Recent shipment ● Immediate shipment ● Prompt shipment ● Shipment as soon as possible

11. Considerations for deciding the time of shipment 1. The supply of the goods 2. Transportation 3. The market conditions of the goods 4. The conditions of the goods

12. In this part you are going to listen two passages. Now listen and try to finish the exercises while listening. Are you ready?

13.  11.1.1 Listen to the following passage and answer the following questions. 1 ） Why is packing considered to be particularly important in international trade? Because goods have to travel long distances before reaching their destination — across oceans or continents. Accidents, rough weather, unloading and reloading on the way, everything has to be taken into consideration. 2) What are the rights for both the importer and exporter in the sales contract regarding packing? The importer has the right to expect that his goods will reach him in perfect condition and the exporter has to get them into a nice, compact shape that will stay that way during the roughest journey. 3) Why do large export firms establish a special department for export packing? Nothing is more infuriating to an importer than to find his goods damaged or part missing on arrival; and nothing is more likely to an exporter than to lose a customer. 4) What are being done to ensure the safe transport of goods? New packing materials are being developed which are light and strong, and new methods being found to ensure the safe transport of goods. 5) What is the general plan in all packing? The general plan in all packing is not only to make the goods secure for the journey, but also pack the goods as lightly and compactly as possible in order to minimize the freight charges.

14.  11.1.2 Listen to the following passage and fill in the missing parts. The cargo carried by a ship is listed in the manifest, which is a list of the bills of lading covering all the consignments on that vessel for that voyage. It is just one of the documents that are involved in the shipping of goods; the insurance policy and commercial invoice are among the others. The Customs and Excise authorities will examine all these. Clearing and forwarding agents are often used to handle the transportation of goods. They will arrange for the loading and unloading of the goods and arrange all the dock services that are needed. The shipping marks, which are stenciled on the cases, provide an easy way of identifying the items in a consignment when they are unloaded. The marks are described in the manifest, which is again inspected when the goods are cleared through Customs on reaching their destination.

15. In this part you are going to read two dialogues in pairs and then you will be asked to answer some questions about what you have read. Please read louder!

16. 1 ) What is the way of inner packing for blouses ？ As to the packing of blouses, a polythene wrapper is used for each article, all ready for window display. 2) What about the outer packing for the blouses? The blouses are packed 10 dozen to one carton, gross weight around 25 kilos a carton. 3) Why are cartons used for packing blouses ？ The cartons are comparatively light and therefore easy to handle. Blouses are not fragile goods. They can stand a lot of jolting. 4) Why is Mr White worried about cartons for packing his goods? He is afraid that cartons are not strong enough for such a heavy load. Besides, the goods are to be transshipped at London. If the boxes are moved about on an open wharf, the dampness or rain may get into them. This would make the blouses spotted or ruined. 5) What was Mr Huang’s explanation then? The cartons lined with plastic sheets were waterproof, and as the boxes were made of cardboard, they would be handled with care. 6) Did Mr White accept Mr Huang’s way of packing the blouses in the end? He couldn’t decide himself. So he would phone his boss for instructions on the matter. 11.2.1 Read the dialogue and then answer the following questions.

17. 11.2.2 Read the dialogue and then answer the following questions 1) How was the time of delivery stated in Mr Wan’s quotation?  The time of delivery will be in November. 2) What time did Mr Tyler want his goods shipped?  He wanted shipment effected before late September. 3) Why couldn’t Mr Wan advance the shipment as Mr Tyler required?  Because it took much time to prepare the goods, send the goods by train to the loading port, and book the space of a steamer. Besides, liner space for Europe up to the end of next month had been booked up. 4) What terms of shipment did they agree upon after negotiation?  Shipment will be made by first available steamer in October with port of delivery being any European Main Port and transshipment not allowed. 5) If Mr Tyler wants the goods shipped in time, what should he do?  He should open the L/C in time and have it reach the seller 60 days before shipment. 6) Why did Tyler ask Mr Wan to send him the shipping advice as soon as the goods were on board? (Open)

19. PRE-READING QUESTIONS FOR PAIR WORK 1. What are the commonly used modes you know in international cargo transportation? 2. In the transportation of goods, what factors do you have to consider?

20. Questions 1. What are the major means of transportation mentioned in the passage? The major means of transportation mentioned in the passage are railroad, airplanes, ships, trucks, and pipelines. 2. What transportation mode would be profitable to ship fancy fruits to the Pacific Northwest to Scandinavia? Jet-cargo aircraft. 3. What products can be transported by railroad? Why? Bulk products that are low in value in relation to their weight and that must travel great distances. Because trains can go only where there are tracks, railroads can directly serve only points on railroad lines. 4. What has increased greatly over the past two decades? Why? The use of air freight. Because air freight now uses high-speed, supercargo planes to move bulk goods. Containerization permits more efficient use of aspect in planes, and the speed of air transport allows great efficiency. 5. Why have waterways long served for transportation? Because cargo ships and barges move bulky goods at low cost and low speed. The loading of truck trailers directly onto ships and barges brings some flexibility to water transportation. Barges moved by tugboats have long been used to move railroad cars. 6. Why are offshore ports being constructed for unloading? With the development of container ships, large quantities of goods can be stored in their holds and also in standardized and easy-to-handle containers on the decks. New super- ships are too big for many harbors, so offshore ports are being constructed for unloading. 7. What goods can be moved in pipeline? How can coal be moved in pipeline? Such goods as gasoline, crude oil, natural gas and even solids like coal can be moved in pipelines. The coal is ground into a powder that is mixed with water to form slush and moved through pipelines.

21. In this part you are going to learn how to write a shipping advice.

22. Shipping Advice The shipping advice is a notice to the importer on summary of the shipment. If a transaction is concluded on a CIF or CFR basis, the exporter should, before or after effecting shipment, notify their dispatch to the importer. In case of CFR transaction, a shipping advice is also necessary for the importer to cover insurance of their goods based on the shipping advice. Moreover, the importer may know when to receive the goods and arrange with a customs broker for the cargo clearance. Sometimes, Xeroxed copies of the relevant copies of shipping documents are also sent together with the advice to ensure that in case the original is belated, the importer can take delivery with them.

23. What does a shipping advice usually include? A shipping advice usually includes the following information: 1) The name of the ship used to dispatch the goods; 2) The name of the goods, the quantity and value ； 3) The date and number of Bill of Lading; 4) The date and number of the Contract; 5) The name of the shipping port/loading port; 6) The estimated time of departure (ETD); 7) The estimated time of arrival; 8) The packing conditions; 9) Whether the draft drawn under the relevant L/C has been negotiated 10)Together with relevant shipping documents (Xeroxed copies); 11) Other information as delay of shipment, transshipment or change of L/C; 12) Thanks for patronage.

24. Sample Shipping Advice Date: Our Ref. No.: Dear Sir or Madam, We are pleased to advise that your Order No. __________covering _________ dated ___________under L/C No _________has been shipped via ___________, which is estimated to depart from ______on _________and estimated to arrive at __________on _________. Enclosed please find following copies of shipping documents: ______Commercial Invoice ______Packing List ______Bill of Lading, Non-Negotiable Copy ______Insurance Policy/Certificate ______Inspection Certificate (Report) ______GSP Form A ______Certificate of Origin ______Customs Invoice ______Beneficiary's Certificate Thank you for your patronage. We look forward to the pleasure of receiving your valuable repeat orders. Yours faithfully,

25. Sample Shipping Advice Dear Sirs, RE: L/C No. M05125, S/C No. MED 05188 We are pleased to inform you that we have shipped the covering goods according to your instruction by M.S. “Dongfeng”, which sailed from Shanghai yesterday and is due to arrive at Hamburg on 8th June. The details are given below: Name of Commodity: PROCAINE HCL BP93/USP23 Quantity: 400 DRUMS 10000.00 KGS GW 10800.00KGS NET WT 10000.00 KGS Total Amount: USD65500.00 Enclosed please find copies of the following relevant shipping documents: Commercial Invoice No. ARD8199 in duplicate Packing list No.24566 in duplicate Non-negotiable Bill of Lading No.AD458 in duplicate Insurance Policy No. SHO2/PYCK20048998 Inspection Certificate NO. CH200566289 As desired, we have drawn a draft at sight for USD65500.00 to cover the shipment and negotiated it through Bank of China Hangzhou sub-branch under your L/C No. M05125. We trust the above shipment will reach you in perfect condition and expect to receive your further orders before long. We appreciate the business you have been able to secure for us and assure you that all your future correspondence, enquiries and orders will continue to receive our careful attention. Yours faithfully,

26. Writing Practice You have just completed the arrangements for shipping the goods to a British company, Kimpton Brothers Limited. Now write a letter to notify their dispatch based on the following details. Buyer: Kimpton Brothers Limited 10-14 Hewett Street London EC2A 3HA UK L/C No. KB04280 S/C No. HZF200482 Commodity: Dehydrated White Onion Slices 1st Grade Quantity: 20M/T Total amount: US$ 40000.00 Carrying vessel: M.S. DONGFENG ETD: August 8 Names of the shipping port and loading port: from Shanghai to Antwerp

27. Practice makes perfect We will practice what we have learnt in this unit. Yes, let’s do it!

28. 1. Questions and Answers What would you say? 1.A: How are you going to pack these blouses? B: _______________________________________________ 2. A: What about the outer packing of the blouses? B: ________________________________________________ 3. A: Do you have any specific request for packing? B: ________________________________________________ 4. A: I’m afraid the cardboard boxes are not strong enough to stand rough handling. Why not use wooden cases instead as outer packing? B: ________________________________________________ 5. A: It is imperative that you take special precautions to prevent a recurrence of this damage. B: ________________________________________________ 6. A: Would you please tell me when and how you ship the goods? B: ________________________________________________ 7. A: How long does it usually take you to make delivery? B: ________________________________________________ 8. A: Could you do something to advance your time of shipment? B: ________________________________________________ 9. A: Don’t you think it’s acceptable to have the goods transshipped at Hong Kong? B: ________________________________________________ 10. A: I hope that the goods can be shipped promptly after you get our L/C. B: ________________________________________________

29. Describe what the two parties do when they talk about packing. Seller’s action Buyer’s action 卖方保证使用符合出口标准的箱装材料 买主要求木箱包装，内衬防水材料 木箱包装成本高，瓦楞纸板箱能承受各种运输 买主要求每个箱子里垫有泡沫塑料以免货物受压 询问每件包装的重量与体积 外包装上要标明 “ 易碎品 ” 和 “ 小心轻放 ” 字样 1 2 3 4 5 6 2. Description 6

30. Describe what the two parties do when they talk about the shipment. Importer’s action Exporter’s action 进口商希望海运， 尽快装运 10 月份舱位已经订完，装船期不迟于 11 月 10 日 装运港上海，目的港鹿特丹 用 “ 玫瑰 ” 号定期船运货 由于货量大，要求允许分运和转运 不允许转运，但可分两批装运 装船后及时将装船通知发给进口商 1 2 3 4 5 6 7

31. 3. Presentation Practice Make a short presentation on one of the following topics. Try to find as much information as you can from different sources available for your talk. Describe the role of packing in international trade Describe the advantages and disadvantages of some major means of transportation What should be considered when negotiating packing and shipment terms with your customers? Relevant topics of your own choice

32. 4.Translation Practice 1) 商品不仅要货真价实，还要能吸引人，因为有许多类似的服装与之竞争。  With competition from similar garment producers, the merchandise must not only be of good value but also look attractive. 2) 我们相信自己的产品品质优良，特别是独特的包装，一定会有助于你推销这 些产品。  We are confident that the fine quality of our products, especially the unique design of the packing will help you promote the sales of our products. 3) 我们可以保证包装适合海运，但不能对每一种损失都负责。  We’ll make sure that the packing is seaworthy, but we can’t commit ourselves to being responsible for every kind of mishap. 4) 一种优质产品的售价不仅限于内在质量，而且也包括它的外观 — 包装。  The price of a fine quality product must not only be superior in quality but also attractive in appearance — packing. 5) 纸板箱相对来说较轻，容易搬运。不会和其他重货堆置在一起。另外，我们 会用铁皮带加固纸板箱。  The cartons are comparatively light and therefore easy to handle. They won’t be stowed with other heavy cargoes. Besides, we’ll reinforce the cartons with iron straps.

33. 6) 适宜的包装可经得起长途海运、野蛮装卸、颠簸并可避免偷窃、而包装 不当，货物会严重生锈和损坏。  Proper packing is strong enough to stand long sea voyage, rough handling, jolting and shock, and to discourage pilferage; otherwise, the goods are terribly rusty and damaged. 7) 很抱歉，我们不能满足你方要求。问题是下个月舱位已经没有了。  I’m sorry to say that we can't meet your requirement. The trouble is that there will be no shipping space next month. 8) 有一点我必须说的，我们将按时交货，但是你方的信用证必须在装运前 30 天到达我处。  One point I should add is that we’ll ship the goods duly, but your L/C must reach us 30 days before shipment. 9) 由于惟一停靠我港口的月班直轮刚刚驶离，货物只能下月装运。  As the only direct steamer which calls at our port only a month has just departed, the goods can only be shipped next month. 10) 我们宁可要直达船，因为转船会增加费用和受损的风险，而且有时可能 会耽误到货时间。  We prefer direct sailings as transshipment adds to the expenses, the risk of damage, and sometimes may delay the arrival.

34. 5. Role Play 1) You sell terra cotta products. Mr Coleman, a British importer, is very interested in your products. After a number of problems regarding the purchase of the products have been settled, Mr Coleman puts forward the subject of the packing method. Now discuss it with him with the help of the following points. His requirements: ● vases easily broken, packing strong enough to stand rough handling in transit ● packing also as light and compact as possible to keep freight costs down ● attractive inner packing to help the sales ● 2 or 3 different designs and colors in each box, convenient to make distribution to retailers ● use wooden cases if possible Your suggestions: ● cardboard boxes for terra cotta products, with shockproof filling materials, one dozen to one box ● your recommendations appreciated ● your way of packing costs more, the balance shall be borne by the importer

35. 2) Having settled the questions of price, quality and payment concerning the transaction of the silk blouses, you are now discussing the last question of packing with Mr White. Your dialogue should include the following points. ● You first introduce the usual ways of packing for garments. ● Ask for some suggestions about packing of silk blouses. ● Mr White insists on using wooden cases for the silk blouses. The main reason is that the cartons are not strong enough to stand a long sea voyage. ● You should tell him your experience in packing and give the substantial reasons why you use the cartons instead. ● At last Mr White agrees with some suggestions.

36. 3) You are having a talk with an English businessman about the time of shipment. He asks you to make shipment in March. The reason is that he wants to place the goods on the market in time. Owing to the heavy commitment on hand, you are not in a position to do so. The best you can do is in the middle of April. After some discussion you come to a solution — 50% shipped in March and the balance in the middle of April. 4) You sell garments. A businessman from America has ordered a total of $80 000 worth of your garments, which include great varieties to be marketed for the right season. He wants to get these goods there fast — within 8 weeks. You tell him that you can’t promise anything. The best you can do is to ask the manufacturer to step up production. There also seems to be a problem with chartering the ship. You will do all you can because you don’t want to lose this big deal.