Unit 11 Packing Teaching Objectives Knowledge Requirements 1

Unit 11 Packing Teaching Objectives: Knowledge Requirements: 1 To make students be familiar with some terms of packing 2 To enable students to know the essential components concerning packing Competence Requirements: To have students understand write the letters connected with packing

Part One Introduction • Packing is of great importance in foreign trade. It may be appropriately said that packing is to goods as what clothing is to man. The ultimate purpose of packing is to keep the transported goods in prefect condition with nothing missing on arrival. Good packing must be able to stand the roughest transportation. Packing can be divided into transport packing (usually known as outer packing) and sales packing (usually known as inner packing). Transport packing is done mainly to keep the goods safe and sound during transportation. It must not only be soiled enough to prevent the packed goods from any damage, but also pilferage-proof, easy to store, convenient to load and unload. Sales packing is done mainly to push sales. It is now universally recognized as a decisive aid in selling household consumer goods. It can be realized in various forms and with different materials as long as it is nice to look at, easy to handle and helpful to the sales. Still, there is another category of packing, called “neutral packing”. This kind of packing carries no mark of the name of the origin country of the packed goods and no sign of the original trademark, with the view to elude the tariff of the import country or satisfy the buyer’s special requirements. • Letters about packing issues should be concise and clear. In such letters, the seller can describe in detail to the buyer his customary packing of the goods concerned and also indicate clearly that he may accept any required packing at the expense of the buyer. The buyer can inform the seller of any formerly unexpected requirements or fears about the packing. Any changes regarding packing stipulated in the contract should be mutually discussed and determined before shipment.

Part Two Packing and Sample Letters • 2. 1 Structural Parts of Packing Letter • Analysis of Letter of Packing Requirements (See the table)

• Upon the above analysis, we may come to the impression and conclusion that: • Structural parts of letters for packing generally consist of the following sections: • Section 1: Identify the reference letter; • Section 2: State your reasons for such packing requirements; • Section 3: Make your detailed packing requirements; • Section 4: Ask for approval or co- operation & urge a prompt reply or shipping advice;

2. 2 Samples of Letters about Terms of Payment • Sample 1 Describing Detailed Packing Method • Dear Sirs, • In reply to your letter of the 31 st August inquiring about the packing of our Trip Scissors, we wish to state as below: • Our export Trip Scissors are packed in boxes of one dozen each, 100 boxes to a carton. The dimensions are 17 cm wide and 50 cm long with a volume of about 0. 026 cubic meters. The gross weight is 23. 5 kg, while the net weight is 22. 5 kg. As to the shipping marks outside the carton, in addition to the gross, net weight and tare, the wording “MADE IN THE PEOPLE’S REPUBLIC OF CHINA” is also stenciled on the package. Should you have any special preference in this respect, please let us know and we will meet you to the best of our ability. • Taking this opportunity, we would like to inform you that we used to pack our scissors in wooden cases but after several trial shipments in carton packing, we found our cartons just as seaworthy as wooden cases. Besides, cartons are less expensive, lighter to carry and cost lower freight. So, nowadays more and more clients are preferring carton packing to wooden case packing. We trust that you will agree to our opinion and accept our carton packing. • We thank you in advance for your early reply. • Yours faithfully, • ……

• Sample 2 Informing the New Packing • Dear Sirs, • We are pleased to inform you that for your future orders we shall pack our garments in cartons instead of in wooden cases, as packing in cartons has the following advantages: • A. It will prevent skillful pilferage as the traces of pilferage will be more in evidence. • B. It is fairly fit for ocean transportation. • C. Our cartons are well protected against moisture by plastic lining. Cartons are comparatively light and compact, so they are more convenient to handle. • Our comments above come from a comparative study of the characteristics of the two modes of packing, i. e. carton packing and wooden case packing, as well as the results of shipments already made. We hope you will accept our carton packing and assure you of our sincere cooperation. • With best wishes. • Yours faithfully, • ……

• Sample 3 Improvements on Packing • Dear Sirs: • • We are pleased to inform you that 50 cases of adjustable wrenches you shipped to Lagos on March 18 th have arrived in perfect condition. This shows that you have made a great deal of improvement in packing. • • As for the pliers to be shipped to us, we would like you to have them packed in boxes of 2 dozens each, 100 boxes to a wooden case. We trust you will give special care to the packing in order to avoid damage in transit. • • Kindly let us know if you can meet our requirements. • With our best regards. • Yours faithfully, • …… • Notes: • adjustable wrench 可调节扳手 • packed in boxes of 2 dozens each 每两打装一盒

• Sample 4 Proposing a Certain Packing • Dear Sirs, • Enclosed is our Contract No. 2531 covering 6000 “Crystal” Transistors, Model P 30 with our countersignature. We'd like you to have the goods packed in cardboard cartons, two dozen of each. Please stencil the shipping mark on the outer packing as follows: • Meanwhile, indicative marks as “Handle With Care” should be added beside the shipping mark as any negligence in packing and transportation may cause unexpected trouble and expenses. We are looking forward to receiving your shipping advice with keen interest. • Yours faithfully, • ……

• Notes: • cardboard 纸板 • stencil 刷唛 • e. g. The package is stenciled with “ABC New York”. 在这件货上刷上“ABC New York”字样。 • negligence 疏忽，粗心大意

• Sample 5 Reassurance of the Packing • Dear Sirs, • We have received your telex dated May 17 with many thanks. • Enclosed is our Order No. KB-598 placed at the price of Stg. 32 per piece CFR Hiroshima for 3, 000 pieces of mortise locks. • For this is the first transaction between us, we would like to make it clear in advance that all items are to be packed in polybags of one piece each, 10 pieces to a box and 10 boxes to a wooden case lined with water proof material. Please see to it that the cases should be strong enough to protect the goods from any possible damage in transit. Shipping marks to be stenciled on the outer packing are indicated as follows: • ARRCD • KB-598 • Hiroshima • No. 1 -30 • In our opinion, wooden cases are quite fit for ocean transportation and extensively used in our shipment for this line. Insurance company accepts this kind of packing for WPA and TPND. Water proof lining are susceptible to protect the shipment from moisture. • If you think this is acceptable to you, please let us know as soon as possible. • Yours faithfully, • ……

• Notes: • • indicative marks 指示性标志 outer packing 外包装，大包装 mortise locks 插芯门锁 WPA 水渍险 Hiroshima 广岛 Polybags 聚乙烯袋 TPND 偷窃、提货不着险

• Sample 6 Requirements about Packing • Dear Sirs, • Thanks for your letter of October 15, 2008 stating your ideas on how to pack the shirts to be exported to us by sea. We fully appreciate your considerate arrangements. • However, how you will deal with the shipping marks and whether you would like to stencil some necessary indicative marks that are not mentioned. • It would be greatly appreciated if you would inform us of the above information. • Yours sincerely, • ……

Summary • Packing is of great importance in foreign trade. The ultimate purpose of packing is to keep the transported goods in prefect condition with nothing damaged or part missing on arrival. Good packing must be able to stand the roughest transportation. Therefore, the seller must try to pack the goods in such a way that they will go through the ordeal of transport unscathed. It has been estimated that 70% of all cargo loss could be prevented by proper packaging and marking. Packing can be divided into transport packing (usually known as outer packing) and sales packing (usually known as inner packing). • Letters about packing issues should be concise and clear. In such letters, the seller can describe in detail to the buyer his customary packing of the goods concerned and also indicate clearly that he may accept any required packing at the expense of the buyer. The buyer can inform the seller of any formerly unexpected requirements or fears about the packing. Any changes regarding packing stipulated in the contract should be mutually discussed and determined before shipment.

Exercises • 1. Translate the following terms into Chinese. • 1) carton • 2) breakage-proof • 3) water-proof • 4) Warning Mark • 5) This Side Up • 6) Handle With Care • 7) Use No Hooks • 8) Keep Dry • 9) Explosive • 10) Fragile

• 2. Translate the following sentences into Chinese. • (1) We’ve informed the manufacturer to have them packed as per your instruction. (2) Generally speaking, buyers bear the charges of packing. • (3) The machines must be well protected against dampness, moisture, rust and shock. • (4) We have no objection to the stipulations about the packing and shipping mark. • (5) We have especially reinforced out pacing in order to minimize the extent of any possible damage to the goods. • (6) The eggs are packed in cartons with beehives lined with shake-proof paper board. (7) We’ll pack them two dozen to one carton, gross weight around 25 kilos a carton. • (8) Every 100 dozen should be packed in a wooden case marked TM and numbered from No. 1 upward. • (9) On the outer packing, please mark wording, “Handle with Care”. • (10) The piece goods are to be wrapped in kraft paper, and then packed in wooden cases.

• (1) Cartons as a kind of packing container have been extensively used in international trade. Therefore, you need not worry about their seaworthiness. • (2) The packing of our Men’s Shirts is each in a polybag, 5 dozen to a carton lined with waterproof paper and bound with two iron straps outside. • (3) So far as we know, insurance companies accept goods packed in cartons to be insured against TPND. In case of theft and pilferage , you may be assured that you will get indemnification from the insurance company concerned. • (4) The quality of your Ginseng Wine is fine, but its packing is rather poor. Bottles are subjected to breakage and paper boxes is very thin. Please put each bottle in a foam plastic casing and then in a thicker paper box for our future orders, otherwise, we shall be compelled to give up this business.

• 4. Put the proper forms of the following words in the blanks to complete the dialogue. • prestige sample advance complain neutral wooden instruction satisfy showroom execute • A: Hi, Mr. Brown, we have visited the factories and I’m very with your factories and production conditions. • B: Yes, they are our main export bases of tools with the advantage of having good production experience and long historical record. All their products enjoy high in the world market. • A: That’s very good. But I have little knowledge about the packing of your pliers. I just want to know the details about that. • B: Ok, I’ll show you how the packing is like. We have a on the ground floor. Let’s go downstairs and have a look. • A: Sure.

• • • • (Now they are in the showroom. They are walking around the room looking at the of packaging. Mr. Brown is explaining the packing to the customer). B: These are the various kinds of packing for pliers. Normally, we have three types of packing: skin packing, hanging packing, and blister packing. A: Oh, the packing looks very nice. B: The skin packing is the most packing for this product in the world market. It catches the eyes and can help sales. A: Good, what about the export packing? B: Well, they are packed in boxes of two dozens each, 100 boxes to a case. A: Is the wooden case strong enough for transportation? You see, 100 boxes of pliers are very heavy. It’s about 2, 400 kilograms. B: You can rest assured of that. So far, no customers have about our outer packing. A: I’m glad to hear that. By the way, do you accept packing? B: Yes, we can pack the goods according to your. A: Very good. Ok, Mr. Brown, I’m now totally satisfied with your packing. You can our first order now, and I will open the L/C immediately after I return to Taipei. B: All right. We’ll make the shipment as soon as your L/C is on hand.

• Answer • satisfied advanced • wooden instructions prestige showroom complained neutral execute samples

• 5. Letter Composing • Write a reply of Sample 2. First state that you fully understand their reason for such a change, but you think cartons are not seaworthy, because your company has ever been involved in a difficult claim with insurance company about carton issue. Here is your proposal: when exporting under CIF term, we can use carton packing, but under FOB term, wooden cases are still used. At last, ask for their comments.

Answer： • Dear Sirs, • With reference to your proposal of carton packing, we fully understand your reasons for such a change. • We have different experience in terms of getting indemnification from the insurance company. According to you, the carton packing aids in pilferage revelation and thus helps to get compensation from insurance companies. However, we were confronted with a difficult dispute when we were in a claim two years ago when we were informed that the cartons were not seaworthy. • In this case, we would like to settle the packing issue in this way: When you export under CIF term, carton packing is allowed, but under FOB term, wooden cases are still used. • We are awaiting your further comments. • Yours faithfully, • ……