Enquiry from a retailer to a foreign manufacturer

This letter is from a Birmingham chain of retail shops to an Italian manufacturer. Here the retailer explains how he got to know about the manufacturer, and suggests that a quantity discount and acceptance of his method of payment would persuade him to place an order. He is staling his terms in his enquiry because he feels that as a bulk buyer he can stipulate conditions. But you will see from the reply that although the Italian manufacturer wants the order, he does not like the terms, and suggests conditions that are more suitable to him.

F. Lynch & Co. Ltd.

(Head Office), Nesson House, Newell Street, Birmingham B3 3EL

Telephone No.: 021 236 6571 Fax: 021 236 8592 Telex: 341641

Satex S.p.A Your ref:

Via di Pietra Papa Our ref: Inq. C351

00146 Roma

ITALY 6 February 200-

Dear Sirs,

We were impressed by the selection of sweaters that were displayed on your stand at the 'Menswear Exhibition' that was held in Hamburg last month.

We are a large chain of retailers and are looking for a manufacturer who could supply us with a wide range of sweaters for the teenage market.

As we usually place very large orders, we would expect a quantity discount in addition to a 20% trade discount off net list prices, and our terms of payment are normally 30-day bill of exchange, documents against acceptance.

If these conditions interest you, and you can meet orders of over 500 garments at one time, please send us your current catalogue and price-list. We hope to hear from you soon.

Yours faithfully,

L. Crane

L. Crane

Chief Buyer

Questions:

1. How did Lynch & Co. get to know about Satex?

2. What market are Lynch & Co. interested in?

3. How many sweaters are they likely to order?

4. What discounts are they asking for?

5. How will payment be made?

6. What expression does Mr Crane use to show Lynch is a large firm?

7. Should any references be quoted in reply to this letter?

8. Which words in the letter correspond to the following: shown, group of shops, selection, less, present?