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534

EXPORT CONTRACTS 3

EXPORTING MACHINERY

535

FOCUS 1. Read and discuss the contract.

Moscow “___” _________ 20__

ZAO Rosexport, Moscow, hereinafter referred to as «the Seller», on the one hand, and

___________________________ hereinafter referred to as «the Buyer», on the other hand, have concluded the Present Contract on the following:

1. SUBJECT OF THE CONTRACT

The Seller has sold and the Buyer has bought on terms _________________ the goods in accordance with the specification attached to the present contract and constituting an integral part thereof.

2. PRICE AND TOTAL AMOUNT OF THE CONTRACT

The prices for the goods are fixed in ________ and are understood to be

____________packing and marking included.

The total amount of the present contract is ________________.

3. TIME OF DELIVERY

The goods shall be delivered at the time stipulated in the Specification attached to the present contract/within … months of signing the contract.

The date of delivery is considered to be the date of the Bill of Lading/Way Bill/Railway Bill/Airway Bill.

Partial delivery and transhipment shall be allowed.

The Seller has the right to deliver the goods earlier than it is stipulated in the Contract.

4. QUALITY

The quality of the goods sold under the present contract shall be in conformity either with the state standards existing in Russia or with the technical conditions ruling at the manufacturing plant and shall be confirmed by the Quality Certificate issued by the manufacturing plant or by the Seller.

536

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5. PACKING AND MARKING

The goods shall be secured and properly packed to withstand both overseas and overland transport as well as transhipment provided that the goods are duly handled.

Each case shall be provided with marking showing the place of destination, name of the Consignee, name of the Seller, case number, gross and net weights and other marking which may be agreed upon between the Buyer and the Seller beforehand.

6. PAYMENT

The Buyer is to open in the Seller’s favour an irrevocable confirmed and divisible Letter of Credit for the total value of the goods ready for shipment with ________

Bank, Russia, Moscow, within __ days of the date of receiving the cable notification of the Seller confirming the readiness of the goods for shipment.

Payment out of the Letter of Credit shall be effected against presentation by the Seller to the Bank of the following documents:

4 copies of Invoice;

W.B., B/L, R.W.B., post receipt or A.W.B.;

copies of Shipping Specification;

Quality Certificate issued by the manufacturing plant or by the Seller.

All expenses for establishment and possible prolongation of the Letter of Credit if any due to the action of the Buyer, and also all Bank fees connected with the establishment and payment out of the Letter of Credit shall be borne by the Buyer.

If the opening of the Letter of Credit is detained for more than ___ days the Seller will be entitled to cancel the Contract and losses as connected with the non-performance of the present contract are to be borne by the Buyer.

- 3 -

7. DELIVERY AND ACCEPTANCE OF THE GOODS

The goods shall be considered delivered by the Seller and accepted by the Buyer:

in respect to quality according to the manufacturer’s Certificate of Quality issued by the manufacturing plant;

in respect to quantity – according to the number of cases and weight as shown in W.B, B/L, R.W.B. post receipt or A.W.B.

8.INSURANCE

The Seller shall insure the goods delivered under the present contract against usual marine risks with Ingosstrakh of Russia in accordance with the Rules of transport insurance of Ingosstrakh, Russia, for the invoice value of the goods.

The goods may be insured against other risks only on instruction of the Buyer and at their own expense.

9. GUARANTEE OF QUALITY

The Seller shall guarantee the quality of the sold goods within ___ months of the date of

537

delivery.

Should the goods within the guarantee period prove defective or not corresponding to the conditions of the Contract the Seller shall either eliminate the defects or replace the defective parts free of charge provided the defective part or parts have been returned to the Seller’s plant for examination, carriage paid.

The guarantee will be invalidated by the Buyer making, causing or allowing any alterations or repair to the goods without the Seller’s consent and also if the damage is due to negligence or improper handling or storage as well as overloading, using not for the purpose intended, insufficient and incorrect assembling, non-compliance with the technical instructions for putting the machine into operation.

- 4 -

Rapidly wearing out parts as well as parts which have suffered from normal wear are excluded from the guarantee.

10. CLAIMS

Claims may be made for the quality of the goods if it does not conform to the quality stipulated in the present contract.

The Buyer has the right to claim on the Seller in respect of quality within ___ months of the date of delivery.

The claims should contain the quantity and the name of the claimed goods as well as the nature of claim.

The claims should be forwarded by a registered letter enclosing all the necessary documents justifying the claim.

On expiration of the above mentioned period no claims will be accepted.

No claims put forward in respect of any consignment of the goods can be used by the Buyer as a reason for his refusal to accept all other goods to be delivered under the present contract and to pay for them.

11. CONTINGENCIES

Should any circumstances which prevent complete or partial fulfilment by either of the Parties to the contract of their respective obligations under the present contract, namely: fire, acts of the elements, arise, the time stipulated for the fulfilment of the obligations shall be extended for a period equal to that during which such circumstances will remain in force.

538

- 5 -

Should the above circumstances continue to be in force for more than … months either Party shall have the right to refuse any further fulfilment of the obligations under the Contract and in such case neither of the Parties shall have the right to make a demand upon the other Party for the compensation for any possible damages.

The Party, which cannot meet their obligations under the present contract shall immediately advise the other Party of commencing and the cessation of the circumstances preventing the fulfilment of their obligations.

The certificates issued by the respective Chamber of Commerce of the Seller’s or of the Buyer’s country shall be sufficient proof of such circumstances and their durability.

12. ARBITRATION

All disputes and differences which may arise out of or in connection with the present contract are to be referred to the Arbitration Court at the Chamber of Commerce and Industry of Russia in Moscow in compliance with the rules and procedure of the said Court, the decisions of which are final and binding upon both parties. The applications to the state courts are excluded.

13. OTHER CONDITIONS

13.1The Buyer shall obtain an import licence. If the Buyer fails to obtain an import licence within ___ months of the date of signing the contract the Seller has the right to cancel the present contract without any obligations on his part.

The Buyer should immediately inform the Seller of obtaining the import licence.

13.2 Neither party shall be entitled to transfer their rights and obligations under the present contract to any third party without a written consent of the other party to the contract.

- 6 -

13.3Any alterations and addenda to the present contract shall be valid only if they are made in a written form and duly signed by both parties.

13.4All expenses and duties namely Customs duties, taxes and fees connected with the conclusion and fulfilment of the present contract on the territory of Russia are paid by the Seller and those outside the above mentioned territory to be paid by the Buyer.

13.5After signing the present contract all preceding negotiations and correspondence pertaining to the same become null and void.

14. LEGAL ADDRESSES OF THE PARTIES

The Seller:

The Buyer:

Moscow, Russia

 

539

For and on behalf of the Seller For and on behalf of the Buyer

540

FOCUS 2. Comprehension questions.

CLAUSE 1

?What is the subject of the contract?

?Does the contract contain a description of the goods? What document specifies a range of equipment?

CLAUSE 2

? Are the prices subject to alterations?

CLAUSE 3

?Does the Seller have the right to deliver the goods prior to the date of delivery?

?Are partial delivery and transhipment allowed?

CLAUSE 4

? What shall the quality of the goods conform to?

CLAUSE 5

?What should the packing facilitate?

?What should the marking contain?

CLAUSE 6

? What are the terms and the method of payment?

CLAUSE 7

? When are the goods considered delivered and accepted?

CLAUSE 8

?In what way are the goods to be insured?

?Which party pays the insurance premium?

CLAUSE 9

?What are the conditions of the guarantee clause?

?What options in the defects remedy does the Seller have?

?What operations or actions lead to invalidating the guarantee?

?What equipment is excluded from the guarantee?

CLAUSE 10

?What should a claim contain?

?In what way should a claim be submitted?

541

CLAUSE 11

? In what case could the time of fulfilment of the obligations under the contract be extended?

CLAUSE 12

? What organization holds arbitration in the Russian Federation?

CLAUSE 13

? Which party to the contract shall obtain an import licence?

FOCUS 3. Study the writing patterns and vocabulary.

1.

WRITING PATTERNS

 

… hereinafter referred to as the Seller,

…, именуемый в дальнейшем Продавец,

 

on the one hand, and … hereinafter

с одной стороны, и …, именуемый в

 

referred to as the Buyer, on the other

дальнейшем Покупатель, с другой

 

hand.

стороны.

2.Partial deliveries and transhipment are Частичные поставки и перегрузка с

allowed.

одного вида транспорта на другой

 

разрешены.

3.The Seller has the right to deliver the Продавец имеет право на досрочную

goods earlier than it is stipulated in the поставку. contract.

4.The damage is due to negligence or Ущерб вызван ненадлежащим или improper handling or storage as well небрежным обращением или хранением,

as overloading, using not for the

равно как и излишними

нагрузками,

purpose intended, insufficient or

использованием в непредназначенных

incorrect assembling, non-compliance

целях, недостаточной или неправильной

with the technical instructions for

сборкой, несоблюдением

технических

putting the machine into operation.

инструкций по пуску машины в

 

эксплуатацию.

 

5.The Buyer claimed on the Seller for Покупатель потребовал от Продавца

damages.

возмещения убытков.

542

VOCABULARY

 

 

on the one hand

с одной стороны

∙ on the other hand

с другой стороны

CLAUSE 1

 

 

 

 

 

to form an integral part

составлять неотъемлемую часть

∙ to constitute an integral part

 

 

CLAUSE 3

 

 

 

 

 

Bill of Lading/BL

коносамент

Way Bill/WB (Waybilll)

накладная

syn Consignment note

 

 

Railway Bill/RWB

ж/д накладная

Airway Bill/AWB

авианакладная

 

(Air waybill)

 

 

partial delivery

частичная поставка

 

 

 

trans(s)hipment

перегрузка, переотправка, перевалка (с

 

 

 

одного вида транспорта на другой)

delivery ahead of schedule

досрочная поставка

syn

prior delivery

 

 

syn

early delivery

 

 

CLAUSE 4

 

 

 

 

technical conditions ruling at

− технические условия, действующие на

manufacturing works

 

заводе-изготовителе

CLAUSE 5

 

 

 

 

to secure goods

− надежно закреплять, укладывать товар

 

 

 

rough handling

небрежное, грубое обращение

 

 

to withstand overseas and overland

− выдерживать морскую и наземную

transport

 

транспортировку

to handle duly

обращаться должным образом

 

 

 

case number (No.)

номер места груза

 

 

 

gross weight

вес брутто

net weight

вес нетто

CLAUSE 6

 

 

 

 

 

bank fees

 

− комиссия банка

bank charges

 

− банковские расходы и сборы

to detain

удерживать

 

 

 

to cancel a contract

аннулировать контракт

 

 

 

to bear losses

нести убытки

syn

to suffer losses

 

 

CLAUSE 9

 

 

 

 

 

to eliminate defects

устранять дефекты

 

 

 

 

 

 

 

 

543

to invalidate

делать недействительным

negligence

небрежность,

невнимательность,

overloading

 

несоблюдение

 

перегрузка (лишний вес)

to use for the purpose intended

− использовать в предназначенных целях

assembling

сборка, монтаж

 

mounting

установка

 

syn

erection

 

 

 

syn

installation

 

 

 

to be in compliance with smth

соответствовать чему-либо

syn

to comply with smth

 

 

 

to put a machine into operation

− пускать машину в эксплуатацию

to bring to a standstill

− приводить к остановке; выводить из

to be liable to wear and tear

 

строя

 

быть подверженным износу

syn

to suffer from wear and tear

 

 

 

CLAUSE 10

 

 

 

nature of a claim

суть претензии

 

to justify a claim

обосновывать претензию

to obtain a licence

получать лицензию

 

syn

to secure a licence

 

 

 

without obligations on smb’s part

− без обязательств с чьей-либо стороны

addendum

дополнение

 

pl addenda

дополнения

 

544

FOCUS 4. Fill in the gaps with one of the following words or word combinations. Use the appropriate tense form.

to constitute

Railway Bill

to secure

transhipment duly

to detain

 

to infringe

to remain

marine

to obtain

invoice value

 

to justify

defective

to eliminate

to invalidate

 

consent

rapidly wearing out parts

third party

to claim

normal wear

sufficient proof

obligations (2)

 

 

registered letter

circumstances

to sign

cessation

respective

addenda

to entitle

preceding

1.… as well as parts which have suffered from … are excluded from the guarantee.

2.After … the present contract all … negotiations and correspondence become null and void.

3.Any alterations and … to the present contract shall be valid only if they are made in a written form and duly signed by both parties.

4.If the opening of the Letter of Credit is … for more than 20 days the Seller will be entitled … the Contract.

5.Neither party shall … to transfer their rights and obligations under the present contract to any … without a written consent of the other contract party.

6.Should any … which prevent fulfilment by any of the Parties of their respective obligations under the present contract arise, the time stipulated for the fulfilment of the obligations shall be extended for a period equal to that during which such circumstances will … in force.

7.Should the goods within the guarantee period prove … or not corresponding to the conditions of the Contract the Seller shall … the defects or replace the defective parts free of charge.

8.The Buyer has the right … on the Seller in respect of quality within 18 months of the date of delivery.

9.The Buyer shall … an import licence.

10.The certificates issued by the … Chamber of Commerce of the Seller’s or of the Buyer’s country shall be … of such circumstances and their durability.

11.The claims should be forwarded by a … enclosing all the necessary documents … the claim.

12.The date of delivery is considered to be the date of the …

13.The goods shall … and properly packed to withstand both overseas and overland transport as well as … provided that the goods are … handled.

14.The guarantee will … by the Buyer introducing any alterations or repair to the goods without the Seller’s ….

15.The Party, which cannot meet their … under the present contract shall immediately advise the other Party of commencing and the of the circumstances preventing the fulfilment of their ….

16.The Seller has sold and the Buyer has bought on CIF terms the goods in accordance with the specification attached to the present contract and … an integral part thereof.

17.The Seller shall insure the goods delivered under the present contract against usual … risks with INGOSSTRAKH for the … of the goods.

FOCUS

5.

Fill

in

the

gaps

with

prepositions/particles

where

 

 

necessary.

 

 

 

 

 

1.ZAO Rosexport, hereinafter referred … … the Seller, … the one hand, and Buracci Crl., hereinafter referred … … the Buyer, … the other hand, have entered … the present agreement … the following.

2.The goods shall be … accordance … the specification attached … the present contract and constituting an integral part … it.

545

3.The Seller has the right to deliver the goods prior … the delivery date.

4.The quality … the goods shall be … conformity … the state standards of the RF and shall be confirmed … the Quality certificate issued … the manufacturing plant.

5.Each case shall be provided … marking agreed … … the Buyer and the Seller.

6.The Buyer is to open … the Seller’s favour a Letter of Credit … the total value … the goods ready … shipment … Vneshtorgbank … the RF … 10 days … the date … receiving the fax notification … the readiness … the goods … shipment.

7.Payment … … the LC shall be effected … sight … presentation … the Seller … the bank

the following documents.

8.All expenses … connection … the establishment and prolongation … the LC shall be borne … the Buyer.

9.The goods shall be considered delivered … the Seller and accepted … the Buyer … respect … quality … … Certificate … Quality issued … the manufacturing plant.

10.The Seller shall insure the goods delivered … the present contract … usual marine risks

Ingosstrakh … Russia, the Insurance Policy being made … … the name … the Buyers.

11.The guarantee will be invalidated if the damage is due … using the machine not … the purpose intended and non-compliance … technical instructions … putting the machine … operation.

12.Rapidly wearing … parts which have suffered … natural wear are excluded … the guarantee.

13.The Buyer has the right to claim … the Seller … respect … quality … 3 months … the date … delivery.

14.The time stipulated … the fulfilment … the obligations shall be extended … a period equal … that … which such circumstances will remain … force.

15.Neither party has the right to make a claim … the other party … the contract … the compensation … any possible damages.

16.All disputes arising … … or … connection … the present contract are to be referred … the Arbitration Court … the Chamber … Commerce and Industry … Russia … Moscow

compliance … the rules … the said Court, the decisions … which are final and binding

both parties.

17.We do not consider you can cancel the contract … any obligations … your part.

18.Neither party shall be entitled to transfer its rights and obligations … the present contract

any third party … a written consent … the other party … the contract.

19.All expenses and duties connected … the conclusion and fulfilment … the present contract … the territory … Russia are paid … the Seller and those … the above mentioned territory to be paid … the Buyer.

20.Hereby I certify, … and … behalf … the Buyer, that the goods have arrived … the sound condition.

546

FOCUS 6. Translate into English. CLAUSE 1

1.Товары, проданные на основании данного контракта, должны соответствовать спецификации, являющейся неотъемлемой частью контракта.

CLAUSE 4

2.Товар не соответствует государственным стандартам и действующим на данном предприятии техническим условиям.

CLAUSE 5

3. Мы действуем от имени и в интересах грузополучателя.

CLAUSE 7

4.Товар считается сданным Продавцом и принятым Покупателем по качеству согласно сертификату качества, выписанному в присутствии экспедитора Покупателя и капитана судна.

CLAUSE 8

5.При поставке на условиях СИФ товар страхуется Продавцом на полную контрактную стоимость от обычных морских рисков в любой страховой компании по его выбору.

6.Мы можем застраховать товар от военных рисков на его полную фактурную стоимость, но за Ваш счет.

7.Страховой полис выписывается на имя одной из сторон, а именно Покупателя.

CLAUSE 9

8.Гарантийный период исчисляется от даты подписания акта приемки на заводе наших комитентов.

9.Продавец предоставляет гарантию качества проданного товара в течение 12 месяцев с даты поставки.

10.В случае если в течение гарантийного периода будут обнаружены дефекты товара, Продавец обязуется устранить дефекты или бесплатно заменить бракованные станки или их части.

11.Гарантия на товар перестает действовать в случае внесения Покупателем любых изменений в поставленное оборудование без письменного согласия Продавца.

12.Несоблюдение нормальных условий хранения товара, ненадлежащее обращение с товаром или его использование не в предназначенных целях приводит к тому, что Покупатель утрачивает право на гарантийное обслуживание.

13.Быстроизнашивающиеся части, а также части, подверженные естественному износу, не включены в гарантийное обслуживание.

14.Учитывая тот факт, что Ваши специалисты до сих пор не могут провести сборку оборудования должным образом, мы считаем, что Вы не выполнили в полном объеме свои обязательства по контракту.

CLAUSE 10

15.Покупатели потребовали возмещения убытков в связи с низким качеством изготовления ряда машин, прибывших по коносаменту № 5687.

16.В течение 12 месяцев с момента пуска оборудования в эксплуатацию Покупатель имеет право предъявить Продавцу претензию при наличии обоснования последней .

CLAUSE 11

17.Так как непредвиденные обстоятельства длятся уже более 40 дней, мы имеем право прекратить выполнение контракта.

CLAUSE 12

547

18.Все споры и разногласия, возникающие при выполнении данного контракта, должны быть разрешены арбитражем без обращения в суд.

CLAUSE 13

19.В случае невозможности получения Вами импортной лицензии, мы будем вынуждены разорвать контракт без каких-либо обязательств с нашей стороны.

20.Аннулирование контракта Вашей стороной позволяет нам передать права и обязанности Покупателя по данному контракту третьей стороне без Вашего письменного согласия.

21.Если не оговорено иначе, все изменения и дополнения к настоящему контракту считаются действительными, если они сделаны в письменном виде и должным образом подписаны сторонами по контракту.

22.Фирма отказалась предоставить скидку, оговоренную в письме от 18 мая, так как после подписания контракта 15 октября вся предыдущая переписка считается недействительной.

23.Контракт оговаривает необходимость получения разрешения Продавца при передаче прав третьей стороне и перепродаже товара.

24.Уважаемые господа!

Ссылаясь на наш контракт № 56-543, вынуждены сообщить Вам, что до настоящего момента мы не получили средства с аккредитива.

Это связано с тем, что в аккредитиве не оговорены частичная отгрузка, перегрузка с одного вида транспорта на другой и досрочная поставка, поэтому банк отказывается произвести списание. Просим Вас в срочном порядке внести необходимые изменения в условия (requirements) аккредитива. Учитывая, что вышеперечисленные условия поставки оговорены контрактом, считаем, что банковские расходы должны быть отнесены на Ваш счет.

В случае если Вы не внесете изменения в течение 2 дней, мы будем вынуждены начислить на Вас штраф за просрочку в платеже.

Суважением,

25.Уважаемые господа!

Благодарим Вас за информацию относительно готовности товара к отгрузке и сообщаем, что сегодня мы направили в банк приказ на открытие аккредитива на полную сумму контракта, оговаривающего поставку ДДП Москва. Частичные и досрочные поставки разрешены. Просим Вас обратить особое внимание на надлежащую упаковку. Учитывая неизбежное грубое обращение с грузом в пути, напоминаем Вам, что упаковка товара должна обеспечивать его сохранность при транспортировке наземным транспортом и возможных перегрузках с одного вида транспорта на другой.

Суважением,

548

FOCUS 7. Letter to make up.

Make up a letter from the Seller to the Buyer on delay in payment. Follow the plan:

quote the contract number;

remind that the goods have been ready for shipment since…;

inform that the delivery has been delayed against the dates stipulated in the contract because the LC has not been opened yet;

stress that the delay in the LC establishment may result in not-maintaining the original delivery estimates and higher storage costs;

refer to Penalty Clause;

indicate that in case of late delivery guarantee may become invalidated ahead of the stipulated time;

request an urgent reply and don’t forget about a complimentary close.

FOCUS 8. Role play

Hold negotiations with a would-be Buyer of the equipment of the Russian origin in accordance with the following plan:

stress outline the advantages of Russian machinery;

outline specify clauses of a future contract;

discuss Guarantee Clause in detail.

FOCUS 9. Act as an interpreter.

DIALOGUE 1

DIALOGUE 2

Добрый день, г-н Кумар. Я звоню Вам по срочному вопросу.

Hello, Mr Kolosov. What’s up?

Проблемы с аккредитивом. Мы поставляем товар частями и смешанными видами транспорта. Крупногабаритное оборудование – морем. Запасные части – самолетом. Это не указано в аккредитиве, и банк не производит списание.

We have established the LC in full accordance with the contract clauses and provisions. Any discrepancy in the wording is definitely excluded.

В таком случае прошу Вас направить копию Вашего приказа в банк на открытие аккредитива.

We will do it without delay. Moreover, I will get in touch with our bank to clarify the matter.

Заранее благодарен. Если все-таки будет необходимо внести изменения в условия аккредитива, прошу срочно связаться со мной. Банковские расходы согласно контракту за наш счет.

DIALOGUE 3

Кто несет ответственность за страхование товара?

The Sellers are to insure the goods for their account against usual marine risks.

Могут ли товары быть застрахованы против других рисков?

Yes, the goods may be insured against war and other risks upon special request of the Buyers.

Кто платит за страхование в этом случае?

In this case insurance is made at the Buyers’ expense.

На какую сумму выписывается страховой полис?

The goods are insured for the amount of the invoice plus 10%.

DIALOGUE 4

Я надеюсь, у Вас не будет проблем с получением лицензии на импорт наших товаров. Просим информировать нас о получении такой лицензии.

I do not suppose this equipment is subject to import control.

549

Вы не могли бы прояснить ситуацию в ближайшее время? Это значительно облегчило бы нам работу над контрактом.

O.K. No problem. And what about allocation of expenses connected with customs dues, duties, taxes and all that sort of thing.

Наша обычная практика – Продавец платит все налоги и пошлины в России, а Покупатель поступает аналогичным образом в своей стране.

It sounds reasonable. Now it is time we got down to some technical matters.

Мы готовы ответить на все ваши вопросы. Сегодня на переговорах присутствуют представители грузоотправителей, т. е. заводов-поставщиков.

550

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