Text 10

For Edgar Biss, the Eureka moment came in a slow-moving bank queue. There must, he thought, be a faster way to count money. With experience in heavy weighing industry, his thoughts naturally turned to that technology for a solution.

The result was Tellermate, a banknote and coin-counting machine which needs to be far more sensitive than the machines for weighing 5,000 tonnes that Mr. Biss used to work on. Its maker, Percell Group, a private company based in Newport, south Wales, is now counting its second Queen's Award for Exports, as well as one for Technological Achievement.

Percell exports more than three quarters of its production. More than 85 per cent of sales are made to non-bank customers, such as retailers and fast food restaurants. Its success depends on accuracy, speed and ease of operation. The machines range in price from less than £500 to about £800. So far, Percell has sold 60,000 of them.

Weighing coins is a straight-forward task, but Tellermate must be extremely sensitive to reach accurate calculations on piles of no more than two dozen banknotes. Weight can vary with torn corners or tape, or even by wear and humidity.

Percell more than doubled its exports last year, selling to more than 25 countries. It is now looking to expand in Latin America, having established a bridgehead in Brazil, the company pays special attention to the language skills of its sales staff, focusing on familiarity with a local market. 'It's not just about language, it's about culture,' says Chris Lare, Percell’s technical director. For example, the French and German sales efforts are run by nationals of those countries, although both were recruited in the UK.

Another strength is to adapt Tellermate to suit each customer's existing procedures. Some count notes in ascending order; some the other way around. Some want the total shown by value; others by the number of notes. All are equally certain that their own way is the best.

1. If you have a Eureka moment, you suddenly have a very good, original idea.

2. Mr. Biss’s Eureka moment came when he was queuing at a railway station.

3. Biss had no experience in the technology of weighing things when he had the idea for Tellermate.

4. Tellermate can be used to count both coins and banknotes.

5. Percell is based in England.

6. Percell has never won a Queen’s Award for Exports before.

Text 11

Look at the statements below and at the five short advertisements for MBA courses. Decide which advertisement each statement refers to. You will need to use some of the letters (A, B, C, D or E) more than once.

1. This course offers the most competitive prices.

2. This course is staffed by well-known tutors.

3. There are facilities for students with disabilities.

4. This course uses a system of continuous assessment.

5. If you study on this course, you must live in the college for several days.

6. Team work is essential on this course.

7. You can plan your attendance to fit in with your own requirements.

8. Individual tuition is offered at this institution.

9. Work experience at a senior level is essential for acceptance on this course.

A

MBA at Alpha College

Gain an international business qualification at Alpha College in London. Total quality course at a truly competitive price. A brighter portfolio means brighter prospects. Quality output demands quality input; there are therefore minimum requirements for applicants:

• Education at least to graduate level.

• Minimum five years’ experience at managerial level.

For ten-week terms (Monday to Thursday): short, highly intensive learning opportunities for the committed businessperson. No weekend or residential school attendance required. Contact us direct to hear more. Phone, fax and e-mail numbers overleaf.

B

MBA the Harvey Business School way

Looking for the best? The highest quality does not come cheap. When you consider the calibre of the world-famous professors you will be studying with, you will understand why our course is not the cheapest available. We do, however, offer total flexibility – you can arrange your hours to suit your own pattern of work and personal obligations.

N.B. Final examinations in June every year. All our teaching premises are wheelchair accessible.

For further details call 0207 66785 now, or e-mail us on harvey@interschool.com.uk

C

Gain the MBA recognised worldwide

Unlike other MBAs the Carfax college MBA is known all over the world and is praised by employers for its realistic approach. The entire course is based on projects and case studies, and progress is monitored and graded throughout the course. You must be willing to work closely with others, as this is an integral part of the learning process. For a brochure contact the address overleaf.

D

Part-time MBA course in Dulwich

Need to sharpen up your CV? Employers demand the highest qualifications but are rarely willing to release their best employees for long periods of time. The Dulwich MBA therefore offeres a three-year part-time course; only day release is necessary, apart from the four-day residential summer school in July or August each year. As the course is spread over three years, there are greater opportunities for assimilation of the information which you acquire. All key texts were published in the last five years.

E

Flexibility at Elwood

Flexibility is vital in today’s business world. We therefore offer a modular course, which means that you can gain any of the following qualifications while following the general MBA course:

• Bachelor of Business Administration (2 years)

• Certificate or Diploma in Financial Management (2/4 semesters)

• Diploma in Personnel Development Studies (4 semesters)

It is this type of flexibility, so important throughout business today, together with the vitality of our approach, which makes our course the best on the market. Specially tailored one-to-one or small-group courses for the highly experienced manager also available. Call the number overleaf for a free brochure.