End With a “Buffer”

Resell your organization and your products.

In the following example see how the writer suggests a substitute in place of an ordered, discontinued item.

Gentlemen,

Many thanks for your order of April 12 for Seabreeze window air conditioner. You can be sure that your decision to buy a Seabreeze was a decision to buy the best in the market.

Your order cannot be filled as the line has been discontinued. However, we offer you, latest range of split air conditioner. This latest model has several improvements and new features. We now stock the new split air conditioners. This model has these improved features.

remote controlled heavy – duty compressor noiseless

available in 3 sizes

Delayed Shipment Situation

The manufacturer of institutional uniforms and supplies received an order on July 14 from General Hospital for 20 uniforms. Fifteen days late, the hospital writes that the uniforms did not arrive. The uniforms were sent to another hospital in Lahore City. In the response, the manufacturer tries to set things right and retain the hospital’s goodwill.

Dear Mr. Bari,

The 20 uniforms you ordered on July 14 are being sent to you today and should be at your place by Friday of this week.

When I investigated the original shipment, I was astounded to learn that your uniforms were sent to another hospital. It’s hard to account for such an error, and the only excuse I can offer is that we’ve had several part-time warehouse people this month to fill in for some of the regular crew who are on vacation.

I hope that this special shipment will compensate in part for the trouble I know we have caused you. Please do let us know if we can do anything more for you.

Best personal wishes.

Sincerely yours, Unexpectedly Out of Stock Situation

Mr. Rasheed, a sales representative for Five Star Publishers, has just visited a Bookstore in Multan (Mr. Sultan owner) and promised Mr. Sultan that he would receive 16 copies of Business English. Upon arriving at company headquarters, Rasheed learned that there are no copies left due to the unexpected purchase of the entire inventory by a foreign publisher. The Vice President of Five Star Publishers writes to Mr. Sultan to apologize for Rasheed’s unfulfilled promise.

Dear Mr. Sultan,

When you placed an order with Mr. Rasheed last week for 16 copies of the Business English, he promised immediate shipment.

I would have made that promise, too Mr. Sultan, because our inventory of this handbook seemed adequate for at least six months. However, neither of us was prepared for the news that, just three days ago, a European distributor cleaned us out of stock.

copies by October 22. The same day we get our copies we will send yours to you, and if everything goes right you should have your copies by October 24.

We’re feeling very good about our professional handbook series. I’m mailing you today a booklet describing the books in this series. In the meantime, Mr. Rasheed joins me in wishing you a smashing fall season at your Bookstore.

Sincerely yours, Error in an Invoice

Situation

Galaxy, Inc. is a manufacturer of Plymouth electric stoves. The sales representative for Galaxy calls upon a retailer, Mr. Malik and sells him six Plymouth DeLuxe stoves. There is a sale on these stoves at the price of Rs.177.75 compared with Rs.215.35, which is the regular price. However, when the invoice arrived, the amount was Rs.1292.10-a difference of Rs.225.60 more than the anticipated amount. Malik writes the manufacturer about the mistake.

Gentlemen,

When your representative, Mr. Arif, called on me in late April, he told me that you were offering a special price of Rs.177.75 on the Plymouth DeLuxe stove. I ordered six. However, the invoice I received showed the amount due as Rs.1292.10 -- a difference of Rs.225.60.

I’m enclosing a cheque for Rs.1066.50. Unless I hear from you to the contrary; I will assume that this is the correct amount. If this is not the case, I would like to cancel three of the stoves.

Very truly yours, Response Regarding Error in an Invoice

(In the same situation)

Dear Mr. Jaffar,

I’m sorry about the mistake we made in our January 17 invoice. You are right, and the fault is mine. I have entered the amount on your ledger sheet as Rs.1066.50 (thank goodness, the Rs.1292.10 had not been posted).

I can’t really account for this mistake, Mr. Jaffer and I am delighted that you caught it. Thank you for writing.

Cordially yours, Acknowledging a First Order

Mr. Adil, Sales Promotion Manager for Royal Furniture has just learned that Raheel Arif, owner of National Interiors, has placed a big order. This is Royal’s first order from National Interiors, and Adil decides to write Raheel a special welcome letter.

Dear Mr. Raheel,

Thank you for your order for furniture and the cheque that accompanied it. The furniture is being shipped today-by special instructions from me.

Our sales representative will call on you within the next couple of weeks to thank you in person. I think you’ll like Noman. He is extremely knowledgeable about our line of furniture, and he will be anxious to learn how he can be of help to you.

In a separate mailing, I’m sending you our just released pamphlet on our new line of patio furniture, “Outside Living at its Very Best.”

Lesson 23 LETTER WRITING

Claim and Adjustment Requests

Ideally, everything runs smoothly in the operation of an organization -- no mistake, no problems, no defects, and no misunderstandings. However, even in the best-managed organizations, dissatisfactions are bound to occur. In recent years both buyers and sellers are more aware of problems caused by business errors. When a product or service does not meet customers’ expectations, the customers are disappointed and usually complain.

Their complaints should not be called complaint letters, because complaint connotes irritation, unpleasantness, negativism, and even anger. Using a word with such negative connotations could lead to a bad attitude toward customers. Letters about such complaints should be called claim letters.

Countless aspects of business dealings can break down, but the most common causes for claims are:

1. an incorrect bill, invoice, or statement

2. a bill for merchandise ordered but never received; 3. delivery of unordered merchandise;

4. delivery of incorrect merchandise;

5. delivery of damaged or defective merchandise Two other more specialized types of claims are:

1. a request for an adjustment under a guarantee or warranty; 2. a request for restitution under an insurance policy.

A claim is written to inform the company of the problem and suggest a fair compensation. No matter how annoying the nature of the problem, how great the inconvenience, the purpose of a claim is NOT to express anger, but to get results.

Therefore, it is important to avoid a hostile or demanding tone. A claim must be calm and polite though, of course, also firm.

A claim should begin with the facts, first explaining the problem such as the condition of the merchandise or the specific error made. Then all the necessary details should be described in a logical order. These details may include the order and delivery dates, the order or invoice number, the account number, the method of shipment, etc. A copy of proof of purchase, such as a sales slip or an invoice, should be included whenever possible. (Always, of course, keep the original.)

In most cases, and especially in your first letter, assume that a fair adjustment will be made, and follow the plan for direct requests. Begin with a straightforward statement of the problem, and give a complete, specific explanation of the details.

Politely request specific action in your closing, and suggest that the business relationship will continue if the problem is solved satisfactorily.

The following direct organizational plan is used for writing claims. A. Direct statement of the Request

1. Write a claim letter as soon as possible after the problem has been identified. 2. State the need for replacement, refund or correction of the problem.

3. Maintain a confident, factual, fair, unemotional tone. B. Justification, Explanation, and Details

product was originally purchased.

1. Present facts honestly, clearly, and politely.

2. Eliminate threats, sarcasm, exaggeration, and hostility.

3. Specify the problem: product failed to live up to advertised standards; product failed to live up to sales representative’s claims; product fell short of company’s policy; product was defective; customer service was not up to the mark.

4. Make no accusation against any person or company, unless you can back it up with facts. 5. Use a non-argumentative tone to show your confidence in the reader’s fairness.

6. If necessary, refer to documentation (invoices, cancelled cheque, confirmation letters, etc., but mail only photocopies.

7. Ask the reader to propose fair adjustment, if appropriate.

8. If appropriate, clearly state what you expect as a fair settlement, such as credit against the next order you place, full or partial refund of the purchase price of the product, replacement or repair of the defective merchandise, or performance of services as originally contracted.

9. Do not return the defective merchandise until you have been asked to do so.

10. Avoid uncertainty or vagueness that might permit the adjusters to prolong the issue by additional correspondence or to propose a less-than-fair settlement.

C. Courteous Close with Request for Specific Action

Summarize desired action briefly.

• Simplify compliance with your request by including your name, address, phone number and hours of availability.

• Note how complying with your request will benefit the reader.

• Consider another example that how the writer conveys his message of inconvenience in calm manner.

Dear Sirs,

On March 1, we ordered and subsequently received one case of handsaws, model 88b. We paid for the order with our cheque no. 7293, a photocopy of which is enclosed.

When we decided to order these saws instead of model 78b, it was at the urging of your sales representative, Mr. Ali Naeem. He assured us that the new saws were more durable and efficient than the older model.

However, we have now had the saws on our selling floor for three weeks, and already six have been returned with broken teeth by extremely dissatisfied customers.

We are therefore returning the entire order of 88b saws and would like to be refunded for their full purchase price plus shipping expenses.

Yours truly,

Here is a well-written letter requesting an adjustment. Notice that this writer reverses the order of the three steps, but the letter gets the job done just as well.

Gentlemen,

Please repair or replace my calculator watch, Model C863, and send it to me at the address above. After six months of use, the musical alarm has quit working.

Enclosed is my watch, a copy of the sales receipt showing the date of purchase, and your warranty, which guarantees material and workmanship for one year.

Yours Sincerely, Granting Requests for Adjustment

An adjustment letter is the reply to a complaint (called a claim letter). In general, the best attitude is to give the customer the benefit of the doubt. Most persons are honest in their claims, and it is usually better to make the desired adjustment than to risk losing a customer.