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 Текст.  THESE BOOTS ARE MADE FOR
EXPORT (Part I)



Every walker wants waterproof boots. They are the key to comfort, progress and
even survival. Nick Brown, the creator of Nickwax, realised this at 15, cooked
up his own solutions in the kitchen and at 21 discovered he had a viable
product.



"I actually sold my first tin of Nickwax in 1977. I was going to Scotland
and needed new boots. The guy at Alpine Sports in London sold me a pair and
tried to sell me some wax too. I told him I made my own and why it was better.
He took six dozen tins".



Nick's company now sells a whole range of rub-in, spray-on and wash-in
waterproofing products as well as waterproof clothing. Sales have increased at
a steady 10 to 15 per cent a year and today the company employs five people,
who all spend around 30 per cent of their time on research.



"When we started, the biggest problem was getting customers to buy large
enough quantities. So I offered them advertising by printing their logo on the
lid in exchange for a minimum order. Two things happened. First, the shops
bought more, and second, because people who were satisfied with the product
knew where to buy it, the shops with logos outsold the others".



NOTES:

viable – жизнеспособный;

logo – символ;

lid – крышка.





ANSWER THE QUESTIONS:

1. Why do you think every walker wants waterproof boots?

2. What type of goods does Nick's company sell?

3. What were the results of advertising?