TOPIC 4

BUSINESS WRITING (II)

FIA 1383: BUSINESS COMMUNICATION

 Business Letters

• It is a letter written in formal language, used when writing from

one business organization to another, or for correspondence
between such organizations and their customers, clients and
other external parties.

• Although letters are becoming less common in the age of

Internet communications, they still play an important role in
more formal business communications.

• Style of letter depends on the relationship between the parties

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concerned.
 Business Letters

•Recipient: external (clients, suppliers, etc)

•Form: print
•Tone: formal
•Format
 Block / modified block / indented
 BE CONSISTENT!

3
 The Importance of Letters
• Represent your company’s public image and your competence

• More personal than a report, yet more formal than memos or e-

mail – can be used to deliver persuasive, well-considered messages

• More permanent than e-mail – can be used to produce a

permanent record

• Constitute an official legal record of an agreement as it is usually

confidential

• They are used for different purposes; like placing orders, making
inquiries, making credit request, requesting claims and adjustment,
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to apologize for a wrongdoing or simply to convey goodwill. etc.
 Format

There are 2 basic formats for formal letters:

(i)Block Format
The most common layout of a business letter
is known as block format. Using this format,
the entire letter is left justified and single
spaced except for a double space between
paragraphs.
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 Format
(ii)Semi Block Format –
It is much like the modified block style except that each
paragraph is indented instead of left justified. Return
address, date, closing and signature start just to the
right of the center of the page or may be flush with the
right margin.

Idea!!
Microsoft Office 2000 - Letter Wizard can be used to format business
letters. To access the Letter Wizard, click on the Tools menu and then
choose Letter Wizard. The Wizard will present the three styles (2
mentioned here), just input the date, sender address and recipient
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address into the selected format.
Block Format Semi-Block Format
 Letter Components
Essential Components
• Writer’s Address
• Date
• Inside Address
• Salutation
• Letter Body
• Complimentary Close
• Signed Name
• Typed Name

Optional Components
• Subject Line
• New Page Notations
• Writer’s and Typist’s Initials
• Enclosure Notation
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• Copy Notation
 HO BEE PLASTICS COMPANY
(1) Letterhead/Writer’s
Tannery Complex
Address
623 Tannery Road, #10-01
Singapore 587623

(2) Date 10 November 2013

Mr Dennis Loke
(3) Inside Address – include Managing Director
recipient’s name and Everlast Products Ltd
designation 14 Travis Street
Singapore 899014

(4) Salutation Dear Mr Loke

(5) Subject line PROMOTION FOR PLASTIC WARE

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx
xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx
xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx
xxxxxxxxxxxxxxxxxxxxxxxxxxxxxx.

(6) Complimentary close Yours sincerely

(7) Signature block Gerry Chan

Ms Gerry Chan
Manager
(8) Enclosure (optional) 9
Enc. (2)
The Letterhead / The Writer’s Address
• Includes the company’s logo / symbol / name, address, ZIP,
telephone number, fax number, email address and website of
the company.
• Printed at the top center/left or the right side.
• Do not include writer’s name or title, as it is included in the
letter’s closing.
SENDER’S ADDRESS: It is
usually given in the
letterhead. But if you are
not using letterhead, the
Sender’s Name, Address
and Contact details can be 10
typed.
 Reference

• Include a reference line to identify a file or

case number, invoice number or any other
internal identifying information, if your
company requires one.
• Some companies have specific reference codes
that they place either in a reference line below
the date, or at the very bottom of the letter.
• Example: REF.HMT/25/2005/114
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 Date

• To indicate the date the letter was sent

• Date consists of the date, name of the month and the year.
• If the letter sheet includes a letterhead, type the date from 2 to 3
lines under the letterhead, else type it under the return address.
• Never send a letter without a date.
• Never write like 7-2-12 or 7/2/12 because it shows that the
writer is careless or in a great hurry.

The date is written in two styles.

1. The British Method (ordinal numbers) : 4th July, 2012
2. The American Method (cardinal numbers) : July 4, 2012
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 Inside Address

• Includes the name and address of the firm or the individual to

whom the letter is written.
• Written on the left side, beside the margin, two spaces below
the date- line.
• Use appropriate Courtesy titles before names of the receiver (if
you know the name) such as Mr., Mrs., Miss, Ms, Dr, Prof.,
Capt., Maj., Col., Gen., etc.
• The address can also begin with a job title or a department (if
you don’t know the name). For e.g. : The Sales Manager, The
Accounts Department etc.
• Copy the name of the company exactly as the company writes it.
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 Salutation

• It is a compliment or greeting.
• Written beside the left hand margin, two spaces below the
Inside address and two lines above the body of the letter.
• It is followed by a comma (,) or a colon (:).
• Salutation depends on the gender, type, number or the
social status of the person addressed.
• Example: Dear Sir, Dear Sales Manager,
Dear Madam, Dear Customer,
Dear Ladies and Gentlemen,
Dear Amit Das,
Respected Sir,
Dear Mr. John, Dear Director of Finance,
Dear Nancy, Dear Human Resource Department,
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 Subject

• Subject is use so that the reader immediately knows in a

glance what your letter is about.
• The subject line announces the main business or purpose of
the letter.
• Use “Subject” or “Re”.
• Subject usually comes between Salutation and body.

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 Body
• Begins two spaces below the salutation.
• Contains the message or the information to be communicated.
• Most important, lengthiest, prominent part- written in correct,
appealing and impressive style.
Divided normally into 3 parts:
1) Introductory paragraph
2) Middle paragraph
3) Closing paragraph
• Double space between paragraphs.
• Continue your letter three lines below the heading.
• Avoid long phrases – avoid making business letters longer than
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one page.
 Complimentary Close

• It is written two spaces below the last line of the body.

• It is a polite way of saying “ Good bye”.

• Only the first letter is capitalized, and it is always followed by a

comma (,).

• It depends on the tone and degree of formality.

Formal: Respectfully yours, Sincerely yours, Yours faithfully

Informal: Cordially yours, Warm regards, Best wishes

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 Signature and Designation

• Written double space below the

complimentary close.
• First comes Signature (pen written).
• Second line - type written name.
• Third line - business title/position.
• The signature acts as proof.
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 Enclosures

• This line tells the reader to look in the envelope for more.

• It ensures that the recipient knows that there are items accompanying the letter
in the same envelope.

• This makes sure that if the enclosure is lost, the recipient will know and contact
you.

• Write Enc./Encl./Enclosure/Attachment below the signature block.

• e.g. : Enclosure
Enclosures: 3
Enclosures : Check #231 for $500
Enclosure: Resume (If you send a resume with your application letter)
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• If you don't enclose anything, skip it.
 Copy Notation

• When other people are to receive a copy of the same letter,

their names are noted either by their ranks or alphabetically.
• Written just below the signature block or the enclosure
whichever is last.
• Type “cc” before the names if sending a “carbon copy (to)” and
“pc” for photocopy (to).
• For example, if you were upset by a service given by the IT
technician and you were sending a complaint letter to him and
copy of your letter to his/her line manager, you’d write “CC: Mr
Raymond Mason, Head of IT Department” at the end of the
letter.
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 Types of Business Letter
• Complaints, Claims,
• Inquiry Adjustments
• Order • Settlement
• Refusal • Collection
• Acceptance • Agency
• Quotation • Sales letters
• Follow up or • Transmittal
Cancelation
• Application
• Compliance
• Good news, bad news 21
Writing a Letter of Inquiry/Request

• Make sure the format of the letter is written

correctly.

Subject Line
• This should inform the reader that this is an
inquiry or request, e.g.:
(a) Inquiry about Textbooks
(b) Request for Brochure
(c) Query about Website
(d) Question regarding Product Components 22
 Writing a Letter of Inquiry/Request
First Paragraph
• The first paragraph specifies the SUBJECT of the inquiry and
indicates WHY the inquiry is being made.
• This should tell the reader what you want or the purpose of
writing the letter, e.g.:
(a) Please send me...(for things that the organisation offers to
send)
(b) I would be grateful if you could tell me...(for things that are not
normally offered)
(c) I am writing to inquire whether...(to see if something is
possible)
(d) I would especially like to know...(a more detailed request)
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(e) Could you also...(for an additional inquiry or request)
 Writing a Letter of Inquiry/Request
Consequent Paragraph (Paragraph 2 and 3, or more)
• This paragraph tells the reader why you are contacting his or her
organisation, why you need the requested information and gives
further details of the inquiry.
• You may list questions or information needed in a clear, specific,
and easy-to-read format.
• You may also indicate a deadline by which the items being
requested or the answers to questions need to be supplied.
• You may suggest that the recipient send brochures or catalogs to
you.
• The middle paragraph lists the specific items or questions that the
letter writer wants or wants answered; usually the items or
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questions are presented in bulleted list form.
 Writing a Letter of Inquiry/Request
• There are two reasons why you may contact an organisation:
1. you have contacted this organisation before, and want to conduct
business with it again.
2. you have not contacted this organisation before, but you have
heard about them. You should describe from where, such as from
an advert or a recommendation; e.g.:
- I saw your advert in the Malaysian Mail on Monday, 4 June 2011.
- Your company was recommended to me by Ms. Elsie Wong of Far
Eastern Logistics.
• Keep the paragraphs of the letters short. In business letters,
paragraphs that are made up of only a single sentence are
common and perfectly acceptable.
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 Writing a Letter of Inquiry/Request
Final Paragraph
• This paragraph should contain a polite expression and/or an expression
of thanks to the reader.
• Possible language includes:
(a) I look forward to hearing from you.
(b) I am looking forward to hear from you.
(c) Thank you for your assistance.
(d) Thank you very much for your kind assistance.
(e) I appreciate/am grateful for any help you could provide. I look
forward to hearing from you.
• If you think the reader might have further questions, you can suggest
that he or she contact you; e.g. 'If you have any questions, please do
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not hesitate to contact me.'
 Golden Gate Engineering
Prince Square, Prince Street,
United Kingdom.

6 June 2012

ProSkills Training Centre

Jubilee Building
Silver Road
United Kingdom.

Dear Sir or Madam:

Enquiry about Quality Control Course

27
I am writing to inquire whether your company could offer a course on
Quality Control for our managers.
Our company put a strong emphasis on quality control in order to stay competitive
in the market place. As such, it is important for our employees at all level of
management to be well informed and improve their skills especially in maintaining
and controlling quality. After reading your advert in the UK Daily on Monday, 4 June
2011, I strongly believe that the Quality Control Training Course mentioned in the
advert might be suitable for our company.

I would like to know if it is possible for you to offer a 3-month training course
starting on Monday, 25 June 2011, for a group of 20 people. Could you also provide
us some information about:

1. the teaching staff and their qualifications

2. the complete schedule/agenda for this course 28

3. the estimated price for a 3-month training course
I am looking forward to receiving your reply.

Yours faithfully,

...............................
Charlie Chapman
Managing Director

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 Transmittal Letter

• Transmittal letter or cover letter often accompany reports and

introduces the purpose and content of the reports to the reader.

• The exact contents of the letter depend greatly on your purpose.

• If the recipient is within the organization, it should be written

using a memo format (transmittal memo). If the recipient is
outside of the organization, it should be written using a letter
format (transmittal letter).

• Transmittal letter should establish a courteous and professional

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tone.
 Writing a Transmittal Letter
In your transmittal letter, follow the procedure below:
1. Make sure the format of the letter is written correctly. For people
internal to your organisation, the letter may be informal and take
the form of a memo; for external readers (customers, clients) will
usually be more formal.
2. List your reason for writing the letter in the first sentence (1st
paragraph).
3. State that you are sending a report (attachment) together with
the letter. Include the report's title (1st paragraph).
4. Establish the purpose of the report (1st paragraph).
5. Explain why, when, and by whom the report was authorized (1st
paragraph). 31
 Writing a Transmittal Letter
6. Summarize briefly the main subject of the report (2nd – 3rd paragraph).
7. Point out especially relevant facts or details (2nd – 3rd paragraph).
8. Explain any unusual features or organization of the subject (2nd – 3rd
paragraph).
9. State particularly important or key conclusions or recommendations
(2nd – 3rd paragraph).
10. Acknowledge those who offered valuable assistance in gathering
information, and or preparing the report (2nd – 3rd paragraph).
11. Thank readers for the opportunity to prepare the report, or offer to do
more study on the subject (2nd – 3rd paragraph).
12. Recommend further action if needed (2nd – 3rd paragraph).
13. Offer to answer any questions the reader may have or provide further
32
information if needed (Last paragraph)
For External readers (letter format):
Network of Designers Inc.
1222 West Point Drive
Virginia, USA.

6 June 2012

Mr. Bill Simpson

Project Engineer
Design Network Inc.
1570 North Tree Pass
Virginia, USA.

Dear Sir:

Report on Joistile-Concrete Beams

33
I am pleased to submit the report on “Joistile-Concrete Beams” in response to your request
on 12 February 2012.
The primary purpose of the report is to present information about joistile-
concrete beams for use in floor and roof construction. An effort has been made to
cover the subject thoroughly, including the development of joistile, its use and
application in beams, and general specifications for the construction of tile-
concrete beams and floor slabs. The section on investigations and tests is limited
to the most important and pertinent tests and results.

I wish to acknowledge the information and assistance given to me by Mr. James

Wood of the Greek Key Ceramics Association.

I sincerely hope that this report will meet with your approval.

Respectfully yours,

……………………………
Edward Donaldson
Research Officer 34

Enc.: Report on “Joistile-Concrete Beams”

For Internal readers (memorandum format):
Network of Designers Inc.
1222 West Point Drive
Virginia, USA.

TO : Mr. Bill Simpson, Project Engineer

FROM : Edward Donaldson, Research Officer
DATE : 6 June 2012
SUBJECT: Report on Joistile-Concrete Beams

I am pleased to submit the report on “Joistile-Concrete Beams” in response to your

request on 12 February 2012.

The primary purpose of the report is to present information about joistile-concrete

beams for use in floor and roof construction. An effort has been made to cover the
subject thoroughly, including the development of joistile, its use and application in
beams, and general specifications for the construction of tile-concrete beams35and
floor slabs. The section on investigations and tests is limited to the most important
and pertinent tests and results.
I wish to acknowledge the information and assistance given to me by
Mr. James Wood of the Greek Key Ceramics Association.

I sincerely hope that this report will meet with your approval.

Enc.: Report on “Joistile-Concrete Beams”

36
 TIPS

IMPORTANT: Draft your message, Revise, Edit, Rearrange and Proof

read.

• Maintain proper margins.

• Use the right font size, style and colour.
• Strike the right tone: be brief and professional, don't be too blunt or
flattery.
• Use a quality pen to sign the letter and thoroughly read before you
send it
• Neatly fold the letter into thirds and post it in a clean envelope(with
company logo).
• Neatly print/write your return address and the recipient's address
37
on the envelope
 Reports

• According to Oxford Advanced Learner’s Dictionary, a report is ‘a written

or spoken account/description of something heard, seen, done or
studied’.
• In other words, a report is a written document that presents facts on its
chosen topic and does so with a particular aim in mind; so clear objective
is essential.

Examples:
• filing a report on an accident or any other criminal act at a police station
• a newspaper report on events happening around the country
• a medical report
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• a research report done by UCTS final year degree student
 Advantages of Reports

Solves current problems Updated information

discloses unknown Internal communication

information

Decision making and planning

Reliable permanent information

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 Types of Reports
Can be divided into two (2) types:
1. Informational report – presents factual or objective information on
specific subject in detail without any note or suggestions. Includes progress
report, incident report, inspection report, etc.
(Eg. A vice-chancellor asking about the number of candidates appearing at
a particular examination)

2. Analytical report – written in response to a particular need or problem.

It analyzes the facts, draws conclusions and makes recommendations.
Includes final year projects, proposals, feasibility reports, recommendation
reports, etc.
(Eg. A company chairman may ask for a report on the details of falling
trends in sale in a particular area. He will in this case be naturally
interested in knowing all the details including that of opinion of any of 40the
investigator)
 Analytical Report

• Deals with a specific subject matter such as to explain a certain position,

and combines factual information with analysis and evaluation of data.

• Most analytical reports do not just have summaries as conclusion, but

more often than not incorporate formal recommendations.

• Analytical reports are usually long and are written as separate stand-
alone documents. Therefore, they are more complex to plan and
prepare.

• Their formats are strict. They have an abstract, introduction, data

collection method, findings and conclusion. 41
 (a) Recommendation
Report
• Starts from a stated need, a selection of choices, or both and then
recommends one, some, or none.

• For example, a company might be looking at graphic design software

and wants a recommendation on which product is the best. As the
report writer, you could study the market for this type of software
available and recommend one particular product, a couple of products
(may differ in their strengths and weaknesses), or none (maybe none of
them are any good).

• The recommendation report answers the question “Which option

should we choose?” by recommending Product A, or maybe both
42
Products A and B, or none of the products.
Contents of Reports
Recommendation Reports
1. Title
• The feasibility or recommendation report can be put into a business letter or
memorandum.

2. Introduction
• Indicate the topic and purpose of this document : to provide recommendations on
something
• Briefly describe the situation that brought this report about (why the report is written?)
• Give an overview of the contents of the report

3. Background Information
• Discuss in detail the background of the problem, situation, or opportunity that has led to
this report

4. Options for XXX

• Review the options under consideration in this report (for feasibility reports43and
recommendation reports)
• Describe them but don't enter into evaluation or comparison here
5. Criteria / Requirements for XXX
• Discuss what the requirements are for the recommendation or the feasibility report
(in terms of cost, function, etc)
• Explain what the expectations are for the project or product being evaluated

6. Comparison of XXX
• Begin the point-by-point comparisons here; in the introductory paragraph, list the
points of comparison
• Discuss each “point” of comparison in its own separate section. For example, discuss
the cost of the different options in one or more paragraphs; then go on to discuss the
special functions in the next

7. Conclusions
• Restate all the key conclusions from the comparisons section (e.g.: which choice has
the best cost, which has the best function, and so on)

8. Recommendations
44
• State which option you recommend and summarize the key reasons
• Use a bullet or number list if you make several recommendations
 (b) Proposal Report

• Documents that propose an idea or an approach to solving a problem or

issue.

• It is a detailed plan of action that a writer submits to a reader or group

of readers for approval

• This could be anything from an idea to solve excessive spending within

the company or a strategy to launch a new marketing campaign.

• It is written to someone who needs to make a decision usually which

involves spending or investing money (e.g. a client or customer, a
committee, someone responsible for finances within company or
organisation, etc). 45
 Proposal Report
Components of Proposal Report
• Letter of transmittal / Transmittal memo
• Title page
• Table of contents
• Introduction
• Discussion
• Conclusion
• Bibliography / Reference list
• Appendices

46
 Proposal Report
Proposal
• Addresses the decision maker
Report
•Letter of • Introduces a document to the reader, with less
transmittal formality than the report itself.
•Title page • Present major features and benefits of your
proposals
•Table of
contents • Includes an offer to provide additional information.
•Introduction • Can be used to present sensitive or confidential
•Discussion information related to, but not part of the report.
•Conclusion • Although it accompanies a report, it is separate
•Bibliography / from the document. So, DO NOT include the
Reference List transmittal letter in the report table of contents and
do not bind it with the report. Place it on top of the
•Appendices
report instead.
47
 Proposal Report
Proposal
Report
•Letter of Include the following items (whichever is
transmittal necessary):
•Title page • Name (and logo) of Organization
•Table of
contents
• Title of proposal/report
•Introduction • Name, job title and organization of receiver
•Discussion • Name and job title of report Author(s)
•Conclusion
• Date of Submission
•Bibliography /
Reference List
•Appendices
48
 Proposal Report
Proposal
Report
•Letter of • A list of divisions (chapters or articles) and the
transmittal pages on which they start
•Title page
•Table of
contents
•Introduction
•Discussion
•Conclusion
•Bibliography /
Reference List
•Appendices
49
 Proposal Report
Proposal • Includes three (3) major subtopics:
Report
1. Purpose – Explain why the proposal is being made – indicate
•Letter of the topic and purpose of this document: to present
transmittal information, to advice or to evaluate. Example: The purpose of
this report is to propose an activity that will help to improve
•Title page the students’ proficiency in English.
•Table of 2. Background Information – Develop a persuasive “hook.”
contents Identify and discuss the problem and why it needs to be
solved, or name a key issue or benefit (in short). Describes the
•Introduction background story of the issue to be solved. Provides and
overview of what is proposed and its importance.
•Discussion
3. Scope – Areas/Aspects/Subtopics discussed in
•Conclusion
the report. Example: This report will focus on ….
•Bibliography /
Reference List
•Appendices
50
 Proposal Report
• Divided into several subsections which include:
Proposal 1. Event overview – describe the event proposed, its
Report importance/aims, problems and opportunities, target
participants and more.
•Letter of
transmittal 2. Methodology – state how do you plan to conduct the event, the
rules and regulations of the said event and more.
•Title page
3. Cost/Budget – detailed cost breakdown to conduct the event
•Table of
4. Time frame – present your plan for the event, outline a schedule
contents
showing dates, prepare the projected dates of completion for
•Introduction each stage/component (Gantt Chart)

•Discussion 5. Proposed agenda – an itemized table/list of activities of the

event in the order in which they will be carried out
•Conclusion
6. Committee members – who will be involved in carrying out the
•Bibliography / event and description of their job responsibilities
Reference List 7. Resources needed – list out and explain all of the resources
needed which include transportation, venue, furniture, etc.
•Appendices
8. Others 51
 Proposal Report
Proposal
Report
• Summary of the Discussion
•Letter of
transmittal • Emphasise on the significance of the event proposed
•Title page
•Table of
contents
•Introduction
•Discussion
•Conclusion
•Bibliography /
Reference List
•Appendices
52
 Proposal Report
Proposal
Report
• It should appear at the end of your paper, on a separate
•Letter of page.
transmittal
• It provides the information necessary for a reader to locate
•Title page and retrieve any source you cite in the body of the paper.
•Table of • It contains a complete list of all the sources that you have
contents cited directly in a document.
•Introduction • Each source you cite in the paper must appear in the
•Discussion reference list, likewise, each entry in the reference list
must be cited in your text.
•Conclusion
•Bibliography /
Reference List
•Appendices
53
 Proposal Report
Proposal
Report It contains secondary attachment(s) which may include:
•Letter of • Ancillary material of interest (proposed flyer, banner or
transmittal advertisement designs)
•Title page • Resume of principal investigators
•Table of • Testimonial letters
contents
• Listing of previous projects
•Introduction
• Technical graphics
•Discussion
• Photographs
•Conclusion
• Etc
•Bibliography /
Reference List
•Appendices
54
SAMPLE OF
REPORT

55
 REDUCING VEHICLE EMISSIONS
Analytical Report—Manuscript
AND SMOG IN THE LOS ANGELES BASIN

Format
INTRODUCTION
Pacific Enterprises, Inc., is pleased to submit this report to the Air Resources Board of Los
Angeles County in response to its request of April 18. This report examines the problem
of vehicle emissions in the Los Angeles Basin. Moreover, it reviews proposed solutions
and recommends a course of action that will lead to a significant reduction in the
hydrocarbon and nitrogen oxide emissions of older vehicles.
Background and Discussion of Problem
The County of Los Angeles has battled dirty air for five decades. The largest stationary
polluters (manufacturers, petroleum refineries, and electric power plants, for example)
are no longer considered a major source of pollution. Today, the biggest smog producers
are older automobiles, trucks, and buses. Newer vehicles, as a result of improved
technology and government regulation, have sharply reduced their emissions. However,
nearly 400,000 pre-1980 vehicles continue to operate on Southern California's streets
and freeways. A recent state-funded study (Rutman 37) estimated that 50 percent of the
smog generated in Southern California comes from these older vehicles.

Mary Ellen Guffey, Business Communication: Process and Ch. 11, Slide 56
Product, 6e
However, many of these vehicles are either undetected or exempted from meeting the
Analytical Report—Manuscript
clean-air standards. Little has been done to solve this problem because retrofitting these
old cars with modern pollution control systems would cost more than many of them are
(Continued)
worth. Two innovative solutions were recently proposed.
Reducing Smog by Eliminating Older Cars
Two large organizations, Unocal and Ford Motor Company, suggested a buy-out program to
eliminate older cars. To demonstrate its effectiveness, the two firms bought more than
RECOMMENDATIONS
Based on our findings and the conclusions discussed earlier, we submit the following
recommendations to you:
1. Study the progress of Germany's attempt to reduce smog by retrofitting older
vehicles with computer-controlled fuel management systems.
2. Encourage Ford Motor Company and Unocal to continue their buy-out programs in
exchange for temporary smog credits.
3. Invite Neutronics Enterprises in Carlsbad, California, to test its Lambda emission-
control system at your El Monte test center.

Mary Ellen Guffey, Business Communication: Process and Ch. 11, Slide 57
Product, 6e