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第一节 Martin Smith: 从科学家到书店老板
James Carleton 主持人
Martin Smith 被采访人（书店老板）
James Carleton: Hi, I’m James Carleton, Over the next three months we’ll tour the length and breadth of the country, visiting start-ups, exporters, retailers, contractors and consultants. We’ll learn how training in managements are important now like never before, and we’ll try to harness the opportunities of new economy, and use the experience of others to minimize risk. We’ll raise capital, count the cash flow, and troubleshoot tax.
tour the length and breadth of the country :一个国家的长度和宽度都走过了，边边角角都看了，所以是“走遍全国”的意思。
start-up 新成立的公司 It grew from a tiny start-up to a multimillion-dollar corporation.那家公司从小小的新公司发展成数百万美元的大公司。
We’ll raise capital, count the cash flow, and troubleshoot tax. 我们会筹集资金，计算现金流，解决税收问题。（troubleshoot 有排除故障的意思，在这里我们可以理解为“解决税收问题” troubleshoot这个词是经常和编程有关的，另外一个类似的词是debug）
And what better place to start than here, at the promenade of Bondi Beach？ Not far from here there’s a man who’s given up secure work as a chemical engineer to turn the dream of running a bookshop into a reality, just one of the millions of small businesspeople, who together employ about half the Australian workforce.
And what better place to start than here, at the promenade of Bondi Beach.要开始（采访），有什么地方会比Bondi 海滩周边的地方更好呢？promenade 是法语，有“散步，散步的地方”等意思。at the promenade of Bondi Beach 这里可以理解为在Bondi海滩的周围；secure work 安稳的工作
Let’s meet Martin Smith in his bookshop.
Martin Smith: I was a scientist at CSIRO. I originally came for three years and stayed for 24-1/2 years. I needed a change. There’d been some changes in the family and I wanted a change, and the only thing I really knew I’d like to do would be to run a little bookshop. I used to frequent bookshops all around the world when I was travelling, and I loved them, and I’ve been a reader all my life.
CSIRO澳大利亚联邦科学与工业研究组织( Commonwealth Scientific and Industrial Research Organisation )。是澳大利亚最大的国家级科研机构，前身是于1926年成立的澳大利亚科学与工业顾问委员会（Advisory Council of Science and Industry）。
Martin Smith 说I originally came for three years and stayed for 24-1/2 years.我原本是要工作三年的（在CSIRO），想不到呆了24年半。所以要做一下改变I needed a change
（ 采访过程中有顾客进来看书，Martin Smith招呼客人）
Essays, that’s right. Essays 1992-2000.
Man: That’ll be it, because this was the early one.
Martin Smith: Yes.
Man: That’s all right. Now how much is that one?
Martin Smith: Well that’s –
Man: Look, it’s quite dear.
Martin Smith: It’s very expensive that, it’s in a hardback. The only price they give is a New Zealand price which is $NZ77.
Man: And how much is that Australian?
Martin Smith: Oh that would be less, say $50, $60.
Man: Right now.
Martin Smith: R, O,
Martin Smith: And contact number?
Man: I can’t remember what it is, 9 –
Martin Smith: I must say I wasn’t aware how little I knew. I was fairly naive. What I did intend to do is to get, buy expert help and I managed to do that. I had a manager who had a lot of experience, and I learnt a lot. I hadn’t been aware of how much there was to know and how little I did know. There was another bookshop that I admired enormously; I was a customer of theirs, that’s all. And when I opened, they offered a lot of help, and they helped me enormously.
I hadn’t expected bookshops to be as dynamic as they are. In a sense, I thought you bought books and then you sat back and relaxed for a few months, and then you bought some more books. It doesn’t work like that at all. It’s books coming in, books being returned, books being exchanged. It’s a very dynamic process; we have deliveries every day, we have reps every day. This came as a surprise.
If you’re running a very small bookshop, your customer relations are crucial, and we go out of our way to track down books to help people.
fairly 相当地；I was fairly naive 当时我相当天真。又比如： She is a fairly good dancer. 她是一个相当不错的舞蹈演员。enormously 巨大地，非常的; There was another bookshop that I admired enormously.有另外一家书店我非常地钦佩/敬仰。
随后，Martin Smith又说到这家书店给他提供了很大帮助。（They offered a lot of help, and they helped me enormously.）
dynamic 既有“多元的”这个意思，也可以表示“动态的”。I hadn’t expected bookshops to be as dynamic as they are. 我没想过要想他们那样经营各种品种。
Martin Smith 在这里强调，对于小企业来说，应该专注，不应该随便多元化，什么事情都做。It’s a very dynamic process; we have deliveries every day, we have reps every day. 这是一个动态的过程。我们每天都要送货，有销售代表来访(指出版社的销售代表)。reps是“representatives”的简略形式
This came as a surprise. 这是出乎意料/这是让人觉得意外的。 开书店之前Martin Smith 认为经营书店是一件简单的事情，以为进一次货后就可以坐在那里数钱（you bought books and then you sat back and relaxed for a few months），想不到有这么多的事情。
get out of one’s way是一个固定短语，“特地”的意思。we go out of our way to track down books to help people. 我们会特地/尽力帮顾客找书。
（ 采访过程中有顾客进来看书，Martin Smith招呼客人）
Woman: I think so, yes.
Martin Smith: Try and see if you can get it somewhere else.
Woman: See if I can find it and look at it. Because once you order it in, you pretty much buy it.
Martin Smith: We really expect you to. Have you tried the Junction or something like that.
Woman: Yes, OK. I think I’ll probably want it anyway. Anyway, I’ll have a look around, no rush really.
Martin Smith: OK, and we can always order it.
Woman: OK, no problem. All right.
Martin Smith: I wanted a bookshop that was if you like, interesting. It wouldn’t be a mass market bookshop, that there’d always be surprises, even though it was a small bookshop. And this seems to have been appreciated by people, locally and visitors from overseas. I never wanted a bigger bookshop. I think that might be a function of the age, of my age, when I started the business. I was 56 when I started which is fairly old for a new enterprise. I hadn’t been that ambitious sort of financially. It’s provided me with a very good living, so I suppose it would be a quality of life, rather than – I’m not a very ambitious businessman although the business has gone remarkably well.
ambitious 有野心的 例句： She is an ambitious woman. 她是一个雄心勃勃的女人He then attempted something more ambitious, a novel of 200,000 words. 接着他试图写一部更大的作品,一本二十万字的长篇小说。
从这段话中，我们可以看出Martin Smith 并不是一个野心勃勃的人，他很满意现在的生活。他觉得现在的日子很滋润 （It’s provided me with a very good living）
他之前也说“没野心”可能是和他创业时候的年龄有关（I think that might be a function of the age）。
Martin Smith: My experience has been that there have been some delightful aspects to the shop, the interaction with customers. We’ve got a very strong local base, we have a buyers’ club, we get a lot of visitors from overseas, and even though it’s a tiny bookshop, we have lots of overseas authors who come to Bondi to have a look at the beach and can’t resist coming into a bookshop. So we have these lovely encounters.
Martin Smith 的书店很本地化，有本地风情，他们甚至还组织了一个读者俱乐部，这些都很人性化，很吸引人，讨人喜欢，而且又靠近 Bondi 海滩， 外国来的人很难抵挡不到这样的书店看看（can’t resist coming into a bookshop）
（ 采访过程中有顾客进来看书，Martin Smith招呼客人）
Martin Smith: Another recording artist. I’m being interviewed.
Woman: Oh, right. I’m looking for a book.
Martin Smith: What surprises me is the consistency of a small business. You more or less can almost predict sort of what’s going to happen. I mean we are influenced by the economic climate, but within a say some considerable period, we can actually anticipate and it usually agrees with what we get.
consistency 这里表示“持续性”的意思。What surprises me is the consistency of a small business. 更让我吃惊的是一个小企业能经营这么长时间。我们会受到经济形势的影响，但在一定的时期内，我们还是能预期会出现什么事情的。We can actually anticipate and it usually agrees with what we get. 实际上它（经济形势）和我们的预期还是相符的。
James Carleton: Martin Smith in his bookshop. He knows from experience that business is good in summer and bad in winter. But turnover isn’t always so predictable especially when it comes to the new economy: more technology, flexibility and value-adding are the keys to success.
Let’s visit a home-based, micro-business for a cuppa.
现在让我们到一个家庭小作坊（soho: small office/home office） 喝一杯。