Pittsburg dispatch. [volume] (Pittsburg [Pa.]) 1880-1923, 1892-12-25
Merchants to Be Shown Just Why
They Fail in South America.
AN EXHIBIT AT THE WORLDS FAIR.
The Europeans Use Light Packages and
Water-PrOOf Wrappers.
PECULIARITIEs OF THE CUSTOMERS
rcoRRrsroNDENcE OF THE D1sPArcH.l

here under the direction OF w. Z. Ilsdel,
the special commissioner for the Worlds
Fair to the South American Republics
This exhibit, which will be a special feature
of the South American display, consists
almost entirely of goods manufactured in
England, France, Germany and other
foreign countries
1t seems at first rather curious notion,
but its value is easily understood when its
full meaning is known. Mr. Tisdel pro-
poses to give the merchants and manufact-
urers of the United States an object lesson
in manufacturing and shipping goods for
the South American trade. The proportion
of that trade which the United States con-
trolls is disgracefully small when the prox-
unity of the South American countries and
the simplicity of their wants are considered.
And the smallness of this proportion, as
Mr.. Tisdel will show, is due more to the
obtuseness of the American manufacturer
than to any desire of the South American
to trade in Europe or to the fact that the
banking of South American countries is
done in England.
Why Americans Do Not Succeed
Mr.. Tisdel outlined his plan to the
Bureau of American Republics in Septem-
Der of last year, suggesting the appointment
of special representative to travel through
South America and carry it out. The plan
was adopted and Mr.. Tisdel was made the
special agent He returned recently from
the last of his journeys, having visited
every one of the South American countries
and obtained from each material for the dis
play at Chicago L had long conversation
with Mr. Tisdel on the subject of the South
American trade few days ago and he epit-
omized for me the disadvantages often
seIf-imposed, under which American manu-
facturers labor in the markets of South
America.
"What we have obtained for the Fair"
he said, "is specimen pieces and packages
OF articles just as they arrive from abroad
in the markets of South America and after
ward as they are prepared for sale and ap-
portionment. We have also samples of
merchandise known as trade goods for
barter on the great rivers and in the in
terror of each country, together with speci-
mems of the native commodities which they
will purchase. For the first time in the
history of the country merchants and manu-
tacturers will have an opportunity to see
before them and personally examine the
kind of goods; the make and finish; the pack
ages and manner of packing; and the size
and weight of package suitable for inland
wagon and mule carriage.
Must Cater to the Trade.
"Our people have stood in their own
light for long time. They must learn now
that if they want the trade of South Amer
lea they must cater to it Such little things
determine the drift of business with the
people of the Latin-Americas. Here.is an
example; If yen want to sell thread in
South America, you must have it wound on
spools of yellow or black, An Indian or
native interior woman cannot be induced to
buy thread wound on a white spool. The
spools, too, must be lighter than those
which are used for the trade OF the United
States, tor weight and bulk count for a
great deal where goods must be carried far
inland by the primitive mode of transporta-
tion, which alone is known to most of these
Southern people The American spool
weighs twice as much as the European
spool.
THE American makes mistake in the
way he puts up his packages for shipment.
Everything imported pays duty by weight
in South American custom houses When
the merchant or manufacturer of the United
States, therefore, packs his goods Gas he
usually does) in heavy boxes filed with
great spikes, the receiver of the merchan-
disc must pay duty on this dead weight,
which is sometimes as great as the weight
of the goods imported.
How Our Merchants Make Mistakes.
"Many of the goods which are imported
into South America we do not make, but
we can easily make most of them. But the
manufacturer of the United States usually
thinks more of getting rid OF the surplus
ofo o0l- oT Tio1o Al
Southern customers When the South
American importer calls on him for sam
Piles, he more than likely sends four or five
instead OF greater variety, and then in
slsts that the purchaser shall be satisfied
with his selection of patterns and qualities.
The styles and measurements and patterns
OF goods in the South American trade differ
from our own, and the great trouble always
has been that our manufacturers have not
known just what to make and our merchants
have endeavored to force on the Latin
Americans the goods in quality, style and
suited to our own trade, I
know personally of hundreds of thousands
OF dollars worth of orders which have gone
to Europe because the pattern offered by
our merchants was not in keeping with the
wishes of the people or the folding of cotton
goods was not in metres or the quantity of
of dress goods or sheetings was too great in
piece lengths or the shoes were too broad
in the toe or the hats too wide in the brim
Or too high in the crown. Our manutact-
lrers cannot set the fashions for the people |
Of South America. They have styles and |
fashions OF their own.
The Light European Packages.
There is another point which our mer-
chants do not consider, and one of the ut
most Importance. They must study the |
'tyle of packing for goods to be shipped
South. The English and the Germans ex-
'el in the matter OF light packages. For
he interior OF Ecuador, Columbia and Bo-
ivia packages should not exceed 125
pounds English in weight, because here the
is performed by mule or BY In
lian carrier. A mule carries $50 pounds in
wo packages; an Indian carries 125 pounds
one package. l have seen hundreds of
orders from these countries in which it has
'een clearly required that the goods should
,e packed in light bales and the goods
you'd invariably come from the United
states packed in heavy white pine boxes
THE Englishman and the Frenchman
md the German wrap their goods in tar
'aper and then in oil paper and then in tar
,aper again to make the packages water
roof l have seen bales of English goods
AIKEN out of the hold of q vessel where
hey had lain in water, and when the wrap
'ings were taken off, the goods we're found
n perfect condition. The American ship
er wraps up his drygoods as he would his
ugar-in plain wrapping paper, and if the
ackage comes in contact with water its
ontents are ruined.
What America Might Furnish.
''The people of South America want to
rade with the United States" continued
fr. Tisdel "All that they ask is that they
ct the goods which will please their. cns. |