Walker Lake bulletin. (Hawthorne, Nev.) 1883-1926, 1895-09-18
FOREIGN TRADE.
Some of the Obstacles to Its De-
velopment.
NEW METHODS ARE BADLY NEEDED
Conditions Which American Exporters
Should Study-Valuable Suggestions
from the Consular Service.

Poioo, OouooihiuS q SaIioty VI COu-
mercial information from consular
officers, and in addition, from time to
time. a special pamphlet dealing with
particular line of trade. The con-
suls. commercial agents. etc., are con.
stantly reporting new fields for Ameri
can enterprise. Besides this, a vast
number Of individual inquiries from
manufacturers, merchants, professional
men, business and Industrial organiza-
tions, etc., are answered through the
aid of the consular service. Many of
the consular officers are also the agents
for distributing trade circulars, cata-
louges, ETC., of American firms, and
important business negotiations are
often greatly facilitated by their good
offices. A number of new industries
and business enterprises in this country
have had their origin in their sugges-
lions or advice or in the information
they supplied. Their usefulness to
trade is necessarily more in the nature
of suggestion than in the active help
they are able to give in carrying out
any definite plan Of commercial de-
velopment, says the Philadelphia
Ledger. Government aid can be
given to inform, to instruct, to caution
and even 60 prepare the way, but it
can never take the place of individual
enterprise and effort. The great work
of creating foreign commerce must be
done, moi by government officials, but
by the manufacturer and the merchant
who has his own interests to serve,
who can serve them best only through
his own chosen agents.
Just here we touch upon the great
deficiency of our export trade-the lack
of specially trained representatives
in foreign markets. Personal solicit
tation by members of firms or their
authorized agents." writes Consul
Kemmler, of Horgen. Switzerland, sis
more likely to result in establishing
permanent connections and effecting
substantial and satisfactory transao-
tions than any other method that might
be employed" 81 am of opinion"
writes Consul German, of Zurich,
"that, if American manufacturers
would make some efforts, they could
secure share of the Swiss paper trade.
The best way to obtain a foothold
would be to send a representative
speaking the language of the country
German, French and Italian. well
equipped with full line of samples,
and posted on freight rates to the Differ
ent points, The burden of nearly
or Ior ho
for American goods in foreign markets
is the same-the absolute need of COM
mercial travellers who speak the bust
ness methods and needs of the country.
Trade must be ''drummed up abroad
as we'll as at home. The Germans
have learned this lesson, and are profit
ing by it In South America, China
and Japan they are recognized az for
midable rivals of the English, because
of the care with which they have fitted
themselves for their work, and the
patient industry, energy and tact
which they exhibit. The German
clerks and travelling salesmen are spec
tally trained. They make a country's
business methods, its language, its re-
sources matter of thorough study, and
are enabled to act with an intelligence
of Judgment which is winning them
rich rewards.
American merchants and manufac-
turers have much to learn from the
Germans. In the monthly numbers
of Consular Reports" mass of in
formation has been Published, from
time to time. concerning the trade,
industrial and technical schools of the
German Empire, which show what i'm
portant auxiliaries to the industries
and commerce of the German people
they have proven themselves to be.
Thus there are merchants unions"
which enable young men to fit them
selves for business and assist them in
obtaining situations; commercial high
schools. mercantile apprentice schools,
school to teach tanning, masons and
builders school, school for plumbers,
agricultural schools, clock -making
schools. weaving schools, tool and
machine making schools. school for
marine machinists and engineers,
school of mines and even a school to
teach how to shoe horse. In Bel
GUM there are two special schools
where brewing is taught. The Ham,
burg Merchants Union during the
forty odd years of its existence has
found places for. 40. 900 young men, and
1.-THE unprecedented prosperity of Ger
many" during that period, we are told,
lis due in no small degree" to the
work of these organizations. Ger
man influence in England. Australia,
South America and the United States
is due in great degree to these unions.
Kept in constant contact with home by
the emigrating clerk or
merchant makes himself an agent
for the Fatherland. Kept close to
each other by the bonds of such
unions and passionate fondness
for their mother tongue. uncon-
sciously it may seem sometimes. but,
nevertheless, with certainty, they find
forei ON n, VI orc fov hor,o xorodcot.