The San Francisco call., 1896-05-31
American Manufacturers Heed.
less of the Demands of Mer-
chants and Consumers.
GERMAN AND ENGLISH GOODS
Preferred Simply Because They Con.
form to the Peculiarities of the
Situation.

During the larger portion of his six
weeks absence from the City, Z. H. Hin
ton, the local general agent of the Panama
Railroad Company, was engaged in in
vestigating the conditions of the trade of
the Central American countries, with a
view to seeing how it could be extended
with the merchants and manufacturers of
the United States, and thus incidentally
make the operations of his company's
business in that part of the world more
profitable.
When Mr.. Hinton left here he went to
New York, where he was joined by G.
Whaley, vice-presi0ent and general man
ager OF his company, and John Muir, the
company's traffic manager. The party
left for Colon and crossed the 1sthmus of
Panama, and from the latter point the
principal portion of the investigation was
made. Speaking of the result of his
travels and inquiries, Mr.. Hinton said
yesterday:
"There are two things that the United
States needs TO do in order to get its due
share OF Central American business:
longer credits must be given, and the re-
quirements of the people of these coun-
tries must be catered to-both those of the
merchants and the consumers.
1.-THE German and English give those
people long time. They will give them
twelve months credit at small rate of
interest, while the American merchant
wants his money in ninety days or even
cash. The ninety days are gone some
tim es before the buver receives his goods,
and it may thus happen that the goods
have to be paid for before they are re-
ceived. This is the main point
Another thing that operates strongly
against the American merchant is that ne
has never sought to cultivate that trade
except IN isolated cases. The Americans
have never made any intelligent and per-
sistent effort to work up The business. A few
send drummers occasionally; if the mer-
chants buy it is all right, if they don't the
drummer packs up his samples and de-
parts. A German or English commercial
traveller hangs up his hat, ascertains ex-
actly what the trade requires and then mas
the goods made to meet the demands.
Americans Won t do that
People down there tell me if they want
cotton goods made a certain width and
weight the Germans and English will
hand they will ask the American and the
American will simply say, We have
standard styles and we see no reason why
we should change. This seems to be
remarkable situation. but it is fact.
Another thing that operates very seri-
ously against Americans is the fact that
they are the most careless packers of
goods The frailest package of merchan-
disc is package of United States goods.
"The trade of South and Central America
requires packages to be put up in uni
form way, and they must be so packed as
not to get wet when exposed to the heavy
rains that fall in those countries at fire.
quent intervals. Oil paper must be used
TO line the cases, and the packages must
not be too large to be conveniently carried
-, Ioo <Of1 Of haaa Oh,
mediums of transportation in those coun-
tries, as most of the goods imp ported has to
be taken over the mountains. "The Ger
mans will put up packages exactly as
required by the trade, while the Ameri-
cans are perfectly indifferent in this mat
ter. One man in Guatemala said he had
quit ordering from Americans simply be-
cause they paid no attention to his request
for the style of packing. These are ap-
parently little things, but they count for
great deal under the circumstances. The
Americans have never catered to that
trade"
As illustrating how the Germans needed
the requirements of the trade Mr.. Hinton
related how two packages of dry goods
imported from Germany fell into the bay
at Colon while a vessel was unloading and
how they were taken out without the con-
tents having suffered the least damage,
though the cases were in the water for
some hours.
1.-The business of the Central American
republics" continued Mr.. Hinton, "has
increased enormously in the last five
years. due to the impetus given to coffee
growing by high prices, and naturally the
business between the republics and the
United States has increased, but the ratio
of increase is infinitely smaller than it
has been with Germany and England. We
are doing about one-third of the import
business in those countries, when by vir-
tue of our position and the political affin-
ity between these republics and the United
States we should be doing not less than
three-quarters of it.
1.-TWO lines of steamers known as the
Cosmos and Kristen lines are running to
Pacific Central and South American ports
direct from Germany via Cape Horn.
Each line runs one steamer month, and
they find ample cargo TO keep them en-
ploved, as they have been running for
many years.
Part of my mission to Central America
was to see if part of the traffic now moving
via the Horn cannot be diverted to the
Panama Railway. By our route there
would be a considerable saving of time,
and this is an important factor in handling
the coffee crop. The Panama Company is
going to build a fine pier at La Boca--the
mouth 10 the projected Panama canal-so
as to allow deep water vessels to transfer
cargo direct to the cars of the road and SO
do away with lightering or the carrying OF
cargo from SHIPS 10 Ine Snore Dy means OF
freight barges, as is now done. This will
greatly facilitate transportation, and not
only cheaper it to some extent, but will
save considerable time, always matter OF
importance in transportation. This prac-
tice of lightering has been serious draw
back in securing through business via the
isthmus The railroad itself is in fine ply
sical condition, the ties being all of lignum
vitae wood, and there is ample rolling
stock to take care of all the business that
may demand handling"
.-LittIe Fires
=. o ogo1ool, Do, III