The Indianapolis journal. [volume] (Indianapolis [Ind.]) 1867-1904, 1898-01-03
TRADE WITH SOUTH AMERICA.
A Venezuelan Tells How United States
Merchants Can Control 1t.

TRADE WITH SOUTH AMERICA.
Venezuelan Tells How United States
Merchants Can Control 1t.
TRANSLATED from an article by Gen. Alex
ander Ybarra, late secretary of war of VEN
ezuela. in the October Trafico International,
Kansas City)
1t is beyond doubt that the United States
could, with proper effort and a proper I'M
outstanding of existing conditions. nave far
greater, more profitable trade relations with
Latin-America- In all those countries there
is a great desire for closer commercial inter-
course with the United States, but in the
latter country legislation and public policy,
1t seems to me. have been adverse to such
relations. The small commerce which we
to-day have with the United States arises,
our own merchants. The commercial houses
which we have established in your country.
with our own capital, and under direction of
our own merchants, have created this small
trade-rather in spite of than by the CO.
operation of the American merchant or
manufacturer = Notwithstanding the contin-
uous changes in tariff duties, and imprac-
teal plans for reciprocity, originated in good
VIII and ending without practical result. In
fact, these things have really contributed
to decrease the small trade built up by our
own people with your country.
1t is not by pan-American congresses, i'm
posing displays of manufactured products,
nor yet by giving excursions, receptions and
DanquetS to our representatives, that this
. vidus IS 10 pc pulIt up. true, those OF our
have returned home with only praise for
American hospitality American mechanical
genius and American civilization and en-
ergy. Our newspapers have spoken in high
praise of the Yankee" as the American is
called in all Latin-America,> and our people
admire his character; yet, in spite of all
this. when our commercial houses order
goods they turn to Europe, where, while
they do not entertain our visiting merchants
laVlshly, yet they I'LL our orders carefully
and conscientiously, and at lower prices
than we can generally obtain in the United
States.
Americans at present only receive such
orders as it is plainly to our interest to give
to them, such as relate to flour, ham, kero
Sene, small quantities of machinery, hard
ware and agricultural implements, and such
lew other articles cannot be so adVan-
tageously purchased in Europe. Were it not
That these mentioned articles which come
from the United States really suit us better
than any others obtainable, we would pur-
chase nothing from you at all, under the
existing conditions.
1t is necessary that American manufac-
turers should study our needs and that they
IKE concerns in Europe, and 1 am sure
that other conditions being even nearly
equal, the. American would have the prefer
ence. If in our country we sell by meters
we should not be forced to buy goods by
yards, and we should be entitled to con-
sideration to the extent of receiving the
kind and quality of goods we order, and
should not, as customers, be forced to depart
from our own business usages and COM
Goods shipped to us should be properly
packed, and should not, as has frequently
occurred in the past, arrive with one-quarter
of the consignment broken or damaged. A
looking glass manufactured in the United
States may be very handsome at home, but
1t loses its beauty if it is broken by care
IesSly driven nail in course of packing for
shipment. This very circumstance happened
when the writer once purchased set of par
Tor furniture in your country.
Again: The commercial agents and trav-
cling men sent to the Latin-American Coun-
tries should be men of education and refine
ment not merely traders who come with the
that thew s
Well may we resent such ignorance as the
American who in Europe finds people i'm
New York, Washington, or Chicago are en-
acted the scenes portrayed by Buffalo
Bills" Wild West show.
Americans should understand that a com
mon drummer will likely have poor success
In Latin-American countries, If he comes
with a small sack of samples and a blank
order book, after the manner of the book
agent. Your drummer might perhaps
secure some few orders, but in case the
goods were not satisfactory, would he stand
as a responsible agent, to make good the
error?
Your manufacturers and merchants should
send to us young men, such as are sent to
us from Europe, with letters of credit and
introduction, and suited to deal with our
higher commercial circles, whose members
have for the most part Travelled much, and
even whose clerks generally speak several
languages, and who are familiar with the
principal cities of Europe and the United
States.
In other words, your merchants would do
we'll to follow the course so Succ 9sSfully
pursued in the earlier times by The mer-
chants of Boston, Baltimore and New York,
who sent their own sons, graduates of Yale
or Harvard, or their most trusted employees,
into our CountrieS-with the result that even
to-day there exists some of the trade thus
judiciously obtained so long ago. l person
ally know old and rich American merchants
who as young men, thus began life and con-
tributed to build up what was once great
trade with our countries.
European commercial houses possess es-
fa iS had hra f10ln in off laDir
resentatives learn the Spanish language,
conform in reasonable part to our customs,
and in trying to sell us merchandise do not
attempt to change or criticiSe our habits.
but recognize that each country possesses
its own peculiaritieS. These young men
generally succeed eXcellently, and many be-
come permanent citizens amongst rs, while
others retire with a competence after q few
years in the trade.
In order for Americans to compete with
such an established commerce with Europe,
laws and treaties will avail little; only by
the employment of the same methods used
by Europe will Americans secure our trade;
but, with capital, patience and reciprocity,
good banking relations and transportation
respondence and the establishment of
branch houses in the interior of our repub-
HcS-with these things realized, a great and
rich trade will surely result.
The writer has for many years labOred
with the end in view of closer commercial
relations with the United States. and feels
that now is a most suspicious time for an
matter; especially in view of the extremely
friendly feeling existing III Venezuela and
elsewhere because of the attitude of your
President and people in regard to cur late