New-York tribune. [volume] (New York [N.Y.]) 1866-1924, 1898-12-24
vital respectfully promise results that they 90
not and cannot obtain

A syndicate or an association Of manufactur-
crs who band themselves together to secure the
services Of a salesman for foreign countries on
terms that arc equitable to all is a perfectly
legitimate and proper method Of securing export
trade. Each member Of such q syndicate should
know all Of his partners have a voice In con-
trolling the travelling agent. and be able 70 o'S
miss or recall him at any time. the members OF
such a syndicate should know exactly the record
and qualifications Of their agent. Unless tne
oorcerns arc small. or their HIST OF spec'ait'es
short four or five Is as large number as an
agent ran properly represent These speciait'es
should invariably be closely allied. as. FOR ex-
annie clocks, watches. silverware and oeweiry
but never watches and steam engines LOT '"0
,,ttor calls for altogether different accomplish
mcnts on the part Of the agent. ana '"Vo''e'
reaching an entirely different clientele.
Tho frauds who use this idee to deceive the IN
ovnerienced seekers after export trade are per-
hans the commonest and often the most oe
ccntive OF those export schemers whose opera
tions result In regrets instead OF business inc
modus operandi IL exceedingly simple
aren't assures each client that for his particui"i
specialty the markets he proposes 10 WISH arc
inst the ones he ought to reach ana Tor whio"
his goods are best adapted. II ne .i'" oI,omt
can Induce a manufacturer to become e"T Tnr
he does not hesitate to promise any Where It
instance he will promise to sell sleighs whei. :"
rover SHOWS or heating stoves IN uoPicai oou ="
tries Never having been In the coun.i! -
question as is often the case. the asen' , n,
himself imagine that he Is speaking tie u u ~.
and in any event, II his assertions are ho' 'Vo
sioringly absurd the manufacturer is apt ~
take his word for It. hsor,h-
Finally when sufficient NUMBER Oh suoS ,','aj
ers las been obtained to make paving syhoi-
cate"-that is one that will pay All MS hNih5
and travelling expenses while visi.ins t r. a.
lands on pleasure bent and yieid MIN d ia' -,
coma hesides-he sails abroad, or at ieast pr
,rds "a do so In the latter case ne goes W
come other city and continues his canvass i ~
the missing lone or two" members 0. n's Ta;ng
cate his letters to his earlier Vic'iins pe, ms
M allied for him at points in the countries ~.
which tho syndicate was formed. Al NOME y.
abroad however the agent. as RUE uoes no.
neglect to send frequent reports 10 .ie .o -. lie
manufacturers who were so ioI.un Ion5 Incl
nermitted to share the advantages 'a'Iu my
Ientally the expenses) OF the undertakihs.
In these reports ne explains how IL nappe.s
that the orders have not yet begun 10 iiou IT,
clients He calls attention 10 ahe the lack
Of the malls the high rate OF exchahee, tne
~ shining facilities, rainy season unsa' , o. q,
tory credit systems. and so on. ne uoes Io' III,
10 add however that the prospects die ~,
brilliant and that he Is negotiating sov ".s ~ -.
Tor his client Later, the orders sun ran "
rnaterialize he reports that he Is oo,hs d Ia =
business for all his other clients l~nose lam =.
4, hoc
give this particular correspondent soous sos he
;ai attention in certain other markets whlc. 'e
has not vet visited and to when ne eal no
nre especially adapted Manufacturers I,anny
raoka tho mistake Of suppOsing that an aeenes
n co In the leading city Of country means
that the entire territory is bling covered sa sr
factorilv Transportation faciities y. &, -
ouently poor in foreign countries, Gnu .. hio
preat Importance to MANUFACTURE W ian nh
slen 1 hpou,n in every large town in each
province. =. chic late day to
rort ont the Importance Of advertising, pu, ~
poIt . ~ true in the export trade as else
whore that to reach buyers successfully ' s J,
ployment Of papers having poma tioe,,ant in
circulation Is essential. An @ nthor ein,niv
an exrort publication. as In any o'her, s .,lns
Introduces the buyer and seller TO each o.nei'
II initiates business connexions that NC! 80
tinue and expand indefinitely. Aover.se ,.s Me-
not however. expect returns 100 promptly. ~"
oniv does IL require weeks In place OF Gays Ioi
replies to come In from distant points, Dul ~, ,
eign merchants are. as RUE conss' 80. prt
GLOW to disturb existing trace reiatiohs. , nu'
the force OF reiteration in advertising IL IRE,
sistible in influencing their preferences; anu
in time they are led to place tneir mrs. n,,sh
Commission merchants, 80 such. CANNOT push
the sale of any specific make OF goods. Inelr
business is simply to execute the ORDERS ,ney
receive Were they to recommend gooos 10 tne'i
clients they would incur risks ana lay 'hg T,
selves omen to the charge OF Partially Inc
export commission merchants ana snppin ~
agents are however, Indispensable parues 20
the proper cOnQuct VI INC e"P"''
collect from various sources goods ordered by
clients at one time and ship them under one plii
of lading procure insurance the necessary SNIP
ping documents consular invoices, etc Foreign
huyers select their own agents. and manufact-
urers should treat all of them alike.
Many manufacturers have hesitated about en-
tering the export trade because they think
they are liable to have an endless amount OF
trouble in collecting their accounts. This Is
fallacy. for 1t is probable that fully % per cent
of ali foreign buyers order through American
export commission merchants.
.~ocufocturar fhua receives the order