New-York tribune. [volume] (New York [N.Y.]) 1866-1924, 1898-12-24


Of American industry when manufacturers real
lied more fully the Importance to them per-
sonaly of a well-established and developing
export trade.
For years the have labored to meet the de-
mands Of rapidly increasing domestic busi-
ness, but their development and capacity have
expanded so enormously that, Notwithstanding
home market of vast extent they are able to
produce more than is required here.
This surplus, they have learned can be surely
and proftably disposed of in export. For a
long time the cry Of cheap foreign labor" re-
strained American manufacturers from attempt
ing the foreign field. but the effects Of labor
saving machinery. improved methods and great
ly reduced cost of materials have more than off,
set the disadvantage. and there is hardly a field
Of any Importance in which American made
goods do not now compete-and compete sue
cessfully
What would have been said few years ago
IL 1t had been predicted that American cutlery
would find a market in Sheffield and that
American steel rails would win their way in
Birmingham? And yet to-day these articles
and thousands Of others competing with sat-
isfacton throughout the world.
In foreign countries the people have learned
that American manufactures adapted to
their needs, and in many instances have points
Of superiority over articles Of the same sort
formerly sold in their markets.
The great export trade which has been de-
veloped in recent years has naturally caused
every manufacturer who has not shared in its
advantages to ask why he, too. cannot come in
for a part Of this business.
In a general way it may be said that the
conditions governing export trade are the same
as these which govern the domestic markets.
Some important differences. however. must be
understood and considered IL the seeker after
export business is to succeed.
In export as in all trade the first thing for
the seller to do is to get in touch with probable
buyers. and the best methods Of doing this are
the same in both domestic and foreign business.
salesman to be OF value in foreign country
must be a man Of exceptional ability. and many
requirements enter into the question of his sue
cess which are not paramount at home he
must not only understand the merits or MS
employers goods. but must at all times De
familiar with the general business conditions'
the customs, the wants and the language OF the
people he Is to visit.
In addition he must be energetic and man
Of good business habits, who has his employers
interest at heart. This Is OF prime Importance
The foreign salesman Is frequently SO p'aceu
that communications with Tie h''iie N"N~ 80
rare. and the incentive TO effort must rest III
tho salesman himself. An ambitious salesman
can do more to further the development or FOR
eign trade than any other means, ana ne rep
resents one OF the most potent ia Tors tnat
enter into the question. The employment OF
,a,,,du,I statesmen Is expensive. and nrins
who are making their first bids for foreign pa'-
ronaea are frequently unwilling or unable to
hear such expense. Local agents in foreign
countries are of great assistance n such cases.
nc indeed they are to those whose trade Is al
readv established In the case Of agents. the
reourements are much the same as In that OK
,,a salesmen The agent must be wideawake
ond reliable or he Is apt to prove expensive 10
the MANUFACTURED.
7, q, ,eneralIv agreed by those who have MADE
q study Of export trade that such agents shouio
not be given exclusive control OF goods Ill any
territory except in cases where they are aDie 10
guarantee adequate returns. competition 10
Tho ufa If trade" fact which is as true OF the
foreign market as of any other
Tho manufacturer should reserve the right 10
discontinue such agencies are found to handi-
tho trade or obstruct its proper develop
ment IT., -.
There are probably no frauds which have
boen nractised more frequently than those de-
eipned TO prey upon the manufacturers who are
entering the export field for the first time.
some Of these are still cropping up after years
of failure and exposure. and. ancient though
thev are appear to find victims to hum
bug and that with very little change OF system
ar variation in the promises so often discredited.
Not all of the promoters Of these schemes are