The Worcester spy. [volume] (Worcester, Mass.) 1898-1904, 1898-11-06
HINrs TO EXPORTERS.

HINES TO BAFOhIEhO'
A Worcester manufacturer sends The
Spy two instructive clippings from the
London Daily Mail, which help to ex-
plain the success of American products
in competing with British goods in the
tight little island" and in the British
colonies, and which afford some hints
to American exporters. First, the Brit
ish producers were chagrined and
alarmed at the inroads made upon theif
trade by German products. and then
came the flood of American goods,
which played havoc with British trad
ers throughout her majesty's domin-
ions. So intense has the anxiety be-
come that the imperial board Of trade
has issued a blue book, containing quo
tations from III diplomatic and consul
lar reports, lecturing British manufac-
turers upon the errors of their ways,
and convicting them of old-fogyism
and unintelligent methods of trade.
One article in the Mail is devoted to
eulogy of the American consuls and
consular agents, to whose energetic
personal efforts and intelligent reports
many an American manufacturer owes
the discovery of new market This
British writer finds that the American
consuls are virtually foreign agents for
home products, and devote their time
and ingenuity to the task of discovering
new avenues of commerce, ana inform
ing home manufacturers of whatever
complaints are made against their
goods. 1t is a fact, that within recent
years, our foreign consular reports have
become very practical and useful, ow-
ing in large degree to intelligent SUI
pervision and direction from Washing
ton. The publication of these monthly
reports constitutes one of the important
duties Of branch of the state depart
ment, and from it the American ex-
porters have derived profit
1t is worth while to note the explain
alton given by the British blue book
referred to for the decline OF British
| trade, especially in the colonies, and
here is one bit of evidence to refute the
popular notion that trade follows the
flag" Great Britain's trade with her
colonies has not even kept pace with
the increase of her commerce in for
| eign markets.
! British exporters are warned that
they must be willing to supply cheaper
goods where cheaper goods are demand
ed; that they must not despise small
orders; that they must consult the Gus
TONER'S wishes, and not insist that the
seller knows best what the buyer
wants; that they must adopt more Sc
cure methods of packing. so that goods
Will arrive in perfect condition. that
they must send out more commercial
travellers; that they must ADOPT the
metric system of weights and meas
ures; that British ocean freights must
come down, and, finally, that cata-
logues must be printed in the language
of the country where trade is sought:
and agents must be sent who can speak
that language.
1t happens that some of these points
are the very ones that our own consul
lar agents have been hammerinsr into
the heads of American exporters. Es-
pecially is this true as to the adoption
Of the metric system of weights and
measures, the employment of the Ian
guage Of the market sought, and the
consultation of the wishes and tastes
of the prospective customers, particu-
larly as to the grade of goods and the
methods of putting up or packing.
Attractiveness is an important desid-
eratum in the line of small goods and
herein the Germans have had marked
success. One Of the most common
complaints against American goods is
that the packing is insecure, so that
the goods are damaged in transit. This
is serious fault, but one that may
be easily remedied.
The cause of England's loss OF trade
may be summarized as a national dis
inclination to study the foreign mar
lSet reluctance which is born of over
confidence and self -sufficiency. Amer
leans have in the monthly consular re-
ports excellent text books for such
study, and it appears that many have
used them to good advantage. 1t is evil
dence Of the value of these reports that
they are praised by British merchants,
and that their recommendations are
virtually adopted by the British board