Evening star. [volume] (Washington, D.C.) 1854-1972, 1899-07-15

mans have made special efforts to capture
this trade. The Americans send out car
penters compasses which sell for 81 a pair =
Immediately the Germans put on the mar
ket a poorer compass made in the same
form. but selling for 60 cents a pair An
american workman would refuse to use
them, but the native mechanic in most OF
these countries takes the cheapest he can
get without regard to quality.
The Germans found, few years ago
that American plows were being sold in
Russia. They promptly put into the mar
ket lighter and therefore a cheaper and
less durable pillow. 1t would not have an
swered for the rough work required Of a
plow by the American farmer. but they
seemed TO satisfy the Russian. At any rate.
they have taken possession Of the market.
They Overlook Nothing.
The same process has been repeated in
many lines of trade and in many places.
No factor that can help him to secure an
advantage is overlooked by the German
exporter. An example OF this was shown
by the fact that German manufacturers Of
print cloths sent out agents to learn the
colors most in favor with the natives OF
various tropical countries and have since
Deeh making up these colors for use I'm this
class OF trade. They appreciate the fact
mat with the native Of Africa or the Phil
ippihes gaudy color is a greater induce
material
Mr.. William Harper of the PHILADELPHIA
commercial museum, who recently returned
from tour Of commercial observation that
carried him around the world. said on this
point:
The American exporter has made good
beginning in almost every market of any
Importance that l visited. But everywhere
found the Germans pressing him CLOSELY
In some places they have gained the adj
vantage over Americans purely on account
OF Ignorance or indifference on the part OF
the latter. All the little advantages in tho
style and method of preparation of their
goods the Germans have mastered thor
oughly. Where competition is close these
matters of detail sometimes turn the scale.
For instance, German goods have gained
a headway over American products in Ven
ezuela in several lines. In shipping cloths
and similar goods into Venezuela the
onlted States exporters pack them in big
market As the tariff duty is levied on the
gross weight Of articles the American pro-
duct must pay duty on twenty or thirty
POUNDS OF wooden packing case.
How the Germans Succeed
The German, on the other hand. wraps
bis cloths IN coarse blankets which are fit
for sale after they have served as wrap
pings. The whole is incased in light cam
vas. The difference between these two
modes of packing is enough to leave a mar
gin of profit for the German
This is only one Illustration out Of doz-
ems that noted bearing on the same point
w hereVer L went l encountered the German
salesman, speaking the language of the
country and urging the merits of hts wares Z
1t was rare thing to meet the renresen-
tatlVe of an American house. Our export-
ers rely apparently upon their catalogues or
on the foreign BUYERS visits Ia he Irpt,aI
States to effect sales.
The Germans Will work for years to get
control of even the least important market
Ihey VIII modify the patterns of their
goods, offer inducements. change little de-
talls OF form or appearance-anything to get
a start In dealing with foreign trade that
Is wise course but the Americans naven't
had the patience for it, or haven't UNDER
stood that 1t was necessary.
Take the case of the Germans in China
Tor example. While the English and Ameri-
cans have been fishing for big concessions.
and have obtained some, the Germans have
been worming their way into the country
inch by inch. They have entertained the
native governors lavishly, have made fat
lering promises to influential deputies
While they have seen to II that German
goods shall get into the country they have
tried their utmost to shut other rations out.
In fact they have conducted their cap,Daign
as an army of trade occupation. They have
secured valuable privileges that will enable
them TO secure a big part of the trade OF
the Hang-Tse-Kiang valley, the richest sec
ton of China Our American traders have
smiled at this penny-wise policy of their
rivals, but it has accomplished results which
they cannot afford to ignore"
In South America.
According to Americans who have recent-
ly visited South America, the same situa-
ton prevails in Chile and the other South
American countries. German statesmen have
oVerrun the country with cheap goods made
in imitation of American products They
have learned to pack their exports in small
and broken lots. They have always on hand
lot of out-of-date goods which they are
ready TO throw upon any market that Will
receive them.
The following table, showing the exports
from the three countries to Chile Mexico
and Cape Colony, illustrates the enormous
strides that Germany has made in securing
the trade OF countries supposed to be favor
ably situated for the convenience of tha
American exporters:
Exports to Chile.
United
- Great Britain. GERMANY States