The morning news. [volume] (Savannah, Ga.) 1887-1900, 1899-07-17

bUi OF ttCuellS poorer QuaAlA-
For example few years ago American
plate glass began TO sell extensively in
South American countries While not
eb.e 10 drive it out by glass of the same
grade the Germans found a way TO do
30 by taking advantage Of the customs
laws.
In most of che South American countries
the tariffs are in the form of specific du-
ties. computed on the weight Of the article.
The German manufacturers put into this
market "a variety of glass that had the
same finish AS the American kind. but was
Of a poorer quality and only about half as
heavy They made a saving. therefore, both
in Tho cost price and i'm the customs duties
they were forced to pay. They were able
20 uuderseU their American competitors,
aud took a share of the trade away from
the latter. although with an inferior quail
Ivy Of goods.
American scientific and mechanical in
struments have been introduced into The
Latin American countries TO a considerable
extent In nearly every instance the Ger
mans have made special efforts TO capture
this trade. Tne Americans send out car
penter's 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 50 cents a pair. An
American workman would refuse to use
them. but the native mechanic in most of
get without regard to quality.
The Germans found few years ago that
American plows were being sold I'm Russia.
They promptly put into the market a
lighter and therefore a cheaper and less
durable plow II would not have answer
ed for the rough work required of a pow
by the American farmer but they seemed
TO satisfy The Russian Al any rate, they
have taken possession of the market.
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 Ger
man exporter An example of this was
shown by the fact that German manu-
facturers Of print cloths sent out agents
TO learn the colors most in favor with the
natives of various tropical countries, and
have since been making up these co.ors
for use in this class of trade. They APP
preCiate the fact that with the native of
Africa or the Philippines a gaudy color
is "a greater inducement to buy than is
durable quality In the material
Mr.. William Harper of the Philadelphia
Commercial Museum, who recently re
turned from a tour of commercial obser-
walton that carried him around the world,
said on this point:
The American exporter has made n
good beginning in almost every market
of any Importance that l visited But ev-
min closely. In some places they have
gained the advantage over Americans
purely on account of ignorance or indiffer-
ence on the part of the latter. All the
little advantages in the style and method
of preparation of their goods the Ger
mans have mastered thoroughly. Where
competition is close these matters of de-
tail sometimes turn the scale.
For instance, German goods have gain
ed a Roadway over American products in
Venezuela in several lines In ebinrire,
cloths and similar goods into Venezuela
the United States exporters pack them
in big wooden cases. as thew do for The
home market As the tariff duty is levied
on the gross weight of articles the Ameri-
can product must pay duty on twenty or
thirty pounds of wooden packing case
The German, on the other hand urrans
his cloths in coarse blankets which arr
fit for sale after they nave served as
wrappings. The whole is incased in Ught
canvas. The difference between these tuyo
modes Of packing is enough Ia leave a
margin of profit for the German
This is only one illustration out of doz-
ems that l noted bearing on the same
point Wherever l went encountered The
German salesman, speaking the language
of the country and urging the merits or
ms wares 1t was a rare thing to meet
the representative of an American bnns,
our exporters rely apparentIN, nnon th.5i,.
catalogues or on the foreign BUYERS Wis
its TO the United States to effect sales
The Germans will work for wears 10
get control of even the least imnorfanI
market. They will modify the patterns
of their goods, offer Inducements. change
little details of form or appearance any,
thing to get a start In dealing with for
eign trade that is a wise course bn+ tre
Americans haven't had the pati.,,1l, - -
or haven't understood that it was necesl
sary.
Take the case of the Germans in chi
ma, for example While the English ana
Americans have been fishing for biq con
cessions, and have obtained sopa ~
Germans have been worminp tbair WIZ.
mo me country inch by inch. They have
have made datterino ,,To,,,is- "a ' dsIlly'
tia deputies While tbev bave go, W -
that German goods SHAH aet into tba ooJ,,l -
try, they have tried their utmost 70 eb'it
other nations ont In fact r., -, ~ iiI'
uucleo 'helf campaign as an army of
' ,laIe occupation they have secured val
N""io pilNitt6eS thdt VIII enable them to