The Salt Lake herald. [volume] (Salt Lake City [Utah]) 1870-1909, 1899-07-16

customs laws.
In most of the South American coun-
tries the tariffs are in the form of spe-
cific duties, computed on the weight OF
the article The German manufac-
turers 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
the cost price and in the customs du-
ties they were forced to pay. They
were able to undersell their American
competitors, and took a share of the
! trade away from the latter, although
with an inferior quality of goods.
| American scientific and mechanical
instruments have been introduced into
the Latin-A American countries to a con-
siderable extent In nearly every IN
stance the Germans have made special
! efforts TO capture this trade. The Amer
: leans send out carpenters compaSSeS
which sell for 81 u pair Immediately
| the Germans put on the market a
| poorer compass made in the same form,
but selling for SO cents a pair. An
American workman would refuse 10
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 piows were being sold IN
Russia. They promptly put into the
market a lighter. and. therefore,
cheaper and less durable pillow. 1t would
not have answered for the rough work
required of a pillow by the American
farmer. but they seemed to satisfy the
Russian. At any rate. they have taken
possession of the market.
The same process has been repeated
in many lines of trade, and in many
nj n faf ga N
secure an advantage is overlooked by
the German exporter. An example or
this was shown by the fact that Ger
man manufacturers o Ipiint cloths sent
out agents to learn the cOi0rS most IN
favor with the natives of various trop-
zeal countries. and have since been
making up these colOrs for use in this
class of trade. They appreciate the fact
that with the native Of Africa or the
Philippines a gaudy color is greater
inducement to buy than is durable
quality in the material.
Mr.. William Harper of the Philadel-
pha Commercial Museum, who recently
returned from a 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 / visited. But
everywhere / found the Germans press
ing him closely. In some places they
have gained the advantage over Ameri-
cans purely on account of the ignorance
or indifference on the part Of the latter.
All the little advantages in the 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 Roadway over American pro-
ducts in Venezuela in several lines. In
shipping cloths and similar goods into
Venezuela. the United States exporters
pack them in big wooden cases, as
they do for the home market. AS the
tariff duty is levied on the gross weight
of articles the American product must
pay duty on twenty or thirty POUNDS
of wooden packing case.
The German, on the other hand,
wraps his cloths in coarse blankets.
which are fit for sale after they have
served as wrappings. The whole IS IN
cased in light canvas. The difference
between these two modes of packing
is enough to leave a margin of profit
for the German.
This is only one illustration out of
dozens that / noted bearing on the
same point. Wherever / went / en-
countered the German salesman. speak
ing the language of the country ana
urging the merits of mis- wares 1t was
a rare thing to meet the representative
of an American house. Our exporters
rely apparently upon their catalogues
or on the foreign buyers visits TO the
United States to effect sales
The Germans will work for years 80
get control of even the least important
market. They will modify the patterns
of their goods. offer inducements,
If r
ance-anything to get a, start. In deal
ing with foreign trade that is "a wise
course. but the Americans haven't lad
the patience for it, or haven't uncer-
stood that it was necessary.
Take the case of the Germans in
China, for example. While the English
and Americans 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 flatter-
ing promises 10 influential deputies.
While they have seen to it that Ger
man goods shall get into the country.
they have tried their utmost TO shut
other nations out. In fact. they have
conducted their campaign as an army
OF trade occupation They have secured
valuable privileges that will enable
of the Yang Tse-Kiang valley, the rich
est section of China. Our American
traders have smiled at this penny-wise
policy of their rivals but it has accom-
plished results which they cannot af-
ford to ignore"
According to Americans who have
recently visited South America. the
same situation prevails in Chile and the
other South American countries. Ger
man statesmen have overran the coun-
try with cheap goods made in imita-
tion of American products. They have
learned to pack their exports in small
and broken lots. They have always on
hand a lot of out-of-date goods which
they are ready TO throw upon any mar
ket that will receive them.
The following table showing the ex-
ports 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 favorably situated for
the convenience of the American ex-
porterS:
Exports to Chile. y
Great B. Germany. L. States
ma = vi