The Wheeling daily intelligencer. [volume] (Wheeling, W. Va.) 1865-1903, 1899-02-03
SOUTH AMERICAN TRADE.

Information Tor manufacturers VINO
Wish to Extend Busincss-Hint Civ
en- in n Circular Issued by the
national Association oftManufac-
turcrs.
Sew York Journal Of Commerce: In
formation OF much value to American
manufacturers who aim to establish
trade in South American countries Is
r,ven in a circular OF the National AS
soc,a,lon OF Manufacturers, written by
william L. Torrcns. special commits
sfoner OF the association. Mr. Torrens
ands some good In the fact that other
nations OF smaller capabilities got the
start OF us In trading with those coun-
tries, We may now profit by their e1-
narience, he says. What he points out
as the concrete profit Of that experience
IS: .aI . w atG
/. That 1t Is advisable 10 make per-
sonal investigate OF each foreign mar
ko,. the volume Of demand. the manu-
featuring. credit and shipping require.
ments, and so forth.
.. Personal solicitation OF orders by
nm experienced travelling representative
so equipped that he can show samples
OF merchandise which can be readily
sold by the merchant interviewed.
In order TO increase the volume OF
our trade. he says. manufacturers must
no longer be content with generalized
information about foreign markets.
They must know md realize the neces-
siiv or even the most trivial require
,nents. for trliles often throw the bal
ancc' Of value to manufacturer. espe-
cjally when competition Is close. He
rrophesies that hte time Is not far dis
tant. when, on account;sof this condi-
ton. American houses will have need
OF many times more foreign travellers
Than are now temployed.,S For each of
these a thorough technical experience
In some branch OF home production, to-
gether' with an accurate conception OF
the requirements to be able to sell
abroad, will be q necessity. Men whose
qualifications are merely the speaking
OF n foreign tongue and some expert
ence In general trading will not be Of
any use. AZ
The writer follows this with u series
of hints TO. the guidance Of tho COM
nercial. men In South American coun-
the president Of the ASSOCIATION, and
states that by studying and needing
them, statesmen and employers may
save money and time. avoid worry and
be nut on a surer road to success. First.
in order OF Importance in the qualitica-
tsons of 4 successful foreign traveller he
places ail-around business ability and
the power to judge human nature; next.
All expert knowledge OF ones line or
business and the nature OF the compe-
;tion to be met, and third, the ability to
deal with q foreign buyer in his own
language. The lack OF the latter abil-
ity has been one Of the greatest draw
backs to North American trade in South
America. That ought not to be. Mr..
Torrens sharply points, out. when an
hours study day for a,year Will give
any man OF average intelligence suf-
tlCient knowledge of Spanish for trade
purposes. He goes on to say:
Nov that our export trade has be-
gun TO increase, with n fair prospect Of
further extension. any young man who
desires 10 make his services more valua-
bic In the business world cannot make
mistake in acquiring n knowledge of
foreign languages. especially Spanish.
Portuguese and French. | add French,
because 1t has been taught in all the
higher grade schools in South America.
and because large proportion OF South
American business men understand 1t.
The writer recommends that manu-
factursrs dea! not cntirely5with export
commission honses. or wholesale i'm
po!ters. nGr solely with the foreign re-
taller direct. but with both retailers and
exporters or importers. by giving such
prices and terms TO The former rs Will
admit Of an inside figure to the latter
and thus protect and encourage them
10 sell the goods among their own GUS
toutrs. by adopting the compromise
plan the manufacturer has two strings
to his bow and is therefore. not limited
10 the dictation of any one faction.
In many foreign countries X is per-
INVISIBLE regularly to bond the samples
OF commercial traveller for limited
period. the obligation being released
when the samples arc cleared intact at
the original port of entry. In Brazil.
however, regular duties must be paid.
Neither can samples be bonded In Uru-
quay, hut in INgentinaSthe laws are
very liberal III this respect The bond
only equals the duties, and Is for from
thirty to ninety days use of samples,
but may be extended. IT often takes
ten days, however. to sc. the goods
under such 4 bond. while by paying the
duties outright, they may be had in
four. The Venezuelan government al
lows the display Of goods in a special
warehouse in Caracas. while they are
held iE bond. 49,
Samples for South America should
be packed in small. strong trunks. not
owe" i9O pounds gross, nor making more
IMAM fifteen cubic feet of space. At all
ports oil South America with the cX-
ception or Buenos Ayrcs,s Argentina.
passengers and their baggage are sent
ashore In small boats. and weighty or
cumbersome trunks are very liable to
Eet Dad usage and cause delays. Bag
gage OF this nature Is usually carried on
mems shoulders. and portable packages
invariably facilitate the deliverance OF
samples. Then, again. but few hotels
D. buildings In South America lave Gle
Pators. All baggage must be carried
upstairs through narrow Railways and
doors. which also causes the necessity
OF a unit to the width Of the trunks
The tariff laws Of each country must
he mad" subject of particular study.
MI Torrcns says: IF you are carrying
!iEc OF shifting fabrics and the tariff
Is passed on classification of all cotton,
nan cotton. all wool. then any fabric
~ winch The wool prcdominates Is
c!assed as all wool. Don't be caught
showing 90 per cent wool article: It
WIZ only prove your ignorance OF the
markets. necessities. Have 1t either
an wool or - per cent wool, and be able
70 prove to the appraisers that 1t con-
lhinS only 10 per cent and not 81 per
cent OF WOOL" Another advice is to
cohSlGn samples TO the South American
general or local agents OF the firm rep
resented. If there be any. for the sake OF
exemption from the foreign commercial
travellers license. The traveller can
'Heh work as the cmpioye OF his agents.
withdraw her Name.
CHICAGO. Feb. 1.-The question OF
Mhcthnr :, III.