The times., 1899-10-15

]. C. Monaghan, the United States Con-
sui at Chemnitz, has sent to the State De-
partment a report on the extension of
American trade in Russia The report is
the result of large number of enquiries
received from exporters in this country.
Mr.. Monaghan says:
THE questions asked deal with Russia,
the possibilities of increasing trade in or
introducing American goods into that
country, if it is advisable to put cata-
logues for distribution in Russia in French
or German, and if catalogues in French
would be worth anything for distribution
in Germany. They ask also for such facts
and information regarding Russia as / am
able to add.
There are many ways OF doing busin SIS,
but there are not many that excel those
employed at home. The best way to build
up successful export trade is to carefully
go over the ground to be covered, study
ing it in its minutest details. To do this
well, an expert is almost indispensable.
BY expert | mean a man familiar with the
goods to be sold, their qualities applica-
ton. etc. Consuls can never hope to do
more than point out opportunities in gem
eral way. This they dofquite successfully.
The man who goes out to survey the
ground should, ii possible, speak the Ian
guage of the people he is 10 study. This is
not, however, an absolute necessity. What
is wanted most at first is a man of brains
TO go over the territory studying its wants,
possibilities, etc.
Export trade differs from the home
trade in this. At home, We know the peo-
nj txyifb xyho m daai- in
trade we do not. This is a much more i'm
portant factor than appears at first glance.
Foreigners are affected by prejudices, and
il Is wrong to laugh at these prejudices.
They must be overcome. and Consuls can
be of incalculable service in pointing OF
how best to overcome them Our mer-
chants must make up their minds 10 adapt
themselves to the business methods o. the
people among whom they want to sell.
This is law and gospel for those trying 20
win foreign markets.
Conditions of Sale.
After going over the ground and find
ing good field, the next step is to learn
conditions of sale, whether goods can be
sold for cash or on what time. Russia,
because OF the old system under which
goods were bought at the annual NiZhni
Novgorod fairs will demand long terms In
which to make payments. This has chang
ed to some extent. but In most parts of the
Empire one will still fnd the long-term
system in vogue; hence, anyone wanting
TO do business with Russia must be pre-
pared TO wait six months or more-in many
cases a s.ear-for his moley, nor will lib
eral discounts for cash do away with more
than a very small percentage Of these Pc
riods.
to- .bn fvxd - 70
be paid, whether it is fiuetusting or liable
to fuetuate. Credits must be studied. In.
a country where so much business is done
on long credits, one would imagine that
system like Dun's or Bradstreet's would be
adopted. / regret 10 say that the system in
Russia is very far from perfect, although
il is fast improving.
'"The next step is how best to bring
goods TO the notice Of those TO whom it
is desired to sell. Some goods speak for
themselves, others have to be spoken for.
There are several methods that may be
successfully used TO make goods known in
the market. The best undoubtedly, is TO
open branch house. but that is very ex-
pensive; the next best plan and one that
commends itself because OF it's eheapness.
is the employment OF a resident agent, one
who can give all his time TO the business
A good plan IS to pay him entirely or in
part on commission Next to this and still
cheaper. is TO get agents already doing
business in the districts, to handle the
goods, These general agents must be
watched, however, as they have been
known to suppress goods of one firm for
the purpose of favoring a rival.
"A good plan would be- for half a dozen
or more houses to combine and send out
reliable man to represent them, allowing
him to sell partly on commission and part
ly on salary Half dozen hardware
houses. half a dozen or more paint, oil, and
varnish makers, could do this, taking care
to get no conflicting parties connected with
the same man. In selecting agents, too
much care cannot be exercised. In the
first place, firm of young men, without
a dollar in the world above the capital in
vested in their business, may beat an old.
house so rich that it cannot keep track of
its possessions. Hustle has more to do
with success in business than has almost
any other factor. Once an agent has been
selected, give heed TO his advice. Intelli-
gent agents ought TO know best what is
wanted in the territory covered. A little