The evening times., 1900-06-16
MARKETS OF GUATEMALA
Trade Controlled Largely by Euro
pean Manufacturers.
English, French, and German Firms
Study the Requirements and Send
the Goods the People Want-Amer-
leans Indifferent, Asking High
Prices and Refusing Long Credits.

Consul General James c. McNaIly, at
Guatemala, in a report 10 the State De-
partment issued today. tells in exceeding
ly plain terms why the markets CT the
South American republics are controlled
by European manufacturers, and why
American wares are neglected. He writes
as follows:
This consulate general is in receipt OF
many letters of enquiry with reference to
the possibility of a market here for Unit
ed States goods, wares, and merchandise.
The correspondents frequently intimate
that a little more effort on the part of
the consular representative wouIl pave
the way for the introduction Of American
goods into this district. A consular OFF,
GER, be he ever so jealous in promoting
trade relations between his country and
the country to which he is accredited, can
not alone create a market for merchandise.
The trade here makes certain demands,
which must be acquiesced in before Or
ders are placed. The German, English.
and French houses are pleased to grant
these demands, and thus have a monopoly
Of the business. The first consideration is
TO learn the wants Of the people and cater
thereto This is not done through the dis
tribution of catalogues advertising goods.
Our business men must proceed on the
same basis that they adopt at home. Ex-
perienced travelling men, having a speak
ing knowledge Of the language and carry
ing a full line of samples, must be sent
here, fully prepared to demonstrate the
superiority Of their goods. II is a rare
thing TO see an American representative in
Guatemala. while German, English, and
French drummers are always in evidence.
Foreign houses send men here specially 10
ascertain the wants of the people and the
class OF goods desired. and then they man
ufaeture to suit the trade.
Articles Of United States manufacture
are undoubtedly Of superior quality, but
necessarily commanding a higher price,
are laid aside, preference being given 10
the chsaper articles CLOSED over with a
veneering pleasing to the eye. When one
considers that the bulk of the purchasing
population Of the Republic OF Guatemala is
made up OF Indians, this is not to be won
dered at am informed that an English
firm is at present manufacturing a hoe,
advantageously titled the Guatemala
| hoe" which sells in this market for 50 20
per dozen, enormous quantities being sold
The American hoe, Of better finish but in
no way better adapted for the purpose,
| commands $3.50 per dozen. Generally
speaking. an inferior article Of bright ard
lurid finish will find ready sale Aere.
Guatemala imports from Germany en-
| ameled kitchen ware musical instruments,
umbrellas. cheap hats. feathers, shoe elias
tics, crockery, hardware and cutlery, pa
per, cheap cloths, beer, and wine
From England, quantities of white
goods. prints. threads. Cashmeres. cheap
haberdasheTy. and farming implements.
From France, perfumery, drugs, silk
| goods, wines. and liquors
| From China. silks. rice. cinnamon, and
tea.
From Chile. wines. -four. and beer.
Spain has recently obtained recogni-
ton by shipping cheap grade of blanket.
underwear. revolvers. cigarette paper, and
vAhe.
The United States rules the market in
-four and groceries
Shipping is an important factor In the
introduction Of goods into Guatemala. II
requires about one month for goods sent
from New York via the Isthmus OF Panama
10 arrive in this city. The freight rate
via this route is 500 per ,cu OF 1000
pounds. Cargo is carried from E1rope via
the Straits OF Magellan at a cost Of S534
per ton OF Z,2iO pounds. Goods shipped
from Europe by the latter Esute reach
here in about seventy-fve days
Snort credits are an obstacle TO the
American republics. Our houses usually
/ require cash payment with the order.
There are firms which give thirty or sixty
days, but even this concession is Of little
service as the time Of payment often ex-
piTes before the goods arrive European
houses give six months from the date of
! the invoice. and are not unduIy excited
If the account is little overdue
The subjec; OF packing seems TO be
worn tnreacbare; this is one of the prin-
clpal drawbacks to our trade With for
eign Laness houses, packing Is a fine
art. Seldom does an article come broken
or damaged, and. If this should happen and
demand be made for a rebate. the firm
would grant Il Immediately. making apol-
| ogy for the accident United States houses.
in almost every instance, refuse to re-
place or give rebate on damaged articles,
although they may have sent goods paid
for before shipment most insecurefy
packed.
Foreign firms, particularly Germans.
have a power of imitation that helps TO
increase their business with these coun-
tries. They acquire a knowledge of the
habits and tastes Of the people and Of the
prices they usually pay for certain articles
of home manufacturer, such as wearing
apparel, etc; they then make the same
article, underselling the natives them
selves To illustrate: The Indians make
a certain article called the mountain coat.
| They spin and weave the raw cotton and
wool in the crudest possible way, yet the
| garment is woven so closely that il is
| practically waterproof. The Germans imi-
tate this article so closely that the In
| dians themselves cannot tell the differ
| ence; and, TO cap the climax, give them
| to the Indians to SELL
IF our manufacturers will make up
| their minds to meet the conditions that
are today influencing and controlling trade
| in Guatemala, as well as throughout all
| Cantral and South America, We will win
q