The Saint Paul globe. (St. Paul, Minn.) 1896-1905, 1900-08-06
TRADE CONDITIONS In GERMANY


American manufacturers and exporters
would do we'll to read the last report Of
Consul General Frank H. Mason, of Ber-
lin, before they venture into trade with
Germany 1t is by far the most practical
and sensible report made on the condi-
lions of trade in Germany that has here
tofore found it's way into the consular re-
ports.
Mr.. Mason in plain words points out
some of the mistakes made by American
manufacturers = mistakes which have
greatly initiated against their success.
and which have quite frequently lost
them the market and led to the mistaken
conclusion that the reason for their nom
success was prejudice of the German
merchants against American-made arti-
cles, simply because they were American
made.
The consul general shows that the cause
for failure has been the neglect Of Amer
lean manufacturers to conform to the re-
quEements of the market. German meth
DDS and ideas differ in certain essential
details from American methods and ideas,
and it is futile to offer to the German
trade articles which are manufactured
and placed on the market in the manner
required by the American trade
One serious stumbling block encounter
ed at the outset by the American firm
seeking to enter the German market IS
the American price list When the Amer
lean offers an article alto quote Consul
Mason-''33 1-3 and 10 and per cent from
list f. o. b. New York and prices Sub
ject to change without notice." he is SIM
ply wasting his time. The German mer-
chant knows nothing Of such complicated
devices. What he wants is plain, direct
statement of the price of the article and
the rate of discount stated in a simple
and direct manner. The price should in
clude cost of packing, costs of insurance,
duty and freight, and, instead of being
f. o. b. at an American port, should be
billed free to the German port nearest the
destination.
In other words, 1t is the seller who must
assume the task of delivering his goods
to the buyer free from all imports and
charges, and the price quoted should
cover all such additional items Of cost.
The discounts should be a straight dis
count for prompt or cash payment from
the actual price quoted.
Consul General Mason tells way the
American electrical machinery manufac-
turers have met such poor success in
the German market. The main reasons
seem to be that the difference between
American and German standards is not
understood, and that the American ma
chinery, such as dynamos, rheostats, etc.,
does not present the ornamental finish
that the German machines do. Under
the American practice, a dynamo is rated
up to its full horse power, while the Ger
man practice is to rate a dynamo, not ac-
cording to its maximum power under ia
vorable conditions, but according to its
average or normal daily performance,
which is from Is to % per cent below the
maximum.
German manufacturers who have
bought an American twenty horse power
dynamo, under the impression that it's
normal capacity was twenty :orse power,
have found that it would not do the work
expected of it. and they have felt ag-
grieved and considered themselves de-
ceived. But, according to American rat
ing, they got exactly what they bought
Mr.. Mason has several interesting
things to say about electrical plants and
machinery, as operated in Germany, and
he draws particular attention to the
common use Of accumulators for small
plants. The report is worthy the serious
attention Of every manufacturer and ship
per, and if his suggestions are adopted a
better understanding Of trade conditions
in Germany would follow, and would no
doubt lead to increased business