The evening times. [volume] (Washington, D.C.) 1895-1902, 1901-05-25
TRADE METHODS IN GERMANY.
Suggestions to American Manufnc-
turers by n Consular agent.

Charles Neuer, the American Consular
agent at Gera. Germany. has written to
the State Department that he is constant
~ in receipt OF letters. catalogues. etc.
from American manufacturers and export
associations wishing to introduce their
goods in that country. Concerning his
work in the matter of furnishing informa-
ton in this respect, Mr.. Neuer says:
In order TO find out whether my work
had led to satisfactory results, I called Of
late on some prominent merchants here
and, while 1t gave me pleasure to learn
that my endeavors had been partly sue
cessfuI, I was told that our exporters are
at fault in some respects It is for this
reason that I submit the following as the
most interesting part of my interviews.
to serve for the Information and guidance
of our shippers.
In the first place, it is admitted that
our manufacturers excel in variety. beauty
of style, and adaptability all others,
wheresoever made. Letters, circulars. cat
alogUes, etc, in English are however, of
almost no value, and those who desire to
secure this market for their goods must
pursue the methods that are principally
used here. The most effectuaI means would
be the canvassing of every city and town
by intelligent agents with samples of the
goods they sell, and with full knowledge
Of every detail of their special lines. so as
/ to give all information desired. y careful
study could in this way be made of the
tastes and peculiaritics Of the region. and
full particulars of the requirements of
this market could be sent home More
over, careful enquiries could be made with
regard to financial standing of buyers.
My attention was also called to The
/ Discrimination of many of our manufac-
turers to adapt their IA 5rics to the habits
! and tastes Of other countries. They are
/ aVerse, it seems, to deviating from their
usual sizes, forms, etc, though it would
seem that when a new market for certain
articles IS to be acquired, the goods should
be made 10 suit the wishes Of the pur-
chasers-
Moreover. it was said that American
| manufacturers are often anxious to make
large sales at the start. without consid-
ering that new articles can be introduced
TO consumers only by the expenditure Of
much patience and perseverance.
| Great fault is FOUND with our terms Of
! credit While the business in this coun-
| try is mainly done on terms varying from
/ three to six months time, our merchants
| insist in many cases on cash on delivery
ana even before delivery. so that receiv-
ers are unable to examine goods before
I payment ana cannot know whether the
shipments are in accordance with orders
| or not OF course. the demand for cash
/ on receipt is Wei justified Il the purchas-
, eT's financial standing IS Of a questionable
! nature; but ] know of fTst-cIaSs German
( houses that have been subjected TO the
/ same rigid terms, causing a GiSCOGtiuu-
/ alton of purchases and material loss to
our trade.
| Another point one OF my informants
/ laid stress on was the packing Of our
! goods the greatest precaution should be
| used in this regard. Care should be ia
/ ken to prevent bre&kage and no old or
/ damaged cases should be used. As the
/ customs duties are levied here on the
/ gross weight, less a certain percentage
/ for taTe. the advantage Of lightness in
/ packing is essential Manufacturers who
! ship goods to this country should thor
| oughly acquaint themselves with the Ger
/ man tariff, and pack their goods in such
! a manner as to save the purchaser tTOu-
/ bic and useless expense. For instance. a
! much higher duty IS charged on nickel
! plated iron than on Cast-iron stoves
! American shippers Of stoves viii there
fore act wisely If they separate the nick
1 el-plated parts and pack THIN in one case
( and the heavy iron parts in another. so
4 as not TO have the receivers pay the high
/ er duty on the entire weight. The same is
/ true Of many cther articles