The Indianapolis journal., 1903-10-05
One of the Greatest Features of Amer
orally Growing Rapidly.
MAKE LOSS FOR THEMSELVES
SOME MANUFACTURERS SHIP DE-
FECTIvE IMPLEMENTS.
This Is Particularly Noticeable in tn e
TransvaaI-MexicO Is Progressing
Rapidly i'm Modern Methods.
,ecial to the indianapolis Journal.

Special to the Indianapolis Journal
WASHINGTON, Oct 4.-The foreign
trade of the United States in agricultural
implements is one of the greatest features
of the American export business Notwith-
standing the very general use of American
machines of this character throughout the
world the trade is advancing annually by
enormous percentages. The Department OF
Commerce and Labor, recognizing the i'm
portance of this business, has made a spe-
cial effort to investigate local conditions in
every foreign country and the consuls are
now sending in their reports daily to the
State Department in such form as to con-
stitute valuable commercial directory for
American manufacturers. The work is far
from being complete yet but sufficient
data is in hand to give some indication OF
what the general result will be.
In 1901 the Americans sold abroad over
s16, 900 worth of agricultural implements.
In 1902 the figures were about the same, but
during the fiscal year of 1903 ending July /,
the sales had amounted to over s21, 900, 900,
or a gain in a single year Of nearly IS per
cent
There seems to be an almost unlimited
field for the exploitation of this trade. Agri-
culture is universal the world throughout
and while Germany, Belgium, France and
England have in the past held the bulk of
the business in implements for the cultiva-
tion of the ground and the harvesting of
crops. American machinery is so much
lighter in weight, less expensive and more
ingenious that wherever introduced it at
once becomes popular. The crooked stick
plow of the native is being superseded by
ha oh etc rbo h
cd of threshing which prevailed in Bib
lical times is still followed in many coun-
tries. but enterprising communities, awak-
ening to the possibilities of improved agri-
culture, are supplanting the tread mill with
the American thresher. Millions of people,
however, are still following the most prim-
tive methods and with all the enormous
sale of modern agricultural implements,
from Europe as well as from the United
States, there is more apparent room for
Improvement and consequent profit to
American manufacturers in this direction
than in almost any other article of export.
PROGRESS IN MEXICO.
In countries like Mexico, where foreign
| capital has invested heavily in agricultural
development, at least 20 per cent. of the
agricultural implements and tools in use
are of modern manufacture. and therefore
| imported. Only the large farmers, how
ever, employ improved methods, and these
only within comparatively recent years. AS
| in all tropical countries, labor in Mexico
is very cheap and labor-saving machinery
is not so much Of an object as it is where
the pay roll is heavier per capita.
Mexico imports from the United States
| about 95 per cent. of all the modern imple-
ments in use, the other per cent. coming
| from Germany. Reapers, threshers, mow-
| ers and plows are the articles most in
| demand. American consulS in Mexico are
| warning the manufacturers at home not
| to feel too sure of their market however,
| for they say that the Europeans MAX
| ing determined efforts to Oust them, and
| any failure on the part of the Americans to
maintain a high standard and a watchful
| eye upon the field Will result in loss of
| trade.
| There is a strong prejudice among the
| native laborers against labor-saving ma
| chinery. They are ignorant of its use and
| they and their employers are not accus-
toned to the care OF machinery. For these
and other reasons simplicity and mex
l. pensiveness are requisite qualities for any
article which is to be successfully intro
| duced. In this, as in other branches of
| foreign trade, it is necessary that COM
| petent representatives be employed in Mex
| leo, those who are able to speak Spanish
| fuently, are accustomed to the ways of the
people and know how to deal with them.
| AS has been reiterated time and again,
business in that country, as in many other
| foreign countries, is conducted largely upon
| a personal basis.
| Vice Consul Conley writes frankly in re-
| gard to the personal qualifications neces-
| sary for a salesman of American goods in
| Mexico. He says: Rushing, busting,
strictly business methods are not success
| full in Mexico outside of the larger cities,
and not to any. great extent even in them.
| The gesticuating, rapid-fire phonograph
| sort of statesmen is worse than useless in
| Mexico; he not only fails to secure bus
| mess for himself. but he makes 1t almost
| impossible for the next salesman to get
| the attention of possible customers. The
| first step for an American manufactures
to take. who desires to build up bus
| mess in Mexico, is to employ statesmen pos
/ sesSing the aforementioned qualifica-
| tions Ga knowledge of the people and their
language) and in addition possessing good
| .'fronts''-that is, well-dressed, prosperous
| looking, polite and pleasing gentlemen.
| ITO secure such statesmen no expense OF
| salary should be spared. Mexico is no
place to send low-salaried statesmen. The
| man; afterward good business man. The
| salesman of agricultural machinery and
| logue, since it is impracticable for him to
| carry samples; give him a handsomely
got up catalogue in Spanish and ther
| give him plenty of time. Starting into a
with his prospective customers before he
| can talk business to them, and that takes
| time; Dut a1ter ne once sells lot or ma
| chinery to one farmer the rest is easy il
| il gives satisfaction
SPIRIT OF EMULATION.
1.-THE spirit of emulation among the
| wealthy farmers, and among the wealthy
| members of all classes in Mexico for that
matter, is strong. If one farmer buys hand
| some thresher his neighbor must also have
| one-a little bit better, if possible. Here
| a word to the American manufacturer
While making your article good, put plenty
of paint and finish it,
| Mexico as many other similar countries
is practically a virgin field in the matter OF
| advertising, and a liberal use of printed
| pamphlets and legitimate publications is
| highly recommended. 1t is also suggested
| that a liberal of signs throughout the
| country would attract the attention of the
| Mexicans as they are not yet familiar with
| that method of disfguring the landscape
| Every city, town and village has its annual
| fair, and at these gatherings is presented
| an opportunity for advertising which has
| not yet been taken advantage of by foreign
| ers A study of Mexican agriculture is rec.
| commended, and this suggestion would apply
TO all other countries, for the machines
/ must not only be suitable for the crop. bui
| be so constructed as TO meet the local re.
quirements of labor and manipulation
| Manufacturers are urged to make every
effort to please aud to fill orders with great
| promptness.
Consul Profit. writing from the Trans.
vaal. treats of country in which the con.
ditions are as yet unsettled, and the agri-
| cultural future is largely speculative but
| of which great hopes have been aroused
| He speaks encOura gingly of the American
trade in agricultural implements in thai