Evening star. [volume] (Washington, D.C.) 1854-1972, 1903-01-10

turers from all parts Of the country meet
there to buy and sell and talk over trade,
and they could be easily taken into the
warehouse
mot only that" continued Mr.. de Clerq,
''but such a warehouse would build UP our
trade in all parts Of northern and central
Europe. This Is the natural headquarters
for the sale of our goods to that territory
It is central. and you can reach the diff
ferent parts of Europe more quickly from
1t than from any other great point. The
taxes are light and the territory is neutral
The Germans don't like to do business with
the French, nor the French with the Ger
mans, but either will trade with a Belgian
or a man who lives here. For this reason
I prefer Brussels to Paris"
The First Continental Invader.
Leaving Mr.. de Clerq I called upon Mr..
George W. Sllcox. the vice president Of
the Belgian Anglo-American chamber Of
commerce. Mr.. Silcox does an enormous
business in importing American goods and
selling them to all parts of Europe He
was about the first If not the very first to
found an American house on the continent,
and he might be called our first continent
tai invader. He came to Europe as Sec
rotary of the Vienna exposition Of 1873,
and in the year following represented
American interests at an agricultural ex-
position in Bremen. Said he:
"At that time manufacturing Germany
was In the first throes of it's birth. The
Franco-Prussian war had closed, and the
empire was at Its beginning. There were
no factories. The German peasants were
blowing with wooden plows, shod with iron
by country blacksmiths. their grain was
failed out and they knew nothing Of mod
ern agricultural machinery. The Bremen
exposition opened their eyes, and they gave
such orders for our farm tools that about
twenty American firms were established in
Bremen. I represented one of them, and
the only one which has lasted to this day.
l did business there for some time, but
when Germany established its zoll verein,
or protective tariff combination. came to
Brussels and opened my house here
What kind of a place Is Brussels as a
headquarters for American goods?' asked.
1T is the best In Europe to reach the
whole country, the cheapest place to land
goods and the easiest point for their dis
tribution. / have big trade with every
part OF the continent, supplying agricul-
tural machinery and tools to Russia, Hun
gary, France, Germany, Spain and Norway
and Sweden, and the most of my goods
pass through Brussels. I can keep a ton
Of freight a month in the government
warehouses at Antwerp for 20 cents. The
Belgian government gives low freight rates.
and 1t expedftes foreign business in every
possible way. Besides. living in Brussels
is cheap and the social and educational adj
vantages are OF the best"
How to Succeed in Europe.
'Tell me. Mr.. Silcex," said l. "how an
American importer can establish a success
full business in Europe?"
"That Is not so easy" was the reply, ''but
there are certain cardinal principles which
must be observed, or failure Is sure. The
American who comes here must learn the
market and the people, and he must deal
with them honestly and according to their
customs It is useless to try to do business
here as at home. Take the matter Of cred
its. begin to ship to my agents in De-
cember, and continue shipping until March.
My payments do not come in until May,
and they continue coming all the rest Of the
year. have to wait from six to nine
months for my money, but at the end Of
that time my business IL cleaned up and
that with less percentage Of loss than in
the United States. The English, French
and Germans give similar terms Of credit
and the American who plans doing business
here on New York cash basis had better
save his transportation. for he will not sue
coed.
"As for me-" continued the American i'm
porter, Il do all my business under my own
name. I make my own payments to the
American exporters and all payments for
goods sold are made to me- although many
OF my customers think they are dealing
America is concerned my business Is largely
| cash.
"But do you hold your trader, I asked.
Eyes. better than similar businesses In
| the United States. began here twenty-
hva years ago. and / have on my books
some cases the fathers have passed away,
but the sons continue the business and the
| orders come in all the same. This foreign
trade Ii well worth the consideration Of
/ the American manufacturer. 1t should be
| nursed at the expense Of the home sales,