The Providence news. (Providence [R.I.]) 1891-1906, 1903-11-23
AMERICANS
] EXCEL IN
TRADE
British Official Tells Why They
Arc Winning tho South Amer
lean Market

London. Nov. 2s.--Henry BirI. snocgh.
the special commissioner sent by the
British board OF trade to investigate the
present position and the future prospects
of Brisith trade in South Africa, has hled
his report.
lie r. an able government oficisl re-
porting 10 his department, and the re-
port is regarded as one Of the most i'm
portsnt- documents for British trade that
has been printed in fifty years.
Almost from the beginning to the end
Il IL an Acknowledgement OF the su-
periority OF American trade methods, and
toe consequent success OF the Americans
in exploiting the South African market.
Mr. Iirchenough commends the Ameri-
can method Of sending representatives
with experience who are able 10 con-
duct all branches OF business. and also
!, notes that the Germans and the Ameri-
csns are sensible enough 10 combine
where their productions I'm allied trades
run naturally together, sharing the ex-
penses of representation. whereas the
. British firm holds steadily aloof.
Out Of johannesburg contracts for a
million dollars worth OF steel construc-
tion Americans got ss7s,ooo. The Eng
lIsh firm are now trying TO get In by
Initiating American methods.
AMERICAN RIVALRY ANALYzED.
The rivalry OF America when carefully
analyzed." Mr.. Birchenough reports, is
seen TO concentrate itself upon a few we'll
defined branches OF trade, such as agri-
cultural implements. mining machinery.
electrical machinery and equipment, steel
frame construction. machine tools for
workshops. steel tools, all kinds of wire.
cheap furniture. vehicles in which steel
plays an important part. and few manu-
features. such as boots. shoes. hats.
clocks, watches, lamps. stoves and sad
dleiy.
American competitn IL materially aided
by low freghts, which competing British
steamship lines carried In American car
goes from New York 10 South Africa, as
compared with frelghts from British ports
10 the same destination.
The particular points IL. which Anneri-
cans score over English manufacturers
and that they are experts at standard
izing and the very simplist Job is done
nv guage. N you have reaping machine
800 miles away from the nearest agent,
YOU have only 10 look for the number OF
the part broken send a wire, the next
train brings the part required. and IL fits
Ion, as II Il had been there before. The fa-
cility for effecting repairs induces people
10 purchase American.buil machinery
when otherwise they would prefer British.
WINNERS ARE HUSTLERS
The general impression one forms In
South Africa is that the foreigners. es-
peclally the Americans. owe much of
their success 10 the extraordinary activity
and alertness they show in the conduct OF
their business and the careful measures
they take to retain and extend their con-
nections
'They are less conservative than their
British rivals. more willing To adapt
themselves TO the requirements, and TO
even the humorS, OF purchasers, to listen
10 complaints and to carry out sugges-
tions They succeed in making the GUS
toners feel that buyers and sellers have
common interests aud should cooperate
with each other for the Improvement OF
the articles that concern them.
'The Americans study very closely and
carefully the local conditions and the spe-
ciaI requirements or the South African
market,
THE Americans excel In catalogues
which are admirably got up and illustra-
ted TO give Just the information wanted
The English catalogues are greatly Inn
proved but 40 often as not they do not
state prices or some other important de-
tail.
"Iu competing for contracts both the
Americans and the Germans draw up
specifications with greater attention to
= detail and selling points than do the Brit
. tsh ~