The Sauk Centre herald. (Sauk Centre, Stearns County, Minn.) 1886-current, 1904-12-29
MARKETING IN GERMANY.
Goods Sold to the Trade by Various
Systems-Credit and Mercan-
tile Agencies.

All countries doing an export busi-
There are no statistics within my reach
showing the extent of the trade, but the
principal importing countries are, in or
der, Great Britain, France, the United
States, Italy, Russia, etc.
Goods are sold by various systems,
the most predominant being by sales
men Many foreign houses have estab-
lishcd agencies in the larger cities,
which look after the smaller places. A
large percentage of the orders are sent
by mail, but these are, with few excep-
lions, the outgrowth of previous per-
sonal representation to the trade by
travelling statesmen. Orders given sim
ply on the strength Of correspondence
are just as few and far between here as
they are in the United States.
The terms of credit vary as much as
the trades differ one from another.
Nearly all goods for immediate con-
sumption are traded for on strictly
cash basis; dry goods, textiles, machin-
cry, and hardware are sold on 80 days
time, subject to cash discount of two
per cent. Then again, there are goods
sold on six months and even longer
time. All these refer to the wholesale
trade only. The retail business IN this
district is conducted on most elastic
principles. Barring few trades which
could not very we'll be conducted on any
other than a cash basis, there are few
stores, where after you are only family
known, it is not insisted on that you
have an account; and if you consent,
you have a constant struggle to obtain
your bills or statements. With the ex-
ception of one or two owners Of depart
ment stores, which send their state
ments monthly, there is hardly retail
storekeeper who collects his outstand-
ing bills in less than six months, and
quite number never present them be-
fore January /, each year. How they
can exist on such terms is a mystery.
especially since the competition is so
keen that there is little opportunity for
making up by big profits for lost inter-
est.
There are number of credit or mer-
camille agencies similar to our Dun's
and Bradstreet's. There are also trade
associations on the same principle as
our boards of trade established for the
protection of the separate trades. The
most influential and most important
credit agency, however, is an associa-
This association is composed of the best
element Of bankers, manufacturers,
merchants and tradespeople in over 400
cities in Germany, ITS in Austria-Hun-
gary, rs in the Netherlands, and with
branches in every large city of Europe.
While these associations work entirely
Independent each in it's own district.
they exchange their experiences in a
systematic and honest way. The OBJ
ject is to look after delinquent debtors,
to inquire carefully into the solidity of
business houses, and to give verbal or
written reports on their standing. A re-
sponsible secretary is constantly in
charge of each office. His pay depends
upon the amount of fees paid by the
members The associations issue cards
of introduction for the use of travelling
statesmen which enable them to obtain
fairly correct reports on the trade they
have to visit in any place, no matter
how remote from home.
All credit and mercantile agencies do
ing business in this district confine them
selves to giving the rating of estab-
lished business firms or companies.
None of them makes it it's business to
look up the records of private individu-
ais.
w RAPnEI