Daily Kennebec journal. [microfilm reel] (Augusta, Me.) 1870-1975, 1904-11-10
THE DRUM m Err.
Same Hustlins Gentleman in South
America as in the United States.

| Some unofficial notes and incidents
! of trade chances are worth recording
at time when official inquiries are
raised as to why the United States
gains so little Roadway in Latin
America. My own opinions have been
formed partly from the views of the
always interesting human document
known as the drummer. These men
are good fellow travellers.
The best-known type Of the COM
mercial traveller from Mexico south to
the Straits of Magellan is the German.
He is keen, perSistent-and accommO-
dating when he thinks it is worth his
while. Even when it is not worth his
while, his knowledge Of languages is at
the service Of the stranger. He knows
his territory well. just as well as the
drummer in the United States knows
his district. With the German the
field is apt to be somewhat larger for
it may take in the whole of South
America and sometimes Central
America. '!t -
1t is this blue-eyed German, calm,
almost stoical, but relentless in his
pursuit of business, that has under
mined British trade in South America.
All Germany seems to be a college of
commerce. Whether it is as a drum
mer, a banker. or a settled merchant,
the German in South America has a
most thorough understanding Of what
to sell and how to sell it.
The German drummer in many res
poets belongs to the good-fellow type
of his brother in the United States. His
mental processes are perhaps slower
than those of the pushing American,
but this is not disadvantage in Latin
countries where everything moves
more slowly. and hustling consists in
knowing how to wait with patience
until the favorable moment arrives,
and then to strike with force.
There are German colonies in all
South American countries, yet the only
large concentration Of Teutonic people
is in southern Brazil. Those colonists
have been the subject Of much Discus
sion and speculation. Gradually they
seem to be merging into the Brazilian
nationality without losing their affec-
ton for the fatherland or its traditions
Politically they are not in sympathy
with the reported aspirations Of the
kaiser.
The English type of the drummer is
common enogh, though l was toid tnat
he is fewer in numbers than twenty or
thirty years ago. Usually he Is very set
in his notions very patroniZing to the
countries in which he does business. ana
very obiging to other travellers when ne
sets to know them. On the Pacific coast,
where immense fortunes were made out
of guano and nitrat by English COM
panies some Of the old firms are begin
ming to suffer from dry rot. General
merchandise was neglected when so
much money was to be had from these
fabulous industries That was when the
Germans began to come in and get the
trade. There are many younger sons ana
it is doubtful If this has been netp 10
British interests in the commercial sense
IN the course Of seven or eight months !
met half dozen young fellows VINO na1
been sent out from LONDON 70 traxt.
around and famliariZe themselves WIFI
the countries.
The Italians in South America are little
heard Of. yet they are pretty strong III
trade. and I met many commerclal t1av-
ellers Of that nationality Like me ter
mans they are well edufpred with Ian
guages. 1t is pretty well understood that
in Rnenos Ayres there nre usually a
Qua rter of a million Of Italians. and this
itself insures a large trace 10 taty; Inere
JtaIy in VALPARAISO. where some OF the
leading commercial houses are or tnat
nationality. ,. g..
The Italian drummer adop1s M nm ta,i vo y"
he "can't con1rlain' Of business. he does
Complain Of the COOKS, There is only
one cooking, to his mind
French commercial travellers ae,s,,on ana ~
CantraI and South America than is known.
The he d Dr. as a. rule are Alsatians:
though they refuse to own allegiance ITO TO-
the kaiser. and the houses which Of H.. tn icy
commercis, cities Of France They supply
thn amor lines Of goods and do 1t very
wen As the wealthy classes N al me
r,ra,,nh trade IL a profitable one.