Evening star. [volume] (Washington, D.C.) 1854-1972, 1905-07-02

''Why do not American manufacturers
nave more foreign trade? Is 1t because
they do not want It or because they do nor
go after II, or at least go after 1t IN the
right way?"
This question was asked by a representa-
tive of The Star of a gentleman who mas
Just returned from abroad, where he made
a study of trade conditions as affecting
American manufacturers and their prod
ucts.
Probably there is a little of all three
troubles combined" replied the gentleman
mentioned in reply to the question. Ger
tainly there is left nothing unsuggesteo py
the American consuls abroad tnat couio
lead to fostering such trade. Yet the trade
is not done, and it is a constant source Oh
wonder surprise and regret TO the Anleri-
can abroad to find that there is so htIe 10
be seen of the familiar American signs
abroad and so little evidence In foreign
trade of the boosted American push. we
hear occasionally OF successful American
competition for a big bridge contract-wit-
ness the big bridges over the Nile ana those
in India Also there are American locomo-
tives hauling trains on various railways IN
various quarters OF the world and a goou
many miles OF American steel rails on
many roads abroad. But when 1t comes
down TO mustard plasters, lawn mowers
and the humble but useful corkscrew ana
such of the minor luxuries and necessities
OF life. America seems to have no foothold
abroad at all.
And America will not be represented
abroad in the lines of general trade till we
adopt the methods of the French and Ger
mans and 20 after the trade systematically,
with the intention of getting II and holding
IL through all conditions of over-produc-
ton and under production at home. For
elgn trade is not thing that can be picked
up and dropped the demand increases
and decreases at home 1t seems almost
hopeless 10 repeat the warnings or the con-
suls at foreign posts, that men must be
sent abroad who know the language OF the
countries they trade in, and that catalogues
must be printed in foreign languages ana
that goods can be sold by sample when
they will not even be considered by price
list
yet these are some OF the things that
the American manufacturer must learn,
whether he likes It or not, and there Is
nothing that this country needs more than
a trade school or college. where men can
be put 10 learn the rudiments of foreign
business and from which American manu-
faCturerS can pick the men that they are
going 10 send abroad.
The Department OF Commerce and La
Dor has Just appointed five representatives
TO investigate. with view TO fostering
American trade abroad. but they will be
able 10 do little more than to report the
things that have already been noted from
time TO time by our cousuls. 1t is true that
their recommended lions may have more
weight and their mission may result in IS
tablishing the trade school. But that is
the one thing that IS needed.
1T is true that there is a fair amount of
American trade done In England. and this
IS the country where Americans most often
go and where 70 is easiest for them to see
and appreciate the work of the foreign rep
reseutdtlves OF American firms. But go On
the continent. 10 any of the smaller pow
ers, and one finds that the trade is held by
German and French houses. with Great
Britain falling rapidly behind in the race.
English and American goods have the
reputation abroad Of being better than the
products OF any other nations. and 1t is -e-
markable to see the barefaced way in
which these goods are copied especially by
Germany. and her own products offered in
their place Russia Is a favOrite ground for
this sort of deception, because the alphabet
as well as the language is different, and It
IS much easier to work off an imitation"
The Stars informant then referred par
ticularly to trade conditions in Russia. AMI
mentioned an incident that occurred in that
country He said:
Il was out in one OF the little crossroads
towns on the Baltic quiz, trying. with the
aid OF some very bad Russian. to make the
man understand that l could not wash
with dried mushrooms-mushroOms and
soap being pronounced rather alike in Rus
sian. Suddenly on the wall noticed one
sign that / could read 1t said in plain
English type, Best steel corkscrews.' There
were several Of the corl<screws fastened on
the card and any one could see ten fee:
away that they were the cheapest sort of
pot metal stuck in equally bad wooden ham
dies. / looked closer a the sign, and saw
down in one corner OF the card. also IN
English type Of agate size. the modest an
nOuncement. Made in Germany 1t was
the brazenest sort of swindle. for reputable
German goods might just as well have had
their announcement in their own language
and type If they We're not to be in Russian.
You will find that the same thing.
worse is done all over the continent and IN
South America. You can buy any sort or
Scotch and American whisky. label and
bottle exactly initiated shipboard at
Hamburg. for less than 50 a dozen. They
are popular brands and they are all made