Wood County reporter. [volume] (Grand Rapids [i.e. Wisconsin Rapids], Wis.) 1857-1923, 1906-03-08
AMERICAN DRUMMERS
ARE AT FAULT WHEN THEY 60
TO SCOTLAND.
Seem for Some Reason to Make Bad
Impression Among the Scot
fish People-Some
Instances.

Unite States Consul Fleming, at
Edinburgh, explains the reasons for
the numerous failures of foreign CON-
mercial travellers to effect satisfactory
trade results in Scotland He thinks it
is due to unWarranted carelessness in
ignoring certain fundamental rules that
obtain with Scottish merchants.
1T has been my observation" he
writes, that the average commercial
traveller on his first trip to Scotland
makes bad start. 1t is within bounds
to say that six cat of every ten American
sales agents who have come to this coun-
try have not sold enough goods in three
months to cover the amount of their ex-
penses for that period. The principal
cause for their failure is the false as
sumption that quality of goods and fair
ness of prices and of general terms are
sure to bring success. After time-in
some instances long time-they dis
cover that the foremost requirement is
the exercise of prudent caution in taking
the Initial step toward getting in touch
with business concerns.
"In large as well as small Scottish firms
and joint stock companies the manage
ment, as rule, is in the hands of one
person. AS to companies (including CO.
operative and all other societies engaged
in business) division of authority is even
less frequently seen here than in the
United States. Each has single head,
and subordinates have nothing to do
with the affairs of the company except
to obey the instructions of their chief.
Take the case of department store.
The so-called head of department is
merely the principal salesman in that
branch of the business. He does not pur-
chase for the firm or company, nor is he
authorized to act or speak for the firm or
company In matters outside of his duty
as principal salesman. These facts are
supposed by the heads of concerns to
be universally known in trade circles,
and if commercial traveller calls on the
head of department or invites him by
letter to see goods in a hotel sample
room, instead of going directly to the
general manager, upon his subsequent
Introduction to the latter he finds him.
self handicapped by his mistake-a mis-
take which he may regard as trivial, but
which may create prejudice against
him that will be hard to overcome.
In the Scottish business world GUS
toms, which are unwritten laws, differ
from those of America, and of some
other countries, and it is highly impor-
tant that sales agent take care to
learn the difference. If he does not he
might better stay at home. Experienced
travelling statesmen, American, German,
French and Russian, give close attention
to the personal element in business. A
few instances have come under my no.
tfce. A German commercial traveller in
the hardware trade when he first WIS.,
tied Edinburgh devoted several days to
work of gaining an accurate knowledge
of the men having charge of the con-
Germs on the list which he brought with
him. A Russian sales agent in the fur
trade once informed me that he spent al
most as much time in acquainting him
self with the personnel Of firms in the
cities and towns of Scotland as in after
ward placing his goods before the au-
thorized buyers for the various houses.
"An American representative of we'll
known machine manufacturing firm
said that his capital mistake was in
muddling his business from the start by
not taking time to obtain full information
as to the names, positions and charac-
teristics of the managers of firms and
corporations. Three or four months ex-
perience gave him useful lessons, and
after that he was remarkably successful.
ITO call for the manager of the COM
pany Is a mistake. 1t is mistake also
to enter the business house of Jones,
Smith & Co. and ask for Mr.. Jones or
Mr.. Smith They may have been dead
for so years, and nobody of their names
connected with the firm since"
To lay ones business before subor-
dinate is in most cases a grievous mis-
take. Mr.. Fleming says that it is his OBJ
servation that sales agents who do not
congorm tactfully to custom will find
their stay in Scotland expensive rather
than profitable to their employers.
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