The sun. [volume] (New York [N.Y.]) 1833-1916, 1906-11-21

WnAou W pnhi meet poN0tncf on gtNHB W Aueo-
lutte equality: . conference m which there can
be no attempt to coercs . single delegate
against his own conception Of the interests Of
his nation; q conference which will permit nc
secret understanding on any subject. but will
frankly publish TO the world all It's conclusions
a conference which will tolerate no spirit OF
conquest. but will aim to cultivate an Ameri-
can sympathy as broad an both continents; q
conference which will form no selfish alliance
against the older nations from which we are
proud to claim inheritance-a conference. In
fine, which will seek nothing. propose nothing
endure nothing that Is not. in the general
sense of all the delegates. timely. wise and
peaceful
The policy which Blaine inaugurated
MAS been continued, the Congress of the
United States has approved IL, subsequent
Presidents have followed IL. The first pom
ference at Washington has been succeeded
by a second conference in Mexico, and
now by a third conference in Rio de Janeiro,
and it is to be followed in years to come
by further successive assemblies In which
the representatives Of all American States
shall acquire better knowledge and more
perfect understanding and be drawn to-
gether by the recognition OF common in
terests the kindly consideration and
discussion ofmeasurea for mutual benefit.
BLAINE AHEAD OF HIS
Nevertheless, Mr.. Blaine was in advance
Of his time. In 1881 and 1889 neither had
the United States reached a point where IL
could turn its energies away from its W
internal development and direct them out
ward toward the development Of foreign
enterprises and foreign trade, nor had the
South American countries reached the
stage Of stability in government and Sc
curity for property necessary to their in
dustrial development.
Now, however, the time has come; both
North and South America have grown
up to Blaine's policy, the production, the
trade, the capital, the enterprise OF the
United States nave before them the oppor-
tunity to follow, and they are free TO follow,
the pathway marked out by the f~arsighted
Of America, North and South, in the peace
full prosperity Of a mighty commerce.
TO utilize this opportunity certain prao-
tioal things must be done For the most
part these things must be dom by a multi
tude Of individual efforts; they cannot be
done by Government. Government may
help to furnish facilities for doing them,
but the facilities will be useless unless used
by individuals; they cannot be Tor by
resolutions Of this or n other commercial
body; resolutions are useless unless they
own business affairs. The things needed
have been fully and specifically set forth
in many reports Of efficient oonsuls and OF
highly competent agents OF the Department
OF Commerce, n they have been described
in countless newspaper and magazine arti-
cles; but all these things are worthless
unless they are followed by individual ac-
ton. l will indicate some OF the matters
to which every producer and merchant who
desires South American trade should pay
attention:
LEARN HIS WANTS.
=. He should learn what the South
Americans want and conform his product
to their wants. II they think they need
heavy castings, he should give them heavy
castings and not expect them to buy light
ones because he thinks they are better. IL
they want coarse cottons, he SHOULD give
them coarse cottons and not expect them
10 buy fine cottons. 1t may not pay to-day
but it will pay tomorrow. The tendency
to standardize articles OF manufacture
may reduce the cost and promote con-
~venience, but IL the consumers of the River
Plate demand a different standard from
the consumers of the Mississippi, you must
have two standards or lose one market.
-. Both for the purpose OF learning
what the south American people want and
of securing their attention to your goods
you must have agents who speak the Span
ish or Portuguese language. For this there
are two reasons; one IL that people can sell
dom really get at each others minds through
an Interpreter, and the other ia that nine
times out of ten it is only through knowing
the Spanish and Portuguese languages that
a NOr1l AMERICAN OOInSS 10 appreciate the
admirable and attractive personal quail
ties OF the South American and IL thus able
to establish that kindly and agreeable per-
sonal relation which is so potent in leading
TO business relations.
ADOPT HIS CREDIT SYSTEM.
g. The American producer should ar
range to conform his credit system to that
prevailing in the country where he wishes
to sell goods. There is no more money
lost upon commercial credits in South
America than there IL in North America,
but business men there nave their own
ways of doing business; they have TO adapt
the credits they receive 90 the credits they
give. 1t il often inoonvenient, disagreeable
and sometimes impossible for them to
conform TO our ways, and the requirement
that they should do so il a serious obstacle
to trade. To understand credits il is, Of
course, necessary to know something about
the character, tworthiness and CON-
mercial standing Of the purchaser. and the
American producer or merchant who would
sell goods in South America must nave
some means Of knowledge upon this sub
ject. This Fac naturally to the mex
observation l have TO make.
-. The establishment of banks should
be brought about. The Americans already
engaged in South American trade could
well afford to subscribe the capital and
establish an American ank in each of
the principal cities Of South America. This
~, uIBL, bCN1uoC hOtilIlk DuJ NCIy ~
management could prevent such a bank
from making money; capital is much needed
in those cities, and 8, 8 and 10 per cent
can be obtained for money upon just as
safe security as can be had in Kansas City,
st. Louis or New York. IL is also because
the American bank would furnish a source
of information as to the standing of the
South American purchasers to whom credit
may be extended, and because American
banks would relieve American business in
South America from the disadvantage
which now exists of making all its financial
transactions through Europe instead Of
directly with the United States. Ii is un-
fortunately true that among hundreds Of
thousands of possible customers the United
States now stands in a position OF assumed
financial and business inferiority to the
countries through whose banking houses
all its business has to be done
LEARN TO RESPECT HIM.
IS. The American merchant should ac-
uuire himself, If he has not already done
so, and should impress upon all his agents.
that respect for the South American to
which he is justly entitled and which is
the essential requisite to respect from
the South American. We are different in
many respects in character and methods.
In dealing with all foreign people it is i'm
portant to avoid the narrow and unin-
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