New-York tribune., 1907-07-01
THE TRADE OF INDIA.
Hoo Not to Get Business Illustrated
by Some americans.
GFroru The Tribune Bureau-I

Washington, June 3O-Two striking illustra-
tiOns of contrasting methods employed by Amer
leans seeking the profitable trade of British
India are furnished in report Just received
from Consul General Michael. at Calcutta, in
which he says. in part:
Wherever one goes in India he viii hear the
like 20 buy certain lines or goods IN America ana
would do so but for the trouble IN having them
delivered within reasonable time In the course
Of conversation with the active member OF a nrIn
of pharmaceu uticaI chemists at Sinla he informed
m he much preferred certain lines OF goods
manufactured in the United States similar goods
manufactured anywhere else. He referred particu-
larly TO rubber goods. Last October he placed an
order for goods including rubber, with a repre-
sentative of a New York firm. with whom he had
had previous dealings, and OF whose goods ne
spoke in the highest terms My interview occurred
on April %, 1ss days after the order was given
The goods had not Yet arrived. and the firm did
not know where they were When the order was
given il was in the expectation that the gooCS
would be delivered in time for the opening OF the
seasons trade In Smla.
The trade in the hill stations Is somewhat Pc
cuiar From April 10 TO October is the season
for business in Simla and the other summer re-
sorts IN the Himalayas During the period stated
the government establishes itself In Slmla naVlhg
removed from Calcutta, the winter capital, ana
visitors from all the cities of the plains in large
numbers spend most of the summer season AT
Sir,ia and other resorts IN the mountains. The
average number OF white people who live IN SInia
during the whole year is about -FOUR hQhdred rms
| number is increased to four thousand during the
hot months Thus the bulk OF the business done
by merchants is between the dates mentioned Inc
conditions and the goods ordered should nave been
delivered in SimIa by March 10. or course, the
firm, was disappointed. and is losing trade already
because of the delay. and my informant stated tnat
he had reluctantly decided not 10 place any more
orders in America unless he had a guarantee that
the goods would be delivered on time
This incident calls TO mind the method pursued
hy firm of New York that handles Sss dlnerenr
articles OF goods usually sold oy orugslsts' or
tbsy are called in India, pharmacists. and used
bv phvsician and hospitals To avoid delay IN de-
livery OF goods in India this firm has a supply
and lesser uepOCS IN CdlCutDt
and at other important points The depot IN SoIn-
bay maintains a corps or tnrty clerAs. nlosES
white who are kept busy recording orders, pack
and forwarding goods etc. The business OF this
firm, in India is so extensive that Its agent mann
tains offices at the points have mentioned anu elso
has summer office at Sinla, where hs spends
the summer months directing his well organized
business by mail and telegraph; The oroers laaS.
bv this firm filed and delivered so promptly
that IL is a marvel 20 the business people Win
whom it does business The aim has been TO sen
o,I first class goods and deliver them promptly
II is not the theory Of this firm to sell large orGers
with little or no regard TO future orders Year
that too much Of the latter has been done N Inda
h.. rarrasantatives OF American firms. To make IL
pav this firm had 20 sxpend at least sSoUo In IaY-
ing the foundation OF It's business But al tnls .
| been recouped. and the business has essurneo
| large proportions.
method of this firm. IL may ce stated that through
IFS own agents IT has compiled complste lists not
only of all pharmacists or druggists, Europeans
and natives In India and their standing but OF al
| nhIsictans in India and their standing. For in
stance the lists show that there are 1000 medical
| men In India who understand English and who
can read and understand medical literature printed
/ in that language. OF this number there are dfty
| American physicians of various schools There are
100 doctors in Calcutta that practise medicine on
the American system. 10000 in India who practise
| on the European system and 5000 that practise
| in part that system The rest OF the num-
her are native doctors who belong TO the Unant
| class who are MahOmetans the Ayurved1c. or
| Hindu class and the Kaviraj class who cOrre-
spond to the eclectcs in country With definite
| knowledge. 1t is nothing 10 be wondered at that
| this American firm is making big money in India
| have at different times called attention the
way our manufacturers may get and hold trade
! in India. This firm I have Just referred TO fur
| nishes an example that is of value than
| words-more value than anything I say. based
on personal observation II took this firm ten
! wears 10 get a solid foOthOld though IL began
In make money before the end of that period. II
| has occupied the field fifteen years. and the re-
suits are all 1t could wish for. What possible
for that firm is possible for any manufacturing
firm in America whose goods of a class needed
Indie