Yorkville enquirer. [volume] (Yorkville, S.C.) 1855-2006, 1911-10-27
alistellaneolls Reading.
TRADE SCOUTS OF GERMANY.
Men Whose Ono Duty Is to Report on
Conditions.

the city of Mexico there marched one
morning a fresh faced blond young
German of under 80 who presented
the card of a famous Hamburg firm
of manufacturers.
The German youth explained that
his house was planning to extend it's
market in porcelain ware and that he
had been sent out to visit Mexico,
Central and South America, to report
on possibilities, recommend agencies,
perhaps suggest branches and find
out just what was already being sold
in the line Very modestly but frank
ly and intelligently he began to ask
the American questions. He had al
ready visited such German firms in
the city as he thought might be Of
help to him, but he wanted more in
formation.
It was a fairly busy day with the
American. but something about the
earnest youth and the way he got at
what he wanted to know captivated
him. The American finally took him
to luncheon at his club and spent al
together over two hours with him,
giving the young man cards to sever
al friends.
II shall be gone over a year, ] ex-
pect," said the youth. my time Is
my own, that is l am not restricted
at all. 1 can stay as short or as long
a time as I like in any city or coun-
try. All am held responsible for is
the information send in. l must be
very full and accurate and tell the
precise conditions in every place l
visit 1 am not sent out to sell sim
gle marks worth Of goods. That will
come later. Other men will handle
that"
The American took such liking to
the boy and his mission that he be-
gan asking him about himself. This
was young Gustav's first trip. He had
been with his house twelve years and
had been trained up in the office. For
the last few years he had been in the
export end of the business and had
given all his time and thought to
these problems, working nights to
prepare himself.
They specialize their men in the
big businesses Of Germany" said the
lad, who spoke English perfectly. "As
soon as a boy IS taken in he is studied
to see what he will be able to do best.
For example, ! am not OF the makeup
to be good salesman. My line is
executive work, planning, developing.
1 have known for long time that i
should make trips like this. So Il
have been fitting myself. ! have
studied languages; can speak Eng
lish, French and Spanish besides Ger
man. have learned geography
thoroughly, especially the parts of the
world over which we want to extend
too, tariff regulations, trade customs
generally and something of the his
tory and characteristics of these ma
tions ] am visiting. OF course have
had thorough drill in business and
banking"
81 report by every mail BY the
time 1 get home the firm will have on
file enough information to enable 1t to
make a carefully digested plan Of
how to sell our goods in every coun-
try where have been. You see, l in
clude the special ideas and views Of
each country as to packing, shipment
and quality. 1t is the knowledge of
little things like these that will make
certain a very profitable and extend
ed new outlet for u.s."
The American asked his guest II he
had much difficulty in getting infor-
nation. Are the men you meet
generally kind to you?" he said.
will they answer you freely and full
ly? Do you sometimes find that they
haven't time and are short and
curt? All in all, is 1t a pleasant job?"
Gustav smiled as he lifted his glass
of Rhine wine. Remember, I have
been training myself for this sort of
work ever since / was little over
twenty. How a man is treated de-
pends on what you call the 'ap-
proach.' l have one great advantage.
most interested in, on the chief topic
of their daily life. OF course 1 must
not appear ignorant. must show my
self well versed in the line, except
just in that little corner with which
they are especially familiar. No, the
average man likes being appealed tol
as an authority, if you make the right
sort of an impression on him.
Naturally, now and then you will
come across 'grouches.' l haven't
found any yet, and men who have
been at this kind Of work much long
er than l say l will not stumble on
many. If l do find them it doesn't
matter. 1 shall simply pass on tol
some one else"
The young man was one of the
trade scouts of Germany that for sew
eral years past now in greater and
greater numbers have been doing the
preliminary work Of building up new
trade for the big manufacturers. They
form a small army that is scattered
today in the Philippines, Brazil, inl
south and east Africa, in Australia,
India and China, and even in the
United States and Canada. They are
sent simply to spy out the land for
future business and are youths that
have the peculiar quality of good
judgment and keen observation, COM
bined with a pleasing personality.
The German manufacturers trade
scouts are the simplest, least eXpen-
sive medium of the first breaking of
the ground that could be devised.
They are young fellows of his own
office, whom he has had his eye on
for several years as having just the
qualifications needed to pick up really
useful commercial information in dis
tant lands. Once having fixed upon
such a lad, the merchant has had to
train him, giving him a clear insight
into business ways. and particularly
his ways, and not little general
knowledge of manufacturing pro-
cesses as we'll The young man has
known what he was intended for and
it has aroused all his ambition and
skill.
Trade scouting is a prize to the
German young man. 1t gives the for
tunate youth thus lunched a wide
view of the world al. it puts him on
his mettle. More than that it proves
to him that he stands high in the con-
fidence of his firm. For the trade
scout, though he never sells pfennig
worth of his peoples product, and is
after all simply a ready and volumi-
nous letter writer really has post of
very large and weighty responsibility.
Upon what he says. upon his view of
conditions, trade is built or is not.
The German merchant therefore