The sun. [volume] (New York [N.Y.]) 1833-1916, 1914-01-15
LEARNING TO DO M SINESS.
Is II True That We Teach Others How
to Surpass Us In Commerce?

To THE EDITOR OF HE SrN-SV' Inc
United States in a business nation. a
commercial country, and thus far our
aristocrscy is an ar!stocracy OF dry
goods. boots and shoes. groceries. butch
srs. bakers candlestck makers and
such other industrial producers as may
be necessary to supply the needs and
luxuries of great and growing people
who are more or less extravagant in
their tastes and are willing to pay the
price. Once upon n time an arlstocracy
OF this kind might have been held In low
esteem by the aristocracy OF birth indeed,
believe 1t actually was. but American
energy and enterprise have lifted that erst-
while low esteem into higher state. and
now our aristocracy II esteemed to be
OF such quality as makes II eligible to
marry into any aristocracy on eartA SO
much for our business methods In one
direction but how about II In others.
particularly in the art of getting foreign
trade?
We talk a great deal about our export
trade and IL is really worth talking
about, seeing that II amounts to two
billions and a quarter of dollars or more
annually. and We are making strenuous
efforts. in our way, to increase IL but
there are many countries In which Amer
lean goods are practically unknown
Especially Is this true 81 countries which
are logically and legitimately our terri
tory. that is to say the countries OF the
western continent. Nor is II because
American goods are lacking In quality
or are too high In price. The difficulty
lies In our inability to compete with for
eigners. England. Germany and France
part icularly, in their methods OF selling
packing and shipping their goods. We
don't know how to do II AZ they do, and
We have thus far shown that we cannot
learn how. This IL not because We are
stupid. hut the contrary. We think We
know how better than anybody clseon earth
and We go into foreign markets with a
selt-conceit so bulky and awkward that
! the modest foreigners GET right by US
| and Into the hearts and pocke,books OF
customers that should be ours They
do II because they adapt themselves to
| the customs OF the people they want TO Sc
| cure as patrons Not 80 with us. We want
to show them that they don't know
business at all and that our way IL the
| only way. so far We are showing them
but the other fellows are selling the
| goods.
| have a very limited acquaintance
| among business people. and yet I have
| known young Germans, young French
men. young Britishers. young Japanese
| and few scattered nationalities oil in
this country learning our business meth
| DDS In all branches Of commerce. This
| learning how to do business as we do
| II also Includes learning how not 10 do
| a great many things we do. In other
words, whatever Is best In our methods
| these young foreigncrs acquire and after
| a year or less IN our shops and offices
| they so back to their own shops and
| offices and meet us in the field OF trade
better equipped In every way than We
| are. While / have known these young
| foreigners in this country learning Amer
lean ways, ] have never yet met a young
| American who has studied In England.
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