The Fairmont West Virginian. (Fairmont, W. Va.) 1904-1914, 1914-09-10
ELLIOTT NORTHCO7T ON
TRADE CONDITIONS
IN SOUTH AMERICA


lis own duties. convinced that. aC-
.ording to American methods. hfa
guest would complete his work in Il
Few days.
At the end of week he inquired
IS TO tho mans business success.
The answer that everything was
eight. but that h" had not talked
business yet, rtalrr mystiIicd Mr..
Eorthcott.
1t is wen to Jay right hero that
he Frcnchman played a scientific
:&mc Of chess: was an expert golf
and tennis player; Il clever linguist.
md possessed of all the diplomatic
traces. tn" lack of which make our
'aIrSm'1 in foreign countries seem
Ike crif.i" school boys, in c0mpari-
i0n with those Of the older nations,
md SO far - his host could see, his
lutiCS seemed 10 consist of round
If social duties, teas. balls. dinners
md all forms Of social gaycty,
nnough to turn the head of even Il
'rcsh young debutantc.
The second, third. fourth, fifth
ind sixth week of the visit passed
hiding Mr.. Northcott genuinely
rnXious as to the success of his
friends. g.'.
On being intcrrogatcd the last
morning Of his visit, the salesman
replied: ~ have done no business
50 far. but am making my fare
well calls this morning."
In each case. according to infor-
nation obtained afterward by MIR.
Northc0tt. the Frenchman merely
allied on the man from whom hG en-
pCctcd an order, with 4 polite az
encouragement OF his appreciation
Of the man as a host; wished only
TO present his regards to his wife as
a gracious and charming hostess,
and his compliments to the sisters.
niCcrS, cousins, and any other men,
bcrs of the family by whom he had
becn cntertained-a gracious appre-
citation of their hospitality, their fol-
lowed an interchange of Spanish
graciousness and compliments that
fl0orcd even MIR. Northcott after his
experience with the cffusive south
rrners.
In each case. without word as to
business. the salesman was recalled
after his formal adious, 10 receive
an order, the net result of which.
from all the acquaintanccs he had
made rduring the six weeks. amount
ed to something over 100000.
Imagine" said Mr.. Northcott.
"any salesman from the United
States being out six weeks from
Headquarters without an order and
with an expense account-wcll. l
should be afraid to venture at what
his expense account may have been.
II is that phase of the situation
which is going to make 1t hard for
us to deal with the South American"
whether the United States is yet
to rcvOlutioniZe its COM
mcrcial methods when dealing with
Latin Americans" said Mr.. North
colt" is the whole key to the situa"
ton in South America.
They are ready to receive our
goods, but are. probably more than
any other nations, difficult to APP
preach, because every method Of
huiness is directly opposed to those
advocated in this country. ! am
convinced that had the man that
speak OF mentioned business during
all his social relation with these
pcOnlc. he would not have received
one order"
"a merchant marine to command
the South American trade" said
Mr.. Northcott. is very necessary
thing. But. first and foremost must
come an understanding of the Latin
temperament and the old
Spanish courtesies, which. while
they may prompt man to stab 3
behind his back, demand
that lie will spend hours of courte-
ous attendance on them to win the
final regard of friendship which
really prompts all orders"
Mi. Northcott's view of the sit-1
uation is particularly interesting at
this time. because he presents view
Of trade conditions in the countries
of South America which has been
proved by government Investigations
that a courteous letter written In
Spanish and directed specially toll
The firm addressed, will probably
prove far more valuable as an ac-
of n catalogue and
price list than the catalogue itself::af
and that many weeks spent in the