The Fairmont West Virginian. (Fairmont, W. Va.) 1904-1914, 1914-09-10
FORMER MINISTER TO vENEzU
Ella GIVES OUT INTEREST
ING INTERVIEW.
IN A POSITION TO KNOW ABOUT
SOUTHERN REPUB.
Lies.
(By Charles Brooks Smith,

| WASHINGTON, ID. C., Sept. o. -
| In view Of the fact that all depart
mcmts of the government. and partic-
Iularly those Interested in trade in
dustrics. are concerning themselves
Iwith the possibilities Of trade IL
| South America. recent interview
with Hon. Elliott Northcott, Of
] Huntington, seems appropoS at this
time. Mr.. NOrthcott wasthe minis
ter of the United States at Venezuela
for several years, and is in position
| to know trade conditions in the
South American republics, by his
long residence and business asSOcia-
tiOn with the Latin American people.
On visit home, during his APP
pointment as minister to CarrasaS,
| Mr.. NorthcOtt was approached as to
the possibilities Of securing portion
OF the pottery trade. by Senator
Scott, who,evc then, had his alert
busincsseye on a new field for the
pottery exports.
That was several yearsa go. AMI
before any complication of European
HdllOIIS tItdINh wv Il''N W. hlll'I
than European foreign markets. The
reply that MIR. Northcot made to
/ Senator Scott at that time holds
good for tho present, and presents
for the American shipper a problem
with which he has had not had to
deal heretofore.
In regard to tho shipment of pot
terry. England has always held the
bulk of that trade; first. because she
had merchant marine large
enough to transport all her own cX-
ports cheaper than other countries;
second. and this was the fact awclt
upon by Mr.. Northcott, pottery pro-
duets from England arrived. each
separately wrapped, and carefully
fpacked, and with almost no brcakaGc
Fin transportation.
England has always afforded
cheaper labor, and hence could al
ford to pack its products in man
nCr that would take away all posi-
bilty of profit if the dealer in til"
United States wore ia attempt like.
lmcthodS at the cost Of such labor
Fin this country. Heretofore it has
been impossible for the dealers in
our country to compete with that
lphaSC of the situation.
The department OF commerce. in
reply to many inquiries from the va
riOuS industries of this country. has.
I'during the last week, issued bulle-
ltin considering the situation from
all standpoints. and in which is
contained suggestions to merchants
land manufacturers who are planning
i to seek trade in South America.
"Thc social factor" says the bullc-
tin, almost negligible in the Unit
ed Statacs, Is an important factor in
Itradc conditions in l.atin-America.
business is conducted more slowly IN
general: correspondence and person
al relations do not have so much of
the touch and go character. and, in
all commercial transactions more
l'strcss is laid on both the forms and
the spirit OF the courtesy than in the
United States. Travelling statesmen
will find that they will make more
progress by taking their time in
working up personal acquaintance
than attempting, even with the most
favorable terms to customers, to
close a sale on the first visit"
This from the government. after
investigation. Mr.. Northcott tells a
very interesting story of his first in
PRODUCTION as to South American
methods viewed from the standpoint
Of u successful salesman.
Shortly after his appointment as
minister, he made the acquaintance
of n prominent representative of ono
OF the large wine houses Of France.
The salesman, brilliant linguist
and conversationalist, seemed TOT
take a liking to Mr.. Northcott from
the first, and as the regard was mu-
tual, therefore the United States
embassy was the headquarters of the
headquarters of the Frenchman
when he made business visit to
Venezuela.
On his first visit. Mr.. Northcott
put him up at the various clubs OF
the city, saw that his guest was