New-York tribune. [volume] (New York [N.Y.]) 1866-1924, 1914-09-13

ture and of expression and Of the graces and
charms of life while the North American IS
strenuous intense, utlitarian. Where we ac-
emulate they spend. While we have less OF the
cheerful philosophy which finds sources OF happI-
ness in the existn; conditions OF life they nave
less of the inventive faculty which strives con-
tnually to Increase the productive power of man
and lower the cost of manufacture.
The CHEZ merit of the peoples Of the two
continent are different; their chief defects are
different. Mutual intercourse and knowledge can
not fail to greatly benefit both; each can learn
from the other; each teach much to the
other, and each can contribute greatly to the de-
velopment and prosperity of the other A large
part of their products finds no domestic compcti-
ton nero. a large part Of our products will find
no domestic competition there. The typical con-
ditions exist for that kind Of trade which is
profitable honorable and beneficial to both par
ties.
To utilize this opportunity certain practical
things must be done. For the most part these
things must be done by multitude of individual
efforts; they cannot be done by government Gov
eminent may help to furnish facilities for the
doing of them but the facilities will be useless
unless used by individuals; they cannot be done
by resolutions of any commercial body; resolu-
tions are useless unless they stir individual bust
ness men to action in their own business affairs
The things needed have been fully and specifically
set forth in many reports Of efficient consuls and
of highly competent agents Of the Department of
Commerce, and they have been described in count
less newspaper and magazine articles but all
these things worthless unless they are fol-
lowed by individual action | will indicate some
Of the matters to which every producer and mer-
chant who desires South American trade shoad
pay attention.
ADAPTING OUR PRODUCTS TO THE NEEDS
OF THE SOUTH AMERICAN.
!. He should learn what the South Americans
want and conform his product to their wants If
they think they need heavy castings he should
give them heavy castings, and not expect them to
buy light ones because he thinks they are better
If they want cottons he should give them
cottons, and not expect them to buy fine
cottons. 1t may not pay to-day, but it will pay
Tomorrow The tendency to standardze articles
Of manufacture may reduce he cost and promote
convenience, but if the consumers on the River
Plate demand different standard from the con-
the Mississippi you must have two
standards lose one market.
2. Both for the purpose of learning what the
South American people want and of securing their
attention to your goods you must have agents who
speak the Spanish Portuguese language. For
this there are two reasons: One is that people
can seldom really get at each others minds
through interpreter, and the other is that nine
times out Of ten it is only through knowing the
Spanish Portuguese language that a North
American comes to appreciate the admirable and
attractive personal qualities of the South Ameri-
can, and is thus able to establish that kindly and
agreeable personal relation which is so potent in
leading to business relations.
3. The American producer should arrange to
conform his credit system to that prevailing in
the country where he wishes to sell goods. There
IS no money lost upon commercial credits in
South America than there is in North America,
but business there have their ways of
doing business; they have to adapt the credits
they receive to the credits they give. 1t is often
inconvenient, disagreesble and sometimes mpos-
site for them to conform to ways, and the
requirement that they should do so is a serious
obstacle to trade.
To understand credits it is, of course, necessary
to know something about the character, trust
worthiness and commercial standing OF the pur-
chaser and the American producer or merchant