The sun. [volume] (New York [N.Y.]) 1833-1916, 1914-08-30
Government Bulletin Advises
Less Rush in New Field
of Enterprise.
URGES IMPORTANCE
OF SOCIAL FACTOR
Hints Friendly Act, Are
Sometimes More Effective
Than Catalogues.

Suggestions to merchants and manu-
facturcrs who are planning to seek trade
in South America are contained In a
report just issued by tho bureau OF
foreign and domestic commerce OF the
Department Of Commerce.
The social factor" Says the bulletin
almost negligible in the United States
is AN important factor in trade relations
in Latin America. business is conducted
more slowly in general, correspondence
and personal relations do not perhaps
nave so much ~ the touch and GO
character. and Ia all commercial trans
actions more stress is laid ON both the
forms and the spirit OF courtesy than
In the United States.
Travelling statesmen will find that they
will make more progress By taking their
time In working UP personal acquaint-
ance with tho trade than attempting,
even with the most favorable terms to
customers. to close a sale on the first
visit and a courteous letter. written in
Spanish and directed specially to the per-
son or firm addressed, will probably prove
far more valuable as an accompaniment
Of catalogue and price list than the
catalogue Itself"
Sees Big Demand Coming.
Fair treatment Of Latin American Gus
toners. the bulletin points out, Will prove
Of the highest Importance. In the next
year or two il is explained. American
hoods will be likely to penetrate to every
remote corner OF Latin America where
the wares of civilization are In demand
At all. Dealers who have never thought
of the United states as a possible source
of supply Of articles they handle Will be
buying from American exporters, and
farmers. ranch owners mine operators
AruN
time III, meaning Of the label Made in
tho United states"
Emphasis Is also laid on the matter OF
properly packing goods FOR shipment To
South America and OF labelling them as
TO W. .ght 80 that there can be no mistake.
american exporters says the bulletin,
"ow. IL 20 their customers To- look care
fully after these details. especially IL the
customer himself lays emphasis on the
poiut. and they Vii find that attention
TO th.yo matters. will 20 far toward re-
tanning the good will and the trade OF a
customer once obtained
Strict warning ia given to American
exporters not 20 max" any substitution in
filling orders The needs of customers
n South America" the bulletin continues
Gar" very often peculiar to their district
ana substituted goods are in many cases
altogether useless
Tho suggestion also IL made that ex.
noit.rs should not seek To overload their
agents In South America or their Gus
toners ct is easily possible 10 place
too iirgr an order as well one that is
too small" SAWS the bulletin This Is
90 hr particularly watched by firms which
"ortcmp,at, tine building up Of steady
business The agent OF an exporting
house IN the United States has very otter
"a clearer view oe trade conditions thar
his customers and Is more capable OF
Judging whether il is advisable to stock
up heavily with certain lines OF goods al
a particular time. and thus tie up capita
that may ice urgently needed before tbs
goods can be worked off