The sun. [volume] (New York [N.Y.]) 1833-1916, 1915-03-22
TELLS OF MISTAKES
MADE IN THE US. A.
Argentine Investigator At
tacks Our Methods Of Reach
ing Out for Trade.
REASONS FOR PREJUDICE

Prof. Rcedolfo Roth. a lecturer on In
dustrial science at La Plata University
In Buenos Ayrcs and an editor OF the
Argentine Rcriew Of Political Scicnc'.
prepared a statement yesterday. for THE
sun in which he bitterly attacks the
methods Of North American business
houses In seeking Argentine trade. Prof
Roth IL a native Of Argentina and a
graduate Of Columbia University. lie
has been in this country three months
study ing business methods on behalf Of
IA Plata University. the Argentine re-
rier Of Political Science and the Bud
lef1n Of the Argentine Institute OF Flee
trical Engineers. His statement follows :
The average MANUFACTURED has read
in the newspapers about the wonderful
prospects In Argentina as set form ny
arniphle speakers and not too accurate
writer's. lie decides TO capture the Ar
gentine rade and selects a man To size
up the situation and get orders Tor ms
goods In a two weeks stay at Buenos
Ayrcs. The man selected Is "A salesman
Of no technical or economl experience,
A man who draws conclusions according
to IN. sales he makes. brush, tac'less'
lacking IN courtesy and gentle breeding
Incapable az adjusting himself to the
existing social. commercial and financial
renuireinents OF the country-a man
who wants to impress upon Argentine
people that his company is the largest
in the world and his goods the best In the
world.
Another Failure.
Or tho man selected as representative
b. ..- l.. CVAtNah httF IN Xix g. i
TO know little else. That man is a failure
AS well as the trst lie may perhaps
create for himself the same friendliness
As an English salesman with a pro-
nounccd corkney accent would In a Wes''
err town % the United states
The question OF commercial literature
Is one OF great Importance. There arr
some terms perfectly correc; In Enslsr
that cannot be used In Argentina, JUS
az there are certain American term
that cannot be used in England anc
vice versa. Then again. catalogues enc
circular. printed IN English and Portu
guese are sent to Argentina wher'
Spanish IL tho national language. n
nigh, I've ~pardonable. but tho same can
not lie said OF the officers OF manutsc
turers' associations who visit US .n'
make the most deplorable. pitiabls
] AAtltstl1 7 hlll iplltANhA
But these are all comparatively trivia
matters when we consider some which
hear moro directly upon our pride a
Nrrentin,ans and which Will arouse NOR
IN feeling and prejudice In a short TIM
than can he counterbalanced by IN
efforts which em.nent men OF both coun
+ tries are making 10 create triendllnes
and good understanding. There is' 70
Z Instance. the well known Gaze o.
south American who was investigating
certain machinery improvements IN IN!
country lie suddenly cut short his In
yestigations because wherever lie wen
the manufacturers would ask him !
some OFFICIAL could not be induced I
procure contracts for ths'r concerns. 70
10 them the term South American spelle
craft.
Business NorsItty.
The story IS current In South Nmeric
ur q financial institution ~ the Unite
states which iustnudted TO ne client
that hrihes would ne Welcomed hy OF
"details Of the southern republic. !
caused those officials to reconnen
The greatest are IN tho pur'Nas" 81
D tinted states products. Bs they ~ one
B concluded tho business morality ther
was no All - Wa said to he.
These are not the only mistakes Ma
In the l.. : A." II Gems hut yesterda
that a powerful concern announced II
inability 10 enter the south America
Held berause 1t lacked bon Its oiganizs
ton = man who knew the customs an
language Of the republic OF the souiI
Rut later TIN concern entered :hs tell
sending ds its representative a Nei
able imam whose experience had bee
acquired I'm = negro island repuhl'