Evening star. [volume] (Washington, D.C.) 1854-1972, 1915-09-05

Chattanooga experts. Only recently a
big firm in the eastern United States
which has decided to enter the South
American field sent to Chattanooga for
it's export sales manager.
The team work in Chattanooga in her
foreign trade campaign is largely due
to the Intelligent efforts of the for
eign trade committee of the Chatta-
nooga Chamber Of Commerce The
would free the prosperity Of the city
from the fluctuations Of the American
market were seen years ago. Chatta-
nooga early in her history began
manufacturing agricultural imple-
ments. American farm tools have long
had the world wide sale that their
superiority has deserved
Within twenty years after the found
ing of Chattanooga one factory in that
city was exporting plows. There are
now three such firms. The pillow in
dustry thus was the pioneer in the
foreign field, and Chattanooga plows
served to introduce other Chattanooga
products to foreign customers.
This was made possible by the ad-
mirable cooperation Of the Chatta-
nooga manufacturers in going after
O.
man went abroad his firm volunteered
permission for him to carry sample
line from some other Chattanooga
manufacturer. The latter gradually
built up a foreign business in this way
until, becoming stronger. he was able
to maintain his own sales organization
abroad Then he was in position to
introduce the goods of some other
Chattanooga concern. Thus the cftys
foreign trade grew, the stronger con-
Two he
after another all were established. To-
day a greater diversity in goods is ex-
ported from Chattanooga than from
any other southern city Of the United
States.
Chattanooga cherishes no illusions
about trade in South America. More
than one American manufacturer with
scant knowledge has quit the South
American market in disgust after
short trial in which he met nothing but
failure The point that our consuls
and trade advisers are trying to en-
phasize to American exporters is that
business in South America Is matter
of slow growth that must be carefully
cultivated If it is to thrive at all
Americans in South America almost
to a man believe that the present war
instead OF presenting the opportunity
for our exporters to capture the trade
of Germany and England rather gives
US a chance to make a study Of the
market and to establish statesmen and
agencies who can begin cultivating the
friendships that will stand them in
good stead in the trade struggle sure
to follow after hostilities have ceased
in Europe.
Chattanooga manufacturers have
been more willing to send expert. high
priced statesmen to South America with
no prospect or expectation of an imme-
date business return than those of any
other city of the United States. The
manufacturers there have the German
idea of first learning and cultivating
the market and then reaping the re-
wards. One large Chattanooga ex-
porter made no money at all during the
first two years in which his statesmen
were in South America. In fact, his
books showed a loss from the transac-
ton.
But he had the example Of his broth
er manufacturers constantly before him
and he was not discouraged. The third
year his statesmen. having established
their connections, began to show re-
suits. and the exporter made enough
money that year to return a profit on
all three years Of business.
At the outbreak Of the war a year ago