The sun., 1916-10-04
EXPORT TRADE SEEN
AS BALANCE WHEEL
Problems Of Foreign Business
Discussed by Manufacture
ers Association.

The need OF educating the American
manufacturer to the particular require
ments of foreign countries " he Ia to
compete successfully for a share of the
worlds foreign trade was the subject Of
discussion at yesterdays luncheon Of
the American Manufacturers Export As
sociation In the Hotel Biltmore. Most
American manufacturers as yet ave
neither the requisite knowledge OF for
eign trade conditions nor the desire to
give the problem the sympathetic treat
ment II needs. according to Henry d.
sharpe. president OF the Brown 4 Sharpe
Manufacturing Company OF Providence.
II. /.
trade grows In this country. said Mr..
sharpe, there have been many things
talked Of In he newspapers as neces-
gary. many Government aids, but, he
pointed out. no Government can MAKE an
export trade.
Government aid Ind Government
tariffs are simply incidents in what lie
necessary TO do a great export business"
he said. First 1t Is necessary to be-
lieve in II. When a man makes some
thing not only desired at home blu also
needed abroad that man Is wise II he
starts out by believing in export trade.
This belief. l believe, is one Of the rea-
sons for the great success Of foreign
firms.
Then when the possibility Of export
trade has been studied and a policy laid
down 1t is all important that the problem
be treated alphabetically. Americans
haven't done this as 4 rule. Especially
does this apply TO change Of prices.
Prices change so rapidly here that II is
natural for US to say hat foreign prices
a...as NAT sht. In
In many cases foreign prices must not
change. Foreign markets require an al
together different treatment.
personally I have the greatest conn
dcnce in the development of our foreign
trade. but American manufacturers must
have a broader outlook II sympathetic
treatment IL to be given. This foreign
trade will be very valuable to US In serv-
ing as a balance wheel TO domestic trade.
When domestic trade Ia dull foreign
trade Is often brisk and by taking ad
vantage OF this greater uniformity OF
factory operation may be developed"
The work OF tho American Industrial
Commission. which II In france making
n survey OF the devastated portions of
that country with a view to reconstruc-
ton after the war. was described by T.
NJ. Herr. president of the association.
The members OF the commission nave
been welcomed cordially by the french,
who nave accorded them every courtesy
In their trips to the manufacturing CEN
tres OF France. lie read n letter from
W. W. Nichols. head Of the commission,
In which Mr.. Nichols told OF being re-
ceived in England By Lloyd George and
Baron Reading. Lloyd George expressed
hope that a similar commission would
perform "A like service for England.
Tho severins Of commercial relations
between Germany and china and the
great decrease in the trade between
| china and France and Great Britain he
cause of the war were cited by Emil s
Fischer OF Fischer 4 Co, Pekln. as ar
opportunity for those American manu-
racturers who are DESTROYS OF extending
their export rad Hut years OF stud,
Of the Oriental and his way OF doinI
business are the irst essential TO getting
his trade. Mr.. Fischer said.
The art of letter writing Is another
lesson for the manufacturer to learn, tn,
members OF the association were told b,
Erwin Thompson. the United States com
mercial attache at The Hague. lie in
stanced several cases that came to hi
attention where American manufacturer.
replied TO letters from Holland mer
chants In a way that discouraged tn,
extension of American trade there.