Evening star. [volume] (Washington, D.C.) 1854-1972, 1918-12-29

amounts to 81. ooo. 900 yearly: Of pa
per, which reach more than S27,000,-
900 yearly: OF wood and its manufac-
yearly: of toys. to the value Of $9,000,-
900 yearly. and OF other things.
y X
Such are some of the open oppor-
tunities for salesmapship at home,
which. Secretary Redheld insists. be-
gins In the factory. where there must
be "vision," as he terms 1t. courage
and deep-seated hatred for waste;
likewise intelligence and common sense.
He tells of lone large concern that.
had Its accounts kept by the senior
partner in a little book. which the
Junior partners never saw. When
there was cash in the bank they felt
that they We're making money. That
was all they knew about it,"
Another concern took no inventory
for twenty-five years. Still another
took no account. in figuring costs. OF
such matters as interest, depreciation,
taxes. REPAIRS insurance and the like.
Another roughly guessed it's overhead
expense as 10 per cent, whereas it was
Until recently nations thrived on
what we threw away" Sawdust and j..
slabs were destroyed by fire. There
was enough alcohol in them to supply
the world. 1.-THE beehive coke -oven ran
(indeed still runs) its course. pouring
forth wasted gases at one end and
unsaved coal tar at the other. Finally,
we cheerfully burned and otherwise
destroyed thousands of tons of paper
making material and imported nearly
half OF our paper stock from abroad"
f1nai!y, equally unwise were Ameri-
cans with respect to ships. OF the 1900
million dollars worth of goods pur-
chased by Americans in foreign coun-
tries during the year 1914. only 40.
million dollars worth came in Ameri-
can ships Cargo space was in demand
and could have been sold had there
been vessels under the American flag.
Salesmanship. In this particular. then.
had no chance to show what it could
Tin from the Dutch East Indies and
me Malayan peninsula was sent to
the United States by way OF Holland
table oils. tute and spices were taken
to Great Britain usually and thence
We're shipped to this country.
treights. commissions. insurance and
foreign pockets.
Now these articles, in large part.
are coming. directly to American
ports The formula. Make the goods
cessfully with ships. Vessels are
being launched and craftsmanship dis.
poses OF the space.
Salesmanship, with the help Of
ships, built up Germany's rich export
trade and made that country the sec
ond greatest nation in what Is called
the worlds market. Hamburg mer-
!. chants, at first, used British houses.
scattered everywhere on the face of
the earth. as agencies for the distri-
>. button OF their goods
| These men of Hamburg developed
l German trade on the east and west
coasts of Africa by means of barter
: with the natives. Ships filled with
cheap goods sailed from settlement
to settlement on the shores of the
Atlantic and the Indian ocean. As
trade was established. the ships
would anchor at the mouths Of rivers
and In sheltered harbors and after
their cargoes had been sold would
return to Hamburg for new stocks
In time warehouses were built at
trading centers and the once itinerant
German pcddler became a settled Ger
man merchant. Everywhere German
ners, and traditions. but always
founded on salesmanship, extended Ger
man trade until Germany was second
only to England in the field Of foreign
Secretary Redne,d. describing the
situation that existed before the war,
says there We're "thrce great COM
petitors in the worlds market
Great Britain, Germany and the
United States" He calls them "the
big three"
What he says about Germany Is
only reminiscent and need not he re-
peated. What he says about England
however, is important. That country
he points out, had "a vast supply OF
free wealth invested in her own in.
terest all over the world and bankins
e. facilities as wide as the earth" while
o "the transportation of the sea wa.
ID chiefly under her control"
And yet the United States with its
e individual initiative and bushes.
n. alertnesss often went "around the enc
u of the line in foreign markets wher
lf unable to buck the center" The
l. craftsmanship practices Of England
ID were copied by Germany and still fur
+ Their Developed. Boys at school wer,
y taught how to sell goods. Younl
u men of means and family went t.
- London, Paris and st. Petersburg, tt
IN Madrid, Amsterdam and Rio d,
4 Janeiro and worked in obscure place.
~ that they might learn languages ant