Pullman herald. [volume] (Pullman, W.T. [Wash.]) 1888-1989, 1918-11-29
HOW SHIPS MAKE
CUSTOMERS FOR FARMERS

A manufacturing concern in this
county sent a representative to AT.
gehtina to look into markets there
for its hardware and building sup
plies.
The agent spent several months
studying the requirements of pros
pective customers, and sent home a
few trial orders.
We'll" he said to the manager on
his return, did you ship those
things?"
"oh, yes they left some time
ago"
How about the ais? Did you
pack them as | eXpiained"
"They went out in kegs, just as
all our nails go out" replied the
manager.
Then we've lost that business. !
told you they must be shipped in
two-pound paper packages.
Sure you did, but whoever heard
of such a fool thingl We don't ship
nails in paper bags"
Now, there was an American firm
, spending good money to find out just
ed, then wasting that money and los
ing future business simply because
it did not appreciate the fact that
South American markets and North
American markets are two different
things.
The agent of that concern ordered
nails shipped in two-pound paper
packages simply because that was the
only form in which the dealers there
would handle them. These packages
exactly fitted the pockets of saddle
bags, in which they were carried
over mountain trails to the farms.
A key of nails could not be sold.
Our American manufacturers and
producers generally never can hope
to see the great after-war American
merchant marine fulfill its destiny in
the worlds commerce unless export
markets are deveoped with sincere
regard for the demands of those
markets. We never will be able to
force anything on any market.
The Germans built up a colossal
pre-war export trade with South
America simply by catering to that
trade. We have got to do the same
thing in every market which we hope
to enter in competition with the
commerce of the rest of the world.
1t is here that every commercial
organization can do a splendid work
Our Federal Bureau of Foreign and
Domestic Commerce makes scores of
studies in foreign markets and puts
the results of these studies at the dis
posal of American business Every
local organization should feel itself
duty bound to study these results and
see that they are placed before every
possibly contribute to filling the
after-War demand for American pro-
ducts.
We must find out exactly what the
other fellow wants and just how he
wants it and then spare no effort to
supply it in just that form. If we
don't, then we might as well make
arrangements now for the hiring out
of the ships we are building to other
nations who observe export trade re-
quirements to the last 'trifling" de-
tail.
This appeal / am addressing to
farmers and the trade organizations
of their towns.
why to farmers?" va man re-
Gently asked me. What earthly in
terest can farmer have in export
nails or pianos or harvesting ma
chimes? Why not talk to farmers in
terms of export fruit, live stock, and
the like?"
This is narrow view Of a vital
national question. The farmers in
terest in the American merchant ma
rine is just as great in terms of pi-
amos as it is in terms of polled cat
tie.
Every increase in export trade in
manufactured products means the
expansion of business. This calls
for the employment of more labor at
the factories. And whenever this
happens, or whenever business is
stabilized to the point where heavy
populations of factory workers are
given steady employment, the direct
benefit to the farmer is tremendous
The farmer is the man who sup.
plies the food to the towns of the
houses of these workers. Also he
supplies scores OF raw products Il
the factories themselves. Increase
manufacturing in any community