The sun. [volume] (New York [N.Y.]) 1916-1920, 1919-05-19
US. MEN LOSING BY
IGNORING 'MANANA'
Briton Tells Why Latin Amer
lea Prefers United King
dom's Goods.
BILLING is A BIG ITEM
Lack of Proper Amount Of
Courtesy in Business Also
Charged Against Us.
BILLING Is A BIG ITEM

Frederick N. Martinez, British COM
mercial representative. who spent two
and half years recently In South
America, in reply to a question as to
what position the United States occu-
ples as compared TO Great Britain In
the Latin American markets, eaid:
Great strides have been made by the
United States In the desire to capture
the trade OF the Latin American repub-
lies. On these countries to-day all firms
anxious to increase their export business
have their eyes hxed. but I venture the
opinion that the United states have not
taken advantage of all possibilities. and
especially was she negligent during the
earlier period Of the war, when she
was left unfettered in the matter Of
obtaining business, not only for the
present but for the future.
II may say that the United States
Is not appreciated as a business COM
munty in the Latin American markets
for many reasons. Their representa-
tiyes lack that knowledge Of the Gus
toms. ideals and commercial needs OF
these markets, They are, to quote an
Americanism, always in a hurry.
Business in these markets must be
conducted not only on the principle OF
manana' (to-morrow). but according to
the methods which British houses have
cultivated to a great extent In their
dealings with the Latin Americans and
which have not been thoroughly studied
and practised by the Americans. will
not refer to bad packing Of goods nor
dwell on the question of exacting tsrms
Of trading-the American always wishes
to see the money safe In hand before
despatching his wares.
Wrong Impression at start.
"A general complaint against the
Americans has been that goods have
been supplied entirely different from
requirements. thus creating q wrong I'M
preston at the beginning. state this
with special emphasis because as q gen.
eral rule British houses in their trading
have made a study of these matters.
Reference might be made also to the
American marking of goods for ship
ment, which has been severely criticised
on the ground that these marks are
hardly ever the same as those on the
bills OF lading. This. at first glance.
may seem a trivial matter. but the
South American customs are strict about
procedure in handling goods. and heavy
hnes are imposed II the regulations are
not complied with.
Further. heavy fines are imposed and
much delay Is caused when bills of lad
Ing do not accompany the goods. Often
English goods are hung up in clearance
through houses here being lax in the
last mentioned respect. More than this.
the correspondence Of the American
houses is curt and without any consid-
Grafton to future advantages.
"A letter nicely worded very often
does more to aid In cementing business
relations than anything else. In addi-
ten, 1t is against the Americans that
too often they are represented In these
markets by men whose education and
manners leave much to DO desired. This
10 matter Of much importance. and 10
booked upon by the South Americans
With more than a passing glance.
Advantages Net Pressed.
Taking all together. therefore. the
Advantages which the United States
has had in capturing trade have not
been pressed home during the war. and
there is a call. which feel sure will
not be neglected. for supplies of British
soods--the products Of those who have
mastered the difficulties OF the Latin
American markets In all their aspects
The Americans have shown great ac-
tivity In their banking business by estab-
Nahlng Institutions designed to aid In
the competition with British trade In the
future These will undoubtedly help
American commercial enterprise by the
facilities they can AFFORD to representa-
tives when visiting the Latin-American
countries But to-day there is an un-
doubted preference for British travel
lers who have visited these markets. and
who. II must not be forgotten. have
usded there for much longer time than
our American cousins"