The Richmond Virginian. (Richmond, Va.) 1910-1920, 1919-04-06
OUR CHANCE IN CENTRAL AMERICA.
Visiting Importer Declares That These Countries Offer
Business


According to Gonzalo .Roza, Cen-
trail American importer. now In New
York, the American exporter Is not
taking proper advantage of the oppor-
tunities offered by the countries of
Central America. When interviewed
at the offices of the American Manu-
facturers' Export association, Mr.. Boza
how necessary 1t liz for merchants In
tiiis country TO Yafnilfafi2e themselves
with the requirements, interests and
customs of the Central American
countries
After pointing out the rich natural
resources of the Ave republics of Gen.
trail America. Guatemala, Salvador,
Honduras Nicaragua and Costa RIGA,
Mr.. Boza discussed the methods which
must be adopted by exporters seeking
commercial relations with these coun
tries. Emphasizing the importance
OF courtesy and thougfltfuiness in COR
responding with customers In Central
America. the speaker said:
"As an example Of the differences
in correspondence between American
business men and English business
men. + will cite little incident that
occurred at the time Of the earth
quake in San Salvador. a man who
lost his store and merchandise in this
disaster was compelled to delay the
payment of his foreign draft at the
bank. In one Of the mails he received
two letters. one from an English house
and the other from an American con-
Germ,
The English house, Immediately
upon hearing of the disaster, wrote
to the customer expressing their
sympathy and expressing the hope
that he had not been injured. They
tnt1 tSi IN oh
amount due them, as they were willing
to wait until he was able to settle his
account, and at the game time, they
requested him in a hearty manner to
send along his new orders, rs they
would execute them with the same
promptness and good will as IN the
past.
The letter from the American
house stated that while they realized
the great damage caused by the earth
quake. they had learned that come of
the houses In the same city had paid
their accounts. nevertheless, and they
expected that he would do the same.
as the time agreed upon had ELAPSED
and they wanted to have settlement
OF their account before they could
ship the balance OF the order still
pending with them"
Continuing. Mr.. Boxa pointed out
the necessity for proper banking FACT
Titles and extensions Of credit 10 that
American exporters will be in pogi-
ton to compete. with the exporters OF
European countries
Tho European export house, sup
ported by their banks the speaker
said, have been granting to Central
American merchants an extension of
credit of between four and ak months.
This Is and important factor to Central
American i'm porterS, even to the ex-
tent of influencing them TO buy the
same goods at higher prices In order
TO obtain better creiit ARRANGEMENTS.
II the exporters In the United States
hope to develop trade with Central
America and to hold the trade that
has been obtained during the last four
YEARS. IL is necessary to grant the same
credit terms az are extended by Euro
pean exporters.
TT IN useless ana futile to attempt
tn convert the various Central Anneri-
can countries TO the American man
ner OF doing business. II American
exporters are looking to obtain the
trade of importers in these countries
and to hold their friendship they
should DO their utmost to adapt Amer
lean methods to those prevailing in
the Central American countries.
"In fact, II IL impossible to build
up a business that will continue for
sfy length Of time. II no credit is
extended. information regarding the
granting OF credit should be obtained
hy personal investigation OF the Amer
lean firms own travelling salesman
or trade Representatives. in whose judg-
, ment the American arm has explicit
confidence As a rule, the fnforma-
ton obtained from the banks IL per-
! functory and not Of very much value.
Mr.. Boxa directed special attention
10 the importance Of sending samples,
small pamphlets or catalogues, with
descriptions of the merchandise print
! cd in good Spanish, to importers I'm the
Central American countries. Referr-
| ing TO this requirement. he said.
THE efforts OF travelling sales
man, entering new heid in the in
terests of his house. In wasted il his
Arm In the United States does not
follow up enthusiastically and earnest
ly the work that the salesman is do
ing. The necessity Of sending new
samples Of the merchandise that is
being offered for sale, as for exam pie.
swatches OF silk neckties. samples
of new collars. swatches showing the
patterns of q new line OF shirts. etc.
cannot be over emphasized AS n
rule most of the houses excuse neglig-
encc In this respect by stating that
the high cost Of labor in making
samples and swatches prevented them
from sending same. This Is not only
mistake, but means many orders
lost"
In q word Of advice regarding the
sending Of travelling statesmen to Gem
trail America. Mr.. Boxa said:
THE sending Of travelling statesmen
70 the Central American countries a.
a rule cannot be muccemfui unless the
man sent has q thorough knowledge