Evening star. [volume] (Washington, D.C.) 1854-1972, 1919-12-07
HELPING HAND COMES BACK FULL

p1icated. The American manufac-
turers and exporters should insist
that agents sell machinery adapted
to the work for which it is purchased.
attention of the American consulate
in Batum in which a small steam
shovel used in the United States for
light ditch work was sold for dig
ging out iron ore. The consequence
was a broken shovel, and the reputa-
ton of the manufacturer was seri-
ously damaged because he had not
been informed by his agent regarding
the nature of the work that the ma
chine would be required to perform.
This incident is of special interest
because the market for steam shovels
in the Caucasus is bound to become
of great Importance. and manufac-
turers must assure themselves that
agents understand the business suffi-
GENTLY to see that their customers
get the size and type of shovel suit
able for the work required. This is
because some Russian works are in a
position to compete for this trade.
One thing that initiates against
American products is the lack of
credit. 1t may be
Credits Are taken as an estab-
Necessary lished principle that
NeeesSaIy. Russian merchants,
under usual conditions, will not pay
for manufactured goods before the
goods are received. The usual cred
it's received by local dealers range
from the date of delivery. On the
other hand, American manufacturers
as a rule refuse to sell otherwise
than cash with order or f. o. b. sea-
board. The result of this conflict of
customs is to throw American trade
with Russia largely into the hands of
European commission houses.
BY establishing a system of direct
trading there is a very encouraging
field for American business in Cey-
Ion. SO Consul Walter A. Leonard re-
ports, where war restrictions were
not felt until last year. The only prac-
teal way. he says. for American ex-
porting houses to compete with the
manufacturers OF other countries IN
Ceylon's trade is to send out travel
ing statesmen or have a personal rep
lresentative permanently located in
Colombo. American interests are best
served when represented by American
citizens. In case the volume Of bust
ness does not warrant a personal rep
resentative connection with an in
dent house sometimes proves salts
factory.
During the war many classes of
American goods entered Ceyion which
before were either
At Ceylon and unknown or not
Saloniki. 49,, =, INV" NV. a.
ucts, certain classes of machinery,
toilet articles, footwear, and to
were imported into Ceylen before the
war and are now well established, but
many other kinds of American goods
should also continue to hold a fair
share of the Ceylon market Among
such goods may be mentioned hard
ware and other metal and iron prod
ucts, leather goods particularly
shoes). hosiery and other wearing ap-
parcel paints and building materials
in general, soaps, glassware. drugs.
electrical supplies, monographs and
such as canned fruits and vegetables,
milk, confectionery and
prepared cereals.
The presence of the allied forces in
Saloniki has caused demand for
goods never before used there. Consul
General George Horton advises the
federal trade projectors. The tastes
of the local trade have been widened.
The wants Of the population in the
past were relatively small and sim
Pile. but there has been a noticeable
increase in the demands for better
wearing apparel. foodstuffs. petty
comforts and semi-luxuries of modern
civilization. Imports from America,
during the occupation have been
mainly articles of prime necessity,
principally foodstuffs, fuel and tex
tiles, with the addition of consider
able agricultural machinery. These
articles, together with construction
materials. will constitute the main
lines in which America will continue
to supply, and which will constitute
a permanent market in new Greece.
The only certain way for the United
States to meet European competition
in respect to credit
Branch Bank terms is the estab-
lishment in the Sa-
AMpo1tdAt' loniki district of a
branch of some American bank to en-
pare in the business of handling