The sun. [volume] (New York [N.Y.]) 1916-1920, 1919-05-05

oHlteu states In Providence, X. l.,
and Cincinnati, we find large manufac>
turers making nothing but a limited line
OF machine tools. In Lowell, Mass, is
another factory making nothing but tex
tile machinery. And If we look again
we md other manufacturers specializing
still further. In Milwaukee is q manu-
tacturer making nothing but milling ma
chimes; In Cleveland is another making
nothing but turret lathes. America is
the only country in the world that has
domestic demand for machinery that
VIII warrant such specialization. There
fore, we find that manufacturers of
other nations make many kinds of ma
chinery and specialize in none. The
result is supremacy of the specialist
the American manufacturer-who not
only produces cheaper but also leads in
design and quality"
In the third session of the convention
the subject of commercial education for
foreign trade a matter of great import,
which has been entirely disregarded by
the majority of exporters. was discussed
by John f. O'Hara, c. s. c., OF Notre
Dame University. whose topic was
cultural Equipment for Foreign
Trade"
Possibly the constructive work OF
the educational section of this conyen-
tion," said Father OHara, has
stressed too much the Importance Of
technical training and has overlooked
the fact that college men are sought
Tor commerce because of the broadened
vision and resourcefulness which the
college is expected to develop"
1t was decried as lamentable that
more consideration had not been given
to the type of personality OF the men
American firms have been in the habit
OF sending abroad. r. s. MacElwee and
Glen Levin Swiggett of the United
states Bureau of Commerce and Edu-
cation respectively, voiced the opinion
OF the Government concerning this sub
ject and told of the work which is al
ready being done to train the right type
or young man for the foreign field
In an address by John F. Fowler of
w. r. Grace & Co.. on THE American
Foreign Trader" the methods of Amer
lean traders in the past were extolled
Mr. Fowler made an interesting COM
parison of German and American trad
ing methods.
I'VE have got far beyond mere COM
modities. and now hold a high rank in
the export of all manufactured arti-
| cles." he said. Our German COMPETE
tor. like unto his willy nation, was sue
cessful largely because he hoodwinked
his foreign customer by mere cheapness'
in price derived by either theft of trade
marks. cunning limitations Of well-known
| articles or tricks in quality, weights,
counts and measures: but such abuses
have now been measurably corrected by
legislation in many countries On the
contrary, our American exporter won
his progress by aggressive and leglti-
mate methods; hiscounting large
measure OF success. however by care
less and slovenly service to his distant
customer"
Wells Praises Acceptances.
Speaking on "Acceptances in Foreign
Trade" ID. c. Wells OF the Federal Re
| serve Bank of Cleveland, made the fol-
lowing assertion of interest to those
who look to n larger acceptance mar
ket in the near future:
There can be only one answer to the
fact that capital m volume Is now be-
ing attracted to the acceptance field.
and that the most progressive and prom
inent bankers of the country are not only
aiding the movement but are actively and
officially connected with II. The answer
is that every farseeing banker and busi-
ness man is preparing for n phenomenal
business in acceptances which Is bound
to arise not only In our domestic trans
actions but also in connection with our
foreign trade. viz. exports and imports.
The use OF tho trade acceptance in
foreign trade has thus far in most part
been limited to imports, foreign houses.
especially in the Orient, drawing on mer-
camille distributors In the United States
There is no Season. however, when credit
information on concerns abroad becomes
more readily available. why trade ac-
ceptances originating here and drawn on
companies abroad should not find their
way into the discount market"
F. A. Arnold. speaking of advertising
in foreign trade, said: III you want
your product known all over the world
you must advertise all over the world
Your campaign must be planned care
fully, and be comprehensive enough both
in plan an appropriation to accomplish
your purpose, or you had better not be-
gin at all"
Criticism was made of our consuls for
failure to assist American business men
by DR.. f. E. Pratt. vice-president of
the Overseas Products Corporation and
formerly chief of the bureau of foreign
and domestic commerce. One part Of
Dr. Pratts speech was as follows:
Far too many irresponsible or mall
cious foreign concerns are able to de-
fraud American business houses and
get away with it The chief reason is
undoubtedly the distance. Too few of
our consular and diplomatic representa-
ttves abroad are willing to go out OF
their way to assist American business
men in getting their just dues when
controversies with foreign concerns
arise. Perhaps 1t would be too much
to ask OF our Government representa-
tives abroad that they assist the Amer-
can business man who finds himself in
disagreement with his foreign customer.
There Is, however, a certain group
of cases in which the American exporter
should be protected and assisted by our
representatives abroad. Such cases are
those where frauds are perpetrated, par
ticularly those frauds that are made
easy by foreign legislation or lack of
legislation. l refer particularly to cases
where merchandise is imported refused
and then must be sold to meet Custom
House charges"
Direct Selling in South America"
was the subject discussed by T.. S.
Steenstrup of the General Motors Ex-
port Company. Mr.. Steenstrup advo-
Gated direct selling and described the
methods of conducting such sales
through branch houses, travelling sales
men and by mail. He said that there
are five classes of merchants TO whom
sales can be made. They were enumer-
ated as follows:
81. The general importers who corre-
spond to the wholesale jobbers in this
country. 2. Large retailers who import
for their own account 3. Large land
owners or developed companies that I'M
port. 4. The mail shops and retailers
in the cities. 5. The general stores,
usually found In the rural districts and
mining camps and corresponding 10 the
general stores in this country"
Among other interesting comments