The sun., 1919-10-15
AMERICANS IGNORE.
PROMISING FIELD
Manufacturers Seem Indiffer-
ent to India and Other Far
Eastern Countries.
MARKET is TOO EASY
No Provision Made for Lean
Years When Surplus Prod
ucts Pile Up.
MARKET is TOO EASY
BY MILTON G. M'INTosH.

Gen. Mgr. india international Company
Finding a market now is the easiest
thing to do, consequently there appears
to be a tendency on the part Of manu-
facturers and others offering their goods
for export to simply present the fact
that they have for sale certain mer-
chandlse at certain figures and that II
you wish to buy at these figures and
will buy to-day and pay cash before
goods leave the United States you may
have the material, but II you indicate
that you are interested in the larger
aspect of trade development and want to
study qualities, methods. policies, &C.,
you are very soon given to understand
that while all such activities sound well
at foreign trade conventions, "here
where we sell the goods no such taffy
counts" and while they are very glad
to know you are interested there isn't
really anything they can do for you.
When an attempt is made to go
further into the matter and inquire
whether they have any idea when the
phenomenal price boosting will slow up
they look from one to another and then
at you hopelessly and shout: "Oh. God
knows! Is there anything else we can
do for you, sir?" and close the interview
to simply repeat the performance when
the next salesman calls.
Frankly 1t appears pertinent to sug-
gest for the benefit of sellers of mer-
chandise for export that so far as India
is concerned (and this applies with
equal force to all of Asia) there will
have to be decided change Of heart
on the part OF those who are thinking
in terms of the future. / believe that
the tactics just described may be sue
cessful for the moment when every one
ie up against 1t and simply Is obliged
to buy, but at a later date when the
unusual conditions settle to normal we
who have had experience will remember
those who had time to help us and took
the trouble to advise and counsel that
we might be sure to receive the
proper impression of American business
methods
American made goods have finally
come to be looked upon with favor in
the foreign markets: some of the Eastern
countries predict that it. is to the East
that America will look In the future for
her grea test returns. At any rate no one
denies the fact that the hundreds of
millions of Orientals are coming into
their own and with this awakening there
are wonderful opportunities for these
great United States to take very prom
inent part. The erection of mills, the
planning OF water-power projects, the In
culcating Of Western selling and COM
mercial methods, efficiency, etc, all can
find a place in the industrializing of the
East.
In the face of these possibilities Amer
lea must meet-> .uirements Of the
temperament u tne men with whom
they propose to work. A gentle tip 70
the business community here IL to give
a little attention to visits of Eastern rep
resentatives and possibly thus ind your
selves in touch with men VINO may guide
you into channels of opportunity for The
development OF business far beyond the
spasmodc present.
My aim in writing this Is simply TO
invite the attention of business men gen.
orally to the fact there Is too much of
tendency to regard as self sufficient
the business now controlled and to point
out how by being mindful of the greater
and larger future possibilities founda-
tions win be built that will place the
American made article In an impreg-
nable position. Thirty years Of contact
with Orientals have taught me to hunt
for that unsaid thought which is be-
hind the suggestion. AS you will per-
ceive these are friendly criticisms and
intended to brush away some Of the
clouds which befog our vision. 1 am
mindful of the industrial unrest which
has swept this country into its mael-
strom and desire to be just in my criti-
cisms, but also feel even this unrest will
soon spend its force, and it is with the
thought manufacturers will be looking
for Oriental buyers when stability comes,
that this reminder is passed on to you.