The Sun and the New York herald., 1920-07-12

all machinery used In plantation work.
There ls also q great scarcity OF nails
and a shlpment recently received Melted
tho importer 100 per cent profit and no
questions were asked.
"One OF the largest trading firms IN
this part OF the world, strictly British
organization, In handling American
made motor cars and plantation ma
chinsry. During the war It waB noces-
sary for every one here 10 uAe Japanese
articles, but they are getting away from
them now. Things are booming for
American trade. but i.
I'VE are selling our goods now boz
cause we have them to sell and the
ships to get them here, not because
those people agree with US that Ameri-
can products are the best or because
they admire our business methods.
From all reports a number Of Amer
lean firms have got Us on to the black
list by demanding payment for goods TO
be In New York before said goods are
shipped, and by not shipping the goods
at all, or at an unreasonably late date.
One large firm here deposited $4,000
IN New York to be drawn against for a
shipment OF goods This was a year
ago, and as yet no goods have arrived,
nor does the house acknowledge cables,
letters or explain the delay.
Payment ON Arrival,
.sro.day the only American goods
which are popular are those shipped d.
rect and paid by sight draft upon ar
rival OF the goods. This policy is fol-
lowed by England, Holland and other
nations doing business out here. IL
seems that, though we are crying Tor
export business In America, we are not
going at II In manner conducive to
continued and increasing business.
"One man who has been out here for
fifteen years gives the United States
three years in which TO make or break
itself in this market. He claims our
future in this market depends upon
whether we keep our promises and de-
wise some reasonable means OF payment,
such as that used by those countries
which will be our real competitors In q
few years,
. "In short, don't sell goods that you
cannot deliver, and above all don't ex-
act payment before the crude material Ia
in the factory, let alone made up"
While It Is true that the manufac-
turers and exporters are directly to
blame for many Of these abuses, fully
as much blame rests upon carelessly
chosen representatives. A concern In one
OF the great merchandising centres Of the
Orient has personnel of three. One OF
the partners handles the offlce and sales
room, the other Is little moro than finan-
cIally interested. The third is the
salesman. And yet this concern Is
agent for many American manufactur-
ers, and it's lines include hfty-eight
distinct items which are as diversified
as mention Of six Of them would sug-
gest--chewing gum, footwear, taps and
dies, precision and tools of trade, and
patent medicines
Certainly no three men, granted that
all were active statesmen, can represent
efficiently so many manufacturers But
such representatives take this position.
They are commission men; never sure
that orders will be filed never sure. II
the orders are filled that they will re-
peat. Quite properly they argue that a
multitude OF lines is a sort Of business
insurance.
I'have heard American manufacturers
who accept this class Of representation
say that commission agents are what
they want. II their representatives sell
nothing the experiment costs them moth
ing. Also II they cannot make deliveries
the representation costs nothing. If or
ders come in at a convenient time and
the cash comes along with them, the
commission Is paid.