Evening star., 1920-11-28
DIRECT TRADE AND SQUARE DEAL

tion in regard to their various fields
of activity.
Nearly all of the Norwegian towns
have their commercial clubs or
equivalent organizations, whose officers
are always ready to cooperate with
that will be mutually advantageous.
Norway offers q particularly desir-
able field in which to dispose Of
Americas surplus, because 1t is en-
joying a high degree Of prosperity.
The shortage of supplies in 1918 has
been overcome by the heavy imports
of 1919. In many lines the stocks are
heavy enough to meet the normal de-
mands for q year or two. For this
reason American exporters should
avoid sending any goods on consig gn-
ment unless they have assured them
territory involved. The near future
may be one of lessened orders. but it
is an ideal time in which to build
strongly for future trade.
American goods are in high favor
in Norway. In order to maintain this
jealousy against any one sending
goods of inferior quality. 1t should
be kept in mind that misrepresenta
tion on the part of one firm becomes
a stain not only upon that firm. but
on all American goods, So far as
foreign trade Is concerned. Instances
could be mentioned in which it has
become very difficult to sell any Amer
lean products simply because one
house did not carry out squarely its
representations.
The grade or quality of goods
offered for sale should be made clear
to the prospective
Qualities of purchasers. There are
. markets for second
Importance. or third qualities as
well as for first, bust such qualities
should not be permitted to be sold for
other than their true grade. In some
cases American statesmen, because Of
language difficulties, have failed to
make their statements clear to the
Norwegian buyers, and have perhaps
contented themselves with the thought
'it is their lookout, not mine. to see
that they understand" This is wrong.
While Norwegian business men, as a
rule. can handle English reasonably
we'll. many Of them fail to perceive
the inner distinctions involved In moro
or less technical discussions unless
they are stated in their own language.
In case of doubt Norwegian inter-
prefer should be employed IL tho
salesman is not himself conversant
with the language. In all foreign
trade. and in Norway in particular.
sentation must be avoided at what
ever cost.
Frequent criticism is made concern
ing faulty packing Of American goods.
This 10 true especially OF dried fruits,
canned goods and other articles of
to space occupied. The foreign trade
commissioners sent out by the De-
partment of Commerce have repeated
ly testified that they have seen large
numbers Of cases In which from 10 to
ages have been lost because OF poor
packing. Boxes OF heavy goods should
be wtro bound. or strips Of metal
should be used, to prevent much Of
the waste due to breakage or willful
pilferage IN transit.
-
It is well. also. for the exporter to
make sure that the marks used on vari-
GUS articles to denote
Plain Marking size or quality are
Il Essential purohas.r. and
Wholesalers should be provided with
circulars printed in tho language OF
tho country to which these goods are
being shipped-so that such circulars
may be handed to the customers. For
instance. q retailer In one of tho
northern towns in Norway complained
to tho American trade commissioner
that he did not like to handle Ameri-
can overaila. because they vere not
made large enough for his trade. Upon
tho reply that they arc made in all
sizes, he said there were no marks to
indicate sise. This led to an invests
cation of his stock. and the signid-
cameo Of such marks a. NV Se-L -"
was pointed out. This merchant was