The Washington herald., 1921-02-21

American automobiles and auto
mobile accessories, electrical ap-
paratus and supplies. sewing ma
chimes. American moving pictures.
American agricultural machinery
and railroad equipment have stamp
ed themselves indelibly upon the in
dustrial life of Brazil, according to
a report just received from Allen
Walker. manager, international
Trade Service of the Guaranty
Trust Company of New York, who is
in Rio de Janeiro, on a trade tour
Of South America for his company:
American Goods Abound.
The tobacco one buys. while Bra
lillian grown and prepared. says IA.
Walker. is manufactured and sold
through a Brazilian subsidiary of
the British American Tobacco Com
pany: native-made shoes are turn
ed out by machinery supplied by
the United States Shoe Machinery
Company, mems furnishings from
the United States are gaining
ground all the time, and American
brands of mems hosiery, shirts and
underwear are for sale in nearly all
the shops. American hardware,
soaps, notions. platedware. and, OF
course. cotton and silk piece-goods
are well established in this highly
competitive market.
Careful inquiry shows that funo-
amentally similar methods have
been employed to popularize these
American products. Responsible
men WE'RE first sent to study the
field. Once established these Amer
lean enterprises have been content
to grow slowly and TO adapt their
methods of business to national
and local conditions: they have en-
pIoyed as managers men of fine
Judgment and good personality;
they have begun by winning
the confidence OF the people with
whom they expect to do business
for years to come-and they have
continued to hold their respect
They have sent competent men TO
select their agents, where they have
needed distributing agencies outside
Of their own local headquarters;
they have advertised conservatively
and wisely; they have taken pains
to demonstrate the quality and su-
periority of their goods by actual
tests; and they have fitted their
sales campaigns to conform to To-
cal customs and requirements.
Ample stocks Carried.
The successful corporations who
sell merchandise here have learned
TO carry ample stocks. II is inn
possible to do business with a
travelling salesman and a catalogue.
i'm
the North American. wants things
when he wants them, and having
bought and used one article he does
not like to wait three or four
months 10 receive his repeat order.
He appreciates service and will pay
for it.
The experienced salesman knows
that the 'Brazilians want and viii
buy up-to-date goods and that they
will not buy what other people-at
home or abroad-regard as old
stocks that have gone out OF style,
And they appreciate good and fair
treatment more than any other peo-
pie in the world.
Americans the Leaders.
The principal American business
men here are responsible for more
public criticism OF careless shipping
and packing from home and OF
American substitutions than all the
Brazilians put together, because
they know to what extent bad
faith and negligence hurt the repu-
tation Of all American enterprise
and to what degree it jeopardizes
future trade.
hA
secretary of the arbitration COM
mittee of the American Chamber of
Commerce at the Sac Paulo. Nat
uralIy in Brazil the American or
ganizations are inclined to defend
American business methods and
products where they can be de-
Tended. Yet this gentleman in
formed me that in regard to all
the complaints Investigated on the