The Cordova daily times., 1922-07-11
WE MUST USE sALEsMANsHIP

There s a difference or aDOut ~ peI ceHC between Americas domestic production and consumption of industrial products This sur plus must be marketed before normal pros peritv can be restored. How can the market be developed?
 Our manufacturers as whole are actlhS| like boobs They produce the surplus and, finding they cannot force 1t upon the American public, they simply howl and call upon cham bers of commerce to save them from bank ruptcy.
 How do they sell goods in South America? They send salesmen, who know the business and the patrons. They give credits upon req sonable security, and they deliver the goods in good faith, according to samples These are the things that must be done ip foreign lands to develop market for our twenty per cent surplus.
 At Vladivostok, at Manila and other places in the Far East and the Orient, entreports of trade fields colossal in size, one even cannot find directories of the importers and export CTS of the chief American cities. Other coun- tries supply complete directories, cross-ln- dexed. showing the names of their firms, what they offer and what they want, their hank references. cable code and all essential data. and the book is printed in the language o
 Francisco, New York and possibly one or two other cities have few directories scattered about the Orient, all in English and entirely Inadequate. N~"" . ' ~~ |"
 Manufacturers of other countries keep their salesmen afield in every quarter of the globe, wherever there is potential trade opportunity These salesmen speak the language of the peo~ ple with whom they deal they become one ot .,1I. o,,J onft course. Moreover, the producers of other lands oive credits, largely through government aid, and thev deliver the goods according to sam ples, properly packed and in first class condi- ton. The Americans are chary of credits; their goods are noted for being carelessly se- lected and packed, and now they must live down a bad reputation.
 It isn't necessary to spend @ fortune next May holding a foreign trade convention, ''with thousands of experts giving free advice" on how to develop foreign market for our 20 per cent surplus. The consuls at all foreign ports can tell what is wrong. They will en- dorse the facts as above stated.
 The trade demands of Russia and China are going to be enormous, and very soon. The Japanese, the Germans, the British the French and others have every advantage of us be- cause they give credits and they scatter cap able salesmen throughout the field who un- derstand the needs and resources and the psy chology of the people with whom they deal.
 Unless our manufacturers realize what they are up against and meet the situation with the common-sensible methods which they use so well here at home, they may as we'll cut down production to our domestic consumption basis and forget about foreign trade Down to now they are acting like silly boobs-producing a 20 per cent surplus and bowling to the for eigners to "come and get it." crazy per formance, one must call it. They know how to sell goods at home, but they haven't pri- mary knowledge of how to conduct business abroad.
 Alaska has no foreign trade problem, ex- cept as to fish and furs, handled through mid dlemen, but this Territory also must learn how to ssell'' Alaska to the States outside. It must be done by constructive advertising,