New-York tribune., 1922-03-22
Discuss Practical Points of
Foreign Selling at Annual
Convention; Exc hange
Not Great Obstacle, View

Conditions in the export trade are
far from as bad as surface mantle sta
tions indicate, and much more whole
some than the average layman believes.
and even better than many in the ex-
port trade itself are inclined to think.
This was the sentiment expressed yes
terday by practical export men at the
ayers Club of New York, attended by
about 400 export managers for Amcri-
can producers.
Acting upon the theory that the op-
portunities for foreign business are
greater than ever before. although the
days of unsolicited export orders are
passed, the convention early got down
to discussion of practical problems.
Much attention was devoted to the ex-
change and credit situation and talks
on how TO sell to countries with de.
of devastated credit regions brought
cut the fact that these obstacles are
far from unsurmountable.
People who talk of the impossibility
of selling goods to countries whose ex-
change is off," said George c. Vedder,
OF the Vedder Overseas Service, "have
lost sight of the fact that in many
countries an adjustment has been made
70 the lower value of the currency. In
Brazil, for instance, the milreis will
buy only two-ffths as much Ameri-
can money as in pre-war times, but
commodities and service there have
advanced in price about two and half
times. People think too much in terms
of currency when they should think
in terms of commodities and service"
Credit conditions in the export field,
according to o. 7. Erickson, of Carter's
Ink Company, are improving steadily.
The rebuilding of the devasted credit
regions, he said, is not only matter
of credit, but is largely dependent upon
sound and liberal sales policy.
Other speakers who attacked the ex-
port problem from various angles all
dwelt upon the idea that export bust
ness is to be had if properly pursued.
the BourneFuller Company; F. X.
Rhines, of the General Fireproofng
Company and president of the club;
B. Olney Hough, of "The American
Exporter; +. J. Whitlow, of the Nujol
Laboratories; Harvey E. Golden, of
the General Fireproofng Company:
A. y. Miller, of the Supro Building
Products Corporation; Fred S. Phillips,
Elmore Salisbury. Of the Brunswick
Palke-Collender Company, and II. j.
Sheehan, of the Norton Company
HN tIc ulHHeI ldSC nlghC george Il.
Roberts, vice-president of the National
City Bank. told the export men that
trade is showing distinct signs of i'm
provement. Leland r. Robinson, as
sistant director of the Bureau of For
eign Com merce, said that our 1921 for
eign trade represented about normal
growth compared to 1918, and that the
government recognized the value of
foreign trade and was taking active
steps to assist exports.
Oren 0. Gallup, of the Simonds
Manufacturing Company, spoke on the
position Of the export manager. "Ex-
port managers" he said find it diff
cult to impress upon business firms
and the public in general the absolute
need for q permanent and increased
foreign trade. Especially is this true
now, when we see firm after firm with
drawing from export activity. Many Of
these firms have every right and every
opportunity to market their products
throughout the world. Yet they are
dropping out, leaving the field to their
competitors"