Evening star., 1923-03-18
u. S. "SPECIALTIES" FIND
SALE in LATIN AMERICA
Market for Such American Products Is Being Created
Over Stiff Competition--Need for Well Trained
Statesmen Seen.

untrue of the American piano. and
whether or not this be rebuttal in
propaganda, American products are
reported to be gaining a favorable
place.
Piayer-PianOs and Photographs.
American player pianos, with the
rolls that go with them, and American
monographs have the market virtu-
ally to themselves in about every
Latin American country where the
purchasing power Of it's people pre-
sents a practical opportunity. An
other interesting thing about the
musical instrument trade is the fact
tnat nearly every Latin American
community of any size boasts a band
Or two, and the band Instruments and
much of the sheet music comes from
the United States. The Latin Ameri-
cans, by the way, have not caught the
Jazz mania and IL apparently has no
appeal for them. Waltzes and marches
with the classical music common to
every land, are favored.
Mexican Base Ball Growth.
A writer who should know what he
was talking about made the startling
statement the other day that Mexi-
can newspapers were devotinc more
space to base ball than 10 bull fight
ing. That is intended neither as a.
iloel nor slander against Mexico, but
IS merely an interesting point in con
nection with the sale of American
sporting goods in Latin America
Base ball teams are sprine.inn NJ,
everywhere in Mexico, especially to-
ward the northern border, and al
though fondness for this sport is AZ
present confined to Mexico, there arr,
indications Of a spread 10 othe,.
I.atln American countries. American
sporting goods manufacturers find -
growing market for their base ban
material in Mexico and, TO a less OK
tent in Cuba.
Tennis is also on the increase in
Mexico and Cuba and the sport hae
Dsen q popular one in Argentina ana
bTaZll ror many years. Americans arc
also selling fishing tackle. soccer
Ioot pail material. sporting rifles and
ammunition throughout Latin Amer
lca IN increasing quantities.
once supplies, such as typewriters
and adding machines. are American
pfoductS which have a clear field in
LATIN America and all countries are
buylng them in increasing quantities
There is a keen competition in cutIery
II is reported, with England and Ge;,
many predominating in all lines cx-
cepi SAFETY razoTs. where America
products have the field. Latin Amer
Ica IS taking 10 the safety razor
about the sale Of this little instru-
ment being that its popularity and
use usually is in direct ratio to the
cost or labor. In the far east. for
instance, the safety razor has been
round 10 be a poor seller This is
because a man can get shave for q
few cents in the FAR east by going Ia
a barber or having his barber come
70 him. In Latin America, as in the
United States, the high cost Of bar
bering has increased the use and pop-
uIarity of the safety razor
Germany. England and Japan have
the toy trade in Latin America pretty
well sewed up and American mann
facturers have been unable 10 mai.
much progress in this line Buttons.
needles. crochet needles. hair curriers'
manicure sets and hair nets ars
among among rs some ne Of the novelties in the
men are Placing with great success
in Cuba, Mexico. Central America.
Argentina, Peru, Venezuela, Chile and
Brazil
Need for Good Statesmen.
Perhaps there is no trade whicn
more clearly presents the value 81
well trained statesmen in the fclG
than the commerce in specialities
The big American companies now En-
gagged in putting their wares into the
homes and Offices of Latin Americans
have learned that nothing does more
harm to their chances, and the
chances Of their countrymen, than
putting tin horn salesman in the
foreign field.
The specially salesman in the United
States has been pictured as a red
cravatted. fashily clothed individual
who blows into the rural store and
disposes of his goods by a gift Of
CAB which leaves the merchant gasp
ing for air. Such tactics are alrigll-
in this country where constant praC-
tice has made them familiar. b;
they don't got in Latin America. "
Latin America the salesman must lie
a. digniffed, conservative gentleman
sales unbidden. Custom DEGREES. 70.
instance, that he must first make a
social call on a prospective customer
either in his home or in his place of
business. and after suitable intro
duction and presentation of creden-
tials. he should sit down and talk
about the weather, or the nut crop or
the latest scandal, but never mention
the thing he has to sell or why he
has come. This is permissible only
on the second, or maybe third. call.
when it is best to arrive after gather
ing together all ceremony possible on
such an occasion, by hiring in a car
riage, for instance, and If possible a
servant to handle the sample case
Then he can talk business and. if
possible, show his prospective custo-
mer why he can't get along without
the goods under discussion.
A poor salesman who goes TO Latin
America without an understanding of
it's customs creates much trouble for
those who follow him, while the ex-
perienced man in the field paves the
way for a wider use of his countrys
products. American goods today are
winning out in Latin America be-
cause OF their merit. and it is only on
such a basis that a greater commerce
can be built