Evening star. [volume] (Washington, D.C.) 1854-1972, 1931-08-26
u. S. FIRMS URGED
TO EXPAND TRADE
Opportunity in South Amer
lean Field Pointed Out
by Author.
Special Dispatch to The star.

Special Dispatch TO The star.
NEW YORK, August 26.-with the
buying power of the Indian and peon
of Latin America growing steadily,
American manufacturers should further
cultivate the great market to our south,
Thomas F. Lee, banker, explorer, au-
thor and Latin American authority, de-
ciares. Mr. Lees conclusions on this
subject are contained in one of IL
brochures he is now preparing as re-
suit of a f1ve-month trip he has just
completed through the South American
countries.
In his third brochure. entitled Eco
nonnic Problems" Mr.. Lee says that the
change from the old to the newer con-
ditions is slowly under way In THESE
countries. What this means to the
American manufacturer may be realized
when it is pointed out that out OF l00,-
600, 900 people in Latin America, at
least 5000 900 are common laborers,
If this class alone improved its eco
nomic conditions so that it might use
one additional shirt year, the Amer
lean manufacturer might add to his
output the tidy total of 75,0000 900
shirts. The buying power of the Indian
and the peon is growing" Mr.. Lee
warns our industries that "the Ameri-
can manufacturer dare not be unmind-
full Of this, for his European competitors
are not"
Expansion Opportunity.
Mr.. Lee sees Latin America as our
great market today with the oppor-
tunity of it being expanded tenfold.
While he agrees that today our manu-
facturers and exporters generally are
represented by trained, capable men
who know much of the psychology of
the people with whom they deal, who
sell goods cheaper than competitors and
include service that the South American
appreciates, Mr.. Lee does not minimize
the competition prevalent in Latin
America.
s'As one travels from our Caribbean
zone of influence" says Mr.. Lee. we
become less and less an important fac
tor When one reaches temperate
South America-Chile. Argentina and
Uruguay-the best markets of the
Southern Continent--one encounters
strong influences working against United
states products. The German element
in Chile is powerful. 1t is developing
South Chile and German goods are in
demand The complaint of the mer-
chant in this country, he explains is
one Of credit. Germany, it appears,
gives Chilean merchants from six
In Argentina Mr.. Lee finds a well
regulated British program to regain
trade. One finds propaganda every
where TO the effect that American
goods are not as good as the same
European goods. This idea" he
states els industriously fostered by
English and Germans alike. The news
papers pounce upon every bit Of news
calculated to present the United States
- fsxI.& TN1
raR1lan earthquake disaster, columns
told Of what the Red Cross Of France,
England and South America was do
ing. Nothing was said Of the Red
Cross Of the United States, except
that the Nicaraguan people had ap-
pealed TO il. thus leaving the impress
sion that our Red Cross was unmindful
OF the disaster until the appeal was
made end then left the impression that
nothing was being dons.
Diplomats Needed.
"This is mildly typical of deep-seated
hostility on the part of powerful foreign
interests in these countries hostility TO
us-opposing our commercial penetra-
ton" However. far from lettering the
well equipped repr esentatiyes of North
American concerns today, it Is serving
only TO stimulate them. he says
The author points cut that our BUSH
ness representatives IN these southern
lands should be diplomats, equipped
with a fluent command of Spanish,
French and German They should
know much Of the psychology of the
people They should have full appre-
citation of their traditions. customs, in
hibitions and tabus They should know
their needs, appreciate the reason for
their social and political procedure
they should know them pretty much as
they know the citizen of South Bend
or Oshkosh"