24 THE CUBA REVIEW 



of commercial importance lias been discovered in Cuba and that oil production on 

 the island is at present a negligible item. 



ATTITUDE TOWARD FOREIGN CAPITAL 

 There is no evidence of opposition to foreign capital employed in searching for 

 oil in Cuba. On the contrary, in tins as in sugar production and other industries 

 foreign capital is understood to be welcome. Should investigation later show that 

 tbere are valuable petroleum resources on the island, it is no1 improbable that the 

 Slate as owner of these sources might so change legislation as to secure to it a 

 valuable share of tbe profits. 



MARKET FOR SADDLES IN EASTERN CUBA 



The Provinces of Oriente and Camaguey, comprising about three-fifths of the 

 total area of Cuba, form a large field for the manufacturer of saddles. These 

 Provinces, although large producers of sugar, are famed for their cattle ranches: 

 Camaguey especially has been noted as a stock-raising Province since tbe early days 

 of its history, having always been the main source of the meat supply of Cuba. 

 Oriente Province, devoted to sugar, mining and timber products, lias some excellent 

 grazing land, and ranks second to Camaguey as a stock-producing Province. Both 

 the cattle and sugar industries have use for many saddles. There are now some 

 4,01)0,000 head of cattle registered in Cuba, and as the number is being constantly 

 increased it gives some idea of the importance of this industry, and of the extent of 

 the equipment needed in carrying it on, of which a large item is for saddles. The 

 many sugar centrals also have use for a large number of saddles, and as in the 

 country districts, which have practically no roads, most of the travel is necessarily 

 by horseback, and it would seem that the possibilities of the Cuban market for 

 saddles is well worth the careful attention of the American manufacturer. 



The type of saddle commonly preferred by the trade throughout this district 

 is the Texan (tejana) horned saddle, which sells at from $20 to $40, although there 

 are sections where cpiite expensive saddles sell more readily than the cheaper grades, 

 but this depends to a great extent on the local dealer's ability for pushing his lines 

 and also whether he is selling in a locality where the people are earning plenty of 

 money. 



In selling this trade it will pay saddle dealers and manufacturers to adhere to 

 a certain fixed policy in their selling plan, and to standardize their various brands. 

 Some firms in an attempt to gain a foothold for their products have made concessions; 

 that were not practicable and were difficult to maintain. Other firms by selling in- 

 ferior copies of good models — reducing the size of certain parts and using poor ma- 

 terials, enabling them to cut prices — are primarily working an injury to their own 

 business and to the whole trade in general. 



Liberal terms are desirable, such as 2 per cent, off 45 days, or at 90 days net, 

 date of invoice. The matter of terms is a much-discussed subject by the local buyers. 

 Such rigid selling terms as cash or sight drafts before shipment of goods are not 

 favored. Concerns have lost business thereby, and others have found it extremely 

 difficult to sell this market on such terms. 



In granting liberal terms the manufacturer could have recourse to interest 

 charges if he so desired. This plan would help in establishing mutual confidence. 



To succeed in selling goods here, tbe manufacturer should adapt his methods as 

 far as is consistent to the conditions and requirements of the market. It would 

 be unreasonable to expect that the Cuban dealer will at once adopt usual American 

 business methods after having been accustomed to long and easy terms. Eventually 

 he may do so, and come to appreciate the practicability of doing business our way, 

 but in the meantime foreign concerns who anticipate business in this country must 

 meet him more than halfway. — Ticc-Consul John L. Griffith, Santiago. 



