HARDWOOD RECORD 



33 



is room in this one particular for great 

 things in the way of conservation, for the 

 waste resulting from the use of poorly manu- 

 factured articles, when considered in the 

 aggregate, is truly appalling. 



THE DULL SEASON TALK 



The rogular aiimuil liowl uf the litiiulle 

 manufacturers about poor trade and no 

 profits was heard as usual during the dull 

 season of July and August. Now that the 

 fall has opened we may expect to hear a 

 different story from these producers. While 

 I cannot say much regarding any branch 

 of the handle trade except the manufacture 

 of broom handles, as far as that particular 

 phase of the business is concerned it seems 

 to me that this kind of talk is particularly 

 out of place. If operators are not making 

 money out of their product, it is hard to 

 reason just what sort of excuse they give 

 themselves for continuing in a business in 

 which they are making no money. If they 

 would discontinue it would give the rest 

 of the handle people a better chance. 



Undoubtedly there are too many brooui 

 handles made in this country today, but as 

 the surplus is manufactured by men who 

 do not thoroughly understand the line, they 

 really do not cut much figure in the market. 

 The firm that makes first-class handles need 

 have little fear that they cannot be sold 

 at prices which will mean a fair profit at 

 least. There is always a dull season in 

 every trade and in the handle business 

 this comes in .July and August. This sea- 

 son has been unusually dull, but this was 

 owing entirely to the short crop of corn 



last year, and when the new crop comes 

 to hand manufacturers will find that the 

 ensuing year will be one of the best years 

 for the handle trade that they have ever 

 known. There are not excessive stocks of 

 brooms in the hands of dealers and most 

 of the factories are idle, but undoubtedly 

 when they start it will be with a rush and 

 the handle factory that has a good supply 

 on hand wiil reap a harvest. 



Some manufacturers arc really glad to 

 have a dull season each year, as it gives 

 them opportunity to overhaul their plant 

 and get things in shape for the coming busy 

 season and also gives the men a rest. As 

 far as making profits is concerned, if a 

 factory is up-to-date as to machinery and 

 equipment, has skilled operatives, and uses 

 a good grade of lumber there is no reason 

 why the sale of its product should not net 

 a fair profit, and if it does not there is 

 surely something wrong. Good lumber, it 

 is true, is high, and if the labor expense 

 of operating is not kept down to the min- 

 imum by the use of automatic machinery — 

 not cheap help — then it is not surprising 

 that factories are conducted at a loss. 



I have seen handles on the market that 

 were turned on the old style gauge lathes 

 at the rate of perhaps 1,200 a day. That 

 is not saving costs by any means. Then, 

 too, some manufacturers attempt to make 

 broom handles out of low-grade lumber, 

 scraps, edgings and waste, and it is no 

 wonder that factories of this kind lose 

 money. The strange part of it is that they 

 continue as long as they do. 



Woodworking Machinery in Russia 



(From Consul-General John H. Snodgrass of Moscow) 



Since the publication of the report made 

 by this ofiice upon Russia's forests, there 

 have been numerous inquiries from the United 

 States respecting the opportunities for the 

 exploitation of saw and woodworking ma- 

 chinery and hand tools in this empire, it being 

 understood that the Russian timber industry 

 comprises 1,428 factories, sawmills, planing 

 establishments and the like. 



While advertising undoubtedly will benefit 

 American manufacturers in presenting their 

 products to the dealers, the factories and the 

 mills, and their sales may be greatly im- 

 proved, the last proposition mentioned by the 

 inquirers is, after all, the wisest course to 

 follow if the manufacturers are really in 

 earnest. Personal identification with the trade 

 is essential to success in any foreign field, 

 and this especially applies to Russia where 

 business methods and local conditions are 

 similar to those of other countries in Europe. 

 How Germans Secure Trade 



The leaders in the sale of sawmills and 

 wood-working machinery and hand tools are 

 the Germans, who now have a genuine monop- 

 oly of the trade, due to their being pioneers 

 in exporting to Russia, their energy and per- 

 sistence, to their close application in studying 



the wants and needs of the people, and to 

 their familiarity with the language. 



German traveling salesmen usually speak 

 three to four languages, having served what 

 might be termed an apprenticeship of two or 

 more years in some Russian village where it 

 is impossible to hear any tongue except the 

 vernacular. These salesmen are then per- 

 fectly at home in any part of the empire, 

 and understand the Russian character better 

 than any competitor. 



In contradistinction to this thoroughness of 

 preparation on the part of the Germans is the 

 unpreparedness of the American traveling 

 salesman, who comes to Russia speaking usu- 

 ally only his mother tongue, possessing slight 

 familiarity with the geography of the coun- 

 try, and having little knowledge of the re- 

 quirements of the people. It is little wonder 

 that the Germans are actually capturing the 

 larger part of the great and growing trade 

 of Russia and rendering more powerless every 

 year the efforts of the Americans and other 

 nations that are feebly competing for the 

 market. 



During the past year the English have be- 

 come more active in business lines and are 

 branching out in earnest in every part of the 



empire, fully understanding that immediate 

 etforts must be made to hold and build up 

 their trade or it will be lost to the watchful 

 and energetic Teutons. Unfortunately, Amer- 

 ican manufacturers do not appreciate that 

 these are golden moments, and with a few 

 exceptions, appear indifferent to the numerous 

 opportunities that are daily presented, refus- 

 ing to grant credits to reliable concerns that 

 are given such concessions by European com- 

 petitors, and giving the importers and dealers 

 to understand that they care for no trade 

 here except on a cash basis, all of which be- 

 speaks anything but success, either now or 

 in the future. 



The Experience of an American 



Some time ago the representative oi a large 

 sawmill machinery company visited Russia 

 and called at this consulate-general to discuss 

 the trade situation. He had read the report 

 upon Russia's forest resources and was much 

 interested, it being his intention to travel 

 north to the great timber section where are 

 to be found the majority of the mills. He 

 could speak only English, but had with him 

 an interpreter who was well acquainted with 

 Moscow. The salesman was a keen business 

 man, and at home, undoubtedly, was familiar 

 with his line, but he took issue at once upon 

 the prevailing customs of Russia as to credits 

 and stated positively that his concern was not 

 in the credit business, and that, instead of 

 accepting this fixed rule of trade, it was his 

 intention to teach those whom he might meet 

 American methods; that is to say, cash with 

 a view to taking advantage of the discounts 

 offered. 



The American salesman visited a large num- 

 ber of dealers and before leaving called again. 

 This time his manner was changed, for he 

 had seen for himself how futile it is to try to 

 introduce new ideas in a country where they 

 have their own set ways ; the traveler coin- 

 cided with the views that had been expressed 

 by voice and letter, that if the American 

 manufacturers of saws and machinery expect 

 to get a foothold here, they must at least 

 make as many concessions in terms of pay- 

 ment and the like as their strongest competi- 

 tors, and they must, in addition, supply a su- 

 perior article, which it is believed they can 

 do. The traveler remarked that he could not 

 secure an opening with a desirable house in 

 Moscow except on the credit basis. 



This illustration is offered for the purpose 

 of bringing forcibly to the attention of the 

 American exporter the necessity for a close 

 study of every phase of business life in Rus- 

 sia, and of the trade requirements, in order 

 that they may successfully compete in the 

 various markets being ftpened. 



Import Trade Analysis 



The Germans enjoy the greater part of the 

 trade in sawmill and woodworking machinery 

 and hand tools, with the English next in 

 order, followed by the French. Several firms 

 specialize on circular band, and gutter saws, 

 wliile others handle exclusively crosscut, hand 

 and drag saws. 



In quality, America leads, with England 



