44 PAPER IN FOREIGN COUNTRIES. 



AMERICAN TRADE PROSPECTS. 



Germany furnishes more than 90 per cent of all the paper im- 

 ported into Austria-Hungary; France furnishes 3^ per cent; Great 

 Britain, 2 per cent; and Italy, 1.8 per cent. 



Germany is practically the only country which is making a de- 

 termined effort to build up its trade in this district. If hotel regis- 

 ters can be relied upon, a majority of all the commercial travelers 

 who come to Trieste hail from Germany. These men speak the lan- 

 guage of the native merchant, carry with them a large assortment 

 of samples, and are prepared to give prompt and exact information 

 as to prices and terms of payment. Before proceeding to do busi- 

 ness, they are careful to inform themselves as to the needs of the 

 place and the prices and terms of payment offered by their com- 

 petitors. They are always ready to meet all the emergencies of 

 trade, and do not often fail to book orders. I do not think that any 

 special effort is being made by Germany or any other country to 

 build up its exports of paper to this consular district. 



There is, in my opinion, no opening for American paper as far as 

 the lower grades are concerned. Both material and labor are cheap, 

 and common paper can probably be manufactured here as cheaply 

 as anywhere in the world. As regards fine linen paper, however, 

 I have seen nothing in Austria that could compare with our prod- 

 uct. The grade of paper used here in business and official corre- 

 spondence is fully 50 per cent below the grade employed in America 

 for similar purposes. It is said that this is due to considerations 

 of economy. This may be true, but I am rather inclined to believe 

 that the Austrian merchant uses inferior paper because he has never 

 been offered any other. While "fancy" paper is on the market, its 

 sale is never pushed. It may require a good deal of missionary 

 work to bring about a change, but I believe the Austrian merchant 

 can be taught in time that good stationery advertises his business 

 as well as a good "ad." or a good show window; and when that 

 time comes, America will, I believe, supply the paper. To hasten 

 its coming, our manufacturers of fine paper should have their goods 

 exhibited in the Austrian market by American salesmen, who should, 

 however, be familiar with the customs and languages of the coun- 

 try. Letters and circulars in a foreign language receive but little 

 attention. They are the most wasteful means of advertising goods 

 abroad. It should also be borne in mind that the Austrian is accus- 

 tomed to more liberal terms of payment than the American manufac- 

 turer or exporter is, as a rule, willing to give. Credit is frequently 

 given by native manufacturers for six, nine, and even twelve months, 

 and many dealers will not buy on any other terms. 



