THECUBAREVIEW 19 



able and here, too, it may be taken for granted that our competitors will endeavor 

 to meet as nearly as possible the actual requirements in various markets. This is a 

 subject, however, in which due care must be taken in each individual case and for 

 which no fixed rule can be given. 



EVIL INFLUENCE OF PROFITEERING CHARGES 

 Widespread newspaper and other charges of profiteering and of unwarranted in- 

 creases in prices will in some cases be used against American merchandise in this and 

 other markets and render the trade situation more difficult. Thus, in a recent item 

 pi-inted in a Habana paper as from Washington it is said that investigation in the 

 United States shows a marked increase in the selling price of men's suits and over- 

 coats, notwithstanding the prices of yarn and cloth are said to be lower than for some 

 time past. Charges of the character referred to will in some cases be accepted by 

 buyers as evidence that they have been imposed upon by the American manufacturer 

 and exporter and they may turn to other sources for merchandise without waiting to 

 inquire whether the charges are true, or Avhether the same charges are also made 

 against competing manufactiirers in other countries. 



In connection with the subject of price fluctuations, quality, etc., the intelligent, 

 well-informed salesman will have an advantage over the man without experience or 

 the ability to put himself in the place of the buyer. If a given line of shoes or men's 

 clothing or hardware or other merchandise of American manufacture is now sold at 

 two or three times the price at which it was sold before the war, and there are proper 

 reasons for the present prices, these reasons should be known to the salesman, so that 

 he may aid in overcoming the charges of profiteering. These reasons will doubtless be 

 found in part in the increased cost of raw materials, higher wages paid, reduced 

 efficiency in certain cases on the part of the labor itself, and other increased expenses 

 incident to manufacture. It will no doubt appear in some cases that the foreign manu- 

 facturer is complaining of like conditions and that on a proper presentation of the facts 

 the buyer in this and other markets will decide that he has no ground for now turning 

 his back upon American merchandise. 



COOPERATION OF ALL AMERICAN TRADE FORCES NEEDED. 

 Whether foreign trade in a given case is a mere side line of the concern engaged 

 therein or forms the chief function of such concern, the methods employed should be 

 such as will aid American commerce as a whole. It is a proper function of American 

 chambers of commerce in foreign countries and of the consular service and other organ- 

 izations to aid in correcting abuses in the methods or practices of American trade in 

 these countries. 



HIGH-CLASS SALESMEN AND SALES METHODS WILL HOLD MARKET 



The trader who goes into a foreign market with intelligence and proper business 

 ideals not only wins customers for his own line but indirectly serves other lines as 

 well. Cuba's trade, already an important item and one which will be further increased 

 by the large returns of the sugar industry and other industries, calls for carefully select- 

 ed representatives. Our share in this trade has been due in part to the excellent busi- 

 ness men, bankers and others who have been connected with it. In this regard there 

 should be no lowering of standards. 



In the selling methods employed, in the merchandise itself, in careful packing, in 

 prompt deliveries, and in all the other elements that enter into foreign commerce there 

 can be no good reason why American trade should suffer in comparison with that of 

 any other country. On the contrary, there are ample reasons why this growing trade 

 chiefly centered in a city only a few hours ride from our own coast line should be 

 guarded in all its details and should continue to come largely to the United States. To 

 what extent competition -will share this market will depend in large part upon the 



