SPECIAL REPORTS FOR FEDERAL TRADE COMMISSION. 51
tories, leaving only one outsider, the Accumulatoren und Elektricitits
Werke A.-G., formerly W. A. Bose, which is not strong financially.
The monopoly, on the other hand, pays 25 per cent dividends.
The lamp business, which is of great importance, is the main field
for sharp competition between the firms A. E. G., Siemens-Schuckert,
Bergmann, and the Auer Gesellschaft (which makes only lamps,
both gas and electric). However, patent conventions exist between
these companies and between each one of them and the General
Electric in America. Altogether, there are 11 competitors making
metal filament lamps.
Extent of monopoly of exports—The monopoly of exports is only
possible in those lines of electrical construction in which there is a
monopoly in the home market.
Selling methods at home.—The entire market at home is minutely
organized by means of branch offices with engineers and salesmen in
all the principal cities. Wherever there is one of the hundred
A. E. G. branches one is sure to find a Siemens branch also. These
branches work through agents on commission, through dealers for
lamps and small electrical appliances, and through fitters who buy
their supplies. The last named buy outright. Large installations
are managed through the branch offices and technical offices, although
commissions are sometimes paid for assistance in procuring the order.
Commission agents assist in finding the prospect, but immediately
call in the assistance of a company engineer or salesman to make the
sale.
Selling methods abroad.—The German electrical concerns export
enormous quantities of electrical material and appliances of every
description, In European countries they have their own foreign
company; in South America they have their own company in the
principal citizs, but in some cases have agents to whom salaried engineers
 from the home office are accredited and paid by the home office.
The A. E. G. alone has 100 offices in continental Europe outside of
Germany and 60 offices outside of Europe. The A. E. G. has always
made a special point of having attractive show rooms connected with
branch offices, in order to exhibit standard products and novelties.
The selling force is recruited from young graduated engineers, who,
after leaving the technical schools with the degree of “ Diplom Ingenieur
 ” CG E. or E. E.)—many also with the degree of doctor of
engineering (Dr. Ing.)—serve a certain number of years in various
departments of the home plant and office. After having been thoroughly
 trained in the practical methods of the construction and
operation of the various products of the company, those who also
show ability and taste for salesmanship are sent to some branch office
as salesmen. The foreign selling force is recruited from these salesmen
 who show talent for languages and a taste for foreign life.
There are two great points which the German firms observe in selecting
 their sales force.” One is that they are trained men from the educated
 classes, and the second is that they speak the language of the
country to which they are sent and show ability to become one of
the people among whom they are working.
The A. E. G. in the home market advertises extensively. A hand
holding the tungsten lamp with the three letters A. E. a meets the
eye at every turn; on street car, underground stations, omnibuses,