262 REPORT ON COOPERATION IN AMERICAN EXPORT TRADE.
3. AMERICAN EXPORT COOPERATIVE AGENCIES AND COMBINA.
TIONS ALREADY EXISTING OR PROPOSED.

Charles E. Jennings, of C. E. Jennings &amp; Co., New York City,
hardware manufacturers, speaking of existing export combinations,
said *

The larger manufacturer can in a measure take care of himself, but our
smaller manufacturers, who have products that are particularly adapted
for foreign countries, have had heretofore very little interest taken in then,
and in fact they had no knowledge as to how they might proceed to get the
trade. As a result of that, some years ago, we formed what we call the American
 Manufacturers’ Export Association, and we have devoted ourselves as far
as possible to the solving of just such problems as that, and we will serve any
of the smaller manufacturers in giving them information that is reliable, and
niding them to get the foreign trade.
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we

We have for years obtained our business from Australia through a combination;
 although the factories were separate, yet they would bear each
their portion of the expense. Of course, they were not brought together in the
sense of some of our large combinations, because they were different lines of
products ; but that made our expense very small.
ow

We never would allow any representative to take anything that would
conflict, Our line would be everything in small tools, covering hand tools,
tools for woodworkers, and perhaps for metal workers. Now, in employing an
agent, he could take a certain number of other lines associated with that, but
aone of those lines should conflict, but rather they should be a help. In that
way the expense, of course, is divided between three or four or even six. We do
aot want too many lines. Then we take the man, and he goes the same way.
He has to be taught, and taken to the factory and thoroughly equipped to know
what he is doing when be represents us.
Charles R. Murray, vice president of Barnhart Bros. &amp; Spindler,
Chicago, Ill., type founders and manufacturers of printers’ specialties.
 said:

Up to about 25 years ago we were floundering around trying to do an export
yusiness at that time in Mexico, As a result of a trip of one or two members of
our firm to Europe—and I made one of the trips myself—we found, in going
Into the shipping rooms of manufacturers there in the same line of business that
we were in, packages marked for Mexico and South America. Our eyes were
opened to the fact that we were only getting a small part of the business in our
ine in these nearby countries. So we, together with another concern in our
line, a paper house, organized a Mexican house right in the country of Mexico,
the first office being in the city of Mexico. It grew, it made contracts with our
company and the other companies for paper, for type, and for printing presses,
and we have finally grown until we have put a house in Guadalajara, Vera
Cruz, and Monterey. The success of our company there was such that we were
importuned to open up what you might call an exporting house in the city of
New York.
* * * Out of that Mexican company was formed the National Paper &amp;
Type Co., of New York. We participated as a stockholder in it and so did
manufacturers of printing presses, paper. houses, and other type founders.
There they have a bureau of Spanish and Portuguese stenographers and letter
writers, and from that point they send out to Cuba and South America, Spanish
and Portuguese travelers, men who are acquainted with the trade; men who
have previously traveled for the same line of houses from Germany, France, and
England, As a result we are doing a very fine business. We have houses in
Buenos Aires, San Diego. Chile, and also men going through Venezuela and
Rrazil

Harrison C. Lewis, secretary and general manager of the National
Paper and Type Co., New York, which has been carrying on the
business of foreign merchants for more than 15 years, said: