EXCERPTS FROM HEARINGS.

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Relative to packing goods for shipment, G. Fred Collins, salesman
for David Lupton’s Sons Co., Chicago, Ill, and formerly foreign
representative of several large concerns in South America, said:

Another trouble we had in thisscountry was in shipping goods as the people
wanted them down there, in certain packages. Certain of our manufacturers
would not come along and make them.
* * * That was a very serious drawback in my business down there,
that the manufacturer would not manufacture the goods and put them in the
sized packages, in Kilos; everything down there is done in kilos, and you had
to do it that way, and if you did not; you could not sell them. You could not
say so many pounds, but so many kilos.
{(g) Selling Methods.

Samples and exhibits.—Relative to samples and exhibits, John W.
O'Hara, Indianapolis, Ind., lawyer and former consul at Bahia. said:

It has been suggested that we either build or hire places of display. That
ls another thing that I have recommended for years, that we have display
rooms. I do not know anything about the purchase of display rooms, but I do
know something about the advantage of having display rooms, where your
roods may be seen. When you have those display rooms, however, have men
in charge of them who are interested in the goods, and who will try to promote
the trade, and who speak the language of the country. There is where we have
peen lacking. We have presumed on those people; we have dominated all
those people when they sent for our goods, which they sometimes did.
We have increased the trade—there is no question of that—in certain lines,
where men have gone down there. For instance, like the International Harvester
 Co.; they have established great warehouses in Buenos Aires, which is
the center of the agricultural district of the southern part of South America,
and for years they have had men in charge of those warehouses that understood
 the language and manners and customs of those people, and they have
had traveling men to go out over the country and sell and put up machines
and see that they did the work properly; and when they hauled them into a
corner of the fence and let them remain there until the next year they have
made repairs to them, even to the extent of two-thirds of the cost of the original
machine. And they are selling, now, 90 per cent or more of the agricultural
machinery in South America, which practically means in the Argentine and
Uruguay. Those are the things we need.
Salesmen.—In speaking of salesmen Roger W. Babson, of the Babson
 Statistical Agency, Boston, Mass., said:

I was talking with a large manufacturer of plows and asked him if he had
much South American business, and he said yes; but I asked if he had
been to Argentina, and he said no, he had not. “ Well,” I said, “have you
any salesmen down there?” and he said, * No, I haven't.” ‘ Well,” I said, “ how
do you sell your goods?” He said, “I always go to Hamburg to sell them in
South America; ” and he told me the name of the firm that he sold to. And
then he said: ‘ And, Mr. Babson, I don’t believe that I will ever be able to sell
direct to South America until I raise up a new crop of children.” He said:
“When 1 went to Mr. Hasenclasen’s home to spend the week end, he had five
boys, and one of these boys he was training to go to Japan, one to Russia, one
to Argentina, and one to stay at home, and one to the United States. The oldest one
of these boys was 16, and the youngest one was 5, and every one of them had
tutors according to the nation he was going to. The one who was going to
Japan had a Japanese tutor, the one who was going to Russia had a Russian
tutor, and the one who was going to Argentina had a Spanish tutor.” * * *
[ believe that the fundamental thing that our manufacturers have got to do is to
start with the boys—start with their own boys and train them and develop them
for that field. That does not appeal to manufacturers; I have spoken to manufacturers
 about it, and I know it does not appeal to them. They think that all
they have to do is to hire somebody and send him down there to represent them.
But I am convinced that if the American manufacturer wants to compete with
the German and English manufacturers he has got to send not simply a hired
man but his own flesh and blood, his own boys, and he has got to start years in
advance to train those boys for that work.