EXCERPTS FROM HEARINGS. 325

action will be. Under existing conditions and circumstances there is nothing
to prevent a manufacturer from making use of a magnificent, splendid, national
rade-mark “ Made in the U. 8. A.” and using it for his own purposes by putting
 out inferior goods, so that the Nation’s industries and manfactures for export,
 by those reputable manufacturers who want to deliver quality and give
full value for their money, are at the mercy of those who, for cupidity or gain,
are willing to make use of “ Made in the U. 8. A.” and practically not deliver
the goods.
“ Made in the U. 8. A.” is to-day such a magnificent opportunity as a trademark
 for the United States to stand with its products and manufactures
supreme before the world, but that supremacy can be endangered unless there
is some guaranty that the maker’s name and trade-mark is placed on all the
zoods or merchandise for export.
G. Fred Collins; with David Lupton’s Sons Co., Chicago, Ill., who
formerly represented several large concerns in South America, said:
When I went through South America the first time, the German houses
bought very small quantities of me, a dozen of this or that, just enough to
make an order. The English houses bought more liberally. There were very
few American houses. It was on the second trip, when I went down representing
 the same people I had on the first trip, that this thing came up—namely,
the people had taken my samples and sent them to their home houses and
nad had them duplicated in Germany, and there they were selling them for
30 per cent less than my prices. I will not say that the English people did that.
M. W. McArdle, export manager of the Chicago Flexible Shaft
Co.. Chicago, Ill, said in this connection:
We have very keen competition, especially from England and Germany.
Almost every machine we put on the market, unless it is protected by patents,
8 imitated immediately. In fact, I have seen imitations on the market within
six months after we have brought them out and put them on the market. But,
in the face of that, we have been able to get a considerable proportion of
the business on the Continent. England, Canada, South America. Australia, and
New Zealand.

And, finally, Walter Wyman, export manager of the Carters Ink
Co., New York City, said with reference to the imitation of that
company’s trade-marks by Japanese manufacturers:
In one case I have in mind the only changes they made were in the name,
which they made to read, ‘“ Card’s,” and in the shape of the bottle. The lithorraphed
 cartons, which contained these imitations, had, on all six sides, an
exact duplication and contained, probably 8, 9, or 10 reproductions of other
packages of ours. It was a really clever piece of work. I took one of these
packages and put it up to our own salesmen, and asked them which they liked
the best. They would handle it for 5 or 6 minutes. but never noticed that it
was not one of our own packages.

(k) Miscellaneous.

Willingness and ability to adapt the products and the method to
the market is the secret of German success in foreign fields, said W.
0. Washburn, of the American Hoisting &amp; Derrick Co., St. Paul.
Minn. He stated.

I think it is just that the manufacturer of Germany is a wide-awake man,
that he is backed up by his Government, and that, wherever Germans have
gone, they have been very quick to adapt themselves to the character of the
machinery and goods which were required by the country in which they were
Joing business. I think Germany has stood in the front ranks. I think we are
30 far behind Germany in that respect that if Germany had not been brought up
just now, we would have been so far outdistanced that it would have been hard
to eatch up.
oe

ols

Yes, Germany has studied the situation abroad and, I think, understands better
than any other country the needs of the business which they were going after.