326 REPORT ON COOPERATION IN AMERICAN EXPORT TRADE.

They know how to do it. If a concern wanted the goods packed in a certain way,
it was their pleasure to do it that way ; they did it exactly as the concern wanted
it, and they made their product to suit the conditions and the situation where
it was sold, something we would not do in this country. We are too careless
about matters of that sort. We are too much inclined to say, “ You take it
the way we want to give it to you or we will not give it to you.” That is the
tendency of the American manufacturer. I think we are too independent.
Then we lack that organization which Germany seems to have had, which is a
very fine thing.
Of the English manufacturers of cotton goods, William P. Adams,
third vice president of the American Manufacturers’ Export Association,
 New York City, said:
They have only two advantages over us—a lower wage scale and closer
financial connections with various countries.
Charles J. Lynn, of Eli Lilly &amp; Co., Indianapolis, Ind., stated:

The pharmaceutical products of this country are found all over the world.
In many of the countries, however, the admission of pharmaceutical products
is made exceedingly difficult.
In Russia, for instance, it is necessary to secure a permit from the medical
consul before a product will be admitted into the country; that is, a manufactured
 product such as we put out; a medical compound, if I may call it that.
These permits are exceedingly hard to obtain. If you merely follow out the
necessary papers and let matters take their own course, you may never get
your permit. If you put them into the hands of some man who knows how to
properly draw up these papers and guide them along their rather devious
course. you may get greater speed, but at considerable expense.
Henry C. Castle, of Henry C. Castle (Inc.). Boston, Mass., wrote:
The subjects which, in my opinion, are of most vital importance are navigation.
 banking, and cooperation, rather than combination.
J. R. Leeson, president of the Universal Winding Co., Boston,
Mass.. wrote:

The prime necessity for success in foreign as in domestic business is fixity
of quality, regularity in method, and reliability in both. Much has been written in
regard to the importance of packing and shipping details. Our experience is that
such matters are of no greater importance in regard to merchandise shipped to
Petrograd. Kobe, or Lisbon than to San Francisco, Atlanta, or New Orleans.
Charles H. Jones, president of the Commonwealth Shoe &amp; Leather
Co.. Boston. Mass., said:

About 15 years ago our attention was called to the fact that there was a
demand for our shoes in England, and we immediately sent salesmen there
and very quickly built up a desirable business. We followed that by exploiting
 the Australian trade, and within a year or two we got a very substantial
 business there, but that business was short-lived. It was made possible
by the fact that the American shoe manufacturer had a little more ingenuity
and a little more experience in the use of his machinery than the English and
foreign manufacturers had. We produced a grade of shoes that did not exist,
or was not made over there, and they were very popular in this country, and
they immediately developed a popularity over there. These foreign shoes were
extremely heavy grades, nailed and pegged, except those used elsewhere, which
were strictly high-class custom-made shoes, but nothing like the grades of the
American shop, where shoes are machine-made, but an imitation of these fine
hand-made shoes. As soon as they became aware of what was called, at that
time, the American ihvasion, they quickly set to work to reproduce the things
that we had sold with such success, and having every facility we had, and some
we did not have, they very soon, or within a matter of four of five years, made
that market of very much less value, and we ultimately abandoned the English
and continental European trade, for the reason that they were able to make just
as good shoes and just as cheap. As soon as they found out, the advantages
of the American shoe, they. began to appreciate the matter of fit and style, the
appearance of the goods. and their flexibility—a number of things of that kind,