REPLIES TO CARD AND SCHEDULE INQUIRIES. 393

The subject of credits and terms is also found to be important.
The fact that long-time credit and terms must be given has kept many
from engaging In export business. It seems that the American
manufacturer has not been able to meet foreign competition successfully
 on this account.
Other important reasons given for not engaging in foreign trade
are difficulties with respect to various conditions, as follows: Ocean
transportation ; existing laws of the United States; tariff of foreign
countries; methods of export houses; foreign language ; requirements
as to packing; high cost of selling; inability to supply the domestic
demand; differences in weights and measures; railway rates to
American ports, etc.
INABILITY OF SMALL CONCERNS TO GO INTO FOREIGN TRADE.—The
reason most frequently advanced by manufacturers for not engaging
in foreign trade is that their company is not large enough to justify
the attempt to build up a trade in foreign countries.
A manufacturer of belts writes:

We have not capital enough or a line of goods large enough to warrant our
going after the trade direct ourselves.
A concern engaged in the canning of corn and peas says:
Our organization is not big enough to attempt it.
Another firm engaged in the canning industry says:
The selling expenses are prohibitive to the smaller manufacturer,
From a manufacturer of corn cultivators:
We have not attempted to go after foreign trade on account of the large expense
 in connection with our short line and limited field. :
A manufacturer of cement writes:
The concern in which I am interested has not participated in foreign trade,
particularly because of the expense entailed in making proper investigations
and the high cost of sales and collection.
A manufacturer of embroidery states that he has been deterred
by a—
* * = rpeglization of the almost hopeless task of a small fmanufacturer with
limited capital trying to invade a field fraught with difficulties too tremendous
for an individual to overcome.

A manufacturer of glass bottles says:

We have not engaged in foreign trade to any extent because the cost of mainlaining
 a selling agency was prohibitive, the amount of goods that we have
to dispose of being too small.
A manufacturer of pumps writes:

We have not engaged in foreign trade to any great extent mainly for the
reason that the expenses incident thereto when borne by an individual are too
ereat for the results obtained.

A scale manufacturer states: :

We do not export direct for the reason that the advertising and selling costs
are two high, and, furthermore, the small concern can not carry accounts for
such long terms as are required in most foreign countries.
A manufacturer of cement and lime states:
We have not engaged in foreign trade because, being a relatively small concern,
 we have not been able to see how we could afford an expensive export
preganization.