200 REPORT ON COOPERATION IN AMERICAN EXPORT TRADE.

cooperation among manufacturers and producers in export business.
Four-fifths of all replies received were in favor of such joint action.
These replies represented all interests and sections of business and
professional men in the country, manufacturers, wholesalers, jobbers,
retailers, export commission houses, manufacturers’ export agents,
importers, lawyers, economists, publicists, engineers, contractors, ete.
They furnish a striking expression of the convictions of these men
whose knowledge and experience of competitive conditions in international
 markets dictated their answers. The group comprising
export commission houses, manufacturers’ export agents, export
merchants, etc., was least in favor of such cooperation; yet 64 per cent
of the replies from this group was specifically in favor of cooperation
and only 36 per cent opposed. (For details, see Pt. II, pp. 339-341.)
Another noteworthy fact in connection with this demand is the
attitude of the smaller manufacturers and producers. They have felt
keenly their disadvantage in attempting to enter foreign markets
single handed in the face of the powerful, united, and long-established
competitors of other nations. They realize that for them export trade
must be done largely through the medium of export commission houses
and export merchants. But they realize the advantages—in some
sases the necessity—of their own direct representation and their own
foreign organizations if they are to build up an enduring export
trade. At present cooperation with other small manufacturers is
the best solution of the difficulty before them.
They desire in some instances to combine with noncompeting but
complementary manufacturers to conduct joint foreign selling campaigns
 and establish foreign selling agencies. Examples are combinations
 of paper makers, type founders, and manufacturers of ink
and other printer's supplies, or combinations between manufacturers
of builders’ hardware, makers of cutlery and tools, and producers of
other kinds of hardware. Insuch cases, the products do not compete.
They supplement each other, and one salesman can advantageously
handle them all.
In other cases, small producers of competing products desire to
form joint exporting agencies, where such concerted action is manifestly
 to their mutual advantage in the promotion of export business.
At this point it is well to call attention to the fact that in many lines
there is need of direct representation of manufacturers in foreign business.
 In some cases, the export commission houses are well fitted to
introduce and develop foreign trade, but in many lines of manufacture
 they are inferior for this purpose to the manufacturer's own
agents. This is especially true of products such as many kinds of
machinery, electrical supplies and equipment, etc., which require
special demonstration and installation. In general it is to be expected
that a manufacturer, who has capital invested in plants and equipment