the Tours barracks who were supplied with French preserved meats have been poisoned, some recovering, but others succumbing. The French packers have not the supply, nor do they possess the experience, of the largest and best equipped American factories of preserved meats.

Dried, canned, and preserved fruits.-This trade has been growing steadily, and this year's importations promise to be larger than ever. Five years ago, the writer imported some dried apricots, pears, and raisins and canned apricots, peaches, plums, cherries, and Bartlett pears; they were the first of this class of goods ever brought into this district. The demand for these fruits from the United States now surpasses that from any other country, not excepting France. Our manufacturers in this line should be well represented in all European countries. The samples must be attractively packed and on the market early. Sales are sure, because the demand can be

relied upon.

Iron and steel.-Heretofore, certain grades of iron have been imported from Spain and Great Britain into France; but, as the price of these products grows dearer, pig iron and Bessemer pig will be imported from the United States, if advantageous freight rates can be secured. The high price of wheat and the great demand on this side makes eastward freights very high; and, as iron and steel can not be exported unless the rates are very low, this industry has been neglected. France is ambitious now to make improvements in her marine service, and it is probable that the prices of these commodities will advance. Now is the time for Americans to make an assault on the iron and steel market of Europe.

Machinery.-One effect of the Spanish-American war has been to give Europeans a better knowledge of the ability of the United States to manufacture instruments of precision. American watches and clocks have long been regarded as marvels of correctness in time keeping; but, as was recently stated by a leading Frenchman, "America has astonished the world with the accuracy of her implements and machinery; her steel ships resist and endure better than those of other and older countries. Her intricate machinery does not get out of order so quickly and stands crucial tests far beyond the power of European apparatus, and there are fewer failures, because there are fewer defects; this is due to her implements of precision." It would be well to take advantage of this reputation and show what can be done by the American workmen; especially in the line of engines, locomotives, tools for cabinetmaking, all sorts of die-cutting machinery, and machines used in the manufacture of firearms of all classes. As France is seeking more and more to do her own manufacturing, she will naturally turn to the country that can sell her the

best machines to accomplish her aims. These kinds of machinery should be well represented in France at all exhibitions.

A careful study should be made, not only of the needs of the French market, but of the best and quickest way of meeting them.

As has often been stated, the best man to do business for America is an American speaking the native tongue of the country to which he is sent. He will do more in less time, and do it more satisfactorily, than any foreigner.

LIMOGES, July 19, 1898.

WALTER T. GRIFFIN,
Commercial Agent.

AMERICAN MANUFACTURES ABROAD.

Consul-General Stowe sends from Cape Town, under date of June 20, 1898, a report from a commercial traveler of over fourteen years' experience in South Africa, Egypt, Persia, India, China, and Japan. The report reads, in part:

There is hardly an article manufactured in the United States for which a good demand does not exist in foreign countries, due either to the excellence of the goods or the reasonable cost. Many articles of higher price than those offered by other countries will sell, simply because they come from the United States, on account of the reputation that American exports have won.

If the sale of manufactured articles abroad has been small compared with the demand, the fault lies with the manufacturers themselves.

The agents of export houses of the United States traveling in foreign countries sell goods on a commission of from 21⁄2 to 5 per cent. The houses themselves, and, of course, the travelers, are necessarily interested in getting orders for goods which seil in large amounts, or are already well introduced, because they want to gain the commission. They always try to sell staple articles, or such manufactured goods as are already known; and hardly ever take the trouble to increase sales by introducing the goods of a new manufacturer. Commercial travelers take catalogues of many manufacturers, but they first show samples of goods already introduced and are satisfied to get an order for these special lines.

For each manufacturer a market and demand must be created. He should bring his own goods direct to the market, and, once introduced, the commission house wili gladly do the further work of filling orders or taking new ones, because the goods will be wanted by the customers.

It would be an error to think that the introduction of new goods will mean a decrease of exports of the old ones. The latter would sell in naturally increased quantities, while the new lines will create an independent demand. The competition will be, not with American, but with German, English, and other foreign manufacturers.

The exporter says with reason that he can not pay his men and have them spend time in introducing the line of each manufacturer who desires it; the manufacturer himself must take the first step, and create the demand.

The objection of expense can be met by a method which has been adopted with success by Germany, Austria, France, Italy, etc. From ten to twenty manufacturers of different lines combine in sending out a man who understands the business

No, 217-3.

of traveling and selling goods. This man works solely in the interest of the manufacturers, introduces their goods, and takes orders. The orders may be filled by the manufacturers direct, or may be turned over to some of the different export commission houses in America. These arrangements should be made before starting out, in order that the buyers can be informed at once when and how goods will be shipped.

If twenty of our manufacturers combine thus for, say, one year, the expense to each would be about $300 to $400. This amount should cover traveling expenses, the opening of sample rooms in different places in order to display the goods and take orders, the cost of licenses, etc.

Our manufacturers should not let foreigners win markets which United States goods would control, if they were only obtainable.

UNITED STATES SHOES IN ENGLAND.

An American manufacturer of men's shoes has effected an arrangement with the proprietors of a well-known Birmingham shoe store, by which the productions of the American factory are given a fair show, but at prices somewhat in advance of those of the same grade in the United States. This advance is probably due to the fact that British shopkeepers demand and get a higher percentage of profits on all goods than do American retail merchants.

It is, however, strange and very annoying to one interested in American trade, that a manufacturer enterprising enough to establish agencies in London and also in the provincial cities of Great Britain should have given so little thought and study to the needs of the market he is seeking. He has three styles of shoes on sale, viz, patent leather laced, calfskin buttoned, and tan laced. The patent leather would perhaps go better if a button shoe, the black calfskin should certainly, I think, be laced, and all are far too light soled for the unquestioned climatic demands here. The one style of toe, also, is of too extreme a point to suit English taste. While in the United States

the drift in style is away from the pointed, the bulldog and half bulldog toes gaining in popularity, it must be acknowledged that there is a tendency here toward a pointed toe, though it will never be the sharp point we know in America. The majority of Englishmen wear "pumps" to balls and other indoor evening entertainments, and they might be ready to adopt as a more convenient and useful substitute the light-soled and pointed American patent-leather shoes with their splendidly finished uppers; but the calfskins and tans are too thin soled for this climate, even for Americans living here, and in a few weeks I shall have to add an extra thickness of sole to the shoes I have bought.

It seems to me also that a representative of an American house

might, when in Birmingham, have found it to his advantage to have called on the American consul to obtain a list of the Americans temporarily resident here, who would immediately become customers of the new agency; and I must remark that it is with regret that I hear of so many Americans coming here on business who do not call to see if I can be of assistance. I know that those who do frequently get a pointer or two of value, and by having made their acquaintance and having learned their business I can frequently be of service to them after they have left. To an American salesman who called a little time ago, I could only suggest the name of one concern who might buy his goods; but since then I have learned of two others and have sent the names to him, and by an incidental street conversation this morning with a large manufacturer, I have probably obtained for him an experimental order which may mean much in the future. At any rate, this manufacturer was so much interested that he took the address and said he would write for figures. MARSHAL HALSTEAD,

BIRMINGHAM, August 9, 1898.

Consul.

OUTLOOK FOR AMERICAN MANUFACTURES IN MUNICH.

Consul Nusbaum writes from Munich, under date of July 2: Several of the principal shoe dealers in Munich sell Americanmade shoes, but only on a small scale. There are from one thousand to fifteen hundred English-speaking residents in the city, two-thirds of whom, I am confident, would buy American shoes if their tastes could be suited. Our large shoe manufacturers at home can build up a lucrative trade in this country if they will open stores in the principal places, with a stock complete enough to meet the requirements of German buyers. Several young men of my acquaintance go to the expense of importing shoes from the United States for their own personal use. As a rule, Bavarians have their shoes made to order, and sizes run somewhat shorter than in American makes. A representative of a number of Boston shoe manufacturers was. very successful in Hamburg, Berlin, and Dresden. He visited Munich a few days ago, and had little trouble in securing orders. Sending English circulars and catalogues is no way to induce Germans to buy American-made articles. People here want to be talked to. They like to see the real manufactured article. Engravings and catalogues do not impress them.

The German duty on shoes is 50 to 70 marks per 100 kilograms ($11.90 to $16.65 per 220 pounds).

American-made chairs come in parts and unpolished, and are on

sale here.

I am convinced that this district would become a profitable market for American-made roller-top desks, brass bedsteads, washing machines, and wringers, if the proper method of introducing them. were adopted.

AMERICAN GOODS IN SWITZERLAND.

Zurich is the great distributing point in Switzerland for most of the imports that come from the United States, and consequently through that channel a knowledge of the conditions of trade must be obtained. At my request, Consul Lieberknecht and Vice-Consul Germain have furnished me with some interesting statements concerning the kind of articles that have been introduced into Switzerland, largely through the efforts of the Zurich consulate, and especially through the activity of Vice-Consul Germain, who has given much attention to the work of building up American trade with the Alpine Republic.

The following are some of the articles of American maunfacture and production that have found their way to the Swiss market since July 1, 1897. I give the names of the articles and the States from which they come: