WIDER OUTLOOK

Evening Post, Volume CV, Issue 83, 9 April 1928, Page 3

WIDER OUTLOOK

HOPEFUL TRADE SIGN > BRITISH MANUFACTURE (From "The Post's" FfcßrMtntitlvt.) LONDON, 19th January. Mr. William Wilson, 8.E., M.Sc, M.1.E.E., son of a former headmaster of the Normal School, Christchurch, has established his reputation in England as an authority on electrical 'problems.. Since his last book —"Electric Control Gear and Industrial Electrification" — was published he has been invited to write the section on "Industrial Electrification" for tho Encyclopaedia, Britannica. As chairman of the Institution of Electrical Engineers (South Midland Centre), he delivered some time ago an address on the ' 'Importance of Psychology in Engineering Progress." In this he showed how trade had been lost throughthe conservation of the home firms, and their refusal to sec the point of view of their wouldbe customers overseas. It was a very clear and forcible address given by a man with a world-wide outlook. Mr. Wilson was apprehensive of its reception. Ho considered that the rather outspoken criticisms of the usual Brit-' ish attitude would provoke hostility. Far from. this ; being the case, ho has had evidence of his remarks being endorsed pretty generally. Quite a number of prominent men of business and science have written to him to say that they agreo with :cvery word, a fact which may be taken as a , hopeful'sign for colonial trade, in the near future. The technical journals, notably "World Power" and the."Machinery Market," havo also received *is remarks with sympathy, .as did the "Birmingham Post". and the' "Gazette." ." . " ' In his address, Mr. Wilson gave three illuminating examples of trade being lost owing to the sheer inability of tho British firms to understand .the purchaser's point of view. A South American buyer wanted needles, and it was requested that they should be supplied in red packets. Needles are generally supplied in black packets, and tho manufacturer saw no reason.why.their standard practice should be violated over a mere question of colour, .and so tho request was disregarded and the trado lost. ORDER FOR EGG-CUPS ' in a second case a large Chinese order for crockery included' a supply of egg cups, and it was emphasised that the egg cups should be much smaller than those previously supplied,* The manufacturer refused to-be dictated to, - though ho was unaware: <that Chinese fowls arc small and their eggs small.1 A Continental manufacturer captured the trade. ' ■ . . • A third case concerned the refusal on the part of electrical firms in this country to supply to one of the Dominions apparatus with 400-volt a.c. motors because .the English standards. wcic 440 or 4GO volts. . ; . . . Mr. Wilson pointed but that more visits had been paid by prospective customers from the Dominions to England than by English agents to the Dominions. "This," he said, "is unfortunate, sinco the impressions formed concerning an overseas visitor to our own country are not so informative as might bo thought. For ono thing, he is being studied away from his enviroument, while he,is conforming as closely as he can to our own characteristics and customs. When he is at home, on tho other hand, it is possiblo to become acquainted not only with tho psychology of the individual, but also With the local - conditions which are; partly ■•. the causa and partly the result of this psychology." V CALAMITOUS CONSERVATISM. The study of our own psychology, j Mr. AVilson also maintained might be in- j strumental in directly accelerating our own rate of progress; "In my opinion, he continued, "this I disability is due, not, as is commonly , supposed, to an.iiiborn conservatism, but to a habit of mind engendered by the { exaggerated system of party1 government in vogue in this country, to which j we are made accustomed at every turn. j The practico of forming one's conclu- "I sions first and then selecting arguments I to support them, and especially that of j opposing the efforts and proposals of j otherr as a matter, of course and with- ■! out examining the circuinstaiices from overy rational point of view,.may possibly give good results 'in national or J local politics. But once we have become familiar with their tactics in tho ono field it is inevitable that they shall bo applied in others unless effective precautions be taken to the • contrary; and whatever may bo tho justification for them in the process' of government, their effect is nothing short of calamitous in connection with industry, and especially engineering. "The result of such a habit of mind is that when a proposal is made of a sufficiently novel or far-reaching nature, almost the whole of those.likely to be affected form themselves automatically, into an opposition party ■ and unite in. do trying the proposal and .its author. j There :i-ro innumerable instances of . schemes and inventions that have in the end brought about great and undoubted improvements, which, when originally, proposed liavo attracted for. their ori-.— ginators not merely indifference, bul Ii degree of vituperation in keeping with tko unwholesome traditions of political' controversy. In order, therefore, that an innovator may secure the adoption. j of his idea,.he must possess.not only; the valuable qualities that enable him to arrive at the original, conception, but in addition a further set of qualities' to eimblo him to withstand and overcome tht totally unnecessary opposition' to which he will be subjected. The disquieting thought obtrudes itself that these latter characteristics, which must •' include a tough skin, an unbounded selfconfidence, a high degree of persiston'co, and probably also robust health, may not bo possessed by more than one in ten of our inventors, with the result that 90 per cent, of the proposals'that should go to make our industries flourishing may bo moro or less . wantonly; neglected."