GERMAN TRADE METHODS.

New Zealand Herald, Volume LVI, Issue 17270, 20 September 1919, Page 2 (Supplement)

GERMAN TRADE METHODS.

ADVICE FOR "COMMERCIALS.'.'

DOCUMENT.

It is not the purpose of British manufacturers to ; copy German trade methods in detail, because, as the President of Brazil said, it was well known that German trade organisation was anything but "peaceful commerce," and was frequently exploited as a basis of hidden ambition. Yet it is well to know our enemies, and in this connection too wide publicity cannot be given to the official handbook issued by the German Imperial Commercial Office for the use of German agents in Switzerland. . It opens with an introduction pouring contempt upon every other country in the world, especially belittling the character of the .British workman. But perhaps the section of greatest interest is that containing the instructions to tie German commercial traveller. These should be studied by every Briton interested in the development of British trade. To quote a few:— . " (1) Yoa will not launch forth into a country before knowing the language perfectly, and, if possible, without any accent betraying your nationality. You will only be fit to travel when providea with a certificate by your chief, countersigned by the Chamber of Commerce, or ■ by an Imperial Counsellor of Commerce. Your outfit should be that of a man fit for good society; your linen clean; your attitude that of a gentleman, with an assured and honest look, not boastful; your language should be to the point ana concise, showing aH dee deference in the presence of ladies " (2) If you know your clients, do not j fail to inquire, in the first instance, after their health. In order to avoid clumsy mistakes, refrain from inquiring abova relations of whom it is a delicate matter to speak. Your bahavionr should produce the impression that you have no rivals. i Never let yourself be carried away by chance acquaintances made in the hotels which are not marked on your green cards. " (3) Every time you notice that any of your clients bave goods to sell likely to he dangerous in competition with out goods, examine them thoroughly, find out the name of the firm who produces them, and wire your management, furnishing them immediately with all means for making the necessary inquiries. Do this with tact and without creating suspicion. "■l4) When you have to deal with an obstinate client, and when all your instructions under the heading of tact have failed,- you must get over him by studying his weakness. For example, his partiality i for good food, or by playing on his passions; offer him a glass of his special wine and a dainty repast, a ticket for a concert or a theatre; spend money liberally on him or hia friends or those with him, or any persons who yon think will act as a good advertisement. Yoa will be repaid all your expenses either by your chief or by us. " (5) Never lose sight of the fact that just as your brothers are shedding their blood on the field of battle, you ought to be victorious as they are in the no less important battle for commercial supremacy. Carry your head high, consider yourself superior to the stiff, ridiculous Englishman, or to the untidy Frenchman. As you are better prepared than they are, sever give way to these competitoas."