DOMINION SALESMANSHIP.

Taranaki Daily News, 18 October 1930, Page 6

DOMINION SALESMANSHIP.

It has been tbe habit of New Zealand public men to criticise with some severity the conservatism of the British manufacturer and to maintain that were his methods of salesmanship as up-to-date as those of his foreign rivals, he could obtain, a much larger share of the trade of the Dominion. Judging from a recently cabled message the Prime Minister of New Zealand, F the Holl. G. W. Forbes, is finding during his stay in Great Britain that the same advice might with advantage be accepted by Ngw Zealand exporters. Naturally, Mr. Forbes would seek to ascertain the reasons for the great disparity between the price paid in England for Danish and that for New Zealand butter. The quality of the Dominion product is admittedly as high as that of its competitor, and yet the difference in price continues. The Prime Minister finds that the high price of Danish butter is due to excellent salesmanship and organisation. Reading between the lines of his message, it looks as though the Dominion has been dissipating its energies in efforts to obtain political assistance in the shape of preference in Great Britain instead of consistently improving the salesmanship of its goods in the United Kingdom. The Danish exporters knew there was no hope of any special political favours in their behalf. They took the British market as they found it and concentrated upon ■ salesmanship and organisation, together with the closest cooperation with the merchants and distributors whom they were supplying. There seems every r.eason for New Zealand to do likewise, for should preference for Empire products be agreed to in the United Kingdom well organised salesmanship will still be essential. So Imig as Imperial preference is a party political question its adoption must be uncertain. Thorough organisation of a selling system would, however, make the best of the market as it is as well as prepare the Dominion to take full advantage of any political aid. There is no doubt the dairy industry will take serious heed of the Prime Minister’s suggestions. >