THE SKETCHER.

Star (Christchurch), Issue 10301, 4 November 1911, Page 1

THE SKETCHER.

TRADE SCOUTS OF GERMANV. "SiSsa Whose One' Duty is to-Report on Conditions. (New York " Sun.") Into the office of an American in 'tho City of Mexico there marched one ' morning a fresh faced blond young German of under thirty years, who presented the card of a famous Hamburg firm of manufacturers. j Tho German youth explained that his house was planning to extend its marjket in porcelain ware and that he had ibeen sent out to. visit Mexico, Central 'and South America, to report on possibilities, reeeommond agencies, perhopa jeugggst branches and find out just what l was already being sold in tho line. Very modestly b\it frankly and intelligently h,e began to ask the American questions. He had already visited such Gorjßiwi firms in the city as ho thought [might bo of help to him, but he wanted 'more information. I It was a fairly bus/ day with tho ('American, but something about the 'earnest youth and the way he got at I'whati lie wanted to know captivated him. The American finally took him to luncheon at his club and spent alto'eether over two hours with him, giving 'the young man cards to several friends. I "I shall be gone over a year, I ex'pecfc," said the youth. "..My time is »iy own, that ia I am not restricted at all. I can stay as ahort or as long a time as I like in any city or country. 'All I am held, responsible for ia the information I send in. It must be very full and accurate and tell the precise in every place 1 visit. I am [not : out to sell a single mark's worth of goods. That will come later. Other men will handle that." I The American took suoh » liking to the boy and' his mission that ho began 'asking him about himself. This was 'young; GustaVs first trip. He had been ■With his house twelve years and had been .trained up in the office. For tho last [few years lie had been in the export end of the business and. had given all his 'time and thought to these problems, WORKING WIGHTS TO PREPARE HIMSELF. | "They specialise their men in the big Tnisinesses of Germany/' said the lad, jwho spoke English perfectly. "As soon [as a boy is taken in he is studied to see [what he will be able to do best. For example, I am not of the makeup to be a good salesman. My line is executive (work, planning, developing. I havo [known for a long time that I should make trips liko, this., So I have been fitting mysolf. I have studied languages; I can speak English, French and [Spanish besides German. I have learn'eq geography thoroughly, especially tho ; rparts of the world over which we w r ant jtd ( extend our trade. I have studied ■chipping too, tariff regulations, trade customs generally and something of the history and characteristics of these nations I am visiting. Of course I have I had a thorough drill in business and banking." "I report by every mail. By tho time I get homo the "firm will have on file enough information to enable it to make a carefully digested plan of how to sell' our/goods in every country where I have bfeen. You see., I include the special ideas and views of each country as to packing, shipment and quality. It is the knowledge of little things like these that will make certain a very profitable and extended new outlet for us." The American asked his guest if he 'bad much difficulty in getting informa[tion. "Are the men you meet generally kind to you?" ho said. "Will ,they answer you freely and fully P Do lyou sometimes find that they ' haven't (time' and are short and curt? All in lull, is it a pleasant job? 1 ' | Gustav smiled as he lifted his glass fef Rhine_ wine, "Remember, I have training myself for this sort of jy/ork ever sinco I was a, little over twenty: How a man is treated depends Vm what you call the 'approach.' I have one great advantage. I talk to men On the subject they are most interested in, on the chief topic of their jdaily life. Of course I»must not appear ignorant. I must show myself well jversed in the line, Except just in that little corner with which they are especially familiar. No., the average man ■likes being appealed to as an authority, 'if you ;>iAKBS THE RIGHT SORT OF AN IMPRESSION j ' OK HIM. | "Naturally, now and then you will come across ' grouches.' I haven't .'found any yet, and men who have been (at this kind of work much longer than il say I will not stumble on many. If II do find them it doesn't matter. I 'shall simply pass on to someone else." I The young man was one of tho trade 'Bcouts of Germany that for several years past now in greater and greater numbers have been doing the preliminary work of building up new trade- for Wie big manufacturers. They form a Jsmall army that is scattered to-day in the Philippines, Brazil, in South and East Africa, in Australia. India and ( Ohina, and even in the United States trad Canada. They are sent simply to epy out the land for future business f and are youths that have tha peculiar quality of good judgment and keen observation, combined with a pleasing personality. ; The German manufacturer's trade scouts are tho simplest,, least expensive medium of "the first breaking of the 'ground that could be devised, i They are young fellows of his own office, whom he has had his oyo on for eavoral years as having just the qualifications needed to pick up really useful commercial information in distant lands. Once having fixed upon such a fad, the merchant ""'has had to train him, giving him a clear insight into business ways, and particularly his ways, and not a little general knowledge of manufacturing'processes as tvell. The young man lias known what. he waG intended for and it has aroused all his ambition and skill. 'Trade scouting is a prize to tho GerWian young man. It gives "the fortunate .youth thus launched a wide view r/f the world and it nuts him on his mettle. More than that, it proves to him that bo .stands high in tho confidence of his firm. For tho trade scout, though he never sells a pfennig's worth of his people's product, and > is after all Bimply a ready and voluminous letter writer, really has a post of very large and weighty responsibility. Upon what he says, upon his view of conditions, a trade is built or is not. ! The German merchant therefore nicks his trade scouts with great care. They are apt to come from families well up

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in tho social scale. The work requires more than anything else a presence and an address that is TOTALLY DIFFERENT FROM WHAT A SALESMAN NEEDS. The trade =nout is before all accurate and far seeing. To cot the right information from men and unhesitatingly to reject tho wrong that may havo been given him either through error or maliciously requires a type of man that a few years later falls into the post of a big executive in the business. Tho trade scout knows how to handle men. Ho is of tho sort that lias known how to do it almost from the cradle. He and. his travelling are not very expensive propositions considering tho vast trade they are likely to bring to tho " house. * The world, but more especially Latin America, Africa and tho Far East, is tho great field of the trade scouts. Such a settled place as New York does not see them of course. More than one, however, has been found wandering over the West and up in Canada, for these are lands to be explored by such pioneers and explorers of trndo'. In additon they become, as they travel, capital publicity agents and living advertisements for their concern., for the name of the big house they represent always comes to light. It might he thought that the smaller manufacturer who has ' goods to be pushed but no money for such an extended campaign of business exploration as this would be totally distanced and eoverely handicapped. This is not at all the case, however. Smaller Manufacturers in lines that do not conflict combine and choose a young man who will report on the possibiities of all, without favouritism. Large export concerns in Germany -wishing to extend their businesses havo been known to send out an investigator of this class and type, charging the coat pro rata upon "the concerns that wanted such service. . -

the title of the Bill, and then says in a loud voice: "Le rci le veult" (Tho ICiv.o; wilis it). In. case of iiriai;cial_ Bills tho f(!rm is this: "'Lo roi rcniercie ses bens sui-ehs, accepts Ic-ur benevolence, et ainei lo \-iMilfc" (tho Kino; thanks his good subjects, accepts their faith, and go will:- it). For private Bills the form is: "So it fait conime il est desiro" (Lot it bo done as is desired). Sometimes if tli-5 'Bill is of special importance, tho sanction of his Majesty is given in person. In such a case the King, seated on tho throno at tho end of the chamber, bows his assent as the clerk reads tho title