Export Merchandising

rting Manufacturer Reaps Greatest Reward. Exporting Protects the Individual Enterprise, the Community and the Nation. Advantages Which Accrue to Exporters in Their Domestic Fields. World-wide distribution is the sole insurance of real value against times of domestic financial depression. It is practical business insurance to divide the risks of credit and depression over the widest possible territory. Sane selection of foreign customers is based not on placing all foreign eggs in the basket of a single foreign market, but on distributing these in such cities as Yokohama, Shanghai, Hong Kong, Sydney, Melbourne, Bangkok, Bombay, Cape Town, Rio de Janeiro, Buenos Aires, Valparaiso, Lima, the capitals of Europe, such wonderful cities as Constantinople, Cairo and hosts of smaller but buying centers. ESTABLISHING A FACTOR OF SAFETY When a manufacturer has built up a clientele in foreign countries whose purchases form even a modest fraction of his total output his factor of safety is decidedly greater than that of his non-exporting competitor. Following the customary practice of defining payment dates by drafts, he is sure of a sufficient volume of payments at anticipated times to tide over any temporary stringency in the domestic money market; whereas, the very cause of the calling in of loans which makes it desirable for the non-exporter to make prompt collections will cause such customers to seek extensions. This factor of safety increases out of proportion... --This text refers to an alternate Paperback edition.