give us for our exports
reciprocal advantages over our competitors. Indeed, a kind of Caribbean
tariff union might well be feasible and desirable.

So long ago as last August the British Government sent all over the
world for samples and specifications of German goods which their
manufacturers might contrive to displace. We should take corresponding
action in regard to the goods of our competitors. Our manufacturers
should be reconciled to sending to find out what each market wants
instead of asking a population to take or leave what we make. Our
commercial campaign should include the effort to replace goods from one
belligerent country formerly handled by local merchants from another
belligerent country, such as British goods previously sold through the
German houses which so abound in these countries.

Good men from small countries without political significance in
world-politics already make their influence felt as employes of foreign
Governments and as merchants in foreign countries. The war may set free
many more men and send them about the world to work for their own
interests, for the country they most believe in, and perhaps ultimately
for an adopted country. International commerce must have its courtiers,
and the good will of all such men should also be reckoned with. They
spread friendship or prejudice against us. Many of them are importers
and will push our goods or some one else's according to the manner in
which we deal with them.

American manufacturers are doubtless weary of being told that they pack
badly, that they are niggardly about credits, that they do not send
enough or sufficiently qualified representatives, that they are careless
of details, and so on. Still, before mentioning some further particular
steps that should be taken, it is necessary to emphasize the fact that
these same old faults are, and until corrected must remain, the chief
detriments to our foreign trade.

In some of the republics there is a real disposition to deal with us; in
others there is a preference for Europe. Now, as to many goods, they
must deal with us or go without, although I am informed that a German
firm, for example, has got word to its clients in these countries that
it is prepared to fill orders via Copenhagen. If we think that our
competitors have gone entirely or permanently out of business we shall
be ridiculously and sadly disappointed. We shall be on trial, and if our
exporters make good they will find