because the sales representative can then inform the prospective customer of the probability of the increase, and this is an added incentive for an early purchase.

Readjustments

Where the order is not secured, it should be followed up with the sales department to determine whether the rate of freight was too high, and if the material was purchased in some other primary market. If so, the rates from the primary markets involved should be compared to ascertain their relative adjustments, and if they are reasonable, a readjustment in selling prices will be necessary to secure a share of the business in that portion of the country.

If, however, there should be some inconsistency in the rates, steps should be taken to secure a readjustment. The industry should not continue to lose sales thru the maintenance of higher rates from their shipping stations than are warranted.

CARLOAD VERSUS LESS-THAN-CARLOAD FIGURES

It sometimes happens that the less-than-carload rate is so much higher than the carload rate that a purchaser profits by ordering a full carload.

If the respective carload and less-than-carload rates were ten and twenty cents per 100 pounds, the carload rate carrying a minimum weight provision of 30,000 pounds, the rate of freight on 15,000 pounds of a commodity would be $30 at the less-than-carload figure, while 30,000 pounds of the same commodity at the carload rate of ten cents would be the same amount.

These instances should be brought to the attention

of the purchaser. The continued practice of this policy is reflected in many cases in the increased volume of sales.

RATE TABULATIONS

It is the practice of some of the leading concerns of the country to incorporate in the catalogs or price lists which are distributed to their prospective purchasers, tabulations giving a somewhat elementary classification of their offerings, and corresponding rates of freight attaching to those classes from shipping point to selected destination thruout the country. Such a tabulation appears in Fig. 19.

The preparation of this transportation price list is not unduly expensive or burdensome to the department, and the increased business and favor that it would find in the firm's patronage definitely warrants its adoption. It enables buyers to figure at least an approximate charge on goods purchased from this house and laid down in their vicinity.

The advantage of this is perhaps more fully emphasized by the remarks of Consul M. S. Myers, Swatow, China, in an article appearing some time ago in The Daily Commerce Report in which he has this to say concerning the efforts of American manufacturers to develop foreign trade in China:

Another practice concerning which I have also heard complaint should be mentioned: the sending of all manner of descriptive literature without any reference to price. Whether or not this method of seeking business is suitable for domestic trade, American manufacturers must know that it is certainly not practicable for trade with China. If the product is used in China, the all-important factor is how much it will cost the local importer, and if the manufacturer's letter gives that

information, i.e., current prices f.o.b. American ports, and approximate shipping and other charges to distribution centers of Hong Kong or Shanghai, the local merchant is in a position to know at once if business is possible.

On the other hand, when no information as to price is given, he has every reason to conclude that the writer is not prepared to make shipments, and it may be depended upon that unless the product is greatly in demand and unobtainable anywhere, he will not be sufficiently interested by the letter to make inquiry.

It may be remarked that very generally American firms when stating prices quote an f.o.b. Atlantic or Pacific coast port price. They should remember, however, that the prospective importer is interested only in the cost of goods delivered. Therefore, the exporter, whenever possible, should attempt to give that information as fully as he can under present conditions. Such efforts will be appreciated and will create confidence in the firm's desire for foreign business.

SALESMEN'S CHARTS

Indeed, many of the progressive industrial concerns equip their field and sales representatives with vestpocket editions of rate tabulations on their offering which enable them to quote intelligently an approximate rate of freight from shipping point to destination.

The forms illustrated in Fig. 20 and Fig. 21 are taken from such a rate book, furnished the sales representatives of a large eastern house. Its use proved an effective lever in influencing sales.

It is prepared in loose-leaf form so that in the event of change, a corrected page may be sent to all the representatives in a given locality, acquainting them with the change and enabling them to inform