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Promoting Sales in Empire Markets

13th January 1939
Page 77
Page 77, 13th January 1939 — Promoting Sales in Empire Markets
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Which of the following most accurately describes the problem?

An Interesting and Valuable Survey of Sales Opportunities From Information Supplied by the Department of Overseas Trade

Pooled Representation with Service Facilities Suggested for Canada

THE Canadian market for commercial vehicles presents certain wellknown competitive difficulties, viz., production in the Dominion and the propinquity of the U.S.A., with common ideas as to design, etc. In 1937 Canadian production amounted to 53,629 units :

21,590 of 15 cwt. and less, 14,839 of 1i tons to 2 tons,

11,357 of 2 tons to 21 tons.

Over the past two fiscal years the imports have been as follow :-.Automobiles-freight :

The small share of the trade taken by United Kingdom makers is apparent, and it is to be borne in mind that a 10-year average gives our makers only about $140,000 worth of orders per annum.

The matter of service, too, whilst important, is not perhaps so paramount as American salesmen insist, yet it must be conceded that distance from the market of the United Kingdom concerns is a handicap.

The import duty, however, is in favour of the United Kingdom to the extent of at least 17i per cent, ad valorem, and United Kingdom makers might give consideration to suggestions of a " pooled representation " scheme with service facilities, confining operations in the first place to the Provinces of Ontario and Quebec. transport services, the market will expand for the heavier and more substantial types of vehicle, which requite adequate care and service.

Amongst these types of lorry United Kingdom vehicles enjoy a high reputation and are found to be eminently suitable; it is satisfactory to note that they are being increasingly used in transport services in some of the Indian States and are giving great satisfaction. They also find a valuable outlet for Army requirements.

The expansion of bus services and the motor haulage of goods by road which ttill inevitably follow the rapid extension of roads throughout the country and the more efficient regulation of traffic should create a demand for trucks, in the heavy, medium and lightweight classes, such as has not hitherto been seen.

The prospects for the sale of trucks in India during the next 10 years are probably brighter than anywhere else in the Empire. Concentrated effort and the most strenuous marketing exertions will be required in order to make headway. The market is worth the effort, but the difficulties should not be under-rated. The U.S.A. makers hold the field and will be difficult to supplant, whilst foreign competition in oil-engined lorries is likely to increase,