World Developments.
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This journal, as many of its supporters will recollect, has strenuously in certain instances advocated the policy of " Go and see" in preference to that of " Wait and see " ; we may recall to mind certain passages from a leading article, and that by no means the first to treat of the same theme, which appeared in our issue of the 17th June, 1909. We then wrote, inter atia, under the title of " Trade at his own door " :—" We cannot put the British manufacturer into any category of which exceptional foresight is the characteristic; his action—or lack thereof—discloses an inexplicable preference for the trade that can be done at his own door : too many of our constructors are ready to cultivate business in Great Britain, and to neglect the remainder of the world. . . . Whilst this country's reputation as the centre and leader in commercial motoring counts for much, it would clearly be inure to the point for a manufacturer to decide—and that without delay—to send a competent representative on a World's Tour with a demonstration vehicle. . . . The maker who rests content with the trade at his own door is not likely to lead in the future."
The burden of that plea. aroused not a little notice at the time; it, in fact, occasioned some pointed correspondence in our pages, and we did not hesitate to admit the value of certain alternative courses. It is, none the less, a matter of gratification to us to know that the directors of one leading British company took our suggestion most seriously. The first-completed result has been the placing of that company's rights for the I.S.A. on highly-satisfactory terms; it has been an open secret, since our issue of the 7th ult. was published, that these several references concern Commercial Cars, Ltd., of Luton and London. The Chairman of that company, Mr. H. C. B. Underdown, possesses all the qualities of a keen man of business; he was not affrighted, in February last, when the pros and cons of trade in the U.S.A. were specifically under discussion with the writer of these lines, by the existence of a high tariff qua possible direct sales; or by the supposed constitutional unwillingness of American engineers to adopt a British design. He had ccmfidenee both in his own company's products and the advice which we tendered to him. With what reward ? There is no breach of confidence in these statements therennent : that his company is about to benefit by the receipt of considerable initial and royalty payments, and that sales of Luton-built chassis to the U.S.A. will soon be at the minimum rate of 100 per annum! Does not this completed " deal " serve to point a moral? The world is the British manufacturer's market, and he should get farther away from the idea that all good trade comes of its own accord. Too much energy is expended upon the following-up of odd home sales, where six or more represents Lives huddle in the outer room for an interview with a principal. That is cut-throat competition of Britain's everyday variety ; yet, outside Britain, in any one of the world's 'four Continents, there are, with but few and wellmarked exceptions to the rule, openings unhampered by that element of excessive and costly rivalry. Tim COMMERCIAL MOTOR, by its series of Export and Overseas issues, has done much to waken up buyers in distant. parts of the Globe, and it means to do more. Notwithstanding the admitted trade results from that missionary work, of which the " Commer-Car " deal under notice is —as regards its inception—the latest example, we adhere to our view that the best-advised makers will do well to add personal visits by a principal or a well-accredited representative to their other plans for the gaining and keeping of touch with India, the colonies and Foreign Countries. There is, too, of course, " plenty more room " in the r.S.A., whose home consumption is so large as to be almost beyond credence.