Sold by the Superintendent of Documents, Government Printing Office

Washington, D. C.

WASHINGTON

GOVERNMENT PRINTING OFFICE

1922

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Position of Asia in America's machinery trade_

Increase in machinery exports from United States__

Distribution of American machinery exports---

Relative importance of Asia in purchases of machinery.

The "last normal year

American participation in machinery markets of Asia.

Development of American machinery trade in Asia.

Relative value of principal Asiatic markets_

Present situation and immediate problems--

Asia as compared with other markets_.

Attractive features of Asiatic markets__

Use of English as language of trade__

Exchange situation and balance of trade.

Factors stimulating industrialization_

American products welcomed__.

Other favorable conditions__

Prospects for development in Far East_.

Standing of American machinery in world markets_

Importance of establishing comparative merits_

Reasons for superiority of American designs__

Reasons for superiority of American workmanship_.

Dependability of American machinery_.

Problems confronting foreign manufacturers of machinery.

Reasons for superiority of American raw materials___

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American position as shown by machine-tool experience.

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Effective means of promoting machinery sales in Asia..

Fundamental factors to be considered__

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Selection of an agent..

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Placing a salesman in the foreign office of the agent

Vital importance of sound methods and high standards..

Supervision of export department----

Relation of export department to agents_

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Effective means of promoting machinery sales in Asia-Continued.

Home organization-Continued.

Export policy in times of depression--.

Supervision of agents---.

"Direct trade"

Routine of home organization.

Packing----

Summary of present situation_

Cost of shipping large packages.

Difficulty of handling large packages_.

Transshipment of heavy packages___.

Excessive cost involved__

Desirability of shipping machinery knocked down__.

Limitations of railways in Asia....

Limitations of other methods of transport__

Possibility of delivering heavy packages..

Strength of packing----.

Packing specifications___

Packing inside of the case_

Effect of climate on packing-

Marking.

Advertising.

Conditions justifying expenditure.

Newspaper and periodical advertising..

Advertising by mail___.

Catalogues for use in Asia___.

Inadvisability of giving prices in catalogues_

Code words and identification numbers_-

Leaflets

Price lists and discount sheets_.

Calendars and novelties____

Free advertising.

Types of machinery suitable for Asia___.

Influence of labor conditions_

Effect of climate on machinery-

Effect of climate on electrical installations_

Effect of climate on building materials_

Desirability of labor-saving devices___.

Fuel economy-.

Steam boilers___.

Miscellaneous factors affecting sales policy.

Banking and terms of payment.......

Using the bank to assist in making sales..

Patents, trade-marks, and copyrights__

Planning a trip to Asia-‒‒‒

Necessity of accurate information and proper caution.

Avoidance of excessive heat and possible infection__

Summary of climatic conditions in principal localities..

Clothing---

Estimating the value of Asiatic markets..

Present state of Asiatic markets.

Past growth of Asiatic trade__.

India

Extent and general characteristics of the market.

New policies encouraging industrial development___

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India-Continued.

Government aid to industry.

New problems created by existing situation..

Physical features-Population-Social conditions.

British India and the Native States..

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