All this will be expensive, but non-competing firms might join in sending men, or competing firms might, it is hoped, be guaranteed against the terrors of the Sherman law in order to join in sending a corps of representatives upon some basis of division of the field or the profits. Combination is even more necessary abroad to put forth the nation's strength in world competition than it is for efficiency at home. These men would be students and salesmen, and perhaps future merchants who would settle in these countries and emulate the patriotic groups of resident foreigners who in so many places help to form an atmosphere favorable to their countries' interests.
They would work to replace with our goods those now shut off by the war, but also to introduce dozens of lines of American products which are now comparatively hard to find in these markets. A number of strong firms might join to establish commercial houses or selling agencies in trade centres of certain groups of countries. Commission houses might do the same if they carried samples and instructed their clients in packing, credits, &c., but in each case there should be American houses on the spot which would carry general lines and supply to the eye that visible evidence of the goods themselves which is such a valuable form of advertisement.
In the establishment of American houses in these countries, as in many other respects, much may be learned from the Germans. They bring out carefully selected young men. These, if efficient, have sure promotion. The partners retire before old age to make room for those who work up. The inefficient are dropped. It is a little like the principle of a good foreign service.
I think the most minute study should be given, first, to the nearer countries, say those north of the Equator, including the republics of the Caribbean. Each country must be separately studied. Primarily, there will be found a cry, sometimes desperate, for capital. Public works, concessionary and otherwise, have stopped for lack of funds from Europe. New developments in railroad building, mining, harbor works, plantations, are arrested. Where European credits have been customarily used to handle crops, there is distress, and no less so in cases in which such credit has previously been given by ostensibly American houses operating really with European capital.