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Selling Latin America: A Problem in International Salesmanship. / What to Sell and How to Sell It cover

Selling Latin America: A Problem in International Salesmanship. / What to Sell and How to Sell It

Chapter 37: Chile
By William Edmund Aughinbaugh
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About This Book

Drawing on extensive first-hand travel and commercial experience, the work surveys markets across Latin America and the West Indies with country-by-country analyses of demand, distribution, and local business customs; it then presents practical guidance on methods of doing business, salesmanship, customs and tariff systems, trademarks, finance and credits, packing and shipping, advertising, reciprocity, and health precautions, and is supplemented by photographs, maps, and an appendix of practical references for exporters and sales agents.

APPENDIX
LATEST STATISTICS AVAILABLE IN 1915 ABOUT SOUTH AMERICAN IMPORTS

Argentine

Articles. From United States. From United Kingdom. From Germany. From France. Total Imports.
Automobiles $543,930 $430,530 $822,315 $2,252,835 $5,159,030
Bagging 13,025 3,299,705 68,130 5,230 8,355,140
Beams, iron 94,440 91,035 1,846,070 495,815 3,276,365
Beverages 46,690 169,155 168,350 129,525 1,149,360
Binder twine 2,729,950 10,655 5,835 8,760 2,765,130
Books and pamphlets 30,515 462,520 58,015 154,900 1,254,810
Book paper 7,395 61,275 947,850 2,900 1,154,760
Brick, paving 8,375 98,520 153,625 109,400 1,055,840
Bridge materials 66,905 776,810 110,240 3,265 997,670
Carriages and cars, accessories and parts of 64,550 350,550 406,335 389,360 1,504,605
Cement, hydraulic 13,545 640,520 258,135 752,880 3,989,340
Cheese   15,825 7,010 73,890 2,074,590
Chemical and pharmaceutical products:          
  Candles, stearin 1,700 272,460 104,675 9,520 1,094,570
  Medicinal preparations 340,680 153,065 206,685 1,154,280 2,191,620
  Perfumery 27,550 206,740 86,690 1,043,180 1,411,500
  All other 1,982,965 2,086,355 1,764,010 1,101,350 9,083,685
Cigars 32,045 21,605 20,935 8,685 1,415,630
Coal 782,910 23,642,425 381,320   25,047,240
Coffee 585   4,980 7,020 1,631,615
Cotton and silk goods 10,635 430,995 275,395 518,345 1,447,725
Cotton and woolen goods 75 682,520 303,845 76,075 251,842
Cotton goods made up 8,200 157,340 497,315 430,635 1,186,140
Cotton hose 750 22,000 1,101,325 223,015 1,407,220
Cotton laces $2,810 $559,200 $415,285 $123,525 $1,349,000
Cotton tissues:          
  White 21,305 4,099,620 133,420 77,075 4,813,065
  Unbleached (linen) 12,500 874,610 3,920 4,485 1,127,060
  Printed 1,605 2,610,395 460,140 68,935 3,693,435
  Dyed 9,370 4,377,675 920,095 244,910 10,315,680
  Color not specified 3,015 534,595 170,910 121,190 1,059,655
Cotton yarn:          
  Colored 2,705 111,845 129,475 20,195 1,003,695
  Unbleached 70,735 326,310 52,430 46,420 1,508,790
Cotton goods, all other 301,675 2,568,815 1,064,295 619,455 6,632,860
Ducks 550 493,600 162,180 156,150 1,156,655
Dyes and colors 249,550 997,635 722,980 199,185 2,427,250
Dynamos and motors, electric 28,545 219,935 1,212,775 42,385 1,637,755
Electric and wire cable 102,885 1,205,515 1,227,695 96,465 3,087,700
Furniture, wooden 587,060 513,055 308,515 489,640 2,668,230
Glass and plain crystal 12,145 663,930 201,380 68,860 1,538,850
Harvesting machines 1,948,165 46,200 14   2,712,855
Household and cooking utensils. 52,450 89,910 741,430 95,940 1,210,210
Iron and steel wire, galvanized:          
  Smooth—          
  Up to No. 14 638,990 249,100 1,027,250 1,500 2,015,735
  No. 15 and higher 625 53,430 13,590 465 75,945
  Barbed 635,030 106,320 137,085 2,825 926,250
  Twisted 3,599 16,485 3,410 27 25,300
Iron and steel wire, not galvanized:          
  Up to No. 14 408,200 16,495 213,970 75 720,060
  No. 15 and higher 19,645 2,905 15,975 175 41,395
Iron and steel wire, plated (with bronze copper, nickel, or tin) 79 5,750 27,630 307 35,605
Iron axles and wheels 87,685 1,156,005 7,750   1,256,735
Iron bars and sheets 408,135 656,150 2,489,430 80,800 6,288,590
Iron, galvanized 1,398,165 4,088,950 381,955 24,985 6,160,145
Iron, wrought 321,005 1,156,670 377,870 77,300 2,753,025
Jewelry, fine, except watches and loose precious stones 15,885 180,215 769,525 620,660 1,849,545
Leather and manufactures 1,283,105 758,510 688,340 792,230 3,766,540
Locomotives   1,847,135 293,845 627 2,188,660
Machinery, general 1,119,225 2,022,795 2,572,365 459,975 6,939,140
Machines, spare parts 1,132,290 684,510 692,340 119,950 2,909,925
Malt     59,385   1,074,280
Manufactures of copper and bronze 100,795 402,430 281,845 144,120 1,073,095
Manufactures of stone, earth, glass, etc. 170,240 987,185 2,050,820 616,460 4,667,250
Materials for port works 105 110,280 66,075 14,580 204,035
Materials for sanitary works   962,525 57,135 3,045 1,066,365
Motors:          
  Windmills, with or without framework, and pumps 372,580 13,980 555   393,275
  Other various 631,820 316,015 85,765 6,800 1,142,485
News print paper 727,970 85,595 603,725 7,735 1,610,380
Oil:          
  Lubricating 1,301,930 787,995 63,980 10,815 2,518,350
  Olive 146,075 3,645 5,240 143,525 4,748,915
  Kerosene 2,289,115 156     2,289,275
  Naphtha, unrefined 5,495,150 126,010 75,895 43 5,710,755
Pine, unplaned:          
  White 1,728,450 140,350 11,773 23,160 2,130,015
  Pitch 8,078,590 3,880 29,170 30 8,164,720
  Spruce 1,662,050 76,925 50,635 14,065 3,689,605
Pipes, iron:          
  Galvanized 229,180 966,955 83,565 3,205 1,294,550
  Other 51,460 756,245 238,810 34,290 1,171,965
Railway coaches 117,730 1,073,510     1,191,240
Railway couplings, steel 136,585 485,835 397,810 2,480 1,147,350
Railway freight cars 558,855 2,650,155 74,190 16,095 3,812,510
Railway materials 132,810 4,152,660 237,460 93,345 5,013,430
Rice:          
  Unhulled   30,685     286,055
  Hulled   378 76,860 5,020 2,476,215
Sand for building 115       1,024,380
Sardines 516 27,130 26,120 44,485 1,031,425
Screws and nuts $170,230 $401,675 $156,050 $183,830 $1,061,980
Seeds:          
  Alfalfa   482 155,145 73,230 740,945
  Flax 1,020     100 1,335
  Corn 332   1 100 1,115
  Wheat 1,175 39 48 265 7,630
  Other kinds 41,510 26,170 281,195 201,115 1,069,415
Silk 635 208,055 428,735 1,287,600 2,341,730
Steel rails 737,685 2,226,600 1,343,315 17,290 5,088,405
Spirits and cordials 12,070 462,545 44,365 1,685,810 3,183,410
Sugar:          
  Refined   215 467,710 228,260 852,550
  Other   1,669 1,110,785 1,575 1,117,385
Tea 230 306,100 18,930 374 1,072,030
Tin plate, unworked 345,530 673,230 5 67 1,036,860
Threshing machines with or without motor 1,182,175 179,385 119,385 97 1,517,030
Tobacco dip 95,545 2,153,045 6,285 520 2,348,005
Tobacco, leaf 378,260 19,495 82,675 4,615 3,485,160
Tramway materials 107,725 506,110 599,020 20,920 1,688,460
Watches:          
  Gold 2,270 15,420 64,010 209,035 593,300
  Other kinds 115,450 26,985 230,270 302,665 1,395,305
Wines 9,160 21,235 39,985 8,031,335 9,830,910
Woolen goods:          
  Made up 4,150 235,295 586,865 504,855 1,418,170
  Tissues, all wool 4,425 3,571,105 1,039,340 888,125 5,957,735
  Mixed 3,245 2,018,030 441,055 133,225 2,799,150
Yerba, Brazilian         4,946,085
Imports by parcel post, etc. 3,070 609,945 839,485 944,510 3,308,795
All other articles 12,223,614 19,315,571 21,833,634 11,791,528 90,808,013
   
Total $57,057,505 $114,515,800 $61,703,550 $36,301,925 $371,383,595

Bolivia

IMPORTS
 
Articles. Value.
Animals, live:  
  Cattle $302,553
  Horses 482,528
Arms and ammunition 692,047
Breadstuffs:  
  Cereals 111,462
  Pastes, alimentary 72,617
  Rice 194,541
  Wheat flour 857,148
Candles 366,220
Cars and carriages:  
  Railway cars 272,219
  Other 102,944
Cement 148,292
Coal and briquettes 674,512
Cotton manufactures, not mixed with other material 1,684,088
Earthenware, tiles, and piping of, and porcelain 151,840
Explosives, including powder 452,490
Fish, fresh, including shellfish 125,027
Fruits 100,636
Gold, coined 107,082
Hats 447,937
Hides and skins, manufactures of 118,023
Instruments, musical and scientific 107,238
Iron and steel and manufactures:  
  Beaten, drawn, and in sheets 348,456
  Machinery and apparatus:  
  Electric 339,731
  Mining 446,881
  Other and parts 633,095
  Tools 225,340
  Iron manufacturers 2,046,497
Jewelry:  
  Genuine (of precious metals) 105,702
  Other 104,271
Leather boots and shoes 155,088
Medicines, prepared 154,297
Oils, mineral, and products 86,315
Paints, colors, and varnishes 99,604
Paper and manufactures 386,503
Soap 97,209
Spirits, wines, and malt liquors:  
  Beer, cider, and “chicha” 80,160
  Spirituous liquors 644,226
  Wines 380,603
Sugar, refined 1,195,665
Textile manufactures:  
  Laces, embroideries, and trimmings 188,666
  Knitted goods 174,418
Wearing apparel, ready-made, except waterproof 763,364
Wood and manufactures:  
  Unmanufactured, except dyewood 248,087
  Manufactures:  
  Furniture 130,702
  Other 75,794
Wool, pure 689,861
All other articles 1,887,017
   
Total $19,258,996
 
 
EXPORTS
 
Bismuth $836,366
Coca 286,417
Copper 1,318,389
Rubber 6,032,892
Silver:  
  Crude $1,675,940
  Coined 168,204
Tin 23,432,658
Wolfram $202,165
All other articles 1,104,816
   
Total $35,057,841

Brazil

Articles Year United States United Kingdom Germany France Belgium Total
Arms and ammunition:              
  Ammunition 1912 $457,294   $1,369,956 $197,561   $2,178,121
  Firearms 1912 572,302 $21,756 1,111,676   $488,328 2,280,796
Asphalt 1912 39,334         172,889
Belting 1912 44,394 206,090 42,740 49,137   351,719
Bicycles 1912 37,116 103,249 41,287 31,837   258,786
Blacking, boot 1912 19,573 29,039 17,163     72,676
Breadstuffs:              
  Flours and meals, not wheat 1912 57,540 48,186       214,938
  Wheat 1912 213         14,026,977
  Wheat flour 1912 4,007,047         11,733,682
Cars, carriages, motor cars, etc.:              
  Railway cars 1912 1,915,701 991,730 331,761   3,912,337 7,382,069
  Axles and wheels, for railway cars 1912 271,653 268,616 431,786   337,014 1,328,604
  Carriages, etc. 1912 161,351 31,658 41,716     285,090
  Axles, etc., for carriages 1912 26,803   18,790 29,125   93,150
  Motor cars 1912 924,045 317,873 1,526,018 1,470,795 186,216 5,368,650
  Motor-car accessories 1912 110,530 112,434 320,209 483,508   1,265,430
Cement 1912 275,942 1,138,048 2,525,183 117,025 960,125 5,263,961
Cordage, jute and hemp 1912 12,168 34,919 17,643 11,058   91,014
Cotton manufactures:              
  Piece goods—              
  Bleached 1912 12,094 1,310,654       1,457,021
  Unbleached 1912 4,386 237,242       255,016
  Dyed 1912 54,865 2,905,293 74,654 59,781 120,078 3,320,815
  Printed 1912 1,195 836,941       935,708
  Other 1912 69,650 4,608,054 1,461,724 376,106 438,478 8,329,407
  Other 1912 187,005 1,091,231 2,272,635 402,305   3,788,388
Coal 1912 2,788,601 15,490,137       18,482,303
  Patent fuel 1912   2,099,247     56,702 2,214,749
Clocks and watches:              
  Clocks 1912 100,479   93,059     227,530
  Watches 1912 10,027   14,586     247,059
Chemicals and drugs:              
  Calcium carbide 1912 52,939         435,057
  Pills, etc. 1912 47,158         72,467
  Pharmaceutical goods, etc. 1912 423,164 962,656 1,364,543 1,537,131   4,908,461
Dynamite and other explosives 1912 10,257 417,202 91,324 37,119   563,570
Electrical machinery and supplies:              
  Cable 1912 250,047 241,369 49,997     579,885
  Insulators 1912 55,044   125,582     204,388
  Machinery 1912 2,060,944 569,562 1,375,764 537,636   4,811,052
Fishhooks, locks, stirrups, etc. 1912 140,729 106,077 236,351 51,979   559,805
Fish:              
  Codfish 1912 279,415 449,641       6,537,176
  Preserved extracts, etc. 1912 144,028     75,259   1,267,575
Fruits:              
  Dried 1912 19,544     24,847   703,853
  Fresh 1912 212,010         961,797
  Preserved, and extracts 1912 33,304     14,359   64,082
Glass and manufactures:              
  Bottles and tumblers 1912 58,245   564,005 73,050   776,833
  Window glass 1912 4,042 135,855     319,055 518,487
Hats 1912   89,217   149,846   756,931
Ink:              
  Printing 1912 18,148   59,066 32,535   111,969
  Writing 1912 2,923 25,160       36,576
Instruments, scientific:              
  Dental 1912 165,793 34,385 23,810     230,589
  Optical, and goods 1912 19,065   25,612 36,965   85,485
  Surgical, and goods 1912 36,873   70,598 95,661   216,052
  Other 1912 172,381 75,190 191,322 110,639   586,037
Iron and steel, and manufactures of:              
  Cutlery 1912 $178,465 $337,214 $576,594 $86,941   $1,193,260
  Enameled ware 1912 13,020 59,051 379,110     485,525
  Galvanized corrugated sheets 1912 328,994 1,540,600 91,931     2,060,072
  Furniture 1912 54,393 51,471 42,635     170,171
  Bars, rods, plates, and sheets 1912 114,879 529,803 569,338   $397,021 1,797,435
  Cast, pig, and puddled iron 1912 7,019 331,278       372,735
  Locomotives 1912 1,871,639 459,850 1,290,737   122,518 3,749,149
  Motors and stationary engines 1912 425,918 333,763 507,533 70,511   1,460,513
  Machinery—              
  Agricultural 1912 409,458 84,233 179,056     702,012
  Industrial 1912 230,799 2,776,668 1,784,057 354,519   5,758,613
  Other 1912 3,556,371 2,379,798 2,249,642 888,227 345,870 10,071,038
  Nails, screws, etc. 1912 117,401 143,478 116,929 80,627   547,469
  Rails, joints, etc. 1912 1,868,840 751,474 1,344,151 2,071,438 3,318,764 9,384,650
  Scales 1912 67,337 24,013 31,839     135,175
  Sewing machines 1912 1,563,131 105,297 963,594     2,548,510
  Steel bars and rods 1912 94,276 518,345 81,098     944,537
  Stills, boilers, etc. 1912 77,836 466,263 78,623     716,563
  Structural material 1912 196,928 648,719 1,223,603 384,630 564,202 3,099,101
Tubes, pipes, fittings 1912 419,678 1,988,125 985,359 354,521   3,973,039
  Typewriters and accessories 1912 354,833   60,116     423,494
  Tools 1912 694,927 1,537,651 661,834 299,377   3,311,443
  Telegraph poles, bridge and fence material 1912 328,901 391,635 360,880 25,509 469,437 1,478,680
Leather, and manufactures of:              
  Boots and shoes 1912 333,285     27,181   531,639
  Sole leather 1912 40 20,150       20,842
  Other leather 1912 561,458 224,854 1,585,747 896,943   3,587,909
  Manufactures of leather and skins 1912 35,724 92,322 120,066   76,573 412,719
Lighting apparatus 1912 60,656 107,021 223,470     465,826
Meats and products:              
  Bacon 1912 157,373         187,414
  Hams 1912 15,210 458,846       525,627
  Lard 1912 92,275         111,526
  Preserved, and extracts 1912 25,202     35,156   308,424
Milk, condensed 1912 18,541         1,396,423
Mills 1912 15,332 48,325   42,722   128,429
Musical instruments:              
  Phonographs and accessories 1912 138,602   303,147     458,952
  Pianos 1912 126,894   607,091 79,795   866,547
Oils:              
  Gasoline 1912 1,164,021         1,185,084
  Kerosene 1912 4,383,101         4,424,901
  Lubricating 1912 812,756 152,101 129,294     1,262,449
Paper, and manufactures of:              
  Card and mill board 1912 4,413   261,009     451,045
  Playing cards 1912 4,414   2,451     9,058
  Printing paper 1912 13,595 61,101 881,228   111,916 2,107,646
  Stationery, etc. 1912 57,291 115,605 261,500 74,376   525,185
  Writing paper 1912 12,974   220,869     425,648
Paraffine 1912 13,151 29,405 14,266     65,229
Photographic apparatus and accessories 1912 51,521   72,405 51,663   224,255
Presses 1912 6,333 14,712 10,237     37,519
Pumps, hydraulic, and parts 1912 92,776 118,906 86,698     365,636
Pipe, lead 1912 1,776 45,491       51,542
Plated ware 1912 3,368 32,398 26,423     72,960
Perfumery, dyes, etc., and materials for 1912 277,532 620,696 301,905 1,041,177 1,964 2,829,581
Paints, prepared 1912 130,806 394,256 127,948 43,801   753,872
Resin 1912 1,547,214         1,593,017
Rubber manufacture 1912 182,828 278,553 288,933 111,358   962,267
Soap, unscented 1912 35,734 198,953 56,998     289,575
Starch 1912 1,502 59,796 69,984   56,828 212,972
Salt 1912   137,923       731,785
Tallow and grease 1912 2,871 15,137       80,022
Tin plates, in sheets 1912 271,451 1,112,935       1,421,649
Tinware 1912 6,678   47,953 29,369   100,931
Tents 1912 2,054 13,480 14,226     41,336
Type, printers’ 1912 2,089   107,021 37,188   233,373
Tobacco leaf 1912 44,602         343,987
Varnishes 1912 $49,260 $115,833       $198,527
Vegetables:              
  Dried 1912 815   $9,859     35,413
  Preserved and extracts 1912 15,389     $118,861   611,043
Wire:              
  Copper 1912 851,550 65,115 285,042     1,293,638
  Other 1912 823,876 227,990 1,403,714   $344,331 2,880,837
Wearing apparel 1912 40,577 214,689 222,144 247,057   1,140,662
Wood, and manufactures of:              
  Furniture 1912 137,340 76,271 115,560 108,453   871,002
  Pine blocks and boards 1912 2,302,576         2,768,805
Staves and hoops 1912 7,886 28,931 112,666     186,883
  Rough, sawed, planed, and veneered 1912 33,123   25,621     464,835

Chile

Articles From United States From United Kingdom From Germany Total
Bottles for liquor   $498 $523,145 $525,154
Cars for portable and aerial railways $18,727 335,521 393,922 850,535
Cement, Roman 72,917 313,012 1,168,373 1,703,032
Coal 502,787 7,103,652 278,210 11,129,959
Coffee, grain 1,293 12,640 21,785 770,292
Coke   155,402 176,455 383,753
Colors, common, prepared with waters and oil 13,893 306,272 84,326 409,157
Cotton goods 770,188 6,923,309 3,413,980 14,161,177
Cotton yarn 38,558 621,476 522,450 1,593,200
Glassware 30,858 27,682 274,723 391,455
Iron and steel, and manufactures of 3,521,167 4,447,775 4,446,738 13,448,154
  Wire 465,300 28,459 146,187 694,661
  Iron articles for domestic use 26,599 125,583 510,028 689,537
  Pipes, tubes, tools, etc. 152,906 813,813 568,463 1,883,638
  Nails 216,655 58,493 205,515 525,819
  Railway couplings and plates 37,157 49,141 145,620 276,940
  Iron and steel, unworked, in bars, plates, and other forms 240,183 149,994 413,660 1,153,087
  Sheet iron, corrugated, galvanized 967,402 776,490 4,150 1,748,128
  Rails for railways 516,384 488,551 443,247 1,516,485
Live animals       3,919,088
  Cattle       3,286,871
Locomotives and tenders 107,932 337,791 656,819 1,119,018
Machinery, implements, etc.:        
  For arts and sciences 327,923 169,531 762,327 1,369,415
  Mining 99,827 250,047 296,913 652,828
  Agricultural 915,971 683,360 342,550 1,979,586
  Industrial 226,647 867,627 1,049,792 2,345,184
  Motors 81,737 1,022,549 304,967 1,471,558
  Parts 153,672 494,480 613,277 1,122,020
Materials for Longitudinal Railway 316,032 148,954 201,036 666,022
Metals, other than iron and steel 155,706 840,196 932,125 2,249,211
Mineral water 9,450 145,113 90,612 401,054
Olive and other edible oils 560,434 28,040 162,025 1,244,117
Paper, unsized, for printing 225,398 40,477 893,543 1,220,867
Paraffine in paste form 87,808 94,811 440,909 634,204
Paraffine and petroleum, naphtha, gasoline, etc. 1,134,728 10,102 186 1,144,624
Petroleum, fixed, impure 273,881 58,466 34,337 365,026
Petroleum, crude 1,240,221     2,527,758
Pine lumber, rough 1,252,359 76,335 3,079 148,949
Railway freight cars 13,205 187,866 62,022 430,473
Rice 720 5,352 380,485 820,954
Sacks, empty   220,705 1,105 3,285,198
Salmon 373,640 10,613 12,292 401,314
Silk thread and manufactures 2,716 24,903 333,584 1,183,838
Sugar:        
  Refined 205 890 167,733 199,417
  White   409 19,618 81,182
  Granulated   5,460 52,151 2,261,793
  Raw 346   501 23,220
Tea 5,700 829,158 60,937 933,672
Woolen goods 8,920 3,211,547 2,445,224 7,047,551
Woolen yarn $10,168 $54,294 $621,698 $705,738
Yerba maté 790 78,150 23,503 689,646