CANADA

Hokitika Guardian, 31 July 1929, Page 8

CANADA

(By SIB ROBERT DONALD.) TORONTO, June 20. Canadian bankers, manufacturers, merchants, and others whom I have seen during my visit to Eastern Canada, all deplore the lack of appreciation. on the part of English business men of the scope which Canada offers for investment and for participation in new and expanding industries in tins land of opportunity and security. They complain that we hold aloof and leave tjie leading part in building up new industries in the Dominion tc American capital,, brains, and enter-

prise. The investment of American capita! in Dominion industries is welcome just as was English capital, which helped to build American railways and finance mines and industries forty years ago. Hut Canadians want to see English manufacturers, establish factories or branch establishments in Canada, which they have failed.to do to any extent, and sometimes they do it in the wrong way. Business men and members of Government point with appreciation to the examples-set by Lord Rothermere in developing, on a big scale, natural resources, and in promoting industries in Canada and Newfoundland; by Lord iVlelchett and his associates, by the Courtaulds and some others, but regret ‘•hat these precedents have not been more widely /followed. At the present time, when opportunities are awaiting, Americans step in first.

Besides being short-sighted, our manufacturers and merchants make mistakes. They do not realise tlm' Canada has grown up. They do not recognise that commercially Canada is •Vmericaniscd. It could hardly be otheiwisc, as the two peoples are in daily intercourse along a frontier of 3,009 miles. The same trade and professional conditions exist on both sides of the line, and in spite of tariffs the greatest trade of the United States is with Canada.' At the same time, close 'economic relations and similar standards of life and social conditions do not create political sympathy or psychological kinship. Canadians are out 'for Canada and the Empire.

Just now when a certain irritation has been caused by Mr Hoover’s proposed tariff, revision the trading community are looking more sympathetically than ever towards the Empire. Canadians prefer British goods after their own ; British manufacturers, however. too often # strain their patience and sympathy by failing to supply Hoods suitable to the Canadian matkets. A VITAL MISTAKE. We too often accept the doctrine, which the Candians are stoutly fighting, that Canada is an economic annex oAhe United States. British manufacturers and merchants frequently appoint, agents in New York and throw Canada into their territory as a makeweight. This is a vital mistake. More agents erf British firms should visit Canada and remain long enough to familiarise themselves with Canadian before branching out in the Dominion. We should participate in the travelling exhibition which go through the Western cities and send an exhibit to the Ontario National Exhibition at Toronto. This is a magnificent annual display wl)ich has been running for half a century and getting bigger every year. It is held for two weeks in September and is visited by over two million people. Participation does not cost much, and Canadians are somewhat hurt that the Overseas Trade Department should lie spending a huge sum at the Buenos Aires Exhibition this year and neglecting Canada. It is not too late to repair the omission. The new Government, has a chance to make a welcome gesture.

SALESMANSHIP NEEDED. In founding new brunches or now companies in Canada, British manufacturers must, after making inquiries on the 1 spot, Ifollow tiie methods adopted by American firms and conform to Canadian requirements. There is, of course, a big market for imported British-made goods, but our merchandising methods are antiquated. I'ou see English goods in stores but they are not well presented. There is no label proclaiming their origin. The salesmanship is wanting in directness. Prom the furtive and half-hearted way in which your merchants invade Canada they cannot expect to win a big place in that market. Yet it is waiting for them. . Several specific instances were brought to my notice, in which a big Canadian firm made desperate efforts at much inconvenience to get British goods and did not wholly succeed. A Canadian company was erecting big buildings in London and Montreal at the same time and had wanted to use only Canadian or British materials. Tins is an example of what happened: We wanted a fabricator to work up metallic sheets of non-staining properties. The British manufacturer could or would not do it. The company imported the sheets and got a Montreal firm to do the finishing. While the American prime manufacturer inquired into the fabricator’s requirements and tried to give him what he wanted, the British firm said virtually: This is what we make—fit vour fabricating conditions to it. Naturally the Americans have up to

the present got more of the trade in this country. AN EXACTING MARKET. The comment of the firm is: .British manufacturers should bear in mind the fact that the Canadian market for manufactured specialties, machinery, finished product for building is, generally speaking, an exacting one. Canadian practices should be studied and met in the manufacture. Never was the time more opportune for British enterprise.

Everything is on the upward trend; new mineral resources are being opened up,- unprecedented activity exists in the creation and expansion of new industries; the big cities of Montreal, Toronto, and Vancouver are being reconstructed ; skyscrapers have appeared and the character of the cities is changing. Canada is developing in every branch of national life.