L

YALE UNJVE J
No. 20. AUG 21 1922
LlBRAtiY
THE
ANGLO-HELLENIC LEAGUE.

TRADE BETWEEN ENGLAND AND GREECE.

We are indebted to the Athens branch of the
League for a memorandum on the subject of
trade between England and Greece suggesting
possible improvements in the methods employed
by British traders. This memorandum we have
submitted to a number of merchants and men of
business in London and Manchester, and have
decided to publish it, together with some of the
opinions received from these gentlemen upon it.
Embodied they form, we think, an interesting
pamphlet, which however is far from exhausting
an important subject, to the consideration of
which we propose to return in the near future.

Athens,
5/i8tA March, 1915.
To the Chairman,
The Anglo-Hellenic League,
43, Aldwych Street,
London, W.C.
Dear Sir, We have lately been asked to enquire into the reasons
of the predominance of German trade in Greece over British,
/- *3 '.JL

with a view of referring the matter to you and putting you
in a position to draw the attention of those concerned in
Great Britain.
That German goods have all along inundated our markets
and are still doing so, even now, there is not the slightest
doubt, and this notwithstanding the preference which people
give to British goods, owing to the reputation the latter have
for durability and good finish.
This predominance of German goods is due : —
(i) To the financial facilities which German firms give to
their customers here. British firms, especially nowadays,
insist on cash against documents at the place of ship
ment. There were instances where orders of small
amounts, say 300/500 fr on " value payable post," were
not entertained.
The diffidence which British traders may have as regards
the standing of the firms here is not, at present, justified;
whatever it may have been in the past, we can say with
confidence that nowadays they can find a number of firms
quite reliable. But, of course, they must have the means
(such as a properly constituted Chamber of Commerce, able
commercial Consuls and attaches) of ascertaining who are the
proper people to deal with. Also justice has improved im
mensely of late in Greece, and the dilatoriness in its adminis
tration has diminished to a great extent.
(2) To the better German organisation of commercial agents.
(3) To the faculty Germans have of adapting themselves
to the wants of the country.
It has been remarked that even in their price lists Germans
give the equivalents in Greek weights, measures and money.
The British give them in their own standards, and leave it
to their clients to work them out.
(4) To the direct interest the German Government take in
the question. They employ Consuls and consular

agents, who are as keen as the traders themselves ; who
do not mind going over themselves to the Greek clients
and persuading them to do business. We had instances
when even the diplomatic staff oithe German Legation
here acted in this way.
(5) The British Chamber of Commerce here, which is a
branch of the Constantinople one and gets a ridiculous
subsidy from it of £10 a year, is merely a private con
cern, and is not supported financially or otherwise by
the British Government. We understand the French
Government pay 2/3,000 fr. to the Secretary of the
" Chambre de Commerce " here, and help him in the
way of advertisements, &c.
Such are on very broad lines the reasons of the predomin
ance of German over British trade in Greece. It may be
argued that the reason why British firms and the British
Government do not resort to German methods is because
they do not feel the necessity for so doing ; still, we must not
lose sight of the fact that, as in everything else, in trade the
predominance of a rival, although unimportant and insigni
ficant at first, may later on have such far-reaching effects
that it will then be very difficult to recover the lost ground.
We are, dear sir,
Yours truly,
Al. R. RANGABE,
D. U. KALOPOTHAKES, Acting Chairman.
Hon. Secretary.

WHAT GREEKS IN ENGLAND THINK.

SOME OPINIONS GIVEN IN LONDON.

A member of the Anglo-Hellenic League undertook the
task of securing some opinions from Greeks in the City, and
has compiled in the following article the most interesting of

them. It is to be remarked that all the men of business
interviewed by him agreed in finding the Athens memorandum
fairly complete.
Among the opinions collected was that of Mr. Burlumi,
of 74, Great Tower Street, E.C., who said : —
" In my view the main cause of the greater advance of
the Teuton as against the Briton not only in Greece but
everywhere is the indifference of the latter, and the eager
ness of the former, to do the business. The Briton says,
' There are my goods and there are my prices and my con
ditions, you may take them or leave them.' The Teuton
says, ' I will make the goods just as you wish them ; I will •
quote the lowest possible price, and will make the conditions
suit your convenience.'
" The Briton will beat the Teuton fast enough if he : —
(i) Will study the taste of his customer, and offer him what
he wants.
(2) Makes his weights and his measures, his prices and his
conditions easily understandable to his customer.
(3) Quotes his goods at a cost, freight and insurance price to
the part nearest his customer.
(4) Gives the customer as long a credit as he can."
Mr. Messinesi, of Eastcheap Buildings, E.C., said : —
" The inundation and predominance of German goods
over British in Greece is a fact which from a political and
sentimental point of view is much to be regretted, as it
silently leads to alienation of faith and attachment in British
influence. " The Germans open up markets by dumping methods
until they have driven their competitors out of the place.
" The British manufacturer lives at present on his great
reserve power accumulated in the past.
" In my opinion there is one method left to fight the Ger-

mans' extension of. trade and influence — that is, the co
operation of British capital with foreign labour and local
assistance, and so secure the predominance of local industries
and political influence.
" The British world Empire, producing all imaginable
raw material for industries, will have no little benefit out
of the deal, but there is one invisible power in this country
which makes people move very slowly, it is self -contention."
Mr. G. Chrussachi, 0/4, Lloyd's Avenue, EC, remarked: —
" The English trader is in a awkward position as regards
the means to keep his hold upon the international trade. He
is very much handicapped by his methods, which were of
value 50 or 100 years ago, but not in the present day, and
he gives way to the need for change only gradually. He
thinks with self-contentment that there remains always for
him a big part of the trade, just like a spendthrift who reckons
only upon the remaining wealth, and not upon the waste, as
long as there remains something to spend.
" I am glad to see that there is a strong movement against
this state of affairs, and I hope that the present opportunity
will afford the means to improve the condition of British
business in foreign countries, especially in so friendly a
country as Greece "
Mr. P. Cotsis, Manager of the Commercial Department of the
Bank of Athens, London Branch, sayi : — ¦
" I have nothing to add to what Mr. Rangabe so ably
states in his report from Athens. I would only wish to
emphasize firstly the importance of the ubiquitous German
or Austrian commercial traveller, who has a perfect know
ledge of the language, methods of dealing and people he
deals with, and secondly, the cheapness of the articles
marketed by the Germans so as to suit the majority's
pockets."

OPINIONS IN MANCHESTER.

The importance of the Greek colony in Manchester made
it desirable that opinions should be obtained in that quarter
also. We reprint some of the more interesting. It will
be noticed that several of them are not in agreement with
the views expressed in Athens.
It would appear that in some Anglo-Greek shipping circles
especially the view held is that British traders already com
mand about as much of the Greek trade as they wish, and
do not care about competing with Germans on the terms
and with the methods favoured by the latter.
The following are eight Manchester opinions separately
numbered : —
(i) " In answer to your note, my idea is that the Germans
are better organized, take great pains to introduce their'
goods, adapt themselves to the ever-changing requirements
of the market — there is a novelty in their productions, — give
extensive financial facilities, being assisted by their bankers,
are very persevering, and never get disheartened.
" The English lack more or less in all of these qualities."
(2) " In reply to your letter of the 28th ult., respecting
the circular of the Anglo-Hellenic League on the subject of
British and German trade with Greece, I must in the first
place, and in the absence of figures showing the actual im
ports of each country, express the opinion that German
trade does not predominate over British.
"The British and German ways of trading are totally
different. British trade is done through shipping houses in
England, through the best and largest importing firms in
Greece, while the German trade is done through agents and
travellers with the smaller people in the smaller towns.
In this way the Germans on the spot are more in evidence,
but, as I said before, the volume of British trade leads the
way.

" If the predominance of German trade with Greece does
not exist, as in my opinion it does not, then the remaining
points of The Anglo-Hellenic League's circular are relatively
of small importance." ^
(3) " I have read very carefully the memorandum sent
to The Anglo-Hellenic League of London, by Mr. A. L. R.
Rangabe, asking for particulars with reference to the cause
of the predominance of German trade over British in Greece.
I must say at the outset that this statement is entirely erron
eous. " The trade done by Germany is of a small and miscellan
eous character, of which English manufacturers are unable
to produce, simply because they are not competing with
English goods. In my long experience of Greek trade,
whenever German-made goods were put before the English
maker the reply of the latter has been always, ' We are
not cut out for this trade, having enough of our own.' It
shows therefore that the German-made goods are not of a
suitable nature to induce British manufacturers to turn
their attention to competing with them.
" British trade with Greece is carried on principally through
the Greek shipping firms here, who do a very large business
considering the size of the market. The shipping firms
have, many of them, been long established in this country,
and are in daily touch with the British manufacturer, and
any samples of foreign make which are being offered by
Germany, Austria, and Italy, are at once sent over to this
country to be matched by the manufacturers here.
" The trade done by Germany is by manufacturers going
over to Greece and offering special inducements to the smaller
fry, giving them long credits, etc. This an English manu
facturer would not do, as he is quite content to do his business
through well-known firms here, who do the financing of their
clients abroad in a manner entirely satisfactory to them. I
consider the trade with England and Greece is on impregnable

rock, so long as the same is done through responsible shippers
here, who are always looking after their clients' interests."
(4) " My experience is that the trade in British manu
factured goods between Great Britain and Greece is con
tinually on the increase from year to year as far as the main
staple manufactures are concerned. Of course there are
certain commodities which are confined to the foreign manu
facturers, and in which they specialize, and upon placing
patterns of these before various English manufacturers they
either reply that they are not adapted for this class of goods,
or require to make large quantities, or their prices are too
high. In another instance I had the opportunity of securing
some large business in a certain class of goods for which the
price was agreeable, but this was lost to me and to the market
owing to the fact that the makers would not go to a com
paratively small expense in providing a machine for special
making up, one which would also have been useful to them
for their future business. This is the only trade lost to the
market. " Where the patterns have been submitted to the makers
and they have given a good match and a competitive price,
I have secured the orders, which are being repeated in ever
increasing quantities.
" In England there are responsible shipping merchants
who act in the same capacity as the German travellers with
regard to the business, and the German manufacturers
are obliged to send their travellers into the market owing
to the fact that they have no responsible shipping merchants
in their country.
" The makers in England may ask for " Cash on delivery,"
but the shippers here are giving liberal credit tc reputable
firms ; there is no reason to complain on this account.
" I am aware that in the past the German makers have
received the assistance of their Government and its officers
in their business, and it is hoped the British Government
will take steps to counteract this in the near future."

(5) "Many thanks for your letter of the 28th ult. I
do not think that there is very much to add to the views
given in the letter from Athens to the Chairman of the Anglo-
Hellenic League in London, but I am making enquiries
from my friends abroad, and on receipt of their reply will
write you further.
" On one point I think I may venture to express an opinion
at once, viz., that we in this country cannot approach the
Germans in their superb commercial organization ; this the
very root of their success in foreign markets."
(6) " I received your letter of the 28th ult. with the
report of the Athens Branch of the Anglo-Hellenic League
respecting German trade with Greece.
" I do not agree with their report that the German trade
with Greece predominates over the English. The export
from England to Greece of cotton goods is much larger than
theirs ; also the Yorkshire goods are of large amount. Where
the German trade may predominate is in fancy and small
ware goods.
" The German manufacturers are obliged to send travellers
over to Greece because they have not established shipping
houses in their towns, such as are here in England. As, long
as the English manufacturers find that they can do the
trade through these shipping houses, and get cash for their
goods, I do not suppose they will care to send travellers
to Greece and give long credit.
" I am of opinion that the Athens Branch of the Anglo-
Hellenic League has not made proper enquiries through the
large importing houses of Greece. If it does it will find
the German trade is smaller than the English. Very prob
ably their enquiries have been made from the small retail
dealers who probably trade mostly in German goods."
(7) " I duly received your letter of the 28th ult., to
gether with the circular you were so kind as to send me
which the Athens Branch of the Anglo-Hellenic League had

issued, with a view to obtaining opinions and suggestions
as to the reasons for the predominance of German trade in
Greece. " I think the causes enumerated in the circular almost
cover the whole ground, and there is no doubt that the
Germans in their competition are both better organized and
more attentive to the requirements of the market. Their
system of sending regular travellers into the market and
selling to each trader, large or. small, the quantities he may
require is very successful, and has repaid them well ; but
the German commercial traveller has the national asset of
being a good salesman, which is denied to the Britisher.
" As regards textiles, however, it is my opinion that the
shipping houses of Manchester more than hold their own in
the Greek market, where they are strongly established and
have regular relations of many years standing with their
clients in Greece, whom they support with their advice and
their money, whilst the German traveller in cotton and
woollen fabrics depends upon a year to year promiscuous
trade, which is in no way comparable to the trade of the
Greek shippers in Manchester, who give big credits on open
accounts to their customers, with whom they stand on inti
mate personal relations ; and for these reasons they are
able to claim' a preponderance over all competitors in Man
chester and Yorkshire styles of textile manufactures exported
to the Greek market "
(8) "I have duly received yours of the 28th April, enclosing
copy of- memorandum, addressed to the Anglo-Hellenic
League, regarding their allegation of the ascendancy . of
German trade over British in Greece, and I hereby have
pleasure in stating briefly my opinion in the matter.
(1) British manufactures as a rule lay themselves out
to articles which are used universally, in huge quantities,
of which a comparative large quantity is shipped to
Greece and which, moreover, increases considerably
every year. 10

(2) It is true that sundry other articles are made in Germany,
which country is well adapted to the manufacture of same,
both in value and quality, but this does not signify pre
dominance over British trade, as some of these articles
are even imported into this country.
(3) Furthermore, it is out of all reason for anyone to imagine
that all articles can be manufactured here, and at the
same time compare favourably with goods of German
manufacture.
(4) With regard to the facilities offered by German firms
as against the English cash system, one must not lose
sight of the fact that financial assistance is given to
them in a large way by the shippers.
" In conclusion, from my own experience, I must say that
British articles shipped to Greece have by far the ascendancy
over other countries' productions both in quantity and
value."

GREEK TRADE FIGURES.

Great Britain, at any rate, does a large share of the trade
of Greece. In the year 1913 the total Greek exports amounted
to £4,756,858, and imports to £7,146,277, as against exports
£6,162,686 and imports £5,800,877 in 1912. In 1914 Great
Britain imported from Greece goods to the value of £2,385,000,
and sent in return goods valued at £2,895,000. In 1913
the figures were £2,202,486, and £2,595,989 respectively.
Our Greek imports were slightly larger and our exports very
slightly less in 191 3 than in previous years. It is hardly
necessary to remind our readers that much the most im
portant branch of imports from Greece is that of currants,
which represent something like three-quarters of the total
value sent yearly by Greece to this country. The only other
imports of much importance in 1913 were iron ore, sponges
and raisins. The most important exports were coal and
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YALE UNIVERSITY LIBRARY

coke, cotton good- 3 9002 08954 0349 tid woollen
yarn, ships and boats, iron, steel and copper, machinery,
and arms and ammunition. The trade of Greece, it may be
pointed out, was subject in 1912 and 1913 to the disturbance
caused by the Balkan Wars, which do not appear, however,
to have greatly affected the figures of her trade with Great
Britain.

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