STATEMENT SHOWING COMPARISON OF RATES ON LUMBER AND COMPOUND WOOD Chicago, Ill. Kankakee, Ill. 17.5 16.5 20.5 4 21.5 20.5 27.5 7.5 11.5 16.8 15.1 8.4 9.5 1.1 10 11 1 9.5 12.6 3.1 8.5 9.5 1 .17.5 16.5 20.5 17.5 16.5 20.5 18.6 18.4 26.9 .19.6 19.6 27.8 .19.6 19.6 28.3 .17.5 17.5 25.5 .18.6 18.6 27.3 21.7 21.7 31 .21.7 21.5 31 .25.1 25.1 26.1 .21.7 21.7 31 23.5 23.5 24.5 1 21.5 20.5 27.5 21.5 20.5 27.5 8.5 22.4 22.4 29.4 8.2 24.5 23.6 30.8 8.7 25.5 23.6 33.3 8 22.4 21.5 28.5 8.7 24.5 22.6 30.6 9.3 27.6 25.7. 36 9.5 26.5 25.5 34.8 11.5 16.8 5.3 6.3 8.4 1 31.1 29.1 35.1 19.1 20.1 1 15.8 9.3 26.6 25.7 36 10.3 12.6 18.3 5.7- 9.5 29.5 27.5 33.5 6 17.5 18.5,1 13.7 16.3 2.6 8.5 9.5 5.1 8.4 9.5 1.1 15 16 1 9.5 12.6 3.1 8.5 9.5 1 4.7 11.6 14.2 2.6 12 13 1 12.6 15.8 3.2 8.5 9.5 1 Pere Marquette L. C. C. No. 3445. CONCLUSION We have discussed and depicted in this chapter the representative forms of graphs, charts, and maps which may be employed in the development of the efficiency of the traffic department, especially as an aid to the intelligent prosecution of rate cases. Each form has its particular merits, and it is hoped that the suggestions herein contained will be of benefit to the reader. Certainly the chart method is much more efficacious than unillustrated, spoken, or written language, and the Commission has frequently expressed its appreciation of illustrative exhibits of this kind. Moreover, their use tends to develop those analytical qualities which are so essential in the successful traffic man. CHAPTER XV FOREIGN DEPARTMENT Development of Foreign Trade-Export Manager-Rate DEVELOPMENT OF FOREIGN TRADE The European war gave the United States an unprecedented opportunity to secure a full share of the world's foreign trade. It remains to be seen, however, what percentage of the business so secured will be permanently retained by American merchants and manufacturers or whether it will revert to those nations from which it was taken. The recognized methods for the development of foreign trade are: (1) native (local) merchants or jobbing houses; (2) resident commission agents; (3) traveling salesmen; (4) branch houses or depots. The retention of the trade so developed, however, depends largely on the manner in which the orders are executed, and especially upon the observance of the customers' wishes as to packing, routing, and forwarding. Since these are primarily questions of transportation, they fall within the province of the traffic department. The details surrounding foreign shipping are highly complicated, especially the many formalities which have to be observed at the port of entry or transshipment. In order that every necessary provision may be made before a consignment leaves this country, many concerns which are not located in a seaport frequently find it desirable to employ the services of an export agent to attend to these for their account. In some cases, the navigation companies attend to these formalities for the account of the owner, either free or for a nominal charge. Lack of uniformity in this regard, however, is confusing, and if the services of an agent are required in some cases, he may as well be given charge of all shipments of this character. EXPORT MANAGER If an industry is located in the interior and the majority of its foreign trade moves via a certain port, New York, for example, it may be desirable for the firm to open its own foreign office at New York. The head of this office is then responsible for the observance of every formality required in connection with both. exports and imports. New York is the most logical location for an export office in America, not only because it is the greatest port, but also because most of the foreign buyers reach the country by way of New York; if not, they soon go there and spend most of their time, attracted by the shops, the amusements, and the presence of factories and sales agencies. A splendid combination for a port representative in New York, therefore, is a combination salesman-traffic man. Where, however, for any reason a firm does not have a foreign office in a reaper, the fram samping mat art landet at the acme ice, and al detalls oncerning braga shipping stond be in charge of the traffic department The notice in ceean shipping manas w be some what mrprised to find that very few boat Enes have fxed or permanent rates to win they albere from voyage to voyage. On the ecotrary, even in normal times, to say nothing of times of war, the charges fuctuate from voyage to voyage, and it is, therefore, difficult to forecast in advance of the time of shipment the exact charge for transportation to foreign cus tomers. Requests will be received from various sources asking for "C.L.F.” (cost, insurance, and freight); “FA S." (free alongside); "F. O. B. (free on board); or "F.O.B. destination," "F.0.B. factory," or "F.0.B. warehouse." The most careful attention must be paid to these terms in making the quotation, since each one involves a different degree of liability and obligation. Under a "C.L.F." quotation, for example, the seller agrees to furnish the goods (cost); to insure them (insurance); and to pay freight (freight) both inland and ocean; and the seller's obligation is terminated when this is done. Under the terms of an "F.O.B. destination" sale, the seller agrees to deliver the goods at destination free of all charge; and if the goods should be lost at sea, the seller could not recover of the buyer, since he has not made delivery according to his contract. These quotations, when transmitted to the customer, |