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102 PROBLEMS CONFRONTING RUSSIA
great adaptability of his German rival. A Swedish firm
wished to install a new pipe system at their works, and had
a big contract to offer. They first went to the English
market. Already they had a system of pipes in existence,
but wished to replace them by other pipes with a particular
kind of curve. The English firm, whom they approached,
gave an answer in the negative as the making of the required
pipes would entail a great amount of a peculiar kind of
work ; however, they offered to supply another kind of
pipe system of their own particular design. The Swedish
firm having first given preference to the English market,
but having been disappointed, then applied to a German
house. These people examined the specification, offered to
supply the pipe system desired, and give prompt delivery.
The result was a big Swedish contract went to Germany
simply because the English firm had practically declined
to observe the orders of the Swedish concern, preferring to
sell something they happened to have in stock at the time.
The English firm would not take the trouble to satisfy the
special conditions of a good foreign inquiry, even at the
cost of losing the transaction altogether. Analogous
examples could be quoted ad infinitum. They disclose how
it has come about that the British have allowed themselves
to be ruled out of order commercially by the Germans.
Special attention should be paid in acquiring trustworthy
information as to such prospective customers deserving
credit and those who do not. In this respect British firms
have shown in the past a regrettable carelessness resulting
in great loss to themselves. When complaints are put
forward on this account it invariably transpires that no
inquiries had been made beforehand as to the standing of
the Russian firm concerned. The Russo-British commercial
position has suffered a great deal in the past from such
painful experiences : when an Englishman is victimised in
that way he is often inclined to generalise from his individual
case that " the Russians cannot be trusted," though he
himself is not free from blame. Englishmen desirous of
trading with Russia should take the same careful precautions
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