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cent of them being residents of East Berlin or the Soviet
Zone, fair officials announced.
The Marshall House displays illustrated modern meth-
ods of increasing industrial productivity. During the two-
week fair, 1,064,000 explanatory pamphlets were distrib-
uted to Marshall House visitors. Film performances in the
Marshall House theater drew capacity audiences at all
showings, with a total of 28,000 persons viewing a variety
of documentaries on industrial and economic subjects.
Later, officials at the Marshall House announced the
displays would be supplemented by new-type machines
and household devices and held over through Nov. 25 in
order to give such groups as trade unions, schools and
vocational evening classes a chance to discuss the
modern machines and techniques in detail with experts.
Paul H. Brent of the San Francisco branch of the US
Department of Commerce and E. Paul Hawk, commercial
adviser, Office of the Special Repiesentative, ECA, Paris,
provided free professional advice to fair visitors at a
special booth in the Marshall House on the fair grounds.
The Commerce Department experts answered dozens
of questions daily on a wide range of problems connected
with German-American trade promotion. Queries con-
cerned everything from patent problems to the prices
normally placed on crib-baby-blanket holders. Mr. Brent
and Mr. Hawk have also steered firms with products
marketable in the United States to agencies which can
aid in exporting such products.
Their services are provided under the US Government's
program of assisting private buyers and sellers to make
contacts and were made available to fair visitors through
cooperation of the Industry Branch, Berlin Element, HICOG.
DURING THE FIRST SIX days of the Industrial Ex-
position, more than 72 businessmen, representing
firms in a position to consider possibilities, asked for
assistance in putting their products on the US market.
Most of these were from West Berlin, although some
American and Berlin trade officials confer at information
booth at fair grounds. Left to right are Joachim Gaffke,
head of export bureau of Berlin Trade organization; H. N.
Higgins, chief, Industry Branch, Berlin Element, HICOG;
Paul H. Brent of the San Francisco branch, US Department
of Commerce; E. Paul Hawk, commercial representative of
ECA-OSR, Paris, who was associated with Mr. Brent at
the fair; and Dr. Hermann Goetz, manager, Berlin Trade
Organization.           (PRB BE-11ICOG photos by Schubert)
were representatives of West German firms. Many of
the applicants represented surgical instrument and supply
wholesalers, selling products which, according to Mr. Brent,
usually find an excellent market in the United States.
Others represented firms handling steel presses, re-
conditioned metal-working machines, stamping and boring
machinery, gas compression engines, photo and X-ray
film and paper, and linotype and typesetting machines.
Many businessmen came for advice on their own pro-
duction or operating problems, rather than on US market
possibilities. One applicant had developed a process for
making fine paper by a less expensive and time-consum-
ing method than was currently used, but the process left
minor flaws in the finished product. He sought technical
assistance on how to overcome the defect. The man was
referred to the US Consulate General, where he could
get a list of American analytical chemical firms which
may be contacted for technical advice.
Many inquiries were made about US patent possibili-
ties and procedures. One applicant sought information on
how to go about working out a license arrangement for
a patent device to improve gas compression engines.
SOME PROSPECTIVE EXPORTERS were discouraged
in cases where the advisers felt the product could
not profitably meet the competition of similar products
already on the US market. To some questioners, as a
result of this difficulty, it was suggested that prices be
recalculated.
Each applicant who had something to sell was given
a comprehensive outline by the Department of Commerce
team on the marketability of the product; the particular
problems inherent in selling the US market and how best
to meet these problems; the distribution possibilities
(either through direct sales or through agents in various
parts of the country); areas of best sales opportunities,
consumer tastes and preferences, restyling, repricing and
other subjects.
After the initial briefing, a referal tag was filled out
and given to the prospective exporter, who was then
directed to the US Consulate in his area for initiation of
a "trade opportunity" item in the Foreign Commerce
Weekly, official publication of the US Department of
Commerce, circulated to businessmen throughout the
United States.
Occasionally, applicants for information on internal
German trade opportunities came to the Marshall House
booth. These applicants were warmly welcomed, since
the American team worked closely with the Berlin
Marketing Council acting as mediator between West
Berlin businessmen and foreign customers.
Besides these personal interviews, more than 2,500 per-
sons showed interest in the consultation service display
of 250 different technical and professional magazines and
journals. Many spent several hours taking notes on the
contents of publications of particular interest. Such visitors,
Mr. Brent said, represented small businessmen whose
export possibilities were limited, but who wished to get
new ideas of styles and designs, as well as latest US
production and sales methods.               +END
JANUARY 1952