After Pizarro had conquered Peru he dispatched Diego de Almagro with an

army, instructing him to explore and take the territory to the south, or

what is now Chile. He was unable to accomplish the task. In 1540 Pizarro

sent another expedition under Pedro Valdivia, whom fortune favored and

who penetrated to what is now the city of Santiago, which he founded in

1541. For more than 100 years the warlike Araucanian Indians made

repeated attacks on settlers in this territory, the Spaniards having

great difficulty in conquering them. A treaty of peace was concluded in

1640.

When the revolutionary movement in South America started against Spain,

Chile on September 18, 1810, declared her independence, and became the

scene of much fighting, finally on April 5, 1818, defeating forever

Spanish power and becoming absolutely independent.

A republican form of government was adopted, the executive power being

vested in a President, and the legislative in two houses, a Senate and a

Chamber of Deputies.

The Republic of Chile has 292,580 square miles, with a ragged coast line

of 2,627 miles, and varies in width from 90 to 248 miles. It is bordered

on the north by Peru, the east by Bolivia and Argentine, the south and

west by the Pacific Ocean.

Two almost parallel ranges of mountains, the Cordillera de la Costa and

the Andes, run from north to south, with a valley over 500 miles long

and 40 wide spread between them. In this chain of mountains are more

than 30 extinct volcanoes from 11,700 to 21,340 feet in height.

Owing to its extreme length Chile possesses many climates. To the north

it is dry and hot, the central portion being decidedly temperate with

changing seasons, almost like California, while in the south the

temperature gets lower, and rains increase. To the extreme south there

is much snow and cold with but little vegetation.

[Illustration:

Valparaiso

]

There are practically no negroes in the 3,500,000 of Chile’s population.

Some writers estimate that 25 per cent. of the inhabitants are Germans,

or of German descent, this nation having many business men and large

colonies in the Republic, especially toward the south and around

Valdivia. Perhaps 50 per cent. are descendants of the Araucanian Indians

by the early Spanish explorers. There is a large percentage of English;

it is estimated that in Valparaiso, a city of 250,000, there are at

least 20,000 Anglo-Saxons. The French and Italian colonies are also

quite numerous.

Chile ranks third in South America in her railways, possessing a total

of 3800 miles, nearly 2000 of which are owned by the Government. A

longitudinal railway, designed to run practically the length of the

country—2132 miles—from north to south, is in process of construction.

It will be connected with the coast and the hinterland by roads crossing

it at right angles, and is designed to develop the entire country and to

be of strategic value in transporting troops. Two new trans-Andean roads

are contemplated in addition to the one now running from Los Andes to

Mendoza, one to operate about 300 miles north of Santiago—the other to

cross 400 miles to the south of the capital. Other lines from the

smaller ports to the longitudinal road are proposed, in all over 3000

miles being projected. Of the roads maintained by the government, it

might be said that they are run at a great annual loss, a condition

which may operate materially against the country’s prosperity at some

near date. Many of the privately owned roads are used only in connection

with the nitrate industry.

Chile has many small rivers varying from 25 to 150 miles in length

arising in the mountains and rushing to the sea. Most of them are dry a

greater part of the year, but during the rainy season become raging

torrents. With the exception of a few in the southern part of the

country, they are not navigable, but by a proper system of conserving

and storing their water might be made useful for generating power or

light.

Her extensive coast line gives Chile 59 ports on the Pacific, most of

which are open roadsteads and at certain times of the year positively

dangerous, loading and unloading of vessels being done by means of

lighters, ships being obliged to lie from one to two miles off the land.

The principal ports from north to south in the order named are Arica,

Pisagua, Iquiqui, Tocopilla, Antofagasta, Taltal, Caldera, Carrizal,

Coquimbo, Valparaiso, Talcahuano, Coronel, Valdivia, Puerto Monte,

Ancud, and Punta Arenas, the most southerly city on this continent and

one of the big fur markets of the world.

Chile is to-day spending millions of dollars on the modernization of her

leading ports so as to properly safeguard life and property, but it will

be years before this work is finished.

Primarily the wealth of Chile comes from her nitrate beds and her mining

possibilities. There are about $150,000,000 invested in the nitrate

industry alone—$55,000,000 being English and $51,000,000 local. American

capital is little represented in this line. The exports in 1913 amounted

to 60,500,000 _quintals_, a _quintal_ being 101.41 pounds; the value in

money was $98,239,569. Iodine is one of the by-products in the

manufacture of nitrate, and is controlled by a combination or trust,

$1,876,277 worth being exported last year, the United States taking 183

tons, England 65 tons and the remainder of Europe 264 tons.

The nitrate beds run a distance of 450 miles south of the Camarones

River, at an altitude of 4000 to 5000 feet and from 10 to 20 miles

inland. Many theories have been advanced as to these deposits, the one

generally accepted being that these fields were once the bottom of some

sea elevated by a titanic upheaval. The beds vary in width from a half

to five miles, and the “caliche” or strata of earth bearing the nitrate

is usually covered by sand and dirt varying from a few inches to 10

feet. This is blown out by dynamite, separated by washing and boilings

from foreign matter, then bagged and shipped. A more desolate spot than

a nitrate “officina,” as these reduction plants are called, would be

hard to imagine. No trees or vegetation are to be seen and even water

has to be carried for miles in cars for operating the machinery and for

other uses. Authorities differ as to the extent of the deposits, some

alleging they will be worked out in 20 years, while others claim there

is sufficient supply available for 200 years. Nitrate is used

extensively in the arts, for manufacturing gunpowder and explosives and

for a fertilizer in agriculture.

Copper is found in great profusion, $7,947,307 worth being exported last

year. One of the largest copper mines is owned by the Braden Copper

Company, an American concern. In 1913 its average daily production was

30 tons of bar copper. Machinery is being installed which is intended to

double this output. Chile at one time contributed one-third of the

world’s supply of this metal and mineralogists state that there are yet

great bodies of high grade ore awaiting the discoverer.

Coal is found throughout the south of Chile, one coal field alone being

estimated to contain 1,862,000,000 tons. Over $7,500,000 is invested in

this enterprise.

Iron ore of excellent quality and freeness from sulphur is found in

large quantities. An American company is largely interested in

developing this market, and contemplates investing $6,000,000 in their

property.

There are silver and gold, deposits of salt and borax, as well as

cobalt, nickel, mercury bearing ores, tungsten, zinc, graphite, sulphur

and alum. All of these await proper development as they exist in paying

quantities.

Much of the territory, which resembles California in scenery, climate

and formation, is given over to agriculture. Over 600,000 tons of wheat

were harvested in 1912 with 71,000 tons of barley, 50,000 tons of oats

and 40,000 tons of corn. Some authorities claim Chile to be the fourth

largest wine producing country of the world, most of its vintage being

consumed locally.

Stock raising is increasing, especially to the south, where sheep are

profitably grazed. The latest census gives the number of cattle at

1,900,000, sheep 5,000,000 and goats 300,000. Much wool from three to

four-inch staple is produced, last year 20,563,833 pounds being

exported. Dairying is rapidly growing. Bee culture is becoming a

permanent industry, there being 90,000 hives in Chile in 1913. Much

honey and wax are exported.

There are millions of acres of virgin forests of valuable hard woods in

the south, the north being a barren, treeless country. The chief trees

are the Chilean oak, the rauli, elm, cypress, pine, cherry, laurel and

of late the eucalyptus is being propagated extensively.

Some industries such as shoe factories, canneries, breweries,

distilleries, sugar refineries, cracker bakeries, and the like exist but

their products are for local consumption.

The fruits of Chile, such as the cherry, peach, pear, apple, nectarine,

plum, apricot and melon, are the equal of ours. Inasmuch as the seasons

here are reversed, these luscious fruits would reach our markets during

winter, and this could be developed into a profitable trade.

Chile exports nitrate of soda (nitrate), copper, iodine, wheat, borate

of lime, iron, gold, silver, wool, hides, woods, honey, and wax.

She imports bottles, cars and rolling stock, cement, cotton goods,

glassware, iron and steel manufactures, such as wire, nails, pipes,

corrugated iron, hardware, tools, locomotives, mining and agricultural

machinery, mineral waters, paper, petroleum, rice, sacks, tinned salmon,

thread, tea, woolen goods, shoes, and hats.

Chilean money is unstable and fluctuates from day to day, the paper

_peso_ or dollar being worth from 17 to 36 cents, according to

variations in exchange. A gold _peso_ exists fictitiously for trade

purposes, being estimated at 18 pence or 36 cents U. S. gold. When this

mark “$” is followed by the word _oro_ the amount is understood to be

gold. If however this abbreviation is used “m/c” it means “moneda

corriente” or the paper money.

Chile has for a long time talked of changing its currency and making it

staple. The sooner this is done the better for the country. Such a

movement has been greatly retarded by men who have made money due to the

fluctuations in currency.

Both the English and Germans have large interests here, and as a

consequence do the bulk of the exporting and importing business with

Chile. Imports in 1913 were $122,075,994 as against $139,878,201 of

exports. India shipped to Chile $3,500,000 worth of jute bags for

nitrate in 1913, and stands seventh in the list of countries sending

goods here, the United States being third with $16,806,341 to its credit

as against England’s $38,616,886 and Germany’s $33,189,070.

Commercial travelers are not required to pay a license. The authorities

are very liberal about admitting samples.

The following cities are worth visiting for trade purposes:

_Population_

Santiago 400,000

Valparaiso 250,000

Iquiqui 50,000

Concepcion 50,000

Chillon 45,000

Antofagasta 35,000

Punta Arenas 20,000

Talcahuano 16,000

Valdivia 16,000

Coquimbo 12,000

Chile may be reached by taking any line from New York to Buenos Aires,

then crossing via the Trans-Andean road to Santiago or Valparaiso, or by

any line of steamers sailing for Colon, thence via train to Panama from

where English, German, Chilean or Peruvian steamers sail weekly,

touching at all the leading coast ports. There are also English and

German ships direct from Europe, which pass through Smythe Channel on

the southwest coast of Chile and touch at all its ports on both the

outward and return voyage.

VII

BOLIVIA

Bolivia, the fourth largest of the South American republics, extending

over an area of 708,195 square miles, is without a seacoast, having lost

control of her ports on the Pacific Ocean as a result of the war between

Peru and Chile. This country occupies as much territory as all of the

states east of the Mississippi, excepting those of New England, or is as

large as the combined areas of California, Washington, Oregon, Idaho,

Arizona, Utah and Nevada, and is bounded on the north and east by

Brazil, the south by Paraguay, Argentine and Chile, while her western

boundary is made up by Peru and Chile.

After Pizarro discovered Peru, he organized an expedition, explored

Bolivia, and annexed it to the Spanish crown, which controlled its

destinies until all of Latin America revolted against the home

government. In 1809 the Spanish authorities were deposed and

independence declared in 1825, as a result of the Battle of Ayacucho,

fought on Dec. 9, 1824, when the Spanish forces were totally defeated.

Simon Bolivar, the hero of the rebellion against Spain, drafted its

constitution which provided for a President, two Vice-Presidents, and

two houses of Congress—composed of a Senate and a Chamber of Deputies.

Although Bolivia is entirely within the Tropic Zone, it is blessed with

a variety of climates, due chiefly to its altitude. There are two

seasons, the rainy from December to May and the dry covering the

remainder of the year.

Owing to some gigantic convulsion of Nature, ages ago, what evidently

was the bottom of the ocean was forced upward, and now forms an enormous

plateau over 500 miles in length, covering more than 60,000 square

miles, at an average altitude of 12,000 feet. This is a comparatively

barren stretch of land with little vegetation, but is extremely rich in

mineral deposits.

Running north and south, and at the east and west sides of this vast

plateau are two ranges of the Andes, the distance between them being

about 85 miles. In addition to these main ranges are many others which

criss-cross the country in numerous directions. In but few, if any,

countries of the world is there to be found such a wealth of scenery,

Bolivia possessing three of the highest peaks in this hemisphere, namely

Illampu, Sorata and Illimani, the sentinel of La Paz, whose snowcovered

peak towers into space 22,500 feet.

As may be surmised the climate in the plateau and mountain regions is

cool and invigorating most of the year, but extremely warm in the

summer, while as the land descends toward Brazil and the upper Amazon

region it becomes milder until it reaches tropic warmth.

On account of the high altitude of Bolivia, the traveler generally has

attacks of what is known locally as “puno” or “sirroche”—or in plain

English, mountain sickness, owing to the rarity of the atmosphere. While

it is exceedingly unpleasant and may cause palpitation of the heart,

shortness of breath, bleeding at the nose and ears, and other

disagreeable symptoms, it seldom results fatally. Rest until acclimated

and the use, under a physician’s direction, of some heart stimulant, are

all that is necessary to restore the patient to his normal state. Stout

persons are apt to suffer more than others and should exert themselves

as little as possible. Compressed oxygen is carried in most of the

passenger trains to give immediate relief in case of danger from

mountain sickness, the train crew being instructed as to its

administration.

The population of Bolivia is estimated at 2,300,000, but no census has

ever been taken, and it is doubtful if it has more than 1,500,000

inhabitants. Fully fifty per cent. of its people are docile,

full-blooded Indians, living the most primitive life and speaking their

own dialect with a few head men familiar with Spanish, which is the

official or state tongue. The Beni, or white Indians of Bolivia, are a

rather warlike race and have maintained their tribal laws, the control

of their lands and customs, independent of all attempts to subjugate

them. In fact, the Bolivians stand in awe of them. There are about

500,000 “cholos,” the native term for half-castes or mixed breeds,

250,000 whites of Spanish descent and perhaps 10,000 foreigners,—that is

Americans and Europeans engaged in business.

Bolivia has been the scene of a remarkable railway development

encouraged by the government. There are to-day about 900 miles of road

in actual operation, about 400 miles in the process of construction and

nearly 2,500 miles, plans and estimates for the completion of which are

under consideration.

These railways maintain three arteries of commerce with the Pacific

coast from the interior, and reach the ocean via Lake Titicaca at

Mollendo, Peru; at Antofagasta, and also at Arica in Chile, the last

named being the shortest and most direct route from the coast to the

capital at La Paz, a distance of 274 miles, and only recently completed,

requiring about 14 hours for the journey. To go to La Paz via Mollendo,

or via Antofagasta is much longer in distance, requiring two days’ time,

but repays the traveller in the magnificence of the scenery encountered

all along the line.

Roads are in process of construction from Potosi to Sucre, in order to

afford an outlet for the products of the mines located in this vicinity,

and from Uyuni to Tupiza near the border line of Argentine, so that

direct communication can be had with this country as well as Chile and

Peru. Other roads are being built from Oruro to Banderani and Oruro and

Cochabamba, also from La Paz to Yungas, from Yungas to Puerto Panda and

from Cochabamba to Chimon. The government also intends building roads

from Yacuiba to Santa Cruz, and thence to Puerto Saurez. Connecting

lines will be built to the famous Mamore-Madeira R. R. in Brazil.

There is a perfect net work of rivers in Bolivia, located chiefly in the

northeast and southeastern sections, many of which are navigable for

light draught vessels and lighters. It is estimated that the Paraguay,

Beni, Itenes, Mamore, Pilcomayo, Paragua, and other streams give a total

water transportation of more than 11,000 miles. These streams, however,

can be used more advantageously as commerce carriers toward Brazil,

Paraguay and Argentine than to the West Coast countries. Various

projects have been suggested for dredging them and providing locks so as

to develop the territory drained by them, but it is doubtful if the next

century will see this work started, although it is feasible.

Lake Titicaca is the highest body of navigable water in the world, the

steamers which operate on it having been brought from Europe in sections

and erected on its banks. It is one of the largest lakes in this

hemisphere, covering an area of more than 4,000 square miles and being

160 miles long and 30 wide. While the steamers which ply on its surface

carry passengers, they also bring all of the freight into or leaving the

country via the port of Mollendo in Peru.

Bolivia may rightly be called the mineral storehouse of the world, for

locked within the heart of her many mountains are untold riches, the

tons which she has contributed to the universe being microscopic in

proportion to what remains. Her inexhaustible dried lakes of borax and

salt, glistening like snow in the pure air of the high elevation, have

been scraped for centuries without apparently reducing their supply.

There are many rich deposits of gold, silver, copper, tin, antimony,

bismuth, borax, zinc, wolfram and coal.

In the production of tin, Bolivia ranks second, the chief producer being

the Malay Peninsula. Tin forms about 70 per cent. of the total export of

Bolivia, amounting in value to over $23,000,000, Great Britain taking

about 90 per cent. of the output of the mines and selling it to the

other nations of the world. There are yet enormous unworked deposits of

this metal in this land.

[Illustration:

_Copyright by Underwood & Underwood_

Lake Titicaca at Puno, Peru, with native balsas in the foreground.

Balsas, which are made of reeds lashed together, are used for

carrying freight and passengers

]

Bolivia is one of the largest bismuth producing countries of the world

and the third in the production of copper, and is rich in antimony and

wolfram. In 1912, the latest available authentic data, she exported the

following amount of metals:

Antimony $ 26,615

Bismuth 784,183

Copper 1,311,156

Gold 23,039

Silver 1,676,704

Tin 23,289,732

Wolfram 114,847

Zinc 129,243

If the forests of Bolivia as well as the territory sloping toward Brazil

were more accessible, much of value would be added to its products. This

land is especially adapted for grazing and agriculture as well as the

growth of medicinal plants and trees.

In 1912, Bolivia exported rubber to the value of over $6,000,000.

It gives to the pharmacopœia the following drugs: aconite, arnica,

belladona, some camphor, cocaine, digitalis, ipecac, jalap, quinine,

quassia, sarsaparilla, tamarind, tolu and valerian.

Cabinet woods, such as ebony, mahogany, rosewood, satinwood and cedar

are to be found in great profusion. Fruits of the tropical and temperate

zones flourish. Coffee and cocoa are largely grown.

Bolivia is one of the few countries of the world without a national

debt, a remarkable condition of affairs, more especially for a Latin

American country, and its monetary system is on a gold basis, the unit

being the _boliviano_, worth about 39 cents in our currency.

English capital is largely invested in the various mines and railways

but the greater portion of the mercantile business, especially in the

crude drug line, is in the hands of Germans, who shipped to the

Fatherland over 83,000 pounds of the 100,000 pounds of quinine exported

last year.

In 1913 Bolivia exported tin, rubber, silver, copper, bismuth, cocoa,

wolfram, zinc, lead, hides, alpaca-wool, medicinal and crude drugs to

the value of $36,551,390. Her imports during the same time were

$20,600,000, comprising iron, steel and railway building materials,

textiles, machinery, arms and ammunition, foodstuffs, toilet goods,

glass ware, and medicines.

Bolivia is one of the countries where the travelling salesman is sure to

be obliged to pay a tax; the porters, hotel employes and others

assisting, on a commission basis, of course, the person who has this

concession. The fee which amounts to about $115 can often be

“side-stepped” by arrangement with the local merchant with whom you may

desire to establish a connection. Under no circumstances let it be known

that you are a travelling man until you have perfected your plans with

regard to this problem.

The following cities should be visited:

_Population_

La Paz (the capital) 85,000

Cochabamba 35,000

Sucre 30,000

Potosi 28,000

Oruro 25,000

Santa Cruz 20,670

Tarija 10,000

Tupiza 5,000

Bolivia may be reached via the three cities referred to, namely

Mollendo, Antofagasta and Arica, these places being ports of call for

all vessels. Both the Peruvian and Chilean steamship companies, as well

as the European lines, touch here also. It is to be expected that some

of the larger lines from New York will arrange a service passing through

the Panama Canal and calling at these places, thereby saving the long

trip around the Horn, or the trans-shipping at Colon and Panama.

VIII

PERU

Recent archæological finds warrant some authorities in claiming Peru to

have been the home of a highly civilized and cultured people 25,000

years before Christ. The race which inhabited the land then were the

Chumus, the progenitors of the Incas, whom Pizarro found when his

expedition arrived in Peru from Panama in 1532. The Incas had a

socialistic form of government, were able engineers, good surgeons,

noted agriculturists and really a wonderful people. The treatment of

this docile and intellectual nation by the invading Spaniards is one of

the darkest pages of history.

Francisco Pizarro founded Lima, the capital of Peru, in 1535, was

appointed by the Crown governor of the newly acquired territory and was

assassinated in front of his palace in 1541.

The great wealth which Peru, through her rich mines, contributed to

Spain, warranted that country in making this possession a viceroyalty,

the viceroy at one time governing all Spanish possessions in South

America from Lima.

The movement for independence from Spanish control, started early in the

last century, found many adherents in Peru and after several reverses

the yoke of Spain was thrown off July 28, 1821, a congress organized in

1822, representing a republican form of government and the first

president inaugurated in 1823.

Selling Latin America: A Problem in International Salesmanship. What to Sell and How to Sell It · 第 3 / 17 段