A SUPPLEMENT TO International Commerce i*^*\ EXPORT TO I A SUPPLEMENT TO International Commerce ... the weekly news magazine for world traders published by the Bureau of International Commerce and sold by the Superintendent of Documents, U.S. Government Printing Office, Washing- ton, D.C. 20402, and by Department of Commerce Field Offices for $16 a year. Report of the 1963 Trade Mission Austria OF COMMERCE PU U.S. DEPARTMENT OF COMMERCE Luther H. Hodges Secretary Franklin D. Roosevelt, Jr. Under Secretary Jack N. Behrman Assistant Secretary for Domestic and International Business Eugene M. Braderman Director, Bureau of International Commerce For sale by the Superintendent of Documents, U.S. Government Printing Office Washington, D.C., 20402 - Price 20 cents Members of U.S. Consumer Goods Mission to Austria :'■:, ...-.', WALTER BUCHDAHL, Mission Director Assistant to Director Regional Affairs, European Division Office of International Regional Economics Bureau of International Commerce, U.S. Department of Commerce CHARLES LEVY Chairman of the Board S.P. Dunham & Co. Trenton, N. J. MARVIN BARAB Manager, Marketing Research Mattel, Inc. Hawthorne, Calif. CHARLES E. SNELL Consultant, Retail Merchandise Portland, Ore. JOSEPH B. HALL Chairman of the Board The Kroger Co. Cincinnati, Ohio SAMUEL S. WURTZEL President Wards Co. Richmond, Va. JAMES E. MURRIN, Trade Development Officer Senior Plans Officer, Trade Center Division Bureau of International Commerce, U.S. Department of Commerce Reports by individual Mission members are reprinted from the December 16, 1963 issue of INTERNATIONAL COMMERCE. • '-' a* liiinii A/ ' JK '" •»' l^.^ f ' J.. * A ■ -• : •- ••' "iiSSf * 1? 3fei Or scar 54 56 1 62 not discriminate against imported prod- ucts. Less than 25% of all homes have electric refrigerators. These refrigerators usually are small and range from Wz to 4 cu.ft. There are few large refrigera- tors such as are common in the U.S. However, the use of electric refrigeration is expanding rapidly. In 1960 there were only 318,000 refrigerators in use. Two years later, 1962, this had increased by 273,000 units to approximately 591,000. While most of the units previously sold were of the absorption type, this pattern has been changing. Last year (1962) more than 98% of sales in Austria were the compressor type. Im- ports are primarily from Germany, Italy and Sweden, with the major share of imports supplied by Germany. Domestic production is about 20,000 to 25,000 THOUSANDS 400 300 200 100 T.V. SETS 56 58 SOURCE: Annual Report of Austrian Postal Administration 1962 units annually. A few units are imported from the U.S. It is reported that one of the large U.S. manufacturers is planning to intensify sales efforts beginning in 1964. Freezers are not in general use but sales are expected to develop as super- markets expand their self service opera- tions and offer greater varieties of frozen foods. A market for combination refri- gerator-freezers is developing. There is substantial interest in air conditioners — both large package units for commercial installations and window type units for home use. For home use, units of one hp. and larger are in de- mand. Some sales volume can be ex- pected to develop in this item. Five hp. and larger commercial units are also in demand. U.S. production of air conditioning equipment is highly regarded and would receive preferential treatment by im- porters and users. While the demand for air conditioners appears inconsistent in a market lacking high temperatures, the high humidity in the Danube basin has stimulated the demand. There is a demand for commercial types of dishwashers for hotel and res- taurant use as well as an interest in household type units. Sales of this ap- pliance should expand fairly rapidly. About 12% of the homes have auto- matic or semi-automatic electric clothes washing machines. Because of limited PERCENTAGE OF DWELLINGS EQUIPPED WITH SELECTED FACILITIES Internal Water Supply Gas v/fr Electricity Inside Toilets 100 80 60 40 20 — VIENNA (only) SOURCE: Austrian Central Statistical Office AUSTRIA (nationwide) supplies of hot water in homes, most units have electric heating elements to raise the temperature of the water from 40° to 95° centigrade (104° to 203° Fahrenheit). Automatic washers generally have a control to regulate water temperature for the type of fabrics being washed. The use of automatic washers is expand- ing rapidly. Some are being manufac- tured locally, but most units are imported, with Germany the largest supplier. The U.S. may be able to obtain a share of this market, provided the units are made to meet the market requirements. Very few dryers are presently in use but this item is expected to become popular. Almost 1 1 ,000 electric dryers were manufactured in Austria in 1962, the first year in which statistics were kept for this product. U.S. manufacturers have an opportunity to serve this market. Both gas and electric ranges are in general use. The market needs are pro- vided for by local manufacturers and some imports, primarily from Germany. It is believed that the opportunity for imports from the U.S. for ranges is limited. Small electrics (traffic appliances) are in popular use, and a good market exists for both imported and domestic pro- duction. There is particular interest in vacuum cleaners, floor polishers, blen- ders, and shoe polishers. The television market is supplied by local manufacture and imports primarily from Germany. Some are imported from Italy. The popular units are the 19" and 23" table model with both VHF and UHF reception. U.S. production has good acceptance in this rapidly expanding field. U.S. manufacturers who are pre- pared to produce units with European electrical characteristics and a 625-line picture will have an opportunity to ob- tain a share of the market. Retail market prices in Vienna for leader models follow: 19" table model with UHF approx. $235. 19" table model without UHF approx. $205. 23" table model with UHF approx. $260. 23" table model without UHF approx. $235. Feature 23" table models sell for $300 up. Credit sales of appliances are fairly common, although not to the degree known in the U.S. In some sections of the country, utilities finance the time payment sales contracts for the dealers and include monthly payments with their electric charges. On March 1st, 1962, a new credit law went into effect that requires all type payment contracts, within certain limi- tations, to be in writing and to extend for a period not exceeding three years. On purchases up to $115, a down pay- ment of 10% is required. For sales over $115 and up to $1920, down payment must be 20%. In the autumn of 1961, the Government estimated that the total consumer debt was approximately $230 million or about $115 per home. 220 volt 50 cycle is standard through- out the country. The television system is 625 lines instead of the 525 system used in the U.S., with only one network covering the country. Prices on the Austrian market arc high as compared with retail prices in the U.S. Of course, the additional ex- penses of freight and duty must be in- cluded to arrive at a landed cost. It would appear that there is room for a reduction in the distribution costs through careful selection of a distribution pattern Market in Austria not too promising for food from U.S. Food stores generally small; tariff reductions being sought By JOSEPH B. HALL Kroger Co., Cincinnati, Ohio The export of U.S. food to Austria is not likely to increase considerably in the near future despite a general increase in the Austrian standard of living. The per capita income is still low com- pared to that of most other Western European countries, with the result that on the average 40% of individual spend- ing money goes for food. In the lower income groups this average is as high as 50% . Since the country is virtually self-sufficient in food production — al- most 90% of total food requirements is produced locally — imports of staple food have been comparatively small. According to Austrian sources, any increase in personal income would be spent not for food but for better housing, household furnishings and appliances. There seems to be only a very small mar- ket for additional food imports. Food distribution Food stores total 28,000. More than 50% are members of central buying or- AUSTRIAN SMALL BUSINESS: Small village produce shops sell cheese, butter, milk and honey in most of Austria and Mission members found little likelihood of increased food imports from the U.S. in the future. ganizations — voluntary chains, corporate chains or cooperative organizations. At the end of 1961, there were 1,400 self- service stores in operation, small, how- ever, in size, as most of them are under 2,500 square feet in area. A total of 675 (48% ) belong to the Spar voluntary chain, 300 (21%) to Adeg, 130 (9%) to A & O and 130 (9% ) to Konsum, a cooperative. At the beginning of 1963, the Coopera- tive Organization of Voluntary Trading Groups in Austria was established by five grocery organizations comprising 80 wholesalers and 8,500 retailers repre- senting 35% of the total retail trade. Stores generally are very small com- pared to U.S. standards. Fresh meats are sold in separate butcher shops, bakery products in small bakery shops. House- wives visit the stores daily since only about 25% of the homes have refrigera- tors which are small in size. Choice of canned goods varieties is small; cost cus- tomers prefer fresh fruits and vegetables. The one major corporate chain started as a series of coffee stores. Even now, 50% of its sales are in coffee. This chain has just recently opened a self-service store containing a fresh meat department which is leased. There are few stores of this type in Vienna, although smoked meats and sausage are handled in many grocery stores. Although "supermarkets" do exist in Austria, they are not as large as the ones common in the U.S. Seek tariff reductions Efforts are now being made to have the Austrian Government reduce specific tariff duties on a number of canned food items since there are no local canners for these products. Export of some food products from the U.S. may be increased. U.S. frozen poul- try has been accepted well. Quotas have been raised from 1,500 metric tons in 1963 to 2,250 metric tons for 1964, with full liberalization reportedly planned for 1965. Price competition from foreign sup- pliers makes import of single strength citrus fruit juice impractical. Frozen orange juice is not accepted at present, partly because of unfamiliarity with the product and absence of refrigeration in many homes. Institutional sales of frozen foods may develop as facilities for han- dling become available. Edible oils could be imported from the United States if prices would meet competition. Tourism increasing One factor which may gradually im- prove the sale of U.S. type products in Austria is the increase of tourism. This has been an increasing source of Austrian income. There's business to be done in Austria's toy, sporting-goods fields— but not for the asking Eased import restrictions pave way for selective marketing of competitively-priced items meeting needs of population By MARVIN BARAB Mattel, Inc., Hawthorne, Calif. Austrian import restrictions on toys and sporting goods have been greatly eased. In many instances, customs duties have been reduced, especially those ap- plying to the imports from EFTA (Euro- pean Free Trade Association) countries. Several key members of the industry be- lieve that remaining quantitative restric- tions will be removed within a year. The removal of the remaining restric- tions should ease American entry into this market on a selective basis. It is questionable, however, whether as wide a selection of U.S. -made goods could be imported as in countries where personal income and standards of living are much higher. In the past few years the birth-rate has exceeded the death-rate in this country with a total population of about 7 million — approximating metropolitan Los Angeles.' The under-20 age group totaled 2,120,000 in 1961 and 2,027,000 in 1951, an increase of less than 5% . The under- 10 age group showed an increase of less than 3%, going from 1,043,000 to 1,077,- 000. To and from U.S. Austria's imports of toys are almost three times as great as its toy exports. In 1962 only 1% of the imports were from the United States while 25% of Austria's toy exports were to the United States. Sporting-goods exports from Aus- tria, however, were almost four times as much as her imports. Only 5% of her sporting-goods imports were from the United States while 24% of her exports were to the U.S. The immediate future is promising for American exporters of the more unique lower-priced toys, sporting goods, camp- ing aad other outdoor equipment. Busi- ness will not be there just for the asking — it will be necessary for American man- ufacturers to recognize the requirements of this market and, where necessary, to adapt their methods accordingly. The Austrian toy stores and toy de- partments of department stores in many respects resemble the typical American toy stores and departments. The major differences are less self-service and a definite emphasis on lower-priced lines. Japanese and lower-priced German items are very much in evidence. A few of the better-quality stores carry limited selec- tions of American products. According to one authority, only 10 to 20% of toys sold locally are made in Austria. Ger- many is still the major source, followed by England, France, and Italy. There are indications that Germany's share is de- clining somewhat while that of EFTA countries is increasing. More specialization Most sporting goods and outdoor rec- reation equipment can be found in Aus- tria, except for the typically American baseball, football, and basketball. Gen- erally, the U.S. type of sporting-goods store is only located within the larger department stores. Austrian sporting- goods stores are far more specialized. Fishing and hunting equipment are rarely found — these are the province of the spe- cialists. The typical sporting-goods store places as much — and often more — em- phasis on sports clothing as on actual equipment. AUSTRIA'S GROSS NATIONAL PRODUCT (AT CURRENT PRICES) Billions of Dollars 8 6.2 1950 1959 1960 1961 1962 8 Although "Made in USA" is a prestige symbol that implies quality merchandise, "Made in Germany" is widely en- countered, especially for toys. This is not surprising, in view of the common lan- guage, many years of cultural and trade exchange between the two countries, and the fact that many popular periodicals originate in Germany rather than Aus- tria. American manufacturers of toys and sporting goods must offer uniqueness of design and good quality at competitive prices if they are to become established in Austria. In a country of small-apartment dwell- ers, reluctance to purchase the larger in- door toys that would get in the way limits the potential of many U.S. toys. In spite of this problem, however, train sets are obviously popular items. Auto-race sets and modelling kits are also being intro- duced, and some dealers expect them to be popular. The relatively low level of personal income and traditional dependence upon European supply sources impose other limitations, but there are definite oppor- tunities and selected items can certainly be exported to this market in increas- ing quantities. Basic considerations Price is the most important factor mak- ing for a paucity of U.S. products in Austrian toy stores. Lack of effort and interest among American businessmen is another major cause. Austrian demand currently centers upon educational toys and hobbies, and products of several U.S. manufacturers of model-airplane, ship, and car kits are doing well. There is room for still more. Similarly, there ap- pears to be a satisfactory market for the less expensive novel and mechanical items made by many American firms. More ex- pensive items will find a limited market, selling probably only to tourists and some of the more affluent Austrians. Winter sports probably account for the largest segment of the sporting goods market. The fact that U.S. products are accepted is proved by the success of a couple of American manufacturers of high-quality skis. Their reputation is un- questioned, in spite of the fact that Aus- tria itself is a major exporter of skis. Be- cause of the premium price of the U.S. skis, however, the market is limited to the top income group and the very important tourist market. Specialized ski equipment should be able to find a market in Aus- tria. Camping equipment — as in most Euro- pean countries — is probably the next most important sporting-goods category. Few, if any, U.S. camping products are cur- rently found in Austria. There are several Austrian major tent manufactuers and substantial imports of others from France and Germany. There is a possible market — but limited — for the rapid-assembly travel tents gaining popularity in the U.S., and for tent-trailers to a lesser extent. Camping appliances such as stoves, lan- terns, and heaters are operated from bottled gas and are usually imported from France. There does not appear to be a market for typical American camping appliances. Some of the smaller, more unique camping accessories currently be- ing introduced in the United States might find a r.urket. Motor-boating activity, although still quite small, shows some promise of growth, to the benefit of U.S. manufac- turers. The interest is primarily in 4- NEW OIL REFINERY: Schwechot, in Lower Austria, is the site of a new oil refinery completed in 1960. cycle motors, as the 2-cycle variety is prohibited on most Austrian lakes. In- deed, motor-boats of any kind are ap- parently banned on many lakes. Small run-abouts and sports boats, priced com- petitively, should find a limited market in Austria. Only a few golf courses exist, providing a very limited market. As the standard of living increases, this market may im- prove. Bowling is becoming quite popular. Bowling accessories should, therefore, show increased sales volume. Fishing is not as widespread as in the United States. Much equipment is locally manufactured, with substantial imports from Japan. Some is currently being im- ported from America. More novel, less expensive American fishing equipment should find a market in Austria. Ice skating and ice hockey are popular activities. Hockey skates are imported from Canada, with the bulk of the other items made locally or imported from European countries. It is questionable whether U.S. firms can make a substantial impact in this field. Distribution and merchandising On the average, toys and playthings carry approximately a 33'/3% retail markup, while that for sporting goods is about 30% . There is very little price competition among retailers. Advertising practices, especially for toys, differ considerably from those in the United States. Commercial television is considered too expensive for toys and sporting goods. Advertising is limited to newspapers and, during the busy season, radio and occasionally movies. This, of course, places a limitation on those U.S. products which depend upon television demonstration to create demand. There are an estimated 400 to 500 sporting goods stores. Approximately 2,500 stores sell toys and playthings in Austria. These figures include depart- ment stores. There are about 25 functional toy wholesalers and jobbers, but only one general sporting-goods wholesaler of im- portance. Many Austrian manufacturers of one or more sporting-goods items act as jobbers of other related items so as to present full lines to their retail cus- tomers. Combined orders On an informal basis, it is not unusual for several of the major toy wholesalers or retailers to join together to place com- bined orders for specific items in order to take advantage of quantity discounts. There are no formally organized buying groups specializing in toys or sporting goods. A few stores belong to a German buying group. The Christmas season is the big season for toys but does not account for quite as large a portion of the total year's business as in the United States. For example, a major Vienna toy and sport- ing goods .store indicated that the last 3 months of the year accounted for 55% of its total toy sales for the year. The same three months accounted for 50% of the store's sporting-goods volume for the year — almost entirely concentrated in winter-sports items. As Austria's economy grows — and in view of extended vacation periods of 3 weeks or more — the market for selected U.S. toys, sporting goods, and outdoor recreation products may increase. The market will not be substantial or profit- able, however, for firms unable or un- willing to adjust to the requirements of this small country. A complaint often heard is that many American firms "can't be bothered" with the size of orders that most Austrian firms are able to give. Further, complaints are heard that many letters to U.S. firms go unanswered. This creates resentment against all American firms. Very few Austrian firms have even been approached by American companies or their agents. If a representative from the home office can't make occasional trips to the country, it is usually advisable to appoint a local agent who knows the Austrian trade and its practices. Whenever written instructions are nec- essary for a product, they should be furnished in German. Lack of such in- structions necessarily limits the potential of any item in Austria, even though many people do speak and read English. U.S. businessmen interested in trading or establishing business con- tacts in Austria can receive assist- ance by consulting any of the 39 Department of Commerce Field Of- fices. Businessmen may also consult with the Economic Office of the Austrian Embassy, 2343 Massachu- setts Avenue, NW. ; Washington, D.C. 20008, or the Austrian Trade Delegate at one of the following addresses: 31 East 69th Street, New York City, New York 10021 (East- ern Seaboard States); 195 South Beverly Drive, Beverly Hills, Cali- fornia 90212 (West Coast); 2925 N. Pinegrove Avenue, Chicago, Illinois 60657 (Midwest and Mountain States); and 7316 Pershing Avenue, St. Louis, Missouri 63130. BLAST FURNACES: Iron and steel works at Linz. 10 Austrian consumer goods market chiefly in medium-price range Special interest in wearing apparel, housewares, gifts, wash-and-wear fabrics; high percentage of young consumers By CHARLES E. SNELL Retail merchandise consultant Austria offers a market for many U.S. consumer goods, particularly medium- priced wearing apparel, housewares, gifts, and labor-saving household items. U.S. cosmetics are seen, though in modest supply; but many U.S. health and beauty aids are not yet represented. On the basis of consultations with Austrian businessmen, including retail store buyers, the Mission found particular interest in children's wear, especially in the new wash-and-wear fabrics. Such fabrics also are in demand in wash-and- wear yardgoods, women's apparel, men's shirts, and underwear. Considerable in- terest was evident in wool and synthetic blends for men's clothes. Forty percent of the total fabric output by Austrian woolen mills now consists of blends of wool and synthetic fibers. Retail buyers were also interested in sources of supply for bath and hand towels, housewares of plastic, and do-it-yourself hardware. Austrian merchandisers say that retail mark-ups are slightly lower than in the United States. Austrian firms repeatedly stated that U.S. exporters were willing to accept only large orders and that the di- rections for use were printed in English and not in German. They also complained that U.S. manufacturers were reluctant to furnish advertising cooperation as they do in the United States. Market characteristics Austria, a country of relatively full employment, shows a continual rise in its standard of living and a desire for more and better quality products. One third of the population lives in Vienna, one half the entire population in the Danube valley. The Austrian popula- tion of 7,073,807 is comprised of age groups as follows: Up to 25 years, 37% ; 25 to 45, 24% ; 45 to 65, 27% ; and over 65, 12%. Population distribution is important because it shows that a manufacturer can effectively penetrate this market by making his initial connections in Vienna and by concentrating on products pre- ferred by the pie. large group of young peo- Competition Apart from a comparatively large num- ber of domestic manufacturers — most of them small or medium sized — the main supplier of soft consumer goods is the European Economic Community (EEC). EEC in 1962 supplied Austria with about 59.3% of her total imports, compared with 13.2% from EFTA countries. U.S. exports to Austria totaled about $86.5 million, or only 5.6% of the Austrian market. A number of the larger U.S. manu- facturers are already represented in Aus- tria, but there are opportunities for smaller and intermediate firms to enter the market. Some general department stores buy independently — not through a buying or- ganization. U.S. buying office affiliations are sorely needed. All the stores are busy and well managed, and merchandise is well displayed; sales people are well trained, polite, and accommodating. Self selection is used more and more widely because of the shortage of sales help. Follow-through campaign Response to American trade proposals indicated considerable interest in U.S. PRIVATE TRANSPORTATION IN AUSTRIA THOUSAr JDS _ ^^_ Registration of Private Automobiles, Except Taxicabs 550 Registration of Motorcycles 450 350 250 150 1 1958 1959 1960 1961 1962 SOURCE: Austrian Central Statistical Office 11 products. A follow-through campaign is needed, if full advantage is to be taken of this initial interest. The U.S. manu- facturer who desires to sell in the Aus- trian market must plan a throughly or- ganized effort by: ■ Exhibiting at European trade fairs, one of which will be held in Vienna dur- ing the fall of 1964. ■ Stressing the "Made in U.S.A." angle. The mission found repeated evi- dence of the Austrian consumers' desire to modernize their homes and generally improve their standard of living, in part a result of the influence of U.S. movies which are quite popular, and of the widely circulated American magazines. The U.S. label carries an endorsement of quality and good taste. ■ Pricing merchandise competitively with other foreign manufacturers. ■ Being realistic about the size of the market and showing interest in the small- and medium-size distributor. Austrian re- tail distribution is made up primarily of many small specialty shops who buy in modest quantities, mainly through agents who generally represent several types of merchandise as well as several different suppliers. ■ Replying promptly and courteously and in detail to requests from Austrian firms. * Austrian automation Automation is gaining steadily in Austria, where there has been full employment in recent years. This had led to a strong demand for electronic data processing equipment. Computers, first used by the nation's major corporations, pri- marily among banks and steel plants, now are being utilized by smaller concerns. Since domestic production of electronic data processing equip- ment is limited, much is imported. American-made electronic com- puters have found widespread ac- ceptance. ■ Arranging with European service companies to service or replace parts. Such service could be provided by using free zones or free ports. Needed parts can keep expensive equipment idle. ■ Providing sales brochures, instruc- tions and specifications in German. ■ Visiting the market, studying it and the competitive lines first hand, and planning a sales approach accordingly. ■ Quoting prices c.i.f. port of entry, whenever possible. ■ Being willing to enter into long-term agency contracts with Austrian importers, so that they can provide for adequate financing and capital investments. Six months, for example, is insufficient. Such contracts should be made valid for at least 3 years. ■ Providing substantial advertising al- lowances, particularly when a new prod- uct is to be introduced. Most local dis- tributors would normally be satisfied with a 50% advertising contribution, but want a larger participating contribution to launch a new product or new label. ■ Undertaking local training programs conducted in German, including both sales and service for certain U.S. prod- ucts. ■ Being realistic with terms. To date, most U.S. exporters have been too rigid on their payment requirements, which often present major obstacles to establish- ment of satisfactory business relations with Austrian firms. Most exporters in competing countries now accept payments within periods ranging from 60 to 120 days after receipt of goods. Austrian agents, the Mission found, are proud of their business judgment and ability to pay. Credit information is easily ac- cessible through World Trade Directory reports, for sale at $1 each by the Com- merce Department's Bureau of Interna- tional Commerce, Washington, D.C. 20230. CLOTHING: Trade mission members inspect clothing department. 12 Background: Austria's tariffs, trade, credit terms Austria cuts tariffs, duties; U.S. exporters should benefit Items in demand include frozen pharmaceuticals, medical instru Access to the expanding Austrian mar- ket is improving steadily tor U.S. ex- porters, who can now take advantage of Austria's rising standard of living and progressive import liberalization meas- ures. Market opportunities The U.S. Embassy in Vienna reports that a large number of Austrian firms are seeking to represent American firms or to import U.S. products, and that promising sales opportunities await alert businessmen in many product lines. Among them are leather and artificial leather, frozen foods, oils and fats, high quality pharmaceuticals, cosmetics, medi- cal and other instruments, and a wide variety of chemicals. Electronic data processing is also re- ported to be gaining ground steadily. Other products listed among desired U.S. items are tools, labor saving devices, construction supplies and equipment, and various consumer goods. Meat and poultry Market development programs for poultry, meat, and tobacco, initiated by the U.S. Government in cooperation with U.S. business groups, are leading to in- creased consumption of certain types of these products. The campaigns stress poultry parts, rather than whole birds, and a filter-tipped cigarette containing approximately 50% U.S. tobacco. Ad valorem duty rates apply to most of the positions in the present Austrian customs tariff that became effective in 1958. Imports of raw materials are ac- corded duty-free entry or are assessed rates up to 10 per cent; semifinished products are subject to rates up to 20 per cent; and finished products carry rates ranging from 20 to 40 per cent. Where specific duties are levied, the tariff incidence may in some cases be higher. A turnover equalization tax is assessed on the duty-paid value of most imported commodities. This tax is de- signed to subject imported goods to the same tax burden as is imposed on domes- tic goods which are subject to a turnover tax. The turnover equalization tax foods, oils, fats, cosmetics, ments, variety of chemicals amounts to 1.8 per cent for certain food- stuffs. 5.25 per cent for semifinished products and some finished products, and 6.75 per cent to 8.25 per cent for other finished products. In the past few years, the Austrian government has enacted several tempo- rary tariff reductions which have been extended until they are now virtually permanent. As a member of the Euro- pean Free Trade Association (EFTA), Austria is in the process of eliminating, by scheduled steps, all tariffs on indus- trial and certain other goods originating in other EFTA member states. (EFTA member countries are Austria, Denmark, Norway, Portugal, Sweden, Switzerland, and the United Kingdom. Finland is an associated member. ) Import licenses are required for all goods, whether or not subject to quanti- tative restrictions. The Austrian govern- ment has eliminated quantitative restric- tions on a large number of tariff positions during the past two years and additional liberalization measures are scheduled for 1964. Licenses are granted freely and automatically for liberalized goods and global import quotas are being progres- sively expanded for most non-liberalized commodities. The majority of consumer goods are on the liberalized list and little difficulty should be encountered. Austria's more liberal policy toward imports coupled with its difficulties in boosting exports significantly led to a trade deficit of $192 million by the end of June, 1963, compared to $132.5 mil- lion at the same point in 1962 U.S. Austrian trade As iii the preceding year, U.S. exports to Austria got off to a slow start in the first quarter of 1963, but then picked up appreciably in the second quarter. Ac- cording to Austrian statistics, the first half year ended with imports from the U.S. totaling $39 million, off slightly from the $42 million registered during the comparable period in 1962. Thus, the gains of the second quarter could not fully offset the setbacks of the first three months when U.S. exports to Austria dropped $5 million below the corre- sponding 1962 level. VIENNA: Sporting goods in Vienna department store. 13 More advertising being sold in Austrian press Posters are important media and TV and radio gaining The Austrian advertising industry is undergoing a period of rapid growth, marked by a steady expansion of serv- ices. As greater mass markets open up for many products, marketing expendi- tures climb. The advertising center is Vienna, the heart of the most populous area and national distribution center. Austrian expenditures for advertising totalled about $65 million in 1962 — a per capita outlay of approximately $8 per year. This represents an increase of more that 8% over the $60 million spent on advertising in 1961. The relative importance of the various media can be seen from their shares of 1962 expenditures. About 64% of the total went into newspaper and maga- zine ads. Radio and cinema advertising accounted for 8.5% each, posters for 6.6% and television for 5.9%. Establishing brand name The establishment of a brand name in the Austrian market will take time and effort. Samples are helpful to agents, wholesalers, and retailers alike. U.S. firms may enlist the services of local agencies familiar with Austrian media and the nature of the Austrian market. There are over 350 advertising agencies, con- centrated for the most part in Vienna. A few of these specialize in market research and opinion polls. The media Newspapers and magazines are the most preferred advertising media in Aus- tria. Popular magazines, enclosed in folders bearing additional advertising material, are circulated in coffee houses, barber shops and restaurants. A number of periodicals published in Germany are widely read in Austria. Movie house commercials in the form of slides and motion picture shorts offer an effective advertising medium as do radio commercials. Television commercials, introduced in 1959, are confined to a limited number of time spots but continue to grow in importance with the rapidly increasing number of homes with TV. By the end AUSTRIAN MACHINE SHOP: The machinery construction department of the Brown Boveri Works in Vienna is typical, according to the Trade Mission report, of equipment to be found in many Austrian plants. of 1962, sixteen out of every 100 Aus- trian households had television reception, while one out of every four households in Vienna was so equipped. The use of posters is widespread. Gen- erally of high artistic quality, posters are displayed on billboards and on the well-known Litfass-Saeulen. which are cylindrical columns located on corners, near street car stops, and in other public places. In Vienna, a city-appointed jury selects the best poster of the month. American posters are not only eligible for this honor, but have been selected several times in recent years. Small plac- ards add color to the interiors of buses, streetcars, and other public carriers. Poster advertising in Vienna is ad- ministered by GEWISTA, Vienna I, Rathausstrasse 1, while most billboards and Litfass-Saeulen in the Provinces are administered by International Werbe- Gesellschaft, Vienna I, Hoher Markt 12. In the case of Austrian Federal Railways facilities, advertising is regulated by Oes- terreichische Eisenbahn-Reklame Lud- wig Sinek, Vienna IV, Brucknergasse 8. Trade fairs Austrian trade fairs offer many trade advantages and play a significant part in the economic life of the country. The largest and most international of these are the spring and autumn fairs in Vienna. These attract numerous domestic and for- eign buyers. The Vienna international trade fairs are represented in the U.S. by the Austrian trade delegates, whose addresses are given elsewhere in this is- sue. Major provincial trade fairs having an international flavor are held regularly in Graz. Dornbirn, Innsbruck, and Kla- genfurt. The one at Dornbirn is designed primarily for the textile industry. Language and correspondence Trade literature and servicing instruc- tions should be printed in German, the official language of Austria. The agent or representative in Austria who has such material is in a far better competitive position. Most large commercial houses can, however, conduct correspondence in English and French in addition to Ger- man. Correspondence and personal visits play a significant role in the conduct of business. Expeditious handling of cor- respondence, including the use of air mail, is greatly appreciated and hejps compensate for the distances involved. Agents Many United States firms intending to sell in the Austrian market avail them- selves of the services of a competent agent or representative. The Austrian business- man, somewhat conservative in his buy- ing habits, tends to stick with his estab- lished trade contacts. The importance of personal contacts and the influence of the individual merchant on the consum- er's tastes and preferences should not be underestimated. 14 Governments acts to encourage transit trade The development of warehousing facilities has been aided by the Austrian Government for the purpose of encour- aging transit trade, and the regulations governing warehouses are very liberal. Three types of warehouses are main- tained: public, private and open. Public Warehouses Merchandise may be stored under bond in public customs warehouses as long as desired, subject to storage charges. If the bonded goods are shipped out of Austria again, no duty is levied, but if they are to be sold in Austria, they must be cleared and the duty paid. The privilege of unpacking, sorting, labeling, and repacking of merchandise is permitted, under control of the cus- toms authorities, only within limitations fixed by the regulations governing the individual customs warehouses. Private warehouses Reputable merchants may store dutia- ble goods in separate rooms of their own warehouses or business premises. Keys to these rooms are kept by cus- toms officials. The same regulations apply to the public warehouse. Manipulation of goods is permitted only when necessary to maintain the merchandise in good condition. Open Warehouses The most common type of warehouse is the so-called open warehouse. Any reliable merchant may obtain from the customs authorities a permit to store im- ported goods, on which duty has not been paid, in a specified room of his own place of business. He gives bond to the customs authori- ties that he will at stated times pay the duties on all such goods sold within the country. Customs authorities make inventory inspections from time to time, to deter- mine what goods are still on hand. This type of warehouse operation enables the merchant to divide his goods, assemble them, show them to customers and re- pack them. Special provisions Warehoused goods of U.S. origin may be entered on the warehouse books as AUSTRIAN HOLIDAYS 1964 Austria has many legal holidays which are not observed in the United States. Among them are Ascension Day, Corpus Christi and All Saints' Day. U.S. firms will find it difficult to contact Austrian businessmen on holidays and in August, a popular vacation month. Following are the official Austrian holidays in 1964: New Year's Day, January 1 ; Easter Saturday, March 28, 1964; Easter Monday, March 30, 1964; May Day, May I ; Ascension Day. May 7, 1964; Whit Saturday, May 16, 1964; Whit Monday, Mav 18, 1964; Corpus Christi Day, May 28, 1964; Assumption, August 15; All Saints' Day, November I; Immaculate Conception, December 8; Christmas Eve, December 24; Christmas Day, December 25; St. Stephen's Day, December 26. In addition, some provincial holi- days are observed. the property of the American firm and at the disposal of the firm's Austrian repre- sentative. Goods are thus protected against attachment or other legal proce- dures directed against the local repre- sentative. Provision is made also for legal protec- tion in the case of seizure, failure to receive payment for sales on credit, etc. Credit terms call for payment in 90 days; 30-day cash discount Payment within 90 days is common for commercial transactions although terms vary according to the types of commodities. A cash discount is gen- erally expected for payment within 30 days. SUPERMARKETS: U.S.-style food stores are becoming popular in Austria. 15 Overseas traders, listed below, want to do business with American firms. Commodities they wish to buy or sell are identified by description and by Standard Industrial Classification (SIC) Manual number. Other symbols used: * — Additional information on the trade opportunity may be obtained by writing Commodity Export Promotion Staff, BDSA-111, Department of Commerce, Washington, D.C., 20230. NCIA — No commercial information available on the overseas firm. WTD — World Trade Directory report available. WTD reports give a de- scription of the firm, its sales territory, size of business, sales voluiie. trade and financial reputation and other data. Copies can be bought for $1 each from the Commercial Intelligence Division, Bureau of Inter- national Commerce, U.S. Department of Commerce, Washington, D.C., 20230. Numbers following the WTD symbol show the date the report was issued. I.R. — Interview Report, identified by following number, is available on the trader. These reports are compiled by the Trade Mission. Copies can be obtained from Trade Mission Division, Bureau of International Commerce, U.S. Department of Commerce, Washington, D.C., 20230. Leads for Exporters 200 Food Wholesaler seeks sources for all types of frozen food, special interest in seafood. Wiking Fischhandels AG, Nordwestbahnhof, Vienna. I.R. 280. 201 Meat Products Importer/distributor of food products seeks agency for canned meat items. Theodor Etti, Feinkost Imnort Kom.Ges., Gudrunstrasse 115. Wien X. WTD 1/15/53. I.R. 242. 203 Canning, Preserving Foods Food distributor seeks to import branded or unbranded preserves in jars, canned fruits and vegetables. Particularly interested in compotes, prunes, pineapples, peaches, apricots rears, asparagus, string beans, peas, carrots. Hein- rich Kienreich, Hallerschlosstrasse 16, Graz. I.R. 314. 208 Beverage Industries Firm wishes to import alcoholic beverages. Ing. Gerold Fischer, Gentzgasse 78, Vienna XVIII. I.R. 342. Wholesaler seeks agency for exclusive dis- tribution of soft drinks extracts, essential and perfumery oils. Akras, Dresdnerstrasse 81-85, Vienna XX. WTD 8/21/63. I.R. 382.* 209 Food Preparations Manufacturer of canned foods wishes to im- port canned or bottled sauces, seasonings, fancy groceries or specialty items, especially for deli- catessen use. Scliloss Deli.atess Ges.m.b.H., Steinebrunn b. Drasenhofen, Lower Austria. I.R. 340. Firm desires to import crude vegetable oil in drums, also shortening in drums. Hirsch & Schuster KG, Scherzgasse 1, Vienna II. I.R. 265. 220 Textile Mil! Products Wholesaler seeks exclusive piece goods lines: printed cottons, imitation linens, synthetics for resale to dress goods manufacturers, rainwear fabrics. Anna Meller, Textil Import, Neubau- gasse 66, Vienna VII. I.R. 317. Importer seeks additional lines of all ty^es of piece goods for garment manufacture. Asko- tex, Wipplingerstrasse 11, Vienna I. I.R. 307. Clothing manufacturer seeks sources of fake furs and fabrics for ladies' coats and outer- wear. Leo Lichtenstein & Co., Taborstrasse lib, Vienna II. WTD 5/13/63. I.R. 287.* Firm seeks agencies for Austria and West Germany for rainwear and outerwear fabrics, printed nylons, foam back jerseys. Interested in all types of textiles. Arthur Lohre. Gonzaga- gasse 10, Vienna I. WTD 8/22/63. I.R. 368. Wholesaler seeks lines of fabrics for outer- wear and rainwear. H. Madjera & Co., Boerse- platz 3, Vienna I. WTD 8/8/62. I.R. 338. Former garment manufacture r S( eks agencies for Austria for all types of fabrics for produc- tion of men's, women's and children's outer- wear; also new man-made fiber clippings, woven or knitted, such as orlon, nylon perlon, acrylic fibe r , genuine or assorted; o'd genuine serge, old flarnels not assorted; o'd worsteds, all for spinning mills. Erste Stad'auer Tuch- fabrik Sagar & Co., Neutorgasse 2, Vienna I. I.R. 246. Firm seeks exclusive representa'ion for piece goods, textiles, laces, elastic webbing for gar- ment manufacturers. Stocks merchandise as wholesalers. Also acts as agent. Carl A. Goer- lich, Tmnort-Ex'ort, 3/ 9 a Castelligasse, Vienna V. WTD 10/25/63. I.R. 260. Manufacturer/distributor interested in im- porting newly developed fabrics including syn- thetics for sportswear and s'irts. Gerhard Janke "Jaspo" S^ortartikelfa^rik. 12-14 Neu- baugasse, Vienna VII. I.R. 290. Firm seeks agency for exclusive sale of outerwear and rainwear fabrics. Rudolf Zeitler Import Export Vertretungen, Baeckerstrasse 3, Vienna I. I.R. 279. 221 Broad Woven Fabric Mills, Cotton Importer seeks agency for new type stretch cotton fabrics and piece good for manufactur- ing men's and women's clothing. Louis J. Ross, Salzgries 17, Vienna I. WTD 4/24/62. I.R. 370. 224 Narrow Fabrics, Other Smallware Mills Importer seeks sources of synthetic \arn fabrics made of strong polyester in widths of .3mm, . un, .7mm, 1mm. 1.5mm, 2mm, 2.5mm. or finer. Cellophane or aluminum foils not ac- ceptable. Alfons Zorko, Blindengasse 50, Vienna '.'lil. I.R. 304.* 225 Knitting Mills, Products Sales organization seeks Austrian agencies for jerse; knit fabrics for outerware, interlinings and webbings for sale to garment manufac- turers. M. Mandel. Odeongasse 8. Wien II. I.R. 249.* 226 Dyeing, Finishing Textiles Manufacturer seeks to import fabrics suit- able for making ski pants and slacks. Von- willer & Co., Haslach/Muehl, Upper Austria. WTD 9/18/63. I.R. 250. Wholesaler seeks suppliers of textiles used for outerwear and rainwear. Will carry stocks for resale. Widder & Co.. Schwertgasse 6, Vienna I. WTD 8/18/62. I.R. 300. 228 Yarn, Thread Mills, Products Manufacturer wishes to purchase banlon yarn from direct source for manufacturing ladies' lingerie in popular price range. Ing. Ferdinand Poesehl. Breitenseerstrasse 49, Vienna XIV. WTD 5/8/50. I.R. 267. 229 Textile Goods Importer seeks agency for fake furs. Alfons Zorko, Blindengasse 50. Vienna VIII. I.R. 304.* 230 Apparel Manufacturer seeks direct connections with producer of outerwear. Vonwiller & Co., Has- lach/Muehl. Lpper Austria. WTD 9/18/63. I.R. 250. 231 Men's, Youth's, Boy's Suits, Coats, Overcoats Importer seeks additional lines of finished men's apparel. Askotex, Wipplingerstrasse 11. Vienna I. I.R. 307. Retailer will purchase men's dacron and wool-blend clothing. Anton Huebl KG, Heiden- schuss 2, Vienna I. I.R. 371. 234 Women's, Misses', Children's, Infants' Undergarments Manufacturer seeks branded line of ban- lon lingerie for resale to Austrian retailers. Ing. Ferdinand Poesehl, Breitenseerstrasse 49. Vienna XIV. WTD 5/8/50. I.R. 267. Former corset accessory dealer seeks agency for brands of corsets, brassieres, panty girdles. Nowosad & Sohn, Wipplingerstrasse 24-26, Vienna I. I.R. 282. Importer/wholesaler seeks exclusive repre- sentation for women's under garments. H. Mad- jera & Co., Boerseplatz 3, Vienna I. WTD 8/8/62. I.R. 338. Wholesaler seeks exclusive representation for Austria of corset and brassiere branded lines. Leo Auer, Goldschmiedgasse 6, Vienna I. I.R. 301. 239 Fabricated Textile Products Agent seeks lines of finished blankets and wiping cloths for industrial use. Erste Stad- 16 lauer Tuchfabrik Sagar & Co., Neutorgasse 2, Vienna I. I.R. 246. 243 Millwork, Veneer, Plywood, Prefabricated Structural Wood Products Manufacturer of furniture, prefabricated houses and wood products seeks to expand sales through import of related lines of prod- ucts. Holzwerke Schleussner, Braeunerstrasse 3, Vienna I. I.R. 318. Importer seeks agencies for sound-proofing and insulating materials, prefab houses. In- terested in agencies for other types of con- struction materials. E. & E. Routil OHG, Strozzigasse 32/34, Vienna VIII. I.R. 312. 250 Furniture, Fixtures Manufacturer of furniture, prefabricated houses and wood products seeks to expand sales through import of related lines of wood products. Holzwerke Schleussner, Braeuner- strasse 3, Vienna I. I.R. 318. 264 Converted Paper, Paperboard Products Manufacturer/wholesaler seeks stationery items, all kindred lines usuallv sold in sta- tionery stores. Mar^reiter, Spitalgasse 1, Vienna IX. I.R. 372. Wholesaler wishes to represent manufactur- ers of writing paper and desk supplies. Pirarho, Holzhausergasse 3, Vienna II. WTD 3/15/60. I.R. 320. Wholesaler seeks exclusive lines in station- ery and supplies. Benatus Ratti<=tic. Schoen- brunnerstrasse 112, Vienna V. I.B. 313. 280 Chemicals Manufacturer/distributor of chemical, phar- maceutical a"d cosmetic products seeks addi- tional related Hnes. Si^mapharm. Levstrasse 129 Vienna XX. WTD 4/7/61. I.R. 394. Firm seeks to en'ar^e existing sales by rep- resenting additional plastics and chemical pro- ducers including a'cobols and acetates. Kunst- stoff diemi" Ges. m.b.H., Kienmayergasse 15, Vienna XIV. I.R. 291. 281 Industrial Chemicals Manufacturer seeks ma'ena] and process to impregnate sanitary napkins with deodorizer and minimize moisture. Faus^er & Co.. Ver- bandstoff im'l Wa'tefabrk. S"hotten f eldgasse 78 Vienna VII. WTD 7/24/61. I.R. 321. Manufacturer of dental cements seeks to im- port sodium alginate for resal>\ \. Platzer OHG, Joergerstrasse 45. Vienna XVII. I.B. 319. Who'es-ler interes'ed in asency for indus- trial chemica' and i"du«trial raw materia'*. Heinri-h Kail Neulin<"gasse 12, Vienna III. WTD 8/21/63. I.R. 377? Manufacturer wishes to buy inqredients to manufacture pharmaceuticals: W'lling to im- port finished products if not possib'e to obtain unfinished materials. Laevosan Gesellschaft. Franckstrasse 2, Linz/D. WTD 8/12/63. I.R. 286.* 282 Synthetic Materials Importer desires to purchase platsic for up- holstery trade and manufacture. Oesterr. Leder & Gummi KG. Mariahilferstrasse 112, Vienna VII. WTD 6/5/62. I.B. 386. Wholesaler seeks vinyl floor coverings and plastic fabrics for resale to manufacturers of hi'Tgaae and handbags. Prices must be quoted cif Trieste. Telo n lastic, Hofmuehlgasse 15-17, Vienna VI. I.R. 349. 283 Drugs Pharmaceutical manufacturer/distributor seeks to import ethical items for distribution in Austria. Able to undertake required local registration. Eggochemia, Fabrik f. Chem. & Pharm. Praeparate, Heiligenstaedterstrasse 158, Vienna XIX. WTD 3/31/61. I.R. 266. Manufacturer/distributor interested in im- porting pharmaceutical products. Karl F. Florian, Sobieskigasse 35, Vienna IX. I.R. 379. Manufacturer seeks exclusive agency for vet- erinary chemical pharmaceuticals, particularly interested in diagnostics. Sells to wholesalers only. Serotherapeutisches Institut G. m.b.H. Triesterstrasse 50, Vienna X. WTD 5/3/61. I.R. 376. 284 Soap, Detergents, Cleaning Preparations, Perfumes, Cosmetics, Other Toilet Preparations Manufacturer/wholesaler wishes to repre- sent aerosol cosmetics lines in Austria. Wiag Import Export, Anzengrubergasse 30, Vienna V. I.R. 346. Wholesaler interested in exclusive agency of all kinds of cosmetics, particularly sprays and deodorant sticks. Sells to wholesalers only. Kollergerngasse 4, Vienna VI. Firm name (Chemofopa Aussenhandel). WTD 6/5/63. I.R. 374. Manufacturer/wholesaler desires Austrian agency for aerosol cleaning products. Rein- bacher Maschinenfabrik, Elisabethstrasse 13, Vienna I. WTD 1/30/63. I.R. 299.* Wholesaler/retailer seeks lines of rust in- hibitors. Sisol, Hernalser Hauptstrasse 84 Vienna XVII. WTD 6/28/63. I.R. 315.* Manufacturer/distributor of industrial de tergents and anticorrosive compounds seek agency in Austria for new products in this field, especially detergents and cleaning com- pounds for airplanes, buildings, compounds for steam cleaners. Atlas KG Ed. Muchitsch & Co., Maria Theresienstrasse 32/34, Vienna I. I.R. 274. 287 Agricultural Chemicals Firm seeks to import for Austrian distribu- tion agricultural disinfectants and sprays. Able to repackage bulk quantities in small con- tainers. Carl Vanicek Chem. Techn. Konsulent, Josefstaedterstrasse 34, Vienna VIII. I.R. 297. 311 Leather Tanning, Finishing Importer desires to purchase all types of leathers used in manufacture of shoes and luggage and for upholstery. Oesterr. Leder & Gummi KG, Mariahilferstrasse 112, Vienna VII. WTD 5/6/62. I.R. 386. 313 Boot, Shoe Cut Stock, Findings Shoe manufacturer wishes to import lining splits in different colors, one millimeter thick; soft moccasin leather, upper leather splits, box calf, small sizes, unfinished tannage, flush side. Humanic, Annenstrasse, Graz, Styria. I.R. 387. 314 Footwear, except Rubber Wholesaler seeks exclusive representation of work shoes. H. Madjera & Co., Boerseplatz 3, Vienna I. WTD 8/8/62. I.B. 338. 326 Pottery, Related Products Importer seeks lines of non-electric house- wares, kitchen ware, china and glassware for home, hotel and restaurant use. Kuechen Greussing, Kaiserstrasse 11, Bregenz/Vorarl- berg. WTD 8/17/61. I.B. 328. 327 Concrete, Gypsum, Plaster Products Manufacturer and distributor seeks agency for ornamental fountains, electrically oper- ated, for home gardens, parks, schools, public buildings. F. Beiner & Co., Lindengasse 62, Vienna VII. WTD 8/6/62. I.R. 309. 340 Fabricated Metal Products Importer/distributor seeks lines of non- electric hardgoods for home use. Gero Artmer, Import Werksvertretungen, Schulerstrasse 7, Wien I. I.R. 278. 342 Cutlery, Hand Tools, General Hardware Distributor of building materials and sup- plies interested in importing from or represent- ing manufacturers of power hand tools and newly developed building and construction sup- plies and equipment. Erich Griessler, Prater- strasse 13, Vienna II. I.R. 381. Agent desires to represent producers of household utensils. Ernst Rado Handelsagentur Generalvertretungen, Klopsteinplatz 3, Vienna III. I.R. 261. 343 Heating Apparatus, Plumbing Fixtures Importer of appliances and hardware seeks distributorship for do-it-yourself items, espe- cially tools. Fa. Holter & Co., Werksvertretun- gen, Obere Donaustrasse 79, Vienna II. WTD 3/19/63. I.R. 271. 344 Fabricated Structural Metal Products Importer/wholesaler/retailer seeks lines of individual, central air conditioning units, re- frigerators, water coolers, oil fired burners. Dipl. Ing. Johann Klein, Lichtenfelsgasse 7, Vienna I. I.R. 344. Manufacturer/distributor wants agencies in Austria for adjustable chrome baby cribs, auto-top ski racks, outdoor aluminum furni- ture. Wilhelm Zultner & Co., Kastellefeld- gasse 39, Graz, Styria. I.R. 390. Manufacturer of furniture, prefabricated houses and wood products seeks to expand sales through import of related lines of wood or steel products. Particularly interested in steel storage fixtures and shelving for ware- houses. Holzwerke Schleussner, Braeuner- strasse 3, Vienna I. I.R. 318. 350 Machinery, Except Electrical Manufacturer/distributor wishes to repre- sent manufacturers of production, chemical equipment. Might be willing to import on own account where practical. Ing. Fraenkel & Kirchner, Franz Josefs Kai 21, Vienna I. I.R. 243. 351 Engines, Turbines Distributor seeks to import on own account outboard, inboard motors, particularly 4 cycle, 17 from 5 to 100 hp. ; also related equipment for sports boats. Dr. Edwin Halmschlag. Fichte- gasse 2, Vienna I. I.R. 334. 353 Construction Equipment Firm specializing in cement, concrete, stone working and construction equipment seeks re- lated items and processes to sell in Austria, Switzerland, Germany and Italy. Will import on own account where practical. Denes & Kovacs, Praterstrasse 66, Vienna II. I.R. 252. Firm of engineers seeks to represent manu- facturers of pneumatic and hydraulic equip- ment and small solenoid. Dipl. Ing. Dr. Techn. Heinz Zoebl, Hauptstrasse 136, Vienna III. WTD 7/29/63. I.R. 241. Firm seeks to import for Austrian distribu- tion agricultural maintenance equipment and supplies. Carl Vanicek Chem. Techn. Kon- sulent, Josefstaedterstrasse 34, Vienna VIII. I.R. 297. Distributor of construction machinery seeks agency for specialized equipment for construc- tion industry, automatic concrete mixers, elec- tric power tools for inserting bolts and other devices to fasten structural units. Eisen Merkur Ges.m.b.H., Nikolsdorfergasse 31, Vienna V. I.R. 308. 354 Metalworking Machinery Engineer wishes to represent firms producing highly technical machine tools or automatic equipment. Willing to come to us for special training. Dr. M. Kunz & Co., Handelsagentur, Kaerntnerring 6, Vienna I. I.R. 269. Firm seeks distributorship for automatic ma- chine tools, particularly for technical machin- ery manufacturing industry. Friedrich Schind- ler & Co., Ges.m.b.H., Karolinengasse 3, Vienna IV. I.R. 257. 355 Special Industry Machinery Wholesaler interested in agency for small machines for direct printing on metal, plastic, glass containers. Egon Altmann, Ghegagasse 29, Graz, Styria. I.R. 366. Manufacturer of heating equipment seeks to represent in Europe and Near East manufac- turers of advanced specialized technical equip- ment and apparatus. Schiff & Stern Ges.m.b.H.. Untere Donaustrasse 41, Vienna II. I.R. 378.+ 356 General Industrial Machinery Wholesaler desires agency for packaging machinery, small laborsaving machines and devices for industrial manufacture, special packaging machines for pharmaceutical indus- try. Egon Altmann, Ghegagasse 29, Graz, Styria. I.R. 366. 357 Office, Computing Machines Firm seeks agencies for business machines and office equipment. Acts as wholesaler and retailer, maintains repair shop and offers serv- ice facilities. Austro Victor, Mahlerstrasse 3, Vienna I. WTD 7/27/62. I.R. 359. Firm seeks agency for dry photo copying machines for Austria. Also desires agency for electronic invoicing machines and electronic calculating machines. Kontor Einrichtungs- gesellschaft E. Braun & Co., Eschenbachgasse 9-11, Vienna I. WTD 5/7/63. I.R. 347. Wholesaler seeks agency for business ma- chines, coin counting machines, bank note counting machines, coin changing machines. Teubner & Co., Biberstrasse 26, Vienna I. WTD 7/26/54. I.R. 248. 358 Service Industry Machines Importer seeks lines of air conditioners. Otto Zwoboda, Johannesgasse 23, Vienna I. I.R. 395.* Distributor for automobile spare parts de- sires agency for garage equipment. Atlas KG Ed. Muchitsch & Co., Maria Theresienstrasse 32/34, Vienna I. I.R. 274. Firm seeks to supplement own production with exclusive agency of cooking and deep- freezing equipment for commercial use and use in farm households. I M E, Itzlinger Haupt- strasse 37, Salzburg. I.R. 391.* Wholesaler seeks lines of heating and air conditioning for industrial commercial and private home use. Dr. Ing. Ewald Eichler, Favoritenstrasse 20, Vienna V. WTD 4/1/53. I.R. 335. Importer/wholesaler wishes to represent manufacturers of electrical appliances and air conditioners, with room coolers and cen- tral units. Heinrich Seewann, Mariahilfer- strasse 86, Vienna VII. WTD 10/25/63. I.R. 389. Firm seeks agencies for Austria for institu- tional catering equipment and food store equipment, especially refrigerated cases. Re- hoga, Heiligenstaedterstrasse 47, Vienna XIX. I.R. 245. Firm specializing in design and installation of heating and air conditioning equipment seeks distributorship for heating, air cond tioning and humidifying equipment in Austria. ETNA Werke Ing. Karl Wentzel, Lorenz Bayer platz 4, Vienna XVII. WTD 4/12/55. I.R. 306> Firm interested in air conditioners, all house hold appliances. Lothar Cladrowa, Graf Star hemberggasse 4-6, Vienna IV. WTD 7/10/62 I.R. 400. Wholesaler seeks distributorship for insti tutional catering equipment. Hans Engel, Han delsagentur, Alser Strasse 65, Vienna VIII. I.R 285. Distributor seeks to import on own account dehumidifiers, humidifiers, room air condi- tioners and instruments for measuring, record- ing and regulating humidity. Urban & Co., Schallergasse 6, Vienna XII. WTD 11/14/58. I.R. 331. Wholesaler seeks agencies for heating and air conditioning units, especially combined units. Kirchbauer & Sohn, Linzer Strasse 157, Vienna XIV. I.R. 336. Retailer seeks heating, air conditioning lines. Gefra, Radioges, Getreidemarkt 14, Vienna I. I.R. 324. 360 Electrical Machinery, Equipment Wholesaler seeks to represent manufactur- ers of automatic equipment, outboard motors, pneumatic tools, transistor - ignition. Adolf Riedl, Tuerkenstrasse 25, Vienna IX. WTD 4/22/60. I.R. 345. 363 Household Appliances Firm with sales and service facilities inter- ested in heavy duty floor polishers. Lothar Cladrowa, Graf Starhemberggasse 4-6, Vienna IV. WTD 7/10/62. I.R. 400. Firm seeks exclusive agency for manufac- turer of electrical household appliances, par- ticularly for cooking and heating; possible li- censed manufacture at later date. Brueder Reichetzer, Mollardgasse 84, Vienna VI. I.R. 357. Agent seeks to represent producers of household appliances. Ernst Rado Handels- agentur Generalvertretungen, Klopsteinplatz 3, Vienna III. I.R. 261. Austrian firm with manufacturing and distributive facilities seeks to expand appliance sales through representation of manufacturers in the U.S. Standard Telephon & Telegraphen AG, Dresdnerstrasse 72, Vienna XX. I.R. 316. Distributor seeks representation of sewing machines. Able to import on own account when practical. Schedy, Thaliastrasse 164, Vienna XVI. I.R. 251. 365 Radios, Television Sets Manufacturer/wholesaler of electronic prod- ucts seeks representation for manufacturers in field of recorders, stereo, Hi Fi Tu film and sound projectors and equipment, recording discs, sapphire stylus. Ludwig Seibold, Wip- plingerstrasse 24, Vienna I. WTD 10/4/63. I.R. 296. 370 Transportation Equipment Manufacturer/distributor wishes to repre- sent producers of transportation equipment. Might import on own account where practical. Ing. Fraenkel & Kirchner, Franz Josefs Kai 21, Vienna I. I.R. 243. 371 Motor Vehicles, Motor Vehicle Equipment Distributor for automobile spare parts de- sires agency for manufacturer of parts for both U.S. and European automobiles, especially lift jacks, brake linings, clutch facings, pistons, piston rings, water pumps and related items. Atlas KG Ed. Muchitsch & Co., Maria Theres- ienstrasse 32/34 Vienna I. I.R. 274. Importer seeks distribution lines of automo- tive accessories. Sisol. Hernalser Hauptstrasse 84, Vienna XVII. WTD 6/28/63. I.R. 315.* Distributor seeks representation of automo- bile parts, accessories and related fields. Schedy, Thaliastrasse 164, Vienna XVI. I.R. 251. 372 Aircraft, Parts Agent of aircraft and parts seeks to repre- sent manufacturers of fixed and rotary wing aircraft and related ground equipment. Avis Luftfahrtbedarf Vertriebsges.m.b.H., Schubert- ring 6, Vienna I. I.R. 339. 373 Ship, Boat Building, Repairing Wholesaler wishes to represent manufactur- ers of boats and outboard motors. Adolf Riedl, Tuerkenstrasse 25, Vienna IX. WTD 4/22/60. I.R. 345. 382 Instruments for Measuring, Controlling, Indicating Physical Characteristics Manufacturer seeks source of household and industrial thermometers with centigrade scale. For exclusive distribution. E. Fludernik, Haupt- platz 14, Graz. I.R. 281. 384 Surgical, Medical, Dental Supplies Manufacturer of medical electrical appli- ances and apparatus seeks agency for special, automatic hospital equipment. F. Reiner & Co., Lindengasse 62, Vienna VII. WTD 8/6/62. I.R. 309. 18 386 Photographic Equipment Firm interested in purchasing equipment to expand blue printing operations, specifically machines to make blueprint copies by dry process. Madress Ges. f. individuelle Propa- ganda n. maschinelle. Adressierung Milch- gasse 1. Vienna I. WTD 9/21/49. I.R. 254. 394 Toys, Amusements, Sporting Goods Distributor selling bicycles, scooters, pedal cars, toys seeks to represent U.S. manufacturer in these and related fields. Will import on own account when practical. Schedy, Thaliastrasse 164, Vienna XVI. I.R. 251. Agent seeks to represent toy manufacturer. Ernst Rado Handelsagentur Generalvertretun- gen, Klopsteinplatz 3, Vienna III. I.R. 261. Distributor of gardening equipment inter- ested in expanding into swimming pool equip- ment and accessories. Can import on own ac- count. Franz Zimmer, Gumpendorferstrasse 16, Vienna VI. I.R. 355. Distributor of gifts, toys, hobby goods, magic items, jokes seeks additional low priced items. Can import on own account. Ed. Witte, Linke Wienzeile 16, Vienna VI. I.R. 356. Manufacturer interested in importing on own account or as agent for toys. Eggeling & Co. OHG, Hintere Zollamtsstrasse 17, Vienna III. WTD 12/9/60. I.R. 348. 395 Pens, Pencils, Other Office Materials Manufacturer seeks writing instruments to import on own account or act as agent. Eggel- ing & Co. OHG. Hintere Zollamtsstrasse 17, Vienna III. WTD 12/9/60. I.R. 348. Firm wishes to imrmrt advertising novelties such as low cost ball point pens and lighters. Ine. Gerold Fischer, Gentzgasse 78, Vienna XVIII. I.R. 342. 399 Manufacturing Industries Handbag manufacturer seeks to import hand bag frames. Ing. Gerold Fischer, Gentzgasse 78, Vienna XVIII. I.R. 342. Manufacturer seeks agency or direct sale of beauty parlor apparatus. F. Reiner & Co., Lindengasse 62, Vienna VII. WTD 8/6/62. I.R. 309. Leads for Importers 208 Beverage Industries Manufacturer seeks agent to distribute min- eral water. Edelstaler Roemerquelle, Este- platz 3, Vienna III. I.R. 277.* Import-Export firm wishes to sell Austrian wines to U.S. Ing. Gerold Fischer, Gentzgasse 78, Vienna XVIII. I.R. 342. 230 Apparel Manufacturer seeks to sell direct to U.S. stores knitted and kneaded pre-shrunk sports jackets. Hose and gloves to match available. Josef Lenz. Maishofen b.Zell/See. WTD 5/2/ 62. I.R. 399.* Manufacturer wishes to sell ski pants to exclusive stores. Vonwiller & Co., Haslach/ Muehl, Upper Austria. WTD 9/18/63. I.R. 250. Exporter wishes to sell ski pants. Gerhard Janke "Jaspo" Sportartikelfabrik, 12-14 Neu- baugasse, Vienna VII. I.R. 290. 233 Women's, Misses', Juniors' Outerwear Manufacturer seeks to sell direct to special ladies' garment stores; delivering capacity 100 dresses per week. Lydia Hielle "Pearlstyle," Aslangasse 14, Vienna XIX. I.R. 326.* 234 Women's, Misses', Children's, Infants' Undergarments Manufacturer, seeks agent to sell finished lingerie. Ing. Ferdinand Poeschl, Breitenseer- strasse 49, Vienna XIV. WTD 5/8/50. I.R. 267. 238 Apparel, Accessories Manufacturer wishes to sell wedding veils to wedding gown houses. Anna Meller, Textil Import, Neubaugasse 66, Vienna VII. I.R. 317. 280 Chemicals Manufacturer seeks agent for pharmaceu- tical products, agricultural and household pes- ticides, veterinary products. F. Joh. Kwizda, Chem. Fabrik, Dr. Karl Lueger Ring 6, Vienna I. WTD 10/23/63. I.R. 275.* 281 Industrial Chemicals Manufacturer seeks importer for 10 types of dental cement. A. Platzer OHG, Joerger- strasse 45, Vienna XVIII. I.R. 319. 283 Drugs Manufacturer of pharmaceuticals seeks ar- rangement with U.S. manufacturer for re- ciprocal import and sale of ethical drug products. As alternative would consider U.S. distributor. Remac, Ferdinand Fischleder, Deublergasse 11, Vienna XXI. I.R. 273.* 284 Soap, Detergents, Cleaning Preparations, Perfumes, Cosmetics Manufacturer/wholesaler wishes to export cosmetic products. Wiag Import Export, An- zengrubergasse 30, Vienna V. I.R. 346. Company desires to sell ingredients to cos- metic manufacturers. Remac, Ferdinand Fisch- leder, Deublergasse 11, Vienna XXI. I.R. 273.* Manufacturer/wholesaler wishes to export cosmetic products. Wiag Import Export, An- zengrubergasse 30, Vienna V. I.R. 346. 306 Fabricated Rubber Products Manufacturer seeks local agents who will purchase on own account rubber goods such as shoes, boats, mattresses, rubber bands. Willing to grant exclusive representation. Will offer goods c.i.f. landed N.Y. Semperit Gum- miwerke AG, Helferstorferstrasse 9-15, Vienna I. WTD 3/25/63. I.R. 302.* 314 Footwear Manufacturer wishes to export ski boots. Humanic, Annenstrasse, Graz, Styria. I.R. 387. 322 Glass, Glassware Manufacturer seeks outlets for hand blown, hand painted Christmas ornaments. Eggeling & Co. OHG, Hintere Zollamtsstrasse 17, Vienna III. WTD 12/9/60. I.R. 348. 358 Service Industry Machines Manufacturer interested in importer or agent for infra-red baking and roasting oven. I M E, Itzlinger Hauptstrasse 37, Salzburg, I.R. 391.* 394 Toys, Amusement, Sporting Goods Manufacturer seeks agents to sell "Skibob," skis fitted to a kind of bicycle frame providing a combination vehicle with features of both skis and bobsled. Eduard Swoboda, St. Poel- ten, Lower Austria. I.R. 350.* Manufacturer seeks distributor for full line of rubber and plastic beach and camping articles: folding boats, air mattresses, life preservers, inflatable pools, etc. Semperit, Helferstorferstrasse 9-15, Vienna I. WTD 3/ 25/63. I.R. 353* 399 Manufacturing Industries Wholesaler desires to export small gift items either directly to department stores or through agents; for example, midget flash lights to attach to car key. Chemofopa Aussen- handel, Kollergerngasse 4, Vienna VI. WTD 6/5/63. I.R. 374. 739 Business Services Firm acting as buying office offers services for assisting clients to identify, sample and purchase merchandise from Austria. H. Boh- mer, Fischerstiege 10, Vienna I. WTD 5/22/ 59. I.R. 303.* Former U.S. textile manufacturer offers assistance as manager, buyer or representative. Particularly interested in consumer durables, room air conditioners, textile or plastic pro- ducing equipment. Vilko Laric. Goldschmid- gasse 2, Vienna I. WTD 12/11/58. I.R. 272. Wholesaler will act as buying agent for companies in consumer goods field. Egon Altmann, Ghegagasse 29, Graz, Styria. I.R. 366. 19 Investment Opportunities Names and addresses of the Austrian firms offering licenses for their products, together with additional information, may be obtained by U.S. manufacturers from the Bureau of International Commerce, Office of International Investment, De- partment of Commerce, Washington, D.C. 20230, by referring to the appro- priate file number given below. Licenses offered 204-207 Cereals into chocolate bars The owner of a patented process for treating cereals (similar to puffed cereals) and processing them into chocolate bars for military use seeks American licensee to manufacture this product in the U.S. File 1189. 284 Pharmaceuticals, cosmetics Manufacturer of pharmaceutical prod- ucts and cosmetics seeks licenses to make related U.S. items for Austrian market and also seeks U.S. licensee to manufac- ture its products in North America. One of the cosmetic products, offered under license, is described as follows: "Instant mash is a cosmetic preparation developed on the basis of the latest scien- tific knowledge. Its vasodilatory and anti- bacterial components get rid of waste products and impurities and guard against skin infections and bring about a mild vitalization and invigoration of the skin." FUe 1190. Funds, licenses sought The November Trade Mission to Aus- tria also located a number of investment opportunities for American businessmen. These opportunities include licensing and joint-venture proposals in such fields as the following: foam-rubber products, pharmaceuticals, foundation garments, plastic coating, heating and air-condition- ing equipment, aerosol cosmetics and steel shelving. 234 Foundation garments License is sought by manufacturer of corsets to produce U.S. branded line of corsets, bras and panty girdles. Leo Auer, Goldschmiedgasse 6, Vienna I. 254 Metal shelving Joint venture being considered by Aus- trian firm which owns land, plans and material valued at about $80,000. Firm seeks investor with equal amount to help build and equip plant for the manufacture of steel shelving. Martzak-Goerike & Soehne OHG, Preindlgasse 16, Vienna XIII. 282 Foam-rubber products Manufacturer of foam-rubber products seeks partner to invest about $200,000 to assist in expanding company operation into Near East. Up to 80% interest in Austrian firm offered. Peter Gefaell, Wiener Strasse 73, Purkersdorf. N.Oe. 283 Pharmaceuticals Licensing arrangement is sought by manufacturer of pharmaceuticals with U.S. firms to produce for local sales. Eggochemia, Fabrik f. Chem. & Pharm. Praeparate, Heiligenstaedterstrasse 158, Vienna XIX. 284, 285 Aerosol cosmetics, paints Manufacturer and distributor seeks license to produce internationally regis- tered brands of aerosol cosmetics, paints and household products. Cehasol K.G., Haasgasse 10, Vienna II. 307 Plastic coating Consulting engineer seeks U.S. license for the process of coating steel with plastic, also coating of other materials such as concrete. A. Wochinger, Franz Hochedlingergasse 10, Vienna II. 313 Shoe findings Manufacturer seeks licensing arrange- ment for production of shoe findings, particularly box toes for shoes as well as adhesives for shoe manufacture, wall and floor tile and the building industry. Karex, Industriestrasse 135, Vienna XXII. 343 Heating, air conditioning Producer of heating and air-condition- ing equipment seeks U.S. license to manufacture gas heating and air-condi- tioning equipment, particularly combina- tion units. Kirchbauer & Sohn, Oesteer. Gas-u. Sanitaergeraete Handelsges, Karl Schweighofergasse 3, Vienna VII. A U. S. GOVERNMENT PRINTING OFFICE : 1964 O - 717-054 U.S. TRADE MISSIONS PROGRAM PE '|| N |?| T I A 1 T! UNIVER SITY LIBRARIES 4 „ : m—y- .<3"**-* %Wa>JMl Get on flie rigfif track! Sales opportunities by the hundreds are reported each week in the news magazine, INTERNATIONAL COMMERCE. Business by the trainload— the results of completed foreign sales negotiations — moves through our ports each week to customers abroad. Are your shipments among them? SUBSCRIBE NOW TO INTERNATIONAL COMMERCE Subscription Form Please enter my subscription to International Commerce. □ Annual subscription, $16.00 □ Via domestic airmail, $25.00 additional □ Foreign mailing, $5 additional NAME ADDRESS CITY STATE Mail to Sales Promotion Staff, Office of Publications, U.S. Depart- ment of Commerce, Washington, D.C. 20230. Enclose check or money order payable to the Superintendent of Documents. 30946— U.S. Dept. of Comm—DC— 1963