Evening star. [volume] (Washington, D.C.) 1854-1972, 1898-09-22
STUDY FOREIGN MARKETS
How American Exporters Can Increase
Their Business.
Should Observe Wants of Other Peo-
ples-Attention to Details Neces-
sary-Sending Out Agents.


To the Editor of The E, enirg Star:
During a conference at the White House
with the Saratoga committee the following
statement was presented to the PRESIDENT
by Mr. F. B. Thurber, president of the
United States Export Association:
Mr.. President: You have done more than
any other man to protect our home mar
ket and develop our American industries.
until they now produce more than we can
consume and the great problem is to widen
our markets so as to keep our labor and
capital remuneratively employed.
I'm behalf of the United States Export
Association, of which l president, an
organization whose membership comprises
leading houses in niaety seven principal
lines of manufacture, situated in twenty
one states. well as other kindred asso-
Citations. L would ask your earnest consider
| alton of this subject of the market for
American industries"
1t is difficult to conceive why such a plea
was made. If the export associa ton really
desires market for their goods they do not
seem to have given heed to the able con-
Sular reports issued under the direction of
the bureau of foreign commerce. These
demonstrate that there is always a demand
| for American goods. The trouble is, how
ever, that our exporters do not understand
international trading, consequently We
| being driven from the field by the more
! energetic Germans and British This is in
deed a sad story, but it is, nevertheless
the truth.
! Take bicy cles for instance. II is a recog-
| pized fact among European countries that
our wheels are far superior to any the
market. We secured fairly good trade
| in the far east, but the following from
Consul Du Bots will show the manner in
which we do business. Last year" be
agents into SWitZpr1an nd ba nj a6
States sent none. The result was that Ger
many captured the cycle business, and
nearly every other line of trade" And yet
| American manufacturers have no market
| for their goods
Let US take flour for another example in
| the same small country. While Germany
| furnishes -four to the thrifty Swiss to the
amount of 100000. We sent only $1,000
worth: and America such a wheat coun-
| try, too. That our trade in this kne can
readily be drummed up is demonstrated by
| the recent order of 10000 barrels from
China, which was obtained by an energetic
Puget Sound mill.
The far east is the Klondike Of our ex-
| porters. | should have said It would be
| the Klondike had we been as progressive
| as We are reported to be. But we allowed
! the Dlodding' German to enter, and he
| has staked all the claims.
Ex-Iiuister Barrett Of Siam was con-
| stantly directing the attention of our MAN.
| ufacturers to the great trade opportunities
! offered in the far east, but notwithstand-
| field and be lin the push" our exporters
| held aIoof. Now we will have tenfold more
| trouble in entering the field, because the
| other nations have gohbled up the hulk of
| trade. In a very interesting report. Mr..
! Barrett said: MANY reports showing the
| great opportunities of the far east have
| been sent to Washington. and duly pub
| liShed for the benefit of the exporters and
| manufacturers of the United States but
still there is a most Encouraging lack of
interest. I cannot too earnestly urge upon
cur American exporters and manufacturers
| the necessity of working to develop this
| trans Pacific market with its population
! of 3oo.ooo.oo0 and its foreign trade In 80 Of
| 5000 600 900"
Yet with all this encouragement. our
| manufacturers. who are now so exercised
over markets, allow these rich fields
! to escape them.
| But it is not yet too late, as witness the
| following order received by our exporters:
! Ambassador Hitchcock of Russia reports
| that the Manchurian railroad will use all
| American material in its construction and
| equipment. Also that eighty new locomo-
| tives and So 900, 900 worth of Westinghouse
| air brakes have been ordered from
| Japan uses all our machinery exclusively,
| while Germany is at present leading in
| China, with America a close second The
| ST. Louis Car Company has secured an
order from Japan for 250 street cars, cost
| ing $300,0 Our -four, cotton goods, ma
| Chinery, electrical supplies, canned goods,
| railway equipments, leather, novelties, etc,
| are highly regarded in Japan, and if our
| manufacturers will only send good, SUBJ
| stantial, honest articles they can soon re-
| gain lost ground.
| But il is not necessary to go SO far to
| find markets for our superior goods South
| America should have been our exclusive
| territory years ago. Yet we find European
| powers cutting us OUT even on this con-
| tinent. Frank Carpenter, in his interesting
| letters to The Star, has shown US what
remarkable field we could have for our
| products If we would only emulate the sue
I cess of Germany and study the South
| American wants Understandings He also
| shows that while the inhabitants like
| American goods best, we are very low on
| the list Of international competitors.
Consul Plumacher, from South America,
| reports: ''1t Is about time for our people
| to try to conquer share Of South Ameri-
| can trade" He then goes on to say that
/ while Germany and England are making
| hay while the shines, the Americans
| seem to be sulking in their tents. 70 sne
| ply Brazil alone would keep many manu-
| factory running at top speed. The Buenos
| Ayres Herald of recent date closed a long
| article upon the unexplained small COM
| merce between the two countries fol-
| lows: I'VE have 100000 people in this city
| alone, with great business houses connect
| ing it with all the mercantile markets of
| porter to decide whether it is>worth while
| for them to enter our markets or stay out"
| But perhaps Mr.. Thurber's society in their
| search for new markets" overlooked this
| Insignificant country.
| European countries would welcome our
| goods with open arms, first, because of
their acknowledged superiority, and, sec
| ond, they would rather purchase from us
] than their hated native rivals Witness the