New-York tribune., 1905-04-17

European nation stands among the greatest
snd is rapidly approaching a peerless leadership
with population oc about two-thirds that OF
che Western Republic. it far Outstretches the
latter IN the extent of its foreign trade and the
vsunted growth OF the United States in this
respect IS more the thoughtless pride OF its in-
hab!tants than a truthful statement OF the
esse.
While the United States assumes that. be-
cause it has grown like healthy infant In all
other things. it win soon lead the world in its
commerce. Germany plods resistlessly onward
and fouges 10 the front It is a false cry. as
statistics viii bear out. and those who believe
that the leadership OF our country in this
Epect is only a question OF time would do well
60 make careful study of the figures at their
Command IN the archives OF the government
Such q scrutiny would undeoeive them. and
comparison OF the figures with those OF Ger
Eaany1s trade would cause the feathers OF ma
tonal pride to drooD and fall.
Under the constant encouragement OF her
magnetic ard wonderful young monarch. Ger
rrany has solved the problem OF attaining COM
Ene-cial supremacy. and Is rapidly reaching tow
ara the goal OF her national ambition Heavy
anternsl taxes are the penalty OF great army
and navy. and the products OF the empire are.
n excess OF the home demand. An outlet must
be found for them. and she has sought and
Only by an application Of the direct principles
evolved by the Germans can the Americans ever
hope 10 cope with them IN their favorite field:
and the principle is simplicity itself.
The German speaks the language Of the coun-
erv IN which he ventures 10 compete with other
nations and he wears their clothes For the
zine being he becomes. 10 all purposes. Chi
pese, 3 japanese. an Hawaiian. Russian or
South American His dealings with the people
are done directly, and interpreters are as rare
as frost at the equator. But this is not all.
however powerful a lever It has shown itself TO
be when properly applied. Before he starts for
she scene OF his conquest he has graduated from
a course OF scientific and practical study of
commerce in the commercial schools OF his ma
i've land. He is thus equipped, when he is sent
abroad by the house by which he is employed.
ana BY which, frequently. he has been educated
Cor this very end. with almost invincible
battery 10 ruin the armor OF his rivals
A foreign white man wearing the clothes and
gpeafinR the dialect of Canton. Shanghai or
Peking is far more likely 70 gain the ear OF the
native merchant than II he were not thus
strongly equipped No interpreter is necessary
ana the native dealer listens and bargains with
shis novel creature. the first OF the kind. per-
haps, he has ever seen who spoke his tongue
and IS willing TO adapt himself IN other ways
20 the customs OF the country whose trade he
eeehs. This requirement OF language IS a Ger
man characteristic. especially among those Of
the race who seek foreign markets for their
goods II is the chief secret OF German sue
cess. but there are others which bear a strong
relationship 70 this primal factor in the develop
msnt OF trade.
Patience, faith. persuasiveness are q few OF
ehe cogs that turn the great wheel OF COM
znerce toward the Fatherland. In centring his
ewes on Russia, Tor instance. the German sends
there a man who speaks Russian who has been
trained tn the commercial schools OF the Ger
man Empire and who Is ever on the ground
when there IS any chance 20 sell goods. he care
fully inquiries into the commercial standing OF
the Russian merchant who wishes TO purchase
and extends to him credit IN any reasonable
amount and on long time. His faith Is seldom
shaken and he sells the goods where the Ameri-
can competitor fails It has long been realized
sbs4 in order to maintain successful trade re-
lations with foreign country familiarity with
the language IS an Indispensable adjunct. The
result Of this IS that the Russian language is
Today taught in more schools OF the empire than
any other tongue.
II IS generally weu known that the Russian
language Is more diflcult for the foreigner than
Chinese, yet German schools teach IL so well
that a graduate from one OF these commercial
enters upon his duties with a good working
knowledge Of the tongue. The difference be-
tween Russian ana Chinese Is that the former
has 70 be learned much after the fashion Of
other European tongues. while Chinese is tdeo-
FZaphic and contains about forty thousand writ
ten characters. AT first thought this would
seem 20 be an impossible task. yet IL IS not so
dimcuIt when It IS known that only about three
thousand characters ana the words they repre-
cent are necessary 20 q command OF the COM
znercial tongue, feat which has been found
simpler than to learn an ordinary language
Again. the dialects OF the principal CONNER
cial ports all vary. merchants OF Shanghai sell
dom speaking the tongue OF Pelzing or Canton
and vice versa Yet the mastery 6R three thou
sand tdeographs wiz be found sufficient for all
practical purposes and carry one through most
OF the country.
Germany frankly admits that IL cannot COM
pete with the wonderful inventive genius OF
the Americans. but the Germans want the trade
end they VIII accept the most minute profits
ana wait q long time for their money in order
70 get It They are masters OF detail in theiI
business ana they make It q point TO impress
this on their customers. They are ever ready
20 explain 10 the Chinese merchant just how
they make certain things and their benefits
and when they do this IN the language Of the
Chinese they are apt 10 be more successful thar
81 the American who employs an interpreter
rushes into a store and insists that his time IL
valuable and & there is anything in his line
wanted the customer had better move lively
4 he wants 20 buy.
The German mercantile agent VIII drink tea
Tor a week with man and never mention COM
Eneroe unless il be broached by the other. He
win put up his goods in any style desired and