The Washington herald., 1907-05-24
Maj. Carson Discusses Mar
kets for Their Oil.
UNWRITTEN LAW OF TRADE
Deprecates Plan of Unloading "SuF-
plus" Products on Foreign Con-
sumers-GOvernmen Helps TO Find
Markets, but Producers Mns3 Hold
Them Through Fair Dealing.

features. talked on the unwritten law Of
Cotton Seed Crushers' convention to-day
The principles that underlie successful
trade, he said, are fundamental and the
law that directs it, although unwritten,
is universal Strict integrity is just as
essential In the Orient as in the Occident,
and thorough knowledge Of local require
ments and studiOus observance Of popu-
lar characteristics as needful 10 win for
eign as TO hold domestic markets
should Conform TO Foreign Markets.
Mai Carson said to successfully invade
and maintain foreign markets thorough
knowledge OF existing conditions must be
studied and instead OF wasting time and
effort in vain attempt to change or re-
form them, our methods must be adjusted
to them. The requirements of climate.
habits. and tastes, peculiarities and pre-
Judices Of the people, must. be recognized
and responded to- Our commercial rivals
are successful because they follow these
general rules. The natural hostility Of
old-established houses IS certain 20 be
encountered, but this can be overcome If
our people will give the purchaser fab
rics that will satisfy his taste and meet
his requirements
1--WE will continue TO sell abroad 100000
600 annually in raw cotton so long as
American manufacturers content them
selves with permitting this great staple TO
be utilized by foreign manufacturers in
carrying on and extending their mills and
factories. and in supplying cotton fabrics
20 the people Of every quarter Of the
globe. said the speaker.
Raw Materials Sell Themselves.
Ships flying the flags Of the great com
merCial nations will continue % come
without solicitation for the raw materials
so abundantly produced IN the United
States, but the products Of American fac
tories and mills must be pushed into for
eign markets and held there by intrinsic
merit and persistent enterprise. The fact
that the annual output OF our manufac-
turing industries has reached the enor-
nous aggregate Of Sl5,000O000oo clearly in
dicates that the productive mechanical en-
ergies have passed beyond the country's g
capacity 10 consume. and conveys the
admonition that outlets overseas must be
sought
Much is heard in industrial circles in
regard % selling abroad American manu-
factures Of various kinds that have been
produced in excess Of the home demand.
This is commonly known as Surplus.
and urgent appeals have been made to
the Bureau OK Manufactures for assist
ance to sell in foreign markets surplus
products that were made especially for
our own markets
Practice Of Dumping Surplus Bad.
Reflection will bring the conviction that
such expectations are unreaso nable and
obnoxious to the fundamental rule that
directs and controls trade. To sell manu-
factured products in distant E.nds. such
products must conform 10 climatic condi-
tions and be Of such CharaCte- and form
as will be adapted 10 local needs and
agreeable a 10 popular taste. Our surplus
manufactured products, and especially
textiles. should be thrown upon our own
bargain counters. and the energy and
skill that produce in excess Of home re-
quirements be directed 20 produce articles
adapted TO the wants Of those whose mar
kets are sought Moreover. our manu-
facturers should send representatives
abroad who are thoroughly acquainted
with the business q be exploited. and
these representatives should be clothed
with ample authority 10 act for their
principals. These personal representatives
should. furthermore. become permanent
residents Of the country % which as
signed. and should speak its language
BY these means the American manufac-
turer would secure early and reliable in
formation Of market conditions and
changes, and would be fully advised as
10 the commercial integrity and financial
ability Of the foreign merchant"
Government Helps 10 Get Markets
Mai. Carson presented statistics show
ing the extent and value of the cotton
crop OF the United States and the rela-
lively small quantity Of manufactures Of
cotton exported, compared with Great
Britain and other commercial nations.
II was pointed out as being significant
that the Southern mills last year con
sumed l2OO0 bales in excess Of the num-
Der consumed by the Northern mills. the
total consumption Of the United States
being 4724,oo0 bales Special attention was
directed to the failure Of the United
States to occupy the Latin American
markets, our entire sale Of cotton fabrics
in that section being about SS.5O0.OOo. while
those Of Great Britain were SiOG)0OO0.
Speaking directly to the cotton crushers
about their business. Mai Carson threw
out number Of suggestions He pointed
out that the government is conducting a
special investigation Of foreign fields for
the COtton-seed oil business.
The government agents can collect
needful information" said Mai. Carson.
In conclusion, "and prepare the way for
reaching the foreign markets but the
occupation Of these markets and the sue
cessiul holding Of them must depend upon
the individual and collective enterprise of
the American producers, deliberately and
sagaciously planned, and pushed with
Characteristic American persstency and
pluck
II. X. Daugherty to he Commissioner
Harry X. Daugherty, Of Pennsylvania.
at present assistant attorney of the Span
ish Treaty Claims Commission. has been
promoted to membership in the commits
sion. which position was declined bv
Lawrence Y. Sherman, lieutenant COVER
nor of Illinois