The sun. [volume] (New York [N.Y.]) 1833-1916, 1911-09-26
YANKEE BUSINESS MEN SLOW
ONLY A HANDFUL VISIBLE on
$4,000 MILE TRIP.

E. A. Keith Thinks There's an Unexploited
Field In lndia-Saw . Sad Lot OF
American Consulates Manu- a cturers
Are t. Dine Tonight at the AstOr.
The American Manufacturers Export
Association opened it's second annual
convention at the Hotel Astor yesterday
afternoon by a discussion OF methods for
exte nding American trade in foreign
countries. There was no evening session
in order that members might see New
York by electric light. The convention
will close with dinner tonight.
Edward A. Keith. who has just finished
a 5000 mile trip covering the larger
cities OF Europe. Asia and the northern
part OF Afr lea for the George E. Keith
Company. shoe manufacturers, told the
delegates that rich foreign harvest
awaits the American manufacturer who
Is willing to hustle. Everywhere he saw
German and English salesmen; American
salesmen he seldom met.
Apparently American business abroad
is conducted through agencies rather
than by travelling salesmen." said Mr..
Keith. -In this we differ widely from the
Germans, for found their statesmen wher-
ever went. Splendidly trained. peaking
four or five languages they go into every
city and country and that they get resul s
Is evident from the fact that they repeat
their trips year after year.
-Englishmen and English capital have
gone to every country where there is a
chance for capital and good management
to reap results. The English, unlike
oil hnr mt ltfioc nj fhauo tria
to stay. Other men 60 with the idea
strongly implanted in their minds that
by large returns tor few years they will
be enabled to return wealthy to their own
countries. Consequently they are rot
satisfied with a small dividend on the +
money.
Egypt. India. Ceylon and burma
are of course largely dominated by the
English merchant. But even in Java in
Siam and in China and the Philippines as
we'll you find Englishmen and English
capital strongly in evidence. was sur
prised to find the extent to which English
capital had gone into the Philippines.
The sad thing to me in the whole trip
was to see tho rather poorly furnished
American consulates and know OF the ex-
ceedlngly small salaries which our Govern
ment sees fit to pay it's representatives.
"The first really Oriental country |
visited was Turkey. When we think what
the merchants OF the cities Of Turkey have
suffered for centuries and what they have
accomplished the future does seem hope
full II only the Government can be made
secure. In this future the American can
hold large place il he is willing to go in
and get it. The Turk is suspicio us Of
European nations He knows that the
United States is not to be feared politi-
cally and consequently looks with favor
on the American manufactured article.
"Ceylon, India and Burma arc sup
posed to be the exclusive property of the
English merchant. but the German and
the American salesman can sell them
in our favor in India ia the dislike on the
part OF the average native to anythin g
English and his liking for anything Amer
ican To him America stands as won-
derful representation OF what he would
have India be. In the large cities Of India
any enterprising exporter can find q good
market for his products.
"China with its 400.OO0,0O0 inhabitants
offers a tremendous field for the Ameri-
can manufacturer, In the large cities
the market is already established and is
ever increasing. The future Of American
at least normal conditions persist. Credit
conditions are good. The men who went
to the Philippines to get rich quick by
any method have gradually been weeded
out, and az far as could Judge tho credit
standards OF the cities compared very
favorably with those at home
Japan. from the credit mans stand
point, Is not very tisfactory country
1t would seem wise to get strong security
before shipping any goods to Japanese
f.rms / saw not the least sign of ami
mostly toward the American in the course
Of my visit to Japan, although u Japanese
would bow to his worst enemy il he were
going to knife him the next minute
"In nll the countries visited it seems to
mo that the greatest trade growth il to
come from those bordering on the Pacific
Ocean We are in the best position to
go after this business and it is there for
the asking"
Other speakers were A. II. Baldwin
chief OF tho bureau of manufactures.
Department OF Commerce and Labor.
william Harris Douglas, president of the
Askell d Douglas Company, and Arch-
bald j. Wolfe manager OF the Russ,an
American Messenger. Mr.. Wolfe said that
the Custom House employers in Russia
discriminated against American shippers
He held that the only remedy would be to
have our Government station men in tho
Russian Custom House to look after the
interest Of American imports. Leonard
an "a -