The Richmond Virginian. (Richmond, Va.) 1910-1920, 1916-06-06
'[00kING FOR Men
TO REPORT UPON !
FOREIGN TRADE
Bureau of Commerce wiz Make In
vestipation of Conditions Outside
the War Zopo.

Washington. June 5.-Upon the be-
ginning of.the new fiscal year In July.
the Bureau of Foreign and Domestic
Commerce of the Department Of Com
merce will commence the most ex-
tensive Investigations into foreign
market conditions ever undertaken at
one time. The newer and more de-
veioped markets outside of the fight
ing zone, especially those IN South
America, China. India, Africa and Au-
stralia, will be the subject of inves-
tigation. Twelve different lines of
manufactures are 10 be investigated
and fifteen distinct examinations to
find suitable agents for the work are
to be held during the present month.
For South America agents are be-
ing sought to study and report on
markets for construction material
and machinery. fancy groceries, fur
niture, glass and glassware. jewelry
and silverware, motor vehicles. paper
and printing supplies. railway sup
plies, and stationery and office sup
plies. In the Far East. Africa and
Australia, q study will be made of
the markets for boots and shoes.
electrical goods. motor vehicles and
railway supplies. One agent Is also
sought to look into possibilities for
American commercial and industrial
investments in South America, and
the Far East.
Lacking In Trained Mem
The difficulty the bureau has ex-
perienced in getting suitable men for
its foreign investigations illustrates
the lack of trained men for foreign
commercial work. There are plenty
Of men capable of sizing up market
conditions in any part of our own
country, but there is q different story
| to tell when man 10 wanted to
study the prospects of selling goods
| in a foreign country. For South
America, for example, the bureau
wants men who can speak Spanish.
who understand their particular line
facts so necessary to American ex-
porters. and who. when In possession
of these facts, can write them up in
clear cut. logical. convincing fash
ion. Such men are scarce. For, in
vestigations in the Far East a for
eign language Is not essential. al
though extra credit win be given In
the examination for a knowledge of
French German or Spanish.
An insistent demand for informa-
ton on foreign trade subjects has
caused the bureau to publish bulle-
tin of practical suggestions, dealing
with the questions of credit, agencies
and packing.
| The much discussed question of ex-
tending credits to foreign buyers Is
considered at great length as there
seems a disposition on the part of
American exporters to regard as per-
manent the present short term and
cash balance with countries that
previously demanded long credits
Stearfc Acid An Example
The absurdity. under present condi-
tons, OF turning over Latin-Ameri-
can business to representatives of Eu-
ropean concerns without q guarantee
of continued representation when the
war Ia over Is pointed out A strik-
ing example is cited in connection with
the sale Of stearic acid in Central
America. This product was formerly
supplied in siderable quantities,
but some years ago European house
put permanent representative in the
field ana captured practically the en-
tire trade. The war made IL impos-
sible to fill orders from the home
plant, SO the agent has been buying
in the United States. Some Ameri-
can firm IL doubtless congratuiating
itself on the profitable business II is
doing, not realtxing that 1t is merely
assisting foreign competitor to hold
together his customers until the war
Is over. The American firm is miss
ing golden opportunity to put its
own man in the field, get in touch
with the native market. and build up