Evening star. [volume] (Washington, D.C.) 1854-1972, 1929-08-25

ment station here in Toxic. showing
how the most scrupulous care is exer-
cised by Japan to maintain standards
of quality and to meet the requirements
of the foreign market in respect to spin
ming, booking" and baling. The most
exacting specifications are laid down
lest the good will of the American pur-
chasers be lost.
Standards Are Important.
It is highly important to Japan thus
to maintain standards, to satisfy the
foreign market. And 1t is quite as inn
portant for the foreign exporters who
are selling Japan more than this coun-
try buys. to meet Japan's needs and
standards. The Japanese are not diff
cult to sell" But they have to 60
through a certain formula of inquiry
and study before buying. They must be
thoroughly satisfied that the article or
commodity or staple offered is precisely
what they want and they must likewise
be satisfied that the cost Is right"
American business agents in Japan
with experience in dealing with the peo-
pie of this country know that they can-
not rush" the market. They must con-
form to certain traditions Of trade, must
observe particular precepts. They must
not expect to arrive here, In behalf Of
d poI IlC1C Va LIdOCt Ol1 d
day, transact their business by Thurs
day and sail for home on Friday. They
must take time to look about them, find
out just whom they are most likely to
SELL" ascertain the best ways of ap-
proach, perhaps take many days in
making acquaintance leading to the
inner circles of business, determine upon
the right men to address with their
propositions, and then, at the so-callcd
psychological moment, make the ad-
vance state the proposition and thus
start the game going.
japanese methods Of doing business
differ materially from those In vogue
at home. In the first place the Japa-
nese business man is very often a per-
sonage of Importance in the social sys-
tenn, person perhaps of title, with a
long heritage Of prominence in the po-
litical and economic life Of Japan. IN
der the syndicate system, through
which Japan is virtually controlled by
three or four great combinations of
capital ramifying in every direction
and involving hundreds, even thousands
Of millions of yen, 1t is sometimes diff
cult to find just the right individual
The merely smart" advance agent Is
likely to make serious mistakes of
identity. find himself involved in end
less complexities and finally lose his
contract.
Japan Needs U. s. Goods.
America has goods that Japan urg-
emily needs. for the maintenance of her
industries. the prosecution of her public
works, the improvement Of her high
ways. the building and maintenance of
her railways. But every ton of mate
rails bought by Japan is begrudged. for
she hopes some day herself to produce
them. or get them In home" market.
Therefore, it is necessary to persuade
the japanese buyers that they are serv-
ing themselves best by buying of Ameri-
can manufacturers.
In this connection it should be said
that American trade with Japan, as well
as American prestige in Japan, would
be advanced If greater care were exer-
cised by the manufacturers at home in
the selection of their agents. Men
should be sent here who, If they do not
know the language. which is difficult at
least. know something Of the principles
of Japanese courtesy. or are capable Of
quickly acquiring that knowledge after
arrival. Rough-and-ready methods do
not win here. Subtlety and conformity
to the social precepts Of the country are
the chief elements Of craftsmanship in
Japan.