ll
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FOUR PARTS. " ‘
contingency. THEFUTURE.
EXPANSION AND DEVELOPMENT OF FOR-
EiGN TRADE WILL BE THE FEATURE .
OF . THE COMING CENTURY. \
. , ,
OPPORTUNITIES OPENED UP BY THE LATE WAR
AND THE NEW TERRITORY ACQUIRED—COM—
PETITION WITH ENGLAND,'GERMANY AND
FRANCE IN CENTRAL AND SOUTH
AMERICA—PROPER BANKING FA-
CILITIES ONLY NEEDED ' TO'
PLACE THE UNITED STATES
._ IN THE LEAD.
At the close of the nineteenth century, which
hm been remarkable for the growth and de—
velopment 'of the American Nation, it has been
found'that the United States has outgrown its
I own boundaries in a‘ commercial Sense, and that
manufacturers are feeling their way toward an
international commerce which shall make the
United States one of the most powerful factors
in the trade relations of the entire world. In
which respect New-York City, the greatest of
all Atlantic seaports, commands conspicuous at-
tention. It has taken many years for this point
to be reached, and even, to-day there will be
foulid now and then business men who stick to
the‘old notion that ‘there is business enough
right in this country to'satisfy the legitimate
profit—making manufacturer. But there is no
going back of the returns, and the returns show
tint American—made goods and other‘domestic
merchandise are finding markets in all the four
corners of the globe. _
steel and iron, drygoods, machinery, hardware,
canals, provisions, cotton, leather, hides, paper,
tom and other articles too numerous to men-
tion the foreign sales; now foot "up each year to
an enormous 'sum. It issafe to predict that as
the growth of industries for supplying the home
Garland has been the geading feature ’of' the
meteenfli century, so for the next hundred,
rye-'1! there will be an expansion of foreign
trade that will open the eyes of the business
of thelworld, and ‘whichShall redound 'to‘
be everlasting 'glory, credit and financial
me: of the United States.
' One of the results of the late war with Spain
has been an awakening of a new interest on the
part 'of American manufacturers in the'possi-
bilities opened up to, them in new territory
which has come- under the protection of the
;smm andVStripes. The interest goes still fur-
ther; and every commercial territory on the
nth is being scrutinizedj‘by careful eyes. For-
eigntrade is’ one thing, but-when it is backed
up'lby a Navy which has won for itself the
esteem and profound respect of other nations
0 it has an added significance. England’s great
foreign trade has been in a large measure owing
to the naval power that wasback of it. Dewey,
Sampson, Schle’y'and' every~ officer and seaman
of the American Navy have combined to bring
about results which will live for all time to
come. - ' ,
Those colonies which have long been under the
control of Spain will now be open to trade with
this country upon the most favorable terms.
Goodsto the amount of millions annually for—
merly brought from Europe to Cuba and Porto
Riddwill now be found entering the ports of
the West Indies with American trademarks
upon them. The moral effect of the success
of Uncle Sam’s soldiers and sailors will have a
farLreaching influence upon trade relations with
Central and South American countries. While
it may be said that for many years there have
been many inducements for American .manu-
facturers to send their products to the different
cities along the eastern and western coast of
South America there has always been an under-
current of sympathy for Spain, in spite of the
fact that most of these same countries freed
themselves from the Spanish yoke by force of
arms. It is said by those competent to judge
that jealousy is the root of the feeling against
the Americans. This has been gradually wear-
ing away, and now, with the might of the Ameri-
can Navy to remind one and all that this coun-
try will stand no trifling, and that American ex—
porters must 'receive fair and equitable treat-
ment before all, the conditions will favor a trade
which should yield large and remunerative
profits.
“America for Americans" has been a. cry
heard in Pan-American trade circles of late
years. Reciprocity treaties have aimed at es-
tablishing trade relations which should do the
greatest good to all concerned. By them’ the
United States would profit by the open doors of
commerce in Central and South America, while,
on the other hand, all of the many countries of
the Spanish-speaking tongue would find much
to their advantage by having such an arrange-
ment with the United States. Strength, safety
and reliability would all be given to such an
international traffic. , - ~-
In competition for the trade of the South
'American countries the manufacturers of this
Nation have found the Germans, English and _
70701177"
In the departments of ‘
1
French to be their most aggressive an’tagOnists.
These three races have been seeking to control
a large share of this businessfor years, and
have spent much time and money in perfecting
the systems under which they operate. In one
particular they have had a. great advantage.
Through their banking connections in all the
principal cities of the Spanish-speaking repub-
lics they have been able to-meet certain busi—
ness methods in which long—term credits play a
most prominent part. American manufactur-
ers have sold largely through export commise
sion houses, getting cash for their goods, and
preferring this method to running the risk of
losses which would not; be‘ under limitation or
control. With equal banking facilities the
Americans would run away with the trade of
Central and South America in shortorder.
It is estimated that under present conditions
Germany leads, with England second and the
INDUSTRIAL EDITION.
ing his business through trade with the newly
acquired territory. This led him to go still fur—
ther. If he was going to try for the markets of
Cuba, Porto Rico and the Philippines,.why not
include some "of the other big markets of the
>world? ' Almost from the time when Dewey elec-
_tri'fied the world by his brilliant} victory in Ma-
nila Bay there has been an activity in searchlof
all data bearing upon foreign trade never before
dreamed of. " When international matters have
become settled and-these new trade fields are
opened 'for cultivation, it is safe to predict that
the Americans will be 'on hand with so fierce a
competition that the control of the" business will
soon be gained.
In connection withthe subject of newly ac-
, 1
1
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HOTEL MAJESTIC.
Seventy—second to‘ Seventy— first st., Central Park West.
The Hotel Majestic, recently built, occupies the entire block from SeVenty-second to Sev—
enty—first st., on Central Park West.
It was constructed not only to provide desirable accom-
modations for transient guests, but to take the place and supply the comforts of home life,
without the cares and annoyances incident to housekeeping.
The plan of the building is such that admirable light and ventilation have been secured,
and it is absolutely fireproof.
The Hotel Majestic stands in the best residential part of the city, and its site, between
Central Park and the Hudson River, makes it cool and comfortable in summer.
(Its positiOnis particularly convenient, as the Seventy-second—st. station of the Sixth and
Ninth ave. elevated railroads is only a. block away, while the Columbus-ave. and Broadway
cars, with their extensive transfer systems, are easily accessible.
The various railway sta-
tions, piers, shopping and business centres and places of amusement can be reached in twenty
' or thirty minutes.
The magnificent foyer of the hotel, which is decorated in Italian Renaissance style, is a
social centre, where the guests congregate at night and receive their friends as in their own
homes.
The Saturday night dances have come to be looked upon with especial favor by the younger
people, and bowling alleys, billiard and pool tables, shufiieboards and music provide many ele-
ments Of amusement for the guests and their friends. 7
At the Hotel Majestic may be found separate cafes for ladies and gentlemen, and a
winter garden, with tropical plants and artistically lighted with softly shaded lamps.
A rustic palm garden occupies the roof, coverihg the entire surface area of thirty thou-
sand square feet, andoffering an unobstructed view of the city.
The hotel provides-accommpdations for dinners, receptions and meetings, large and small,
and is one of the most pofular in the city.» '
United States third, in this branch of foreign
commerce. It is safe to state, however, that
no country is developing or increasing its busi-,
ness with these Southern countries as rapidly
as the United States, and if American manu-
facturers cultivate the business, as they are ex-
pected to, it will not be many years before the
United States will be the leader. _
The. buyers and merchants of the Pan—Ameri-
can trade require from six to nine months' credit.
In the European market they are able to obtain
such terms, and therefore do their business
with Germany, France and England in pref—
erence to the United States. When the time
comes that American bankers will establish
connections such as other countries have, then
let all competitors beware. The American eagle
of commerce will scream as it never has before.
.___.___§—————
T0 CONTROL NEW TRADE.
GENERAL LONGSTREET IN HIS REPORT
MAKES MANY INTERESTING STATE-
MENTS REGARDING TERRITORY
ACQUIRED IN THE WAR.
It has been said that the Spanish war did
more to arouse the American manufacturer to a
realization of the possibilities of selling goods
outside the confines of the United States than
all the ,work of manufacturers’ associations or
the mass of literature which has been scattered
broadcast over the country by the Government
and others keenly interested in the subject. No
sooner had victory perched upon the American
standard than from all quarters came informa-
tion and statistics relating to the commerce of
Cuba, Porto Rico and the Philippines. The
American manufacturer began to prick up his
ears and investigate the chances of increas-
quired territory the late report of General'Long-
street, Commissioner of Railroads, contained the
following interesting paragraph:
“The annexation of the Hawaiian Islands—the
possible, probable control of the Philippine and
Ladrone islands—must open new trade. relations
of such growing proportions with them as to
increase the business 'of all the bond—aided roads
so materially that it will be well within the
scope of reason to anticipate their ability at an
early date to pay principal and interest of their
debt to the United States. These new Eastern
possessions, with Cuba and Porto Rico, producing
tropical products—our annual demand for which
is to the extent of $225,000,000 (about one-third
of our entire imports)-—will in a few years be
entirely furnished from these new possessions
and our own products taken in exchange, while
now our exports to these islands, I believe, do
not exceed $15,000,000 annually. Heretofore, un-
der the former sway, every effort has been made
to discourage business intercourse with Ameri—
cans. Under the new order of things in these
islands every effort will be made to encourage
trade with us, and when the population is
doubled in number and is increased ten times in
ability to produce and consume, which is not
an unreasonable anticipation, what then will
our trade amount to? It is almost impossible to
imagine. . Less than five million British colonists
in Australasia exchange products to the amount
of $650,000,000 annually. It is only reasonable to
suppose that in a few years the trade with our
new possessions will fully equal. if it will not
surpass, all this, of which the United States
must and will control the bulk."
PART IV. '
POINTERS FOR EXPORTERS.
WHAT THE AEEnIcAN MANUFACTURER
SHOULD/:06 AND WHAT HE ,
SHOUEDNOT D0." '
THE IMPORTANCE OF A WELL-ESTABLISHED Ex.
' PORT TRADE 15 MORE THOROUGHLY REALI- 7
’ IZED IN ALL QUARTERS THAN EVER BE-
FORE—FOREIGN DEALERS APPRECI-
ATE ,THE MERITS 0F GOODS FROnf
' .THE UNITED , STATES—'DIFFI-
CULTIES VBEING OVERCOME.
There has never been a time in the history
of American industry whenwmanufacturers real-
ized more fully the importance to them per-
sonally of a well-established and developing
export trade. ' ' . '
For years theyhave labored to meet the de-
mands of a rapidly increasing domestic bust-'2
ness, but their development and capacity have
expanded so enormously that, notwithstanding
a home market of vast extent, they are able to
produce more than is required here.
This surplus, they have learned, can'be, surely
and profitably disposed of in export. For a
long time the cry of “cheap foreign labor" re-
strained American manufacturers from attempt-
ing the foreign field, but the effects of labor-
saving machinery, improved methods and great-
ly reduced cost of materials have more than off-
set the disadvantage, and there is hardly’a field
of any importance in,_ which American made
gOOds— do not now compete—and comp'ete suc-‘
cessfully.
What would have been said a few years ago
if it had been predicted that American cutlery
'would find a marketin Shefiield, and that
American steel rails would win their way in
Birmingham? And yet to—da-y these articles
and thousands of others are competing with sat-
isfaction throughout the world. .
In foreign countries the pepple have learned
that American. manufactures are adapted to
their needs, and in many instances have points
of superiority over articles of—the same sort 3
formerly sold in their markets.
The great export trade which has been de-
veloped in recent years; has naturally caused
every manufacturer who has not shared in its
advantages to ask why he, too, cannot come in
for a part of this business. '
In a general way it may be said that the
conditions governing export trade are the same
as those which govern the domestic markets.
Some'important differences, however, must be
understood and considered if the seeker after
export business is to succeed.
In export as‘in all trade the first thing for
the seller to do is to get intouch with probable
buyers, and the best methods of doing this are
the same in both domestic and foreign business.
Asalesman to be of value ina foreign country
must be a man of.excep_tional ability, and many
requirements enter into the question of his suc-
cess Which are not paramOun’t at home. He
must not only understand the merits of his
employer's goods, but must at all times be
familiar with the general business conditions,
the customs, the wants and the language of the
people he is to visit. _
In addition, he must be energetic and a man
or good business habits, who has his employer’s
interest at heart. This is of prime importance.
The foreign salesman is frequently so placed
that communication with the home Office is
rare, and the incentive to effort must rest in
the salesman himself. An ambitious salesman
can do more to further the development of for-
eign trade than any other means,~ and he rep-
resents one Of the most potent fa-.tors that
enter into‘ the question. The employment of
individual salesmen is expensive, and firms
who are making‘their first bids for foreign pat-
ronage are frequently unwilling or unable to
bear such expense. Local agents in foreign
countries are of great assistance in ‘such cases,
as indeed they are to those whose trade is al-
ready established. In the case of agents, the
requirements are much the same as in that of
the salesmen. The agent must be wideawake
and reliable, or he is apt to prove expensive to
the manufacturer. \
It is generally agreed by those who have made
a study of export trade that such agents should
not be given exclusive control of goods in any
territory. except in cases where they are able to
guarantee adequate returns. “Competition is
the life of trade,” a fact which is as true of the
foreign market as of any other.
The manufacturer should reserve the right to
discontinue such agencies as are found to handi-
cap the trade or obstruct its proper develop-
ment.
There are probably no frauds which have
been practisedmore frequently than those de-
signed to prey upon the manufacturers who are
entering the eXport field for the first time.
Some of these are still cropping up after years
of failure and exposure, and, ancient though
they are, appear to find new victims to hum-
‘bug, and that with, very little change of system
or variation in the pr‘omises so often discredited.
Not all of the promoters of these schemes are
deliberate swindlers, but all are alike in one
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Norwalk Chronicler