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1' 10 Park'Union FOREIGN BANKING CORPORATION 56 Wall Street, New York ' Fully Paid Capital and Surplu $2,250,000 OUR OWN BRANCH OFFICES IN WITH Francisco, Seattle, Yokohama and Shang- hai and direct connections in the Dutch East Indies and Central and South America, we are in a position to extend to exportera and importers exceptional facil- ities for the transaction and extension of their foreign business. Shipments financed, acceptances given, credit and bills of exchange issued. Our officers ' wiU be glad to confer with anyone interested in foreign trade. OFFICERS Charles A. Holder, President T. Fred Aspdcn, Vice-Preside- nt E. D. MacKcnzle, Secretary & Treasurer ! Taiyo Trading j Co., Inc. SUCCESSORS TO TAKIIO. GGAVVA St CO. AND THE TAJ1MI CO. ft IMPORTERS AND EXPORTERS fl Japanese Goods 101 FIFTH AVENUE 5 NKW YORK. 4 WE are in a position to careful and effi- cient service in all mat- ters pertaining to Foreign Banking. Our Branches and correspondents all over the world enable us to offer attractive facilities to Ex- porters and Importers. BRANCHES Havana, Cuba Rio dc Janeiro, Brazil Brussels, Belgium-Por- t au Prince, Haiti Panama City, Panama Cristobal, Canal Zone Cali, Colombia Harbin, Manchuria AMERICAN FOREIGN banking Corporation 53 Broadway, New York Capttal, Satphit and Unlhlici Projib oca $5,000,000 New Zealnnd Cannl ITrjcctl. Special Detpateh to Tu Sc.v. Auckuinp, N. Z.. Oct. 6. Agitation Is again noticed In New' Zealand for the construction of a canal across the North Island, Just south of Auckland. The fruits, or bays, on the two sides of the Island are separated only by a. mile or two of land, so that the construction of the canal can be easily accomplished and when completed will reduce the running time between Auckland and Sydney by twenty-fou- r hours. 17 Mitsui & 9 Branches in of the letters of CHINESE BOYCOTT BRINGS A BOOM Native Industry Stimulated by Antt-Japane- se move. Fikjn, China, Oct. 1. The boycott movement has brought about nn Indus- trial boom In China. Not a day passes without some project being launched for a new factory or the Improvement of an old factory. The total abstinence from using Japa- nese goods of all types has led to tho general reallratlon that many things which have been supplied by Japan In large quantities can easily be manufac- tured In China with profit Hence a boom prevails for starting new factories. tn Othftr CAR Oartlln .,. . Pklnu. . I V11IUV0Q II It. it u - fecturera have found themselves In a very awn ward position, as they have up till now deponded on Japanese manufac. turers for the minnK- - nf tthoi mw, n- - half finished materials Take, for In- stance, the socks and underwear fac- tories. While theie Chinese factories have been able to do excellent business In making socks and underwear for the Chinese market, no one haa ever thought of manufacturing the fine threads vitally necessary for the manufacture. A number of wideawake merchants of Shanghai, Including Tu g, are cry mucn interest ea in a momentous scheme of starting an industrial bank whnliA aim arfll .. . Ti. n Hm mw..ni.. l ' \ \ ' wimjiuMul - cllltles to bona fide Chinese manufacture BRITISH OUTLOOK IN CHINA GLOOMY Shipment of Goods From Eng- land Not Guaranteed. Sptciat CabU Dtipatch to Tub Box from tu London Tlnw Servlc. Copyright. Ul, oil rights reserved. Pxkin, Oct 7. Economic conditions at home caused much apprehension In British commercial circles out here. Within the last few days British firms were warned by cable from England that neither dates of delivery nor shipment of goods for China can be guaranteed, and as even contract prices are liable to re- vision under the courts' emergoncy act. It Is obvious that competition with tho United States Is becoming almost Im- possible Quito recently a Government order for $15,009,000 worth of rolling stock was laid before the British engineering firms, nnd it might have boen obtained If tho prices had been approximately equal. American firms quoted 50 per cent, less, besides more favorable financial terms, and part of the order now has gone to America. An Important German electrical firm. formerly highly successful In China, but down and out during the war, already haa organ'ied a large Chinese staff for operation In China, and Is believed to be prepared to do builnes on terms quite Impossible to British competitors. 71 Co. Ltd. Important Cities World Importers Exporters Shipowners GENERAL OFFICE 65 Broadtfa;?, N. T. City Tea Dept, 87 Front Street Raw Silk & Habutai, 25 Madison Ave. HEAD OFFICE TOKYO, JAPAN San Francisco Seattle Portland London, England Most AMERICANS BREAK FAR EAST BARRIER Salesmen Bring Now Ideas as Well as Now Goods to iho Orient. MANY OASES IN POINT iOno Great Concern Changed Method of Buying on Tip From This Side. ny ci,Aitn:vci3 n. noswonni. Since the advent of roally representa- tive American salesmen into tho mar- kets of the Far East they havo \sold\ themselves, their merchandise, and to a most gratifying extent American Ideas it credit terms. The effect of their In fluence upon retailing methods and the selootlon of merchandise is shown In almost every Important retail store on the far Pacific coast. Jf the quality of our salesmen Is carefully maintained abroad American salesmen will soon, be taken ns seriously by foreign buyers as by our buyers here at home. Certain It is that they can be of even greater service to the buyers overseas because of their great distance from tho sources of supply and lnfre-- ; quency of their visits to the great mar- -' keta of the world, . It Is a wonderfully fine thing for the- American salesmen In the Far East to be able to adapt himself to the business customs of the several countries and to be flexible enough to humor the buyers of the different nationalities, but It Is finer type of American salesman who Is ever mindful of the fact that the. home office and the factory are entitled to a generous measure of consideration, and persuades buyers to proceed ac- cording to the established customs of the Arm he represents. Peculiar Methods of Furchnee. One of the largest retail firms In the Southern Hemisphere has a most peculiar method of running Its pur chasing department. Tho system begins In a large cheerless room with a hard \Quaker\ bench along one side for waiting salesmen to make themselves comfortable upon until a purchasing de- partment clerk appears behind the long counter, which Is parUtloned off like a row of voting booths. These partitions furnish a certain amount of privacy when showing samples and making quotations. Overhead Is a large sign, which enys \No Smoking.\ Just Insldo the door at tho right Is the cigar and ,obacco department. The purchasing Eystem stages Its second act within the confines of a sample room, tho sacredness of which no salesman ever Over the countor of the outer room samples with prices attached are passed to a clerk, who gives a receipt for them, and the salesman goes his anxious way. The samples are then given lot num- bers, all marks which Indicate the origin of the goods are removed, and the department buyers are Invited t look the samples over. Selections are made according to sampla only. Orders are not placed through the salesman but by mall, nnd In the case of Amerl can purchases these orders aro for- warded through the firm's London offl' ( Of course this Fystcm docs not men with the approval of American sales-me- n at all and most of them have tho temerity to express their disapproval of It The firm's representatives usually answer these complaints with the ques- tion: What Is the matter with our system? Aren't we the largest retailers south or uie equator I One Man nan the Gantlet. I know of only one salesman who suc- ceeded tn getting this firm to make an exception to Its buying rule. When the buying room clerk explained the system to him he said:' \I am sorry. iMy line Is an extra profit and extra business proposition. Unless I can see your buyer I cannot show your people what I have to offer In a 'way which Is fslr either to us or to you. From the little conversation ho had with the clerk that individual became Interested and urged the submitting of samples In tho customary way, with an explanatory let ter to accompany them. The salesman flatly refused. After some manoeuvring he succeeded In getting an audience with the mer chandise manager of the store. To this Individual he explained fully why he would not allow his samples to be \run through the mill\ , \No sir,\ he said, \my line cannot be judged fairly from the mere looks of the samples I have with me and, while It Is good value merchandise, we do not car to have It Judged by standards of Its In. trlnslc value alone. We should like to place our line with you. but. despite the fact that yours Is tho most sousht for account In the whole Southern Hemis- phere, we will not place our line with you unless we are certain It will be un- derstood thoroughly by your salesmen and saleswomen and properly featured by yourselves. I am certain, sir, that you will find the time well spent If you and your department head will come over to my sample room, see my sam- ples and hear my story.\ The exception was made and the line was placed. It Is now being handled In conformity with the Bales plan of the home office and the connection Is mu- tually profitable and satisfactory. This salesman was so sure of his ground that he mado thla comment to tho firm's rep- resentatives: \For ordinary merchandise I do not question tho efficiency of your buying system, but I do question the advisabil- ity of your adhering too closely to It when dealing with salesmen from over- seas. Ilroko Down the Barrier. \Most of us overseas salesmen carry special llns lines -- vhlch are not neces- sarily competitive. Often our offerings are of absolutely new merchandise with which your buyero are not familiar. This special merchandise must be ex- plained to your buyers so that they In turn may explain It to their department salespeople. Tour system acts as a bar- rier to the Introduction of new luxuries and conveniences lines which raise the up to dato store from 'he plane of a mere seller of necessities to that ot an Institution which renders maximum service to the community through the Introduction of new things, the posses- sion of which adds to the comfort, en- joyment or something else of the Indi- viduals In the community.\ Latest reports from this store Indi- cate that the expression of this sound reasoning had Its effect and that new Ideas In merchandise are finding a more cordial reception In this particular Insti- tution. It Is a wise salesman who as- sures hlmcelf that his merchandlso will be properly handled In the retull store In which he places It The case recited above is extreme even for the Far East, but It serves tho purpose to Illustrate the true position ot the American sales- man. .If he Is worth while as a sales- man he h an educator quite as much as an order taker, It Is In this that he differs from most salesmen from other countries with whom ho comes Into competition. As a rule, American manufactured articles for general use or wear are higher priced than manufactures from ether countries for similar purposes. Also, THE SUN, WEDNESDAY, OCTOBER 8, 1919.- - SUL TANS OF SOLO PLAN TO GREET WILHELMIM Proposed Visit of Dutch Queen to Indian Colonies Ex-- x pected to Revive Regal Splendor of the Natives. Special to Thb Sum. Data via. Java, Sept 29. A flurry of excitement haa disturbed the peaceful-nee- s of tho Dutch East Indies' because of the semi-offici- news which reached hero that Queen WUhelmlna plans to visit the Netherlands Indies within the next few months. Tho Dutch look forward to tho visit as a political move to solidify tho Eu- rasians, natives and Hollanders Into a loyal colonial unit. For some tlmo there haa been friction among theso factions and a growing discontent on tho part of the Eurasians. Incipient riots have broken out from tlmo to time, and these usually centred around the Chinese, who havo ably defended themselves until the arrival nf the police. The most excited persons are the Sultans ot Solo, or Soerajkarta, and of Djokjakarta, or DJokji, as the name is usually abbreviated. These two Sultans are the nominal heads of the two self- - ) governing districts with the abovo names, and still live, to la considerable I degree, In their nnclent Oriental and regal splendor. Both Sultans plan. to. as a rule, credit terms are less attrac- tive to buyers, but the American prod- uct also usually excels In style, finish and package, and If It Is an article of wearing apparel It always excels In fit In many things, this one Item of fit assures longer wear with a degree of satisfaction, which Is eminently greater to the consumer. It Is because of theso superiorities In thb finer points ot our manufactured merchandise that we have developed the distinctly American salesman who, be- cause of his unusual study ot markets and knowledge of merchandise, becomes a valuablo man for any buyer or er to talk to. This Is seldom true of salesmen from other countries and It Is qulto surprising to tho American sales- man to find that salesmen abroad are not set upon the pedestals which they occupy here In America, and It Is with pardonable pride that Americans observe the growing cordiality with which for- eign buyers greet salesmen from tho U. 8. A- - CHINA'S EXPORTS EXCELLED IN 1918 High Exchanjjo No Barrier to Business Customs' Fig-'ure- s Show. Shanghai, Oct 1. The usual yellow back volume headed \Exports\ has Just been Issued by the statistical depart- ment of the Maritime Customs covering the year 1918. In it more thnn 300 of the articles exported from China are listed In detail, giving figures as to quantity and value dealt In at each port. nnd also show the quantities and values exported to each Individual country to which they' were tent. Tho fact haa nlready ben made known previously, but this volume aealn calls attention to the fact' that China's export trade In 1018. was tho largest ever recorded despite the combined de- pressing effects of Internal strife, lack of shipping facilities and high exchange rates. It Is to be noted, however, hat the record, total of 1918 Is due to Increases made In many of the more remote ports, the largo export ports like Shanghai, Hankow, Tientsin and Canton having cither only nude slight Increases or at best only held their own. China's exports In 1918 amounted to Halkwan taols tS5,SSS,031, an Increase of Halkwan taels 22.051. iOl over the total for 1917 and ot Halkwan taels 4,08r,,6C5 oveT the total for 19K, which was tho best previous record. The aver-- , no value of tho Halkwan tael In 1918 was gold J1.26, In 191\ gold 1.03 and In 1916 gold 79 cents. As Chlna'a exports In 1909 amounted to Halkwan taels 338.992,814. when the Halkwan tael was only worth 63 cents In American told, tho Increase within the last decade has been Halkwan taels 146,890,217. The exports show that Japan contin- ued to be China's beet customer In 1918, as exports to Japan for the year amount ed to Hk. TIs. 163.394,992. Tho British Crown colony of Hongkong noias secona placo In the record witn exports amount ing to Hk. TIs. 116,988,021. Exports to tho United States from unina are iniru In the list and amounted to Hk. TIs. 77,- - 134. 20D. France Is next, with Hk. TIs. 30.469.677. and Great Britain Is In fifth nlace with Hk. TIs.' C3.264.5S9, but It should bo stated that a large proportion of exports to Hongkong are for Great Britain. Russia was formerly China's best cus- tomer for teas, besides consuming large quantities of other Chinese products. How the disturbed conditions In Russia have affected the country's credit may be seen from the fact that Chinese exports to European porta of Russia fell from Ilk. 'TIs. 4.222,617 In 1917 to Hk. TIs. S3 In the year covered by the report. All through tho report the direct ef- fects of the war In Europo are to be seen. In 1916 China shipped goods hav-n- g a value of Hk. TIs. 1,105,998 to the Netherlands. When tho blockade ngalnat the Northern neutrals became effective the following year China's exports to the Netherlands dropped to Hk. TIs. 26,-33- 6, and they reached the vanishing point in 1918. No Dar to American Drngi. An entirely erroneous bt&tumeht to the effect that the Commonwealth of Australia had prohibited the importa- tion of American drugs and chemicals has appeared In a local newspaper. The Australian Commission In the United. States announces that according to cabled Information received from Aus- tralia tho statement Is entirely un- founded. .. . . . rry TI ij i i \ \ J ! nxS Pekin, na, shows a small army Americans being drilled by Unjted greet the Queen with due pomp and ceromony In marvellous Oriental page- ants, but Just now It Is a matter of grave concern whether the new royal limousines should be used, or whether tho golden stato coaches of old should bo dusted and regtlded for the occa-- ; slon. Also, It Is a mooted question whether thq Sultans with their retain- ers should go down to Uatavla to greet tho Queen, or wait, as of old, for tho visiting sovereign to announce her ar- rival at tho palace gates. Certain It is that Queen WUhelmlna will be most enthusiastically received, for It Is largely through the generosity ot the Queen, who allows the Sultana about $200,000 per year each, that they arc able to live In luxury and still main- tain their positions' as nominal rulers of their respective districts, and unless re- strained by the Dutch Resldante, It Is generally expected that tho Sultans will try to outdlsplay one another In a bid for queenly favor. It Is known that the Queen would look with disfavor upon any such lavlshness. for she Is much too democratic nnd practical to approve of such wasteful expenditures. Australian News. MELBOURNE Australia's war loans amount to approximately 31,428,587,765. pf which sum 1120,880,000 are not ex- pended, according to a statement made by acting Prime Minister Watt In the Federal Parliament STDJTET A Soldiers National Fed- eration has been formed here with the purpose of supporting the platform of the Nationalist parties. The labor con- ference recently held here carried a motion stating that the Governor-Gener- al of tho Commonwealth should bo an Australian by birth and should be elected by the people. A proposal to eliminate all compulsory training clauses from the Defence Act was also unani- mously carried. STDJfEY The Sydney newspapers quoto from an article In the Empire Review, an English periodical, by Sir Charles Wade, Agent-Gener- al for New South Wales, on the question of Immi- gration to Australia. Sir Charles says that the understanding that passage money of British Immigrants be paid by tho Government Is a great step for- ward and affords evidence that Imperial migration Is not only a matter of do- minion Interest, but likewise of Imperial responsibility Sir Charles stresses the Importance of giving practical assist- ance ,to the men nnd women on arrival In the country and urges railway com- munication be extended throughout the land to facilitate their settlement RTDXET A large number of educa- tional and Aharitable Institutions are benefited by the will of the late Sir Samuel McCaughey, one of Australians richest men. He left an estate valued at 38.750.000. Among tho principal beneficiaries are Sydney University, $2,325,000; Queens- land University, fl. 150,000: the Presby- terian Church In New South Wales and Queensland. $1,060,000; Sydney Gram- mar School, J50.000: Newlngton College, av,uuu; tno King's School. 150,000 Cfnnbronk School. $50,000:Sydnev Hos pltal. J25.000; Royal Prince1 Alfred Hos pital, 125.000; Royal Alexandra Hospi- tal, 325,000; Salvation Army. 325.000. The sum of $2,325,000 Is also bequeathed ror the use of widows and orphans of somiers killed in the war. SYDNEY New Zeslandera stranded here during the seamen's strike got to- gether from among their number suffi cient men to man tho vessel Moerakl, to mako a special trip home. Both the New Zealand and the Australian sea- men's union declared their unwillingness to permit the Jsew Zealandcra to pro- ceed. SlnXKY- - The New South Wales Government has decided to assist the copper Industry by shouldering part of tho cost of haulage from the mines to the laboratories. Under the new arrange, ment copper concentrates and matte will be carried by rail on a basts of Jl per ton of copper contents for a period of six months from the data of desnatch of tho first consignment, or until such time as electrolytic at best selected copper realizes fjz 10s. or more ln London, pro- vided that occurs within the specified six months. SYDNEY Objections against the Federal proposal for tho reduction of tho Stato capitation grant has been raised by Premier Holman of New South Wales, on the ground that \It has the disadvantage of unsettling tho finances of seven Governments over a period of six years.\ As an alternative scheme Mr. Holman suggests that the whole of tho per capita payments should cease at the' end of the present arrangements and that the commonwealth ln turn should forego taxation on land, .property and probates. MELBOURNE Acting Prime Minis- ter Watt, whose health has recently been poor, Is sufficiently recovered, It has been announced, to allow him to attend Cabinet meetings and to take his scat In th House of Representatives. MKLllOUItxn Before their return from Paris Prime Minister W. Hughes and Sir Joseph Cook, member of the Cabinet, chose a Bltto for tho great Aus- tralian memorial ln France, on a ridge overlooking Amiens. The memorial will bo of Australian trachyte marble, will be situated on a ten acre plot and will b clearly visible from Amiens. LEETON A series of irrigation ex- periments carried out at the Mumim. brldco Irrigation area has conclusively uiiivcu tne vaiue ot audan grass as fodder. This new grass, which eeems to thrlvo well on all classe of unit mn bo used as dry fodder, makes excellent chaff In addition to being n valuable green wmier, and Is gaining In popular- - ... . - JAPANESE SHOWED ' POISE IN RIOTING 3Iohs \Wrecked Bico Shops Owned' by Hoarders in \Work-mnnlik- o Manner. NO FOREIGNERS HARMED When Officer 'Spoko Mikado's Nnmo Great Crowd Quietly Dispersed. ny MILTOX II. M'INTOSII. Written Especially or the Far Eastern Section o Thb Sun. The streets In Yokohama\ during the rlco riots last year presented a sight never to bo forgotten: even the ever present doga were wise enough to keep off while the rlotera held sway. A better time for a Japanese riot could not have been selected than on the moonlit nffrht nt T am wrlHnfr the night of the fiercest rioting. Everything waj Ih . t... . ,tmn O n'f rttllfr1 i.i iwuiuw, \i L.iu v ..ww. - rround the lights In the houses of pleas- - uro in Asoblkl-ch- o had been extln- - gulshed, tho revellers taking vantage points In tho darkened houses, and the police busily engaged ln keeping the people out of the district whero the riot was to be staged. We who wero fortunat6 to bo ln tho centre of the storm belt had climbed to the top of the \Cafe Beauty\ and thero, lying flat on our stomachs, wero able to observe without Interference the whole proceeding. While we Joked and laughed the rioters hod begun to swarm and the streets which ten minutes beforo had been practically denuded were now alive with one solid mass, fully 20,000 souls surging down upon us, slowly, Irresist- ibly; even while wo thought we wero completely surrounded until It seemed our light llttlo thrco story building would be lifted upon their shoulders; to us It seemed that all Yokohama had gravi- tated to this spot. Tho great multitude had stopped ; we were completely surrounded; consterna tlon seised upon us. Just how soon theso awful rioters would level our building and crush us beneath their wooden clogi we knew not There ensued an nwiul pause, quiet reigned supreme, the man- ager ot the cafe whispered for us to deaden our cigars and make not a sound. Oat to Wreck Rice Shops. Just opposite our building was. a rlco shop : we soon discovered tills to bo tho objective of the rlotera. A 'half circle- - was described In front and at the given word thoso having tho matter In chargt J .- - ..S\ .... u . K... , , T i , , ., .\n;.V ;,..\\' tho next crowd pushed on to plotted out and so on until a sufficient number of rice hoarders' shops had been destroyed to satisfy the crowd of a good nlght'a work, and then as mysteriously as they had come they vanished. At first we thought this a part of the Crama and fully expected to hear an explosion with ourselves suddenly dis- tributed over Yokohama. Our fears were soon put nt rest, however, by tho man- ager, who Informed us that thero would be no mora rioting 'until the same tlmo the next night, and v.e wero free to go on with our festivities. In a little matting coveted room be- low, seated around a low teak wood table nwaltlng our \befu tckl\ (beef \eo at seem Meak) and \sarada\ (salad), v.o began ilscusslng the subject of the riots and ' their cause. We had.somo difficulty in accepting a definition of what we had . Hon as that of a mob ot frenzied, hun gry, half starved rice hounds, bent upon wanton destruction. To us It eeemed a congregations ot orderly, men, who, knowing their business and their particular objective for thut oc- casion, went about their task delib- erately. ' An exa'mlnatlon of some ot theso shops which had been demolished showed plainly how careful they had been not to damago adjulnlng property ; so far as wo wero concerned our experience had been a revelation. Hero wo were brought fnco to faco with a demonstra-- , won niufceu m mi' iieit.ii ui mu nuuuB nt a time nnd In a place whero It was cupposcd no foreigner could possibly be; we had seen the remarkable poise, tho perfect control, the mastery of self even under the heat of determined revenge. It was easy now to understand the siege ot Port Arthur and Tslngtau and to know something the spirit that caused the same conquerors xo make life for their prisoners so InteifMIng that there was shedding tears when freedom came and they were obliged to go home. These stories had all been discredited before, but our night's ex perlenco on tho roof garden of tho llttlo cafe was enough; hereafter wo would roe for ourselves beforo pronouncing judgment. Cmperor'H Word 3raBln.il. We were so filled with emotion thnt when wo arrived back at otho Grand Hotel we gathered about us a group of young American business men nnd re lated in detail tho whole story. The evening was concluded with \Banzais\ for Japan nnd America. It wouldn't' be fair not to tell vou the conclusion of the rice riots. On the next night one of tho members of the Japanese police force went before the throng and called them to halt, that he had n message from the Emperor. This was enough ; no Japanese Is so lacking In education that he doesn't understand tho meaning of such a mes- sage; they were promised relief nt his own hands immediately, they were re- quested to ceaso rioting nnd go to their homes and, await action by the Thus one ot the most sweeping and generally widespread disturbances which threatened the Internal peaco of Japan was brought to a quick and positive stop. The Mikado took of his own pri- vate funds millions of yen and dis- tributed these to the sufferers and the Government took speedy action to bring the offending hoarders to justice. This Is but one Incident, there have been hundreds fully as convincing In the life of the writer. hope In chroni- cling this Is that It may bring home ono thought, that possibly some of the de- ductions now being put upon tho activi- ties of the Japanese by our friends might have been made with but n surface ' Wa\8 of DurInB the w\ these drills were dally events of too per cent, they are continued on a programme cf drills J?Z States Marines, other week. knowledge and with a bias created by race prejudices and should not be ac- cepted at faco value without investiga- tion. Kind but nlcld With Germans. Tho Japanese havo been accused of being lenient with tho Germans during tho wnr. I refer to those resident In Japan. To thoso who pass snap Judg- ment nnd who do not know the soul of these people there would bo difficulty In understanding how kindness coull be shown to enemy subjects Interned In their country without tho Japanese being trnttora to the allied cause. Lot It be thoroughly understood that In so far as war regulations and hon-orab- lo International conduct were con- cerned the Japanese people carried their observations of enemy subjects to such lengths that at tlmus even our own citizens having German grandfathers or names sounding German were subjected to police scrutiny which was embarras- sing. I know of one case where a Ger- man was dispossessed 'of his business In Yokohama nnd then later on when his llfo became extremely difficult the Jap- anese police mado arrangements for him to teach a night school and thus earn enough to live. His movements were under complete surveillance at all times, but they found a way to be kind to oven him, their enemy. In the same manner Japanese and Chi- nese Immigrants came to this country fifty years ngo and made a lasting contri- bution to tho wealth and beauty of our U31 senumcme first of of of My nation. In return for v:hlch we excluded I nllli .I'miWefi ihpm An Immigration . . m 1 I 1 ) H .1 irom souwiern Europe wnicn two jirutcu j so prominently in our labor disturbances j in rrPnt vmm wns nrrmliterl In ever in. creasing numbers ana welcomed as nno vote makers: there was no cry of peril at theso white Immigrants. A study ot tho characteristics of Asiatic labor would disclose that the worst charge wo can substantiate Is that they are perhaps more frugal than we. Our opposition to them certainly Is not based upon any In herent qualities which render thom tin. desirable for citizenship; at almost any of our great educational Institutions you find among the alumni ot tho first rank the names of Chinese and Japanese. An Appeal for Fairness. If being studious, well behaved, Indus trlous and frugal, willing to perform tho duties of citizenship, render men unfit for residence anions us then what can bo tho definition of ourselves' and our own qualities? Don't we possess any of tnese i as one American should hato to admit this. Theso aro tho thoughts I of ne. IKr resident among our0 Jap j \ wninese incnus. In the wake of the great war. while our passions are cooling. It might be well for us to cultivate somo of the poise and of which you have Just heard. perhaps It might not do us any harm to seriously Investigate the underlying qual ities wnicn make men masters under the severest of difficulties. Just at this time, when hundreds of tnousanas of producers of materials aro refusing to produce, when one code of ethics falls tp overrldo another 'and gen- eral chaos stare us In tho fnco, might It ' not bo . well .. f to allow thoso whom wo have been civilizing to take n turn at clvlllz- - out of place, but think them over, do a little Investigating on your own account and then mako your answer. FAR EASTEEN TRADE NOTES. The Japanese Government Is conduct- ing extensive experiments to determine the effect on the public health ot sac- charine as a substitute for sugar. The prohibition on tho uao of saccharine has been In force In Japan for sixteen years, and If this restriction Is removed it la thought It will hav.j thu effect of ma- terially reducing tho cost of sweetening. An air postal service la tu be inaugu- - ....... . . rlil m t ,r..i.iA x ,\ , rH,:7J 'n , v tlon, .and tho Debartment of Commnni cations are to cooperate lu maintaining this service. The Japanese Department of Agricul- ture and Commerce \has Issued direc- tions that no celluloid goods exceeding four Inches-i- n length or diameter shall be exported, unless such goods pass the inspection of cither the Association ot Celluloid Guilds or the local prefecture offices. There Is a market ln thu (' sular district for nil e irom ioi,r 10 sixty tiorscpowu' and which are adapted to tho operation of all kinds of machinery. No Iarce number nt engines can be sold solely through cor- respondence, and. where It Is not pos- sible to send a representative and es- tablish a branch, It Is advisable to make connections with some American house already established. An Industrial fair Is to be held ln Bandoeng, Jva, during May, 1920, and this presents a good opportunity for Amerlcun manufacturers of small hand power machinery to display such lines ne grinders and abrasives, bench and post drills, tinsmith's tools, sewing; ma- chines, bicycles and motorcycles, lawn mowers. He. It Is stated that no fac- tory machinery will be exhibited. In- formation regarding reservations may be obtained from the secretary of the In- dustries Fair. IS. J. Krol,u3D Oobtelde, Bandoeng, Java. The farmers in certain districts in Australia, according to a report dated July 12, were protesting to the Federal Government against the \wool pool,\ stating that tho results obtained were not equitable, and claiming that the manufacturers got the wool nt a flat rate of 31 cents per pound and wero selling It fgr J4.S7 per pound, without return- ing any portion of tho profits to the Gov- ernment. At a meeting recently held In Nagoya. Japan, a promlnont labor leader Hnoto on tho dlfferenco whtch exists between I foreign and Japanese laborers. on tho fact that Japanese laborers were content with wages sufficient only to sustain life, while foreign laborers havo demanded and received wages large enough to supply shelter, food and clothing, with a margin ln addition for amusements, life Insurance, ic A profitable canning Industry might to established ln tho Abra piovlnce. Phllipplno Islands, for the purpose of preserving tho catch of lpon fish takes In the waters of tho province nnnimi. Tho lpon Is a small fish used extensively In the Philippines for tho mnnf-,rJ.- . ui u jjuipino laoio rood known as \b.i-- t eoong.\ It Is fnim.1 in m tho Islands and miutltin.. fi.T: of conslderublo domestic commercial i ' \ emeu or mis Hsh in Abra amounts to a value of over J175.000 an The excellent opportunities In cocoa-n- ut farming are attracting i,.... capital to the Mindanao Province Phil-Ippl- Islands. It is said that it l pos- sible, after tho first six months of n, to mako the returns from corn grown between the coccoanut rows suffi- cient to cover all the expenso of open- - ,. TTf.r?ha.s been a notDl recovery In Philippine cocoanut oil market from tho slump which pervaded riurinu- .i.. i.ui) juuiunsoi uie present year. Great . SOLE AGENCY BEST T IN CHINESE TRADE! Distributer's Interest Equal to That of Manufacturer Un : dor This Plan.- - J TERRITORY BIG PUZZLE; ' n Country Divided Into Three; Great Export Areas for American Purposes. '; Prepared by the Far Eatltrn Division S Bureau of Foreign and domestic ' Commrrce. i A phase of Far Eastern markeUsr. with which tho American manufacturer\ Is not equipped by experience to cope, is the very difficult one of distribution ad territory. His experience has ihoira! him the value, perhaps, of dividing large geographical areas nt home and ln; foreign markets Into small territories! I un\CT distinct agency contracts;, but In' entering tho Oriental field there hr . ; iuairaii nnicn snouia mod.fy; to some extent tho rtllos whlrh t,-- ! been found advantngeous elsewhere. ! China proper, though coverlne a v.ii! geographical area, Is, as far as the : I American exporter Is concerned, three . .. I Ham, Blln.t n - ki.iuc ureas uanion,\ Shanghai and Tientsin. This Is duo to! the fact that for generations the foreign; trade of China haa been handled only\ through certain \treaty ports.\ and In\ these porta havo grown up large foreign\ and Chinese organizations with branches In many other ports In the same terrl-- I tory, and theso form the main chnnneli\ of trade to nnd from foreign countries. -- As these largo organization now? operate. It Is highly Inexpedient for thrnl to entertain any but a solo agency for; the wholo ot their respective areas, and' at tho same tlmo whero they are cfflel nt it Is to the best Interests of the Amerl. ' can manufacturer to permit tjicm to; do so. Delivery mid Collection Scrrlrei. The nctual selling of the goods, how.\ ever, is only a small part of m rket'ng: In China. The Intelligent and economl.-a- l routing of shipments by sea, rail, river,\ canal, whelbarrow nnd coolie, with fre- - quent delays and transshipments, meansl that a delivery service must be main-- : talned as well aa n telling service A\ separate collection bervlco must also 1m maintained and .'irramrements ni..d 'o tho shipment of tho coin or bullion to; the trade centres from t 10 interior hn; Inland exchange Is unfavorable Th.ro ;.re several 'aiga distributer oi ! who have forelmi and native falcsircn! In every town who look after these all. Important details, and It Is safe to fayl that without such services no wide dj.\ trlbutlon of products In China Is pos- -' slble. In connecting with these large dh\ tributers the American manufacturer hai everything to gain. The only e that would achieve tho satriw results would be the establishment e' an extensive sales, organization, tr.4 whether this could be operate! on a largo enough scale by any ulngle r to overcome the 'low ocr -- expense of tho large d stributo Is lug'ib problematical. On cf this al ita w hlch the Wobb law liar, offered m -- Ii \ U the organization or new dl.tri'jnb tho character described to oywi . along identical llqet. This development 'merely tends to strengthen tho sole apency theory, hon over, as these combinations are organ-Ize- d for the specific purpose of dpvi . Ing tho wholo territory, and no attempt Is made to develop It piecemeal and distribute rather than ealea effort. Solo Asrency More Hcnnamlcal. The main argument r.gatnst th largo organizations ha been the appi ently higher comniKdoni whl.'l ) chnrqe. If China wer- - on n pc't bun ic would manifestly to advai'ig. 'he NV- - Yo'- - pvmrtor in -,. j lno small tiaiivn flm-f- i direi t commission nrd finance tin d .m'w inrn. ji wou'ri al-- seen r 'a n that on other business offered tho Am t lenn manufacturer by an American .x port houso a 10 per cent, commission tc the Chinese distributer would be atrnH protection. This would be entirely in order If the goods thus sold went through firms In China with organizations ai large as the distributer. But most of thesa outside orders come from native dealers who cap afford fo trade on a tmall margin of profit of nbout 2V5 per cent. This 12 i per cent margin is therefore not enough to rro' tect the Iap?o distill) itr w vlv factory profit nnd allow for his heav er selling- - expenses. This would eem to ar\.'uo in favor of the rnnufan .i 1. Ing business entirely through such piwr. pels. In nctunl practice, however he branch office manager of the extor'ir In China solicits business from dealers This branch offlco wants turnover, und Is not particularly\ Interested In any special make of goods He might, it Is true, bo persuaded to give closer attm-tlo- n to a eel tain manufacturer's 'i'e hy means of a special pecuniary Induce- ment, but that would not deter him fr im accepting similar Inducements from competing manufacturer This would not register much of a gain for an one except tho agent, and tho goods . i go on the market nt Just that much higher cost, thus offsetting the appaunt advantage. The Chlneso dlslrllutor with aKe\py contract, on the other hand. Ki almost as great an Inti rest in the ug- -i ns the manufacturer. Ho carries a tt..eii nnd specializes only on thnt parti i j' mako of goods. He endeavors to rt\ er tho same service to the dealer as Is rendered by a district dlstrllviter United States, In this respect ho da' r from the exporter's anent, who hatides hundreds of lines of all classes of nvr chandlse and can hardly be experto.I tu know about any p.trtleulitr Ir.o to exert any Intelligent sales effort or '\ but Is nn \order taker\ only. Wrslinein lu Divided Arllon If tho manufacturer decides thn' M solo agency Is tho most loglra of Pushing his sales but st ll tho rlKl,t to amIJt ''U'lness from i ..w..., .cvi..u ... commission for the airent, su'b an i' rangement ha Its drawbacks for ti th tho manufacturer and the dlstnhu'ei The latter cannot carry largo sto. Ks his prices, ia has been i ' eJ out, are higher than tho costs if who buys through the Amen an exporter. Accordingly he can not mate tho proportion of business w1, will be diverted from his stocks ''l placed direct with the manufa ' through Uie exporter. Not being ahlo to carry s'orkn ' vantage, tho distributer Is i.ot 'n tlon to give \service\ to the ir- ' turer or to carry on an elllcl'' ' tLiIng and soiling campaign f ' i .f,op- - thB ranth of July1 ponsatlon Is limited to the 1 ana both oil copra went to almost ' commission tho manufacture, unprecedented prices. During tho early . him on direct rnlci. If he (1 fJ t,;,Ju' \ selllnff ,n Manl'a \ndcr this \service\ by adr. Per of 2.2046 rounds. ' canvassing and drumming up trau-c',,o- J\ ,Pfv.r rlcul of \2 I tho manufaclurcr the tatter's im t.h8 focoanut oil mills remain In comparative obscurlu oc Jci I?!n.tSmoV\ to resell the merchants with whom the Am-- . lure It and markeT.f,\ lo m\ exporter deals will have no latere.. eneral aervtce work.
