1901] COMMEIiCIAL JAPAi^^. 2283 



The foreign and Japanese chambers of commerce lately held an informal joint meeting in relation to this subject, at which time 

 it was plainly pointed out by the foreign chamber that the capital sought, being necessarily timid, required to be piroperly safeguarded 

 by a more liberal display upon the part of the Government, such as, for instance, the equalization of foreigners with Japanese in regard 

 to the holding of shares in stock companies and in refcnmce to the ownership of land. 



Japanese business people are slow, methodical, and cautious in their dealings, and it is characteristic of them to protect themselves 

 at every point. Business must be done carefully with tliem, as well as with others; their responsibility must be thoroughly investigated, 

 and also their general business rei^utation. There arc mercantile agencies in this country which furnish financial ratings and some of 

 the representative Japanese houses have branches in one or more of the leading American cities. 



It may be noted that there has of late been considerable complaint that goods have not been promptly taken upon arrival, and thia 

 is said to be part of a scheme by some to finally obtain them at a lower -ate. The only way to do business successfully with this class 

 would be to require the deposit of a sum sufficient to reimburse the shipper in sucb cases. It has largely become the practice for even 

 reputable Japanese merchants to not only put up margins upon orders, but to fully secure the payment of large invoices upon delivery 

 of bill of lading. 



There is a peculiaritj^ about the Japanese that does not attach to any other people, and it is this: The average Japanese are very 

 suspicious of small waves that are not backed up with fancy trade-marks. They buy goods much more "eadily that carry a device or an 

 emblem or that bear a seal, and many a good article would be in danger of rejection because not put up fancifully. 



They also attach importance to small, neat packages, not too many of a kind together. This is more in keeping with Japanese 

 tastes. In America small articles are put up and sold by the dozen; the Japanese want them separate, and this is not only true because 

 things here are generally on a smaller scale, but there are financial reasons why it is so. Their means are lim.ited, and theyase 

 everything sparingly. 



It is probably true that the German exporter understands the native taste better than any other. The markets here are full ol 

 small wares from Germany, put up in attractive style and in small quantities to find ready sale. Another point in favor of German 

 exporters is the fact that they do not confine themselves to the quick and ready methods of other?, but stay upon the ground until they 

 get the trade. It w'ould be well for the Americans to note a little more closely the fact that the markets of the East can not be obtained 

 entirely by wide-awake methods, but that much patient and persistent effort is required. 



SUPERIORITY OP AMERICAN GOODS. 



The Japanese have no prejudice against American goods or manufactures; on the contrary, their superiority is freely admitted in 

 many lines. As an illustration, there was recently made at Tokyo, by the authorities of the locomotive department, a critical test of 

 English and American locomotives, and it resulted in favor of those made in America. The American locomotives were pronounced 

 superior in all respects, and it was especially noted that they worked more economically. Tests have also been made of American 

 machinery and many other manufactures from, our country, and in regard to their quality the results have proved most satisfactory. 

 The chief difficulty in the way of the greater introduction here of American goods lies in the fact that our merchants and manufacturers 

 are not putting forth the same degree of effort for the Japanese markets as exporters from other foreign countries. 



SENDING CIRCULARS AND PRICE LISTS. 



Too much of this is done to the exclusion of personal effort. The hotel reading rooms and private offices are stocked with mail 

 matter from all parts. In the United States, circulars and price lists alone may produce some result; but they will avail but little 9,000 

 or 10,000 miles away from home, unless followed up by salesmen. One firm might deluge the market with trade literature for years, 

 and another could send an energetic man along and pick up all the business. It might be well to pave the way by advertising; but in 

 order to insure sales the man m'ust be upon the ground. He must be intelligent and persistent, .and his firm should bear in mind that 

 this market is not worked any more easily than are the overworked markets at home. 



CARE IN PACKING GOODS. 



For the better protection of shippers' interests, it may be said that much more care should be taken by them in packing their goods 

 for this market. Several well-founded complaints have recently been made in this respect concerning American goods, and while it is 

 true that the same fault attaches to other foreign shippers, that fact is not of much value to American exporters. As one instance oi 

 many that have lately been brought to the attention of this consulate, it may be mentioned that one of our leading American houses 

 here recently received from New York an invoice of seven metal fireplaces for immediate delivery. They were fine specimens and just 

 what would have suited, but wdien received they were all found to be in a badly broken condition, caused simply by being improperly 

 packed. 



Such cases as these not only entail considerable loss upon shippers, but they destroy the prospect of future orders. In connection 

 with this subject, attention should be called to several recent shipments of American cotton claimed by the consignees to be not up to 

 standard. Four cases of this kind have occurred at this port within the last four months. Upon application at the consulate, surveyors 

 were appointed to inspect the cotton and to extract samples fi-om each bale, in order that they might be forwarded, under the consular 

 seal, to cotton experts in America for examination as to value. 



This not only entails loss to the shipper, but, in the estimation of some here, it tends to lower the high standard of American cotton, 

 which export is by far the most valuable one from the United States to this port. 



RAILAVAY LOCOMOTIVES. 



England started the railway system of Japan and was thus given a natural precedence in the railway development of the country, 

 but she has not maintained her lead. The United States has proved its ability during the last three years to compete with and outdistance 

 its great rival. In 1895 England exported locomotives to Japan valued at ?3S0,93o, against ;?142,165 worth from the Unite<.l States. This 

 year exportations of locomotives to this country stand thus: Great Britain, ?899,130; United States, $1,191,900. 



This is a field of industry which has been properly worked and in which the superior merits of American locomotives have been 

 recognized, or no sach i-esults could have been obtained. 



