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1HE OSHAWA DAILY TIMES, MONDA 1, ArniL 24, 192 PAGE SEVEN TRADEWITH CANADA 5 STRONGLY URGED Gathering at Baltimore Told of Potential Busi- ness POSITION ON LIST Dominion Ranks as Largest Importer of 20 Specified Products Baltimore, April 22. -- Canada as one of the best customers of the Unit- ed States, was the subject of an ad- dress by Lynn W. Meekins, commer- cial attache to the United States lc- gation at Ottawa, before the Foreign Trade Commission meeting at the Lord Baltimore Hotel here Hriday afternoon. The speaker enlarged on the impor- tance of the Dominion as a consumer of American-made goods and empha- sized various methods of trading which should be borne in mind by the United States exporter. The text of his address follows: Best Customer "Canada is our best customer be- \ cause it needs our products and has ample resources with which to pay for them. It is a close second to the United States in per capita wealth and income. ; "With less than ten million people, Canada has well over a million motor vehicles and a half million radio sets ~--impressive evidence of the large buying power of our good neighbors. "Canadians are prosperous. Their recent progress is remarkable. Be- tween 1925 and 1928 their . annual production increased by a billion dol- lars--20 per cent in three years, If they continue at that rate we shall have to hustle in order to keep up with them. "That i§ the rcason for the increase of 50 per cent in Canada's annual imports from the United States be- tween 1924 and 1928. Our friend is making three blades of wheat grow where one grew before, dnd co-op- erative marketing is bringing him a profitable grice for it. His factories are producing even more 'than his farms. He is using airplanes to ex- plore new mineral areas and to carry men and equipment to develop them. He is laying mile after mile of rail- ways into the north. He is a mighty busy man, this good neighbor of ours, and his activity naturally increases his wealth and his buying power. His amazing productivity has made him our best customer." It does not seem that the immense value of our Canadian business is generally appreciated in the United States. Not very long ago 1 visited a large industrial city in Ohio. This city, located on Lake Erie, is directly opposite the most important indus- trial section of Ontario. Yet a manu- facturer of machinery needed in Can- ada, just across the lake, told me that he had never gone over there to see the five Canadian companies which had asked him for quotations because 'he was too busy exporting to Australia. "It is significant of our trade with Canada that the 10 most important commodity groups of our sales to Canada include mainly the vital needs of the Dominion for equipment and "How does she keep her hands so LOVELY?" "Those few whispered words made me flush with pleasure." 6 ¢ --the most beautiful hands, yet she does all her own work--' "As I looked up from pouring tea, I realized with a thrill they were talking about me! I felt, such a happy glow of pride . . . for my hands USED to be my despair! "Now I find it easy to have soft, pretty hands, in spite of dishes to do three times a day. I discovered that by using Lux for all my dishwashing, my hands never became rough or red or chapped-looking. With Lux, they were even WHITER and softer after washing dishes than before The instant, magical suds are SOOTHING 1? to even the most sensitive skin.* Lux is made by a marvelous special process--made whiter and thinner and purer than anything There is no trace of harmful alkali in else. Lux, nothing to dry up, to coarsen the skin, as there is in ordinary soaps--whether flakes, chips or cakes. And Lux costs so LITTLE! In one of the big packages there is enough Lux for 6 weeks' dishes! So little to pay for beautiful hands! *Many beauty parlors use Luz suds in manicuring the nails to soften and whiten the fingers Lx keeps lovely the bands that wash dishes Lever Brothers Limited Toronto '| ican manufacturers granting materials entering into both agricul- tural and industrial production and into transportation. It is interesting also to observe that the rapidly in- creasing motorization of Canada re- sulted in the purchase of $89,000,000 worth of automobiles and parts and of $48,000,000 worth of petroleum from us last year. Every year the Dominion harnesses more water- power, with a zestlitant widening of the demand for electrical apparatus, of which our Canadian sales in 1928, well over $21,000,000, were nearly one- third larger than in 1927. Ways of Selling There seems to be an impression in the United States that although we have a large trade with Canada our major business there is confined to a rather limited number of products. The truth is that the Dominion is a uantity buyer of many of our goods. ur December trade summary, which contains necessarily few detailed fig- ures, shows 20 commodities for which Canada was our best customer in 1928 and 15 more for which the Do- minion ranked from second to fourth among our export markets. In the case of 22 varied items Canada pur- chased from 10 to 31 per cent. of all that we sold abroad. "There are probably more different ways of selling American goods in Canada than in any other market. It is a good idea, before deciding upon the method of entering the Canadian market, to employ the facilities of- fered by the five Canadian offices of the United States Department of Commerce. "A few weeks ago I made a rather speedy trip from Ottawa to Vancou- ver and back for the purpose of visit- ing our various offices. My first stop was Toronto, where an epidemic of skyscraper building is in progress, together with other construction pro- jects, Steady industrial activity in Southern Ontario and increased min- ing operations in Northern Ontario are making brisk business in Can- ada's second largest city. The real surprise of the entire trip was the change in the atmosphere of Regina, since the establishment in December of an automobile assembly plant, which is already turning out an as- tonishing number of cars. Other fac- tories have followed, and there is new life in the business comunmity. The Provincial Wheat Pool plans to build 70 new grein elevators this year and to enlarge 35 others, Specific Problems "Canada is unique among our world markets. It is neither domestic nor overseas, It is a continuous export market. For that reason trading with Canada differs in several im- portant ways from doing business with all other countries. Among cer- tain problems which appear to per- plex a great many manufacturers in the United States are the following: "Firstly :--Should Canada be hand- led as an export market or as a part of our domestic market? The em- phatic answer is that it should be handied as an export market. Com- petition in Canada is keen. Great in- genuity is required to market our product there. The intricacies of the Canadian tariff and customs regula- tion can be handled far more capably by an export executive. Canada dif- fers from the United States in its form of government, in its laws, in its tariff, in its psychology and in the fact that it has two official languages. Few domestic sales cxecutives have the time, even if they have the in- clination, to give sufficient attention to all of these factors. "Secondly: Should an exclusive ex- port sales contract include Canada or not? Whether Canada is included or omitted, the contract should contain a definite statement one way or the other. My suggestion is that Amer- exclu- sive exports sales contracts should | set down in black and white whether Canada is included or excluded from the territory given to the export re- presentative. "Thirdly: The question of the di- vision of territory. Complete cover- age of the Canadian market requires live representation in 10 commercial centres. The Dominion must be con- sidered as any number of areas from one to six, Toronto, the largest and most central distributing point, is the logical place for single representa- tion. In most cases it is found ade- quate to divide the Dominion into four areas--Quebec and the Mari- times, Ontario, the Prairies and Bri- tish Columbia. "Fourthly: The question of Cana- dian customs regulations applying to firms selling in restricted territories in the United States. It does not matter how the American manufac- turer handles his Canadian sales--he may grant exclusive territory to his representatives there--but it is the manner in which he sells in the Unit- ed States that determines the prepa- ration of his Canadian invoices. "Fifthly: The frequently encounter- ed question of freight allowance, or, in other words, delivered price. De- spite many warnings from the Cana- dian offices of the United States De- partment of Commerce the number of American manufacturers whose Can- adian shipments are subject to dump- ing duty, because freight is allowed, '| seems to be increasing. The freight allowance, assert the Canadian cus- toms authorities, is an additional dis- count. Therefore it affects the valu- .| ation for duty, reduces the amount of duty paid and subjects the im- porter to a heavy penalty for dump- ing. This penalty may, and usually does, eliminate all of the exporter's profits on the shipment. A method satisfactory to the Canadian officials is to give the Canadian importer a special export discount in partial com- pensation for a freight allowance. "The few questions just discussed indicate the need of careful consid- eration of the Canadian market and careful handling of Canadian busi- ness. We must give our best custom- er satisfactory service if we are to meet the constantly mounting compe- tition for Canadian orders. This competition is coming from within Canada, "and it is coming from Eu- rope. The quality of our products and the speed with which we can de- liver them to our northern customer are strongly in our favor, but our best efforts are necessary to main- tain and 'expand our present volume of sales. : Vice-President Curtis is worry- ing about his sister's social status in Washington. Well, the Vice- President of the United States must have something to worry ov- er.--Detroit Saturday Night. AFRAID SHE WOULD NEVER | BE WELL "FRUIT-A-TIVES" Completely Relieved Dyspepsia Mrs. Omer Monette had tried so many semedies in her FRENCH SAHARAN * RAILWAY SCHEME Project to Link West Africa Possessions With Algeria Montreal, April 22. -- The project of a railway across the Sahara Desert to link up the French possessions in West Africa with Algeria, has late- ly received a new impetus. The Gov- ernment last July nominated a spe- cial commission which it charged with the task of making a prelimin- ary study of the whole question. This commission under the presidency of M. Steeg, till lately French Resident in Morocco, held its first statutory meeting on February 14. About the same date, M. Maginot, Minister for the Colonies and a former North Af- rican official, made a dash from French West Africa across the Sa- hara by car, his purpose being to ob- tain some acquaintance with the ter- ritory through which the line would have to pass, writes the Paris cor- respondent of the London Times to that newspaper. M. Maginot has refused to antici- pate the report he will make to the Government. There is good reason to believe, however, that, although he remains optimistic as to the general feasibility of the scheme, he has also been duly impressed by the stupen- dous difficulties. It was, Sn natural that the French Government should insist on a very thorough study of the problem before further money is allotted The Committee was placed under the direction of men with practical experience in colonial pioneering, was assigned a defimte sum of money (roughly, about £100,- 000), and was given a time limit with- in which to complete its preliminary report. This expires on January 1, 1930. Fortunately a considerable amount of material, both topographical and scientific, was already available. Sah- eran exploration is more than a cen- tury old, but it was not until much later that the interest of France, es- tablished in Algeria since 1830, was drawn towards the idea of linking up the North African possessions with the growing establishments of Sene- gal. French geographical writers claim as the father of Trans-Saharan scheme Vice-Admiral de Mackad, Minister of Marine in 1847. Though he was evidently a man of vision, his dream even yet remains unfulfilled. Expedition has followed expedition, the trail has been blazed by succes- sive pioneers on foot, in cars, or by aeroplane, in the process of which many gallant French men have lost their lives. 1912 Expedition Shortly before the War the pro- ject was revived in a more precise spirit. In 1912 a "Societe d'Etudes du Chemin de Fer Trans-Saharien™" sent an expedition under Captain (now Colonel) Nieger to survey the country from Colomb Bechar (south of Oran) to Lake Chad and deter- mine the most likely route for the ultimate construction of a railway. The expedition followed a route from Adrar to Agades and then di- rect to Lake Chad, the southern *30,0002° in CASH //, \\\ A GRAND PRIZE of $2,500 in cash; 1,222 other awards ~--some a8 much as $500 each ~--are offered in Eastman's big picture-making contest: You stand as good a chance as anyone to win a Get camera out et busy. up with reliable Kodak Film in the yellow box for the finest negatives. Let us devel- op and print your exposed films for the highest quality pictures. Get entry blanks and full information here. Karn's Drug Store Opp. Post Office | tical proposition, and a sort of tropical scrub, the nor- ern part rock and sand of a for- dding character. The route left the important post of Zinder on one side and thus neglected the link with Kano and British Nigeria, though this may be otherwise provided for. All the subsequent explorations have had to take the results of this expedition as the basis for further work. The main features of the scheme have been laid down, on the basis of a normal-guage track of some 2800 kilometres (1,750 miles) long, involving a cost estimated at be- tween 2,000 and 3,000 million francs ($50,000,000 to $120,000,000). If it is found possible to secure the neces- sary labor and to work from both ends, it has been calculated that the bare track might conceivably be com- pleted by the end of 1936. When the line is finished it will bring French West Africa within five days of Paris. It will be a direct link between a population: of 14,000,000 and another of 12,500,000 at present cut off from one another by the im- practicable desert. It will link up br being mainly _ dune-lands fixed fl ' the railways of Northern Africa with the lines destined to join up with the main French, Belgiah, and British African systems, And if the scheme for irrigating the sterile lands about the Niger bend should prove a prac- the French dream of an independent source of raw cotton should be the result, its usefulness will have been greatly in- creased. It is, however, a curious phase of the preliminaries that French public opinion should look upon the scheme mainly as an assured line of com- munication for the transport of black troops to Europe. In the late War about 150,000 were brought across, of whom 30,000 were killed and 40,000 wounded, 'It must not be forgotten that the French regard their native populations in a spirit very different from that which underlies the prin- ciple of British colonization, and see nothing extraordinary in entrusting their destinies to the hazard of na- tive help. "Colonially Conscious" But whether as a military or an economic project, there can be no doubt that the prospect of a devel- oped West Africa has caught the imagination of the French people. France has become colonially con- scious. The French newspaper rea- der is hardly less curious about colo- nization than the French colonial of- ficer, and the result has been that a whole series of newspaper "special commissioners" has been lately dis- patched to study on the spot the present stage of French colonial de- velopment. From their reports, which have been eagerly read, there stands out one salient fact, the re- markable development of French West Africa. When, therefore, M., Maginot, in his capacity as Minister for the Colo- nies, decided to go out to Dakar and cross the desert by way of the Trans- Saharan route, his progress was fol- lowed by a public opinion eager for further details of a scheme that stir- red its imagination, as the feats of de Lesseps had done in the past. Accompanied by Marshal Fran- chet d'Esperey, M. Peyronnet and M. Fessimy, the Colonial Minister landed at Dakar on 'February 7, and reached Algiers on February 27. A great part of the time was spent in journeying by the existing railways to the Niger bend, to Timbuctoo, for the inspection of river barrages, power stations, irrigation works, har- bors and so forth. By rail the party made the journey of 1,300 kilometres from Dakar to Bamake for the open- ing of the barrage of the Sotubo For Any Weather--For Every Day Cuts ¢ prevent ¢ Good for all-~ down bad weather colds ~ onstipatio onderfu Helps y. ren for Made hy The Canadian Shredded Wheat Company, Ltd Canal, mtended to irrigate some 5,000 rectares now sterile, as part of a much larger scheme. M. Maginot formed the view that the water pol- icy of the Upper Niger was destined to be as important as that if the Nile and he returned prepared to advocate a policy of development by loan, in which deliveries in kind by Germany for reparation account should play an important part, : One may pass over the visit to Timbuctoo and the subsequent jour- ney to Gao, which was reached on February 20. On the following day the party left Gao in motor-cars along the route that has been so far most favorably regarded as the possible track for the Trans-Saharan Rail- way. The route lay by Tesalit, Qual- len, Regan (flying station), Adrar, and Bent Abbes to Colomb Bechar, and thence by Figig and Oran to Algiers. M. Maginot was impressed by the great heat by day and the in- tens= cold by night as they crossed the Tanesruft, and the apparent eter- nal monotony of four days' hard tra- velling through a completely sterile country of sand and rock. 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