Material, fine, compact sand. All tests were conducted with 700 feet of discharge pipe. All measurements were in excavation, and, to determine the capacity, upwards of 5,500 soundings were taken. The Mississippi measurements were barge measurements, and to make comparison with the maximum capacity rate achieved by the Beta, it is necessary to double the official test No. 1 (4,524 cubic yards) of the half Volga, and add 15 per cent, or 10,404 cubic yards, which is 30 per cent higher than any previous record. At the termination of the trials, it was officially considered that each half of the dredge. would be conservatively rated as having an hourly capacity of 2,700 cubic meters, or about 3,500 cubic yards; a total for the whole plant of 7,000 cubic yards per hour. It was also demonstrated that working on a cross-over bar, with a current velocity of 3 to 4 knots per hour, the dredge could be maneuvered with facility with but one line (a head line), thus doing away with half a dozen lines heretofore necessary for holding and maneuvering. As the machine is selfpropelling and self-controlling in the current, the electric features have manifestly added enormously to the effective use of the dredge and have minimized all possible interference with commerce. GEO. F. LINCOLN,

ANTWERP, September 15, 1899.

Consul-General.

LEASE OF GOLD-BEARING LAND IN SIBERIA.

The chargé d'affaires at St. Petersburg, Mr. Peirce, sends, under date of September 20, 1899, printed copy of a circular issued by the Ministry of Agriculture and Domains, in regard to leasing six tracts of land in Siberia, a translation of which reads:

PUBLIC AUCTION OF GOLD-BEARING LANDS OF OKHOTSK.

The Ministry of Agriculture and Domains (department of mines) informs the public that on the 15th-27th of February, 1900, at 2 o'clock precisely, there will take place the public auction of the gold-bearing lands situated on the northwest coast of the Sea of Okhotsk, under the following conditions:

I.

The gold-bearing lands of the northwest shore of the Sea of Okhotsk, situated in the basins of the tributary rivers of this sea, which are (1) the Aldama and the Oui, (2) the Lantar, (3) the Mouté, (4) the Némoui, (5) the Kyran, (6) the Yana, are to be leased for the extraction of gold and accompanying metals for a period of fifteen years by means of public auction. Each basin forms a separate section, except those of the Aldama and Oui, which will be taken together. The preference will be given to the contracting party who shall offer the highest royalty per pood of gold extracted.

II.

Declarations of participation will be received from all persons having, according to the laws in force, the right to engage in gold mining in Siberia, whether Russian subjects or foreign individuals, associations, companies, or joint-stock societies, on condition that they present (1) a guaranty of 100,000 rubles ($51,500) and (2) information regarding the capital to be used for the development of the gold lands in the basin in question. This information must be recognized as correct and the capital as sufficient by the Minister of Finance, in accord with the Minister of Agriculture. Companies and associations are required, besides, to present the statutes by which they are governed; joint-stock societies must be formed in compliance with the statutes governing the same. The requests for approbation of these statutes should be addressed to the Minister of Finance, who, in accord with the Minister of Agriculture, causes them to follow the prescribed course.

Remark I.-Information as to the amount of the capital in question, as well as copies of the statutes of associations, companies, or societies, must be presented to the Minister of Agriculture and Domains, at the latest, two months before the 15th-27th of February, 1900.

Remark II.-In the event of the grantee refusing to conclude the contract, the security of 100,000 rubles ($51,500) will be confiscated by the treasury.

III.

The auctions will be held at the office of the board of mines (Ministry of Agriculture and Domains). The bids presented, in writing, folded and sealed, must specify (a) the name of the bidder or of the firm, (b) the residence or office of the firm, (c) the name of the basin of which the bidder desires to obtain the grant, (d) the royalty offered for a pood of gold extracted. The envelope of the sealed paper containing the bid must have (a) the name of the person sending, (b) the name of the basin designated in the bid.

Remark.-A bid can refer to only one of the six sections designated above.

IV.

In order to insure the execution of the obligations of the grantee, 30,000 rubles ($15,150) of the guaranty deposited on the day of the auction will be retained and placed in the treasury to the account of the department of mines. Printed copies (in French, German, and English) of the conditions of the contract, as well as of the statutes which must serve as the basis for the constitution of joint-stock companies intended to work the gold mines of Okhotsk, and of the report (in Russian and French) made by the chief of the expedition of Okhotsk, M. Bogdanovitch, mining engineer, are sent from the 'office by post or delivered on demand, by the goldmining section of the department of mines (St. Petersburg Ministry of Agriculture and Domains) every day from 1 to 4 o'clock. For further information, address the same division.

EXTENSION OF AMERICAN TRADE IN RUSSIA.

Parties in New York State have written to this office requesting certain information relative to the best means for the enlargement of trade in Russia, and inasmuch as it is of a character to interest all American merchants who are trying to export, I send my reply to the Department.

The questions asked deal with Russia, the possibilities of increasing trade in or introducing American goods into that country; if it is advisable to put catalogues for distribution in Russia in French or German, and if catalogues in French would be worth anything. for distribution in Germany. They ask also for such facts and infor

mation regarding Russia as I am able to add.

There are many ways of doing business, but there are not many that excel those employed at home. The best way to build up a successful export trade is to carefully go over the ground to be covered, studying it in its minutest details. To do this well, an expert is almost indispensable. By expert, I mean a man familiar with the goods to be sold, their qualities, application, etc. Consuls can never hope to do more than point out opportunities in a general way. This they do quite successfully. The man who goes out to survey the ground should, if possible, speak the language of the people he is to study. This is not, however, an absolute necessity. What is wanted most at first is a man of brains to go over the territory studying its wants, possibilities, etc. Export trade differs from the home trade in this: At home, we know the people with whom we are to deal; in export trade we do not. This is a much more important factor than appears at first glance. Foreigners are affected by prejudices, and it is wrong to laugh at these prejudices. They must be overcome, and consuls can be of incalculable service in pointing out how best to overcome them. Our merchants must make up their minds to adapt themselves to the business methods of the people among whom they want to sell. This is law and gospel for those trying to win foreign markets.

After going over the ground and finding a good field, the next step is to learn conditions of sale, whether goods can be sold for cash or on what time. Russia, because of the old system under which goods were bought at the annual Nizhni Novgorod fairs, will demand long terms in which to make payments. This has changed to some extent, but in most parts of the Empire one will still find the long-term system in vogue; hence, anyone wanting to do business with Russia must be prepared to wait six months or more—in

many cases a year-for his money, nor will liberal discounts for cash do away with more than a very small percentage of these periods.

The next point is the kind of money to be paid, whether it is fluctuating or liable to fluctuate. Credits must be studied. In a country where so much business is done on long credits, one would imagine that a system like Dun's or Bradstreet's would be adopted. I regret to say that the system in Russia is very far from perfect, although it is fast improving.

The next step is how best to bring goods to the notice of those to whom it is desired to sell. others have to be spoken for.

Some goods speak for themselves; There are several methods that may be successfully used to make goods known in the market. The best undoubtedly is to open a branch house, but that is very expensive; the next best plan, and one that commends itself because of its cheapness, is the employment of a resident agent-one who can give all his time to the business. A good plan is to pay him entirely or in part on commission. Next to this, and still cheaper, is to get agents already doing business in the districts to handle the goods. These "general agents" must be watched, however, as they have been known to suppress goods of one firm for the purpose of favoring a rival. A good plan would be for half a dozen or more houses to combine and send out a reliable man to represent them, allowing him to sell partly on commission and partly on salary. Half a dozen hardware houses, half a dozen or more paint, oil, and varnish makers could do this, taking care to get no conflicting parties connected with the same man. In selecting agents, too much care can not be exercised. In the first place, a firm of young men, without a dollar in the world above the capital invested in their business, may beat an old house so rich that it can not keep track of its possessions. Hustle has more to do with success in business than has almost any other factor. Once an agent has been selected, give heed to his advice. Intelligent agents ought to know best what is wanted in the territory covered. A little liberality goes a long way in winning new markets.

The next method-sending catalogues-is the poorest of all, and I hesitate to commend it. Still, it has one or two things in its favor. Parties interested in getting out catalogues will, of course, study the field in which they are to be distributed. Catalogues serve sometimes as advance agents, arousing interest; but they always do this best when printed in the language of the people to whom they are sent. The thing most needed about catalogues, if they are to be useful, is oftenest neglected, viz, the giving of prices. Catalogues lacking this essential element in nine cases out of ten are consigned to the wastebasket. In cases that call for the metric

measurements, do not give measurements common in the United States. This is very important. Few people are familiar with foreign weights, measures, etc. Let the language accompanying drawings or illustrations be so plain and so simple that a mistake will be practically impossible. It will be wiser to put catalogues intended for distribution in Russia in French than in German, for almost all educated Russians read, write, and speak French; and catalogues. printed in French can and no doubt will be read in Germany. Of course, it will pay much better to put catalogues into the language of the land in which one intends to sell.

There are half a dozen "don'ts" that are well worth heeding. Don't abbreviate. Who over here is familiar with English abbreviations? Don't neglect your correspondence; it pays to answer letters promptly upon receipt, if only to say: "Yours received; will give it immediate attention." Don't fail to find out foreign postage laws or regulations and comply with them, always making sure to put on enough stamps to carry letters or samples to their destination. It is the custom in most countries to collect double postage on letters lacking the necessary amount. Put important letters beyond the peradventure of miscarriage. Don't mix up discounts, terms of payment, etc. Try to have everything clear before the first. shipment is made. Don't have goods of a quality below samples. Packing is a very important factor; don't pack as if you never expected to sell another bill of goods. Herein the Germans excel, and it pays. There are few things more exasperating than to wait a long time for an article and have it come unfit for use. Don't, after you have gone to the trouble of picking out an agent, be forever doubting his honesty. He may find it necessary to do expensive things, and you may find that these pay. Don't expect too much the first year. The public has to find out the advantages of your

goods. Don't despair if you don't do as much the first six months. as you expected. It takes time to win a way in new, unknown, and hitherto untried markets. If you give a man a good field to operate in, don't discourage his efforts by dividing the territory into small, nonpaying parcels. Don't hesitate to consult consuls, who are nearly always well posted as to the possibilities of their districts.

fail to advertise in the best export papers of our own and other countries. It pays. Don't neglect the export organizations which are doing so much to make our manufactures known abroad. Don't put off till to-morrow what should be done to-day. The export trade is growing more and more important and we must go on and out or shut up a great many shops. Do what other successful nations are doing to get foreign markets, but do it first, if possible.

Russia has many points of resemblance with the United States.