ous ways. In addition, our trade missions, which I shall describe later, supply large numbers of current trade leads.

Our Investment Development Division performs roughly the same service respecting investment leads as the Trade Development Division does respecting trade leads. In addition, the Investment Development Division works closely with the International Cooperation Administration to help give publicity to private investment opportunities that may open up as a part of or in supplementation of the aid projects of the ICA. The Investment Development Division also publishes a weekly bulletin entitled "Investment Opportunities Abroad." A copy has been submitted for your examination.

Inasmuch as time is often a crucial factor in trade, we have made it a practice to issue press releases covering important business opportunities for trade or investment. We have some of these available if you wish to see them. For example, we publish all important NATO construction notices and announcements by foreign countries of notice to bid on construction contracts for roads, dams, bridges, and so forth.

The distribution of information in printed form to businessmen is only one of the many services which the Department of Commerce renders.

When a purchaser abroad, either a businessman or a representative of foreign government, is interested in purchasing a particular product, an effective trade promotion technique is to put him, in contact with the local agents who represent the U.S. firms making the product. In this way the trade opportunity may be swiftly translated into actual business for U.S. firms. With this in mind, the Bureau of Foreign Commerce presently is expanding the information available to the commercial officers at the Foreign Service posts by which they can readily identify the local agents of U.S. producers. This is being done by placing index cards, actually prepared by American firms, in the commercial files of the Foreign Service where they can be used to answer the important question: "Where and how quickly can I purchase the specified U.S. product?"

We also arrange for American businessmen going abroad to visit commercial and economic officers of the Foreign Service. Advance notice to the U.S. Foreign Service posts is provided for this purpose. Likewise, foreign commercial visitors to the United States are assisted in making business contacts and for this purpose we publish in the Foreign Commerce Weekly arrival dates, general purpose of the visit, etc. Information respecting opportunities for U.S. and foreign distributorships are also handled in this way.

Special market surveys are also arranged. We have some copies of these as examples of the type of surveys we make.

In addition, through our Business Relations Division, special programs are arranged for businessmen visiting Washington, enabling them quickly and conveniently to discuss their problems and needs with officials and technical experts of the Department of Commerce and other Government agencies. This one-stop service for the businessman saves them much time and difficulty which otherwise would be consumed in locating the proper Government officials and arranging conferences.

These are some recent typical examples as to how the system has actually been put to use to help small business firms enter or increase their role in foreign trade:

1. A Danish businessman seeking a U.S. line of major household appliances was in the Los Angeles area. A visit to the only U.S. manufacturing firm in the Los Angeles area making these appliances was arranged. Business resulted.

2. The Miami field office brought to the attention of a local exporter an opportunity in Ghana for the sale of used clothing. The exporter made a sale of 5,000 tons of used clothing. He informed our field office this order had given him "new life."

3. A Cincinnati firm decided it wanted to establish its own export department. From the facts given, they decided that their initial venture should be in Japan. Assistance was given the company representative who was sent to Japan enabling him quickly to choose an agent in that country for asbestos. At our request, the U.S. Embassy in Japan provided on-the-spot assistance to this business visitor. The assistance was timely and his visit was accomplished at reasonable expense and without delay because of the advance notice by the Bureau of Foreign Commerce to the U.S. Embassy in Tokyo.

4. A light switch manufacturing company was encountering difficulty in selling its product abroad because of the varying standards and sizes of such switches used in foreign countries. Information was provided on specifications in use in the foreign countries in which the firm was interested.

5. Other trade examples would include: Farm machinery to be sold in Iraq; wheat products to be sold in Latin America; hand tools in Latin America; laundry and drycleaning equipment in Canada; motorcycles in Guatemala; used cars and auto parts in several countries; mine safety appliances in Germany.

6. Investment possibilities were assisted relating to chemicals in Latin America; plastics in the United Kingdom; paper containers in the United Kingdom; pharmaceuticals in several countries; taping tools in Germany; sugar mill in the Sudan; cement factory in the Sudan; silverware plant in Belgium, Luxembourg, or the Netherlands. The Office of International Trade Fairs is another of the Department's segments performing a most important function for all of business, including small business, interested in world trade, travel, and foreign investment.

Immediately after the close of World War II, the Soviets and their satellites began extensive participation in International Trade Fairs throughout the world. As the result, by 1954, they were exhibiting their goods, wares, and methods extensively and with telling competitive effect. To combat this, the Congress, at the request of the President, appropriated emergency funds so that the United States could begin to participate in international trade fairs, and shortly thereafter enacted legislation authorizing such participation on a continuing basis. The Office of International Trade Fairs was established to operate the program under the policy guidance of the Operations Coordinating Board. Through the Office of International Trade Fairs, official U.S. exhibits have been placed in strategically located trade fairs throughout the world.

The determination of where the United States will participate in a trade fair is made by an interagency trade fair committee. Once par

ticipation in a given trade fair abroad has been determined, all available facts as to the economic and political situation of the country concerned are accumulated, and, on this basis, an exhibit is planned which will fit the local condition and appeal to the people of that country. The theme and content of the exhibit require the approval of the interagency committee and of the American Embassy in the host country. In preparing an exhibit, we do almost the same as if you were staging a play on Broadway. We plan a story that we wish to tell, how we will tell it with the exhibits that are available, so that as the foreign visitor goes through the exhibit he gets a continuing story. It is not just an exhibit of pieces of material, it is a continuing story of our development and technology, our system of production, and doing business, and this is one of the reasons the program had such a telling effect abroad.

Once this process of planning and approval has been completed, the industry contact staff of the Office of International Trade Fairs, which maintains constant contact with businessmen throughout the country, approaches them for the load of suitable products and materials for the exhibit. To inform businessmen of current exhibit successes and of opportunities to display their products in future fairs, the Office of Interational Trade Fairs has a far-reaching industry relations program. This includes a newsletter called Fair Facts and other printed matter as well as two short color films entitled "Uncle Sam Goes to the Trade Fairs" and "Showcase for Freedom." These are loaned through the Department of Commerce field offices for showing to businesses, service clubs, and various trade organizations. Since 1954, the United States has exhibited in 70 fairs in 27 countries. These have been viewed by more than 50 million people. This achievement within 5 years has been made possible largely through the cooperation of American businessmen, and most of these are in the small business category. They come from every State of the Union and have furnished us-by loan and by gift-with millions of dollars worth of exhibit materials.

I am safe in saying, Mr. Chairman, that without the contribution of business, the trade fair program just could not exist. The contribution of the Government is matched many times over by the contribution of business in making these exhibits realistic.

Most small businessmen cannot afford permanent representation aboard. Participation in a U.S. exhibit overseas gives them an opportunity to whet and test the appetite of foreign buyers for their wares, to set up the means of marketing these wares in that country and, importantly, even to sell the items which have been loaned us for display.

A case in point is the small industries exhibit for India, which was shown with great success earlier this year in Calcutta and New Delhi, and which is soon to go to Madras. This exhibit stresses the fact that small business plays a basic part in our economic and social progress and is often an essential factor in the later development and operation of large industries. That the exhibit has been and will contínue to be successful is indicated by the wide and favorable publicity which it has received in the Indian press. A further indication of its success lies in the assurance we have received from our U.S. Ambassador that all the items exhibited have been sold and will remain in

India and that additional orders have been placed for the equipment shown.

This is really one of the most thrilling cases we have had in a trade fair, and the impact it has made has been absolutely stupendous. In New Delhi, over 600,000 people went through the exhibit, and the only thing that limited the number that went through was the number that could crowd through the aisles in the time we were exhibiting. It was an absolutely thrilling thing.

The use of these goods and equipment awakens public interest in the products of the manufacturers, who then have excellent opportunities for followup contacts and sales. This equipment consisted, in the main, of agricultural machinery and small machines for woodworking, metalworking, and automotive services. The object of the exhibit is to demonstrate how small businesses can be established.

We have had highly favorable comments from Prime Minister Nehru of India respecting this Indian exhibit. His expression is contained in a record of a discussion in February in India's upper House. The subject was the American Trade Mission to India and the exhibits at New Delhi.

It doesn't say so here, but the discussion was stimulated by severe questioning by a Communist member of the Indian Parliament, and Mr. Nehru answered as follows:

It was an American exhibition relating to small industries. It was a fascinating one, showing a large number of small machines that could be made here or which could be obtained from (the United States) * * *. We encourage the mission which came from America. I encourage them personally. I think we certainly like these small machines to be made here or to be brought here because we want to develop our country * * *. We want to encourage them in every possible way * * *.

Asked by a member of the upper House if he would encourage joint undertakings between Americans and Indian industrialists, Mr. Nehru indicated he would, considering them of advantage to India.

Again in Poland, we have stressed the small-business theme. One of our exhibits at Poznan shows a main street of small shops which offer consumers well-designed manufactured products. These shops are the sort that one would find in any American community and include a hardware store, shoe repair shop, a barbershop, a laundry center, and a 5-machine shirt-pressing unit operated by just one girl. Each of the shops is supplied with the latest in goods and machinery developed in the United States. Its emphasis again is on small business. Moreover, most of the goods exhibited are light industry items.

I wish to reiterate the fact that the success of our official participation in trade fairs is due in large part to the cooperation of businessmen. And there are continuing opportunities for firms that have not so far availed themselves of the advantage of participating in our exhibits. Many companies that previously have held back from overseas promotion have been able to enjoy in the last 5 years the satisfaction of testing potential foreign markets by contributing attractive displays for exhibit in our pavilions. This in itself has been a significant present gain for small business. Naturally, the full results can only be recorded later.

I wish it were possible to document comprehensively the sales and trade developments which have sprung from participation in our exhibits. This would be a near impossible task, but I know the com

mittee will be interested in just two examples of many which have been called to our attention.

Yugoslavia developed a great interest in supermarkets from our exhibit of an American supermarket in Zagreb. Since then, Yugoslavia bought this exhibit lock, stock, and barrel, and since has established a number of self-service shops ni Zagreb and other cities.

We have a similar supermarket exhibit in Barcelona now as part of an overall exhibit to which some 750 individual manufacturers, most of them small businessmen, contributed some part. The Spanish Government has made available $125,000 to buy the supermarket for permanent establishment. All of the goods taken over there and displayed were given by charity establishments to people in the Barcelona area.

(List of suppliers providing equipment or fixtures and donating merchandise and supplies for the "Supermarket, U.S.A." appears in appendix E, p. 161.)

There are countless other examples, and the reaction of American businessmen to the program is most encouraging. For example, a company official wrote us recently:

I am sure that this phase of our work overseas will produce the benefits to all concerned which are so very much needed. We are glad to have had the opportunity of playing a small part in this matter.

I am leaving with you other excerpts from letters indicating the satisfaction of small business in showing its products in exhibits abroad.

(The excerpts from letters referred to above appear in appendix C, p. 147.)

Mr. KEARNS. One of the main challenges confronting our trade fair program today is to extend participation in it by private business. And by private business I mean small- and medium-size, as well as large businesses. To be sure, we do call on the large firms for closed circuit television and for other spectacular show stoppers that are beyond the means of smaller organizations, but the great bulk of our exhibits comes from small business, and these small-business contacts we shall maintain and expand. In this connection, I attach a representative list of contributors to our fairs. A preponderance of the participants is in the small-business category.

We have this list that I think is quite impressive, and we will make this available. It shows the list of those who have participated in our trade fair programs recently, and you can see from that the tremendous number of small businesses that have been a part of it. (The list referred to appears in appendix D, p. 149.)

Mr. KEARNS. The Office of International Trade Fairs will continue to work out the best possible design and presentation of each exhibit theme. But to continue to show new products and to present new business and industrial techniques, it must continue to tell its story to more and more business firms and so widen business interest and participation in this worldwide project.

The purpose of the Government's trade fair program is to supplement private efforts and endeavors, never to compete with or displace purely private exhibitions at trade fairs. Before the Office of International Trade Fairs program was inaugurated, certain U.S. firms, mostly large companies, did exhibit at certain international trade