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THE ECONOMIC RESOURCES OF RUSSIA 129
of the British Empire in commercial agreements between the
Allies are recognised as being" of greater importance than
the principle of free trade. Germany is preparing a new
Zollverein of the Central Powers of Europe. Great Britain
can hardly fail to deduce from this the lesson that she must
join hands economically with the Powers which do not
belong to the Mittel-Europa scheme. It would, therefore,
appear that the conclusion of commercial agreements entails
for Great Britain the necessity of abandoning free trade
for a political and economic system of differential treatment
of allied, neutral, and enemy countries.
The next question which arises—full of enhanced
importance—is, by what practical business methods the
development of British export trade to Russia could be best
fostered.
The different methods of procedure in promoting British
export trade to Russia have been amply and publicly
discussed in this country, and such propaganda has already
secured very good results in spreading useful information
and in arousing British energy and enterprise. It is,
however, worth while to recapitulate the chief principles to be
followed in this campaign in order to afford British goods
in Russia the same chances which are obtained for other
nations.
The first step is, of course, to get into personal touch
with prospective buyers in Russia, avoiding the services of
the international " middleman." To achieve this object,
capable and trustworthy representatives should be delegated.
Agencies are not so much required as direct representatives
who should be provided with catalogues in the Russian
language containing prices in the Russian currency, with
the Russian weights and measures. Prices should be quoted
c.i.f. not f.o.b., as was the custom in the past.
What British manufacturers need to do is to establish
branches of their own in some of the chief centres of business,
and place them under the management of young, energetic,
educated men, well versed in the advantages offered by
the particular manufactures exported by their own firm,
I
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