a supplement to Internationa/ Commerce 163 TRADE MISSION REPORT A U.S. DEPARTMENT OF COMMERCE PUBLICATION A SUPPLEMENT TO International Commerce ... the weekly news magazine for world traders published by the Bureau of International Commerce and sold by the Superintendent of Documents, U.S. Government Printing Office, Washing- ton, D.C. 20402, and by Department of Commerce Field Offices for $16 a year. Report of the 1963 Trade Mission to MALAYSIA OF COMMERCE U.S. DEPARTMENT OF COMMERCE Luther H. Hodges Secretary Franklin D. Roosevelt, Jr. Under Secretary Jack N. Behrman Assistant Secretary for Domestic and International Business Eugene M. Braderman Director, Bureau of International Commerce For sale by the Superintendent of Documents, U.S. Government Printing Office, Washington, D.C., 20402 Price 25 cents Members of U.S. Trade and Development Mission to Malaysia Lester L. Wolff Mr. Wolff is Pres- ident and Founder of the Co-ordinated Marketing Agency, Inc., of New York City, which counsels 22 competing super- market chains in ad- vertising, promotion, merchandising, and policy. In the process of developing markets and promoting products, Mr. Wolff has been in most parts of the world and is a veteran of a previous Trade Mission. Frank M. Cruger Now President of the Indiana Manu- facturers Supply Co., Indianapolis, Ind., Mr. Cruger was as- sociated with a ma- chine tool and hard- ware business* for some 15 years until 1940 when his pres- ent company was es- tablished. He is also Vice President of the Machine Products Corporation of Dayton, Ohio. He is Chairman of the Board of the National Small Business Association of Washington, D.C., and was recently re-appointed to the Board of Directors of the Small Business Ad- ministration National Council of Con- sultants.* George H. Paul Mr. Paul, Direc- tor of International Sales for Levolor Lorentzen Inc. of New York City, is responsible for his company's export activities, including licensing, joint-ven- ture, overseas invest- ment, marketing, and distribution. In export trade for 30 years, he speaks and understands French, German, and Spanish. Trade Mission The U.S. Marketing and Indus- trial Development Mission to Ma- laysia visited that country Octo- ber 7-31. The Mission Director was Mil- ton A. Berger, Deputy Director of the Bureau of International Com- merce's Office of Commercial and Financial Policy. Five industry leaders served as members of the Mission, S. David Horner, Director of the Investment Resources Division of the Bureau of International Commerce, was Trade and Investment Develop- ment Officer for the Mission. The Mission set up Trade In- formation centers in Singapore and Kuala Lumpur, and also visited Kuching, Jesselton, and Sanda- kan. Mission members: *Conducted 421 personal inter- views with Malaysian business- men. *Brought back 232 export op- portunities for U. S. firms and 32 opportunities for import. ^Developed 70 opportunities for American businessmen to in- vest in Malaysia. Milton A. Berger Trade Mission Di- rector Milton Berger is Deputy Director of the Office of Com- mercial and Finan- cial Policy in the Bureau of Interna- tional Commerce. He has had a long career in the fields of Far Eastern trade, investment, and foreign trade policy. Mr. Berger is a graduate of Union College and Harvard Law School. He attended Yale University's Area and Language School, specializing in the Far Eastern area and the Chinese language. Mr. Ber- ger is a member of the faculty of George- town University School of Foreign Serv- ice. S. David Horner Mr. Horner, who served as the Mis- sion's Trade Devel- opment and Invest- ment Officer, is Director of the In- vestment Resources Division of the Bu- reau of International Commerce. Before entering Government work, Mr. Horner had experience as Bureau distributor for the Irrawaddy Flotilla Co., a subsidiary of the Carrier Corp.; sales engineer for the Powers Regulator Co. in Chicago; General Man- ager, then President of the Horner Floor- ing Co. of Michigan. Douglas J. Bennet Mr. Bennet, Pres- ident of the Brewster Corp. of Old Lyme, Connecticut, a mar- keting and distribu- ting corporation which sells its prod- ucts in most of Eu- rope, is a marketing and sales specialist. Through personally owned distributing corporations, Mr. Bennet has developed markets for equip- ment for several hospitals, nursing homes, exhibits, and sanitation projects. William O. Sword President and Founder of Petro- leum Service Co. of Wilkes-Barre, Penn- sylvania, Mr. Sword has been active in creation of industrial parks. He is a direc- tor of three diversi- fied manufacturing firms which are ac- tive in international trade: the Vulcan Iron Works, the King Manufacturing Co., and the Hardie Manufacturing Co. He is also Director of Leslie Fay, Inc., textile manufacturer. Mr. Sword attended Samur Military Academy in Samur, France. Reports by individual Mission members are reprinted from December 9, 1963 issue of INTERNATIONAL COMMERCE. INDUSTRIAL AREA: The industrial area of Petaling Jaya, Malaya's first new town on the outskirts of the Capital, Kuala Lumpur. U.S. machines are wanted. Malaysian Government welcomes expanded trade with U.S.; asks participation in industry Country has strongest foreign exchange position, one of highest per capita income levels in Southeast Asia By MILTON BERGER This is Malaysia. This is the proud young country which before and during its transition from colonial to independ- ent status successfully fought communism in a bitter internal warfare for 12 years. This is a peaceful, prosperous country that looks outward and asks that others share in its economic growth on mutually advantageous terms. This is a country that believes in private enterprise and imposes few restrictions on trade. On September 16, less than 3 weeks before arrival of the U.S. Marketing and Industrial Development Mission, Malay- sia came into existence through the merger of the independent Federation of Malaya with its neighbor Singapore and with the two former British colonies of Sarawak and North Borneo (now named Sabah). The merger promised greater political and economic stability through- out the new Federation, although it en- countered political and economic opposi- tion or "confrontation" from its neigh- boring island nations, Indonesia and the Philippines. The Malay peninsula is the world's largest producer of natural rubber and tin. The free port of Singapore is one of the busiest in the world and historically has served as an entrepot for a trading area of more than 200 million people. Malaysia has one of the highest per capita income levels and the strongest foreign exchange position in Southeast Asia. All businessmen interviewed indicated a friendly interest in U.S. trade. There is an ethnic balance between the Malays and other indigenous groups on one hand and the Chinese and the Indians on the other. Malaysia is an impressive demonstration of how such diverse groups can live and work together. There is planning and purpose in Malaysia's econ- omy, but strict control of enterprise is not her way of life. Many have responded to Government offers of tax and tariff incentives designed to promote industrial development and to encourage foreign in- vestment. There are problems too. There is con- cern over rubber and tin prices. There are problems of integration of the several por- tions of the new Federation arising from the differing stages of development of the various economies, from the difficulties of relinquishing autonomy, and from the in- sufficiency of trained administrators. Moreover, public and private plans are clouded by the uncertainty of relation- ships with the Philippines and Indonesia. Welcome U.S. trade An American businessman will find a situation something like this: ■ The Malaysian Government wel- comes expanded trade with the United States and is especially interested in li- censing and joint venture arrangements involving U.S. firms. American participa- tion in industrial activity is particularly welcomed. Malaysia reserves no specific equity percentage for its nationals in joint enterprises, but a substantial local share is generally found desirable. ■ American representations and sales activity could be profitably intensified. European trading companies, particularly British organizations, are strongly en- trenched and the link to European prod- ucts is not easily weakened. At the same time, Japanese and Australian trade pro- motion activities have enabled them to capture a substantial share of the market. Nevertheless, many newcomers to the foreign trade community in Malaysia might be expected to sell U.S. products aggressively in a market that would wel- come a wider choice of goods. ■ There is a strong belief that U.S. products are generally priced too highly for the local market and an unfamiliarity with the range of goods produced in the United States. There is also dissatisfaction with credit facilities, payment terms, ship- ping costs, and delivery schedules. ■ Prospective participants in industrial undertakings will be impressed with the planning and promotional activities of the Industrial Development Division of the Ministry of Commerce and Industry, Ma- layan Industrial Development Finance, Ltd., and Singapore's Economic Develop- ment Board. ■ Despite the incentives and assistance offered through these organizations and the impressive industrial estates, foreign investment participation is a business de- cision based on cost and market analysis. Imports in many instances may be more economical than local production. ■ American construction equipment and certain consumer items are highly re- garded in Malaysia for their quality and durability. But the spectrum is narrow. Introduction is needed. ■ Sarawak and Sabah seem remote, but significant developments are in the offing. More diversified agricultural plans in those states will create new opportunities. Americans will find a warm welcome and a readiness to discuss a variety of enter- prises. Businessmen in this area are keenly interested in direct representations for U.S. firms rather than sub-distributorships via Singapore. Malaysia is already a prime market in the Far East, but not yet so much for U.S. products. This we can build through more aggressive sales work. The Government of Malaysia is very pleased to have had the opportunity of welcoming the U.S. Marketing and Industrial Development Mission . . . The Government welcomes the promotion and increase of trade between our two countries and would give whatever facilities are within its power to assist in promotion of trade. The Government of Malaysia has an Investment Guarantee Agreement with the U.S. Government which ensures that any American capital invested in this country will be safeguarded and there will be free repatriation of profits earned here. Pioneer status is offered to new industries which help in the industries which help in the industrial development of Malaysia. Under this pioneer status the company would be given an income tax holiday in addition to tax exemption on import of machinery and certain raw materials not available in this country. As Minister of Commerce & Industry of Malaysia, I am glad to learn that many of our importers, exporters and industrialists have already made con- tacts with American businessmen as a result of this Trade Mission. It is my hope that the two-way trade between the United States and Malaysia will increase and that many American industrialists will come to Malaysia to help us diversify our economy through joint ventures with local capital. — Excerpts from letter of November 14 to Trade Mission Director Berger from Malaysia's Minister for Commerce and Industry, Dr. Lim Swee Aun. Industrial parks in Malaysia spur new plants, housing Over 130 factories operating in Petaling Java; room for more By WILLIAM O. SWORD During the Trade and Industrial De- velopment Mission's work in Kuala Lumpur and Singapore, the industrial settlements outside these two cities were visited. Petaling Jaya, an industrial settlement about 5 miles outside Kuala Lumpur, was established during Malaya's first 5- year plan (1956-1960) and proved to be an effective project for attracting in- dustrial development. Constructed in less than 10 years, Petaling Jaya covers ap- proximately 4,000 acres which have been developed into an excellent complex of factories and housing with about 1,000 acres of shrubbery and green trees and open spaces. Petaling Jaya, with a population of over 50,000, is a modern concept of in- dustrial development. It has grown faster than most Malaysian towns because of its drive for industry. All of the necessary facilities such as power, water, good roads, and labor, are available. While power and water rates are not as low as those in comparable locations in the United States, they are still fairly reason- able. More than 130 plants More than 130 plants are in operation at Petaling Jaya; about 40 more are under construction. Some of these plants manu- facture well known foreign brand prod- ucts under joint venture or licensing agreements. Some are directly under for- eign control and others were financed en- tirely by local investment. Many types of products are produced or assembled here. There are still plenty of opportunities for others. One of the novel aspects of these in- dustrial parks is the inclusion of a great housing development — apparently a val- uable asset in obtaining good labor and keeping a happy relationship with em- ployees. The Federal and local Govern- ments, have helped finance multistoried flats with up-to-date facilities. Recrea- tional and social facilities also are in- eluded — for instance, at Pctaling Jaya a magnificent US$250,000 swimming pool is under construction in one of the many "grcenbclts" of the park. Growing pains The industrial settlement of Jurong is about 12 miles from Singapore. Only 35% completed, this mammoth industrial development of approximately 14,000 acres is still undergoing growing pains. Under construction arc several four- lane highways which will offer excellent communication to Singapore. In the sheltered harbor, several miles of docking facilities on deep water chan- nels will accommodate nearly any ship. The docks are to be equipped with the latest facilities. Rail facilities will link the wharves to the industrial settlement. Plenty of power and water is available at reasonable rates. Small industries In Jurong, small industries ranging in size from 6,000 to 24,000 square feet manufacture and assemble varied prod- ucts. Under construction in another sec- tion of the settlement is a steel plant which is presently dismantling old ships and converting the scrap into sheet steel. A large furnace to process steel is sched- uled to be completed soon. A brewery and a cement plant are also being con- structed. An oil refinery will be started in December. Land in the park can be obtained only on long-term leases. The cost is subject to negotiation and depends on the size of the investment and type of product to be manufactured. Other parks filled Queenstown and Red Hill, Singapore industrial parks which are filled and in complete operation, also were visited. The Malaysian Government, to en- courage foreign entrepreneurs to set up local industries for manufacture of goods previously imported, offers infant in- dustries protection against undue foreign competition. A recent report from the International Bank for Reconstruction and Development emphasized the en- couraging rate of economic expansion in Malaysia over the past decade. The rate of investment in both public and private sectors has risen significantly during these years. Opportunities for establishing plants in this new and rapidly developing country are plentiful, and U.S. businessmen are encouraged to explore the possibilities in Malaysia. Malaysians want and need what Americans want, need; buying power grows daily U.S. products sell, even though higher priced, as business booms; free ports serve Southeast Asia, parts of India By DOUGLAS J. BENNET We don't say that anybody can sell anything at any price in the burgeoning new country of Malaysia; but I'm con- vinced that Malaysians want and need just about everything we want and need at home. (except overcoats!), and their ability to buy is increasing with each passing day. Although the United States is Malaysia's biggest customer, we are only her fifth largest supplier. As this new nation's buying power increases, U.S. manufacturers who use common-sense selling techniques will bring home an in- creasing share of Malaysia's import dol- lars. As British colonial administration has withdrawn, Government reins have been taken by young Malays, Chinese, Indi- ans, or other indigenous men and women. Many members of the Malaysia cabinet as well as of the Economic Development Board of Singapore are in their thirties; and a high percentage of young men are in command of larger business enter- prises. With an increasing birth rate and de- creasing death rate — net increase, 50,- 000 per year — about half the population of Singapore is under 20 years of age. Business is booming Business is booming everywhere. Rub- ber, tin, and timber profits, aided by World Bank and other loans and some careful Government planning, have given Malaysia the highest per capita income in Southeast Asia (about US$285). Most areas there have adequate local capital to finance new enterprises, and recent stock issues have been consistently oversubscribed. A 20-million Malaysian dollar, 5'/2% Government development loan announced in June 1963 was over- subscribed by 20.5 million! (Yet the in- terest rate on private loans is frequently as high as 9%.) Newspaper headlines like these are common: "Six Million Dollar Luxury Flats Planned for Singapore" . . . "US $100,000 Clubhouse With Bowling Alley Slated for Ipoh's Turf Club" . . . "New US$350,000 Art Gallery Planned for Kuala Lumpur" . . "Kuala Lumpur In- dustrial Park Already Requires Expan- sion" . . . "New Million Dollar Nylon Textile Venture To Start at Jurong" . . . "Chemical Industries' Directors Off to Europe To Equip New Multi-Million Dollar Plant." The Straits Times carries in its auto- motive news a story on Daimler-Benz' new "Grand Mercedes which meets the exceptional demands for fast, safe, and luxurious travel made by the upper eche- lons in political, commercial, and cultural life" ... all for only US$21,000! The newspapers also carry substantial adver- tising for luxury cameras and watches and for a variety of small automobiles. Land prices are rising in the cities. A parcel bought for 14 US cents a square foot 10 years ago on Orchard Road near our Singapore hotel sold recentlv for US$12 per foot. With a few exceptions, businessmen in Kuala Lumpur, Kuching. and Singapore seem less concerned about the Indonesian "confrontation" than most thoughtful Americans I talked to before leaving the United States. The cut-off of trade be- tween Malaysia and Indonesian ports has caused some unemployment in Singapore: however, businessmen there are reacting in their usual resilient fashion. The issue does not seem to offer any reason for U.S. firms to lay aside plans for doing business in Malaysia. "Priced-out-of-market" myth Although I don't have the detailed market data upon which- any sensible businessman contemplating this market would insist, I'm convinced that the "priced out of the market" line is at least largely a myth. If American prod- ucts are priced out of the market man\ people here don't know it. For example. U.S. EXPORTS TO MALAYSIA/ 1962 (In Millions of U.S. Dollars) Petroleum & Petroleum Products Chemicals & Chemical Products Vegetable Products, edible Textiles Metals & Manufactures TOTAL U.S. EXPORTS $82,800,000 in interviews with prospective distribu- tors of U.S. items at our various Trade Information Centers, we were repeatedly asked for information about men's and women's clothing lines, items available from Hong Kong and Japan in large quantities and at any price. Again and again when I asked about price problems, I was told that U.S. lines, both high- priced and lower-priced, sold against cheaper competition on quality and con- sistently fresh styling. We found U.S. refrigerators, T.V. sets and electric irons side by side with less costly Japanese models in stores from Singapore to Sandakan. We frequently saw Kodaks and Agfa cameras shoulder- to-shoulder with comparable Japanese and German makes and in nearly equal numbers. The Japanese cameras were al- ways lowest; the U.S. models highest. Consistent advertising of American products also belies the high price theory. In three days' accumulation of local pa- pers I found Heinz tomato juice, a quar- ter page for G.E. appliances, another for Westinghouse window air conditioners, from 140 to 300 lines for Parker's Quink, Flit, L&M's and Ipana and a half page for Colgate's tooth paste. And in an ap- parel shop ad I found Jantzen knitted blouses leading the list of ladies ready- to-wear, shirts and ties, Hickock belts, and Lee Rider cowboy jeans occupying most of the "gents" wear column. Many Malaysian buyers lean toward British goods because of habits estab- lished during the colonial period. A num- ber of businessmen told us, however, that they would like to see much more U.S. merchandise in the market as quality competition for the British and Japanese. The preferential tariff arrangements Malaysia extends to some Commonwealth products puts us at a disadvantage for these items. (There is no tariff on the very substantial imports for use of State and Federal Governments.) Higher freight cost from the United States than from Japan, Australia, and much of Eu- rope is frequently a troublesome factor. The overriding facts, however, seem to be: ► U.S. quality has a fine reputation throughout Malaysia. Everything Ameri- can seems to be well-received. ► U.S. products are selling now — often regardless of higher prices. ► U.S. businessmen are daily produc- ing new ideas and new products which are unknown in Malaysia and which can be sold there under patent and trade- mark protection. ► The market is not Malaysia alone. The free ports of Singapore (the world's fifth largest) and Penang also serve a large part of Southeast Asia as well as parts of India. There is plenty of indication that only distance and the consequent lack of knowledge of the market will keep more U.S. firms from going to Malaysia now that most import restrictions have been removed. For any company with an ap- propriate product line, I strongly be- lieve that now is the time to prosper with Southeast Asia. Who will do your selling? For U.S. businessmen who are not in a position to establish their own offices or plants in Singapore or Kuala Lumpur, any U.S. Department of Commerce Field Office can supply a list of potential dis- tributors for your products in any of the larger cities. Many of the larger, older firms are very much in business and might do an aggressive job for you. Reputable smaller and younger Malaysian distribu- tors with fewer lines should give your product sales and service effort because they have fewer lines. Many of the newer "traders" who are precluded from the big name brands by the older firms are actively looking for competitive prod- ucts of good quality as part of an over- all effort to take business away from the older "order-takers." If your line will support a salesman in Malaysia, you ought to have one. He ought to be able to read and speak Chi- nese; a knowledge of Malay is desirable, however. Most Malay businessmen speak English. The next best thing is a salesman paid a small basic draw against commission by two or three or four non-competitive American companies in the same general field — lawnmowers, electric handtools and chain saws, for example. The sales- man thus has some security during his break-in period. He is concentrating on a few types of outlets but has a good spread of products. The cost to the U.S. manufacturer is small. Where feasible, licensing arrangements hold many advantages for all concerned: The U.S. manufacturer makes a profit on his equipment and earns a continuing royalty. He may also sell raw materials. His sales costs in Malaysia are minimal. Patent and trademark protection are available. The U.S. balance of payments is helped by the sale of equipment and ma- terials and the receipt of royalties. Once the equipment has been paid for, the Malaysian balance of payments is helped by the fact that it is no longer necessary to import the item. The Malaysian con- sumer buys the item at lower cost. If it is a new industry, the Malaysian licensee may receive "pioneer status" from his government. This means up to 5 tax-free years of production and other concessions in some cases. Plenty of capital is available in every city in Malaysia to support a new enter- prise under license. There should be no significant credit problems. But techni- cal know-how is important. If you plan to enter a licensing arrangement, include in your cost estimate proper training for the licensee or his production man, either in the United States or in Malaysia. No mystery about the market Basic techniques for selling the Malay- sian market are no different from those at home. Insurance is available through your local bank under the Foreign Credit Insurance Association program. Sixty- or ninety-day payment periods are custo- mary and do not necessarily reflect weak credit on the part of the distributor but relieve the buyer of tying up capital while goods are in transit. Patents are issued under British law. Registry is temporarily in London. Trade- marks are registered by the individual States of Malaysia. Your U.S. Depart- ment of Commerce Field Office car get you full information for Malaysia. Quality should be the best. No seconds and no out-of-date merchandise should be shipped to this market without giving the importer every chance to decide whether or not he prefers the latest mer- chandise. Good packaging is of impor- tance too. Prices should be rockbottom. Invest in your product's future in Malaysia by giv- ing it every chance in the beginning. Delivery should be prompt . . . and don't turn down small orders at the be- ginning. Give your distributor the same chance to feel his way that you'd like to have in similar circumstances. Take a trip! Promotion is necessary. There are good, live media for the purpose, includ- ing several very readable newspapers in English, Tamil, Malay, and Chinese. The largest Chinese paper has a circulation of over 100,000. Radio stations are in all larger cities. Singapore has TV, and it's coming soon to Kuala Lumpur. A Singapore advertising agency would prob- ably be a good idea. Empathy is even more necessary than in your daily affairs at home— because your prospect or customer is so far away. Answer his letters promptly and fully. Of course the best way to decide whether or not this market promises added profits for your company is to see for yourself. If you make products which are suitable (and most are) why not plan a trip? Be sure to let your U.S. Department of Commerce Field Office know well in advance. They will line up potential distributors or licensees for you. Malaysia offers opportunity for sale of U.S. industrial and agricultural equipment In face of strong competition, aggressive selling is needed; technical, management know-how welcomed By FRANK M. CRUGER An expanding opportunity exists in Malaysia for the sale of U.S. industrial and agricultural machinery and equip- ment. Strong Japanese and European com- petition often underbids U.S. products, so an aggressive selling campaign is needed. It is also necessary to match short and long-term credit. Fortunately, help is now available through insurance offered by the Foreign Credit Insurance Association. American products are no more ex- pensive than those of our competitors when quality and length of life is con- sidered. Unfortunately, price is too often of first importance in this area. The U.S. businessman can do a selling job. Meetings with about 200 businessmen, trade organizations, and Government offi- cials in Kuala Lumpur and Ipoh were of value in appraising business prospects in the area comprising the old Federa- tion of Malaya (the Malay Peninsula, not including Singapore). Machinery and transport equipment are supplied by the United Kingdom, West Germany, and Japan as well as the United States. One U.S. air-conditioning manufacturer has established a small assembly plant in Kuala Lumpur. The high quality of U.S. air conditioning equipment is well ac- cepted in the market, with price only a secondary factor. The Federation is mainly an importer of manufactured goods, machinery, transport equipment, some crude raw materials, mineral fuels, and chemicals. Foodstuffs are also an im- portant import. Although the United States is at a dis- advantage on some goods due to a pre- ferred tariff status for Commonwealth suppliers, Malaysia welcomes American trade and investment opportunities. There is no history of violent change in policies that would adversely affect investment. Assurance against both expropriation and currency inconvertibility is current policy. Free enterprise flourishes. The opportunity for selling U.S. ma- chinery and equipment would be much improved if inquiries from foreign pros- pects were followed up with a stronger sales approach. Too often U.S. manu- facturers have been negligent of the sales possibilities and have sent only a catalog and a price list, in contrast to some of our foreign competition who have a salesman on the job or at least present a good case through correspondence and telephone. Unfortunately, U.S. manufac- turers sometimes have not even answered correspondence from foreign inquiries. Pioneer industry status — (selective re- lief from income tax and the provision of other investment incentives) — is granted to a company which can satisfy the Min- ister of Commerce and Industry that it is to Malaysia's interest to encourage its establishment. Fulfillment of these con- ditions will entitle a firm, when it begins full-scale operations, to total tax relief from the existing 40% company tax, for a period determined by the amount of fixed capital invested. Among products currently manufac- tured under pioneer status are: Agricul- tural machinery, cement, asbestos prod- ucts, bolts and nuts, electric cables, in- sulating and acoustic materials, lawn mowers, matches, metal containers, sugar refining, flour milling, a paper mill, two oil refineries, an aluminum rolling mill, an iron and steel works, and others that may prove attractive to U.S. business interests. Protection of the market for locally manufactured goods is Govern- ment policy. Foreign investment is par- ticularly welcomed when it brings with it technical and management know-how which will add to the basic development of the country. Distribution The trade of Malaysia, both external and internal, is dominated by large agency houses. The larger firms, about 15 and European-owned, are local selling agents for foreign manufacturers, usually on an exclusive basis. They deal in everything from heavy engineering equipment, sold on commission, to consumer goods pur- chased outright, stocked locally, and re- sold to wholesalers and retailers. Finding a suitable agent is a matter of great im- portance for distribution of goods. Whole- sale outlets in the country are often also the retail outlets. 2d five-year plan The Federation of Malaysia is in the midst of its Second Five Year Plan (1961-1965) which seeks to expand in- come and employment through the im- provement and diversification of agricul- tural production and encouragement of industry. Private enterprisers are expected to carry the burden of industrial develop- ment, Government support being mainly in terms of providing infrastructure (clearing building sites, installing utili- ties, etc.) and incentives. Financial aid to businessmen is avail- able from several sources. The Govern- ment has helped to finance Malayan In- dustrial Development Finance, Ltd. (MIDFL), in which the International Fi- nance Corporation (IFC) and a number of commercial banks (including Amer- ican banks) and insurance companies are stockholders. The lending power of MIDFL was raised considerably, recently, by a US$8 million loan from the World Bank. MIDFL gives long-term plant and equipment loans, underwrites new stock offerings and provides prospective in- vestors with financial and technical serv- ices. MIDFL seeks to promote small manu- facturing and processing plants. Small businessmen who may wish to manufac- ture a needed product can apply for a site in a Government industrial park (called industrial estate in Malaysia) and then apply to MIDFL for a plant erection loan. The cost of suggested factory build- ings ranges from M$30,000 to M$50,000. Preference is given to local building ma- terials, but if imported materials are needed, dealers are favored who carry a local stock. MIDFL offers to provide brief feasi- bility studies of proposed industrial proj- ects. In connection with the organization of overseas joint ventures, it offers to provide free initial studies on request. It can assist in commissioning independent market and industrial surveys when a potential investor wishes to proceed fur- ther after initially surveying local condi- tions. In some instances it is willing to share the cost of such market and indus- trial studies if they are made on behalf of an actual loan applicant. It can advise on Government regulations and local Perutus » Pombangunan P *aran dan fcrwanw America sharikal ta- Malaysia KM) diftjga 2lhb THE UNITED STATES MARKETING AND INDUSTRIAL DEVELOPMENT MISSION TO MALAYSIA IB Id TO 21 SI OCTOBER . 1963. SINGAPORE llflfilltl ORgftSB 0i $-RT\Z%Tf\TT\M STfln-0. mtMim TRADE INFORMATION CENTER: Mission members held personal interviews in Malaysia and Singapore. sources of capital. It takes no direct part in the management of enterprises. Earthmoving, logging machinery There is a substantial market in Ma- laysia for U.S. earthmoving and logging machinery. Such machinery is now being sold mostly through large agency firms which have been operating in this area for many years and are highly regarded for their ability to service equipment after the sale, and which can serve as a source of spare parts when promptly needed. The major earthmoving equip- ment manufacturers are well represented in Singapore *which provides coverage also of some other areas, such as the states of Sawarak and Sabah in Borneo which are actually the largest areas of timber production. There has been a growing market for what are called "spurious parts" in the earthmoving machinery field — some from the United States and some from Europe. The tremendous volume of spare parts business for these machines has attracted spare parts makers other than the original equipment manufacturers. The "spurious spare parts" suppliers, however, generally sell just high volume items and do not stock the many miscellaneous spares for a complete job; hence the assertion on the part of large agency houses that the "spurious parts" suppliers do not really service the needs of the trade. Logging machinery also makes up a large part of the industrial machinery needs in the Singapore area. There should be a continuing demand for log- ging machinery in view of increasing ac- tivity in the timber areas of Sarawak and Sabah. Numerous rivers provide a high- 8 way lor loggers from the interior and an inexpensive way of moving logs to the sea where they are lightered to ships. There should he a growing market for used logging and carthmoving machinery as new operators entering the field often cannot afford new equipment but can operate efficiently with first-class used machinery. It is important that U.S. firms offering used machinery for sale be cer- tain that they provide value received; failure to do so will reflect unfavorably on the entire U.S. exporting community. There is considerable need for ade- quate machine shop facilities for repair and maintenance of machinery in the Singapore area. Ship needs are well cov- ered by the Singapore Harbor Board fa- cilities which will accommodate all but the largest ships. Also, there is a need for establishment of a complete tool and die shop to train tool and die makers. Machine tools needed The Singapore Economic Development Board plans to establish a light industries service unit consisting of equipment for a complete tool and die, jig and fixture shop, and is in the market for U.S. ma- chine tools and heat treating furnaces plus other tool and die shop needs to make it complete. They will have need for a supervisor from the United States to teach the use of U.S. machines to tech- nical students and are prepared to pay half the cost of such a supervisor if one could be found on loan from the United States. Machinery and equipment for the shop would be purchased from private U.S. machine tool sources. Apart from the expansion and replace- ment requirements of existing industries, an important market exists for supply of plant equipment and machinery to 119 new industrial enterprises (small firms) which have pioneer (tax exempt) status in Singapore. Several of these firms have already started but most are still in the planning stage. Machinery and equipment in many cases remains to be purchased. Beyond the promotion of larger enter- prises, the EDB through its Light In- dustries Service Unit (and with technical assistance from the United Nations) pro- vides a variety of services to about 2,000 small industrial manufacturing and serv- icing firms in a variety of industry. These services include advisory assistance in technology and management, and involve both training and demonstration. U. S. manufacturers of machinery and other equipment may wish individually or collectively to exhibit and demonstrate their equipment in Singapore. The EDB has suggested the following list: Tool and die making equipment; heat treating equipment; sheet metal equipment; ma- chine tools specialized equipment for manufacture of builders hardware forg- ing tools; plastics machinery; pharmaceu- ticals equipment; food industries electro- plating equipment; high pressure die-cast- ing foundry for aluminum alloys, brass, and zinc; woodworking machines; pack- aging machinery; and machinery to make paper products. In addition EDB is in- terested in the reconditioning of auto en- gines and possible licensing for the man- ufacture of sheet (window) glass. The Economic Development Board emphasizes that Singapore provides a good prospect for various types of ma- chinery assembly, especially pumps, in- ternal combustion engines (both land & marine), motors, farm implements and farm machinery, and sewing machines. Local partners with adequate financial resources and some experience in ma- chinery assembling are available, if re- quired. EDB would be interested in hearing from U.S. firms which may be interested in establishing plants through investment or as a joint venture for the following: Fiberglass products, carbon black and acetylene black, aluminum exterior troll- ing, paper and paper products, poly- urethane foam, TV and radio assembly, copper wire and cable, fishmeal and chicken feed, fire extinguishers, indus- trial belting, and iron ore loading. Mostly small business Probably 98% of all business in Sin- gapore is considered small business. The larger industries are mostly under Brit- ish or Chinese (Malaysian-Chinese) op- eration. The vast number of wholesale and retail establishments, as well as the service trades, are largely Chinese. A new plywood manufacturing plant has been set up in the Jurong industrial estate (near Singapore). The latest U.S. machinery for production of veneer and plywood will begin operations in March 1964. Malaysian timber will be used. The United States is a major importer of tin and rubber from this area. The possibility of selling U.S.-built tin min- ing equipment should be further ex- plored. Tin mines are similar to strip coal mines in the United States. They use dredges to extract tin from surface areas. There is also a large wire rope business. Wire rope is now supplied from the United Kingdom. Imports from the United States into Singapore accounted for only about 5% of the total imports in 1962. The most important imports from the United States were tractors, industrial machinery, ciga- rettes, textiles, and other manufactured items. Stiff competition exists from the United Kingdom, Cicrmany, and Japan. U.S. sales have benefited from the fact that Singapore is a relatively high-income, quality-, and brand-conscious market. Climate favorable The favorable business climate provides American and Malaysian industrialists, equipment distributors, and wholesalers with an opportunity for establishing mu- tually profitable relationships. There are opportunities to expand old industries and to establish new industries with the possibility of selling U.S. equipment. A favorable climate exists for the establish- ing of distributors and dealers for a variety of U.S. goods. Financing is avail- able for joint ventures with U.S. firms as well as licensing arrangements. The long- time stability of the area should attract U.S. investment. The free enterprise spirit of Malaysia in general indicates a closer business attachment with the United States. The Chambers of Commerce, service clubs, and private businessmen in the Borneo state of Malaysia appeared much interested in more two-way trade with the United States. U.S. exports to Sabah in 1962 totaled US$13 million while U.S. imports amounted to less than $2 million. The main exports from this area are rubber and timber. Imports from the United States were mostly tractors and air conditioning and sawmill machinery. Some rubber is sold to the United States. Timber is sold chiefly to Japan where it is made into plywood, some of which is sold in turn to the United States. Want U.S. know-how U.S. businessmen are encouraged to build plants to manufacture plywood and to cut veneer on a large scale. Business- men of sound financial background would like to enter joint ventures with U.S. in- vestors but point out they want U S know-how in addition to venture capital. Pioneer status for industries is available and this tax advantage over a period of up to 5 years would assist the profit pos- sibilities at the start. Excellent opportunities are available for distribution and many of the leading agency houses are interested in U.S. lines on a stocking-distributor basis. Additional outlets are being set up by local business men. As a good part of the distribution is controlled by Singapore agencies with branches in Sarawak and Sabah. it ap- pears that additional competition from local distributors is the near-term pros- pect. A substantial number of wholesalers and small businessmen who will endeavor to enter this field are adequately financed. There has been a marked increase in over- all building activity and prices of im- ported materials have held steady because of increasing competition in the whole- saler field. Electrical distribution and transmission systems are standardized at 22,000, 11,- 000, 6,600, and 400/230 volts a.c, 50 cycles; 230 volts, 50 cycles, a.c. current is standard and there is no 110-volt cur- rent as in the United States. Appliance manufacturers can easily meet these volt- age requirements; however, it must be re- membered that Sarawak and Sabah total less than 2 million population. There is a growing production of palm oil, and machinery for extracting palm oil will be needed on a larger scale in the near fu- ture. Stone, coral sand, and clay are the only minerals exploited in Sabah at pres- ent. One large (British) agency house stated that more than 2 million feet of wire rope are used in this area annually, adding that it knows of the high quality of the U.S. product but found the price somewhat higher than in the United Kingdom. Wire rope is used in logging operations. The opportunity to sell qual- ity U.S. wire rope based on high per- formance at a slightly higher price is ap- parent. Farm tractors U.S. EXPORTS TO MALAYSIA Millions of Dollars Federation of Malaya 50.8 The need for small and medium size farm tractors seems to be increasing, be- cause of the plan for growing vegetables in the highlands which have a temperate climate in contrast to the coastal and low elevation areas which are tropical. On numerous occasions interest was ex- pressed in a variety of U.S. manufactured products such as axes, hammers, screw drivers, levels, cement tools, carpenters tools, electrician's tools, builders hard- ware, hinges, locksets, door checks, freez- ers, air conditioners, fire fighting equip- ment, machinery for laying asphalt on roads and airport runways, outboard motors, light woodworking and light metalworking machinery, steel and alumi- num window and door frames, portable chain saws, portable gasoline engines, high speed woodworking machines for moldings of many shapes, and other items. Although British industrial products predominate there is a high regard for U.S. quality. Some U.S. products are well established including such names as Cater- pillar, Carrier (air conditioning), Gen- eral Electric, Allis Chalmers, Case, Ford, International Harvester, and others. Medium and small manufacturers in the United States can enter this market, how- ever. English is the common language, and catalogs and instructions can be easily read and understood. An expanding fish- ing industry in these areas indicates a continuing need for freezing equipment and general refrigeration. In Sabah the principal occupations are smallholding agriculture, estate work, timber production, fishing, small process- ing industries, building, transport, and commerce. Industrial development is mainly in the primary processing of rub- ber, hemp and tobacco, extraction of cutch from mangrove bark, and the saw- milling of timber. In discussions with Government Offi- cials throughout Malaysia, a considerable interest was displayed in the U.S. Tools for Freedom plan. Under this scheme used and new mechanical handtools and wood and metalworking machinery are made available on a "no-cost basis" for technical training schools in certain qual- ifying countries. 10 Malaysia presents many faces (all good) to members of U.S. Trade Mission Widely differing segments of new nation offer different kinds of business opportunities to U.S. traders and investors By GEORGE H. PAUL My particular purpose in joining the U.S. Marketing and Industrial Develop- ment Mission was to explore the possibil- ities that exist for overseas investment, joint-ventures and licensing. I found that there are many such opportunities. The Mission took along approximately 400 business proposals, including offers from American firms to invest in new in- dustries. Many businessmen representing small, medium-sized and large enterprises came to us with counter-proposals and many of them have already established contact with U.S. firms inviting concrete suggestions on doing business in Malaysia on a joint-venture basis. The Mission's first call was made in Kuala Lumpur, the capital city of nearly half a million inhabitants. The 2 dozen businessmen with whom I spoke in Kuala Lumpur had a genuine interest in American products and know- how. They earnestly desire to build up their economy with the aid of experienced American businessmen. They did not just ask for aid, however, they also offered their know-how and services, which, in my opinion, will be of great benefit to many firms in the U.S. wishing to get established in Malaysia. Most of Kuala Lumpur's growth took place during the past 10 years. Over that period fine modern buildings, including hotels and office buildings, have been erected in this rapidly growing town that will expand further, offering excellent op- portunities to U.S. investors. Businessmen in Kuala Lumpur are in- terested in importing American products such as motor-cycles and parts, construc- tion equipment, criminal detection de- vices, ball-point pens, paper napkins, win- dow coverings, paper making machinery, general consumer goods, pharmaceuticals, food-stuffs, cosmetics, rock phosphate for making fertilizers, sporting goods, freight- ers, tankers, passenger liners, helicopters, building materials, canned fruit, diamond cutting tools, nylon pipe fittings and many other items. Others have offered to export many dif- ferent products, such as pepper, curry powder, rubber and tin (Malaysia's chief export items), also essential oils, "Batek" (batik) materials, crocodile leather goods, and various other commodities. There are also offers from Kuala Lumpur firms wishing to make metal or wood sign boards on a joint-venture basis with an American company. This is an opportune time for such a business for many Chinese, Indian and English signs will soon be replaced or supplemented by signs in Malay, the national language of Malaysia. Documentary films Others would like to produce docu- mentary films on a joint-venture basis, to be distributed in the U.S. These films would describe Malaysian activities and national sports. These proposals should be of particular interest, as they will help support the ambitions of this new nation and further a better understanding be- tween the U.S. and Malaysia. They may also stimulate tourism. Tourism needs development in Malay- sia. New hotels offering modern con- veniences are being built throughout Malaysia, and jet airliners will soon trans- port American tourists even to the most remote areas of the country. In my opin- ion, there are few places in the world — and I travel a good deal — that can offer more in the way of scenic beauty and distinctive flavor. An organized and well designed program for the development of tourism that will preserve national customs could mean a welcome boost to Malaysia and enrich the lives of count- less Americans who have stayed away either because transportation was not to their liking, or because they wanted air- conditioned hotels, swimming pools and other comforts. Singapore, with a population about 4 times that of Kuala Lumpur, is a city with bustling traffic and tremendous com- mercial activities. Of the many business- men with whom I talked interests ranged through timber, rubber, coffee, spices and various other items for export to the U.S. In return, they would like to purchase a wide range of consumer goods and food from the U.S., including, nylon mosquito netting, cameras, textiles, educational supplies, shirts and underwear, canned grapefruit, raisins, pharmaceuticals, toys, paint coatings, cosmetics, motor scooters, interior decorator items, and many other products. Great interest There is great interest among business- men and manufacturers to have Ameri- can financial participation in many new ventures. One Singapore manufacturer would like to drain and reprocess waste lubri- cating oil which can be treated in a man- ner that will render it suitable for re-use. Another Singapore firm requires earth- moving and mechanical handling equip- ment for contract work. The same com- pany is interested in harbor clearance, salvage and construction of shipyards. Another Singapore firm invites U.S. participation in setting up laboratory fa- cilities for product analysis and soil test- ing. Still others would like to have Amer- ican companies invest in local production of rust proofing chemicals and similar products. One firm would like to mine clay ("Kaolin"), and a shipping company hopes to start a line of tankers for transporting oil. Services, too I also had conversations with engineers, chemists and other specially-trained men whose companies can offer a service rather than a product to American firms wishing to have their own products an- alysed or desiring to have local products and raw materials tested on the spot. These people can advise U.S. business- men regarding the feasibility of joint- ventures with local firms. Several local bankers and other seasoned businessmen have offered to act as advisors or to make suggestions for profitable investments. Other companies and individuals have expressed an interest in obtaining patents, trademarks and licensing know-how. A number of businessmen in both Kuala Lumpur and Singapore indicated an interest in manufacturing American products under license. Most of them also invite American financial participa- tion. In several instances, I succeeded in bringing together local manufacturers with engineers and other technicians who can help them develop special industries. All sorts of incentives are offered by the Malaysian Government to attract American business and investment. I will not go into the details of these incentives, 11 as it would keep me from spelling out some of the other factors which are not readily available elsewhere. The Depart- ment of Commerce has sufficient informa- tion on hand now concerning tax and other incentives in Malaysia which is available to all interested parties. From Singapore the Mission proceeded to Kuching, Sarawak; and to Jesselton and Sandakan in Sabah (formerly North Borneo). Although far less developed than Singapore or Kuala Lumpur, these areas offer some very special investment opportunities just because they are some- what "off the beaten track." I spoke with about half a dozen Kuching businessmen who expressed an interest in importing American goods such as refrigerators, gas stoves, textile goods and other items. A license arrangement is requested for the production of DDT, cosmetics, de- tergents, and soft drinks. Kuching is a growing town, and one of the subjects discussed in detail was a combined hotel and shopping area to be constructed in the near future. A modern hotel in this town could attract many tourists and help develop trade. Land development Conversations with businessmen in the Sabah area convinced me that the best opportunities are in agricultural and other land development projects. British trading companies are still the leaders in the business communities of that part of Malaysia. Long conversations with some of their executives revealed that they are not at all averse to doing business with American companies in spite of the com- petition they may offer to their own prod- uct lines. In this vast area there is enough land for everyone; those who have the foresight and know-how can make a sub- stantial contribution to the development of Sabah and reap the fruits of their efforts within a short time. British, Chinese and Malaysian timber contractors and land-owners were our most frequent visitors in Kuching, Jessel- ton and Sandakan. The Government usually leases land for a period of 99 years and the U.S. Trade Mission to Malaysia received several offers from people who have such land available for cultivation. The land lends itself well to the planting of oil palms, coconut palms and bananas and can also be used for planting rice or raising cattle. A careful analysis by prospective in- vestors of the opportunities in Sabah will, in my opinion, result in a definite desire to support the landowners, financially and otherwise. U.S. merchandise well known for quality but exporters face marketing problems Must cope with Malaysian preferential treatment of some Commonwealth goods, variety of languages and interests By LESTER L. WOLFF Unfortunately, too little is known by the American community about Malaysia. It's surprising, though, how much Malay- sians know about us. Much good has been done by American periodicals in spreading the word about our way of life and the merits of "made in U.S.A." merchandise. Our consumer products have a tough row to hoe in Malaysia. One of the prime reasons for this is the Common- wealth preference which puts us at a price disadvantage on some kinds of goods. So important is this preference in some cases, that in one Kuala Lumpur plant we visited a joint venture of a U.S. and Malaysian company not a single raw material used in production of the fin- ished item was of American origin — only the equipment. This situation was not by design apparently, for acceptance of American quality is almost universal; but freight costs and the preferential treatment afforded Commonwealth goods made it uneconomical to "buy American". There are opportunities, and good ones, however. They are limited only by the creative ingenuity of the seller. For the most part (with the exception of Singa- pore) the country is in the pioneering stages of development. Many small shops dot the community. Aggressive firms Direct communication with this great number of small shops is difficult, if not impossible, except through trading com- panies. Some of the large trading organ- izations were extremely aggressive in seeking out new lines to round out their already extensive representation. Many of these firms, however, already handle items that may be competitive with the U.S. product seeking distribu- tion. One way to circumvent this is to seek out the newer traders who, though they may be small, will give greater em- phasis to an individual consumer line. Each town has what is called a de- partment store and a supermarket. Only a few would fit a stateside description of the term. A 10,000 square-foot super building in Kuala Lumpur should be ready shortly. Here — to emphasize the uniqueness of this market area — Cold Storage, which owns 22 general grocery stores throughout the Federation and a supermarket in Singapore, has joined forces with Fitzpatrick's which owns the only other supermarket in Singapore, to erect the new market in Kuala Lumpur. Cold Storage and Fitzpatrick's both have excellent sites in Singapore — each about 7,500 square-foot with multistory selling units and ample parking. Sarawak and Sabah have individual superettes — Ting Ting in Kuching and Gardenia in Jesselton. On the general merchandise side, only Robinson's, which operates good sized units in both Kuala Lumpur and Singa- pore, can be classed as a department store handling a wide range of goods, chiefly from the U.K. Racial harmony A factor much in evidence is that several races live in harmony throughout Malaysia. Malays and Chinese predomi- nate; Indian, European and indigenous groups form minorities. Marketing is complicated by the differences in lan- guage, religion, diet, interests, and desires of each ethnic group. Marketing prob- lems are particularly apparent in the food field where religion and ethnic de- mands pre-determine much of the goods sold. Each, too, has its own market sec- tion of town devoted to its own pref- erences. Communication also presents difficul- ties: To reach these different peoples re- quires advertising in a varied group of newspapers in each area as well as multi- lingual radio advertising where available. Thus, selling U.S. consumer goods is more difficult as the weight of advertising must be distributed over a wide area of many small markets. There is, however, a good total market. One of the highest standards of living in Southeast Asia gives us a target that we cannot afford to overlook. Licansing, joint venture As the major portion of the merchan- dise sold at retail is now imported, op- portunities are excellent for licensing and joint ventures. The Pioneer Industries Act applicable to new basic products 12 Market profile— Malaysia Area: 127,803 square miles. Component areas, Malaya, 50,700; Singapore, 215; Sabah (N. Borneo), 29,388; and Sarawak, 47,500. Population: About 10 million. Component areas— Malaya, 7.25 million; Singa- pore, 1.73 million; Stibah, 454,000; and Sarawak, 77,000. Racial composi- tion: Malaya, 4 million; Chinese, 4.3 million; Indian and Pakistani, 953,000; other, including indigenous of Borneo and European, 914,000. Major commercial centers (population in thousands); Singapore, 1,400; Kuala Lumpur, 365; Penang, 175; Ipoh, 80; Kuching, 50.5; Sandakan, 28.8; Jes- selton, 21.7. Currency: Malayan dollar, equal to US$0.33. Currency is stable and fluctua- tion is slight. Per capita income: US$285 for Malaysia; $266 for Malaya; $433 for Singa- pore; $233 for Sabah; and $183 for Sarawak. Gross national product (in millions of dollars): 1961 at market prices, $2,883. Malaya, $1,907; Singapore, $733; Sabah, $100; and Sarawak, $183. Salaries and wages: In Malaya, unskilled factory, $30 to $35 per month, plus fringe benefits; managerial, $350 and up; salesmen, $165 to $200, including commissions. Wages and salaries in Singapore are slightly higher than in Malaya. Motor vehicles: Registration 1962, estimated, 405,200. Radio Sets: 715,000 licensed sets; an unknown number of unlicensed sets are believed to be in operation. TV sets: Television introduced in Singapore in February 1963; registered sets August 1963, 16,000. Television scheduled for inauguration in Malaya in December 1963. Electricity— Consumption in millions of kilowatt-hours: Malaya, 1,322.6; Singa- pore, 689.5; Sabah, 16.7; and Sarawak, 22.4. Value of foreign trade (1962) (in millions of dollars): Malaya-Singapore im- ports, $1,604; exports, $1,457. Sabah imports, $79.6; exports, $78.2. Sara- wak imports, $133.5; exports, $135.1. Principal exports (in millions): Malaya-Singapore, crude rubber $664 and tin $206; Sabah, timber $41; and Sarawak, rubber $24 and petroleum $77. Principal imports (in millions): Malaya-Singapore, foodstuffs $331; petroleum products $267; machinery $229; Sabah, tobacco $13; petroleum products $6; Sarawak, rice $7.4. Principal trading partners: Malaya-Singapore, imports: Indonesia, United Kingdom, Japan, Thailand, United States, Australia, and communist China. Malaya-Singapore, exports: United States, Japan, United Kingdom, USSR, and Indonesia. grants special concessions which make Malaysia extremely attractive to inves- tors. For investment Singapore must be treated as a separate entity, even though it is a part of Malaysia. The Economic Development Board, an aggressive and knowledgeable body, points up the op- portunities, will make feasibility studies and loans, and will even make partial equity financing available. Agriculture and fishing present some attractive opportunities. The government is eager to assist in getting local food industry started. Malaysia, importing a substantial part of its food needs and drawing heavily on the United States and Australia, presents a veritable food larder "gold mine", if prices are competitive. Four new flour mills are going up to meet the demand for baked foods. For food processors in the United States, Sabah is a real challenge. Here, we are told, almost anything will grow — even vegetables of the temperate climate. This I would deem a good prospect for a joint venture. Potential for consumer goods In Kuala Lumpur and Singapore, vast new building projects will cause new concentrations of population that will again develop excellent retail and con- sumer goods opportunities. A limiting factor is that immigration is not now beine encouraged into the stales ol Sabah and Sarawak. Since these are large sparsely populated areas where lines of communication arc thinly drawn and population growth is about 3% per annum, this region may not be populated rapidly, although a large percentage of youth — 50% are under 15 years of age — will be marrying soon and having new families. U.S. appliances are in the stores in great quantity, but many Japanese and European appliances also are seen. It may be that we should examine some of our trade practices, as the chairman of one of the large trading companies sug- gested. He advised that: ► U.S. firms meet commitments re- garding delivery dates, which are in- fluenced by shipping dates. Because of the limited inventories carried and the distance involved, shipping schedules must be met. ► U.S. manufacturers pay continuing attention to maintenance and service once a sale has been made. ► Availability of spare parts is a prime necessity. From the opportunities presented to us, we feel there is a good market for all types of food processing equipment; tex- tiles for men's suitings and women's dresses, primarily the miracle fibers: both firsts and seconds, also cottons as a base for batik; new advanced retailing techni- ques including equipment: pharmaceuti- cals in bulk to be repackaged; branded electrical appliances, small and heavy; women's ready to wear (small sizes 5' 2" and under); glass, sheet and structural: concrete roofing tile: assembly of TV re- ceivers; assembly of automobiles with a complete spare parts and service set up. Establishing agents Unless an agent maintains branch offices, it is recommended that separate agents be appointed for Kuala Lumpur. Singapore. Sarawak, and Sabah. Adequate local counterpart financing is available. Many businessmen with whom WC had contact asked us to find "am" good business where they could, in a joint venture, invest their money. Most needed is the joint efforts of American know-how and local businessmen to meet the challenge of the future for this great pioneer land. 13 BACKGROUND: Malaysian imports, tariffs, business outlook Economic progress of Malaysia spurs optimism toward potential for expansion of U.S. trade Diversification of economy, industrial expansion planned; time required, however, to develop essential skills By CORNELIS J. GOINGA Commercial Attache, U.S. Embassy Kuala Lumpur The U.S. Marketing and Industrial Development Mission to Malaysia this fall was the first Trade Mission to this newly established country and believed to be the first mis- sion of its type to visit Sarawak and Sabah, in Borneo. During their 4- week visit, Mission members talked with nearly one thousand Malaysian business- men, bankers, and Government and other officials. Their efforts resulted in development of well over 400 Malaysian trade and investment opportunities for U.S. business, many resulting from the 392 proposals the Mission had brought with it from the United States. The Mission left Malaysia with en- thusiasm and an optimistic feeling over possibilities for expanding trade between Malaysia and the United States and in- creasing participation by U.S. firms in CORNELIS J. GOINGA joint ventures and licensing arrange- ments with Malaysian firms. Milton A. Berger, Director of the Mission, said on the eve of the Mission's departure from Malaysia, "I can assure all our friends and well wishers here in Malaysia that the story we will tell in America will be a good one." Economic progress The First Five-Year Plan for the Fed- eration of Malaya, called the General Plan for Development, was adopted in October 1956 for the period ending De- cember 31, 1960. Those years were mo- mentous years in the history of the Fed- eration of Malaya and the eventual establishment of the new country of Malaysia which came into being on Sep- tember 16, 1963. Those 5 years, a period of political progress, included Malaya's independence on August 31, 1957, and the end of communist terrorism which in turn brought finally an end to the coun- try's state of emergency. They were also years of significant economic advance. Total public investment fell short of the targets set at the beginning of the plan, but the short fall was small — only 15% out of the total public investment plan of M$l,150 million. Actual public invest- ment was nearly double that of the pre- ceding 5 years and private investment also far exceeded the levels of the period before 1956. Investment in the private sector in- creased mainly in the manufacturing field. Measured in terms of horsepower, the number of machines and other instal- lations in manufacturing establishments more than doubled between 1955-1959. The industrial policy of the Government provided substantial incentives to inves- tors. Establishment of the Petaling Jaya industrial settlement near Kuala Lumpur proved to be an important instrument for attracting industrial development. The Government also provided sub- stantial tax incentives under the Pioneer Industry policy inaugurated in 1958. Un- der this policy, profits from enterprises which qualify as "pioneer" industries are exempted from income tax for a period ranging from 2 to 5 years. On the whole, the economic accomplishments during the period of the Plan were impressive, and resulted in a rising standard of living, financial stability, and worldwide recog- nition of the strength of the Federation's economy. The First Five Year Plan was followed by a Second Five Year Plan, covering 1961-65. One of the Federation's eco- nomic problems was found to be the over- specialization and excessive dependence of the economy on a single product — rub- ber. This made the entire economy vul- nerable to the year-to-year fluctuation of world rubber markets and the impact of technological developments in synthetic ruhher. Provisions were made in the Second Plan to diversify the Malayan economy and to reduce its relative dependence on rubber. Within the agricultural sector it- self this attempt takes the form of rais- ing steeply the level of investment in irrigation of rice and other crops, oil palm development, rehabilitation of coconut areas, forestry, fisheries, and animal hus- bandry. Vigorous promotion of industrial ex- pansion in the private sector is also planned. However, the extent to which it is possible to establish new manufactur- ing activities or introduce new crops is limited by the time required to develop essential human skills and enterprise. Consequently a significant measure of di- versification can only be achieved over a long period. The Plan's pattern of in- vestment further reflects the primary em- phasis assigned to developing additional land as well as development of social services, particularly health and educa- tion. New country established The careful planning, leadership, and hard work under the two development plans has paid off. Malaya's economy is stable and the country's standard of liv- ing is one of the highest in Asia. Against this background the Federation of Ma- the author In the Government service since 1947, Mr. Goinga has been with the U.S. Embassies in both Bonn and Paris, working on finance, trade, and economic matters. In 1961, he was assigned for 2 years to the Com- merce Department in Washington as part of a State /Commerce agree- ment to give special commercial training to a certain number of Foreign Service Officers. laya took the initiative which led to es- tablishment of Malaysia on September 16, 1963. The Federation of Malaya consisted of 1 1 states until Singapore, Sarawak, and Sabah (North Borneo) were added to form the new country of Malaysia. Ma- 1 laya was already sovereign before forma- tion of Malaysia, while the other three states gained their independence from British rule when they joined the new country of Malaysia, a member of the British Commonwealth in free associa- tion. The states of Malaysia have a common currency, the Malayan dollar, which is pegged to the pound sterling, and Malay- sia is a member of the sterling area. The Malaysian states have maintained a sound financial position. Total foreign exchange reserves of Malaya, Singapore, Sarawak, SHARE OF THE MALAYSIAN MARKET/1962 BY PRINCIPAL SUPPLIERS and Sabah amounted to MS3.800 million in 1962, equal to almost one year's im- ports of goods and services. The promising growth of the manu- facturing industry has been one of the highlights of recent developments in the states now forming Malaysia. Even so, industry is still very much a junior eco- nomic partner compared with traditional sources of income such as rubber and tin. In 1961 the manufacturing sector con- tributed about 7Vi% of the gross na- tional product of the Malaysian terri- tories and employed some 7% of the labor force. By comparison, rubber ac- counted for 18% of the GNP and 20% of all employment. Of the states of Malaysia, Singapore is the most highly industrialized with 14% of its income coming from manu- facturing, compared with the former Fed- eration, 6% ; Sarawak, 2!/2 % ; and Sabah, less than 2%. Malaysia had a slow start in the race to industrialize, which can be partly ex- plained by the advantages still held by traditional export products, and the ab- sence, until recently, of protection for local manufacturers. The pace, however, is quickening, aided by Government encouragement. Recent growth has been rapid, espe- cially in the peninsular states (formerly Malaya). Between 1959 and 1961 the net value of output from industry in the then Federation of Malaya rose by more than 30%. In Singapore, recent growth has been less spectacular after a buoyant pe- riod from 1950-57. Output stagnated be- tween 1957-1960, although growth has since resumed. In both Sarawak and Sabah there has been a steady growth of small-scale industry, based mainly on processing local agricultural products. Industrial future bright Industry is looking forward to a bright future with the framework of Malaysia and the proposed common market. One particularly important benefit of the merger is the increase in the size of the market for domestically produced goods. Opportunities can further be seen in the light of current imports, which include chemical products; manufactured food products: textiles; manufactured tobacco; machinery, transport equipment and many other items. The four Malaysian territories now have their own separate policies and in- stitutions for industrial promotion, al- though reportedly consideration is being given to establishment of a Federal In- dustrial Development Authority to co- ordinate plans for projects in Malaysia 15 Malaysia markets varied, promising; Singapore emphasizes industries; Borneo States stress agriculture Young, intelligent leadership eager to modernize societies; Trade Mission breaks ground, businessmen must follow thru By ROBERT A. BROWN Commercial Officer, Singapore The U.S. Marketing and Industrial Development Mission to Malaysia was the first to arrive in Malaysia since the formation of the federation. More important, however, the Mission probably served as a stimulus to the busi- ness community of Singapore, Sarawak and Sabah (North Borneo) in their thinking about in- creasing trade with ROBERT A. BROWN , y £ As elsewhere in the world, old ways are falling by the side and new methods are being sought. Malaysia's young, intelligent and pro- gressive leaders of Singapore, Sarawak and Sabah have recognized that in to- day's highly competitive world it is nec- essary to adapt to the changing times. In Singapore this means increased indus- trialization instead of concentration on entrepot trade: in Sarawak and Sabah mainly agricultural diversification and improvement. Malaysia's potential capacity for in- dustrial products is obvious to even the casual observer. The plans for a common market among 4 previously separate po- litical entities have created a potential market almost as large as the Philippines and probably larger than that of Thailand. In order to meet some of the demands of this new market, an emphasis was placed on industrial development a few years ago. Singapore, with its wealth of financial resources, trained labor and management skills took its first step in this direction in 1959 when a Pioneer Industries Ordinance was passed. Other important actions by the Singapore Gov- ernment to encourage industrial develop- ment included organizing the Economic Development Board and establishing a new industrial town and port at Jurong. These are the foundation stones upon which the new industrialization is being ( built. The transition from an economy based mainly on free port-entrepot activity to one based increasingly on manufactur- ing and processing raw materials is al- ready underway in Singapore. American businessmen must consider the effect this evolution will have upon opportunities for American trade and investment in Singapore. Another impor- tant question is whether or not American firms not yet engaged in business activi- ties in this area will recognize the poten- tial and take advantage of this new market. The Trade Mission's enthusiastic re- ception by Government officials, busi- nessmen and the press of Singapore, Sarawak and Sabah, is indicative of the basic interest in the U.S., its representa- tives and its products. The Mission's dis- cussions with businessmen in these 3 States indicated that despite certain criti- cisms of U.S. business practices, there was no real barrier to increased commer- cial activity. This does not mean that the American business community has been handed a blank check on a silver platter. It means that a rebirth of the ingenuity and ability historically displayed by the "Yankee traders" would probably pay the same kind of dividends to the businessman of today. Despite the risks and the effort in- volved, their potential more than war- rants a more intensive concentration in these 3 States. To assist in this activity, it would be wise to modify conference shipping rates which discourage U.S. ex- ports. The removal of the out-station premium on Sarawak and Sabah ship- ments would also help. Another method of increasing sales would be the direct hire of resident em- ployees by large firms with diverse interests. the author Mr. Brown holds degrees from the University of Chicago and Georgetown's School of Foreign Service. He has been with the For- eign Service since 1949, and was assigned to Singapore in July 1963. Smaller firms which cannot afford their own employee could join together with other firms handling similar but non-competitive products. The function provided by the combination export man- ager who handles a wide range of com- plementary lines could be duplicated effectively in Singapore. A resident em- ployee of these firms could then devote all his time to an intensive application of the market rather than the short time now available to him on his annual round-the-world trip. Express freighters to this part of the world from U.S. east and west coast ports would also help remove one of the pres- ent complaints about U.S. products: slow delivery. There are many other actions which could and should be taken; how- ever, the important thing to remember is that Malaysia is in a period of change, and there is no reason for American busi- nessmen to miss opportunities in the area because of inertia or inattention. There is still no real alternative to the old-fashioned salesman's personal visit to a customer. Which areas offer the best opporunities to American businessmen and investors? They are many and varied, representing as many categories as the "Business Pro- posals" brought by the Trade Mission. The most important items are in the industrial equipment and machinery field. All sorts of opportunities are pres- ent for the different types of equipment needed in tool and die making; heat treat- ment; sheet metal working; machine tools; hardware manufacture; forging tools; plastics; pharmaceuticals; alumi- num; brass and zinc die casting; wood- working; and packing. Other areas of opportunity include elec- tronic appliance assembly; steel fabricat- ing; machinery assembling; automobile assembly; electric home appliance manu- facture; a multitude of small industrial type products such as carbon paper, cop- per wire drawing; and flexible steel con- duits. The need for machinery, equipment and technical know-how is as great as it is varied. The opportunities for Ameri- can participation in these operations through licensing, joint venture or con- tract have been documented, in many 16 cases, by the reports written by members of the Trade Mission. Besides the powerful demand created by industrial development projects there are ample opportunities in the public development sector: housing, water sup- ply, electric power, sewage disposal, earth moving and road building; requirements for schools, hospitals and other services. Different picture Sarawak and Sabah present a some- what different picture than Singapore. Although there is a small amount of in- dustrial activity based mainly on the use of local products, most plans in these 2 states center around agriculture. Agricul- tural equipment, produce storage equip- ment, palm oil processing, and road build- ing and related equipment, arc all musts. In the very near future the port towns of Kuching, Sibu, Jesselton and Sanda- kan and perhaps also Lebuan and Tawau will require additional facilities, includ- ing warehouses, produce handling equip- ment and utilities. Another important re- quirement, which will continue even if a better road network is built, is for small •feeder planes and helicopters capable of landing in isolated areas separated from the populated regions by jungle and river. The need for public sector services in the Borneo states is also great. There is also a potential demand for increased amounts of soft goods and other con- sumer products. However, the distribu- tion pattern creates problems with these products, since each of the towns, with only its small immediate hinterland, rep- resents a separate market. Singapore serves much of the distribu- tion function but transportation weak- nesses add to the problem. It is here that the Singapore-based representative dis- cussed earlier could coordinate shipments from a central point. The commercial and investment op- portunities found in Singapore, Sarawak and Sabah have only been touched by the Trade Mission. The reporting and docu- mentation presented by the group is only the first step in the process. It will help create the necessary interest in the U.S. and perhaps initiate a new look, or even a second look, in this direction. What is needed and expected by local businessmen is a follow-up to the talk and the words which have flowed so freely till now. If, to modify an old saying, one picture is worth a thousand words, then one business trip to Singapore, Sarawak and Sabah is better than countless de- scriptions. This will be the best of all follow-ups because it will enable 2 busi- nessmen to do what they can always do best face to face, "get down to business." DAM: Ringlet Foils Dam, in Malaya, is an example of industrial development in the new federation. What U.S. firms can expect when they sell in Malaysia Malaysians look at quality, credit terms as well as price; U.S. goods become "status" symbol, as incomes rise Can American exporters find compe- tent firms to represent them and sell their products in Malaysia? They can and they do. Long-estab- lished importing and distributing firms have widespread trading activities involv- ing many agency arrangements. They are willing to consider agency offers from interested and responsible U. S. exporters. Also, there is a growing number of smaller firms with good growth records and good reputations able to do a good selling job for American exporters. Are Malaysian buyers price conscious? Price is definitely an important factor in the growing competitive market. Ma- laysian buyers, however, are giving in- creasing attention to factors other than price — such as quality performance, de- livery and payment terms. Can American consumer goods com- pete in the Malaysian market? Yes. American goods are becoming increasingly sought for their wide variety. versatility, and quality. Also, there is a rising amount of "status" buying for which the Malaysians turn to American products. Steady and substantial economic prog- ress is creating a larger middle income group with rising incomes. American exporters backing good agents can win an important place in this new market. In addition, they can successfully chal- lenge established foreign suppliers in competing for existing demands. Are the climate and prospects good for American participation in \falaysia's growing industrial development The Malaysian government invites foreign investment in Malaysian indus- tries, allows repatriation of capital and earnings, and provides incentives which include tax exemptions. taritT protection. and developed factory sites. Joint-ven- ture participation is most common, with investment sharing and major reliance on foreign competence in industrial plan- ning and technical aspects. 17 Malaysian prosperity hangs on world demand for tin, rubber Price declines blamed for recent drop in Malaysia's trade surplus; nation takes steps to fight competition from synthetic rubber Economic and political stability, and a free enterprise system with only little Government control are among the fac- tors which characterize the Malaysian economy. Despite some local apprehension over the future of natural rubber, the pros- pects for continued economic progress are considered excellent. Some elements in that bright outlook are the continuing smooth progress in industrial and rural development, a low rate of unemploy- ment, and a high international credit rating. Imports rise rapidly An analysis of foreign trade data dur- ing recent years reveals a more rapid increase of imports than of exports, with a positive but declining trade surplus. The reason for the increase in imports lies primarily in the growing requirement of the Malaysian economy for machinery and equipment for use in development projects. The slower rate of increase of exports is primarily related to the decline in crude rubber prices. The prosperity of the Malaysian econ- omy is largely attributable to that coun- try's position as the world's number one producer and supplier of rubber and tin. > Most of Malaysia's tin and rubber comes from Malaya. Sales of those materials to the United States provided Malaysia with considera- ble foreign exchange earnings with which to finance the purchase of capital and de- velopment goods, and to support what is perhaps the highest standard of living ir Southeast Asia. Other exports of con- siderably less volume, but of great im- portance to its economy, were iron ore, timber, copra, palm oil, and canned pine- apples. These products found markets primarily in Australia, Italy, Soviet Union, Hong Kong, Singapore, Japan, West Germany and the United States. Due largely to heavy buying by the United States and Russia, rubber prices fell only slightly between 1961 and 1962. Replanting program Malaya has the most extensive rubber replanting program ever undertaken by any rubber producing countries. Ma- layan rubber, however, has met serious competition from foreign synthetic rub- ber, which has made even more spec- tacular strides in production. The Rubber Research Institute, in an attempt to cope with that competition, is striving to pro- duce higher-yielding varieties of rubber trees than the present improved varieties. The results of that work, in combination with the rubber replanting scheme, are expected to be reflected in increased out- put beginning in 1966. No. 1 Export There are about 3.5 million acres under rubber cultivation, which is equiva- lent to 56 percent of the total cultivated area in the country. Rubber exports account for about 60 percent of the total export earnings of the country and a third of the Government's revenues is derived from the export duty on rubber and the taxation of the rubber industry. The Soviet Union replaced the United States as the most important purchaser of Malayan rubber at the end of the first nine months of 1962 with direct sales to that country accounting for 16 per- cent of the total value of rubber exports. Sales to the United States accounted for seven percent. Other important buyers during the period were the United King- dom, Japan, the Federal Republic of Germany, France, and Italy. Tin Output High Malayan tin mining companies, al- though upset by the drop in world prices in 1962, have continued producing at a very high level. In June 1963, there was a total of 695 tin mines, including 576 gravel-pump mines, 66 dredges and 53 other mines. FLOUR: Modern Malaysian flour mill, with its storage facilities, illustrate type found in the federation. Missionaries Sell Your Products Through U.S. Trade Missions Overseas, a 16- page booklet published by the Bureau of International Commerce, gives a thumbnail description of the purpose and operation of the Trade Mission Program. Copies are available for 15 cents apiece from the Superinten- dent of Documents, U.S. Govern- ment Printing Office, Washington, D.C. 20402. 18 Malaysia aims at common tariff, common market Malaysia's federation agreement calls for the breaking down of internal tariffs and other trade barriers, establishment of a common external tariff, and unification of the four separate economic and com- mercial areas into one common market. Recognizing that this will take some time, it has been agreed that internal tariffs or other trade barriers will be immediately removed for all goods on which the same duties at present exist throughout Malaysia. Common external tariff • A second major objective directly re- lated to the first, is the harmonization and eventual unification of the different duty levels on imported commodities to establish a common external tariff. Pres- ent differences in duty levels are substan- tial. The Federation of Malaya's list of dutiable items is fairly large although rates are moderate. Singapore's list is small, while the northern Borneo areas have a somewhat larger tariff list, but with low rates. Singapore protected A third major objective in setting up the Malaysian Common Market is the protection of the entrepot trade in Singa- pore, Penang and Labuan. Malayan duties The Federation of Malaya levies specific duties on a few items but most duties are on an ad valorem basis. The duties are assessed on the dutiable value. The value of containers and other pack- ing material is a component when de- termining ad valorem rates; in the case of specific rates, containers and other packing material are excluded in the determination. Duties are stated and paid in Malayan dollars at the time that the goods are cleared through customs. Conversion of foreign values is effected at the market rate. Customs surtaxes are not levied. Singapore, Southeast Asia's No. 1 port ranks also as commercial, financial hub U.S. investment in local industry rises; terminal storage, oil bunkering attract bulk of American capital; island boasts 2400 manufacturing firms For more than a century, Singapore has been the commercial and financial center of Southeast Asia. Its duty-free port and excellent harbor installations invite ships from all countires. The bulk of Singapore's commerce is in commodi- ties which pass through the hands of the island's business community from a source outside Singapore and, often after minor packaging and processing, move on. Commodities such as rubber, spices, copra, and lumber are sorted, graded, packed and processed to some degree be- fore being shipped on to their ultimate destination. Manufactured goods coming from in- dustrial countries go through more or less the same process. Bulk shipments are broken down into smaller lots to meet the limited requirements of the countries of Southeast Asia. Many goods, especially vehicles and machinery, which arrive dis- mantled are assembled in Singapore. The importance of Singapore in the trade pattern of Southeast Asia is based on the fact that it is the largest and best organized commercial and financial cen- ter in the area. It also has the facilities, expertise and experience to conduct mul- tilateral trade, and has the storage and shipping facilities to conduct the move- ment of goods. World's Rubber Center Among the commodities that flow through Singapore, crude rubber is by far the most important single item. Singa- pore is the world's center for the rubber trade. The bulk of the world's supply of high-grade natural rubber is produced in Malaysia, Indonesia, Thailand, and Vietnam. Rubber from these areas is to a large extent marketed through Singa- pore and shipped from there. Singapore's overall trade volume is therefore very largely determined by the fluctuations of the volume and price of crude rubber. Much of Singapores wealth and con- tinuing prosperity stems from the fact the island is a free port. For a long time the only duties levied were those on petroleum products, alcohol beverages and tobacco; these duties were primarily revenue-raising taxes. Practically all goods from the United States enter Singapore under Open den eral (Automatic) License. Only items which are controlled for reasons of health, safety and morals need specific import licenses. Foreign exchange is freely available for current transactions Industrial Hub The city also has an important indus- trial center. It is estimated that there are approximately 2,400 manufacturing firms on the island, giving employment to 54,000 workers, with an annual output equivalent to about US$130 million. Rubber remilling and processing and ship repairing have long been the major industries in Singapore. During 1961, I 10,751 long tons of remilled rubber and 40,875 tons of ribbed smoked sheets were produced. Beer and Biscuits Other industries which are flourishing on the island include aluminum utensils; beer, stout, and soft drinks: building ma- terials: paints; metal and paper contain- ers; pharmaceuticals; coconut oil: cook- ing fats, and biscuits. Most industrial establishments in Singa- pore are privately owned, with British. Chinese and American capital predomi- nating. American capital investment in the island is growing steadily. The bulk of it is invested in terminal storage and hunkering activities of oil companies, but American capital is also participating in a number of other enterprises. No. 1 Port Singapore is the largest port in South- east Asia, being used by over 60 major shipping lines serving every part of the world. Administered by the Singapore Harbor Board, all types of transshipping, storing and processing operations are authorized. Warehouses are available at the hoard's wharves to accommodate all types of cargo, including special sheds for danger- ous and "dirty" cargo. Storage for liquid latex, palm oil. coconut oil and petroleum products is also available. For the most part, goods requiring processing are brought directly into the citv area to go- downs, either by truck transport or via the Singapore river bv lighters. 19 Import Charges An import charge of $0.59 per ton is payable by consignees on all cargo landed over the board's wharves. No store rent is charged to consignees if goods are cleared from the Board's godowns within 72 hours of the completion of unloading the vessel (Sundays excluded). Goods kept in store for more than 72 hours are charged approximately $0.13 per ton for the first week; $0.33 per ton for the second week; and approximately $2.50 per ton for the third and subsequent weeks. The port of Singapore is being en- larged under the Government's Four- Year Development Plan. The East Wharf development project will add nine deep water berths to the harbor by 1965, plus four new godowns, fuel oil, diesel oil and water services, and road and railway ac- cess routes. There are 15 major airlines which serve Singapore with regular flights to most parts of the world. Marketing is channeled through old- line merchant houses, with headquarters in the United Kingdom or continental Europe and branches in Singapore; direct importers with headquarters in Singapore and buying agents or offices abroad; sub- sidiaries or branch offices of foreign manufacturers, which in some cases also are importers of noncompeting lines; local Chinese and Indian merchants who primarily import on their own account; manufacturers' representatives who col- lect orders for their principals and in some instances maintain repair and serv- ice facilities for them; and commission agents, who canvass the market for in- dent orders. 10,300 Ships Annually The port of Singapore handles an average of 10,800 ships annually. Of this total, 8,400 are engaged in foreign trade. During 1961, 18 million tons of cargo was handled at Singapore harbor. The Singapore International Airport, seven and a half miles from the city, is one of the largest in Southeast Asia, with a runway of 9,000 feet. By 1964 it is expected to have a new modern terminal building and extended aircraft parking aprons and refueling facilities capable of servicing the largest jet air- liners. Singapore's imports from U.S. continue steady 3-year rise Merchant Houses Some of the merchant houses are very large and have extensive interests in the rubber, tin, and other industries as well as in shipping, banking, insurance, com- munications, and other services. Some of them import for their own account and maintain inventories. Others specialize in the distribution of selected products such as consumer goods. Still others control the distribution of a few commodities through their own sales or- ganizations. In former years, a substantial portion of the merchant houses' sales consisted of sales of consumer goods to dealers who in turn handled distribution. More recently the larger merchant firms have Singapore's import of U.S. products continued to show both an absolute and relative increase during the first half of 1963. Imports rose to $39 million, com- pared with $35 million in the correspond- ing period of 1962. The ratio of imports from the U.S. to total imports also rose from 5.2% in the first half of 1962 to 5.4% in a similar period in 1963, thus continuing its steady rise from the first half of 1960 when im- ports from the U.S. made up only 3.5% of the total. The U.S. has continued in fifth place as a supplier of this market, preceded by Indonesia (whose export to Singapore are falling greatly due to Indonesia's eco- nomic boycott), the Federation of Ma- laya, the United Kingdom and Japan. The U.S. continued to hold a dominant position in the Singapore market for in- dustrial machinery, tractors, cigarettes and tobacco. Imports of industrial machinery from the U.S. constituted 39% of all imports of this group in the first half of 1963, compared with 36% in the same period in 1962. Singapore's expanding rate of industrialization, and construction of pub- lic works and housing will generate in- creased requirements for these products, which U.S. suppliers may expect to pro- vide in increasing quantities. American cigarettes are also finding a substantially increased market in Singa- pore, with a growing preference for American-made cigarettes. Demand is also increasing for U.S.-origin tobacco leaf for use by an expanding local ciga- rette industry anxious to meet local taste requirements. Imports of television sets have risen been concentrating on industrial items such as heavy equipment. Chinese Role The Chinese play an important role in Singapore's marketing structure, as they control most of the import trade. Many Chinese businessmen act as both import- ers and wholesalers. Inventories for local distribution and entrepot resale are maintained primarily of goods with a steady turnover, such as foodstuffs, beverages, tobacco prod- ucts, building materials, petroleum prod- ucts, some types of textile piece goods; and to a lesser degree, hardware, tools and implements. Consignment stocks are accepted by some firms. Retailers sometimes carry speculative stocks in lines which they believe have a fast and profitable turn- over, and in these instances they gen- erally import directly, eliminating local middlemen. Although the art of creating demand is not as well developed as it is in the United States, there are several advertis- ing agencies and a few market research institutions in Singapore. Ad Media Advertising is conducted via news- papers, magazines, technical or trade journals, catalogs, directories, manuals, yearbooks, movie slides, direct mail, bill- boards, train and bus placards, calendars, novelties, souvenirs, fairs and exhibitions, demonstrations, and, now that commer- cial radio has come to Singapore, the airwaves. considerably to supply requirements cre- ated by the recent introduction of tele- vision in the city and in the Federation of Malaya for which Singapore is an entrepot source for many products. Prin- cipal suppliers are Japan, Netherlands, United Kingdom, and West Germany. Imports from the U.S. have thus far been greatly exceeded by foreign sup- pliers. Some decline has been noted in the share of the following American products in the Singapore market: road motor ve- hicles and parts; medicinal and pharma- ceutical products; perfumes and cosmet- ics; toilet, cleansing and polishing prepa- rations; non-cotton textiles and iron and steel products. 20 Overseas traders, listed below, want to do business with American firms. Commodities they wish to buy or sell are identified by description and by Standard Industrial Classification (SIC) Manual number. Other symbols used: * — Additional information on the trade opportunity may be obtained by writing Commodity Export Promotion Staff, BDSA-111, Department of Commerce, Washington, D.C., 20230. NCIA — No commercial information available on the overseas firm. WTD — World Trade Directory report available. WTD reports give a de- scription of the firm, its sales territory, size of business, sales volume, trade and financial reputation and other data. Copies can be bought for $1 each from the Commercial Intelligence Division, Bureau of Inter- national Commerce, U.S. Department of Commerce, Washington, DC, 20230. Numbers following the WTD symbol show the date the report was issued. I.R. — Interview Report, identified by following number, is available on the trader. These reports are compiled by the Trade Mission. Copies can be obtained from Trade Mission Division, Bureau of International Commerce, U.S. Department of Commerce, Washington, D.C., 20230. Leads for Exporters 200 Food Importer seeks canned fruits, vegetables, meats from U.S. manufacturers of brand named products willing to advertise. The Borneo Co., Ltd., Crosby House, 71 Robinson Rd., Singa- pore. WTD 3/9/62. I.R. 257.* Canned goods, general foods on direct pur- chase. Wing Loi Timber Co., Ltd., 40 Pryer St., P.O. box 13, Sandakan, Sabah. I.R. 338.* Wholesaler/importer interested in agency for canned meats, pet foods, pizza mixes, L. D. Seymour & Co., Ltd., Union Bldg., Collyer Quay, Singapore. I. R. 125. Food products, alcoholic beverages for res- taurant New York World's Fair. Malayan Restaurant, (Overseas), Ltd., 205, Jalan Tuanku Abdul, Rahman, Kuala Lumpur. NC- IA. I.R. 9. Foodstuffs wholesaler desires to represent U.S. manufacturers/suppliers of food lines, specifically: canned peas, beans, grapes, fish. Guthrie & Co., (Malaya), Ltd., 4 Jalan Mount- batten, Kuala Lumpur. WTD 3/15/63. I.R. 78.* Importer/wholesaler wants packaged foods. Naina Mohamed & Sons, (M). Ltd., 1-5 Old Market Sq., P.O. box 373, Kuala Lumpur. WTD 3/13/62. I.R. 57.* Wholesaler desires canned and other pack- aged foods. Sandilands Buttery & Co., Ltd., 40 Chartered Bank Chambers, Singapore. WTD 5/8/62. I.R. 54. Large chain food store seeks U.S. made food products canned, frozen and packaged as well as liquors, other beverages. Cold Storage, 517 Jalan Sungei Besi, Kuala Lumpur. WTD 7/23/63. I.R. 100. 203 Canning, Preserving Foods Consumer goods wholesaler seeks dried fruits, canned grapefruit, raisins from the U.S. Harrington & Co., Ltd., Chartered Bank Chambers, P.O. box 641, Singapore. I.R. 203.* 204 Grain Mill Products Rice and feeds importer dejires all grades, rice bran; also maize, poultry feeds. Jin Hoe •Co., Ltd., 12 Main Bazaar, Kuching, Sarawak. I.R. 284. 207 Confectionery Confectionery wholesaler desires U.S.-made confections, including chocolate and chewing gum. Seet Hong Choong, 39/40 Medeiros Bldg., P.O. box 2508, Singapore. NCIA I.R. 234.* Packaged candies. Eastern Bazaar, 8 Bishop St., Penang. NCIA I.R. 93. 208 Beverage Industries Soda bottler desires prices, samples from U.S. manufacturers of syrups, flavours for soft drinks. Wishes to obtain brand name soft drink franchise for area. Southern Co., 98 Main Bazaar, Kuching, Sarawak. I.R. 285. Desires items such as soft drinks for distribu- tion. The Eastern Union Trading Co., 19a/23a Cecil St., Singapore. I.R. 248. * 220 Textile Mill Products Manufacturers representative wants 2nd qual- ity textiles cottons 45, 46, 48 in., dacron, dacron wool blends, other synthetics, wash and wear for shirtings. Globe Silk Store, 5.V57 Batu Rd., P.O. box 585, Kuala Lumpur. WTD 9/55. I.R. 42.* Large wholesale/ retail outlet is seeking dis- tributorship arrangement with I'.S. manufac- turers of textiles and ready-to-wear. Globe Silk Store, 55-57 Batu Rd.. Kuala Lumpur. WTD 9/55. I.R. 84.* Seeks representation "I I S t«xtile and ready-to-wear manufacturer*. Aiwani'- P O box 2169, 24 Batu Rd.. Kuala Lumpur. NCIA I.R. 11. Textile wholesaler irilhnl textile goodl from the I ,S. ( hoo Nam Kee, 30 India St., Ku. trucks, cars, office machines, Sarawak Enter- prises Corp., P.O. boa t \2. Kuching. Sarawak. I.R. 382. Machinery various new line- desired by wholesaler. William Ja< k- 4 Co. i Mai > I. id., The Embankment, Kuala Lumpur Will 3/9/61. I.R. 83. 351 Engines, Turbines Wholesaler interested in distributorship "I complete U.S. line of outboard motor- lardin Waugh, Ltd., 204 Cantonment Rd.. Singapore. I.R. 274. Wholesaler-distributor of auto parK rj generators wishes to add U.S. line of oullxmrd motors for d is tribution. Mock Hoe Hin, P.O. 59, Jesselton, Sabah. I.R. 32.">. Automotive parts distributor/wholesale] leeks exclusive representation of U.S. light gas engine manufacturer. Oversea Motor, Ltd., 450/452 Victoria St., Singapore 7. WTD 3/20/63. I.R. 211. Exclusive representation for U.S. manufac- turer of outboard motors up to 80 h.p. The Borneo Co., Ltd., P.O. box 141, Kuching, Sarawak. I.R. 334. Distributorship for complete line of boat outboard motors sought. Behn, Meyer & Co., Ltd., 44 Pudu Rd., Kuala Lumpur. WTD 9/5/61. I.R. 61. 352 Farm Machinery Wholesaler wishes to import U.S.-made agri- cultural implement of all varieties. The East- ern Union Trading Co., 19a/23a Cecil St.. Singapore 1, I.R. 248.* U.S. line of fertilizer spreaders sought for distributorship. Chan Kwai Shang Co., P.O. box 678, Jesselton, Sabah. NCIA. I.R. 322. Real estate developer wishes to represent U.S. manufacturer of agricultural machinery and contracting fields, particularly in land filling and dredging. Would also consider di- rect purchase of concrete products machinery. Liman Industrial Development. Ltd., P.O. box 325, Jesselton. Sabah. I.R. 312. Agricultural equipment such as caterpillar tractors desired. Hilton, Ltd.. 43a Telok Ayer St.. Singapore.* Farm implements, especially cultivators, harrows, carrv lifts. Sarawak Enterprises Corp.. P.O. box 442, Kuching, Sarawak. I.R. 383. Small to medium sized agricultural tractors. Also presses for extracting palm oil. North Borneo Trading Co., Sandakan. N. Borneo. I.R. 354. Manufacturer/wholesaler of agricultural chemicals seeks distributorship of insecticide sprayers (portable knapsack models V Borneo Sumatra Trading Co.. (F. of If.), Ltd.. P.O. box 518, Kuala Lumpur. WTD 9/25/61. I.R. 36. Manufacturer of agricultural chemicals seeks distributorship for fertilizer spreaders. Borneo Sumatra Trading Co., (F. of If.), Ltd.. P.O. box 518. Kuala Lumpur. WTD 9/25/61. I.R. 37. 353 Construction Machinery Seeks machinery and equipment tor digging and washing sand at river bank -particularly shove] to be mounted on barge, small suction dredge with capacity of at least 400 Ions per day. Jin Hoe Co.. Ltd.. 12 Main Bazaar. Kuching. Sarawak. I.R. 291. Heavy tractors, used, similar to JiDo. 7. S. TD24 & 18. New undercarriages, engine o\er- hauled with Hyster winches and mechanical or hydraulic angle dozers. Also 40 to 60 ton crane for ship unloading. Coronation Nursery Co.. 341 Bukit Timau Rd.. Singapore. NCIA. I.R. 418. 23 Timber and sawmill operation seeks agencies for all types of heavy equipment especially hydraulically controlled industrial equipment tractors, tank trailers for liquid fertilizers and compressed gases, concrete trucks, power bug- gies, vibrators, screening and finishing ma- chines. Sarawak Enterprises Corp., P.O. box 442, Kuching, Sarawak. I.R. 380. Distributorship for line of U.S. road and construction maintenance and municipal equip- ment. Harrison and Crossfield, P.O. box 131, Sandakan, Sabah. I.R. 362. Representation for U.S. manufacturer of asphalt airport and highway equipment. The Borneo Co., P.O. box 141, Kuching, Sarawak. I.R. 332. Machinery to produce concrete roofing tiles. Malayan Restaurant, (Overseas), Ltd., 205 Jalan Tuanku Abdul Rahman, Kuala Lumpur. NCIA. I.R. 10. 354 Metctlworking Machinery Machinery for the manufacture of twist drills. P. Lai Store, P.O. box 435, 49 Batu Rd., Kuala Lumpur. NCIA. I.R. 27. 355 Special industry Machinery Machinery and equipment for manufacturing carbon paper. Swee Construction & Transport Co., Ltd., 1 Irving Rd., Singapore 13. WTD 9/20/63. I.R. 258.* Zipper manufacturer seeks U.S. machinery to make slide fasteners and/or zippers for clothing and bags. Kam Seng & Co., 22 Jalan Kilang Rd., Singapore 3. I.R. 208. Textile manufacturer seeks textile manufac- turing and textile printing machinery. Malayan Dyeing & Printing Factory, Ltd., 16 Circular Rd., Singapore 1. I.R. 262.* Machinery for bottle grading and cleaning coffee beans desired by coffee wholesaler. Socomabel. (M), Ltd., 301 AIA Bldg., Robin- son Rd., Singapore 1, I.R. 207. Manufacturer of teak flooring, lumber inter- ested in U.S. kiln drying and processing ma- chinery. Malayan Parquet-Floor Industries, Ltd., 76 Playfair Rd., Singapore. I.R. 225.* Engineering and distribution firm desires to purchase complete automatic machinery for manufacturing razor blades. Jardine Waugh, 204 Cantonment Rd., Singapore. I.R. 282. Large soda bottling manufacturer interested in buying bottling machines. Southern Co., 98 Main Bazaar, Kuching, Sarawak. I.R. 285. Logging and saw mill manufacturer desires quotations on the following: modern dry kiln equipment and other processing machinery used for upgrading local wood products; 60-in. band mill to saw 36 tons or more per shift; electric mill diesel generated, 400 v., 3-phase 50 cycle characteristics; other logging, saw mill equipment. Hoe Hung Sawmi'l Co. Ltd., 4 Abell Rd., Kuching, Sarawak. I.R. 289. Pharmaceutical manufacturer interested in purchase of pill manufacturing machinery. Malayan Pharmaceutical Industries, Ltd., 711 E. Coast Rd., Singapore 15. I.R. 114. Desires quotations on equipment to refine waste oil. K.N. Narwani, 170 Orchard Rd., Singapore 9. NCIA. I.R. 119.* Manufacturer of paper products wants U.S. machinery for the manufacture of toilet tissues rolls, folded tissue, towels, paper napkins. Singapore Paper Products, Ltd., 315 Alex- andra Rd., Singapore. WTD 7/28/61. I.R. 145. Importer/wholesaler interested in plastic paper machinery, fiber production plant. Dwi- daya Trading Co., 33 Bank of China Bldg., (3rd Fl.), Battery Rd., Singapore 1. I.R. 183.* Food processing firm wants grain separators cleaners, hullers, rectifiers. N.V. Daarnhouwer Co's Handel-Mij., 2-A Crosby House, Robinson Rd., Singapore. I.R. 200.* Textile manufacturer needs 70,000 spindles for plant. Also needs packaged bakery, flour plants. Hilton, Ltd., 43A Telok Ayer St., Singapore. I.R. 161.* Distributorship for line of light and medium woodworking and metal working machinery. Harrison and Crossfield Sabah, Ltd., P.O. box 131, Sandakan, Sabah. I.R. 364. Machinery for the manufacture of veneer, other products from logs. Wing Loi Timber Co., Ltd., 40 Pryer St., P.O. box 13, Sandakan, Sabah. I.R. 338.* Wholesaler desires agency for U.S. glass coating equipment, materials Kirby and Co., 97A, Ipoh Rd., Kuala Lumpur. NCIA I.R. 99. Importer/exporter desires machinery for converting garbage into fertilizer. Yin Fah Mining Co., 40, Pike St., Menglembu, Perak. NCIA. I.R. 65. Manufacturer/wholesaler seeks distributor- ship of automatic chlorinators. Borneo Sumatra Trading Co., (F. of M.), Ltd., P.O. box 518, Kuala Lumpur. WTD 9/25/61. I.R. 38. tioning and refrigeration equipment, including dx, water and steam coils and air coated con- densers. Sarawak Enterprises Corp., P.O. box 442, Kuching, Sarawak. I.R. 378. Distributorship for industrial refrigeration, cold storage equipment. Harrison and Cross- field, P.O. box 131, Sandakan, Sabah. I.R. 361. Distributorship for air-conditioning equip- ment, water coolers. Tay Chee Ming, Box 184, Sandakan, Sabah. I.R. 356. Restaurant equipment for Malaysian pavilion in New York World's Fair. Malayan Restau- rant, (Overseas), Ltd., 205 Jalan Tuanku Abdul Rahman, Kuala Lumpur. NCIA. I.R. 9. Distributor of taxi meters and motor parts wants line of parking meters on own account. Bright Corporation, Lee Yan Lian Bldg., Mountbatten Rd., Kuala Lumpur. NCIA. I.R. 25. Importer/distributor seeks vending ma- chines, chiefly food. Bright Corp., Lee Yan Lian Bldg., Mountbatten Rd., Kuala Lumpur. NCIA. I.R. 24. Soft drink dispensers — not coin operated. Also tear gas devices for personal and bank protection. Stephen-Davidson & Co., P.O. box 2220, Kuala Lumpur. WTD 6/3/63. I.R. 104.* SPAIN — Low temperature industrial refrigera- tion units; requests replies in Spanish. Direct purchase and agency. Vacari, (importer, agent), General Martinez Campos No. 47, Madrid (10). WTD 11/6/63. 356 General Industrial Machinery 359 Machinery Large-scale engineering firm wishes to rep- resent U.S. manufacturers of dust control systems, air pollution controls. Jardine Waugh, (Singapore), Ltd., 204 Cantonment Rd., Singapore. I.R. 275. Wholesaler seeks supplier of deep well pumps equipment, needs technical assistance. Hock Guan Leong Co., 21 Foch Ave., Kuala Lumpur. NCIA. I.R. 13.* 357 Office, Computing, Accounting Machines Large-scale engineering firm seeks repre- sentation of U.S. manufacturer of weighing equipment for use on conveyor belt in stone quarry. Jardine Waugh, (Singapore), Ltd., 204 Cantonment Rd., Singapore. I.R. 277. Importer interested in used typewriters, other business machines; also check writers and gift pens. T. Mahima Singh, P.O. box 127, Seremban. I.R. 50. Inexpensive photocopiers desired by im- porter. Muller & Phipps, 6th Fl., Lee Yian Bldg., Mountbatten Rd., Kuala Lumpur. WTD 5/29/61. I.R. 95. 358 Service Industry Machines Hotel and department store operator seeks self-parking device from U.S. manufacturers to handle about 150 cars. Sarawak Enterprises Corp., 280 Padungan Rd., P.O. box 442, Sarawak. I.R. 302.* Wholesaler of home appliances seeks ex- clusive agency for line of U.S. air-conditioning units, package units of 1 hp. to 2 hp. size. 230 v.-50 cycle single phase up to 2 hp. ; 400 v.-50 cycle 3 phase over 2 hp. Jesselton Elec- tric & Radio Engineering Co., Ltd., 73 Goya St., Jesselton, Sabah. I.R. 313. Supermarket operator interested in direct purchase of all types of supermarket equip- ment; also hotel and restaurant equipment. The Shine Wood Trading Co., P.O. box 66, Sandakan, Sabah. I.R. 342. Exclusive agency for industrial air condi- Large importer seeks line of portable gen- erators, water pumps, woodworking equipment, cutting tools. The Borneo Co., Ltd., Sandakan, Sabah. I.R. 350.* Complete equipment for manufacturing lead acid batteries sought from U.S. firm. South East Asia Batteries, Ltd., 29 Upper Circular Rd., Singapore 1. I.R. 251. 361 Electric Transmission, Distribution Equipment Power plant generating sets, 3% to 15 Kw. as distributors. North Borneo Trading Co., Sandakan, N. Borneo. I.R. 354. 362 Electrical Industrial Apparatus High quality professional electric hair dryer in plastic and chromed, a.c. 230 v., 50 cycle for cold and hot use, 450/500 watt on agency basis desired. Seng Kwong Trading Co., 144A S. Bridge Rd., Singapore 1. NCIA. I.R. 252* 363 Household Appliances Refrigerators, gas stoves and related items on agency basis. The Industrial & Scientific Co., 12 Gartak St., Kuching, Sarawak. WTD 9/30/63. I.R. 299* 367 Electronic Components, Accessories Wholesaler wishes agency for public ad- dress systems; hearing aids, systems for teach- ing hard of hearing children. Susan Mei, 603 Asia Insurance Bldg., Kuala Lumpur. NCIA. I.R. 66. 369 Electrical Machinery, Equipment, Supplies Airconditioner and retngeration component parts. Susan Mei, 603 Insurance Bldg., Kuala Lumpur. NCIA. I.R. 66. 24 Large distributing agency wants to represent U.S. in, mill. ii inn i of portable power pack batteries. Borneo Co., Ltd., P.O. box 141, Kuching, Sarawak. I.K. 327. Wholesaler/importer of movie and sound equipment, electronics wants electric plants 100-150 lb.; output 230 v., 2000-3000 watts, 50 cycle, price around $200 for national elections campaign August, 1964, to run projectors and sound and lighting systems for outdoor meet- ings. Need 40-50 units by approx. April, 1964; equal number of P.A. systems, wants quota- tion; also wants distributorship for Hi-fi line. Law Joo Chin Co., 67 Ampang Rd., M.C.A. BIdg., Ampang Rd., Kuala Lumpur. WTD 4/13/62. I.R. 43. 370 Transportation Equipment Parts for automobiles, trucks, jeeps, tractors, marine engines, aviation. Sarawak Enterprises Corp., P.O. box 442. Kuching, Sarawak. I.R. 376. 371 Motor Vehicles, Motor Vehicle Equipment Motor scooters, steel parts for motorcycles, automobiles desired, U.S.-made. Bajai Textiles, Ltd., 65/67 High St., Singapore 6. I.R. 247.* Complete line of U.S.-made power brakes desired by large-scale distribution and engi- neering firm. Jardine Waugh, ( Singapore), Ltd., 204 Cantonment Rd.. Singapore. I.R. 279. Distributorship of U.S. line of high and low tension air brake switch gear desired by large engineering firm. Jardine Waugh, (Singa- pore), Ltd., 204 Cantonment Rd., Singapore. I.R. 276. Motor parts wholesaler-importer interested in automotive parts, accessories. Borneo-Ma- laya Representatives, Ltd., Crosby House, Robinson Rd., Singapore. WTD 10/25/62. I.R. 154.* Complete line of U.S. parts for ears, traitors, trucks, marine engines. Also complete line of machine tools, garage equipment. Direct pur- chase. Sabah Timber Co., Sandakan, Sabah. I.R. 352. Automotive parts, tools, garage equipment. Also exclusive agency for automotive air cool- ers. Sarawak Enterprises Corp., P.O. box 442, Kuching, Sarawak. I.R. 379. 372 Aircraft, Parts Aircraft sales and service firm seeks distrib- utorship for U.S. aircraft signal, flare kits. Aviation Services, Ltd., The Airport, P.O. box 6, Kuala Lumpur. WTD 5/23/62. I.R. 60. Seeks distributorship of accessories for heli- copters, light, single, twin engine aircraft, also aircraft instruments, communications sets, ac- cessories. Aviation Services, Ltd.. The Airport. P.O. box 6, Kuala Lumpur. WTD 5/23/62. I.R. 58. 373 Shipbuilding, Repairing Wholesaler of moorings seeks line of out- board boat hardware. Singapore Boatel, Mounlbattcn Rd.. (Kallang Park), Singapore 15. I.R. 265.* Small wood and/or fiberglass sailing dinghies, outboard motors and boats, do-it- yourself boat kits. Bright Corp., Lee Yan Lian BIdg.. Mountbatten Rd., Kuala Lumpur. I.R. 23.* 374 Railroad Equipment Large wholesaler interested in U.S. line of power-operated railway tamping machines. Jardine Waugh, 204 Cantonment Rd., Singa- pore. I.K. 280. Bail cropping machines for use in railroad maintenance. Sarawak Enterprises Corp., P.O. box 442, Kuching, Sarawak. I.B. 381. 379 Transportation Equipment Helicopter cargo carriers desired by im- porter/wholesaler. Interocean Mariner, Over- seas Union Bank BIdg., 1st El., Jalan Tuankun Abdul Rahman, Kuala Lumpur. NCIA. I.R. 75.* 380 Professional, Scientific, Controlling Instruments Wholesaler wants detailed information on criminal detection, security, identification, in- telligence, investigation equipment leading to exclusive agency. Sharikat Jaya Raya, Ltd., 4th Fl., Seng Hoe BIdg., 179-185 Ipoh Rd., Kuala Lumpur. NCIA. I.R. 20.* 382 Instruments for Measuring, Controlling, Indicating Physical Characteristics Interested in scientic instruments to record flow of gas, water, oil, electricity. Malayan Pharmaceutical Industries, Ltd., 711 E. Coast Rd., Singapore 15. I.R. 115. 384 Surgical, Medical, Dental Instruments Fire control and public safety equipment. The Borneo Co., Ltd., P.O. box 141, Kuching, Sarawak. I.R. 333. Manufacturers representative of hospital supplies wants agency or distributorship ar- rangement for disposable hospital items such as petri dishes, gowns, masks, gloves, syringes, plastic drinking cups, blood donation sets. Also low-priced thermometers. Manufacturers Representatives, (Far East), Ltd., 280 Pudu Rd., P.O. box 2283, Kuala Lumpur. NCIA. I.R. 22.* Importer of audio instruments seeks to rep- resent U.S., manufacturers in this line. Susan Mei Co., 603 Asia Insurance BIdg., Kuala Lumpur. NCIA. I.R. 87. 394 Toys, Amusements, Sporting Goods Wholesaler of moorings seeks line of out- board boat hardware. Singapore Boatel, Mountbatten Rd.. (Kallang Park). Singapore 15. I.R. 265.* Small wood and/or fiberglass sailing dinghies, outboard motors and boats, do-it- yourself boat kits. Bright Corp.. Lee Yan Lian BIdg., Mountbatten Rd., Kuala Lumpur. I.R. 23.* 399 Manufacturing Industries Office supplies and stationery. Borneo Co., Ltd., P.O. box 141, Kuching. Sarawak. I.R. 328. Superior quality fishing nets. William Jacks and Co., (Malaya), Ltd., The Embankment, Kuala Lumpur. WTD 3/9/61. I.R. 81. Seek* U.S. i, xiil. , pharmaceuticals, load items (provisions), toys and othei uadrics Reliance Commercial Enterpri i Im , llnc'd in the Philippines), lib II. VI V BIdg-, Singapore 1. I.K. 171 * Books and ari- wholesale! d( lire carious ^ifi consmnei items for wholesale distribution such ,is ari materials, ehildn n's -■ I'lu t labora- tory equipment, (.'l.issware, model kit-, high qualilv toys, stationery, will known in -in- line, manicure sets and particular!) educa- tional business gift items. Donald Moore, Ltd., 44-B Kim Yam Kd.. Singapore '>. Wilt 6 19/62. IK. 169* Packaged swimming pools desired b) ian porter/agent, Aviation Services, I id.. The \ii port, P.O. box 6, Kuala Lumpur. VID '. 23 62. I.R. 59. Importer/wholesaler of general merchandise interested in general consumer goods, mainly pharmaceuticals, food stud-, household goods (hardware), also renetian blind-, pre-tabri- cated aluminum tint-, cosmetics, othet items, except special products in Engineering line Interested also in acting BS indent agent for local businessmen. .1. II. \ avasseur & Co., (M), Ltd.. 135 Jalan Sungei llc-i. Ku.il.i Lumpur. WTD 9/8/61. I.K. 15.* 739 Business Services Speedreading equipment, courses, books de- sired for distribution in Mala\ ii T. Mahima Singh, P.O. box 127. Seremban. NCI \. I.R. S3. Leads for Importers 200 Food Curry powder. Federal Trading Organiza- tion Co., 9 Jalan Bandar, Kuala Lumpur. I.R. 109. Manufacturer of tropical fruit juices, syrups wants U.S. buyers for tropical canned or pre- served oriental foods, fruits, juices. Century Manufacturing Co., 117 Killinev Rd.. Singa- pore. I.R. 181.* 201 Meat Products Raw hides. Kinabalu Paper Co., Ltd., P.O. box 683, Jesselton, Spbah. I.R. 310. 229 Textile Goods Malaysian Covernment agency wishes to export hand or screen printed batik in 2'_-- 2% yd. or longer if desired. Small" Industries Services Center. 10 Jalan Templer. PetaHng Jaya, Kuala Lumpur. I.R. 56. Batik materials. Federal Trading Organiza- tion, 9 Jalan Bandar. Kuala Lumpur. I.K. 67.'*: 230 Apparel Textile manufacturer seeks I S. luners for printed Batik, nun's shin- oi Batik and s\ n- thetie textiles. Malayan Dyeing and Printing Factory, Ltd.. 16 Circular Rd.. S i ngapore 1. I.R. 263. 25 Desires to sell Batik garments on hand made to specifications directly to U.S. stores or through agents. Glamourette Gown Shop Fash- ions, Fitzpatrick's Supermarket, 300 Orchard Rd., Singapore 9. I.R. 167. 232 Men's, Youths', Boys' Furnishings, Work Clothing Seeks U.S. customers for men's shirts and pajamas. M. Bee Chow Tailor, 21 Chulia Street, Singapore 1. I.R. 179. 240 Lumber, Wood Products Manufacturer of timber products, particu- larly ramin; jongkong (lightweight species) seeks U.S. buyers. Will provide wood samples. Hoe Hung Sawmill Co., Ltd., 4 Abell Rd., Kuching, Sarawak. I.R. 289. Burma teak block flooring, teak boat deck- ing, Burma teak, timbers, lumber. Malayan Parquet-Floor Industries, Ltd., 76 Playfair Rd., Singapore. I.R. 225.* Seeks agents for wooden mouldings from native white timber, straight grain wood, knot- less, suitable for cabinets; also rumin wood. Desired lengths, sizes and shapes. Borneo Co., Kuching, Sarawak. I.R. 286. Parquet flooring manufacturer seeks U.S. .buyers for best quality attractive wood. South East Asia Enterprises, 18 Khoo Hun Yen, Kuching, Sarawak. I.R. 288. 249 Wood Products Furniture manufacturer wishes to export from Hong Kong broom sticks, picture frames, parquet flooring, handicraft items. Borneo Hong Kong Wood Works, Machinery & Engi- neering Co., P.O. box 320, Jesselton. I.R. 315. U.S. distributor wanted for high grade char- coal, with wood shavings as fire starter, packed in 22 lb bags. Taik Ho & Co. & Guan Ho, Ltd., P.O. box 32, Taiping, Perak. WTD 3/12/63. I.R. 92. 307 Plastics Products Manufacturer of vinyl plastic handbags and slippers seeks U.S. buyers. P. Jain Arts, Queen St., P.O. box 95, Singapore 7. I.R. 269.* 351 Engines, Turbines Furniture manufacturer seeks agent in West- ern U.S. to handle mass-produced household furniture. Diethelm & Co., Ltd., 139/149— B Market St., Singapore. WTD 10/20/63. I.R. 164.* 373 Ship Building, Repairing Seeks contracts for local construction of freighters, tankers and passenger liners. Inter- ocean Mariner, Overseas Union Bank Bldg., 1st Fl., Jalan Tuankun Abdul Rahman, Kuala Lumpur. NCIA. I.R. 75.* Seeks U.S. agent or distributor for boat (pleasure craft) ; will build to specifications. Economic Development Board, 2nd FL, Fuller- ton Bldg., P.O. box 2692, Singapore. I.R. 177.* 394 Toys, Amusement, Sporting Goods Borneo handicrafts, including dolls, baskets, bamboo, other carvings. Also woven fabrics. China Lady, P.O. box 694, Jesselton, Sabah. I.R. 320. 396 Costume Jewelry, Novelties, Buttons, Notions Sales agent for high-quality jewelry and ornaments. Lee Kong Chye Goldsmith, Ltd., 185 S. Bridge Rd., Singapore 1. NCIA. I.R. 201.* 399 Manufacturing Industries Smoked rubber sheets, pepper (white or black) , coconut oil, lumber. Jin Hoe Co., Ltd., 12 Main Bazaar, Kuching, Sarawak. I.R. 290.* Saree materials, other textiles, rubber, tin. Bajaj Textiles, Ltd., 65/67 High St., Singa- pore 6. I.R. 247.* Handicrafts, textiles, silver items. Small In- dustries Service Center-RIDA, 10 Jalan Temp- ler-Petaling Jaya, Kuala Lumpur. I.R. 77.* Movie production firm seeks U.S. distributor for feature films and films for TV. Also wants agent to sell textiles, Malayan arts. Malaya Films & Investments, Ltd., Rm. 2, 23B Amber Mansion, Orchard Rd., Singapore 9. NCIA. I.R. 162. Desires to sell Malaysian timber, rubber, coffee, spices. Reliance Commercial Enter- prises, Inc., (Inc.'d in the Philippines), 4th Fl., A.I A. Bldg., Singapore 1. I.R. 174.* Desires to export to U.S. rubber, copra, coconut oil, paper, spices, rope. Dwidaya Trad- ing Co., 33 Bank of China Bldg., 3rd FL, Bat- tery Rd., Singapore 1. I.R. 183.* 610 Credit Agency Offer complete line of credit risk facilities to U.S. firms considering or engaging in busi- ness in Malaysia and the entire Far East. U.S. firms should communicate with Clarkes by cable or airmail letter or through any Dun and Bradstreet office in the U.S. or abroad. Clarkes Mercantile Offices, 310-314 Caroline Mansions, Hong Kong. Cable Address : Sek- balc. LR. 421.* 731 Advertising Advertising agency offers services to U.S. firms. Fortune Advertising, Ltd., 3 Raffles PL, Singapore. I.R. 256. Malaysian advertising agency offers services to U.S. firms interested in the Malaysian mar- ket. Grant Advertising, 201 Clemenceau Ave., Singapore 9. I.R. 178.* 739 Business Services Advertising agency with research facilities wishes to represent U.S. firms entering area Grant Advertising, 201 Clemenceau Ave.. Singapore. I.E. 157. Inventor offers to sell to U.S. food processor novel way of packaging rice. Dr. FA. W.J Tampung & Co., 51 Pheng Geek Ave., NCIA I.R. 160. Analytical chemists and industrial consult ants wish to act as technical representatives and advisors for U.S. firms; services also of fered on joint ventures. Analytical Labor atories, Ltd., 30-B Church St., Singapore 1. I.R 172. Packaging services for bulk medicines and cosmetics offered to U.S. companies. A.S. Watson & Co., (Malaya), Ltd 8, Jalan Dua, Sungei Besi Rd., Kuala i/umpur. WTD 9/7/60. I.R. 28.* Representative/consultant offers his services to U.S. firms desiring technical or sales assist- ance in area. American Export Co., P.O. box 328, Sibu, Sarawak. I.R. 296. Desires to represent U.S. firm in engineering, architecture, product design or styling, pack- aging or graphic arts. Sarawak Enterprises Corp., P.O. box 442, Kuching, Sarawak. I.R. 367. Malaysian banking institution offers credit information services through Opinion Depart- ment of San Francisco, Los Angeles, or New York (Agency) offices. Hong Kong & Shang- hai Banking Corp., 1 Edinburgh St., P.O. box 56, Sandakan, Sabah. I.R. 336. Investment Opportunities The Jurong Industrial Estate, referred to in some of the openings, is a 9,000- acre tract strategically located and with 8,500 feet of wharfage for oceangoing vessels of up to 36-foot draught. The land is situated near the commercial port of Singapore. The "pioneer status" referred to in some opportunities includes such induce- ments to potential investors as tax ex- emption up to 5 years, assistance in fac- tory site location and consideration for tariff protection on capital equipment and materials needed for production as well as on the finished product. U.S. firms interested in one or more of the varied types of consumer and in- dustrial openings described here are re- quested to show the identifying inter- view report number, listed in parentheses after the Malaysian or Washington ad- dress, on any correspondence covering an opportunity. Licenses, joint venture sought 0912 0913 Finfish Shellfish The Singapore Economic Development Board is seriously interested in the estab- lishment of a fisheries industry, includ- ing a fishing fleet and fish-processing 26 plant. The Board has prepared a detailed prospectus of the project. The new project will be granted pioneer status, according to reports. Inducements will include tax exemption up to five years, assistance in factory site location and consideration for tariff protection covering capital equipment and processed products. U.S. firms should request a copy of the prospectus and seek additional infor- mation from the Singapore Economic De- velopment Board, Fullerton Building, P.O. Box 2692, Singapore, Malaysia. (IR 176). Continued on page 28 Cosmetic making interests firm in Singapore Good market prospects; license and joint venture are sought A firm of analytical chemists in Singa- pore is interested in entering a licensing arrangement and joint venture with an American firm to manufacture cosmet- ics. Established in 1955, the firm has been making chemical products and hair shampoo on a small scale. The Asian firm prefers a tie-up with a U.S. firm whose products have already been introduced on the Singapore and Malaysian markets. The demand for hairdressing cosmet- ics — especially "creme" shampoo, cold- wave solutions and neutralizers — lipstick and cold cream is increasing in the area and prospects seem good. Site for factory The firm has already obtained a fac- tory site in one of the Singapore Govern- ment's newly established industrial areas. General laboratory equipment is avail- able locally, but specialized equipment would have to be imported. Oil of the illipenuts, one of the essen- tial ingredients used to manufacture the cosmetics in which the firm is primarily interested, is in plentiful local supply, Sarawak being the world's main supplier. Other raw materials are readily available. U.S. firms interested in obtaining addi- tional information about this investment opportunity should write to the Analyti- cal Laboratories, Ltd., 30-B Church St Singapore 1 , Malaysia. Singapore shirt venture A Singapore firm manufacturing shirts and other garments is inter- ested in a joint venture with a U.S. concern, according to a report given the U.S. Trade and Develop- ment Mission to Malaysia and Hong Kong. The firm is said to have obtoined a pioneer certificate for its new plant and is producing 500 dozen shirts a day. Their products are said to be of a high qualify. Potential investors should write for further information to Century Garments, Ltd., 58-B South Bridge Road, Singapore 1, Malaysia. (IR 204) Singapore Economic Development Board invites private American investment Technical and financial assistance are available for a wide range of industrial projects; pioneer certificates granted Singapore's Economic Development Board is sponsoring a variety of industrial projects which invite investment by private U.S. capital. In addition to the expansion of exist- ing Singapore industry, the Board has granted pioneer certificates for 119 new industrial enterprises. Several of these enterprises are already in production but most are still in the planning stage or are negotiating for the machinery and tech- nical know-how necessary to ensure their successful implementation. The Mission was provided with a com- plete list of the 1 19 new industrial firms and the products which each plans to manufacture. U.S. firms might well in- vestigate whether the manufacture of their product has already been approved. If so, the firm to which the certificate has been granted might be willing to consider a joint-venture proposal. Varied projects Projects suggested as offering possible interest to U.S. firms seeking licensing arrangements or joint ventures include the following. Pharmaceutical products . . . sheet glass . . . steel fabrication . . . machinery assembly . . . assembly and manufacture of electronic instruments and electrical appliances . . . glass-fiber products and . . . carbon black; Also, automotive assembly . . . alumi- num rolling and extrusion . . . miscel- laneous industries such as surgical instru- ments . . . hand tools . . . building hard- ware . . . copper wire . . . plastic prod- ucts . . . flexible conduits. In addition to the above categories a number of other industries have been investigated and are reported to have been found feasible. These include: The building materials industries . . . chemical and allied industries . . . elec- trical industries . . . food industries . . . mechanical engineering industries . . . mining and minerals . . . the textile and jute industries and . . . wood and rattan industries. Basic information regarding the above investment opportunities was provided each Mission member and has been in- corporated into several of the members' reports. Additional information on the data provided by the Singapore Economic Development Board will be provided upon request to the Bureau of Interna- tional Commerce, Office of International Investment, File EDB-H. Department of Commerce, Washington, D.C. 20230. (IR 391) Palm oil/mine venture A Penang firm, that claims to have in excess of 50,000 acres of land covered partly with high-qual- ity timber, seeks a joint venture in palm-oil planting and mining. The land is reputed to be rich in tin, iron and wolfram ores, as well as deposits of galena. Certain parts of the area are said to be highly suitable for palm-oil planting. For further information, write to Ban Huat Enterprise, Ltd., 28 Beach St., Boon Siew Motor Bldg., Pen- ang, Malaysia. 27 Investments (Cont.) 1511 General building contractors 3429 Hardware Firms interested in the construction of supermarkets, housing projects and estab- lishment of a plant to manufacture build- ing hardware should write for full de- tails to Singapore Economic Development Board, Fullerton Bldg., P.O. Box 2692, Singapore, Malaysia. (IR 250 and 267) 2000 Consumer goods A large-scale established manufacturer of food products and alcoholic beverages in Singapore is interested in entering into a joint venture with one or more U.S. firms in the consumer goods field. In addition to owning and operating 2 brew- eries and bottling plants for 2 well-known U.S. -brand soft drinks, the firm is in the creamery business. Write to Mr. M. Lewis, Frazer & Neave, Ltd., 475 River Valley Rd., Singa- pore, Malaysia. 2031 Canned & cured sea foods 2036 Shellfish, quick-frozen & cold-pack (frozen) An established firm of general mer- chandisers is interested in a joint venture with an experienced U.S. concern to es- tablish a cannery for smoked clams and possibly a freezing plant for shrimps and crabs. Company has substantial local cap- ital available for its share of any joint venture. Write to Taik Ho & Co. — Guan Ho, Ltd., P.O. Box 32, Taiping, Perak, Ma- laysia. (IR 91) 2032 Canned food specialties A licensing arrangement with a U.S. food processor is sought by a Singapore firm engaged in processing and canning local food specialties (Singapore curry, shark's fin soup, bean sprouts and cur- ried clams). The firm would import U.S. food specialties in bulk and process and can these for the local market. As an adjunct, the American firm would be granted the distributorship for the Singa- pore food specialties, if desired. Write Mr. Yeo, Yeo Hiap Seng Can- ning & Sauce Factory, 23 (7m.s.) Bukit Timah Rd., Singapore 21, Malaysia. (IR 194) 2042 Animal feeds 6561 Operative builders Hilton Ltd., an import-export firm in Singapore trading mainly with Indonesia, plans to expand its operations. For this purpose, it seeks the participation of qualified U.S. firms in 2 joint ventures: one for the production of animal feeds and another in the construction field, mainly residential and commercial struc- tures. In addition to equity capital, equip- ment and technical assistance are re- quired. Write to Mr. Lawrence Au, Hilton Ltd., 43-A Telok Ayer St., Singapore 1 Malaysia. (IR 156) 2086 Soft drinks 2841 Detergents 2844 Cosmetics A soft-drink manufacturer in Sarawak would like licensing arrangements with U.S. firms to manufacture cosmetics, soft drinks, detergents and possibly D.D.T. Write Ho Siang Teng, General Agent, 59 Ewe Hai St., Kuching, Sarawak. 2093 Vegetable oils A Sandakan firm, interested in a joint venture, has 5,000 acres of land for agri- cultural purposes. Palm-oil production is contemplated. Write to Ngui Ah Kui & Company. Ltd., P.O. Box 64. Sandakan. Sabah, Malaysia. (IR 341) 2093 Palm kernel oil A locally established planter seeks U.S. financial participation and managerial as- sistance in working and increasing exist- ing oil palm acreage and processing and marketing palm oil. A 50-50 venture is envisaged. Write to M. J. Mathew, 67 Ampang Rd., Kuala Lumpur, Malaysia. (IR 64) 2335-2337 Women's ready-to-wear An established textile dealer and im- porter of wearing apparel proposes to manufacture women's ready-to-wear ap- parel, either as a joint venture with a U.S. manufacturer or under license. Equity capital is also invited. Dato Belavant Ajit Singh, Gian Singh & Co., Ltd., 13 Jalan Mountbatten, Kuala Lumpur. (IR 8) 2399 Fishing nets An importer and wholesaler of photo- graphic and electrical equipment and textiles in Singapore is interested in a joint venture with an American investor for the local manufacture of nylon fish- ing nets. Machinery and equipment re- quired for this venture are estimated to cost around $110,000. He also envisages the possibility of selling commercial fish- ing tackle as a complementary activity. Write to Mr. K. K. Mahtani, Inter- national Sales Agency, 86/ B High St.. Singapore 6, Malaysia. (IR 126) 2426 Furniture dimension stock & hardwood flooring An established firm, experienced in the manufacture of mosaic-type block floor- ing is interested in increasing production for export. In addition, it seeks a joint venture in order to manufacture furniture dimension stock. Reportedly, only limited capital and moderate technical assistance would be required. For further information write to Bu- reau of International Commerce. Office of International Investment, File 3-2426- 4-B, Department of Commerce. Washing- ton. D.C. 20230. (IR 41 2) 2426 Wood products A joint venture for the production of wood products of various kinds is pro- posed by an established export-import firm in Singapore willing to put up 50% of the required capital in local currency Requires 50% capital and know-how from a U.S. firm. Write to Haji Mohamed Khan, Singa- pore Rattan & Cane Mart, Ltd., 38/40 Nunes Bldg., 9 Malacca St., Singapore 1. Malaysia. (IR 129) 2431 Folding doors 2511 Furniture An established furniture maker in Singa- pore plans to start manufacturing folding wooden doors. The firm is also interested in making modern furniture under li- cense. It wants to acquire patent rights, trade marks and know-how. Seeks licens- ing arrangements with qualified U.S. firms. Write to Mr. Yong Ching Chee, Henry & Co., 35 Sumbawa Rd.. Singapore 7, Malaysia. 2432 Veneers & plywood • An established firm in Sandakan is interested in a joint venture to establish timber-processing facilities in Sabah, par- ticularly in veneer, with plywood and chipboard production to follow. The firm's parent company is an agent for a concern which has a 1,000-square-miIe timber concession in Sabah. The potentialities of this opportunity suggest investigation through the medium of AID's Investment Survey Program. For further information, write to Bureau of International Commerce, Office of In- ternational Investment, File 3-2432-5-B, Department of Commerce. Washington, D.C. 20230. (IR 337) • An established firm of loggers and sawmill operators in Sabah, Malaysia, plans to expand its operations to include the manufacture of veneers, plywood and 28 allied products. The firm is prepared to provide the major share of the operating capital. It proposes a joint venture with an American firm able to supply the know-how, required machinery and equip- ment and a limited amount of capital. Write to Mr. C. C. Kwan, Man Woo Loong Company, P.O. Box 7, Sandakan, Sabah, Malaysia. (IR 339) • A local furniture maker and sup- plier of interior-decorator items proposes a joint venture for the manufacture and export of plywood from North Borneo. The firm seeks a U.S. manufacturer will- ing to help launch this new enterprise by providing capital, machinery and equip- ment as well as know-how. Write to Mr. T. S. Fong, Borneo Hong Kong Wood Works, Machinery & En- gineering Co., Ltd., P.O. Box 320. Jessel- ton, Malaysia. (IR 314) 3432 Plumbing fixtures (brass goods) A Singapore firm is interested in a joint venture or purchase of a packaged plant to manufacture brass faucets, valves and pipe fittings. Assurance that the Singapore Economic Development Board will ap- prove pioneer status for the venture is claimed. Write Singapore Metal Factory, 98 Cecil St., Singapore, Malaysia, Attn.: Mr. Wee Keng Guan. (IR 165) Sarawak lumber operations 2432 Veneer & plywood plants Several firms in Sarawak are interested in securing U.S. participation in ventures ranging from the manufacture of furni- ture components to exploitation of large areas of timber. One firm, for example, has a 999-year lease on 157,000 acres near Trengganu and expects to produce 20,000 tons of logs a month. It is building facilities to consume a quarter of the production but would welcome participation in exploit- ing the remaining 15,000 tons. Other firms are interested in joint ven- tures involving construction of a veneer plant, the manufacture and export of furniture parts from sawmill shorts, and the manufacture of plywood. For further information about these openings, write to the Bureau of Inter- national Commerce, Office of Interna- tional Investment, File 3-2432-2-B, De- partment of Commerce, Washington, D.C. 20230. (IR 292, 293, 295 and 305) 2432 Plywood plants ^ A sawmill owner and lumber dealer desires to enter into a joint venture with a U.S. investor for the local manufacture of plywood. Has access to 5,000 tons of Philippine mahogany monthly and has capital to finance the enterprise on an equal basis. The enterprise reportedly has been assured pioneer status by the Malay- sian Government. Write to Mr. Francis C. Liang, Samu- dra Co., Ltd., P.O. Box 79, Jesselton, Sabah, Malaysia. (IR 326) ^ A joint venture for the manufac- ture of plywood is proposed by a Singa- pore firm with a lease on 600,000 acres of virgin timber. Write to Mr. Kwik Tjoe Bing, 15 Telok Ayer St., Singapore, Ma- laysia. (IR 237) Lumber treatment and processing 2491 Wood preserving A Singapore firm of timber processors, directed by a Malaysian graduate of Northwestern University, would welcome a joint venture or possibly a licensing ar- rangement with a U.S. firm with exten- sive experience in the whole field of lumber treatment and processing. The firm is particularly interested in improved methods for the preservation of wood, establishment of custom wood- treating and modern dry-kiln facilities, and modern milling and fabrication tech- niques. For further information, write to the Bureau of International Commerce, Of- fice of International Investment, File 3- 2491-1-B, Department of Commerce, Washington, D.C. 20230. (IR 215) 2499 Wood dowels 3981 Broom handles A group of stevedore operators in Sarawak is forming a company to manu- facture dowels and broom handles from locally available sawmill waste. About $25,000 is required to complete the plant and start operations. Reconditioned ma- chinery could be utilized. A U.S. firm, possibly one interested in taking up the output, is sought to invest in the com- pany. Write Mr. Donald R. Drury, P.O. Box 328, Sibu, Sarawak, Malaysia. (IR 294) 2499-3461 Signs & signboards 7811 Motion-picture production To meet the anticipated demand for signs and signboards arising from a new requirement of the State of Malaysia that business signs and signboards be in Eng- lish or Malay, a local businessman wishes to begin a signboard manufacturing com- pany as a joint venture with a U.S. firm. He is also interested in producing doc- umentary films on Malay culture and native sports activities for distribution in the U.S. Joint venture proposed. Write to H. A. M. Buyong. 9 Jalan Bandar, Kuala Lumpur, Malaysia. (IK 110) 2521 Wooden office furniture This Singapore firm in the office-equip- ment field was established in 1955. It is interested in a joint venture with a U.S. manufacturer to produce such office fur- niture as desks, tables, chairs and cabi- nets. Write Reliance Office Supplies, 40 Raffles Quay, Singapore 1, Malaysia. (IR 226) 2621-2631 Paper & paper board 2899 Chemicals & waxes 381 1 Laboratory scientific instruments A Malaysian firm which packages pharmaceutical products offers 3 oppor- tunities for qualified U.S. firms: (1) a licensing arrangement for the manufac- ture in Singapore of waxes and chemicals; (2) a joint venture for the local manu- facture of scientific instruments for in- struction purposes, such as spectrometers, calorimeters, voltmeters, metric scales. dissection instruments, and the like, and (3) a joint venture to manufacture lo- cally paper, paperboard and finished paper products. Write to Dr. Jacob John, Malayan Pharmaceutical Industries, Ltd., 711 East Coast Rd., Singapore 15, Malaysia. (IR 110A, 111 and 112) 2813 2821 Dry ice Plastics materials An American partner with know-how and capital is sought by a local business- man in order to set up a joint-venture plant for the production of dry ice. As an adjunct, a plant to produce styrofoam for the manufacture of ice boxes utilizing dry ice suggests itself as a possible fur- ther joint venture. Chow Chak Tong, Wells (Malaysia) Corp., 209 China Insurance Bldg.. Jalan Tuanku, Abdul Rahman. Kuala Lumpur, Malaysia. (IR 89) 2819 Alumina A bauxite mining firm seeks a U.S. firm interested in a joint venture to es- tablish and operate a mill to reduce bauxite to alumina. The firm's holding- of bauxite are said to be in excess of 10 million tons with a silica content rang- ing from 5 to 15%. Write to Ramunia Bauxite. Ltd., 9th Fl., Bank of China Bldg.. Battery Rd.. Singapore 1. Malaysia. (IR 241). 29 2821 Plastic pipes & tubes 3079 Plastic floor tiles U.S. manufacturers of plastic floor tiles and of plastic pipes and tubes are invited to consider a joint venture with an estab- lished Malaysian textile manufacturer and importer for the manufacture of thei- products in Singapore. The local finr reports a large demand for these products in Malaysia and would welcome inquiries from U.S. manufacturers. Write to Mr. K. Doshi, P. Lai & Son (S'pore), 25 Arab St., Singapore 7, Malaysia. (IR 150 and 152) 2834 Pharmaceutical preparations This firm manufacturers Tiger Balm and an extensive line of medicinal prod- ucts under the Tiger brand name. It is interested in manufacturing and packag- ing American drugs under license and dis- tributing them in the Far East under the its trade name. Interested firms should write Haw Par Brothers, Ltd., 88-89 Neil Rd., Singapore 2, Malaysia. (IR 253) Paint firm seeks licensing 2851 Paints, varnishes, lacquers & enamels An established Singapore paint-manu- facturing concern which imports raw materials from the United States is in- terested in manufacturing chemical coat- ings and specialty paints on a license basis. The firm has 2 plants in Malaysia and 3 in Indonesia. It is reported that this is the only paint manufacturer in Malaysia which conducts independent research in the field and is able to offer on-the-spot investigation leading to the adjustment of overseas products to local climatic condi- tions. Through a tie-up with one of the largest trading companies in the area, the firm enjoys excellent distribution facili- ties throughout Malaysia. For further information, paint-indus- try firms should write to the Bureau of International Commerce, Office of Inter- national Investment, File 3-285 1-3-B, Washington, D.C. 20230. (IR 246) 3069 Fabricated rubber products As established manufacturer of rubber products is interested in a licensing ar- rangement with U.S. manufacturers of rubber products for the production of these goods in Malaysia. Write to Shum Kwai-Hong, 403-404 Loke Yew Bldg., Jalan Holland, Kuala Lumpur, Malaysia. (IR 97) 3211 Sheet & structural glass A firm of glaziers and general contrac- tors seeks to interest a U.S. firm in par- ticipating — either as a joint venture, a licensing arrangement or through provi- sions of equity capital — in the establish- ment of a sheet and structural glass plant. A ready and growing local market exists. B. Shaik Imam, O. Bacha Myan Sahib, 87A Paul St., Seremban, Malaysia. (IR 2) 3211 Flat glass 3519 Diesel engines 6551 Developers An established Sarawak firm active in the timber, saw mill, real estate and con- struction fields is interested in expanding into other areas. It would welcome joint ventures for producing window glass, re- building diesel engines and developing an industrial park. The firm is also interested in obtain- ing U.S. participation in the construc- tion and management of a 200-room hotel and a department store in Kuching. The town has a population of around 70,000. Write to Sarawak Enterprises Corporation, 280 Padungan Road, Ku- ching, Sarawak, Malaysia. (IR 303, 304. 306, 369 and 373) 3229 Fibers, glass With the necessary capital available locally and land for a plant site already purchased, a Singapore firm projecting the manufacture of glass-fiber sheeting and molded products is interested in a joint venture or licensing arrangement with an experienced U.S. firm. Principal requirements are technical assistance in designing the plant, installing machinery and training workers. Equity participa- tion will be available. The proposed venture has been as- sured of pioneer status by the Singapore Economic Development Board. This ap- proval is based on a survey of the project made by a firm of Australian industrial consultants in May. The survey recom- mended establishment of a glass-fiber and reinforced-plastics industry in Singa- pore. Among other advantages cited were availability of low-cost labor, the demand for glass fiber over wood in many instances, and a special, captive market for the product in government-housing and school-development projects. For further information, write Bureau of International Commerce, Office of In- ternational Investment, File 3-3229-1-B, Department of Commerce, Washington, D.C. 20230. (IR 148) 3241 Cement, hydraulic A Singapore firm with a 30-year lease on acreage estimated to contain 100 million tons of excellent limestone con- templates the establishment of a cement plant. The firm has received offers in respect to a joint venture and the sale of machinery from firms in other coun- tries. The company, however, prefers a joint venture with an experienced U.S. firm capable of providing technical, mar- keting and management know-how. It is reported that the firm has substantial capital but is willing to grant equity. It is also claimed that while Malaysia uses over 500,000 tons of cement a year, it produces only half that amount. Of this, around 175,000 tons is of varying poor quality. The location of the pro- posed plant is near the border of Thai- land and is adjacent to a railroad and highway. Thailand is said to import all its cement requirements so that the avail- able market for the proposed plant offers unusual possibilities. For further information and a copy of a preliminary survey of the proposed project, firms experienced in cement pro- duction should write to Bureau of Inter- national Commerce, Office of Interna- tional Investment, File No. 3-3241-2-B, Department of Commerce, Washington, D.C. 20230. (IR 166) 3272 Concrete products A firm of general contractors and man- ufacturers of veneer and plywood, man- aged by an American businessman with 17 years' residence in the general area, is interested in a joint venture with a U.S. firm experienced in the manufacture of prestressed concrete products. The proposal calls for construction of a modern concrete-batching plant on a site adjacent to deep water and the mod- ern veneer and plywood plant now under construction by the firm in Singapore's growing Jurong Industrial Estate. Production of concrete piling — for which there is strong demand — pre-cast concrete pipe and other items of con- crete which lend themselves to mass pro- duction is contemplated. The Singapore Economic Development Board is inter- ested in the proposal and is prepared to document the need for the industry. For further information, write Bureau of International Commerce, Office of In- ternational Investment, File 3-3272-2-B, Department of Commerce, Washington, D.C. 20230. (IR 216) 3316 Steel sheets A joint venture or licensing arrange- ment for a small rolling mill is con- 30 sidered worthy of investigation by ex- perienced American firms. For further details, write to Singapore Economic De- velopment Board, Fullcrton Bldg., Sing- apore, Malaysia, attention of Mr. Lim Ho Hup. (IR 419) 341 1 Tin cans A recently organized firm in Singapore plans to manufacture tin cans. As techni- cal and engineering know-how are re- quired, it would welcome the participation of a U.S. firm on a 50% joint-venture basis. Write to Mr. 1. T. Tarn, Tat Lee Co., Ltd., 63 Market St.. Singapore, Malay- sia. (IR 182) 3497 Rustproofing An established Singapore firm cur- rently importing packaging and market- ing rustproofing agents from England is anxious to begin local production of these chemicals. A joint venture or licensing arrangement with an American firm is contemplated. The Singapore Economic Develop- ment Board is supporting the project and the firm has already purchased 16,000 square feet in an industrial estate as a proposed plant site. The location is close to railway transportation and semiskilled labor is available at reasonable rates. Write for further information to Bu- reau of International Commerce, Office of International Investment, File 3-3497- 1-B, Department of Commerce, Wash- ington, D.C. 20230. (IR 191) 3551 Food products machinery An importer and wholesaler of sundry goods desires to enter into a joint venture with a U.S. manufacturer of frozen food machinery. He would also consider a distributorship for such machinery. Write to R. L. Davidson, Stephen- Davidson & Co., P.O. Box 2220, Kuala Lumpur, Malaysia. (IR 106) 3561 Water pumps 3642 Lighting fixtures An established dealer in water pumps and lighting fixtures invites U.S. invest- ment in his company. For details, write to Kuan Kong Min, Hock Guan Leong Co., 21 Foch Ave., Kuala Lumpur, Malaysia. (IR 12) 3585 Air-conditioning units An established shipping and trading firm plans to expand its operations and begin the assembly of air-conditioning units locally. The firm seeks a licensing arrangement with a U.S. manufacturer of both window size and larger air-con- ditioning units, providing also for the eventual manufacture locally of com- ponents. Write to Mr. M. Y. Namazie, Namazie Shipping & Trading Co. Ltd., 66 The Arcade, Singapore, Malaysia. (IR 170) 3585 Air conditioners 3634 Electric appliances A Kuching firm is interested in a joint venture or licensing arrangement to as- semble a U.S. line of air conditioners, electric fans and electric motors. Re- portedly, the firm can obtain pioneer status. Write to South East Asia Enterprises. 18 Khoo Hun Yeng Street, Kuching. Sarawak, Malaysia. (IR 407) 3585 Air-conditioning units 3621 Electric motors 3634 Portable electric fans A joint venture for the local assembly of home air-conditioning units, portable electric fans, and fractional horsepower electric motors ranging from Vs h.p. to 1 h.p. from imported components is pro- posed by a small manufacturer in Sara- wak. U.S. component suppliers or manufac- turers are invited to write to Mr. Chang Ching Weng, Director, South East Asia Enterprises, Ltd., 18 Khoo Hun Yeng St., Kuching, Sarawak, Malaysia. 3600 Electrical products 3500 Mechanical products A British engineer now producing electrical goods in Malaysia is contem- plating the establishment of a plant in northern Ireland for the production of electrical and mechanical products. He is interested in entering into a joint ven- ture with a U.S. manufacturer in this latter operation. Thomas Henry Cameron, Telecoms Workshops, Brickfields Rd., Kuala Lum- pur, Malaysia. (IR 30) 3634 Electric irons A distributor of radios and electrical products wants a licensing arrangement or joint venture with a qualified U.S. firm for the manufacture in Malaysia of elec- tric irons (230 volts. 50-cycle current). Initially, an assembly operation might be envisaged, gradually developing into a full manufacturing operation. Write to S. Dewan Singh & Sons, 52 Luhat Rd., Ipoh, Perak, Malaysia. (IK 94) 3641 Electric lamps 3941 Games & toys A manufacturer of latex products wishes to enter into licensing arrange- ments with U.S. manufacturers for the production in Malaysia of fluorescent lamps and related products as well as mechnical and battery-operated toys. L. S. Palaniappan, Imperial Rubber Industries, 103 First Cross St., Malacca, Malaysia. (IR4&5) 3955 Carbon paper, typewriter ribbons A license from an American producer is sought by an importing firm for the local manufacture, in partnership with another area firm, of carbon paper and typewriter ribbons. Write to Mr. K. N. Narwani, Luck Traders, 19 Orchard Rd., Singapore, Mal- aysia. (IR 185) 5311 Department store The managing director of a fairh large department store in Singapore wants to enter into a joint venture with U.S. firms to merchandise U.S. and other prod- ucts from store's present location. Current stock in 5-story building is valued at about $400,000. Also willing to lease store, with or without stock. Available immediately. Write to Mr. Balwant Singh, Gian Singh & Co. Ltd., 30-1 Raffles Place, Singapore 1, Malaysia. (IR 134) 5491 Poultry & eggs The Shine Wood Trading Co., P.O. Box 66, Sandaxan, Sabah, Malaysia, rub- ber and timber dealers and supermarket operators, is interested in launching an enterprise to raise poultry and produce eggs on a joint-venture basis with a U.S. investor. Write to Mr. Tarn Kam Cheong, the owner, at the address indicated above. (IR 343) 6515 Agricultural properties 7831 Motion-picture theaters ^ A Malaysian landowner and tim- ber contractor proposes three joint ven- tures with American investors: (1) De- velopment of nearly 7.000 acres of virgin land suitable for planting oil palms, coco- nut trees and banana trees: (2) expan- sion of a 1,200-acre cattle farm stocked with 200 local breed cattle and (3) con- struction and operation of a 1,000-seat, air-conditioned motion-picture theater for 31 which he has the building site available. Needs technical assistance, equipment and capital participation. Write to Mr. Chu Lip Kong, P.O. Box 256, Sandakan, Sabah, Malaysia. (IR 344 and 345) £ A Sandakan firm has acquired a 999-year lease on 15,000 acres of virgin land for agricultural development and welcomes U.S. participation in a joint venture. Write to Far East Enterprise Co., Ltd., P.O. Box 81, Sandakan, Sabah, Malaysia. 6551 Land developers £ A Singapore firm with over 12,000 acres of prime land in Kuala Lumpur wishes American participation in develop- ment of the area. Write Hardial Singh & Sons, Ltd., 76 High St., Singapore 6, Malaysia. (IR 271) ^ An American investor is sought by a firm in Sarawak to enter into a joint venture for the development of a 1,120- acre tract in the heart of Kuching. The land is said to be suitable for erection of residential and office buildings, together with a shopping center including a hotel and theater. The firm has title rights for 999 years on the tract and the area is considered capable of economically supporting the complex envisaged. Would also sell the title rights. Write to Mr. Proud, Borneo Co., Kuch- ing, Sarawak, Malaysia. 6551 Developers • A Sarawak real estate firm with over 10 acres in the heart of Kuching seeks a joint venture to develop the property. Write the Borneo Company, Kuching. Sarawak, Malaysia. (IR 307) • A Jesselton, Borneo firm seeks U.S. financial and technical participation in a joint venture to develop over 1,400 acres of land about 50 miles from Jesselton. Palm oil, rubber and timber production are contemplated, in addition to a dairy farm. Write New Padas Valley Estate. P.O. Box 29, Jesselton, Sabah, Malaysia. (IR 308) 7391 Testing laboratories A Singapore laboratory seeks the par- ticipation of a qualified U.S. firm in a joint venture to provide soil testing and related services to engineers, architects, contractors and builders in Malaysia. The requirement is mainly for additional equipment. Write to Mr. S. Subramanian, Analyti- cal Laboratories, Ltd., 30-B Church St., Singapore 1, Malaysia. (IR 173) TV receiver assembly plant sought in Malaysian area The Malaysian Ministry of Commerce and Industry is seeking a private investor capable of establishing a television re- ceiver assembly plant. The new Malaysian plant would be granted such inducements of pioneer status as tax exemption up to five years; consideration for tariff protection on capital equipment, materials needed for production, and on the TV receivers themselves; and assistance in factory site location. Firms from at least one industrialized country have shown interest in the con- templated project. It is recommended, therefore, that U.S. firms communicate at the earliest possible opportunity with either N. G. Ufong, Assistant Controller of Trade, Ministry of Commerce and Industry, Kuala Lumpur, Malaysia; or with the U.S. Embassy, Lee Wah Bank Building, Kuala Lumpur, Malaysia. Additional Investment Opportunities These additional investment opportu- nities in Malaysia were reported by the Mission but the Department of Com- merce possesses no commercial informa- tion on the listed firms and no World Trade Directory Reports are currently available on them. 0123 Vegetable farms An established firm of wholesalers in Sabah, Malaysia, proposes to develop an area in the highlands near Jesselton for the purpose of growing vegetables. Good crop land and local labor are available in ample supply. The firm seeks an American investor desiring to acquire an equity in this enterprise. Write to Mr. H. Ngen, Ngen & Ngen, P.O. Box 5, Jesselton, Sabah, Malaysia. 1051 Bauxite 4459 Tanker transportation 4225 Warehousing A firm of shipping agents in Singapore desires to 1 ) start a small line of tankers for the transportation of petroleum prod- ucts, 2) set up warehousing facilities, and 3) engage in bauxite mining. The firm, admittedly a small one although established in 1952, proposes that inter- ested American firms participate in these enterprises on a joint venture basis. Capi- tal, including machinery, appears to be the main requirement. Write to Mr. Kim Swee Koh, Chuan Juan Ltd., 144-A Rob- inson Road, Singapore 1, Malaysia. 1099 Tin ore mining In order to obtain five dredges re- quired to start operations, Mr. Tan Peng Whee, Huiley & Co., 17 Medeiros Build- ing, Singapore, Malaysia, owner of a tin mine unworked since 1941 but reportedly with 5 million tons of tin ore, proposes a joint-venture with an American firm. Write direct. 1455 Kaolin A U.S. firm either requiring or able to market kaolin in the United States is in- vited to participate in a joint-venture for the mining of kaolin in Malaysia. Write to Mr. C. T. Poh, Cosmos Trading Co., Room 603, Bajaj Building, 6 Cecil Street, Singapore 1, Malaysia. 2621 Paper A manufacturer of paper products in Kuala Lumpur is interested in entering into a joint venture with an American firm for the manufacture of paper locally. Requires machinery. Write to Mr. Y. S. Feng, Room 701, Lee Yan Lian Bldg., Kuala, Lumpur, Malaysia. 2992 Lubricating oil reclaiming Mr. Nandlal C. Patel, Minerva Indus- trial & Trading Co., 26 Meyers Chambers, Raffles, Place, Singapore 1, Malaysia, a spice dealer, plans to establish a lubri- cating oil reclaiming plant. He seeks an American firm with know-how to partici- pate in a joint venture. Write direct. 3241 Cement A recently established firm in Singa- pore invites the participation of a U. S. firm in a joint venture to manufacture cement. The firm has a 99-year lease on 70 acres of limestone acreage but little capital. Write to Mr. Griffin Bin Idris, Sherikat Kita Ltd., 271-E Bukit Timah Road, Singapore, Malaysia. 3352 Aluminum, drawing, rolling, ex- truding Malaysia Aluminum Products, 271-A MacPherson Road, Singapore 13, Ma- laysia, has advanced plans for the estab- lishment of an aluminum foil and ex- trusion mill in Singapore for which it anticipates pioneer status from the Singa- pore Development Board. The com- pany would welcome the participation of an American firm in this new enter- prise on a joint-venture basis. Write to Mr. Lam Se Yan at the address indicated above. 32 3352 Aluminum, drawing, rolling, ex- truding A Singapore manufacturer presently engaged in the production of aluminum doors and windows with imported extru- sions, proposes to establish a plant for the extrusion of aluminum components from ingots and for anodizing such ex- trusions. Has the equivalent of some $165,000 available for capital and pros- pects of pioneer status for the new enter- prise. An American firm is sought to help launch this new enterprise on a joint venture basis. Write to Mr. Jack H. Y. Ho, Goodman Aluminum Corp., 28 Guillemard Road, Singapore, Malay- sia. 3582 Dry cleaning equipment 3585 Automobile air-conditioning units 3634 Electric appliances An importer and wholesaler of electri- cal equipment in Singapore would like to enter into a joint venture with a U.S. firm for the manufacture locally of do- mestic electric fans, electric irons, and a line of switch fuse boxes for home use (all wired for 230 volts, 50 cycles). He is also interested in manufacturing air- conditioners for automobiles locally on a joint venture basis with an American participant. As an adjunct to his present operation, he seeks the distributorship for Malaysia of coin-operated dry-cleaning machinery. Write to Mr. K. T. Young, Aurora Electrical Industries, 69-U China Building, Singapore 1, Malaysia. 3651 Television Receiving Sets Malaya Films Investments Ltd., Room 2, 23 B Amber Mansions, Orchard Road, Singapore 9, Malaysia, producers and dis- tributors of motion pictures wish to enter into a licensing arrangement or joint venture with a qualified American firm for the assembly locally of television re- ceiving sets. Write to Mr. B. E. Ong at the address indicated above. 4721 Tourist promotion A Malaysian travel agent who repre- sents a number of U. S travel agencies seeks to enter into a joint venture with an American firm or individual to pro- mote tourist travel to Malaysia. Write to Stephen Kang. Mayflower Tours. Cj.P.O. Box 2106, 44 Pudu Road, Kuala I.umpur. Malaysia. 6551 Developers of Real Property The Pioneer Land Investment Co. Ltd.. M)2 American International Bldg.. Robin- son Road. Singapore I, Malaysia, invites qualified American investors to partici- pate in a joint venture for the develop- ment of land and building sites in Malay- sia. The firm is at present building a cinema and a supermarket in Singapore and has a number of other cinemas scheduled for construction elsewhere. The firm would like to expand its opera- tions by working with reputable Ameri- can firms. Write to Mr. Chen Liang at the above address. Downtown Singapore and harbor shown in oerial view. Singapore is a busy industrial, commercial and financial center as well as a top port. 33 for world trade, that is. Ask the Department of Commerce in Washington or your Commerce Field Office U. S. Department of Commerce — Field Offices ALBUQUERQUE, N. MEX., 87101 U. S. Courthouse ANCHORAGE, ALASKA. 99501 Room 60 U. S. Post Office & Courthouse ATLANTA, CEORCIA, 30303 4th Fl., Home Savings Bldg. 75 Forsyth Street, NW. BIRMINGHAM, ALABAMA, 35203 Title Building 2028 Third Avenue BOSTON, MASS., 02110 Room 230 80 Federal Street BUFFALO, NEW YORK, 14203 504 Federal Building 117 Ellicott Street CHARLESTON, S. C, 29401 Area 2 Sergeant Jasper Building West End Broad Street CHEYENNE, WYOMING, 82001 207 Majestic Building 16th & Capitol Avenue CHICAGO, ILLINOIS, 60606 Room 1302 226 West Jackson Boulevard CINCINNATI. OHIO, 45202 809 Fifth Third Bank Building 36 E. Fourth Street CLEVELAND, OHIO, 44101 4th Floor Federal Reserve Bank Building E. 6th St. & Superior Avenue DENVER, COLORADO, 80202 1 42 New Custom House 19th & Stout Street DETROIT, MICHIGAN, 48226 438 Federal Building GREENSBORO, N. C, 27402 Room 407 U.S. Post Office Building HARTFORD, CONN., 06103 I 8 Asylum Street HONOLULU, HAWAII, 96813 202 International Savings Building 1022 Bethel Street HOUSTON, TEXAS, 77002 5102 Federal Building 5 I 5 Rusk Avenue JACKSONVILLE, FLORIDA, 32202 512 Greenleaf Building 204 Laura Street KANSAS CITY, MISSOURI, 64106 Room 2011, 911 Walnut Street LOS ANGELES, CALIF., 90015 Room 450 Western Pacific Building 1031 S. Broadway MEMPHIS, TENNESSEE, 38103 212 Falls Building 22 N. Front Street MIAMI, FLORIDA, 33132 408 Ainsley Building 1 4 NE. First Avenue MILWAUKEE, WISCONSIN, 53203 1201 Straus Bldg., 238 West Wisconsin Avenue MINNEAPOLIS, A/INN., 55401 Room 304 Federal Building 1 10 South Fourth Street NEW YORK, NEW YORK, I00O1 61st Fl. Empire State Building 350 Fifth Avenue PHILADELPHIA, PA., 19107 Jefferson Building 1015 Chestnut Street PHOENIX, ARIZONA, 85025 New Federal Building 230 N. 1st Avenue PITTSBURGH, PA., 15222 1030 Park Building 355 Fifth Avenue PORTLAND, OREGON, 97204 217 Old U.S. Courthouse 520 SW. Morrison Street RENO, NEVADA, 89502 1479 Wells Avenue RICHMOND, VIRGINIA, 23240 2105 Federal Building 400 North 8th Street ST. LOUIS, MISSOURI, 63103 251 1 Federal Building 1520 Market Street SALT LAKE CITY, UTAH, 84101 222 SW. Temple Street SAN FRANCISCO, CALIF., 94011 Room 419 Customhouse 555 Battery Street SANTURCE, PUERTO RICO, 00907 605 Condado Avenue SAVANNAH, GEORGIA, 31402 235 U.S. Courthouse *rui Post Office Building 125-29 Bull Street DALLAS, TEXAS, 75201 Rm. 3-104 Merchandise Mart 500 South Ervay Street NEW ORLEANS, LA., 70130 1 508 Masonic Temple Building 333 St. Charles Avenue SEATTLE, WASHINGTON, 98104 809 Federal Office Building 909 First Avenue * U. S. GOVERNMENT PRINTING OFFICE : 1964 O - 716 - 9J6 Publication for International Traders This checklist is issued semi-annually— in July and January— by the Bureau of International Commerce. A single copy will be mailed without charge upon request. Use the coupon below. Gnden "How PUBLICATIONS DIVISION, BIC U.S. DEPARTMENT OF COMMERCE WASHINGTON, D.C., 20230 Gentlemen: Please put my name on your mailing list to receive the Checklist of International Business Publications when it is issued. Typing must be confined to length indicated according to style of typewriters used. Start Elite Pica Exec. Firm Person's name , Street address City, zone and state — ^NAT /Q/v U.S. TRADE MISSIONS PROGRAM now about • • ^STATE UNIVERSITY LIBRARIES A0DDD7i5 flfl?Sfl Read INTERNATIONAL COMMERCE SUBSCRIBE NOW Subscription Form Please enter my subscription to International Commerce □ Annual subscription, S16.00 □ Via domestic airmail, S25 additional n Foreign mailing, S5 additional NAME ADDRESS. CITY STATE. 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