of revenge; but it showed the San
Francisco people understood where to go in order to preach their
doctrine. They did not talk to each other on the Pacific coast about it.
They came to New York and got their business correspondents interested
in it, and got them to talk to their representatives about it. That is
what you want to do in Kansas and Nebraska and Iowa and the Dakotas--you
want, through all the relations that you have, and by every means in
your power, to represent to the people of those great interior states,
who have but little direct relation with the ocean commerce of the
world, the real conditions under which we exist, and the importance to
the whole country of doing something; and if they do come to appreciate
the importance to the country of doing what you are talking about, then
they will be for it, for they are sincere, patriotic Americans.

There is but one thing more I want to say regarding the relations which
underlie the success of such an enterprise as you are now engaged in. Of
course, you have had a great amount of advice, and a great many speakers
have told you a great many things you know, and I am going to put myself
in line with the distinguished gentlemen who have preceded me by doing
the same thing. At the basis of all intercourse, commercial as well as
social, necessarily lies a genuine good understanding. That cannot be
simulated; the pretense of it is in general, in the long run, futile.
People trade with those with whom they have sympathy; they tend to trade
with their friends. The basis of all permanent commercial intercourse is
benefit to both parties--not that cut-throat relation which may exist
between enemies, where one is trying to do the other--and a relation
founded upon mutual respect, good understanding, sympathy, and
friendship; and the way to reach the condition which is thus essential
is by personal intercourse and acquaintance between the men of
Anglo-Saxon or German or Norse, or whatever race they may be, peopling
the United States, and the men of the Latin American race peopling the
countries of the South.

This is something, my friends, in which our people are very deficient.
So long have we been separated from the other nations of the earth that
one of our faults is a failure to appreciate the qualities of the people
who are unlike us. I have often had occasion to quote something that
Bret Harte said about the people of a frontier western camp, to whom
came a stran