Alexandria gazette. [volume] (Alexandria, D.C.) 1834-1974, 1899-09-07
CHINESE TRADE METHODS.

The Chinese are still new 10 the for
eign methods of trade, due to lack o
experience, not because OF any preju
dice or inability to learn, because as
merchants and traders their reputation
for broad mindedness and capacity fol
surmounting difficult problems is un'
questions They are acknowledged
% be the cleverest business men in the
East, and this is one reason why they
ale found even in European commercial
houses, not only in China but in the
Philippines, Japan and the Straits Set
Elements. 70 my mind there are no
better merchants to be found.
Oue very praiseworthy characteristic
among them is honesty. For this rea.
son you will find them holding the ma
jorlty OF positions as compradoes, cash
! lers, confd snli4l clerks, positions one
would expect to be held by Europeans.
But this characteristic trait of the
Chinese merchant has been taken un-
lair advantage of by foreigners, making
the Cninsse suspicious in trading with
new foreigu houses. Again, their great
Variety OF grades manufactured, and
tue possibility Of substitution, all tend
20 discourage the sale Of merchandise
from catalogue description aLd illus
ration, or taking strange salesmen's
promises with any degree of weight.
Ia making q sale they want to see an
actual sample Of the article. compare it
with what they have, or have seen
elsewhere, and you cannot get them to
pay for their goods until they have ex
umIned and compared every article 10
The shipment with the original samples.
Ii takes a Clever shipper TO substitute
on d Chinese merchant lower grade
goods thaa the contract calls tor, and
for the reason that be is afraid OF get.
ting mixed up ia lawsuit which might
arise from "misnterpretaIloE OF con-
tract" he would much prefer to buy
goods which ere in the market, even II
shade higher in price, rather than
contract for future delivery with an un-
known concern.
La Chinese Industrial or mechanical
circles it is useless to tell the "boss"
of the shop that you can supply hin
with q machine which will perform a
certain branch Of his work cheaper
quicker and more regularly than by
nand. The story will interest him and
he will ask all manner of questions
about it, for there is no man in the
| world keener TO save q dollar
than a Chinaman, and few people
less preiudiced, but he will not or
der il on such a description. He will
argue that perhaps he could not put ii
together, perhaps it would not answer
mis- purpose, perhaps he could not run
it. But take him around and SHOW
him the machine in working order, show
/ him what it will do, let him work it.
and il ne can make money out OF it, be
will buy it quickly.
| The Chinese merchant can be relied
on to settle his account at least once
year, because just previous to the com
mencement OF the Chinese new yeai
there is q general liquidation of debts
over the empire. Every class of peo-
| pie strain the utmost to have all their
! debts paid by the last night OF the CID
wear, and when business man finds
| Ihat he has overbought during the
year and has lots of stock on nand anc
not enough cash to pay for it, be will
sacrifice part OF his goods for spo
cash or mortgage his property to clear
ND his outstanding Indebtedness. Their
when the new year comes in, in
front of every store, the cWaer o
which is free from debt, man stands
beating drum, the store is gayIy dec
GRATED and fessting goes ou inside to
commemorate the occasion. The mer-
chant whose debts are not paid mus
close up. This is d custom which
European and Americans might do vel
TO follow. AS consequence the I'M
portsnt purchasing season for retail
| dealers is Just after the new year, anC
as the joobers must anticipate the de-
maud their buying season commence;
months previous.
Another characteristic of the Chinese
merchant is conservatism. He will
rarely overstock his premises, or buy
something which is not likely to sell
He is not much of an introducer, leav
ing that to the Europeans, but will sell
arything that has already been intro
duced.- w. E. Torreps, in American
Trade.
HOW's THIS?