The Scranton tribune. [volume] (Scranton, Pa.) 1891-1910, 1902-07-12
YANKEE Statesmen
In THE FAR EAST
Interesting Experience of Two Young
Americans Who Went for Trade
and Got It.

w. "A. Rublee, our consul-general at
Hong Kong, China, writes to the state
department:
The experience of two young Americans
who recently spent six months travelling
through JAPAN China and the Philippines
for the purpose of soliciting trade, af-
fords good evidence that there is much
commerce to be secured by Americans if
1t is properly sought. These young men
studied the Chinese language in San Fran
cisco and acquired a sufficient knowledge
of it to make themselves understood
They had. therefore, the great advantage
of being able to do business directly with
their Chinese customers. AS it was their
first trip to the Orient, they did not bring
a large variety Of samples, but the re-
suits have been so encouraging that they
propose to return equipped with an en-
larged outfit. The method pursued by
these young men is worthy the attention
OF our manufacturers. l have received n
letter from the statesmen who made this
experimental trip during the past year, in
which they tell of what they have accom-
plished In speaking OF cotton piece
goods. they refer to the market in south
ern China. The letter, which may be OF
interest to American manufacturers look
ing for trade in the Orient reads:
LAS we did not know exactly what class
market has required we came to make a
test, and brought with us the following
lines: American watches, rings, lockets,
collar and cuff buttons, watch chains,
electrical supplies, clocks, cotton piece
goods, etc, all of which we pushed to the
utmost.
Watches, Notwithstanding the fact
that at present Swiss watches have tho
grea test sale. with those of French make
hD1 ;,,
obtaining good ORDERS even though our
prices were trine higher than those
asked for European goods.
watch chains-ln this line, we found
trade very good, our only drawback be-
ing that we did not have the patterns de-
sired, although the prices asked were
satisfactory. If we had had the patterns
desired, in the quality of our samples, our
orders would have been trebled
"Jewelry.-In the general lines of Jew
elry, rings, ETC., we had very good trade
and We found a fair demand for Amcri-
can plated jewelry of all descriptions.
"Clocks.-Our line of clock is low
priced one, but even so, our prices could
not compare with those asked for clocks
of Japanese make; therefore We could not
compete.
electrical goods.-NNe had an excellent
trade In electrical supplies. and found the
Chinese ready buyers of American goods
Cotton piece goods.-We regret exceed
ingly to report that, owing to the lack
of enterprise shown by our manufacturers
at home in not attempting to cater to
the wants of this market regarding
widths, lengths and qualities desired. we
We're unable to obtain any business from
the Chinese, for the reason that the
qualities were too fine and the prices too
high for the market. In fact, for some of
our goods the prices we were expected to
get We're double those asked by our Eu-
ropean competitors foi products of an
equal grade. We will add that we found
the Chinese very much interested in
American cotton goods, and, were 1t not
for the handicaps above stated, America
would today be getting her share OF the
piece goods trade in this market.
Soliciting trade.-The trade solicitor
employed by commission houses through
out China is being known as the mar
ket shroif," who, as rule, performs the
combined duties of a salesman and col
lector. As general thing, his only
qualification for filling the position is that
he can carry on conversation In 'pid-
gin English" Judged from the stand
point of an American, he Is rank fail
ure as a salesman, AS an illustration, We
will state that on our arrival i'm Shanghai
1t was our intention to go after the trade
with the assistance of "shrof" who
w
ing him our samples and being Informed
by him that they We're not suitable for
the market, We decided that this was only
his opinion, and that we would go from
shop to shop with our samples and salts
fy ourselves. This we did, with the re-
suit that on the goods which the shrof
condemned we met with great success.
We also find that the fact that we speak
the Chinese language has had great
weight with the merchants.
"Payments.-All our bills sold We're paid
OH the letter -of-credit basis
"Prospects for future Dusiness.--ln our
opinion there is splendid opening i'm
China for Amerlcan-made goods, and We
are now hurrying home, armed with sam
pies of goods. together with the prices at
which they are sold in the Chinese mar
ket, and copious notes regarding classes
of goods In which the United States is
not represented In this field. which we
hope TO induce our home people TO manu-
cReture."
n.