The Seattle star. [volume] (Seattle, Wash.) 1899-1947, 1905-09-27

hccn laEglng In tho race. The
American producer has worked for
his home market. uaxt GO the Eur
opean market. little In a half
hearted way for a South American
market. aud even for a marked tn
Africa. with little regard Tor tho
immense possibilities of trade tn
China for which America Is tho
most fasorably situated Of all west
ern nations,
Action. then ON tho part OF
Americans. IL necessary. They must
enter the race AID outatrin the adj
vantagea Eainef by other nations
through their footholda In special
dlatficta. where characteristics Of
customs aud manners of trade and
special features OF the markets. have
been the kcynotes OF their saecess,
We must make our sphere OF In
fluence cozaxtcnsive With those vast
regions Ia China where are the
most desirable markets. The means
70 this end lie within the reach OF
the American manufacturer him
self A great work lies before him.
lie must gain the confidence and
tho friendship Of the Chinese by
square dealing. "A good word pas
aed along means much. lie must
dispel tho hatred OF the Chinese Tor
foreigners aud for things foreign
engendered BY the rough handling
the Chinese have undoubtedly re-
ceiyed IN tho past. iiy an intelli-
gent and inslatent campaign he
must teach them the superiority Of
American goods over those OF Japan
and Europe. which appeal at first
on account of their rheapneas, lie
must enter the field % stay. aud
must he prepared 20 sacrifice large
Initial profits 10 permanent future
business. In word. he must look
to the future and must not hope Ia
succeed by sapasmodie and half
hearted efforts. for although China
viii be developed slowly. tho pos
sibillties for the extension u trade
are there and they are great
u Is but natural that In China.
where for centuries customs have
heea crystalllEinE about fixed no
tiona. the Introduction Of modern
methods aud modern goods should
be heaet with difficulties. The
strange language and customs of
the Chinese. their peculiar ways Of
carrying on trade. the f0rmRiitieA
and social distinctions which they
Recognise. the auperatitions witch
they entertain aud countless other
special features. all tend 10 rompl-
cate the problem OF hos best to
gain the markets OF China An un-
derstandinx OF these conditions is
absolutely essential for the man
who would succeed Ia the introdpe.
ton and sale Of his goodz
The foreign representative Who
II 10 meet these problems must he
a well qualified. permanent agent
Of hIEh standing and unauestianed
Integrity. lie wiil have TO face the
difficulty 81 securing inifoductlann
to Chinese merchants Arrange
mouta faF which have hitherto been
left 60 ponaitic and often IN.
priueipicd Interpreters BE Win be
confronted with the anomalous att
uAtiaa Of selling Eosdn 10 a man
hofn he never saw, through ths
medium ~ a mi1dietnan or Com
rradarr. tie wiil fiud intercourse
hsdged about with endless formail-
ties ant rules of etiquette. all very
ntrNug. bat none the less essential.
He sill IND The dialects Of differ
sut Districts 20 b. absolutely differ
eut. nccrasitatinE the employment
at new interpreters and rendering
his advertising matter Used IN one
section absolutely worthless Ia an
ether Ito Wili find that the strange
Beliefs and supsfstitiaas q ths Chi
uese must BE- carefully studied. for
instance green being an smbletu nf
iii luck IN CHINA. II hs puts green
sansla oa a shipment % hams they
viii Be considered b. the Chinese
TO be- pussezHrd OF the devil and will
remain untouched lie will aud The
monetary system q CHINA In = nlost
chaotic state. tho various rates Of
exchange between copper and silver
and gold IN different places giving
rise % endless eouruslen and often
spelling biz chances Tor barge sales
on account 81 ths risk attendant up
on The fluctuations % exchange lie
via find No directory 81 Chinese
firms frum Nhom % solieit ORDERS.
bat VIII BE- compelled 10 trust 10 hts
Chinese Interpreter ~ bring him
N toueh with the trade. Prom these
faaets u ia evident that "a npeeiat
knowledge ef Chinese meth slis and
charaeiefisttrs f. the foreign rep
reHeufaiixe'H most sHhnbie stock
IA trade. u would seem ihaf there
~ a place in China FOR an American
commercial Institution which would
combine an Industrial exhibit with
fariiitieE for aCauaintlnH agents
from Americas with fhn peculiar fsa-
lures Of the markets they seek 20
obtain. a comprehensive e. heine
fef the establishment af such a CEN.
meFcial exhibit and informa tfnn hu-
reau haa been prepared b Mr
- a