The Pacific commercial advertiser. [volume] (Honolulu, Hawaiian Islands) 1885-1921, 1909-11-15
CHINA OFFERS
A RICH FIELD
Continued from Page One.)

continued from rage O0e.l
cure the privileges, the American loco
motive and the American steel rail
will have an opportunity to open up
rich interior country. A portion of
Judge McNally's paper is as follows:
While the present growing demand
for things foreign in China today is
not, in some lines, sufficiently encour-
aging to invite therein wholesale con-
signments, the tendency of the people
towards western ideas surely indicates
that the time is at hand for a careful
study of the local demands, with a
view to profitable exploitation of
the markets later on.
The increasing influences of rail
ways, drawing closer together the out
port cities and those of the sea, bring
the people of the hinterland into touch
with their more advanced countrymen,
who, being in daily contact with the
many foreigners. naturally imbibe some
of their tastes and even the more ex-
travagant ones. The Chinese are great
travellers, and as the facilities present
themselves to enable the people to
crafty this disposition, the desire to
copy their more advanced brethren
will increase the foreign trade oppor-
tunities.
In many of the branches of manu-
featured products in which Americans
excel, the interior field presents i'm
mense opportunities, if not for the
present, at least for the near future.
1t is true that while numerous repre-
sentatives of European and japanese
their purpose is not seemingly to sell,
but rather to review the possibilities
for the future, to acquaint themselves
with the local trade demands, and to
learn at first hand the nature of the
competition they must meet. which
knowledge must give them a decided
advantage in the struggle for CONNER
cial supremacy when the opportune
time arrives.
Natives Come First.
To those seriously contemplating en-
tering the markets of China. I would
volunteer few primary principles that
mus be borne in mind if such an en-
trance is to win success. While in the
port settlements the foreign popula-
ton is considerable and is an import
ant factor to consider in the intro
duction of manufactured articles, the
countless Chinese must first of all be
the prime consideration. First of all.
then, is to entertain the idea that pa
thence is the basis of success with the
Chinese. No foreign article, whether
it be high priced or within the reach
of the common coolie, has met with in
stntaneous success. The. Chinese must
first ''look see,'' and even if he de-
termines that the article is Just what
he wants. he will hesitate long time
before investing in it. A demonstra-
ton of its merits would be the surest
way to win his confidence in your esti-
mate of its capabilities.
Best Methods.
The best way to introduce goods
into the interior is to either send out
man in advance to place the arti-
Gle with some local compradose. which
foreign representative should, of
course. have a knowledge of the Chi
nese mandarin language, or to give
territorial agency TO some Chinese Of
reputable standing and known bust
Eess ability successfully to introduce
The goods into the interior A careful
study should be made of the local
customs. eoloring. tastes. etc, the local
trade conditions and to discover at the
outset the exact nature of the compe-
tlt}on you must meet
Although If is the universal opinion
outside Of China that the great Empire
has awakened tn the necessity of TAX
ing on the requirements of modern civ
llization and all that such a condition
implies, the fact is that the Chinese
have made no material change in their
habits. wearing apparel, or furnishings.
and. apart from degree Of advance
ment in the great ports of China. and
certain limited influences of the rail
ways, China stands today as closely
welded TO her conservative ideas of
oriental stability as she did centuries
ago. I. of course, speak of commercial
and industrial conditions. OF course.
a glowing exception must be made in