New-York tribune., 1921-10-09

Wltn OiQ-IaSnlOneQ showcases, IN inc
center being case that contained small
pieces Of carved ivory.
From the recess Of the side case Ling
could produce jade, amber beads and
pieces of Chinese wrought jewelry that
would hold the eye of an expert. He
also dealt in and repaired watches and
clocks. Fang Ling had an established
reputation for reliability among the
Europeans of Hong Kong, and his shop
in Queens Road, where it merged into
the native quarter, was patronized also
by the well-to-do Chinese. His wares
were genuine-that is to say, they were
not spurious. One could buy from Ling
a piece of jade of poor quality, but it
would be, nevertheless, real Jade. He
had in stock beads of amber that were
speckled and cloudy-also he possessed
strings that were clear and rich in color.
True to his blood Ling loved to bargain.
10 have plainly marked fixed price and
adhere to it would take the Joy out of
business for almost any Chinese, and
Ling was not the exception.
TO BARTER and to bargain had to
Ling all the exhilaration of a game.
lie had been brought up in its atmos-
phere Dealing in carved ivory, Jade
and amber beads was to Ling q sport.
The problem was to have some one on
the other side Of the counter with whom
to play the game of buyer against seller.
For months there had been no game
worth mentioning-no zest to the snort
1t was upon this clear, cool afternoon
toward the end Of january, when the
winter season was nearing it's height,
that Fang Ling, dressed in the conven
tional long gray Chinese coat, stood in
the rear OF his shop very sober and very
sad, for, indeed, business, the kind he
liked, was and had been very, very bad.
Ships had come and ships had gone
from America, from the Straits, up
from Manila, from London even from
Australia-and if they had landed tour
lists or travellers few had opened the
door OF his shop to make purchases.
Chang, the bean exporter, had told
him that business was Dad all around
the world. His cousin Wong in Canton
who dealt in silk, confirmed the state
ment and added: THE foreign devils
have spent all their easy made war
money"
BENEATH his imperturbable features
Ling was that afternoon depressed
Chinaman. AS he stood there wonder
ing if the good Joss was going to allow
him to save his face at the approaching
New Year holidays, the door opened and
in walked young Hawkes., connected
with an import and trading company
with head offices in San Francisco.
Hawkes. had the breezy air and self-as-
surance Of an American who is success
full. or at least one whose training has
taught him to appear successful, He
carried under his arm a round metal and
copper wired object that looked at
glance like large rat trap. He greeted
the Chinaman Familiarity: Afternoon,
Ling"
Morning, Mister" returned Ling.
Hawkes. the previous month had paid
Ling $3.50 to repair his watch, and so
felt on terms of business familiarity.
'Have here just what you need, Ling,
electric warmer. Attach him to light
socket so. Turn switch. Plenty heat
No more fooling with brazier. All num-
Der one new. Sell him cheap-$25 Mex" >"
In his enthusiasm in trying out his
ability as salesman Hawkes. had been
talking fast and mixing straight with
pidgin English. Business with his firm
had also gone fiat, hence the call upon
Ling. To Ling the fact Of any one, by
such quick methods, trying to sell him
anything would have been sufficient to
bring negative reply, and this day the
most subtle method of approach would
have been barren of result. Yet he
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