206 POPULAR SCIENCE MONTHLY. 



man, although perhaps not for sale in Hamburg or Berlin. On the 

 other hand, the American article, much more handsome, from our point 

 of view, but also more expensive, is of the same style as is sold on Broad- 

 way, in Xew York. 



There is no need to multiply examples. There awaits the American 

 manufacturer an outlet, especially for tools, machinery and other arti- 

 cles in iron and steel. He will find a demand for the smaller and lighter 

 machines, rather than for the larger ones. That is to say, he must 

 appeal first to the individual worker who exists now, rather than aim 

 at the needs of a conglomeration in a factory, which will come about 

 in the future. The tools should be simple in character, easily worked 

 and kept in order, and without the application of quick-return and 

 other mechanical devices so necessary for labor-saving with us. Light 

 wood-working machinery can be made to supplant the present manual- 

 labor methods; and a large field is open for all kinds of pumps, wind- 

 mills, piping and other articles of hydraulic machinery. 



Cotton goods of the finer grades, as well as the coarser which are 

 supplied, household articles of all kinds, glassware, window-glass, wall- 

 paper, and plumbing fixtures will find a ready market, as will also farm 

 equipments, such as light-wheeled vehicles and small agricultural imple- 

 ments of all kinds. In these, as in many manufactured articles, Ameri- 

 can trade has as yet made little or no impression ; and yet the American 

 article has an acknowledged superiority over any other foreign make. 



It is necessary for us also to study the Chinaman himself. The 

 English and American traders make but little attempt to learn the 

 language, and, therefore, frequently fail to come into personal contact 

 with the native merchant. They are inclined to leave such negotiations 

 to be conducted through a compradore, a native in the employ of the 

 firm, who makes all the contracts, and who guarantees to his firm all 

 native accounts, receiving a commission for his services. The German, 

 and especially the Japanese, merchants, on the other hand, make a great 

 effort to come into direct relations with those with whom they trade. 

 They are still making use of the compradore system, but within reason- 

 able limits. As to which course is preferable in the long run there 

 ran be no question. Our houses should adopt the suggestion made in 

 the report of the Blackburn (England) Chamber of Commerce, "to 

 train in the Chinese spoken language and mercantile customs youths 

 selected . . . for their business capacity. Such a system," the 

 report adds, "would give us a hold over foreign trade in China that 

 present methods can never do." 



Finally to be considered, there is the official representative of the 

 United States, the consul. It is bad enough, as our practice is, to send 

 consuls to France, or Germany, or Italy, who are unacquainted with the 

 language of the country. But how much worse to send as our Govern- 



