'THE MAN IN THE STREET" IN CHINA 



421 



COMMERCIAL COMPETITION IS ALONG 

 NATIONAL LINES 



The trite saying that "commerce knows 

 no flag" does not hold in the Orient, 

 where foreign competition is almost 

 along national lines. To stimulate trade, 

 new legitimate wants should be stimu- 

 lated. 



Only careful study and long residence 

 enable competent commercial agents to 

 introduce new products. A market once 

 gained, however, tends to perpetuate it- 

 self ; so that initial expenditure is all that 

 need be considered. 



Those whose commercial acquaintance 

 is with less industrious peoples should be 

 reminded that there is a vast difference 

 between these and the Chinese, in that 

 the Chinese do not have to be stimulated 

 to work in order to earn the wherewithal 

 to spend ; all labor willingly in the "vine- 

 yard" and all have something in hand for 

 a rainy day. 



The Chinese are always in the market 

 for a bargain and are economical, not 

 sentimental, buyers. 



A digest of what has gone before will 

 not come amiss to the prospective Chi- 

 nese trader : 



Generally speaking, the higher the lati- 

 tude, the larger and less intelligent is the 

 native ; knowing that the wheelbarrow is 

 largely used in the handling of freight, 

 he can pack his goods accordingly ; that 

 the children, and especially the boys, are 

 well looked after, often indulged, and 

 may be exploited by attracting the par- 

 ents with novelties for children ; that 

 amusements are scarce and much sought 

 after. 



UNEAMILIARITY WITH LOCAL CONDITIONS 

 LEADS TO LOSS 



Lack of a little local knowledge has 

 frequently led to large commercial loss. 

 Some years ago the electrical equipment 

 for the tramways in a southern Oriental 

 city was ordered from one of our lead- 

 ing companies. After operation com- 

 menced it was found that the controllers 

 were too high for the average motor- 

 man ; his arm quickly tired. This was 

 remedied by each motorman providing 

 himself with a little platform. In the 



Photograph by Guy Magee, Jr. 



A MENTAL AND SOCIAL DERELICT 



Devoid of kith and kin, physical suffering 

 and mental anguish have held sway until his 

 mind could no longer endure the strain. When 

 he loses his family, the man in the street in 

 China loses the great stabilizing influence of 

 his life. 



Orient, anything detachable is generally 

 supplied by the user. 



The well-informed manufacturer would 

 have prevented the mistake in controller 

 design and have secured a permanent 

 market as well. European competitors 

 were quick to introduce a controller of 

 suitable height, through which they se- 

 cured this company's subsequent busi- 

 ness. 



The types of Chinese which have been 

 considered here are those of the street. 

 comparable in the West to those of the 

 small shop districts ; officials, literati, and 

 wealthy merchants have not been con- 

 sidered, for a Westerner having oppor- 

 tunity to observe them would be too well 

 versed in native affairs to confess that 

 "all Chinese look alike" to him. 



