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206, 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 Broadway, in New York.

There is no need to multiply examples. There awaits the American manufacturer an outlet, especially for tools, machinery and other articles 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 implements of all kinds. In these, as in many manufactured articles, American 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 reasonable 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