Salesmen and commercial travellers
in the United States have certainly learned the art of speaking.
I once, however, met a remarkable exception to this rule
in the person of an American gentleman who was singularly lacking in tact;
he was in China with the intention of obtaining a concession,
and he had nearly accomplished his object when he spoilt everything
by his blunt speech. He said he had not come to China
for any philanthropic purposes, but that he was in the country to make money.
We all know that the average business man is neither a Peabody nor a Carnegie,
but it was quite unnecessary for this gentleman to announce
that his sole object was to make money out of the Chinese.
Up to a few years ago business men in America, especially capitalists,
had scarcely any idea of transacting business in China.
I well remember the difficulty I had in raising a railway loan in America.
It was in 1897. I had received positive instructions from my government
to obtain a big loan for the purpose of constructing the proposed railway
from Hankow to Canton. I endeavored to interest well-known bankers and
capitalists in New York City but none of them would consider the proposals.
They invariably said that their money could be just as easily,
and just as profitably, invested in their own country,
and with better security, than was obtainable in China.
It was only after nearly twelve months of hard work,
of careful explanation and much persuasion, that I succeeded in finding
a capitalist who was prepared to discuss the matter and make the loan.
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