236 SELLING LATIN AMERICA 
the one objection that most naturally they will 
give the greatest attention to the line yielding 
them the largest profit, and just how to induce 
them to handle your goods to the exclusion of 
other competitors is a problem to be solved by 
you with the concern you decide to use for 
your purposes. Furthermore, it should be 
your express duty to see positively that 
your customer is thoroughly protected against 
the commission house making any additional 
charges or increasing the original price quoted 
by you to your client. This has been a com 
mon practice, and has had the effect of tend 
ing to retard business and prejudice trade in 
these lands. 
As a rule these agents pay cash for goods 
when delivered, a feature which has its attrac 
tions to the manufacturer or merchant work 
ing on a limited capital and requiring his 
money promptly. Their financial connections 
are of a kind that enable them to do this, 
allowing a very small commission for their 
trouble. In addition to all these features they 
have a corps of experts familiar with shipping