240  SELLING  LATIN  AMERICA

mg  your  article  in  his  sight.  The  salesman  in
thus  cautioning  a  dealer  will  exhibit  his  material ­
  interest  in  the  future  welfare  of  the  merchant ­
  and  more  thoroughly  establish  a  substantial ­
  business  friendship  with  his  client.
In  many  of  the  countries  of  Latin  America,
owing  to  their  enormous  extent  and  lack  of
travel  facility,  as  well  as  the  exorbitant  local
freight  rates  and  great  distances  to  be  traversed
it  is  often  wise  to  establish  more  than  one
agency.  In  Brazil  for  example,  it  might  be
well  to  place  agencies  in  Rio  de  Janeiro,
Santos,  Bahia,  Pernambuco,  and  Para,  for  the
simple  but  sufficient  reason  that  the  freight  on
goods  from  New  York  to  any  of  these  ports  direct, ­
  is  less  than  the  local  freights  between
many  of  these  cities.  To  get  from  Callao,
Peru,  on  the  west  coast  to  Iquitos  on  the
eastern  boundary  of  that  republic  is  a  difficult
problem.  It  is  really  quicker,  cheaper  and
far  more  convenient  and  comfortable  to  come
first  to  New  York,  then  go  to  Brazil  and  up
the  Amazon,  to  Iquitos,  than  to  undertake  the
hazardous  journey  of  many  weeks  across  the