240 SELLING LATIN AMERICA 
mg your article in his sight. The salesman in 
thus cautioning a dealer will exhibit his ma 
terial interest in the future welfare of the mer 
chant and more thoroughly establish a sub 
stantial 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 di 
rect, 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