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XXI

METHODS  OF  DOING  BUSINESS
The  question  of  what  method  to  employ  in
developing  a  business  in  Latin  America  depends ­
  primarily  upon  your  capital  and  the  nature ­
  of  your  product.  Obviously  we  manufacture ­
  numerous  things  that  these  countries
cannot  use.  Many  of  our  manufacturers  seem
to  be  totally  unaware  of  the  goods  suitable  for
these  markets  or  their  peculiar  requirements.
I  have  met  a  man  in  Brazil  selling,  or  rather
trying  to  sell,  snow  plows.  It  is  quite  apparent ­
  that  no  amount  of  exploitation  or  argument ­
  could  possibly  produce  results  with  such
a  commodity.  With  the  exception  of  a  few
of  the  more  southerly  cities  of  South  America,
and  some  located  in  the  highest  mountains
it  would  be  useless  to  send  a  representative  to
these  fields  for  the  purpose  of  introducing  a
heating  system,  no  matter  what  virtue  it