226  SELLING  LATIN  AMERICA

of  the  company  to  make  a  preliminary  tour
through  the  lands  in  question  for  the  purpose
of  studying  the  situation  and  ascertaining  the
demands  existing  for  similar  lines.  On  such
a  trip  prices  should  be  carefully  observed,
strict  attention  paid  to  duties,  freight  and  other
incidental  charges.  It  is  by  noting  and  studying ­
  these  conditions  that  you  will  be  able  to
meet  and  overcome  competition.  Special
care  should  be  exercised  in  giving  the  natives
just  what  they  want  and  not  in  trying  to  foist
on  them  the  thing  you  wish  them  to  have,  even
should  it  be  better,  cheaper  and  more  practicable. ­
  With  this  object  in  view,  local  dealers
and  merchants  should  be  interviewed  and  care
taken  to  ascertain  every  detail  that  might  possibly ­
  have  any  bearing  on  your  future  marketing ­
  plans.  Being  thoroughly  prepared  in  advance ­
  helps  materially  in  smoothing  the  road
to  be  travelled.  Samples  of  competing  lines
with  prices  and  minute  data  of  all  kinds  should
be  sent  to  the  home  office  for  reference  purposes. ­

It  will  soon  be  apparent,  assuming  that  the