230 SELLING LATIN AMERICA 
as well as the necessary American employes of 
the staff. Transportation charges are high 
and the cost of a salesman on the road in any 
of these lands means fully double the expenses 
of a similar man in this country. Travel 
facilities are poor, distances between markets 
long and much time must be consumed in each 
city visited, especially in the preliminary trips, 
all of which increases the cost of the traveller, 
and for the first few years makes him a rather 
expensive luxury. This must be submitted to 
with patience for upon his efforts depends your 
success. It therefore follows that the business 
to be done must be a large one to afford such 
preliminary charges and its future outlook 
must be of the brightest character. That such 
agencies can be maintained at a profit however 
is proved by the fact that all the large houses 
of Europe prefer doing business along this 
line, and within comparatively recent years 
this is the method being employed by the big 
American houses and corporations venturing 
into these territories. The Standard Oil Com 
pany, the Vacuum Oil Company, The Singer