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  Company, ­
  the  Vacuum  Oil  Company,  The  Singer