METHODS OF DOING BUSINESS 233 
its own salesmen to travel the country and to 
introduce your line to the trade in addition to 
other appropriate means toward this end. 
They will be only too glad to have your repre 
sentative accompany their local man from time 
to time and are highly appreciative of such an 
interest, because it stimulates both the cus 
tomer and their representative and at the same 
time gives you the opportunity of knowing just 
what they are doing and what they have to 
overcome in the way of prejudice and compe 
tition. It is always well to aid the local 
agency with a small advertising allowance, to 
be spent as your combined judgments may dic 
tate. This gives a further evidence to them 
of your desire to go after the trade and keeps 
their interest more intense on your line. Un 
fortunately too many American houses think 
that it is unnecessary to spend any money in 
advertising their goods in these lands. The 
sooner they take advantage of the advertising 
possibilities afforded by these virgin fields the 
larger and quicker will come the returns. 
Very often it is advisable to make specific al