236  SELLING  LATIN  AMERICA

the  one  objection  that  most  naturally  they  will
give  the  greatest  attention  to  the  line  yielding
them  the  largest  profit,  and  just  how  to  induce
them  to  handle  your  goods  to  the  exclusion  of
other  competitors  is  a  problem  to  be  solved  by
you  with  the  concern  you  decide  to  use  for
your  purposes.  Furthermore,  it  should  be
your  express  duty  to  see  positively  that
your  customer  is  thoroughly  protected  against
the  commission  house  making  any  additional
charges  or  increasing  the  original  price  quoted
by  you  to  your  client.  This  has  been  a  common ­
  practice,  and  has  had  the  effect  of  tending ­
  to  retard  business  and  prejudice  trade  in
these  lands.
As  a  rule  these  agents  pay  cash  for  goods
when  delivered,  a  feature  which  has  its  attractions ­
  to  the  manufacturer  or  merchant  working ­
  on  a  limited  capital  and  requiring  his
money  promptly.  Their  financial  connections
are  of  a  kind  that  enable  them  to  do  this,
allowing  a  very  small  commission  for  their
trouble.  In  addition  to  all  these  features  they
have  a  corps  of  experts  familiar  with  shipping