METHODS OF DOING BUSINESS 239 
of merchants and under no circumstances 
should lines which might sooner or later de 
velop into competing ones be allowed to be 
carried. 
Such an arrangement appeals particularly 
to the smaller manufacturer or merchant in 
that it brings his goods to the attention of the 
foreign dealer at a minimum of cost with a 
maximum of efficiency and paves the way for 
developing the market. Many of the leading 
sellers in Latin America to-day had their start 
along this line of co-operative selling. 
Whatever medium you may feel it wise to 
select in entering these fields, bear in mind the 
fact that under no circumstances should your 
representative overstock the buyer with goods. 
It is far better to receive small orders at first 
than to sell large ones which may move slowly. 
Climatic conditions are such that in Latin 
America many goods, unless sold quickly, 
rapidly deteriorate and the consequent loss will 
fall on the individual merchant and result in 
complaints from the buyer if he becomes the 
possessor of damaged goods, thereby prejudic-