286  SELLING  LATIN  AMERICA

ling  your  goods  abroad  and  if  possible  adopt
or  be  guided  by  his  suggestions.  He  is  on  the
firing  line  and  has  his  finger  on  the  pulse  of  the
buyers,  therefore  his  opinion  is  worthy  of  the
most  serious  attention.
As  typical  of  the  high-handed  hold  ups  of
the  local  Dick  Turpins,  who  have  registered
trade  marks  under  their  own  names  in  Latin
America  let  me  state  that  I  know  of  two
American  patent  medicine  men  whose  products ­
  have  been  extensively  advertised  and  are
almost  household  words  in  the  United  States,
paying  $28,000  and  $25,000  respectively  for
the  privelege  of  using  their  own  names  in  one
country  of  South  America.  Both  of  these
concerns  had  been  doing  business  in  the  United
States  for  forty  years  and  they  afterwards  ascertained ­
  that  the  gentlemen  (?)  who  had
registered  their  names  had  been  waiting  patiently ­
  for  their  coming  all  the  time.  A  well
known  mineral  water,  within  the  past  two
years,  paid  according  to  my  positive  knowledge ­
  $2500  for  their  trade-mark  and  considered ­
  that  they  got  off  remarkably  cheap.