224 
XXI 
METHODS OF DOING BUSINESS 
The question of what method to employ in 
developing a business in Latin America de 
pends primarily upon your capital and the na 
ture of your product. Obviously we manu 
facture numerous things that these countries 
cannot use. Many of our manufacturers seem 
to be totally unaware of the goods suitable for 
these markets or their peculiar requirements. 
I have met a man in Brazil selling, or rather 
trying to sell, snow plows. It is quite appar 
ent that no amount of exploitation or argu 
ment could possibly produce results with such 
a commodity. With the exception of a few 
of the more southerly cities of South America, 
and some located in the highest mountains 
it would be useless to send a representative to 
these fields for the purpose of introducing a 
heating system, no matter what virtue it