306 SELLING LATIN AMERICA 
competitive lines and particularly when there 
is a tendency to cut into the trade of their cus 
tomers. In this regard they can hardly be 
blamed for they are really protecting their 
patrons. If however, one is selling flour, or 
something which England cannot produce, 
the desired information is given fully and 
freely and every assistance rendered. Native 
or private bankers are not so reliable or as 
trustworthy sources of information. 
In only two or three South American coun 
tries are there responsible commercial 
agencies; therefore, after getting what data 
you can from the bank it is always well to 
verify it by any other means at hand. Cus 
tomers will often give references either in Eu 
rope or America as to their standing, which 
should be corroborated. Inasmuch as you de 
sire information as to your clients’ credit and 
standing, you should be equally willing to 
establish the reputation of your house and to 
that end should assist as much as possible in 
supplying whatever facts in this connection 
may be wanted.