METHODS OF DOING BUSINESS 235 
telligently handled at a minimum of expense 
with your own force. It should be observed 
however that your representatives for the first 
few years should make the entire territory 
once every twelve months at least, and oftener 
if conditions warrant, in order to keep your 
goods continually before the dealers and to en 
grave upon their memories that you are in the 
field to stay and wish to cater to them and their 
wants. 
If conditions are such that you cannot afford 
a personal representative the commission ex 
port house offers opportunities for bringing 
your goods to the attention of the native dealer. 
There are many of these concerns situated in 
all of the larger cities of the United States; 
New York, New Orleans and San Francisco 
being especially well provided with them, 
owing to the fact that they are the largest 
ports in the East, South and West respectively 
and have excellent forwarding facilities. As 
a rule these firms are well supplied with capi 
tal and capable of rendering effective and ef 
ficient services. They are open, however, to