Furthermore, it is necessary for American manufacturers to study the people and the market, more than has been done in the past. The Brazilians are particular what they buy, and want the best. They are not satisfied with just anything, as some seem to believe. Sometimes a change in established models might be profitable—at least it would be wise to print labels and directions in Portuguese for the convenience of the people, as well as to please them by such a compliment. Travelling representatives should be sent who not only speak the language, but understand a little bit of the Latin nature, and their methods of doing business. It is not possible to transact business in the same way that it is done at home, for there are bound to be more delays. The European salesmen understand that and cater to it. If the business is worth cultivating at all it is worth working in the proper way to accomplish results. I also believe in the establishment of American houses for the sale of American goods. At present the greater part of the American goods shipped there are sold through foreign representatives, who also handle competing goods of other countries for similar purposes. This, added to their natural preference, often leads to a secondary consideration being given to the goods of Uncle Sam. The packing system of American manufacturers has also come in for a great deal of criticism, because the goods are not packed securely. It would be an object lesson to these same manufacturers if they could see the care with which European manufacturers pack their goods. Everything is done up with the greatest care to prevent breakage and damage, while American manufacturers pack their goods in the same way that they would for a short shipment in the States; not taking into consideration the longer, harder and rougher handling to which they are likely to be subjected. The volume of business in Brazil has reached large figures. The total imports for the year 1909, as reported by the Brazilian government, amounted to $177,731,232. This is an average importation of $10.00 for each man, woman and child in the republic. American manufacturers look with longing eyes toward China with her teeming millions. And yet the four hundred millions of Chinese used less than twice the value of imported goods as compared with the eighteen millions of Brazilians. The low wages, and consequently low purchasing power of the masses of Chinese, will, for many decades, prevent that country from becoming a great per capita importer. If the coffee situation improves there will be a wonderful increase in Brazilian imports, for many improvements are withheld in the coffee states at the present time on that account.