INSTITUTE PAPERS. 89 



Long Island; the potatoes in Aroostook County, Maine, or to- 

 bacco in Lancaster County, Pennsylvania. But these favored 

 sections are mere specks on the geography of the nation. 

 Indeed in many of these specializing sections, dairying is 

 carried on extensively if not always in connection with, cer- 

 tainly collaterally to, the various special crops ; and many a 

 time when prices or weather conditions are against the special 

 crops, the dairy is an anchor in reserve. 



The markets for good dairy products are no longer limited 

 to the territory contiguous to the large cities, but are found all 

 over the land where men live in groups and have a taste for 

 good living; in fact, some of the best markets for milk and 

 butter are found in our smaller cities where the trade in dairy 

 products is not sufficiently large to attract the attention of 

 those who form trusts and combinations in natural food sup- 

 plies. 



Such markets are well worth the study of dairymen located 

 near them, for the astute dairyman may do a great deal toward 

 improving a naturally good market. 



He should work to cater to and meet all the needs and no- 

 tions of the most particular customers and educate up to his 

 standard the tastes of the less exacting ones. By the cleanli-' 

 ness, the purity, the superiority, the attractiveness of his prod- 

 uct, as it comes to the customer or consumer, he can gradually 

 command the top prices — the prices good livers are willing to 

 pay for luxuries. The dairyman who is supplying luxuries to 

 his trade is generally making more money than the one who is 

 supplying merely the milk and butter of commerce. 



The honest dairyman may work toward this finer trade with 

 a clear conscience, for the purer and more wholesome the 

 food he is supplying his customers, the more he is a benefactor 

 to such customers in particular and to society at large, for the 

 purity of his product is a conservation of the public health, 

 and in doing a public service he is entitled to his full measure 

 of compensation ; and by demanding it, he can get it, having of 

 course, earned it. 



But the selling end of the dairy business is not the only 

 important one. There must be minimum cost of production. 

 In this lies the real profit of the business. It means the in- 

 telligence, industry, care and capability of the dairyman. It 



