DAIRY MEETING. 163 



Such utensils cannot possibly make a good product. There is a 

 lack in some of the creameries and also in transportation, do not 

 lay it all on the producer. 



E. L. Bradford. 

 The sending out of inspectors is the most effectual way of 

 reaching the farmers, but it cannot be done all at once, and some 

 sending out of circulars may be profitably carried on in the 

 meantime. I almost think that after 25 years of experience I 

 have solved the problem of reaching the patron in a way so that 

 he will feel it, I do not care if he is several towns oft". The first 

 circular I sent out must have been sent three or four years ago, 

 a little slip put into the envelope, I think about putting up ice. 

 I remember one patron came along by the factory, when I lived 

 at Turner Center, and said to me, "What is that little reward of 

 merit in my envelope?" You know we used to get a little 

 reward of merit at school if we studied our lessons pretty well, 

 and he wanted to know what that reward of merit was. I think 

 that illustrates the history of a great many of the circulars I 

 have sent out since, but this is not very effective. The nicest 

 way to approach a man is to say to him. If you will do so and 

 so I will give you a cent more on a pound, and it is almost indis- 

 pensable I think, to tell a man that if his cream or milk comes 

 in in bad condition we shall pay him less for it. We return a 

 little weigh slip, and if the cream is in bad condition we put 

 down a discount of 32 cents, or something like that, and they 

 somehow see that and read it and we hear from it. Many 

 prayers and exhortations I have sent out to farmers to be more 

 careful to keep the milk clean and cold have had no effect 

 because they did not read the letters, perhaps. They see this 

 little notation made on the bottom of the weigh slip and it takes 

 eft'ect. That is the only way you can make them read their 

 reward of merit. 



