THE NINETEENTH ANNUAL MEETING. 121 



iniud on the matter. In this act, and in the manner in which he performs 

 it lie the secret of his success or faihire as a shipper. 



"The financial standing should be inquired into, location of the firm, 

 sufiicient store facilities, character passed upon, and experience estimated. 

 From these the shipper should make his choice, and this being his own act 

 he should not blame anyone else for his failure to exercise his right. 



"Should I be asked 'What should the shipper expect of the commission 

 merchant ? ' in these particulars, I would answer, first, sufiicient capital for 

 the i-equirements of the business — present and immediately prospective; 

 second, a location somewhere within the usual range of trade in fruits, the 

 nearer the center the better, unless some special reason can be shown to 

 modify this point; third, facilities as far as storeroom is concerned suffi- 

 cient to well care for business entrusted to him; fourth, character, which 

 each will judge, but an honorable, clean record; and fifth, business exper- 

 ience that will avoid mistakes as much as possible. 



" A failure to exercise this prerogative will in reason put a bar to any 

 complaints on any of these points. 



"Having made his selection of an agent, but unable to leave his orchard, 

 he sends by servants, the transportation company, for an agreed compensa- 

 tion — for care and carriage — his products to be sold to the best advantage 

 and for prompt returns. 



"The requirements, as far as actual performance is concerned, are 

 expressly understood and agreed upon, or implied in the contract, and the 

 order is about as follows : First, on arrival in the city and the transporta- 

 tion company is ready to deliver, a prompt, speedy, and careful removal of 

 the shipment to his place of business — this being jDerformed on his own 

 responsibility and risk. 



"The next requirement is a proper exposure and offering for sale in as 

 good condition as possible, presenting the best points consistent with 

 honesty, and inducing buyers to pay all they will for the fruit thus offered. 



"This sale is made for cash, and to the party who will pay the most. In 

 the nature of the case, credit cannot be given by the seller on the authority 

 of the shipper, and at his risk, for it is impossible for the shipper to pass 

 upon the responsibility or credit of the buyer. Although, as before stated, 

 the fruit must largely be sold on credit, in our own case less than one 

 third of our sales are for sjwf cash. 



"In effecting this sale, the ability of the salesman is tested. A correct 

 judgment in the estimate of the market value of the goods offered for sale 

 is the great point to be exercised by the seller. This valuation thus placed 

 must be the result of a knowledge of the supply — the probable or actual 

 demand; the quality of the goods, and the condition at the time of the 

 offering for sale, whether morning, noon, or evening — the opening, the 

 closing, or the middle of the market hours. 



"It is thus seen that the value of the goods is measured by human 

 judgment alone, without cost of production taken into consideration. 



"The shipper has a right to expect sound judgment from his correspond- 

 ent, and all reasonable efforts to find a purchaser. But the only way to 

 force sales, is to drop the asking price so low as to tempt the unwilling 

 customer to buy. Bear in mind, however, there can be no absolute 

 uniformity in judgment, when fallible men are concerned. 

 16 



