48 STATE HORTICULTURAL SOCIETY. 



ill 190D or 1910 we had a beautiful crop of Greenings on our Bay View 

 farm. G. W. Olivet of Olivet Bros, was Uj) there and I told him I had a 

 scheme in my head of ]»ackini> these a})])les in two grades; three inches 

 and two and one-half t<» three, and he says, "Let nie have the apples." 

 So I packed up about a car of them that year and shipped them to him. 

 instructing him to use his judgment whether to sell or store. He sold 

 them. He sold the best apples for |4.5U I think, and the other grade for 

 13.50, but there were more of the lower grade than the upper grade so 

 we did not get as much money as we would have had by the barrel if 

 they had all been jtacked together as No. 1 Greenings were then drawing 

 |1.00 per bbl. 1 never knew until last fall who had those apples, but 

 the very next year the party who had them, hung around my orchard 

 for a week and tried to buy my crop of apples. He was not a very 

 prepossessing fellow, but I looked up his records and saw he had the 

 money — ^the commercial agencies rated him at 100 to 125 thousand dol- 

 lars. But I would not sell my apples to him, and I afterwards found 

 that he had bought my apples the year before and got |7.00 a barrel for 

 them. The point I want to make is this. If he had come out straight 

 and told me he had bought these apples for $?,X\{) to |1.50 and sold them 

 for |7.00, and told me he was in position to handle my apples and sell 

 them foi' a good jirice, he Avould have got them. That is the firm we are 

 now hooked n]> with, and we are shipping them right along. 



This idea of the value of associated efll'ort it seems to me is the thing 

 that the fruit groAver must Avake u]» to. We must follow the golden rule, 

 not from any religious staudjtoint but as a business ])ro})osition you 

 understand, my religion is, and I don't waut one that I can't mix with 

 my business, and I claim that a religion is no good that doesn't help 

 a man get a living, and hcljt him do it in a legitimate way. There, I 

 claim, is the ]ioint in marketing. Don't try to do customers up; be 

 sure that you are giving them their money's worth. I think the fruit 

 growers Avill wake up to the fact that from the time we set the trees 

 until the time we deliver the fruit the interest of the consumer must 

 be considered — that Ihe fruit growers know a good deal better than 

 the consumer knows what will please him. You know that is a fact; 

 we are making a life study of it. Keep the consinners' needs in your 

 mind all the while, and then another thing, I believe we want to get 

 just as close to the consumer as ])ossible, but we want everybody that 

 touches our fruit or has anything to do with it to make a small profit. 

 We don't want them to get rich off us, but from the time it leaves our 

 hands until it goes to the consumer we want everyone to make a living 

 ])rofit and the consumer to be satisfied. If you get the people who are 

 not near big markets that will handle their fruits together where there 

 is a bunch of them co-operation can be made a success as in Sodus, and 

 I have a schema in my head that I think will work out. It is something 

 on Mr. IMorrill's })lan — perha])S a little different. I have thought a 

 little of trying out my plan, but fail to see where it will be of advantage 

 to us because Ave can market our oaau fruits. But this is the plan. 

 Form an association called a marketing association. Every person Avho 

 joins that association is a stockholder, and to become a stockholder he 

 has to take, say ten dollars Avorth of stock for every acre of fruit he 

 has in bearing. When you have the stockholders they meet together 

 and appoint a Board of Directors and they appoint a manager. When 

 the manager is appointed j'ou have to have a man that has executive 



