REPORT OF STATE HORTICULTURIST. 75 



and plan, every week, for fifty-two weeks in the year and every 

 year. It is the net results that count. The grower should all 

 the time be looking up and learning all about the buyers, mar- 

 kets and their conditions, become acquainted with as many as 

 possible, and plan out how he can make conditions so that he 

 can put up some good arguments why his fruit should be sold 

 for a good price. 



Under standing the ways of marketing. The grower should 

 thoroughly understand the various ways of marketing, — first 

 in his local market, how many consumers there are who would 

 buy direct, to whom he can easily deliver and how much they 

 will buy, who are the retailers and how much they will buy, 

 who are the local buyers and how many buyers from outside 

 commission firms are likely to be in the vicinity. Inquire from 

 other growers how they sell and to whom they sell. Second, in 

 the outside market, make the same study of who and where the 

 large retail and wholesale buyers are, and how they handle 

 apples, the varieties, the package, commission and storage rates. 



Having a knowledge of salesmanship and finance to handle 

 your product. To successfully plan ahead, look up markets and 

 hold apples in cold storage, takes money, and time, which is 

 just the same as money, — so does the studying up of selling 

 plans and the getting out of literature to advertise your product. 

 Each individual grower must decide according to the impor- 

 tance of his crop as to how much planning, time and money he 

 can put into this work. 



HOW TO GET IN TOUCH WITH THE MARKETS AND THE BUYERS. 



Each grower in his local section can get in touch with the 

 buyers by expending some time and a little energy. The out- 

 side market is a little more difficult to get in touch with, but I 

 am sure the Boston Chamber of Commerce and your own State 

 Board of Agriculture will be only too glad to furnish you with 

 a list of buyers in the large markets. There are some growers 

 who have gotten in touch with large retailers in Boston, and 

 working together the growers are marketing part of their fruit. 

 This is a good way but can only be used to a limited extent, as 

 the majority of retailers do not want to buy of the grower 

 because they do not know the grower, his brands or reputation. 

 These retailers want to buy from day to day from a whole- 



