74 A(.R1CI'LTURK OF MAINE. 



these local markets to sell your product. First, direct to the 

 consumer; second, to the small retailer who sells in that vicinity ; 

 third, to the local buyer who buys for himself or some whole- 

 sale firm, and fourth, to the traveling buyer of wholesale houses. 



The outs^ide market is in the large towns and small cities, 

 outside of the growers' immediate vicinity, and the large cities 

 that are distributing points for local and foreign demands.. This 

 outside market affords three principal ways of marketing: 

 First, selling direct to retailer ; second, to general commission 

 men ; and third, to large wholesale commission men. 



All of these markets are open to the growers of apples in 

 New England, and it is up to the grower to decide which one 

 he will take advantage of. The growers have been putting 

 much energy into producing their product and have for the 

 most part paid little attention to finding a market for their 

 product but have expected the market to come to them. The 

 buyers and commission men have found the market and come 

 to the grower. Mr. E. C. Simmonds, president of the Sim- 

 monds Hardware Company of St. Louis, the manufacturers of 

 the Keen Kutter line of goods, says that he built up the annual 

 business of $20,000,000 by nine parts of salesmanship and one 

 part of general management. The fruit grower and also the 

 farmer have been taught for many years that it was a great 

 thing to make two blades of grass grow where one grew before, 

 and to this end they have been putting in nine parts of their 

 time and energy, and only one part into selling. All are agreed 

 that it is a great thing to make two blades grow where one grew 

 before, but some think that it is quite a stunt to sell the one 

 that already grows for a fair profit. 



PRINCIPLES GROWERS SHOULD OBSERVE. 



The fundamental principles in the selling of apples are : 



1st. Planning ahead. 



2nd. Understanding the ways of marketing, who the buy- 

 ers are in these markets, and what these buyers want. 



3rd. Having a knowledge of salesmanship and finance to 

 handle the product. 



Planning ahead. Each grower if he wants to get the most 

 money out of his product must be planning ahead. This does 

 not mean just for next season's crop, but you have got to work 



