DAIRY AND SEED IMPROVEMENT MEETINGS. 33I 



ket, collects the money and returns it, he is doing more of the 

 operation than the man who produces it. He takes the risk all 

 along the line and takes care of the surplus. Now if the farmer, 

 who is the manufacturer, does part of this service himself, 

 getting it ready for market and getting it graded, he conse- 

 quently can get much more out of the article than by the other 

 way. However, this work must be done in distributing food 

 in large cities. 



B. Building Up the Trade — Increasing It. 

 The most valuable adjunct in distributing food products is 

 the building up of a trade, — understanding the wants of the 

 consumer, how to serve him at the time he wants it, and also 

 how to increase the demand for the particular article which you 

 are handling. This necessitates having an organized force, 

 specialists in their line, hard at work fifty-two weeks in the year 

 building up the trade and cutting down the expense per article, 

 which is where the profit comes in. 



VI. Suggestions for the consideration of the manufacturing 

 farmer. 



Considering the farmer as a manufacturer, his land is his 

 plant. Now is it not a question of what he can do with this 

 land, or rather what we together as a group of farmers in any 

 one community can do with our land, over a series of years to 

 make the most profit? There is no business today into which 

 sentiment enters as much as in farming. The business man 

 would view his plant as a money-making enterprise and would 

 plan to do whatever he could with his establishment that 

 would bring him the most profit. The same thing applies to 

 a farm. It is not necessary that we should keep all cows, or 

 raise all potatoes, or all of any one kind of anything, just 

 because we have for the last generation, providing conditions in 

 the market and the distance of the community do not make it 

 advisable at present. Is it not the task of every community, 

 which is made up of individuals, to consider, to thoroughly 

 analyze, what the present conditions are, what markets are 

 available, and the condition of their land, and then decide the 

 question, ''What can we produce that will bring us more and 

 more profit?" 



