REPORT OF STATE HORTICULTURIST. 67 



Question : Is it any advantage for a local organization to 

 try to cooperate in advertising? 



Mr. Orcutt : Advertising is costly, for one thing. The 

 second point is that unless you know the game of advertising, 

 you are soon separated from your money. Let us explain that 

 in good form. The next thing is, how many advertisements a 

 month are going to appear in order to refresh the mind about 

 the Maine apples you wish to advertise? You see that is going 

 to cost so much money that they can't stand for it, but if you 

 had several associations together to divide up the expense of 

 advertising on all these boxes of apples, I believe it is about 

 600 car-loads they are handling this year, it would make a very 

 small charge. 



Now, for instance, suppose you have two men. One man is 

 on the road trying to sell Maine apples ; another man is trying 

 to sell Scutum Brand, and he says, "Here, Mr. Retailer, we 

 want you to handle these apples. We have them here in Port- 

 land cold storage and in Boston any time you want them. 

 You need not take any more than you want. We will advertise 

 for you three times every month in the columns of your local 

 paper, and furnish cards on landing in your stores." In some 

 associations they have wrappers, and when you send so many 

 of these wrappers back you get a salt shaker, dishpan, orange 

 spoon, or something like that. You see that man is going to 

 receive the retailer's order, even if you have some better apples. 



Question : I understand that some of the orange growers 

 in California ship their oranges to New York, then send a man 

 around to the hotels and, in a way, solicit trade. Is that any 

 advantage ? 



Mr. Orcutt : Yes, I think it is. Such a commission house 

 as that handles our goods. You have to advertise your 

 goods. We eat Kellogg's Corn Flakes and use Ivory Soap, 

 because we see them advertised. When you apple growers get 

 a system of that kind, you need not worry about selling your 

 apples. 



Question : Can't a commission house handle that trade 

 better than the man you hire? 



Mr. Orcutt : There is just as much difference in commis- 

 sion houses as there is in people. If you don't look out for your 

 own business, nobody else will — very long. 



