REPORT OF STATE HORTICULTURIST. 'J'J 



a price that will pay him for the extra amount of trouble, or 

 he dumps this good fruit on an overloaded market through 

 ignorance of market conditions. Perhaps his apples are not as 

 good as they should be; or often it is because he cannot get a 

 sufficient amount of good trade apples, and in other cases it is 

 because he has not a good man who knows how to sell at a 

 good price. When we trust the business to others whose inter- 

 ests are not identical to ours, we cannot expect to get the 

 highest returns of the markets. They must take great respon- 

 sibility in the marketing of our produce before ever gaining 

 control of the marketing channels. But can this be done, in- 

 dividually ? The men are not trained in business methods, and 

 you face an army of keen business men who are trying to keep 

 you from marketing your produce. You have called them into 

 business and have given them their chance, but you sit here 

 at this end getting your quotations from a farm paper and 

 trying to cope with the difficulties single handed. That is one 

 thing that cannot be done. Get your growers together, hire 

 some one to sell your produce, who is under your control, who 

 is trained in marketing and knows the market value of your 

 goods; one who knows how to sell and to prevent your goods 

 from being concentrated in the large cities. These are just a 

 few things it is possible to expect. Add to these a good 

 orchard supply and you have a good cooperative business, a 

 service agency which can be made as great as you please, ac- 

 cording to the local support which you give it. There are 

 these things that a producing section must have, if marketing 

 is to be improved. Let us repeat those discussed and add a 

 few more. 



Grades and standards are essential. A reputation must be 

 established for good products, and made known to the public 

 through advertised brands. A dependable supply of these 

 products is necessary. Market news, accurate and up-to-the- 

 minute, must be secured. A salesman and business manager, 

 who knows the marketing game as well as the men who buy 

 the crop, is a requirement that is an absolute necessity. Local 

 antagonism and cut-throat competition must be done away with. 

 How can you secure these except through cooperation. Do 

 not tell me that you have tried cooperation and have failed. 

 Ninety-nine times out of a hundred you do not know the first 



