Cooperative Work with Columbia University 481 



things, nor will they thrive under loan organizations and the asso- 

 ciated business methods. 



It should be understood that a reputation for fair dealing, to- 

 gether with standardized products sold under brands that always 

 convey to the buyers' minds the same understanding as to the 

 quality of the goods, from day to day, week to week, and year to 

 year, never carrying a false impression, are most valuable assets. 



A system of accounting must be introduced, so simple that the 

 most ignorant may understand, but making a full account of every 

 detail of the business. This may seem difficult, but such systems 

 are in operation in many institutions, and a system can be worked 

 out for any company. 



CAUSES OF FAILURE 



In order to understand how to make them successful, we must 

 study the causes of failure ; therefore, in addition to the necessity 

 of thorough business methods, as before mentioned, I wish to call 

 your attention to practices concerning the matter of salesmanship 

 in our large manufacturing companies. Recognizing the fact that 

 if a man is to reach the highest degree of proficiency he must con- 

 fine himself strictly to certain lines, the producing superintendent 

 or manager pays no attention whatever to the matter of distribu- 

 tion, except to keep himself posted as to the demand; he also 

 keeps his colleague, the sales manager, posted as to the cost of 

 production. These companies also recognize that salesmanship 

 is a special business and that men must have special qualifications 

 to fill such positions. Probably more farmers' corporations, such 

 as creameries, cheese factories, and buying and selling associa- 

 tions, have failed from lack of appreciation of this fact than from 

 any other cause. They have failed to recognize that specific du- 

 ties devolve upon creamery and cheese factory managers, cheese 

 and butter makers, and buyers and salesmen for cooperative buying 

 associations, and that they must have special qualifications and 

 training; and they have failed to recognize that the cheap man 

 with his limitations is expensive at any price — expensive even 

 if he would work for nothing. 



GRADING AND STANDARDIZING 



As to standardization, I believe there is only one final solution 

 for grading and standardizing for the average grower, and that is 



