IXDIAXA HOKTICULTURAL SOCIKTV. 357 



yet there is a limit to the amount of berries he can sell in this way, and 

 while he is retailing his berries the picking and packing for the next day 

 is no doubt not progressing as rapidly or as well as it should or would 

 If the owner was on the ground, no matter how good a man is left in 

 charge. No doubt the grading is sleighted in the msh, and the next load 

 will not be up to the standard and will cause complaint from the cus- 

 tomers and a dissatisfied customer is Avorse than no customer at all. 



I belieA-e the home market can be built up, a trade secured and held, 

 the grower making a greater success and realizing a larger pront by per- 

 sonally overseeing the grading and packing, knowing that this part of 

 the business is properly attended to. delivering the berries to the market 

 in a good condition and there sold by the retailer than if he undertakes 

 to sell direct to the consumer. A reputation is far more valual)le if we 

 are making a life work of strawberry growing than the small per cent, 

 charged for selling our fruit. 



Arrange with a few grocerymen to handle the berries on commission. 

 They should be sold on a per cent, of the retail price and not by the 

 quart regardless of the selling price. By the former method the retailer 

 will do all he can to help hold up the price as long as possible as his 

 profits will be larger. If the later method is used the lower the price the 

 more quarts he can sell and consequently the gi-eater is his profits, 

 though the grower's will be considerably reduced. The berries should be 

 delivered every morning by the grower, if possible, and the retail price for 

 that day established. Under no circumstances should the retailer be al- 

 lowed to sell the berries for less without the producer's consent. Here is 

 where -the telephone is indispensable. If the price is left with the retailer 

 they willtoo often try to undersell one another and the price will be cut 

 when there is no necessity, or one will sometimes be selling lower than 

 another. To give the consumer satisfaction and to treat all the retailers 

 right it must be an understood rule that the same grade of berries, at no 

 time, can be bought any cheaper at one store than another. If it becomes 

 necessary from any cause to reduce the price after being made in the 

 morning each retailer should be notified of the change and then there will 

 be no chance for complaint for overcharge. Only arrange with a few 

 grocers at first, so as to be nble to supply all the berries they can handle, 

 thus shutting all others from supplying them. Others may be added 

 to the list as the business grows, thus coming nearer each year to sup- 

 plying the entire market. 



I?y this method the grower first controls the retail price of his fruit 

 regardless of any one or their opinions and is able to keep up the price 

 longer. If he has fine fruit he need not be afraid to set a good price, 

 though the retailer may know it is too high, and drive home, taking up 

 the work there with a contented mind, well knowing that they will be 

 so)ii »'?r> lie returns the next morning with more berries. 



