1018.] Tin: .\i:ci:ssFTV for r)Rr,.\Niz.\Ti().v. 69 



kind he likes. 'Vhv rc'-taiuani kcc-j^L-r \\li<> 1)U\■^ ]jniilcr> iruiii 

 tlie poultry man nui.sl cliar'.ie lii> cu^Imiikts a uniform price, 

 and he would like to i^et a uniform product. If lie buy^ an. 

 ungraded assorinunt, some will he larj.^c and some small, 

 some fat and some lean, it will he im])ossible for him to 

 treat his customers alike. If it is a cheap restaurant, he 

 wants chea]) hroilers; if it is an ex])cnsive restaurant, he 

 ^\•ants hrst-rate broilers and ncj cheap ones among them. He 

 will therefore always deal 1)}- ])reference with the man who 

 can gi\e him exactl\- what he wants and in the cjuantities de- 

 sired. The same principle holds true of practically all agri- 

 cultural products. Different buyers want dift'erent grades 

 and qualities. Each buyer wants what he wants and will al- 

 ways deal b\' preference with the one wdio ^vill sell him .ex- 

 actly what he wants and in the desired qtiantities, rather than 

 with the seller whi insists on sellinjj :va ting^rad?.'-. nonde- 

 script batch of stuff. 



Naturally the small farmer with onl\- a small quantity to 

 sell cannot grade it or suppl}' it in sufticient quantities to 

 satisfy the various needs of various customers. If he has no 

 •organization, he must necessarily sell to dealers who 1)U}' 

 from a large number of farmers, and then grades and classi- 

 fie.- according to the needs of his customers. A farmer in 

 this case will never be able to deal directly with ctistcmers : 

 he must absolutely and always deal with a middleman, be- 

 cause grading is an absolute necessity and therefore some 

 agency whicli can do gradir.g is equall\- a necessity. Xothing 

 will meet the situation and eliminate the dealers' profits ex- 

 cept an organization of farmers large enough to grade and 

 stipply the different grades ni the quantity demanded. 



Not only must the products be good and be properly 

 graded. l)ut it is usual!}' necessar}' to brand or trade-mark 

 them, or in some way identif}' them with the producer. This 

 is often necessar}' fe^r the protection of the producers who 

 had been producing a good product and had worked up a 

 reptitation for it. I kiiow a neighborhood that for years had 

 a special reputation for its potatoes. Buyers were eager to 

 buy them and usuall}' paid a small premium to get them. 

 Having?- no ors^anization and no method of brandins: or trade- 

 marking tlieir product, some unscru[)uluus producers began to 



