191S.] TIIF XFXnSSITV FOR ORGANIZATIOX. tl 



year but found that tliorc was no sale for it, yet in the citiei 

 hay frcjm Cincinnati was still seUin,L,^ 'I'he exi)lanati(»n gi\en 

 by tlie dealers was that it was really more economical for them 

 to order hay from Cincinnati than to buy it from the farmers. 

 -\ telegram or a letter would bring a carload of hay of a given 

 S^rade. Thev knew before thev saw it what it would be 

 like and did not need to waste any time examining it. Un 

 the other hand, if they buught hay of the local f.armers, they 

 would have to ins])ect and examine every load. Until the 

 farmers were prepared to grade and guarantee the quality of 

 their hay, the dealers founr! their own time too valuable to 

 spend in examining and inspecting the farmers' hay. 



There is another story of some New York apple growers 

 who went to the manager of a large Xew York hotel wdio had. 

 been buying apples from the far Northwest, and asked him 

 if he w^ould not buy New York apples. He replied that when 

 he ordered apples from the Northwest, he cr)uld order by 

 grade and every box w^ould be exactly what he wanted ; 

 whereas if, at that time, he ordered apples from western New 

 York, he would have to buy them in an ungraded condition 

 and would have to inspect practically every barrel, and even 

 then they would not all be alike, and therefore not exactly 

 what he wanted. 



The Danes, Avho have carried the work of agricultural or- 

 ganization further, perhaps, than any other people have long 

 appreciated the importance of selling their products on grade, 

 and of protecting the reputation of the grades. Our Minister 

 to Denmark told of an incident which happened there. .\ 

 certain shipment of Danish butter to London was found to 

 be below par. It was m.ade almost a national issue in Den- 

 mark and the national government itself exercised itself in 

 order to explain the incident, and to assure not only their 

 London customers, 1)ut even the representatives of foreign 

 governments to which no Danish butter was ever sent, that 

 it would not occur again. That extreme care which they ex- 

 ercised to preserve the reputation of Danish butter helps to 

 explain wh\- the Danish butter sells so w-ell. The people 

 who buv it have confidence in it and generally find that it is 

 exactly what they want. They do not have to inspect it be- 

 fore buying. When I was in Denmark a few years ago, I 



