130 STATE HORTICULTURAL SOCIETY. 



your own particular case. In the case of our apples, we pack tlie second 

 grade goods in barrels. When a man buys a 20-pouud basket of apples, 

 he wants the highest quality of fruit for eating and is Avilliug to pay 

 a fancy price for it, but when a man wants to put in a supply of fruit 

 for the winter for his family, he finds that the stock which is a little 

 below the "fancy" grade is suitable and at a price which is'more in ac- 

 cordance with his pocketbook than the apples which are packed for the 

 fancy market. 



Many people have an idea that they must spread their apples out on 

 shelves where they will lose all their aroma and fragrance and will wilt. 

 This is not at all so. Pack them in tight so ithat they will retain as 

 much of the aroma and moisture as they can. 



Some years ago we had a large crop of Rhode Island Greenings. The 

 market was pretty full of apples at the time, but when we wanted to 

 force them on the market, we had some little cards printed, telling that 

 these apples were Rhode Island Greenings, and that they were very fine 

 for cooking and eating and this helped very nmterially in selling them. 

 I remember two years ago Avhen we were picking the Rhode Island 

 Greenings about the time that they were ready to pick we had a week 

 of warm wet weather. We usually let the fruit hang on the trees as 

 long as Ave can do so, and this Aveek wound up Avith a wind that put 

 about two hundred bushels of them on the ground. Thev were a little 

 over-ripe for packing and shipping, but were in prime condition for im- 

 mediate use, and by the aid of these cards, we had no trouble in dis- 

 posing of them all at a dollar a bushel. They Avere not in shape to be 

 kept a great while, but every one who bought them got value received. 



Plums and cherries are apt to come in a season Avhen many people 

 are away on vacations and do not want to bother Avith them, or forget 

 about putting them up, until later in the season Avhen prices are high. 

 By reminding them a little in advance, we help them out and also are 

 able to dispose of fruit that otherwise Avould be hard to get rid of. 



Lima, Ohio, is located thirty or forty miles from our place, and each 

 year we run a little excursion up from there to our farm, inviting the 

 dealers to come up, and Ave shoAV them over the place and get acquainted 

 Avith them, and smooth out any little differences that may have arisen 

 in the course of business and take them on a trip through the orchards 

 and packing houses. They enjoy it and so do Ave and it does a lot to 

 cement the friendship between them and ourselves. We need them and 

 they need us. 



Perhaps some of you have wondered for some time why I have not 

 spoken more about co-operation in the marketing ])roblem. My brother 

 and myself are the only large growers of fruit in our section and as we 

 are in business together, we have all the co-operation that is possible in 

 our case. We are in close touch with our market and with our dealers. 

 With the small grower of fruit, co-operation, of course, is the only sal- 

 vation. It means better production by raising the marketing standards. 

 In the East and Middle West, this coxDperation is in its infancy, but in 

 the West they have got it to a state of perfection. They raise a large 

 amount of one particular product, one class of oranges or aj^ples, and 

 this gives a supply that gives the dealers confidence, and establishes a 

 price for that product, because the dealers know that they can supply 



