40 STATE HORTICULTURAL SOCIETY 



the market, or the transportation, handling, and distribution are defect- 

 ive. We must find the actual cause of the t)resent unsatisfactory returns 

 or we can not hope to remove the difiiculty. 



Study the question of markets, of distribution, select commission men 

 of reputation and ability, and stick to them. 



Above all, do not forget that in selecting a location, in the quality of 

 soil, in cultivating, in mulching, in pruning, in picking, in packing, and in 

 all the details of the work, you are performing an imi)ortant part in sell- 

 ing your product. There is usually a demand for good fruit, delivered in 

 good condition in the right market. 



The third and most important is the grower himself. Is he honest, 

 temperate, industrious? Has he a taste and liking for the business? Is 

 he quick in perception and action? Is he orderly, systematic, and 

 methodical? Is he courageous, confident, self-reliant, and determined? 

 Is he well-informed and progressive? All these are elements that enter 

 into the successful berrv-grower, and each grower must answer for him- 

 self. 



Let the X rays of fact be turned into his secret soul and let him there 

 study himself, and decide without prejudice whether he can answer these 

 questions in the affirmative. If not, then cultivate the weaker qualities, 

 as he would the berries in his garden, until strong, firm, and complete. 

 Having these principles well developed, he stands at the head of the most 

 honorable business on earth. 



In the division of labor it is his part to create the useful as well as the 

 beautiful in life. The earth works for him, the sun and rain, the heat and 

 the frost are as servants and respond to every application of intellect. 



The fruitgrower should then adopt the' most exacting business prin- 

 ciples. 



In this business there can be no delay. He must take the season when 

 it serves, or lose his labor. Products must be placed ux)on the ituuket 

 without regard to conditions, competition, or prices. No other business 

 requires such prompt, energetic action, and only the best preparations for 

 all emergencies can secure complete success. 



DISCUSSION. 



Mr. Hancock: Mr. Thayer spoke of an association. I would like to 

 have his ideas about it — an association for the distribution of fruit and 

 for information, I understood him. 



Mr. Thayer : I would state that in Sparta we have an association which 

 is managed by a board of five directors. The form of the organization 

 is that of a joint-stock concern. Each grower is entitled to one share. 

 They are organized the same as any other association. We have some 

 150 members in the organization. There is a board of directors, elected 

 by the association. They employ a clerk, book-keeper, etc., and all con- 

 signing of fruit is done by the board of directors. They limit the ship- 

 ments to certain ])arties in certain cities. Our shipments are almost 

 entirely to St. Paul, Minneapolis, Duluth, and West Superior, excepting 

 as we get orders. We work up in all the smaller towns as many direct 

 orders^ as possible. We reach all through Iho Dakotas and ]Minnesota and 



