724 ANNUAL REPORT OF THE Off. Doc. 



In rny work I have to keep in mind not the creamery alone, but the 

 great mass of the dairymen, and what can we do to help them as 

 well as to help you. It' you can sell to the cow the feed at market 

 price and get a return of from fifty to a dollar over and above the 

 cost it is good business. Now, if you can produce the major por- 

 tion of that feed and also have profit, whatever profit there is in the 

 production, then you have the two profits of the producer and the 

 feeder. Perhaps some of you are located where you have to buy a 

 great deal of food; others possibly are located where you can grow 

 a great deal of it. Each one must take those things into account 

 and work them out to suit. The fact remains that there are a lot of 

 men keeping cows that no not pay. In order to bring this average 

 down as low as 150 pounds there must be a lot who are keeping 

 cows who do not produce that much, and when you come to a careful 

 investigation of fifty or a hundred herds you will find men that are 

 not getting eighty cents for the dollar's worth of feed; and as one 

 man was asked how did he make his farm pay, what did he do to 

 get the other 20 cents, said, "Well, we have to have something to 

 eat up the feed." You see his aim was wrong. He was trying to 

 get his food eaten up instead of trying to get a profit. Most of us 

 look at these things from a dollar and cents standpoint, not merely 

 for the standpoint but because we have to have money in our busi- 

 ness, and in the discussion of these things I hope to keep in mind all 

 the time the natural phase of the thing, because if we cannot make 

 the thing add to our income either directly or indirectly, most of us 

 cannot spend much time on it. Indeed it is only here and there a 

 man is willing to put the quality of his product above everything 

 else, whether it costs money or makes profit. Most of us have to 

 have a little profit. 



We oftentimes lose sight of the fact that superior quality in itself 

 makes for a profit by increasing a demand for a good thing. It was 

 suggested by the question that was asked, that many of us are not 

 sufficiently good business men, good advertisers, to get our products 

 before the people that want it. I am firmly convinced that in every 

 town of from 12,000 to 30,000 people, there are more people who 

 want a good article and who are willing to pay for a good article 

 than the dairyman with 150 to 200 cows can supply, but it is not 

 every man who can produce a good product that is a good enough 

 advertiser to "get there." There may not be a bit of merit in some 

 things that are advertised, but the advertising has made everybody 

 know about them, and the selling of a thing is oftentimes in the ad- 

 vertising first, and quality, second. We have got to get our good 

 article before the people. You or I cannot perhaps get a new law 

 right off, but we can go at advertising to day. The question of 

 making people know more about the quality of the thing we have 

 got is before us. I leave that as one suggestion. I speak with a 

 knowledge of the facts that men are doing it, that men are selling- 

 milk, good milk from clean cows kept in a clean way, at a price above 

 the market because they have succeeded in making the public know 

 that they got that, and then, as our optimistic friend said, they have 

 that honesty and integrity which in itself is a guarantee that if the 

 milk is this way to-day it will be to-morrow. That is the first thing. 

 The next thing is to make the public know you got it. 



We find a great many people who do not know that the whole sue- 



