516 ANNUAL REPORT OF THE Off. Doc, 



bearing, and show them how jou pack your fruit, and show them 

 eA'ery detail of your business, because you want to get them in sym- 

 pathy with you and your fruit, and then they will make their custo- 

 mers give you about twenty-tiTe per cent, more for that fruit, because 

 they are in touch with it and know it is the best of its kind. If 

 you are dealing on a large scale, and wish to deal with a man who 

 buys on a large scale, whether he is living in New York, Cleveland, 

 Chicago or Baltimore, say to him, ''Come down here and see the 

 orchard, and see what I am doing; how I am doing it;" and if he 

 don't come, some other man will; that is, some man who wants your 

 account will come; if they come there and see your goods they will 

 keep in touch with you, and you will get the confidence of those 

 men, and you will come in sympathy with each other. And there is 

 big profit in faith and confidence. 



Some people don't pack their fruit quite as carefully as they ought 

 and ship to some one whom they never saw, but their neighbors say 

 he is a good man, and gets a moderate return, and another replies, 

 that fellow cheated me, and the result is he does not get what they 

 are worth, but if the commission man knows you and knows your 

 goods are always all right you will get good dividends out of them 

 It is not right to build up a good orchard and lose our profits out of 

 them, because we have not been able to get our fruit to the right men 

 in the right market. The most profitable markets in Pennsylvania, 

 and all other states, are the local markets; of course, they may not 

 be a large factor for everyone, but the little orchards all over this 

 country wholly supply in their season all the market peaches that 

 heretofore were supplied by Delaware or Xew Jersey, but it matters 

 not how many come to the different places they cannot compete with 

 the home grown peaches delivered to the families fresh from the 

 orchards each morning. They will always have first call there, 

 and there is a saving in freight charges, and a saving of the commis- 

 sion. If you do a little business and come in contact with the con- 

 sumer, the retailer's as well as the wholesalers profits is cut out, and 

 everything is to the good. I know that time and time again people 

 have produced fine fruit, and shipped it away, and paid the railroad 

 charges and commission, and it might have been sold at their home 

 market for more money than they received by shipping them away. 

 Pennsylvania is an enormously rich State, and people in Pennsyl- 

 vania are making money, and they want home grown fruit, and the 

 home markets are worth more than any other. Don't forget the 

 home market and the home supply. 



Now, as to Pennsylvania's opportunities: A gentleman told us 

 about those splendid apple orchards up in Western New York, and 

 we have heard about the wonderful fruit producing orchards in the 

 West, but I say now that no Slate in the Union has so much fruit 

 growing territory as Pennsylvania. In Western New York they 

 stick apple trees into that rich soil and they grow to great size, but 

 your hilly lands of Pennsylvania are worth ten times as much as the 

 western New York districts are. I want to say that those orchards 

 up there are going off the face of the earth when Pennsylvania gets 

 on to its job and plants them on the hills, just as they are doing 

 along the Hudson, and as we are doing in New England, and the 

 latter orchards will put the others out of business, if the scale has 

 not already got such a hold of them as will finish the job. 



