No. 7. DEPARTMENT OF AGRICULTURE. Stt 



if he could procure it just as cheaply as the "don't care how" pro- 

 duced kind, but absolutely unwilling to sacrifice any of his profit, so 

 long as the public was satisfied, or at least stood for the imposition. 

 I then looked around for a man willing to go into the milk business 

 on a reasonable profit basis. Arrangements were made to place the 

 merits of our milk before he people, a nice descriptive circular, with 

 a mailing card and a request to have our man deliver a sample bottle 

 was put into each circular, and these circulars covered the follow- 

 ing points: 



1st. This milk is produced from a tested herd, absolutely free 

 from tuberculosis. 



2nd. A certificate from the local veterinarian who tested the 

 herd, also a statement from him in regard to the sanitary condition 

 of the barn, etc. 



3d. An explanation showing the importance of clean milk from 

 healthy cows to babies and invalids. 



4th. Instructions to consumers how to take care of milk after 

 it was delivered to them and explaining the danger of allowing milk 

 to become contaminated. 



A letter enclosing the circular was also sent to each one of the 

 physicians in town. 



Although we did not have a single customer before we started, 

 when we were ready to deliver we had orders for 150 quarts daily, 

 and at the en<l of 30 days we had sale for all we had at that time, 200 

 quarts daily. We have received for our milk five cents per quart de- 

 livered at the station. This milk was retailed at eight cents a quart 

 — two cents higher than the average price for milk. 



In a town where ordinary milk sells for eight cents, ten cents can 

 easily be procured for milk of this quality. In other words, in or- 

 der to market milk at a profit, the farmer must arrange for the pro- 

 duction of milk cleaner and better than the average; and second, 

 carry on an advertising campaign to educate people to appreciate 

 good milk and to believe in his particular product. A proper ad- 

 vertising campaign like the above, can be carried out anywhere for 

 a sum not exceeding fifty dollars. 



We, as farmers and dairymen, need to learn the value of adver- 

 tising in order to create independent markets for our products. If 

 a man has something good to sell, he himself must reach the public 

 and create a demand. In this way only can we secure decent treat- 

 ment and fair consideration from middlemen. The man who builds 

 up a reputation for his own goods can generally dictate his own 

 terms. 



An increase of a cent, or a cent and half per quart, is quite an 

 item, and is sufficient to make many dairies that are not now profit- 

 able, earn at least a satisfactory dividend for the dairyman or 

 farmer. I believe that work of this kind would stimulate the dairy 

 business in many communities. If we are ever to get be1i:er pric€« 

 for our products, we must teach the public that there is more than 

 one kind of milk. Once people know how to discriminate, there will 

 always be a demand for the better milk and at better prices. 



Do not let the fact that you are not close to a town or city dis- 

 courage you from making an earnest effort to secure for yourself 

 better profits as a producer of dairy products. This will enable yon 



