398 State Horticultural Socictx. 



GETTING THE MOST FROM FARM PRODUCTS. 

 (T. J. Foster, Barry County, Mo.) 



I have been devoting- more thought of late years to the marketing 

 of my farm products. I find that much of the profit reahzed over and 

 above the cost of production is the result of using good judgment in 

 selling to the best advantage. Our farm consists of 235 acres ; 70 acres 

 in apple orchard, the remainder cultivated in corn, wheat, cowpeas, clover 

 and grass for hay and pasture, also some berries. 



Berries are usually the first crop ready for market in the spring. I 

 have sold in many different ways with fair success. However, the best 

 plan that I have ever practiced is to sell to local fruit dealers or grocers 

 in nearby towns, branching out to adjoining towns as far as necessary 

 to sell my crop. By following this plan. I save the commission, and the 

 results are more satisfactory. 



By marketing as near home as possible, the express charges are not 

 nearly so much, and I can sell at considerably lower price and still realize 

 as much for my berries as I would to ship them to commission men at 

 more distant markets. I secure a list of all the grocery dealers in the 

 town where I want to ship berries. I send them letters stating what T 

 have for sale, informing them that I can furnish nice fresh berries, put 

 up in neat packages, direct from the farm, every day. They are usually 

 very glad to avail themselves of such an opportunity, as they get the 

 fruit fresher and in better condition than they can from the commission 

 men. I have each man notify me either by letter or wire the number of 

 crates he wants each day, and what he can pay for them, and the\- are 

 shipped directly to him. 



HONEST PACKING MEANS LARGER SALES. 



There is no uncertainty about this way of selling, as I know just 

 what I am going to get for my berries before I ship them. I put up 

 nothing but first-class fruit in every package. When I sell to a man once 

 I can retain him as a customer as long as I have fruit for sale. I find 

 it very profitable to do considerable judicious advertising and create a 

 demand for my products, then I can dictate in a measure my own terms. 

 The producer who is a producer only must depend upon the commission 

 man and take whatever he can get. 



I have nothing to say against the reliable commission man. I have 

 shipped lots of farm products to commission men and received satisfac- 

 tory results. The only trouble is that markets too frequently become over- 

 stocked and the shipper never knows when he will strike the market in 



