ipi6 



BETTER FRUIT 



Page 25 



prices; too much overhead charges; too 

 many growers selling direct, cutting 

 under the mai-ket; too many curhstone 

 brokers showing the buyers how to get 

 prices down; too many "independents" 

 issuing frequent circulars, always quot- 

 ing lower prices "subject to confirma- 

 tion," not selling nuich but ruining the 

 market, creating distrust, alarming the 

 buyers and jobbers till they won't buy 

 at all, and the consumer goes without 

 the fruit, which falls to the ground 

 and rots. 



I don't see how the marketing men 

 can look at the wonderful fruit of the 

 Northwest going to waste while mil- 

 lions of people are wanting it and not 

 be ashamed to keep on fighting each 

 other. But what is the remedy? Is 

 there any practical way? Mr. Paul- 

 hamus says, and I think he is right, that 

 "the solution of our problem is to have 

 the men that we must depend upon to 

 sell the crop work together as nearly 

 as possible with the eiriciency of one 

 organization." Is this possible, and 

 how? In my opinion we must retain 

 all the outlets we now have and utilize 

 them efficiently. We must group and 

 unite the work of the farmer-shipper 

 who has an outlet among his friends in 

 the East for a few cars, the broker who 

 brings in buying orders for cash, the 

 cash buyer with regular customers, the 

 association or union or growers' agent 

 or exchange, each with its extensive 

 marketing machine and regular cus- 

 tomers. We should keep all our brands 

 and lose none of our loyalty for our 

 various organizations. Do not the Eng- 

 lish and French and Italians and Rus- 

 sians fight together as earnestly as pos- 

 sible for a common cause, but each 

 nation under its own flag? So the mar- 

 keting concerns should unite. Hut we 

 must change the sentiment — "My or- 

 ganization, right or wrong, it must 

 succeed, no matter if the Northwest 

 fruit industry is ruined." ^^^^at need of 

 fruit-marketing organizations after the 

 fruit industry is ruined. Our sentiment 

 should be, "My organization must be 

 right, must play the game square, must 

 be willing to give and take, must treat 

 the other shipper as we would have 

 him treat us." 



There are four classes of growers, the 

 grower who sells for cash, the grower 

 who ships to distant markets on con- 

 signment, the grower who believes in 

 and belongs to a co-operative organi- 

 zation, and the grower who employs 

 the best selling agent he can find to sell 

 his fruit for him. No matter what we 

 may do we will always have these four 

 classes. How can we harmonize these 

 four classes and get them to work to- 

 gether. Let me illustrate. Under a 

 reciprocal arrangement in each district 

 the marketing organizations could em- 

 ploy one man to represent us all in the 

 Philippine Islands. Such a man could 

 create a new market for several hun- 

 dred cars of a])ples. No one shipjjing 

 concern has yet thought it could afford 

 to do this. We could all unite and send 

 a salesman to South America, with like 

 results. When the war is over we 

 should have at least one man in Rolter- 



Awarded 

 Grand Prize 



San FranriNoo 

 <& San DieKii 

 K.vposition.s 



iliais 

 sei»vice 



Ask any owner who attended our 191S 

 Caterpillar School. He'll tell you how the 

 school increased his profits, taught him to 

 get maximum results from his tractor. .\nd 



our aninull Caterpillar School in Stockton, Calif., and Spo- 

 kane, Wash. — free to owners — is just one branch of our 

 complete service. 



Reg. us. Pot Oa 

 Don't Say Caterpillar Unless You Mean Holt ! 



The /j(^.9f service we give is tiie service we build into the 

 Caterpillar iisclf — the kind of service of which owners write: 

 "Have used my Caterpillar five years. The original track 

 chains are still in use." 



"Repair bill for season less than $10.00." 

 "$10,000 worth of work this year — renair bill $1.65." 

 A postal will bring you Bulletin BE 334 which describes 

 the Caterpillar fully. Or if you're niterested in the Cater- 

 pillar School, opening January 31st, write for particulars — - 

 a low tuition fee admits you if you're not a Caterpillar owner. 



THE HOLT MFG. CO., Inc. 



Portland, Ore. Spokane, Wash. Stockton, Cal. 



Cons. Wagon .S: Mchy. Co., Sales Agts., Salt Lake City, Utah, 

 F. B. Connelly Co., Sales Agts., Billings, Great Falls. Mont. 



w 



Southern California 



"THE MAGIC LAND OF PALMS AND FLOWERS" 



Southern California has much to offer you this winter. City or country, mountains 

 or beach resorts all are inviting. The Panama-California Exposition at San Diego 

 will remain open another year — bigger and better than ever. But Southern California 

 offers something even greater than this. It is the ever-present and delightful 



Sunshine and Flowers 



Roses in bloom. Oranges and Lemons ripening on the trees, Poppies and Geraniums 

 everywhere. This is the real California. The expense of a trip to Southern California 

 is not great, 



I -.^ji, PminrI Trii\ six-month tickets are on sale daily from Pacific Northwest 

 '^*'" IvOUna 1 rip points, stopovers are allowed at pleasure. Through car 

 service on the limited trains, through dining car and obseri'ation cars make the all- 

 rail route the delightful way to go. 



Ask your local agctit or writf 

 Joint M. Scot/, Ociii-ral Passenger Agent, I'ortUuid, Oregon 



SOUTHERN PACIFIC 



WHEN WRITING ADVERTISERS MENTION BETTER FRUIT 



