430 Missouri Agricultural R&port. 



Each year Missouri farmers and poultrymen lose in the ag- 

 gregate, thousands, perhaps millions of dollars, because of poor 

 methods in marketing, yet few stop to count the cost of this care- 

 lessness. 



The poultryman must sell to the consumer or the dealer. In 

 either case he should remember that poultry, even more than peo- 

 ple, is judged by appearances — even though appearances may 

 sometimes be deceptive. "A dirty egg is a disgrace to the one 

 who sells it." 



Are you going to sell direct to the consumer? If so, there are 

 many things to be considered. You must know your market, for 

 different markets have different requirements. For instance, "In 

 Boston, Providence and other important New England markets 

 the fancy trade demands brown-shelled eggs. In New York, best 

 prices are received for eggs with white shells." Then you will 

 profit by it if you are able to cater to the wants of each individual 

 customer. In delivering goods direct to the consumer, a neat 

 packages, upon which is printed or stenciled the farm name, will 

 prove a good investment. It is generally true that the seller who 

 takes pains to prepare a neat package will usually see that it is 

 filled with goods of first-class quality. To put nice clean eggs in 

 dirty boxes or baskets is to do injustice to the hen. A neat package 

 attracts customers. A high-class trade is worth working for, but 

 it must be remembered that a high-class trade demands high-class 

 goods. If the goods are not better than can be bought on the open 

 market the consumer will not long continue to pay the poultryman 

 fancy prices. Selling eggs direct to the consumer also demands 

 that the supply be continuous, and not only continuous, but regular. 

 The best buyers are looking for the man who can furnish them 

 eggs when eggs are scarce. The ability to supply eggs when they 

 are hard to obtain elsewhere will often mean a customer through- 

 out the year. ''Extra quality goods, attractively put up, delivered 

 at the right time and to the right person, means easy money." The 

 extra price per dozen which is paid for quality is almost clear gain. 

 An advance of five cents per dozen on ten dozen eggs is fifty cents, 

 and on 200 hens, averaging 120 eggs per year, the advance amounts 

 to $100 annually. In every large city, and in many smaller ones, 

 are families who are willing to pay a premium for choice goods. 

 The largest returns come from supplying such customers, but it 

 must be remembered that not every poultryman is prepared to do 

 so with profit. Selling direct to the consumer means much more 

 care and considerably more labor and expense. There is also more 



