472 TWENTY-SECOND ANNUAL YEAR BOOK— PART VI 



Further arguments are unnecessary to carry the conviction 

 that of all times within the memory of the present generation 

 the hour has arrived v\^hen to every man vv^ho farms there is 

 much significance in Pat's reply, *'It is toime to milk." 



DEVELOPING YOUR HOME MARKET 



We have alv^ays been of the opinion that there is nothing 

 too good for low^a and we believe that the majority of the people 

 of this state want the best food products, which money can 

 buy. 



We are quite sure that the citizens of Iowa are getting very 

 little of our best Iowa Butter, which is a condition we are sorry 

 exists and we are inclined to place the responsibility in this 

 matter entirely with the management of our Iowa creameries, 

 as we are satisfied that there is a ready market within the state 

 for all of our best butter, especially "State Brand" butter, at a 

 premium over what the same product would sell for on the 

 eastern markets. 



The following article, by A. M. Hein, manager of the 

 Farmers Co-operative Creamery, at Hull, Iowa, proves that 

 our assertions are correct. Mr. Hein has given this subject a 

 great deal of study and has demonstrated that it is possible to 

 develop a home market for quality products, such as is found in 

 our State Brand butter. 



In developing local markets for your butter two import- 

 ant factors are necessary. First, quality and second, publicity. 



You may get along very well when you have the quality, 

 but I have found that to make double time, just spend a little 

 money advertising, telling the public what you have, and if it 

 is different or better than any other brand tell them so, and be 

 • sure the goods you advertise will back you up. Then the rest 

 will shape its way. 



I want to first take up in a brief way five points that I con- 

 sider the most important as to why local marketing is more 

 profitable. 



First — the Price. You all know money is what makes the 

 things go, and so we are all after the price. Many of us cannot 

 tell definitely what our butter is going to net us when we ship 

 to the big markets, so you have this advantage in home market- 

 ing that you make the price. • If you make it too low that is your 

 lookout, but we will leave that to you. 



