502 IOWA DEPARTMENT OF AGRICULTURE 



TAKE CARE OF YOUR HOME MARKET 



By A. M. Hein 



You have learned a great deal of this industry that we represent since 

 we have gathered at this convention. You no doubt have gathered 

 enough pep by this time to go home and start something that will arouse 

 your patrons so that they will sit up and take notice to what you have 

 to say. You have learned that the time for Quality is at hand, they have 

 picked me to tell you how to dispose of this butter with Quality to best 

 advantage and realizing more money from same than heretofore. 



Undoubtedly every creamery in Iowa has some kind of a home market 

 for a part of the butter which it manufactures, regardless of the grade 

 of butter which it may be. These creameries must also realize that 

 butter disposed of on this home market nets more money. Many opera- 

 tors seldom figure off freight, nor do they take into consideration shrink- 

 age, deterioration while in transit, and market conditions which effect 

 the sale of goods on the eastern marliets. 



At the creamery the price, usually, is made according to market quota- 

 tions from extras, one way or another. This is the price demanded from 

 the home trade. The commission man sells our Iowa butter and the 

 price is based on what the butter sells for. Very few creameries have 

 a set price by which they will know just what to expect from the market, 

 unless they turn out a uniform piece of goods the year around and these 

 are few, I believe. Is it not better, then, and more profitable to sell as 

 much butter on our home markets and make our own price and not take 

 any chances on the butter while in transit, especially when it takes the 

 length of time now required to get butter on the market from this part 

 of the state? 



This is one thing that our average co-operative creameries have over- 

 looked in the past. Just because the bulk of butter made at these cream- 

 eries is shipped to an eastern market, most creamerymen pay little at- 

 tention to home trade. Apparently they feel that because they have the 

 only creamery in town and because every store handles it, people who 

 want creamery butter should know where to get it. So why should he 

 worry about home trade? 



Let me tell the creamerymen something worth while: Build up your 

 home trade by making the best butter possible, something with Quality 

 back of it, something that is in a class by itself, and you will then find 

 the consuming public reaching out for this butter and willing to pay the 

 price which you demand. There are hundreds of different brands sold, 

 but there is only one brand in this state that accomplishes just what it 

 was created for, and that is the State Brand. Our creamery has sold 

 butter under this brand for about a year, and have given it a fair trial 

 during that time. We realize 2c above New York extras, net our station, 

 which is a good price for our State Brand Butter. We also carry a 



