492 TWENTY-THIRD ANNUAL YEAR BOOK— PART VII 



is going to make an appeal to the shipper in the future by giving him 

 results. 



We don't have very much co-operation in the state of Iowa. I say 

 that advisedly, because I have taken a good deal of time in the last few 

 years and performed a considerable amount of travel to see what is done 

 in other states. We have big problems here of our own. I do not see 

 any reason, after a very careful study of what has been done in the 

 commodities in which we are interested, and what has been done in other 

 lines, I do not see any inherent reason why we should not have business 

 experience and brains enough in this state to build an organization which 

 would achieve a really distinctive service for live stock shipping — we are 

 talking about that — and the others, too — but for live stock shipping, the 

 distinctive service which has been performed for the shipping of fruits, 

 vegetables and various products in other parts of the United States. 



It would be a somewhat different organization, but it seems to me that 

 the essential features of it are pretty well established. They standard- 

 ize the local association, the overhead service organization with profes- 

 sional departments for the taking care of the several lines of service — 

 and I featured traffic today — which are called for and effect the real suc- 

 cess of those organizations. When we have done that, then we can put 

 the support of that great, big, organized movement back of a terminal 

 selling agency such as Mr. Doty has been explaining today. 



They say they haven't got very much stock from Iowa up to the 

 present time. They normally would expect, in view of the size of the 

 live stock industry and the number of shippers in this state, a large 

 amount. It seems to me that the whole future success of the terminal 

 selling movement depends upon just two things, the two things, or the 

 lack of which, caused the failure of a previous attempt at terminal sell- 

 ing. Certainly many of the older men in this organization are familiar 

 with the fact that some years ago you had quite an ambitious selling 

 scheme which was operated for a time. 



Why did it fail? There were just exactly two reasons. Am I not 

 right in this? When it went into the terminal stockyards markets it 

 was boycotted and black-jacked by the selling organizations in those mar- 

 kets. It was hit on one side, and on the other side it was not supported 

 by a well-organized, loyal group of shippers who really believed — hadn't 

 gotten educated up to the point where they organized the volume of co- 

 operative stuff to turn over to it and make the business when it started. 

 Those two things wiped it out in every one of those five markets they 

 started. It only took four years to put the whole thing out of business. 



There is no reason on earth why all the effort that has been put forth 

 by the National Live Stock Producers on terminal selling agencies at the 

 present time should be wiped out in four years. As Mr. Doty said, we 

 have today the Packers and Stockyards Administration, and with Mr. 

 Wallace back of it, and the men who are in the Department of Agricul- 

 ture, we can be pretty near sure that an organization of farmers who are 

 organized on a business basis going into those yards will have a better 

 chance handed them, for they are not going to be black-jacked. If they 

 are able to put up a good, efficient business organization there, they are 



