SF^VENTH ANNUAL YEAR BOOK— PART VII. 289 



It occurred to me that if we could place an independent, capable fellow 

 in these markets for the use of the creamery men and your use, we 

 could overcome a great deal of this misunderstanding that has grown up 

 between the buttermaker and the butter buyer, and that is the reason 

 Mr. Smarzo and Mr. Credicott are on the markets today. They are there 

 for your use; we want them to make you examine your butter; if you 

 have fearful doubts in regard to a shipment going from your creamery, 

 if you are shipping to New York or Chicago, write to our men and get 

 them to examine your butter, have them report the trouble with your 

 butter on the market. There is a great deal of misunderstanding be- 

 cause butter sometimes at the creamery is not the same kind ef butter it 

 is 1,500 miles from the creamery at the market in ten days' time. Butter 

 changes in transportation; what we have thought to be a good piece of 

 butter at the other end of the line is a bad piece of butter when it 

 reaches the market, and you have not been able to follow that up. These 

 men on the market can do that for you, can report to you directly and 

 definitely just how that butter arrived, and I believe if you buttermakers 

 will take advantage of that opportunity to find just how your butter ia 

 going on the market it will do you a whole lot of good. 



Now the work that we have done since the first of July has been an 

 eye-opener to us and perhaps to some of you. We have found, to say the 

 least, a bad state of affairs in many creameries over this country. I be- 

 lieve the creamery men themselves, the buttermakers, are at fault very 

 largely in this. You are at fault because you have not been able to find 

 out just how your butter appeared on the market end of the line; you 

 are at fault, perhaps, because you have not had the proper training to 

 understand the difficulties occurring every day in your creamery. There 

 are a lot of things coming up every day, some new to us and some old 

 things threshed out over and over, and yet conditions are a little differ- 

 ent and we fail to meet them. If we can help you to meet these foreign 

 conditions that is what we want to do, and we solicit your help in doing 

 that. 



I think last night Mr. Shilling spoke a little of the extent of oleomar- 

 garine sales in this country. In the last two months it has increased 

 very materially. Of course there are two reasons for this, one the high 

 price of butter; but one of the things that help the oleomargarine dealers 

 sell oleomargarine is because the buttermakers are making poor butter. 

 If you will place on the market butter scoring 93 to 95 you will have 

 little trouble with oleomargarine, because people want good butter and 

 will buy it, and when they get butter that will only score 85 to 90, butter 

 that is not good, they will not buy any more of that butter and will not 

 use much of it if they have it. There is no better argument for the sale 

 of oleomargarine than poor butter, and I believe in the last five years our 

 butter product has been getting poorer all the time. Perhaps there are a 

 number of reasons for this; one, I think, is the tendency among a great 

 many 'buttermakers to get a little higher profit by working too much 

 moisture in the butter. A good many buttermakers over the country 

 have found to their sorrow there was too much water in their butter and 

 have had to pay 10 cents a pound for the water in their butter, which 



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