STATE aEAlSTGE OF ILLIl^OIS. 19 



facturers would soon be too stronor for them to contend with. 

 To the shame of many who have a name with as, but who lack 

 the heart of a true Patron, they purchased from the enemy, 

 and, in so doing, showed that the present dime was to them 

 better than the future dollar, and ignored all principle besides. 

 Conduct of this kind has done very much to discourage manu- 

 facturers, who have met us upon our own terms, and it has been 

 the cause of not a few withdrawing their propositions. 



Another cause of our failure is, that our trade is completely 

 scattered and lacks the concentration of the most common 

 agency among us. It will never do to attempt carrying on a 

 retail trade upon a wholesale basis. When dealers offered us 

 their wholesale prices they expected us to unite our orders and 

 purchase as largely as their former agents did, or, at least, suf- 

 ficient to supply our own membership. Too few of our mem- 

 bers consider that manufacturers cannot furnish a single article 

 at the same rate they can a large quantity. When orders were 

 sent in singly, or in small numbers, they failed to secure the 

 lowest prices, and the purchaser also lost the benefit of low 

 freights allowed on car load lots. 



It will be seen, then, that Patrons have experienced two 

 losses, both of which our local agents escape. Those who have 

 bought in this way soon discovered that their good^ cost them 

 quite as much, or even more, than if purchased from the home 

 trade, to say nothing of the trouble of ordering. 



One cause of our scattered trade is, that we did not adopt any 

 certain kinds of implements and machinery upon which we 

 could unite with confidence; and another is, that each county 

 and Subordinate Grange agent endeavored to get whatever the 

 prejudices of their customers dictated. 



Again, Patrons do not anticipate their wants and order in 

 time. Many think goods can be supplied any hour, and they 

 make no allowance for detention of mails, an overstock of 

 orders at the factory, the crowded condition of freight trains, 

 the oversight of shipping clerks, or the negligence of railroad 

 employees; and these annoyances, frequently occurring, have 

 been the cause of many discouragements. When goods are 

 ordered in large quantities, many of these difficulties are not 

 experienced. 



The credulity of farmers, too. has been another cause of fail- 

 ure. It seems as if they are ever ready to listen to the false 

 reports of local or traveling agents, who always have a supply 

 of reasons why it is better to pay a good round price for an 

 article set down at your door, than to send for it yourself, even 

 though you ^ave several dollars by it. 



Again, there are too many who become so prejudiced in favor 

 of what they have become used to, or against something they 



