1054 THE FRUIT INDUSTRY IN NEW YORK STATE 



diameter; there are also at least 90 per cent free from worm holes, 

 scale or other defects. The No. 2 grade would properly be called 

 seconds. They are not so uniform in size, and are only 80 per 

 cent free from defects. In this grade we put pears under two and 

 one-half inches in diameter. We plate all barrels with two layers, 

 and use corrugated caps top and bottom, except on the No. 2 grade. 



ESTABLISHING A MARKET 



Our fruit is sold mostly through commission houses in New 

 York City ; but occasionally we have sold to speculators. It has 

 been our custom for several years to place the name of our farm, 

 and the owner's name and address, on all barrels of our better 

 grade of fruit, and I believe this has had much to do with obtain- 

 ing good prices, because by this method our pack and brand is 

 better known. 



An instance occurred a few years ago that thoroughly convinced 

 us of the importance of a uniform and honest pack, and of a trade 

 mark. Our shipments were all made by boat, arriving in New 

 York the next morning. When making the first shipment of 

 Bartletts we wrote our commission house, as is our custom with 

 each shipment, and requested a telegram advising us as to the price 

 for which the pearse sold (each day's sales are immediately 

 reported by wire and in this way we keep in close touch with mar- 

 ket conditions, which is very important). Report of sale of our 

 second shipment was received by nine o'clock in the morning. 

 This early report puzzled us, because in the rush season the boat 

 is very often late in reaching New York, and it is sometime noon 

 before shipments are delivered to the consignee. Several weeks 

 later, while the writer was in New York, this promptness in 

 reporting sales was explained. It seems our first shipment of 

 Bartletts was solo! to a large dealer in Harlem, and, as soon as a 

 careful examination had been made, he immediately telephoned 

 our commission house that he would take all Bartletts received, 

 marked " The Pines." So, when our commission house received 

 word of the quantity we had shipped the night before, they at once 

 reported sale by telegram. 



