CHAPTER XI 

 MARKETING 



The growing of vegetable crops under glass is an ex- 

 pensive proposition. Land of high value, usually near 

 a city, is selected for the establishment. If a considerable 

 area is covered, large sums of money must be spent for 

 construction, maintenance, heating, labor, equipment, 

 water, manure, etc. Depreciation, interest on the invest- 

 ment, fire and hail insurance and probable losses must 

 also be taken into consideration. Production costs under 

 glass are necessarily much higher than out of doors. This 

 fact should be kept in mind by the greenhouse market 

 man. If a profit is to be realized, much better prices must 

 be obtained for the forced products than for vegetables 

 grown in the open. In other words, modern methods of 

 marketing must be employed if the venture is to prove 

 a satisfactory business proposition. 



The most skillful marketing, however, cannot do every- 

 thing toward making the business a financial success. So 

 much is being said about better marketing that there is 

 danger of losing sight of the equally important factor of 

 successful production, especially in regard to quality. 

 The high cost of production makes it imperative to grow 

 the best, and the most approved methods of marketing 

 will fail to make the business yield satisfactory dividends 

 unless vegetables of the highest quality are available from 

 day to day. High quality, economic production and skill- 

 ful marketing are the factors that win large profits. 



Psychology of successful salesmanship. The appear- 

 ance of an article when offered for sale, more than any 

 other factor of marketing, determines the price that can 

 be obtained for it. This statement applies to food prod- 

 ucts just as well as to clothing, household furnishings or 



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