JOBBKRS AM) COMMISSION MEN 775 



of shipments from sources of supply the margin of gain from 

 this kind of work necessarily becomes less. The amount of work 

 of this kind, however, which still must be done on produce as it 

 passes through the hands of jobbers, represents an appreciable 

 part of the cost to the consumer. Any attempt to explain the 

 middleman's margin must not overlook the items of cost arising 

 in this way. 



When the jobber sells to retail agencies he must also deliver 

 the produce in desired amounts and at the time and the place it 

 is wanted. Accordingly such jobbers must be equipped with a 

 suitable delivery sendee. Here, again, competition between job- 

 bers has involved a comparative test in the quality of service 

 rendered. The horse and wagon were the usual equipment for 

 many years but have rapidly been displaced by the motor-truek. 

 The use of the latter by certain firms practically compels its use 

 by all the competitors. One of the most sweeping chan<; 

 recent years among wholesale and jobbing houses at the various 

 primary markets is that of the displacement of the horse and 

 wagon by the motor-truck. 



The jobber's task of disposing of surplus stock introduces a 



number of problems. He must find a way of unloading certain 



supplies within his own primary market because the condition of 



the produce will not permit its movement to other centers of 



trade. On the other hand, wherever a -iven primary market is 



locked as compared with others, he directs his shipments 



so as to equalize conditions of supply in the distributing renters 



; as such movement .ible. Let us first consider the 



situation within a -iven primary marl 



The demand from jobbers through the regular retail a^em ics 

 varies considerably. This may be due to the uncertain manner 

 in which the retailer distributes his wholes, 

 erally it is due to the vai n purchases from ivt.nl 



by the consumer. Only one illustration <! the latter is nil 

 '.phasi/.c this. If the \v c and house 



venture forth in large numbers so as to see the produce for sale 

 at the various ; count on an unusually 



heavy demand for such goods. On the other hand, if \\< 



