BUYING MII,K AND CREAM 59 



and adequate provision is made for the prompt cooling and keep- 

 ing cool of the cream at the concentration point, such cream is 

 difficult to handle when it arrives at the creamery and is liable 

 to depreciate the quality of the butter. 



The concentration point also has to deal with losses of but- 

 terfat due to shortages between its tests and the creamery tests 

 and due to spilling. This, together with the high prices paid 

 for this cream, often renders the cost of the butterfat unduly 

 high and the manufacture of butter from it unprofitable. In 

 short the concentration point, similar to the cream station, tends 

 to increase the cost of the finished butter and to lower its quality. 



Management of the Patron. The patron is the foundation 

 of the creamery, business in a similar sense as the cow is the 

 foundation of the dairy business. Without patrons there is no 

 raw material, no milk and cream, and without raw material 

 there can be no butter. The management of the patron in its 

 fullest sense involves the successful solution of the following 

 important problems: 



% 



1. The creamery must satisfy the patron with the price he 

 is offered for his butterfat in order to successfully solicit his 

 business. 



It is reasonable to predict that the policy which, in the 

 long run will attract and satisfy the largest number of patrons, 

 and that will stand the test of time, is for the creamery to pay 

 the highest price for butterfat possible, consistent with a well 

 managed and legitimately operated business, and allowing for 

 a reasonable creamery profit, together with skill in salesmanship, 

 perseverance and efficiency of service. 



2. The creamery must secure the patron's confidence in 

 its honesty and integrity in order to maintain his patronage. 

 This can only be accomplished by honest and accurate weights 

 and tests, and it is greatly facilitated by giving the patron the 

 benefit of the doubt in cases of controversies where there is no 

 indication of intentional dishonesty on the part of the patron. 



3. The creamery must interest him in, and enthuse him over, 

 his business in order to induce him to produce more and to 

 improve quality. 



