414 MARKETING OF BUTTER 



and milking the dairy cow, and to interest himself in better 

 cows, better methods, larger production and greater returns that 

 make for increased prosperity of the producer and his family 

 and better education for his children. 



Knowledge of Requirements of Different Markets. The 

 average consumer wants good butter, not always fancy butter, 

 but butter of clean flavor, firm body, even color and medium 

 salt. While butter of the best quality brings the highest price 

 in most markets, there is a vast difference in the demands of 

 the consumers in different markets of the country and in dif- 

 ferent sections of the same market. Hence all wholesalers, 

 commission men and jobbers do not cater to the same class of 

 trade. 



There is a class of consumers who demand extra fine but- 

 ter and are willing to pay a premium for it. The trade in many 

 sections of the eastern markets is particularly critical. With 

 this class of trade nothing but the best quality will do 'and lower 

 grades are not desired. 



But there is also another class which considers price rather 

 than quality and which is satisfied with butter that is of fair 

 quality. While the creamery should concentrate its efforts on 

 securing the best possible quality of cream, and on making the 

 best quality of butter from it, under the now prevailing system 

 of receiving cream in many sections of the country and particu- 

 larly in the central west, it is impossible for many creameries 

 to economically produce butter that grades above "extras," and 

 extreme efforts to improve the quality in order to satisfy the 

 most critical trade under such conditions would tend to prove 

 disadvantageous to the financial success of the creamery, the 

 difference in price received for the butter not being sufficient to 

 offset the increased expense of operation and the possible falling- 

 off of the cream supply. The quality of the butter which the 

 creamery can afford to produce under these and similar circum- 

 stances will depend upon the class of trade it must supply. 



The creamery that has developed a local trade, that is able 

 to sell its butter 24 to 48 hours after manufacture and that dis- 

 tributes it in small quantities, so that the butter is consumed 

 within one week or less of the time of manufacture, may secure 

 top prices for an 89 to 91 point butter by selecting those stores 



