MARKETING OF BUTTER 439 



Distribution. The distribution of butter to the retail trade 

 on the large markets is a class of work which is the business of 

 the jobber. The jobber buys from the wholesale receiver, com- 

 mission merchant or broker and sells to retail stores, hotels, res- 

 taurants, steamship companies, Pullman car companies and 

 other retail outlets. The jobbers are also frequently termed re- 

 tailers because they sell to the retail stores. Jobbers who have 

 no established place of business but load the goods they buy 

 from the wholesale receivers on their wagons and peddle them 

 among .the retail stores, are called "wagon men." 



In reality the jobbers are not the only middlemen who dis- 

 tribute the butter to the retail men. Many of the wholesale re- 

 ceivers and of the commission men also sell to the retail trade. 



While some of the butter is sold from the wagon direct to 

 the hotel and restaurant trade, and through other similar di- 

 rect outlets, the great bulk of the butter reaches the consumer 

 through the medium of the grocery store. 



The houses selling to the retail trade have in their employ a 

 force of salesmen canvassing the city. They call on the grocery 

 trade at regular intervals, such as once per week, soliciting 

 their business. The houses selling to the retail stores are very 

 numerous in the large markets and competition is usually very 

 keen, so that constant soliciting is indispensable in order to hold 

 the trade. 



As previously stated, the butter passes through the hands of 

 several middlemen, first the railroad, then the wholesale receiver, 

 or the commission man, then the jobber and finally the retail 

 store. When the wholesaler sells direct to the retailer the job- 

 ber drops out of the chain of steps through which the butter 

 moves in its passage from the creamery to the consumer. Occa- 

 sionally the broker also enters into the chain of agencies through 

 which butter passes. The broker handles large quantities only, 

 he does not take possession of the goods but acts in a similar 

 capacity as the commission man, and his overhead expense is 

 very low. He is therefore able to handle butter at a very low 

 rate of commission, usually not over J of 1 cent per pound. 

 He may represent the buyer or the seller. His services are en- 

 gaged most often when the buyer or seller is located at a great 

 distance from the place where the butter is to be bought or 



