46 STATE POMOLOGICAL SOCIETY. 



J. H. Hale — Certainly the subject of the afternoon that is laid 

 out on your program here is one of very great interest and prac- 

 tically covers the whole broad field of commercial pomology, and 

 any one of the subjects which you have here would take a whole 

 afternoon. I haven't given it special thought for this time but 

 there are thoughts upon it which I have rubbed up against in my 

 life on a fruit farm, and I have some fixed ideas upon the subject 

 of small fruit. "How to find the market." The best way to find a 

 market is to produce something that the market wants, and put 

 it up in a way they want it. Simply growing such small fruits 

 as come up, putting the plants and bushes in the ground and 

 giving them indifferent cultivation and indifferent food, and gen- 

 erally indifferent care, consequently getting moderate fruit of 

 moderate size and quality and color and style won't find a market, 

 or at least people won't go very far for that sort of fruit. The 

 first and foundation principle of marketing lies in production. 

 That is the first thing, to produce. But to make a broad, general 

 statement, the wisest way to find a market is to produce some- 

 thing that the people want and to produce it a little better than- 

 the other fellow. When you hear laboring men, people of any 

 kind saying they can't get along, and there is no place for them 

 in this world, the trouble is they are not furnishing thoroughly 

 and well what people want. The man who can do a common 

 thing well, or can do it better than anybody else, is the man that 

 is never out of a job, whether he is a hod-carrier or a blacksmith, 

 or a carpenter, or a lawyer, or a preacher, or a doctor. When- 

 you hear of a lawyer getting tremendous fees, you may know that 

 that man puts his whole heart and soul into his case and leaves 

 no single little thing^undone that he may develop that case to its 

 utmost possibilities along his line. And everybody wants that 

 man. And when the doctor does, and when the preacher does, 

 and v/hen the strawberry grower, small fruit grower does it and 

 leaves no single thing undone to produce a little better fruit than 

 the other fellow in every possible way, why he need not worry 

 about a market, — not a bit. The market will find him, and find 

 him pretty quick too. 



After he produces it as well as he knows how, and a little bet- 

 ter than anybody else if he can, — and we want everybody to each 

 try and do more than the others — the more rivals w^e have in the 

 business and the more men that can beat us the better ofif we are^ 



