50 sta-te; pomological society. 



knocked about the United States a great deal in my time, in fact 

 what money I have made the most of it is spent in travelling and 

 going round and seeing what the other fellow was doing,— and 

 I never stop in any large city or town over night but that I am 

 out at market hours in the morning to study the market end of 

 it — in New York two o'clock in the morning, in Chicago five or 

 six, or four or five, and in Boston it is not until six o'clock — and 

 I study the market and see if certain things are selling. Why did 

 I say last night, pack your apples in boxes instead of barrels? 

 Because my observation in the great markets was that a barrel 

 of apples in boxes will sell for 30% more than the same apples in 

 a barrel. I have found that from observation. That is why I 

 recommend it. And I have found that people want certain kinds 

 of fruit in certain kinds of packages and in certain ways, so that 

 in a large measure you have got to conform to the demands of 

 the people. 



I know of a prominent grower in a neighboring state who 

 shipped twenty barrels of apples to market, all packed together, 

 good, bad and iridififerent. They were not very badly faced on 

 the top or bottom, but nevertheless they were a mixed up lot. 

 When they got to market the best offer the commission man 

 could get for them was $1.50 a barrel, but the apples were worth 

 more than that. He wouldn't sell them to outsiders at that and 

 he bought them in himself. He had a little leisure — those apples 

 were bought in at $1.50 a barrel, twenty barrels, and they were 

 resorted so that he got some eight or ten — I did have the exact 

 figures — he got about eight barrels extra good apples which he 

 finally sold for $3 a barrel ; six barrels of good No. one, at $2.25, 

 a shrinkage of one barrel, and the rest No. threes which he sold 

 for Si a barrel. He made about 30% on that lot of apples by put- 

 ting a little common business honesty into the barrel along with 

 the apples. Just as mean and dishonest as you may be at heart, 

 the meanest old money grabber on the top of the ground — if you 

 want to make money, be honest. If you want to make money in 

 the fruit business, be honest all the way through every single 

 package and in every detail. Be honest with the soil. Be honest 

 with the tree and the plant. Be honest with the fruit in its hand- 

 ling all the way through, and then be honest with the customer 

 at the other end of the line — because it will pay in dollars and 



