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to A-1, or it will get its proper grade, and get it quickly. 

 The people in the canning industry aren't all fools; there are 

 some mighty fine people putting up some mighty fine stuff, 

 and it is pretty hard to keep up to the commercial grades as 

 they are now. I will say, however, that the fact that you 

 put it up on the farm has a selling value, is a selling asset, to 

 the retail trade, but not so much to the wholesaler. One 

 told me yesterday that he did not care a cuss where it was 

 put up so long as it was good enough to put his label on. 

 That is the attitude the wholesaler takes. You have to make 

 up your mind w^hether you are going to sell to the wholesaler 

 or to the retailer, and be governed accordingly. You also 

 have to make up your mind as to your source of supply. Yoii 

 have got to have proper equipment, you have got to figure 

 on your coal, water, salt; figure on buying knives about once 

 in two weeks. All of them are not lost. You see them walk- 

 ing down the driveway at night when they are going home, 

 with those knives, but you can't take them away from them 

 all the time. Every can you buy doesn't go to market, so 

 there is a leakage. A certain amount of the cans are 

 damaged or bent, and the cases get broken. If you are go- 

 ing to deal in this business in a large way, you have got to 

 figure on paying a small brokerage or commission, so that 

 while there is a profit, it isn 't a gold mine. 



I should say from my own experience that I heartily 

 agree with Professor Chenoweth that the idea of an individ- 

 ual canning plant on every farm will only make a farce out 

 of this whole thing, and so far as taking them to a custom 

 man is concerned, I would want to know the custom man 

 pretty well before I took the stuff to him. If you are going 

 out on the road with your stuff you want to know, when you 

 pull a can out of your grip and open it, what it is going to 

 open up like. I saw a drummer the other day selling some 

 stuff, and he was cracking ap a carload he had just had come 

 in, said they were fine, and he opened up a can and it was a 

 sour can. All he could do was to get out. He wasn't the 

 guilty one, and he found it hard or impossible to place the 



