102 



.MR. ARTHUR: T l)elieve there is an arrangement iu 

 connection with the i)arcel post by which you ship the pack- 

 age and it is paid for at the point of destination. 



MR. PRATT: That is in vogne. and the fee is the same 

 as with the post office money order. 



MR. SEVEY: That is good. 



THE PRESHJENT: Now. Dr. Twitchell is here, and he 

 savf? he has had some personal experience in this advertising- 

 business, and we will be glad to give him a few minutes. 



DR. G. :\r. TWITCHELL: In answer to the question 

 raised by the gentleman on the other side of the hall, I will 

 say that during the past year I have ship])ed a great many 

 baskets of apples. I used the 8-pound grape basket, because 

 I had them, and I repeated that until my stock was exhaust- 

 ed. The parties wei'e notified in advance of the amount, and 

 the check was sent, and I sent the order as called for. adding 

 postage so as to give me a good price. I think the best wa.^ 

 is to let the money be sent. Now, a little bit of experience 

 concerning what Mr. Sevey set before us so clearly to-night. 

 I am spending eight months of the year on one of our farms 

 down in Maine on a little piece of land in the midst of a 

 section where they ju-oduce about 50,000 barrels of apples in 

 a good, normal year. I found some of my neighbors were 

 sliipping to the commission houses and getting 60 and 70 and 

 80 cents per liarrel for choice Gravensteins. I found apples 

 of that same l)rand, and no better, l)eing retailed in Boston 

 for 60 cents per peck, and I took it up with one of our news- 

 ])aper corres|)ondent of one of the Boston dailies, and 

 Avrote something to liim. and it was made over and sent to 

 the Sunday paper for the Sunday story, with his name. 

 Monday morning I received some letters; Tuesday morning 

 T had between 20 and 30, and so they came in. They called 

 for apples, and came straight from the consumers. i\Iy feel- 

 ing for years has been that we could do quite a business if 

 we could get directly to the consumers, and I have felt that 

 the consumers wanted to get directly to the producers, but 

 perhaps did not know just how to reach them. Well, the 



