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In this discussion of marketing, I am going to take the 

 greatest latitude in discussing it. and I am going to tell you 

 that I consider that the marketing begins with the picking. 

 I know that some of my hearers will say that I have gone 

 back into the growing quite a way, but yet I feel sure that 

 proper marketing begins with the picking of fruit and the 

 llrst consideration there is that the grower and the market 

 man ought to know the exact time for harvesting. 



If you have ever conducted a large or small fruit 

 enterprise and allovred the work of harvesting, that is the 

 ripening, to get ahead of you, you will quickly realize the 

 importance of knowing the proper time of harvesting, and 

 the proper time of harvesting has a great effect on your 

 results and receipts when you face your market returns. 



For instance, in apples one needs to know the advanta- 

 g,'es of successive pickings on the early varieties and the. im- 

 portance of knowing the exact distance and time it will take 

 to get that apple onto the market in order to get the proper 

 results. You all know what the effect will be with Red 

 Astrachan or Yellov^' Transparent if this little detail is 

 overlooked ; so I think we will all agree that there is a great 

 deal of importance In knowing the matter of dates and times 

 for picking. Think for a moment how important this is in 

 the pear industry, to know the proper ripening time to get 

 those pears properly harvested and properly cooled in order 

 to get the highest marketable product. 



Care in picking is of prime importance. A friend of 

 jaine this year found himself at harvest time with a crop of 

 considerably over a thousand barrels of apples and his crew 

 gradually slipi)ing away, and he was forced to come here 

 into the city and pick almost any sort of help that was 

 offered, and I assure you he had a hard time in getting that 

 crop under cover. I think it had a material effect in his 

 returns, his sales. 



I saw that crew working and I saw those men fairly 

 tearing the fruit from the t^^ees, many times leaving the 



