HOW TO FIND A MARKET AND WHAT MUST WE DO 

 TO INTEREST THE BUYER 



John Hardy Jr., Littleton, Mass. 



P'mer.son says, if I remember rightly, that "If a man 

 can preach a better sermon or make a better mouse trap 

 than his neighbor, that the paths of all men will lead to his 

 door." This maxim undoubtedly was right in Emerson's day 

 and to a large extent is just as true to-day, but I should 

 certainly suggest that this man advertise and not keep too 

 quiet about what he can produce. A man growing fruit 

 should make up his mind just what kind of market he wants 

 to cater to, whether to play the export gam.e or to supply a 

 retail trade or to deal entirely with wholesale buyers. For 

 the first, that is, the export trade, one should find out what 

 varieties the people of England, Scotland or .Germany pre- 

 fer. In our state Gravenstein, Wealthy, Ben Davis and 

 Baldwin are the kinds which attract the most attention from 

 the foreign buyers, but our Mcintosh are selling finely there 

 if shipped promptly as soon as picked. 



It seems rather ridiculous for andersize, poor colored 

 Ben Davis apples to bring more than the wonderful Western 

 boxed apples, but common sense says if these people want 

 Ben Davis, and will pay for them, let them have them. In 

 the export trade one certainly needs a long pocket book and 

 wonderful courage but year in and year out if one will 

 watch his chance, pack his fruit tightly and ship early or 

 very late, it is generally a paying proposition and from the 

 I'resent outlook, for several years to come there is no ques- 

 tion but what the prospect is very bright for exporting. 



