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In my own case I made up my mind at the start that it 

 would be much better to know what I was going to get and 

 have some idea as to how I stood and the great bulk of my 

 trade has been with wholesale houses or large retail dealers 

 though one always has to supply more or less retail trade 

 in the way of private customers. The trouble is with most 

 of us that, although we try to grow as good fruit as possible 

 Ave s'hould think about the sale of this fruit from January 

 to January and make the acquaintance of all the buyers we 

 cnn and not let them have a chance to forget us. It's easy 

 to invite them to come out and see an orchard in blossom 

 and get them out again in summer, and feed them pretty - 

 Avell and casually stroll through the orchard and let them 

 see the fruit developing. 



Some three or four years ago a man got on the train and 

 sat beside me. It was about the 10th of October and he had 

 a bag Avhich he seemed pretty careful as to where he placed 

 it and tiiially he turned to me and asked me if I would like 

 to see some real apples. Of course, I said yes. And he 

 produced seven Baldwins certainly S^/^' inches in diameter, 

 finely colored, and, said my friend, I have seven hundred 

 barrels of Baldwins exactly like them and am going to 

 Boston to sell them. 



I hated to dispel his dream but I told him he ought to 

 have had those apples sold two months before and also that I 

 knew that no buyer in the city would believe his story. 

 Think it is a fine idea for one to have a brand or trade mark 

 but be very sure that you are able to always back the brand 

 up by the quality of goods and you can't fool the average 

 buyer more than once. 



Of course, if a man wishes to develop a strictly retail 

 trade, he must grow nothing but the best and must make up 

 his mind to have to care for an endless amount of detail in 

 billing out single packages and catering to particular people 

 together with doing a large amount of advertising by mail. 

 It's a good game for the man with small or medium sized 

 orchard l)ut a nuisance to a large shipper. 



