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man with inferior fruit discovered that he was being offered 

 25 cents less per box than his careful neighbor it set him to 

 thinking harder than any lecture the manager might have 

 given. "Money talks." Competition also ran high among 

 the buyers. One gentleman offered $3 per barrel for A's 

 and $2.50 for B's, but when he observed that the price 

 did not interest me he suspected that the other buyers were 

 offering more and immediately advanced his bid to $4 for 

 A's and $3 for B's. 



In this manner the men received the best prices obtain 

 able for their fruit without any effort on their part. They 

 were impressed with the important part played by the Ex- 

 change in securing these prices, and secretly resolved to im- 

 prove their orchards until they secured as high grade fruit 

 and prices as their neighbors. 



We have found that co-operative marketing is most 

 promising. Large quantities of fruit command more atten 

 tion from buyers than small ones. It allows each grower 

 more time to attend to harvesting his fruit as he does not 

 have to bother with, or worry about the selling of his prod- 

 uct. It stimulates competition among the men to produce 

 better fruit. It demands and receives the money before the 

 apples are shipped, which is something that the small grower 

 is unable to do. In fact it demonstrates that — "In union 

 there is strength." 



MR. GAGE : T would be pleased to answer any ques- 

 tions that I can. 



MR. WHARTON: I wanted to ask Mr. Gage how 

 these apples were graded. I understand they were graded 

 by the Association. 



MR. GAGE : Yes sir. 



MR. WHARTON: By the Exchange? 



MR. GAGE : I had the grading. We do it by machines. 

 We use grading machines, and we grade very strictly. I 

 am glad you mentioned that, because that is another one of 

 our problems for next year. 



We find that where we are near the raarkfet. we can do 



