was the salesman. Each was considered an excellent man for 

 his particular job, but the huckster was considered 'a wonder. 

 He could sell more fruit at better prices than any man who had 

 ever undertaken the work. But he finally became indispensable 

 (in his own opinion), and it was necessary to get rid of him, 

 greatly to the regret of the management. The tractor chauffeur 

 was the only available man to take his place. He was put on 

 the job with fear and trembling. There was not one chance in 

 a hundred that he would get away with it, nor one chance in a 

 thousand that he would be equal to the indispensable Mike. 

 His administration started just as the last of the Yellow Trans- 

 parent apples were being marketed. They were not quite as 

 good a grade as those that had gone before, yet this inexperi- 

 enced tractor driver sold them for somewhat better prices than 

 his expert and experienced predecessor had been able to get. It 

 developed that he was not quite as inexperienced as we had 

 thought him, for he had sold apples for an employer down in 

 Connecticut, and onions and garden truck in a small way on 

 his own hook. He has gone on improving until now he could 

 give the expert Mike many pointers. He is less picturesque 

 and profane, but more polite and persevering. He can see a 

 dollar just as far as Mike did, and is even more certain of 

 getting it. 



6. Do not let the men be too fussy about what kind of 

 weather they get out in. Of course this can be pushed too far 

 till the men get ugly and won't work satisfactorily, but if they 

 have been handled so that they are interested in what is going 

 on they will be quite willing to take an occasional light shower 

 of rain or some snow without thinking that they must run to 

 cover. 



Turning next to the questions of the management of team 

 labor on the farm we find almost as fertile a field here for 

 reforms. One of the first and most important of these reforms 

 is to change the mental attitude of the owner on the subject of 

 the use of teams. Ninety-nine men out of a hundred regard 

 the team just as they do the ice pond or the well, — as some- 

 thing useful and necessary to the most successful carrying on of 

 the farming operations, but as something which may be used or 

 not, just as may be found convenient. They would no more 



