104 MANAGEMENT OF DAIRY PLANTS 



fore a good educator for the manager who considers promptness 

 to be of secondary importance. In some localities the cash 

 system is attractive to the producers, but to the manufacturer 

 it has the disadvantages that it increases the cost of bookkeep- 

 ing, the cost of labor in the testing room, and it increases the 

 amount of capital required for carrying on the business. In 

 some territories it is unnecessary to pay cash for cream, provid- 

 ing the company has a satisfactory standing financially. A 

 cooperative creamery usually pays once or twice monthly, but 

 the payments, regardless of when they are made, should always 

 be made promptly on a definite, prearranged day. Instead of 

 paying cash for cream it is usually possible to arrange with the 

 patrons for paying the day following delivery. By that system 

 the manufacturer will economize in labor, as the testing can all 

 be done at the same time. The same is true about making out 

 the checks and other records. 



Follow-up System for Securing Patrons. When the solici- 

 tor has become acquainted with a producer but has been unable 

 to buy his raw material, he should carry on a systematic cam- 

 paign until the producer eventually decides to sell him his 

 products. 



In carrying on a campaign for patrons it should be the object 

 of the solicitor first to find out who are the leaders of the com- 

 munity, as it is to his interest to have these men fully under- 

 stand his proposition. A solicitor who has a good, fair, and 

 square proposition to make to producers will always be most 

 readily received by the more intelligent of the farmers and it is 

 that class of people that usually command leadership. There- 

 fore when the leaders take kindly to a proposition it is an indica- 

 tion of good progress. The solicitor should not, however, be 

 deceived and work with people who expect to receive such 

 personal advantages as will not be shared with the others who 

 later may become patrons. 



i. Map of the Territory. The buyer of the raw material 

 should have systematic and simple but comprehensive records 

 from which he can readily obtain desired information in refer- 

 ence to his territory. A map of the territory should be made 



