234 MANAGEMENT OF DAIRY PLANTS 



the driver has completed his day's work and returns to the 

 creamery he should report to the manager and consult with 

 him in reference to the business for the following day. 



The drivers may be employed under different agreements. 

 Some are employed as day laborers, but it is perhaps most com- 

 mon to employ them at a small monthly salary with an addi- 

 tional premium based on their sales. The cost of selling butter 

 and cheese by this system can be estimated at from a half cent 

 to one cent per pound, including both salary of driver and cost 

 of maintaining delivery outfit and paying depreciation and 

 interest on the investment. 



Cream, milk, and ice cream are disposed of differently. Reg- 

 ular delivery routes are established for the delivery of milk and 

 cream if sold at retail. The driver may or may not act as a 

 solicitor. Some prefer to send an experienced salesman out 

 from the office for the purpose of soliciting and organizing the 

 routes and the driver is then merely delivering the products in 

 accordance with his route list prepared for him. 



2. Selling to Retailers More Distantly Located. A campaign 

 for such sales may be carried on in two different ways. First, 

 the salesman may solicit all or part of the merchants in a cer- 

 tain town, and second, the salesman may select only one mer- 

 chant out of a number, and offer him exclusive agency for the 

 goods. The first method is most satisfactory in the home town, 

 where it is comparatively easy and inexpensive to keep in touch 

 with the various dealers. It is far more difficult and more 

 expensive to keep in touch with the dealers in more distant 

 towns, and for that reason the second method may there have 

 some advantages. 



The principal advantages in giving a merchant in an outside 

 town exclusive agency are: First, the buyer takes greater in- 

 terest in handling the goods. It will be to his advantage to 

 handle a line not handled by his competitor if the goods are of 

 high quality. It will therefore be easier to secure a customer 

 under such conditions and he will remain more loyal to the 

 company. Second, the retailer will be willing to advertise the 

 goods and the manufacturer thus saves that expense. It will be 



