147 



exactly the same quality. The establishment of confidence 

 between shippers and buyers is THE one thing which the 

 fruit traffic needs and the over facing of the barrels did 

 more to destroy that than anything else. Many of the ideas 

 expressed by Mr. Otis were applauded during his talk. 



The President then introduced Mr. Orcutt of Boston 

 who explained a chart which he had prepared showing 

 graphically the points he wished to bring out in his talk. 



SELLING APPLES 



Mr. John C. Orcutt, Secretary Committee on Agriculture, 

 Boston Chamber of Commerce 



For years the grower has been studying and working 

 to improve his methods and his product. Lectures, discus- 

 sions, books and bulletins have dealt with nearly every 

 phase of the problem but "Selling the Product." "Selling 

 Apples' ' has always been of great importance to the grower, 

 but until recently it has not been given very much thought, 

 study or attention. The speaker does not come here as an 

 authority on the selling of apples, as he realizes that he 

 knows very little about the subject as a whole, but to give 

 you the conclusions he has reached from some little experi- 

 ence, study and observation. 



CLASSES OF GROWERS 



Growers may be divided into three classes : 



1. The grower whose fruit is his main crop and income, 

 who takes care of his orchards and packs his fruit in a sys- 

 tematic manner. 



2. The grower whose fruit is a side issue, who takes 

 care of his orchards and packs his fruit in the best manner 

 he knows how. 



3. The grower whose fruit is a side issue, who takes 

 no care of his orchards and packs in no systematic way. 



Large and small growers of all these classes are found 

 in nearly every section of New England. Because of these 

 facts and while it is the desire of all growers to sell their 

 product for as much as possible, it is evident that all the 



