148 



product of any one section cannot be sold in the same way 

 or sent to the same market and have the results satisfactory 

 to all. 



AVAILABLE MARKETS 



There are two principal markets for apples. The local 

 market and the outside market. The local market is the 

 growers' immediate vicinity. There are generally four 

 ways in each of these local markets to sell your product. 

 First, direct to the consumer; second, to the small retailer 

 who sells in that vicinity; third, to the local buyer who 

 buys for himself or some wholesale firm and fourth, the 

 traveling buyer of wholesale houses. 



The outside market is in the large towns and small 

 cities, outside of the growers' immediate vicinity, and the 

 large cities that are distributing points for local and foreign 

 demands. This outside market affords three principal ways 

 of marketing. First, selling direct to retailer; second, to 

 general commission men ; and third, to large wholesale com- 

 mission men. 



All of these markets are open to the growers of apples 

 in New England, and it is up to the grower to decide which 

 one he will take advantage of. The growers have been 

 putting much energy into producing their product and have 

 for the most part paid little attention to finding a 

 market for their product but have expected the market to 

 come to them. The buyers and commission men have found 

 the market and come to the grower. Mr. E. C. Simmonds, 

 President of the Simmonds Hardware Company of St. Louis, 

 the manufacturers of the Keen Kutter line of goods, saj^s 

 that he built up the annual business of $20,000,000 by nine 

 parts of salesmanship and one part of general management. 

 The fruit grower and also the farmer have been taught for 

 many years that it was a great thing to make two blades of 

 grass grow where one grew before, and to this end they 

 have been putting in nine parts of their time and energy, 

 and only one part into selling. All are agreed that it is a 

 great thing to make two blades grow where one grew be- 

 fore, but some think that it is quite a stunt to sell the one 

 that already grows for a fair profit. 



