151 



men, who handle the bulk of the apples. Know what you 

 are going to have to sell, then get in touch with some whole- 

 saler and work together in grading, advertising and market- 

 ing your fruit. You can easily obtain the names of large 

 dealers. Every grower should keep a checking account in 

 his nearest national bank or trust company. This will 

 bring you to know the bank and the bank to know you. 

 They can help you to look up any dealer you wish and will 

 undoubtedly be glad to. After looking up your dealer, call 

 upon him and go over the matter of handling your apples, 

 and I do not believe but what you both can obtain satisfac- 

 tory results. 



It must be kept in mind that, if a buyer pays you cash 

 for your apples it will necessarily be less than the present 

 market price less regular commission rates of say 20 cents 

 per bbl., because the man who takes the risk must make 

 more than a regular commission profit. A quantit}^ of ap- 

 ples can be handled cheaper than a few barrels. This is 

 where cooperation comes in, if the growers of any one sec- 

 tion can combine and decide to grade and sell their apples 

 together. Get in touch with the local banker, some good 

 wholesale commission house, and all pull together. In a 

 few years a very profitable market can be worked up. 



Right here in New England we have a good example of 

 a cooperative society, which has been steadily at work for 

 the last four or five years and have made a good success, the 

 Oxford Bears Fruit Growers' Association of Buckfield, 

 Maine. They have established a brand name and that with 

 a good pack of fruit is the most important asset in selling. 



I realize that on account of the various condiions which 

 exist in the different sections, it is hard to do this. But 

 you must realize that the more you go out to the market, the 

 more net money you will receive, and as long as you let the 

 market come to you the less money you can expect to re- 

 ceive. And lastly, we cannot get rich in one season, and we 

 must have time, energy and patience to accomplish lasting 

 results. 



I believe one of the most fundamental things for the 

 growers to do is to get in touch with the way apples are 

 marketed in the large cities and the people who are hand- 

 ling them and the different grades and markings for apples. 



