STATE POMOLOGICAL SOCIETY. I23 



The baker wants, perhaps, two kinds of apples — one which 

 would be a very nice kind of apple, which he can cut up in 

 large slices to put in pies, and others to chop up for pies and 

 mincemeat. 



Now then, institutions of all kinds are large buyers of food 

 in our large cities and towns (state institutions, or institu- 

 tions for insane, or for aged people, or for delinquent boys, or 

 whatever it may be). They want to get as good an apple as 

 they can at a reasonable price. They do not want the fancy 

 apples. 



Take the fruit stand trade ; there are two classes. One 

 class wants the apples which will be the most attractive, nice 

 colored apples. The other kind of fruit stand trade wants to 

 secure apples in a general lot, ungraded apples, ones and twos 

 mixed, so that they can pick out the number ones and number 

 twos and thereby make their profit — as they do not pay any more 

 for ones and twos, generally, than the value of the number twos, 

 and all the ones are so much pure velvet. 



Now we have another class of trade, called the huckster 

 and hawkers' trade. They buy of wholesale and retail com- 

 mission people. They travel up and down the alleys and the 

 streets in the city districts, selling apples to the consumer. 

 They want to buy an ungraded apple, if they can, which they 

 can buy at a low price and then cull them out to suit themselves. 



I will endeavor to show a few pictures, illustrating how 

 these apples are distributed to this trade which I have spoken 

 of. 



I have tried hastily to go over the ground, showing you 

 some of the ways in which the people live and some of the 

 methods which are used in distribution. But that does not sell 

 your apples. To sell apples, or sell anything else, is a business 

 which has to have some one to look after it. A man can't be 

 a Jack-of-all-trades, a producer, and a transporter, and a seller. 

 You are producing an apple to sell. Then you should have 

 some one to sell it. If you are a large grower and can get 

 into the market yourself, understand who the dealers are — 

 you may get along in good shape. If you are a small grower, 

 you never can get anywhere until you have enough of your 

 growers together so that you can hire a man to sell your apples 



