take a little persistence to get the brand on the market, but if we had 

 our store on a busy street and requested the people through the right 

 kind of advertisement to ask their grocer for our brand of eggs, we 

 could then hope to interest the grocer in our brand. We must educate 

 the people and they will in turn call upon their grocer, who must re- 

 spond to the wants of his customers. 



It would take time to work up a trade of this kind. It could not be 

 done quickly. No big business is built up in a minute. But we would 

 slowly grow in favor and prestige with continual suggestion until we 

 would have a market that would pay a premium. Educate the people 

 to know well our brand, and when they call for eggs they will think of 

 our brand. In each carton of eggs could be some printed matter telling 

 just how the hens are fed that lay these eggs, and how often they are 

 gathered in to the markets and just how quickly we get them to the 

 customer from the nest, etc. 



We would need some Ford trucks, two tons each, at each ware- 

 house. Also some lighter cars for quick delivery. These would have 

 their routes worked out and would call upon every grocery store, 

 restaurant and hotel in both cities. With persistence, we would con- 

 tinue these calls on regular days until one by one we could win their 

 trade. With an "ad" in the papers occasionally, keeping the fact 

 before the minds of the people, that they could obtain our brand of eggs 

 from their own corner grocery by simply requesting that our brand be 

 handled, and letting them know that if their own grocer did not 

 proceed to carry our brand that they could get these perfectly fresh 

 eggs at our own store on Market street, this would get results. 



We would want to do a cash business right from the start and have 

 our delivery men bring in the cash for the eggs. Get them into the 

 habit of paying cash from the very start. It is human nature to put off 

 paying the bills of the fellow that is not insistent. Let them know that 

 we must have cash and they will nine times out of ten admire our 

 pluck. If our delivery man cannot collect for some reason, let us have 

 a collector ready with a swift motor to follow up each week all such 

 accounts. Go after the money from the very start. 



I realize that this would necessitate much detail and bookkeeping, 

 but I can see no other way possible for us to get the prices that will 

 enable us to compete with other buyers. There is not a bit of doubt 

 but what we could dispose of our produce in this way so far as these 

 two cities could use it. Surplus could be sold in carloads as from any 

 other firm. We could have an advertising campaign that would put us 

 in touch with buyers all over the country, and the simple fact that we 

 had the goods would move them. 



The strongest feature in handling our own produce would be that 

 we would get all the profit on storage eggs and here is where we could 

 show a profit to our members over the non-members. I believe this is 

 the only chance we have of showing a very great advantage in belong- 

 ing to the Association. In storing our own eggs we would have to have 

 a man out all over the country contracting them as fast as we put them 

 in cold storage at a reasonable profit, thus eliminating the possibility 

 of being stuck at the end of the season. 



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