MARKETING DAIRY BUTTER. 118 



man, remember that you and the commission 

 man are both interested in having good sales 

 made, and you can help him by shipping your 

 butter on a regular day, as often as once per 

 week. The commission man will soon have 

 customers for your butter and they will depend 

 on it. 



Have a brand for your butter, ana be sure 

 you keep the quality up to standard. If at any 

 time you have butter that is not up to stand- 

 ard keep your brand off of it. Consign it to your 

 regular man and tell him what the trouble is, 

 if you know, and if you do not know ask him 

 to help you over the difficulty and in many 

 cases he will be able to do it. Treat him as a 

 friend and nine times out of ten he will prove 

 a friend. 



In my early dairy experience I had private 

 customers, but I somehow drifted away from 

 them. Sometimes I had a surplus to consign 

 and at other times I did not have enough to 

 supply or fill my orders, and if I bought to meet 

 the demand there was in many cases dissatis- 

 faction. 



Butter has individuality. There is an indi- 

 viduality about butter as much as in persons, 

 and when customers become familiar with a 

 certain brand of butter they prefer it to some 

 other make that is equally good. This individ- 

 uality must be preserved. If at any time you 



