114 AMERICAN DAIRYING. 



think it best to make a change in any of the 

 details of your work let the change be made 

 gradually, so the customers will adapt them- 

 selves to the change and probably be pleased 

 with it, when if you had made an abrupt 

 change they would not have liked it. I recently 

 had the pleasure of examining some butter 

 made near one of our large cities. This butter 

 was selling for seventy-five cents per pound. 

 This caused me to examine it very carefully. 

 The butter was very fine. It had a peculiar fla- 

 vor, different from any flavor I had ever discov- 

 ered in butter before. I was told that this pe- 

 culiar flavor was virtually a trade-mark ; that 

 the consumers soon learned to like it and pre- 

 ferred it to any other flavor. I mention this in 

 proof of the statement that customers prefer 

 what they have become accustomed to rather 

 than anything different that is equally good. 



Care pays well. Do not be afraid that ex- 

 tra time spent in fitting your butter for market 

 will not pay. Remember that you are building 

 a reputation that will enable you to secure a 

 better price and cause your butter to sell read- 

 ily at all times, and on a dull or declining mar- 

 ket especially will it do you good, as your goods 

 will move in time to escape a large part of the 

 decline. Poor butter always gets caught when 

 the market declines. This leaves it to go from 

 bad to worse, and it will go at a terrible gait. 



