Part II.] WHAT ORGANIZATION HAS DONE. 47 



central office. This arrangement furnishes workable machinery 

 for close, intimate and quick communication between the 

 central organization and its membership everywhere. 



The association is supported by the payment of a $1 fee 

 from every person who joins, and the payment of one-half of 

 1 per cent of the selling price of the members' dairy products. 

 The per cent is largely collected through the dealers, who are 

 instructed by the members to pay to the association whatever 

 their percentage amounts to from the monthly milk check. 



When one starts for a place the main thing is to get there. 

 It does not make so much difference whether one goes in the 

 front or the back door, so long as he is in the house. The 

 future of an organization is to be determined by the service 

 rendered, rather than by the method it employs; so the value 

 of an organization can be best determined by its accomplish- 

 ments. Some of us for years have been preaching the doctrine 

 of foundation principles. We have held that price in itself 

 was a secondary consideration; that the more important things 

 were the proper adjustment of the foundations on which price 

 was based. The first thing a man does when he builds a 

 safe building is to go down into the ground. He is seemingly 

 going the wrong way, but if he starts at the surface and builds 

 up, the structure which was intended as a protection may be- 

 come a menace. The only way it can be made to serve its 

 purpose of protection and safety is to put under it a strong 

 foundation. 



Therefore it has been deemed important that the arrange- 

 ments on which price was based be first established. Over a 

 year ago the interstate commerce commission laid New England 

 out in zones of 20 miles. No matter what price is set for 

 milk it will vary each 20 miles, according to the varying cost 

 of getting it to market. 



The dealer will pay more for near-by milk over far-off milk 

 to at least the extent the near-by milk costs less to get to 

 market. 



There is a psychological value in publicity. We have main- 

 tained that it is good public policy for the consumer to know 

 what milk costs the distributor laid down in market per quart. 

 The fact that the consumers know, not how much the farmer 



