JOBBERS AND COMMISSION MEN 775 



of shipments from sources of supply the margin of gain from 

 this kind of work necessarily becomes less. The amount of work 

 of this kind, however, which still must be done on produce as it 

 passes through the hands of jobbers, represents an appreciable 

 part of the cost to the consumer. Any attempt to explain the 

 middleman's margin must not overlook the items of cost arising 

 in this way. 



When the jobber sells to retail agencies he must also deliver 

 the produce in desired amounts and at the time and the place it 

 is wanted. Accordingly such jobbers must be equipped with a 

 suitable delivery service. Here, again, competition between job- 

 bers has involved a comparative test in the quality of service 

 rendered > The horse and wagon were the usual equipment for 

 many years but have rapidly been displaced by the motor-truck. 

 The use of the latter by certain firms practically compels its use 

 by all the competitors. One of the most sweeping changes in 

 recent years among wholesale and jobbing houses at the various 

 primary markets is that of the displacement of the horse and 

 wagon by the motor-truck. 



The jobber's task of disposing of surplus stock introduces a 

 number of problems. He must find a ivay of unloading certain 

 supplies within his own primary market because the condition of 

 the produce will not permit its movement to other centers of 

 trade. On the other hand, wherever a given primary market is 

 overstocked as compared with others, he directs his shipments 

 so as to equalize conditions of supply in the distributing centers 

 so far as such movement is practicable. Let us first consider the 

 situation within a given primary market. 



The demand from jobbers through the regular retail agencies 

 varies considerably. This may be due to the uncertain manner 

 in which the retailer distributes his wholesale orders. More gen- 

 erally it is due to the variations in purchases from retail stock 

 by the consumer. Only one illustration of the latter is sufficient 

 to emphasize this. If the weather is attractive and housewi^-es 

 venture forth in large numbers so as to see the produce for sale 

 at the various retail agencies, the latter can count on an unusually 

 heavy demand for such goods. On the other hand, if weather 



