274 K. H. AGR. EXPERIMENT STATION. [Bulletin 141 



rule is obtained for the product, as the middle man is eliminated 

 and there is no bartering. New Hampshire with its large city 

 population offers special opportunities to the farmer for finding 

 or creating special markets for dairy products. The fact that 

 so many city people spend part of the summer in the country, 

 thus having an opportunity of becoming acquainted with the 

 product of the farm, offers opportunities to the farmer for 

 obtaining special markets which are hardly equaled outside of 

 the New England states. The demand for uniform, good butter 

 is greater than the supply. This does not mean that the con- 

 sumers are scouring the country and offering high prices for 

 butter, but it means that the producer can readily find a market 

 for his product if he will search for it. First of all he must let 

 the people know that he has butter to sell. For the man who 

 expects to carry on a permanent business, a few dollars used in 

 judicious advertising are as a rule well spent. The cheapest and 

 most effective method of advertising to-day is the printed page. 

 As the market within reach of a particular farmer is more or 

 less local and his supply limited, an extensive system of adver- 

 tising would prove unprofitable. The use of postal cards, letter- 

 heads, printed wrapping paper, advertisements in local papers, 

 and the distribution of hand bills, are cheap and effective 

 methods of advertising which can be used to advantage. There 

 are a numjjer of dairies in New Hampshire that have been suc- 

 cessful in obtaining considerably above the average price paid for 

 butter. This is not always accomplished in a day, but is the 

 result of a careful and persistent study of the locality, likes 

 and dislikes of their customers and of their power and willing- 

 uess to pay a high price for the product. It is the result of 

 making a uniform grade of butter, having a uniform supply 

 for the year and keeping it well advertised. 



Farmers who are located so that it is impossible or unprofitable 

 for them to deliver the butter directly to the consumer can find 

 a market through the local stores. The advantage of this market 

 is that it saves time in delivering and in finding customers for 

 the butter. The disadvantage lies in the fact that the price is 

 generally from two to five cents less per pound and in addition 

 the farmer is expected to buy products if not for the full amount 

 of the butter, at least for a large share. 



