No. 4.] SANITARY MILK. 89 



cents to work with for this additional hibor of delivery. The 

 8.7 cents and 7.7 cents would average, as you see, only a 

 little over 8 cents for the whole year, and that pays the cost of 

 the sale and delivery, because the retail delivery isn't more 

 than 1 cent more on the outside, so we have enough to make 

 a profit at 10 cents a quart. One of the directors of the 

 largest milk company in New York City, and the president 

 of the Fairfield Dairy, hard-headed business men, both say 

 that at 10 cents a quart this company can make a handsome 

 profit. 



Now as to the response we are getting from milk con- 

 sumers. Since October 1 I have had to hunt to see if we 

 could find anybody who had brains enough to pay 10 cents a 

 quart for this kind of milk. We first went to a dealer and 

 asked him if he would be an agent for it, and he said he 

 would, and he is now taking 2,500 quarts a day and selling 

 it at 10 cents a quart. Now w^e charge that dealer exactly 

 what we pay the farmer plus 1 cent a quart. That 1 cent 

 we charge him for our services. So he is getting the milk 

 for whatever it costs us plus a cent. In regard to selling 

 from house to house to milk consumers, I picked out several 

 blocks where people had the most money, and many of them 

 were known to me personally and many were known to other 

 directors in the work, and we got up a mailing list of 500 

 people, and I sent personal letters to all of them, telling them 

 of this wonderful milk and how much they were going to 

 get for 10 cents, and some of the other directors did like- 

 wise. We hired three men to make a house-to-house canvass 

 among these 500, people for six weeks, and we have got 17 

 customers. There are at least 30 doctors among the 500, 4 

 of whom are enthusiastic milk reformers, who are not will- 

 ing to pay the price we ask. I tell you we may well say it 

 is a difficult thing to bring about milk reform when you can't 

 stir up the milk consumers themselves ; but we will find =ome 

 way to do it, and just as soon as we find that secret, I ^^nll 

 be ready to tell you other things, and then T believe we can 

 start this movement anywhere. 



Mr. Harwood. Do you find plenty of dairy farmers to 

 make the milk ? 



