. CHAPTER XXV. 

 MARKETING THE PRODUCTS. 



THE successful poultry-man must not only produce first-class 

 poultry products, but he must be a capable salesman and man of 

 business as well. The maximum number of eggs may be produced 

 during the winter; but unless the poultryman understands busi- 

 ness principles and market requirements, big profits cannot be 

 realized. Whatever increases or decreases the ultimate selling 

 value to the producer is worthy of careful consideration. 



The Salesman. When poultry raising is conducted on a 

 limited scale, the poultryman himself is both producer and sales- 

 man; if, however, the business is large and there is a group of poul- 

 try raisers in a community, they may be able to cooperate in 

 marketing with good results. In such case if an expert salesman 

 is allowed to handle the market end of the business, he will dis- 

 pose of the products in such a way as to get the largest returns 

 for the producer and at the same time increase the demand. The 

 successful salesman must, nevertheless, have some experience in 

 poultry production, for this makes him a better and more intelli- 

 gent seller. A good salesman must know how to advertise, if he is 

 advantageously to dispose of a variety of products offered for sale. 

 He must drive a good bargain and be shrewd yet honest in all his 

 dealings, if he is to retain the confidence of his best customers. 



For the small poultryman, and especially the farm poultryman, 

 the most important requisite is that he keep accurately posted as 

 to market prices, fluctuations, and conditions. The easiest way to 

 increase an income without greatly increasing expenses is to add to 

 the profits by raising products of high quality, and marketing them 

 at the right time and place in a neat and attractive manner. 



The Markets. The expense of marketing poultry products is 

 comparatively small, as they are of high value, small in bulk, 

 and can be shipped a considerable distance with little shrinkage. 

 The high-class trade in the large cities is the most profitable, and, 

 where one can ship a guaranteed quantity during the entire year, 

 or the season, of such product as broilers, he can safely compete in 

 this market, but where his output is limited it is a waste of time. 

 There is often a home market which, with a little care, can be 

 422 



