450 MARKETING THE PRODUCTS 



ness principles in distribution. The methods can' be acquired by 

 study and practice; but distribution demands the highest degree 

 of concentration of mind, as well as cooperation between pro- 

 ducers, in order effectually to control its factors. 



The consumer must be brought closer to the producer. Too 

 much of what the consumers pay goes to the middle men. The 

 Report of the Secretary of Agriculture for 1910 shows that the 

 farmer or poultryman receives for poultry but little more than 

 one-half of what the consumers pay, while for eggs he receives 

 only 69 per cent. The poultryman must better his position by 

 organization and cooperation in buying and selling. Thus he 

 can cut out the charges and profits of the middle men, and can 

 put on the market a large quantity of better-grade products which 

 will insure a continuous demand at profitable prices. It also 

 eliminates the necessity for two or three handlings in the course 

 of distribution, which means a higher price for the producer and a 

 lower one for the consumer. One of the chief causes of the high 

 cost of living at any time is not the high prices received by the 

 producer, but the excessive cost of distribution. 



A cooperative movement in marketing must have for its 

 watchword, "Quality and uniformity of products sold"; lacking 

 this it cannot long be successful. An honest spirit of rivalry be- 

 tween the parties is another essential, and is more important 

 than the manner of selling. The success of such an organization 

 depends on the integrity and sincerity of each member. Many 

 such movements have failed because the members did not hold 

 together, or because one of their number tried to sell an inferior 

 product under the guarantee of the association. 



Denmark is noted for the success of its agricultural organiza- 

 tions, especially in the cooperative selling of eggs. Canada also 

 has recently achieved marked success in this line. It is carried 

 on by means of " egg circles," which are merely associations of 

 the producers in a given community, who conform to certain 

 standards in the production, collecting, and grading of their eggs, 

 and agree to sell them under a trade name and guarantee. Hav- 

 ing a large number to dispose of, it is easy to create a steady 

 demand and to sell them at attractive prices. One member of 

 the organization is elected or hired to collect and ship the eggs 

 from one to three times a week, according to the season. 



