Part II.] MARKETING MILK AND CREAM. 165 



other expenses. This appHes, of course, to eases where the 

 dealer handles milk of producers, paying them "what he is able 

 to," or, as some people inconsiderately say, "what he sees fit 

 to pay." Contracting for milk six months in advance is and 

 always has been a very bad practice. No responsible concern 

 would care to do so unless at a low price. The milk market 

 is and properly should be open to all producers of good milk, 

 and there is little more reason in contracting for six months in 

 advance than in buying the crops of wheat, cotton or potatoes 

 before they are planted. If the dealer publishes his operations 

 as above suggested he will be open to criticism on three points, 

 — first and second, the selling and buying prices may be 

 criticised by opposing interests; and third, the costs of opera- 

 tion may be criticised by both these interests. If these three 

 matters are kept within reasonable limits, why is not such a 

 business commercially sound, — worthy of the support of buyers 

 and sellers? From' some things we read or hear said one 

 might think, and probably many do think, that the milk 

 dealer's business is to take 10 cents a quart from the consumer, 

 pay the railroad a fraction of a cent, return to the producers 

 4 cents or so, and pocket about one-half of the proceeds. I 

 would not take any notice of this stuff except that it too often 

 comes in pretty strong solutions from people who ought to 

 know better. No doubt there is poor management. We know 

 there is, and we are constantly trying to improve it. Once 

 in a while we get a suggestion made in good faith and cal- 

 culated to be helpful. Such suggestions are gratefully received 

 whether of any value or not. But the greater part of the 

 criticism aimed at milk dealers is untruthful bluster. 



Our association retails comparatively little milk. Our bottle 

 milk is sold chiefly to retailers. 



We have no smart ways of bribing the buyer or the chef or 

 the janitor, or doing any such things. The price we sell our 

 goods for we get, — generally cash when the sale is made in 

 case of all the smaller deals. Employees are taught from the 

 beginning that the first principle of good business is integrity, 

 and that is what will be expected of them in all dealings with 

 our customers. We have no use for cunning, tricky methods. 



For the advancement and security of our business we make 



