SEVENTEENTH ANNUAL MEETING. 165 



Sometimes we make no more profit on stored g'oocls than 

 Ave should have made if sold as soon as harvested. But the 

 business is more evenly distributed, and the chances for profit 

 are better when we have a good storage capacity than if we 

 have to sell and so have to crowd too much on the market at 

 once. 



Some of our best farmers use large quantities of water 

 for irrigation, while others, equally as successful, use prac- 

 tically none. The latter are working a different soil or grow- 

 ing dififerent crops and are not forcing quiic so large a gross 

 return from the land. 



In harvesting and selling, the individuality of the farmer 

 shows most clearlv. The finished product from some grow- 

 ers demands a better price than from others, though there is 

 small difference in qualitv. A first-class article will often 

 bring two to five times as much as a second grade. 



Xote these prices or any of these quoted by the papers : 

 Celery. 25c. to $1.50 per dozen: potatoes, 65c. to 85c.; spin- 

 ach. 10c. to 25c. ; cabbage, 3c. to 5c. 



Some of our farmers go so far as to carry only one 

 grade of stuff', leaving all the inferior at home, or sell to 

 peddlers. The farmer's place is on the farm and that is 

 where }0u will find him. If he is doing much business, he 

 employs a salesman. 



A good salesman can easily increase the farmer's profits. 

 No one can expect to make large profits unless his goods are 

 well sold. There are a few farmers who sell their own stuff', 

 but there are so many ways employed by a good salesman, 

 which a farmer or grower might not be able to use, that it is 

 customary and probably best to have a salesman to dispose 

 of the stuff right through the season. If the farmer pro- 

 duces enough stuff to keep the salesman in the market every 

 day, he can dispose of his goods to the best advantage. It 

 is a common saying among salesmen that anyone can give 

 away stuff, but it takes a salesman to sell it. There are sev- 

 eral things to consider in selling, but the best salesman will 

 get a good idea of the supply of, and dem:md for, his quality 

 of goods and make his prices accordinglv. 



