8 



that we have to make skim into casein, — a less profitable use 

 of it, — we cut down the price per hundredweight, and then the 

 more distant patrons will send in only cream and feed the skim, 

 which is not worth much more than the cost of hauling to the 

 factory. 



Another thing we do which may or may not be right. In 

 the flush season, when milk seems to be made more cheaply, 

 we intend to hold back a small margin to help out the price 

 when the supply is scant. The object is to encourage a more 

 even production, avoiding the unprofitable surplus and having 

 the milk when customers greatly need it. Having a goodly 

 supply in the short season really helps the man who produces 

 mainly in the flush season, for you can only expect to have 

 such customers in the flush season as you can carry through 

 the short season. For this reason we are obliged more and 

 more to protect our steady patrons against the practices of 

 some who will leave us when we need them and want us to take 

 them on when we do not need them, — when they are a posi- 

 tive setback to the business. There are customers of a similar 

 sort who will apply when milk is short and drop us when the 

 supply is plentiful. We are now keeping a card file on those 

 sellers and buyers who would use us only as a convenience. 

 Our plan is, on the one hand, to pay butterfat price only, — 

 no per hundredweight, and, on the other hand, to sell at retail 

 price, if we have the goods to spare. We never indulge in the 

 reprehensible practice of taking goods away from a regular cus- 

 tomer to sell at a premium to some one else. 



