GOOD SELLING IS A FARMER'S NEED 73 



could make up the loss by raising more hogs and potatoes 

 or such products as do not require too great a proportion 

 of man labor. 



By adding a half-acre of cucumbers and an acre of 

 strawberries, they are now able to hire more help for the 

 out-door work, without decreasing the net earnings of 

 the little farm. 



These women farmers, one of whom was equally suc- 

 cessful as a schoolteacher, use their brains as well as 

 their hands, and their affairs are systematically managed, 

 so that each class of work gets proper attention at the 

 proper time. 



I have found that the production of market cream pays 

 well. It is always salable, costs less to ship than the whole 

 milk, and returns more than can be gained by any other 

 method of handling. 



The eight-gallon can of milk brings $i to $1.25 at 

 wholesale, but the cream from the same quantity brings 

 $1.50, besides leaving more than six gallons of warm 

 skimmed milk for calves, pigs and poultry. There is a 

 further saving in hauling and expressage. 



If the producer serves private customers only, he gains 

 the profits of both retailer and wholesaler. The increasing 

 demand for cream for family use, ice cream and cooking 

 forms a desirable outlet for dairy products. There is 

 no danger of over-production. Separating machinery is 

 cheap and simple. 



The easiest way to increase an income without greatly 

 increasing cost is by raising the margin of profit by pro- 

 ducing products of high quality, marketing them at the 

 right time, at the right market, and in a neat and attractive 

 manner. 



The expense of marketing poultry products is rela- 

 tively small, as they contain a high value in small bulk, 

 and can be shipped considerable distances with very little 

 loss. The best trade in the large cities pays the highest 



