THE DEMONSTRATION WORK 



hogs or cattle of uniform grade, class and weight. The farmer 

 who manufactures his pigs into sausages, scrapple, lard and 

 a few other by-products, and puts them on the market in 

 standard uniform quality and weight, and in attractive labeled 

 packages, can hold up his head and his price at the same time. 

 He is at once benefitting his customers and himself. The con- 

 sumer is willing to pay more for a high-class dependable 

 product. This will apply to vegetables, fruits, field crops, butter, 

 honey and nearly everything which the farmer has to sell. In 

 some things he will make as much money in the processes of 

 manufacture and marketing as he does in growing the raw ma- 

 terial. If there are three profits here, the farmers and their 

 families had better use more intelligence and skill in order to 

 get the second one. It may take a year or two to grow a crop or 

 an animal. It is prepared for market in a short while. If the 

 county agents can give wise direction and guidance to the 

 second operation they will contribute much to the building up 

 of country life. While they must not neglect the lines of work 

 which they have developed thus far, it is manifest that they 

 must grapple with the problem of standardization primarily, 

 and then marketing for the next few years. It is a mistake 

 to say the farmer's work is only one of production in the 

 ordinary use of that word. 



The evolution of extension work and the development of 

 farming call for more and more business training of the agents. 

 A good background of business experience will avail much for 

 the agent who has to deal with the best farmers, merchants, 

 bankers and others. The man who can simplify farm book- 

 keeping and get farmers to change their habits in this line will 

 be a wonder. A knowledge of the fundamental principles of 

 economics will often enable him to size up situations and judge 



[132] 



