Good Selling Is a Farmer's Need 



Nine-tenths of the writing on agricultural subjects is 

 devoted to production. The other tenth has to do with 

 selling. It is time to reverse this system of giving infor- 

 mation to the farmer. There should be more light on 

 methods of selling produce, and less on the way to raise it. 



The farmer needs to be shown how to obtain the larg- 

 est possible returns on the things he has ready for market. 

 His proportion of what the ultimate consumer pays is 

 altogether too small. That is where he needs advice. A 

 little practical help along this line would be appreciated by 

 men and women who know more about the producing end 

 than the writers who are so prolific with ideas on how to 

 run a farm. 



As a rule, farmers make poor bargains. They buy 

 wrong and sell wrong, and are apt to be imposed upon by 

 glib brokers, agents, merchants and other city people with 

 whom they have to do business. The farmer needs a cer- 

 tain kind of coaching. He may be an expert at one end of 

 the business, but after he has raised a nice lot of hogs or 

 chickens, or a crop of potatoes and corn, he is at the mercy 

 of city people who deal in such products. The city man 

 fixes the price on all the farmer has to sell, as well as on 

 all he has to buy. 



A berry grower in Cherokee county, Kansas, sold his 

 last season's crop for 90 cents a crate. In one crate he 

 placed this note : "Will the buyer of this crate of berries 

 inform the undersigned, who grew them, how much he 

 paid for them ?" In due time a reply came from an ulti- 

 mate consumer, in Detroit, Michigan, saying he paid $2.40 



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