118 CREAMERY BUTTER MAKING 



that would naturally grade as firsts in the class of seconds. 



One of the best methods of selling butter to commis- 

 sion houses is as follows : Furnish the buyer enough 

 samples of butter to give him a good idea as to the aver- 

 age quality of the butter produced by the creamery. An 

 agreement can then be made as to the price the creamery 

 shall receive for regular shipments, the price to be based 

 upon some standard market quotation. If, for example, 

 the buyer agrees that the quality of the butter merits one- 

 half cent above Elgin, and the seller is satisfied with this 

 price, future shipments shall be paid for at the rate of 

 one-half cent above Elgin until such time as either party 

 may become dissatisfied with the original agreement. If 

 the butter maker feels that he is receiving a good price 

 for his butter, he will do his best to maintain the standard 

 of his product. 



Selling to Retailers and Wholesalers. Wherever pos- 

 sible creameries should try to sell their butter direct to 

 retailers and wholesale houses and in this way save the 

 commission man's profits. This method of marketing, of 

 course, necessitates visiting retailers and wholesalers in 

 nearby cities, but this trouble will be more than compen- 

 sated for by bringing the buttermaker in closer touch 

 with the markets and with general market requirements. 



Branding Butter. As with hundreds of other com- 

 modities, the branding of good butter is absolutely essen- 

 tial in creating a strong demand for it. A high quality 

 butter without a distinguishing mark is bound to sell at 

 a disadvantage because consumers are not willing to pay 

 high prices for products about whose quality they have 

 no positive assurance. The brand advertises the butter 

 and increases the demand for it, and an increased demand 

 is always followed by better prices. 



