CHAPTER XIII. 



PRODUCTS AND BY=PRODUCTS. 



Producing the eggs and rearing the chicks form but a part, 

 and perhaps the smallest part, of the poultryman's business. In 

 order to make money he must market the product to the best 

 advantage. It is here, I am convinced, that the majority of poul- 

 trymen fail. They are not good business men. They work hard 

 enough, but do not calculate closely and do not sell at the right 

 time or at the right place. In these days when competition is so 

 close and the margin for profit so narrow, the difference between 

 profit and loss in the poultry business may consist in the manner 

 in which the product is put on the market. 



The man who keeps but a few hens and does not make poul- 

 try raising his principal occupation, will probably do better to sell 

 his eggs and poultry to his regu'ar grocer than to hunt up private 

 customers. It is true that he may receive a cent or two a dozen 

 more if h'e sells at houses, but this is more than offset by the loss 

 in time. The grocer is not so particular about his eggs, so long 

 as they are fresh, as is the private customer, and will take eggs of 

 all sizes and colors. It is true he does not wish to pay in cash, 

 but the profit on his goods is about the only profit he makes on 

 the transaction ; for the grocer is often compelled to sell eggs for 

 just what he gave for them. The grocers are the great buyers of 

 eggs throughout the land. 



The man who keeps hens on a larger scale, and who wants to 

 make the most out of the business with the least trouble, will do 

 well to make an arrangement with a city grocer to ship him a cer- 

 tain number of cases each week throughout the year. The poul- 

 tryman should go to the city and see the grocer personally. The 

 chances are he will get an order. This is far more profitable than 

 selling to the local grocer. In the town where I live I have seldom 

 known eggs to go above 30 cents a dozen, and they remain at this 

 figure but a short time ; while in the cities to the south of us they 

 sometimes sell as high as 45 or 50 cents. 



The poultryman who produces a gilt-edged product can often 

 market to private customers to advantage. The hotels will take 

 a limited number of fancy fresh eggs. They do not take so many 



