32 U. OF N. H. AGRI. EXP. STATION [Bulletin 249 



Variety often helps to sell several products to the caller who comes 

 with the intention of buying only one. Variety also tends to attract 

 more customers by meeting their individual requirements, if not, in- 

 deed, by tempting them to look for something not yet in mind. Fur- 

 thermore, consistent, every-day sales for many weeks contribute to a 

 large and less wasteful business, and in this situation variety is poten- 

 tially a factor. 



It seems trite to suggest that everything always must be strictly 

 fresh. Yet it is hard to live up to tliis ideal absolutely and many per- 

 sons apparently fail to realize its importance. The very fundamental 

 principle on which roadside marketing rests is that it shall make pos- 

 sible the procuring of better quality produce than can be obtained 

 elsewhere. Every farmer knows the difference between corn and peas 

 that have been picked over night and those that are gathered after the 

 cooking water has been put on to heat. In this difference, not too 

 literally accepted, lies the justification of a system which depends on 

 the consumer to arrange for transportation. 



The unusual and individualistic display is always attractive to the 

 tourist. Any peculiarity of the place or product which can be em- 

 phasized and incorporated in the advertising is conducive to interest 

 and reminiscence. The coldest spring water, the biggest elm tree, the 

 largest field are talking points as well as the prize Guernsey cow, and 

 local strains of vegetables and fruits. The well arranged exhibit should 

 be made as conspicuous as possible from all directions, and farmers 

 often capitalize the interest and confidence which may be inspired by 

 growing good crops of vegetables and fruits within easy view of the 

 road and access to the stand. 



Grading and Packaging 



Grading and packaging, especially the latter, are real bugbears to 

 successful experience in marketing for the small producer at a road- 

 side. Grading means first that the products must be free from defects 

 in fomi and quality. They must be all usable, sound and well ma- 

 tured. Then comes the question of uniformity and sizes. Usually 

 medium sizes are best; sometimes extremes find a ready market. One 

 man sorted his potatoes to a very uniform size and sold them success- 

 fully for more than the retail price in a neighboring village. He took 

 the precaution, however, to exhibit beside them some of the usual grade 

 which he offered at less than the retail price. Comparing the two, 

 people gladly'' paid the premium for the better and flocked to his mar- 

 ket as the only place where that grade was available. In general, the 

 roadside customer is looking for something better and is willing to pay 

 for it, but he justly expects full value for his money. And he may 

 not always appreciate the difference unless it be explained or demon- 

 strated. On the other hand, some people are always looking for bar- 

 gains so that second quality goods or real merit may also be sold at 

 the roadside if properly represented, and without reflection on the mar- 

 ket. This is a superior way to justify serving two classes of trade, 

 and the results are much safer than the pernicious practice of charg- 

 ing two prices for the same thing. Eternal vigilance is the price of 

 unquestionable grading. It means the absence of unripe or over-ripe 



