18 BULLETIN 979, U. S. DEPARTMENT OF AGRICULTURE. 



It is impossible to advise the shipper as to the times when hay may 

 be marketed most advantageously at terminal markets, because suc- 

 cessful handling depends to a great extent upon the ability of the 

 shipper and upon his knowledge of the current market situation in 

 the markets or consuming territory available to him. 



METHODS OF SELLING HAY. 



The profits of the country hay shipper depend as much upon the 

 methods and terms of sale employed as upon the markets to which he 

 sells. In fact the method of selling and the terms of sale are fre- 

 quently the factors determining whether a sale is profitable or not. 

 There are four different methods by which the shipper usually sells or 

 markets his hay, namely, "shipper's track," "to arrive," "delivered," 

 and "on consignment." These relate to the time at which the terms 

 of sale apply. 



" Shipper's Track." 



The sales term, "shipper's track" means that the whole sale is 

 consummated at the shipper's loading point and that unless otherwise 

 specified all liability of the shipper ceases when the bill of lading has 

 been signed by the railroad agent and the car has been accepted for 

 shipment by the transportation company. The advantages of this 

 method to the shipper are evident. He is not liable for any future 

 losses that may occur and gives no further attention to the movement 

 of the car. The difficulty is to find buyers who will purchase hay by 

 this method. 



The reliability of the shipper and the state of the markets are the 

 principal factors entering into a sale of this kind. If the buyer is 

 certain of the honesty and reliability of the shipper he may not hesi- 

 tate to buy his hay " shipper's track," but if he has any doubt as to 

 the shipper's knowledge or judgment of the character of hay loaded 

 into the car or of his honesty, he will not buy by this method unless 

 forced to do so by an urgent demand which he has been unable to fill 

 in any other way. The method is entirely fair, however, and there is 

 no good reason why hay should not be sold as freely by this method 

 as by any other. 



" To Arrive." 



The term " to arrive " as applied to the marketing of hay is given 

 slightly different interpretations in various sections of the country 

 and by different dealers. It is frequently used synonomously with 

 the term " in transit " and is applied to sales which are made while 

 the hay is en route from shipping point to destination. The terms 

 of such sales are usually the same as those of " delivered " sales. " To 

 arrive " is also used to indicate shipments to be made at a future date. 



