OUTLETS AND METHODS OP SALE FOR SHIPPEES. 7 



The chambers of commerce, boards of trade, commercial clubs, 

 and similar bodies are often of assistance in giving information as to 

 dealers specializing in different commodities. Local bankers may 

 also be of assistance in determining the responsibility of a particular 

 firm. 



Once a satisfactory representative or customer is found, it should 

 be the aim of the shipper to maintain his connection with this one 

 firm, as by so doing mutual confidence will be fostered and better 

 results secured than where the shipper jumps from one connection 

 to another in quest of slightly higher prices. One of the favorite 

 baits of unscrupulous produce firms has been the circulation of quo- 

 tations slightly higher than the prices actually prevailing on the 

 market. When consignments were made to these houses, it was 

 found that inflated returns had been made for the first few ship- 

 ments, and then, having established a connection with the shipper 

 and secured his confidence, the price was dropped and the grower was 

 exploited before he awakened to the situation. The trade term for 

 this practice is ' 'overquoting." 



PRIMARY OUTLETS FOR PRODUCERS. 



It is possible for growers to sell either individually as independent 

 producers or collectively as members of a cooperative association. 

 In either their individual or collective capacities producers may sell 

 direct to the consumer or through existing marketing agencies, 

 popularly termed "distributors" or "middlemen." 



Attention is called to the fact that the producers are the primary 

 distributors and that to the extent of their intelligent, effective con- 

 trol over the distribution of their products are they successful in the 

 business side of agriculture. The average farmer has not been alive 

 to the problems attendant upon the distribution of his products, and, 

 in consequence, has left the middleman to perform a service which 

 as a producer he might have performed for himself. 



COOPERATIVE ASSOCIATIONS. 



Out of real necessity farmers' cooperative associations have been 

 'Kiited, and the development of this movement is being increased 

 and improved constantly to meet the growing demands for better 

 ice. Cooperative marketing associations are producers' organiza- 

 tion- which are organized for the purpose of grading, packing, ship- 

 ping, and selling products grown by members of the association. 



The association takes charge of commodities cither at the packing 

 Bhed or al the shipping station, according to the contracts with 

 members or the custom in the particular community, and usually 

 be full charge of the produce in ;ill sales transactions. Many asso- 



