24 BULLETIN 266, U. S. DEPARTMENT OP AGRICULTURE. 



some of these so-called middlemen. Even though the growers may 

 be federated into a cooperative association and thus be relieved of a 

 great many details and dangers, by the employment of an expert 

 sales force, nevertheless the association must in its turn employ at 

 least a part of the present marketing machinery in disposing of the 

 greater portion of its products. 



Improvements are needed ; of this there is no doubt. Undoubtedly 

 they will be made. However, in the meantime products must be 

 marketed, and until changes are made such marketing machinery as 

 is available must be utilized. 



Cooperation will accomplish much in the way of better distribution, 



the standardization of products, and the improvement of business 



methods. 



SUMMARY. 



1. Cooperation is desirable between grower and grower, and grower 

 and consumer, but is needed especially between the producer and the 

 distributor. The grower must realize the necessity of living up to an 

 agreement and doing business on a businesslike basis. 



2. The grower should keep in constant touch with the market either 

 through the newspapers, trade papers, private firms, auction reports, 

 or by telephone, telegraph, or mail. 



3. In offering goods for sale shippers should give definite and de- 

 tailed information regarding the prospective shipments, such as the 

 probable date of shipment, the commodity, number of packages, kind 

 and size of package, quantity and quality of each variety, whether 

 freight or express shipment, and the road and route. 



4. Market quotations are of value in finding the best market, but 

 only as temporary indicators of general price levels, and too much 

 reliance must not be placed upon them. 



5. Personal visits to the market patronized will enable the grower 

 to obtain the proper market perspective. He will see the difficulties 

 under which the distributors work, he will see his products in compe- 

 tition with those from the most highly specialized districts, and he 

 will learn the necessity of good quality, honest packing, and stand- 

 ardization. 



6. Before establishing market connections, the dealer's commercial 

 standing should be studied very carefully. Commercial credit 

 agencies, trade papers, chambers of commerce, and local bankers all 

 can be of assistance in this respect. 



7. The producer can sell either individually or cooperatively. 

 Cooperative associations assume all marketing responsibilities for 

 the individual shipper and are in a much better position to keep in 

 touch with the market and to secure an equitable distribution. 



8. Sales direct to the consumer are not always advisable owing 

 to the difficulties of transportation and the problems of collections 



