MARKETING BROOM CORN. 13 



When certain markets are glutted and weak, the buyers at those 

 points may be instructed to purchase heavily, while other buyers for 

 the firm are inactive at the markets where prices appear too high or 

 where there is too much competition. The result of this method of 

 purchasing is a much lower average buying price. 



TRAVELING BUYERS. 



While many buyers who travel are employed by large firms, the 

 term " traveling buyer " is applied more particularly to those whose 

 remuneration is on a commission basis. Their business is to supply 

 the manufacturers with broom corn in carload lots direct from the 

 producing sections. They might be termed wholesalers, but since 

 in many cases every carload sale represents a complete transaction 

 and often a " turnover " of all capital invested they are not generally 

 so designated. 



Traveling buyers usually procure orders in advance of purchase, 

 either through advertising in trade journals or through manufac- 

 turers with whom they previously have had satisfactory dealings. 

 Many manufacturers, not wishing to visit the; producing sections 

 themselves, employ these men to purchase to the best possible ad- 

 vantage the broom corn necessary to meet their requirements. Many 

 traveling buyers have built up a very creditable business by close 

 and careful buying, and where reasonably satisfactory purchases 

 have been made they have retained old customers over a period of 

 years. It should be clearly understood, however, that this kind of 

 business is successful only when good business relations have been 

 developed and when the particular needs of the manufacturer are 

 well known from previous handling. 



Though it is true that traveling buyers have their own cars, travel 

 where and when they please, and have no office expense, clerk hire, 

 taxes, nor insurance, there are a few things that greatly handicap 

 them. Most important among these, especially during years of 

 heavy movement, is lack of storage and shipping facilities. 



LOCAL RESIDENT BUYERS. 



Local resident buyers are the " old guard " in the buying of broom 

 corn at country points. Where they have built up a business by fair 

 dealing and close personal acquaintance with growers, traveling 

 buyers find business decidedly competitive. This is particularly true 

 where local buyers own ample storage facilities. 



At most of the important country-point markets there are from 

 two to five resident buyers. Their business, like that of the travel- 

 ing buyer, is to supply manufacturers with broom corn direct from 

 the field. The practice with most dealers is to procure orders and 



