CHAPTER VIII 

 PURCHASE OF MILK AND CREAM 



SYSTEM OF DEALING WITH THE PATRONS 



The buyer of the raw material should be a good judge of 

 human nature. When calling on a patron or a prospective 

 patron it is advisable to start a conversation along lines which 

 are of interest to the producer. The condition of the farm 

 buildings, lawn, and fields, as well as the appearance of the 

 farmer himself, should interest the solicitor, and assist him in 

 determining what topic of conversation is likely to be of greatest 

 interest to the person. The solicitor should have the highest 

 regard for the ideas of his fellow men, for even though they 

 may not coincide with his own, by approaching them on some 

 subject in which they are interested he is assured of a hear- 

 ing and it should then be possible for him, if he uses good judg- 

 ment, to present his own case in an acceptable manner. 



Paying for Milk and Cream on Quality Basis. — It is evi- 

 dent that cream which is of good quality is worth more money 

 than that which is of poor quahty. If butter is made from the 

 separate lots the butter made from the best cream will invariably 

 sell for the most money. Therefore the manager should, as 

 nearly as possible, pay for the cream according to what it is 

 worth if made into separate lots of butter. The creamery pay- 

 ing the same price for inferior as for good cream is encouraging 

 and paying a premium on carelessness which will tend to lower 

 the quality of raw material instead of improving it. 



I. Grading the Cream. — Some creameries accept only what 

 is called first-grade cream, others receive first and second grades, 

 while a third will receive cream grading as first, second, and 

 third. No general classification of grades has been recognized 



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