MARKET METHODS 205 



tance the consumer is from the source of supply. 

 In large cities where eggs are purchased from 

 grocers after being handled by wholesalers, com- 

 mission men, shippers and country gatherers the 

 prices which really fresh eggs bring are consider- 

 ably higher than in the small towns. 



It stands to reason that if the purchaser can 

 raise chickens in the country and can grow much 

 of the food they need and then sell his eggs in the 

 large city direct to the consumer he will get the 

 maximum profit. Because of the co-operative ar- 

 rangement Mr. Ellis has made with farmers asso- 

 ciated with him, all clear about $2.50 a hen an- 

 nually, whereas $1 a hen is the general estimated 

 income on most egg farms. The rules under which 

 their operations are made may be summarized as 

 follows : 



Eggs must be spotlessly clean and of uniform 

 size and color. This means that all the laying 

 stock must be pure bred, of the same breed, for in 

 no other way can uniformity be secured. For this 

 purpose the White Leghorn stands pre-eminent. 



The representative or salesman must be patient 

 and courteous with the skeptical, and willing to 

 submit produce to a comparative test, confident of 

 the outcome. The price is never cut to secure a 

 customer. It is well to have a scale of prices 

 printed on the inside of the cover of the egg box, 

 stating what will be charged each month of the 

 year. The salesman is always politely indififerent 

 to the current prices on eggs, and tactfully makes 

 people feel that the eggs he sells are in a class by 

 themselves. They really are a superior article. The 

 producer believes in himself and in his product 

 Faith is the essence of all salesmanship. 



