i8o COOPERATIVE MARKETING 



and then the association manager fills them or not as he 

 sees fit. Of course the f. o. b. prices offered are largely 

 influenced by current delivered prices, so on a rising mar- 

 ket f . o. b. orders are not likely to return as much money 

 to the shipper as if he had forwarded his car to be sold 

 delivered, while on a falling market or when the fruit is 

 not exhibiting good shipping qualities, f . o. b. orders are 

 eagerly sought. Some regular customers are usually de- 

 sired by all associations as a kind of stabilizer, so that some 

 shipments can be made even in the face of adverse market- 

 ing conditions. These customers are ordinarily taken care 

 of, though their orders may sometimes not be very attrac- 

 tive. There is a vast difference in the marketing policy 

 pursued by the various managers. Some believe that the 

 largest possible proportion of sales on order is best, some 

 prefer to sell principally in the agents' markets, some like 

 to entrust their fortunes to the auctions. 



From the foregoing account the reader might conclude 

 that the district manager is practically supreme in the sale 

 bf carloads. Such a conclusion would be erroneous. It is 

 true that many associations delegate to the district manager 

 control over sales, but many others do not, or do so only 

 in part. All offers, outside of auctions, may have to be 

 referred to the association manager for his approval, or 

 the association manager may empower the district manager 

 to sell specified cars at his discretion. There are so many 

 reasons why the association manager should and so many 

 why he should not try to control sales that no categorical 

 answer can be given to this much mooted question. It is 

 the old problem of the greatest advantage of one unit of 

 an industry versus the greatest advantage of the industry 

 as a whole. With certain reservations, however, the evi- 

 dence seems to point toward a relatively large authority 

 on the part of the district manager. 



