150 THE FARM DAIRY. 



man are both interested in having good sales 

 made, and you can help him by shipping your 

 butter on a regular day, as often as once per 

 week. The commission man will soon have cus- 

 tomers for your butter and they will depend 

 upon it. 



Have a brand for your butter, and be sure you 

 keep the quality up to standard. If at any time 

 you have butter that is not up to standard, keep 

 your brand off it. Consign it to your regular 

 man and tell him what the trouble is, if you 

 know, and if you do not ask him to help you 

 over the difficulty; in many cases he will be able 

 to do it. Treat him as a friend and in nine cases 

 out of ten, he will prove a friend. 



In my early dairy experience I had private 

 customers, but I somehow drifted away from 

 them. Sometimes I had a surplus to consign 

 and at other times I did not have enough to fill 

 my orders, and if I bought to meet the demand 

 there was in many cases dissatisfaction. 



Butter Has In^viduality. — There is an indi- 

 viduality about butter as much as in persons and 

 wlien customers become acquainted with a cer- 

 tain brand they prefer it to some other make 

 that is equally good. This individuality must 

 be preserved. If at any time you think it best 

 to make a change in any of the details of your 

 work let the change be made gradually, so the 

 customers will adapt themselves to the change 



