156 THE FARM DAIRY. 



demand for my milk, therefore I must fill their 

 orders regardless of location. This method of 

 delivering was the salvation of the business as I 

 could not have made a success of it following 

 any other plan. 



Difficulties Encountered. — ^As an illustration 

 of the nature of some of the opposition I met, I 

 could not at first induce the dealers to act as 

 agents to deliver my milk on a commission of 

 three cents per quart. Some of them laughed at 

 me when I offered them the agency. They were 

 determined not to have me in the business. One 

 large firm gave me thirty days to do business in 

 the city, but the business kept on growing in 

 spite of the opposition and agents learned that 

 when a doctor prescribed the milk they had no 

 influence in stopping its delivery; the order 

 would be filled as a prescription would be filled 

 at a drug store. Some small dealers were so 

 venomous towards me that they would break all 

 my bottles they could get into their possession 

 and other small dealers transacted business with 

 the use of my bottles. It cost me five-eighths of 

 a cent for every quart of milk shipped to keep 

 up my stock of bottles. 



As the business developed the dealers saw 

 that it was an aid to securing more business and 

 became anxious to obtain the agencies for my 

 milk, as it took them into families they could 

 not reach in any other way, giving them the op- 



