118 MARKET DAIRYING 
The majority of city consumers have little conception 
of the conditions under which average milk is produced. 
For this reason the man who is producing clean milk will 
find it highly profitable to place in contrast vivid pictures 
of the conditions that yield average milk and those that 
yield sanitary milk. 
Investigate Outside Markets. Often outside mark- 
ets offer better prices for milk and cream than does the 
home market. This is especially true of cream. This 
product permits of long distance shipping and many out- 
side markets may be glad to get it at fancy prices when 
the home market may be entirely overstocked. 
Dairymen must not expect the market to come to them, 
however; they must seek the market. A visit or corre- 
spondence with managers of cafés, hotels, restaurants, 
drug stores and ice cream manufactories in different 
cities, is frequently the means of securing more business 
and better prices. 
Where one is just starting in the dairy business or 
trying new markets, it is good policy, as a rule, not to 
ask very high prices at the start. First demonstrate the 
merits of your products. If these are of a high order 
consumers will gradually respond to demands for in- 
creased prices rather than lose the products. Too high 
prices at the start are likely to discourage prospective 
buyers, and thus deprive you of an opportunity to prove 
the value of your goods. 
Uniformity. One of the essentials in building up a 
good market is uniformity of product. Where this is 
lacking, improvements in other directions will be of little 
avail. On the other hand, products which are uniformly 
the same, week after week, and month after month, are 
