TO SECURE A GOOD MARKET 119 
likely to command good prices even when of only medium 
quality. 
Punctuality. Another essential in building up a good 
market is punctuality. If your customer expects his milk 
at 7:30, do not deliver it at 7:40; deliver early rather 
than late. If you are shipping cream or milk you cannot 
afford to miss your train—even a single time. It gen- 
erally means greater disappointment at the other end of 
the line than one would anticipate. 
Try to Please. Always put yourself in an attitude 
to please. If criticisms come concerning your products, 
you cannot afford to resent them. Usually there is reason 
for the criticism. Try to discover the trouble and remedy 
it. 
Delivery Outfit. Cleanliness and neatness must char- 
acterize the dairy business throughout. Milk wagons, 
cans, bottles, drivers, etc., must present a clean appear- 
ance. Where they do not, it is usually an easy matter 
to surmise the condition of milk. 
Use a Trade Mark: The name or monogram of the 
dairy, placed upon the products and delivery wagons, 
guarantees genuineness and will materially assist in se- 
curing a better and more extended market. It is one 
of the best ways of advertising a superior product. 
Secure Your Market Early. If it is intended to sell 
cream for manufacture into ice cream, it is important 
to get a market early in the spring. It is difficult to find 
one in the flush of the ice cream season, because ice cream 
dealers, as a rule, contract considerably in advance of 
the time they need the cream. If it is intended to supply 
winter resorts, apply for the market early in the fall. 
What has been said here with reference to cream applies 
also to milk. 
