MARKETING BUTTER AND CHEESE 269 
that would naturally grade as firsts in the class of seconds. 
One of the best methods of selling butter to commis- 
sion houses is as follows: Furnish the buyer enough 
samples of butter to give him a good idea as to the aver- 
age quality of the butter produced by the creamery. An 
agreement can then be made as to the price the creamery 
shall receive for regular shipments, the price to be based 
upon some standard market quotation. If, for example, 
the buyer agrees that the quality of the butter merits one- 
half cent above Elgin, and the seller is satisfied with this 
price, future shipments shall be paid for at the rate of 
one-half cent above Elgin until such time as either party 
may become dissatisfied with the original agreement. If 
the butter maker feels that he is receiving a good price 
for his butter, he will do his best to maintain the standard 
of his product. 
Selling to Retailers and Wholesalers. Wherever pos- 
sible creameries should try to sell their butter direct to 
retailers and wholesale houses and in this way save the 
commission man’s profits. This method of marketing, of 
course, necessitates visiting retailers and wholesalers in 
nearby cities, but this trouble will be more than compen- 
sated for by bringing the buttermaker in closer touch 
with the markets and with general market requirements. 
Branding Butter. As with hundreds of other com- 
modities, the branding of good butter is absolutely essen- 
tial in creating a strong demand for it. A high quality 
butter without a distinguishing mark is bound to sell at 
a disadvantage because consumers are not willing to pay 
high prices for products about whose quality they have 
no positive assurance. The brand advertises the butter 
and increases the demand for it, and an increased demand 
is always followed by better prices. 
