CHAPTER IX. 



HOW TO SECURE A GOOD MARKET. 



Quality. As a rule it is easy enough to secure some 

 kind of a market, but to secure the best frequently re- 

 quires considerable effort. To get fancy prices requires 

 first -of all that the product be of superior quality. This 

 is particularly true of milk. The extensive agitation in 

 recent years for clean, pure milk has had the effect of 

 putting a high premium upon such milk. Tlie public is 

 becoming aware of the dangers which lurk in dirty, un- 

 sanitary milk and is willing to pay a good price for milk 

 whose wholesomeness is unquestioned. 



Value of Advertising.- To obtain big prices it is not 

 enough to have products of superior quality, but what- 

 ever particular merits they have must be forcibly brought 

 to the attention of consumers. In other words, a certain 

 amount of advertising is necessary. 



It is good policy to furnish prospective customers a 

 few free samples and to distribute leaflets describing the 

 conditions under which the products are produced and 

 handled. If the milk is produced in clean, ventilated, 

 whitewashed stables, and from cows which are regularly 

 tested for tuberculosis ; if the milk is handled by clean, 

 healthy attendants and is thoroughly cooled and aerated 

 immediately after milking; and if, in addition, all this 

 is certified to by a competent inspector, an increase in 

 prices and patronage is certain to follow when such facts 

 are placed before the public. 



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