CHAPTER XI 
MARKETING 
The growing of vegetable crops under glass is an ex- 
pensive proposition. Land of high value, usually near 
a city, is selected for the establishment. Ifa considerable 
area is covered, large sums of money must be spent for 
construction, maintenance, heating, labor, equipment, 
water, manure, etc. Depreciation, interest on the invest- 
ment, fire and hail insurance and probable losses must 
also be taken into consideration. Production costs under 
glass are necessarily much higher than out of doors. This 
fact should be kept in mind by the greenhouse market 
man. Ifa profit is to be realized, much better prices must 
be obtained for the forced products than for vegetables 
grown in the open. In other words, modern methods of 
marketing must be employed if the venture is to prove 
a satisfactory business proposition. 
The most skillful marketing, however, cannot do every- 
thing toward making the business a financial success. So 
much is being said about better marketing that there is 
danger of losing sight of the equally important factor of 
successful production, especially in regard to quality. 
The high cost of production makes it imperative to grow 
the best, and the most approved methods of marketing 
will fail to make the business yield satisfactory dividends 
unless vegetables of the highest quality are available from 
day today. High quality, economic production and skill- 
ful marketing are the factors that win large profits. 
Psychology of successful salesmanship.—The appear- 
ance of an article when offered for sale, more than any 
other factor of marketing, determines the price that can 
be obtained for it. This statement applies to food prod- 
ucts just as well as to clothing, household furnishings or 
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