154: FIRST LESSONS IN rOULTEY KEEl'IlyG. 



LESSON XX. 



Selling Market Poultry and Eggs. 



To DISPOSE of the products oC the poultry yanl to best advantage often calls for as 

 much knowledge, skill, and judgment as their production. This is a fact that too 

 many "producers" fail to grasp. In common with the mass of producers in all 

 agricultural lines, poultry keepers, especially those located a long way from the best 

 markets, are apt to regard the middlemen and the transportation companies as predatory 

 individuals and concerns levying tribute on goods as they pass from producer to consumer. 

 Much is said of "the middleman's profits." It is assumed that they are large and sure, and 

 the poultry keeper is prone to feel that if in any way he can retain the part of the final selling 

 price of his products which represents the difference between what he gets and what the con- 

 sumer gives, his business will be much more profitable. 



In general there is more error than truth in this view of the case as it applies to the person 

 giving all or much of his time to poultry keeping; and I am not sure that the statement will 

 not apply to all classes of poultry keepers who sell eggs and poultry for table use. Even those 

 located close to good markets often find it unprofitable to try to dispose of their produce direct 

 to consumers. There are, of course, a great many instances where it pays better to sell direct, 

 but still I think the number of cases in which it pays better to sell goods through the regular 

 channels of trade is very much greater. Both from my own experience and from what I have 

 seen, I am so convinced of this that I think one should make all his plans and estimates on that 

 basis unless he is absolutely sure of a direct market under unusually favorable conditions. 



Ordinarily the producer who sells direct to consumers, thereby keeping for himself the 

 various amounts which usually go to commission and wholesale dealers, retailers, and transpor- 

 tation companies, does the work of all these himself; and often it costs him more to do it than 

 the difference in the wholesale and retail prices. 



He does not always realize this. With his mind intent on " the middleman's profit," it may 

 not occur to him to figure out just what it. costs him to sell his produce direct, and how much 

 more he could probably produce by giving allhis time to production. 



When It Is Advisable to Sell Direct. 



If the quantities to be sold are small and can be conveniently delivered without taking time 

 which might more profitably be given to something else ; or 



If the poultry products can be sold from house to bouse with other stuff, as milk or vege- 

 tables; 



If the quantities to be sold are large enough to make daily deliveries ; 



It may be more profitable to sell direct, though there are very few places where It is possible 

 to make a large route for poultry and eggs alone profitable enough to warrant giving it the 

 time of a man and team. There are many poultry keepers who, while keeping a few fowls or 

 a stock not large enough to require all their time, find It good policy to sell direct to consumers. 



