MARKETING 207 



162. By water. — Water transportation is slower than 

 by the railroad. However, it is cheaper. In the past 

 few years several boats have been fitted with refrigerator 

 apparatus. It is now possible to ship on the Great Lakes, 

 and probably in a short time boats with refrigerator com- 

 partments will be going from coast to coast via the Panama 

 Canal. 



SELLING BUTTER 



163. Methods of small creameries. — Most butter- 

 dealers send an agent among the creameries to solicit 

 business. Many such merchants have held their cream- 

 eries for a long time by square dealing. Some small 

 creameries occasionally send a small shipment to another 

 merchant on the same market, and often they send to 

 other markets in order to determine whether their regular 

 channel is the best. The managers of the large creamer- 

 ies often go on the market to ascertain the exact condi- 

 tion, rather than to send trial shipments to various places. 

 It is very desirable that the creamery manager visit the 

 market so that he may fully understand the requirements 

 of the trade and thus be able to sell his butter for the 

 highest possible price. 



164. Methods of large creameries. — Most of the 

 large centralizer creameries have their own marketing 

 agencies. This gives them a great advantage over the 

 smaller ones, for they learn just where to send the differ- 

 ent grades of butter, and on account of the volume of 

 business are able to employ very efficient salesmen. 

 They also have a better opportunity to satisfy their trade 

 because of the large amount and the uniformity of their 

 goods, than the average butter-dealer who buys his product 

 from many small creameries. Nevertheless, it should be 



