SPECIAL FRUIT ORGANIZATIONS 297 
fore the harvesting began so the agents could get ad- 
vance sales. In this manner several hundred carloads 
were sold before any fruit was harvested. This associa- 
tion, handling all the different kinds of fruit as well as 
vegetables, was able to keep the selling force active 
throughout the year, thus maintaining a permanent sell- 
ing organization. 
The sales policy was developed along rather broad 
lines. The prevailing custom had been to start off the 
season with as high a price as the market would stand 
and then drop as it became necessary to move the fruit. 
The distributing association did not do this, but instead 
started the season rather low and maintained a uniform 
price throughout the year. This inspired confidence 
among the buyers and they were not afraid to stock 
up heavy early in the season. The advance sales were 
moved out as the fruit became available. The cars were 
loaded with mixed varieties and grades, according to 
the wishes of the buyers. 
Fruit that was not sold when ready to ship was either 
placed in storage or started East as tramp cars, trusting 
that the agents would be able to place them by the time 
they reached their destination. Such tramp cars would 
be consigned to some Eastern agent. A complete mani- 
fest of the contents of the car was mailed to each agent 
with instructions to sell at the market or a definite price 
might be set by the sales manager. If the car was not 
sold by the time of its arrival it would be placed in 
storage or disposed of through the auctions. 
Results of the First Year.—The selling was com- 
menced in July, 1913, and the first year a total of 6,208 
cars were handled. The business comprised nearly 
