il4 AMERICAN DAIRYING. 



think it Jsest to make a change in any of the 

 details of your work let the change be made 

 gradually, so the customers will adapt them- 

 selves to the change and probably be pleased 

 with it, when if you had made an abrupt 

 change they would not have liked it. I recently 

 had the pleasure of examining some butter 

 made near one of our large cities. This butter 

 jvas selling for seventy-five cents per pound. 

 This caused me to examine it very carefully. 

 The butter was very fine. It had a peculiar fla- 

 vor, different from any flavor I had ever discov- 

 ered in butter before. I was told that this pe- 

 culiar flavor was virtually a trade-mark ; that 

 the consumers soon learned to like it and pre- 

 ferred it to any other flavor. I mention this in 

 proof of the .statement that customers prefer 

 what they have become accustomed to rather 

 than anything different that is equally good. 



Care pays -well. — Do not be afraid that ex- 

 tra time spent in fitting your butter for market 

 will not pay. Remember that you are building 

 a reputation that will enable you to secure a 

 better price and cause your butter to sell read- 

 ily at all times, and on a dull or declining mar- 

 ket especially will it do you good, as your goods 

 will move in time to escape a large part of the 

 decline. Poor butter always gets caught when 

 the market declines. This leaves it to go from 

 bad to worse, and it will go at a terrible gaii 



