1360 The Vegetable Industry in New York State 



money for a product which meets with his approval, but it is diffi- 

 cult to couviuce him that the article is worth more to him than his 

 cash, unless it is satisfactory. Second, that the product should be 

 harvested at the right time to carry to its destination in good con- 

 dition. Third, it should be packed in the package which meets 

 with the approval of the particular market to which it is to be 

 shipped. 



It should be packed attractively, but never so as to deceive or 

 defraud the buyer. It is better to have the contents of a package 

 prove better than the face rather than poorer. Then it will win 

 reputation and consequently customers. And, understand, the 

 time is ripe for community or collective selling of crops. 



The manufacturer who has most nearly reached the acme of 

 perfection is he who has specialized in his business. He gives 

 special attention to so producing that he will have the highest 

 quality of product at the minimum cost. The man who accom- 

 plishes that gives no heed to the disposition of the product except 

 to learn the public demand so he can meet it. 



ADVANTAGE OF COOPERATIVE SELLING 



On the other hand, the product is sold by men who are equally 

 as expert in salesmanship, thoroughly acquainted with the de- 

 mand of every market, with transportation conditions, with the 

 trend of prices in the past, and alert to every phase of the science 

 of distribution of his particular commodity. 



It will be said that the vegetable grower is not large enough, 

 individually, to carry on this kind of business, except when he is 

 close to a special market; but collectively he can accomplish the 

 desired results. 



The public packing house where the products can be graded to 

 well established standards; a system of pooling whereby the oc- 

 casional loss which is sure to occur to every shipper can be dis- 

 tributed over a larger volume of business, thereby becoming only 

 an incident ; and finally the employing of special expert salesmen, 

 will place the grower in a much more advantageous position. 



