ILLINOIS STATE DAIRYMEN'S ASSOCIATION. i . j 



same stuff with its face washed and hair combed; milk loaded with filth 

 visible, constantly suggesting the occasional infection with tuberculosis, 

 and typhoid fever; milk that has been watered and milk that has been 

 skimmed; cream that never saw a cow and that contains no fat, and both 

 preserved by drugs powerful enough to prevent the growth of the organ- 

 isms it contains until they reach a more favorable habitat in the human 

 body— all these things the public has charged against us and our busi- 

 ness, and they say besides that our trade markes mean nothing. It is 

 not strange that thinking people, those most able to pay, are using less, 

 and less of dairy products. 



In the words of another, "We may as well look at these things as to 

 wink at them." Indeed we cannot afford to do otherwise, for it is a con- 

 dition and not a theory that confronts us. If the people interested in 

 dairy products are to live up to their possibilities they must go after 

 markets, they must study conditions, appetites, and prejudices and cater 

 to them. They must do as the Germans are doing — do everything to ex- 

 tend trade and please the customer, not disgust him. We want the cus- 

 tomer's money and what we need is more quality and uniformity and 

 less violations of the sacred meaning of brands and trade marks. There 

 ought to be a modern trade text reading, "Cursed be he that imitates a. 

 trade mark or violates the sanctity of standard brands." How shall it 

 be secured, and what system of inspection shall be inaugurated? You 

 must meet these problems sooner or later — the sooner it is done the bet- 

 ter for the dairy industry of lUinDis. If long deferred it will take more 

 than one generation to repair the damage, as for example, to recover our 

 lost cheese market we must not only make good cheese, but also grow a 

 generation of cheese eaters and develop their appetites. 



I commend these things to your attention, again reminding you that 

 I have said them not for pleasure or from choice, but from a feeling of 

 desperation, hoping that this body that officially represents these great 

 interests will be able to devise effective methods of further developing 

 our trade in dairy products. There are inherent difficulties, but I have 

 faith that they will be met and overcome whenever such associations 



