36 PROCEEDINGS OF TWENTY-SIXTH FRUIT-GROWERS' CONVENTION. 



rates as will result in opening up new markets for our packers and 

 producers and enable them to hold those markets that they already 

 have. They must also recognize the necessity for more rapid transit of 

 the products to market, and in every way possible improve general 

 transportation facilities. 



A factor that may be relied upon to help enlarge our trade abroad is 

 the tendency that is showing itself in the way of restoring our supremacy 

 as a nation of shipowners. It is undoubtedly true that trade follows 

 the flag. Even though it be shown that the establishment of foreign 

 trade does not depend necessarily upon the carrying of goods in our 

 own vessels, still it is undoubtedly true that the flag helps materially. 



New transportation facilities to Vladivostok and the vast Asiatic 

 Siberian country will afford us in the near future great possibilities in 

 the way of distribution of our products. 



Methods in the successful distribution of California canned and dried 

 fruits depend largely on the men who direct them. Only men of the 

 widest experience and energetic force should be chosen, and at the head 

 of each enterprise should be one man who can sit quietly in his office 

 and devise the proper methods and see that they are properly carried 

 out by those chosen to do the work. He must not be under the influence 

 of excitement or other disadvantageous circumstances, but be able to 

 consider carefully the methods necessary to make a complete success of 

 the enterprise. 



Dr. Thwing, President of the Western Reserve College of Ohio, in a 

 lecture delivered in this city some months ago, said that Mr. Rocke- 

 feller told him that one of his greatest difficulties was to find men to 

 whom he could pay $25,U00 per year salary to do some of his thinking 

 for him. 



Men are- required who can accomplish something — men of force, men 

 with concentrated energy, men who have a definite purpose and who 

 know how to execute it with their entire strength. The need is for men 

 who can produce results — men possessing tact, practical ability, and 

 executive force. 



The men who would keep abreast of the ever increasing tide of pro- 

 gress in trade must not rest satisfied with the business methods that 

 brought success years ago. They must keep their business up to the 

 standard by the constant infusion of new ideas and improved methods. 

 No man can afford to rest content with bringing his business up to a 

 certain point — he must ever be reaching out beyond that point. 



In reference to the causes that prevent the natural increase in con- 

 sumption and distribution of California canned fruits, it appears that 

 the responsibility rests on the fruit-canners themselves by the pursuing 

 of a shortsighted policy, which is resulting in holding the business in 

 check and retarding an industry which should progress and increase 



