REPORT OF COMMITTEE ON MARKETING 

 H. W. Baxter, Chairman, Rochester, New York 



In order to get the best possible results in packing and marketing, 

 the growers of farm products should get together co-operatively, 

 and stand together; establish sorting, grading, and packing stations, 

 and sort their products carefully into grades found profitable to 

 market, pack them in small enough registered trademark packages 

 to reach the consumer without the package being broken and its 

 identity lost, and name the price to the consumer on different 

 products and packages by advertising in the daily papers. When 

 this is done, arrange to get the products to the consumer with the 

 least possible expense. 



There have been many unnecessary profits and middlemen. 

 For instance, the dealer at the gro^^ng end consigns to the jobbing 

 receiver in the large market centers who makes his sales on the dock 

 or in the railroad yards, even selling to his own wholesale house a 

 few blocks away, taking his commission for so doing. Trace this 

 method of distribution, and you will find that the product will pass 

 through not less than four and probably five hands going from the 

 producer to the consumer. 



Last year Dean Bailey told us that the law of economics showed 

 that we could not do without a middle expense, which is surely true. 

 However, we have found by putting up products in small registered 

 trademark packages, and advertising in the daily papers, the pro- 

 ducer can have a great deal to say about the middleman's charges; 

 and when he becomes too much of a burden, we can make other 

 arrangements. 



The plan of distribution that has proven the most attractive to 

 us is to sell in the large cities to the chain grocer (a corporation or 

 individual owning several groceries) and large department store, 

 who can the most economically deliver our products to the consumer. 

 The demands of the consumer on his grocer, such as four to nine 

 deliveries a day, prove a big expense item in the cost of high living 

 (not the high cost of living). For instance, a lady called up her 

 grocer and said to him, "I feel I must stop trading with you, for I 

 cannot get the things I order when I want them." She being a good 

 customer, the grocer turned to his telephone order department, 

 and learned that the complaining lady had ordered nine times that 



