106 PROCEEDINGS OF THIRTY-SIXTH FRUIT-GROWERS 9 CONVENTION. 



received, our aim being to deliver to the railroad company fruit in 

 prime condition. The managers of the shipping houses endeavor to 

 ship nothing but hard, good-keeping stock; fruit that is too ripe is sold 

 locally, as there is usually a good demand. We approve the recent 

 standardizing plan as we know its need. In fact, we have practically 

 been doing the same thing in our own way for several years. 



The day following the shipment a telegram, giving full details of 

 each car, is sent to our general Eastern office, which in turn advises the 

 agents promptly. Thus they have full knowledge of all fruit rolling. 

 Time is a great element in the handling of deciduous fruit, owing to 

 its very perishable nature. This calls for prompt action along the line. 

 We know the individual growers, and definite advice from the East- 

 ern markets as to packs gives us an opportunity to reach the grower 

 and correct the fault in future shipments. Detailed reports received 

 collectively point out faults which could not be detected individually. 

 If three or four points complain about a certain grower's pack, we 

 know the fault lies at home and not with the transportation or refrig- 

 eration. 



Prices are made by the head office in accordance with the supply and 

 demand on all cars except those sold at auction, where prices are deter- 

 mined by the purchasers. We have arrangements with the California 

 Fruit Growers ' Exchange to use their salaried agents at all points where 

 they have same, and we select any broker we choose at other points. 

 By conducting our sales direct with our agents we are in very much 

 better touch with the market than by turning over our shipments to any 

 other organization. Our present system keeps us in direct touch with 

 the market without going through too many channels. In this way we 

 are unhampered and our ideas of value are not dictated to or passed 

 upon by any one but ourselves, and it is only natural to suppose, being 

 a grower's organization, we hold out for the highest price obtainable. 

 The prices on deciduous fruit fluctuate rapidly because of the. number 

 of States that produce this character of fruit, and by having a free 

 and unhampered selling system, we are able to take full advantage of 

 prevailing conditions. As an answer to our values realized, we have 

 only to point to our successful growth. 



We have followed the practice of having only one agent in any one 

 city, believing the practice of dividing up offerings brings one's own 

 fruit into competition with itself, which, to say the least, is detrimental. 

 We make a practice of selling the cars impartially because we do not 

 buy or speculate and the exchange has nothing to gain but the highest 

 confidence of its membership, and in order to do this all must be treated 

 alike. We consider our satisfied membership the best evidence that 

 this has been the case. We have not lost a dollar on bad accounts in 

 the East since 1902. We endeavor to make payment to our growers 

 promptly, our average being about twenty-five days from the date of 

 shipment, and to do this no time can be lost in making remittances. 



As a general thing the account sales leave the office the same day 

 the money is received, and a delay of five or six days in sending the 

 check from an Eastern district will cause just about that much delay 

 in returns to the growers. 



The exchange charges its growers the usual commission and other 



