TWENTY-FOURTH ANNUAL FRUIT-GROWERS' CONVENTION. 117 



have not only made two blades of grass to grow where only one grew 

 before, but who have also made two drops of water to flow where none 

 flowed before. In brief, it is no longer a question of what we can grow, 

 but of what we can sell, and the development of reliable and profitable' 

 markets. 



And that leads me to the principal point in the whole problem — 

 namely, a broad-gauge commercial integrity— honest goods honestly 

 packed and honestly labeled. Of course I appreciate the irony of fate 

 that has decreed the attributes of Bret Harte's u peculiar " heathen 

 Chinee all to the fruit-packers and fruit-shippers, and all the virtues to 

 the fruit-growers; but that does not alter my plea for commercial integ- 

 rity; it is the only road to permanent success in any market, either at 

 home or abroad. As a basic principle the fruit-grower should produce 

 only A 1 fruit — his market product should be free of all wormy, under- 

 sized, warty specimens, of windfalls and bruised specimens, and consist 

 of only a prime article. This once conscientiously observed, and the 

 battle is half won r whether the product is sold fresh, canned, or cured. 

 This honesty and aim at superior production should be observed all 

 along the line until the finished and packed product reaches the 

 consumers' tables in London, Berlin, Vienna, Paris, Rome, Manila, or 

 Hongkong. If eternal vigilance is the price of liberty, then commercial 

 integrity and honest goods honestly packed is the price of permanent 

 success for our orchard products in the foreign markets. This fact is 

 inexorable; to deviate from it in the slightest degree is only to invite 

 disaster. 



These basic principles once thoroughly established in our ambitions 

 to enter the European markets, and we shall make healthy progress. 

 Our next step must be to study European conditions and practices. 

 You must always bear in mind that the people of Europe are a trifle 

 older in many ways than we are. Briefly stated, it seems to me essen- 

 tial that in style of package, methods of marketing, even as to 

 methods of preparation, we should, in so far as is expedient, meet the 

 customs and practices of the European seller and consumer. Another 

 point is uniformity of package. Particularly does this apply to dried 

 fruits. 



These things carefully observed, and when coupled to commercial 

 integrity, will certainly be a long step toward a permanent place for our 

 fruits in European markets. 



A residence in Europe extending over nearly five years in the consular 

 service, where my duties put me in close touch with our trade relations 

 with European centers, has enabled me to give this subject some atten- 

 tion. And let me say right here, without boasting and without fear of 

 contradiction, that when we do pack our very best product honestly, and 

 observe the eternal laws of commercial integrity to give value for value, 



