MARKETING 



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(c) Study Various Marketing Agencies. At destination 

 the fruit is ordinarily handled by a commission house, selling 

 to a jobber or a large retailer, for 7 to 10 percent of the gross 

 sale, depending upon the size of the transaction. The com- 

 mission man inspects the fruit on arrival, pays transporta- 

 tion charges, cartage, and storage charges if any, negotiates a 

 sale, collects the money, deducts all charges plus his commis- 

 sion, and makes return to the shipper. Some states maintain 

 lists of bonded and licensed commission merchants for the 

 protection of shippers. It is well to consult such lists before 

 establishing a connection. 



The Jobber, The jobber purchases the fruit and resells on 

 his own initiative. He may have a definite outlet in mind 

 when he buys, or he may match his knowledge and experience 

 against the turns of the market. He may gain or lose heavily. 

 The fruit may go through the hands of several jobbers before 

 it is offered for consumption by the retailer. 



The Broker. Brokers are intermediary agents between 

 buyers and sellers. They are located in the market centers 

 and as a rule deal only in carlots. The broker seldom has the 

 goods in his possession. On information from the seller con- 

 cerning the nature and grade of the product, the broker seeks 

 a buyer among the trade. He wires the best terms he can 

 get to the seller for acceptance or rejection. If the terms are 

 accepted, the broker executes a sales contract, the goods are 

 supplied, and he receives his commission (brokerage fee). It 

 requires little in the way of an investment to engage in the 

 brokerage business. It follows therefore that a broker should 

 be selected with great care, and from among those who have 

 established reputations. 



Selling by Auction, Thirteen cities in the United States 

 now maintain 14 fruit auctions. They are: Boston, New 

 York City (2), Philadelphia, Baltimore, Pittsburgh, Cincin- 

 nati, Cleveland, Detroit, Chicago, Minneapolis, St. Paul, St. 

 Louis, and New Orleans. With the exception of New Orleans, 

 all these cities are in the section east of the Mississippi and 



