
COOPERATIVE MILK-DISTRIBUTING PLANTS. 25 
In smal] plants the general manager assumes the responsibility 
of the sales manager and depends upon the plant superintendent to 
supervise the loaders and checkers and the route foremen or route 
men for the proper delivery service. 
In the larger plants wholesale milk is generally sold on routes that 
handle wholesale orders exclusively, and retail milk is distributed on 
exclusively retail routes. Although both the wholesale and retail 
routes may cover the same territory, separate deliveries are made, 
because a different kind of service and different hours of delivery are 
required by wholesale and retail trade. The separation of wholesale 
_ and retail sales also simplifies accounting, balancing of load sheets, 
_ and the checking of returned bottles and cans. In smaller plants the 
routes usually handle both wholesale and retail milk on the same 
_ wagons. 
_ In cities located in the northern part of the country daylight deliv- 
erles are made throughout the spring, fall, and winter seasons, and 
in the summer deliveries are usually made before daylight. Where 
one company handles practically all the city distribution, it may be 
possible to maintain a system of daylight delivery throughout the 
year. In some southern cities it is customary for milk dealers to 
make two deliveries a day. 
ROUTE SALESMEN AND DELIVERYMEN. 
The success of any mercantile business depends upon its ability to 
sell goods. The successful sale of milk through milk plants depends 
upon the efficiency of its sales methods. After the general sales pol- 
icy of a milk plant is approved by the board of directors the manager 
must determine the methods to be employed in putting it into opera- 
tion, while the actual selling is intrusted to the sales and delivery 
organization. 
The route men of a modern milk company are more than delivery 
men. They are, in fact, business representatives who by their rela- 
tions to the customers, by their speech, and by their personal appear- 
ance express the general attitude of the company toward the public 
in business standards and business ideals. Good will may be either 
developed or destroyed by the employment of the right or wrong 
kind of route salesmen. 
Route salesmen and delivery men may come from many different 
sources. They may vary in age from 18 to 45 years, may be inex- 
perienced, with great or small capacity for self-development; or 
they may, on the other hand, be experienced and efficient milk 
salesmen. 
Ability to read and write, keep a route book and daily report sheet 
correctly, understand the instructions given, and appreciate the im- 
