MARKETING HAY THROUGH TERMINAL MARKETS. 3 
and the lack of sufficient bay to build up a permanent trade if they 
desire to ship direct to consuming territories. Consumers who must 
have a constant supply prefer to deal with those upon whom they can 
depend for shipment whenever supplies are needed. The latter diffi- 
culty has in some places been, overcome by the formation of coopera- 
tive shipping organizations which are able to meet the requirements of 
consumers in regard to quality and supply. 
THE BUSINESS. 
The number of cars of hay handled by country shippers varies 
greatly. In sections which have only a small surplus a shipper 
frequently does not handle more than 10 or 15 cars a year and these 
in connection with some other business. In other and larger pro- 
ducing sections a shipper may handle and ship from 100 to 500 
cars from his immediate territory. It appears, however, that on 
an average, 200 to 300 cars represent a good year's business for a 
country hay shipper, unless he ships from a number of different 
points. 
Management. 
Some time and experience are required to build up a profitable 
shipping business. The country shipper must be in a position to 
meet all competition and pay the producer the best market price, 
all factors being considered. To do this he must in turn be able to 
market the hay advantageously. Upon the solution of this problem 
depend his success and the measure of his service to the producer. 
If in the marketing of hay he can not render service equal to the 
amount charged for his service he is not an economical factor in its 
distribution. 
To market his hay successfully the shipper must first know the 
requirements of the various available markets, as to the character 
of hay and the size and weight of bales. Some markets pay a 
premium for straight unmixed timothy hay; others pay as much 
for good light clover mixed as for straight timothy. Large bales 
weighing from 200 to 250 pounds sell at higher prices than the 
smaller bales in some markets while in others the opposite is true. 
In some sections hay must be " tagged " with the weight upon each 
bale, in other sections such weights will not be accepted. The shipper 
must, therefore, familiarize himself with all the conditions and must 
also select honest and reliable receivers. To obtain this information 
and experience may require several years, depending upon the ability 
of the shipper. 
Capital. 
The capital required depends principally upon the volume of 
business transacted. The dealer who ships only an occasional car 
