MARKETING HAY THROUGH TERMINAL MARKETS. 15 
book the order, giving- the name of the buyer and the quantity and 
grade sold, together with the terms of sale as to time of shipment, etc. 
If the offer from the shipper is subject to confirmation the shipper 
telegraphs to the broker or buyer a confirmation of the sale, provided 
the hay offered has not already been sold by another broker. A writ- 
ten confirmation is usually also sent to the buyer and the broker's 
account is credited with the amount of brokerage earned by the sale. 
In case the hay has been sold, the order is not accepted unless the 
shipper has obtained or can obtain other hay to fill the sale and the 
broker is so advised. 
Brokerage settlements are usually made between the shipper and 
broker at the end of each month. Some shippers remit brokerage 
only for the hay which has already been shipped on the orders re- 
ceived. While such settlements are accepted by most brokers it is 
generally held that brokerage is due and payable when the actual sale 
has been consummated. Some difficulty occasionally arises because 
of the refusal of shippers to pay brokerage on shipments which have 
been rejected upon arrival by the buyers. Brokers consider this 
practice unfair. On the other hand shippers claim that brokers are 
sometimes unfair and that in order to make sales they make promises 
to buyers which shippers know nothing about and which they can 
not fulfill. Such practices may increase brokerage accounts but they 
often cause rejections. 
"While the broker's responsibility is supposed to end with the con- 
summation of the sale, most brokers are interested in, maintaining 
profitable business relations with the shipper and buyer and con- 
tinue to look after the interests of both in an impartial manner until 
the whole transaction is completed. Additional charges are seldom 
made for such services unless another sale is actually made. These 
extra services, however, frequently prevent heavy losses to 1 shippers 
and also protect the buyer from inconvenience and loss. 
TRAVELING SALESMEN. 
In some sections a great deal of hay is sold by traveling salesmen 
representing large shippers or wholesalers. Country shippers doing 
only a small business yearly probably find it impossible as a matter of 
economy, to employ traveling salesmen; but larger firms frequently 
employ, and prefer, them to brokers. The salesman or representa- 
tive is kept informed by letter and wire of the amount of hay the 
shipper has to offer from day to day and of the prices at which it may 
be quoted. 
The salesman, while representing a shipper in a producing section, 
may be located in a consuming section and travel in neighboring 
territory where he is acquainted Avith the firms who are his customers 
