24 BULLETIN 266, U. S. DEPARTMENT OF AGRICULTURE. 
some of these so-called middlemen. Even though the growers may 
be federated into a cooperative association and thus be relieved of a 
great many details and dangers, by the employment of an expert 
sales force, nevertheless the association must in its turn employ at 
least a part of the present marketing machinery in disposing of the 
greater portion of its products. 
Improvements are needed; of this there is no doubt. Undoubtedly 
they will be made. However, in the meantime products must be 
marketed, and until changes are made such marketing machinery as 
is available must be utilized. 
Cooperation will accomplish much in the way of better distribution, 
the standardization of products, and the improvement of business 
methods. 
SUMMARY. 
1. Cooperation is desirable between grower and grower, and grower 
and consumer, but is needed especially between the producer and the 
distributor. The grower must realize the necessity of living up to an 
agreement and doing business on a businesslike basis. 
2. The grower should keep in constant touch with the market either 
through the newspapers, trade papers, private firms, auction reports, 
or by telephone, telegraph, or mail. 
3. In offering goods for sale shippers should give definite and de- 
tailed information regarding the prospective shipments, such as the 
probable date of shipment, the commodity, number of packages, kind 
and size of package, quantity and quality of each variety, whether 
freight or express shipment, and the road and route. 
4. Market quotations are of value in finding the best market, but 
only as temporary indicators of general price levels, and too much 
reliance must not be placed upon them. 
5. Personal visits to the market patronized will enable the grower 
to obtain the proper market perspective. He will see the difficulties 
under which the distributors work, he will see his products in compe- 
tition with those from the most highly specialized districts, and he 
will learn the necessity of good quality, honest packing, and stand- 
ardization. 
6. Before establishing market connections, the dealer's commercial 
standing should be studied very carefully. Commercial credit 
agencies, trade papers, chambers of commerce, and local bankers all 
can be of assistance in this respect. 
7. The producer can sell either individually or cooperatively. 
Cooperative associations assume all marketing responsibilities for 
the individual shipper and are in a much better position to keep in 
touch with the market and to secure an equitable distribution. 
8. Sales direct to the consumer are not always advisable owing 
to the difficulties of transportation and the problems of collections 
