OUTLETS AND METHODS OF SALE FOR SHIPPERS. 21 
concessions from the seller, yet he will not expect an allowance to 
cover the total drop, but will be content, in most cases, to compro- 
mise and accept a reasonable concession. As a consequence, the 
selling association will secure larger returns than if it had shipped a 
car without a previous order, commonly termed a " tramp car/' in 
which case it would have been compelled to accept the prevailing 
market price. 
SALES ON JOINT ACCOUNT. 
Sales on joint account are agreements made between the grower or 
shipper and the market representatives on a certain deal, the latter 
to contribute his knowledge of marketing conditions and the former 
to make use of his knowledge of conditions at the producing end. 
Deals of this kind are possible only where both parties know and 
understand each other thoroughly, for each is absolutely dependent 
upon the integrity of the other. The division of expenses and profits 
varies greatly with each contract, though it may be said that the 
usual custom is for the net profits, after deduction of expenses, to be 
divided equally between the shipper and the market representative. 
SALES IN TRANSIT. 
Customarily sales in transit do not concern the individual grower 
directly, inasmuch as this type of sale is usually made only by 
shipping associations. Again, sales in transit are necessary only in 
the case of large crops of produce which must be kept moving in order 
to prevent a congestion at the shipping end. In many cases it is im- 
possible for a large association to secure f. o. b. sales for all the prod- 
uce which it has ready for shipment. Consequently, the manager 
ships out cars known as tramp cars, which are billed to some diver- 
sion point in the general direction of the markets where prices seem 
to be strongest. While the cars are in transit orders are received 
and the cars diverted accordingly. In case no buyer is found by the 
time the diversion point is reached, the car is either diverted to the 
market which seems to offer the best possibilities or is sent to some 
auction point. 
In these sales either absolute selling power is granted to the repre- 
sentative of the shipping association or sales are made subject to con- 
firmation by the shipper. In the former case, where absolute selling 
power is granted to the representative, no control is possible by the 
shipper, inasmuch as the representative becomes the virtual owner 
of the commodity. Thus a shipper who is unable to keep in close 
touch with the market may rely on the ability of his representative 
and telegraph him instructions merely to sell to best advantage. 
Under instructions of this kind the representative is justified in mak- 
ing almost any disposition of the shipment which he believes to be 
best. 
