OUTLETS AND METHODS OP SALE FOR SHIPPEES. 19 
or who does not enjoy a reputation sufficient to warrant sales on 
advance orders. An f. o. b. sale to traveling or field representatives 
of distributors resembles an " on- track sale" at the market center, 
because inspection is made before the purchase price is agreed upon. 
Customarily sales are for cash. This method of sale is limited to 
specialized sections which annually attract many buyers, for com- 
petition among several buyers is almost a prerequisite to securing 
f. o. b. sales. The average speculator will avoid cash f. o. b. sales 
where possible, but may be forced to buy through keen competition 
and limited supply. Furthermore, if there are only a few buyers in 
a certain district, and they know that the growers are more or less 
dependent upon their offers, combinations may be effected which 
will result in reducing prices materially. The f. o. b. sale is un- 
doubtedly the most satisfactory for the average grower, for in a 
majority of cases it is unwise for the producer to attempt to play 
the market and trust to his own knowledge of market conditions in 
shifting his car from one larger center to another, excepting* as he 
does so through a cooperative selling organization. 
Sales on f . o. b. terms through city representatives, such as brokers 
or association representatives, or finally, direct to car-lot wholesalers, 
are made most frequently by cooperative associations in specialized 
sections. One of the prerequisites is an established reputation on 
the part of some association which stands back of the products. 
Comparatively few individual producers ship in large enough quanti- 
ties to have such an established reputation. 
These sales are very rarely for cash ; in almost all cases they are in 
the nature of orders from prospective customers secured by city 
salesmen or brokers. Salesmen solicit orders for future shipment, 
instructing the associations or shippers as to the time the goods are 
desired. 
It is customary in making f. o. b. sales to allow inspection by the 
purchaser at destination. With perishables this is almost a necessity, 
and there are practically but two reasons why a shipper should refuse 
inspection at the distribution point — either because he knows that 
the quality of his goods does not meet the contract specifications, or 
because he doubts the willingness of the buyer to accept the goods 
in case of a decline in the market. However, with proper business 
precautions in selling methods, and with an average amount of 
honesty on the part of the shipper, neither of these conditions should 
arise. It is understood that in the case of f. o. b. sales to traveling or 
field representatives, inspection is made on the track at the time of 
sale. Under average conditions, inspection must occur, in nearly 
every instance, at either the point of shipment or delivery. 
Certain disadvantages and limitations attend sales on "f. o. b. 
destination" terms which do not apply to cash f. o. b. sales at point 
