OUTLETS AND METHODS OF SALE FOE SHIPPERS. i 
The chambers of commerce, boards of trade, commercial clubs, 
and similar bodies are often of assistance in giving information as to 
dealers specializing in different commodities. Local bankers may 
also be of assistance in determining the responsibility of a particular 
firm. 
Once a satisfactory representative or customer is found, it should 
be the aim of the shipper to maintain his connection with this one 
firm, as by so doing mutual confidence will be fostered and better 
results secured than where the shipper jumps from one connection 
to another in quest of slightly higher prices. One of the favorite 
baits of unscrupulous produce firms has been the circulation of quo- 
tations slightly higher than the prices actually prevailing on the 
market. When consignments were made to these houses, it was 
found that inflated returns had been made for the first few ship- 
ments, and then, having established a connection with the shipper 
and secured his confidence, the price was dropped and the grower was 
exploited before he awakened to the situation. The trade term for 
this practice is ' 'over quo ting." 
PRIMARY OUTLETS FOR PRODUCERS. 
It is possible for growers to sell either individually as independent 
producers or collectively as members of a cooperative association. 
In either their individual or collective capacities producers may sell 
direct to the consumer or through existing marketing agencies, 
popularly termed "distributors" or "middlemen." 
Attention is called to the fact that the producers are the primary 
distributors and that to the extent of their intelligent, effective con- 
trol over the distribution of their products are they successful in the 
business side of agriculture. The average farmer has not been alive 
to the problems attendant upon the distribution of his products, and, 
in consequence, has left the middleman to perform a service which 
as a producer he might have performed for himself. 
COOPERATIVE ASSOCIATIONS. 
Out of real necessity farmers' cooperative associations have been 
created, and the development of this movement is being increased 
and improved constantly to meet the growing demands for better 
service. Cooperative marketing associations are producers' organiza- 
tions which are organized for the purpose of grading, packing, ship- 
ping, and selling products grown by members of the association. 
The association takes charge of commodities either at the packing 
shed or at the shipping station, according to the contracts with 
members or the custom in the particular community, and usually 
has full charge of the produce in all sales transactions. Many asso- 
