MARKETING BROOM CORN. 13 
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| When certain markets are glutted and weak, the buyers at those 
i. may be instructed to put onaee heav moe Ww fea Bene puens fe 
Be echoing is a much lower average get price. 
TRAVELING BUYERS. 
While many buyers who travel are employed by large firms, the 
Beri “traveling buyer” is applied more particularly to those whose 
remuneration is on a commission basis. Their business is to supply 
| the manufacturers with broom corn in carload lots direct from the 
| producing sections. They might be termed wholesalers, but since 
im many cases every carload sale represents a complete transaction 
and often a “turnover ” of all capital invested they are not generally 
so designated. 
Traveling buyers usually procure orders in advance of purchase, 
either through advertising in trade journals or through manufac- 
turers with whom they previously have had satisfactory dealings. 
te manufacturers, not wishing to visit the producing sections 
themselves, employ these men to purchase to the best possible ad- 
| vantage the broom corn necessary to meet their requirements. Many 
| traveling buyers have built up a very creditable business by close 
and careful buying, and where reasonably satisfactory purchases 
have been made they have retained old customers over a period of 
| years. It should be clearly understood, however, that this kind of 
business is successful only when good business relations have been 
developed and when the particular needs of the manufacturer are 
_ well known from previous handling. . 
Though it is true that traveling buyers have their own cars, travel 
where and when they please, and have no office expense, clerk hire, 
taxes, nor insurance, there are a few things that greatly handicap 
them. Most important among these, especially during years of 
heavy movement, is lack of storage and shipping facilities. 
LOCAL RESIDENT BUYERS. 
Local resident buyers are the “old guard” in the buying of broom 
corn at country points. Where they have built up a business by fair ~ 
dealing and close personal acquaintance with growers, traveling 
buyers find business decidedly competitive. This is particularly true 
_ where local buyers own ample storage facilities. 
At most of the important country-point markets there are from 
_ two to five resident buyers. Their business, like that of the travel- 
_ ing buyer, is to supply manufacturers with broom corn direct from 
q the field. The practice with most dealers is to procure orders and 
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