THE DISTRIBUTION OF NORTHWESTERN BOXED APPLES. < 
State in the history of the country. The production in Oregon also 
exceeded that of all previous years. Idaho 9 had a lean year in 1916 
and again in 1918, but in 1917 had a comparatively heavy produc- 
tion, and in 1919 an unusually large yield. Montana 9 has developed 
slowly but gradually, and in 1919 practically doubled the previous 
year's shipments. 
MARKETING METHODS. 
Growers in the Pacific Xorthwest market the fruit through various 
agencies, the most important being cooperative selling organizations, 
local dealers, traveling cash buyers, and commission merchants. 
The cooperative method generally consists of collective selling by 
hired representatives of one or more groups of producers, and prac- 
tically every type of cooperative organization has been in operation. 
Local associations are formed, consisting of a single group of grow- 
ers, who employ a manager to transact their business and sell the 
output. Federations of local groups also are formed, the managers 
of the local units acting merely as intermediaries between the central 
organization and the local unit. The central organizations practi- 
cally control sales, collections, inspections, and advertising, thus 
facilitating standardization and specialization. 
Local dealers purchase the fruit from growers, buying outright for 
cash or on contract. In some sections local merchants have developed 
a merchandising department and advance supplies and equipment to 
growers whose fruit they buy or handle on consignment. 
A limited quantity of fruit is handled on a strictly consignment 
basis by resident dealers. Such dealers often operate packing houses 
where the fruit is graded, sized, and packed for a certain fixed charge 
per box, which includes box shook, materials, and labor. Cash sales 
to traveling or to resident buyers who represent firms in terminal 
markets are common. Some of these representatives also act as grow- 
ers' agents and accept shipments on consignment. 
Direct sales or sales through brokers to firms in consuming centers 
are usually made on an f. o. b. basis. Particularly was this true 
during the fall of 1919, when many of these firms contracted with 
northwestern shippers for future delivery. Various conditions make 
it necessary or desirable to roll a large number of loaded cars unsold. 
Usually these tramp cars are destined to territories that seem to 
promise the best returns and generally are sold when near to a 
market. Many of these sales are made through brokers. 
Railroad records show that in 1915 there were 461 consignors 
of apples from the Pacific Xorthwest. This number has materially 
increased with the development of the industry. 
9 See Exhibit No. 7, p. 20. 
