26 BULLETIN 1416, U. S. DEPARTMENT OF AGRICULTURE 
AT FARM OR SHIPPING POINT 
Most larger sales by commercial growers fall mainly within four 
general classes: (1) For cash or on account to local dealers or to — 
agents of distant firms; (2) lump sale on contract; (3) sale through 
commission dealers, and (4) sale through cooperative associations. 
In the great apple-producing sections, like western New York, the 
Shenandoah Valley, and southern Michigan, apple buying is highly 
specialized. Many of the local dealers have office, warehouse, and 
shipping facilities and are on hand to buy throughout the season. 
Accordingly, a great proportion of the total commercial barrel crop 
is sold direct to local buyers at principal shipping points; but travel- 
ing buyers, also, are very active, especially when the season’s crop 
is of desirable quality and is limited in quantity. Under favorable 
conditions these agents may place a large proportion of the crop 
under contract early in the season. They ake from growers and 
from local dealers. 
Buyers ride out into the country and look over the stock owned by 
growers or being handled by shippers, and make purchases for 
immediate needs and sometimes buy large blocks for shipment later 
in the season. Exporters drop in from time to time and buy blocks 
of stock. A few buyers stay through the entire season, some of 
them arranging joint account transactions with several shippers. 
Sometimes, year after year, it is the same buyer who bids highest for 
the grower’s crop, as he has found that his customers ask for these 
particularly fine, well-packed apples. To maintain this reputation 
the grower must have taken pains with the crop. The dealer in- 
spects it on the trees or in the packing house or storage, and the deal 
roceeds with mutual satisfaction. The well-informed grower 
nows the market situation, for he reads the market reports and 
talks with dealers. 
In orchard sales, as a rule, there is a contract specifying as closely 
as possible (1) the number of barrels, (2) the pack, (3) conditions of 
delivery, and (4) the price per barrel. Comparatively few crops are 
sold on the trees for a lump sum, or per barrel “‘tree run;” that is, 
just as they grow. In such sales the buyer picks and packs the fruit. 
Most Bes are made by the barrel, bushel, or hundred pounds on 
the basis of fruit delivered at station or storage house either as 
delivery of sales agreed upon early in the season or as lots to be sold 
at the current market price. 
COMMISSION 
In years of heavy production many dealers refuse to buy, but 
instead urge shipments on commission, thus placing the risk on the 
shipper. It has been estimated that more than one-half of the sales 
of western New York apples in New York City are by commission 
dealers, but in most markets the indicated percentage is much lower. 
These consignments are from country dealers and from growers. 
Many orchards are too small or too distant to attract buyers and a 
vast number of small lots are sent to commission dealers by express 
or freight. A great deal of commission business is secured through 
advance payment of one kind or another, dealers making loans or 
extending credit to assist in harvesting, packing, and storing the 
crop, and deducting these advances from the proceeds of the sales, 
