MARKETING BARRELED APPLES 27 
Relations between a skilled, rehable producer and a substantial 
dealer with a high-class trade are likely to become a source of mutual 
satisfaction and profit. The market connections are of such impor- 
tance that they should not begin without knowledge of the dealer’s 
financial and business standing as viewed by bankers and the trade. 
Dealers, bankers, and leagues of commission merchants, chambers of 
commerce, or boards of trade are ordinarily well informed on these 
matters. Reliable, well-established dealers are glad to supply 
references. Full knowledge of the selected firm is especially neces- 
sary when shipping on commission, since the results depend wholly 
on the business integrity and ability of the concern. 
A close inspection of the produce trade gives the impression that 
honesty is the rule among well-established firms and that the differ- 
ences in results depend mainly on business ability and salesmanship. 
It is not enough to satisfy oneself regarding the general reputation 
and business standing of a firm. 
To a grower it may seem that the dealer had only to turn over the 
produce to waiting buyers and pocket the commission or profit. 
But competition is Keen. Each firm knows that it must give satis- 
faction in the long run or lose its business. Energy, enterprise, 
judgment, experience, and personality count for as much as in other 
lines. One dealer may place a carload quickly at top prices, another 
may let it drag along. Whether the owner is selling outright or on 
a commission basis, it is better to deal with a good salesman who has 
a good class of buyers. Accordingly, the more a grower or shipper 
ean learn about the various receivers’ ways of doing business the 
better his chance of finding the most desirable agency for distribution 
of his produce. 
SALES BY DEALERS 
In the fall, when trading is active and shipments are heavy, local 
firms are receiving telegrams asking for quotations or making offers 
on barrel, basket, or bulk stock, for immediate shipment or future 
delivery. Local dealers may keep in touch with many leading mar- 
kets by telephone. If conditions look favorable and they have 
orders for a number of cars for prompt shipment, the dealers direct 
their buyers at country loading points to buy from growers or to 
have the growers deliver the stock already bought to cars or ware- 
houses. Shippers keep in touch with crop and market reports of the 
Bureau of Agricultural Economics, United States Department of 
Agriculture, or call the local office of the bureau to find out destina- 
tions of cars and the volume of local shipments and of shipments 
from competing sections in order to determine what section of the 
aes ‘ 
country is buying most actively. Buyers also keep in touch with 
the market reports in order to be informed of conditions. 
Once the stock is packed, sales may be made for prompt shipment 
or for future delivery. Apples in cold storage often change owner- 
ship from grower to shipper or to outside buyer, or from shipper to 
outside buyer. In this case the buyer may assume the storage 
charges. If he buys the apples as they are he assumes also the 
expense of repacking, if necessary, and of loading. Shippers who 
sell on wire orders usually assume all of these charges and quote a 
price that covers the additional cost. A considerable part of the 
crop that is sold on wire orders goes to small towns. When markets 
