MARKETING LETTUCE 37 
are justified. It is not customary for them to make collections and 
remittances, as the shipper usually deals directly with the buyer after 
the sale is arranged. Brokers' charges are not based on selling prices 
but on the carload or package, and these charges vary with the sec 
tions and the type of package used. 
In some sections it has become an established custom for com- 
mercial packers to act as sales agents for growers whose crops they 
pack. Commission is charged for this service. 
COOPERATIVE MARKETING 
In addition to the consignment solicitors, car-lot buyers and 
brokers who operate at shipping points, a number of growers' coop- 
erative organizations have assumed a prominent place during recent 
years in the marketing of lettuce. In some States these organizations 
control a considerable percentage of the crop, and through collective 
and organized effort have effected savings and improved service in 
the marketing of the crop that would have been difficult if not im- 
possible to attain through the voluntary efforts of unorganized 
growers and shippers. Cooperative marketing organizations, if 
properly organized and efficiently managed, can (1) standardize 
varieties and packages; (2) bring about improvements in grading, 
packing, and marking; (3) act as a clearing house for market in- 
formation; (4) advertise the product effectively, thereby develop- 
ing a wider distribution for the crop; and (5) purchase supplies for 
the members at a substantial saving. To be effective, a cooperative 
organization must control a sufficient tonnage to obtain the advan- 
tages of large-scale operations. 
QUOTING PRICES 
Quotations should always give complete and accurate information 
about the shipment. The kind of lettuce, the grade, the size, the 
number and kind of packages, and the probable date of shipment 
should be shown. A definite price quotation may be made, or bids 
may be solicited. 
The standard rules and trade terms employed in the fruit and 
vegetable industry provide that a quotation of price is not strictly an 
offer to sell, but only an invitation for an order or an offer to buy, 
even though the part}^ quoting actually owns or has the goods and 
makes the quotation in person. It is recommended that when a seller 
desires to solicit orders by quoting prices, he use the words " we 
quote " or " offer ", and that when he intends to make a specific offer 
to sell to a definite buyer, he use the words " we will sell." 
The shipper should prepay quotations by telegraph. The follow- 
ing form of message is suggested : 
Williamson, N. Y., July 18, 1924. 
Black Fkuit & Vegetable. Co., Pittsburgh, Pa.; 
We quote subject confirmation to-days shipment US ONE Big. Boston lettuce 
two dozen crates dollar f. o. b. 
John Doe & Co. 
The phrase "subject to confirmation" should always be used; 
otherwise acceptance results in a binding contract and the shipper 
would not be in position to select the best offer he has received. If 
