SUGAR-CANE SIRUP MANUFACTURE "5 
an enforced sale when market conditions are unfavorable. Each 
producer commonly receives a partial pee for his sirup on 
delivery and a final payment after the plant has sold the sirup and 
averaged the returns. 
Thoroughgoing instruction as to the merits and essential purpose 
of a cooperative association is necessary, so that the members may 
understand the methods of doing business and the benefits that 
result from a strong organization. Once this is accomplished and a 
management as capable as that in similar plants privately operated is 
obtained, there is every reason why a cooperative plant should be of 
ereat service to the community and profitable to its members as well. 
Advertising is usually necessary in finding new outlets and in 
selling goods in competition with others in an established market. 
Good judgment, therefore, is required on the part of the management 
to place on the market only that quality of product which the public 
really wants. A product with selling merit will justify advertising 
and selling expense, whereas money spent in pushing an article with- 
out merit is largely wasted. 
As the larger factories and canning plants can produce sirup of 
uniform grades and of modified color, flavor, and density, it is im- 
portant to ascertain as definitely as possible the type of sirup gener- 
ally preferred in prospective new markets. If, for example, it 
should be found that a product of lighter color and milder, less typical 
cane-juice flavor ene sell to better advantage in certain sections 
of the North and West, where cane sirup is not very well known at 
present, it is possible from a technical standpoint to accomplish this 
by making use of the proper method of clarification in the larger 
plants, or by suitable treatment at the canning plant. Similarly, 
it is possible to give the trade a sirup of somewhat heavier “body” 
or density. The particular type of sirup desired in various sections 
where cane sirup is now little known is a question which must be, 
studied in developing new markets; it can not be answered definitely 
at present. . 
It is important to consider what it costs for the factory or canning 
plant to produce sirup of modified characteristics in comparison with 
the cost of producing and canning sirup of the usual type. Expense 
is increased by each new step introduced into the manufacturing or 
canning operation. For example, filtration to improve clarity, or 
treatment with carbon to reduce color and objectionable flavor, 
causes an increase in expense, which must be carefully considered in 
relation to the probable market price obtainable for sirup of such a 
type. Likewise, if the trade prefers cane sirup of a density somewhat 
higher than that at which it is ordinarily Tinrieted: it must be willing 
to pay correspondingly more for it. 
The conclusion seems warranted that the growth and continued 
prosperity of the cane-sirup industry depend very largely upon the 
ability of this industry to find new markets for an increased produc- 
tion of sirup. Success in marketing requires first of all the production 
of sirup of uniform and satisfactory quality and of a type which 
appeals to consumers in the section where it is sold. 
