82 
FLORIDA STATE HORTICULTURAL SOCIETY. 
as California did, you have begun at 
the top. 
One thing you must get out of your 
heads, and that is that the Exchange 
in Tampa is the whole thing. You, the 
sub-Exchanges, the local Associations, 
are the whole thing. It is your product 
we are selling. You could, after a 
fashion, sell your product without our 
assistance; we could not sell without 
your product. 
When I was talking organization 
over this State, there was one thing 
that I tried to impress upon the people 
who wanted to form organizations, and 
that was to put people in charge of 
their Association who were loyal . 
Also, to put in men who were worth 
something—not somebody's cousin, or 
brother, or relative who could not 
make a living in any other way, and 
for whom was welcomed this position 
as Exchange manager as a good place 
to get rid of him. Don’t you know 
that if a man is worth anything, he al¬ 
ready has a job? A lot of the mana¬ 
gers who were put in charge, you 
would not trust with a dollar of your 
money, and yet you trust him with this 
live business proposition, and when he 
does not make a success of it, you 
blame the Florida Citrus Exchange. 
Your manager must be a salesman, a 
good, all-round man, who knows a busi¬ 
ness proposition when he sees it, and 
knows how to handle it. He must ac¬ 
quaint himself thoroughly with the or¬ 
ganization of the Association he is 
working with. It is the duty of every 
Association manager with his Board 
of Directors, to keep in just as close 
touch with the market conditions as it 
is my business in Tampa. Every day, 
just as the day closes, we mail to every 
sub-Exchange manager a bulletin giv¬ 
ing the telegrams received from our 
district salesmen, and the telegrams 
that we have sent to them. This bulle¬ 
tin reflects the market conditions all 
over the country. Ought it to be diffi¬ 
cult for a sub-Exchange manager to go 
over these telegrams and arrive at an 
intelligent conclusion as to what the 
market is? Ought there to be an ex¬ 
cuse to say that the head office at 
Tampa did not keep him advised? A 
man with so little business ability, or 
so neglectful, should not wait to be in¬ 
vited to resign. If you want success, 
you should put him out right now. His 
Board of Directors should make it so 
warm for him that he will not have 
time to stop where he is. 
Every sub-Exchange receives a copy 
of the telegrams about his shipments 
of fruit, and if he has done his duty, he 
can tell you exactly about every car of 
fruit in which his Association is inter¬ 
ested. He has his card before him, and 
every telegram is entered on that card 
—or should be—and if he will only 
make the exertion to read his bulletins 
and his telegrams, and take a little ac¬ 
tive interest in the work he is paid for, 
there is no grower who can say he has 
not been kept advised of the condition 
of the market, because he has. We 
have sent out circular after circular 
from our office, and published it in the 
“Grower,” and advised these people of 
