258 
February 16, 1918 
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I ' 
Selling Farm Butter 
On page 1.31 you have a letter from 
M. E. F. in regard to selling his dairy 
butter. I believe his experience is gen¬ 
eral, not only in his community, but from 
coast to coast; not only in selling butter 
to the consumer, but all farm produce. 
As to butter, when you want to sell but¬ 
ter now, I found after a few weeks of 
the country butter business that most of 
I the consumers u.sed oleomargarine, and I 
, am sorry to say most of the farmers do 
i the same. I think every member of the 
Dairymen’s League who uses the stuff 
should be fined. Dairying is up-hill busi¬ 
ness enough without the farmers them¬ 
selves knocking it. As to selling direct 
to consumers, I find there isn’t much dif¬ 
ference between trying to sell house to 
house in the Eastern towns and in the 
factory less ones in the West or South. 
It requires a specialist called a huckster. 
M. L. c. 
I was much interested in M. E. E.'s 
letter on page 131. I have been making 
and selling butter for 30 years, and have 
always sold direct to the consumer.' I 
never carried out one pound of butter 
without knowing where I was to dispose 
of it. Over 25 years ago I lived close to 
Princeton, N. J., and sold butter to the 
professors of Princeton College at 38 
cents a pound, which was then a good 
price. My method of doing business is 
this: I get in touch with some prospec¬ 
tive customer a little while before I am 
I ready to supply him; then I have ample 
I time to find a customer before my butter 
I is ready. I J Jk them to give it a trial, 
and no cost to them if not satisfactory. 
If the butter is A1 M. E. P. will have no 
further trouble in disposing of it, as in 
my experience one pound sold the rest. 
JOHN J. DOYLE. 
East week, while in Auburn, 20 miles 
distant. I tried to sell butter at several 
restaurants and hotels, and at each place 
was told that they bought Western cream¬ 
ery butter in tubs from 35 to 43c. per 
pound, delivered, and they refused to buy 
dairy butter. I went to some of the lead¬ 
ing grocery stores and they were not anx¬ 
ious to handle dairy butter, and would 
only give 40 to 42c. a pound in trade, 
claiming they had bard work to sell dairy 
butter. 
I know of a great many farmers who 
call themselves dairymen and who are 
members of the Dairymen’s League, who 
sell their milk and buy oleomargarine. 
Is this co-operation? At the price of 
feed and milk I cannot see how I can 
sell butter for less than 50c. per pound. 
I cannot sell milk unless I draw it four 
miles and then pay 25c. per hundred to 
have it drawn to the milk station. Con¬ 
sequently I think I shall have to sell my 
dairy of eight cows. F. II. COREY. 
Cayuga Co., N. Y. 
It has been seven years since we came 
to the farm. We purchased one cow, for 
family use. intending to make chickens 
our main issue, but we had some surplus, 
and for a time sold the three or four 
pounds a week to the stores. Of course 
we got about five cents less than the con¬ 
sumer had to pay. Direct selling looked 
good to us, although we did not analyze 
our intentions toward the consumer. We 
merely wanted that five cents and we 
went after it, so successfully that we in¬ 
creased our herd to four milk cows, sell¬ 
ing a yearly average of 20 pounds a 
I week. 
i We use a band separator and put our 
! butter up in brick style. We have al- 
i ways made good butter, and have never 
i had ti-ouble selling it. We get within 
two to five cents the price of creamery, 
j and two Summers, when we sold for 30 
! cents the year around, creamery went to 
I 25 in Summer and to 35 in the Winter, 
so we averaged the creamery prices for 
the year. When feed went so high last 
Spring we raised on our butter, in spite 
of it being the grass season when cus¬ 
tomers are accustomed to a normal fall in 
price. All acknowledged the abnormal in 
conditions, and paid up. Again last Fall, 
when prices rocketed again, we kept them 
with us, one woman remarking. “Well, 
I’d rather pay creamery prices for your 
butter than for creamery.” 
Will M. E. F. (page 131) allow me to 
compare my methods of selling with his 
attempt? In the first place, did he go 
to the front door?—as he speaks of the 
maid answering the bell. Forenoons, 
from 7.30 to 12. is the time to sell; the 
place is the kitchen door. I find the 
most fashionable society women will come 
to the kitchen and talk things to eat, 
when for a tradesman to appear at the 
front is an irritation. There’s no use 
talking to the maids; it’s easier for them 
to get everything in a bunch from the 
grocer. In all the time I have been sell¬ 
ing in Huntington I never owed a sale 
of so much as a pound of butter to a 
maid. 
Then, lowering the price, when he went 
among the poorer people, I find these peo¬ 
ple easily offended if any hint is given 
that they do not use the best there is. 
The woman of plenty can afford to brave 
public opinion, and use margarine, if she 
cares to. hut the average family of the 
mechanic insists on the best. And when 
you offer anything lower than the nor¬ 
mal price you offer the prospective buyer 
a ready-made suspicion that there is some¬ 
thing wrong. Nothing helps in building 
up a trade like having a good article to 
sell, and then have a wholesome respect 
for that article. When M. E. F. asked 
for his butter the price asked for poor 
butter, it stood to reason he was selling 
poor butter, so far as the customers are 
concerned, for verily much that is poor 
is sold. We sell everything from the farm 
<)irect to consumers; eggs, meat, fruit, 
even canned stuff, arid in the seven years 
I have found the selling the easie.st and 
most interesting task confronting me. 
West Virginia. j. a. martin. 
I was interested reading article on sell¬ 
ing dairy butter by M. E. F„ page 131. 
I think he went at selling the wrong way; 
should have charged more for a good ar¬ 
ticle. The time has gone by for the pro¬ 
ducer to ask “What’ll you give?” Make 
a price and live up to it. “Sell anything 
that we have in such a manner that you 
can sell the same customer again.” 
Massachusetts. w, s. ii. 
We live 14 miles from a thriving city 
of about 50,000 inhabitants, and I find 
that nice, clean dairy butter sells like hot 
cakes in the parts of town where the 
wage-earners and the people of moderate 
means live. One afternoon late in Novem¬ 
ber, 1917, we decided to drive to the city, 
and as I had 16 pounds of good, fresh 
butter on hand I decided to take it along. 
Before starting I called up a grocery to 
see what they were paying. “Forty 
cenjs,” was the reply, and as I left the 
’phSne the “girlie” of the household 
handed me a letter from a woman who 
wished six pounds sent by parcel post. 
The butter was put up in neat round, 
printed pound cakes, and each one neatly 
wrapped in a sheet of waxed paper, the 
print on top being a very pretty sheaf of 
wheat. Then all were packed in a suit¬ 
case, and when I reached town the little 
girl went into the first store and in¬ 
quired the price of dairy butter. “Fifty- 
two cents a pound, my dear,” was the 
clerk’s reply. 
At the place where I left the six pounds 
the lady told me of several others who 
were “just dying to get some good coun¬ 
try blitter.” Some of them had to keep 
right on “dying,” for before I visited half 
of the places I was sold out and found 
that for an hour’s pleasant work I had 
made ju.st $1.92 over what I would have 
received if I had sold my butter at the 
store. 
One woman looked sharply at my 
tailored coat and hat to match and said, 
“Why are you doing this?” I. of course, 
told her that I was “experimenting,” try¬ 
ing to find out how the groceryman got 
rich. She would have felt sold if she 
had known the real cost of that coat and 
hat, but right there I decided to invest in 
a neat tailored suit during the .Tanuary 
sales, so I would be ready in the Spring, 
when I can add the eggs that now go by 
parcel post, berries, vegetables, honey, 
broilers and young ducks to my list. In 
this town, at least, the country person 
with good, clean products, put up in an 
attractive manner, who dresses neatly, 
makes his, or her, sales in a businesslike 
manner and departs as soon as the sale 
is made, is richly welcome. A “real” 
smile helps, too. MRS. M. Kennedy. 
Michigan. 
I read with interest the item on page 
131. entitled “Can You Sell Dairy But¬ 
ter?” asking if others have had like ex¬ 
perience, and what was the trouble, why 
M. E. F. could not sell his product. He 
told the reason at the very beginning of 
his article, not knowing much of the ways 
of the world. I am on the downhill side 
of 60, and can speak from experience, 
having had a 'busy life, and in several 
different kinds of work. To be a good 
salesman is a gift that but few are en¬ 
dowed with. It takes tact and a good 
judge of human nature to make a success 
in this line of business. Let me here 
give a few reasons why a sale was not 
made. 
In the first instance, you did not see 
the right party. Insist on seeing the lady 
of the house, or manager of the financial 
part. No doubt your intentions toward 
your would-be customers were of the best, 
but they evidently did not know you or 
the butter. I would have thought it a 
profitable day’s work to have given away 
a few pounds as sample of your goods, 
telling them if it was satisfactory you 
would see them later and make the price. 
It is a mistake to offer goods for less than 
the selling price of a good article if you 
have the quality to match. Cutting the 
price will give the impression that it is a 
cheaper grade of goods and that you are 
anxious to get rid of it. Look yourself 
over carefully and then decide if you are 
capable of handling the job you have in 
mind is my advice. SIM. 
Vermont. 
Farmer Corning was asked whether he 
had had a good year. “Gosh, yes.” he 
exclaimed. “I had four cows and three 
hogs killed by railway trains and two 
hogs and eleven chickens killed by auto¬ 
mobiles. I made some profit out of it.” 
—Credit Lost. 
