372 
Get all your cream 
L ESS than 1 /33rd of 1% of cream — one drop of 
' cream in 3300—goes past this separator to the 
slrim milk pail. How could any separator get more 
cream? So why pay half again as much for a sep¬ 
arator? 
The Sattley Separator is made in our own fac¬ 
tory—it is strong, firm on its base, smooth running, 
easy to turn and clean—and easy to buy. It stands 
up—and it bears our absolute guarantee. 
Send $5.00 only. Wewill ship you the separator. 
Use it for 30 days. If you are completely satisfied, 
you may pay the balance in 10 monthly payments. 
Write for the separator and ask for General Cata¬ 
logue showing all sizes separators and complete*!ine 
of dairy supplies. 
Don’t buy a separator until you investigate 
Ward’s Sattley and learn how you save Y or 
more through buying direct from the manufacturer. 
No. 2 89 M4615_ $48.80 (Cash $46.00 ) 
"'Pacific Coast States 53.80 (Cash 50.55 ) 
Write to our house nearest you. Address Dept. 80-A, 
m jr , Established 1872 f f y -g 
Montgomery Ward 8 (9. 
Chicago Kansas City St. Paul Portland, Ore. Fort Worth Oakland,Cal. 
LIME ws LAND 
S O LVAY brings better, greater crops 
the first harvest. SOLVAY makes 
sour soil sweet and releases all fertility 
the land contains to hasten growing 
crop3 to full maturity. 
Most farm lands need lime, and none 
is better than Solvay Pulverized Lime, 
stone—high test non-caustic, furnace 
dried, and ground fine to spread easily. 
Every farmer should read the 
Solvay Booklet on Liming 
—sent FREE on request. 
THE SOLVAY PROCESS CO., Syracuse,!!. Y. 
LINE 1m 
PURSE 
“BROOKLYN BRAND” 
SULPHUR 
COMMERCIAL FLOUR SULPHUR, 99K% Pure 
For Spraying—Insecticide Purposes 
SUPERFINE COMMERCIAL FLOUR SULPHUR, 99^% Pur e\For Dusting 
FLOWERS OF SULPHUR, 100% Pure j Purposes 
“NIAGARA BRAND” 
AMERICAN CRUDE SALTPETRE 
For Better, Bigger and More Fruit 
ALSO CRUDE NITRATE OF SODA 
80 Maiden Lane, BATTELLE & REN WICK, New York, N.Y. 
Write Dept. “ C” for Prices and Booklets 
CALLAHAN HAY GUIDE 
“Saves Hand Forking in the Mow” 
Use it with any make of horse fork to put away the 
hay just where you want it. A fourteen-year-old boy 
can easily operate it and do a better job than three men 
withjiand forks. Does away with hard center in the mow—no 
more “fire-fanged” hay. Mow holds more and hay comes out easier. Simple, 
practical and permanent. In practical use for two seasons. Will pay for itself 
in a week—and last a lifetime. Sold on a money-back guarantee. Ask your 
dealer. If he cannot supply you write us direct. 
Send for free booklet and price. 
CALLAHAN DISTRIBUTOR CO. Box 27. Wellsboro. Pa. 
CAULIFLOWER SEED 
Early Snowball. Imported direct from Denmark. Oz. 
$2. Quarter oz. 75c. postpaid. Free catalog. 
B. F. Metcalf & Son, Inc., 206-208 W.Gcvsee St., Syraeoie, N.Y; 
Each 
Postpaid 
Peach Trees 20c, Apple Trees 25c 
Send for 1924 Bargain Catalog of Fruit Trees, Berry 
Plants, Vines, Shrubs. Guaranteed to Grow Garden and 
Flower Seeds. Special Prices to Large Planters. 
ALLEN’S NURSERY & SEED HOUSE, GENEVA, OHIO 
American Agriculturist, April 12 ,1924 
Co-ops and the Public 
An A. A. Radio Talk Broadcast From WEAF 
By AARON SAPIRO 
T HE cooperative as¬ 
sociation has to con¬ 
fer a benefit upon the consumer, to take care of 
the increased production following upon every 
benefit which it confers upon the producer. 
It does this in many ways. 
By eliminating the purely speculative not being a merchant, but purely a gambler' 
middleman and dealing directly with the legiti- seldom, if ever, advertises. As a matter of 
mate distributor, or the manufacturer, a big fact he rarely ever handles, frequently has 
part of the profits—an.entirely unnecessary never even seen, the product in which he 
speculators, a class tre- 
mendous in wealth and 
power, but limited in number, and little known 
to the general public except through the 
operations of some of them upon the big 
exchanges. The real speculative middleman 
part—now taken out in the present system of 
distribution, is saved to the farmer. By com¬ 
bination into great sales units, much of the 
present overhead expense of distribution is 
saved. By the ability of these units to secure 
cheaper money for distribution credits for the 
farmer, the difference in interest is saved. By 
efficient distribution, doing away with the 
glutted markets and their consequences of 
rotting food both in the markets and in the 
fields, other great wastes are saved. By proper 
deals. 
Distributive Middleman Gives Service 
The distributive middleman is a man who 
operates upon a fixed charge for services 
rendered; or, if he buys and sells the product 
figures only to make a fixed profit, that 
increases only with the volume of business 
which he handles. Your speculator, on the 
other hand, is the man who buys and sells a 
product with no idea of actually moving that 
warehousing, proper processing, proper forms product, but merely with the idea of selling it 
of transportation, the present complete 
destruction of much wealth each year, due to 
inefficiency in these matters, is saved. 
The extent of these savings in many instances 
can be imagined when it is truthfully told that 
cooperative associations have frequently suc¬ 
ceeded in doubling the farmer’s return for a 
given product without raising the price of that 
product to the consumer one cent. The 
result in these cases has been a double produc¬ 
tion; and the consuming world has absorbed 
that production for the reason that the coopera¬ 
tive association can and must share some of its 
savings with the consuming public. 
How Economies Are Effected 
There are various ways of doing this. It is 
true that in only a part of the cases will you 
find the consuming public given cheaper prices 
on the product. 
The way in which the sharing is mostly done 
is by increasing, through good merchandising, 
the value of the product to the consumer. He 
does not necessarily pay less money, but gets a 
thing of greater value for his money. Other¬ 
wise he would not increase his use of the 
product. 
When you grade a product so that, the 
consumer can get exactly w’hat he wants and 
does not have to take with it a lot of junk that 
he does not w T ant, you are increasing the value 
of that product to the consumer. When you 
make it wholesome and attractive in form, 
when you furnish guarantees of quality with 
it, when you educate him to a score of uses 
that lie in that product which he did not know 
before, you very distinctly increase its value 
to him. Unless you can make him recognize 
that increase of value by such methods, you 
must give him the product for less money. 
There is no other way out. 
Remember this: The cooperative associa¬ 
tion, being composed entirely of producers, 
has got to sell ALL OF THE CROP. The 
speculator does not care whether the crop is 
sold or not—he is interested only in the part he 
cares to handle. For all he cares, it can rot in 
the producer’s hands and the consumer can 
starve, a situation which, in fact, helps him to 
pay the producer little and charge the consumer 
much. He is not interested in VOLUME; he 
is interested only in the profit MARGIN. 
The Difference in Middlemen 
People still governed by the antiquated idea 
that the main slogan of cooperative marketing 
is, “eliminate the middleman,” will be amazed 
to learn that the modern cooperative marketing 
association frequently has the hearty sympathy 
of many middlemen in its field. In the 
majority of the cases, due to the superiority of 
product, the cooperative association is looked 
upon with decided favor by the retail merchant, 
and frequently by the wholesaler and the 
jobber who supplies him, and by the NON- 
SPECULATIVE broker. 
That is because modern cooperative market¬ 
ing draws the distinction between distributive -,,,- r r - 0 
and speculative middlemen. There is no such out of line, every man with an acre of land nt 
thing as totally eliminating the legitimate for that commodity plants it and brings on an 
middleman. He is himself an essential pro- inevitable over-production—and automatically 
dueer. He produces a service which is neces- swamps himself. 
sary in the distribution of a product. Where Whether it is hay, tobacco, cotton, or beans 
he is a legitimate merchant he himself is or raisins, or milk that is produced on the 
again, without the performance of any service, 
on the highest possible PROFIT MARGIN! 
It is an essential of his business that markets 
fluctuate as widely and as rapidly as possible; 
that there should be as many sales and resales 
of the product as possible; and that there 
should be a surplus at the producing end from 
which he buys and a shortage at the consuming 
end to which he sells. 
The speculators, as a class, have interests 
inimical to all other classes. They are the 
only class that is hurt by cooperative market¬ 
ing. Even in their case, cooperative marketing 
CONFISCATES NO PROPERTY w hich they 
may be using as legitimate distributors on the 
side, and confiscates no past profits. It 
merely says, “If you have to gamble, you will 
have to do your gambling elsewhere. We have 
decided to change this field into a business desk 
instead of a poker table.” 
As large as are the profits which these 
speculative interests have in the past taken out 
of farm products, these profits themselves are 
merely a part of the saving w’hich cooperative 
marketing effects by making it possible to 
ignore the speculator. 
What It Means to the Public 
What does Cooperative Marketing mean to 
the public generally? 
The public wants the farmer to continue 
producing—to stay on the farm; and to live 
there on a decent standard of comfort and 
with a viewpoint that is not harmful to the 
body politic. 
But if the farmer, by his individual methods, 
can’t make enough money out of his crops, he 
must do one of three things: 
Abandon his farm; 
Become a tenant; 
Degrade his standard of living. 
In some sections of the South, where 
factories are so common, they’ve lost their 
farms and become tenants. In one State, 
famous in the history of the South, over 83% 
of the two leading cmps are raised by tenants. 
That is bad for the soil; bad for the farmer 
family; bad for the entire agricultural com¬ 
munity. 
Compare this w T ith Denmark, where they 
have had COOPERATION for all these fifty 
years in every important farm industry. 
Denmark, which began her cooperation about 
1867, then had ALL her farm land owned by 
less than six per cent, of the population. It 
was full of tenants and croppers—a true feudal 
system! Now Denmark, through cooperation, 
is not only the most prosperous agricultural 
country on the face of the earth but has less 
tenantry than any other farm country. 
Control on Price Fixing 
Now if these farmer organizations do attempt 
to fix prices beyond reasonable figures, they 
can and should be crushed, as the Capper 
Volstead Act provides definitely, and regardless 
of law, they will be crushed by their own 
industry, for if once a crop price gets too high 
engaged in the merchandising methods which 
make for increased and wider consumption. 
In order to perform that service for itself the 
American farm, the lesson is this: you can not get 
education or opportunity in life, or even decent 
comfort and decent food at home unless you 
cooperative association would’ have to acquire can get the money with which to buy these 
things; and if you are a farmer, you can not get 
that money unless you get it out of crops; and 
you can not get it out of crops unless you are 
taught merchandising instead of dumping. 
The farmers must not lean on the slender 
^ r-j _ r— _~ reed of politics. They must depend on them- 
w’hich they take over, and fair salaries for the selves and adjust their business to the presen 
services which they displace. channels of trade and finance—and make their 
The only people who are deprived of any- own prosperity by their own efforts along clean 
thing by cooperative marketing are the proved lines of cooperative activity. 
the property and the skill represented by these 
men. To acquire it, it must SPEND money; 
and to borrow this money one must pay 
interest thereon equivalent to a legitimate 
profit. Sometimes, the cooperative associa¬ 
tions do this, but they pay fair prices for plants 
