The Raymer enterprise., 1913-09-25
PROBLEMS FOR THE FARMERS
Growing. Preparing and Marketing Of
Farm Products Arc Becoming
Questions Of Psychology.
tBy ". NJ. KELLY.)

ability OF the frmer to sell his prod
ucts at more remunerative prices than
his fellows generally secure for the
same products. Many frst-class prod
ucts sell for less than they would
have sold for II offered by some other
man. Good products, put on the mar
ket in attractive style. will always
bring premium, but II the owner Is
salesman Of the first rank the excr-
else OF his talent will result In
better price.
Salesmanship is as much part Of
a mans business equipment as are
the goods he produces. Some Of the
most successful farmers cannot be
classed as good statesmen Some OF
the most prominent money makers
connected with agriculture cannot be
classed as good farmers. Men who
achieve the difficult two-fold success
as farmers and statesmen are COM
paratively few. In the making Of E
successful farmer 1t Is almost as i'm
portant to master the art Of selling
as that OF producing.
The growing. the preparing. and the
marketing Of the products Of the farm
are becoming questions of science and
psychology. The common notion that
flavor and quality constitute the prin.
cipal attractions that food offers.
proves that upon careful analysis to
be poorly founded. A wide range Of
fancies enter into the problem. and
the farmer or the dealer who handles
his products. II he would get the best
price. must study these fancies and
not Insist upon making the consumers
take what he likes best himself. be-
cause taste Is the principal test Of
excellence.
The average consumer. In the city
seems imbued with the idea that
farmers exist mainly for the purpose
of supplying the rest OF mankind with
all the delicacies of the season. at =
price which will enable the wage
Garner to enjoy every dainty found
upon the tables Of the very wealthy.
Many will claim this statement is
overdrawn. but its truth is found In
abundance by studying the problem
on the markets In large city and
consulting with grocers and meat deal.
ers AS one salaried office man re.
marked to the writer. What do you
farmers want. anyhow" Well. for
one thing. we want something moro
than the mere privilege Of growing
crops. milking cows and feeding hogs.
to the end that you people can have
unlimited supplies and luxuries on
your tables that We cannot afford our.
selves. 1t is not our business to pro-
duce delicacies for your tables at
bargain-counter prices. 1t is not the
increased cost Of living that worries
some Of you city folks SO much as II
Is the increased cost OF high living.
One OF the most difficult problems
on the average farm Is that Of mar.
keting the eggs. small fruits and vege.
tables that would go to waste II not
properly marketed. Not long ago a
farmers wife said to the writer. II
have to sell everything raised on the
farm. except the grain and stock, for
James don't know anything about sell.
ing the small stun. She was right.
her husband was practical farmer.
but he lacked the ability. the initia'
tive. to find profitable market for all
the small things which count into a
tidy sum in the aggregate. On the
other hand. she had the trading In
stinct and could drive good bargains
and secure better prices for her stun
than the other ones were getting. Hel
husband could raise excellent crops
he could make the cows give milk and
the hens lay eggs In the winter. but
he could not sell the smaller items
There must be good salesman or
every farm or the business will no;
prosper. II the husband is not a good
salesman the wife or one OF the chill
dren should be trained to take charge
OF the selling end OF the business. A
young woman who has succeeded ir
paying of a two thousand dollar mort
gage on farm left by her dead fathel
told the writer that she had done Il
by never being ashamed to sell wha
she had. no matter how little 1t was
The problem Of peddling out the small
products Of the farm seldom proves
profitable unless there is good sales
man In the family whose absence from
the farm does not mean neglect o
the larger work. There are hundredl
Of families In every large village ant
city who will pay good prices To-
fresh products delivered at thei
doors. and II some member Of thu
family solicits this trade It will adj
many dollars to the annual income
Of the farm.
Tender fruit and vegetables shoul,
be picked into baskets or other easil,
handled receptacles, holding from one
half to a bushel. and then carries
or hauled from the field to packing
shed where they are graded and pack
ed ready for marketing. Tree fruit
should be packed into baskets o
medium.sizcd sacks arranged to sui
the convenience OF the picker and a
: tho same time providing agains