The Leavenworth echo. [volume] (Leavenworth, Wash.) 1904-current, 1918-09-13
SHIPPERS OF PFRISHABLt
PRODUCTS TAKE NOTICE
Timely Suggestions From the Pullman
Agricultural College.

desires. The consuming public gauges
its demand for a product according
to the degree in which that product
satisfies its tastes. Taste to consid-
cradle extent is influenced by appear
ance. This is especially true in the
case of perishable and semi-perish-
able products such as fresh vegc-
tables, berries, apples and potatoes.
Competition is keen in marketing.
The farmer who wishes to sell his
product at a high price, must learn
the demands of public tastes, and put
up his product in such a way that
will give the consumer reasonable
satisfaction. Most goods sold in fair
ly large quantities pass thru the
hands of middlemcn or dealer. These
men because of their constant touch
with the trade have learned the tastes
of consumers. Whether farmer
sells direct to consumer, or thru Il
middleman, it may pay him, if he can
| wv 81, w Nlolt ii Hldi htIiHB NtHbtij dil'i
spend some time in the wholesale
produce district watching how sales
are actually conducted He should
talk with dealers about the methods Of
preparing products for market, visit
their grading and packing rooms and
observe how that process is done.
If a personal visit to the trade is
too expensive, and the farmer sells
thru dealer, he should write him,
questioning him carefully about how
to sort, grade, and pack product, SO
that it will bring the highest price.
When a shipment is made, load the
goods properly. Learn from some re-
liable source, how to arrange material
in cars so that it will best withstand
the journey. Take an itemized ac-
count of the number of boxes or pack
ages in the shipment, the different
varieties, and the amount of each.
Send this statement to the dealer at
once, together with a letter of expla-
nation, stating the number of the car,
the date it is to leave, and the road
it is to go over.
Follow approved methods in hand
ling bills of lading. If goods are sold
outright for cash, have the bill of lad
ing made out to yourself, endorse it
over to your local banker, and instruct
him to send il to his banking CORES
pondent at point of destination with
attached draft for the amount to be
collected. Upon payment of draft.
the bill is surrendered to the dealer.
If inspection is allowed this should
be stated upon bill of lading. If goods
are sold on time or shipped on con-
signment, have the bill of lading made
out to the dealer, and send it to him at
once. When an advance is to be made
for part of the consignment the pro-
cedure is the same as goods are
sold for cash.
When putting up goods for market.
experiment upon how best to combine
quality and attractiveness. These
are potent features in determining
price.
1t is not best, ordinarily, to ship
to several dealers on the same market
at the same time, for they may COM
pete against one another for buyers,
thus brining your product into COM
petition with itself, and forcing down
the price.
The farmer who sells to a dealer,
finds it best to cooperate with him in
the handling of goods, for the more
money the dealer gets for the pro
duct, the more will he in turn be able
to pay the farmer. If you sell by
that method, communicate with your
dealer regarding the condition of the
trade, few days before your ship
ment is ready and learn from him
whether he is able to handle the ship
ment to advantage. Unless this is
done all responsibility of the deal
rests with the shipper. On the other
hand, if there is a written understand
ing with the merchant, he in turn
must assume his share of the rcspon-
sibility.
In all cases act promptly in for
warding the dealer records of ship
ment that he may not be delayed in
getting into possession of goods Mar
ket demand and SUPPLY often fluctuato
from hour to hour. A difference of a
very short time may see a consider
able change in price quotations.
Marketing perishablc farm products
is business in itself, and cooperation
between the buyer and seller is an
essential principle of successful bust
ness relationship.
| ASHER HOBSON,
Director, Office of Farm
Markets, Field Agent in
Marketing, U. S. Depart
ment of Agriculture.