The Daily Alaska empire., 1937-07-31
SALES AGENTS PLAY IMPORTANT PART,M|ARKETINC
Canned Salmon Brokers Association Head Ex-
 plains Problems
By WALTER H. TUESLEY President, Pacific Canned Salmon
 Brokers Association

Marketing of the season's pack of canned salmon is largely the specialized function of the broker who must meet the changes of each years conditions and convert the product into money, with the hope of profit to it's producers.
 The name broker" while gener- ally used by sales agents, is some what of a misnomer and conse- quently confusing to many who are not intimately acquainted With the work performed by him. Differing fundamentally with the impersonal relationship of the conventional se- curities or commodity broker who buys or sells, for a fee, representing whosoever presents himself with a proposition, the canned salmon broker or sales agent = actually represents intimately the packer whose product he sells, finding res ponsible buyers in the far flung markets of the world. So long as their business relationship exists he is as much an integral part of the packers business family as is his superintendent, even though the broker may represent more than one packer.
 Selling Starts Before Fishing
 The selling process has it's begin ming long before the fish is caught and canned. It is begun in the cul- tivation of buyers by the selling agent through his associate brokers resident in the marketing centers. It is the business of the associate broker to call upon the jobbing trade daily. After arrival with the current information furnished him by the packers sales agent or bro- Der secure his order which he submits to the sales agent who is authorized to act in the packers be- half.
 But long before a sale is consum- mated the packer and his agent have conferred on the genedal plans of their seasons operations. De- tails of labels, terms and policies are well in hand before the packer leaves for the north, after which the broker in many instances car ries on as the packers home of- flee" arranging for shipment north of needed supplies, advising perio- dically of changing market condi- tions and progress of the packing operations in other districts. Some times it is the brokers duty to ar- range details of his packers fin ancing as the pack develops and in most instances the warehousing of southbound shipments and their trans-shipment to market is his job long before the packer returns to his base of operations.
 During the height of packing op- erations the brokers day is divided among many responsibilities he must know the limits of his mar kets, influenced by the supplies and prices of competing food products, meats, eggs, tuna, sardines, mack erel and many others. Disturbances to business in Lansing - wind storm in the Dust Bowl-a big crop of cotton in the south-the gold price = legislation = freight rates - hot weather-cold snaps-advertis- ing-all of these things, and many others which add up to the ability and desire of the illusive consumer to buy one particular kind of food canned salmon-he must know At the same moment, he must see that collapsed cans, cartons, a spare ma chine part, side of beef or a car ton of snuff is safely aboard the boat northbound
 (COntinued on Page Eipht)