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Cornell University Library 
 HD9321.5.L4 
 
 Canned foods; how to buy, how to sell, st 
 
 3 1924 013 852 326 
 
Cornell University 
 Library 
 
 The original of tiiis book is in 
 tine Cornell University Library. 
 
 There are no known copyright restrictions in 
 the United States on the use of the text. 
 
 http://www.archive.org/details/cu31924013852326 
 
RESPECTFULLY DEDICATED TO 
 
 The National Canners' Association 
 
 The National Wholesale Grocers' Association 
 
 The Southern Wholesale Grocers' Association 
 
 The National Canned Food and Dried Fruit 
 Brokers' Association 
 
 The Grocery and Canning Trade Press 
 OF THE UNITED STATES 
 
PREFACE 
 
 Several years ago I began to write and manifold a series of 
 lectures for the information of about one hundred traveling and 
 city salesmen employed by a large wholesale grocery house. For 
 this house I was then a department manager and buyer. 
 
 Some copies of these lectures were sent to personal friends. 
 Soon requests for the series began to be received from them and 
 their friends. 
 
 I then printed on a multigraph several hundred sets of the 
 series and distributed them to those wholesale grocers who sub- 
 scribed for them. Apparently this did not satisfy the demand, 
 as, since then, I have had numerous requests for the series and 
 suggestions that they be published in book form at a more pop- 
 ular price. These suggestions I concluded to adopt, hence this 
 book. 
 
 The book contains much more matter — and more valuable 
 matter — than the series of lectures, for I have broadened my in- 
 vestigations and added to my experience since the lectures were 
 first written. That in the lectures which seemed good I have re- 
 vised carefully in the light of my wider experience. 
 
 I have also added to the book statistical and practical in- 
 formation — such information as I at times have greatly needed, 
 and which I had much difficulty in securing and keeping con- 
 venient for reference in a compact form. 
 
 I have not attempted to write a scientific book, as it is not in- 
 tended to teach manufacturers how to prepare canned foods. 
 
 It is intended, however, to inform canners how their prod- 
 ucts are marketed and distributed and what qualities are desir- 
 able and salable. 
 
Since I wrote the series of lectures I have been in the canned 
 food brokerage business, and was chosen by the canners, grocers 
 and brokers of the United States to manage "National 
 Canned Foods Week (1913)." 
 
 My point of view is, therefore, broader. More than this, my 
 appreciation of the great industry which puts the June garden 
 into the January pantry, and preserves the food supply of the 
 world, in times of abundance, to feed its people in times of scar- 
 city, is widened. I have tried to crystallize that enlarged view and 
 that appreciation in my revision of the lectures and in the added 
 material. 
 
 I hope that my thirty-j&ve years of experience as a merchant 
 and as a buyer and seller of canned foods have qualified me to 
 impart something of benefit to my co-workers. 
 
 There are many — very many — ^who know as much (or more) 
 about the subjects treated as myself, but who have never had the 
 time to put their knowledge into compact form for publication. 
 To that class I present my apologies and assurances of esteem, 
 with the hope that the volume may contain for them some remi- 
 niscences and prove convenient as a book of reference. 
 
 The Attthob. 
 
 For List of Contents See Back of Book. 
 
10 HOW TO BUY AND SELL CANNED FOODS. 
 
 CHAPTER L 
 
 THE BUYER. 
 
 Volumes have been written about salesmen, and salesmanagers, 
 and upon the subject of salesmanship. 
 
 Little has, however, been written about buyers or the buying 
 methods of a business. 
 
 There is a verse in the Bible [Prov. 30-14], which describes a 
 cunning and boastful buyer, viz.: "It is nought, it is nought, saith 
 the buyer; but when he is gone his way, then he boasteth." 
 
 This method of depreciating an article offered for sale is still 
 practiced, as well as the boasting of the buyer after the goods have 
 become his. 
 
 If one were to attempt to describe methods and manners used 
 in buying, or even to classify buyers, he would have an interminable 
 task. No two buyers are precisely alike in their methods, and all are, 
 to some extent at least, different each from the other. The best one 
 can do is to describe a few types, not for the purpose of ridicule or 
 idle discussion, but that all may be benefitted, and then, if pos- 
 sible, to fix certain rules or methods used by the highest type, i. e., 
 by ideal buyers, as standards to follow. 
 
 A cunning and egotistical buyer, who followed the method de- 
 scribed by the verse quoted from the Bible, would, in these modern 
 times, be regarded as ignorant, unfair, undignified, untruthful and 
 dishonest. He would also be considered as conceited. 
 
 Sellers would soon begin to ignore and avoid such a man, and 
 instead of finding sellers seeking him, he would have to seek oppor- 
 tunities to buy. His usefulness as a buyer would thus have departed, 
 for there would be no seller so poor as to do him reverence. 
 
 The buyer who is arrogant or insolent to those who call upon 
 him, or inconsiderate of their convenience, or who wastes their time 
 by giving attention to trivial matters of detail while keeping them 
 waiting, is unwise. He will gradually but surely lose the respect 
 of sellers. His competitors, who treat commercial travelers or brokers 
 fairly, courteously, candidly and patiently, and who deport them- 
 selves modestly, will secure friendship and respect, and will get all the 
 bargains and good trades. 
 
 The success of a business rests largely upon the temperament 
 and character of its buyers, and the importance and profitable fea- 
 tures of the various departments in a house are frequently statistically 
 photographic of the methods of the buyers in charge. 
 
 If a buyer is unfair, discourteous, inconsiderate, and arrogant 
 with those of whom he buys, his manner will be similar toward those 
 whom he depends upon to sell the goods for him, and it will usually 
 
HOW TO BUY AND SELL CANNED FOODS. n 
 
 he found that a buyer who has not the confidence, respect and friend- 
 ship of sellers, is unpopular and is disliked by his salesmen. Such a 
 combination spells ruin and failure, for his salesmen are averse to 
 working with him and do not enter upon Jiheir duties with zeal and 
 enthusiasm. 
 
 There is no more trying and wearing position than that of a de- 
 partment manager and buyer for a large house. He is held respon- 
 sible not only for the careful purchasing of the proper goods, but 
 also for their prompt sale; and he must personally attend to an 
 enormous amount of detail. From this no assistant, stenographer or 
 clerk can relieve him. To sit patiently as some buyers do, for eight 
 or ten hours a day, listening to the endless and tireless importunities 
 of sellers, four-fifths of whom they cannot patronize, is sotil-wearying 
 and body, nerve and mind torturing. Yet, to play the game, buyers 
 must treat sellers considerately and give each an audience. 
 
 A buyer cannot continue many years in such employment with- 
 out detriment to his health and without shortening the years of his 
 life. 
 
 A buyer who is untruthful is one of the most despicable of his 
 class. He should consider how quickly he himself learns to despise 
 ;and ignore a liar, among the sellers who call upon him. 
 
 A buyer who is in the habit of making unreasonable and unfair 
 -claims is more injurious to his house and its interests, in these days 
 of modern business methods, than is a reputation for slow payment. 
 
 It would surprise the proprietors of some houses, and the buyers 
 themselves, to know to what an extent brokers are instructed not 
 to offer goods to certain houses, at any price, or on any terms, be- 
 cause of their habit of unfair rejections. 
 
 And now for the ideal buyers — and there are many of them. I 
 have in my mind many such to whom that term and such a descrip- 
 tion will aptly apply. 
 
 A buyer, to be ideal, should be fair, courteous, and considerate. 
 He should have his temper under such control that he at all times 
 will appear dignified and attentive. 
 
 He should be prompt and quick and positive in his decisions in 
 buying, in declining to buy, or in suggesting that the ofiferings be . 
 called to his attention again, after he has investigated the market. 
 
 He should not ask that unreasonable offers be made, as he thereby 
 himself loses prestige and he also hurts the salesman in the estima- 
 tion of his principals. 
 
 In accepting or rejecting goods he should be fair, making due 
 allowance for unimportant and unavoidable variations in quality be- 
 yond the control of the manufacturer. 
 
12 HOW TO BUY AND SELL CANNED FOODS. 
 
 He should "put himself in the other fellow's place" and look at 
 the matter from both sides before rejecting goods. This requires 
 that he be always ready and willing to arbitrate. 
 
 He should be careful to take and keep exact and accurate signed 
 memoranda of offers or purchases, and he should insist that the 
 seller be furnished with a copy or duplicate. 
 
 He should not permit his time to be wasted by social conversation 
 or by frivolities; he should see that sellers receive prompt attention, 
 and he should be regardful of their time as well as of his own. 
 
 He should prepare for himself a litany something like the follow- 
 ing, and he should repeat it devoutly each morning before beginning 
 his day's work, viz. : 
 
 From the blackguard and indecent storyteller, good Lord deliver 
 me! 
 
 From the liar and braggart. Lord preserve me ! 
 
 From the temptation to speculate, good Lord deliver me! 
 
 From the man who wants to confide his troubles to me. Lord pre- 
 serve me! 
 
 From the man who has memorized his story and insists upon re- 
 peating it to me like a parrot, good Lord deliver me! 
 
 From the man who wants to relate his autobiography to me and 
 to try to claim relationship with me. Lord preserve me ! 
 
 From the man who gives away poor cigars and insists that I 
 light them. Lord preserve me ! 
 
 From the man who doesn't know his own goods and thinks he 
 does, Lord deliver me! 
 
 From the man who thinks that mere persistency and tenacity 
 will sell goods without their being backed up by information and 
 intelligence, please. Lord, preserve me! 
 
 From the man or woman who tries to sell me goods not needed 
 or not suitable, because of relationship or personal friendship, sym- 
 pathy or need. Lord deliver me ! 
 
 Help me, Lord, to be steadfast to my trust and firmly to resist 
 all temptation. Amen." 
 
HOW TO BUY AND SELL CANNED FOODS. 13 
 
 CHAPTER II. 
 
 A BRIEF HISTORY OF CANNED FOODS. 
 
 More than one hundred years ago, in 1795, a French scientist, 
 Nicholas Appert, discovered that fresh food hermetically sealed, and 
 sterilized by exposure to a high degree of heat, would keep fresh, 
 sweet and wholesome for years. That started the industry of can- 
 ning foods in times of abundance to be used in times of scarcity. 
 
 Before that discovery enormous quantities of food were allowed 
 to waste and rot because men did not know how to save it and to 
 supply it to millions of people elsewhere in the world who were starv- 
 ing for the need of it. 
 
 All that is changed now, and there is very little of the wicked 
 and foolish waste that then prevailed. Wherever there is a surplus 
 of fresh food, a cannery is to be found ; and the food is put into cans, 
 cooked in the cans by steam heat, and kept good for years. 
 
 There is nothing secret in the process of canning food. Nothing 
 whatever is used but the power of heat to sterilize and prevent fer- 
 mentation. Preservative drugs or other preparations can not be used. 
 
 They would be worse than useless, as they would destroy the 
 natural flavor. Both would be illegal and would subject canners to 
 prosecution, and the goods to confiscation and destruction under 
 United States law and the laws of the various States. The label must 
 tell the truth. Nothing is needed or used in preparing canned foods 
 but "cooking in the can." 
 
 This discovery of canning by heat and the development of the 
 industry are some of the greatest boons ever given by Providence to 
 mankind. It puts the June garden into the January pantry. 
 
 It places the fresh fruits of the tropics on the table of the Lap- 
 landers, and fresh salmon from the Behring Sea upon the bill of fare 
 of Havana hotels. 
 
 The modern cannery is more sanitary than a dainty woman's 
 kitchen, because it is constructed on strictly sanitary principles and 
 kept clean by the use of hot water and live steam. The contents of 
 the cans — tomatoes, peas, string beans, fruits of all kinds — are gath- 
 ered when at the proper maturity or ripeness, in the vicinity of the 
 canneries where grown, and are washed, cleaned, and prepared almost 
 altogether by machinery without being touched by hands. 
 
 Being packed fresh near the gardens, orchards, waters and farms, 
 canned vegetables, fruits, fish, sardines and meats have the tenderness 
 and fine flavor which is not retained by such articles when they are 
 shipped long distances and openly exposed to the air or to dust, odors 
 and decay. 
 
14 HOW TO BUY AND SELL CANNED FOODS. 
 
 Then the convenience of canned foods is so pleasant. No wash- 
 ing, cleaning, peeling, scaling, stringing or cooking is necessary. Most 
 canned foods are ready for use "right out of the can." Some require 
 heating and seasoning. Fruits do not even require that much prepara- 
 tion. They are nearly all "ready for use" instantaneously. 
 
 A great variety of canned foods is now available at every retail 
 grocery store, enabling a family to prepare at a moment's notice a 
 meal not to be excelled in quality at the finest restaurant or by the 
 finest cooks. 
 
 All the following kinds of canned foods are now purchasable at 
 moderate prices at retail groceries. They represent an industry of 
 world wide economy, viz. : 
 
 Vegetables — Asparagus, Lima Beans, Pork and Beans, Green 
 String Beans, White Wax Beans, Red Kidney Beans, Beets, Carro^-s,. 
 Corn, Okra, Peas, Pumpkin, Sweet Potatoes, Sauer Kraut, Spinach, 
 Succotash, Tomatoes, Mushrooms, Cucumbers, Pie Plant, Squash,, 
 Hominy, Olives, Dandelions, Cauliflower. 
 
 Fruits — Apples, Apricots, Blackberries, Blueberries, Figs, Cher- 
 ries, Crabapples, Grapes, Gooseberries, Loganberries, Peaches, Pears,. 
 Pineapple, Prunes, Plums, Raspberries, Strawberries, Apple Butter, 
 Apple Sauce. 
 
 Fish — Clam Chowder, Clams, Codfish, Lobsters, Oysters, Mack- 
 erel, Herring, Salmon, Sardines, Tuna Fish, Green Turtle, Terrapin 
 Shrimps, Crabs, Fish Roe, etc. 
 
 Meats — Deviled and Potted Ham, Tongue, Sliced Dried Beef^ 
 Mutton, Veal, Corned Beef Hash, Sausages, Chile-Con-Came, 
 Tamales, Boned and Potted Chicken. 
 
 Sundries — Soups of all kinds. Condensed Milk, Spaghetti, Maca- 
 roni, Plum Pudding, Oatmeal, Mincemeat, etc. 
 
 CHAPTER III. 
 
 CLEAN— ECONOMICAL— WHOLESOME. 
 
 A dainty housekeeper likes to know that the food she puts upon 
 her table is clean. 
 
 Before vegetables or fruits are packed in tin cans they are brought 
 fresh from the fields (which are usually nearby), carefully washed 
 and prepared with plenty of hot and cold water, and then put into 
 the cans. 
 
 The bright new tin cans are carefully washed by a machine that 
 rinses them out with hot water and steam so that no dust or foreign 
 substance can remain inside. 
 
HOW TO BUY AND SELL CANNED FOODS. 15 
 
 Modern canneries are equipped with sanitary floors and drainage, 
 and are thoroughly washed with hot water and live steam after each 
 day's work. All waste or debris is carted away to be used to fertilize 
 the fields. 
 
 Most of the preparation is done by automatic machinery. Peas 
 in canning are never touched by human hands. Tomatoes are peeled 
 by hand, as no machine has ever been invented that will do that work. 
 Corn is pulled from the stalk by hand, but is husked by machinery and 
 is not again touched. Even the labels are put on the cans by a 
 machine. 
 
 Most fruits are peeled by machine, and thorough and absolute 
 cleanliness is not only insisted upon in modern canneries, but is es- 
 sential, for canners well know that the packing of any but strictly 
 fresh and cleanly vegetables, meats, fish and fruits would be unwise 
 and unprofitable. 
 
 Canned foods are wholesome — ^absolutely so. They are pro- 
 tected from contamination, dust, dirt, odors and foul air by being 
 sealed in air-tight cans. 
 
 Nothing whatever is used in canning except heat, which is the 
 great natural sterilizer. Canned fresh foods are sealed and cooked in 
 the cans and subjected to a heat of from 320 to 260 degrees, Fahren- 
 heit, after the cans are sealed. Consequently they need but little, if 
 any cooking, when the cans are opened. Warming the can, before 
 opening, in hot water, is usually sufficient. 
 
 No preservatives, no antiseptics, no drugs, nothing but heat is 
 used ; sometimes sugar or syrup or a little salt is added, but that is to 
 make the goods palatable, not to preserve them. 
 
 Nothing but heat is necessary. It is a reliable, cheap and whole- 
 some preservative, and no canner ever thinks of using anything but 
 pure, simple heat with which to sterilize his canned foods. He would 
 be foolish to use chemical preservatives. It would be illegal and is 
 prohibited by both United States and State laws. Besides, it would 
 cost more and be less reliable, should he attempt to use any othei- 
 method than heat. Consequently, canned foods are the most whole- 
 some foods known. 
 
 When one eats, the food selected should be nutritious and have 
 the power to support life and health. There are no foods more nutri- 
 tious than canned meats, fish, vegetables, fruits, soups, etc. They 
 are far more so than foods in other forms or than cold storage products 
 because the natural flavor, succulence and appetizing features are 
 retained ; those qualities go into the tin container and stay there until 
 the can is opened. 
 
 Now for the great problem of the day. Canned foods are economi- 
 cal. In these days, when salaries and wages remain as formerly, and 
 when the purchasing power of the dollar has so greatly decreased, 
 
t6 how to buy and SELL CANNED FOODS. 
 
 and in addition, because the demand for food exceeds the supply, foods 
 have moved gradually higher and higher and the cost of living has, 
 with many, become a serious problem. Here is a comparison of the 
 retail prices of food of the same equivalent values on this day, Sep- 
 tember 1st, 1913, in the Chicago market, where this chapter was 
 written, viz. : 
 
 Half dozen eggs $ .16 
 
 The equivalent of 1 No. 2 can of corn $ .10 
 
 Half peck apples 20 
 
 The equivalent of i No. 3 can of apples .10 
 
 One pound rib beef 32 
 
 The equivalent of 1 No. 1 can of salmon .15 
 
 Half peck sweet potatoes 30 
 
 The equivalent of 1 No. 3 can sweet potatoes .12 
 
 Totals $ .78 $ .47 
 
 These prices are for the very best qualities of canned foods, are 
 made on just a few items, for lack of space, and the comparison as 
 equivalent value is fair and reasonable. Note the enormous saving! 
 The difference is between 47 cents and 78 cents, and this comparison 
 can be carried through the line of canned foods practically. Nearly 
 forty per cent, of money saved, and the canned foods are prepared and 
 ready for use. 
 
 The secret of the comparatively far cheaper price of canned foods 
 as contrasted with cold stored or dried foods is that they are canned 
 at the places where grown in times of greatest abundance without 
 waste from rot or spoilage, and without shrinkage from evaporation. 
 After canned foods are in the cans, it costs but little to carry or keep 
 them as they are dependable and will remain until used just in ordi- 
 nary storage. 
 
 CHAPTER IV. 
 
 CANNED PEAS. 
 
 This vegetable is the third in importance for canning purposes 
 in the United States and one of the great canned food staples. Peas 
 are of great historical antiquity and have been cultivated from time 
 immemorial — having been traced back in the history of the world 
 until the time when the records of mankind are forever lost. 
 
 It has not been many years since canned peas were chiefly im- 
 ported from France and regarded as a luxury. Beautifully graded 
 as to size, tenderness and beautifully green from the use of salts 
 
HOW TO BUY AND SELL CANNED FOODS. 17 
 
 of copper, they were good to look upon but about as free from 
 natural flavor as it would be possible to make them. 
 
 The pure food laws, requiring all coloring matter used to be 
 named on the label or entirely prohibiting it, have ruined the Fiench 
 or imported pea business ; and beside our domestic product of natural 
 color is of superior quality to the imported, and the color was all 
 that sold the imported peas. 
 
 The packing or canning of peas is of wide extent as an industry in 
 the United States. The plant is hardy and of general growth; but, 
 in order to obtain tenderness and sweetness of flavor, slow growth 
 and ripening are essential, as well as a good soil and cool, moist, 
 steady temperature. 
 
 This combination appears to be attained most nearly in the 
 country surrounding the Great Lakes of the northern United States, 
 which accounts for the pre-eminence of Wisconsin, New York and 
 Michigan as well as Northern Ohio and Northern Indiana as pea 
 canning sections. 
 
 Great improvements have been made in the methods of pea can- 
 ning in a few years past. Picking by hand from the vines and shell- 
 ing by hand, most laborious and expensive methods, have been super- 
 seded by inventive genius, and pea vines are now cut with a mowing 
 machine like hay. Vines and all are taken to machines called viners, 
 these thrash the peas out of the pods, like wheat from a thresher, 
 and the graders, binders, blanchers, and the regular machinery for 
 canning vegetables, do the work so automatically that it can be said 
 that canned peas are not touched by human hands at all. 
 
 In planting, peas are either sown like wheat, broadcast, or are 
 drilled in in rows. Fields are planted at intervals so that the crop 
 will not all mature at once. 
 
 Pea seed are of two general types, namely, the smooth, round 
 pea which is known as the Alaska variety, the most popular kind be- 
 cause of its appearance and comparatively smaller size ; and the sweet 
 varieties, the best known kinds of the latter type being the Horsford- 
 Advancer and the Admiral. 
 
 Peas of the Alaska variety, on account of. their being more sightly 
 and of smaller size, are more popular with those "who eat with their 
 eyes," and who cater to that practice. Hotels, caterers and restau- 
 rants prefer them on that account and because they are firmer and 
 will "stand up" better under hard cooking than the sweet varieties. 
 The latter average more of the larger sizes and, on account of their 
 oval shape, will not grade or look as small as the Alaska variety ; but 
 they far excel the Alaska variety in tenderness and natural sweetness 
 of flavor. 
 
HOW TO BUY AND SELL CANNED FOODS. 
 
 The Alaska variety is usually of earlier growth than the sweet 
 varieties, which are several weeks later in maturing. 
 
 After passing through the viners or separating hullers, peas 
 are conveyed by belt buckets to the briner. This is a large box filled 
 with a salt water solution. In this brine the firm, tough or hard peas, 
 from their specific gravity, sink to the bottom and are withdrawn and 
 packed as standards. The more tender peas, being lighter than the 
 salt solution, float on its surface and are carried by the blades of an 
 endless screw over the edge of the box into belt buckets. 
 
 After the briner, peas go to the rotary separators — large per- 
 forated cylinders which divide them into the following sizes, viz. : 
 
 No. 1 size, which is 9-33 of an inch in diameter. 
 No. 2 size, which is 10-33 of an inch in diameter. 
 No. 3 size, which is 11-32 of an inch in diameter. 
 No. 4 size, which is 13-33 of an inch in diameter. 
 No. 5 size, which comprises all larger than 12-33 of an inch in 
 diameter. 
 
 Grading is not entirely uniform as to size, and New York packers 
 run their sizes a little larger than Wisconsin and Michigan packers do. 
 
 After leaving the graders, the shelled peas are carried through a 
 line of cleaning machines and washers over a packing belt, past a line 
 of women, who remove blacks, yellows, or broken peas or pieces of 
 vines, pods or leaves, and then through a blanching machine, which 
 operates as a preliminary cooker or exhaust. From here they go into 
 the cans, past the cappers and sealers, into the processing kettles and 
 cooking tanks, and thence to the labeling machines and cases, almost 
 untouched by human hands. 
 
 Peas are filled into the can by an automatic machine which puts 
 into each can an equal quantity, and a syrup composed of filtered 
 water, salt and granulated sugar. 
 
 New York packers are experienced and exceedingly careful in 
 canning peas. In addition they grade the peas more uniformly and ac- 
 curately, on the average, than the packers of other states. 
 
 Wisconsin is a great pea-packing State and its pack usually 
 excels that of Michigan in style and appearance, owing to the tougher 
 skin of Wisconsin peas, which prevents them from cracking or break- 
 ing open while going through the process; but peas packed in the 
 State of Michigan are highly esteemed for tenderness and flavor. 
 Southern grown-peas are usually of inferior style and flavor. 
 
 The points of excellence in canned peas are easily discernible by 
 aid of the eyes, the teeth and the taste, but the defects require a more 
 close and careful study. Clouded or muddy liquor may be due to a 
 variety of causes, the chief of which is overcooking, or a failure to 
 cool the cans quickly after the cooking in the processing kettles. 
 
HOW TO BUY AND SELL CANNED FOODS. 19 
 
 In some seasons, when an unusual proportion of dry weather pre- 
 vails, peas contain more starch than usual, and it is a difficult problem 
 to sterilize the larger size, particularly of the Alaska variety, without 
 causing them to burst and cloud the liquor. 
 
 When this excess starch is present, it is made evident by the 
 swelling of the peas, making a No. 3 sieve size look like a No. 4 sieve 
 pea. 
 
 After the pea crop is sown and the plants are in bloom they are 
 "rogued," that is to say, men pass through the fields cutting out all 
 plants that bloom of odd color. In that way the cans and the seed are 
 kept comparatively free from mixed varieties and from black or rogue 
 peas. Great care is taken with the growth and purity of seed peas. 
 
 Some packers state that the blacks in canned peas are caused by 
 an insect and that they do not develop until sealed and processed; 
 others hold that the peas have not been properly rogued in the field 
 or hand picked in the cannery. 
 
 Ungraded peas (all sizes in the same can) are quite salable at a 
 low price ; but beware of mixed peas when the packer has not marked 
 his cans and permits several grades to go out not only in the same 
 case, but in different cans under the same label. Nothing is so ex- 
 asperating to a retail grocer as to have customers bring back cans 
 saying: "They are twice as large as the first I bought with the same 
 label." That kind of a lot of peas will cause more trouble than profit. 
 
 Flat sours are more frequently found in peas than in any other 
 article canned. This condition is very troublesome, as there is no 
 external evidence of the cans being sour and the proportion may run 
 very small or irregularly — for in sampling one may not find the sour 
 cans. 
 
 A considerable mushy sediment at the bottom of a can of peas 
 is evidence that the lot has been overcooked and a pea of that de- 
 scription is not worth more than half market value for the grade. A 
 slight sediment, not coupled with cloudy liquor, is, however, of no con- 
 sequence. 
 
 Never, never shake your pea samples before cutting. Don't 
 object too strongly to a lot of peas because the fill is not perfect. 
 Tender peas shrink in processing and peas that are not well covered 
 with liquor in the can do not usually process perfectly. 
 
 The standards adopted for canned peas by the Ohio Canners' 
 Association at Toledo, January 13, 1909, are as follows : 
 
 Fancy. — Cans to be well filled; peas covered with clear liquor; size uni- 
 form; good flavor, and absolutely tender. 
 
 Extra Standard. — Cans to be well filled; peas covered with clear liquor and 
 reasonably tender; size uniform; good appearance. 
 
 Standard. — Cans to be fairly well filled; peas may be slightly hard; liquor 
 may be more or less cloudy, but not thick; size fairly uniform, and the contents 
 must comply with the requirements of the Natural Pure Food Law. 
 
HOW TO BUY AND SELL CANNED FOODS. 
 
 GRADING AS TO SIZE. 
 
 Petit Pois, or size No. 1 Sieve, 18-64ths of an inch 
 
 Extra Sifted, or size No. 2 Sieve, 20-64th of an inch 
 
 Sifted, or size No. 3 Sieve, 22-64th of an inch 
 
 June, or size No. 4 Sieve, 24-64th of an inch 
 
 Marrow, or size No. 5 Sieve, 26-64th of an inch 
 
 All pea can labels should have printed on them tried and tested 
 recipes for the preparation of peas. The following recipes are of that 
 character. 
 
 Pea Soup. 
 
 1 can Early June Peas, 
 
 3 teaspoons sugar, 
 
 Yz cup cold water, 
 
 1 pint milk, 
 
 1 slice onion, 
 
 3 tablespoons butter, 
 
 1 teaspoon salt, 
 
 2 tablespoons flour, 
 y% teaspoon pepper. 
 
 Method : Cook peas in their liquor, adding sugar and cold water, 
 and simmer twenty minutes. Rub through a sieve, reheat, and thicken 
 with butter and flour cooked together. Scald the milk with the onion 
 in it, remove the onion and then add the milk to the pea mixture ; then 
 season with salt and pepper, celery salt and paprika. Serve hot. 
 
 Pea Sotxffle. 
 
 Rub one can of peas through a strainer and add enough milk to 
 make one pint in all. Cook together two tablespoons each of butter 
 and flour, and add gradually the sifted pea 5 and the milk. Season 
 with salt and pepper 2nd sugar and onion juice if desired. Add the 
 well beaten whites of two eggs, pour into buttered molds, and steam 
 or bake in a pan of water until firm in the center. Turn out of the 
 molds before serving. Serve as a vegetable with meat and potatoes. 
 
 Glazed Carrots With Peas. 
 Take three medium sized carrots, wash, scrape and cut in cubes 
 or fancy shapes, parboil 15 minutes, then drain. Add to the carrots 
 one-quarter cup butter, two tablespoons sugar, one tablespoon finely 
 chopped fresh mint leaves. Cook slowly until glazed and tender. 
 Feat one can peas in liquor for five minutes, then drain, and season 
 with butter, salt and pepper. 
 
 Mount the peas on a hot dish and surround with glazed carrots. 
 May combine peas and carrots before placing on serving dish. 
 
 Creamed Peas and Salmon. 
 (Good to serve for supper. Serve on buttered toast or on crisp 
 wafers). Make a white sauce, using proportions of: 
 
HOW TO BUY AND SELL CANNED FOODS. 21 
 
 Two tablespoons butter, two tablespoons flour, one cup milk. 
 Melt butter, add flour, and when well blended and smooth add the milk 
 gradually and cook until thick. 
 
 Flake one-half cup canned salmon, add to it one tablespoon lemon 
 juice, and let stand while making sauce. Add to the sauce one-half 
 cup canned peas drained from liquor. Season highly and serve hot. 
 
 Old Country Green Salad. 
 
 One cup Sifted Peas, one-half cup hickory or walnut meats, one 
 cup diced celery. 
 
 Method: Toss ingredients together lightly, using forks, add 
 salad dressing, and pile on lettuce leaf. May substitute sweet cucum- 
 ber pickles cut in cubes for the celery. » 
 
 Potato Puff With Peas. 
 
 Two cups cold riced potatoes, two eggs — whites and yolks beaten 
 separately — one-half cup milk or cream, one-half cup canned peas, sea- 
 soning, one-quarter to one-half cup grated cheese if desired, two 
 tablespoons butter, less if cheese is used. 
 
 Method: Mix all together, pouring in stiffly beaten whites last. 
 Bake in greased baking dish until golden brown on top. 
 
 The total pack of peas per annum in the United States from 1906 
 to 19 13, has been given statistically as follows: 
 
 1906 Number of cases, 24 2 lb 4,577,767 
 
 1907 Number of cases, 24 2 lb 6,505,961 
 
 1908 Number of cases, 24 2 lb 5,577,000 
 
 1909 Number of cases, 24 2 lb 5,028,000 
 
 1910 Number of cases, 24 2 lb 4,347,900 
 
 1911 Number of cases, 24 2 lb 4,532,300 
 
 1913 Number of cases, 24 2 lb 7,307,000 
 
 1913 Number of cases, 24 2 lb 8,770,000 
 
 Detailed statistics of the canning by States will be found in this 
 book in the chapter headed "Canning Statistics." 
 
 CHAPTER V. 
 
 ADVANCE OR FUTURE SALES OF CANNED GOODS. 
 
 This question seems to be exciting some attention and developing 
 some negative arguments from writers who hold that retail grocers 
 should "stop buying futures," promising them that if they do they 
 will then be happy ever afterward. 
 
 I regard this advice to "stop buying and selling future canned 
 foods" as a protest against the methods of Dame Nature. If she 
 could be induced to reform and to produce a uniform quantity of food 
 
22 HOW TO BUY AND SELL CANNED FOODS. 
 
 products at regular and briefly recurring periods, there would be no 
 necessity for buying or selling future canned foods. 
 
 Why not take another course and stop making preparations for 
 future needs entirely? There is a very large class now advocating 
 that theory, the members of which are all "leading the simple life," 
 all opposed to thrift, and content to rely upon an occasional "hand- 
 out" solicited from some one of contrary views. 
 
 Retail grocers have rarely had occasion to complain of the cus- 
 tom of buying canned foods' futures; the consumers, who are the 
 parties most vitally interested, have never rebelled to my knowledge ; 
 but many spokesmen have felt called upon to protest in their behalf. 
 
 In primitive times our fathers and mothers in their simple way 
 prepared food supplies in harvest time for winter use, and the canned 
 foods packer today stands in the same position toward the millions 
 of people who must be fed. 
 
 The retail grocer is a purveyor to the people, and in this mission 
 he walks hand in hand with the packer of canned foods as a fellow- 
 worker in a most essential, honorable and useful occupation. 
 
 In buying canned foods "for delivery when packed," the retail 
 merchant obtains the goods at a price which is based upon the actual 
 cost of production with a fair living profit to the canner and the 
 jobber. After such advance sales and deliveries are made, spot prices 
 from maker to dealer or from wholesale dealer to retail dealer, are 
 crowded up to the very last cent that the market or demand will bear. 
 
 Advance prices on canned foods are not alone based on the actual 
 cost of production, but are regulated by sharp competition and by 
 rivalry among manufacturers. 
 
 In buying canned foods in advance of their manufacture, the 
 retail merchant can, therefore, know that he is securing them at a 
 fair valuation above cost. If he waits and buys his goods as he may 
 need them, he puts himself at the mercy of the operators and manipu- 
 lators who are always trying to corner the market. 
 
 Advances, therefore, are much more frequent than declines, as 
 short crops, crop failures, and speculative pools all Vnd to send the 
 market higher. Canned foods' futures are always sold for actual de- 
 livery and the goods are actually delivered, and there are no bear or 
 short sellers. 
 
 A great advantage is secured by the retail grocer in contracting 
 for canned foods in advance in obtaining uniformity and excellence of 
 quality. The custom of contracting for canned foods futures has be- 
 come so general that the packers of reputation who pack the best 
 qualities are nearly always entirely sold up, or oversold; and if a 
 dealer refuses to buy canned foods for future delivery and takes his 
 chances to get spot goods, his selection and choice are frequently 
 reduced to the surplus goods packed late in the season and of inferior 
 
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HOW TO BUY AND SELL CANNED FOODS. 23 
 
 quality, or to the products of canneries which pack poor goods and 
 cannot therefore sell in advance; or to the products of new or inex- 
 perienced packers who are apt to have irregular and undesirable 
 qualities. 
 
 The secret of success in handling canned foods is an unrelenting 
 demand for quality in the can. A dealer, wholesale or retail, must 
 place quality above price, remembering that the canned foods business 
 is one of confidence between buyer and seller. Quality can not be 
 seen through the tin, and even when the can is cut, the fill, color, or 
 flavor of the lot may run differently from those of the can shown. 
 
 Futures are packed to order after measure is taken and excep- 
 tional care is used in making and filling contracts. This is well illus- 
 trated by the suit of clothes made to order and the ready made suit. 
 The latter may be cheaper, but is never so satisfactory. Large houses 
 frequently contract for enough of certain kinds of canned foods for 
 their own brands to last them all the year. If they should sell out, 
 they withdraw the brand from sale rather than try to match the 
 quality. 
 
 The buyer of spot goods exclusively in canned foods, always has 
 irregular qualities and is constantly coming into collision with the 
 popular preference for uniform and regular merit. He is a market 
 skinner, is constantly getting skinned, and must find a new line of 
 customers every few months, for it is not something cheap in food that 
 desirable customers want, but something reliable, uniform, and of 
 good value. 
 
 The charge that the custom of buying and selling canned foods 
 for future delivery is gambling or immoral is not worthy of considera- 
 tion, as such goods are bought and sold for actual delivery and are 
 actually delivered when packed. 
 
 Such transactions are as legitimate, moral, consistent and com- 
 mendable as the buying of any other commodity — coal, lumber, boots 
 and shoes, hats and caps, all of which are sold for future delivery, 
 sometimes a year or more before they are manufactured. 
 
 It is well known that all the most important lines of manufacture 
 sell their productions far in advance. They could not otherwise do 
 business upon the scale of large production and small profits which 
 modern methods and competition require. 
 
 This day and age is one of great fastidiousness and variety of 
 choice, and manufacturers must be guided by the advance selections 
 of grades, sizes and styles which come to them through the judgment 
 of thousands of merchants. These, in turn, are guided by their 
 knowledge of the tastes and requirments of their customers, the 
 consumers. 
 
 A large New York canner writes me: "A canned foods packer, 
 particularly of an extensive line like ours, is very greatl}' assisted in 
 
24 HOW TO BUY AND SELL CANNED FOODS. 
 
 giving his trade more satisfactory goods if he gets a reasonable pro- 
 portion of his output sold as futures. In that way he profits by the 
 judgment of the men who are to distribute the products, and is enabled 
 to shape up his contracts with growers for supplies and in all other 
 details. As we look at it after fifteen years' experience, we feel that 
 we would be taking a tremendous risk to pack our products to suit 
 our own ideas and fancies and take the chance of selling them after 
 they are produced." 
 
 One of the most thoughtful and able managers of the big can- 
 neries of Michigan writes : "The advance purchases of the retailers 
 taken collectively are the only guide the packer has as to the amount 
 of acreage he should plant or contract for. Neither the farmer nor 
 the packer is going to grow or prepare the crops without knowing 
 where they are to market their products; and they would not under- 
 take to provide for the public if the retailers as a whole did not 
 indicate by their future orders about the extent of the requirements 
 of their customers." 
 
 These two letters show the attitude of the best packers of canned 
 foods on this question. 
 
 The 'Only argument presented by those who oppose the buying 
 and selling of future canned foods that is worthy of attention is that 
 there is in the custom a temptation to speculate and over-buy. This 
 argument is not, however, to be taken seriously. 
 
 The retail grocers of this country, as a class, know what the needs 
 of their business are, and how to buy their goods, and in what quan- 
 tities to buy them, and usually know enough to avoid over-buying 
 and speculation. In fact, all merchandising is speculation to a greater 
 or less extent, and there is no greater danger of over-buying in pur- 
 chases of future canned foods than in buying spot canned foods. If a 
 retail merchant finds, from his record of advance purchases, that he 
 bought too much or too little of a certain kind of canned foods the 
 previous year, he can reduce his purchases or increase them accord- 
 ingly. He has no such record usually of purchases of spot goods. 
 
 To conclude, canned foods packers are co-workers with retail 
 and wholesale grocers in building up a great industry, — one in which 
 the possibilities are almost unlimited. They have already brought it 
 up to a production yearly of one hundred million cases nearly of 
 canned fish, fruits and vegetables, aggregating in value about $200,- 
 000,000.00 and the industry is rapidly growing. 
 
 There is no need that the methods by which this great industry 
 has been built up be changed. If retail merchants should be influenced 
 by unthinking and narrow advisers to refrain from buying future 
 canned foods they would thereby do a great injury to the industry, 
 to themselves and to their customers, as because of insufficient capital 
 to handle the industry, production would have to be enormously 
 
HOW TO BUY AND SELL CANNED FOODS. 25. 
 
 curtailed and prices would be tremendously advanced. There is no 
 danger of such action, however, as retail grocers are wise, conservative 
 and patriotic. 
 
 They are not children and they need no self-appointed guardians 
 to keep them away from the temptation of over-buying. They are 
 not going to allow bad advisers to prejudice them against a splendid 
 industry, which is justly the pride of this country, through which they 
 make handsome profits, and which brings so much comfort and 
 satisfaction to the public appetite.. Of this they, the retail grocers, are 
 the guardians. 
 
 The advance sale of canned foods is one of the most desirable 
 features of a wholesale grocery business, and should be cultivated and 
 pushed. The jobber who sells a retailer his futures usually gets his 
 trade for. the entire season. Discourage over-buying on speculation, 
 but push futures. There is no tenable objection. 
 
 CHAPTER VI. 
 
 BUSINESS LEAKS AND STEALAGES. 
 
 A house, being dissatisfied with the profit shown, employed a 
 Ijright young man as porter, with instructions to find stealages. 
 
 Next morning but one he reported that packages going out to 
 employes were heavily overweight. It was found that a conspiracy 
 to steal had existed for years between employes who were permitted 
 to buy their supplies of the house ; for example, an employe would be 
 charged for five pounds of coffee and would be weighed out ten 
 pounds. 
 
 The privilege to buy was withdrawn from employes and a new 
 force was put in. In a few days he reported that a teamster had picked 
 up a bag of sugar while helping to load, and while the checking clerk 
 had been called away, and had loaded it on his wagon. The wagon 
 was unloaded and the bag of sugar found on the foot board covered 
 up with a lot of old sacks. The teamster confessed and was discharged 
 and arrested. He had been in the employ of the house nine years and 
 had doubtless stolen a thousand bags of sugar during that period. He 
 traded most of it to saloon-keepers for whiskey. 
 
 The entire system of the house was investigated by the young 
 fellow (who was quietly transferred from one position to another), 
 and he changed the profit and loss account in the ledger from loss 
 to profit. 
 
 No one knew that he was a detective, he worked as hard as any 
 of them, and he was never brought to the front when anything was 
 discovered. 
 
 The nature of man is to steal and to be greedy and dishonest. He 
 comes into the world with such instincts just as animals and birds 
 
26 HOW TO BUY AND SELL CANNED FOODS. 
 
 and fish do. Honesty is the result of training, education, repression 
 and refinement. It is well that the training, education and repression 
 6e continuous. When it ceases, man reverts to his natural habits. 
 
 If you are not satisfied that you are making and getting a fair 
 return in your business it is well to investigate "leaks and stealages." 
 In fact it is your duty to do so. This is one of the safety valves that 
 should not be neglected. 
 
 Are your drivers honest? Do customers report shortages which 
 drivers claim they did not notice? Sometimes those troubles are 
 stopped by changing drivers. 
 
 Do your salesmen ask for and get an unusual or unreasonable 
 quantity of samples? It is a prolific source of leakage. Do you keep 
 an account of the value of samples given out? Try it! You will be 
 surprised. 
 
 How about the stamp drawer? Stamps stick tight to fingers; 
 and quite a lot are used for pergonal correspondence. 
 
 Don't "give out" stamps. Let one clerk stamp and mail all letters 
 and keep a careful account of all purchases and sales of stamps. The 
 personal use of stamps will dwindle when that is done. Some houses 
 have their initials perforated in the stamps. The postoffice will do 
 it free of charge, and it helps. 
 
 How about the lunch baskets and dinner pails of men who work 
 in the stock? They don't always go home empty. I have known a 
 case of imported sardines or fine salmon to evaporate in a week. 
 The poor qualities do not evaporate; only the finer qualities seem to 
 be troubled with that tendency. 
 
 The packing room is where great leaks and stealages frequently 
 occur. Goods are spilled and wasted, down weight given, and pack- 
 ages are opened and the contents allowed to get dirty and dusty and 
 unfit for use. 
 
 If you want to know how strong the general predisposition to steal 
 is, put out some nice can openers and good plated spoons on your 
 can opening table without chaining them to it. You will lose all you 
 put out at the rate of a dozen a day. Use tin spoons — $1.40 a gross. 
 They nev»r disappear. A gross will last several years. 
 
 The waste around a wholesale business is enormous. Boxes and 
 packing cases, tools and pails, lights, matches, letterheads and en- 
 velopes, order blanks, pens, pencils, ink, pads of paper, are not only 
 destroyed but wasted and purloined. Put somebody in charge of 
 the issaance of such supplies and let such person keep a comparative 
 account of expenditure. 
 
 Watch the habits of your employes. If you have a driver, por- 
 ter or salesman who shows regularly the effects of the use of liquor, 
 he will bear watching for stealing, as it is merely cause and effect. 
 
HOW TO BUY AND SELL CANNED FOODS. 27 
 
 Watch the rebating salesman. It is a habit that grows and a 
 weak man uses it freely to bribe customers to give him business. He 
 soon runs behind in his collections as his rebates must be paid from 
 them. Put every man who handles money, inside or outside, under 
 bond. If he cannot give bond, do not let him handle your money. 
 
 Reclamations and returned goods constitute a big source of loss 
 and waste. Cartage in and out; goods coming back in bad condition 
 and not in original cases ; cut cans and shop-worn goods ; swells on 
 which reclamation has expired; old goods sent back in return for 
 new sent out — all these are things to guard against. 
 
 In the trafific department there is always more or less freight 
 overcharging and goods damaged in transit. All cases and packages 
 should be "weight averaged" and freight bills carefully gone over for 
 overcharge and errors. Claims for damage in transit should be made 
 promptly and not allowed to lapse. 
 
 "Pick up or shortage buying" should be carefully done. It is 
 frequently so carelessly and hurriedly done that the price paid is 
 too high and but little profit is left. 
 
 If you own your teams, look out for the repair and feed bills. 
 
 About the largest loss you will find by stealage is in the theft of 
 time. Employes will dawdle and loaf and exchange gossip and jokes 
 all throughout the house, from the basement to the top floor, when 
 they are not watched and when they have not enough to do. 
 
 When you find such things occurring, give them more to do. 
 Thirty minutes a day lost time means 15 working days per annum. 
 If you have 30 employes who waste that much time, it is equivalent 
 to the services of one employe for a year who you are paying to do 
 nothing. 
 
 Eternal vigilance is the price of success and profit in the whole- 
 sale grocery business. The business is conducted on such a close 
 margin of profit that the small losses, leakages and stealages will 
 frequently absorb the profit of the business. 
 
 Do not be mean or stingy, or so disagreeable in your vigilance 
 , as to disaffect employes or to drive away customers ; but be firm and 
 just and patient. 
 
 Get your employes interested in watching for leaks and stealages. 
 Take them into your confidence one at a time and ask them to help 
 you guard against such things, and they will take pride in doing so. 
 If an employe shows a disposition to protect your interests as he 
 would protect his own, cherish and promote him. 
 
 I am' not a pessimist or a muck-raker and I don't like to write 
 such a chapter as this ; but I must describe conditions as I have found 
 them, and thus indicate how I would like them to be. 
 
28 HOW TO BUY AND SELL CANNED FOODS. 
 
 CHAPTER VII. 
 
 USE OF PACKERS' LABELS. 
 
 The attitude of canned foods packers in the matter of labels is like 
 that of Shakespeare's character lago, who said : 
 
 "Good name in man or woman, dear my lord, 
 
 Is the immediate jewel of their souls." 
 
 "Who steals my purse steals trash ; 
 
 'Tis something, nothing; 
 
 'Twas mine, 'tis his, and has been slave to thousands ; 
 
 But he that filches from me my good name, 
 
 Robs me of that which not enriches him 
 
 And makes me poor indeed." 
 
 The packer considers that one who does not assume the respon- 
 sibilities of a manufacturer should not have the credit and rewards 
 incident to good creative work, and just at present there is a very 
 strong feeling on the part of some canners against private or jobbers' 
 labels. 
 
 I am like the man at the revival meeting who was asked whether 
 he preferred to go to heaven or to hell. He replied that he "wanted 
 to think it over, as he had friends in both places." 
 
 I have handled both packers' and private labels during nearly all 
 my experience. The National Pure Food Law has relieved the custom 
 of private labeling from the charge of deception and fraud frequently 
 made against it (previous to the enactment of the law), by requiring 
 that the private label shall read "packed for" or "distributed by," or 
 "distributors of," etc. 
 
 Even this is not satisfactory to canners, however, as they want 
 their own names on the cans; and I would not be surprised in the 
 near future to hear of national and state legislation being secured in- 
 imical to the use of private labels. 
 
 The passage of such legislation would be powerfully contested; 
 and I doubt whether such a law, if enacted, would stand the test of 
 constitutionality. 
 
 There are advantages and disadvantages to a wholesale grocer 
 from handling his canned foods under packers' labels. He can carry 
 smaller stocks, and can always job his goods to other wholesalers if 
 they do not prove salable to his own customers. In addition, a packer 
 will usually put his best qualities under his own label, will make 
 better deliveries, will give a liberal or perpetual guarantee against 
 swells, will supply samples liberally, and will frequently assist in the 
 introduction of the labels by furnishing special salesmen, demonstra- 
 tion work and advertising work. 
 
HOW TO BUY AND SELL CANNED FOODS. 29 
 
 The wholesaler can fix his own selling price and profit percentage, 
 provided he controls the line for his market, and profits by the 
 cumulative or repeat business from year to year. He is free from the 
 annoyance of labels and labeling, has no money invested in labels, 
 does not have to support the expense of a labeling force, and hasn't 
 the constant care of scraping cases, stripping and .relabeling cans, and 
 of matching grades and qualities. He can usually undersell a com- 
 petitor who uses private labels exclusively, and he has a strong argu- 
 ment that seems to appeal to many retailers. 
 
 A wholesaler will sometimes take on the agency for a line of 
 canned foods regardless of his ability to handle it in connection with 
 similar lines he may control. It is a bad policy, one which will bring 
 him more loss than gain, and it is unfair to the packer and to himself. 
 
 On the other hand, a canner will sometimes give a jobber the 
 agency for his line for a certain territory. He thus secures his earnest 
 and faithful co-operation. Then, when the brand is well introduced, 
 the canner will complain that not enough goods are being sold, and put 
 the line on the open market. 
 
 That policy is not only a bad breach of faith, but it is suicidal, 
 as the prices will at once be cut to a point where there is no profit 
 and the line cast aside by both jobbers and retailers as unprofitable; 
 for no brand of canned foods can be kept before the public, if it is 
 on the open market, except by heavy, constant and expensive adver- 
 tising and by work through special salesmen, demonstrators, etc. 
 Such work never can stop. As illustrations I cite Van Camp, Snider, 
 Campbell, Burnham & Morrill Co., and others, and their methods. 
 
 Both packers and wholesalers should act in perfectly good faith 
 and treat each other as friends and allies. Contracts for control of 
 a line should be made for a term of years, or to continue as long as 
 a certain amount of sales are made. 
 
 Prices should be kept in line. Do not let the packer fix his own 
 prices. You are buying the goods and must meet legitimate com- 
 petition. A packer is prone to overestimate his own values. He, 
 however, cannot meet every snap or chance bargain on the market. 
 It would ruin him to do so ; but you can compare his values with those 
 of other lines regarded as equally desirable, and then, when the prices 
 and grades are fixed, watch them closely from season to season and 
 see that they are kept square with the market. 
 
 The most successful canners I know are those who appoint a 
 wholesale house as agent for their line in each important business 
 center and depend upon such agents to take conjointly their entire 
 output. 
 
 Business can be much more rapidly built up under packers' labels 
 than under private labels, and a larger class of trade sold. 
 
30 HOW TO BUY AND SELL CANNED FOODS. 
 
 CHAPTER VIII. 
 
 JOBBERS' OR PRIVATE LABELS? 
 
 In discussing this subject I will treat it solely from a canned foods 
 standpoint, though jobbers use their own private labels largely on 
 other goods, viz. : extracts, baking powder, gelatine, soaps, starches — 
 in fact, all through the line. 
 
 The use of private labels on canned foods in the United States has 
 grown to enormous proportions. Nearly all wholesale grocery houses 
 use them to a greater or less extent. 
 
 The mission of the private or jobber's label is to secure and insure 
 an adequate proiit, to hold and increase business, and to advertise 
 one's business, and there is no doubt that the private label does all 
 those things and does them well. 
 
 When one has his own label on an article, he controls the price 
 and profit and reaps the benefit of the cumulative demand from year 
 to year which the introduction of the label creates. 
 
 The largest houses in the wholesale grocery line have built up 
 their reputations and fortunes by means of their private labels, and it 
 has come to be considered that no permanent and profitable business 
 can be established without their use. 
 
 In all lines of merchandise this is the case, and dry goods, boots 
 and shoes, hats and caps, hardware, and many other lines are so 
 distinguished; and many wholesalers, who are really not manufac- 
 turers, nevertheless assume that attitude by selling goods manufac- 
 tured for them under their own labels. 
 
 In the wholesale grocery line the first great impetus was given to 
 private labels by Thurber, Whyland & Co., of New York, who thereby 
 built up an enormous business, selling for several years an average 
 of fifteen millions per annum. But the house carried its business ex- 
 pansion too far and gradually went to pieces. 
 
 There are houses now selling about as much, which are doing a 
 safe, conservative business, and which use private labels even more 
 extensively. 
 
 In putting one's private label forth too much care as to merit and 
 absolute uniformity of quality, style and flavor of the goods cannot 
 be exercised. 
 
 I have known big buyers, whom I could mention, to spend weeks 
 looking for just the grade of peas or the style of peaches needed to 
 exactly match the goods they had been furnishing under a certain 
 label, for it is just as dangerous to give too high a quality as it is to 
 give too low a quality, as one must keep to the standard he himself 
 sets and, if it is too high, he may not be able to do so. 
 
HOW TO BUY AND SELL CANNED FOODS. 31 
 
 The big specialists in private labeled canned foods make their 
 contracts with extreme care, and make them with the most responsible, 
 dependable and reliable packers, and none others. They carefully 
 stipulate in the contracts, the grade, quality, sieve of peas, measure- 
 ments of peaches, stalks of asparagus, and many details to which the 
 average buyer gives no heed. Then they frequently visit the can- 
 neries while the goods are being packed to see that the packing is being 
 done according to contract, or to select from the various runs or day's 
 packing the lots that please them best. 
 
 They also carefully stipulate in their contracts as to how the 
 labeling of cans shall be done, how the cases shall be labeled or sten- 
 ciled, and the quality of the cases — mentioning the measurements and 
 thicknesses of the wood. 
 
 Swell guarantees are carefully negotiated in the contracts and 
 many of them are more extended than the regular guarantee. 
 
 The selection of trade mark brands for labels is important, as a 
 catchy name is of great force in promoting the sale of goods, it is also 
 of great advertising advantage. 
 
 Awkward, inexpressive or commonplace names should be avoided 
 and names suggesting quality or pleasant thoughts at least should be 
 chosen. 
 
 The following, for instance, are good selections for canned foods 
 labels ; Ferndell, Dainty, Monarch, Blossom, Snowdrift, Mr. Red (last 
 is for salmon), Wedding Ring, Veribest. These are bad: Columbia, 
 Union, Twin Baby, Semaphore, etc. 
 
 Too great a regard for neatness of appearance can hardly be ex- 
 ercised, as bright, clean cases, cans and labels do much to please and 
 satisfy buyers and attract patronage. I always put two can labels, 
 one above the other, on one end of each case of canned foods in pref- 
 erence to smearing the case with a blurred stencil. 
 
 Box labels are expensive, and hard to handle and care for, and 
 two labels on one end of each case, one above the other, look as 
 well or better. 
 
 In using private labels it is best to have them printed at one of 
 several large establishments that specialize in that line of manufac- 
 ture. They have the artists, the equipment, and the facilities, and 
 can turn out the work in the agreed time. 
 
 If you handle goods extensively under your private labels, it will 
 be essential to have a labeling machine and a label perforating ma- 
 chine. Neither are very expensive and they are great labor savers. 
 Give to each packer, of whom you buy goods for your labels, a num- 
 ber; and perforate that number in the labels you send him to put on 
 the goods; also perforate the year or date in the perforation cypher, 
 thereby protecting yourself against loss by swells under the packers' 
 limited guarantee. 
 
32 HOW TO BUY AND SELL CANNED FOODS. 
 
 Keep your labels carefully in shelves specially prepared for them 
 and protected from dust and mice. Metal shelving is best. 
 
 Packers generally allow only $1.00 per thousand for labels ; but 
 they will allow more if you insist, as only the commonest, cheapest 
 label can be bought for that price, and they nearly all pay more than 
 that for their own labels. 
 
 They will always put on your labels free of charge. 
 
 After the packing season is over and your supply of certain grades 
 under your private label is exhausted, it will be essential to buy and 
 match the grade. Always buy unlabeled goods if possible, as the 
 stripping and relabeling of canned foods is expensive and laborious, 
 and the goods never look right; for the cans must be scraped and 
 unless can labels are soaked off in hot water, it is difficult to get all of 
 the old label entirely off, and nothing is so confidence-destroying as 
 to have other labels or parts of them detected under your private 
 label. 
 
 In selecting your grade and styles of goods for your own label 
 be guided by your own observation as to what grades of goods sell 
 best. 
 
 If it is found that your customers buy largely of goods to retail 
 at ten cents, make your line strong and complete in that respect; if 
 they buy strongly in fifteen, twenty or twenty-five cent goods, ar- 
 range your lines accordingly. 
 
 Better profits are possible and should be obtained under one's own 
 label, as the element of competition is partially eliminated, and prices 
 can be controlled and maintained; but good value must be given in 
 order to build up and hold patronage. The buying is therefore harder 
 and more exacting than if one handles packers' labels. 
 
 As to the desirability of undertaking to handle canned foods un- 
 der private labels, I should summarize by saying that the custom is 
 greatly to the advantage of the jobber, as it secures for him price, 
 cumulative demand, advertising advantage, the gradual building up 
 of a lasting reputation, and stability of business. It also gives to the 
 wholesale grocer many of the advantages of the manufacturer free 
 from the manufacturer's risk and responsibilities. 
 
 The custom, however, is hard upon the manufacturer, as it de- 
 prives him of the very advantages which I have enumerated as se- 
 cured by the jobber, and gives him in exchange only the quick turn- 
 over of his pack unlabeled. It relieves him, however, of carrying 
 charges, expense of specialty salesmen, etc. 
 
 The disadvantage of carrying a considerable stock of canned foods 
 under private labels is that the goods cannot be jobbed or sold to 
 other wholesale houses. The method requires the carrying of larger 
 
HOW TO BUY AND SELL CANNED FOODS. 33 
 
 stocks than otherwise. When kept unlabeled, however, canned foods 
 can nearly always be readily sold to other wholesale houses for private 
 label use. 
 
 The largest houses give an absolute, permanent and perpetual 
 guarantee against swells under their private labels and lose a larger 
 percentage of swells and leaks therefore than they would under pack- 
 ers' labels. 
 
 A considerable investment of money in labels is required in 
 handling a big line, some houses keeping as much as ten to fifteen 
 thousand dollars so tied up, but such an amount is unusual. 
 
 National laws at present require that the words "distributed by" 
 or "packed for" be used by any but the actual manufacturer on canned 
 foods, with the name and location of the owner of the label ; and most 
 State laws do the same. The law also requires that the label state 
 the truth as to grade and quality. That is not the wording of the 
 law, but it is the meaning and spirit of it. Be careful, therefore, 
 about exaggerated misrepresentation of quality on the labels, as the 
 law is now being enforced along that line. 
 
 The private labeling of canned foods is being rather overdone at 
 present, as even the larger retailers are using their own labels, so a 
 reactionary feeling of prejudice has started against the custom. 
 
 From a moral standpoint there is no reason why a grocer should 
 not use his private labels on goods, if he so desires, provided he com- 
 plies with the requirements of the law. It is rather a serious under- 
 taking, however, as it takes years of labor and great expense to estab- 
 lish a reputation. 
 
 CHAPTER IX. 
 
 USE AND EXPENSE OF SAMPLES. 
 
 Being hermetically sealed, canned foods cannot be sampled with- 
 out cutting the can and thereby destroying the value of the goods, 
 and yet canned foods cannot be intelligently sold except by showing 
 the contents of the cans. 
 
 The retailer should be informed and educated as to the quality of 
 the goods he is commending to his customers, as he cannot well 
 afford to cut samples of his small purchases, at least he usually thinks 
 he cannot, and usually does not do so. 
 
 Packers and wholesale dealers should be liberal in respect ta 
 canned foods samples, as a much larger quantity of goods can be sold 
 and better profits obtained by using samples than otherwise. 
 
 When new goods arrive they should be thoroughly sampled and 
 the cans left on the cutting table so that the attention of salesmen ta 
 the quality can be secured and goods shown to customers coming in. 
 
34 HOW TO BUY AND SELL CANNED FOODS. 
 
 A special arrangement frequently can be made with a canner by 
 which he will allow a number of cases of a lot of goods to come free 
 for sampling. 
 
 Salesmen should also be permitted to take out samples of canned 
 foods, under certain restrictions, to show to customers, as it is a 
 most effectual method of getting orders and introducing brands. 
 
 By the use of a suitable sample case open cans can be carried from 
 one retail store to another, the liquor being poured low in the cans, and 
 the custom catches the business. 
 
 Always cut samples on the side. Insert the point of the can 
 opener just beyond the seam of the can (you cannot cut through the 
 seam), and cut around to the seam on the other side, but be exceed- 
 ingly careful to hold the can firmly and steadily or the ragged edge of 
 the tin will cut your hand badly if the can slips, and such cuts are 
 painful and sometimes poisonous. Keep a little powdered boracic 
 acid in the drawer of the cutting table to use on such cuts as an anti- 
 septic. 
 
 A can cut on the side always looks fuller and nicer than one cut 
 on the end, and meat or salmon cans must be cut on the side in order 
 to get the contents out whole. 
 
 Shake canned corn and succotash briskly before cutting as it mixes 
 up the contents and gives them a creamy consistency; but be sure 
 not to shake any other article in canned foods. Especially do not 
 shake' peas. 
 
 The best canned foods sample case I have seen is made in Chicago, 
 being a wood body covered with black leatherette, two story, holding 
 eight No. 3 cans or more smaller ones, and having nickel plated clasps 
 and leather handle. The inside is lined with oil cloth and can be 
 washed out. It costs $5.35. 
 
 The secret of cutting a can nicely and smoothly is to have a sharp 
 can opener that will open the can on the side. They seldom come 
 sharp, but may be sharpened with a file. 
 
 A good substitute sample case — probably the best for carrying 
 open cans — is a tin box deep enough to hold a No. 3 can and large 
 enough to hold about six. These boxes can be had lacquered, with a 
 handle, and having a clasp to hold the top down. They cost about 
 $1.00. They are better than the sample case described, but salesmen 
 do not like to carry them. I used to carry my open samples from store 
 to store in a No. 2 open elm splint basket with a piece of newspaper 
 over the cans, and I got the business. 
 
 The expense of cutting canned foods samples mounts up rapidly 
 and must be carefully curbed. I have known it, when not watched, 
 to amount to $300.00 per month — though considerable of that expense 
 was due to samples submitted on government and other sealed pro- 
 posals or bids. 
 
HOW TO BUY AND SElvL CANNED FOODS. 35 
 
 The privilege of using canned foods samples is likely to be abused 
 by salesmen and no sample should be issued except on written au- 
 thority over the signature of one of the proprietors or of a depart- 
 ment manager — special blank forms being used for that purpose. 
 These forms should specify brands, quantities and to whom the 
 samples were issued. At the end of the month or week the bill clerk 
 should extend the value and give the department man the total and 
 the amount used by each salesman. If results have not warranted the 
 quantity used, it should be reduced, and the same test applied to the 
 quantity used by each salesman. 
 
 The exhibition of an open can of fruit or vegetables or fish is 
 a sure way to attract the dealer's attention, and a sale can frequently 
 be made by asking the attention of women customers who come 
 into the store to the quality of the goods and getting their opinion of it. 
 
 The true test of quality is comparison; in fact, all qualities are 
 comparative; nothing is good except by comparison with something 
 else. 
 
 In buying it is well to compare qualities carefully with goods of 
 similar price or grade ; and in selling, if one has confidence in the qual- 
 ity of his sample, it is frequently well to buy a can of what the dealer 
 is using and show him the superiority of your goods. Such an item of 
 expense should be allowed. The dealer, however, will not always 
 charge for his sample as he can use the goods on his own table. 
 
 Never show a sample of canned foods, however, or cut a can for 
 comparison, if the sale can be made without doing so. Remember that 
 there is always a chance that the can may not cut right and that in 
 opening it you take that risk. On the other hand, never buy a lot of 
 canned foods without cutting one or more cans and knowing thereby 
 what you are buying. Even the best known brands vary in quality. 
 
 It is well to have during the year lectures on any lines of canned 
 foods you are pushing illustrated hy open sample cans of the goods. 
 You should require the attendance of all your salesmen upon such 
 lectures. 
 
 If you haven't time to prepare such lectures you can find the ma- 
 terial for them in these pages. Such talks will have most wonderful 
 results in arousing the interest of your salesmen and in making them 
 feel strong and confident in presenting the line to their customers. 
 
 Make an arrangement -v^/ith a cheap restaurant to take all the 
 cut cans from your sample table for five cents a can or more. It can 
 easily be done and will save more than half the expense of your 
 samples, as brokers leave many cans cut on your table which cost 
 you nothing. 
 
36 HOW TO BUY AND SELL CANNED FOODS. 
 
 CHAPTER X, 
 
 USEFULNESS OF BROKERS— THE AFFIRMATIVE. 
 
 There is a difference of opinion as to the usefulness of brokers. 
 I am presenting both sides of the controversy — embodying the views 
 of many with whom I have discussed the subject and not giving my 
 own views. My readers are all intelligent, practical, thinking people 
 and thoroughly competent to draw their own conclusions. The af- 
 firmative opinions are as follows : 
 
 The brokerage business is one of honor and usefulness if properl> 
 and competently conducted. 
 
 Canned foods packers could not get along without the services 
 of a broker, who sells their output for them in advance, helps them to 
 finance their business, and saves them the expense, embarrassment and 
 distress incident to having to pack their goods and then hunt around 
 for a buyer. 
 
 The broker is the philosopher, guide and friend of the packer — 
 telling him what to pack and how to pack it, and selling it for him to 
 responsible people even before it is ready for market. His small per- 
 centage or brokerage can well be afforded by the packer and should be 
 cheerfully paid. It is paid only when earned and upon actual sales, 
 and the system is far cheaper than any other sales method so far found. 
 
 The broker is usually an expert in his line of goods and can be 
 of great usefulness to both packer and jobber, for his judgment as to 
 qualities is recognized as impartial. 
 
 The broker well earns his small percentage or brokerage, for he 
 makes up mixed carloads so as to save freight to the jobber and 
 secures for the small wholesale buyer as low prices and freights as 
 the large buyer can obtain. 
 
 The canner pays the brokerage. He does not put it into his price, 
 as is complained; but he pays it out of the amount he saves by the 
 broker's economy of selling expense. If the canner had to sell his 
 own product it would cost him triple or quadruple as much to do so as 
 the brokerage he now pays. 
 
 The broker cannot consistently be regarded as a burden or ex- 
 pense upon business, nor his brokerage as a tribute or tax, for his 
 services produce such economies in the process of distribution that 
 his part of the expense is far more than counteracted. 
 
 The broker is properly regarded as the agent of both buyer and 
 seller, and should be regarded as the friend and ally of both. Legally 
 he represents the party who pays him his brokerage. 
 
 In political economy the most effective results are produced by 
 the "division of labor" — which really means the employment of ex- 
 pert labor in each process of an undertaking. The canned foods or 
 merchandise broker is thus employed in the process of commercial 
 
HOW TO BUY AND SELL CANNED FOODS. 37 
 
 distribution as an expert, and he saves enormously more to all parties 
 concerned than his cost. 
 
 Commerce seeks the cheapest and best methods just as water 
 seeks a channel. Brokers are employed in all countries. This proves 
 that they are considered one of the valuable essentials of business and 
 a part of that intelligence of selection by universal choice which estab- 
 lishes the usefulness of their occupation to the world and its people. 
 
 Brokers are used to great advantage in all important lines of 
 commerce and manufacture as well as in the wholesale grocery line. 
 They bring to the attention of the buyer dry goods, boots and shoes, 
 leather, iron and steel, shipping, cotton and grain, provisions, stocks 
 and bonds, and, in fact, the product of all the important and many 
 of the unimportant lines of human industry and achievement. 
 
 A buyer should patronize but few brokers, and, if possible, the 
 best and most competent; otherwise his transactions are public and 
 known to his competitors. Inexperienced or irresponsible brokers fre- 
 uently exhibit or recite their sales in order to influence others to buy. 
 
 By sympathetically encouraging everyone who has an ambition 
 to be a broker a buyer assists in building up around him an element 
 that will take up much of his valuable time and be of great dis- 
 advantage. 
 
 The true broker does not constantly, persistently and insidiously 
 tr3' to force goods upon you that you do not need and which he knows 
 you should not have ; nor does he try to stufif orders. Having no regard 
 for a buyer's peace of mind, and caring nothing about his success or 
 his usefulness to his house. Such a broker, figuratively speaking, 
 "feeds with his feet in the trough," and his steps take hold on hell. 
 
 Many a buyer has been ruined and discredited by being over- 
 loaded with unsalable goods by such a broker. 
 
 He is not a trustworthy broker who, in order to save his percent- 
 age or brokerage, takes the part of the seller, right or wrong; for he 
 will betray you in your time of greatest need, and he is dangerous to 
 do business with. A broker should stand as a great rock between 
 buyer and seller — impartially, justly and immovably for the right. 
 He should be the friend of both parties and his business relations with 
 them should at all times be absolutely equitable and confidential. 
 
 A good broker can be of great advantage to a buyer in helping 
 him unload surplus stock, and he should be so used. It is best, of 
 course, to unload surplus stock through your own salesmen, giving 
 your own customers the benefit of the low prices. The broker is the 
 next best medium. 
 
 Good brokers do not engage in social conversation during business 
 hours. Their time is or should be valuable, and so is yours. A brief 
 interchange of news and views with a competent broker is sometimes 
 both an advantage and a pleasure; but let it be brief. 
 
38 HOW TO BUY AND SELL CANNED FOODS. 
 
 CHAPTER XI. 
 
 USEFULNESS OF BROKERS— THE NEGATIVE. 
 
 The affirmative of this question is in the preceding chapter. This 
 is the negative. My personal views are a composite of the two and 
 are not given. 
 
 Opinions in relation to the necessity for brokers in the canned 
 foods line and as to their usefulness are divergent. Brokers do not 
 generally know that fact, as people don't tell them about it. 
 
 There are a great many canned foods packers who feel that the 
 2 per cent or 3 per cent they pay brokers is a useless tribute; and 
 there are many wholesalers who feel that the broker's services are not 
 of sufficient value to warrant them in having 3 per cent, or 3 per cent, 
 added to the cost of their goods. 
 
 Profits in the wholesale grocery line are so reduced that 2 per 
 cent, on purchases would pay a handsome dividend on capital stock 
 and bridge the chasm between a paying and an unprofitable business. 
 
 The question naturally arises in the minds of wholesale grocers 
 who have in their employ expert department managers, to whom they 
 pay high salaries, and who frequently know more than the brokers 
 they buy of about the goods bought : "Why should I pay tribute to this 
 individual, the broker, who stands between me and the manufacturer; 
 and why are my own people not competent to buy direct?" 
 
 It requires little or no capital to engage in the brokerage business, 
 and but a fair familiarity with the goods represented. 
 
 The idea which the packer has as to brokers is that, by putting 
 his goods into brokers' hands he secures their faithful and constant 
 presentation. He does not realize that the broker represents to the 
 trade probably a dozen canners in his line and will frequently sell the 
 cheapest offerings because it is easiest to do so. 
 
 The jobber's idea is, and has been, that the broker would bring 
 to him his best trades and bargains and protect his interests as a 
 friend, and that it is easier to buy through a broker than to buy direct. 
 But it is not always so. 
 
 The number of brokers has increased enormously in ten years and 
 now there are many more brokers than buyers. 
 
 There is a great multitude of small brokers who almost constantly 
 beset a buyer, importuning him to buy goods which he does not need. 
 
 The valuable time of expensive employes is thus wasted because 
 courtesy requires that brokers be treated with consideration. The most 
 important part of a department manager's duties is to keep the sales- 
 men well posted and to teach them how to sell the goods he buys; 
 but he should also attend to the details of his department. 
 
HOW TO BUY AND SELL CANNED FOODS. 39 
 
 If, however, his time is chiefly absorbed in listening to a daily- 
 procession of brokers, of whom he seldom buys anything, how is he to 
 keep up the efficiency of his department and to do his duty to his 
 house. 
 
 This condition may not prevail in the smaller towns or cities 
 where brokers are not so numerous, but it does prevail in the larger 
 places to a most distressing extent. 
 
 To be compelled to receive fifty brokers a day, or more, forty-five 
 of whom have nothing of interest to him, is a soul-harrassing and 
 nerve-destroying experience to a buyer. 
 
 The brokerage business in canned foods and in dried fruits is 
 heavily overdone. There are too many engaged in it and the result 
 is that, in order to live, some are compelled to solicit and to sell to the 
 department stores, chain stores, and semi-jobbers. They also do a 
 jobbing business, by co-operating with sub-brokers or retail brokers, 
 who have a little capital and desk room and sell any retailer who will 
 buy a 25-case lot of goods — which these sub-brokers buy of the larger 
 brokers from spot stock. 
 
 In this way the legitimate jobber is being forced backward for 
 patronage upon the smaller retail dealers who cannot buy in 35-case 
 lots and who need credit. What is the remedy for this state of afifairs? 
 There are several ! Wholesale grocery buyers must adopt some of 
 them in self-protection. 
 
 They must fix buying hours when they will receive brokers, or 
 days when they will buy, and make no exception or deviati(/n ; or they 
 must confine their purchases to a few of the best brokers who sell 
 only to the wholesale trade without evasion ; or they must secure the 
 agency for certain packs of goods and control of the line for their mar- 
 ket ; or they must make all their purchases by wire, telephone or mail, 
 and make none through personal solicitation at their desks; or they 
 must buy all their goods by bids or sealed proposals (as does the gov- 
 ernment and certain large corporations, on samples submitted) ; or 
 the buyers must organize a buying exchange, to meet on certain days 
 and hours, where they can interview the sellers and each other and 
 do all their buying there and then from the sellers and from each 
 other. 
 
 Author's Note — The foregoing negative side of the proposition, 
 "Are Brokers Useful?" is taken principally from the opinions of sev- 
 eral large buyers and of one or two general managers to whom I have 
 talked on the subject. I do not hold myself personally responsible for 
 either view, as I do not agree fully with either the negative or the 
 affirmative. 
 
40 HOW TO BUY AND SELL CANNED FOODS. 
 
 CHAPTER XII. 
 
 HARD WORK AND HARD PLAY. 
 
 I have received the following letter: 
 "Friend Lee : — 
 
 "What can I do to save myself from the constantly increasing 
 cares of business, and the work, the worry, the fretfulness and the 
 petulance caused thereby? They seem to be growing upon me?" 
 
 "A WHOLESALE GROCER." 
 
 It is said that artistic genius is the capacity for taking iniinite 
 pains with one's chosen work, and that a great actor is essentially 
 •one whose impersonation of a character is to himself so real that he 
 :actually lives and feels all the sentiment, the fear, the hope, the passion 
 ^hich he depicts. 
 
 The merchant of genius, whose ambition and pride, whose love 
 of and loyalty to his work, so absorb him that he unconsciously as- 
 sumes greater responsibilities and more and more of the details, is 
 a great artist in his capacity for taking infinite pains. He is also a 
 great actor, because he is himself a part, the very soul of his work. 
 Of such a man it was said in the book of Proverbs : "Seest thou a man 
 diligent in his business? He shall stand before kings; he shall not 
 stand before mean men." 
 
 When, however, one's ambition is coming to its fulfillment ; when 
 his work is approaching his ideal ; when the picture he has placed upon 
 the canvas or the impersonation he has wrought has become an estab- 
 lished and safe business enterprise; when his duties are beginning to 
 become monotonous ; when the business sentiment which so enthused 
 him has begun to wane and his soul to shrink in distate from the con- 
 tinually heaping up of infinite details ; when his eyesight has begun to 
 grow dim, his hair to show the frost of years, his power to resist and 
 repel worry gradually less, his cheerfulness to vanish and his petulance 
 toward his employes, his family and his associates to increase, what 
 then? 
 
 "For what shall it profit a man, if he gain the whole world and 
 lose his own soul ?" So says St. Mark, and the inquiry is pertinent to 
 my purpose and directly to the point, because a man's optimism, his 
 power to resist annoyance, his buoyancy of temperament, his joy in the 
 power and pleasure of achievement, are of his soul. They are of his 
 life the essence, the joy, the sunshine, the fragrance. 
 
 He may lose them and may continue to profit in a financial way 
 but he is a drudge, a slave to his business, governed by a sense of duty 
 to others, blind to the beautiful in life, deaf to the music in the laugh- 
 ter of little children and in the songs of women and birds, unmoved 
 by sentiments of pride or compassion, and has a heart as cold and 
 
HOW TO BUY AND SELL CANNED FOODS. 41 
 
 cheerless and as pitiless to himself and others as the eternal ice of the 
 Arctic Circle. What shall he do then that his mind may be kept alert, 
 his body healthful, his soul as that of a man? 
 
 There are several things which he can do. He can so systematize 
 his business that he can be away from it and yet have a directing hand 
 upon the lever which controls it. By a system of daily reports from 
 each department of his business, to be forwarded to him, he can regu- 
 late it and guide it almost as well as if he were present. Those reports 
 need not be expensive, for his personal stenographer, during his ab- 
 sence, can compile and forward them. This is the artist's method of 
 taking infinite pains with the lines and the proportions of a model, 
 leaving others to chisel the marble and hew to the line. 
 
 Again, he can adopt the actor's method and have an understudy — 
 one so well versed in his superior's duties that he can assume them 
 acceptably during the absence of his principal. 
 
 In fact, this plan should be put into efifect (and is) in nearly all 
 large business establishments. The manager of a department should 
 understand and recognize the necessity for this arrangement. If he 
 is too narrow or jealous to train up an assistant, he is, himself, not 
 broad enough for a high commercial position or loyal enough to the 
 owners and the future interests of the business. "Men think all men 
 mortal but themselves." Life is exceedingly uncertain and there are 
 times of sickness and disability, of vacations and necessary absences; 
 and there are resignations, reorganizations and promotions of im- 
 portant men to higher positions. All these conditions must be con- 
 sidered in business enterprises, especially those which are incorporated 
 (all should be) and which are to go on forever. 
 
 Every important position, from the presidency to the head of the 
 shipping department should, therefore, in the interest of the business 
 as well as for the welfare and mental peace of the principals, have an 
 understudy. 
 
 It is not essential that there should be two sets of employes in 
 order to so arrange a business; but the man on the next rung of the 
 ladder below can look upward, not downward, and prepare himself 
 to step up higher. 
 
 There is nothing in the strenuous and arduous mercantile life of 
 this country and these times except hard work and hard play. In other 
 countries, where merchants live their lives more sensibly and philo- 
 sophically, the aim usually is to acquire a modest competence; here 
 the struggle is for great fortunes and superabundant riches. 
 
 If one is in this game, he must play it according to the established ' 
 rules and custom ; he must go the pace ; he must work hard and in 
 order to keep himself physically and mentally competent he must play 
 hard. 
 
42 HOW TO BUY AND SELL CANNED FOODS. 
 
 A hobby, a fad, a recreation, to be indulged in sensibly and ac- 
 cording to the age, strength and physical powers of the seeker for 
 relief, should be found and encouraged for hard workers. 
 
 Horseback riding, billiards, golf, bowling, automobiling, debating, 
 photography, drawing, the study of languages, literature, music, all 
 these and a hundred other diversions are open to the worn, tired, dis- 
 couraged worker. 
 
 This existence is but a probationary period wherein we may or 
 may not educate and equip ourselves for that higher existence for 
 which we all hope; let us, therefore, avoid becoming so absorbed in 
 our work that it becomes drudgery and while digging, delving, dredg- 
 ing for dollars, neglect those things which make even more for happi- 
 ness, health and contentment than accumulation of great wealth. Nor 
 should we forget that 
 
 "The soul, of origin divine, 
 
 God's glorious image, freed from clay. 
 
 In heaven's eternal sphere shall shine — 
 A star of day. 
 
 "The sun is but a spark of fire, 
 
 A transient meteor in the sky ; 
 The soul, immortal as its sire, 
 
 Shall never die." 
 
 CHAPTER XIII. 
 
 CANNED CORN. 
 
 Next to tomatoes, canned corn is the most important product of 
 the canning industry. Its consumption is almost wholly confined to 
 the United States, however, as the use of corn as food is but little 
 known elsewhere. 
 
 As a wholesome, cheap and nutritious food product canned corn 
 is far superior to tomatoes, peas, or any other canned vegetable. 
 
 Indian corn or maize is indigenous to this country and was culti- 
 vated by the American Indians long before the whites discovered the 
 land. 
 
 Maine claims to pack the best corn and bases the claim upon the 
 short, quick season prevailing in that state, the natural qualities of 
 her soil and the skill of her packers in handling this product. New 
 York packs fine corn, as does Vermont, Illinois, Iowa, Indiana, Ohio, 
 Maryland, Nebraska, Wisconsin, Minnesota and Pennsylvania. The 
 pack in the other States is unimportant so far, but is annually increas- 
 ing. 
 
HOW TO BUY AND SELL CANNED FOODS. 43. 
 
 Statistics of Corn Canning. 
 
 Cases of 2 Doz. 
 No. 2 Cans. 
 
 Total pack in United States in the year 1901 4,757,735 
 
 Total pack in United States in the year 1902 4,113,087 
 
 Total pack in United States in the year 1903 4,591,146 
 
 Total pack in United States in the year 1904 11,162,962 
 
 Total pack in United States in the year 1905 13,018,665 
 
 Total pack in United States in the year 1906 9,136,160 
 
 Total pack in United States in the year 1907 6,675,908 
 
 Total pack in United States in the year 1908 6,779,000 
 
 Total pack in United States in the year 1909 6,787,000 
 
 Total pack in United States in the year 1910 10,063,000 
 
 Total pack in United States in the year 1911 14,301,000 
 
 Total pack in United States in the year 1912 13,109,000 
 
 Total pack in United States in the year 1913 7,283,000 
 
 (Statistics in more detail will be found in the chapter devoted to that 
 subject.) 
 
 Canners of corn have in past years experienced great difficulty in 
 securing acreage, as farmers do not find the raising of sweet corn for 
 canning purposes profitable. They prefer to raise field corn, which, 
 because of the high price of cattle and swine to which it is fed, brings 
 farmers a much better profit than sugar corn grown for canning. 
 
 Canners of this food have therefore been compelled in many in- 
 stances to plant and grow their own sweet corn. 
 
 Standards for Canned Com. — The standards established for canned 
 corn are rather crude and indefinite. The Baltimore Canned Goods 
 Exchange definition of standard canned corn reads : "Sweet corn only 
 to be used, cut from the cob while young and tender, cans to cut out 
 full of corn." 
 
 The Ohio Canners' Association adopted the following standard : 
 "Fancy — Cans to be well filled ; minimum gross weight to be 23 oz. ; 
 absolutely young and tender stock; natural color; medium moist and 
 practically free from silk, cob and husk. Standard — Cans well filled ; 
 minimum weight 23 oz. gross; stock reasonably tender; free from 
 hard particles; natural color." 
 
 Indiana packers have adopted a definition only for a standard 
 quality. It is practically the same as that of the Ohio Association ex- 
 cept that the words "medium moist" are added and the words "free 
 from hard particles" omitted. Much care is exercised by packers in 
 the growth and selection of seed corn for canning purposes, and many- 
 varieties are originated. 
 
 The professional seedsmen usually grow Stowell's Evergreen, 
 which is a corn of heavy yield, but with a large grain likely to prove 
 tough in the can unless carefully handled; and Crosby, which is an. 
 
44 HOW TO BUY AND SELL CANNED FOODS. 
 
 excellent corn but not a heavy yielder ; and Country Gentleman, which 
 is of a deep grain and a good yielder, but which, though of a good 
 color and flavor, is hard to pack at a proper stage of tenderness. 
 
 Process of Corn Canning. — Acreage is contracted in the fall and 
 early spring. Inspectors from the factory visit the fields during the 
 planting and growing season to advise farmers as to the care of the 
 crop, and to watch its condition carefully, ordering the farmer to bring 
 it to the cannery on a certain date. Canners usually furnish the seed, 
 deducting the value of it from the first deliveries. 
 
 Husking may be done by hand, but machines have been invented 
 that will properly do this part of the work. The corn when husked 
 is run through a brushing machine to remove the silk, then the ears 
 are run through the cutters, which cut the grains about half their 
 depth and scrape the rest of the grain. After this the cut corn is 
 run through the silkers which remove what silk remains and pieces 
 of husk arid cob. Now it goes to the mixer, where it is mixed with a 
 brine composed usually of water pure from artesian wells, 35 pounds 
 of sugar and 30 pounds of salt to each 100 gallons. 
 
 From here the corn goes into the cooker, where it is subjected 
 to a preliminary heat of about 175 degrees, then it goes to the fillers. 
 Fancy corn is somethimes run through a recutter, after coming from 
 the silkers. After the progress described, the corn is subjected to the 
 same processes of filling, capping, sealing, cooling, labeling and casing 
 that are common to all other canned products. 
 
 Owing to the solidity of the contents, corn must be heavily pro- 
 cessed, the formula being 250 degrees for 60 minutes in the retorts. 
 Corn packed in No. 10 cans is very unreliable as it is difficult to per- 
 meate it with the heat so as to sterilize it sufficiently. Maryland style, 
 or wet packed corn, is cut off the cob either by hand or by machine, 
 the whole grain being cut to its full depth, and the cob not scraped ; 
 it is then packed in the same brine as previously described. Some 
 packers use as much as 50 pounds of sugar to 100 gallons of water in 
 making a brine, but the regular formula is 35 pounds of sugar and 30 
 pounds of salt to 100 gallons of water. The entire process of packing 
 corn is mechanical, and is conducted in modern factories with the 
 utmost cleanliness, and with strict regard to sanitary conditions. 
 
 Buying Points. — Examine carefully for tenderness of grain and 
 for fullness of cans. Do not shake the corn before opening, and open 
 some cans at the cap end and others at the end opposite the cap. Corn 
 is cheapened by the free admixture of brine, and though it should not 
 be so dry as to solidify or cake in the can, it should not be sloppy. 
 * In an inspection stir the corn from the bottom of the can, then pour 
 it out in a dish to find the defects, then inspect the empty can for 
 evidences of dust or cinders from unwashed cans and for acid stains 
 down the side seam and cap seam. A moist consistency is desirable. 
 
HOW TO BUY AND SELL CANNED FOODS. 45 
 
 Do not be too exacting about a white c'olor. A dead white color 
 is occasionally produced by a corn starch filler or mixture, while a 
 heavily sweetened corn safely processed will turn yellow in the can. 
 Such a corn, however, is better and safer than the starch-mixed corn. 
 
 Consumers do not care about the color, as, when corn is cooked, 
 it always turns dark or yellow. A white color is therefore not so 
 important and frequently means poor quality, while a richer color 
 means purity, wholesomeness, and a fine natural flavor. 
 
 Selling Points.^Never, when selling, cut a can of corn on top. 
 Cut on the side, as the can always looks fuller and nicer. Never cut 
 the cap end of the can, as there is frequently some discoloration under 
 the cap, caused by the scorching of the corn by the soldering iron, or by 
 the staining of it by the acid used to set the solder around the cap. 
 Nearly all canners now label canned corn cap end down. 
 
 Always shake a can of corn carefully before cutting it for a buyer. 
 If it is packed too dry it will thereby be mixed to a presentable con- 
 sistency ; if packed too wet, it will be given a thicker consistency. Some 
 times, when corn freezes and thaws again, the w;ater in the brine 
 separates and rises to the top, but a vigorous shaking will cause it to 
 combine again. Do not thrust a spoon to the bottom of the can and 
 stir the contents upward; rather smooth the surface with the spoon, 
 for when you stir the corn upward you are apt to bring the heavy, 
 tough grains to the surface. Always try hard to get your customer 
 to take as high grade corn as you can, for quality will make him more 
 friends than low prices, and will bind him to you with hooks of steel. 
 
 Isaac Winslow, of Maine, is said to have canned the first corn 
 packed in the United States. He had been a sailor and had learned 
 the principle of sterilizing by heat in France. His first experiments 
 were conducted in 1839, but they were not very successful. He applied 
 for a patent on his method in 1853; but the patent was not granted 
 until 1862. 
 
 The care with which corn is handled has much to do with its 
 quality and flavor, more, indeed, than the advantages of location and 
 climate. 
 
 Quantity packers have several times almost ruined the industry 
 of corn canning by putting large blocks of tough, flavorless canned 
 corn on the market. By that means they have distressfully retarded 
 the growth of demand and consumption. 
 
 If insufficiently cooked, corn will separate from the water used in 
 the brine. When it is permitted to freeze hard, the same result will 
 be produced. 
 
 "Maine style" corn is corn that has been cut and mixed with the 
 milky cob scrapings. "Maryland style" corn is cut deeper and the cob 
 is not scraped. 
 
46 HOW TO BUY AND SELL CANNED FOODS. 
 
 Field corn is never used for canning purposes ; but fully matured 
 sugar or sweet corn too old to can is sometimes used and gives the 
 buyer the impression that it is field corn. 
 
 Every canned corn label should have printed thereon a number 
 of good tried recipes for favorite preparations of canned corn. The 
 following recipes have all been tested and will bring deHcious results 
 every time if directions are followed : 
 
 Corn Soup. 
 
 1 can corn, 
 
 1 pint boiling water, 
 
 I pint milk, 
 
 1 slice onion, 
 
 2 tablespoons butter, 
 2 tablespoons flour, 
 
 1 teaspoon salt, 
 Few grains pepper. 
 
 Chop the corn, add water, simmer twenty minutes, and rub 
 through a sieve. Scald milk with onion, remove onion, and add milk 
 to corn. Bind with butter and flour cooked together. Add salt and 
 pepper. 
 
 Green Corn Fritters. 
 
 One can corn pulp chopped fine, one egg beaten until light, one- 
 quarter cup flour, one-quarter teaspoon salt, one-eighth teaspoon pep- 
 per, one-quarter teaspoon baking powder. 
 
 Method: Mix dry ingredients and sift together. Combine the 
 egg and the corn and add the liquid mixture to the dry. It may be 
 necessary to add a little more flour as the fritters should be a little 
 thicker than cakes. Drop by spoonfuls in deep hot fat and cook as 
 doughnuts or cook until fritters are done throughout and are a deep 
 golden brown in color. Drain and serve hot with brown sugar or with 
 maple sugar syrup. May serve with cheese sauce. 
 
 Cheese sauce: Thick white sauce to which paprika and grated 
 cheese are added. 
 
 Corn a la Southern. 
 
 One can or two and one-half cups corn, three eggs beaten slightly, 
 one teaspoon salt, a dash of pepper, one tablespoon butter melted, one 
 pint scalded milk. 
 
 Method: Mix all together, turn into buttered baking dish, set in 
 pan of boiling water and bake in slow oven until tender. 
 
 Scalloped Com. 
 
 One can corn, two tablespoons butter, one cup rich milk, one tea- 
 spoon salt, dash of pepper, one cup bread crumbs buttered. 
 
HOW TO BUY AND SELL CANNED FOODS. 47 
 
 Method: Melt two tablespoons butter in frying pan. Add dry- 
 crumbs, stir until all are coated. Grease baking dish, put in layer 
 buttered crumbs and add corn and milk and seasoning. Sprinkle but- 
 tered crumbs over top and bake in moderately hot oven until crumbs 
 are brown. 
 
 CHAPTER XIV. 
 
 CANNED TOMATOES. 
 
 The tomato, like many other good things, originated in America, 
 being a native of tropical and South America. It was formerly called 
 a Love Apple, and when first introduced into the United States was 
 regarded as unwholesome and used only for purposes of ornamenta- 
 tion or decoration. 
 
 It is now more largely cultivated for canning purposes and more 
 largely canned than any other vegetable. The United States and 
 Italy use more canned tomatoes than any other countries. The vege- 
 table grows to great perfection under Italian skies and the people 
 of Italy use tomatoes in many ways. 
 
 The finest of sauces and catsups as well as pickles are made from 
 tomatoes, ripe and green. It is the most economical of all canned 
 foods, and has been called the "poor man's meat." The packing sta- 
 tistics during the past few years are as follows: 
 
 Total pack 
 Total pack 
 Total pack 
 Total pack 
 Total pack 
 Total pack 
 Total pack 
 Total pack 
 Total pack 
 Total pack 
 Total pack 
 Total pack 
 Total pack 
 
 Cases of 3 Doz. 
 
 No. 3 cans each. 
 
 n United States 1901 4,268,321 
 
 n United States 1902 9,282,812 
 
 n United States 1903 10,157,615 
 
 n United States 1904 8,516,846 
 
 n United States 1905 5,555,516 
 
 n United States 1906 9,074,965 
 
 n United States 1907. ...... . 13,467,476 
 
 n United States 1908 11,479,000 
 
 n United States 1909 10,984,000 
 
 n United States 1910 9,235,000 
 
 n United States 1911 9,749,000 
 
 n United States 1912 14,022,000 
 
 n United States 1913 14,206,000 
 
 The figures quoted include No. 10 and No. 2, as well as No. 2J^ 
 sizes, all reduced to their equivalent in No. 3 cans in order to simplify 
 comparison.. The largest production or output of canned tomatoes 
 comes from the States named below, the first named being the largest 
 producer, and the others in order as written, viz. : Maryland, Cali- 
 fornia, Delaware, Indiana, New Jersey, Virginia, Utah, Ohio, Mis- 
 souri, Kentucky, Tennessee, New York, Colorado, Pennsylvania, Illi- 
 
4? HOW TO BUY AND SELL CANNED FOODS. 
 
 nois, Michigan, Iowa and nearly every other State in the United States 
 to a greater or less extent. 
 
 Primitively tomatoes were what is known as hot packed, that is to> 
 say, boiled in a kettle and then sealed in cans, processed, etc. ; but that 
 method has not been in vogue for many years and now the aim is to 
 pack them as nearly solid and whole as possible. 
 
 The standards for quality in canned tomatoes adopted by several 
 associations of canners are as follows : 
 
 Adopted by Tri-State Canners' Association, Maryland, New Jer- 
 sey and Delaware (No standard adopted for fancy grades), by Ohio 
 Canners' Association and by Indiana Canners' Association. 
 
 Weights as given are the minimum. Contents of can drained on 
 one-quarter-inch wire mesh flat screen for two minutes ; 98 per cent, of 
 shipment to comply with stipulations ; 5 per cent, of shipment consid- 
 ered fair average for testing. 
 
 No. 3 Standard. — Gross weight, 37 oz., and 19 oz. of average ripe- 
 tomatoes ; not necessarily all red. 
 
 No. 3 Extra Standard. — Gross weight, 38 oz., and 20 oz. of well- 
 selected ripe tomatoes. 
 
 No. 3 Fancy — Gross weight, 38 oz., and 20 oz. of hand-packed, 
 whole, ripe tomatoes. 
 
 No. 2 Standard. — Gross weight, 23 oz., and 12 oz. average ript 
 tomatoes; not necessarily all red. 
 
 No. 10 Standard. — Gross weight, 118 oz., and 64 oz. average ripe 
 tomatoes ; not necessarily all red. 
 
 The Tri-State Canners' Association revoked above standard Jan- 
 uary, 1914. 
 
 Wilmington, Del., January 29, 1914. 
 
 Whereas, the Standards for Canned Tomatoes suggested 
 by the Committee of this Association January 28, 1909, have 
 not to any considerable extent, been accepted and used by the 
 members of this Association in their contracts for the sale of 
 their goods; and, 
 
 Whereas, the Agricultural Department at Washington, 
 D. C, under F. I. D. 144, have a Regulation that is far pre- 
 ferable to any Standard based upon net weight of solids ; and. 
 
 Whereas, the National Canners' Association has ap- 
 pointed a Committee to formulate a definition for a uniform 
 Standard, therefore: 
 
 Resolved, that the action of the Tri-State Packers' As- 
 sociation, as of January 28, 1909, be, and the same is, hereby 
 withdrawn and their Committee instructed to co-operate with 
 the Committee of the National Canners' Association for the 
 adoption of a National Standard. 
 
HOW TO BUY AND S^LL CANNED FOODS. 49 
 
 For a copy of Food Inspector's decision 144, above referred to, 
 see Chapter LXV. 
 
 Tomatoes are also packed in 5-inch, 53^-inch, 5%-inch and 6-inch 
 cans, and a few in No. 6, or half-gallon, and No. 1, IJ/^ and 23^ sizes, 
 as well as in individual sizes; but all these sizes are irregular and a 
 matter of special contract. 
 
 The sanitary or solderless can is being very largely and generally 
 used in packing tomatoes — especially the fancy qualities, which are 
 packed red ripe and as nearly whole as possible and must, therefore, 
 be hand-packed instead of machine filled. 
 
 Tomatoes produce heavily and are easily cultivated ; but they re- 
 quire a large proportion of hand labor in canning, more so than peas, 
 corn or string beans ; and in fancy grades as much as peaches or pears. 
 
 There are numberless varieties grown, as nearly every packer 
 believes he has the best variety and seed. The Stone tomato is a 
 round, smooth, solid variety, and peels and cores nicely. The process 
 of packing is not different from the general (which has frequently been 
 described), except as to the peeling of tomatoes. They are scalded in 
 live steam, then peeled by hand and put in cold water before being 
 filled in cans. The standards and extra standards, packed in capped 
 cans, are machine filled and, of course, are much broken in filling. 
 
 Buying Points. — See that your contract not only quotes the grade 
 but also specifies "subject to buyer's approval of samples," as there 
 are many varieties of standards ; and the standards estabhshed by the 
 packers are prudently very indefinite as to details. 
 
 For illustration, the peeling may be irregular; a too large pro- 
 portion of green pieces may prevail ; the stock may have run so green 
 that the cores had to be cut out so deeply that all the seed cells are 
 broken and thereby the goods are caused to look Hke a can of soft 
 pulp and seeds ; or the goods may be hot packed by some fellow who 
 hasn't anything much but a shed, a kettle and a retort. 
 
 There are hundreds of irresponsible and incompetent packers in 
 the canned tomato business. 
 
 Many instances of improper or insufficient sterilization occur 
 every year and some fence corner packers slap the labels on the cans 
 before they are cooled, load them, and draw a sight draft against the 
 shipment in order to get money to continue packing. Then, if you 
 pay the draft and the goods arrive with about six swells and many 
 rustles to the case, it will be sometime before you get your money 
 back. 
 
 Look up the rating of the cannery you place your contract with 
 and pay a few cents more if necessary to a responsible party. The 
 "will of the wisp" fellows frequently do not last long enough to permit 
 you to collect for your swells, and they are hurtful to the canning 
 business. 
 
50 HOW TO BUY AND SELL CANNED FOODS. 
 
 If buying for your own label, contract for a pinch of salt in each 
 can, as it sweetens the flavor and counteracts undue acidity. In 
 sampling, taste the flavor. 
 
 In buying fancy stock see that the goods are packed as near red 
 ripe as possible. Do not require that they be too near whole. A ripe 
 tomato is preferable to a whole tomato partly green, and tomatoes 
 must be packed somewhat green or unripe if they stand up firmly 
 whole in the can or when poured out in a dish. 
 
 Selling Points. — In showing tomatoes cut your can on the side. 
 Nothing is so strong a proof of inexperienced salesmanship as a can 
 cut on top. It always gives a bad impression. 
 
 Spoon your sample from the bottom. That is to say, lift the 
 contents gently above the liquid, but don't stir them up or pour them 
 out if you can avoid it, as the green pieces or badly peeled pieces may 
 be at the bottom. Sell as few standards as possible and work hard 
 to get your buyer to take extra standard and fancy grades. 
 
 In showing your fancy grades of tomatoes, get a white enameled 
 lined pan or a glass dish; cut the can on the side all the way round 
 from seam to seam, and then hold your hand over the tomatoes and 
 let the contents slide out gently into the pan or dish. The tomatoes 
 will hold their shape that way, and it is best to pour ofif a little of the 
 water before pouring out the tomatoes. 
 
 The canned tomato is the largest seller in the canned foods line 
 and, by careful handling and study, can be made very profitable to 
 both wholesaler and retailer. 
 
 Any donkey can sell standard tomatoes or granulated sugar at 
 cost if you will pin an advertising price tag on him and hitch him in 
 front of your store; but it takes salesmanship to sell high grade and 
 profitable goods. 
 
 ' CHAPTER XV. 
 
 CANNED SALMON. 
 
 The canned salmon industry has existed in the United States more 
 than 60 years. Previous to that time a few salmon were caught and 
 canned on the Atlantic Coast. In 1852 WiUiam Hume, with two as- 
 sociates, James Booker and Percy Woodson, established the first sal- 
 mon cannery, a very crude affair on the Sacramento River, just op- 
 posite the city of Sacramento, then a mere village. In 1856 he asso- 
 ciated with himself Andrew S. Hapgood and his brothers, John Hume 
 and George W. Hume, also embarked in the salmon canning business 
 on the Sacramento. 
 
 From this humble beginning the industry of canning salmon has 
 grown to enormous proportions. The annual pack is now more than 
 
HOW TO BUY AND SELL CANNED FOODS. 51 
 
 seven million cases of salmon, containing each four dozen i6-oz. cans, 
 and salmon canning is one of the greatest food-producing industries 
 of the world. 
 
 The demand for canned salmon has grown gradually so that peo- 
 ple are now familiar with the splendid value of the product. A can 
 contains 16 oz. net of solid, wholesome, nutritious and palatable food, 
 which is of far better economical value than meat. In the introductory 
 period people had to be educated to use canned salmon, and at several 
 stages of the process there was an overproduction and periods of great 
 depression and loss. 
 
 The high prices of what are usually termed meats and the per- 
 sistent and intelligent advertising by salmon packers, together with 
 their conscientious adherence to putting quality into their cans, has 
 now brought the demand to such a point that it is no longer a ques- 
 tion of how much salmon can be sold. The anxious inquiry on the 
 part of the dealer, is to how much salmon can be produced and what 
 portion of the production can he obtain. 
 
 Governments, national, state and foreign, are taking cognizance 
 of the importance of this valuable food resource; and laws calculated 
 to protect salmon from extermination, as well as government and 
 private hatcheries for the propagation of salmon, are now effective 
 and numerous. 
 
 I shall not treat the varieties of salmon caught and canned from a 
 scientist's standpoint, giving to each its ichthyological scientific name, 
 nor shall I enter into the deeply interesting history of the fish and the 
 mystery of its life and being. The commercial and utilitarian point 
 of view is the one my audience is chiefly interested in, for they are 
 dealers in and distributors of canned salmon. 
 
 Salmon is packed in three standard sized cans : 1 pound tall, 1 
 pound flat, and Yi pound flat. The 1 pound tall is the chiefly important 
 product and is packed and filled almost wholly by machinery. The 
 flat cans, 1 pound and Y^ pound, are hand-filled; therefore canners are 
 indiflferent about packing them as they are more expensive propor- 
 tionately because hand packed. 
 
 On the average, the packers of canned salmon far surpass all 
 other canned food packers in the carefulness of their work. Their 
 labels are neat, their cases are heavy, strong and handsomely stenciled, 
 their cans are usually lacquered to protect them from the rust; and 
 the highest regard is paid among all salmon canners to cleanliness and 
 wholesomeness. The greatest efficiency and perfection in putting their 
 product on the market is also sought for. 
 
 The Columbia River packers can the Chinook or Quinnat salmon. 
 It is a fish that averages large, and, in perfection, is of superb quality, 
 as to texture of flesh and richness of flavor. It is of rather a bright 
 pink color, the fish averaging about 30 pounds, but sometimes running 
 
52 HOW TO BUY AND SELL CANNED FOODS. 
 
 as heavy as 80 pounds. The same identical fish is caught in Puget 
 Sound, where it is known as Spring Salmon ; and in Alaska, where it 
 is called King Salmon. 
 
 The paramount objection to fine salmon is that the salters and 
 picklers now take the largest and finest fish and leave the smaller fis'h 
 to the canners — and these smaller fish are not so desirable for canning. 
 Then, as spawning progresses, these fish undergo a physical change 
 and the meat begins to turn white, sometimes running white meat on 
 one side like codfish and beautiful pink on the other — which fault it is 
 difficult to detect. The pack on the Columbia River is quite regular 
 each spring, but is constantly decreasing in quantity as fish grow 
 scarcer. The Columbia River salmon is losing its former great popu- 
 larity for the reason mentioned, there being a decided preference for 
 deep red colored salmon. 
 
 Saukeye salmon, or Sockeye as it is usually but improperly writ- 
 ten, is a name applied to the fish which is so largely packed on Puget 
 Sound and on the Frazer and other Canadian rivers. It is a smaller 
 fish than the Chinook, averaging only about 8 pounds, and its habits 
 seem to be different from that of other species of salmon as it runs 
 heavily in rivers opening into Puget Sound in quadrennial periods, 
 running lightly in the oflf or lean years. The quadrennial periods occur 
 the 3'ears after leap year— for illustration, 1905, 1909, 1913, 1917, etc. 
 
 In Puget Sound and its tributaries this fish seems to run fatter 
 than in Alaskan waters and to be of a brighter, livelier red color than 
 Alaska canned fish. Then the season is longer and canners can pack 
 with more care and attention to details on the Sound than in Alaska, 
 where the work must all be done in about 30 days. 
 
 Consequently, Sockeye salmon packed on the Sound or on Frazer 
 River will be found to be richer in oil than Alaska-packed red fish, a 
 piece of the belly fat being put in each can to produce oil. This is not 
 done at the Alaska canneries. What is called Standard Red Alaska 
 salmon is precisely the same fish as the Saukeye, Blueback and Red 
 Fish. The product of the Puget Sound canneries brings a higher 
 price for the reasons I have mentioned. 
 
 The season for packing the fish in Alaska is very brief. Vessels 
 usually leave San Francisco in May, fight their way through the ice 
 in Bristol Bay, and arrive at the canneries in July. They leave in 
 August to avoid being frozen in the ice, arriving in San Francisco 
 in September and October. They take all their supplies and labor with 
 them, and bring back the canned fish and their operatives. 
 
 Medium Red, or Cohoe, or Silver salmon is very similar in size to 
 the Red Salmon. The flesh of the fish is of excellent quality and 
 flavor, but paler than that of Red Alaska or Saukeye. It runs or 
 spawns late in the fall and close to the sea, in fresh water, and is 
 
HOW TO BUY AND SELL CANNED FOODS. 53 
 
 canned in a limited way in Alaska, more freely on Pugef Sound. There 
 are several other designations for this salmon, viz : Oregon Red, etc. 
 
 The Pink Salmon is a small fish, averaging about 5 or 6 pounds. 
 It is more numerous than all other kinds of salmon combined. It 
 swarms in the waters of South Eastern Alaska and Puget Sound. It 
 is of softer flesh than other varieties and is a light pink or brownish 
 color when processed in a can. It is nutritious and of good food value, 
 but has little or no oil. 
 
 The low price at which it is sold makes this salmon a splendfd 
 food value. It runs in Alaska every year, but on Puget Sound only 
 every other year. The run on the Sound was and is as follows : 1909, 
 1911, 1913, 1915. 
 
 The Chum Salmon is a little larger in size than the Red Alaska 
 or Saukeye Salmon, averaging about 10 or 11 pounds, and by some 
 scientists is not regarded as properly belonging to the Salmon species. 
 
 It is said to be a good fish when fresh, but very soft and mushy 
 when cooked, and of pale color. The canned Chum or Dog Salmon, 
 as it is frequently called, is of a dirty white color and has a rank, muddy 
 flavor. 
 
 Buying Points. — For your own label, buy salmon of packers of 
 reliability and established reputation. Be careful to avoid the canned 
 salmon sharks who deal in do-overs or off grades of salmon, canned 
 after having been too long out of the water. Nothing is quite so mean 
 or trouble producing as a lot of salmon which has do-overs or unsound 
 cans mixed in, and there is no way to separate the good from the bad. 
 Out of each shipment received cut freely a number of cans from 
 different cases. Cut the can on the side near the top, from one side 
 of the can seam to the other, and the contents will then slide out into 
 a pan. Break up the salmon and see that it is not what is known as 
 tips and tails, that is, consisting of the extreme ends of the fish near 
 the head and tail. Also ascertain if the bones have been cooked soft, 
 which is an evidence that it has been safely processed, and see that the 
 meat is comparatively free from bruised pieces. The richer in oil the 
 salmon is, the better the flavor usually. Do-overs cannot be told by 
 the punches or vents on a can. Many cans are tested, revented and 
 resealed, and are ^perfectly sound and sweet, though showing several 
 resoldered vents. The test for unsound salmon is the nose. Any 
 good can of salmon when first opened will exude a little gas and smell, 
 tut it disappears at once. If the salmon is unsound, it will continue 
 to stink for hours. It does not hurt canned salmon to freeze. 
 
 Selling Points. — Cut salmon on the side, preferably at the end 
 which has been upward in the case, or on the shelf, as the oil rises and 
 will show at the top of the can. 
 
 If it is stored in a cold place and you desire to show it to particu- 
 lar customers, have a few cans kept near a heater, as cold congeals the 
 
54 HOW TO BUY AND SELL CANNED FOODS. 
 
 oil and prevents it from showing. Keep a few samples of your fancy 
 grades in the warm salesroom on the shelves. Never cut a salmon 
 can on top, always on the side. Nothing is so awkward to handle as 
 a can of salmon cut on top. 
 
 When you open the can see whether oil or water shows before 
 you lift the lid of the can; if oil appears, lift lid carefully and let the 
 buyer look at it before it is poured out; if no oil appears, turn the 
 salmon out and break it apart lengthwise of the can to show the color 
 and fibre of the fish. Break the tail pieces down the center, along the 
 line of the vertebrae or back bone, and show the inside. If the salmon 
 appears white on the top, explain that fat is white and a piece is fre- 
 quently found on top; and pour out and break up for color. 
 
 The one-pound flat cans are usually the best to cut and show, as 
 they are filled by hand from the middle cuts of the fish and will gen- 
 erally show the best oil color and fibre. Most large houses now use 
 Saukeye Salmon for their fancy private labels, as it is very handsome 
 and many people choose with tneir eyes. 
 
 GENERAL INFORMATION. 
 
 Chinook Salmon is packed in June, July and August and is ready 
 for shipment from July to September. 
 
 Saukeye Salmon is packed in July and August and is shipped from 
 July to September. 
 
 Red Alaska Salmon and Medium Red Alaska Salmon are packed 
 in Alaska in July, but do not arrive at Pacific Coast ports for rail ship- 
 ments before September. "■ 
 
 Cohoe Salmon is packed in October and shipped in October and 
 November. 
 
 Pink Salmon is packed in August and September and shipped in 
 October. 
 
 Chum Salmon is packed in November and shipped in December. 
 
 Many salmon canners print recipes upon their can labels. Here 
 are some that have been tried and tested : 
 
 Salmon Toast. 
 To a cup of white sauce (see sauces) stir in a cupful of salmon 
 which has been picked fine, and pour over rounds of crisp toast. This 
 makes a delicious breakfast dish. 
 
 Broiled Salmon. 
 
 From one can of salmon remove skin, bones and oil. Pour lemon 
 juice over the fish and let it stand ten minutes. Sprinkle with pieces 
 of butter, pepper and salt. Turn out on broiler and broil over a clear 
 fire. Care should be taken in removing fish from broiler. Serve with 
 a drawn butter sauce, flavoring with lemon juice if desired. Garnish, 
 and serve hot. 
 
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 r- O 
 
 
 
 
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 h P= 
 
 
 ^ O 
 
 
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 / 
 
 >^ ^ 
 
 
 w w 
 
 
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 ■^i 
 
 S Pi 
 
 rr^ 
 
 M <i 
 
 
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BOOTH ERECTED AND MAINTAINED BY THE 
 STATE OF MINNESOTA AT THE MINNESOTA CANNERS' MEETING 
 
HOW TO BUY AND SELL CANNED FOODS. 55 
 
 Scrambled Eggs and Salmon. 
 
 One can of salmon flaked, six eggs, six tablespoonfuls milk of 
 cream, one-fourth teaspoonful of salt, cayenne pepper to taste, one 
 tablespoonful of butter and chopped parsley. Put eggs into a bowl, 
 beat slightly, add the milk, pepper and salt ; put butter in saucepan and 
 when hot add the eggs and other ingredients; when they begin to 
 thicken add the salmon. Before taking from the stove sprinkle with 
 parsley. Garnish with toast and serve hot. 
 
 Cold Salmon. 
 
 Canned salmon is delicious when eaten cold, just as it is taken 
 from the can. It may be served with cold bearnaise, mayonnaise, tar- 
 tare sauce, lemon juice or vinegar. Garnish with sliced hard boiled 
 eggs and sprigs of parsley. 
 
 Salmon Loaves. 
 
 Use one stale roll for each person; cut oiif the tops of the rolls, 
 scoop out the crumbs, brush inside and outside with melted butter, and 
 put in a hot oven until they are a delicate brown. 
 
 Make a creamed salmon with chopped parsley and the whit^es of 
 hard boiled eggs in it. Heat the cases, fill with the creamed salmon, 
 cover and serve. 
 
 Salmon Chowder. 
 
 One-fourth pound pickled pork, two large onions ; cut these fine 
 and braise in same pot in which the chowder is to be made for about 
 thirty minutes. Add one can tomatoes, one green pepper cut fine and 
 one quart water or bouillon. Let this cook one hour. Add one pound 
 potatoes cut in small pieces; cook twenty minutes and add one can 
 of salmoft, one pint milk or cream and a few broken crackers. Season 
 to taste. This will serve about ten persons. 
 
 HoUandaise Sauce. 
 
 In a saucepan or bowl rub to a cream one-half cup of butter ; add 
 yolks of five eggs and beat well together; then add the juice of one- 
 half a lemon, one-half teaspoonful of salt and a dash of cayenne 
 pepper; pour in slowly one cup of hot water. Mix well, set in sauce- 
 pan of hot water and stir constantly till it becomes like thick cream. 
 Do not let it boil. Remove from fire and continue to stir for a few 
 minutes. This is one of the best sauces for fish, hot or cold. 
 
 Sauce Tartare. 
 Yolks of two eggs, one-quarter tekspoonful salt, pinch of pepper, 
 one tablespoonful of tarragon vinegar, one level teaspoonful of mus- 
 tard, one teaspoonful of chopped parsley, one tablespoonful of chopped 
 gherkins or capers. Mix yolks of eggs, salt, pepper, tarragon vinegar, 
 and mustard; stir until smooth; then add a gill of salad oil drop by 
 
56 
 
 HOW TO BUY AND SELL CANNED FOODS. 
 
 drop. Stir in the chopped parsley, gherkins or capers with a fork. 
 If the sauce is not sharp enough to taste, add more vinegar or lemon 
 juice. 
 
 Drawn Butter Sauce. 
 
 One-half cup of butter, two tablespoonfuls of flour, sprig of 
 parsley. Melt butter in stew pan, add flour and mix until smooth; 
 then pour in gradually a pint of boiling water, beating each time. 
 
 White Sauce. 
 
 Two level tablespoonfuls of flour, two level tablespoonfuls of 
 butter, one cup of hot milk, one-fourth teaspoonful of salt, pinch of 
 pepper. Melt butter in saucepan until it bubbles; add the flour, salt 
 and pepper; mix until smooth; then pour the hot milk in gradually, 
 stirring and beating each time. Cook until it thickens. 
 
 The total pack of salmon, estimated in cases of four dozen one 
 pound cans each, for a number of years has been as follows : 
 
 Total, year 1890 
 Total, year 1891 
 Total, year 1892 
 Total, year 1893 
 Total, year 1894, 
 Total, year 1895 
 Total, year 1896 
 Total, year 1897 
 Total, year 1898 
 Total, year 1899 
 Total, year 1900 
 Total, year 1901 
 Total, year 1902 
 Total, year 1903; 
 Total, year 1904, 
 Total, year 1905 
 Total, year 1906 
 Total, year 1907 
 Total, year 1908 
 Total, year 1909 
 Total, year 1910 
 Total, year 1911 
 Total, year 1912 
 Total, year 1913 
 *Estimated. 
 
 cases of 4 dozen 1,633,419 
 
 cases of 4 dozen 1,576,737 
 
 of 4 dozen 1,328,979 
 
 4 dozen 1,870,470 
 
 4 dozen 1,898,867 
 
 4 dozen 2,090,016 
 
 4 dozen 2,397,608 
 
 4 dozen 3,072,731 
 
 4 dozen 2,409,009 
 
 4 dozen 3,138,040 
 
 4 dozen 2,994,485 
 
 4 dozen 5,040,961 
 
 4 dozen 4,259,186 
 
 4 dozen 3,606,411 
 
 4 dozen 3,323,624 
 
 cases 
 
 cases of 
 
 cases of 
 
 cases of 
 
 cases of 
 
 cases of 
 
 cases of 
 
 cases of 
 
 cases 
 
 cases 
 
 cases 
 
 cases 
 
 cases 
 
 cases 
 
 cases of 
 
 cases of 
 
 cases 
 
 cases 
 
 cases 
 
 cases 
 
 cases 
 
 cases 
 
 of 
 of 
 of 
 of 
 of 
 
 of 4 dozen 4,630,685 
 
 of 4 dozen 3,774,423 
 
 4 dozen 3,869,469 
 
 4 dozen 3,885,069 
 
 4 dozen 5,288,560 
 
 4 dozen 4,312,974 
 
 4 dozen 5,904,500 
 
 4 dozen 5,960,447 
 
 4 dozen *7,767,000 
 
 of 
 of 
 of 
 of 
 of 
 of 
 
 The detailed canning statistics will be found elsewhere in this 
 book, under a special chapter on that subject. 
 
HOW TO BUY AND SELL CANNED FOODS. 57 
 
 CHAPTER XVI. 
 
 EMPLOYMENT OF SALESMEN. 
 
 The most practical, the most permanent and the most profitable 
 method to employ salesmen in the wholesale grocery line is on part 
 profits. It is fairest to the salesmen and fairest to the house. 
 
 Most of the large and thoroughly organized money-making 
 houses in the United States employ their men that way. 
 
 Give a well posted man of good habits and character a certain 
 list of customers, 50, 75, 100 in number, more to start with, but 100 
 is as many as he can wait on regularly. Don't give him a "territory." 
 That is a foolish method. No man can sell all the good merchants in 
 a territory or on a route. Some will not buy of him because others 
 do, and some won't like him. Give a man a list of customers, and, if 
 the towns are large enough, put another man on the same route to 
 sell dealers that the first man can not influence. 
 
 Large metropolitan wholesale grocery houses usually give city 
 salesmen 40 per cent, to 45 per cent, of the gross profits, and country 
 salesmen, who pay their own traveling expenses, 45 per cent, to 50 per 
 cent, of the gross profits on all business which comes from their list 
 of customers, directly or indirectly. A salesman of known earning 
 capacity is usually given a drawing account of so much a week, and 
 settlements are made each three months. Under these arrangements 
 salesmen stand 40, 45 or 50 per cent of the loss by bad debts made by 
 them. 
 
 A new salesman of untried abilitj'^ is usually "tried out" for a few 
 weeks at his own expense, before being allowed a drawing account. 
 No man without a fair practical knowledge of the line of goods should 
 be encouraged or permitted to call on the trade, as he merely is ah 
 object of ridicule and pity to retail merchants, who at once note his 
 ignorance. Men taken out of your salesroom, or packing room, or 
 office, who have been brought up in the business, make the best sales- 
 men ; well-posted retail grocers the next best. 
 
 The part profit arrangement is the best for salesmen. They fix 
 their own salaries. If they want more pay they can get it by doing 
 more and better work. Their remuneration is automatic and self- 
 adjusting, and they don't have to be eternally kicking for an increase 
 in pay. They can get it without asking for it, merely by working for it. 
 
 Absolute good faith must be kept with salesmen who work under 
 such an arrangement. A lack of confidence on their part is a bad con- 
 dition of affairs. 
 
 Costs should be given on every article in your price books, as the 
 men want to know how much they are making. 
 
58 HOW TO BUY AND SELL CANNED FOODS. 
 
 Keep close to your salesmen, treat them as personal friends, and 
 take an interest in their welfare. Gain their confidence. It pays and 
 pays well to do so. 
 
 Educate your men in your line. Furnish them with all the in- 
 formation about goods you can impart or secure for them. A well 
 informed salesman is a "thing of beauty and a joy forever;" an igno- 
 rant, careless and indifferent salesmen, is a nuisance and a vexation. 
 
 The part profit arrangement requires the keeping of no expense 
 accounts, for the salesman pays his own expenses. 
 
 It is usual to figure profits on the order or shipping blanks, with 
 red or blue pencil or with ink (ink is better, as it can not be changed 
 easily). There is no room for disputes if your profit clerk under- 
 stands his business. Your salesmen should be permitted to refigure 
 their profits if they choose, otherwise you can not hold their confi- 
 dence and that is very important. Most of them are too careless to 
 do so, however, unless they think they are being grossly outfigured. 
 
 If there is any adjusting of costs or prices to do in order to cover 
 the difference between apparent and real costs, do it in your price 
 book and change bulletins daily; don't let your profit clerk do it. 
 Make him hew to the line and give him no information that does not 
 go to the salesmen ; but have him preserve carefully a file of all changes 
 and costs, with dates, so as to sustain himself in any argument or 
 difiference of opinion. It is best, also, to arrange with him to take a 
 calling down good naturedly, though seriously, when he is caught in 
 an error against a salesman. Give it to him hard in the salesman's 
 presence. The profit clerk must be the "goat" in such matters and 
 understand that it is a part of his duty and that he is paid for it. 
 
 Beware of special costs to favored salesmen. They are ruinous, 
 and will keep the whole system of your business demoralized. Every 
 man must be treated alike and it must be understood that your state- 
 ments of costs are final and not to be discussed or debated. It is also 
 essential to have a selling price and to enforce as close adherence to 
 it as conditions of competition will permit. On your own brand or 
 label, make the price absolutely undeviating and preferably designate 
 costs on private labeled goods as a percentage below selling price 
 rather than in flat figures. 
 
 Profits should be figured daily and kept right up to date. It is 
 just as important as to balance the cash. You do not know which way 
 the ship is drifting unless you take a daily reckoning. 
 
 Know every morning or afternoon what the figured profits were 
 the previous day. At the end of the month, know what every sales- 
 man's profits were and in which department he made them and what 
 the profits of each department were. Two clerks can do all the 
 work. They can also put in the hands of the cashier each salesman's 
 profits at the end of the week so he can draw his money on Monday. 
 
HOW TO BUY AND SELL CANNED FOODS. 59 
 
 Give each salesman a list of customers and do not let any other 
 salesmen interfere with them. His list of customers is his "potato 
 patch," let him hoe it, and the house take its share of the crop. 
 
 If he don't hoe it, take neglected customers away from him and 
 give them to someone else, provided a customer has not been sold 
 during 60 days, unless there is a good excuse. The house gets the 
 benefit of mail, call or telephone orders, from buyers who are not on 
 any salesman's list. Each department man and member of the firm 
 should have a list of personal customers, whom he solicits by mail or 
 waits upon when they call, and profits should be figured and an abso- 
 lutely accurate profit account kept on every sale, including jobbing 
 sales. 
 
 Where there is a loss on an order it should be so figured and 
 deducted from the profit statement. 
 
 Keep a record of comparative profits from the same day and 
 period the previous year. 
 
 A record of daily, weekly and monthly profits, percentages and 
 sales, when once established, is invaluable, and as important for com- 
 parison as is a compass to a ship. 
 
 Do not attempt to figure profits on future sales or anything else 
 until shipment is made or goods delivered. There are too many 
 changes which are apt to occur in an order. Cancellations, death, 
 failure, depreciation of credit and other causes are apt to render the 
 business void. 
 
 It is best to leave the profits on future sales uncomputed when 
 salesmen can afford to do so until the goods are delivered. Make them 
 a kind of savings bank for salesmen and a bond to tie them to a house. 
 When a salesman has a big line of futures out, he will hesitate to 
 change or accept offers from other employers. Then, when his profits 
 come rolling in heavily in- September, October, November and De- 
 cember, he is in a good humor January ist and disposed to renew his 
 contract. 
 
 CHAPTER XVII. 
 
 SELLING POINTS FOR SALESMEN. 
 
 If you do not know more about the goods you offer than the man 
 you are offering them to, you are at a great disadvantage. To coun- 
 teract tliat disadvantage, learn all you can about the article you are 
 offering before you visit the buyer. 
 
 Get the information from your buyer or department manager. 
 Ask him questions. Get him to cut a sample can of the goods and to 
 compare it with the quality of some competitive brand, which you 
 know you will be likely to "bump up against." Learn where, how and 
 
6o HOW TO BUY AND SELL CANNED FOODS. 
 
 when the goods are canned and in what respect the article you are 
 offering excels. If it apparently has defects or bad points, ask about 
 them and get the argument that will excuse or justify them. 
 
 Don't try to learn the entire canned foods line in a day or in a 
 week. Learn one thing at a time and learn it well. Watch the cut- 
 ting or sampling table closely and inspect every can that is cut if 
 possible, and thereby learn what the quality, grade and selling points 
 of the stock are. 
 
 Always assume a positive attitude toward a buyer, not a negative 
 one. It is a common fault for a salesman to say to a buyer "I guess 
 you don't want any canned foods today, do you?" or, "I reckon your 
 stock of canned corn is full, huh?" A buyer will invariably agree 
 with a negative salesman and give the next positive salesman who 
 comes along an order for the very article the negative man inferred 
 that the buyer did not need. 
 
 Don't waste a busy buyer's time. Talk your goods and prices and 
 show your samples and get out. Nothing exasperates a busy man 
 more than to have his time wasted with stale jokes and rancid stories, 
 and the busy buyers are the boys who do the business and whom it 
 pays to please and cultivate. 
 
 I saw a card on a buyer's desk once which read as follows : "What 
 is a sociable man? Answer — A man who, when he has a half hour to 
 spare, inflicts his company on a man who has not a minute to spare." 
 
 Selling goods is largely a matter of industry. Don't be a "rubber 
 ball" salesman, just to hit and bounce off, but be positive, reasonably 
 persistent, good natured and patient, and keep moving. 
 
 A salesman said to me, "I spent two hours with that fellow but 
 couldn't sell him a thing." I replied, "You spent one hour and three- 
 quarters too long with him. He is a busy man, knows what he wants, 
 and will probably never forget or forgive you for wasting his time." 
 Another, a city salesman, said to me : "I made fifty calls yesterday 
 and sold only two little bills." I replied, "You made thirty-five calls 
 too many. If you had made fifteen and been patient and reasonably 
 persistent you would have done better." 
 
 In seeking knowledge about goods, don't do so for the purpose 
 of arrogating superiority for yourself and belittling your customer. 
 If he thinks he knows more than you do and is egotistically difficult, 
 ask him questions, which is the Socratic method of reasoning, until 
 you lead him into deep water over his head. This will humble him 
 without offending him. Pretend to be seeking information from him. 
 You will soon have him floundering. 
 
 Don't cut a sample of canned foods for a small buyer, who merely 
 wants a case or two. Show him the label and describe the quality to 
 him. Samples are expensive and should be used only upon buyers 
 
HOW TO BUY AND SELL CANNED FOODS. 6i 
 
 who order freely, either to induce them to purchase or to start your 
 line in a good store. 
 
 Never cut a sample when you can sell the goods without doing so 
 and never propose to compare samples with another line unless you 
 are sure of your superiority. More sales are lost by comparing quali- 
 ties and cutting samples than are made. 
 
 If your can opens better than that of the retailer, you vex and 
 humiliate him and he usually will not buy. If your can opens poorer 
 than his, he humiliates and ridicules you and don't buy. 
 
 Frequently, however, it works the opposite way and the dealer 
 will buy when you show the best value ; but never when you show the 
 poorest. Therefore, you run a chance always when you cut a sample 
 of losing a sale as well as of making one. The wise salesman takes no 
 unnecessary risk or chance. 
 
 If, however, you are sure of your quality and its excellence, cut 
 your can and call the attention of clerks and customers, who are 
 present in the store, to the quality — and make a noise about it. 
 
 Canned Corn. — The selling points on canned corn are freedom 
 from acid stain around the inside of the cap of the can, tenderness of 
 the grain, freedom of the grain from tough skin, an attractive consis- 
 tency, not too wet or too dry, the fill of the can, and the natural sweet- 
 ness or flavor and brightness of the color. All corn should have some 
 sugar and a little salt in the cans ; but too much of either spoils the 
 natural flavor and too much sugar darkens the color. A very heavy 
 cook or a failure to cool the cans promptly after processing, will darken 
 the color decidedly. 
 
 Before cutting a sample can of corn,'shake it and shake it hard. 
 This will give it a good consistency. Cut your cans on the side 
 always. Insert the can cutter just beyond the side seam and cut 
 evenly around the can, but be careful — very careful — not to let the can 
 slip, as the ragged edge of the tin will make an ugly and painful wound. 
 If you don't know how to open a can on the side, ask the department 
 man to open it for you. Never show a can of goods by opening it on 
 the top. It always looks slack-filled. 
 
 Always, in selling, cut a can of corn on the bottom or end opposite 
 the cap; for if there is any acid stain or discoloration, caused by the 
 mjectioh of muriatic acid (used as a flux to fix the solder around the 
 cap), it is at the cap end. 
 
 Spoon corn up from the center of the can to the top. It is always 
 of brighter color in the center than elsewhere as the cooking has not 
 discolored it there. Learn from your buyer or department manager 
 how to distinguish between the different kinds of corn — Crosby, Ever- 
 green, Zig Zag, Mason's, Shoe Peg and Country Gentleman being the 
 most commonly grown varieties. 
 
62 HOW TO BUY AND SELL CANNED FOODS. 
 
 Canned Tomatoes — The selling points are: Fill of can, freedom 
 from green pieces, cores or skin, and the flavor. This last is very much 
 improved by the addition of a little salt when packed. Never pour a 
 tomato out into a pan. It spreads too much and looks badly unless the 
 goods are hand-packed whole. In that case put one hand over the 
 fruit and empty out carefully, so as to keep it from spreading out too 
 much. Look carefully for black, sunburned pieces of skin and taste 
 carefully to detect the presence of rotten tomatoes. 
 
 Don't Shake the Can— In fact, all canned foods show better in the 
 can than when poured out (except firm and handsome fruit), unless 
 the can is slack-filled. Even then a buyer should be permitted to see 
 the fill and know just what he is buying. 
 
 Canned Peas. — Never, never shake a can of peas. Clear liquor is 
 a desirable selling point and shaking stirs up all the sediment and 
 muddies the liquor. The selling points are : Uniform size or accurate 
 grading, clear liquor, freedom from sediment in the can, freedom from 
 pieces of pods, leaves or black peas, freedom from hard or yellow peas, 
 tenderness and sweet flavor. 
 
 Canned Salmon — Cut salmon cans on the side, otherwise you will 
 have to tear the contents to bits to get them out. When cut on the 
 side, salmon will slide out in a solid piece. If the can has nice red 
 oil, show it before you pour the salmon out; then, after the salmon 
 is in the pan or dish, break it up. There is always some skin or bones 
 in salmon ; break up the flakes and show the color. The selling points 
 are richness ;n oil or fat, attractive color, fre^h nutty flavor, and free- 
 dom from the smell or taint caused by packing stale fish. 
 
 These selling points wil lead to the observation of others all 
 along the line of canned foods. It is impossible in a single chapter to 
 cover the points of each article, therefore I have given merely the four 
 great staples, — corn, tomatoes, peas and salmon. 
 
 Finally — Gain your buyer's confidence by always telling him the 
 truth about goods, so that he will trust you and your truthfulness and 
 judgment rather than trust his own. This policy always wins and 
 never wears out. 
 
 Don't induce your buyer to take more goods than he ought to buy 
 at one time. Don't exaggerate the merit of the article you are showing 
 him, and don't induce him to buy speculatively by making him believe 
 that the market will go higher, unless you have good information and 
 reasons that make you believe it will. 
 
 Don't let every little complaint about canned foods excite you or 
 discourage you. Canned foods are perishable. A case roughly han- 
 dled will cause the solder or a seam to break and the contents to leak 
 on other cans and spoil the labels and rust the cans. Such goods can 
 be returned, allowed for, and credited ; but because one case is found 
 
HOW TO BUY AND SELL CANNED FOODS. 63 
 
 in that condition there is no reason for supposing that the entire lot 
 is bad. Keep cool and examine a few cases of the lot with the cus- 
 tomer before allowing a lot of goods to be condemned because one case 
 is damaged. 
 
 CHAPTER XVIII. 
 
 STRING BEANS. 
 
 Much more care and attention is being given to the cultivation 
 a.v'1 canning of string beans than formerly, and the article is conse- 
 quently growing in public esteem and consumption. Many years ago 
 string beans were canned as an article with which to fill in intervals 
 between more important products. So much hand labor was essential 
 to handling and properly grading string beans that the expense made 
 them unsalable. 
 
 Now, however, methods of cultivation have been greatly improved 
 and grading machines have been so perfected that fine qualities 
 can be produced and sold at a reasonable price. 
 
 Beans are of very ancient origin and were cultivated and are men- 
 tioned in the history of Asia and Southern Europe, back into the dis- 
 tant centuries. They are regarded as highly nutritious and wholesome 
 and when properly prepared are most palatable. 
 
 They are of the botanical order of Leguminosae and the plants 
 are of annual growth, reaching a height of from 3 to 4 feet. Many of 
 the packers of New York, Michigan and Wisconsin give great atten- 
 tion to the cultivation and canning of string beans, and Maryland 
 packs some ot fine quality ; but the best climatic essentials to packing 
 fine string beans are found north of latitude 42, as a cool temperature 
 and slow growth are desirable. 
 
 String beans yield prolifically and such a graduated succession of 
 crops is possible that the canning of them can be conducted longer 
 than that of most any other green vegetable. Formerly they were 
 gathered and preserved in casks so ^hat they could be canned all 
 during the winter; but as it was necessary to use preservatives, now 
 prohibited by the pure food laws, that method has been abandoned. 
 
 The variety most generally used is the 1000-1 variety of green 
 Refugees, which owes its popularity to the fact that it is not only the 
 most prolific yielder, but is the best of the different kinds in point of 
 flavor and appearance. The beans are' picked from the vines by hand 
 and delivered at the factory. There the first operation is the "snip- 
 ping." This is done by women. These, with their fingers, break off 
 the stem and tip end of each bean and remove the string, if any has 
 developed. The strings are usually found only in the large sized 
 beans; but, occasionally, when the beans come into the factory in a 
 
64 HOW TO BUY AND SELL CANNED FOODS. 
 
 very crisp condition, the string breaks when the ends of the beans are 
 removed, thus remaining on the large size of whole beans as well as 
 on the cut beans. 
 
 The next operation is the grading of the beans by special ma- 
 chinery into five different sizes. The largest size is cut into pieces 
 about an inch long by a special machine. This is done for con- 
 venience in filling the beans into the can and to counteract the stringi- 
 ness of the larger sizes or older beans. The other four sizes are 
 canned whole.. 
 
 After this the beans are blanched or given a short cooking before 
 being filled into the cans. This blanching serves the double purpose 
 of a thorough cleansing of the beans and of reducing them to a pliable 
 condition so that they can be packed closely into the cans. The cans 
 are then filled with brine made from salt, sugar and water, sealed, and 
 given the required process. 
 
 While the operation of handling and canning string beans is very 
 simple, yet a large part of the difference which exists between fancy 
 and ordinary stock is due to the care with which these few simple 
 operations are performed. Michigan, New York, Northern Ohio and 
 Wisconsin are provided with splendid climatic conditions for the 
 grov/th of string beans. 
 
 The four sizes of string beans are called No. 1 Sieve, or Tiny; 
 No. 2 Sieve ; No. 3 Sieve ; No. 4 Sieve, all whole ; while the Cut Refugee 
 grade includes all the largest or No. 5 size. Sometimes a special pack 
 of cut string beans is made from the No. 4 size, especially if that size 
 is inclined to be rather stringy. 
 
 The standard for string beans, as established by the Baltimore 
 Canned Goods Exchange, is : "Cans full ; beans young and tender and 
 carefully strung; packed during the growing season." 
 
 The methods and conditions described apply to Golden Wax or 
 White Wax and Crystal String Beans as well. More care, however, 
 is required in growing and canning white string beans. They must 
 be processed more carefully to avoid turning them red in the can 
 and they must be carefully hand picked to remove the specked or 
 imperfect beans. 
 
 The favorite methods of cooking string beans are to stew with 
 cream or to boil with bacon. There is otherwise a natural rawness 
 of flavor which the cream or bacon will counteract. 
 
 In judging the quality of canned string beans, see that they show ; 
 
 .Freedom from strings, from black specks caused by the sting of an 
 insect, and from knotted, twisted or imperfect beans. The liquor 
 should be c'ear, the cans well filled and the beans free from red dis- 
 coloration from overcooking. Beans which have been allowed to 
 grow too large and old before they are canned will not only prove 
 
HOW TO BUY AND SELL CANNED FOODS. 65 
 
 tough and stringy, but the matured seed will discolor and show 
 through the pod and look very ugly. In fact, such beans are not fit for 
 human food. 
 
 If buyers and salesmen exercise their prerogative of refusing to 
 place before the consuming public string beans of inferior quality, 
 acting in this capacity within their rights and duty as censors of the 
 public appetite, the consumption of this splendid vegetable will rap- 
 idly increase. The grade of cheap, whole string beans put on the 
 market at from 45 to 60 cents per dozen, is unfit for human food, and 
 every can sold will hurt the trade of the retailer who sells it. It will 
 also prejudice the consumer who buys it against canned foods gen- 
 erally. The grade should be entirely discontinued and "Cut Refugee" 
 string beans sold at retail for ten cents the can instead. The grade 
 referred to is usually packed from "common cornfield beans," not from 
 the Refugee or transparent varieties. 
 
 CHAPTER XIX. 
 
 A MODEL BUSINESS ORGANIZATION. 
 
 I have been asked to name the most important basis of strength 
 in a successful business organization. From the breadth of my exper- 
 ience and observation I reply without hesitation, "Perfect discipline 
 through cheerful co-operation." 
 
 The great steamship casts of? her lines, and moves majestically 
 out to sea "a thing of life" and a perfect business organization. Every 
 man in her crew, from commander to stoker, is doing his work 
 promptly, cheerfully, realizing its value and the necessity for its being 
 we: I done in order that the great ship may convey her cargo of goods 
 and lives safely to their destination. Perfect, loyal, cheerful discipline 
 is there. 
 
 Modern business methods in wholesale houses are essentially 
 based upon the well-known principle of political economy called 
 "Division of Labor." There must be numerous departments and many 
 department heads in such a business, each of the last a specialist in 
 his line of efifort, and yet it must be conducted upon the principle 
 each for all and all for each." Petty jealousies or distrusts, idleness, 
 fault finding, the evasion of responsibility and the endeavor to avoid 
 blame by placing one's mistakes on another's shoulders, disloyal 
 criticism, and indifference to the general welfare of the whole business 
 — these have no place in modern business houses and they cause enor- 
 mous loss and waste of power, as friction does in machinery. Every 
 part of the machinery, even the most humble and unimportant, must 
 do its work loyally. 
 
 Mutual and individual interest should prompt every one connected 
 with a business to be loyal, earnest, patient, cheerful, and at all times 
 
66 HOW TO BUY AND SELL CANNED FOODS. 
 
 \o cultivate a spirit of helpfulness toward associates — just as if part 
 of the capital investd in the business was his own. It is, in fact, for 
 the dollars representing the capital stock are only a part of the capital 
 of the business. 
 
 The hands, the hearts, and the brains of those who help to con- 
 duct the business are an important and essential part of the capital, 
 and the organization represents to the employee who is working for 
 a salar}'- his opportunity in life, — not only for a livelihood for himself 
 and for those dependent upon him, but for the exercise of his abilities 
 and the achievement of his ambitions, and for advancement, progress, 
 comfort, and happiness. 
 
 The man who draws a salary of $35.00 per week from a business, 
 or $1300.00 a year, has an investment in that business represented by 
 his work and abilities equal to $26,000. This is paying him a net 
 dividend of five per cent., free from taxes and absolutely safe from 
 the ordinary risks of depreciation. 
 
 Why should he not guard and cherish it, and try to increase it by 
 making the business more valuable through his loyalty and broad and 
 helpful usefulness? 
 
 And while there should be emulation and rivalry in a business 
 organization, it should be conducted along friendly and amicable lines, 
 each man striving to prove his superior usefulness to the business, 
 not alone in doing his part well, but in helping others to do theirs 
 acceptably. 
 
 This should be encouraged and cultivated by the officers and man- 
 agers of a business in every way. There is, in military organizations, 
 an intangible sentiment which the French call "esprit de corps," 
 meaning the spirit which animates the organization. It is that which 
 leads the soldier to volunteer quickly for the most arduous and dan- 
 gerous duty; to regard jealously the honor and the reputation of his 
 regiment, and, shoulder to shoulder with his comrades, to follow his 
 officers into the direst dangers. 
 
 A spirit of restless dissatisfaction and a willingness to change 
 frequently from one house to another, unkind or abrupt treatment 
 of associates or other employes, an impudent or swaggering manner 
 toward superiors, are all proof of weakness, narrowness, selfishness, 
 or undue self-appreciation. 
 
 The soldier who is suspected of disloyalty or of disaffection is 
 never promoted to a position of greater trust or honor. 
 
HOW TO BUY AND SELL CANNED FOODS. 67 
 
 CHAPTER XX. 
 
 APPARENT COSTS AND REAL COSTS. 
 
 Owing 1.0 the conditions of competition and the selling basis 
 thereby established, the wholesale grocer who gives out flat or appar- 
 ent costs on goods will go broke ; and if he is engaged in this practice 
 he is now on the road to bankruptcy. 
 
 This should not be the case, but it is, and it is a condition not a 
 theory which the wholesale grocer bumps into when he does not 
 wisely adjust his cost prices on an average basis. 
 
 By this I mean to say that, in the cause of self-preservation, it 
 is essential for wholesale grocers to give out and to figure actual 
 costs on their goods and not apparent or flat costs. In order to do so, 
 they must estimate the actual expense of doing business and adjust 
 that expense partially before they give out cost prices to salesmen. 
 
 I have in my experience been in confidential positions with four 
 or five wholesale grocery houses, all of which were "money-making 
 houses." They sold per annum, respectively, one and one-half million ; 
 six millions ; five millions ; two millions, and three millions per annum. 
 
 None of these houses ever succeeded in getting its percentage of 
 expense upon sales lower than eight per cent. ; and they graded from 
 that figure to nine and one-half per cent. 
 
 It is well known that salesmen cannot be induced to believe that 
 it costs eight to nine per cent, on sales to conduct a wholesale grocery 
 business; but it does, and costs must be figured accordingly. 
 
 This percentage of the cost of doing business of from eight to nine 
 and one-half per cent, cannot be escaped. A large volume of sales 
 will not obviate or reduce it; for, as the sales increase, the expenses 
 grow — generally increasing in percentage of expenses as sales grow 
 larger. 
 
 The reason for this follows : A house with an established trade, 
 extending into natural or tributary territory, selling the usual propor- 
 tion of goods in the various departments, incident to the consuming 
 taste and capacity of the territory, is doing business along the lines 
 of least resistance, and at a minimum expense. This is seldom or 
 never below seven and one-half per cent, on sales. When that house 
 begins to make efforts to increase its business and extend its trade, 
 it rows agairst the stream, and it requires more power (or expense) 
 to force trade into competitve territory or beyond natural territory 
 than otherwise. 
 
 Then the effort to increase business is always made in the more 
 profitable lines of goods, — teas, cigars, spices, extracts, canned foods, 
 dried fruits, etc., not in sugar, flour, salt, etc., and it costs more to 
 sell profitable goods than it does to sell the close staples. Conse- 
 
68 HOW TO BUY AND SELL CANNED FOODS. 
 
 quently, as a house increases its sales, it invariably increases the 
 average percentage of its expenses on total sales, for greater credit 
 risks and greater losses are taken. 
 
 For illustration, if a house does a business of one million a year, 
 confining its operation to nearby territory, and having a considerable 
 proportion of mail order and salesroom business, and call order busi- 
 ness on which no cartage is incurred, it might be able to get its 
 expenses down to seven and one-half per cent, on sales. If it did, it 
 would be more fortunate than any house I have lately heard of in the 
 wholesale grocery line. 
 
 Here would be about the expense percentage in the history of the 
 progress of such a house toward a larger volume of sales, viz. : 
 
 Sales of $1,000,000 per annum. Expense 07>^% 
 
 Sales of 2,000,000 per annum. Expense 08ji% 
 
 Sales of 4,000,000 per annum. Expense 08%% 
 
 Sales of 5,000,000 per annum. Expense 09% 
 
 The percentage of profit would of course be increased with the 
 volume of business, but not proportionately with the increase of ex- 
 pense percentage. 
 
 It is sufficient to conclude, however, that apparent and actual costs 
 are far apart in the general conduct of a business, and that the in- 
 credulity of salesmen, their lack of courage to ask and get prices, 
 their predisposition to favor their customers, their inability to see be- 
 yon 1 the mere fact that they are making a profit, no matter how small, 
 their reluctance to contend for a profit and ask and get full and fair 
 prices, their predisposition to fill up their trade with close staple goods 
 and ignore the more profitable lines, — all these conjoin to keep their 
 percentages of profits down to six and one-half, seven and eight per 
 cent, on sales. The man who sells a full line of groceries at wholesale 
 and makes nine per cent, is a notable exception and a "cracker-jack" 
 if he has a trade of $50,000 or over. 
 
 Analyze these figures, or percentages of profit, and you will find 
 that they are less than the actual cost of doing business and will 
 produce a loss instead of a profit. What are you going to do about it? 
 
 There is only one thing that can be done and that is to give out 
 actual costs instead of apparent costs. Is it honest when your men 
 work on part profits or when their salaries are adjusted by the profit 
 they make? 
 
 It is not only honest, but absolutely essential to the success of 
 your business and the permanency of their employment. Any other 
 course would be dishonest to your business associates, to the stock- 
 holders of your corporation, and to yourself. 
 
 Any sensible reasoning and fair minded salesman knows that 
 flat costs are not actual costs. He knows also that the percentages 
 
HOW TO BUY AND SELL CANNED FOODS. 69 
 
 of profit must be averaged in the wholesale grocery business; and 
 that the loss incurred in selling sugar on a margin of two or three 
 per cent must be counteracted by an added cost on other lines, for it 
 cannot, under existing trade conditions, be added to the cost of sugar. 
 
 I have never failed to convince a salesman of the justice and the 
 fairness of such an adjustment of costs, if he had intelligence enough 
 to understand facts and figures, logically presented. 
 
 My experience warrants me in stating that canned foods will bring 
 a profit over actual costs of ten per cent. I mean that the figured profit 
 must average ten per cent, and that the difference between fiat cost 
 plus the cost of freight and cartage into the store, and actual cost, 
 should average not less than five per cent. When house brands or 
 labels are used, this adjustment is simple and easy in its application; 
 but when packers' brands are sold, without control of brands, it is 
 very difficult, but it must be done. 
 
 The adjustment must be graduated according to the average of 
 sales on each article in the canned foods line — and each buyer in the 
 line must be his own adjuster. Some goods are used as leaders in 
 some localities, while in other places they are profit makers, and the 
 cutting is done on something else. Here is a scale that will work out 
 a five per cent, average in most localities. (Flat cost means cost, freight 
 and cartage into store). 
 
 Standard Ss, Tomatoes, add to flat cost 23^ cents dozen. 
 Extra Standard 3s, Tomatoes, add to flat cost 5 cents dozen. 
 Fancy 3s, Tomatoes, add to flat cost 10 cents dozen. 
 Standard 2s, Corn, add to flat cost 5 cents dozen. 
 Extra Standard 3s, Corn, add to flat cost 7>^ cents dozen. 
 Fancy 3s, Corn, add to flat cost 10 cents dozen. 
 Seconds, 3s, Peas, add to flat cost 5 cents dozen. 
 Standard 3s, Peas, add to flat cost 7J4 cents dozen. 
 Fancy 2s, Peas, add to flat cost 15 cents dozen. 
 California fruits, 2j4s, add to flat cost 15 cents dozen. 
 Salmon, Is Pink, add to flat cost, 5 cents dozen. 
 Salmon, Is Cohoe, add to flat cost 7)4 cents dozen. 
 Salmon, Is Red Alaska, add to flat cost 7>2 cents dozen. 
 Salmon, 1st Red Sockeye, add to flat cost 10 cents dozen. 
 Salmon, Is Columbia River, add to flat cost 10 cents dozen. 
 
 From these figures other adjustments can be worked out by one's 
 experience of the actual proportions of sales as to locality. 
 
 The canned foods line must bear its burden of the loss on the close 
 staples and of those unenumerated and unobserved items of expense 
 which but few houses take into account — like the expense of samples ; 
 the cost of swells and leaks that go over the time of guarantee and 
 cannot be returned or collected for; reclamations from leaks, causing 
 other cans to rust ; excess of cash discount allowed retail buyers over 
 
70 HOW TO BUY AND SELL CANNED FOODS. 
 
 that obtained from manufacturers, and a large number of similar "un- 
 known quantity" expenses not experienced until an inventory is taken, 
 the books balanced, and profit or losses figured. 
 
 CHAPTER XXI. 
 
 LIMA BEANS. 
 
 These articles are for practical people engaged in buying, selling 
 and distributing canned foods, and for busy men who haven't the time 
 to spend in reading learned disquisitions upon the historical and 
 botnnical derivation of various articles of food. They do, however, 
 want all the practical available information, that will help them in 
 buying and selling canned foods; and it should be understood that 
 these chapters are written by a practical man, engaged daily in buying 
 and selling the articles of which he writes, and for people who are 
 similarly occupied. 
 
 The packing of lima beans of late years has been largely con- 
 fined to what are called the Henderson Bush Limas, although there 
 are still packed some of the Large Butter Limas — which are grown 
 upon poles, but which are scarce and are not very reliable or prolific 
 bea'-ers. 
 
 The Bush Limas are planted in rows about two feet apart and 
 are cultivated very much like any other crop of beans or potatoes. 
 
 When they are in the right condition for harvesting, the vines are 
 cut up with a bean sickle, conveyed to the canneries, and put through 
 a viner or threshing machine and handled and graded by a method 
 very much similar to that used in handHng peas. 
 
 After they are graded, blanched and washed, they are very thor- 
 oughly and carefully hand-picked. 
 
 More labor and care is required in handpicking lima beans than 
 peas, as, even when gathered in good condition, the limas have from 
 3 to 5 per cent, of white beans or premature beans, which must be 
 picked out and canned separately. 
 
 After the limas are hand picked they are filled into cans by an 
 automatic filling machine; but more care is required than in filling 
 cans with peas, as the shape of the bean does not permit of such 
 rapid or easy handling. 
 
 The beans 'are graded by the best packers into four sizes : Tiny, 
 fancy, medium and standard or large. The four sizes are obtained by 
 sifting the beans over screens with openings 24-32, 30-32, 31-32 and 
 32-32 of an inch in diameter. 
 
 Some green lima beans are packed or canned ungraded ; and it is 
 claimed that a better flavor is thereby obtained. Those so claiming 
 hold that the tiny beans are too immature and the large too ripe, and 
 
ATTRACTIVE WINDOW DISPLAYS 
 
SWIMMIMG POOL IN A LARGE PENNSYLVANIA ESTABLISHMENT 
 
 A CLASS IN DOMESTIC SCIENCE 
 
HOW TO BUY AND SELL CANNED FOODS. 71 
 
 that the ungraded beans average a better and richer natural flavor, 
 as flo ungraded peas. 
 
 The white limas, which have been picked from the green, are 
 packed separately and are labeled white limas and sold at a low price. 
 Ohio, Michigan.. New York, New Jersey and Maryland are the States 
 which give the most attention to the canning of green lima beans and 
 which, therefore, produce the best goods. 
 
 The Baltimore Exchange standard for green lima beans in cans 
 is as follows : "Cans full of green beans, clear liquor." 
 
 Lima beans are packed in No. 10 as well as in No. 2 cans, but 
 they are mostly packed in the No. 2 cans, as the sale for the No. 10 
 size is quite limited. Green limas are packed in clear water with about 
 a 254 per cent, salt solution, only enough water being used to cover 
 the beans lightly and convey the sterilizing heat throughout the cans.. 
 Some packers use a little sugar in the solution. 
 
 There are some who prefer the flavor of the old fashioned Large 
 Butter Bean or pole limas, claiming that it is much superior in flavor 
 to the bush limas, and that it has a luscious richness or fatness which 
 the bush beans do not possess. 
 
 The canned lima beans form a most palatable and nutritious article 
 of food, and, now that they are being graded and packed with care, 
 are growing rapidly in popularity. 
 
 Buying and selling points in canned lima beans are as follows: 
 Uniform green color and freedom from white beans and broken beans. 
 Uniform grading and freedom from irregularity of size. Freedom 
 from the black or discolored liquor sometimes found in lima beans 
 which have been packed in thin coated cans or which are several years 
 old, as there is a natural acid in these beans which seems to dissolve 
 the tin, and, coming in contact with the iron plate under it, discolors 
 the liquor and even sometimes the beans. 
 
 Soaked lima beans are the dried limas, steamed or cooked and 
 processed in cans. They are usually packed in a syrup composed of 
 8J^ pounds salt, 4J4 pounds corn starch, and 12% gallons of water. 
 They are very wholesome and palatable. They have more merit and 
 flavor than nearly any other soaked or winter packed article in canned 
 foods, not excepting pork and beans. 
 
 They must, however, be branded "Soaked" in all the States. They 
 are packed and sold to quite an important extent. 
 
 It is a great pity that canned foods packers — or wholesale grocers 
 for that matter — are not thoughtful enough to print several good re- 
 cipes on the can labels of lima beans for their cooking and preparation, 
 as there are many people, especially those of city raising or foreign 
 birth, who do not know how to cook them. They should be highly 
 
72 HOW TO BUY AND SELL CANNED FOODS. 
 
 seasoned with salt and pepper, and plenty of butter or good cream 
 should be used in cooking them. 
 
 If packers or jobbers or label makers would reduce some of 
 the trade-marks (which mean nothing) and some of the undecipher- 
 able monograms and inartistic and irrelevant Buffalo, Bull, Dog, Bird 
 or Negro heads and remove some of the impossible pictures of girls 
 or farms or factories from their labels, merely putting an attractive 
 vignette picture of the article on the can (the registered trade mark 
 or design or word being reduced in size in order to make room for 
 recipes), with the grades and the name of the owners of the label, on 
 the front, they could place a nice collection of practical and tried 
 recipes on the remaining space of each label, and the consumption of 
 the goods would be heavily increased. 
 
 ; ; CHAPTER XXII. 
 
 AMERICAN OR DOMESTIC SARDINES. 
 
 This industry, which has grown to be a most important one, was 
 started in the United States about 1875. It is said that the packing 
 of American or Domestic sardines was begun in a practical and busi- 
 ness like way by Julius Wolff, of the firm of Wolff & Reesing, of New 
 York City, about 1877. It continued a small business for five or six 
 years, and developed slowly; but has now so grown that the total 
 output aggregates about two to two and a half million cases of sar- 
 dines per annum. 
 
 The fish caught and used for the packing of domestic sardines 
 belong to the herring family and are said to be of the same species 
 (Clupea) as the sardines of France, Portugal and Spain. 
 
 The fish are caught in weirs built near the shore in the bays of 
 the North Ailantic Coast. Eastport, Maine, is regarded as the center 
 of the industry. 
 
 These weirs are constructed usually of brush overlapped and 
 intertwined. They are held in place by poles driven into the mud, the 
 brush being built up so as to form walls around a water space with 
 an entrance toward the sea. The rising tide brings the fish into these 
 weirs and the ebb of the tide leaves them there, as the wings at the 
 entrance are built so as to turn the schools of captive fish away from 
 the open entrance. They swim straight ahead until they meet an ob- 
 struction ; they then veer with the wings of the weir and follow their 
 lines, never turning backward. Such weirs have been used for cap- 
 turing fish from time immemorial. The principle is the same as is 
 used in trapping salmon on the Pacific Coast, though salmon weirs 
 or traps are made of woven wire and are much deeper and larger in 
 ■every way. 
 
HOW TO BUY AND SELL CANNED FOODS. 73 
 
 After the sardines are trapped fishermen come with their boats 
 and a long seine. This they draw around inside the weirs and con- 
 tract gradually until they get the fish into a small space, when they 
 are dipped out with large dip nets and dumped into the boats. In 
 which they are either taken direct to the cannery or, being transferred 
 into a larger boat, are thus conveyed to a cannery. Sometimes the 
 smaller boats are towed to the cannery by a tug or steamer. 
 
 Most of the canneries are built directly upon and over the water, 
 so that fishing boats can moor alongside and unload the freshly 
 caught fish. 
 
 When the boat arrives at the cannery the fish are lifted out in 
 large baskets and put upon small cars or conveyors and taken im- 
 mediately to the cutting tables. Much of this work is done by steam 
 power. 
 
 The center of the domestic sardine canning industry is at East- 
 port, Maine, though Lubec, North Lubec, Robbinston, Jonesport, 
 Perry, Maine, and other towns are important. 
 
 In the process of canning the sardines pass from the scalers to 
 the cutters. The latter remove the heads and the viscera. The fish 
 are then put into nets, placed into running water and thoroughly 
 washed. They are then placed in a vat of strong salting or pickling 
 for about an hour, from which they are removed, drained, and placed 
 en wire frames or flakes. 
 
 These fram-es or flakes are then placed in a revolving or rotary 
 oven where the fish are dried and partially cooked. (Great care must 
 be exercised in this process so as to cook them just enough and not 
 to discolor them.) 
 
 After cooking the fish are removed to the packing room, where 
 thev are packed in cotton seed oil or mustard sauce, or spiced with 
 cloves, mustard seed, allspice and bay leaves. 
 
 A few domastic sardines are packed in olive oil and put on the 
 market at a higher price. The styles packed at present are about as 
 follows : 
 
 One-quarter decorated drawn cans, keyless, oil, 100 cans to a case. 
 
 One-quarter decorated drawn cans, with key, oil, 100 cans to a 
 case. 
 
 One- quarter plain cans in cartons, with key, oil, 100 cans to a case. 
 
 One-quarter decorated drawn cans, keyless, mustard, 100 cans to 
 a case. 
 
 One-quarter plain in cartons, with key mustard, 100 cans to a 
 case. 
 
 One-quarter decorated drawn cans, with key, mustard, 100 cans 
 to a case. 
 
74 HOW TO BUY AND SELL CANNED FOODS. 
 
 Three-quarter decorated cans, keyless, mustard sauce, 50 cans to a 
 case. 
 
 Three-quarter decorated cans, with key, mustard sauce, 50 cans to 
 a case. 
 
 Three-quarter plain in cartons, keyless, mustard sauce, 50 cans to 
 a case. 
 
 Thee-quarter decorated cans, keyless, spiced sauce, 50 cans to a 
 case. 
 
 One-quarter decorated cans, with keys, tomato sauce, 100 cans to 
 a cyse. 
 
 Three-quarter decorated cans, keyless, tomato sauce, 50 cans to a 
 case. 
 
 One-quarter decorated cans with keys, smoked, 100 cans to a case. 
 
 When packed in the cans the sardines are put into a processing 
 tank and cooked from one to two hours — depending upon the size of 
 the can. They are then taken out, tested, cooled, cleaned and cased. 
 Paper labels were at one time used on the cans, but no longer are. 
 
 Eventually the domestic or American sardines may be packed in 
 olive oil, and with such care that they will be equal to the French, 
 or Norwegian or Portuguese sardines, as packers claim that the fish 
 all belong to the same species, the great prolific scientific order of 
 "Clupea" — with which Providence has filled the ocean in myriads 
 beyond human computation. 
 
 Buying and Selling Points — When buying domestic sardines ex- 
 amine them carefully for over salting. If the fish have been delayed 
 in the packing and have been salted down, they will be hard and tough 
 as well as salty. They should also be examined for over-cooking or 
 too heavy processing, which makes them soft and mushy and some- 
 times destroys the shape of the fish. 
 
 The most popular and acceptable size for quarter oil domestic 
 sardines is eight to twelve fish, but packers claim that five to six fish, 
 owing to their fatness, have the best flavor and value. In mustard 
 three-quarter sardines the larger fish are used. 
 
 The small difference of 35c. a case between key goods and keyless 
 sardines is so trivial that no dealer is justified in continuing to handlts 
 the keyless goods, since they are so much more inconvenient to the 
 consumer. 
 
 Packers were formerly in the habit of using a cheap quality of tin 
 and a certain preservative in their pickle. This had the effect of dis- 
 solving the tin coating and infesting the contents with salts of tin. 
 It was also ascertained that a certain kind of feed found in the viscera 
 of the herring or sardines was unwholesome to those consuming them. 
 The United States Government established rigid inspection condi- 
 
HOW TO BUY AND SELL CANNED FOODS. 75 
 
 tions in the year 1911 ; so domestic sardines packed that year and 
 thereafter are likely to be free from such objections. 
 
 The industry is a great and growing one and destined to build up 
 a grand source of food supply. The Pacific as well as the Atlantic 
 Ocean teems with the fish ; and a few canneries are now established on 
 our West Coast. There will be more. 
 
 CHAPTER XXIIL 
 
 SWELLS, LEAKS AND RUSTIES. 
 
 A proliiic source of loss and annoyance to wholesale grocers and 
 canners is the imperfect processing, and the careless storage of canned 
 foods, coupled with the use of a cheap quality of tin plate and with 
 rough and careless handling. 
 
 Packers guarantee their products for certain lengths of time and 
 agree to reimburse buyers for swells and leakers ; but such guarantees 
 frequently expire before the goods are sold and retailers bring back 
 swells for redemption at most any old time. If jobbers do not accept 
 and redeem them, they lose customers. 
 
 To avoid loss, a registration or card system should be installed 
 whereby to keep record of the following facts : First — Each canned 
 foods bill, when received, should be entered alphabetically as to the 
 article, "corn," "tomatoes," etc., On a card, giving the quantity pur- 
 cha?ed, the price, the freight, the date of the bill, the date of expiration 
 of the guarantee against swells, the packer's name and location, and 
 (most important) the name and location of the party billing the goods. 
 It is the case about half the time that the goods are not billed by the 
 packers, but by some agent, broker, or possibly by some other than 
 the canner, and swells can only be collected for from the party billing 
 the goods. 
 
 Second — This card record should be gone over carefully about 
 once a week, and swells and leakers charged back before the expira- 
 tion of the guarantee date. 
 
 Every sale ticket or contract of sale for canned foods should 
 definitely state the term of guarantee against swells — signed by the 
 seller, or broker, or agent, or both; and when a bill is approved or 
 "O. K.'d" for payment, the sale ticket should be attached to it as a 
 part of the record of the transaction, and so should the freight bill. 
 
 A few cases, five or ten in each lot of canned foods, should be ex- 
 amined for condition immediately on receipt. If any important per- 
 cent-age of defective cans is found, a percentage, not less than five per 
 cent, should then be examined. 
 
76 HOW TO BUY AND SELL CANNED FOODS. 
 
 If more than two or three per cent of unmerchantable goods is 
 found in the second examination, the goods should be held subject to 
 shipper's orders and the seller required to pay for the examination of 
 the entire lot, so that it may be put in merchantable condition. 
 
 Any percentage of swells or 'leaks or bad rustles over three per 
 cent leads to the inference that he goods have been insufificiently or in- 
 competently processed and are therefore unsafe to handle, as a lot of 
 goods of that character will continue to develop leaks and swells in- 
 definitely and cause endless disagreement with your customers and 
 much loss. Such goods should be promptly rejected. 
 
 A careful wholesaler will not turn out goods containing any im- 
 portant proportion of swells, even though they are guaranteed so 
 that the retailer is protected when he returns them. 
 
 It is the shipper's duty to forward canned foods in merchantable 
 condition ; and neither jobbers nor retailers want to be loaded up with 
 a lot of swells, leaks or rustles. 
 
 It is recognized as one of the vicissitudes of the business that tin 
 plate is often imperfect and that a certain amount of rough handling 
 breaks the tin coating or the solder, so that a certain proportion of 
 leakers will be found in all canned foods. Most can makers make 
 a small percentage allowance to packers for imperfect cans. There- 
 fore, if only a small percentage of swells or leakers or bad rustles 
 aie found, and the guarantee runs six months (or until July 1st), it 
 is customary, in order to avoid the expense of examining the goods 
 (which amounts to from three to five cents per case), to send the 
 goods out and redeem the unmerchantable portion when returned 
 by the retailers. 
 
 A place to keep, classify and handle unmerchantable canned foods 
 should be prepared on the top floor. Being so located, all odors arc 
 prevented from permeating the house. The basement is the poorest 
 place in the store to keep swells, as the cans rust and give packers the 
 excuse that the goods were badly stored and an opportunity to refuse 
 to redeem them. 
 
 A fine arrangement for keeping and classifying such goods is to 
 put them along the wall in the corner of the top floor, piling up tiers of 
 empty boxes on their sides, open top outward, and putting each 
 packer's goods together in the same box or shelf. Large boxes should 
 be used if there is plenty of space, like Baker's Cocoa or French 
 Mushroom cases, or No. 10 canned foods cases. The No. 3 canned 
 foods cases can be used for small lots or miscellaneous cans. 
 
 Boxes are much better than shelving, as they can be removed or 
 changed when they become unsanitary or soiled, and can be replaced 
 witn others without much cost. The repository, which is called the, 
 "swell rack" or "the morgue," must be kept clean. 
 
HOW TO BUY AND SELL CANNED FOODS. ^7 
 
 A count of the stock in the swell rack should be taken on the 
 first of each month by the man in charge ; the goods promptly charged 
 up, and the bill mailed with a form letter, asking a remittance and tn- 
 structions as to the disposition of the unmerchantable goods. 
 
 It is customary, as a courtesy, to protect the packer by separating 
 the pound goods with the soiled labels from the swells and leakers, 
 and when the packer furnishes labels, to relabel such goods at the 
 packer's expense and dispose of them. 
 
 However, there is a class of trade in nearly every town or city 
 which will buy sound goods with soiled labels at a small concession 
 under the regular price. 
 
 Bad rustles are generally classed with swells if they are so rusted 
 that they cannot be sold, or scoured bright. 
 
 Frozen canned foods should be stored in a dry, cool place until 
 they thaw out. Freezing sometimes causes them to puff out like 
 swells, but it is from the expansion of the contents from freezing. The 
 puffing will subside in a few days after the goods are put in a ware- 
 bouse, and the quality of the goods is seldom injured by freezing. If 
 stored in a warm place, such goods will "sweat" and rust. 
 
 If all packers would lacquer their cans, as do salmon packers and 
 a few others, there would be but little trouble with rusty cans, — only 
 about one cent per dozen would be added to the cost and many times 
 that amount would be saved by the protection from rust. 
 
 Rusty canned foods are caused by the empty cans being stored in 
 sheds poorly protected from wet or snow, or by the filled cans being 
 permitted to freeze and then stored in a warm place, thereby causing 
 the moisture in the atmosphere to condense on the cold surface of the 
 cans, causing them to rust. The only remedy for the trouble is to 
 lacquer the cans. Aluminum lacquer is the best for this purpose, as 
 it conceals the rust better than dark lacquer. 
 
 It is very important not to let swells, etc., accumulate. The swell 
 rack or morgue should be charged up once a month regularly, as pre- 
 viously suggested. If allowed to accumulate several months, a large 
 proportion of the goods will be lost through the expiration of the 
 guarantee, and the filth and disagreeable character of the resurrection 
 will increase tenfold. 
 
 Some packers will want their swelled goods shipped back; some 
 will want them dumped and destroyed; some will want the labels 
 stripped and returned, and some will want their local brokers to ex- 
 amine the goods before ordering them destroyed. In some cities the 
 local health department condemns and destroys the swells, issuing 
 certificates upon which the jobber makes claim against the manu- 
 facturer. 
 
78 HOW TO BUY AND SELL CANNED FOODS. 
 
 Do not sell swelled canned foods under any consideration what- 
 ever to peddlers, to junk dealers, or to cheap consumers. It i:S dan- 
 gerous to do so. The State and city health departments are likely to 
 prosecute the venders ; and they, in turn, will throw the responsibility 
 upon you. Should any sickness or death ensue, you could be mulcted 
 for heavy damages. 
 
 Beyond all such considerations, however, there should exist in the 
 dealer such pride in his position as a purveyor to the public appetite 
 as would cause him conscientiously to protect people from unwhole- 
 some food — and swells are certainly unwholesome. 
 
 All that I have so far said on this subject applies to canned foods 
 under packers' labels. If you handle large quantities of canned foods 
 under your private or house labels, it will be absolutely essential for 
 you to have a perforating machine with which you can perforate your 
 labels (before having them put on canned foods) with a cypher per- 
 foration which will mark the labels with the packer's or seller's num- 
 ber, and with the year and month bought. In that way a record can 
 be kept and sv/ells, etc., billed and collected for just as if they bore the 
 packer's label. 
 
 CHAPTER XXIV. 
 
 HOW TO REGULATE STOCK AND PURCHASES. 
 
 A great artist, famous for his success in blending his colors, was 
 asked how he mixed his paints. His reply was "with brains." T^^iat 
 prescription must be largely followed in regulating stock and pur- 
 chases. 
 
 Carelessness, neglect, haste, speculation, lack of system, and the 
 failure to keep proper records of incoming and outgoing goods, will 
 lead to accumulation of dead stock, depreciation and loss. 
 
 I am writing about canned foods; but my remarks under this 
 heading will apply to stock and purchase regulation in nearly every 
 department of a wholesale grocery house. 
 
 A stock of canned foods should be regularly taken at least once 
 a week, either by a competent stock clerk going through the house or 
 through a system which some houses employ of having each floorman 
 take stock of his floor at regular periods on loose sheets or forms. The 
 count from these sheets should be entered on a stock book and the 
 buyer should have this book ever present on his desk. 
 
 A buyer should never give an order without knowing exactly 
 the quantity on hand and whether there are not articles of similar 
 grade and value which can be acceptably sold instead, and which are 
 moving slowly. The quick turn over in canned foods is where the 
 profit is made, and it must be remembered that all canned foods are 
 depreciable and should not be kept over from one year to another. 
 
HOW TO BUY AND SELL CANNED FOODS. 79 
 
 Brokers and packers will claim that canned foods, when well 
 processed, will keep many years. The statement is misleading, other- 
 wise packers would give several years' guarantee against swells and 
 leaks ; bvit it is hard to get them to give over twelve months — and most 
 of them refuse to guarantee beyond six months. 
 
 When your stock is once taken and entered, in the book men- 
 tioned at the close of this chapter, you have begun a record which will 
 show exactly the number of cases in stock, how many have gone out 
 since the previous week's stock taking, how many have gone in, how 
 many cases you have sold for several weeks or months previously, 
 and the condition of the goods. 
 
 If you so desire, the original cost can be entered in the margin 
 in a private cost mark, known only by you, thereby giving you a com- 
 pact record of practical information at a glance that no other form 
 will give so well. The books are exceedingly simple, durable and 
 ■cher.p. They can be used in all other departments as well as in the 
 department of canned foods. It is a small, compact book and con- 
 A'enient to handle. 
 
 Stocks must be taken at fixed dates, weekly, semi-monthly or 
 oftener, and the intervals must be absolute, otherwise the record will 
 be of little value. In buying, however, always, after looking at the 
 stock book, send a clerk or telephone the floorman to verify the count 
 on the article being considered. You thereby avoid duplicating pur- 
 chases — which is a grievous source of over-stocking. 
 
 Don't speculate. Buy goods with a view to turning them over at 
 once in the current course of business. Don't buy canned foods to hold 
 for a rise. They generally won't rise. Buy because the articles are 
 of good value and because you believe they can be quickly sold. 
 
 Buy goods that are not quick movers in the smallest quantities 
 jou can, to get the lowest price, keeping in that way a well assorted 
 stock with a small investment of capital. Don't get too buoyant, or 
 overconfident, or ashamed to give out small orders for slow-moving 
 goods. Frequent ordering is the way to have clean, bright, fresh 
 stock, and small storage and interest expense. It is also the way to 
 make money for the department. 
 
 A buyer should turn his average canned foods stock over seven 
 or eight times a year unless he runs heavily to house labels, necessi- 
 tating the stocking of a large line and an extended variety of goods 
 tinder private labels. In that case he will have to be content with turn- 
 ing over his stock four or five tir/ies a year. 
 
 Buy quickly and boldly when quick moving staple canned foods 
 are offered below their value, but always consider the quality care- 
 fully. If you are positive of the merit and of the cheapness of an 
 article, don't hesitate, don't offer a lower price; buy it and buy the 
 
HOW TO BUY AND SELL CANNED FOODS. 
 
 line if you can ; don't divide a snap with your competitors ; but he 
 sure that your stock will stand the quantity and that your distributive 
 outlet is adequate to it. 
 
 Confer with your wisest and ablest salesmen, when you can, about 
 important purchases and get them interested in the goods "to arrive." 
 
 Beware of poor qualities in canned foods and keep a sharp look- 
 out for goods that run irregularly. A reputation for furnishing re- 
 liable qualities, even in job lots or snaps, will make your business grow 
 by leaps and bounds; but if your cheap standard tomatoes turn out 
 to be poor seconds, or your cheap standard peas will bounce a foot 
 off the floor when dropped or if the cans are full of "yellow boys," or 
 if your big bargain in canned corn is full of flat sours, or if your good 
 trade, in No. 1 tall Red Alaska Salmon turns out to be afflicted with 
 stinkers or do-overs, all your labor will be in vain. The goods will 
 be returned, the customers will blast you, the salesmen will curse you, 
 and your department will lose money and prestige. 
 
 Remember, always remember, that canned foods are to be eaten 
 and that they are largely sold on confidence. Consumers and retailers 
 cannot use X-rays on the cans or see the quality without destroying 
 the returnable value of the goods; and, no matter how cheaply the 
 goods are sold by you, they must have a good, edible, wholesome and 
 economical value inside the can. 
 
 Examine goods carefully and critically when they are received 
 and before you pay for them. Do not be content with the examination 
 of one case. Cut samples out of six, twelve or more cases, depending 
 upon the size of the lot. Have a beam balance scale on your 
 cutting table and weigh canned foods, gross and net weight; and 
 if there is much irregularity of weight, open the cans and learn why. 
 Don't be afraid to cut cans ; it pays to be particular and to compare 
 qualities. 
 
 Examine purchases carefully, as they come in, for swells, leaks 
 ■jnd bad rustics. If they are in bad condition, make the seller pay 
 for the labor of examining them and putting them in good condition. 
 Don't turn out goods having any important proportion of leaks, swells 
 or rustics in the cases. It will hurt your business. Retailers hold you, 
 not the packers, responsible for such matters. 
 
 Don't buy goods to job. The trade of your competitors or asso- 
 ciate wholesalers is of no value. It is absolutely unsafe to buy 
 canned foods with a view to jobbing them. You will have to under- 
 sell everyone else in order to sell your competitor; he will not give 
 you a preference at equal prices, and he will buy goods from you 
 only in a reluctant and limited way. However, if your competitor 
 is overstocked, or willing to sell an article as cheaply as you can buy 
 it direct, and you need the goods, give him the preference. You 
 thereby unload him and put him upon the market again. If you bring 
 
HOW TO BUY AND SELL CANNED FOODS. 8i 
 
 other goods in to compete with him, you still leave him overstocked 
 and anxious to sell at your cost and to keep you out of a profit. 
 
 See that your packing room is kept free from broken cases of 
 sold out goods. Establish the rule of turning out broken cases on the 
 last orders for the goods where possible. Take a customer to the 
 packing room now and then, and make a clean up. Prices need not 
 be cut to do so. 
 
 Watch your stock book; and when single cases appear that are 
 not in regular quotations, make a list of them and have some sales- 
 man close them out. Walk through your stock occasionally and 
 examine the condition of goods and cases as to freshness of appearance. 
 If you find a line dead, get out a case of samples and send to some of 
 your "quick movers" among the salesmen, with special instructions. 
 Check up your stock book at least once a month with your price or 
 sales book to see if your stock is all quoted. 
 
 I have no interest whatever in the stock book I recommend. It 
 is for sale by S. W. Roth, editor of "The Wholesale Grocer," 186 N. 
 La Salle Street, Chicago, from whom I bought those I used. He 
 charges $1.00 for them singly, but makes a lower price by the dozen. 
 
 The printed directions do not tell how to keep account of stock 
 coming in between stock-taking intervals. This can be done when 
 checking bills for payment, after goods have arrived, by writing the 
 quantity received with a red pencil just above the regular stock figures; 
 This will show when the additions to stock were made. This is not 
 essential, but it is a convenient part of the record. The stock book 
 with the short or flat leaf will give space for about 35 stock-takings ; 
 and by using the double facing page, it will give space for 53 stock- 
 takings. A symbol (X) can be used to signify bad order (to be marked 
 after a lot of goods that needs overhauling) . 
 
 Directions for Using the Stock Book. 
 
 Take your present stock book and copy from it your present 
 stock with lead pencil, and in classified and alphabetical order. Put 
 the name of the article on the left in the wide space, put the classifica- 
 tion heading at the top of the page, write the size, grade, number of 
 dozen or pounds or any other information necessary on the line be- 
 neath the name of the article in the wide space to the left (unless you 
 can write small enough to get it all on one line.) Then date the top 
 of the first ruled column and insert the number of packages opposite 
 the line containing the name of the article. If you take stock once a 
 week, date the top of the next column. You can take stock as 
 often or as seldom as you choose. Use the short or flap page by turning 
 backward when the columns on the first side of it are filled. This gives 
 you a complete record of stock and movement of goods. 
 
L-9 
 
 1-16 
 
 1-23 
 
 41 
 
 33 
 
 29 
 
 83 
 
 71 
 
 61 
 
 20 
 
 16 
 
 11 
 
 14 
 
 9 
 
 3 
 
 41 
 
 ■:-2 
 
 19 
 
 20 
 
 n 
 
 14 
 
 22 
 
 12 
 
 55 
 
 20 
 
 13 
 
 9 
 
 89 
 
 63 
 
 49 
 
 41 
 
 33 
 
 18 
 
 29 
 
 18 
 
 35 
 
 41 
 
 32 
 
 23 
 
 11 
 
 9 
 
 7 
 
 82 HOW TO BUY AND SELL CANNED FOODS. 
 
 Here is a sample of entries : 
 
 Canned Vegetables. 
 
 Beans, Baked, 1913. 1-2 
 
 Van Camp's T. S., No. 3, 2 dozen 50 
 
 Van Camp's T. S., No. 2, 3 dozen 100 
 
 Van Camp's T. S., No. , 4 dozen 25 
 
 Van Camp's Plain, No. 3, 2 dozen 25 
 
 Van Camp's Plain, No. 3, 2 dozen 50 
 
 Van Camp's Plain, No. 1, 2 dozen 35 
 
 Snider's T. S., No. 3, 2 dozen 50 
 
 Snider's Plain, No. 3, 2 dozen 35 
 
 Snider's T. S., No. 3, 3 dozen 100 
 
 Snider's Plain, No. 3, 3 dozen 50 
 
 Snider's T. S., No. 1, 4 dozen 40 
 
 Snider's Plain, No. 1, 4 dozen 60 
 
 Snider's T. S., No. 10, >^ dozen 15 
 
 CHAPTER XXV. 
 
 CANNED ASPARAGUS. 
 
 Asparagus is a marine plant growing and thriving best near salt 
 water. It is canned in a limited way on Long Island and at Oyster 
 Bay in the East, but the soil is not well adapted to its growth. It is 
 grown and canned to fine advantage and of fine quality in Utah, near 
 the Great Salt Lake. When grown and canned in the interior, away 
 from salt water, it is usually green, tough and unpalatable. It is largely 
 cultivated in Europe, and the vegetable is reputed to be a fine diuretic 
 and is frequently prescribed by physicians for urinary complaints. 
 
 It is, however, grown to greatest perfection in California, and 
 its production and canning in that State has become a very important 
 industry. 
 
 California asparagus is grown almost entirely on islands in the 
 deltas at the mouths of the Sacramento and San Joaquin Rivers, 
 below the cities of Sacramento and Stockton. That district is prac- 
 tically at sea level, — in fact, the tides from the Pacific Ocean are felt 
 throughout the entire delta region. 
 
 That entire district is of a swampy character as is evident by the 
 heavy growth of tule grass. This tule grass is to a very large extent 
 responsible for these islands, each year's growth forming a kind of 
 peat or tule island. 
 
 These lands were originally subject to overflow at very high 
 water, necessitating the building of levees. After the island is thor- 
 
HOW TO BUY AND SELL CANNED FOODS. 83 
 
 oughly protected by levees, the water remaining, or that which seeps 
 in, is pumped over the levee back into the river. 
 
 The soil of these islands is extremely rich and productive. It is 
 a very light soil and will burn when dry if ignited. It is peculiarily 
 adapted for the cultivation of asparagus. 
 
 Asparagus is started from seed. The seed is taken from the plants 
 the latter part of September and planted the following March about 
 two inches under ground, in rows about 20 inches apart. These 
 rows must be well cultivated during the summer following the planting. 
 
 The latter part of November of that year, the roots formed are 
 dug up and left out of the ground about a month. In the meantime the 
 ground is thoroughly plowed and harrowed and struck off into rows 
 about nine feet apart, with furrows about one foot deep between the 
 rows. Then these same roots are planted deep and left to grow, about 
 18 inches apart, in rows about 13 inches deep, being well cultivated all 
 summer and not cut over for market purposes. The tops of the plants 
 are permitted to grow and are cut off in January. The ground is then 
 ridged up and taken care of until spring, when the first cutting from 
 the bed can be made. 
 
 This first cutting does not amount to very much and should be of 
 short duration so that the roots may have plenty of time to strengthen 
 themselves before next season. 
 
 The second year's cutting will increase quite a little over the 
 first; but again the season of cutting should be short, so as to insure 
 the roots' ga+hering plenty of strength and thus preparing themselves 
 for heavier cutting the third year. In other words, the bed does not 
 yield very heavily until the third cutting season, which is five years 
 from the time of the first work toward planting is done. 
 
 The quality of asparagus is regulated to a very large extent by 
 the amount of care given the beds during the first three years of 
 their existence. It involves a very heavy expenditure, and an endless 
 amount of patience and painstaking work. 
 
 The floods that do so much damage to this American industry are 
 the direct result of warm rains, coupled with a very heavy snowfall 
 in the Sierra Nevada Mountains. It is not an unusual thing for there 
 to be from 100 to 150 inches of snow on the level at points on the 
 highest range of the Sierra Nevadas, where the Government has its 
 observation station. 
 
 The slightest break in the levee will generally result in the flood- 
 ing of the island affected. If the levee is promptly repaired and the 
 wati'r pumped out, the damage to the beds may be small. In many 
 instances, however, it has not been possible to accomplish this, with 
 the result that the beds were entirely ruined, causing a tremendous 
 loss. 
 
84 HOW TO BUY AND SELL CANNED FOODS. 
 
 Asparagus is cut just as soon as it breaks through the ground. 
 L,ong chisels are used in cutting it below the surface. The stalk is at 
 least 7% inches long when cut. 
 
 Good asparagus is no sooner cut than it is delivered to the 
 cannery, where it is assorted into the different grades and cut accord- 
 ing to the cans to be filled. It is then plunged into cold water and 
 taken to the sorting tables, where it is sorted over and over again and 
 put into can?. 
 
 As soon as the cans are filled, they are passed to the brine table 
 and filled with a carefully prepared salt brine of about 12%. The 
 cans are then capped and taken to the exhaust tub, where they are 
 left in boiling water for five minutes, a vent hole having been left in 
 the can. When they come from this exhaust tub, the hole in the cap 
 i? soldered up. 
 
 The cans are next taken to the retort, where they cook for from 
 30 to 35 minutes at a temperature of 333 degrees (in dry steam). Just 
 as they come from the retort they are plunged into cold water. When 
 cool, the cans are taken to the warehouse, where they should remain 
 about three weeks before being shipped. 
 
 Every detail connected with the handling of asparagus is the very 
 personification of cleanliness; in fact, to visit a cannery when it is in 
 active operation is to satisfy one that nothing could be more whole- 
 some, more sanitary or more hygienic in every respect than asparagus 
 when handled in this way. 
 
 Some packers are not so favorably situated ; in fact, some of them 
 have their cannery located in San Francisco, depending upon the city 
 market for their supply. 
 
 .A-sparagus for the city markets and for canneries located away 
 from the beds is cut during the day and loaded on steamers that pass 
 down the river in the evening, reaching its destination sometime in 
 the morning and not reaching the canners before noon. In other 
 words, the asparagus would be at least twenty-four hours out of the 
 ground before it is put into cans. When packed at the beds it is in the 
 cans within two hours from the time it is gathered, hence the great 
 difference in the quality of the different packs. 
 
 When asparagus beds are cut over too long, the roots do not have 
 an opportunit}' to recuperate before the new crop, with the result that 
 the size of tlie asparagus gets smaller every year, and tough. 
 
 Asparagus is much better when canned crisp, or quickly after 
 being cut. The stalks are assorted into green or white and into five 
 sizes. Defective or crooked stalks are cut into soup stock. The five 
 sizes are designated as giant (about 13 stalks to a No. 3J4 square can), 
 mammoth (30-23 stalks), large (30-33 stalks), medium (38 stalks), and 
 small (45-50 stalks). 
 
HOW TO BUY AND SELL CANNED FOODS. 85 
 
 Asparagus tips are packed in No. 1 square cans. They are cut 
 from small stem asparagus and graded as to the number of tips in a 
 can. 
 
 Peeled asparagus is made from the larger stalks from which the 
 tough surface is cut or scraped. 
 
 The asparagus beds are mulched or covered with straw or as- 
 paragus tops. This has the effect of bleaching the asparagus, keeping 
 the tips from the sun. 
 
 The consuming public is coming to understand now, however, 
 that the green asparagus is even of better or sweeter flavor than the 
 pure white. 
 
 There are numerous varieties of asparagus — all regarded as good 
 except a certain kind that is found with purple colored tops when 
 canned. This is not considered a good flavored kind. 
 
 CHAPTER XXVI. 
 
 CANNED PEACHES. 
 
 The peach is a deciduous annual fruit. That is to say, it blooms 
 and bears fruit only once in twelve months. It is reputed to have 
 ■ originated in Persia and Northern India, but is now cultivated 
 throughout the world in the lower temperate or higher tropical lati- 
 tudes. 
 
 The nectarine is a variety of peach having smooth skin while the 
 other varieties of peaches have downy or velvety skin. Peaches are 
 ■extensively grown in the United States, especially in Delaware, Mary- 
 land, New Jersey, Georgia, Arkansas, Texas, California and to a 
 greater or less extent in nearly every State in the Union. Being a 
 semi-tropical fruit, however, it does not thrive in this country in 
 localities north of the 45th parallel — and, in fact, is rather uncertain 
 as to yield in localities north of the 42nd parallel. 
 
 There are three well recognized varieties of the fruit, viz. ; The 
 Free Stone, known as Yellow Free or Yellow Crawford, which is a 
 soft, rich and luscious fruit ; Lemon Cling or Orange Cling, a fine, firm 
 yel'ow fruit which adheres to the stone or pit and must be cut off, 
 and the White Heath or White Cling, a very fine flavored peach, the 
 meat of which is white. These are the three varieties which are gen- 
 erally cultivated and best known; but an extensive and almost end- 
 less number of varieties has been produced by orchardists, many of 
 them of fine fibre and delicious flavor, known or called usually by the 
 name of their original producers,— such as The Phillips Cling, The 
 Levi Cling, The Solway, Muir, The Gold Drop and the Elberta, but 
 -not all of these are suitable for canning purposes. 
 
86 HOW TO BUY AND SELL CANNED FOODS. 
 
 The peach is the most popular and the most useful of all fruits 
 cultivated in the United States for preserving or canning purposes. 
 It is also very popular for evaporating or drying. Peaches are usually 
 peeled, pitted and halved, then put into the cans and processed. The 
 degree of syrup put upon the fruit regulates the value to an important 
 extent. It ranges from ten degrees, which is the required degree for 
 standard fruit on the Baltimore Canned Foods Exchange, to 40 de- 
 grees. 
 
 The degi ee of syrup so expressed does not convey to the unitiated 
 an adequate idea as to how much sugar is used, which is shown as 
 follows : 
 
 In 10 degrees syrup, 2^ pounds of sugar is used to the gallon of 
 water. 
 
 In 15 degrees syrup^ 3J^ pounds of sugar is used to the gallon of 
 water. 
 
 In 30 degrees syrup, 4J4 pounds of sugar is used to the gallon of 
 water. 
 
 In 30 degrees syrup, 6)^ pounds of sugar is used to the gallon of 
 water. 
 
 In 40 degrees syrup, 8 pounds of sugar is used to the gallon of 
 water. 
 
 When too heavily processed canned peaches turn pink or red in 
 the can. This does not damage them as to flavor or wholesomeness, but 
 renders them unsightly. Peaches preserved, or cooked in open kettles 
 always turn red. In California canners have established the following 
 grades of canned fruits : Double Extras, 40 degrees syrup ; Extras, 30 
 degrees; Extra Standards, 25 degrees syrup; Standards, 15 degrees 
 syrup ; Seconds, about 5 degrees syrup ; Water Grade, no syrup and 
 peeled and unpeeled Pie Fruit in water. 
 
 In Baltimore the grades are : Extras, 20 degrees syrup and up- 
 ward; Standards, 10 degrees syrup; Seconds, without syrup and un- 
 peeled pie fruit. 
 
 The degree of syrup used on different kinds of fruit is not uniform, 
 however. Pears and cherries require less syrup and plums more than 
 the average Packers aim to make the goods palatable and to pu'L 
 enough syrup in their table fruit to please the taste and not so much 
 as to destroy freshness and naturalness of flavor. California peaches 
 are packed in No. 10, No. 3, No. 2 and No. 1 size cans. 
 
 Fine canned peaches are packed in Michigan, New York, Georgia, 
 Texas and Arkansas, usually in No. 2>4, No. 3 and No. 10 cans of the 
 several grades and qualities. Sliced peaches are also canned and are 
 quite popular and salable. Some prefer the flavor of Eastern peaches 
 to the peaches of the Pacific Coast because of the degree of acidity 
 found in the latter. 
 
HOW TO BUY AND SELL CANNED FOODS. 87 
 
 There are three methods of peehng peaches, hand peeling, machine 
 peeling and brush peeling. Hand peeling is done by hand with sharp 
 knives. Machine peeling is done with several kinds of appliances and 
 can be recognized by the regularity of the width of the peeling 
 removed. It is usually not perfect unless completed by hand. Brush 
 peeling is done by dipping the fruit in scalding water and then running 
 it over and under a line of stiff brushes. These remove the peeling. 
 Peaches are also peeled by steaming until the skin loosens or by pass- 
 ing the fruit through a weak solution of lye. It is claimed by some 
 packers that the flavor of the fruit is best preserved by hand peeling; 
 but this claim is regarded by other packers as more sentimental than 
 real. 
 
 Bakers tise peeled pie peaches in No. 10 or gallon cans, and prefer 
 the yellow free to the cling varieties, as the free peach packs closely 
 in the can and will make more pies to the can than the firm cling 
 fruit. Preservers, on the other hand, prefer the lemon cling peeled 
 pie fruit, as it is firmer and retains its shape. Unpeeled pie fruit in 
 No. 10 and No. 3 cans is used to some extent but is poor stuff, the re- 
 jected or fallen fruit being largely used in canning the grade. 
 
 Salesmen should always urge their customers to buy as high 
 grades of canned peaches as possible. It is better to have a complaint 
 seldom give satisfaction and make no friends for retailer or wholesaler 
 of the price than of the quality. Peaches in water, or without syrup, 
 unless when bought and used for pie fruit. 
 
 CHAPTER XXVII. 
 
 ESTABLISHED SIZES OF CANS. 
 
 Salesmen should understand thoroughly and should inform their 
 customers that there is no such thing as selling canned foods by 
 weights (with one or two exceptions, which we give below). 
 
 The sizes of cans were established originally in this country by 
 the Baltimore Canned Foods Exchange many years ago. Cans are 
 designated by number, not by pounds as follows: 
 
 No. 1 cans, 2% inches in diameter, 4 inches in height. 
 No. 2 cans, 3 7-16 inches in diameter, 4 9-16 inches in height. 
 No. 3 cans, 4 3-16 inches in diameter, 4% inches in height. 
 No. 10 cans, 6^4 inches in diameter, 7 inches in height. 
 
 California has established a standard size for cans known as No. 
 3% size. They must measure 4 inches in diameter and 4% inches in 
 height and California packers designate the No. 10 cans as 'No. 8 cans. 
 
 Salmon is packed full weight, or 16 oz. net, to the No. 1 can, tall 
 or flat ; and 8 oz. net to the No. >^ cans. Lobster is canned the same 
 
88 HOW TO BUY AND SELL CANNED FOODS. 
 
 way. Canned meats are also packed full weight. These are the ex- 
 ceptions to the rule. 
 
 Syrup is also heavier than water, and goods in heavy syrup weigh 
 more than those in light syrup. The average weight of a filled No. 10 
 can is from 634 to T'J^ pounds gross (can and contents). The average 
 weight of a No. 3 can is from 37j4 to 40 ounces gross. Of a No. 3>4 
 can the average gross weight is from 33J4 to 35 ounces. A No. 1 
 salmon or lobster can should weigh from 18j4 to 20 ounces and cut 
 out 16 ounces of meat. 
 
 Oysters and crabs are packed in the Baltimore size cans. They 
 are not full weight 16 ounce goods, but are sold by number or size of 
 can. Clams are packed usually in the larger size No. 1 cans, but are 
 not full weight. 
 
 Some States require that the net weight of the contents of cans 
 be printed on the labels. In vegetables or fruits this can only be esti- 
 mated, as there must be a certain amount of water in the cans to act 
 as a conductor of heat through the contents so that they may be 
 properly and sufificiently sterilized. In addition, some substances 
 have a denser fibre than others, and weigh heavier. 
 
 Bulletin No. 10 of the National Canners' Association, dated Feb- 
 ruary 13, 1913, in part, reads as follows : 
 
 "StEmdardization of Can Sizes. — At a recent meeting in Chicago, 
 Messrs. George W. Cobb, Thomas G. Cranwell and W. R. Olney were 
 appointed a committee on the above subject. After a careful study of 
 the subject those gentlemen made a report stating that they had agreed 
 upon the following sizes, that is to say: 
 
 Hole and Cap Cans. Diam. Height. 
 
 No. 1 size 311-16 4 
 
 No. 2 sys 4 9-16 
 
 No. 2^ 4 4% 
 
 No. 3 4ij4 inches 4 3-16 4% 
 
 No. 3 5 inches 4>4 5 inches 
 
 No. 3 5 J^ inches 414 554 inches 
 
 No. 10 _ 6}i 634 
 
 Sanitary Cans. 
 
 No. 1 size 2 11-16 4 
 
 No. 2 3 7-16 4 9-16 
 
 No. 2>4 4 1-16 4^ 
 
 No. 3 47^ inches 4J4 4% 
 
 No. 3 5 inches 4J4 5 inches 
 
 No. 3 5^A inches -. 4% 5^4 inches 
 
 No. 10 6 3-16 7 
 
 It will be noted that the standard sizes recommended represent no 
 changes whatever in most cases, and such changes as have been made 
 are minor. There are no changes whatever as regards diameters. 
 
HOW TO BUY AND SELL CANNED FOODS. 89 
 
 It was found that while there are some slight variations in cans 
 made by different manufacturers, still these were insignificant and 
 would make no appreciable difference in capacities. Nevertheless, it 
 is thought best that any variations, however slight, should be done 
 away with and uniform standards adopted by all. 
 
 CHAPTER XXVIII. 
 
 CANNED PINEAPPLE. 
 
 The pineapple is a tropical fruit which originated in tropical 
 America, but is now extensively cultivated throughout the tropical and 
 semi-tropical world. It is called "Pineapple" because the shape of 
 the fruit and its external appearance is somewhat like that of a cone 
 from a pine tree. 
 
 Pineapples grow on a low plant with serrated, sharp pointed 
 leaves, each plant bearing only one pineapple. They are propagated 
 entii-ely by crowns or suckers, as perfect seeds are hard to obtain. 
 It is probably next to peaches in importance as a fruit for canning 
 purposes and the canned article is growing in popularity and increas- 
 ing heavily in annual consumption. It is a fruit with the steadiest 
 value of any, as the crop is affected only by drought and is now 
 of such extended cultivation that sufficient for canning purposes can 
 nearly always be obtained. 
 
 Pineapple retains its flavor perfectly when properly canned, and 
 is a most delicious and wholesome fruit. We, for many years, relied 
 upon the Bermudas and West Indies for pineapples; but the fruit is 
 now cultivated, in a small way, in Florida, Porto Rico, The Isle of 
 Pines and Central America, and extensively in Hawaii, the Malay 
 Peninsula and elsewhere in the tropics. 
 
 The pineapple pack for the season of 1907 and 1908 was as follows : 
 
 Packed at Singapore, Malay Peninsula 794,100 cases 
 
 Packed in Hawaii 247,000 cases 
 
 Packed in Baltimore, Md 154,000 cases 
 
 Packed in Bahama Islands 68,000 cases 
 
 Packed in Florida 5,700 cases 
 
 Packed in Cuba 1,300 cases 
 
 Packed in Trinidad 900 cases 
 
 Total 1,399,900 
 
 The United States consumed about one-third of the pack of 
 Singapore, and nearly the entire pack of Hawaii, Hsltimore, the 
 Bahamas, Florida and Porto Rico in that season. Since that t'me the 
 output of Ilav/aii has enormously increased — being in 1913 about 
 
90 HOW TO BUY AND SELL CANNED FOODS. 
 
 750,000 cases, and in 1913, about 1,000,000 cases. Singapore pineapples 
 have not been imported to any extent since 1910, as a tariff decision as 
 to syrup practically precluded its use in the United States. 
 
 A great advantage enjoyed by the pineapple packers located in 
 the Bahamas, in Hawaii, in Singapore and in some othe.r localities 
 where the pineapple is grown, is that it can be packed there at the 
 proper and perfect stage of ripeness, or as has been said, "with the 
 sunshine in the can." 
 
 When packed in localities far distant from the place where grown, 
 pineapples must be gathered before they are ripe and allowed to ripen 
 in transit, as they would not stand shipping if gathered when fully 
 ripe. 
 
 This artifically ripened fruit is, therefore, white, fibrous and 
 tough, and not so well flavored as the pineapple which is packed where 
 grown. The styles of packing are various and are as follows : Whole, 
 Sliced, Grated, Cubes, Chunks, Smooth, Spiral Sliced, Whole Sliced 
 Cored, Half Sliced Cored and not Cored, Shredded, Crushed and Pie 
 Grated. 
 
 Singapore Pineapple is packed in tall cans containing a whole 
 pineapple, peeled, in syrup, but not cored ; in cans containing 5 pounds 
 net of chunks in about 14 degrees of syrup; in tall cans containing 1% 
 pounds of pineapple in entire smooth slices cored, or in entire cored 
 spiral-edged slices ; in flat cans containing 1^ pounds net in chunks 
 which are about one inch square on the ends, extending in length the 
 full depth of the can ; in flat cans containing about 1J4 pounds of about 
 one inch cubes; in cans designated as No. 1, which contain about % 
 of a pound in chunks, and finally in cans containing sliced whole and 
 cored pineapples. 
 
 For some time the Government so construed the Dingley Tariff 
 that Singapore pineapple could be imported in light syrup only. This 
 constrviction was modified in 1910, and importations after that were 
 much improved in quality, being packed with heavier syrup. This 
 grade of pineapple is produced very cheaply because of the cheap 
 labor used in its cultivation and preparation. It, however, is inferior 
 in flavor to either Hawaiian or Bahaman or the best Baltimore packed 
 pineapple, as insufficient care is used in the selection and handling 
 of the fruit. 
 
 It sells because of its cheapness, but it is not a good repeater. 
 Buyers should handle it cautiously and in small lots. The Payne 
 Tariff increases the duty on this article and will increase the price 
 about ten or fifteen per cent. 
 
 Look out for swells and leakers in Singapore pineapple. It 
 should be thoroughly examined at once on arrival, as importers give 
 only a 30-day guarantee against swells. 
 
HOW TO BUY AND SELL CANNED FOODS. 91 
 
 Hawaiian Pineapple is packed in cans designated by size or num- 
 ber like all canned fruits packed in the United States, Hawaii now 
 being a part of this country. Pineapple packed in Hawaii is of a fine, 
 luscious ripeness and most delicious flavor. 
 
 The sliced is packed in No. 2 and No. 23^ cans, and each can con- 
 tains from seven to nine whole sHces, peeled and cored, in rich syrup. 
 This description applies to the extra or fancy goods. The standard 
 grade is not quite perfect as to the slices, some of them not being 
 entire, and the syrup is a little lighter ; but it is otherwise as good as 
 the extra grade. 
 
 The crushed and grated styles of Hawaiian pineapple in No. 2 and 
 No. 10 cans are in great demand by confectioners and soda-water 
 dispensers. 
 
 The pineapple packing industry is comparatively new in Hawaii, 
 but as the product comes in free of duty and is of such delicious tender- 
 ness and flavor, the demand, so far, has exceeded the supply. An ex- 
 tensive advertising campaign instituted by the packers of this fine 
 article, in which its merits v^ere described in many of the publica- 
 tions of highest popularity and circulation in this country, created a 
 general and heavy demand for it. 
 
 Very little canned pineapple from Cuba, Trinidad, Florida or 
 Porto Rico comes on the Western market, our grades being confined 
 to Hawaii, Singapore, Baltimore and Bahama packing. 
 
 Grated Pineapple is of several grades, and is packed in various 
 sized cans. Extra is packed from clear fruit, free from eyes and cores, 
 and in heavy syrup. 
 
 Standard is packed in fair syrup, from fruit clear of eyes, but the 
 cores are crushed with the fruit. 
 
 Pie grated is made from the second peeling of the fruit and has 
 considerable of the eye or inner hull of the pineapple in it. It is 
 packed in water. 
 
 Shredded and crushed pineapple are merely certain styles of 
 preparation and are more especially for confectioners' use. 
 
 Bar cut pineapple is used in mixed drinks and is a half slice, not 
 cored, in syrup. 
 
 Cocktati pineapple is in heavy syrup, is coreless and eyeless, and 
 is forked up into small pieces to be used in mixed drinks. 
 
 Selling Points. — Pineapple in cans is of a most grateful flavor and 
 i-= liked by people of most all nationalities. The canned article is much 
 superior to the green fruit imported and sold in fruit stores. The 
 fruit is delicate and decays quickly. It is, therefore, imported partly 
 green and is fibrous and tough and much inferior to canned pineapple. 
 
 This fruit retains its naturalness of flavor when canned more 
 perfectly than any other. It is usually, when canned, quality con- 
 
92 HOW TO BUY AND SELL CANNED FOODS. 
 
 siclered, cheaper than any other fruit and is a wholesome and econom- 
 ical product, keeping so for many years. It is an article that brings 
 the retail grocer a nice profit and that will, for any extra attention he 
 devotes to it, reward him by attracting and holding trade. 
 
 CHAPTER XXIX. 
 
 CANNED PEARS. 
 
 The pear is a fruit belonging to the same botanical genus as the 
 apple. It is of ancient origin, going back into great antiquity. The 
 pear tree is hardy, even more so than the apple tree. It is a fruit of 
 the temperate climate, but thrives best in the middle and higher lati- 
 tudes. Throughout the world there exists an almost numberless va- 
 riety of pears, but those best known in the United States and used for 
 canning purposes are the Bartlett and the Keifer varieties. 
 
 The Bartlett pear is a soft and deHcious fruit. It is of such sweet- 
 ness naturally that only a light syrup is desirable. A heavy syrup is 
 not needed and tends to spoil the natural freshness and delicacy of 
 flavor of the fruit. California grows glorious Bartlett pears of large 
 size. Washington and Oregon also produce splendid pears. 
 
 Good judges, however, agree that the New York Bartlett pears, 
 though smaller, are of finer fibre and more delicately delicious than 
 the large fruit grown on the Pacific Coast. Improvements are being 
 made, however, in California and Oregon by grafting; and it is pre- 
 dicted that the coast fruit will, ere long, be unexcelled in flavor as 
 well as in size. 
 
 Keifer Pears are very hardy and usually quite hard. They ripen 
 so slowly that canners are sometimes compelled to remove them' from 
 the trees to protect them from freezing, and to ripen them by packing 
 them in dry straw before putting them in cans. This pear has not the 
 natural sweetness of the Bartlett variety and a libei-al use of syrup is 
 essential to make it palatable. 
 
 It is very difficult to process canned pears sufficiently to hermeti- 
 cally seal them in cans and at the same time avoid discoloring them, as 
 an excess of heat is sure to turn them pink or red in the can. While 
 thi« does not injure their flavor or render them unpalatable or un- 
 wholesome, it does spoil the appearance of the fruit. 
 
 All pears are hand peeled, carefully cored and stemmed and im- 
 mediately dropped into a light solution of salt water to protect them 
 from contact wdth the atmosphere and consequent discoloration. They 
 are processed not longer than ten or twelve niinutes, or about half 
 the usual time; but that seems sufficient to cause them to keep and 
 yet retain a bright, white color. 
 
HOW TO BUY AND SELL CANNED FOODS. 93 
 
 Keifers or other hard varieties of pears should be peeled, cut in 
 quarters and the seeds and core removed. Bartlett pears are softer and 
 are usually cut in halves, the stem being sometimes left on one half. 
 Ihe seeds and cores are then removed and the cans processed, being 
 filled with water or a light or heavy syrup as required. 
 
 The Selling Points. — Bright, color; freedom from red or pink dis- 
 coloration from over cooking; nicety of handling shown by careful 
 coring and peeling; syrup not so light as to leave them unpalatable, 
 and not so heavy as to spoil their flavor ; cans well filled, and fruit free 
 from specked or imperfect pieces. 
 
 CHAPTER XXX. 
 
 CANNED LOBSTER. 
 
 In the packing of lobsters there are perhaps more difficulties and 
 disappointments than in the packing of any other canned product in 
 tins. It often happens that severe storms destroy lobster traps and 
 fishermen's gear, bringing the entire packing business to a standstill. 
 
 The method of catching lobsters is interesting. Traps are placed 
 anywhere from one to seven miles from the shore. These traps are a 
 box-like contrivance about four feet long, two feet wide, and one and 
 one-half feet high. They are made from common laths, in the center 
 of each end being a small, round opening about 4J4 inches in diameter. 
 An inclined plane runs to those openings, and the openings are large 
 enough to permit lobstersi' weighing from one pound to four pounds 
 to crawl through. Once inside the trap, the lobsters cannot get out. 
 The inclined plane is missing and they cannot get up to the opening. 
 It is the choice bit of bait inside the trap which inveigles the lobster to 
 enter. Herring is principally used for bait. 
 
 The traps are put in the water on a trawl line, this being a long 
 rope anchored at both ends with a buoy at each anchor, to mark the 
 placing of the trawl. The traps are attached to this trawl line, there 
 being 35 or 30 on each line, placed about 10 feet apart. Each trap has 
 sufficient stone weight inside to sink it to the bottom and hold it there. 
 One fisherman will fish from perhaps 100 to 125 of these traps. The 
 fishermen start at one end of these trawls and haul in one trap at a 
 time until all have been taken care of. The lobsters are removed from 
 a small door in the top of the trap, and then, after fresh bait has been 
 arranged, the trap is again lowered to the bottom. Each trap will 
 catch at a setting anywhere from one to eight lobsters. 
 
 The fishermen bring the lobsters directly to the factory where 
 they are picked over carefull)' and dead lobsters thrown out. Only 
 live lobsters are put through the process of canning. 
 
94 HOW TO BUY AND SELL CANNED FOODS. 
 
 Three or four hundred pounds are put in boihng tanks. After 
 boiling the proper length of time, the lobsters are taken out and 
 placed on coolers. After cooling, so as to permit handling, the claws 
 and tails are broken off and go through the process of canning. The 
 bodies are thrown aside as waste and are not packed in any form. 
 
 That part of the help called "crackers" now take the claws and 
 tails, removing the meat therefrom. The meat is cleaned thoroughly 
 before being placed on the packing table. Here it is placed in the 
 cans, and the cans later go through the process of sealing. The cans, 
 with their contents, are placed in boiling water for a certain length 
 of time, after which they go into retorts for a thorough cooking. After 
 coming from the retort, the cans are cooled and are then ready for 
 labelling and boxing. 
 
 Practically all the canning is hand work, it being impossible to 
 satipfactorily employ machinery in handling lobsters. 
 
 The inside of lobster cans is coated with oiled parchment paper 
 to protect the meat from contact with the tin. There is so much 
 natural phosphorus and iron in the chemical composition of lobster 
 tissue that it acts upon tin and turns the meat black unless protected 
 from contact. 
 
 This discoloration, if slight, is of no detriment and is of no im- 
 portance. It will not do, however, to keep lobster in tin over one 
 year, as it is very apt to turn black and to become unfit for use. Don't 
 sell your customer a supply to last more than a year. 
 
 There is a difference as to lobsters caught on a clear gravely bot- 
 tom and those caught on muddy bottoms. The latter are much more 
 apt to discolor in the can because, as it is supposed, of the influence 
 of the iron In the mud upon the flesh of the lobster. A grayish tinge 
 to the canned meat is evidence of the lobster being caught near shore 
 on muddy bottoms, and does not essentially discredit the quality. 
 
 The meat from the claws is more tender than that from the tail 
 and is held by some to have the sweetest flavor. 
 
 The catch has been regulated to such an extent by law, and the 
 supply has decreased so in a few years past, that prices have heavily 
 advanced, and are not likely to be lower soon. This product is popular 
 all through the world, and principally comes from the Northeast Coast 
 of the United States and the East Shores of Canada. Lobsters are not 
 found in tropical waters. A product called lobster from Africa and 
 from Cuba has been put in cans and offered at a low price; but it is 
 exceedingly tough and devoid of flavor and hardly worthy of com- 
 mercial attention. 
 
 Wholesale grocers should get a heavy margin of profit on canned 
 lobster as reclamations and the return of cut cans showing discolora- 
 tion are frequent and canners do not back up such claims very cheer- 
 fully or promptly. 
 
HOW TO BUY AND SELL CANNED FOODS. 95 
 
 Selling Points. — Canned lobster should be of bright color, the 
 cans carefully lined with oiled paper so as to protect the rneat from 
 contract with the can, the labeling should be neat and attractive, as the 
 article is high priced, and the tin ghould be extra heavy coated. 
 
 CHAPTER XXXI. 
 
 CANNED APPLES. 
 
 In fruits the apple ranks as the most important in the United 
 States and its annual yield has much influence upon the price and 
 consumption of other fruits. 
 
 It grows in higher latitude than other fruits, because it blooms 
 late, thereby escaping the late frosts of spring. It is, therefore, a 
 more reliable crop than other fruits. 
 
 In its wild state it is known as the Crab Apple, a sour, inedible 
 fruit used only for jelly, cider and preserving, but it has been culti- 
 vated and improved until it is a most wholesome, abundant and de- 
 licious fruit known throughout the world in almost infinite variety. 
 
 It is cultivated in all European countries, in India, China, British 
 North America, the United States, and in fact all over the world. It 
 thrives better in the temperate zone than elsewhere. 
 
 In order of importance as written, the States which produce 
 canned apples in the United States are : New York, Michigan, Maine, 
 Ohio, Virginia, Maryland, Missouri, Indiana, and a few other States. 
 
 Canners pack apples in No. 2J^ and No. 3 cans, and largely in 
 No. 10 cans, very few being packed in No. 2 cans. 
 
 Firm, tart apples are the best for canning purposes, therefore the 
 late fall or winter varieties, like Baldwins, Greenings and Spies are 
 the best. 
 
 Canned apples are usually packed in water for pie purposes and 
 seldom otherwise except in the form of apple butter, apple sauce or 
 apple jelly. 
 
 Apples in cold storage keep well; therefore, when the crop is 
 abundant, the canning of apples is sometimes protracted until after 
 January 1st, the cold storage apples being used. 
 
 The "big seller" is the No. 10 size, packed with a half dozen or one 
 dozen cans in a case. Apples should be packed from late fall or 
 win'er fruit, and should be hand packed as well as hand picked, sani- 
 tary cans preferably being used. They should be nicely peeled and 
 carefully cored and cut into one-quarter or one-eighth pieces. The 
 cans should be filled as full as possible before processing, and the 
 fruit should, after being peeled and trimmed of all bruised spots, be 
 dropped in cold salt water to protect it from discoloration. Processing 
 
96 HOW TO BUY AND SELL CANNED FOODS. 
 
 too long or too heavily softens the fruit too much and turns it red in 
 the cans; and yet a too Hght process will permit the contents of the 
 cans to spoil and the cans to swell and burst. 
 
 Summer apples are poor for canning purposes and always turn 
 soft and mushy in the can. Maryland, Missouri, Arkansas and Vir- 
 ginia canners usually haven't the varieties which are best for canning. 
 The best valreties are produced in New York, Michigan, Maine, Ohio, 
 and Wisconsin. I have seen some good canned apples, however, from 
 Pennsylvania and Missouri, Indiana and Kentucky. 
 
 A can of No. 10 apples, to be well packed, should contain from 3>2 
 to 4 pounds of solid fruit after all water is drained out of the can. The 
 color of the fruit should be bright if it has been carefully handled. 
 Windfalls should not be used for canning as they are nearly always 
 decayed at the core to a greater or less extent. It is impossible to 
 han;lle apples without leaving an occasional bruised spot, and buyers 
 should not be too critical in that respect; but apples for canning should 
 be hand picked from the trees. Handling in transportation wil essen- 
 tially bruise them some, however. 
 
 CHAPTER XXXIL 
 
 CANNED CLAMS. 
 
 Canned clams are not of large sale and are used chiefly in soups 
 and in chowders. 
 
 The bivalve mollusk used for canning purposes is the salt water 
 product. The fresh water clam or mussel is not used. 
 
 The round clam, or Quahog, is packed in a very limited way, and 
 1= much higher priced than the long clam. This last is the kind that is 
 almost universally used for canning purposes. Clams should be of a 
 bright color when the can is opened. 
 
 If the brine is dark and the clam dark, the goods have been packed 
 too long and are not of good flavor, the phosphorus' has dissolved the 
 tin on the inside of the can and discolored the contents. 
 
 Clams are packed and sold like oysters, by the net weight of the 
 contents after the can is cut. 
 
 For illustration, there are No. 1 cans of clams which will cut out 
 8 ounces of clams, and No. 2 cans, which will cut out only the same 
 weight. 
 
 They are packed of No. 1 size (containing 6 ounces, 8 ounces and 
 10 ounces), while the No. 2 size is packed to contain 6 ounces, 8 ounces, 
 10 ounces, 12 ounces or 16 ounces. 
 
 So the price varies according to the weight of the contents of the 
 cans, and each shipment should be tested for the weight specified in 
 
HOW TO BUY AND SELL CANNED FOODS. 97 
 
 the contract. Clams (soft shell) are packed chiefly in Maine and in 
 Massachusetts. Hard shell clams are packed almost solely on Long 
 Island. 
 
 CHAPTER XXXIII. 
 
 CANNED OYSTERS. 
 
 Oysters are extensively canned in the United States, in Great 
 Britain and in France. The Chesapeake Bay for many years was the 
 chief source of supply, and Baltimore became (and is yet) the great 
 center of the oyster industry. Oysters are the most popular of all food 
 shell fish. 
 
 The oyster beds of The Chesapeake Bay have been dredged until 
 the larger oysters have all been removed and until stringent legislation 
 had to be enacted to prevent the extermination of the bivalve. 
 
 In the South, however, at several points along the coast of the 
 Gulf of Mexico in Florida, Mississippi and Louisiana, as well as in the 
 waters of South Carolina, Georgia and Virginia, oysters have been 
 found or planted and the beds cultivated until the yield has been so 
 abundant and the quality so fine that the industry has almost been 
 transferred to those localities. 
 
 There has been more fraud and deception practised in the packing 
 of cove oysters than in the packing of almost any other product. A 
 law was passed once by the Maryland Legislature requiring that the 
 net weight of oyster meat in the cans be stamped in the tin on the 
 cap of the can. This law has become inoperative — very much* to the 
 regret of those who believe in honest canned foods. 
 
 Reputable packers, however, now try to adhere closely to the fol- 
 lowing weights of oyster meat: 
 
 No. 1 size 1^ ounces meat 
 
 No. 1 size 3 ounces meat 
 
 No. 1 size , 4 ounces meat 
 
 No. 1 size 5 ounces meat 
 
 No. 1 size , 6 ounces meat 
 
 No. 2 size 3 ounces meat 
 
 No. 3 size 6 ounces meat 
 
 No. 3 size 8 ounces meat 
 
 No. 2 size 10 ounces meat 
 
 No. 2 size 13 ounces meat 
 
 It is best to inspect purchases carefully and to see that the weights 
 received are those bought. In order to test weights, cut the can, draw 
 off the liquor, weigh in the original can, then pour the contents into a 
 receptacle and weigh the empty can. This will test the weights and 
 enable the purchaser to compare them with the invoice. 
 
 The best weighing apparatus for canned foods, however, is an 
 even balanced scale, — one platform for weights, the other for articles 
 to be weighed, — with tested loose weights running up to ten pounds 
 and having a side graduated beam that will weigh as little as an eighth 
 
98 HOW TO BUY AND SELL CANNED FOODS. 
 
 of an ounce. Such a scale is sufficient in capacity, convenient, and 
 usually reliable. 
 
 A set of pans, white enamel lined, of various sizes for sampling 
 canned foods, is more desirable than dishes. Each pan should be care- 
 fully vsreighed empty and its weight marked on the side with black iron 
 enamel paint. Then it will not be essential to weigh the pans each 
 time. 
 
 A tin strainer with a wire mesh bottom, the meshes one-quarter 
 inch in size, is the standard for draining and weighing tomatoes, 
 oysters, apples and nearly all articles except peas. 
 
 An effort should be made by all wholesale houses to induce 
 retail grocers to buy and distribute choice qualities of cove oysters 
 and well-filled cans containing an honest quantity of oyster meats. 
 There is no other way to reinstate this formerly popular article in 
 public esteem and to prevent cove oysters from being entirely driven 
 from the market by competition with fresh oysters (which are now 
 shipped and sold nearly everywhere). 
 
 Selling and Buying Points. — See that the weight you contracted 
 for is in the cans. Do not reject or condemn or approve by cutting 
 one can. Cut several, and if the weight is fairly uniform and averages 
 up to contract, it is a good delivery. 
 
 The oyster meats should be of good size, bright in color, free from 
 green color, and the liquor on the oysters should be only a little cloudy, 
 not white and milky or viscid. 
 
 A No. 2 can of Extra Selected or Fancy large oysters, containing 
 about 10 or 12 ounces of oyster meats, is a good article for a jobber to 
 have under private label so he can push the sale of it. A good trade 
 can be built up — especially by a house that has mountain, mining, 
 shipping, oi lumber trade — on such an article, and at a handsome 
 profit. The quality will bring repeat orders. 
 
 Some packers use what is called "shanghai" or extra tall cans ; 
 but no advantage to the consumer is thereby given, in fact, the cost 
 often is greater. ..The weights are no greater, the extra size of the can 
 being merely deceptive. 
 
 Canning of oysters is usually in progress from October 1st to 
 April 1st, and, in most States, is regulated, as to date by law. Oysters 
 were the pioneers of the canning industry in the United States, being 
 about the first articles hermetically sealed in cans. 
 
 Oysters are cultivated extensively by being planted in beds in 
 favorable water and localities, and protected until of proper- size. They 
 are gathered from deep water by dredging, from shallow water by 
 tonging. The protection of their oyster beds by the laws of Maryland 
 and Virginia, and the policing of the waters were just beginning to 
 restore or renew the famous oyster beds of the Chesapeake Bay when 
 
HOW TO BUY AND SELL CANNED FOODS. 99 
 
 the 1914 Legislature of Maryland practically killed the law that had 
 done so much good, and Maryland's advance has been checked. 
 
 The following requirements as to cut out weights are now na- 
 tionally in force : 
 
 (Government Bulletin No. 19, of date October 11, 1913.) , 
 
 Contents of Canned Oysters : 
 
 For the m formation of oyster packers, we print the following let- 
 ter, by permission of the Board of Food and Drugs Inspection of the 
 Department of Agriculture : 
 Mr. Frank E. Gorrell, 
 
 National Canners' Association, ' 
 
 Woodward Bldg., Washington, D. C. 
 Dear Sir: 
 
 An examination of samples from many of the packers of oysters 
 put up during the season of 1913-13 shows that the weights of drained 
 oyster meat "cut out" frequently fall below those agreed upon by the 
 canners at the meeting of October 1, 1913, and accepted by the Board 
 as satisfactory pending further investigation of the subject. 
 
 This shortage, which amounts to 10 or 15 per cent, of the weights 
 agreed upon, has been observed in cans of all sizes except the No. 1 
 tall and No. 2 tall, .which are used exclusively for packing select and 
 extra select oysters. Cans are sometimes found which contain more 
 than the agreed weight, but this is exceptional. 
 
 It is believed that this shortage in weight is not intentional, but 
 is due rather to the fact that insufficient allowance has been made for 
 loss m weight of oysters through processing ; or, in cases where a gain 
 in weight occurs, this gain has not been as great as was expected. By 
 a somewhat closer attention to the question of loss or gain in pro- 
 cessing, canners should have no difficulty in avoiding shortage in the 
 packs prepared during the season of 1913-14. This notice is issued to 
 inform the trade that, pending further investigation, the weights agreed 
 upon by the canners at their meeting in Washington in October, 1913, 
 will be regarded by the Board as satisfactory fulfilling the requirements 
 of Food Inspection Decision No. 144. It is expected, however, that 
 the "cut out" weight of all cans shall conform with this agreement, and 
 where a variation occurs it shall be as often above as below the agreed 
 weight. 
 
 "The weights which have been agreed upon are given below : 
 Size of Can.. ' Weight of drained 
 
 Diameter. Height. Oysters "cut out." 
 
 2 11-16 inches 2 3-4 inches 3 ounces 
 
 2 11-16 inches 3 6-16 inches 4 ounces 
 
 211-36 inches 4 No. 1 5 ounces 
 
loo HOW TO BUY AND SELL CANNED FOODS. 
 
 3 3-S inches 3 15-16 inches 8 ounces 
 
 3 3-8 inches 4 9-16 No. 2 10 ounces 
 
 (Signed) CARL L. ALSBURG, 
 
 Chairman." 
 
 Jt will be recalled that Food Inspection Decision No. 144, referred 
 to in the above letter, states : 
 
 "The can, in canned food products, serves not only as a 
 container, but also as an index of the quantity of food therein. 
 It should be as full of food as is practicable for packing and 
 processing without injuring the quantity or appearance of 
 the contents." 
 
 Oyster packers will therefore take notice that in order to comply 
 with the requirements of that decision, their cans should contain the 
 weight of drained oysters as set forth in the foregoing letter, otherwise 
 their product will be liable to seizure. 
 
 CHAPTER XXXIV. 
 
 CANNED BLACKBERRIES. 
 
 This well known berry grows wild throughout the United States 
 and in many other parts of the world. There are several varieties. 
 One of these, sometimes called the dewberry, grows on a running or 
 dwarf vine and has usually much larger fruit than the wild black- 
 berry. Cultivated berries are much superior to wild berries. Wild 
 berries grow to greatest perfection and size in the shade among or 
 under tall trees. 
 
 It is a justly popular and luscious berry, quite delicious and ex- 
 ceedingly wholesome. In canning it retains its shape and color fairly 
 well and keeps its flavor. 
 
 The Baltimore Exchange standard for blackberries is as follows : 
 '■'Cans to cut out not less than two-thirds full after draining; fruit to 
 be sound ; put up in water." 
 
 Canners claim that when the can is filled as full as possible with- 
 out crushing the fruit, that it will shrink in processing and cut out 
 not over two-thirds full when drained. 
 
 It is a fine pie berry, though some object to the numerous seeds 
 which these berries contain. 
 
 It also makes a fine, rich-flavored preserve when canned in heavy 
 syrup. 
 
 Its largest distribution is in No. 10 cans to the bakery trade for 
 pies, and in No. 2 and No. 3 tins in water for home-made pies. 
 
HOW TO BUY AND SELIv CANNED FOODS. loi 
 
 Quite a quantity of the pack, however, is put up in No. 2 cans in 
 rich heavy syrup. A fine jam or marmalade is also made from this 
 berry. And fine cordial, made from the juice of the blackberry, is pre- 
 scribed by physicians for use in indigestion. 
 
 In droughty seasons blackberries "dry up" or shrivel on the vine. 
 They should not then be canned as they lose flavor and become bitter. 
 
 Selling and Buying Points. — It is best to handle this fruit in No. 2 
 cans in syrup, as color, flavor and value are best retained in this 
 way. The fruit, when for pies, must, of course, be packed in water. 
 
 The fruit should be ripe (black) and no red or green berries should 
 appear in the cans. The berries should be soft and the fleshy seed 
 coverings well rounded up and not shriveled or dried up by the sun's 
 heat. No leaves, sticks or grit should be found in the cans. Dried 
 blackberries have been used in the past for canning, but this is no 
 longer done. 
 
 CHAPTER XXXV. 
 
 CANNED RASPBERRIES. 
 
 This berry is very ancient in its derivation and its history is lost 
 in antiquity. It grows wild all through American and European 
 countries ; but as the cultivated raspberry is superior to the wild berry 
 it is extensively cultivated. 
 
 There are a great many varieties or kinds of raspberries, as the 
 Red, the Black and the Yellow ; but the kinds that are best known and 
 that are best for canning purposes are the Black, the Cuthbert Red, 
 and the Columbia Red varieties. 
 
 This berry retains its natural flavor better when canned than 
 most any other fruit or berry. 
 
 The black raspberry is best known and is most generally grown, 
 holds its color and shape well, and retains its flavor almost perfectly 
 when canned. 
 
 It is packed in No. 2 cans in water and syrup, and in No. 10 cans 
 in water only for preservers and for pie use. 
 
 The Cuthbert Red Raspberry is a very delicate berry and is easily 
 disintegrated by heavy cooking or processing. It has a very rich, 
 delicious and penetrating flavor and is almost exclusively used by 
 preservers for jams and marmalades, or for preserving in glass. It is 
 easily deprived of its color by heavy processing or by contact with 
 tin. It is therefore almost altogether packed in inside enameled, sani- 
 tary cans — which seem to hold the color of the fruit. 
 
 The Columbia Raspberry is a larger berry than either the Black 
 or the Cuthbert. It is a red berry, but is a dark red and is not ift 
 favor with preservers as it "cooks up" quite dark. 
 
102 HOW TO BUY AND SELL CANNED FOODS. 
 
 The standard of the Baltimore Canned Foods Exchange for canned 
 raspberries is as follows : 
 
 "Cans to cut out not less than two-third full after draining; fruit 
 to be sound. Put up in not less than ten degrees cold, cane sugar 
 syrup." 
 
 Selling and Bu3nng Points. — The contents of the cans should be 
 free from leaves, sticks and grit ; the berries of uniform color, and free 
 from soft, unsound, green or underripe fruit. 
 
 CHAPTER XXXVL 
 
 CANNED HOMINY. 
 
 Hominy is prepared from Maize or Indian corn, which grain is, 
 according to the best authorities, indigenous to North America. Some 
 historians have claimed that it originated in India, Turkey, Peru, etc. ; 
 but no credible proof has been produced, and it is now held that 
 maize, or corn as it is popularly called in the United States, is a native 
 North American product. 
 
 Corn is enormously produced and consumed in this country; but 
 efforts to popularize the use of its products in European and Asiatic 
 countries have, so far, met with poor success. 
 
 Plominy is one of the most edible and popular forms into which 
 corn is converted for human food, but canned hominy is a product of 
 recent introduction. 
 
 Hominy, as originally made by the early settlers of the United 
 States, was produced from white corn, the hard or flint varieties being 
 preferred. It was soaked in water and afterwards subjected to the 
 action of a weak solution of wood ash lye. This had the effect of 
 removing its outer hull or skin, leaving the white kernel for food. The 
 hominy so made could then be dried, would keep sweet and good for a 
 long time, and made a fine, nutritious and palatable food to be eaten 
 with milk or cream, or butter, or sugar, or syrup, or even with salt' 
 alone. 
 
 It is an excellent and a very cheap food, and canners during the 
 past fifteen years have been giving it considerable attention. 
 
 Tt is still prepared by some canners by the old-fashioned lye pro- 
 cess, but is also decorticated by machinery through a friction process, 
 which takes the skin or outer integment from the grain. It is then 
 thoroughly cooked in steam kettles, put into cans, processed, and put 
 on the market. 
 
 For some reason, not well known to canners, hominy is difficult 
 to process properly, as it seems to be predisposed to turn black in the 
 cans ; and many thousands of cases have been lost through experiment- 
 
OUTSIDE AND INSIDE WINDOW DISPLAY 
 BRING GOOD BUSINESS 
 
INSPECTING SCENE IN MEAT DEPARTMENT OF 
 LIBBY, McNeill & LIBBY 
 
 MEAT CANNING 
 
HOW TO, BUY AND SELL CANNED FOODS. 103 
 
 ing by inexporienced packers. In fact, there seems to be a chemical 
 element in hominy that has an affinity for the coating of tin and under- 
 lying iron sheets of a tin can, often causing the article to turn dark in 
 a short while after it is packed. 
 
 Some claim that this is caused by the use of the lye solution in 
 the old method, but it is found to an extent even in pearl or decorti- 
 cated hominy. 
 
 Packers of canned foods now, however, believe that they have 
 solved the problem by the use of inside enameled tin cans, the grain 
 thereby being kept from contact with tin. The superior reliability 
 of that style of can for hominy has been proven by practical use. 
 
 I, however, have seen several lots of hominy in a few years past 
 which had been packed in tin cans lacquered inside with an inferior 
 lacquer, which were unfit for food, the grain having absorbed the lac- 
 quer and absorbed its flavor. 
 
 This article when canned properly is a most wholesome and pal- 
 atable food, and as it can be produced very cheaply, it permits to the 
 wholesale grocer a fair margin of profit. 
 
 Buying and Selling Points. — Get a guarantee against turning 
 black if in plain cans, and against absorbing the lacquer and turning 
 black and becoming inedible' if in inside enameled cans. 
 
 Do not object to sufficient water in the cans to lightly cover the 
 contents. It is essential to the transmission of sterilizing heat through- 
 out the grain, otherwise the contents would not keep. See that the 
 grain is fully stripped of the outside hull and that the black eyes at the 
 germinating end of the grain are removed by the decorticating process. 
 
 Canned hominy should be dead white in color, not yellow, and 
 should, therefore, be made of the best white flint corn. 
 
 Hominy is packed in No. 2, No. 2}^, No. 3 and No. 10 cans, largely 
 in Indiana, Illinois, Ohio and Iowa, and to a less extent in other states. 
 It affords a good opportunity for the use of private or house labels 
 profitably. 
 
 CHAPTER XXXVII. 
 
 CANNED KRAUT. 
 
 Packed usually in No. 3 and No. 10 size cans, this article of food 
 is of ancient use and manufacture, but only in recent years has it 
 been hermetically sealed in cans. The undertaking has proven pop- 
 ular, however, and the production and sale of canned kraut is now 
 a very important branch of the industry. 
 
 The kraut which is hermetically sealed in cans is identical as 
 to cure and quality with the kraut which is sold in casks, being 
 cured by the same process in large vats or tanks. 
 
104 HOW TO BUY AND SELL CANNED FOODS. 
 
 This description is applicable, of course, only to kraut properly 
 cxjt and cured by the best processes and by people of experience. 
 
 Some kraut is merely chopped cabbage, neither properly cut or 
 properly cured, and that kind is sometimes canned. 
 
 The standard of quality has, however, been so improved and 
 advanced in a few years past that the kraut maker who merely 
 chops up a lot of cabbage leaves, cores and all, salts it down and 
 puts it on the market, finds that here is no sale for his stuff except 
 for fertilizing. 
 
 Long cut or shredded kraut is the only style now used by the 
 best manufacturers. These obtain imported machinery for making 
 it; and many of them have brought over trained kraut makers from 
 Magdeburg, Munich and from other famous kraut producing locali- 
 'ties to manage their factories. 
 
 Kraut can be packed to best advantage in sanitary cans, and 
 isome canneries are even using the enameled inside sanitary cans. 
 
 This article is one of the most honestly packed products in the 
 canned food line, and the contents of the can are pressed in solidly 
 and firmly, with but very little water. It was formerly packed with 
 pork or sausage in the can, but seldom so packed now. 
 
 Buying and Selling Points. — See that the cans are solidly packed, 
 so much so that when the contents are poured out of the can they 
 will stand alone in a solid mass. The cut of the cabbage should be 
 long or shredded, the color a light rich yellow. Kraut usually keeps 
 reliably in cans, as it undergoes a heavy preliminary cooking before 
 it goes into the cans, and is then heavily processed afterward. 
 
 Good, well cured kraut has a rich, lively odor when the can is 
 opened, caused by the fermentation process. If it does not smell 
 it has not been properly icured. 
 
 The inconvenience, trouble, annoyance, slop, smell and spoilage 
 in handling kraut in casks is all avoided in selling canned kraut; in 
 addition in this way the dirt, filth and unsanitary and unwholesome 
 conditions under which bulk kraut is retailed are all avoided. 
 
 CHAPTER XXXVIII. 
 
 CANNED PUMPKIN AND SQUASH. 
 
 Canned Pumpkin. — This article is packed usually in No. 3 or in 
 No. 10 cans, and is of fine merit. The pumpkins are cleaned, thor- 
 oughly cooked, and then the meat is reduced to pulp by a machine 
 used for that purpose. It is next carefully screened and strained 
 in order to take out all hull or other useless parts, put in cans, and 
 ^hermetically sealed. A centrifugal machine or cyclone is used by 
 
HOW TO BUY AND SELL CANNED FOODS. 105 
 
 some canners to separate the soft pulp of the pumpkin from the 
 fibrous parts. 
 
 It was formerly the case that pumpkin had an admixture of corn 
 starch to make it appear firm or solid in the can and of a light color; 
 but that article is no longer used for a filler (neither is any other 
 adulterant), as there is scarcely anything which could be used that 
 costs as little as pumpkin. 
 
 Pumpkin which is firm, and which can be sliced with a knife 
 when turned out of the can upon a dish, is either compressed by 
 machinery or stiffened with corn starch. 
 
 The pumpkin belongs to the gourd family of vegetables, as does 
 the squash, and both have been used as food for men and animals 
 since history began, since both are grown in all parts of the world. 
 They are wholesome and nutritious and deserving of a much wider 
 use than they have so far attained. 
 
 Buying and Selling Points. — Pumpkin in cans should be of a 
 deep golden color, somewhat darker than the natural yellow color 
 of the flesh of the pumpkin, as cooking darkens the color slightly. 
 It should be of a moist consistency, but not too moist, just so it 
 can be stirred with a spoon in the can and that it will heap up mod- 
 erately when poured in a dish. It should be free of black streaks 
 or discoloration and of specks, and should be so pulped that its con- 
 sistency is smooth and of fine texture and not lumpy or shredded. It 
 should be of natural flavor. 
 
 Canned Squash. — Two varieties of squash are used for canning 
 purposes in the United States — the Boston Marrow Squash and the 
 Hubbard Squash. Both kinds have their friends, and some buyers 
 advocate the superiority of each kind. It is packed like pumpkin, 
 in No. 3 and No. 10' cans, and in about the same way. Squash as a 
 vegetable is found throughout the world, and, like pumpkin, belongs 
 to the gourd family. It is generally pulped and put in the can, but 
 it is sometimes cut up into squares and packed in that way in cans 
 to be baked and eaten with butter. There is no way to tell the 
 dififerent kinds of squash apart in the can except by a slight difference 
 in flavor which cannot be described. 
 
 Buying and Selling Points are practically the same as those of 
 pumpkin. 
 
 CHAPTER XXXIX. 
 
 CANNED PORK AND BEANS AND RED KIDNEY BEANS. 
 
 Pork and beans were labeled Baked Beans until the National 
 Pure Food Law went into effect. It was then decided that beans 
 cooked by steam in cans could not properly be labeled "Baked," so 
 they now are designated Pork and Beans. When beans are packed 
 
io6 HOW TO BUY AND SELL CANNED FOODS. 
 
 without pork, they are labeled "without pork;" when they are packed 
 with tomato sauce, they are so labeled; and when without tomato 
 sauce, they are merely marked "Plain." 
 
 There are many kinds of beans, all of great antiquity. As a 
 food product for men and animals they are well known in most 
 parts of the world. 
 
 Canned "Pork and Beans" have been popularized in the United 
 States in about fifteen years past by extensive advertising. There are 
 three or four factories which contend for the trade in that way, and 
 have built up a great sale for their brands. 
 
 One manufacturer is reputed to sell more than a million cases 
 per annum. There are hundreds of smaller canneries, and nearly 
 every wholesale grocer in the United States pushes his own private 
 or house brand of "Pork and Beans." 
 
 Pork and Beans, so popular in the United States, are made from 
 Michigan or New York white or pea beans, cooked with a piece of 
 pork, and are largely sold in tomato sauce. 
 
 They are packed in Nos. 1, 2, 3 or 10 cans, and in about three 
 grades — Standard, Extra Standard and Fancy. The standard grade 
 is made from third grade beans, and some pebbles or small gravel 
 will occasionally be found in the can, as well as some discolored or 
 imperfect beans. 
 
 The Extra Standard grade is made from second or "Samico" 
 Michigan white beans, free from gravel or pebbles, but not entirely 
 free from imperfect beans, though the rain damaged or stained beans 
 used in this grade do not show after the beans are cooked. The 
 Fancy Grade is made from, choice, hand-picked, white pea beans. 
 The beans are picked over a second time before they are cooked by 
 canners, making the grade as near perfect as possible. The grade 
 of tomato sauce or catsup used upon Extra Standard and Fancy is 
 the same, being pure tomato sauce, made from whole red ripe toma- 
 toes. The sauce on the Standard grade is of a poorer quality usually, 
 frequently made from tomato peelings at canning factories.. This, 
 however, is now being stopped. The Pure Food Inspectors of the 
 National Department of Agriculture are very vigilant in relation to 
 tomato catsup and tomato sauce of late, and buyers should be careful 
 to know that their purchases of Pork and Beans, in tomato sauce 
 especially, are made by responsible and dependable canners who use 
 a tomato sauce which is guaranteed to comply with the bacteriological 
 test required by the United States. 
 
 This article is steadily salable and gives to wholesale grocers 
 good profits and permanent patronage when pushed under their own 
 labels. 
 
HOW TO BUY AND SELL CANNED FOODS. 107 
 
 Buying and Selling Points. — Pork and Beans should show no 
 moisture or water in the can. They are subjected to a preliminary 
 cooking and the moisture is all absorbed by the beans. Each can, 
 unless it is marked "Without Pork," should have a small piece of 
 boiled pork therein. The beans should be tender — each bean in the 
 can should be so. Undercooked or raw beans can be detected by 
 their being hard and tough and of a poor flavor. 
 
 Such beans will cause those who sell them a loss of money and 
 customers. The tomato sauce used on Pork and Beans should be 
 made from the whole ripe tomatoes and carefully tested to comply 
 with the National Pure Food Law as to bacteria. 
 
 The beans should be of a very light brown color, and the tomato 
 sauce should be well distributed through the beans and not collected ' 
 at one end of the can in thick pulp. 
 
 Our description of the grades in which beans are packed will 
 show buyers what to expect in each grade as to imperfections. This 
 is a cheap and nutritious food, splendidly wholesome, and growing 
 rapidly in public appreciation. The contents of cans being very solid 
 and the beans packed almost dry, the preliminary cooking should 
 be carefully done. Beans are hard to sterilize by processing and the 
 center of the can is hard to reach, as there is no water in the cans 
 and therefore no conducting medium for the heat. The designation 
 "Baked Beans" has been abandoned, as it is usually misleading. 
 
 Red Kidney Beans. — These beans are quite popular and salable 
 in cans. They are packed in No. 1, No. 2 or in No. 10 size. There 
 are two kinds, the Red Kidney and the Improved Red Kidney. 
 
 The latter is darker and glossier in the can than the first named, 
 but many like the old style or kind best. These beans are packed 
 plain usually, but sometimes with pork and with tomato sauce. 
 
 Buying and Selling Pdints are practically the same as of Pork 
 and Beans. 
 
 CHAPTER XL. 
 
 CANNED BEETS. 
 
 One of the most difficult articles to preserve satisfactorily, and 
 yet one of the most meritorious and desirable of canned foods, is 
 treated of in this chapter. 
 
 Canned beets are growing rapidly in common use, despite the 
 difficulty packers experience in having them hold their natural color. 
 
 The action of the acid in beets on the tin forms a chemical ele- 
 ment which causes the beets to turn yellow and pale, thereby depriv- 
 ing them of that beautiful red color which the fresh beets possess. 
 This chemical change does not sour the beets nor have any very 
 
io8 HOW TO BUY AND SELL CANNED FOODS. 
 
 perceptible eifect upon their flavor,- but it does render them unmer- 
 chantable and unsalable. 
 
 Some packers claim to have overcome this trouble by crushing 
 the larger beets and using the red liquor extracted from them instead 
 of water to fill the cans, but their efforts have proven futile. 
 
 Sometimes a lot of beets, canned, processed and hermetically- 
 sealed at the same time (and grown in the same soil), will prove 
 irregular, some holding their color, others turning yellow or white. 
 This variation does not occur, however, in the same can. 
 
 It has been claimed that beets grown on fertilized ground replete 
 with nitrogenous matter will not hold their color when canned. 
 
 It has been found recently that inside lacquered or enameled 
 cans will positively preserve the red color. This goes to confirm the 
 theory that the fading is caused by the action of acid on the tin, 
 as the tin is protected in inside enameled cans from the acid, and the 
 beets hold color. 
 
 Beets are packed in Nos. 2 and 3 or in No. 10 cans. The smaller 
 beets, after being carefully cooked, peeled and washed, are graded or 
 assorted as to size, and are packed into the cans whole — the smaller 
 sizes being regarded as the most desirable. The larger beets are 
 cut into quarters or smaller pieces, are packed into cans and labeled 
 "Cut Beets," and are then sold at a low price. Beets are usually 
 graded into four sizes by being passed over a table with holes of 
 the various sizes thereon. New York, Maryland, Missouri, Min- 
 nesota and Ohio produce nearly all the canned beets used. 
 
 Buying and Selling Points. — Only beets packed in inside enameled 
 cans should be used. When packed in other cans the danger of 
 fading is too great. The size in various grades should be uniform 
 and the price graduated accordingly. 
 
 Beets should be carefully washed free of all earth and imper- 
 fections before canning them, and no roots, leaves or stems should 
 be found in the cans. If a lot of canned beets is faded or has turned 
 light in the can, reject the goods. They cannot be sold and are un- 
 merchantable. Cut beets at low prices are more salable than the 
 seelcted small beets at fancy prices. 
 
 A stock of beets should not be carried over from one year to 
 another, as age seems to fade them — especially when packed in the 
 plain inside cans. 
 
HOW TO BUY AND SELL CANNED FOODS. 109 
 
 CHAPTER XLI. 
 
 CANNED SPINACH. 
 
 This article has largely increased in use in five years past, attrib- 
 utable to the fact that nearly all packers having been striving to 
 excel others as to the quality of their output. All have been giving 
 splendid values, thereby popularizing the article. 
 
 It has for hundreds of years been a well-known "pot herb," but 
 canning of it is of but recent date in this country, though the French 
 have canned it for many years. 
 
 The Baltimore Standard of Canned Spinach is: "Cans to cut 
 out reasonably full, gross weight of No. 3 cans, 39 oz." 
 
 Baltimore canners excel in this article and their product stands 
 as high in the esteem of the trade as either New York or New Jersey 
 packs, which are usually held at higher prices. 
 
 Buying and Selling Points. — Spinach (or Spinage) grows low 
 to the ground, and the rains and winds are apt to load its leaves, 
 which are somewhat rough and fibrous, with sand or grit. This 
 should be washed away from the leaves most thoroughly, and in 
 most factories the leaves pass almost constantly, while in prepara- 
 tion, under jets of water and are turned and washed repeatedly. 
 
 Turn the contents of the can out into a dish or pan, then feel 
 the bottom of the receptacle with the tips of the fingers for sand or 
 grit deposited by the water on the bottom. 
 
 If grit or sand is found to any extent, the goods should be re- 
 fused. It is a most disagreeable experience to a consumer to find 
 a mouthful of sand cooked with his greens. 
 
 The thick, coarse stems of the plant should not appear, and will 
 not unless the spinach is too old and large. 
 
 See that all dead and yellow leaves have been taken out carefully. 
 
 A weight stipulation that is sometimes used is that spinach shall 
 be packed 24 ounces of blanched spinach to a No. 3 can and 72 ounces 
 of blanched spinach to a No. 10 can. This is about all that can be 
 put in a can if it be processed safely. It is hard to judge whether 
 this weight has been put in, however, except by the fill of the can, 
 since weighing it cut out must necessarily include a lot of water 
 which will not drain off quickly. 
 
no HOW TO BUY AND SELL CANNED FOODS. 
 
 CHAPTER XLIL 
 
 CANNED SWEET POTATOES. 
 
 This article is packed almost exclusively in No. 3 and No. 3)^ 
 cans. It has been put on the canned food list during recent years. 
 
 Sweet potatoes are packed dry and as near whole as possible. 
 They are parboiled or cooked and then peeled or skinned while hot. 
 They are next placed in the can, pressed in, capped, sealed and 
 processed. 
 
 Small potatoes that will go into the cap of the can are preferable ; 
 but of late sanitary cans have been used in preference to cap cans and 
 larger potatoes used. 
 
 Owing to the heavy preliminary cook sweet potatoes are not 
 difficult to process reliably. 
 
 The chief points of care in packing are to select sound potatoes, 
 free from bruises or frost bite, and to prevent the potatoes from 
 becoming water-soaked. They should not be impaled upon a fork 
 when they are being peeled for packing in the cans, as these per- 
 forated potatoes seem to soak up moisture quickly and become watery. 
 
 The white or yam sweet potatoes of the South are not suitable 
 for canning purposes, and the yellow or Jersey sweet variety is almost 
 exclusively used. 
 
 Sweet potatoes originated in South America, and are very pop- 
 ular all through North and South American countries as a food product. 
 
 Buying and Selling Points. — See that sweet potatoes are packed 
 dry, that is to say, that very little moisture appears in the can, and 
 that the potatoes are not water-soaked, though they should be well 
 cooked and soft. They should be packed as nearly whole as possible, 
 in the can and of a uniform color. This later stipulation belongs, 
 however, only to the fancy grade ; packers are not so careful with 
 the standard grade. The potato should be perfectly and carefully 
 peeled, all discolored or black spots being removed. These spots 
 are caused by blight, bruises in handling, or by frost or freezing. 
 
 CHAPTER XLIII. 
 
 STRAWBERRIES, BLUEBERRIES AND GOOSEBERRIES. 
 
 Strawberries have been known and grown for centuries and are 
 probably the most delicious and popular of all berries, owing to 
 their fragrance, flavor and abundance in season. 
 
 These berries are now to be had fresh at all times of the year, 
 transportation and refrigeration having brought the gardens of the 
 South to the thresholds of the North. 
 
HOW TO BUY AND SELL CANNED FOODS. m 
 
 The canning of strawberries is difficult, as they will not with- 
 stand processing or "stand up" in the cans, and it is hard to put enough 
 ■berries in a can to have them cut out a fairly acceptable quantity. 
 Some varieties stand processing better than others, but there are 
 so many varieties and so many claims of superiority that it is im- 
 possible to enumerate them. 
 
 The preservation of the color of the berries in canning, a most 
 important feature, has been greatly simplied in a few years past by 
 the use of inside enameled sanitary cans, which cans unquestionably 
 do preserve that rich red color so essential to the acceptability of 
 the canned product. 
 
 The heavier the syrup the better the strawberries will retain 
 their color and flavor; and preserved goods, a pound of sugar to a 
 pound of fruit, though expensive, are the best value. 
 
 Buying and Selling Points. — Strawberries packed in water are of 
 but little value, as they shrink and fade until they are wholly unde- 
 sirable for any purpose. Packers do themselves a great injustice and 
 the canning industry a great injury when they put a small handful 
 of strawberries in a No. 2 can and then fill the can with water, giving 
 the consumer nothing for his money except an impression that all 
 canned foods are a fraud and a swindle. 
 
 Even the packing of strawberries in No. 10 cans, in water, for 
 preserving purposes, is a poor method of handling them. 
 
 See that the berries have been washed carefully and are free of 
 sand ; also that leaves and stems are absent from the cans. 
 
 The Baltimore standard for strawberries is : "Cans to cut out 
 after draining not less than half full of fruit. This shall be sound 
 and not of the variety known as seedlings, and must be put up in 
 not less than 10 degrees cold cane sugar syrup." 
 
 Gooseberries. — This is a pie fruit, being naturally so sour and 
 tart that it can not generally be used otherwise. 
 
 It makes a fine jelly and, when put up in glass "Wiesbaden" 
 style, makes a handsome preserve. It is a very hardy berry and 
 grows upon a shrub or bush yielding abundantly. Ripe gooseberries 
 turn quite dark, but are seldom used, the fruit always being packed 
 green. As a pie fruit it requires a great deal of sugar but has a 
 delicious flavor. 
 
 Canners do not give much attention to gooseberries, but quite 
 a quantity are nevertheless packed. They are heavy with seeds and 
 are hard to process so that they will keep in cans more than one 
 season. The large quantity of acid in the berry renders this still 
 more difficult. They are packed usually "Stemmed and Blowed," this 
 being done by a machine, but some still pack them with stems and 
 blooms on the fruit. 
 
112 HOW TO BUY AND SELL CANNED FOODS. 
 
 Buying and Selling Points. — The Baltimore standard is : "Cans 
 to cut out not less than two-thirds full after draining. Fruit unripe 
 and uncapped put up in water." 
 
 See that all loose stems, sticks and leaves are absent from the cans. 
 Bakers usually require these berries to be put up in No. 10 cans. 
 
 Blueberries. — These berries are almost exclusively used for pies, 
 though some are packed in syrup in No. 2 cans and are delicious for 
 tea table dessert. They are not, as some think, cultivated huckle- 
 berries, but are separate and distinct, fleshier and sweeter than huckle- 
 berries and are chiefly grown in high latitudes and are packed in Maine, 
 Canada and Michigan, chiefly in No. 10 cans in water for pie fruit. 
 It makes a most delicious pie, though the dark color of the berry is 
 rather unsightly when used in pies. 
 
 Buying and Selling Points. — This berry when in cans is apt to 
 swell if carried over from one season to another. The seeds seem to 
 be hard to sterilize. See that cans are well filled with fruit, two- 
 thirds to three-fourths full after draining, and that there is an ab- 
 sence of sticks, stems, leaves, etc. The berries should be ripe and of 
 a good, meaty plumpness. 
 
 CHAPTER XLIV. 
 
 CANNED CHERRIES. 
 
 This fine fruit is found in a wild state in many parts of the world, 
 and has been grafted, improved and cultivated until it is now one of 
 the most luscious and desirable of small fruits. 
 
 The finest cherries produced in the world are grown in California, 
 and the Royal Ann, Black Tartarian and Ox Heart varieties are well 
 known upon the fruit stands as vv^ell as in cans. 
 
 The Royal Ann cherry of California is a white cherry with a 
 red cheek. The red turns brown when the fruit is canned. The Ox 
 Heart cherry of California is not so meaty or richly flavored as the 
 Royal Ann, but it has a distinctive or "pit flavor" of its own, which 
 is greatly relished by some. 
 
 The Black Tartarian is really the finest flavored of all, but its 
 color is not so refined or attractive as that of the white varieties, and 
 it is, therefore, much less salable in cans. But when sold fresh in 
 boxes it far surpasses in sales the white varieties. 
 
 The Baltimore Canned Foods Exchange has a standard for red 
 cherries as follows : "Cans full of fruit, free of specks or decay, put 
 up in water." The same standard applies to white cherries except 
 that they are to be packed in 10 degrees cold cane syrup. 
 
HOW TO BUY AND SELL CANNED FOODS. 113 
 
 Red or Sour Cherries, as they are called, have recently attained 
 an enormous consumption as pie stuff. They are put in No. 10 cans, 
 pitted by machinery, and are largely distributed, so that the world has 
 cherry pie all the year around. These cans of pitted red sour cherries 
 are put up in the juice of the fruit. Inside enameled sanitary cans are 
 generally used, as they are found to preserve the color of the fruit. 
 
 The value of these No. 10 cans of pitted pie cherries is largely 
 based upon color, fullness of cans and freedom from pits, as all are 
 sometimes not perfectly pitted. Red and white cherries in the East 
 are packed in No. 2 cans in water, and in various degrees of syrup,, 
 both pitted and unpitted. 
 
 When packed with the pits in cherries are very apt to swell or 
 spring at the approach of warm weather. Pitted goods are less liable 
 to that trouble. 
 
 CHAPTER XLV. 
 
 CANNED PLUMS. 
 
 The plum tree is as old as the history of the world, and some 
 varieties are to be found in nearly all known countries. It is a hardy 
 tree and grows in most any kind of soil, when well watered, and 
 is not very susceptible to frost. 
 
 The varieties have probably all been developed from one source, 
 and their number is legion. The best known kinds and those that 
 are now most extensively cultivated are the following: Green Gages, 
 Egg Plums, Damson Plums, Prune Plums, Gold Drop Plums, Lom- 
 bard Plums, Red Plums, etc. 
 
 Plums seem to be grown to their greatest perfection in California, 
 Washington and Oregon, beyond the Sierra Madre and Cascade 
 mountain ranges. Prunes are merely dried plums. 
 
 The plum when raised from the seed is apt to degenerate or 
 to return to its original wild state, consequently it is chiefly repro- 
 duced from cuttings. 
 
 Plums are usually canned with the pit, and therefore apt to swell 
 the cans, and it is risky to carry over from season to season. This 
 fruit makes a fine dessert or good pies, and some varieties, especially 
 damsons, are largely used for preserving purposes. 
 
 Plums are packed in No. 2, 2J4, 3 or 10 cans. Being a very 
 prolific producer, this fruit is put into cans at a very low cost and sold,, 
 merit considered, at a very low price. 
 
 Some of the green gage and egg plums of California grow to as 
 large size as hen eggs and are of superb flavor and merit. 
 
114 HOW TO BUY AND SELL CANNED FOODS. 
 
 Pitted plums in cans do not seem to be salable. New York State 
 and Michigan cultivate plums extensively and put large quantities 
 of them into cans. Some canneries separate plums into four sizes 
 before canning by running them over screens. 
 
 CHAPTER XLVI. 
 
 CANNED MEATS. 
 
 Canned meats are prepared now on a very extensive scale, and the 
 processes of this preparation have been gradually perfected until they 
 are generally canned with strict regard to cleanliness, sanitation, 
 purity, net weight and merit, as much so as any canned product 
 known. They are usually prepared in or in connection with the 
 great fresh-meat packing houses and are packed in a large variety of 
 styles and in numerous sizes of cans. Meat canners are exceedingly 
 progressive in their methods. They usually lacquer all their cans, 
 label in a neat and generally attractive style, and prepare their goods 
 for sale in tempting form. They are thus in advance of any other 
 class of canned food packers. The buying points for canned meats 
 involve tests of weight, soundness, flavor and freedom from mis- 
 branding or labeling wrongly. 
 
 A friend of mine (Edward G. McDougall, of Chicago), who is 
 connected with one of the largest canned meat establishments known, 
 has written of them as follows : 
 
 "While the canning of meats for commercial purposes was estab- 
 lished nearly a century ago, during the last twenty-five years it has 
 grown to such an extent that today cooked corned beef, sliced dried 
 beef, veal loaf, chille con-carne, potted and deviled meats, vienna sau- 
 sage, etc., etc., are considered a necessary part of a retail grocer's 
 stock, and these foods can be found in most of the homes throughout 
 this country. 
 
 All meats are canned under Government inspection. The utmost 
 cleanliness is used in their preparation and canning, and their purity 
 is assured. Preservatives are entirely unnecessary, as canned meats 
 are preserved by heat alone and their wholesomeness is unquestioned. 
 
 They are being used more and more in the homes of our people; 
 and the great armies and navies of the world, when they begin active 
 operations, are always provisioned with canned meats. 
 
 Many people have an idea that these products are expensive ; but 
 they will not think so when they stop to consider that a ham, which 
 they purchase in the ordinary manner from the retail butcher, weigh- 
 ing (we will say for example) eightfeen to twenty pounds, when taken 
 home and cooked and the skin, bone and non-edible fat removed, will 
 shrink to nine or ten pounds, a shrinkage of 50 per cent, and that to 
 
HOW TO BUY AND SELL CANNED FOODS. 115 
 
 this must be added the cost of fuel, the time spent in and the incon- 
 venience of doing the cooking. What is true of ham is applicable 
 to all sorts of meats. There is a very heavy shrinkage in cooking, 
 whereas in ready-to-eat meat products, the house-wife gets just what 
 she pays for, properly prepared by an expert chef under ideal sanitary 
 conditions, without the trouble and expense of cooking. 
 
 Canned meats will keep for a lifetime and are ready to serve at 
 a moment's notice. 
 
 Variety of menu is one of the greatest attractions of every well 
 managed household. Here again is where canned meats are a great 
 aid, for the possibilities are almost without limit if the pantry is sup- 
 plied with boneless chicken, deviled ham, ox tongue, corned beef hash, 
 sliced bacon, Mexican tamales, tripe, sliced dried beef, chop suey, 
 sausages, sausage meat, corned beef, chile-con-carne, or any other of 
 these convenient, nutritious and appetizing table delicacies." 
 
 CHAPTER XLVII. 
 
 CANNED MILK. 
 
 One of the most important and most commendable branches of 
 the canning industry is that of condensed milk. This branch of the 
 industry brings great pleasure and luxury to those who go down to 
 the sea in ships; to the armies of the world; to the pioneers of the 
 earth, and to all those who travel, explore or follow their occupation 
 upon the confines of civilization. 
 
 If the babies of the world were to vote upon the popularity of 
 the various canned products, condensed milk would be unanimously 
 chosen. Millions of the motherless little ones, and those needing 
 more than a mother's milk, have been nurtured by condensed milk. 
 
 The industry is most thoroughly placed under and controlled 
 by Government and State inspection, and the product is prepared with 
 the utmost scientific care and with scrupulous regard to wholesome- 
 ness and to sterilization. 
 
 Milk canneries are usually located in the country in dairying dis- 
 tricts, and the dairies, as well as the canneries, are carefully inspected. 
 
 Milk is packed in cans containing 6, 13 or 16 oz. of contents — 
 usually in cases of 3 doz., 4 doz., or 6 doz. cans, according to size 
 of cans. 
 
 The process of condensation or manufacture is quite compli- 
 cated, and was first undertaken as a useful and commercial enterprise 
 by Gail Borden, of West Plains, New York, in 1849. He began the 
 manufacture of "Plain Condensed Milk" at that time, but in 1851 he 
 introduced "Preserved Condensed Milk," or milk mixed with a heavy 
 
ii6 HOW TO BUY AND SELL CANNED FOODS. 
 
 percentage of sugar. In 1861 and all during the war between the 
 States he furnished this product to the great armies of the North. 
 He thus became a man of wealth, as the demand for this product 
 grew steadily. 
 
 In 1865 the canning of milk was introduced into Switzerland, and 
 since then into many or most of the countries of the world. 
 
 Condensed milk can be used for many of the purposes (though 
 not all) for which fresh milk or cream can be used. 
 
 In the past decade milk that is evaporated, or thinly condensed, 
 has, to an important extent, superceded preserved milk in popular use. 
 Evaporated milk is prepared entirely without sugar and is absolutely 
 sterile, thereby being superior in that respect to preserved milk. 
 
 Buying Points and Selling Points for condensed or preserved milk 
 are freedom from what is called "rough milk" — meaning milk which 
 becomes lumpy or granulated in processing; good, bright color, and 
 the flavor as near that of natural milk as possible, 
 
 CHAPTER XLVIII. 
 
 CANNED OKRA. 
 
 This vegetable is an old-world plant and its history extends into 
 remote ages. It has for many years been cultivated in the United 
 States, but grows best in Southern latitudes, being to a certain ex- 
 tent tropical in its nature. It is a plant that produces a capsule or 
 seed case, and this is the part of the plant which is eaten. The 
 capsule grows from four to ten inches in length and is eaten green, 
 being prepared by boiling and mingling with a butter sauce like aspar- 
 agus, or being pickled. It is canned in Louisiana and Mississippi 
 and, to a limited extent, in Baltimore. 
 
 Its most extensive use is as a base for Gumbo soup (the plant 
 is also called Gumbo). It makes a very fine, rich soup, which, on 
 account of the mucilaginous nature of okra, is very thick. 
 
 The most desirable kind of okra is known as the dwarf okra, 
 packed in Louisiana. It has a small pod or capsule that seems to 
 retain its green color when canned as well as to have a certain de- 
 sirable flavor. 
 
 Buj^ng and Selling Points. — The pods should be cut or sliced 
 into pieces about half an inch in length and should be of fresh, green 
 color. If the vegetable is too mature when canned it is not so suc- 
 culent and is apt to turn red from the processing. The article is of 
 limited sale, not being well known to the consuming public. It should 
 be bought in small quantities until a trade is established for it. In 
 many parts of the Southern United States it is quite popular, but it 
 is not well known in other sections of this country. 
 
HOW TO BUY AND SELL CANNED FOODS. 117 
 
 CHAPTER XLIX. 
 
 CANNED SHRIMP. 
 
 Shrimp are sometimes called saltwater crayfish, but not properly 
 so, as there is another species of the same genus of saltwater crus- 
 taceans known as crayfish, which grow much larger than shrimp. 
 
 Shrimp are denizens of deep saltwater except twice a year. Spring 
 and Fall, when they come to shallow water near the shores. The 
 canning of shrimps in the United States is confined almost entirely to 
 the Gulf of Mexico, as the fish is not either large or abundant else- 
 where. 
 
 Putting up shrimps in this way was begun in 1867 by G. W. 
 Dunbar, of New Orleans. His first efforts were unsatisfactory, as 
 the shrimps contained so much phosphorus that the meat would turn 
 black when in contact with the tin. 
 
 In 1875 Mr. Dunbar devised the plan of placing the shrimps in a 
 small cloth bag and then canning them, the bag protecting the meat 
 from contact with the tin. Afterward the cans were lined with thin 
 sheets of wood veneer, and later with oiled paper. All of these meth- 
 ods have their advantages and all are good. 
 
 Shrimps are caught with long seines — sometimes one thousand 
 feet or more in length. When a school is located in water near the 
 shore the seine (which is ten feet deep and has a three-quarter inch 
 mesh) is drawn around the school and pulled in to the shore until the 
 fish can be dipped up. 
 
 When caught shrimps are of a greyish-white color. They are 
 quite delicate and quickly spoil, so they are carefully iced in barrels, 
 taken to the cannery and peeled. 
 
 The body, with the exception of the meat of the tail, is thrown 
 away as useless. When the meat is peeled out of the shell and thor- 
 oughly washed it is boiled in salt water. This causes it to turn red 
 or pink. 
 
 It is then packed in No. 1 cans, containing ij^ ounces of meat, 
 or in No IJ^ cans, containing nine ounces of meat. It is then pro- 
 cessed in the usual way. It is unsafe to pack a greater weight into 
 cans, as the shrimps are apt to solidify, or cake into a solid mass. 
 
 Nearly all the consumption now is of wet packed shrimps, pro- 
 cessed with a pickle or with brine in the can. 
 
 The dry packed always exude an odor and are never so fresh 
 and sweet of flavor as the wet packed. 
 
 The catch or run of shrimp is very uncertain and is largely in- 
 fluenced by the weather — a most unreliable factor on the Gulf Coast. 
 Heavy storms or rough weather seem to deter the shrimp from ap- 
 proaching the shores and to keep them in deep water. On that ac- 
 
ii8 HOW TO BUY AND SELL CANNED FOODS. 
 
 count canneries are frequently compelled to close without packing 
 a shrimp, and values are apt to fluctuate sharply with the state of 
 the supply. 
 
 Shrimps are pleasing to the taste and delicate of flavor, and for 
 salads and stews are preferred by many persons to lobster. 
 
 Buying and Selling Points. — See that the meat is free from dis- 
 coloration. The lining of the can may be discolored next to the tin, 
 but if the meat is not discolored it is acceptable. The shrimps should 
 be carefully peeled, no shell being left on them, and the viscera should 
 be entirely removed. The very large shrimps are apt to be tough 
 and dry, and on that account the medium-sized ones are more desirable. 
 
 In dry shrimps in cans the odor cannot be avoided. It is some- 
 times quite strong when the can is first opened, but it soon evaporates 
 and the meat will be found sweet and good. On this account, how- 
 ever, wet packed shrimps are preferable, as the brine facilitates the 
 sterilization and removes all odor. 
 
 CHAPTER L. 
 
 CANNED RHUBARB. 
 
 Rhubarb is a plant of which the stalks are used in a similar man- 
 ner to those of asparagus ; but, on account of its strong acidity, rhu- 
 barb is used for pies and sauces, in lieu of fruit, rather than as a vege- 
 table. It is a very early spring plant, and, coming just after a long win- 
 ter, constitutes a very agreeable change of diet. It is, therefore, popular 
 until superseded or displaced by berries or other fruits. 
 
 It is canned in a somcAvhat limited way (though it should not be), 
 as it is an unsafe product for canning. The acid of this article is so 
 powerful that it soon dissolves the tin coating on the cans, in fact, 
 canned rhubarb which is more than six months old is unfit for human 
 consumption and is dangerous. On this account the canning of rhubarb 
 is gradually declining, and will soon be entirely discontinued. The 
 writer of this article has had several very startling and disagreeable ex- 
 periences with canned rhubarb. 
 
 Buying and Selling Points. — See that the cans are well filled with 
 rhubarb cut into pieces about an inch in length and that they are sold 
 quickly. Rhubarb should be bought by the wholesaler and by the re- 
 tailer with the understanding that it is to be used promptly. After it 
 has been six months in the can it should be carted to the dump and de- 
 stroyed. 
 
 Inside enameled cans are of no benefit in canning this article, as its 
 acid will absorb the enamel. 
 
HOW TO BUY AND SELL CANNED FOODS. 119 
 
 CHAPTER LL 
 
 CANNED CRABS. 
 
 In this country crabs are canned almost wholly on Chesapeake Bay. 
 James McMenamin was the founder of the industry in 1878 or 1879 at 
 Norfolk, Va., afterward removing his cannery to Hampton, Va. The 
 ocean is full of crabs and the supply unlimited, the season being from 
 April until October. There are two styles of canned crabs. One is the 
 shredded crab meat and the other is known as "Deviled Crabs," but the 
 process in preparing the meat is the same. 
 
 Crab meat is difficult to keep from discoloration, but not so much. 
 so as shrimps or lobsters. It is not a very popular article in cans, and 
 the sale is rather limited, though it should be more appreciated, as it is. 
 of great merit. There is a sweetish and a phosphorescent flavor about 
 canned crab meat that some people dislike, and which does not seem to 
 be present when fresh crabs are eaten. The ordinary blue crab of all 
 the oceans is the kind used for canning in this country. 
 
 The meat is extracted from the shells either by a cyclone or cen- 
 trifugal drum or by the use of compressed air. The latter blows the 
 meat out of the shell. It was formerly picked out by hand. 
 
 The meat should be of a grayish or bluish white color, and the cans 
 well filled, but free from any appreciable quantity of brine, also free of 
 shells and viscera. 
 
 There is an article called "Japanese Crab Meat" which is now ex- 
 tensively imported into this country. 
 
 It is packed in Japan in No. i flat and No. ^ fiat cans. It is very 
 white and has a flavor very closely resembling that of lobster, but the 
 meat is tougher. It is used largely in restaurants and hotels as a sub- 
 stitute for lobster, and when carefully prepared none but an expert can 
 distinguish the two. 
 
 The Japanese crab is prepared from what is known as the spider 
 crab, which grows to quite a large size in the Pacific Ocean, weighing 
 sometimes as much as twenty pounds. It is an ugly crustacean, and 
 looks more like a typical devil of the deep than any other denizen of the. 
 water except an octopus. , 
 
 It is a clean feeder, however, and its meat is sweet and fine flavored.. 
 The Japanese crab meat industry has grown to enormous proportions in 
 the past decade. The meat should be white, clean and free from shell.. 
 Cooking turns exposed portions of the meat a bright pink, as in the case' 
 of shrimps, but the inside portions remain white. It is not shredded 
 like crab meat packed in this country, but is packed in solid pieces in 
 the can. 
 
 Some attempts to pack crab meat on the Pacific Coast have been 
 quite successful in producing a good food made from blue crabs, but so 
 far the production has been very small. 
 
I20 HOW TO BUY AND SELL CANNED FOODS. 
 
 CHAPTER LIL 
 
 CANNED GRAPES. 
 
 This most ancient and honorable fruit is probably oftener spoken of 
 in literature than any other — more, however, in respect to its use in the 
 •manufacture of wine than as an article for canning purposes. Grapes are 
 wholesome and pleasing to the taste, and whether dried as raisins or 
 canned, or made into wine or jelly, juice or vinegar, the fruit prob- 
 ably is in more general use than any other. 
 
 The canned grape never has attained the popularity which it de- 
 serves, because it seems to retain its flavor almost in perfection when 
 canned (if in light syrup). 
 
 In the East the common Concord or black grape is canned to a very 
 limited extent. Here, also, some white grapes are canned. 
 
 In California the white or Muscatel grape is used for canning, and 
 ^t first was exceedingly popular and salable. But the debauching of the 
 -quality of canned grapes by some packers who cared more for the im- 
 mediate present than for the future, and a tendency of the fruit to swell 
 the cans when lightly processed, bringing trouble and loss to all con- 
 cerned in handling them, caused a heavy decrease in the demand for 
 canned grapes, so that wholesale grocers have almost quit including 
 them in their assortments when contracting. 
 
 This is a great pity, as canned Muscatel grapes are not only 
 cheap, but exceedingly wholesome and an excellent dessert. 
 
 In late years canners have begun to improve the quality. The 
 cheaper classes of packers have about discontinued packing since they 
 cannot sell them. 
 
 They now grade the grapes for size — using only the larger sizes for 
 canning and letting the smaller sizes be used for other purposes. This 
 has brought back the demand to some extent, and it is now growing. 
 
 Grapes are also being processed more carefully, so as to stop the 
 germinating tendency in the seeds, as well as the liability to swell and 
 spring the cans. , 
 
 Bujang Points. — Grapes to be white (the dark varieties will not 
 sell) ; to be packed in enough syrup to make them palatable, but not in 
 such heavy syrup as to destroy the natural flavor ; to be free from stems 
 and leaves ; not to be too generally split open in processing, and to be 
 3arge, of uniform size and free from brown discoloration or rust. 
 
HOW TO BUY AND SELL CANNED FOODS. 121 
 
 CHAPTER LIII. 
 
 CANNED SOUPS. 
 
 The putting up of soups has become quite an important branch of 
 the canning industry. The manufacture of soup is quite complicated. It 
 requires not only scientific knowledge of the processes of preparation 
 and of canning, but it also requires great skill and experience in cooking. 
 Hence the most able and experienced chefs are employed by the soup 
 canneries to prepare the many kinds of soups which are placed upon the 
 market. Then to sell soups (which are canned the year round) and to 
 keep the sale equal to the production, expensive methods of advertise- 
 ing and sales managing are essential. 
 
 Under the circumstances, not only experience, but a large capital, 
 is required to conduct successfully the manufacture and sale of soups. 
 The establishments engaged in these enterprises in the United States can, 
 therefore, be numbered on the fingers of both hands. 
 
 There are two kinds of soups manufactured and marketed in the 
 United States — the liquid, ready to serve out of the can when warmed, 
 and the condensed, which are to be mixed with other ingredients like milk, 
 cream or water, before using. 
 
 Many sorts of soups are canned, among them being the following: 
 Bouillon, Beef, Celery, Ox Tail, Mock Turtle, Veal, Chicken, Gumbo or 
 Okra, Consomme, Green Turtle, Clam Broth, Clam Chowder, Mutton 
 Broth, Tomato, Tomato and Okra, Vegetable, Pea, Asparagus, Mulliga- 
 tawney. Vermicelli, Julienne, Cray Fish, Crab, Lobster, Fish Chowder, 
 etc., etc. 
 
 Soups are prepared in canneries that are regularly inspected by the 
 United States government inspectors as nearly all soups are based upon 
 meat or meat juices, and all meats intended for interstate or foreign com- 
 merce are prepared under government supervision. 
 
 It follows that the meats used are of the very best quality (as are all 
 materials used by the big soup canneries), and the canneries are as clean 
 and neat as it is possible to make them by the use of water, steam and 
 labor. 
 
 The prices at which canned soups are retailed are less than they can 
 be produced for at home, and the product is usually superior. 
 
 Buying Points are very difficult to name. The palatability and 
 relish of the soups on the table, the fill of the can, and, in condensed soups, 
 the result of developing them according to direction, and the merit when 
 developed are about the only general guides to judgment that can be rec- 
 ommended. 
 
122 
 
 HOW TO BUY AND SELL CANNED FOODS. 
 
 CHAPTER LIV. 
 
 CANNED FOOD STATISTICS. 
 
 According to the United States census of 1909, the Canning Industry- 
 was analyzed as follows. These figures are, of course, somewhat in- 
 complete, but they are probably as accurate as can be obtained by the 
 method used by the Census Bureau : 
 
 Total number of cases of canned food products 62,700,000 
 
 Total number of canneries 3)76/ 
 
 Total capital invested $119,207,000 
 
 Total paid for raw materials $101,823,000 
 
 Total value of finished product 157,101,000 
 
 Seasons for packing various products m the different States. 
 
 state. 
 
 Apples. 
 
 Apricots. 
 
 Asparagus. 
 
 Baked Beans 
 
 Arkansas 
 
 Jul. 23 to Aug. 15 
 Sep. IT to Nov. 26 
 Sep. 1 to Oct. 31 
 Sep. 30 to Oct. 30 
 Sep. 20 to Oct. 10 
 Aug. 1 to Sep. 1 
 Aug. 10 to Nov. 15 
 Oct. 1 to Nov. 15 
 Oct. 1 to Oct. 28 
 Oct. 1 to Nov. 1 
 
 
 
 Aug. 1 to Nov. 1 
 Aug. 15 
 
 Sep. 18 to Oct. 17 
 Sept. 1 to Nov. 1 
 
 
 1 
 
 California 
 
 June 1 to Aug. 10 
 
 Mar. 25 to July 1 
 May 1 to June 30 
 
 
 
 
 Connecticut .... 
 
 
 
 Delaware 
 
 
 ! 
 
 Georgia 
 
 Illinois 
 
 
 
 
 May 20 to Jun. 20 Jan. to Dec. 
 
 1 (Jo 
 
 
 
 
 
 
 Maryland 
 
 Massacliusetts . . 
 Michigan 
 
 
 
 
 
 
 ....do 
 
 do 
 
 
 
 do 
 
 Missouri 
 
 
 
 
 Nebraska 
 
 
 
 
 New Jersey 
 
 
 May 13 to July i: Jan. to Dec. 
 
 Oct. 15 to Dec. 25 
 Sep. 15 to Dec. 31 
 Oct. 1 to Nov. 20 
 Aug. 25 to Dec. 1 
 July 1 to Dec. 1 
 Oct. to Nov. 
 July 25 to Dec. 1 
 Sep. 1 to Oct. 20 
 
 Aug. 1 to Aug. 15 
 Jul. 20 to Aug. 20 
 
 New York 
 
 Ohio 
 
 May 10 to July 15; Jan. to Dec. 
 
 
 
 
 
 Pennsylvania . . . 
 
 
 
 
 Tennessee 
 
 Juiy'24'to'Oct.'i 
 
 Apr. IS to May 10 
 Apr. 26 to Jun. 10 
 
 
 Utah 
 
 Virginia 
 
 
 
 Aug. 15 to Dec. 10 Julv 1 to Auer. 1 
 
 i 
 
 
 
 
 
HOW TO BUY AND SELL CANNED FOODS. 
 
 123 
 
 Season for packing various products in the different States — Continued. 
 
 state. 
 
 String beans 
 
 Beets 
 
 Blackberries. 
 
 Cherries. 
 
 Arkansas 
 
 California 
 
 Colorado 
 
 Delaware 
 
 Georgia 
 
 Illinois 
 
 Indiana 
 
 Kansas 
 
 Maryland 
 
 Micbigan 
 
 Minnesota . . . 
 Nebraska . . . . 
 New Jersey . . . 
 New York .... 
 
 OWo 
 
 Oregon 
 
 Pennsylvania 
 
 Tennessee 
 
 Utah 
 
 Vermont 
 
 Virginia 
 
 Washington . 
 Wisconsin . . . 
 
 Aug. 1 to Sep. 15 j 
 
 July 1 to Aug. 1 
 
 June 1 to Oct. 1| 
 June 8 to July 27 i 
 Jul. 10 to Aug. 20 1 
 Jun. 10 to Sep. 15 
 
 Jun. 10 to Jul. 15 
 
 July 1 to Oct. 1 
 June 20 to Oct. 22 
 
 J un. 15 to Jul. 25 
 Jul. 15 to Nov. 25 
 Jun. 15 to Not. 25 
 
 July 1 to Oct. 28 
 July 1 to Sep. 30 
 
 July 15 to Oct. 15 i 
 
 July 10 to Oct. 15 1 Aug. 1 to Sep. 15 
 
 Jun. 15 to Jul. 10 
 
 June 30 to Oct. 1 
 
 Jul. 20 to Aug. 20 1 
 
 Jul. 20 to Aug. 30 1 
 
 jui.' 10 to Aug.' 25 ' '.'.'.'.'.'.'.'.'.'.'.'.'.'.'.'.'. 
 
 July 1 to Aug. 15 ; 
 
 May 20 to Sep. lOi May 15 to Jul. 28 
 
 I June 15 to Aug. 1 
 
 July 1 to July 20 
 
 Junj 1 to Jun. 20 
 
 i .Tun. 15 to Jul. 15 
 
 juiy'4'to 'Juiy'26 Jun. 8 to ' jun'.'so 
 Jul 15 to Aug. 24, Jun. 25 to Aug. 10 
 
 juiy'l !.Tuiy 
 
 July 5 to ,Tuly 15 .Tune 9 to June 30 
 July 23 to Sep. li June 20 to Augv 1 
 July 1 to Aug. 10 Jun. 1 to Jun. 30 
 Jul. 15 to Oct. 15 Jun. 10 to Aug. 20 
 
 ■ Aug. 17 to Oct. 1 
 
 .Tun. 15 to July 5 May 25 to Jun. 25 
 
 ! July 1 to Aug. 15 
 
 Jul. 1 to Aug. 1 Jun. 1 to Jun. 30 
 Jun. 2S to Jul. 20 
 
 State. 
 
 Corn. 
 
 Currants. 
 
 Gooseberries. 
 
 Grapes. 
 
 California 
 
 Colorado 
 
 Delaware 
 
 Illinois 
 
 Indiana 
 
 Iowa 
 
 Kansas 
 
 Maine 
 
 Maryland 
 
 Massachusetts . . 
 
 Michigan 
 
 Minnesota 
 
 Missouri 
 
 Nebraska 
 
 New Hampshire.. 
 
 New Mexico 
 
 New York 
 
 Ohio 
 
 Oregon 
 
 Pennsylvania . . . 
 
 Utah 
 
 Vermont 
 
 Virginia 
 
 Wisconsin 
 
 Jul. 15 to Sep. 15 
 Aug. 1 to Oct. 1 
 Aug. 1 to Oct. 15 
 Aug. 5 to Oct. 1 
 Jul. 24 to Sept. 15 
 Aug. 20 (0 Sep. 20 
 Aug. 1 to Oct. 20 
 
 Sep. 1 to Oct. 1 
 Aug. 1 to Oct. 1 
 Aug. 10 to Sep. 27 
 Aug. 1 to Oct. 1 
 Aug. 25 to Sep. 20 
 
 Jul. 26 to Oct. 17 
 Aug. 1 to Nov. 1 
 
 Aug. 15 to Oct. 15 
 
 Aug. 25 to Sep. 25 
 July 20 to Oct. 20 
 Aug. 10 to Oct. 10 
 
 Jun. 5 to Jun. 30 
 Jun. 15 to Aug. 30 
 
 July 1 to Aug. 1 
 
 ■Tuly 1 to Aug. 5 
 Jun. 1 to July 15 
 
 May 21 to June 1 
 May 15 to Jun. 30 
 
 Aug. 1 to Dec. 1 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 .fun. 26 to Jul. 30 
 
 
 
 
 
 
 
 
 
 Sep. 15 to Oct. 1 
 Sep! 15 to dct.'is 
 
 June 20 to Aug. 1 
 Jun. 10 to Jun. 20 
 June 1 to July 10 
 
 Jun. 15 to July 30 
 
 
 
 
 June 1 to June 30 
 
 
 
 
124 
 
 HOW TO BUY AND SELL CANNED FOODS. 
 
 Season for packing various products m the different States — Continued. 
 
 state. 
 
 Hominy. 
 
 Lima Beans. 
 
 Okra. 
 
 Peaches. 
 
 Alabama 
 
 Arkansas 
 
 California . . . 
 
 Colorado 
 
 Delaware .... 
 
 Florida 
 
 Georgia 
 
 Illinois 
 
 Indiana 
 
 Louisiana . . . 
 
 Maryland 
 
 Michigan .... 
 
 Missouri . 
 
 Nebraska . . . . 
 New Jersey . . 
 New Mexico . . 
 
 New Tork 
 
 Ohio 
 
 Oregon 
 
 Pennsylvania 
 
 Tennessee 
 
 Texas 
 
 Utah 
 
 Virginia 
 
 Washington . 
 
 .Ian. to Dec. 
 
 .Tan. to Dec. 
 Jan. to Dec. 
 
 Jan. to Dec. 
 Jan. to Dec. 
 
 ,T.an. to Dec. 
 
 Aug. 1 to Sept. 1 
 Aug. 15 to Sep. 20 
 
 Aug. 1 to Sep. 30 
 
 July 29 to Oct. 15 
 Aug. 10 to Oct. 30 
 
 Aug. 15 to Sep. 15 
 
 Jul. 15 to Aug. 15 
 Aug. 1 to Oct. 1 
 Jun. 25 tO( Oct. 25 
 
 Aug. 15 to Sep. 15 
 June 1 to July 1 
 
 Jul. 25 to Aug. 15 
 
 jun.'20'to'Jui."25 
 Sep. 10 to Oct. 10 
 
 July 20 to Aug. 20 
 Aug. 10 to Aug 30 
 
 June 1 to Sep. 20 
 
 Sep. 11 to Nov. 1 
 Aug. 11 to Sep. 5 
 Sep. 10 to Oct. 10 
 
 Sep.'i'to Oct.'i 
 Aug. 25 to Oct. 20 
 Aug. 10 to Aug.31 
 Aug. 10 to Oct. 10 
 
 Jul. 20 tfl( Aug. 20 
 .Tune 15 to Sep. 1 
 Sep. 6 to Oct. 6 
 Aug. 1 to Oct. 15 
 
 Jul. 15 to Sep. 30 
 
 State. 
 
 Peas. 
 
 Pears. 
 
 Pineapples. 
 
 Plums. 
 
 
 May 20 to Jun. 20 
 
 July 1 to Oct. 27 
 Jun. 15 to Aug. 15 
 
 
 
 
 
 
 
 
 'Sep.30itoOet.2Q 
 
 
 
 June 1 to June 30 
 
 Sep. 20 to Oct. 20 
 
 
 Florida 
 
 May 15 to Sep. 1 
 
 
 Georgia 
 
 Illinois 
 
 June 1 to June 15 
 Jun. 14 to Jul. 14 
 May 26 to Jul. 15 
 Jun. 5 to Jun. 30 
 June 5 to July 1 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 Maryland 
 
 Sep. 1 to Nov. 1 
 Oct. 1 to Nov. 1 
 Aug. 20 to Nov. 5 
 
 
 
 Jun. 2 to Jun. 10 
 
 
 
 
 
 
 June 15 to Aug. 1 
 June 6 to June 25 
 
 Jim. 15 to Aug." 31 
 Jun. 1 to Jul. 10 
 Jun. 1 to Jul. 20 
 
 
 New Jersey 
 
 Oct. 10 to Nlov. 15 
 Sep. 15 to Oct. 15 
 Aug. 29 to Nov. 9 
 
 
 
 New Mexico 
 
 
 
 New Tork 
 
 Ohio .... 
 
 May 14 to Jun. 25 
 
 Aug. 5 to Sep. 20 
 
 
 Aug. 25 to Oct. 10 
 July 25 to Oct. 25 
 July 15 to Aug. 30 
 
 
 
 Tennessee 
 
 
 
 
 July 1 to Sep. 1 
 Jun. 10 to Jul 25 
 May 20 to Jun. 19 
 
 ji2n.'i5'toAug.28 
 
 
 
 Utah 
 
 
 
 Virginia 
 
 Aug. 26 to Sep. 18 
 Sep. 1 to Oct. 15 
 Aug. 1 to Oct. 15 
 
 
 
 Washington 
 
 Wisconsin 
 
 
 
 
 
 
 
 
HOW TO BUY AND SELL CANNED FOODS. 
 
 125 
 
 Season for packing various products in the different States — Continued. 
 
 state. 
 
 Pumpkin. 
 
 Quince. 
 
 Raspberries. 
 
 Rhubarb. 
 
 Arkansas 
 
 Oct. 15 to Nov. 15 
 Sept. 15 
 
 Oct. 1 to Dec. 31 
 Oct. 10 to Oct. 20 
 Aug. 10 to Nov. 20 
 Oct. 1 to Nov. 20 
 Oct. 1 to Nov. 24 
 Sep. 10 to Oct. 10 
 
 
 
 
 California 
 
 Sep. 6 to Nov. 2 
 
 June 28 to Oct. 6 
 
 
 Colorado 
 
 May IS to Jun. 30 
 
 Delaware 
 
 
 
 Illinois 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 Massachusetts .. 
 
 MIttilgan 
 
 Minnesota 
 
 Oct. 1 
 
 July 3 to July 18 
 July 1 to July 15 
 Sep. 1 to Oct. 1 
 
 
 Oct. 1 to Dec. 25 
 Sep. 25 to Nov. 7 
 Sep. 15 to Nov. 15 
 Oct. 1 to Nov. 1 
 Sep. 1 to Nov. 1 
 Nov. 1 to Nov. 15 
 Sep., 10 to Nov. 13 
 Sep. 25 to Nov. 24 
 Aug. 15 to Dec. 1 
 Sep. 20 to Nov. 30 
 Oct. 15 to Nov. 15 
 Oct. 15 to Nov. 15 
 
 July 1 to Aug. 1 
 June 1 to July 1 
 
 
 Missouri 
 
 
 Nebraska 
 
 
 
 June 1 to July 1 
 
 
 
 
 
 
 
 
 
 New York 
 
 Ohio 
 
 Oct. 1 to Dec. 1 
 
 Jun. 25 to Aug. 15 
 Jun. 7 to July 20 
 Jun. 15 to Jul. 15 
 
 May 15 to July 1 
 
 Oregon 
 
 
 June 1 to July 30 
 
 Pennsylvania . . . 
 
 
 Tennessee 
 
 
 Jun. 15 to July 8 
 Jul. 15 to Jul. 30 
 June 1 to June 30 
 
 
 Utah 
 
 
 
 Virginia 
 
 Wisconsin 
 
 Sep. 1 to Sep. 30 
 
 
 Oct. 10 to Nov. 12 
 
 
 
 
 
 
 State. 
 
 California 
 
 Colorado 
 
 Connecticut . . . 
 
 Delaware 
 
 Georgia 
 
 Illinois 
 
 Indiana 
 
 Kansas 
 
 Maryland 
 
 Massachusetts 
 
 Michigan 
 
 Minnesota 
 
 Nebraska 
 
 New Jersey . . . 
 New Mexico . . . 
 
 New York 
 
 Ohio 
 
 Oregon 
 
 Tennessee .... 
 
 Texas 
 
 Utah 
 
 Sauerkraut. 
 
 Oct. 15 trf. Mar. 31 
 
 Sep. 1 to Dee. 30 
 Sep. to Nov. 
 Sep. 1 to Apr. 1 
 Sep. 1 to Dec. 1 
 
 Dec. 1 to Jan. 1 
 
 Dec. 26 to Feb. 1 
 Sep.' a to Feb', i 
 
 Aug. 1 to Oct. 20 
 
 Spinach. 
 
 Squash. 
 
 Jun. 15 to July 1 
 
 June 1 
 
 Sep. 15 tj) Jun. 25 
 
 June 10 to July 1 
 May 25 to Nov. 30 
 
 Nov. 1 to Nov. 13 
 
 Sep. 30 to Nov. 20 
 Oct. 10 to Oct. 20 
 
 Nov. 2 to Nov. 24 
 
 Oct. to Nov. 
 Sep. 20 to Oct. 30 
 
 Sep. 15 to Dec. 1 
 Oct. 1 to Nov. 10 
 Sep. 15 to Dec. 1 
 
 Oct. 1 
 
 Strawberries. 
 
 Jul. 16 to Sep. 28 
 May 30 to Jun. 30 
 
 Jun. e'to'jun.'so 
 
 Jun. 20 to Jul. 4 
 June 1 to July 8 
 Jun. 15 to Jul. 13 
 
 June 1 to June 21 
 
 May 30 to Jul. 15 
 May 25 to Jun. 30 
 June 6 to July 20 
 June 1 
 July 1 to Sep. 1 
 
126 
 
 HOW TO BUY AND SELL CANNED FOODS. 
 
 Season for packing various products in the different States — Continued. 
 
 state. 
 
 Succotash. 
 
 Sweet Potatoes. 
 
 Tomatoes. 
 
 Alabama 
 
 
 Not. 1 to Dec. 1 
 
 Aug. 1 to Oct. 10 
 Aug. 1 to Oct. 1 
 Aug. .8 to Dee. 1 
 
 Arkansas 
 
 
 California 
 
 
 
 Colorado 
 
 
 
 Aug. 20 to Oct. 1 
 
 Connecticut 
 
 
 
 Aug. 15 to Not. 1 
 Aug. 1 to Oct. 20 
 
 Delaware 
 
 
 Oct. 6 to Oct. 18 
 Aug. 1 to Sep. 1 
 
 Georgia 
 
 
 Aug. 10 to Oct. 1 
 
 Illinois 
 
 
 Aug. 10 to Oct. 20 
 
 Indiana 
 
 
 
 Aug. 1 to Not. 1 
 
 Iowa 
 
 
 
 Aug. 10 to Oct. 15 
 
 Kansas 
 
 
 Oct. 8 to Oct. 26 
 
 July 27 to Oct. 5 
 
 Kentucky 
 
 
 Maryland 
 
 Massachusetts 
 
 Aug. 
 
 Oct. 10 to Nov. 1 
 
 Aug. 20 to Oct. 20 
 Sep. 1 to Oct. 1 
 
 Michigan 
 
 
 
 
 Minnesota 
 
 
 
 Sept. 1 to Oct. 10 
 
 Mississippi 
 
 
 
 July 20 to Oct. 30 
 
 Missouri 
 
 
 
 Aug. 20 to Oct. 1 
 Sep. 1 to Oct. B 
 Aug. 15 to Oct. 25 
 
 
 Sept. 1 
 
 
 New Jersey 
 
 Oct. 1 to Not. 1 
 
 
 
 
 New York 
 
 Aug. 15 to Oct. 15 
 Aug. 1 to Sep. 1 
 
 
 Aug. 1 to Not. 2 
 Aug. 10 to Not. 15 
 
 Ohio 
 
 
 Oregon 
 
 
 Sep. 1 to Not. 1 
 
 
 Feb. 15 to Sep. 15 
 
 
 
 Tennessee 
 
 
 Jul. 16 to Not. 15 
 
 
 
 Oct. to Nor. 
 July 1 to Sep. 1 
 
 June 15 to Sep. 1 
 Aug. 7 to Oct. SO 
 
 Utah 
 
 
 Virginia 
 
 
 Aug. 15 to Oct. IS 
 Aug. 1 to Nov. 1 
 
 West Virginia 
 
 
 
 
 
 
 Aug. 15 to Oct. i 
 
 AIVINUAU TOMATO PACKS 
 
 Compiled By "THE Canning TRADE" 
 
 This Table gives tlie Tomato Pacl<s for eacli year, of each 
 important state or group of states, and also the total annual 
 packs for the entire country; the figures indicate CASES, not 
 CANS. But all size cans used are reduced to the No. 3 size 
 24 to the case. Table on page following. 
 
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I30 
 
 HOW TO BUY AND SELL CANNED FOODS. 
 
 Comparative Packs of California Canned Fruits and Vegetables. 
 
 Complied by the California Fruit Grower. 
 
 1901 
 
 1902 
 
 1903 
 
 1004 
 
 Anne. 
 
 Apples 
 
 Apricotos . . . 
 Blackberries 
 Cberrles, Royal 
 
 Cherries, Black 
 
 Cherries, White 
 
 Currants 
 
 Figs 
 
 Gooseberries 
 
 Grapes 
 
 Loganberries ■ 
 
 Nectarines 
 
 Pears 
 
 Peaches, Free 
 
 Peaches, Cling 
 
 Plums 
 
 Quinces ; 
 
 Raspberries 
 
 Strawberries 
 
 Other Fruits 
 
 No. 2% Pie Fruits 
 
 No. 8 Pie Fruits 
 
 ■Tarns and Jellies 
 
 Total Fruits 
 
 Tomatoes 
 
 Peas 
 
 Asparagus 
 
 Beans and Other Vegetables 
 
 Total Fruits and Other Vegetables. 
 
 15,972 
 294,896 
 21,750 
 28,178 
 12,136 
 11,441 
 794 
 
 "l,37i 
 41,364 
 
 ""509 
 
 458,305 
 
 559,500 
 
 801,788 
 
 137,091 
 
 749 
 
 3,555 
 
 15,782 
 
 31,817 
 
 200,492 
 
 39,582 
 
 2,677,072 
 
 748,440 
 
 102,089 
 
 187,592 
 
 37,937 
 
 i,753,130 
 
 6,683 
 
 236,071 
 
 16,661 
 
 119,227 
 
 26,566 
 
 43,419 
 
 219 
 
 1,388 
 
 536 
 
 31,052 
 
 194 
 
 755 
 
 302,962 
 
 353,036 
 
 624,528 
 
 150,447 
 
 2,402 
 
 2,976 
 
 6,205 
 
 77,889 
 
 203,696 
 
 45,979 
 
 2,252,790 
 
 827,052 
 
 57,710 
 
 227,126 
 
 39,380 
 
 3,404,058 
 
 5,023 
 
 648,716 
 
 35,556 
 
 103,894 
 
 30,506 
 
 63,392 
 
 95 
 
 1,000 
 
 52,621 
 
 4,307 
 
 341 
 
 423,831 
 
 339,375 
 
 659,777 
 
 125,567 
 
 115 
 
 6,505 
 
 15,320 
 
 49,582 
 
 231,496 
 
 36,485 
 
 2,733,504 
 
 958,295 
 
 70,487 
 
 256,220 
 
 58,572 
 
 4,077,078 
 
 7,185 
 
 677,137 
 
 17,615 
 
 67,084 
 
 23,946 
 
 42,466 
 
 34 
 
 1,385 
 
 127 
 
 41,178 
 
 10 
 
 1,081 
 
 672,586 
 
 401,666 
 
 527,622 
 
 143,513 
 
 33 
 
 3,581 
 
 12,018 
 
 29',753 
 
 220,095 
 
 49,618 
 
 2,839,733 
 
 566,114 
 
 71,233 
 
 224,877 
 
 99,559 
 
 3,801,516 
 
 Paciific Coast Salmon Pack in Cases. 
 
 Columbia Sacramento Outside British 
 River RlTer Rivers Columbia 
 
 Alaska Puget Sound Totals 
 
 1900 313,417 
 
 1901 248,494 
 
 1902 367,241 
 
 1903 339,366 
 
 1904 423,073 
 
 1905 402,987 
 
 1906 339,548 
 
 1907 302,481 
 
 1908 300,291 
 
 1909 295,403 
 
 1910 389,533 
 
 1911 560,871 
 
 1912 285,666 
 
 1913 (estimated).. 295,000 
 
 34,000 
 
 106,300 
 
 527,281 
 
 1,534,745 
 
 478,742 
 
 2,994,485 
 
 17,500 
 
 123,326 
 
 1,236,156 
 
 2,034,895 
 
 1,380,590 
 
 5,040,961 
 
 14,043 
 
 134,190 
 
 625,982 
 
 2,554,423 
 
 563,307 
 
 4,259,186 
 
 8,200 
 
 64,006 
 
 473,547 
 
 2,251,085 
 
 470,207 
 
 3,606,411 
 
 16,698 
 
 164,971 
 
 465,894 
 
 1,953,746 
 
 296,272 
 
 3,323,654 
 
 2,780 
 
 135,699 
 
 1,167,460 
 
 1,885,464 
 
 1,036,295 
 
 4,630,685 
 
 4,750 
 
 150,756 
 
 629,460 
 
 2,208,495 
 
 441,414 
 
 3,774,423 
 
 
 127,591 
 
 547,459 
 
 2,170,272 
 
 721,666 
 
 3,869,469 
 
 
 105,381 
 
 542,689 
 
 2,622,427 
 
 314,281 
 
 3,885,069 
 
 
 103,604 
 
 967,920 
 
 2,354,230 
 
 1,567,403 
 
 5,288,560 
 
 
 209,919 
 
 762,201 
 
 2,410,729 
 
 540,592 
 
 4,312,914 
 
 
 253,736 
 
 948,965 
 
 2,819,942 
 
 1,557,374 
 
 6,140,888 
 
 
 197,253 
 
 996,576 
 
 4,064,827 
 
 416,125 
 
 6,960,447 
 
 
 135,000 
 
 1,354,000 
 
 3,610,000 
 
 2,373,000 
 
 7,767,000 
 
HOW TO BUY AND SELL CANNED FOODS. 
 
 131 
 
 Comparative Packs of California Canned Fruits and Vegetables. 
 
 1905 
 
 •1906 
 
 •1907 
 
 •1908 
 
 •1909 
 
 •1910 
 
 •1911 
 
 •1912 
 
 21'5?6 
 
 80,850 
 
 68,675 
 
 75,100 
 
 37,700 
 
 87,550 
 
 69,975 
 
 76,830 
 
 65,300 
 
 80,250 
 
 ^,710 
 
 76,735 
 
 664,110 
 
 743,160 
 
 858,325 
 
 898,000 
 
 624,481 
 
 397,350 
 
 332,825 
 
 1,161,250 
 
 49,955 
 
 62,025 
 
 77,825 
 
 102,095 
 
 27,513 
 
 85,550 
 
 97,150 
 
 105,700 
 
 117,700 
 
 136,290 
 
 111,440 
 
 237,465 
 
 SS'Si 
 
 18,700 
 
 21,040 
 
 40,725 
 
 18,075 
 
 19,620 
 
 28,865 
 
 56,820 
 
 23,498 
 
 58 
 
 1,550 
 
 10 
 
 38,275 
 
 20,985 
 
 55,730 
 
 138 
 
 1,052 
 
 70 
 
 45,545 
 
 56,160 
 
 40,285 
 
 58,500 
 
 57,715 
 
 10,125 
 
 1,110 
 
 
 
 
 
 37,480 
 
 97,075 
 
 128,125 
 
 24,470 
 
 45,645 
 
 70,915 
 
 47,185 
 iifiSO 
 
 
 45 
 
 166 
 
 2,400 
 
 4,012 
 
 12,639 
 
 19,117 
 
 826 
 
 5,000 
 
 87 
 
 1,673 
 
 14 
 
 
 
 23 
 
 
 
 465,166 
 
 585,000 
 
 533,300 
 
 640,550 
 
 501,440 
 
 619,355 
 
 618,920 
 
 874,200 
 
 792,688 
 
 845,250 
 
 865,955 
 
 975,350 
 
 547,175 
 
 748,825 
 
 738,400 
 
 583,800 
 
 896,174 
 
 659,500 
 
 656,850 
 
 1,327,610 
 
 888,985 
 
 1,396,625 
 
 1,352,725 
 
 1,630,245 
 
 53,197 
 
 193,550 
 
 142,880 
 
 239,825 
 
 89,245 
 
 80,360 
 
 165,840 
 
 175,200 
 
 20 
 
 150 
 
 632 
 
 65 
 
 ,..,.. 
 
 
 
 
 
 
 
 1,632 
 
 21,850 
 
 6,880 
 
 5,950 
 
 3,590 
 
 10,126 
 
 3,625 
 
 9,090 
 
 4,888 
 
 22,280 
 
 23,135 
 
 5,78Q 
 
 10,580 
 
 14,073 
 
 7,715 
 
 38,470 
 
 
 
 
 
 
 1,335 
 
 3,390 
 
 5,115 
 
 26,075 
 
 35,163 
 
 
 
 
 
 
 
 
 212,868 
 
 
 
 
 
 
 
 
 46,127 
 
 
 
 
 
 
 
 
 
 
 3,283,296 
 
 3,109,225 
 
 2,982,965 
 
 4,734,663 
 
 3,047,001 
 
 4,009,248 
 
 4,182,650 
 
 4,883,900 
 
 834,571 
 
 1,205,750 
 
 1,539,310 
 
 1,106,875 
 
 672,260 
 
 1,350,310 
 
 1,515,450 
 
 1,621,100 
 
 56,170 
 
 125,500 
 
 51,565 
 
 88,510 
 
 104,010 
 
 167,775 
 
 184,775 
 
 289,445 
 
 228,439 
 
 295,695 
 
 174,435 
 
 238,420 
 
 410,965 
 
 617,275 
 
 687,065 
 
 719,200 
 
 73,275 
 
 120,650 
 
 176,445 
 
 68,080 
 
 55,485 
 
 115,285 
 
 129,365 
 
 179,770 
 
 4,475,751 
 
 4,856,820 
 
 4,924,710 
 
 6,236,548 
 
 4,289,721 
 
 6,259,893 
 
 6,699,305 
 
 2,789,495 
 
 1912 Salmon Pack. 
 
 Chinook 
 Tyee, King 
 
 Alaska 42,604 
 
 BrltlBli Columbia. 80,437 
 
 Puget Sound 20,252 
 
 Columbia Elver. .220,317 
 Outside Blvera 53,198 
 
 Totals 416,808 
 
 Sockeye 
 
 Medium Bed, Coboe, Pink 
 Bed SUverslde Humpback 
 
 Blueback Steelhead Chum 
 
 Totals 
 
 444,762 
 184,680 
 
 629,442 
 
 1,903,967 
 
 8,210 
 215 
 
 1,912,392 
 
 170,747 
 
 1,947,509 
 
 4,064,827 
 
 165,309 
 
 306,068 
 
 996,576 
 
 149,727 
 
 61,468 
 
 416,125 
 
 38,440 
 
 18,699 
 
 285,666 
 
 105,365 
 
 38,476 
 
 197,253 
 
 629,588 
 
 2,372,217 
 
 5,960,447 
 
 1913 Salmon Pack (Estimated). 
 
 Chinook 
 Tyee, King 
 
 Sockeye 
 
 Alaska 40,000 
 
 British Columbia. 41,000 
 
 Puget Sound 18,000 
 
 Columbia Blver. ..240,000 
 Outside Elvers... 40,000 
 
 972,000 
 1,480,000 
 
 Totals 379,000 2,452,000. 
 
 1,940,000 
 
 Medium Bed, Cohoe, Pink 
 
 Eed SUverslde Humpback 
 
 Blueback Steelhead Chum 
 
 1,940,000 80,000 1,550,000 
 
 70,000 271,000 
 
 75,000 800,000 
 
 35,000 20,000 
 
 70,000 25,000 
 
 330,000 
 
 2,666,000 
 
 Totals 
 
 3,610,000 
 
 1,354,000 
 
 2,373,000 
 
 295,000 
 
 135,000 
 
 7,767,000 
 
132 HOW TO BUY AND SELL CANNED FOODS. 
 
 CANNERS' ASSOCIATIONS. 
 
 Headquarters. Sec'ys. Office. 
 
 National Canners' Association Washington, D. C. 
 
 Western Canners' Association Edinburg, Indiana 
 
 Illinois Canners' Association Eureka, Illinois 
 
 Southern Canners Association Whiteville, Tenn. 
 
 Indiana Canners' Association Arcadia, Indiana 
 
 Ohio Canners' Association Elyria, Ohio 
 
 Tri-State Packers' Association Princess Anne, Md. 
 
 Canners' League of California San Francisco, California 
 
 New York State Canned Goods Packers' Association Utica, N. Y. 
 
 Iowa Canners' Association Dexter, Iowa 
 
 Minnesota Canners' Association Big Stone, South Dakota 
 
 Missouri Valley Canners' Association Oregon, Missouri 
 
 Wisconsin Canners' Association Sheboygan, Wis. 
 
 Michigan Canners' Association Fremont, Mich. 
 
 Virginia Canners' Association Troutville, Va. 
 
 Utah Canners' Association Ogden, Utah 
 
 Canning Machinery and Supplies Association Cadiz, Ohio 
 
 National Canned Food and Dried Fruit Broker's Association 
 
 Chicago, 111. (Hearst Building) 
 
 National Kraut Packers' Association Clyde, Ohio 
 
 Baltimore Canned Goods Exchange Baltimore, Md. 
 
 Puget Sound Salmon Canners' Association Seattle, Wash. 
 
HOW TO BUY AND SELL CANNED FOODS. 
 
 133 
 
 COMPARATIVE AVERAGE OPENING PRICES ON CALI- 
 FORNIA CANNED FRUITS AND ASPARAGUS. 
 
 Compiled by the J. K. Armaby Company. 
 Apricots. 
 
 I 1900|1901|1902|1903|1904|1905|1906|1907|1908|1999|1910|1911|1912 
 
 No. 3. 
 
 Extra 
 
 No. 2%. 
 
 Dbl. Ex 
 
 Extra 
 
 Ex. Stand 
 
 Standard 
 
 Second 
 
 Water 
 
 Pie 
 
 No. 8. 
 
 Ex. No. 3 Gr 
 
 Ex. No. 2% Gr 
 
 Ex. Stand 
 
 Standard 
 
 Water 
 
 Pie 
 
 $2.25|2.25f2.10 2.10| 
 
 1.50 
 1.25 
 1.15 
 1.05 
 .95 
 
 1.50 
 1.25 
 1.15 
 1.00 
 .90 
 
 1.40 
 
 1.10 
 
 1.00 
 
 .90 
 
 .80 
 
 2.252.252.35 
 
 1.50 
 1.20 
 1.10 
 1.00 
 .90 
 .85 
 
 2.25 
 
 1.50 
 1.25 
 1.15 
 1.05 
 95 
 
 5.50 
 4.^ .... 4.00 
 3.50....|3.50J 
 
 1 
 
 1.35 
 
 1.15 
 
 1.00 
 
 90 
 
 2.00 2.50 
 
 3.25 
 
 2.35 
 
 2.25 
 
 3.2o 
 2.50 
 2.00 
 
 2.15 
 
 1. 
 
 1.55 
 
 1.45 
 
 1.30 
 
 1.20 
 
 1.10 
 
 6.00 
 5.50 
 4.75 
 4.23 
 3.50 
 3.25 
 
 3.00 
 
 2.50 
 2.30 
 2.15 
 1.85 
 1.70 
 1.55 
 1.50 
 
 7.00 
 6.25 
 5.75 
 5.25 
 5.00 
 4.75 
 
 2.15 
 
 2.00 
 1.50 
 1.25 
 1.10 
 1.00 
 .90 
 .85 
 
 5.00 
 4.50 
 4.00 
 3.50 
 2.75 
 2.40 
 
 2.15 
 
 1.60 
 
 1.50 
 
 1.20 
 
 1.05 
 
 .95 
 
 .90 
 
 .80 
 
 6.00 
 4.25 
 3.50 
 3.00 
 2.60 
 2.40 
 
 2.00 
 
 1.75 
 1.50 
 1.25 
 1.10 
 1.00 
 95 
 85 
 
 5.25 
 4.50 
 3.75 
 3.25 
 2.75 
 2.50 
 
 2.50 2.25 
 
 2.2S 
 1.90 
 1.65 
 1.55 
 1.35 
 1.25 
 1.10 
 
 6.50 
 5.75 
 5.00 
 4.75 
 4.25 
 3.75 
 
 1.90 
 1.60 
 1.30 
 1.20 
 1.05 
 1.00 
 90 
 
 5.50 
 5.00 
 4.00 
 3.60 
 2.75 
 2.60 
 
 Cherries. 
 
 |190O|1901|1902|1903|1904|1905|190611907|1908|19O9|1910|1911|1912 
 
 No. 3. 
 
 Extra 
 
 No. 2%. 
 
 Dbl. Ex 
 
 Extra 
 
 Ex. Stand 
 
 Standard 
 
 Second 
 
 Water 
 
 Pie 
 
 No. 8. 
 
 Ex. No. 3 Gr 
 
 Ex. No. 2% Gr 
 
 Ex. Stand 
 
 Standard 
 
 Water 
 
 Pie 
 
 $2.85 
 
 2.00 
 1.85 
 1.50 
 1.40 
 1.30 
 
 3.00 
 
 2.85 
 
 2.75 
 
 2.75 
 
 2.25 
 1.90 
 1.75 
 1.50 
 
 .(l.25fl 
 
 2.15 
 1.90 
 1.70 
 1.40 
 
 4.50 
 
 3.50 
 
 201 
 
 7.00 
 6.00 
 5.25 
 
 3.75 
 
 2.70 
 
 2.10 
 1.80 
 1.65 
 1.35 
 20 
 
 3.50 
 
 3.00 
 
 2.75 
 2.35 
 2.15 
 1.75 
 l.*50 
 1.35 
 
 8.50 
 7.00 
 6.00 
 5.00 
 4.00 
 3.50 
 
 3.00 
 
 2.75 
 
 2.50 
 
 2.20 
 
 1.85 
 
 1.65 
 
 1 
 
 1.40 
 
 5012 
 
 8.00 
 7.00 
 6.50 
 5.50 
 4.25 
 3.75 
 
 4.25 
 
 3.50 
 3.25 
 2.85 
 2.50 
 2.25 
 00 
 1.75 
 
 1050 
 9.50 
 8.50 
 7.50 
 
 4.50 
 
 2.75 
 
 2.50 
 2.25 
 2.00 
 1.75 
 1.50 
 1.40 
 
 8.00 
 7.00 
 6.00 
 5.50 
 
 3.50 
 
 2.25 
 
 2.50 
 
 2.85 
 
 1.90 
 
 2.15 
 
 2.,'iO 
 
 1.75 
 
 2.00 
 
 2.25 
 
 1.50 
 
 1.H5 
 
 2.00 
 
 1.25 
 
 1.45 
 
 1.75 
 
 1.15 
 
 1.25 
 
 l.-W 
 
 1.10 
 
 1.20 
 
 1.40 
 
 1.05 
 
 1.15 
 
 1.30 
 
 6.00 
 
 7.00 
 
 7.B0 
 
 5.50 
 
 6.25 
 
 7.00 
 
 4.50 
 
 5.5(1 
 
 6.0(1 
 
 4.00 
 
 5.00 
 
 5.50 
 
 3.5U 
 
 3.75 
 
 4.25 
 
 3.00 
 
 3.50 
 
 8.75 
 
 2.75 
 
 2.60 
 2.25 
 2.00 
 1.70 
 1.50 
 1.80 
 1.30 
 
 7.60 
 7.00 
 6.00 
 5.50 
 4.2s 
 3.75 
 
 Continued on next page. 
 
134 
 
 HOW TO BUY AND SELL CANNED FOODS. 
 
 Ydlow Free Peaches. 
 
 |1900|1901|1902|1903|190411905|1906|1907|1908|1909|1910|19U|1912 
 
 No. 3. 
 
 Extra 
 
 No. 2%. 
 Dbl Ex 
 
 (2.35 2.25 
 
 2.25 
 
 2.25 
 
 2.40 
 
 2.30 
 
 2.10 
 1.60 
 1.35 
 1.25 
 1.10 
 1.00 
 .95 
 
 6.50 
 
 2.30 
 
 2.10 
 1.70 
 1.50 
 1.35 
 1.25 
 1.15 
 1.10 
 
 7 00 
 
 2.50 2.25 
 
 2.25 2.10 
 2.001.65 
 1.851.45 
 1.65 1.30 
 1.451.20 
 1.35 1.10 
 1.251.00 
 
 ....5.75 
 5.75 4.75 
 5.00 4.25 
 4.75 3.75 
 4.003.0* 
 3.75 2.75 
 
 2.15 
 
 1.75 
 1.45 
 1.25 
 1.10 
 1.00 
 .90 
 .85 
 
 5.25 
 4.50 
 3.60 
 3.25 
 2.65 
 2.40 
 
 2.00 
 
 1.85 
 1.60 
 1.30 
 1.20 
 1.05 
 1.00 
 .85 
 
 5.50 
 4.75 
 4.00 
 3.50 
 2.75 
 2.60 
 
 2.36 
 
 2.15 
 1.80 
 1.50 
 1.35 
 1.20 
 1.10 
 1.00 
 
 6.00 
 5.30 
 4.75 
 4.25 
 3.40 
 3.25 
 
 2.25 
 
 1 Rl 
 
 Extra 
 
 Ex. Stand 
 
 Standard 
 
 Second 
 
 Water 
 
 Pie 
 
 No. 8. 
 
 i.65 
 1.35 
 1.25 
 1.15 
 1.05 
 
 1.65 
 1.40 
 1.30 
 1.20 
 1.05 
 
 1.55 
 1.30 
 1.20 
 1.10 
 1.00 
 
 1.601.75 
 1.30 1.35 
 1.151.25 
 1.051.15 
 .95 1.05 
 .90.... 
 
 1.60 
 1.35 
 1.25 
 1.10 
 1.05 
 1.00 
 
 5 75 
 
 Ex. No. 2% Gr 
 
 Ex. Stand 
 
 Standard 
 
 ::::; 
 
 
 
 5.25 
 4.25 
 3.90 
 
 
 5.0O5.5O 
 4.25 4.75 
 4. 004.50 
 3.003.50 
 
 5.00 
 4.25 
 3.75 
 S 00 
 
 Pie 
 
 ■2.5bir2.W2.50i[2.40i|2.56r2.50ir3.66 
 
 2.75 
 
 Lemon Cling Peaches. 
 
 |1900|1901|1902|190311904|1905|1906|1907|1908|1909|1910|1911H912 
 
 No. 3. 
 
 Extra 
 
 No. 2%. 
 
 Dbl. Ex 
 
 Extra 
 
 Ex. Stand 
 
 Standard 
 
 Second 
 
 Water 
 
 Pie 
 
 No. 8. 
 
 Ex. No. 3 Gr 
 
 Ex. No. 2% Gr 
 
 Ex. Stand 
 
 Standard 
 
 Water 
 
 Pie 
 
 $2.40 
 
 2.40 
 
 1.75 
 1.40 
 1.30 
 1.20 
 1.10 
 
 
 2.40 
 
 1.75 
 1.50 
 1.40 
 1.30 
 1.15 
 
 2.40 
 
 1.70 
 1.40 
 1.25 
 1.15 
 1.05 
 
 2.60 
 
 1.75 
 1.45 
 1.20 
 1.10 
 1.00 
 85 
 
 5.50 
 4.75 
 4.25 
 
 2.50 
 
 2.50 
 
 2.00 
 1.75 
 1.50 
 1.35 
 1.15 
 
 2.75 
 
 2.50 
 
 2.25 
 1.80 
 1.55 
 1.40 
 1.25 
 1.10 
 1.00 
 
 7.50 
 5.50 
 4.75 
 4.25 
 3.50 
 2.60 
 
 2.50 
 
 3.00 
 
 2.65 
 2.50 
 2.15 
 1.85 
 1.70 
 1.55 
 1.40 
 
 8.00 
 7.00 
 6.50 
 5.75 
 4.75 
 4.00 
 
 ■ 
 
 2.50 
 
 2.30 
 
 2.25 
 
 2.25 
 
 1.80 
 
 2.00 
 
 1.K5 
 
 7.60 
 
 1.60 
 
 1.60 
 
 1.35 
 
 1.35 
 
 1.45 
 
 1.2(1 
 
 1.20 
 
 1.30 
 
 1.05 
 
 1.10 
 
 1.20 
 
 .95 
 
 1.00 
 
 1.10 
 
 .90 
 
 .85 
 
 6.50 
 
 5.. 10 
 
 5.,50 
 
 5.75 
 
 4.75 
 
 4.75 
 
 5.00 
 
 4.25 
 
 4.00 
 
 4.50 
 
 3.35 
 
 3.50 
 
 3. ,50 
 
 2.75 
 
 2.85 
 
 3.15 
 
 2.50 
 
 2.65 
 
 2.25 
 1.90 
 1.60 
 1.45 
 1.35 
 1.20 
 1.05 
 
 6.25 
 5.50 
 5.00 
 4.50 
 3.40 
 3.25 
 
 2.00 
 1.70 
 1.40 
 1.30 
 1.20 
 1.10 
 1.05 
 
 6.00 
 5.25 
 4.50 
 4.00 
 3.10 
 2.85 
 
 Bartlett Pears. 
 
 |1900|1901|1902|190311904|1905|1906|1907|1908|1909|1910H911|1912 
 
 No. 3. 
 
 Extra 
 
 No. 2%. 
 
 Dbl. Ex 
 
 Extra 
 
 Ex. Stand 
 
 Standard 
 
 Second 
 
 Water 
 
 Pie 
 
 No. 8. 
 
 Ex. No. 3 Gr 
 
 Ex. No. 2% Gr 
 
 Ex. Stand 
 
 Standard 
 
 Water 
 
 Pie 
 
 $2.40 
 
 1.75 
 1.40 
 1.30 
 1.20 
 
 2.40 
 
 1.75 
 1.50 
 1.40 
 1.25 
 
 1.10fl.l5 
 
 2.50 . 
 
 2.30 
 
 2.45 
 
 1.80 
 1.50 
 1.30 
 1.15 
 
 i 
 
 2.50 
 
 2.50 
 
 1.60 
 1.35 
 1.25 
 1.10 
 
 1.00 l.qOfl. 10 1.251 
 .95 
 
 1.90 
 1. 
 
 1.40 
 1.25 
 
 2.35 
 2.00 
 1.85 
 1.65 
 1.50 
 
 5.25 
 4.75 
 4.25 
 
 2.25 
 
 2.25 
 
 2.30 
 
 2.20 
 1.90 
 1.70 
 1.45 
 1.25 
 
 7.50 
 6.00 
 5.50 
 4.75 
 3.50 
 2.25 
 
 3.00 
 
 2.50 
 2.35 
 2.10 
 1. 
 
 1.60 
 10jl.4| 
 
 .9S 
 
 6.75 
 5.75 
 5.00 
 4.50 
 3.00 
 2.50 
 
 8.00 
 7.25 
 6.50 
 5.50 
 4.25 
 3.75 
 
 2.50 
 
 2.25 
 1.85 
 1.60 
 1.45 
 1.25 
 1.15 
 1.05 
 
 6.50 
 5.50 
 4.75 
 4.25 
 3.25 
 2.75 
 
 2.30 
 
 2.00 
 1.75 
 1.40 
 1.30 
 1.20 
 1 
 .90 
 
 101 
 
 5.75 
 S.OO 
 4.25 
 3.75 
 3.00 
 2.60 
 
 2.502.75 2.40 
 
 2.25 
 1.85 
 1.70 
 1.45 
 1.25 
 .15 
 1.00 
 
 6.25 
 5.50 
 4.75 
 4.25 
 3.25 
 2.76 
 
 2.40 2.16 
 
 2.15 
 1.90 
 1.75 
 1.45 
 1.25 
 1.10 
 
 7.50 
 6.76 
 6.00 
 6.60 
 4.25 
 3.25 
 
 1.1 
 
 1.60 
 
 1.45 
 
 1.30 
 
 1.15 
 
 1.10 
 
 6.25 
 5.76 
 5.00 
 4.75 
 3.60 
 2.7B 
 
 Continued on next page. 
 
A NOVEL WINDOW AND NEAT INSIDE 
 
 -*">K8'».^ 
 
 
PACKING MEAT IN THE BIG CHICAGO KITCHEN OF 
 
 LiBBY, McNeill & libby 
 
HOW TO BUY AND SELL CANNED FOODS. 
 
 135 
 
 Plums. 
 
 1900|1901|1902|1903|19(M|1905|1906|1907|1908|1909|1910|1911|1912 
 
 No. 3. 
 No'.' 2%'. 
 
 Extra 
 
 Dbl. Ex. 
 
 Extra 
 
 Ex. Stand 
 
 Standard 
 
 Second 
 
 Water 
 
 Pie 
 
 No. 8. 
 
 Ex. No. 3 Gr 
 
 Ex. No. 2% Gr 
 
 Ex. Stand 
 
 Standard 
 
 Water 
 
 Pie 
 
 $2.15 
 
 1.3S 
 
 1.15 
 
 1.05 
 
 .95 
 
 .90 
 
 2.20 
 
 1.75 
 
 1.25 
 
 1.10 
 
 1.10 
 
 .90 
 
 .85 
 
 1.251.35 
 1.00 1.15 
 
 2.00 
 
 1.85 
 
 .90 
 .80 
 .70 
 
 2.0O 
 
 .05 
 .95 
 .90 
 .85 
 
 4.00 
 3.25 
 3.00 
 
 2.15 
 
 1.35 
 
 1.10 
 
 1.00 
 
 .90 
 
 .85 
 
 2.15 
 
 2.00 
 
 1.65 
 1.25 
 1.05 
 .95 
 .85 
 .80 
 .70 
 
 5.50 
 3.75 
 3.25 
 3.00 
 2.25 
 2.05 
 
 2.00 
 
 1.60 
 1.30 
 1.10 
 1.00 
 .95 
 .85 
 
 5.50 
 4.00 
 3.50 
 3.25 
 2.35 
 2.15 
 
 2.15 
 
 1.75 
 1.50 
 1.35 
 1.20 
 1.10 
 1.05 
 1.00 
 
 5.75 
 4.25 
 3.75 
 3.50 
 3.00 
 2.50 
 
 2.00 
 
 1.75 
 1.50 
 1.30 
 1.15 
 1.05 
 1.00 
 90 
 
 5.25 
 4.00 
 3.75 
 3.50 
 3.00 
 2.50 
 
 2.00 
 
 1.50 
 1.30 
 .05 
 .90 
 .80 
 .75 
 .70 
 
 4.50 
 3.75 
 3.00 
 2.50 
 2.00 
 1.90 
 
 2.00 
 
 1.60 
 
 1.30 
 
 1.15 
 
 1.00 
 
 .90 
 
 .85 
 
 .75 
 
 4.50 
 3.75 
 3.25 
 2.75 
 2.25 
 1.90 
 
 2.00 
 
 1.75 
 1.50 
 1.25 
 1.15 
 1.05 
 1.00 
 .85 
 
 5.00 
 4.25 
 3.75 
 3.25 
 2.50 
 2.25 
 
 2.00 
 
 1.75 
 1.50 
 1.20 
 1.10 
 1.00 
 .95 
 .90 
 
 5.00 
 4.25 
 3.75 
 3.25 
 2.50 
 2.25 
 
 Grapes. 
 
 |190011901|1902|1903|1904|1906|1906|1907|1908|1909|1910|1911|1912 
 
 No. 3. 
 
 Extra 
 
 No. 2%. 
 
 Dbl. Ex 
 
 Extra 
 
 Ex. Stand 
 
 Standard 
 
 Second 
 
 Water 
 
 Pie 
 
 No. 8. 
 
 Ex. No. 3 Gr 
 
 Ex. No. 2% Gr 
 
 Ex. Stand 
 
 Standard 
 
 Water 
 
 Pie 
 
 ,$2.15f2.00fl.85 1.85 1.75 
 
 1.35 
 
 1.15 
 
 1.05 
 
 .95 
 
 1.31 
 
 1.15 
 
 1.05 
 
 .95 
 
 .90 
 
 2.25 
 
 iS 1.35 1.351.^ 
 
 1.05 
 
 .95 
 
 .85 
 
 .80 
 
 2.15 
 
 1.20 
 
 1.10 
 
 1.00 
 
 .90 
 
 2.15 
 
 4.50 
 3.25 
 3.00 
 
 2.15 
 
 2.10 
 
 2.00 
 
 I'.l 
 1.05 
 .95 
 .85 
 .80 
 .80 
 
 2.002.15 
 
 5.50 
 3.75 
 3.25 
 3.00 
 2.25 
 2.05 
 
 .60.1. 
 
 1.30 
 
 1.10 
 
 1.10 
 
 .95 
 
 .85 
 
 5.50 
 4.00 
 3.50 
 3.25 
 2.35 
 2.15 
 
 5.75 
 4.25 
 3.75 
 3.50 
 3.00 
 2.50 
 
 2.00 
 
 1 
 
 1.50 
 1.25 
 1.15 
 1.05 
 1.00 
 .90 
 
 5.00 
 4.00 
 3.75 
 3.50 
 3.00 
 2.60 
 
 2.00 
 
 1.50 
 
 1.40 
 
 1.10 
 
 1.00 
 
 .90 
 
 .85 
 
 .80 
 
 4.75 
 4.00 
 3.25 
 3.00 
 2.25 
 2.00 
 
 2.00 
 
 1.50 
 
 1.40 
 
 1.10 
 
 1.00 
 
 .90 
 
 .85 
 
 .80 
 
 4.75 
 4.00 
 3.25 
 3.00 
 2.25 
 2.00 
 
 2.00 
 
 1.60 
 1.50 
 1.25 
 1.15 
 1.05 
 1.00 
 .90 
 
 5.00 
 4.00 
 3.50 
 3.25 
 2.50 
 2.25 
 
 2.00 
 
 1.60 
 1.50 
 1.20 
 1.10 
 1.00 
 .95 
 .90 
 
 5.00 
 4.00 
 3.50 
 3.25 
 2.50 
 2.25 
 
 Asparagus. 
 
 I 19O3|1904|1905119O6|19O7|190811909|191O|1911|1912 
 
 Mammoth White, Pld. 
 
 Mammoth White 
 
 Mammoth Green, Pld. 
 
 Mammoth Green 
 
 Large White, Pld 
 
 Large White 
 
 Large Green, Pld 
 
 Large Green 
 
 Medium White 
 
 Medium Green 
 
 Small White 
 
 Small Green 
 
 No. 1 Sq. White Tips. 
 No. 1 Sq. Green Tips. . 
 No. 1 Tall Ungraded.. 
 
 $3.75 
 3.00 
 3.50 
 2.75 
 3.50 
 2.75 
 3.00 
 2.50 
 2.50 
 2.25 
 2.25 
 2.10 
 2.50 
 2.15 
 
 4.25 
 3.25 
 3.85 
 3.00 
 3.50 
 2.65 
 25 
 2.50 
 2.35 
 2.16 
 2.15 
 2.05 
 2.35 
 2.20 
 
 4.50 
 3.35 
 3.85 
 3.00 
 3.75 
 2.75 
 3.25 
 2.50 
 2.35 
 2.15 
 2.55 
 2.05 
 2.40 
 2.25 
 
 50 
 
 4.85 
 
 3..'i5 
 
 3.40 
 
 .35 
 
 4.15 
 
 2.80 
 
 2.65 
 
 65 
 
 4.(K» 
 
 3.20 
 
 3.(K> 
 
 65 
 
 3.25 
 
 2.45 
 
 2.25 
 
 75 
 
 4.25 
 
 3.25 
 
 3.10 
 
 W) 
 
 3.50 
 
 2.50 
 
 2.45 
 
 00 
 
 3.75 
 
 3.00 
 
 2.75 
 
 40 
 
 2.85 
 
 2.25 
 
 2.15 
 
 .■50 
 
 3.25 
 
 2.25 
 
 2.35 
 
 25 
 
 2.65 
 
 2.15 
 
 2.05 
 
 35 
 
 3.(M» 
 
 2.15 
 
 2.25 
 
 15 
 
 2.50 
 
 2.00 
 
 2.00 
 
 m 
 
 3.25 
 
 2.35 
 
 2.;-MI 
 
 x> 
 
 2.50 
 
 1.90 
 
 1.85 
 
 75 
 
 1.50 
 
 1.15 
 
 1.00 
 
 2.75 
 2.30 
 2.35 
 2.00 
 2.40 
 2.00 
 2.20 
 1.80 
 1.75 
 1.60 
 1.60 
 1,50 
 1.90 
 1.55 
 .85 
 
 2.85 
 2.35 
 2.50 
 2.0O 
 2.65 
 2.15 
 2.40 
 1.90 
 1.95 
 1.75 
 1.70 
 1.65 
 2.00 
 1.70 
 W 
 
 Continued on next page. 
 
136 
 
 HOW TO BUY AND SELL CANNED FOODS. 
 
 Approximate Comparative Packs of Hawaiian Camied Pineapple. 
 
 1901 
 1902 
 1903 
 1904 
 1905 
 1906 
 
 2,000 Cases 
 
 1907 
 
 186,700 Cases 
 
 6,000 Cases 
 
 1908 
 
 410,000 Cases 
 
 9,800 Cases 
 
 1909 
 
 498,300 Cases 
 
 25,600 Cases 
 
 1910 
 
 625,000 Cases 
 
 51,300 Cases 
 
 1911 
 
 751,000 Cases 
 
 84,300 Cases 
 
 1912 
 
 1,120,000 Cases 
 
 Approximate Comparative Average Opening Prices on Hawaiian 
 
 Canned Pineapple. 
 Sliced. 
 
 I 1908 I 1909 I 1910 I 1911 | 1912 
 
 No. 2% Extra 
 
 No. 2 Squat Extra 
 
 No. 2 Flat Extra 
 
 No. 2 Tall Extra 
 
 No. IVi Flat Extra 
 
 No. 1 Flat Extra 
 
 No. 8 Extra 
 
 No. 8 Extra (In Juice) 
 
 No. 2% Standard 
 
 No. 2 Tall Standard 
 
 No. 2 Flat Standard 
 
 No. 1 Flat Standard 
 
 No. 8 Standard 
 
 No. 8 Standard (in Juice) 
 
 $2 
 
 00 
 
 $1.75 
 
 $1.75 
 
 $1.85 
 
 
 
 1.60 
 
 1.50 
 
 1.55 
 
 
 
 1.55 
 
 1.45 
 
 1.50 
 
 1 
 
 80 
 
 1.45 
 1.40 
 
 1.40 
 1.25 
 
 1.40 
 
 
 
 1.00 
 
 1.00 
 
 1.00 
 
 
 
 5.50 
 
 5.50 
 
 5.75 
 
 
 , . 
 
 5.00 
 
 
 
 1 
 
 75 
 
 1.50 
 
 1.50 
 
 1.60 
 
 1 
 
 60 
 
 1.25 
 
 1.30 
 
 .90 
 
 1.10 
 
 ■;96 
 
 1.25 
 
 
 
 5.00 
 
 5.00 
 
 5.66 
 
 
 
 4.50 
 
 
 
 $2.00 
 1.65 
 
 i.'56 
 
 i!66 
 6.00 
 
 i!75 
 
 1.35 
 "95 
 
 5.25v 
 
 Coated and Crushed. 
 
 1908 I 1909 I 1910 I 1911 1 1912 
 
 No. 2% Extra 
 
 No. 2 Squat Extra 
 
 No. 2 Plat Extra 
 
 No. 2 Tall Extra 
 
 No. 2 Tall Extra (in Juice) 
 
 No. 1 Flat Extra 
 
 No. 8 Extra 
 
 No. 8 Extra (in Juice) 
 
 No. 2% Standard 
 
 No. 2 Tall Standard 
 
 No. 1 Flat Standard 
 
 No. 8 Standard 
 
 No. 8 Standard (in Juice) . 
 
 $1.85 
 
 $1.50 
 
 $1.^ 
 
 $1.65 
 
 
 
 1.40 
 
 1.40 
 
 .... 
 
 1.45 
 
 1.35 
 
 1.37% 
 
 1.60 
 
 1.35 
 
 1.35 
 
 1..35 
 
 
 1.30 
 
 1.30 
 
 1.25 
 
 
 .90 
 
 .90 
 
 .90 
 
 6.25 
 
 5.00 
 
 5.00 
 
 5.50 
 
 5.50 
 
 4.25 
 
 4.25 
 
 4.50 
 
 
 . . • t 
 
 1.35 
 
 1.50 
 
 1.35 
 
 1.25 
 
 1.10 
 
 1.15 
 
 
 .85 
 
 .85 
 
 
 5.75 
 
 4.75 
 
 4.75 
 
 5.00 
 
 5.00 
 
 4.00 
 
 4.00 
 
 4.25 
 
 $1.75 
 1.55 
 
 i!45 
 
 "95 
 5.73 
 4.75 
 1.60 
 1.30 
 .90 
 5.25 
 4.50 
 
RANGE OF PRICES FROM 1883 TO 1914 F. O. B. Baltimore, Md. 
 Compiled by "The Canning Trade." 
 
 The following table gives the packer's prices of spot Tomatoes, 
 Corn, Peas, per dozen, and No. 3 Cans, per thousand, from 1883 to 
 January 1st, 1914. No. 2 standard Maine Style Corn is referred to; 
 
 No. 2 standard Early June Peas; No. 3 standard Tomatoes. Cans 
 are the regular size and standard quality. 
 
 * — Star indicates record high price. 
 
 Date. Tomatoes. Corn. Peas. Cans. 
 
 1883 January 1 $1.05 $.90 $1.15 $33.50 
 
 1883 July 1 95 .85 1.15 32.00 
 
 1884 January 1 90 .95 1.40 32.50 
 
 1884 July 1 90 .90 2.00* 28.00 
 
 1885 January 1 90 1.10 1.80 28.00 
 
 1885 July 1 90 1.10 1.50 26.00 
 
 1886 January 1 1.00 .90 1.60 28.00 
 
 1886 July 1 1.00 .90 1.35 28.00 
 
 1887 January 1 90 .90 1.20 28.00 
 
 1887 July 1 1.25 1.25* 1.25 26.50 
 
 1888 January 1 1.00 1.00 1.25 30.00 
 
 1888 July 1 1.00 .80 1.50 28.50 
 
 1889 January 1 80 .60 1.40 . 25.50 
 
 1889 July 1 75 .60 1.30 24.00 
 
 1890 January 1 75 .62 1.30 25.00 
 
 1890 July 1 77J4 .65 1.40 26.50 
 
 1891 January 1 85 1.00 1.35 30.00 
 
 1891 July 1 87>^ .90 1.25 32.00 
 
 1892 January 1 90 1.00 1.25 28.50 
 
 1892 July 1 85 1.15 1.10 28.50 
 
 1893 January 1 1.10 1.00 1.20 26.00 
 
 1893 July 1 1.30 .90 1.25 27.00 
 
 1894 January 1 1.00 .70 1.20 26.00 
 
 1894 July 1 90 .60 1.15 26.00 
 
 1895 January 1 75 .60 1.00 21.00 
 
 1895 July 1 65 .60 1.00 21.00 
 
 1896 January 1 75 .55 1.00 21.00 
 
 1896 July 1 : 65 .55 .90 18.50 
 
 1897 January 1 75 .60 .90 20.00 
 
 1897 July 1 65 .60 .75 20.00 
 
 1898 January 1 95 .70 .75 20.00 
 
 1898 July 1 1.10 .70 .75 18.00 
 
 1899 January 1 70 .65 .75 17.00 
 
 1899 July 1 70 .75 1.10 22.50 
 
 1900 January 1 67i^ .75 1.20 25.00 
 
 1900 July 1 72>^ .70 1.10 27.00 
 
 1901 January 1 80 .70 1.10 26.70 
 
3 38 HOW TO BUY AND SELL CANNED FOODS. 
 
 1901 July 1 72y2 
 
 1902 January 1 1.233^ 
 
 1903 July 1 1.60* 
 
 1903 January 1 95 
 
 1903 July 1 77J4 
 
 1904 January 1 70 
 
 1904 July 1 70 
 
 1905 January 1 67J4 
 
 1905 July 1 67>4 
 
 1906 January 1 1.15 
 
 1906 July 1 1.00 
 
 1907 January 1 97>^ 
 
 1907 July 1 97^ 
 
 1 908 January 1 82>^ 
 
 1908 July 1 77>4 
 
 1909 January 1 72J4 
 
 1909 July 1 67>^ 
 
 1910 January 1 65 
 
 1910 July 1 70 
 
 1911 January 1 80 
 
 1911 July 1 90 
 
 1913 January 1 1.20 
 
 1913 July 1 1.25 
 
 1913 January 1 85 
 
 1913 July 1 85 
 
 1914 January 1 75 
 
 CALIFORNIA CANNING SEASON 
 Approximate Period of Packing the Different Varieties 
 
 FRUITS. 
 
 Apricots Latter part of June to latter part of August 
 
 Blackberries Latter part of June to fore part of September 
 
 Cherries Latter part of May to middle of July 
 
 Currants . . / Last three weeks of June 
 
 Gooseberries Latter part of May to latter part of June 
 
 Grapes Fore part of July to fore part of September 
 
 Nectarines Latter part of July to latter part of September 
 
 Pears Latter part of July to middle of October 
 
 Peaches, Free Latter part of July to middle of October 
 
 Peaches, L. C Middle of August to middle of October 
 
 Peaches, W. C Middle of July to middle of September 
 
 Plums, Green Gage. . .Middle of July to middle of September 
 Plums, Egg Fore part of August to fore part of September 
 
 .65 
 
 1.00 
 
 
 .75 
 
 1.00 
 
 20.00 
 
 .60 
 
 .95 
 
 20.00 
 
 .80 
 
 .90 
 
 21.50 
 
 .00 
 
 .90 
 
 21.50 
 
 .05 
 
 .90 
 
 18.50 
 
 .75 
 
 .85 
 
 18.50 
 
 .80 
 
 .85 
 
 16.50 
 
 .70 
 
 .75 
 
 16.50 
 
 .70 
 
 .75 
 
 16.50 
 
 .56 
 
 .95 
 
 16.25 
 
 .56 
 
 1.10 
 
 17.50 
 
 .65 
 
 1.10 
 
 18.00 
 
 .80 
 
 1.10 
 
 18.00 
 
 .571^ 
 
 .85 
 
 18.40 
 
 .70 
 
 .85 
 
 18.40 
 
 .60 
 
 .75 
 
 17.00 
 
 .75 
 
 .75 
 
 15.50 
 
 .82 
 
 .75 
 
 15.50 
 
 .80 
 
 .90 
 
 16.75 
 
 .90 
 
 .97 
 
 16.75 
 
 .70 
 
 1.25 
 
 16.25 
 
 .65 
 
 1.20 
 
 16.25 
 
 .55 
 
 1.20 
 
 17.25 
 
 .55 
 
 1.05 
 
 17.25 
 
 .73>4 
 
 .95 
 
 17.25 
 
HOW TO BUY AND SELL CANNED POODS. 139 
 
 Plums, Golden Drop. . .Latter part of August to latter part of October 
 
 Plums, Damson Middle of September to middle of November 
 
 Quinces Fore part of May to latter part of October 
 
 Strawberries Latter part of March to middle of June 
 
 VEGETABLES. 
 
 Asparagus Middle of June to end of November 
 
 String Beans Middle of May to latter part of June 
 
 Peas Latter part of August to latter part of Novemb 
 
 Tomatoes Latter part of August to latter part of Nov'ber 
 
 CANNED FOODS NET WEIGHTS. 
 
 These are minimum weights of contents, including juice and 
 water, suggested as proper to be printed upon labels to comply with 
 various State laws. 
 
 No. Lbs. Ozs. 
 
 Apples, 4J^-inch 3 1 13 
 
 5J^-inch 3 2 3 
 
 10 5 14 
 
 Asparagus, Tall Salmon Cans 1 15 
 
 Tips, Square Cans 1 15 
 
 lYz 1 2 
 
 2J4 1 14 
 
 Round Cans 3 2 1 
 
 Square Cans 3 2 8 
 
 Bacon, Glass Large 8 
 
 Med. 4 
 
 Beets 2 14 
 
 3 2 1 
 
 10 6 9 
 
 Blackberries, H. S 2 1 5 
 
 Water 1 3 
 
 H.S 2J/^ 
 
 10 6 9 
 
 Blueberries 2 1 4 
 
 9X 
 
 '2 
 
 , 10 6 9 
 
 California Fruits, Extra 3 2 4 
 
 Extra 2J4 1 15 
 
 Extra Standard 25^ 1 14 
 
 Standard 2J4 1 14 
 
 Second 2}4 1 13 
 
 Continued on next page. 
 
I40 HOW TO BUY AND SELL CANNED FOODS. 
 
 Canned Foods Net Weights — Continued. 
 
 No. Lbs. Ozs. 
 
 California Fruits, Water ~. 2>4 
 
 Pie 2y2 
 
 8 
 
 California Tomatoes 3 
 
 Solid Pack 2y2 
 
 Standard 2>2 
 
 8 
 
 Cherries, Ptd. H. S 2 
 
 Water. 
 
 H.S 2y2 
 
 H. S 3 
 
 10 
 
 Clam Chowder 3 
 
 Corn 1 
 
 3 
 
 10 
 
 Hominy, 4% inches 3 
 
 534 inches 3 
 
 10 
 
 Kraut 3 
 
 5y2 inches 3 
 
 10 
 
 Lima Beans, Dry White 2 
 
 10 
 
 Lima Beans, Green 1 
 
 2J4 
 
 2 
 
 10 
 
 Lobster, Flat Cans J4 
 
 1 
 
 Tall Cans H 
 
 1 
 
 Milk, Condensed 1 
 
 Evaporated Tall 
 
 Family 
 
 Baby 
 
 Okra 1 
 
 2 
 
 3 
 
 10 
 
 Continued on next page. 
 
 1 
 
 13 
 
 1 
 
 13 
 
 6 
 
 10 
 
 2 
 
 3 
 
 1 
 
 14 
 
 1 
 
 12 
 
 6 
 
 4 
 
 1 
 
 6 
 
 1 
 
 3 
 
 1 
 
 15 
 
 6 
 
 9 
 
 2 
 
 1 
 
 
 
 10 
 
 1 
 
 4 
 
 6 
 
 9 
 
 2 
 
 1 
 
 2 
 
 5 
 
 6 
 
 9 
 
 1 
 
 14 
 
 2 
 
 4 
 
 6 
 
 4 
 
 1 
 
 4 
 
 6 
 
 4 
 
 
 
 11 
 
 
 
 13 
 
 1 
 
 4 
 
 6 
 
 9 
 
 
 
 3 
 
 
 
 14 
 
 
 
 10 
 
 
 
 14 
 
 
 
 13J4 
 
 1 
 
 
 
 
 
 12 
 
 
 
 6 
 
 
 
 9 
 
 1 
 
 3 
 
 1 
 
 14 
 
 5 
 
 14 
 
HOW TO BUY AND SELL CANNED FOODS. 141 
 
 Canned Poods Net Weights — Continued. 
 
 No. Lbs. Ozs. 
 
 Peaches, H. S 3 
 
 H.S 10 
 
 Pears, H. S 2 
 
 Water 
 
 H.S 2J4 
 
 H.S 3 
 
 H.S 10 
 
 Peas 1 
 
 1/2 
 
 2 
 
 10 
 
 Pineapple 1 
 
 2 
 
 2y2 
 
 10 
 
 Plums, H. S 2 
 
 H.S 2K 
 
 H.S 3 
 
 H.S 10 
 
 Pork and Beans 1 
 
 2 
 
 3 
 
 10 
 
 Raspberries, Black H.S 2 
 
 Water 
 
 Raspberries, Red H.S 2 
 
 Water. 
 
 H.S 2K 
 
 10 
 
 Red Kidney Beans 1 
 
 2 
 
 3 
 
 10 
 
 Salmon, Flat Cans }i 
 
 1 
 
 Oval Cans j/2 
 
 1 
 
 Tall Cans 1 
 
 Nominal 2 
 
 Continued on next page. 
 
 2 
 
 3 
 
 6 
 
 9 
 
 1 
 
 2 
 
 1 
 
 2 
 
 1 
 
 14 
 
 2 
 
 
 
 6 
 
 14 
 
 
 
 11 
 
 
 
 14 
 
 1 
 
 4 
 
 6 
 
 9 
 
 
 
 9 
 
 1 
 
 3 
 
 1 
 
 12 
 
 6 
 
 4 
 
 1 
 
 4 
 
 1 
 
 14 
 
 2 
 
 2 
 
 
 
 11 
 
 1 
 
 5 
 
 2 
 
 2 
 
 7 
 
 
 
 1 
 
 5 
 
 1 
 
 3 
 
 1 
 
 5 
 
 1 
 
 3 
 
 6 
 
 9 
 
 
 
 11 
 
 1 
 
 4 
 
 2 
 
 3 
 
 6 
 
 14 
 
 
 
 7J/2 
 
 
 
 15 
 
 
 
 "i'A 
 
 
 
 15 
 
 
 
 15 
 
142 HOW TO BUY AND SELL CANNED FOODS. 
 
 Canned Foods Net Weights — Continued. 
 
 No. Lbs. Ozs. 
 
 Sbrimp, Dry '. 1 4~ 
 
 iy2 8y2 
 
 Wet 1 4 
 
 ly 8J4 
 
 Spinach, 4% inches 3 2 
 
 Syi inches 3 2 4 
 
 10 6 
 
 2 12 
 
 Squash and Pumpkin 2 1 4 
 
 4% inches 3 2 
 
 5>4 inches 3 2 5 
 
 .; 10 6 9 
 
 Strawberries, H. S 2 1 5 
 
 Water 1 3 
 
 H.S 2>4 
 
 10 6 3 
 
 String Beans, Wax and Refugee 1 11 
 
 11/2 14 
 
 2 14 
 
 10 6 9 
 
 Succotash, Lima Bean 2 1 4 
 
 10 6 9 
 
 Sweet Potatoes 3 2 1 
 
 10 
 
 Tomatoes 2 1 8 
 
 4% inches 3 2 
 
 5 inches 3 2 2 
 
 5J4 inches 3 2 6 
 
 10 6 9 
 
 Tongue, Lunch 1 12 
 
 Ox 2 1 12 
 
 (or 1 tongue) 
 
 Tuna Fish, Flat Cans 54 7 
 
 1 13 
 
HOW TO BUY AND SELL CANNED FOODS. 143 
 
 CHAPTER LVL 
 
 SALESROOM— COUNTER AND WINDOW DISPLAY 
 OF CANNED FOODS. 
 
 No part of a wholesale or retail grocer's stock is possessed of 
 such possibilities for advertising and display as Canned Foods. In 
 the salesroom of the wholesale store they can be beautifully and 
 artistically arranged if desired. The price can also be marked so that 
 the attention of visiting merchants will be attracted. 
 
 A very good way is to display special bargains or special brands 
 in the original cases, piled on the side, with cans set on end and faced 
 outward. 
 
 Another stack or pile can be backed up to the first and faced the 
 other way, thereby saving space. 
 
 A wholesale grocer's salesroom should have upright glass cases 
 with lifting or sliding doors. Samples of canned foods should be 
 kept in these cases, which should either be equipped with mirror 
 :glass in the back or be double, having standing space on each side of 
 the case and glass doors on each end, so that one can see entirely 
 through the case. Cans of canned foods may also be displayed with 
 vignettes in front and on both sides of the case. This saves room, 
 "but, unless the salesroom is large, will obstruct the view and the 
 light. Such cases should not be more than seven feet tall and the 
 shelving should be of glass strips. 
 
 A wholesale buyer should have his cutting table made of very 
 thick plate glass or of a white enameled iron or imitation marble 
 composition. The latter is better and handsomer than the common 
 veined marble. It is also cleaner. This cutting table should be in 
 proximity to the sample cases, as many a sale is made by a buyer, who 
 also has the time and inclination to wait on important customers, 
 using samples on the cutting table. 
 
 Every good cutting table should be equipped with shallow tin 
 pans, enameled white on the inside. They show stuff better than 
 dishes, are not heavy, make but litte noise, and won't break. 
 
 The great variety of colors and artistic designs on can labels 
 beautify a store, retail or wholesale, more than any other goods a 
 grocer carries ; and the line is susceptible of such an infinite variety in 
 arrangement that it is put to the front on the shelves and counters 
 especially in the best retail stores. 
 
 A retail grocer should always have good, wide, deep windows, 
 with full length plate glass in the front. His window display is just 
 as important and profitable to him as are those of the general stores 
 to them ; and canned foods, when arranged in the windows, or on the 
 counters in pyramids, or on the shelves, beautify the place and attract 
 
144 HOW TO BUY AND SELL CANNED FOODS. 
 
 the attention of buyers. Price cards and cards describing the quality 
 are of course interesting. It is difficult to describe a window or coun- 
 ter display in words so as to be understood, and, as pictures are always 
 interesting to the eye, I have concluded that it is best to show photo- 
 graphs of displays actually made by grocers. From these ideas of the 
 possibilities of such arrangements can be had. 
 
 CHAPTER LVIL 
 
 WHOM DOES THE BROKER REPRESENT? 
 
 Part of an address made by the author to the Indiana Canners' 
 Association meeting at Indianapolis, November 13, 1913. 
 
 Some time ago, at a banquet, I had occasion to define a broker's 
 earthly mission and status, and I have come to the conclusion, after 
 studying all the encyclopedias, the Bible, and books of familiar quota- 
 tions, and after having taken legal advice in relation to whom brokers 
 actually represent, that my definition formulated on that occasion is 
 the best ever. I said that: 
 
 "The mission of the broker is to stand immovably and immacun 
 lately, like a great rock of truth and righteousness, between the seller 
 and the buyer in a ceaseless effort to prevent them from 'doing' each 
 other." 
 
 That definition of a broker's duty is about the best I have been 
 able to find, even with the assistance of the Cahners' Bureau of Re- 
 search at Washington, D. C. 
 
 Seriously speaking, however, Mr. President, I have come to the 
 conclusion that the canned foods broker is higher and greater legally 
 than the law and better morally than the church. 
 
 I have looked through stacks of law books, since President Smith 
 "wished" this subject on me, and though I could find hundreds of 
 cases and decisions pertaining to stock and bond brokers, insurance 
 brokers and real estate brokers and their trouble, I assure you that I 
 was not able to find a single case wherein a canned food or merchan- 
 dise broker had figured either as plaintiff or defendant, not even in 
 a breach of promise or divorce case. They seem either to have no 
 troubles or wisely to settle them out of court. 
 
 I have also looked carefully through the Bible and the Catechism 
 and the Book of Common Prayer, and have failed to find a. single de- 
 nunciation of the canned foods broker or his deeds or methods, nor 
 have I found that any one has ever offered up a prayer in his behalf. 
 
 The inference to be clearly drawn is that his methods are above 
 reproach, his morals above criticism, and that prayers in his behalf 
 are unnecessary. 
 
HOW TO BUY AND SELL CANNED FOODS. 145 
 
 Under the weight of all this testimony, an appropriate prayer for 
 a broker to utter should he get into trouble would be similar to that 
 of the irreligious sea captain, whose ship was about to be wrecked in 
 a great storm. He prayed: "Lord, you know that I have never trou- 
 bled you before, and if you will get me out of this scrape, I promise 
 never to call on you again." 
 
 I do not intend, Mr. President, to assert that the canned foods 
 broker is like Daniel, with a halo above his head and a heavenly smile 
 upon his face, standing in the midst of conscienceless canners and 
 wholesale grocers all waiting to pounce upon him. Nor do I suggest 
 that all brokers will in the great hereafter be asked to come forward 
 and get a harp and put on a golden crown. 
 
 I am afraid that many of them would feel like a boy I heard about. 
 A new Sunday School superintendent was making his introductory 
 address and said : 
 
 "All the little children who want to go to Heaven and wear a 
 golden crown will please stand up." 
 
 They all stood up but the son of a canner, or maybe his father 
 was a wholesale grocer, and his name was Bill, and he sat tight. 
 
 "Now all will please be seated. Willie, you did not stand. Don't 
 you want to wear a golden crown?" Bill then said: "Nixy, not fur 
 me. De dentist put one of dem tings on me toof last week. Not fur 
 Willie. Never again!" 
 
 To be serious, however, Mr. President, the broker legally repre- 
 sents the party to the transaction who employs him and pays him his 
 brokerage. 
 
 There is, I know, a general or popular impression that he acts 
 legally as the agent of both parties, but the law does not so hold. 
 
 It plainly and undeniably states that he "represents and is the 
 agent of the seller or buyer who employs him and pays him his 
 brokerage." 
 
 You must not think that the canners are the only people who pay 
 brokerages on canned foods. Wholesale grocers sell a great many 
 canned foods to each other through brokers, and there are in the larger 
 cities brokers who devote nearly all their time to selling canned foods 
 between wholesalers. 
 
 When canned foods have gone into second hands brokers must 
 sell for wholesalers. 
 
 Although the broker is legally the agent and representative of the 
 party who employs him and pays him, I hold, and I think that all 
 well-informed and thoughtful brokeijs, canners and wholesalers will 
 
146 HOW TO BUY AND SELL CANNED POODS. 
 
 admit, that a broker who does not stand impartially, honestly and 
 fairly between the buyer and seller, will not be of any use to either 
 party very long. 
 
 If a broker represents you he is of no use to you unless he can 
 sell your goods. If he is merely a salesman or advocate for the seller, 
 he cannot hold the respect or confidence of the buyer, and if he loses 
 those, he is no longer of any use to the seller. 
 
 You employ a broker on the basis of no sales, no brokerage, and 
 only pay him for what he actually does. When you have nothing to 
 sell, he is not on your payroll. Consequetitly he is the cheapest selling 
 agency you can employ. 
 
 I hold though the law says that the broker is the agent of the 
 party who employs him and pays him his brokerage, that there are 
 relations that the law does not properly consider and some things 
 which lawyers, who are usually not practical, do not know. I hold 
 that ethically and in conformity with the principles of scientific politi- 
 cal economy, brokerage is a part of the cost of the goods, just as would 
 be a salesman's salary, or freight, or labels, or cases, and that neither 
 the canner, the wholesaler, or the retail dealer pays the brokerage, 
 but that it is paid by the consumer who finally uses the goods, as a 
 part of the purchase price, and that a broker really represents the 
 just interests of all parties to the transaction, as well as the best inter- 
 ests of the canning industry. 
 
 It is a broker's business to bring buyers and sellers together upon 
 agreed terms and to have them sign written contracts of purchase and 
 sale, or accept his sales contract as the terms of the transaction. 
 
 His duty is then done, and his brokerage is legally due and pay- 
 able, though custom in the canned foods line seems to have estab- 
 lished the rule that brokerage is not payable until after the goods are 
 shipped and paid for. 
 
 In cases of rejection there is no legal obligation on the broker's 
 part to intervene or to try to satisfy the buyer, for the seller's duty is 
 to deliver the goods according to contract and the buyer's duty is to 
 accept and pay for them. If either fails or refuses to comply with 
 the contract, through no fault of the broker, his brokerage is, never- 
 theless, payable. Here, however, custom seems to have assumed that, 
 where there is a rejection, no brokerage shall be paid. There is no 
 law to sustain that assumption, but every broker should do his utmost 
 to reconcile differences between parties or to resell the goods. 
 
HOW TO BUY AND SELL CANNED FOODS. 147 
 
 CHAPTER LVIII. 
 
 THE RELATIONS OF CANNER TO BROKER AND JOBBER. 
 
 Part of an address made by the author to the Wisconsin Pea 
 Canners' Association at Milwaukee, December 4, 1913. 
 
 Mr. President and Gentlemen : I am very glad indeed that your 
 president did not ask me to include the retailers in my analysis of 
 existing relations, because I would certainly have found myself walk- 
 ing upon a crust over a volcano. 
 
 The retail grocer is the court of last resort in food distribution — ■ 
 the guide, philosopher and friend of the public appetite, and standing, 
 as he does, nearest to the eventual consumer, his is the final word. 
 
 His friendship and co-operation are more vital and essential to the 
 canner than any other link in the chain of distribution; but I will 
 shake his hand and pass him by with my assurance of sincere respect 
 and appreciation, because there are too many and too much of him, 
 and I could not do him justice in as short an address as I propose to 
 make. 
 
 Lawyers claim that law is the crystallization of human justice 
 and reason, and that it defines all the relations of life and property. 
 There is, however, nothing in all the law books, or great overburdened 
 libraries of the law, that defines the line of distinction or demarcation 
 between the rights and duties of manufacturers, brokers and jobbers. 
 There is nothing in the law which says where the rights and privileges 
 of either of those classes begin or end or how far their field of effort 
 shall or shall not extend. 
 
 In truth, the law, as it is interpreted or adminstered in these 
 modern days, is antagonistic to organized or systematized distribution, 
 and to the scientific economies of distributive effort. It recognizes 
 no right, for instance, on the part of canners, brokers, or jobbers to 
 organize or co-operate in order to define the boundaries of the field of 
 effort each shall occupy, or to agree to confine their co-operation or 
 patronage to those who do business along the lines of true ethical rela- 
 tionship, or, to speak plainly, who keep within their proper sphere 
 and mind their own business. 
 
 If two or more wholesale grocers were to agree not to buy goods 
 through a broker who sold to the retail trade, they could be prose- 
 cuted and punished under the anti-trust laws. 
 
 If two or more canners were to agree to sell no goods to a jobber 
 who conducted a cannery, or who put his private or house label on 
 canned foods, they could be punished under the anti-trust laws. 
 
 If two or more jobbers were to agree not to sell goods to another 
 jobber because he sold goods to consumers, they could be punished 
 under both state and national laws. 
 
148 HOW TO BUY AND SELL CANNED FOODS. 
 
 Hence we find that the situation between canner, broker and 
 jobber, in respect to their relations, so far as their sphere of active 
 effort is meant by their relations, must be individual and ethical or 
 moral entirely, for it cannot be legal if there is any element of co-op- 
 eration by agreement. 
 
 A case in point is that of the Southern Wholesale Grocers' Asso- 
 ciation. It's officers and members were fined in the United States 
 courts very recently because they published a "green book" containing 
 a list of wholesalers and let manufacturers understand that they would 
 not be patronized if they sold parties not classified as wholesalers at 
 wholesale prices. 
 
 A great condition of confusion exists, and probably will continue, 
 as to the trade restrictions between canner, broker and jobber. 
 
 Hence we find canners selling direct to retail grocers, brokers 
 selling to large retailers, and jobbers and canners selling to large con- 
 sumers. 
 
 It being held as opposed to public policy and the law that any 
 restrictions be agreed to or placed upon distribution or commerce, 
 there are only two other influences which can be depended upon to 
 preserve and maintain the proper relations between canner, broker 
 and jobber, namely, self-respect and ethical or moral influence. 
 
 We all know, in this country of magnificent distances and high 
 freight rates, that all the elements or factors employed in our plan 
 of distribution are essential ; the canner to prepare and produce canned 
 foods ; the broker to sell them ; the wholesaler to buy them in carload 
 lots, thereby saving a heavy difference in freights, to extend credit to 
 the retailers, to carry the surplus stocks and to act as banker to the 
 entire plan, and the retail grocer to furnish the goods to the consumers 
 in quantities to suit the wants of each. 
 
 I have been unable to find where anyone has written or spoken 
 carefully, or after much research or thought, upon this much-vexed 
 question of the mutuality of interest or true relations between canners, 
 brokers and jobbers. Therefore, if we can find no precedents in law 
 and no guidance in philosophical literature, we must place the respon- 
 sibility upon our consciences, each doing his part individually. "Honor 
 and fame from no condition rise; act well your part, there all the 
 honor lies." 
 
 It is morally recognized that the sphere of the canner is manufac- 
 turing. If he distributes his goods through the jobber, believing it 
 cheapest, safest and best to do so, he is in honor bound to refrain 
 from intruding upon the jobber's privilege of supplying the retaiJ 
 trade. 
 
 If he wants his own labels introduced, he can always arrange with 
 some jobber to co-operate with him and to handle and ptish his brands. 
 
HOW TO BUY AND SELL CANNED FOODS. 149 
 
 If he prefers to sell direct to the retail trade, he should not expect 
 the jobber to buy his products, and will not then be disappointed. 
 
 The broker is legally only a salesman, acting under the instruc- 
 tion of the principal who employs him. If he solicits the patronage 
 of the wholesale trade he should feel in honor bound to refrain from 
 selling to the wholesaler's customers. 
 
 There is a difference between a broker and a factor. The broker 
 has not the goods in his possession or control; the factor has, and 
 usually bills and collects for them. 
 
 Though not legally the agent of both parties, the broker morally 
 and ethically is, and must stand squarely and impartially between 
 buyer and seller when he brings them together in the transaction of 
 business. 
 
 The wholesaler is a distributer and banker to the trade, and that 
 is his sphere. If he becomes a manufacturer, selling the jobbing trade, 
 he cannot complain if canners compete with him in the retail trade. 
 
 A wholesaler does not, in my opinion, become a manufacturer, or 
 competitor with manufacturers, merely by using his private label on 
 canned foods, for it is not his purpose in doing so to sell the whole- 
 sale trade; but it is his object in doing this to advertise his business, 
 to hold and make permanent his customers, and to protect his profits. 
 
 We hear a great deal in these days about the securing of legis- 
 lation to put the canner's name on the label ; but, sincerely speaking, I 
 do not consider the matter of much importance to canners. To intro- 
 duce a label and establish a trade for it is a most expensive under- 
 taking, and the expense must be continuous and persistent in order to 
 keep the label on the market. Should any of the canners who have 
 established their labels discontinue advertising for a single year, the 
 waves of oblivion would roll over their reputations, and their labels 
 would disappear from the grocers' shelves. At present I am of the 
 opinion that canners who pack goods for private labels make more 
 money than the big advertisers who push their own brands. 
 
 In conclusion, Mr. President, this is a great country, and it has a 
 wide-open, unrestricted commercial policy from a legal point of view. 
 Any man in business, be he canner, broker or wholesaler, has a right 
 to conduct his individual business as he pleases, and there is nothing 
 in the Constitution of the United States or in our laws to say him nay, 
 as long as he keeps the peace, doesn't slander his competitors, and 
 deals honestly with the public. 
 
 But, Mr. President, there is an immutable law of reciprocity and 
 compensation in God's grand universe, and in the wisdom and by the 
 will of our Creator there is a place for every man, and every man is 
 safest and happiest in his appointed place. 
 
150 HOW TO BUY AND SELL CANNED FOODS. 
 
 There is an unwritten law of right and conscience which we do 
 not find in the law books. This will safely guide us if we will heed it. 
 
 Did I say an unwritten law? I am wrong! It was written, and 
 as written it reads : 
 
 "Thou shalt not covet thy neighbor's house, thou shalt not covet 
 thy neighbor's wife, nor his man servant, nor his maid servant, nor 
 his ox, nor his ass, nor anything that is thy neighbor's." 
 
 It is God's rule of reciprocity, and forbearance and mutual con- 
 sideration, and it was written thousands of years ago, in the midst of a 
 a dark cloud, upon the summit of Mount Sinai, while the earth quaked 
 and trembled, and the lightning blazed and flashed, and the thunders 
 rolled and crashed, and it was written on ston? tablets by the finger 
 of Almighty God. It is the best law today by which to regulate the 
 relations between canner, broker and jobber, and all other human 
 relations. 
 
 CHAPTER LIX. 
 
 HOW TO INTRODUCE YOUR BRAND OR LABEL. 
 
 There was once a philosopher who claimed that he could make 
 shoes though he had never made any. I am not in that dubious or 
 unfortunate position in writing this chapter, as I have introduced on 
 the market a number of labels which are still popular. 
 
 The control or ownership of a label, in these days of strenuous 
 advertising, is wisely regarded as important; for there is no other 
 means of holding a patronage once gained, or of securing the cumula- 
 tive benefit from care and from painstaking efifort to give good quality 
 and full value. In fact, there is no other basis upon which to place », 
 progressive and enterprising effort, for it is the repeat orders that 
 pay the profit after the first order has been obtained. 
 
 Canners, a few brokers, the wholesalers, and some retailers now, 
 to a greater or less extent, use their own labels on canned foods, and 
 I know of a few instances wherin commercial travelers have had their 
 own personal labels put on a line of canned foods. 
 
 Labels are now very cheap. They are, in addition, made in 
 artistic and brilliant styles, so that even a small output can be intro- 
 duced under private label. 
 
 As I have stated previously in this book, the canner puts his 
 label on the cans because they contain his product and because he 
 naturally desires to derive whatever advantage he can from its merit. 
 He sometimes objects to putting a dealer's label on his product and 
 he resents the practice of concealing the source of the goods. 
 
A LOAD OF SALMON BEING TOWED TO CANNERY BY TUG 
 
SCENE IX ONE OF XEW YORK'S CANNING KITCHENS 
 
 SEALING MEAT CANS UNDER VACUUM 
 
HOW TO BUY AND SELL CANNED FOODS. 151 
 
 Dealers are prompted by the same motive, namely, a desire to be 
 associated with their brand; and by the additional purpose of securing 
 for themselves a fair margin of profit and of avoiding the onslaught 
 of price cutting competitors. There is no immorality or deception in- 
 volved in a dealer's labeling goods with his private label as the law 
 compels him to print on the labels the words "distributed by" or 
 "packed for." This plainly shows that the owner of the label is not 
 a manufacturer. Many canning establishments which put out large 
 lines of canned foods include among them some that they do not 
 pretend to manufacture themselves. 
 
 The first step in the introduction of a label is to get a label or a 
 series of labels. Vignettes, colors and styles are made in great variety 
 and can be obtained without expense by writing to label manufacturers 
 who specialize in canned food labels. A catchy trademark name is 
 harder to get, in fact, it would seem that everything appropriate has 
 already been used or patented. Some word that rolls off the tongue 
 easily and that has some significance or reference to superior 
 quality should be chosen. Then a neat design and conspicuous vig- 
 nette should be selected. It is not necessary to have the name of the 
 owners of the label very conspicuous, but the word by which the line 
 of goods is to be known and advertised should be prominent. Firm 
 names change, but trademark or advertised names go on forever, as 
 they represent property or good will. Bright or light colored labels 
 soil more easily than dark colored ones, but the latter look dismal in a 
 poorly lighted store and are not so attractive as light colored labels. 
 
 Having selected a label, mail it to "The Librarian of Congress," 
 Washington, D. C, and have it patented. The fee is $35.00. You do 
 not need any legal help as the department will advise you whether the 
 word or design has been previously patented and the label manufac- 
 turer will advise you if it is being used on canned foods by any other 
 concern. 
 
 Canners usually have three series of labels for three grades of 
 goods — Fancy, Extra Standard and Standard — but some have more 
 than one series and some have quite a number of labels in order 
 to give control of a line or label to competing dealers in the same 
 territory or district. 
 
 Large wholesalers also frequently have a number of different 
 labels for the same purpose or reason. 
 
 For houses of moderate capacity the three series of labels for 
 canned foods is sufficient, viz. : Fancy, to be retailed at 20 to 25 cents 
 the can; Extra Standard, to be retailed at 15 to 20 cents the can, and 
 Standard, to be retailed at 10 to 1254 cents the can. 
 
 Labels should be kept in cases or on shelves carefully protected by 
 <ioors or curtains from the light, apd from coal or other dust, as they 
 
152 HOW TO BUY AND SELL CANNED FOODS. 
 
 are liable to change color, to become soiled or to become of no par- 
 ticular color. 
 
 The laws in nation and in state require that the label shall state 
 the truth. Consequently, all exaggerated description of qualities 
 should be avoided. 
 
 In some States the law requires that the net contents of the cans 
 shall be stated in weights on the label. The national law does not so 
 require; but it does require that, if the net contents in weight are 
 stated, the statement must be true. 
 
 Full information in relation to labels, and labeling in respect to 
 national and state laws is given elsewhere in this volume under the 
 chapter title of "The Law and The Label," and those interested in the 
 introduction of their own labels or brands should be guided by it and 
 should attempt to issue or print no labels except in strict compliance 
 with national and state laws. 
 
 After the labels are ready the work of introducing them begins; 
 and it is a process that requires much patient and continuous effort 
 and no little expense. 
 
 The manufacturer of your labels will make and bind for you 
 label books. These containing one each of all your canned foods 
 labels. You should have enough made to furnish one to each sales- 
 man as well as some for retailers who are likely to take an interest in 
 promoting the line. These frequently have house-to-house or wagon 
 salesmen who could carry a label book and take orders through its use. 
 
 You need not wait for the packing season to begin the introduc- 
 tion of goods under your own label, as it is always possible to find 
 goods, at least of a few kinds, that, are being held unlabeled by can- 
 ners. A complete line, of course, must be packed to order; and orders 
 must be placed in advance of the packing season. A few staple articles 
 are enough to begin with, however, a good extra standard corn, and 
 peas, and tomatoes, for instance, until a full line can be had. This 
 preliminary work will pave the way for a sale of the full line. 
 
 In selecting grades exceeding care should be used. It is just as 
 dangerous to put out a quality higher than the grade you can hope 
 to furnish as it is to put out an inferior quality. 
 
 Let there be no deviation from season to season or year to year 
 in the quality of your goods. If prices advance, advance your price; 
 but never! never! lower the quality in order to continue the lower 
 selling price. That policy is suicidal. Have your qualities exactly 
 uniform, neither better nor poorer than the qualities you have pre- 
 viously furnished. If such goods are not to be obtained, discontinue 
 the sale of that article until the quality again is obtainable. 
 
 I shall suppose that the line selected includes three grades — 
 Fancy, Extra Standard and Standard. 
 
HOW TO BUY AND SELL CANNED FOODS. 153 
 
 Have your Fancy or Extra line the best that is produced. This 
 line will be the one of smallest sale and should be produced and pur- 
 chased in limited quantities. This provision does not apply to all 
 localities nor to all varieties, as there are localities where Fancy qual- 
 ities sell best, and there are kinds of goods (like Sockeye salmon or 
 asparagus), in which the Fancy quality has the largest sale. Every 
 market and every locality is different in this respect, and information 
 can only be obtained by experience and experiment. 
 
 In selecting goods for your Extra Standard label continue to use 
 the utmost care. Buy goods fully up to grade and be sure that they 
 run uniformly. Do not put your label on goods until you know that 
 they are right. Some money can be saved by having your labeHng 
 done at the cannery, as it is done there without charge; but some 
 houses have all goods shipped unlabeled, securing a "labor for label- 
 ing" allowance of one cent or more a case and doing their own 
 labeling. 
 
 If you have a labeling machine the goods can be labeled, for the 
 allowance stated, in lots of one thousand cases. Even if it costs more, 
 however, there is a protection which is desirable in doing your own 
 labelling. You can thereby keep absolute guard over the privacy 
 and character of the qualities placed under your private labels. 
 
 Your Extra Standard line should be that of largest sale, it being 
 usually the 15 cent straight or two for 35 cents retailer. Penny change 
 has to some extent varied the retail prices on canned foods from the 
 10, 15, 20 and 25 cent basis, but approximate selling prices are still 
 along that range. Make your Extra Standard line the one on which 
 your hardest work is done. It accommodates more people who use 
 canned foods — the great middle class — than the other lines, and has 
 therefore greater possibilities of development. 
 
 Some wholesale houses and some retailers do not handle the 
 Standard grades of canned foods under their own labels, buying and 
 selling nothing for their own labels below Extra Standard, and 
 using canners' labels or brands only in the Standard grade. This 
 policy has its feature of safety; but, by careful buying, good value 
 can be given under your label in Standard quality. By excluding it you 
 deprive yourself of an important trade field and yield that field to 
 your competitor; or you enter it upon a basis of open competition in 
 using canners' labels, and at margins of profit that are not desirable. 
 
 The next step is to take your salesmen into your confidence, tell 
 them what you propose to do, and show them how they will be bene- 
 fitted. Cut samples for them freely and, for comparison, secure 
 samples of competing brands from retailers' shelves. Imbue your 
 salesmen, city and country, with absolute confidence in your qualities. 
 Unless you do, they cannot and will not sell the goods. Furnish them 
 with label books and samples to cut and show to dealers. 
 
154 HOW TO BUY AND SELL CANNED FOODS. 
 
 The salesmen will secure the co-operation of retail grocers. This 
 is indispensable. There is no use wasting time or money introducing 
 a label if the goods are not on sale by retail grocers so that they can 
 be obtained by consumers. The co-operation and interest of the retail 
 grocers must be obtained by demonstrating the quality to him and 
 by securing both the interest and the confidence of his clerks in your 
 line of goods. You should furnish aggressive retailers with label 
 books and some samples to cut and show to their customers, and it 
 will be found helpful to induce their clerks to carry label books and 
 recommend the brand. 
 
 "Store Demonstration" is used to good advantage. Bright women 
 with good selling ability are used, being located in stores that have 
 a good calling line of customers. The samples are cut and are nicely 
 and temptingly arranged in glass dishes — the demonstrator taking 
 orders, to be filled by the store, in which she works. It is usual to 
 change stores at least once a week or oftener, unless good results are 
 obtained. This method is practical, immediate, direct and effective, 
 and it is not very expensive. 
 
 House-to-house canvassing by men or women salesmen, the 
 orders to be filled by whatever retailer the consumer selects, is effec- 
 tive and more general in results than store demonstration; but the 
 attention of consumers is harder to obtain, as this kind of work is 
 usualy overdone by all kinds of canvassers. The expense is about the 
 same as that of store demonstration, but the results are usually not so 
 satisfactory. 
 
 The distribution of brief and well written pamphlets by retailers 
 (with their purchase deliveries) is very cheap ; and, as it is direct, it 
 frequently brings good results. When ordered in considerable quan- 
 tities, such advertising slips or pamphlets can be bought for from 40 to 
 60 cents per thousand. 
 
 I have never been able to find satisfactory results from show 
 cards, expensive or otherwise, to be placed in retail stores. I regard 
 the money spent in this way as wasted. 
 
 Donating samples of canned foods to church fairs or to institu- 
 tions is a waste of money, if done for advertising purposes. No one 
 ever sees the goods but the cook, and the cook don't stop to read 
 the labels beyond a glance at the picture or vignette to ascertain the 
 contents. 
 
 Street car advertising is good and frequently effective, but quite 
 expensive. 
 
 Advertising in good Trade Papers is a cheap and effective way 
 of securing the interest and co-operation of retail dealers ; but it must 
 be supplemented by the work of salesmen in order to obtain the best 
 results. 
 
HOW TO BUY AND SELL CANNED FOODS. 155 
 
 Display advertising in large metropolitan papers is enormously 
 expensive and is a waste of money, as no one takes time to read such 
 advertising. Small advertisements in such papers, at the bottom of 
 columns, or intermingled with the "Want" advertisements are some 
 times effective. In the smaller cities or towns, where the local daily 
 papers are read more thoroughly, display advertising can be used to 
 advantage and is not so costly. 
 
 Pamphlets to be sent to consumers by mail, or to be distributed 
 by hand, of course have a value ; but in results are entirely dispropor- 
 tionate to the expense. This method is quite common — too common, 
 in fact, to be effective; and it is being so abused that it has become 
 exasperating to consumers. Distribution with retailers' purchase 
 deliveries is a far superior method. 
 
 The same thing can be said of billboard advertising. The results 
 are too indefinite to justify the expense, and, besides, the general 
 public is being educated to consider billboard advertising as the acme 
 of bad taste, and as a species of vandalism, that can be regarded only 
 as an impertinent public nuisance. 
 
 Displays of canned foods at fairs or expositions are practical, direct 
 and general in appHcation. A mere exhibition of quality by samples 
 is not sufficient, and is too ephemeral. The demonstrators must take 
 orders for the goods while demonstrating, otherwise there will be 
 no results. This kind of work is expensive, owing to the cost of 
 space and the necessity for erecting handsome and attractive booths. 
 
 Lectures to clubs, church societies, pure food organizations, high 
 school classes and to most all women's organizations are practical 
 and excellent, and not very expensive. Sometimes the retail dealer 
 will undertake such work; but genrally it must be done by a woman 
 or man expert. When illustrated with lantern slides, such lectures are 
 much more effective than otherwise. An entertaining and instructive 
 talk about canned foods, so illustrated, is usually welcomed . when 
 properly explained; and the advertising of your label can be made 
 incidental, being interspersed in the talks or on the lantern slides. 
 Samples of quality should also be shown on such occasions, as the 
 proof of the pudding is in the eating. 
 
 The advance sale of your brand or label should begin about Jan- 
 uary 15tli of each year, and it should be industriously and thoroughly 
 pushed until the goods are in stock and ready for delivery. 
 
 The introduction of a label is expensive, and those who attempt it, 
 like a man planting a tree, are working to a considerable extent for the 
 benefit of people to come after; but, by exercising care as to expendi- 
 tures, it can be made profitable from the beginning. The advertising 
 or other method of introducing one's label or brand of canned foods is 
 
156 HOW TO BUY AND SELL CANNED FOODS. 
 
 of greater benefit to wholesale grocers than to canners, for the whole- 
 sale grocer obtains advertising prestige thereby for an extensive line of 
 other goods, since these follow the canned foods label into a retailer's 
 stock just as commerce follows the flag on the high seas. 
 
 CHAPTER LX. 
 
 HOW TO CARE FOR CANNED FOODS. 
 
 When I took charge of a canned foods department for a big whole- 
 sale grocery house a number of years ago, I used to examine personally 
 the packages of each lot as the goods were unloaded from wagon 
 or car into the warehouse, in order to see the quality and condition of 
 cases and cans, the style or manner of labeling, and the conditions of 
 the cans as to rust. 
 
 On several occasions I noticed that teamsters or porters would 
 pick up the cases and dash them the entire length of the wagon plat- 
 form, or oflE the wagon on to a truck, with full force, as if the goods 
 were made of rubber or were indestructible. I knew that the solder 
 on the cans and the hem on crimped cans could easily be broken by 
 such rough treatment; so I got the superintendent and asked him to 
 stay with me and note the unloading of several teams. I then explained 
 to him how easy it was to partially destroy a lot of canned foods by 
 such handling. A notice was at once posted by him warning against 
 such handling of canned foods on pain of discharge. After that my 
 claims for swells were much smaller. 
 
 In this connection I cannot do better than to copy a part of Bul- 
 letin 18 of the National Canners' Association on this subject. I do 
 so by permission. It reads : 
 
 "There are many canners, brokers, wholesalers and retailers who seem 
 to think that if care has been used in the packing of a food product, further 
 precautions in its handling are unnecessary. This is a most unfortunate 
 view point and needs prompt correction. Damage may result from improper 
 handling to both the container and the contents. Both must be attractive 
 to the eye in order to command sale and to insure repetition of orders. 
 
 First, the cans may become rusted, due to having been stacked in a 
 factory where steam reaches them during the day and cooling at night caus- 
 ing condensation upon the surface; also to storing in damp warehouses or 
 in grocery cellars. The presence of rust upon a can gives an appearance of 
 age or suggests a cheap article hardly worth ordinary care. This of itself 
 Is a handicap in selling. Wherever rust has once started is an easy point 
 of attack in the future, and the process may contin\ie until there is penetra- 
 tion of the can and consequent spoilage. The presence of rust upon the cans 
 before they are labeled will show through the label after a time, thus detract- 
 ing from their appearance. Rust can be prevented in a large measure by 
 lacquering, and while cans so treated at one time were looked upon with 
 suspicion, lacquering is now regarded as an excellent preventive of damage 
 from outside, and is certain to come into more general use as its object be- 
 
HOW TO BUY AND SELL CANNED FOODS. 157 
 
 comes better understood. Rusting should be prevented, as far as may be 
 possible, by storing in dry quarters, by avoiding sucli sudden changes In 
 temperature as will cause precipitation of moisture upon the surface, and 
 by the use of dry packing cases. The use of green wood and water soaked 
 lumber for boxes, simply because tfley cost one or two cents less, is no 
 economy. 
 
 A very common mistake is shipping in dirty cars. It is very little work 
 to sweep a car clean, and if this is not done the presence of dirt, traces of 
 lime, etc., will be distributed by the motion of the car, soiling the boxes and 
 a greater or less number of the labels. The condition of the boxes appeals 
 to the retailer, the same as does the label to the consumer, and the cleaner 
 they are the better. There is no easier way of 'hammring' the price of a 
 canned article than to have it handled in a soiled package. 
 
 It is an almost universal custom to stencil all cases in making shipment, 
 but in small orders the shipping tag is sometimes used. Such a tag should 
 always be attached to the end, as the tacks used may puncture a can if used 
 upon the side or top. This may seem to be such a small matter as to be 
 scarcely worthy of attention, but there have been many hundred cans of 
 goods spoiled in this way. 
 
 Canned foods should not be stored where they will freeze, for while 
 slight freezing does not seriously injure the quality, in no case does it 
 make an improvement. If cans are once frozen it is better that they should 
 remain in this condition than to permit a recurrence. Several short freez- 
 ings are much more injurious than one continuous freeze. The effect of 
 freezing in general is to soften fruit more or less and to destroy its charac- 
 teristic flavor. The effect of a hard freeze is to break some of the cans. 
 
 Canned foods should not be stored where there is excessive heat, as 
 against radiators or close to steam pipes. The quality is injured more 
 rapidly by heat than by cold, though the ultimate effect is much the same — 
 softening of Contents and loss of flavor. In this case color may also be 
 affected, pears and peaches may be made more or less pink, and fruits with 
 high color may assume a gray tint. 
 
 A grocer, upon receiving his shipment of canned foods, should open 
 the cases and examine for can leaks. One broken can, no matter what may 
 be the cause, can stain a remarkable number if the case be allowed to stand 
 at the top of a stack. Cans which have been dented or mashed in shipment 
 or handling should be sorted out and disposed of early. A hard dent on the 
 edge of a can tends to make it a leaker, and one mashed on the side may 
 have the ends bulged out and thus have the appearance of a swell. The 
 exercise of a little judgment under such circumstances will be the means of 
 keeping a clean stock to the end. 
 
 Before a claim is made for swells a test should be made to determine 
 that fact. In packing in sanitary cans and in the attempt to give full weight 
 as demanded by the pure food laws, many canners are overfilling. When 
 cans are overfilled, there will be more or less pufiing of the ends when they 
 are stored in a warm place; and there will be the usual collapse, or the 
 ends can be pushed in, when they are kept in a cool temperature. The test 
 of the true swell and an overfill is to place the cans in a cool cellar or in a 
 refrigerator. A swelled or spoiled can will not collapse at the ends, while 
 an overfilled can will do so. 
 
 There are some lines of canned foods which should be disposed of early 
 and not carried from one year to another. As a general proposition, fruits 
 containing pits, as cherries and plums, acid fruits, like strawberries and 
 loganberries, apples, apple cider, blueberries and rhubarb, should be sold 
 
T58 HOW TO BUY AND SELL CANNED FOODS. 
 
 as early as possible. The longer such stock is held the greater is the per- 
 centage of loss. 
 
 Marked improvement has been made in canning foods in the past few 
 years and it becomes necessary that similar conditions follow in their 
 handling from the factory to the consumer." 
 
 To the foregoing excellent article I would add that canners 
 should see to it that labels are neatly put on and that, when the cases 
 are not stenciled, two can labels are pasted, one above the other, across 
 one end of each case, instead of pasting one only diagonally across the 
 face. The two labels give a bright, neat appearance to the goods and, 
 where they are stacked up, as they frequently are in a retailer's store, 
 the attractive and neat appearance is highly desirable. 
 
 In putting on light colored labels care should be taken to prevent 
 too much wet paste on the label, as this wet paste creates rust and 
 this quickly stains the label and defaces it. 
 
 Care should also be taken, when using a No. 2J4 can, to trim down 
 the label so it will not overlap the vignette. A No. 2 label should never 
 be used on a No. 2^ or No. 3 can, as the appearance of the goods is 
 thereby very much injured and impaired. 
 
 CHAPTER LXI. 
 
 HOW TO MOVE SLOW OR DEAD STOCK. 
 
 No matter how carefully or consei-vatively one buys, slow-moving 
 stock, or "dead stock," will accumulate and the problem is how to 
 move it. 
 
 In cities where coal smoke and dust are prevalent in the atmos- 
 phere, cases stain very rapidly and turn of a red or yellow color after 
 being held a year. It is desirable not to carry any kinds of canned 
 foods after the swell guarantee limit has expired, unless the market 
 is advancing heavily. 
 
 If the slow goods are unsound, the only place to move them to is 
 the dump or the river. Then people will not be able to feed on them 
 and the owner cannot be sued for damages. No temptation to do 
 otherwise should be encouraged. 
 
 If the goods are sound and wholesome, put a few cans on your 
 sample table and exhibit the quality of the goods to all your salesmen. 
 If the price is higher than that of competitors, reduce it and ask your 
 men to move the goods. 
 
 Examine competing quotations before doing this. Sometimes an 
 adjustment of price to meet the market or competing prices will 
 move a lot of goods qujckly without special effort. 
 
 If any low or reduced prices are to be made on slow-moving 
 stock, it is your duty, and it is good business policy as well, to let your 
 
HOW TO BUY AND SELL CANNED FOODS. 159 
 
 own customers get the benefit of the lower prices, rather than to sell 
 the goods at a sacrifice price to a competing wholesaler. 
 
 Sometimes, if you will write to the packer of the goods, he may be 
 able to send you orders for them — having himself sold out and having 
 orders he is unable to fill. 
 
 See the broker who sold you the goods. He may have other cus- 
 tomers who need and can use the goods. 
 
 Make inquiry of those who handle such goods and, though they 
 may not be able to sell them for you, they may inform you where you 
 <:an, by making concessions, close them out. 
 
 See one or two or more of your salesmen who are helpful. They 
 may have customers who handle such goods and who buy freely 
 when offered concessions. 
 
 Get these salesmen interested and ask them, as a personal favor, 
 to carry a sample and push the lot. Don't impose upon such salesmen 
 by giving them such work too frequently, and do not give them too 
 many things in the way of slow or dead stock at one time. Let them 
 make a little extra profit on such lines. The work is worth an extra 
 profit. If you have many lots to move, do not give them all to the 
 same salesmen, but scatter them and place them with suitable men 
 working suitable trade. 
 
 Issue a jobbing circular to brokers and to the wholesale trade 
 offering the goods at a low price. This is a last resort measure. 
 
 About the most ineffective and ill advised way to push dead stock 
 is to drag a lot of the goods into the salesroom, pile them up, and 
 ticket them with a job lot price. You clutter up your salesroom and 
 make it look like a junk shop. You expose your weak situation to 
 Tjuyers and they expect you to take any old price for the goods ; and 
 in that way you realize less for the goods than in any other way I 
 know of, except by sending them to an auction house (which is the 
 poorest way to dispose of dead stock I know about). 
 
 There are in Indianapolis and in Minneapolis, and probably in 
 most large cities, concerns that conduct what they designate as ex- 
 changes. These barter goods between dealers and will get you other 
 goods for goods you are unable otherwise to dispose of. I do not 
 know what the value of their methods is. 
 
i6o HOW TO BUY AND SELL CANNED FOODS. 
 
 CHAPTER LXII. 
 
 THE LAW AND THE LABEL. 
 
 National and state laws in relation to the labeling of canned foods 
 and other package goods are still in an incomplete condition. State 
 laws in some instances come into conflict with national laws, and 
 efforts are now being made through various local and national com- 
 mittees of canners, brokers and wholesale grocers to secure uniformity 
 and completeness in such laws. I can, therefore, but accept the iu 
 formation as issued by the National Canners' Association from time 
 to time in this respect. Eliminating repetition and condensing as 
 much as possible the situation at present is shown by the following 
 documents : 
 
 Bulletin No. 2, dated June 12, 1912. 
 
 GOVERNMENT TOLERANCES WHEN WEIGHT OR MEASURE IS GIVEN. 
 
 The regulations of the Department of Agriculture promulgated for th& 
 enforcement of the National Food and Drugs Act and at present in effect are 
 with reference to statement of weight or measure: 
 
 (a) A statement of the weight or measure of the food contained in a 
 package is not required. If any such statement is printed, it shall be a plain 
 and correct statement of the average net weight or volume, either on or 
 immediately above or below the principal label, and of the size of letters 
 specified in Regulation 17. 
 
 (b) A reasonable variation from the stated weight for individual 
 packages is permissible, provided this variation is as often above as below 
 
 ' the weight or volume stated. This variation shall be determined by the 
 inspector from the changes in the humidity of the atmosphere, from the 
 exposure of the package to evaporation or to absorption of water, and from 
 the reasonable variations which attend the filling and weighing or measurlng^ 
 of a package. 
 
 With reference to the size of letters specified in Regulation 17, it is to 
 be noted that the size of type used to declare the information required by the 
 act shall not be smaller than 8 point (brevier) capitals: Provided, That In 
 case the size of the package will not permit the use of 8-point type, the size 
 of the type may be reduced proportionately. 
 
 The subject of "principal label" will be treated at length in a succeeding 
 bulletin. 
 
 Bulletin No. 5, dated July 24, 1912. 
 
 DEFINITION OF BAKED BEANS. 
 
 In response to an inquiry from this office we are in receipt of the follow- 
 ing letter from the Board of Food and Drug Inspection defining Baked Beans: 
 
HOW TO BUY AND SELIv CANNED FOODS. i6i 
 
 UNITED STATES DEPARTMENT OF AGRICULTURE, 
 Board of Food and Drug Inspection, 
 
 Washington, D. C., June 13, 1912. 
 MR. FRANK E. GORRELL, Secretary, 
 
 National Canners' Association, 
 
 Bel Air, Maryland. 
 Dear Sir: Replying to your letter of the 4th instant, I beg to say that, 
 in the opinion of the Board, the term "baked beans" should only be applied 
 to a product which has been cooked by a process of dry heating sufficient to 
 produce the characteristic color and flavor. 
 
 Respectfully, 
 
 R. E. DOOLITTLE, 
 
 Acting Chairman. 
 Bulletin No. 6, dated August 20, 1912. 
 
 BRANDING OF SOAKED GOODS. 
 
 In order to offer packers of soaked goods, or of foods of which soaked 
 goods are an ingredient, a guide in labeling their product, we call their at- 
 tention to the fact that this subject has very recently been before the Courts 
 in the districts of Massachusetts and Colorado. 
 
 In one case misbranding was alleged in the libel for the reason that the 
 label "bore a statement, design and device regarding the ingredients and 
 substances contained in the product, that is to say, the word 'soaked,' printed 
 thereon in an inconspicuous manner, which statement, design, and device 
 was false and misleading in that it would lead the purchaser to believe that 
 the product was other than what was known to the trade as soaked beans, 
 whereas, in truth and in fact, it consisted of soaked beans." 
 
 In the second case the allegations were so similar to those above that it 
 is not thought necessary to quote them. 
 
 In the third case misbranding was alleged for the reason "that the labels 
 
 on the can containing the statement ' Brand Soaked Peas' and the 
 
 picture of green peas in the pod regarding the cotents of the cans were 
 misleading and deceptive, in that the word 'soaked' was in such very small 
 type and so inconspicuous and overprinted as to make it almost illegible, and 
 the labels were so printed and arranged as to mislead and deceive purchasers 
 into believing that the contents of said cans were fresh green peas, whereas 
 in truth and in fact thy were not green peas at all, but instead it was true 
 that the contents of said cans were soaked peas." 
 
 In each of the above cases judgment was against the packer. We have 
 heretofore called attention to this matter but regard the above judgments 
 of sufficient importance to set them out as concrete examples of defective 
 labelling. 
 
 WEIGHT OF CONTENTS. 
 
 The only present requirement of the National Food and Drugs Act 
 with reference to the statement of weight on the label is, that if such state- 
 ment is printed, it shall be a plain and correct statement of the average net 
 weight or volume, either on or immediately above or below the principal 
 label, and of the size of letters specified in regulation 17. (Bight point 
 (Brevier) capitals). 
 
i62 HOW TO BUY AND SELL CANNED FOODS. 
 
 WEIGHT OF CONTENTS 2 LBS. 6 OZ. 
 
 WEIGHT OF CONTENTS 16 OZ. 
 
 PREPARED FROM GREEN SUGAR CORN AND SOAKED LIMA BEANS. 
 A number of packers have been in the habit of stating the weight of 
 the contents as being between two given weights, that is, for example, stating 
 it thus: "20-22 ozs." In reference to such a mode of statement, the Govern- 
 ment talies the position that it shall be construed as meaning that the weight 
 of the contents is the intermediate weight, which in the case above would 
 be 21 ozs., and unless such should prove to be the average net weight, the 
 goods would be declared misbranded. 
 
 It is well also to note the Government's method of determining the 
 average weight of cans. It is not, as understood by the Government, the 
 average weight of a number of cans taken together, but of such cans taken 
 separately; the intention of this method being to determine whether as many 
 cans run over as below the stated weight; otherwise the average is not 
 considered In the TRUE average. 
 
 Bulletin No. 7, dated September 17, 1912. 
 
 LABELING OF CANNED FOODS. 
 
 Next in importance to the actual packing of the foods comes the proper 
 labeling of the package. Though the law has been fully complied with in the 
 packing, it may still be violated in the branding. It is, therefore, pertinent 
 to inquire what are the requisites of a legal label. These need not be many, 
 although profuse statements are not forbidden, provided, always, they are 
 true. In fact, truth in making the statements appearing on the label is the 
 prime requisite, and failing that, all else fails with it. 
 
 The Government regulations on the subject are as follows: 
 MISBRANDING. 
 Regulation 17. Label. 
 (As amended by F. I. D. 84, January 31, 1908, taking effect February 
 
 10, 1908.) 
 (Section 8.) 
 
 (a) The term "label" applies to any printed, pictorial or other matter 
 upon or attached to any package of a food or drug product, or to any con- 
 tainer thereof subject to the provisions of this act. 
 
 (b) The principal label shall consist, first, of all information which 
 the Food and Drugs Act, June 30, 1906, specifically requires, to wit, the 
 name of the place of manufacture in the case of food compounds or mixtures 
 sold under a distinctive name; statements which show that the articles are 
 compounds, mixtures, or blends; the words "compound," "mixture," or 
 "blend," and words designating substances or their derivatives and propor- 
 tions required to be named in the case of food and drugs. All this informa- 
 tion shall appear upon the principal label and should have no intervening de- 
 scriptive or explanatory reading matter. Second, if the name of the manufac- 
 turer and place of manufacture are given, they should also appear upon 
 the principal label. Third, preferably upon the principal label, in conjunc- 
 tion with the name of the substance, such phrases as "artificially colored," 
 "colored with sulphate of copper," or any other such descriptive phrases 
 necessary to be announced, should be conspicuously displayed. Fourth, else- 
 where upon the principal label other matter may appear in the discretion of 
 the manufacturer. If the contents are stated in terms of weight or measure, 
 such statement should appear upon the principal label and must be couched 
 in plain terms, as required by Regulation 29. 
 
HOW TO BUY AND SELL CANNED FOODS. 163 
 
 (c) If the principal label is in a foreign language, all information re- 
 quired by law and such other information as indicated above in (b) shall 
 appear upon it in English. Besides the principal label in the language of 
 the country of production, there may be also one or more other labels, if 
 desired, in other languages; but none of them more prominent than the 
 principal label, and these other labels must bear the information required 
 by law, but not necessarily in English. The size of the type used to declare 
 the information required by the act shall not be smaller than 8-point 
 (brevier) capitals: Provided, that in case the size of the package will not 
 permit the use of 8-point type, the size of the type may be reduced propor- 
 tionately. 
 
 (d) Descriptive matter upon the label shall be free from any statement, 
 design, or device regarding the article or the ingredients or substances con- 
 tained therein, or quality thereof, or place of origin, which is false or mis- 
 leading in any particular. The term "design" or "device" applies to pic- 
 torial matter of every description, and to abbreviations, characters or signs 
 for weights, measures, or names of substances. 
 
 (e) An article containing more than one food product or active medici- 
 nal agent is misbranded if named after a single constituent. 
 
 In the case of drugs the nomenclature employed by the United States 
 Pharmacopoeia and the National Formulary shall obtain. 
 
 (f) The use of any false or misleading statement, design, or device 
 appearing on any part of the label shall not be justified by any statement 
 given as the opinion of an expert or other person, nor by any descriptive 
 matter explaining the use of the false or misleading statement given as the 
 opinion of an expert or other person, nor by any descriptive matter explain- 
 ing the use of the false or misleading statement, design or device. 
 
 Regulation 18. Name and Address of Manufacturer. 
 
 (Section 8.) 
 
 (a) The name of the manufacturer or producer, or the place where 
 manufactured, except in case of mixtures and compounds having a distinc- 
 tive name, need not be given upon the label, but, if given, must be the true 
 
 name and the true place. The words "packed for " 
 
 "distributed by "or some equivalent phrase shall 
 
 be added to the label in case the name which appears upon the label is not 
 that of the actual manufacturer or producer, or the name of the place not 
 the actual place of manufacture or production. 
 
 (b) When a person, firm, or corporation actually manufactures or pro- 
 duces an article of food or drug in two or more places, the actual place of 
 manufacture or production of each particular package need not be stated 
 on the label except when, in the opinion of the Secretary of Agriculture, the 
 mention of any such place, to the exclusion of the others, misleads the public. 
 
 Regulation 29. Statement of Weight or Measure. 
 
 (Section 8. Third under "Foods.") 
 
 (a) A statement of the weight or measure of the food contained in a 
 package is not required. If any statement is printed, it shall be a plain and 
 correct statement of the average net weight or volume, either on or imme- 
 diately above or below the principal label, and of the size of letters specified 
 in Regulation 17. 
 
 (b) A reasonable variation from the stated weight for individual 
 packages is permissible, provided this variation is as often above as below 
 the weight or volume stated. This variation shall be determined by the in- 
 
i64 HOW TO BUY AND SELL CANNED FOODS. 
 
 spector from the changes in the humidity of the atmosphere, from the ex- 
 posure of the package to evaporation or to absorption of water, and the 
 reasonable variations which attend the filling and weighing or measuring of 
 a package. 
 
 Considering the above regulations as applied to the labeling of canned 
 foods, it is first to be noticed that the regulations require certain statements 
 to appear upon what is termed the "Principal Label." The principal label 
 is regarded by those in authority as not the whole label, but only that 
 portion which is Intended for display purposes, and which should bear the 
 information required by Regulation No. 17 printed above. 
 
 By the courtesy of the Board of Food and Drug Inspection of the De- 
 partment of Agriculture, we are permitted to publish the following letter on 
 the subject "principal label:" 
 
 UNITED STATES DEPARTMENT OF AGRICULTURE 
 
 BOARD OF FOOD AND DRUG INSPECTION. 
 
 Washington, D. C, September 6, 1912. 
 Mr. Frank E. Gorrell, 
 
 Secretary, National Canners' Association, 
 Bel Air, Md. 
 
 Dear Sir: I beg to acknowledge the receipt of your communication of 
 August 13th, 1912, in which the question of the principal label is discussed 
 and certain information requested by you. The main question which is 
 presented is what is regarded as the principal label on cans cylindrical in 
 shape. 
 
 Regulation 17 of the rules and regulations promulgated by the three 
 Drugs Act specifically requires shall be contained on the principal label. In 
 secretaries provides, in part, that all the information which the Food and 
 requiring that certain information should appear on the labels of articles 
 of foods and drugs. Congress considered that the purchaser was entitled to 
 this information. It considered this .information was important and con- 
 sequently such information should appear on the label in a place where it 
 will be conspicuous and attract the attention of the purchaser. 
 
 The paper bearing the statements which constitute the label on cans 
 cylindrical in shape is in some cases arranged in parts, each part bearing 
 statements or devices appearing on the other parts. In nearly every instance 
 some one of the parts is displayed so as to stand out more prominently than 
 the others. In a case of this kind, it is my opinion that that portion of the 
 paper around the can which is made the more conspicuous, either by the 
 statements or devices which appear thereon, is to be regarded as the prin- 
 cipal label within the meaning of Regulation 17. 
 
 Regarding the term "principal label," where a strip label on a cylindrical 
 can is so divided as to form two prominent labels each bearing the name of 
 the product prominently displayed so that either face may be used upon the 
 shelves of the grocer, any statement required by law or necessary for the 
 full description of the product should be plainly made upon each of these 
 labels and in conjunction with the name of the substance. Of course what 
 is to be regarded as the principal label must depend upon the facts in each 
 particular case. 
 
 Respectfully, 
 
 (Signed) R. E. DOOLITTLB, 
 
 Acting Chairman. 
 
 It, theerfore, becomes important to inquire what information is required 
 by the above regulations to appear on the principal label. It is the following: 
 
HOW TO BUY AND SELL CANNED POODS. 165 
 
 1. The name of the substance or product. 
 
 2. Brand name (if given). 
 
 3. Words which indicate that the articles are compounds, mixtures 
 
 or blends, and the word "imitation," "compound," or "blend," 
 as the case may be. 
 
 4. Name of the manufacturer (if given). 
 
 5. Place of manufacture (if given), or when required in case of 
 
 food mixtures are compounds bearing a distinctive name. 
 
 6. Weight of contents (if given). 
 
 7. Name of ingredient (where used). 
 
 It is well to note in connection with each of the above points the fol- 
 lowing: 
 
 1. NAME OP SUBSTANCE OR PRODUCT. Such name should be the 
 true name of the contents of the package, as commonly understood in 
 English. (See notice of Judgment No. 163.) 
 
 2. BRAND NAME. The requirements with reference to the brand are 
 as follows: 
 
 (a) A simple or unmixed food (or drug) product not bearing a dis- 
 tinctive name should be designated by its common name in the English 
 language. 
 
 (b) The use of geographical names shall not be permitted in connec- 
 tion with a food (or drug) product not manufactured or produced in that 
 place, when such name indicates that the article was manufactured or pro- 
 duced in that place. 
 
 (c) The use of the geographical name in connection with a food (or 
 drug) product will not be deemed a misbranding when, by reason of long 
 usage, it has come to represent a generic term and is used to indicate a 
 style, type or brand; but in all such cases the State or Territory where any 
 such article is manufactured or produced shall be stated upon the principal 
 label. 
 
 (d) A foreign name which is recognized as distinctive of a product of 
 a foreign country, shall not be used upon any article of domestic origin, 
 except as an indication of the type or style of quality or manufacture, and 
 then only when so qualified that it cannot be offered for sale under the name 
 of a foreign article. (See Regulation 19, also F. I. D. No. 115). 
 
 3. WORDS WHICH INDICATE THAT THE ARTICLES ARE COM- 
 POUNDS, ETC., ETC. It is not deemed necessary to treat this division of 
 the subject, because of its remote relation to the packing of canned foods. 
 
 4. NAME OF MANUFACTURER (if given), and 
 
 5. PLACE OF MANUFACTURE (if given), etc., etc. If the name of 
 the manufacturer and the place of manufacture be given they must be the 
 true name and the true place. The law permits that the name of the person, 
 firm or corporation for whom the foods are manufactured or packed, or by 
 whom they are distributed, may be given if preceded by the words "Prepared 
 for," "Manufactured for," "Distributed by," etc. The phrase "sold by" is 
 not satisfactory. The approved phrase shall be set in type not smaller than 
 8-point (brevier) capitals. (See F. I. D. No. 68). 
 
 6. WEIGHT OF CONTENTS. The law requires that the weight of con- 
 tents (if given) shall appear either on or immediately above or below the 
 principal label, and be printed in type not smaller than 8-point (brevier) 
 capitals. (See Regulation 29.) 
 
 The statement of the weight or measure contained in a package is not 
 at present required, but an amendment to require the same was before Con- 
 
i66 HOW TO BUY AND SELL CANNED FOODS. 
 
 gress at its recent session and was passed by the House of Representatives 
 and remains on the calendar for passage at the session of Congress which will 
 convene on the first Monday of December next (1912). As at present pro- 
 posed this amendment will become effective upon its passage, but no penal- 
 ties shall be enforced for any violation of its provisions as to domestic 
 products prepared or foreign products imported prior to twelve months after 
 its passage. (This subject was fully covered by Bulletin No. 2 issued by the 
 Association on June 12th, 1912.) 
 
 A number of different States now require a statement of weight or 
 measure to appear on the label and some of these require that it be given in 
 pounds and ounces (that is, for example, 1 lb. 4 oz. and not 20 oz.) 
 
 7. NAME OF INGREDIENTS. Any statement with reference to the in- 
 gredients used should appear on the principal label accompanying the name 
 of the product, without intervening descriptive or explanatory matter, and 
 be printed in type not smaller than 8-point (brevier) capitals. For instance, 
 in the preparation of succotash, if soaked beans and soaked corn are em- 
 ployed, the same should be accompanied by a declaration of that fact in 
 the manner mentioned above. (See F. I. D. No. 71.) 
 
 REQUIREMENTS AS TO SIZE OF TYPE. It will be noted that certain 
 of the matters Which the law compels to appear on the principal label are 
 to be printed in type not smaller than 8-point (brevier) capitals. For the 
 guidance of packers and label printers a sample of that type is here shown. 
 
 I 
 WEIGHT OF CONTENTS 2 LBS. 6 OUNCES. 
 
 WEIGHT OF CONTENTS 16 OUNCES. 
 
 PREPARED FROM GREEN SWEET CORN AND SOAKED LIMA BEANS. 
 
 PACKED BY JOHN DOE, DOESVILLE, VA. 
 
 DISTRIBUTED BY RICHARD ROB, ROESVILLE, MINN. 
 
 Passing now from the consideration of the "principal label," it is to be 
 noted that the Government takes cognizance not only of the statements on 
 the label, but of any design or device appearing on any part of the label. 
 These are permitted so long as they are not false or misleading, but care 
 should be exercised to see that they conform clearly and completely to the- 
 truth in every aspect. (See F. I. D. No. 113.) 
 
 The same is true of any descriptive matter appearing on the label — it 
 must be wholly true and without extravagance or exaggeration. Bear in 
 mind that the law forbids all forms of misrepresentation, and it is not 
 sufficient that a deceptive statement, design or device should be allowed to 
 remain on one portion of the label with a corrective statement upon another 
 portion of the label. Tf. I. D. No. 113, also F. I. D. No. 68.) 
 
 In this connection, it should be noted that all substances when named 
 upon the label should be given the distinctive name by which they are known 
 in the trade. For instance, where soaked beans or corn are used for any pur- 
 pose, the adjective "soaked" should be used in defining such product and 
 not the word "dried." 
 
 (Opinion on request of Board of Food and Drug Inspection.) 
 
 GUARANTY. The Government permits and has provided a general 
 guaranty. The packer may file his general guaranty with the Secretary of 
 Agriculture and have issued to him a serial number and so become entitled 
 to use the serial number guaranty. When such guaranty is used the serial 
 number should appear in connection with and preferably before the guar- 
 anty legend, which legend should read as follows: "Guaranteed by (here in- 
 
HOW TO BUY AND SELL CANNED FOODS. 167 
 
 sert name of guarantor) under the Food and Drugs Act, June 30, 1906." 
 (See F. I. D. Nos. 20 and 99, also opinion on request of Board of Food and 
 Drug Inspection, also F. I. D. No. 72.) 
 
 Regulation 18 provides that if the name of the manufacturer and the 
 place of manufacture be given, they must be the true name and the true 
 place. It would appear, therefore, that the use of a fictitious name in such 
 a manner that it would be understood to be the name of the manufacturer 
 would be clearly a violation of Regulation 18. It is apparent that the pro- 
 visions of Regulation 18 will not be fulfilled by the nominal incorporation of 
 a fictitious firm. The regulations require that the foods must be actually 
 manufactured by the firm represented on the label as the manufacturer. 
 This is the construction put upon Regulation 18 by the Board of Food and 
 Drug Inspection. (See F. I. D. No. 46.) 
 
 Summing up th6 aforegoing it is plain that the whole spirit and intent 
 of the law and the regulations for its enforcement are to require and compel 
 the label to speak nothing but what is absolutely true and to convey no 
 impression that may be false or misleading, and to require that the several 
 matters mentioned in said regulations shall be arranged in the position and 
 printed with the size of type set forth in said regulations in order that they 
 may plainly and conspicuously appear. 
 
 An amendment to the Act of June 30th, 1906, known as the Pure 
 Food and Drugs Act, was passed by Congress March 1st. 1913, and 
 is as follows : 
 
 AN ACT. To amend section eight of an Act entitled "An Act for pre- 
 venting the manufacture, sale, or transportation of adulterated or mis- 
 branded or poisonous or deleterious foods, drugs, medicines and liquors and 
 for regulating trafiic therein, and for other purposes," approved June thir- 
 tieth, nineteen hundred and six. 
 
 Be it enacted by the Senate and House of Representatives of the United 
 States of America in Congress assembled. 
 
 That section eight of an Act entitled "An Act for preventing the manu- 
 facture, sale, or transportation of adulterated or misbranded or poisonous or 
 deleterious foods, drugs, medicines and liquors, and for regulating traffic 
 therein, and for other purposes," approved June thirtieth, nineteen hundred 
 and six, be, and the same is hereby amended by striking out the words 
 "Third. If in package form, and the contents are stated in terms of weight 
 or measure, they are not plainly and correctly stated on the outside of the 
 package," and inserting in lieu thereof the following: 
 
 "Third. If in package form, the quantity of the contents be not plainly 
 and conspicuously marked on the outside of the package in terms of weight, 
 measure, or numerical count: Provided, however. That reasonable varia- 
 tions shall be permitted, and tolerances and also exemptions as to small 
 packages shall be established by rules and regulations made in accordance 
 with the provisions of section 3 of this Act. 
 
 Sec. 2. This Act shall take effect and be in force from and after its 
 passage: Provided, however. That no penalty of fine, imprisonment or con- 
 fiscation shall be enforced for any violation of its provisions as to domestic 
 products produced or foreign products imported prior to eighteen months 
 after its passage. 
 
i68 HOW TO BUY AND SELL CANNED FOODS. 
 
 Bulletin No. 12, dated April 26, 1913. 
 
 SOAKED PEAS AND SUCCOTASH. 
 
 The Board of Food and Drug Inspection, after very thorough study of 
 the subject, determined that the proper labeling of the product heretofore 
 designated as "soaked peas" is "soaked dried peas" or "soaked ripe peas," as 
 the case may be. The Board is of the opinion that the terms "dried peas" 
 and "ripe peas" are not proper designations for these products, inasmuch 
 as they are the name of other definite substances. However, the Board 
 has expressed the further opinion that it is very doubtful if any objections 
 could be raised to the designation of these products, as "Peas, prepared from 
 dried peas," or "Peas, prepared from ripe peas," as the case may be, provided 
 the modifying phrase, "Prepared from dried (or ripe) peas" be plainly 
 stated in immediate connection with the word "peas," whole phrase thus 
 forming the name of the product. The Board also adopts the understanding 
 of the trade as to the difference between dried and ripe peas, the former 
 being the peas gathered in the succulent state and dried, and the latter being 
 those which have ripened on the vine. 
 
 In view of the above expression, the secretary's office addressed an 
 inquiry to the Board to learn its attitude with reference to the labelling of 
 succotash, and has a reply to the effect that the same principle has been 
 applied by the Board to ripe lima beans used in the preparation of succotash, 
 it having been held that the product might properly be branded "Prepared 
 from green corn and dried lima beans," plainly stated in immediate connec- 
 tion with the word "Succotash." 
 
 Bulletin No. 12, April 26, 1913. 
 
 PETIT POIS. 
 
 By a recent ruling of the National Board of Food and Drug Inspection, 
 it is now permissible to use on the label of cans the term "American Petit 
 Pois" in labeling peas of the proper grade. 
 
 Bulletin No. 12, April 26, 1913. 
 
 AS TO STENCILING CASES. 
 
 Sometime since we received a letter from a member of the Association 
 enclosing one from a large wholesale grocery house asking whether, in the 
 opinion of our counsel, it was necessary to stencil cases of canned foods so as 
 to show the weight of the contents. 
 
 This matter was referred to our attorney. He handed in an opinion 
 based upon the Federal Pure Food and Drugs Act, the regulations promul- 
 gated for the enforcement of that act, and the decisions of the courts upon 
 questions having relation to the one propounded. We believe the matter is 
 of sufficient importance to justify publication of the opinion in full, and the 
 same is here appended: 
 
 "The question raised by these letters is the necessity or not of showing 
 the weight upon the cases containing canned foods. 
 
 "Considering this question in the light of the recent amendment to the 
 National Pure Food and Drugs Act of June 30th, 1906, and the laws of the 
 several States now in force on the subject of labelling canned foods, I would 
 say as follows: 
 
 "1. The amendment to the National Law above referred to provides 
 that an article shall be deemed to be misbranded when "if in package form 
 the quantity of the contents be not plainly and conspicuously marked on the 
 outside of the package in terms of weight, measure or numerical count: 
 Provided, however, that reasonable variations shall be permitted, and tol- 
 
HOW TO BUY AND SELL CANNED FOODS. 169 
 
 erances and also exemptions as to small packages shall be established by' 
 rules and regulations made in accordance with the provision of section three 
 of this Act." 
 
 2. The above amendment is now in force, although by its terms no 
 penalty of fine, imprisonment or confiscation shall be enforced for any vio- 
 lation of its provisions as to domestic products prepared or foreign products 
 imported prior to eighteen months after its passage, and the date of its 
 passage was March 3, 1913. I take it, however, that the Messrs. Stevens wish 
 to be informed as to the proper method of labelling under the above amend- 
 ment, so that they may make provision to meet its terms fully. 
 
 Regulation No. 2 for the enforcement of the Food and Drugs Act de- 
 clares : 
 
 "The term 'original unbroken package' as used in this Act is 
 the original package, carton, case, can, box, barrel, bottle, phial or 
 other receptacle put up by the manufacturer, to which the label is 
 attached, OR WHICH MAY BE SUITABLE FOR THE ATTACH- 
 MENT OF A LABEL, making one complete package of the food or 
 drug article. The original package contemplated includes both 
 the wholesale and retail package." 
 
 3. "From the above regulation It appears that by 'package' is under- 
 stood any receptacle put up by the manufacturer to which the label is at- 
 tached, or which may be suitable for the attachment of a label, and includes 
 both the wholesale and the retail package. It is true that the above regula- 
 tion was promulgated before the enactment of the above amendment, and 
 while there was no requirement of the National law with reference to a state- 
 ment of the weight of contents on the label other than, if such statement 
 were made, it should be a true statement, yet it shows clearly how similar 
 words now found in the amendment were construed, and hence, how they 
 are likely to be construed again. In practical operation, then, it is more 
 than likely that the department will construe the amendment as indicated by 
 the regulation above quoted, will require that all package goods shall be 
 labelled, and will hold that the word 'package' is sufflcienty broad to Include 
 the case which holds the can as well as the can itself. 
 
 "Upon the whole, then, I would advise that all cases of canned foods 
 be so stencilled as to show thereon the contents in terms of weight per can. 
 For instance, "2 dozen (2 lbs. 8 oz. each) No. 3 Cans." Of course, it is to be 
 understood that the principal label upon each can will make a like state- 
 ment. 
 
 "A number of the States also require a statement of the weight of con- 
 tents, and from a reading of the laws of the several States now in force on 
 that subject, I believe the method of stencilling the cases, as above indicated, 
 would meet the requirements of those laws." 
 
 QUERY BY LEE. 
 
 Would not the pasting of one or two case labels across one end 
 of the cases comply with the regulations and the law? Then the 
 stencil "2 doz. No. 2 cans," as heretofore, with can labels herewith, 
 which can labels have printed on them all legal requirements, would 
 seem to comply with all the conditions named. The vignette or pic- 
 ture would characterize the article in the can as well as the words 
 designating the grade, the weight, the canner or distributor, the 
 
I70 HOW TO BUY AND SELL CANNED FOODS. 
 
 locality where packed, etc. This would simplify labeling very much 
 and, so far as I can perceive, would be in absolute compliance with 
 the spirit and the letter of the law. 
 
 Bulletin No. 14, May 23, 1913. 
 
 LABELLING AS DISTRIBUTORS. 
 
 Since the publication of Bulletin No. 12, a great many inquiries have 
 been received in reference to the use of the word "distributor" by the packer 
 upon his own goods, and as a matter of general information we publish the 
 recent opinion of our counsel, as follows: 
 
 "The question asked is whether it is proper to label all goods sold by 
 you, including those packed by your own company, as well as those packed 
 on your order, or purchased by you from other packers, as "distributed by 
 I am of the opinion that such labeling would be 
 entirely proper. This is not in conflict with the view expressed in Bulletin 
 No. 12, for there the question was whether a certain canning company could 
 use a label bearing its own name as "packers and distributors" upon all 
 goods put out by them, including those packed by the company and those 
 it purchased. My reply was that it could not legally do so, because such 
 labeling wolud indicate that the company PACKED AND distributed all the 
 goods bearing that label, when in fact a part of the goods were to be pur- 
 chased from others." 
 
 THE PRINCIPAL LABEL. 
 
 Correspondence set forth in this bulletin between F. E. Gorrell, 
 secretary National Canners' Association, and the Board of Food and 
 Drug Inspection of the National Agricultural Department, goes to 
 show that: 
 
 The government does not require that the canned foods' label shall be 
 separated into parts, one of which, in virtue of the arrangement of the mat- 
 ter thereon, becomes the principal label; but if the packer himself, by such 
 arrangement constitutes a part of his label the principal label, then Regula- 
 tion 17 applies with full force. That is to say, if the packer should so ar- 
 range the matter of his label as to make one portion thereof unjustly promi- 
 nent, so that it would attract and hold attention to the exclusion of the other 
 parts of the label, then upon such most prominent part of the label should 
 appear the statements required by Regulation 17; but, so long as no one 
 part of the label is especially prominent, any part of the label is permitted 
 to contain the statements required under the regulation, provided they are 
 plainly and conspicuously set forth. 
 
 Attention is called to that part of Secretary Galloway's letter which says: 
 "The Board, however, does take exception to a label of the nature of No. 3, 
 where a statement that the product is packed with juice from trimmings is 
 made IN AN INCONSPICUOUS MANNER, not connected with the name of 
 the material. In the opinion of the Board, whenever it is necessary to make 
 a qualifying statement upon the label regarding a product, that qualifying 
 statement must directly modify the name of the product itself. 
 
 It is important to bear in mind that any such qualifying statement should 
 be made with such prominence and distinctness as to be at once evident to the 
 purchaser. Such statement should be as terse as possible and not accom- 
 panied by unnecessary verbiage nor by any arrangement of matter which 
 would conceal its true meaning. 
 
HOW TO BUY AND SELL CANNED FOODS. 171 
 
 We think the attitude of the Government as shown by the letters above 
 quoted is a reasonable and consistent application of the regulations for the 
 branding of canned foods, and that it should be easy of comprehension by all 
 concerned. 
 
 It is thus left with the packer to so arrange the matter on his label as 
 to fully meet the requirements of law, without compelling him to group all 
 necessary statements upon a single portion of the label; but, in doing this, 
 he must act with due regard to the effect of such arrangement, and not 
 render inconspicuous or obscure such statements as are required to be plainly 
 and conspicuously set forth. 
 
 This is consistent with the whole intent of the law, that no deception is 
 permitted in the branding of food products, and so long as the label con- 
 tains the proper statements truly and fairly set forth, no objection will be 
 urged against it. 
 
 At the same time the packer must exercise every possible care that 
 neither the whole label or any part of it is in any way misleading. 
 
 CHAPTER LXIII. 
 
 NATIONAL AND STATE WEIGHT AND LABELING LAWS. 
 Bulletin No. 17, August 16, 1913. 
 
 WEIGHT OR MEASURE BRANDING LAWS. 
 
 In order that the members of the Association may be advised with 
 reference to compulsory weight or measure branding laws which have been 
 enacted, so ^far as the same apply to canned foods, and the dates when the 
 same become effective, we append the following summary: 
 
 NATIONAL 
 
 The amendment of March 3, 1913, to the food and drugs act of June 
 30tn, 1906, provides that food in package form must he labeled to show the 
 quantity of contents in terms of weight, measure or numerical count. The 
 regulations for the enforcement of this amendment are now being for- 
 mulated. 
 
 This law does not apply to domestic products prepared or foreign 
 products imported prior to September 3, 1914. 
 
 CALIFORNIA. 
 
 The Act of 1913, Chap. 167, provides that all food products sold in a 
 container must be labeled to show the weight, measure or numerical count 
 of contents. The law defines a container to be the receptacle in which the 
 commodity is packed for sale or exposed for sale. Designation shall be in 
 weight, measure or count, as is most feasible according to the character of 
 the product: If by weight, it must be tn terms of pounds, ounces or frac- 
 tions avoirdupois; if by liquid measure, in terms of gallons, quarts, pints or 
 fractions thereof; if by solid measure, in terms of bushels, pecks, quarts or 
 fractions thereof; and if by count, the same shall be expressed in English 
 words of Arabic numerals. In stating the contents, one of the following 
 phrases shall appear: "Net Contents," "Net Weight," "Net Measure," or 
 "Net Count." Unavoidable discrepancies are not to be held a violation of 
 the Act; nor is it a violation, if there is a discrepancy, provided the seller of 
 the article purchased the container in good faith, relying upon the statement 
 
172 HOW TO BUY AND SELL CANNED FOODS. 
 
 of the contents in the container, provided, further, that the name of the 
 packer, manufacturer, wholesaler or jobber appears upon the container. 
 This law takes efCect April 1st, 1914. 
 
 CONNECTICUT. 
 
 The Connecticut law now in effect requires all food products in package 
 form, except confectionery and shelled nuts, sold for 10 cents or less, to be 
 labeled to show the weight, measure or numerical count, with allowance for 
 reasonable variations, under rules and regulations made from time to time 
 by the dairy and food commissioner and the director of the Connecticut ex- 
 periment station. 
 
 This law is now in effect, and by a ruling of the courts the term "pack- 
 age" has been construed to cover such things as cases of bottles. Therefore, 
 under the Connecticut law, canned foods designated for sale in that State 
 should be marked or stenciled in a way to show the net contents of the cans 
 enclosed. 
 
 FLORIDA. 
 
 Under the law now in effect it is necessary to state the weight, measure 
 or numerical count of contents on all food products sold in package form. 
 Reasonable variations are permitted. The regulations provide that the net 
 "weight shall be stated in pounds or ounces, avoirdupois, and that the net 
 measure shall be stated in United States standard gallons, quarts or fluid 
 ounces. Packages containing more than a pound shall state the weight in 
 pounds and ounces; weights less than a pound shall be stated in ounces. It 
 is not permissible to state a pound or more in ounces, or one quart or more 
 in fluid ounces. 
 
 IOWA. 
 
 The act taking effect September 3, 1914, requires that food products in 
 package form shall be labeled to show the weight, measure or numerical 
 count of contents. Reasonable variations are permitted. 
 
 MAINE. 
 
 Under the Maine law canned foods must be labeled to show the quan- 
 tity of contents in terms of weight, measure or numerical count. Reasonable 
 variations are permitted. The law does not apply to articles purchased prior 
 to January 1st, 1914. 
 
 MICHIGAN. 
 
 Food products in package form are required to bear upon the principal 
 label a statement of the true net weight in terms of pounds, ounces and 
 grains avoirdupois, or true net measure, in terms of gallons of 231 cubic 
 inches or fractions thereof, and quarts, pints and gills, or true numerical 
 count. Reasonable variations are permitted. Goods received by wholesalers 
 or retailers on or before January 1st, 1914, were exempt until September 1st, 
 1914. 
 
 MONTANA. 
 
 All commodities, including food products in package or container when 
 sold or offered for sale, must be labeled with a correct statement of the 
 weight, measure or numerical count. In determining whether or not the 
 correct weight is stated, the usual leakage, evaporation or waste shall be 
 taken into consideration. A variation of 3 per cent, from the stated weight 
 is allowed, provided the variation is as often above as below the weight 
 stated. 
 
 These provisions took effect January 1st, 1914. 
 
HOW TO BUY AND SELL CANNED FOODS. 173 
 
 NEBRASKA. 
 
 Beginning March 4, 1914, ALL FOOD PRODUCTS IN PACKAGE FORM 
 must be labeled to show the weight, measure or numerical count of the 
 contents. AT PRESENT, the weight, measure or numerical count must be 
 stated upon a number of articles, including dried fruits. Reasonable varia- 
 tions are permitted with the same proviso as in the Montana law. Pack- 
 ages put up by the retailer and packages in the hands of the retailer at the 
 time the act took effect, April 14, 1913, are expressly exempted by statute. 
 
 NEVADA. ' 
 
 All commodities in package form, including food products, must be 
 labeled with the weight, measure or numerical count of the contents. A 
 slight variation is permissible, when the same is as often above as below the 
 weight stated, and the ordinary evaporation, leakage or waste shall be con- 
 sidered in determining whether or not the statement of weight is true. 
 
 This law is now in effect. 
 
 NEW HAMPSHIRE. 
 
 The Act taking effect November 22, 1914, requires all food products in 
 package form to be labeled to show the weight, measure or numerical count 
 of contents. Reasonable variations are permitted. 
 
 NEW YORK. 
 
 All commodities sold in containers must be labeled to show the weight, 
 measure or numerical count. Reasonable variations are permitted. The 
 size of type to be used in marking the weight is prescribed by regulation, as 
 follows: "In type at least one-ninth inch in height where the weight of con- 
 tents is in one-quarter pound, one-half pounds, or multiples of one-half 
 pound; otherwise in type at least three-sixteenths of an inch in height." The 
 statute does not apply to commodities packed prior to February 1, 1914. 
 
 NORTH DAKOTA. 
 
 All food products in packages must be labeled with the weight. Reason- 
 able variations are permitted. 
 The law is now in effect. 
 
 OREGON. 
 
 Food products in package form must be labeled to show the weight, 
 measure or numerical count. Variations are permitted. The statute takes 
 effect July 1st, 1914. 
 
 PENNSYLVANIA. 
 
 The law approved by the governor about July 24th, 1913, provides that 
 every commodity or article of food packed in containers of any description 
 shall bear a plainly legible statement of the net weight, measure or numer- 
 ical count of the contents or of the net volume thereof, and the name and 
 address of the manufacturer, producer or distributor. Reasonable varia- 
 tions, to be established by the chief of the Bureau of Standards, are per- 
 mitted. 
 
 The act becomes effective eighteen months after its approval. 
 
 SOUTH DAKOTA. 
 
 The law now in effect provides that all food products sold in package 
 form, bottle or container, must be labeled to show the weight, measure or 
 'numerical count. Variations are permitted. 
 
174 HOW TO BUY AND SELL CANNED FOODS. 
 
 UTAH. 
 
 All food products in packages must be labeled with the weight, measure 
 or numerical count. Reasonable variations are permitted. This law was 
 passed in 1913 to take immediate effect. Time is being allowed to dispose 
 of goods on hand, but no announcement has been made as to the limit of 
 such permission. All goods shipped into this State should be immediately 
 labeled in order to comply with the statue, and goods on hand should be 
 disposed of as rapidly as possible. 
 
 WISCONSIN. 
 
 Foods in package form must be labeled to show the weight, measure or 
 numerical count. Reasonable variations are permitted. This act takes 
 effect September 3rd, 1914. 
 
 WYOMING. 
 
 Food products in package form must be labeled with the weight, 
 measure or numerical count. Reasonable variations are permitted. The act 
 is now in effect. 
 
 CHAPTER LXIV. 
 
 ARBITRATION. 
 
 Bulletin No. 3, July 1, 1912. Issued by authority of the executive com- 
 mittee of the National Canners' Association. 
 
 NATIONAL UNIFORM PLAN OF ARBITRATION. 
 
 Ratified by the National Canners' Association and by the National Wholesale 
 
 Grocers' Association and by the Board of Directors of the 
 
 National Canned Goods and Dried Fruit 
 
 Brokers' Association. 
 
 ARBITRATION CLAUSE. 
 
 All disputes arising under this contract to be arbitrated in the usual 
 manner, unless there is a regular Arbitration Board appointed by the Na- 
 tional Wholesale Grocers' Association and the National Canned Foods and 
 Dried Fruit Brokers' Association and endorsed by the National Canners' As- 
 sociation, for the district in which the dispute arises, and then by three 
 members of such Arbitration Board. The decision of the Arbitrators to be 
 final and binding. Each Arbitrator to be paid five ($5.00) dollars and 
 necessary expenses. Cost of the arbitration to be paid by loser. 
 
 AN AGREEMENT. 
 
 We, the undersigned, hereby covenant and agree to submit to, and do 
 voluntarily submit to the "Arbitration Committee appointed by the National 
 Wholesale Grocers' Association, the National Canned Foods and Dried Fruit 
 Brokers' Association, and endorsed by the National Canners' Association in 
 
 the city of , for its consideration and adjudication, a controversy 
 
 now existing between us in regard to and we hereby covenant and agree 
 to and with each other to abide by such decision as the said committee may 
 render in the premises, and hereby authorize and empower the said com- 
 mittee to determine whatever allowance, in their opinion, should be awarded. 
 (It is understood that the preceding allowance clause is optional with the 
 parties interested. This option, however, must be exercised before the ar- 
 
HOW TO BUY AND SELL CANNED FOODS. 175 
 
 bitration takes place). And we further agree that the findings of this 
 committee shall be as binding upon us, our heirs, administrators, executors, 
 successors or assigns, as would be a decision of the court of last resort of 
 the State of . 
 
 (This agreement to be officially signed and witnessed before a public 
 officer. ) 
 
 DETAILED MANAGEMENT REGARDING AN ARBITRATION. 
 
 When a dispute arises for arbitration the parties thereto shall advise the 
 -Chairman of the Arbitration Board for the district In which the dispute takes 
 place. The Chairman of the Arbitration Board shall then appoint a com- 
 mittee of three (3) members of said Board, of which he may be one, to 
 take up the case and decide it under the adopted AGREEMENT. The said 
 committee shall embody their decision in a written paper, which shall be 
 signed by each Arbitrator. 
 
 The chairman shall then announce the decision of the committee and 
 rhall collect the five dollars ($5.00) and necessary expenses for each Arbitra- 
 tor from the loser, or his representative, and pay over to each Arbitrator 
 his share of same. 
 
 BOARDS OF ARBITRATION 
 
 Appointed by the 
 National Wholesale Grocers' Association and the National Canned 
 Goods and Dried Fruit Brokers' Association. ] 
 
 as endorsed by the 
 
 NATIONAL CANNERS' ASSOCIATION 
 In Connection With the National Uniform Plan of Arbitration. 
 
 BOSTON, MASS. 
 National Wholesale Grocers' Association. 
 
 George B. Wason, Chairman The Wason Co. 
 
 Austin L. Baker Eldridge, Baker & Co. 
 
 Frank Bott The Twitchell-Champlin Co., Portland 
 
 National C. G. & D. F. Brokers' Association. 
 
 John Chany 
 
 Frank B. Priest The J. K. Armsby Co. 
 
 W. R. Conover Clemmer & Conover 
 
 CHICAGO, ILL. 
 National Wholesale Grocers' Association. 
 
 Robert J. Roulston, Chairman McNeil! & TTiggins Co. 
 
 W. E. Stearns Reid, Murdoch & Co. 
 
 C. H. Wilcox Sprague, Warner & Co. 
 
 National C. G. & D. F. Brokers' Association. 
 
 W. H. Nicholls W. H. Nicholls & Co. 
 
 T. J. O'Bryne T. J. O'Bryne & Co. 
 
 Henry Colberg 
 
176 HOW TO BUY AND SELL CANNED FOODS. 
 
 Boards of Arbitration — Continued. 
 CINCINNATI, OHIO. 
 
 National Grocers' Association. 
 
 R. B. Henley, Chairman R. B. Henley & Co. 
 
 H. J. Esterman Esterman-Verkamp-Murphy Co> 
 
 Edwaid Flach Flach Bros. Grocery Co. 
 
 National Brokers' Association. 
 
 Ed. T. Klum ■ Ed. T. Klum 
 
 H. B. Perlee H. B. Perlee Brokerage Co. 
 
 W. R. Chace W. R. Chace 
 
 CLEVELAND, OHIO. 
 
 National Grocers' Association. 
 
 Lyman F. Narten, Chairman The Weidman Co. 
 
 Frank C. Wagner Higgins-Babcock-Hurd Co.. 
 
 George A. Jones The William Edwards Co. 
 
 National Brokers' Association. 
 
 B. W. Housum The Housum-Grace Co.. 
 
 A. G. Gibson A. G. Gibson & Co. 
 
 Paul E. Kroehle Paul E. Kroehle Co. 
 
 DENVER, COLO. 
 
 National Wholesale Grocers' Association. 
 
 Charles Hatfield, Chairman The C. S. Morey Merc. Co. 
 
 C. E. Cowell The Struby-Estabrook Merc. Co. 
 
 P. S. Hessler The P. S. Hessler Merc. Co. 
 
 National C. G. & D. F. Brokers' Association. 
 
 W. S. Hurd C. R. Hurd Brokerage Co. 
 
 A. J. Nicholls A. J. Nicholls Co. 
 
 W. N. W. Blayney 
 
 DETROIT, MICH. 
 
 National Grocers' Association. 
 
 S. J. Campbell, Chairman Lee & Cady 
 
 E. A. Elliott C. Elliott & Co. 
 
 Matthew Hannon Michigan Grocery Co. 
 
 National Brokers' Association. 
 
 F. E. Bowen Floyd E. Bowen & Co. 
 
 James Baldwin Baldwin & Squier 
 
 Herbert Smith F. B. Neuhoff Co. 
 
 INDIANAPOLIS, IND. 
 National Grocers' Association. 
 
 Ames W. Reagen, Chairman J. C. Perry & Co. 
 
 John C. Smith Indianapolis Fancy Grocery Co. 
 
 Roy L. Davidson M. O'Connor & Co. 
 
HOW TO BUY AND SELL CANNED FOODS. 177 
 
 Boards of Arbitration — Continued. 
 
 National Brokers' Association. 
 
 Eugenie Larger Bunning-Larger Co. 
 
 Harry A. Angell Harry C. Gilbert Co. 
 
 Frederick Wingate Frederick Wingate 
 
 JACKSONVILLE, FLA. 
 
 National Grocers' Association. 
 
 John Ball, Chairman Consolidated Grocery Co. 
 
 C. W. Bartleson W. C Bartleson Co. 
 
 H. C. Van Horn Baker & Holmes Co. 
 
 National Brokers' Association. 
 To be appointed later. 
 
 KANSAS CITY, MO. 
 National Wholesale Grocers' Association. 
 
 J. C. Lester, Chairman The Ridenour-Baker Grocer Co. 
 
 O. V. Wilson The Ryley-Wilson Grocery Co. 
 
 F. C. Johnson The Kawmo Wholesale Grocery Co. 
 
 National C. G. & D. F. Brokers' Association 
 
 Henry Flarsheim Seavey & Flarsheim 
 
 Boyd W. Harwood Gabel-Johnson-Harwood Brokerage Co. 
 
 L. R. Bolles Goodlett & Bolles 
 
 LOS ANGELES, CAL. 
 
 National Grocers' Association. 
 
 John Krafft, Chairman Haas, Baruch & Co. 
 
 Victor H. Tuttle , R. L. Craig & Co. 
 
 L. C. Norris Stetson-Barrett & Co. 
 
 National Brokers' Association. 
 
 Roth Hamilton Hamilton & Menderson 
 
 F. W. Stith .F. W. Stith Company 
 
 O. B. Franz Lee-Franz Brokerage Co. 
 
 MEMPHIS, TENN. 
 National Grocers' Association. 
 
 W. C. Early, Chairman W. C. Early Co. 
 
 Joseph H. Stewart Stewart-Gwynne Co. 
 
 S. H. Phillips Shanks, Phillips & Co. 
 
 National Brokers' Association. 
 To be appointed later. 
 
 NEW YORK, N. Y. 
 National Wholesale Grocers' Association. 
 
 W. B. Timms, Chairman Austin, Nichols & Co. 
 
 Sig Seeman Seeman Bros. 
 
 Philip C. Staib Koenig & Schuster 
 
178 HOW TO BUY AND SELL CANNED FOODS. 
 
 Boards of Arbitration — Continued. 
 National C. G. & D. F. Brokers' Association. 
 
 W. D. Breaker U. H. Dudley & Co. 
 
 A. L. North North & Dalzell 
 
 F. A. Aplin J. K. Armsby Co. 
 
 NEW ORLEANS, LA. 
 National Wholesale Grocers' Association. 
 
 Albert Mackie, Chairman Albert Mackie Grocery Co., Ltd. 
 
 W. L. Saxon The Smith Bros. Co., Ltd. 
 
 H. T. Cottam The H. T. Cottam Co., Ltd. 
 
 National C. G. & D. F. Brokers' Association. 
 
 D. R. Graham Graham-Boswell Co. 
 
 Fred Miller W. A, Gordon Co. 
 
 Tatman Thompson Tatman Thompson Co. 
 
 OKLAHOMA CITY, OKLA. 
 
 National Grocers' Association. 
 
 J. T. Robinson, Chairman Carroll, Brough & Robinson 
 
 C. E. Vaneleef Ridenour-Baker Merc. Co. 
 
 O. D. Halsell Williamson-HalsellFrazier Co. 
 
 National Brokers' Association. 
 
 W. M. Gillespie Meinrath Brokerage Co. 
 
 J. R. Russell Russell Brokerage Co. 
 
 W. T. Love Oklahoma Commerce Co. 
 
 OMAHA, NEB. 
 National Wholesale Grocers' Association. 
 
 John S. Brady, Chairman McCord-Brady Co. 
 
 Charles H. Pickens Paxton & Gallagher Co. 
 
 R. B. Comstock Allen Bros. & Co. 
 
 National C. G. & D. F. Brokers' Association. 
 
 J. P. Fallon Seavey & Flarsheim 
 
 C. B. Shackleford 
 
 H. S. Sussmann Meinrath Brokerage Co. 
 
 PEORIA, ILL. 
 
 National Grocers' Association. 
 
 John Riggs, Chairman Oakford & Fahnestock 
 
 Milo E. Reeve John McCoy Co. 
 
 Alex Furst Jobst, Bethard Co. 
 
 National Brokers' Association. 
 
 G. R. Garrettson Jones Brothers 
 
 Joseph Keevers L. H. Lyford Co. 
 
 C. A. Hoxsie C. A. Hoxsie & Co. 
 
HOW TO BUY AND SELL CANNED FOODS. 179 
 
 Boards of Arbitration — Continued. 
 PHILADELPHIA, PENN. 
 
 National Grocers' Association. 
 
 Thoinas Roberts, Jr., Chairman Thomas Roberts & Co. 
 
 F. B. Reeves, Jr Reeves-Purvin & Co. 
 
 William C. Halpen Halpen-Green Co. 
 
 National Brokers' Association. 
 
 Charles Roberts Jessup & Roberts 
 
 F. B. Bonstedt. W. G. Bonstedt & Co. 
 
 John J. Hallowell T. A. James & Co., Inc. 
 
 PITTSBURGH, PA. 
 National Wholesale Grocers' Association. 
 
 D. C. Shaw, Chairman D. C. Shaw & Co. 
 
 Thomas C. Jenkins Thomas C. Jenkins 
 
 James A. McAteer James A. McAteer & Sons 
 
 National C. G. & D. F. Brokers' Association. 
 
 George A. Buse Buse & Caldwell 
 
 Harry W. Dunlap 
 
 E. T. Shantz 
 
 PORTLAND, ORE. 
 National Wholesale Grocers' Association. 
 
 Frank A. Spencer, Chairman Allen & Lewis 
 
 Louis Lang Lang & Co. 
 
 J. T. Brumfield Mason, Ehrman & Co. 
 
 National C. G. & D. F. Brokers' Association. 
 H. M. Haller Kelley, Clark Co. 
 
 F. W. Ariss Ariss, Campbell & Gault 
 
 Richard Adams Parrott & Co. 
 
 RICHMOND, VA. 
 
 National Grocers' Association. 
 
 Peyton Grymes, Chairman Stokes-Grymes Grocery Co. 
 
 Clarence D. Coleman Spencer-Nunnamaker Co. 
 
 Isaac B. Davenport Christian & Winfree Co. 
 
 National Brokers' Association. 
 
 Robert M. Smith Robert M. Smith & Co. 
 
 John Adam John Adam 
 
 Sanford Fleming T. S. Southgate & Co. 
 
 SAN FRANCISCO, CAL. 
 
 National Wholesale Grocers' Association. 
 
 Victor H. Tuttle, Chairman R. L. Craig & Co., Los Angeles 
 
 S. Sussman Sussman, Wormser & Co. 
 
 Frank B. Peterson Frank B, Peterson & Co. 
 
i8o HOW TO BUY AND SELL CANNED FOODS. 
 
 Bo<wds of Arbitration — Continued. 
 
 National C. G. & D. F. Brokers' Association. 
 
 Walter M. Field 
 
 Oscar Hoffman Hoffman & Greenlee 
 
 Harry C. Taft Taft & Suydam 
 
 SEATTLE, WASH. 
 National Wholesale Grocers' Association. 
 
 James S. Goldsmith, Chairman Schwabacher Bros. & Co. 
 
 J. C. Lang National Grocer Co. 
 
 F. C. Sylvester Sylvester Bros. Co. 
 
 National C. G. & D. F. Brokers' Association. 
 
 C. H. Clarke Kelley-Clarke Co. 
 
 George Burrington Burrington-Burton Co. 
 
 George L. F. Gault Ariss, Campbell & Gault 
 
 ST. LOUIS, MO. 
 National Wholesale Grocers' Association. 
 
 E. G. Scudder, Chairman The Scudder-Gale Grocer Co. 
 
 George A. Roth Adam Roth Grocer Co. 
 
 Warren Goddard The Goddard Grocer Co. 
 
 National C. G. & D. F. Brokers' Association. 
 
 Joseph N. Gettys Ford & Doan 
 
 Louis Rosen Rosen-Reichardt Brokerage Co. 
 
 Edward L. Stanton E. L. Stanton & Co. 
 
 ST. PAUL-MINNEAPOLIS, MINN. 
 National Grocers' Association. 
 
 E. O. Harmeguies, Chairman Griggs, Cooper & Co. 
 
 Lullus Quinan Foley Bros. & Kelly 
 
 George C. Pettigrew George R. Newell Co. 
 
 National Brokers' Association. 
 Albert Hall Emerson & Hall 
 
 F. S. Abernathy F. S. Abernathy & Co. 
 
 T. J. Preece T. J. Preece Co. 
 
 TOLEDO, OHIO. 
 National Grocers' Association. 
 
 George S. Harnit, Chairman Harnit & Hewitt Co. 
 
 A. E. Overmyer Overmyer Co. 
 
 Norman Meyer R. A. Bartley 
 
 ' National Brokers' Association. 
 
 Harry C. Hassett Harry C. Hassett 
 
 George E. Bell George E. Bell 
 
 J. W. Thatcher J. W. Thatcher 
 
 *Deceased. 
 
HOW TO BUY AND SELL CANNED FOODS. i8i 
 
 CHAPTER LXV. 
 
 UNCLASSIFIED INFORMATION. 
 
 The famous food inspection decision made by the National Board 
 of Commissioners in interpretation of the Act of June 30, 1906 (known 
 as "The Pure Food Act"), in so far as it especially applies to canned 
 foods, is called F. I. D. 144. I copy from the National Canners' Asso- 
 ciation Bulletin No. 2, of date June 13, 1912, as follows: 
 
 FOOD INSPECTION DECISION 144. 
 The text of this decision is as follows: 
 CANNED GOODS: USE OF WATER, BRINE, SYRUP. SAUCE AND SIMILAR 
 SUBSTANCES IN THE PREPARATION THEREOF. 
 
 The can in canned food products serves not only as a container but as 
 an index of the quantity of food therein. It should be as full of food as Is 
 practicable for packing and processing without injuring the quality or ap- 
 pearance of the contents. Some food products may be canned without the 
 addition of any other substances whatsoever — for example, tomatoes. The 
 addition of water in such instances is deemed adulteration. Other foods may 
 require the addition of water, brine, sugar or syrup, either to combine with 
 the food for its proper preparation or for the purpose of sterilization — for 
 instance, peas. In this case the can should be packed as full as practicable 
 with the peas and should contain only sufficient liquor to fill the interstices 
 and cover the product. 
 
 Canned foods, therefore, will be deemed to be adulterated If they are 
 found to contain water, brine, syrup, sauce, or similar substances in excess 
 of the amount necessary for their proper preparation and sterilization. 
 
 It has come to the notice of the department that pulp prepared from 
 trimmings, cores and other waste material is sometimes added to canned 
 tomatoes. It is the opinion of the board that pulp is not a normal ingredient 
 of canned tomatoes, and such addition is therefore adulteration. It is the 
 further opinion of the board that the addition of tomato juice in excess of 
 the amount present in the tomatoes used is adulteration — ^that is, if in the 
 canning of a lot of tomatoes more juice be added than is present in that 
 lot, the same will be considered an adulteration. 
 
 Approved: (Signed) R. E. DOOLITTLE, 
 
 JAMES WILSON, A. S. MITCHELL, 
 
 Secretary of Agriculture, Board of Food and Drug Inspection." 
 
 Washington, D. C, May 22, 1912. 
 
 USE OF COPPER SALTS IN THE GREENING OF FOODS. 
 
 It is provided in regulation 15 of the Food and Drugs Act that the 
 Secretary of Agriculture shall determine by chemical or other examination 
 those substances which are permitted or inhabited in food products; that 
 he shall determine from time to time the principles which shall guide the 
 use of colors, preservatives, and other substances added to foods; and 
 that, when the findings and determinations of the Secretary of Agriculture 
 are approved by the Secretary of the Treasury and the Secretary of Com- 
 merce and Labor, the principles so established shall become a part of the 
 rules and regulations for the enforcement of the Food and Drugs Act. 
 
i82 HOW TO BUY AND SELL CANNED FOODS. 
 
 The law provides that no food or food product intended for interstate 
 commerce, nor any food or food product manufactured or sold in the District 
 of Columbia or in any Territory of the United States, or for foreign com- 
 merce, except as therinafter provided, shall contain substances which lessen 
 the wholesomeness or which add any deleterious properties thereto. It has 
 been determind that no drug, chemical, or. harmful or deleterious dye or 
 preservative may be used. 
 
 Although the canners of the United States have uniformly refrained 
 from the use of copper salts as a dye or coloring matter, yet vegetables 
 greened with copper salts packed in other countries are imported and placed 
 in competition with the domestic product. Therefore the question of the 
 entry of such vegetables became at once, after the passage of the food and 
 drugs act, the subject of consideration by those charged with the enforce- 
 ment of the law. In a decision of the Board of Food and Drug Inspection 
 issued some six months after the law became effective it is stated: "The 
 question of the entry into the United States of vegetables greened with cop- 
 per salts has not been finally determined. Pending the determination and 
 decision of this matter by the Secretary of Agriculture, all vegetables greened 
 with copper salts which do not contain an execessive amount of copper will 
 be admitted to entry if the label bears a statement that sulphate of copper or 
 other copper salts have been used." 
 
 Thereafter, by subsequent decisions of the three Secretaries, issued May 
 7th, 1908, and December 2 6, 1908, right to entry into the United States was 
 allowed to vegetables greened with copper salt, "but which do not contain 
 an excessive amount of copper and which are otherwise suitable for food," 
 provided the goods were labeled as above. 
 
 It will be noted that all reference made to the use of copper salts in 
 connection with canned vegetables in the above quoted decisions pertains 
 solely to those goods packed abroad and seeking entry into the United States. 
 There was no call for a ruling on this point with reference to vegetables 
 packed in the United States and consequently the attention of the Depart- 
 ment of Agriculture and its decisions were directed exclusively to the foreign 
 importations. The subject, however, was of grave importance to the do- 
 mestic packer, independent of the question of meeting competition; he had 
 more at stake than the loss of sales which might be occasioned by the public 
 preference for the highly colored foreign product. In short, the desideratum 
 was to establish confidence and maintain the credit of canned foods as a class 
 and to that end have the law strictly enforced as to all canned foods, whether 
 packed at home or abroad to accomplish this end, the National Canners' As- 
 sociation has strenuously exerted its efforts, and it is a source of no littTe 
 gratification that on July 31, 1912, the Board of Food and Drug Inspec- 
 tion issued a decision on that subject prohibiting the use of conper salts in 
 the greening of foods. That decision states as follows: 
 
 "The Food and Drugs Act of June 30, 1906, provides thp.t a food is 
 adulterated 'if it contain any added poisonous or other added deleterious in- 
 gredient which may render such article injurious to health.' The act also 
 provides that a food is adulterated 'if it be * * * colored * * * in 
 a manner whereby damage or inferiority is concealed." It is apparent from 
 the findings of the referee board that all foods greened with copper salts are 
 positively adulterated under the first above quoted provision of the law, 
 and that in certain cases foods may be adulterated under the second above 
 quoted provision. 
 
 The Secretary of Agriculture, therefore, will regard as adulterated under 
 the Food and Drugs Act foods greened with copper salts which, on and after 
 January 1, 1913, are offered for entry into the United States, or are manu- 
 factured or offered for sale in the District of Columbia or in the Territories, 
 or are shipped in interstate commerce. 
 
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HOW TO BUY AND SELL CANNED FOODS. 183 
 
 All previous food and inspection decisions on the subject of greening 
 foods with copper salts are amended accordingly." 
 
 We believe this latter decision, in its benefit to the canning industry, 
 ranks alongside of F. I. B. 144, and is a long step in the direction of placing 
 canned foods in their proper aspect before the public eye. We are glad to 
 have been of assistance in this and to be able to felicitate the canners of the 
 United States upon the results attained. 
 
 CHAPTER LXVI. 
 
 HOW TO ROUTE AND SHIP CANNED FOODS. 
 
 From interior points where water transportation is not available 
 shipments have not the advantage of water competitive rates. Then 
 rates as established now by law are the same by all rail routes. From 
 points in the East minimum car loads are 36,000 pounds, a lower 
 rate being made on that quantity shipped to one party from one 
 shipper and on one bill of lading. In less than carloads the rate is 
 higher. 
 
 Where lake and rail or ocean and rail or river and rail navigation 
 is available a reduced rate can be had which is conceded to such 
 combined routes by the Irjterstate Commerce Commission of from 3 
 to 5 cents per hundred lower than all-rail rates. 
 
 The same stipulations of difference in rate between carload and 
 less than carload shipments are made by the part water routes. 
 
 From the Pacific Coast shipments can be made all rail, or around 
 Cape Horn or via Isthmus of Panama route. The carload weight on 
 such shipments is fixed at a minimum of 40,000 pounds. 
 
 On all water coast shipments or river shipments, no carload stipu- 
 lations are made unless the goods are to go partly by rail on a through 
 rate. 
 
 From New York, Massachusetts, New Jersey, Delaware, Maine, 
 Maryland, Pennsylvania, New Hampshire, Vermont, Rhode Island, 
 rates to the West based on lake and rail or ocean and rail shipments, 
 can be secured nearly all the year round to Chicago, Milwaukee and 
 nearly all other points West, for when the navigation of the lakes 
 closes about November 15th or sooner, a similar service can be con- 
 tinued by the ocean and rail routes which never or seldom freeze up 
 or stop and are open for service all the year round. 
 
 I would suggest the following routing and recommend the follow- 
 ing routes and lines, viz. : 
 
 All rail from the East, New York Central, Baltimore and Ohio, 
 Pennsylvania, Chesapeake and Ohio. 
 
 Lake and rail from the East, Western Transit Co., Anchor Line. 
 
 Ocean and rail from the East, Norfolk and Western, Kanawha 
 Dispatch. 
 
i84 HOW TO BUY AND SELL CANNED FOODS. 
 
 All rail from the West, Southern Pacific. 
 
 All rail from the Northwest, Northern Pacific. 
 
 All rail from the South, Illinois Central, Southern Railway Co., 
 Louisville and Nashville. 
 
 Ocean and rail from the West, Southern Pacific Steamer. 
 
 At present a rate via ocean to New York from Pacific Coast points 
 can be had of 45 cents per hundred pounds, as opposed to 70 cents per 
 hundred pounds all rail. This is of not much advantage to interior 
 shippers, as the rail route from New York nearly or quite makes up 
 the difference. 
 
 All-rail shipments are, of course, the quickest, and the goods 
 being handled but once, usually come through in somewhat better 
 condition, but this is not very important, as the lake and ocean routes 
 are now handling freights very carefully. If one is in a hurry for 
 goods or if the goods are delicate or fragile, it would possibly be best 
 to ship all rail and pay the higher rate, especially if the goods are to 
 come through in carload quantities, if in less than carloads the dif- 
 ference or advantage either in time or in handling would not be worth 
 the difference in a higher freight rate, as opposed to the part water 
 lines. 
 
 TO ESTIMATE MINIMUM CARLOADS. 
 
 Weights of canned foods, carloads. Eastern roads, 36,000 pounds. 
 Weights of canned foods, carloads, Pacific Coast roads, 40,000 
 pounds. 
 
 No. 1 Salmon, 4 dozen; weight per case.... 67 Lbs. 
 
 No. y2 Salmon, 4 dozen ; weight per case .... 38 Lbs. 
 
 No. 3^4 Fruits, 3 dozen; weight per case 65 Lbs. 
 
 No. 2 Fruits, 2 dozen; weight per case 43 Lbs. 
 
 No. 3 Fruits, 2 dozen; weight per case 67 Lbs. 
 
 No. 8 Fruits, 1 dozen; weight per case 100 Lbs. 
 
 No. 2 Vegetables, 2 dozen; weight per case. 43 Lbs. 
 
 No. 2>4 Vegetables, 2 dozen; weight per case. 65 Lbs. 
 
 No. 3 Vegetables, 2 dozen; weight per case. 67 Lbs. 
 
 No.lO Vegetables, 1 dozen; weight per case. 100 Lbs. 
 
 It is quite probable that the opening of the Isthmus or Panama 
 Canal will make an important change in freight rates in both or all 
 directions, as the Mississippi River route will be utilized in connection 
 with the ocean route then. 
 
 Refrigerator car shipments to protect from cold in the winter 
 time can usually be had without additional charge as many refrigerator 
 or lined cars are then idle, being used actively only in hot weather. 
 
 Atlantic Coast shipments can, of course, be made by coast lines, 
 and shipments to the interior made at cheaper rates than by all-rail. 
 
HOW TO BUY AND SEI.L CANNED FOODS. 185 
 
 CHAPTER LXVII. 
 
 LINKS IN THE CHAIN OF DISTRIBUTION. 
 (Canner — Broker — Wholesale Grocer — Retail Grocer.) 
 
 Address of John A. Lee made before the annual convention of the 
 
 National Canners' Association, at Baltimore, Md., Wednesday, 
 
 February 4th, 1914. 
 
 Mr. President and Gentlemen of the Convention : 
 
 Everyone likes to know what his rights and privileges are and 
 where the boundaries of his field of achievement are located. 
 
 If he is a fair and just man he wants to avoid intruding upon 
 others, and if he is a self-respecting man he dislikes to have others 
 trespassing upon him. 
 
 In order to define some of these rights and privileges, and to fix 
 or locate some of these boundaries in the great co-operative and 
 essentially helpful field of the Art of Commerce, I am going to talk 
 to you briefly about "The Links in the Chain of Distribution." I will 
 of course confine the discourse to the consideration of food distribu- 
 tion, as that is what we are all interested in. 
 
 There are only four links in our chain of distribution, the canner, 
 the broker, the wholesaler and the retailer. 
 
 It has been suggested to me that the farmer or producer is a link 
 in the chain, but he is not, and it has also been suggested to me that 
 the consumer is a link, jjut that is also an error. 
 
 Neither consumer or producer can consistently be called dis- 
 tributors, and are therefore not parts of the chain of distribution. 
 
 The producer at one end of the chain and the :onsumer at the 
 other end are even more important than links, because they are the 
 great eternal pillars of production and existence, dependent one upon 
 the other, and connected by the chain of distribution. 
 
 Some claim that the railroads are links in the chain, but I con- 
 tend and maintain that they are not. They are merely facilities, and 
 means employed in distribution, and no more an integral part of the 
 great commercial chain than would be a ship, or a wagon, or a cara- 
 van of camels, or a drove of burros, or a handcart, or any other means 
 to promote the ends of distribution. 
 
 A chain is only as strong as its weakest link. I claim that the 
 present system of distribution, by means of this chain of four links, 
 is so strong in all its parts that it cannot be broken, or changed. 
 
 The law of commerce, like the law of gravity, is immutable, and 
 distribution, like water, seeks the easiest and least obstructed channel. 
 
 Let's analyze the strength of these links and learn what tests they 
 have withstood. 
 
i86 HOW TO BUY AND SELL CANNED FOODS. 
 
 The canner, the first link, has for his mission the conservation 
 and preparation of the products of the soil and waters. His is a 
 glorious work and, if he is conscientious in the peiformance of his 
 work, constantly striving toward merit and economy, keeping always 
 before his vision and in his ambition the improvement and perfection 
 of his output ; his link will ever be looked upon as the strongest of all. 
 
 If he will loyally support the established system, he will find it 
 in the future as in the past, the safest, best and cheapest method, 
 based upon tried and tested economies of co-operation. 
 
 This link, the canner, has been tested in the school of adversity, 
 and tried in the fierce assaults of defamation, slander and injustice, 
 but the clouds of ignorance are being scattered by the bright rays of 
 truth and enlightenment, thank God ! And the canner is coming into 
 the honor and appreciation due him. The value of his services is 
 gaining recognition, and the work of his brain and hands is meeting 
 and meriting world-wide sympathy and approval. 
 
 Occasionally there is found a canner who, through inexperience or 
 carelessness, or incompetence, or indifiference, packs and puts on the 
 market qualities which are so poor that they do discredit to the in- 
 dustry. He don't usually belong to the National Canners' Association, 
 nor is he one of the links in the chain of distribution. He is what 
 students of Darwins theory of evolution would call "the mnsing link." 
 
 The second link in the chain is the broker, one of the humblest of 
 whom I am. It is his mission to bring the canner and the wholesaler 
 together upon terms of just and fair contract and agreement, and not 
 to consider that the brokerage paid him places him under undue obliga- 
 tion to either party, because it is really a part of the cost of the goods, 
 and is paid by the ultimate consumer. 
 
 Being paid only for actual results, he is by far the most economical 
 of all sales agencies, and does his part as a link in the chain so economi- 
 cally and so well that his position is unassailable, and economists 
 can find no substitute for him. 
 
 He has been repeatedly denounced as a burden upon commerce 
 and a tax upon distribution, but he lives on and on exulting in his 
 usefulness, while his enemies and detractors have disappeared, and 
 the places which knew them once know them no more, while the 
 broker, like Tennyson's brook, goes on forever. 
 
 I believe that all canned food brokers, on account of their in- 
 dustry, their humility, their poverty and their piety, will, when they 
 die, go direct to the highest heaven, by the through "Paradise Lim- 
 ited," stopping briefly only at the stars of the first magnitude for 
 supplies of radium and electricity. 
 
 There are some bad brokers — not many — some — now and then 
 one. They create discord between buyer and seller by "arelessness 
 and misrepresentation. That kind don't belong to the National Canned 
 
HOW TO BUY AND SELL CANNED FOODS. 187 
 
 Foods and Dried Fruit Brokers' Association. They are stumbling 
 blocks in the path of distribution and are soon pushed aside. 
 
 The third link in this splendid chain of distribution is the whole- 
 sale grocer. It is his mission to act as banker to the entire system. 
 
 He takes the canner's product and pays cash for it. He ships it in 
 carload lots, thereby saving a large amount of freight, and sells it to 
 the retail grocer on credit. He practices every art of commerce and 
 all the skill of merchandising, in order to render his service effective 
 and economical. He builds great warehouses and brings the rail- 
 road tracks into them, and locates them beside the docks that ships 
 may unload their cargoes into them. He equips them with powerful 
 elevators, and with spiral chutes, endless conveyors, and patent slides ; 
 and uses the skill of the nations inventive genius to cheapen the cost 
 of handling canned foods and other foods. He employs armies of 
 salesmen and trains them to induce the retail grocers to discriminate 
 as to qualities. He employs expert buyers, who carefully select that 
 which is good and refuse that which is bad. He takes chances and 
 risks not only in the extension of credits, but in buying canned foods 
 on pro rata contracts and guaranteeing one hundred per cent, delivery 
 to his customers. He accepts swell guarantees that are limited and 
 gives unlimited guarantees to the retail grocers. 
 
 He pushes, promotes and advertises the products of the canners, 
 and contributes liberally to their publicity fund and work, but if he 
 happens to think that the wrong quality has been shipped, and rejects 
 a carload or two, he is promptly consigned to the kitchen of the abode 
 of eternal damnation, and given the position of fireman. 
 
 I heard of a canner who, when a wholesale grocer rejected a car 
 of his goods, wrote the wholesaler and told him to go to hell ! Then 
 they arbitrated the rejection and the wholesale grocer won. The 
 canner then wrote another letter to the wholesale grocer and said : "I 
 wrote you to go to hell ! Don't go ! Go somewhere else ! 1 am think- 
 ing I might go there myself, and I don't want to meet you." 
 
 Wholesale grocers are warm friends to the canning industry, and 
 are indispensable as allies and coworkers. The chain of distribution 
 would be almost useless without this strong link. 
 
 Their great national association stands firmly in its faith and 
 confidence in the progress and future of the canning industry. The 
 wholesale grocer's friendship must not be undervalued, for he has 
 been a potent friend to the canning industry from the day of its 
 beginning to the present time. Old friends are the best ! Hold fast to 
 them! 
 
 There are some bad wholesale grocers. We now and then find 
 one who reclaims unjustly, or discounts unfairly, or tries to evade his 
 contracts. 
 
i88 HOW TO BUY AND SELL CANNED FOODS. 
 
 That kind don't belong to the National Wholesale Grocers' Asso- 
 ciation, and is fast falling out of the front rank and off the firing line, 
 and their places are being filled by merchants who are honorable and 
 fair, and who strictly adhere to high principles. 
 
 May the day never come, Mr. President, and conditions never 
 arise when the canner and the wholesale grocer have to part company, 
 for a close alliance is of inestimable advantage to both. 
 
 At last we come, Mr. President, to the fourth and last link in the 
 chain of distribution, the retail grocer, who stands with one hand 
 clasping that of the consumer, as the very living and life purveyor of 
 the people, while his other hand is extended in friendly co-operation 
 and helpfulness to the canner, the broker and the wholesale grocer, 
 the other links in the chain of distribution. He is the last link in the 
 chain, and his is the last word in the argument. 
 
 His loyalty and friendship are freely bestowed upon his co-workers 
 and they have his faithful support and co-operation, as long as the 
 service they render is honest and economical and as good as he can 
 obtain — but no longer! His loyalty is first to the consumers, his 
 customers, who rely upon his judgment and ability for the health and 
 welfare of themselves and their families. 
 
 No one in all mercantile life works harder than the retail grocer, 
 long hours, exacting service, petty sales, unreasonable requirements, 
 and fierce competition surround and beset him, and his reward is 
 small. 
 
 Very few retail grocers get rich and great numbers of them live 
 humbly and die poor. 
 
 The retail grocer is frequently denounced by impractical reform- 
 ers, robbed by debtors whose families he has fed in times of distress, 
 Ijurdened with taxation, hounded by municipal grafters, and bedeviled 
 by promoters of impractical schemes for selling unmeritorious goods. 
 Yet he patiently moves onward, getting up long before day, and 
 working until late at night, trying thereby to give a full measure of 
 good service to his patrons. 
 
 In the aggregate he dispenses more practical charity than all the 
 organized charities in the world, and the orphans' cry and the widows' 
 appeal are never made to him in vain. I have stood in the retail 
 grocer's store many, many times, when I was a commercial traveler, 
 and have repeatedly seen the little baskets of the poor filled with 
 something to eat, for which no payment was ever received or expected. 
 Nor does the retail grocer send for the reporter of the Associated 
 Press to tell him of his beneficence, which frequently keeps him poor. 
 
 The reformers or special writers who denounce the rtail grocer of 
 the United States as an unessential middleman, to whom is attributable 
 
HOW TO BUY AND SELL CANNED FOODS. 189 
 
 the high cost of living, should be ignored and forgiven. They are 
 mentally and morally irresponsible, and remind me of Thompson's 
 historical colt which swam the river in order to drink out of a 
 stagnant horse pond, and of the man who sawed the limb off between 
 himself and the body of the tree, and of the famous bull which tried 
 to butt the locomotive off the track, and of a verse from the Bible 
 which reads "Though thou shouldst bray a fool in a mortar, among 
 wheat, with a pestle, yet will not his foolishness depart from him." 
 
 There has been steady progress, but there is still room for im- 
 provement in the retail grocery business. It is a business which is 
 entered too easily, and the exit is too frequent and disastrous. There 
 should be a system of apprenticeship and examinations for com- 
 petency. 
 
 The food purveyors of the United States are the guardians of the 
 public health, as well as of the public appetite and should know 
 something about the chemistry and manufacture of foods. Many of 
 them do! All should! 
 
 We have a national department of commerce now ; why not have 
 schools of commerce, conducted by the State as well as agricultural 
 colleges ? 
 
 In conclusion, Mr. President, having described the links in the 
 great chain of distribution, let's briefly speak of it as a whole. 
 
 It represents the spirit of commercial co-operation and mutual 
 helpfulness for promoting good public service, expressed by the words 
 "each for all and all for each." 
 
 It is typical of that forbearance and consideration, that tolerance 
 and respect, which prompts these great co-operative forces to avoid 
 intruding and trespassing upon the privileges and rights of each 
 other. 
 
 It is emblematical of the power of co-operative intelligence over 
 individual effort and of organized effort over undirected or misdi- 
 rected force. 
 
 It represents the highest type of public service, directed and con- 
 trolled by the spirit of American institutions, and it typifies that merit 
 and that service which is described in the Book of Proverbs in these 
 words : 
 
 "Seest thou a man diligent in his business, he shall stand before 
 kings, he shall not stand before mean men." 
 
T90 HOW TO BUY AND SELL CANNED FOODS. 
 
 CHAPTER LXVIIL 
 
 CANNED APRICOTS. 
 
 The apricot is an ancient fruit of the order of plums and is said to 
 have originated in Armenia. This, however, is doubtless a fact at- 
 tributable to its botanical name. Prunes Armenica. 
 
 It is a delicious fruit, stone bearing like plums and prunes, but 
 resembling in some respects a peach. It grows in favored localities 
 to a large size, sometimes being almost as large as the pefch, which 
 it in some respects resembles in appearance and flavor. The apricot 
 is grown and cultivated to a greater extent and perfection in California 
 than elsewhere in the world, and is extensively grown and used for 
 canning in that State as well as elsewhere. 
 
 The chief varieties used for drying and canning are Mohr Park, 
 Blenheim, and Royal. 
 
 The apricot has not as much natural sweetness as the peach as it 
 more closely approaches the plum in acidity and requires a heavy 
 syrup to render it palatable. 
 
 This fruit has an aromatic or fragrant flavor or taste which dis- 
 tinguishes it from nearly every other fruit known, which is considered 
 by many as most delightfully delicious. Others hold that this very 
 individuality of bouquet or flavor palls upon the taste and soon sur- 
 feits those who eat it regularly. 
 
 It is extensively cultivated and canned in California and is put 
 in the regular No. 2^ can pitted and halved, but not peeled, also 
 in No. 10 cans in the same style. It is packed in Pie, Seconds, Stand- 
 ard, Special Extra and Extra grades, sometimes being packed in No. 1 
 cans by some canners in heavy syrup. 
 
 The apricot makes a fine pie and is therefore largely used for that 
 purpose. However, it is a fine dessert, and its use canned is rapidly 
 growing. 
 
 Fine apricots are canned to some extent peeled, and in that form 
 are regarded as a most superb dessert for the tea table. 
 
 In buying canned apricots examine an average number of cans 
 carefully to see whether the fruit has been canned ripe, being then a 
 bright yellow color, or whether it has been picked green and allowed 
 to ripen, when it is always of a greenish color and insip'd flavor. 
 
 When unripe it is hard and tough and devoid of the distinguish- 
 ing or individual fragrance of flavor which characterizes the ripe 
 fruit. 
 
 The fruit is sometimes weather or insect specked and should be 
 inspected for such imperfection. 
 
HOW TO BUY AND SELL CANNED FOODS. 191 
 
 CHAPTER LXIX. 
 
 CANNED SUCCOTASH. 
 
 This article is purely an American preparation, its name being 
 derived from a North American Indian word meaning a mixture of 
 green corn and green lima beans, or one of green corn and green 
 stringless beans. The Indians, however, had another name for green 
 corn and green stringless beans, mixed, for they called it "Tossiman- 
 ony." 
 
 Both these preparations are canned and both are called succotash. 
 As generally understood, however, succotash means comraercially a 
 preparation of green corn and either green or soaked lima beans or 
 pole beans. 
 
 The combination of green corn with green stringless beans, when 
 cooked with bacon, is an excellent article of food and should be more 
 extensively sold and known. 
 
 Succotash is packed in No. 2 and in No. 10 cans. The best quality 
 is made of tender green corn and green lima beans and can be branded 
 Succotash under the law. When composed in part of dried or Cali- 
 fornia lima beans, it must be labeled "with dried beans' in order to 
 comply with the various pure food laws. 
 
 Maine packers can a very excellent succotash of green corn and 
 what they call pole beans, — long, round, fat beans. They claim that 
 the beans are green and do not label their product "with dried beans." 
 These beans are, however, not green in color, and are in appearance 
 very suggestive of dried beans. 
 
 The ungraded green lima beans are excellent for succotash and 
 should be about 25 per cent of the whole used to 75 per cent, of corn. 
 
 Buying and Selling Points. — Look carefully to the quality of the 
 corn in the cans. Lima beans are usually a late crop and the late crop 
 of corn used to make this combination is frequently tough, fibrous, and 
 poor, though the beans may be good. A good green corn, dry bean 
 succotash, if the corn is good, is superior to the green corn and green 
 lima mixture if the corn is poor. 
 
 If you handle the green stringless beans and green corn combina- 
 tion, see that the beans are tender and stringless and that the corn 
 is tender and young. 
 
 This combination is easier for the packer as the green stringless 
 beans come just right in season to be packed with green corn. This 
 article in both forms affords to wholesale and retail grocers a good 
 margin of profit. 
 
192 HOW TO BUY AND SELL CANNED FOODS. 
 
 CHAPTER LXX. 
 
 NECTARINES, PRUNES, CURRANTS AND QUINCES. 
 THE NECTARINE. 
 
 This fruit has a common origin with the peach and is really sl 
 variety of peach. It is said that the tree of the nectarine will fre- 
 quently reproduce peaches and vice versa. 
 
 It is a smooth skinned fruit and has not a downy surface like the 
 peach. 
 
 There are a number of varieties of nectarines having different 
 flavors and the fruit is grown almost solely on the Pacific Coast in the 
 United States, though well known in other countries. 
 
 It is said that peaches and nectarines are sometimes found grow- 
 ing on the same tree. 
 
 It is not a popular or very salable fruit when canned, as it lacks 
 size, color, style and appearance, but in flavor is highly jegarded by 
 many. 
 
 It is generaly canned like the apricot, unpeeled, but is sometimes- 
 peeled. It is a much smaller fruit than the peach and, in fact, is about 
 the size of large plums, and by many is regarded as a variety of plum. 
 
 Points of merit of the canned nectarines are large and uniform 
 size, bright color, ripe but firm condition of the fruit, and free lom from 
 specks or insect stains on the skin, fruit processed not too heavily so as 
 to loosen the skin. This fruit should be canned in at least 30 degrees 
 of syrup, as it has much acidity of flavor. The canned article should 
 be bought cautiously, as it is a slow seller. 
 
 PRUNES. 
 
 This excellent and prolific fruit is merely a variety or species, 
 of plums. A prune is a dried plum. There is a kind of plum, however, 
 which is known as a prune plum, which is grown upon the Pacific 
 Coast of the United States, a large, dark, meaty plum, fairly sweet, 
 and this plum is used for canning. It is so sparsely used for that 
 purpose, however, that in the commercial listing of the varieties of 
 canned fruits it is seldom listed from the fact that prunes are so- 
 staple dried that people do not appreciate the fact that this fine plum 
 is not a dried fruit afterward canned. Buyers should order it very 
 sparingly, as it is a misunderstood and unappreciated product of the 
 canner's art, although of superb value and fine rich flavor. It Is judged 
 in buying or selling as are other plums, as to fill of the can, meaty 
 large size of fruit, the degree of syrup which should not be too sweet,, 
 and the firm retention of the shape of the fruit, rather than to be 
 boiled or cooked too soft. 
 
HOW TO BUY AND SELL CANNED FOODS. 193 
 
 Dried prunes of fine quality are sometimes, in fact regularly, 
 packed in tin cans, both in France and in the United States, but the 
 cans are not hermetically sealed and are classified under dried fruits 
 rather than under canned foods. 
 
 CURRANTS. 
 
 This fruit is of limited production. It is grown on a deciduous 
 shrub and there are three varieties of currants, red, black and white. 
 This fruit is generally used in the manufacture of jellies and jams and is 
 not used in its natural state to any extent. It makes superb jellies 
 and jams, having a very fine individuality of flavor most appetizing and 
 relishable when served with meat in the form of jelly. 
 
 There are a few currants packed in cans on the Pacific Coast in 
 syrup which are merely stemmed, blowed and processed. The red 
 variety is generally used for that purpose. 
 
 This fruit is also canned in the East, usually in No. 10 size cans 
 for the use of preserve and jelly makers. It is canned on ihe stem and 
 stemmed. Some manufacturers claim that if currants are picked oS 
 the stem and processed in water they loose their flavor, therefore, some 
 are canned on the stem for preservers' use. 
 
 When stemmed and blowed and hermetically sealed in cans in 
 syrup, red currants make a fine tea table desert, or can be made into 
 most excellent pies or tarts, but, as before stated, its use in this way is 
 quite limited. The fruit is not very prolific or productive. 
 
 The canned fruit should be ripe red and of uniform size. The 
 stems should be well removed and so should the blooms or blows, 
 but this cannot be done with absolute perfection by any machine yet 
 invented, without crushing the fruit, and the process is too tedious 
 and expensive to be done by hand. 
 
 QUINCES. 
 
 This is quite an ancient fruit and has been known and cultivated 
 for many centuries. It grows on a low, wide bunching shrub or small 
 tree, and is a prolific fruit. 
 
 There are a number of species, some of which are inedible on 
 account of excessive astringency, but the quince known and used for 
 canning and preserving in this country is a large fruit and is regarded 
 as most desirable for preserving. As ordinarily canned, even in syrup, 
 quinces are not popular or salable, and they are chiefly used for making 
 preserves. 
 
 For that reason this fruit is largely packed in No 10 cans in 
 water, after being peeled, cored and quartered and then sealed and 
 processed. 
 
T94 HOW TO BUY AND SELL CANNED FOODS. 
 
 The fruit should be ripe when canned, carefully peeled and cored 
 and processed just enough to keep it in the cans. A heav)'- cooking 
 turns quinces red and that is very undesirable. The fruit should be 
 bright and free from brown spots or specks. 
 
 CHAPTER LXXI. 
 
 CRANBERRIES, FIGS, LOGANBERRIES AND CRAB 
 APPLES, SAUCES, JAMS, JELLIES AND FRUIT BUTTERS. 
 
 CRANBERRIES. 
 
 Cranberries are cultivated and grown chiefly in the Eastern part 
 of the United States, in Massachusetts, New Jersey and elsewhere. 
 They are grown on low or swampy ground on running vines, and 
 are picked or gathered in September and October. 
 
 This fruit is very sour and is not used except in the form of 
 cranberry sauce or jelly, and is, therefore, not canned at all in its 
 natural state. 
 
 It is a very hardy berry and generally produces well. 
 
 It is chiefly marketed and shipped loose or bulk in barrels and 
 the principal part of the crop is disposed of in that way. 
 
 Canners have not succeeded in popularizing canned cranberries, 
 but improved methods of preparation and manufacture are slowly 
 doing so. 
 
 Being almost devoid of natural sweetness, the cranberry requires 
 the use of a large proportion of sugar to render it palatable. 
 
 The canned product is usually designated "cranberry sauce or 
 preserved cranberries." Prepared with about an equal amount of 
 fruit and sugar this fruit when canned makes a very fine relish to 
 serve with fowl or meats or as a desert. 
 
 It is also prepared by pressing the juice from the fruit, straining 
 out the hulls and making a jelly or "strained cranberry sauce." This 
 process is held by some chefs and epicures to deprive the sauce of 
 an individual relish of flavor possessed by the skin or hull of the fruit, 
 a slightly bitter but not unpleasant aftertaste. Many of the finest 
 caterers only serve cranberry sauce of the whole fruit unstrained, 
 because of that fact. 
 
 Points of merit in canned preserved cranberries are a bright lively 
 color. A dark color implies that overripe berries or unsound fruit 
 has been used, this defect can also be detected by the flavor. Where 
 the berries have been canned whole or of the unstrained fruit, unsound 
 berries can be easily discovered by close inspection. Where the fruit 
 
HOW TO BUY AND SELL CANNED FOODS. 195 
 
 has been strained and is canned in the form of a jelly, only the tsate 
 and color are left to judge by. If the preparation is iii the form of an 
 ugly motley colored fruit butter wherein the skins and all the 
 fruit have been boiled into a pulp the preparation is unsalable and 
 no one who has eyes or taste will buy it or oifer it for sale, as it is 
 most surely made from a lot of fruit carried too late in barrels or that 
 has been spoiled by the weather. 
 
 FIGS. 
 
 This fruit is very ancient and is known throughout the world. In 
 the dried form it is a very important article of commerce. 
 
 The canning of fresh or undried figs has been in vogue for 
 many years in Europe and for some time in the United States, but has 
 never attained large or important proportions. 
 
 Owing to the sensibility of fig trees to frost this fruit cannot be 
 successfully produced except in the extreme southern parts of the 
 United States, below about 32 degrees north latitude. 
 
 Fig culture is therefore confined to Florida, Mississippi, Louis- 
 iana, Texas and California. 
 
 The canning of fresh figs on account of the delicate and quickly 
 perishable character of the fruit, must be done near the place of 
 growth, and in the states previously named are located about the only 
 canneries of figs in the United States. 
 
 It is the custom of canners to use a very heavy syrup to the fruit, 
 but whether this is because it is essential to enable the delicate fruit 
 to stand the processing or to counteract any other peculiarity, or be- 
 cause the fruit, somewhat insipid in its fresh state, needs a heavy 
 syrup to give it flavor and character, or as is probable, because the 
 first canners of the fruit used a heavy syrup, and others have followed 
 the example, I do not know. 
 
 Canned fresh figs, as prepared in the United States, are delicious, 
 but are rather a preserve than otherwise, and so rich that some find 
 them cloying. This may account, to some extent for the rather re- 
 stricted sale attained, though it is the case that the limited growth 
 and uncertainty of the crop is a still more important factor, for about 
 all the canned figs produced are readily sold and the supply is fre- 
 quently short of the demand. 
 
 Figs are packed whole in the cans and the small stem of the fruit 
 is not removed. In eating the figs can, therefore, if desired, be held 
 by the stem as is done when the fruit is served direct from the 
 tree. 
 
 A clear syrup, figs not black or very dark, fruit of uniform size, 
 well filled, fruit free from evidences of unsoundness or decay, and 
 tender but firm are conditions of merit which should be considered. 
 
196 HOW TO BUY AND SELL CANNED FOODS. 
 
 CRAB APPLES. 
 
 The crab apple is a wild apple in its original state, from which 
 all our cultivated apples have been evolved. The Siberian crab apple 
 is, however, a distinct variety which, when selected at the proper 
 stage and canned in a syrup of about 30 degrees, is regarded by many, 
 especially by Germans, as a great delicacy. They use these crab apples 
 as relishes to serve with fowl or meats. The sale, of course, is limited, 
 but so is the supply, and it is usually exceeded by the demand. 
 
 It is customary to can these Siberian crab apples leaving on the 
 stems, unpeeled and whole. 
 
 Uniformity of size, good syrup, well filled cans, stems on, pro- 
 cessed enough to soften the fruit, but not enough to break the skin 
 or mush the fruit, are the tests of quality. The taste should be agree- 
 able though slightly bitter. There are some vaHeties of crab apples 
 which are too bitter to be eaten and these should be looked out for 
 and avoided. 
 
 LOGANBERRIES. 
 
 Within the past 15 or 30 years a new berry has appeared in the 
 United States known as the Loganberry. 
 
 It is said to be a product of grafting the red raspberry on the 
 blackberry and the cross known as the Loganberry partakes of the 
 characteristics of each of those berries. 
 
 It is of a long and rather slim shape, somewhat like that of a mul- 
 berry and does not look either like a blackberry or raspberry. 
 
 It is of a dull red color, but has a very fine flavor seeming to have 
 the size and meaty character of a cultivated blackberry combined with 
 the fine, durable acidity and high fragrance and flavor of the Cuth- 
 bert red raspberry. 
 
 It is so far grown only on the Pacific Coast, and though it is now 
 probably more largely produced and canned there than either raspber- 
 ries or blackberries, the demand for canned loganberries far exceeds 
 the supply. 
 
 The fruit has a most agreeable acidity of flavor and is said to make 
 when so prepared a superb jelly. 
 
 Size, uniformity, freedom from stems and leaves, the fill of the 
 can, freedom from dried up or decayed fruit are the points of merit in 
 the canned article. 
 
 APPLE SAUCE. 
 
 This article is now quite extensively canned and has become a 
 very popular article with city restaurants for serving at lunch. 
 
 For this purpose it is put extensively into No. 10 cans, well sweet- 
 ened, spiced and carefully strained. Some is, of course, put in No. 2 
 cans, but not a great deal. 
 
HOW TO BUY AND SELL CANNED FOODS. 197 
 
 Housewives seem to want to make their own apple sauce, but 
 the restaurants, hotels and institutions find that the canner is able to 
 supply them with a better article than they can themselves make, and 
 at a lower cost. 
 
 Points of merit are a can well filled with well sweetened apple 
 sauce, nicely spiced, and of heavy consistency. 
 
 JAMS AND JELLIES. 
 
 The production of these goods is confined to a very few canneries. 
 Most of the jams and jellies used in this country are packed in glass or 
 pots, and are not hermetically sealed in cans, and as this is a book 
 treating of canned foods, the subject is foreign to this book, except 
 so far as the goods are hermetically sealed in cans, which is to only 
 a very limited extent. 
 
 The California canneries can jelly regularly making it from pure 
 fruit juice, and I have seen and used upon my table, black currant jelly 
 canned in California that was not to be surpassed for delicious flavor 
 and consistency. Clearness and flavor are the points of merit to 
 inspect. 
 
 FRUIT BUTTERS. 
 
 These goods are generally distributed in wooden packages of all 
 sizes in season and are not canned to any extent. They were formerly 
 canned quite extensively by New York canners, but they were of 
 such slow sale in cans that, but little is now produced.' 
 
 CHAPTER LXXII. 
 
 CARROTS, TURNIPS, CUCUMBERS AND CAULIFLOWER. 
 
 Carrotts are canned in a very limited way, the demand and sale 
 for them is very small, indeed. This vegetable can be kept when buried 
 in the ground or in a cellar in dry earth so long and so well that can- 
 ning of it, except for army or navy use is hardly necessary. When 
 canned it is carefully cleaned, peeled and cut into cubes. Carrotts are 
 used in a mixed vegetable combination that is canned in the United 
 States, an article which has attained considerable sale. 
 
 TURNIPS. 
 
 This vegetable is a good winter keeper, and except for special 
 purposes is not in sufficient demand to justify any degree of attention 
 from canners. 
 
 Turnips are used in combination with other vegetables in a prep- 
 aration of mixed vegetables which has attained some sale. 
 
 Turnips are carefully washed, pared and cut into small pieces and 
 then canned and processed in the usual way. 
 
198 HOW TO BUY AND SELL CANNED FOODS. 
 
 CUCUMBERS. 
 
 Canned cucumbers may be designated as a specialty of small 
 sale. They are carefully peeled, sliced and put in the cans, and 
 then a very delicious and relishable dressing is put in the can before 
 they are sealed and processed. 
 
 I know of but one firm (Baltimore) that specializes on canned 
 cucumbers, and that firm seems to have a monopoly of the business. 
 
 I have noticed that too heavy a process or cook is apt to make 
 canned cucumbers tough eating, by destroying with heat that natural 
 crispness which is essential, but the canned cucumbers I have seen of 
 recent years seem to have been quite well protected against that 
 fault. 
 
 Cucumbers are packed in special sized cans. This article has great 
 merit and should sell more largely. 
 
 CAULIFLOWER. 
 
 This is an article of splendid merit when canned, and the cooking 
 it receives in processing the cans makes it perfectly ready for use by 
 warming the can. 
 
 It is a vegetable which should be more generally canned and 
 used. It is not at all troublesome to can and is promptly salable and 
 the market is never well supplied with it. Only the head is used and 
 must not be overprocessed until it turns soft or mushy in the can. 
 
 CHAPTER LXXIII. 
 
 HOW TO SPECULATE IN CANNED FOODS. 
 
 My advice is that which was given to the girl who was about to 
 elope with an undesirable man, which was, "Don't ! !" 
 
 Speculation in canned foods has a great many uncertainties and 
 many disadvantages. However, some buyers make a profit by specu- 
 lation and here is about the way they do it. 
 
 They study the crop statistics, which one can have sent to him 
 by the Agricultural Department at Washington free of all charge. 
 
 Information as to the condition of crops and other matters are 
 given therein. 
 
 They study the canning statistics, which are compiled each year, 
 and then get all the inside or unrecorded information possible, the 
 kind that is never published, but which is passed along by word of 
 mouth and whispered or spoken quietly as it goes "down the line." 
 
 The speculator pumps the buyers and the brokers to learn about 
 the stocks of the article which wholesalers are carrying as compared 
 
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 a 
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 3 
 
 O 
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 Z 
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 s 
 
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HOW TO BUY AND SELL CANNED FOODS. 199 
 
 with previous years, and he enquires of salesmen and retailers as to 
 stocks held by retail dealers. 
 
 He studies the market of past years and learns what the course 
 of prices was. He then studies the money market, the conditions of 
 employment, the bank clearings, the general business outlook and 
 some other matters like carrying charges, storage, interest, etc., and 
 finally confirms his judgment when made by putting up hypothetical 
 conditions to buyers whom he knows to be wise and shrewd by sug- 
 gesting that they buy the article speculatively, and listening to their 
 views of approval or objection. 
 
 Being thus fortified, he either drops his intentions or wades boldly 
 into the deep waters of speculation and buys heavily for a rise. 
 
 CHAPTER LXXIV. 
 
 SALSIFY AND CELERY. 
 
 SALSIFY. 
 
 This article sometimes called oyster plant, is canned in only 
 a limited way, and is not really a desirable food product. It is too 
 fibrous and tasteless to please, and has but but little nutritive value. It 
 should be nicely peeled, cans well filled and cut up in small pieces. 
 
 CELERY. 
 
 This article does not can to advantage, though some of it is 
 canned and used. The processing by heat takes away from it that 
 delightful crispness which is a characteristic of the fresh celery. 
 
 The manufacture and use of canned celery is very limited. 
 
 CHAPTER LXXV. 
 
 MUSHROOMS. 
 
 This article has been extensively grown and canned in Europe for 
 many, many years, and most of the canned mushrooms are still im- 
 ported. The imported mushrooms are brought here in cans of about 
 16 gross ounces, and the mushrooms are most carefully sized and 
 graded. The smaller sizes are very minute indeed, running as small 
 as 200 to the can, and the grading by buyers is usually by count to 
 the can, rather than by the French or foreign grading. Every particle 
 of the mushroom is used, even the stalks are canned and graded as 
 "hotel grade," used for slicing and garnishing. 
 
 The imported mushrooms are grown in caves or cellars and are 
 bleached white usually, though the choicest unbleached, or of about 
 a lemon color are considered to be of the best flavor; and the smallest 
 
200 HOW TO BUY AND SELL CANNED FOODS. 
 
 are not deemed as of as good flavor as the medium sized or more ma- 
 ture grade or size. The mushroom is a fungus and is really of but 
 little edible desirability as to flavor or nutritive value, though it is 
 largely produced and consumed. 
 
 In this country but little attention is given to this article. None 
 scarcely are grown for canning, and all that are produced are sold 
 in the markets to consumers. 
 
 There are several wild species of mushrooms or fungi which look 
 like mushrooms and one or more of the varieties are poisonous. It 
 is diificult for an unskilled person to tell the good from the poisonous 
 varieties. 
 
 This circumstance has caused the consumption of mushrooms in 
 the United States to remain very small, and has retarded the culti- 
 vation and production of them in this country for canning purposes. 
 
 Imported mushrooms in cans are absolutely free from risk, how- 
 ever, as they are not gathered wild, but are cultivated with great care 
 and skill from seed that is known to be reliable and by people who 
 have been trained to the work. 
 
 Points of merit are uniformity of size in the can. Buttons are 
 regarded as more desirable than stems, and the finer qualities consist 
 of buttons from which the stems have been closely trimmed. Free- 
 dom from black or brown spots or blemishes or from a brown color on 
 the inner surface of the button or top of the mushrooms of the larger 
 size, which designates them as old c>r too mature. 
 
 CHAPTER LXXVI. 
 
 BRUSSELS SPROUTS, ENDIVE, DANDELION AND KALE. 
 BRUSSELS SPROUTS. 
 
 Brussels sprouts have been cultivated for centuries and gets the 
 name from the city of Brussels, a city of Belgium. 
 
 It is a vegetable that is very popular in Europe, and its popu- 
 larity is growing in the United States. 
 
 It is canned in a very limited way and is but little known as a 
 canned article, though it is desirable as a canned vegetable. 
 
 ENDIVE. 
 
 Endive is of several varieties or kinds. Its principal use is for 
 salads. There is a long leaf kind and a curly leafed kind. The latter 
 is usually preferred, not alone on account of the appearance, but 
 because of a more decided flavor, which is rather bitter though not dis- 
 agreeably so. It is canned in a very limited way. 
 
HOW TO BUY AND SELL CANNED FOODS. 201 
 
 DANDELIONS. 
 
 The dandelion plant is used as a greens or for salad and is some- 
 times put in cans like spinach, but very infrequently so. 
 
 KALE. 
 
 This plant is sometimes called sea kale, and thrives best in a light, 
 dry soil, near salt water. It is considered very fine for greens and is 
 occasionally canned. It is more often called or labeled spinach than 
 kale. 
 
 CHAPTER LXXVn. 
 
 OLIVES, OATMEAL, SPAGHETTI, MACARONI, PLUM PUD- 
 DING, MINCE MEAT, CRACKED WHEAT, 
 RICE, SOUPS. 
 
 OLIVES. 
 
 This ancient fruit is now produced in many parts of the world, 
 and is usually gathered green and pickled in brine or in vinegar. In 
 California it is extensively grown, but California olives are largely 
 used for making olive oil and for canning when ripe. 
 
 The olive oil is pressed from ripe olives and canned ripe olives 
 have been very generally introduced throughout the United States 
 and liked by many in preference to the green pickled olives so gen- 
 erally known and used. Ripe olives are also imported in casks in 
 brine from Europe. Olives are largely preserved in glass, either in 
 brine or vinegar and the canning of this fruit is still in rather an unim- 
 portant quantity. 
 
 OATMEAL. 
 
 The canning of cooked oatmeal has never met with great popular 
 favor in this country. It is a most convenient preparation and the 
 process of canning is well adapted to give to oatmeal that thorough 
 cooking which it requires, and the hermetically sealing of the product 
 preserves the freshness of flavor and moist consistency of cooked oat- 
 meal when it is properly prepared. 
 
 It is usually put in No. 2 and No. 3 cans and sold at a price which 
 admits of a fair profit for both wholesale and retail dealers. When 
 the time, fuel, wasted by scorching, and mistakes in cooking are 
 taken into consideration, canned oatmeal is much cheaper than un- 
 prepared oatmeal to the housewife. Freedom from husks, black specks 
 and foreign substances of all kinds and a good fairly firm consistency 
 in the can, just about proper, when warmed by placing the can in hot 
 
202 HOW TO BUY AND SELL CANNED FOODS. 
 
 water, to use at once, without further preparation, are the points of 
 excellence. 
 
 SPAGHETTI AND MACARONI. 
 
 The canning of spaghetti and macaroni has for its support the 
 arguments and facts given pertaining to the canning of oatmeal, viz. : 
 economy, cleanliness, proper cooking and preparation, convenience and 
 superior flavor and methods of preparation. 
 
 These articles are usually prepared with tomato sauce, seasoned 
 and slightly — very slightly — with garlic or onion juice. Manufacturers 
 have succeeded in canning these articles in a highly palatable way, and 
 they have a strong advantage over home cooking in being able to 
 buy the materials in large quantities and in bulk so as to make canned 
 spaghetti and macaroni a cheaper article than the housewife can pro- 
 vide from the same materials, and a scientifically prepared, cleanly, 
 wholesome and most relishable preparation ready to use after being 
 warmed by putting the can in hot water. 
 
 CRACKED WHEAT. 
 
 This article is prepared and canned similarly to oatmeal, except 
 that it is not so heavily processed and has never attained the sale and 
 popularity canned oatmeal has though equally as deserving. 
 
 CANNED RICE. 
 
 Prepared and cooked rice is canned plain, with tomato sauce, 
 with sausages and in several other styles. These preparations all have 
 that value and economy of preparation which is given to a food 
 product by scientific methods and the skill of trained chefs. 
 
 The rice used should be of the best quality, and a close inspection 
 of the canned product should be made for imperfections or foreign sub- 
 stances and for choice flavor. 
 
 PLUM PUDDING. 
 
 This article is canned in England and in the United States, but 
 in very different styles. The English article is made with plums and 
 by an entirely different recipe. Canned plum pudding in the United. 
 States is made without plums, but raisins and citron are substituted 
 therefor. 
 
 This article is quite salable and popular and is extensively canned 
 and used. It is packed in cans of a conical pyramidal shape so that 
 the contents will slide out easily when the can is opened and the 
 cans are usually equipped with patent opening keys. Plum pudding 
 so prepared is a very rich desert, and a sauce to be used with it is, 
 also canned. 
 
HOW TO BUY AND SELL CANNED FOODS. 203 
 
 MINCE MEAT. 
 
 Mince meat is not largely canned, but its convenience and 
 desirability is immediately seen. There is a great deal of very cheap 
 mince meat sold in bulk in this country. 
 
 It is comprised of a few raisins, cloves, etc., a very little chopped 
 meat and an overwhelming quantity of chopped apples. 
 
 There is, of course, great quantities of fine mince meat sold, but 
 it usually comes in glass jars or in tin cans. No. 3 and No. 3. 
 
 Care should be shown in handling mince meat in glass, as it 
 is not a good keeper, and it should be kept in a cool place and entirely 
 away from the light and sunshine. 
 
 Canned mince meat is usually made of the very finest materials. 
 The heavy falling off in consumption of wet mince meat in the past 
 decade is atttributable to the use of poor materials, and the introduc- 
 tion of dry or evaporated mince meat. 
 
 CHAPTER LXXVin. 
 
 CODFISH, CLAM CHOWDER, MACKEREL, HERRING. 
 CANNED CODFISH. 
 
 Canned codfish has become quite popular in a few years past as a 
 substitute for the boneless salt codfish for many years and still packed 
 in wood boxes, paper boxes, etc. 
 
 The canned codfish is made of mild cured codfish and gives the 
 people a most desirable article, not too salt and not too fresh, but just 
 about right. 
 
 It is carefully prepared, being absolutely boneless and entirely 
 free from skin or any but beautiful solid white, flaky codfish. 
 
 It has been charged that other less aristocratic fish are used in 
 canned codfish, in fact, one prominent cannery does not label its 
 product codfish, but other packers deny the charge; however, if it 
 is true, it is a fact that nice hake or haddock are about as good as 
 codfish, and by some are even preferred. 
 
 Everything should be honestly labeled and sold, however, and 
 my investigations lead me to assert that canned codfish or even canned 
 hake is far more reliable than the various grades of fish packed in open 
 boxes, exposed to contamination and decay. 
 
204 HOW TO BUY AND SELL CANNED FOODS. 
 
 In five years past, through the judicious and persistent advertising 
 by one firm, canned codfish has come to be a well known and well liked 
 staple article of food. It is entirely free from the uncleanly and un- 
 sanitary condition under which the bulk or boxed boneless codfish 
 is handled. 
 
 Canned codfish may be safely kept and used all the year round, 
 which is an advantage over the unsealed article, which cannot be 
 handled or safely used in hot weather. 
 
 CLAM CHOWDER. 
 
 This article could be more consistently treated under the head of 
 soups, but it has an individuality of classification which seems to en- 
 title it to a place apart from soups. It is made from clams, the liq'uor 
 from the clam shells, various vegetables, including usually potatoes, 
 a small quantity of onion and crackers, and is seasoned with pepper, 
 salt and butter. The clams used are the long clams and they are 
 usually chopped and the black part excluded, though this is not always 
 done, but should be. 
 
 It is usually packed and sold in No. 3 cans, though it is also put 
 in No. 1, No. 3 and No. 10 cans. 
 
 There is a clam chowder that is packed in small sized cans and 
 called condensed, but is can hardly be classed as so desirable as that 
 which is ready for immediate use without dilution. 
 
 There is a tendency on the part of canners to use the cheaper 
 materials too freely and be illiberal with the clams. In buying 
 it is best to see that a fairly generous proportion of clams is used and 
 that the chowder is rich and tasty, rather than thin, insipid and watery. 
 In order to test it a can should be heated and tried, just as it is pre- 
 pared and ready to go on the table. 
 
 In fact, a buyer in selecting and testing canned food should 
 put himself in the consumer's place. 
 
 CANNED MACKEREL. 
 
 Fresh mackerel is canned in the United States in No. 1 and No. 2 
 cans. It is canned in France and elsewhere of very small sized fish in 
 sardine style cans. It is highly desirable and meretorious as a canned 
 article and in the writer's opinion holds its freshness and flavor when 
 canned better than any other fish, salmon and sardines not excepted. 
 
 When it was first put on the market in this country in No. 1 and 
 No. 2 cans it became immediately popular and there was such a de- 
 mand for it that canners could not supply it. Then the catch of mack- 
 erel failed and grew smaller and unscrupulous packers began to put 
 herring in cans and label them fresh mackerel, bluebacks, etc., etc. 
 
HOW TO BUY AND SELL CANNED FOODS. 205 
 
 This promptly killed the demand for canned mackerel, which goes to 
 show that a lie and a fraud will ruin an industry as well as a repu- 
 tation. 
 
 The canned herring was substituted for canned mackerel with 
 some success for a few years, and then the demand for canned mack- 
 erel expired as the people would no longer buy the substitute or con- 
 sent to be deceived. 
 
 Very little canned mackerel is now produced in the United 
 States. It was for a while very extensively canned in No. 1 and No. 3 
 oval-shaped flat cans, and with tomato sauce, or mustard sauce, but the 
 clutch of greed and fraud siezed this part of the industry and herring 
 again masqueraded as mackerel and the people quit buying the 
 fraudulent product. 
 
 Since the Pure Food and Labeling Law went into effect conditions 
 have changed, and the frauds are no longer perpetrated, but the harm 
 has been done, and it will take years to re-establish the demand for 
 canned mackerel through a restoration of public confidence. 
 
 In buying canned mackerel, and in order to know that there is no 
 substitution or admixture of other fish careful attention should be 
 given to these points. The skin of the mackerel is without perceptible 
 scales, and is striped laterally or across the fish, with dark stripes, the 
 meat is almost white and of a solid texture, while the shape of the fish 
 is heavy across the body in front of the dorsal or back fin and behind 
 the gills, tapering sharply until the circumference of the fish just in 
 front of the tail fin is very small and round rather than flat. 
 
 CANNED HERRING. 
 
 This article is extensively canned and in many styles and shapes 
 of cans. It is not a very desirable fish for canning purposes having 
 a flavor which is hard to describe and not very agreeable to the 
 palate. 
 
 It is the great food fish of the ocean, and is furnished by nature 
 in countless numbers. The fish is used in many parts of the world 
 as a staple food resource. It is largely used in the manufacture of 
 sardines on the Atlantic Coast of the United States, and the herring 
 flavor, combined with the flavor of cotton seed oil, makes a combina- 
 tion which is especially distasteful to the educated palate. 
 
 Fresh herring when properly cleaned, cooked and highly seasoned, 
 are regarded as good eating, and smoked herring are popular. 
 
 Canned herring in order to be palatable must be seasoned with 
 mustard sauce, tomato sauce, or spiced. 
 
 It will be observed that in all styles of preparation the fish, though 
 wholesome and nutritious, must be prepared, viz. : highly seasoned, 
 smoked or with condiments in order to, divest it of the "weedy" flavor 
 which it possesses. 
 
2o6 HOW TO BUY AND SELL CANNED FOODS. 
 
 Many ocean fish seem to have that same flavor, which is by some 
 attributed to the phosphorous which is prevalent in the chemical com- 
 position of fishes and is supposed to be imparted by certain kinds of 
 food the fish consume at certain times of the year, as it has been ob- 
 served that there are periods when or places where such fish are free 
 from the flavor mentioned. 
 
 Canned fresh herring, without preparation, is a very slow seller, 
 and as it can no longer be sold for mackerel it is suffering from the 
 fraud practiced by its friends, though, when properly prepared, it is a 
 good, cheap canned food ; especially in mustard sauce or tdmato sauce. 
 
 The meat of the herring is white and firm, with red variations or 
 markings near the vertebra and other bones. The flavor of the sauce 
 in which it is packed is important, and should be carefully inspected. 
 Common, cheap mustard or tomato pulp used in the sauce give the 
 product an abominable and disgusting flavor, instead of a relish, and 
 should be guarded against. 
 
 CHAPTER LXXIX. 
 
 CANNED TUNA, TURTLE, FISH ROE. 
 CANNED TUNA. 
 
 The European tuna (or tunny) fisheries are located around the 
 shores of the Mediterranean Sea, and are important and productive. 
 The true tunny, which is a member of the mackerel family, frequents 
 the northern coast of Sicily, and extensive fisheries are located there. 
 This fish, which is pelagic or an inhabitant of the surface waters of 
 the ocean far from shore, at certain seasons of the year approaches the 
 shores, probably in pursuit of schools of sardines or herring, which 
 appear to migrate at those times. The tunny grows to an enormous 
 size, sometimes ten feet in length and weighing a thousand pounds. 
 The tunny is canned in olive oil and is exported from the Mediteranean 
 to all parts of the world. The flesh is very firm and solid, but some- 
 what dry, hence it is canned in oil and is justly regarded as a fine 
 delicacy. 
 
 This same fish is found in other waters, sometimes on the Atlantic 
 coast of North America, but more abundantly on the Pacific coast of 
 the United States, where it is regarded as a grand game fish when 
 caught with line and pole, but is seldom found there weighing more 
 than four hundred pounds, in fact, such specimens are very rare. 
 
 There is another fish, however, of the mackerel species, known 
 as the albacore (tuna) which has come into great popularity in the 
 past few years. It is found on the Pacific coast and is caught and 
 canned chiefly or altogether at present at points in California south of 
 San Francisco. The albacore is a beautiful fish, trim-shaped like a 
 
HOW TO BUY AND SELL CANNED FOODS. 207 
 
 mackerel, with enormous muscular development along the vertebra and 
 back. It is distinguished from the smaller sizes of tunny or tuna by 
 long pectoral fins, which fold along its side, almost resembling those 
 of the flying fish. 
 
 This fish is caught usually by hand line fishing methods, and with 
 stout poles arid lines, while they are feeding upon the schools of sar- 
 dines. They ^seldom approach very close to shore, but are easily 
 caught with sardine bait, when a school is found. They are found 
 and caught from 10 to 80 pounds in size, seldom or ever larger. 
 
 This fish is now extensively canned on the Pacific Coast, and is 
 processed in refined salad or cotton seed oil. The meat is as white as 
 unspotted snow and the flavor of the fish more resembles that of the 
 breast of chicken, though somewhat whiter, than any other article of 
 food. It makes a superb salad and can be prepared in many other 
 ways, and is considered by many superior to the breast of capon 
 chicken, though much cheaper. 
 
 Manufacturers or canners furnish recipes in pamphlet form and 
 printed upon the can labels for the preparation of this delicacy, and 
 have by other intelligent methods of advertising brought it into such 
 popularity that the demand is constantly greater than the supply. 
 
 The preparation of this fish is also conducted with great care, as 
 it is drained entirely of blood, steam cooked, cooled, then all the skin 
 and bones are carefully removed, and the white meat packed into cans 
 sealed and processed, labeled and cased. 
 
 CANNED TURTLE. 
 
 The great green turtle is an inhabitant of the ocean. They prefer 
 warm or tropical or semi-tropical waters and can be found in the 
 Atlantic, the Gulf of Mexico and, in fact, in nearly all parts of the 
 world. They grow to an enormous size, sometimes weighing one 
 thousand pounds. They are amphibious, but seldom leave the water 
 except to deposit their eggs in the sand, and then only for a short 
 distance, as they are marine animals and are very awkward on land 
 and almost helpless when assailed by an enemy. The favorite time 
 for capturing them is when they at night have crawled out upon the 
 sand to deposit their eggs, they are gregarious, and go in herds or 
 schools. Turtle hunters turn them upon their backs and they cannot 
 turn over. 
 
 When captured they are taken to the canneries, of which there are 
 a number, killed, cleaned, cooked and the cans are filled with several 
 kinds of meat, selected from various parts of the turtle, which animal is 
 said to contain meat, in turn, resembling fish, flesh and fowl. The 
 ^r'-t'n tuitle is a reptile, is oviparous and herbiverous, that is to say 
 it produces its young from eggs hatched in the sand, and it feeds upon 
 vegetable substances. 
 
2o8 HOW TO BUY AND SELL CANNED FOODS. 
 
 On land it is awkward and helpless, but in the water it is quick,, 
 powerful and swift, consequently, the pursuit of green turtles by har- 
 pooning or spearing them is a hazardous occupation, and the ordinary 
 net or line and hook will not hold them. 
 
 Soup made from the meat of the green turtle is regarded as a rare 
 delicacy, and on account of the difficulties attending its capture and 
 canning, the article sells at a high price. 
 
 FISH ROE. 
 
 The roe or eggs of herring are canned extensively, and quite a. 
 business is done at points in Virginia and on the Chesapeake Bay in 
 the article. Herring roe is a by product of the fisheries and as herring 
 approach the shores and are most abundant in the spawning season,, 
 the roe is plentiful and cheap. It is highly regard by many as a food 
 and delicacy. 
 
 Shad roe is also canned to a very limited extent. 
 
 Of the roe of the Sturgeon canned caviar is made. It is usually 
 imported from Russia, but of late has become very expensive and! 
 scarce. 
 
 THE END. 
 
HOW TO BUY AND SELL CANNED FOODS. 
 
 209 
 
 California 
 Asparagus 
 
 is grown and put up by 
 Libby, McNeill & Libby 
 in the Sacramento Val- 
 ley, where climate, soil and 
 careful cultivation produce 
 the finest asparagus in the 
 world. 
 
 Libby's California 
 Fruits 
 
 Peaches 
 Pears 
 
 Apricots 
 Cherries 
 
 Insist on Libby's 
 Libby, McNeill & Libby, Chicago 
 
 ^^/r^h^rr^^^'^^' 
 
2IO HOW TO BUY AND SELL CANNED FOODS. 
 
 WE MAKE 
 
 PERFECT 
 LABELS 
 
 Ask Our Customers 
 
 THE CALVERT 
 LITHOGRAPHING CO. 
 
 "THE MODEL SHOP" 
 DETROIT - MICH. 
 
 CHICAGO OFFICES: 
 127 North Dearborn Street 
 938-939-940 Unity Bldg. 
 
HOW TO BUY AND SELL CANNED FOODS. 211 
 
 40 GOOD THINGS FOR THE TABLE 
 
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 PORK and BEANS and RED KIDNEY 
 BEANS 
 
 THE BEST TEN CENT BEANS ON THE MARKET C. M. HILLIARD 
 
 Gen. Mgr. 
 
 ALL GOODS PACKED BY C. M. HILLIARD, ARE OF 
 HIGHEST POSSIBLE GRADE 
 
 QUALITY IS FIRST CONSIDERATION 
 
 C. M. HILLIARD CO., Butler, Pa. 
 
 If you want to please the people who 
 appreciate good Tomatoes, sell 
 
 BYNUM RUN 
 
 AND 
 
 OAK LEAF 
 
 2 Brands of Tomatoes that bring 
 ■'REPEAT" orders because the Quality is 
 always dependable. Sanitary tins. 
 
 PACKED IIS HARFfORD COUNTY BY 
 
 W. W. BRADFORD = Belair, Md. 
 
212 HOW TO BUY AND SELL CANNED FOODS. 
 
 Those who buy 
 
 JOAN 
 
 ^=OF== 
 
 ARC 
 
 RED KIDNEY BEANS 
 Come back for more. 
 
 The Illinois Canning Co., Hoopeston, 111. 
 
 C. S. STEVENS, Pres. W. L. STEVENS, Treas. F. M. STEVENS, Sec'y. 
 
 STEVENS BROS. 
 
 Cedarville, New Jersey 
 
 ESTABLISHED 1888 INCORPORATED 1908 
 
 CANNERS 
 
 UlNITED STATES CODE 
 
 FACTORIES : 
 
 Cedarville Cape May Goshen Eldora 
 
,^t . HOW TO BUY AND SELL CANNED FOODS. 213 
 
 64f A l>^l:z^c>¥r^ 1:^99 
 
 — or— 
 
 Labels on Canned Poods 
 are a guarantee of Quality 
 
 PACKED ONLY BY 
 
 Wisconsin Pea Canners Co. 
 
 MANITOWOC, WIS. 
 
 PACKERS OF 
 
 Peas String Beans 
 
 Sauer Kraut Pork and Beans 
 
 Pumpkin Red Kidney Beans 
 
 Hominy Lima Beans 
 
 FACTORIES AT 
 
 Manitowoc Two Rivers Sheboygan 
 
 Reedsville Amery Turtle Lake 
 
 ALL IN WISCONSIN 
 
:i4 HOW TO BUY AND SELL CANNED FOODS. 
 
 Fredonia Preserving Company 
 
 FREDONIA, NEW YORK 
 
 Packers of High Grade Fruits 
 and Vegetables in tin and glass. 
 
 OUR BEST BRArVDS: 
 
 BUTTER NUT BRIDAL BELL WOODBINE 
 
 FREDONIA BEAUTY and GILT EDGE 
 
 Owning and operating factories at 
 Fredonia and Silver Creek, Chau- 
 tauqua Co., Wilson, Modeltown, 
 Newfane, Niagara County, N. Y. 
 
 SAUBS OPPICES, PREDOINIA, rv. Y. 
 
 Annual Outputs 400,000 Cases and up'wat-ds 
 
 WEBSTER-BUTTERFIELD CO. 
 
 IINCORPORATED 
 
 BAUTIiVlORE, MD. 
 
 OAIVINERS OF? 
 
 HIGH GRADE FOOD PRODUCTS 
 
 "VS^EBSTER'S BEST" BRAIND 
 OVSTERS, ERUITS and VEQETABUES 
 
HOW TO BUY AND SELL CANNED FOODS. 215 
 
 HOLE AND CAP 
 
 AND 
 
 SANITARY CANS 
 
 No matter what style of can is used it is a 
 matter of common business prudence to use 
 the best made of the desired type. 
 
 * * * Service coupled with quality is an equal 
 consideration. 
 
 Service means "a whole lot" embracing as it 
 does every detail co-incident with the hand- 
 ling of the business. 
 
 It means prompt shipments — cans when you 
 want them. 
 
 Shortest mileage to your factory— low freight 
 rates and quick time. 
 
 A proper personal consideration of needs be- 
 fore and after cans are delivered. 
 
 It is on the basis of quality and service that 
 the American Can Company solicits your busi- 
 ness. 
 
 AMERICAN CAN COMPANY 
 
 Chicago INE>V YORK! San Francisco 
 
 Baltimore Rochester, N. Y. Portland, Ore. 
 
2i6 HOW TO BUY AND SELL CANNED FOODS. 
 
 TOTAL PACK OF HAWAIIAN | 1903— 9,800 CASES 
 PINEAPPLE J 1912—1,318,000 CASES 
 
 QUALflTY alone is reason 
 for this wonderful increase 
 
 The Thomas Pineapple Co. 
 
 HONOLULU, HAWAII 
 
 Pack the following Brands 
 
 EXTRAS STANDARDS 
 
 "THOMAS' BEST" "PRIDE OF HAWAII" 
 
 "HAWAIIAN FLAG" "ROYAL PALM" 
 
 WE ALSO PUT UP 
 
 THOMAS' PURE HAWAIIAN PINEAPPLE JUICE 
 
 IN BOTTUES AtND CAINS 
 
 SINCE 1869 
 
 We have been catering to trade seeking quality 
 
 Tlnose WHO KNOW and appreciate Quality in 
 Canned Foods always specify McGRATH'S 
 
 Write for Current Price List 
 
 THB H. J. McGRATH CO. 
 
 CHAMPION BRAND QUALITY CANNED FOODS 
 
 BALTIMORE, MD. 
 
HOW TO BUY AND SELL CANNED FOODS. 217 
 
 JOHN A. LEB JOHN B. HENDERSON 
 
 LEE BROKERAGE COMPANY 
 
 (INOT 1>'C) 
 
 657 West Randolph St., Chicago 
 
 We are brokers, and dealers, in Can= 
 ned Foods alone and do not handle other 
 lines of goods. 
 
 We are specialists in the line and 
 if your business is not of satisfactory pro- 
 portion in Canned Foods write to us and 
 we will diagnose your case aiid prescribe 
 for it. 
 
 If you want to handle canners labels 
 we can help you. If you use your own 
 labels we represent the canneries that 
 can supply you the qualities and the uni- 
 formity and reliability that is essential. 
 
 LEE BROKERAGE CO. 
 
...INDEX... 
 
 pagh; 
 
 Advance, or Future, Sales 21 
 
 A Model Business Organization 65 
 
 Apparent Costs and Real Costs 67 
 
 Apple Butter 197 
 
 Apple Sauce 196 
 
 Apples 95 
 
 Apricots 190 
 
 Arbitration and Arbitrators 174 
 
 Asparagus 82 
 
 Beans and Pork 105 
 
 Beans, Lima 70 
 
 Beans, Red Kidney 105 
 
 Beans, Stringless 63 
 
 Beets 107 
 
 Berries no 
 
 Blackberries lOO 
 
 Blueberries no 
 
 Brokers, Canners, Wholesalers — Their Relation 147 
 
 Brokers' Usefulness, Affirmative 36 
 
 Brokers' Usefulness, Negative 38 
 
 Brokers — Whom They Represent 144 
 
 Brussels Sprouts 200 
 
 Business Leaks and Stealages 25 
 
 Buyers of Canned Foods 10 
 
 Canned Foods — Their Care 156 
 
 Canned Foods— Their History 13 
 
 Canned Food Statistics 122 
 
 Canned Meats 114 
 
 Canners, Brokers, Wholesalers — Their Relation 147 
 
 Cans, Standard Sizes 87 
 
 Caring for Canned Foods 156 
 
 Carrots 197 
 
 Cauliflower 198 
 
 Celery 199 
 
 Cherries 112 
 
HOW TO BUY AND SELL CANNED FOODS. 219 
 
 INDEX— CONTINUED. 
 
 PAGET 
 
 Clam Chowder '. 204 
 
 Clean, Economical, Wholesome 14 
 
 Clams cj6 
 
 Codfish 203 
 
 Condensed Milk 115 
 
 Corn 42 
 
 Costs — Apparent and Real (ij 
 
 Counter Displays 143 
 
 Crab Apples ig6 
 
 V^; 
 
 'rabs 
 
 "9 
 
 Cracked Wheat 202 
 
 Cranberries 194 
 
 Cucumbers igg 
 
 Currants 193 
 
 Dandelions 201 
 
 Dead Stock — How to Move It 158 
 
 Displays — Window, Counter and Salesroom 143 
 
 Distribution 185 
 
 Economical, Clean^ Wholesome 14 
 
 Employment of Salesmen 57 
 
 Endive 200 
 
 Established Sizes of Cans 87 
 
 Expense and Use of Samples 33 
 
 Figs 195 
 
 Fish Roe 208 
 
 "Future" Sales of Canned Foods 21 
 
 Fruit Butters 197 
 
 General Information — Unclassified 181 
 
 Gooseberries iii 
 
 Grapes 120 
 
 Gumbo 116 
 
 Hard Work and Hard Play 40 
 
 Herring 205 
 
 History of Canned Foods 13 
 
 Hominy v 102 
 
 How to Regulate Stocks and Purchases r 78 
 
.220 HOW TO BUY AND SELL CANNED FOODS. 
 
 INDEX— CONTINUED. 
 
 PAGE 
 
 How to Route and Ship Canned Foods ". 183 
 
 Liformation — Unclassified 181 
 
 Introducing Your Brand or Label '. 150 
 
 Jams 197 
 
 Jellies 197 
 
 Jobbers, Canners, Brokers — Their Relation 147 
 
 Kale ' 201 
 
 F.;idney Beans — Red 107 
 
 r.raut 103 
 
 L.abels — Jobbers' Name on 30 
 
 Labels — Packers' Name on 28 
 
 Laws — National and State Regarding Labeling 160 
 
 Leakers, Swells and Rustics 75 
 
 Leaks and Stealages in Business 25 
 
 Lima Beans 70 
 
 Links in Chain of Distribution 185 
 
 Lobster 93 
 
 Loganberries 196 
 
 Macaroni 202 
 
 Mackerel 204 
 
 Meats — Canned 114 
 
 Milk — Condensed 115 
 
 Mince Meat 203 
 
 Moving Slow or Dead Stock 158 
 
 Mushrooms 199 
 
 Nectarines 192 
 
 Oat Meal 201 
 
 Okra 116 
 
 Olives 201 
 
 Oysters 97 
 
 Packers' Labels : 28 
 
 Peaches '. . . . 85 
 
 Fears 92 
 
 Peas 16 
 
 Pineapple 89 
 
 Plum Pudding 202 
 
HOW TO BUY AND SELL CANNED FOODS. 22r 
 
 INDEX— CONTINUED. 
 
 PAGE^ 
 
 Plums 113 
 
 Pork and Beans 105 
 
 Potatoes — Sweet no 
 
 Private Labels 30 
 
 Prunes 192 
 
 Pudding, Plum 202 
 
 Purchase of Stock — How to Regulate 78 
 
 Pumpkin 104 
 
 Quinces 193 
 
 Raspberries loi 
 
 Red Kidney Beans 107 
 
 Rhubarb 118 
 
 Rice 202^ 
 
 Roe of Fish 208 
 
 Rustics, Swells and Leakers 75 
 
 Salesmen — Employment of 57 
 
 Salesmen's Selling Points 59 
 
 Salesroom, Counter and Window Displays 143, 
 
 Salmon 50 
 
 Salsify 199 
 
 Samples — Use and Expense of 33 
 
 Sardines .' 72 
 
 Selling Points for Salesmen 59 
 
 Shipping and Routing Canned Foods 183 
 
 Shrimp 117 
 
 Soups 121 
 
 Spaghetti 202 
 
 Spinach 109 
 
 Speculating in Canned Foods 198 
 
 Squash 104 
 
 Statistics , 122 
 
 Stealages and Leaks in Business 25 
 
 Stocks and Purchases — How to Regulate 78 
 
 Strawberries no 
 
 Stringless Beans 63 
 
 Succotash 191 
 
222 HOW TO BUY AND SELL CANNED FOODS. 
 
 INDEX— CONTINUED. 
 
 PAGE 
 
 Sweet Potatoes no 
 
 Swells, Leakers and Rustics 75 
 
 The Buyer 10 
 
 The Label and the Law 160 
 
 Terrapin 207 
 
 Tomatoes 47 
 
 Turnips 197 
 
 Tuna Fish 206 
 
 Turtle 207 
 
 L'se and Expense of Samples 33 
 
 Usefulness of Brokers, Affirmative 36 
 
 Usefulness of Brokers, Negative 38 
 
 Wholesalers, Brokers, Canners — Their Relation 147 
 
 Wholesome, Clean, Economical 14 
 
 Whom Does the Broker Represent? 144 
 
 Window Displays 143 
 
 TO KEEP POSTED 
 
 ON 
 
 CANNED FOODS 
 
 Read the Journal of The Canning- Industry, published 
 weekly at Baltimore, and which will keep you in touch 
 with market prices, conditions, etc., in an up-to-the- 
 minute way- 
 
 1914— The 38th year 
 
 of continuous service to this one industry 
 
 THE Canning TRADE 
 
 BALTIMORE MARYLAND 
 
 SUBSCRIPTION : $2.00 per year. 
 
 CANADA— $3.00 per year. 
 
 FOREIGN- $4. 00 per year. 
 
HOW TO BUY AND SELL CANNED FOODS. 223 
 
 . . . ILLUSTRATIONS . . . 
 
 OPPOSITE PAGE. 
 
 (uhn A. Lee, the Author 6 
 
 A Scene in Baltimore 22 
 
 View at Canners' Convention 22 
 
 Ex-Presidents of Associations 23 
 
 A Display of Canned Tomatoes 54 
 
 Scene in a New York State Factory 54 
 
 Booth at Minnesota Canners' Meeting 55 
 
 Attractive Window Displays 70 
 
 A Swimming Pool for Factory Employees 71 
 
 A Class in Domestic Science 71 
 
 Outside arid Inside Window Displays 102 
 
 Scenes in Meat Packing Establishments 103 
 
 A Novel Window and Neat Inside 135 
 
 A Load of Salmon for the Canneries 150 
 
 Scene in a New York State Cannery 151 
 
 Sealing Meat Cans Under Vacuum 151 
 
 Tomato Label as Recommended by N. C. A 182 
 
 Corn Label as Recommended by N. C. A 183 
 
 A 
 
 . . . ADVERTISERS . . . 
 
 Libby, McNeill & Libby 209 
 
 Calvert Lithographing Co ,. 216 
 
 The C. M. Hilliard Co 211 
 
 W. W. Bradford 211 
 
 Illinois Canning Co 212 
 
 Stevens Brothers Co 212 
 
 Wisconsin Pea Canners Co 213 
 
 Fredonia Preserving Co 214 
 
 Webster-Butterfield Co 214 
 
 American Can Company 215 
 
 Thomas Pineapple Co 216 
 
 The H. J. McGrath Company 216 
 
 Lee Brokerage Company 217