i^ LIBRARY OF CONGRESS. ^ L UNITED STATES OF AMERICA. / Horse Breeding on the Western Ranges. CONTEXTS. A LITTLE HISTORY _ _ _ _ THK PRESENT SITUATION _ _ _ WHAT CAN BE DONE - - - THE Fl'TTRE OUTLOOK - - - CAN HORSE RAISING ON THE RANGE BE MADE PROFITABLE? _- _ - _ HINTS ON RANCH MANAGEMENT - - MULE RAISIN(; - - _ _ _ BREAKING WESTERN HORSES FOR MARKET MARKETS AND MARKETING - - - SHIPPING SEASON - - - - i6 23 30 33 HA\'F SHIPPING STOCK FAT - WHAT NOT TO SHIP - - - POINTS ON SHIPPING - - - PROSPECTS FOR THE COMING SEASON "WHAT WILL THEY BRINc;?" OURSELVES ----- THE DISSATISFIED - - - ARE THESE POINTS OF VALl'E TO YOU? TERMS ----- SPECIAL INSTKl'CTIONS Page 35 36 3<^ - 42 43 44 - 46 - 48 5' 52 Vop!iri(ihl,;l JS!)-J hji T. II. s I'M' I.IU Sd ^\: Cd. Horse Breeding on the Range. Can the Horse Ranch be made Profitable? T. H. SPAULDING & CO. UNION STOCK YARDS, CHICAGO. 1892. ^PR 30 i£S2 ISHING to give as much of general interest as possible to our introduction to the season of 1892, we have reviewed our large correspondence with western breeders, to determine the precise points upon which there has been the most inquirjf. But we find there is hardly an item in any way con- nected with western horse breeding, upon which we have not been many times requested to express an opinion. The difficulty of selecting the most important, has led us to treat our subject at far greater length than at first intended; to go more into detail than may seem necessary to the casual reader. Our location at the center of the trade, large experience in certain branches of the business, and above all, exceptional opportunities for meeting the most intelligent and progressive breeders both east and west and discussing the horse interests generally with them, have given us many advantages for observation not possessed by individual ranchmen. We have endeavored to give clearly what seems to us the best of the ideas thus acquired. Further, our readers may rest assured that there is not an opinion advanced that we do not honestly believe to be correct, or an improvement suggested that we have not personally seen tried and proven of practical value. Of course our great object in publishing and distributing this pamphlet, is to call attention to our own special branch of the western horse trade; otherwise we could not afford the expense of printing and mailing it free of charge. Do not, however, throw it aside as "an advertisement" without looking further. For each page that relates to our own business, there are ten devoted to other features of western horse breeding. We feel confident that anyone who is the direct owner, thinks of owning, or has any interest, financially or otherwise in a western horse ranch, can find something that will repay him for the brief time necessary to glance through it. He may not agree with us in the views advanced, but we zvaiit the leader to criticise. Criticism involves study, and western horse breeders as a rule have not been studying their business and its requirements sufficiently. If it in any way stimulates thought of this kind, the little book will have proven of value to its recipient. We ask him to compare his own views with ours, weigh carefully the causes and effects of both, then decide which are of the most practical benefit. He is cordially welcome to whatever of value he raay derive from the suggestions offered. <\fZS: ^ T. H. Sp.^ulding & Co. A Little History When striving to determine the true present con- dition of any occupation, we can often derive much that is of real assistance in arriving at a correct con- clusion by reviewing its previous history. So, in this instance a brief outline of the growth and develop- ment of horse breeding in the west, may prove of interest. It is not many years ago that horse raising on the range, was almost insignificant as a distinct busi- ness, compared with the cattle and sheep interests. A few small herds of inferior stock supplied the cattle men with cow-ponies and such work horses as were necessary. Almost anything was considered good enough for a cow-pony, so, little or no attention was paid to improving the grade of horses, by the infus- ion of new and better blood. The great boom in cattle several years since and the grand rush of everyone into that business, had a stimulating effect on everything connected with it. In nothing was this result more marked than in horse raising. The immense additional herds of cattle ne- cessitated hundreds of saddle horses to handle them, and in a short time, with the demand far exceeding the available supply, cow-ponies were bringing prices greatly out of proportion to their real value. Under these circumstances, it seemed only the best business judgment to invest in a band of horses. Buyers willingly paid large figures on the ranch for all thfi matured geldings, and moreover such a thing as winter loss of any consequence, among this class of stock, was unknown. iU this time also, horse breeders began to realize tharit cost no more to raise a better horse than a poor one and the movement toward improving the herds by the importation of better stallions became general. While of course there were exceptions, men who had for years been breeding the best horses they could, yet they were few and scattered, and up to this time the rule had been to let the stock run wild, a colt being a colt no matter of what qualit}-. The small southern mares were found to grade up rapidly and the herds were still further improved by bringing in many bands from Oregon, which had been far in advance of the more eastern ranges in the qual- ity of her horses. Rapidly succeeding the sudden rise, and inflated val- ues of cattle, came the reaction and almost total de- pression of this branch of stock growing. Many who had invested in cattle at high figures, saw their prop- erty rapidly slipping away from them, caused both by depreciation ih value and heavy winter losses. They could see no hope for improvement in the near future and the natural impulse was to save what they had left if possible. Cattle were low and going lower, and the next winter might kill the remainder of the herd, while on the other hand horses were high, the horsemen prosperous and most reassuring of all, horses were considered absolutely safe so far as win- ters were concerned. That sentiment, "It's as easy to raise a hundred dollar horse as a twenty-five dollar steer," turned many a cattle man into a horse breeder. But nearly everyone lost sight of the all-important fact, that it is one thing to raise a hundred dollar horse and alto- gether another matter to get a hundred dollars in cash for him. As one of the small army converted by this theory, the writer speaks from unpleasant e.xperience. Horse ranches sprang up everywhere. The finest stallions that money could buy, were imported direct to the ranges and the great west was soon going to supply the whole world with horses. When the home demand for cow-ponies fell off, the enterprising breed- er who shipped his marketable stock to the east, found ready sales at prices, which, even while they did not net him quite what he had been realizing at home, still returned a fair profit on his investment. Indeed, at this period few western breeders who had any number of good horses to dispose of, were obliged to ship their stock. Traders gladly paid good prices on the ranch, shipping the horses east on spec- ulation. The rapid decrease in extent of the great cattle ranches, opened up the country to the settler, who soon discovered that the sage brush flats of the sup- posed desert were, when irrigated, even more fruitful than the rich prairie lands he had left. But he re- quired horses to develop his farm, which the neigh- boring horse breeder could and did supply at good prices. The western prairie states, Kansas, Nebraska, and the Dakotas, where the rush of new develop- ment demanded more horses than were raised within their borders, also made a market which could be easily reached at small expense by trail and where prices were fairly remunerative. So, with his herd increasing rapidly, both in number and quality, with all these markets taking his matur- ed geldings and barren mares, at figures which left him a good profit on his investment, both of money and labor, the horse breeder felt that his lot was in- deed pleasant. But conditions began to change and each year has made this more distinctly felt. The settler, who had bought his farming stock from 1 he neighboring breeders, soon realized that he possessed the same advantages for stock raising, as did this neighbor and it was not long until he became in a small way, a horse grower himself. This soon had a serious effect upon the home market. Then the subsidence of the emigration boom, combined with largely increased interest in horse breeding, in the western prairie states, Kansas, Neb- braska, etc., practically closed that outlet for the sur- plus of range-bred horses. At least, the lessened demand forced prices down to a figure that the breed- er could not take except at a loss. This left the markets of the extreme east the only recourse for western breeders; the only section that could take the immense number of horses that were, and are now, maturing every year on the ranges. As we have said, the first shipments of range-bred horses to the extreme east, found read}- sale at good prices, but this desirable state of affairs has been steadily growing less satisfactory. Prices have gone lower and lower, sales have been more and more diffi- cult to make, until the present discouraging situation has been reached. That this has been caused by the general market for business horses all over the country growing weaker, is unquestionable. But what has caused this depreciation throughout the whole United States, is the real point which we wish to bring out by this re- view of events, that are doubtless as familiar to our readers as to ourselves. This fact, which we are so particularly anxious to impress on western breeders is, that the same causes which brought about the boom in horse breeding on the ranges, had a precisely similar effect throughout the whole country. This was especially true of the corn growing states, where the live stock interests in all branches, are ad- mittedly greater in the aggregate, than in any other section of the country. The farmers of this region, whose main dependence had been cattle, reasoned the same as did the ranch- men, when they saw their stock depreciating so rapid- ly, that there was little profit left in growing it. Horses were high, and could be raised at nearly as low cost as steers, so nothing could be more natural than to cut down their cattle and breed more horses. These horses were necessarily sold to realize profit from the business and this immensely increased pro- duction has had its effect on the general markets. These markets might possibly have withstood the strain of the unusually large offerings of common busi- ness stock which the entire country has turned off during the past three or four years, had it not been for the extensive and unlocked for development of horse saving inventions. Probably the most felt of any of these, has been the application of electricity and cable power to street railways. The street car systems formerly consumed immense numbers of a certain class of horses, to which the better grade of range raised stock was well suited, and it seemed for a time a great opening for the western breeders. Electricity has not only practically closed this market, but what is still more disastrous, has thrown into competition with the western stock on the open markets, the large number of native or eastern raised horses which had been formerly re- quired for street car consumption. Moreover, not only in the case of street cars alone, but the belt lines, pri- vate switches, etc., in the great manufacturing cen- ters, have done away with an immense amount of hauling and trucking, which fact has had its share in depressing the values of business stock. In substance, the western breeder has in a con- stantly increasing degree, been obliged to place his horses on the eastern markets, and the competition with eastern bred stock, which has been steadily growing greater, has been crowding prices down at a very rapid rate. Whether he can continue this com- petition successfully, and if not, what he can do with his stock on hand, we will consider at length further The Present Situation. Few who have not investigated the subject care- fully, can fully appreciate the extent of the hotse breeding interests on the western ranges. In place of the scattering herds of Spanish and Indian ponies, comparatively few in number and poor in quality, the broad free pastures of the west are to-day grazing over one million horses of every conceivable size, age and breed. This immense number is divided amongst thousands of owners, from the poor farmer with his few colts, bred originally from his team of work mares, to the great stock company with thousands of brood mares and scores of the finest imported stallions. Even the merchant and mechanic are represented, many of the town dwellers having a few head of breeding stock ranging in the vicinity of their homes, looked after by a neighboring ranchman, or rounded up occasionally by the owner, at his leisure. But the great majority of the horses on the range to-day, are in bands of from one hundred to live hun- dred, owned by men whose sole occupation is their care and management. There is not more variety in the ownership of the component parts of this vast herd, than there is in the qnahty and breeding of the stock itself. Every- thing is represented, from the descendants of the native mustang, to the trotter and thoroughbred of royal lineage, the produce of stock brought to the mountains from Kentucky and other sections of the east. Nor is this great variety in si^e and breeding noticeable only in distinct herds. On almost every horse ranch that numbers its stock by the hundreds, can be found individuals ranging in quality from the Indian "cay- use" to the imported draft horse. This is one natural result of the suddenly awakened interest in horse breeding, where opinions as to what type or purpose to breed for were so diverse, or rather, where so many who embarked in the business had no well defined idea of breeding for any distinct type at all. It is a great heterogeneous mass, containing much that is good, more that is fairly so and a very great deal that is absolutely worthless, or worse, an actual encumbrance to the owner. As we have before said, the majority of breeders went into the business several years since, attracted by the great profits and comparative safety of the in- vestment. Almost without exception, their original stock was purchased at high figures, and in a great many instances, their herd as it stands to-day repre- sents their entire capital and the labor of several years; for, as a rule, the income from sales over and above what has been necessary for current expenses has been invested in stallions and other stock, in other words has been reinvested in the business. Necessarily living more or less remote from markets, and thus not realising that the value of common bus- iness horses has been steadily falling for the last three or four years, the past season with its uniformly re- duced returns from shipments, has brought home with crushing force to many breeders the fact that their ranch is no larger paying dividends, and still worse, that their original investment has depreciated in value alarmingly. To those who have kept thoroughly informed on the markets and other matters pertaining to range horse breeding, it seems singular that this condition of affairs should not be more widely known among those most interested, but no industry of such great extent was ever less organized than this. The cattle and sheep men have had their trade journals, but aside from an occasional article in one of these, the horseman has been able to learn only from experience, which to most has been a slow teacher. After the demand for cow-ponies had virtually be- come a thing of the past, there was still a limited home trade in horses of a better class, but the almost universal interest in horse raising which induced the farmer, the merchant and the mechanic to have each his own little band has practically closed the home market to the ranchman. True, it is still possible to sell an occasional horse at home for a fair price, but the breeder who can dispose of any considerable number in this manner is an exception. So the extreme east, that section which consumes more horses than are produced, is unquestionably the only market to which the western breeder can look, to take his surplus stock and in this field the ranch- man has been confronted with a market over-supplied with such horses as he had to offer, with prices pro- portionately low. To sum up: the condition of the range horse inter- est is, in our opinion, about as follows: — Of all the hundreds of thousands of horses on the western ranges, which represent millions of invested capital, a large proportion are worthless as a basis on which to build up an improved grade of stock. Through shrinkage in values from various causes, horses of all classes have depreciated and the poorer grades are worth less than half what they were a few 3'ears ago, yet sales are difficult to make even at the prevailing low figures. At these low prices they can be raised only at a loss; in fact the majority of breeders cannot but be losing money at present. While there are many thousand really good horses on the ranges, they are not in sufficiently good shape for market, to en- able them to compete on an equal footing with the increased output of eastern bred stock. With this condition of affairs generally understood, there is little wonder that the western horse breeders are, as a rule, depressed and despondent; that so many are anxious to get out of the business. It is merely repeating the history of similar periods in both cattle and sheep breeding. The same old story of everyoue rushing in when the industry is at the height of its prosperity, which tends to still further iniiate values and when the reaction comes, being just as anxious to rush out of it, which bears prices down yet lower. Ever\' intelligent breeder is fully aware that the present state of affairs is serious and that practically drifting along, as most have been doing will not turn the tide, toward prosperity. There must be some remedy, which even if it will not correct matters altogether, may prove of benefit to those who adopt it. As we stated in the introduction to this -little pamphlet, we do not advance our opinions as final and absolutely correct. What views we may submit, are based on extended experience and careful study of the matter, and we are honest in our belief as to their soundness, but no man is infallible and we may be entirely wrong. We have given our reasons in full and each of our readers has equal liberty of forming his own conclusions from them. One thing however is absolutely certain; effective thought and prompt action are needed to bring horse breeding in the extreme west back to its former prosperous condition. What Can Be Done. Our measure of success in any direction is, to a great extent, determined by our ability to anticipate the future and shape our actions to meet its require- ments. This we can only do by studying carefully both the present and past and endeavoring to form our judgment from what they teach. So-called luck may sometimes play its part, but it is a poor depend- ence. Applying this rule to the matter in hand, it must be evident to everyone that the present depression in horse breeding interests on the ranges has been large- ly caused from an over-production of poor stock. While depreciation in prices has contributed in a great measure to the result, horse breeders in every section of the country have also had this to contend with. The range horseman has suffered far more because the almost uniformly poor grade of his stock has made the inevitable competition with the eastern farmer so unequal. If this judgment be correct, the natural remedy that suggests itself is for the western breeder to raise few- er horses and breed them better. Whether this is the necessary move toward relief and, if so, whether it can be done successfully, are matters that those most in- terested must decide. We can best express our own opinion, by reproduc- ing here a letter written some weeks since, to a person- al friend who had asked us what we would advise him to do with his horses. His band numbers about 250 head of all ages and sizes and is in quality about an average of range bred stock. Our reply was as fol- lows: — Dear : It i.s difficult for ii,s to reply definitely to your inquiries of recent date. We agree with you that the present situation is discouraging, but we have no better means of knowing what the future will bring forth than have you. You ask us what we would do were we in your situation, and this much we can tell you frankly; but thiuk the whole matter over carefully and decide it for yourself. Do not take our advice as final. In the tii"st place, fully one-half or more of your horses are practically worthless, at least to you, fo'r they are not fit to breed from. Fortunately, however, the eastern markets are not yet so bad but what they can be sold and you can realize something from them. Judging from your last seasons' shipment, these "culls" can be made to net you from •$1.') to $2.5 per head. So first:-and we cannot emphasize the importance of this point too much, cut your band down to the very "'tops" at the earliest possible moment. Every dollar you realize for your poor stock will be that much clear gain, for the day is coming and coming .soon when these S'criil) horses will not bring one dollar on the markets. Frankly, you know as well as ourselves that they are worthless except for cow-ponies, and the eastern people who are buying them at present are soon going to discover this fact also. When they do, you cannot give them away. Cut out everything that is not increasing in value, either in growth or breeding and do not leave a matured wild gelding or barren mare on the place. Such stock is not paying a profit, while you can use the money to far better advantage. Dispose of every superfluous or inferior animal you own, at the earliest moment that they can be made fit for market. We know that with your stock grazing on a free range and the cost of running five hundred but little more than that neces- sary to handle .'C(iii/iiigs, say at si.\ months old. To make this idea perfectly clear to all our readers, it may be necessary to e.xplain briefly the system under which mules are generally raised, in those sections where their production is made a specialty. As a rule, the mules are bred by farmers owning only a few mares, which they work during the greater portion of the year. When weanlings, the mules are bought up by parties who make a business of growing them in considerable numbers, picking them up here and there around the country. Sometimes the mules again change hands, being bought by the "feeder" when nearly old enough for market, and are systemati- cally fattened and gotten in the very best sale con- dition by him. They are then usually sold at one of the few great mule markets, to a trader who takes them south and retails them to the actual consumer, the planter. The opinion of those experienced men, who sug- gested shipping the western bred mules as weanlings, was, that if bred from equally good stock, they should and probably would bring as good prices as the na- tive colts. As nearl}' as we can learn, weanling mules have brought in Kentucky and Tennessee during the past two or three years, from $40 to $80 per head. The latter figure is, of course, an exceptional price for a very choice colt only, but if our information is correct, an average price of $50 is not far out of the way. At this figure there would certainly be a good margin of profit in breeding them, providing one could secure a fair percentage of colts. The cost of shipment would be comparatively light, since a large number of the little animals could be loaded in a car. We are not prepared to advocate and do not wish to be understood as arguing, either for or against the scheme. We have simply reproduced it as it was given us. The data quoted we believe to be correct, but as to whether the prices for mules, big or little, will continue to be as good during the next few years as they are at present, we cannot advance even an opinion. There certainly seems to be no reason why with equally good mares and jacks, as good a mule cannot be bred in Wyoming or Montana, as in Kentucky or Missouri. A really good jack cannot be had for a small price, and we believe there are many points to be studied carefully, when investing in one. Chief among these, are the quality of his colts, (the jack's personal appearance is not always a sure criterion of this) and his readiness in serving mares. The pur- chaser can, however, easily satisfj" himself regarding these most important elements in the jack's value, if he purchases one that is old enough to have done ser- vice the previous season. The mares must also be well haltered and gentle enough to breed by hand; but we consider this an ad- vantage in horse breeding as well. Possibly by winter feeding, the mules could be raised to maturity on the ranch, and develop size and symmetry equal to the Kentucky animal. As we said in the beginning of this article, we know a few breeders who have been, and are now raising fairly good mules on the range, handling them almost pre- sisely the same as they do their horses. A final word of caution — don't raise poor mules. The market for little, scrubby mules, is just as bad as it is for poor horses. Even the cotton planters, who formerly used large numbers of these small mules, are insisting on having a better grade of stock. If you raise mules at all, raise good ones. Breed the best. Produce something that is wanted and you will get your price for it. Raise something that no one wants, and you cannot give it away. We are aware that our article on mule breeding is hardly complete, but we will not advance any theor- ies that have not been proven by practice. If any of our readers should desire more definite information regarding markets, etc., we will gladly do all in our power to aid them in securing it by correspondence. Breaking Western Horses for Market. Almost every day throughout the entire year, we re- ceive this inquiry from western breeders: — "Shall I break my horses before shipping them ? " Invariably our answer is, under no circiiuistances endeavor to break horses wliieh yon intend to market this season. Such of our readers as have received our circulars etc., in the past, may say that we are going squarely back on what we have heretofore advised on this sub- ject; particularly in the little pamphlet on the range horse market, published in 1890. On the contrary, we have not receded from the theory then advocated, but have simply found it impracticable to carry out profitably. Of the hundreds and thousands of western horses shipped to us as broken, during the past two years, hardly one per cent of them have proved fit to be offered as thoroughly gentle to all harness. Horses sold on the eastern markets as trained to harness, must prove that they are such, before the buyer will take them. Everjthing must be positively guaranteed. If we sell a western horse as well bro- ken, and when tried, he shows the slightest indication of not being perfectly used to his work, the buyer re- jects him instantly, and the horse will not then bring any more than he would had he never been han- dled at all. Too many breeders have the idea that they can sell as broken, horses that have been driven a few times, in fact, just well bitted. Such animals are only ready to begin their real education. Neither will a horse that drives fairly gentle, but that has not been taught to carry his head or handle his feet prop- erly, sell for much of anything in the east; in fact, not as much as he would bring wild. There are many ranchmen, who do not understand what is really required, to make a horse grade as well broken, on the open market. Besides being clever, and perfectly taught to respond to every motion of the bit, he must carry himself well in every way, head up, good action, if a road horse or coacher, and a strong steady puller, if a work animal; stand quietly when hitched, either on the street or in the stable, and be clever and gentle to handle when harnessing etc. It is unnecessary to mention, that ugly traits of temper will surely injure or ruin his sale. All this cannot be taught a horse in a day, or a week, or a month. It takes months of steady work and infinite patience, even when a colt has been ac- customed to being handled from a weanling. How much more difficult is it then, when the colt has grown up wild and absolutely free from restraint. With all this natural fear to overcome, before even the rudiments of the horses education can be taught, and with the ever-present possibility that this old wild spirit will crop out at any time, there cannot be any certainty of breaking the colt, except at a cost of time and labor, that leaves very small chance for profit. Do not misunderstand us as saying, that horses raised wild on the range until three or four years old, cannot be broken. They can be and thousands are well broken every year. But we do claim, that the ranchman cannot profitably spend the required time and actual cash outlay, necessary to properly break any number of matured geldings. He will not get the expenditure back, in the added prices the stock will bring, over what he could get for them wild. Having seen this fact proved many times during the the past two seasons, is the only reason of our change of opinion as stated. Our advice to the breeder who has stock to market this season, is to send them for- ward just as soon as they are thoroughly fat, without attempting to handle them in any wa}'. Put in the time breaking your yearlings and two year olds. It is practically impossible to market horses the same year they are broken. The work and worry prevents their keeping in good flesh, which they must have to sell well, unless fed on grain, which is usual- ly too expensive. Break the range colts as the east- ern farmer does. Accustom them to halter when weanlings, teach them more the next year, still new lessons the next, and finally at three's, finish them up. Then they can be shipped the following season, and with a little hardening, will be in first-class shape to sell. Another very important point which many do not appreciate, is that only a small proportion of the ma- tured stock on the range to-day, is worth breaking at all. Unless of good size, smooth and fairly good look- ing, a horse will not repay the expense of training him. A small or rough animal will not bring a cent more broken, than he will bring wild; in fact not so much. When totally unbroken, he looks better to these eastern buyers who invest in this class of stock. They are obliged to view him from a distance and he looks larger. If you do break matured horses, break only the very best, and sell the others as they run. Further, never ship well broken and wild horses in the same consignment. To derive any benefit from the broken stock, it must be removed from the incu- bus of bad company, and besides, the market for this kind is entirely separate from that for wild and half broken animals. We cannot attempt to give even a few of the hun- dreds of different methods of breaking colts. Almost every experienced breeder has his own plan of doing this, and it is not so much the means, as the result that is of importance. Kindness, which does not by any means imply lack of firmness, is the prime requi- site for successful horse breaking. Proceed slowly; teach the colt one thing only at a time. One lesson thoroughly learned, is far more satisfactory in the end, than confusing the colt with a jumble of half a dozen, which he does not understand. Do not raise horses that it ivill not pay to break, and hcgitt their education at six months old. Halter Breaking. This is another matter upon which we hold a differ- ent opinion than formerly. Actual results convinced us last season, that as a rule, halter breaking does not add sufficiently to the selling value of a horse, to warrant the expenditure and chances of accident, which it involves. Particularly, do not break horses to halter, that you wish to dispose of this season. The worry is bound to cut down their condition, and flesh is every- thing in their sale. While the fact that a horse can be shown to work cleverly to halter, may occasionally enhance his val- ue, yet, if he is sold to do this, and when caught for delivery acts more or less wild, (as most of them do,) the sale is ruined. If buyers get the idea that an animal has been spoiled, it will be difficult to sell him at any price. Taking everything into consideration, we do not believe the breeder will find that it will pay him, should he break his horses to lead only, before mar- keting them. As we said before, the time can be spent to much better advantage working with the vounger stock. Markets and Marketing. This is unquestionably tlie most pressing and im- portant problem that occupies the minds of western horse breeders at the present time. The matured stock on hand must be converted into money for pres- ent needs. While the future must also be considered, the obligations of to-morrow must be met first. The question as to what field the ranchman can look to take his stock, has been covered in the pre- vious pages, so it is unnecessary to repeat it. We do not think, in stating that the extreme east is the western breeders only outlet, we advanced an opinion which is not generally believed. All ranchmen are as fully aware as ourselves, that the home market or the extreme western farming section cannot be de- pended upon to take any quantity of horses at living prices. It is a vain hope to bold marketable stock on the ranch, trusting to make a sale to the eastern speculators, who formerly operated so largely in west- ern horses. Prices declined in the east before they did on the ranges, and the unsatisfactory results of later years, have effectually eliminated the speculator as a feature in the range horse trade. To make a cash sale of his horses, the ranchman must ship them himself. The sooner he appreciates this, the more money he will get for them. He must come to it sooner or later. If later, they will not be worth so much as they are now. When starting out to seek a market, the range breeder finds himself con- fronted with many difficulties. With cattle, there are certain recognized markets, where any number, of any grade, can be sold at any time for a more or less fixed price. For broken, un- branded, native raised horses, Chicago, St. Louis and Buffalo are the great centers of the trade, and values are practically standard. But there is no central market for unbroken west- ern stock; no point to which the breeder can ship them, certain of finding a buyer for his whole consign- ment, at a fair price. Wholesaling western horses has never proved a success. Dealers who will handle them at all are scarce, and the few who will buy them in any quantity, will not pay the breeder anywhere near what the stock is worth. Eastern traders pre- fer to handle native, broken horses, as they are more staple and easier to sell. The only way in which western horses can be dis- posed of, so as to realize anything like fair value for them, is at retail, direct to the consumer. In other words, the ranchman must hunt his market, selHng his stock where and to whom he can. If the sweeping statement, that the east viz: those states lying east of the Mississippi, is the best and only market for these horses, applied equally to each and every part of that vast territory, the western breeder would have little trouble in placing his horses. Unfortunatel}-, however, it does not. In calling that the best market, we mean that it is that portion of the country which coiisiniics the greatest number of horses of all classes, and that different points within that territory, will pay the highest figures for unbroken, branded horses, that can be secured anywhere in the United States. To be successful in disposing of his horses, the ranchman must strike these markets. Without an actual knowledge of the field, he is obliged to determine his objective point at random. He may place his stock in a town, where a large num- ber of the same class of horses have been sold just previous to his arrival. Should this be the case, he will find it practically impossible to dispose of his shipment, unless at ruinous prices. There are only a certain number of persons in every community, who will buy these horses at any figure. With this de- mand once supplied, the market at that point is closed until another season. Again, the ranchman may have the ill luck to strike a section of country, where the prejudice against western branded horses is so strong, that he can hardly give them nway. Unfortunately. these places e.xist, indeed, are only too common. Further, we advise the intending shipper to beware of a town, where the street car system has recently been changed from horses to cable or electric power. In every instance of this kind, large numbers of street car horses have been closed out regardless of value, and the demand for cheap stock has been more than supplied for months to come. Still worse, these slaughter sales have fixed the standard of prices too low for anyone, but a great corporation, to stand. All these points are of vital importance, in deciding as to the availability of any locality as a market. They mean quick or slow sales, low or good prices. When a town is located, that has every indication of proving a satisfactory place to dispose of the ship- ment, it must be worked up in order to sell the stock quickly. The horses cannot be sold unless the buy- ers can be gotten to look at them. This means ad- vertising, and advertising has become a science. To be effective, it must be thorough, novel and at- tractive. It is expensive, but nothing can be done without it. A few years ago, the arrival of a shipment of western horses in any eastern town was soon noised abroad and buyers fairly fell over one another, to get their share before the stock was closed out. It is different now. The buyers must be coaxed to come. They must be made to believe the horses arc a good investriient. When possible buyers are secured, then comes the test of the shipper's ability as a salesman; to get every dollar that can be, had for his stock, and yet to sell them. It costs money, and a great deal of it, to hold horses in the east. The shipper must know what his stock is worth on the market, when to take an offer, and when to refuse one, in order to get all that the horses can be made to bring. We have given as briefly as possible, the substance of what we know about marketing this stock. Our experience has extended over several years, during which time we have sold more western branded horses than any firm in the country. We have sold them from Kansas to New York, from Maine to Georgia, at wholesale, at retail, at auction, in fact tried every experiment that could be thought of, to determine definitely just how, where and when they could be sold, to bring the most net money on the ranch. The points mentioned are the ones we have found absolutely essential, to secure satisfactory results from shipments of these horses. They cover every necessary particular. We have no secret method of selling the horses consigned to us. We simply select the most promising markets and i^'ork them for all they are worth. If the ranchman can himself control all the re- quirements necessary to place his stock to the best advantage, viz: if he knows just where to ship them, how to work up his market to secure buyers, knows the highest dollar those buyers can be made to give when he gets them, we can not be of service to him. But those breeders who are not certain of these things, and cannot afford to try expensive experiments, we ask to read carefully what we have to say, regarding our system of placing this stock. We know the mar- kets, and have the means of selling your horses satis- factorally. We will place our knowledge, experience and facilities at your service if you desire them. Southern Markets. There seems to be a general interest among west- ern breeders, as to the markets in the extreme south, so definite information regarding them may prove acceptable to our readers. In our opinion, that section of the country cannot be depended on, as a certain and profitable field for range-bred horses, for several reasons. Mules are the main dependence of the farmers and planters, the only grade of horses for which there is any demand whatever, being smooth, blocky mares. Another great objection is, that the trade in both horses and mules throughout the entire south, is con- trolled by regular dealers or traders. Crops are un- certain, and almost invariably the planter is obliged to purchase his necessary work stock on credit This shuts out the ranchman from the retail trade, and the regular dealers, being obliged to make a sufficient mar- gin of profit on their sales to pay them to wait a year for their money, can seldom afford to pay the west- ern breeder a fair price for his horses. This credit sj'stem has resulted in each local dealer having his certain line of customers, who will buy of him and no one else. Even in good seasons, when money is plenty, the ranchman would have difficulty in com- peting with him or his own ground. Lastly, the southern market is best only from No- vember until April, a season at which range horses cannot be had in first-class sale condition, without expensive feeding. We are aware some fairly satisfactory sales of western horses have been made in the south, but we do not think the average western shipper would be pleased with the result, should he hold his matur- ed stock, and place them on that market. Our own e.xperience in the past, will not justify our operating in that field to any extent in the future. Shipping Season. The exact time of year when the eastern markets are most available and profitable for the range breed- er, is a matter which is of sufficient importance to warrant more consideration than is usually given it. While generally speaking, he can ship any time after the stock gets in first-class condition in the spring, un- til they begin to look rough and shaggy in the fall and winter, there are portions of the season when the market is much better than at others. While there is a somewhat stronger demand for business horses during the very early spring, it is dif- ficult to see how range raised stock can be gotten in proper sale condition at that season, at least without liberal feeding throughout the entire previous winter. We doubt whether the expense involved by this plan, will be offset by correspondingly greater prices receiv- ed for the stock. At no time during the year does a range horse look better, than when first thoroughly fat in the spring. As the season advances, his coat becomes more or less sunburned, and while he may be in firm- er flesh and thus ship a trifle better, there is another circumstance in favor of early shipments which will counterbalance this. Our experience has uniformly been, that prices are highest at the opening of the season and decline stead- ily until the close. The reason of this being, that the horses are bought for actual service and as the season grows shorter, the demand is correspondingly weaker. This tendency toward lower prices, will be particular- ly marked during the late summer and fall of this ~oming season. By no means make the mistake of sending forward thin horses in the haste to strike an early market. Always hold them until fat, even if necessary to de- lay shipment until September, in order to have them in good condition. Those breeders who intend to market a consider- able number of horses, can usually profit by sorting their stock, and making several different shipments. We would advise these extensive shippers, to forward their dry stock (geldings and barren mares) at the earliest date that they are in proper condition. The yearlings and two year olds, (if these aged colts be shipped, which we consider doubtful policy,) can usually be placed to better advantage in the latter part of summer. But the greatest benefit to be had from this plan of sorting shipments, is in the brood mares with foals by their side. For some unknown reason, eastern people will pay more for sucking colts than any other aged stock, in proportion to their real value. During the season just past, when prices for -all classes of common horses, especially western stock, ruled lower than ever before, we sold hundreds of sucking colts at prices ranging from $15 to as high as $40 per head. An average of about $20, for or- dinary, fairly developed colts, is not far from the usual figure, during September and October. On any considerable number of mares with colts, the addit- ional amount realized from the sales of the sucklings should prove an item well worth saving. But to secure the prices quoted, the colts must be old enough to wean safely — say three months at least, which will of course necessitate holding the mares on the range until later in the season. There are two peculiarities in the general move- ment of western horses to the east, that should be noted and utilized by the ranchman, seeking the best market. Invariably during the latter part of July and first weeks in August, there is less stock on the market than at almost any other period of the season. This is an excellent time to place western stock at good figures, as the supply is seldom equal to the demand. The other singular fact is, that just at the close of the season, when the horses as a rule are rough coat- ed and in generally poor sale condition, the run of stock is especially large. The approaching winter, with its period of comparative idleness for most users of horses, makes it very difficult to effect sales even at low prices. At the close of last season, we were compelled to decline a large number of shipments, because of its being impossible to dispose of the stock, at prices satisfactory to the owners. If these late shippers would arrange to reach the eastern markets during the dull part of summer above noted, they would be the gainers by many dollars. Have Shipping Stock Fat. Nothing is of greater importance in selling western horses in the east, than their condition. The long, rough trip from the ranch cuts them down severely at best, so to insure their arriving in even fair sale shape, they must be thoroughly fat when started. Not "good order" or "fair condition" but fat. Just as fat as they can get. There is no one point, the value of which we have labored harder to impress upon the western horseman, who contemplates shipping his stock, than this. We can sell old horses, small horses, "renegades," horses with the entire alphabet burned all over them, but we cannot sell thin horses. A thin horse always has a rough, woe-begone look, that makes buyers distrustful at once. No matter how well bred or of how much real worth a colt may be, if he is thin, he will not bring as much as the scrubbiest "cayuse" on the range, should the latter, (as he usually is) be rolling fat. Western horses must sell on their appearance alto- -36— gettier and no thin horse shows to advantage, while a plump animal has naturally more or less beauty to recommend him. If you have range horses to sell, never forget that fat covers a multitude of sins. Remember also, that you cannot fatten them up on the road or after you reach market. They must leave home in that condition. Even if you have to hold them until late in the season, never ship them unless they are fa/ ! fat ! FAT ! What Not to Ship. From our frequent assertions in previous pages, that the east is the only available market for western horses, the reader may infer that there is no choice left in making up the consignment; that the ranch- man must ship everything which he wishes to dispose of. While it is unquestionably true, that to sell any number of horses they must be placed in the east, yet every western breeder has some animals in his herd which he had better sell at home, even at a sac- rifice, rather than chance the expense of marketing them in the east. First of these are the crippled horses. The curb- ed, ringboned, broken-hipped and otherwise badly injured stock cannot be given away in the east. If impossible to sell them at home, get what work you can out of them, or let them die on the range. Even splints, glass eyes, bad scars from barb wire cuts and all such blemishes, are poorly received by eastern buyers. To these add off-colors, such as dirty grays, buckskins and muddy roans. Horses of this kind will do as much work as perfect animals, but they will not sell for good prices to the eastern trade. Use them up in hard work on the ranch, or sell them to a neighbor for the same purpose. Next, do not ship colts, — yearlings and two year olds. We are often asked to place this class of stock, but prefer not to handle it when possible to avoid do- ing so. Matured western horses are bought by con- sumers for what tlicy crrc, for the work they can see in them, but young stock must be grown, and farmers do not like to buy western colts of unknown breeding and take the chances of their turning out good sala- ble animals. They can be sold in the east, but at prices almost invariably unsatisfactory to the owner. Our advice to ranchmen, if they do not wish to hold their colts on the range until three years old, (which seems to us the best policy), is either to sell them at home, or trade them for matured horses which can be shipped in their place. Do not ship stallions. They are almost certain to damage the other stock in the cars, and they will bring very low prices in proportion to their real value, if offered on the open market. No eastern buyer wishes' to take the risk of altering them. If the breeder is closing out his herd and has stallions to dispose of, he had better sell them to a neighbor or exchange them for marketable geldings. If this is impossible, convert them into work horses. Next comes the ponies. Nearly every breeder has a few of these scrubbiest of scrubs in his band. Little, scrawny, slab-sided "cayuses" that are in some way accumulated on every horse ranch, either from the Indians or as catch colts. While some small horses will, if fat, sell exceedingly well in the east, often bringing more in proportion to their actual value than really better stock, these miserable little beasts to whom we are now referring, should never be included in a shipment of even fair horses. They hurt the standing of the better animals, and moreover, they will not repay the freight. Dispose of them in some way at home; kill them if there is no other possible method of getting rid of such an encumbrance, but do not ship them. The western horse that sells best on the eastern markets, is a smooth, sound animal, thoroughly fat, from three to six years old, not less than fifteen hands in height and weighing looo pounds and upward. The more size and beauty, the better the price. While all shipments cannot come up to this standard, and horses that are inferior in size, age and breeding can be sold for all, and often more than they are worth, yet the shipper can profitably exercise care in the selection of his consignment. For such animals as we have mentioned as being unsalable, will not only not repay the cost of marketing them, but they will injure the appearance and reputation of the whole shipment. No matter if the stock is of generally poor quality, have them all sound, and of as good colors as possible. Points on Shipping. One of the most important items in marketing range horses, is the condition in which they arrive. It makes no difference how good the stock is when shipped, if it is placed on the market thin and knock- ed to pieces by the trip. It is a hard jaunt at best and the shipper should use every possible care to make it as easy as he can. Of course, many mis- takes are made through inexperience, but we think the hints given below, will prove of some assistance to those ranchmen who have never before shipped horses to the east. While only repeating matter that we have published many times before in various forms, and which is doubtless familiar to many of our readers, yet this pamphlet may reach some breeders to whom the suggestions may be of value. For this reason we reproduce them. Cars. If you use the common stock cars furnished by the railroad company, satisfy yourself that they are sound and perfect, both as to floor, slats, and door fastenings. If not, do not accept them. The com- pany will furnish good ones if insisted upon, and they will not pay for any damages arising from defective cars. See carefully that there are no nails, splinters, or other dangerous projections on the inside of the car. One little nail will often cause many dollars loss. There are several sizes of the ordinary stock car, but we consider the 34 foot the best and most econo- mical, as they are a trifle wider and much higher in- side. If the slats are too wide apart, insist on its being remedied by nailing a narrow strip between them in- side. There is much danger of a horse kicking his foot through where this is not done, and with his leg once fastened there, the chances that he will not be ruined are decidedly small. Be sure the cars are bedded well with sand, so the horses will not have a slippery footing. We are often asked, whether the western shipper can profitably use the Palace or Stable Stock cars. While there are several points for and against the three or four most popular lines of these cars, exper- ience has convinced us that the ranchman can em- ploy them with benefit. The feeding and watering facilities will enable him to make longer runs and consequently better time, and the larger dimensions in every way, will lessen the danger of bruising the stock. West of Chicago, we believe the car companies make no rental charge for their cars when loaded with range horses, and the slight additional freight tariff is fully compensated by the increased carrying capacity. Being 36 feet long, enough more horses can be shipped to make it up. There seems to have been some difficulty exper- ienced by the western shippers last season in procur- ing these cars promptly. They should be ordered of the railroad agent at the shipping point several weeks in advance, and shippers should be particular to statfe that they want them for horses. If your stock is to be consigned to us and you desire stable cars, order them of your railroad agent, and at the same time write us, giving the expected date of shipment, num- ber of cars needed and the particular make of car desired. If we have two or three weeks notice, we can take the matter up with the car company and usually get them there on time. This matter of ordering cars of your freight agent in ample time before needed, is important even if using the common stock cars of the road. Always write for them at least three weeks before the time you intend to ship. Annoying delays waiting for cars are thus done away with. Loading. One of the most frequent causes of bad results in shipping horses, is improper loading, more particu- larly overcrowding. Horses should be loaded exactly right to bring them through in the best shape. Loose enough that if one lies down he can get up readily, and still so snug that they will not bruise themselves jostling around. The idea seems to be with many shippers, that a car should hold all the horses that can be crowded into it. It is poor economy tr\"ing to save $10 in freight, at a cost of $100 in horse flesh. The horses will fret and fight, because of the intense discomfort, and if one gets down it is very liable never to get up again; while if properly loaded, horses are seldom, if ever, troublesome about getting down. Never go to the opposite extreme and load too light. With the car only partly filled, the stock is much more liable to be knocked around when the car is handled roughly, and further, the freight charges being so much per car, the cost per head is largely increased when it is not fully loaded. The rule is about 23 animals to a 34 foot common stock car, and one or two more if you use a stable car. Smaller cars in proportion. It varies, of course, depending on the size of the horses, this being on a basis of good stock, averaging about 1000 pounds. In loading, see that the bridges are firmly in place and that the stock is not crowded and jammed in the chutes. This is particularly needful in the large stock yards, as the employees are often very rough and careless in handling horses. of opinion doing this. Shipping Sucking Colts. There seems to be a great difference among breeders, as to the best way of We have personally tried several plans and always had the best success, loading them in the same car with their dams. Allow the space necessary for a full grown horse to 2j or 3 colts, according to size. For example — A car that would hold 23 or 24 grown horses, should be loaded with 16 or 17 mares with colts, according to size. The little fellows will often stand the rough usage of shipping, better than the matured stock. The plan of shipping them separately in a car by themselves, has not proved very successful, because it deprives the colts of necessary nourishment for so long, and further, the rough work of separating them from their dams at each feeding point, worries and consequently cuts down the stock in flesh, even if none are seriously injured, which usually happens. Feeding in Transit. Do not try and save money by economizing in feed in transit. You will only loose in the end. Feed them every pound they will eat up clean. Always see to it personally, that your stock is fed and water- ed immediately after unloading; that the quality of the hay is good and that you get the amount you or- dered. If there is any negligence in this respect, or any attempt to defraud 3'ou in weight, a vigorous pro- test where it will do the most good, will generally straighten things out. No matter how short the run, always put feed in the car before loading. If you use stable cars, there are, of course, feed racks provided; but if you are shipping in ordinary stock cars, you will find from 200 to 400 pounds of good hay scattered on the floor before loading, the very best investment you can make. Never neglect an opportunity that will tend to help bring your horses through in better order. It means more money in the end. Keep them eating from start to finish. Railroad Pastures, Partly through our efforts, several of the leading railroads running into Chicago, have established pas- tures for stock in transit, located within easy reach of the city. The Chicago, Rock Island & Pacific, and the Chicago & Northwestern Railways in partic- ular, have gone to considerable expense in arranging these lay-over pastures, and have provided excellent accomodations for shippers wishing to rest up their horses after the long trip from the range. After seeing the practical benefits of this plan, dur- ing the past two seasons, we strongly advise all ship- pers to take advantage of it. They will be the gainer in several ways by so doing. The journey from the extreme west is necessarily severe on the stock, and on reaching Chicago, they are invariably tired out and badly gaunted. In this condition they cannot be placed on the markets, at least with the expectation of realizing anything near full value for them. But a very few days of quiet and rest, combined with good grazing, will make many dollars difference in their sale. They will fill up, act brighter, and many of the marks and scars of ship- ping, will have time to heal and disappear. Another point — if forwarded on lo the east, as most stock must be, the cars can be re-loaded at the pasture and transferred to the eastern lines outside the city, without coming to the Union Stock Yards at all. This saves the shipper the 25 cents per head yardage charge exacted by the Stock Yards company, besides the heavy feed bills necessary if unloaded there. He can keep his stock for several days on pasture, at the same or even less cost than holding them over one day at the Stock Yards, and they will improve infinitely more on the grass. Further, the shipper who has not consigned his stock, and who is uncertain as to where to place them, can leave them on pasture and come himself to the city, to investi- gate the probable market. We invite all such to call at our office {JJ Exchange Building, Union Stock Yards) before deciding what disposition they will make of their horses. Trains and Running Time. As a general rule, do not keep stock on the cars more than twenty-four hours. Of course, there are exceptions where by running thirty hours one can make time profitably, but every hour they are in the cars after that, injures their market value materially. And always allow from twelve to twenty-four hours for feed and rest. Even when shipping in stable cars, where you have facilities for feeding and water- ing in transit, it is not a good idea to run much more than thirty to thirty-six hours without unloading, to allow the stock to rest and move about. Moreover, by all means give them a few days in the railroad pasture mentioned above. Horses are very different animals from cattle to ship properly, as they require much more care to bring them through in condition for market. There are so many things that tend to help or injure their sale, while with cattle, it is merely a question of weight and shrinkage. There is nothing gained in rushing them through. There is much more profit in taking it moderatel}', allowing them plenty of time for rest and feed ard making time when on the road. Always be sure of going out on a fast through train and never allow the yardmaster to put you on a local freight. If necessary, lay over a few hours longer to get on a fast freight; the stock will do much better in the feed yards, than bumping along on a slow train, and will get there quicker in the end. If you are being run slow and side-tracked often and your stock has been on the cars over time, do not blame the trainmen; they are as an.xious to get through as you can possibly be. Do your "kicking" where it will have some effect. A personal telegram to the local superintendent or train dispatcher, will generally ex- pedite matters very materially. In conclusion — as the price realized for the horses depends largely on how they have stood shipping, the breeder cannot be too careful of them while on the road. Every attention on his part means money in his pocket in the end. Prospects for the Coming Season. We stated many times last season through circu- lars, etc., that, in our opinion, western horses would sell for higher prices last year, than they ever would again. We referred, of course, to unbroken, brand- ed stock of medium to poor quality, as these grades compose nearly ninety per cent of the western horses shipped to the east. We can see nothing in the present trade or the fu- ture outlook, which does not tend to make us still more certain of the correctness of this judgement. The ordinary and poor grades of ivcstern stoek, will not bring quite as good prices this coming season as they did last, but they will sell a great deal high- er than in iSpj. The values of native raised, broken horses are de- clining and the western stock must depreciate even faster. The ranchman who does not recognize this tendency, and act accordingly, will surely regret it. The advantage of comparatively early shipments will be greatly enhanced this coming season, because of the presidential campaign during the fall. The interest and general excitement which this event al- ways arouses, and its effect on every branch of trade, cannot be fully appreciated by the ranchman, living as he does, remote from the great centers of popula- tion. Public interest is so centered in this one great question, that it is difficult to attract buyers for any- thing, and still more so for western horses. If this effect is as marked during the coming election as it was in 1888, we will be unable to handle any volume of trade for the two or three weeks previous and im- mediately following election. Therefore, we would advise shippers to send their stock forward rather early, in preference to holding it until the latter part of October and first of November. We have our own arrangements for the coming season well in hand, the most of our markets selected, and our preliminary advertising will soon be preparing the field. Our frequent reminders reach every possible buyer in the chosen territory, and will have the-effect of inducing him to defer his purchase until he has in- spected our stock. Every argument that our skillful and e.xperienced advertising manager can contrive, will be advanced, to convince every horse buyer of the endurance and other good qualities of range bred stock. We cannot, of course, as yet quote definite prices, but we will be pleased to do so as soon as the season opens. All inquiries on this, or any other subject pertaining to the western horse trade, we will answer promptly at any time. " What Will They Bring? " This is a question more frequently asked us than almost any other, and it is the most difficult to answer definitely and satisfactorily. The selling value of all classes of horses depends to a very great extent on their beauty and qjiality, as well as size, age and breeding. This is more true of unbroken, western horses than any other grade, be- cause they have no dei'clopcd qualities to give them additional worth. They must sell on their looks. For example: — A breeder writes us he has so many horses of a certain age and size, which he thinks of shipping to us, and he wishes to know exactly what they will bring. When we come to sell them, an ani- mal weighing only 900 pounds may be easily placed for $125., while another in the same carload, weigh- ing 1300 pounds, is hard to dispose of at $60. The smaller horse has style, action and beauty, and the other is rough, coarse and ungainly. From this instance, which is not imaginary, we trust our readers can appreciate the difficulty of quoting definite prices on horses we have never seen. and understand why we are obliged to give such a wide range to our figures, in estimating the probable selling value of a consignment. No written descrip- tion can be sufficiently accurate, to enable anyone to quote the exact worth of the stock. Unbroken, western horses are really -ivort/i what they can be made to bring, and breeders selling stock through us, are assured of realizing every dollar that can be gotten for their horses, on the very best markets the country affords. Ou rselves. Although it is only about two years, since we estab- lished our present business of handling range bred horses on commission, we feel confident that many of our readers are acquainted with us by reputation, and a comparatively large number personally. We believed at the time we inaugurated our new enterprise, that there was a real necessity for some organized system of selling these horses. Concentra- tion is the great movement in the business world to- day, and in nothing did this seem more desirable, than in marketing western horses. As in every line of busi- ness, the greater the volume handled, the less be- comes the percentage of expense. So we reasoned, that if the scores of more or less well directed efforts of individual ranchmen to dispose of their own horses, could be all turned into one channel, better results and less proportionate expense could be accomplished. This we have endeavored to do, and our success so far has greatly exceeded our most sanguine anticipa- tions. As every breeder who has ever attempted to place his own horses in the east is fully aware, the business is attended with many difficulties. This has been more particularly the case during the past two years. With good, native raised horses cheap and growing cheaper, it is not an easy matter to induce people to invest in wild, western stock, against which there is such a general prejudice. While the first seascn of our new venture greatly exceeded our expectations in the amount' of stock handled, yet it did not prove remarkably profitable, and in many respects the system did not work so smoothly as we could have wished. But profiting from past experience, we were much better prepared for the enormous business which we placed last year. From the data kindly furnished us by the various railroad companies, we find thai we handled during the season of 1891, nearly one-half oi the entire num- ber of horses, shipped to the east from the western ranges. This unquestionably makes us the largest dealers in unbroken, branded horses in this country, or in the world. While this rapid growth in the extent of our business is naturally very gratifying, we have a much greater cause for satisfaction, in the knowledge that almost uniformly our many patrons have been pleased with the manner in which their interests have been hau- led. There are of course some exceptions, and of these we have a word to say in another place. However, the fact that a large proportion of our present trade comes from breeders for whom we have previously sold stock, should be sufficient com- ment on our methods of doing business. The most critical cannot but admit that our enter- prise has passed beyond the experiniental stage, and is now a firmly established feature of the western horse trade. We have been constantly making such additions to our facilities, as experience has shown to be of benefit. While, in common with everything else in this world, our system is probably not absolute- ly perfect, yet we feel that we can honestly claim to offer the western breeder, the very best method of turning his horses into money, that he can find to- day. We can give him every advantage that can be de- rived from large experience and its consequent knowl- edge of this trade, and the many valuable aids that can only be had, by handling a very large volume of business. To sell western horses promptly and for the very best prices, in these days of low values and strong competition, requires not only the selection of the best known markets, but when found, these markets must be thoroughly developed. Expensive advertis- ing, the best locations, and skillful, experienced sales- men, are absolutely essential. Even if the individual ranchman could secure all of these, the cost would be so great as to eat up the entire proceeds of his shipment. On the other hand, we do not handle one car load, or ten, but hundreds of car loads and thou- sands of horses every season. While the aggre- gate expense is enormous, divided up among so many, the amount per head is comparatively small. We can give the ranchman the benefit of the best of everything, and at a less cost than he would incur in marketing his stock unaided. At the opening of the coming season, June ist next, we will be more fully prepared than ever before, to receive consign- ments of any number of western horses and can guarantee our patrons the best returns from their shipments, that it is possible to secure. We can get the highest prices obtainable and can sell the stock promptly. To those ranchmen who are going to ship unbrok- en range horses with the idea of realizing an aver- age of $ioo, or $75 per head net for them, we wish to say frankly, do not consign them to us. We can not get that price for them and we do not believe there is any one in the country who can. But from breeders having good, smooth stock, which they wish to convert into money, getting for them every dollar possible and that with no delay, we earnestly solicit consignments, and are confident that a trial shipment will lead to further and more extensive business re- lations. We wish also to take this occasion, to thank those who have favored us with their shipments, during the past two seasons. Their encouragement and good wishes, not less than their practical business support, have contributed very greatly to the success of our undertaking. The Dissatisfied. In stating in a previous chapter, that we had al- most uniformly succeeded in pleasing those western breeders for whom we had sold stock, we also men- tioned that there were exceptions — men who, at the time, and even now firmly believe we dealt unfairly with them. Nothing is more natural than for these men to express this opinion to their neighbors, or to any horseman with whom they come in contact, and we do not blame them in the least for so doing, pro- viding they are honest in their belief. Stories of this character, as a matter of course, work more or less injury to our business in certain localities and it is only because of this, and our manifest ina- bility to reply to each complaint separately, that we refer to the matter here. We know positively, that each and every instance of dissatisfaction, has arisen from one and the same cause only. Lack of kncnvlcdgc of ivhat stock of t /its class is really ivortli. To illustrate: — we receive a consignment from a breeder, who has not shipped any of his horses to eastern markets for the past three or four years. Perhaps he sold his surplus stock, two or three years ago, to an eastern speculator, and has been holding them since then hoping to effect a similar sale. In the mean time, he has been retailing an occasional horse at home for good figures, say, $65 to $100 per head. However, the accumulation of his matured geldings, combined with the necessity for ready money, has de- cided him to ship them. Not wishing to attempt to dispose of them himself, he consigns them to us. We place them on what we kiioiv to be one of the very best available markets in the country, for such stock as this breeder has to sell, advertise them extensively, send our best salesman to handle them, in fact use every resource at our com- mand to get the utmost dollar possible for the stock. As the result, we effect a really good sale of the hor- ses. Possibly, as has often happened, we have expended more money in the effort to made an ex- ceptionally good sale, than we receive in commissions. But the owner has fixed his ideas of value, by the standard of prices received several years since and by the amount realized for the horses retailed at home; and he has the firmly grounded opinion, that this en- tire shipment is worth that much. He expects to re- ceive that average per head, or he would not have shipped them. When we render him an account sales, showing that his consignment has brought him iwl, over and above all expenses of freight and commission, say $50 per head, there is an explosion. He has been confi- dently expecting from $20 to $40 per head more than that, so what is more natural than for him to blame us for the result. We are the salesmen, and conse- quently, in his opinion, responsible for not getting more money for the horses. With his limited experience, nothing will convince him that the market and not ourselves, is to blame; and he returns home, firm in the belief that we have in some way defrauded or swindled him. When, as is often the case, the horses are extremely well sold at an average of $30 per head net, and the owner has been valuing them at $75, the degree of censure is just that much increased. Curiously enough, many of our largest patrons and firmest friends, are breeders who were extremely dis- satisfied with the first consignment which we placed for them. However, one or two subsequent trials of the market on their own account, showed them con- clusively that we could be of aid to them in disposing of their horses, and we have since then had their en- tire business. We cannot help the condition of the markets, nor can we make the stock bring higher prices than buy- ers will give. We can sell the horses quicker and for more money, than can their owner unaided, but to get for them just what the owner happens to value them at, simply because we make the sale of this stock a special business, is very seldom possible in these days of low prices and hard sales. Small, unbroken, branded horses are depreciating so rapidly, that it will not be long before the very ranch- men who protested so forcibly at last season's low values, will consider themselves fortunate at having sold a portion of their stock at those prices. We crave our reader's pardon for dwelling at such length on this unpleasant matter, but in justice to ourselves, we could not neglect this opportunity of ex- plaining the true cause of these scattering complaints. We merely wish to add, that no breeder who has ever consigned stock to us, can truthfully claim that he has received any but fair and business-like treat- ment. Are These Points of Value to You? The ranchman can easily satisfy himself of the ad- visability of consigning his horses to our firm, by considering carefully the following points. While they are items that go to make up our comprehensive guarantee of prompt cash sales of this stock, for the best obtainable figures, we believe a detailed consid- eration of them, will enable the reader to more read- ily form his estimate of the value of our proposition to himself. A Definite Market. The breeder consigning his horses to us, is saved all worry as to where to ship his stock. He avoids all the indecision and apprehension regard- ing his market, and further, he can take advantage of through rates on his shipment. He need not, (as many ranchmen do), bill his stock to one point, hop- ing to effect a sale; failing to do so, shipping them to another and so on, paying local rates each time, which runs up the amount of his freight charges to an excessive figure. By consigning them direct to us, he is certain of placing his stock on the very Best Markets. Having investigated the field thoroughly, and made a careful study of this most important matter, we inow to a ccrtai)itY those points, where this grade of horses will bring the highest prices — where the de- mand is strongest and the prejudice against them the least pronounced. Advanced Freight Charges. Often the breeder has not the ready money at hand, to pay those charges for freight and feed in transit which the railroads insist must be settled before the stock will be released, and it may not be convenient, or it is unpleasant to borrow it. We pay the freight charges on all stock consigned to us, deducting them from the proceeds of the horses, when sold. If his stock is billed to us, the shipper need take with him only the amount necessary to pay his personal ex- penses on the road. We are also glad to accomodate our patrons, should they be in need of funds before stock is closed out and settled for. Experienced Salesmen. The price received for anything, depends almost invariably on the ability and experience of the sales- man. Nothing is of greater importance. Our salesmen for this coming season, have been selected from the large number we have tried during the past few years, and we know that no better can be secured. We certainly would not pay them sala- ries ranging from $50 to $150 per week, did we not consider their services worth that amount. It stands to reason, that a man who makes the sale of these horses a specialty, who does nothing else but handle them every day throughout the season, and has been doing this for years, can secure better prices than the breeder who has little or no experience, and who cannot know what his stock is realh' worth on the market. Fixed Expenses. The ranchman consigning stock to us, knows in ad- vance just what it will cost him to market his horses. There are no feed bills, and the hundred other ex- penses, which count up so rapidly when placing them on his own account. The one item of our commis- sion, covers every expense except the freight charges. Quick Sales are of the greatest importance to the western breeder in more than one way. Almost without exception, he has home interests that require his personal atten- tion, and which suffer during his absence. His time is valuable, and he cannot afford to spend two or three months (as many have done and must do, when placing their stock unaided), peddling out a few horses. Ordinarily, we can close out a consignment of any size, within a very short time, usually not more than two or three days after they arrive at the place of sale. We have often received a shipment in the morning and sold every animal before night. It is preferable, however, to give the horses a day or so to rest and fill up, which gets them in the best sale con- dition. Neither do we slaughter the stock regardless of value. Our patrons are always consulted regarding sales, and should the market not be satisfactory, we move the shipment to some other point at our own expense. Another benefit of prompt sales, is that the horses are disposed of before they begin to fall away. All breeders who have marketed their own stock, will ap- preciate this point. Western stock that has shipped in good shape, will look exceedingly well when first filled out after arrival; but in the course of a very few weeks they will begin to grow thin, and no amount of feeding will keep them in condition for sale. This is probably caused by the hard trip and change of feed, but whatever the rcaSon may be, tlie result is disastrous to the owner, and can only be avoided by selling them as soon as possible after they are fit to offer. Retail Sales. We sell all horses at retail, direct to the consuuier, and in this way secute for our patrons every dollar their horses are worth. We sell them on the same markets as would a speculator, if the breeder should sell his stock to one. As the dealer's expenses would equal our commission, our patrons can realize the same net amount for their stock, as would the specu- lator. Why sell your horses to a trader, (if you can do so, which is very doubtful) and allow him a profit on them, when you can get the same price for them that he can, and without the slightest effort or trouble to yourself in so doing .' Cash Sales. While the ranchman can occasionally sell a ship- ment in the western farming states, or on the road, almost uniformly he must give credit for part or all of the amount. Notes, (especially if of dubious quality) are not nearly as useful as money, in settling accounts at home. We place our patrons stock in localities where it can be sold on a strictly cash basis, and all consignments are settled for in spot cash — drafts on currency as desired. We insure all these benefits to our patrons. Are they not worth considering, before you decide whether you take the chances of selling your stock yourself, or letting us do it for you.'' Terms. Our rates of commission for selling range horses areas follows: — Fifteen per eeiit on the gross amount reali-jed fur the stock. All liorses selling for less than $jO, to pay a full commission on that amount. In other worils, the minimum charge is $^.30 per head. This rule does not apply to sucking colts sold leith their dams. Even if sold separately, the mare and colt ivill be counted as one animal. This commission includes the payment of all ex- penses I'f us, after the stock is delivered at such points as tee may direct. The freight charges, including of course feed in 'transit, and our commission at the rates above given, are the only items deducted from the gross sales of the stock. We make no charge for feed, or any extra whatever. • As we sell the horses consigned to us, at points east of Chicago, the freight charged against the stock, is to the final destination or place of sale. We take charge of it at that point and pay all further expenses. While some breeders, who have had little experi- ence on eastern markets, may, at first glance, consid- er our charges a trifle high, we think further consider- ation and a trial of our system, will convince them that the rates are really reasonable. We could, with equal profit to ourselves, lessen the rates by reducing the expenses of sale. But we have learned from many trials to this end, that quick and certain sales can only be insured, by* using every advantage given by competent salesmen, liberal advertising, expensive locations for sale etc. The necessaay outlay for these, is returned many times over in the promptness of sales and the higher prices received for the horses. It is good business policy, to expend a dollar when there is a certainty of getting several in return for it. A trial consignment will easily demonstrate the true economy of our proposition, and we earnestly re- ijuest this trial. Special Instructions. We will esteem it a great favor, if shippers con- signing stock to us will carefully observe the few points given below. It will greatly assist us in handling their interests to the best advantage. Determine as nearly as possible, the probable date of shipment, then advise us by mail, giving good gen- eral description of the stock and e.xact date you ex- pect to forward it. This will enable us to allow for it and to have all arrangements made for placing it promptly. Also give probable route viz: the different lines of railroad over which you e.xpect to come. It is not necessary for the owner to come with his stock, and should he not wish to do so, the shipment should be in charge of a reliable man, who will attend to it carefully. If desired, we will take charge of consignments at Chicago and forward them to mar- ket in care of our own men. The owner when not coming with his horses, should always advise us by letter as to how he wishes settle- ment made; whether with man in charge, or by remit- tance direct to him. While we give every consignment the same care and attention, selling the horses as quickly and for the highest possible prices, whether accompanied by the owner or not, yet we always pieferthat the owner or his accredited representative be in charge of the shipment. When the horses are loaded, telegraph our Chicago office, giving name, number of head etc., so we can lo- cate the consignment en route, if necessary. Bill your horses direct to T. H. Spaulding & Co., Union Stock Yards. Chicago, and unless otherwise instructed by wire, stop the stock off at the railroad pastures, in place of allowing them to be brought di- rect to the Stock Yards. We have fully explained the advisability of this, on p'age 40. If you should not care to come on to the city, our agent at the pasture will arrange to forward the stock etc. Should there be a railroad accident, causing loss or injury to your horses, wire us immediately. The shipper in charge, should proceed with such horses as are uninjured, leaving the damaged ones with the agents of the railroad company. We will attend to all claims of our patrons for damages against railroad companies, without charge. Should any further instructions be desired, we will furnish them promptly by mail. Address plainly — T. H. Sp.\ulding & Co., "]"] Exchange Building, Union Stock Yards, Chicago, 111. -^^r LIBRARY OF CONGRESS L|r:||H||;i|i:||<:Miiiirii|||ii|!|i|ii| 002 860 485 3