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How to Market Farm Products 
 for Profit 
 
 I HOLD these truths as self evident: First : 
 that the demand (or farm products is def- 
 inite and has a limit. Second : That the farmers 
 are supplying every demand at prices which bring 
 but fair returns for the labor and money invested. 
 Third : That over-production brmgs the price of 
 farm products to an unprofitable level. 
 
 ''^^^HEN, the problem is not merely to *' grow 
 ^-^ two blades of grass where only 
 one grew before;" but "how can we more profit- 
 ably dispose of the first blade ?" The two ele- 
 ments of successful agriculture must be considered : 
 First: "The successful growing of crops" — a 
 science; and Second: " Selling the products of 
 the farm at a profit " — a business. Both essential 
 elements — one the subject of deep study; the 
 other wholly neglected. 
 
How to Market Farm 
 Products for Profit 
 
 COMPILED BY 
 
 GRANT S L O C U M 
 
 d. Practical plans on pre- 
 paring for market and 
 selling Farm Produce that 
 have proven profitable to 
 farmers, both as individuals 
 and as co-operators 
 
 FIRST EDITION 
 
 DETROIT 
 
 THE RURAL PUBLISHING COMPANY 
 19 12 
 
Copyright 1912 by 
 
 RURAL PUBLISHING COMPANY 
 
 All Rights Rtstrvtd 
 
 
 m 
 
 Dedicated to 
 The Business Farmers of America 
 
 n 
 
 THS RIVERSIDE PRESS 
 PRINTERS 
 PORT HURON . 
 
 ©CI.A34840.3 
 
PREFACE 
 
 T SEEMS but yesterday, yet the calendar tells 
 me that when October shall again add her gray 
 tints to growing things in field and wood-lot, 
 nineteen years will have passed since we took 
 up the knotted skein. The free end was finally 
 located, the re-winding easy — but oh, the un- 
 expected knots we have encountered. That part 
 of the skein so far unraveled is in your hands. 
 Hold it square and fair, not too tight, for your 
 neighbor must have a part in the re-winding, 
 and yet not too loosely lest a few rounds drop, 
 into which new knots will certainly fasten; 
 then the work must be done over again. 
 Many centuries have passed since the subjects of King 
 David made the weary rounds on the ancient threshing 
 floor. The sickle used by the Egyptians is now but the em- 
 blem of frugality; yet men are living today whose grand- 
 fathers used both the threshing floor and the sickle in gar- 
 nering their harvests. Marvelous strides have been made 
 in scientific agriculture during recent years. Every element 
 of agriculture leading to the production of better and greater 
 crops has had the conscientious study and thought of men 
 equal to the task. The importance of agriculture in the 
 welfare of the nation has long been acknowledged, and na- 
 tional and state aid, through the instrumentality of the 
 agricultural college, has established the fact that agricul- 
 ture is a science. While it is true that the American farmer 
 must make some wonderful strides in production per given 
 
8 How to Market Farm Products for Profit 
 
 acre before he can match his brothers across the water, none 
 will deny but that this part of the skein has been unraveled, 
 and we have only to await with patience the rewinding. 
 Soil robbers we have been, all of us, and outraged nature 
 will not reward the husbandman with more bountiful favors 
 until the debt has been paid — dollar for dollar. 
 
 We have spoken of the scientific side of agriculture; of 
 the growing of crops and the fertility of the soil. But 
 agriculture is pursued primarily for the gaining of a liveli- 
 hood, not for the extension of knowledge. This being the 
 case, agriculture IS A BUSINESS and not a science. Prac- 
 tical business methods are the masters upon the farm; 
 science is the farmer's helpmate. The farmer makes his 
 living by means of trade, therefore it naturally follows that 
 he must possess business ability. He must be able not only 
 to successfully grow crops, but to sell the products of his 
 farm at a profit. 
 
 The conditions of trade are ever changing, and the 
 farmer, like those engaged in every other line of business, 
 must quickly adapt himself to the new conditions, or meekly 
 accept the inevitable result. We are living in an age of or- 
 ganization. The age of competition, depended upon as an 
 aid in profitably disposing of the products of the farm, has 
 as surely passed as has the use of the threshing floor and 
 the sickle, as aids in gathering the golden harvest. As you 
 plow your fields today, in yonder market-place men of 
 wealth are gambling in futures — placing a price upon the 
 harvest you expect to secure from seed yet unsown. As you 
 prepare for the harvest, men fight like demons in the grain 
 pit to unload their *' futures'' or to take advantage of some 
 reported shortage in the supposed supply. In your nearby 
 market-place, the organized buyers met this morning at 
 ten, discussed conditions and named the prices on that 
 which you have to sell. The wheels of the great presses are 
 
Preface 9 
 
 set in motion, and the daily paper on the morrow brings 
 you tidings of market conditions, the future outlook, and 
 names the ruling prices — whether you have made a profit 
 on your farm, or suffered a loss on that which you have 
 produced, is told on the market page. 
 
 The tide of prices ebbs and flows. The disturbing factor 
 is not the supply and demand, but the manipulations of 
 those who gamble in that which you produce. Back on the 
 dirty, busy streets; way over there in the manufacturing 
 districts of the great cities, you will find little children, yes 
 men and women too, literally starving for that which you 
 have in abundance. Their hands are outstretched, but an 
 impassable gulf, over which no rail was ever laid, lies 
 between. Tens of thousands of workingmen are plodding 
 their weary way home tonight, after a hard day in the din 
 and noise of the boiler shop, or in the dusty molding room 
 of yon great factory. They stop at the little market place 
 and buy the products from your farm. The price is high, 
 excessively high, when the number of little mouths to feed 
 is compared with the daily wage. They look away over the 
 smoke ridge to the farms beyond, and curse the farmer for 
 his avarice in setting the price on the products of his farm 
 so high. 
 
 He fails to discern the multitude of middlemen, who, like 
 skulking shadows; have followed that very product from 
 the farm to the little market place, exacting a toll at every 
 turn in the road, and rendering no service to either pro- 
 ducer or consumer commensurate with the toll exacted. The 
 farmer today is making but a reasonable profit — a meager 
 profit when compared with the returns from invest- 
 ments in any other line. If this be true, then increased 
 production and the consequent lower prices, will not aid in 
 unraveling the skein. When the farm factories are profit- 
 
10 How to Market Farm Products for Profit 
 
 able, the wheels of industry hum; when the farm factories 
 cannot run at a profit, national prosperity is without motive 
 power. 
 
 Ultimately the farmer must reach the consumer of his 
 products. The first step in that direction places the farmer 
 in a position where he handles the business end of his busi- 
 ness, and places the products of his farm in the consumer's 
 market, free from the ''red toll tags" of unnecessary mid- 
 dlemen. 
 
 To be an aid to the farmer, at least to the extent of 
 making clear the way to take this first step, is the hope as 
 well as the purpose of the author. 
 
 September 15, 1912. 
 Arcadia Farm^ 
 B. F. D. No. 4, 
 Mount Clemens, 
 Michigan. 
 
The A-B-C of Successful Shipping 11 
 
 PARTI. 
 
 Marketing the Product of Your 
 Farm Factory 
 
 PPEARANCE, although a silent salesman, is al- 
 ways a big factor in closing a deal. The wise 
 and successful manufacturer places the pro- 
 ducts of his factory upon the best market, in 
 the best possible marketable condition. A great 
 deal depends upon the finishing touches put upon the manu- 
 factured article. No matter how well a piece of farm ma- 
 chinery might be made; no matter how much attention 
 might be paid to the details of construction, the manufactur- 
 ed article would find a very slow sale were it not for the 
 fact that the machine had been painted, striped, varnished 
 and made attractive when placed upon the market. The 
 same rule applies to the sale of farm products. Farmers 
 make a great mistake when they place products of any kind 
 upon the market without first giving them the finishing 
 touches — placing them in a marketable condition. No mat- 
 ter how overcrowded a market may be on a certain com- 
 modity, the first-class article will always bring a top-notch 
 price. Ship your No. 1 products to the best market, feed the 
 inferior quality to the hogs, and you will make money on 
 the transaction. One of the most important features of the 
 business end of farming is the preparation, grading and 
 proper packing and shipping of your products. The farmer 
 who is successful only in raising crops is a failure ; he must 
 know the other end of the business. In the pages which fol- 
 low, we give you some suggestions along the line of prepara- 
 tion, shipping and marketing of the products of your farm, 
 and trust we have gone into detail suMciently to place you 
 
12 How to Market Farm Products for Profit 
 
 in a position where you will be as well prepared to make 
 your shipments as the local buyer, to whom you have not 
 only looked for a market, but have given the privilege of 
 naming the price upon what you have had to sell. 
 
 Gar Lot Shipments of Grain 
 
 MARKETING WHEAT; SECURING A CAR, ETC. 
 — First figure out the amount of grain you wish to load. If, 
 for instance, you have seven hundred bushels to load, you 
 should place your order with the local agent for a car of 
 40,000 pounds capacity. Recently the minimum load for 
 wheat has been raised from 40,000 to 60,000 pounds, so if you 
 ask your agent simply for a car in which to load wheat, you 
 will be more liable to get a car with a marked capacity of 
 60,000 pounds than you would to get one of 40,000 pounds. 
 Remember, if you order a 40,000 pound ear, the railroad 
 company is obliged to furnish it, but if you simply ask for a 
 car in which to make a shipment of wheat, you will get a 
 60,000 pound car. 
 
 You will notice that the minimum is placed at 60,000 
 pounds, and this is the rule always, unless the marked 
 capacity of the car is less, in which case the capacity of the 
 car will govern. You must avoid getting a car that will 
 hold more grain than you have to ship, because you are 
 obliged to pay freight on the minimum capacity of the car. 
 Shipping rules allow one to load 10 per cent above the marked 
 capacity, and no more. We would advise that in making a 
 carload shipment you try to have as near 1,000 bushels of 
 wheat as possible; if you haven't this amount, surely some 
 of your neighbors would join with you and help fill out the 
 car. 
 
 EXAMINE THE CAR CAREFULLY.— In placing 
 your order for the car with the local agent, remember that 
 you are obliged to take your turn. If an order has been 
 
Shipping Wheats Oats, Etc., in Car-lots 13 
 
 placed for a half dozen cars ahead of you, you can expect 
 to get the seventh car, so it is well to place your order some 
 time before you wish to make the shipment. We have found 
 a number of instances where the local agent gave preference 
 to the local dealer, and turned cars over to them out of their 
 turn. This will not be permitted by the companies, and in 
 case you find an agent discriminating against you, immedi- 
 ately inform the Clearing House and we will see that you are 
 supplied with a car in which to make your shipment without 
 delay. 
 
 The first thing to do after the car is placed is to examine 
 it very carefully. Inspect the floor very thoroughly for 
 defects; tap with a hammer along the side to determine 
 whether there are any spots that are defective. Many of the 
 cars have been used for years, and the lining may look all 
 right, but when you tap on it you will find that it is not 
 sound. Look at the roof carefully; see whether it shows any 
 signs of leaking. A car that has a leaky roof is supposed to 
 be placarded accordingly, either by a sign nailed on to the 
 car, or *' Leaky Roof" printed on the body of the car. If the 
 company turns over a car to you with a leaky roof, and it is 
 not placarded, they would be responsible for any damage 
 to your shipment that occurred in transit, but it is far better 
 to make an examination and satisfy yourself that the car is 
 all right than to go to the trouble of collecting damages from 
 the railroad company. 
 
 READY TO LOAD.— Now that we have examined the 
 car, and it has been properly placed, we are ready to load. 
 With wheat, it is first necessary for us to get grain doors; 
 if they do not come with the car, ask the agent of the railroad 
 company and he will supply you, without charge. Nail these 
 securely across the doors, being very sure that no cracks are 
 left for the grain to run out. Examine the cracks and crevices 
 carefully, for remember, wheat is bad stuff to sift through; 
 
14 Bow to Market Farm Products for Profit 
 
 but with a little care in loading, it is very easy to have every- 
 thing secure and avoid the possibility of serious trouble. 
 
 The door on the opposite side of the car from where 
 you load should be nailed on first, then you can 
 commence putting in the grain. Clean your wheat by 
 running it through a fanning mill if you can ; it will pay you 
 well for the time and trouble. Some threshing machines do 
 a very good job of cleaning, but others leave the grain in 
 miserable shape. If your wheat is in pretty good shape, and 
 you are not in a position to clean it, you can always sell on 
 the basis of what it will grade after cleaning ; this will cost 
 about one cent per bushel, usually. If it is possible for you 
 to do so, weigh the wheat before shipment; it will be more 
 satisfactory to all concerned. 
 
 READY FOR SHIPMENT.— You wiU find it just as 
 easy to load wheat into the ordinary car as into the hopper 
 of an elevator ; especially is this true until along towards the 
 last of the load, when a little shoveling will be necessary. 
 When the car is filled, be sure to nail up the false doors 
 tightly. It is presumed that you have received instructions 
 from the Central Clearing House as to just where this car 
 is to be shipped. Therefore, all you have to do is to go to 
 your agent, make out the bill of lading and send direct to us. 
 The shipment will soon leave your station, and it is not 
 necessary for you to worry or trouble yourself with reference 
 to it. The Central Clearing House will take care of the sale 
 and make you the proper remittance just as soon as the car 
 arrives at its destination. Be sure to have the doors closed, 
 and watch the agent seal the car. Never let a car lay on the 
 track unsealed over night. 
 
 OATS, BARLEY, RYE, ETC.— The same general rules 
 apply to the loading of grains of aU kinds. To ship a car 
 of oats, barley, rye or any other kind of grain, you should 
 use the same care as suggested in shipping the wheat. 
 
Suggestions Begarddng Cars 15 
 
 CAPACITY OF CARS.— Always remember the mini- 
 mum load for the different kinds of grain, as established by 
 the different railway companies. The minimum loads for 
 the different commodities are as follows: 
 
 Wheat 60,000 pounds 
 
 Oats 40,000 pounds 
 
 Barley, Corn and Rye 56,000 pounds 
 
 Thus, if a 40,000 pound car is placed on the siding for 
 your use, you will understand that you can load it with 
 40,000 pounds, or up to 44,000 pounds of any kind of grain, 
 (a 10 per cent increase is allowed over the marked capacity) 
 and that the freight rate will be computed on the above basis. 
 If a 60,000 pound car is placed for your use, you will under- 
 stand that you can load it with 60,000 pounds of wheat, or 
 56,000 pounds of corn, barley or rye, or 40,000 pounds of oats. 
 These are the minimum loads for the different grains, and no 
 matter what the marked capacity of the car over the mini- 
 mum for the grain being shipped, all you have to load is the 
 minimum amount. The same rule would apply in regard to 
 a car of 80,000 pounds capacity. 
 
 LOOK OUT FOR SMALL CARS.— Look out for smaU 
 cars that are marked up in capacity. Many cars are being 
 used by the railroad companies that are marked 40,000 
 pounds yet would not accommodate a minimum load of oats. 
 As a rule, nothing under a 36-foot car will accommodate 
 1,000 bushels of oats. Wheat, rye and corn handle pretty 
 easily as to the size of car ; barley and oats have to be watched 
 quite carefully, or you will start a car that will not load to 
 the minimum capacity. For example, cars marked under the 
 minimum of the different kinds of grain will load on a basis 
 of the capacity marked on the car. Suppose we have a car 
 marked 30,000 pounds ; that car would have to be loaded with 
 33,000 pounds of any of the several grains, or 10 per cent 
 
16 Mow to Market Farm Products for Profit 
 
 above the marked capacity, because of the fact that the 
 capacity of this particular car is under the minimum of any 
 kind of grain, and therefore compels the shipper to load to 
 the limit regardless of the kind of grain he may have. 
 
 Mcu-keting Hay in Car Lots 
 
 HNE of the easiest commodities for the individual 
 farmer to handle and ship in carlots is hay. It is 
 well for him to write us, giving us a good, clear 
 description of the hay he has for sale. If you don't 
 know just what grade it is, advise us as best you can as to 
 the character of the hay and we can tell you about how it will 
 grade. Use care in grading; by all means don't overgrade 
 your shipment ; it would be far better for you to undergrade. 
 Nine out of ten farmers, on the average, cannot grade a load 
 of hay simply because they have never given any attention 
 to the business part of their business. Therefore all that we 
 ask is that you tell us just what kind of hay you have. If 
 clear Timothy, how is the color ? Is it coarse and long or fine 
 and short? If some Clover is mixed with the Timothy, about 
 what per cent? What kind — Alsike, June or Mamouth? 
 How is the color? If mixed with June grass, what per cent? 
 How's the color? Maybe you have a Bluegrass mixture; if 
 so, say so. If all clover, tell us what kind, or if there is a 
 mixture of Clover in your hay, say so. If overripe, dead 
 looking Timothy, tell us about it. You know exactly what 
 you have, and you should impart the same knowledge to us, 
 then we shall be in a position where we can place your hay 
 where it belongs. Remember, if you do not tell us just 
 exactly the quality of your hay, you are going to be dis- 
 appointed when the sale is made, and we are liable to put 
 your shipment in a market that does not consume that partic- 
 ular grade. Upon the character of the hay you have to ship 
 depends the place where we will market it, and as markets 
 
Car-lot Shipments of Hay 17 
 
 vary greatly with reference to the character of the hay they 
 like best, we want to help you avoid mistakes in this con- 
 nection. 
 
 SIZE OF CAR TO ORDER.— -But very few cars under 
 36 feet in length will accommodate 10 tons of baled hay. 
 There are a few 34-foot cars that have the width and height 
 to accommodate 10 tons, but they are few indeed ; therefore, 
 you should figure on 36-foot cars for hay baled in large or 
 loose bales. Small baled hay will load in 34-foot cars, if put 
 up in bales of normal weight. Some machines bale hay so 
 lightly that you would have trouble in loading a small car, 
 and therefore you should get the larger car, if possible. A 
 38-foot car must have 22,000 pounds as a minimum load. 
 This is a new rule covering large equipment. The minimum 
 load is 10 tons on all cars up to 38 feet — 38-foot cars require 
 22,000 pounds as a minimum load. 
 
 DON'T WASTE ROOM.— Do a little figuring when 
 you put the first load of hay in the car. You must not waste 
 any of the room, as you will need every inch of space to get 
 in the required weight. There is no set rule governing the 
 loading of cars, therefore you will have to look them over and 
 experiment with the space until you know just how to place 
 the bales. A little time spent in arranging the bales in the 
 end of the car will save you dollars in freight. 
 
 THE ONLY SECRET.— The only secret in loading hay 
 for shipment to any market is to have every bale in the car 
 just as nearly alike as possible. If you have more than one 
 car of hay, make the first car of uniform grade at all cost, 
 and make the other what you have to. When the hay reaches 
 the distant market, the uniformity of the grading plays a 
 mighty important part in the price we can secure for you. 
 For instance, suppose you have a car of hay on the track 
 that isn't quite a No. 1 Timothy, and it isn't reaUy a No. 2. 
 It was loaded uniformly, every bale alike. A customer will 
 
18 How to Market Farm Products for Profit 
 
 look it over and pay a good, long price for the car, possibly 
 the price of No. 1 hay. If there had been one bale of No. 1 
 hay in sight, it would have shown him the difference at once, 
 and perhaps reduced your price 50c or $1.00 a ton. On the 
 other hand, let us suppose that we have a car of hay billed 
 as No. 1, which opens up all right until we get to the second 
 course. Here we find two bales of very ripe hay, which will 
 grade as No. 2. The natural result follows: the customer 
 kicks, the deal is off, or we must allow a cut on your price 
 of perhaps a dollar a ton. The buyer does not know how 
 many bales of No. 2 hay are contained in the car, and he 
 takes the benefit of the doubt, and either declares the deal 
 off or demands a reduction. Make your shipments depend- 
 able, then you will not only realize the best possible price, but 
 you will build up a reputation that will get you the top-notch 
 price in any market. 
 
 Reaching the Potato Markets 
 
 HERE we have another commodity which the farmers 
 can just as well handle in carlots as to turn them over 
 to the dealer. Farmers generally are perfectly fam- 
 iliar with handling potatoes, and they know how to 
 make up a shipment, as to quality. It doesn't make very 
 much difference what a given shipment of potatoes grades at 
 one end of the line or the other; the main thing is to put up 
 the shipment so as to have the potatoes uniform in size and 
 appearance. When your car reaches the distant market, and 
 the buyers are making an examination, they will see at a 
 glance just what grade of potatoes you have shipped, and 
 you will get an outside offer for them. On the other hand, 
 a uniform, well-sorted car of potatoes places the Central 
 Clearing House in a position where they can demand a cer- 
 tain price for the shipment, with every assurance of getting it. 
 LOCAL SHIPMENTS IN SACKS.— There are times 
 
Reaching the Potato Markets 19 
 
 when the farmer can make money by shipping in sacks to 
 the nearby cities. Regular potato sacks should be used, and 
 should be sewed up so as to accommodate 2% bushels. Sew- 
 ing up a potato sack is a simple matter, but a few suggestions 
 may help you : As the sack sits upon the floors, take your 
 needle (which should be a regular sack needle), insert 
 through the two edges of the sack about 4 inches from the 
 left side ; take a half hitch in your twine so that it will hold. 
 Now take your left hand and form an ear of the 4 inches 
 formed between where the needle has gone through and the 
 side of the sack. Around this ear so formed run the twine, 
 making two loop hitches. Then start to sew over and over 
 until about 4 inches from the other side ; here form another 
 ear in the same manner. This will make a nice package ; one 
 that looks well to the buyer, and then can be handled with 
 greater safety and much easier than where you try to tie 
 them. If you put up the package honestly, sort well, and sew 
 the sacks securely, your shipment will go through on the 
 same basis as put up and invoiced. 
 
 REMEMBER THE SHIPPING BILL.— In making a 
 local shipment, be sure that your shipping bill shows plainly 
 the number of sacks and the weight of the shipment. The 
 local agent is expected to assist in making out the shipping 
 bill, therefore if you have any doubts as to just how to fill it 
 out, ask him to do it for you. Don't let him write on the 
 shipping bill, * ' Quantity of Potatoes in Sacks. ' ' Be sure that 
 you give the number of sacks and the weight of the shipment ; 
 this will save lots of time at our end of the line, and put 
 money in your pocket. We furnish shipping tags, and these 
 should be securely attached to the top of each sack. This 
 can be done very nicely with the sack needle. Don't put the 
 tags on the side or bottom of the sack where they are liable 
 to be torn off. Where it is possible to do so, we would advise 
 
20 How to Market Far m Products for Profit 
 
 the weighing of each sack, so that you will know just what 
 you are shipping us, and we can tell whether there has been 
 any loss in transit. 
 
 A WORD ABOUT FREIGHT CHARGES.— You 
 understand that there is a decided difference between rates 
 on local and carlot shipments. Therefore it is well for you to 
 be very careful to get your price from us before shipping. 
 If you will write us what potatoes are worth in your local 
 market, we will advise you as to what it is best for you to do 
 with reference to your shipment. If you are not satisfied 
 with the local price, and want to take your chances on a 
 shipment, remember that we are ready to handle whatever 
 you may ship us, and will get you the very best price, at the 
 very best market. We cannot do any more, and certainly 
 your dealer cannot offer more than you can get through the 
 Central Clearing House. 
 
 SHIPMENTS OF POTATOES IN CARLOT S.— Until 
 freezing weather arrives, carlot shipments of potatoes are 
 very easily handled. Order your car and then get your 
 shipment ready. Sort as closely as the stock will permit; 
 it will pay you in the end. If it is possible for you to do so, 
 weigh your potatoes, and before they are placed in the car, 
 see that it is in good repair. If it needs repairing, have it 
 done. If the local agent will not see to this, don't use it; 
 order another car. Don't take a chance on any old rattle- 
 trap of a car that may have to be transferred on the road, 
 with consequent chances of a shortage and many other 
 troubles. Sweep the car thoroughly, and dont load a car 
 that cannot be properly cleaned out. Salt in the bottom of a 
 car will lose you 5c per bushel. Board one door crosswise, 
 and then put in your potatoes, boarding up the other door 
 as the car is filled. Don't leave the door next to the loading 
 track with no protection ; if you do, when the door is opened 
 at destination, out come the potatoes, and you are going to 
 have a loss. 
 
Beaching the Potato Markets 21 
 
 READ THIS PARAGRAPH CAREFULLY. — In 
 making early fall shipments, the doors should be left open 
 for ventilation; a space of about 6 inches is usually about 
 right. On the outside of the boards that go across the doors, 
 and tight up in the corner where door closes, nail a board, 
 about 6 inches wide, upright to reach close to top of door. 
 This is so that potatoes cannot be taken from the space 
 formed by leaving the door open. This is for the double 
 purpose of letting the air in and keeping the potatoes from 
 getting out. When cars lay on the track in large cities, there 
 are always plenty watching for an opportunity to get some- 
 thing without paying for it. Put a block behind the door, 
 and nail it securely; also nail strips on the board reaching 
 across space formed, and nail to door jam or body of car; 
 one at top and one at bottom. For a shipment not needing 
 any artificial or other protection than the regular box car 
 affords, the above will cover the requirements very nicely, and 
 if carried out, your shipment will reach destination in good 
 shape. We would advise you not to send large and heavily 
 loaded cars where it is possible to get small ones. They do 
 not sell so well; it takes longer to load them and unload 
 them, and therefore car service is liable to accrue ; the average 
 market does not like large cars. On a normal basis, five or 
 six hundred bushel cars will bring one to three cents per 
 bushel more than the larger, heavily loaded car. This rule, 
 of course, does not apply to cars that are to be lined and 
 fired through. When you go to this expense, you very 
 naturally want to load the limit. 
 
 Mow to Line a Car for Shipping Potatoes 
 
 HHE COST AND THE PROFIT.— It would be well 
 if all potatoes were shipped during the fall, so that 
 it would not be necessary to transport this perishable 
 product during freezing weather. Under present 
 market conditions, however, the buyers take advantage of this 
 
22 Sow to Market Farm Products for Profit 
 
 very fact, and prices are lowest when shipments can be made 
 easiest; as a consequence 30 per cent of all shipments of 
 potatoes are made during freezing weather, or at least during 
 the season of the year when it is not safe to take chances on 
 the weather freezing a shipment. This being the case, it is 
 quite necessary that we consider the expense of lining a car 
 so as to afford protection in transportation during freezing 
 weather. To those who have lined a car, it is a very simple 
 matter, but when you speak to the average farmer about this 
 expense, he turns to the local dealer. However, the individual 
 farmer who raises any quantity of potatoes, or the farmers 
 of any community, can well afford to line a car and thus be 
 in a position to take advantage of the market conditions. 
 
 LOOKING THE CAR OVER CAREFULLY.— Now 
 that you have ordered a car which you expect to line, let us 
 look it over and see what protection it affords in itself. If 
 the car does not afford any protection in itself, if it is old, 
 the joints open, and the lining out, then you would practi- 
 cally have to make a new car and you don't want it. If 
 you are going to the trouble of lining a car, you want a good 
 car; one that has a good floor, no holes, tight-fitting doors, 
 and with sides and ends lined as far up as possible. Get the 
 original inner lining in good shape, patch up the holes, and 
 put boards where there is no lining at all. This affords your 
 first protection. 
 
 NOT DIFFICULT TO LINE A CAR.— What we want 
 to accomplish is to prevent our car of potatoes from freezing. 
 The potatoes that touch the bottom, sides and ends of the car 
 are the ones that you have to look out for; therefore what 
 we are trying to accomplish is to protect the shipment at these 
 particular points. In order to do this, we want to make a 
 regular box right inside of the car. We will make this box 
 of such dimensions that it will allow an air chamber all 
 around the bottom, sides and ends of the car. This air cham- 
 
Beaching the Potato Markets 23 
 
 ber not only gives you added protection against frost, but 
 through this you have a circulation of the warm air from 
 your stove which passes under and around the potatoes and 
 prevents them from freezing. 
 
 THE NECESSARY MATERIAL.— It is a good idea 
 to cover the car floor first with a double thickness of good 
 building paper. We are now ready for the floor proper. We 
 will first cut 2x4 's of sufficient number that they will be about 
 4 feet apart ; cut them so that they will reach within 2 inches 
 of each side of the car. Split off a 2 inch piece from a 2x4, 
 6 inches to 12 inches long, and slip in the space formed. 
 Place the first 2x4 within 6 inches of the end of the car; 
 place the one by the doorway just inside the door line. Now 
 tack a couple of strips on these 2x4 *s to hold them in place 
 until you get the sides and ends ready. For the sides, we will 
 cut 2x4 ^s long enough to extend from the floor to the ceiling, 
 one for each floor piece. Stand these pieces upright, either 
 inside or outside the floor pieces, so the outside edge will be 
 just even with the end of the floor piece. These upright 
 pieces will need to be nailed but little; they cannot spread 
 at the bottom because of the little 2 inch blocks you have put 
 behind the floor piece — just tack enough to hold in place. At 
 the top you will have to have blocks behind, and also about 
 half way up the side, to keep the sides from springing or 
 bulging. The ends of the car can be fixed just the same, the 
 only exception being that the floor piece will be sidewise 
 instead of endwise; you can put the upright pieces from the 
 floor to the ceiling just the same. Put blocks behind the 
 pieces on the floor and half way up and on ceiling, as in the 
 case of the side wall. 
 
 LAYING THE FLOOR, SIDES AND ENDS.— The 
 framework for your lining is now complete. The next thing 
 to do is the laying of the floor, sides and ends. We will first 
 cut our boards, which may be of any rough, sound lumber. 
 
24 Sow to Market Farm Products for Profit 
 
 We will lay the first board right up tight to the outside, or 
 next to the upright pieces of side wall ; one end of our board 
 will be in line with the front or doorway — complete this floor 
 on the same basis as started. We will next board up the 
 sides. Start at the bottom: your first board will rest on the 
 floor board already laid; this makes a tight joint here; com- 
 plete the side walls as started. The ends come next. Cut 
 your boards so that they will just fit nicely, coming on top of 
 the floor boards and up against the side boards. This will 
 form pretty close joints, if boards are sawed off square. One 
 layer of boards is all over the frame, floor, sides and ends. 
 We do not figure that this will give us the protection required 
 — we must have more than this to protect our shipments at 
 some times during the winter months. 
 
 EXTRA PRECAUTIONS.— We will take some of that 
 good building paper that we had left after laying the floor, 
 and place a layer on the new floor, sides and ends — a complete 
 covering over all the work we have done. We cannot leave 
 it in this manner, as we could not shovel potatoes on this 
 paper, and we need more protection. Very well, then, we 
 will lay another course of boards over the entire surface, 
 floor, sides and ends. This makes a double layer of paper 
 on the original car floor; a 4 inch space under the floor; a 
 6 inch space on the sides and ends ; a layer of boards, a layer 
 of paper and another layer of boards as the support and 
 protection of your shipment. This makes everything com- 
 plete with the exception of the fronts next to the doorway; 
 this you will leave until you have as many potatoes in the 
 car as will stay without rolling out into the doorway. When 
 all are in that will stay, put one good, strong 2x4 in the 
 center, edgewise ; fasten this to the floor very securely. When 
 the other end of the car is completed in the same manner, 
 place a 2x4 across the doorway space from one of these up- 
 right 2x4 's to the other at about the center point of pressure. 
 
Beaching the Potato Markets 25 
 
 This is so that no matter how much jolting the car gets on the 
 road, your potatoes will not break through the bulkheads. 
 If ear is fired, one thickness of boards will be sufficient; if 
 not, fix just as balance of car. If, for any reason, you do not 
 think necessary to fire the car through, I would suggest put- 
 ting some strips across the doorway, over which fasten secure- 
 ly some good, strong building paper. On the outside of the 
 doors, I would place building paper, folded all around the 
 doors, over the cracks where the door shuts together, and 
 around the track at top. Do not be afraid of being over- 
 cautious. 
 
 ARRANGING FOR HEAT.— If the shipment is to be 
 fired through, get one of the regular stoves for the purpose. 
 Fasten this to the floor in the center of the doorway. These 
 stoves will have holes through the feet so that you can screw 
 them fast to the floor. The pipe also is so that it can be 
 fastened securely together. Board up about two feet of the 
 door, through which you can run the stove pipe; cut a hole 
 a little larger than the pipe, over which place a tin with a 
 hole cut just large enough to let the pipe pass. This is to 
 avoid danger of fire to the car from over-heated pipe. Coal 
 is by far the best to use for fuel, wood is too flashy — ^first 
 your car is overheated, then your fire is out. 
 
 Not One Shipment, But Many 
 
 BBIG EXPENSE.— You will say that it is a big ex- 
 pense to fix up a car for shipment ; that it takes a lot 
 of lumber and time and does not appear to you to be 
 profitable. Remember that in any case you get your 
 linings returned. And here's a little suggestion that will 
 place you and your neighbors in a position where you can 
 utilize this lined car to ship all of your potatoes during the 
 winter months. Get the members of your local organization 
 to join with you in preparing this car for shipment, and let 
 
26 How to Market Farm Products for Profit 
 
 them help you line it and pay their share of the expense. 
 Tell the agent of the railroad company at your station that 
 you want him to get you a good box car that can be lined foif 
 shipping potatoes to Pittsburgh, or any other point the 
 Central Clearing House may suggest, and inform him that 
 you want that car to re-load. When you get ready to bill, be 
 sure to see that the ear is billed so that it will be returned to 
 your station to re-load with potatoes for the same market. 
 In this way the car that you have lined is at your service and 
 will be returned, and can be used to make all of your ship- 
 ments. 
 
 DON'T WORRY ABOUT THE COST.— Do not worry 
 about the car that is lined for potatoes. If you don't want to 
 load it when it comes back, you will find plenty, either at 
 your station or at the next station on the line, who will be 
 mighty glad to get it and pay you well for the privilege of 
 using the lined car. You can surely make a profit on the 
 original cost. But the thing to do is to go in together and 
 fix up a car or two, as you determine, and use them over and 
 over again, just the same as the local dealer at your station. 
 If you do this, your potato shipping problem has been solved, 
 and you are in just as good shape to ship your potatoes during 
 freezing weather as the local dealer, and therefore are in a 
 position to get the maximum profits. 
 
 Beans — Local Shipments and Car Lots 
 
 HHE FINISHED PRODUCT.— Let us suppose that a 
 manufacturer of self -binding harvesters should decide 
 to go through all the processes of manufacture except 
 the final touches on the machine, and place it on the 
 market. Now, let us suppose that this self-binder, unpainted, 
 unvarnished and otherwise unfinished, should be turned over 
 to some one else, at a price he might name, to have the finish- 
 ing touches put on — ^painting, striping and varnishing — ^he 
 
Shipping Beans to Market 27 
 
 to set the retail price to the farmer. Do you think that man- 
 ufacturing under such conditions would be profitable ? That 
 is just what you are doing if you raise and market beans. The 
 farmers of Michigan and the northern parts of Ohio and 
 Indiana raise almost 70 per cent of all the white beans raised 
 in the United States. The value of these beans runs up into 
 the millions, and yet the farmers take this valuable product 
 of the farm to the bean dealers and allow them not only to 
 set the price on the commodity, but to put on the finishing 
 touches and sell to the consumer. The market demands hand- 
 picked or completed beans. The farmer sells beans from the 
 thresher, and gets the price offered for the raw material, leav- 
 ing the bean dealer the advanced price always secured on a 
 completed article. Every local organization should own a 
 bean-picker. A few hundred dollars expended for the instal- 
 lation of the necessary machinery would place the farmer in 
 a position where he could sell the finished product. If the 
 members of an organization cannot get together and co-op- 
 erate along this line, individual pickers should be secured 
 by every bean raiser, and the finished product instead of the 
 unfinished product should be placed upon the market. 
 
 CLEAN BAGS FOR LOCAL SHIPMENTS.— There 
 is not a time when the farmer cannot make money by ship- 
 ping hand-picked beans by the carload, and in nine cases 
 out of ten, he can make money by sending us smaller ship- 
 ments. The freight rate, however, on small shipments is 
 rather excessive, and it is always advisable for the farmer to 
 tell us local market conditions before making shipments. 
 Ship your beans in nice, clean sacks. New bean bags do not 
 cost as much as the regular grain bags, but they are all right 
 for shipment and will place your beans on the market in a 
 marketable condition. Sew up the bags carefully, the same 
 way that we suggested in the case of potato bags, and be 
 
28 Bow to Market Farm Products for Profit 
 
 sure that they are properly labeled and shipped us according 
 to instructions. 
 
 ABOUT THE WEIGHT.— The regular weight of a bag 
 of handpicked beans is 165 pounds, and the bags will accom- 
 modate this weight very nicely if they are properly sewed. 
 For shipments that are made direct to us at Detroit, we are 
 not so particular about the weight, as we can handle to just 
 as good advantage sacks weighing 150 pounds, or 2% bushels. 
 Be sure, however, to have the weight either one or the other, 
 so that the sacks will be uniform. Tag each bag at top, and 
 let your freight bill tell just how many bags you have shipped 
 us and the weight. 
 
 Wool 
 
 BOOK OUT FOR THE GRADE.— The one thing that 
 you want to be very careful about in shipping wool, 
 is the grade. You are accustomed to taking your wool 
 to the local dealer and selling it straight, that is, so 
 much per pound straight through. We cannot sell wool to 
 the big dealers in that way, nor can your local dealer. All 
 wool shipped to the larger markets must be graded by the 
 buyers, and while we are on the ground and see that you get 
 a square deal, at a price which will on the average give you a 
 profit, remember that the wool from a flock of sheep will not 
 bring a certain stipulated price per pound for the enitre lot. 
 A LITTLE ADVICE.— Unless local conditions are very 
 unfavorable, we do not advise shipping wool in a local way, 
 because of the conditions governing this commodity, and the 
 difference in local and carlot freight rates. We have received 
 a large number of shipments, and made money for the ship- 
 pers, but this came from points where the local dealers were 
 not paying anywhere near the right price. From such points 
 we can do you some good every time, but would advise you 
 to take the matter up with us before shipping, and we will 
 go over the matter with you and determine what it is best 
 
Shipping Perishable Products 29 
 
 to do. Remember, sometimes our advice is worth more than 
 our market— you get it straight, and you know just what you 
 can depend upon. 
 
 ABOUT WOOL SACKS.— If you want to make a ship- 
 ment of wool, write us and we will furnish you sacks, free 
 of charge. Try to arrange to hang the sacks up, so that you 
 will be able to stamp the wool down and get in the full capac- 
 ity of the sack. 
 
 Shipping Perishable Products 
 
 BLL perishable products must be shipped by express, 
 until the people of the United States are allowed to 
 enjoy the advantages of a general parcels post, the 
 same as is now enjoyed by the citizens of every pro- 
 gressive foreign country. Express rates are high, and ordin- 
 arily mighty little attention is paid to handling shipments, 
 therefore the farmer must see that perishable shipments are 
 in good shape, properly packed and in convenient packages, 
 before they leave his hands. Always be sure to get the agent 
 to give you a duplicate express bill, which you should send 
 to us on the same day the shipment is made. 
 
 BERRIES. — One of the most difficult commodities to 
 handle is berries. They should be very carefully handled, 
 because every little jar that a berry receives starts it along 
 the road to decay. If at all ripe, they are very sensitive and 
 ready to settle, or, as the marketmen term it, ''go down." 
 They should be picked and placed in a cool, shady place 
 before fully matured, if possible ; a dry cellar is the very best 
 place to keep them. Don't put them in a refrigerator or damp 
 room, as they are sure to mold as soon as being taken out. As 
 a rule, under present conditions, berries cannot be shipped 
 any great distance to advantage, and in any case, fast hand- 
 ling is necessary. There is no use of trying to ship berries 
 that are over-ripe; they simply won't stand up long enough 
 to get you a decent price. Weather conditions enter so 
 
30 How to Market Farm Products for Profit 
 
 largely into the results obtained by berry and fruit growers, 
 that there is no way of eliminating the chances that must be 
 taken. 
 
 FAMILY AND COMMUNITY CANNERIES.— AU of 
 
 the perishable fruits of the farm, with the possible exception 
 of apples, must be disposed of within a very short time after 
 maturity. It has well been said that during three months of 
 the year all of the berries and fruits raised must be marketed, 
 so that the consumers can enjoy these fruits for nine months 
 of the year. To our mind, there is but one possible way out 
 of the difficulty — community, Arbor or family canneries must 
 be used. Several reliable companies are manufacturing can- 
 ning outfits which are sold at very reasonable prices. They 
 have been tried out by government experts, and are satisfac- 
 tory in every way. We shall be very glad to co-operate with 
 those of our readers who are anxious to establish these canner- 
 ies, and believe that we are in a position where we can find 
 an outlet for all canned goods that are first-class and put up 
 in marketable shape. 
 
 VEGETABLES. — Only in rare cases can shipments of 
 vegetables be made to distant markets profitably. Upon the 
 freshness and appearance of vegetables depends the sale. 
 Nearly every large city has its truck-gardeners, who live so 
 close to the city that they can haul in their commodities dur- 
 ing the night and have them fresh for the morning market. 
 Farmers living at a distance from the city cannot compete 
 with this class of vegetables. No matter how nice your ship- 
 ment appears when started on its journey, it loses its fresh- 
 ness and crispness before arriving in the market, and as a 
 consequence, we are obliged to sell it at a price that does not 
 give satisfactory returns. 
 
 CHERRIES, PEACHES AND PLUMS.— There is al- 
 ways a good market for cherries, peaches and plums, and we 
 can handle shipments in any market to good advantage. The 
 
Shipping Perishable Products 31 
 
 only thing necessary is to have a uniform grade, put up in the 
 proper sized packages. Make the shipment look as inviting 
 as possible — Cleave the small, unripe fruits at home. It is 
 never advisable to ship perishable products without first get- 
 ting some idea of market conditions. A warm, gentle rain 
 will ripen enough fruit of any kind to flood a half-dozen 
 markets; therefore, you are liable to ship to an overcrowded 
 market and lose your profits. This is another argument for 
 the home or community cannery. 
 
 APPLES— J. Word About the Sorting.— -There is no 
 reason why you cannot put up a barrel of apples uniform in 
 size and quality, so that it will bring a top-notch price on any 
 market. Remember, it is no trick to pull a stave and see just 
 what the center of a barrel of apples looks like; no trouble 
 to open the opposite end. The farmer who attempts to fool 
 some one else with a barrel of apples, is sure to find that he 
 is fooling himself. Let's make the package right all the way 
 through, then no one will be disappointed. It is well to 
 inspect your apples carefully and see about how many grades 
 you can make to advantage. Possibly you have a percentage 
 of fancies, but not enough to bother with. The fancy stock 
 put in with your No. I's will possibly net you more money, 
 arid make your No. I's better at much less expense and labor. 
 The fancy grade is made up of large, uniform apples, and 
 the color should be high. No. I's should always conform to a 
 certain size limit, not strictly uniform, but not to go under 
 a certain size, and should be free from defects of any nature. 
 No. 2's should conform to about the same size as the No. I's, 
 but may take on some defects. This is really where the 
 grading comes in. A mistake is made by almost every one 
 puts up apples, of dumping all that will not go in with the 
 No. I's in with the No. 2's. This is not right, and will hurt 
 your sales. A good, well-packed No. 2 is desirable, and will 
 bring good money at any time. The percentage of strictly 
 
32 Bow to Market Farm Products for Profit 
 
 No. 1 apples is getting pretty scarce; therefore put the No. 
 2's up in the best possible manner, as the money-making 
 proposition for you. 
 
 PACKING. — First sort out your facers, which should be 
 apples of good quality, size and color, about the same as the 
 rest of the barrel is intended to be. Place a layer, stem down, 
 over the head of the barrel, which is, when packing, the bot- 
 tom. This layer needs to be put in very carefully; don't 
 drop them any farther than absolutely necessary. Proper 
 handling is what makes them keep as well as any other one 
 feature. Use a clamp so that they will be tightly packed; 
 otherwise in shipping they will get badly jammed. 
 
 COLD STORAGE. — ^Many fruit growers are anxious 
 to take advantage of cold storage warehouses. We are pleased 
 to say that we are in a position to help you in this direction, 
 and if you will put up your apples properly, you may ship 
 them to use and we can have them stored for you. Join with 
 your neighbors, put up a carload of your best fruit, let us 
 put it in storage for you, and you will be in a position to get 
 the top-notch price later. Of course, you take a chance on 
 the price where you put fruit in cold storage, but remember, 
 that is just what the dealers do, and they are usually ahead 
 in the game. We will keep you advised as to the prices 
 offered for your apples while in storage, and advise you if 
 we think it best to sell. Cold storage rates are very reason- 
 able, your shipment is absolutely secure, and if you want to 
 experiment a little in this direction, all you have to do is to 
 write us. 
 
 Poultry, Butter and Eggs 
 
 iM^iHESE shipments should be come by express, especi- 
 1^11 ally during the warm summer season, and we can 
 iBBii always get you a good market. It is a fact that many 
 times in a local community there is a better demand for 
 butter than you will find in the city, because of the fact 
 
Shipping Poultry, Butter and Eggs 33 
 
 that many of the farmers take their milk or cream direct to 
 the cheese and butter factories. It is well, therefore, to watch 
 our weekly prices and make shipment only when there is a 
 profit in doing so. The express companies give a special rate 
 on butter and eggs, and return all shipping crates or pack- 
 ages. Get information from your local express agent, deduct 
 the cost of express from the prices we quote you, and if you 
 figure there is a margin of profit, send along your shipment. 
 
 POULTRY— HANDLING AND PREPARATION FOR 
 SHIPMENT— A FEW SUGGESTIONS.— Every farmer 
 keeps a certain amount of poultry. True, many keep a fiock 
 of sufficient size only to furnish eggs for home consumption, 
 but a great majority of farmers expect and receive splendid 
 returns from their poultry yard. We would advise the 
 farmer who expects to market his poultry to raise the larj^er 
 breeds, which are in splendid demand on any market So 
 much has been written with reference to the care of poultry, 
 that we shall confine ourselves to the sales end of the business. 
 
 PREPARING FOR MARKET.— In preparing your 
 flock for market, it will be well for you to confine them in 
 quarters not too roomy; give them plenty of fresh water, 
 good sound, clean corn, a mash every second or third day, 
 some green stuff (grass clippings, cabbage or anything you 
 may have) occasionally, and be sure that the quarters are 
 clean. It will pay you well to have your fowls good and 
 fat before they are shipped — the Detroit market especially 
 demands fat poultry, and fowls in good condition always 
 bring top-notch prices. 
 
 SHIPPING CRATES.— If you are going to ship direct, 
 you should be the owner of a regular reinforced, ventilated 
 shipping crate. We would suggest that at the next meeting 
 of your Arbor you make up an order for at least one coop 
 for every farmer who is a member of your Arbor. The 
 regular coops are light, well made, and you will save many 
 
34 How to Market Farm Products for Profit 
 
 times the price by having one on hand when you want to 
 use it. If your local dealer does not handle shipping crates, 
 write us, and we will tell you where you can get them. 
 
 GETTING READY FOR SHIPMENT.— Feed and 
 water your poultry before they are placed in the shipping 
 crates. Whole corn or grain should be used at this feeding. 
 Don't excite the fowls in getting them ready for shipment. 
 Take them off perches at night, if you can do so. A coop of 
 poultry where the fowls are excited and nervous, having been 
 chased and caught and put in the coop, will shrink 50 per 
 cent more than if the fowls had been handled carefully and 
 started off quietly. Remember, every little thing that you 
 do along this line helps the salesman at the receiving end to 
 get you the top-notch price. The shrinkage feature is one 
 that all shippers have to contend with, and you should do all 
 you can to prevent this. The number of fowls to put in the 
 coop depends on the size of the coop and the fowls as well; 
 you must use your own judgment ; it is a mighty poor policy 
 to crowd them. Have room enough so that they can sit down 
 and ride comfortably; if you crowd the coops, you will have 
 dead fowls, which means a total loss. Usually twenty fowls 
 of the average size will fill the regulation shipping crate. 
 
 WEIGHING AND BILLING.— Always weigh your 
 shipment before you leave the express office. Place the empty 
 coop on the scales and take its weight ; this is called the tare. 
 Put your poultry in, and when you have the coop filled, take 
 the total weight ; this gives you the gross weight. The weight 
 of your poultry is the difference between the two weights, 
 which is the net weight. If you have a pair of platform scales 
 in the barn, fill your coop on the scales ; if not, you can weigh 
 the coop at the express office, and when you return it take 
 the second weight. Be sure that your invoice shows these 
 weights, the number of fowls in each coop, etc. Keep the 
 express receipt given you, put a tag on the end of the crate, 
 
Shipping Poultry to Market 35 
 
 never on top where it will be rubbed off, and be sure that the 
 tag shows your name and address. Better order your tags 
 from us, as our regular tags have spaces for all this infor- 
 mation. 
 
 BROILERS FIND A READY MARKET.—Broilers are 
 ready for shipment at any time after they weigh from one to 
 two pounds, and at these weights they will bring the best 
 prices. Regular chicken coops may be used for shipment, and 
 we would advise paying a little extra express on the regular 
 shipping crate, than to put them in a lighter box where there 
 is danger of their being suffocated. There is money in raising 
 broilers, and where an incubator is used, they can be raised in 
 sufficient quantities to turn a good profit. There is always a 
 good demand. Prices and other information will be furnished 
 upon request. 
 
 DRESSING POULTRY FOR THE MARKET.— Don't 
 figure on shipping dressed poultry only at special seasons 
 of the year ; you are going to be the loser if you do. Poultry 
 can, however, at certain seasons of the year be dressed at a 
 profit, and we give you a few simple suggestions as to prep- 
 aration for the market : Hang bird up by the feet, break the 
 neck by bending straight back over the first finger ; take large 
 pocket knife and stick through under side of neck just back 
 of the head. Let hang until there is no question about their 
 being dead. Scald in water that has been heated to almost 
 the boiling point, dipping three times in this water. Pick 
 quickly, being careful not to break the skin. When picked, 
 re-dip in the same water about fifteen seconds. This will 
 plump them up and a much better appearance is the result. 
 Next, place in a tub of cold water until thoroughly cooled out, 
 then put them on a board so that they will dry thoroughly. 
 When dried sufficiently, they are ready to be packed in bar- 
 rels or boxes. Place a layer of paper between each. Weigh 
 box before you put the poultry in, then after the shipment is 
 

 36 Mow to Market Farm Products for Profit 
 
 ready, count the fowls also. Just under the cover of the box 
 or barrel, place a slip showing how many pounds there are, 
 gross, tare and net, and how many head. Don't do one thing 
 in dressing but to take the feathers off. Handle the poultry 
 carefully, making the packages look neat and tidy. 
 
 If You Must Sell Veal Calves 
 
 XJST A WORD ON THE SIDE.— If we could tell you 
 the number of calves that are killed each year and 
 sold for veal, you would be surprised. It is a fact 
 generally known and very seldom denied, that the 
 farmers of this country are not only depleting their farms 
 but losing money every year by selling their calves for veal. 
 Many people are asking for a law which will prevent the 
 killing of calves under one year of age. The suggestion 
 of such a law seems absurd, and yet, unless something is 
 done to stop the wholesale slaughter of young animals, such 
 a law may be necessary. You had better think over the 
 proposition very thoroughly before deciding to kill and 
 ship your veal calf. 
 
 PREPARING FOR MARKET.— If the killing is to be 
 done in the summer months, when the weather is naturally 
 hot or muggy, you should invariably use the evening hours 
 to kiU. At this time of day the weather is the coolest, and 
 therefore the most favorable. Knock down with a hammer 
 or axe, by a sharp blow just a little above the center of the 
 eyes. Turn the head bottom or throat side up, cut throat 
 crosswise deep enough so that the blood comes very freely — 
 don't be afraid of cutting too deeply, just so the skin holds 
 together on top is all you need to look out for. When thor- 
 oughly bled, start to skin, taking the back legs first. Run 
 the point of your knife up the back side of the leg as far as 
 the knee or gambrel joint (first joint), skin out the leg so 
 that it can be cut off at this joint (first joint) — do not skin 
 
If You Must Sell Veal Calves 37 
 
 any farther than necessary to cut off. When both legs are 
 so fixed, take the point of your knife and stick through 
 just above the hock joint; make incision just large enough 
 for your gambrel stick to go through. The old way is to 
 skin over the joint, in which case the skin is left loose and 
 makes a good place for flies to blow. Leave the loose skin 
 hanging ; do not tie up any loose skin anywhere on the veal. 
 Skin out the front legs to the knee joints, cutting them off; 
 skin out the head, cutting off at first neck joint. You are 
 now ready to hang up. Remove all the entrails excepting 
 the kidneys— liver, lights and heart should be taken out. The 
 carcass should be opened up the entire length. Be careful 
 in splitting the hip and also the breast that you are ex- 
 actly in the center. The entrails now being all out, start 
 at once to wipe out the carcass with a clean, dry cloth — do 
 not use any water. When thoroughly wiped out, the carcass 
 needs nothing more. Let the carcass hang over night, so 
 that it will be thoroughly cooled before being shipped. Get 
 the animal heat out before you attempt to move the carcass ; 
 if handled before, it will almost surely sour. Remember 
 this. 
 
 PREPARING FOR SHIPMENT.— Your veal has hung 
 over night and is now ready for shipment. Don't sew it up 
 — don't tie it up in a sack — don't do a thing to keep the air 
 away from it. Between the hips place some coarse brown 
 paper — the division in an egg case is the best — ^this acts as 
 an absorber, and does absorb all the moisture that natur- 
 ally accumulates, and leaves the meat dry and fresh when 
 it arrives. This sweating, and confinement of the same, is 
 what does the damage, by causing the meat to sour. By 
 keeping the meat dry, it will last a long time. Tie the legs 
 together so that the paper or card-board will stay in place ; 
 tie the front legs together also; this does not exclude the 
 air, but does protect the carcass against dirt. 
 
38 How to Market Farm Products for Profit 
 
 MAKING THE SHIPMENT.— After the veal is ready 
 for shipment, weigh it so that you know what the actual 
 weight is when it leaves your place. Don't guess at it on 
 the start, or wonder at the weight on receiving returns. You 
 must have the weight in order to send us an invoice of the 
 shipment, and this we must have. We insist on it. Give 
 the agent the weight; he will make out an express receipt 
 for you, which you should retain or send along with your 
 invoice on the shipment — the latter is really the proper 
 thing to do. We then have a complete record of the tran- 
 saction as made with the carriers. Have your express re- 
 ceipt read: **With liver,*' then if some one steals it, or it 
 is lost, we have a chance for a claim and a good support in 
 the way of your receipt. 
 
 Dressed Pork 
 
 HRESSING. — Practically every farmer is able to dress 
 hogs ready for any market. It is a fact that many 
 of the shipments received from farmers are in bet- 
 ter shape than those sent out by experts in the 
 larger slaughter houses. The farmer takes more pains in 
 scalding and removing the hair, and therefore their ship- 
 ments of pork usually bring top-notch prices. 
 
 SHIPPING DIRECT.— Through the regular shipping 
 months of the winter, there is no reason why the average 
 farmer cannot prepare and ship his pork to this or any 
 other market and make money in the transaction. It is not 
 advisable to ship pork, even in a refrigerator car, during 
 the summer months. We would advise you to consider local 
 conditions very carefully before making your shipments. 
 We have found many instances where the local marketmen 
 have tried to break the price, and that pork was selling at 
 ridiculously low prices in the smaller towns, and at the 
 same time bringing a top-notch price in the city. This is a 
 
Shipping Dressed Pork and Mutton 39 
 
 time when the Central Clearing House can do you the most 
 good. See that your dressed hogs are in nice shape, and get 
 them in a good, clean car, if possible. It is expensive to 
 do the carcass up in sheeting, but when this is done, there 
 is no question as to the appearance of the shipment when 
 it reaches the market. 
 
 Any other information desired with reference to this 
 commodity will be cheerfully furnished. 
 
 Dressed Sheep 
 
 HUE, EXPERIENCE. — Our experience does not prove 
 that shipments of dressed sheep cannot be made in 
 a satisfactory manner, especially on basis of prep- 
 aration. The main trouble seems in getting the pelt 
 off without tearing the meat. Here are a few general sug- 
 gestions in the way of dressing: 
 
 PREPARING FOR MARKET.— Bleed by inserting 
 knife just behind ear and through neck. After thoroughly 
 bled, start on front feet, cutting skin down legs to neck; 
 cut front legs off at first joint, below knee, after which you 
 will have point on breast from which you can strip skin 
 about ten inches back. Then start on hind legs; cut skin 
 down back of legs to tail; cut legs off at first joint above 
 hoofs; now raise skin at point where leg incisions meet; 
 then tie legs together and hang carcass. Now cut skin from 
 hind legs to neck, and after loosening skin with knife from 
 two to four inches, same can be easily removed with your 
 fists. Use care not to tear meat. Wash carcass well before 
 opening. Insert knife in rectum, cutting same loose; open 
 carcass and remove all entrails except kidneys; wash well 
 inside. After thoroughly cooled off, wrap nicely with paper, 
 then in burlap or factory, which should be sewed carefully 
 to prevent meat getting soiled, and ship by express. 
 
40 Sow to Market Farm Products for Profit 
 
 Lambs Should Be Nicely Dressed 
 
 HFEW POINTERS.— The general dressing is the 
 same as for sheep, the differing feature is that the 
 lambs should be "back-set;" feet left on; also skin 
 about one-half way up to knee joint. When skin- 
 ned and carefully dressed, as far as is done with sheep, the 
 feature of back-setting is started: Suppose the lamb is 
 hanging by back feet on a hook with back to you; take an 
 ordinary stick %-inch through, pine, sharpened; take this 
 stick in your right hand, sticking the point through the 
 edge of the flank piece, up by the first rib ; now take the 
 stick in your left hand, run it diagonally across the back 
 of the lamb to a point in the flank as low or as close to the 
 ham as possible; stick through the edge at this point the 
 same as at the point at the rib. Take another stick of the 
 same length and do the very same on the opposite side. Now 
 take some skivers or small sharp sticks and fasten the thin 
 fatty coating or lining over this surface. When cooled 
 thoroughly, this will have a mottled appearance and make 
 the carcass look (in the eyes of the butcher) artistic. The 
 trouble now is to get the same to market without getting 
 these fixings torn and out of condition generally. It is 
 really quite impossible to get them through in good shape; 
 sometimes they will have only the covering out of place or 
 torn badly— this really does not do any particular damage, 
 except to the appearance. Wrap the same as sheep. 
 
 Live Stock in Carloads 
 
 BHE LOCAL BUYER. — ^In these days of organization, 
 the local drovers of a given community are very 
 likely to get their heads together in order to 
 manipulate prices. The average farmer has but a 
 few head of live stock ready at a given time for the market, 
 therefore he is absolutely dependent upon the local drover 
 
Suggestions Regarding Shipments 41 
 
 when it comes to the naming of prices. He cannot reach 
 the distant market unless he ships a carload, and this is 
 practically impossible for the individual. Not so, however, 
 with the members of the Gleaner organization, who are in 
 a position to get together and ship their live stock in car- 
 loads. We are in a position to help you out in that direc- 
 tion, and would suggest that you write us for full informa- 
 tion with reference to carlots and mixed carlots of live 
 stock. Very often a mixed carlot will bring a top-notch 
 price, if we can get in close touch with the shippers. This is 
 a feature that can be very nicely worked out, if those united 
 with our organization will get together. Whatever profit 
 has been going to the drovers and commission men in your 
 vicinity can be turned into the farmers' pockets. 
 
 Making Express Shipments 
 Vf yIT IS very important that you prepare your shipments 
 ^I along the lines of the suggestions contained herein. 
 ggg^ Always consider the weight and the strength of the 
 package to be used. Don't use a package of exces- 
 sive weight, but be sure that it is strong enough to safely 
 carry whatever you have to ship. Now take your shipment 
 to the express office, and remember to get the special rate 
 on certain farm products. Weigh your shipment, and have 
 the express agent give you an express receipt. He is re- 
 quired to give you a copy, which you should send to us with 
 your shipment. If you do this, then we can immediately 
 trace the shipment; otherwise it might go astray and be 
 hard to locate. 
 
 Let Charges Follow 
 IN MAKING shipments by express, let the express 
 I charges follow, otherwise you are liable to get into 
 I trouble. For some reason, the express companies 
 don't seem to be able to inaugurate a system 
 
 I 
 
42 Sow to Market Farm Products for Prop; 
 
 through which errors may be avoided, and the government 
 records show that thousands of dollars are paid to the ex- 
 press companies through the payment of double charges; 
 that is to say, both the receiver and the shipper pay the 
 charges. If you let the charges follow, the cost of the ex- 
 press is taken out of your remittance. 
 
 Local Freight Shipments 
 gfyiN PREPARING shipments to go by freight, use 
 SI* every precaution to have things in good shape. Re- 
 9^^ member, the shipment is liable to be roughly hand- 
 led in being transferred from one car to another, 
 and it is quite difficult to get damages from the railroad 
 company, without delay. If you are shipping in bags, be 
 sure to see that they are tied up carefully, as it is an easy 
 thing for bag strings to become untied. Tag every bag, and 
 write the name and address plainly. Remember your name 
 and address, as well as ours, should appear on the package. 
 If you are shipping boxes or barrels, have them in good 
 shape, and be sure that the tags are put on so that they 
 cannot come off. Have your freight agent make out a ship- 
 ping bill, and send us a copy for your protection. Remem- 
 ber, the agent is in the employ of the railroad company, and 
 as the railroads are common carriers, the agent is a servant 
 of the people. If he does not give you courteous treatment, 
 and help you out in making shipments, we shall be very glad 
 indeed, to take the matter up direct with the officials of the 
 company for you. 
 
 Send An Invoice With Your Shipment 
 
 HLWAYS send an invoice covering the shipments you 
 are making, and on that invoice state just what you 
 are sending — ^the quality and quanity, number of 
 packages, pounds, etc. In fact, give every feature 
 concerning this particular shipment. Remember, the more 
 
How to Ship 43 
 
 attention is given to details at your end of the line, the 
 easier it is for us to handle your shipment and give you 
 prompt returns. 
 
 All business, in the final analysis, is made up of a multi- 
 tude of details. In the handling of farm products, always 
 two, and many times three or four persons have a hand in 
 the transaction ; therefore it is quite necessary that detailed 
 information be in the possession of the shipper and the re- 
 ceiver. Oftimes we think it unnecessary to explain little de- 
 tails with reference to a shipment, or to keep a record of 
 some of the minor details of the transaction. Such is the 
 case provided the shipment goes through in the regular way, 
 but there are many chances to take — delays i^ transit, 
 wrong consignment, damages, errors in delivery, etc. When 
 these mistakes occur, it is quite impossible to trace the ship- 
 ment, to recover the proper damages, or to locate the real 
 cause of the trouble without just such details as we have 
 suggested in the previous pages. Possibly you may feel that 
 the details are so numerous that it hardly pays you to make 
 your shipment direct. Remember, Brother, that if there is 
 a business end to farming, that business should be con- 
 ducted just as carefully and thoroughly as the business of 
 the manufacturing institution in your near-by village. In 
 making the first shipment, the whole plan has to be learned, 
 and many times vexing circumstances will arise which will 
 discourage direct shipments, and to this very fact can be 
 attributed the success of the local dealer, who attends to 
 the details and pockets the profits gained through the tran- 
 saction. Marketing the products of your farm is an essen- 
 tial function of profitable and successful farming; you can't 
 get around it, and you shouldn^t try to. 
 
44 Sow to Market Farm Products for Profit 
 
 Our First Journey to the Market Place 
 
 HUR FIRST JOURNEY to the market place was be- 
 set with many difficulties. But we came down the 
 broad highway, straight as an arrow, to the con- 
 sumers ' market. True many obstructions were placed 
 in our paths; but let us remember that we have absented 
 ourselves so long from the market place that our presence 
 there is unlooked for, and a horde of middlemen — of our own 
 making — are there, firmly established, and quite unwilling 
 to return to the farmer that part of the business which they 
 now claim by the right of possession. Doubtless you have 
 noticed that at each turn in the road we have passed the 
 sign-board which pointed to the highway which leads to or- 
 ganization and co-operation. Try as best we can no other 
 road will so easily carry our loads; no other avenue leads 
 directly to the consumers ' market. True, as has been shown 
 by the actual results obtained, the individual can get within 
 the city gates, but he meets organized opposition at the 
 market place — and the one effectual weapon against organ- 
 ized greed is organization. 
 
 Many farmers hesitate in making direct shipments be- 
 cause of the difficulties and the chances of loss. And yet 
 these same farmers take the products of theil* farms year 
 after year to the local buyer, who makes his shipments 
 direct to the same markets which the farmer might have 
 reached direct. True, you do take a chance in making 
 direct shipments. No business can be conducted without the 
 element of chance is taken into consideration. My farmer 
 friend, your's is a business in which chance figures con- 
 stantly. The excessive rains, the drouth, the late and early 
 frosts, poor seed, poor catch — from springtime until your 
 products are dumped into the middleman's hopper — ^you are 
 dealing with chance. 
 
Our First Journey to the Marhet Place 45 
 
 You are not always successful with your crops. Certain 
 years your profits are large; other years you figure but a 
 living wage. In considering the question of handling the 
 business end of your business, you must take into considera- 
 tion the fact that taking year after year, the local elevator 
 man makes a good, clean, satisfactory profit. And, remem- 
 ber ,too, that before he can make a profit he has to not only 
 make his own living, but must pay his help, his taxes, his 
 insurance, his freight — all of the expenses of operation. 
 Every dollar that he makes above the actual expense of 
 operation belongs to yourself and your neighbor. The ele- 
 vator man performs no service for you that yourself and 
 your neighbors could not perform for themselves. The ele- 
 vator man does not take your raw material and make it up 
 into a manufactured product ready for the retail trade. 
 
 The elevator man, the local produce dealer, simply 
 handle your products. You dump your wheat into the hop- 
 per; it is weighed and elevated into the bins. There it re- 
 mains until it can be sold at a profit, and then the spout is 
 attached and it runs into the ear. When filled the car is 
 shipped to the distant market, and arrives there in the same 
 condition as when dumped into the hopper from your wagon. 
 True, with some commodities, the elevator man puts on the 
 finishing touches; picks the beans, screens the wheat, or 
 sorts the potatoes, but when this is done it is for the purpose 
 of securing better prices, and the preparation does not in- 
 volve a single operation that can not be performed by the 
 unskilled. 
 
 The business farmer bravely faces the problems of to- 
 day. With the returning dawn, he buckles on his armor, 
 and presses on. The difficulties disappear, as he comes 
 nearer and he finds that after all, it is but a problem of 
 "working together,'' of ''uniting for the common good" 
 
46 
 
 How to Market Farm Products for Profit 
 
 that he has to solve. I make the prediction that the farmers 
 of 1920 will look back with amazement upon the business 
 methods in vogue on the American farms of today. They 
 will wonder that you and I, struggled to raise greater 
 crops, fought, worked and prayed for the solution of a prob- 
 lem — when its solution awaited us at our neighbor's door. 
 This little work is far from complete, yet lays the individual 
 foot stones leading away from present market conditions. 
 For the final solution, for the complete volume, we must 
 await the coming of that day which is fast approaching, 
 when the farmers of the nation shall catch step, and march 
 forward under the banner: *'Each for All, and All for 
 Each.'' 
 
Farm is Your Factory 47 
 
 PART II. 
 
 Your Farm is Your Factory— Caring for 
 the Sales End of the Business 
 
 HE FARM IS A FACTORY. Let's get a little 
 nearer home : Your farm is your factory. From 
 the annual output of that factory, you must 
 figure a sufficient revenue to care for the cost 
 of labor, a reasonable interest on your invest- 
 ment, the over-head expense, the wear and tear on your 
 investment in farm machinery, and sufficient profit to pro- 
 vide your family with the necessities, and at least some of 
 the luxuries of life. You are in the manfuacturitig business 
 just as surely as are Johnson & Brown, the wagon and car- 
 riage manufacturers. 
 
 They have money invested in a manufacturing plant — so 
 have you. They have money invested in machinery, useful 
 only in the manufacture of wagons and carriages ; you have 
 money invested in machinery useful only in carrying on the 
 business of farming. They employ labor in their factory; 
 you employ labor upon the farm. They have what they call 
 over-head expense, which includes a sum sufficient to cover 
 taxes, insurance and all incidentials, such as losses through 
 bad accounts, etc. You have taxes and insurance and losses 
 through unfavorable weather conditions, poor seed, etc. 
 
 Thus you will notice that the same elements of expense 
 which must be carefully figured and cared for by the suc- 
 cessful manufacturer, must be as carefully figured and con- 
 sidered by the successful business farmer. And the success- 
 ful manufacturer figures these elements of expense very 
 carefully, arrives at his totals, and then adds a reasonable 
 (we hope) profit for himself and his company, and cares 
 
48 How to Market Farm Products for Profit 
 
 for the aggregate total annual items by spreading the entire 
 budget over the annual output of his factory. Every wagon 
 every buggy, every automobile, every stove — everything 
 manufactured must carry in the wholesale price, a sufficient 
 sum to cover the cost of raw material, labor, overhead, wear 
 and tear — its proportionate share of every item of expense 
 of every name and nature. 
 
 Otherwise, how could the manufacturer arrive at the 
 wholesale price for the products of his factory? Thousands 
 of idle factories bear mute testimony to the fact that men 
 have tried to manufacture a product without takitig these 
 important elements into consideration. You will note that 
 I have referred only to the wholesale price, the price that 
 the manufacturer receives. The retail price is a horse of 
 another color. Before we get to the consumer's or retail 
 price, we must add the cost of transportation, the retailer's 
 profit, his overhead expense, etc., to the wholesale price. 
 But we are not figuring on your reaching the consumer 
 ditect — ^not yet; we are going to journey right along with 
 the manufacture as far as we can. 
 
 But right here do our paths divide. The business far- 
 mer takes all of these elements of expense into considera- 
 tion. He knows what every bushel of wheat, oats or corn ; 
 every pound of butter, beef, pork — everytMng manufac- 
 tured in or on the farm factory, has cost him. He also 
 knows what the wholesale price should be in order to carry 
 these elements of cost, and when the finished product is 
 ready for the market, he adds all of these items of expense, 
 then figures a reasonable profit, because as a manufacturer 
 he is entitled to the first profit, and places his products 
 upon the market at a price commensurate with the labor 
 and expense involved. 
 
 Not he ! He has nothing whatever to say regarding the 
 
How the Manufacturer Arrives at a Profit 49 
 
 price he shall receive for the products from his farm fac- 
 tory. He has been instrumental in manufacturing a few 
 hundred bushels of grain or potatoes ; perhaps a car of some 
 given commodity, usually less, which he takes to the local 
 market and asks the buyer, **What is wheat, oats or pork 
 worth today?" The question of cost is not for a moment 
 considered; the only question asked is, '^What will you 
 pay?" And if the price is not satisfatcory, the farmer has 
 the privilege of drawing his manufactured article back to 
 the factory to watch the fluctuations in the tide of prices 
 which ebb and flow at the command of the horde of gam- 
 blers who deal in futures. 
 
 The farmer should have — must have today — ^the benefit 
 of the "supply and demand" prices of the world. Let's not 
 throw brick-bats at the local farm produce dealer. He is 
 handling the business end of the farmer's business simply 
 because the farmer has neglected or refused to handle the 
 business end of his own business. Naturally, what we ne- 
 glect to do, others will do — if there is money in it. So the 
 local elevator men have organized ; the local produce dealers 
 have a '* gentlemen's agreement" and UNPROFITABLE 
 COMPETITION has been done away with. Not a half- 
 dozen dealers bidding for the manufactured products of the 
 farm — just one or two, or three, and a good understanding 
 guarantees a profitable business. 
 
 But what of that farm factory and its products? Simply 
 a game of chance, with every element of business removed. 
 Is it any wonder that the boys are leaving the farm, and 
 farmers with business ability are striving to get into a busi- 
 ness where they can at least be sure of a living wage for the 
 labor and service they perform ? Naturally we are all land 
 animals, and traders by instinct. Business is an American 
 
50 How to Market Farm Products for Profit 
 
 game, played to the limit in nearly all lines. Men like 
 barter and exchange — they like to do business. But under 
 present conditions, the American farmer is entirely barred 
 from this game. Perhaps he might be satisfied with a handi- 
 cap, but he can't see any reason why he should be barred 
 entirely. 
 
 You ask me why the "Gleaner" plan does not include 
 purchasing general merchandise. My answer is that tens 
 of thousands of local dealers who are handling general mer- 
 chandise are obliged to meet the same changed trade con- 
 ditions as confront you. Through organization, great de- 
 partment stores have been established. Under one roof al- 
 most every need of mankind may be supplied. By handling 
 a greater volume of business, a saving is effected, and the 
 price to be charged by the little dealer must conform to that 
 established by the greater organizations. Even a more po-' 
 tent factor in keeping the profits of the average small 
 dealer within circumscribed limits, is the fact that there have 
 grown up in this country the greatest mail order houses in 
 the world. Today, through the assistance of Uncle Sam, 
 the farmer living in the most remote part of the United 
 States has upon his table a complete merchandising catalog. 
 Within the covers of that catalog will be found illustrations 
 and descriptions of everything he may need indoors and 
 out. Prices are quoted; everything is arranged to make it 
 easy for him to send his order. He can reach to their shelves 
 if he desires, through Uncle Sam, and soon become the 
 possessor of anything he may need at prices figured upon a 
 basis of the volume of business handled. 
 
 So long as these great mail order houses are doing busi- 
 ness they wield the "big stick' and there is no possibility 
 of the local dealers getting their heads together and boost- 
 ing prices. The local dealer pays taxes for the support of 
 the village, county and state government, he erects build- 
 
A Word About the ^'Gleaner" Plans 51 
 
 ings, improves the market place, and thus in a measure 
 enhances the value of every farm in the community. The 
 little village as a market place is an American institution 
 which must survive, and the ''Gleaner" plan in no way in- 
 terferes with the growth and stability of the rural village. 
 The ''Gleaner" plan seeks to handle the farmer's business 
 only, and thus presents an equitable proposition that will be 
 a factor in the future stability of the farming community. 
 If every farm elevator in this country were owned by the 
 farmers, and every local produce buyer were a farmer hand- 
 ling produce for the farmers, the local market, the little vil- 
 lage, the manufacturer and the dealers of the great cities 
 would be beneficiaries, in a measure, of this equitable system 
 of handling the business of agriculture which would bring 
 to the farmer the profits that have heretofore accrued to a 
 horde of middlemen, who are not producers — merely drones 
 in the hive of industry. 
 
 The problem which confronts us, then, is the sales end 
 of the farm factory. Not a great problem to solve if the 
 farmer once recognizes the importance of caring for the 
 business end of his factory. It is with no slight degree of 
 pride that I present for the consideration of the progressive 
 business farmers, the "Gleaner" plan of handling the out- 
 put of the farm factory. We are no longer obliged to sug- 
 gest to the farmer what he should do, but we are in a po- 
 sition to tell him what we can do for him. Three different 
 propositions are presented for your consideration: First, 
 the "Gleaner Farmers' Elevator," which requires organiza- 
 tion, co-operation and a reasonable investment. Second, 
 "The Local Gleaner Clearing House." This plan suggests 
 voluntary organization, through which joint sales from 
 many farm factories may be cared for. Third, "Individual 
 sales from the individual factories, all through a central or- 
 ganized sales agency." 
 
52 How to Market Farm Products for Profit 
 
 The Gleaner Farmers' EHevator 
 
 EVEN elevator owners acknowledge that the farmers 
 should own the local elevator. There is no reason 
 why the farmers of any given community should be 
 obliged to deliver their produce to the elevator 
 situated in the nearby town, and turn the same over to a 
 second or third party, who can perform no service for the 
 producer that he cannot economically and satisfactorily per- 
 form for himself. This is a part of the farmer's business, and 
 the most important part. The Farmers' Elevator performs 
 a double function: In the first place, the manager of the 
 elevator becomes the farmers' hired man. As manager of the 
 elevator, he is, or should be, closely in touch with market 
 conditions throughout the country, and therefore able to give 
 the stockholders of the elevator reliable information as to 
 general market situation. Under present conditions, the 
 farmer is obliged to depend upon the "made-in-advance" 
 market reports which are sent broadcast by the buyers them- 
 selves, and while such reports may in certain cases reflect 
 conditions, it is not to be expected that the buyers at terminal 
 points are going to quote prices or explain conditions that 
 will work to their disadvantage. Second, every cent of profit 
 that is realized from the first handling of the produce of the 
 farm goes into the pockets of the farmers, where it rightfully 
 belongs. It is a well-established business rule that the first 
 profit, by every right, belongs to the producer. The 
 ** Gleaner" plan provides for the organization of elevator 
 companies along co-operative lines. Any plan of organiza- 
 tion that provides for the distribution of profits on the basis 
 of the amount of stock held, cannot be considered a co-opera- 
 tive enterprise; therefore, Gleaner elevators divide the 
 profits, above a certain interest rate to stockholders, accord- 
 ing to the amount of business done through the elevator. 
 
The Central Clearing House S3 
 
 Applications for Stock, Articles of Incorporation, By-Laws, 
 and full information as to the organization of Elevators will 
 be furnished upon application. 
 
 The Central Clearing House 
 
 BHE CENTRAL Gleaner Clearing House Association 
 not only provides a system of handling the business 
 of a local elevator, furnishing blank forms, books, 
 etc., but lends a greater service by performing the 
 functions of a brokerage office in the interest of all associated 
 enterprises. The Central Clearing House, being operated 
 on co-operative lines, merely exacts a sufficient percentage of 
 all sales to pay expenses, and therefore the profits that acrue 
 go direct to the local elevator, where a division is made, and 
 the profits reach the pockets of the individual producers. In 
 order that you may understand clearly the necessity for a 
 Central Clearing House, and the manner in which the busi- 
 ness is cared for through this central organization, we will 
 present for your consideration a few facsimiles of transac- 
 tions that have actually taken place through the Clearing 
 House during the last few months. 
 
 The manager of a local Gleaner Elevator Company is 
 expected to keep the Central Clearing House in touch with 
 its local operation. The Central Clearing House is informed 
 as to the quantity, quality and price paid in connection 
 with the different commodities on hand and for sale. With 
 this information, the management of the Central Clearing 
 House, which is at all times in touch with the leading 
 market centers, through its own representatives, endeavors 
 to find the best possible market for such commodities as are 
 offered for sale. When a wire is received, asking for prices 
 on a certain number of cars of any given commodity, the 
 management of the Central Clearing House knows immedi- 
 ately where he can supply this particular demand, and 
 
54 
 
 How to Market Farm Products for Profit 
 
 wires prices to the local association. If the price offered is 
 satisfactory, an acceptance is immediately filed, and the deal 
 closed. A few practical illustrations follow: 
 
 S^ ooepjjcra. /wrco., Y r ^ .. . mJZ^ 
 Sou to S^a,*<:^gA/ <^ Lt*^ 
 
 Sitpi^l Mick 
 
 Hay* Grain* Beana, Apples, 
 Patatoes, Eic 
 
 '^C 
 
 (SMfi^^ 
 
 OeSCRIPTION OF GOODS 
 
 4^ /%?- 
 
 
 ^)[^J^^i^Ja^ 
 
 ,u^^^ 
 
 Auotnrr total 
 
 7' 
 
 '/£ 
 
 
 oc 
 
 The Gleaner Farmers' Elevator Company at Shepherd, 
 Mich., shipped to the Gleaner Clearing House Association at 
 Xenia, 0., 100 bags C. H. P. Beans, 275 Bushels. A draft 
 was at once made out for this amount, which was collected 
 at Xenia, 0., before the car of beans was turned over to the 
 purchaser. In this instance, the Central Clearing House 
 Association, having on file a report of the number of bushels 
 of beans on hand in the Gleaner Elevator at Shepherd, 
 Mich., found the sale at the price quoted ; the local elevator 
 immediately made the shipment. 
 
 The facsimile statement below gives the particulars in 
 a transaction which occurred on May 29th, through the 
 
The Central Clearing House — Practical Plan of Operation 55 
 
 same elevator company. This was a small local shipment of 
 25 bags of Red Kidney Beans, which were shipped to the 
 Gleaner Clearing House Association at Cincinnati. Both of 
 these transactions were wholly cared for by the Clearing 
 House, remittances received *and returns made to the shippers. 
 
 GJcancis & Farmers Elevator Go. 
 
 SMto 
 
 Hay. Grain* Beans. Apples, 
 Patatoes. Etc 
 
 JZT^"^;?^^^ 
 
 ^Jmr 
 
 ZS /3. 
 
 V^ 
 
 
 
 ^^M^^^'f^^ 
 
 ic 
 
 /a 
 
 So 
 
 l^oM 
 
 It is unnecessary to go into details with reference to the 
 '' Gleaner" plan of operating local elevators. It is a well 
 known fact that all of the leading elevator companies have 
 their own sales agencies. The local elevator, with but a few 
 hundred bushels of the different commodities to sell, finds it 
 quite impossible to secure a satisfactory market, where the 
 central association, with an unlimited supply at its command, 
 can readily find sales, at much higher prices. It will pay the 
 farmers of any community to establish a local Gleaner Co- 
 operative Elevator, to the end that they may be placed in a 
 position where they can care for the business end of their 
 very important business. 
 
56 Sow to Market Farm Products for Profit 
 
 Local Gleaner Clearing Houses 
 
 HHILE the cost of a suitable elevator ranges all the 
 way from $7,000.00 to $30,000.00, it has been possible 
 for the farmers of many communities to organize 
 local Gleaner Clearing House Associations, and con- 
 duct their business very satisfactorily, at an actual outlay of 
 less than $1,000.00. This plan provides for the erection of 
 a local Clearing House, or Warehouse, on a convenient rail- 
 road siding, in any town or community. The warehouse 
 should be large enough to hold several cars of hay, potatoes, 
 etc. If located in a bean-growing community, it should by 
 all means be equipped with a bean-picker and polisher. 
 While the Elevator is supposed to be open and doing business 
 all the year round, the Clearing House can be operated by 
 one of the farmers, who is expected to be on duty only when 
 shipments are received or made. 
 
 The facsimile of an original freight bill which appears 
 below, shows that the Gleaner Produce Company, of Wyman, 
 Mich., shipped on May 17th, 1912, 44,190 pounds of bulk 
 potatoes, to the Gleaner Clearing House Association at Pitts- 
 burgh, Pa. The manner of caring for this shipment through 
 the Clearing House Association is identically the same as 
 through a local Elevator : Shipments are made direct, handled 
 by the Central Clearing House representatives, and remit- 
 tance made to the Central Clearing House, where a statement 
 of the entire transaction is made and a draft immediately 
 forwarded to the local Clearing House Association. 
 
 It is well to remember that if a local Clearing House 
 Association is properly constructed, the money expended will 
 prove a profitable investment, because of the fact that if an 
 Elevator is later erected, the warehouse will become a part 
 of the elevator equipment. It is usual to organize the local 
 Clearing House under the State law, the same as local ele- 
 vators, but in many cases they are merely voluntary associa- 
 
The Local Clearing House — How It Operates 
 
 57 
 
 PERE IVTAROUETTE PAlLttOAD rjOMPANY. 
 
 /-^ 
 
 (cunnnts iu«i cjiulitiun oFcunlcnts oT packs; 
 
 itf carry lu iu usixtl place o( d<;bvcr^ at said < 
 
 It ismunoIlT af rccil. as to each earner u< all wr any ol said propcR< 
 
 liaie imcCcsted m all or any oi said property, Oiat every service (o be pcrlonned hereunder shall be 
 
 or wrilteo, iterein contained (including cundinuits on back hereof) and which are agreed "^ ' 
 
 below, m aniaj^'O E'lod prder, except as nnied 
 
 marked, consigned and desiiriW as tndlcaRdj^luw, which said Company agree* 
 
 iis ruad, otherwise tu d«h>cr w anuiti<^,fafn;r un the ruale to -tald destinatioK. 
 
 any poniun ul said naat«tu destinatiocv and as to earli party at any 
 
 " Ik Mihtrci to all- the cotKlItions, whether prinlcd* 
 
 shipper and accepted (oi hiitisell and his assigns. 
 
 The Mirrender of this OriKlnf I ORDER BUI of Lading properly Indoraed 
 ropeny. Inspection of property covered by this bill of lading will not be permitted 
 indorsed on tbis original bill of iadlng or given iii writing by the shipper 
 
 The Rate of Freight from _ _ 
 
 OESCRIPTIOI OF imieiES UO SPECIU HMIS 
 
 O^^^/^ 
 
 WE16HI uiss 81 
 
 (tullwi » Cwnellei) liri 
 
 If charges are to be 
 prepaid, writie. or stamp 
 here, "To ke PVeoaid." 
 
 Received S . — > 
 
 to apply in prepajrineat 
 of the charges on the 
 property 4 escribe A 
 aereoa. 
 
 ^^S^ 
 
 tions, and it is needless to say that they are accomplishing 
 a great good, and aiding the farmer in solving his greatest 
 problem. 
 
58 
 
 Eow to Market Farm Products for Profit 
 
 m 
 
 Dealing With the Individual 
 
 E have placed the Gleaner Elevator first, because that 
 is the ideal plan of handling the farmers' business 
 ^ in any given community. Through this plan every 
 feature of his business can be satisfactorily and prop- 
 eared for. Second in importance, we place the local 
 l^^gjvi^oiJgn^ PAiLROAD roMPAyoT- 
 
 erly 
 
 STRAIGHT BILL OF LADING— ORIGINAL— NOT NEGOTIABLE. 
 
 . . . , - on its road, otherwise to deliver to another carrier on the route . 
 
 uumutnally wreed, as to eachcarner of allorany of said property overall or any portion of said route to destination, and as to each pany at any 
 
 " ' ' ~estM mill or any of said property, that every service to be performed hereunder shall be subject to all the conditions, whether printed 
 
 , herein contained (including conditions on back hereof) and which are agreed to by the shipper and accepted for bimself and his assigns. 
 
 The BaU) of Freight 
 
 .it in Cents per 100 Lbs. 
 
 IF Rula te IF «■!« 28 IF 4lli CIlM IF Stli Clatl IF aili Class 
 
 ~j^ j^^ "^ ~ <Ujil^dd[^-N*l Idi parpoBcytfrDcntfrr.l \^ 
 
 " * ■ ^ —State of ^^ld=r2!£jity of 
 
 -Car Initial ^ A^lj r.. No. ^^/ ^ 
 
 Consigned 
 Dicstination, 
 
 /t 
 
 OEnniPiioi ofmucles aid skciil ruu 
 
 (S'&T^d^t^^^ucJ^ (U/O^d^M'^-eC. 
 
 ^x^^ 
 
 ^.^._^/S^r 
 
 S 
 
 O O 
 
 Per5W 
 
 If charges are to be 
 vepaid, write or ttamp 
 acre, "T« be Prepaid." 
 
 Received $- 
 
 to apply in prepayment 
 of the charges on the 
 property described 
 hereon. 
 
 (The •Isastare Sera -ackDowledset 
 
 Charges Advanced: 
 
 </^ ; A^^^^ - 
 
How the Clearing House Helps 
 
 59 
 
 Gleaner Clearing House, because through this the farmers 
 can carry on their operations advantageously and thus effect 
 a material saving in the cost of making individual shipments. 
 However, the needs of the individual have been cared for, 
 and through the ''Gleaner" plan we can protect the interests 
 of the individual farmer. 
 
 The above facsimile of an original freight bill shows 
 that on June 14th, 1912, John A. Stake, of Wheeler, Mich., 
 shipped by the way of the Pere Marquette Railroad, a car-lot 
 of sheep, these being consigned to the Clearing House Asso- 
 siation at Detroit. When this shipment arrived in Detroit, 
 it was immediately cared for by a personal representative of 
 the Gleaner Clearing House Association. The sheep were 
 sold and returns made to this individual shipper. 
 
 The statement below, a facsimile of the one sent to Mr. 
 Stake, shows every phase of the transaction. You will note 
 that he received in payment the Gleaner Clearing House 
 
 (Sltwatx tiU^aring I$01ij9( AfiBnnatiatt 
 
 RECEIVERS OF FARM PRODUCE 
 
 Spfeialitiaf ia Cw Lot* of 
 
 HAY -^ GRAIN — POTATOES 
 
 LoeNo.j2-„ffl5L^?^ Afbor-„ 
 Sold for se^uBt sad risk of .. 
 Received./_.//X/„.,..'«.iift-ZiK..,!5i^ Addreii 
 
 DISTRIBUTORS OF 
 
 Coal. Fertilizer. Paris Gicen, Flour, Seed. 
 
 C«»ient. Binder Twine. Feed. Oil. 
 
 Shelled Com. Etc 
 
 ^^X9x2 
 
60 Eow to Market Farm Products for Profit 
 
 check No. 3189, for $210.03. Here you have a very simple 
 transaction, which connects the individual shipper with the 
 Central Clearing House, and shows how easily such transac- 
 tions can be cared for. /o y 
 
 'DdTiO. Mkk..L^^^^^. .4 191 fl2 
 
 Gleaner Clearing Houiid^ssociation 
 
 • HIPPtO TO 
 
 Gleaner Clearing He 
 
 BLQuetL Association. /^"^ 
 
 We aim to place the individual shipper in a position 
 where he can use his own best judgment as to the market in 
 which he wishes to dispose of his products. Weekly market 
 reports, that are absolutely correct, made and secured from 
 inside information as to the supply and demand, are sent to 
 all Gleaners. If the local dealers get their heads together 
 and will not pay what a certain commodity is worth, the 
 Clearing House Association stands by ready to act as a 
 medium through which the individual can reach a market 
 where the price is satisfactory. 
 
 tMroU, Mick. 
 
 JZJ> l9lZ 
 
 Gleaner Clearing House Association 
 
 NATOSB OP SHIPMBMT 
 
 ~. ou«««^— -X A.T?r..- J 
 
 Wei 
 
 Gleaner Clearing Honse^ Assoeiation/ 
 
 lons^Assoeiahon^ yjf ^j 
 
Practical Illustration of Transactions 61 
 
 On June 6th, 1912, Arthur Winfield, of Sault Ste. Marie, 
 not being satisfied with the local market, shipped to the 
 Gleaner Clearing House Association at Pittsburgh, Pa., 
 24,560 tons of hay, and you will find, by tracing this ship- 
 ment through, that the sale was made and a remittance sent 
 direct to Mr. Winfield, at a price above that offered in the 
 local market. 
 
 A different phase of the situation is shown in the trans- 
 actions which follow, which were taken from actual records 
 of the Clearing House Association: Wyatt E. Brown, of 
 Mt. Pleasant, Mich., shipped 25 bags of beans to the Gleaner 
 Clearing House Association at Kingston, New York. These 
 were sold in the market, and remittance made direct to the 
 individual. This transaction, briefly stated, shows that Mr. 
 Brown was offered $2.30 per bushel for 25 bags of beans; he 
 communicated with the Clearing House and was guaranteed 
 $2.60. Shipment was made to the Gleaner Clearing House 
 Association, and the records show that he received that 
 advance over the local market for the shipment. 
 
 Gleaner Clearing House AssocS^itioii 
 
 " ~ ~ ■ jL2:U 
 
 Gleaner Clearii^ H<nim AsaoeiatioiH 
 
 The next transaction shows about the same discrepancy 
 between the price offered by the local elevator man and the 
 price that should have been paid. Mr. F. W. Town shipped 
 25 bags of No. 1 Beans to the Gleaner Clearing House Asso- 
 
62 Sow to Market Farm Products for Profit 
 
 elation at Hancock, Mich. These sold at a price which netted 
 Mr. Town better than $2.28 per bushel. 
 
 The progressive farmer of today is not satisfied with 
 suggestions or mere plans — he wants definite information. 
 He realizes that he has problems; he knows that he cannot 
 solve them as an individual, and therefore he is looking to 
 a solution of his problems through organization. A local 
 organization is a failure without a central organization, and 
 a central organization that fails in its mission to care for the 
 wants of the farmer in every line, falls far short of accom- 
 plishing all that should be accomplished. After eighteen 
 years of organization, we have reached a point where we 
 are in a position to join hands with the progressive farmers 
 of any community, and direct them to the world's best 
 markets. Knowing that organization is necessary, we strong- 
 ly advise Gleaner organizations in every community; but 
 desiring to be of assistance to farmers everywhere, our plans 
 provide assistance for the individual, until such time as he 
 may be able to unite with his brothers and solve the problem 
 of handling the business of farming. 
 
 Getting a Square Deal 
 
 HOU know that you will get a square deal through the 
 Central Clearing House. Nineteen years of continu- 
 ous service has proven the standing and reliability 
 of those in charge. Perhaps, however, you may hesi- 
 tate about shipping for fear of not getting a square deal at 
 the other end of the line. Remember, first that our repre- 
 sentatives in the market centers are square, honest thorough- 
 ly reliable and financially responsible. During our business 
 experience we have yet to record the first loss. But you 
 have another safeguard: We require the official inspection 
 of every shipment at terminals. Every transaction is straight 
 and clear ; we leave no chance for a question as to the validity 
 of any transaction. 
 
Contents 63 
 
 Contents 
 
 PREFACE , 7 
 
 A Word of Introduction from the Author. 
 
 PART I. 
 
 MARKETING THE PRODUCT OF YOUR FARM FAC- 
 TORY 11 
 
 CAR LOT SHIPMENTS OF GRAIN 12 
 
 Marketing Wheat — Securing a Car — Examine the Car 
 Carefully — Eeady to Load — Ready to Ship — Oats — Bar- 
 ley — Rye — Capacity of Cars — Look Out for Small Cars. 
 
 MARKETING HAY IN CAR LOTS 16 
 
 Size of Car to Order— Don't Waste Room— The Only 
 Secret. 
 
 REACHING THE POTATO MARKET 18 
 
 Local Shipments in Sacks — Remember the Shipping Bill 
 — A Word about Freight Charges — Shipments of Potatoes 
 in Car Lots — Read this Paragraph Carefully. 
 
 HOW TO LINE A CAR FOR SHIPPING POTATOES. . . 21 
 
 The Cost and the Profit — Look the Car over Carefully — 
 Not Difficult to Line a Car — The JN'ecessary Material — 
 Laying the Floor — Sides and Ends — Extra Precautions — 
 Arranging for Heat. 
 
 NOT ONE SHIPMENT, BUT MANY 25 
 
 A Big Expense — Don't Worry about the Cost. 
 
 BEANS— LOCAL SHIPMENTS AND CAR LOTS 26 
 
 The Finished Product — Clean Bags for Local Shipments 
 — About the Weight. 
 
 WOOL 27 
 
 Look Out for the Grade — A Little Advice — About Wool 
 Sacks. 
 
 SHIPPING PERISHABLE PRODUCTS 29 
 
 Berries — Family and Community Canneries — Vegetables 
 — Cherries — Peaches and Plums — Apples— Packing — Cold 
 Storage. 
 
64 Contents 
 
 POULTRY— BUTTER AND EGGS 32 
 
 Poultry — Handling and Preparation for Shipment — ^A 
 Few Suggestions — ^Preparing for Market — Shipping 
 Crates — Getting Eeady for Shipment — Weighing and 
 Billing — Broilers Find a Eeady Market — Dressing Poul- 
 try for the Market. 
 
 IF YOU MUST SELL VEAL CALVES 36 
 
 Just a Word on the Side — Preparing for Market — ^Pre- 
 paring for Shipments — Making the Shipment. 
 
 DRESSED PORK 38 
 
 Dressing — Shipping Direct. 
 
 DRESSED SHEEP 39 
 
 Our Experience — Preparing for Market. 
 
 LAMBS SHOULD BE NICELY DRESSED 40 
 
 A Few Pointers. 
 
 LIVE STOCK IN CARLOADS 40 
 
 The Local Buyers. 
 
 MAKING EXPRESS SHIPMENTS 41 
 
 LOCAL FREIGHT SHIPMENTS 42 
 
 PART II. 
 
 YOUR FARM IS YOUR FACTORY— CARING FOR THE 
 SALES END OF THE BUSINESS 47 
 
 THE FARM IS A FACTORY 47 
 
 THE GLEANER FARMERS ELEVATOR 52 
 
 THE CENTRAL CLEARING HOUSE 53 
 
 LOCAL GLEANER CLEARING HOUSES 55 
 
 DEALING WITH THE INDIVIDUAL 58 
 
 SYNOPSIS 
 OUR FIRST JOURNEY TO THE MARKET PLACE. . . .44 
 
MAR 10 1913