CO-OPERATIVE
SELLING
By GLENN G.
<9???????(D?0?<sXsX*Xs|
(?. 19J4, Wcitfrn Newtb
Launching Nati
Sales Sernl
HAYES
aper Union.)
APRIL 9, 192S, will go down in the
annals of tjie dalryknen of Amer
ica as a historic date in! the history of
dairy marketing,- Thatifday 30 repre
sentatives from the leading co-opera
tive dairy marketing associations of
the United States met tin a Chicago
hotel and unanimously agreed to adopt
the national dairy salesji agency plan.
For three years daijjy marketing
men had been working jtoward a na
tional plan for the co-operative distri
bution of dairy products^ In 1920 the
American Farm BureaW federation
had turned the task oven to the farm
ers' marketing committee of eleven.
The committee knew that the next
step forward was the establishing of a
national sales agency witii branches in
all the big cities.
But the committee couldn't agree
oil just how to do it They didn't think
as a committee working for the good
of the dairy industry as a( whole ; they
thought in the terms of j how such a
plan would affect this,
other local group which
sented.. It was finally
In the lenders of all
ketlng organisations of th
a round-table talk to
wanted to do about it
ting down to business,
referendum to the count
The meeting was calle
kee, Wis. The fifty co-o]
era present represented
operative cheese, butter
and fluid milk interests of
It didn't take them lon^
that or the
they repre
agreed to call
the dairy mar
country for
what they
at was get- 1
ibmlttlng a
as It were,
at Milwau
tlve lead
Ihe big co
condensed
;he country,
to decide
what they wanted. It rvbiained for
J. T. Williams, president 6f the Milk
Producers' Marketing company of
Chicago, to present a d mnlte plan
of action. In less than four hours
after the meeting came to or
der it was unanimously 'agreed to
establish a national sales agency serv
ice for the marketing of
milk, butter and cheese
cream ? the by-products o
milking business. A committee of nine
was then chosen to work out a plan of
organization which was to t)e present
ed to delegates from the various co
condensed
land sweet
tlie cow
operative associations fo
and adoption.
Forced to Federate Int
It was outlined by the v
ers present that it takes
local plant to establish a
dairy products, and for t
the local plants of all the
dairy districts had been for
erate into units of one kind
The tendency then was to
units into state associati
are doing more In Qnding
lislilng a market than the
ever hope to do.
The local agency Is with
for advertising extensivel
The national agency which
proposed should be able to
advertising and selling for
gtonal associations ' and re
approval
/
Units.
Tous lead
re than a
mand for
|at reason
Important
d to fed
another.
rm these
s which
nd estab
local can
it means
enough,
thad been
mdle the
II the re
luce this
expense to a minimum.
All the speakers were agreed as to
the economic waste of permitting their
best product to be advertisedjand mar
keted under the brand of some dealer
or distributor who thus gained the ad
vantage of the good reputation for a
superior product which sho\|ld right- I
fully belong to the co-operative organ- +
lzation which manufactured |3ie prod
uct. With a central sales agency dis
posing of this product under at co-oper:
atlve brand the co-operatives and in
turn their farmer members would be
the ones to benefit by this fine reputa
tion. The effect of such a united
sales effort would also tend [ito stab
ilize prices and prevent rulnqjus spec
ulation such as has been repeatedly
practiced In the cheese Industry.
TJie plan by President Williams of
Chicago for the newly appointed com
mittee of nine to build a national dairy
?ales service was as follows:
Its Purpose.
To act as general sales adfent for
all co-operatives who are Members
thereof in the sale of manufactured'
products for export and in tnfe . lapge
competitive markets of America and
foreign countries. To have and main
tain a general office centrally located
and to establish branches or agencies
as fast as the growth of the business
warranted in all the principal cltleS'
of this country and important market
centers in foreign lands for the sale of
the manufactured dairy products of its
members.
In addition to handling manufac
tured dairy products there wqtild be
times when the central organization
could assist Its members to dIs;:oseTof
milk and sweet cream to some of the
cities in the South and elsewhjre for
ice cream purposes where such cities
were not served by members of the
central organization.
Further, where co-operative i| ember
associations In a period of si Drtage
needed extra milk or cream tc carry
on their business, this central organi
zation could assist in securing IK from
some other co-operative association in
another part of the country Which
might be In a position to furnish it.
Further, this company might Jbe of
considerable assistance to Independent
concerns which are buying milk for
manufacturing purposes throughLa co
operative member of t^hls conppany,
which concerns at time* might find
themselves accumulating a burdensome
accumulation of manufactured dairy
products* This central organization,
by assisting them In manufacturing
those products, would thereby be bene
fiting "$he farmer producers who. are
selling their milk co-operatively to
such big concerns. *
President Williams' plan provided
the creation an# maintenance of a de
partment for increasing the consump
tion of dairy products and populariz
ing standard brands manufactured by
member associations. It also provided
for the gathering of market informa
tion and statistics relative to the con
ditions of the dairy products market
throughout the world, and statistics
showing dairy products in storage and
the probable trend of prices. .
This department of publicity and
market information, It was pointed
out, would be of greatest value and
assistance In preventing gluts of dif
ferent dairy commodities at markets
that were already overcrowded.
Benefits to Be Derived.
The benefits to be derived by the co
operative members of a company of
this kind were listed as follows:
1. This central selling organization
would be In a position to gather the
necessary Information, keep its mem
bers fully posted as to the probable
demand month by month for the differ
ent kinds of manufactured dairy prod
ucts, and would be able to greatly as
sist , In stabilizing markets for such
dairy products.
2. This central selling organization,
once under good headway, should be
able to explore and open up new mar
kets, especially In foreign countries,
and, in fact, in many parts of our own
country, that would materially increase
the actual consumption of dairy prod
ucts.
3. The organization should be able,
In competitive markets, to greatly re
duce the expense of selling products of
its members, because Instead of many
members having their own direct rep
resentatives or brokers, and a conse
quent expense of the maintenance of
these selling forces In competitive mar
kets, one branch or selling agency in
each competitive market would be en
abled to handle the business for all
members at a very large saving as com
pared with present methods.
? 4. It is a generally acknowledged
fact that In far too many cases, brok
ers supposed to be representing the
Interests of the sellers of dairy prod
ucts In competitive markets are oft
times prone to In reality be Inclined
to regard the Interests of the buyers
first, although they are drawing their
commission or brokers' charges from
the seller. In fact, it Is too much to
say that the brokerage system as con
ducted today in the sales of dairy prod
ucts in large, competitive markets,
works to the disadvantage of the sell
ers of dairy products to the gain of
the buyers. ?
5. An organization of this kind could
standardize and popularize the brands
it was handling in the name of the
producing company itself, instead of
as Is now too often done, popular
izing a trademark or brand of some
Independent dealers or jobbers who do
not themselves manufacture any dairy
products; yet because of the fact that
they have standardized and popular
ized a trade name are able to reap un
fair profits at the expense of the pro
ducer by forcing down the price paid to
the producers for their products, and
then simply by having them packed in
packages under the buyer's labels, very
greatly advancing the price for which
the product was sold to the actual con
sumer.
6. An organization of this kind could
be of great assistance to its members,
where necessary, in assisting them in
financing and holding products and
marketing them ? in an orderly man
ner.
7. It would tend to promote harmony,,
and a working together among differ
ent members manufacturing dairy
products would prevent a pitting of
one against the other, misrepresenta
tion of buyers or their agents in at
tempting to force down the price of
one co-operative company by claiming
that another co-operative company
had offered them the same quality of
goods at a much less price than they
were asking, and In this manner stir
ring up strife, doubt and unbelief, jeal
ousy and suspicion, between the dif
ferent co-operative companies, from a
selling standpoint
Plan It Mapped Out.
The committee of nine called In
Aaron Saplro, co-operative marketing
attorney, to help work out the pro
posal. After more than four months
of work the plan was ready for the
approval of the co-operative associ
ations.
Later representatives of the co
operative dairy marketing groups of
seven Middle Western states met with
the committee of nine in Chicago to
decide the fate of the national sales
plan. It didn't take them long to de
cide. They accepted It complete just
as the committee of nine with the help
of Aaron Saplro had drawn it.
V Upon its adoption the committee of
nine was Increased to eleven and as
signed the specific duty of organizing
the r national agency. Five months
later It was ready to do business.
The farm bureau units, solidly or
ganized in almost every state and
county in the Union, are used as a
basis of organization. Organization
campaigns are made by states. When
enough contracts from associations
and federations have been obtained to
insure a profitable volume of business
the committee will create the new cen
tral sales agency in Chicago. Cam
paign expenses will be paid by the
federation's companies or associations
and prorated according to the relative
total value of the products handled by
each in one calendar year.
I .
CONDENSED NEWS FROM
THE OLD NORTH STATE
SHORT NOTC8 OF INTKH28T TO
I CAROLINIAN^
Lenoir.*? The board of town commis
sioners has placed an order for the
purchase of a new fire truck. The
?new 4ruck is an American L Prance
and costs $12,500.
Wilson. ? For the first time in elev
en years the Wilson county jail has
been without a guest, according to a
statement made b ycounty officials.
Grensboro. ? The sum of $6,332.50
was raised in the first half day of the
campus campaign at North Carolina
College by students and faculty who
are trying to raise $25,000 of a desired
$250,000 for a student-alumnae build
ing.
Goldsboro. ? Two dwelling houses
and barn in the village of Greenleaf
north of here were totally destroyed
by Are. Loss about $120,00. A high
Wind was blowing at the time and it
was feared that the entire village
would be destroyed.
Albemarle. ? Two hundred thousand
dollars in bonds for the erection <5f a
modern high school building was vot
ed by the town of Albemarle in an
election held here. .Only one vote was
cast in opposition to the bond issue.
The voting population of Albemarle
Is approximately 900. Only 266 voters
Qualified to vote in the bond election.
0 1 this number 51 did not vote.
Rocky Mount.? With 32 physicians
in attendance the quarterly meeting of
the Fourth District Medical Society
was held &t the Benvenue CoufPlry
Club here. The fourth district is com
posed of Edgecombe. Halifax, Greene,
Johnston, Nash, Northampton, Wayne
and Wilson counties. The next meet
ing will be held in Goldsboro in May.
High Point. ? Backed by the Cham
ber of Commerce, the directors and
other Btockohlders of the High Point
ThomaiCville and Denton Railroad
Company solicited stock subscriptions
in the community to provide a fund to
complete payment for the original pur
chase price qf the road and for im
provements made on the property.
Durham. ? Prospects for building in
Durham during the coming year are
unusually bright, according to John T.
Still, city building and plumbing in
spector. The year's building program
has begun earlier than last year, by
about a month, and in addition to the
new million dollar hotel, and several
large Churches, there will be many
new dwellings erected in 1924.
Gastonia. ? Governor Brandon, , of
Alabama, has refused to honor requi
sition papers 'ssued by Governor tyfoi*
rison, of North Carolina, several days
ago for the extradition of Arthur
Crowder, held in Jail at Decatur, Ala.,
on charges of forgery, but wanted
here in connection with the slaying
of John Ford several years ago, accord
ing to advice* received by the Gas
tonia Gazette from Decatur.
Kinston. ? Tfie funeral of James
Leon Barns, g, victim of a pltable acci
dent at the "Pon Bridge," a short dis
tance south of this city, was held
burial being made in Maplewood ceme
tery here. Tie boy With other child
ren was playing about the bank of
Neuse river a short distance from the
home of his parents^ Luther Burns arfl
wife. He fell overboard from a small
boat moorecf 4o the bacj:.
Wilmington.? George T. Kyle, Char
lea Kramer and Miss . Bryant have
spent considerable time recently in
making tours of the city and surround
ing territory with the view of making
movies here for world-wide distribu
tion in the best of theatres. They are
very much impressed with the possi
bilities, owing to the splendid sunlight,
which is very essential to getting the
best results.
Raleigh^? Memorial services were
held Sunday in cities and towns
throughout North Carolina for the
late Woodrow Wilson. The exercises
includes eulogies of the former Presi
dent by well known speakers. Gover
nor Morrison made the principal
speech at the memorial services held
at Greensboro.
New Bern. ? A party of 150 members
of the Northeastern Lumbermen's As
sociation will visit New Bern the lat
ter part of this month on their way
south to Havana, Cuba, where the an
nual convention will be held this
spring.
Oxford.? Zebra Watkins, negro, is
dead and Roland Davis, white man.
dies at his home mortally wounded as
a result of a shooting in the Newlight
section of Granville county, near the
Wake County line. The shooting is
said to have been caused by drinking.
Kinston. ? William Case, - 21, shot
by Dillon Goodwin, a negro near Fort
Barnwell, can not recover, according
to a surgeon who treated him at a hos
pital here. Cas*, acting as a special
officer attempted to arrest Goodwin
for a knife orawl with whites, and
was shot in the abdomen.
Asheville. ? Winston-Salem was se
lected as the meeting place on the
second Tuesday and Wednesday of
March, 1925, of the North Carolina Ice
Bxchange, which closed its annual
meeting haei with a banquet at Kenil
worth Inn.
Lexington. ? An unusual marriage
ceremony was performed here by Dr.
C. A. Owen, pastor of the First Bap
tist church, when Milba Hill, well
known Confederate veteran of near
Denton, this county, and Miss Vina
Harden, also of the Denton section,
were united in marriage. Mr. Hill is
*2 years of age, while his bride U 48
? ? ;
*" <C ?' V4" f -? k *? ? ?? ^"-r? ' -? % ^ _ '?>* !~W f j^V^li VhlH v1 *" -?' ^ ' ? "* '?,?**???? ??? ?
FAVOR VEGETABLES IN WINTER DIET
. /? ? s'W--'"" > 7
Vegetables and Fruits Are Rich In Essential Salts.
(Prepared by the United States Department
of Agriculture.)
Vegetables should be freely Included
In the winter diet as well as In the
summer one. Doctors say that that
tired-out feeling which many people
have at the end of winter ? "spring
fevor" ? often comes from a lack of
fruits and vegetables in the winter
diet. Plenty of vegetables keep the
children well and make their meals
mor|e appetizing. Vegetables mashed
put through a sieve are more
y digested by little children.
and
I easl
Stilts of many kinds are needed by
the )ody, or it will not work smoothly.
Vegi itables and fruit are rich In them
and if you eat a variety you are sure
to get all the salts that you need.
Wpen the water In which vegetables
SUITABLE MEAL FOR
CHILDREN OF THREE
For ethought and Planning
Are of Much Importance.
(Prepixed by the United States Department
of Agriculture.) '? /
Many parents make the mistake of
allow ng tlieir children to eat whatever
has b ien prepared for the grown mem
bers of the family, no matter how
unsuitable it may be. Sometimes this
is from ignorance of the results to the
child, but more often because the
mother stad housekeeper feels she is
too bisy to prepare a special diet for
the small members of the family.
Oftentimes part, or even all, of the
food in the child's ration may be se
lected from the family meals. When
unsult ?bie food, however, comprises
.the adult menu, only a little fore
fthougbt and planning will be needed
ble suitable food being served
ldren, according to the United
Department of Agriculture. The
sturdlness of the youngsters will more
than compensate for the extra work.
Not mly is the health of the whole
family Improved, but less effort is re
to ena
the ch
States
MUX
vV^ g&|
la Needed by All Children.
quired ot the mother where the menu
for the grown-ups is kept so simple
that mary of the dishes may be given
the younger children. In this way the
need of p reparing special dishes for the
youngsters under five is eliminated.
At leatt one of the foods called for
in each neal 1s milk, which is needed
by all cMldren; in others, the string
beans an) the beans and the prunes,
for example, can safely be replaced by
other fools of the same general kind.
Leaf vegetables, such as lettuce and
spinach, are particularly valuable be
cause of Che vitamins, or the growth
producing substances, they supply.
One good way to serve them is to chop
them fine, cook them in a little water,
and make a soup by adding them to
hot milk. 'Lettuce finely chopped can
be mixed with butt* to make a sand
wich filling;.
A good dinner for a child of three
might consist of: One large or two
small slices (1 oz.) of bread or toast;
two-thirds cubic Inch or one-third
ounce of bitter;- one poached or boiled
egg; one glassful of milk; four ounces
of string [ eans or cooked celery with
one level teaspoonful of butter or a
little cream; one-half cupful of rice
served witp stewed fruit.
Make ^holesome. Dessert
' ^rom Rice and Fruits
Rice molded and served with a
sauce of frpsh or cooked fruit, or hot
boiled rice
or sugar,
served with maple sirup
or ordinary sugar mixed
with cinnamon, also makes a whole
some desse
be cooked
than for o
:it. To mold rice it should
about ten minutes longer
idlnary cooked rice. Pour
it into mohs, place weights over the
top, and chll it Serve it with fresh
sugared fruijt or cooked fruits, or, if de
sired, dried
prunes, figs
fruits* such as raisins,
or dates, may be cooked
with , the rite and the molds served
with soft custard.
are cooked is thrown away, valuable
salts are often wasted. Sometimes the
flavor is not desirable, but if It is good
save this water for soup or gravy. An
even better process is to cook the
vegetables In as little water as pos
" sible so there is none left to drain off,
or bake or steam them. Canned and
dried vegetables often need only skill
ful seasoning to make them taste as
good as the fresh variety.
Canned com is very good when
turned into a baking dish with the
addition of milk and seasoning added,
heated through, In the oven, and al
lowed to brown on top. Outside stalks
of celery, a green pepper, or both,
chopped and added before baking, will
vary the flavor of the dish.
USE SWEET POTATOES
IN MAKING BISCUITS
Department of Agriculture
Gives Recipes for Bread.
(Prepared by the United States Department
of Agriculture.)
Good muffins and biscuits can be
made from sweet potatoes, says the
United States Department of Agricul
ture, which furnishes the following
recipes :
Sweet Potato Biscuit.
(15 biscuits)
2 cupfuls sifted 1 cupful mashed
flour sweet potatoes
1 teaspoonful salt ( 3 tablespoonfuls
3 teaspoonfuls ' shortening
baking: powder Liquid sufficient to
? mix
Sift together the flour, salt, and bak
ing pow^eir^ Cut cjr rub Into Uils the
cold "shortening. In the same Way rub
into this flour mixture the mashed po
tatoes. Finally, add Just enough cold
liquid to make the mass cling together.
Do not knead. Place on floored board,
roll until one-third-inch thick, and cut
into rounds. Place these In lightly
floured biscuit tins and bake fifteen to
twenty minutes in a moderately hot
oven. Bake all potato breads more
slowly than those made with flour
alone. < ;
Sweet Potato Muffins.
(12 to 15 muffins)
ltt cupfuls wheat | or 2 eggs
flour 2 tablespoonfula
% teaspoonful salt shortening*
3 teaspoonfuls Liquid sufficient to
baking1 powder make a rather"
1 cupful cooked stiff batter
sweet potatoes (about' V4 cup
ful) j
Boil the potatoes In the skins until
tender; drain, peel, and mash fine, or
still better put them through a rlcer
or colander. Sift together the flour,
salt, and baking powder. Beat the
eggs until light and add to the cool
mashed potato. Next add the melted
shortening, then the flour mixture, al
ternating with portions of the liquid,
until a batter is formed somewhat
stiffer than for ordinary flour muffins.
Bake in muflin pans for about thirty
minutes in a moderately hot oven.
Round Steak on Biscuit
Makes Appetizing Dish
Cut round steak into pieces about
one-half-inch square. Cover with wa
ter and cook it at a temperature* Just
below the boiling point until it is ten
der, or boll five minutes, and while
still hot put it into a tireless cooker
and leave it for five hours. Thicken
the gravy with flour mixed with water,
allowing two level tablespoonfuls to a
cupful of water. Pour the meat and
gravy over split ' baking-powder bis
cuits so baked that they have a large
amount of crtist '* !
M -Aound
^ House
? o J o ?('( , ? < ? ti
Eggs that are to be kept should be
stood on the small end and not the
broad end. 9 ..
Boil the clothes line when it is new
and it will not then twist as new rope
always does.
? ? ? /'
Select lamp wicks which are soft
and loosely woven; they will burn far
better than the. others.
? ? ?
A good memory, and pencil and pa
per, are two ways of making sure the
needed household supplies are pur*
chased when needed, v
* ? #
An appl^ kept In the cake box will
keep a moderately rich cake moist for
a great length of time If the apple Is
renewed when withered.
Says Jno. K . "Hutch Wn, l
N.C.? For 15 years RSnS
. ua your Mexican MustanR i,^
_ and I consider it the 6 ?/ 2 ^
Standby on earth ; I am never
Since recently used it on a bad -1 *
IMS" FJiZV"'*?
No Sting or S mart
Contains No Alcohol
FREE OIL, Mnt
directions for u?ln? Mu.umt Linlm?,'?cte.
25c? SOc ? $ 1 .oo
SoW Drug and General S,0f|j
"Standby MEXICAN
M
LI
"BLAGK-DRAU6HI
DID THE
Says Mississippi Lady, Who Says
She Had Been So NervousShe
Felt Like Tearing Her
Clothes.
Blloxl, Miss. ? "I had, fot a M
more, nervous indigestion, or ^ 3
form of stomach trouble," says ft
Alonzo Ford, 1117 * Clay street,-. jj
city. "The water I dra^k at that ti^ I
seemed to constipate me. I wo^ |
suffer until I got so nervous I want^ 1
to get down on the floor and roll, i 1
felt like I could tear my clothes. 1
"Every night, and night after night,
I had to take something for a laxative
and It had to be kept up nightly. My
side would pain. I looked awful. Mr
skin was sallow and seemed spotted.
I would look at my hands and arms
and the flesh looked lifeless . . .
"I told my husband I would try
Black-Draught, which I did. I took a
few big doses. I felt much better
My liver acted well. I made a good
warm tea and drank it that way/
Soon I found that nervous, tight feel
ing was going, as was the pain In my
side. I found I did not have to take
it every night. Soon, after a few
weeks, I could leave it off for a week
or so and I did not suffer with con
stipation ... I gained flesh. I have
a good color, and believe it was a
stubborn liver and that Black-Prauph'.
did the work."
For constipation and Indigestion
take Thedford's Black-Draught liver
medicine. Over nine million packages
sold a year. At all druggists.
TU?W( V
LIVER MEDICINE
To Ripen Bananas
The best way to ripen bananas is te
hang them in a dark room at about
70 degrees Fahrenheit, well ventilated
and kept at a high humidity. Humid
ity should be at about 85 to 90 percent
There are many variations to this prac
tice.
What Is "useful" work? Merely
the kind that feeds, clothes and
houses the human body?
Sure Relief
FOR INDIGESTION
J3S
6 Bell-ans
Hot water
Sure Relief
ELL-ANS
25* AND 75* PACKAGES EVERYWHERE
Or .your
Sdke
Qrujuud
OMdjfiJlUW
HENRYS.
f;
PaJddbcjJbl?
ion
COMPOUND
MADE TK ?
UUIHOtE
Sold Everywhere.
/.