passed twice around the whole body, then fasten; this holds them secure while cooking. 10. Tie a piece of string around the hock joints, leaving them about two inches apart, one on each side of the keel; then bring them down, and fasten securely to the tail. 11. If desired, immerse the bird in clear cold water for one hour; this will set the muscles firmly. After draining and drying the bird is ready for the customer. Fowls are usually cut up for stews or meat pies, but this work is rarely done by the producer. * Boning. It is sometimes desirable to dress an extra fancy product which retails for an exceptionally high price. In such cases it is customary to remove all or most of the bones from the fowl through an opening in front of the shoulder. The flesh is afterward stuffed and roasted like an ordinary roaster; but when serving one can cut right through the entire bird, and get light and dark meat and dressing at one cut. This process is termed "boning," is rather difficult, and requires much practice. REVIEW. 1. What is the object of fattening? 2. Give three methods of fattening. 3. What is flock fattening, and when is it used? 4. What is crate fattening? 5. To what extent is crate fattening employed? 6. Describe a desirable fattening crate. 7. Discuss in detail methods employed in commercial crate fattening. 8. What is cramming? Give three methods. 9. Discuss cramming as practised in America. 10. What is the object in forced feeding? Give essentials. 11. How does proper killing affect the quality? 12. Why should the bird be starved before killing? 13. Give three methods of killing. 14. How is the neck dislocated? 15. Describe the process of sticking. 16. Describe a desirable type of killing knife. 17. Describe a good method of suspending before killing. 18. Describe a good method of beheading. 19. Give two methods of plucking. 20. Give the advantages of dry picking. 21. Describe the procedure in dry picking. 22. Describe the process of scalding poultry. 23. What four factors should determine whether to dry pick or scald? * Method described by W. A. Lippincott in Iowa Bulletin No. 125, 24. What is the object of cooling? 25. How can the birds be shaped? 26. Describe two methods of dressing broilers for retail or home trade. 27. Describe the dressing of a roaster for retail trade. References.-Fattening Poultry, by Alfred R. Lee, U. S. Bureau of Animal Industry Bulletin 140. How to Kill and Bleed Market Poultry, by Pennington and Betts, U. S. Bureau of Chemistry Circular 61. The Comparative Rate of Decomposition in Drawn and Undrawn Market Poultry, by M. E. Pennington, U. S. Bureau of Chemistry Circular 70. Practical Suggestions for the Preparation of Frozen and Dried Eggs, by M. E. Pennington, U. S. Bureau of Chemistry Circular 98. Trussing and Boning Chicken for Fancy Trade, by Wm. A. Lippincott, Iowa Bulletin 125. CHAPTER XXV. MARKETING THE PRODUCTS. THE successful poultryman must not only produce first-class poultry products, but he must be a capable salesman and man of business as well. The maximum number of eggs may be produced during the winter; but unless the poultryman understands business principles and market requirements, big profits cannot be realized. Whatever increases or decreases the ultimate selling value to the producer is worthy of careful consideration. The Salesman.-When poultry raising is conducted on a limited scale, the poultryman himself is both producer and salesman; if, however, the business is large and there is a group of poultry raisers in a community, they may be able to coöperate in marketing with good results. In such case if an expert salesman is allowed to handle the market end of the business, he will dispose of the products in such a way as to get the largest returns for the producer and at the same time increase the demand. The successful salesman must, nevertheless, have some experience in poultry production, for this makes him a better and more intelligent seller. A good salesman must know how to advertise, if he is advantageously to dispose of a variety of products offered for sale. He must drive a good bargain and be shrewd yet honest in all his dealings, if he is to retain the confidence of his best customers. For the small poultryman, and especially the farm poultryman, the most important requisite is that he keep accurately posted as to market prices, fluctuations, and conditions. The easiest way to increase an income without greatly increasing expenses is to add to the profits by raising products of high quality, and marketing them at the right time and place in a neat and attractive manner. The Markets.-The expense of marketing poultry products is comparatively small, as they are of high value, small in bulk, and can be shipped a considerable distance with little shrinkage. The high-class trade in the large cities is the most profitable, and, where one can ship a guaranteed quantity during the entire year, or the season, of such product as broilers, he can safely compete in this market, but where his output is limited it is a waste of time. There is often a home market which, with a little care, can be developed satisfactorily and will pay the small producer much better than the larger city trade. A great variety of markets are open to the poultryman, and, according to his location and production, he may choose any one of the following methods: (1) Selling direct to the consumer; (2) selling direct to the retailer; (3) shipping to commission merchants. Selling direct to the consumer insures the largest revenue, as all expense of commission and extra handling is eliminated. This market is usually limited, unless one lives near a small city or village, in which case he can generally build up a retail route which will take his entire output. A disadvantage is the amount of time consumed in taking orders and distributing. To determine whether or not this method pays best, the time spent in distribution should be balanced against the lower price and extra expense of commission when shipping by the third method, the cost of production being in each case the same. The most satisfactory way of selling direct to consumers is to supply hotels, restaurants, and clubs, as they usually contract for the entire output and are willing to pay a good price, and it is much easier to ship the entire output to one place at certain specified times than to spend time and labor in disposing of it among many small consumers. This last method offers an excellent chance of advertising,—an advantage to both the poultryman and the purchaser of the products. Selling Direct to Retailer.-Often one can sell both eggs and dressed poultry direct to some retail grocer, who is glad to get them and to pay a good price. Knowing they are perfectly fresh, he can sell them to his high-class trade and develop a good market for the poultryman. It may be necessary to go to a distant city or distribution point to find his market, but it will always pay when once secured. Shipping to Commission Merchants.-The easiest and simplest way in which to dispose of the bulk of poultry products is through the commission merchant for sale in the open market. In isolated cases the merchant can perhaps secure a special market for a guaranteed product, and this is becoming easier each year. But by this method the cost of marketing is very high and the price realized is the lowest. The commission, transportation, cartage, and, in most cases, loss by breakage, are always charged. to the shipper. The commission usually amounts to five per cent of the gross receipts. If one has a large output and can ship through a commission house which makes a specialty of high-grade products, he can usually secure prices much above the market quotations,-provided his shipments are always regular and of high quality. Most commission houses are on the alert for such products and will give the shipper the best of service. The exact market to select depends, then, upon the amount and character of products for sale. The wholesale market is best adapted to poultry enterprises with a large and regular output, which are located at a considerable distance from the point of distribution and consumption. The retail trade, on the other hand, is especially suitable for the poultryman with a limited supply of good products. He can create a strong demand for these products at such a price as to yield a profit on his output. Relative Returns.-Receipts and net profit are always much higher when the products are sold direct to the consumer, although the aggregate profits may not be great, owing to the limited demand, hence limited sales. Returns, hence net profits, are lowest when the products are sold at wholesale through commission houses; but, owing to the great demand, there is more chance of a high total profit, provided the shipments are large. The sale of products directly to the retail store probably nets the highest selling price and the largest revenue in proportion to the labor required in packing and distribution. Where the producer can make a contract with prominent and reliable retail stores for a fine product, the demand for his goods among the patrons of that store, if in a large consuming centre, will become almost limitless. This mode of marketing cuts out two of the middle men through whose hands most products sold at wholesale must pass, hence yields greater profit to the producer and seller, and the product reaches the consumer more quickly and in better condition. The following prices show the average received for eggs marketed through the common channels of trade, and by direct selling. These prices are merely comparative (from Perdue University): Huckster.. Grocer... Wholesale buyer. Retail trade. Fancy trade. 20 cents, trade. 21 cents, cash. 27 cents, cash. |