Helping Georgia to help herself : how it can be done through Georgia products / by Scott W. Allen.

HELPING GEORGIA TO HELP HERSELF
How If Cc.n Be Done Through Georgia Products
Being a reproduction of a series of "Homely Talks" issued through the daily press of Georgia by the L. W. Rogers Company, Atlanta. Ga., during October and November, 1922, and containing other information and helpful suggestions along agricultural and' industrial lines.
By SCOTT W. ALIEN
Vice President and General Manager
This Booklet Issued by
L. W. ROGERS COMPANY
ATLANTA, GA.
Pure Food Stores all over Georgia Februara, 1923

A copg of this pamphlet can be secured free by addressing
L. W. ROGERS CO.
Atlanta, Ga.
Quantities of ten or more furnished at actual cost of printing 15 cents each.
TOWN LEY & COMPANY
PRINTERS AND BINDERS ATLANTA. GA.

Foreword
0 the best interest of Georgia agriculturally and industrially this little booklet is dedicated.
The author makes no pretense at being a writer of books.
Personally, if the allusion can be pardoned, he believes he knows some of the needs of Georgia particularly needs in an agricultural and industrial way. His life-long study and work in the grocery and pure-food line has equipped him with certain knowledge and brought to him certain experiences, the telling of which might be helpful to many Georgians.
He has seen in the past not only the best side of his native State, as displayed in many splendid products from her soil and from her varied manufacturing plants, but he has seen and experienced many of his State's weaknesses and failures, in the growing and marketing of products from her soil in the production and marketing of many of her manufactured lines.
In the pages that follow the writer has tried to say some things that he hopes may awaken some new thoughts develop some new ideas inspire new confidence into the hearts, the hopes, the ambitions of Georgia people.
Primarily this booklet is printed and offered in the main for free distri bution, to fill a most emphatic demand upon the L. W. Rogers Company for a complete series of the advertisements it issued through Georgia daily news papers during October and November, 1922.
These advertisements frequently referred to as bulletins were signed by the writer as General Manager and Vice-President of the L. W. Rogers Company, and were the outcome of our years of association with, and expe rience in, pure food products.
Perhaps no better reason or explanation for the need of some con structive advice home helpful suggestions some encouraging talks to the people of Georgia can be given than that which recently appeared in an article in "Business Magazine." The writer of that article, in commenting upon our campaign of "Homely Talks," bad this to say:
"No one can appreciate the appeal of these messages without first knowing something of the economic problems with which Georgia was struggling.
"If you were to draw a graph of business conditions in Georgia during the period from January, 1910, to December, 1922, your pencil would trace a steadily and swiftly rising line until you came to the year 1920. Then the'line would abruptly halt, turn and plunge downward.
"Opposite that falling line, if you wished to make the graph self-explanatory, you would write, '1920, boll weevil arrival.'
"Technically that notation would not be correct, for the bolls.weevil entered Southwestern Georgia in 1915 and marched eastward and northward during the next two years until by 1917 it had penetrated all but the extreme northeastern counties. The damage inflicted by the boll weevil, however, rarely becomes severe until three or four years after it first appears, and so it was in Georgia. Not until 1920 did the boll weevil, as a. curse, really 'arrive.'
"Only the people of Georgia know how great a curse it proved to be. Perhaps -it caused greater havoc in Georgia than elsewhere, for Georgia is a one-crop state; more than two-thirds of its farm revenue comes from cotton. Little remained of prosperity when the boll weevil had destroyed the cotton crop.

FOREWORD

'The first serious damage by the boll weevil coincided, moreover, with the beginning of a nationwide business depression, in which Georgia naturally shared.

'"So. on your graph of business conditions in Georgia, the line would drop
headlong in the summer of 1920 until finally, as if unable to fall farther, it would come uneasily to rest. Then month by month the point of your pencil would waver, sometimes up, sometimes down, but never far from the level plumbed by that first
swift fall, so that for three years the line would jerk forward in a series of zig
zags, with never a sign of mounting to its former height.

That broken line would record the discouragement of an entire state. By the

end of the summer of 1922 the people of Georgia had come almost to despair.

Two crop failures and one crop below the average the misfortunes of three years

had blunted their courage and their hope. True, there were many agencies work

ing energetically to improve conditions, but results were slow to appear. The

farmers who knew but one thing, the growing of cotton had grown weary of

the struggle, and the business men whose prosperity depended upon that of the a

farmer had begun to wonder if the good old times were ever coming back."

I

For three years before beginning this series of "Homely Talks" the { writer had been gathering information and statistics with a view of launch ing this sort of a campaign. But we were waiting for the right time to begin it, and last October, when Georgia had passed through her third suc cessive summer of bad crops, seemed to be the time. We reasoned that if the people of Georgia were ever going to listen to advice along such lines as we had in our mind, that was the time. Georgia had gone down so far that it seemed that she could not get any farther. That was the time to start moving upward.
In this campaign which covered ten newspaper pages, published in ' several Georgia dailies, we undertook to tell Georgia some of the things we thought she needed. We tried to tell her people how to correct many of their failures how to remedy many of their weaknesses. We called atten tion to the excellence of our soil the wonderful advantages of our climate tt the splendid opportunities Georgia people were sleeping over and tried to picture to her people a future rosy with prosperity and happiness if once they could be tolled away from many of their old habits, so far as agricul tural pursuits were concerned.
We tried to impress upon the people of Georgia in these bulletins that it was not only important to get away from the one-crop idea to get out of the old rut to diversify their crops to pay more intelligent attention to dairying and poultry and fruits and vegetation to grow and produce the .. highest quality of products but it was equally necessary and important that they present in attractive form and neat packages the articles offered for sale.
We stressed the need of co-operative growing and marketing.

We told them of the trouble experienced by the L. W. Rogers Company

in buying a great number of Georgia products because of the lack both of

quality in the products themselves and the manner in which they were

offered the trade.

.

As the campaign progressed we received scores upon scores of encouraging and congratulatory letters. People all over the State and many in distant states wrote us letters commending the campaign, and as a result of the interest we awakened, which brought requests for thousands of the

FOREWORD
complete series of our advertisements, the L. W. Rogers Company decided to reproduce them in pamphlet form.
We cannot too strongly emphasize here, as we have done in the past, that we were not seeking a remedy for many of Georgia's agricultural weak nesses solely in the interest of our Company. True, we are buyers in large quantities of pure food products, and we would prefer to buy here at home. But we knew as everyone else knows that if Georgia will produce the highest and best class of products and present them in attractive, marketable shape, that not only the L. W. Rogers Company will be prospective buyers, but the markets of the world will be open to the growers and producers of this State. We knew that as Georgia prospered our company was bound to prosper. So our first and chief interest was in Georgia.
We want to see just as we have so often stated every farm in Georgia on a self-sustaining basis. We have not advocated the elimi nation of cotton as a money crop. We know this is the chief money crop of this State, and we know it is going to continue to be grown as it should be but it should not be depended upon solely as the ONLY money crop.
There is every good reason why every farm in this State should raise practically everything needed to sustain its owners and tenants. There is no reason on earth for sending money out of this State for all manner of meats and vegetables, for flour and meal, for feedstuff's, for hay, for fruits, for butter and milk and eggs, as is being done in large amounts annually.
We are not in position to tell farmers what to grow what to produce on their respective farms. That is a matter for them to work out for them selves. Different farms have different soils and different conditions under which to cultivate their crops. But there can be a profitable change in conditions there can be a money crop almost all the year round, if the farmers of this State will study conditions will co-operate, both in grow ing and marketing.
In addition to a reproduction of our "Homely Talks," we have also included in this pamphlet a few pages of general suggestions as to what manner of vegetation will grow best in certain sections the kind of seed to sow something of the demand for products the kind of cartons and containers to use the importance of uniformity in products the value of co-operative production to give volume and the value of co-operative mar keting, and how to begin it the importance of sorting and grading and packing all products correctly.
If the farmers of Georgia can get a few new ideas can gain any in spiration can profit even slightly by a perusal and study and then the practice of what we herewith present to them in this pamphlet, then the L. W. Rogers Company will feel that its work will not have been entirely in vain.
Respectfully,

An Appreciated Letter Which Explains Itself
Kovcr.be r 27th, 1922.
IZr- Scott Alien, Kana~er, . L. V.".-Rogers ompany, Atlanta,-Georgia. Dear "r. Alien:-
lie';- that the vonderful series of constructive iii-ticleg that have been published from tim to time for the last fer rr.onths by the L. V. Rogcro Company is about to come to a clore, I an writing to e;:pres3 the hope that you have not overlocke ? the very important setter of compiling them in pamphlet forrr. for general distribution.
It might interest you to know that during the past few months the Constitution lias received hundreds of letters from all parts of the south asking for copies of the paperrcontaining these articles. V/e have endeavored as best we could to supply the demand but frequently it has been impossible to do so on account of the fact thst some of the editions have been ex hausted.
' ' here is a gospel of wisdom and truth in these articles that if followed as it should be would ad/'nillions end millions of dollars to the prosperity of Georgia.
1 know with what care you obtained the informa tion en which these article 1:- rrere based end the presentation rhoul be placed trithin the reach of r.ot only every merchant aid manu facturer in.the state but also of every conacunity v.-hich appreciate the value of co-operative marketing.
I You have done a cr^at service to the state in the
presentation of these articles and they have attjacted attention no' only In every part of ^esrgia ut throughout the Union.
I congratulate you u^on the effective wcrk done then. I t rill be a lasting benefit to the state.
Tlfith bee* wishes, I am Sincer y yours,

"Homely Talks"--No. I
(A Reproduction of Newspaper Advertisement Appearing October 1, 1922.)
The Value of An Organization to Any Community Is Not in the Dollars and Cents It Can Make Out of It
1 HE true value of an organization commercial or industrial to any city, state or section is dependent absolutely upon the service, the co-operation, the helpfulness it gives to the people therein.
It cannot measure its value to any community or section solely by the amount of money it makes, however legitimate, from the people whom it serves. Judged by such a standard, there are, perhaps, many institutions which might make claim to such distinction.
However, when an organization prospers when it meets with unusual success, growing from month to month, expanding from time to time when it becomes established in the minds and hearts of the people as a solid, fixed, dependable commercial organization in which the people take pride, and along with this feeling of pride there grows up a positive knowledge that such an organization has been one of REAL HELPFULNESS to the people, always alive to the best interests of those whom it serves, co-operating in every way to their advantage, even to the extent of sharing largely with the people the profits from its growing business we say we believe that such an institution, with such a record, is one that has proven and is proving its REAL VALUE to a community.
Such an organization we believe ours to be.
Such an institution scores of our friends and scores of the average public have declared us to be.
It is not our intention in this, the first of a series of homely talks to the readers of the press, to "throw bouquets at ourselves."
Rather, we want to tell you honestly some things, perhaps, you don't know about the L. W. Rogers Company some of the pleasures it gets out of its business, and some of the difficulties and disappointments and disad vantages it has to overcome.
And we expect, too, as we proceed with these little chats, to tell you plainly about some of the weaknesses of our home section of Georgia and try to give to the people of this state some constructive advice that we trust may prove helpful to them.
It may not be necessary but it cannot be amiss to say, first, that the L. W. Rogers Company is strictly and wholly a Georgia organization a home institution. Every dollar represented in our various enterprises in our grocery houses, our Purity markets, our bakeries, our plants, our real estate organization is Georgia money.
We are typically a home concern. Our officers, our employees about 500 of them are all home people. From the highest to the lowest, we are profoundly and intensely inter-

"Homely Talks"--No. 1
ested in the growth, the development, the prosperity, the happiness of our home section.
That section, as you must know, means largely Georgia.
But to help Georgia as we would like to help her, we have got to do and say some very plain things to her. We have got to point out some of her frailties along with her strength some of her failures along with her successes some of her disadvantages along with her advantages; show her Some of the great opportunities she is sleeping over.
And we are going to do it all in the finest and best of constructive spirit.
We are not carping critics not faultfinders. We are not trying to tear down. Instead, we want to build up. From our experience in a large way in a commercial field we want to point out some of the things Georgia should do and CAN DO.
We want to see Georgia in the not very great distant day be the market pla*ce for thousands upon thousands of people in other states. We want to see her send out from her borders hundreds of things all sorts of manu factured articles and pure food products to purchasers in states all over this Union instead of being herself the buyer of these articles from distant points.
Our experience in buying hundreds of thousands of dollars' worth of goods almost monthly our inability so frequently to buy scores of these goods right here at home, where we would prefer to do so, and where we ought to be able to buy them places us in a position to tell Georgia to tell her vegetable growers, her fruit packers, her meat and poultry and egg producers, her manufacturers in many lines some things that may be of helpful interest to them.
WE WAIST TO HELP GEORGIA TO HELP HERSELF.
And in the series of homely talks to follow we hope to give some real constructive advice
And if it is followed it will help us to help Georgia to help herself.

"Homely Talks"--No. 2
(A Reproduction of Newspaper Advertisement Appearing October 4, 1922.)
Yes Bmj Goods Made at Home, But Let's Have the QUALITY In Them
EORGIA is a splendid manufacturing state.
Millions of dollars are invested in her various plants and factories and thousands upon thousands of our Georgia people are employed in the production of Georgia goods.
Right here in Atlanta, as just an instance, there are more than 500 factories and plants, and more than 1,500 different kinds of articles are produced. For manufacturing purposes alone about $250,000,000 is in vested in Atlanta. Goods to the value of $200,000,000 were turned out in 1921, and this amount is growing each year. There are no less than 25,000 workers employed in these various manufacturing plants, with a pay roll that amounts in round figures to $25,000,000 a year.
This is just in Atlanta alone. The same ratio, perhaps, holds good throughout the entire state, according to population, etc.
Georgia produces hundreds of good things. They come from her plants and factories AND THEY COME, TOO, FROM HER SOIL.
Thousands of people here at home use these things. They call for them when they have occasion to buy such articles. Many do so because the thing desired be it a manufactured article or a product of the soil is the thing they like best; they think it just as good as can be bought. A few call for these home-made products just as a matter of loyalty to their home section.
But there are many MANY thousands of people right here in our State who do not call for and use the things made and grown and produced here in Georgia.
Why? There has been a lot of advice and suggestion in the past about patroniz ing home industry. It's good doctrine. It's all right. But it won't work out as unanimously as it should as it WOULD if Georgia producers .were more careful of their products. The great majority of people everywhere want the very best they can buy for their money. They want QUALITY. Quality more or less regulates the price. And QUALITY GOODS is one of the established features of the L. W. Rogers Company's business policy. And there are a number of people in Georgia producing QUALITY GOODS, of which we will talk about a little later. So, without any reflection on the MANY GOOD THINGS made and produced in Georgia, there are still hundreds of things on the markets of this State produced here that woefully lack the QUALITY which pur chasers want. .

10

"Homely Talks"--No. 2

That's the reason so many home people Georgia people fail to call for what is usually termed "home-made goods."
That's the reason and there's none other why the products of so many other States are brought into Georgia and sold here in preference to home-made goods.
That's the reason and here's the point we are coming to that the L. W. Rogers Company is compelled to seek other than Georgia markets for hundreds of things it would like to buy here at home.
People want quality. They want the best on the market. And they do not stop to ask where it is made where it is grown where it is packed if the sweetness and goodness, the purity and wholesomeness, is,there.
And now we are getting down to the meat of this discussion. We want to show you. if we can, without charging us with being critical or prejudiced, why the L. W. Rogers Company has to go to foreign markets for much of its goods articles that could be produced just as finely and just as richly here at home.
Understand us. We buy and sell many things produced in Georgia. We are not discounting the things that are produced RIGHT.
But there seems a certain lack of finish to so many of Georgia's pro ductions.
So many producers seem to rest on the satisfaction that they have grown the best and the sweetest potatoes in the world but when it comes to grading and sorting and packing and canning, these things are treated too lightly. And then they wonder why they cannot get the price.
Some Georgians seem satisfied to know that they have produced thousands of pounds of rich butter and thousands of gallons of good milk but they "fall down" woefully when it comes to handling and marketing those products.
Hundreds of Georgia people boast of the fine, fresh eggs they are instrumental in offering our people but let's compare them later in a special bulletin with the eggs some other sections of our country offer for sale.
Georgia stands almost pre-eminent as a peach State. We boast of the wonderful crop we gather year after year of this luscious fruit. But, honestly, now. how about the canned peaches of Georgia? How do they compare in richness, in flavor, in appearance and even in the appearance of the package itself with the canned peaches of other States, which can boast no louder of the fruit itself?
A little later we want to tell you more about Georgia peaches and apples and other fruits.
It is not enough simply to rest on our laurels that Georgia can grow and does GROW the best of everything to eat.
Producers must go a step further in fact, several steps further. Georgia fruits, Georgia vegetables, Georgia meats all that we raise and produce in this State must have greater care in their preparation for marketing if we are to stand at the head of the list of States producing GOODS.OF QUALITY.

"Homely Talks"--No. 2

11

We ought not only to PRODUCE the best, but we ought to OFFER the BEST for sale, whether in raw bulk, in can, in carton, in package, or what not.
This can only be done by higher standards of production. Reaching the ideal in both the making and the preparation for marketing of Georgia products.
In bulletins to follow we expect to take up concrete examples of Georgia's failure to take full advantage of all that Nature has so wonderfully blessed us with.
Our soil, our climate the very atmosphere of Georgia itself is among the best, if not the BEST, in the world. We are not living up to our possi bilities. Let's make Georgia not only the greatest PRODUCING State in the Union, but let's establish a permanent reputation for her as being a State that offers in everything she produces only GOODS OF THE HIGHEST QUALITY.

12

"Homely Talks"--No. 3

(A Reproduction of Newspaper Advertisement Appearing October 8, 1922.)

Everyone Con Help in the Development
of Georgia, But Her Newspapers
Must Take the Lead
1 have suggested in our two former bulletins some of the things Geor gians MUST DO to stamp this state as a producer of QUALITY , GOODS; we have told how the L. W. Rogers Company is going to do its part in calling attention to Georgia's weaknesses along this line, and in offering some suggestions that will help, we hope, to remedy the situation.
But listen! YOU NEWSPAPERS OF GEORGIA you molders of public opinion you editors and writers who constitute a mighty force in Georgia whose united, co-operated, concentrated efforts can accomplish more in a minute than any other force of which we know can accomplish in a year to you fellows we want to offer, right in the beginning of this cam paign, a few thoughtful words.
We can hardly measure our own inability to make much headway in the work we have undertaken except by comparison with the WONDERFUL SUCCESS a united press could do. We can scarcely realize the small good we can accomplish except by contrast with the GREAT GOOD the news papers of this state, working together, could accomplish.
Yet we are willing and anxious to hire column after column in the papers of this state to do whatever we can to 'wake Georgia up to arouse Georgia producers to the great possibilities that lie at their doors.
We are not asking your interest, your aid, your co-operation in a matter that affects the L. W. Rogers Company.
We are asking you to help Georgia TO HELP GEORGIA TO HELP HERSELF.
Primarily, if the development which we hope for does come and it is bound to come some day we will be happy in the reflection that we helped to bring it about.
But the GREATER GOOD that will come to ALL GEORGIA the pros perity and prestige it will bring to her as a state, will be so significant, so important, so everwhelming, that by comparison with the particular good it would do the L. W. Rogers Company, our financial benefit would be infinitesimal.
What would it mean to Georgia if ALL the newspapers of this state were to UNITE in a strong campaign of education, directed to the showers and producers of this state, urging the production of goods of HIGHER QUAL ITY? Not only goods of higher quality, but goods SUPERIOR IN QUALITY to any produced anywhere.
It isn't greatly to anyone's credit to produce a thing just as good as some one else has produced it. Competition under such a condition is still alive and keen. But to the man or woman the firm or corporation that

"Homely Talks"--No. 3__________________13
produces something BETTER than anyone else has yet produced it', the matter of competition is eliminated.
There isn't any reason in the* world why Georgia cannot produce the BEST THINGS the HIGHEST QUALITY of goods, particularly in the food line, of any state or section in our Union.
But it's going to take education it's going to take united effort intelligent direction to do it.
The newspapers of this state should stand unanimously solidly behind a movement to urge, first, the growing of the finest and best products from Georgia soil, and, secondly, the PROPER PREPARATION of these products for the markets of the world.
And NOW is the time to begin such a unite'd campaign.
By the PROPER PREPARATION for marketing we mean the careful grading and sorting of the products of the soil. We mean when cartons or cans or containers of any sort are used to ship these goods to market, they should be well and carefully made and attractively labeled; there should be uniformity in the produce, whatever it is. And in the matter of canned goods only the BEST in the world should be offered.
The newspapers of this state can revolutionize farming and producing conditions in Georgia by calling attention to these things, just as we are doing in these paid advertisements. They can encourage the growth of finer and better vegetation and fruits. They can encourage the utilization of thousands of acres, now lying idle in Georgia, for the raising of beans and turnips and rutabagas and cabbage and col lards and kale and spinach and tomatoes and onions and lettuce and beets, and many other things. These vegetables can be grown almost all the year round in many sections of this state, and if properly gathered and crated would find a ready demand not only here at home, but in the cold, frozen sections of the north, east and west, where fresh vegetation is almost unknown for many months of the year.
The newspapers could help mightily in suggestions about the proper preparation of the soil the right seed to sow in the suggestion that these products be handled more or less jointly by the growers in each community, and then marketed through reliable brokers or commission houses. It is practically an impossibility for the individual raiser of these products to know at all times the best method and place of marketing. A reliable agent or broker, who knows market conditions knows whether a market is glutted or there is a demand can save a community of produce raisers time, trouble and money.
Then, again, newspapers, as a great crystalizing force, can encourage and bring about the establishment of community canning and preserving plants, curing houses, and other local industries, which will take care of the overplus or such things as might otherwise go to waste.
NEWSPAPERS OF GEORGIA, you can help to establish this state as the world's market place if you will get together boost, encourage, educate help the producers of this state by kindly interest and co-operation. You should do this if for no other than a selfish reason. For when you have

14

"Homely Talks"--No. 3

helped to make Georgia the greatest marketing state in the Union--a state from which can be secured the finest meats and poultry and eggs and butter and cheese, and the best and sweetest vegetables and fruits--both fresh and canned--when you have helped to make such a reputation for Georgia, Georgians are going to tell the world about it--and there's no better way than the liberal use of printer's ink.
Will you do it?
WILL YOU HELP GEORGIA TO HELP HERSELF?

"Homely Talks"--No. 4

15

(A Reproduction of Newspaper Advertisement Appearing October 11. 1922.)

Since We Mentioned Sweet Potatoes,
Let's Talk Afcout Them a Little
you know that the sweet potato crop of Georgia the normal crop if properly kiln-dried, stored, graded and handled as it should be is worth several millions of dollars to this state?
However, just at this time there is a very verious menace staring the sweet potato industry of Georgia in the face. It is the matter of rail road rates.
We are not attempting in these bulletins to discuss railroad rates on any commodity, but it might not be amiss to quote some of the opening paragraphs in a very interesting pamphlet on this industry just issued by the Georgia Bureau of Markets. It says:
"There is immediate necessity for lower transportation costs on sweet potato ship ments from Georgia to the markets North and East or the business of curing, storing and shipping of kiln-dried sweet potatoes, from economic necessity, will be abandoned.
"The abandonment of this business of curing, storing and shipping of kiln-dried sweet potatoes will mean a heavy loss in revenue to the railroads of the Southeast. It will mean the wiping out of new business developed, during the last few years, by the railroads through the painstaking efforts of their agricultural agents. Furthermore, it will mean that the railroads of the Southeast developed a very valuable asset and then destroyed it by charging for transportation more than the business could stand. It will have meant that this business of curing, storing and shipping sweet potatoes, which developed very rapidly during recent years, which today represents an investment in curing houses alone of over $1,000,000.00; which promised an excellent outlet for an old agricultural product of the Southeast in a time of terrible need; whose carlot shipments increased 177% from the crop of 1919 to the crop of 1921; and which last year turned into the treasuries of the railroads of this section $284,472.00 of new money has been destroyed in its infancy.
"In 1920 Georgia produced 13,764,000 bushels of sweet potatoes. It is estimated that 6,000,000 bushels were sufficient to meet local needs, including the demand from the larger cities of the State, such as Atlanta. Augusta, Macon, Savannah, etc. This left 7,000,000 bushels for which other uses should have been found. Since about 60% of the field run is suitable for commercial shipping and since the losses incident to handling from fields to storage houses, shrinkage in storage and unavoidable decay would bring down the quantity about 20%, on basis of quantity stored, there could have been made available for shipping to markets out of the State a total of 3,000,000 bushels of sweet potatoes from the crop of 1920.
"According to the U. S. Bureau of Markets, there were actually shipped from the crop of 1920 a total of 966 cars.. Calculating that each car contained 600 bushels, then the quantity shipped was 579,600 bushels, or only about one-sixth of the potent tonnage that could have been made available with better organization and more curing houses. As far as the sweet potato industry of Georgia is concerned, at this time, there is no problem of production, as the production has exceeded the facilities for shipping, or rather for marketing.
"This heavy production of sweet potatoes in Georgia is of very recent growth. Mr. G. 0. Gatliu, of the U. S. Department of Agriculture, states: 'In 1900 the production of sweet potatoes in Georgia was 6,035:000 bushels; in 1910, 7,055,000 bushels; in 1920, 13,764,000 bushels. Production has been increased greatly since 1917 and every indica tion is that it will continue to increase. The stimulation of production is due to a considerable extent to the movement for diversification and the development of practical storage houses."*
That is all very interesting about a wonderful crop that the soil of Georgia seems peculiarly fitted to raise, and that conditions in Georgia, due

16

"Homely Talks"--No. 4

to the boll weevil, makes most desirable a crop which, in QUALITY and flavor, exceeds any similar crop raised anywhere.
But, regardless of freight rates and we hope there will be proper adjustment soon Georgia sweet potato growers are never going to get all the full financial benefit from this crop until more care, more pains more business-like methods are followed in the marketing of the crop.
We could tell you of a number of instances that bear out our prophecy, but let us just relate one instance. It is a fair example of some of the disappointments and disadvantages we have already mentioned as a part of our business and of some of the troubles we have in buying and selling Georgia goods home-made goods.
A large, dependable farmer down in a particularly good sweet potato -growing section of Georgia a man whom we knew as reliable called us one day over long-distance phone and stated that he had some very fine potatoes to offer us. Without much question, relying upon his word, and desiring the best we could get, we directed him to ship us a carload.
The car arrived in a few days. The potatoes were kiln-dried and crated, as is the usual custom lately, but on examination we found there had been no care in sorting the sizes, no pains taken to cull out those that were dark, speckled or stringy, no effort made to throw out a number of them that had been plow-cut. In other words, the entire carload of potatoes were just one big mass of all sorts, sizes and conditions.
To handle that car of potatoes, and in order to offer the trade what it wanted in good, attractive, smooth, even-sized potatoes, it would be necessary for us to go through the entire lot and do the very work that he, as a pro ducer, should have done, or should have had done.
It meant a big loss in the entire lot. We 'phoned the producer to come up and see us the next morning. He came. We explained the situation. He was quick to see it, and as he'started to explain, or rather apologize, our buyer interrupted to say:
"I know just what you are going to say. You saw these potatoes gath ered. There was a great, fine lot of them, br.it so appeared, as you rode by the field in your car. You just knew you had raised a lot of good potatoes, and resting on that, you failed to follow up the crop and see to it that it was put in marketable shape."
"That's just it," said the grower; "I left it to a lot of inefficient hired help to get them ready for market."
Now, then, when we had sorted and graded and narrowed that carload of potatoes down in good salable condition for the trade, that grower lost from 50 to 60 per cent of the car. The culls were such as we have mentioned potatoes that we could not and would not offer for sale including some very large ones, which are usually, too, a drug on the market.
He received less than half the price he expected for his potatoes; he put himself and our company to a lot of unnecessary trouble and loss of time, and he paid the freight (which was a loss) on thousands of pounds

"Homely Talks"--No. 4

17

of potatoes that he COULD HAVE used as food at least for his tenants, and much of it besides as food for his hogs.
Now, that's the point we are.stressing in these bulletins.
Georgia raises the finest sweet potatoes in the world. There are three varieties that are well known the Porto Rico, the Nancy Hall, and the Yellow Yam. However, the first named seems the most popular with the trade and are the best shippers.
In many cases, however, we have seen producers mix all three varieties in crates and send them along to market another careless method that absolutely ruins the profits to the grower.
Soon, now, is the gathering time for sweet potatoes. Our advice to farmers is to go through your crop carefully, pick out the best, the smoothest the uniform sizes which will amount to about 50 to 60 per cent. Cure these. The remainder it will pay you to feed to stock and to bank away for home or local consumption. Later on crate properly those to be marketed, and, if they are the selects, you will experience no trouble in getting a top notch good price for them.
Certainly, at least, pay due care to selecting^ to grading to having the uniformity and prepare your crates so well and so attractively that you can fin,d a market in many far-away states, as well as selling thousands of bushels right here at home.
The L. W. Rogers Company buy practically all their sweet potatoes in Georgia. They are the best we can get. We want them but we want them in attractive, marketable shape, in keeping with our well known policy of offering only GOODS OF QUALITY.
We can and do help dispose of more than two carloads per week during about eight months of the year in round figures, 100 carloads, and that means more than 50,000 bushels.
"If it's a Georgia product, make, it the most desirable and attractive product of its kind offered in the world's market."

18_________;_______"Homely Talks"--Ho. 5__________________
(A Reproduction of Newspaper Advertisement Appearing October 15, 1922.)
What Babson Saus About the Boll
Weevil. Products of Savannah
Concern Win National Fame
Because of Quality
HAT the South needs is not to discontinue planting for a year but to discontinue inefficiency for all time."
That sentence is taken from a recent Sellers Bulletin issued by Babson. He was talking particularly about cotton and what he has said about cotton is applicable to many other crops grown in Georgia.
This sentence, in fact, is the real keynote of all the bulletins we have already published and all that we are to publish in the future.
We are not DIRECTLY interested in the cotton crop of Georgia but INDIRECTLY we are vitally interested.
We are especially interested and are talking more directly to the growers and producers of all kinds of food products, because we have greater knowl edge, by experience, with these things.
But Roger Babson's comment anent the boll weevil and the cotton crop is so timely, and fits in so well with some of the things we have said and some of the things we are going to say in the future that we quote it in full from his September 23 bulletin:
Boll Weevil Scare Over-Done. Clients have doubtless noticed the recent wave of boll weevil stories which have flooded the magazines and newspapers. Of course this is the usual season for boll weevil stories; but this year the editors seem to have been exceptionally interested, perhaps because of the bill proposing to suspend all cotton planting in the South for an entire year.
There is no question that the weevil is a serious problem and that its ravages have steadily increased, both in area affected and amount of damage. The alarm is not without some foundation and it may be a good thing to get people waked up. The South, however, is not on the verge of ruin, with its growers wiped out and its textile industry destroyed. The potato bug has been controlled in Maine and the cotton weevil can be controlled in the South. As long as cotton, is treated like a weed, as long as this crop is left largely in the hands of shiftless tenants, the weevil will win. What the South, needs is not to discontinue planting for a year but to discontinue inefficiency for all time. In other words, the agricultural experts and the better class of growers are able to deal with the weevil, but they cannot handle the job alone. They cannot make up for the laziness and stupidity of the shiftless.
There are several optimistic factors in the outlook. (1) Excellent work in research and education is being accomplished by the agricultural experts, supported by the farm journals and local papers. (2) There is a tendency toward co-operation, and one of the by-products of this movement should be to raise the general level of intelligence and energy among the growers. (3) The continued development of the Southern textile industry will create an influential class who are directly interested in improved methods of growing. (4) The further progress of diversified fanning and animal husbandry will tend to shift cotton growing into stronger hands. We are optimistic on the South for tie long pull. .Our advice to clients who are planning to extend their distributing facilities into southern territories is not to get panic stricken by the weevil scares but to go ahead with their plans.

"Homely Talks"--No. 5

19

"We are optimistic on the South for the long pull." Did you get that?
And it may not be so very long at that if Georgians will wake up to their opportunities.
People all over these United States are beginning to learn things about the South they never knew before.
They are beginning to learn things about Georgia they never knew before. And our earnest intent and desire is to tell them some more things good things about Georgia, and likewise to say some things to Georgians that we hope will help Georgia.
We said that we are INDIRECTLY interested in cotton, and we have stated before that we were going to give credit where credit is due in the growth and manufacture of Georgia products.
So, following what Babson has said, here is a good place to talk about some Georgia food products for which cotton is responsible, and to commend another big Georgia enterprise on the QUALITY of its goods.
We refer to the Southern Cotton Oil Trading Company, of Savannah, with its first small plant started in Georgia not .so very many years ago, and now with its industry one of the largest in the' world. Its parent plant in Savannah has been augmented with other large plants throughout the United States, it has seed crushing plans in many points of the South and its products are nationally known and universally commended. Why?
Because, first, QUALITY is there and then, because care is taken in preparing its output for the trade because its packages, its labels are attrac tive, and the manner in which its products are packed and delivered all over | the United States and into foreign countries is the BEST it can conceive. And as better methods present themselves or are available they are adopted.
Its well-known products are: Scoco, Snowdrift, Wesson Oil.
The L. W. Rogers Company are large buyers and sellers of these products, not simply because they are Georgia products, but because they are among the VERY BEST to be secured. And, naturally, we are pleased to j buy them from a Georgia concern.
We would be delighted to buy more Georgia products, of all kinds, if they received the same care if they met our ideas and the ideas of our patrons as to Quality, as do the products of this big Savannah concern.
And look, too, what foresight what scientific research, and the practical application of sound business methods has done for the cotton raisers of the [world. It has taken the seed a commodity used not many years ago only I to throw upon the ground, in fact, almost wasted and turned it into a highly I valuable food product. Not a thing is wasted now.
But to get back to the Southern Cotton Oil Company, and to the wonder ful and splendid work it has accomplished and is accomplishing today in I putting Georgia on the map as a producer of QUALITY goods. That's the (point.
Did you know that much of its product is exported to France and Spain and Norway and many other foreign countries?

20

"Homely Talks"--No. 5

When you buy a can of sardines packed in France or Norway or other sardine producing countries, the chances are that they are packed in oil exported from Savannah or some other of the branch plants of the Southern Cotton Oil Company. A product sent all the way from Georgia across the seas and then returned again.
Isn't that helping to make Georgia a market place for the world on such things as she can produce if produced RIGHT?
And as a State she can and SHOULD do this very thing with hun dreds of her products, both from her soil and in her manufactured line.
It might interest readers to know that it takes around 50,000 acres of cotton to produce the products the Rogers Company buys annually from the Southern Cotton Oil Company.
That's why we are INDIRECTLY interested in cotton.
Our annual purchases of Scoco run around 100,000 pounds; our Snow drift buys amount to more than 1,500,000 pounds, and our purchases of Wesson Oil will run near the 200,000 pound mark.
It will take around 6,000 tons of cotton seed to produce this amount of these products, or something like nearly 50,000 acres to produce such a volume.
These are just some of the Georgia things we can buy and sell to our patrons in Georgia. And we do so with a feeling of pride in home-made goods, because these are among the VERY BEST of their kind produced anywhere.
You, Georgia manufacturers and producers, take a tip from the Southern Cotton Oil Trading Company. Make your article THE BEST make it attractive in appearance make your can or carton or package look bright and good on the dealer's shelf and with the real QUALITY there, Georgia goods will take preference over the world.

"Homely Talks"--No. 6

21

(A Reproduction of Newspaper Advertisement Appearing October 18, 1922.)

Let's Give Griffin Credit for Some of the
Good Things Produced in Georgia
E do not want the readers of these bulletins to get the idea that all of our comment is going to be criticism. Not by any means.
While we are pointing out errors and weaknesses and disad vantages in the work of many Georgia growers and producers, we are going to show from time to time, just as we said we would, some of the things Georgia can boast of some things that are made RIGHT grown RIGHT and then carefully and invitingly prepared for the market.
We know of no better example of the right production of Georgia food products than the work now being done by the Pomona Products Company, at Griffin, Ga.
This company is offering to the world and the world is readily accept ing them the finest and best Pimientos obtainable anywhere. True, Spain and California have been large canners of pepper products for a long, long time, and apparently had about all there was to offer in this line.
And while canned Pimientos is comparatively a new industry in Georgia, this product has already attained a reputation for goodness so pronounced that it is commanding a higher wholesale price in the markets of the north and east than the products of either Spain or California.
And this has been done in a short time. As time passes as Georgians learn more about this new industry doubtless there will be even greater improvement in Georgia Pimientos.
Let us tell you a little about this new industry. It is interesting, and shows, too, that when you produce an article in Georgia better than a similar article is produced elsewhere, there is not the slightest doubt about a demand for it, not only here at home, but in every civilized part of the world for Georgia Pimientos are now being exported.
The Pomona Products Company is only a few years old. Last year, in a small way, it canned whatever of peppers were raised around Griffin. It saw, however, the possibilities in this product. It built a large and modern plant in Griffin to can the crop for this year. Being somewhat new in the business it has made some mistakes, no doubt, in handling its work on a big scale this season.
Only recently, because of a larger influx of ripened peppers than it had anticipated just at that particular period of the season, the company was compelled to dump into fields adjoining its plant 300 tons of over-ripe peppers. These are now spread over a large area, and will be plowed under as a good fertilizer. But the unpreparedness of the company due from an excessive crop, from a shortage of cans caused by the railroad tie-up, from lack of gas and water, and a scarcity of labor just at that time cost the company between $12,000 and $15,000. For it took the peppers off the I hands of growers, as it had contracted to do, even though the pods overripened in a day or two, before they could can them, and they were com-

22

"Homely Talks"--No. 6

pelled to dump them. But that trouble will not face them next year. Expe

rience is a good teacher.

|

It was a wonderful sight. Griffin people say, to see the hundreds of | wagons rolling in with their loads of red pepper. Frequently there were i 300 to 400 wagons waiting in line at one time to be relieved of their loads. |

As an evidence of how well the grower can profit by raising the right i

kind of peppers in Georgia, it might be stated that from three to five tons

are grown to the acre, and they receive from $30 to $40 per ton usually

$40 for the best, or No. 1, which is about 90 per cent of the whole after j

being run through the grader.

j

The Pomona Products Company is sending its Pimientos all over the |

country by the car load. It is canning, during the pepper season which j

lasts from along in August till frost comes around 200,000 cans per day, j

or from four to six car loads.

t

But the point we want to emphasize is that they are producing a Georgia | product that stands out that is the BEST of its kind on the market the 4 very thing we are urging every producer in Georgia to do.

GRIFFIN'S TURKISH TOWELS

Right down there in Griffin we might mention, too, you'll find another

manufacturing plant that is turning out the very best products of its kind >

in the world. And we are mentioning this because we want to show that t

Georgia can produce GOOD THINGS articles that find ready demand all -

over the world.

t

We refer to the Georgia mill headed by John H. Cheatham as president, |

that makes the finest Turkish towels to be found anywhere. The company i

also makes millions of barber towels, regular buck towels, and great quanti- 3

ties of diaper cloth. All of its productions are of the highest quality and '

find ready sale all over the United States, considerable of its Turkish towel

output being exported.

|

This company was established only a few years ago. It has taught the \ south as well as the east that the old idea that goods cannot be bleached * correctly in Georgia in the south is a fallacy.

For a long time Griffin, by reason of this towel factory, held the distinc tion of being the largest manufacturer of Turkish towels of any city or town in the world. Recently and Mr. Cheatham very candidly admitted it this distinction has passed to a larger plant in a sister state. But even at that, there is credit and glory enough in the achievement of the Griffin mill. It has the satisfaction of knowing that no Turkish towel made anywhere is the superior of its product and few, if any, its equal.

This plant has brought prestige and strength to Georgia as a manu facturing state, because of the QUALITY of its towels. Only recently it has made a large shipment to Moscow. Russia. It manufactures 8,000 dozen Turkish towels weekly. That's 96,000 towels every six days or 16,000 every day. This in addition to its many thousands of other goods mentioned.

It has a large, airy, well-arranged building. Its employees about

"Homely Talks"--No. 6

23

100. all white, and more than 50 per cent women seem happy and con tented. They make exceptionally good wages, live in a good sanitary mill village in the edge of Griffin, and their welfare and interest .is never lost sight of by Mr. Cheatham and other officials of his company. We are referring especially to the finishing of the lines mentioned. The toweling and other cloth is woven in another mill owned by the company standing nearby.
Now, here's the advantage of such a plant to Georgia: It takes the raw material the cotton as it grows around Griffin and completes it into a finished product the BEST of its kind and then sends that product all over the world. It is giving Georgia prestige. We need more of these kinds of plants^-and more of them operated on the same business policy producing the BEST GOODS found in the world's markets.
Mr. Cheatham states that Georgia is fast coming in!o its own in manu facturing and producing lines. He says and he is right that conditions in Georgia are ideal for making the BEST of any kind of products. But he agrees with us that in the past and .up to this good hour producers are too careless in the methods of raising and preparing things for the market.
"While I have no occasion to deal in a large way with producers of food products," he said, "yet I can see the force of the suggestion of the L. W. Rogers Company that producers should exercise more care in offering what they produce to the man who is to handle it for the trade. I find that true in buying cotton. It's really remarkable how a farmer will toil and sweat over acres and acres of cotton, finally gather and gin his crop, and then stack it out in the open, exposed to all kinds of weather. Naturally, it deteriorates in value. He gets less for it when he does offer it for sale, and if our company buys it we've got to lose a lot of time and go to a lot of trouble to get it into condition to use. Carelessness indifference more or less shiftlessness and the leaving of too much in the hands of inefficient help these are the things we have got to overcome in Georgia. And I believe the work the Rogers Company is doing in these 'Homely Talks' will help to do it."

24

"Homely Talks"--No. 7

(A Reproduction of Newspaper Advertisement Appearing October 22, 1922.)

How We Arc Helping Georgia

AS SEEN BY OTHERS--KINDLY COMMENT WHICH IS APPRECIATED

T T is always gratifying to know that one's efforts are appreciated when * one is trying to render people a service. The L. W. Rogers Company
started out in this campaign of advertising to offer some suggestions to Georgia producers which it hoped might be helpful.
If you have been reading these bulletins you have noticed that while we have had to criticise in some instances, still we have found a number of things about which we could offer words of praise because there are MANY THI\GS made in Georgia that are MADE RIGHT, and from time to time we are going to tell readers of these bulletins about them.
But you cannot help people to correct faults unless you point out those faults to them, and then suggest some remedy.
And in offering a series of advertisements, such as we are now running in the daily press of Georgia, in which we are compelled to mingle criticism with praise, it is pleasing, indeed, to know that what we are saying is meeting with the commendation of thousands of people and is proving helpful and constructive to Georgia.
Just to show that Georgia is warming up to some of her possibilities that we have created and are creating attention and interest to the impor tance of making Georgia a great producing and marketing state, we quote below some kindly comment from various sources:

EVERY FARMER IN GEORGIA SHOULD READ IT

OAKHURST PLANTATION,

Mr. Scott W. Alien, Atlanta, Ga.

Hamilton, Ga., Oct. 10, 1922.

Dear Mr. Alien: When a fellow says or does things that help another he should be commended. Your potato article, run in the daily Georgia papers. I hope will be read by every farmer in Georgia, as it is good advice, and given at the right time now digging. A few of us got together here a few months ago and organized a storage company, and have about completed one of the best and most up-to-date storage nouses in Georgia. Being one of the directors, I brought up your article today and suggested that we see that our house manager did not allow such culls as you mentioned to be stored, except in separate room made for storing home consumption. If I can have my say and we are all of the same mind as to your suggestions we will start right and .not try to fill our house with trash. We will be prepared to store onions and other things.
Thanking you, and with best regards, yours truly,
J. H. SURBER.

HITTING THE NAIL UPON THE HEAD

L. W. Rogers Co., Atlanta, Ga. (Attention, Mr. Scott W. Alien)

Atlanta, Ga., Oct. 16, 1922.

Gentlemen: It has been my privilege to read and study two of your bulletins, Nos. 4 and 5, appearing in the Atlanta papers, and I trust that you will accept a word of commendation from me in the spirit in which it is given.

"Homely Talks"--No. 7

25

During my nearly three years of residence in this state I have never seen any articles nor heard any talks which seemed to* hit the nail upon the head, so far as the development of Georgia is concerned, belter than your articles. Please keep them up.
The information which you give to the' effect that it takes approximately '50,000 acres of cotton to produce the products the L. W. Rogers Company buys annually from the Southern Cotton Oil Company is startling indeed, and should put some of the other producers and wholesalers in a thinking mood.
With all best wishes for the success of your company and your articles, I am, very truly yours,
N. E. ELLSWORTH,
Asst. Agency Mgr. Equitable Life Assurance Society.

MACON BANKER EXPRESSES APPRECIATION

Mr. Scott W. Alien, Vice Pres. and Gen. Man.,

Macon, Ga., October 18, 1922.

L. W. Rogers Co., Atlanta.

Dear Mr. Alien: I am writing this letter to express my appreciation of the fine articles appearing in the papers over your signature.

As the largest individual bank in the agricultural section of Georgia, the Fourth National Bank of Macon is in close touch with the problems your articles will help to
solve and I am confident that the entire State will profit from this publicity.

Yours very truly,

CHAS. B. LEWIS,

Pres. Fourth Nat. Bank, Macon, Ga.

HELPING GEORGIA TO HELP HERSELF
The City Builder, official organ of the Atlanta Chamber of Commerce, says editorially:
Georgia has perhaps never had more valuable or more constructive advice given to her than that being offered in the series of half-page advertisements now appearing twice a week in several of the leading dailies of this state, signed by Scott W. Alien, Vice President and General Manager of the L. W. Rogers Company, of this city.
These advertisements are in the nature of a series of "Little Homely Talks," and are intended to stimulate the manufacturers and producers of Georgia in the creation of higher quality goods.
Particularly is the advice and suggestions of the Rogers Company directed to the grower and producer of food products products with which the Rogers Company are especially familiar.
Mr. Alien, who is one of the splendid young business men of this city, and a man who is largely responsible for the wonderful success in recent years of the Rogers Company, declares 'that his company is typically a Georgia concern made up of Georgia money and every one connected with it, from the highest to the lowest, vitally and earnestly interested in the growth and happiness and prosperity of this state.
He declares that his' company wishes it were possible to buy from the producers of this state the great bulk of goods handled by their 150 grocery houses in Georgia. He calls attention to Georgia's advantages her excellent climate and soil the ability of her people to raise and produce good edibles fruits and vegetables especially practically all the year 'round.
But he regrets that his company is not able to buy many things that it would like to buy here at home. He assigns as a reason that many of these things lack the quality which the Rogers Company insists upon offering to its patrons, and which patrons themselves insist upon having.
It is not always a pleasant thing to tell people of their faults their failures their weaknesses but the L. W. Rogers Company is doing it in a tactful, friendly, advisory way, which compels its acceptance in the helpful spirit in which it is intended.
The Rogers Company is pounding home some real facts offering some constructive criticism, that is bound to have a broad and wholesome and generally useful effect upon Georgia producers.

26__________________"Homely Talks"--No. 7

They are insisting, first, upon the growth of better products in Georgia and then, secondly, more careful preparation of those products for the market. They are giving advice on the grading, and sorting, and packing of fruits and vegetables in order to make them more inviting and acceptable to the trade not only here in Georgia, but'to the whole world.

The City Builder commends the spirit, the enterprise, of the Rogers Company, even through paid advertisements, for its work of helping to develop Georgia for its work, as Mr. Alien says, of "trying to help Georgia to help herself."
The bulletins are well worth reading and studying and, whatrs more, their advice is well worth following.
PUTTING GEORGIA AHEAD
Commenting editorially on our campaign, The Atlanta Constitution said, in part:
In its "little series of homely talks," which appear in the advertising columns of The Constitution from time to time, the L. W. Rogers Company is contributing to Georgia farmers, manufacturers and marketing agencies some mighty wholesome advice on how to encourage a demand for Georgia products advice which is as timely as it is whole some.
The outstanding point made in this series of advertisements thus far is that Georgia is suffering today not so much from a lack of quantity of production in consideration either of the variety of its products or of the volume of its output in any particular line as from inferiority of the general quality of the various commodities which its producers offer for sale to the buying public.
In other words, the company points out, the buying public demands quality, and it will buy only the best of quality in a given commodity, all other things being equal, regardless of where it is produced.
Therefore, if producers in another state offer for sale in Georgia an article of commerce in competition with a similar article of Georgia production, but of superior quality, the home product inevitably will suffer from the lack oj demand.
Georgia unquestionably suffers, too, not so much from the lack of quality in its raw products as from the inferior condition in which many of those products reach the market which, of course, is a question, not of production, but of sorting, wrapping, packing and general preparation for the retail salesroom.
In what it is doing in this series of advertisements not, as it declared in its first "homely talk," in a spirit of "carping" and "fault-finding," but in a spirit only of constructive, helpful criticism of customs and practices that should be changed the L. \T. Rogers Company is rendering a magnanimous service to Georgia.
And it is a service in which not only every newspaper, but every other merchant, every manufacturer, every farmer and every commercial or business organization in this state should co-operate and for which every citizen of Georgia should feel grateful.

SPLENDID PUBLICITY FOR GEORGIA

L. W. Rogers Co.,

Atlanta, Ga., October 16, 1922.

Atlanta, Ga.:

(Attention, Mr. Alien).

Gentlemen: Allow me to congratulate you on the splendid publicity- you are giving for Georgia. That I read every word of your ad is evidenced by my finding the most
interesting item (at least to me) on the next to the bottom line, where you state that you have seven stores in Columbus.

* * * (Follows a matter personal).

Yours very truly,

J. K. ORR.

"Homely Talks"--No. 7

27

CERTAINLY ON,THE RIGHT LINE

Mr. Scott W. Alien,

Arlington, Ga., October 9, 1922.

Atlanta, Ga.

Dear Sir: I have read with interest your ad in Constitution of the 8th. You wrote more wisely than you can imagine. The laggardly press has done nothing to help the poor, uninformed producer to meet the conditions that have followed the advent of the boll weevil in Georgia. As a result, thousands of good white people of Georgia are

moving to the trucking lands of Florida. I travel Florida regularly. The land in Georgia, with leadership, will grow many kinds of truck much better than Florida the reason: Florida has markets established. The press stands idly by and sees the country depopulated. Cotton can be made in Georgia, with intelligent use of calcium arsenate. The press is asleep.

All of us that expect to stay in Georgia press and all had better get on the job

and try to develop for the grower markets for truck of all kinds, and provide leadership

for people who want to try to grow it. Lettuce, beets, cabbage, rutabagas, turnips can be

grown as profitably in South Georgia as a winter crop as in Florida. All it needs is

somebody to start the ball. Success to you. You are certainly on the right line. No

less than twenty families have gone out from this immediate section to South Florida in

the last few months.

Yours truly,

J. E. TOOLE.

We are receiving scores of letters and comments similar to the above, showing that our campaign is appreciated and will bear fruit.

"Homely Talks"--No. 8
(A Reproduction of Newspaper Advertisement Appearing; October 25, 1922.)
Millions for Butter Going Out of Georgia
Figures That Will Surprise You
Rogers' Milk Service
E want to talk today about a product or several kindred ones thai are ABSOLUTELY ESSENTIAL and VITAL to the health and happi ness of our people products which Georgia OUGHT to supply to herself, but for which this state sends out of her borders, not thousands
but MILLIONS of dollars every year.
These products are BUTTER, MILK and CHEESE.
When one considers the opportunity this state offers for dairying for the production of the HIGHEST QUALITY of butter and milk and cream and cheese, and other of the rich, nutritious foods in this line, it is almost appalling certainly it is astounding to know what is revealed by a study of a few facts and figures.
And if Georgians do not take advantage of the opportunities staring them in the face, rest assured that within a short time capital from other states will come in here and reap the harvest. But we are not arguing against this.
Let's now discuss BUTTER a little.
The L. W. Rogers Company in its 100 stores in Atlanta sells to its patrons in and around this city an average of 15,000 pounds of butter per week. A very small percentage in fact, practically none of this amount is produced in Georgia.
^e would prefer to buy our butter in Georgia. But it is not produced in uniform, marketable quantities in this state. When we have tried in the past to sell Georgia butter made here and there in some one of the very fev.- small creameries of our state we have found, in the first place, we could not get even a small percentage of our needs, and second, we could not supply our patrons with any uniformity in the grade. Generally speak ing, it was all good creamery butter, but different creameries have different colors or shades of butter; some is more highly salted, the flavor varies, and a customer, once pleased with a purchase at our store, had no assurance that the exact kind and flavor of butter he or she had purchased could be secured from us a week or so later.
We have mentioned this to show how impracticable it is for us to sell Georgia creamery butter, even in the small lots we might be able to buy in this state. The same situation confronts practically all the large retail handlers of butter in Georgia certainly in Atlanta. The brokerage firms who handle butter in large quantities will tell you the same thing.
So. let's figure a little just on the consumption of butter in Atlanta, taking that as a fair basis on which to show how much money is going out of our State to Alabama, and Tennessee, and other states in the West, for one item alone that OUGHT TO BE FURNISHED AT HOME.

"Homely Talks"--No. 8

29

As stated, the L. W. Rogers Company sells an average of 15,000 pounds of butter each week. Figuring on an average of about four pounds of butter to each cow per week and this is one pound more than some experts allow it would take practically 3,800 cows to furnish our company with the butter we sell. At the lowest average retail, price of 40 cents per pound, this means $6,000.00 every week, or $312,000.00 annually, paid by our customers, the great bulk of which goes into adjoining states.
But this is just a beginning.
The L. W. Rogers Company does only about 15 per cent of the butter business of this city and section. Assuming that other butter dealers have about the same experience as our own and we believe they do then practi cally seven times the amount we sell is handled here in Atlanta or 105,000 pounds of butter per week. This makes considerably less than half a pound of butter per capita per week. In fact, only about one-third of a pound.
Now, let's see what consumers pay weekly for this, still figuring at 40 cents a pound. They pay '$42,000.00. Alright, in 52 weeks or a year they pay $2,184,000.00.
This is just in Atlanta alone. What would be the staggering figures from all over Georgia?
And it would take something like 26,000 cows to supply Atlanta alone with butter.
Of course, it must be remembered that thousands of Georgia people produce butter for their own consumption, and there are a few small creamer ies we believe about twelve in the State, that supply a small percentage of people, mostly in their immediate locality, and shipping, too. some out of the state.
And although small in quantity, the QUALITY of butter now being produced in Georgia is high just as fine and sweet as can b'e made any where. We are able to buy a certain small amount in Columbus, for our Columbus stores. It is of a very high quality. In Macon, Athens, Rome, and a few places, we understand are operated quite successfully small cream eries, whose product measures up in quality to any butter made anywhere. But the entire output of ALL the creameries in Georgia would hardly more than supply all our Georgia stores.
Here in Atlanta is produced a comparatively small amount rich, ele gant, splendid butter. The Belmonl Dairy, operated by Wm. Zimmerman, turns out as good a product as can be made anywhere. It won the blue ribbon first prize we understand, over a number of competitors at the Southeastern Fair, just closed. This shows that butter can be made just as elegantly here as anywhere in the world.
But the point we are making is that there are NO CREAMERIES IN GEORGIA OF SUFFICIENT SIZE TO PRODUCE BUTTER IN LARGE SALABLE QUANTITIES uniform quality uniform color, flavor, package, etc., so that a dealer could rely each day and each week upon the same excel lent package to offer his patrons. This would take not only one large cream ery but many large ones.

30__

"Homely Talks"--No. 8

Lying idle in low willow lands are thousands upon thousands of acres in Georgia. These could and should be cleared up, drained if necessary, and made into pasturage.
But it takes work, it takes diligence, it takes effort not lethargy, not shiftlessness. not indifference, not that self-satisfied feeling that you are "do ing very well." to accomplish things worth while. Georgians have got to get away from the rut from the one-crop, one-thing idea. Get away from the idea that shiftless tenants can produce and make things easier for them.
Then again, to accomplish things to bring about results for the up building and development of Georgia along any line it demands intelligent direction, cordial, honest co-operation.
There isn't enough "getting together" on community propositions. Dairymen and farmers generally in given sections ought to meet on a business basis. Banking interests, newspapers, chambers of commerce should help and encourage them. Milk depots or shipping points should be established, and all over this State there should be dotted.big, high-class creameries, making not only butter for home consumption, and keeping at home the millions of dollars now going out to other states, but Georgia ought to be able to supply butter to other states less blessed than Georgia with so many natural advantages.
ROGERS' MILK SERVICE
Talking of butter brings up, too, the subject of milk.
Let us tell you just a little of the SERVICE the L. W. Rogers Company has been to the dairying interests around Atlanta. We have stated that the true value of an organization to any community was in the SERVICE, the co-operation, it could render the people in that community, and not in the dollars and cents it could make out of it.
Let us prove it in one small instance.
About six months ago we contracted for the output of sweet milk of a dairy a few miles from Atlanta, and, handling pint and quart bottles, placed this milk for sale in twelve of our stores. The total quantity was about 30 to 40 gallons daily.
Today that dairy supplies us about 175 gallons, and we take, also, the entire output of thirteen other dairies around Atlanta, and sell this product in convenient shape in 95 of our 100 stores. This milk, of course, is all city inspected and up to a high standard of quality. It amounts in round figures to 3.000 gallons of sweet milk weekly and 500 gallons of buttermilk.
Now as to the SERVICE we rendered:
When we began buying milk about six months ago the wholesale price the price to the dairyman was around 21 cents per gallon. As we con tinued to buy we increased steadily that price, until today we pay 45 cents per gallon. When the dairyman was getting, six months ago, 21 cents, the consumer was paying from 15 to 18 cents per quart, or from 60 to 75 cents per gallon. We sell it naw in our stores at 12 1-2 cents per quart, or 50 cents per gallon.

"Homely Talks"--No. 8

31

What have we done: Increased the price to the Atlanta producer from around 20 cents to 40 and 45 cents per gallon decreased the price to the consumer from 15 and 18 cents to 12 1-2 cents per quart.
We believe you will agree with us that that is a REAL SERVICE to the people.
And in all this talk about creameries and milk we haven't found space to say anything about the wonderful possibilities of cheese, as we had inten ded, nor about the millions of cans of condensed milk we buy every year. Of the latter, of course, there will always be a big demand. We purchase annually about 21,000 cases of condensed milk. Forty-eight cans to the case make more than a million cans, and the cost is around $125,000.00 a year.
Now about Atlanta's total milk consumption.
The daily consumption per capita in this city is between a third and a half pint of sweet milk. Not all, of course, of this is drank. Much of it goes into cream and cooking purposes.
Under the supervision, or inspection, of city officials, 6,500 gallons of sweet milk what is termed the retail side reaches Atlanta every day. This comes from 254 dairies, large and small, within a radius of 15 miles of Atlanta, and represents the product of 4,500 cows.
Coming in by train and truck in wholesale quantities there comes 7,000 gallons of sweet milk daily, from 5,400 cows in 245 dairies in Georgia, Ten nessee, Alabama, and maybe one or two other States.
In addition there reaches Atlanta every day 2,000 gallons of buttermilk, 450 gallons of cream and several hundred gallons of skimmed milk.
It might appear here was a nucleus for a large creamery from all this vast amount of milk, but there is scarcely ever any milk to spare in Atlanta, so the milk for a creamery would be in addition to this amount.
But the opportunity is here in Georgia not only for large creameries, but for many things.
Wake up, Georgians, let's get busy.

32

"Homely Talks"--No. 9

(A Reproduction of Newspaper Advertisement Appearing October 29, 1922.)

Georgia Apple Industry Showing Rapid
Development Because of Careful and
Intelligent Direction
ORTHEAST GEORGIA this year will ship 450 carloads of apples, the largest crop in Georgia's apple-growing history. The fine flavor and splendid food value of the Georgia apple has made it famous the world over."
The above pleasing information comes from the Empire State, and is one of a number of terse and interesting bulletins posted from time to time in Atlanta street cars of the Georgia Railway and Power company.
In line with some of our investigations looking to correct information to put into these bulletins, we started out to see what we could find out about Georgia apples--to discover, if possible, why it is that with this great crop-- with the finest apples grown anywhere in the world--one can find SO MANY apples on Atlanta markets--and on the markets of other cities of this State --that are shipped hundreds--and frequently--THOUSANDS--of miles to be offered the apple buyers of Georgia.
By SO MANY we mean carload upon carload--apples from Virginia, from Louisiana, from Arkansas--and great numbers from the States of Oregon and Washington--running into hundreds of thousands of dollars.
And all this in the face of the fact that Georgia can grow--and does grow--the most delicious, the most beautiful, the finest flavored apples in the world.
All this in the face of the fact that only a few seasons ago Georgia apples won the first prize in a great apple show of the west competing with this fruit from every apple-growing section of the world.
Why. did you see that wonderful--that marvel ous--display of Georgia apples at the recent Southeastern Fair?
Doesn't it appear to you that if Georgia can produce hundreds of car loads of such.apples as you saw there--apples of a wide range in size, in color and flavor and beauty--but all delicious--that a push cart could almost bring all the apples we would need--and would buy--in this State from distant States?
Well, it does to us.
And the greatest comfort we can get just now in contemplating the future apple industry of Georgia is that it is only going to be a few years until this State will be THE APPLE STATE of all States, supplying not only practical ly all Georgia with her needs, but still shipping thousands of cars to other States.
For the apple industry of Georgia is one that we can point to as showing more improvement--more intelligent direction--more businesslike manage ment--and gives more promise of reaching within a few years the peak of perfection than almost any other industry of which we know.

"Homely Talks"--No. 9

33

This rosy promise for the future is based on the rapid development of the past five years--in fact, the last one. or two years.
And because Georgians--the general buying public, we mean--have not awakened to what is really going on in the apple orchards of Northeast Georgia is due, perhaps, the fact that so many other States are able to send their apples in here, paying out many thousands of dollars in freight, and still have their fruit sold in preference to Georgia apples.
Let us briefly relate some of the difficulties of the past in Georgia's apple industry--difficulties which have come under our personal observa tion as it relates to the grocery business--difficulties which have brought about the conditions that are now being so effectively overcome--but diffi culties which gave the apples of other States the "start" over Georgia apples.
Five years ago there were not more than five carloads of apples shipped from Georgia. The orchard owners--practically all in North and North east Georgia--had no organization--no exchange. Spraying and the proper scientific care of trees were almost unknown. Notwithstanding the Georgia apple at that time was a delicious fruit, the growers paid little or no atten tion to shipping details. Wagon loads--all sizes of apples, all varieties, all colors, and frequently all conditions--were hauled in from the orchards and dumped into box cars. They were marketed mainly in that slip-shod manner and in that condition.
The large and better kind were sometimes placed in boxes--crude, rough boxes, with lampblack lettering--and sent into the cities for sale on the fruit stands and in the grocery stores.
Apple producers of Georgia were failing to realize the utter indifference they were showing in the marketing of so important a crop. They failed to see and realize the tremendous value of the product they had at their fingers' end if study and care and pains--and SOME REAL WORK--were given to it.
Thus it was under those conditions the Georgia apple--even then cer tainly among the finest and best grown in the world--was marketed.
And all the while this was going on the apple growers of other States-- of Tennessee, of Virginia, of Louisiana, of Arkansas, and of the extreme wes tern States--wise to their opportunities--were studying and planning and taking care of their crops and marketing them in an attractive manner.
Apples from these States were polished, graded, packed, labeled attrac tively, and then sent into market. Side by side on the fruit stands or in the grocery stores of Georgia, these "foreign" apples were much more attractive to the eye--even if the flavor was not there--than the Georgia crop.
What was the result? People just naturally bought them in preference to our own fruit--and you couldn't blarne them.
And so that habit became fixed--at least for the time--both with the dealer and the customer--for the dealer wants to please the customer--and that's the habit and the difficulty Georgia has got to overcome.
And we are overcoming it.
And it's the idea of this same ATTRACTIVE PACKAGE--this same care

34

"Homely Talk*"--No. 9

in SORTING and GRADING all kinds of fruits and vegetables--offering only the VERY BEST, and that in the most inviting manner, that we have been trying to drive home in these bulletins to Georgia producers.
We take off our hats to the apple growers of Georgia. They are making great progress. If the growers and producers of other foods and fruits and ' vegetation in this State would advance as rapidly--would use the same intel- ^ ligent methods in their producing and marketing--the same co-operation-- ^ as the apple growers, Georgia would soon take the place in which she rightly m belongs as a producing and marketing State--THE FIRST AND THE BEST. t,
Lets see, for a moment, what they are doing in Northeast Georgia. Ik
Nearly 500 cars of apples will be shipped this year. These go out under ^ the Consolidated Apple Growers' Exchange of Cornelia. The fruit is now 5^ all polished, it is sorted, graded, and packed by experts, and made most ^ attractive; the choicest are wrapped in tissue paper and shipped in prettily ^ labelled boxes. The Exchange hands out a little folder with this on it:

CONSOLIDATED APPLE GROWERS EXCHANGE Cornelia, Georgia

Representing eighty commercial apple orchards in Habersham and Rabun Counties.

These apples are graded and packed in modern packing houses located at Baldwin.

Cornelia, Demorest, Clarkesville, Clayton and Mountain City.

^

The machinery and equipment of these packing houses is new, latest invention, and "I large capacity.

The Consolidated Apple Growers Exchange is co-operative; it has full charge of*"!

the grading and packing of the members' apples in standard bushel boxes, and is the 1

selling agency of the members.

,"

Each box bears the Exchange label, which is a guaranty of quality, plainly stamped 'I with name of variety and number of apples. This package competes commercially with, leading brands of the Western growers. .

Georgia-grown apples have the distinct advantage of flavor. They are probably * 'The Finest Flavored Apple Grown."

There is in Rabun and Habersham counties alone about 6,000 acres in apples of different varieties. There is about fifty trees to the acre. Each well matured tree will bear in a good season twenty to forty bushels. They are expecting within five years, when all these orchards are at their best* to ship no less than 5,000 cars annually. A car holds 500 crates of one" bushel each. They will get around $1.50 to $2.00 per crate. Figure ~ip this" tremendous crop for yourself. Figure it out in dollars and cents--and j PRESTIGE to Georgia. It will be a tremendous money crop.

These growers have learned things. All trees are sprayed six times year. This helps to preserve the tree and makes the finest of fruit. The lift of an apple tree, with care, is 100 years. Some trees in Northeast Georgiabearing good fruit today, are known to be from 125 to 150 years old.

Georgia apple growers are nursing their industry like a fond mother! They see its tremendous future.

And in the development to come in this industry there will be establishei factories and plants in Georgia to take care of the overage--the culls. A!| ready this is in contemplation by interested Georgia apple growers. Nothinjl

"Homely Talks"--No. 9

35

is to be wasted. There will be vinegar plants, and cider presses, and preserv ing plants--modern machinery and devices to put every part of the Georgia apple to a good, high state of marketable use.
And the fine, choice eating apples will be--as they are today--mar keted in the most attractive way. .
That's what comes of doing things RIGHT. Going at things with care and intelligence--just as we are urging in these paid messages.
And just as Georgia's apple industry can be made to be worth millions of dollars to Georgia, so can dozens--yes, hundreds--of other edibles and fruits and vegetables of Georgia be made to be worth millions to this State if handled properly, both in the producing and in the marketing.
Long live Georgia apples!
Let's go, Georgians!

36______________ "Homely Talks"--No. 10
(A Reproduction of Newspaper Advertisement Appearing1 November 1, 1922.)
Not That We Love Canada Less
But Georgia More
of the most attractive booths at the.recent Southeastern Fair was from Canada--a booth wherein was shown wheat, oats, corn, fruits, potatoes, and other vegetables--in fact, a splendid showing from the soil. If you will stop to think for just a moment wasn't that a rather peculiar --though admirable--stroke of enterprise for our Canadian friends?
Of course, it was a welcomed booth. Every one was glad to know our friends of the far north recognized our Fair as one worthy of a display. And we have to give them a glad and welcomed hand for their progressiveness. We hope for them the very best of everything. They have a fine, progressive country--and fine people; and we wouldn't say a word that might make them or any other far-away State or section hesitate to make annual displays at our Georgia Fairs.
Neither would we try to build up Georgia at the expense of any other section or country. So, understand, that what we are saying is not in a spirit of decrying in any way the great country of Canada.
But, listen, folks. Wouldn't it be a great deal better if Georgia could --and WOULD--make some fine exhibits up in Canada?
Doesn't it seem possible and practical that where Canada might attract, through her exhibits, one man from Georgia to come to their country because of the splendid crops grown there--that Georgia could draw ten to twenty men from Canada through proper exhibits to come to this Stale and live?
It is this reflection that makes us admire the progressive spirit of Canada in placing an exhibit in Georgia.
Without being too pompous about the matter--holding our pride in Georgia down just as much as we can--might we not ask, What has Canada to offer that we cannot offer?--and how MUCH MORE have we to offer thrifty, industrious farmers than Canada has?
Absolutely there's no comparison in climate, in rainfall, and in other conditions that make for successful farming and gardening--for dairying-- { for trucking.
Compare the cold, rigid weather of this far northern country, where snows cover the ground for months and months in the year, with the mild, delightful climate of Georgia, where crops of many kinds can be produced practically all the year round--some vegetable crops as many as three and four limes a year.
Why. if some of those enterprising, well-trained, industrious farmers and truckers of Canada were to come down into Georgia and start their vork here, they would produce more--make more money--on a little farm of ten to twenty acres than a whole lot of our Georgia farmers have ever made--or will ever make, if they don't get wise to all the opportunities before them--on a 200-acre plantation.

"Homely Talks"--No. 10

37

Some of you Georgians, perhaps, won't want to hear this. And we regret to say it--but it's true and everybody knows it.
Of course, we're not talking to you, Mr. Reader. We're talking to the other fellow. But there's so many of the other fellow.
If we had 500 or 1,000 of the s'hrewd, smart, industrious truck farmers and dairymen of the far west and northwest and north--some of those fellews who are making big successes on a "few acres of land--and many of them cannot get any more land up there--to come to Georgia, and enter into intensive fanning and truck raising as they know how to do it--well, it would set a pace that Georgians would have to follow.
And they would soon follow it, too. And in a few years Georgia would blossom like the "proverbial rose."
We've got to get away from old methods--old ideas--old ruts. There's too much inefficiency, too much waste between the producer and the con sumer, in Georgia. Too much carelessness in presenting what we do produce to the markets of the world. Too much indifference--lethargy--LAZINESS, some folks candidly call it--to progress to the grand and glorious heights the Almighty evidently intended for Georgia when He created and gave to us our God-given climate, our beautiful hills and verdant valleys, our unraatchable soil, our flowing streams, our wonderful minerals--in fact, every thing to make us prosperous and happy, and put us in position to make Georgia the greatest State in the Union--if we would THINK--and WORK-- ard DO.
A friend of ours a few days ago, in discussing our series of advertise ments, hit the nail pretty squarely on the head when he said:
'"What has made California, Oregon, Washington State, and many other great States of the West? What manner of people has brought our great western country to its high state? Simply our own brothers of the East and the South--many of them. Thousands upon thousands of our restless but ambitious people have gone West. They have planned --and worked--and WORKED. Notwithstanding they have no such season all the year 'round--no regular rainfall as we do, having to irrigate a great deal--no better soil-- those restless, ambitious people have done wonders. And while our Georgia people have sat around--many of them--and whittled under the shade of a tree, or have been keeping their eyes on a field of negroes trying to beat the boll weevil, our western boys have pushed in, and are today shipping to us hundreds of thousands of dollars worth of fruits, and grain, and vegetables, and other products of the soil, and canned goods, and the like. And then, sometimes, we grumble because 'tis true. Enterprise, push, study, diligence, co-operation--WORK--those are the things that have made the West--and it'll make Georgia, too, if we'll go to it."
And if you're honest, Reader, you'll say "amen."
Here's just a little instance which bears out the indifference of some Georgia people to the opportunities before us. Another friend related this to us:
"Three or four years ago I went up into North Georgia on a few days' fishing trip. I stopped with a fairly good farmer in the neighborhood. At one of our meals something was said about Irish potatoes, which his good wife had cooked up elegantly. I found he had bought them, paying about $3.00 per bushel for them. I asked him why he din't raise his own Irish potatoes. He said:

38

"Homely TalhT--No. 10

" 'Why, it can't be done up here on my land--I've tried it'
" 'Oh, yes it can,' I told him. 'If you'll set aside those two acres right out there by your barn, I'll furnish the seed, and if you'll plant them and cultivate them like I tell you, you'll raise enough potatoes not only for your family, but for this whole country. And if you don't I'll stand all the expense.'
"He agreed to plant one acre, and planted it just as I directed. And he made about 70 barrels of potatoes--fine ones. He sold much of his crop, and stated that the following year he was going to plant his whole farm in potatoes. And if he had done so he would have had more money than he had ever made before.
"The next year I went up, and would you believe me, he hadn't planted a single potato. He had just put his negroes and other help out as usual, mostly on corn and cotton, and he was just about as short of money as usual --and again was buying his potatoes, and no doubt they were from Maine, too."
Isn't that typical of many Georgia fanners?
Let's get over these old habits--let's progress.
Let's go. Georgians.

THOROUGHLY AGREES WITH OUR SENTIMENTS
R. H. DRAKE, Pres. D. F. PATTERSON, Vice Pres. W. L. GBAEFE, Treas ft Gen. MBT.

POMONA PRODUCTS CO.

Mr. Scott W. Alien, Gen. Mgr.,

Griffin, Ga., Oct. 18th, 1922.

L. W. Rogers Co.,
Atlanta? Ga.
Dear Sir:
In behalf of the Pomona Products Co. the writer wishes to express his appreciation of your sentiments regarding our work as set forth from the Oct. 18th issue of the Atlanta Constitution.

Needless to say it has- been an incentive toward greater efforts to build up a business which is based on things other than cotton. Laying aside reference to our particular
industry, we thoroughly agree with your sentiments and can well realize how important it is for a farmer to know just what it means to grow high-grade products and market them in first-class shape. That particular feature is our greatest difficulty--to make them realize that if we do not get good peppers from them we cannot pack good peppers nor pay at the same rate. Our efforts are meeting with success even though at a great sacrifice. We, who agitate diversification, need to realize that the real outstanding difficulty on this . score is ignorance and in a great measure unwillingness to learn. Personal experience and contact with six hundred farmers doting this season, beginning
with the distribution of seed, planting of plant beds, transplanting, cultivation, fertiliza tion, picking, grading and delivering to the factory has revealed the wealth of information as to just what educational work must be done to teach the facts enumerated by you.
Suffice it to say the great majority are willing to learn, but cannot hope to acquire the knowledge all in one year on any particular product other than cotton, which latter fact
seems to be one of the greatest troubles they possess. Another outstanding fact is their ability to become so easily discouraged. You, in your business, as well as we, in ours, have our difficulties and live them through. The average farmer throws Ma hands up th<" moment a cog in the wheel gives way a trifle.

"Homely T(dies"--No. 10

39

These attitudes of mind can and will be overcome in the same way that the L. W. Rogers Co. has demonstrated what real merchandising means, so will Georgia products come to the front when the same spirit and efforts are put forth in the produc tion of good products as has been shown by you in their distribution.
Again expressing our appreciation of the signal reference to our industry and assuring you of our co-operation in your efforts toward the betterment of Georgia products, we are,
Yours very truly,
POMONA PRODUCTS CO. By WALTER L. GRAEFE.

40

"Homely Talks"--No. 11

(A Reproduction of Newspaper Advertisement Appearing: November 5, 1922.)

Why Don't Georgia Raise Her Own
Dairzj Feed and Save Millions?
HILE we have been greatly gratified at the reception "accorded our "Homely Talks," each one from time to time bringing us many com mendatory letters, perhaps no one has so far created more genuine interest or brought us more favorable comment than the one pertain ing to butter and milk.
It has stirred up a lot of talk and caused a lot of investigation about the possibilities of dairying in this State.
And it has brought to light, too, some additional figures about the pro duction of butter that may prove interesting to Georgians--even though rather displeasing.
We are going to quote these figures to show what is lacking--where Georgia "falls down," if we may use the phrase--right in the first sound business principle of successful butter and milk production.
From authentic sources we find that Georgia imported during the past year from one concern alone--and that in a nearby State--124,184 sacks of dairy feed, weighing 100 pounds each.
We are informed that the ingredients in this feed are all .'asy to growin this State. It is made up largely of bran and alfalfa meal and cotton seed meal, and perhaps a few other ingredients--but all easy of growth in Georgia. In fact, some of these very ingredients are shipped to this concern from this State, and after being mixed into feed, are shipped back here again.
Who pays the freight both ways? You can answer without being told.
But that's not all. This concern that furnishes these 124,184 sacks-- or 12. 418, 400 pounds--of cow feed to Georgia, furnishes just 15 per cent, or about one-seventh, of this kind of cow feed to this State. They have statistics to show that coming in from all other sources is practically seven times 12.418,400 pounds.
Let's figure that--86,925,800 pounds of plain cow feed--alfalfa, bran, cotton seed meal, and the like--shipped into Georgia every year. Millions of dollars going out of this State for the plainest, simplest--yet good--sort of cattle food that could be produced here at home.
Of course, it takes good food--the right kind of food--to make cows give good, rich milk--and plenty of it.
And to think that Georgia, with all her climatic conditions--with all her fine soil--with all the advantages here of growing foodstuff that could so easily be turned into silage--despite all this, her cow-owners have to call upon neighboring States to supply her with millions upon millions of pounds of this food each year.
Isn't it queer? Isn't it ridiculous?
We have the word of a splendid dairyman close to this city--and he seems to be quite an exception--who produces practically all his cow feed,

"Homely Talks"--No. 11

___ __

41

using silos, etc., and who states that while some dairymen declare they can not make money at 40 cents a gallon, he can, and does, make a splendid profit even at 35 cents. That's because he is thrifty enough to produce his own cow feed.
Then again, even with the great "amount of cow feed sent in here, many of our dairymen and farmers who offer milk and butter for sale, do not attach enough importance to the matter of scientific feeding.
Men who have studied this question report that it is absolutely necessary to feed cows properly--regularly, scientifically--to get the best results. We have been told of a case where the milk production from one cow was in creased within 30 days from five quarts to seventeen quarts per day through the feeding of certain kinds of food and scientifically regulating the amount to be given at each feeding.
Georgia cattle owners must make a closer study of this question to meet with any great degree of success.
And they must study the treatment and care of cows. For instance we have in mind a farmer right here near Atlanta who is as careful about the health and cleanliness of his cows as the most careful mother could be with her children. He bathes and rubs and curries his cattle every day. He watches and invokes every small sanitary detail for the benefit of their health. As a result the butter he brings into the city is eagerly sought by patrons at an increase of 10 cents per pound above the average market price.
Kansas and Missouri, fifteen or twenty years ago, were just about in the same position then as regards milk and butter as Georgia is today. Very little creamery butter was offered for sale--very little attention was given to the dairying interests. By proper education--by constant agitation through the press--by the co-operation of every interest from the bankers on down the line, the bankers even going to the extent of purchasing groups of fine cows for those interested in dairying--these States are today among the large producers of milk and creamery butter--and this industry alone has brought great prosperity to these two States.
It is an industry that can bring great prosperity to Georgia if proper study and care, and then WORK, is put into it.
But it is going to take State co-operation--county co-operation--com munity co-operation. The banking interests, chambers of commerce, boards of trade, civic and business clubs, the press, and all such organizations must lend their influence and co-operation--their HELP--to the development of this important industry. Many of our small farmers and those who could go into dairying need information, encouragement, instruction. The people of the cities must realize that no city can be prosperous unless the outlying country--the agricultural section--die territory surrounding it--is prosper ous. And they must help to make it so.
There must be action--concerted action--just as the people of Turner county, in this State, are taking. From reports from this enterprising county her citizens are making the greatest--the most important--move ever under taken by any county in Georgia in the matter of home development. Other counties and sections should follow her example.

42

"Homely Talks"--.Vo. 11

Just now Turner county is running page advertisements in the Philadel phia Ledger, the Saturday Evening Post, the Country Gentleman, and smaller announcements in other publications, telling, of course, of her great possibili ties--inviting capital and inviting intelligent labor to come into her midst. This is more or less an echo of the "Advertise Georgia" campaign of which so much was said--but not a great deal done--a few years ago.
But Turner county is putting up the money--paying the bills--and they are preparing to do wonderful things for that section. In fact, as a county, it has practically adopted the development program of the Georgia association, applying it intensively to their particular county, and it is being helped in every way possible by the Georgia association, who, according to its president. wants to "help Georgia realize herself/'
A great meeting of all interests--financial, educational, agricultural-- was held a few days ago at Ashburn. It was attended not only by "home folks," but by many of those interested in the great plan from near-by coun ties, and by many of the directors of the Georgia association.
For the next twelve months a development program something like the following has been outlined for this progressive county:
One hundred thousand pounds of sour cream every month. Fifteen carloads of hogs sold even- month. Two carloads of poultry sold every month. One hundred members for the golf club. IV i hundred members for the pig club. Ei ;ht hundred members for the Turner county farm bureau. O te hundred members for the girls' canning club. Permanent pastures on every farm in Turner county. A 25 per cent increase in acreage production. Better schools. Two hundred new settlers for the county.
We extend congratulations to Turner county. Such co-operation--such pluck--such enterprise--will make it within a short time one of Georgia's greatest counties--if not her greatest and most prosperous county.
Berrien county, too, is another county in South Georgia that is waking up to her possibilities. It is declared by those who know of her products-- her peaches, her watermelons, her pecans, her sweet potatoes, her peas and beans, and other vegetables--that they are being brought to a splendid per fection. Now. if not already united on a co-operative marketing basis, let Berrien county profit by the experience of California producers.
Let her sort and grade and pack in attractive packages the choicest of her products. Let there be uniformity in her products and in her packages. Then, through co-operative marketing, where patrons can be assured of large salable quantities, let her offer to the world the good things she produces.
Let's make Georgia blossom like the rose. By co-operation, by intelli gence, by WORK, we can do it.
Let's go.

"Homely Talks"--No. 11

43

WE THANK YOU, MR. KNIGHT

Piedmont Laundry Company

Atlanta, Ga.

Mr. Scott Alien, Vice Pres. and Gen. Mgr. Rogers Co.,

October 25, 1922.

City.

Dear Mr. Alien: I read your article in this morning's Constitution relative to
butter. I certainly appreciated it, and think it is too bad that a man who would get up this information and give it to the people of Georgia should have to pay to have it pub lished. I think you are doing wonderful work for the entire State by these articles, and I believe the Chamber of Commerce should have same published without costing you or
your company for this advertisement. As a citizen and business man of Atlanta, I want
to thank you for the wonderful work you are doing in this line.

Yours very truly,

C. D. KNIGHT.

RIGHT IN LINE WITH OUR ARGUMENT
After expressing his interest and pleasure in reading our bulletins, and commending especially our "apple industry" bulletin, Mr. William E.' Duncanson, of Atlanta, agency manager of the Equitable Life Assurance Society of the United States, writes:
"The raising of grains, grass and live stock should go hand in hand with fruit grow ing, and when so conducted makes the safest and most profitable of all types of farming. There are large outcroppings of limestone in Northwest Georgia, which nature has placed there, but man is not now doing his part in the crushing and distributing of it over the soil. That section is bountifully supplied with potash, and needs no other fertilizer than ground limestone and manure to make it produce as fine alfalfa and other clovers as is being raised anywhere else in this country. Blue grass will grow voluntarily wherever the wooded land is underbrushed to give it a chance. There are today blue grass pastures and cattle ranges in Rabun county, Ga., which are just as fine as any in the blue grass section of Virginia, West Virginia, Kentucky or Tennessee. There are no poor people to be found anywhere in any section of this country where blue grass will grow and where fruit and live stock farming is properly conducted.
"What we need is more of the intelligent, hard-working type of farmers, such as are ID be found throughout the middle Western and Northwestern States, who, if they settled in Northeast Georgia, would not attempt to do any other type of farming than that for which God has so richly endowed the soil of that section of our State.
"I bid you Godspeed in your splendid work, and assuring you of my willingness to co-operate in the further development of Georgia, which is in potential wealth the richest piece of ground of its size in the world, I am, sincerely yours."

44__________________"Homely Talks"--No. 12___________________ (A Reproduction of Newspaper Advertisement Appearing November 8, 1922.)

Eighteen Million Eggs--1,500,000 Dozen -- We Are Compelled to Bug Annually Out of Georgia

no story of any particular crop or product of Georgia is more interesting--or furnishes more startling figures of Georgia's indifference to her own interest--than that of poultry and eggs.

Eggs perhaps are next to bread--next to the "staff of life"--in their importance as a food product and in their consumption by the people of the world. They are one of the most important and essential commodities of food. Nearly everybody eats them, in one form or another, and no cook can get along without them.

So. it must be that millions of eggs are consumed every day in the year. And so it is that insofar as possible fresh, nutritious eggs are not only desirable but essential.

Properly handled, eggs in large salable quantities are a splendid money product. They have made many sections of our country very prosperous. They mean ready, quick money almost every day in the year.

But let us tell you just a little about our experience with eggs--how

and WHY we are compelled to go into neighboring States to buy hundreds

of thousands of dollars' worth of eggs every year.

|g

In the first place, just as far as lies within our power, we offer to our I patrons QUALITY goods. A few people, doubtless, may have the idea that |y "an egg is an egg-" and when freshly laid, one is just as good as another. Ls There never was a greater mistake. Eggs can have QUALITY--NUTRITION S --WHOLESOMENESS--just as any other food product.

And hens that are not housed and fed properly, hens that are allowed to roam at will, existing almost entirely upon grass and bugs and worms-- hens that are not separated from the males of the specie--produce the kind of eggs that measure up LEAST to the requirements of QUALITY food.

As a general rule, that's the kind of eggs Georgia produces. Georgians have not learned as yet--but they are learning fast, we are glad to say--all the important points about egg production.
So that is the reason we have to go into Missouri, and Tennessee, and other States--States where they take care of their hens, and where they feed them properly--to get the eggs of quality we insist upon having for Rogers' stores.
Go with us for just a moment to the egg department of our warerooms on Whitehall street. We would be glad to have you go. See our row of ex pert candlers at work--a half dozen of them-- (for we candle every egg be fore offering it to the trade). Look yourself through the large, white, clean, firm eggs shipped in by the carload from other States. Every one solid-- full of nutrition. Break one of them--or as many as you like--see the solid,

"Homely Talks"--No. 12

45

firm yolk, and the thick, heavy white, that clings in a long, unbreakable stream to fork or spoon. The hens that lay these eggs have been cared for-- housed comfortably, fed scientifically--and their product carefully gathered and prepared for the market.
Now candle a Georgia egg--see'the difference. Thin and watery. The whole of the inside turning from side to side as you turn the egg. Break it-- the yellow thin and spreading--the white with no cementing quality. This is not true, of course, with ALL Georgia eggs, but it is true of the greatest majority of the eggs gathered in Georgia and offered in the markets of this State.
This is a statement that we may be criticised for making, but we are making it in the interest of Georgia. For Georgians have much yet to learn about the importance of caring for hens--about their scientific feeding to produce firm, nutritious eggs--about the desirability of infertile eggs over fertile eggs when it comes to preserving them for market and preparing them for shipment.
Eggs must be of the right sort--they must be good, solid, infertile eggs --if they are to be accumulated in large quantities during the heavy laying season in order to have enough for consumption during certain other seasons of the year.
For instance, we are right now beginning a season, running until about January 1st, when it is absolutely impossible to get many fresh laid eggs. The winter season, as everyone knows, brings a scarcity of fresh eggs. Con sequently, the eggs produced earlier in the year--particularly along in March, April. May and June--have to be preserved for marketing in the winter months.
The States supplying the L. W. Rogers Company with the big shipments we will be receiving for the next three or four months, gathered the great bulk of those eggs many weeks ago. They are the kind of eggs that preserve so perfectly it is practically impossible to tell them from eggs produced last week. They know how to select them and how to store them. And while we sell them, labeled as storage eggs (for we never deceive our patrons), very few could distinguish them from freshly laid eggs.
These are the kind of eggs that practically all large dealers in Georgia have to depend upon, whether consumers generally know it or not. There are very, very few really fresh laid eggs on the market, nor will there be for the next few months.
Georgia eggs, as a general rule, are not the kind that can be kept in any sort of storage. The elements to properly preserve them are missing in the eggs themselves for the reasons we have already mentioned.
And Georgia, of all states, is a place where this condition should not exist. With the climate so perfect that chickens could be hatched and raised all the year round, making it possible to produce fresh eggs 12 months in the year, if hens are properly fed and cared for, certainly there ought not to be any occasion to send out of Georgia every year for our own needs thousands upon thousands of dollars for eggs produced months ago in other states.

46

"Homely Talks"--No. 12

But there must be co-operation in marketing--uniformity in packing-- producers working together for the benefit of all.
When Georgia learns how to produce eggs in this way all the year round--produce the best and finest and freshest, which she can do-- of course, there will be a big demand in other states for Georgia eggs, and if we do not consume our own product we can at least bring an amount of money into the state for practically fresh eggs equal to the amount we now send out of it for storage eggs.
Now, let us tell you a little about quantity as well as quality. The figures may surprise you.
The L. W. Rogers Company handle an average of 1,000 cases of eggs per week--50,000 cases annually. Thirty dozen to a case makes 1,500,000 dozen--or eighteen million eggs. At an average of 30 cents per dozen, and buying the great,bulk of our eggs from neighboring States, that means that we'send out of Georgia nearly $450,000.00--certainly close to $400,000.00 --for eggs every year.
And we do only about one-sixth of the egg business in this immediate section. Six times $400,000.00 means $2,400,000.00. What would the figure be throughout the whole State, if other retailers and dealers have similar experiences to ours?--and many of them do.
Figure it out yourself what Georgia is losing in a failure to appreciate the importance of her egg industry. It almost staggers us.
And now comes another peculiar thing about Georgia's poultry and egg industry--a most startling thing.
Despite the fact that thousands--and millions-- of dollars go out of Georgia every year for eggs--despite the fact that Georgia hens are not fed and cared for scientifically, as in large egg-producing States--despite the fact that millions of our chickens roam at will over the farms of their owners --and despite the fact that practically every ingredient for every known brand of chicken feed made in distant States could be grown or produced in Georgia--despite all this, Georgia sends out of her borders annually millions of dollars for chicken feed.
Listen to some figures: The same concern in a neighboring State that posted us a few days ago about dairy feed also gave us these surprising fig ures. They sent to Georgia within the last twelve months 145,147 sacks, weighing 100 pounds each, of various kinds of chicken feed.
This included chicken chowder, baby chick feed, hen chow, and fatten ing feed for chickens. That means that this one concern, which admits that it perhaps does only about 20 per cent of this kind of business in Georgia, sent 14,514.000 pounds of chicken feed into this State. Taking 5 cents as the average per pound, this means $725,735 was paid by Georgians to this one concern. The figures would run into the millions over the State, taking their experience as a basis.
And we are told that big Georgia marble concern ship thousands of pounds of grit to big chicken-feed houses in other States. This is returned in packages--(again the importance of packages)--and retailed to our chicken owners. Of course, somebody pays the freight.

"Homely Talks"--A'o. 12

47

Just in conclusion, we want again to state that we would be pleased to buy every egg of the 50,000 cases we sell direct from Georgia. But until Georgians pay more attention to this industry--until they learn to care for and feed their hens properly--until they adopt the system of separation of males and females--until they learn how to select and pack, and put eggs into salable condition--in fact, until they learn more than the A B C of the egg industry--our company, like scores of other egg dealers, will be com pelled to continue sending Georgia money into other States for this com modity.
There's no reason why Georgia--why Georgians--cannot produce as fine poultry and eggs as are produced in the world--but it takes CARE and THOUGHT, and STUDY and WORK.
Let's go, Georgians.

48

"Homely Talks"--No. 13

(A Reproduction of Newspaper Advertisement Appearing November 12, 1922.)

"A Prophet Is Not Without Honor Save
in His Own Country"
*|HE above quotation furnishes us with a splendid text on which to build a little business sermon this morning to the people of Atlanta-- to the people of Georgia.
We have repeatedly stated since we began the publication of these bulletins in the press of Georgia that the reason so many people of this State failed to buy the things made here at home--particularly articles of food-- was because of LACK of QUALITY in them; because of the general ap pearance of the articles themselves, or the boxes or cartons or cans which held them, as they were offered to the trade.
This failure of Georgians to produce and properly prepare for market the many good things this State can furnish has been the whole KEYNOTE of our campaign. It is a situation we are trying to remedy by calling atten tion to it--in fact, by talking VERY PLAINLY about it.
But while we have done this we have also talked, from time to time, about some things that were produced RIGHT in this State--articles of ihe HIGHEST QUALITY--and we have URGED that such products ought to unanimously receive the commendation and patronage of Georgia people.
And it's now about the products of a Georgia concern--an Atlanta house--that we are going to talk today. For we KNOW from personal ex perience and observation--and from the statements of thousands of Rogers patrons--that the products of this concern are not surpassed by any and equalled only by few.
This concern is the Frank E. Block Company, of this city.
This concern has no interest whatever in the preparation of these bulle tins. They pay for no part of them. They will see this article first only when it appears here today. They are just one of our large Georgia sources of supply for the particular line of goods they make--just as are several other concerns that make and pack GOOD PRODUCTS in Georgia--the State from which we, as a strictly Georgia concern ourselves, would prefer to buy much more--in fact, the bulk--of the things we sell in our 150 stores and markets.
And before going into the matter of the kind and quality of products turned out by the Frank E. Block Company, permit us to say for them that they are practicing, just as far as lies within their power, the same doctrine of "buy at home" that we are preaching.
They buy from Georgia everything possible in the conduct of their business--everything that is good of its kind produced in this State.
They buy their butter from the dairies of Georgia.
They buy their sugar--carload upon carload--first,-run sugar, the finest and best for candy making, paying a considerably higher price than the price of average granulated sugar--from the Savannah Sugar Refining Co.

"Homely Talks"--No. 13

49

They buy pecans and black walnuts from Georgia growers.
They buy lard from the White Provision Co., of this city.
They buy products from the Southern Cotton Oil Co., of Atlanta.
Their peanuts come from the Albany Peanut Co., of Albany, Ga., and two years ago they could hardly buy a sack of peanuts from this State. Now, by co-operation among the farmers in South Georgia in growing and grading and marketing, they buy the finest shelled Spanish peanuts in the world right here at home, consuming about a carload every week, or about 28,000 pounds--or 1,456,000 pounds annually. They helped to create a near-by market for this new Georgia industry.
They buy all their boxes--fancy candy boxes and all manner and sizes of corrugated boxes--from the Atlanta Box Factory and the Empire Printing and Box Co., of this city.
They buy their ribbon for their fancy boxes from Montag Bros., of Atlanta.
Their showcases from the Atlanta Showcase Co.
Their cream from the Belmont Dairy, in Atlanta.
Their flour and bran from the Atlanta Milling Co.
Their cans from the American Can Co., of this city.
Their honey from Georgia and Florida producers.
There are just a few things they CANNOT buy in Georgia, for they are not produced here. Among these are their wooden candy pails, which come from Florida, but could and should be produced in this State. Their molasses comes from New Orleans. Their heavy lithographed labels for candy pails and other containers--which are contracted for by the million--they would like to buy in Georgia, but there is no plant sufficiently equipped to turn them out. But there OUGHT to be such a plant in Georgia. With all the amount of lithographing and other important label work now being used, and to be used by Southern manufacturers in the future, it seems to us that a large plant of this kind would prove very profitable in Georgia.
So much as to the loyalty of this concern to Georgia interests.
Now let's see what they produce, and how much--and HOW MUCH GEORGIA, IN RETURN, DOES FOR THEM.
This concern, as practically everyone knows, are large candy makers, producing not only the purest and best of plain candies, fine marshmallows and the like, but the HIGHEST QUALITY of fancy candies, packing them in most attractive boxes; they produce a line of biscuits, cakes and crackers, known as the "Kennesaw" brand, that has no superior. These include milk and lemon biscuits, oyster crackers, ginger snaps, waferettes, graham and vanilla wafers, butter thins--in fact, a great variety of delicious edibles of this kind, chief among which is their famous "Kennesaw" saltines and Block wafers.
The daily capacity of this big concern is around 100,000 pounds of all iis varied products. It employs generally around 700 people, paying splen did wages, and--
Notwithstanding all that it does to add prestige and furnish employment and bring prosperity to Georgia--
GEORGIA CONSUMES ONLY 10 PER CENT OF ITS ENTIRE OUT PUT.
AND ONLY 30 PER CENT OF ITS HIGHEST CLASS OF GOODS.
Verily, the quotation at the head of this article never found stronger illustration--"A prophet is not without honor save in his own country."

50

"Homely Talks"--No. 13

"It is much easier for us to sell goods, and to get repeat orders year after year from cities outside of Georgia than from the people of our own State," said a Block company salesman to us the other day. "For instance, one drug store in Cincinnati handles more of our candy than all the drug stores in Atlanta combined."
Of course, there are other good candy manufacturers in Georgia. Atlanta, particularly, is noted for its splendid candy concerns.
But isn't it strange that here is a concern, buying thousands upon thou sands of dollars' worth of raw material in Georgia, giving employment to and paying out millions of dollars to our Georgia people; employing, too scores of skilled, expert men in various baking and candy-making lines; spending thousands of dollars with our newspapers and in other forms of advertising--a concern established more than fifty years ago, and known for its reliability, its square, honest dealing--and turning out cakes and crackers and biscuits--all of the FINEST QUALITY, and so fresh they are almost warm when you buy them for use--and YET--GEORGIA ONLY BUYS 10 PER CENT OF THEIR ENTIRE OUTPUT.
"Oh. consistency, thou art a jewel."
Read again the heading at the top of this article. Let's not let anyone charge that quotation as being true in Georgia about the Frank E. Block Company, or any other concerns that turn out GOOD PRODUCTS.
There are a number of other things we could say about the Frank E. Block Company that would, no doubt, interest you. If you take a trip throush their plant--and they would be glad to have you do it--you will find-
The company occupies the greatest part of a city block.
You will see hundreds of employees busy at work under-conspicuously clean and sanitary conditions. You will see graduates of colleges and uni versities there, in clean uniforms, with sleeves rolled up, at the heads of various departments, working themselves, and directing others. These men are all paid salaries ranging from $150 to $300 per month.
You will see hundreds of well-appearing, neatly clad, rosy-cheeked, | pretty girls--happy in their surroundings--their nimble fingers dipping chocolates, packing candy and crackers, and doing many other things--girls who make many of them, $25 to $40 per week, and none .of them less than about $15. these being the more inexperienced.
You will see. too, a number of ex-school teachers, working in various candy departments, who have sought and secured employment there because of lighter work and more pay than they received in school work.
You will see a large airy restaurant, where employees can secure lunches | and meals at cost, and a big dance hall and recreation rooms.
You will see dozens of pieces of modern machinery for making and j wrapping various products, a number of which cost around $9,000 each.
You will see, near the center of the plant, a pump silently at work every hour of every working day, bringing up clear, fine water with a temperature

"Homely Talks"--No. 13

51

of 52 degrees from the ground at a depth of 640 feet. When this well was bored, a few years ago, heavy granite was struck eighteen feet below the surface, and almost through the remainder of its depth the contractors were forced to go through this granite. This water, pure and free from alum or other chemicals, is fed through the various processes of making crackers and candies by highly delicate gauges, so that uniformity in all products is a certainty.
But, after all, the chief thing we would drive home to Georgians is to produce, first, a GOOD article--a BETTER ARTICLE than the other fel low--and, second, to PACK and put that article on the market in the MOST ATTRACTIVE form.
Many concerns and producers in Georgia are doing that very thing-- and when they do, YOU SHOULD CALL FOR AND USE THEIR PRO DUCTS.
Let's go, Georgians.

52

"Homely Talks"--ftp. 14

(A Hepredaction of Newspaper Advertisement Appearing November 1!, 1922.)

A Few Wise Leaders in Everzj Communi ty--and Then Co-Operation--Is Georgia's Great Need

ROM all over this State, in many newspapers, and from scores of bankers, business and professional men, farmers and others, are coming to us friendly messages and comments showing that we have aroused much interest in this, our campaign, for BETTER Georgia products, and for more CARE in preparing products for the markets.

WILL REPRODUCE THESE BUL LETINS IN CONVENIENT FORM

Not only interest is being shown, but co-operation is being offered. And it is co-operation--every inter est working together--every commun

We have bad so many requests for .com plete files of these "Homely Talks," as well as suggestions that they be put into pamphlet form, that we have decided to reproduce them all in convenient form when the series is finished, and will be glad to furnish them free to those desiring them. To those who would like copies, please drop us a line stating how many you can use, and when reproduced same will be forwarded.
Here, for instance, is one of scores of requests:

ity planning together--that ultimate ly is to make Georgia the great pro ducing and marketing State she is destined to be.
It is the BIG BUSINESS interests of Georgia--bankers, railroads, Chambers of Commerce, Boards of Trade, newspapers, civic clubs, and

GEORGIA STATE BOARD

the like, that can take hold of and

for VOCATIONAL EDUCATION
Athens, Ga., Oct. 26, 1922. Mr. Scott W. Alien,
Manager L. W. Rogers Co.,

can help so materially to bring the farming, the dairying, the poultry in terests up to the very HIGHEST STANDARD--can do great work, if

Atlanta, Ga. My Dear Mr. Alien:
Your series of "Homely Talks" have appealed to me. I wish that the whole series might be placed in the hands of every boy in Georgia who is studying agri culture in our schools--2,000 of them. I want to ask if, when the series is com pleted, you can have them printed in pam phlet form for our use.
It would seem to me that such pam phlets would also appeal to Chambers of Commerce, Civic Associations, Farm Or ganizations, as well as every other agency interested in the development of the State of Georgia. I should think the bankers of the State might even pay a part of the cost of their pnbiication.
I will appreciate hearing from you, and hope that you will be able to suggest some way that we may place all your articles in our vocational schools.

they will, in encouraging and bring ing about that condition which will make ALL of Georgia's products take FIRST RANK in the markets of the world.
The farmers of Georgia--particu larly the smaller farmers and dairy men--are willing and anxious to bet ter their condition--to produce more and HIGHER QUALITY of goodsbut many of them need help--need advice--need encouragement--need intelligent direction--need LEAD ERS.

Very trnly yours, PAUL W. CHAPMAN.
Supervisor of Agricultural Education.

In every county or community in this State there should be--(and

there ARE)--a number of strong,

unselfish men--men who have Georgia's interest at heart, and who have a

vision of.her wonderful possibilities--to TAKE THE LEAD--to call the

"Homely Talks"--No. 14

53

producers in their section together, and to start them on the right road to GREAT PROSPERITY.

If a section is peculiarly fitted for dairying, poultry and the like, let them take up this work--TOGETHER. Study it, produce the-best products possible, and work out a co-operative marketing plan.

If trucking suits best--if the soil is peculiarly adapted to the growing of some kind of vegetation--combine and select a uniformity of the things to grow, and then grade and pack them uniformly and properly, and make definite arrangements for a marketing place and plan.

Of course, Georgia's soil and climate, as everyone knows, will produce vegetation practically all the year 'round, but a systematic plan of producing and marketing should be worked out, so that there would be no conflict--so that while one section of the State is offering one thing, another section can be prospering from other products.

It has been such a system as this--a system of mutual understanding-- of co-operation--of helpfulness--of rotation and co-operation in marketing --that has put many States so much to the front.

No one small producer in dairying, in poultry and eggs, in vegetation, in fruits--or in any line--can make much headway toward success while working alone. His products may be ever so good, but there is not sufficient volume either to attract the larger buyers or to secure shipment advantages.

But let a number of these producers get together to produce the same crop--or a number of crops--identical of their kind, and then sort and grade and pack properly, so that they can furnish their production in large, salable, uniform quantities, marketing co-operatively--and they'll soon find that their section will be a Mecca for buyers and they'll enjoy prosperity such as they have never known before.

Already the railroads of Georgia are proving responsive to our sugges tions in these bulletins. Railroad officials know of Georgia's great possibili
ties--they are anxious to see Georgia bloom like a rose--and they know, too, that when Georgia becomes a great producing and marketing State, it means more business for them.

Here is a letter just received from W. W. Croxton, passenger traffic man ager of the A. B. & A. Ry. Co.:

MR. SCOTT W. ALLEN,

ATLANTA, GA, Nov. 9, 1922.

V. Pres. and Gen. Mgr. L. W. Rogers Co., Atlanta, Ga.

My Dear Mr. Alien--I am very much interested in the series of advertisements which you are running in the daily papers, under the title, "A Little Series of Homely Talks." I am especially interested in your Series No. 12, on the subject of eggs. If you could let me have, say, 200 copies of this article, in poster form, I shall be glad to have them posted on the bulletin board in each waiting room of the A., B. & A. railway, in the stations in Georgia and Alabama. With best wishes, I am, yours very truly,

W. W. CROXTON, Passenger Traffic Manager.

Here is a little story clipped from the Rock Island Magazine. It was written for the Missouri Ruralist, but it illustrates so clearly some of the things we are hoping for Georgia that we reproduce it:

54

"Homely Talks"--No. 14

Up the line some distance from St. Louis stands a modest little depot on the Rock Island lines. The guardian of the railroad's interests is a modest station agent. He is polite. He can smile. He is eager to answer questions. He doesn't mumble them.
If you talk to him about '"his" road, he will tell you '"it's the best in the world." Doing his utmost to make it so, the community thinks just as he does, and when the Rock Island several years ago started its work of co-operation with the college of agriculture and the state board of agriculture, other communities began to think the same way, and some of them are now out of the ''self-sufficiency" class, shipping out many thousands of dollars worth more of cream, poultry and stock than ever before.
There's the town of Barnett, in Morgan county. A little village, boasting only a few hundred souls, but the livest bank president in the state. This town got on its toes three years ago when the first Rock Island agricultural train stopped .long enough for several lectures. The banker, W. W. Gillum, couldn't see anything better for his com munity unless it sold more produce. To sell more it must first be raised. And here was information on how to do it. But would scrub stock do? Hardly. Good stock was the first step. But how to get it was another matter, and it was here that the seed sown by the agricultural special took root. The first evidence of sprouting was when this wan Gillum took the train one day for Wisconsin to look over some herds of Holsteins.
When he returned, he called his bank directors together and I presume gave some of them the fright of their lives. He proposed to buy two carloads of Holsteins with bank money, and sell them to farm folks thereabout. That would require more than $10,000--more than half the capital of the bank. And instead of "short term paper" the bank was to take long time notes from farmers and fanners' sons who -wanted these well bred cows.
But Gillum put his scheme "over." The cows came. That was three years ago, and the dairy business around Barnett has risen from nothing to where $500 worth of cream a week is shipped out--$26,000 a year. Poultry products have increased in value in that time from $3,000 to $60,000--an increase of twenty-fold. Where did the railroad come in? Well, the railroad shipped that cream and butter and eggs and poultry. And that is why the Rock Island feels that its agricultural special trains pay. Barnett is only one of large number of towns thus served.
It all goes back to that modest station agent. He knew that his worth to his road depended on the amount of business it handled. His employers had only one thing to sell--service. The more they could sell, the greater the income, and when this reached a point of sufficiency, it meant reduction in rates. In all, he could see the cycle that is necessary for every- one to prosper and no doubt believed with all his heart that no man 01 no railroad can live to itself and for itself alone.
Of course, others are sharing in the fruits of this labor. As much credit is due to the farmers members of the calf and cow and poultry clubs as to those who supplied the first incentive and others who supplied the means of getting better stock. -In all, it's a wholesome round of co-operation that Barnett enjoys.
But not stopping to argue whether they are their brothers keepers, the roads have reached the point of figuring that they are their patrons' freight and passenger haulers, and that prosperity can't be for one class alone. In such a business all must share. And in this work the roads are benefactors fully as much as our other agencies >or helping develop our methods and crops and livestock to the point where it is making money. Closer co-operation all 'round will help dozens of Barnetts of 1919 become prosperous Barnetts of 1922.
This is what we want to see in Georgia--see the bankers and trie rail road and the manufacturers and the merchants and the newspapers--every interest--get together--and PULL TOGETHER.
We believe the farmer--the producer--will do his part.
Let's HELP and encourage him--and soon Georgia will be FIRST on the list of the GREATEST and BEST producing States in the Union.
Let's go, Georgians!

"Homely Talks"--No. 15

_____

55

(A Reproduction of Newspaper Advertisement Appearing November 19, 1922.)

Cattle and Hog Industry Important in
Georgia, But Closer Study and
Co-operation Is Needed
]MONG a great number of letters the L. W. Rogers Company is receiv ing from all parts of the state commending us for the work we are trying to do in arousing Georgians to their possibilities in these series of advertisements, conies one from Governor-elect Clifford Walker.
In it he asks us a question that, while we are not in position to go fully into detail in its discussion, is worth very serious consideration.
The idea advanced by the Governor-elect is one that we have continually called attention to, and in one instance, at least---that of milk--we have done much to remedy the situation.
Mr. Walker, after commending us for the articles as a whole, and re questing that we "keep up the good lick," asks:
:'How about a series of articles showing up the small prices given to the producer and the large prices paid by the consumer? In other words, I am told that cattle on the hoof sells around two cents a pound, while steak retails at 35 or 40 cents a pound. Look into this phase at your leisure. We certainly need information and a healthy public sentiment on business conditions--particularly where the farmer is interested."
The great trouble, as we have tried to show in other bulletins, and as the incoming Governor indicates, is that there is too much waste--too much lapse--between the producer and the ultimate consumer. This is the natural consequence of a lack of co-operation between producers in given communi ties or sections. This, however, may not apply to beef cattle and other live stock so much as it applies to some other products of Georgia.
It is because, too, of a LACK of QUALITY in many products--and this-. refers to cattle and hogs just as much as it applies to fruits, grain and vege tation.
And it is, doubtless, more or less this latter cause that brings about the situation noted in Mr. Walker's letter. For we find on pretty authoritative in formation that cattle which brings only about two cents per pound on hoof is hardly the cattle from which 40-cent steaks are cut.
Georgia, we find, is not paying as close attention to beef cattle raising as she ought. Only in just a few instances are there any individuals or con cerns trying to produce in any considerable quantity beef cattle in Georgia. Those that are doing so are doing it well, and are producing just as good beef as can be produced anywhere--which shows that it can be done in Georgia.
But statistics would probably show less of this food commodity, as a whole, offered now than was available a few years ago. This is due, no doubt, to the fact that beef cattle raising--even though quite profitable in the end--is a somewhat long drawnout and rather expensive business in the beginning. It takes quite a few yeais to get a good start in this line. It

56

"Homely Talks"--No. 15

requires a good number of cattle to begin with, or a wait of three to five years before enough volume is secured to enjoy good profits. Then, again, it takes considerable pasturage, and it takes considerable feed of the right sort for fattening cattle.
We say this, not in criticism of Georgia, but to show a situation as we be lieve it exists here. However, it could--and SHOULD--be improved; good Georgia beef cattle can find a ready market near at hand, and certainly it is profitable when once established.
That brings us back to the two-cent cattle Mr. Walker speaks of. Geor gia cattle at such a price--and there is considerable of it sold, no doubt, for that--is used largely for canning or where ground meat is desired. Cer tainly but little of it--if any at all--can be said to be oflFered as choice meats at 35 to 45 cents per pound.
GOOD beef cattle--the best in Georgia and a great deal that comes into Georgia from other states to be slaughtered, for this state isn't offering near enough of this kind--brings on the hoof from 6 to 9 cents--some as much as 11 cents--and bear in mind that only about 50 per cent of the weight of the cattle is salable as meat, so when 11 cents is paid it really means, after all. that 22 cents is paid for the meat that goes on the table.
In explanation, too, of the situation Mr. Walker speaks of, it must be remembered that only about 16 per cent of a beef carcass represents the higher-priced meats--that is the loin or porterhouse steaks at 40 to 45 cents --such as Mr. Walker, of course, has on his table.
So. when GOOD cattle are purchased for slaughtering, consumers must bear this in mind: There's first the expense of 6 to 8 cents per pound on hoof. Then comes shipping and loss of weight in shipping. To this freight must be added. Then comes the labor and overhead expense of the slaughter ing and packing houses. To their profit must be added, of course, the retail market man's profit. When the beef is ready for slicing for the consumer, here is about the average percentage of the kinds of meat and the price it brings:

Round steak............ Loin, Porterhouse.. Flanks ........'............ Ribs ........................ Chucks .................... Stew meat .............. Shanks .................... Suet ........................

Per Cent. 24 .16 .04 .09 25 .13 .05 .04

Retail Price 30 to 35c 40 to 45c
Around lOc 25 to 30c
Around 15c 10 to 12c
Around 5c Around 5c

A few by-products and the hide, of course, add a small additional revenue for the packing house.
So, after all, and in fairness to all, we simply add it is hardly possible that the higher-priced meats come from the lower-priced cattle, and the percentages of choice meats must always be taken into consideration when trying to figure profits on slaughtered cattle.

"Homely Talks"--No. 15 __ __

57

Georgians, as we stated above, while not producing a great quantity of beef cattle, are improving on the grade they are especially raising for mar ket use.
And, after all, it goes back to the question of raising BETTER products and grading products more carefully. This could be done with beef cattle in Georgia just as well as anywhere. And then natnnlly follows, if best profitable results are to be obtained, co-operation *n raising or growing products and in a system of maketing, so that attractive volume can be of fered.
This community of interest--this getting together of producers of all manner of food products--was stressed in our bulletin just a few days ago.
And in a discussion of beef cattle naturally arises the question of hog raising in Georgia. In this matter we are glad to say this state is making splendid progress.
But there are two or three things yet that Georgians must overcome to produce hog meat that measures up to EVERY requirement of HIGHEST QUALITY PRODUCTS. One of these is in the feeding.
Hogs that are raised and fattened for the market entirely upon liquids, peanuts, and the like, cannot be made into the firm, solid meat that corn-fat tened hogs produce. Neither does the lard from such hogs stand the test of summer's heat as does the lard from hogs fattened on grain. The flavor of the meat itself may be just as good--just as sweet--but neither the meat nor the lard "stands up" in all seasons as does these products when produced from hogs fattened on grain.
Georgians are learning this, we believe, and in the course of time ALL of Georgia's hogs slaughtered for market will be fattened correctly, instead of only a part, as now.
Another thing is the curing of Georgia hams. And we are not referring now to the hams cured in large packing houses, but more particularly to the hams cured by the producer, many of which are offered on the markets of this and other states.
There is nothing sweeter or better--no meats with a finer flavor--than a correctly cured Georgia ham. And it is just as important to trim it pro perly, too. Let us repeat just here a part of a letter we received a few days ago from a leading banker in South Georgia. It emphasizes what we are saying, and it illustrates, too, the trouble he has had in trying to use Georgia products. He said:
"I have been reading with a great deal of interest your bulletins published as advertisements in The Atlanta Constitution. I believe the best service the press of Georgia could give their readers would be the publication of these "Talks." I hope you will have them published in book form, or hope the other papers will publish them, so that every man in the state may read them.
"Your talks with reference to the preparation of our products for market is along the line that I have 'preached' for several years in my limited way, and I consider it a very important lesson for our people to learn at this time. This is one of the best hograising sections in Georgia. I have a neighbor with more than twenty hams from last season hanging in his smokehouse. I bought one of them some time ago, and when I had trimmed off the flabby, yellow, 'uneatable' edges, a fourth of it was in the 'uneatable.'

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I had much rather have a properly trimmed and cured country ham, but am now using Morris' and Armour's, simply because the country ham is handled without any care as to appearance and goodness.
"I feel that great progress along this line has been made in Georgia for the past few years, but we are just beginning, and I hope to see greater improvement within the next few years."
That's the point exactly. Proper care is not taken to trim and wrap and cure in order to make Georgia hams take precedence over ajll other hams offered for sale.
We have right here in Atlanta the White Provision Company. It has done more to encourage the raising of cattle and hogs in this state than any other one thing of which we know. It has created a splendid market for Georgia's live stock for slaughtering purposes, and deserves the commenda tion of all Georgians.
From such raw materials as it was at first able to secure in this state it has made wonderful progress, until now. with improved cattle and hograising--with better raw materials at its command--and if it cannot get this material in Georgia it goes elsewhere for it--it has just begun a great enlargement of its packing plant.
Its products are widely known and very popular, and with the improve ments coming from year to year in cattle and hog-raising, and with the en largements and improvements for the plant of the White Provision Company. it certainly appears that not only the officers and directors of the packing plant should be enthusiastically optimistic for the future, but the cattle and hog-raisers of Georgia should feel that for the future they will have a nearby market for all the BETTER grades of food live stock they can raise.
Let's go. Georgians!

J

"Homely Talks"--No. 16 ___

59

(A Reproduction of Newspaper Advertisement Appearing November 22, 1922.)

Inexpensive Crops That Could Bring Un
fold Wealth to Georgia Through
Co-operative Methods
OR several weeks the L. W. Rogers Company has been printing this series of advertisements in several Georgia dailies.
In this we have had in mind only the upbuilding of this State --the awakening of Georgians to the many golden opportunities lying at their doors. Our criticisms have been made only for the best interest of Georgia, as we saw it--as we have experienced it. And with our friendly criticisms we have not hesitated to say some nice things, unsolicited, for those who do make and offer on our markets GOOD Georgia products.
There were many things we had in mind at the beginning of this cam paign--things that we might discuss for the betterment of our State--but we have concluded that perhaps we have gone far enough--for the present.
We had in mind the discussion and the encouragement of large indus tries--manufacturing plants, canning plants, creameries, and other like industries. But it takes money--capital--to foster these things. And they are bound to come before long as Georgia progresses in other ways. So we feel that our hopes and purposes, for the present at least, can be better realized by giving stimulus to the growing and producing of so many of the simpler articles of food--of the things that can be produced from our soil and through the excellence of our climate--without the outlay of much money--without the organization of a great deal of capital--yet things that require intelligent direction, diligent effort--that require thought and care-- and require, too. the thoughtful co-operation of communities.
For this reason we have confined our talks largely to, and have made friendly criticisms and offered constructive suggestions mainly as concerning the production and marketing of milk and butter and poultry and eggs, and the growing of fruits and vegetation.
And to these simpler, yet quite profitable things, which can be so easily produced in Georgia, there might be added many other food commodities. So today we are going to discuss a few of them.
HONEY
Take the item of honey. Some small amount of good honey is pro duced in Georgia--but the amount is very small compared to the demand. Thousands of pounds of this delicacy is brought into Georgia every year from other States. If the producers in these other States can make money from this business, why cannot Georgia?
It occurs to us that there are hundreds and hundreds of idle spots-- acres and half acres--adjacent to the homes of Georgia farmers that could bp sown in clover and sunflowers, or other things of honey-producing

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"Homely TaUa"--No. 16

qualities, from which thousands of hives of bees could be provided for. A little thought, a little study, some preparation not very expensive, would bring about a new money crop for this State. Of course, as in all other products, care would have to be taken to put honey on die market in an attractive manner.

SORGHUM SYRUP
Another product of Georgia which could be made highly profitable if proper care and preparation were made for its marketing is sorghum syrup. Georgia has a fine reputation as a producer of the ribbon cane variety. produced mainly m South Georgia. No product in Georgia, perhaps, has made more progress within the last few years in volume of production--in improved quality--in canning and packing--than has South Georgia cane syrup. Look into the reason, and you'll find one word that covers its wonderful success--CO-OPERATION.
In the Country Gentleman recently more than, a page was devoted to this Georgia industry. Some of the things said in this article were:
here in South Georgia, where syrup making has long been a commercial enterprise, the farmers have themselves organized into a syrup growers' association, and will put out this year a standard, graded, guaranteed for goodness, A No. 1 brand. This product will be canned and crated and is expected to spread out to reach a far and wide trade. * * * While sugar cane for syrup making is grown all along the Gulf and up the Atlantic coast as far north as North Carolina, the commercial industry on the Atlantic side of the cotton belt centralizes in South Georgia. The five counties of Lowndes, Brooks, Thomas, Grady and Decatur produce very close to 75 per cent of the crop of the state, which is estimated as having been last year some 85,000 barrels. Of this perhaps half is produced in Grady county. * * * Not only is it the plan of the new-formed Georgia Farmers' Co-operative Cane Growers' Association to introduce such standardized methods as will yield a minimum lot of this sort of stuff, but they propose to bring the whole product of a country into a central station, there grade it, mixing and canning all the a No. 1 grade. The No. 1 and No. 2 and lower grades will be sold for blending purposes. The a No. 1 grade will be sold under the association's brand name. * * * <^o one man or corporation,' explained a large syrup gower, 'has ever had enough syrup, or money enough, for that matter, to go outside the South for marketing. We believe when the outside public understands that what we have to offer is the pure boiled-down sap of the sugar cane that an enormous demand will be created."
In scores of counties in North Georgia is produced this heavier syrup, commonly known as sorghum syrup. As a matter of fact, it can be grown almost anywhere in this state. It has an entirely different taste from the South Georgia product, and is a popular syrup with thousands. A fine trade for it could be built up. But there is no apparent co-operation among growers--no effort to "get together" in its production and marketing. Con siderable of it is sold on the markets of this state, but it is offered in the main in bulky, inconvenient, unattractive form. Any sort and size of can or bucket, jugs with corncob stoppers, small kegs, big barrels--any sort of container to get it into market seems to be about all the importance attached to this excellent commodity. Proper co-operation, proper marketing--uni formity in color and grade, and then put up in an attractive, salable package, Georgia's sorghum syrup crop would put thousands of additional dollars into the hands of Georgia farmers.

"Homely Talks"--No. 16

61

VEGETATION
There are dozens of different kinds of vegetation that can be grown all over Georgia on which, if there was co-operation between growers in a community, so that volume enough could be produced to attract large buyers and to secure good shipping rates, there could be brought 'thousands of dollars into any community.
We have recently been told that twenty farmers near Cartersville are trying out this co-operative plan for the coming season. Each will plant one acre in onions--no doubt all working together to produce uniformity in product.
Onions can easily be made to produce 400 to 500 bushels per acre-- even more. In some sections of Texas, for instance, as much as 900 to 1,200 bushels per acre have been produced. At a nominal price of $1 per bushel, you can figure the money yield yourself.
Now, what will happen to those twenty farmers around Cartersville, if we have been correctly informed? If there should be a failure in any respect--which is hardly likely--no one will lose much. If there is a successful crop, twenty acres should produce 8,000 to 12,000 bushels-- maybe more. That creates volume enough to warrant drying kilns and to attract large buyers and to get the best of shipping conditions.
Whether this report is correct or not, this is just a sample of the kind of co-operation we are advocating.
A COMPARISON
What other states can produce in vegetation--states such as Mississippi, Florida, Texas, etc.--certainly Georgia can produce, at least much of it. We have seen authentic records of where 500 hampers of tomatoes were grown per acre in Mississippi; where, even on a lot 50x60, $250 worth of tomatoes were sold; where more than $250 worth of turnips were sold from an acre in Texas; where also in Texas more than $375 was netted from less than an acre of cabbage. Another case mentioned in Mississippi shows where, from one-fourth of an acre, 200 crates of tomatoes were sold, besides many given away and sold locally. In addition, there was canned from this small plot of ground 220 3-pound cans, 900 2-pound cans, 100 quart jars, and more than 100 pints of pickles and catsup.
Our attention has also been called to one grower in Florida who, from three acres, shipped 600 crates of head lettuce, receiving $2.50 per crate. And lettuce can be produced in Georgia with proper care and work. But it should be firm, hard heads--the kind for which there is the greatest demand.
" CO-OPERATION--VOLUME
But the point we are stressing is that so many vegetable crops could be made profitable in Georgia if there was co-operation among growers in order to produce volume and uniformity, so that marketing could be made easy for them. .

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___ "Homely Talks"--No. 16

In this co-operation--this organization--there should be careful inquiry, first, about marketing conditions--WHEN and WHERE--and then careful preparation for crates or cartons or containers made in advance. We knew, not long ago. of a farmer in Georgia who planted a number of acres in a popular vegetable and followed his crop with success up until gathering and shipping time. Then he woke up to the fact that he had not arranged for drums or containers. Consequently, at the last minute, he wired all around the country, and at considerable expense found only just a part of what he needed, and naturally lost much of the profit of his crop.
But there is always a good demand for beans, and lady peas, and turnips, and rutabagas, and potatoes, and black-eyed peas, and string beans, and lettuce, and tomatoes, and such vegetation.
Carrots can be produced almost anywhere in Georgia, and yet right now they are being brought by the carload into Atlanta from Chicago. But they are grown in groups in certain sections of the states from which they come; they are washed and trimmed and packed properly--and naturally they are sold readily on our markets.
Such vegetation will always bring a price if produced uniformly to yield fine returns, but there must be enough of it grown in any given section to make sorting and packing and shipping worth while. There must be a working together of the growers in these communities.
In this matter of community co-operation we were much impressed with its significance and its importance when we read a few days ago an article in Farm Life about the dairy interests in Steele county, Minnesota. Here is a county that has grown tremendously rich from co-operative dairying. It developed recently at a fair held in that state that Steele county was the richest community in the world founded on the dairy business. It has a population of 18,000 and it has one cow for every inhabitant Its annual butter yield is 5,000,000 pounds, valued at 82,500,000. It has 23 co operative creameries. It grows, also, hay, potatoes, grain, hogs, etc. It has bank deposits equalling $400 for each man, woman and child in the county. As a county it uses page after page of advertising in the big dailies of its slate.
Co-operation--advertising--excellent products--these have made this Minnesota county wonderfully rich.
This sort of "pulling together" in Georgia will make Georgia rich--if sections will just WAKE UP to their opportunities.
Let's

"Homely Talks"--No. 17

63

(A Reproduction of Newspaper Advertisement Appearing November 26, 1922.)

Co-Operative Production, Co-Operative Marketing
These Must and Will Eventually Make Georgia Take Her Rightful Place Among the Rich and' Prosperous States of the Union
HERE are two things that will eventually make Georgia a great PRODUCING and MARKETING State--a richer State than many have ever dreamed.
These are CO-OPERATIVE PRODUCTION and CO-OPERA TIVE MARKETING.
While we have constantly pointed out the need, not only of BETTER PRODUCTS in many lines, but better grading and sorting and packing-- more attractive packages--we have not failed to stress the two essentials to prosperity mentioned above.
Some several weeks ago, in an address made in Atlanta to the Georgia Cotton Growers' Co-operative Association, Aaron Sapiro, originator of the plan of co-operative marketing, gave to the cotton growers of this State some valuable advice along this line
It is just the same advice we have been trying to drive home to Georgians in regard to all manner of products.
He told how co-operative associations in one State had made it possible to handle and market 22 different commodities, from eggs to oats, and from milk used on local markets to wheat sent all over the world. He stated that marketing does not mean merely to work for small economies in packing. "It means," he said, "slopping the dumping system, which makes prosperity impossible."
The speaker laid down several steps in merchandising that should be followed--steps which we have urged in these bulletins, but we repeat them again, as he suggested them--
.Grading products closely and improving products. Arranging packages to suit the demand of the public and local conditions. Converting luxuries into staples by advertising and demonstration. Controlling the flow of supply and never letting any city or community be glutted or suffer a famine. Making the price depend upon the supply at the point of consumption and not at the point of production.
CANADIAN RUTABAGAS
There isn't any question about WHAT Georgia can produce. We have talked about Georgia's wonderful climate, her unmatchable soil, her allround natural advantages, until it hardly seems that these things need stressing over and over.
Scores of letters we are receiving commending this campaign show how indisputable is this condition in Georgia. Everybody seems to know it--

64__________________"Homely Talks''--No. 17
everybody admits it--yet all these Georgia advantages seem to amount to but little when we consider how much money is going out of the State for even the most simple and inexpensive, easy-to-grow crops.
Only a few days ago The Savannah Morning News said editorially:
"They are actually selling--advertising 'em in big type in. the papers, too--Canadian rutabagas in the Georgia retail grocery stores. As if there could not be grown on the soil of half of one Georgia county enough rutabagas to feed the people of two or three states the size of Georgia. And we ship them into Georgia from Canada by the carload!"
On this The Atlanta Georgian comments:
"It is quite true, as The News observes, that in any one county in Georgia a sufficiency of rutabaga turnips easily might be raised to support three or four states the size of Georgia; indeed, the state of Georgia in its entirety easily might raise enough rutabaga turnips to supply the continent of North America--and then some. It seems little less than a shame upon Georgia that we should ship carloads of this perfectly splendid and wholesome vegetable into Georgia--actually from without the United States. If rutabaga turnips sell at a price high enough in Georgia to warrant bringing them here from Canada, surely they could be raised and marketed in Georgia at an even better profit to Georgians."
WHAT EDMONDS SAYS
A most interesting letter, among many others, comes from Richard H.
Edmonds. editor of the Manufacturers Record. Baltimore, Md. .Mr. Edmonds
has been a studious observer of the development of the South for years. He
realizes the great opportunities in Georgia. We quote only a part of his
letter:
"I think it can be stated without fear of successful contradiction, that there is no other region in the world matching in natural advantages the South. Here is a combi nation of climaUc and soil and timber and water power and mineral resources, which find no duplicate anywhere else in the world. If we do not make of the South the richest agricultural and industrial country in the world, it will be due wholly to our lack of energy and initiative in constructive work. * * * Within the last twelve months, however, we are beginning to catch our step, and there are evidences of progress all over the South, indicating that we are about ready for a burst of industrial, activity which will carry this section forward in a most marvelous way, but we are not utilizing our agricultural advantages to the same extent which we are beginning to utilize our mineral and water-power possibilities. * * * We are still doing too much slip-shod farming. We are still content with small yields, due to a lack of intensive methods and Intensive fertilization. We are still PUTTING UP WITH BADLY PACKED AND BADLY HANDLED FRUITS AND VEGETABLES, in striking contrast with the way in which the Pacific Coast is packing and shipping its fruits and vegetables. With rare exceptions, the towns and cities of the South are not making any adequate attempts to create a local market for locally raised products. The Southern fanner is not, therefore, receiving the stimulus which he should have of a ready market in his nearest town for all of his diversified farm products. The responsibility for this condition rests very largely upon the consumers in the towns and cities of the South. They owe to agriculture and 10 the progress of their own community, the maintenance of marketing conditions which would enable all farmers to find a home market for their butter and eggs and milk and vegetables and fruits. The town and city people should also endeavor to encourage the BETTER HANDLING and the PACKING of these fruits and vegetables so that they may be more attractively presented to the buyer. * * * The South has made some progress, but the opportunity for improvement in these conditions is almost without limit. There can be no full development of the trade of any town or city without a development of the surrounding farm country, which will help to increase the prosperity of the city."

"Homely Talks"--No. 17

65

MUST HAVE STANDARD PRODUCTS
Another most interesting letter, and. one containing splendid advice
along the lines we have been advocating, comes from Prof. T. H. McHatton, horticulturist, of the Georgia State College of Agriculture. Among other
things he says:
"People going into the production of new crops oftentimes do not recognize the vast importance of grades, standards and labels. The individual farmer finds it hard to understand why anything produced on his farm should not find a ready sale. He over looks the fact that when he makes a purchase in a store that he expects this purchase to be up to standard, and that if there is anything very defective he either refuses to take it or wants a reduction in price. The products of the farm, no matter whether they be peaches, vegetables, cotton or live stock, are in exactly the same position when they appear upon the markets of the world. If they are not up to standard, the buyers discriminate against them, and probably the greatest good that you can do for the improvement of agricultural conditions in Georgia will be to impress upon the individual farmer the necessity of keeping his individual produce up to universally accepted grades and standards.
"Another thing that often militates against the advantage of new crops is that the producer does not make a sufficiently careful survey of market conditions to find out what the purchaser really wants, and he is very apt to produce something for which there is n sale. For example, our markets down here want headed lettuce of the highest grade, and the most perfect leaf lettuce could possibly not be moved in any quantities at a profit. This means that the producer has not studied the market demands, but has pitched headlong into the production of a crop without having applied to it the proper business thought in the beginning.
"Your company will probably be interested in knowing that the State of Georgia should be able to furnish you with fresh vegetables practically the year around. Immediately following the Florida season for early truck, south Georgia comes in, and it is unquestionably true that, under proper management, south Georgia should be able to produce practically all the vegetables that Florida grows. Of course, this does not mean that the whole of south Georgia is universally adapted to crops like celery, but there are certainly areas where flowing artesian wells are at hand and where soil conditions would permit the production of this crop.
"There should then be a general succession of crops as the season progressed until in the late summer, and then the mountain sections of north Georgia should supply vegetables of the same kind and character that are produced around trucking sections in Long Island and even farther north.
"For example, Georgia should produce and have on the market headed cabbages practically every month in the year. I know from personal experience that cauliflower can be brought to perfection in the mountains of norf.h Georgia in August. I have never seen them grown on a large scale, but have most successfully produced them in my own garden at an elevation of 2,000 feet in the mountains of this state.
"With proper care and attention lettuce can be easily grown in Georgia, and so it is with many other truck crops.
"Unfortunately, our general farmers have been brought up under the idea of an extensive rather than an intensive agriculture, and, when they try to pass from 'one cropping system to another, they usually carry the extensive idea along with them and this idea is, under general conditions, death to successful truck farming."
Bearing in mind, then, that Georgia can produce all the wonderful crops we have been talking about--and bearing in mind that if GOOD
products are put upon the markets in large, salable, uniform quantities-- communities co-operating together--there is nothing that can stifle the prophecy--or prevent its fulfillment--that before many years Georgia
SHOULD be the greatest PRODUCING and MARKETING State in the Union.
Let's Go, Georgians.

66________________"Homely Talks"--No. IB
(A Reproduction of Newspaper Advertisement Appearing November 29, 1922.)
Georgia Can Profit bt[ the Experiences
and Practices of Other States
i ANY people, no doubt, agree with the old saying that "comparisons are odious." but comparisons sometimes serve a mighty useful purpose.
And because of this we can hardly refrain from offering in our talk today a comparison or two concerning Georgia and some other States.
They will show how Georgia, with all her splendid possibilities, with all her advantages in location and climate and soil, has allowed other sec tions of our country to point the way to great prosperity--to surpass her in systematic, co-operative methods of marketing, if not even in thrift and enterprise.
We have mentioned frequently about the progressive work of western people, particularly along tie Pacific coast. We have spoke of the co operation and enterprise of California--a State made up largely, no doubt, of restless spirits from the east and north and south, who have gone out there during the last 25 or 30 years to "grow up with the country."
Georgia can do practically what California has done--at least with scores of her products--if her people will work together with the same unity of purpose, with the same co-operative, untiring spirit.
What California has done with raisins, for instance, Georgia could almost duplicate with her sweet potatoes, her peanuts, her pecans, her peaches, and a number of other products. But she will have to follow systematic, business-like, co-operative methods to do if--methods which include not only production itself in large, uniform quantities, but sorting and grading and packing and shipping in the most approved fashion.
But how has California made her wonderful strides, and how has she profited by them?
Of course, she has a much larger area than Georgia. She is larger than all the New England States, New York, New Jersey, Delaware and Ohio combined. But area isn't all that a State must possess. Georgia's climate and her soil--her rainfalls, the general conditions under which crops can be produced from her soil--are as good--or better--than California's.
But it has been enterprise--co-operation--plrogressiveness--hustle-- that has worked wonders in California.
NATIONAL ADVERTISING
Right now- California is using double pages in the Saturday Evening Post, and other national publications, to tell the people of the world about California. It is stressing the wonderful crops that can be grown there. It is boasting of its raisin crops, its citrus output, its crops of grain, rice, vegetables, oranges, prunes, figs, peaches, apricots, pears, cherries, olives, walnuts, and almonds.

"Homely Talks"--No. 18

67

Many of these things can be produced in Georgia--and just as fine, just as well, as in the west. Georgia is a great peach and fruit State-- admittedly so--and yet California claims that nearly half of all the money derived from the sale of fruit in the United States falls into the pockets of California farmers.
California claims that $83,000,000 were received from the citrus crop alone in the year ending August, 1921. It was done by co-operative produc tion, co-operative marketing, and co-operative advertising. Nearly four hundred million dollars' worth of fruit and grain and vegetables grew from her soil in 1921, according to the statements of her boosters.
All of this information--and much more--is being put out in natioAal publications by Californians, Inc., a non-profit organization of California citizens and institutions interested in the sound development of the State. Its directors include the president and officers of some of the largest associa tions, banks and businesses in California. Its advertising says that Califor nians, Inc., "is the culmination of the desire of hundreds of business firms, associations and individuals to establish an impartial, non-commercial body to advance the proper upbuilding of the State."
Isn't this sort of thing just one of the GREAT NEEDS of Georgia? A getting together of all her people. PRODUCING FINE PRODUCTS, and then telling the world about them--and about the State producing them.
But it is going to require, first, co-operation among growers and pro ducers in given communities. This is essential to create uniform, high-class products, and to produce them in large enough quantities to make selling advantageous. Then there must be co-operative marketing. Communities or sections must come together and form local associations for the better handling of their products. This must be done whether the products be poultry and eggs, or butter and milk, or fruits and grain, or vegetation of any kind.
Then there are so many things from which Georgia producers could make good money, due to our climatic conditions.
SUPPOSE YOU TRY FIGS
Take figs as an example. The west is noted for her raisins and citrus. Figs could certainly be made a wonderful crop in Georgia. We personally know of one farmer's wife living within twenty miles of Atlanta who brought in last season in neat, attractive little baskets, and sold more than $300 worth of figs from thirty small bushes. These were located around the terraces of her farm. Really they could not have covered more than a quarter or a half acre. We understand, so encouraged over her success is she, that soon she is to put out several thousand fig trees.
This lady has also, entered quite extensively into the poultry business. More than 1,000 pretty White Leghorn hens are now ready for laying, and she plans next year to increase her flock to 3,000 to 4,000. She has a large plantation, but, being progressive and awake to her opportunities, she expects to realize more ready cash for the next few years from her poultry and

68 ________________"Homely Talks"--No. 18
fruits and vegetables than she could hope for by following the old more or less set rules of Georgia fanning.
We have constantly talked about the proper grading and packing and shipping of products. We saw only a few days ago, while on a trip to Chicago, the great importance and need of these things.
Displayed in a large Chicago grocery store were a number of nicelooking sweet potatoes. They were placarded at I2y2c per pound. As a stranger to the merchant we stepped inside to inquire about them. He stated that they were New Jersey yams, and that while the price was quite high, there was a good demand for them. They were attractice looking--all clean, almost polished, perfectly sound, and of uniform size. The grocer's statement was almost word for word as follows:
DON'T BUY FROM GEORGIA
"Tomorrow we will have some large shipments coming in from Ten nessee. These will sell around 5 cents per pound, as the market is getting pretty well filled up. We did get a carload from Georgia, but we received them in such poor condition, and they were so poorly sorted and cleaned, that we could hardly use them. A large percentage of them were wasted."
He then explained that they were not properly cured and had become overheated in transit, and there had been no pains taken to clean and sort and grade them.
"So we don't buy any more from Georgia," he added.
And there we stood and didn't have the heart to tell him we were from Georgia.
But we are telling you Georgians about it. You can imagine for yourself just how much harm this one careless shipment of sweet potatoes done for the Georgia yam--the sweetest and finest potato produced in the world, but frequently not properly prepared for marketing.
We know there are lots of Georgia growers who are drying and sorting and shipping correctly, but when one or two--or a few--thoughtless shippers send one of our best products into the markets of the world, and create impressions such as this merchant formed, then the whole Georgia crop receives a black eye.
So, BE CAREFUL, producers--careful in your growing and preparation for marketing, and in your shipping.
HELP TO ADVERTISE
There's another important thing that we would call your attention to. Georgia producers must not feel that when they have raised and sold their crops to the jobber or broker or wholesaler, who must then pass them along to the retailers for final consumption, that their obligation is entirely ended.
Producers should do as they do in other States with other products-- they should help in some sort of co-operative way to keep those products advertised to the world. In that way it helps to create a continued and

"Homely Talks"--No. 18

69

increasing demand for such products, so that from year to year producers can continue to increase their yield--as well as their profits.
The idea is that the producer shouldn't put the whole burden of adver tising certain great products of our state up to the people alone who buy their products in large quantities.
If they will help in this work it will mean eventually a greater harvest for all.
Let's go, Georgians.

70__________________"Homely Talks"--No. 19_________________
(A Reproduction of Newspaper Advertisement Appearing: December 3, 1932.)
A Closing Word in Our ''Homely
Talks" Series----
What Has Been Accomplished--What Can Be Accomplished-- L. W. Rogers Company Ready to Continue Aid
ITH this issue we close our "Series of Homely Talks."
However, we expect from time to time in our advertising columns, and through other mediums, to continue to talk to Georgians about some of the things Georgia needs.
But no one individual--no one firm or corporation--can accomplish startling results in matters in which the whole State should be interested. It goes right back to the arguments we have used througout this whole cam paign--that there must be co-operation. Communities must work together-- counties must co-operate. The whole State must help.
So, while xve are greatly gratified at the interest we have created all over Georgia--at the awakening xve have aroused in many sections--we feel that we have gone about as far as we should--alone.
We entered this campaign two months ago with no sort of selfish interest. The things xve have advised and urged were not done in order that the L. W. Rogers Company might be especially benefited. This company is only one small--very small--unit in the great buying and selling units of the world. We would be pleased immensely could all--or the bulk--of the commodities we sell be purchased from Georgia producers. And while, with improvement such as xve have suggested, there will come later larger purchases by us from Georgia producers, yet we want to see Georgia's products take the lea in the WORLD'S MARKETS. That is what we are aiming at.
So, while xve have given considerable time and used thirty complete pages of daily nexvspaper advertising in these "talks," we have done it simply to say xvhat little we could to arouse Georgians to the wonderful possibilities at their doors.
We claim no credit for this. We just happened to be in position, by reason of our experience in buying and handling thousands of food commodies, to know some of the needs of Georgia--to know where, as a produc ing and marketing State, she was lagging behind other Stales.
INVITE OTHERS TO JOIN IN
And while we have told of some of these failures--as well as com mended some of her successes--we have ONLY SCRATCHED THE SUR FACE. We have only just BEGUN a work of education and encouragement --of trying to disseminate knowledge concerning agricultural and other products--that ought to be carried on--AND ON.
We want--we invite--other concerns--banks, chambers of commerce,

"Homely Talks"--No. 19

71

civic clubs, farmers' organizations, labor organizations, business firms and individuals--to join in the work of helping to direct Georgia on to greater and more prosperous ways. They can help by encouraging organization in communities--getting the farmers and producers together; clos-er-co-operation in producing and in marketing; better arrangements and more care in curing and sorting and grading and packing products.
The L. W. Rogers Company has tried to point out some of the difficulties it has experienced in the past in its desire to buy an sell Georgia products.
In its chain of 150 stores througout this State the L. W. Rogers Com pany strives always to sell only GOOD, HIGH-CLASS PRODUCTS. And while it serves patrons who sometimes ask especially for Georgia products, it finds the great majority of customers seeking QUALITY GOODS, regard less of where the goods were produced.
So, in this campaign our whole idea and aim has been to urge, first, improvement in Georgia products themselves, and, second, better and more attractive preparation of them for marketing. And, as we have so often repeated, die most practical--in fact, about the only possible--way to do this, and to attract the larger buyers, is for communities to join together in producing and marketing.
And while, with this issue we close this special series of "Homely Talks," we wish it understood that this company stands ready at all times to join with any group or set of business men. or any live organization, anywhere in the State, to carry on this educational and helpful work in a practical, material way, until Georgia has placed herself in the very fore front of PRODUCING and MARKETING Stales.
"TALKS" IN PAMPHLET FORM
In this connection we might say just here that we are having produced in convenient pamphlet form all of these "Homely Talks." We have received hundreds of letters asking for a complete set of them, which shows we have at least aroused interest in what Georgia can do--IF SHE WILL GO AT IT RIGHT.
These requests have come from schools and colleges, from banking institutions, from chambers of commerce, from organizations of boards, and from individuals.
In this pamphlet we propose to go a little further than we have gone in these advertising bulletins. We are going to show some additional information about Georgia--about the South--which we hope will prove interesting. We are preparing to put into it some concrete information about many crops of Georgia which will produce a good money yield-- what they are, the kind of soil for them, how to plant and cultivate them, and how to gather and market them.
We are not issuing these pamphlets as a source of revenue. If they contain information that will help Georgia, and will be the means of starting some individuals or communities on to greater prosperity and happiness, we will feel fully repaid. They will be furnished free in small amounts.

72___________________"Homely Talks"--No. 19
We will be glad to mail them on request. In larger quantities--100 to 1,000 for banks, colleges or other organizations--the cost will be only for the printing.
WALTON COUNTY ACTIVE
We feel very much encouraged so far over the results of this "Homely Talks" campaign. Already in Monroe, Walton county, a movement has been started along the lines we have been urging. On last Friday night a meeting of various civic clubs and other business men, together with a large number of farmers, was held in Monroe. The writer had the pleasure of being present and learning that the beginning in that section of large poultry and peanut industries was inspired largely through the bulletins we have been publishing in this campaign.
The people of that section are wide-awake and progressive. They see the splendid possibilities of dairying and poultry and fruits and vegetation --and they realize the importance of ORGANIZATION to get die best results. We wish them the greatest of success--and we are sure it will come to them.
In last Sunday's Atlanta Journal was a most interesting story of what the people of Campbell county--and largely, too, through the Bank of Campbell County, at Fairburn--are doing in co-operative work of raising poultry, sweet potatoes, and other diversified crops. A clipping or two from this article says:
"The Bank of Campbell County bought 150 settings of pure-bred Rhode Island Red eggs and distributed them among the farmers of the county to encourage poultry-raising and to standardize the poultry in the county.
"It furnished to every farmer -who wanted them the best grade of potato slips to be produced and asked no payment in return where the fanner didn't have the money. When the potatoes had been grown, the bank furnished crates to pack them in, built a potato house and furnished the means for curing them. The result is this: Last year Campbell County grew only 5,000 bushels of sweet potatoes, and paid 60 cents a bushel for potatoes shipped in from other parts of the State. This year Campbell County grew 60,000 bushels of potatoes. Of this number, 15,000 bushels already have been sold at an average price of 90 cents a bushel. 25,000 bushels have been cured, and a big western potato exchange has guaranteed the farmers of Campbell County a price of 90 cents a bushel f. o. b. for all the potatoes they can raise. Some of our fanners with only two mules have sold 1350 to $400 worth of sweet potatoes, and have 300 to 500 bushels cured.
"This bank has encouraged hog-raising, cattle-raising, dairying and the cultivation of berries, such as blackberries and raspberries.
"The sum total of all that has been done is this: When the farmers of Campbell County grew nothing but cotton, they were down and out. But now, when they grow only a little cotton, and in addition to this raise chickens and eggs, sweet potatoes, and other diversified products, they are becoming self-supporting.
"Largely through the efforts of the Bank of Campbell County, there are 400 farmers now in Campbell who have corn in the crib, meat in the smoke-house, chickens and eggs, a nice herd of dairy cattle started and plenty of hay and other roughage. They have paid a few of their back debts and have some money to their credit. And it wasn't done on cotton."
This is the kind of work that counts. It is what other communities and sections must do. It is what a number of sections have written us lately that they are planning to do.

"Homely Talks"--No. 19

73

MUST PRODUCE THINGS WELL
There will be a market for everything Georgia can produce--if she PRODUCES EVERYTHING WELL. ' If she will grow and produce the simpler, inexpensive crops, and follow up wisely advanced methods of dairy ing and poultry raising, and will then take pains to sort and grade and label her productions carefully and attractively, there is no computing the wealth that can be brought before a great while into her borders.
Then, as we have said before, she must produce her own staple crops-- her grains and hay and feedstuffs. After this will come her larger industrial plants--her manufacturing industries--canneries, large creameries, etc.
Books could be written about the wonderful soil and climate of Georgia --they have been written. But it takes ACTION--it takes THOUGHT and STUDY--it takes WORK to utilize all the advantages that nature has so lavishly blessed us with.
Georgians--many of them, whose living is derived mainly from the soil--are too prone to take things easy--to sit in the shade and "let George do it"--too prone to follow the lines of least resistance, and1 then wonder why it is that the crops of other states and sections take precedence over those of Georgia.
Georgia, while being essentially and admittedly a cotton State, and while this crop is looked upon more or less as the chief money crop,, has got to get away from old ruts--get away from too much dependence upon this crop. There must be a system of farming that will give the farmer a cash income from month to month throughout the year, thus enabling him to proceed upon a cash basis, getting away entirely from the necessity of going into debt for supplies upon which to live while making the crop.
REDEEM WORN-OUT LANDS
Even in a small way in many cases throughout Georgia--throughout the South--during the spring of 1921 farmers' wives with three or four extra cows and a flock of chickens well cared for, were able to finance the farm and meet a situation that would otherwise have been most unfortunate. It is this phase of the situation in Georgia that especially appeals to every one who has given the matter a little thought. Where farmers are in debt-- and many of them are--and find it hard to secure advances, the keeping of a few good cows and a few more hens, giving them better attention, and the raising of a few substantial vegetables and fruits, has enabled the family to proceed upon a cash basis.
Another proposition that is important, and one which we have not touched upon, but which is absolutely fundamental, is the building up of our worn-out lands. A system of agriculture that will enable Georgians to build up and maintain their soils in a high state of productiveness should be worked out. We cannot make profitable crops of any kind on poor lands. Georgia soil, in the main, is as fine as that of any State, but it can be worn and overtaxed with a succession of crops. Soil building and maintenance should be studied from every angle.

"Homely Talks"--No. 19
In order to accomplish needed things for the soil--to give it rest, so to speak, from the constant tax of years, there are so many things that could be cultivated--so many things that could be produced, that it is hard to enumerate them. But any or all of them could be made into money crops if there was proper co-operation in raising and marketing. Outside of dairying and poultry.and hog-raising, there are almost hundreds of vege table crops and fruits and berries and the like that could and should be considered.
"BACK-TO-THE-FARM" MOVEMENT
And when these money crops are well established--when Georgia has, by organization and co-operation and advertising, placed herself in the fronl rank of all States of the Union--when it is proven that all we have said of her soil and her climate and her possibilities--and all that others have said--has come true, then there will be a "back-to-the-farm" movement that will surprise and gratify us all.
There has been too much of the desire in the past, particularly among our younger men and women, to pull away from the farm--to go into the towns and cities, where they could foresee only easy positions and good salaries. Scores--thousands--of them have been disappointed--are dis appointed today.
Back on the farm they felt--many of them--that under the old regime of hard work, of following the tracks of their forefathers--working all the year, with a pay day, if you please, about once a year, when cotton-selling time came 'round--and then settling up. with nothing or little left over, and starting all over again--they thought and felt that life in the city or town was preferable.
And you could hardly blame them.
As a matter of fact, there has been in the past, perhaps, too much care taken to teach the professions and the trades, and not enough attention to training boys and girls along agricultural lines.
But this is fast being changed. Old things are passing away. New conditions are arising. And with an awakening of what diversified farming really means--with the wonderful possibilities of the results to be obtained, even from a few acres, if intensive instead of extensive farming methods are followed--with the opportunities for making money all the year 'round from vegetation and fruits and poultry and dairying--the Georgia farm of the future is not only going to hold on to all those now on it, but scores of those who have "wandered away" are going to return to it.
If they don't--they are not as wise as we believe Georgians to be.
Let's go. Georgians.

A Belated "Homely Talk"________________ 75
(A Reproduction of Newspaper Advertisement Appearing January 21, 1923.)
You'll Hardly Believe This
It's So
It's Just a Little Belated Information About the Amount of Money Georgia Is Sending Out of Her Borders for the Things She Could Just as Well Produce
JEADERS generally of the newspapers of Georgia will recall a series of "Little Homely Talks," issued through the daily press during last October and November, and signed by the L. W. Rogers Co.
It is not our purpose here to review those articles, further than to say that they were printed at the time to call to the attention of Georgia-- and Georgians--the wonderful opportunities lying at the door of this State --opportunities in the growth and proper marketing of the hundred-andone good things that can be grown and produced in Georgia.
The campaign did awaken a great deal of interest. It put hundreds --and thousands--of people to thinking along more progressive lines, and we have the satisfaction of knowing that in many sections of this State the advice given and the suggestions made are already bearing fruit.
But we started out to tell you something else today.
While we were securing concrete data on which to base our "Homely Talks" we requested certain information from the railroads entering At lanta. In line with what we were then talking about we wanted to show how much money was going out of Georgia into other States for the plain-- almost common--necessities of life--for the very products that could so easily be produced right here at home--in Georgia.
The railroads were perfectly willing to give the information, but it took some time to compile it in definite shape. It finally reached us, but too late to incorporate it into one of our regular bulletins.
But this information is so important--so significant--as bearing out what we tried so hard to "preach" to Georgia, that even at this late day we feel we should let Georgians know about it.
Every freight agent of every railroad entering Atlanta was asked to prepare for us this information:
"What were your carload shipments of agricultural products brought into Atlanta from Stales other than Georgia during the months of March, June and September, 1922? We want only such agricultural products as could easily be grown in Georgia, and we have centered on what is perhaps three average months of the year, so as to correctly combine and tabulate the results."
The figures on the next page are the almost staggering answers of the eight railroads entering Atlanta. Mind you, these are products brought into Atlanta, mostly for Atlanta and nearby consumption, and only for

76

A Belated "Homely Talk"

three months--just one-quarter of a year. We have figured out approx imately the weight and retail selling cost of these commodities in order to arrive at the amount in dollars that Georgia paid growers in other States for these products--products which they could--and should--have grown themselves.

HERE IS THE RESULT

Combining the carload shipments of all eight railroads entering Atlanta for March, June and September, 1922, bringing products from other states here:

71 Carloads of Apples ........................ ........Valued at $133,125.00 16 Carloads of Beans ........................ .......Valued at 91,200.00 7 Carloads of Butter ........................ .......Valued at 63,000.00 62 Carloads of Cabbage .................... .......Valued at 31,000.00 12 Carloads of Cantaloupes .............. .......Valued at 15,000.00 58 Carloads of Corn ............................ .......Valued at 65,000.00 554 Carloads of Feedstuff ................... .......Valued at 831,000.00 535 Carloads of Flour .......................... .......Valued at 1,250,000.00 6 Carloads of Grits .......................... .......Valued at 7,200.00 663 Carloads of Hay ........................... .......Valued at 145,860.00 18 Carloads of Lettuce ...................... .......Valued at 11,500.00 8 Carloads of Cornmeal .................. .......Valued at 14,000.00 23 Carloads of Watermelons ............ .......Valued at 5,750.00 228 Carloads of Oats ............................ .......Valued at 303,696.00 27 Carloads of Onions ........................ .......Valued at 16,200.00 5 Carloads of Peaches ...................... .......Valued at 12,500.06 4 Carloads of Peanuts ...................... .......Valued at 7,200.00 10 Carloads of Pears .......................... .......Valued at 17,500.00 183 Carloads of Irish Potatoes .......... .......Valued at 118,950.00 7 Carloads of Syrup .......................... .......Valued at 17,500.00 50 Carloads of Tomatoes .................. .......Valued at 112,500.00 38 Carloads of Fresh Vegetables .... .......Valued at 26,600.00 222 Carloads of Wheat ....................... .......Valued at 333,000.00 5 Carloads of Vinegar ...................... .......Valued at 10,000.00 32 Carloads of Cheese ........................ .......Valued at 184,000.00 52 Carloads of Fruit .......................... .......Valued at 104,000.00 50 Carloads of miscellaneous ............ Valued at 100,000.00

2946 Carloads Valued at

$4,027,281,00

Now read the figures above for yourself.
It is not our desire to "nag" at Georgia folks about these things. We do not want to be put in the class of fault finders. Right here in the be ginning of a new year--a year that gives promise of splendid business for our Southland--for Georgia--perhaps it might have been better if we had said nothing about this. Better if we had just closed our eyes to this

A Belated "Homely T<dK'

77

situation and rocked ourselves to sleep in that self-satisfied cradle that seems to have lulled so many of us in the past. But somehow or other it seemed to us that somebody ought to bring these things home to our people, and as long as we had this .information in hand we felt that it was only right to bring it to your attention.
But aren't these figures amazing? Even with all the food products-- with all the large and wonderful crops we grew last year from our soil-- with all this, we sent out of Georgia these more than FOUR MILLION DOLLARS for products which we should have raised ourselves.
Nearly 3,000 solid carloads in three months--and all practically for Atlanta and nearby consumption. That's 1,000 cars per month--or nearly 35 carloads daily. And even at that there are months in the year other than those selected which would show larger shipments on many of the products than the figures furnished by the railroads in the tabulation herewith.
Nor is this all. For bear in mind that hundreds of thousands of dollars worth of the same products mentioned above reached Atlanta from other States during these same three months by express and in less than full carload shipments.
On the items alone of butter and eggs, the L. W. Rogers Company were compelled to bring in from other States during the three months men tioned above--as they are compelled to bring in practically during all of the twelve months of the year--perhaps as great a volume, or more, than is shown by the railroad figures. And they are not included in the above figures, for many of our shipments on these commodities come by less than carload lots or by express. So, at a most conservative estimate, perhaps no less than another one million dollars could be added to the amount shown above.
If this is a fair average for the year, then five millions in three months would mean twenty millions in twelve months.
And if twenty millions of dollars were sent into other States to sup ply this section with these plain commodities, what about the other large cities and sections of Georgia where carload shipments are being received daily?
The amount staggers us--and it brings us back to the original pur pose of our "Homely Talks" campaign: To show Georgia some of the things she is doing and some of the things she is not doing--and to encour age Georgians to think and act along more progressive lines. To encourage the growth of diversified crops. To get out of the rut. To produce for her own use. To make use of the wonderful soil and climate God has given to us. To practice more co-operation both in growing and market ing. To learn the art not only of growing better and more uniform prod ucts, but to know how to sort and grade and pack and present her products in a more marketable shape.
When these things are done--when Georgians awake--shake off some of their old habits--organize--co-operate--spend more time in intensive cultivation than in extensive cultivation--when they give more time and

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A Belated "Homely Toll?

intelligent thought to dairyii-g and poultry, and fruits and vegetation-- and then GET DOW.\ TO WORK.
Georgia will blossom as she has never blossomed before--and Geor gians will finally realize how good the Maker of the Universe has been to us--for the Lord helps those who helps themselves.
Let's go, Georgians--No! Let's KEEP GOING.
Sincerely,
SCOTT W. ALLEN,
Vice President and General Manager.

Georgia Pecans_____________________79
Georgia Pecans
The Possibilities of this Crop if Properly Handled
JURING the progress of our "Homely Talks" campaign, which is re produced in preceding pages, we never found just the time or op portunity to go into detail on the possibilities of the pecan indus try in Georgia.
We realized that this was an industry destined to be a great source of revenue to Georgia at some future day. We believed this because of the progress it has made up to this time. Not being thoroughly familiar with it we made only slight reference to it in our "Homely Talks."
However, since we decided to issue this booklet, we felt that it would not be complete without a chapter on Georgia's Pecan Industry.
In order to give authentic and definite information about the Georgia
pecans we sought out Mr. William P. Bullard, President and Manager of the National Pecan Growers' Exchange of Albany, Georgia. What Mr. Bullard has to say should not only prove interesting but be of value, not only to those engaged in the pecan industry, -but those who have in mind the cultivation of pecans in this State.
Mr. Bullard has been engaged in pecan culture for many years and is one of the best posted men in the country on pecans.
WHAT MR. BULLARD SAYS
"I have been a pecan grower from both an orchard and nursery stand point for many years and for several years have been a close student of cooperative marketing which has now taken hold of the public mind respect ing almost every agricultural product," said Mr. Bullard. "I am often asked if the pecan business will not be overdone, and I reply that it will not be overdone if the growers are wise enough to support and be absolutely loyal to a cooperative marketing organization which we have started under the name of National Pecan Growers Exchange.
"A few years ago a joint committee to organize a cooperative market ing association was appointed by the Georgia-Florida Pecan Growers Associa tion and the National Nut Growers Association, these being the two lead ing organizations which meet once a year to discuss cultural, varietal and other problems relating to the growing of pecans.
"The National Pecan Growers Exchange was a result of the work of that joint committee and we have been functioning as a purely cooperative marketing association on the California Walnut Growers' plan for nearly five years. Before we began business I made a trip to California to in vestigate all those successful cooperative associations in the walnut, almond, citrus fruit, raisins, peaches and other industries, and we have planned our business along their lines; in fact, we are going as closely along the plan of the tremendously successful California Walnut Growers Association as

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the small differences in our problems will permit of. The Exchange has been very successful and is making converts every day. Dealers all wait for the opening prices of the Exchange which is around October 1st when the tonnage of our crop can be determined.
BRAND METHOD FOR EXCHANGE
"Although there are many different varieties yet the Exchange sells few under their individual variety name. To sell all nuts by individual variety would complicate and confuse and therefore in order to eliminate and simplify an unnecessary list of offerings the Exchange has adopted a brand method briefly described as follows:
"Each variety is first graded separately into No. 1 and No. 2 and crackers and put in separate bins. When shipping we assort or blend in one package all No. 1 size nuts of the various varieties that are of common grade, class, character and quality and which would sell for practically the same price when offered as single varieties. The package thus assorted or blended is sold under the name of Apex Brand.
"The No. 2 in size and quality of these same varieties is sold under the name of Junior Brand. The Schley variety which is in a class by itself and sells for a much higher' price is not blended with others but is sold alone under the name of Queen Brand. This method not only simplifies the selling problem but avoids the difficulty of filling orders for individual varieties when that variety fails as is often the case.
"Furthermore, our Brands are registered and when we build up a market for them it cannot be taken away by Tom, Dick and Harry which would be the case if we built up markets for the individual varieties. In other words, the Exchange is operating on behalf of itself and its members and not building up a market for independent operators to take advantage of.
"The name 'paper shell' is a misnoner as it refers to the budded or cultivated pecan planted in orchards as distinguished from the wild or seedling pecan that grows mainly along the water courses of the Missis sippi and the many streams of Texas." continued Mr. BuIIard. "These seedlings are often grown in veritable forests and the nat is usually small though oftentimes with moderately thin shell and meat good. The pe cans used in the candy and confectionery trade are almost 100% wild or seedling nuts as comparatively few of the larger cultivated nuts have found their way through the crackeries to the trade either in bulk or in cans or glass jars, vacuum sealed.
DIFFERENT PECANS FOR DIFFERENT SOILS
"The cultivated or budded pecan is much larger than the average seedling and some of them are classed under the name of Jumbo. How ever, the large Jumbos are never quite so well filled as the medium size nuts. There are a great many different varieties of pecans grown in every section where pecans are propagated but usually different sections of the country have different varieties that are best suited for that particular locality from both a soil and climatic standpoint, and especially the latter.

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"The budded pecan is developed in nurseries. The small seedling nut is planted in rows and when it grows to about twice the size of the ordinary lead pencil it is budded with a bud that has been taken from a choice variety and after the bud begins to grow the top of the plant is cut away and the resulting tree takes" on all the characteristics of the tree from which the bud is taken. This is the way peaches, apples and other fruits are propagated with the difference that the manner of doing the budding differs somewhat in the various fruits. What is known as the annual method is usually adopted in budding pecans. Some times the pecan is grafted which means the taking of small scions about six inches long of good stock and inserting it in the root or trunk of the tree which is to be converted into the new variety.
"As these budded trees grow to a heighth of from four to eight feet they are transplanted to the orchard. The pecan tree has a tap root as distinguished from the peach or apple which has no tap root but is sus tained entirely by lateral roots. Of course pecans also have lateral roots but the main tap root grows straight down some times to a considerable depth as it is a gross feeder and needs an abundance of both moisture and fertility.
GEORGIA LEADS IN PECANS
"Cultivated pecans are grown to a considerable extent in the southern cotton growing States yet Georgia is the leader of them all and Albany is what might be called the 'hub of the pecan universe.' There are prob ably 40,000 acres planted to the budded or cultivated pecan in what is known as the Albany district and about as much more in other parts of Georgia. Many farmers are planting small orchards and I am continually surprised by hearing of farmers here and there who have from a hundred to two hundred acres. The advent of the boll weevil, which has made a complete change in farming conditions throughout the cotton belt, has caused the farmers generally to turn to a more diversified method and many of them are planting small acreages of pecans.
"The developing of a pecan orchard is not a simple and cheap thing and to do it right and make it an ideal orchard one must give it the same care and attention in cultivation and fertilizing that they would to peach or orange developments. There are many orchards in Georgia or elsewhere which will never amount to much because they have never been given the proper care for best development. For this reason some people say that there is not anything in growing pecans but if they applied the same slack methods to growing peaches and other fruits they would probably reap the same poor reward. People often ask me if I would advise them to plant pecans and I tell them if they want to do it right and produce an ideal orchard, then to go to it; but unless they intend to care for it in the right kind of manner, exactly as they would a peach or citrus fruit orchard, then not to touch it. I do not mean that the pecan tree needs the same kind or possibly as much care as a peach or an orange tree does, yet I do mean to say that it is folly to plant out pecans trees and expect them to profit you in the future without giving them the proper cultivation and fertiliza tion together with scientific pruning.

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Georgia Pecans

"The average English walnut orchard in California will produce eight or nine hundred pounds of walnuts to the acre while the ideal one will pro duce five thousand pounds. It is quite possible for the pecan orchard to give an equal production as walnuts, but as pecans are so much superior to walnuts the returns per pound should be correspondingly greater; and the care and cost of an ideal pecan grove should not exceed the cost of an ideal walnut orchard.
GREAT CARE IN SELECTING VARIETIES
"Great care should be exercised in planting the right kind of varieties, and pecan growers are continually experimenting with varieties. The United States Bureau of Plant Industry is rendering great service to the industry and within the past year has located a large experiment station near Albany, where it is designed to experiment with different varieties and by cross breeding build up new and possibly better ones.
"Cooperative marketing is the only method that has made many con spicuous lines of horticulture successful and this past year the cotton growers of Georgia have begun an organization to sell in a cooperative way. The peach, apple, melon and cane growers have begun cooperative marketing and the movement is extending rapidly to every important line of agriculture and horticulture in the country. It is the only method that eliminates unnecessary waste between the grower and producer and elimi nates the big profit of the speculator and gives it back to the grower, where it rightfully belongs. Cooperative marketing means not only standard ization of pecans, but means stability of prices in the trade, and these two important factors contribute immensely to heavy buying and wide distri bution throughout the country.
"The pecan occupies the unique position of having practically no for eign competition, which ruins so many lines of industry. With the excep tion of northern Mexico, where an inferior seedling is produced, pecans are not grown anywhere in the world outside of our great southern cotton growing States. This National Exchange has begun to open up foreign markets, and if we are ever able to supply our domestic trade we will find outlets throughout the civilized world for the choicest food morsel that is produced today. The pecan contains more elements of food value than any other article of food whether it be nuts, fruits, meats, grains or veg etables. People eat nuts as a confection but if they knew the real food value of the pecan they would consume more of them from that standpoint rather than as a mere delicacy to tickle the palate.
"Dr. Kellogg, the famous food expert of Battle Creek, Michigan, pro claims the pecan as being the greatest known product of mother earth. The pecan industry is new to many people but it is developing with a rush that will sweep over the counters of every retail merchant in the land in the not distant future."

Georgia Peanuts

83

Georgia Pearmis
An Interesting Contribution from Mr. C. A. Whittle, Sec retary of the Soil Improvement Committee of thej Southern Fertilizer Association, with Headquarters in Atlanta
j HE cotton farmer can't lick the boll weevil on as many acres of cotton as he formerly devoted to that crop. With less acreage in cotton, what other crop or crops shall he plant?
The safe and sound policy of any cotton farmer is to give enough land to food and feed crops to take care of the family and livestock on the farm and then plant whatever acreage he has left to money crops. Cotton should always have a place in any general farming program in the South. But when one goes to market it is usually safer not to carry all the eggs in one basket. So it is with the farmer, it is better to carry more than one cash crop to market.
Among the "other cash crops," we would call attention to peanuts, otherwise known as goobers, ground peas and pinders.
The South has a monopoly on peanut growing in this country, just as it has in growing cotton. But the world competition in peanut growing is much greater than in cotton growing.
China, India and Africa are peanut producers and exporters--coolie labor--the cheapest in the world--produces them. Hence the United States Congress has considered it wise to place a tariff on peanuts so as to equal ize for the southern farmer the opportunities of selling nuts and their products in this country. The emergency tariff first protected the Ameri can grower and then its provisions were carried over into the Fordney tariff. Undoubtedly the tariff has helped the peanut industry of this country and is responsible in no small measure for the brighter outlook for peanut growing in the South. It is fair to say, however, that a short age in the Manchurian peanut crop in 1922 affected the market for Ameri can nuts to some extent this year.
USES OF PEANUTS
. The peanuts that the southern farmer grows will find use in four | ways:
(1) The confection trade at present offers the greatest opportunity jfor marketing peanuts. This means peanuts for roasting, candy and j peanut butter.
(2) The oil millers offer a market for nuts, and use them either jfor making vegetable oil or prepare them for the confection trade.
(3) When the market for nuts is not profitable, the farmer can turn nogs into the fields and get more increase in weight than any other feed

84

Georgia Peanuts

will put on. Peanuts tend to soften pork, and hogs fed on them should be hardened off by corn feeding before sent to market.
(4) Peanut hay. if properly cured and the dirt removed in thresh ing, is as good or better than alfalfa. Peanut meal or cake obtained from oil mills is hiah in feedins value. Meal mixed with hulls also makes good feed.
PROFITS FROM PEANUTS
With good soil, proper fertilization and thorough cultivation it is easily possible to grow 50 bushels and more per acre.
During the 1922 season farmers got around $120 a ton for their nuts. Fifty bushels is about 1.500 pounds. Therefore the farmer got about $90.00 an acre. But that is not all. He got about % of a ton of hay worth at least S10. Therefore the total receipts were $100.

A WELL CULTIVATED PEANUT FIELD. By courtesy Soil Improvement Committee, Southern Fertilizer Association.
Deduct from this the cost of preparing the land, seed and seeding, fertilizer. labor of gathering, stacking and picking--which will approximate S40 per acre--and there remains a nice net income of $60 per acre. Rather hard to beat we think.
HOW DO THEY DO IT?
To make the story short, peanuts are grown with greatest success on sandy loam soils.
The white Spanish variety is preferable for the lower South. Plant the nuts in a well prepared, mellow seed bed, about the same time cotton is planted, but fairly good results can be obtained if planting follows the small grain crops which, of course, means later planting than that mentioned. Plant in rows 2i/> feet apart and 8 to 10 inches apart in the row.

Georgia Peanuts

85

Use 400 to 600 pounds of fertilizer analyzing from 9 to 12 per cent phosphoric acid, 2 to 3 per cent nitrogen and 2 to 4 per cent potash.
Open the rows with a 6 to 8 inch scooter. In this open furrow dis tribute the fertilizer. Cover so as to make a low bed.
Plant seed one to two inches deep on the bed.
The Spanish nuts may be planted in broken pods, but if the soil is dry it would be better to plant shelled nuts, using only whole nuts.
Cultivate with a weeder sufficiently to keep down the grass and weeds. Work the soil toward the plan's. Keep the ground in good filth, especially during the blooming period when the pegs begin to penetrate the soil. Do not cover up the blooms.
When the leaves begin to yellow and fall, it is time to gather the nuts and hay. The vines and nuts can be pulled up by hand; a plow with the

PEANUTS CURING IN STACK. By courtesy Soil Improvement Committee, Southern Fertilizer Association.
mold board removed will do the work fairly well, while a specially devised plow will do it still better.
Stack the peanuts around poles at the bottom of which are cross strips to allow circulation of air under sticks and up the pole. The nuts should be put in next to the pole and the tops outward. Cap the stack with straw. grass, or other cover.
After remaining in the stacks four or five weeks, the peanuts may be threshed or otherwise removed from the vines. The nuts may go into bags and the hay into the feed loft.
COMMUNITY ACTION
To get into growing successfully, there should be community coopera tion. Enough mits should be planted to justify the purchase of a desirable

86

Georgia Peanuts

tsgWhhrroihepwismtheeionnSngtplsya,mnaoiansnchdeh, ivvtnhaaerer.iireeettfyTyo.hraeen,rTdeehntesohhuimosguhavlrdaktroeibetaetytitsrewandcoietluml bgayuhniyedeglirdrnsog.wmnooTfrhetteohthecaaodnlmomwmainteurynoiSftoyothcusaethhrrolountahluddet grown in the territory.

Why not talk it over with game. Not heavily at first, but

your with

neighbors and start into two or three acres to the

the peanut farm until

you learn how.

,

Dairying in Georgia

87

Possibilities of Dcririjincj in Georgia

Better pay $150 or more for a good cow--

than to pay $75 or less for a poor one.

ARDLY no industry in Georgia furnishes so many golden opportuni ties for a money crop all the year round as does dairying.
There are so many phases to dairying, that it is impossible to cover them all in a small booklet such as this. However, we have secured some interesting data which we print below from Mr. L. L. Heines, of the dairy feed department of the Golden Grain Milling Co., of East St. Louis. Mr. Heines is well posted on all phases of dairying, and in the matter of proper "rations" for dairy cattle gives some good advice. Mr. Heines states that he will be pleased to give, without cost, to anyone desiring it, further detailed information regarding this industry.
Mr. Heines says:
As a citizen of Georgia, I am naturally interested in anything that adds to the prosperity of our State.
In making a study of various industries, I cannot find one that contributes more to the general prosperity than "Dairying."
We, in Georgia, have the proper climate,' all the land we need and not a very thickly populated community. These make it desirable and profitable for the production of milk and butter.
It strikes me as a peculiar situation that the people of the States of Washington and Oregon, who are forced to buy their concentrated feeds in the south and middle west, ship them across the continent paying a heavy trans-continental freight rate; then find it profitable to produce milk, and ship the canned product with another trans-continental freight rate added back into our State in tremendous volume.
This also brings to mind another fact, when I look into the statistics of milk pro duction in the United States as compared to foreign countries. We find that the Nether lands produce each year 7585 pounds of milk per cow, Switzerland 6950 pounds, the United States but 3716 pounds and Georgia but 2124 pounds. Yet, the United States holds the records on individual cows of every breed.
This shows that the thickly populated countries, which are forced to buy concentrated feeds, are getting a production per cow double that of the United States.
Georgia Rapidly Forging to Front
That Georgia is rapidly forging forward in dairying is shown in the increase of nearly twenty thousand dairy cows in one year, and if our dairymen will better their methods of feeding and breeding, there is no question of their ability to increase their milk production from the present figure--2124 pounds--of milk per year per cow to 4000 pounds or more, which is the average production of cows in New York, Wisconsin, etc.

88 ___________________Dairying in Georgia
Just visualize the increased buying power of our State if our cows produce but onehalf gallon more milk daily. On our 388,448 cows, we would receive 194,224 additional gallons of milk daily.
At a nominal price of 40c per gallon, this would mean nearly $78,000.00 increased income daily--or practically twenty-eight million dollars per annum.
This will not interfere with our money crop cotton, in fact it will stimulate the growth of cotton.
A dairy cow will produce about three thousand pounds of fertilizer (dry basis) per year, containing about 156 pounds of Nitrogen, 56 pounds of Phosphoric Acid and 127 pounds of Potash. This fertilizer alone has a cash value of $36.51 at the following rates:
Nitrogen. 20c. Phos. Acid. 7c. Potash, 7c. which is about the basic charge for commercial fertilizer. Our doctors, nurses, welfare workers, etc., have long since learned and propagated the fact that milk is the most nutritious as well as the most economic of all foods. A quart of milk per day will make every child who is free to gain, strong and healthy and give him the chance in life he deserves. In investigating the feeding methods of our state, I find many dairymen producing enough roughages, such as hay, silage, etc., to cover them over the entire season if these roughages were properly fed with a concentrated feed. Many of these dairymen, how ever, erroneously feed up their roughage and when the roughage is exhausted, purchase and feed concentrated dairy feeds without the proper roughage.
How Cows Should Be Fed
It is very necessary that cows be fed a quantity of roughage at all times due to the peculiar stomach construction of the cow.
A cow is a ruminating animal and has four stomachs. She swallows her food with out thoroughly masticating it and if it is bulky, it opens the slit in the gullet and goes into the first stomach which is known as the store house. The second stomach is really a part of the first stomach. This is called the Honeycomb. It acts the same as the magnet of the mill, catching all foreign materials, such as wire, nails, etc. Sometimes, if a cow swallows a nail, it stays in the second stomach until it is dissolved by the acids. If, however, it penetrates the second stomach, it either goes into the heart, killing the cow, or it leaves a small hole in the stomach where water can get out and enter the lungs thus causing death.
After storing her feed, the cow regurgitates it (chews her cud) bringing up several ounces at a time and chewing it thoroughly. The feed then goes down thoroughly masticated and mixed with saliva, passes over the slit in the gullet and enters the third stomach, which is called the Manyplies. The third stomach is an arrangement of muscles, similar to an "accordion." The food is pressed between the layers of tissue in this stomach and the juices are squeezed out.
The food is then in condition to pass into the fourth stomach, which is the true stomach where digestion actually starts.
You can readily see that if the cow's feed is not bulky, it will pass the slit in the gullet when first swallowed and go directly into the third and fourth stomachs where it will be hard to digest on account of not being properly prepared in the first two stomachs.
Milk contains eighteen kinds of protein (Amino Acids). If the feed is properly bulky- and highly digestible, the cow will break down the food protein into these various Amino Acids, using what is necessary to maintain her body and convert the balance into milk with very little waste. It must be borne in mind that no one concentrate, such as Cottonseed Meal, will supply the correct assortment of proteins (Amino Acids) to manu facture complete milk.
Assortment of Concentrates
Leading dairymen have found the following assortment of concentrates very desir able and profitable when fed along with roughages like we raise, because of their high digestibility and their capacity to furnish the necessary assortment of Amino Acids for building complete milk: Corn Oil Cake Meal, Old Process Linseed Oil Meal, Cottonseed
J

Dairying in Georgia

89

Meal, Alfalfa Leaf Meal, Corn Gluten Meal, Alfalfa Meal, Old Process Cocoanut Oil Cake Meal, Cane Molasses and a small amount of Salt. These meals should be propor tioned so that the feed contains about twenty-four per cent of crude protein, four and one-half per cent of crude fat, fifty-two per cent of crude carbohydrates and. twelve per cent of Fibre. If the meals are selected, with care, a ration of this kind-would contain twenty-one pounds of digestible protein, forty-five pounds of digestible carbohydrates and four and one-half pounds of digestible fat to each hundred pounds of the total mixture.

I have found that the following roughages can be raised in Georgia and you will note that they are all an economic source of carbohydrates, necessitating only the pur chase of the high protein concentrates to balance them properly for cheap milk produc
tion:

Digestible

Roughage

Protein

Average Alfalfa Hay, Clover, Lespedeza, Cowpea

and Peanut Hay with nuts.................................... 7.5

Cane Hay ........................................................................ 2.8

Cane Silage ............................ ....................................... .6

Corn Fodder .................................................................. 3.0

Corn Silage (Well matured)...................................... 1.1

Corn Silage (Immature).............................................. 1.0

Cottonseed Hulls .......................................................... .3

Johnson Grass Hay........................................................ 2.9

Mixed Hay (Clover and Timothy)............................ 4.0

Prairie Hay .................................................................. 4.0

Sorghum Hay ................................................................ 2.8

Sarghum Silage ............................................................ '.6

Timothy Hay .................................................................. 3.0

Digestible Carbohydrates
39.00 44.80 11.00 47.00 15.00 11.40 33.00 45.00 39.70 41.00 44.80 11.00 43.00

Digestible Fat
.9 2.0
.5 1.5 .7 .4 .5 1.0 1.1 1.1 2.0 .5 1.2

More milk can be produced by the combined use of Hay and Silage for the roughage part of a ration, than either used singly.

Dairying in Georgia
THERE IS A PLACE FOR THE COW IN THE AGRICULTURE OF EVERY COUNTRY
Wherever the cow has taken her rightful place, and man has done his part, we find the highest type of farming; we find farmers living on their own farms, raising crops in rotation, which is the way the Lord intended us to farm.
We find on the farms, barns with mows and bins and silos--regular factories working the year 'round, getting the very most from the farm's crops and furnishing an income every week of the year.
We find homes with conveniences. We find intelligent, thrifty, debt-free people with minds and hands alert from steady employment. We find a good citizenship, a good agriculture.
The best methods of farming, the largest crops and the greatest steady return on investments are found on the well regulated dairy farm.
The dairy cow has made many hilly farms into comfortable country homes surrounded with grass and alfalfa and prosperity.
Here's a truck load of cream right fresh from a dairy neighborhood. The load is worth $1,125 and it's only taking away $7.20 worth of
fertility.
Reproduced from "The Cow, the Mother of Prosperity," Copyrighted by International Harvester Co.

Dairying in Georgia

91

THE COW HAS NOT TAKEN HER RIGHTFUL
PLACE IN EVERY COUNTRY
OUR GREAT SOUTH NEEDS MORE COWS

Cows to furnish milk for people who have long done without it. Cows to furnish milk and butter for boys and girls who have starved for muscle-making, bone-making food.
Cows to cure a one-crop agriculture. Cows to eat crops that should be growing in place of cotton. Cows to furnish a year 'round income, without which no people are prosperous or happy.
Cows to help build and maintain a fertile soil.

Our great South needs more cows.
There are right here in this civilized country thousands of boys and girls; undersized, diseased, with weak bones, bad teeth, dull intellects, starving for the cheapest and best food on earth--
MILK.

This old cotton crop is all right to sell one month in a year but it's treacherous and disappointing when we depend on it the other 11
months.

Here's a cream crop that we can sell every week, 52 weeks of the year, winter and summer; it pays the bills and keeps the money
jingling in our pockets.

These old southern fields that have been leached and gullied and robbed under the curse of a "one crop" farming can still be patched with Bermuda
and lespedeza into valuable cow pastures.
Our great South needs more cows.
Reproduced from "The Cow, the Mother of Prosperity," Copyrighted by International Harvester Co.

92

Dairying in Georgia

It makes no difference whether we have but one family cow--

or whether we have three or four "farm" cows to furnish the family with milk and butter and "sell what we don't need"--

** ^Bp T *&

or whether we have a regular dairy herd of 20 or 40 cows.

It makes no difference which we have, we want to get

from our cows.

The most and best milk, The most and best cream, The most and best butter, The most and best profit

If we don't want all this and if we don't do our best to get it,
there is something wrong with us.
r

Reproduced from "The Cow, the Mother of Prosperity," Copyrighted by International Harvester Co.

Dairying in Georgia

. 93

WHEN WE BUY COWS TO START DAIRYING LET'S GET THE BEST COWS WE CAN
It is not always necessary to pay big prices to get good cows but we will have to pay more for good cows than for common ones.
The good cow's milk and calf will make up the difference in price the first year, besides she should continue to be a source of profit and satis faction, while the poor cow is apt to make us poorer the longer we keep her.
If we already have common cows and can't arrange to get better ones to start with, then let's take care of those we have so that they can do their best, and by the use of good sires raise calves that will make better cows than their mothers, and get started in that way.
Starting with mongrel, low-producing cows is a pretty slow way to get a high-class dairy herd, yet by continued use of good sires a good herd can be developed from the commonest kind of foundation.

A good bull with a long line cf high producing ancestors is about 75 per cent of the herd when the cows are mixed mongrels, but it takes more than
one cross of good blood to change a herd from bad to good.

Reproduced from "The Cow, the Mother of Prosperity," Copyrighted by International Harvester Co.

94________________The Producer and the Consumer________________
"Co-ordinating the Interests of the Producer and the Consumer"
Address bu Mr. S. B. Talley, Superintendent of Rogers' Stores, Delivered Before Convention of "Farmers' Week", in Athens, Ga., on January 22, 1923
ADIES AND GENTLEMEN: It is a high privUege for us to come before you. We feel that in some way or in some measure we might be able to interest you. We feel, and have felt for a long time, that if it were possible for us to get an i\3l audience with some of the men who are trying to produce some of the many things that we most need in Georgia, and have a good talk with them, and tell them of the problems that we have had--and do have--to deal with in handling their products, that we might give you some new vision of the part that you must play that has not really occurred to you.
We represent nothing more nor less than the distributing medium through which the products of the field and factory pass on to the ultimate consumer. We eliminate, in so far as possible, all other middlemen, and yet we have reached the point where we see that it is almost impossible for us to deal directly with the grower of many of the food products that we have to handle.
All human endeavor is salesmanship. There is no phase of human endeavor that is not in the final analysis salesmanship. There is one point that the average planter or farmer has failed to appreciate. He has taken the position that he is a grower, and after he has grown the product his responsibility ceases. There are a great many things that enter into salesmanship, but there is one fundamental. There is one basis upon which all salesmanship that is to be successful and abiding must rest--that is confidence. I want you to think just a little of the confidence that exists. We are making an effort to market your farmers' products, but it has reached the point almost where we refuse to let any farmer in Georgia consign anything to us. We have got to get so close to you and make our needs so plain that when you state a fact to us we can bank on it, and proceed to do business.
If it were possible for a group of you to spend as much as a week with us and see the produce as it comes into us, and see what we have to do to put it in salable condi tion, you would be amazed. We want to do business directly with the farmer, but we are not going to attempt to outline to you standard packages. There is not a thing that is grown that you -can't ascertain before it reaches market just how it ought to be graded--how it ought to be shipped. These things ought not to come from us. All that would almost make us a dictator of what we are going to handle for you, and that is not our province. Why are we interested in what they grow in Georgia as long as we can buy it in Canada, Iowa, Nebraska? What difference does it make to us? you ask. We are trying to build up Georgia. We want Georgia to prosper, and we believe, as a distributing agency, it is our duty to get you to produce thousands of things that Georgia can produce and ought to produce profitably, and save sending out of our borders the mammoth amount of money that goes out each month. We do not expect Georgia to raise everything that she uses, but there are a great many things that Georgia ought to make an attempt to raise. There is not a farmer in Georgia, who, with the exception of his sugar, tea and spices, ought not to raise everything in the world he eats on his table.
A Reflection on Georgia
It is a reflection on Georgia to import her feed stuff, her Irish potatoes, her oats. About 175,000,000 goes out of Georgia yearly for things that Georgia can produce at home profitably, when you get organized. Your interests and ours are the same, but it is mighty hard to get some people who live in some sections of the country to believe that. To them the city is a parasite to get rich off their labor. Wherever we talk about organization, instantly there comes into their minds, "He has come to organize." The organization has to come from the city. There has got to be a co-ordination of brain

The Producer and the Consumer

95

and brawn to make Georgia what she ought to be. I know plenty of good men that are running one good store. With organization we are running 160 good grocery stores. I defy any one man to do it. It can't be done.' Organization requires brains. It requires at least two years that are not going to be highly profitable, regardless of what your line is. There is no business that has ever been managed that does not have to pass through the formative stage, and with the formation of the various organizations handling the variety products, we are going to have some that won't be signal successes, and yet that is no reason that we should lose faith in our organization plan. You can't point to a single endeavor that has been managed -by human agencies, in which you can't find failures. What we hope and what we pray for is that the time will soon come when the cities and towns of each Congressional District in Georgia will get its farming interests together, and create an organization to handle the farm products that are particularly adapted to that particular section.
We had a visit recently from a farmer in North Georgia. He said, "I have come doivn to find out what to plant." "Do you want us to tell you what to plant on your plantation?" That is exactly what he came down to Atlanta for. We knew nothing about that man's soil. He had no analysis to show. We knew nothing about the mar keting facilities in his particular neighborhood, yet, we do know that that man's par ticular county is advantageously adapted for one, two, three, or four products; that there is enough public spirit in his section to map out a successful program, to organize, to keep that man's spirit up; talk to him, nurse him; encourage him, and do everything that is needful to be done for him. We do not progress one bit as long as we are broken in spirit.
Georgia Never Backs Down
Georgia, to me, is the brightest spot in the whole Union. I would not swap it for any State I know of. I have never known her to back down. In fact, the manhood of Georgia rose when the country called them across three thousand miles of water to fight a foreign foe. Shall we sit down and let a miserable little bug whip us? With careful organization, and just as many organizations as are necessary we shall win. We want to see in Georgia one big central advertising agency. We want to see ten thousand farmers, corporations, banks, citizens, and individuals that will contribute $25,000 a year to be spent in advertising Georgia products.
Do you realize that we have at least 18 states in the Union that have never heard of a Georgia Yam? You talk about Georgia yams and they look at you glare-eyed. I see no reason why California should spend the money that it spends advertising SunMaid raisins in Georgia and we not spend just as much in Wyoming and Oregon in tell ing them about the sweet potato. I long for the day, and hope it won't be long off when Georgia will produce 200,000,000 bushels of yam potatoes every year; and there will be a market for every bushel of them, properly packed and shipped as needed.
Not over 5 per cent of the people of the United States have ever eaten a Georgia pecan. They do not know what they are. Just this experience out of our own office. We sent 2 pounds of pecans to a friend in a Cincinnati office. We got a letter back from that man, and the sum total of the pecans wanted in that office was 123 pounds. We have not begun yet to realize the possibilities of that wonderful industry. The people in Albany are in fine spirits. They have a wonderful organization down there.
We have some other big things that are of interest to us. One is the syrup problem. We are deeply interested in syrup. We handle a world of syrup. We are proud of Georgia's cane syrup, but we cannot handle it unless it is put up in salable packages. Georgia cane syrup ought to be as well advertised in New York, or it ought to be better advertised, than Log Cabin Maple Syrup ia advertised in Atlanta.
We would like to see a campaign backed by $50,000 to put Georgia Cane Syrup on the map. We have to talk this thing. This is a day when propaganda counts. That is just the reason why we were willing to spend $12,000 on our homely talks. Out of every discussion some new thought is born, and it is not long before somebody has capi talized the idea of putting a program across. We can only make suggestions. We can only make suggestions. We can only offer to co-operate with you. My Institution would gladly subscribe to every single co-operative association that is formed in Georgia. We would be glad to contribute in every way possible. We would be glad to put money in an organized effort to advertise Georgia products, provided we could get your men to live up to the standards that are demanded of you. You must have confidence in the

96

The Producer and the Consumer

man that farms next to >x>u. We must work together closely. Whatever affects the other farmers of Georgia affects you, and whatever builds you up will build them up. We want the best plan that we can get. We want it absolutely divorced from anything per taining to politics. We want the best in every line.
Right now, we are bringing blackeyed peas from California to Atlanta. We are bringing Rutabaga turnips from Canada, onions from Texas. We are very proud of the record that Tennessee is making. We had the privilege of contracting for 93,000 cases of canned vegetables from Tennessee this year. One concern located in a rich little valley in Tennessee is producing aU the things they can on their own plantation and under their own supervision. You have no idea what a real joy it is to sell these products and how we wished that they were coming out of some of the fertile valleys in Georgia! There is a little pardonable pride in handling the things that are made at home.
You have no idea the delight we take in the handling of pimientos from Griffin. You must appreciate the sacrifice that the good people of Griffin made in order that the plants might run last summer.
Interested in Dairying
We are deeply interested in the dairy market. We long for that day to come when every farm in Georgia will not only produce all the milk, cream and butter that it needs, but there will be a neat little surplus for the man to pick up on his route every morning. In so far as we can, we want to standardize our stocks in our stores. We want it pos sible if we can do so for you to go in any one of our 160 stores and get identically the same thing that you could get in any other one of those stores. Butter is hard to standardize, because butter deteriorates under certain conditions very rapidly. It means that we must have a butter that will hold; a butter that will keep. Up until now, there lias never been a creamer}' in Georgia that could supply us. As a whole, the creamery located at Selma. Alabama, is coming nearer filling our requirements, and while we have patronized it liberally and will continue to buy. yet we hope it won't be long before Georgia will be able to supply us. And so it is with real pleasure that commencing next week the creamery located at Columbus is going to make efforts to supply our needs. They are going to try to supply us with as much as 15,000 pounds per week. What we want to get away from is having carload after carload of Missouri butter brought into Georgia, and when these people can give us nice, fresh, sweet butter, we gladly pay. in some instances, a premium above the Chicago standard market. Always we do offer them the Chicago standard market the day delivery is made.
If you have not done so, you ought to have made an analysis of your soil. You should understand what your land is capable of producing. All soil is not alike. Only an analysis of a soil will tell you why it is not alike. The mineral properties in some soil are more conducive to certain plant life than other plant. We would like to see started out from this very meeting this week in the various localities groups of men get ting together and deciding what they are going to plant as a money crop. Always plant some cotton, say 5 acres to the plow. I would shudder to think that we were going to abandon cotton. Instead of extensive cultivation make it intensive. Use the proper care in the selection of your seed. Ascertain whether you are planting on heavy soil on thin soil, get the commercial fertilizer that your land needs.
In speaking of poultry, I will close. There is no defense in the world for our having to go to Iowa to get eggs. The finest and best eggs that could be placed on the Atlanta market last fall came from Iowa, and we had to pay the freight on them, and the man that bought them had to pay the freight. We could not get them in Georgia. We can't have 554 cars of feed stuff shipped in here and raise poultry and ship eggs profitably. You can raise all of the feed stuff that is needed for the production of eggs. There is a concern in the upper part of the State that grinds a very beautiful grit. He ships it to St. Louis and mixes it with a little feed, and you pay 2% cents a pound for it as chicken feed. We bought a carload of it to sell back to you. We long for that dav to come, when at least 70 per cent of the products in our store will represent your labor, and carry back to you. as it will, a real remuneration for your labor. If we can do that we will feel that we. in a small measure, have fulfilled our mission.

Georgia Hotel Man's View

97

A Georgia Hotel Man's View
Address on "Loyalty to Our People," Delivered by Mr. George L. Keen,
Manager of the Kimball House, Atlanta, Ga., Before the Sixteenth Annnal
Convention of Georgia Hotel Men's Association, Macon, Ga., December 14-15,
1022.
LACK of loyalty is bad in anyone. But then often thoughtlessness has the ap pearance of lack of loyalty.
Georgia is a wonderful state. We can produce most anything that is to eat and the products raised in this state are better than those raised elsewhere; and yet our people either do not realize that fact, or realizing it do not properly appreciate it.
A few years ago there was an apple show on the Pacific Coast. An apple grower from Habersham county, Georgia, took a few boxes of apples grown in his orchard at Mount Airy, and carried them to this show. He won the prize for the best apples shown. Later on there was a stock show in Chicago. A man from Thomasville, in this state, took a herd of cattle up there. He came home with first prize. Not long ago there was a beauty show held in Atlantic City. A Georgia Peach from Macon, Georgia, was one of three of the most luscious ones there. These instances show that wherever and whenever Georgians have competed they have been in the running, either first, or so close that their competitors knew there had been a race.
Travel on the dining car, in any part of the country, with a Californian and listen to the order he gives the waiter: "a dish of California prunes, a box of California raisins, a dish of California celery, an order of California asparagus, a plate of Cal ifornia apricots, and a half dozen California peaches." Have you ever been in New \ork, Chicago or elsewhere and heard a Georgian order a slice of Georgia watermelon, an order of Marshallville asparagus, a basket of Fort Valley peaches, a box of Habersliam County apples, an order of Brooks county ham, or an order of thunderbolt oysters on the half shell? I don't think you ever did.
This is bad enough, but pick up the average bill of fare in most any Georgia hotel you will find it extrolling the virtues of Rockaway oysters on the half shell, Maine lob sters, California grapes, Watertown geese, New York, Chicago, Boston or Kansas City ribs of beef, roast Tennessee turkey with Vermont chestnuts and Florida jelly, milk fed Chicago chickens. You will find them boosting Westphalia ham, Maine corn, Florida squash, imported Brussels sprouts, California asparagus, Iceberg lettuce, Alabama beets, Florida tomatoes, Pensacola shrimp, Oyster Bay asparagus, Virginia spots, maple syrup from Vermont and English mutton chops.
A man named Barbee has a terrapin farm at Isle of Hope, a few miles from Savannah and he ships Diamond Backs to Philadelphia, selling them for thirty-six dollars per dozen and the Georgia cracker gets a plate, of soup for two dollars. The boob never thinks to ask if it is the genuine Diamond Back from Isle of Hope, Georgia. The Brook county ham is famed far and near as the equal of any ham to be found anywhere, but the Georgia bill of fare tells us only of the Smithfield ham and the ham what am. From Marshallsville, Georgia, is shipned 'car after car of the finest asparagus to be found anywhere. The Georgia hotel man prefers to tell of the splendid crops in California. A packing house in Moultrie ships to all parts of the country the finest milk fed chickens to be had, while the menu maker in our state seems to think it necessary to give Ten nessee credit for the classy chickens to be found in Georgia's dining rooms. On the wheat fields of Columbia county thrives the most luscious turkeys that any palate could desire, while reading the bill of fare in most any of our leading hotels one would imagine that it be neccessary to go many miles from the confines of our state to get turkey worth eating. The shrimp caught in the waters around Tybee are superior to any that swim. Is it necessary to give the Gulf Coast country credit for this delightful eating? In the Ogeechie river runs the finest shad to be found in all the world, yet the spots from Norfolk and the kingfish from Florida seem to more daintily decorate the average hotel bill. Eat the oysters from Thunderbolt on our Atlantic Coast and you will forget there is such a place as Apalachicola. Why tell us of the glories of Louisiana and South Carolina rice, when. the rice fields of Liberty county export over a hundred thousand

98_________________Georgia Hotel Man's View
bushels of the finest rice to-be had? Georgia Peaches have taken first prize over peaches from the world over, and yet our Georgia bill of fare writers seem to think that the California peach is the only one worth having. Our own Georgia yams, famed from north to south and from east to west is growing more popular every day, is neglected for the Irish potatoes grown in Idaho. They tell you that the only green peas worth eating are grown in Wisconsin, but our Georgia fields produce peas fit for a king. Rocky Ford, Colorado, get the credit for the good cantaloupes, but the cantaloupes grown in South Georgia are so far their superior that one forgets there is such a place as Rocky Ford. Some of us seem to think that the breakfast bill is not complete without an endorsement of the maple syrup from Vermont or Canada, yet the syrup we serve is made up with ninety per cent of it grown in the fields of Georgia.
We have pork chops from Kansas City, instead of barbecued pig from Georgia; we have Brazil nuts and English walnuts, instead of papershell pecans from Albany and Thomasville; we have imported dates from Siam instead of Georgia figs from Carrollton; we have celery from Kalamazoo, when they raise it in Lowndes county; we have guava jelly from Florida instead of apple jelly from the Girls' Canning Club of Georgia; we have preserves with a blue label on it, when our own Georgia women make the finest in the land; we have ketchup of forty-seven brands when we are making the best found anywhere right here in Georgia; we have to send to Boston for our baked beans, when the chef in any of our hotels can cook them just like mother used to serve us. Our own Farmer Bill makes the best butter in the world, yet our hotel people are not satisfied cnless they are gliding dowc Fox River or climbing Clover Hill.
In this way I could mention item after item and show by comparison that the Georgia product is the superior to the imported articles, and yet we see that "a prophet is not without honor, save in his own country."
Let's change the drift of the current. Let's tell the world of our wonderful country and the wonderful things we have. While we are using our products, which we know are better than those to be had elsewhere, let's give them the proper labels and tell to the world in that way what wonderful things we produce in dear old Georgia. Let's get Georgians to appreciate Georgia and in that way we will win the appreciation of our neighbors, who are beginning to realize that we have the most wonderful state, with the most wonderful resources to be found anvwhere under the sun.
The author of this booklet agrees with many things Mr. Keen has said-- in fact with most everything. He simply states in a most interesting and unique way many of the things we have been trying to drive home to Georgia people.
There is no question about what can be grown and produced in Georgia-- no question, in fact, about the good things that ARE produced, just as the hotel man says. But the point we have been trying to get across to Georgians was the importance of putting into attractive form--into salable condition-- the things produced in Georgia. When Georgians learn how to take the things they produce, industrially and from their soil, and make them attrac tive to the eye by proper sorting and grading and packing--placing these good products in neat packages, handsomely labelled--and then advertising them to the world, just as other states have done, then will Georgia forge her way to the front as a great producing and marketing state.
But before this can be done sucessfully there must be co-operation in growing, to produce volume, and co-operation in marketing to get best financial results to producers.
On the following pages we try to show how and why co-operation along these lines is necessary.

Organization and Co-Operation___________

99

Organization vCo-Opercriion
Its Importance and How to Bring it About
the fact that throughout all of our "Homely Talks," which form a large feature of this booklet, we continually urged co-operation both in growing and in marketing, the author feels that this booklet would not be complete without some specific sugges tions as to organization, looking to co-operative marketing. The suggestions we offer on these pages, together with some interesting data from truck growers' associations, are intended only as a guide-- a beginning-- for any community that is interested in co-operation.
There has appeared in the press during the past several months so many articles concerning co-operative marketing that it seems further urging or advice should not be necessary. The value of organization in any community, looking to co-operation in growing and marketing, is so well recognized that it seems remarkable that Georgia farmers haven't practiced it to a larger extent in the past.
Co-operation not only means greater success in growing of uniform commodities--which necessarily would give a larger volume--but it means greater profits to the producer in the matter of selling his products.
In a recent issue of the Atlanta Journal this editorial appeared:
When the farmer plants a certain crop he should know something about what he is going to get for it when it is harvested.
At least, he should know that it will not be dumped into glutted channels when supply is far in excess of the season's demand, or frittered away in sales that net him no profit because, on his part, they are wholly without the guidance of sound business methods. Not until he does know this will the returns upon his labor and investment be at all in measure with the resources of a wondrously endowed commonwealth.
Authorities frequently have pointed out that of the many climate belts in the United States, Georgia possesses all save the extremes of heat and cold, and that of the various types of productive soil, she contains six--a versatility rarely equalled. There is hardly a farm product on which other regions specialize, which she cannot produce in abundance and in high quality. Yet this wealth and wide range of resources yield neither the grower nor the common interests of the state anything like a due profit. Why? Largely because of a want of adequate and efficient marketing systems.
The farmer who has no assurance of what rewards a crop is likely to bring is not disposed to undertake it, unless it be one which his neighbors and his fathers before him have fully tried. Thus there is scant incentive to experiment in developing new or slightly explored provinces of agricultural production, although Georgia abounds in these and their possibilities are exceedingly rich. But when it is known that a certain farm industry will yield, under normal conditions, a certain scale of profits, conserva tively enterprising men will not hesitate to promote it. Knowledge of where, when, now, and within what general price ranges a product is to be sold would be worth no less to Georgia's fanners than it is to her manufacturers. It would make at once for stability and for progress, for the strengthening of the established staples and for the bringing forth of many new forms of agricultural wealth.
To the practical question, How can this knowledge be made available for the fanning rank and file? the answer is, obviously, Through co-operation. Rarely indeed an the individual grower command the facilities needful for the most efficient crop marketing on an extensive scale. The principle is to be commended to growers in every field.

10Q

Organization and Co-Operation

Perhaps the thing that most interests the farmers of Georgia is how, first, to proceed in organization. Leaders are needed--men who will take the ini tiative and start the "ball rolling." Farmers themselves can take this move-- can call their neighbors into conference at the county school house or at some cross-road meeting, if no other place is available. They can always depend upon the presence of two or three speakers--practical business men or farmers who can open up the way for organization.

In a number of sections of Georgia small community organizations have been brought about through the Chambers of Commerce or other civic clubs in the nearest cities or towns. These have always been productive of good. At any rate, try to interest enough growers to call a meeting at such time and place as will be convenient to discuss organization. Out of such organization, of course, will come the co-operation we have been urging.

Already in Georgia a number of counties and even smaller localities have taken up the co-operative idea and have joined hands to do for Georgia the things that have made such wonderful progress for other states--co-op eration in growing, co-operation in marketing, and co-operation in advertising their products.

It might be interesting to our readers to know something of the success achieved by the Warm Springs Truck Growers Association. When we learned this organization had been in existence for some time we asked the sec retary and treasurer. Mr. E. H. Boyd. to give us some information regarding it. Here is what he had to say about it:

The primary purpose of this Association was to supply markets for crops other than cotton to the farmers of this section, which could be done through the co-operative plan
only. However, after two years operation, variegated with success and failure, we have been forced to extend the scope of the Association to cover from the details of production to the final marketing of the products, from the entire farm.

As has been with every other section that has analyzed the case, the boll weevil has literally demonstrated the fallacy of any one crop system; therefore, our program
embraces a series of crops, so rotated as to consume the twelve months of the year, together with poultry, hogs, and dairying; all based upon the theory that the fanner must first be self-sustaining.

Due to the very strained financial condition of our section this program will have to be put into operation through a process of slow growth; however, no effort is being spared in that direction.

Oar program this season, for a two-horse farmer, is as set forth in the following schedule:

CROP

ACREAGE

ENGLISH PEAS ........................ 1

LETTUCE CABBAGE
TO>LVTOES ................................ I
WATERMELONS ........................ 5
OATS ............................................ 4

Planted in December and harvested in April, with yield of 100 bu. green peas and 10 bu. dry or seed peas to acre. It may be used as hog or hay crop and a splendid legume. (The CROWDER
ENGLISH PEA)
Experimental. Our best yield 2 cars to 3 acres. Transplanted latter part of January.
Average yield 100 crates to acre. Both Spring and Fall crops.
Our best yield 1 car to 1 acre. Planted with field peas or soy beans (hay or hog crop)
Feed crop to be followed with summer crop.

Organization and Co-Operation______________ 101

WHEAT ........................................ 4
CORN ............................................ 16 COTTON ...................................... 10

For home use and followed with other crops for soil building.
Planted with velvet beans.
Not over 5 to 7 acres to plow, thick stand, highly fertilized, clean cultivation and poisoned.

Every member to own at least one. milk cow and one brood sow to- every two plows
operated. Present breed of cows to be gradually exchanged for thorough-bloods. Hogs
to be either blooded Poland China or Durock. All marketable produce handled through the Association. The Co-operative plan also carried out in the purchase of all supplies,
fertilizers, etc.

Last year's operation consisted of the above truck crops amounting to a litfir less than one hundred cars.

The success of the Association may be summed up as follows:

1. TWO YEARS OF INVALUABLE EXPERIENCE, resulting in the conviction that this plan WILL WORK.
2. REDUCTION IN FREIGHT RATES OF FROM 20% to 50% (Commodity rates)
3. ESTABLISHMENT OF THE CO-OPERATIVE SPIRIT THROUGHOUT THIS SECTION.
4. SECURING THE SPLENDID CO-OPERATION OF BOTH RAILROADS, especially the A. B. & A. who have supplied us with iced cars on thirty minutes notice--with switch engine.
5. ESTABLISHMENT OF CREDIT THAT OTHERWISE COULD NOT BE HAD.
6. RECOGNITION IN THE MARKETS OF THE UNITED SATES AS A SHIP PING SECTION.

Our failures may be classed as follows;
1. THE LOSS OF A LITTLE MONEY, EFFORT, AND ENERGY, in an invest ment that is bound to repay one hundred fold.
Our task has not been an easy one nor has it been altogether a pleasant one. Our enemies have enlarged every failure and minimized every success. We have been denounced by some of the big bankers--in one case as "an outrageous failure"--and highly com plimented by some of the still bigger; refused credit by some only to be heartily received by those of wider experience and broader views. In spite of all this, and more, will add that we are prepared to supply our members the necessary credit for making this year's crops, together with marketing facilities that have heretofore been unknown to this section.

Our section is particularly adapted to a wide diversification of crops and with the start we have, together with over one thousand acres of bearing peach trees, with an additional thousand coming into bearing, we firmly believe that within the next few
years the Warm Springs and Pine Mountain section will enjoy a front seat as a shipping section.

We commend the plans and polices of the Warm Springs Association, and take the liberty to say that if any community is interested in a like move ment that Mr. Boyd of Bullochville, Ga., doubtless will be glad to furnish such a community with a copy of the Charter and By-laws of his organization.

The important thing is to get together, plan for a community of interest in the growing of uniform products, and later there will come a decidedly easier and better co-operative method of marketing.

102

Vegetable Growing in Georgia

Vegetables as a Money Crop
irffELIEVIXG ^at no sort f criticism can be gracefully made unless 1-*^ some suggested remedies--some constructive advice--can be offered,
the L. W. Rogers Company, following its series of articles reproduced in preceding pages, now offers in a number of pages that follow some practical suggestions on the growing of vegetables.
These suggestions have been prepared for us by Mr. H. G. Hastings, one of the best known and most practical seed men in the South. He has been closely identified with agricultural products of the South practically all of his life, having intimate knowledge of every feature of planting, cul tivation and harvesting. We feel sure his advice will prove valuable to the farmers of Georgia--particularly to those who are contemplating the grow ing of more vegetables in the future.
Following the suggestions offered by Mr. Hastings in the planting and cultivation of vegetables, you will find immediately following the particular crops spoken of a paragraph in italic type.
This is our own suggestion as to the best and most practicable way to sort and grade and to put into marketable shape the product mentioned; also, in many instances, we suggest the proper sort of container to use. These sug gestions are based largely on the practical experience the buyers of the L. W. Rogers Company have had in many years of service. They are appli cable in practically all cases, though there might be conditions or circumstan ces that would demand other methods than those suggested by us.
Here is what Mr. Hastings says:
We have been asked by the L. W. Rogers Co. to outline the different varieties of vegetables best suited to southern city market requirements, time of planting and gen eral cultural directions. Necessarily we cannot go into all the details as covering the culture of each kind of vegetable, as space does not permit. However, if any reader wishes more detailed information as to the culture of any particular vegetable crop or crops, and will ask specific questions on the subject, we will be glad to answer to the best of our ability in a personal letter.
\ egetables as a money crop is not something to be played with or gone at indiffer ently or carelessly. It is a business entirely different from the average methods used in the production of cotton, corn or other field staple crops. Vegetables are a garden prop osition and must be handled in a garden manner. To succeed there must be intensive methods used, deep and thorough preparation, either naturally rich ground or heavy fertilizing, frequent cultivation, and forgetting that there is any such thing as a "laying by"' time.
Vegetable growing as a business here in Georgia should be looked on as a contin uous all-the-year round operation, with replanting of some other crop on the ground as soon as one crop is harvested. In South Georgia winter.is frequently the best gardening season; in the Atlanta section and North Georgia generally there is rarely a winter that the hardy and semi-hardy vegetables do not go through with little or no damage.
Intensive Methods--Small Acreage
No man should start in the vegetable growing business unless he has made up his mind firmly that he will use intensive methods on small acreage, and once the product is matured, to discard every single specimen that is not of first-class quality. Poor vegetables have no friends either among dealers or consumers. A few hogs or cows

Vegetable Growing in Georgia______

103

should be an adjunct of every truck farm as a consumer of the "off grade" specimens, which, if sent to market, will spoil the reputation of the man who sends them there.
There are two general divisions of the vegetable growing business. One is com posed of men with farms near our larger cities and towns, and whose product is taken in trucks or wagons to the market. The other division is composed of those so far dis tant from the consuming market that packing and shipping by freight or express is neces sary. Both of these classes or divisions have advantages and disadvantages. One about balances the other.
The truck farmer near a city or town hauling his product to market can act as an individual. His sales are a face-to-face transaction. He can trade with whatever dealer he wishes. The sale price is a matter of mutual agreement depending on market condi tions and quality of product.
In the generality of cases where truck growing is entered into as a business at some point more or less distant from market, the individual is at a decided disadvantage. Community production of a greater or less number of kinds of vegetables or fruits is more desirable. A sufficient number in the community should go into the business so as to insure a considerable volume of product. This sjhould be great enough to justify the erection of a central or community packing house in charge of a competent manager or business agent -to supervise the grading and packing thus insuring uniformity of both package and quality of the product shipped. The business agent also' arranges the sales.
This requires a local organization, usually of a co-operative nature. There are thousands of them scattered over this country. They are successful in just the degree that their formation and operation justify. Three things contribute mostly to such fail ures as have occurred. First, too little acreage of product to justify the business exist ence of an organization; second, the usual unwillingness of farmer growers to pay a sufficient salary to get an experienced, competent man as business agent, and third, the frequent selfishness and bull-headedness of a few hard-headed individuals, who insist that things must go exactly their way (usually the wrong way) or else they will draw out.
To succeed, these co-operative 'organizations must be composed of members who will actually co-operate, and once the majority decide on a certain course all members must readily acquiesce. Otherwise the organization quickly "flivvers" and the vegetable grow ing business in that community is a thing of the past.
Selection of Crops and Location
The main, most largely consumed vegetables in the city markets are beans, cabbage, corn (roasting ears), lettuce, watermelons and cantaloupes, onions, Irish and sweet pota toes, tomatoes, turnips and rutabagas. Of secondary importance, but still in considerable volume, asparagus, beets, carrots, cucumbers, eggplant, English or garden peas, sweet pepper and squash.
In the "greens" class, mostly late fall, winter and early spring sellers comes turnip greens or turnip salad, spinach, collards and kale. Turnip greens and collards cannot be counted on as shipping crops. They should be grown for home use or local markets only. Kale is not well known in most of the southern markets. Spinach is increasing in popularity slowly.
Location and character of soil will necessarily enter largely into the determination of what crops to adopt for any given community. So will the demands of the prospective market or markets. Whatever the decision be there should be no "single shotting" on one crop except in very rare instances. All your eggs in one basket is a dangerous practice.
Georgia is peculiarly situated. Not only has it three distinct sections itself, but is a half way point in the line of annual vegetable production. In maturity of most of the vegetable crops it follows Florida, and comes in well ahead of Virginia and other more northern producing states. We have some competition from the New Orleans and South ern Mississippi truck sections, but most of that product goes to Chicago and other midwestern cities.
The sandy and sandy loam soils so general in the territory south of Macon are best adapted to beans, corn, cucumber, eggplant, cantaloupes arid watermelons, Irish potatoes, peppers, squash and tomatoes. This does not mean that other vegetables cannot be grown

104________________Vegetable Growing in Georgia
successfully there--for they can. They will require far heavier fertilizing, however. The prospective truck-grower of the generality of these other items (except sweet potatoes) can make up his mind that he must use from 1000 to 2000 pounds per acre of a highgrade commercial fertilizer, something at least as high grade as an 8-4-4.
This fertilizer matter is not as expensive as it might appear. Early planted spring or early summer maturing crops come off soon enough to permit planting late sweet pota toes, field corn for grain, Spanish peanuts, or any one of a half dozen hay and forage crop plants. This second or supplementary planting will go through all right on that part of the fertilizer not used up hy the preceding vegetable crop.
Recommendations as to Plantings
Our recommendations for the Coastal Plain section, with its characteristic soil conditions, would be to confine plantings largely to beans, both green and lima, cucum bers, early corn, lettuce, English peas, Irish potatoes to immediately follow Florida crop, and tomatoes. This, in addition, of course, to cantaloupes, watermelons and Sweet pota.toes, which are already largely grown in that section. These vegetables named are all best adapted to these lighter soils and climatically production from that section of those sorts fill in the gap between Florida production and the home grown product of the Atlanta section and further north. The market for the South Georgia grown products, would be the Atlanta section, Tennessee, Kentucky, and even further north, as the grow ers became more expert and produced in greater volume.
Where market gardening is done in the vicinity of city or town the business is an all-year-round operation, one seasonable crop following another as fast as matured and marketed. Wherein the lower or southern half of Georgia the operations will be of more or less seasonable character. As soon as local grown vegetables come in in the territory they have been shipping to, shipments from more distance territory necessarily stop. In turn that further seuth territory should put itself in position to again take up ship ments in the fall, when the first killing frost in more northern territory has wiped out the more tender vegetables.
In other words, south Georgia can have a spring and early summer shipping season, then a rest period, with shipping resumed again in October or November.
Our north Georgia mountain valley sections have a wonderful opportunity for profit able vegetable growing for shipment SOUTH during late summer and earlv fall. With cooler temperature and greater rainfall, almost any kind of vegetable can be matured there at the season when vegetable production in the Atlanta sections and south Georgia is at its lowest point, due to heat and drought. Florida, which is also practically bare of vegetables from August to October, will absorb large quantities of tomatoes, beans, and other vegetables.
With the splendid Irish or white potato crops that can be matured in those valleys any time after July 1st, Atlanta and other Georgia cities ought not to have shipped in to them a >ar of eating stock from July 1st until the Florida crop begins to move the following April. Two crops a year can be made, the first from spring planted seed, ma turing in June and July, the second in the fall, from July or August planted Lookout Mountain or Green Mountain potatoes. We have seen some specimens come out of those mountain valleys that matched right up with the "big potatoes" from the irrigated districts of the west.
Vegetables--Varieties and Culture
The reader must realize that only outlines can be given. Planting dates vary some what according to locality and particular season. As a rule the earliest brings highest market prices. It is worth while, usually, in vegetable crops to gamble a little with the weather. Very early planting of lender vegetables frequently get destroyed by a wayward late frost. One is only out seed cost and labor of replanting. A word of cau tion: Always have enough seed on hand to replant immediately in case of late frost. If distant from seed supply, frequently three or four days are lost, which often means considerable difference in price.
Asparagus
This vegetable is already grown on a commercial scale in the Marshallville-Ft. Valley section. Once started it is sosaewhat of a permanent crop, properly made beds lasting 10 to 20 years. From seed planting to cutting takes three years. By planting two-year-

Vegetable Growing in Georgia

105

old roots first cutting can be had in 14 to 15 months. Preparation must be thorough and

calls for much work and considerable investment. Not advised as "a crop for any one

lacking capital or expecting quick returns.' Standard variety, Palmetto. The new variety,

Washington, (rust-proof) rapidly growing in favor. If ground can be worked, plant

seed in February, drilling in at rate of 4 to 5 pounds of seed per acre. In planting roots

use about 5000 per acre.

_

Spears should be six to eight inches long, tied with colored tape in bundles of from 1 to 2% pounds according to size; 12 or 24 bundles to a crate. Use substantial slatted crate with solid bottom, with something to hold moisture, preferably South Georgia moss.

Beans, Snaps and Limas or Butter Beans
Probably no vegetable is more generally used over a longer season than beans in Georgia. From six or seven weeks after last frost in spring until killing frost in fall demand is continuous, with supply fluctuating according to season. With abundant frequent rainfall in May and June, there is normally an over-supply and low prices. Growers get discouraged, do not replant, and in two or three weeks the man that has kept his courage up is getting big prices. There is usually a slump in price of snap beans on Atlanta market the first half of June. The reason therefor is that most truck growers plant large acreages about the same time, usually about Easter. The crop all comes in together, there are more beans than the market can absorb for a while. The weak kneed brother quits in disgust while the wise one makes a second planting, just ahead of the slump, and by the time the first tig crop is out of the way has an abundance to sell at top prices.
The south Georgia territory, say with Cordele or Tifton as a center, can usually plant bush beans two to three weeks earlier than the Atlanta sections, mature and ship most of the crop to Atlanta and further north before Atlanta section comes in. Not more than one planting should be made in spring in south Georgia for shipment. Another can be made about September 15th if weather is right. If frosts in North Georgia have been delayed and local beans are still on market, Florida cities will afford an outlet. It would be the business of the business agent of the local co-operative organization to watch these points.
Regardless of particular locality, beans do best on either sandy or sandy loam soil. This is especially true of spring plantings. A warm soil is needed. In midsummer later plantings can be made on bottom or second bottom land with safety and larger yields.
Bush or "bunch" beans for snaps should be planted in rows 3Q to 36 inches apart. This distance allows horse or mule cultivation. Seed should be drilled in at rate of 60 to 75 pounds (1 to 1% bushel) per acre and covered about two inches, firming or rolling the soil if dry, not otherwise. Fertilizer at rate of 400 to 800 pounds, according to fer tility of soil should have been drilled into the row ten days to two weeks before seed planting. As soon as plants appear above ground begin light surface cultivation, which should be kept up every few days until plants show bloom. At that stage draw earth up around stems slightly. Continue cultivation in the middles to keep down grass and weeds. Do not cultivate or work beans when plants are wet with rain or dew. Working when wet makes spotted or "rusted" pods.
Do not plant wax podded varieties for southern markets. They will not sell. For the shipper-grower in Georgia we recommend Red Valentine and Black Valentine. For growers for local or nearby markets Stringless Green Pod and Red Valentine are best. For canners use Stringless Green Pod and the Refugee varieties.
In localities where a local all summer market such as Atlanta is afforded, the bean crop should be planned so that successive plantings can be made at two or three weeks' intervals from Easter to September 1st. These bush varieties mature in about 45 days from planting and continue in bearing about three weeks.

Pole Snap Varieties
The pole snap varieties, such as the Old Homestead or Kentucky Wondei and McCaslan, come in a separate class. They are runners requiring poles or wire fencing to run on. They need about the same soil preparation and a little heavier fertilizing than bush varieties because they stay in bearing six to eight weeks, sometimes longer in fa vorable seasons. They come into bearing in 60 to 70 days. The pods are larger, some-

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what ill-shaped, but where known as they are in southern markets, they are ready sellers. The yield is large, a peck of fine green pods often having been picked from a single vine. It is customary to plant in hills, dropping 5 or 6 seeds to each hill, covering seed 2 inches. Cultivate frequently, keeping grass and weeds down. Do not plant these two varieties in corn. They are not satisfactory as corn field varieties.
The third class of snap beans are known as "Cornfield Beans." Of running character they do best planted in bottom land com and mature from August 15th to frost if kept picked close. Should be planted on bottom land when corn is knee to waist high, dropping two or three seeds near each corn stalk. The cultivation of the corn is all that is neces- sary. The pods are about the size of the bush snap varieties and are tender and fine flavored. Plant about 15 pounds of seed per acre. The best varieties in order named are the Georgian. Genuine Cornfield and White Seeded Cornfield.
Of the Lima or Butter bean class the growing of the climbing or pole varieties has practically ceased except on fences in home gardens. All the market crops are from the bunch forms and the Henderson Bunch Lima (small white seeds) is the only one largely planted as a market variety. While the larger seeded varieties are more deli cate in flavor (both bush and pole sorts) yet for some unknown reason these larger seeded varieties do not bear satisfactorily until fall. They bloom profusely all season but only "set" scattering pods.
The Henderson Bush is a safe variety. Can be planted about Easter, comes into bearing in 55 to 60 days and is a heavy bearer, continuing to bear for several weeks if well cultivated. A second planting should be made between June 15th and July 1st for late summer and fall markets. Any surplus can be allowed to ripen and used or sold as a dry shell beans. The Jackson Wonder Bush Lima (of Georgia origin) is also a heavy bearer, more resistant to hot, dry weather than any other. The beans are dark colored, however, which is objectionable to many.
The Burpee Bush Lima and Fordhook are both fine sorts. If planted in mid-summer they will bear well in the fall if planted on moist ground. The same is true of the large white Lima Pole. They are risky as a market crop, however, and we recommend the Hen derson as the one above all others to be depended upon.
Lima beans (Henderson) axe preferably planted in 30 to 36-inch rows, dropping seed every 3 to 4 inches. Cover and cultivate same as for bush snap beans. Seed required 40 to 45 pounds per acre.
Most beans are packed in 24 to 32 quart drums. The most acceptable for marketable use is the 32-quart heavy-pack drums, average gross weight 36 pounds. We. suggest this size as being the most economical to use in shipping. Substantial drums that will stand rough handling of transportation carriers should be used.
Garden Beets
The beet is a root crop and needs first a deep and thorough breaking and pulverizing of the ground, which, with good fertilizing, insures rapid growth of uniformly shaped beets of fine grained character and free from stringiness. Sow in rows 24 to 30 inches apart for horse cultivation, 18 inches apart for land or hand-tool cultivation. Plant on as rich, fairly moist soil as available. Work in fertilizer at rate of 800 to 1000 pounds per acre, 10 to 12 days ahead of planting if possible. Sow 7 to 8 pounds of seed per acre, cov ering seed IV-i to 2 inches. On sandy or sandy loam soil firm or roll the soil after plant ing to insure quicker germination.
Cultivation of a light or surface character should begin as soon as plants show above ground and continued every week or ten days. The early varieties, under favorable condi tions will be large enough to start ^pulling" in 6 or 7 weeks and harvesting is more or less continuous until all the crop is marketed. In the early bunching, naturally with the smaller roots or bulbs, from 6 to 8 beets are required for each "bunch." Later as the beets grow, larger, only 3 or 4 are required for each bunch. In most markets beets are sold with the tops left on.
In the South Georgia section beets can be planted in October and again in February. In Atlanta section plant as early as ground can be worked in spring and a second crop in August or September. Best varieties for market, Eclipse, Egyptian and Improved Blood Turnip Beet.
A crate similar to the Florida celery crate is the best to use in shipping beets. Beets can be prepared in bunches by the grower or be shipped in bulk in crates, the retailer arranging them in bunches to suit his trade.

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Cabbage
Cabbage is probably the most universally used vegetable, and is sold in city markets every day in the year. Thousands of carloads come into Georgia; none goes out except a limited production going north in spring from the Savannah section.
With rare exceptions South Georgia can grow cabbage safely through most winters, seed planting being done in late September or early October, maturing in March, April and May, varying according to season. South Georgia has the advantage, of shorter distance to markets than Florida.
The Atlanta section now uses -the open grown semi-hardy plants from the Carolina Coast Islands and South Georgia plants are set in open ground as weather conditions may permit during January, February and March. These plants, having grown slowly in open air resist ordinary winter cold and mature heads two to three weeks earlier than from home planted seed. From early varieties marketing is done from early May on until crop is ex hausted.
In the immediate Atlanta section and further south summer growing of cabbage is not advised. Both temperature and insects are against success. Summer and early fall is the mountain section's opportunity. Those mountain valleys produce wonderful cabbage, and from August to November the crop from the northern states is the only competition.
In the mountain valley section seed of the early and medium maturing varieties should be sown April to July. Crops should be planned so as to provide a steady supply for Atlanta and further south markets over a three to four months period. This means continuous plantings of seed in late spring and early summer.
Cabbage is a rank feeder. It is practically impossible to fertilize it too heavily. Use all the manure available and commercial fertilizer as well. Not less than a half ton of high grade fertilizer should be used on any Georgia soil, 1,500 to 2,000 pounds would be better.
From 15,000 to 17,000 plants of the Wakefield varieties can be planted per acre, rows about 30 inches apart, plants set about a foot apart in the row. The flat head and later varieties such as the Flat Dutch strains including Succession, Sorehead and Late Flat Dutch should be set about 15 to 16 inches apart in row, giving 13,000 to 14,000 plants per acre. The aim should be to grow heads mostly from two to five pounds in weight. There is only a limited market for extra large heads.
Plant food in abundance and steady, never-neglected, light-surface cultivation is the price of a good cabbage crop. If not willing to pay the price better not attempt it. Cul tivation should be kept up until the heads are well grown and practically ready to cut.
Varieties recommended, Early Jersey, Wakefield for first early; Long Island or Charles ton Wakefield for second early, followed by any of the various early Flat Dutch strains such as All-Head, Sure Crop, Steins Flat Dutch, Surehead and Succession.
Small green heads are packed in substantial crates with a partition to go through the center, averaging 90 pounds net weight when filled. The early varieties of cabbage should be shipped in crates, Later on, when they are more plentiful, they should be shipped in bulk in a ventilated car with pyramidal rack placed in the middle of the car. It is considered more economical for farmers in a given section or community to club together where they have the same variety of cabbage and make up a car. Carload shipments are much preferred by the larger buyers than small or less than carload lots, os, of course, carload rates tare very much cheaper.
Carrots
Carrots are easily grown, and are a most desirable vegetable, saleable all the year round. Usually sold bunched with tops on in late spring and early summer; with tops cut off as a fall and winter vegetable. Once fully matured the roots remain in good con dition for months.
Seed should be sown in late fall or early winter in South Georgia and as early as ground can be worked in north Georgia. Preparation of ground should consist of extra deep plowing and thorough pulverization of the soil with 800 to 1000 pounds of high grade fertilizer worked in ahead of planting. Do not use fresh manure on carrots, beets, turnips or other root crops.

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Rows should be made about 30 inches apart, seed scattered thinly in the drill, covering seed 1 inch on heavy or stiff soils, 1% inch sandy or sandy loam soil. Use' 3 to 4 pounds of seed per acre. If marketing locally make successive plantings two or three weeks apart.
Success with carrots, like success with most other roots, is a matter of sufficient plant food and continuous, clean cultivation of a light surface character. This holds moisture in the soil and prevents having weeds and grass as boarders in your truck patch.
There are two distinct types of table carrots, the short stumpy type such as Oxheart and the long rooted type, 10 to 12 inches long, such as the Long Orange and St. Yalery. There is a halfway or intermediate type between these two that is largely grown for market. These are Chantenay and Danver's Intermediate. Our preference is for these last two named and the Oxheart. The Oxheart is the easiest to harvest because of its short thick root, seldom more than 4 inches long.
Sec instructions for packing under Beets.
Cucumbers
These, from a Georgia growing standpoint, are hazardous as a large acreage propo sition. The market is easily overstocked, that is southern markets. Extreme south Georgia stands a chance of competing with Florida and the Mobile section in northern markets. JN'o large outlet is possible in southern markets. Our local market gardens can dispose of the product of limited acreage but as a shipping crop we consider it extra hazardous.
Cucumbers are easily grown and there is a wide open opportunity for well financed pickling plants which will probably come in time. Cucumbers are best adapted to sandy or sandy loam soil. Plantings should be made as early as danger of frost is past, a little earlier if you are willing to take a chance. Hills should be made 4 feet apart each way and 8 to 10 seeds planted in each hill, thining out to 4 plants when rough leaves have formed. In planting cover seed about one inch. Cultivate until plants be gin to run. After that do not disturb the vines beyond pulling out large weeds.
If well rotted manure is available work a shovelful into each hill. If not, use % to % pounds of commercial fertilizer to each hill, thoroughly mixing with soil. Two pounds of seed per acre are required. The best varieties for market are White Spine, Davis Perfect and Klondike.
The best method of skipping Cucumbers is to use 28-quart slatted crates. The most desirable marketable size is small, green, tender cucumbers, averaging from three to five inches long. Under no consideration should a well matured cucumber be offered for market, because it soon begins to turn yellow and becomes unsalable. Cucumbers are sold always by the crate, quality and size governing the price.
Eggplant and Sweet Pepper
We group these together because culture is very similar. The market for both is steadily increasing, especially for the sweet pepper.
Both can be grown on almost any good soil, although preferring a sandy loam or at least top soil. Seed of both require warm soil for satisfactory germination. If early crop is to be attempted hot beds to start the plants are necessary.
Otherwise, making of seed bed should be delayed until soil is fairly warm. Seed should be sowed rather thinly in seed bed, covering % to % inch. Plants should stand in seed bed until 3 or 4 pairs of leaves have formed, then transplant to open ground, rows 30 to 36 inches apart, plants 15 to 18 inches apart in row. Peppers will stand closer planting than eggplant which makes a larger, stockier plant.
About M> pound of seed is necessary to produce plants for one acre. About 1000 to 1200 pounds high grade commercial fertilizer is needed per acre which should be worked in 10 days ahead of transplanting. Cultivation should be frequent, yet shallow. As plants grow, draw earth up around stem as a support. In eggplant the best variety is the Improved Large Purple Thornless. In sweet peppers, the market preference is for Royal King, Ruby Giant, Ruby King and Pimiento in the order named. The three

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"King" varieties are of the same general type, the difference being largely in size and slightly different shape of the fruit.
Hot peppers, while largely grown in home gardens, are not advised for a market crop. There is little demand.
Egg plants are shipped in good substantial slatted crates similar to orange crates, holding from 24 to 42 to crate, according to size; each individual Egg Plant should be neatly wrapped. Green peppers should be shipped in the regular 32-quart Bean drums. Although Peppers are sold by the dozen by the retailer, they are bought from the producer by the drum, the price depending upon the size, greenness and tenderness of the peppers.
Corn for "Roasting Ears"
Corn for table use is an all-summer seller in southern city markets. As a shipping crop it only has a chance until local grown corn starts to come in. After that the shipper has to quit for the nearby growers have a succession coming along until frost.
South Georgia, with February and March plantings, can grow and ship a usually paying crop if an early variety is planted and the crop pushed by good fertilizing and frequent cultivation. The early "Trucker's Favorite" is the one variety above all others for them to plant. The same is true for our local or nearby truckers. This is a better and far surer and safer sort to plant than the Adams Extra Early and Adams Large Early formerly planted.
Early corn should have from 600 to 1000 pounds of fertilizer per acre with 75 to 100 pounds of Nitrate of soda applied as a top dressing when the corn begins to "shoot." Truckers' Favorite being early and of semi-dwarf growth, can be planted twice as thick in row as ordinary field corn. It is usually good for, in favorable seasons, two ears per stalk, ears 7 to 8 inches long. Plant 15 pounds of Truckers' Favorite per acre.
For local or nearby plantings, the later sorts such as White Dent, Hastings' Prolific, etc., should be planted at earliest opportunity. By the time two succession plantings of Truckers' Favorite have come in and been exhausted these other later standbys will come in and carry the market through the season. Succession plantings of corn should be made regularly every two weeks up to about July 10th or 15th in the Atlanta section.
There is a steadily growing demand for genuine "sweet corn" in Atlanta markets. Up to recent times our southern people did not seem to care especially for it. If the truck grower has a specially good piece of fairly moist second bottom land that has been well kept up and manured he can grow good sweet corn. Ordinary field corn conditions will not produce it satisfactorily. For early sweet corn we recommend Golden Bantam and Evergreen Golden Bantam. For mid-season and late Country Gentleman, Yexo and Stowell's Evergreen.
The best method for preparing roasting ears for the market is to pack in crates holding from five to six dozen ears. Lik<t peppers, they are bought by the crate, the price being governed by the number of ears and the tenderness and sweetness of the. corn. Roasting ears should] never be gathered during the heat of the day; they have a better appearance and keep longer if gathered very early in the morning or late in the afternoon.
Head Lettuce
Saleable every day in the year and very scarce and hard to get in late summer and early fall. This spells opportunity for our north Georgia mountain folks. That is the only general section of the south that can produce good head lettuce in late summer and early fall. Our southern merchants would much prefer looking to the mountains than to Philadelphia, New York and Chicago.
South Georgia has a short spring season chance on this_ item if they will grow it right. Most years Florida is through by April 1st. California has the 2500 mile haul. With January planting in protected beds and March transplanting a quick, short season crop can be brought in between Florida and local production which lasts until hot weather forces the plants to run to seed without heading.
Our mountain friends with the cooler air and greater summer moisture can grow this crop profitably. The standard market varieties are Big Boston and Iceberg, fine

IIP________________Vegetable Growing in Georgia
heading varieties. Nothing but head lettuce should be grown for market. Requires 3 pounds of seed for plants for an acre. Seed is planted in seed beds, transplanted when the young plants have 6 to 8 leaves.
Plant lettuce on as good ground as you have, moist (but not sour) if available. Make rows 30 inches apart for horse cultivation, 20 to 24 inches apart for hand or wheel hoe cultivation. Set plants 10 to 12 inches apart in row. Use 1000 to 1500 pounds high grade fertilizer per acre well worked in ahead of planting. Give frequent shallow cultivation, keeping weeds and grass down and soil moisture up where the roots can get plenty of it. An application of 100 pounds of nitrate of soda as plants start to head will help wonderfully, provided it is evenly distributed. The above directions, if closely followed, will in ordinary seasons give heads of lettuce that will attract the buyer promptly.
Standard lettuce crates should be used in shipping Iceberg lettuce. This crate holds from 2% to 4 dozen heads according to size. Crates should be lined with heavy parchment paper before packing. Big Boston heads should be packed in 48-quart lettuce hampers, and in order to insure unijorm and top prices the same quality of lettuce should be packed from the bottom to the top of the crate. Any large prospective 'buyer Kill give you junker details on the proper packing of lettuce.
Cantaloupes and Watermelons
It seems almost unnecessary- to attempt to cover melon culture, for these, especially watermelons, are almost universally known and grown in all parts of the South.
Sandy or sandy loam soil is a necessity for full measure of success. New or fresh
ground is best. If this is not available plant on ground that has not had melons grown on it for four years or more. This largely eliminates liability to disease.
Two to three weeks ahead of planting time land should be broadcasted and discharrowed. Ten to twelve days before planting check off the melon field, 10 ft. x 10 ft. for watermelons, 5 ft x 5 ft. for cantaloupes. Apply 500 to 600 pounds of fertilizer per acre, working it thoroughly into the soil in the checks where the seed is to be planted. Be sure to mix thoroughly. If the fertilizer is left in quantity not thoroughly mixed with the soil injury to the seed germination is likely.
Melons are good things to do a little weather gambling with, that is planting before danger of frost is past. Plant 5 or 6 seeds in each check or hill, putting in seed on one side. Make a second and even third planting on other sides at intervals of a week or ten days. If frost cuts the plants from first planting, the later plantings will come on quickly and several days will be saved.
As soon as plants are well up and rough leaves have formed, thin out to three or four cantaloupes and two or three watermelons to each hill. Middles should be given shallow cultivation and surface hoeing around the hills until the vines begin to run. Cease cultivation then. Once running the vines should not be disturbed.
Cantaloupes (the melons) are frequently attacked by "borers," a small worm boreing in from the underside. No spray or dusting reaches them. The best remedy is to destroy the early brood by a "catch crop" of early squash, either the Early White Bush or Crookneck. These mature long before the cantaloupe and the early crop of borers attack the squash, the damaged fruit of which should be gathered and dipped in kerosene which destroys the insect and incidently largely destroys the borer breeding stock that would raise a brood destructive to the early cantaloupes.
For this "catch crop" plant every fifth or sixth row across the cantaloupe field in squash. Do not be afraid of cantaloupes "mixing" with squash or cucumber. That old theory is all ."bunk." They will not cross with each other.
Watermelons for early shipment had best be limited to the two recognized standard shipping varieties, the Watson or Tom Watson for a dark green and Irish Gray for a gray or very light green. For smaller and earlier melons the Florida Favorite can be used in a limited way and Augusta Rattlesnake for a later crop, but main dependence should be on Watson and Irish Gray as shipping varieties. For nearby markets where melons are hauled to market in trucks or wagons finer grained, sweeter, thinner skinned varieties can be used in addition to the above named. Of this class Kleckley Sweet and Halbert Honey are the most desirable.
In cantaloupe varieties (shipping) the market preference is for the two rather densely netted Rockyford strains more generally known as Eden Gem (green fleshed)

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and Salmon Fleshed Eden Gem, a pink or salmon colored flesh. There are numerous strains or varieties from these two general types, very similar and good market sorts. These are better known as "Pink Meat,"."Burrell Gem," Pollock 25, etc.
For production for local markets to ie hauled in there are quite a number of other good sorts although not adapted for shipping. These include Hackensack, Texas Cannonball and Nixon.
Just a few words about "Honey Dew," a distinct type of the cantaloupe or muskmelon family, large, with smooth creamy white skin. It has a wonderfully delicious gweet, spicy flavor when properly ripened. Pulled too green it is the "sorriest" eating of all. The Atlanta and most other markets have been almost ruined on Honey Dews because almost every melon shipped in here has been too green. A young fortune awaits any community of growers who will grow good "Honey Dews" and let them stay on the vines until the skin changes to cream color and small brown specks appear. Honey Dew should be given a little more room than cantaloupes, about 6 ft. x 6 ft.
We do not deem it necessary to offer any suggestions about the shipping of cantaloupes and watermelons, as Georgia growers are familiar with methods that should be used to market these crops.
Onions
Rightly handled this is one of the safest vegetable crops to grow in Georgia and it is about the least grown. Trainload after trainload comes into Georgia and we do not know of a carload that goes out.
South Georgia, barring only an exceptionally cold winter, can easily match Florida, Texas and California as a producer of the Bermuda Onion grown direct from seed planted in late September or early October. Any good- gardening or trucking land in north Georgia can produce from 150 to 300 bushels of varieties like Prizetafcer, Yellow, Red and White Globe, Danvers and Australian Brown from spring planted seed and gradually eased onto the market through fall and winter, displacing those trainloads that Rogers and other dealers are sending good Georgia money for every month in the year.
Dry onions for market must be grown from seed or from green onion plants obtained from the plant growers. Crops grown from dry sets do not make well shaped, market able, good keeping onions. Its all right to use dry sets for planting where the onions are to be pulled green for "bunching," but not for fully developed dry onions.
Seed for either fall or spring planting as noted should be planted in well prepared seed bed at rate of 4 Ibs. of seed for an acre, seed being sown rather thinly in shallow drills and covered about one inch, firming the soil if dry. Plants should be up in week or ten days. Let grow in seed beds until about size of slate pencil or a little larger when they will be ready for transplanting. This will take six or seven weeks.
A good piece of ground should be selected for the onion field, fairly moist but not wet. It cannot be too well prepared or loo heavily fertilized. Preparation by plowing . and replowing, harrowing and reharrowing should be done or at least well begun several weeks ahead of transplanting and ground allowed to settle.
Just before transplanting field should be laid off in 30 to 36 inch rows for horse cul tivation 18 to 24 inch rows for wheel hoe cultivating. Open up the rows and drill in highgrade fertilizer at rate of not less than 1200 pounds per acre, 1500 to 2000 pounds would be far better. When favorable season is at hand pull plants from seed beds and trim off half the tops and half the roots. Sort plants to uniform size before transplanting. This insures even maturity of the crop at harvest, all plants of same size maturing about the same time. Set plants 5 to 6 inches apart in row, firming soil around the roots.
All cultivation after transplanting should be shallow, barely deep enough to keep weeds and grass down and surface from crusting. Dirt should be worked up around the plants a little until the bulb begins to form, this being indicated by the swelling out of the stem of the plants at the surface. Dirt should then be drawn away a little to let the bulb expand easily. Cultivation should continue up to time bulbs show good size.
Maturity is indicated by tops beginning to die down. When tops are half to twothirds dead, the onions may be "pulled" or plowed out. If weather is dry and fairly clear pile in windrows for a day or so, care being taken so that tops cover bulbs to prevent sunburning.

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If onions are to be marketed or shipped promptly a couple of days out door ex posure will dry sufficiently so that tops can be clipped off about an inch from top of bulb and onions packed in crates for shipment to city markets.
Above all else, grade or size your onions. Don't put big onions and little onions in the same crate. Don't pack and ship onions that have been cut or gashed in digging. Clean off the dirt. Appearances count heavy in the market. Mixed sizes, dirty onions or onions packed in dirty crates pull money out of your pocket and not out of the cus tomer's pocket.
Where the matured crop is to be held some time before marketing we advise storing on a barn or loft floor with the dry tops left on until ready to market. These tops take up excess moisture, holding the onions in better condition. Onions can be kept for months in this manner and gradually put on the market as prices dictate.
For south Georgia fall planting for spring markets only the Bermuda White or Yellow and Crystal Wax should be planted. For local markets during summer and fall the Australian Brown can be grown. Matures three to four weeks later than Bermudas but properly handled will keep for months.
In north Georgia spring plantings only are advised. The Bermudas can be planted for early crop maturing in June. For principal market crop dependence should be put on Prizetafcer, the Yellow, Red and White Globes or Yellow Danvers. All of these are heavier croppers than the Bermuda, although later and properly handled, can be put on market gradually all during late summer, fall and winter.
A careful reading of the suggestions offered above by Mr. Hastings will give the grower practically aU, the information needed regarding the marketing of onions. The only additional suggestion that ice can offer is that they be shipped in what is generally known as the Texas onion crate. Any crate-maker can give all details regarding this crate. Onions are bought from the producer by the crate; however, the weight and condition ot onions regulates the price.
Potatoes--Irish or White and Sweet
The sweet potato is so universally grown in Georgia that no attempt will be made to detail its culture. The real trouble from the market view point is the very large proportion of inferior potatoes that farmer growers and shippers try to foist on the market. Localities having potato curing and storing houses are getting away from this trouble, are grading, curing and holding for marketing at proper time.
For paying prices no "sweets" should be put on the market in the fall. Everybody is flooding the market then. Do not depend on "banking" potatoes as a storage. Ship uniformly sized potatoes only. Feed the "strings" and "near strings" to the hogs. Use up the big "over-sized" potatoes at home. The market wants the medium sized potatoes.
Much of our trouble in the way of "strings" and little runt or undersized potatoes comes from bedding out the small potatoes and strings to make plants. Like produces like. The beds should be made with medium sized, well shaped potatoes only or else plants purchased from a professional sweet potato plant grower with an established reputation. If this is done and the crop well fertilized most of the potatoes grown will be marketable.
The favorite and most largely grown varieties are the Porto Rico and Nancy Hall.
The Irish or white potato as a crop can be wonderfully expanded in Georgia. In most parts of the state both spring and fall crops should be grown. South Georgia, say the southern third of the state, can grow a spring crop to immediately follow Florida. This requires February and March planting of early varieties with May and early June ma turity. A second planting can be made in that section between August I5th" and Sep tember 1st. The crop would mature about November 1st and would have to be marketed locally.
For the Macon-Atlanta section March is usual time of planting, using early and medium maturing sorts, crop to be marketed in the home cities. This territory cannot ship outside the state profitably. North Georgia, the hill and mountain section could well supply Georgia with all the potatoes needed during fall, winter and early spring. The early or spring plantings should be for local use only with the principal crop planted in midsummer for fall maturity, using the local variety known as Lookout Mountain or if necessary to bring in seed from outside, the Green Mountain variety. Both of these are rather late sorts but heavy yielders.

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For potato crops the ground should be thoroughly broken, if weather permits, three or four weeks before planting. Two weeks before planting the land should be "bedded up" some 6 to 8 inches above the surface of the ground. Good grade fertilizer should be drilled in to the bedded soil and well mixed in and covered. Use not less than 800 to 1000 pounds per acre. Seed required is from 8 to 10 bushels per acre, same being cut to 3 eye pieces. Open up furrow in top of bed 3 or 4 inches deep, drop seed pieces every 9 to 10 inches, cover and if soil is dry firm soil by tamping or rolling. Cultivation hould be frequent but shallow, and continued until tops get large enough to interfere. If crop is planted on low ground and is wet, beds should be made 10 to 12 inches high.
Early varieties, spring planted, can be marketed when two thirds grown. This stage is usually indicated by the tops beginning to lose the dark green color. Larger yields can be had by allowing full maturity but price differences in spring usually make the digging of partially matured crop early the most profitable.
With the summer planted seed, the crop should be allowed to go to full maturity, tops dying down naturally and slowly. Early frosts frequently kill the tops. This does no harm. Potatoes should be dug (fall crop) when ground is rather dry, stored and marketed slowly, according to market conditions. For earliest spring planted crop Bliss Red Triumph is the favorite. Next to this comes Irish Cobbler (white skin) and the strain of Early Rose known as "Rose 4." These same varieties are adapted to the second crop with summer plantings, the seed for planting them usually being the small potatoes from the spring crop, planted whole. If these are not available what is known as Vir ginia or Kentucky "second crop" seed potatoes are satisfactory and it is claimed that larger yields are obtained from using them.
In addition to the suggestions offered above regarding uniform sizes of sweet potatoes, etc., we want to emphasize the importance of culling out all plow or hoe-cut and cracked potatoes. These present an ugly appearance when mixed with'other clean, uniform size potatoes, and ruin the sale of the entire lot. We suggest that sweet potatoes be shipped in what is knwon as five-peck crates, averaging, after curing, 52 to 55 pounds net weight. These crates cost practically no more than the U. S. standard fourpeck crate and the transportation charges on the crate itself is practically the same, so the economy of a five-peck crate is very evident.
The early varieties of Irish Potatoes should be shipped in a 32-quart slatted crate. This is suggested on account of express shipments for the early varieties. Later on, as the crop becomes plentiful and the movement is greater, Irish potatoes should be shipped in standard potato barrels.
Garden or English Peas
For a shipping crop, except on limited scale, this is an uncertain crop. The market demand is limited, at a price that will profit the grower. For the truck grower for local markets it should be planted but only in a limited way.
The garden pea is hardy against any normal cold we have except during the season of blooming and putting on the pods. In south Georgia plantings can be made of the extra early and early sorts which are of dwarf growth and need no "brushing" or sup port. In the Atlanta section, weather permitting, plantings are carried on through January, February and March,. the wrinkled seeded varieties being planted when soil begins to warm.
Almost every seedsman of prominence has a favorite, together with Alaska and Extra Early Surprise or Eclipse as it is sometimes known, --the standbys for early peas. .Of the second earlier and later sorts, tall growing and needing some support are Bliss Ever bearing and Improved Telephone. The last named have large pods, wrinkled seed, which will not stand planting in cold, wet ground, are heavy, long bearing sorts. While they produce most when brushed or strung on wires, yet they are commonly planted in double rows 8 to 10 inches apart and as the plants get large enough are leaned toward each other and each row helps support the other. This plan is also advantageous with the dwarf varieties.
Ground should have been well broken up in advance of planting time. A week or so ahead of planting fertilizer (about 600 Ibs. per acre) should have been drilled in the rows. Seed should be sowed thickly in she rows for the extra earlies, a little farther apart for the larger seeded varieties. From one to one and a quarter bushels of seed

114________________Vegetable Growing in Georgia
needed per acre. The double row system of planting is recommended, about 8 inches between the rows. The distance between the double rows should be about 30 inches, enough to allow for horse cultivation. In working the earth should be gradually worked up to the plants, helping to support them.
The crop should be watched closely at bearing time. While the pods should not be picked too green, yet it is easy to let them get too fully matured. The pods should be well filled but get to market looking green and fresh. Otherwise the sale will be alow.
English Peas are more conveniently handled on the market in 28-quart drums.
White Bush and Crookneck Squash
The early or bush squashes are easily grown and a market exists for fair quantities. While both are market varieties, yet the Yellow Crookneck has a shade the best of it in public favor. Can be grown in a limited way in south Georgia to follow the Florida production and for local markets through large part of the summer in other parts of the state.
While squash will grow on almost any soil the preference is for sandy or sandy loam topsoiL The ground can be prepared by breaking well ahead of planting time but seed should not be planted until all danger of frost is past and ground somewhat warmed up. Lay off ground in rows 4 feet apart to allow for horse cultivation. Every 3 feet apart in the row prepare a hill similar to that for melons or cucumbers and thoroughly mix with soil in each hill 3 or 4 ounces of commercial fertilizer. If well rotted manure is available a small shovelful worked in is better than fertilizer.
Plant 8 or 10 seeds to the hill and when rough leaves form thin out to 3 plants in the hill. Maturity is quick and marketable squash is ready in a few days after bloom appears. Cultivation should be frequent but shallow. Length of time of bearing depunds much on not letting the fruits get too large before picking. Crooknecks should not be over 6 t>i 1 inches in length or the White Bush over 4 to 4>/ inches in diameter.
The two market varieties are the Early White Bush or Patty Pan, the white skinned and fleshed variety with scalloped edges and the Yellow Summer Crookneck, a crooknecked variety with golden yellow flesh and skin, the skin being covered with warty excresences. Seed required about 4 Ibs. per acre.
The winter varieties, that is the late maturing, long keeping sorts for fall and winter use have not been a success in most parts of Georgia. We believe a trial of them in northeast Georgia, planted in June is worth while. The varieties are Boston Marrow, Prolific Marrow and Improved Hubbard. Many of these are sold in Atlanta markets but come from states further north.
In the past throughout Georgia squash has been shipped in all kinds and conditions of crates. It is much more preferable to use a standard crate such as the Floridd skippers use, a crate holding a bushel and a half.
Tomatoes
There is a demand for tomatoes in every city market every day in the year. Being a tender plant Georgia production is limited to certain months. South Georgia in most seasons and with skillfull culture ought to be shipping by May 15th to 20th, immediately following the bulk of the Florida spring crop. Atlanta section will come in about June 10th with production more or less abundant until August, when the vines from early plant ings will have largely succumbed to hot dry weather.
Right here is where another opportunity for our north Georgia mountain friends shows up. Almost invariably there is almost a "tomato famine" in Atlanta and other Georgia cities as well as Florida from August 15th or 20th on. ' There have been sporadic cases of tomato growing in north Georgia for shipping and product has sold well. High price for cotton distracted attention and tomato growing as an industry was not de veloped.
Most of the varieties that are standard in the markets take about 100 days from seed sowing to ripe fruit. In all spring plantings in Georgia seed should be sown either in hot beds or well protected frames about 6 weeks before it is safe to plant in open ground. If chances are to be taken with early open ground plantings a reserve of full amount of plants necessary for replanting should be maintained.

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Seed can be sown in drills two or three inches apart rather thickly and covered about half inch. When the plants get about 3 inches high they should be transplanted into another bed will manured or fertilized. Plants can be set two inches apart each way. Slow, stocky growth should be maintained, exposing to open air at all times ex cept when strong, cold winds, frost or freezing weather is at hand. The plants can be carried in this way and be well hardened for open ground conditions.
It makes little difference if the-.plants get 12 to 15 inches nigh and show first blooms before set in open ground. If they are stocky and well hardened they -will grow right off. If a small bit of earth is taken up with each plant, the roots will hardly know they have been moved.
For early crops a sandy or sandy loam soil should be selected, a location or soil known to be "warm" and not subject to touches of extra late frosts. A thorough plow ing 6 to 8 weeks ahead of open ground planting is desirable although not an absolute ne cessity. Do not plant on ground that has had tomato, eggplant or pepper crops within three years. This is a precaution against the various "blights" and "wilts" that afflict this general family vegetable.
We recommend well rotted stable manure whenever it is obtainable which is seldom. In its absence about % pound of good commercial vegetable fertilizer should be worked into each check, these checks being about 3 ft x 4 ft. Work the fertilizer in to a depth of six or eight inches. This had preferably be done a couple of weeks ahead of trans planting. At time of transplanting an ounce or so of nitrate of soda applied around, but not in direct contact with the plant will give a desirable quick "kick off" in the growth.
The plants when taken from bed should be set six inches deep. This puts the roots nearer to moisture in dry time and provides better root system, the tomato plant throwing out roots from each eye below the surface. Cultivation should be frequent, both horse and hoe. As plants grow gradually draw earth up around the stems.
Staking and pruning increase yields and earliness. Few truck-growers will go to that trouble and it is a real question as to whether it actually pays in case of a relatively short season shipping crop. With the gardener with a nearby, all season market, staking and pruning is worth while.
Our general recommendation of varieties for spring, planting in south Georgia is for first earliness the Extra Early Prolific, Earliana and June Pink. The value of these is earliness only. They mature about 10 days earlier than the standards but are rather small and a high per centage of cull fruit. Their earliness, however, often make them more profitable than the better, standard sorts.
. Of the standard sorts the favorites are Beauty, Early Detroit and Globe, the first and third named being most largely used. While a week or ten days later yet practically all of the first half of the crop is largely free from culls. The Globe is partially resistant to "blight" or "wilt" and should be planted in "tomato blight" localities in preference to others. The Globe, from its size and shape, packs better in the standard tomato packages.
In the Atlanta section the same general rules can be followed as in south Georgia with open ground plantings (transplants) usually between April 15th and May 1st, ac cording to season conditions. For early maturity the same varieties recommended previously can be used. For later maturity Red Rock, Stone and Matchless are fine. Seed sowings can be made between May 15th and June 1st. If the season conditions are favorable more money is frequently gotten for the late summer crops than for the earlier ones.
For the Mountain sections we recommend Beauty, Red Rock and Stone, seed sow ing about May 15th, maturity about September 1st, when south Georgia and Florida have few or no tomatoes. If quantities are raised above immediate market requirements at any one time any and all of these sorts named as of later maturity are fine for canning.
The accepted standard for shipping tomatoes is a standard six basket crate. Each tomato should be wrapped in tissue paper following the usual method of the standard pack. The most popular size, we might suggest, are 144 and 180 packs, meaning that many tomatoes of a practically uniform size to .the crate. The condition of the tomato at gathering time,-of course, is regulated by the distance the fruit is to be shipped. In other words, tomatoes that are to be shipped a distance of from 100 to 200 miles should be gathered "as hard ripes," but for a long haul to the Eastern markets tomatoes should be carefully gathered so that they will reach their destination in good condition.

116________________Vegetable Growing in Georgia______
Turnips and Rutabagas
We are informed by the market folks that turnips must largely be sold with the tops on. This being true the growing of turnips must be limited to growth for local market sales. Turnips are sown in Georgia both for spring and fall crops, at least 75%, if not more, being late summer or early fall sown. The turnip is semi-hardy and can be marketed steadily up to Christmas and often later, always being sold "bunched." For spring planting the quick maturing early varieties--White Egg, Purple Top Flat, and White Flat Dutch are the best. For fall planting (August 15th to September 15th in the Atlanta sections) these varieties are used for early maturity with Purple Top Globe as the standby for main crop. These are all white-fleshed sorts. If a yellow-fleshed variety is wanted the Yellow or Amber Globe and Golden Ball are best.
Turnips are so generally grown in Georgia that no attempt is made to give cultural directions. In addition to the bulb sorts named there is the universally planted "Seven Top" for greens. This is planted both in rows like other turnips and broadcasted. We prefer the row system as it gives a chance for always desirable cultivation. If the ''salad patch" is slow and weather not too cold 50 to 75 pounds of nitrate of soda scattered broadcast will have a wonderfully stimulating effect.
Rutabagas (the roots with tops cut off) are largely salable through winter and early spring. They can easily be grown in Georgia but tens of thousands of dollars of good Georgia money goes to Canada every year for them.
Seed should be planted on either fertile or well fertilized ground (about 500 pounds per acre) between August 1st and September 1st, according to season conditions. Rows should be laid off 30 lo 36 inches apart, seed being drilled in thinly at rate of 4 or 5 pounds per acre. Cover seed about % inch and if soil is dry and no immediate prospect of rain, firm soil by rolling. Cultivate frequently after plants are up. When growth is well along thin out the plants to five or six inches apart. Let grow until bulbs or roots have reached good size. Tops should be cut off at time of harvest, turning in cattle and hogs to eat up tops and culls.
Do not be in too much of a hurry to market. The city market cannot consume all the crop of Rutabagas in one week any more than it can consume all the sweet potatoes. If market is not right at time of harvest the rutabagas should be stored in barns, sheds or potato drying bouses. They need to be kept dry and from freezing. Then feed on market gradually, according to the market's needs.
As stated above turnips are marketable only with the tops on. This gives a mixture ol turnip salad with the turnip itself. Sales on turnips with the tops cut off are a drag on the market. They can be shipped in large substantial crates about the size and kind used /or cabbage. Growers can bunch them or they can be shipped in bulk to be bunched by the retailer later. Southern grown rutabagas do not find a ready market if they are not free from pitch. Consumers demand a good, solid, firm rutabaga, and only such kind find ready sales on the market. They can be shipped with tops off in bulk or sacks.
No attempt has been made to go into real detail on all these vegetables nor the dif ferent fertilizer formulas that can be desirably gone into for each of these crops which vary more or less in their plant food requirements. We mentioned an 8-4-4 formula in this because we have found that to be the best for general garden requirements in the generality of Georgia. To cover all details fully would require a book of several hun dred pages and there is neither the time or the place for such detail.
No attempt has been made either to detail matters as to the various containers or packages for the various vegetables. We understand that this will be covered from another source.
In conclusion let us say that we believe there is a splendid opportunity in Georgia for thousands of men, to produce the vegetable and produce needs of our cities and towns. Truck growing is, however, no job for the careless, indifferent, weak-kneed and weakbacked individual to tackle. While there may be losses at times, yet it is a man's job and will pay a man's wages plus to the right kind of a man.
The consumer in the city and town market is the final judge of your product. It is your job not .to follow your own notion as to what the consumer should have but to grow for him those things that he has been accustomed to having and in the way he has been having. Pleasing the customer, both wholesaler and retailer, is the founda tion of success.

Farmers' Week in Athens

117

Formers' Week and Market Conference
Held in Athens, Ga., January 22-27
HE following general summary of the work of the "Farmers' Week and Market Conference;" held in Athens, Ga., January 22-27, has been furnished by officials of the State College of Agriculture, under whose auspices the conference was held.
Farmers' Week and Market Conference held at the State College of Agriculture, in Athens, January 22 to 27, was one of the most successful meetings of farmers ever held in Georgia. The attendance was especially good and from the interest manifested it was evident that the farmers have awakened to their situation and to a realization of the fact that something must be done in order to solve the problems of production and marketing, which are of so much importance at this time.
President Andrew M. Soule in the opening address, outlined several definite factors affecting the cultivation of cotton which he stated must be given proper weight and consideration. These were:
1. Careful selection and preparation of the land. 2. Early planting and chopping to a stand. 3. Liberal applications of suitable fertilizer formulas. 4. Selection and use of standard varieties. 5. Thorough and rapid cultivation. 6. Dusting with calcium arsenate when and where needed.
The delegates felt that it was advisable to issue a warning that while dusting with calcium arsenate was desirable, it must not be depended on solely for the production of a cotton crop. It was pointed out that the supply of this material would be short and many growers, of necessity, would be forced to do without it, and while the fight would be hard, it could be won.
The conference approved of the continuance of cotton production on the present" basis as to acreage, but with an increased output per acre.
Hon. Ira W. Williams, of the State Bureau of Entomology, and Hon. George A. Maloney, of the United States Department of Agriculture, strongly urged the farmers to continue the growing of cotton in spite of the boll weevil. They stated that calcium arsenate in the dust form was the only method of poisoning recommended by the federal government and that they had been unable to prove that syrup mixtures would attract the weevil and were therefore not endorsing them.
Co-Operative Marketing
The interest of the farmers throughout the conference was centered on the co operative marketing of farm crops, particularly cotton. Hon. Carl Williams, president of the Cotton Growers' Exchange, of Dallas, Texas, stated that the problem of the farmer of today is to restore the prosperity of the farmer's dollar and that the economic revolu tion which had swept over the country in the last few years had been brought about by co-operative marketing. He stated that the Oklahoma Cotton Exchange saved the farmers of that state approximately $25 per bale on all cotton handled by the co-operative method last year.
Explaining the cardinal points of the system, Mr. Williams stated that the longterm contract is perhaps the most important feature, and that the fundamental problem of co-operative marketing of cotton lies in the stabilization of the price on the supply and demand basis without regard to cotton speculators.
The conference dwelt at length on marketing methods and helped to place before the constructive leaders of the state a better appreciation of what organization along business lines means to the farmer. It established the fact that the community basis of organization is fundamental to the success of the co-operative marketing movement.
The work of the Georgia Cotton Growers' Co-operative Association received the whole-hearted endorsement of the conference. From the statements of market leaders it is functioning very effectively.

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Farmer? Week in Athens

Prof. E. C. Westbrook, of the College of Agriculture, discussed the results of a recent survey of special crops in Georgia, and stated that if the farmers of Georgia are to make a success with special crops other than cotton in 1923 they must be educated in the methods of marketing and systematic co-operation.
Recommended Diversified Farming
The conference recommended an enlarged diversified fanning program for Georgia farmers in 1923. It was stated that at present Georgia farmers are producing one dollar of cotton values as against three dollars of general crop and live stock values and it is believed that this program must be continued and enlarged until there shall be estab lished production on the basis of one dollar of cotton values to five dollars of general crop and live stock values.
To accomplish this end it was urged that there be maintained on every farm two or more dairy cows, two to five brood sows and fifty to one hundred hens. Where this has been done in Georgia or neighboring states, it was pointed out an astonishing degree of progress has been made, and the people are in a thoroughly satisfactory condition from an economic standpoint. This program as enunciated by the outstanding leaders at the conference is significant in that it represents a revolution in Georgia's present agricultural practice, of depending entirely on cotton.
One of the features of the meeting was the address of Hon. George T. Belts, of Ashburn, Georgia. Mr. Belts was one of the leaders in the planting of the Turner County Farm Prosperity program, one of the most ambitious undertakings any county in Georgia has yet announced. He stated that the bankers of his county were with the county agent to a man and that they were loaning any man sufficient money to get start ed in live stock and poultry raising. Cotton, purebred poultry and dairying are the three main projects they have undertaken, with special emphasis on the poultry.
Hon. J. J. Brown, Commissioner of Agriculture, assured the delegates of his support of the program outlined by the conference and said that the state's two most important agricultural agencies, the College of Agriculture and the Department of Agriculture, would co-operate in every way and do all in their power to assist the farmers in their farming operations in 1923.
Marketing Farm Commodities
The Hon. S. B. Talley of Atlanta, one of the foremost authorities on marketing farm commodities in the country, created much interest among the delegates at the conference. He urged county agents and farmers to encourage the growing of foodstuffs on a scale large enough to supply the need of the state and keep the enormous sum of money which now goes to the north and west at home. He staled further that farmers must learn to put their products in marketable shape if they were to compete with producers in other states.
One of the distinct features of the conference was the exhibit of farm commod ities, arranged by the county agents. These products were judged as to their condition for market and prizes were awarded to the agents having their packages in the beat marketable condition.
The conference emphasized the expansion of the possibilities of the home in such a manner, as one speaker said, as would make the open country a better place in which to live than the city. Child feeding and nutrition were emphasized and it was shown that more than twenty-five thousand boys and girls were helped and benefited by the vork of the home demonstrations agents in the field last year.
Great progress was also reported in the standardization of butter, eggs and canned goods so that farm women can dispose of their surplus of these commodities more sat isfactorily than ever before. Much has also been accomplished in the matter of promoting the improvement of rural houses from a sanitary and aesthetic point of view.
The outstanding accomplishments of the conference were: (1) the establishment of the fact that cotton can be grown successfully with the aid of calcium arsenate, but this must not be depended on solely for the production of a cotton crop; (2) that cotton must continue to be the money crop of the south with sufficient live stock and poultry to supply the need of the farm and some to sell, and (3) that the systems of co-operative marketing are sound, and are essential to the disposal of farm products on a profit able basis.

Georgia's Cotton Crop_________________119
Georg-i ia's C offon Cropi
Some Advice and Suggestions About How to Meet and Fight the Boll Weevil
S we have stated quite frequently in our advertising campaign we are not advocating or expecting Georgia to forsake Cotton as her chief money crop. We know that cotton is going to continue to be grown-- as it should be.
The arguments we have tried to stress have been to curtail, somewhat, cotton production--to decrease acreage--to plant only what could be prop erly cultivated--such a crop as the grower could meet and conquer the ravishes of the boll weevil.
We have stressed diversification and the importance of turning attention to other things beside cotton--crops that will help so materially to bring in a supply of money--even though small--almost every day in the year. We have pointed out the advantages of fruit and poultry and dairying, and we do not want the farmers of Georgia to lose sight of these things.
But there must be decidedly less acreage of cotton--decidedly more diversification--if the farmers of Georgia are to succeed and prosper in the years to come.
At the recent National Cotton Conference for Boll Weevil Control, held in Atlanta, considerable headway was made towards combatting the little insect. While all the speakers--including some of the leading scientists and thinkers of the country--admitted that so far, perhaps, Calcium Arsenate was the most deadly foe to the boll weevil, still other means, were being sought to fight the cotton enemy.
DR. HUTCHISON, DIRECTOR
Dr. Miller Reese Hutchison, National Campaign director, suggested in an address to the Conference the unique method of controlling the weevil by X-rays stored in chemical salts and applied by adhesive mixtures to the bolls and squares of the cotton plants to sterilize the eggs of the insect. He declared the enormous rate of reproduction of the insect--about twelve mil lion being propagated by one pair in one season--was one of the chief reas ons why it was so difficult to fight, and suggested that anything that reduced this rate of reproduction or prevented propagation would be of great value in controlling the cotton pest.
"I am now having experiments preformed in my laboratories in New York with the method of using this stevilizing agent through absorption of X-rays in chemical salts," said Mr. Hutchison. Other speakers stressed other remedies.
Hon. Hoke Smith, former United States Senator from Georgia, was one of the speakers. He called attention to the importance of diversification of crops. Prefacing his remarks with the statement that he wanted the boll weevil killed, but not for the purpose of boosting over-production, the speaker

120

___________Georgia's Cotton Crop

launched into his subject, discussing cotton agriculturally, economically and historically.
"The cotton problem is vital to every man, woman and child in the south, and I want to see every one of them educated to that view.
"Cotton is a national issue and eradication of the boll weevil is of utmost importance to the civilized world. For, if the weevil is allowed to continue his ravages, much of the world will suffer for clothing, and many of the greatest manufacturing plants in the world will be forced to close down."
DIVERSIFICATION ONLY SAFEGUARD
Mr. Smith arraigned present conditions under which cotton is marketed and said; "The farmer is the only one that has anything to do with cotton who hasn't been made rich by it."
Lack of economic methods of sale and culture of the staple were blamed by. the speaker as two reasons for the plight of the cotton producer.
"Diversification is the only safeguard," he declared.
"One of the surest ways of overcoming the boll weevil is diversification of crops, reduction of acreage planted in cotton and extensive cultivation of the acreage planted."
''If Providence visits plagues and pests upon the world as a lesson, I am willing to believe that the boll weevil was sent along to teach the south the virtue of diversification. Too much labor and time have been wasted in efforts to produce a record cotton crop, instead of helping to meet the world's crying demand for food."
The author of this booklet knows, of course, that cotton is to continue a large crop in Georgia. For that reason we feel that whatever advise and help we can give the farmers about cotton, should be given, even though we are intensely interested in the production of food products..
We have recently read a most interesting, and we believe, helpful pam phlet, written by R. J. H. DeLoach. director of Armour's Bureau of Agricul tural Research, entitled, "Fight or Lose." We are taking the liberty of quoting liberally from this pamphlet. In part here is what he says:
WHAT MR. DeLOACH SAYS
The biggest and most vital problem in the cotton growing sections of the United States is the control of the Mexican cotton boll weevil. This pest has destroyed billions of wealth within the past few years, and continues to impose the severest hardships on cotton fanners, merchants, bankers, and the people generally. The loss in Georgia alone in 1922 from this particular pest was at least a million bales of cotton; valued at $100.00 per bale, this is a hundred million dollars, not including the cotton seed. Add to this the value of the seed, based on current market quotations, and we have a further loss of twentv million dollars to the farmers of the State.
We have visited all parts of the cotton belt and have studied the methods of farmers in the older infested territory; we have consulted experts, both State and Federal, we have watched the control method in theory and practice, and have finally found what has proved to be ah effective remedy. This consists of the use of calcium arsenate dust applied to the growing cotton during the time of the weevil infestation, supplemented by better farming, better fertilization, picking up squares in the early part of the season, more frequent and later cultivation, and a constant search for the weevil in all parts of the farm.

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121

There is no question of the importance of picking up squares. In the early part of the season we picked up all the squares, and this helped us to reduce the amount of calcium arsenate required. Also it kept the weevil under better control, because the minimum number were left to hatch out.
The successful control of the weevil-is determined almost by the size of the first hatch, and if this is very small and the dusting is done effectively, the crop of cotton is a certainty so far as the weevil is concerned.
The calcium arsenate poisoning was worked out by the Delta Laboratory of the United States Department of Agriculture at Tallulah, Louisiana, and by the Georgia State Board of Entomology and all the states in the cotton belt. Experts have secured scientific data as to the efficacy of this method. It is generally recognized that calcium arsenate dust will kill the weevil if applied at the right time and in the right way.

We provided our fighting implements before the weevil came in the spring. We used only such implements as had proven successful under trial conditions and had been approved by the Government Laboratory authorities and the Georgia State Board of Entomology.
We used the two-horse and one-horse machines; also mule back machines and hand guns. We estimated that each two-horse machine would care for a hundred acres and each one-horse machine for fifty to seventy-five, and the mule back as many. We allowed one gun for each ten to fifteen acres. It was very difficult to get over more than eight acres with a hand gun.
In the first purchase of poisons we allowed only about fourteen pounds of the calcium arsenate to the acre, but we finally had to use an average of nineteen pounds per acre. Some acres required only a very small quantity, -while others required consid erably above twenty pounds. The size of the cotton and the presistence of the weevil will always determine the actual amount of poison to use. Some acres we went over more than a half dozen times, while others we went over only three times at most.
The Calcium Arsenate
The calcium arsenate must have at least 40% total arsenic pentoxide and not more than 0.75% water-soluble. It must also have a density of from 80 to 100 cubic inches to the pound.
This whole process of poisoning centers around the weevil and his habits. Unless we know how he lives, we cannot control him.
One of the first things that we learned was that the weevil can live a little while in summer without laying any eggs. We found that according to the report of the Gov ernment there was an interval of five or six days between the time of hatching and the time of laying. We made every effort to do our poisoning during such time. We did not always succeed in this, but when we did, we lost very few squares. It is therefore of greatest importance to know when the weevil begins hatching out, so that we can strike the death blow then and each succeeding few days, as long as they continue to hatch.
We always found the weevil active when there was any moisture, and the more moisture there was the more work they did. It is a well known fact that they are not very active in dry weather, but hardly enough has been said about the relation of their activity to the amount of moisture. No doubt the amount of water they get determines the number of eggs they lay.
We applied dust at any hour of the day whenever there was no breeze, and during windy days, when it was still only at night--which happened only two or three times during the season--we applied poison at night.
We thought we got the best results when we dusted late afternoon and early mor ning, while there was some moisture on the plants.
We found that if cotton is up and growing before corn is planted, there is great difficulty in finding time to dust the young cotton at the first appearance of the weevil on account of other work. It would be a good plan to plant the corn first, as it can be planted earlier than cotton, and get all possible of such work out of the way by the time it is necessary to begin the fight on the weevil.

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Georgia's Cotton Crop

In our year's experience with the weevil we learned:
1. That the weevil made his first appearance in our field about April 29th when the cotton plants were very small, and by applying calcium arseaate dust at that time it was easy to control him.
2. That adult weevils came from hibernating places from early April till May 10th, and that it pays to wage a continuous fight on the first crop all this time. Such a fight lightens the burdens of the campaign later in the season.
3. That one need not expect to kill all the weevils at any one time, but most of them can be killed and control can be effected if the fight is kept up continuously throughout the entire growing season.
4. That there were three definite outbreaks on our farms: one June 3rd, one June 24-th. and one July 15th; also some infestations as late as the middle of August. The first infestation was very light, but each was heavier through the entire season, and this sf-ems to be inevitable.
5. That there is very little migration of the weevil till mid-sumer; that the weevil is sure to break out in patches or spots, and it lessens the cost of control to be on the- lookout for these spots and poison there. As the spots grew larger and larger the control proved more difficult.
6. That some fields were not infested so badly as others, but did not find out any special reason for this.
7. That cotton land with stumps was more uniformly infested than lands cleaned of stumps, and harder to control the weevils in.
8.' That the negro is quick to learn how to help in this work, and needs only to be trained.
9. That it pays to have sufficient calcium arsenate on hand at the beginning of the season. A few days' delay may cost one many times over the value of this material, in the loss from unexpected infestations.
10. That it pays to provide far in advance of the time of need the dusting ma chinery necessary to fight with.
11. That the hand guns are not very practical except in cases of spot infestation on small areas, or where the acreage is very small. To use them in large fields takes up too much time from other work. Besides, they are not very effective when the cotton grows to be considerable size.
12. That the one-mule two-row machines are the most practical under a tennant system where the cotton areas are in medium and small patches.
13. That the weevil always is most active in wet weather, and least active in dry v;eather.
14. That satisfactory results can come only from, an increased yield per acre through improved preparation, fertilization, cultivation, the use of better sed and a wilt resistant cotton.

South, the Coming El Dorado

123

The South the Coining El Dorado of American Development
(From the Manufacturers Record.)

HE development of the south means the enrichment of the nation." That statement, written nearly forty years ago to the Manufacturers Record by Hon. William D. Kelly, of Pennsylvania, long known as the father of the house of representatives, becomes more forcible as the south advances.

According to the last census, the southern states, in practically every line of business and industry, far surpassed the output of the whole country in 1880, and in some items as late as 1910. In the south, the nation has a mighty empire increasingly contributing toward the country's material advancement and prosperity. Every dollar spent or invested in the south remains in the United States and adds to the wealth of the whole country. The development of the south's great storehouse of raw materials and waterpowers makes it the most fertile trade field for 'the manufacturers of this country.

The magnitude of the buying power of the south can be realized when it is considered that this section is now producing:

About 100 per cent of the country's
beauxite. About 100 per cent of the country's
fuller's earth.
About 100 per cent of the country's turpentine and rozin, -which is about 85 per cent of the world's output.
About 100 per cent of the country's cotton crop (less a few thousand bales raised in Arizona and California), which is about 60 per cent of the world's cotton.
About 100 per cent of the country's
cottonseed oil and peanut oil. About 100 per cent of the country's
sugar cane. About 99 per cent of the country's sul
phur, or more than three-fourths of the world's output.
About 90 per cent of the country's phos phate rock.
About 93 per cent of the country's cane
B)TUp.
About 93 per cent of the country's sweet potatoes.
About 92 per cent of the country's crude barytes.
About 90 per cent of tbe country's alumi num.
About 90 per cent of the country's early
vegetables. About 89 per cent of the country's car
bon black. About 80 per cent of the country's rice.

About 75 per cent of the country's nat ural gas gasoline.
About 66 per cent of the country's com mercial fertilizers.
About 60 per cent of the country's nat ural gas.
About 60 per cent of the country's graphite.
About 57 per cent of the country's pe troleum, or about 36 per cent of the world's production.
About 51 per cent of the country's mica.
About 50 per cent of the county's quartz. About 50 per cent of the country's lumber. About 48 per cent of the country's as bestos. About 46 per cent of the country's peaches. About 45 per cent of the country's lead. About 42 per cent of the country's zinc. About 42 per cent of the country's chickens. About 40 per cent of the country's asphalt About 40 per cent of the country's feldspar. About 36 per cent of the country's corn. About 33 per cent of the country's pyrites. About 33 per cent of the country's talc and soapstone. About 30 per cent of the country's lime.

124

South, the Coming El Dorado

About 26 per cent of the country's coal. About 25 per cent of the country's
apples. About 25 per cent of the country's sugar. About 24 per cent of the country's sand
and gravel. About 20 per cent of the country's hay. About 19 per cent of the country's wheat. " - '" per cent of the country's
cement.

About 18 per cent of the country's clay products.
About 18 per cent of the country's stone.
About 17 per cent of the country's white potatoes.
About 16 per cent of the country's coke. And the south has about 37 per cent of the country's swine, one-third of the coun try's cattle and milch cows, and about 19 per cent of the country's sheep.

Ten Years of Southern Development Showing Percentage of Growth Since 1910

1910

Population ..................................................

32,480,343

Area, square miles ....................................

945,000

Manufacturers:

Capital ....,,..._.._................................_... *$2,885,927,698

Products, value .................................... '$3,158,388,799

Power used, horsepower ...................... " 4,029,599

Mines, Quarries and wells:

Capital ....._...._...............,....................... $657,011,924

Mineral products, value ...................... $369,678,060

Power used, horsepower ....................

*974,092

Farm property, value ................._..,........ $10,961,865,176

Farm products, value .............................. *$3,915,000,000

Highway expenditures ..................._....... $30,000,000

Railroad mileage ................._..............._..

85,739

Exports, value ._...._............_._............... $628,487,700

Deposits, national banks ..........._........... $899,203,608

Deposits, all other banks ........................ $1,056,732,000

Public school expenditures .................... t$65,150,000

Assessed value: Taxable property........ $13,040,022,045

1920 36306,855
.945,000
$6,885,546,000 $9,808,114,000
6,189^37
$2,274,509,653 $2,285,835,000
1,983345 $21,685380,495 $5,900,000,000
$144,000,000 91,169
$2,436,968,154 $2,666313,000 $3,447,151,000
$204,225,100 $29,072,775,000

Pet. Inc. 11.8
138.6 210.5 53.6
246.2 518.3 103.6 97.8 50.7 380.0
6.3 287.6 196.5 226.2 213.5 122.9

Census figures. t!908.
The south with over 36,000,000 people and 945,000 square miles of land, has about one-third of the population and one-third of the area of the United States. It has three-fifths of the coast lines of continental United States. It has a greater combination of natural advantages than any other equal area in the world.
The south has the greatest natural gas fields known in the world.
The south has the largest sulphur deposits known in the world.
The south has an estimated oil reserve of 55 per cent of the entire supply in this country.
The south has three-fourths of the coking coal of the country.
The south's coal area is twice as great as that of all Europe including Russia; arid fives times as great as all of Europe excluding Russia.
The south's iron resources are in keeping with its coal reserves..
The south has one-third of the mines and quarries capital of the country.
The south has 40 per cent of the country's fostered area.
The south has 55,000,000 acres of reclaimable wet lands.

_________________South, the Coming El Dorado________________125
The south can raise enough live wool with which to clothe the country and much of the world.
The south can raise enough live stock to feed the country.
According to the last census, the south has about 23 per cent of the number of manufacturing establishments (capitalized at more than $500 and excluding hand and building trades and neighborhood' industries) in the United States. The capital invested in these plants amounted in 1920 to over $6,885,000,000 and the value of their products to more than $9,808,000,000. They give employment to more than 1,800,000 people. The amount of capital invested in southern factories is nearly three times the amount of capital invested in manufacturing in the whole country in 1880, and within 13 per cent of the capital invested in manufactures in the rest of the country outside of the south in 1900.
The south purchased over $6,094,000,000 worth of materials for its factories in 1919.
The amount of capital invested in cotton factories in the South is about $850,000,000, which is more than four times the amount of capital invested in cotton mills in the whole country in 1880. The south is now consuming in its own cotton factories about 63 per cent of the American cotton taken by American mills.
The value of the mineral products of the south at the last census was $2,285,835,000. This is $295,000,000 more than the total for the whole country as late as 1910 and over $1,918,000,000 more than the total for the United States in 1880. The south has increased the number of its mines and quarries since 1910, while the rest of the country outside of the south has had a decrease. The number of petroleum and natural gas wells in the south has increased since the 1910 census by 195 per cent, while the increase in the rest of the country outside of the south was but 24 per cent.
In 1920 the south produced about 26 per cent of the country's coal, which was 98,000,000 tons more than the output of the whole country in 1880.
Developments of water-power in the south up to 1920 amounted to 2.249,600 horse-power, an increase of 1,257,659 horse-power since 1908. The maximum undeveloped water-power of the south is estimated at over 8,000,000 horse-power.
The south on about 36 per cent of the total farm acreage of the country produced over 41 per cent of the country's crop values in 1920. The value of southern farm property in 1920 was $21,685,380,000 or $1,245,000,000 more than the value of all farm property in the United States in 1880.
The south in 1920 spent $224,180,000 for commercial fertilizers, or nearly twice as much as the whole country spent for fertilizers in 1910.
The south's 91,169 miles of railroad represents over a third of the railroad mileage of the entire country.
The south spent on highway improvement through state highway depart ments $150,000,000 in 1921, and it is estimated that over $400,000,000 will be spent in 1922 in the south under federal, state and county supervision.

126

South, the Coming El Dorado

The value of exports through southern ports for the fiscal year 1921 was over $2,294,189,000 or more than a third of the value of the total exports of the United States and $519,205,000 more than the total value of the exports of the United States in 1910.
National bank resources in the United States in 1900 were $5,048,000,000, while the south in 1920 had resources of $4,678,000,000; deposits in national banks in the United States in 1900 amounted to $2,506,000,000 while the south had deposits in national banks in 1920 of $2,666,000,000. Other bank deposits (state, savings, private, etc.) in the south in 1920 were $3,477,000,000, compared with $4,400,000,000 the amount of deposits in all banks, excepting national banks in the rest of the country outside of the south in 1900.
The south spent on public schools in 1920 over $204,225,000, which is within 5 per cent of what the whole country spent in 1900, and $24,000,000 more than the rest of the country outside of the south spent at that time.
The estimated true wealth of the United States in 1880 was about $43,624,000,000, while the estimated true wealth of the south is now approx imately $70,000,000,000, or probably double the wealth of the whole country 40 years ago.
This array of facts on the south's economic development outlines the possibilities of this region of marvelous resources and achievements as a field worthy of cultivation by the business men of the nation. Viewed in the light of the fact that the south is the first section of our country to show a marked revival of activity and of the magnitude of development impossible to hold back now that business in this section is moving ahead on a solid foundation, it is a trade field that no business concern can afford to neglect.

Georgia Census

________

127

Georgia Census
ROM a careful study of Georgia in the 1920 United States census reports, the students in the rural economic classes at the State Normal School have found the following interesting facts about their home state.
Based on 1920 United States census figures, Georgia's rank with the other states of the union is 9th in debt-free homes. That is 78.2 per cent of the owned homes are free from debt. Five southern states make a better showing in this than Georgia: North Carolina, Virginia, Louisiana, Tennes see, South Carolina, in the order named.
Georgia ranks 48th in farm tenancy. That means she stands at the bottom of the list, with 66.6 per cent of all her farms cultivated by renters and 60.9 per cent of all farm lands in Georgia in the hands of tenants.
Georgia ranks 47th in tenants and renters. That is in both town and country dwellings, 69.1 per cent do not belong to the people who live in them. Only New York has a greater per cent than Georgia.
Georgia ranks 42nd in the importation of food and feed supplies. Based upon the 1920 census values for food and feed Georgia sent out of the state in 1920 8320,248,000 for bread, meat and staple farm, orchard and garden products, not on extras or dainties. Six southern states are more efficient self-feeding than Georgia: Virginia, Texas, North Carolina, Florida, Mississippi, Alabama, South Carolina, in the order named.
Georgia ranks 36th in crop values per farm worker, having an average of $619.43. The average for the United States is $783.15, and three southern states make a better showing than Georgia: South Carolina, Texas, Louisiana, in the order named.
Georgia ranks 44th in live stock values per farm, having an average of $449. Five southern states have greater values: Texas, Tennessee, Vir ginia, Florida, Louisiana, in the order named.
Georgia ranks 44th in the per cent of farms having pure bred live stock, 4.171 per cent of her farms reporting pure bred live stock in 1920. Four southern states have a larger per cent: Florida, Texas, Tennessee, Virginia, in the order named.
Georgia ranks 44th in the value of farm buildings, having an average of $775. The average for the United States is $1,781, and there are six southern states that make a better showing than' Georgia: Virginia, Texas, Florida, South Carolina, Tennessee, North Carolina.
The state tax values of Georgia gained 66 per cent between 1910 and 1920. The per capita wealth increased from $246 in 1910 to $408 in 1920. This is an encouraging fact, but is Georgia's per capita wealth what it should

J28

_____ ______ Georgia Census

be from the wealth she creates every year? The crop wealth produced in Georgia in 1921 was $177,986,000, Georgia's rank being 14th. Only two southern states have a greater value: Texas and North Carolina.
Georgia ranks 21st in the value of manufactured products, having a value of $693,556,000. Only two southern states make a better showing than Georgia: Texas and North Carolina.

Our Pamphlet Is Closed

129

Our Pamphlet Is Closed
But Development In G.eorgia Has Just Begun
a EFORE closing this pamphlet the L. W. Rogers Company cannot overlook the opportunity to express to thousands of people^particularly to many thousands of Georgians--its appreciation of the kindly inter est they have shown in our attempt to awaken Georgia to the wonder ful possibilities at her doors.
During the course of our "Homely Talks" through the newspapers, and during the weeks that have followed in the preparation of this pamphlet our company has almost been swamped by requests for a completed series of our advertisements. Thousands of these requests have come in lately asking for copies of this pamphlet, which, of course, will be sent.
While these requests, coming from all over the United States and Canada, have shown that we have attracted attention to our work it has been especially gratifying to us to note the tremendous and sympathetic interest that has been aroused in Georgia over the things that we have said to Georgians. This evi dently shows to what extent the farmers and other producers are concerned about the welfare of their State. Naturally, the pleasing part to us is that our attempts to stimulate Georgians to greater things has borne--and is bear ing--good fruit.
This interest has been shown by the farmers and business men and mem bers of civic clubs, not only in Georgia, but in almost every State in the Union, many of whom have requested copies of our campaign in order to inaugurate some such movement in their section of the country.
We feel that it is only just to ourselves to say again that our work in trying to arouse Georgians to better and greater achievements has not been done through any selfish motive on the part of the writer or the company he represents. Our first interest is in Georgia--for we are a part of Georgia, and we want to see Georgia take her rightful place among the States of this Union as a producing and marketing state. We, of course, realize that her prosperity means prosperity for all.
And while we have talked chiefly of Georgia in this campaign of advertis ing, we wish it thoroughly understood that we have not lost sight of the im portance of all of our Southern country, nor do we overlook the tremendous possibilities that are knocking at the doors of all our Southland. We want to see the whole South prosperous. We want to see the whole country prosper ous; and we realize that perhaps all that we have said, as it relates to Geor gia's future, is just as important and just as applicable to all other Southern States.
We have urged Georgians throughout this entire booklet to pay more atten tion to diversification--to turn more intelligent direction and attention to the growing of fruits and vegetables, to poultry and dairying. We have done this because we are most familiar with this line of products, and because we know that any State or section which fosters and encourages the things is bound to grow in prosperity.

130_________________Our Pamphlet Is Closed
We have gone somewhat into detail in trying to tell the farmers of Geor gia how to grow and how to market many vegetables. We have done this because we know from a lifetime experience that these commodities are in demand every day in the year. We know that Georgia can produce them, and as a distributor of food products the L. W. Rogers Company would prefer to buy all of them--or at least many of them--from Georgia. It would, per haps, amaze you to know the amount of such products that the L. W. Rogers Company sell from year to year--such products as canned corn, tomatoes, beans, kraut, hominy, peas, syrup, etc., to say nothing of the great amount of green vegetables disposed of.
Our company does only about one-seventh of the business done in Atlanta and this section on the things just mentioned. So, if the L. W. Rogers Com pany can--and do--handle thousands upon thousands of cases of these goods annually, how great must be the demand from the entire State. And not only Georgia is demanding these things, but there is a constant and steady demand for them in all the markets of the world. We mention these things just to call attention to the fact that Georgia cannot make an over-production of such products--provided they are products of high quality and presented in an attractive, marketable shape.
We have carefully refrained in all of our campaign of advertising, and in what has been added in this pamphlet, from dwelling very strongly on the manufacturing or canning side of the business. We have not urged the erec tion of big canning plants, of large creameries, or such enterprises as these, because we felt that Georgia was not prepared just at this rime to take up projects--at least, many of them--so large as these.
We believe that Georgia should approach these things cautiously and conservatively. We believe that, first, she should prepare the ground--pro vide a way--make plans--for such enterprises.
So it is that we have urged the less expensive and easier way to enter avenues of industries that lie open to Georgia. When Georgia has developed along the lines we have been suggesting, when the people get away from the one-crop idea--when they begin to diversify--when vegetables and fruits and poultry and dairying have been.brought to a higher and better state of pro duction, then naturally will follow these other greater things. They will follow as surely as night follows day--but Georgia or any other State or section would make a mistake to begin first on the big enterprises. Proper preparation for these things is essential, and they will come in due time to Georgia.
With this prophecy we close our pamphlet, firm in the conviction that Georgia is on a higher, bigger and better road to prosperity.
Respectfully,
SCOTT W. ALLEX, Vice-Pres. and Gen. Mgr.,
L. W. Rogers Company,'Atlanta, Georgia.

Table of Contents
Pages Foreword ...................................................................................................................................... 3-5
An Appreciated Letter................................................................................................................ 6
"HOMELY TALKS"
No. I--The Value of An Organization..................................................................... 7-8 No. 2--Goods Should Have Quality............................................................................ 9-H No. 3--Newspapers Must Help..................................................................'..................12-14 No. 4--Some Interesting Facts About Sweet Potatoes............................................15-17 No. 5--Babson Report--Southern Cotton Oil Products..........................................18-20 No. 6--Griffin's Pimientos and Towels....................................................................21-23 No. 7--Kindly Comment on Our Work............-.-.-....----.............--------.....24-27 No. 8--Millions for Butter Going out of Georgia..................................................28-31 No. 9--Georgia's Apple Industry................................................................................32-35 No. 10--Canada's Display in Georgia.:......................................................................36-39 No. 11--Georgia Should Produce Her Dairy Feed..................................................40-43 No. 12--Bringing Eighteen Million Eggs into Georgia..........................................4447 No. 13--Something about the Frank E. Block Co...................................................48-51 No. 14--A Few Wise Leaders Needed.......-..............................................................52-54 No. 15--Cattle and Hog Industry in Georgia............................................................55-58 No. .16--Inexpensive Crops in Georgia......................................................................59-62 No. 17--Co-Operative Producing--Co-Operative Marketing..................................63-65 No. 18--What Other States Are Doing--..........-...-...-..-...........--------.....66-69 No. 19--A Closing Word--What Has Been Accomplished................-.................70-74
A Belated Homely Talk--Millions Going out of Georgia...........................................~.....75-78
Georgia Pecans ----..----.....------.....,,................_...,....,,.....----....................................79-82
Georgia Peanuts ........................................................................................................................83-86
Dairying in Georgia....................................................................................................._.............87-93
The Producer and the Consumer..............................................................................................94-96
Georgia Hotel Man's View........................................................................................................97-98
Organization and Co-Operation..............................................................................................99-101
Vegetable Growing in Georgia....................................................-......................-.-....--........102-116 Asparagus ..._.--..................................................................................................................104 Beans ......,,....,,..................................._.._....................................-...................................... 105 Beets ......._..-.......................-.......................................................-.................................106 Cabbage ..............................................................................................................................107 Carrots ........................................................................_......................................................107 Cucumbers ..........................................................................................................................108 Eggplant and Sweet Pepper..............................................................................................108 Corn ...................................................................................................................................109 Lettuce ................................................................. -.............--.....................................109 Cantaloupes and Watermelons................................----....._.----...................................110 Onions ..................................................................................................................................Ill Potatoes .--............----..............................................................--...----...........................112 Peas ............_...............--............--...................--.............----..----...........................113 Squash ........._......_.................................................--.................----.................................114 Tomatoes ..............................----.............----...--............--..........................................114 Turnips .....................................-...-...................--.----.--.--.........--.------..............----116
Fanners' Week in Athens......-................................................----................----.............117-118 Georgia's Cotton Crop............................................................................................................119-122 South, the Coming El Dorado...........................----.....................-.--..............................123-126 Georgia Census ........---.............................:.........................--------............--..............127-128 Our Pamphlet is closed............----.......................----..----....................._................... ....129-130