Part 13

Packaging

The lug box has almost wholly replaced the older 6-basket carrier and 4-basket flat for shipment of tomatoes. It is in almost every respect, a good package for tomatoes. It is built with solid board ends, with veneer or sawed sides, bottom and cover. Cleats on the ends serve to raise the lids so that a bulge pack will not be injured by pressure. Veneer covers and bottoms are held together by stitched veneer cross pieces. The lug box is packed in three layers and holds about 30 pounds net of tomatoes though it is often over-packed to carry considerably more. The bulge pack is desirable only so far as it is necessary to insure a tight pack and to take up the small shrinkage that takes place in transit. Ordinarily, it goes beyond this. It results in delivery of more tomatoes than are paid for, and in bruising because the top center is too high.

FIGURE 22.--The lug box is the most widely used of all tomato packages. This is well packed and labeled but shows too much bulge making for difficulty in loading and handling and increasing danger of bruising the upper fruits.]

The late M. R. Ensign in Florida, was working with a wire-bound lug to carry 20 pounds of tomatoes in two layers without bulge.

The lug box is packed in three layers and the size of fruits is designated by the number of tomatoes each way,--6 x 6, 6 x 7, and 7 x 7 being the commonest sizes. Each tomato is wrapped in a square of tissue paper which may or may not be printed. The principal advantage of the paper is to cushion the pack and protect the tomatoes against rubbing and abrasion. Where tomatoes are small, U.S. Standards provide for "bridge pack" or partial extra layers, for extra rows and for double wraps or two tomatoes in one paper.

Lug boxes were formerly loaded lengthwise of the car but are now generally loaded crosswise,--that is, the side of the box is crosswise throwing the heavy endwise thrust against the substantial end of the box. Thin strips are nailed between layers, butting against the sides of the car to prevent shifting of the load and closing of ventilation channels. Refrigerated cars are generally used but icing is not usual.

A few shipping sections, notably New Jersey, still use the 12-quart climax basket for tomatoes.

Local markets use various containers for tomatoes,--the Boston bushel box; a half bushel of the same depth also used in New England; lug boxes; the Jersey tomato crate; and very commonly, 8 and 12-quart square braid veneer market baskets. Peach baskets and bushel baskets are now used but little, being too deep for good carrying. The diamond market basket of earlier years has about disappeared--being too flexible and not suited for stacking. The square braid with suitable cover may be stacked very satisfactorily in trucks but is hardly substantial enough for rail shipment.

Hot house tomatoes travel in square braid, climax or paper fibre baskets, now rather commonly, the latter. The Cleveland section sells some millions of baskets of 8-quart capacity but carrying 8 pounds of tomatoes in two layers, usually with stems on, usually wrapped and sometimes with a paper divider between layers.

Cannery tomatoes move in field crates belonging to the canner or, in Jersey, in 5/8 bushel baskets, about as awkward a container as could be readily devised unless it should be the Jersey tomato crate with its two cover strips permanently fastened.

Repack tomatoes are sometimes replaced in lugs or in half lugs. Ten pound corrugated cartons are widely used, newer and fancier packs being but one layer deep. Fruits are wrapped with paper or cellulose film. An increasing proportion of repacks are now put up in one-pound cartons with a window of cellulose film, carrying four or five tomatoes. A variation is a paper tray wrapped with cellulose film.

Good marketing calls for a good label for whatever package is used. These are usually pasted on the package. Paper containers are often printed directly but the problem of misuse of second hand packages is coming to the fore.

Selling

Success in selling demands in the producer the qualities which we ordinarily expect in the business man. The good grower is a business man if he succeeds, and this will be more true in the future than in the past, as competition increases. It is necessary to judge the men one deals with, forming estimates as to reliability and character. Mutual confidence is essential to satisfactory dealings. It is worth while to study the produce business and to learn its ins and outs, reading a trade paper, talking with dealers, and making trips to markets.

Shipments are made on "f.o.b." or track sale, on consignment, or on joint account. The first plan of outright sale is the most desirable and is possible where there is enough business at a given point to attract buyers or where grades and business standing are well enough established to assure the purchaser of what he is getting. When the quality of the product is uncertain or when markets are glutted, consignment must be resorted to. Under this plan, the shipper owns the goods until the receiver makes a sale and all the risks up to this point are his. There are many consignment houses of high character if the shipper will take the trouble to find them instead of shipping to any one who writes a good letter, and there is vigorous competition in the trade. These factors make it possible to secure fairly good service most of the time. Joint account selling, where shipper and receiver agree on how returns shall be divided, is sometimes undertaken where mutual acquaintance justifies it.

Selling on distant markets is more complex and difficult than local selling for many reasons. Shoving crates off the wagon into the car and forgetting them is not selling. Co-operative organization has helped many communities through pooling of resources, standardizing, grading and packing the product, encouraging better field practices, and securing the services of able managers and salesmen.

Local Selling

A very small amount of produce is sold by producers directly to the consumer at his home, but the roadside market has greatly developed retail activity by growers. Here fine quality, attractive appearance, moderate prices, and fair dealing are effective in building business. Stands that plan to "fleece them as they pass" do not last long. It is the return business that counts. The bulk of local selling is done directly to retailers--grocers or hucksters--either at market or store-door. The costliness of this system is being realized and local commission business is growing, in many cases through the establishment of commission houses co-operatively owned and managed by growers, as in Providence, Cleveland, Chicago and other markets.

Some effort has been made to increase the use of tomatoes as has been successfully done with oranges and bananas. These efforts have been sporadic and results have been hardly more consistent than the efforts. Co-operative publicity, especially at times when large quantities are to be moved, would seem to offer fine possibilities. Growers of some crops are finding chain store groups very ready to help in moving out large volumes of produce when the supply is large.

Cannery Selling

Cannery sales are generally made at a stipulated price on contracts closed in advance of planting. These contracts have usually devoted more words to protecting the interests of the packer than those of the grower, largely because the grower has accepted the canner's initiative with little question. Farseeing companies have been fair in enforcement of terms and liberal in their dealings, realizing that prosperity must be mutual for the highest success. A few canners have contract provisions that enable the grower to share in prices realized for the packed product when they rise beyond a certain figure. Too many canners have lacked vision, however, and have taken all they could get. Farmers have known little about costs and so have frequently been lured by the prospect of cash return even though they see no money until the packed tomatoes are actually sold. During recent years, much has been learned about the business side of growing for cannery purposes and the knowledge has been made available through extension channels. Growers have shown some tendency to organize and some canners welcome this movement as helping them to set their affairs on a plane of definite understanding. Canners have suffered sadly through failure of growers to live up to contracts if it suited them better to evade the terms, and organization helps greatly to develop the producer's sense of responsibility. Indiana has formed a federation of locals, but an organization movement in another state failed, more because the directors and members did not live up to their duties than through opposition of certain hostile canners. Co-operation in this field has the same possibilities, requirements and dangers as in other fields. With time and experience, co-operation will be an increasing and beneficial factor in the business.

In some sections, most of the cannery tomatoes are sold on open market, and in others, the early part of the crop is free for local sale or shipment. This arrangement would seem to have possibilities for further development by the use of good plants and good culture.

OPERATING IN THE RED OR IN THE BLACK

Happily, the home gardener does not need to keep books with his tomatoes. If he likes the culture and the product, he need not inquire further.

Not so with the commercial grower. After all skill has been exercised in growing and selling, the books must show black and not red. This calls for good management and judgment not only as to what is best for the tomatoes and for the consumer but also how much one can afford to spend to gain a given advantage.

Fortunately, quality, yield and economy generally go hand in hand. One of the best ways to achieve low unit cost is to win a high yield per acre.

For the cannery crop, conditions are sometimes such that one cannot afford to apply, say, optimum fertilizer because some other factor not readily controlled may limit the returns and so make heavy feeding uneconomical.

Yield.--The average yield per acre of cannery tomatoes for the United States was, in 1940, 5.39 tons per acre and the 10-year average, to 1938, was 4.15 tons per acre. For tomatoes for fresh market, the average yield for 1940 was 148 bushels per acre, 14 bushels above the 10-year average. Of course, these yields would not satisfy a grower who calls himself successful. In the canning sections of New York, it takes about 7 tons per acre to cover costs of production. Some years ago a survey in Arkansas recorded costs as low as $36 per acre. However, the same survey showed cost per ton as $13.64. Cannery contracts that year averaged about $12.75 per ton. That does not yield much money to bank even if ten or twenty acres are grown. Rarely yields run to 25 tons per acre.