12— Lancaster Farming. Saturday. Juno 7.1969 • Dairymen's (Continued nom Page 0) mo nol willing to pi oxide ii pro duct in the m.mnci tlic cotiMim ci wants it the consume! will m.ikc hoi pint liases somewheie else If ai’i leu It tn e is. to piospei .i good icse.iich .uui development piogi.im is absolutolv ncies s.n.v In spite of the expense it will be icvv.nding bec.uibe (1) siimv.il of oni indusliy may ultimately depend upon it, and (2) meiease piofit maigms aie inheient in (.hanged pioduets Theie s an old axiom in the le search and development busi ness Jf you leally want to make money, you’ve got to tiansfoim the law pioduct This is best exemplified by the mai ket foi snacks A few years back some typical snacks were crack ers. potato chips nuts and pei haps some popcoin Now, it’s giown to a business grossing close to Si billion a year. Why 7 Because large companies such as General Mills, Nabisco, Rals ton Pmina and dozens more saw piofit possibilities pointed out by market research They did then leseaich and develop ment homewoik, test maiketing and promotion They’re now making millions tiansforming a few pennies’ worth of raw grains and syrups into dollars’ woith of heavily piomoted and nicely packaged pioduets And, people buy these snack pioduets by the carload' I’m not selling reseaich and development down the nvei by pointing out tiemendous costs and many failmes, I meiely want to put xeseaich and deve lopment in the piopei perspec tive The benefits from research and development, once given suppoit, will come slowly but surely and profitably Consumer 'Preference Imitation products are being brought to light by service de mands by consumers And, faimeis aren’t very concerned about them In addition to this demand from consumers direct ly for imitation pioducts, theie 'QUIET IS SPELLED Y-A-R-D-M-A-N HAND REELS Mans people ha\e '-tated, Vai d Man Hand KeeN aie «-o quiet, it* hard to Peliese I am actualls cult In?, m\ lawn If sou doubt the one miu was to find out to trs it S\ hen jou do, sou 11 h et anolhei worth whib vui pn^e —silent \ ml-Man Hand H*eJs ue aNo the t »m*-m pii'-hm?- mowei l - in the woild Tlu operation !>- silent and withou effott—th** b 1 ui* (ut liUe '•i i - sot - smooth and (kin Hand Opented I I'-l-Set, Wheel mO i’

arcl-Man pti( < I Imu W 1 \ low lifts ,1 IjeUlU fill 1 in n Yud-Mu il-u Ii n a (. op- nd 'I i mini- i In it opei U« s Hi* " nil- V i ELI F. KING R D. 1, RonKs Pond Rd Pli. 7GS-3G70 Is an Indirect demand by the consumois' eating habits To day we must cater to institu tions who feed out consumois at the rate of one meal in thiec away fiom home A statement was made in 1.03 A D. natuie loves to make change and change makes pio giess Imitation pioduets have had some success because of consume) altitudes ronsumci s have accepted the idea of new pioduets and so a new substi tute pioduct is no suipiise to the consumer Other consumer altitudes must be examined to realize why the consumer has accepted substitute pioduets The Amen can consumer is “biand named” to death Piactically eveiy pio duct we use has a national brand name attached to it So, our American consumers aie conditioned to brand names The consumer was not sur pused by the teim “imitation milk ’’ The consumer reaction to imitation milk was the same reaction as there was to oleo Imitation milk was what it was expected to be, an imitation. However, the consumer has de manded that the imitation pio duct she eats must taste close to the oiigmal pioduct. ih June Dmu Montfi Let’s celebrate the occasion by being extra sure to eat ta&tj*. nutritious dairy products at every meal. Enjoy cold, refreshing milk at every meal and encourage your friends and neighbors to do the same. Get into the habit of drinking milk regularly. Sharp cheddar cheese is a hard-to-beat snack. Select from the wide choice of delicious ice cream flavors when you order or serve dessert. We’re proud that many dairymen in this community are loyal Purina customers. And, we welcome this opportunity to promote the milk and milk products they produce. Why not make a mid-year resolution to use more of their dairy products in June ... and throughout the whole year! John B. Kurtz Ph 354 9251 R D 3, Ephiata Wenger's Feed Mill Inc. Ph 367 1195 Rheems Ira B. Landis John J ' Hess ' ,nc - Ph 394 7912 1912 Cieek Hill Rd , Lane h«IB»k Consumers will try new pro duct* even without a price dit to ential Farmers in their con cern foi subitituo pioduct* have failed in the past to venture into consumer lescaich to determine ju*t what consume! s do know about join pioduct As an ex ample. m milk we found the following levels of knowledge among consumers 91% of the pei sons sin vexed consideied milk a nutntivc pioduct and knew that the bodj got 75% of it calcium fiom milk and milk products: however. 41 r c did not know that imitation milk had no milk in it. and ll c 'c thought it was a special diet beverage Consumer knowledge of the calorie content of milk proved that 59% thought that imitation milk was lower in calories: 10% thought it was higher: and 58% of the consumers surveyed said imitation milk had a higher pro portion of vegetable fat in it. From all of this, we some times foiget about consumeis who complain about our pro ducts To date, agiicultuie hasn’t done much about consum er complaints When consum ers complain, they are heard and listened to by industiy people, and if industry does not choose to listen then the Fed eral government will. Our communications to con- West Willow Farmers Assn., Inc. Ph 464 3431 West Willow Janies High & Sons Ph 354-0301 Goidonulle Ph 442 4632 Paiadfse sumors today with agricultural substitutes must be an honest type of communication so we will be able to live with it Food substitutes are here to stay for two reasons (I) new ptoducts aie accepted by con sumeis. and (2) an industiy must have new pioducts foi economic giowth Moon Gazing Thoughts Some farmers today speak of their independence and will not paiticipate with any cooperative faim organization. May I re mind you that if you’ie that in dependent you can enjoy the pm ilege of working yourself in to poveity. The faimer today must con tinue to substitute machine foi labor. The agriculture industry must cooperate to test new and inno vated products Many industries today are spending 12% of their gioss profit return for adver tising and 1% for research and development. To sell products today through the television media, every commercial will have to be pre-tested before regional or national use. The labor force in the United :niiiiiiiiiiiMiiimmiiiiiiiiiiiiiiiiiiimimiiiiiiiiimmiiimiiiiiiiiii>iiiu£ MYERS GlasStran Tractor - Mounted P. T. 0. SPRAYER • Myers GlasStran P.T.O. sprayers are designed to handle 3 a great many different spraying jobs. 3 • Available in 3, 6 and 13 gpm sizes, pressures to 500 lbs. s • Has 21 ft. boom complete with handy 7 position Selector s Valve. Selector Vahe handle dials desired boom 3 sections. 3 Also selection of trailer type sprayers available with nylon roller and/or piston pumps. ‘ Lancastei County’s Only Dealei Specializing In Spiayer Sales and Seivice” = Rnnks Pa. 687-8712 = See us for complete details LESTER A. SINGER States today is composed of 377 i female workers Any organization that no gleets either its business con tracts 01 its political conti acts is in peril. It was Congressman Poage of the House Agucultuic Commit tee who said the 1968 faim pio gram is the last faim bill of this type that will ever pass in the United States Congress Of all the needs of agricul ture. the one that is most cuti cal today is some type of poli tical action This can onlv be done by faimer coopeiatives. The “faim bloc” vote, as such, is a dead issue It is not talked about in political circles The only real influence farmeis have in Washington is through the U S Depaitment of Agucul ture. Senators and Congi ess men are at woik to transfer programs from the Department of Agiiculture to other depait ments where Congressional leaders feel action will be moie efficient. Tested Tools What made oui country great will continue to do so if vs 3 heed our heritage It was haid (Continued on Page 161